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Speaker 1: What's up its way up at Angela Gee. I'm Angela Gee.

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Speaker 1: And Jasmine from the Jasmine brand is here of course,

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Speaker 1: and we have really an amazing guest somebody who's important

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Speaker 1: to me and to the show, Shanty Lundy is here.

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Speaker 2: Hey.

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Speaker 1: Now, how you doing. I'm good? How are you good?

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Speaker 3: Thanks?

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Speaker 2: Now.

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Speaker 1: The reason I say Shante is important to me into

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Speaker 1: the show is because you were the first ever person

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Speaker 1: to say, Okay, I want to work with way up

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Speaker 1: with Angela Yee before we even launched, you know, And

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Speaker 1: I do want to say I appreciate you for that.

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Speaker 1: So what made you say this is to stoke my

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Speaker 1: own ego but no, that this is something that I

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Speaker 1: want to be involved in before we even started the show.

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Speaker 1: You know, I'm just curious.

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Speaker 4: Sure, Black Girls Sunscreen, we believe in championing other women,

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Speaker 4: so we're just talking about Angela herself. You were somebody that,

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Speaker 4: you know, highlighted Black Girl's sunscreen early on, right, just

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Speaker 4: showcasing the product. We didn't tap you to do a

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Speaker 4: sponsored ad. You know, you had the product and you're like,

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Speaker 4: I wear sunscreen in a show off this business and

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Speaker 4: the product.

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Speaker 3: So we took note of that years ago.

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Speaker 1: Right.

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Speaker 4: So when the offer came to the table, was like, okay,

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Speaker 4: let's talk about it. Let's at least entertain it before

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Speaker 4: it's a hard and fast no, right, understanding what you

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Speaker 4: did and us valuing that, but also realizing that you

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Speaker 4: are serious about what you do, right the name that

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Speaker 4: you've built for yourself, and just how you have to

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Speaker 4: grow and we want to grow with someone that is growing.

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Speaker 4: So with that, we said, Okay, Black Girl's Sunscreen is

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Speaker 4: about championing and empowering other.

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Speaker 3: Females, so why not So we said, we said yes.

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Speaker 1: And that was an exciting story for me to say

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Speaker 1: that Black Girl's Sunscreen, Like you know, I talk about

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Speaker 1: it all the time. This is my first ever I

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Speaker 1: don't know what you call it, sponsor and dooringstair whatever partnership,

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Speaker 1: But to me that's a big deal because I also

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Speaker 1: care about who is supporting the show.

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Speaker 4: It was a bigger deal for us maybe because we

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Speaker 4: only do partnerships that really align with Black Girls Sunscreen, Angela.

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Speaker 4: People ask this for money all the time, and it's

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Speaker 4: crazy because we're a growing business too, right, Like, sure,

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Speaker 4: we could take the money. Black Girls Sunscreen could actually

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Speaker 4: use the money, but we say you know what, whatever

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Speaker 4: we do, we we know it's gonna come back to us, right,

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Speaker 4: So in order to grow, you have to you have

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Speaker 4: to invest. And that's one of the reasons why we

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Speaker 4: did it. We like you as a person, we love

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Speaker 4: what you're doing. We love how you represent women and

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Speaker 4: partner with other women.

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Speaker 2: So I heard I heard about your product through Angela.

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Speaker 2: We were a vacation, were vacation and there you go.

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Speaker 2: We were turks Cao.

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Speaker 1: Yeah, I think we were in Texan Cacos.

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Speaker 2: We were somewhere and I was like, oh, I have

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Speaker 2: my own sunscreen. She's like, no, try this. I was like, yeah,

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Speaker 2: I want the chalky stuff, like whatever. She's like, no,

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Speaker 2: you'll be fine. I was like, okay, So I trust

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Speaker 2: to her. And I was like, oh, okay, little chalky,

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Speaker 2: so nerve the nerve of her. She's not too many,

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Speaker 2: but anyway, but yeah, ready, okay. But so yeah, that's

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Speaker 2: how I found out. I was like, okay, I had

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Speaker 2: never I wasn't familiar, and she kind of put me on.

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Speaker 3: So yeah, I appreciate you trying the product.

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Speaker 1: Yeah, and she loved it. And I just want to

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Speaker 1: say this too, because the lesson that I learned that

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Speaker 1: sometimes people don't want to post things if they're not

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Speaker 1: getting paid for it, right, because you see all the time, oh,

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Speaker 1: you know, take this out of here, I'm not getting

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Speaker 1: paid for this, or but I feel like certain products

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Speaker 1: because I think it was early on too for a

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Speaker 1: Black Girl sunscreen, and you know that it's a big

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Speaker 1: deal for a company, because I know what it's like

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Speaker 1: to be a small business owner and to not really

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Speaker 1: have the capital because we're all trying to get investors,

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Speaker 1: you know what I'm saying, and to not really have

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Speaker 1: the capital to pay people to do certain things. And

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Speaker 1: so for me, because you know me, before I do

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Speaker 1: some the I'm do a little research because what if

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Speaker 1: it was Black Girl Sunscreen but it was owned by

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Speaker 1: somebody white or something like that.

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Speaker 4: It's possible and people still transclah, yeah that you know

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Speaker 4: black Girl Sunscreen was founded by somebody not.

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Speaker 1: Of color, right yeah, yeah, and listen. So I was like,

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Speaker 1: let me, you know, see what it is. And so

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Speaker 1: I saw that it was a newer company, and I

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Speaker 1: was like, I felt like me posting it was also,

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Speaker 1: but it was a great product and I wouldn't have

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Speaker 1: done it if it wasn't. But my point is if

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Speaker 1: you like something and you want to support it, give

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Speaker 1: a post, you know, and it really does go a

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Speaker 1: long way and people appreciate it. And it's also you

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Speaker 1: giving your audience or whoever follows you like good advice

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Speaker 1: to say, hey you should try this.

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Speaker 4: You know, but it goes further than that, right like

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Speaker 4: you told your homegirl right in that respect, this is

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Speaker 4: my homegirl, I'm gonna put her on. So we really

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Speaker 4: value the referrals because that's how we grow stronger. And honestly,

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Speaker 4: if it wasn't because of all the aunties that are

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Speaker 4: telling their nieces and vice versa, friends selling friends, people

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Speaker 4: buying for their whole entire department for a gift bag.

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Speaker 4: Black girls, Sunstream wouldn't be where we are today because

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Speaker 4: the numbers add up and everybody, you know, they don't

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Speaker 4: they don't feel like posting, and we're okay with that.

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Speaker 4: You have an audience, you have a voice. So it

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Speaker 4: was very helpful for us during that time. It's helpful

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Speaker 4: for us.

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Speaker 3: Now let me.

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Speaker 1: Ask you this, chante. I some real people have a

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Speaker 1: problem with you using the word black girl, because I

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Speaker 1: also noticed it sometimes people shy away, like, oh, we

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Speaker 1: don't want to put it in the box. Sometimes people

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Speaker 1: feel like, well, you shouldn't let people know you're a

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Speaker 1: black owned business just because you don't want to make

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Speaker 1: it seem like other people can't use it. Did you

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Speaker 1: ever have any pushback on that or do people sometimes

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Speaker 1: come at you online like, oh, so white people can't

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Speaker 1: use this?

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Speaker 4: Yes, and it's a loaded yes, because it's something that

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Speaker 4: we still have to face today. In twenty sixteen, when

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Speaker 4: I created it, it was never ever a second thought

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Speaker 4: of if the name should be Black Girls Sunscreen, because

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Speaker 4: that's how I felt in my heart. I wanted the

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Speaker 4: space to understand that it was for black women. And

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Speaker 4: my vernacular has changed over time. So the product is

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Speaker 4: for black women and it's sunscreen period. There's no guessing,

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Speaker 4: there's no guesswork in it. So you walk down the aisle,

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Speaker 4: you're looking for a sunscreen. Okay, this is for me

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Speaker 4: because it studs for me. Now as we grow, the

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Speaker 4: vernacular has changed to women of color and then people

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Speaker 4: of color because we see that so many others are

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Speaker 4: taken to the brand. People are really enjoying the product.

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Speaker 4: It says what it does, It does what it says

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Speaker 4: it's supposed to do, meaning rub In with no white casts.

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Speaker 4: So with that, if somebody that has less melanated skin

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Speaker 4: is like, hey, can I wear the product, It's like,

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Speaker 4: of course, it's mosturizing, moisturizing and hydrating. Why can't you

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Speaker 4: use it? We're just talking to women and people that

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Speaker 4: have been ignored in the industry for decades. So listen,

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Speaker 4: I there are business out here that shy away from

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Speaker 4: identifying exactly who they are and who they want to

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Speaker 4: talk to. Why I can name festivals right now that

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Speaker 4: speak to exactly who they're who they want to come

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Speaker 4: to their festivals, and there's no pushback, right But when

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Speaker 4: it's black people, there's pushback.

