Speaker 1: Hi, I'm Britney Saunders and welcome to Big Business, the
Speaker 1: place where business is far from boring. And today I'm
Speaker 1: recording on gadigul Land. Now I somehow manage to build
Speaker 1: an empire from the garage underneath my house, and I'm
Speaker 1: here on Big Business to share it all with you,
Speaker 1: from the winds, the huge mistakes, the challenging times and
Speaker 1: the funny moments in between. So, whether you're in business
Speaker 1: already yourself, maybe you're not in the game at all,
Speaker 1: Perhaps you're looking for some inspo, or you simply just
Speaker 1: want to hear the tea, this is the podcast for you.
Speaker 1: Coming up on today's episode, I am joined by another
Speaker 1: special guest that I know every time I sound really excited,
Speaker 1: but I am really excited for this one because I
Speaker 1: am a customer of this brand. Today I am joined
Speaker 1: by Raquel Boris, who is the founder of who is
Speaker 1: a Larjah Perfume? Who is Elijah. If you haven't heard
Speaker 1: of them, you've been living under a rock. They are
Speaker 1: absolutely blowing up on social media and in the Australian
Speaker 1: retail space. So without further ado, let's get down to business.
Speaker 1: We've been wanting to get you on the pod for ages,
Speaker 1: and being who is a larger customer myself, I felt
Speaker 1: this is a great opportunity for both of us stuff
Speaker 1: it and fangirling. When we reached out to you, I
Speaker 1: always ask a few questions before we have a guest
Speaker 1: come on the pod, and one of the answers that
Speaker 1: you came back with really stood out to me, and
Speaker 1: it was that you've lost about a million dollars over
Speaker 1: the last twelve to eighteen months because of bad decisions.
Speaker 2: And counting, No, not in counting. We've stopped counting.
Speaker 1: Just ignore it and you won't see that. You won't
Speaker 1: see the damage. What has that looked like for you exactly?
Speaker 1: And how did that happen? And is it a million
Speaker 1: dollars in revenue or is it like a million dollars
Speaker 1: in product?
Speaker 2: A bit of more like a million dollars in product?
Speaker 2: Wrong decisions like with wrong suppliers, wasted money on I
Speaker 2: don't know, like different like the wrong agencies. So like
Speaker 2: one recent one that really stands out was I think
Speaker 2: like three hundred and thirty thousand Australian dollars. And you
Speaker 2: know our discovery set, the one that you bought on
Speaker 2: our website.
Speaker 1: We thought, well, we have like a good.
Speaker 2: Purchase rate after someone has that, so let's just give
Speaker 2: out a million of them?
Speaker 1: What. Yeah, And we did it and we didn't get
Speaker 1: that far, but a million units we thought that we would.
Speaker 2: We didn't, but we started to in America because if
Speaker 2: we're growing really rapidly here in Australia but not in
Speaker 2: America or elsewhere, so we thought, you know, let's just
Speaker 2: give them out for free.
Speaker 1: People can pay for shipping.
Speaker 2: And I think we gave out like I don't know,
Speaker 2: like seven thousand or eight thousand of them for free
Speaker 2: and no one was buying afterwards afterward, and we're like
Speaker 2: it was like crickets. Yeah, and like that, I think
Speaker 2: it was like three hundred and thirty three hundred and
Speaker 2: fifty thousand dollars and that like we blew that in
Speaker 2: Like that was like three weeks. Well and like that
Speaker 2: was a big learning decision. So now we don't do that,
Speaker 2: We don't give them away for free anymore. Yeah, So
Speaker 2: that was a big one. That was like only like
Speaker 2: two months ago and like, oh my god, our pana
Speaker 2: looked really bad that month.
Speaker 1: How did you orchestrate like giving away in like those
Speaker 1: So was it the whole discovery set that people could
Speaker 1: get for free and all they had to pay for was.
Speaker 2: Ship to shipping, so seven dollars us shipping and it
Speaker 2: were we just had like a like cool like Facebook,
Speaker 2: like we.
Speaker 1: Did it all through Facebook ads.
Speaker 2: Yeah, it was just like a like a nice beautiful picture,
Speaker 2: said I forget what the wording was, but like, hey
Speaker 2: us away here, take came our discovery set for free,
Speaker 2: just pay for shipping, and like we're doing like a
Speaker 2: thousand a day?
Speaker 1: And what budget was on that ad that you were doing?
Speaker 1: Like was it a daily budget or did you?
Speaker 2: Yeah? Oh, like the cost of acquisition was like I
Speaker 2: think it was like a dollar fifty or something like that.
Speaker 2: Like people were clicking and purchasing and.
Speaker 1: Have what spend were you putting behind that ad on Facebook?
Speaker 2: Not a lot, Like we didn't have to put a lot.
Speaker 2: It was more just like the cost of the products.
Speaker 1: Yeah, gotcha? Wow, I know, big fuck up. We did
Speaker 1: something similar, but I wouldn't say that it was a loss,
Speaker 1: but it ended up being more than I thought. I
Speaker 1: don't know if it was this year or last year. Honestly,
Speaker 1: the years are blurring together. But for fate, we thought,
Speaker 1: what's the way that we can get more people into
Speaker 1: our store. And so one of our best selling products
Speaker 1: is our buttery tea. I should have brought some I
Speaker 1: need to start bringing like freebies for the guests because
Speaker 1: I'm finding everyone's You've brought in some perfumes today, I
Speaker 1: need to bring in some clothes. So we had heaps
Speaker 1: of our buttery teas, and we do it in a
Speaker 1: bunch of different colors, like a little basic buttery top.
Speaker 1: And we thought, let's do the name game, which is
Speaker 1: what boost Juice has done. So every day we announced
Speaker 1: two names and then if people had that name, they
Speaker 1: could go into one of our four stores and collect
Speaker 1: a free tea. And so we started it on a Monday,
Speaker 1: and you think, like Monday is not that busy in
Speaker 1: shops or shopping centers. So then I think we did
Speaker 1: like Sam and some other name, and we did too
Speaker 1: because we were like, how many SAMs are gonna be
Speaker 1: free on a Monday to go into our stores and
Speaker 1: not be at work or whatever. And then I think
Speaker 1: on the first day we gave away like four hundred
Speaker 1: or something across all of our stores and they had
Speaker 1: the stock, and we like stocked the stores up to ensure,
Speaker 1: but then yeah, we yeah, four hundred. I can't remember
Speaker 1: how many we ended up giving away in the whole week,
Speaker 1: but maybe it was like close to a thousand T
Speaker 1: shirts that we gave away and it just wow. But
Speaker 1: it was obviously really worth and everyone was so excited,
Speaker 1: like people were running into our stores, but we underestimated
Speaker 1: just how many people would kind of come in. So
Speaker 1: I kind of learned a lesson from that as well.
