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So hello and welcome to another 
episode, the winning We Shall 

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Find podcast for me, your host, 
Nick Truman. 

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I'm delighted to be joined here 
today by Amy, who's the CEO and 

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founder of Hollywood Browser 
Beauty. 

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Amy, welcome to the show. 
How are you? 

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Thanks for having me, Nick, I'm 
great. 

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Well, it's great to have you 
with us and I'm going to dive in

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with the big hitter question 
we're going to talk about today.

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OK? 
How do you sell over 5 million 

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units of a single product from 
starting your business to 

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reaching those kind of numbers? 
Lots of blood, sweat and tears 

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to say the least. 
Persistence, perseverance, 

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always knocking on doors. 
I never took no for an answer. 

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And then I got on the roller 
coaster and it never stopped. 

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It's been fantastic. 
Between D to C&B to B, the brand

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has just taken off. 
And it's even more rewarding 

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because I brought Dermaplaning 
to the UK. 

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So it was an uphill battle to 
begin with. 

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That's right. 
That's right, you and your wife 

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and my wife, because it's for 
men and women. 

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But yeah, it's just been an 
education piece to begin with. 

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People didn't even know what 
that did. 

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So that was the exciting thing 
that once we really got to 

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resonate with customers, they 
loved it. 

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And it's a big part of their 
beauty routine and their 

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grooming routine. 
Just once you try it, you never 

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go back to not using it and. 
That's going to be my e-mail 

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tomorrow. 
It's like this thing's amazing. 

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I'm going to, I'm going to try 
it myself. 

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But I think, I mean, there's so 
many things in that we're going 

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to unravel as we go through from
quality of product to knocking. 

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What doors are you knocking on? 
But I think one of the one of 

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the interesting things about 
your business is that you've got

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a background, haven't you that 
came into the business and you 

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were very much the face of the 
company as well. 

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Yes. 
So tell us about pre Shopify 

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world. 
What were you doing before you 

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were selling? 
You know what's so interesting? 

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People think there's no 
connection. 

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So I started off as an actress 
and then I did a lot of musical 

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theatre. 
I did TV and film and then I 

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went into presenting and that 
came about because I wanted to 

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start producing theatre and I 
needed a side job like a side 

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hustle because in pre production
you spend a lot but you don't 

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make a lot. 
OK, so my side hustle was 

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presenting beauty products at 
QBCUK and I was assigned a 

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certain hair removal device and 
although we would do huge sell 

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out shows, millions of pounds 
overnight, there was a 50% 

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return rate. 
Gosh. 

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And I thought, wait a minute, I 
think I know why. 

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Yeah, not my fault. 
I did my job. 

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I sold. 
But what happened was I 

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discovered that customers love 
the idea of smooth, beautiful, 

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radiant, glowing skin, but they 
didn't like the smell of burning

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hair. 
They didn't like a huge price, 

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like a high price point, and 
they wanted immediate instant 

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effects results. 
So I thought to myself, well, 

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they want a dermaplaner, they 
don't want this product. 

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So then I started to look into 
someone. 

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Else's show can you that's. 
Well, no, but I was saying it in

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my mind. 
So I started to look around the 

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UK pharmacies and retail world 
and there was just nothing. 

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There was no derma planers in 
the marketplace. 

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And then I thought, light bulb 
moment, I'm going to start 

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making derma planers. 
I just have to learn how to 

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manufacture. 
So I went to China and I learned

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how to manufacture. 
Lots of mistakes along the way, 

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but sure they were, that was it.
I, I, I made the first Hollywood

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browser and the rest is history.
That was 10 years ago. 

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Amazing, amazing and ironic. 
I like the smell of burnt hair. 

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Actually, I don't know what it 
is some some people. 

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Do and they also like the smell 
of gasoline? 

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Yeah, that as well. 
OK, It's some fantastic. 

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If somebody wants, if you've got
5 minutes, go on Instagram and 

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find clips of men going. 
I found the most expensive 

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aftershave and because gasoline 
or petrol prices have gone up so

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much, they're putting it on as 
aftershave in the petrol. 

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Station. 
She's going to love this it's 

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quite funny. 
Yeah, so those. 

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Funny issues you find the. 
Market and at first, you know, I

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got a lot of nose from buyers 
because it was just me, myself 

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and I in the early days, like 
with most founders, you do 

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everything and you know, I just 
that's why I said it kept on 

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knocking on doors and then all 
of a sudden after a few years, 

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there was this huge trend, 
German planning trend on TikTok.

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Perfect. 
Yeah, but it was sort of like 

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then I had to tell people why we
were the best and we were the 

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original, and we were the 
authority. 

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And, you know, people thought, 
oh, all German planers are 

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created equal, and they're not. 
It's about the quality. 

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You know, you are using it on 
your face. 

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Yeah, Yeah. 
So yeah, the education became 

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different in the second-half of 
really this time. 

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Amazing, amazing. 
And from a marketing 

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perspective, how do you, how do 
you own that space as the 

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pioneer? 
How do you communicate that 

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across the people without just 
saying the original? 

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Like how do you put authority 
behind that? 

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Well, we are multi 
award-winning. 

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It's interesting because, you 
know, I let the consumer leave 

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us for a while if they're 
interested in looking elsewhere.

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And I call it the boomerang 
effect. 

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Yeah, yeah, because they're with
us. 

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They love it, bad ones. 
And then they got, and you know,

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when I used to get, I used to 
get really offended personally, 

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if they would write like, oh, 
you know, this is too expensive 

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for what it is. 
I'm just going to go buy, you 

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know, a pack of 20 at whatever 
discounter. 

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And I used to say, no, no, 
don't. 

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Here's why you shouldn't. 
And then I said, yeah, go ahead,

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try it. 
I promise you, you'll come back.

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And you know, we have a money 
back guarantee as well. 

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Yeah, Yeah. 
Where people can try this. 

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And if they feel they can get 
better results from a competitor

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or from a inferior product, 
then, you know, we give them 

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their money back. 
But. 

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And I take it beaten that 50% 
return rate you're starting with

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on QVC? 
Oh my God, it's very low single 

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digits, yes. 
Yeah, excellent, excellent. 

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Because it returns are such AI 
mean as a marketing guy, it's 

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it's so depressing when you're 
like, hey client, check out 

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these like excellent sales. 
Like we've increased revenue by 

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this like yeah, returns have 
gone up or classically it's the 

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product that has the worst 
margin is now selling out and 

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it's like, can you sell more of 
these? 

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And it's but quality of product 
is something you've obviously 

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spent a lot of time getting to 
the point you are today. 

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Yes I take hundreds of blades 
believe it or not and German 

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stainless steel was the best by 
far. 

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And read our reviews on Amazon 
there's thousands. 

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We have over 55,000 reviews 
online, mostly foreign 5 star. 

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Excellent, excellent. 
And how do you sell the product 

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now? 
So you've got direct to 

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consumer, do you still do 
shopping channel stuff? 

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You've obviously got wholesale. 
What are the channels that 

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actually what are the most? 
Effects of the above No, we do 

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do everything but what's 
happened over the years is the B

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to B side really grew hugely. 
And you know, especially with 

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some discounters, I take every 
PO that comes in because we need

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to survive. 
And I find the massive POS that 

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are coming in from say a 
discounter that we love to work 

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with. 
We love it because it gives us 

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the oxygen to then able to 
pursue new product development. 

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Like customers are always 
looking for new products. 

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Welcome to the very high price 
tag. 

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So we have to develop them. 
I go to China or I go to other 

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countries and I look to really 
get the best version of a 

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product. 
I create many products from 

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scratch. 
A few of our derma planers are 

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patented in terms of the design.
So you know, I really take every

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product that I bring to market 
very seriously, like a child, 

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like a give birth to another 
child. 

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It's true. 
These are all my children. 

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I love that analogy. 
It's brilliant. 

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I think, I mean, businesses 
definitely feel like your child 

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at times like they have good 
days, they have bad days. 

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They some days are as good as 
gold and do everything you 

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you're trying to teach them and 
you have to nurture them and 

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grow that. 
I think it's a fantastic 

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analogy. 
One thing again, there's a 

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marketing guy I love. 
I love one of the things you've 

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got on here, which is actual 
images of the product being 

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used, the effect that it has. 
Yes, I, I remember standing in 

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them boots. 
I don't know if I don't know if 

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you guys have boots in the US. 
Not. 

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Anywhere next week when I'm 
there. 

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But but Boots in the UK, big 
pharmaceutical. 

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They sell everything from like 
you can buy a meal deal for 

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lunch, like a sandwich and drink
and stuff right the way through 

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to skin care and medicines. 
They have a full pharmacy and 

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you can get a COVID vaccines and
all sorts there. 

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But so many products when I'm 
walking around all the like face

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creams. 
As a guy who doesn't know much 

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about face cream, I was like, 
I'm I want to spend a bit more 

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on a face cream and they don't 
have examples of what the face 

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cream does. 
And then they talk about the 

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ingredients I'm like and it as 
again, slightly ignorant matter.

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I've no idea what any of this 
stuff means. 

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I look at the images and go 
before, after and it says before

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and after on both of the images 
on the. 

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Products and I'm so lucky in a 
way that my my early days are 

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from the TV shopping world, like
even presenting. 

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Other beauty friends. 
So super visual. 

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You always have before and 
afters in your presentation. 

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And it's interesting you say the
thing about ingredients and how 

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you're like, whatever. 
What do they do for me? 

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When I was training back in the 
day for TV shopping 

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presentations way early on in 
the US, the lady that was like a

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multi million trillion pound 
presenter, she trained me and 

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she said, I don't care what the 
ingredients are in a, in a tub 

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of, you know, $200 face cream. 
I want to know what it does for 

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me. 
So then I learned features tell 

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benefits sell and that's it. 
That that is now what I apply to

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everything we do in marketing. 
And if you don't tell people 

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why, that's so great. 
We also did an exercise called 

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the Wizgat exercise. 
What's so good about that? 

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Whiz got, and she would always 
say Whiz in the training. 

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Whiz got that for me. 
So that's what customers want to

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hear. 
They want to hear what's it 

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going to do for me. 
They don't care really about the

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ingredients and what's so great 
about it. 

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Head to yost.com to learn more 
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Yeah, yeah, I absolutely love 
that. 

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And again I think the. 
Visual coupled with the reviews 

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you've got coupled with it's a 
good product, I think so many 

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brands. 
Social Proof. 

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Yeah, so many brands, they're 
just trying to sell the 

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products. 
They're like, just just get the 

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product out there, OK, We've 
sold this many units. 

