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Speaker 1: Beyond the Beauty is a production of I Heart Radio.

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Speaker 1: I'm your host, Bobby Brown. It's been about five months

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Speaker 1: since we've launched Jones Road. It feels longer, but it's

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Speaker 1: only been five months. If you guys remember, we launched

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Speaker 1: Jones Road a week before the presidential election when my

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Speaker 1: noncompete was up and we literally turned the lights on.

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Speaker 1: And it's been quite an interesting ride. Way way way

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Speaker 1: more interesting and better, uh and way quicker than I

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Speaker 1: thought it was gonna be. Um. First of all, we

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Speaker 1: sold out of some of our best selling products in

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Speaker 1: three weeks that we were hoping we're gonna last us

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Speaker 1: six months. It took us months to get them back

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Speaker 1: in and we're worried that it's going to happen again.

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Speaker 1: So on a se that's good news, it's not bad news.

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Speaker 1: But it's been quite an interesting four months. Tara, don't

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Speaker 1: you think I'm here with Tara? Double T? I call her,

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Speaker 1: she calls me double B. I don't even know what

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Speaker 1: to call you. P I see, I see partner and crime. Okay,

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Speaker 1: that'll be good. On the business card, I love it.

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Speaker 1: I'm out a business card. No, no, you're out of business.

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Speaker 1: I have too many yes, Tara didn't want me to

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Speaker 1: order business cards because there were too much money, but

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Speaker 1: I overrode her for three dollars to get some more

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Speaker 1: business cards. Okay, so it's the digital age, you know.

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Speaker 1: I know, but I'm a guy that likes to hand

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Speaker 1: a card to someone when I meet him somewhere. Not

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Speaker 1: that I've gone anywhere, because by the way, we are

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Speaker 1: still in COVID. We are we are. That hasn't changed.

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Speaker 1: It's gotten a little better, but we're still operating COVID style,

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Speaker 1: which I gotta be honest, I thought it was going

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Speaker 1: to be a big challenge, and I kind of like

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Speaker 1: a bunch of the changes that have happened because we're

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Speaker 1: not able to do things the old way. We're not

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Speaker 1: able to have a launch party. We're not spending time, money,

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Speaker 1: money and energy creating little bags with ribbons on them

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Speaker 1: for the party. We're not wasting the money for a party. No.

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Speaker 1: I think it's it just it fast forwarded all the

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Speaker 1: changes that were probably going to happen anyway, right eventually

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Speaker 1: with these digitally native brands, And I agree, I love it.

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Speaker 1: It's so much less wasteful. It's it's cooler, to be honest,

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Speaker 1: it is. And you know, as as stressed as we

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Speaker 1: all are over here, and I'm probably the least stressed

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Speaker 1: of the team because I'm more experienced and I'm older,

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Speaker 1: except when you're trying to get the podcast, when I

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Speaker 1: got to figure out how to get some technology working.

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Speaker 1: But but what do you think the biggest, you know,

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Speaker 1: interesting thing that we have learned since we launched, The

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Speaker 1: most interesting thing that I've learned so far is that

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Speaker 1: no matter what you think is going on out there

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Speaker 1: in the marketplace, and what the challenges may or may

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Speaker 1: not be, and what all the voices inside or outside

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Speaker 1: of your head are telling you, you just have to

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Speaker 1: follow the one voice that matters and the one gut

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Speaker 1: feeling that you have and let it rip. And I

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Speaker 1: think that's what you believed in right before the election,

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Speaker 1: which was a crazy time to launch. Everyone should Why

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Speaker 1: are you launching a week before the presidential election? I said,

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Speaker 1: because first of all, my n competes up and that

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Speaker 1: was really emotionally important to me. And also what was

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Speaker 1: I going to wait for something else to happen? Right?

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Speaker 1: And Everyone's like, uh, you know, there's so many beauty brands.