Speaker 1: And maybe next time you can get the Buttery tea,
Speaker 1: but you also have to spend fifty dollars in store
Speaker 1: or something like that, like come in and spend fifty
Speaker 1: in store and get a free Buttery tea. But we
Speaker 1: live and we learned, don't we.
Speaker 2: Oh, I've learned a lot and like kind of what
Speaker 2: we haven't done it yet, but I talked about it
Speaker 2: last week with my team, Like still like the Discovery set,
Speaker 2: I want that to get into people's hands, but instead
Speaker 2: of giving it away just for free with we might
Speaker 2: start doing like if you buy a fifty mil or
Speaker 2: one hundred mil, you can get the free Discovery set
Speaker 2: with it to try the rest of it.
Speaker 1: So you still because it's just all the minis right, correct,
Speaker 1: This Q and round thing.
Speaker 2: Yeah, so like you're bound to like, well we thought
Speaker 2: people are bound to at least by one full size
Speaker 2: bottle after that. Yeah, but I think we're just targeting
Speaker 2: the wrong people in America who just wanted a free product.
Speaker 1: Well yeah, an expensive mistake. But it's not like you've
Speaker 1: got to look at it as it's brand awareness, like
Speaker 1: people became aware of your brand. Tell me what other
Speaker 1: things are? What else have we done lately?
Speaker 2: Things that stand out is trusting the wrong like digital
Speaker 2: like ad agencies. I feel like if anyone hasn't had
Speaker 2: that problem, you probably haven't figured it out yet and
Speaker 2: you are actually going through that problem.
Speaker 1: I think everyone at some stage is going to run
Speaker 1: into that. I've done the exact same.
Speaker 2: Like now we're like now we're not. But in case
Speaker 2: they're listening right now and they think I'm talking about them.
Speaker 2: But last year, the start of last year, like we
Speaker 2: were in a really bad financial spot because our ad
Speaker 2: agencies telling us our results are amazing because back then
Speaker 2: we didn't understand you know what, you know how to
Speaker 2: work the meta platform and oh like hundreds of thousands
Speaker 2: of dollars just like down the drain, and like they're
Speaker 2: telling us all these like fucking stupid numbers, and I'm like,
Speaker 2: that doesn't.
Speaker 1: Mean understand why this is their method. And it's not
Speaker 1: to say that all ad agencies are like that, but
Speaker 1: a lot of them are set up like that. I
Speaker 1: think a lot of them, not all, I'm saying that now,
Speaker 1: not all, but I think a lot of these ad
Speaker 1: agents and sees us set up to kind of take
Speaker 1: advantage of people that don't understand how to run Facebook
Speaker 1: and meta ads, and they're almost just set up to
Speaker 1: be shady in that way, and they confuse you and
Speaker 1: make you think it's doing well when you're not at all.
Speaker 2: No, And I always say to people and like, people
Speaker 2: probably hate working with me now, but I'm like, unless
Speaker 2: my bank account numbers are growing, I think a fuck
Speaker 2: about any other number exactly. But like I don't like
Speaker 2: And I used to say it for so long and
Speaker 2: people would be like no, no, no, and I'm like,
Speaker 2: but it's the only number that really matters truly. But
Speaker 2: like that was that was a big thing last year
Speaker 2: that we learned. And because of that, Adam, my husband,
Speaker 2: he went and did e commerce equation and learned how
Speaker 2: to do Facebook ads, and like the full and Google
Speaker 2: as well, and within six weeks he turned our business
Speaker 2: around and then it was at that point and a
Speaker 2: financial year sale and we did our whole twelve month
Speaker 2: revenue almost in a weekend.
Speaker 1: Wow.
Speaker 2: Yes, and that was like that was only mid last year.
Speaker 2: Use I think I think people have always, like, you know,
Speaker 2: for years, people have been saying to me like, oh,
Speaker 2: like you're such a big business and you're so amazing
Speaker 2: and you're perfect. I'm like, literally probably was maybe nearly
Speaker 2: bankrupt last year because of trusting the wrong people and
Speaker 2: making all these bad mistakes. Like maybe not that's maybe
Speaker 2: being a little bit dramatic.
Speaker 1: It feels like, but it does feel that way.
Speaker 2: Then this has been a really good year but also
Speaker 2: like really hard, which is like I feel like I
Speaker 2: used to hear this on podcasts.
Speaker 1: I'm like, what does that even mean?
Speaker 2: But it's like you're growing, but like it's like a
Speaker 2: lot to get to that next chapter of that next level.
Speaker 2: And yeah, it's been a tough year.
Speaker 1: Yeah, I personally think and I've said it before and
Speaker 1: I'll say it again, I think the bigger your business gets,
Speaker 1: the bigger the problems get. And in business, you have
Speaker 1: to be willing to accept the fact that nothing is
Speaker 1: ever going to be running one hundred percent smoothly. Now.
Speaker 1: You might have one week when nothing goes wrong, but
Speaker 1: I think every day there is at least one problem,
Speaker 1: And the bigger that your company gets, the more problems
Speaker 1: there are going to be, and the bigger those problems get.
Speaker 1: And it's just a part of it. And I think
Speaker 1: we can't be successful and get to that next level
Speaker 1: or that next chapter without being open to shit going wrong,
Speaker 1: because if it was just that easy, then everyone would
Speaker 1: be doing it. Like you've you've got to take the
Speaker 1: good with the bad, and I feel like, definitely, the
Speaker 1: better things get, the worse things get at the same time.
Speaker 1: But I think also it's great learning for us because
Speaker 1: you also wrote in one of your answers that you
Speaker 1: think that you've made every mistake under the sun. I
Speaker 1: hope so I feel the same. And every time you
Speaker 1: come out from the other end, when you've finally gotten
Speaker 1: through whatever shit think it is, you're like, Okay, surely
Speaker 1: that's it now, Surely nothing else can go wrong. But
Speaker 1: I don't know, I don't know else waiting around the corner.
Speaker 2: I guess I think of it now and I'm like oh, like, yeah,
Speaker 2: that was really hard, but wouldn't change it, if that
Speaker 2: makes sense, Like we do. I feel like, you know,
Speaker 2: myself and Adam whenever we're going through these hard, you know,
Speaker 2: stages or problems, like we're always like, okay, this is
Speaker 2: teaching us something. It sounds corny, I know, but it's
Speaker 2: like this is teaching us something. We just have to
Speaker 2: get through it and we know that we're going to
Speaker 2: be better for it. On the other end, and I
Speaker 2: feel like we've like we never fight about work and
Speaker 2: like people are always like, how do you guys like
Speaker 2: staying with you in AJ Like yeah, I was like
Speaker 2: I can't imagine it. Not like last week we had
Speaker 2: a really shit week. I think I left the office
Speaker 2: twice crying and I never cried, but I was.
