40 years training

40th Year Anniversary 13th January – 16th February 2016

Since 1976, L’OCCITANE has passed on traditions of authenticity and sensoriality from Provence and the Mediterranean. With respect for man and nature at the heart of our values, L’OCCITANE pays tribute to 40 years of true stories and love of natural beauty.

L’OCCITANE values Authenticity with full traceability of our cherished ingredients.

The stunning visual compositions that have been created for this year of celebration pay homage to the growers and the distillers of our exceptional ingredients, they are featured in the imagery.

40 Years of Authenticity Full Traceability of Ingredients Used • • • • • • • • • • •

Organic Verbena from Tulette, in the Drôme region Pivione Flora from Drôme region Organic Angelica from Drôme region A.O.P Lavender from Alps of Haute Provence (altitude 800 meters) Organic Cade from Alps of Haute Provence Almond from Valensole Plateau, in the Alps of Haute-Provence.

Rose from Grasse (as well as Turkey, Morrocco and Bulgaria to create Rose et Reins) Organic Shea Butter (Karite) from Burkina Faso Organic Myrtle from Corsica Organic Immortelle from East Corsica Organic Cedrat from Corsica

40 Years of True Stories: Peony The Latin and the botanical name of the species is Paeonia. According to a Mediterranean legend, Paeonia was also the name of a nymph who was blessed with such grace that she was transformed into a peony - the flower with a thousand petals.

Ever since then, this symbol of beauty has brightened every spring with its dazzling show of colours and scents. It’s a moment of extraordinary beauty.

L'OCCITANE discover the secrets of this beautiful flower with nurseryman, Jean-Luc Riviére - a man with a passion for peonies, whose family has devoted itself to breeding and cultivating them for 160 years, in the Drôme region of France.

The Rivière family's peony collection boasts an extraordinary palette of shades. These have inspired a range full of fresh and natural colours reflections of real peony varieties and named after them, which captures the subtle aura of the peony in a rich floral scent with hints of green

freshness.

The Imagery A majestic peony is shot in Drôme Provencale, handled by nursery man, JeanLuc Riviere. The shot was taken in bright lighting under a diffuser, to emphasise the delicate tones of this fresh peony. Purity and freshness were the key words of the product’s shoot, respecting the colour of the packaging and velvety texture of the skin and body products.

Desirable Descriptors Velvety, pure, feminine, soft, luscious, silky, heavenly, graceful, delicate, decadent, delightful

40 Years of True Stories: Lavender Lavender was one of the first flowers distilled by our founder, Olivier Baussan.

Known in Provence as "blue gold”, this plant is an aromatic tribute to the south of France. It is the fragrant soul of the region, the fruit of respectful labour and emblematic of the South of France.

For 30 years L’OCCITANE has worked with local Provencal producers in Fair Trade partnerships. Our lavender is traceable, sustainable and of certified A.O.P. (Protected Designation of Origin in English) quality.

A.O.P Certified:  The origin – Haute Provence (at an altitude of 800 meters)  The olfactory quality and the distilling process based on traditional techniques

The Lavender population in Provence was endangered, due to disease.

L’OCCITANE is supporting research to help protect this beloved “blue gold.”

In 2013, 9.5 million healthy seedlings were planted in Provence.

L'OCCITANE is engaging in activities to share the beauty of lavender with the world, and spread awareness about its fight for survival.

The Imagery This enchanting visual shows a historical image of Olivier Baussan distilling lavender in a Provencal lavender field. The photograph is a feast for the eyes and captures the essence of L’OCCITANE – ingredients that are fully traceable, our growers and distillers are at the heart of the creation to capture the essence of the South of France.

Desirable Descriptors Blissful, calming, relaxing, aromatic, “Blue Gold”, fragrant, indulgent, soothing, luxurious

40 Years of True Stories: Almond Until the beginning of the last century, the almond was a

strong symbol

of the Provençal landscape.

Threatened by new, more profitable crops and the mechanisation of agriculture, the almond tree became rare in the region after the 1930's. To help almond farmers, and to make the long-forgotten almond tree once again a familiar feature of the Provençal landscape, L’OCCITANE is committed to sourcing its almonds used in L'OCCITANE body care products from producers in the South of France.

The Almond flower, which typically blooms between February and March, is one of the earliest of the year. Fields are covered with pink and white blossoms, creating a beautiful sight.