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Speaker 1: There's now there's a lot of clean beauty brands, and

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Speaker 1: people are like, you're launching a clean beauty brand right

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Speaker 1: before the election, DA, And we just had to tune

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Speaker 1: them out and and go for it. And the feedback

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Speaker 1: has been way better than expected. I don't know about you,

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Speaker 1: but I read all the comments on Instagram and get

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Speaker 1: all all the information from our social and c X team,

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Speaker 1: and you know, nine five are really positive. Yeah. I

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Speaker 1: mean until two weeks ago, I was the one answering

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Speaker 1: all the direct messages, all the d m s until

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Speaker 1: we got a social media coordinator. So that's the other

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Speaker 1: really cool thing about launching a brand now the way

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Speaker 1: we did is you're so close to it and you

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Speaker 1: directly communicate with the people who are interested in it

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Speaker 1: and who are buying in and who are ultimately using it.

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Speaker 1: And it's so cool to be able to have a

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Speaker 1: direct line to them. And I think that's something that

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Speaker 1: might have been missing in the pandemic, you know, if

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Speaker 1: you were just an in store brand, right. So, I mean,

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Speaker 1: so many things have changed since I first launched, and

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Speaker 1: certainly since I launched things when I was part of

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Speaker 1: a big corporation that back then you had to know

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Speaker 1: what products are coming out two years ahead of time.

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Speaker 1: They had to be completely finished, they had to be photographed,

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Speaker 1: they had to be ordered, not just for selling, but

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Speaker 1: for press. That's even way before influencers. You had to

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Speaker 1: then go, um, excite the sales team around the world

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Speaker 1: that we're selling into stores. Then we had to do

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Speaker 1: the same thing with the makeup artists. Then we had

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Speaker 1: to do it with the press. So it required as

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Speaker 1: much work promoting everything and setting it up for success

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Speaker 1: as it did creating it. And it's so nice that

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Speaker 1: we don't have all that right now. We just say,

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Speaker 1: guess what, guys, we have a new product. And by

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Speaker 1: the way, the cost of all that stuff was astronomical. Yes,

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Speaker 1: it was unaffordable for sure. There was a lot of

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Speaker 1: insane waste of money. I'm really glad that I got

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Speaker 1: to experience it. It was super fun, but it was

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Speaker 1: really stressful. Yeah, I think it's just a much simpler

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Speaker 1: better for the world, better for the customers. Mean, honestly,

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Speaker 1: the way we're doing things now, it's it's more sustainable

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Speaker 1: for the future. And I I personally love it and

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Speaker 1: I think it's really cool, so do I. And I

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Speaker 1: hope that even after the pandemic, anytime anyone wants to

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Speaker 1: zoom me on a show, I'm overjoyed because you just

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Speaker 1: turn it on, make sure you have good lighting, give

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Speaker 1: me the questions, and we go for it. That's something

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Speaker 1: also I admire and respect you for is you basically

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Speaker 1: came to terms and figured out how to be your

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Speaker 1: own version of like UH, an Instagram influencer type person,

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Speaker 1: you know, at your age sixty three and learn all

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Speaker 1: these new platforms and be a part of them and

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Speaker 1: love them and put those tools in your in your arsenal.

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Speaker 1: And it wasn't easy at first, right, Well, you know,

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Speaker 1: I used to struggle when I was certainly with the

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Speaker 1: brand and everything I would put up, someone would say,

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Speaker 1: you can't say that. You can't do it that way.

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Speaker 1: It doesn't look right. And I was constantly questioning myself.

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Speaker 1: And you know, when I left and realized there was

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Speaker 1: no one except my kids to tell me, you know,

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Speaker 1: I misspelled something or said something stupid, it was pretty cool.

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Speaker 1: And you know, even now it's my personal Instagram, but

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Speaker 1: we still do use it for business and we're constantly

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Speaker 1: talking about it. But I I find all of this

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Speaker 1: new stuff that's coming out so interesting, and I feel

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Speaker 1: so grateful to be part of it. I am just

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Speaker 1: starting a series on Clubhouse honestly because an influencer friend

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Speaker 1: texted me this morning and now I have a series

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Speaker 1: on Clubhouse, Like you just do these things. Yeah, that

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Speaker 1: is pretty cool. So let's talk a little bit about

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Speaker 1: you know, we we've been lucky. Jones Road Beauty has

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Speaker 1: launched off to a success. We've sold out of some

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Speaker 1: of the products, they're coming back. We're dealing with what

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Speaker 1: I call only really the good challenges of how to

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Speaker 1: stay in stock, how to grow the team, where we

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Speaker 1: should go in the future. You know, how do you

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Speaker 1: grow beyond direct to consume humor? When is the right time?

