1. Fragrance

2. Introduction Fragrance Welcome!
Learn, and boost your selling confidence.
Ask questions during workshop.
Share experiences.
Questions before we begin?
Welcome to the _____ Workshop. My name is ____, and I am glad to be here with you today.
Do you know what Mary Kay said when she was asked, “What would you say would be a key factor to be a good salesman?” {Teacher – Wait for several answers.}
It was, “Confidence. Knowing [her] product from A to Z… she must have adequate knowledge of her product and really know what she is doing… The second thing is that she has to believe that she can do it. She has to have confidence, and this is one of the things that we try hard to instill in our people, a “You Can Do It” attitude.”
Let me just say that I admire you taking time out to further your product education so that you can be the best Independent Beauty Consultant that you can be!
You are here today to learn and boost your selling confidence. Feel free to ask questions during the discussion and share your experience as much as possible if you think it will add to the learnings.
What questions do you have before we begin?

3. Outline Fragrance 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
There is a lot we’re going to learn today.
I will share with you:
An overview of fragrance, which will include:
- How a fragrance is made
- An explanation of fragrance notes
- The different levels of fragrance concentration
- Fragrance families, and the different types within each family
Later, I will:
Introduce the Mary Kay® fragrances to you
And give you a few fun facts about fragrances that you can share with your customers.
We will close the workshop by testing your learning with questions, and I will present a challenge for you to go home with today.

4. Objectives Fragrance By 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.
What a great group we have here today!
Let’s look at the objectives for this workshop. When you have completed this module, 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, which are three parts that perfumers identify in a fragrance.
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.
What specific topics would you like to discuss related to fragrances? {Teacher – Write down what participants want to learn. Make a reference to this list as you discuss those topics. If participants ask about items you won’t be discussing today, let them know that although that particular item won’t be discussed today, they’ll be learning lots of other valuable information.}
Ok, let’s get started.

5. Fragrance Overview Fragrance
It takes a combination of expertise and imagination to develop a new fragrance. Our own Mary Kay experts work closely with prestigious fragrance houses to create each Mary Kay® fragrance. They choose from thousands of ingredients to create unique fragrance combinations made from aromatic compounds and natural oils.

6. (heart of the fragrance)
Fragrance Overview
Top
(first impression)
The combination of selected ingredients varies at not only how the fragrance smells but also it‘s “staying power” on the skin. Different ingredients come into play in the fragrance at various stages in the fragrance’s life on the skin. Perfumers identify three parts of a fragrance, called notes.
The Top Note is the first impression of the fragrance. It is the initial impact of the scent on the sense of smell.
The Middle Note, or heart of the fragrance, unfolds and develops a few minutes after it is applied to the skin.
The Bottom Note, is the final impression of the fragrance. It is the most lasting part and can last several hours after it is applied.
QUESTION TO ASK ATTENDEES: How many of you have noticed the difference in the way a fragrance smells when you first put it on, and the way it smells hours later?
OPTIONAL ACTIVITY FOR A CHOSEN ATTENDEE: Allow one of your attendees to try a sample of one of the Mary Kay® fragrances of her choice, and note the way it smells initially, throughout the workshop and at the end of the workshop.
Middle
(heart of the fragrance)
Bottom
(final impression)

7. Fragrance Fragrance Overview Women’s Fragrance Families Chart
Fragrance Type
Attributes
FLORAL:
Sheer
Light, translucent blend of floral notes
Oriental
Floral notes with added sweet and spicy tones.
Fruity
Floral 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:
Light 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.
When selling fragrance, it’s important to have an understanding of fragrance families to help you understand how your customers choose their scents. It will help you determine which Mary Kay® fragrance a customer might prefer.
Here is a chart that reflects the different fragrance types within each family, and their attributes. Later in the workshop, I’ll point out which family each Mary Kay® fragrance belongs to.
The first is the floral fragrance family, which is the most popular among consumers today.
There are sheer florals which contain a light, translucent blend of floral notes. Second, are oriental florals. This fragrance type includes floral notes with added sweet and spicy tones. Next, are fruity florals which include floral notes with added fresh or sweet fruit. The last fragrance type within the floral family is creamy. It contains a blend of floral, and creamy notes.
The next family is Aldehydic (al-de-hid-ic). These fragrances have a clean-smelling base, often combined with florals.
The last family is oriental. The first type is a sheer oriental. These fragrances have a light blend of traditional oriental notes, often with a sparkling top note. Last is chypre (she-pra) which has a composition of woody and fruity accords balanced with the sweetness of traditional oriental notes.

