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Basic Fragrance Training
Making Recruitment Beautiful
www.flairltd.co.uk
Types of Fragrance
Fragrance products consist of a concentration of perfume oils in a solvent (usually alcohol).
The amount of perfume oil in a fragrance dictates whether it is an Eau de Parfum, an Eau de Toilette, an Eau
de Cologne and so on. It also dictates how long a fragrance product will last on the skin and, of course, its
price!
To help explain the difference in strength, we have listed below the types of fragrance products, their
concentrations and the average time it takes for the scent to evaporate.
Perfume
15%-30% concentration of perfume oil 6 – 8 hours
Eau de Parfum (EDP )
8%-15% concentration of perfume oil 5 - 7 hours
Eau de Toilette (EDT )
4%-8% concentration of perfume oil 4 – 6 hours
Eau de Cologne (EDC) Aftershave
3%-5% concentration of perfume oil 2 – 3 hours
Types of Fragrance The price of a fragrance product will depend on its strength (% of perfume oil) as well as the bottle size. For example, a 30 ml Eau de Parfum bottle will usually cost more than a 30 ml Eau de Toilette as it is stronger. The more alcohol a product contains, the quicker its scent will evaporate. Aftershave has the highest alcohol content. Although an Eau de Toilette is cheaper, it is not necessarily more economical, as it will not last as long. EDT is the most popular and affordable concentration available. Fragrances should be kept away from heat and light. Storing fragrance in the fluctuating temperatures and humidity of a bathroom will cause a scent to degrade rapidly. Identical fragrances may smell differently and also last longer when applied to some peoples' skin than others, this is because of the chemical make up and balance of our skin
Fragrance Categories
Fragrance Categories
The different types of fragrance are described by their scent and the ingredients that have been used to
make up a particular scent.
The clean, tangy aroma of citrus fruits: lemons, mandarins, bergamot
Citrus oranges and grapefruit
The sharp green scent of crushed leaves and fresh-cut grass
Green
Soft sea breezes
Water
The fresh-cut fragrance of flowers from a single rose to a rich bouquet.
Floral
These soft, powdery floral aldehydes blend nature's flowers with the
Soft Floral perfumer’s aldehydes.
The soft, spicy notes of orange flowers, sparkling aldehydes and sweet
Floral Oriental flowers.
Fragrance Categories
Incense adds a sensual softness to heady flowers, spices and amber.
Soft Oriental
The hypnotic fragrances of oriental resins, night-blooming flowers, vanilla,
Oriental musk.
Rich oriental notes blended with the potent wood scents of patchouli and
Woody Oriental sandalwood.
Perfumers call these forest notes of oak moss, woods and citrus chypre
Mossy Woods fragrances.
Dry resins, cedar and tobacco make a mossy-woody fragrance drier,
Dry Woods sometimes a little smoky.
Sexy cool-warm notes of citrus and lavender, sweet spices and oriental
Aromatic Fougere woods.
The ‘Stages’ of Fragrance You may wonder why Perfumes/Aftershaves always smell different after you've had them on a while. This is because the Fragrance develops in 3 stages. Top Note The initial, lighter smell of the fragrance, which lasts for around 8-15 minutes. Heart/Middle Note This remains constant throughout use of the fragrance (hence the term heart note) and develops after the top note. Base Note This is the last to develop, and helps to fix the fragrance to the skin. This is where you will smell the ‘woodier' notes of the scent, which become more noticeable when the fragrance has been on the skin for a while.