Speaker 1: Just like over it.
Speaker 2: And I was sort of like sitting there next to
Speaker 2: Adam having dinner, I'm like, we've had a really tough
Speaker 2: year and we haven't like ever thought about it. I'm like,
Speaker 2: I'm so proud of us, but I think, like I
Speaker 2: don't want to come on here and be like, oh,
Speaker 2: business sugs and it's so hard, but like I love it.
Speaker 1: I love it so much.
Speaker 2: I think it's just you know, if you're going through
Speaker 2: those hard things, like what are you learning from it?
Speaker 2: And like what are you doing to make sure that
Speaker 2: doesn't happen again. We've definitely repeated mistakes before, but by
Speaker 2: like the after we've done it twice, it's like we've
Speaker 2: never done it again.
Speaker 1: And what were those things if you repeated twice?
Speaker 2: Yeah, like the wrong hires, definitely like highring, wrong time
Speaker 2: and time again, even though we think that we've learned
Speaker 2: how to not do it, and trusting like suppliers and
Speaker 2: outsourced people.
Speaker 1: So I was like, don't trust anyone, yep, yeap. My
Speaker 1: advice on that would be do it do as much
Speaker 1: as you can in your business in house.
Speaker 2: Yeah.
Speaker 1: Even learning those Facebook ads and all those things, which
Speaker 1: I know can be super overwhelming, and when you first
Speaker 1: log in to the ads manager, you're like what is
Speaker 1: all of this? But when you actually understand it, it's
Speaker 1: very easy, and then you can look and see those
Speaker 1: agencies and everything that they were doing wrong. That would
Speaker 1: be my number one piece of advice is just learn
Speaker 1: and do as much as you can internally before you
Speaker 1: look externally, because that's when it's going to start costing you.
Speaker 1: So so much money. So on your business, you obviously
Speaker 1: started who is Elijah Online? Only like was that where
Speaker 1: you started?
Speaker 2: Yeah, but it was like iPhone photo put it like
Speaker 2: press go live on the shop of IY website and
Speaker 2: like crickets, like there's.
Speaker 1: Nothing their day one.
Speaker 2: I probably like day thirty there was maybe the first sale,
Speaker 2: but straight away I thought I am a fragrance, like
Speaker 2: I need to be on the shelves in you know,
Speaker 2: department stores or boutique. So it's almost like day when
Speaker 2: I hit the pavement and was walking around to boutiques
Speaker 2: around Cronulla, around Sydney and sending it to boutiques out
Speaker 2: of state. And we had like such a good success
Speaker 2: rate from day one of like I know, like eight
Speaker 2: or nine out of ten stores we sent you they
Speaker 2: said yes and then started buying our product and putting
Speaker 2: it on the shelves. And the perfumes were just in
Speaker 2: like a brown box that a handstand for the sticker,
Speaker 2: No Barcoe, no ingredients, like nothing. I don't know how
Speaker 2: I didn't get into trouble, but we were very retail
Speaker 2: wholesale dominant for like the first like three years yep.
Speaker 1: And so now you're obviously in David.
Speaker 2: Jones Sephora, and then we've just sort of like pulled,
Speaker 2: not pulled our stock, but we ceased partnerships with all
Speaker 2: of our boutique retailers.
Speaker 1: Why it was just like we've.
Speaker 2: Had like wholesale agencies from the beginning, and then we
Speaker 2: sort of had kept working with them, probably like from
Speaker 2: like two years ago, but they, you know, they just
Speaker 2: were getting paid commissions, so they were just putting our
Speaker 2: perfumes in any store that would take it. So then
Speaker 2: I started to like see all these stores and people
Speaker 2: sending me photos of my perfumes and these like you know, very.
Speaker 1: Very quaint like stores.
Speaker 2: I don't know how to say it, like not on brand,
Speaker 2: this is not on brand, like you know, which is
Speaker 2: like nothing against that, but it was just like, you know,
Speaker 2: we're going after the big beauty retailers of the world.
Speaker 2: But then if they happened to see us in like
Speaker 2: a tiny little boutique with like like you know, being
Speaker 2: merchandised incorrectly or not on brand, I was like this, like,
Speaker 2: we just need a cleanse. So we did like a
Speaker 2: cleanse at the end of July. But now that was
Speaker 2: again probably not the best decision because that was like
Speaker 2: a seventy percent of our wholesale revenue that I just thought, no,
Speaker 2: it would be fine, Like let's just cut it off.
Speaker 1: I don't regret it.
Speaker 2: It was a good decision, but you know, we probably
Speaker 2: should have planned it a little bit better. And yeah,
Speaker 2: so we don't. I had a little bit of a
Speaker 2: cleanse and now we're going to start bringing back some
Speaker 2: like small selection of boutiques around Australia and then of
Speaker 2: course overseas.
Speaker 1: In your questionnaire that we sent you, you said that you
Speaker 1: have been obviously wanting to launch into the US. You
Speaker 1: tried doing the face getting get a free discovery set
Speaker 1: and that was obviously not a great success. I mean
Speaker 1: it was a success with the people that got the
Speaker 1: free perfume. We can call it a fail, a fil
Speaker 1: it's a lesson, it's it's a lesson. But you also
Speaker 1: mentioned to us that you have been knocked back by
Speaker 1: some US retailers. How has that Because I don't know
Speaker 1: anything when it comes to launching into an overseas market,
Speaker 1: I have no idea how that works. I've never run
Speaker 1: ads overseas at all, But like, what does it look
Speaker 1: like if you do want to just say launch into
Speaker 1: Macy's in America or whatever it may be, Like, how
Speaker 1: does that look? What do you do?
Speaker 2: America is tough. I haven't figured out America yet. So
Speaker 2: like what gave me confidence was it was probably like
Speaker 2: three years ago. I got an email from safari Us.
Speaker 2: I was like, what, like, safari Us, is this my moment?
Speaker 2: And they found they found his, her, Haze and MWS
Speaker 2: in the little boutique in Montalk okay like in the Hampton's.
Speaker 2: They loved it. And then I think they figured out,
Speaker 2: like they quickly realized on our zoom call how small
Speaker 2: we were because we were hand feeling at.
Speaker 1: That stage, so you were pouring everything yourself.
