Linda Pilkington of Ormonde Jayne: "I'll never reformulate or discontinue" (the 2nd part)

Continuing on our chat with Linda Pilkington of Ormonde Jayne (if you missed Part 1 you can read it here), I am again reminded of how the fragrance industry is in many ways both shaped and detached from the complaints of consumers. It's all very well when we (the blogosphere, the perfume aficionados, the forum participants, the fragrance writers among us) say that companies should pay attention to what we say because we're the ones who buy a LOT of product and we're repeat customers, but what happens in the specific and intricate interaction between manufacturer and consumer on a practical level? For this second part of our interview with the founder of niche British brand Ormonde Jayne, this was our objective.

Elena Vosnaki: Linda, we talked a lot about the new service you provide in your stores, the Perfume Portraits profiling, but what happens with your "market", so to speak? I know you're a small company and was wondering if the profiling has given you more insights into the kind of customers you attract, about their statistical data which might be used in your marketing schedules further on.

Linda Pilkington: Actually this is more difficult to answer than it seems. It's true that tastes and patterns emerge during the profiling service, yet I notice big differences in the segmentation of our own market depending on where the customers come to. Let me explain: We have both our boutique at the Royal Arcade and a space at Harrod's. It's fascinating to me that the clientele that shops at those two spots is completely different.

EV: Different, in what regard?

LP: Different in that they have different shopping habits and go for different scents out of our catalogue. To give an example, Sampaquita is our lowest seller in our boutique (ranking at #12), while it's the 2nd best-selling Ormonde Jayne fragrance at Harrods! A similar phenomenon is witnessed with our masculine Isfarkand.

EV: Very interesting from a luxury business point of view! What accounts for that chasm in your opinion?

LP: Let's see...I think the clients who know us from the Royal Arcade boutique have been with us for years and we have created a bond, so they trust our guidance. The area [Ed. note: It's in Mayfair, W1] is well to do, quite old-fashioned and therefore there's a good service tradition. The customers are treated with the utmost respect, we listen and we gently guide. For instance, I would never allow my staff to say "oh but you're wrong" to a customer like it's sometimes heard at department stores. It's not the same thing as "mistaken", not at all! Some sales people elsewhere don't get it, but it's downright rude! At Harrods on the other hand, although I insist on customer service, it's a different demographic. The crowd hanging there are often tourists and less "dedicated" perfume shoppers, therefore there is a wider margin for more easily acceptable compositions.

EV: Speaking of Harrods, how was that market move conceived and planned? Let us into your market scheduling a bit. Upon first being told you'd be carried at Harrods I had a light-bulb popping in my head "hey, they're going to be at the Haute Parfumerie at the Urban Retreat!" [ed.note: That's the Roja Dove parfumery hall full of classics and niche]. But it turns out you're in the heavy-duty perfume department of Harrods instead.

LP: It's not an either or situation. It evolved through a need on the part of Harrods themselves. I love Roja Dove's perfume hall, he's got an amazing collection there, but the offer was made by Harrods because they wanted to inject a couple of niche lines into their perfume sector on the ground floor. So there we are!

EV: Fab, should make perfume shopping at Harrods all the more fun! Now how about expanding into other markets. Is there any plan for the US? Our American readers are on pins and needles about this!

LP: I can certainly sympathise. You know, 60% of our sales are from American clients. That's a huge part, taking into account we're not located anywhere in the US. I attribute it to our standards and the word-of-mouth, along with our mailing system that allows customers from all over the world to order online. Even though we have a Dubai spot, an America-soil boutique is just not in the cards. But to give you an exclusive, I'm revealing we're looking into forging some bond ~if all goes well~ with US distributors at the end of 2010 or in 2011. We'll see...

EV: So what is Ormonde Jayne planning, apart from this new sitribution, for the future? Launching a new perfume next year? Tiare has been received with enthusiasm and almost inebriated panygerics (that's from me) so you're on a roll obviously! *laughing*

LP: Oh, no, no, I don't really plan to issue any new stuff for the next couple of years! I want to focus on how to smell, how to aid people to smell better, more productively and this is what we're doing with the Perfume Portraits right now.

EV: Which brings me to another issue I had been meaning to address: Do you believe that people have the necessary means to convey their scent impressions in tangible terms? I often sense during consulting and interviewing folks for projects that they seem a bit lost for words...