The Imagery Almond producer Jean-Pierre Jaubert is shot in his field of almond trees. For Jean-Pierre, the passion for almonds is handed down from father to daughter, Pauline Jaubert. For several years, Jean-Pierre Jaubert has cultivated 10,000 almond trees on the Valensole plateau in Haute-Provence.

“When you watch the bees as they come and gather pollen from the almond blossoms, then when you see that the flowers have become fruits, you tell yourself that you did the right thing by launching into this adventure.”

- Jean-Pierre Jaubert

Desirable Descriptors Luxurious, delicious, deeply nourishing, firming, supple, decadent, silky, mouthwatering scent

40 Years of True Stories: Verbena Among all the aromatic herbs that grow along the paths of Provence, there is one whose lemony freshness helps revive the body and mind. Its name is Verbena. When baskets are piled high with freshly harvested green verbena leaves, its distinctive fragrance fills the air around the markets of

Provence.

Harvested twice a year, the certified organic Verbena extract used in our bath, body, and home products are harvested twice a year.

The fresh scent of Verbena actually comes from its leaves, and crushing a few leaves in the hand is all it takes to release a wonderful, clean fragrance.

Verbena is cherished for it's natural soothing properties as well as its zesty citrus scent. It is a paradox of the senses: while cool and refreshing, it is also found to be warm, soothing and inviting.

The Imagery The distiller Philippe Soguel is leaning forward to pick fresh verbena in a vast, green field. The light is bright and compelling, symbolising the vitality

and scent of this sparkling leaf.

Monsieur Soguel extracts the essential oils at the Bleu Provence Distillery in a small town called Nyons in the Drome region of France. It is a place that feels good, that exudes the charm of Provence!

Desirable Descriptors Refreshing, uplifting, zesty, energising, clean, awakening, vivacious, sparkling,

40 Years of True Stories: Immortelle Immortelle is a flower that never fades, even when picked. Its Latin name, Helichrysum, means "golden sun" – like its magnificent golden flowers.

For Corsicans, it is a flower symbolic of the maquis (the fragrant scrubland of Corsica), with a captivating scent.

The Balagne region is also known as "the garden of Corsica". In 2001, at the heart of this fragrant region, L'OCCITANE discovered this extraordinary wild plant. The immortelle has medicinal properties known in Mediterranean traditions: anti-bruising, anti-inflammatory (more effective than arnica), and healing.

The Imagery

The bright yellow flower of Immortelle is held in the hand of her picker, Emilie Corteggiani. Emilie operates a distillery in Corsica in the beautiful village of Lumiu, Balagne, which faces the Bay of Calvi, specialising in the aromatic plants of Corsica The captivating appearance of the Immortelle flower is captured, a demonstration of its breathtaking beauty that never fades, even when picked.

Desirable Descriptors Refreshing, uplifting, zesty, energising, clean, awakening, vivacious, sparkling,

Collaborates with In a delightfully serendipitous twist of fate, The Lust List has become as equally desirable as the covetable items that inspired its beginnings. Colourful, mesmerising and completely addictive, The Lust List is your daily dose of luxury lifestyle inspiration with a creative twist.

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Illustrator Sally Spratt started sketching all of the luxurious pieces desired but couldn’t afford at the time – her illustrated ‘lust list’ of gorgeous handbags, shoes, accessories and beauty items which she shared via Instagram (@_thelustlist_). This led to the phrase now synonymous with Sally’s work “if I can’t have them, I’ll draw them” and The Lust List was born.

The Lust List Illustration for L’OCCITANE’S 40 Year Anniversary In Sally’s own words, she used to live the dream of the luxurious life she wanted through her drawings. Obsessing over the intricate details of beautiful jewellery, luxurious leather goods and enticing fashions, Sally developed an appreciation of the brands and products she was recreating in her imaginary, illustrated world. The stunning variety and breathtaking detail of her illustrations reveals her eye for beauty and incredible talent – one which has led her to become one of Australia’s most in demand artists.

The Lust List has collaborated with countless brands in its short history, including; La Mer, Bobbi Brown, Estee Lauder, as well as being featured in a number of major publications including Vogue, Harper’s Bazaar, French Glamour, L’Officiel, Marie Claire and ELLE. With the talent to capture just about anything in her vivid illustrations and the passion to continually push the creative boundaries, Sally Spratt gives beautiful items a new level of desirability.

