Speaker 1: Thanks to MasterCard for sponsoring this episode. Head to MasterCard
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Speaker 1: and supporting black women entrepreneurs.
Speaker 2: The Miracle Drops.
Speaker 3: Remember, I only had one client that was dealing with
Speaker 3: a hair issue, but I wanted to get something for her.
Speaker 2: So that was the last thing I actually put on
Speaker 2: a market, not to.
Speaker 3: Know that it was gonna be skew, but it was
Speaker 3: the last thing that I put on the market, and
Speaker 3: I was just selling the things that I wanted my
Speaker 3: clients to be able to buy as a maintenance bundle,
Speaker 3: and then selling online. Once we took to social media,
Speaker 3: it was the edges. It was it was called sleek edges,
Speaker 3: So that's that's that's where we started. It's crazy because
Speaker 3: Miracle Drops to date has probably sold over four million pieces.
Speaker 3: And that's not a million pieces, y'all pieces pieces.
Speaker 2: That's not four million dollars four million times.
Speaker 1: I want, I want people to hear that pieces. So
Speaker 1: but yeah, she has moved four million pieces Miracle Oil alone.
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Speaker 1: stay locked in to new episode. Okay, so go back.
Speaker 1: We're still at these early early days. Talk about your
Speaker 1: first product.
Speaker 3: So I came out with four in the beginning. Actually
Speaker 3: it was and I'm sorry, I have six dogs. It
Speaker 3: was a sprints because I was a hairstylist and I
Speaker 3: felt like I want to sell my clients so when
Speaker 3: they leave they're able to keep up with their hairstyle.
Speaker 3: It was something called Diamond Shine, which was a shine
Speaker 3: spray for my clients for maintenance, Miracle Drops, and then
Speaker 3: it was Edge Control, and out of all of them,
Speaker 3: the very first one that I put out was the
Speaker 3: Edge Control because a lot of people like it was
Speaker 3: a big thing. And then I sold the Sprits and
Speaker 3: the Shine as a bundle pack. But the Miracle Drops.
Speaker 3: Remember I only had one client that was dealing with
Speaker 3: a hair issue, but I wanted to get something for her,
Speaker 3: So that was the last thing I actually put on
Speaker 3: a market, not to know that it was gonna be skew,
Speaker 3: but it was the last thing that I put on
Speaker 3: the market, and I was just selling the things that
Speaker 3: I wanted my clients to be able to buy as
Speaker 3: a maintenance bundle, and then selling online. Once we took
Speaker 3: to social media, it was the edges. It was it
Speaker 3: was called sleek Edges, So that's that's where we started.
Speaker 3: It's crazy because Miracle Drives to date has probably sold
Speaker 3: over four million pieces. And that's not million pieces, y'all
Speaker 3: pieces pieces.
Speaker 2: That's not four million dollars four million, pime.
Speaker 1: I want people to hear that pieces, so you but yeah,
Speaker 1: she has moved four million pieces of Miracle oil alone,
Speaker 1: and not again like sometimes part of the journey is
Speaker 1: so amazing because it surprises you. You think you're building
Speaker 1: a product, a product, and it was the spread share
Speaker 1: that people would like, and you're like, oh, let me
Speaker 1: add this, and you have to really understand what your
Speaker 1: customers want. Take us back, how many how many years
Speaker 1: ago did you first launch the line?
Speaker 3: Twenty fourteen? It was July twenty fourteen. We have our
Speaker 3: birthday month this month, and I put a screenshot and
Speaker 3: I was gonna put it on social media, screenshot of
Speaker 3: what my first month looked like. I sold one hundred
Speaker 3: and ten products, and this month we've sold over sixty
Speaker 3: thousand pieces online. And that's online alone. It has nothing
Speaker 3: to do with thor sales are nothing. And so it's
Speaker 3: just a great thing to sit back and reflect on
Speaker 3: because I would have never thought I so I couldn't
Speaker 3: afford to buy sixty thousand pieces, much less have them
Speaker 3: in house to be able to sell.
Speaker 2: I know, in July of twenty fourteen, Wow, I love that.
