Ask an Expert: How to Be Innovative as a Small Business Right Now and Remain Profitable
The youngest black woman to ever launch a line at Sephora shares her insight.
We’ve been spending a lot of time at Create & Cultivate HQ discussing how we can best show up for and support our community during this uncertain time. Community is at our core, and connecting with others through one-of-a-kind experiences is what we love to do. While the world has changed, our mission has not. We’re committed to helping women create and cultivate the career of their dreams, which is why we’re proud to announce our new Ask an Expert series. We’re hosting discussions with experts, mentors, and influencers daily at 9 am, 12 pm, and 3 pm PST on Instagram Live to cure your craving for community and bring you the expert advice you’ve come to know and love from C&C. Follow Create & Cultivate on Instagram, check out our Ask an Expert highlight reel for the latest schedule, and hit the countdown to get a reminder so you don’t miss out!
Photo: Courtesy of Trinity Mouzon Wofford
If there’s one thing we’ve learned from our Ask an Expert series, it’s that innovating will be crucial for small businesses to come out of the COVID-19 crisis stronger than ever. “Pivot,” “shift,” and “adapt” are buzzwords that have popped up in nearly every conversation we’ve had with founders in nearly every industry, ranging from events to skincare to fitness.
Naturally, we could think of no one better to speak to the topic of innovation than Trinity Mouzon Wofford, the youngest black woman to ever launch a line at Sephora and a Forbes 2020 30 Under 30 honoree. Keep scrolling to read a few highlights from our conversation with the forward-thinking co-founder and CEO behind the wellness-meets-skincare brand Golde, as told by Wofford to Create & Cultivate.
Check-In With Your Community
If you’re wondering how to talk to people right now about your business, ask your community. Instead of racking your brain trying to figure out what’s appropriate, ask them. It all comes back to thinking about your community and what they’re looking for from you right now.
Does your product or your service provide value for people right now? At Golde, we’ve found that our products provide a lot of value and service to people who want to practice wellness at home right now. What is it you’re selling and does it resonate with what people are going through right now?
Prioritize Word-of-Mouth Product Recommendations
No one wants to be sold to right now. More than ever, those micro-influencer relationships, those one to one product recommendations that are coming from friend to friend, are what’s resonating with people right now.
Lean Into Digital to Acquire (and Retain) New Customers
If you’re seeing increased traffic to your site and increased conversion rates, this is an opportunity to develop an acquisition strategy that brings people into your retention strategy.
We’re shopping online way more than we were before, and although consumer patterns have shifted due to a temporary situation, these shifts may last longer than the crisis, if not permanently.
Again, it comes down to having honest conversations with your community and what they want from you. You have to figure out what your voice is and what your opinion is and couple that with who’s listening and what they want to hear from you.
About the Expert: Trinity Mouzon Wofford was raised in New York's Hudson Valley by a single mom with an autoimmune disease. When she was a teenager, her mom started seeing a holistically-minded physician and saw an incredible improvement in her symptoms, which inspired Wofford to study pre-med at NYU. When Wofford’s mom had to stop seeing her doctor because she couldn't afford it, Wofford abandoned her plans for med school, frustrated by the lack of accessibility to holistic care, and fell into a marketing career in New York. She absolutely loved it, but she knew she wanted to come back to wellness somehow. That's the mindset Golde was born from in 2017.
Tune in daily at 9 am, 12 pm, and 3 pm PST, for new installments of Ask an Expert.
Follow Create & Cultivate on Instagram, check out our Ask an Expert highlight reel for the schedule, and hit the countdown to get a reminder so you don’t miss out. See you there!
How 5 Women Ditched Perfection to Embrace Their Own Skinversity
Yes, it’s possible.
We’ve all felt the pressure of perfection. But according to some studies, this sentiment is mostly felt by women. Sound familiar? A U.S. survey found that women (more than men) felt they “did not meet their own high standards with family and workplace commitments.” And in a 2011 survey, half of the female managers, compared with fewer than a third of the male ones, reported self-doubt in their performance.
But these insecurities don’t stop with our achievements, they also apply to our appearance. Of the 2000 adults surveyed, 9% of men considered themselves handsome compared to just 2% of women who thought they were beautiful. This needs to end. That’s why we partnered with the clean, goat-milk skincare line, Beekman 1802 and their mission to embrace your Skinversity and cultivate a beautiful life.
Watch the video below to learn more about their mission and why loving your skin is always in. Because it’s not about how your skin looks to others, it’s about how your skin feels to you.
