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Speaker 1: Hi, I'm Britney Saunders and welcome to Big Business, the

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Speaker 1: place where business is far from boring. And today I'm

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Speaker 1: recording on gadigul Land. Now I somehow manage to build

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Speaker 1: an empire from the garage underneath my house, and I'm

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Speaker 1: here on Big Business to share it all with you,

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Speaker 1: from the winds, the huge mistakes, the challenging times and

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Speaker 1: the funny moments in between. So, whether you're in business

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Speaker 1: already yourself, maybe you're not in the game at all,

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Speaker 1: Perhaps you're looking for some inspo, or you simply just

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Speaker 1: want to hear the tea, this is the podcast for you.

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Speaker 1: Coming up on today's episode, I am joined by another

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Speaker 1: special guest that I know every time I sound really excited,

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Speaker 1: but I am really excited for this one because I

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Speaker 1: am a customer of this brand. Today I am joined

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Speaker 1: by Raquel Boris, who is the founder of who is

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Speaker 1: a Larjah Perfume? Who is Elijah. If you haven't heard

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Speaker 1: of them, you've been living under a rock. They are

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Speaker 1: absolutely blowing up on social media and in the Australian

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Speaker 1: retail space. So without further ado, let's get down to business.

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Speaker 1: We've been wanting to get you on the pod for ages,

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Speaker 1: and being who is a larger customer myself, I felt

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Speaker 1: this is a great opportunity for both of us stuff

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Speaker 1: it and fangirling. When we reached out to you, I

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Speaker 1: always ask a few questions before we have a guest

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Speaker 1: come on the pod, and one of the answers that

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Speaker 1: you came back with really stood out to me, and

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Speaker 1: it was that you've lost about a million dollars over

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Speaker 1: the last twelve to eighteen months because of bad decisions.

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Speaker 2: And counting, No, not in counting. We've stopped counting.

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Speaker 1: Just ignore it and you won't see that. You won't

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Speaker 1: see the damage. What has that looked like for you exactly?

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Speaker 1: And how did that happen? And is it a million

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Speaker 1: dollars in revenue or is it like a million dollars

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Speaker 1: in product?

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Speaker 2: A bit of more like a million dollars in product?

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Speaker 2: Wrong decisions like with wrong suppliers, wasted money on I

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Speaker 2: don't know, like different like the wrong agencies. So like

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Speaker 2: one recent one that really stands out was I think

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Speaker 2: like three hundred and thirty thousand Australian dollars. And you

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Speaker 2: know our discovery set, the one that you bought on

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Speaker 2: our website.

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Speaker 1: We thought, well, we have like a good.

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Speaker 2: Purchase rate after someone has that, so let's just give

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Speaker 2: out a million of them?

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Speaker 1: What. Yeah, And we did it and we didn't get

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Speaker 1: that far, but a million units we thought that we would.

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Speaker 2: We didn't, but we started to in America because if

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Speaker 2: we're growing really rapidly here in Australia but not in

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Speaker 2: America or elsewhere, so we thought, you know, let's just

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Speaker 2: give them out for free.

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Speaker 1: People can pay for shipping.

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Speaker 2: And I think we gave out like I don't know,

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Speaker 2: like seven thousand or eight thousand of them for free

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Speaker 2: and no one was buying afterwards afterward, and we're like

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Speaker 2: it was like crickets. Yeah, and like that, I think

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Speaker 2: it was like three hundred and thirty three hundred and

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Speaker 2: fifty thousand dollars and that like we blew that in

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Speaker 2: Like that was like three weeks. Well and like that

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Speaker 2: was a big learning decision. So now we don't do that,

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Speaker 2: We don't give them away for free anymore. Yeah, So

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Speaker 2: that was a big one. That was like only like

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Speaker 2: two months ago and like, oh my god, our pana

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Speaker 2: looked really bad that month.

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Speaker 1: How did you orchestrate like giving away in like those

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Speaker 1: So was it the whole discovery set that people could

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Speaker 1: get for free and all they had to pay for was.

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Speaker 2: Ship to shipping, so seven dollars us shipping and it

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Speaker 2: were we just had like a like cool like Facebook,

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Speaker 2: like we.

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Speaker 1: Did it all through Facebook ads.

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Speaker 2: Yeah, it was just like a like a nice beautiful picture,

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Speaker 2: said I forget what the wording was, but like, hey

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Speaker 2: us away here, take came our discovery set for free,

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Speaker 2: just pay for shipping, and like we're doing like a

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Speaker 2: thousand a day?

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Speaker 1: And what budget was on that ad that you were doing?

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Speaker 1: Like was it a daily budget or did you?

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Speaker 2: Yeah? Oh, like the cost of acquisition was like I

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Speaker 2: think it was like a dollar fifty or something like that.

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Speaker 2: Like people were clicking and purchasing and.

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Speaker 1: Have what spend were you putting behind that ad on Facebook?

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Speaker 2: Not a lot, Like we didn't have to put a lot.

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Speaker 2: It was more just like the cost of the products.

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Speaker 1: Yeah, gotcha? Wow, I know, big fuck up. We did

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Speaker 1: something similar, but I wouldn't say that it was a loss,

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Speaker 1: but it ended up being more than I thought. I

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Speaker 1: don't know if it was this year or last year. Honestly,

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Speaker 1: the years are blurring together. But for fate, we thought,

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Speaker 1: what's the way that we can get more people into

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Speaker 1: our store. And so one of our best selling products

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Speaker 1: is our buttery tea. I should have brought some I

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Speaker 1: need to start bringing like freebies for the guests because

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Speaker 1: I'm finding everyone's You've brought in some perfumes today, I

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Speaker 1: need to bring in some clothes. So we had heaps

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Speaker 1: of our buttery teas, and we do it in a

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Speaker 1: bunch of different colors, like a little basic buttery top.

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Speaker 1: And we thought, let's do the name game, which is

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Speaker 1: what boost Juice has done. So every day we announced

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Speaker 1: two names and then if people had that name, they

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Speaker 1: could go into one of our four stores and collect

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Speaker 1: a free tea. And so we started it on a Monday,

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Speaker 1: and you think, like Monday is not that busy in

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Speaker 1: shops or shopping centers. So then I think we did

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Speaker 1: like Sam and some other name, and we did too

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Speaker 1: because we were like, how many SAMs are gonna be

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Speaker 1: free on a Monday to go into our stores and

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Speaker 1: not be at work or whatever. And then I think

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Speaker 1: on the first day we gave away like four hundred

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Speaker 1: or something across all of our stores and they had

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Speaker 1: the stock, and we like stocked the stores up to ensure,

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Speaker 1: but then yeah, we yeah, four hundred. I can't remember

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Speaker 1: how many we ended up giving away in the whole week,

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Speaker 1: but maybe it was like close to a thousand T

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Speaker 1: shirts that we gave away and it just wow. But

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Speaker 1: it was obviously really worth and everyone was so excited,

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Speaker 1: like people were running into our stores, but we underestimated

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Speaker 1: just how many people would kind of come in. So

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Speaker 1: I kind of learned a lesson from that as well.

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Speaker 1: And maybe next time you can get the Buttery tea,

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Speaker 1: but you also have to spend fifty dollars in store

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Speaker 1: or something like that, like come in and spend fifty

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Speaker 1: in store and get a free Buttery tea. But we

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Speaker 1: live and we learned, don't we.

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Speaker 2: Oh, I've learned a lot and like kind of what

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Speaker 2: we haven't done it yet, but I talked about it

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Speaker 2: last week with my team, Like still like the Discovery set,

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Speaker 2: I want that to get into people's hands, but instead

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Speaker 2: of giving it away just for free with we might

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Speaker 2: start doing like if you buy a fifty mil or

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Speaker 2: one hundred mil, you can get the free Discovery set

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Speaker 2: with it to try the rest of it.

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Speaker 1: So you still because it's just all the minis right, correct,

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Speaker 1: This Q and round thing.

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Speaker 2: Yeah, so like you're bound to like, well we thought

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Speaker 2: people are bound to at least by one full size

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Speaker 2: bottle after that. Yeah, but I think we're just targeting

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Speaker 2: the wrong people in America who just wanted a free product.

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Speaker 1: Well yeah, an expensive mistake. But it's not like you've

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Speaker 1: got to look at it as it's brand awareness, like

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Speaker 1: people became aware of your brand. Tell me what other

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Speaker 1: things are? What else have we done lately?

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Speaker 2: Things that stand out is trusting the wrong like digital

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Speaker 2: like ad agencies. I feel like if anyone hasn't had

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Speaker 2: that problem, you probably haven't figured it out yet and

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Speaker 2: you are actually going through that problem.

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Speaker 1: I think everyone at some stage is going to run

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Speaker 1: into that. I've done the exact same.

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Speaker 2: Like now we're like now we're not. But in case

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Speaker 2: they're listening right now and they think I'm talking about them.

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Speaker 2: But last year, the start of last year, like we

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Speaker 2: were in a really bad financial spot because our ad

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Speaker 2: agencies telling us our results are amazing because back then

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Speaker 2: we didn't understand you know what, you know how to

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Speaker 2: work the meta platform and oh like hundreds of thousands

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Speaker 2: of dollars just like down the drain, and like they're

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Speaker 2: telling us all these like fucking stupid numbers, and I'm like,

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Speaker 2: that doesn't.

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Speaker 1: Mean understand why this is their method. And it's not

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Speaker 1: to say that all ad agencies are like that, but

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Speaker 1: a lot of them are set up like that. I

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Speaker 1: think a lot of them, not all, I'm saying that now,

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Speaker 1: not all, but I think a lot of these ad

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Speaker 1: agents and sees us set up to kind of take

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Speaker 1: advantage of people that don't understand how to run Facebook

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Speaker 1: and meta ads, and they're almost just set up to

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Speaker 1: be shady in that way, and they confuse you and

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Speaker 1: make you think it's doing well when you're not at all.

