1
00:00:00,080 --> 00:00:02,240
Today on the Winning with 
Shopify podcast. 

2
00:00:02,720 --> 00:00:05,600
I didn't even do a business 
plan, I just did it. 

3
00:00:05,720 --> 00:00:09,880
OK, this lady clearly knows what
is going on in this world and I 

4
00:00:09,880 --> 00:00:12,680
trust her. 
I really wanted to be strict 

5
00:00:12,680 --> 00:00:15,640
about the types of ingredients. 
They're all plant based. 

6
00:00:15,720 --> 00:00:18,840
It has to be something you 
recognise and everything has to 

7
00:00:18,840 --> 00:00:21,520
have a purpose. 
Have I just sold my mortgage to 

8
00:00:21,520 --> 00:00:22,080
you? 
Like what? 

9
00:00:22,440 --> 00:00:23,600
What have I done here? 
Like. 

10
00:00:23,800 --> 00:00:26,240
I'm not perfect. 
I'm not a Robotron. 

11
00:00:26,640 --> 00:00:28,160
No one. 
Yeah, exactly. 

12
00:00:28,280 --> 00:00:31,120
This isn't an AI conversation. 
We're real people moaning about 

13
00:00:31,120 --> 00:00:39,140
things. 
Hello and welcome to another 

14
00:00:39,140 --> 00:00:40,700
episode of the winning Shopify 
podcast. 

15
00:00:40,700 --> 00:00:42,540
If you tuned in last week, I'm 
still wearing the yellow 

16
00:00:42,540 --> 00:00:44,580
T-shirt, but I put a jumper on 
to try and hide it, but then 

17
00:00:44,580 --> 00:00:45,660
thought someone's going to 
notice. 

18
00:00:45,660 --> 00:00:48,380
I get more emails about little 
details like that about 

19
00:00:48,380 --> 00:00:50,900
marketing sometimes. 
But welcome back to the show. 

20
00:00:50,900 --> 00:00:53,140
Yes, I'm recording more than one
episode on one day. 

21
00:00:53,380 --> 00:00:56,460
So spoiler alert, See if you are
me wearing the same T-shirt and 

22
00:00:56,460 --> 00:00:58,180
or jumper in the next week's 
episode. 

23
00:00:58,500 --> 00:01:01,060
I might not because the posting 
might get shuffled. 

24
00:01:01,060 --> 00:01:03,240
If you haven't already, please 
hit the subscribe button, leave 

25
00:01:03,240 --> 00:01:05,160
us a review. 
And if you first time tuning in,

26
00:01:05,160 --> 00:01:08,040
hello, I'm Nick and all of the 
rest of things I've just said 

27
00:01:08,040 --> 00:01:10,400
make absolutely no sense unless 
you go back and watch last 

28
00:01:10,400 --> 00:01:11,880
week's episode with Janice as 
well. 

29
00:01:12,160 --> 00:01:15,720
I'm welcoming back and another 
guest within a few guests back 

30
00:01:15,720 --> 00:01:19,400
who we've had on previously. 
Janice Thomas from last week has

31
00:01:19,400 --> 00:01:22,440
been on several times and we 
were talking about AI and lots 

32
00:01:22,440 --> 00:01:24,280
of things that are affecting her
business and her teams and how 

33
00:01:24,280 --> 00:01:26,680
they're approaching that. 
Delighted to welcome back 

34
00:01:26,680 --> 00:01:28,360
Rebecca from Conscious Skin 
Care. 

35
00:01:28,360 --> 00:01:30,240
So Rebecca, welcome back to the 
show. 

36
00:01:30,240 --> 00:01:31,840
How are you? 
Hey, I'm fine. 

37
00:01:32,080 --> 00:01:34,320
Thanks so much. 
Fighting me on again, Nick. 

38
00:01:34,320 --> 00:01:36,840
We're all good. 
We're still going and we're 

39
00:01:36,840 --> 00:01:41,080
still here on the beautiful best
host of Wales, enjoying the 

40
00:01:41,080 --> 00:01:44,120
gorgeous sunshine and Four 
Seasons in a day. 

41
00:01:44,360 --> 00:01:46,200
Yeah. 
Amazing, amazing. 

42
00:01:46,200 --> 00:01:47,840
And we're going to dig into that
a bit more. 

43
00:01:47,840 --> 00:01:50,800
I absolutely love Wales and 
we've only had one season here 

44
00:01:50,800 --> 00:01:53,720
just South of London today and 
it's been grim, grim season, 

45
00:01:53,720 --> 00:01:56,880
which we get for about 9 months 
of the year where it's grey, it 

46
00:01:56,880 --> 00:01:59,800
doesn't quite rain, which means 
my grass doesn't get waters, but

47
00:01:59,800 --> 00:02:02,600
it's also not sunny. 
But we're having you back on. 

48
00:02:02,600 --> 00:02:04,200
You've been on. 
We were trying to wait a minute 

49
00:02:04,240 --> 00:02:05,640
ago. 
It's about two years ago you 

50
00:02:05,640 --> 00:02:07,880
were last on. 
Yeah, 2023. 

51
00:02:08,120 --> 00:02:09,919
Yeah, and there's obviously a 
big void there. 

52
00:02:09,919 --> 00:02:13,760
I love that you mentioned we're 
still going to tell a very quick

53
00:02:13,760 --> 00:02:16,400
story that's always stuck with. 
I was in the barbers once and 

54
00:02:16,400 --> 00:02:20,440
there was this chap next to me 
and he's quite old and they sort

55
00:02:20,440 --> 00:02:22,920
of helped him into his chair and
then says, how are you? 

56
00:02:22,920 --> 00:02:24,840
And he just went. 
So I got up this morning and, 

57
00:02:25,760 --> 00:02:28,440
and then a long pause and 
everyone went, ah, OK, that is 

58
00:02:28,440 --> 00:02:30,640
the answer. 
And it was like he's just happy 

59
00:02:30,640 --> 00:02:32,800
to be alive. 
And that's always inspired me. 

60
00:02:32,800 --> 00:02:35,640
But so Rebecca, it's been 2 
years since you were last on and

61
00:02:35,680 --> 00:02:38,160
lots has changed over that time.
But also lots of people won't 

62
00:02:38,160 --> 00:02:40,520
have heard that initial episode 
with you on maybe not come 

63
00:02:40,520 --> 00:02:43,640
across the brand before. 
Tell us I I love the story as to

64
00:02:43,640 --> 00:02:46,440
why you started it and tell us a
bit about why you started and 

65
00:02:46,440 --> 00:02:48,240
what you guys are doing today, 
how it's evolved. 

66
00:02:49,200 --> 00:02:51,360
Cool. 
Well it all started a very long 

67
00:02:51,360 --> 00:02:54,600
time ago when I was in a 
previous life doing a very 

68
00:02:54,600 --> 00:02:59,560
corporate job, working, living 
in London and buzzing round, 

69
00:02:59,560 --> 00:03:04,760
doing a few more air miles than 
I certainly do today and always 

70
00:03:04,760 --> 00:03:09,360
been into health and fitness 
ever since I was 12 years old. 

71
00:03:09,400 --> 00:03:15,760
And when I was that age, it was 
the aerobics boom, which you 

72
00:03:15,800 --> 00:03:19,080
know a lot. 
Who is the guy on TV in the UK? 

73
00:03:19,480 --> 00:03:24,840
Mr. Motivator in the. 
Mr. Motivator, Yeah, that was 

74
00:03:24,840 --> 00:03:25,520
him. 
And he just. 

75
00:03:25,520 --> 00:03:27,320
Always. 
Is he? 

76
00:03:27,320 --> 00:03:30,040
He was like on BBC News most 
mornings and he'd sort of be 

77
00:03:30,040 --> 00:03:32,640
walking on and off one single 
step of the staircase going. 

78
00:03:32,920 --> 00:03:35,000
It's so easy guys. 
We could all do it together with

79
00:03:35,000 --> 00:03:36,960
a funky beat. 
I remember him. 

80
00:03:37,160 --> 00:03:39,480
What a legend. 
Oh yes, he's still going. 

81
00:03:39,480 --> 00:03:42,680
He pops up at random festivals 
and stuff like that. 

82
00:03:43,240 --> 00:03:44,400
Of course he does. 
Yeah, yeah. 

83
00:03:44,440 --> 00:03:46,680
Well into that. 
Yeah, yeah. 

84
00:03:47,440 --> 00:03:50,280
So that kind of began my own 
health and fitness journey and 

85
00:03:50,280 --> 00:03:53,040
from there I actually qualified 
as a fitness instructor, weights

86
00:03:53,040 --> 00:03:56,480
instructor, all that, but I 
knew. 

87
00:03:56,480 --> 00:03:58,760
You don't run a fitness brand 
do. 

88
00:03:58,760 --> 00:04:02,960
You, I know I don't. 
I did kind of start out, I did 

89
00:04:03,160 --> 00:04:08,600
want to get into the fitness 
industry, but it was, again, a 

90
00:04:08,600 --> 00:04:11,200
very, very different place to 
how it is today. 

91
00:04:11,200 --> 00:04:16,760
Totally different. 
So, you know, just wasn't on 

92
00:04:16,760 --> 00:04:20,760
people's agenda in the way that 
it's on people's agenda today in

93
00:04:20,760 --> 00:04:21,760
most people's. 
Yeah, yeah. 

94
00:04:22,840 --> 00:04:24,320
So I keep interrupting SO. 
You're. 

95
00:04:24,480 --> 00:04:27,280
Working in that corporate life. 
No worries, no worries. 

96
00:04:27,440 --> 00:04:31,080
Back in that corporate life, for
me, it wasn't just about the 

97
00:04:31,080 --> 00:04:33,640
fitness, it was about health, it
was about food, it was about 

98
00:04:33,680 --> 00:04:35,800
everything. 
It was about environment, 

99
00:04:36,200 --> 00:04:39,560
although I kind of kept that 
very quiet to myself, bearing in

100
00:04:39,560 --> 00:04:42,920
mind the job I was doing, which 
was like a relationship manager 

101
00:04:43,400 --> 00:04:47,080
for an investment bank. 
So it's like very at the 

102
00:04:47,120 --> 00:04:51,040
opposite end of the spectrum of 
where my thoughts and ethos 

103
00:04:51,040 --> 00:04:53,760
were. 
And I was delayed at an airport.

104
00:04:53,760 --> 00:04:59,960
I was actually in Dublin and I 
bought my usual pot of cream, 

105
00:05:00,040 --> 00:05:03,800
which I thought at the time, 
like a lot of people, if it's in

106
00:05:03,800 --> 00:05:07,760
a pretty box and it costs a lot 
of money, then it's really good 

107
00:05:07,760 --> 00:05:10,560
stuff. 
So I was sitting there and I 

108
00:05:10,560 --> 00:05:13,760
just started to read the 
ingredients and I did Latin at 

109
00:05:13,760 --> 00:05:18,000
school and I thought, OK, I can 
translate some of this stuff, 

110
00:05:18,840 --> 00:05:20,920
but still, what the hell is this
stuff? 

111
00:05:20,920 --> 00:05:25,440
Because I'm not recognizing 
anything here that looks to me 

112
00:05:26,400 --> 00:05:30,960
like anything I know. 
And that kind of started me 

113
00:05:30,960 --> 00:05:34,000
thinking around what the hell is
this? 

114
00:05:34,160 --> 00:05:37,040
What the hell is that? 
And asking lots of questions. 

115
00:05:37,560 --> 00:05:42,760
And that was the the initial 
seed that was sown into really 

116
00:05:42,760 --> 00:05:46,640
getting into the research around
what's in all these products on 

117
00:05:46,640 --> 00:05:48,680
the shelves. 
What are we being punted 

118
00:05:48,960 --> 00:05:51,280
basically? 
And what in a lot of cases, are 

119
00:05:51,280 --> 00:05:54,320
we paying an awful lot of money 
for that? 