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They're not thinking about 
tomorrow, which is if it's a 

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good product and people like it,
they'll they'll just come back. 

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So actually the convincing gets 
easier and we don't need as many

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new customers because we're 
getting retention from them. 

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There's so many benefits to 
having a good product. 

227
00:10:18,080 --> 00:10:20,560
And the amount of Google ads 
I've run over the years where 

228
00:10:20,560 --> 00:10:22,920
it's like, are we literally a 
conversation with a client this 

229
00:10:22,920 --> 00:10:23,920
week? 
And I won't name them, of 

230
00:10:23,920 --> 00:10:26,640
course, conversations are 
ongoing, but they sort of said 

231
00:10:26,640 --> 00:10:28,160
like, we're just not getting the
ROI we need to. 

232
00:10:28,160 --> 00:10:30,400
And we're like, we've done 
everything anyway we've done. 

233
00:10:30,600 --> 00:10:33,680
It's just not a good product. 
Product development is where you

234
00:10:33,680 --> 00:10:36,400
need to focus now, or you're 
just, you know, sink or swim. 

235
00:10:36,480 --> 00:10:38,800
Yeah, and you have to accept 
that if something like just 

236
00:10:38,800 --> 00:10:41,640
quickly, you know, RIP off the 
Band-Aid, that's it, move on. 

237
00:10:41,960 --> 00:10:44,000
If it's not selling, there'll be
something else that'll sell 

238
00:10:44,000 --> 00:10:45,720
really well. 
You kind of just have to sell it

239
00:10:45,720 --> 00:10:48,560
through and be finished and then
move on to a better product. 

240
00:10:48,560 --> 00:10:51,360
Your customers tell you 
everything you need to know. 

241
00:10:51,360 --> 00:10:53,120
And I, I don't fight that at 
all. 

242
00:10:53,120 --> 00:10:56,400
And as a matter of fact, when I 
get an if we get a negative 

243
00:10:56,400 --> 00:10:59,600
review and when I say negative 
learning experience, I love it. 

244
00:10:59,640 --> 00:11:03,000
So for example, this product, if
you open it up and you see the 

245
00:11:03,000 --> 00:11:05,360
length of the blade. 
So feel free to open it and have

246
00:11:05,360 --> 00:11:07,800
a look. 
I had a customer myself. 

247
00:11:08,320 --> 00:11:09,520
Still. 
Early, you'll never cut 

248
00:11:09,520 --> 00:11:10,600
yourself. 
They're super safe. 

249
00:11:10,760 --> 00:11:13,680
I love that. 
But I had a customer say I'm 

250
00:11:13,680 --> 00:11:18,080
really nervous about using this 
product, the blade on my brow, 

251
00:11:18,080 --> 00:11:19,680
because you can't shape your 
brows with it. 

252
00:11:19,960 --> 00:11:23,000
And she said because the blade 
feels too long and it's 

253
00:11:23,000 --> 00:11:25,440
intimidating. 
So what did I do when I went to 

254
00:11:25,440 --> 00:11:28,120
China on my next trip? 
I designed a product 

255
00:11:28,120 --> 00:11:31,800
specifically for the brow that 
was half the the length of that.

256
00:11:31,840 --> 00:11:33,360
Yeah. 
So it was like mini blade. 

257
00:11:33,360 --> 00:11:34,520
I mean, it's nothing compared to
AI. 

258
00:11:34,520 --> 00:11:35,840
Mean I shave. 
Obviously there's nothing 

259
00:11:35,840 --> 00:11:38,040
compared to a razor. 
No, because it's covered. 

260
00:11:38,040 --> 00:11:41,480
The razor is covered by two 
safety guards that are super 

261
00:11:41,480 --> 00:11:44,240
effective and super safe. 
So yeah, So what I'm saying is 

262
00:11:44,240 --> 00:11:46,200
this lady, I'm. 
I'm grateful to her. 

263
00:11:46,520 --> 00:11:49,640
Wish I knew her name. 
I thank her, but she she was 

264
00:11:49,640 --> 00:11:52,960
like the happiest. 
And so not only did I make this 

265
00:11:52,960 --> 00:11:56,360
product the brow perfector with 
a small blade, but on the other 

266
00:11:56,360 --> 00:11:58,600
side, I thought, well, we can 
use a spoolie on the other side 

267
00:11:58,880 --> 00:12:02,200
to groom the brows to shape and 
groom like you would get a cut 

268
00:12:02,200 --> 00:12:05,960
and blow dry. 
So, So yeah, it was, it was. 

269
00:12:06,000 --> 00:12:09,360
I love negative reviews if and 
when they come in because I'm 

270
00:12:09,360 --> 00:12:12,600
ready to take them on and to 
make changes if need be. 

271
00:12:12,600 --> 00:12:15,440
I mean, if it's sort of just a 
random like I don't like it, 

272
00:12:16,600 --> 00:12:18,640
that was my next. 
Question is, so how do you, how 

273
00:12:18,640 --> 00:12:21,280
do you filter through the like 
I'm, I'm just, I'm just having a

274
00:12:21,280 --> 00:12:25,120
moan versus somebody that's 
actually got some constructive 

275
00:12:25,160 --> 00:12:26,600
feedback for it? 
Yeah. 

276
00:12:26,800 --> 00:12:29,520
Well, usually I think they're 
not using it right. 

277
00:12:29,680 --> 00:12:31,360
OK. 
If they're not getting great 

278
00:12:31,360 --> 00:12:36,400
results, I'm almost 100% 
confident in saying they're not 

279
00:12:36,400 --> 00:12:38,040
using it right. 
And then we have the customer 

280
00:12:38,040 --> 00:12:40,720
service representative who will 
call them who will try to get in

281
00:12:40,720 --> 00:12:42,400
touch. 
That's an easy fix, isn't it? 

282
00:12:42,600 --> 00:12:44,560
And then you can go back to like
when they bought it, what were 

283
00:12:44,560 --> 00:12:47,040
they told, not told? 
And at what point in that 

284
00:12:47,040 --> 00:12:48,760
customer journey do we need to 
say to them, look, you've 

285
00:12:48,760 --> 00:12:51,400
ordered this product, it's going
to arrive in two days, Let's get

286
00:12:51,400 --> 00:12:52,560
you set. 
Let's get your training. 

287
00:12:52,560 --> 00:12:55,680
Sorted and we have tons of 
tutorials that was important 

288
00:12:55,680 --> 00:12:58,920
that as the authority we would 
have an education piece on the 

289
00:12:58,920 --> 00:13:00,960
website. 
And that's one of the important 

290
00:13:00,960 --> 00:13:05,120
elements of the website is video
content and showing people how 

291
00:13:05,120 --> 00:13:07,920
to use, how to get the best 
results, whether they're using 

292
00:13:07,920 --> 00:13:10,680
it on their cheeks, their upper 
lip, their chin to shape the 

293
00:13:10,680 --> 00:13:12,880
brows, back of the neck, 
primarily for men. 

294
00:13:13,240 --> 00:13:15,200
So my Barber. 
Does that bit. 

295
00:13:15,200 --> 00:13:17,600
It's nice. 
My Barber often goes down that. 

296
00:13:17,600 --> 00:13:20,120
Well, now you don't have to go 
as often because your wife can 

297
00:13:20,120 --> 00:13:22,800
do it for you. 
Between haircuts, saving time 

298
00:13:22,800 --> 00:13:24,760
and money, I. 
Had one haircut during COVID for

299
00:13:24,760 --> 00:13:25,840
my wife and it was quite 
painful. 

300
00:13:25,840 --> 00:13:28,120
I don't know if I'd go back for.
Well, just a little she could 

301
00:13:28,120 --> 00:13:28,720
do. 
Just on the back. 

302
00:13:28,720 --> 00:13:29,840
Sorry. 
She does watch these 

303
00:13:29,840 --> 00:13:31,680
occasionally. 
Normally she tells me I'm an 

304
00:13:31,680 --> 00:13:33,440
idiot when I get home. 
I know she's watched the podcast

305
00:13:34,000 --> 00:13:35,880
and don't. 
Do a good job with. 

306
00:13:35,920 --> 00:13:39,520
Our support biggest critic, but 
OK, so you, you started 

307
00:13:39,520 --> 00:13:41,920
developing this product and 
there was a time and thinking 

308
00:13:41,920 --> 00:13:44,080
about one of the big questions I
know people want me to ask you. 

309
00:13:44,480 --> 00:13:46,480
There was a time where you had 
no wholesale and you started 

310
00:13:46,480 --> 00:13:48,560
knocking on doors to go. 
I need to get this on some 

311
00:13:48,560 --> 00:13:49,840
shelves. 
I need to get some people buying

312
00:13:49,840 --> 00:13:51,120
this. 
I need to get some revenue in. 

313
00:13:51,440 --> 00:13:53,800
I need to start selling this 
product to learn all the things 

314
00:13:53,800 --> 00:13:56,680
we've just been through. 
How does a brand go from not 

315
00:13:56,680 --> 00:13:58,920
having wholesale? 
How do you start that journey? 

316
00:13:58,920 --> 00:13:59,760
What? 
Who do you call? 

317
00:13:59,760 --> 00:14:01,160
Who do you? 
What do you Google? 

318
00:14:01,280 --> 00:14:05,840
Where do you go to kick off? 
I had the most detailed 

319
00:14:05,840 --> 00:14:10,680
spreadsheet of ongoing outreach 
once again, me, myself and I and

320
00:14:10,680 --> 00:14:13,240
I would lit I was such a squeaky
wheel. 

321
00:14:13,240 --> 00:14:16,560
I would just contact the buyer 
time and time again until I got 

322
00:14:16,560 --> 00:14:18,120
an answer yes and it's that 
easy. 

323
00:14:18,120 --> 00:14:20,240
Yes or no. 
And I would often ask for a 

324
00:14:20,240 --> 00:14:23,680
meeting in person because I 
would show them if I have 

325
00:14:23,680 --> 00:14:27,440
meetings in person, I IA 100% 
get APO. 

326
00:14:27,560 --> 00:14:30,920
It's a it's definitely going to 
move forward because I show them

327
00:14:30,920 --> 00:14:34,360
how effective this product is 
and how you need it as part of 

328
00:14:34,360 --> 00:14:37,280
your beauty regimen. 
I mean, people sometimes still 

329
00:14:37,280 --> 00:14:39,800
don't know what dermaplaning is.
They say, what is it? 