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Speaker 2: No, And I always say to people and like, people

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Speaker 2: probably hate working with me now, but I'm like, unless

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Speaker 2: my bank account numbers are growing, I think a fuck

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Speaker 2: about any other number exactly. But like I don't like

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Speaker 2: And I used to say it for so long and

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Speaker 2: people would be like no, no, no, and I'm like,

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Speaker 2: but it's the only number that really matters truly. But

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Speaker 2: like that was that was a big thing last year

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Speaker 2: that we learned. And because of that, Adam, my husband,

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Speaker 2: he went and did e commerce equation and learned how

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Speaker 2: to do Facebook ads, and like the full and Google

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Speaker 2: as well, and within six weeks he turned our business

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Speaker 2: around and then it was at that point and a

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Speaker 2: financial year sale and we did our whole twelve month

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Speaker 2: revenue almost in a weekend.

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Speaker 1: Wow.

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Speaker 2: Yes, and that was like that was only mid last year.

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Speaker 2: Use I think I think people have always, like, you know,

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Speaker 2: for years, people have been saying to me like, oh,

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Speaker 2: like you're such a big business and you're so amazing

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Speaker 2: and you're perfect. I'm like, literally probably was maybe nearly

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Speaker 2: bankrupt last year because of trusting the wrong people and

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Speaker 2: making all these bad mistakes. Like maybe not that's maybe

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Speaker 2: being a little bit dramatic.

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Speaker 1: It feels like, but it does feel that way.

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Speaker 2: Then this has been a really good year but also

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Speaker 2: like really hard, which is like I feel like I

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Speaker 2: used to hear this on podcasts.

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Speaker 1: I'm like, what does that even mean?

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Speaker 2: But it's like you're growing, but like it's like a

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Speaker 2: lot to get to that next chapter of that next level.

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Speaker 2: And yeah, it's been a tough year.

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Speaker 1: Yeah, I personally think and I've said it before and

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Speaker 1: I'll say it again, I think the bigger your business gets,

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Speaker 1: the bigger the problems get. And in business, you have

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Speaker 1: to be willing to accept the fact that nothing is

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Speaker 1: ever going to be running one hundred percent smoothly. Now.

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Speaker 1: You might have one week when nothing goes wrong, but

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Speaker 1: I think every day there is at least one problem,

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Speaker 1: And the bigger that your company gets, the more problems

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Speaker 1: there are going to be, and the bigger those problems get.

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Speaker 1: And it's just a part of it. And I think

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Speaker 1: we can't be successful and get to that next level

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Speaker 1: or that next chapter without being open to shit going wrong,

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Speaker 1: because if it was just that easy, then everyone would

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Speaker 1: be doing it. Like you've you've got to take the

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Speaker 1: good with the bad, and I feel like, definitely, the

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Speaker 1: better things get, the worse things get at the same time.

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Speaker 1: But I think also it's great learning for us because

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Speaker 1: you also wrote in one of your answers that you

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Speaker 1: think that you've made every mistake under the sun. I

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Speaker 1: hope so I feel the same. And every time you

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Speaker 1: come out from the other end, when you've finally gotten

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Speaker 1: through whatever shit think it is, you're like, Okay, surely

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Speaker 1: that's it now, Surely nothing else can go wrong. But

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Speaker 1: I don't know, I don't know else waiting around the corner.

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Speaker 2: I guess I think of it now and I'm like oh, like, yeah,

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Speaker 2: that was really hard, but wouldn't change it, if that

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Speaker 2: makes sense, Like we do. I feel like, you know,

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Speaker 2: myself and Adam whenever we're going through these hard, you know,

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Speaker 2: stages or problems, like we're always like, okay, this is

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Speaker 2: teaching us something. It sounds corny, I know, but it's

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Speaker 2: like this is teaching us something. We just have to

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Speaker 2: get through it and we know that we're going to

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Speaker 2: be better for it. On the other end, and I

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Speaker 2: feel like we've like we never fight about work and

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Speaker 2: like people are always like, how do you guys like

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Speaker 2: staying with you in AJ Like yeah, I was like

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Speaker 2: I can't imagine it. Not like last week we had

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Speaker 2: a really shit week. I think I left the office

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Speaker 2: twice crying and I never cried, but I was.

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Speaker 1: Just like over it.

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Speaker 2: And I was sort of like sitting there next to

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Speaker 2: Adam having dinner, I'm like, we've had a really tough

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Speaker 2: year and we haven't like ever thought about it. I'm like,

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Speaker 2: I'm so proud of us, but I think, like I

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Speaker 2: don't want to come on here and be like, oh,

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Speaker 2: business sugs and it's so hard, but like I love it.

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Speaker 1: I love it so much.

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Speaker 2: I think it's just you know, if you're going through

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Speaker 2: those hard things, like what are you learning from it?

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Speaker 2: And like what are you doing to make sure that

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Speaker 2: doesn't happen again. We've definitely repeated mistakes before, but by

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Speaker 2: like the after we've done it twice, it's like we've

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Speaker 2: never done it again.

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Speaker 1: And what were those things if you repeated twice?

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Speaker 2: Yeah, like the wrong hires, definitely like highring, wrong time

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Speaker 2: and time again, even though we think that we've learned

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Speaker 2: how to not do it, and trusting like suppliers and

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Speaker 2: outsourced people.

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Speaker 1: So I was like, don't trust anyone, yep, yeap. My

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Speaker 1: advice on that would be do it do as much

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Speaker 1: as you can in your business in house.

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Speaker 2: Yeah.

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Speaker 1: Even learning those Facebook ads and all those things, which

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Speaker 1: I know can be super overwhelming, and when you first

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Speaker 1: log in to the ads manager, you're like what is

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Speaker 1: all of this? But when you actually understand it, it's

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Speaker 1: very easy, and then you can look and see those

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Speaker 1: agencies and everything that they were doing wrong. That would

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Speaker 1: be my number one piece of advice is just learn

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Speaker 1: and do as much as you can internally before you

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Speaker 1: look externally, because that's when it's going to start costing you.

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Speaker 1: So so much money. So on your business, you obviously

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Speaker 1: started who is Elijah Online? Only like was that where

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Speaker 1: you started?

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Speaker 2: Yeah, but it was like iPhone photo put it like

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Speaker 2: press go live on the shop of IY website and

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Speaker 2: like crickets, like there's.

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Speaker 1: Nothing their day one.

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Speaker 2: I probably like day thirty there was maybe the first sale,

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Speaker 2: but straight away I thought I am a fragrance, like

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Speaker 2: I need to be on the shelves in you know,

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Speaker 2: department stores or boutique. So it's almost like day when

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Speaker 2: I hit the pavement and was walking around to boutiques

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Speaker 2: around Cronulla, around Sydney and sending it to boutiques out

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Speaker 2: of state. And we had like such a good success

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Speaker 2: rate from day one of like I know, like eight

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Speaker 2: or nine out of ten stores we sent you they

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Speaker 2: said yes and then started buying our product and putting

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Speaker 2: it on the shelves. And the perfumes were just in

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Speaker 2: like a brown box that a handstand for the sticker,

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Speaker 2: No Barcoe, no ingredients, like nothing. I don't know how

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Speaker 2: I didn't get into trouble, but we were very retail

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Speaker 2: wholesale dominant for like the first like three years yep.

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Speaker 1: And so now you're obviously in David.

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Speaker 2: Jones Sephora, and then we've just sort of like pulled,

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Speaker 2: not pulled our stock, but we ceased partnerships with all

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Speaker 2: of our boutique retailers.

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Speaker 1: Why it was just like we've.

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Speaker 2: Had like wholesale agencies from the beginning, and then we

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Speaker 2: sort of had kept working with them, probably like from

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Speaker 2: like two years ago, but they, you know, they just

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Speaker 2: were getting paid commissions, so they were just putting our

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Speaker 2: perfumes in any store that would take it. So then

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Speaker 2: I started to like see all these stores and people

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Speaker 2: sending me photos of my perfumes and these like you know, very.

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Speaker 1: Very quaint like stores.

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Speaker 2: I don't know how to say it, like not on brand,

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Speaker 2: this is not on brand, like you know, which is

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Speaker 2: like nothing against that, but it was just like, you know,

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Speaker 2: we're going after the big beauty retailers of the world.

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Speaker 2: But then if they happened to see us in like

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Speaker 2: a tiny little boutique with like like you know, being

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Speaker 2: merchandised incorrectly or not on brand, I was like this, like,

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Speaker 2: we just need a cleanse. So we did like a

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Speaker 2: cleanse at the end of July. But now that was

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Speaker 2: again probably not the best decision because that was like

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Speaker 2: a seventy percent of our wholesale revenue that I just thought, no,

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Speaker 2: it would be fine, Like let's just cut it off.

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Speaker 1: I don't regret it.

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Speaker 2: It was a good decision, but you know, we probably

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Speaker 2: should have planned it a little bit better. And yeah,

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Speaker 2: so we don't. I had a little bit of a

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Speaker 2: cleanse and now we're going to start bringing back some

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Speaker 2: like small selection of boutiques around Australia and then of

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Speaker 2: course overseas.

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Speaker 1: In your questionnaire that we sent you, you said that you

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Speaker 1: have been obviously wanting to launch into the US. You

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Speaker 1: tried doing the face getting get a free discovery set

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Speaker 1: and that was obviously not a great success. I mean

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Speaker 1: it was a success with the people that got the

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Speaker 1: free perfume. We can call it a fail, a fil

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Speaker 1: it's a lesson, it's it's a lesson. But you also

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Speaker 1: mentioned to us that you have been knocked back by

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Speaker 1: some US retailers. How has that Because I don't know

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Speaker 1: anything when it comes to launching into an overseas market,

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Speaker 1: I have no idea how that works. I've never run

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Speaker 1: ads overseas at all, But like, what does it look

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Speaker 1: like if you do want to just say launch into

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Speaker 1: Macy's in America or whatever it may be, Like, how

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Speaker 1: does that look? What do you do?

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Speaker 2: America is tough. I haven't figured out America yet. So

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Speaker 2: like what gave me confidence was it was probably like

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Speaker 2: three years ago. I got an email from safari Us.