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Speaker 1: And I think the other part of the story is

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Speaker 1: a lot people have been told, well, if you have melanine,

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Speaker 1: you don't need some block, and it's important to know that, yes,

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Speaker 1: you still do need at least at SPF thirty.

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Speaker 3: Yes.

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Speaker 4: So when I was coming up, we didn't use the

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Speaker 4: word sunscreen at all. We didn't have the product in

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Speaker 4: the house at all, So I was very unfamiliar as

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Speaker 4: opposed to okay, growing up with it, going to camp

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Speaker 4: and my mother putting sunscreen on me like my lighter

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Speaker 4: skin counterparts. So it's a different environment. So if you

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Speaker 4: are taught not to wear sunscreen, that's just what it

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Speaker 4: is until maybe you go to the dermatologists and they

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Speaker 4: recommend it. But what if you go to the dermatologists

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Speaker 4: and they're not recommending sunscreen because they're not educated on

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Speaker 4: ethnic skin. So there's different levels to why we're not

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Speaker 4: wearing sunscreen A from our environment, B from lack of

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Speaker 4: professional education. And then see from a big brand perspective.

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Speaker 4: Larger brands aren't speaking to us.

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Speaker 3: So on so many different levels, we're not even exposed

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Speaker 3: to it.

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Speaker 1: And one thing that's important to me too is what's

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Speaker 1: in my product, because you know, we also want to

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Speaker 1: make sure that we're not using products that have ingredients

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Speaker 1: that could be harmful to us in it. So when

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Speaker 1: you designed, when you came up with how you were

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Speaker 1: going to make this product, can you talk about that process.

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Speaker 3: Yeah, So we were really progressive. We were before our time.

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Speaker 4: And one of the ingredients that I wanted to eliminate

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Speaker 4: was oxybenzone because it had an effect on corel reef.

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Speaker 4: This was in twenty sixteen and when I was talking

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Speaker 4: to my chemist about it, he was like, no, you know,

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Speaker 4: I've been doing this for twenty years, we're gonna keep

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Speaker 4: it in there, and I'm like, no, I'm producing this,

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Speaker 4: so we're gonna take it out. Fast forward three four years,

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Speaker 4: the industry banned it. So you can't use any sunscreen

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Speaker 4: product that has oxyben zone in Hawaii, in the Keys

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Speaker 4: and other spaces, other beach big spaces are taking out

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Speaker 4: oxybenzone because.

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Speaker 3: It is harmful.

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Speaker 4: So if we did not remove oxybenzone in twenty sixteen,

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Speaker 4: we would have had to reformulate.

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Speaker 1: Wow.

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Speaker 4: So even being as expensive to do about it, it is

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Speaker 4: so even being a big box retailer, they've regulated that ingredient.

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Speaker 4: So if you're a sunscreen you can't have that ingredient

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Speaker 4: in your product. So let's say you're like, hey, I

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Speaker 4: don't care. I'm a D two C company direct to

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Speaker 4: consumer and my customer is not in Hawaii or is

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Speaker 4: not in the Keys, I'm not going to reformulate. If

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Speaker 4: you're in the big box retailer, you do have to reformulate. Yeah,

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Speaker 4: So it was a costy decision that I didn't even know.

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Speaker 4: I was super green coming in right, And I think

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Speaker 4: that ambition blind blind ambition is great, right, because you

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Speaker 4: don't know what pitfalls you don't know what challenges you're

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Speaker 4: gonna come across. You're just like I got this idea

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Speaker 4: and I'm going to execute it.

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Speaker 1: Yes, like calculated blind ambition, because you still got to

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Speaker 1: do the research, right, How did.

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Speaker 2: You know this was harmful? And too? Can you briefly

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Speaker 2: kind of explain your background what you did before you

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Speaker 2: got into this business?

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Speaker 4: Yeah, just google a lot of That's what I like.

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Speaker 4: You know, hours of research, right, and you know what's

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Speaker 4: going to be hydrating, what's going to be the number

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Speaker 4: one reason why people of color are not wearing sunscreen

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Speaker 4: is because of the white cast.

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Speaker 3: Okay, so how do we eliminate that?

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Speaker 1: Right?

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Speaker 4: So pre twenty sixteen, like legit, we were just wearing

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Speaker 4: what was so to us and that's why we wouldn't

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Speaker 4: wear it because like I don't want to look crazy.

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Speaker 2: I don't want to So why do I have to?

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Speaker 3: Why do I have to take what you're giving me?

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Speaker 4: I'm cool, right, I'm cool. So my background not chemistry.

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Speaker 4: I have an under undergrad degree in business. I have

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Speaker 4: my MBA and I was rolling into and I was

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Speaker 4: enrolled into a PhD program for organizational behavior and I

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Speaker 4: had to exit because I was doing.

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Speaker 3: Black girls sunscreen.

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Speaker 4: And I had to figure out, you know, what was

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Speaker 4: the appropriate thing to do, juggling a full time job

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Speaker 4: overseeing an up and coming business and being enrolled into

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Speaker 4: this really high intense research program. And I said, Okay,

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Speaker 4: education will always be there, so I'll just circle back

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Speaker 4: to the PhD.

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Speaker 1: Something good to fall back on.

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Speaker 4: Yeah, And but honestly, the ingredients is is a story

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Speaker 4: for us because, you know, even though we're starting with

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Speaker 4: the baseline consumer, because we're changing the narrative around sun

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Speaker 4: safety within a group that may have been exposed to

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Speaker 4: it or not. So we wanted to start very kind

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Speaker 4: of simplistic, so everybody understood, hey, at least I should

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Speaker 4: be worrying sunscreen. Let's start to open up our minds

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Speaker 4: their minds as opposed to, okay, we have this, this, this, this,

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Speaker 4: and this. We didn't want to be so ingredient heavy

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Speaker 4: because we have to.

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Speaker 3: We have to start from the from scratch.

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Speaker 1: Yeah. Yeah, I've had people tell me we don't need sunscreen.

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Speaker 1: We have yeah, And I'm like always like, nah, I'm

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Speaker 1: not trying to get skin cancer.

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Speaker 2: Why do you start wearing sunscreen?

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Speaker 1: Probably I didn't wear it when I was a kid. Neither,

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Speaker 1: yeah at all. Yeah, so probably after I got burnt.

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Speaker 2: I think that happened to me. Hold on, and it

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Speaker 2: was only a few black cheerleaders. Everybody else was white.

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Speaker 2: They all will wear sunscreen sound black or whatever, and

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Speaker 2: I didn't because no one had told me to. And

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Speaker 2: I got really burned. And I said to my mom, like,

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Speaker 2: why you didn't tell me my mom is brown. She's like, well,

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Speaker 2: I didn't know I'm brown. So I just thought maybe

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Speaker 2: you wouldn't have that problem. And my mother really didn't know.

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Speaker 2: So I feel like it's it's kind of new for

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Speaker 2: for black and brown.

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Speaker 1: Sometimes we put oil on and stuff like that. To

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Speaker 1: give me a jay, give me l right, were you no?

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Speaker 2: She c yeah?

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Speaker 3: Same here.

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Speaker 1: Now tell me about this because you know against Shante

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Speaker 1: Lundy is here founder a black girl sunscreen. You're from Newburgh,

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Speaker 1: New York. Yes, something tell me about Newburg for anybody

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Speaker 1: who's never number.

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Speaker 4: Okay, Dan got he got an eight four five number.

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Speaker 4: So Newburgh is uh Newburgh?

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Speaker 2: You like that, but okay, I won't try.

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Speaker 3: So it's an hour and a half up the street.

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Speaker 4: It's not far at all, so from Harlem hour and

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Speaker 4: a half.

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Speaker 3: If you're booking it. You take the train right up

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Speaker 3: to Yes.

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Speaker 4: Okay, okay, so tell us about growing It's crazy sun.

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Speaker 4: It brings us smile to my face because Newburgh is

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Speaker 4: a town that if you actually want to do something,

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Speaker 4: you gotta leave, but you're never going to forget that

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Speaker 4: you are from Newburgh. So I grew up in Newburgh

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Speaker 4: in the early eighties.

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Speaker 3: I know it doesn't look like it, but the early eighties.

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Speaker 4: Yeah, in the early eighties it was a it was

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Speaker 4: a crack epidemic and just a black hole.

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Speaker 2: Right.