Sally Spratt

Sally Spratt’s Iconic Illustrative Style

Share with your Customer: 5 Tips for Enjoying a Relaxing Bath-time Ritual Image: The Senanque Abbey in Luberon

Take your customer on a journey by painting a picture of pure relaxation with L’OCCITANE’s favourites…

Choose the Right Time

“ The bath is a moment of soothing comfort, perfect for reconnecting with yourself. To make your bath a sweet escape from the everyday, take it preferably in the evening. Ideal for promoting relaxation, this time of day allows you to get rid of tension accumulated throughout the day. Treat yourself to this little pleasure after dinner, when your digestion is complete, bearing in mind that a maximum of 20 minutes is ideal for unwinding in hot water, enjoying its benefits before it cools. ”

Perfect the Atmosphere “ The effectiveness of this escape into well-being depends, for many, on the care taken in its preparation. Make sure that the water is between 34°C and 38°C, the perfect temperature for eliminating toxins from your body, while providing an intense feeling of relaxation. A bath pillow, candle (any L’OCCITANE one will do), soft music and soft lighting are other small touches that will enhance this special moment. ”

Increase the Qualities of the Water “ You feel like taking relaxation to its limit? Lavender essential oil your ally that will help you to relax and wind down. Our Lavender Foaming Bath contains Lavender essential oil from Haute Provence and creates bountiful and luxurious Hollywood Bubbles, while releasing a delicate fragrance in your bathroom. This relaxation of the senses promises to offer a moment of escapism to the heart of Provence. ”

Indulge in a Treatment “ The bath is the perfect time to enjoy the luxury of total beauty care. And for good reason, as heat opens the pores of your skin, the active ingredients of your products penetrate more effectively, for instant results. Apply the Divine Cream or Divine Cream Masque, taking advantage of this moment for your skin to absorb in the benefits that care deeply for your skin. This is also a great opportunity to treat your hair with our top selling Aromachology Repairing range, so many of our customers love the cocktail of essential oils designed to deeply restore the vitality and quality of the hair shaft. ” The Art of Getting Out of the Bath “ To prolong the pleasure, make a gentle exit by slightly increasing the temperature of the bathroom, and so not putting a brutal end to the tranquility in which you have been immersed. After drying yourself using a warm towel or a soft bathrobe, apply Almond Milk Concentrate that nourishes the skin deeply while toning and firming the skin. Body and mind will be fully regenerated after this experience of total relaxation!”

WARMLY WELCOME & ENGAGE

DISCOVER NEEDS

Genuine & Sincere Greeting Line

DEMONSTRATE, SOLUTIONS & ADD ON

“Welcome to L’OCCITANE”

Offer a refreshment

“Please enjoy this beautiful cup of French Early Grey tea. It’s absolutely delicious!”

NEW or EXISTING Customer?

“Are you familiar with the wonderful products we have to offer at L’OCCITANE? Have your been into one of our Boutiques before?”

Discover Needs & Introduce the Campaign

2 Products L’OCCITANE is Famous For & Your Personal Favourite

Share your secret!

CLOSE, THANK & INVITE BACK

NEW CUSTOMER “Well as you haven’t been here before, let me tell you what we are famous for!” #1 Best Seller

Ultimate Skincare

Your Favourite

OR EXISTING CUSTOMER (acknowledge loyalty) “ So tell me, do you have a favourite L’OCCITANE product?... We are celebrating our top 10 customer favourites. …

“I have a tip for you that will ensure you really relax…

Your favourite from top 10

WARMLY WELCOME & ENGAGE

DISCOVER NEEDS

Genuine & Sincere Greeting Line

DEMONSTRATE, SOLUTIONS & ADD ON

“Welcome to L’OCCITANE”

Offer a refreshment

“Please enjoy this beautiful cup of French Early Grey tea. It’s absolutely delicious!”

NEW or EXISTING Customer?

“Are you familiar with the wonderful products we have to offer at L’OCCITANE? Have your been into one of our Boutiques before?”

Discover Needs & Introduce the Campaign

2 Products L’OCCITANE is Famous For & Your Personal Favourite

Share your secret!

CLOSE, THANK & INVITE BACK

NEW CUSTOMER “Well as you haven’t been here before, let me tell you what we are famous for!” #1 Best Seller

Ultimate Skincare

Your Favourite

OR EXISTING CUSTOMER (acknowledge loyalty) “ So tell me, do you have a favourite L’OCCITANE product?... We are celebrating our top 10 customer favourites. …

“I have a tip for you that will ensure you really relax…

Your favourite from top 10

DISCOVER THE SECRET SELLING TIPS – LAVENDER FOAMING BATH •A gorgeous gift idea.

