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Speaker 1: Welcome to the mentor. I'm Mark Boris around Henry, welcome

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Speaker 1: to the Mentor.

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Speaker 2: Thanks for having me. Mark Is, you're the.

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Speaker 1: Co founder of I want to get the spelling right,

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Speaker 1: the pronunciation right. I should say spellings in front of

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Speaker 1: me is basis.

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Speaker 2: Yes, So it's like a phonetic play on basis.

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Speaker 1: Yeah, yeah, yeah, I thought so. But it's basis as

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Speaker 1: opposed to bassis because I saw the sis on the

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Speaker 1: end the end, and I thought sisterhood, you know, feminism,

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Speaker 1: et cetera. Because one of one of the things you're

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Speaker 1: really strong about is making sure that and I saw

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Speaker 1: it in the brief, is helping women and girls get

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Speaker 1: out of that bad cycle. Yeah, that's a big thing

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Speaker 1: for you. It's not necessarily about your business, but it's

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Speaker 1: a thing for you.

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Speaker 2: Yeah. I mean, I feel like, you know, there's so

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Speaker 2: many pitfalls around owning your own business, you know, all

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Speaker 2: the risk and everything. But I think one of the

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Speaker 2: benefits is that you do get to have a bit

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Speaker 2: of autom me around doing some things that actually matter.

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Speaker 2: And obviously, you know, we're in the game of selling

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Speaker 2: lifestyle accessories, so we're not rocking anyone's world from that perspective.

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Speaker 2: But we kind of decided this time around if we

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Speaker 2: could use the business as like a vehicle to do

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Speaker 2: some good on the side, that that, you know, would

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Speaker 2: help us to sort of have a bit more purpose

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Speaker 2: in the business itself.

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Speaker 1: As in like platforming. Yeah, I mean, I mean, is

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Speaker 1: this your soapbox? I mean, in a sort of a

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Speaker 1: weird sort of ways, this your soapbox down the domain

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Speaker 1: in the back in the seventies, when I used to

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Speaker 1: go down there and see guys and girls standing up

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Speaker 1: on a soapbox and yelling and screaming at any audience

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Speaker 1: I could find. Do you know the domain?

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Speaker 2: Yeah?

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Speaker 1: Did you ever go there and see that?

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Speaker 2: I mean, I would have been an eighties kid. And

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Speaker 2: occasionally there are there are still a few stragglers down there.

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Speaker 1: That not much of an audience. No, But when I

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Speaker 1: was university in the seventies, it was a thing. So

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Speaker 1: you went to the domain at the bottom of the

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Speaker 1: Mitchell Library. There just at the bottom there there was

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Speaker 1: a there's a couple of big trees right at the

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Speaker 1: bottom were at dips and that's where they used to

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Speaker 1: stand and you would largely get them on a Sunday

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Speaker 1: and they actually had a box, a wooden box or

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Speaker 1: something like that, and they get up there and they

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Speaker 1: would give us a sermon and a preach about politics,

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Speaker 1: the economy, religion, just whatever it was that was wrong

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Speaker 1: in society and culture right, and they were quite quite

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Speaker 1: They could talk for hours, literally, and it was a thing.

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Speaker 1: I often used to go down there, a weird very

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Speaker 1: self go down because I when I went to the university,

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Speaker 1: you know, there was no to study. So I see

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Speaker 1: the Mitell Library and in those days had microfish.

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Speaker 2: The old you'd sit there with the thing and going

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Speaker 2: around in circles forever.

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Speaker 1: Everything was put on a microfish, which by the way,

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Speaker 1: was pretty modern at that time. And I would take

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Speaker 1: get photocopies of this stuff, and that was why I

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Speaker 1: could review my notes, because otherwise I was at When

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Speaker 1: I went to the university, the books always went missing,

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Speaker 1: literally at the beginning of the semester, and that was it.

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Speaker 1: Someone would get the book and hide it. There'd be

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Speaker 1: three books on the topic, and it could be constitutional

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Speaker 1: law or something that'd be taken out and it'd be

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Speaker 1: put somewhere else and you would never find it. And

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Speaker 1: so I would then go into the Mitchell Iban. Anyway,

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Speaker 1: after when I was getting bit bored, which is in

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Speaker 1: a break, would walk down to the domain and listen

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Speaker 1: to people talking. Sunday was my day at the Mitchell

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Speaker 1: Library and I would study and stay Lowry in South Wales.

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Speaker 1: And I wonder whether today the modern version of that

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Speaker 1: is something like what you're doing. We put up a

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Speaker 1: business and today we can use Instagram, Facebook, probably less,

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Speaker 1: but definitely Instagram and make statements about things that we

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Speaker 1: care about.

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Speaker 2: Yep, yeah, I mean definitely. But I would probably cave

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Speaker 2: it that by saying that there's always this kind of

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Speaker 2: tenuous balance because there's a cancel culture out there as

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Speaker 2: well too, so you know, you swing to in every

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Speaker 2: duration's cancel consa and so it's hard sometimes because you

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Speaker 2: do want to lean into something, but you kind of

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Speaker 2: you're also worried about the impact it might have on

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Speaker 2: the business if you're saying something that's like contrary to like, well,

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Speaker 2: you know, the popular belief is so yeah, we I mean,

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Speaker 2: the things that we do care about aren't that controversial.

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Speaker 2: Like we want to lift you know, disadvantage girls that

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Speaker 2: perhaps haven't had a good chance to just get a

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Speaker 2: good education. I don't think there's anything that controversial about that.

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Speaker 1: Well, there is if you blame if you blame someone,

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Speaker 1: I guess if you blame a system, perhaps because the

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Speaker 1: people who had to hear the system might say, well,

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Speaker 1: and I believe in the system, because that outcome that

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Speaker 1: you're trying to achieve is a consequence of a system.

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Speaker 1: Actually that's true, and the system actually is, to be honest,

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Speaker 1: is broken. It's sort of skewed in the wrong directions.

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Speaker 1: Privilege tends to be a better education, and money buys privilege. Unfortunately,

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Speaker 1: it's not can be earned. Privilege can be earned, but

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Speaker 1: it's not as galitarians was when I was younger. We're

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Speaker 1: not in Like, you know, I going a long time.

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Speaker 1: But when I you know, university was free. In fact,

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Speaker 1: you know, you can get I got school I had,

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Speaker 1: I got I got paid to go to university. I

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Speaker 1: won a scholarship. But like it doesn't matter those that

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Speaker 1: and you know I had a bursary as well. Like

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Speaker 1: you know, I didn't have to pay for books, I

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Speaker 1: didn't have to pay for accommodation. I got some money

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Speaker 1: every week towards my education was enough. I still had

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Speaker 1: a job. It doesn't matter. It was something, and my

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Speaker 1: education was free. Today education is expensive.

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Speaker 2: Yeah, actually that's very true. I mean my dad came

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Speaker 2: from the Western suburbs of Sydney, one of five boys,

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Speaker 2: the first and only one to go through to university

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Speaker 2: and definitely wouldn't have gone through if it had not

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Speaker 2: been for those opportunities them and it was and I

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Speaker 2: feel like that obviously broke the cycle. Then that breaks

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Speaker 2: the cycle then for the next gen coming through, because

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Speaker 2: for us it was almost like a non negotiable like

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Speaker 2: my sister and I would go to university and.

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Speaker 1: No matter what, no matter what.

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Speaker 2: So you're right, but it is it is a lot

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Speaker 2: harder for the ones coming through now.

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Speaker 1: They get university had come out like I got four sons,

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Speaker 1: and you know, they come out of university owing money

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Speaker 1: and they go, what's the point of that? And the

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Speaker 1: thing they can constantly, you know, aggravates them is that

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Speaker 1: they're was more money than earn, the more HEX they pay,

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Speaker 1: like last year in two thousand and twenty two, I

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Speaker 1: think it was their HEX debt, we're not by seven percent.

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Speaker 1: Then the government says, well, we don't charge your interest,

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Speaker 1: but we charge you inflation. But let's say you had

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Speaker 1: a fifty thousand dollars hextbat. It says, so you did

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Speaker 1: a five years at university doing a commercial order agree

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Speaker 1: something like that. Yeah, you could have a fifty grand bill.

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Speaker 1: Your hextet just went I buy seven percent. That means

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Speaker 1: now fifty three thousand, five hundred and then next year

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Speaker 1: the inflation will be calculated, so it's compounding. Yeah, that's

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Speaker 1: a bit of a difficult thing. I feel sorry for him.

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Speaker 1: And then a lot of people disincentivised to get a

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Speaker 1: university they say, well I can't afford Plus you've got

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Speaker 1: to travel there. You know, you've got no money while

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Speaker 1: you're there. You've got to live your life. I mean,

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Speaker 1: like you know, then you end up working at wool

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Speaker 1: worst whilst you're at university packing shelves, and then you

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Speaker 1: fall asleep halfway during your lecture, so you don't get

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Speaker 1: the best out of yourself. You don't optimize. So I

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Speaker 1: actually the education system is broken for everybody, but women

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Speaker 1: and girls in probably particularly, I would say where we

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Speaker 1: come from in the West may have it even worse.

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Speaker 2: Yeah, And I think when I was when we have

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Speaker 2: a really young team, where a small team, there's only

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Speaker 2: eleven of us, but it's a I'm the oldest of

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Speaker 2: the group.

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Speaker 1: So how do I feel.

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Speaker 2: I don't know, they keep me young. I'm young at heart,

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Speaker 2: so you know, I think sometimes they forget that I've

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Speaker 2: got a good twenty plus years on them, maybe because

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Speaker 2: I don't act that way when I listen to what

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Speaker 2: they talk about. You know that. I think COVID for them,

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Speaker 2: really also screwed with the structure of these degrees that

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Speaker 2: they're coming out with as well too, so the quality,

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Speaker 2: so they're paying a shitload for it totally, They're not

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Speaker 2: necessarily coming out with the skills that are helping them

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Speaker 2: when they've got their first job. So it's kind of

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Speaker 2: like it's broke on both sides, both on the you know,

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Speaker 2: the financial side, and then also the quality of the

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Speaker 2: education side. So I think a lot of them are

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Speaker 2: just really frustrated, and it's really competitive because they're spitting

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Speaker 2: out so many of them.

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Speaker 1: So and we do have I mean not that I'm

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Speaker 1: bagging in, but because my parents have migrants anyway, but

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Speaker 1: we have a lot of overseas competitive competition, and they

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Speaker 1: have a lot more They've got a lot more skin

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Speaker 1: in the game to survive because you know, they've left

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Speaker 1: another country. A lot of them and they're doing their

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Speaker 1: best to survive here and their best chances to get

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Speaker 1: a degree, so they're going to probably do. They're going

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Speaker 1: to work harder at it. You know, they generally speak

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Speaker 1: of course they're paying more.

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Speaker 2: Yeah, universities, I guess incentivized to take more of them

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Speaker 2: on as well too.

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Speaker 1: I have to to survive because the university is getting bigger.

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Speaker 1: So it's a big complicated issue. But we're moving away

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Speaker 1: from So you went to university. I did, And what

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Speaker 1: did you do?

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Speaker 2: I did a double. I did a law degree and

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Speaker 2: a commerce degree, which unit at uts UTS.

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Speaker 1: Yeah.

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Speaker 2: I think I was like one of the first to

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Speaker 2: do this, this sort of double. So spat out five

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Speaker 2: years later with a law degree. Wasn't really hungry to

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Speaker 2: be a lawyer, but got a job at Clayton Newts

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Speaker 2: because I felt like that's the thing I should have done,

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Speaker 2: and got an insight into firm life and realized pretty

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Speaker 2: quickly that great for some people, I'm not shitting on

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Speaker 2: private practice, but for me, I just wasn't passionate enough

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Speaker 2: about the law to to stick it out.