120
00:05:54,320 --> 00:06:00,200
Actually, it's a yeah, it's just
a pot of rubbish. 

121
00:06:00,280 --> 00:06:05,240
Let's use a polite word. 
And it just extended on from 

122
00:06:05,240 --> 00:06:07,040
then. 
And then we had the opportunity.

123
00:06:07,040 --> 00:06:09,400
We kind of decided, right, we're
going to get out of the city, 

124
00:06:09,400 --> 00:06:13,880
change our lives. 
Unfortunately, as part of that 

125
00:06:13,880 --> 00:06:18,320
journey, my husband ended up 
being poisoned by a very famous 

126
00:06:18,440 --> 00:06:24,960
type of pesticide which you will
see alongside foodstuffs in 

127
00:06:24,960 --> 00:06:29,720
supermarkets, which does along 
on me because it's a poison and 

128
00:06:29,720 --> 00:06:32,960
we don't really want it going on
our soil and into our food. 

129
00:06:33,200 --> 00:06:35,400
But hey, that's an argument for 
another day. 

130
00:06:37,600 --> 00:06:40,040
And he was really ill because of
it. 

131
00:06:40,120 --> 00:06:44,400
And you'd think where we live 
now in Wales with farmers, the 

132
00:06:44,400 --> 00:06:47,440
chemicals that they interact 
with, that the hospitals round 

133
00:06:47,440 --> 00:06:49,600
here would be familiar with that
kind of poisoning. 

134
00:06:49,800 --> 00:06:54,160
They weren't, and they basically
said to me that if he presented 

135
00:06:54,160 --> 00:06:57,200
these symptoms again, they'd 
send him to the psychological 

136
00:06:57,200 --> 00:07:00,840
unit. 
So that was an eyebrow raiser. 

137
00:07:01,480 --> 00:07:09,040
So we contacted a private GP who
used to work at the in the 

138
00:07:09,040 --> 00:07:12,920
poisons department at Saint 
George's Hospital in London. 

139
00:07:13,560 --> 00:07:16,280
And he's, oh, absolutely, this 
is glycophosphate. 

140
00:07:16,280 --> 00:07:19,560
This is what it does. 
This is the what it can cause if

141
00:07:19,560 --> 00:07:22,400
you get it on your skin, which 
he had just kind of there a 

142
00:07:22,400 --> 00:07:26,800
little bit. 
And yeah, so it was a case of 

143
00:07:26,800 --> 00:07:31,760
right, well, we'd better make 
our own stuff because at least 

144
00:07:31,760 --> 00:07:35,680
we know what's in it and really 
limit that chemical exposure 

145
00:07:35,680 --> 00:07:38,440
because his body just went into 
OverDrive, allergic to 

146
00:07:38,440 --> 00:07:40,880
everything and all the rest of 
it. 

147
00:07:41,520 --> 00:07:46,360
So it's kind of my previous 
journey and that episode of a 

148
00:07:46,360 --> 00:07:50,240
kind of all came together and 
I'd always wanted to run my own 

149
00:07:50,240 --> 00:07:52,520
business as well. 
So it's like, right, I've got an

150
00:07:52,520 --> 00:07:54,280
opportunity here, I'm going to 
go. 

151
00:07:54,920 --> 00:07:59,080
And as I was saying, someone 
yesterday talking to me about 

152
00:07:59,080 --> 00:08:02,480
things I said, I didn't even do 
a business plan. 

153
00:08:03,080 --> 00:08:06,920
I just did it. 
You know all the things that you

154
00:08:06,920 --> 00:08:08,400
know they're always telling you 
should. 

155
00:08:08,480 --> 00:08:10,520
I've, I mean just on that, no. 
None of that. 

156
00:08:11,360 --> 00:08:14,240
Yeah, we here at my agency, 
we've totally stopped doing 

157
00:08:14,240 --> 00:08:16,080
business plans. 
Do you ever find that in your 

158
00:08:16,080 --> 00:08:18,880
warehouse you have dead stock, 
You can't sell it, no one wants 

159
00:08:18,880 --> 00:08:20,320
to buy it, and you can't get a 
refund on it. 

160
00:08:20,600 --> 00:08:23,680
Or alternatively, you're missing
inventory in your warehouse that

161
00:08:23,680 --> 00:08:25,840
you need, you've got sales 
coming in and you're low on 

162
00:08:25,840 --> 00:08:27,880
stock and you haven't ordered 
more stock. 

163
00:08:27,960 --> 00:08:29,880
In time, all these things hit 
profit. 

164
00:08:29,920 --> 00:08:31,600
And I've been there. 
I've run my own Shopify store 

165
00:08:31,600 --> 00:08:34,200
and had exactly that problem, 
but we've partnered up with 

166
00:08:34,200 --> 00:08:36,640
Inventory Planner who have the 
most incredible app to help you 

167
00:08:36,640 --> 00:08:40,480
manage that and forecast exactly
what products, what skews even 

168
00:08:40,480 --> 00:08:43,799
down to what colour of products 
you need to order in advance to 

169
00:08:43,799 --> 00:08:46,560
make sure stock levels remain 
consistent throughout. 

170
00:08:46,920 --> 00:08:49,200
They're also running a seven day
boot camp and if you want to go 

171
00:08:49,200 --> 00:08:51,960
and sign up to that, it's 7 
emails every seven days and it 

172
00:08:51,960 --> 00:08:53,960
takes the same amount of time as
your morning coffee. 

173
00:08:54,000 --> 00:08:56,400
And in seven days, like me, you 
can become an inventory 

174
00:08:56,400 --> 00:08:58,720
management pro. 
Both links are in the 

175
00:08:58,720 --> 00:08:59,960
description. 
Enjoy. 

176
00:09:00,720 --> 00:09:03,880
We, we even advisor Sean, who I 
should probably shout out on a 

177
00:09:03,880 --> 00:09:05,840
sort of like every two or three 
minute basis. 

178
00:09:06,520 --> 00:09:08,920
I've learnt, I've got him on 
retainer and I've learnt so much

179
00:09:08,920 --> 00:09:10,040
from him. 
I know you don't listen to this 

180
00:09:10,040 --> 00:09:13,920
Sean, if ever you do, thank you.
And I normally I never say 

181
00:09:14,040 --> 00:09:15,840
saying thanks for anything. 
It's just like, what do you 

182
00:09:15,840 --> 00:09:16,920
think of this? 
OK, cool. 

183
00:09:17,280 --> 00:09:19,600
And that's it. 
And, and, but Sean's always said

184
00:09:19,600 --> 00:09:21,360
to me, like the problem with the
business plan is you get to the 

185
00:09:21,360 --> 00:09:23,400
end of the year and go like, 
well, we said we were going to 

186
00:09:23,400 --> 00:09:25,800
grow 20%. 
We've grown 25%. 

187
00:09:25,800 --> 00:09:28,280
And then a genius like Sean 
comes along and says, could you 

188
00:09:28,280 --> 00:09:30,840
have grown 200%? 
It's like, actually, yeah, we 

189
00:09:30,920 --> 00:09:33,080
achieved this at like the 3/3 of
January. 

190
00:09:33,080 --> 00:09:34,040
What do we do the rest of the 
year? 

191
00:09:34,040 --> 00:09:37,080
Well, we just rode that wave and
everyone was very happy. 

192
00:09:37,320 --> 00:09:39,840
And equally, you could say we 
shrunk by 10% this year. 

193
00:09:39,840 --> 00:09:42,360
Oh, we're so upset because we 
set a 50% growth target or 

194
00:09:42,360 --> 00:09:45,040
something silly and it gets the 
end of the year and go, well, we

195
00:09:45,040 --> 00:09:46,360
shrunk 10%. 
How disappointing. 

196
00:09:46,360 --> 00:09:49,640
Everyone's really depressed, but
90% of our competitors have gone

197
00:09:49,640 --> 00:09:51,000
bankrupt. 
So actually we've done really, 

198
00:09:51,000 --> 00:09:53,320
really well. 
So he said it's all and it's, 

199
00:09:53,320 --> 00:09:55,720
it's always sort of as much as 
possible all the time and keep 

200
00:09:56,080 --> 00:09:58,160
keep an eye on what industries 
are doing to know if you're 

201
00:09:58,160 --> 00:10:00,320
above or below. 
But he just made the point 

202
00:10:00,520 --> 00:10:02,720
business plans, they give you 
either a warm fuzzy feeling or a

203
00:10:02,720 --> 00:10:04,520
depressed feeling. 
And the reality is you were 

204
00:10:04,520 --> 00:10:05,800
going to do what you were going 
to do. 

205
00:10:05,880 --> 00:10:07,120
You want to focus on as much as 
possible. 

206
00:10:07,120 --> 00:10:08,920
So I completely agree. 
And I think it's only for 

207
00:10:08,920 --> 00:10:11,040
e-commerce, It's the same. 
It's like, are we profitable? 

208
00:10:11,040 --> 00:10:12,520
Yes. 
How do we be more profitable? 

209
00:10:12,520 --> 00:10:15,520
And that's the constant cycle of
those two questions is the 

210
00:10:15,520 --> 00:10:16,880
healthy place to be. 
Oh. 

211
00:10:17,120 --> 00:10:20,080
Absolutely. 
I mean, we watched our thing a 

212
00:10:20,080 --> 00:10:22,280
couple of years ago. 
Is it last year? 

213
00:10:23,120 --> 00:10:27,960
And you know, I am a sucker on 
social media for these things 

214
00:10:27,960 --> 00:10:30,440
that pop up and it's why they 
get. 

215
00:10:30,600 --> 00:10:32,200
Posted Yeah. 
It is why they get posted. 

216
00:10:32,560 --> 00:10:36,840
I get lured in and I know 99% of
them. 

217
00:10:37,120 --> 00:10:40,680
If it sounds too good to be 
true, it's too good to be true. 

218
00:10:42,640 --> 00:10:45,480
But there was one that I 
actually thought, oh, they 

219
00:10:45,520 --> 00:10:47,080
might, there will be some merit 
in that. 

220
00:10:47,080 --> 00:10:50,240
And it was something like the 
3030 thirty. 

221
00:10:50,400 --> 00:10:53,800
And it's not the dire that 
everyone's banging on about this

222
00:10:53,800 --> 00:11:00,680
was actually relating to it said
if you can increase the number 

223
00:11:00,680 --> 00:11:06,440
of customers you have by 30% and
increase the frequency that they

224
00:11:06,440 --> 00:11:15,320
order and the average order 
value by 30%, actually you right

225
00:11:15,320 --> 00:11:19,040
there that is a really good kind
of growth target. 

226
00:11:19,800 --> 00:11:24,160
So well actually there is some 
logic in that there is some 

227
00:11:24,160 --> 00:11:27,320
sense so. 
Well, isn't it the, there's the 

228
00:11:27,320 --> 00:11:31,160
logic if you took like, was it 
an inch or like 10 centimetres 

229
00:11:31,160 --> 00:11:33,320
for our European friends or 
whenever it is. 

230
00:11:34,240 --> 00:11:37,080
But if you took an inch and you 
doubled it, what is it 11 times 

231
00:11:37,080 --> 00:11:40,160
you've done the Eiffel Tower. 
So it's like, it's those little 

232
00:11:40,160 --> 00:11:40,840
process. 
Yeah. 

233
00:11:40,840 --> 00:11:43,200
If you refine 3 things, you're 
times in the average order value

234
00:11:43,200 --> 00:11:46,440
by the conversion rates and 
multiplication times by the 

235
00:11:46,520 --> 00:11:48,400
price or the margin or something
on it. 

