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Speaker 1: You're listening to Amma Mia podcast. Mamma Mia acknowledges the

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Speaker 1: traditional owners of land and waters that this podcast is

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Speaker 1: recorded on Makeup is My Therapy.

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Speaker 2: I'm in love, I'm obsessed, and I don't even feel

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Speaker 2: guilty a body.

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Speaker 1: Welcome to the formula. I'm Kelly McCarran. And if you've

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Speaker 1: ever been frustrated by the duds that are some lip bumbs,

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Speaker 1: you've got really dry lips, you pop on a lip

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Speaker 1: farm and it doesn't work. This episode's for you, because

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Speaker 1: today I'm chatting to Kursten, the founder of Lano Lips.

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Speaker 1: She's the entrepreneur who solved the mystery of chronically cracked

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Speaker 1: lips by turning back to a childhood memory Lanolin from

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Speaker 1: her grandparents sheep farm. Now she's built a global beauty empire,

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Speaker 1: one perfectly moisturized lip at a time, and I can't

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Speaker 1: wait for you to hear all about it. Let's get

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Speaker 1: into it. You are such beautiful skill but how welcome

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Speaker 1: to the formula.

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Speaker 2: Thank you for having me.

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Speaker 1: I have to start with the most important question. What's

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Speaker 1: your favorite Lano Lips flavor? And why, oh my god,

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Speaker 1: what's your favorite child?

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Speaker 2: Basically, okay, flavor would have to be coconut one on

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Speaker 2: one probably, Yes, that's the one that has probably been

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Speaker 2: in my life for the longest. So I go back

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Speaker 2: to what about product original one oh one? Have never

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Speaker 2: stopped using that everywhere cream, which is an kind of

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Speaker 2: small known cream, but it's one of our top sellers

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Speaker 2: and has been forever online. It's just this beautiful, creamy

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Speaker 2: universal cream for.

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Speaker 1: Everywhere Balmi almost it's so.

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Speaker 2: Beautiful for creamy, and I use it on my face

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Speaker 2: every day. I've used it exclusively on my face, I'd

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Speaker 2: like to say, for nine years. It's amazing, thank.

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Speaker 1: God, and your skin is incredible. Let's take things back, Okay,

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Speaker 1: I want to go back to that long haul flight

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Speaker 1: where your lips were absolutely destroyed. Tell us what happened,

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Speaker 1: graphic detail, How bad were they, what had you tried,

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Speaker 1: and how did that lead you back to those childhood memories?

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Speaker 2: Okay, no one's ever asked me that in that way,

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Speaker 2: Thank you. So I was in a taxi on the

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Speaker 2: way to the airport in Paris. I was just being married.

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Speaker 2: It was after our honeymoon, and did you honeymoon in Paris?

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Speaker 2: We honeymoon in the south of France. Oh, and I

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Speaker 2: was going to the airport and I was thinking about

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Speaker 2: the long haul flighter head back home, and my lips

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Speaker 2: were dry already, and I was like, oh, it's going

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Speaker 2: to be so dry. And at the time, what I

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Speaker 2: had been using was actually the Keels, the number one

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Speaker 2: lip bumb It's was a kind of a classic of

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Speaker 2: the time, and it was actually it's actually nice farm,

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Speaker 2: but it was off the ara, very petroleum jelly based

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Speaker 2: and it was just I always felt like that it

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Speaker 2: was okay, and it felt good and it was cool looking.

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Speaker 2: But my lips were still dry basically within a couple

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Speaker 2: of hours. So and then I literally remembered in a

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Speaker 2: moment I hadn't thought about it for I would say

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Speaker 2: twenty years. The land, and then I used growing up

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Speaker 2: as a kid, my grandparents were sheep farmers, and I

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Speaker 2: spent my whole childhood holidays on their sh farm, and

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Speaker 2: that smell of laneline and the feel of it in

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Speaker 2: the wall, and my grandmother would make jumpers from the

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Speaker 2: wall and you could feel it there. And my dad

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Speaker 2: always used it on us because he is a molecular

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Speaker 2: scientist in DNA research, and he knew that the molecular

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Speaker 2: structure of Laneline was almost identical to human oil, So

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Speaker 2: between the farm and my dad, I really had no choice.