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Speaker 1: So give it. You should explain a little bit to

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Speaker 1: our audience what that means. So now you're a young

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Speaker 1: graduate uts commerce law degree. You turn up at Clayton Newts,

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Speaker 1: which is in Bly Street behind my city office, and

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Speaker 1: I see them all the time. They're in the same

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Speaker 1: building as the government housed with the Prime Minister and

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Speaker 1: the Treasurer and every want to hanging out, and pretty

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Speaker 1: fancy building. And they're a good firm, don't get me wrong.

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Speaker 1: I mean I know some of the partners there in

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Speaker 1: the tax area, Mark Freezer for that for example, And

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Speaker 1: I don't know if he's still a partner there, but

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Speaker 1: he was the same law for my I was in

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Speaker 1: when I was much younger when he first started actually,

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Speaker 1: but he's gone to become, you know, big time partner

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Speaker 1: in that firm. But I do know, because you know,

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Speaker 1: I have family members who are doing exactly this at

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Speaker 1: the moment, just finishing law and getting jobs in these

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Speaker 1: sources of firms. I'm not saying Clayt News, but these

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Speaker 1: big firms. And I do know that the expectation of

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Speaker 1: the hours you work relative to the pay you yet.

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Speaker 1: I mean, they get paid quite well, but the hours

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Speaker 1: you work is crazy.

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Speaker 2: Yeah, And actually it's been so I'm twenty two years

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Speaker 2: post that time, so I wasn't sure actually what it's

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Speaker 2: like today. I thought maybe things had changed and hasn't changed.

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Speaker 1: I mean, if you're for a star, it's very competitive

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Speaker 1: to get in if you get in one of the

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Speaker 1: big firms, so you can like it's heavy, but if

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Speaker 1: you get in, you don't really become a good earner

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Speaker 1: until you've sort of been there for seven eight years.

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Speaker 1: But the pressure on you to earn fees is crazy.

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Speaker 2: It is. It was a real baptism of fire. I mean,

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Speaker 2: I come from a really hard working family like my dad.

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Speaker 2: You know, as I alluded to before, you know, he

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Speaker 2: kind of broke the mold for what he wanted for

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Speaker 2: us through sheer hard work. He was an absolute workaholic

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Speaker 2: our whole lives and so it's in our dna. My

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Speaker 2: sister and I wear just workhorses. So I felt like

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Speaker 2: I was ready for anything. I've got that at a

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Speaker 2: if you put your mind to it and just dig deep,

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Speaker 2: you can really do anything. But it was a bloody

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Speaker 2: rood shot and I got in there.

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Speaker 1: And it's sort of not that interesting the work, No.

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Speaker 2: And I was in general corporate, so I was a

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Speaker 2: am I allowed to say, I'm a contract bitch, like

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Speaker 2: I was just you know, a small, very small cog

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Speaker 2: in a very big wheel and not getting to I

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Speaker 2: guess get a sense for like the type of work.

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Speaker 2: I think it would have been great for me to

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Speaker 2: have had a bit more exposure to it through the

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Speaker 2: course of the degree, to actually get a better understanding

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Speaker 2: of what I was stepping into, which.

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Speaker 1: You may not have stepped into it. Then probably you

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Speaker 1: might have gone, might have tried to do something else.

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Speaker 1: But a lot of times you don't have a choice.

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Speaker 1: So you know, you move, you want to go to

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Speaker 1: big firm because that's sort of like best on your TV.

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Speaker 1: But the problem is going to get a big firm.

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Speaker 1: You're one of a large number of people, and you're

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Speaker 1: working for large organizations like as interns of clients, and

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Speaker 1: you're going to get allocated the least risky work because

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Speaker 1: they can't afford for you to stuff things up. And

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Speaker 1: so that is like you're sitting right at the bottom

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Speaker 1: of the tree. And unless you're patient, and I mean

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Speaker 1: like seriously patient, you don't advance in the organization. Ultimately

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Speaker 1: you'll leave.

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Speaker 2: And there's always a degree of politics involved in there too.

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Speaker 2: And I'm not really a game player. I don't invest

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Speaker 2: a lot of time. I don't think I worked particularly smart,

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Speaker 2: just hard, so I sort of could see what the

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Speaker 2: path ahead looked like, and I kind of took the

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Speaker 2: view that it was a great experience. Like, don't get

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Speaker 2: me wrong, I think it just changed the way you

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Speaker 2: do think even in everyday life now at basis, I

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Speaker 2: sort of sometimes think to myself, Oh, I'm actually quite

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Speaker 2: fortunate that I can look at this document and make

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Speaker 2: a call just without needing to lean on someone else.

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Speaker 2: But it's been big fees, and it's been very big fees,

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Speaker 2: so we haven't had to use a lawyer. Touch would

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Speaker 2: Actually I just renewed my PLAT practicing certificate. I don't

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Speaker 2: know why, I'm just I can't let go so but

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Speaker 2: it definitely then when I rolled out of that, out

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Speaker 2: of that work environment, the amount of energy that I

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Speaker 2: put into the first business that we had started, you know,

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Speaker 2: working a fourteen hour day didn't scare me because I'd

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Speaker 2: done a lot worse for a lot longer before that time.

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Speaker 1: So yeah, and that's pretty normal in the big county firms,

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Speaker 1: big law firms. Yeah, really, you are doing forty nowadays

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Speaker 1: minimums sometimes Saturdays, for sure. If you're working on something.

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Speaker 1: There's a deadline, you just got to work Saturday Sundays.

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Speaker 1: I remember my brother also worked in a law firm.

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Speaker 1: He's younger than me, and I remember I was only

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Speaker 1: thing about the other day. On his fortieth birthday, my

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Speaker 1: brother was working on the the twenty twenty Olympic stadium

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Speaker 1: at Homebush a Dog twenty twenty two thousand Olympics working

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Speaker 1: on the stadium. He was part of the team doing

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Speaker 1: the encyc off the building. So it wasn't in twenty

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Speaker 1: two thousand. We might have been in ninety ninety eight

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Speaker 1: or something in order to get it ready by two

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Speaker 1: thousand and on his fortieth birthday, we were all ready

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Speaker 1: to take me out to the restaurant. We booked this

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Speaker 1: ural Greek restaurant. Mom, dad, me and my sister, blah

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Speaker 1: blah bah, everybody else, his wife, his family, et cetera,

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Speaker 1: and we all turned up at six pm. He came

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Speaker 1: in at six and worked from six till seven point

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Speaker 1: thirty and then had to leave because he's in the

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Speaker 1: middle of documentation for something that had a deadline for

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Speaker 1: the following week, which by the way, did make the

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Speaker 1: deadline because everything sort of kept rolling out we're rolled

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Speaker 1: over a month and I'm rolling over months. But that

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Speaker 1: was his fortieth birthday, and that's pretty typical working in

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Speaker 1: a law firm, and at that stage he was a partner.

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Speaker 2: Yeah, And I think the hardest part is is that

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Speaker 2: in that moment, you feel like the weight of the

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Speaker 2: world is on your shoulder. You have to do it,

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Speaker 2: you have no choice. But I don't know the older

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Speaker 2: I'm getting, I mean in the last eighteen months. Sorry

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Speaker 2: to take us off topic, but I was diagnosed with

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Speaker 2: quite a serious illness last year and it was like

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Speaker 2: I had I had cancer last year. No, that's okay,

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Speaker 2: I'm all good now. But it took something like that

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Speaker 2: to make me realize that, you know, there is nothing

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Speaker 2: that's that important that you should be missing those types

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Speaker 2: of really milestone occasions because you know, at the end

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Speaker 2: of the day, you don't actually know how many you've

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Speaker 2: got ahead of you, and you know, as important as

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Speaker 2: that finance deal would have been at that time, I'm

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Speaker 2: sure if he reflects back, maybe he wished he was

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Speaker 2: sitting there smashing plates at midnight and not going back

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Speaker 2: drinking beers. Beers.

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Speaker 1: Yeah, Well, it's funny you should say, because like if

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Speaker 1: I then ask you, how do you How would you

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Speaker 1: I'm sure it is reconcilable, and maybe you're something who

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Speaker 1: can do it, but how would you reconcile? What you

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Speaker 1: would say to a young woman. Let's say that particularly

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Speaker 1: young woman's bride, bright enough to get ninety nine and

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Speaker 1: hcor whatever they do the call of these days ata

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Speaker 1: which will get you into a commis law degree today.

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Speaker 1: Whether it's uts us to work, it doesn't really matter,

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Speaker 1: which I guess is probably close to ninety nine something.

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Speaker 1: What would you say to that individual if he or

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Speaker 1: she thought, I'm just gonna drag. In fact, I'm going

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Speaker 1: to drag. I'm going to do this because i want

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Speaker 1: to drag myself and my family. I'm a first Australian generation,

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Speaker 1: first generation strain. I want to be the first to

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Speaker 1: get a degree in my family. It might be just astrained,

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Speaker 1: it might not be in a first generation. I'm going

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Speaker 1: to do this because I want to drag my myself

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Speaker 1: my family out of the quagmire of poverty. And I'm

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Speaker 1: going to go work for a law firm and I'm

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Speaker 1: ready to be disillusioned after my five years of hard work.

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Speaker 1: What would you say to that young woman or that young.

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Speaker 2: Girl that's a really hard that is me that.

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Speaker 1: Is twenty five years ago. Yeah, what would you say

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Speaker 1: to yourself today? I mean, because there will be young

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Speaker 1: people who listen to this, and or parents of young

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Speaker 1: people listen, they will say, wow, that's good advice.

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Speaker 2: Yeah, so I'll.

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Speaker 1: Share you with you. Would I would say to him

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Speaker 1: as well? Okay, looking backwards, but you go first. Now,

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Speaker 1: you go first, because the great thing about being in

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Speaker 1: the chair is I get asked.

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Speaker 2: Questions first, so I probably should qualify. So at the

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Speaker 2: point that I had made the call that this was

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Speaker 2: not what I wanted to do, I think, you know,

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Speaker 2: notwithstanding that dud was we were working class family. We

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Speaker 2: were working class family throughout almost my entire childhood and teenageing.

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Speaker 1: Please define working class because I have a view on

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Speaker 1: working class. Okay, I work for a living. They're from

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Speaker 1: working class? Who myself? Boris you plenty of money? You

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Speaker 1: don't work class. I work for a living, so I

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Speaker 1: consider them. I still work every day, and I work hard.

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Speaker 1: I still consider myself working class. So I think anyone

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Speaker 1: who works hard right is working class. I think junior reinehard. Okay,

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Speaker 1: I know she's rich. Woman in the country. But I

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Speaker 1: think she's still working class. That's my view. I think

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Speaker 1: anyone who's a straight back top has never done a

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Speaker 1: day's work is not working class.

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Speaker 2: So then maybe we need to coin a different term

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Speaker 2: because so I guess from a socioeconomic definition.

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Speaker 1: In terms of the level of working class.

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Speaker 2: You know, he spat out as an accountant, so we're

382
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Speaker 2: not talking blue collar, but but we didn't. We never

383
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Speaker 2: wanted for anything, but we didn't have trappings. So you know,

384
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Speaker 2: family holidays were an absolute privilege, and we never left

385
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Speaker 2: the country because that just was financially out of the question.

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Speaker 2: You know, he he obviously was taking his own risks

387
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Speaker 2: in business. He ended up being really successful in his

388
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Speaker 2: own right. But it meant that, you know, more often

389
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Speaker 2: than not, for things that weren't education or you know,

390
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Speaker 2: a meal on the table. The answer was no, Like

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Speaker 2: we didn't have fancy clothes, we didn't drive fancy cars,

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Speaker 2: didn't go on expensive holidays. It was but then again,

393
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Speaker 2: we didn't feel like we were missing out on anything.

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Speaker 1: I'm the same, exactly the same, actually, yeah, because I

395
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Speaker 1: didn't know what I was missing out on. If I'm

396
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Speaker 1: not missing out.