236
00:11:48,680 --> 00:11:51,400
And suddenly you've made like, 
you know, threefold growth even 

237
00:11:51,400 --> 00:11:53,560
though it's sort of 3030 thirty 
or twofold. 

238
00:11:54,600 --> 00:11:56,160
So yeah, there's a lot of logic 
in that, I think. 

239
00:11:56,480 --> 00:11:59,400
But yeah, lots of incremental 
changes equal a big change. 

240
00:12:00,000 --> 00:12:01,400
And that's kind of what we 
thought. 

241
00:12:02,080 --> 00:12:05,440
Well, actually, OK, let's delve 
into this a little bit and look 

242
00:12:05,440 --> 00:12:09,040
at how could we get more 
customers. 

243
00:12:09,040 --> 00:12:13,360
So you know, I was improving 
doing leads ads on Meta. 

244
00:12:14,840 --> 00:12:17,360
How can we get our customers to 
spend more? 

245
00:12:17,360 --> 00:12:20,120
So looking at what the 
opportunities were there, how 

246
00:12:20,120 --> 00:12:25,920
can we shove up that AOV and 
thinking, you know, just entice 

247
00:12:25,920 --> 00:12:29,480
them little by little over the 
line to a new threshold. 

248
00:12:30,800 --> 00:12:33,840
And those things have worked 
really well. 

249
00:12:34,080 --> 00:12:36,440
And obviously it's a thing 
around, well, you've done that, 

250
00:12:36,480 --> 00:12:40,000
now you've got to do it again 
and kind of keep repeating it. 

251
00:12:40,160 --> 00:12:47,520
It just makes growth feel less 
like this enormous jump that 

252
00:12:47,520 --> 00:12:51,120
you've got to make and something
that's a bit more manageable and

253
00:12:51,120 --> 00:12:55,840
piece meal and ideas come up and
it's just a lot more creative. 

254
00:12:56,240 --> 00:12:59,880
Kind of takes the stress out of,
you know, starting on January 

255
00:12:59,880 --> 00:13:02,680
1st thinking, oh God, you know, 
what are we going to do for the 

256
00:13:02,680 --> 00:13:04,040
year? 
How are we going to do this? 

257
00:13:04,400 --> 00:13:08,080
Kind of gives you a bit of a 
structure and a bit of a place 

258
00:13:08,080 --> 00:13:10,560
to start. 
So I'm just looking back at my 

259
00:13:10,560 --> 00:13:11,760
notes. 
The question was what do you 

260
00:13:11,760 --> 00:13:15,880
guys sell? 
And we've gone completely banged

261
00:13:15,880 --> 00:13:19,480
past all of that. 
No one has do what we do. 

262
00:13:19,640 --> 00:13:22,680
I'm banging on about Aovs and 
all the rest of it. 

263
00:13:22,680 --> 00:13:24,560
It's like, yeah, we're gonna. 
Come back to those I've made 

264
00:13:24,600 --> 00:13:26,440
notes to them. 
I wanna know what you changed, 

265
00:13:26,440 --> 00:13:27,480
and we'll come back to that in a
minute. 

266
00:13:27,480 --> 00:13:29,760
But so you guys, you sell skin 
care products. 

267
00:13:29,760 --> 00:13:32,160
That's right. 
Which we were talking about 

268
00:13:32,200 --> 00:13:34,480
briefly, But just to make it 
clear, if anyone's like, sorry, 

269
00:13:34,480 --> 00:13:37,280
I'm still my pencil's sharp, but
the paper's blank. 

270
00:13:37,800 --> 00:13:39,160
Yeah. 
So tell us about the range of 

271
00:13:39,160 --> 00:13:40,760
products you got. 
Like, what sort of stuff do you 

272
00:13:40,760 --> 00:13:42,000
sell? 
Who's it for? 

273
00:13:42,240 --> 00:13:43,000
Yeah. 
Cool. 

274
00:13:43,320 --> 00:13:46,840
The first thing I wanted to do 
was have a lot of I'm a bit of a

275
00:13:47,000 --> 00:13:50,880
control freak, nerd, OCD, all of
those things. 

276
00:13:51,080 --> 00:13:55,120
It gets on everyone's nerves, 
but hey, that's who I am. 

277
00:13:57,560 --> 00:14:01,480
I really wanted to be strict 
about the types of ingredients. 

278
00:14:01,840 --> 00:14:04,360
They're all plant based. 
It has to be something you 

279
00:14:04,360 --> 00:14:08,120
recognise and everything has to 
have a purpose. 

280
00:14:08,840 --> 00:14:13,840
So this is kind of all the the 
principles upon which we were 

281
00:14:13,840 --> 00:14:17,480
building what we were going to 
do, which were the skin care 

282
00:14:17,480 --> 00:14:20,520
products and the body products, 
the hair products, the hand 

283
00:14:20,520 --> 00:14:27,360
products that we make and we 
have formulated like our face 

284
00:14:27,360 --> 00:14:31,160
products. 
That's me sweating and pouring 

285
00:14:31,160 --> 00:14:35,520
over loads of research, finding,
looking up everything that the 

286
00:14:35,520 --> 00:14:39,080
plant world has to offer. 
Lucky for me, one of my best 

287
00:14:39,080 --> 00:14:43,600
friends is a gardening 
journalist and so she's been 

288
00:14:43,600 --> 00:14:51,880
fantastic for kind of needs and 
ideas because between us, I'm 

289
00:14:51,880 --> 00:14:55,840
crap with plants. 
I'm the kind of person I can't 

290
00:14:55,840 --> 00:14:58,800
even keep a cactus alive. 
So yeah. 

291
00:14:58,840 --> 00:15:01,960
I I jet wash the patio, my wife 
looks after the flowers, I do 

292
00:15:01,960 --> 00:15:04,680
the grass, but the grass is like
there's three things. 

293
00:15:04,680 --> 00:15:07,800
It needs heat, water and to be 
left alone and that's it. 

294
00:15:07,800 --> 00:15:10,440
It's like it's quite simple. 
Exactly. 

295
00:15:10,520 --> 00:15:13,360
I'm I'm good at destruction. 
I'm good at kind of, you know, 

296
00:15:13,560 --> 00:15:17,080
cutting things back or tidying. 
But the actual growth part I 

297
00:15:17,080 --> 00:15:18,960
leave to my husband because he's
whereas. 

298
00:15:19,000 --> 00:15:21,440
I would cut the wrong thing back
at the wrong time of year and 

299
00:15:21,440 --> 00:15:22,640
kill it in the process. 
Yeah. 

300
00:15:22,640 --> 00:15:23,840
Oh yeah. 
I've been there, done that. 

301
00:15:23,920 --> 00:15:26,840
We were growing carrots once and
I thought they the tops were 

302
00:15:26,840 --> 00:15:29,760
weeds, so I took all of those 
out. 

303
00:15:29,800 --> 00:15:31,840
So yeah. 
I got a grilling from my 

304
00:15:31,840 --> 00:15:34,440
father-in-law for cutting back 
one of our Acer trees in the 

305
00:15:34,440 --> 00:15:36,120
summer. 
He was like, don't you touch the

306
00:15:36,640 --> 00:15:38,680
don't touch the Acer. 
I'm like, what's an Acer? 

307
00:15:39,000 --> 00:15:40,840
It's like the branch was in the 
way. 

308
00:15:40,840 --> 00:15:42,760
It's gone. 
And luckily the tree survived. 

309
00:15:42,760 --> 00:15:45,880
But yeah, he now comes round 
every kind of early spring and 

310
00:15:45,880 --> 00:15:47,440
it's like we're cutting the tree
today. 

311
00:15:47,440 --> 00:15:49,560
He's like, can I have? 
No, no, no, he will do the 

312
00:15:49,560 --> 00:15:51,040
cutting. 
I put it in the yeah. 

313
00:15:51,200 --> 00:15:53,400
You're not allowed anywhere near
it, no. 

314
00:15:54,000 --> 00:15:55,920
Got your own range of products, 
which is cool. 

315
00:15:56,000 --> 00:15:58,400
And you guys have obviously come
up with your own formulas. 

316
00:15:59,920 --> 00:16:02,800
So to ask a marketing question 
with that then, and this is a 

317
00:16:02,800 --> 00:16:04,920
bit of this might be your 
$1,000,000 question of like, 

318
00:16:04,920 --> 00:16:06,320
we're still trying to suss this 
out. 

319
00:16:06,320 --> 00:16:08,800
We're on that journey. 
How do you get that across on a 

320
00:16:08,800 --> 00:16:10,640
web page? 
How do you say to people that, 

321
00:16:10,920 --> 00:16:14,120
OK, we've developed all this 
stuff ourselves, the credibility

322
00:16:14,120 --> 00:16:17,040
behind why these ingredients are
better than everybody else's, 

323
00:16:17,040 --> 00:16:18,600
why you should believe and trust
us? 

324
00:16:19,080 --> 00:16:20,800
What do you need to do on a web 
page to get that message across 

325
00:16:20,800 --> 00:16:22,960
to a customer who's gone? 
That's a nice face cream. 

326
00:16:22,960 --> 00:16:24,720
Clicks on an ad and welcome to 
the site. 

327
00:16:25,360 --> 00:16:31,680
That is an enormous thing 
because it's it's not something 

328
00:16:31,680 --> 00:16:36,760
you can do overnight. 
And what we have seen, obviously

329
00:16:36,760 --> 00:16:38,480
we've been going over 14 years 
now. 

330
00:16:38,480 --> 00:16:42,360
And when we started, the world 
of skin care was very, very 

331
00:16:42,360 --> 00:16:45,240
different. 
And the world that we're in, 

332
00:16:45,240 --> 00:16:48,360
which is the natural and organic
skin Care World was very, very 

333
00:16:48,360 --> 00:16:51,320
different as well. 
And that was also part of the 

334
00:16:51,320 --> 00:16:55,040
reason we got started because 
the choice was so limited. 

335
00:16:55,400 --> 00:16:58,720
The formulations for creams, 
etcetera, all water based. 

336
00:16:58,720 --> 00:17:02,480
Well, that doesn't work for me. 
My skin's dry within two hours. 

337
00:17:04,240 --> 00:17:05,800
You know, there was clearly a 
gap. 

338
00:17:05,960 --> 00:17:10,000
And I've because I'm a bit 
bloody minded about things as 

339
00:17:10,000 --> 00:17:12,359
well. 
And I've always been the kind of

340
00:17:12,359 --> 00:17:16,640
persons like, if I can't, you 
know, I'll do it myself, I'll 

341
00:17:16,640 --> 00:17:18,760
just do it myself because it's 
easier. 

342
00:17:19,480 --> 00:17:23,000
And that's kind of some of the 
stubborn principles behind what 

343
00:17:23,000 --> 00:17:27,880
we do. 
And I've seen it with come 

344
00:17:27,880 --> 00:17:33,440
start-ups come out there into 
this super competitive world 

345
00:17:34,080 --> 00:17:36,760
that we're in. 
I mean, I think it's as intense 

346
00:17:37,080 --> 00:17:40,560
as is for supplements in the 
space that we're in. 

347
00:17:41,080 --> 00:17:43,600
It's a real fight. 
I was thinking about this 

348
00:17:43,600 --> 00:17:45,280
recently. 
If you think of the breadth of 

349
00:17:45,840 --> 00:17:50,080
type of shop that sells products
that would compete with yours, 

350
00:17:50,360 --> 00:17:52,960
rightly or wrongly, better or 
worse, you're talking 

351
00:17:52,960 --> 00:17:56,160
supermarkets, petrol stations. 
Like there is such a breath. 

352
00:17:56,160 --> 00:17:59,080
I went into a local cafe 
recently and they had a lot of 

353
00:17:59,080 --> 00:18:01,920
face creams because everybody 
asked the lady who works there, 

354
00:18:02,080 --> 00:18:03,840
how come you've got such an 
amazing complexion? 