•It is difficult to find a bubble bath that actually bubbles, let alone lasting bubbles! The Lavender Foaming Bath delivers truly magnificent bubbles. 2 Tablespoons under running water will give you Hollywood bubbles!

•The scent remains in your bathroom for hours after the experience.

•Contains P.D.O. lavender essential oil from Haute-Provence.

•Present this foaming bath as a luxury indulgence that your customer must treat themselves to.

•Encourage a “spa moment” once a week, to totally de-stress (include a hair & face mask).

•Explain the relaxing benefits of the aromatic scent of lavender.

“This relaxing Lavender Foaming Bath is an absolute delight. You are surrounded by the delicate scent of Lavender. It leaves your skin so soft and gently perfumed” “This silky bath foam is a luxury treat for a long, warm soak in the tub - far away from the stresses of the day. This rich & super-foaming bubble bath is an indulgent way to relax & release your troubles while softening and soothing Your body from head to toe.”

DESIRABLE DESCRIPTORS… “Aromatic”

“Decadent”

“Indulgent”

“Luxurious”

“Blissful”

“Heavenly”

DISCOVER THE SECRET SELLING TIPS – AROMACHOLOGIE REPAIRING SHAMPOO & CONDITIONER •A Blend of 5 essential oils: Ylang-Ylang, Sweet orange, Lavender, Geranium and Angelica •Ideal for coloured, curled, damaged (by repeated blow-dry or by sun) hair.

•Explain to your customer that a complete hair routine is really important to have a maximum repairing benefit.

• The scent remains in your bathroom for hours after the experience.

•Ylang-Ylang, Sweet orange, Lavender, Geranium & Angelica improves micro-circulation for a better hair vitality (more oxygen and nutrients are brought to the scalp) - Softens Purifies - Regenerates - Strengthens – Energizes.

“It is a great and completely different experience! The scent lingers until you wash your hair again and your hair feels so soft and silky. Once you use essential oils in your hair products you never go back!”

“This smells delicious. I use it in my hair and it leaves it soft and silky without weighing it down. You will be surrounded by the scent of the essential oils when your washing your hair and they stay with you until the next wash! Its truly beautiful.“ DESIRABLE DESCRIPTORS…

“luxurious lather”

“full of life”

“Soothing”

“silky”

“the scent lingers”

“soft”

WARMLY WELCOME & ENGAGE

Discover Needs

WARMLY WARMLY WELCOME WELCOME ENGAGE &&ENGAGE

Demonstrate & Introduce the campaign

Add on

DISCOVER NEEDS

DEMONSTRATE, SOLUTIONS & ADD ON

CLOSE, THANK & INVITE BACK

“So tell me, what brings you in to L’OCCITANE today?”

[Just browsing…]

DISCOVER NEEDS

DEMONSTRATE, SOLUTIONS & ADD ON

CLOSE, THANK & INVITE BACK

“Come and take a seat so I can treat you with these products…”

OR “Now as you haven’t tried our Shea Butter Hand Cream, let me treat your hands to our # 1 best seller. My name is Angela by the way. What was your name?”

“Have you tried our Almond Shower Oil before because I cant let you go without taking advantage of this great offer…

Use the L’OCCITANE Hand Massage Ritual technique

WARMLY WELCOME & ENGAGE

DISCOVER NEEDS

DEMONSTRATE, SOLUTIONS & ADD ON

CLOSE, THANK & INVITE BACK

ATTACH OR LINK TRANSACTION

“Now Susan you are a PTP customer aren’t you?” [search for customer on database]

Till Point Experience

Gift Wrap + Fragrance Tissue Paper+ Samples

Offer complimentary gift wrapping

“Would you like me to gift wrap this for you?

Fragrance tissue paper

During this campaign, only use either Pivoine Flora or Verbena Eau de Toilette to fragrance your tissue paper “I love the Verbena scent. Every time I spritz this I feel so refreshed and energised!”

Sample

During this campaign, offer your customers the Repairing Shampoo, Repairing Conditioner and 1 face care sample. Explain how to use them.