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Speaker 2: No, And you know, we were in the Shire. We

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Speaker 2: weren't exposed to what the alternative life looked like. So

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Speaker 2: you know, it was only when I actually left the

400
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Speaker 2: city exactly and I realized I was actually the only

401
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Speaker 2: one in my intake that came from the South and

402
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Speaker 2: everyone else came from the Eastern.

403
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Speaker 1: I've been through the exact exact same experience, and interestingly enough,

404
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Speaker 1: I quickly adapted to their way of life me too,

405
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Speaker 1: which I really pissed off about me, but it doesn't matter.

406
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Speaker 1: It happened, and I take it as an experience. So therefore,

407
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Speaker 1: what would you say to yourself?

408
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Speaker 2: So sorry, that was a really long winded way of

409
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Speaker 2: me saying though that by the time I had done

410
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Speaker 2: that five year stint in the firm and circumstances had

411
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Speaker 2: changed for my family unit, I had somewhat of a

412
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Speaker 2: safety net. So when I made the call, fuck this,

413
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Speaker 2: I'm going to maybe try and do something for myself

414
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Speaker 2: or try and change the path that I'm on, I

415
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Speaker 2: had the benefit of having parents who had said, you know,

416
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Speaker 2: we'll give you a little bit of a safety net,

417
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Speaker 2: and that was very reluctant actually, And to be honest,

418
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Speaker 2: if my daughter, who I have a ten year old now,

419
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Speaker 2: was to come to me, you know, at twenty five

420
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Speaker 2: and say I'm packing this in, I'm going to try

421
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Speaker 2: something else. I would have like reservations. So but I

422
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Speaker 2: think I would tell that person, have you given it

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Speaker 2: enough of a shot first to walk away from this

424
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Speaker 2: and have no regrets? And if the answer is yes,

425
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Speaker 2: that you you know. I think as females we stop

426
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Speaker 2: listening to our intuition quite early. It's like we're programmed

427
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Speaker 2: early on to do things that we think optically are

428
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Speaker 2: the right things to do, and not listen in tuitively

429
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Speaker 2: to what our God is telling us to do. So intuitively,

430
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Speaker 2: I knew off the bat, even when I started at

431
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Speaker 2: the second year of UNI that this was not for me.

432
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Speaker 2: But optically and socially, I was like, well, no, you know,

433
00:22:13,200 --> 00:22:15,360
Speaker 2: I found myself here and I've been given this opportunity.

434
00:22:15,400 --> 00:22:17,879
Speaker 2: I just have to keep going. So that is I

435
00:22:17,880 --> 00:22:21,520
Speaker 2: guess what I would tell a younger self. Have you

436
00:22:21,560 --> 00:22:23,560
Speaker 2: given this enough of a shot first that you can

437
00:22:23,600 --> 00:22:25,480
Speaker 2: walk away from this and you're not going to have

438
00:22:25,520 --> 00:22:28,080
Speaker 2: any regrets about the decision that you've made. And if

439
00:22:28,080 --> 00:22:31,200
Speaker 2: you feel in your guard that that is the case,

440
00:22:31,320 --> 00:22:35,600
Speaker 2: then roll the die and take the step.

441
00:22:36,160 --> 00:22:43,720
Speaker 1: Well, and that's very interesting, I particularly for women. And

442
00:22:43,800 --> 00:22:45,919
Speaker 1: I'm only making an observation because I have no daughters,

443
00:22:46,920 --> 00:22:50,600
Speaker 1: but I would like to make the observation if I can.

444
00:22:51,440 --> 00:22:59,119
Speaker 1: I think our society is developing into, I can, a

445
00:22:59,119 --> 00:23:04,160
Speaker 1: society where there's a level of acceptance of your credibility.

446
00:23:04,920 --> 00:23:09,960
Speaker 1: And one way of establishing credibility is your ability to

447
00:23:10,240 --> 00:23:13,240
Speaker 1: stick to something, do something that's difficult, even if you

448
00:23:13,240 --> 00:23:20,359
Speaker 1: don't pursue it, and status credibility. If you go to

449
00:23:20,440 --> 00:23:23,760
Speaker 1: university and do become an engineer for arguments, assuming that

450
00:23:23,880 --> 00:23:26,520
Speaker 1: you know you want to do you have the ability

451
00:23:26,560 --> 00:23:28,600
Speaker 1: to do that, and you want to study hard to

452
00:23:28,640 --> 00:23:31,000
Speaker 1: do that, and you have a family capacity to do

453
00:23:31,080 --> 00:23:35,760
Speaker 1: that and would support et cetera engineer, doctor, lawyer. You

454
00:23:35,840 --> 00:23:38,359
Speaker 1: may not become a stay as a lawyer. You may

455
00:23:38,400 --> 00:23:41,160
Speaker 1: not maintain yourself as an energy. You may not stay

456
00:23:41,200 --> 00:23:43,600
Speaker 1: as a medical practition because a medical priditioner is not

457
00:23:43,680 --> 00:23:47,760
Speaker 1: practition is not what it used to be, and any

458
00:23:47,760 --> 00:23:51,480
Speaker 1: other profession for that matter. By the way, accountant, teacher,

459
00:23:51,520 --> 00:23:56,800
Speaker 1: whatever I think of a woman today, a young girl

460
00:23:57,040 --> 00:24:02,520
Speaker 1: should pursue that because unfortunately society still judges you and

461
00:24:02,840 --> 00:24:06,160
Speaker 1: still attaches status to you. You don't attach it, someone

462
00:24:06,200 --> 00:24:09,200
Speaker 1: will attach the system, will attach status to you. And

463
00:24:09,280 --> 00:24:12,399
Speaker 1: I think you need to overcome that initial hurdle and

464
00:24:12,440 --> 00:24:14,840
Speaker 1: you've got to do it yourself. No one's going to

465
00:24:14,840 --> 00:24:17,320
Speaker 1: give you status. You've got to your family, don't give

466
00:24:17,320 --> 00:24:20,480
Speaker 1: your status. You need to establish status. It's unfortunate, but

467
00:24:20,520 --> 00:24:22,919
Speaker 1: it is the way it is. But you do you

468
00:24:23,000 --> 00:24:25,200
Speaker 1: three years or two years or one year or five years.

469
00:24:25,240 --> 00:24:28,800
Speaker 1: Once you've qualified, once you've finished your degree, then you

470
00:24:28,840 --> 00:24:30,320
Speaker 1: go up and do whatever you want to do. Yep.

471
00:24:30,640 --> 00:24:34,880
Speaker 1: And there's because between eighteen the day you start university

472
00:24:34,920 --> 00:24:37,760
Speaker 1: and say twenty six twenty seven, and after you've finished

473
00:24:37,720 --> 00:24:42,000
Speaker 1: your course and you've done a bit of experience in

474
00:24:42,040 --> 00:24:44,480
Speaker 1: that period, you don't really know too much anyway.

475
00:24:44,160 --> 00:24:46,240
Speaker 2: No, and no one can take that away from it.

476
00:24:46,400 --> 00:24:48,280
Speaker 1: It doesn't leave you exactly.

477
00:24:48,880 --> 00:24:50,520
Speaker 2: No one can take it away from you. And I

478
00:24:50,520 --> 00:24:53,920
Speaker 2: think the only thing I've actually noticed of late is interestingly,

479
00:24:53,960 --> 00:24:57,320
Speaker 2: we were interviewing recently for a content creation role, so

480
00:24:57,920 --> 00:25:00,359
Speaker 2: and we had a lot of twenty something year rolds

481
00:25:00,359 --> 00:25:04,919
Speaker 2: coming through, and more than a handful talked about the

482
00:25:04,960 --> 00:25:06,800
Speaker 2: fact that the first thing they wanted to do was

483
00:25:06,840 --> 00:25:10,480
Speaker 2: start their own business. And we listened patiently. You know,

484
00:25:10,640 --> 00:25:14,199
Speaker 2: I really admire you know, people coming up with, you know,

485
00:25:14,240 --> 00:25:16,959
Speaker 2: that sort of an idea early early on in their lives.

486
00:25:16,960 --> 00:25:18,800
Speaker 2: So it certainly wasn't something that came to me early.

487
00:25:19,320 --> 00:25:22,760
Speaker 2: But I think there's a danger out there, especially on

488
00:25:22,800 --> 00:25:26,040
Speaker 2: social media, that there is a business, there's an engine

489
00:25:26,359 --> 00:25:30,879
Speaker 2: that is basically advertising this idea of an alternate life

490
00:25:31,119 --> 00:25:35,040
Speaker 2: that involves around running your own show. And it's really

491
00:25:35,080 --> 00:25:38,920
Speaker 2: bloody hard, and I feel like it's it's really it's

492
00:25:39,080 --> 00:25:42,800
Speaker 2: it's almost a bit misleading, you know, to tell you know,

493
00:25:43,040 --> 00:25:45,720
Speaker 2: young kids that you know, without any level of experience

494
00:25:45,800 --> 00:25:48,280
Speaker 2: or any level of business experience, that you can set

495
00:25:48,359 --> 00:25:51,320
Speaker 2: up your own shop, and you know that millions await you.

496
00:25:51,359 --> 00:25:53,960
Speaker 2: On the other side, that that is something reserved for

497
00:25:54,040 --> 00:25:58,000
Speaker 2: a very small minority. It is a total falsehood. It

498
00:25:58,080 --> 00:26:02,359
Speaker 2: is it is. It's these people peddling courses, not labeling anyone,

499
00:26:03,640 --> 00:26:07,240
Speaker 2: but selling a dream that really is not attainable for

500
00:26:07,520 --> 00:26:10,800
Speaker 2: the vast majority of people. So I think, I think

501
00:26:10,800 --> 00:26:12,360
Speaker 2: it's hard. I think you're right, you have to cut

502
00:26:12,400 --> 00:26:15,920
Speaker 2: your teeth because that's where you learn the basics.

503
00:26:15,520 --> 00:26:17,080
Speaker 1: And you also learn that there's not what I want

504
00:26:17,119 --> 00:26:20,640
Speaker 1: to do no. I mean sometimes that's pretty important to learn.

505
00:26:21,320 --> 00:26:22,720
Speaker 1: I don't really cut out for this or this is

506
00:26:22,760 --> 00:26:24,760
Speaker 1: not cut out for me. I don't want to do this.

507
00:26:24,800 --> 00:26:26,800
Speaker 1: I don't want to be a lawyer. I don't want

508
00:26:26,840 --> 00:26:29,040
Speaker 1: to work at an engineer. I don't want to be

509
00:26:29,080 --> 00:26:31,399
Speaker 1: a school teacher or a university lecturer. I don't want

510
00:26:31,440 --> 00:26:33,119
Speaker 1: to do that. I want to go do something different.

511
00:26:33,119 --> 00:26:35,159
Speaker 1: But until you know, until you try it, you don't know.

512
00:26:35,800 --> 00:26:39,119
Speaker 1: And I just think that if like, that would be

513
00:26:39,160 --> 00:26:41,920
Speaker 1: my advice. Not, by the way, not everybody is cut

514
00:26:41,920 --> 00:26:43,840
Speaker 1: out to go to university either, because there's some people

515
00:26:43,840 --> 00:26:47,199
Speaker 1: who just don't learn the way universities teach or the

516
00:26:47,200 --> 00:26:49,879
Speaker 1: way schools teach. Because not everybody is cut out to

517
00:26:50,000 --> 00:26:52,639
Speaker 1: learn in the way the system sets you off for learning.

518
00:26:53,480 --> 00:26:57,240
Speaker 1: You know, and some people might have learning difficulties. Doesn't

519
00:26:57,280 --> 00:26:59,240
Speaker 1: mean they're not smart or not intelligent. They might and

520
00:26:59,240 --> 00:27:01,879
Speaker 1: they're not hard work him. Some people have you know,

521
00:27:01,960 --> 00:27:04,240
Speaker 1: they might be dyslexic, et cetera. There's a whole lot

522
00:27:04,280 --> 00:27:06,680
Speaker 1: of issues around these, or they might have socio economic

523
00:27:06,720 --> 00:27:08,760
Speaker 1: environment at home where they've got to get out and

524
00:27:08,800 --> 00:27:11,880
Speaker 1: get a job to help the family. That's slightly different.