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Speaker 2: I was like, what, like, safari Us, is this my moment?

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Speaker 2: And they found they found his, her, Haze and MWS

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Speaker 2: in the little boutique in Montalk okay like in the Hampton's.

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Speaker 2: They loved it. And then I think they figured out,

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Speaker 2: like they quickly realized on our zoom call how small

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Speaker 2: we were because we were hand feeling at.

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Speaker 1: That stage, so you were pouring everything yourself.

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Speaker 2: Yeah, I mean at that point three years it was

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Speaker 2: two years and we had employees. Okay, yeah, but yeah

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Speaker 2: we were handpoint. We like still kind of hand poor now.

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Speaker 2: But we've actually just got a machine I think it's

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Speaker 2: getting delivered this week that we custom built in Italy.

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Speaker 1: How expensive was that machine?

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Speaker 2: Probably like three hundred thousand dollars.

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Speaker 1: Holy shitah machinery, And I just think, wow, that is

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Speaker 1: so expensive. I know, so like a simple thing that's

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Speaker 1: just going to fill some bottles costs so much.

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Speaker 2: It's I mean, we need it for here because there

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Speaker 2: are there's like one or two companies here in Australia

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Speaker 2: that do well say that they have that machine, but

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Speaker 2: their lead times are three months, and I'm like, I

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Speaker 2: know how quickly these bottles can feeled, So it was

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Speaker 2: much cheaper and better for us to do that for

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Speaker 2: here in Australia. But it took us like nine months

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Speaker 2: to get this machine built. But we're about to start

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Speaker 2: manufacturing over in the UK just because it's too hard

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Speaker 2: to send everything from here to the UK because we're

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Speaker 2: a dangerous good. And I found that. I mean, there's

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Speaker 2: so many, it's hundreds of companies over there, like contract

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Speaker 2: manufacturers to do the feeling for us, and they're lead

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Speaker 2: times like two weeks, like so easy. They can do everything.

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Speaker 2: So I'm like, oh, if only like we could have

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Speaker 2: done that here, it would have been.

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Speaker 1: I feel like Australia is really behind. Like obviously we're

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Speaker 1: smaller as well, so we obviously don't have the huge

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Speaker 1: facilities that other countries do. But I just feel like

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Speaker 1: it's such a missed opportunity. Maybe you need to start.

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Speaker 2: Asking me, like do you want to do like white

381
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Speaker 2: label manufacturing for people? Like I've got all that, you know,

382
00:16:47,920 --> 00:16:49,960
Speaker 2: our perfume supplies, Like we've got lots of clients asking

383
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Speaker 2: for this, Like maybe that'll pay off the machine pretty quickly.

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Speaker 1: But yeah, we'll see, we'll see how good it works.

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Speaker 1: So back onto the US, Yes, how has that looked?

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Speaker 2: Like?

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Speaker 1: Who have you reached out to and who was nominchy back?

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Speaker 2: Well, so far we still talk to you. So basically

389
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Speaker 2: I think with them, we just weren't ready for that.

390
00:17:05,800 --> 00:17:09,080
Speaker 2: They need more brand exposure, not more brand awareness over there,

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Speaker 2: which we're trying to do.

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Speaker 1: And is that a thing that plays into getting into

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Speaker 1: retailers in general, like if you have followers and if

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Speaker 1: you have engagement and everything does that?

395
00:17:17,800 --> 00:17:20,840
Speaker 2: Yeah, they look at everything, especially in America like what

396
00:17:20,920 --> 00:17:23,639
Speaker 2: celebrity is wearing you? And you know, we do know,

397
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Speaker 2: like lots of celebrities wear our perfume, but you can't

398
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Speaker 2: see it in a photo. So unless they're like, you.

399
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Speaker 1: Know, has my perfume on in that photo? I can

400
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Speaker 1: just tell.

401
00:17:32,680 --> 00:17:35,879
Speaker 2: Like Chris Appleton, like the Kardashians hairdresser, like he like

402
00:17:36,000 --> 00:17:38,280
Speaker 2: is obsessed with Rebel Rose, like my favorite it's Rebel

403
00:17:38,359 --> 00:17:41,720
Speaker 2: Rose and he talks about it all the time on podcasts.

404
00:17:41,160 --> 00:17:42,920
Speaker 1: Like he's posting about it all the time like he

405
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Speaker 1: like loves it.

406
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Speaker 2: So I know that they've allome my perfume and he

407
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Speaker 2: wouldn't wear it if like they were like, oh no,

408
00:17:47,920 --> 00:17:50,280
Speaker 2: it doesn't smell good. But that plays a big part.

409
00:17:50,320 --> 00:17:52,560
Speaker 2: We've got a pr agency over there. But again it's

410
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Speaker 2: just like yeah, I don't know, like the celebrities aren't

411
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Speaker 2: taking a photo like with a bottle all the time,

412
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Speaker 2: and we don't have you know, millions of dollars to

413
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Speaker 2: pay celebrities like for endorsement, so I think. But where

414
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Speaker 2: I'm actually going to the UK on Wednesday for three

415
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Speaker 2: weeks and we're doing like a proper launch into the UK,

416
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Speaker 2: which we've never done before.

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Speaker 1: Like with America, we.

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Speaker 2: Just like you just need like deep deep pockets for there.

419
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Speaker 2: So we're doing like a proper launch event. Like I'm

420
00:18:18,760 --> 00:18:22,160
Speaker 2: doing press events where I'm going to France to do

421
00:18:22,359 --> 00:18:24,639
Speaker 2: this big distributor meeting that all want to work with me.

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00:18:24,960 --> 00:18:26,879
Speaker 2: It's like a lot of the retailers over in the

423
00:18:26,960 --> 00:18:31,240
Speaker 2: UK and Europe will only work with brands through a distributor. Sorry,

424
00:18:31,480 --> 00:18:33,919
Speaker 2: it's like not direct with the brand. I feel like

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Speaker 2: next year is going to be like amazing for us,

426
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Speaker 2: because yeah, I've got like nine distributors wanting to talk

427
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Speaker 2: to me.

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Speaker 1: I'm manifesting that for you, what percentage of your business

429
00:18:41,840 --> 00:18:45,040
Speaker 1: now is made up from your like wholesale side versus

430
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Speaker 1: on your actual website, but be.

431
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Speaker 2: Like seventy to seventy five percent D two C and

432
00:18:49,800 --> 00:18:52,520
Speaker 2: the rest wholesale. Okay, that's interesting, it's gone for it

433
00:18:52,640 --> 00:18:53,960
Speaker 2: used to be like ninety percent wholesale.

434
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Speaker 1: Yeah. I would have thought it would be the other way,

435
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Speaker 1: like it would be you being in all these stores

436
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Speaker 1: that would be your main kind of dream of revenue. No,

437
00:19:01,359 --> 00:19:02,359
Speaker 1: but it's the other way around.

438
00:19:02,480 --> 00:19:04,600
Speaker 2: Once we took over the Facebook ads, like we just

439
00:19:04,800 --> 00:19:08,000
Speaker 2: like learn it so quickly and yeah, I know, we

440
00:19:09,280 --> 00:19:11,000
Speaker 2: chew up our whole sound now.

441
00:19:11,040 --> 00:19:13,560
Speaker 1: It's amazing good. I think what you've done is you've

442
00:19:13,560 --> 00:19:16,960
Speaker 1: tapped into a market that I think hasn't changed a

443
00:19:17,000 --> 00:19:20,480
Speaker 1: lot in a really long time. When you think of perfumes,

444
00:19:20,600 --> 00:19:23,240
Speaker 1: you think going into David Jones and having all the

445
00:19:23,359 --> 00:19:27,399
Speaker 1: Channel's and Dior's and like they're all quite expensive. And

446
00:19:27,440 --> 00:19:31,399
Speaker 1: then on the other hand, you just think chemist warehouse. Yeah,

447
00:19:31,440 --> 00:19:33,919
Speaker 1: and then it's like your Britney Spears and all that,

448
00:19:33,960 --> 00:19:38,320
Speaker 1: whereas I think what you've done is stepped into the middle. Yeah,

449
00:19:38,440 --> 00:19:40,480
Speaker 1: kind of, like I think that's what I would see

450
00:19:40,480 --> 00:19:43,960
Speaker 1: it as, where you know, you're obviously not like your

451
00:19:44,000 --> 00:19:47,720
Speaker 1: thirty dollars Britney Spears Curious bottle, but you're also not

452
00:19:47,800 --> 00:19:51,360
Speaker 1: your three hundred dollar La Lavo or something, yeah, your fancy.

453
00:19:51,400 --> 00:19:54,600
Speaker 1: Like I feel like you've created something that's accessible but

454
00:19:54,800 --> 00:19:57,560
Speaker 1: does have that premium feel still, and I think it's

455
00:19:57,560 --> 00:20:00,080
Speaker 1: really modern as well, just like in terms of the

456
00:20:00,080 --> 00:20:03,600
Speaker 1: packaging and the fragrances and the names, like, yeah, I

457
00:20:03,640 --> 00:20:05,119
Speaker 1: think it's really cool. Thank you.

458
00:20:05,160 --> 00:20:07,760
Speaker 2: Yeah, we like to call our cells we're accessible luxury,

459
00:20:07,800 --> 00:20:09,440
Speaker 2: which is I don't know how I came up with

460
00:20:09,440 --> 00:20:10,680
Speaker 2: that day one, because I was twenty three and I

461
00:20:10,680 --> 00:20:12,639
Speaker 2: had no idea what I was doing, but that was like,

462
00:20:13,000 --> 00:20:16,000
Speaker 2: you know, I loved all the expensive fragrances, but at

463
00:20:16,000 --> 00:20:17,879
Speaker 2: twenty three, you don't want to spend like three hundred

464
00:20:17,880 --> 00:20:19,679
Speaker 2: dollars on a bottle, and like those fagrances now are

465
00:20:19,720 --> 00:20:22,280
Speaker 2: like four or five hundred dollars a bottle exactly. But

466
00:20:22,400 --> 00:20:24,479
Speaker 2: and like you look at like my ingredients is on

467
00:20:24,560 --> 00:20:26,680
Speaker 2: my packaging verse, what they've got on their packaging, it's

468
00:20:26,720 --> 00:20:27,240
Speaker 2: all the same.

