Once these generalities are laid out, let us note, as always, that despite commonalities, a finer segmentation is necessary, underscoring the extreme need to monitor demand to respond to it.
What is it, again according to McKinsey?
1. The confident adherents: the least numerous
They represent the smallest share of wellness consumers (11%) and 15% of market spend, although they place great importance on wellness. But, more secure than the maximalist optimizers, they are obsessed with fitness, buy gym memberships, fitness apps, home equipment and sports nutrition products more frequently than other consumer groups. They also tend to conduct thorough research before buying wellness solutions, but remain loyal to what suits them once found. To attract these demanding and passionate consumers, it is best to offer them solid, serious deals comparable to what they use at home. They will not forgive average-quality tourism offers, risking to penalize their fitness programs.
2. The health traditionalists: a bit older
These are generally older consumers, mindful of their health and well-being, but who favor simplicity and practicality. They account for 20% of wellness product consumers and 13% of market spending. Their priority is healthy eating, taking vitamins and dietary supplements, and regular physical activity. They are, however, less open to experimentation or new technologies and solutions, such as weight-management prescriptions, telemedicine services or AI-based products. To win their trust, it is essential to meet their expectations. They are unlikely to buy a wellness product simply because it is new or trendy. Conversely, adherents of a traditional health approach focus on nutrition labels and ingredient lists. Wellness industry players must therefore adjust their positioning accordingly and emphasize high-quality natural ingredients where relevant.
3 and 4. The frail and those with health issues
Finally, these two groups (not exactly the same) account for 24% and 20% of consumers, and 22% and 10% of market spending, the smallest share of all groups. Tending to be stressed about their health and lacking motivation, particularly to maintain or lose weight, these people have “well-being” goals but struggle more to achieve them. It is therefore essential to make access to health management easier for them and less intimidating. Notably in a vacation setting.
Finally, let us not forget that there is a substantial portion of the population that is completely neglectful of its health and well-being. They pay less attention to health monitoring and buy only the essentials, while being very price-sensitive. They remain nonetheless a target to conquer.