Speaker 2: I love that.
Speaker 1: Okay, so we're almost at the ten year mark. You
Speaker 1: have how many skews? Now?
Speaker 3: Oh Jesus, last time, I kind of way and I say,
Speaker 3: I feel like I'm about to fail as says.
Speaker 1: No, no, no, no failing somewhere like thirty if we
Speaker 1: include all of the premiums like our brushes, our bonnets.
Speaker 2: Yeah, it's probably thirty something thirty.
Speaker 1: And Miracle Drops is the number one selling. Let's talk
Speaker 1: about some of the ones that you've launched that people
Speaker 1: did not like.
Speaker 3: Oh girls, See that's the thing, that's what saying. People
Speaker 3: don't talk about all of it. And I was super
Speaker 3: excited about this collection called a Unicorn collection, right because
Speaker 3: I'm a person. I like all the glitz and the
Speaker 3: unicorn and this and and that, and it was a great
Speaker 3: it was great products. People actually loved it, but they
Speaker 3: didn't understand the purpose of it or what it did,
Speaker 3: so the messaging wasn't strong on what it did. So
Speaker 3: that same exact formula, I made the Miracle Drops collection.
Speaker 3: I put Miracle Drops in it, and I gave better
Speaker 3: wording to it.
Speaker 2: I made it, you know.
Speaker 3: So you fully understand the use of each of the products.
Speaker 3: And we came out with the Miracle Drops collection because
Speaker 3: I never had I had never had a miracle Drop shampool,
Speaker 3: a miracle drop condition of a miracle Drop masks, none
Speaker 3: of that. All we had was the miracle drops. They
Speaker 3: were just shampoo to compliment it or nothing. So then
Speaker 3: once I started the Unicorn line, for some reason, it
Speaker 3: wasn't moving. It just people didn't understand, and people had
Speaker 3: all these questions were trying to answer it. For me,
Speaker 3: it was the un The corn is the person that
Speaker 3: likes to switch it up, and they like to they
Speaker 3: like to.
Speaker 2: Keep that had health.
Speaker 3: You know, I thought it was gonna be the best
Speaker 3: thing ever, and it was. I guess you could consider
Speaker 3: it a flop, just like we had. And I don't
Speaker 3: mind ever telling people about my missus because my wings
Speaker 3: always far surpassed my missus. We had gold Men, which
Speaker 3: did okay, But I didn't know, like I.
Speaker 2: Never I've never been in the space before.
Speaker 3: I didn't know to look in the market for competitive
Speaker 3: things and all the rest of that. We were so hot.
Speaker 3: We was like twenty dollars and men don't buy to
Speaker 3: like we. Men don't buy nothing for no damn twenty dollars.
Speaker 3: Find no body washed for twenty twenty five dollars. So then,
Speaker 3: understanding how to stage it properly, you go back to
Speaker 3: the drawing board and just fix it. Yep, Yeah, that's
Speaker 3: all you do is you fix it, and then that's
Speaker 3: gonna be time. Like there's always ebbs and flows. Think
Speaker 3: about it, hairstyles. You have different hairstyles between the years
Speaker 3: that change and so on and so on. So there's
Speaker 3: gonna be things that probably sold a lot and then
Speaker 3: eventually doing them down.
Speaker 2: Okay, find something else.
Speaker 1: To sell, Find something else.
Speaker 2: It's not squirrel, just get something else.
Speaker 1: So to your point on that, how do you manage
Speaker 1: holding inventory? So you know, and I think there's this
Speaker 1: question is different for people who are later stage entrepreneur entrepreneurs,
Speaker 1: but early stage entrepreneurs when you're like trying to get
Speaker 1: your samples out, you're testing things, you know, do you order?
Speaker 1: You know, these places ask you for a minimum order
Speaker 1: of quantity, right, and sometimes it's like ten thousand units,
Speaker 1: sometimes it's one hundred thousand units.
Speaker 2: Don't don't do it.