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Speaker 2: For You's pretty much Laneline my whole childhood. But then

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Speaker 2: I left, and when I left South Australia where I

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Speaker 2: grew up, I just assumed that what you used growing

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Speaker 2: up that was just always around, was just really basic

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Speaker 2: and probably wasn't that great. It was just kind of

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Speaker 2: the thing you used growing up. So it just took

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Speaker 2: me a long time to figure out to kind of

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Speaker 2: come full circle again. And I'd worked in BEAUTPR and

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Speaker 2: I had my own PR agency, and I tried everything,

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Speaker 2: and it just was this full circle moment and it

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Speaker 2: really was this flash and I knew it, and lanelns

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Speaker 2: came to my head and I just everything fell together

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Speaker 2: in about a second. Really, that's so cool. It's pretty cool.

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Speaker 1: It's so funny thinking about stuff that we used when

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Speaker 1: we were kids. My yeah, Grandma would always is Rob.

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Speaker 2: Campfill, Oh yeah, when I had a cold.

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Speaker 1: Yeah, I wonder if that actually did any think.

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Speaker 2: It would because it kind of I think the fumes

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Speaker 2: kind of permeate. I don't know, I don't know, probably

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Speaker 2: quite dangerous. I think ever knows it would work now,

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Speaker 2: carefuld work.

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Speaker 1: Yeah, it's just funny like things that old old wives

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Speaker 1: remedies that yeah work. True, everyone has a lip balm

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Speaker 1: on them. It's like the one beauty product we all carry,

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Speaker 1: yet so many of them are so useless. What do

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Speaker 1: you think it is about the beauty industry that they

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Speaker 1: keep getting such a basic product so wrong? Because, like,

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Speaker 1: as someone who tests beauty products is part of my job,

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Speaker 1: I can also attest to that that there are just

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Speaker 1: still like it's twenty twenty five and there are so

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Speaker 1: many duds and not just a dud. Like you know,

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Speaker 1: all products work for some people and not the other.

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Speaker 1: But you can tell if the lip balms are dud.

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Speaker 2: Yes, And that's the truth. In women, you can buy

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Speaker 2: your first sale, right, you can get an influencer using it,

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Speaker 2: everyone's saying it's great, and then you run out and

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Speaker 2: buy it. But women aren't stupid, and you take it

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Speaker 2: home and you use it in its crap, or you

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Speaker 2: use a skin cream you might want really desperately want

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Speaker 2: to like it because the packaging looks so great or whatever.

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Speaker 2: If it doesn't work, you're going to cool bullshit eventually.

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Speaker 2: And I think what's happened in the with lip balms,

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Speaker 2: in particular in the last five years with social media

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Speaker 2: is for brands, they've become an entry point to recruit customers.

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Speaker 2: So there's everyone's sort of gone, you know, I've got

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Speaker 2: my forty dollars skin cream, but I'll bring people in

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Speaker 2: on the twenty dollars lip bum And then they make

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Speaker 2: them aesthetically pleasing, so they become a flex They become

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Speaker 2: the aesthetic for the Instagram everyone wants that everyone wants.

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Speaker 2: They've become collectible so that it's a that whole teen

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Speaker 2: thing happened, and the formulas became secondary to make it.

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Speaker 2: Lip Bum's actually really cheap. I can tell you the

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Speaker 2: top five fire or lip bums I've seen out there,

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Speaker 2: the top five ingredients, and all of them are pretty

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Speaker 2: much the same thing. They are chemically derived Esther's chemically

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Speaker 2: derived you know, polyputane whatever that make them feel really beautiful.

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Speaker 2: And I will agree, I've tried them. They're really nice

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Speaker 2: when you first try them. But the proof in any

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Speaker 2: proper lipbumb is how they feel two hours later. Yeah,

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Speaker 2: and there's been a whole bunch of companies who have

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Speaker 2: been really, really good and making them feel really beautiful

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Speaker 2: for the first hour, yeah, and that's why they feel great,

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Speaker 2: and then you're like, well, actually it's not that great

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Speaker 2: after all.

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Speaker 1: So if you're having to reapply something everything, well.

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Speaker 2: They're designed to have a slip and a cushion and

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Speaker 2: a bounce, but they're not designed to actually hydrate. So

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Speaker 2: you know, it is what it is. And sometimes people

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Speaker 2: don't need deep hydration. They just want something that's pretty

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Speaker 2: and they want a chube that looks good, and there's

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Speaker 2: absolutely always going to be a place for that.

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Speaker 1: But there's also a place for something that actually works.