330
00:14:39,800 --> 00:14:42,640
Or, you know, I've heard of it 
on TikTok or I've heard of it 

331
00:14:42,640 --> 00:14:45,600
online, you know, educate me or 
let me give it a try. 

332
00:14:45,920 --> 00:14:48,560
And once they do, they're hooked
because it just gives you the 

333
00:14:48,560 --> 00:14:51,640
best results for get it. 
I mean, maybe not for you 

334
00:14:51,640 --> 00:14:54,240
because you don't wear makeup, 
but getting smooth, flawless 

335
00:14:54,480 --> 00:14:57,080
makeup application and allowing 
your skin care products to 

336
00:14:57,080 --> 00:15:00,440
penetrate more effectively. 
I always say, especially on TV 

337
00:15:00,440 --> 00:15:03,160
shopping, you're buying really 
expensive skin care. 

338
00:15:03,160 --> 00:15:06,560
Oftentime, don't you want to get
your moneys worth or do you want

339
00:15:06,560 --> 00:15:08,280
most of it to just remain on the
surface? 

340
00:15:09,000 --> 00:15:11,480
I love that positioning because 
I think so, so often as well, 

341
00:15:11,480 --> 00:15:13,840
people will I, I mean, you've 
probably heard of Rory 

342
00:15:13,840 --> 00:15:15,800
Sutherland. 
He made such a good point once 

343
00:15:15,800 --> 00:15:18,120
when he said if you're thinking 
of buying a new car and it's 

344
00:15:18,120 --> 00:15:21,120
going to cost you thousands of 
pounds, maybe 10s, hundreds, if 

345
00:15:21,120 --> 00:15:23,280
you've got the budget and you're
into cars and you've got the 

346
00:15:23,280 --> 00:15:25,400
money. 
But he said go and get a full 

347
00:15:25,400 --> 00:15:30,640
valet, £150 get a full valet and
I've just given you two more 

348
00:15:30,640 --> 00:15:33,840
years of life of your car and 
even gave a there there was AI 

349
00:15:33,840 --> 00:15:36,600
think it was BMW. 
They put a mechanic ABMW 

350
00:15:36,640 --> 00:15:38,600
mechanic or a few mechanic in 
two cars. 

351
00:15:38,760 --> 00:15:41,280
One had been valet, one hadn't. 
Apart from that, they were 

352
00:15:41,280 --> 00:15:43,120
identical. 
They'd created the same issues 

353
00:15:43,120 --> 00:15:45,680
in both cars. 
One of them was faster, handled 

354
00:15:45,680 --> 00:15:47,960
better, smoother suspension. 
It's just cleaner. 

355
00:15:48,320 --> 00:15:50,720
And so I, but I think do you see
how the logic of like the 

356
00:15:50,720 --> 00:15:53,880
products you're using, if you 
have a better, like the, the car

357
00:15:53,880 --> 00:15:56,120
products you're using, the fuel 
you're putting in your car, you 

358
00:15:56,120 --> 00:15:57,280
got to clean the car, It's 
better. 

359
00:15:57,760 --> 00:16:00,080
If you've got a more efficient 
car, a more economical car, the 

360
00:16:00,080 --> 00:16:01,720
fuel works better and you're 
going to keep buying fuel. 

361
00:16:01,880 --> 00:16:03,760
I think it works for so many 
products. 

362
00:16:04,360 --> 00:16:07,320
And I'd say almost every 
product, every single one of you

363
00:16:07,320 --> 00:16:09,400
guys listening to this, have a 
think about where your product 

364
00:16:09,400 --> 00:16:12,440
positions well and what it 
positions against, because that 

365
00:16:12,440 --> 00:16:14,080
contrast, I think is so 
important. 

366
00:16:14,440 --> 00:16:16,040
Does that. 
I've no idea on this. 

367
00:16:16,120 --> 00:16:18,120
Normally I have an idea of what 
the answer to the questions are.

368
00:16:18,120 --> 00:16:21,280
Who knows how does that work in 
wholesale in terms of actual 

369
00:16:21,280 --> 00:16:23,120
like shelving? 
Is there are there certain 

370
00:16:23,120 --> 00:16:26,960
locations and the things you can
give a wholesale brand like when

371
00:16:26,960 --> 00:16:29,880
boots actually have your product
in a physical store, there are 

372
00:16:29,880 --> 00:16:32,120
other things you provide because
you sometimes see like the full 

373
00:16:32,120 --> 00:16:34,680
kind of, you know, free standing
things. 

374
00:16:34,680 --> 00:16:36,680
Sometimes you have offers with 
them that are branded with the 

375
00:16:36,680 --> 00:16:40,160
product, not boots branded. 
Like how much freedom do you get

376
00:16:40,160 --> 00:16:41,760
over stuff like that? 
How much advice can you give 

377
00:16:41,760 --> 00:16:44,480
them to help your product? 
Because those boots have got it.

378
00:16:45,160 --> 00:16:47,040
They had it. 
They don't have it at the 

379
00:16:47,040 --> 00:16:51,360
moment, but there's another big,
well, we're probably talking to 

380
00:16:51,360 --> 00:16:54,080
a competitor at the moment who 
is more interested, but that's 

381
00:16:54,080 --> 00:16:56,840
OK, What with Boots. 
I mean, we loved working with 

382
00:16:56,840 --> 00:16:58,360
Boots. 
We were their first dermal 

383
00:16:58,360 --> 00:17:01,280
planning product. 
And then, I hate to say it, all 

384
00:17:01,280 --> 00:17:05,160
of a sudden we saw the Boots 
browser on the website and we 

385
00:17:05,160 --> 00:17:08,359
had to just tell them politely. 
Tell them politely. 

386
00:17:08,359 --> 00:17:10,640
That's trademarked and that's 
the name of our brand, sorry, 

387
00:17:10,960 --> 00:17:13,520
and our products. 
So we did part ways. 

388
00:17:13,520 --> 00:17:14,800
We might come back, you never 
know. 

389
00:17:14,920 --> 00:17:17,720
You know, never say never. 
And I never burn bridges. 

390
00:17:18,040 --> 00:17:19,319
Important in business? 
Very important. 

391
00:17:19,680 --> 00:17:22,760
Yeah. 
So I mean, overall, that is why 

392
00:17:22,760 --> 00:17:27,520
my packaging has so much imagery
on it because it's important 

393
00:17:27,520 --> 00:17:30,720
that people know when they see 
it, where they see it in a 

394
00:17:30,720 --> 00:17:32,000
store. 
So for example and. 

395
00:17:32,000 --> 00:17:33,640
Also what it's for if someone's 
not heard of it. 

396
00:17:33,960 --> 00:17:36,080
Right. 
No, we have to educate always. 

397
00:17:36,080 --> 00:17:39,160
I'll never not want to educate 
the customer because believe it 

398
00:17:39,160 --> 00:17:41,640
or not, although I've been 
dermaplaning for, you know, 12 

399
00:17:41,640 --> 00:17:45,080
years now, many customers 
haven't like the engineer today 

400
00:17:45,080 --> 00:17:48,640
said she hasn't dermaplaned and.
She will shortly stay with. 

401
00:17:48,680 --> 00:17:52,720
Me as of tonight, but yeah, so 
it's, it's usually with beauty 

402
00:17:52,720 --> 00:17:55,720
tools and accessories. 
But as we grow our line in 

403
00:17:55,720 --> 00:17:58,920
different retailers, we might 
have our own area and that is 

404
00:17:59,400 --> 00:18:01,080
because I know we'll get to this
later. 

405
00:18:01,080 --> 00:18:04,760
But in terms of like what I want
in the future, it's a, it's a, 

406
00:18:04,960 --> 00:18:08,640
it could be a multi step system,
kind of like the Clinique 3 step

407
00:18:08,640 --> 00:18:11,360
system. 
There was a pre derma planning 

408
00:18:11,360 --> 00:18:12,920
process. 
There's the derma planning and 

409
00:18:12,920 --> 00:18:15,040
post derma planning just to get 
the best results. 

410
00:18:15,200 --> 00:18:18,400
You'll get results with this and
your own skin care line, but 

411
00:18:18,400 --> 00:18:22,120
we're now developing our own to 
support one's derma planning 

412
00:18:22,120 --> 00:18:25,480
journey. 
Absolutely, and I it reminds me 

413
00:18:25,480 --> 00:18:27,400
of shaving a lot and I know it's
a type of shaving. 

414
00:18:27,400 --> 00:18:29,520
It's the same concept, but. 
Yeah, you have, you put shaving 

415
00:18:29,520 --> 00:18:31,680
foam on. 
I mean, you, you clean first, 

416
00:18:31,720 --> 00:18:34,440
then you put shaving foam on, 
then you shave and you, the 

417
00:18:34,440 --> 00:18:35,680
shaving foam is brilliant, by 
the way. 

418
00:18:35,680 --> 00:18:37,240
I, I used to own the electric 
shape. 

419
00:18:37,240 --> 00:18:39,120
Now in a wet shape, I'm like, I 
haven't done that because 

420
00:18:39,120 --> 00:18:40,080
there's still shaving foam 
there. 

421
00:18:40,080 --> 00:18:42,560
It's like it's someone who's 
like normally distracted all the

422
00:18:42,560 --> 00:18:44,760
time by my own mind. 
It's so funny because we're 

423
00:18:44,760 --> 00:18:47,560
actually coming out with, and I 
can probably say this now, not a

424
00:18:47,560 --> 00:18:49,960
shaving foam, but you, I'm sure 
you've seen it on Tiktok. 

425
00:18:49,960 --> 00:18:52,840
We're going to have a much 
better quality version of the 

426
00:18:52,840 --> 00:18:56,640
white powder that you spray on 
your face. 

427
00:18:56,640 --> 00:18:58,880
Because I've tried shaving 
butters and other stuff now as 

428
00:18:58,880 --> 00:19:01,040
well. 
It's like, so it identifies, 

429
00:19:01,040 --> 00:19:06,400
it's called the fuzz Finder and 
it identifies what you've 

430
00:19:06,400 --> 00:19:09,120
missed, the fuzz you've missed. 
And it's brilliant and we're 

431
00:19:09,120 --> 00:19:10,800
just so excited. 
I always said that one bit. 

432
00:19:10,800 --> 00:19:12,840
My wife sends me back up and 
it's normally like but under 

433
00:19:12,840 --> 00:19:14,760
here somewhere it's like just 
the contour somewhere. 