469
00:20:27,760 --> 00:20:29,800
Speaker 1: Yeah, Like they don't need to be that expensive. How

470
00:20:29,840 --> 00:20:32,760
Speaker 1: do you even go about making a perfume? But this

471
00:20:32,800 --> 00:20:35,800
Speaker 1: is me just I guess from a consumer's perspective, Like

472
00:20:36,119 --> 00:20:39,560
Speaker 1: how do you decide what's going to be in it?

473
00:20:39,600 --> 00:20:42,280
Speaker 1: And like getting the smell right? And is it easy

474
00:20:42,400 --> 00:20:45,439
Speaker 1: to get the smell disgusting? Because I could imagine if

475
00:20:45,520 --> 00:20:47,800
Speaker 1: you just put a few ingredients in there don't nxpell together,

476
00:20:47,840 --> 00:20:49,600
Speaker 1: you're going to get that like disgusting smell.

477
00:20:50,160 --> 00:20:53,119
Speaker 2: Well, I am very honest that I am not personally

478
00:20:53,160 --> 00:20:55,960
Speaker 2: mixing the fragrances. So we have a perfumer, Brad. He

479
00:20:56,000 --> 00:20:57,919
Speaker 2: always hates it when I bring him up, but Brad

480
00:20:58,000 --> 00:21:01,560
Speaker 2: is amazing, and he works with a second perfumer, Ivan,

481
00:21:01,600 --> 00:21:05,040
Speaker 2: who's actually from France. So they just get it. Like

482
00:21:05,080 --> 00:21:07,360
Speaker 2: they've got like perfumer noses so wow.

483
00:21:07,400 --> 00:21:08,679
Speaker 1: So you could just kind of go to them and

484
00:21:08,720 --> 00:21:11,240
Speaker 1: be like I want something cherry ish with this and that,

485
00:21:11,440 --> 00:21:14,320
Speaker 1: and now like know exactly what needs to come into

486
00:21:14,359 --> 00:21:15,359
Speaker 1: it to make that smell.

487
00:21:15,600 --> 00:21:17,840
Speaker 2: Yeah, and like you go they're they're like an hour

488
00:21:17,840 --> 00:21:19,919
Speaker 2: away from here, so they're not far and you go

489
00:21:19,960 --> 00:21:21,680
Speaker 2: there and they've got like a scent library and they've

490
00:21:21,720 --> 00:21:24,080
Speaker 2: got like, you know, not all day every day, but

491
00:21:24,160 --> 00:21:26,840
Speaker 2: a lot of the times they're just like playing around

492
00:21:26,880 --> 00:21:30,480
Speaker 2: with different like iterations of you know, all the different

493
00:21:30,600 --> 00:21:33,119
Speaker 2: ingredients that they think will go well together, and you know,

494
00:21:33,160 --> 00:21:35,040
Speaker 2: it's fun for them, Like, but it is like, you know,

495
00:21:35,080 --> 00:21:37,480
Speaker 2: they've got a science degree, so it is like very

496
00:21:37,520 --> 00:21:38,800
Speaker 2: like I don't want to say the word chemicals, so

497
00:21:38,840 --> 00:21:41,080
Speaker 2: I feel like that sounds like ill, but like it

498
00:21:41,160 --> 00:21:43,800
Speaker 2: is like it's chemicals and it's ingredients and it's mixing

499
00:21:43,840 --> 00:21:47,360
Speaker 2: and there's like a lot of scientificness to it. Yeah,

500
00:21:47,359 --> 00:21:49,640
Speaker 2: So it's definitely not me mixing in a lob coat,

501
00:21:49,640 --> 00:21:51,120
Speaker 2: although I would love to pretend.

502
00:21:51,400 --> 00:21:53,800
Speaker 1: Yeah, it would be fun, it would be fun. We

503
00:21:54,600 --> 00:21:57,160
Speaker 1: are just about to launch a lib oil for Fate

504
00:21:57,400 --> 00:22:00,280
Speaker 1: and that fascinates me as well, just like the people

505
00:22:00,840 --> 00:22:02,920
Speaker 1: you know, formulating that for us, and I like went

506
00:22:03,119 --> 00:22:05,360
Speaker 1: to the factory that it's all happening at, like how

507
00:22:05,359 --> 00:22:07,800
Speaker 1: do you know how to do this? You know? Like

508
00:22:07,840 --> 00:22:10,119
Speaker 1: when we were creating our lip oil, we were just

509
00:22:10,160 --> 00:22:12,000
Speaker 1: like describing the way we want it to be, Like

510
00:22:12,160 --> 00:22:13,880
Speaker 1: we want it to be in oil, but we don't

511
00:22:13,920 --> 00:22:16,199
Speaker 1: want it to be runny and it runs off your

512
00:22:16,240 --> 00:22:18,879
Speaker 1: lips and the fact that they know what needs to

513
00:22:18,920 --> 00:22:21,320
Speaker 1: go into that to make it like that so good.

514
00:22:21,440 --> 00:22:23,640
Speaker 1: The cow say with fragrance, like how do these people

515
00:22:23,680 --> 00:22:30,800
Speaker 1: know this? It's very fascinating talking about your brand in general,

516
00:22:31,000 --> 00:22:34,800
Speaker 1: I'm always interested to hear how people's businesses started out,

517
00:22:35,240 --> 00:22:37,280
Speaker 1: Like what was your mindset at the time of starting,

518
00:22:37,280 --> 00:22:39,960
Speaker 1: who was Elajah, what was the reason behind it? And

519
00:22:40,280 --> 00:22:41,960
Speaker 1: did much thought go into it at all?

520
00:22:42,560 --> 00:22:44,520
Speaker 2: Well, I would say that there's a gap in the market,

521
00:22:44,560 --> 00:22:46,520
Speaker 2: but there's definitely not a gap in the market for

522
00:22:46,600 --> 00:22:48,720
Speaker 2: Fragrance other than I feel like we have disrupted it

523
00:22:48,760 --> 00:22:49,399
Speaker 2: a little.

524
00:22:49,119 --> 00:22:49,960
Speaker 1: Bit, but no.

525
00:22:50,080 --> 00:22:53,480
Speaker 2: The idea came from I was at Coachella seven years ago.

526
00:22:53,960 --> 00:22:56,320
Speaker 2: I was with my group of my best friends and

527
00:22:56,520 --> 00:22:59,880
Speaker 2: my then boyfriend now husband. One of my friends Bottle

528
00:23:00,080 --> 00:23:03,560
Speaker 2: a friend from Queensland, Tiffany, and she just like, smellt amazing.

529
00:23:04,000 --> 00:23:04,600
Speaker 1: Long story shot.

530
00:23:04,640 --> 00:23:07,239
Speaker 2: She's wearing a little oil fragrance from India and it

531
00:23:07,280 --> 00:23:09,879
Speaker 2: just smelled so good and I took a photo of it,

532
00:23:09,920 --> 00:23:12,000
Speaker 2: and when I got back home to Sydney, I tracked

533
00:23:12,000 --> 00:23:15,960
Speaker 2: it down online and like a wholesaler in I think

534
00:23:15,960 --> 00:23:18,480
Speaker 2: it was like wa had like forty bottles of it,

535
00:23:18,840 --> 00:23:20,440
Speaker 2: and so I bought all of them because he would

536
00:23:20,440 --> 00:23:23,320
Speaker 2: only sell them to me in that like quantity what. Yeah,

537
00:23:23,359 --> 00:23:26,760
Speaker 2: but it was exen like it wasn't expensive and yeah,

538
00:23:26,760 --> 00:23:28,600
Speaker 2: and I just started wearing giving it to people, like

539
00:23:28,640 --> 00:23:30,879
Speaker 2: wearing it around and like no joke. Over like a

540
00:23:31,000 --> 00:23:33,359
Speaker 2: two like six to eight week period, I'd like a

541
00:23:33,480 --> 00:23:35,679
Speaker 2: hundred people come up to me being like excuse me,

542
00:23:35,720 --> 00:23:37,720
Speaker 2: but like what fragrance are you wearing? And I'm like, oh,

543
00:23:37,760 --> 00:23:39,359
Speaker 2: like it doesn't really even have an aging what it's got

544
00:23:39,359 --> 00:23:42,320
Speaker 2: like a camel on the label. Like it's like just

545
00:23:42,359 --> 00:23:46,600
Speaker 2: like an oil, you know, fragrance. And after like that,

546
00:23:46,640 --> 00:23:48,840
Speaker 2: I never had thought it'd like to make a business

547
00:23:49,040 --> 00:23:51,320
Speaker 2: or and like I feel like, seven years.

548
00:23:51,080 --> 00:23:53,159
Speaker 1: Ago, what were you doing for work? Back then, I was.

549
00:23:53,119 --> 00:23:56,400
Speaker 2: An executive assistant for a CEO and a CFO and.

550
00:23:56,280 --> 00:23:57,520
Speaker 1: Two other executives.

551
00:23:57,640 --> 00:24:00,440
Speaker 2: I was like very much so on the I want

552
00:24:00,440 --> 00:24:02,639
Speaker 2: to be a COO one day and like very like

553
00:24:03,080 --> 00:24:06,480
Speaker 2: business like focused, I guess, and I think of me

554
00:24:06,640 --> 00:24:07,960
Speaker 2: now and I'm like, oh my god, I don't even

555
00:24:07,960 --> 00:24:09,160
Speaker 2: know how to keep my calendar in order.

556
00:24:09,160 --> 00:24:10,760
Speaker 1: How was I assistant?

