At the retail section of any spa worth its salt is a display of ThomasRobert pocket perfumes. New to the market, the chic packaging, user-friendly container and - at just over R100 - the price makes these sophisticated little sprays worthy of an impulse purchase. It's also a proudly South African product.Johannesburg-based friends Robert Blonski and Thomas Lee, both 28, were not planning careers in cosmetics. Blonski was in his final year of law while Lee was doing a finance degree when they entered the perfume market."We began by creating generic perfumes at wholesale prices which we would sell to entrepreneurs wanting to run their own perfume businesses," says Blonski.The company provides 50 fragrances in the form of affordable starter packs which the agents then sell on to the public. The company has signed up thousands of agents.The other side of the business is the retail range of essential fragrances launched last year with what they call their "perfectly portable" his and hers 20ml pocket perfumes.The 18 fragrances, soon to be joined by pocket hand creams and "smackaroons", little macaroon-shaped containers of lip balm, are available in more than 150 salons and nail bars."Packaging is one of the most important elements," says Blonski. "Branding is key, especially when you are not known. We knew we needed a great design."Two designers worked on the brand. "We wanted it funky, but not too out there. It needed to be cool and to stand out. The main thing is that when people look at it they are drawn to buying it."And of course the delivery must live up to the promise. The creams are made in South Africa, the perfume oils are sourced from France and mixed in their factory."We have learnt what is popular; the more time you spend in the industry the better your instinct for what works."Blonski says they have their own personal gatekeepers. "My partner has a girlfriend and I've got two sisters who like the finer things in life. They steered me in the right direction. I knew if they were happy, then everyone would be happy."The company got its first international export order last month.It's been a tough ride, says Blonski, but they are now reaping the rewards. "I've had a hundred sleepless nights," he says. "When we began we didn't pull salaries for a good year - now we have people making offers for the business. We're at the stage where everything is just happening."See thomasrobert.co.za..