525
00:27:11,920 --> 00:27:14,960
Speaker 1: I'm talking about people who are privileged enough, and I

526
00:27:15,000 --> 00:27:17,439
Speaker 1: don't mean they're wealthy, just privileged enough to go to

527
00:27:17,440 --> 00:27:21,120
Speaker 1: the university, sit for the exams, get the past required,

528
00:27:21,560 --> 00:27:23,879
Speaker 1: qualify or matriculated with the words are these days to

529
00:27:23,880 --> 00:27:28,280
Speaker 1: get into a certain course and have the ability to

530
00:27:28,320 --> 00:27:30,879
Speaker 1: sustain themselves during that course, either working at woolies or

531
00:27:30,880 --> 00:27:33,280
Speaker 1: whatever they're going to do, but sustain themselves during the course.

532
00:27:33,480 --> 00:27:35,440
Speaker 1: I think those people should do the course and should

533
00:27:35,480 --> 00:27:37,000
Speaker 1: complete the course, and try and complete the course of

534
00:27:37,080 --> 00:27:40,159
Speaker 1: something you have some interest in. You know, you may

535
00:27:40,240 --> 00:27:42,120
Speaker 1: have been someone might have said to you, become a lawyer,

536
00:27:42,160 --> 00:27:44,560
Speaker 1: because you know your dad might have been a lawyer. Alternatively,

537
00:27:45,160 --> 00:27:46,640
Speaker 1: your dad knew a lawyer, You got an uncle who's

538
00:27:46,640 --> 00:27:48,400
Speaker 1: a lawyer, or you had an uncle who's an architecture,

539
00:27:48,400 --> 00:27:50,760
Speaker 1: you go to architecture, et cetera. I just think it's

540
00:27:50,800 --> 00:27:55,199
Speaker 1: still a good process for women because women will get judged.

541
00:27:55,200 --> 00:27:56,840
Speaker 1: And I don't give a damn what you say. It

542
00:27:57,080 --> 00:27:58,879
Speaker 1: is the case women get judged.

543
00:27:58,920 --> 00:28:01,080
Speaker 2: Oh, you won't get pushed back from me. I totally

544
00:28:01,119 --> 00:28:03,919
Speaker 2: agree with you. I also think that you know the

545
00:28:03,960 --> 00:28:08,280
Speaker 2: reality is from this perspective of studying for these kids.

546
00:28:08,280 --> 00:28:10,880
Speaker 2: It's not even the subject matter, it's just the act

547
00:28:10,920 --> 00:28:13,640
Speaker 2: of putting your mind to something following learning how to learn,

548
00:28:13,760 --> 00:28:16,639
Speaker 2: learning how to learn. Yeah, and and and being aware

549
00:28:16,680 --> 00:28:18,159
Speaker 2: of the fact that there's a lot out there that

550
00:28:18,200 --> 00:28:21,200
Speaker 2: you don't know. The more you know, the more you don't.

551
00:28:21,040 --> 00:28:23,360
Speaker 1: Know, the more you respect what you don't know totally.

552
00:28:24,480 --> 00:28:26,480
Speaker 1: And I think that that's a big issue. But we

553
00:28:26,640 --> 00:28:28,840
Speaker 1: probably I do want to talk to you about basis.

554
00:28:31,200 --> 00:28:32,359
Speaker 1: So I'm going to go to the break. When we

555
00:28:32,400 --> 00:28:34,359
Speaker 1: come back to the break, can you just take me

556
00:28:34,400 --> 00:28:39,120
Speaker 1: through what your thesis was when you before you start

557
00:28:39,120 --> 00:28:41,000
Speaker 1: a basis and what is the moment you decided you

558
00:28:41,000 --> 00:28:43,280
Speaker 1: want to start basis and what was it that inspired

559
00:28:43,320 --> 00:28:45,480
Speaker 1: you or maybe motivated you to start basis. But I'm

560
00:28:45,480 --> 00:28:53,800
Speaker 1: going to go to the brain comes straight back. I'm

561
00:28:53,800 --> 00:28:56,680
Speaker 1: back you with Ariana Henry and we talked about a

562
00:28:56,680 --> 00:28:59,760
Speaker 1: whole lot of stuff in the in the first part

563
00:28:59,760 --> 00:29:02,480
Speaker 1: of the So, but I do want to ask you, now,

564
00:29:03,400 --> 00:29:05,480
Speaker 1: do you remember the time when you thought, hang on,

565
00:29:05,480 --> 00:29:08,160
Speaker 1: I'm going to it up this business ultimately call basis

566
00:29:09,200 --> 00:29:11,240
Speaker 1: and it's time for me to do it. And what

567
00:29:11,320 --> 00:29:13,200
Speaker 1: was it? What was your surrounding, what was happening in

568
00:29:13,240 --> 00:29:14,520
Speaker 1: your life that made you think that way.

569
00:29:16,240 --> 00:29:20,680
Speaker 2: So without wanting the clock back too far, I had

570
00:29:20,880 --> 00:29:24,320
Speaker 2: After I left law, I established a business in the

571
00:29:24,360 --> 00:29:29,560
Speaker 2: fitness industry, of all things, and ran that business with

572
00:29:29,560 --> 00:29:32,080
Speaker 2: my sister, who I had persuaded to come along the

573
00:29:32,160 --> 00:29:34,280
Speaker 2: ride for me. She's an accountant, so the two of

574
00:29:34,360 --> 00:29:36,760
Speaker 2: us cut our teeth.

575
00:29:36,560 --> 00:29:39,040
Speaker 1: And you could, you could sort of compliment each other perfect.

576
00:29:39,080 --> 00:29:42,400
Speaker 2: We stayed out of each other's lanes. She was all

577
00:29:42,440 --> 00:29:44,520
Speaker 2: the engine room in the back and I was in

578
00:29:44,560 --> 00:29:47,920
Speaker 2: the front. And we had that business for ten years,

579
00:29:48,440 --> 00:29:51,479
Speaker 2: and that's where I learned all the mistakes of small business.

580
00:29:53,000 --> 00:29:56,479
Speaker 2: And and you know, I can look back now and

581
00:29:56,520 --> 00:29:59,240
Speaker 2: say it, you know, without coming off as sounding arrogant.

582
00:29:59,280 --> 00:30:02,040
Speaker 2: But that was a a pretty special journey for her

583
00:30:02,080 --> 00:30:04,720
Speaker 2: and I And we ended up selling to fitness first

584
00:30:04,760 --> 00:30:08,600
Speaker 2: and exited that business at the age of what was it,

585
00:30:09,000 --> 00:30:12,880
Speaker 2: thirty six, and you know, gave ourselves a pat on

586
00:30:12,920 --> 00:30:15,800
Speaker 2: the back and earned the right to put our feet

587
00:30:15,880 --> 00:30:20,440
Speaker 2: up for a little bit and started thinking about things

588
00:30:20,520 --> 00:30:24,480
Speaker 2: like family. So that's where I was at the point

589
00:30:24,640 --> 00:30:27,320
Speaker 2: in my life when the idea for Basis came along.

590
00:30:27,720 --> 00:30:30,880
Speaker 2: I lasted a rite twelve months and I got so

591
00:30:31,040 --> 00:30:35,800
Speaker 2: itchy and I sat there. I remember having countless conversations

592
00:30:35,800 --> 00:30:38,160
Speaker 2: with my sister because she had been fantasizing about the

593
00:30:38,200 --> 00:30:41,000
Speaker 2: idea of, you know, doing yoga every day and you know,

594
00:30:41,160 --> 00:30:46,160
Speaker 2: becoming she's an exercise junkie, And we realized really quickly that,

595
00:30:47,280 --> 00:30:49,520
Speaker 2: like so much of what gets us out of bed

596
00:30:49,560 --> 00:30:52,600
Speaker 2: in the morning is like, you know, firing the signapses

597
00:30:52,680 --> 00:30:55,480
Speaker 2: and having a challenge. So we knew we wanted to

598
00:30:55,520 --> 00:30:59,719
Speaker 2: do something, we didn't know what that something was. The

599
00:31:00,000 --> 00:31:04,200
Speaker 2: previous business was a franchise based business, so it was

600
00:31:04,560 --> 00:31:08,480
Speaker 2: very labor intensive. We had really like strong relationships. We

601
00:31:08,520 --> 00:31:12,000
Speaker 2: had eighty five franchisees, so it was the type of

602
00:31:12,000 --> 00:31:14,520
Speaker 2: business that we knew we didn't want second time around

603
00:31:14,600 --> 00:31:17,680
Speaker 2: for the next chapter of our lives. And around the

604
00:31:17,720 --> 00:31:22,280
Speaker 2: same time, a very dear friend of ours who actually

605
00:31:22,680 --> 00:31:25,880
Speaker 2: was our former marketing manager. She had come back from

606
00:31:25,920 --> 00:31:30,120
Speaker 2: New York. Her husband's a pilot, and I remember we

607
00:31:30,160 --> 00:31:32,760
Speaker 2: went for a walk around Centennial Park and she was

608
00:31:32,760 --> 00:31:34,600
Speaker 2: talking about the trip and she just said, you know,

609
00:31:34,760 --> 00:31:38,640
Speaker 2: over there, you know, they're far more progressive in terms

610
00:31:38,640 --> 00:31:41,560
Speaker 2: of what they're doing in the retail space, and personalization

611
00:31:41,680 --> 00:31:45,640
Speaker 2: is very big over there. We had a conversation about why,

612
00:31:45,840 --> 00:31:48,040
Speaker 2: you know, why we thought it was taking off over there,

613
00:31:48,080 --> 00:31:51,720
Speaker 2: and around the same time, I guess we had realized

614
00:31:51,760 --> 00:31:55,120
Speaker 2: that there were already players doing leather goods in the

615
00:31:55,120 --> 00:31:58,880
Speaker 2: personalization space. But we sort of felt like personalization actually

616
00:31:58,880 --> 00:32:01,840
Speaker 2: has a role to play with everyday items. I mean,

617
00:32:02,080 --> 00:32:04,840
Speaker 2: there's a benefit to having your name on certain things,

618
00:32:04,880 --> 00:32:07,800
Speaker 2: you know, things that you take with you everywhere, you know,

619
00:32:07,880 --> 00:32:10,400
Speaker 2: your water bottle, your coffee cup, those types of things.

620
00:32:10,440 --> 00:32:14,080
Speaker 2: So the genesis kind of came out of this idea of, well, okay,

621
00:32:14,120 --> 00:32:17,400
Speaker 2: if personalization is a trend which is emerging in the

622
00:32:17,440 --> 00:32:21,240
Speaker 2: retail space, is there a world where we could marry

623
00:32:21,400 --> 00:32:26,240
Speaker 2: you know, designing really beautiful everyday essentials and then giving

624
00:32:26,440 --> 00:32:29,360
Speaker 2: the power of personalization to the customer, but doing it

625
00:32:29,400 --> 00:32:32,240
Speaker 2: in such a way that it's not you know, you

626
00:32:32,320 --> 00:32:35,600
Speaker 2: do it you wait six weeks that we really you know,

627
00:32:36,440 --> 00:32:39,840
Speaker 2: make that sort of process a short and sharp, easy process,

628
00:32:39,880 --> 00:32:41,880
Speaker 2: so that it's no different to going to the shop

629
00:32:41,920 --> 00:32:43,000
Speaker 2: and buying something, so.

630
00:32:43,360 --> 00:32:46,000
Speaker 1: Sort of more instant yeah, which we're.

631
00:32:45,840 --> 00:32:48,360
Speaker 2: Really proud to say we turn things around within three

632
00:32:48,400 --> 00:32:52,160
Speaker 2: business days. So we have actually been able to achieve that.