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Speaker 4: So it's a small city and even if you want

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Speaker 4: to have a decent job, you got to commute to

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Speaker 4: the city, right because there were no big businesses in

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Speaker 4: Newburgh unless you were in education, so maybe like a

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Speaker 4: teacher or something.

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Speaker 3: You were probably making a decent living.

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Speaker 4: So growing up in Newburgh there are parts that are

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Speaker 4: really black and that are really not black. And so

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Speaker 4: but if you want to if you did good in sports,

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Speaker 4: you would have to you would want to go to

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Speaker 4: the black school, right because that's where you were kind

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Speaker 4: of like challenged and people were looking at their high school.

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Speaker 4: So like n if they gets a lot of attention

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Speaker 4: for football, for track and field, if you wanted like

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Speaker 4: a decent house and feel safe.

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Speaker 3: You lived in the suburb, so like New.

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Speaker 4: Windsor you would even go to like a Walden or Montgomery, Middletown.

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Speaker 4: So those are outside of Newburgh because it's it's dangerous.

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Speaker 4: I hate to I'm hesitant because you don't want to

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Speaker 4: speak down on.

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Speaker 1: You can.

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Speaker 3: Yeah.

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Speaker 4: So at one point it was the murder murder capital

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Speaker 4: of the United States because you know, yes, that's what

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Speaker 4: it is. But but I graduated from Valley Central, which

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Speaker 4: is fifteen minutes out of Newburgh. So I didn't graduate

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Speaker 4: from NFA, and that's because my parents decided to moved

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Speaker 4: from Newburgh. And then that was to get away of

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Speaker 4: just the toxicness. Right, so literally you could have you know,

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Speaker 4: prostitution like right here on the corner. Oh oh yeah,

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Speaker 4: it's serious. But now what's happening is people are moving

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Speaker 4: out from outside of the city because the homes are

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Speaker 4: more affordable, and so there's gentrification happening along the river.

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Speaker 4: But you know, if you go down Broadway. Broadway is

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Speaker 4: one of the main streets to Newburg, there's something called

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Speaker 4: like the Hudson kind of like area where there's just

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Speaker 4: restaurants and clubs and it's pretty because it's it's on

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Speaker 4: the river. So I talk about Newburgh because I'm deeply ruded.

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Speaker 4: It's in me right, like you can't take it out

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Speaker 4: of me. And it wasn't that it was a struggle,

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Speaker 4: but I've seen the struggle. So I might not have struggled, but.

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Speaker 3: I've seen it. I've seen it around me, and I

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Speaker 3: don't take that for granted. And it was hard. It

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Speaker 3: was hard coming from humble beginnings.

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Speaker 4: And I appreciate people that have also experienced just having

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Speaker 4: to to figure out, you know, getting resources or not

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Speaker 4: having a fresh outfit on the first day of school, right,

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Speaker 4: because that was the thing too, which where are you

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Speaker 4: gonna wear on the first day?

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Speaker 1: You didn't want to get made fun of because hens.

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Speaker 4: And everything, right, like so sunscreen, Like my family couldn't

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Speaker 4: afford sunscreen, Like we would just buy lotion, right, and

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Speaker 4: and that was it. And we're talking about like just

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Speaker 4: basic essential So talk about really really humble beginnings there.

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Speaker 3: So that's the part of.

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Speaker 4: Me that I don't necessarily share all the time because

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Speaker 4: I am becoming more comfortable now. But you know, asked

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Speaker 4: me ten years ago, I wouldn't necessarily share the humble beginnings.

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Speaker 4: I talk about Newburgh, but if you knew Newburg, then

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Speaker 4: you understand humble beginning, humble beginnings if you will.

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Speaker 1: So how was it for you having to have these

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Speaker 1: conversations like Walgreens, right, the partnership that you have with Walgreens.

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Speaker 1: I want you to discuss. You know, you talk about

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Speaker 1: coming from humble beginnings, but then you have your MBA.

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Speaker 1: We talk about this PhD program and this wasn't necessarily

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Speaker 1: like you're not a chemist, so your background wasn't in

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Speaker 1: you know, necessarily developing these products from that standpoint, but

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Speaker 1: then being comfortable because I feel like, even for myself,

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Speaker 1: you know, you have this little bit of an imposter

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Speaker 1: syndrome sometimes when you're like, man, I got it because

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Speaker 1: I have my coffee company and I have to have

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Speaker 1: these conversations and it is a learning curve too. And

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Speaker 1: so when you first got into some was Walgreens the

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Speaker 1: first as far as Target, oh, Target was first, okay,

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Speaker 1: So what was that like when you had that first

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Speaker 1: conversation and finding out that you would be in Target?

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Speaker 1: Because I've heard this, right, I'm about to be in

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Speaker 1: Target too, So anyway saying it, but I had somebody

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Speaker 1: tell me one time, it's not always what is cracked

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Speaker 1: up to be and there are some pitfalls that can happen.

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Speaker 1: So for you getting into Target, talk about that process

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Speaker 1: and how it even happened.

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Speaker 4: It happened, because I'm not going to say we made

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Speaker 4: it happen, but we kind of made it happen. Reason

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Speaker 4: why I say that was is because if you look

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Speaker 4: up certain words keywords on the Internet, you are not

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Speaker 4: escaping black Girl sunscreen.

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Speaker 3: It's just not happening.

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Speaker 4: And yeah, because it's important that your Google visibility is strong,

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Speaker 4: especially in this type of environment. So literally, I was

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Speaker 4: in Chicago and I got a call saying like, Hey,

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Speaker 4: this is this is, this is such and such from Target,

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Speaker 4: and we want to know if you want to be

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Speaker 4: in the store.

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Speaker 1: Damn straight up.

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Speaker 4: So I put him on mute and I just started crying.

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Speaker 3: Oh I started crying.

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Speaker 4: Got myself together took like two seconds, and I was like, okay,

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Speaker 4: so what do we need to do next? It was

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Speaker 4: like a Friday evening and he was like, okay, so

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Speaker 4: we're going to get something on the calendar and then

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Speaker 4: we're gonna have a conversation.

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Speaker 1: Is amazing. So it wasn't that you like pitching to them.

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Speaker 4: So Black Girls Sunscreen has never pitched to a retailer.

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Speaker 4: Oh interesting, uh huh, And we're in twelve thousand stores.

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Speaker 4: So I say that because we've done something that we

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Speaker 4: tellers want, and that's having new guests come to their stores.

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Speaker 4: So what I mean by like not having to go

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Speaker 4: out and pitch is typically they've come to us like, hey,

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Speaker 4: we've seen you over here, or hey we love your product,

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00:19:11,600 --> 00:19:14,320
Speaker 4: or hey it was referred by this person, let's have

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Speaker 4: the conversation. So our growth has been happening organically, whereas

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Speaker 4: some other people do have to figure out who the

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Speaker 4: buyer is and land those conversations. And for us, we've

404
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Speaker 4: been I don't want to stay lucky, because there's nothing

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Speaker 4: about luck what we're doing. It's been We've been working

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Speaker 4: really hard. I mean, our team is solid.

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Speaker 1: You've been recognized for the work that you've put in

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Speaker 1: and for having a product that is also fundamentally amazing,

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Speaker 1: because if it wasn't, none of this works. You can

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Speaker 1: get into a store, but can you stay in a store?

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Speaker 4: Oh, let's talk about velocity. So you know, we had

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Speaker 4: the call in the first year negotiations is what's the

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Speaker 4: best word I would say, not stressful, intense. There you go, right,

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Speaker 4: because you want the relationship to be equitable and not

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Speaker 4: just a target. But big box retailers have will strong

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Speaker 4: arm you.

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Speaker 1: They want to make money as much as they can.

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Speaker 1: But you also have to make sure you're not cutting

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Speaker 1: yourself short.

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Speaker 4: Well that you could handle it, right, because let's just say,

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Speaker 4: I don't know the breakdown in sixty forty is that

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Speaker 4: something that you can you can do that's forty percent

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Speaker 4: that you're like, well, hold on, I just been one

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Speaker 4: hundred percent on the product, So why am I only

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Speaker 4: gonna get forty percent from this transaction? That shit doesn't

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Speaker 4: make sense to me, right, Like, if you actually do

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Speaker 4: the math and your product can be discounted, it could

428
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Speaker 4: be charged backed, it could be defective.

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Speaker 1: Because there's a lot of it doesn't sell then.

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Speaker 4: So so because we're growing, we're not having that issue. Right,

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Speaker 4: So that conversation, honestly, like it's hard for me to

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Speaker 4: even think about because I'm always on my mind is

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Speaker 4: always like how do we increase sales, how do we

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Speaker 4: increase the door count? How do we build stronger relationships

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Speaker 4: with the buyer?