8. Fragrance Overview Fragrance Men’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.
Woody
Fresh and watery with woody undertones.
CHYPRE
(she-pra):
Leathery
Composition of dry-smoky, woody notes.
ORIENTAL:
Ambery
A blend of ambers and wood with a hint of spicy and soft leathery notes.
I also want to share with you the fragrance family chart for the Mary Kay® Men’s fragrances.
The first family is fougere (fu-ghair). There are fresh fougeres that have a blend of cool-warm notes of citrus and lavender balanced with fresh outdoor accords, and woody fougeres that are fresh and watery with woody undertones.
Next is the chypre fragrance family. The fragrance type within this family is a leather chypre, which has a composition of dry-smoky, woody undertones.
The last fragrance family for men’s fragrances is oriental. The fragrance type within this family is an ambery oriental. It has a blend of ambers and wood with a hint of spicy and soft leathery notes.
Again, when selling fragrance, it’s important to have an understanding of fragrance families to help you understand how your customers choose their scents in order to determine which Mary Kay® fragrance a customer might prefer.
If you need to refer back to the fragrance types and attributes within each family, reference these charts in your Product Guide.

9. Fragrance Overview Fragrance Level of Fragrance Concentration Perfume
Eau de Parfum
Cologne
Eau de Toilette
Mists/Scented body products
Perfume
EDP
Cologne
EDT
Highest
The difference between perfume, Eau de Parfum (pronounced oh-deh-parfoom), cologne and Eau de Toilette (pronounced oh-deh-twalette) lies within the concentration of fragrance oil.
Perfumes have the longest-lasting and strongest form of fragrance and contain the highest concentration of fragrance oil.
Eau de Parfums are a substantial version of fragrance with a lower concentration of fragrance oil than perfume.
Colognes and Eau de Toilettes are lighter versions of fragrance with a lower concentration of fragrance oils.
Fragrance mists and scented body products such as soaps, powders, lotions, creams, shower gels and other body products contain a hint of fragrance. By layering these products on the skin before applying the fragrance, your customers can extend the wear time of the fragrance.
Before I introduce you to the Mary Kay® fragrances, I want to ask you what attracts you to a fragrance? (TEACHER: Allow for attendees to share answers. Once finished, go to next slide to reveal some of the industry results on this topic.)
Mists/Scented body products

10. Fragrance Overview Fragrance 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
Women can choose a fragrance based on:
Their mood
Or an occasion (wedding, party, business meeting)
The three most common feelings that women want to get from their fragrance are:
Confidence
Happiness
Femininity
Are there any other feelings that you, as a fragrance user, would want to have? (TEACHER: Allow for attendees to answer, then go to the next slide.)
A woman knows the power of a fragrance. A simple trace of a scent can evoke a wonderful memory. A favorite fragrance is more than essential oils and aromatic compounds. It is an expression of her beauty. It’s no wonder that finding the perfect fragrance for any occasion is as important as the oils that go into it!

11. Mary Kay® Fragrances Fragrance 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
Belara® is an Eau de Parfum.
It is in the creamy floral fragrance family.
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

12. Mary Kay® Fragrances Fragrance 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
Bella Belara™ Eau de Parfum is a floral fruity fragrance.
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
Some of you may have already recognized the similarity between the name and the shape of the bottles for Belara® (from the previous slide) and Bella Belara™ (from the current slide). Bella Belara™ is actually Belara’s sister fragrance, which is called a “flanker.”
A flanker is a product that supports and builds on the awareness of an existing brand by using a similar name, package or other feature of the origin fragrance. Bella Belara™ builds on the success of Belara®.
They are two distinctively different fragrances that will allow Mary Kay to be more competitive in the marketplace. Some of you may recognize some of these brands that offer flankers within their fragrance line:
Clinique: Happy, Happy Heart
Estee Lauder: Pleasures, Pleasures Intense, Pleasures Exotic
Lancome: Miracle, Miracle So Magic!
Tommy Hilfiger: Tommy Girl, Tommy Girl Jeans
Carolina Herrera: 212, 212 Sexy, 212 White
Calvin Klein: Obsession, Obsession Night
Elizabeth Arden: Red Door, Red Door Revealed, 5th Avenue, 5th Avenue After Five
Ralph Lauren: Romance, Romance Men, Romance Men Silver, Polo Black, Polo Double Black

13. Mary Kay® Fragrances Fragrance 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
Journey® is an Eau de Parfum.
It is in the sheer floral family.
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

14. Mary Kay® Fragrances Fragrance 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
Velocity® is an Eau de Parfum.
It is in the floral oriental fragrance family.
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

15. Mary Kay® Fragrances Fragrance 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
The Women’s Eau de Toilette Collection is a lighter version of fragrance with only an 8% concentration of fragrance oil.
Each of the scents was formulated to deliver a simplified, easy to understand, and enjoyable fragrance experience.
The scents are easily identifiable:
Sparkling Honeysuckle = floral
Warm Amber = warm
Exotic Passionfruit = fruity/juicy
Simply Cotton = fresh and clean 15