633
00:32:52,240 --> 00:32:54,200
Speaker 2: So that was that was It was a walk around

634
00:32:54,240 --> 00:32:57,640
Speaker 2: Centennial Park me realizing that I was bought out of

635
00:32:57,680 --> 00:33:01,320
Speaker 2: my brain at the same time that a dear friend

636
00:33:01,360 --> 00:33:03,800
Speaker 2: had sort of suggested that this was something that was

637
00:33:03,840 --> 00:33:05,600
Speaker 2: happening a lot more in the States than it was

638
00:33:05,600 --> 00:33:06,200
Speaker 2: happening here.

639
00:33:06,400 --> 00:33:08,680
Speaker 1: Did you do the usual thing though, Okay, great idea,

640
00:33:08,720 --> 00:33:10,680
Speaker 1: write it down, talk to your sister or whoever you

641
00:33:10,680 --> 00:33:12,960
Speaker 1: talk to about then started thinking about how should all

642
00:33:13,000 --> 00:33:16,240
Speaker 1: the problems always? Yeah, did you because you know, lawyers

643
00:33:16,320 --> 00:33:21,600
Speaker 1: unfortunately pull things apart, not unfortunately, that's how it works.

644
00:33:22,040 --> 00:33:24,880
Speaker 1: And and then you start pulling and paying, Oh my god,

645
00:33:24,920 --> 00:33:27,280
Speaker 1: that could be a problem manufacturing. This could be probably

646
00:33:27,360 --> 00:33:30,400
Speaker 1: like there's a series of problems. Did they become an

647
00:33:30,800 --> 00:33:33,040
Speaker 1: and did any states have become overwarming? And if so,

648
00:33:33,080 --> 00:33:33,640
Speaker 1: what did you do?

649
00:33:34,280 --> 00:33:39,800
Speaker 2: So? Uh, the genesis of other idea from Jess just

650
00:33:39,840 --> 00:33:43,640
Speaker 2: your sister, No, Jess is the friend yep. So as

651
00:33:43,680 --> 00:33:45,960
Speaker 2: the conversations evolved, we decided if we're going to do it,

652
00:33:46,000 --> 00:33:49,760
Speaker 2: we were going to do it as a threesome. Because

653
00:33:50,040 --> 00:33:52,360
Speaker 2: Jess comes from a really strong pr background. She's a

654
00:33:52,480 --> 00:33:56,480
Speaker 2: she's a marketing weapon. So we thought, okay, well, let's

655
00:33:56,480 --> 00:33:59,920
Speaker 2: see if this thing's got teeth. Actually, of the three

656
00:34:00,160 --> 00:34:04,640
Speaker 2: of us, I've got rose colored glasses, so I optoms. Ah,

657
00:34:04,840 --> 00:34:07,440
Speaker 2: I'm such an optimist, and it shits my sister to

658
00:34:07,520 --> 00:34:11,400
Speaker 2: tears because she is. She's glass half empty. She's the

659
00:34:11,400 --> 00:34:15,280
Speaker 2: one that pokes the holes in everything. So very quickly

660
00:34:16,360 --> 00:34:20,880
Speaker 2: she was looking basically at the products themselves and doing

661
00:34:21,200 --> 00:34:25,040
Speaker 2: back of envelopes sort of gross margin and saying, wow,

662
00:34:25,120 --> 00:34:28,040
Speaker 2: if we can't make a seventy six percent gross margin

663
00:34:28,080 --> 00:34:30,640
Speaker 2: on these products, this is a business just couldn't fly

664
00:34:31,200 --> 00:34:33,160
Speaker 2: as soon as you start layering in all the overheads

665
00:34:33,160 --> 00:34:36,759
Speaker 2: and everything. And I think, for me, that's why I

666
00:34:36,800 --> 00:34:40,760
Speaker 2: mean to be honest, like she's the reason we're still here.

667
00:34:41,040 --> 00:34:43,719
Speaker 2: Like the first time around, she was so young, but

668
00:34:43,880 --> 00:34:46,600
Speaker 2: she cut her teeth on that first business, understanding the

669
00:34:46,640 --> 00:34:51,000
Speaker 2: importance of cash flow, the importance of you know, preserving

670
00:34:51,440 --> 00:34:54,200
Speaker 2: things like gross margin that are coming into it. In

671
00:34:54,239 --> 00:34:56,600
Speaker 2: a second time, it was almost like we had a

672
00:34:56,600 --> 00:34:58,480
Speaker 2: bit of a head start in terms of what the

673
00:34:58,520 --> 00:35:02,600
Speaker 2: formula needed to be. So there was a good three

674
00:35:02,680 --> 00:35:07,399
Speaker 2: months of starting to familiarize ourselves with this space because

675
00:35:07,440 --> 00:35:11,040
Speaker 2: we didn't know anything about it from a retail perspective.

676
00:35:11,840 --> 00:35:15,480
Speaker 2: We had a really strong feeling that there was a

677
00:35:16,200 --> 00:35:19,760
Speaker 2: consumer appetite for it. The problem was could the numbers

678
00:35:19,760 --> 00:35:20,279
Speaker 2: stack up?

679
00:35:20,600 --> 00:35:21,680
Speaker 1: Do you do research for that?

680
00:35:22,160 --> 00:35:25,200
Speaker 2: Yeah, so we use a lot of like trend analysis tools.

681
00:35:25,200 --> 00:35:28,279
Speaker 2: We did from the outset. So we sort of said, okay, well,

682
00:35:28,600 --> 00:35:30,799
Speaker 2: we're only going to start with five products. What would

683
00:35:30,800 --> 00:35:35,040
Speaker 2: those five products be? We jumped onto Google trends. We

684
00:35:35,080 --> 00:35:37,759
Speaker 2: started to look at search volumes per month for the

685
00:35:37,800 --> 00:35:40,719
Speaker 2: types of products we were looking for, and to be

686
00:35:40,760 --> 00:35:43,080
Speaker 2: honest of the sort of ten or so that we

687
00:35:43,120 --> 00:35:45,680
Speaker 2: had ideas for five of them, they didn't even touch

688
00:35:45,719 --> 00:35:47,919
Speaker 2: the sides. I think it was like, you know, five

689
00:35:48,000 --> 00:35:50,520
Speaker 2: thousand people a month are looking for it. I'm like, well,

690
00:35:51,160 --> 00:35:53,480
Speaker 2: we're never going to be able to make it work

691
00:35:53,520 --> 00:35:58,839
Speaker 2: with globally in Australia. Yeah, so we started with Australia.

692
00:35:58,960 --> 00:36:01,120
Speaker 2: So we narrowed it down to five that had a

693
00:36:01,160 --> 00:36:05,359
Speaker 2: really healthy what were they doing? Yeah? So the water

694
00:36:05,360 --> 00:36:09,839
Speaker 2: bottles was one. I think this was coming into this hole.

695
00:36:10,000 --> 00:36:12,440
Speaker 1: This is this comfort bottle or as a water bottles.

696
00:36:12,280 --> 00:36:13,760
Speaker 2: An actual like drink bottle.

697
00:36:13,880 --> 00:36:14,080
Speaker 1: Yeah.

698
00:36:14,280 --> 00:36:18,440
Speaker 2: So this was all around this whole rhetoric around disposal

699
00:36:18,480 --> 00:36:21,680
Speaker 2: of getting rid of single use plastics, and so we're like, okay,

700
00:36:21,719 --> 00:36:24,480
Speaker 2: well there's going to be potentially a drive in this direction.

701
00:36:24,520 --> 00:36:27,160
Speaker 2: Maybe we should see if there's legs for it in

702
00:36:27,160 --> 00:36:31,960
Speaker 2: that sense. So reusable coffee cup was one, the water

703
00:36:31,960 --> 00:36:35,480
Speaker 2: bottle was the other. There were obviously some like reusable

704
00:36:35,520 --> 00:36:38,960
Speaker 2: travel accessories that came up in the pipe at the beginning,

705
00:36:39,239 --> 00:36:43,040
Speaker 2: and we're talking like two hundred three hundred thousand searches

706
00:36:43,360 --> 00:36:46,719
Speaker 2: a month for the category, and we sort of felt

707
00:36:46,760 --> 00:36:49,279
Speaker 2: like that was a safety zone for us. We didn't

708
00:36:49,280 --> 00:36:52,040
Speaker 2: want to go, you know, trying to sell something to

709
00:36:52,080 --> 00:36:54,080
Speaker 2: people that they weren't looking for to start with.

710
00:36:54,400 --> 00:36:57,160
Speaker 1: And then in terms of the design, Yeah.

711
00:36:57,320 --> 00:37:00,600
Speaker 2: So that was probably the greatest, the deepest part of

712
00:37:00,640 --> 00:37:01,400
Speaker 2: the learning curve.

713
00:37:02,120 --> 00:37:04,120
Speaker 1: What people want, What people.

714
00:37:03,880 --> 00:37:07,880
Speaker 2: Want now it's easy. So like, for example, last week,

715
00:37:08,400 --> 00:37:10,640
Speaker 2: we know the product that we want to do, we

716
00:37:10,719 --> 00:37:13,160
Speaker 2: put together a survey. We've got a database over one

717
00:37:13,200 --> 00:37:16,600
Speaker 2: hundred thousand now, so we flick the survey out and

718
00:37:16,640 --> 00:37:19,120
Speaker 2: we ask them what they want and we just come

719
00:37:19,200 --> 00:37:23,680
Speaker 2: up with, you know, five really simple questions and the

720
00:37:23,719 --> 00:37:27,880
Speaker 2: answer always reveals itself so clearly, and it's almost always

721
00:37:27,920 --> 00:37:31,359
Speaker 2: not what I thought. So, uh, everyone jokes that if

722
00:37:31,400 --> 00:37:33,400
Speaker 2: I like it, there's a very strong chance that I

723
00:37:34,280 --> 00:37:38,400
Speaker 2: won't work. I'm the litmus test for what we shouldn't do.

724
00:37:39,719 --> 00:37:41,960
Speaker 2: So that's that's it's brilliant now, But in the beginning

725
00:37:41,960 --> 00:37:43,120
Speaker 2: it was a bit yes.

726
00:37:43,640 --> 00:37:48,160
Speaker 1: Yeah, and so you're I did see in the notes

727
00:37:48,160 --> 00:37:52,319
Speaker 1: that somehow Oprah winfy I had one of your drink

728
00:37:52,320 --> 00:37:54,160
Speaker 1: bottles or something. What's the story around that?

729
00:37:54,200 --> 00:37:57,840
Speaker 2: I know, I mean, I feel like I feel like

730
00:37:57,880 --> 00:38:00,359
Speaker 2: it's one of those things that you think, oh, that

731
00:38:00,480 --> 00:38:03,080
Speaker 2: just doesn't ever happen to anyone, but it actually did.

732
00:38:03,200 --> 00:38:04,320
Speaker 1: How did she get the bottle? You know?

733
00:38:04,640 --> 00:38:07,759
Speaker 2: Yeah, So we haven't launched officially in the States, and

734
00:38:07,760 --> 00:38:11,719
Speaker 2: we still haven't where. We don't like spreading ourselves too thin.

735
00:38:12,040 --> 00:38:14,000
Speaker 2: I don't know if this is the right or wrong strategy,

736
00:38:14,040 --> 00:38:16,799
Speaker 2: but we really want to nail things down hard here

737
00:38:16,880 --> 00:38:19,400
Speaker 2: first before we go. So I think we're right at

738
00:38:19,400 --> 00:38:22,320
Speaker 2: the cusp now. I think we've ironed out all the

739
00:38:22,440 --> 00:38:25,120
Speaker 2: kinks in our so we're ready to roll. So it

740
00:38:25,239 --> 00:38:28,239
Speaker 2: still blows my mind that she did stumble across it.

741
00:38:28,360 --> 00:38:33,440
Speaker 2: She obviously has a team. Her event manager was organizing

742
00:38:33,480 --> 00:38:36,680
Speaker 2: a birthday party for Oprah's best friend in Hawaii, and

743
00:38:36,760 --> 00:38:40,759
Speaker 2: so we got a corporate inquiry because we almost half

744
00:38:40,800 --> 00:38:44,680
Speaker 2: of our business now is corporate merch which is growing

745
00:38:44,840 --> 00:38:46,880
Speaker 2: a lot faster than any other side of the business.

