1 00:00:08,234 --> 00:00:16,154 Speaker 1: You're listening to a mum and mea podcast. Makeup is 2 00:00:16,194 --> 00:00:16,954 Speaker 1: my therapy. 3 00:00:17,194 --> 00:00:17,874 Speaker 2: I'm in love. 4 00:00:18,154 --> 00:00:21,034 Speaker 1: I'm obsessed and I don't even feel guilty about it. 5 00:00:24,714 --> 00:00:28,194 Speaker 3: I'm Kellen McCarran and welcome to the formula. And today 6 00:00:28,674 --> 00:00:32,354 Speaker 3: we're talking business, or sort of, because we're talking to 7 00:00:32,473 --> 00:00:36,473 Speaker 3: Alissa and Lessandra Fraser, who were police officers who then 8 00:00:36,513 --> 00:00:38,914 Speaker 3: went on to win the block and start Alive, which 9 00:00:38,914 --> 00:00:42,394 Speaker 3: you've definitely seen in all of your fancy friend's kitchens 10 00:00:42,434 --> 00:00:43,314 Speaker 3: and bathrooms. 11 00:00:43,553 --> 00:00:45,753 Speaker 1: We're talking today how in only. 12 00:00:45,714 --> 00:00:50,034 Speaker 3: Five years they've built this business up to thirty million dollars. 13 00:00:50,473 --> 00:00:52,394 Speaker 1: You are such beautiful skill. 14 00:00:52,553 --> 00:00:58,834 Speaker 4: But how Alyssa. 15 00:00:56,794 --> 00:00:59,154 Speaker 1: And Lessandra, Welcome to the formula. 16 00:00:59,674 --> 00:01:02,874 Speaker 3: You've both been police officers, which is very juicy. I 17 00:01:02,914 --> 00:01:06,113 Speaker 3: have like a massive fear of authority, so like, even 18 00:01:06,114 --> 00:01:08,874 Speaker 3: when I haven't done anything long, he says, in cop 19 00:01:08,914 --> 00:01:11,994 Speaker 3: car nearby, I'm just like, oh, I. 20 00:01:11,954 --> 00:01:14,594 Speaker 2: Know, I'm not speaking. Am I spinning? Could they get 21 00:01:14,594 --> 00:01:14,794 Speaker 2: me on? 22 00:01:18,874 --> 00:01:21,834 Speaker 3: I was actually talking to a detective once and she said, hell, 23 00:01:22,474 --> 00:01:25,834 Speaker 3: even when I'm in a cop car, an unmarked cop car, 24 00:01:26,114 --> 00:01:27,754 Speaker 3: if there's a cop behind me, I'm. 25 00:01:27,554 --> 00:01:29,554 Speaker 1: Like, oh no, what have I done? She said? 26 00:01:29,554 --> 00:01:32,554 Speaker 3: It doesn't if your fear of authority always get But 27 00:01:32,634 --> 00:01:35,594 Speaker 3: then you won the block and built a twenty two 28 00:01:35,834 --> 00:01:36,994 Speaker 3: million dollar empire. 29 00:01:37,234 --> 00:01:38,274 Speaker 1: How did that unlikely? 30 00:01:38,314 --> 00:01:38,674 Speaker 2: Thirty? 31 00:01:40,554 --> 00:01:46,994 Speaker 1: Sorry here, that's that was last year. Started from the bottom. 32 00:01:46,994 --> 00:01:47,434 Speaker 1: Now we're here. 33 00:01:47,434 --> 00:01:49,874 Speaker 3: We started from the police. 34 00:01:50,474 --> 00:01:52,034 Speaker 1: It's going to say the block, but now we started 35 00:01:52,034 --> 00:01:52,594 Speaker 1: with the police. 36 00:01:52,794 --> 00:01:57,194 Speaker 3: We started lower than How did the unlikely journey lead 37 00:01:57,434 --> 00:01:57,834 Speaker 3: you here? 38 00:01:58,034 --> 00:01:58,154 Speaker 1: So? 39 00:01:58,234 --> 00:02:00,834 Speaker 3: Why did you decide to take beauty and body care industry? 40 00:02:01,434 --> 00:02:05,234 Speaker 3: Most of the time people sort of have experience in 41 00:02:05,274 --> 00:02:08,114 Speaker 3: an industry before they decide to jump head in. So 42 00:02:08,234 --> 00:02:11,114 Speaker 3: I think that this is really interesting, might be very 43 00:02:11,154 --> 00:02:12,114 Speaker 3: inspiring for people. 44 00:02:12,154 --> 00:02:14,314 Speaker 1: So please tell us about your journey. 45 00:02:14,594 --> 00:02:16,074 Speaker 2: You can't write it, can you? 46 00:02:16,074 --> 00:02:18,394 Speaker 1: You literally can't write it. It sounds like a made up story. 47 00:02:18,474 --> 00:02:21,474 Speaker 4: Yeah, it really does, because it was obviously police officers. 48 00:02:21,474 --> 00:02:23,714 Speaker 2: And then we went on the block and we won that. 49 00:02:23,874 --> 00:02:26,594 Speaker 4: And then we found a natural talent that we didn't 50 00:02:26,594 --> 00:02:29,953 Speaker 4: know we had for interior design and I guess. 51 00:02:29,874 --> 00:02:33,594 Speaker 1: And building, Yeah, it's not just interior design. With sink one, 52 00:02:33,634 --> 00:02:33,954 Speaker 1: I guess. 53 00:02:33,994 --> 00:02:36,194 Speaker 4: We started doing interior design projects. We actually did our 54 00:02:36,234 --> 00:02:39,194 Speaker 4: own project in Abbott Park about eight years ago, and 55 00:02:39,234 --> 00:02:42,114 Speaker 4: that's where the idea of a live body was born 56 00:02:42,514 --> 00:02:47,274 Speaker 4: because we struggled to find nice soaps that were different, 57 00:02:47,634 --> 00:02:49,714 Speaker 4: and so that's where that was born. And then I 58 00:02:49,714 --> 00:02:54,233 Speaker 4: guess skincare is just an extension of that because really 59 00:02:54,274 --> 00:02:57,074 Speaker 4: a live body came about because we couldn't find something 60 00:02:57,154 --> 00:02:59,754 Speaker 4: in the market that acted as a styling item. 61 00:02:59,474 --> 00:03:00,794 Speaker 2: As well as a functional piece. 62 00:03:01,154 --> 00:03:04,274 Speaker 4: And every product within a live Body collection, from the 63 00:03:04,394 --> 00:03:07,514 Speaker 4: kitchen trios to the home cleaning has just been an 64 00:03:07,514 --> 00:03:11,874 Speaker 4: extension from what we are lacking personally. Yeah, and that's 65 00:03:12,034 --> 00:03:15,074 Speaker 4: how a life skin came about because we were just 66 00:03:15,434 --> 00:03:19,714 Speaker 4: so like we had fatigue, we didn't know like the 67 00:03:19,754 --> 00:03:23,594 Speaker 4: complexity of a skincare routine and having this product when 68 00:03:23,634 --> 00:03:26,474 Speaker 4: to use it there like you would have just so 69 00:03:26,594 --> 00:03:29,154 Speaker 4: many different items and skincare products which. 70 00:03:29,034 --> 00:03:30,954 Speaker 1: The average person doesn't know how to manage. 