16. Mary Kay® Fragrances Fragrance 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
Now to introduce you to the Mary Kay® men’s fragrances, which are colognes!
Domain® Cologne is in the fresh fougere (fu-ghair) fragrance family.
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

17. Mary Kay® Fragrances Fragrance 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
MK High Intensity™ Cologne Spray is in the ambery oriental fragrance family.
Top: Icy Black Fennel, Crushed Coffee Bean, Silver Sage
Middle: Anise Seed, Black Tea, Violet Leaf, Dianthus
Bottom: Amber, Royal King Wood, Vintage Suede Accord

18. Mary Kay® Fragrances Fragrance 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
And finally, we have Velocity® for Him Cologne.
It is in the woody fougere (fu-ghair) fragrance family.
Top: Mountain Air Accord, West Indian Mandarin Flower, Green Tomato Vine, Lime Mint
Middle: Sassafras Stems, Boxwood, Cilantro Leaves
Bottom: Linden Bark, Teakwood, Cedaramber

19. Fragrance 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 are your new and existing customers who are looking for a body spritzer to freshen and deodorize skin any time day or night. Sharing the product’s ingredients, benefits and scents will help them determine which product out of the two collections is right for them. 19 19

20. Mary Kay Fun Facts Fragrance
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.
Did you enjoy learning about the different attributes of all of the Mary Kay® fragrances? TEACHER: Encourage the attendees to refer to the fragrance attributes in their Product Knowledge Workshop Fact Sheets or Product Guide.
As we get closer to the end of the workshop, I’d like to share a few “fun facts” with you about fragrance. TEACHER: As a way to expand on the first fact (“Fragrance does not smell the same way on any two people”), consider sampling a fragrance on two volunteers to get their opinion as to whether or not it smells differently on one another. After sampling, have them wait a few seconds to let the fragrance dry. Then, have them smell the fragrance on themselves and on each other.
Did you know that fragrance does not smell the same way on any two people? This is due to a person’s skin pH level. Foods and skin care products can affect a person’s skin pH level.
 Also, climate and level of moisture on skin (perspiration and topical lotions on skin) can also affect the way a fragrance smells on a person. 
Also, some fragrances seem to last longer than others on different people. Some fragrances naturally tend to last longer than others, depending on the type of ingredients used to create the scent. Again, it is due to the difference in each person’s skin types and body chemistries, so a fragrance can wear differently on each individual.

21. Mary Kay Fun Facts Fragrance
Fragrance is sometimes applied to pulse points:
Wrists
Behind ears
Base of throat
Crook of elbow
Behind knees
Inside ankles
The last “fun fact” I want to share with you is about the various parts of the body you sometimes see people apply a fragrance.
In the past, some women were taught to apply fragrance sparingly because of the expense (which can still be true today), so they applied it lightly on the most feminine and delicate parts of the body. Some of those areas are:
Wrists
Behind ears
Base of throat
Crook of elbow
Behind knees
Inside ankles
The skin is actually warmer in these areas which can help fragrance evolve and provide a better sensory experience for the customer. Today, fragrance has become an essential part of men’s and women’s wardrobes. Fragrances can be sprayed freely all over the body.

22. Test Your Knowledge! Fragrance
Unscramble the fragrances to list them from the
highest 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
Earlier in the workshop, I talked about the levels of fragrance oil concentration in fragrances. Some have higher levels than others. Who can unscramble the fragrances to list them from the highest to lowest level of fragrance oil concentration? {Press down arrow to show the answer.}
ANSWER:
Perfume (highest)
Eau de Parfum
Cologne
Eau de Toilette
Fragrance Mists/Scented bath and body products

23. Test Your Knowledge! Fragrance
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.
QUESTION #2: Perfumers identify three parts of a fragrance – top middle and bottom notes. What does the bottom note reflect in a fragrance? {Press down arrow to show the answer.}
ANSWER: The final impression. It is the most lasting part and can last several hours after the fragrance is applied.
NOTE TO TEACHER: Earlier in the workshop, you may have selected an attendee to try a fragrance and note the way it smelled at the time of application, throughout the workshop and at the end of the workshop. Now is the time to check with the attendee to see if she can tell a difference in the scent.

24. Test Your Knowledge! Fragrance
QUESTION: Women can choose a fragrance based on _________.
ANSWER:
Their mood, or a special occasion (wedding, party, business meeting)
Lastly, women can choose a fragrance based on what? {Press down arrow to show the answer.}
ANSWER:
Their mood
Or an occasion (wedding, party, business meeting)

25. Fragrance
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.
I have enjoyed my time with you today!
The most effective learning occurs when you put into practice what you’ve learned.
I challenge you to 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.

26. Happy Selling! Fragrance Remember Mary Kay’s words…
“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: “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.”
With this in mind, use the information you learned today to serve your customers in the very best possible way.