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Speaker 1: Like for me, I love a lip bumb that I

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Speaker 1: can put on before I go to bed. I'm not

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Speaker 1: really a lip bum during the day type of gal,

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Speaker 1: but I always put it on before bed. And the

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Speaker 1: sign of a good lip bumb is if it's still

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Speaker 1: on in the morning.

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Speaker 2: That's exactly right. The side of a good lip bum

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Speaker 2: in the day is that still be on after at

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Speaker 2: least two hours. It should be feeling really good. Yeah,

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Speaker 2: and your lips should be left feeling healthy at the

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Speaker 2: end no matter what. And the son of a good

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Speaker 2: lip balmters nice is that it's there in the morning.

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Speaker 2: You've got great lips you wear like the red lifts,

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Speaker 2: which you rock.

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Speaker 1: I don't often though, to be fair, don't you know,

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Speaker 1: like often enough? But it's not like my look or anything.

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Speaker 1: I love makeup, so I always try different things.

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Speaker 2: Yeah, but you've probably tried enough that you know what worked.

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Speaker 1: Yeah, exactly, exactly, But this actually feels very dry. So

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Speaker 1: I will need a lot of lip bumb tonight.

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Speaker 2: I have a little bit on top. It will look

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Speaker 2: the same, but it will make it feel uncomfortable.

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Speaker 1: I don't know what it is about me, but I

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Speaker 1: like even just eating it ended up on my chin,

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Speaker 1: it ended up on my teeth, and it was matt

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Speaker 1: So if I put lip balm on onentskin, end it

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Speaker 1: over my face, which is just a I'm just a

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Speaker 1: very messy person in general, I think. So the one

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Speaker 1: oh one ointment is now selling one every single minute.

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Speaker 1: That's insane.

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Speaker 2: One every thirty seconds now won everything.

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Speaker 1: Oh my goodness, that's insane.

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Speaker 2: Yeah, it's pretty cool.

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Speaker 1: Wow. When you first launched, did you ever think that

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Speaker 1: that could happen? Like, were you solving your own problem

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Speaker 1: or did you sense that there was this massive gap

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Speaker 1: in the market.

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Speaker 2: I didn't sense it on a global scale. I knew

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Speaker 2: that Australian. My focus was just to create beautiful Lanilman

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Speaker 2: balms and put it in Australian chemists. That was kind

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Speaker 2: of my initial small thinking. And then as things grew

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Speaker 2: and I realized that there wasn't any great Barnes in

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Speaker 2: the rest of the world either, and we got retailer interests.

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Speaker 2: That's when I started to think global. And also that's

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Speaker 2: when I had to start to be really careful about

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Speaker 2: making sure we stuck to what we were really good

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Speaker 2: at and not try to do a little bit of

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Speaker 2: everything and really water down who we were. And I

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Speaker 2: think that's been our super power. I mean, we've kind

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Speaker 2: of moved through time really nicely, but no, I didn't

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Speaker 2: ever aim for selling one every thirty seconds. That's so cool.

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Speaker 2: Thank you, like your every where thank you.

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Speaker 1: Your tagline is we believe in it so much we

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Speaker 1: use it everywhere. Yes, and clearly your customers have taken

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Speaker 1: that to heart. What's the wildest, almost unexpected place you've

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Speaker 1: heard of someone using your products.

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Speaker 2: That's a really good question. We actually did a Instagram

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Speaker 2: post last week asking people to comment on their one

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Speaker 2: on one uses, and we got two and a half

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Speaker 2: thousand comments. Which I was blown away at two and

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Speaker 2: a half thousand people telling.

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Speaker 1: Them comment on stuff anyway, they're using it.

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Speaker 2: And I'm trying to remember what the crazy ones were.

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Speaker 2: I mean, I've had someone who's used it on their

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Speaker 2: horses hoof, Oh love the horse. The horse got a

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Speaker 2: crack hoof, and they just nothing is nourishing it. It's

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Speaker 2: dry and cracked. I've definitely used it myself on squeaky

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Speaker 2: hinges indoors when I've been troubling.

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Speaker 1: You never thought to do that. It's so linear with

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Speaker 1: like what I will find.

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Speaker 2: Yeah, it works brilliantly. It works to nourish leather like

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Speaker 2: my handbags, sometimes little corners. I use it in my

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Speaker 2: I knows when I'm flying to stop my nose drying it.

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Speaker 2: You know, when you're in the you know your cabin

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Speaker 2: drives your nose out, and you kind of that's well,

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Speaker 2: why you're more likely to get sick when you're flying.