434
00:19:15,600 --> 00:19:17,920
So we want to, you know, make 
sure we always say we hold 

435
00:19:17,920 --> 00:19:21,040
people's hands through the derma
planning journey and we're 

436
00:19:21,040 --> 00:19:23,680
always there for them. 
And you know when there there 

437
00:19:23,680 --> 00:19:26,720
have been so many copycats over 
the years and I get it, they see

438
00:19:26,720 --> 00:19:29,640
huge numbers, they see the huge 
growth of dermaplaning and they 

439
00:19:29,640 --> 00:19:30,880
think, oh, I want to get it on 
that. 

440
00:19:30,880 --> 00:19:33,600
Boom on TikTok, Yeah. 
Yeah, but they're never going to

441
00:19:33,600 --> 00:19:37,840
be as good as us and I, and I'm 
very Oprah once said never look 

442
00:19:37,840 --> 00:19:39,640
in the rearview mirror. 
And it's true. 

443
00:19:39,640 --> 00:19:42,240
I don't look behind me because 
they'll they'll, they'll fail, 

444
00:19:42,240 --> 00:19:44,840
they'll fall, they'll go away. 
And if they do want to keep a 

445
00:19:44,840 --> 00:19:48,320
dermaplaning in their array of 
products, you know, they're not,

446
00:19:48,360 --> 00:19:50,600
they're not going to focus on it
because it's not their passion. 

447
00:19:50,800 --> 00:19:54,400
Even the big brand names like 
the Venuses, the Gillettes, you 

448
00:19:54,400 --> 00:19:56,800
know, they're, they're just, 
it's one of hundreds of skews 

449
00:19:56,800 --> 00:19:59,680
that they have. 
Whereas we just focus on 

450
00:19:59,720 --> 00:20:02,200
dermaplating, the art of 
dermaplaning as we call it. 

451
00:20:02,240 --> 00:20:04,920
Yeah, Yeah, absolutely. 
And with wholesale, one of the 

452
00:20:04,920 --> 00:20:06,560
biggest challenges I think 
you're going to get with all of 

453
00:20:06,560 --> 00:20:09,120
this that we've mentioned how 
many units you've sold, over 5 

454
00:20:09,120 --> 00:20:10,840
million, which I think it's 
incredible. 

455
00:20:10,840 --> 00:20:12,760
I didn't say in the intro, but 
well done I mean. 

456
00:20:12,760 --> 00:20:14,600
Very much. 
That that is blood, sweat and 

457
00:20:14,600 --> 00:20:15,960
tears. 
Like having run a business for 

458
00:20:15,960 --> 00:20:19,040
15 years, I know some of the 
twists and turns you would have 

459
00:20:19,040 --> 00:20:21,840
gone through and lots of them 
would have been unique to, to 

460
00:20:21,840 --> 00:20:24,240
your journey. 
How do you control? 

461
00:20:24,600 --> 00:20:26,840
One of the hardest things I 
would say to control and that's 

462
00:20:26,840 --> 00:20:30,920
the the cost, how much a 
wholesale company charge versus 

463
00:20:30,920 --> 00:20:32,880
you? 
How controlling are you over 

464
00:20:32,880 --> 00:20:34,680
that? 
How important is it to you to 

465
00:20:35,080 --> 00:20:37,520
make sure your website is as 
competitive as the others for 

466
00:20:37,520 --> 00:20:40,120
your own products? 
Or do you just kind of go, you 

467
00:20:40,120 --> 00:20:42,280
can buy it wherever there's 
quality on our site, so we're 

468
00:20:42,280 --> 00:20:44,280
going to charge more Retailers 
can charge what they want. 

469
00:20:44,880 --> 00:20:47,320
How do you guys go about that 
and and also doing it at Mass 

470
00:20:47,320 --> 00:20:49,520
because you are you have a lot 
of wholesale channels. 

471
00:20:50,040 --> 00:20:51,880
Yeah, We leave it to the 
retailers. 

472
00:20:51,880 --> 00:20:54,520
We feel confident that they 
won't be discounting. 

473
00:20:54,680 --> 00:20:57,440
I mean, if we work with the 
discounter, we probably won't 

474
00:20:57,440 --> 00:21:00,960
offer that same SKU in many 
other retailers if it's a 

475
00:21:00,960 --> 00:21:02,680
discounter sort of which is. 
Smart. 

476
00:21:02,680 --> 00:21:05,480
Give them an exclusive. 
And the customers like that. 

477
00:21:05,480 --> 00:21:07,480
And I think the customers are 
really savvy now. 

478
00:21:07,800 --> 00:21:10,440
They look on their phones, they 
see what's available where. 

479
00:21:11,440 --> 00:21:13,440
Where else can I buy this? 
Product, Yeah, yeah. 

480
00:21:13,440 --> 00:21:15,880
So we, we know the customers, 
customers are savvy and we'll 

481
00:21:15,880 --> 00:21:17,880
never feel like we can pull the 
wool over their eyes. 

482
00:21:18,280 --> 00:21:21,960
So we let the retailer decide 
for themselves what they want to

483
00:21:22,720 --> 00:21:25,200
charge for the product. 
And then in terms of the 

484
00:21:25,200 --> 00:21:29,680
quality, you know, retailers 
often will have perhaps a 

485
00:21:29,680 --> 00:21:32,640
generic version of that. 
So I always compare ourselves to

486
00:21:32,640 --> 00:21:35,760
Beauty Blender. 
Beauty Blender is a very 

487
00:21:36,480 --> 00:21:39,720
decently prized, I want to say 
high-priced makeup sponge. 

488
00:21:40,040 --> 00:21:42,240
And often time you'll see the 
beauty blender in most 

489
00:21:42,240 --> 00:21:45,200
pharmacies and stores, retailers
and you'll see a generic 

490
00:21:45,200 --> 00:21:47,400
version. 
And most people will pay extra 

491
00:21:47,400 --> 00:21:50,000
for the beauty blender because 
they know it's the original, the

492
00:21:50,000 --> 00:21:54,400
authority, the authority and 
also the award-winning and the 

493
00:21:54,400 --> 00:21:57,520
best take up sponge. 
And thus it lasts longer, thus 

494
00:21:57,520 --> 00:22:00,200
it gives you better results. 
So consumers are savvy now I 

495
00:22:00,200 --> 00:22:03,040
think they will pay a little 
more for a good quality product 

496
00:22:03,040 --> 00:22:05,280
because they know it's going to 
last longer and give them better

497
00:22:05,280 --> 00:22:06,840
results. 
And that's ultimately what 

498
00:22:06,840 --> 00:22:09,520
you're spending your hard earned
money on, products that are that

499
00:22:09,520 --> 00:22:11,920
are going to give you results. 
Yeah, yeah, absolutely. 

500
00:22:12,120 --> 00:22:15,440
And I think it's with marketing,
I'm going to ask you this 

501
00:22:15,440 --> 00:22:17,920
because one of the hardest 
questions and some brands are 

502
00:22:18,200 --> 00:22:21,160
actually pretty good at this and
some are very, very in the 

503
00:22:21,160 --> 00:22:22,680
learning Phase, I would say. 
And they never leave the 

504
00:22:22,680 --> 00:22:25,240
learning phase. 
You've got so many US. 

505
00:22:25,240 --> 00:22:29,640
PS So when you design this box, 
how do you decide what goes on 

506
00:22:29,640 --> 00:22:31,760
it, What doesn't go on it on 
your website? 

507
00:22:31,760 --> 00:22:33,560
How do you decide what messaging
to include? 

508
00:22:34,000 --> 00:22:36,080
As an SEO guy, I want to say 
everything all the time because 

509
00:22:36,080 --> 00:22:39,000
then we get more content, more 
indexation with Google and more 

510
00:22:39,000 --> 00:22:40,160
crawl ability and that sort of 
thing. 

511
00:22:40,160 --> 00:22:43,400
But how do you how do you decide
what to include and what not? 

512
00:22:44,440 --> 00:22:46,600
Well, that's a hard question. 
It depends on where are you 

513
00:22:46,600 --> 00:22:50,400
talking about the packaging. 
Packaging marketing, What the 

514
00:22:50,400 --> 00:22:52,280
wholesale push? 
Wholesale pushes. 

515
00:22:52,400 --> 00:22:55,680
It's always different, but 
ultimately we want to focus on 

516
00:22:55,960 --> 00:22:58,760
like I said earlier, features 
tell benefits, sell the 

517
00:22:58,760 --> 00:23:01,000
benefits, sure. 
When the customer picks it up, 

518
00:23:01,000 --> 00:23:02,000
what are they going to get from 
it? 

519
00:23:02,000 --> 00:23:05,160
How am I going to they want to 
almost we want this to resonate 

520
00:23:05,160 --> 00:23:06,000
with them. 
Yeah, yeah. 

521
00:23:06,000 --> 00:23:09,120
So like I was talking about this
product to a friend the other 

522
00:23:09,120 --> 00:23:10,160
day. 
She's like, Oh my God, yes, I 

523
00:23:10,160 --> 00:23:11,520
have such bad Peach fuzz. 
I've got a. 

524
00:23:11,800 --> 00:23:15,200
So immediately they think about 
themselves, how is this going to

525
00:23:15,200 --> 00:23:17,360
benefit them? 
And I always think you have to 

526
00:23:17,400 --> 00:23:20,520
put yourself in the consumer's 
shoes and it's like, you can't 

527
00:23:20,520 --> 00:23:24,640
talk to everyone all the time, 
but you know, for the most part 

528
00:23:24,840 --> 00:23:28,880
who your customers are for the 
most part, like we'd love to 

529
00:23:28,880 --> 00:23:32,400
address everyone and all their 
issues and but you can't do it 

530
00:23:32,400 --> 00:23:34,320
all at once. 
So we have campaigns often when 

531
00:23:34,320 --> 00:23:38,200
we do DTC and emails. 
So you like just focus on the 

532
00:23:38,200 --> 00:23:40,680
biggest group of people and the 
biggest issues they're having, 

533
00:23:40,960 --> 00:23:42,440
and then you get smaller and 
smaller. 

534
00:23:42,760 --> 00:23:44,840
It is hard though, isn't it? 
Because you hear that one use 

535
00:23:44,840 --> 00:23:47,240
case of like, oh, I have this 
issue. 

536
00:23:47,360 --> 00:23:49,680
And then I think one of the 
challenges I find in marketing 

537
00:23:49,680 --> 00:23:52,120
as well, and it's the Internet 
is lovely. 

