Introduction

In the global fragrance industry today there are only a handful of basic marketing strategies. First, there is the fragrance from the big cosmetics companies that get attention and make sales due to their connection with the brand — Estee Lauder and L'Oreal are examples.

Then there are the "designer" fragrances, fragrances promoted by companies that have considerable fame in the fashion world. This would include fragrances from Chanel, Dior, Ralph Lauren, and others.

Then comes everybody else. In the "everybody else" world, fragrance promoters have to associate their perfumes with some person or product that has a following. It can be Taylor Swift, it can be Nike shoes, but there has to be some preexisting following or it's simply too risky to be investing ten million dollars or so to launch a new perfume. When it comes down to it, this whole "everybody else" class can be summed up by the words, "celebrity perfumes."

Now if you don't happen to be a global cosmetics company or a famous fashion designer, if you want to sell your own perfume your ONLY hope is to (a) become a celebrity yourself, or (b) associate with someone who, on some level, however small it may be, is more of a celebrity than you are.

My inspiration for the article that follows was performers, singers in particular, who are developing their careers and might be receptive to allowing you to sell "their" perfume, if you do all the work, make no demands on them, and do nothing that might harm their image or their followers.

Here's a deal you can put together
to sell your perfume on the web

Here are some realities: To sell your own perfume you need a market, people ready and willing to buy your perfume. If you are starting from scratch as a perfume maker or perfume entrepreneur you probably don't have enough loyal followers to make your perfume profitable, especially on the internet.

To sell online successfully you need dedicated followers who hang on your every endorsement and buy, when they can afford it, whatever you present to them in your name. But you don't have this kind of a following and if you put up your own website — as an unknown perfume maker — you will likely be disappointed by how few people come to your website and how those who do pay you a visit quickly depart, without making a purchase.

So your first step in making online sales is to put your perfume on a website that does have traffic, a website belonging to someone who has a following and whose following might buy perfume.

Partnering with an energetic hopeful

Now here's a tip extracted from an interview by Jessica Sier with Triangl co-founder Craig Ellis. Selling online only, Triangl has been hugely successful at using Instagram to make sales. But Ellis cautions marketers to stay on their "level" when trying to get others to help promote their product. In the Instagram world, this would mean this would mean that if you have 1000 followers, you reach out to others who have 1000 followers, not people who have 100,000 followers.

To translate this into the situation of a perfume entrepreneur (you!) seeking a relationship with someone who has a strong web following of potential perfume buyers, your target should be a personality, a designer or performer, who is at the same point in their career (struggling!) as you are in yours.

This will usually mean that a good candidate might be a singer who, thought though quite professional, is only now beginning to build a following and who, at present, is far from famous.

Look what we've got so far: you, who can create a fragrance, and this other person who can influence their online following. A deal makes sense.

Be prepared to do everything

Here's what the deal might look like. First you have to understand that the person attracting the following will not be terribly interested in getting involved with perfume. Their interest is in their career, promoting their music or whatever. They won't want the distraction of perfume. This means that it will be all up to you.

Your first step will be to offer a proposal to the other person and get a consent for at least the outline of a deal.

Next you have to determine where you will take orders. Social media can arouse interest but to take orders you'll need a website — the other person's website — and if they don't have one you may have to build one for them. This can be done for a few hundred dollars.

It is essential that this website NOT be about your perfume. This site must be about your celebrity-to-be. It must highlight this person's accomplishments, give concert dates, show photos and perhaps embedded YouTube videos. You are creating an environment where you perfume can be solid. Yes, it will require work but doing it will help you better understand the person you are working with and their followers.

Now you can add your perfume to the website. And you'll add it with a payment link -- Paypal is a good starting point -- with the orders (and the money) going to you. You can settle up later with your performer by showing sales reports from Paypal.

So here's an opportunity — a real opportunity — to have money coming your way from the sale of your perfume. But there's one sacrifice you'll have to make. Your perfume will be marketed as the other person's perfume. You'll be the unknown genius behind the fragrance while the other person will get all the glory — but remember, it is that other person's fame and following that will be pushing sales.

Now let's go over the logistics of this setup. Cash orders will be coming to you. You will be shipping the orders. You'll keep records of what you shipped and when you shipped it. And you'll offer your own contact information for customer service.

In short, you'll be in the perfume business: creating, marketing, and distributing. You'll quickly get it down to a routine.

