Situation

A leading fragrance company was developing a new category story to encourage mass retailers to see the growth opportunity in fragrance in the future.

WSL Process

WSL Strategic Retail analyzed our How America Shops® insights to ground the opportunity through a shopper lens.

WSL leveraged its global retail innovation library and scout network to bring best-in-class examples of how retailers around the world are presenting fragrance (and similar experiential categories) to inspire US retail.

WSL developed a more a cohesive selling story for the brand to share with retailers.

Impact

WSL helped the organization highlight opportunities for retailers to cater to mass fragrance shoppers with relevant data and impactful examples.

 

“As always, you gave us the right data and insights to ground our story in the shopper. You inspired us with innovation so we could prove to our retailers that the opportunity is real. And you did it fast. Our retailers were impressed.” – Client

WSL Services Used

Methodologies Used

  • Developed rationale for growth with key shopper trends relevant to mass retail in general, as well as specific retailers.
  • Inspired retailers with examples of how fragrance is being presented in the US and globally beyond traditional mass retail.
  • Build a compelling category growth story with a shopper-centric view.

Deliverables

  • A shopper-centric fragrance category growth story that grounded and inspired mass retailers with the opportunity.
  • Self-contained content that was efficiently incorporated into an existing JBP presentation.
  • Content (data and imagery) that could be utilized ongoing by the brand and customer teams.
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Candace Corlett, President, WSL

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