“I would love to give you some of our Repairing Shampoo and Conditioner to take home and try! Begin by breathing in the scent of the delicious essential oils. Massage the shampoo into damp hair, starting on the bottom of your scalp, using circular movements and working your way up to the temples and forehead. Rinse thoroughly and then apply the conditioner. You will be surrounded by the scent of the essential oils when your washing your hair and they stay with you until the next wash! Its truly beautiful. I would also like to give you…“

Talking Points

SAMPLE Aromachologie Repairing

Shampoo and Conditioner to every customer that does not purchase our hair care. While we may not see instant results from this, we hope to increase our sales long term as we know that when samples are given out correctly (with an explanation of the product and how to use it), customers return to purchase

Captivate your customers with True Stories, fragrances, passion and enthusiasm.

Select the product and display the product in your hands as if it were worth a million dollars. Let your customers hold the products and own the products. Let your customer feel the products and explore the fragrance. Leave your customer romanticizing about Provence so they leave with their favourite product from our range of 10 most loved and talked about products.

Follow strict hygiene standards. Use tissues, cotton swabs, etc. to apply products to the customer. It shows we are concerned about them as well as the product. It also shows our customer that a little product goes a long way and that by using hygiene tools they will keep their product fresh for longer.

KNOW YOUR PRODUCTS AND TRUE STORIES One of the great things about working at L’Occitane is that you get to give your customer expert tips. When your customer is invited to experience these life changing products, we want to take them on a journey through Provence and pass on our True Stories. Olivier Baussan has always drawn inspiration from traditional beauty secrets to develop our products – and so our products perpetuate these forgotten stories.

Take every opportunity to give your customer expert tips. Don’t overwhelm your customer with technical information unless the customer asks for it. Your customers need to be able to perceive value in the product and understand how it can benefit them.

IMMORTELLE DIVINE CREAM Why Divine?

“Divine is an award winning product. Our Immortelle Divine Cream was awarded first place in the Anti Aging Beauty Bible for the best Anti-aging Miracle Cream. It is our number one selling face care product. The results are amazing”

The True Story…

“Divine Cream contains two organic essential oils. Immortelle and Myrtle. We use organic Myrtle that grows on the island of Corsica in the South of France. It is a small fragrant shrub that is a symbol of regeneration, life and vitality. It can live up to 300 years and according to legend, has even been known to grow back after a fire.”

Benefits, Ingredients, Actions “Divine Cream firms and redefines your facial contours. Organic Immortelle and Myrtle essential oils work deep in the skin to extend the life and vitality of the cells, giving you healthier, firmer and more youthful skin.“

OR

“Divine Cream gives your skin a second youth! After using this you will notice that any fine lines are diminished. One of the active ingredients, Immortelle essential oil, can increase your collagen production by up to 6 times.“

Desirable descriptors

“Rejuvenating ”

“Opulent”

“Radiant”

“Supple ” “Luxurious” “Regenerating”

“Luminous” “Nourishing”

Demonstrate Shea Butter Hand Cream Demonstrate Present the She Butter Hand Cream to your customer. Put the Shea Butter Hand Cream into your customers hand so they can hold the product whilst mentioning that this is our number one selling product worldwide.

Offer every customer a quick Hand Massage so they can experience the texture, scent and softness the Shea Butter Hand cream has to offer. Your customer will be amazed by how easily this product absorbs into the skin, leaving hands feeling instantly nourished and nurtured. ”Let me spoil you with a quick hand massage so you can experience our best selling product”.

Shea Butter Hand Cream hand massage procedure; •

• •

Massage the Hand Cream into your customer’s hands using firm and gentle motions, working into hands and wrists. While massaging, talk about the Shea Butter True Story and explain the features, advantages and benefits of Shea.

Ask your customer how it feels on their hands.

Ask your customer if they like the delicate scent of the product.

Demonstrate Immortelle Divine Present the Immortelle Divine Cream to your customer. Show them the beautiful texture, elegant packaging and magnificent fragrance of Immortelle and Myrtle.

Warm a small amount of cream in your fingers to trigger the activity of the essential oils and releases their essences. Breathe in and savor the scent in front of your customer.

With hands open and held flat against your customer’s hand, apply pressure and smooth the cream over the back of their hand. Perform smoothing strokes with the flat of your hand as these movements caress the skin and sooth the skin. Talk about the benefits of the cream and the pleasure that using it will bring. Let your customer feel the soft velvety texture of the cream. Finish by enveloping your customer hand. Ask your customer to breathe in and delight in the scent of the Immortelle Essential Oil. Ask your customer to compare their hands so that they can witness the immediate results. Ask your customer how they like the texture and the scent of the cream.

