The Science of Selling and Smelling Christmas
Written by The Merchant. Filed under Christmas OpinionAs a retailer I’m always looking for ways to squeeze another nickle out of Christmas. As Stan Freberg said, “Christmas has two S’s in it and they are both dollar signs”. That’s our motto, our sacred code of honor. Quite frankly, it doesn’t matter how well I do the eleven other months of the year. It’s all about Christmas, baby.
If December isn’t good, my whole year is a waste. And when your whole year rides literally on the 12 Days of Christmas, you need every maid-a-milking indeed. We hold doorbuster sales, dress up in Santa hats, offer free gift wrapping, staff the store to the hilt and “stack it deep and sell it cheap”. But what more can we do? Surely science and modern technology have something to offer that can make this year’s must-have double digit increase possible against last year’s push.
Consider recent research that they are hoping will make retailers like me practically salivate at the possibilties:
Customers like stores’ scents to match their sounds, according to research by Eric Spangenberg of Washington State University. Participants were invited to a laboratory to experience Christmas or non-Christmas music combined with Christmas or non-Christmas scents. They were then shown photos of a store and asked how they felt about it. Participants who were exposed to a Christmas scent in combination with Christmas music gave the store higher ratings than those who experienced a Christmas scent with non-Christmas music. As a result, Spangenberg advises retailers to attract customers, and their money, with scents that complement the rest of the store’s atmosphere.
I have to wonder how much these guys paid for this research. All they had to do was to walk into Yankee Candle on December 14th and smell the sugar cookie candles softly glowing while listening to Bing do his thing. Ka-ching.
Or, they could simply head into Bath & Body Works where they would be speedily and merrily greeted by a hostess humming “Deck the Halls” while being only too willing to slather on some peppermint hand lotion. Cash or charge?
It’s a winning combination born of heralded retailing tradition taught by Hallmark, of all people, more than two decades ago who perfected the art of atmosphere selling by holding outrageously priced ornament selling events in the dead heat of summer.
Those guys are masters.
Long before anyone even has a tree up Hallmark sells boxed plastic ornaments fashioned into traditional-looking icons of the season with super-inflated prices representing near-evil margins.
And they get their price while selling in a frenzy. How? By putting on the smaltzy music, brewing a pot of culled cider, offering a plate of festively decorated cookies and showing doe-eyed, gooey smiles while saying Merry Christmas just two weeks after the 4th of July. Paper or plastic?
To those who love Christmas, Hallmark in December is the equivalent of Scrooge collecting Christmas eve rents. Ruthless, greedy — and brilliant! But to those of us who depend on Christmas to fill our stockings, they are revered as true masters of the art and science of selling Christmas.
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