Speaker 2: Yeah, I mean at that point three years it was
Speaker 2: two years and we had employees. Okay, yeah, but yeah
Speaker 2: we were handpoint. We like still kind of hand poor now.
Speaker 2: But we've actually just got a machine I think it's
Speaker 2: getting delivered this week that we custom built in Italy.
Speaker 1: How expensive was that machine?
Speaker 2: Probably like three hundred thousand dollars.
Speaker 1: Holy shitah machinery, And I just think, wow, that is
Speaker 1: so expensive. I know, so like a simple thing that's
Speaker 1: just going to fill some bottles costs so much.
Speaker 2: It's I mean, we need it for here because there
Speaker 2: are there's like one or two companies here in Australia
Speaker 2: that do well say that they have that machine, but
Speaker 2: their lead times are three months, and I'm like, I
Speaker 2: know how quickly these bottles can feeled, So it was
Speaker 2: much cheaper and better for us to do that for
Speaker 2: here in Australia. But it took us like nine months
Speaker 2: to get this machine built. But we're about to start
Speaker 2: manufacturing over in the UK just because it's too hard
Speaker 2: to send everything from here to the UK because we're
Speaker 2: a dangerous good. And I found that. I mean, there's
Speaker 2: so many, it's hundreds of companies over there, like contract
Speaker 2: manufacturers to do the feeling for us, and they're lead
Speaker 2: times like two weeks, like so easy. They can do everything.
Speaker 2: So I'm like, oh, if only like we could have
Speaker 2: done that here, it would have been.
Speaker 1: I feel like Australia is really behind. Like obviously we're
Speaker 1: smaller as well, so we obviously don't have the huge
Speaker 1: facilities that other countries do. But I just feel like
Speaker 1: it's such a missed opportunity. Maybe you need to start.
Speaker 2: Asking me, like do you want to do like white
Speaker 2: label manufacturing for people? Like I've got all that, you know,
Speaker 2: our perfume supplies, Like we've got lots of clients asking
Speaker 2: for this, Like maybe that'll pay off the machine pretty quickly.
Speaker 1: But yeah, we'll see, we'll see how good it works.
Speaker 1: So back onto the US, Yes, how has that looked?
Speaker 2: Like?
Speaker 1: Who have you reached out to and who was nominchy back?
Speaker 2: Well, so far we still talk to you. So basically
Speaker 2: I think with them, we just weren't ready for that.
Speaker 2: They need more brand exposure, not more brand awareness over there,
Speaker 2: which we're trying to do.
Speaker 1: And is that a thing that plays into getting into
Speaker 1: retailers in general, like if you have followers and if
Speaker 1: you have engagement and everything does that?
Speaker 2: Yeah, they look at everything, especially in America like what
Speaker 2: celebrity is wearing you? And you know, we do know,
Speaker 2: like lots of celebrities wear our perfume, but you can't
Speaker 2: see it in a photo. So unless they're like, you.
Speaker 1: Know, has my perfume on in that photo? I can
Speaker 1: just tell.
Speaker 2: Like Chris Appleton, like the Kardashians hairdresser, like he like
Speaker 2: is obsessed with Rebel Rose, like my favorite it's Rebel
Speaker 2: Rose and he talks about it all the time on podcasts.
Speaker 1: Like he's posting about it all the time like he
Speaker 1: like loves it.
Speaker 2: So I know that they've allome my perfume and he
Speaker 2: wouldn't wear it if like they were like, oh no,
Speaker 2: it doesn't smell good. But that plays a big part.
Speaker 2: We've got a pr agency over there. But again it's
Speaker 2: just like yeah, I don't know, like the celebrities aren't
Speaker 2: taking a photo like with a bottle all the time,
Speaker 2: and we don't have you know, millions of dollars to
Speaker 2: pay celebrities like for endorsement, so I think. But where
Speaker 2: I'm actually going to the UK on Wednesday for three
Speaker 2: weeks and we're doing like a proper launch into the UK,
Speaker 2: which we've never done before.
Speaker 1: Like with America, we.
Speaker 2: Just like you just need like deep deep pockets for there.
Speaker 2: So we're doing like a proper launch event. Like I'm
Speaker 2: doing press events where I'm going to France to do
Speaker 2: this big distributor meeting that all want to work with me.
Speaker 2: It's like a lot of the retailers over in the
Speaker 2: UK and Europe will only work with brands through a distributor. Sorry,
Speaker 2: it's like not direct with the brand. I feel like
Speaker 2: next year is going to be like amazing for us,
Speaker 2: because yeah, I've got like nine distributors wanting to talk
Speaker 2: to me.
Speaker 1: I'm manifesting that for you, what percentage of your business
Speaker 1: now is made up from your like wholesale side versus
Speaker 1: on your actual website, but be.
Speaker 2: Like seventy to seventy five percent D two C and
Speaker 2: the rest wholesale. Okay, that's interesting, it's gone for it
Speaker 2: used to be like ninety percent wholesale.
Speaker 1: Yeah. I would have thought it would be the other way,
Speaker 1: like it would be you being in all these stores
Speaker 1: that would be your main kind of dream of revenue. No,
Speaker 1: but it's the other way around.
Speaker 2: Once we took over the Facebook ads, like we just
Speaker 2: like learn it so quickly and yeah, I know, we
Speaker 2: chew up our whole sound now.
Speaker 1: It's amazing good. I think what you've done is you've
Speaker 1: tapped into a market that I think hasn't changed a
Speaker 1: lot in a really long time. When you think of perfumes,
Speaker 1: you think going into David Jones and having all the
Speaker 1: Channel's and Dior's and like they're all quite expensive. And
Speaker 1: then on the other hand, you just think chemist warehouse. Yeah,
Speaker 1: and then it's like your Britney Spears and all that,
Speaker 1: whereas I think what you've done is stepped into the middle. Yeah,
Speaker 1: kind of, like I think that's what I would see
Speaker 1: it as, where you know, you're obviously not like your
Speaker 1: thirty dollars Britney Spears Curious bottle, but you're also not
Speaker 1: your three hundred dollar La Lavo or something, yeah, your fancy.
Speaker 1: Like I feel like you've created something that's accessible but
Speaker 1: does have that premium feel still, and I think it's
Speaker 1: really modern as well, just like in terms of the
Speaker 1: packaging and the fragrances and the names, like, yeah, I
Speaker 1: think it's really cool. Thank you.