71 00:03:31,194 --> 00:03:31,793 Speaker 2: Like that was. 72 00:03:31,834 --> 00:03:35,034 Speaker 4: I also have like my beautician right down like step one, 73 00:03:35,034 --> 00:03:36,834 Speaker 4: step two, use this that, and then I would get 74 00:03:36,834 --> 00:03:39,474 Speaker 4: it out each morning and never be able to remember it. 75 00:03:39,514 --> 00:03:42,674 Speaker 3: So, yeah, you never used it, so but it's happened 76 00:03:42,714 --> 00:03:45,994 Speaker 3: so quickly, so you're both clearly very efficient. Because I 77 00:03:46,034 --> 00:03:49,714 Speaker 3: feel like I'd never really heard of the brand and 78 00:03:49,794 --> 00:03:52,154 Speaker 3: now I go to my friend's houses and I'm like, oh, 79 00:03:52,754 --> 00:03:55,554 Speaker 3: like it's stocked everywhere, like everyone's got it in their 80 00:03:55,554 --> 00:03:58,434 Speaker 3: homes because it is functional, but it looks nice. 81 00:03:58,714 --> 00:04:00,914 Speaker 4: I mean, it has been a journey. It's been five 82 00:04:00,954 --> 00:04:04,114 Speaker 4: and a half years, and we launched right at. 83 00:04:03,994 --> 00:04:04,914 Speaker 2: The start of COVID. 84 00:04:05,354 --> 00:04:08,314 Speaker 4: Obviously it took probably two years in the background to 85 00:04:08,674 --> 00:04:11,714 Speaker 4: mean we went from police officers to interior designers, to 86 00:04:12,394 --> 00:04:18,074 Speaker 4: product designers to like manufacturers to like business owners, and 87 00:04:18,594 --> 00:04:21,553 Speaker 4: like we've got ADHD and we're areas. 88 00:04:21,674 --> 00:04:22,993 Speaker 2: We're type D personalities. 89 00:04:22,993 --> 00:04:25,914 Speaker 4: So like if we type D like just like no 90 00:04:27,154 --> 00:04:29,993 Speaker 4: stuff something, it's just like there's a goal and you. 91 00:04:30,034 --> 00:04:31,914 Speaker 2: Do, which I guess is why we were successful on 92 00:04:31,953 --> 00:04:32,274 Speaker 2: the block. 93 00:04:32,513 --> 00:04:34,833 Speaker 1: Yes, okay, so that's like type. 94 00:04:35,354 --> 00:04:38,833 Speaker 2: A, but it's the DISC profile. 95 00:04:39,073 --> 00:04:41,594 Speaker 4: So it's like you've got people that are like you're 96 00:04:41,633 --> 00:04:44,634 Speaker 4: C personalities, so it's D S C and like your 97 00:04:44,633 --> 00:04:48,073 Speaker 4: C personalities the thinkers and they like process and they 98 00:04:48,193 --> 00:04:53,993 Speaker 4: like structure. The S are more creative but like still detailed. 99 00:04:54,474 --> 00:04:57,633 Speaker 4: So everyone kind of fits into a profile. And we're 100 00:04:57,633 --> 00:05:00,193 Speaker 4: definitely that DS, but more that D. And it's that 101 00:05:00,354 --> 00:05:03,473 Speaker 4: dominant like just get stuff done. 102 00:05:03,553 --> 00:05:06,834 Speaker 3: What's it called when you have lots of ideas and imagination, 103 00:05:06,914 --> 00:05:07,914 Speaker 3: but don't do anything. 104 00:05:07,953 --> 00:05:12,274 Speaker 4: I think that's probably more of your eye the dreamer. 105 00:05:12,154 --> 00:05:15,113 Speaker 3: That's me, that's me, and then I just go, sorry, 106 00:05:15,993 --> 00:05:18,034 Speaker 3: that's the that's so interesting. 107 00:05:18,234 --> 00:05:21,034 Speaker 4: So yeah, it took two years in the background. And yeah, 108 00:05:21,073 --> 00:05:25,994 Speaker 4: like we have literally just gone from our first due 109 00:05:26,154 --> 00:05:28,873 Speaker 4: to our baby, to our kitchen to our home fragrance, 110 00:05:28,914 --> 00:05:31,234 Speaker 4: to our cleaning to our love it and care like 111 00:05:31,633 --> 00:05:32,073 Speaker 4: we haven't. 112 00:05:32,794 --> 00:05:36,914 Speaker 1: You're really not hit a spiders, Like that's I love it. 113 00:05:37,433 --> 00:05:39,753 Speaker 3: So you mentioned that you would just get your dermatologists 114 00:05:39,873 --> 00:05:42,714 Speaker 3: right out exactly what to do. Were you into beauty, Well, 115 00:05:42,714 --> 00:05:44,553 Speaker 3: it's not like you as a police offfer. It's you 116 00:05:44,553 --> 00:05:46,354 Speaker 3: probably don't turn up at work with a full beat 117 00:05:46,433 --> 00:05:47,113 Speaker 3: on this. 118 00:05:47,993 --> 00:05:51,073 Speaker 4: We've certainly never been like the typical girly girl, like 119 00:05:51,154 --> 00:05:54,393 Speaker 4: you know, it's at a basic level where you want 120 00:05:54,393 --> 00:05:55,914 Speaker 4: to wear nice clothes and you want your hair to 121 00:05:55,993 --> 00:05:57,954 Speaker 4: kind of look nice. You want nice, but it's never 122 00:05:58,474 --> 00:06:02,393 Speaker 4: like and wear forty one. So things are a lot different. 123 00:06:02,474 --> 00:06:04,833 Speaker 4: We live in a much different space now to when 124 00:06:05,274 --> 00:06:08,634 Speaker 4: we were like mid twenties, even in our thirties. It's 125 00:06:08,674 --> 00:06:11,513 Speaker 4: such a different environment. I mean, when we were growing up. 126 00:06:11,553 --> 00:06:19,073 Speaker 4: It was like and smashing, that's what heaven on all 127 00:06:19,113 --> 00:06:23,034 Speaker 4: this product. And remember it was like dead set Sorbelene 128 00:06:23,073 --> 00:06:25,593 Speaker 4: or Mumma used to splash out and do what was it? 129 00:06:25,633 --> 00:06:32,113 Speaker 4: Only like you know, like they did exist in Maya, remember, but. 130 00:06:32,073 --> 00:06:36,633 Speaker 1: They were also they were just for old people. Yeah, okay, 131 00:06:36,674 --> 00:06:38,113 Speaker 1: so you're both little. 132 00:06:37,873 --> 00:06:41,993 Speaker 4: Beer but not super would not call us like into 133 00:06:42,034 --> 00:06:44,433 Speaker 4: the beauty space. And I guess like just going on 134 00:06:44,513 --> 00:06:49,674 Speaker 4: from that is exactly why we created this range. 135 00:06:49,753 --> 00:06:51,073 Speaker 2: Because we would. 136 00:06:50,834 --> 00:06:56,434 Speaker 4: Get piles of stuff from our dermatologists or our beautician 137 00:06:57,113 --> 00:06:59,233 Speaker 4: and you would open your drawer and you would go, Okay, 138 00:06:59,274 --> 00:07:00,073 Speaker 4: that's expired. 