Let your customer hold the cream in their hands.

Use this as an opportunity to discover your customers Skin, Routine and Preferences and recommend the most suitable products to compliment their skin care needs. Be sure to sample your customer before they leave, with the skincare products that they do not wish to take with them today.

ALMOND SHOWER OIL Why Almond Shower Oil? “Almond Shower Oil is our number one selling body cleanser. I have never come across anyone who doesn’t like it. It is absolutely delicious. It’s a sensorial experience.”

The True Story…

“The almond tree was a strong symbol of the Provençal landscape but from the 1930s, it became threatened by new and more profitable crops, which meant that the almond tree became rare in the region. By using almonds grown in the South of France, L’Occitane supports the almond-growing business and the families it employs.”

Benefits, Ingredients, Actions

“L’Occitane developed an exclusive complex to firm, smooth and nourish the body. It contains almond proteins that smooth the skin, silicium that firms the skin, sweet almond oil that nourishes the skin.”

Desirable descriptors

“Nourishing” “Mouth-watering”

“Luscious ”

“Delicious”

“Delightful” “Delectable”

“Heavenly” “Blissful”

SHEA ULTRA RICH BODY CREAM Why Shea Ultra Rich Body Cream?

“This is the Cadillac of beauty creams! It has 25% Shea and its rich whipped creamy texture glides on like silk, leaving your skin feeling like velvet!”

The True Story…

“L’Occitane is one of the first companies to use Shea butter in cosmetics. In the early 1980's, L’Occitane set up a co-development partnership with the women of Burkina Faso in West Africa. It is known as women’s gold for the many uses it has in their culture, as well as the financial benefits it gives them. The properties of the Shea nut are legendary. It is a moisturising, nourishing, protective, softening, all purpose beauty balm used for generations by African women. This explains why their skin remains so beautiful, supple and elastic.”

Benefits, Ingredients, Actions

“The Shea Ultra Rich Body Cream leaves your skin moisturised and protected. It is 25% rich in Shea so it will give you immediate and long lasting results.“

“It leaves no sticky residue as it absorbs into your skin straight away, allowing you to get dressed straight away.”

“It is soft and creamy and glides on like silk. My skin loves it!“

“Along with Shea, it also contains contains Vitamin E, so it is the ideal beauty balm for a dry skin.“

Desirable descriptors

“Nourishing ” “Hydrating ”

“Protecting” “Silky Smooth”

“Creamy”

“Rich” “Velvety”

Demonstrate Almond Shower Oil Present the Almond Shower Oil to your customer. Breathe in and relish in the fragrance in front of your customer and then offer the Almond Shower Oil to your customer to hold and breathe in and savor the sweet almond scent. “ This heavenly Almond Shower Oil is my all time favourite body cleanser”. Breathe in the beautiful aroma of the Almond Oil. “The sweet fragrance of Almonds fills my bathroom with a mouth - watering scent and leaves my skin feeling velvety soft and smooth.”

Pass the Almond Oil to your customer so they can hold the product and admire the packaging whilst appreciating the fragrance.

“You will thoroughly enjoy this product. I haven’t come across anyone who doesn’t like it”.

Tell your customer the Almond True Story and continue to describe the oil to milk formula and benefits of the product.

LAVENDER FOAMING BATH Why Lavender Foaming Bath?

“The Lavender Foaming Bath is the most amazing bath bubbles you will ever come across without a doubt! Two tablespoons under running water and you will have Hollywood bubbles!”

OR “Lavender is an iconic symbol of Provence. It is the fragrant soul of the region. This superior quality oil is renowned for being: calming and relaxing, purifying, antiseptic and soothing.”

The True Story…

“L’Occitane uses only A.O.P. essential oil. This stands for Appellation d’Origine Protégée. In English, this term translates to Protected Designation of Origin, which is a government designation of assured quality. It needs to be earned every year by meeting a series of strict growing, harvesting, and processing criteria.”

Benefits, Ingredients, Actions

OR

“The bottle is unisex and a modern design, inspired from “Estagnon” – the legendary aluminum bottle formerly used in Provence to preserve perfume essences.“

“This silky bath foam is a luxury treat for a long, warm soak in the tub - far away from the stresses of the day. This rich and superfoaming bubble bath is an indulgent way to relax and release your troubles while softening and soothing your body from head to toe.”