538
00:23:52,120 --> 00:23:54,480
You can test stuff, you can do 
like 3 versions of it and see 

539
00:23:54,480 --> 00:23:56,440
which one works best. 
But one of the things that I 

540
00:23:56,440 --> 00:23:59,920
find so hard is like, how deep 
do you go with this to say like 

541
00:24:00,200 --> 00:24:03,040
get yourself confidence back. 
Like maybe that's a stretch too 

542
00:24:03,040 --> 00:24:04,680
far. 
And people, people then like, 

543
00:24:04,680 --> 00:24:06,600
all right, chill out. 
Like, you know, it's, it's only 

544
00:24:06,600 --> 00:24:09,720
one element of my face or one 
element of my skin care routine 

545
00:24:09,720 --> 00:24:12,040
or my, you know, and that sort 
of thing. 

546
00:24:12,240 --> 00:24:14,400
But once again, I'm happy to 
have sorry, I just want to jump 

547
00:24:14,400 --> 00:24:19,200
in here once again, TV shopping.
You have 6 minutes to talk to 

548
00:24:19,320 --> 00:24:23,120
everyone and try to get to 
address all of their issues out 

549
00:24:23,120 --> 00:24:24,720
there. 
So millions of people are 

550
00:24:24,720 --> 00:24:27,960
watching. 
Let me to get every feature and 

551
00:24:27,960 --> 00:24:30,720
benefit in and talk to every 
single customer that has to. 

552
00:24:30,720 --> 00:24:32,880
Get at least one of those things
to resonate. 

553
00:24:32,920 --> 00:24:35,880
So, right, so you have 6 minutes
to do it and it's a lot to get 

554
00:24:35,880 --> 00:24:37,640
in. 
So that's why I'm always 

555
00:24:37,640 --> 00:24:40,600
thinking, what can I get in 
that's going to address most 

556
00:24:40,600 --> 00:24:42,600
people's issues? 
This episode of Winning with 

557
00:24:42,600 --> 00:24:44,360
Shopify is brought to you by Tax
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558
00:24:44,360 --> 00:24:46,680
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559
00:24:46,680 --> 00:24:48,960
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560
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561
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562
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563
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564
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565
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566
00:25:03,280 --> 00:25:06,400
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567
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568
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569
00:25:12,560 --> 00:25:14,680
on running your store. 
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570
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571
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572
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573
00:25:23,440 --> 00:25:27,520
That's tax cloud.com/winning. 
Absolutely. 

574
00:25:27,560 --> 00:25:29,120
And. 
Let's talk about your background

575
00:25:29,120 --> 00:25:31,360
a little bit because I think 
that applies heavily into 

576
00:25:31,360 --> 00:25:33,040
marketing. 
I mentioned earlier that you're 

577
00:25:33,040 --> 00:25:35,920
very much a very, you're a very 
vocal person within the business

578
00:25:35,920 --> 00:25:39,760
in terms of who you are, your 
personality, your, I think I 

579
00:25:39,760 --> 00:25:41,840
actually found your website 
Googling your name before I 

580
00:25:41,840 --> 00:25:44,400
found the company website and 
Hollywood. 

581
00:25:45,080 --> 00:25:46,760
But you've, I mean, you've been 
on The Apprentice. 

582
00:25:46,760 --> 00:25:49,280
Yeah, as you said, you've been 
in been in theatre and lots of 

583
00:25:49,280 --> 00:25:53,440
other stuff, which is awesome. 
How do you combine all of that 

584
00:25:53,880 --> 00:25:57,880
to hit that over 5 million sales
figure that you've got so far? 

585
00:25:57,880 --> 00:26:00,600
Like how do you bring that into 
the forefront without sort of 

586
00:26:00,800 --> 00:26:03,880
just saying like as seen on, you
know, so and so and here's a 

587
00:26:03,880 --> 00:26:06,400
beauty product because The 
Apprentice isn't about beauty. 

588
00:26:06,760 --> 00:26:09,200
How do you how do you leverage 
those things in the smartest 

589
00:26:09,200 --> 00:26:10,560
possible way? 
What are some of your learnings?

590
00:26:11,040 --> 00:26:15,120
Well, it's interesting because 
my background led me to 

591
00:26:15,120 --> 00:26:19,160
developing this product. 
So I was in the world of TV and 

592
00:26:19,160 --> 00:26:21,880
film where you were doing high 
definition shoots. 

593
00:26:22,200 --> 00:26:25,320
So there were makeup artists 
that were using this before it 

594
00:26:25,320 --> 00:26:28,480
became this kind of product on 
the clients. 

595
00:26:28,560 --> 00:26:29,960
If you already on the ground in 
the, use. 

596
00:26:30,440 --> 00:26:32,640
Case. 
So it kind of led naturally into

597
00:26:32,640 --> 00:26:36,040
me creating this product and 
bringing it to the UK really. 

598
00:26:36,320 --> 00:26:39,800
So I was lucky that my 
background actually relates to 

599
00:26:39,800 --> 00:26:40,680
what I do. 
Nice. 

600
00:26:41,360 --> 00:26:44,480
So I didn't have to really, you 
know, convince people that 

601
00:26:44,640 --> 00:26:46,920
although I've done this, this 
and this, believe me when it 

602
00:26:46,920 --> 00:26:50,800
comes to this because my 
backgrounds in theatre, in TV 

603
00:26:50,800 --> 00:26:54,400
and film, in living in Hollywood
or LA, you know, led me to 

604
00:26:54,400 --> 00:26:57,680
meeting make up artists and 
understanding the industry 

605
00:26:57,680 --> 00:27:01,080
before trying to come out with a
brand and a product that would 

606
00:27:01,080 --> 00:27:04,720
address issues that even actors 
and models and celebrities have.

607
00:27:05,040 --> 00:27:06,440
Yeah, yeah. 
And I think just the nature of 

608
00:27:06,440 --> 00:27:09,600
being on TV, suddenly the Google
searches for your name go up, 

609
00:27:09,600 --> 00:27:11,520
don't they? 
And then the brand gets at some 

610
00:27:11,520 --> 00:27:13,920
point and you know, I was 
talking to Jamie Lang. 

611
00:27:13,920 --> 00:27:15,920
He was on Made in Chelsea for a 
long time. 

612
00:27:15,920 --> 00:27:18,400
I know him and a couple of the 
guys in there from the show. 

613
00:27:19,480 --> 00:27:23,840
But he he was saying how he used
it as an actually as a leverage 

614
00:27:23,840 --> 00:27:26,720
point for his businesses, even 
though on the show it was 

615
00:27:26,720 --> 00:27:28,320
announced like I might start a 
sweet brown. 

616
00:27:28,320 --> 00:27:30,440
It's like Candy Kittens was 
already running for a long time 

617
00:27:30,440 --> 00:27:34,480
before that, but because of the 
the fame of the show, people 

618
00:27:34,480 --> 00:27:36,160
Google them. 
But then it was like, I really 

619
00:27:36,160 --> 00:27:37,880
want I for my business came up 
above me. 

620
00:27:37,880 --> 00:27:41,400
People go, I love this guy I see
on TV or this lady like I want, 

621
00:27:41,400 --> 00:27:43,080
I want the product to come up 
ahead of that now. 

622
00:27:43,080 --> 00:27:44,720
And they actually the business 
to come up ahead of that. 

623
00:27:44,720 --> 00:27:46,800
And so we've done, we've done 
not with those guys specific, 

624
00:27:46,800 --> 00:27:49,680
but we have done projects in the
past on SEO to try and overtake 

625
00:27:49,680 --> 00:27:53,080
ourselves so that people get 
driven into the the shop which 

626
00:27:53,080 --> 00:27:55,880
has their face literally on them
and you know, the header of the 

627
00:27:55,880 --> 00:27:58,360
website in in one case. 
Yeah, well, my face is on the 

628
00:27:58,360 --> 00:27:59,800
back of that, by the way. 
Yeah. 

629
00:28:00,520 --> 00:28:03,360
No, but yeah, no, I think he was
very smart to have done that. 

630
00:28:03,360 --> 00:28:05,560
You know, you have to leverage 
and that's the name of the game 

631
00:28:05,560 --> 00:28:07,920
when it comes to you're the face
of the brand. 

632
00:28:07,920 --> 00:28:11,280
You happen to have profile. 
Like how can you then use that 

633
00:28:11,560 --> 00:28:13,840
to bring the brand to the 
public's? 

634
00:28:14,240 --> 00:28:16,200
Yeah, yeah, Profile Republic's 
eye. 

635
00:28:16,360 --> 00:28:18,320
Yeah, yeah, amazing. 
And it's not easy, is it? 

636
00:28:18,320 --> 00:28:19,520
There's always some haters out 
there. 

637
00:28:19,520 --> 00:28:21,560
There's Oh I. 
Know I've learned I have very 

638
00:28:21,560 --> 00:28:22,840
thick skin. 
It's OK, yeah. 

639
00:28:22,880 --> 00:28:25,080
Yeah, I mean, we would. 
If you're hated, it's a good 

640
00:28:25,080 --> 00:28:26,200
thing. 
It means you're doing something 

641
00:28:26,200 --> 00:28:27,240
right. 
Something's resonating. 

642
00:28:27,240 --> 00:28:28,880
It means you've ruffled a 
feather somewhere, which is. 

643
00:28:28,960 --> 00:28:30,920
Right. 
There's no such thing as bad 

644
00:28:31,160 --> 00:28:34,360
publicity, they say. 
I I don't know if I agree with 

645
00:28:34,360 --> 00:28:35,400
that. 
I mean, it might be fine for 

646
00:28:35,400 --> 00:28:37,920
you. 
I I've read the comments section

647
00:28:37,920 --> 00:28:40,440
of the podcast once or twice and
gone like, that's not what I 

648
00:28:40,440 --> 00:28:42,720
meant by that. 
Or, like, you know, just you'll.

649
00:28:42,720 --> 00:28:45,640
Never win though, just let them.
Haters going to hate, is what we

650
00:28:45,640 --> 00:28:46,560
say in London. 
That's the. 

651
00:28:46,640 --> 00:28:50,600
Yeah, just let them hate. 
I I I once heard that like once 

652
00:28:50,600 --> 00:28:52,000
you have haters, it means you've
made it. 

653
00:28:52,680 --> 00:28:56,640
Absolutely, absolutely. 
And given all the learnings 

654
00:28:56,640 --> 00:28:58,600
you've had, you've been running 
this business a while, you've, 

655
00:28:58,640 --> 00:29:00,320
you've had some massive 
strengths, you've had some 

656
00:29:00,320 --> 00:29:02,680
things that have drawn you back,
weighed you down and you've, 

657
00:29:02,760 --> 00:29:05,200
you've got yourself back up and 
as you say, just keep knocking 

658
00:29:05,200 --> 00:29:07,560
on the door until it opens. 
I, I love your mentality for 

659
00:29:07,560 --> 00:29:08,480
that. 
Thank you. 