746
00:38:46,920 --> 00:38:50,120
Speaker 2: And so it was an order for I think sixty units,

747
00:38:50,120 --> 00:38:52,720
Speaker 2: which is not big for us. We didn't really pay attention,

748
00:38:52,840 --> 00:38:58,719
Speaker 2: but it was O W Enterprises was the invoice out

749
00:38:58,760 --> 00:38:59,280
Speaker 2: to get.

750
00:38:59,360 --> 00:39:01,279
Speaker 1: Who picked it up? None of us, many of you

751
00:39:01,560 --> 00:39:03,320
Speaker 1: where your staff, no one.

752
00:39:04,280 --> 00:39:08,399
Speaker 2: We're our print manager printed Oprah to the bottle and

753
00:39:08,600 --> 00:39:12,799
Speaker 2: we still didn't flinch. And then one week later, I

754
00:39:12,840 --> 00:39:17,680
Speaker 2: think it was Oprah is doing a story on Instagram

755
00:39:17,880 --> 00:39:20,840
Speaker 2: and she's holding the bottle in her hand and says,

756
00:39:20,960 --> 00:39:24,960
Speaker 2: I've discovered one of the best bottles and it's got

757
00:39:24,960 --> 00:39:28,680
Speaker 2: my name on it, and she's holding our bottle. And

758
00:39:28,760 --> 00:39:31,560
Speaker 2: so the only way we actually found out was that

759
00:39:31,960 --> 00:39:34,640
Speaker 2: our SEO manager rang up and said, oh, what's going

760
00:39:34,680 --> 00:39:38,960
Speaker 2: on with the website, because you've just had the biggest

761
00:39:39,000 --> 00:39:41,960
Speaker 2: spike of traffic. It's like the mount everest of traffic

762
00:39:42,040 --> 00:39:45,640
Speaker 2: to your website. And we did a bit of digging in.

763
00:39:46,120 --> 00:39:47,279
Speaker 2: That's when we worked it out.

764
00:39:47,400 --> 00:39:50,760
Speaker 1: So what are your product lines now? So Manhammi SKWS,

765
00:39:50,760 --> 00:39:51,000
Speaker 1: do you.

766
00:39:50,960 --> 00:39:54,000
Speaker 2: Have so we're up to thirty SKUs. We've got eight

767
00:39:54,120 --> 00:39:56,120
Speaker 2: coming before the end of the year, so we're really

768
00:39:57,000 --> 00:40:00,799
Speaker 2: at the moment now we think that the where the

769
00:40:00,800 --> 00:40:03,480
Speaker 2: growth is coming from outside of market growth is really

770
00:40:03,520 --> 00:40:08,279
Speaker 2: getting fat depth of product range, because we've got a

771
00:40:08,320 --> 00:40:13,200
Speaker 2: really healthy repeat customer rate and so obviously we're fortunate

772
00:40:13,320 --> 00:40:15,600
Speaker 2: enough that the customers are liking what they see and

773
00:40:15,640 --> 00:40:16,879
Speaker 2: so we want to hold onto them.

774
00:40:17,680 --> 00:40:23,800
Speaker 1: Giving your stuff is fairly sustainable in terms of environmentally sustainable,

775
00:40:23,800 --> 00:40:26,880
Speaker 1: et cetera. That sort of suggests to me repeat customers

776
00:40:27,200 --> 00:40:29,680
Speaker 1: wouldn't be a thing because you make something that lasts

777
00:40:29,680 --> 00:40:30,480
Speaker 1: a bloody long time.

778
00:40:30,560 --> 00:40:32,440
Speaker 2: Yeah. Well, actually, so funny should say that, because one

779
00:40:32,480 --> 00:40:34,359
Speaker 2: of the very first things that my sister Anthea said

780
00:40:34,360 --> 00:40:36,080
Speaker 2: when we're talking about the business is she's like, it's

781
00:40:36,120 --> 00:40:40,080
Speaker 2: not consumable. This is shit. Thinking that it is important

782
00:40:40,120 --> 00:40:42,239
Speaker 2: to have a business that has this sort of like

783
00:40:42,880 --> 00:40:44,520
Speaker 2: consumable element to it.

784
00:40:44,520 --> 00:40:47,680
Speaker 1: It needs to be repeat business. That's a difficult question.

785
00:40:47,680 --> 00:40:51,040
Speaker 1: Investor will say, why would your people keep why would

786
00:40:51,040 --> 00:40:53,239
Speaker 1: someone keep coming back and buying more from you? Because

787
00:40:53,239 --> 00:40:55,839
Speaker 1: you don't want to make something so good no one

788
00:40:55,840 --> 00:40:58,239
Speaker 1: ever needs to buy another one, but just sort of

789
00:40:58,239 --> 00:41:00,719
Speaker 1: do it. It's a bit weird, but from a's point of.

790
00:41:00,719 --> 00:41:03,799
Speaker 2: View talking about it, it is I think, So I

791
00:41:03,800 --> 00:41:05,879
Speaker 2: guess that comes back to the depth. So you get

792
00:41:05,880 --> 00:41:08,440
Speaker 2: them sticky on the first product, hoping they'll come back.

793
00:41:08,280 --> 00:41:11,680
Speaker 1: For more, buy one for their friend as opposed to

794
00:41:11,760 --> 00:41:13,359
Speaker 1: one for themselves, or they might have lost their own.

795
00:41:13,440 --> 00:41:15,360
Speaker 1: But it's not something. It's not because they've got destroyed

796
00:41:15,400 --> 00:41:15,800
Speaker 1: or anything.

797
00:41:15,880 --> 00:41:19,239
Speaker 2: No, and we've become a very strong gifting element, so

798
00:41:19,320 --> 00:41:22,520
Speaker 2: we do. We were geeks when it comes to the data,

799
00:41:22,719 --> 00:41:26,640
Speaker 2: and overwhelmingly we are a gifting product. I think we're

800
00:41:26,680 --> 00:41:29,680
Speaker 2: trying to price point everything where we can fifty bucks

801
00:41:29,719 --> 00:41:34,520
Speaker 2: an under because in this like in this climate, you know,

802
00:41:34,560 --> 00:41:37,120
Speaker 2: the reality is people don't have the capacity to be

803
00:41:37,160 --> 00:41:41,000
Speaker 2: splashing cash around, and so our premise is it's good quality,

804
00:41:41,840 --> 00:41:43,719
Speaker 2: but we make it as lean and mean as we can.

805
00:41:43,800 --> 00:41:45,919
Speaker 2: That's why we run such a lean chip because we're

806
00:41:45,960 --> 00:41:48,120
Speaker 2: not in the position we don't want to be adding.

807
00:41:47,920 --> 00:41:51,080
Speaker 1: For controlling overheads. Yeah, which means it disallows you from

808
00:41:51,080 --> 00:41:53,520
Speaker 1: being able to maintain a price point, or at least

809
00:41:53,520 --> 00:41:56,560
Speaker 1: being able to maintain your margine. You're seventy four percent

810
00:41:56,560 --> 00:41:59,479
Speaker 1: margin and your sister likes to see. Yeah, how many

811
00:42:00,040 --> 00:42:02,400
Speaker 1: past you say you had again? Coming up to thirty

812
00:42:02,440 --> 00:42:05,359
Speaker 1: and you're going to release five coming up eight before

813
00:42:05,360 --> 00:42:07,760
Speaker 1: the end of this year. And are we still talking

814
00:42:07,760 --> 00:42:11,480
Speaker 1: about as gifting means? I could go on to your website.

815
00:42:11,480 --> 00:42:12,319
Speaker 1: What's your website by the.

816
00:42:12,320 --> 00:42:14,840
Speaker 2: Way, So it's basis dot com, b B.

817
00:42:15,040 --> 00:42:19,920
Speaker 1: E y S Basis Basis dot com. I could go

818
00:42:20,000 --> 00:42:23,839
Speaker 1: and then I could give something for well, Father's Day

819
00:42:23,840 --> 00:42:27,800
Speaker 1: and Mother's Days over and most of my birthday's family

820
00:42:27,840 --> 00:42:30,279
Speaker 1: birthdays are over. Christmas is coming up, I guess, so

821
00:42:30,560 --> 00:42:32,800
Speaker 1: I could so corporately going there and say, let's I

822
00:42:32,840 --> 00:42:35,480
Speaker 1: want to give all the staff something. What are the

823
00:42:35,480 --> 00:42:36,920
Speaker 1: sorts of things that you'd be looking at?

824
00:42:37,800 --> 00:42:41,640
Speaker 2: So, actually, corporate has been a real driver in how

825
00:42:41,640 --> 00:42:43,040
Speaker 2: we're pivoting a bit with exkews.

826
00:42:43,120 --> 00:42:44,879
Speaker 1: So I want to give everyone a Christmas present, okay?

827
00:42:45,040 --> 00:42:46,080
Speaker 1: Or a gift at Christmas?

828
00:42:46,160 --> 00:42:48,960
Speaker 2: Yeah, well, what would you typically give your.

829
00:42:48,920 --> 00:42:51,279
Speaker 1: I don't know the answer to that, so, but you know,

830
00:42:51,920 --> 00:42:54,400
Speaker 1: be honestly, Okay, that job is someone in the organization

831
00:42:54,480 --> 00:42:56,080
Speaker 1: and they put up four or five different things to

832
00:42:56,120 --> 00:42:57,640
Speaker 1: me and say, what do you reckon? I wouldn't even

833
00:42:57,640 --> 00:42:59,799
Speaker 1: get to see they'd just make the decision. But like,

834
00:42:59,800 --> 00:43:00,959
Speaker 1: I'm up, what would you say?

835
00:43:01,200 --> 00:43:05,239
Speaker 2: Yeah, so we've got practicality. It has to be about practicality,

836
00:43:05,280 --> 00:43:09,360
Speaker 2: but with an edge, you know, like we're not creating

837
00:43:09,440 --> 00:43:13,400
Speaker 2: products that are mind blowing or groundbreaking. But for example,

838
00:43:13,440 --> 00:43:16,440
Speaker 2: so we've got tech, So we've got beautiful laptop cases,

839
00:43:16,560 --> 00:43:22,719
Speaker 2: we've got air podcases. From a stationary standpoint, we've got notebooks,

840
00:43:22,800 --> 00:43:25,719
Speaker 2: leather bound notebooks. But we've gone and we've we get

841
00:43:25,800 --> 00:43:28,759
Speaker 2: a team of industrial designers to come up with just

842
00:43:29,120 --> 00:43:31,040
Speaker 2: trying to put a bit of a creative edge on

843
00:43:31,080 --> 00:43:35,359
Speaker 2: what is effecting. Make something beautiful, make something beautiful, tactile, exactly.

844
00:43:35,160 --> 00:43:37,600
Speaker 1: Nice to touch, nice to look at. Yeah, there's something

845
00:43:37,600 --> 00:43:40,080
Speaker 1: I'm happy to and I'm more likely like do you

846
00:43:40,120 --> 00:43:41,400
Speaker 1: do a yoga mat? For example?

847
00:43:41,560 --> 00:43:44,600
Speaker 2: You know what that's that's a personalized one of the

848
00:43:44,640 --> 00:43:47,719
Speaker 2: ones and really, well we're debating about it. We've got

849
00:43:48,760 --> 00:43:49,399
Speaker 2: do you think that's good?

850
00:43:49,480 --> 00:43:51,080
Speaker 1: Yeah? I would like that. I mean I would do that.

851
00:43:51,120 --> 00:43:53,120
Speaker 1: I would give that to my female Well, I give

852
00:43:53,120 --> 00:43:54,719
Speaker 1: it to a male stuff? Do I would? I would say,

853
00:43:55,360 --> 00:43:58,560
Speaker 1: you know, hopefully someone in your family can use this.

