Retailer Questions We’re Hearing Most at the Shows

From bestsellers and seasonal buying to choosing the right scents for your store, here are some of the questions we’re hearing from retailers at Top Drawer and Maison&Objet.

Trade shows are always a great opportunity to meet new retailers, catch up with existing stockists and, most importantly, hear what’s happening on the shop floor.

This September, our teams are heading to Top Drawer and Maison&Objet, and we’re looking forward to talking fragrance, retail and all things Osmology with buyers from across the UK and beyond.

While every store is different, we’re often asked the same questions. So, we thought we’d share some of the conversations we’re having most.

“Which scents are your bestsellers?”

It’s often the first question we’re asked, and understandably so.

When introducing a new fragrance range, retailers want to know which scents customers are already reaching for. Our bestsellers can provide a useful starting point, particularly for retailers new to Osmology or looking to expand their existing range.

But bestseller lists only tell part of the story. The right fragrance mix depends on your customer, your location, your store aesthetic and the season.

That’s why we’re always happy to talk through which fragrances might work best for your particular customer base.

You can browse our bestseller here, or get in touch and we'll recommend bestsellers that will suit you and your customers.

“Where should I start with the range?”

With a collection of fragrances, candles, diffusers and other home fragrance products, knowing where to begin can sometimes feel overwhelming.

Our advice? Start with a considered edit rather than trying to stock everything.

A strong opening range typically combines recognisable bestselling fragrances with a selection of different scent profiles, giving customers enough choice without making the display feel crowded.

From there, you can use your sales to understand what your customers respond to and build your range accordingly.

“What are customers buying for Christmas?”

September is when Christmas really starts to come into focus for retailers.

Home fragrance continues to be a popular gifting category because it offers an accessible way to give something beautiful, considered and useful.

For Christmas, we recommend thinking beyond individual products and considering gifting moments: stocking fillers, Secret Santa gifts, larger presents and gifts for the person who already has everything.

A well-curated fragrance display can also make choosing a gift much easier for customers.

Browse our AW26 Christmas Collection here.

“How do I choose fragrances for my store?”

There’s no single answer to this one.

Some retailers prefer to build their range around fragrance families, while others choose based on colour, packaging or the overall look and feel of their store.

We recommend creating a balance of familiar and distinctive scents. Fresh and uplifting fragrances can appeal across seasons, while richer, warmer and more comforting profiles can become particularly relevant as we move into autumn and winter.

And, of course, testing the fragrances yourself is one of the best ways to understand what you’re putting in front of your customers.

“How can I make the most of my display?”

Good merchandising can make a huge difference to how customers interact with home fragrance.

Think about visibility, grouping complementary products together and making testers easy to find and use.

Creating a clear scent story can also help customers navigate the range. Instead of seeing a shelf full of individual products, they can start to understand the fragrances, discover their favourites and build a basket around them.

We’re always happy to share merchandising ideas with our stockists too.