557
00:24:11,359 --> 00:24:13,960
Speaker 2: But yeah, so that sort of was what sparked the

558
00:24:14,280 --> 00:24:18,280
Speaker 2: I guess like like light bulb idea, and then it

559
00:24:18,320 --> 00:24:20,119
Speaker 2: took me a while and then I finally started like

560
00:24:20,160 --> 00:24:22,800
Speaker 2: getting serious about it and I started researching, like okay,

561
00:24:22,800 --> 00:24:24,640
Speaker 2: well how do I make a perfume? And I found

562
00:24:24,640 --> 00:24:27,800
Speaker 2: a perfumer here in Sydney and I started working with

563
00:24:27,920 --> 00:24:30,760
Speaker 2: him and like him showing me like his stent library,

564
00:24:31,200 --> 00:24:33,800
Speaker 2: and then we came up with the fragrance his Her.

565
00:24:34,200 --> 00:24:36,840
Speaker 2: He sort of steered me away from doing that original

566
00:24:37,359 --> 00:24:39,920
Speaker 2: fragrance from India because it was like very like in

567
00:24:39,960 --> 00:24:42,760
Speaker 2: your face, very like unique, and he said, like, you know,

568
00:24:42,800 --> 00:24:44,960
Speaker 2: your first sort of step in the door of the

569
00:24:45,000 --> 00:24:46,840
Speaker 2: fragrance weld maybe want to be a little bit more

570
00:24:46,880 --> 00:24:49,520
Speaker 2: mainstream I which I think really worked in our favor

571
00:24:49,560 --> 00:24:52,040
Speaker 2: because His Her was our bestseller for like three years.

572
00:24:52,240 --> 00:24:55,400
Speaker 1: Yeah, wow, how do you find as well? I guess

573
00:24:55,720 --> 00:24:59,440
Speaker 1: being in perfume and getting that sale over the line

574
00:24:59,560 --> 00:25:00,879
Speaker 1: when people can't smell it.

575
00:25:01,359 --> 00:25:03,200
Speaker 2: I didn't think that we would ever get to where

576
00:25:03,280 --> 00:25:05,440
Speaker 2: we are today with having such a strong D two C.

577
00:25:06,080 --> 00:25:09,640
Speaker 2: I think like brand awareness has really helped that definitely,

578
00:25:09,640 --> 00:25:11,359
Speaker 2: that word of mouth, like we get a lot of

579
00:25:11,400 --> 00:25:13,480
Speaker 2: people buying from us for the first time because they've

580
00:25:13,480 --> 00:25:14,960
Speaker 2: smeltered on a friend or they've smelled it on a

581
00:25:15,000 --> 00:25:17,320
Speaker 2: stranger in the street and asked them what perfume they're wearing.

582
00:25:17,680 --> 00:25:19,800
Speaker 2: They might be second purchasers, like they've found us in

583
00:25:19,840 --> 00:25:22,240
Speaker 2: a retail store and then they no one trust the brand,

584
00:25:22,240 --> 00:25:24,919
Speaker 2: so they're gone buy it online. And then also our

585
00:25:24,960 --> 00:25:28,080
Speaker 2: discovery set when purchased, and that does really work.

586
00:25:27,840 --> 00:25:30,320
Speaker 1: And no one is getting that for free ever again

587
00:25:30,400 --> 00:25:33,960
Speaker 1: you heard it here. First, just get like a discount

588
00:25:34,080 --> 00:25:36,040
Speaker 1: because they're like buying the whole discovery set right.

589
00:25:36,400 --> 00:25:38,480
Speaker 2: Well, we just like wanted to remove that, like I

590
00:25:38,480 --> 00:25:40,800
Speaker 2: guess doubt and I was just I'm just so confident

591
00:25:40,800 --> 00:25:43,959
Speaker 2: in my fragrances. But you know, I think, Mom, you know,

592
00:25:44,000 --> 00:25:45,879
Speaker 2: people say, like you've tried to sell to everyone, you're

593
00:25:45,920 --> 00:25:48,200
Speaker 2: selling to no one. So I think I think maybe

594
00:25:48,200 --> 00:25:49,840
Speaker 2: that's I kind of got a little bit.

595
00:25:50,160 --> 00:25:52,120
Speaker 1: Who is structor who is a larger customer?

596
00:25:53,320 --> 00:25:55,080
Speaker 2: See, I just feel like even when you're asking that,

597
00:25:55,160 --> 00:25:57,680
Speaker 2: I'm like, I do think it can be anyone. Yeah,

598
00:25:57,760 --> 00:26:00,359
Speaker 2: but you know when you look at our data is

599
00:26:00,600 --> 00:26:03,200
Speaker 2: I think it's like seventy five percent female. We also

600
00:26:03,240 --> 00:26:05,639
Speaker 2: don't have a lot of our like the retail data either,

601
00:26:05,720 --> 00:26:08,840
Speaker 2: So I think that's a bit not really accurate. Yeah,

602
00:26:08,960 --> 00:26:10,520
Speaker 2: but it is more female. But a lot of these

603
00:26:10,520 --> 00:26:13,399
Speaker 2: females are purchasing for the man or the you know,

604
00:26:13,440 --> 00:26:15,760
Speaker 2: the masculine people in their lives, and because you know,

605
00:26:15,800 --> 00:26:18,800
Speaker 2: our fragrances are very masculine.

606
00:26:18,920 --> 00:26:21,840
Speaker 1: Yeah, I find all of them like, yeah, I've obviously

607
00:26:21,920 --> 00:26:24,240
Speaker 1: got the Discovery set and some of the bigger bottles too,

608
00:26:24,760 --> 00:26:28,160
Speaker 1: And I find like anyone could really wear the fragrances,

609
00:26:28,200 --> 00:26:31,159
Speaker 1: like none of them are like overly feminine. No, or

610
00:26:31,200 --> 00:26:33,879
Speaker 1: like overly masculine, which I think is really good. The

611
00:26:34,040 --> 00:26:38,520
Speaker 1: very wearable. You had it here and you have to

612
00:26:38,520 --> 00:26:43,800
Speaker 1: pay full price. Let's go back to you mentioned earlier

613
00:26:43,800 --> 00:26:45,720
Speaker 1: that you work with your husband Adam, so you guys

614
00:26:45,800 --> 00:26:48,000
Speaker 1: running it together kind of thing. What is his role

615
00:26:48,040 --> 00:26:49,280
Speaker 1: in the company. He's CEO.

616
00:26:49,560 --> 00:26:51,480
Speaker 2: I handed that over very happily.

617
00:26:52,119 --> 00:26:54,840
Speaker 1: Well, yeah, he's a CEO. What does his day look like.

618
00:26:55,240 --> 00:26:55,600
Speaker 2: I don't know.

619
00:26:55,680 --> 00:26:57,719
Speaker 1: He's always really busy though. Does he have a lot

620
00:26:57,720 --> 00:26:59,040
Speaker 1: of involvement with stuff?

621
00:26:59,720 --> 00:27:03,080
Speaker 2: Yeah, so he is a natural bond leader. I do

622
00:27:03,240 --> 00:27:06,080
Speaker 2: not like being a leader. I don't like people of management.

623
00:27:06,119 --> 00:27:08,640
Speaker 2: It's just not my Forte. I guess you could say he.

624
00:27:08,560 --> 00:27:11,040
Speaker 1: Does like all the like he's built structure of the business.

625
00:27:11,400 --> 00:27:12,000
Speaker 1: He's the one.

626
00:27:12,359 --> 00:27:16,160
Speaker 2: I mean, he runs a digital performance side of the business.

627
00:27:16,520 --> 00:27:17,840
Speaker 1: He manages all the stuff.

628
00:27:18,240 --> 00:27:21,199
Speaker 2: And then I my role is chief creative Officer, So

629
00:27:21,240 --> 00:27:24,720
Speaker 2: I'm leading sort of the creative vision of who Was Elijah?

630
00:27:24,760 --> 00:27:27,560
Speaker 2: And I do all the product creation and development.

631
00:27:27,680 --> 00:27:29,160
Speaker 1: So that's fun. And I'm the face of the brand.

632
00:27:29,400 --> 00:27:32,080
Speaker 1: So and how did that come to be? So you

633
00:27:32,080 --> 00:27:35,000
Speaker 1: were together when you launched this, And then was he

634
00:27:35,040 --> 00:27:36,720
Speaker 1: in it from the beginning or what was he doing?

635
00:27:37,359 --> 00:27:41,080
Speaker 2: No, so he he owned his own business, like an

636
00:27:41,080 --> 00:27:44,639
Speaker 2: interior design and installation company, so he had that for

637
00:27:44,800 --> 00:27:47,040
Speaker 2: I think it was six years. And then I mean

638
00:27:47,080 --> 00:27:49,320
Speaker 2: everyone that works in the construction industry like knows how

639
00:27:49,560 --> 00:27:51,360
Speaker 2: it sucks, like no one pays, like he's I think

640
00:27:51,359 --> 00:27:53,240
Speaker 2: he's still chasing money and he's like he sold the

641
00:27:53,240 --> 00:27:56,040
Speaker 2: business like four years ago. Wow, yeah, so like I think,

642
00:27:56,080 --> 00:27:58,520
Speaker 2: and then Who Was Elijah started to sort of build

643
00:27:58,600 --> 00:28:01,600
Speaker 2: traction and then maybe he was liarge to started making

644
00:28:01,600 --> 00:28:04,600
Speaker 2: more money than his business and then it was just

645
00:28:04,600 --> 00:28:08,320
Speaker 2: like a natural progression. And then he had actually decided

646
00:28:08,359 --> 00:28:09,720
Speaker 2: to sell the business and that did take a while,

647
00:28:09,720 --> 00:28:11,720
Speaker 2: so he sold the business and then he had built

648
00:28:11,760 --> 00:28:14,359
Speaker 2: an app. The people weren't ready for it yet, but

649
00:28:14,400 --> 00:28:17,000
Speaker 2: it was kind of like ahead of its time, thank

650
00:28:17,000 --> 00:28:21,120
Speaker 2: you Monday, ahead of its time, and that sort of failed.