436
00:20:59,320 --> 00:20:59,439
Speaker 2: Right?

437
00:20:59,480 --> 00:21:03,320
Speaker 4: So they're plugs us in this advertisement and in this

438
00:21:03,320 --> 00:21:06,600
Speaker 4: this marketing ploye. Like, there's just different ways that you

439
00:21:06,720 --> 00:21:11,800
Speaker 4: enhance your partnership beyond the buyer. Store Black Girl Sunscreen

440
00:21:11,880 --> 00:21:15,320
Speaker 4: is always eye level. Always, there's no there's no stores

441
00:21:15,320 --> 00:21:17,280
Speaker 4: that were on the bottom or on the top.

442
00:21:17,560 --> 00:21:20,639
Speaker 2: You know, that's is that part your request or that

443
00:21:20,760 --> 00:21:23,040
Speaker 2: is that the stores requests, or that is that who

444
00:21:23,080 --> 00:21:23,680
Speaker 2: sells the most?

445
00:21:23,840 --> 00:21:25,639
Speaker 3: Is that the last the ladder.

446
00:21:26,080 --> 00:21:28,359
Speaker 4: So if you're selling through, they're going to put you

447
00:21:28,640 --> 00:21:30,840
Speaker 4: where the consumer is going to see you, right, But

448
00:21:30,880 --> 00:21:33,000
Speaker 4: then they also see how hard the brand is going.

449
00:21:33,560 --> 00:21:33,720
Speaker 3: Right.

450
00:21:33,920 --> 00:21:35,640
Speaker 4: I mean you could go on all of our socials

451
00:21:35,640 --> 00:21:37,520
Speaker 4: and see that we're shouting out our retailers.

452
00:21:37,560 --> 00:21:37,679
Speaker 2: Right.

453
00:21:37,720 --> 00:21:42,280
Speaker 4: We literally have a content schedule when we're talking about

454
00:21:42,320 --> 00:21:47,520
Speaker 4: each relationship. So the velocity, meaning to sell through is important.

455
00:21:47,560 --> 00:21:50,159
Speaker 4: So if you're selling I don't know X amount of

456
00:21:50,200 --> 00:21:52,560
Speaker 4: units per week, they're like, Okay, this is a brand

457
00:21:52,600 --> 00:21:55,160
Speaker 4: that's doing well. We want to highlight them. We want

458
00:21:55,160 --> 00:21:57,760
Speaker 4: to showcase the showcase them in the best way to

459
00:21:57,840 --> 00:22:00,639
Speaker 4: move their product. So the longer you're the store, the

460
00:22:00,680 --> 00:22:02,560
Speaker 4: more market share you have in the store.

461
00:22:02,680 --> 00:22:04,720
Speaker 3: Okay, so if you're.

462
00:22:04,600 --> 00:22:07,760
Speaker 4: In the store whatever four years, right, you have to

463
00:22:07,880 --> 00:22:12,040
Speaker 4: account for either you know, let's say two, three, four

464
00:22:12,119 --> 00:22:15,960
Speaker 4: or five percent of their business in that category. Right,

465
00:22:16,040 --> 00:22:18,720
Speaker 4: So like if you got coffee, let's just say coffee,

466
00:22:19,520 --> 00:22:21,719
Speaker 4: and we're going to take it one hundred percent market

467
00:22:22,040 --> 00:22:22,639
Speaker 4: just in coffee.

468
00:22:22,680 --> 00:22:25,480
Speaker 3: Okay, you and there you're killing the game.

469
00:22:25,680 --> 00:22:28,080
Speaker 4: Three years in you should probably have about three to

470
00:22:28,160 --> 00:22:31,879
Speaker 4: five percent of just that's that market in that category.

471
00:22:32,200 --> 00:22:36,240
Speaker 4: So then you become valuable to the retailer, right because

472
00:22:36,280 --> 00:22:39,239
Speaker 4: you own You're not zero point five percent of that

473
00:22:39,359 --> 00:22:42,720
Speaker 4: business their P and L. You are five percent of

474
00:22:42,720 --> 00:22:43,399
Speaker 4: that P and L.

475
00:22:43,800 --> 00:22:46,000
Speaker 1: Okay, guys. See this is important because there's a lot

476
00:22:46,000 --> 00:22:47,520
Speaker 1: of people who are like, I'm going to get in stores,

477
00:22:47,680 --> 00:22:50,080
Speaker 1: but they don't understand once you get in there, when

478
00:22:50,080 --> 00:22:52,119
Speaker 1: you do have to become valuable, because you can't just

479
00:22:52,160 --> 00:22:53,720
Speaker 1: get in and then be like, Okay, I did my job.

480
00:22:54,240 --> 00:22:56,560
Speaker 2: What's the hardest part about being in the store?

481
00:22:57,119 --> 00:22:57,280
Speaker 1: Oh?

482
00:22:57,400 --> 00:22:58,760
Speaker 3: Not knowing who our customer is?

483
00:22:59,200 --> 00:23:00,320
Speaker 2: But you know you're customer.

484
00:23:00,600 --> 00:23:01,880
Speaker 3: No, No, we don't know.

485
00:23:01,840 --> 00:23:04,360
Speaker 4: It's you, right because we don't have their we don't

486
00:23:04,359 --> 00:23:06,760
Speaker 4: have an email address, we don't have any way to talk.

487
00:23:06,560 --> 00:23:10,280
Speaker 1: To a target. Yes, but it also depends on which

488
00:23:10,320 --> 00:23:12,359
Speaker 1: target you're at yes, because I don't go to every target.

489
00:23:12,359 --> 00:23:15,640
Speaker 1: I certain neighborhoods that maybe.

490
00:23:15,560 --> 00:23:18,359
Speaker 4: So for me where I'm like, man, I wish we

491
00:23:18,400 --> 00:23:21,640
Speaker 4: had a little bit more eyes on this is understanding

492
00:23:21,800 --> 00:23:24,800
Speaker 4: what she likes, what she where she goes, who she is,

493
00:23:25,200 --> 00:23:28,720
Speaker 4: and the big box retailers those that's their customers, ain't

494
00:23:28,720 --> 00:23:31,399
Speaker 4: our customers, right, So that's the that's that's the issue

495
00:23:31,400 --> 00:23:32,720
Speaker 4: that I have is can.

496
00:23:32,960 --> 00:23:33,880
Speaker 3: We share email lists?

497
00:23:39,480 --> 00:23:42,840
Speaker 4: So customer's data? Right, Like that's what every business wants,

498
00:23:42,880 --> 00:23:46,119
Speaker 4: it's the customer's data. So I'm just like, okay, Like

499
00:23:46,200 --> 00:23:48,440
Speaker 4: I know we're retaining the customer at the big box

500
00:23:48,480 --> 00:23:51,680
Speaker 4: retailer because we're growing, but how do we make sure

501
00:23:51,720 --> 00:23:55,080
Speaker 4: that we're really speaking to that guest, to that customer.

502
00:23:55,240 --> 00:23:57,679
Speaker 1: Do you make more online than you do like direct

503
00:23:57,680 --> 00:24:00,200
Speaker 1: to consumer than you do instors? Because that's another to

504
00:24:00,320 --> 00:24:03,800
Speaker 1: because on the loan, well, I'm just asking, you know,

505
00:24:03,920 --> 00:24:04,880
Speaker 1: he's all questions.

506
00:24:04,920 --> 00:24:06,359
Speaker 3: I love them. I don't love.

507
00:24:06,280 --> 00:24:09,879
Speaker 1: Them because obviously you're going to get more per sale

508
00:24:10,040 --> 00:24:12,760
Speaker 1: and it's direct to consumer, so you know.

509
00:24:13,000 --> 00:24:16,120
Speaker 4: The advantage of going into in store is that they

510
00:24:16,200 --> 00:24:18,200
Speaker 4: have the reach that a Black.

511
00:24:17,960 --> 00:24:19,160
Speaker 3: Girl Sunscreen won't have.

512
00:24:19,320 --> 00:24:21,600
Speaker 4: I mean, our socials are probably about two hundred thousand,

513
00:24:23,240 --> 00:24:26,120
Speaker 4: and I mean they get a lot of eyes, whether

514
00:24:26,160 --> 00:24:30,280
Speaker 4: it's the Walmarts, Walgreen, CBS, whatever it is. So you know,

515
00:24:31,320 --> 00:24:34,480
Speaker 4: it is a it is a what's the word I

516
00:24:34,520 --> 00:24:35,040
Speaker 4: want to use?

517
00:24:35,800 --> 00:24:36,160
Speaker 3: Hm hmm.

518
00:24:36,480 --> 00:24:38,520
Speaker 1: It's a it's a given take kind of like.