Speaker 2: Yeah, we like to call our cells we're accessible luxury,
Speaker 2: which is I don't know how I came up with
Speaker 2: that day one, because I was twenty three and I
Speaker 2: had no idea what I was doing, but that was like,
Speaker 2: you know, I loved all the expensive fragrances, but at
Speaker 2: twenty three, you don't want to spend like three hundred
Speaker 2: dollars on a bottle, and like those fagrances now are
Speaker 2: like four or five hundred dollars a bottle exactly. But
Speaker 2: and like you look at like my ingredients is on
Speaker 2: my packaging verse, what they've got on their packaging, it's
Speaker 2: all the same.
Speaker 1: Yeah, Like they don't need to be that expensive. How
Speaker 1: do you even go about making a perfume? But this
Speaker 1: is me just I guess from a consumer's perspective, Like
Speaker 1: how do you decide what's going to be in it?
Speaker 1: And like getting the smell right? And is it easy
Speaker 1: to get the smell disgusting? Because I could imagine if
Speaker 1: you just put a few ingredients in there don't nxpell together,
Speaker 1: you're going to get that like disgusting smell.
Speaker 2: Well, I am very honest that I am not personally
Speaker 2: mixing the fragrances. So we have a perfumer, Brad. He
Speaker 2: always hates it when I bring him up, but Brad
Speaker 2: is amazing, and he works with a second perfumer, Ivan,
Speaker 2: who's actually from France. So they just get it. Like
Speaker 2: they've got like perfumer noses so wow.
Speaker 1: So you could just kind of go to them and
Speaker 1: be like I want something cherry ish with this and that,
Speaker 1: and now like know exactly what needs to come into
Speaker 1: it to make that smell.
Speaker 2: Yeah, and like you go they're they're like an hour
Speaker 2: away from here, so they're not far and you go
Speaker 2: there and they've got like a scent library and they've
Speaker 2: got like, you know, not all day every day, but
Speaker 2: a lot of the times they're just like playing around
Speaker 2: with different like iterations of you know, all the different
Speaker 2: ingredients that they think will go well together, and you know,
Speaker 2: it's fun for them, Like, but it is like, you know,
Speaker 2: they've got a science degree, so it is like very
Speaker 2: like I don't want to say the word chemicals, so
Speaker 2: I feel like that sounds like ill, but like it
Speaker 2: is like it's chemicals and it's ingredients and it's mixing
Speaker 2: and there's like a lot of scientificness to it. Yeah,
Speaker 2: So it's definitely not me mixing in a lob coat,
Speaker 2: although I would love to pretend.
Speaker 1: Yeah, it would be fun, it would be fun. We
Speaker 1: are just about to launch a lib oil for Fate
Speaker 1: and that fascinates me as well, just like the people
Speaker 1: you know, formulating that for us, and I like went
Speaker 1: to the factory that it's all happening at, like how
Speaker 1: do you know how to do this? You know? Like
Speaker 1: when we were creating our lip oil, we were just
Speaker 1: like describing the way we want it to be, Like
Speaker 1: we want it to be in oil, but we don't
Speaker 1: want it to be runny and it runs off your
Speaker 1: lips and the fact that they know what needs to
Speaker 1: go into that to make it like that so good.
Speaker 1: The cow say with fragrance, like how do these people
Speaker 1: know this? It's very fascinating talking about your brand in general,
Speaker 1: I'm always interested to hear how people's businesses started out,
Speaker 1: Like what was your mindset at the time of starting,
Speaker 1: who was Elajah, what was the reason behind it? And
Speaker 1: did much thought go into it at all?
Speaker 2: Well, I would say that there's a gap in the market,
Speaker 2: but there's definitely not a gap in the market for
Speaker 2: Fragrance other than I feel like we have disrupted it
Speaker 2: a little.
Speaker 1: Bit, but no.
Speaker 2: The idea came from I was at Coachella seven years ago.
Speaker 2: I was with my group of my best friends and
Speaker 2: my then boyfriend now husband. One of my friends Bottle
Speaker 2: a friend from Queensland, Tiffany, and she just like, smellt amazing.
Speaker 1: Long story shot.
Speaker 2: She's wearing a little oil fragrance from India and it
Speaker 2: just smelled so good and I took a photo of it,
Speaker 2: and when I got back home to Sydney, I tracked
Speaker 2: it down online and like a wholesaler in I think
Speaker 2: it was like wa had like forty bottles of it,
Speaker 2: and so I bought all of them because he would
Speaker 2: only sell them to me in that like quantity what. Yeah,
Speaker 2: but it was exen like it wasn't expensive and yeah,
Speaker 2: and I just started wearing giving it to people, like
Speaker 2: wearing it around and like no joke. Over like a
Speaker 2: two like six to eight week period, I'd like a
Speaker 2: hundred people come up to me being like excuse me,
Speaker 2: but like what fragrance are you wearing? And I'm like, oh,
Speaker 2: like it doesn't really even have an aging what it's got
Speaker 2: like a camel on the label. Like it's like just
Speaker 2: like an oil, you know, fragrance. And after like that,
Speaker 2: I never had thought it'd like to make a business
Speaker 2: or and like I feel like, seven years.
Speaker 1: Ago, what were you doing for work? Back then, I was.
Speaker 2: An executive assistant for a CEO and a CFO and.
Speaker 1: Two other executives.
Speaker 2: I was like very much so on the I want
Speaker 2: to be a COO one day and like very like
Speaker 2: business like focused, I guess, and I think of me
Speaker 2: now and I'm like, oh my god, I don't even
Speaker 2: know how to keep my calendar in order.
Speaker 1: How was I assistant?
Speaker 2: But yeah, so that sort of was what sparked the
Speaker 2: I guess like like light bulb idea, and then it
Speaker 2: took me a while and then I finally started like
Speaker 2: getting serious about it and I started researching, like okay,
Speaker 2: well how do I make a perfume? And I found
Speaker 2: a perfumer here in Sydney and I started working with
Speaker 2: him and like him showing me like his stent library,
Speaker 2: and then we came up with the fragrance his Her.
Speaker 2: He sort of steered me away from doing that original
Speaker 2: fragrance from India because it was like very like in
Speaker 2: your face, very like unique, and he said, like, you know,
Speaker 2: your first sort of step in the door of the
Speaker 2: fragrance weld maybe want to be a little bit more
Speaker 2: mainstream I which I think really worked in our favor
Speaker 2: because His Her was our bestseller for like three years.
Speaker 1: Yeah, wow, how do you find as well? I guess
Speaker 1: being in perfume and getting that sale over the line
Speaker 1: when people can't smell it.
Speaker 2: I didn't think that we would ever get to where
Speaker 2: we are today with having such a strong D two C.
Speaker 2: I think like brand awareness has really helped that definitely,
Speaker 2: that word of mouth, like we get a lot of
Speaker 2: people buying from us for the first time because they've
Speaker 2: smeltered on a friend or they've smelled it on a
Speaker 2: stranger in the street and asked them what perfume they're wearing.