660
00:29:08,480 --> 00:29:11,040
Where you are today, what is 
your vision? 

661
00:29:11,040 --> 00:29:13,240
Where are you guys heading? 
What are some of the big things 

662
00:29:13,240 --> 00:29:15,360
you want to do next? 
Markets you want to break into 

663
00:29:15,440 --> 00:29:17,480
product development? 
If somebody gets to where you 

664
00:29:17,520 --> 00:29:19,560
are today, what's on your mind? 
Where are you looking? 

665
00:29:19,680 --> 00:29:24,240
Well, we are very actively now 
scaling and going international.

666
00:29:24,680 --> 00:29:28,120
So we're just launching in the 
US now, which is super exciting.

667
00:29:28,120 --> 00:29:30,240
I mean, we don't want to do 
everything all at once, but 

668
00:29:30,520 --> 00:29:34,280
scaling and globalizing, so to 
speak is really what we're 

669
00:29:34,280 --> 00:29:37,280
focusing on. 
And in our product development, 

670
00:29:37,280 --> 00:29:41,040
it's now about supporting the 
dermaplaning journey and still 

671
00:29:41,040 --> 00:29:43,960
standing out as the authority, 
the award-winning the original. 

672
00:29:43,960 --> 00:29:48,440
So lots to do, but it's a really
exciting time because I feel 

673
00:29:48,440 --> 00:29:52,680
like now all systems are a go 
and it's just feeling so 

674
00:29:52,720 --> 00:29:55,000
exciting even though we're ten 
years in. 

675
00:29:55,000 --> 00:29:56,920
I mean a lot of people sell 
their companies within a few 

676
00:29:56,920 --> 00:30:00,160
years these days, but, and that 
is a goal one day to sell or be 

677
00:30:00,160 --> 00:30:02,560
acquired. 
However, we have lots to do 

678
00:30:02,560 --> 00:30:05,160
before we want to be there. 
Hey, absolutely. 

679
00:30:05,720 --> 00:30:07,480
How are you planning to break 
into the US? 

680
00:30:07,480 --> 00:30:09,600
And that wasn't one of our 
initial questions as a. 

681
00:30:10,040 --> 00:30:13,800
Yeah, ask our US distributor. 
I mean that, but that's part of 

682
00:30:13,800 --> 00:30:15,600
the strategy. 
Then yeah, that is our strategy 

683
00:30:15,600 --> 00:30:21,200
because we're a small, lean team
and we always felt as we talked 

684
00:30:21,360 --> 00:30:25,520
as a team that the distributor 
will know more, will have more 

685
00:30:25,520 --> 00:30:27,920
contacts. 
We'll know the Even though I'm 

686
00:30:27,920 --> 00:30:31,520
American, I've been living here 
for many, many years, so I feel 

687
00:30:31,520 --> 00:30:33,960
like I'm less American. 
I'm more British in the way I 

688
00:30:34,120 --> 00:30:35,600
naturally think they. 
Probably think you sound 

689
00:30:35,800 --> 00:30:36,920
English, and I probably think 
you. 

690
00:30:36,920 --> 00:30:38,000
Sound American. 
They do. 

691
00:30:38,000 --> 00:30:40,840
I go back to the US and they're 
like, you sound British. 

692
00:30:42,080 --> 00:30:43,400
Honestly, they love the British 
accent. 

693
00:30:43,480 --> 00:30:44,680
I know. 
Yeah. 

694
00:30:45,080 --> 00:30:46,760
But I'll leave that to my son 
and my husband. 

695
00:30:47,200 --> 00:30:49,360
So yeah. 
So I'm just leaving it to them. 

696
00:30:49,360 --> 00:30:51,320
We're there. 
We have calls all the time. 

697
00:30:51,320 --> 00:30:53,760
We support it. 
We, you know, we're, we're there

698
00:30:53,760 --> 00:30:56,280
for them. 
But ultimately they lead the 

699
00:30:56,280 --> 00:31:00,280
strategy and we let them kind of
lead the way and show us what 

700
00:31:00,280 --> 00:31:01,840
they're going to do. 
And, you know, we'll, we'll 

701
00:31:01,840 --> 00:31:04,080
definitely come. 
Obviously I grew up in the US, 

702
00:31:04,080 --> 00:31:07,240
so I know, I know all the 
retailers, I know where I'd like

703
00:31:07,240 --> 00:31:11,200
to be, but ultimately if there's
a multi phase roll out, I'm 

704
00:31:11,200 --> 00:31:13,000
going to let them decide what 
comes first. 

705
00:31:13,320 --> 00:31:14,600
Yeah, Yeah. 
And some of it's getting that 

706
00:31:14,600 --> 00:31:16,800
case study, isn't it? 
Like we put it in this small 

707
00:31:16,800 --> 00:31:19,920
store or these 20 or 30 stores 
across the US look how popular 

708
00:31:19,920 --> 00:31:22,840
it is and suddenly some of those
big names are welcoming you in 

709
00:31:22,840 --> 00:31:24,120
for meeting all your 
distributor. 

710
00:31:24,600 --> 00:31:26,560
I think the interesting thing 
with the distributor is would 

711
00:31:26,560 --> 00:31:29,080
you say you would you say you 
weren't in a position just to 

712
00:31:29,280 --> 00:31:31,840
hire a distributor in the UK and
get them to go from the get go 

713
00:31:32,120 --> 00:31:35,400
because of product development, 
brand awareness and kind of bit 

714
00:31:35,400 --> 00:31:38,480
building what you are today as a
business and and as a brand. 

715
00:31:38,480 --> 00:31:40,880
Do you think it's stronger now 
that a distributor is a good 

716
00:31:40,880 --> 00:31:43,520
option to kind of go, let's give
them everything and they can do 

717
00:31:43,520 --> 00:31:46,600
it rather than us having to do 
each of those different 

718
00:31:46,600 --> 00:31:49,240
interactions ourselves? 
I think I'm really happy in the 

719
00:31:49,280 --> 00:31:52,720
end that we didn't go with the 
distributor in the UK because 

720
00:31:52,720 --> 00:31:56,080
it's our home country and it's a
place where we want to learn and

721
00:31:56,080 --> 00:31:58,320
we want to have those 
relationships instead of them 

722
00:31:58,320 --> 00:32:00,720
being like given away to a 
distributor. 

723
00:32:01,200 --> 00:32:03,720
I mean, never say never, but for
now, I love having the 

724
00:32:03,720 --> 00:32:06,960
relationships with the buyers 
and, you know, with the people 

725
00:32:06,960 --> 00:32:08,920
that we have to deal with. 
You're on the ground, isn't it? 

726
00:32:08,920 --> 00:32:11,080
Yeah. 
And we can get feedback from 

727
00:32:11,080 --> 00:32:12,000
them. 
That's right. 

728
00:32:12,360 --> 00:32:15,320
So and then we can share all 
that with the distributors that 

729
00:32:15,320 --> 00:32:17,160
we choose to use in other 
countries. 

730
00:32:17,440 --> 00:32:20,800
So I think it's important that 
you have that face to FaceTime 

731
00:32:20,800 --> 00:32:23,960
with buyers and whoever you're 
dealing with to grow the brand 

732
00:32:23,960 --> 00:32:25,480
in your home country. 
Yeah, Yeah. 

733
00:32:25,800 --> 00:32:27,800
I think one of the smartest 
things I, I don't always 

734
00:32:27,800 --> 00:32:30,200
remember to ask this when I'm in
a pitch because I do all the 

735
00:32:30,200 --> 00:32:32,680
pitching in our agency as well. 
Well, say, I mean, last week I 

736
00:32:32,680 --> 00:32:35,680
think I spent like 16 hours in 
the car just doing pitches and 

737
00:32:35,680 --> 00:32:37,200
we've, we've won most of them, 
which is fantastic. 

738
00:32:37,280 --> 00:32:38,680
Wow. 
Congratulations. 

739
00:32:38,680 --> 00:32:41,960
Thank you, but one of the things
I always try to ask in the last 

740
00:32:41,960 --> 00:32:44,200
5-10 minutes always save time 
for us to say. 

741
00:32:44,520 --> 00:32:46,560
And finally, are there any 
reasons you wouldn't go with us?

742
00:32:47,160 --> 00:32:49,920
And by asking that you kind of 
you, you get this instant 

743
00:32:49,920 --> 00:32:51,400
reaction because they're not 
expecting it. 

744
00:32:51,680 --> 00:32:53,280
They're expecting you to stand 
up and present. 

745
00:32:53,400 --> 00:32:55,800
And they're sometimes a little 
bit politely and, and kind of 

746
00:32:55,800 --> 00:32:58,480
like pleasantly shocked when we 
make it a workshop and have a 

747
00:32:58,480 --> 00:33:00,680
discussion and say, like you, 
you told us you want to grow 

748
00:33:00,680 --> 00:33:03,520
like this, but here's a reason 
you won't be able to do that. 

749
00:33:03,880 --> 00:33:04,840
Have you guys looked at 
solutions? 

750
00:33:04,840 --> 00:33:06,320
We've got some on the next 
slide, but have you looked at 

751
00:33:06,320 --> 00:33:08,120
solutions yet? 
And they often say, well, let's 

752
00:33:08,120 --> 00:33:11,240
see yours then. 
But it's, it's making that 

753
00:33:11,240 --> 00:33:13,280
interactive point. 
And it's exactly the same when 

754
00:33:13,280 --> 00:33:14,760
you're pitching to wholesale, 
isn't it? 

755
00:33:15,800 --> 00:33:18,320
If you go in, I, I love the fact
you've gone in like 4 or five 

756
00:33:18,320 --> 00:33:21,600
times as well. 
We, I think we win about 1/3 of 

757
00:33:21,600 --> 00:33:24,640
the pitches we lose. 
So we we stay in contact, we 

758
00:33:24,640 --> 00:33:27,080
wait for whoever they have 
appointed to lose. 

759
00:33:27,480 --> 00:33:30,520
And that happens all the time. 
When I first wanted to get into 

760
00:33:30,520 --> 00:33:34,800
QV CUK, there was another brand 
that actually I kind of brought 

761
00:33:34,800 --> 00:33:37,400
to the attention of a 
distributor and then he kind of 

762
00:33:37,400 --> 00:33:39,400
brought it in without and then 
cut me out. 

