DEFINITIVE FORMULATIONS


fi nds that consumers are leaning toward “fresh and fruity, and clean scents,” as well as herbal ones. Clean scents are also what customers can expect from Thymes’ extensive bath and body product lines. The company’s Clary Sage Tea line, for example, “is a modern botanical blend crafted to invigorate the senses,” says Natalie Broderick, marketing assistant at the Minneapolis company. The line has nourishing Assam black tea and fresh clary sage leaves with hints of lavender and rosemary sprigs and undertones of creamy amber and soft sandalwood. Overall demand is strong which is driving more


gift shops to carry these products in their stores. But just stocking these items is not enough; they must seek ways to help consumers engage with these products.


BIZZY FIZZ BATH TREATS


Splashy sales Body care products sell best in environments where consumers can see, feel and try out the products, stresses Demerson. They don’t sell as well in the online space. Seeing, smelling and trying the products is an important part of the sales process. “For us the big factor is testing,” says Roghani


PURE NATURAL DIVA BOTANICALS


and in-store experiences really lend themselves to this. “We encourage all of our stores to keep open samples and we encourage them to put a little hand therapy on the hands of every single person that comes in.” Whether someone was originally coming in to buy the products or not, “probably about 80 percent of them end up buying,” she says. “If you have a good quality product or a great scent or something that really makes you stand out, you need to make sure those products are actually getting on people’s bodies and that they’re able to try them.” Testimonials also drive sales,


she notes, and staff play big role. “We offer promotions where all of our stores get a big package of our products at a discount so they can try them all. We fi nd that this really increases sales


because it allows them to say ‘I recommend this’ or ‘this is what I use for this’.”


HONEY HOUSE NATURALS 140 GIFT SHOP n Fall 2013 GiftShopMag.com


P EACE OF THE EARTH


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