519
00:24:38,800 --> 00:24:43,000
Speaker 4: Not necessarily a given take. But no, she was asking

520
00:24:43,040 --> 00:24:47,359
Speaker 4: me what's to spread, so I can't necessarily say, you.

521
00:24:47,359 --> 00:24:49,280
Speaker 1: Know what it is. It's it's the marketing of being

522
00:24:49,320 --> 00:24:51,760
Speaker 1: able to be there and have brand recognition too, and

523
00:24:51,800 --> 00:24:53,760
Speaker 1: that could bring you know, that brings more eyes.

524
00:24:53,880 --> 00:24:56,760
Speaker 4: Like you said, once you start to scale, it's going

525
00:24:56,840 --> 00:25:00,760
Speaker 4: to cannibalize your dot com r like like period. So

526
00:25:00,840 --> 00:25:02,600
Speaker 4: what we do at Black Girls Sunscreen is we have

527
00:25:02,720 --> 00:25:04,840
Speaker 4: all of our new product launches go.

528
00:25:04,760 --> 00:25:07,520
Speaker 3: To our dot com first. Okay, all of our.

529
00:25:07,359 --> 00:25:10,200
Speaker 4: Seasonal items go to our dot com first, right, Because

530
00:25:10,480 --> 00:25:13,760
Speaker 4: that's how we're bringing that consumer to what we're doing

531
00:25:13,840 --> 00:25:16,720
Speaker 4: as opposed to like whatever the big box retailer. We

532
00:25:16,760 --> 00:25:18,800
Speaker 4: want them to know that this is exclusive. You can

533
00:25:18,840 --> 00:25:21,520
Speaker 4: only buy our merch on black Girlsunscreen dot com. You

534
00:25:21,560 --> 00:25:24,640
Speaker 4: can only buy our make it spice product on Black

535
00:25:24,640 --> 00:25:25,919
Speaker 4: Girlsunscreen dot com.

536
00:25:26,160 --> 00:25:27,480
Speaker 3: We have mons.

537
00:25:28,920 --> 00:25:29,320
Speaker 1: Right now.

538
00:25:30,119 --> 00:25:30,480
Speaker 3: We did.

539
00:25:31,320 --> 00:25:34,000
Speaker 4: We did make it spice, not make it spice, make

540
00:25:34,000 --> 00:25:37,600
Speaker 4: it pop. Our newest launch is for It's sunglass, so

541
00:25:37,600 --> 00:25:40,760
Speaker 4: we cross categories. Okay, and that's a big deal for us.

542
00:25:40,840 --> 00:25:41,320
Speaker 1: Yes it is.

543
00:25:41,359 --> 00:25:44,919
Speaker 3: Congratulations, thank you very much, so that we launched that

544
00:25:45,040 --> 00:25:47,840
Speaker 3: on on the website. You can't, you can't anywhere else.

545
00:25:47,880 --> 00:25:49,879
Speaker 2: What's the busiest month for you in terms of sales,

546
00:25:49,920 --> 00:25:51,440
Speaker 2: like July? Okay, July.

547
00:25:51,600 --> 00:25:53,960
Speaker 3: Yeah, we're actually going into sunscreen season right now.

548
00:25:54,320 --> 00:25:55,679
Speaker 1: We can't wait for that, by the way, because I

549
00:25:55,720 --> 00:25:59,920
Speaker 1: need a vacation. Girl. Now, one more thing that I

550
00:26:00,040 --> 00:26:01,199
Speaker 1: want to ask you, and this is going to be

551
00:26:01,240 --> 00:26:02,439
Speaker 1: a hard question.

552
00:26:02,520 --> 00:26:04,040
Speaker 3: Okay, have you ready? Yeah?

553
00:26:04,160 --> 00:26:07,280
Speaker 1: Okay, So a lot of times and we've seen this

554
00:26:07,400 --> 00:26:09,960
Speaker 1: happen with other products. Right it starts off as black

555
00:26:09,960 --> 00:26:13,760
Speaker 1: owned and then it's somewer. Yes, people are like, okay,

556
00:26:14,119 --> 00:26:16,280
Speaker 1: it's time for me to sell this business, cash out

557
00:26:16,320 --> 00:26:20,800
Speaker 1: and invest in something else. But and I'm not asking

558
00:26:20,840 --> 00:26:23,399
Speaker 1: you right now if that's what your intention is, because

559
00:26:23,400 --> 00:26:25,440
Speaker 1: that's a hard thing. You never know, you know, people,

560
00:26:25,560 --> 00:26:28,320
Speaker 1: circumstances change. It could be something else that you want

561
00:26:28,320 --> 00:26:30,840
Speaker 1: to do that you want to invest in, right, But

562
00:26:31,040 --> 00:26:33,560
Speaker 1: can you talk to people about that, you know, just

563
00:26:33,600 --> 00:26:35,679
Speaker 1: even making a decision about your company, because this is

564
00:26:35,680 --> 00:26:39,240
Speaker 1: your baby, right, is that something that you I mean,

565
00:26:39,320 --> 00:26:41,919
Speaker 1: I feel like this. Nobody plans to do something forever

566
00:26:42,160 --> 00:26:45,520
Speaker 1: and unless you are premented, Yeah, unless you are planning

567
00:26:45,520 --> 00:26:47,800
Speaker 1: to do this forever, that's a lot. That's a and

568
00:26:47,840 --> 00:26:50,520
Speaker 1: you also never know if your circumstances will change. So

569
00:26:50,560 --> 00:26:52,320
Speaker 1: when you were building this, was this something that you

570
00:26:52,320 --> 00:26:55,280
Speaker 1: took into consideration, because I always feel like it's something

571
00:26:55,280 --> 00:26:57,320
Speaker 1: you think about, like what would be my number if

572
00:26:57,359 --> 00:26:59,639
Speaker 1: somebody offered, you know, me some money for my.

573
00:27:01,359 --> 00:27:04,479
Speaker 4: Black Girls Sunscream was started with one product in one person,

574
00:27:04,800 --> 00:27:07,480
Speaker 4: and now we're a team of twenty and twelve thousand stores.

575
00:27:07,880 --> 00:27:10,040
Speaker 4: I never ever thought that this would be possible to

576
00:27:10,080 --> 00:27:13,560
Speaker 4: have the conversation of not only raising money, but selling

577
00:27:13,600 --> 00:27:17,520
Speaker 4: the business. So some decisions I'm making as I go

578
00:27:18,000 --> 00:27:20,360
Speaker 4: and what feels great. I follow my tuition and every

579
00:27:20,400 --> 00:27:24,520
Speaker 4: decision that I make. So typically when a business takes

580
00:27:24,560 --> 00:27:28,119
Speaker 4: outside funding, it is either to go public public or

581
00:27:28,160 --> 00:27:32,800
Speaker 4: to sell. Okay, so with that something has to happen,

582
00:27:33,480 --> 00:27:35,000
Speaker 4: right or some people are gonna be mad.

583
00:27:35,200 --> 00:27:36,920
Speaker 3: Right, we gotta pay them back.

584
00:27:38,760 --> 00:27:43,520
Speaker 4: I think that black businesses, we should aspire to get

585
00:27:43,560 --> 00:27:44,119
Speaker 4: more sold.

586
00:27:44,520 --> 00:27:44,720
Speaker 3: Right.

587
00:27:45,080 --> 00:27:47,160
Speaker 4: There's been a lot of movement in the hair care

588
00:27:47,160 --> 00:27:50,520
Speaker 4: space which has been phenomenal. We have the food industry

589
00:27:50,920 --> 00:27:54,359
Speaker 4: really dominating. We have beauty you know, coming in really strong.

590
00:27:54,480 --> 00:27:57,280
Speaker 4: So you know, what is important to me is that

591
00:27:57,359 --> 00:28:01,199
Speaker 4: we are showing women or like just coming up that

592
00:28:01,320 --> 00:28:05,840
Speaker 4: it's possible. Brands are getting bought and sold left and right.

593
00:28:05,880 --> 00:28:08,880
Speaker 4: We can do it too. So if Black Girls Sunscreen

594
00:28:09,000 --> 00:28:10,399
Speaker 4: ends up that way, she's.

595
00:28:10,280 --> 00:28:14,800
Speaker 1: Okay with that curse because people love you so much

596
00:28:14,840 --> 00:28:17,680
Speaker 1: when you start something yourself, but then sometimes they don't

597
00:28:17,680 --> 00:28:18,160
Speaker 1: want to let.

598
00:28:18,080 --> 00:28:20,280
Speaker 2: You go because we have an emotional attack, I feel.

599
00:28:20,359 --> 00:28:22,040
Speaker 1: I think that's part of it.