139 00:07:00,794 --> 00:07:03,273 Speaker 2: Do I layer that before my moisturizer? Where do I 140 00:07:03,274 --> 00:07:03,753 Speaker 2: put that on? 141 00:07:03,834 --> 00:07:06,474 Speaker 4: So then you just like and then you know, your 142 00:07:06,513 --> 00:07:09,473 Speaker 4: stim barrier just flares up because you've overloaded it with 143 00:07:09,514 --> 00:07:09,994 Speaker 4: ship that. 144 00:07:10,154 --> 00:07:12,393 Speaker 2: You didn't need to or it's using it in the 145 00:07:12,434 --> 00:07:12,953 Speaker 2: right way. 146 00:07:13,714 --> 00:07:17,074 Speaker 4: That complex like you would just get this fatigue and 147 00:07:17,114 --> 00:07:19,953 Speaker 4: it would be like you'd give up on it because 148 00:07:19,953 --> 00:07:23,954 Speaker 4: it was too hard you do and it has. 149 00:07:23,754 --> 00:07:26,273 Speaker 2: Time to like get that out and get that out 150 00:07:26,314 --> 00:07:27,794 Speaker 2: and work a. 151 00:07:27,714 --> 00:07:30,274 Speaker 1: Few minutes between each layer whatnot. 152 00:07:31,554 --> 00:07:35,954 Speaker 3: So when the block finale wrapped up, your products then 153 00:07:36,034 --> 00:07:39,434 Speaker 3: became like a fixture in aspirational homes. How did you 154 00:07:39,514 --> 00:07:42,914 Speaker 3: decide and what was the process there with making the 155 00:07:43,274 --> 00:07:45,114 Speaker 3: esthetic design so essential? 156 00:07:45,393 --> 00:07:49,714 Speaker 4: That was essentially where Alive came from because we were 157 00:07:49,714 --> 00:07:52,514 Speaker 4: in the Melbourne trying to shop for some hand soap 158 00:07:52,554 --> 00:07:54,754 Speaker 4: and we couldn't find it. We've got like the bathroom, 159 00:07:54,874 --> 00:07:56,874 Speaker 4: the bathroom, and we got back and we were like, 160 00:07:57,674 --> 00:08:00,914 Speaker 4: said the Lassandra, we should collab with like Palmelive or 161 00:08:00,953 --> 00:08:03,833 Speaker 4: something and create something that looks really nice like a designer. 162 00:08:03,914 --> 00:08:07,914 Speaker 4: It doesn't cost two hundred dollars exactly, and we're just like, 163 00:08:08,393 --> 00:08:12,314 Speaker 4: screw it, let's do it ourselves. So we went underground 164 00:08:12,354 --> 00:08:15,914 Speaker 4: for two years and we really wanted it to be 165 00:08:15,953 --> 00:08:21,234 Speaker 4: a styling item first and foremost, but functional, so the colors, 166 00:08:21,393 --> 00:08:24,114 Speaker 4: the design like it needed to stand for something. But 167 00:08:24,194 --> 00:08:27,754 Speaker 4: that is truly an extension of the industry we were in, 168 00:08:27,914 --> 00:08:30,754 Speaker 4: and I think being interior designers does make us a 169 00:08:30,754 --> 00:08:32,994 Speaker 4: little bit different and it's probably why the brand has 170 00:08:33,034 --> 00:08:38,314 Speaker 4: been so successful because we truly believe that your surroundings, 171 00:08:39,114 --> 00:08:41,674 Speaker 4: you know, dictate the way you feel within a space, 172 00:08:41,834 --> 00:08:45,794 Speaker 4: and as an interior designer, aesthetics is important, but functionality 173 00:08:45,874 --> 00:08:48,954 Speaker 4: is also extremely important, and that idea of being able 174 00:08:48,954 --> 00:08:51,394 Speaker 4: to have like these interlocking bottles that is sit nice 175 00:08:51,434 --> 00:08:54,874 Speaker 4: and neatly on a tray, and it's still needed to 176 00:08:54,914 --> 00:08:57,794 Speaker 4: be of a high quality formulation as well. So yes, 177 00:08:57,834 --> 00:09:03,194 Speaker 4: functionality is foremost, but quality, quality and aesthetics. 178 00:09:02,234 --> 00:09:04,234 Speaker 1: All we can't. You kind of can't have one. 179 00:09:04,034 --> 00:09:04,594 Speaker 2: Without the other. 180 00:09:04,634 --> 00:09:07,314 Speaker 4: And it's the same like it is that extension of 181 00:09:07,354 --> 00:09:11,154 Speaker 4: that interior design space. And I think for us as well, 182 00:09:11,394 --> 00:09:14,314 Speaker 4: being able to create products that really can sit in 183 00:09:14,434 --> 00:09:18,834 Speaker 4: any esthetic or any style is so important to us, 184 00:09:18,834 --> 00:09:22,354 Speaker 4: which is why we've got six different colorways. I always say, 185 00:09:22,834 --> 00:09:25,594 Speaker 4: cannot explain. It was like something that just jumped inside 186 00:09:25,594 --> 00:09:27,634 Speaker 4: of us and cool. 187 00:09:27,874 --> 00:09:29,034 Speaker 2: It was just so clear. 188 00:09:29,474 --> 00:09:33,074 Speaker 4: So yeah, everything that we have created has been at 189 00:09:33,074 --> 00:09:36,674 Speaker 4: a frustration for us. But you know, obviously if you're 190 00:09:36,674 --> 00:09:39,154 Speaker 4: feeling that frustration, then everybody else must be feeling it. 191 00:09:39,274 --> 00:09:42,794 Speaker 3: Exacter you recognize something that sometimes it is just hey, 192 00:09:43,154 --> 00:09:45,194 Speaker 3: I really want this, you really want this, and it 193 00:09:45,194 --> 00:09:46,594 Speaker 3: doesn't exist, so let's make it. 194 00:09:46,634 --> 00:09:49,914 Speaker 4: But it's not reinventing the wheel, right, there's soaps, hand 195 00:09:50,194 --> 00:09:52,754 Speaker 4: like lotion, there's millions of them out there. 196 00:09:53,074 --> 00:09:54,194 Speaker 2: It's just doing it better. 197 00:10:01,274 --> 00:10:02,434 Speaker 1: Launching in twenty twenty. 198 00:10:02,794 --> 00:10:06,514 Speaker 3: Ah, the amount of people I've spoken to that did like, 199 00:10:06,634 --> 00:10:07,754 Speaker 3: it's just we. 200 00:10:07,594 --> 00:10:10,274 Speaker 4: Were on the week of COVID. We are not joking. 201 00:10:10,274 --> 00:10:12,674 Speaker 4: It wasn't even mid COVID, it wasn't pre COVID. It 202 00:10:12,834 --> 00:10:15,914 Speaker 4: was the week that COVID hit, and we were like, 203 00:10:16,234 --> 00:10:18,954 Speaker 4: do we just hold off for a couple of weeks and. 204 00:10:18,954 --> 00:10:21,554 Speaker 1: Just wait to see I mean, it gets hands. 205 00:10:21,394 --> 00:10:23,833 Speaker 4: So oh people are like, oh my gosh, your time 206 00:10:23,914 --> 00:10:26,434 Speaker 4: that so well as if we like miraculously like pull 207 00:10:26,554 --> 00:10:29,074 Speaker 4: this product out during do. 208 00:10:29,034 --> 00:10:32,034 Speaker 3: You know how long that has been in the pipeline 209 00:10:32,074 --> 00:10:35,514 Speaker 3: for a very long time before that, before we even 210 00:10:35,914 --> 00:10:38,634 Speaker 3: knew what the word meant. Do you think it was 211 00:10:38,674 --> 00:10:41,034 Speaker 3: that it was soap and we all needed soap, or 212 00:10:41,074 --> 00:10:45,394 Speaker 3: also that people were spending more on things around the house, 213 00:10:45,474 --> 00:10:48,154 Speaker 3: spending more on like those little everyday rituals. 