Speaker 3: My minimum order the quantity when I first thought it
Speaker 3: was three hundred pieces, and now my minimum order quantity
Speaker 3: is one hundred thousand pieces.
Speaker 2: I didn't start off with.
Speaker 3: And how about there was a manufacturer I was trying
Speaker 3: to work with that does really great stuff, but their
Speaker 3: minimum order is five hundred thousand pieces.
Speaker 2: I'm not tell you, wow, had to say one.
Speaker 3: Hundred thousand pieces is good, but you got somebody bigger
Speaker 3: than that. Yeah, but at three hundred, at three hundred pieces,
Speaker 3: it's hot me that out of my four skills, when
Speaker 3: I buy these three hundred pieces, this one skew, I'm
Speaker 3: having to buy three hundred pieces two and three times
Speaker 3: a month. This other one hundred pieces last me for
Speaker 3: three months, This other skewed te hundred pieces last me
Speaker 3: for two months. So that way I now know a
Speaker 3: monthly order. So now I'm buying twelve hundred pieces of this,
Speaker 3: three hundred pieces of this, six hundred pieces of that,
Speaker 3: and nine hundred pieces of that, and that should last
Speaker 3: me about three months versus because let me tell you something,
Speaker 3: one of the biggest mistakes I made very recently. And
Speaker 3: a lot of people think once you, once you make
Speaker 3: all this money, you arrive that that's not true. Just
Speaker 3: last year, I was putting different people in place so
Speaker 3: I can just sit in my creative seat, and I didn't.
Speaker 3: I'm gonna say I took my hand off the wheel,
Speaker 3: but I put somebody in the place of inventory management,
Speaker 3: not realizing that they didn't have the skill set for that,
Speaker 3: and they were ordering seventy five thousand pieces this flatline
Speaker 3: of everything. So now in my warehouse. So since you
Speaker 3: tell me about I have, I have one product that
Speaker 3: we have seventy five months on hand?
Speaker 2: Why do we have seventy five months on hand of anything?
Speaker 3: Yep, yep, you get and I feel like and that's
Speaker 3: still a lesson learned.
Speaker 2: I don't feel like it's a loss.
Speaker 3: It's now forced me to talk to my team and
Speaker 3: tell them we need to talk about this product more.
Speaker 3: We get this in front of more people. What are
Speaker 3: the stars can we get this in? What else can
Speaker 3: we put this at? Because now it's like, Okay, it's
Speaker 3: a mistake. I can't change it. I can't charge it
Speaker 3: to the person because they can't afford it that they're
Speaker 3: no longer with me and they can't afford the amount
Speaker 3: of inventory that that is, they can't afford this mistake.
Speaker 3: So what I do is I take and just focus
Speaker 3: on how do we fix it?
Speaker 2: What's supposed to be my lesson of this? How can
Speaker 2: I grow out of this?
Speaker 3: And in scaling, if this mistake was to happen larger,
Speaker 3: how could I have prevented it or how can I
Speaker 3: fix it?
Speaker 2: Yeah?
Speaker 1: And there's so much there to unpack. I love even
Speaker 1: just you saying like, listen, the bigger you are, like
Speaker 1: sometimes the bigger the mistakes are and you got to work.
Speaker 1: You got to figure it out. And this is the
Speaker 1: thing about I think that people don't understand about pivoting.
Speaker 1: You could you looked at that seventy five thousand chunk
Speaker 1: of inventory and you're like, Okay, I got to do
Speaker 1: something different here to make sure this moves. So I
Speaker 1: either got to push it harder because mistakes happen, you know,
Speaker 1: and even though you are the CEO, you have to
Speaker 1: hire a team under you that will execute. And I've
Speaker 1: you know, Judy and I I've seen her team. I've
Speaker 1: seen how she operates. She's an incredible leader. I've sat
Speaker 1: in meetings with you for previous interviews and stuff where
Speaker 1: you were leading a team and they love to be
Speaker 1: led by you. Tune in Friday for the conclusion of
Speaker 1: our conversation with hair care entrepreneur Judy Harris Depart. Thanks
Speaker 1: for listening to today's episode. If we helped you make
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