LP: "Lost for words". Indeed! Some people just have a natural talent in describing perfumes. But it's also a cultivated ability and this is what we're aiming at. Because there is no specific vocabulary conceived on smell, we often borrow from other senses or from other subjects, for instance from the sense of touch (a soft or rough fragrance), from vision (shiny, dark, light), from music (the notes, the high or low pitch of the perfume, whether it's deep or not) etc. It's difficult but worth it. In that regard there has been an amazing boom after 2000 thanks to the Internet, there have also been much more talk about scent and smell in the press (particularly in the English-speaking press); it's all been very positive about our business. \

EV: Is it only positive though? I am thinking that this new medium is also opening up Aeolus's flask! Can an internet writer or forum participant cause harm too?

LP: Oh, definitely! In fact the Internet can become a rather scary place too sometimes. The power of the quickly transmitted word is huge, especially now that Facebook and Twitter and social services platforms have become so popular, not to mention blogging. Let me illustrate with a peripheral example: There was an episode that was reported by India Knight, the Sunday Times columnist, about a woman who went to watch a live stand-up comedy performance by a Scottish comedian [ed.note: Frankie Boyle] . A mother [Sharon Smith] watched the show where he made jokes pertaining to people with Down's Syndrome and her being a mother of one, she became increasingly uncofortable, exchanging some hushed comments with her husband. But the comedian was annoyed by the talking and he approached her and asked why they were talking during his show, upon which she blurted out it wasn't a funny matter. He joked it was the most excruciating moment of his career, but then said they had paid to come and see him, they knew his harsh style so what should they expect? The mother clarified it was her own upset and she was discussing it privately with her husband, not him. The comedian quipped it was the last tour ever and that he didn’t give a f*ck! But that's not the end of it: The woman came home and actually blogged about it, she tweeted addressing India Knight and then it was all over the news and people were talking about it for days! It was scary in a way, how it spread so fast, all off a comment off the stage!
So, to revert to our fragrance world, companies are scared of the uncensored word online, of bloggers especially because they're so quick and opinionated and thus they're trying to exert or gain some sort of control back again.

EV: Upset because of what is being written: We'd come to that, wouldn't we. I'm grabbing the chance to correlate it to something that's being bothering me. There is a lot of talk about how IFRA and regulatory bodies are acting for the protection of the consumer, but in fact it's more out of fear of endless litigation resulting in time and money-costing law suits. Another restraining of one's free choice & free speech in the name of something else.

LP: There are LOTS of law suits apparently of people accusing products of causing allergies, triggering asthma attacks etc. I think there isn't much sense in regulating essences such as lime unless there is some fear of the law suits. Big companies have actually more to lose, as these law suits go on for years.

EV: Right! And I'm asking you, even though I shouldn't perhaps, out of tact, but since there is this scare going on and all major companies are reformulating right and left, how do you react to this? Have you had anything reformulated? Are you discontinuing something because of the new regulations? Or low sales, even?

LP: No, we haven't reformulated anything. I never will. Nor discontinue any in our fragrance rotation. We have 12 fragrances now and I absolutely love each and every one of them. I don't want to make any changes!

EV: So what happens if someone comes and asks about risk of allergies etc?

LP: I say "If you think madame that it might be give you any risk of an allergic reaction, it would be best if you didn't buy this perfume". We talk over some of the ingredients (if the customer knows about any specific trigger or if we think there might be some) and I say "just don't buy it". In the end, I don't give a f*ck if they buy or not, as long as we're stand our ground and do not mislead. *laughing*

EV: I'm sure there are lots of perfume enthusiasts who appreciate your stance a lot! Linda, it's been an utter pleasure talking to you once again and I thank you on behalf of myself and the readers of the Perfume Shrine.

LP: Thanks a lot as well, Elena.

Related reading on Perfume Shrine: Ormonde Jayne news & reviews

Paintings by Joël Rougié, Les Filles d'Automne, Le grenier aux souvenirs et Une Fille aux fleurs jaunes.

