1 00:00:00,280 --> 00:00:03,920 Speaker 1: This podcast is recorded on gadigal Land Always was, Always 2 00:00:03,920 --> 00:00:09,240 Speaker 1: will be Aboriginal Land. 3 00:00:12,160 --> 00:00:14,280 Speaker 2: Hey Jicks, I'm sal and I'm and this is two 4 00:00:14,280 --> 00:00:16,520 Speaker 2: Broake Chicks, a show that shares life lessons and tips 5 00:00:16,520 --> 00:00:19,600 Speaker 2: to help make you rich in life. And today we 6 00:00:19,680 --> 00:00:22,880 Speaker 2: are joined by Rachel Wilde, the twenty eight year old 7 00:00:22,920 --> 00:00:27,600 Speaker 2: co founder of hugely successful brand TVH Skincare. We Know 8 00:00:27,680 --> 00:00:31,200 Speaker 2: you Chicks Know It. Rach launched her acne based skincare 9 00:00:31,240 --> 00:00:35,120 Speaker 2: brand in March twenty twenty from her home. She initially 10 00:00:35,120 --> 00:00:37,560 Speaker 2: sold four thousand dollars worth of products on the first 11 00:00:37,640 --> 00:00:41,320 Speaker 2: day of launch, with TVH Skincare turning over one million 12 00:00:41,360 --> 00:00:46,680 Speaker 2: dollars in eighteen months. Now TVH Skincare's hero Spot treatment 13 00:00:46,720 --> 00:00:51,240 Speaker 2: sells one every four minutes. So today we are chatting 14 00:00:51,280 --> 00:00:53,479 Speaker 2: to Rage about how to start your own business, the 15 00:00:53,520 --> 00:00:56,200 Speaker 2: most expensive mistake she's learned along the way, and what 16 00:00:56,240 --> 00:00:58,840 Speaker 2: it's really like when your business goes viral. 17 00:01:00,400 --> 00:01:03,760 Speaker 1: Right for having me, Oh my god, I sund sad. 18 00:01:03,800 --> 00:01:05,240 Speaker 3: This has been like overdue. 19 00:01:05,319 --> 00:01:05,520 Speaker 2: Right. 20 00:01:05,640 --> 00:01:07,840 Speaker 3: Oh, I'm so excited to be here chatting with you guys. 21 00:01:08,000 --> 00:01:11,479 Speaker 3: Oh my gosh. We are excited. We're gonna get into it. 22 00:01:11,520 --> 00:01:14,639 Speaker 2: But First, we love to start with a life lesson 23 00:01:14,680 --> 00:01:16,480 Speaker 2: of the week, So would you like to kick us off? 24 00:01:16,840 --> 00:01:19,800 Speaker 3: Yes, my life lesson. I had a coaching session this morning, 25 00:01:19,800 --> 00:01:21,920 Speaker 3: so I was like, I'm relying on this coaching session 26 00:01:21,920 --> 00:01:24,760 Speaker 3: to give me my life lesson of a week. Mine's 27 00:01:24,800 --> 00:01:27,399 Speaker 3: gonna sound I always joke with the team when I 28 00:01:27,400 --> 00:01:29,679 Speaker 3: get on podcasts like these, I sound very like finance 29 00:01:29,800 --> 00:01:35,000 Speaker 3: bro like motivational speaker. I love that. My life lesson 30 00:01:35,440 --> 00:01:37,760 Speaker 3: was I'm feeling really run down this week, and so 31 00:01:37,800 --> 00:01:39,600 Speaker 3: I've had like a really big work week and my 32 00:01:39,680 --> 00:01:41,880 Speaker 3: body like will always show when it's catching up with me. 33 00:01:42,080 --> 00:01:44,600 Speaker 3: I've had like a very big two months, I would say, 34 00:01:44,600 --> 00:01:47,360 Speaker 3: and I've survived really well. So every time I have 35 00:01:47,480 --> 00:01:49,120 Speaker 3: like busy periods like this, I seem to be able 36 00:01:49,120 --> 00:01:51,920 Speaker 3: to go further and further each time without like getting sick. 37 00:01:52,760 --> 00:01:55,440 Speaker 3: But this week was the week that I was like, Oh, 38 00:01:55,520 --> 00:01:58,280 Speaker 3: it's like it's catching up now she's here. So I 39 00:01:58,320 --> 00:02:01,040 Speaker 3: woke up this morning with ulcers all through my and 40 00:02:01,080 --> 00:02:03,880 Speaker 3: I was like, Okay, I note that it's probably time 41 00:02:03,920 --> 00:02:05,920 Speaker 3: to stop. But I had this conversation with my coach 42 00:02:05,960 --> 00:02:07,120 Speaker 3: this morning because I was like, oh, I'm like I'm 43 00:02:07,160 --> 00:02:09,920 Speaker 3: really run down, Like it's such a terrible thing, Like 44 00:02:10,000 --> 00:02:11,960 Speaker 3: I'm so run down. And he was like, you know 45 00:02:12,240 --> 00:02:15,519 Speaker 3: that it's not a bad thing to be run down, 46 00:02:16,040 --> 00:02:18,720 Speaker 3: because he's like, if you're trying to do what you're doing, 47 00:02:19,320 --> 00:02:22,680 Speaker 3: then you should be like run down. And so he 48 00:02:22,760 --> 00:02:24,720 Speaker 3: was like instead of seeing like oh my god, I'm 49 00:02:24,760 --> 00:02:26,400 Speaker 3: run down now, I need to do nothing or like 50 00:02:26,440 --> 00:02:28,880 Speaker 3: I need to rest, He's like, take it as like 51 00:02:28,919 --> 00:02:30,919 Speaker 3: a reflection point on like, great, this is how much 52 00:02:30,960 --> 00:02:34,720 Speaker 3: further I came this time. How do I get even 53 00:02:34,919 --> 00:02:38,280 Speaker 3: further next time? And like what have I done that's 54 00:02:38,400 --> 00:02:40,160 Speaker 3: sustained me for a long period of time? And then 55 00:02:40,160 --> 00:02:42,280 Speaker 3: how do I do more of that next time? Which 56 00:02:42,360 --> 00:02:44,120 Speaker 3: I was like, that's kind of my life lesson of 57 00:02:44,120 --> 00:02:47,680 Speaker 3: the week. Instead of like telling myself like this is 58 00:02:47,800 --> 00:02:51,720 Speaker 3: terrible and I'm like burnt out, you kind of like 59 00:02:51,760 --> 00:02:54,239 Speaker 3: it's a self I'm not this is going to sound 60 00:02:54,280 --> 00:02:57,079 Speaker 3: like really like hustle culture, but it's like I think 61 00:02:57,120 --> 00:03:00,760 Speaker 3: you can talk yourself into like a really negative narrative 62 00:03:00,840 --> 00:03:06,000 Speaker 3: sometimes and I'm like hypochondriac. I do that to myself 63 00:03:06,040 --> 00:03:08,160 Speaker 3: all the time, not to like invalidate how I'm feeling, 64 00:03:08,200 --> 00:03:11,200 Speaker 3: but it's also like helpful to be like, Okay, no, yep, 65 00:03:11,240 --> 00:03:13,960 Speaker 3: I'm run down. Cool, But like if I'm trying to 66 00:03:13,960 --> 00:03:15,360 Speaker 3: do all the things that I really want to do 67 00:03:15,360 --> 00:03:16,760 Speaker 3: and have so much fun doing, of course I'm going 68 00:03:16,840 --> 00:03:19,160 Speaker 3: to get run down at some stage. Yeah, that's fine, 69 00:03:19,160 --> 00:03:20,639 Speaker 3: And what can I do to extend the next time? 70 00:03:20,680 --> 00:03:22,359 Speaker 3: And I spoke to the team about it this morning, though, 71 00:03:22,440 --> 00:03:26,160 Speaker 3: like you're literally like getting longer and longer like each time, 72 00:03:26,200 --> 00:03:27,320 Speaker 3: And I was like, I feel like I'm stretching like 73 00:03:27,360 --> 00:03:29,600 Speaker 3: a rubber band at the moment, which is cool, that's good. 74 00:03:29,639 --> 00:03:32,760 Speaker 1: I also think it's a reflection of how hard you work. Yeah, 75 00:03:32,800 --> 00:03:36,040 Speaker 1: so like if you are feeling rundown, if you are tired, 76 00:03:36,760 --> 00:03:39,800 Speaker 1: that's also maybe something to look at, like how hard 77 00:03:39,840 --> 00:03:42,320 Speaker 1: you've been working and be like, yes, I worked really 78 00:03:42,320 --> 00:03:44,760 Speaker 1: really hard, so that you do allow yourself that permission 79 00:03:44,800 --> 00:03:47,320 Speaker 1: to rest, because that's also part the hardest part of 80 00:03:47,400 --> 00:03:50,680 Speaker 1: being like you're not resting if you feel bad about resting, 81 00:03:50,880 --> 00:03:52,240 Speaker 1: exactly that whole narrative. 82 00:03:52,240 --> 00:03:54,520 Speaker 3: And that's true because I think you can see downtime 83 00:03:54,640 --> 00:03:58,840 Speaker 3: as being like counterintuitive to ambition. Because I spoke about 84 00:03:58,840 --> 00:04:00,880 Speaker 3: this with my coach and he was like downtime is 85 00:04:01,000 --> 00:04:04,280 Speaker 3: what makes you able to perform. It was like you 86 00:04:04,280 --> 00:04:07,240 Speaker 3: should actually see it as like part of your high performance, 87 00:04:07,480 --> 00:04:10,000 Speaker 3: this downtime, instead of like it being the anti to that. 88 00:04:10,040 --> 00:04:11,000 Speaker 3: What's your life lesson? 89 00:04:11,320 --> 00:04:16,040 Speaker 1: My obsession slash life lesson is My boyfriend and I 90 00:04:16,040 --> 00:04:19,040 Speaker 1: have recently started watching Severance. Oh, I haven't watched you 91 00:04:19,040 --> 00:04:20,040 Speaker 1: to watch it. 92 00:04:20,040 --> 00:04:22,640 Speaker 3: It's so good. 93 00:04:22,960 --> 00:04:26,400 Speaker 1: It is so good, and like the episodes are like 94 00:04:26,560 --> 00:04:29,720 Speaker 1: fifty minutes, but you're in it, like you're like, oh 95 00:04:29,760 --> 00:04:32,240 Speaker 1: my god, that's the end of the episode. And I 96 00:04:32,279 --> 00:04:34,720 Speaker 1: can pick a plot twist from a mile away. 97 00:04:34,520 --> 00:04:35,880 Speaker 3: Like it's my superpower. 98 00:04:36,080 --> 00:04:39,080 Speaker 1: I will gas myself up with this that Sally actually 99 00:04:39,080 --> 00:04:41,719 Speaker 1: makes me write them down in my notes because I'm 100 00:04:41,839 --> 00:04:45,880 Speaker 1: so often right that I then spoil the plot twist, 101 00:04:46,160 --> 00:04:47,120 Speaker 1: so I have to write. 