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 Frances Denney Interlude Perfume 4 oz Cologne Spray for Women $27.50 Time Remaining: 16d 15h 39m Buy It Now for only: $27.50 |
 FRANCES DENNEY HOPE COLOGNE SPRAY FOR HER 20 FL OZ NR $9.99 Time Remaining: 3d 13h 21m |
 Frances Denney Interlude Perfume 1 oz Bath Body Perfume for Women $28.50 Time Remaining: 15d 16h 35m Buy It Now for only: $28.50 |
 Frances Denney Interlude 8 oz Body Lotion for Women $22.50 Time Remaining: 20d 5h 36m Buy It Now for only: $22.50 |
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 Frances Denney Interlude Perfume 2 oz Cologne Spray for Women $21.50 Time Remaining: 3d 1h 24m Buy It Now for only: $21.50 |
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 INTERLUDE Frances Denney Perfumed Cologne Spray 4 oz $36.90 Time Remaining: 15d 10h 40m Buy It Now for only: $36.90 |
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 Frances Denney Interlude 425oz Dusting Powder for Women $22.00 Time Remaining: 20d 5h 42m Buy It Now for only: $22.00 |
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 Frances Denney Interlude Perfumed Cologne Spray 4 Oz 118 ML NIB Mothers Day $24.89 Time Remaining: 15h 22m Buy It Now for only: $24.89 |
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 Hope Bath Body Perfume 10 Oz By Frances Denney $59.99 Time Remaining: 14h 21m Buy It Now for only: $59.99 |
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 INTERLUDE PERFUMED COLOGNE FRANCES DENNEY 1 FL OZ $19.95 Time Remaining: 1d 15h 2m Buy It Now for only: $19.95 |
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 Interlude by Frances Denney for Women 4 oz Cologne Spray $33.03 Time Remaining: 28d 12h 54m Buy It Now for only: $33.03 |
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 Vintage Interlude by Frances Denney Bath Body Perfume 1 oz 30 ml NEW NIB $27.80 Time Remaining: 1d 13h 22m Buy It Now for only: $30.90 |
 4 pcs FRANCES DENNEY INTERLUDE BATH GEL POWDER COLOGNE $39.99 Time Remaining: 10d 10h 21m Buy It Now for only: $39.99 |
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 INTERLUDE by FRANCES DENNEY SOFT ROLL ON PERFUME 35 OZ $44.99 Time Remaining: 20d 5h 43m Buy It Now for only: $44.99 |
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 INTERLUDE FRANCES DENNEY Women 40 oz COL $28.95 Time Remaining: 12d 15h 55m Buy It Now for only: $28.95 |
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 Hope Body Cream 90 Oz by Frances Denney NIB $59.99 Time Remaining: 15d 8h 45m Buy It Now for only: $59.99 |
 Vintage Frances Denney Interlude 1oz Womens Perfumed Cologne $10.99 Time Remaining: 15h 41m |
 Interlude Bath And Body Perfume 10 Oz Frances Denney $39.99 Time Remaining: 28d 6h 40m Buy It Now for only: $39.99 |
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 Interlude by Frances Denney for Women 2 oz Cologne Spray $24.93 Time Remaining: 28d 12h 54m Buy It Now for only: $24.93 |
 RARE BOXED FRANCES DENNEY INTERLUDE COLOGNE SPRAY 2 OZ $9.99 Time Remaining: 2d 13h 8m |
 Golden Moments Parfum Mini 025 Oz Unbox Frances Denney $24.99 Time Remaining: 20d 14h 49m Buy It Now for only: $24.99 |
 Interlude by Frances Denney Cologne Spray 4 oz $40.50 Time Remaining: 22d 13h 58m Buy It Now for only: $40.50 |
 2 Oz VINTAGE INTERLUDE PERFUME SPRAY by FRANCES DENNEY $64.99 Time Remaining: 20d 5h 10m Buy It Now for only: $64.99 |
 Interlude perfume by Frances Denney for Women Body Lotion 8 oz $24.79 Time Remaining: 10d 2h 23m Buy It Now for only: $24.79 |
 NEW 4 pcs FRANCES DENNEY INTERLUDE DARING MUSK COLOGNE SPRAY TOTAL 1 oz $29.99 Time Remaining: 28d 10h 40m Buy It Now for only: $29.99 |
 Interlude Body Cream 90 Oz by Frances Denney $59.99 Time Remaining: 14d 9h 33m Buy It Now for only: $59.99 |
 FRANCES DENNEY HOPE PERFUMED COLOGNE 4 FL OZ PLUS A MINI HOPE PERFUME $9.99 Time Remaining: 5d 4h 23m |
 Frances Denney Interlude 4oz Womens Eau de Cologne $40.00 Time Remaining: 2d 16h 57m Buy It Now for only: $40.00 |
 Interlude Perfume 025 Oz By Frances Denney $99.99 Time Remaining: 14h 44m Buy It Now for only: $99.99 |
 Interlude by Frances Denney for Women 8 oz Body Lotion $24.13 Time Remaining: 28d 12h 51m Buy It Now for only: $24.13 |
 Interlude by Frances Denney Cologne Spray 4 oz Women NIB $38.01 Time Remaining: 10d 23h 17m Buy It Now for only: $38.01 |
 Adolfo Classic Gentlemen by Frances Denney Cologne 2 oz Boxed $39.99 Time Remaining: 5d 10h 48m Buy It Now for only: $39.99 |
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 ORIGINAL FRANCES DENNEY ADOLFO COLOGNE FOR HIM 2 FL OZ NR $9.99 Time Remaining: 3d 12h 48m |
 Interlude by Frances Denney for Women 2 oz Cologne Spray $25.49 Time Remaining: 28d 8h 18m Buy It Now for only: $25.49 |
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 Frances Denney Interlude Cologne Spray 118ml Perfume Fragrance $53.40 Time Remaining: 23d 3h 34m Buy It Now for only: $53.40 |
 Interlude by Frances Denney for Women 4 oz Cologne Spray $33.49 Time Remaining: 28d 8h 18m Buy It Now for only: $33.49 |
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 Frances Denney Interlude Cologne Spray Perfume Fragrance 118ml $54.44 Time Remaining: 23d 17h 59m Buy It Now for only: $54.44 |
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 Interlude by Frances Denney for Women 2 oz Cologne Spray $25.94 Time Remaining: 6h 26m Buy It Now for only: $25.94 |
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Frances Denney
A Marketing Axiom: You’re Never the Greatest, Only the Latest!