600
00:28:21,320 --> 00:28:23,160
Speaker 2: Well, it's a connection to her, But.

601
00:28:23,119 --> 00:28:26,680
Speaker 1: To understand business more, I think is important because now

602
00:28:26,680 --> 00:28:28,640
Speaker 1: we're in a space where we can.

603
00:28:29,480 --> 00:28:32,040
Speaker 4: You know, interesting that you say that. So I had

604
00:28:32,040 --> 00:28:36,359
Speaker 4: a TikTok account started for me and on the first

605
00:28:36,400 --> 00:28:40,840
Speaker 4: post it was don't sell Black Girls centring, don't sell out.

606
00:28:40,960 --> 00:28:45,960
Speaker 4: And when I hear a comment that it's not selling out,

607
00:28:46,000 --> 00:28:49,240
Speaker 4: but it's also just from a general consumer's knowledge, which

608
00:28:49,280 --> 00:28:52,280
Speaker 4: I don't think is the knowledge of how business is

609
00:28:52,320 --> 00:28:57,520
Speaker 4: actually held and worked. So we're gonna we're here for

610
00:28:57,640 --> 00:29:01,360
Speaker 4: we're here right here, starting best or you're starting to

611
00:29:01,360 --> 00:29:06,520
Speaker 4: scratch the surface of growing and growth and really listening

612
00:29:06,560 --> 00:29:08,840
Speaker 4: to who our consumer is and what their needs are.

613
00:29:09,280 --> 00:29:11,000
Speaker 4: So I can't say what we're gonna do?

614
00:29:11,680 --> 00:29:14,800
Speaker 1: Good answer, And how was it raising funds? Because that's

615
00:29:14,840 --> 00:29:15,560
Speaker 1: not easy either.

616
00:29:15,840 --> 00:29:19,080
Speaker 4: It's still hard to this day, right. I feel like

617
00:29:19,600 --> 00:29:21,719
Speaker 4: because of the complexion of my skin and my gender,

618
00:29:22,520 --> 00:29:25,000
Speaker 4: I'm having to come in with more data than anybody,

619
00:29:26,240 --> 00:29:29,560
Speaker 4: more data and more of Okay, I know how to

620
00:29:29,600 --> 00:29:36,240
Speaker 4: manage money. I'm responsible, listen to that. I'm responsible. I'm

621
00:29:36,280 --> 00:29:41,040
Speaker 4: seeing my ledgerskin peers getting higher valuations on their company,

622
00:29:42,240 --> 00:29:45,120
Speaker 4: giving less of their business up and getting more money.

623
00:29:45,920 --> 00:29:48,360
Speaker 1: And you know that is not just a myth, that

624
00:29:48,480 --> 00:29:50,680
Speaker 1: is a fact. Like when you look at the statistics

625
00:29:50,680 --> 00:29:54,880
Speaker 1: and the numbers, women get less money, right and black

626
00:29:54,920 --> 00:29:57,960
Speaker 1: women get less then less, and so that is just

627
00:29:58,200 --> 00:30:00,880
Speaker 1: what it has been tip and we've had to turn

628
00:30:00,880 --> 00:30:03,920
Speaker 1: into other routes. You self funded in the beginning to

629
00:30:03,960 --> 00:30:06,200
Speaker 1: get your product off the ground, and you've been able

630
00:30:06,240 --> 00:30:08,640
Speaker 1: to raise money, but you know, and like you said,

631
00:30:08,680 --> 00:30:09,600
Speaker 1: it's still tough.

632
00:30:09,680 --> 00:30:11,280
Speaker 2: How learn how to raise capital.

633
00:30:14,440 --> 00:30:18,200
Speaker 4: And being part of a couple of communities where they

634
00:30:18,200 --> 00:30:20,680
Speaker 4: would like look over the decks that I created. I

635
00:30:20,720 --> 00:30:23,840
Speaker 4: also have a really strong financial team, right, so your

636
00:30:23,840 --> 00:30:26,880
Speaker 4: books have to be together in order to talk to

637
00:30:26,920 --> 00:30:28,800
Speaker 4: someone about getting money and that you know.

638
00:30:28,880 --> 00:30:30,920
Speaker 3: And that's the thing too. You're like, how hard was it?

639
00:30:31,840 --> 00:30:33,920
Speaker 4: I know it some people that didn't have their financials

640
00:30:33,920 --> 00:30:36,440
Speaker 4: together but happened to get a couple million dollars And

641
00:30:36,480 --> 00:30:41,960
Speaker 4: you're like wow, yeah, like literally, so I would say

642
00:30:42,040 --> 00:30:47,280
Speaker 4: that you know, right now, investors are investing in the founder, right,

643
00:30:47,360 --> 00:30:50,800
Speaker 4: so like what's that work eset of the founder and

644
00:30:51,080 --> 00:30:53,600
Speaker 4: what do they value and how do they hold themselves

645
00:30:53,600 --> 00:30:57,560
Speaker 4: in the public eye? And then is your product mass?

646
00:30:58,160 --> 00:31:01,360
Speaker 4: Does it have potential to be mass? And then what's

647
00:31:01,440 --> 00:31:02,120
Speaker 4: what's the plan?

648
00:31:03,080 --> 00:31:05,240
Speaker 1: All right, well, listen, I love it, and I appreciate

649
00:31:05,240 --> 00:31:07,280
Speaker 1: you for being so open and honest about everything.

650
00:31:07,400 --> 00:31:08,520
Speaker 3: Yeah, you know, you're welcome.

651
00:31:08,560 --> 00:31:10,840
Speaker 1: She's like, whoa, I came in here like I'm just

652
00:31:10,880 --> 00:31:13,000
Speaker 1: ready to have a conversation. Ask me anything you want,

653
00:31:13,120 --> 00:31:15,240
Speaker 1: and I you know that's valuable to me because you

654
00:31:15,280 --> 00:31:17,080
Speaker 1: know your shit, so thank you.

655
00:31:17,320 --> 00:31:19,560
Speaker 3: It also is more of like how much you want

656
00:31:19,560 --> 00:31:19,920
Speaker 3: to share?

657
00:31:20,280 --> 00:31:22,920
Speaker 4: Right, because we could get deep down dirty, we could

658
00:31:22,960 --> 00:31:24,280
Speaker 4: keep a light and bright right?

659
00:31:24,440 --> 00:31:27,240
Speaker 3: Right? Do you want the you want the true? Right?

660
00:31:27,320 --> 00:31:29,280
Speaker 3: And that's the question, and that's why I just share

661
00:31:29,360 --> 00:31:30,400
Speaker 3: so much kind of.

662
00:31:30,440 --> 00:31:32,880
Speaker 1: Like right there. We appreciate that now because I know

663
00:31:32,880 --> 00:31:34,640
Speaker 1: there's a lot of people who have businesses or who

664
00:31:34,720 --> 00:31:37,120
Speaker 1: want to start a business, or maybe people who are

665
00:31:37,160 --> 00:31:39,440
Speaker 1: watching what you're doing, yep, and want to know how

666
00:31:39,440 --> 00:31:41,479
Speaker 1: you got to where you are, not just on the light.

667
00:31:41,560 --> 00:31:44,280
Speaker 1: Like I'm Chantae Leney from Newburgh and I have this product.

668
00:31:44,280 --> 00:31:46,160
Speaker 1: I came up with it and it's in Target and

669
00:31:46,200 --> 00:31:48,880
Speaker 1: Walgreens and expanding. It's more than that, and it's so

670
00:31:49,000 --> 00:31:50,680
Speaker 1: much that goes into what it is that you do.

671
00:31:51,080 --> 00:31:53,000
Speaker 1: Was there ever a time when you felt like it

672
00:31:53,080 --> 00:31:54,880
Speaker 1: wasn't going to work and you were like I just

673
00:31:55,040 --> 00:31:57,360
Speaker 1: because being an entrepreneur and I know this myself, there's

674
00:31:57,360 --> 00:31:58,440
Speaker 1: times that you could just cry.

675
00:31:59,480 --> 00:32:03,160
Speaker 4: Yeah, I cry because I get million dollar pos And

676
00:32:03,160 --> 00:32:05,680
Speaker 4: that's a that's a flex. We're gonna snap to that.

677
00:32:05,760 --> 00:32:08,200
Speaker 4: We gotta snap to that. I don't cry because I

678
00:32:08,240 --> 00:32:10,360
Speaker 4: never thought it was gonna work, because that's not my mentality.

679
00:32:10,680 --> 00:32:12,800
Speaker 4: I'm not doing nothing that's not going to work. I

680
00:32:12,840 --> 00:32:16,000
Speaker 4: go hard every single day for Black Girl Sunscreen, every

681
00:32:16,000 --> 00:32:16,600
Speaker 4: single day.

