Williams agrees. “When a retailer actually uses our products and they can personally attest to what makes them different from all of the other brands that has been helpful. We have been very good about sending out samples so all of our retailers can try for themselves. Then when they actually buy something they can already say that they believe in the product.” Packaging also can play a role in drawing attention and


boosting sales, says Cavaiuolo, especially when consumers are buying the products as gifts. “Packaging with ribbons, tulle, lace, specialty papers, buttons, rhinestones and other embellishments like that make the products ideal for gift- giving. A person is more likely to purchase a beautifully packaged artesian swirled soap as a gift and opt for a more natural looking soap with simpler packaging for themselves.” In addition, she says, when customers come into the store they are often interested in other products within the same line, so putting together a gift assortment is often appealing. Another approach that Cavaiuolo has taken is to provide


a blending bar in her boutique—a place where consumers can mix scents they like and do some experimenting. Making it easy for customers to try the products is also


helpful. “I have a little vanity room in my boutique where they can take soap samples and try them right on the spot.”


Merchandising is everything, stresses Roghani. “Let the


products you’re selling in your store speak for themselves based on your presentation.” In addition to manufacturing their products, Camille Beckman also has a factory gift


✔ Shampoo Bars ✔ Powder Shampoos ✔ Bar Soaps


✔ Essential Oil Fragrances


✔ Broad Spectrum SPF Protection


Sizzling Hot!


THE BONNI E BATH CO. THYMES


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