OR “Augustifolia Lavender is the best variety of Lavender because it yields a superior essential oil, with a wealth of beneficial properties and a strong aromatic scent. It will leave you relaxed in no time!“

Desirable descriptors

“Decadent” “Aromatic”

“Heavenly ” “Luxurious” “Indulgent

”

“Blissful ”

VERBENA EAU DE TOILETTE Why Verbena Eau De Toilette?

“Verbena Eau De Toilette is a sparkling lemony fragrance that is so uplifting and energising. The organic extract is pure and powerful and its unisex!”

The True Story…

“The Verbena shrub grows wild off the South East Coast of France in Corsica.

As the Verbena grows wild, no chemicals or synthetics are used during the growing or harvesting. The invigorating fresh scent actually comes from the leaves, and crushing a few leaves in the hand is all it takes to release a wonderful, clean fresh perfume”

Benefits, Ingredients, Actions

“Baskets of freshly harvested green leaves fill the markets of Provence with the fresh scent of Verbena. Every time you spritz it you will be transported to Provence!”

“The scent is amazing. It always lifts my spirits and energises my mind! I will fragrance this ribbon for you so you can enjoy the lemony freshness of crisp verbena leaves whilst you battle the shops for the rest of the day.”

Desirable descriptors

“Deliciously fresh” “Mouthwatering”

“Sun drenched” “Sparkling”

“Energising ” “Revitalising”

Demonstrate Verbena Eau De Toilette Present the Verbena Eau De Toilette to your customer.

Spray the fragrance onto the fragrance strip and wave it in the air for a few seconds (this allows the alcohol to evaporate and the fragrance to settle). Breathe in and relish in the fragrance in front of your customer and then offer the fragrance strip to your customer to hold and breathe in and savor the fresh sparkling scent.

“This is the most uplifting fragrance. The fresh lemony scent takes me to Provence where the markets are filled with freshly harvested Verbena leaves. I find it so uplifting.”

Ask your customer what they think of the fragrance. If they like the fragrance, offer to spritz your customers wrists.

If your customer would like to try it on themselves, discuss fragrance layering by introducing the Verbena Shower Gel and Verbena Body Lotion.

Try spraying one wrist with the fragrance and apply the Verbena Body Lotion on the other wrist followed by the fragrance to allow the customer to see what can be achieved by layering (fragrance will not hold to dehydrated skin).

“Our fresh, sparkling unisex Verbena fragrance delicately perfumes your skin.”

If your customer does not want to try it on their wrists or take the fragrance with them today, offer them a Fragranced Ribbon. For the customer not buying fragrance it’s a great way to introduce them to our beautiful Verbena fragrance. If they decide they do not want to wear it on their wrist, you can tie it around the L’Occitane bag with their purchases.

IMMORTELLE 1. Shea Butter PRECIOUS Hand Cream CREAM Why Immortelle Precious Cream?

“Immortelle essential oil has been patented by L’OCCITANE for its anti-aging benefits.

•It multiplies collagen production by six, improving skin firmness and smoothing out wrinkles.

•It boosts skin microcirculation, promoting cell renewal.

•It protects against free radicals, to prevent skin aging.

The results are amazing“

The True Story…

“The immortelle has medicinal properties that have long been known in Mediterranean traditions for its superior anti-inflammatory properties and to improve circulation and decrease scarring and bruising.”

OR

“Immortelle produces a bright yellow flowers and has the extraordinary power to never fade, even when picked”.

OR

“L’Occitane has 44 hectares of Organic Immortelle in Corsica – the South of France. We have 8 growers and 3 distillers with whom we know very well and have maintain long term relationships with.“

Benefits, ingredients, Actions “The rich and emollient texture provides immediate relief to dry skin, allowing makeup to glide on easily. Microcapsules of Immortelle essential oil deliver time release anti aging benefits all day.”

OR

OR

“Precious Cream contains Immortelle Essential Oil that stimulates circulation. It enables optimal delivery of nutrients and oxygen to cells giving you younger, firmer, radiant healthy skin.”

“The immortelle has medicinal properties that have long been known in Mediterranean traditions for its superior antiinflammatory properties and to improve circulation and decrease scarring and bruising.”