682
00:32:17,800 --> 00:32:19,800
Speaker 3: So it's no luck.

683
00:32:20,160 --> 00:32:22,920
Speaker 4: It's the work ethic, the ideas, and I have a

684
00:32:23,120 --> 00:32:25,000
Speaker 4: very very talented team.

685
00:32:25,240 --> 00:32:26,840
Speaker 3: I mean we have three of them right.

686
00:32:26,760 --> 00:32:33,360
Speaker 4: Here and they live listen. The team is SoLIT though,

687
00:32:33,520 --> 00:32:36,040
Speaker 4: like like seriously, because I come with the bigger ideas.

688
00:32:36,200 --> 00:32:37,920
Speaker 3: They execute right.

689
00:32:38,000 --> 00:32:41,240
Speaker 4: They come in and find with a fine tooth comb

690
00:32:41,760 --> 00:32:45,479
Speaker 4: and and and really you know, enhance the vision. So

691
00:32:46,520 --> 00:32:49,600
Speaker 4: I never ever thought that Black Girls Sunscreen wasn't going

692
00:32:49,640 --> 00:32:53,960
Speaker 4: to work. I am nervous though, of how big we

693
00:32:54,080 --> 00:32:59,400
Speaker 4: actually can grow. That's what I'm nervous about, right, I

694
00:32:59,440 --> 00:33:05,360
Speaker 4: am nervous. Yeah, I am nervous about that because you know,

695
00:33:06,120 --> 00:33:10,920
Speaker 4: when we started whatever, three, five, ten, it's at twenty right,

696
00:33:10,960 --> 00:33:14,240
Speaker 4: we're talking about individuals here we could keep going, right,

697
00:33:14,280 --> 00:33:16,880
Speaker 4: and so it's twofold. It's having great products, but then

698
00:33:17,040 --> 00:33:20,360
Speaker 4: actually running a business it is, right, and then having

699
00:33:20,440 --> 00:33:24,600
Speaker 4: executives around you, right, So we're talking about a whole

700
00:33:24,600 --> 00:33:27,920
Speaker 4: other level of running a business. We don't consider ourselves

701
00:33:28,040 --> 00:33:31,240
Speaker 4: growing a small business. We consider ourselves a growing business.

702
00:33:31,280 --> 00:33:32,800
Speaker 1: How long did it take for you guys to turn

703
00:33:32,840 --> 00:33:33,240
Speaker 1: a profit?

704
00:33:33,920 --> 00:33:37,080
Speaker 3: It's Black Girls Sunscreen profitable since day one, since day one,

705
00:33:37,560 --> 00:33:40,360
Speaker 3: since day one, Uh huh.

706
00:33:40,720 --> 00:33:43,920
Speaker 4: That's been a goal of mine very early on. And

707
00:33:44,320 --> 00:33:49,160
Speaker 4: now seeing investments that people want to invest in profitability

708
00:33:49,600 --> 00:33:52,360
Speaker 4: because if you're not profitable, then where you're spending your money,

709
00:33:52,400 --> 00:33:54,720
Speaker 4: How are you're spending your money? What are you thinking about?

710
00:33:55,000 --> 00:33:57,280
Speaker 4: So there are things that and so also we talk

711
00:33:57,320 --> 00:33:59,560
Speaker 4: about being you know, one of your first sponsors, like

712
00:33:59,680 --> 00:34:01,920
Speaker 4: we have to think about where we spend our money.

713
00:34:01,920 --> 00:34:03,400
Speaker 3: It's very very intentional.

714
00:34:04,560 --> 00:34:08,399
Speaker 4: So we're not just what a fire host spending, right,

715
00:34:08,440 --> 00:34:11,720
Speaker 4: We're thinking about what makes sense, you know, in terms

716
00:34:11,800 --> 00:34:16,759
Speaker 4: of short term and then longevity, what's and and that's

717
00:34:16,760 --> 00:34:22,000
Speaker 4: how we are profitable, having great margins with the products. Right,

718
00:34:22,040 --> 00:34:23,759
Speaker 4: So how you how you construct it?

719
00:34:24,320 --> 00:34:24,720
Speaker 3: Okay?

720
00:34:24,800 --> 00:34:27,919
Speaker 4: So understanding what's the price point when you go into

721
00:34:27,920 --> 00:34:29,920
Speaker 4: the market, how competitive you want to be?

722
00:34:30,719 --> 00:34:33,480
Speaker 3: Okay? And then how do you sell.

723
00:34:33,440 --> 00:34:36,480
Speaker 4: What what actually is a priority? So is inventory a

724
00:34:36,600 --> 00:34:41,000
Speaker 4: priority or having I don't know, something really nice like

725
00:34:41,040 --> 00:34:44,640
Speaker 4: in the office, like sometimes you got to make decisions.

726
00:34:45,080 --> 00:34:47,719
Speaker 2: How many years have you been in business? Six, what's

727
00:34:47,760 --> 00:34:50,400
Speaker 2: been your toughest year to date? And what was going on?

728
00:34:52,160 --> 00:34:58,600
Speaker 1: What we've been profitable. Yeah, it doesn't affect your personal

729
00:34:58,640 --> 00:34:59,879
Speaker 1: life because you work a lot.

730
00:35:00,080 --> 00:35:01,000
Speaker 2: Last year was hard.

731
00:35:01,480 --> 00:35:03,920
Speaker 4: Last year was hard because we're in growth mode. So

732
00:35:04,000 --> 00:35:06,399
Speaker 4: when you go from whatever five to ten people, it's

733
00:35:06,480 --> 00:35:10,760
Speaker 4: understanding different personalities, right, how to motivate, how to incentivize,

734
00:35:11,000 --> 00:35:12,800
Speaker 4: you know, how to get the best set of others.

735
00:35:13,960 --> 00:35:18,120
Speaker 1: Sometimes you got to let people go. That's hard to

736
00:35:18,120 --> 00:35:20,480
Speaker 1: fire anyone, yet, I would.

737
00:35:20,239 --> 00:35:21,120
Speaker 2: Think so, I would think.

738
00:35:21,120 --> 00:35:23,480
Speaker 3: So we actually use the word transition.

739
00:35:24,360 --> 00:35:27,120
Speaker 2: Have you ever had to let transition someone off the team?

740
00:35:27,320 --> 00:35:29,040
Speaker 3: So what that means is.

741
00:35:28,920 --> 00:35:31,839
Speaker 4: Right, we keep it, We keep it kind of you know,

742
00:35:32,000 --> 00:35:34,879
Speaker 4: we don't say if we're letting someone go or if

743
00:35:34,880 --> 00:35:37,879
Speaker 4: they decided to resign because of the integrity of it.

744
00:35:38,520 --> 00:35:42,000
Speaker 4: But listen, how I see it is not every relationship

745
00:35:42,040 --> 00:35:45,960
Speaker 4: works in fact, right, whether it's a friendship, you know,

746
00:35:46,040 --> 00:35:49,839
Speaker 4: a romantic ship or a professional.

747
00:35:49,360 --> 00:35:52,279
Speaker 2: Not a romantic ship that word, or professional.

748
00:35:54,000 --> 00:35:57,239
Speaker 4: So so with that being said, some people come into

749
00:35:57,280 --> 00:35:59,480
Speaker 4: your life for a season and a reason, right, and

750
00:35:59,520 --> 00:36:01,120
Speaker 4: as long as they have an impact.

751
00:36:00,840 --> 00:36:03,959
Speaker 1: On our lifetime, don't forget that life that right.

752
00:36:04,239 --> 00:36:06,200
Speaker 4: So if they come in, we just want them to

753
00:36:06,200 --> 00:36:08,799
Speaker 4: make an impact on Black Girl' sunscreen, and we want

754
00:36:08,840 --> 00:36:11,960
Speaker 4: to make an impact on them. So naturally, people will

755
00:36:12,560 --> 00:36:13,640
Speaker 4: as you grow as a tree.

756
00:36:14,000 --> 00:36:14,880
Speaker 3: Leave shake off.

757
00:36:15,280 --> 00:36:18,759
Speaker 1: Okay, now shake it off and listen. How has it

758
00:36:18,800 --> 00:36:22,400
Speaker 1: affected your personal life because you're working a lot growing

759
00:36:22,440 --> 00:36:25,200
Speaker 1: your business, like you said, a successful business. But I'm

760
00:36:25,239 --> 00:36:27,880
Speaker 1: sure sometimes, and I know this from my own self,

761
00:36:28,160 --> 00:36:31,239
Speaker 1: certain times you got to prioritize And is that hard

762
00:36:31,320 --> 00:36:33,160
Speaker 1: in your personal life?