Dr.Turin on the Science of Smell

The MIT Tech, the online paper at the university Dr.Luca Turin is currently serving as a participant in DARPA’s RealNose project [it aims to simulate the mammalian olfactory system apllying the vibration theory], has an interesting short interview by Nina Sinantra with the man himself.
In it he explains how he first became interested in the research of smell, how he got inspiration for the vibrational theory from pioneers Malcom Dysonand and R.H. Wright and what he envisions/hopes for the future.
You can find the link of the interview here.

Linda Pilkington of Ormonde Jayne: "People Should Stop Making More Perfumes!"

There are perfume lines which have a level of quality that is consistent, the hallmark of attentive planning and meticulous care to the last detail. In the case of Ormonde Jayne, it's a case of cherchez la femme, or in other words Linda Pilkington, its founder and soul. Personally I consider Linda a friend by now: Not only have we over the years gone over our children's respective routines, laughing at the little things, as well as our womanly preoccupation with meeting the many roles modern women are expected to fulfill, but there is also a special pleasure in exchanging news and chatting on developments in the fragrant industry which rises beyond the "saving face" methods of most perfumery owners. Linda, despite her ladylike manner and her pretty petite physique, doesn't mince her words and that's a refreshing quality to find amidst a world that is immersed into producing and selling a sanitized fantasy.
The stepping stone for our conversation I'm transcribing for you here has been a new service that is offered at her own brick & mortar boutique and the new corner at Harrods, called "Perfume Portraits", but it evolved into so much more... so I am breaking it up in two parts (Part 2 will be up next week).
I hope you will enjoy it as much as we both did!

Elena Vosnaki: Linda, it's with much interest that I learned you're offering a new service to your clients. How does Perfume Portraits work and why is it different than other consultations?

Linda Pilkington: Perfume Portraits is a quick profiling process offered at our stores by specially trained staff, aiming to guide the clients through not only the portfolio of Ormonde Jayne fragrances, but through the building blocks of the scents, the raw materials composing them. This is a lot different than asking the client their formed preferences, because it allows them to converse with the materials themselves rather than the finished products and encourages a gut response that aims at the subconscious rather than an intellectualised "fabricated" reaction. I have too often seen people coming into the shop thinking they'd go for some genre, only to discover they completely went against type. The most surprising case involved a gentleman (we have lots of male customers) who was very butch, the biker type with the helmet, the Perfecto jacket and the boots and all, he looked very masculine, very virile and acted the part and when we actually sat down to do his Perfume Portrait I found out he loved white flowers! Feminine, lush, delicious flowers, like orange blossom, jasmine, freesia, things like that. He caught me by complete surprise! In the end he went his merry way having bought Champaca, our rice-steam & flowers perfume, which to him was utter bliss.

EV: Haha!! Love this! More anecdotes to share?

LP: Another gentleman was very hard to "crack": He was so silent, the quiet type; not easy to pigeonhole at all. But you see, Perfume Portraits just requires to respond with a "yes", a "no" or "maybe" to the essences presented for sniffing so it's non dependent on a specific vocabulary, which can be intimidating to the non initiated. Not every one of our clients is a perfumista, but they're discerning and they do want to find something they will really love.
The most baffling case was a lady who came into the shop, sniffed all the seperate essences and didn't like any of them! Exasperated, we had to ask "what do you like to wear then?" She explained she used to get vanilla extract for cooking and put that behind her ears! But she wanted to find something more sophisticated. So we tried to introduce her to a sweet scent, with an element of what she liked, but considerably notched up; we offered Ta'if, our saffron and roses combination which includes sweet dates that would appeal. She liked it a lot and got a bottle, but the most extraordinary thing is how much her husband enjoyed it! He mailed us a while later to let us know he loved the smell and welcomed the change! That's a case of a successful turn-around we're proud of.

EV: It definitely is! Any "naughty" stories while doing the consultations?

LP: Ah Elena, I could tell you hundreds! Are your readers up to them?

EV: I think so!

LP: Well, then, there's one: There was someone who was going through the essences and the oils we offer; there's a cluster of 21 raw materials, three from each of 7 families (hesperidic, light floral, intense floral, balsamic, oriental, woody and atmospheric). So stumbling upon one, I was surprised to hear "it smells like when you touch yourself". But you know what, it was the right impression. It did smell like that! And I didn't perceive any aversion on their part in saying so, so I felt comfortable to proceed. So you see, there's a lot to the process of finding out preferred smells, it's not always just going for the pretty smells.