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Speaker 1: All these questions, So maybe you could tell everyone a

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Speaker 1: little bit about how we tackle them. It's kind of

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Speaker 1: a hard, hard one because how we tackle them is

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Speaker 1: we don't pitch and we get calls. And literally the

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Speaker 1: day we we launched, we got calls from all the

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Speaker 1: department stores that I was in, and you know, had

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Speaker 1: either myself, you or our GM hopped on a call

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Speaker 1: and basically said, we are very honored and grateful, but

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Speaker 1: we're not ready yet. We are direct to consumer, and

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Speaker 1: my biggest thing is I have such a big audience

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Speaker 1: internationally is how do I get these products international? They

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Speaker 1: really want the products, and people are starting to send

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Speaker 1: to order the makeup and send it to their friends

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Speaker 1: in America and then they ship it, yes, I know,

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Speaker 1: which is kind of funny and brilliant on their part.

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Speaker 1: That's the other big challenges. You know, you have the

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Speaker 1: audience there, but you need to make the smart informed

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Speaker 1: decision and be a little patient, which I'm not not

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Speaker 1: your best okay, you know, and and do everything at

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Speaker 1: the right time when we won't let anyone down, you know,

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Speaker 1: make sure we're in stock with all our products. But

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Speaker 1: also we're just you know, we're so lucky because people

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Speaker 1: love it and there's products literally in the pipeline for

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Speaker 1: for another year. Every month, I think March is the

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Speaker 1: first month we don't have products. And the reason is

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Speaker 1: we had two formulas that we loved, approved and we're

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Speaker 1: so excited about and turns out they weren't as stable

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Speaker 1: as we liked, so if people bought them and they

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Speaker 1: were in a warmer climate, they might melt. So we

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Speaker 1: pulled them. We will um will launch them in June

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Speaker 1: or whenever you know, we're sure they're good. Yeah, I

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Speaker 1: mean that's the thing in this day and age and

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Speaker 1: this climate should happens. And by the way, in the

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Speaker 1: old days, you'd be in trouble because you would not

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Speaker 1: make your quarter season whatever it is. So we you

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Speaker 1: don't have those expectations, and that's a good thing. I

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Speaker 1: think our expectation is to grow smart and slow and

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Speaker 1: not be you know, overly eager or we say we're

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Speaker 1: going slow, but it's kind of going fast. And we're

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Speaker 1: not small. I mean we're small, but our numbers very

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Speaker 1: much exceeded our expectation, which is a good thing. And

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Speaker 1: that comes up, you know, with issues also. So everyone's

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Speaker 1: always asking about the process of product development, and they're

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Speaker 1: always you know, how do you come up with the products?

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Speaker 1: How do you decide when to launch them? How many shades?

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Speaker 1: Tell us a little bit about the process we have.

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Speaker 1: I'm not your typical entrepreneur. If I come up with

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Speaker 1: something and I love it so much, I wanted done yesterday.

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Speaker 1: So for example, when the bomb became a reality, it

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Speaker 1: was not me saying telling someone this is what I

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Speaker 1: want to do, But what I was explaining to my

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Speaker 1: product development girl at the time was exactly what I

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Speaker 1: wanted and it came from the lab completely not what

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Speaker 1: I wanted, but I tried it and I was like,

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Speaker 1: oh MG, this is phenomenal. So it was just this

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Speaker 1: incredible moment, and I said, what would happen if we

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Speaker 1: tinted all these other tones? So, you know, it just

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Speaker 1: came up in my head and I knew there was

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Speaker 1: no way I wasn't going to launch this product as

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Speaker 1: soon as I was able, which was you know, when

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Speaker 1: the noncompete was up and the mascara. We knew we

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Speaker 1: wanted to do a clean messcara. I tried everything on

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Speaker 1: the market, didn't think any of them or dark enough

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Speaker 1: or thick enough, and so we send briefs to all

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Speaker 1: the different makeup houses, their clean makeup labs, and one