651
00:28:21,880 --> 00:28:23,959
Speaker 2: But in the meantime he started helping out with who

652
00:28:24,040 --> 00:28:27,080
Speaker 2: was larger, and I feel like he has a lot.

653
00:28:27,680 --> 00:28:29,560
Speaker 2: I thank him a lot to where we are today

654
00:28:29,560 --> 00:28:31,120
Speaker 2: because I don't know if we would have gotten here

655
00:28:31,160 --> 00:28:34,159
Speaker 2: with just me, because he's like that business like, you

656
00:28:34,200 --> 00:28:36,119
Speaker 2: need the both, you need the crazy creative and the

657
00:28:36,119 --> 00:28:40,560
Speaker 2: person that's like making it all come together and actually buffittable. Yeah.

658
00:28:40,600 --> 00:28:43,040
Speaker 1: Well yeah, it's a bit like AJ and I, but

659
00:28:43,080 --> 00:28:46,200
Speaker 1: I think both of them. I wish A would take

660
00:28:46,240 --> 00:28:53,720
Speaker 1: over the team management. FUCKJ, we're changing the format, is CEO.

661
00:28:54,360 --> 00:28:56,640
Speaker 1: Then I'll just concentrate on the fund and creating it.

662
00:28:56,880 --> 00:28:57,560
Speaker 1: Are you the CEO?

663
00:28:57,840 --> 00:29:00,520
Speaker 2: Yea, yeah, okay, everything So you're a bit of so.

664
00:29:00,520 --> 00:29:04,880
Speaker 1: I'm prodding everything, sampling, stock ordering, and then heavily involved

665
00:29:04,920 --> 00:29:08,520
Speaker 1: with our teams and then obviously faced the brand and

666
00:29:09,040 --> 00:29:12,320
Speaker 1: content everything. You're busy. Yeah, so I need to like

667
00:29:12,400 --> 00:29:15,160
Speaker 1: palm some more off to him, like he took payroll

668
00:29:15,200 --> 00:29:17,680
Speaker 1: off me, which was really good because that takes so

669
00:29:17,760 --> 00:29:21,520
Speaker 1: fucking long every single week. And yeah, he started more

670
00:29:21,840 --> 00:29:24,360
Speaker 1: in our warehouse. I mean he was with me when

671
00:29:24,360 --> 00:29:26,360
Speaker 1: I started in the garage under the house, so he's

672
00:29:26,400 --> 00:29:28,800
Speaker 1: been there through every little warehouse that we've you know,

673
00:29:28,880 --> 00:29:31,280
Speaker 1: and he got really into that, like the setting up

674
00:29:31,320 --> 00:29:34,560
Speaker 1: of the warehouse because obviously the hard thing with closes

675
00:29:34,560 --> 00:29:36,920
Speaker 1: is it takes up a lot of space compared to perfume.

676
00:29:37,400 --> 00:29:38,920
Speaker 1: And I've always been kind of jealous of people that

677
00:29:38,960 --> 00:29:41,800
Speaker 1: are just in like beauty or jewelry because it's so tiny.

678
00:29:42,280 --> 00:29:45,440
Speaker 1: Then you don't need eight twelve hundred square meters warehouse. Yeah,

679
00:29:45,480 --> 00:29:49,720
Speaker 1: aj really got into the whole organizing the warehouse a layout,

680
00:29:49,840 --> 00:29:52,480
Speaker 1: you know. And he's an electrician and also may as

681
00:29:52,520 --> 00:29:54,440
Speaker 1: well be every other trade because he can build and

682
00:29:54,720 --> 00:29:56,760
Speaker 1: so good. He built our front fence on the weekend.

683
00:29:56,800 --> 00:29:58,920
Speaker 1: I'm like, a sorry, how do you know how to

684
00:29:58,960 --> 00:30:02,000
Speaker 1: do this? I'm not a carpenter, Like, how do you

685
00:30:02,120 --> 00:30:04,760
Speaker 1: know how to dig down into the ground anyway? So

686
00:30:04,800 --> 00:30:06,760
Speaker 1: then yet it was the same, like you, he just

687
00:30:07,200 --> 00:30:09,160
Speaker 1: naturally made his way in because he'd been helping for

688
00:30:09,200 --> 00:30:11,840
Speaker 1: so long and gave up being an electrician, naturally made

689
00:30:11,880 --> 00:30:14,280
Speaker 1: his way in like that. Yeah, he just naturally was

690
00:30:14,320 --> 00:30:16,480
Speaker 1: there anyway, like as a volunteer for the first few

691
00:30:16,560 --> 00:30:20,000
Speaker 1: years unpaid, and then yeah, one day we were just like,

692
00:30:20,040 --> 00:30:22,000
Speaker 1: come work with makes sense. Fuck it in the rest

693
00:30:22,080 --> 00:30:24,640
Speaker 1: is history. Yeah, and now I'm very much the same

694
00:30:24,680 --> 00:30:27,160
Speaker 1: as you where I don't think fate would be where

695
00:30:27,160 --> 00:30:29,800
Speaker 1: it is if it wasn't for aj like doing it

696
00:30:29,840 --> 00:30:33,440
Speaker 1: with me, and even though he'd support Yeah, yeah, I

697
00:30:33,480 --> 00:30:37,520
Speaker 1: think that's why it is good when people have business partners,

698
00:30:37,560 --> 00:30:41,280
Speaker 1: because you're in it together kind of thing. But people

699
00:30:41,320 --> 00:30:42,600
Speaker 1: always say to me, like, I don't know how he's

700
00:30:42,640 --> 00:30:44,280
Speaker 1: worked together. I'm sure you get the same thing so

701
00:30:44,400 --> 00:30:46,840
Speaker 1: much easier. But I think it's a blessing if you

702
00:30:46,920 --> 00:30:50,479
Speaker 1: can work together, because that's just like a recipe for success,

703
00:30:50,560 --> 00:30:54,080
Speaker 1: especially if you're not arguing about it or anything like that. So, yeah,

704
00:30:54,120 --> 00:30:57,200
Speaker 1: we love having our partners in the business. And I'm like,

705
00:30:57,200 --> 00:31:01,280
Speaker 1: you can't ever lave me, because what will happen? And

706
00:31:01,440 --> 00:31:02,560
Speaker 1: I said that to Adam another day.

707
00:31:02,560 --> 00:31:04,800
Speaker 2: I was like, I mean, we're not heading for divorce,

708
00:31:04,880 --> 00:31:10,880
Speaker 2: but should we have gotten something written out.

709
00:31:07,920 --> 00:31:12,120
Speaker 1: Or well, even if we break up, I'm like, you

710
00:31:12,200 --> 00:31:13,960
Speaker 1: got to stay in the business. Sorry, We're just going

711
00:31:14,080 --> 00:31:16,040
Speaker 1: to be when people split up and they've got kids

712
00:31:16,040 --> 00:31:17,680
Speaker 1: and they just have to get along. Yeah, yeah, that's

713
00:31:17,680 --> 00:31:19,240
Speaker 1: going to have to be AJ and I not that

714
00:31:19,280 --> 00:31:21,600
Speaker 1: we're ever going to break up, never, but if we do,

715
00:31:21,920 --> 00:31:23,880
Speaker 1: he's still got to stay in faith. Sorry, because I

716
00:31:23,920 --> 00:31:25,720
Speaker 1: couldn't do this shit on my own now it's too

717
00:31:25,800 --> 00:31:28,200
Speaker 1: big now, like I can't do it on my own.

718
00:31:32,680 --> 00:31:35,920
Speaker 1: So moving forward, I guess what are the big goals

719
00:31:35,920 --> 00:31:38,600
Speaker 1: for Who Is Elijah? Do you see yourself doing this forever?

720
00:31:39,160 --> 00:31:41,280
Speaker 1: Do you want to exit out of it at any point?

721
00:31:41,680 --> 00:31:45,600
Speaker 2: I feel like Adam, Like Adam has always said that,

722
00:31:45,680 --> 00:31:47,719
Speaker 2: you know, you build a business to sell it.

723
00:31:48,360 --> 00:31:49,560
Speaker 1: That's what everyone keeps telling me.

724
00:31:49,720 --> 00:31:52,080
Speaker 2: Yeah, And I'm like, I mean it keeps a business healthy,

725
00:31:52,120 --> 00:31:53,600
Speaker 2: whether it is something that you do or not. At

726
00:31:53,680 --> 00:31:55,400
Speaker 2: least you know you're building a very healthy business.

727
00:31:55,440 --> 00:31:56,160
Speaker 1: So I get that.

728
00:31:56,560 --> 00:31:59,360
Speaker 2: I can't imagine ever not having her is Elijah. But

729
00:31:59,640 --> 00:32:01,840
Speaker 2: you know, I look at all these like other pretty

730
00:32:01,880 --> 00:32:05,280
Speaker 2: brands out there, and you know the acquisitions that they're getting,

731
00:32:05,320 --> 00:32:08,760
Speaker 2: and it's like like you know, when their numbers go public,

732
00:32:08,760 --> 00:32:11,560
Speaker 2: and it's like, well, where like on track or maybe

733
00:32:11,600 --> 00:32:14,719
Speaker 2: even surpassing that now so you know, someone probably will

734
00:32:14,840 --> 00:32:16,600
Speaker 2: knock on our door in the next five to seven years.

735
00:32:16,600 --> 00:32:18,520
Speaker 2: He's what Adam keeps telling me. So I don't know

736
00:32:18,560 --> 00:32:19,720
Speaker 2: what I would do. I don't know if I would

737
00:32:19,720 --> 00:32:22,280
Speaker 2: sell it all or maybe just like a minority stake

738
00:32:22,480 --> 00:32:25,560
Speaker 2: or something like that. But I'm actually going to London

739
00:32:25,760 --> 00:32:28,640
Speaker 2: on Wednesday for three weeks without the kids and Adam

740
00:32:29,240 --> 00:32:31,680
Speaker 2: to go and you know, meet all the distributors and

741
00:32:31,760 --> 00:32:33,800
Speaker 2: do the big launch and then we're actually going to

742
00:32:33,880 --> 00:32:37,000
Speaker 2: pack up our lives and go move to London in December.