Ahead, we asked five women how they’re ditching perfection to embrace their own Skinversity and encouraging others to do the same. Join the movement and share how you #EmbraceSkinversity by tagging your photo or story on Instagram with @beekman1802 and #embraceskinversity.
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Your skin, dark circle, pimples, blemishes will never fully disappear so instead of refusing them, you might as well accept and love them just as much as you do the ‘perfect’ parts of you”
Rahel Brhane, Content Creator
On the pressure of perfection…
In the social media space, there is a lot of pressure to look perfect all the time. When I first started creating content, I wouldn’t record myself without makeup or a filter to hide my imperfections because I was scared of what people might have to say about my skin. After three years in this space, I came to the conclusion that you can’t hate something about yourself you will live with forever.
Your skin, dark circle, pimples, blemishes will never fully disappear so instead of refusing them, you might as well accept and love them just as much as you do the “perfect” parts of you. Be kind to yourself every day and see how your overall wellbeing changes instantly.
On the person who has encouraged her inner confidence…
My mother is my biggest inspiration when it comes to taking care of myself. She would always make sure we see the good in any situation and stay positive. She was also the first person to show me that taking care of your skin is just as important as taking care of your soul. Without feeling good outside you can never feel fully great within. It goes hand in hand.
On how skincare plays a role in how she feels about herself…
I start my day with time to myself. I take care of my skin, have my coffee and focus on my thoughts before starting to work on my brand. I take this time very seriously as I feel so much fulfillment by knowing I take care of myself every day.
On her top three confidence-boosting tips…
Write down what you are thankful for and you will immediately see that there is so much to be happy about.
Manifesting is real. If you focus on negativity, more negativity will enter your life so make sure to think positively to attract more of that instead.
Treat yourself to a nice meal or a drink and spend time alone. You will feel so empowered that despite in a lot of people's minds being alone= loneliness, you're perfectly fine and enough just by yourself. This is my ultimate go-to for a confidence boost.
“Despite the outside noise, I am always trying to embrace the skin I have and accept all the aspects that make me unique like my rosacea and freckles.”
Nazira Sacasa, Blogger and Body Acceptance Advocate
On Feeling the Pressure of Perfection…
Yes, I have definitely felt the pressure for perfection. There is constant messaging around us that tells us there is something wrong with our skin, body, looks and if we aren’t working towards perfection then we are lazy. When you look at skincare, most brands are selling the message of fixing and/or getting rid of aspects of yourself.
As I get older, I am feeling the constant pressure of staying “young” and it seems like everywhere I look someone is promoting the latest anti-aging products. Despite the outside noise, I am always trying to embrace the skin I have and accept all the aspects that make me unique like my rosacea and freckles.
On the person who has encouraged her inner confidence…
My mom has always encouraged me and since I was very young she’s instilled in me that beauty comes from within. When I first found out that I had rosacea my mom was very encouraging and helped me see that this didn’t make me less beautiful.
On how skincare plays a role in how she feels about herself…
I love my skincare routine. I think it’s such a beautiful form of self-care and also a time to slow down and connect with myself. My skincare has changed over the years and the older I get, the simpler it gets. My main focus now is using clean and simple ingredient and I view my skincare as a way to enhance what’s already there rather than trying to fix or change anything.
On her top 3 confidence-boosting tips…
Curating my social media feeds. I think it’s super important to follow diverse people with diverse body types and skin types. It’s so important to be exposed to images of people that look like us and are also different from us. It’s so easy to get stuck looking at photos of people who represent the beauty ideal which can lead to a lack of confidence, but the more we can broaden the types of people we see, the more confident we can feel about our own skin. Lastly, taking care of myself: eating well, drinking enough water, exercising regularly, getting enough sleep, and sticking to my skincare regime.
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I think I had to believe that what makes me unique and different is part of my beauty.”
Andrea Thomas, Model
Photo: Tony Redmer
On the pressure of perfection…
I think women are pressured in a lot of ways to fit an ideal mold. As a model, I feel pressured to stay young-looking. Whether it is covering my grays to keep my perceived age as young, maintaining a beauty regimen or staying the same size or shrink but never to gain any weight. The pressure comes from my belief that I will be valued more by clients if I look younger and more flawless.
I have always wanted to age gracefully and I try to accept all the changes my body and my face go through that are difficult to control. It is always appreciated when a brand sees that showcasing imperfections and flaws can add value to their campaign as opposed to brands that want to feed into their customer’s insecurities to make a profit.
