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Introduction• Welcome!

• Learn, and boost your selling confidence.

• Ask questions during workshop.

• Share experiences.

• Questions before we begin?

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• Fragrance overview

– How a fragrance is made

– Fragrance notes

– Levels of fragrance concentration

– Fragrance families, and types within each

• Mary Kay® fragrances

• Fragrance fun facts

• Questions

Outline

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ObjectivesBy the end of this workshop, you will be able to:• Explain how a fragrance is made and how scents are

developed for Mary Kay.• Describe top, middle and bottom notes.• Explain why the scent of a fragrance varies.• Identify fragrance families, and the different types within

each family.• Explain the difference between levels of concentration –

perfume, Eau de Parfum, Cologne, Eau de Toilette and fragrance mists.

• Describe the attributes of each Mary Kay® fragrance.

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Fragrance Overview

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Fragrance Overview

Top (first impression)

Middle

(heart of the fragrance)

Bottom

(final impression)

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Fragrance Overview Women’s Fragrance Families Chart

Fragrance Type   Attributes

FLORAL: Sheer Light, translucent blend of floral notes

  OrientalFloral notes with added sweet and spicy

tones.

  FruityFloral notes with added fresh or sweet

fruit.

Creamy Blend of floral, creamy notes.

ALDEHYDIC (al-de-hid-ic)  

Clean-smelling base, often combined with florals.

ORIENTAL: SheerLight blend of traditional oriental notes,

often with a sparkling top note

 

Chypre

(she-pra)

Composition of woody and fruity accords balanced with the sweetness of traditional oriental notes.

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Fragrance OverviewMen’s Fragrance Families Chart

Fragrance Type   Attributes

FOUGERE (fu-ghair): Fresh

A blend of cool-warm notes of citrus and lavender balanced with fresh outdoor accords.

  WoodyFresh and watery with woody

undertones.

CHYPRE (she-pra): Leathery Composition of dry-smoky, woody notes.

ORIENTAL: AmberyA blend of ambers and wood with a hint

of spicy and soft leathery notes.

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Fragrance Overview

Level of Fragrance Concentration

• Perfume

• Eau de Parfum

• Cologne

• Eau de Toilette

• Mists/Scented body products

Perfume

EDP

Cologne

EDT

Mists/Scented body products

Highest

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Fragrance Overview• Women can choose a fragrance based on:

– Their mood– An occasion (wedding, party, business meeting)

• The three most common feelings women want to

get from their fragrance are:– Confidence– Happiness– Femininity

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Mary Kay® Fragrances• Belara® Eau de Parfum

• Creamy floral

• Top notes: San Joaquin Fig, Wild Bilberry, Opal Lotus Flower, Pittosporum Blossoms

• Middle notes: Star Gazer Lily, Southern Indian Tuberose, Snow Drop Flower, Chamomile Petal, Golden Acacia Blossoms

• Bottom notes: White Poplar Bark, Milky Sandalwood, Cotton Musk

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Mary Kay® Fragrances

• Bella Belara™ Eau de Parfum• Floral Fruity• Top notes: Mandarin, Strawberry

Leaves, Nectarine, Apricot, Cassis• Middle notes: Rose Petals,

Freesia, Lily of the Valley, Ylang, Jasmine

• Bottom notes: Blonde Woods, Sandalwood, Vetiver, Moss, Tolu Balsam

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Mary Kay® Fragrances• Journey ® Eau de Parfum• Sheer Floral• Top notes: Ice Mint,

Watercress and Water Lily• Middle notes: Wild Freesia,

Phlox, East Hampton Peony, White Sampaquita

• Bottom notes: English Heritage Rose, Apricot Musk and Beachwood

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Mary Kay® Fragrances• Velocity® Eau de Parfum• Floral Oriental• Top notes: Banana Flower,