102 00:04:47,200 --> 00:04:48,400 Speaker 3: My boyfriend makes me do this too. 103 00:04:48,480 --> 00:04:49,840 Speaker 1: I have to write them down in my notes so 104 00:04:49,880 --> 00:04:51,920 Speaker 1: I still get to be like SA. 105 00:04:53,080 --> 00:04:56,080 Speaker 2: And I'm like with the timestap in the movie, Yes, 106 00:04:56,120 --> 00:04:56,640 Speaker 2: so you can. 107 00:04:56,560 --> 00:05:00,200 Speaker 3: Still have the it's very obnoxious areas of me. My 108 00:05:00,240 --> 00:05:02,839 Speaker 3: boyfriend does the same thing. Yeah, And I. 109 00:05:02,720 --> 00:05:05,520 Speaker 1: Have not been able to pick a single plot twist 110 00:05:05,560 --> 00:05:09,400 Speaker 1: in this yet, I say, but they were still done 111 00:05:09,440 --> 00:05:12,400 Speaker 1: and we were just like literally paused it, like walking 112 00:05:12,440 --> 00:05:16,080 Speaker 1: around screaming. And it's one of those shows that we 113 00:05:16,160 --> 00:05:18,680 Speaker 1: don't just like sit in silence, like we're talking through it, 114 00:05:18,720 --> 00:05:22,240 Speaker 1: which I know is maybe not some people's jam, but 115 00:05:22,440 --> 00:05:24,680 Speaker 1: like I love like we're sitting there and like we 116 00:05:24,800 --> 00:05:28,640 Speaker 1: actually discuss and like it's a real experience and I 117 00:05:28,760 --> 00:05:31,640 Speaker 1: really like it that. My life lesson of the week 118 00:05:32,400 --> 00:05:37,880 Speaker 1: is maybe sometimes shows a viral for a reason, Okay that, 119 00:05:38,160 --> 00:05:41,640 Speaker 1: like I do think there is this thing that you know, 120 00:05:41,720 --> 00:05:45,400 Speaker 1: when something goes viral it like shows or books, it 121 00:05:45,960 --> 00:05:48,480 Speaker 1: really opens up this narrative being like it's not like 122 00:05:48,680 --> 00:05:51,040 Speaker 1: it shouldn't be that viral, or it's not worth it all. Yeah, 123 00:05:51,080 --> 00:05:53,400 Speaker 1: I've seen everyone talking about it. No, it's worth a 124 00:05:53,480 --> 00:05:55,760 Speaker 1: baby exactly. What's your life lesson of the weeks? 125 00:05:55,760 --> 00:05:56,599 Speaker 3: Tell about it? Okay. 126 00:05:56,600 --> 00:05:59,719 Speaker 2: My life lesson of the week is that it's okay 127 00:05:59,760 --> 00:06:03,440 Speaker 2: to have a quiet birthday. So it was my birthday 128 00:06:03,480 --> 00:06:06,719 Speaker 2: in the last week, and usually I would be like, Okay, 129 00:06:06,760 --> 00:06:09,400 Speaker 2: what am I going to do? Have a big thing, drinks, 130 00:06:09,440 --> 00:06:13,080 Speaker 2: a party, something even, you know, like have things on 131 00:06:13,160 --> 00:06:15,160 Speaker 2: my wish list of what I want for gifts and 132 00:06:15,920 --> 00:06:17,919 Speaker 2: this year, I just didn't really know what I wanted 133 00:06:17,960 --> 00:06:19,800 Speaker 2: to do. But then also at the beginning of the week, 134 00:06:19,839 --> 00:06:21,479 Speaker 2: I started to feel a bit sick, and I was like, 135 00:06:21,520 --> 00:06:23,640 Speaker 2: maybe this is a sign from the universe just to 136 00:06:23,680 --> 00:06:28,120 Speaker 2: take it easy this birthday. And I think in prior years, 137 00:06:28,120 --> 00:06:30,000 Speaker 2: I would have been like, what a waste your birthday 138 00:06:30,040 --> 00:06:32,479 Speaker 2: only comes once a year, and then maybe felt, you know, 139 00:06:32,520 --> 00:06:34,719 Speaker 2: a little bit late, lonely or sad that I wasn't 140 00:06:34,760 --> 00:06:37,039 Speaker 2: really doing a big thing with a huge group of 141 00:06:37,040 --> 00:06:40,479 Speaker 2: my friends for my birthday. But I actually feel so 142 00:06:40,680 --> 00:06:43,120 Speaker 2: content with how I spent it. Alex and I went 143 00:06:43,160 --> 00:06:45,880 Speaker 2: to the animal shelter. As we mentioned in a recent episode, 144 00:06:46,480 --> 00:06:48,560 Speaker 2: I just like stayed at home and watched TV with 145 00:06:48,640 --> 00:06:51,040 Speaker 2: my boyfriend and he made me a delicious meal and 146 00:06:51,360 --> 00:06:54,200 Speaker 2: I went to bed early and had like ten hours 147 00:06:54,240 --> 00:06:56,840 Speaker 2: of sleep. It was the best And I was like, 148 00:06:56,960 --> 00:07:00,320 Speaker 2: that's exactly what I needed. And I think, take a 149 00:07:00,360 --> 00:07:02,560 Speaker 2: little bit of pressure off your birthday would be my 150 00:07:02,600 --> 00:07:03,720 Speaker 2: life lesson all right? 151 00:07:03,720 --> 00:07:10,920 Speaker 1: Should we get into the episode, that's the word tell 152 00:07:10,960 --> 00:07:15,600 Speaker 1: us about TBH and like the origin story for those 153 00:07:15,640 --> 00:07:16,680 Speaker 1: that don't know it. 154 00:07:17,000 --> 00:07:21,400 Speaker 3: So the origin story of TBH was basically I was 155 00:07:21,440 --> 00:07:25,200 Speaker 3: a marketing student. I went and studied marketing. I love marketing, 156 00:07:25,720 --> 00:07:28,360 Speaker 3: love brand building. That was literally like all I had 157 00:07:28,400 --> 00:07:31,440 Speaker 3: in my mind was I landed in marketing. Pretty coincidentally, 158 00:07:31,480 --> 00:07:33,560 Speaker 3: I changed my preferences like two weeks before I was 159 00:07:33,560 --> 00:07:35,720 Speaker 3: actually going to unie. What were you going to do? 160 00:07:35,960 --> 00:07:39,400 Speaker 3: I had fashion design. Oh my god, I'm like every 161 00:07:39,440 --> 00:07:41,840 Speaker 3: typical girl that ends up out of like leaving school. 162 00:07:41,840 --> 00:07:46,640 Speaker 3: I had fashion design, interior design, psychology top three preferences amazing, yeah, classic, 163 00:07:46,800 --> 00:07:50,320 Speaker 3: And then on my tenth was marketing and media. And 164 00:07:50,360 --> 00:07:52,400 Speaker 3: then I was flicking through the career like book that 165 00:07:52,400 --> 00:07:55,080 Speaker 3: they give you, looking at the potential jobs, and I 166 00:07:55,120 --> 00:07:56,760 Speaker 3: went to the open day for fashion design and I 167 00:07:56,760 --> 00:07:58,280 Speaker 3: was like, you know what, this is too creative for me, 168 00:07:58,320 --> 00:08:02,400 Speaker 3: Like it's too like hands on creative. And then I 169 00:08:02,440 --> 00:08:04,280 Speaker 3: looked at the job options for marketing and it was 170 00:08:04,360 --> 00:08:05,800 Speaker 3: quite broad, and I was like, you know, I think 171 00:08:05,800 --> 00:08:08,720 Speaker 3: that's going to be more more my style. And so 172 00:08:08,840 --> 00:08:10,480 Speaker 3: I went and did that and I just felt like 173 00:08:10,560 --> 00:08:12,560 Speaker 3: it was really lucky. I just fell into it. I 174 00:08:12,760 --> 00:08:15,200 Speaker 3: loved it, loved my degree, loved everyone. I had like 175 00:08:15,240 --> 00:08:17,480 Speaker 3: such a unique, unique experience where I had heaps of 176 00:08:17,520 --> 00:08:21,720 Speaker 3: friends like just loved the whole thing. Anyway, left UNI 177 00:08:22,120 --> 00:08:24,080 Speaker 3: in my first ever job, which ended up being in 178 00:08:24,120 --> 00:08:28,880 Speaker 3: medical devices, which is a random as and I always 179 00:08:28,920 --> 00:08:30,960 Speaker 3: thought like, I want to go work for Coca Cola 180 00:08:31,200 --> 00:08:33,120 Speaker 3: and then like one day I'll do a Super Bowl commercial. 181 00:08:33,160 --> 00:08:35,880 Speaker 3: It was like my dream. But I ended up in 182 00:08:35,920 --> 00:08:38,719 Speaker 3: medical devices, which is basically everything that gets sold into 183 00:08:38,720 --> 00:08:41,559 Speaker 3: hospital and healthcare. Wow, like the nuts and bolts in 184 00:08:41,559 --> 00:08:43,319 Speaker 3: your knee for a surgery, et cetera. 185 00:08:43,679 --> 00:08:46,520 Speaker 1: Wow, how do you go about marketing for that? 186 00:08:46,720 --> 00:08:49,839 Speaker 3: Yeah? Well I was their first ever social higher B 187 00:08:49,880 --> 00:08:54,320 Speaker 3: to B very B to be very regulated, not that sexy, 188 00:08:54,600 --> 00:08:57,199 Speaker 3: very corporate. I learned a lot like commercially in that role, 189 00:08:57,240 --> 00:09:00,440 Speaker 3: which I loved. But it was through that that I 190 00:09:00,480 --> 00:09:04,680 Speaker 3: came across the technology that's now in our products. So yeah, 191 00:09:04,720 --> 00:09:08,479 Speaker 3: the universe really did me solid with that. So basically 192 00:09:08,840 --> 00:09:11,240 Speaker 3: knew that there was this patented tech being used in 193 00:09:11,280 --> 00:09:15,040 Speaker 3: hospital and healthcare to treat infections, and the same company 194 00:09:15,120 --> 00:09:17,600 Speaker 3: that had developed that's medical Research and development company. They 195 00:09:17,640 --> 00:09:21,160 Speaker 3: had patented that tech, and then they had taken that 196 00:09:21,280 --> 00:09:23,640 Speaker 3: tech and put it together in a skin care product 197 00:09:24,160 --> 00:09:26,800 Speaker 3: and trialed it against acne treatments and saw that it 198 00:09:26,840 --> 00:09:30,040 Speaker 3: was really effective, but they don't take anything direct market 199 00:09:30,200 --> 00:09:32,400 Speaker 3: and it's skin care and beauty, which I was like 200 00:09:32,400 --> 00:09:35,079 Speaker 3: a massive consumer off. I had a really big experience 201 00:09:35,120 --> 00:09:39,199 Speaker 3: with acne growing up, and so I just started asking questions. 