355
00:18:04,360 --> 00:18:07,280
And when you work in a cafe that
has like, you know, coffee in 

356
00:18:07,280 --> 00:18:10,760
the air and all the humidity and
the heat and air conditioning, 

357
00:18:10,760 --> 00:18:12,240
how do you keep your face 
looking so amazing? 

358
00:18:12,240 --> 00:18:14,080
It's like, well, I use this 
cream and people started buying 

359
00:18:14,080 --> 00:18:15,400
it. 
It's like, I should just buy a 

360
00:18:15,400 --> 00:18:17,200
box wholesale. 
And she did and this. 

361
00:18:17,640 --> 00:18:19,360
So I was like, why? 
It's just sorry, I work in 

362
00:18:19,360 --> 00:18:20,840
marketing. 
Why have you why are you selling

363
00:18:20,840 --> 00:18:23,040
this in here? 
And she explained and she said, 

364
00:18:23,160 --> 00:18:26,560
we sell one of those to every 
like 30 coffees we sell now. 

365
00:18:26,560 --> 00:18:29,320
And I was like, what, as you 
said, we've got stacks of the 

366
00:18:29,320 --> 00:18:31,440
stuff in the backroom and we 
just keep topping them up every 

367
00:18:31,440 --> 00:18:33,280
day. 
What you see there, We'll sell 

368
00:18:33,280 --> 00:18:35,600
all that today. 
Just like what's this like 

369
00:18:35,600 --> 00:18:37,840
brilliant little, it's called 
sweating the asset. 

370
00:18:37,840 --> 00:18:40,200
I've already got my coffee shop,
I'm already selling coffee, buy 

371
00:18:40,200 --> 00:18:43,360
another product here and I make 
an extra £2 per person that 

372
00:18:43,360 --> 00:18:44,920
does. 
It's like it's really smart. 

373
00:18:44,920 --> 00:18:47,280
So, so you've got that breadth 
of competitor. 

374
00:18:47,720 --> 00:18:50,280
How do you, I'm asking the same 
question. 

375
00:18:50,280 --> 00:18:51,840
I know you're halfway through 
explaining, but like how do you 

376
00:18:51,840 --> 00:18:54,240
carve out a niche? 
Then with that in the context, 

377
00:18:54,400 --> 00:18:57,160
how do you carve out something 
customers relate to you just. 

378
00:18:57,160 --> 00:18:58,640
Have to keep fighting your 
corner. 

379
00:18:58,640 --> 00:19:02,960
The ultimate thing is not every 
product suits every person. 

380
00:19:03,440 --> 00:19:13,040
So even if you're some mohusive 
brand like L'Oreal, your product

381
00:19:13,720 --> 00:19:17,960
is not going to suit everyone. 
The stuff you put in there, some

382
00:19:17,960 --> 00:19:20,440
people might be fine with it, a 
lot of people aren't going to be

383
00:19:20,440 --> 00:19:22,480
fine with it. 
It's going to cause problems. 

384
00:19:22,960 --> 00:19:26,480
So that automatically creates 
some differences. 

385
00:19:26,960 --> 00:19:32,280
Then you've got customers own 
drivers, the drive, the 

386
00:19:32,320 --> 00:19:36,240
awareness now around 
sustainability, authenticity, 

387
00:19:36,240 --> 00:19:40,800
traceability of products, 
ingredients, your whole supply 

388
00:19:40,800 --> 00:19:43,680
chain. 
So people are a lot more 

389
00:19:43,920 --> 00:19:46,000
discerning. 
There are some who aren't, 

390
00:19:46,720 --> 00:19:49,800
they'll just carry on going into
boots and super drugs, Sephora, 

391
00:19:49,800 --> 00:19:52,800
whatever, buying that stuff and 
if it were we? 

392
00:19:53,560 --> 00:19:56,040
Will have off pays. 
Yeah, yeah. 

393
00:19:56,960 --> 00:20:01,480
But for other people and a lot 
of the customers that we get, 

394
00:20:02,240 --> 00:20:09,120
it's those with challenging 
skin, sick things like eczema, 

395
00:20:09,120 --> 00:20:12,560
contact dermatitis, problems 
caused by. 

396
00:20:12,920 --> 00:20:15,440
The stuff that they've been 
buying from Boots, Super Drug, 

397
00:20:15,440 --> 00:20:19,520
etcetera. 
Then there's the drive toward. 

398
00:20:19,920 --> 00:20:23,040
I don't want to have needles 
shoved in my face. 

399
00:20:23,080 --> 00:20:26,800
I don't want Botulism pumped 
into my face because that's what

400
00:20:26,800 --> 00:20:31,600
Botox is. 
You know, I want to do something

401
00:20:31,640 --> 00:20:36,200
that supports my skin but isn't,
you know, going to damp, 

402
00:20:36,200 --> 00:20:42,360
potentially damage me long term.
So it's really trying to hit 

403
00:20:42,360 --> 00:20:47,080
that market. 
It's not a quick, you know, if I

404
00:20:47,080 --> 00:20:51,440
wanted to start a business and 
be a multi millionaire within a 

405
00:20:51,440 --> 00:20:53,000
year, well, I wouldn't be doing 
this. 

406
00:20:53,000 --> 00:20:55,360
You'd probably be in. 
Property in the UK that's. 

407
00:20:56,040 --> 00:20:57,840
Exactly. 
I'd be doing something 

408
00:20:57,840 --> 00:21:01,480
completely different because 
this is not the gig to be doing 

409
00:21:02,040 --> 00:21:06,160
if we want that. 
Now we've seen them come and go,

410
00:21:06,880 --> 00:21:13,240
other brands that pop up, you 
know, they're out there. 

411
00:21:13,760 --> 00:21:18,120
And I was reading an article by 
one who just folded the business

412
00:21:18,120 --> 00:21:21,280
after a year. 
And I thought, yeah, it's 

413
00:21:21,280 --> 00:21:26,800
exactly all of these reasons 
that this is not an easy market 

414
00:21:27,160 --> 00:21:30,960
because they said their cost of 
customer acquisition was huge 

415
00:21:31,600 --> 00:21:35,760
because I just knew they've no 
authority. 

416
00:21:35,920 --> 00:21:38,440
Their website had no brand 
authority. 

417
00:21:38,800 --> 00:21:44,320
You know, you're starting right 
at the very bottom and you only 

418
00:21:44,320 --> 00:21:48,040
way out of that hole, if it's 
quick, is to try and throw money

419
00:21:48,040 --> 00:21:49,960
at it. 
And they had gone for two or 

420
00:21:49,960 --> 00:21:53,560
three rounds of venture 
capitalist funding and they blew

421
00:21:53,560 --> 00:21:57,320
it all on advertising and 
marketing. 

422
00:21:57,680 --> 00:21:59,440
Bottom line, what they were 
selling. 

423
00:21:59,440 --> 00:22:01,720
Scaling a problem? 
I call that it's like it's not 

424
00:22:01,720 --> 00:22:03,400
profitable and now you're 
throwing more money to you're 

425
00:22:03,400 --> 00:22:05,120
increasing the volume of 
something that's not working, 

426
00:22:05,240 --> 00:22:07,280
hoping it will fix the problem. 
But when you increase the 

427
00:22:07,280 --> 00:22:10,680
volume, profits get shrunk more.
So if you're a negative profit 

428
00:22:10,680 --> 00:22:13,640
when you start, it's game over. 
Oh, for sure. 

429
00:22:14,080 --> 00:22:16,280
Because it's like, what are you 
really selling? 

430
00:22:16,840 --> 00:22:19,960
And they were offering, you 
know, natural hand wash, body 

431
00:22:19,960 --> 00:22:23,680
wash refills. 
Well, big kahunas, I'm sorry, 

432
00:22:23,720 --> 00:22:31,320
but and throwing loads of money 
at a problem isn't going to 

433
00:22:31,320 --> 00:22:35,080
solve it. 
And because in the first year or

434
00:22:35,080 --> 00:22:39,640
two they'd burned through so 
much venture capital and I 

435
00:22:39,640 --> 00:22:43,960
thought, wow, how could you have
gone for even more funding when 

436
00:22:43,960 --> 00:22:48,640
it clearly wasn't proving that 
this is going to work? 

437
00:22:48,760 --> 00:22:50,920
So what would you say as? 
Some of the key messages then 

438
00:22:50,920 --> 00:22:53,680
that you put in front of 
customers that that, that really

439
00:22:53,680 --> 00:22:55,920
resonate. 
Like how do you, you cutting 

440
00:22:55,920 --> 00:22:58,480
through the someone who's got 
£1,000,000 a day and you're not 

441
00:22:58,560 --> 00:23:02,600
anywhere near on that scale by 
choice as well as you say, how, 

442
00:23:03,120 --> 00:23:05,560
what kind of messaging works for
you guys to cut through? 

443
00:23:05,560 --> 00:23:08,800
How do you contain what you've 
described about the ingredients,

444
00:23:08,800 --> 00:23:10,720
the, the, what's positive, 
negative? 

445
00:23:11,400 --> 00:23:13,840
Is it a long term conversation? 
Is there, are there certain 

446
00:23:13,840 --> 00:23:16,200
things that just seem to bring 
people in and then we start 

447
00:23:16,200 --> 00:23:18,640
nurturing them or get their 
first product out and then they 

448
00:23:18,640 --> 00:23:21,000
can see how good it is? 
It's all of the. 

449
00:23:21,000 --> 00:23:25,800
Above, I mean, when we started, 
we just started with cold 

450
00:23:25,800 --> 00:23:30,680
pressed oils, organic cold 
pressed oils on a very popular 

451
00:23:31,080 --> 00:23:35,080
auction site and that's where we
started. 

452
00:23:35,560 --> 00:23:39,320
And then it was just at that 
time when Etsy popped on the 

453
00:23:39,320 --> 00:23:42,560
scene, so we jumped on there. 
They're a very different beast 

454
00:23:42,560 --> 00:23:44,440
now. 
They're nothing like they were 

455
00:23:44,840 --> 00:23:50,080
back in the day and not on the 
High Street came out into the, 

456
00:23:50,280 --> 00:23:54,240
you know, in a very different 
beast to the one that's out 

457
00:23:54,240 --> 00:23:57,480
there today. 
So there are different ways we 

458
00:23:57,480 --> 00:24:02,800
could access the market, which 
didn't mean we had to shove 

459
00:24:02,880 --> 00:24:06,040
everything into the kind of 
Google ads world or anything 

460
00:24:06,040 --> 00:24:08,520
like that. 
There were other platforms we 

461
00:24:08,520 --> 00:24:14,480
could benefit from and it was 
continually all about being 

462
00:24:14,480 --> 00:24:17,400
transparent, being honest, 
sticking to our guns. 

463
00:24:17,400 --> 00:24:20,560
I mean, we had various things 
with, well, if you want to look 

464
00:24:20,560 --> 00:24:23,360
luxury or high end or anything 
like that, you've got to put 

465
00:24:23,360 --> 00:24:26,720
everything in a a little pretty 
box and just said, well, we're 

466
00:24:26,720 --> 00:24:29,080
not because it just goes in the 
bin. 

467
00:24:29,080 --> 00:24:32,400
So, you know, forget about that.
I actually ordered. 

468
00:24:32,400 --> 00:24:35,080
Something a while ago that said 
on the box, this box is not 

469
00:24:35,080 --> 00:24:38,680
pretty because and then it and 
it had this like really long 

470
00:24:38,680 --> 00:24:42,520
paragraph and because it said 
this box is not pretty because I

471
00:24:42,520 --> 00:24:45,320
was like what a weird statement 
like I want to know more. 