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Speaker 1: out of probably twenty was like, o MG. You know,

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Speaker 1: it was just incredible. So we worked on that formula

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Speaker 1: and what happens is you get it and then you

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Speaker 1: try it with different brushes, you try it with different

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Speaker 1: wiper systems. You you know, find out things like, well,

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Speaker 1: you have to have it in this packaging because it

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Speaker 1: comes with the formula. So that makes a lot of sense,

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Speaker 1: especially for the color process. But then what about when

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Speaker 1: you're developing skincare because that's and obviously clean skincare was

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Speaker 1: a little bit out of your wheelhouse definitely, So I'm

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Speaker 1: really particular. I know what I like when I see it,

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Speaker 1: and sometimes I say, this would be amazing, but what

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Speaker 1: if I tried it this way? So, you know, the

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Speaker 1: four products made such sense. You know, we worked at

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Speaker 1: the different labs and gave directions, you know, the way

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Speaker 1: they smell, what's in them, you know, understanding because we

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Speaker 1: have a very very strict list. We have a list

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Speaker 1: that was the Credle List, which is this amazing clean

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Speaker 1: department store, and we needed to you know, really pay

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Speaker 1: attention to what was allowed and what was not allowed.

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Speaker 1: So that brief went to all of the different chemists

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Speaker 1: and so we you know, out of all the things

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Speaker 1: sitting on the table and all the things that didn't

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Speaker 1: quite make it and didn't work. I mean I loved

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Speaker 1: this cleansing stick, but every time you'd wash your face,

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Speaker 1: the cleansing stick just became like a holding block for

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Speaker 1: all the makeup on your face and it just looked gross.

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Speaker 1: So that didn't work. So that's back of the drawing board,

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Speaker 1: and we aligned on these four products. And this brand

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Speaker 1: is so much about simple stock packaging because I wanted

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Speaker 1: to keep the cost down. I didn't want to waste

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Speaker 1: time in my any on creating custom package. It's so expensive,

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Speaker 1: it takes a long time, and it's just not what

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Speaker 1: I wanted the brand to be about. And we will,

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Speaker 1: you know, our packaging will evolve. You know, some will work,

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Speaker 1: some will update, some will keep. And I think the

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Speaker 1: biggest difference from what I've seen between how you used

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Speaker 1: to develop products and now is with this very strict

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Speaker 1: and amazing credo lists that's banningdred ingredients that would typically

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Speaker 1: be found in conventional makeup and skin care products. Is

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Speaker 1: that it added another layer to sifting through the box, right.

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Speaker 1: I mean, we obviously weren't looking for non clean products,

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Speaker 1: but at the same time finding them and then tweaking

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Speaker 1: them to still be compliant and stable and still have

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Speaker 1: a shelf life and still performed. There were all these

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Speaker 1: other elements and then you had to consider and as

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Speaker 1: a makeup artist in someone with so many years experience

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Speaker 1: as a product creator, and uh and actually you know

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Speaker 1: a makeup artist that uses them like I know when

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Speaker 1: something's magic, Like when I felt the texture of the

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Speaker 1: pencils at the face pencils. They were not the right colors,

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Speaker 1: but I was like, oh my god, if these are

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Speaker 1: done in the right colors, they will be amazing. I mean,

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Speaker 1: our eye pencils came from a lab that said, this

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Speaker 1: is a very very old formula and we're not going

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Speaker 1: to continue it. And I said, sorry, I love it,

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Speaker 1: and I if you could just make it this, you know,

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Speaker 1: we'll keep in it. We'll keep it for you guys,

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Speaker 1: and just don't give it to anyone else. So it's just, honestly,

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Speaker 1: it's the way I look at things, and you know,

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Speaker 1: sometimes it's strategic, other times it's just we're so excited

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Speaker 1: we can't wait to launch it. To remember, when we

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Speaker 1: launched the Sparkle, the two sparkly Shadows, the Justice SEC

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Speaker 1: that we named just a SEC because that's how long

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Speaker 1: it took to put on. We named a color so

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Speaker 1: pretty because that's what we kept saying every time we

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Speaker 1: put it on. But we launched them a because it

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Speaker 1: was holiday and because we're like, no, we have to

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Speaker 1: we can't wait till spring. We gotta do it now.