202 00:09:39,240 --> 00:09:42,680 Speaker 3: And then my natural brain like loved brand building, loved business, 203 00:09:43,520 --> 00:09:46,760 Speaker 3: and so yeah, started asking questions. And the long story 204 00:09:46,800 --> 00:09:50,079 Speaker 3: short is that myself and my co founder who's my mum, 205 00:09:50,760 --> 00:09:53,200 Speaker 3: ended up going and pitching for the licensing rights to 206 00:09:53,240 --> 00:09:55,520 Speaker 3: that tech and they gave them to us. And she's 207 00:09:55,559 --> 00:09:58,240 Speaker 3: an accountant by trade, so she took on all of 208 00:09:58,280 --> 00:10:00,560 Speaker 3: the like ops and finance side of the business, and 209 00:10:00,600 --> 00:10:03,040 Speaker 3: then I ran and built like the brand, did all 210 00:10:03,080 --> 00:10:04,520 Speaker 3: the marketing, front facing stuff. 211 00:10:04,600 --> 00:10:06,800 Speaker 1: Oh my god, I didn't know your co founder was 212 00:10:06,840 --> 00:10:07,439 Speaker 1: your mom. 213 00:10:07,360 --> 00:10:11,120 Speaker 3: Don't you. So neither of us had ever done a 214 00:10:11,160 --> 00:10:13,600 Speaker 3: startup before. Neither of us had ever worked in beauty. 215 00:10:13,640 --> 00:10:16,640 Speaker 3: She was like an accountant. She'd worked at KPMG, like 216 00:10:16,679 --> 00:10:19,240 Speaker 3: you know, like traditional, and she was working in like 217 00:10:19,679 --> 00:10:23,520 Speaker 3: legal services and stuff like. It was very much like corporate. Oh, 218 00:10:23,760 --> 00:10:27,000 Speaker 3: never like startup, never beauty. Like, neither of us had 219 00:10:27,040 --> 00:10:29,120 Speaker 3: ever done anything in this space, So I don't know 220 00:10:29,120 --> 00:10:30,239 Speaker 3: what the hell we were thinking. 221 00:10:30,240 --> 00:10:32,360 Speaker 1: Oh my gosh, that's amazing. 222 00:10:33,000 --> 00:10:35,560 Speaker 2: That's incredible though, because I think so many people would 223 00:10:35,640 --> 00:10:38,000 Speaker 2: think I can't start a business in this because I 224 00:10:38,040 --> 00:10:41,040 Speaker 2: have no experience in it. But like here is the 225 00:10:41,080 --> 00:10:44,000 Speaker 2: perfect case study of if you have the passion, Yeah, 226 00:10:44,040 --> 00:10:47,240 Speaker 2: that's really all you need. Yeah, but another thing that 227 00:10:47,280 --> 00:10:51,560 Speaker 2: you need to start a business is cash flow money. Yes, 228 00:10:52,120 --> 00:10:55,160 Speaker 2: So how much does it actually cost to start a business? 229 00:10:56,559 --> 00:10:58,880 Speaker 3: It totally depends if you're talking about a product based 230 00:10:58,880 --> 00:11:01,199 Speaker 3: business or a service based business. Obviously, if you're starting 231 00:11:01,200 --> 00:11:03,640 Speaker 3: a business and you are selling a service, it doesn't 232 00:11:03,640 --> 00:11:05,640 Speaker 3: cost you a lot because you can essentially sell your 233 00:11:05,679 --> 00:11:09,280 Speaker 3: own service or you just need people. But in a 234 00:11:09,360 --> 00:11:13,920 Speaker 3: product based business, you are likely having to invest a 235 00:11:13,960 --> 00:11:18,120 Speaker 3: significant amount in stock up front. So we took out 236 00:11:18,160 --> 00:11:20,480 Speaker 3: one hundred and twenty thousand dollar alone with the bank, 237 00:11:20,640 --> 00:11:23,080 Speaker 3: and that pretty much all went to stock. We drew 238 00:11:23,120 --> 00:11:28,719 Speaker 3: down ninety grand of it like immediately, Wow, which was terrifying. Yeah, 239 00:11:28,960 --> 00:11:31,599 Speaker 3: so it costs a lot of money, honestly, if you 240 00:11:31,679 --> 00:11:34,240 Speaker 3: were to And again, the other question I would have 241 00:11:34,280 --> 00:11:36,439 Speaker 3: for people if they were to ask me this question is, well, 242 00:11:36,440 --> 00:11:38,520 Speaker 3: how fast you want to grow? So if you want 243 00:11:38,559 --> 00:11:41,679 Speaker 3: to start a business, and go like slowly slowly, then 244 00:11:41,720 --> 00:11:44,000 Speaker 3: you probably you just need the money for the stock 245 00:11:44,040 --> 00:11:45,840 Speaker 3: and if you can get a really good minimum order 246 00:11:45,920 --> 00:11:47,640 Speaker 3: quantity and not go all in like we did with 247 00:11:47,720 --> 00:11:50,360 Speaker 3: like five thousand units, if you can get like one 248 00:11:50,400 --> 00:11:54,559 Speaker 3: thousand or something, you might need twenty grand, thirty grand 249 00:11:54,600 --> 00:11:56,920 Speaker 3: or something. But if you want to grow and you 250 00:11:56,960 --> 00:11:59,679 Speaker 3: want to grow fast, and you're actually like all in 251 00:11:59,720 --> 00:12:03,199 Speaker 3: from day dot, which not necessarily my recommendation, but that's 252 00:12:03,200 --> 00:12:06,079 Speaker 3: how we did it, you need like minimum five hundred k, 253 00:12:06,760 --> 00:12:07,559 Speaker 3: well at a. 254 00:12:07,720 --> 00:12:10,720 Speaker 1: Minimum, if you were gonna have your time over again. 255 00:12:10,840 --> 00:12:13,559 Speaker 3: Is that how you would still do it? Oh? No, 256 00:12:13,640 --> 00:12:15,480 Speaker 3: I'd go all in because I kind of put us 257 00:12:15,520 --> 00:12:17,880 Speaker 3: in a position where we like had to succeed. I didn't. 258 00:12:17,920 --> 00:12:19,480 Speaker 3: I think if I had had an out, I might 259 00:12:19,520 --> 00:12:23,120 Speaker 3: have taken it, because it's really hard. There are so 260 00:12:23,200 --> 00:12:26,480 Speaker 3: many times we are like today's that I'm going to quit. Yeah, 261 00:12:26,520 --> 00:12:28,840 Speaker 3: So I think I'm really glad we went all in 262 00:12:28,840 --> 00:12:31,400 Speaker 3: because I probably wouldn't be here having this conversation today 263 00:12:31,480 --> 00:12:33,920 Speaker 3: if we like hedged our bets and given ourselves an exit. 264 00:12:35,480 --> 00:12:38,920 Speaker 3: But yeah, if I was to then do it again today, 265 00:12:39,360 --> 00:12:41,440 Speaker 3: it would obviously be very different because I've done it before, 266 00:12:41,640 --> 00:12:45,480 Speaker 3: so then I'd go even harder. I'd go like one 267 00:12:45,520 --> 00:12:48,359 Speaker 3: point five million. Bang, yeah, we're going. 268 00:12:48,480 --> 00:12:51,680 Speaker 1: I also think, like I don't want anyone to hear that, 269 00:12:51,679 --> 00:12:53,120 Speaker 1: and I'm gonna be like cool, So I can never 270 00:12:53,360 --> 00:12:56,800 Speaker 1: start a business because you can like there, you can 271 00:12:57,320 --> 00:12:58,360 Speaker 1: like do both ways. 272 00:12:58,360 --> 00:13:01,760 Speaker 3: That is gradual, it is. There are plenty of people 273 00:13:01,760 --> 00:13:02,320 Speaker 3: that have done that. 274 00:13:02,559 --> 00:13:06,360 Speaker 1: Yeah, and you know, have had successful businesses as well. 275 00:13:06,440 --> 00:13:09,040 Speaker 1: But I do also think it's refreshing to have the 276 00:13:09,080 --> 00:13:11,520 Speaker 1: honesty of being like, no, it was a really big 277 00:13:11,520 --> 00:13:14,240 Speaker 1: investment because we do see a lot of narratives that's 278 00:13:14,280 --> 00:13:17,679 Speaker 1: like I started my business with two dollars and a dream, yeah, 279 00:13:17,720 --> 00:13:20,080 Speaker 1: and it's like you do kind of. I think having 280 00:13:20,280 --> 00:13:21,800 Speaker 1: you know, your mum who was an account would have 281 00:13:21,800 --> 00:13:24,560 Speaker 1: been as well, so helpful because you can map out 282 00:13:24,600 --> 00:13:27,679 Speaker 1: those financials and that is probably it was really important 283 00:13:27,800 --> 00:13:28,920 Speaker 1: and most important step. 284 00:13:28,960 --> 00:13:31,439 Speaker 3: I would say, right, if you don't understand your cash flow, 285 00:13:32,280 --> 00:13:34,880 Speaker 3: that can become a major problem very very quickly. So 286 00:13:34,920 --> 00:13:37,280 Speaker 3: we would look at like daily cash flow, yeah, like 287 00:13:37,440 --> 00:13:38,840 Speaker 3: how much money we're going to have in the bank 288 00:13:38,880 --> 00:13:41,360 Speaker 3: if we decide to do this, and then like forward 289 00:13:41,360 --> 00:13:44,559 Speaker 3: projected out so Yeah, she was critical. When you're saying 290 00:13:44,600 --> 00:13:46,800 Speaker 3: cash flow, what do you mean for those who don't 291 00:13:46,800 --> 00:13:48,400 Speaker 3: know cash flow? So, if you're looking at a p 292 00:13:48,480 --> 00:13:52,679 Speaker 3: and L sorry, very business statement. You are looking at 293 00:13:52,720 --> 00:13:55,080 Speaker 3: each month like what your top line revenue is and 294 00:13:55,120 --> 00:13:56,800 Speaker 3: what your expenses are for that month, and then like 295 00:13:56,800 --> 00:13:58,760 Speaker 3: your marketing costs and everything, and then basically if you're 296 00:13:58,800 --> 00:14:03,360 Speaker 3: making a profit. But that isn't necessarily cash, like cash 297 00:14:03,360 --> 00:14:06,800 Speaker 3: going out the door. So when I talk about cash flow, 298 00:14:06,880 --> 00:14:09,040 Speaker 3: there's certain things that might not land in that month's 299 00:14:09,080 --> 00:14:11,040 Speaker 3: P and L, but it's cash going out the door, 300 00:14:11,080 --> 00:14:14,600 Speaker 3: for example, if you're placing pos for new products and stuff. 