The "Dispensation" of a Fragrance Spray Sprays are considered the best way to apply a fragrance as you can spritz them all over. EDT and EDP are always supplied as a spray. Splash Splash's are a slightly more flexible dispenser. For example, you may want to a fragrance to the water in your steam iron to add scent to your clothes, a splash bottle is better. Aftershave is always supplied in a splash bottle, as are most samples and vials
Women’s Fragrances Parfum (Pure Perfume) The$most$ expensive$and$concentrated$of$fragrances,$only$small$amount$needed Eau de Parfum Less$concentrated$and$should$be$applied$more$liberally Eau de toilette The$lightest$concentrated$fragrance$but$most$popular$to$wear$daily
Women’s Fragrances Body Lotion A milky texture to be applied after bathing. Adds a light moisture to the skin and a fragrant layer. Body Cream A creamy texture to be applied after bathing . Adds rich moisture to skin and a fragrant layer. Bath/Shower Gel It can be used as a bubble bath or a shower gel. Adds a fragrant layer.
Men’s Fragrances Aftershave This is a fragrance toner which should be applied after shaving for a fragrant layer to the skin Aftershave Balm This product is for men with sensitive skin which if applied will make the skin comfortable; Eau de toilette The lightest concentrated fragrance but most popular to wear daily
Selling Tips: Always try to sell the larger sizes, they are always better value for money and the customer is paying only slightly more for a 100ml fragrance. You will always promote with a 100ml tester bottle so when securing a sale, a good phrase to use is ”This size is 100ml” - this also gives you the opportunity to talk about, go down to, the 50ml and 30ml if the customer does not take the largest size. Try and promote all the products within the range, a good phrase to use when promoting the body lines is “Do you know how to make the fragrance last longer?”, Body lotions and shower gels will enhance the fragrance when worn together so you can demonstrate on one of the customers wrists some body lotion and a spritz of fragrance, and on the other just the fragrance, and ask them to tell which smells stronger. Body lotions are also great as gifting ideas. If you have a gift set available with body products in, these are better value for the customer as they are getting the body lines for free.
Questions you can ask the Customer:
Always ask open ended questions to engage in conversation with the customer and to find out
what they are looking for.
• “Good morning/afternoon, let me delight you with this new fragrance from….”
• “Can you tell me what you currently wear so I can help you with a new fragrance?”
• “If you like that you will love this!”
• “What age is the person you are buying for?”
• “I love the shoes/dress/scarf/coat etc. you are wearing, where did you get them from….? Whilst
you are here, this is the new fragrance by …..”
• “Who are you looking to buy a fragrance for today?”
Always discuss any offers that are currently on with the brand or in store, for example: free gifts with
purchase, points offers or price matching, this will encourage the customer to make a purchase.
Do offer to gift wrap if this is available, this will also sometimes help secure a sale if this is offered.
Only offer samples to customers who have made a purchase unless you are promoting a new
fragrance and samples are there for you to give out. The best way to sample a customer is to spray
the fragrance on the customers skin.Questions you may be asked:
• What is the difference between an EDP & EDT?
• Why do I need to buy a body lotion or shower gel?
• What are the benefits of buying the larger size fragrance?
• I am looking for a gift and I’m not sure what fragrance they wear.
• What offers do you have on at the moment?
• Are there and gift sets available?
• Do you gift wrap?
• Do you give out samples?
• If it is not suitable, can I refund or exchange?
• I have a complaint, can you help me?
Good Luck and remember a little bit of knowledge goes a long way!THE FRAGRANCE FOUNDATION ONLINE TRAINING
Fragrance Expert
Want to become more confident in your fragrance selling and recognized as an
expert in fragrance selling?
Sign up to this short course available for temporary staff to broaden your knowledge of perfumery, from the ingredient
building blocks that create fine fragrance to how fragrance can be expertly sold in store. Upon successful completion of
this course you will be recognized by retailers, brands and customers and you will receive a Certificate and Fragrance
Expert pin to wear in store.
Benefits to you:
• Recognition from the Fragrance Industry
• Confidence in Selling
• Inspiration
• Knowledge of the Industry
• Increased Sales
• Tablet friendly so you can study on the go!
CONTACT SARAH GRAHAM FOR FURTHER DETAILS - sgraham@flairltd.co.ukwww.flairltd.co.uk
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