Speaker 2: They might be second purchasers, like they've found us in
Speaker 2: a retail store and then they no one trust the brand,
Speaker 2: so they're gone buy it online. And then also our
Speaker 2: discovery set when purchased, and that does really work.
Speaker 1: And no one is getting that for free ever again
Speaker 1: you heard it here. First, just get like a discount
Speaker 1: because they're like buying the whole discovery set right.
Speaker 2: Well, we just like wanted to remove that, like I
Speaker 2: guess doubt and I was just I'm just so confident
Speaker 2: in my fragrances. But you know, I think, Mom, you know,
Speaker 2: people say, like you've tried to sell to everyone, you're
Speaker 2: selling to no one. So I think I think maybe
Speaker 2: that's I kind of got a little bit.
Speaker 1: Who is structor who is a larger customer?
Speaker 2: See, I just feel like even when you're asking that,
Speaker 2: I'm like, I do think it can be anyone. Yeah,
Speaker 2: but you know when you look at our data is
Speaker 2: I think it's like seventy five percent female. We also
Speaker 2: don't have a lot of our like the retail data either,
Speaker 2: So I think that's a bit not really accurate. Yeah,
Speaker 2: but it is more female. But a lot of these
Speaker 2: females are purchasing for the man or the you know,
Speaker 2: the masculine people in their lives, and because you know,
Speaker 2: our fragrances are very masculine.
Speaker 1: Yeah, I find all of them like, yeah, I've obviously
Speaker 1: got the Discovery set and some of the bigger bottles too,
Speaker 1: And I find like anyone could really wear the fragrances,
Speaker 1: like none of them are like overly feminine. No, or
Speaker 1: like overly masculine, which I think is really good. The
Speaker 1: very wearable. You had it here and you have to
Speaker 1: pay full price. Let's go back to you mentioned earlier
Speaker 1: that you work with your husband Adam, so you guys
Speaker 1: running it together kind of thing. What is his role
Speaker 1: in the company. He's CEO.
Speaker 2: I handed that over very happily.
Speaker 1: Well, yeah, he's a CEO. What does his day look like.
Speaker 2: I don't know.
Speaker 1: He's always really busy though. Does he have a lot
Speaker 1: of involvement with stuff?
Speaker 2: Yeah, so he is a natural bond leader. I do
Speaker 2: not like being a leader. I don't like people of management.
Speaker 2: It's just not my Forte. I guess you could say he.
Speaker 1: Does like all the like he's built structure of the business.
Speaker 1: He's the one.
Speaker 2: I mean, he runs a digital performance side of the business.
Speaker 1: He manages all the stuff.
Speaker 2: And then I my role is chief creative Officer, So
Speaker 2: I'm leading sort of the creative vision of who Was Elijah?
Speaker 2: And I do all the product creation and development.
Speaker 1: So that's fun. And I'm the face of the brand.
Speaker 1: So and how did that come to be? So you
Speaker 1: were together when you launched this, And then was he
Speaker 1: in it from the beginning or what was he doing?
Speaker 2: No, so he he owned his own business, like an
Speaker 2: interior design and installation company, so he had that for
Speaker 2: I think it was six years. And then I mean
Speaker 2: everyone that works in the construction industry like knows how
Speaker 2: it sucks, like no one pays, like he's I think
Speaker 2: he's still chasing money and he's like he sold the
Speaker 2: business like four years ago. Wow, yeah, so like I think,
Speaker 2: and then Who Was Elijah started to sort of build
Speaker 2: traction and then maybe he was liarge to started making
Speaker 2: more money than his business and then it was just
Speaker 2: like a natural progression. And then he had actually decided
Speaker 2: to sell the business and that did take a while,
Speaker 2: so he sold the business and then he had built
Speaker 2: an app. The people weren't ready for it yet, but
Speaker 2: it was kind of like ahead of its time, thank
Speaker 2: you Monday, ahead of its time, and that sort of failed.
Speaker 2: But in the meantime he started helping out with who
Speaker 2: was larger, and I feel like he has a lot.
Speaker 2: I thank him a lot to where we are today
Speaker 2: because I don't know if we would have gotten here
Speaker 2: with just me, because he's like that business like, you
Speaker 2: need the both, you need the crazy creative and the
Speaker 2: person that's like making it all come together and actually buffittable. Yeah.
Speaker 1: Well yeah, it's a bit like AJ and I, but
Speaker 1: I think both of them. I wish A would take
Speaker 1: over the team management. FUCKJ, we're changing the format, is CEO.
Speaker 1: Then I'll just concentrate on the fund and creating it.
Speaker 1: Are you the CEO?
Speaker 2: Yea, yeah, okay, everything So you're a bit of so.
Speaker 1: I'm prodding everything, sampling, stock ordering, and then heavily involved
Speaker 1: with our teams and then obviously faced the brand and
Speaker 1: content everything. You're busy. Yeah, so I need to like
Speaker 1: palm some more off to him, like he took payroll
Speaker 1: off me, which was really good because that takes so
Speaker 1: fucking long every single week. And yeah, he started more
Speaker 1: in our warehouse. I mean he was with me when
Speaker 1: I started in the garage under the house, so he's
Speaker 1: been there through every little warehouse that we've you know,
Speaker 1: and he got really into that, like the setting up
Speaker 1: of the warehouse because obviously the hard thing with closes
Speaker 1: is it takes up a lot of space compared to perfume.
Speaker 1: And I've always been kind of jealous of people that
Speaker 1: are just in like beauty or jewelry because it's so tiny.
Speaker 1: Then you don't need eight twelve hundred square meters warehouse. Yeah,
Speaker 1: aj really got into the whole organizing the warehouse a layout,
Speaker 1: you know. And he's an electrician and also may as
Speaker 1: well be every other trade because he can build and
Speaker 1: so good. He built our front fence on the weekend.
Speaker 1: I'm like, a sorry, how do you know how to
Speaker 1: do this? I'm not a carpenter, Like, how do you
Speaker 1: know how to dig down into the ground anyway? So
Speaker 1: then yet it was the same, like you, he just
Speaker 1: naturally made his way in because he'd been helping for
Speaker 1: so long and gave up being an electrician, naturally made
Speaker 1: his way in like that. Yeah, he just naturally was
Speaker 1: there anyway, like as a volunteer for the first few
Speaker 1: years unpaid, and then yeah, one day we were just like,
Speaker 1: come work with makes sense. Fuck it in the rest
Speaker 1: is history. Yeah, and now I'm very much the same
Speaker 1: as you where I don't think fate would be where
Speaker 1: it is if it wasn't for aj like doing it
Speaker 1: with me, and even though he'd support Yeah, yeah, I
Speaker 1: think that's why it is good when people have business partners,
Speaker 1: because you're in it together kind of thing. But people
Speaker 1: always say to me, like, I don't know how he's
Speaker 1: worked together. I'm sure you get the same thing so
Speaker 1: much easier. But I think it's a blessing if you
Speaker 1: can work together, because that's just like a recipe for success,
Speaker 1: especially if you're not arguing about it or anything like that. So, yeah,
Speaker 1: we love having our partners in the business. And I'm like,
Speaker 1: you can't ever lave me, because what will happen? And
Speaker 1: I said that to Adam another day.