301 00:14:14,640 --> 00:14:17,160 Speaker 3: So cash flow is simply how much money do you 302 00:14:17,200 --> 00:14:19,440 Speaker 3: have sitting at the bank and when's it going to 303 00:14:19,520 --> 00:14:22,040 Speaker 3: run out? Yeah? Scary. Your p and L is catching 304 00:14:22,080 --> 00:14:25,040 Speaker 3: like your revenue and then what your cogs cost to 305 00:14:25,120 --> 00:14:27,680 Speaker 3: sell that and stuff. It's not actually cash, that's like 306 00:14:27,720 --> 00:14:30,360 Speaker 3: going in and out at the time. That's interesting. 307 00:14:30,520 --> 00:14:34,280 Speaker 1: Yeah, And speaking of profit and loss, when you're starting 308 00:14:34,280 --> 00:14:36,560 Speaker 1: a new business, should you expect to make a profit 309 00:14:36,600 --> 00:14:37,120 Speaker 1: straight away? 310 00:14:37,520 --> 00:14:40,080 Speaker 3: So different again, I would say, like how fast you 311 00:14:40,120 --> 00:14:42,240 Speaker 3: want to grow? We lost money for the first two 312 00:14:42,280 --> 00:14:45,160 Speaker 3: and a half years straight we just burned cash every month, 313 00:14:45,440 --> 00:14:47,960 Speaker 3: so we had runways. So when we started we had 314 00:14:48,000 --> 00:14:50,400 Speaker 3: one hundred and twenty thousand dollars alone. We raised about 315 00:14:50,400 --> 00:14:52,920 Speaker 3: two hundred thousand dollars a month's family and friends, and 316 00:14:52,960 --> 00:14:55,440 Speaker 3: that was like our runway. So it was like, Okay, 317 00:14:55,560 --> 00:14:58,320 Speaker 3: this is how much pot of money we have to 318 00:14:58,560 --> 00:15:01,800 Speaker 3: use to like start grow the business. And we didn't 319 00:15:01,800 --> 00:15:04,400 Speaker 3: expect to make money straight away because we wanted to 320 00:15:04,440 --> 00:15:06,560 Speaker 3: overinvest in things like marketing. So it wasn't like we 321 00:15:06,560 --> 00:15:09,920 Speaker 3: were taking out an office lease and hiring people. It 322 00:15:10,000 --> 00:15:11,720 Speaker 3: was we want to invest in marketing so that we 323 00:15:11,720 --> 00:15:14,640 Speaker 3: can grow quicker awareness. But we know that that's going 324 00:15:14,720 --> 00:15:17,080 Speaker 3: to cost more than essentially the revenue that's going to 325 00:15:17,080 --> 00:15:20,520 Speaker 3: come in initially and when you're add in cogs and 326 00:15:20,520 --> 00:15:23,360 Speaker 3: everything else in your shipping costs. So yeah, we were like, 327 00:15:23,440 --> 00:15:26,040 Speaker 3: you know what, let's go all in and we yeah, 328 00:15:26,120 --> 00:15:29,000 Speaker 3: didn't turn a profit for the first like, yeah, two 329 00:15:29,080 --> 00:15:31,080 Speaker 3: and a half years, which was terrifying. So there was 330 00:15:31,120 --> 00:15:34,440 Speaker 3: some months we would burned through thirty grand. Well, was it. 331 00:15:34,320 --> 00:15:37,560 Speaker 1: Really hard to stick with what you were doing when 332 00:15:37,600 --> 00:15:39,520 Speaker 1: you're seeing like you're doing a profit and loss and 333 00:15:39,560 --> 00:15:41,920 Speaker 1: you're not seeing profit are you like, what if this 334 00:15:42,040 --> 00:15:45,640 Speaker 1: never comes, Like, how do you kind of ignore the 335 00:15:45,720 --> 00:15:49,000 Speaker 1: voice in your head that is the imposter syndrome or 336 00:15:49,040 --> 00:15:51,720 Speaker 1: the inner sabatur that for those who are starting a 337 00:15:51,720 --> 00:15:53,440 Speaker 1: business or want to start a business if they're not 338 00:15:53,480 --> 00:15:55,520 Speaker 1: turning profit to not get disheartened. 339 00:15:56,120 --> 00:15:58,840 Speaker 3: Yeah, Look, we had a financial model, so I do 340 00:15:58,920 --> 00:16:01,360 Speaker 3: want to preface that in saying we knew that we 341 00:16:01,400 --> 00:16:04,280 Speaker 3: needed to get to a critical mass. Again though it's 342 00:16:04,280 --> 00:16:07,960 Speaker 3: a forecast, so it's not you know, Bible, but you're 343 00:16:07,960 --> 00:16:10,000 Speaker 3: looking at a forecast going if we can get to 344 00:16:10,000 --> 00:16:13,200 Speaker 3: this scale, will break even, right, So it was just 345 00:16:13,280 --> 00:16:16,320 Speaker 3: pushed forward to that scale. Yeah, and then we could 346 00:16:16,360 --> 00:16:19,000 Speaker 3: see that we would get efficiencies at a certain level 347 00:16:19,400 --> 00:16:22,160 Speaker 3: that would allow us to sort of become profitable, if 348 00:16:22,200 --> 00:16:24,120 Speaker 3: that makes sense. We were building an existing customer base. 349 00:16:24,240 --> 00:16:26,440 Speaker 3: They were coming back buying again from us, so they 350 00:16:26,440 --> 00:16:29,280 Speaker 3: were starting to then like build this base that was increasing, 351 00:16:29,840 --> 00:16:31,800 Speaker 3: and then we're building new customers on top of that. 352 00:16:31,840 --> 00:16:33,680 Speaker 3: So it was like going like that. So we could 353 00:16:33,760 --> 00:16:36,440 Speaker 3: see that our retention rate with customers was really good, 354 00:16:36,960 --> 00:16:39,320 Speaker 3: and so it made sense or we were missing was 355 00:16:39,360 --> 00:16:41,920 Speaker 3: cash to build new customers, and if we were to 356 00:16:41,960 --> 00:16:45,880 Speaker 3: do that, we would reach that mass Ah. Very interesting. 357 00:16:46,440 --> 00:16:48,640 Speaker 2: I think that's so important because my question was going 358 00:16:48,680 --> 00:16:50,480 Speaker 2: to be, well, how do you know when you should 359 00:16:50,520 --> 00:16:51,320 Speaker 2: throw in the towel? 360 00:16:51,880 --> 00:16:52,920 Speaker 3: But I guess that's the thing. 361 00:16:52,960 --> 00:16:55,920 Speaker 2: It's having it mapped out and having those goals and 362 00:16:55,960 --> 00:16:57,240 Speaker 2: knowing that that. 363 00:16:57,320 --> 00:16:59,280 Speaker 3: Is part of the process and that is part of 364 00:16:59,320 --> 00:16:59,760 Speaker 3: the plan. 365 00:17:00,120 --> 00:17:02,440 Speaker 2: And maybe if you don't have that plan, then how 366 00:17:02,480 --> 00:17:05,080 Speaker 2: would you know if you're on the right track and 367 00:17:05,119 --> 00:17:08,000 Speaker 2: to have that motivation. But I also wanted to ask 368 00:17:08,440 --> 00:17:11,439 Speaker 2: as a co founder, you wear lots of hats, and 369 00:17:11,480 --> 00:17:14,000 Speaker 2: it sounds like you and your mum were doing. 370 00:17:13,920 --> 00:17:16,399 Speaker 3: A lot everything. Yeah, a lot of different parts of 371 00:17:16,440 --> 00:17:19,800 Speaker 3: that with your mom. It was so interesting in the 372 00:17:19,800 --> 00:17:22,959 Speaker 3: early days because obviously you have a personal relationship and 373 00:17:22,960 --> 00:17:25,399 Speaker 3: then all of a sudden you're like professional, Like. I 374 00:17:25,440 --> 00:17:27,800 Speaker 3: even remember getting on calls and then being like, wait, 375 00:17:27,840 --> 00:17:29,520 Speaker 3: I can't call you mum, Like I've got to call 376 00:17:29,560 --> 00:17:32,480 Speaker 3: you Bridget, Like it was really weird. Yeah, imagine calling 377 00:17:32,520 --> 00:17:34,760 Speaker 3: your mom by her first name because I didn't want 378 00:17:34,760 --> 00:17:36,880 Speaker 3: to get on a business call with like someone else 379 00:17:37,560 --> 00:17:39,600 Speaker 3: my mom. Yeah, so I had to say to mum, 380 00:17:39,680 --> 00:17:44,760 Speaker 3: what's our profit? And I didn't even think about that 381 00:17:45,280 --> 00:17:46,880 Speaker 3: and so I had to like, yeah, call her by 382 00:17:46,880 --> 00:17:49,159 Speaker 3: her first name, which was weird getting used to that. 383 00:17:49,280 --> 00:17:51,160 Speaker 3: And then yeah, you just have to establish a totally 384 00:17:51,200 --> 00:17:55,639 Speaker 3: different dynamic. But we're like quite fiery people, so you 385 00:17:55,720 --> 00:17:59,200 Speaker 3: can't treat like a business problem or something like you 386 00:17:59,240 --> 00:18:02,040 Speaker 3: would like a pert wanted to hash out. Yeah, and 387 00:18:02,080 --> 00:18:05,520 Speaker 3: then you also have to realize, yeah, like respect what 388 00:18:05,600 --> 00:18:08,679 Speaker 3: that person's good at and vice versa. And once we 389 00:18:08,760 --> 00:18:11,560 Speaker 3: did that, like we went through a raise and we 390 00:18:11,640 --> 00:18:13,760 Speaker 3: had to define what our roles were. And when we 391 00:18:13,800 --> 00:18:16,480 Speaker 3: did that, it was actually like, oh, okay, we actually 392 00:18:16,560 --> 00:18:19,320 Speaker 3: understand how we work together now, whereas we didn't do 393 00:18:19,400 --> 00:18:21,240 Speaker 3: that at the start, and so it was very much 394 00:18:21,240 --> 00:18:23,479 Speaker 3: like we would butt heads and classic like is your 395 00:18:23,560 --> 00:18:28,200 Speaker 3: mum and daughter, But now it's epic. She's like the CFO, 396 00:18:28,520 --> 00:18:30,159 Speaker 3: I'm a CMO, and we've got a big team, so 397 00:18:30,200 --> 00:18:33,919 Speaker 3: we're more like removed and she kills it and so 398 00:18:33,960 --> 00:18:36,359 Speaker 3: we're kind of It's nice having like that in the 399 00:18:36,359 --> 00:18:39,480 Speaker 3: building where you're like, I know, I like know that's 400 00:18:39,480 --> 00:18:42,479 Speaker 3: a family member that like you have that trust with, like, 401 00:18:42,680 --> 00:18:45,320 Speaker 3: and we've gotten to experience all this growth together which 402 00:18:45,359 --> 00:18:48,200 Speaker 3: no one else will really ever understand. 