472
00:24:45,320 --> 00:24:49,240
And I read it was about 20 lines
long and it explains that it's 

473
00:24:49,240 --> 00:24:52,640
going straight in the bin and 
actually we've put more funding 

474
00:24:53,360 --> 00:24:56,840
and they put like we put 80% of 
all the products funding into 

475
00:24:56,840 --> 00:24:59,560
products not into packaging. 
And also why your delivery was 

476
00:24:59,560 --> 00:25:01,400
slow. 
Well, it's been an eco delivery 

477
00:25:01,400 --> 00:25:03,720
and it's taken a while. 
I was like, these guys have 

478
00:25:03,720 --> 00:25:07,160
nailed it. 
There's Oatly, the milk brands, 

479
00:25:07,160 --> 00:25:10,440
the vegan milk brand here in the
UKI drink their stuff like 

480
00:25:10,440 --> 00:25:13,440
gallons of it a year. 
And they always put things of 

481
00:25:13,440 --> 00:25:17,200
like, you know, all cow, no moo,
this is the best oat milk for 

482
00:25:17,200 --> 00:25:19,040
coffee. 
And they they do really fun, 

483
00:25:19,040 --> 00:25:21,440
quirky stuff on the side that if
you even only read the headline,

484
00:25:21,440 --> 00:25:22,880
you're like, I'm buying a 
product. 

485
00:25:22,880 --> 00:25:24,240
They've really thought about 
this. 

486
00:25:24,240 --> 00:25:26,120
And so I love I love that as the
journey. 

487
00:25:26,120 --> 00:25:28,600
But even the thing that was 
written on the box, they said 

488
00:25:28,600 --> 00:25:31,360
this hasn't been printed on 
because that's a waste of time, 

489
00:25:31,360 --> 00:25:32,840
waste of money. 
And then you need a big printing

490
00:25:32,840 --> 00:25:34,800
machine that needs Manning and 
others. 

491
00:25:35,160 --> 00:25:38,400
We've, we've rubber stamped this
on and we just buy ink pads and 

492
00:25:38,400 --> 00:25:40,480
a rubber stamp and then we stamp
this on as we're packaging the 

493
00:25:40,480 --> 00:25:43,320
things like that's really smart,
which is why part of it wasn't 

494
00:25:43,320 --> 00:25:46,120
quite crisp. 
And at the bottom said, and if 

495
00:25:46,120 --> 00:25:48,320
you've read this, please go to 
this web page. 

496
00:25:48,320 --> 00:25:50,000
So I didn't, it said, thanks for
reading it. 

497
00:25:50,000 --> 00:25:51,720
You've got 25% of your next 
order. 

498
00:25:51,720 --> 00:25:53,400
And could you leave us a review?
And then they, they, they, 

499
00:25:53,520 --> 00:25:56,920
they're probably starting a 
counter as well to say how many 

500
00:25:56,920 --> 00:26:00,080
people have read this thing and 
therefore understand our brand 

501
00:26:00,080 --> 00:26:02,320
because those are the people 
that are going to be our long 

502
00:26:02,320 --> 00:26:03,880
term VIP customers. 
So they must have been 

503
00:26:03,880 --> 00:26:06,480
segmenting me as soon as I hit 
that page, must have gone into 

504
00:26:06,480 --> 00:26:07,760
some sort of e-mail 
segmentation. 

505
00:26:07,760 --> 00:26:11,280
So our partners at Saguna have 
released a brand new app for 

506
00:26:11,280 --> 00:26:14,000
Shopify and it's called Shopify 
Connect 4 Canva. 

507
00:26:14,360 --> 00:26:16,680
You can essentially look at all 
of your product images from 

508
00:26:16,680 --> 00:26:19,880
Shopify directly in Canva and 
export them straight back. 

509
00:26:19,920 --> 00:26:23,000
This can save you a lot of time.
If you want to find out a bit 

510
00:26:23,000 --> 00:26:24,680
more about this or go and find 
the app yourself. 

511
00:26:24,680 --> 00:26:28,240
You can go to saguno.com/camber.
Enjoy. 

512
00:26:29,120 --> 00:26:31,840
But I hear you. 
There's there's almost there 

513
00:26:31,840 --> 00:26:34,760
must be like 50 components. 
You guys need to be running all 

514
00:26:34,760 --> 00:26:37,600
the time to nurture people, to 
educate people. 

515
00:26:37,600 --> 00:26:40,800
So you do become that long term 
one stop shop. 

516
00:26:40,800 --> 00:26:42,240
Like you. 
I can't shop anywhere else. 

517
00:26:42,240 --> 00:26:43,880
It has to be conscious skin 
care. 

518
00:26:44,440 --> 00:26:46,480
I mean, I think. 
What we've found as well when 

519
00:26:46,480 --> 00:26:51,200
we've been doing some recent 
analytics on our customer 

520
00:26:51,200 --> 00:26:57,280
database etcetera is once we've 
got customers, how loyal they 

521
00:26:57,280 --> 00:27:01,080
are, you know our loyalty rates 
are really good, which is 

522
00:27:01,080 --> 00:27:03,200
invaluable. 
I mean that is what you want to 

523
00:27:03,200 --> 00:27:04,920
our customer retention. 
Well, it should become. 

524
00:27:04,960 --> 00:27:07,400
Easy when you've got a good 
sticky brand as well, that's the

525
00:27:07,400 --> 00:27:08,760
thing. 
And that's what. 

526
00:27:08,760 --> 00:27:13,840
We're trying and work toward and
you know, I'm not perfect. 

527
00:27:13,840 --> 00:27:18,920
I'm not a Robotron, you know. 
Yeah, exactly. 

528
00:27:19,040 --> 00:27:21,400
This isn't an AI. 
Conversation where real people 

529
00:27:21,440 --> 00:27:26,360
moaning about things. 
But that's the thing, it's like,

530
00:27:27,120 --> 00:27:32,360
you know, bottom line, you know,
I'm still precious when products

531
00:27:32,360 --> 00:27:35,720
go out the door because I have a
relationship with them. 

532
00:27:36,280 --> 00:27:38,040
It's like I'm giving a bit of 
myself. 

533
00:27:38,200 --> 00:27:41,760
Sounds really nuts, but I do 
feel like that. 

534
00:27:42,080 --> 00:27:44,840
But that comes. 
Across yeah, I see some of your 

535
00:27:44,840 --> 00:27:47,240
Instagram ads popping up and we 
obviously follow you on 

536
00:27:47,240 --> 00:27:49,360
Instagram as well at the podcast
because you've been on before. 

537
00:27:50,280 --> 00:27:53,880
But yeah, seeing you as the face
of the brand I think is so key. 

538
00:27:54,200 --> 00:27:56,040
I've seen so many businesses 
where there's someone like 

539
00:27:56,040 --> 00:27:57,520
yourself. 
It was in fact 1. 

540
00:27:57,520 --> 00:27:59,760
And I think Jess from her team 
might be listening. 

541
00:27:59,760 --> 00:28:01,760
There's a lady who's called 
Rebecca and we were just 

542
00:28:01,760 --> 00:28:03,960
constantly wanting to put 
Rebecca recommends all over the 

543
00:28:03,960 --> 00:28:05,680
site. 
And it was like, no, I don't 

544
00:28:05,680 --> 00:28:07,720
want to be the face of it. 
Like I'm not inside like. 

545
00:28:07,960 --> 00:28:10,560
But you are so in control of 
everything that actually it can 

546
00:28:10,560 --> 00:28:13,640
justify why some of the web 
pages don't look like normal web

547
00:28:13,640 --> 00:28:15,280
pages, don't operate in the 
normal way. 

548
00:28:15,280 --> 00:28:17,160
It's because this is all, this 
is your world. 

549
00:28:17,160 --> 00:28:19,200
And actually if we put that at 
the front of the brand, you're 

550
00:28:19,200 --> 00:28:21,560
stepping into Rebecca's lounge, 
basically look at all the 

551
00:28:21,560 --> 00:28:22,880
products. 
Now you're stepping into our 

552
00:28:22,880 --> 00:28:25,920
kitchen, look at all the 
products that that brings real 

553
00:28:25,920 --> 00:28:28,280
tone and voice to it. 
Whereas they were so product LED

554
00:28:28,280 --> 00:28:30,280
of just everyone's buying these 
particular clocks. 

555
00:28:30,280 --> 00:28:31,880
Let's push that. 
And it was just difficult 

556
00:28:31,880 --> 00:28:33,920
because people would just come 
and see the clock and go, it's 

557
00:28:33,920 --> 00:28:35,760
the clock. 
Because I think there's no, 

558
00:28:35,760 --> 00:28:37,560
they've got emotional 
connection, which I think from 

559
00:28:37,560 --> 00:28:40,760
your watching your Instagram 
stories and reels, you get that 

560
00:28:40,760 --> 00:28:43,680
watching, watching your content 
and go, OK, this lady clearly 

561
00:28:43,680 --> 00:28:46,840
knows what is going on in this 
world. 

562
00:28:46,840 --> 00:28:49,200
And I trust her. 
It's authentic and real person 

563
00:28:49,200 --> 00:28:50,400
going right. 
I'm going to tell you about this

564
00:28:50,400 --> 00:28:51,800
product. 
I'm doing this or today I learnt

565
00:28:51,800 --> 00:28:53,480
this. 
That's all part of the, the 

566
00:28:53,480 --> 00:28:55,200
brand story that you guys 
provide, which I think you do 

567
00:28:55,240 --> 00:28:56,880
incredibly well. 
So well done. 

568
00:28:56,880 --> 00:28:59,000
Oh, thanks. 
For saying that, I mean, what 

569
00:28:59,000 --> 00:29:03,520
we've really noticed and perhaps
this is an influence of Tiktok 

570
00:29:04,400 --> 00:29:08,840
is whereas back in the day, if 
you were doing any marketing and

571
00:29:08,840 --> 00:29:11,160
if you wanted to be taken 
seriously, it was all very 

572
00:29:11,160 --> 00:29:17,720
stuffy marketing, all very 
staged, all very kind of trying 

573
00:29:17,720 --> 00:29:21,200
to look high end, looking like 
some kind of high attending. 

574
00:29:21,200 --> 00:29:22,760
You had a. 
Thousand staff when there were 

575
00:29:22,760 --> 00:29:26,000
three of you yeah, that kind of 
thing, yeah, that's the sort of.

576
00:29:26,000 --> 00:29:29,280
Thing and when you know you saw 
some of the perfume ads where 

577
00:29:30,040 --> 00:29:33,360
they really go to town and then 
they have someone with the most 

578
00:29:33,400 --> 00:29:38,120
monotone voice delivering the 
brand strap line at the end of 

579
00:29:38,120 --> 00:29:44,840
it and you think what but. 
Insurance adverts, they changed 

580
00:29:44,840 --> 00:29:47,640
the law in the UK recently so 
when an insurance advert, you 

581
00:29:47,640 --> 00:29:49,520
know, when they sort of say 
like, you know, protect the 

582
00:29:49,520 --> 00:29:52,680
things that matter, you love 
your dog, get some insurance for

583
00:29:52,680 --> 00:29:55,000
your dog. 
And then the boring robot comes 

584
00:29:55,000 --> 00:29:57,120
in and goes terms and conditions
apply and we're regulated by the

585
00:29:57,120 --> 00:30:00,040
FCA and all this nonsense. 
They changed the law recently 

586
00:30:00,040 --> 00:30:02,760
because there used to be a rule 
that there was a certain amount 

587
00:30:02,760 --> 00:30:05,760
of words per 10 seconds that you
could put in. 

588
00:30:06,040 --> 00:30:08,240
And they've scrapped that, which
is why they just go blah, blah. 

589
00:30:09,360 --> 00:30:12,080
And you're like, whoa, if I buy 
this insurance, what there have 

590
00:30:12,080 --> 00:30:14,120
I just sold my mortgage to you? 
Like what? 

