Customer Case Study

Coty Beauty Increases Fragrance Sales with Sennco Solutions

Company Summary

In 1904, François Coty founded a fragrance company in Paris that would bear his name. He was determined to revolutionize a fragrance industry that had seen little change during the 19th century. With Coty, he set out to reinvent the perfumer’s fragrance palette. Coty is one of the world’s leading beauty companies with approximately $9 billion in revenue, a rich entrepreneurial heritage and an iconic portfolio of leading brands. Coty is the global leader in fragrances, with the number two position in salon hair and number three in color cosmetics. Coty’s purpose is to challenge convention through invention, and expand their horizons to enrich their customers’ reality with possibility.

Challenge

After an asset protection strategy that placed all fragrances behind glass was implemented, fragrance sales plummeted. Coty Beauty began actively seeking a solution that would allow customers to fully interact with the fragrance testers. They quickly realized modern day loyalty in retail is fashioned by creating a relevant and personally tailored experience for consumers. Finding a fragrance is a truly personal experience and being able to engage the product before making a purchase is critical for shoppers. A Coty representative stated, “For years we put out a fragrance tester permanently glued on a stationary device. That was a terrible customer experience, a safety hazard, and did not actually put the tester in the customer’s hands.”

Solution

Coty’s marketing team began actively pursuing a “safe customer experience.” The most important variables included security and accessibility. Coty believed that if they could place the fragrances into the hands of the customers while simultaneously securing the testers, they would have a better chance of closing sales. Through a project in a major retailer, Coty found the solution they were looking for: The Stage by Sennco Solutions.

The Stage offers a complete top to bottom solution which offers an interactive customer experience, organizes the display, and protects the valuable fragrances. The Stage provides a platform for shoppers to fully engage and interact with each fragrance while ensuring the security of the tester. Since their initial test, Coty Beauty has implemented The Stage and The Stage Bar in three additional major retailers.

Sennco continues to work closely with Coty’s design and marketing teams to create a customized security solution that seamlessly integrates and even complements their retail displays. Not only has Coty experienced a substantial increase in sales of the specific fragrances that are displayed on The Stage, they have also had no significant loss due to theft.

Customer Case Study

Barnes & Noble Increases Customer Interaction with Sennco Solutions

Company Summary

Barnes & Noble’s beginnings can be traced to 1873, when Charles M. Barnes started a book business from his home in Wheaton, Illinois. Today, Barnes & Noble, Inc. is a Fortune 500 company, the nation’s largest retail bookseller and a leading retailer of content, digital media and educational products. The company operates 638 Barnes & Noble bookstores in 50 states. In addition, Barnes & Noble’s Nook Digital business offers a lineup of popular NOOK® tablets and eReaders.

Barnes & Noble stores are open seven days a week, average 26,000 square feet, and feature the best service, depth of selection and comfortable settings, including full-service restaurants and bars where customers can enjoy a personal and interactive experience.

Challenge

Being the nation’s largest retail bookseller, the brick-and-mortar Barnes & Noble has endured the rise of e-commerce by being a persistent innovator in customer experience. Barnes & Noble quickly grasped that they would have to offer a more personalized experience in stores to compete with the quick-and-easy digital platform. They sought to empower their customers by offering an opportunity to interact with their tablets. This competitive advantage would increase in store sales by enhancing the customer experience and promoting the product.

With the desire to have customers interact with their tablets, Barnes & Noble began to search for a solution to ensure the security of the devices with specific requirements set forth by the CEO. The requirements demanded that the solution was aesthetically pleasing, easy to operate, and necessitate only a single cable. Barnes & Noble explored options throughout the entire retail security industry until being approached by a business development manager representing Sennco Solutions.

Solution

The team at Sennco Solutions attentively listened to Barnes & Noble’s specific needs and requirements. Sennco’s willingness to serve Barnes & Noble in creating a customized solution paved the way to a long partnership between the two companies. Sennco’s team worked closely with Barnes & Noble’s design and marketing departments to create a security solution that complemented their retail display. The Solo-UC – a patented single cable solution – not only satisfied all of Barnes & Noble’s requirements, but immediately exceeded their expectations. This solution is now used to secure all tablets displayed in Barnes & Noble stores. The Solo-UC eliminated disruptive false alarms, thus enabling Barnes & Noble to experience a significant increase in sales and decrease in theft loss.