403 00:18:47,720 --> 00:18:50,480 Speaker 1: What that's like yeah, And Saal and I say this 404 00:18:50,600 --> 00:18:52,840 Speaker 1: often as well, when because we'll sometimes get the question 405 00:18:52,880 --> 00:18:55,000 Speaker 1: of being like, is it hard working with your best friend? Yeah, 406 00:18:55,040 --> 00:18:59,080 Speaker 1: I actually think like whenever something is hard or you know, 407 00:18:59,400 --> 00:19:03,440 Speaker 1: maybe we've fucked something up or something's a bit more tense, 408 00:19:03,680 --> 00:19:06,200 Speaker 1: it's actually kind of nice because like, on the bottom line, 409 00:19:06,240 --> 00:19:08,480 Speaker 1: you know that person loves you anyway, Like it's not 410 00:19:08,520 --> 00:19:13,040 Speaker 1: a big deal in terms of your wider and larger relationship, like, yeah, 411 00:19:13,080 --> 00:19:14,760 Speaker 1: that person Like and I'm sure that's with your mum. 412 00:19:14,800 --> 00:19:17,240 Speaker 1: Like whenever you would butt heads or anything with work, 413 00:19:17,280 --> 00:19:17,880 Speaker 1: it would be like. 414 00:19:17,880 --> 00:19:21,840 Speaker 3: Yeah, but I still love you. Yeah, you still have mom. Yeah, 415 00:19:21,920 --> 00:19:24,479 Speaker 3: it's just trying not to let that stress and tension 416 00:19:24,520 --> 00:19:29,080 Speaker 3: of the business personal, which was I think the hardest 417 00:19:29,080 --> 00:19:31,080 Speaker 3: part in the early days when it was really high pressure. 418 00:19:31,359 --> 00:19:35,160 Speaker 3: But yeah, nowadays it's yeah, so nice. Yeah, oh that's 419 00:19:35,160 --> 00:19:35,919 Speaker 3: so beautiful. 420 00:19:36,000 --> 00:19:37,520 Speaker 2: And I'm sure a big part of that was also 421 00:19:37,640 --> 00:19:42,199 Speaker 2: delegation and getting support by growing a team as a 422 00:19:42,240 --> 00:19:45,600 Speaker 2: co founder. Do you have any advice for delegating and 423 00:19:45,720 --> 00:19:47,440 Speaker 2: letting go of the rains a little bit? 424 00:19:47,760 --> 00:19:50,239 Speaker 3: Yeah, I had a quick transition with this, so I 425 00:19:50,320 --> 00:19:54,680 Speaker 3: went from founder to like c suite. Overnight, we went 426 00:19:54,720 --> 00:19:59,000 Speaker 3: through a merger and then the business scaled really fast 427 00:19:59,080 --> 00:20:02,040 Speaker 3: and we had to hire really quickly, and it was 428 00:20:02,080 --> 00:20:05,640 Speaker 3: impossible for me to continue to do everything, so I 429 00:20:05,720 --> 00:20:09,359 Speaker 3: was forced to hand over the reins. And I think 430 00:20:09,480 --> 00:20:13,720 Speaker 3: what helped was really being able to articulate, Okay, this 431 00:20:13,760 --> 00:20:16,199 Speaker 3: is the thing that requires my attention, it's actually what 432 00:20:16,240 --> 00:20:18,719 Speaker 3: I'm really good at, and then these are the other 433 00:20:18,840 --> 00:20:20,480 Speaker 3: things that I've been doing that I don't need to 434 00:20:20,480 --> 00:20:23,600 Speaker 3: do that other people actually better at. So it was 435 00:20:23,640 --> 00:20:26,960 Speaker 3: just accepting that, like having the humility to be like, yeah, 436 00:20:27,160 --> 00:20:29,680 Speaker 3: let's get other people in here to help me do this. 437 00:20:30,000 --> 00:20:30,240 Speaker 1: Yep. 438 00:20:31,000 --> 00:20:34,360 Speaker 3: And obviously when you hire people, they're not founders, so 439 00:20:34,400 --> 00:20:40,080 Speaker 3: they're not going to necessarily like have that same history 440 00:20:40,240 --> 00:20:43,320 Speaker 3: of the business and like understand all the context. But 441 00:20:44,320 --> 00:20:46,800 Speaker 3: I think you can hire based on values, and if 442 00:20:46,840 --> 00:20:48,520 Speaker 3: you do that, you will get people in the business 443 00:20:48,560 --> 00:20:51,479 Speaker 3: who align with you very very well. And it was 444 00:20:51,680 --> 00:20:55,000 Speaker 3: up to me defining what those values were to make 445 00:20:55,040 --> 00:20:57,400 Speaker 3: the right hires that made me feel like, yes, I've 446 00:20:57,440 --> 00:21:00,720 Speaker 3: got this team, and my job then became about foracilitating them. 447 00:21:01,000 --> 00:21:03,080 Speaker 1: So do you think it's more important to hire based 448 00:21:03,080 --> 00:21:04,919 Speaker 1: on values or experience. 449 00:21:04,480 --> 00:21:07,280 Speaker 3: Values always real. So I say skill sets like seventy percent, 450 00:21:07,359 --> 00:21:12,600 Speaker 3: cultures one hundred yeah always Woweah. And it's like different 451 00:21:12,640 --> 00:21:15,640 Speaker 3: skill sets, different ways of thinking, same values. So it's 452 00:21:15,680 --> 00:21:20,119 Speaker 3: like different difference in thought, but same values. So you 453 00:21:20,200 --> 00:21:22,320 Speaker 3: have different opinions in the room, but you have the 454 00:21:22,400 --> 00:21:26,320 Speaker 3: same like callways. Yeah, I love that. Yeah. 455 00:21:26,359 --> 00:21:29,840 Speaker 2: You've also spoken about the importance of the eighty twenty 456 00:21:30,080 --> 00:21:30,880 Speaker 2: yeah rule when it. 457 00:21:30,800 --> 00:21:31,560 Speaker 3: Comes to business. 458 00:21:31,680 --> 00:21:34,000 Speaker 2: Can you talk us through what that is and how 459 00:21:34,040 --> 00:21:36,240 Speaker 2: you can apply that to business but also to life. 460 00:21:36,800 --> 00:21:39,920 Speaker 3: Yeah. I mean, so the eighty twenty rule is twenty 461 00:21:39,920 --> 00:21:41,960 Speaker 3: percent of what you are doing is driving eighty percent 462 00:21:42,000 --> 00:21:45,080 Speaker 3: of the result. So typically in a business there'll be 463 00:21:45,080 --> 00:21:47,880 Speaker 3: twenty percent of activities that's driving eighty percent of revenue. 464 00:21:48,359 --> 00:21:50,840 Speaker 3: So when you're in a startup and you're a founder, 465 00:21:50,920 --> 00:21:52,520 Speaker 3: I say it even to my team now, because there's 466 00:21:52,560 --> 00:21:55,240 Speaker 3: so much on eighty twenty. If it's not in the 467 00:21:55,240 --> 00:21:58,480 Speaker 3: twenty that's driving the eighty, drop it because you I 468 00:21:58,520 --> 00:22:01,840 Speaker 3: think we're all very like it's very easy to sit 469 00:22:01,880 --> 00:22:05,640 Speaker 3: and do busy work, but it's actually hard to go 470 00:22:06,040 --> 00:22:08,080 Speaker 3: you know what, that's the twenty percent that requires my 471 00:22:08,119 --> 00:22:10,639 Speaker 3: full attention. And I'm going to drop these five other things, 472 00:22:11,240 --> 00:22:16,240 Speaker 3: so instead of being busy, it's like being productive. And so, yeah, 473 00:22:16,280 --> 00:22:18,360 Speaker 3: I think eighty twenty rule. I just use it all 474 00:22:18,400 --> 00:22:20,600 Speaker 3: the time to be like is this worth my attention? 475 00:22:21,280 --> 00:22:23,359 Speaker 3: Is it in the twenty percent? And if it's not, 476 00:22:23,880 --> 00:22:26,000 Speaker 3: drop it. That's so good. 477 00:22:26,840 --> 00:22:29,959 Speaker 1: That's really not just something in my brain stops from femails. 478 00:22:30,359 --> 00:22:31,159 Speaker 1: It's not on my twenty. 479 00:22:31,560 --> 00:22:35,360 Speaker 3: It sounds like yes it is all right, Yeah, I 480 00:22:35,400 --> 00:22:37,640 Speaker 3: know it's not on my twenty. Yeah, but I think 481 00:22:37,640 --> 00:22:40,280 Speaker 3: it's a great rule because you can feel so busy 482 00:22:40,280 --> 00:22:42,199 Speaker 3: in things, be like you know what, this is not 483 00:22:42,320 --> 00:22:44,960 Speaker 3: right now, and like you can get to the remainder 484 00:22:45,080 --> 00:22:47,359 Speaker 3: another time. But it's just when you're in those days 485 00:22:47,359 --> 00:22:49,639 Speaker 3: where you don't know where to look, like go to 486 00:22:49,640 --> 00:22:50,680 Speaker 3: the twenty percent. Yeah. 487 00:22:50,720 --> 00:22:53,040 Speaker 1: And I think you do need like yes and no 488 00:22:53,880 --> 00:22:56,760 Speaker 1: rules to prioritize because it's really hard to be like 489 00:22:57,040 --> 00:22:59,120 Speaker 1: should I do this? Like you can get a little 490 00:22:59,119 --> 00:23:01,719 Speaker 1: bit paralyzed with and so I think it's really helpful 491 00:23:01,760 --> 00:23:04,240 Speaker 1: to be like, have something that is your rule of thumb, 492 00:23:04,240 --> 00:23:05,239 Speaker 1: that easy yes or no. 493 00:23:05,480 --> 00:23:05,840 Speaker 3: Yeah. 494 00:23:05,920 --> 00:23:12,119 Speaker 1: So last year TVH went viral with the gen Z 495 00:23:12,320 --> 00:23:16,080 Speaker 1: Boss and a mini skirt talk us through what happened. 