EV: So, do you think that there is some correlation between how attuned someone is to smells in general (pretty and non pretty, in perfumes or in everyday life) and how much they're into perfumes?

LP: Definitely! I'd go further and say that people who are into smells are more sensuous on the whole. They embrace the sensations brought on to their senses by stimuli from other activities, such as cooking, gardening, pampering themselves with beautiful frabrics or even sex, and they're therefore more receptive to perfumes.

EV: This is what we have been empirically commenting on, online on the perfume fora, comparing notes, so to speak, on how many of us are into cooking, appreciating fashions on a tactile level, the arts etc. Now, please let us know about the procedure itself. And please define what constitutes the "atmospheric" family of essences you mentioned!

LP: I made up the term "atmospheric" for oils that have an effervescence to them, an unusual sparkle, such as those entering Isfarkand and Zizan. It's a fantasy term!
Seated at a bespoke testing table, trained staff take notes about the client’s likes and dislikes, favourite perfumes and other aromas. The customer is then invited to smell three raw ingredients from 7 different families. At this stage the client is only asked to say if they like the aroma or not, and not to try to relate the scent to a perfume they might wear. This segment takes all but 6 minutes, because we don't want to overload the client, but to bring out gut responses, letting personal taste be guided by the mind’s limitless scope to decipher the aromas around. When that's done, two or three Ormonde Jayne perfumes that may suit by summarizing the favoured oils are recommended. Again, the favoured perfumes are presented on a second collection of black and gold ceramic stones. The client will then choose the perfume they like best. Sometimes this could be two or three perfumes and the chosen perfume is finally sprayed onto the wrists.
We also take notes on other preferences, if they prefer to take baths or showers, if they like oil of cream consistency best, their habits, who served them at the shop, what they bought if they bought anything, alongside a telephone number. This is all filed in a personalised card so that it's always available to the client for reference. You'd be surprised at how many husbands walk through the door meaning to get their wife a gift and don't know what her favourite fragrance is! But also how many clients bought something, they need to replenish, but in the interim have forgotten the name!

EV: I assume they throw out the bottles? But tell me, why are ingredients presented on ceramic and not on blotters or sprayed in the air (under some form of tincture or dilution, naturally, when technically feasible)?

LP: Well, another reason behind the Perfume Portraits consultation was that we wanted to eliminate the congested atmosphere in our shops. We have 12 fragrances in our line now. For a client to go through them all it would be asphyxiating, not to mention very confusing, to spray each and every one of them in rapid succession. Have you noticed how when you enter a perfume hall you're greeted by the scented air hanging over from previous customers testing? Even in the first hours after opening. There are just too many perfumes around! I think people should just stop making more perfumes. Give it a rest for a while!

EV: "People should stop making more perfumes": Now, there's a quote! Especially coming from someone in the business who has a lucrative brand. Linda, explain yourself, darling!

LP: There are just too many perfumes overall. Pressure to issue new things all the time, at least in the mainstream sector. At Ormonde Jayne, which is a thoughourly niche brand, we're free to operate at the beat of our own drum. Why rush to bring out a new one? There's no reason to!

EV: But aren't you interested in taking advantage of the new techniques and materials which as they emerge dictate trends? I'm thinking about the many magnolia-focused fragrances we've seen, or the resurgence of tuberose recently in so many niche releases, accountable to new supplies and methods of rendering.

LP: I'm not bound by trends! I'm simply not interested in trends! Of course it's natural that "trends" are formed through the options of new suppliers or new techniques of extraction of oils which de facto interests perfumers. But that doesn't mean one has to have a new fragrance out because of that. Magnolia, which incidentally is a favorite flower and note of mine, is already highlighted in our fragrances. I just don't see the need...

To be continued...
In Part 2 Linda Pilkington talks about the market and some intriguing little-known facts about luxury clients vs. mainstream clients, her plans for Ormonde Jayne for the future both in the UK and in the US, and the surprising & scary power of the Internet.