763
00:36:33,640 --> 00:36:36,960
Speaker 4: Black girl, sunscreen keeps me young and I'm in the

764
00:36:37,000 --> 00:36:40,919
Speaker 4: know of what's trending, what it's not trending. No, honestly, right,

765
00:36:41,160 --> 00:36:44,440
Speaker 4: I think it's It's very valuable to me because I

766
00:36:44,480 --> 00:36:48,560
Speaker 4: think just knowing having information is important for our personal growth.

767
00:36:48,760 --> 00:36:51,319
Speaker 4: So from that perspective, it's keeping me young. Not from

768
00:36:51,360 --> 00:36:55,200
Speaker 4: a work perspective. Sometimes I get vertigo, okay, right, so

769
00:36:55,280 --> 00:36:59,720
Speaker 4: from traveling, I get super dizzy if I'm not well rested.

770
00:37:01,360 --> 00:37:03,200
Speaker 3: But the the awful thing about it.

771
00:37:03,160 --> 00:37:05,600
Speaker 4: Is I work through it, right, and really I should

772
00:37:05,600 --> 00:37:08,560
Speaker 4: get rest, But I'm like, hey, this conversation is actually important.

773
00:37:08,600 --> 00:37:10,120
Speaker 4: I know this person has been on the calendar for

774
00:37:10,120 --> 00:37:12,240
Speaker 4: a month. I don't want to cancel, and I hate

775
00:37:12,920 --> 00:37:15,279
Speaker 4: saying I can't do something after I've already committed to

776
00:37:15,320 --> 00:37:15,920
Speaker 4: do the MEO.

777
00:37:16,200 --> 00:37:19,359
Speaker 1: You know the same way, I'm like, I have to go, yeah, yeah,

778
00:37:19,360 --> 00:37:21,799
Speaker 1: I gotta go. That I should have just said no

779
00:37:21,960 --> 00:37:24,080
Speaker 1: and say no. That's powerful thing.

780
00:37:24,120 --> 00:37:25,040
Speaker 3: Fact for yourself.

781
00:37:25,440 --> 00:37:27,200
Speaker 4: But you know, if you and I are having a

782
00:37:27,200 --> 00:37:29,200
Speaker 4: conversation like hey, can you come to the defense that

783
00:37:29,239 --> 00:37:31,719
Speaker 4: I'm like yeah, yeah, sure, and then you follow up

784
00:37:31,760 --> 00:37:33,080
Speaker 4: with the invite, I'm like, oh.

785
00:37:32,880 --> 00:37:35,800
Speaker 3: She was serious. Yeah, So like I gotta go.

786
00:37:35,760 --> 00:37:38,120
Speaker 4: And because I wouldn't want it done to me right,

787
00:37:38,280 --> 00:37:41,440
Speaker 4: so and so that's how Black Girls Sunscreen has affected

788
00:37:41,440 --> 00:37:43,600
Speaker 4: me in a not so great way. It's just not

789
00:37:43,680 --> 00:37:46,160
Speaker 4: really getting the proper rest all the time. But I

790
00:37:46,200 --> 00:37:48,400
Speaker 4: know at forty five, I might be able to chill

791
00:37:48,520 --> 00:37:51,960
Speaker 4: for a lifetime. So that's how I'm looking at it really, Like,

792
00:37:52,280 --> 00:37:54,319
Speaker 4: you know, in the future, it's like these doctors that

793
00:37:54,440 --> 00:37:57,600
Speaker 4: dedicate whatever fourteen years of their life to then do

794
00:37:57,680 --> 00:37:58,879
Speaker 4: what they really want to do.

795
00:37:59,160 --> 00:38:01,400
Speaker 1: I feel like we all need vacation to do some

796
00:38:01,480 --> 00:38:03,760
Speaker 1: marketing for a Black Girl sunscreen and use the product.

797
00:38:04,560 --> 00:38:07,279
Speaker 3: The team would love it. The team would love it. Yes,

798
00:38:07,560 --> 00:38:08,080
Speaker 3: that's work.

799
00:38:08,120 --> 00:38:10,200
Speaker 4: And that's the thing too, Right, even when you're on

800
00:38:10,480 --> 00:38:12,640
Speaker 4: you know, when you think you're taking a break, you're

801
00:38:12,680 --> 00:38:14,839
Speaker 4: actually still working. Listen, I'm driving down the road I'm

802
00:38:14,840 --> 00:38:17,560
Speaker 4: looking at billboards all day to really understand and to

803
00:38:17,640 --> 00:38:21,279
Speaker 4: understand what they're saying to the to the consumer. Excuse me,

804
00:38:21,280 --> 00:38:23,280
Speaker 4: how do we convey a similar message?

805
00:38:23,680 --> 00:38:24,840
Speaker 3: Right? Where are they placed?

806
00:38:24,880 --> 00:38:27,719
Speaker 4: And I'm just driving into work and that's where my

807
00:38:27,719 --> 00:38:30,399
Speaker 4: mass can't turn it off. I can't turn it off

808
00:38:30,840 --> 00:38:33,239
Speaker 4: because this is something that's important to me. In the

809
00:38:33,280 --> 00:38:35,960
Speaker 4: work that we're doing Black Girl's Sunscreen. We don't just

810
00:38:36,000 --> 00:38:39,160
Speaker 4: sell sunscreen. This is coming from me, This is in

811
00:38:39,200 --> 00:38:42,880
Speaker 4: my heart. Our work has resonated and I know that

812
00:38:42,920 --> 00:38:45,120
Speaker 4: we have changed the space. I know the work that

813
00:38:45,160 --> 00:38:50,040
Speaker 4: the ladies are doing is impactful. So from growing to business,

814
00:38:50,440 --> 00:38:54,280
Speaker 4: to speaking to a market that has never been spoken

815
00:38:54,320 --> 00:38:59,480
Speaker 4: to and giving other companies the confidence and enable them

816
00:39:00,280 --> 00:39:03,719
Speaker 4: them to make products for other black people. For sunscreen,

817
00:39:03,960 --> 00:39:06,879
Speaker 4: it's crazy. Yeah, Black Girl Sunscreen is not the only

818
00:39:06,880 --> 00:39:07,480
Speaker 4: one doing it now.

819
00:39:07,520 --> 00:39:11,200
Speaker 1: We're yeah right, and and that's great. And I will

820
00:39:11,239 --> 00:39:13,200
Speaker 1: say because when you guys first came out, it was

821
00:39:13,239 --> 00:39:14,799
Speaker 1: the only one I had seen like it, and that's

822
00:39:14,840 --> 00:39:16,480
Speaker 1: actually what made me gravitate to it.

823
00:39:16,760 --> 00:39:18,360
Speaker 2: I hadn't seen I don't think I had seen anything

824
00:39:18,400 --> 00:39:19,080
Speaker 2: either at the time.

825
00:39:19,160 --> 00:39:21,960
Speaker 4: So we use the vernacular. Hey, don't be ashy. But

826
00:39:22,040 --> 00:39:24,319
Speaker 4: now you see big brands talk about ashy. But when

827
00:39:24,360 --> 00:39:26,040
Speaker 4: did you start using the word ashy.

828
00:39:26,280 --> 00:39:29,600
Speaker 2: I'm confused, Birny.

829
00:39:30,760 --> 00:39:34,480
Speaker 4: So that's what I'm saying, Like, our work is really impactful,

830
00:39:34,560 --> 00:39:38,160
Speaker 4: and that's that is why I'm here. I really feel

831
00:39:38,200 --> 00:39:40,480
Speaker 4: like I was put on this planet to do this.

832
00:39:40,760 --> 00:39:40,960
Speaker 3: Yeah.

833
00:39:41,400 --> 00:39:43,719
Speaker 1: Other than that, is also an education component to it.

834
00:39:44,120 --> 00:39:47,080
Speaker 1: You know, knowing about your skin is an important thing.

835
00:39:47,200 --> 00:39:49,440
Speaker 1: So we appreciate you so much and thank you for

836
00:39:49,480 --> 00:39:51,200
Speaker 1: coming because I know your schedule is packed, but I

837
00:39:51,200 --> 00:39:52,479
Speaker 1: wanted to make sure we got this done.

838
00:39:52,520 --> 00:39:54,200
Speaker 3: Oh my goodness, thank you for having me.

839
00:39:54,480 --> 00:39:56,560
Speaker 1: I already had plans for us, so you know, okay,

840
00:39:56,640 --> 00:39:59,440
Speaker 1: let's do it all right, say Lundy Black Girl Sunscreen

841
00:40:00,600 --> 00:40:10,560
Speaker 1: Away up with the angela Ye, well, okay,