Desirable descriptors

“Nourishing”

“Rejuvenating ”

“Luxurious”

“Supple”

“Luminous”

“Radiant”

Demonstrate Almond Milk Concentrate Present the Almond Milk Concentrate to your customer. Breathe in and relish in the fragrance in front of your customer and then offer the Almond Milk Concentrate to your customer to hold and breathe in and savor the sweet almond scent. “ This is the most beautiful body cream”. Breathe in the beautiful aroma of the Almond Oil. “The sweet fragrance of Almond Blossom and vanilla notes is amazing and leaves my skin velvety soft and smooth”.

Offer to demonstrate the product on your customers hand using the hand massage techniques. This is a great opportunity to also introduce the Almond Shower Oil. Where possible, invite your customer over to the sink area so that you can use the products together by first cleansing your customers hands using the Almond Shower Oil. “Let me treat you to a hand massage so you can truly experience the beautiful Almond products. Come over to the sink area and take a seat”.

Tell your customer the Almond True Story and continue to describe the benefits of the product(s).

ALMOND MILK CONCENTRATE Why Almond Milk Concentrate?

“Almond Milk Concentrate has an incredible scent and leaves your skin feeling silky, smooth and soft. It’s completely dreamy”

The True Story…

“We harvest almond buds respectfully and we use even the broken almonds that cant be used by the food industry”

Benefits, Ingredients, Actions

“The best thing about it is that whilst the scent is amazing, it tones and firms your skin. The almond proteins in it restore your skins support tissue.”

“Almond Milk Concentrate leaves your skin feeling like silk. The sweet almond oil nourishes and soothes the skin.”

“The scent is amazing. You will escape to Provence! Almond blossom, fresh almond and vanilla notes will take you on a journey.”

Desirable descriptors

“Supple” “Dreamy”

“Luxurious” “Firming”

“Toning” “Nourishing”

“Heavenly” “Blissful”

MASSAGE COMPLEMENTS THE ACTION OF BODY CARE L’OCCITANE has created a massage technique specially developed to encourage body toning and improve skin firmness . This is a technique that’s being used in our professional spas around the world and of course at the Spas we have here in Australia at the Cable Beach Resort and Subiaco, Perth.

LEG MASSAGE -massage your entire leg with strong circular massage movements.

- Concentrate on thighs, hips and buttocks.

Repeat 4 times per leg

STOMACH MASSAGE - all over the stomach using clockwise, circular movements - side-to-side movements from right to left

ARM MASSAGE - wrap your arm with the opposite hand - work strongly kneading from elbow to shoulder, concentrating on the back of the arms where circulation is minimal Repeat 4 times per arm

Apply any of these products twice a day all over your body using circular movements working towards the heart We advise you to exfoliate first so that your moisturiser really penetrates your skin The unique texture of these products provides a fast and effective massage for optimal toning and anti-ageing results!

MILK CONCENTRATE

Your skin will be firmer and more hydrated

thanks to The new walnut and almond extracts

which will Protect the skin’s elasticity, stimulate cell renewal and intensely hydrate your skin

Grabber/closer This cream makes everyday moisturising a real pleasure!

Almond is one of the ranges we’re famous for and it’s my personal favourite too!

Let me show you one of the product I cant live without over here. Take a seat.

THE KEY CAMPAIGN FOCUS - TAKING CUSTOMERS TO THE SINK It’s Simple: To WHY?

try is to buy

We also want customers to: -Experience the products (feel the textures and fall in love with the fragrance) -Learn the benefits and application tips -Be pampered and enjoy an unforgettable experience

Make taking your customer to the sink easier Create a connection with your customer by demonstrating a product on the back of your customers hand. If they like it, It is a great way to inviting your customer to the sink to try the other products in the range.

Hand demonstration at transitional table You must try this phenomenal body moisturiser! (demonstrate the product on one What do you think of the scent & texture?...

Since you love it, let me introduce you to the other products in the range!

Take customer to the sink

Demonstrate the routine

Let me introduce to you one of the body moisturisers we’re famous for! (demonstrate the product on the customer’s hand) I’m glad you liked it! Now let me treat you to our Signature Hand Massage and you can try the rest of the products in this fabulous range!

Close the sale

I’m glad you liked the texture and the fragrance of the Tonic Body Oil. Let me show you how mixing just a few drops with the Shaping Delight works so well!

While others would prefer…