496 00:23:16,960 --> 00:23:21,320 Speaker 3: Well, this was the this was the one no One 497 00:23:21,680 --> 00:23:24,200 Speaker 3: We filmed a trend in the office on a Monday. 498 00:23:24,240 --> 00:23:27,560 Speaker 3: I remember it very distinctly. Were you literally content in 499 00:23:27,600 --> 00:23:32,040 Speaker 3: the office is very much on the fly. So I 500 00:23:32,080 --> 00:23:34,080 Speaker 3: came in. I was like, has anyone seen this cowboy 501 00:23:34,280 --> 00:23:39,919 Speaker 3: boots and a blowy and yeah, and we were and 502 00:23:39,960 --> 00:23:41,679 Speaker 3: everyone in the office was like, yeah, its hilarious. I 503 00:23:41,720 --> 00:23:44,000 Speaker 3: was like, let's just stand up now and do it. Yeah. 504 00:23:44,080 --> 00:23:46,560 Speaker 3: It was so off the cuff and we're all just 505 00:23:46,600 --> 00:23:48,639 Speaker 3: standing in a circle. I have the BTS footage of 506 00:23:48,720 --> 00:23:50,720 Speaker 3: us doing it, and we're like what should we say 507 00:23:50,800 --> 00:23:53,760 Speaker 3: and like we're coming up with each other in a moment, 508 00:23:54,280 --> 00:23:56,840 Speaker 3: like none of it was planned. And so I was 509 00:23:56,880 --> 00:23:59,040 Speaker 3: starting the video and then everyone's like, oh, like do 510 00:23:59,359 --> 00:24:01,239 Speaker 3: that you're the boss or something and I said like, oh, 511 00:24:01,320 --> 00:24:02,800 Speaker 3: gen Z boss And I was wearing a mini skirt 512 00:24:02,800 --> 00:24:05,399 Speaker 3: and yeah mini And we filmed that and then the 513 00:24:05,440 --> 00:24:07,320 Speaker 3: team went round. There was like fake tan hands and 514 00:24:07,320 --> 00:24:10,600 Speaker 3: a hoop, which was one of my favorites. Yeah, and 515 00:24:10,760 --> 00:24:13,720 Speaker 3: it was just a chance. We put it up to 516 00:24:13,800 --> 00:24:15,800 Speaker 3: be part of the trend on TikTok. That's how we 517 00:24:15,880 --> 00:24:18,399 Speaker 3: run the TikTok page and it went up and it 518 00:24:18,440 --> 00:24:21,520 Speaker 3: didn't go like really viral. It went viral like it 519 00:24:21,560 --> 00:24:24,439 Speaker 3: got over one hundred thousand views very quickly. But it 520 00:24:24,480 --> 00:24:27,919 Speaker 3: wasn't until the next morning because it was all us 521 00:24:28,640 --> 00:24:30,399 Speaker 3: where we woke up and then it was like in 522 00:24:30,440 --> 00:24:33,159 Speaker 3: the millions and we were like, oh, okay, cool, like 523 00:24:33,320 --> 00:24:36,560 Speaker 3: yay for us, viral video all good. There were some comments, 524 00:24:36,600 --> 00:24:38,560 Speaker 3: and I always say, when you see hate comments coming 525 00:24:38,600 --> 00:24:41,239 Speaker 3: up on your TikTok, you're going viral. So I'm like, 526 00:24:41,440 --> 00:24:43,840 Speaker 3: you know what the hate is driving the engagement, Like 527 00:24:43,880 --> 00:24:45,280 Speaker 3: at the end of the day, it was hard to do. 528 00:24:45,359 --> 00:24:49,240 Speaker 3: You're going viral. Yeah, so I think we can take 529 00:24:49,400 --> 00:24:51,800 Speaker 3: like a oh that's cringe or whatever. I was like, yeah, 530 00:24:51,880 --> 00:24:53,439 Speaker 3: you know, we're used to that, Like if you're going 531 00:24:53,480 --> 00:24:55,080 Speaker 3: to put yourself on social media, you can't got to 532 00:24:55,119 --> 00:24:58,040 Speaker 3: be ready to like face a bit of that commentary. 533 00:24:58,359 --> 00:25:01,840 Speaker 3: But it got republic which was one of the first 534 00:25:01,920 --> 00:25:04,320 Speaker 3: times that had ever happened to us, where the video 535 00:25:04,440 --> 00:25:08,160 Speaker 3: got taken off TikTok and put onto Twitter and someone 536 00:25:08,200 --> 00:25:10,960 Speaker 3: turned it into a meme so they put above and 537 00:25:11,160 --> 00:25:13,639 Speaker 3: I like laugh because I do think it's funny they 538 00:25:13,680 --> 00:25:17,159 Speaker 3: put above it HR doing this chant before they do 539 00:25:17,240 --> 00:25:20,119 Speaker 3: layoffs or something. It was something so random about HR right, 540 00:25:20,520 --> 00:25:22,160 Speaker 3: and I was like, whatever it got turned into a meme. 541 00:25:22,200 --> 00:25:25,000 Speaker 3: But the page that posted it must have been it 542 00:25:25,000 --> 00:25:28,399 Speaker 3: has a specific type of following, and it got twelve 543 00:25:28,440 --> 00:25:31,560 Speaker 3: million views. Basically this was by the Friday and it 544 00:25:31,640 --> 00:25:33,879 Speaker 3: had twelve million views. And so we created a Twitter 545 00:25:33,920 --> 00:25:36,440 Speaker 3: page and we were like reading all of this and 546 00:25:36,480 --> 00:25:40,120 Speaker 3: initially the girls in the office we were all like, oh, 547 00:25:40,160 --> 00:25:43,000 Speaker 3: this is funny because it was so like that it 548 00:25:43,080 --> 00:25:46,359 Speaker 3: was so far like from reality. 549 00:25:46,040 --> 00:25:48,159 Speaker 2: And what it started as too, you'd be like this 550 00:25:48,280 --> 00:25:49,160 Speaker 2: is so surreal. 551 00:25:49,440 --> 00:25:51,800 Speaker 3: Yeah, We're like this is so silly. So people were 552 00:25:51,800 --> 00:25:53,960 Speaker 3: commenting like this is why women should go back to 553 00:25:54,000 --> 00:25:56,600 Speaker 3: the kitchen, like all this stuff like women don't belong 554 00:25:56,600 --> 00:25:59,960 Speaker 3: in the workforce, blah blah blah. And I sat there 555 00:26:00,040 --> 00:26:01,639 Speaker 3: and I was like, we should just do a clapback 556 00:26:01,720 --> 00:26:04,320 Speaker 3: and annoy them more by doing the same video with 557 00:26:04,400 --> 00:26:07,320 Speaker 3: their comments, and so the team was like, yeah, let's 558 00:26:07,359 --> 00:26:10,000 Speaker 3: do it. So we literally again jumped up in a circle, 559 00:26:10,160 --> 00:26:13,320 Speaker 3: filmed this off the cauff looking at the comments, posted 560 00:26:13,320 --> 00:26:15,560 Speaker 3: it as like a clapback because I often think when 561 00:26:15,680 --> 00:26:18,120 Speaker 3: people are making fun of you online, like the most 562 00:26:18,160 --> 00:26:21,159 Speaker 3: powerful thing you can do is laughing yourself and like 563 00:26:21,280 --> 00:26:25,720 Speaker 3: join in. And so the team did that. And what 564 00:26:25,760 --> 00:26:29,359 Speaker 3: that did was it painted a very good picture I 565 00:26:29,400 --> 00:26:33,520 Speaker 3: think of we were very unfazed. Yeah, and everyone was 566 00:26:33,560 --> 00:26:37,320 Speaker 3: like these chicks like are handling this like brilliantly. But 567 00:26:37,440 --> 00:26:40,040 Speaker 3: what happened was we posted that on the Friday. On 568 00:26:40,080 --> 00:26:43,760 Speaker 3: the Saturday, I was actually away on my husband's thirtieth 569 00:26:43,880 --> 00:26:47,399 Speaker 3: like trip weekend, and I was sitting at a pub 570 00:26:48,119 --> 00:26:52,800 Speaker 3: and someone sent me a Twitter post. And Andrew Tate 571 00:26:53,119 --> 00:26:56,679 Speaker 3: had posted the video to his Twitter page and he 572 00:26:56,760 --> 00:26:59,200 Speaker 3: had said, if you do not escape the matrix women 573 00:26:59,320 --> 00:27:02,160 Speaker 3: like this will be your boss. And I saw it 574 00:27:02,200 --> 00:27:05,560 Speaker 3: and I was like, this is like Andrew Tate like, yeah, 575 00:27:06,760 --> 00:27:08,640 Speaker 3: like this is not like I think. I was really 576 00:27:08,640 --> 00:27:10,879 Speaker 3: struggling to process it. Originally I was like, this is 577 00:27:10,920 --> 00:27:14,719 Speaker 3: a joke, like funny, and then I was like, no, actually, 578 00:27:14,760 --> 00:27:17,360 Speaker 3: this is like going to send everyone on the internet 579 00:27:17,520 --> 00:27:19,880 Speaker 3: our way, like everyone that we don't want people who 580 00:27:19,880 --> 00:27:21,600 Speaker 3: are not our customers, We don't care what they think. 581 00:27:21,880 --> 00:27:23,680 Speaker 3: It was just like sending them all to our pages. 582 00:27:23,720 --> 00:27:27,080 Speaker 3: So then our Instagram started getting like flooded. Our dms 583 00:27:27,080 --> 00:27:31,000 Speaker 3: were flooded, our customer service was flooded with like the 584 00:27:31,000 --> 00:27:35,960 Speaker 3: most horrific types of messages. And so I ended up 585 00:27:36,000 --> 00:27:38,359 Speaker 3: on the phone with the CEO like of our company, 586 00:27:38,440 --> 00:27:40,760 Speaker 3: our merged company, and I was like, I'm really worried now, 587 00:27:40,920 --> 00:27:44,040 Speaker 3: Like this went from being like viral haha, someone turned 588 00:27:44,080 --> 00:27:46,840 Speaker 3: it into a meme to like no, we need to 589 00:27:46,840 --> 00:27:51,760 Speaker 3: protect our stuffy yeah. And so it was really hard 590 00:27:51,840 --> 00:27:55,560 Speaker 3: because one I was in the video, so I was 591 00:27:55,600 --> 00:27:59,359 Speaker 3: also trying to process like everything that was happening. Two 592 00:27:59,520 --> 00:28:02,240 Speaker 3: I was then really worried about the stuff, and then 593 00:28:02,359 --> 00:28:04,600 Speaker 3: three I had to be front facing for all the 594 00:28:04,640 --> 00:28:07,400 Speaker 3: media that was coming in thick and fast after that happened. 