Speaker 2: I was like, I mean, we're not heading for divorce,
Speaker 2: but should we have gotten something written out.
Speaker 1: Or well, even if we break up, I'm like, you
Speaker 1: got to stay in the business. Sorry, We're just going
Speaker 1: to be when people split up and they've got kids
Speaker 1: and they just have to get along. Yeah, yeah, that's
Speaker 1: going to have to be AJ and I not that
Speaker 1: we're ever going to break up, never, but if we do,
Speaker 1: he's still got to stay in faith. Sorry, because I
Speaker 1: couldn't do this shit on my own now it's too
Speaker 1: big now, like I can't do it on my own.
Speaker 1: So moving forward, I guess what are the big goals
Speaker 1: for Who Is Elijah? Do you see yourself doing this forever?
Speaker 1: Do you want to exit out of it at any point?
Speaker 2: I feel like Adam, Like Adam has always said that,
Speaker 2: you know, you build a business to sell it.
Speaker 1: That's what everyone keeps telling me.
Speaker 2: Yeah, And I'm like, I mean it keeps a business healthy,
Speaker 2: whether it is something that you do or not. At
Speaker 2: least you know you're building a very healthy business.
Speaker 1: So I get that.
Speaker 2: I can't imagine ever not having her is Elijah. But
Speaker 2: you know, I look at all these like other pretty
Speaker 2: brands out there, and you know the acquisitions that they're getting,
Speaker 2: and it's like like you know, when their numbers go public,
Speaker 2: and it's like, well, where like on track or maybe
Speaker 2: even surpassing that now so you know, someone probably will
Speaker 2: knock on our door in the next five to seven years.
Speaker 2: He's what Adam keeps telling me. So I don't know
Speaker 2: what I would do. I don't know if I would
Speaker 2: sell it all or maybe just like a minority stake
Speaker 2: or something like that. But I'm actually going to London
Speaker 2: on Wednesday for three weeks without the kids and Adam
Speaker 2: to go and you know, meet all the distributors and
Speaker 2: do the big launch and then we're actually going to
Speaker 2: pack up our lives and go move to London in December.
Speaker 1: Oh my goodness. And so is who is the largest
Speaker 1: still going to be based here?
Speaker 2: Yeah, yep, yeah, So we'll keep that here and nothing
Speaker 2: changes there. We do have, you know, an amazing team
Speaker 2: to run it while we're not here that we love
Speaker 2: and trust, and we just need it. I need to
Speaker 2: like do what I'm doing here over there, I think.
Speaker 2: But I think that's why we haven't been successful in
Speaker 2: America is that I've just been like facing you know, hope.
Speaker 2: I think of like sending emails and samples out across,
Speaker 2: you know, to the other side of the world. And
Speaker 2: I think if I think if I had been there
Speaker 2: this whole time or spend a year there.
Speaker 1: I feel like we would have, like, so you're going
Speaker 1: to move there for the business for the business, yep,
Speaker 1: And are you going to stay there forever? I don't know.
Speaker 2: I don't know how well we'll deal with the cold.
Speaker 2: I think we'll like it for a year. But George,
Speaker 2: our five year old boy, our son, he needs to
Speaker 2: start school, so we need to We can't just jet around.
Speaker 2: That's why I'm going by myself for so long, because
Speaker 2: the kids kind of, like, I don't know, need a base,
Speaker 2: so I want them to come. And Adam's keen to
Speaker 2: move over there, and I'm really excited to like network
Speaker 2: and like meet new people. And I feel like businesses
Speaker 2: are like huge over there.
Speaker 1: So I know, I feel like this is Australia is
Speaker 1: like a small fish, you know, in the big ponds
Speaker 1: of the world, and it is really hard, and I
Speaker 1: feel like we do miss out on certain opportunities. In
Speaker 1: saying that we're like obviously very privileged to body, but
Speaker 1: compared to the UK and the US when it comes
Speaker 1: to business, there is so much more happening over there,
Speaker 1: and there's events, and there's all the influences and all that.
Speaker 1: Do you work with many influencers.
Speaker 2: Yeah, it's just like hard like sometimes, like with influenzas
Speaker 2: with perfume. I think again it's like not a beautiful
Speaker 2: T shirt or like, you know, I.
Speaker 1: Find that would be tricky because you're paying these influencers
Speaker 1: to say I love this perfume. But that's like as
Speaker 1: far as they can take it kind of thing. They
Speaker 1: can't say, look at it like you know, because you
Speaker 1: can see it, but you can't smell it. Maybe with
Speaker 1: all this AI that's coming out these days, one day
Speaker 1: people are going to be shopping online on your website
Speaker 1: and they can click the space bar and a little
Speaker 1: comes out of marine. Surely, with the way technology is going,
Speaker 1: I don't see why not.
Speaker 2: Yeah, influencers love them, they just don't work for our brands.
Speaker 1: I think influencers are starting to not work anywhere really
Speaker 1: lots of brands unless you're doing it in a really
Speaker 1: clever way. And I can speak from experience of being
Speaker 1: an influencer for so many years. Back back in my days,
Speaker 1: it was so much more lucrative. I guess, like promoting
Speaker 1: products on line is that the right word? I don't
Speaker 1: know if that's the right word. Whereas now I almost
Speaker 1: think audiences are just sick of it. They're sick of
Speaker 1: seeing the same shit being promoted left, right and center,
Speaker 1: and it's not genuine anymore. Whereas I feel like five
Speaker 1: years ago, you could work with the brand and promote
Speaker 1: them say I love this so much, and everyone be like, oh,
Speaker 1: she loves it. I'm going to get I love it too. Yeah.
Speaker 2: I feel like the only time I ever like get
Speaker 2: sold by an influencer as a consumer is on an
Speaker 2: outfit because you can.
Speaker 1: See it instantly. Yeah don't.
Speaker 2: I really don't think I've ever bought a beauty product
Speaker 2: or a perfume from hearing someone talk about it.