Paintings by Joël Rougié "Les Demoiselles aux Fleurs Jaunes" and "Les Ballerines"

Hermes Voyage d'Hermes: fragrance review

Hermès has gained the sense of olfactive consistency that Guerlain once had back in the day thanks to its head perfumer, Jean Claude Ellena. Their latest unisex, Voyage d'Hermès , is a recapitulation, a déjà vu and a voyage not only through the body of work of Jean Claude himself, but of the house of Hermès as an entity! It's as if Voyage is a passport into the world of Hermès: Small little snippets of numerous fragrances hide beneath a hazy cloud of a formula that must have been laborious to construct without falling apart. Yet what has Jean Claude succeeded in doing, at this point in his career, is creating his own syntax and his own vocabulary for communicating which translates as perfectly leggible and intermixable, even in snippets of conversation that all mingle together harmoniously.

In order to appreciate Voyage d'Hermès on whether it succeeds to convey the vision behind it, we need to access the perfumer's technique in rapport with the values dictated by a mass-marketed but still prestigious Hermès fragrance such as Voyage.

Starting by the latter, we're "stumbling" on the mega-success of Terre d'Hermès, a masculine which is -according to the month in question- the first or second best-selling fragrance in France and terribly popular throughout the world as well. Its mineral & airy interpretation of the Mediterranean coast-line, full of fresh breeze, the whisper of citrus groves from afar and vegetal waste rotting on the hard rock, is the transfiguration of an lived-in impression into a scent (aided by a generous helping of IsoE Super, a synthetic which turns the intriguing aromata into a legible abstraction). A new mainstream release would not want to disrupt the commercial success of Terre, but at the same time, it should bring in women too (sharing thus the desirable facets of Terre) and consolidate the past and future of the house into the consience of everyone. In many ways, it feels to me that Hermès was simplifying its historical codes into an Esperanto of signs for everyone. To that degree they have certainly succeeded.

Ellena himself communicated his aim in composing Voyage d'Hermès, not as the desire to create a figurative or programmatic ~to borrow a term from music~ fragrance "but to create abstract art. A play on paradoxes. Complementary elements. No, this perfume would not smell of a kind of wood, a flower, a particular raw material, but of the unknown in all its glory. To express its nuances and unexpected pairings. Familiar, surprising. Energy, comfort. Masculine, feminine. An infectious mixing of genres. A woody fresh, musky fragrance." Ellena's style (and so is Olivia Giacobetti's in a similar vein) is the quiet, yet subtly intricate music for a quartet, rather than the bustle of a Wagnerian symphony with brass horns and full percussion joining. This is an aesthetic choice, not the result of simplistic or unchallenging incompetence. Comparing ~say~ a traditional Guerlain or 1930s Patou to a modern Hermès composed by Ellena would therefore be a futile exercise in omphaloskepsis. One either likes one style or not, but that doesn't mean that the two are poised on the same plane of existence; they're actually poles apart.
In that regard, Ellena in Voyage d'Hermès is reffarming his signature touch and on top of that creates something that cannot be pinpointed into anything familiar in nature; because there are plenty of familiar accents in the formula itself, as we'll see.

Voyage d'Hermès feels like a composition created on two tiers: The first movement is a flute, oboe and glockenspiel trio, namely the grapefruit-citrus chord he excells at (see Rose Ikebana, Un Jardin sur le Nil, Terre d'Hermès, even Cologne Bigarrade) with a touch of icy artemisia (see Angeliques sous la Pluie with their perfect gin & tonic bitterness) alongside the spicy suaveness of cardamom (diaphanous as in Un Jardin apres la Mousson, yet also a little sweaty as in Déclaration). To that musical line respond clarinets of other spices: some pepper, some ginger. On skin the spices are much more pronounced on the whole, with a small sub-facet (pungent, even a bit leathery) that personally reminds me of Eau d'Hermès.
The second movement is constructed on a basso continuo (the Iso E Super, perceived by many as cedar, alongside an incredibly lasting cluster of musks) with a lightly underlining phrase by a viola, the floral note of hedione (or an analogous material) giving a nod to Dior's Eau Sauvage and an elegant amber-ambergris base recalling Eau de Merveilles. This second movement is most alike Poivre Samarkande from the Hermessences, with its overdose of Iso-E Super. Seeing as Poivre Samarkande is the uncontesatble best-seller in the Hermès boutique in Athens, Greece, ever since the line's introduction, it makes sense that Hermès wanted for a Voyage composition a formula that has already been OK-ed by a warm Mediterranean country: After all, the very term Voyage makes us unconsiously dream of vacations, doesn't it? The two Roudnitska homages (Eau d'Hermès and Eau Sauvage), on the other hand, are unifying two houses and two perfumers into one style uniquely its own.