595 00:28:08,080 --> 00:28:10,359 Speaker 3: So I got my publicist on the phone. I was like, 596 00:28:10,400 --> 00:28:12,560 Speaker 3: this has just happened, and she was like I'm on standby, 597 00:28:13,240 --> 00:28:15,159 Speaker 3: Like we need to make a plan, but she was like, 598 00:28:15,160 --> 00:28:17,160 Speaker 3: don't worry. The new cycles twenty four hours, like you'll 599 00:28:17,160 --> 00:28:21,119 Speaker 3: be old news no time. What happened was then Donald 600 00:28:21,119 --> 00:28:23,800 Speaker 3: Trump got shot the next morning. This is so crazy, 601 00:28:23,880 --> 00:28:27,400 Speaker 3: how this So Donald Trump got shot and then on 602 00:28:27,440 --> 00:28:30,600 Speaker 3: Twitter everyone I was like, oh, we're gonna be old news, 603 00:28:30,880 --> 00:28:33,760 Speaker 3: Like we will just fade into the background because everyone 604 00:28:33,760 --> 00:28:36,800 Speaker 3: will be talking about this instead, and we actually got 605 00:28:36,800 --> 00:28:39,760 Speaker 3: caught up in it. So then people were saying, like 606 00:28:40,600 --> 00:28:43,480 Speaker 3: Shooter revealed as gen Z Boss and a mini and 607 00:28:43,520 --> 00:28:46,440 Speaker 3: then like it just got like out of control and 608 00:28:46,800 --> 00:28:49,000 Speaker 3: to be on the receiving it like this was by 609 00:28:49,080 --> 00:28:52,280 Speaker 3: this time the video on Twitter had over one hundred 610 00:28:52,360 --> 00:28:56,440 Speaker 3: million views, So when I'm talking like viral, like it 611 00:28:56,560 --> 00:28:59,040 Speaker 3: was like worldwide main people were comparing me to like 612 00:28:59,080 --> 00:29:02,120 Speaker 3: the Hawk Talk girl, yeah, and I was like, this 613 00:29:02,160 --> 00:29:06,240 Speaker 3: is ridiculous. And then it obviously opened up commentary more 614 00:29:06,280 --> 00:29:11,440 Speaker 3: broadly around us filming these trends us as employees putting 615 00:29:11,520 --> 00:29:15,960 Speaker 3: our staff like in dangerous situations. So it was a 616 00:29:15,960 --> 00:29:18,600 Speaker 3: lot of and obviously that hits hard because I care 617 00:29:18,680 --> 00:29:21,959 Speaker 3: so deeply about the team, and so we had like 618 00:29:22,080 --> 00:29:25,600 Speaker 3: threats and all sorts. So we actually locked down the building. Oh, 619 00:29:26,120 --> 00:29:28,280 Speaker 3: we told all the stuff don't come in on Monday, 620 00:29:29,000 --> 00:29:32,280 Speaker 3: but I went in to meet with management team to 621 00:29:32,320 --> 00:29:34,160 Speaker 3: be like, how are we going to approach this. I 622 00:29:34,200 --> 00:29:37,320 Speaker 3: woke up on Monday morning, New York Post, Bust or Sports, 623 00:29:37,760 --> 00:29:40,680 Speaker 3: all of these US publications had gone live with stories 624 00:29:40,720 --> 00:29:44,520 Speaker 3: about it. So my publicist was like, oh my gosh, 625 00:29:44,520 --> 00:29:47,440 Speaker 3: like there's all of this coming in people asking for commentary. 626 00:29:47,680 --> 00:29:49,800 Speaker 3: So at six am every morning that week, I would 627 00:29:49,800 --> 00:29:52,120 Speaker 3: wake up and she would message me saying, this is 628 00:29:52,160 --> 00:29:54,520 Speaker 3: all the commentary that we need to reply to deal with. 629 00:29:55,360 --> 00:29:57,080 Speaker 3: And then I was at the same time like trying 630 00:29:57,080 --> 00:29:59,280 Speaker 3: to look after the staff. We brought in counselors and 631 00:29:59,480 --> 00:30:02,640 Speaker 3: also yes, but I think I had to like come 632 00:30:02,720 --> 00:30:06,560 Speaker 3: last essentially in that whole process. So, yeah, counselors came in. 633 00:30:06,680 --> 00:30:09,239 Speaker 3: We looked after the staff in the best way when 634 00:30:09,280 --> 00:30:10,920 Speaker 3: you possibly we took it to the police. They already 635 00:30:10,960 --> 00:30:14,280 Speaker 3: knew about it. What yeah, wow, Yeah, they were already 636 00:30:14,280 --> 00:30:16,040 Speaker 3: aware of it because of the threats we were getting. 637 00:30:16,080 --> 00:30:19,120 Speaker 3: We just compiled them. The CEO took over customer service, 638 00:30:19,200 --> 00:30:21,040 Speaker 3: so the girls were no longer doing customer service, our 639 00:30:21,120 --> 00:30:24,640 Speaker 3: ceo was doing it. It was crazy, and we presented 640 00:30:24,760 --> 00:30:28,040 Speaker 3: like a very I think people didn't really understand what 641 00:30:28,040 --> 00:30:29,840 Speaker 3: we were going through. My husband was dropping me to 642 00:30:30,000 --> 00:30:31,920 Speaker 3: the door of the building and then picking me up 643 00:30:32,000 --> 00:30:35,480 Speaker 3: after the threats that I was getting. It was crazy, well. 644 00:30:35,440 --> 00:30:39,280 Speaker 1: Because of a silly little TikTok. Yeah, were there any 645 00:30:39,360 --> 00:30:40,920 Speaker 1: positives from the situation. 646 00:30:41,320 --> 00:30:45,800 Speaker 3: I think a lot, like the community that came against 647 00:30:45,920 --> 00:30:48,160 Speaker 3: us were people we did not want to be associated 648 00:30:48,160 --> 00:30:50,560 Speaker 3: with anyway. I always say, if it was our customers 649 00:30:50,560 --> 00:30:52,240 Speaker 3: coming from us, it was actually would actually cut me 650 00:30:52,240 --> 00:30:54,640 Speaker 3: a lot deeper because they're people that I genuinely care 651 00:30:54,640 --> 00:30:57,240 Speaker 3: about versus like randoms on the internet in the US 652 00:30:57,240 --> 00:30:58,880 Speaker 3: that I was like, you know, you're just not the 653 00:30:58,920 --> 00:31:02,640 Speaker 3: customer I don't care. But then they were matched with 654 00:31:02,760 --> 00:31:04,960 Speaker 3: everyone in our community who came back and fought for 655 00:31:05,080 --> 00:31:08,600 Speaker 3: us hard. So it was like we almost had this 656 00:31:08,640 --> 00:31:11,200 Speaker 3: community like wrap their arms around us and take us 657 00:31:11,200 --> 00:31:13,960 Speaker 3: through that, and then they've been behind us ever since, 658 00:31:14,240 --> 00:31:17,800 Speaker 3: which has been really so be really validating. Yeah, it 659 00:31:17,840 --> 00:31:20,080 Speaker 3: did bring a lot of positivity. For every negative comment, 660 00:31:20,120 --> 00:31:21,720 Speaker 3: there was a positive comment, so. 661 00:31:21,760 --> 00:31:25,120 Speaker 1: Sure they nice for it to just not but yeah, it. 662 00:31:25,000 --> 00:31:27,520 Speaker 3: Was a lot. I think it was really like I 663 00:31:27,600 --> 00:31:29,560 Speaker 3: reflect on that time for me and how hard it 664 00:31:29,680 --> 00:31:33,680 Speaker 3: was balancing all three components of like being being like 665 00:31:33,720 --> 00:31:36,720 Speaker 3: the subject of it, being the leader for the team 666 00:31:36,760 --> 00:31:39,760 Speaker 3: and having to protect them, and being front facing and 667 00:31:39,760 --> 00:31:44,040 Speaker 3: presenting a certain like pr image to turn the narrative 668 00:31:44,080 --> 00:31:48,880 Speaker 3: for everyone. Video. Yeah, so we took the video down 669 00:31:49,200 --> 00:31:52,560 Speaker 3: and that was a team decision. That wasn't me. So again, 670 00:31:52,800 --> 00:31:55,120 Speaker 3: like I was very like we were checking in with 671 00:31:55,120 --> 00:31:57,000 Speaker 3: the team every single day and I was like, if 672 00:31:57,040 --> 00:31:59,440 Speaker 3: there is one person that doesn't want this up, we're 673 00:31:59,440 --> 00:32:00,000 Speaker 3: taking it down. 674 00:32:00,280 --> 00:32:00,480 Speaker 1: Yeah. 675 00:32:00,800 --> 00:32:05,000 Speaker 3: And we actually anonymously took those votes so that people 676 00:32:05,080 --> 00:32:07,840 Speaker 3: felt like they had a voice and they did me yeah, 677 00:32:07,880 --> 00:32:09,960 Speaker 3: and someone said no, would took down. 678 00:32:10,400 --> 00:32:13,640 Speaker 1: Well, that's amazing And I think that's actually a really 679 00:32:13,720 --> 00:32:16,480 Speaker 1: good lesson to anyone who is starting a business that, 680 00:32:16,960 --> 00:32:19,720 Speaker 1: like giving people the space to share their opinions without 681 00:32:19,760 --> 00:32:23,880 Speaker 1: pressure and that and do it do so anonymously is 682 00:32:23,920 --> 00:32:26,880 Speaker 1: also really really powerful. I want to I want to 683 00:32:26,920 --> 00:32:30,040 Speaker 1: talk about a more positive virality if you will. 684 00:32:30,240 --> 00:32:33,760 Speaker 3: And sour so very exciting. 685 00:32:34,080 --> 00:32:38,680 Speaker 2: The TVH Rebound skin milk recently went viral for being 686 00:32:38,800 --> 00:32:42,600 Speaker 2: a dupe of the road glazing milk. Was this intentional 687 00:32:42,720 --> 00:32:44,200 Speaker 2: or was it a happy accident? 688 00:32:44,280 --> 00:32:46,760 Speaker 3: No, it was a happy accident. So as in we 689 00:32:46,880 --> 00:32:49,280 Speaker 3: when we were creating that product did not dupe the 690 00:32:49,440 --> 00:32:52,440 Speaker 3: road glazing milk. We knew milky Tona's were like in 691 00:32:52,600 --> 00:32:55,680 Speaker 3: like an up and coming format of product, and so 692 00:32:55,840 --> 00:32:57,840 Speaker 3: we were like, we want to add in a milky 693 00:32:57,920 --> 00:33:02,600 Speaker 3: toner that's really hydrating barrier supporting didn't even I'd never 694 00:33:02,680 --> 00:33:05,240 Speaker 3: bought the road one, never tried the road one like nothing. 