Speaker 1: Yeah, I'm a bit spontaneous, So I love perfumes like
Speaker 1: perfume is my thing that I buy. Yeah, people love
Speaker 1: shoes or handbags or clothes or swimmers or whatever. My
Speaker 1: thing is perfume. So I'm the kind of person where
Speaker 1: I am influenced. If I see someone saying I love
Speaker 1: this perfume so much, I will blind buy it. Wow,
Speaker 1: And it's usually pretty good because I feel like perfumes
Speaker 1: are pretty good in general these.
Speaker 2: Days, I need like a million of you that I'm good.
Speaker 1: We need more customers like me that will willingly buy
Speaker 1: a perfume without smelling it. But I just that's my thing.
Speaker 1: Like perfume. AG is always like why the fuck you
Speaker 1: buying another perfume? My that's my thing. Everyone can have
Speaker 1: their own thing. Oh well, thank you so much for
Speaker 1: coming on. I could honestly sit here and talk to
Speaker 1: you for hours, but we are running out of time
Speaker 1: a little bit, and I thought we have to wrap
Speaker 1: up with your tip of the week. If you have
Speaker 1: any tip, it can be life, beauty, business, anything.
Speaker 2: I'm going to be boring because I feel like this one.
Speaker 2: I have actually been doing a lot lately and it's
Speaker 2: been really good.
Speaker 1: Networking.
Speaker 2: I feel like I was so late to the networking game,
Speaker 2: and I've been going to networking events lately and like
Speaker 2: dislike the little like tidbits of information you're learning from
Speaker 2: people that you would never have ever met before unless
Speaker 2: you went to that, you know. Sometimes maybe networking, I
Speaker 2: never know who you're going to run into me, and
Speaker 2: I have like just like like just like so many
Speaker 2: like good little nuggets of information. And you know, getting
Speaker 2: introduced to West, introduced by this girl in America who
Speaker 2: does tiktoks for this this brand in Australia and they're
Speaker 2: like every video has gone viral, so now we're going
Speaker 2: to start working with this girl and to do our
Speaker 2: TikTok because I feel like I just like don't know
Speaker 2: TikTok and I.
Speaker 1: Feel like when it is, I don't know, it's hard.
Speaker 1: It's hard. I mean, you're amazing at TikTok.
Speaker 2: But yeah, this network network network.
Speaker 1: If people don't know how to network, how would they
Speaker 1: find how to network? Like I had someone I was
Speaker 1: at an event the other day for my friend's book launch,
Speaker 1: and someone came up to me and said, how do
Speaker 1: I network?
Speaker 2: Like how do I know where to such a common question?
Speaker 1: How do I find who to network with? How do
Speaker 1: I reach out to people? How do I find events?
Speaker 1: What would be your advice?
Speaker 2: I actually recently just hosted an event through the Boer app.
Speaker 2: It is like a new networking app. I feel like
Speaker 2: I actually think it's amazing and this is like not
Speaker 2: a plug to them and actually is amazing. You have
Speaker 2: they're having events, like I feel like it's almost weekly,
Speaker 2: and they sometimes they're in person events or they're virtual events,
Speaker 2: and they've got like all of like like almost all
Speaker 2: of the like beauty founders on their female founders on there,
Speaker 2: and then you've got liker like male founders on there,
Speaker 2: and then you've got like your Mark Boris is on there.
Speaker 2: So they're like really like from like new founders to
Speaker 2: you know, the og ogs. Yeah, I think that's really good.
Speaker 2: And then also just like reaching Like we live in
Speaker 2: like the world of technology, so it's like reaching out
Speaker 2: to people. I get dms almost daily now, like asking
Speaker 2: for like help with something Like I got a text
Speaker 2: message as I was walking into the studio here someone
Speaker 2: has just been approached by a good retailer and they're
Speaker 2: asking about pricing and shipping. What the hell do I
Speaker 2: say to them? So it's like, you know, you could
Speaker 2: make a mistake and just guess it on your own,
Speaker 2: or just reach out to someone that you know, people
Speaker 2: that you think knows how to do it and just ask.
Speaker 2: I feel like people can be quite generous with their time.
Speaker 1: And another good one as well, I guess would be
Speaker 1: search like Facebook groups in your area run and especially
Speaker 1: if you're in somewhere like Sydney or mil And I
Speaker 1: think that's one thing where I have fallen short in
Speaker 1: my business journey is being based in Newcastle where it's tiny.
Speaker 1: It's a regional city, you know, So I don't ever
Speaker 1: really come down often to these events in Sydney. But
Speaker 1: if I was in Sydney, I'd be loving, like to
Speaker 1: get amongst all of these events and just see what's
Speaker 1: out there and meet new people. So if you're in
Speaker 1: a major city and you want a network, you'll be
Speaker 1: spoiled for choice with the stuff that's out there. And
Speaker 1: like DM people on LinkedIn, yeah, follow them, interact with them.
Speaker 1: You never know. Yeah, by sending one message what might
Speaker 1: come of it? So much? Look out our dms are
Speaker 1: going to be blow enough after this episode, everyon're like, hey,
Speaker 1: remember already said that. Oh this has been so great,
Speaker 1: Thank you so much, Raquel for coming on. Where can
Speaker 1: everyone find you? On Instagram?
Speaker 2: I'm at Raquel Boris, but I think there's a couple
Speaker 2: of extra a's in there because someone took my name.
Speaker 1: And then who was Lajah's at who was Elijah Puffin?
Speaker 1: Oh my god?
Speaker 2: Actually just quickly who was a Lajah? Instagram got suspended
Speaker 2: like last week for six days.
Speaker 1: It's finally bad. I don't know it was an error.
Speaker 2: So if you don't have a good matter account manager,
Speaker 2: go get one because there was like Tortress, we lost
Speaker 2: like thirty percent revenue.
Speaker 1: Anyway, let's end on that, and obviously everyone needs to
Speaker 1: go on who was a larger online place and order?
Speaker 1: What fragrance would you recommend to everyone if they were
Speaker 1: to try one and one only? What's your best seller?
Speaker 2: No, mad, So Nomad is like universally loved by like
Speaker 2: females males like it's masculine and feminine. Of course our
Speaker 2: discovery set, but we have some really like all of
Speaker 2: them are amazing, and our descriptions on our website are
Speaker 2: pretty like detailed and spot on.
Speaker 1: We get a lot of good feedback on SO.
Speaker 2: But I think if you wanted to start, you'd start
Speaker 2: with Nomad or our og.
Speaker 1: He's her. They're just like very wearable. Love that. Thanks
Speaker 1: for chatting, see you in the UK. Bye,