854
00:43:58,640 --> 00:44:00,400
Speaker 2: Yea, we might need to do a mark for a

855
00:44:00,520 --> 00:44:01,200
Speaker 2: limited edition.

856
00:44:03,680 --> 00:44:06,200
Speaker 1: But I actually a bit a good quality one that's

857
00:44:06,239 --> 00:44:09,479
Speaker 1: been like an industrial designer that what you're talking about,

858
00:44:09,880 --> 00:44:13,640
Speaker 1: who can look at what is best for it in

859
00:44:13,719 --> 00:44:15,400
Speaker 1: terms of yoga mat because a lot of my crap.

860
00:44:16,200 --> 00:44:18,120
Speaker 2: Yeah, and I mean this is the problem now, like

861
00:44:18,320 --> 00:44:21,640
Speaker 2: we've got, you know, the likes of TEAMUS hitting the

862
00:44:21,920 --> 00:44:24,720
Speaker 2: of the market and really really contaminating.

863
00:44:25,080 --> 00:44:27,439
Speaker 1: I get so disappointed by something I do anyway because

864
00:44:27,440 --> 00:44:29,480
Speaker 1: I go, fuck, it didn't look anything like yes what

865
00:44:29,520 --> 00:44:30,360
Speaker 1: I saw on Instagram.

866
00:44:30,440 --> 00:44:33,440
Speaker 2: Yes, it's like it's like going on a bad day,

867
00:44:33,560 --> 00:44:35,640
Speaker 2: you know, going into it. And then you're like, I

868
00:44:35,640 --> 00:44:36,480
Speaker 2: should have known.

869
00:44:37,640 --> 00:44:40,080
Speaker 1: Anyway, we won't go down that train. But but it's

870
00:44:40,280 --> 00:44:43,120
Speaker 1: it's got me plenty of times. But like it was

871
00:44:43,360 --> 00:44:47,879
Speaker 1: like for me anyway, a yoga mat would be I think,

872
00:44:47,920 --> 00:44:50,240
Speaker 1: I mean, I don't make that decision in my business

873
00:44:50,280 --> 00:44:53,200
Speaker 1: because I'm hopeless, so that's someone also make the decision.

874
00:44:53,200 --> 00:44:55,200
Speaker 1: But I just think that would be a great gift

875
00:44:55,239 --> 00:44:57,200
Speaker 1: to give to people Christmas. Even if you don't do yoga,

876
00:44:57,200 --> 00:45:00,319
Speaker 1: you will know somebody does do yoga, but pro can't

877
00:45:00,320 --> 00:45:03,520
Speaker 1: personalize it then, But but how would you personalize it?

878
00:45:03,560 --> 00:45:05,440
Speaker 1: Does it say? Does it say, have your name on

879
00:45:06,200 --> 00:45:07,759
Speaker 1: the individual's name on it. Is that how it works?

880
00:45:07,960 --> 00:45:11,880
Speaker 2: Yeah, So on the on the website, you've got about

881
00:45:12,320 --> 00:45:15,839
Speaker 2: we say, we've got three hundred personalization options. So you

882
00:45:15,880 --> 00:45:18,960
Speaker 2: put your text in. You can pick the placement of

883
00:45:19,000 --> 00:45:20,600
Speaker 2: your text, you can pick the size of your text,

884
00:45:20,640 --> 00:45:23,719
Speaker 2: you can pick the font. So you know, when you

885
00:45:23,760 --> 00:45:26,960
Speaker 2: put that all together, you basically, aside from the fact

886
00:45:27,000 --> 00:45:30,320
Speaker 2: that you can't write, you know, love and peace on

887
00:45:30,600 --> 00:45:33,839
Speaker 2: one of the items, the character limit is the only

888
00:45:33,840 --> 00:45:36,160
Speaker 2: thing that really stops you from making exactly as you

889
00:45:36,200 --> 00:45:36,600
Speaker 2: want it.

890
00:45:37,000 --> 00:45:39,240
Speaker 1: Can you can you say a little like a little

891
00:45:39,560 --> 00:45:41,440
Speaker 1: could you put a like a little phrase?

892
00:45:41,680 --> 00:45:44,920
Speaker 2: Yeah, we get so many phrases we actually don't have

893
00:45:45,040 --> 00:45:48,319
Speaker 2: Like end of month, the fulfillment team will pick out

894
00:45:48,360 --> 00:45:50,560
Speaker 2: something that you know, either made them love. I mean,

895
00:45:50,560 --> 00:45:53,480
Speaker 2: there's some really controversial stuff that gets printed on our

896
00:45:54,120 --> 00:45:56,279
Speaker 2: yeah I can imagine. Yeah, a lot of a lot

897
00:45:56,280 --> 00:45:58,239
Speaker 2: of X rated stuff as well too, which I don't

898
00:45:58,239 --> 00:45:59,840
Speaker 2: know why you ever want that on your water bottle,

899
00:45:59,840 --> 00:46:04,840
Speaker 2: but people do so. Yeah, so it's really anything the

900
00:46:04,840 --> 00:46:05,560
Speaker 2: sky's the limit.

901
00:46:06,040 --> 00:46:08,600
Speaker 1: That's good because that's funny. I went to a place

902
00:46:08,640 --> 00:46:12,080
Speaker 1: the other day and they gave me I was just

903
00:46:12,120 --> 00:46:13,680
Speaker 1: trying this joint out. I won't say what it's called,

904
00:46:13,680 --> 00:46:15,080
Speaker 1: but I was just trying to place out and they

905
00:46:15,080 --> 00:46:16,960
Speaker 1: gave me a water bottle and a water bottle and

906
00:46:17,000 --> 00:46:19,279
Speaker 1: a hoodie because it was the middle of winter at

907
00:46:19,280 --> 00:46:21,920
Speaker 1: the time, but they had their brand all over it.

908
00:46:22,680 --> 00:46:25,799
Speaker 1: And I won't wear it for a whole lot of

909
00:46:25,800 --> 00:46:29,000
Speaker 1: reasons because you know, I don't advertise anyone else's brand

910
00:46:29,440 --> 00:46:34,400
Speaker 1: for commercial reasons. But if it had had if it

911
00:46:34,440 --> 00:46:36,520
Speaker 1: had to be personalized to me, like if they knew

912
00:46:36,520 --> 00:46:38,320
Speaker 1: I was coming, they knew I was coming to the

913
00:46:38,440 --> 00:46:41,759
Speaker 1: singing they and if they have given me water, going

914
00:46:41,800 --> 00:46:44,640
Speaker 1: on to your website and ordered this in advance, and

915
00:46:44,680 --> 00:46:48,960
Speaker 1: then it had you know mark, you know, welcome to

916
00:46:49,040 --> 00:46:51,120
Speaker 1: whatever it is. I don't know whatever they put on there,

917
00:46:51,520 --> 00:46:54,400
Speaker 1: but it was more personal to me, and as well

918
00:46:54,400 --> 00:46:56,799
Speaker 1: as the hoodie. If it was personalise to me, and

919
00:46:56,840 --> 00:47:00,120
Speaker 1: they could have asked me, you know, perhaps what what

920
00:47:00,480 --> 00:47:02,760
Speaker 1: could have asked someone in my team what it would

921
00:47:02,920 --> 00:47:04,840
Speaker 1: is what I would like to have on there, for example,

922
00:47:05,440 --> 00:47:06,879
Speaker 1: I would be more likely to wear it.

923
00:47:07,239 --> 00:47:08,400
Speaker 2: Yeah, and now I.

924
00:47:09,560 --> 00:47:11,239
Speaker 1: Honestly I gave it to Saint Vincent's like I thought,

925
00:47:11,239 --> 00:47:12,840
Speaker 1: I'm not going to wear that. So I had to

926
00:47:12,880 --> 00:47:15,560
Speaker 1: actually put in one of those collection bins, you know,

927
00:47:15,600 --> 00:47:17,719
Speaker 1: And I felt like real dead shit, like I thought,

928
00:47:17,760 --> 00:47:20,920
Speaker 1: were you you but id because I've already got hoodies.

929
00:47:20,920 --> 00:47:26,600
Speaker 1: But I thought ungrateful bugger, you know, like. But then

930
00:47:26,600 --> 00:47:27,920
Speaker 1: I thought, no, but I'm not going to use it.

931
00:47:27,920 --> 00:47:31,040
Speaker 1: I'm not going to leave that story in my cupboard

932
00:47:31,320 --> 00:47:33,359
Speaker 1: and never wear it. It could sit there for twenty

933
00:47:33,440 --> 00:47:35,920
Speaker 1: years and there be somebody out there who'd probably think

934
00:47:36,000 --> 00:47:37,960
Speaker 1: is good. So I'm also give it away for free.

935
00:47:39,040 --> 00:47:41,560
Speaker 1: But it become a hassle for me because these people

936
00:47:41,600 --> 00:47:42,840
Speaker 1: gave me something to become a hassle for me. I

937
00:47:42,840 --> 00:47:45,719
Speaker 1: started thinking about it. I started guilt tripping about it.

938
00:47:47,200 --> 00:47:48,640
Speaker 1: Then I had to go on my way to drop

939
00:47:48,680 --> 00:47:52,040
Speaker 1: it off, like the whole process, and I was just

940
00:47:52,120 --> 00:47:54,359
Speaker 1: thinking something. I never thought about that at the time,

941
00:47:54,400 --> 00:47:56,839
Speaker 1: but what you offer, but your offering is much more

942
00:47:56,880 --> 00:47:59,000
Speaker 1: practical and smarter. It's actually a better out on for

943
00:47:59,000 --> 00:48:00,440
Speaker 1: me because I would have been much I would have

944
00:48:00,560 --> 00:48:01,520
Speaker 1: thought that was much cooler.

945
00:48:01,840 --> 00:48:04,200
Speaker 2: Yeah, and I don't know. I think there's something about personalizay.

946
00:48:04,239 --> 00:48:06,160
Speaker 2: I mean it appeals to the ego, right, like we

947
00:48:06,280 --> 00:48:09,279
Speaker 2: want to see out something about ourselves, like on our

948
00:48:09,600 --> 00:48:11,680
Speaker 2: on you know, things that we have even.

949
00:48:11,880 --> 00:48:14,520
Speaker 1: Name, but maybe something that they ring my team up

950
00:48:14,560 --> 00:48:18,880
Speaker 1: and they said, my team likes Mark likes I know,

951
00:48:19,480 --> 00:48:22,160
Speaker 1: Koalas or an image of a gorilla on there or something, right,

952
00:48:22,719 --> 00:48:23,520
Speaker 1: that would have been cool.

953
00:48:23,719 --> 00:48:26,800
Speaker 2: Yeah, absolutely, Well, actually some of our big corporates have

954
00:48:26,880 --> 00:48:29,440
Speaker 2: got cottoned onto that. So what we do as a

955
00:48:29,520 --> 00:48:33,440
Speaker 2: service is we actually build a page which is unique

956
00:48:33,480 --> 00:48:36,319
Speaker 2: to the corporate and so then you know, we've just

957
00:48:36,360 --> 00:48:38,880
Speaker 2: finished this for a very big bank which I won't

958
00:48:38,920 --> 00:48:42,200
Speaker 2: say which one, And basically they were giving four hundred

959
00:48:42,239 --> 00:48:45,960
Speaker 2: gifts to employees that have performed particularly well, and so

960
00:48:46,120 --> 00:48:50,120
Speaker 2: they actually just gave them all a QR code. We

961
00:48:50,239 --> 00:48:53,440
Speaker 2: built a bespoke landing page for them, and every employee

962
00:48:53,440 --> 00:48:56,000
Speaker 2: went on and they put exactly what they wanted on it.

963
00:48:56,080 --> 00:48:58,480
Speaker 2: That's cool And then obviously that is a bit more

964
00:48:58,560 --> 00:49:01,799
Speaker 2: legwork for us. But in terms of the impact of.