743
00:32:37,320 --> 00:32:39,920
Speaker 1: Oh my goodness. And so is who is the largest

744
00:32:39,920 --> 00:32:40,960
Speaker 1: still going to be based here?

745
00:32:41,040 --> 00:32:42,920
Speaker 2: Yeah, yep, yeah, So we'll keep that here and nothing

746
00:32:43,000 --> 00:32:46,400
Speaker 2: changes there. We do have, you know, an amazing team

747
00:32:46,520 --> 00:32:48,080
Speaker 2: to run it while we're not here that we love

748
00:32:48,080 --> 00:32:50,520
Speaker 2: and trust, and we just need it. I need to

749
00:32:50,520 --> 00:32:52,840
Speaker 2: like do what I'm doing here over there, I think.

750
00:32:52,880 --> 00:32:54,560
Speaker 2: But I think that's why we haven't been successful in

751
00:32:54,600 --> 00:32:59,520
Speaker 2: America is that I've just been like facing you know, hope.

752
00:32:59,680 --> 00:33:02,280
Speaker 2: I think of like sending emails and samples out across,

753
00:33:02,440 --> 00:33:04,040
Speaker 2: you know, to the other side of the world. And

754
00:33:04,080 --> 00:33:06,040
Speaker 2: I think if I think if I had been there

755
00:33:06,080 --> 00:33:07,760
Speaker 2: this whole time or spend a year there.

756
00:33:07,800 --> 00:33:09,959
Speaker 1: I feel like we would have, like, so you're going

757
00:33:10,000 --> 00:33:12,840
Speaker 1: to move there for the business for the business, yep,

758
00:33:12,960 --> 00:33:14,880
Speaker 1: And are you going to stay there forever? I don't know.

759
00:33:15,040 --> 00:33:16,920
Speaker 2: I don't know how well we'll deal with the cold.

760
00:33:17,440 --> 00:33:19,960
Speaker 2: I think we'll like it for a year. But George,

761
00:33:19,960 --> 00:33:22,440
Speaker 2: our five year old boy, our son, he needs to

762
00:33:22,440 --> 00:33:25,120
Speaker 2: start school, so we need to We can't just jet around.

763
00:33:25,520 --> 00:33:27,760
Speaker 2: That's why I'm going by myself for so long, because

764
00:33:27,800 --> 00:33:30,160
Speaker 2: the kids kind of, like, I don't know, need a base,

765
00:33:30,600 --> 00:33:32,840
Speaker 2: so I want them to come. And Adam's keen to

766
00:33:32,920 --> 00:33:35,160
Speaker 2: move over there, and I'm really excited to like network

767
00:33:35,200 --> 00:33:37,280
Speaker 2: and like meet new people. And I feel like businesses

768
00:33:37,320 --> 00:33:38,720
Speaker 2: are like huge over there.

769
00:33:38,560 --> 00:33:40,800
Speaker 1: So I know, I feel like this is Australia is

770
00:33:40,840 --> 00:33:43,720
Speaker 1: like a small fish, you know, in the big ponds

771
00:33:43,760 --> 00:33:46,520
Speaker 1: of the world, and it is really hard, and I

772
00:33:46,520 --> 00:33:48,880
Speaker 1: feel like we do miss out on certain opportunities. In

773
00:33:48,920 --> 00:33:52,080
Speaker 1: saying that we're like obviously very privileged to body, but

774
00:33:52,200 --> 00:33:55,200
Speaker 1: compared to the UK and the US when it comes

775
00:33:55,280 --> 00:33:58,360
Speaker 1: to business, there is so much more happening over there,

776
00:33:58,800 --> 00:34:02,080
Speaker 1: and there's events, and there's all the influences and all that.

777
00:34:02,120 --> 00:34:03,520
Speaker 1: Do you work with many influencers.

778
00:34:03,840 --> 00:34:06,920
Speaker 2: Yeah, it's just like hard like sometimes, like with influenzas

779
00:34:06,920 --> 00:34:10,040
Speaker 2: with perfume. I think again it's like not a beautiful

780
00:34:10,320 --> 00:34:12,000
Speaker 2: T shirt or like, you know, I.

781
00:34:11,920 --> 00:34:14,880
Speaker 1: Find that would be tricky because you're paying these influencers

782
00:34:14,920 --> 00:34:16,960
Speaker 1: to say I love this perfume. But that's like as

783
00:34:17,000 --> 00:34:19,080
Speaker 1: far as they can take it kind of thing. They

784
00:34:19,120 --> 00:34:21,719
Speaker 1: can't say, look at it like you know, because you

785
00:34:21,760 --> 00:34:24,360
Speaker 1: can see it, but you can't smell it. Maybe with

786
00:34:24,400 --> 00:34:27,439
Speaker 1: all this AI that's coming out these days, one day

787
00:34:27,480 --> 00:34:30,160
Speaker 1: people are going to be shopping online on your website

788
00:34:30,320 --> 00:34:32,280
Speaker 1: and they can click the space bar and a little

789
00:34:32,840 --> 00:34:36,240
Speaker 1: comes out of marine. Surely, with the way technology is going,

790
00:34:37,040 --> 00:34:38,000
Speaker 1: I don't see why not.

791
00:34:38,520 --> 00:34:43,319
Speaker 2: Yeah, influencers love them, they just don't work for our brands.

792
00:34:43,440 --> 00:34:47,120
Speaker 1: I think influencers are starting to not work anywhere really

793
00:34:47,280 --> 00:34:49,279
Speaker 1: lots of brands unless you're doing it in a really

794
00:34:49,280 --> 00:34:52,319
Speaker 1: clever way. And I can speak from experience of being

795
00:34:52,320 --> 00:34:55,320
Speaker 1: an influencer for so many years. Back back in my days,

796
00:34:56,040 --> 00:34:59,400
Speaker 1: it was so much more lucrative. I guess, like promoting

797
00:34:59,440 --> 00:35:01,680
Speaker 1: products on line is that the right word? I don't

798
00:35:01,680 --> 00:35:04,200
Speaker 1: know if that's the right word. Whereas now I almost

799
00:35:04,280 --> 00:35:07,799
Speaker 1: think audiences are just sick of it. They're sick of

800
00:35:07,880 --> 00:35:11,000
Speaker 1: seeing the same shit being promoted left, right and center,

801
00:35:11,040 --> 00:35:14,200
Speaker 1: and it's not genuine anymore. Whereas I feel like five

802
00:35:14,280 --> 00:35:16,320
Speaker 1: years ago, you could work with the brand and promote

803
00:35:16,320 --> 00:35:18,840
Speaker 1: them say I love this so much, and everyone be like, oh,

804
00:35:18,880 --> 00:35:21,360
Speaker 1: she loves it. I'm going to get I love it too. Yeah.

805
00:35:21,480 --> 00:35:24,239
Speaker 2: I feel like the only time I ever like get

806
00:35:24,320 --> 00:35:27,400
Speaker 2: sold by an influencer as a consumer is on an

807
00:35:27,440 --> 00:35:28,440
Speaker 2: outfit because you can.

808
00:35:28,400 --> 00:35:30,080
Speaker 1: See it instantly. Yeah don't.

809
00:35:30,800 --> 00:35:32,760
Speaker 2: I really don't think I've ever bought a beauty product

810
00:35:33,000 --> 00:35:36,359
Speaker 2: or a perfume from hearing someone talk about it.

811
00:35:36,560 --> 00:35:39,759
Speaker 1: Yeah, I'm a bit spontaneous, So I love perfumes like

812
00:35:39,840 --> 00:35:43,120
Speaker 1: perfume is my thing that I buy. Yeah, people love

813
00:35:43,120 --> 00:35:46,719
Speaker 1: shoes or handbags or clothes or swimmers or whatever. My

814
00:35:46,840 --> 00:35:49,480
Speaker 1: thing is perfume. So I'm the kind of person where

815
00:35:49,560 --> 00:35:52,479
Speaker 1: I am influenced. If I see someone saying I love

816
00:35:52,560 --> 00:35:56,000
Speaker 1: this perfume so much, I will blind buy it. Wow,

817
00:35:56,120 --> 00:35:57,880
Speaker 1: And it's usually pretty good because I feel like perfumes

818
00:35:57,880 --> 00:35:59,080
Speaker 1: are pretty good in general these.

819
00:35:59,000 --> 00:36:01,919
Speaker 2: Days, I need like a million of you that I'm good.

820
00:36:02,719 --> 00:36:05,319
Speaker 1: We need more customers like me that will willingly buy

821
00:36:05,320 --> 00:36:08,040
Speaker 1: a perfume without smelling it. But I just that's my thing.

822
00:36:08,120 --> 00:36:10,000
Speaker 1: Like perfume. AG is always like why the fuck you

823
00:36:10,000 --> 00:36:13,680
Speaker 1: buying another perfume? My that's my thing. Everyone can have

824
00:36:13,680 --> 00:36:16,400
Speaker 1: their own thing. Oh well, thank you so much for

825
00:36:16,440 --> 00:36:18,040
Speaker 1: coming on. I could honestly sit here and talk to

826
00:36:18,120 --> 00:36:21,040
Speaker 1: you for hours, but we are running out of time

827
00:36:21,120 --> 00:36:23,839
Speaker 1: a little bit, and I thought we have to wrap

828
00:36:23,920 --> 00:36:25,400
Speaker 1: up with your tip of the week. If you have

829
00:36:25,560 --> 00:36:29,480
Speaker 1: any tip, it can be life, beauty, business, anything.

830
00:36:29,680 --> 00:36:31,520
Speaker 2: I'm going to be boring because I feel like this one.

831
00:36:31,640 --> 00:36:33,480
Speaker 2: I have actually been doing a lot lately and it's

832
00:36:33,520 --> 00:36:34,759
Speaker 2: been really good.

833
00:36:35,080 --> 00:36:35,680
Speaker 1: Networking.