591
00:30:14,440 --> 00:30:17,280
What have I done here? 
Like, but yeah, they changed the

592
00:30:17,280 --> 00:30:19,000
rule, which is why they all 
sound like gibberish and you 

593
00:30:19,000 --> 00:30:22,160
can't understand them. 
And it's I, I signed a thing and

594
00:30:22,200 --> 00:30:24,280
I'm part of lots of different 
marketing groups and kind of 

595
00:30:24,280 --> 00:30:26,760
business groups here in the UK 
and, and a couple in the US. 

596
00:30:26,760 --> 00:30:29,320
And I signed a thing the other 
day saying like, can we just get

597
00:30:29,320 --> 00:30:30,800
rid of it? 
No one can understand him and 

598
00:30:30,800 --> 00:30:33,560
actually no one cares. 
Just because you heard a radio 

599
00:30:33,560 --> 00:30:35,480
advert doesn't mean you need to 
know all the terms and 

600
00:30:35,480 --> 00:30:38,720
conditions on that radio advert.
I and we worked out like the the

601
00:30:39,040 --> 00:30:41,640
percentage of radio ads that are
then ineffective that are 

602
00:30:41,640 --> 00:30:43,240
causing issues to the UK 
economy. 

603
00:30:43,280 --> 00:30:46,520
So it's like it's actually 
having like a nought .5% impact 

604
00:30:46,520 --> 00:30:49,120
on the UK economy because radio 
and TV ads had this spiel 

605
00:30:49,120 --> 00:30:52,320
afterwards that honestly there 
there was a statistical make up 

606
00:30:52,320 --> 00:30:53,920
and I read it and went, yeah, I 
could agree with that. 

607
00:30:53,920 --> 00:30:56,040
The data looks right and signed 
it myself. 

608
00:30:56,040 --> 00:30:59,440
So I think it's just, I think as
you say, that kind of stuffy 

609
00:30:59,440 --> 00:31:02,120
marketing world is slowly 
disappearing. 

610
00:31:02,120 --> 00:31:04,360
There are changes coming to 
cookie banners in the UK. 

611
00:31:04,360 --> 00:31:06,640
Sorry, European friends, you're 
not getting them. 

612
00:31:06,640 --> 00:31:10,120
The EU has said so finally one 
benefit of Brexit, but there we 

613
00:31:10,120 --> 00:31:12,280
go. 
Let's not get political. 

614
00:31:12,280 --> 00:31:13,960
Today we said we wouldn't talk 
too much about politics. 

615
00:31:14,240 --> 00:31:15,600
So you've got that stuffy 
marketing. 

616
00:31:15,600 --> 00:31:17,200
So what's your response to that,
Bean? 

617
00:31:17,200 --> 00:31:19,480
What's your, how do you guys 
approach marketing? 

618
00:31:19,480 --> 00:31:22,680
What are you trying to achieve 
versus what L'Oreal and Maybelle

619
00:31:22,680 --> 00:31:24,560
and everybody else would would 
go after? 

620
00:31:25,000 --> 00:31:28,280
We really have. 
To look up what can, what can we

621
00:31:28,280 --> 00:31:34,240
do, how nimble can we be versus 
what they're doing. 

622
00:31:35,080 --> 00:31:39,200
Now you're not going to have 
some of their kind of bigger 

623
00:31:39,200 --> 00:31:43,480
brands and some of the ones that
we thought and we just dismissed

624
00:31:43,480 --> 00:31:48,800
that. 
But we perceive in some respects

625
00:31:48,800 --> 00:31:50,960
as our competitors, they are 
bigger than us. 

626
00:31:51,480 --> 00:31:54,600
But when I see their ads pop up 
on Instagram, I think, God, 

627
00:31:54,600 --> 00:31:58,480
you're boring. 
You've got a hell of a marketing

628
00:31:58,480 --> 00:32:01,280
budget opportunity and you've 
come out. 

629
00:32:01,480 --> 00:32:07,680
With this really boring. 
And I've just finished a meta ad

630
00:32:07,680 --> 00:32:13,000
strategist course and it's been 
really good because again, it's 

631
00:32:13,000 --> 00:32:17,480
back to right. 
I'll do it myself and not. 

632
00:32:17,520 --> 00:32:19,120
Not us, might I add. 
We did a a. 

633
00:32:19,720 --> 00:32:22,400
While ago and. 
We came back and said, yeah, we 

634
00:32:22,440 --> 00:32:24,360
we said we think you can do this
best. 

635
00:32:24,360 --> 00:32:26,960
So it's amazing to hear that 
you've sacked all the agencies. 

636
00:32:26,960 --> 00:32:29,280
That's good. 
We tried to be honest here. 

637
00:32:29,360 --> 00:32:34,280
Yeah, well, this is. 
The thing and I like, even if 

638
00:32:34,280 --> 00:32:37,120
you're at a stage where you 
think, well, I don't have time 

639
00:32:37,120 --> 00:32:41,280
to do all this stuff because 
like anything like doing Google 

640
00:32:41,280 --> 00:32:46,440
ads, meta ads, you need to have 
an understanding of what it's 

641
00:32:46,440 --> 00:32:48,920
about. 
And I thought I want to have a 

642
00:32:48,920 --> 00:32:54,640
really good understanding of how
this fits with what we are 

643
00:32:54,640 --> 00:32:57,600
trying to do. 
That it's not the answer to 

644
00:32:57,640 --> 00:33:03,640
everything, how to use it, the 
best ways to use it, things to 

645
00:33:03,640 --> 00:33:07,960
be mindful of and to understand 
all the technical background, 

646
00:33:08,040 --> 00:33:13,880
how to set it all up. 
So should we outsource those ads

647
00:33:13,880 --> 00:33:17,360
at some point? 
I know what the team are doing. 

648
00:33:17,360 --> 00:33:22,680
I know when they show me all the
metrics, what I'm looking at and

649
00:33:22,680 --> 00:33:24,680
I understand it all and that's 
the key thing. 

650
00:33:25,480 --> 00:33:31,600
But part of that process, even 
though I am now kind of more on 

651
00:33:31,600 --> 00:33:36,320
our social media pages, I really
don't like it because I was 

652
00:33:36,320 --> 00:33:40,000
saying the other day that as 
soon as I sit with my phone 

653
00:33:40,000 --> 00:33:44,680
camera, I'm all animated. 
As soon as that goes on, I turn 

654
00:33:44,680 --> 00:33:49,200
really boring. 
And I, I don't know what it is 

655
00:33:49,200 --> 00:33:52,680
because I'm not like that. 
But I suddenly feel this 

656
00:33:52,680 --> 00:34:01,080
pressure performance and I just 
think, oh God, but thank God for

657
00:34:01,600 --> 00:34:06,000
overlays and stuff like that and
just being images together 

658
00:34:06,000 --> 00:34:08,199
because I can kind of cheat it a
little bit. 

659
00:34:08,480 --> 00:34:12,400
But yeah, I think. 
I, I said to a lot of, a lot of 

660
00:34:12,400 --> 00:34:14,800
sort of founders or marketing 
people in the past or even when 

661
00:34:14,800 --> 00:34:17,800
we've had actors coming in to 
create content for some sort of 

662
00:34:17,800 --> 00:34:21,320
advertising campaign, I've 
always said focus on the, the 

663
00:34:21,320 --> 00:34:23,520
topic. 
And if you focus on that and 

664
00:34:23,520 --> 00:34:26,040
think less about the, as you 
say, like the production, the 

665
00:34:26,040 --> 00:34:29,760
performance part of it, it's one
of the things that like this, 

666
00:34:29,760 --> 00:34:32,040
this certain that my wife will 
know more of these than anyone 

667
00:34:32,040 --> 00:34:34,159
in my life. 
There's certain things that if 

668
00:34:34,159 --> 00:34:36,159
you mention a certain topic to 
me, I'll go, whoa, whoa, whoa, 

669
00:34:36,239 --> 00:34:39,000
hang on a minute. 
And whatever, whatever cameras 

670
00:34:39,000 --> 00:34:41,000
around me, it just, it riles me 
up. 

671
00:34:41,000 --> 00:34:42,679
And it's always the, a friend of
mine. 

672
00:34:42,679 --> 00:34:44,880
I used to live with Chris many 
years ago. 

673
00:34:45,199 --> 00:34:47,800
Chris always said to me, when 
you see something done badly and

674
00:34:47,800 --> 00:34:50,639
it annoys you, that's, that's 
your career, that's your job 

675
00:34:50,639 --> 00:34:51,800
right there. 
There'll be a few things and you

676
00:34:51,800 --> 00:34:54,159
get to decide between them. 
I thought that was fascinating 

677
00:34:54,159 --> 00:34:56,840
because certainly I mean, I've 
left the advertising marketing 

678
00:34:56,840 --> 00:34:59,360
world and every time I've left 
it, I've seen something gone 

679
00:34:59,760 --> 00:35:02,760
that's all like what? 
Why on earth is they do like you

680
00:35:02,760 --> 00:35:05,560
say about Loreal and and other 
corporate stuffy brands where 

681
00:35:05,560 --> 00:35:08,120
they do their ads going? 
That is so boring. 

682
00:35:08,120 --> 00:35:11,000
I could do that so much better. 
And we work with quite a few 

683
00:35:11,000 --> 00:35:13,960
kind of stuffy B2B companies. 
We've got one at the moment in 

684
00:35:13,960 --> 00:35:18,480
the kind of occupational health 
B2B lead Gen. sort of space at 

685
00:35:18,480 --> 00:35:19,840
the moment. 
And it's really stuffy and 

686
00:35:19,840 --> 00:35:22,160
boring. 
And we put one slightly fun 

687
00:35:22,160 --> 00:35:25,280
thing going like occupational 
health completed it mate is 

688
00:35:25,280 --> 00:35:27,440
we're not allowed to use it 
because that is trademarked from

689
00:35:27,960 --> 00:35:29,160
ATV series called The 
Inbetweeners. 

690
00:35:29,160 --> 00:35:31,440
But when someone said he 
completed football manager, 

691
00:35:31,600 --> 00:35:34,840
which I thought was quite 
amazing to never end, but the 

692
00:35:35,160 --> 00:35:38,960
that that kind of like putting a
personality on it to say, and I 

693
00:35:38,960 --> 00:35:41,840
remember the government of the 
worst one ever, which was tax 

694
00:35:41,840 --> 00:35:44,520
doesn't have to be taxing. 
And it was like the biggest lie 

695
00:35:44,520 --> 00:35:45,840
ever. 
And now it's become like a 

696
00:35:45,840 --> 00:35:48,760
sarcastic like as soon as 
someone bogged down in the 400 

697
00:35:48,760 --> 00:35:50,720
billion tax returns we have to 
do every week now. 

698
00:35:51,200 --> 00:35:53,240
And it was like, it was like 
taxes have to be taxing. 

699
00:35:53,240 --> 00:35:56,600
It's like, well, it is, but 
it's, I think trying to make 

700
00:35:56,760 --> 00:36:00,160
something that's stuffy fun is 
such a good, good way to go 

701
00:36:00,160 --> 00:36:02,640
about it. 
And how much in your content do 

702
00:36:02,640 --> 00:36:06,120
you guys talk about the 
ingredients where they're 

703
00:36:06,120 --> 00:36:09,600
sourced or and versus how much 
do you actually talk about most 

704
00:36:09,600 --> 00:36:11,800
skin care does this and talk 
about your competitors? 

705
00:36:11,800 --> 00:36:14,040
Like do you keep it quite 
focused internal or do you do 

706
00:36:14,040 --> 00:36:16,760
you kind of out them a little 
bit and say they're doing this 

707
00:36:16,760 --> 00:36:19,520
and This is why it's perfectly 
legal, but This is why it's bad?