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Speaker 1: I did not know that.

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Speaker 2: Yes, because your mucus membrane is there to protect you

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Speaker 2: from absorbing bacteria and getting sick, and the minute the

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Speaker 2: mucus membrane is dried away, you're far more susceptible. I

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Speaker 2: thought it was.

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Speaker 1: Because you're in close proximity with people, and people are

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Speaker 1: so gross and they trust that I still wear a

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Speaker 1: mask on planes. I'm just like such a German.

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Speaker 2: If you want to stay healthy, I think that's a

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Speaker 2: really great idea.

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Speaker 1: I just like people were so grossy cough all over.

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Speaker 2: You and it recirculates and all of that. Yeah, it's

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Speaker 2: really disgusting.

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Speaker 1: I love that you still get really excited seeing your

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Speaker 1: products in people's handbags. What was your biggest to pinch

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Speaker 1: me moment? Or you know, you can tell us a

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Speaker 1: few times that you saw someone pull out their Lana

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Speaker 1: lips and thought, oh my goodness.

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Speaker 2: Certainly the big celebrities that have found us have been

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Speaker 2: definitely a moment. I had to stop and go enjoy

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Speaker 2: this moment. Like there's year you had DIDs or like

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Speaker 2: this huge K pop star Jaymen or like Lindsay Lohan

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Speaker 2: was dming us for product recently and that's really cool.

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Speaker 1: You can afford it.

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Speaker 2: Anyway.

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Speaker 1: Lips of funny creatures, aren't they really?

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Speaker 2: Yeah, very flattered and she looks amazed.

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Speaker 1: Oh, she looks incredible. Has done her face well done?

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Speaker 2: Yes, But I went to a sephoria recently, which is

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Speaker 2: like this big kind of festival that Sephora does and

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Speaker 2: I was there in the Middle East because we're in

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Speaker 2: the Middle East and Dubai, which is wild I love

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Speaker 2: to buy. And I was on the stand and they

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Speaker 2: had a day where and there was a lot of

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Speaker 2: parents with daughters and I had I don't know, half

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Speaker 2: a dozen at least of these twelve year old girls

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Speaker 2: just screaming when they saw Analyts and I was just like,

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Speaker 2: I don't even you don't know who I am, and

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Speaker 2: I'm watching this, So it was such a fu moment

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Speaker 2: for me, but I didn't It was just seeing their

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Speaker 2: reaction to the brand was such a It was very

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Speaker 2: touching for me, just seeing that we've touched these kids

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Speaker 2: on the other side of the world. They don't even

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Speaker 2: know who I am. It was great. I love that

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Speaker 2: so lovely.

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Speaker 1: Yeah, oh gosh, it's so magical. You're a working mum

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Speaker 1: who's made flexible workplaces for parents non negotiable. Can you

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Speaker 1: talk to us about this and why it's so important

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Speaker 1: to you personally?

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Speaker 2: Selfishly it was for me to begin with, I launched

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Speaker 2: my youngest was one and my eldest was three. I

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Speaker 2: didn't want to have one rule for me and one

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Speaker 2: rule for the staff. So and I also believe in

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Speaker 2: women can do more than one thing at one time.

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Speaker 2: You don't have to be in the office nine to

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Speaker 2: five strictly. It can be more flexible. You can make

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Speaker 2: things work both ways. And I felt really passionate about

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Speaker 2: making it work for me and also making it work

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Speaker 2: for my team. And this was fifteen years ago. There

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Speaker 2: was an amazing amount of these really smart women in

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Speaker 2: Australia who just weren't working because they couldn't afford to.

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Speaker 2: The childcare was more expensive then the time away from

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Speaker 2: the kids, and when you take that time away from

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Speaker 2: the kids, they're like, well, emotionally it's not worth it.

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Speaker 2: Financially it's not worth it. So what I wanted to

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Speaker 2: do was create an environment where these really smart women

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Speaker 2: could come back to work, it be worth their while.

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Speaker 2: They could still have and go and see the teachers

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Speaker 2: when they need to do the three pm pick ups

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Speaker 2: if they wanted to, and have a fulfilling career and

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Speaker 2: feel really useful and really get that fulfillment out of

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Speaker 2: working as well. So we've continued to do that. Half

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Speaker 2: our workforce has probably been a working moment at some point,

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Speaker 2: and it's a standard now. I mean, COVID really changed

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Speaker 2: that game. We were doing it from the beginning, but

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Speaker 2: it's so great now to see these women have the

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Speaker 2: opportunity to do something with their brain. They if they

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Speaker 2: want to.