by: Geoff Ficke
My first professional job after finishing college and Marine Corps service was with a small cosmetic company in the early 1970’s. The beauty industry at that time was in the golden age of its creativity, growth and competitive balance. There were numerous firms able to exist and flourish by specializing in servicing a highly diversified retail universe with product lines that targeted narrow, specific demographic categories. Alexandra de Markoff, Imperial Formula, Andrea, Frances Denney, Germaine Monteil and many others were prominent brands of that time that no longer exist. What happened to them and what lesson can modern marketers of consumer products learn from their demise?
I was fortunate as a young salesman just starting my career to have seasoned, grizzled mentors to guide me along the way. I learned by watching and listening to them as they presented product, handled accounts and after work as they told old beauty industry war stories. These lessons were invaluable then and still serve me well today.
A great teacher, and particularly important influence on me, was an older executive named Ray Stotter. Ray had been a drug chain buyer in Philadelphia for the old Sun Drug Company. He had worked for many years with, and then for, Revlon’s founder Charles Revson. His stories about the legendary taskmaster were colorful, profane and hilarious. At the core of each, however, was a germ of truth that could be tucked away in the memory vault for later use.
Revlon is not the behemoth beauty industry force that the Company was while Charles Revson was alive. However, the brand is still a significant presence in the mass market cosmetic sales channel. It has endured a series of financial manipulations, failed managers, loss of Charles Revson’s entrepreneurial instinct and dull product launches and promotions. Yet, Revlon perseveres and trudges on while so many others have failed and disappeared.
Ray Stotter once told me a story about the infant years of Revlon’s growth. During the 1930’s and 1940’s the dominant color cosmetic company was a Chinese brand, Chen Yu. Chen Yu had the distribution, shelf space, counter locations and color assortment that Revlon lusted for. Every correspondence, call and meeting that originated from the Revlon office to the field staff contained some reference to Chen Yu. What was Chen Yu promoting? Were new products in stores? How many colors of their nail polish were on counters? What did store clerks have to say about Chen Yu sales?
By the time I started working in the cosmetic industry in 1970, Chen Yu was on its last legs. What happened to the brand? Why was its decline so precipitous? How had Revlon leapfrogged the formerly dominant Chen Yu line?
As Ray Stotter told the story of Revlon’s rise and Chen Yu’s decline he invoked one of the first marketing axiom’s I had ever heard, “You’re never the greatest, only the latest”. Chen Yu enjoyed its greatest success during the depression and in the years up to and through World War II. The Company had kept prices low, packaging sparse (in keeping with the thrift of the times) and display primitive. After the war, as the country aspired to fresher, more luxuriant consumer product offerings, Chen Yu had continued to treat their products as commodities. The brand continued to offer functional, value oriented, but not cutting edge, fashion forward product that inspired female consumers. After years of sacrifice women felt a little glamour was in order.
Charles Revson instinctively recognized this. As Chen Yu stagnated, Revlon pounced. Revlon colors became more vibrant and were seasonally culled and replaced with fresh looks. Product names became more romantic. Displays were much more colorful, sensual, and exotic. Promotional activity was constant, aggressive and highly coordinated to then current fashion trends. Importantly, Revlon created comprehensive beauty campaigns where lip, face, eye and nail colors were sold as fashion sets. Fire and Ice, and Lips and Tips were famous examples of these campaigns. Revlon introduced a prestige, upscale line, Ultima II, for the carriage trade customer. Norell and Bill Blass extended the Companies reach into better stores.
As Revlon grew exponentially, Chen Yu did not respond aggressively. The franchise that Chen Yu had painstakingly built rather quickly began to weaken and decline. Chen Yu is a classic example of a Company that fell from being among the greatest to just the latest, an also ran. Successful brands are constantly updating, refreshing and responding to current market conditions to avoid this fate.
About the Author
Geoff Ficke has been a serial entrepreneur for almost 50 years. As a small boy, earning his spending money doing odd jobs in the neighborhood, he learned the value of selling himself, offering service and value for money.
After putting himself through the University of Kentucky (B.A. Broadcast Journalism, 1969) and serving in the United States Marine Corp, Mr. Ficke commenced a career in the cosmetic industry. After rising to National Sales Manager for Vidal Sassoon Hair Care at age 28, he then launched a number of ventures, including Rubigo Cosmetics, Parfums Pierre Wulff Paris, Le Bain Couture and Fashion Fragrance.
Geoff Ficke and his consulting firm, Duquesa Marketing, Inc. (www.duquesamarketing.com) has assisted businesses large and small, domestic and international, entrepreneurs, inventors and students in new product development, capital formation, licensing, marketing, sales and business plans and successful implementation of his customized strategies. He is a Senior Fellow at the Page Center for Entrepreneurial Studies, Business School, Miami University, Oxford, Ohio.
I'm looking for a fragrance called Interlude by Frances Denney?
http://www.perfumeemporium.com/womens/details.cfm?ID=11228&source=230
Lonely Ghosts Bones Are Shaking End of the Road 2008