763
00:33:39,840 --> 00:33:44,560
But they were there for a long 
time, but they then went away 

764
00:33:44,560 --> 00:33:46,680
and then we got to take pounced.
Yeah. 

765
00:33:46,720 --> 00:33:48,600
And that always will happen. 
Were you monitoring it 

766
00:33:48,600 --> 00:33:50,400
specifically or was it by chance
you found that? 

767
00:33:50,600 --> 00:33:52,400
I will always stay in touch with
the buyer. 

768
00:33:52,400 --> 00:33:55,720
If a buyer comes back and says 
we already have that covered. 

769
00:33:55,720 --> 00:33:59,160
We're currently using this. 
I do stay on top and I just keep

770
00:33:59,160 --> 00:34:02,000
on checking in. 
I do keep an eye because usually

771
00:34:02,000 --> 00:34:04,520
they fall away. 
And you're doing them a favour 

772
00:34:04,560 --> 00:34:06,960
in a way by selling them your 
product 'cause they're like, oh,

773
00:34:07,040 --> 00:34:08,480
we've just lost this other 
product. 

774
00:34:08,639 --> 00:34:10,719
And you know, here's a, here's 
one that we could bring straight

775
00:34:10,719 --> 00:34:12,159
in. 
And someone gave me that advice 

776
00:34:12,159 --> 00:34:14,960
a long time ago, she said. 
She's so she's doing so well. 

777
00:34:14,960 --> 00:34:20,040
She has a an SPF brand, a sun 
care brand, and she said, you 

778
00:34:20,040 --> 00:34:22,760
know, it always happens. 
So when you mark my words, just 

779
00:34:22,760 --> 00:34:24,440
keep on top. 
It's not our client Ultra Sun, 

780
00:34:24,440 --> 00:34:26,719
is it we because they they do a 
lot on QVC. 

781
00:34:26,719 --> 00:34:28,639
It is, is it? 
It's Abby Cleaves. 

782
00:34:28,639 --> 00:34:30,920
Yeah, yeah, I know, Abby. 
Yes, I'm wearing I'm. 

783
00:34:30,920 --> 00:34:32,480
Wearing her own product. 
She's good. 

784
00:34:32,480 --> 00:34:34,800
I love Abby. 
Abby was with me from the early 

785
00:34:34,800 --> 00:34:37,120
days and I should have. 
Mentioned this when we first 

786
00:34:37,120 --> 00:34:39,960
spoke, but yeah. 
Yes, she gave me that advice and

787
00:34:39,960 --> 00:34:42,360
yeah, yeah, I'm so grateful to 
her and we're very, you know, 

788
00:34:42,360 --> 00:34:44,960
we're friends and amazing each 
other all the time at the queue.

789
00:34:45,239 --> 00:34:46,639
Nice. 
She's doing so well with Skin 

790
00:34:46,639 --> 00:34:49,560
Sense an ultrasound. 
They are 1 junction in the M25 

791
00:34:49,560 --> 00:34:50,600
from us and we've never met 
them. 

792
00:34:51,120 --> 00:34:54,280
The team we work with based up 
in Suffolk but yeah, they're so 

793
00:34:54,280 --> 00:34:55,199
close. 
But it's. 

794
00:34:55,400 --> 00:34:56,960
So funny you guess it's a small 
world. 

795
00:34:56,960 --> 00:35:00,240
It is, it is indeed. 
I know with part of the reasons 

796
00:35:00,240 --> 00:35:02,600
because we're ultrasound. 
They push SPF so much. 

797
00:35:02,640 --> 00:35:05,760
I know and it was my my wife 
laughs at me because she's been 

798
00:35:05,760 --> 00:35:08,680
telling me for years to wear sun
cream or SPF protection in the 

799
00:35:08,680 --> 00:35:10,600
winter. 
I take vitamin D tablets I don't

800
00:35:11,080 --> 00:35:13,840
need that summer the sun's out 
and then I hear it somewhere 

801
00:35:13,840 --> 00:35:16,200
else and go honey. 
I now drink like herbal tea and 

802
00:35:16,200 --> 00:35:17,680
she's like I've been telling you
you for years. 

803
00:35:17,960 --> 00:35:20,320
But now I've seen the Netflix 
series called Longevity. 

804
00:35:20,560 --> 00:35:23,400
It's like I need to drink herbal
tea like they do in Italy and 

805
00:35:23,400 --> 00:35:25,560
Japan and all the other places 
where they live over 100. 

806
00:35:25,560 --> 00:35:27,080
Exactly. 
You're on your way. 

807
00:35:27,080 --> 00:35:28,440
I don't. 
Think I managed 100 years on 

808
00:35:28,440 --> 00:35:31,160
this planet, but yeah, I mean, 
it's amazing. 

809
00:35:31,160 --> 00:35:33,040
In terms of where you guys are 
going, what would you say is one

810
00:35:33,040 --> 00:35:35,360
of the biggest challenges coming
up at the moment for for your 

811
00:35:35,360 --> 00:35:38,800
brand? 
Challenges, I mean, we've seen 

812
00:35:38,800 --> 00:35:41,120
them all it seems, but I'm sure 
there is more to come. 

813
00:35:41,240 --> 00:35:44,080
Just par for the course. 
You have to just remember it's 

814
00:35:44,080 --> 00:35:48,360
always kind of an uphill battle.
It gets easier because you get 

815
00:35:48,360 --> 00:35:51,400
to be the authority. 
You get to, you know, the longer

816
00:35:51,400 --> 00:35:54,760
year round and the more progress
you make and the more success 

817
00:35:54,760 --> 00:35:57,120
you have, the. 
I think it gets easier. 

818
00:35:57,120 --> 00:36:00,000
However, you know, there's 
always going to be copycats. 

819
00:36:00,200 --> 00:36:01,760
There's always going to be 
people who want to bring you 

820
00:36:01,760 --> 00:36:02,840
down. 
I hate to say it. 

821
00:36:02,840 --> 00:36:05,000
Businesses war without bullets, 
as they say. 

822
00:36:05,560 --> 00:36:08,080
And, you know, you just have to 
be ready for it. 

823
00:36:08,080 --> 00:36:11,760
You just have to, I guess, in a 
way, always have a contract. 

824
00:36:11,760 --> 00:36:12,120
Yeah. 
Yeah. 

825
00:36:12,480 --> 00:36:14,560
And make sure that you're 
protected. 

826
00:36:14,560 --> 00:36:17,560
I've been burnt and screwed so 
many times. 

827
00:36:17,920 --> 00:36:20,520
But you know, when you start to 
share these stories, you hear 

828
00:36:20,520 --> 00:36:24,560
most other founders and 
entrepreneurs have seen it all. 

829
00:36:24,560 --> 00:36:27,040
Too, I love having a beer with 
another agency owner and just 

830
00:36:27,040 --> 00:36:29,600
like, if you had a client do 
this, have we have we, what did 

831
00:36:29,600 --> 00:36:30,880
you do about it? 
And it's like suddenly it's 

832
00:36:30,880 --> 00:36:33,080
like, cool, tomorrow morning I'm
doing exactly, I'm sending that 

833
00:36:33,080 --> 00:36:34,800
e-mail and it's, it's just 
amazing. 

834
00:36:34,800 --> 00:36:36,800
Someone's just getting 
clarification that like this 

835
00:36:36,800 --> 00:36:38,560
insanity I'm going through is 
normal. 

836
00:36:40,120 --> 00:36:42,760
Yeah, and it's like, you know, 
you just have to accept it and 

837
00:36:42,760 --> 00:36:46,240
move on. 
And we are, I've not mentioned 

838
00:36:46,240 --> 00:36:48,760
it while on the show guys, but 
we are launching Growth Vault in

839
00:36:48,760 --> 00:36:50,560
September. 
We're still working on content 

840
00:36:50,560 --> 00:36:52,600
and some of our what stages 
we're going to have a growth 

841
00:36:52,600 --> 00:36:55,160
vault and stuff like that. 
But we are looking at creating 

842
00:36:55,160 --> 00:36:58,080
exactly that space on the side 
of the site where you guys can 

843
00:36:58,080 --> 00:36:59,160
actually talk and have a 
community. 

844
00:36:59,160 --> 00:37:00,800
We launched 1A while ago and it 
just didn't stick. 

845
00:37:00,800 --> 00:37:03,240
A lot of you guys were in other 
communities already. 

846
00:37:03,240 --> 00:37:04,760
So we're going to revisit 
something like that as well. 

847
00:37:04,760 --> 00:37:07,840
Because I think giving, giving 
Shopify brands a space to go, 

848
00:37:07,840 --> 00:37:10,880
like who's using this app on 
this thing for this, you know, 

849
00:37:10,880 --> 00:37:13,440
for e-mail or for loyalty or 
something and someone else 

850
00:37:13,440 --> 00:37:16,120
going, Oh my gosh, with so many 
issues, you moved to this one. 

851
00:37:16,120 --> 00:37:18,280
It's so much better. 
It's like, say, no, that's all I

852
00:37:18,280 --> 00:37:20,680
need to hear. 
I'm having all those issues and 

853
00:37:20,680 --> 00:37:23,280
I'm exactly that kind of brand. 
And I get why it works for some 

854
00:37:23,280 --> 00:37:24,520
people, doesn't work for me. 
I need to move. 

855
00:37:24,840 --> 00:37:26,880
And I think sometimes just 
having that clarification saves 

856
00:37:26,880 --> 00:37:29,840
you so much pain and you almost 
don't need to make the decision 

857
00:37:29,840 --> 00:37:31,280
now because you're like, well, 
these guys have done, it was a 

858
00:37:31,280 --> 00:37:32,720
success and what we've got now 
is rubbish. 

859
00:37:32,720 --> 00:37:36,240
So we're going to try that. 
But who, who actually runs the 

860
00:37:36,240 --> 00:37:38,120
store for you guys? 
Like, is it yourself? 

861
00:37:38,120 --> 00:37:41,240
Is it someone else who logs into
Shopify, uploads products, runs 

862
00:37:41,240 --> 00:37:42,800
marketing on it? 
Like do you guys, do you have a 

863
00:37:42,800 --> 00:37:44,920
team doing that? 
Have you given one person a kind

864
00:37:44,920 --> 00:37:46,680
of agencies managing it? 
Like how? 

865
00:37:46,680 --> 00:37:48,640
Because you said you're quite a 
lean team, how do you structure 

866
00:37:48,640 --> 00:37:51,000
stuff internally to achieve so 
much? 