214 00:10:48,434 --> 00:10:51,314 Speaker 2: I think it was both. I think there are a 215 00:10:51,354 --> 00:10:51,914 Speaker 2: few things. 216 00:10:51,954 --> 00:10:54,594 Speaker 4: It was obviously everyone was washing their hands, but because 217 00:10:54,634 --> 00:10:57,354 Speaker 4: they were washing their hands, they were getting dry, so 218 00:10:57,394 --> 00:11:02,074 Speaker 4: to have that duo accommodation with the lotion, I think 219 00:11:02,474 --> 00:11:05,354 Speaker 4: people there was a lot of uncertainty in the world, 220 00:11:05,434 --> 00:11:07,194 Speaker 4: and there was a lot of probably chaos that it 221 00:11:07,554 --> 00:11:09,914 Speaker 4: was this sense of calm to a certain degree where 222 00:11:09,914 --> 00:11:14,154 Speaker 4: people could go into their bathroom water hands, feel something nice, 223 00:11:14,154 --> 00:11:17,953 Speaker 4: smell something nice. And they were living in their homes 224 00:11:17,994 --> 00:11:19,674 Speaker 4: all the time. They weren't able to go out and 225 00:11:19,714 --> 00:11:22,514 Speaker 4: spend money or so they had that extra money to 226 00:11:22,634 --> 00:11:26,554 Speaker 4: be able to put into products around their home. I 227 00:11:26,554 --> 00:11:31,154 Speaker 4: think that renovation industry really boomed and we were just 228 00:11:31,194 --> 00:11:36,314 Speaker 4: a part of that. So the timing was impeccable for us. 229 00:11:36,714 --> 00:11:37,674 Speaker 2: It was really good. 230 00:11:37,874 --> 00:11:38,074 Speaker 1: Yeah. 231 00:11:38,074 --> 00:11:40,714 Speaker 3: I've got two close girlfriends who I know sort of 232 00:11:40,714 --> 00:11:43,674 Speaker 3: how their businesses went through that time, and one of 233 00:11:43,714 --> 00:11:46,794 Speaker 3: them owns a fashion label and the other one owns 234 00:11:47,154 --> 00:11:48,594 Speaker 3: a home waste candles. 235 00:11:48,234 --> 00:11:48,954 Speaker 1: And that sort of thing. 236 00:11:49,194 --> 00:11:51,634 Speaker 3: The fashion label obviously no one needed party dresses because 237 00:11:51,634 --> 00:11:56,194 Speaker 3: everyone was inside, but the candles because people wanted that 238 00:11:56,234 --> 00:12:00,394 Speaker 3: little Also that we still want to treat ourselves stick effected. Yeah, 239 00:12:00,674 --> 00:12:03,114 Speaker 3: no matter what sort of tough times people are in, 240 00:12:03,434 --> 00:12:05,074 Speaker 3: they still want to buy little treats. 241 00:12:05,074 --> 00:12:05,594 Speaker 2: Definitely. 242 00:12:05,914 --> 00:12:11,434 Speaker 3: Yeah, So thirty dollars now not twenty two. Everything is 243 00:12:11,474 --> 00:12:15,994 Speaker 3: looking like it's going really well. But success is never linear. 244 00:12:16,114 --> 00:12:19,634 Speaker 3: So what talk to us about some of the failures 245 00:12:19,714 --> 00:12:22,794 Speaker 3: operational nightmares or moments that you go, oh, my goodness, 246 00:12:23,554 --> 00:12:25,074 Speaker 3: have we stuffed this up. 247 00:12:25,754 --> 00:12:28,754 Speaker 2: I think probably in the last year we've really gone 248 00:12:28,794 --> 00:12:29,194 Speaker 2: through that. 249 00:12:30,474 --> 00:12:35,034 Speaker 4: We scaled so quickly. And with all of that, you're 250 00:12:35,074 --> 00:12:39,594 Speaker 4: just running. You're hiring people left, right and center when 251 00:12:39,634 --> 00:12:41,674 Speaker 4: you're at this as well, So it's not like we've 252 00:12:41,714 --> 00:12:44,194 Speaker 4: got the foresight to be able to know what's coming, 253 00:12:44,194 --> 00:12:45,994 Speaker 4: what we should do, what move we should make. So 254 00:12:46,034 --> 00:12:50,474 Speaker 4: you're running on complete instinct and hard work. And you 255 00:12:50,594 --> 00:12:52,834 Speaker 4: get to a point in business, and it's around this 256 00:12:52,954 --> 00:12:55,754 Speaker 4: stage where businesses really go from that startup to that 257 00:12:55,874 --> 00:12:59,874 Speaker 4: scale up, and the whole way you run your business 258 00:12:59,874 --> 00:13:05,674 Speaker 4: has to change from operations, from headcount, from the quality 259 00:13:05,674 --> 00:13:07,994 Speaker 4: of people you've got in your businesiness. What you needed 260 00:13:07,994 --> 00:13:10,954 Speaker 4: five years ago or even two years ago was fine 261 00:13:10,994 --> 00:13:14,034 Speaker 4: for a business of that size, but all of a sudden, 262 00:13:14,074 --> 00:13:15,154 Speaker 4: when you're going from. 263 00:13:14,954 --> 00:13:18,594 Speaker 2: Here to here, that part of. 264 00:13:18,554 --> 00:13:22,074 Speaker 4: That transformation is really tough. It's like this massive game 265 00:13:22,114 --> 00:13:25,594 Speaker 4: of chess. Every move that you make whilst running the 266 00:13:25,634 --> 00:13:29,674 Speaker 4: business but also then looking for future success and future growth. 267 00:13:30,154 --> 00:13:33,114 Speaker 4: It's a lot like for some old coppers. You know, 268 00:13:33,354 --> 00:13:37,034 Speaker 4: it's really exciting, but it's so much harder than people 269 00:13:37,114 --> 00:13:39,674 Speaker 4: think and just because you're on the block, you've guys 270 00:13:39,754 --> 00:13:43,834 Speaker 4: got a successful No, you actually have, Like people just 271 00:13:43,874 --> 00:13:45,874 Speaker 4: have no idea that a ton of stress. 272 00:13:45,914 --> 00:13:49,034 Speaker 3: I think a profile might help you in the initial 273 00:13:49,034 --> 00:13:51,194 Speaker 3: stages with selling that first batch. 274 00:13:51,514 --> 00:13:52,554 Speaker 2: Absolutely in it. 275 00:13:53,554 --> 00:13:55,594 Speaker 1: That's got it's got nothing to do with it. 276 00:13:55,674 --> 00:13:57,994 Speaker 3: Like in the you've got to have so much more 277 00:13:58,034 --> 00:14:00,434 Speaker 3: to make a business profitable. All that's going you're never 278 00:14:00,434 --> 00:14:05,714 Speaker 3: going to get a repurt purchase customer. Yeah it can 279 00:14:05,794 --> 00:14:08,994 Speaker 3: help short term little bit, but not at all. 280 00:14:09,554 --> 00:14:12,554 Speaker 4: But you know, having said that, business is tough, but 281 00:14:12,594 --> 00:14:16,234 Speaker 4: it's also really bloody rewarding as well as corny. As 282 00:14:16,234 --> 00:14:18,754 Speaker 4: it does sound like you are making a difference in 283 00:14:18,794 --> 00:14:21,034 Speaker 4: people's lives, like the amount of times we will be 284 00:14:21,114 --> 00:14:22,594 Speaker 4: out and people will come, oh. 285 00:14:22,434 --> 00:14:23,794 Speaker 2: My gosh, she made their life product. 