695 00:33:05,280 --> 00:33:08,080 Speaker 3: I probably should have, but you know, I think I 696 00:33:08,160 --> 00:33:10,920 Speaker 3: was just focused on what we wanted to create with Hannah. 697 00:33:10,960 --> 00:33:13,760 Speaker 1: I think that's a nicer way to go about it too. Yeah, 698 00:33:13,800 --> 00:33:16,560 Speaker 1: because you are creating something for a specific problem. 699 00:33:16,600 --> 00:33:19,960 Speaker 3: Not necessarily. Yeah, we create products more so because we 700 00:33:19,960 --> 00:33:21,800 Speaker 3: talk to the customers. We find out what they want 701 00:33:21,800 --> 00:33:24,080 Speaker 3: and need, and then we just go into our holes 702 00:33:24,080 --> 00:33:27,840 Speaker 3: and create that. But then when it came out, obviously 703 00:33:27,960 --> 00:33:30,040 Speaker 3: people loved the milky tone. It was probably the most 704 00:33:30,080 --> 00:33:34,000 Speaker 3: successful out of the launch. And then people were saying, well, 705 00:33:34,000 --> 00:33:36,080 Speaker 3: we can't get road glazing milk. If you can't get 706 00:33:36,160 --> 00:33:38,320 Speaker 3: road glazing milk and you're in Australia, I've tried this 707 00:33:38,360 --> 00:33:41,600 Speaker 3: and it's a really good alternative, and then that quickly 708 00:33:41,640 --> 00:33:45,200 Speaker 3: became road Dube TBA just can't care ya blazing milk, 709 00:33:45,360 --> 00:33:48,080 Speaker 3: which for us, I actually have compared the two now 710 00:33:48,160 --> 00:33:51,120 Speaker 3: I got my hands on it, and they do have similarities. 711 00:33:51,120 --> 00:33:54,000 Speaker 3: They're both glazing milks. The textures are relatively similar. Road 712 00:33:54,000 --> 00:33:56,760 Speaker 3: glazing milk has like a slightly more dewy finish which 713 00:33:56,760 --> 00:33:59,960 Speaker 3: makes sense because our customers don't necessarily like really heavy 714 00:34:00,280 --> 00:34:03,680 Speaker 3: dewey products. And they both have the same skin like 715 00:34:03,720 --> 00:34:07,280 Speaker 3: seramides in them. Yeah, and so they have quite like 716 00:34:07,320 --> 00:34:09,440 Speaker 3: a few similar ingredients. But then TBA just has a 717 00:34:09,480 --> 00:34:12,000 Speaker 3: whole bunch of other like barry supporting calming ingredients because 718 00:34:12,000 --> 00:34:15,239 Speaker 3: it was a calming tner, not just like a barrier 719 00:34:15,280 --> 00:34:19,399 Speaker 3: supporting tner. But yeah, so they are relatively similar. But yeah, 720 00:34:19,520 --> 00:34:22,120 Speaker 3: we didn't dupe it in that way, like as in, 721 00:34:22,200 --> 00:34:23,719 Speaker 3: we would never get a product and be like, okay, 722 00:34:23,719 --> 00:34:27,200 Speaker 3: we're duping it. The road glazing milk is beautiful. Yeah, 723 00:34:27,360 --> 00:34:29,200 Speaker 3: but yeah, I think for us it was like great, 724 00:34:29,280 --> 00:34:32,280 Speaker 3: if we are being recommended as the alternative in Australia, 725 00:34:33,200 --> 00:34:35,520 Speaker 3: take that, Yeah, like that's epic, and actually it is 726 00:34:35,560 --> 00:34:38,120 Speaker 3: a really good alternative. Hours actually does more and you 727 00:34:38,160 --> 00:34:39,879 Speaker 3: can get it for cheaper, so like great. 728 00:34:40,200 --> 00:34:42,240 Speaker 1: I do really want to ask this because I always 729 00:34:42,239 --> 00:34:45,320 Speaker 1: find the answer very interesting, But what is the most 730 00:34:45,440 --> 00:34:50,480 Speaker 1: expensive life lesson you've learned on your business, specifically on 731 00:34:50,560 --> 00:34:52,920 Speaker 1: the business or just in general. 732 00:34:54,040 --> 00:34:55,759 Speaker 3: I mean, there's a lot of mistakes that I made 733 00:34:55,760 --> 00:34:57,920 Speaker 3: in the business early on that would have cost money. 734 00:34:57,920 --> 00:35:00,920 Speaker 3: I call them school fees. Because I'm like, it's lessons. 735 00:35:01,160 --> 00:35:04,200 Speaker 3: It's not actually like that's what you're paying for an education. 736 00:35:07,400 --> 00:35:11,640 Speaker 1: You didn't fuck up financially, You paid for an education, 737 00:35:11,880 --> 00:35:12,960 Speaker 1: you won't ever do it again. 738 00:35:13,000 --> 00:35:16,359 Speaker 3: You paid for a life lesson. So I don't necessarily, yeah, 739 00:35:16,400 --> 00:35:20,440 Speaker 3: I don't necessarily associate like expensive mistakes with the business 740 00:35:20,480 --> 00:35:22,399 Speaker 3: because I see them all as learnings, although we've had 741 00:35:22,440 --> 00:35:26,960 Speaker 3: like plenty along the way, But expensive life lesson which 742 00:35:27,000 --> 00:35:30,560 Speaker 3: I actually had prepped this episode was that I forced 743 00:35:30,560 --> 00:35:33,320 Speaker 3: myself to try and save for a property in Sydney. 744 00:35:34,360 --> 00:35:36,040 Speaker 3: And I feel like this is a really it's not 745 00:35:36,200 --> 00:35:37,919 Speaker 3: something I talk about with my friends all the time, 746 00:35:37,960 --> 00:35:41,440 Speaker 3: because I feel like our generation has like this narrative 747 00:35:41,480 --> 00:35:43,440 Speaker 3: of buy a house in Sydney and like settle down. 748 00:35:43,480 --> 00:35:45,719 Speaker 3: That's the best thing you could ever financially do for 749 00:35:45,760 --> 00:35:49,760 Speaker 3: yourself is buy a house in Sydney. And my partner 750 00:35:49,840 --> 00:35:51,799 Speaker 3: and I had saved for a very long time trying 751 00:35:51,840 --> 00:35:53,680 Speaker 3: to do that. We've gotten pre approved for a big 752 00:35:53,800 --> 00:35:55,560 Speaker 3: loan and a big mortgage, and we were going to 753 00:35:55,640 --> 00:35:58,239 Speaker 3: like these we literally went to auctions and bid and 754 00:35:58,320 --> 00:36:01,240 Speaker 3: I'm so thankful that we never ever got a property 755 00:36:01,239 --> 00:36:03,799 Speaker 3: in Sydney because I looked at the mortgagery payments and 756 00:36:03,800 --> 00:36:06,440 Speaker 3: I was like, that is so like gonna drain us financially. 757 00:36:06,480 --> 00:36:07,879 Speaker 3: We won't be able to live where we want to live. 758 00:36:08,400 --> 00:36:12,359 Speaker 3: And so we decided to invest in property interstate. And 759 00:36:12,440 --> 00:36:15,000 Speaker 3: I say, my most expensive life lesson is that we 760 00:36:15,000 --> 00:36:18,759 Speaker 3: could have done that four years earlier, and the four 761 00:36:18,840 --> 00:36:21,879 Speaker 3: years that we've missed in market we will never get back. 762 00:36:22,160 --> 00:36:24,439 Speaker 3: And it's been an extremely expensive mistake to learn. 763 00:36:25,080 --> 00:36:32,080 Speaker 1: But also, yeah, I love that one. That's so cool Sydney. 764 00:36:33,040 --> 00:36:36,000 Speaker 3: Yeah, really like that. So if people feel like they 765 00:36:36,000 --> 00:36:38,240 Speaker 3: can't invest, like can't ever buy a house in Sydney, 766 00:36:38,280 --> 00:36:39,880 Speaker 3: there's other things that you can do that can actually 767 00:36:40,080 --> 00:36:42,440 Speaker 3: grow your money for you because you'll be able to 768 00:36:42,480 --> 00:36:44,200 Speaker 3: get in sooner and you actually earn more money than 769 00:36:44,239 --> 00:36:47,200 Speaker 3: if you're just waiting to buy house in Sydney. So good. 770 00:36:47,680 --> 00:36:52,200 Speaker 1: Yes, such a smart cookie. 771 00:36:52,760 --> 00:36:58,440 Speaker 3: Fuck you guys, don't get me started. Yeah, exactly. 772 00:36:58,520 --> 00:37:01,399 Speaker 2: No, we're gonna leave it on a positive note. Thank 773 00:37:01,440 --> 00:37:03,319 Speaker 2: you so much for making the time. 774 00:37:03,400 --> 00:37:05,240 Speaker 3: We know you are so booked and busy. 775 00:37:05,560 --> 00:37:06,880 Speaker 1: We'll need to do a part two because I have 776 00:37:06,920 --> 00:37:07,720 Speaker 1: so many more questions. 777 00:37:07,800 --> 00:37:09,960 Speaker 3: Honestly, I would love to do that with you guys. 778 00:37:10,040 --> 00:37:12,560 Speaker 2: Yeah, oh my gosh, well, thank you so much for 779 00:37:12,640 --> 00:37:14,920 Speaker 2: coming on. We'll make sure to put lots of links 780 00:37:15,000 --> 00:37:18,840 Speaker 2: in the descriptions. Everybody can shop all things TVH skincare 781 00:37:18,880 --> 00:37:21,000 Speaker 2: and of course follow you on all your socials and 782 00:37:21,040 --> 00:37:21,920 Speaker 2: if you haven't tried. 783 00:37:21,719 --> 00:37:25,319 Speaker 1: The pimple patches, go get them today please we'll link 784 00:37:25,360 --> 00:37:26,240 Speaker 1: those in the show. 785 00:37:26,600 --> 00:37:27,680 Speaker 3: That my saving grace. 786 00:37:27,800 --> 00:37:29,400 Speaker 2: But thanks to your chicks for having us in your 787 00:37:29,400 --> 00:37:31,640 Speaker 2: ear holes. We'd love to be here, and thank you 788 00:37:31,680 --> 00:37:33,879 Speaker 2: to m ik Made for making today's episode happen. 789 00:37:34,080 --> 00:37:41,919 Speaker 3: Bye bye