Green Jungle Orchid, Tart Mangosteen

• Middle notes: Dashing Clementine, White Azalea Petals, Aromadendron

• Bottom notes: Balsawood Tree Blossom, Blackberries, Sheer Woods

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Mary Kay® Fragrances• Women’s Eau de Toilette Collection

• Lighter versions of fragrance with a lower concentration of fragrance oil

• Four everyday wearable and simple scents:

•Sparkling Honeysuckle

•Warm Amber

•Exotic Passionfruit

•Simply Cotton

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Mary Kay® Fragrances• Domain® Cologne• Fresh Fougere (fu-ghair)• Top notes: Zesty Lime Tonic, Crisp

Macintosh, White Grapefruit, Desert Sage, Tangerine, Cognac Grapes, Lavender

• Middle notes: Juniper Berry, Night-blooming Cactus, Bird of Paradise, Garden Basil, Tarragon, Ice Mint, Cypress Leaves, Green Bamboo Shoots

• Bottom notes: Cherry Firewood, Blonde Cedar, Pipe Tabac, Cistus Labdanum, Patchouli Wood, Palm Tree Wood, Black Vanilla Bean, Musk

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Mary Kay® Fragrances• MK High Intensity™ Cologne

Spray• Ambery Oriental• Top notes: Icy Black Fennel,

Crushed Coffee Bean, Silver Sage

• Middle notes: Anise Seed, Black Tea, Violet Leaf, Dianthus

• Bottom notes: Amber, Royal King Wood, Vintage Suede Accord

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Mary Kay® Fragrances

• Velocity® for Him Cologne• Woody Fougere (fu-ghair)• Top notes: Mountain Air Accord,

West Indian Mandarin Flower, Green Tomato Vine, Lime Mint

• Middle notes: Sassafras Stems, Boxwood, Cilantro Leaves

• Bottom notes: Linden Bark, Teakwood, Cedaramber

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Deo Body Spritzers

•Includes an innovative, neutralizing complex that traps

odors•Formula contains a light

fragrance so it can be applied liberally any time, whenever you

want to feel refreshed.•Formula contains botanical extracts rich in antioxidants

The Deo Body Spritzer Customer

Target Customer• New and existing customers

who are looking for a body spritzer to freshen and deodorize skin any time, day or night

Which one is right for them?• Share product’s ingredients

and benefits

• Scent

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Mary Kay Fun Facts

• Fragrance does not smell the same way on any two people.

– Skin’s pH level

– Climate

– Level of moisture on skin (perspiration and topical lotions)

• Some fragrances seem to last longer than others on different people.

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Fragrance is sometimes applied to pulse points:

• Wrists

• Behind ears

• Base of throat

• Crook of elbow

• Behind knees

• Inside ankles

Mary Kay Fun Facts

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Test Your Knowledge!Unscramble the fragrances to list them from thehighest to the lowest level of fragrance concentration.(Eau de Toilette, Eau de Parfum, Perfume, Fragrance Mists/Scented bath and body products and Cologne)• ANSWER: • Perfume (highest)• Eau de Parfum• Cologne• Eau de Toilette• Fragrance Mists/Scented bath and body products

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Test Your Knowledge!

• QUESTION: Perfumers identify three parts of a fragrance – top, middle and bottom notes. What does the bottom note reflect in a fragrance?

• ANSWER: • The final impression. It is the most lasting

part and can last several hours after the fragrance is applied.

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Test Your Knowledge!• QUESTION: Women can choose a fragrance

based on _________.

• ANSWER:

• Their mood, or a special occasion (wedding, party, business meeting)

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Challenge

• Try the Mary Kay® fragrances, if you haven’t already, and pick out your favorite.

• Contact at least five of your customers this week to let them know about these products.

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Happy Selling!

“Outstanding sales depend on your ability to think from the customer's point of view and understand and respond to your customer's best interests. Successful salespeople know how to interpret what they hear their customers say. They not only listen, they also hear what the customer really means.”

Remember Mary Kay’s words…

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