The Emotion of Perfume Buying

Posted on by in Editorial, Mark Behnke and tagged , , .

I am always happy to see data support a widely-held belief. The scientist is always skeptical of the anecdotal over the analytical. Which Is why I am always interested in the reports the consumer research company The NPD Group release on fragrance buying habits. The one from June 2017 was titled “Women are More Emotionally Connected to Fragrance than Men”.  The article takes data from their recent “Scentiments” program where they did a deep-dive on fragrance buying habits.

What they found was, “one-third of women see fragrance as a personal treat, or a pick-me-up to enhance their mood. They tend to choose a new scent based on how well it fits with their personality.” This translates to new purchases on the average of once a month from women. When it comes to men they buy, “typically for the purpose of replenishment” and 1-2 times a year.

These findings lead to some recommendations on how to sell fragrance to the genders. It posits women are more willing to try new things and grouping perfumes in categories based on their style offers opportunity for discovery of other brands. On the men’s counter the uber-focused replenishers just want to be able to find their brand therefore keep them grouped together in that way. A couple of other insights were smaller sizes and/or rollerballs have seen an upsurge in sales. Also, women are more likely to gravitate towards fragrance sellers who give out samples.

I have no doubt this applies to the general public. It reflects much of what I see when I take my weekend field trips to the local malls to make my own observation on buying habits. When it comes to the group of people who have become perfume lovers I think all the gender divisions are removed. We are better grouped by our passion for fragrance than our sex. Within this subset we are more like the women described in The NPD Group article.

How many of us, “see fragrance as a personal treat, or a pick-me-up to enhance their mood. They tend to choose a new scent based on how well it fits with their personality.” I would make a wager it is much higher than one-third. I know that sentence has described my personal experience.

Even now when I am buried under hundreds of new perfumes a year; when one connects it is my emotions which are engaged. I almost involuntarily smile. When it’s really good I make noise and roll my eyes upward. Love of perfume is entwined with emotion and I think that is genderless.

Shelves at Scent Bar/Luckyscent in Los Angeles

I also want to mention the suggestion about selling fragrance by grouping them in similar styles as opposed to collecting them into brands. There are two stores I know of which do this and I think it is a more useful way of guiding any consumer to find something new. It gives them the opportunity to find that emotional connection in a style which has had a similar effect previously.

There is probably a more general maxim that all buying is emotional but I believe fragrance is something which has a more primal connection to those who add it to their day. When it is great it makes your mood brighter which is why we keep going back.

–Mark Behnke

Is Perfume an Aspirational or Signature Purchase?

Posted on by in Editorial, Mark Behnke and tagged , , , .

I read an interesting piece on The NPD Group website called “How the Aspirational Purchase Has Shifted”. The basic thesis of the article is in to the mid-2000’s there was a significant number of consumers who would shell out for a particular set of expensive items in the effort to give off the sense of wealth these brands would impart. The author now hypothesizes that over the last decade or so that has changed. Now it is about finding that great item at a thrift store. The rise of YouTube videos which extol just that shows it to be a particularly enjoyable effort of that Facebook Live group of consumers. The author also believes if you are going to spend you will do it for a “signature item”. These could include an artisanal made leather briefcase or a coat from an obscure designer made to order. They are the pieces which help define the person who has them. They also hope to have them be singular to their circle of friends and family.

As I read through this I could see perfume acting as part of both categories. I still think the popularity of the major design houses in the department store can be ascribed to the aspirational type of consumer. I suspect that the bottle of perfume with Chanel, Dior, Hermes, Cartier, Prada, or Armani on its label is often the only thing from the brand in most homes. It speaks to the power of fragrance to be able to impart the brand aesthetic through scent which the best of these manage to do successfully.

Created by Pressfoto – Freepik.com

I think the signature purchase has also always been there in those who buy perfume. How many words have been written about finding a “signature fragrance”? I also think it is part of what has driven the expansion of the niche perfume market over the same time the author of The NPD Group article describes as when signature began to win out over aspirational. It has allowed a perfume lover to find a perfume that is not going to be as widely available as those typically found at the mall.

The final thing I realized is there is also a fragrance group which combines both. Chanel Les Exclusifs, Dior La Collection Privee, Hermes Hermessences, Cartier Les Heures, Prada Olfactories, and Armani Prive live in both worlds. The perfumes are often sold in upscale department stores or exclusively in the designer boutiques with price tags multiples greater than the mass-market line.

This allows perfume to inhabit that sweet spot where the Venn diagram of aspirational and signature overlap. It also probably allows it to be that affordable luxury which even the younger generation sees as “worth it” to filling whatever aspect they are looking for from their fragrance purchase. It probably means that fragrance will continue to be a significant part of the beauty economy for years to come.

–Mark Behnke