708
00:36:20,400 --> 00:36:24,360
Yeah, it's very tempting to do 
the latter because I was in 

709
00:36:24,360 --> 00:36:28,760
Boots the other day and I saw 
this brand new brand that had 

710
00:36:28,760 --> 00:36:35,840
popped up on the shelf in very 
now on point trendy packaging, 

711
00:36:36,440 --> 00:36:39,480
giving it all the usual 
greenwash and all the rest of 

712
00:36:39,480 --> 00:36:41,200
it. 
And I thought, right, what is 

713
00:36:41,200 --> 00:36:44,080
this stuff? 
And I had a look at it. 

714
00:36:44,200 --> 00:36:52,800
Some of the ingredients were OK,
but I thought one of the things 

715
00:36:52,800 --> 00:37:00,520
about it was it was trying to 
give the impression that by 

716
00:37:00,520 --> 00:37:05,440
spelling out what was in the 
ingredients list that that was 

717
00:37:05,440 --> 00:37:09,240
OK. 
But all it did was explain what 

718
00:37:09,240 --> 00:37:12,920
each component in the 
ingredients list did, whether it

719
00:37:12,920 --> 00:37:17,880
was a surfactant like a foamer 
or whether it is for fragrance 

720
00:37:17,880 --> 00:37:19,880
and puff fun. 
Don't get me started. 

721
00:37:20,440 --> 00:37:23,640
That winds me up because there's
a litany of poisons. 

722
00:37:23,920 --> 00:37:28,720
If you ever see that word on any
product, run because that is 

723
00:37:28,800 --> 00:37:32,280
legally where you hide all your 
toxins. 

724
00:37:32,320 --> 00:37:33,240
Yeah. 
And so. 

725
00:37:33,240 --> 00:37:36,200
Do you talk about this in your 
social channels then to just 

726
00:37:36,200 --> 00:37:39,040
just to out them and say don't 
ever buy a product with this and

727
00:37:39,040 --> 00:37:42,000
here's why by the way, none of 
our products have that in we 

728
00:37:42,000 --> 00:37:45,160
have alternatives that are is is
that how you approach content 

729
00:37:45,160 --> 00:37:47,360
creation then sometimes? 
I do it that way. 

730
00:37:47,520 --> 00:37:50,920
I do get really quite hot under 
the collar. 

731
00:37:50,920 --> 00:37:53,040
I've always been like an armed 
protester. 

732
00:37:53,760 --> 00:37:57,800
But back in the day in the 80s, 
when I was a teenager, I went on

733
00:37:57,800 --> 00:38:00,520
every March, every March in 
London. 

734
00:38:00,520 --> 00:38:04,400
I was there with my placard. 
It was also a great way to see 

735
00:38:04,400 --> 00:38:06,680
some of the best bands of the 
time too. 

736
00:38:07,160 --> 00:38:10,920
But Band-Aid and all the. 
Rest of them, yeah. 

737
00:38:10,960 --> 00:38:13,200
Standing up for some sort of 
cause, Yeah, love it. 

738
00:38:13,960 --> 00:38:17,080
But The thing is, you don't want
to kind of. 

739
00:38:18,760 --> 00:38:21,840
I can be accused of and my 
family do tell you don't want to

740
00:38:21,840 --> 00:38:23,320
anger. 
People into yeah and. 

741
00:38:23,320 --> 00:38:26,400
They're just kind of sound like 
angry all the time and moaning 

742
00:38:26,400 --> 00:38:29,400
about everyone else. 
And it's like, that's not always

743
00:38:29,400 --> 00:38:33,720
a great look. 
Just moaning about everyone else

744
00:38:33,720 --> 00:38:35,400
and saying, yeah, this is, you 
know, sort. 

745
00:38:35,400 --> 00:38:39,080
We just like trying to bring 
some balance to it. 

746
00:38:39,080 --> 00:38:45,040
I did do a quite a lengthy 
Instagram Reel when we were 

747
00:38:45,040 --> 00:38:49,960
featured in Ethical Consumer and
Ethical Consumer really go into 

748
00:38:49,960 --> 00:38:53,600
the like the witch magazine for 
the kind of ethical product 

749
00:38:53,600 --> 00:38:57,320
world. 
And they went right into US deep

750
00:38:57,320 --> 00:39:01,960
delve and compared us and ranked
us to other companies in our 

751
00:39:01,960 --> 00:39:03,920
space. 
Oh wow, And it was. 

752
00:39:04,160 --> 00:39:06,080
This could be a double edged. 
Sword Oh I. 

753
00:39:06,120 --> 00:39:08,200
Know it's like you. 
Want. 

754
00:39:08,240 --> 00:39:12,040
That I know, it sounds bad. 
It's in your. 

755
00:39:12,040 --> 00:39:14,640
Line of work, you want that. 
I think your brand wants that 

756
00:39:14,640 --> 00:39:16,800
because it's like, find some 
faults you won't. 

757
00:39:16,800 --> 00:39:18,600
We've really thought about this.
Yeah. 

758
00:39:18,600 --> 00:39:23,040
Where are we falling short? 
I mean, we did really well and 

759
00:39:23,040 --> 00:39:26,240
there's a couple of things. 
Of course there's stuff that I 

760
00:39:26,280 --> 00:39:31,120
want to do and change, kind of 
hamstrung a little bit. 

761
00:39:33,600 --> 00:39:35,200
It all costs money. 
Though, which a lot of these 

762
00:39:35,200 --> 00:39:36,880
reviews then say, oh, this 
product doesn't have that. 

763
00:39:36,880 --> 00:39:39,360
And it's like, well, that's 
going to cost me $10 million to 

764
00:39:39,400 --> 00:39:42,240
like create that and execute 
because everyone else has 

765
00:39:42,240 --> 00:39:44,920
patented their own version. 
So there's a reason why we don't

766
00:39:44,920 --> 00:39:46,600
have this stuff. 
But you're not allowed to write 

767
00:39:46,600 --> 00:39:49,400
that in their review. 
Like their review is just this 

768
00:39:49,400 --> 00:39:52,200
car's faster. 
It's like, yeah, I mean, there 

769
00:39:52,200 --> 00:39:54,160
are. 
Those limitations and things, 

770
00:39:54,160 --> 00:39:57,840
you know, sometimes people will 
e-mail us and say, oh, I really 

771
00:39:57,840 --> 00:40:00,320
like this product, but can you 
take this out? 

772
00:40:00,720 --> 00:40:04,080
And I have to say to them. 
I'm sorry, but that's going to 

773
00:40:04,080 --> 00:40:06,440
cost thousands of pounds because
we're going to have to 

774
00:40:06,440 --> 00:40:11,680
reformulate and retest, and 
that's the honesty of it. 

775
00:40:11,800 --> 00:40:16,640
And then we have to create a 
whole new label for it, you 

776
00:40:16,640 --> 00:40:20,160
know, so it's not just a small 
change. 

777
00:40:20,160 --> 00:40:25,000
We just can't do that. 
I'm sure some people might and 

778
00:40:25,000 --> 00:40:29,120
just, you know, do it under the 
radar, but you've got to be 

779
00:40:29,120 --> 00:40:32,320
responsible, you know your 
responsible brand. 

780
00:40:32,600 --> 00:40:34,560
I'd love to change some of our 
packaging. 

781
00:40:35,080 --> 00:40:39,360
Most of it's glass and 
aluminium, which is great. 

782
00:40:39,920 --> 00:40:43,200
I would like to kind of 
reintroduce refills in some way,

783
00:40:43,200 --> 00:40:46,400
shape or form where we, you 
know, have a closed loop cycle 

784
00:40:46,400 --> 00:40:48,920
and they've been in touch with 
the company who have done that 

785
00:40:48,920 --> 00:40:52,040
really successfully. 
But again, it's like you've got 

786
00:40:52,040 --> 00:40:56,880
to reach that point where your 
customer base will engage with 

787
00:40:56,880 --> 00:41:00,400
that enough to do it. 
Yeah, and one. 

788
00:41:00,400 --> 00:41:03,200
Of the KPISI always bring 
investment conversations around 

789
00:41:03,200 --> 00:41:06,160
to of like, OK, if we were going
to put money behind something, 

790
00:41:06,200 --> 00:41:08,840
is it any of these things? 
The benchmark I always find is 

791
00:41:08,840 --> 00:41:11,120
Google Ads click costs. 
Like I think Google Ads actually

792
00:41:11,120 --> 00:41:12,480
changed the game and it's going 
well. 

793
00:41:12,480 --> 00:41:15,840
That's 10,000 new people coming 
into my website who are looking 

794
00:41:15,840 --> 00:41:19,760
for my list of products. 
How much do I kind of take that 

795
00:41:19,760 --> 00:41:22,760
today and then have profit later
or invest in something now? 

796
00:41:23,240 --> 00:41:25,360
But I'm still going to have to 
invest in the Google Ads clicks 

797
00:41:25,360 --> 00:41:29,440
later to get traffic in. 
I'm just conscious of time. 

798
00:41:29,440 --> 00:41:31,480
And there's a question I really 
want to ask as we come in to 

799
00:41:31,480 --> 00:41:34,840
land on this. 
And my question is, and you 

800
00:41:34,840 --> 00:41:36,880
might have 1000 answers, I'm 
going to ask you for your 

801
00:41:36,920 --> 00:41:38,360
because there's going to be a 
lot of things for this. 

802
00:41:38,360 --> 00:41:41,120
I'm going to ask you, what's 
your number one thing that you 

803
00:41:41,160 --> 00:41:44,680
are aware of is a challenge at 
the moment as a brand, as a 

804
00:41:44,760 --> 00:41:49,760
Shopify user, as a company 
running down this ethical Hwy. 

805
00:41:50,680 --> 00:41:51,720
are they? 
Sometimes it might feel like 

806
00:41:52,280 --> 00:41:53,760
you're walking rather than 
running. 

807
00:41:54,640 --> 00:41:57,320
What is one thing you guys are 
so focused on changing at the 

808
00:41:57,320 --> 00:41:58,400
moment? 
What's the biggest thing you 

809
00:41:58,400 --> 00:42:00,040
want to see change in the 
business? 

810
00:42:02,520 --> 00:42:05,080
Where to start? 
That's an enormous question. 

811
00:42:05,240 --> 00:42:06,560
That's. 
An enormous thing. 

812
00:42:10,200 --> 00:42:14,760
We want to reclaim the customers
we lost through Brexit and 

813
00:42:14,760 --> 00:42:16,240
that's all I'm going to say 
about that. 

814
00:42:16,520 --> 00:42:20,040
So I'm actually off to the 
Netherlands in November to start

815
00:42:20,040 --> 00:42:22,160
that process. 
So that's really good. 

816
00:42:22,160 --> 00:42:25,600
The Welsh Government do a 
programme and we're part of that

817
00:42:25,880 --> 00:42:30,520
and it's fantastic. 
So looking forward to that as 

818
00:42:30,560 --> 00:42:34,920
AI, Google and everything 
changes. 

819
00:42:35,760 --> 00:42:36,840
I've heard of them. 
Yeah, yeah, yeah. 

820
00:42:37,520 --> 00:42:41,880
We're very, very aware and we 
kind of realise this, you know, 

821
00:42:41,880 --> 00:42:45,480
maybe late to the party at the 
beginning of the year, how AI 

822
00:42:45,480 --> 00:42:49,720
was going to affect how we're 
found, that Google necessarily 

823
00:42:49,720 --> 00:42:54,120
isn't the only kid in town. 
And the importance and ever 

824
00:42:54,120 --> 00:42:59,400
increasing importance of being 
found on AI because in the way 

825
00:42:59,400 --> 00:43:04,200
that Google's own AI, you know, 
you type in something on search 

826
00:43:04,200 --> 00:43:08,720
and the way it pops up and some 
of the links you get thinking, 

827
00:43:08,720 --> 00:43:13,160
hold on a minute, no one's even 
going to look below the line 

828
00:43:13,240 --> 00:43:14,320
anymore. 
I don't. 

