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ABCs Fragrances account for 60% of sales at European Sephoras (makeup is tops at the U.S. stores). Founder Dominique Mandonnaud decided to alphabetize products by brand name, because he wanted to make them "more equal." The best exposure goes to fragrances that fall in the middle of the alphabet, which is why Yves Saint Laurent fought to be placed under S instead of Y. The paradox: "No brand stood out anymore in-store, so only those which spent the most on advertising could thrive," says Aron, noting that Sephora has reversed the policy and now accents niche brands...

Author: /time Magazine | Title: Sales-Floor Secrets | 3/8/2006 | See Source »

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