286 00:14:23,834 --> 00:14:25,434 Speaker 4: I've got it all over at my home and like 287 00:14:25,474 --> 00:14:28,354 Speaker 4: they actually legit get excited about it. 288 00:14:28,514 --> 00:14:31,674 Speaker 2: And yeah, and that happens. We're lucky. 289 00:14:31,994 --> 00:14:34,714 Speaker 3: But no one's getting excited about having a pava live 290 00:14:34,834 --> 00:14:35,394 Speaker 3: in their house. 291 00:14:35,474 --> 00:14:39,314 Speaker 4: Like we're out for lunch, yes, two days ago, and 292 00:14:39,594 --> 00:14:41,914 Speaker 4: there's a drunk lady in the toilet es she was 293 00:14:41,954 --> 00:14:42,514 Speaker 4: so drunk. 294 00:14:43,114 --> 00:14:45,354 Speaker 2: Oh, we've got the best hand cream. Ever, it's just 295 00:14:45,394 --> 00:14:46,314 Speaker 2: the best. 296 00:14:46,514 --> 00:14:51,754 Speaker 1: Do the best. Hey, She's probably then telling everyone else 297 00:14:51,794 --> 00:14:52,714 Speaker 1: around it. Then you've got all the. 298 00:14:53,634 --> 00:14:54,674 Speaker 2: About it to everybody. 299 00:14:54,874 --> 00:14:57,114 Speaker 1: Get a microphone, doll. You seem like you're not going 300 00:14:57,194 --> 00:14:59,554 Speaker 1: to can just shout it to everyone. Actually, I haven't happen. 301 00:14:59,554 --> 00:15:00,674 Speaker 2: Tequila short on us. 302 00:15:00,674 --> 00:15:02,834 Speaker 1: Okay, tequila tan, everyone can get a discount. 303 00:15:03,594 --> 00:15:05,474 Speaker 2: Her friend was just like, oh my god, I'm so sorry, 304 00:15:05,474 --> 00:15:06,594 Speaker 2: and I was like, no, no, no, it's fine. 305 00:15:06,754 --> 00:15:08,194 Speaker 1: Oh We've we've all been there, haven't we. 306 00:15:08,594 --> 00:15:12,274 Speaker 3: So jumping into the moving from the kitchen and the 307 00:15:12,314 --> 00:15:17,754 Speaker 3: bathroom to skincare, what's the biggest sort of trend or 308 00:15:17,794 --> 00:15:20,754 Speaker 3: trap that you've seen in the existing world that you 309 00:15:20,834 --> 00:15:23,314 Speaker 3: sort of wanted or would you say that you were 310 00:15:23,354 --> 00:15:25,514 Speaker 3: just trying to feel that, like making things really simple 311 00:15:25,554 --> 00:15:25,994 Speaker 3: for people. 312 00:15:26,074 --> 00:15:27,994 Speaker 1: Was there anything to do with ingredients that you're trying 313 00:15:27,994 --> 00:15:29,114 Speaker 1: to fix or change? 314 00:15:29,474 --> 00:15:33,594 Speaker 4: For us, it was really simple to make it effortless 315 00:15:34,194 --> 00:15:39,274 Speaker 4: and uncomplicated, so that we were providing something that we wanted. 316 00:15:39,514 --> 00:15:41,394 Speaker 4: You tell us what to do, when to use it, 317 00:15:41,434 --> 00:15:43,194 Speaker 4: and how to use it, and we will do that, 318 00:15:43,674 --> 00:15:46,274 Speaker 4: and we will create something that is on your bench 319 00:15:46,634 --> 00:15:49,394 Speaker 4: so that it is in front of you and it 320 00:15:49,434 --> 00:15:51,714 Speaker 4: is a moment for you to enjoy in the morning 321 00:15:52,074 --> 00:15:52,674 Speaker 4: and at night. 322 00:15:53,354 --> 00:15:57,314 Speaker 2: So we've named all of our products so it's super straight, like. 323 00:15:57,354 --> 00:16:01,794 Speaker 4: Forward, first in line, when I wake before I sleep, 324 00:16:01,994 --> 00:16:06,914 Speaker 4: Like it is so simple, but we having something like 325 00:16:06,954 --> 00:16:09,594 Speaker 4: that is it goes back to that form and function, 326 00:16:09,714 --> 00:16:11,754 Speaker 4: doesn't it Like that's one side of it, but it's 327 00:16:11,794 --> 00:16:15,594 Speaker 4: also the formulations, Like we have worked with Australia's leading 328 00:16:15,674 --> 00:16:18,474 Speaker 4: natural chemistry. We have worked with the top experts in 329 00:16:18,514 --> 00:16:22,634 Speaker 4: the country to formulate each individual product to make sure 330 00:16:22,754 --> 00:16:25,554 Speaker 4: that every product you're getting what your skin needs. So 331 00:16:25,914 --> 00:16:28,354 Speaker 4: it works holistically, it works as a whole. 332 00:16:28,394 --> 00:16:29,474 Speaker 1: It's like a. 333 00:16:29,434 --> 00:16:32,074 Speaker 4: Whole system to make sure you know, like when you're 334 00:16:32,514 --> 00:16:35,594 Speaker 4: using different brands or different products and you're not sure 335 00:16:35,714 --> 00:16:39,554 Speaker 4: how that product reacts with this product or the last. 336 00:16:39,354 --> 00:16:41,314 Speaker 1: Group, they'll be like, oh, I've got this, where do 337 00:16:41,354 --> 00:16:41,714 Speaker 1: I fit. 338 00:16:41,634 --> 00:16:41,914 Speaker 3: It into it? 339 00:16:43,114 --> 00:16:46,154 Speaker 4: So it was still really important that we use really 340 00:16:46,274 --> 00:16:49,154 Speaker 4: high in quality ingredients because at the end of the day, 341 00:16:49,514 --> 00:16:51,394 Speaker 4: it can look pretty, but if it doesn't feel nice 342 00:16:51,434 --> 00:16:53,154 Speaker 4: in your skin or if it doesn't work, no one's 343 00:16:53,194 --> 00:16:55,594 Speaker 4: coming back for it. And I think that that was 344 00:16:55,714 --> 00:16:59,114 Speaker 4: really important to us and the amount of money we 345 00:16:59,194 --> 00:17:02,034 Speaker 4: have spent on R and D for this skincare range 346 00:17:02,354 --> 00:17:08,714 Speaker 4: is like eyewatering. And we were told from many chemists 347 00:17:08,754 --> 00:17:10,793 Speaker 4: out there that you can't achieve what you want to 348 00:17:10,834 --> 00:17:13,914 Speaker 4: achieve without using palm oil. And we don't use palm 349 00:17:13,954 --> 00:17:16,274 Speaker 4: oil in any of our products. That was our number 350 00:17:16,314 --> 00:17:19,994 Speaker 4: one promise when we launched the brand, and if it 351 00:17:20,034 --> 00:17:22,514 Speaker 4: can't be done without it, then we don't. We're we're 352 00:17:22,554 --> 00:17:26,914 Speaker 4: not even doing it. So the amount of process we 353 00:17:26,994 --> 00:17:29,553 Speaker 4: had to go through to actually find a chemist that 354 00:17:30,074 --> 00:17:33,034 Speaker 4: understood how to use it, that was willing to persevere, 355 00:17:33,954 --> 00:17:36,513 Speaker 4: the amount of iterations that we had, so it was 356 00:17:36,554 --> 00:17:38,954 Speaker 4: this like back and forth, is it this product? Is 357 00:17:38,954 --> 00:17:41,914 Speaker 4: it that product? And it was really important to us 358 00:17:41,954 --> 00:17:45,033 Speaker 4: that they were multitasking and that were effective and that 359 00:17:45,074 --> 00:17:48,114 Speaker 4: they had really really good ingredients so that your skin 360 00:17:48,834 --> 00:17:51,234 Speaker 4: did not require anything else. 361 00:17:51,794 --> 00:17:54,594 Speaker 3: So talk to me about palm oil because I don't 362 00:17:54,594 --> 00:17:57,394 Speaker 3: really understand that much about it and why it was 363 00:17:57,434 --> 00:18:00,234 Speaker 3: so important for you to make sure that none of 364 00:18:00,234 --> 00:18:02,914 Speaker 3: your products had it in there, and also then about 365 00:18:02,954 --> 00:18:04,474 Speaker 3: having the refill aspect. 366 00:18:05,194 --> 00:18:09,994 Speaker 4: Palm oil is an ingredient is used in most household products, 367 00:18:10,274 --> 00:18:12,954 Speaker 4: like nearly all of them. The problem with palm oil 368 00:18:13,194 --> 00:18:18,314 Speaker 4: is that it is so destructive to orangutang species, like 369 00:18:18,514 --> 00:18:24,394 Speaker 4: other species communities. And as much as people can say 370 00:18:24,474 --> 00:18:29,634 Speaker 4: they source it sustainably or round table, it's very hard 371 00:18:29,634 --> 00:18:38,273 Speaker 4: to prove that entire flow of being responsible. Deforestation is 372 00:18:38,274 --> 00:18:42,274 Speaker 4: happening at such a rapid pace. If you actually saw 373 00:18:42,394 --> 00:18:45,914 Speaker 4: it on like you know, Sptter, it's actually horrifying. 374 00:18:45,954 --> 00:18:47,594 Speaker 1: It makes me just want to discuss. 375 00:18:47,834 --> 00:18:49,594 Speaker 4: And we are a proof that it doesn't have to 376 00:18:49,714 --> 00:18:52,314 Speaker 4: you know, have to use it. There are other it's 377 00:18:52,474 --> 00:18:56,754 Speaker 4: just people. The problem is it's cheap, and so it 378 00:18:56,834 --> 00:19:00,914 Speaker 4: costs us thirty five percent more to make our products 379 00:19:01,354 --> 00:19:04,314 Speaker 4: than anybody else that uses palm oil within there, so 380 00:19:04,354 --> 00:19:08,594 Speaker 4: we have made that sacrifice not think about the bottom line, 381 00:19:08,594 --> 00:19:11,954 Speaker 4: but to think about the impact that we are having, which. 382 00:19:11,754 --> 00:19:15,474 Speaker 3: But long term would be nice if everyone they think, oh, 383 00:19:15,514 --> 00:19:18,474 Speaker 3: it's ethically sourced. That's like saying I have jet, but 384 00:19:18,554 --> 00:19:20,994 Speaker 3: I use it. Sometimes you still own a private jet 385 00:19:20,994 --> 00:19:22,074 Speaker 3: when you could just fly in it. 386 00:19:22,074 --> 00:19:24,354 Speaker 4: It's just an excuse to say, oh, like we know 387 00:19:24,434 --> 00:19:27,194 Speaker 4: that it's got palmelent, but hey it's round table, so 388 00:19:27,474 --> 00:19:32,594 Speaker 4: you know, it's like yeah, and it's it's our responsibility 389 00:19:32,714 --> 00:19:34,674 Speaker 4: as well to show people that it can be done. 390 00:19:34,714 --> 00:19:38,234 Speaker 4: And this is definitely it's no marketing employee that it is. 391 00:19:38,714 --> 00:19:42,554 Speaker 4: It's sincere, it's it was the very first thing. I 392 00:19:42,634 --> 00:19:44,874 Speaker 4: think we spoke about it at the beginning of it. 393 00:19:44,874 --> 00:19:46,914 Speaker 4: It's part of how the name came. How do we 394 00:19:46,954 --> 00:19:51,954 Speaker 4: help keep the punter alive? And then a l dot 395 00:19:52,154 --> 00:19:55,154 Speaker 4: I've our names at least on Assandra, and how do 396 00:19:55,154 --> 00:19:57,794 Speaker 4: we make people feel alive when they're using our product. 397 00:19:58,234 --> 00:20:00,874 Speaker 4: It's a part of like those three things are how 398 00:20:00,914 --> 00:20:02,114 Speaker 4: the name came about. 399 00:20:03,074 --> 00:20:05,314 Speaker 1: Very clever. I just thought, you got yeah, that's pretty cool, 400 00:20:05,394 --> 00:20:06,073 Speaker 1: let's just do that. 401 00:20:06,434 --> 00:20:09,234 Speaker 4: No, And it is so important to us, and I 402 00:20:09,234 --> 00:20:10,754 Speaker 4: think that this is a bit of a wake up 403 00:20:10,794 --> 00:20:11,914 Speaker 4: call to brands out there. 404 00:20:12,634 --> 00:20:15,354 Speaker 2: It can be done. It can be done. 405 00:20:15,434 --> 00:20:18,314 Speaker 4: We've done it in every single one of our products, 406 00:20:18,914 --> 00:20:22,033 Speaker 4: so it's something we are extremely proud of. We've just 407 00:20:22,314 --> 00:20:25,994 Speaker 4: become ambassadors for the Orangutang Foundation and I don't know 408 00:20:26,874 --> 00:20:30,394 Speaker 4: us we're going to Borneo next year to help over there, 409 00:20:30,554 --> 00:20:33,674 Speaker 4: so we get to see firsthand as well, you know, 410 00:20:33,794 --> 00:20:38,634 Speaker 4: the impact that the deforestation has in community and also 411 00:20:38,794 --> 00:20:42,034 Speaker 4: to animal species. And if we can shed a little 412 00:20:42,074 --> 00:20:44,194 Speaker 4: bit of light on that and put pressure on other 413 00:20:44,234 --> 00:20:47,954 Speaker 4: brands to live up and to step up. Then it's 414 00:20:47,994 --> 00:20:50,273 Speaker 4: something that it's a bit of a legacy that we 415 00:20:50,354 --> 00:20:52,354 Speaker 4: can can leave it behind as well. 416 00:20:52,674 --> 00:20:55,553 Speaker 3: That's really beautiful. It actually makes me a little bit 417 00:20:55,594 --> 00:20:57,834 Speaker 3: upset when I think about it. When we've had kids, 418 00:20:57,874 --> 00:21:00,154 Speaker 3: what are we bringing them into? It's just horrifying. 419 00:21:00,194 --> 00:21:03,234 Speaker 4: The thing about it as well is it's in everything. 