834
00:36:35,760 --> 00:36:38,480
Speaker 2: I feel like I was so late to the networking game,

835
00:36:38,800 --> 00:36:41,480
Speaker 2: and I've been going to networking events lately and like

836
00:36:41,520 --> 00:36:44,480
Speaker 2: dislike the little like tidbits of information you're learning from

837
00:36:44,520 --> 00:36:47,440
Speaker 2: people that you would never have ever met before unless

838
00:36:47,440 --> 00:36:50,680
Speaker 2: you went to that, you know. Sometimes maybe networking, I

839
00:36:50,680 --> 00:36:52,360
Speaker 2: never know who you're going to run into me, and

840
00:36:52,440 --> 00:36:55,640
Speaker 2: I have like just like like just like so many

841
00:36:55,719 --> 00:36:58,320
Speaker 2: like good little nuggets of information. And you know, getting

842
00:36:58,360 --> 00:37:01,799
Speaker 2: introduced to West, introduced by this girl in America who

843
00:37:01,800 --> 00:37:06,439
Speaker 2: does tiktoks for this this brand in Australia and they're

844
00:37:06,480 --> 00:37:08,360
Speaker 2: like every video has gone viral, so now we're going

845
00:37:08,400 --> 00:37:10,360
Speaker 2: to start working with this girl and to do our

846
00:37:10,400 --> 00:37:12,080
Speaker 2: TikTok because I feel like I just like don't know

847
00:37:12,160 --> 00:37:13,200
Speaker 2: TikTok and I.

848
00:37:13,120 --> 00:37:15,239
Speaker 1: Feel like when it is, I don't know, it's hard.

849
00:37:15,320 --> 00:37:17,000
Speaker 1: It's hard. I mean, you're amazing at TikTok.

850
00:37:17,360 --> 00:37:19,760
Speaker 2: But yeah, this network network network.

851
00:37:19,840 --> 00:37:22,040
Speaker 1: If people don't know how to network, how would they

852
00:37:22,120 --> 00:37:24,920
Speaker 1: find how to network? Like I had someone I was

853
00:37:24,960 --> 00:37:27,040
Speaker 1: at an event the other day for my friend's book launch,

854
00:37:27,160 --> 00:37:29,319
Speaker 1: and someone came up to me and said, how do

855
00:37:29,360 --> 00:37:30,080
Speaker 1: I network?

856
00:37:30,440 --> 00:37:32,760
Speaker 2: Like how do I know where to such a common question?

857
00:37:32,800 --> 00:37:35,080
Speaker 1: How do I find who to network with? How do

858
00:37:35,120 --> 00:37:37,360
Speaker 1: I reach out to people? How do I find events?

859
00:37:37,400 --> 00:37:38,320
Speaker 1: What would be your advice?

860
00:37:38,680 --> 00:37:42,160
Speaker 2: I actually recently just hosted an event through the Boer app.

861
00:37:42,360 --> 00:37:45,560
Speaker 2: It is like a new networking app. I feel like

862
00:37:45,640 --> 00:37:47,160
Speaker 2: I actually think it's amazing and this is like not

863
00:37:47,200 --> 00:37:48,880
Speaker 2: a plug to them and actually is amazing. You have

864
00:37:49,160 --> 00:37:51,360
Speaker 2: they're having events, like I feel like it's almost weekly,

865
00:37:51,400 --> 00:37:54,880
Speaker 2: and they sometimes they're in person events or they're virtual events,

866
00:37:55,080 --> 00:37:57,799
Speaker 2: and they've got like all of like like almost all

867
00:37:57,800 --> 00:38:00,399
Speaker 2: of the like beauty founders on their female founders on there,

868
00:38:00,640 --> 00:38:02,799
Speaker 2: and then you've got liker like male founders on there,

869
00:38:02,840 --> 00:38:04,680
Speaker 2: and then you've got like your Mark Boris is on there.

870
00:38:04,680 --> 00:38:07,040
Speaker 2: So they're like really like from like new founders to

871
00:38:07,360 --> 00:38:10,640
Speaker 2: you know, the og ogs. Yeah, I think that's really good.

872
00:38:10,640 --> 00:38:12,879
Speaker 2: And then also just like reaching Like we live in

873
00:38:12,920 --> 00:38:15,520
Speaker 2: like the world of technology, so it's like reaching out

874
00:38:15,520 --> 00:38:18,000
Speaker 2: to people. I get dms almost daily now, like asking

875
00:38:18,040 --> 00:38:20,480
Speaker 2: for like help with something Like I got a text

876
00:38:20,480 --> 00:38:23,120
Speaker 2: message as I was walking into the studio here someone

877
00:38:23,320 --> 00:38:25,919
Speaker 2: has just been approached by a good retailer and they're

878
00:38:25,960 --> 00:38:28,560
Speaker 2: asking about pricing and shipping. What the hell do I

879
00:38:28,600 --> 00:38:30,480
Speaker 2: say to them? So it's like, you know, you could

880
00:38:30,680 --> 00:38:32,439
Speaker 2: make a mistake and just guess it on your own,

881
00:38:32,520 --> 00:38:35,080
Speaker 2: or just reach out to someone that you know, people

882
00:38:35,160 --> 00:38:37,879
Speaker 2: that you think knows how to do it and just ask.

883
00:38:37,920 --> 00:38:40,279
Speaker 2: I feel like people can be quite generous with their time.

884
00:38:41,360 --> 00:38:43,200
Speaker 1: And another good one as well, I guess would be

885
00:38:43,400 --> 00:38:46,560
Speaker 1: search like Facebook groups in your area run and especially

886
00:38:46,560 --> 00:38:48,000
Speaker 1: if you're in somewhere like Sydney or mil And I

887
00:38:48,040 --> 00:38:50,840
Speaker 1: think that's one thing where I have fallen short in

888
00:38:50,880 --> 00:38:54,640
Speaker 1: my business journey is being based in Newcastle where it's tiny.

889
00:38:54,880 --> 00:38:57,200
Speaker 1: It's a regional city, you know, So I don't ever

890
00:38:57,320 --> 00:38:59,799
Speaker 1: really come down often to these events in Sydney. But

891
00:38:59,840 --> 00:39:02,160
Speaker 1: if I was in Sydney, I'd be loving, like to

892
00:39:02,200 --> 00:39:04,359
Speaker 1: get amongst all of these events and just see what's

893
00:39:04,400 --> 00:39:06,360
Speaker 1: out there and meet new people. So if you're in

894
00:39:06,360 --> 00:39:08,600
Speaker 1: a major city and you want a network, you'll be

895
00:39:08,640 --> 00:39:10,920
Speaker 1: spoiled for choice with the stuff that's out there. And

896
00:39:11,080 --> 00:39:14,680
Speaker 1: like DM people on LinkedIn, yeah, follow them, interact with them.

897
00:39:14,920 --> 00:39:17,600
Speaker 1: You never know. Yeah, by sending one message what might

898
00:39:17,640 --> 00:39:19,600
Speaker 1: come of it? So much? Look out our dms are

899
00:39:19,600 --> 00:39:22,080
Speaker 1: going to be blow enough after this episode, everyon're like, hey,

900
00:39:22,320 --> 00:39:26,760
Speaker 1: remember already said that. Oh this has been so great,

901
00:39:26,880 --> 00:39:29,160
Speaker 1: Thank you so much, Raquel for coming on. Where can

902
00:39:29,200 --> 00:39:32,400
Speaker 1: everyone find you? On Instagram?

903
00:39:32,480 --> 00:39:34,520
Speaker 2: I'm at Raquel Boris, but I think there's a couple

904
00:39:34,560 --> 00:39:36,880
Speaker 2: of extra a's in there because someone took my name.

905
00:39:38,600 --> 00:39:41,080
Speaker 1: And then who was Lajah's at who was Elijah Puffin?

906
00:39:41,160 --> 00:39:41,560
Speaker 1: Oh my god?

907
00:39:41,560 --> 00:39:44,239
Speaker 2: Actually just quickly who was a Lajah? Instagram got suspended

908
00:39:44,360 --> 00:39:45,760
Speaker 2: like last week for six days.

909
00:39:45,800 --> 00:39:48,680
Speaker 1: It's finally bad. I don't know it was an error.

910
00:39:48,760 --> 00:39:51,960
Speaker 2: So if you don't have a good matter account manager,

911
00:39:52,080 --> 00:39:54,120
Speaker 2: go get one because there was like Tortress, we lost

912
00:39:54,280 --> 00:39:55,320
Speaker 2: like thirty percent revenue.

913
00:39:56,239 --> 00:39:59,560
Speaker 1: Anyway, let's end on that, and obviously everyone needs to

914
00:39:59,600 --> 00:40:03,359
Speaker 1: go on who was a larger online place and order?

915
00:40:03,440 --> 00:40:05,799
Speaker 1: What fragrance would you recommend to everyone if they were

916
00:40:05,840 --> 00:40:07,880
Speaker 1: to try one and one only? What's your best seller?

917
00:40:08,000 --> 00:40:11,239
Speaker 2: No, mad, So Nomad is like universally loved by like

918
00:40:11,280 --> 00:40:15,040
Speaker 2: females males like it's masculine and feminine. Of course our

919
00:40:15,040 --> 00:40:18,759
Speaker 2: discovery set, but we have some really like all of

920
00:40:18,800 --> 00:40:20,920
Speaker 2: them are amazing, and our descriptions on our website are

921
00:40:21,040 --> 00:40:23,239
Speaker 2: pretty like detailed and spot on.

922
00:40:23,320 --> 00:40:24,600
Speaker 1: We get a lot of good feedback on SO.

923
00:40:24,760 --> 00:40:26,279
Speaker 2: But I think if you wanted to start, you'd start

924
00:40:26,320 --> 00:40:28,200
Speaker 2: with Nomad or our og.

925
00:40:28,440 --> 00:40:32,440
Speaker 1: He's her. They're just like very wearable. Love that. Thanks

926
00:40:32,440 --> 00:40:36,920
Speaker 1: for chatting, see you in the UK. Bye,