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Speaker 1: Yeah, it's so wild that there was a period where

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Speaker 1: it was its aspected that everyone was to be in

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Speaker 1: an office.

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Speaker 2: It's like, yeah, or just you don't talk about your kids,

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Speaker 2: or you know, you pretend they don't exist, or it's

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Speaker 2: only works one way in the office way only. I

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Speaker 2: really felt that there has to be I didn't see

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Speaker 2: any negatives for a company and making it better for

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Speaker 2: a woman to do both. In fact, I think we benefited.

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Speaker 2: We've got these amazing brains that no one was using

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Speaker 2: exactly because there are home waiting to get that to

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Speaker 2: waiting for the kids to go to school.

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Speaker 1: And also when you create a beautiful work environment for people,

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Speaker 1: they're more likely to want to stick around and grow

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Speaker 1: with the business.

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Speaker 2: So correct. I don't think we've ever had a working

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Speaker 2: mum leave that company. We've got people who worked for

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Speaker 2: me for nine years, twelve years, oh wow years, that's yeah.

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Speaker 2: It's a win win, It's an absolutely win win situation.

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Speaker 1: I never understand why that question isn't asked more by

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Speaker 1: people when they are interviewing at a place, like what

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Speaker 1: is your staff retention like? Because it says so much

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Speaker 1: about the word place. You've championed diversity from day one,

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Speaker 1: saying it's one hundred percent on us. How have you

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Speaker 1: navigated making real change versus just you know, ticking boxes

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Speaker 1: virtue signaling those things and a lot of people are

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Speaker 1: doing you.

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Speaker 2: Have to be brave. For example, five years ago, maybe

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Speaker 2: a little bit longer, data would show if you put

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Speaker 2: a fixture on social and it showed a traditionally attractive,

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Speaker 2: mostly white woman, and then you post on social a

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Speaker 2: darker skinned woman, you'd get more likes than the white woman. Yeah,

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Speaker 2: that's just how it works.

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Speaker 1: As someone who's managed socialists for like.

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Speaker 2: The data and then the data doesn't. People though, well

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Speaker 2: that's what the data says that we have to keep

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Speaker 2: doing that. It's a business. But then you're perpetuating it.

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Speaker 2: You're showing the world that these are what you think

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Speaker 2: is attractive, and then you're training people that that's what

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Speaker 2: is attractive. Where it's your responsibility as a brand to go,

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Speaker 2: We're going to push the boundaries and we're going to

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Speaker 2: train people and eventually that will even out because people

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Speaker 2: are more used to seeing diversity. And I think right

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Speaker 2: now we're in a much different space than we were

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Speaker 2: five years ago, and it's not that abnormal anymore to

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Speaker 2: see all the different skin tones because people are trained

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Speaker 2: and they're clicking, and they're liking those photos now because

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Speaker 2: they're used to it.

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Speaker 1: With socials, it's the argument that I would have is

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Speaker 1: that it doesn't cost you any money to post that photo,

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Speaker 1: So who cares if it's not meeting you KPI of

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Speaker 1: likes or whatnot, because it actually is at a cost

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Speaker 1: to the business. No, exactly, I'm only positive.

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Speaker 2: It's only positive, but certain people are judged on social

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Speaker 2: media performance.

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Speaker 1: It can be very tempting, of course, but then that's

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Speaker 1: one that's.

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Speaker 2: On the business, you know, And I do think in

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Speaker 2: the beauty industry in particular, we define the ideas of

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Speaker 2: beauty or not so much with social which is great,

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Speaker 2: to be honest, but certainly Billboard's magazine as that was

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Speaker 2: the difference. You know, you kind of define the esterda

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Speaker 2: later aesthetic. So it's your job, it's your responsibility to

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Speaker 2: take that under your wing and change if there's a

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Speaker 2: problem and there was, and it's better now though.

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Speaker 1: That's so good. Your fan base spans from celebrities to

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Speaker 1: everyday people. What has it been like watching from the

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Speaker 1: idea in a taxi to becoming this global empire.

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Speaker 2: Very surprising, but also there's been an enormous amount of

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Speaker 2: hard work for me, but also you know, my amazing team.

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Speaker 2: It's very rewarding. It's satisfying to see that you're helping people,

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Speaker 2: to see that you've built a brand that lasts. You know,

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Speaker 2: most people don't know who I am, which is great.