965
00:49:01,840 --> 00:49:03,399
Speaker 1: If you charge with the bank will pay for it.

966
00:49:03,680 --> 00:49:05,680
Speaker 2: Yeah, And at the end of the day, that meant

967
00:49:05,719 --> 00:49:08,319
Speaker 2: that everyone was a winner, really, I mean, we obviously were,

968
00:49:08,360 --> 00:49:11,280
Speaker 2: but it meant that the banks were not just pissing

969
00:49:11,360 --> 00:49:13,120
Speaker 2: money up or wall. They were gifting something that was

970
00:49:13,200 --> 00:49:16,319
Speaker 2: genuinely going to be used and valued valuab.

971
00:49:16,120 --> 00:49:18,759
Speaker 1: I mean that's very interesting. Where to you from now?

972
00:49:19,520 --> 00:49:22,200
Speaker 1: So you launching your new range?

973
00:49:22,480 --> 00:49:25,520
Speaker 2: Yeah, so we are off to the States. This is

974
00:49:25,600 --> 00:49:28,759
Speaker 2: like the next the next part of the equation. We're

975
00:49:28,800 --> 00:49:34,160
Speaker 2: actually at this crossroads obviously, you know, because we're this

976
00:49:34,239 --> 00:49:36,440
Speaker 2: is in our first rodeo. We know it's a it's

977
00:49:36,520 --> 00:49:38,319
Speaker 2: a it's a big deal. We want to get it right.

978
00:49:38,360 --> 00:49:40,319
Speaker 2: We don't want to you know, stuff it up. So

979
00:49:40,840 --> 00:49:44,560
Speaker 2: we're currently working out strategically who we potentially partner with

980
00:49:44,680 --> 00:49:45,400
Speaker 2: to do it.

981
00:49:45,560 --> 00:49:47,240
Speaker 1: So be a collaboration in the US.

982
00:49:47,440 --> 00:49:49,440
Speaker 2: Yeah, I mean, I think in an ideal world, we

983
00:49:49,480 --> 00:49:52,760
Speaker 2: might find an investor that helps take us there who's

984
00:49:52,840 --> 00:49:55,960
Speaker 2: done it all before. But you know, we're at that

985
00:49:56,040 --> 00:49:57,800
Speaker 2: exploratory phase at the moment.

986
00:49:57,840 --> 00:49:58,840
Speaker 1: We're going to go in to the US.

987
00:49:59,560 --> 00:50:03,160
Speaker 2: Well, we we've been using again Google as our litmus test.

988
00:50:03,880 --> 00:50:08,280
Speaker 2: We ran ad campaigns actually in the top three states

989
00:50:08,280 --> 00:50:11,200
Speaker 2: that we thought might be our market, and Los Angeles

990
00:50:11,280 --> 00:50:15,440
Speaker 2: by far and away as a city, well California obviously

991
00:50:15,480 --> 00:50:18,360
Speaker 2: as a state is by far and away. It performs

992
00:50:18,400 --> 00:50:20,960
Speaker 2: like three times return on our ad spend than any

993
00:50:21,000 --> 00:50:24,040
Speaker 2: other state over there. So I guess we'll go where

994
00:50:24,040 --> 00:50:26,480
Speaker 2: the money is telling us off to the valley. Off

995
00:50:26,520 --> 00:50:27,200
Speaker 2: to the valley.

996
00:50:27,840 --> 00:50:30,239
Speaker 1: It's going to be great. But it's pretty exciting though.

997
00:50:30,320 --> 00:50:32,279
Speaker 2: It's really exciting. I mean, this is the bit that

998
00:50:32,360 --> 00:50:32,879
Speaker 2: gets me.

999
00:50:32,800 --> 00:50:35,319
Speaker 1: Really be Seeing Clayton Utes in Bly Street now and

1000
00:50:36,080 --> 00:50:39,520
Speaker 1: just like signing off on some big piece of advice

1001
00:50:39,560 --> 00:50:42,640
Speaker 1: that someone's been seeking and charging fifteen hundred bucks an hour.

1002
00:50:44,320 --> 00:50:46,000
Speaker 2: I peture I wouldn't have even made partner.

1003
00:50:46,360 --> 00:50:48,120
Speaker 1: I reckon it would have. But like you so lately,

1004
00:50:50,280 --> 00:50:51,239
Speaker 1: where would you rather be?

1005
00:50:52,400 --> 00:50:53,800
Speaker 2: I mean, I don't even know that I need to

1006
00:50:53,880 --> 00:50:57,680
Speaker 2: answer that question for me personally, this stuff like there

1007
00:50:57,719 --> 00:50:59,279
Speaker 2: is never a day I wake up and I'm like,

1008
00:50:59,280 --> 00:51:00,360
Speaker 2: I don't want to go to work.

1009
00:51:00,680 --> 00:51:04,760
Speaker 1: So well that's pretty cool. Yeah, so you actually wake up, Yeah,

1010
00:51:04,920 --> 00:51:05,759
Speaker 1: I want to get there.

1011
00:51:05,800 --> 00:51:08,839
Speaker 2: Yeah, And you know we're still in infancy modes. So

1012
00:51:08,920 --> 00:51:11,680
Speaker 2: it's not like the like, if I can be honest, like,

1013
00:51:11,760 --> 00:51:13,680
Speaker 2: it's not the money that's getting me out of bed,

1014
00:51:13,719 --> 00:51:17,239
Speaker 2: it's this this adventure fire. Yeah, and even last year

1015
00:51:17,920 --> 00:51:20,160
Speaker 2: having to step out of the business to get back

1016
00:51:20,200 --> 00:51:23,440
Speaker 2: on top of things health wise. The thing that ate

1017
00:51:23,480 --> 00:51:25,440
Speaker 2: me up the most was the fact that I couldn't

1018
00:51:25,480 --> 00:51:28,880
Speaker 2: go in and I tried my hardest to where I could.

1019
00:51:28,960 --> 00:51:31,840
Speaker 1: But yeah, maybe the thing that propelled you for just

1020
00:51:32,000 --> 00:51:34,279
Speaker 1: continue on with getting better was the fact that you

1021
00:51:34,360 --> 00:51:35,359
Speaker 1: wanted to go back to work.

1022
00:51:35,440 --> 00:51:37,560
Speaker 2: Yeah, I really did so well that.

1023
00:51:39,040 --> 00:51:42,920
Speaker 1: It's a great story. By the way, I'm glad you've recovered.

1024
00:51:43,400 --> 00:51:46,920
Speaker 1: You're everything's in remission.

1025
00:51:47,280 --> 00:51:49,319
Speaker 2: Yeah, I got the all clear in at the end

1026
00:51:49,320 --> 00:51:52,240
Speaker 2: of February, just this. Yeah, so I'm fresh.

1027
00:51:52,440 --> 00:51:58,840
Speaker 1: Yeah, well dangerous, You're very dangerous. And that your sister outside, No, that's.

1028
00:51:58,800 --> 00:52:01,720
Speaker 2: Just that's the genesis of the idea, Jess.

1029
00:52:01,800 --> 00:52:05,200
Speaker 1: Okay. Well, and your sister's still involved with which is.

1030
00:52:05,400 --> 00:52:07,799
Speaker 2: Back in the office doing the month end reports, and.

1031
00:52:08,120 --> 00:52:11,359
Speaker 1: Well, the three of you are killing it. And it's

1032
00:52:11,360 --> 00:52:14,680
Speaker 1: great to see, by the way, after all this period

1033
00:52:14,680 --> 00:52:17,759
Speaker 1: that you're still and the trials and tribulations as you've

1034
00:52:17,760 --> 00:52:19,560
Speaker 1: gone through personally, it's good to see that the three

1035
00:52:19,560 --> 00:52:22,239
Speaker 1: of you is still involved together. Yeah, that's pretty cool.

1036
00:52:22,520 --> 00:52:25,120
Speaker 2: I think we I mean in terms of Anthey and I,

1037
00:52:25,160 --> 00:52:26,960
Speaker 2: because they always warn you, you know, you don't go

1038
00:52:27,000 --> 00:52:30,920
Speaker 2: into business with family or friends, and I've both basically

1039
00:52:30,920 --> 00:52:33,600
Speaker 2: broken both of those rules and I won't lie. There's

1040
00:52:33,600 --> 00:52:36,760
Speaker 2: always teething issues in the beginning, just everyone I guess

1041
00:52:36,880 --> 00:52:38,440
Speaker 2: getting comfortable with their place.

1042
00:52:39,640 --> 00:52:43,120
Speaker 1: But I mean there's no ego. Then you've got to

1043
00:52:43,120 --> 00:52:45,200
Speaker 1: get You've got to smooth your egos out, you do.

1044
00:52:45,440 --> 00:52:49,040
Speaker 1: I'm in business of my brother, and you know there

1045
00:52:49,080 --> 00:52:53,080
Speaker 1: are moments, but because he's my brother or I'm his brother,

1046
00:52:53,239 --> 00:52:57,200
Speaker 1: like we tend to forgive each other much easier where

1047
00:52:57,200 --> 00:53:02,080
Speaker 1: the type of brothers. But it can be extraordinarily frustrating

1048
00:53:02,280 --> 00:53:06,080
Speaker 1: because you know, it's a it has other consequences if

1049
00:53:06,120 --> 00:53:06,680
Speaker 1: you're arguing.

1050
00:53:06,880 --> 00:53:11,040
Speaker 2: Absolutely, I mean, my sister is my best friend. And

1051
00:53:11,080 --> 00:53:15,640
Speaker 2: I feel like our first business experience, we a couple

1052
00:53:15,680 --> 00:53:17,360
Speaker 2: of times we got so close to the why that

1053
00:53:17,400 --> 00:53:18,839
Speaker 2: we were like, you know what, if this is going

1054
00:53:18,880 --> 00:53:21,400
Speaker 2: to cost us our relationship, we shouldn't do this again.

1055
00:53:21,520 --> 00:53:26,040
Speaker 2: And we got through that hurdle. So now we're on

1056
00:53:26,080 --> 00:53:28,359
Speaker 2: the we're on the home straight in terms of the

1057
00:53:28,400 --> 00:53:31,080
Speaker 2: business relationship. Now it's just about digging deep and trying

1058
00:53:31,080 --> 00:53:32,360
Speaker 2: to get this thing really churning.

1059
00:53:32,680 --> 00:53:38,600
Speaker 1: Well. Good luck to you, Arianna Henry. Arianna, your mum

1060
00:53:38,800 --> 00:53:42,480
Speaker 1: named you or Ariana because in terms of the story

1061
00:53:42,560 --> 00:53:45,520
Speaker 1: she told you at least, and it's a good story

1062
00:53:45,880 --> 00:53:48,880
Speaker 1: is that Arianna was the daughter of a goddess, a

1063
00:53:48,960 --> 00:53:50,680
Speaker 1: Greek goddess or something like that was one of the

1064
00:53:50,680 --> 00:53:52,280
Speaker 1: first feminists around or something.

1065
00:53:52,120 --> 00:53:54,400
Speaker 2: Like that, where that story goes, Yeah, mom, so mummy

1066
00:53:54,400 --> 00:53:57,279
Speaker 2: is Greek, and she she, she said, I gave her

1067
00:53:57,480 --> 00:54:01,200
Speaker 2: such a horrific time through pregnancy that I was going

1068
00:54:01,239 --> 00:54:04,040
Speaker 2: to be a ball breaker coming out, and she thought

1069
00:54:04,040 --> 00:54:05,160
Speaker 2: the name was appropriate.

1070
00:54:05,280 --> 00:54:07,000
Speaker 1: So well, good on you, and good on you for

1071
00:54:07,400 --> 00:54:10,480
Speaker 1: standing up for what women should be doing and what

1072
00:54:10,520 --> 00:54:14,160
Speaker 1: women can do and actually leading by example.

1073
00:54:14,560 --> 00:54:16,759
Speaker 2: Thanks so much, Malcome, Thanks for having me