This clarion call of style, ensured, affirmed, self-reliant, is the fragrance's moot point: It means that if you like previous Jean Claude Ellena fragrances, you will like Voyage d'Hermes. If you don't, there are very little chances that it will change your mind. It also means that if you have all the segmentated make-up-pieces in your perfume collection, you might not be tempted to sort out the Visa and buy the new fragrance. But seeing as this is a mainstream release meant for everyone, not just maniacal collectors, those people will be few and far between.

The bottle design is spectacular: pure Hermès, both classic, inspired by la petite maroquinairie ~and specifically the Evelyne coin purse~ but also subtly modern high-tech too, reminiscent of USB sticks to put in one's computer (formerly known as "travel sticks, because you took them along while travelling, is it any coincidence?) or of a shiny silvery iPod, blasting a daydreaming Debussy tune. The promotional video shows a bird flying towards a horse running in the sea, showing ice, desert and water: an analogy of the segments that the fragrance goes through as well.

Notes for Voyage d'Hermès: citron, bergamot, coriander, ginger, artemisia, cardamom, black pepper, tea, birch, white musk, amber and cedar.

Available in 35ml, 100ml & 150ml bottles, available at major department stores carrying Hermès.
For those registered on the mailing list of Hermès, please use this link to see the promotional video.


Music: "Divertimento for Flute, Oboe and Clarinet" by Malcolm Arnold with Meera Gudipati, flute; Steven Robles, oboe; and James Calix, clarinet.
Print by Nhyen Phan Chanh (1932). Hermes official Voyage d'Hermes ad.

Lancome Tresor in Love: fragrance review

If the original* Trésor was a bustling, buxom lady clad in salmon-toned satin overalls that couldn’t really conceal her generous contours, Trésor in Love is its anorexic descendant, still happy to be in pastel-shaded frou-frou clothes but without an inch of herself being pinchable where the clothing ends and flesh (and bone) emerges. [*For our purposes we're referring to the original as the 1990 creation on which this new one is a flanker, although in the brand's archives there is a vintage one by the same name]

Taking a very straightforward composition of minimalism (very short list of molecules) and hyperbole (just four of them taking 80% of the finished formula) composed by Sophia Grojsman in 1990, this modern spin on the original is devoid of either characteristic. Instead in Trésor in Love there is a “feminine”, pretty yet lanky take on peachiness juiced on florist roses, extended on a less musky but more synthetic cedar-like drydown. In short, a passingly pleasant fragrance that does not differentiate itself significantly from hundreds of others. Even Lancôme themselves have a “pretty” with a bit more character in their (quite fetching and spring-like) Miracle So Magic offering. Perfumers Dominique Ropion and Veronique Nyberg collaborated on an uncaracteristic of the former's style composition that probably hints at the restraints of the current mainstream market more than any aesthetic choice.


Those who like the original Trésor will find familiar themes with the cozy reminiscence of a well-worn slipper, but will prefer their previous love-affair for its merits of plutonium-challenging in regards to sustainability and endurance sillage and longevity; this modern shoe ("a younger and fresher interpretation" the press release promised) is frayed at the ends. Those who did not, are not likely to be gob-smacked by the new flanker, although they do have chances of making the apricot-y rosiness their own at last if what scared them was only the above mentioned properties. Trésor in Love like its anorexic formula, is rather scarce to make out after a while and at a distance. I predict it will prove popular in our non-perfume-y times!
What I really liked was the bottle, a tall sprayer clone of the original 1990 Trésor, but with a small black “frou frou” rose on the collar, like those reserved for extraits: Cute!

Lancome Trésor In Love notes: Nectarine, bergamot, peach and sour pear, Turkish rose, jasmine, cedar.

The fragrance is available in 30, 50 and 75 ml flacons and is available at major department stores since the end of March 2010.

Backstage photos from the shooting of the advertisements featuring Elettra Weidemann under the direction of Mario Testino.