But for you this need not be a one-shot deal. Once you get your systems up and running you can repeat this strategy with other rising stars. The more success you can show, the bigger the performer you'll be able to attract. The business will grow. But lay your foundation carefully. Everything you do should make your silent partner — your performer — look good. Forget ego. Look to the money.


archander
Perfume and Flavor Materials of Natural Origin

Steffen Arctander's Perfume and Flavor Materials of Natural Origin was first published in 1960 and is the classic, authoritative reference for natural products used in perfumes, scents, flavorings, foods, and medicine throughout the world. Part One defines and describes processing methods used to extract or refine the products into usable form; Part Two includes more than 500 monographs on the natural raw materials used to produce perfumes, flavorings, etc. Appendices include a classification of important materials by their scent, and worldwide production figures for major products. Fully indexed, the book also includes 62 pages of photographs, making this the standard reference work on natural materials for perfumers and flavor chemists. The preface contains practical descriptions of available materials, their origin, production and processing methods, appearance, odor and flavor type with brief notes on their main constituents, replacements and common adulterants.


Creating Your Own Perfume With A 1700 Percent Markup! (3rd edition)

Perfume is famous for the markup it can achieve, even for a middle market fragrance. While "everybody knows" that perfume costs next to nothing to make (not completely true) the making of it is often considered an esoteric secret. "Creating Your Own Perfume With A 1700 Percent Markup!" details how a 3-person company with no experience created their own fragrance in response to a marketing opportunity that was too good to pass up. The book explains exactly what was done to create a fragrance for that opportunity but it is far more than a history of the author's project. "Creating Your Own Perfume With A 1700 Percent Markup!" lays out every step in the process of creating your own perfume, either as a do-it-yourself project – and without the benefit of automated equipment some compromises and workarounds are required – or full bore professional production under your supervision. Either way you will be producing a quality fragrance at a remarkably low cost. Do you have a marketing opportunity that would be wildly profitable if only you could obtain your fragrance at a ridiculously low cost? "Creating Your Own Perfume With A 1700 Percent Markup!" is the guide you need to do it.


Naming Your Perfume And Protecting Your Name

A really great name, a special name that is just right for a particular perfume or perfume marketer (or entrepreneur with money to invest!) can be worth a ton of money. But few individuals with great ideas ever manage to cash in on those brilliant ideas. Instead they wait while others "discover" their idea, acquire legal rights to it and make all the money while they are left out in the cold without a penny having been earned for what was once THEIR idea.

If you are struggling to name your perfume and are looking for a name that will have real value, "Naming Your Perfume And Protecting Your Name" will help you weed out low value names and point you to names that have better marketing value plus the potential to become valuable assets in themselves.

If you have a great name you want to protect but no fragrance, "Naming Your Perfume And Protecting Your Name" will guide you through the simple steps you must take to acquire a legal right to that name before someone else grabs it! Best of all, "Naming Your Perfume And Protecting Your Name" shows you how to gain strong legal protection for your name without a lawyer and without spending more than pocket change.

Never had an idea for a product name? Never thought much about perfume? "Naming Your Perfume And Protecting Your Name" may stimulate your interest in a whole new game that, when played well, can make you lots of money without your having to leave the comfort of your home office.


How To Launch Your Own Perfume Company: A Simple Business Plan

You can build a perfume business of your own using this business plan as a guide. By following its detailed strategy you learn to identify motivated groups of potential perfume buyers. Members of these groups are near the tipping point of desire for a new perfume. You don't know these people and they don't know you but you know a marketer they trust, one who does not currently sell perfume and might never think of selling perfume were it not for your approach. Here is where you step in with a professional plan, promotion, and perfume to take advantage of this ripe opportunity for mutual profit. Before your first promotion has peaked, you will already be developing a relationship with your next marketing partner. Following this plan, you will gain more and more profit with each new marketing partnership.


Creating your own perfume from dropper bottles: Methods, mechanics, and mathematics

Now when you make your own perfume you can make it fully "commercial" meaning you will be creating a product ready for regular, continuous sales to friends, relatives, and the public! If the fragrance you've made has already won praise, why not share it with others? Some might pay you for it and want it for their web stores or retail boutiques! Creating your own perfume from dropper bottles: Methods, mechanics, and mathematics guides you through steps that can turn your hobby project into a perfume business. Discover how close you are now and how little more you must do to take what you made with essential oils and dropper bottles into a business of your own! For an introduction to this book, watch this video.


How To Create A More Valuable Name For Your Perfume

When you name a perfume you create a valuable asset – the name itself. To sell your perfume you want the most effective name possible. But a good name can have value beyond the edge it gives your sales. In naming your fragrance you are creating a trademark and a trademark can have value independent of the product. The value of that trademark can vary. Much depends on how well, in naming your perfume, you follow the trademark "rules." How To Create A More Valuable Name For Your Perfume first helps you develop a name that will be effective in selling your perfume. It then prods you to make use of certain techniques that can turn a good name into a great trademark, strong and valuable. If you have questions about how to protect a name, How To Create A More Valuable Name For Your Perfume will answer many such as:

  • Can you protect your name yourself or do you need a lawyer?
  • Can you register a trademark without a lawyer?
  • What does it cost to register a trademark?
  • How do I enforce the rights I have established?

How To Create A More Valuable Name For Your Perfume covers both state, federal, and international protection.


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Philip Goutell
Lightyears, Inc.