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Speaker 2: They just no land on Lips, which is great. A

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Speaker 2: brand that's livedy on me, the brand that's Ozsy taken

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Speaker 2: to the world. A lot of us people overseas don't

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Speaker 2: even know it's aussy. It's sort of It's very very

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Speaker 2: satisfying to feel I have felt something that I hope

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Speaker 2: will last fore on me and will be like a

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Speaker 2: forever brand, so when I die, it's still around.

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Speaker 1: You're such a good example of that. Actually that so

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Speaker 1: many people think that they've these days, they've got to

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Speaker 1: go on TikTok and do dancers.

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Speaker 3: Do the founder stuff and all the found of stuff,

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00:17:34,985 --> 00:17:37,985
Speaker 3: and it's yeah, you don't have to you can just

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Speaker 3: create an incredible, incredible brand with great products and you'll

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Speaker 3: still be able to stand on your own feet.

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Speaker 2: Yeah.

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Speaker 1: I know that you do some stuff, but you don't

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Speaker 1: spend all your time on TikTok doing it. No. I

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Speaker 1: just see so much of that these days in it

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Speaker 1: it looks exhausting because how are you finding time to

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Speaker 1: work on the business.

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Speaker 2: I wonder that myself, but I have I think there's

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Speaker 2: a lot to be said for founder. Let that founder

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Speaker 2: bed Vibe certainly has its place, but there's a million

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Speaker 2: different ways to get things done. It's just not been

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00:18:04,945 --> 00:18:07,465
Speaker 2: my way exactly. It's good to know that it's not

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Speaker 2: the only way. It just means I can relax at

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Speaker 2: night and I'll have to make a TikTok video before.

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Speaker 2: I would prefer that.

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Speaker 1: Yeah. Same. Finally, if Lanno Lips was a person, how

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Speaker 1: would you describe their personality?

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Speaker 2: Okay, so our customer's very pragnatic, but also loves beauty

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Speaker 2: and loves trends like the next person. So I would

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Speaker 2: say she's a lawyer, she's glamorous, she can buy the best,

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Speaker 2: she buys the trend stuff, but she also has her

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Speaker 2: cartier and HER's handbag and fundamentally there's stuff with the

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00:18:40,865 --> 00:18:42,785
Speaker 2: practical things that she knows does the job, but she

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Speaker 2: buys the fluffy stuff too.

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Speaker 1: Oh I love that. She sounds fun.

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00:18:46,265 --> 00:18:50,465
Speaker 2: Yeah, we've always had this doctor, lawyer, nurser vibe who

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Speaker 2: audience does lawyers, doctors and nurses is always in the

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Speaker 2: top three, which is great because that's the kind of girl.

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00:18:58,105 --> 00:19:02,305
Speaker 2: I love. Yeah that real smart, sassy, so intelligent, but

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Speaker 2: not boring. Definitely not boring, boring, never boring.

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Speaker 1: Well, I love that and we really appreciate you. Shear

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Speaker 1: your story.

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Speaker 2: Thank you for having me, Kelly. I love for your podcast.

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Speaker 2: It's so fun.

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Speaker 1: We have a lot of fun here.

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Speaker 2: Thank We've talked about lots of your products over the years,

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Speaker 2: so thank you. Yes, I appreciate that.

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Speaker 1: To you, thank you, thank you so much for sharing

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00:19:21,945 --> 00:19:25,185
Speaker 1: your journey, improving that sometimes the most revolutionary ideas come

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00:19:25,225 --> 00:19:29,505
Speaker 1: from the simplest, most powerful places like your grandparents, cheap farm,

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00:19:29,985 --> 00:19:31,785
Speaker 1: you busy. You can get your hands on all of

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00:19:31,865 --> 00:19:35,145
Speaker 1: Kirsten's cult products at Lano, Lips, Mecha and Adore Beauty.

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Speaker 1: That's today's formula. Make sure you're following us.

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00:19:37,665 --> 00:19:38,625
Speaker 2: On all socials.

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Speaker 1: We've got Instagram, TikTok YouTube for the full video experience,

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00:19:42,625 --> 00:19:44,905
Speaker 1: and subscribe to our newsletter for all of the behind

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00:19:44,905 --> 00:19:47,225
Speaker 1: the scenes goodness. We will pop all of the links

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Speaker 1: in the show notes. Thanks for listening. Bye,