420 00:21:03,394 --> 00:21:06,314 Speaker 4: So it's in nearly everything that we eat, nearly every 421 00:21:06,354 --> 00:21:09,634 Speaker 4: household product that you can think of, and there's about 422 00:21:09,674 --> 00:21:13,074 Speaker 4: forty different names that it can be hidden in. So 423 00:21:13,114 --> 00:21:14,874 Speaker 4: it's not like you turn it over here, Oh that 424 00:21:14,874 --> 00:21:16,114 Speaker 4: doesn't say palm oil. 425 00:21:16,314 --> 00:21:16,793 Speaker 2: It's not. 426 00:21:17,594 --> 00:21:20,634 Speaker 4: And maybe what we need is, I don't know, like 427 00:21:20,674 --> 00:21:24,194 Speaker 4: it's in red it's a regulation that you have to 428 00:21:24,394 --> 00:21:28,154 Speaker 4: highlight it to say like contains palm oil, not hidden 429 00:21:28,194 --> 00:21:31,674 Speaker 4: within a name, so that people can make better choices 430 00:21:31,874 --> 00:21:33,274 Speaker 4: as well and be more informed. 431 00:21:33,714 --> 00:21:37,594 Speaker 3: And with the better choices, we love that you do 432 00:21:37,674 --> 00:21:40,474 Speaker 3: the refills. I think that refills have just especially for 433 00:21:40,914 --> 00:21:43,553 Speaker 3: sometimes with some refills, I'm like, how likely is it 434 00:21:43,594 --> 00:21:45,914 Speaker 3: that people are actually going to do that? But with 435 00:21:46,594 --> 00:21:49,354 Speaker 3: a product like yours, it just makes so much sense. 436 00:21:49,394 --> 00:21:53,914 Speaker 3: And what is the impact on the reduced plastic or 437 00:21:53,994 --> 00:21:55,073 Speaker 3: less waste in general. 438 00:21:55,234 --> 00:22:00,434 Speaker 4: So with our refills in our core range, our hand 439 00:22:00,434 --> 00:22:04,434 Speaker 4: and body range, we use recycled plastic for our refills 440 00:22:04,434 --> 00:22:10,874 Speaker 4: as well a bicycles plus it's also one hundred percent recycled. 441 00:22:11,034 --> 00:22:13,914 Speaker 4: I think as a brand it was always so important 442 00:22:14,434 --> 00:22:16,834 Speaker 4: that the environmental impact we were having, and like we 443 00:22:16,954 --> 00:22:19,434 Speaker 4: used to do refills that could be recyclable, and then 444 00:22:19,474 --> 00:22:23,074 Speaker 4: that stopped a couple of years ago, and so quickly 445 00:22:23,114 --> 00:22:24,634 Speaker 4: as a brand we had to pivot. We're like, well, 446 00:22:24,674 --> 00:22:28,154 Speaker 4: we are now creating product that can no longer be recycled. 447 00:22:28,474 --> 00:22:29,154 Speaker 2: What can we do? 448 00:22:29,314 --> 00:22:33,394 Speaker 4: So having products our refels made from one hundred percent 449 00:22:33,474 --> 00:22:37,674 Speaker 4: recyclable plastic as well as being curbside recycling, it closed 450 00:22:37,714 --> 00:22:39,834 Speaker 4: the day we were on to it, and that costs 451 00:22:40,034 --> 00:22:44,674 Speaker 4: the business fortune a fortune, But it's the tooling, the MPD, 452 00:22:44,994 --> 00:22:49,394 Speaker 4: the investment in that. But as soon as it was announced, 453 00:22:49,434 --> 00:22:52,954 Speaker 4: and I think it's just making sure our packaging is recyclable. 454 00:22:53,154 --> 00:22:57,354 Speaker 4: Our refills are reducing the amount of plastic that it's 455 00:22:57,434 --> 00:23:01,034 Speaker 4: actually recyclable, and we aren't. 456 00:23:01,634 --> 00:23:02,834 Speaker 2: We are nearly perfect. 457 00:23:03,074 --> 00:23:07,033 Speaker 4: But every single step we make, every single new product 458 00:23:07,154 --> 00:23:11,674 Speaker 4: we launch, every decision we make. Sustainability is at the 459 00:23:11,674 --> 00:23:14,593 Speaker 4: forefront of everything we do, and I think with our 460 00:23:14,634 --> 00:23:17,994 Speaker 4: skincare we didn't. I mean most a lot of the 461 00:23:17,994 --> 00:23:21,434 Speaker 4: skincares out there aren't well, aren't refillable. Sorry it's a 462 00:23:21,474 --> 00:23:24,033 Speaker 4: single use item and then it gets three or I 463 00:23:24,074 --> 00:23:27,034 Speaker 4: have like one product that yeah, that can be one 464 00:23:27,034 --> 00:23:28,314 Speaker 4: thing you go through like. 465 00:23:28,234 --> 00:23:31,234 Speaker 1: So yeah, like you don't need that much of it anyway, and. 466 00:23:31,274 --> 00:23:35,994 Speaker 4: We are creating something that is so beautiful, like imagine 467 00:23:36,034 --> 00:23:36,754 Speaker 4: having to throw that. 468 00:23:36,754 --> 00:23:38,114 Speaker 2: Out each time as well. 469 00:23:38,194 --> 00:23:43,354 Speaker 4: That's not people sell out empty bottles on the country. 470 00:23:42,554 --> 00:23:44,554 Speaker 2: Like it's like, you just don't throw. 471 00:23:44,394 --> 00:23:46,674 Speaker 1: Our product out, you don't they not just refill it? 472 00:23:46,874 --> 00:23:49,394 Speaker 4: Well maybe they bought a different color. Oh okay, I'm like, 473 00:23:49,674 --> 00:23:51,274 Speaker 4: you know, and they moved. 474 00:23:51,034 --> 00:23:53,914 Speaker 2: On, exciting them for like thirty. 475 00:23:53,674 --> 00:23:56,954 Speaker 4: Dollars like an empty thirty dollars, like an empty thing. 476 00:23:56,994 --> 00:23:59,994 Speaker 4: It's actually, it's actually very lovely that people don't want 477 00:24:00,034 --> 00:24:02,674 Speaker 4: to throw it. But why would we create something so 478 00:24:02,754 --> 00:24:06,234 Speaker 4: beautiful to be thrown out? So let's let's create something 479 00:24:06,354 --> 00:24:09,914 Speaker 4: that is you know, better for the environment, more sustainable, 480 00:24:10,034 --> 00:24:13,394 Speaker 4: and that you don't have to you know, contribute to 481 00:24:13,394 --> 00:24:13,714 Speaker 4: all of. 482 00:24:13,674 --> 00:24:16,354 Speaker 2: The landfill and the waste. All of our skin care 483 00:24:16,434 --> 00:24:19,674 Speaker 2: products are refillable by the oil, but that might. 484 00:24:19,994 --> 00:24:24,914 Speaker 4: Can't it can't the glass, Yeah, so but glasses glasses, 485 00:24:25,554 --> 00:24:29,674 Speaker 4: it's recyclable, and it's recyclable, so even down to you 486 00:24:29,754 --> 00:24:34,833 Speaker 4: can't you can only recycle certain colored glass. And I 487 00:24:34,874 --> 00:24:37,354 Speaker 4: wanted to go pink frosting, but it wasn't recyclable. 488 00:24:37,994 --> 00:24:42,354 Speaker 2: So we went clear, like there's sacrifices that we make as. 489 00:24:42,194 --> 00:24:45,234 Speaker 1: A brand from the aesthetic point of viewers. 