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Speaker 1: And they were ready. Yeah, and they were ready, And

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Speaker 1: you know, that's how we make a lot of decisions.

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Speaker 1: So let's give them a little site into where we're going.

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Speaker 1: So where are we going? Well, I think we're going

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Speaker 1: into eyeshadow. Well, we have our next launches definitely, which

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Speaker 1: is um sometime in April. We have flat eyeshadow, you know,

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Speaker 1: one with a little shimmer and iridescin and the rest

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Speaker 1: more of a mat. We also have eyebrow pencils coming out,

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Speaker 1: but not any like anyone's eyebrow pencils. They have these

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Speaker 1: amazing fibers in them that make your your brows look thicker.

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Speaker 1: We just launched skincare and for for skews of really

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Speaker 1: rich formulas. We have a lighter formula coming in the

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Speaker 1: end of the spring. We have of hopefully a cheek

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Speaker 1: and lip bomb a stick that will launch. Those are

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Speaker 1: the two that we had a pull. We have body

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Speaker 1: oil shimmer, which is really cool, and that's just through June.

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Speaker 1: By the way, amongst all of this business and all

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Speaker 1: of the crazy things we have going on here, everyone

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Speaker 1: has a family, Everyone has a life outside of work.

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Speaker 1: And you know, it hasn't been easy being in the

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Speaker 1: pandemic and not being able to have your usual you know,

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Speaker 1: valves right to blow off steam. So how have you

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Speaker 1: been balancing it, And what advice would you give to

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Speaker 1: other you know, I'd say working moms out there probably

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Speaker 1: the hardest right now. First of all, I every time

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Speaker 1: I see a mom, you know, walking on the street

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Speaker 1: with her kids that clearly, you know, after school, just

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Speaker 1: to get them out, I just stopped and I remind

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Speaker 1: myself what it would have been like if Mike kids

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Speaker 1: were young. So my hat goes off to you guys,

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Speaker 1: and I've seen it firsthand with you. Your kids are

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Speaker 1: too and four, two and four, all right, so you

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Speaker 1: know someone that's responsible for everything and also responsible at home.

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Speaker 1: I know it's been a challenge, and I hope that

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Speaker 1: most people that work for you know, bosses, founders and

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Speaker 1: even big companies have somebody then go to and yes,

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Speaker 1: if you're burnt out or you're stressed about something, you

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Speaker 1: need to be able to talk it out. So I

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Speaker 1: always want to be that kind of a boss. Looking forward,

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Speaker 1: if someone asked me, what do I think is going

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Speaker 1: to happen in the next year, I mean October will

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Speaker 1: be one year, and I hope to be doing exactly

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Speaker 1: what I'm doing, and I hope that we will be

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Speaker 1: able to ship international. I'm hoping that we'll be able

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Speaker 1: to open one of the online department stores and not

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Speaker 1: be any where in person except a pop up or

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Speaker 1: a couple of pop ups. And I'm looking forward to

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Speaker 1: keeping the line the best it could be and not ever, ever,

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Speaker 1: ever doing more than we can chew. Yeah, So stay tuned.

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Speaker 1: Find us at just Bobby dot com on Instagram or

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Speaker 1: any social media platform that you're on. The name is

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Speaker 1: the same everywhere or Jones Road, Beauty dot com, Evolution

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Speaker 1: a Teen dot com, Just Bobby dot Com. I feel

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Speaker 1: like I could definitely do QBC with all these things

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Speaker 1: that we have to shout out. And if you guys

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Speaker 1: out there are founders or want to be founders, entrepreneur,

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Speaker 1: go slow, be scrappy, and sometimes just do it as

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Speaker 1: a side hustle. But know that if you don't try it,

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Speaker 1: you'll never know if it works. And if it doesn't work,

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Speaker 1: it's not a failure, it's just a message that it

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Speaker 1: didn't work and you should do something else. Okay. For

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Speaker 1: more podcasts from I Heart Radio, visit the i heart

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Speaker 1: Radio app, Apple Podcasts, or wherever you listen to your

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Speaker 1: favorite shows. H