829
00:43:15,200 --> 00:43:17,640
We've got to be there with our 
brand answering that question as

830
00:43:17,680 --> 00:43:19,240
fast as possible. 
So what we're. 

831
00:43:19,240 --> 00:43:23,720
Doing now is with all our 
content, all our blog posts, 

832
00:43:24,160 --> 00:43:30,360
doing tons of content all around
positioning us with the 

833
00:43:30,360 --> 00:43:33,040
authority that we know we have. 
We know what we're talking 

834
00:43:33,040 --> 00:43:36,440
about, we know what we're doing.
Getting more and more of that 

835
00:43:36,440 --> 00:43:39,360
out there. 
So we're busily churning out at 

836
00:43:39,360 --> 00:43:41,200
least two to three blog posts a 
week. 

837
00:43:42,440 --> 00:43:47,240
Keywords Tastic. 
I'm really trying to push that 

838
00:43:47,240 --> 00:43:51,320
on both the SEO side, making it 
all AI friendly so it can be 

839
00:43:51,320 --> 00:43:56,280
picked up. 
Google itself, Google ads. 

840
00:43:58,000 --> 00:44:02,160
Honestly, they do my head in. 
Not to put, you know, I 

841
00:44:02,160 --> 00:44:03,840
remember. 
When we looked it is it is one 

842
00:44:03,840 --> 00:44:06,080
of the reasons we didn't just 
jump in and go, yeah, start 

843
00:44:06,080 --> 00:44:07,400
paying us. 
Like that's what we can do. 

844
00:44:07,720 --> 00:44:10,160
We looked at it and we take a 
long term view on these things 

845
00:44:10,160 --> 00:44:12,960
and we take a long term view of 
like there are so many ifs, 

846
00:44:13,000 --> 00:44:16,320
buts, unknowns and actually in 
six months we could still be 

847
00:44:16,320 --> 00:44:18,000
learning a lot of that. 
And now you're paying us to 

848
00:44:18,000 --> 00:44:21,480
learn it and Google and actually
thought there's so many things 

849
00:44:21,480 --> 00:44:24,440
you it is such a challenge, I 
think for you guys in your space

850
00:44:24,440 --> 00:44:27,640
because there is every, like I 
said, every supermarket, every 

851
00:44:27,640 --> 00:44:30,560
kind of local convenience store 
could be selling your products 

852
00:44:30,560 --> 00:44:32,720
and advertising it. 
So it's a real challenge. 

853
00:44:32,800 --> 00:44:35,200
It is an. 
Absolute challenge and we really

854
00:44:35,200 --> 00:44:39,320
understand that and we 
appreciate when you know guys 

855
00:44:39,320 --> 00:44:43,000
like you are honest with us and 
say look, I think your. 

856
00:44:43,000 --> 00:44:45,600
Response, which I always find 
hilarious was like, we want to 

857
00:44:45,600 --> 00:44:48,400
work with you more now and I'm 
like, well that doesn't help my 

858
00:44:48,400 --> 00:44:51,760
position, does it? 
But you know, you know, you turn

859
00:44:51,800 --> 00:44:53,960
someone down and they're like, I
want to be with you even more in

860
00:44:53,960 --> 00:44:55,280
this relationship because 
you've. 

861
00:44:55,360 --> 00:44:58,440
Said. 
No, yeah, hopefully that's not 

862
00:44:58,440 --> 00:45:01,920
the clip that makes it to 
Instagram this week as a married

863
00:45:01,920 --> 00:45:07,280
man with a young baby. 
But I appreciate as I'm same as 

864
00:45:07,280 --> 00:45:09,720
last time and and today I really
appreciate your honesty on these

865
00:45:09,720 --> 00:45:11,320
things. 
It's one thing we always get 

866
00:45:11,320 --> 00:45:13,840
with you, Rebecca, is honesty of
like, this is where we're at. 

867
00:45:13,840 --> 00:45:16,080
This is the mountain we're 
climbing and these are the bits 

868
00:45:16,080 --> 00:45:17,440
where we keep tripping over 
rocks. 

869
00:45:18,000 --> 00:45:20,200
And well, I appreciate your time
and it's been so good to have 

870
00:45:20,200 --> 00:45:22,280
you on today. 
My final question is if 

871
00:45:22,280 --> 00:45:24,280
someone's listening to this 
game, Rebecca, I I need your 

872
00:45:24,280 --> 00:45:26,200
products in my life. 
I want to see the business. 

873
00:45:26,240 --> 00:45:28,640
I want to see this. 
The way you approach socials. 

874
00:45:28,960 --> 00:45:31,440
How can people follow you? 
Get in touch, sign up to your 

875
00:45:31,440 --> 00:45:34,560
e-mail or see the store. 
Best way to get hold of you our.

876
00:45:34,560 --> 00:45:39,720
Website is 
www.conscioushyphenskincare.com 

877
00:45:39,760 --> 00:45:44,720
and I know A-IS controversial, 
but hey, that's how it is. 

878
00:45:44,720 --> 00:45:46,600
That's who we are, that's. 
Who we are. 

879
00:45:46,600 --> 00:45:53,120
Controversial all the way. 
On Instagram we're at Conscious 

880
00:45:53,320 --> 00:46:00,520
under score skin care. 
On Facebook it's at Organic 

881
00:46:00,520 --> 00:46:04,960
Conscious Skin Care. 
Hey how is that I'm such a good 

882
00:46:04,960 --> 00:46:06,760
model? 
I can't even remember what the 

883
00:46:06,760 --> 00:46:08,840
handle is. 
Too busy. 

884
00:46:09,000 --> 00:46:10,080
It's below you. 
It's too busy. 

885
00:46:10,360 --> 00:46:13,000
Too busy for that. 
And you know, on our website 

886
00:46:13,000 --> 00:46:15,320
there's lots of ways you can 
contact us. 

887
00:46:15,360 --> 00:46:20,720
There's an inbox chat thing. 
You know, we are a small 

888
00:46:20,720 --> 00:46:23,760
business. 
It's basically me and my 

889
00:46:23,760 --> 00:46:26,000
husband. 
We're the directors, but we do 

890
00:46:26,000 --> 00:46:28,320
everything. 
And Quinton. 

891
00:46:28,320 --> 00:46:31,920
Deserves. 
A shout because he's also good. 

892
00:46:32,360 --> 00:46:34,720
Miller at the. 
Moment he's churning out the 

893
00:46:34,720 --> 00:46:38,160
content, churning out the news 
that, you know, he's just doing 

894
00:46:38,200 --> 00:46:42,240
and dealing with Google ads. 
So he deserves a medal and a big

895
00:46:42,240 --> 00:46:44,960
shout out. 
But yeah, there are loads of 

896
00:46:44,960 --> 00:46:49,360
ways to get in touch and we do 
answer people and we answer them

897
00:46:49,360 --> 00:46:52,240
in lots of detail too. 
Good. 

898
00:46:52,360 --> 00:46:54,800
Well, Rebecca, I mean, thank you
so much for your time. 

899
00:46:54,800 --> 00:46:57,640
And as I said at the start, like
such a different type of brand 

900
00:46:57,640 --> 00:46:58,960
and episodes, what we normally 
have. 

901
00:46:58,960 --> 00:47:02,320
So it's amazing to see how far 
you've gone down certain roads 

902
00:47:02,400 --> 00:47:03,320
and some of the challenge you 
had. 

903
00:47:03,320 --> 00:47:04,640
So thank you so much for 
joining. 

904
00:47:04,640 --> 00:47:06,000
It's been a pleasure having you 
on the show again. 

905
00:47:06,240 --> 00:47:08,160
I like price. 
Thanks so much for inviting me 

906
00:47:08,160 --> 00:47:10,440
and have a good day. 
Amazing. 

907
00:47:10,440 --> 00:47:12,680
And thanks for tuning in. 
And a special shout out to 

908
00:47:12,680 --> 00:47:14,840
Rebecca as well because it's 
things about 24 hours ago I 

909
00:47:14,840 --> 00:47:17,320
emailed her saying, Rebecca, I 
need to get some episodes done 

910
00:47:17,320 --> 00:47:18,800
before I go on holiday. 
Are you around? 

911
00:47:18,800 --> 00:47:20,400
You like, yeah, I'd love to. 
Let's do it. 

912
00:47:20,400 --> 00:47:23,200
So here she is and thank you so 
much and thanks for everyone for

913
00:47:23,200 --> 00:47:25,120
tuning in. 
Thanks again for all our 

914
00:47:25,120 --> 00:47:27,520
subscribers, people that have 
left us reviews, go and click 

915
00:47:27,520 --> 00:47:28,680
some buttons on some of the 
channels. 

916
00:47:28,880 --> 00:47:32,120
If you want to watch us, we are 
on YouTube with video and we are

917
00:47:32,120 --> 00:47:34,400
also on Spotify. 
Now we start putting videos on 

918
00:47:34,400 --> 00:47:38,360
there and Spotify video is 
amazing because even if you're 

919
00:47:38,360 --> 00:47:40,120
listening to it, the video is 
running in the background, which

920
00:47:40,120 --> 00:47:41,840
means you can listen to it in 
the car, get out and start 

921
00:47:41,840 --> 00:47:44,280
watching our amazing guests. 
We are starting to do a bit more

922
00:47:44,280 --> 00:47:46,400
on screen share and other bits 
and pieces that are probably 

923
00:47:46,400 --> 00:47:48,480
coming to YouTube soon and 
possibly Spotify. 

924
00:47:48,480 --> 00:47:50,200
So watch this space. 
And if you haven't already, 

925
00:47:50,200 --> 00:47:52,840
check out my Tuesday Tea Break 
Talks episodes. 

926
00:47:53,040 --> 00:47:55,200
Different cup of tea every week 
and I've been sent some coffee 

927
00:47:55,480 --> 00:47:57,800
so we have to change the name 
this week, The Bean Shop UK 

928
00:47:58,160 --> 00:48:00,280
based in Scotland, Lorna and the
team have sent me some amazing 

929
00:48:00,280 --> 00:48:02,120
coffee again and I've even got 
one of their T-shirts. 

930
00:48:02,120 --> 00:48:05,280
So I will be fully branded up 
whilst on holiday on Tuesday. 

931
00:48:05,280 --> 00:48:08,160
So yeah, definitely check out 
that episode and becoming in a 

932
00:48:08,160 --> 00:48:09,320
few days. 
Thanks again and hope you can 

933
00:48:09,320 --> 00:48:11,240
join us again next. 
This time I just want to give a 

934
00:48:11,240 --> 00:48:13,280
quick shout out to our sponsors 
Yost. 

935
00:48:13,360 --> 00:48:15,480
They are the go to tool for 
getting your content SEO ready 

936
00:48:15,480 --> 00:48:18,240
and Google loved from keywords 
to readability and those all 

937
00:48:18,240 --> 00:48:20,200
important meta tags which I know
a lot about. 

938
00:48:20,400 --> 00:48:22,960
Yost makes it easy. 
Right now our listeners can get 

939
00:48:22,960 --> 00:48:26,760
15% off all WordPress purchases 
if you use the Yost plugin and 

940
00:48:26,760 --> 00:48:30,520
WordPress and also on monthly 
Shopify plans for your first six

941
00:48:30,520 --> 00:48:36,840
months, just use the code WWS 15
S WWS 15 at checkout@yost.com. 

942
00:48:36,840 --> 00:48:40,440
That's WWS 1550% off for better 
visibility, clicks, and a 

943
00:48:40,440 --> 00:48:42,920
healthier website. 
Let Yost handle the SEO so you 

944
00:48:42,920 --> 00:48:44,480
can focus on what you do best.