490 00:24:45,474 --> 00:24:48,834 Speaker 4: Yeah, like lovers, Yeah exactly that We're like, it can't 491 00:24:48,874 --> 00:24:49,354 Speaker 4: be recycled. 492 00:24:49,434 --> 00:24:50,073 Speaker 2: We're not doing it. 493 00:24:50,434 --> 00:24:56,914 Speaker 1: That's so good both of you. 494 00:24:57,034 --> 00:24:59,394 Speaker 3: Like, I know, it'll be like having to choose a kid, 495 00:25:00,554 --> 00:25:02,754 Speaker 3: you had to choose what is your favorite product. 496 00:25:03,354 --> 00:25:08,033 Speaker 4: I'll pick the luminous face oil because it is so 497 00:25:09,114 --> 00:25:12,513 Speaker 4: nourishing and I love using it obviously the final step 498 00:25:12,714 --> 00:25:16,354 Speaker 4: of my nighttime routine and it just seals all that 499 00:25:16,434 --> 00:25:19,154 Speaker 4: goodness in and then the next morning I just wake 500 00:25:19,274 --> 00:25:25,114 Speaker 4: up so glowy, and it's it's it's a game changer. 501 00:25:25,394 --> 00:25:27,874 Speaker 4: Like we were in my yesterday and they were not 502 00:25:28,434 --> 00:25:28,794 Speaker 4: the shop. 503 00:25:28,994 --> 00:25:30,114 Speaker 2: It's it's our. 504 00:25:30,154 --> 00:25:32,834 Speaker 1: You're like, that's a good thing, but also annoying. For everyone. 505 00:25:32,834 --> 00:25:36,634 Speaker 3: The drug lady sent to go buy it. 506 00:25:36,634 --> 00:25:39,074 Speaker 2: It's really and it's one hundred percent natural. 507 00:25:39,314 --> 00:25:44,114 Speaker 4: We're just that product is just it's the it's it's 508 00:25:44,154 --> 00:25:46,994 Speaker 4: the best. I would probably go with our first in 509 00:25:47,034 --> 00:25:51,314 Speaker 4: line Silky Jail cleanser, but you know, like I never 510 00:25:51,354 --> 00:25:54,434 Speaker 4: really thought cleansers were that important. Although having said that, 511 00:25:54,554 --> 00:25:56,594 Speaker 4: I have used so many over the time that just 512 00:25:56,714 --> 00:25:58,994 Speaker 4: never seemed to get my eye makeup off. And you're 513 00:25:58,994 --> 00:26:01,354 Speaker 4: always left with, you know, that Panda iron and you 514 00:26:01,354 --> 00:26:05,114 Speaker 4: get your que tep and have to but it's our 515 00:26:05,234 --> 00:26:11,154 Speaker 4: cleansing is so nice, so so nourishing. Yeah, and it 516 00:26:11,194 --> 00:26:14,674 Speaker 4: gets you a makeup off easily, and it just feels 517 00:26:15,194 --> 00:26:16,354 Speaker 4: it feels so beautif it's. 518 00:26:16,234 --> 00:26:18,314 Speaker 2: Actually hands down the best cleanser I've ever used. 519 00:26:18,314 --> 00:26:20,513 Speaker 4: And like even if someone came up to me and 520 00:26:20,514 --> 00:26:22,034 Speaker 4: I said, I'll give you money back if you don't 521 00:26:22,194 --> 00:26:24,714 Speaker 4: think it's the best cleansing you've ever used. Oh my goodness, 522 00:26:24,754 --> 00:26:30,434 Speaker 4: same without glass cleaner if you try and actually same thing, Like, 523 00:26:30,634 --> 00:26:32,474 Speaker 4: I will give you your money back if you don't 524 00:26:32,474 --> 00:26:34,513 Speaker 4: think that that is the best thing you've ever used. 525 00:26:34,434 --> 00:26:37,474 Speaker 3: Like if you can't see everything through that, yep, Yeah, 526 00:26:37,474 --> 00:26:40,194 Speaker 3: it's a pretty good guarantee. Also very because most people 527 00:26:40,194 --> 00:26:42,714 Speaker 3: wouldn't chose a cleanser when it comes to no, So 528 00:26:42,754 --> 00:26:45,834 Speaker 3: I really like it. And what's next. 529 00:26:46,154 --> 00:26:49,514 Speaker 4: We are going through a lot of change right now. 530 00:26:50,554 --> 00:26:53,354 Speaker 4: The next big thing that we're working on is probably 531 00:26:53,434 --> 00:26:59,234 Speaker 4: international expansion and potentially like flagship stores. I know, I 532 00:26:59,314 --> 00:27:01,594 Speaker 4: was just like lying off, we were just down at 533 00:27:01,634 --> 00:27:03,114 Speaker 4: the shops down there, I forget. 534 00:27:03,194 --> 00:27:03,914 Speaker 2: That's beautiful. 535 00:27:04,394 --> 00:27:06,754 Speaker 1: Have a look at ASoP store. 536 00:27:07,234 --> 00:27:12,234 Speaker 4: I think, Oh yeah, I certainly think when you look 537 00:27:12,234 --> 00:27:14,994 Speaker 4: at an ACEP store, it's like, oh, all right, we 538 00:27:15,034 --> 00:27:15,914 Speaker 4: need to do it, but better. 539 00:27:17,074 --> 00:27:19,194 Speaker 3: I spent like a stupid amount of money on just 540 00:27:19,194 --> 00:27:22,234 Speaker 3: because it smelt like I just want to buy something, 541 00:27:22,274 --> 00:27:23,593 Speaker 3: so I feel like I belong. 542 00:27:24,034 --> 00:27:25,274 Speaker 2: It's experiential. 543 00:27:26,074 --> 00:27:30,994 Speaker 4: It's so experiential, from the scent, from the tactile packaging, 544 00:27:31,194 --> 00:27:34,354 Speaker 4: like our products are made to be in store. 545 00:27:34,634 --> 00:27:37,274 Speaker 1: Definitely, yes, so people can experience them. 546 00:27:37,354 --> 00:27:38,554 Speaker 2: Yeah, I'm really excited. 547 00:27:38,594 --> 00:27:41,114 Speaker 4: And then we get to also like incorporate our interior 548 00:27:41,154 --> 00:27:44,634 Speaker 4: design and yes, the space as well. You so love 549 00:27:44,714 --> 00:27:47,154 Speaker 4: that it has to happen. Yeah, it's the next thing 550 00:27:47,194 --> 00:27:50,513 Speaker 4: on the list. And then WELLD domination of course, of course. 551 00:27:50,234 --> 00:27:53,194 Speaker 1: Obviously you get that well, thank you so much. 552 00:27:53,354 --> 00:27:58,033 Speaker 3: I'm sure I just learned so much about sustainability and 553 00:27:58,114 --> 00:28:00,874 Speaker 3: palm oil that I just wasn't expecting to learn today, 554 00:28:00,914 --> 00:28:01,874 Speaker 3: so I hope you did to. 555 00:28:02,474 --> 00:28:03,794 Speaker 1: As always, please let. 556 00:28:03,834 --> 00:28:05,634 Speaker 3: Us know if you would like to hear anyone in 557 00:28:05,674 --> 00:28:08,114 Speaker 3: particular on the formula, or if you have a question, 558 00:28:08,434 --> 00:28:11,553 Speaker 3: make sure you pop it down below and we'll be 559 00:28:11,594 --> 00:28:13,034 Speaker 3: back in your ears and eyes next week. 560 00:28:13,154 --> 00:28:22,273 Speaker 1: Bye.