867
00:37:51,320 --> 00:37:54,920
So we have a general manager who
overseas the whole operation. 

868
00:37:55,120 --> 00:37:58,160
We have a director of operations
and he also just focuses on 

869
00:37:58,160 --> 00:38:00,600
Amazon. 
We have a marketing manager who 

870
00:38:00,600 --> 00:38:02,800
overseas socials. 
We have a customer service team 

871
00:38:02,800 --> 00:38:03,840
in the Philippines. 
Nice. 

872
00:38:04,160 --> 00:38:06,880
So and then we outsource to 
everyone else. 

873
00:38:07,440 --> 00:38:10,880
So whether that's warehousing, 
whether that's meta ads, we 

874
00:38:10,880 --> 00:38:14,600
definitely outsource and we 
found that to be the best setup 

875
00:38:14,600 --> 00:38:16,240
for our. 
So much more scalable, 

876
00:38:16,360 --> 00:38:19,360
especially warehousing. 
The amount of companies I've 

877
00:38:19,360 --> 00:38:21,600
been to see for a meeting, I'm 
like, why are 2/3 of your 

878
00:38:21,600 --> 00:38:23,600
warehouse empty? 
Like are we doing a really good 

879
00:38:23,600 --> 00:38:24,960
job here? 
And they're like, well, no, 

880
00:38:24,960 --> 00:38:26,600
we're not selling enough. 
So we've just not filled. 

881
00:38:26,600 --> 00:38:28,960
I'm like, you're paying business
rates and heating and 

882
00:38:28,960 --> 00:38:32,320
electricity and you know, you've
got all this space, just rent it

883
00:38:32,320 --> 00:38:33,840
out. 
Or I mean, even things like 

884
00:38:33,840 --> 00:38:36,200
fulfilled by Amazon, there's a 
certain, I don't know if they 

885
00:38:36,200 --> 00:38:38,280
still do it. 
I used to run a store years ago 

886
00:38:38,520 --> 00:38:41,280
and we used to use Amazon to 
fulfill Shopify orders. 

887
00:38:41,600 --> 00:38:43,680
That's interesting, but they, I 
don't know if they still do it, 

888
00:38:43,680 --> 00:38:45,200
but they. 
Used to do that, so it would be 

889
00:38:45,200 --> 00:38:48,000
next day delivery, but they 
would just, they have like plain

890
00:38:48,000 --> 00:38:50,520
brown boxes when it's bought 
through Shopify and then they 

891
00:38:50,520 --> 00:38:53,600
had Amazon branded ones and then
it's your brand and your product

892
00:38:53,600 --> 00:38:56,040
when they open the Amazon box. 
So little things like that that 

893
00:38:56,040 --> 00:38:58,040
were just totally scalable, but 
you had to be doing a certain 

894
00:38:58,040 --> 00:38:59,920
volume on Amazon, which I'm sure
you guys are. 

895
00:39:00,240 --> 00:39:03,080
We are, and that's interesting. 
Because we ourselves don't do 

896
00:39:03,080 --> 00:39:07,320
next day delivery, but that will
be a good way to address that 

897
00:39:07,320 --> 00:39:08,360
problem. 
I don't know if they still do 

898
00:39:08,360 --> 00:39:09,840
it, but it was. 
Such a good idea. 

899
00:39:09,840 --> 00:39:12,040
So you still pay the same amount
for like the the delivery and 

900
00:39:12,120 --> 00:39:14,680
everything else as if it was 
fulfilled by Amazon, but it was 

901
00:39:14,680 --> 00:39:16,120
just Amazon would send it out to
your store. 

902
00:39:16,120 --> 00:39:17,640
I didn't mention that to the 
team. 

903
00:39:17,640 --> 00:39:19,400
Yeah, thank you. 
Way less. 

904
00:39:19,520 --> 00:39:21,000
The way less. 
Trips to the local like 

905
00:39:21,000 --> 00:39:23,600
convenience store to drop off 
like a Hermes It wasn't the day 

906
00:39:23,600 --> 00:39:26,280
every now yes little local it's.
The cheapest delivery. 

907
00:39:26,280 --> 00:39:29,240
Company in the UK and they they 
rebranded recently and everybody

908
00:39:29,240 --> 00:39:31,960
it's the same colour, just it 
says every instead of Hermes. 

909
00:39:32,800 --> 00:39:34,960
Everyone knows theirs. 
So if it's not a delicate 

910
00:39:34,960 --> 00:39:38,200
product and you've got enough 
protection in in the actual 

911
00:39:38,200 --> 00:39:41,160
products, if it got sort of 
kicked at any point, it'd be 

912
00:39:41,160 --> 00:39:42,320
fine. 
It's like just use every. 

913
00:39:42,320 --> 00:39:43,440
It's the cheapest. 
Yeah, yeah. 

914
00:39:44,360 --> 00:39:45,320
But I mean, thank you so much 
for. 

915
00:39:45,320 --> 00:39:47,280
Coming on the show, it's been so
good to have you and appreciate 

916
00:39:47,280 --> 00:39:48,880
you coming out on a lovely 
summer's day. 

917
00:39:49,040 --> 00:39:51,880
Well, it's still technically 
spring with films like Summer, I

918
00:39:51,920 --> 00:39:53,200
wish it did. 
How can people? 

919
00:39:53,200 --> 00:39:54,280
Find you guys, how can they 
follow? 

920
00:39:54,280 --> 00:39:56,680
You and the brand as well, if 
they want to keep in touch and 

921
00:39:56,680 --> 00:39:59,360
see what you guys are up to. 
Yeah, so Hollywood browser. 

922
00:39:59,360 --> 00:40:02,200
Dot com Z. 
With a zed not like. 

923
00:40:02,200 --> 00:40:04,480
My notes with a zed exactly 
Hollywood browser dot. 

924
00:40:04,480 --> 00:40:06,720
Com is the website. 
I have my own website as well, 

925
00:40:06,720 --> 00:40:11,120
Amy Anzell with a zed.com and 
I'm on all socials, whether it's

926
00:40:11,120 --> 00:40:15,080
Instagram, TikTok, LinkedIn, so 
you could just find me there by 

927
00:40:15,080 --> 00:40:16,880
spelling my name correctly with 
a zed. 

928
00:40:17,160 --> 00:40:19,000
I don't think there are any 
others to be honest. 

929
00:40:19,800 --> 00:40:22,480
So I'm the only one. 
And if you find another, then 

930
00:40:23,000 --> 00:40:27,240
who knows who she is? 
She's like, you know, amazing. 

931
00:40:27,520 --> 00:40:29,400
Yes, as I say. 
Thank you so much for coming on.

932
00:40:29,400 --> 00:40:31,920
It's been great to have you and 
thanks for the product. 

933
00:40:31,920 --> 00:40:33,440
I will drop you an e-mail in the
next few days. 

934
00:40:33,560 --> 00:40:35,000
I know you're going to love it 
and my. 

935
00:40:35,000 --> 00:40:36,320
Wife would say I've been 
telling. 

936
00:40:36,320 --> 00:40:38,360
You to use one of these for 
years. 

937
00:40:38,360 --> 00:40:39,480
Seriously. 
You. 

938
00:40:39,960 --> 00:40:42,720
I definitely won't get a return 
from you because. 

939
00:40:43,480 --> 00:40:46,000
Everyone listening, we will be 
back again next week with 

940
00:40:46,000 --> 00:40:47,560
another another guest interview 
like this. 

941
00:40:48,040 --> 00:40:51,360
We also I post every Tuesday. 
I I was joking with Amy and the 

942
00:40:51,360 --> 00:40:52,840
guys just behind the door a 
minute ago. 

943
00:40:53,240 --> 00:40:55,000
I choose a topic every week and 
just have a quick run. 

944
00:40:55,000 --> 00:40:57,160
I run my own agency if you've 
never watched the show before. 

945
00:40:57,360 --> 00:40:59,600
So I'm constantly coming up 
against things that clients are 

946
00:40:59,600 --> 00:41:01,040
telling me things they're 
talking about. 

947
00:41:01,240 --> 00:41:02,520
So I just share my views on 
that. 

948
00:41:02,520 --> 00:41:04,240
And sometimes we have the odd 
little guest on a Tuesday as 

949
00:41:04,240 --> 00:41:06,320
well, but it's called Tuesday 
tea break talks because I'm 

950
00:41:06,320 --> 00:41:07,840
British. 
I like drinking tea and I love 

951
00:41:07,840 --> 00:41:09,440
talking. 
So thanks for tuning in today 

952
00:41:09,440 --> 00:41:11,040
and hope you can join us again. 
If you haven't already, hit 

953
00:41:11,040 --> 00:41:12,320
subscribe button and we'll see 
you again next. 

954
00:41:12,800 --> 00:41:15,520
Do you ever find that in your 
warehouse you have dead stock, 

955
00:41:15,600 --> 00:41:17,480
You can't sell it, no one wants 
to buy it, and you can't get a 

956
00:41:17,480 --> 00:41:20,320
refund on it. 
Or alternatively, you're missing

957
00:41:20,320 --> 00:41:22,520
inventory in your warehouse that
you need, you got sales coming 

958
00:41:22,520 --> 00:41:25,640
in and you're low on stock and 
you haven't ordered more stock 

959
00:41:25,720 --> 00:41:27,640
In time, all these things hit 
profit. 

960
00:41:27,680 --> 00:41:29,360
And I've been there. 
I've run my own Shopify store 

961
00:41:29,360 --> 00:41:31,960
and had exactly that problem. 
We've partnered up with 

962
00:41:31,960 --> 00:41:34,400
Inventory Planner who have the 
most incredible app to help you 

963
00:41:34,400 --> 00:41:38,240
manage that and forecast exactly
what products, what skews even 

964
00:41:38,240 --> 00:41:41,560
down to what colour of product 
you need to order in advance to 

965
00:41:41,560 --> 00:41:44,320
make sure stock levels remain 
consistent throughout. 

966
00:41:44,680 --> 00:41:46,960
They're also running a seven day
boot camp and if you want to go 

967
00:41:46,960 --> 00:41:49,720
and sign up to that, it's 7 
emails every seven days and it 

968
00:41:49,720 --> 00:41:51,720
takes the same amount of time as
your morning coffee. 

969
00:41:51,760 --> 00:41:54,160
And in seven days, like me, you 
can become an inventory 

970
00:41:54,200 --> 00:41:56,520
management pro. 
Both links are in the 

971
00:41:56,520 --> 00:41:57,720
description. 
Enjoy.