On who has inspired her inner confidence…
I've been inspired by a few different people. First and foremost, a fellow Piscean, Rihanna. I love the attitude she personifies and the way she lives her life. I have really made an effort to focus my life on my own personal development and joy rather than stressing about what everyone else will think. Lately, I've been inspired by Kenna Sharp. She has fair skin and very long black hair. She inspired me to kind of stop trying to blend my vitiligo with a spray tan and makeup and to just embrace the contrast of pale vitiligo with my dark hair. Now I love a little blush on my pale cheeks.
On how she recognized her own beauty…
I think I had to believe that what makes me unique and different is part of my beauty. And sometimes seeing that confidence personified in someone else can help you see it in yourself.
On how skincare plays a role in how she feels about herself…
Taking the time to remove my makeup and do my serums and creams makes my skin glow, and ultimately makes me feel better. It's funny because people always think a skincare routine is too time-consuming but I find myself looking for more steps when I'm already done. I think spending those few minutes massaging the product on my face has helped me love my skin and myself more rather than using that time to just crash in bed or spend extra time on my phone.
On her top three confidence-boosting tips…
I have a playlist for almost any occasion and I listen to music whenever I'm alone, usually working, cleaning or getting ready for the day. You will really start feeling yourself and remember to play certain songs whenever you need that boost! Wear cute pajamas to bed whenever you can. And work out for at least 20-60 minutes a day whether it's at home or the gym. There's no better way to feel stronger and to get back in touch with your body.
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When I take the extra time to do my full skincare routine, I feel more at ease and confident because I can feel the difference it makes in my complexion.”
Joy Green, Founder of Joyfully Green
On the pressure of perfection…
I was born in China, moved to Germany in middle school and came to the U.S. during high school years. Moving so many times across several continents, without knowing the language or having friends made me hyper-aware of my shortcomings or differences as a child and adolescent. Even as an adult and mother now, I feel the need to be everything to everyone. I think it’s an innate pressure as a woman to want to be a good mom, a hard worker, and a great wife. We spend so much time thinking about how to make everyone else we love happy, it translates into a self-asserted need for perfection.
On who has inspired her inner confidence…
My mom has inspired me ever since I was a little girl. She taught me to be confident and independent, even in unfamiliar situations. When we moved to Germany for China with nothing but four suitcases, we left all our friends and family behind. My mom was in her 30s and didn’t speak a word of German. Even though life changed so drastically, she would always encourage me to be confident, try anything and give it my best effort. She taught me that every change was an opportunity to improve yourself and take the challenge head-on. I was afraid to make new friends at first but she pushed me to just be myself and the confidence would translate in any language.
Being the only Asian student in my school, I was also acutely aware of how different our background was. My mom taught me to be proud of our differences and celebrate what made me a unique person. Fast forward 20 years, I am raising a daughter in a blended, multiracial family. I hope I can bring out the same self-love and confidence in her!
On how skincare plays a role in how she feels about herself…
Skincare is one of the ways I saw my mom always investing in herself. Ever since I was little, I could remember my mom using special lotions and creams every night. I would sneak a dip in her fancy jars and felt like such a pampered princess. The older I get, the more I appreciate a good skincare routine. It’s a simple 10 to 15 minutes a day that I take for myself.
As a mom, I’ve learned to really savor those little moments you get to relax and reward yourself. When I take the extra time to do my full skincare routine, I feel more at ease and confident because I can feel the difference it makes in my complexion.
On her top three confidence-boosting tips…
It always starts from within. I am a huge proponent of positive self-talk and affirmations. I believe if we are mindful of our inner dialogue and change the way we speak to ourselves, the confidence and positivity radiates from within
Small changes in our body posture and smiling can be an instant confidence booster too! Like my mom always says, straighten up, chin high.
Do what makes you feel good. On days when I take the extra five to 10 minutes to get ready or put on a special outfit or do that extra step to make my skin glow, I always have an extra pep in my step.
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I feel the pressure of perfection every day. I am still learning to listen to my standards and not the world.”
Hannah Neese, Body Positive Content Creator
On the pressure of perfection…
I have struggled with perfectionism my entire life. Even though my platform’s sole purpose is to encourage others to be themselves, I constantly feel like there is still something I’m not doing right.
I feel the pressure to grow my business as quickly as possible. I feel the pressure to juggle as much as I can, while still looking and appearing perfect. We’re constantly taught that a thin body, clear skin, and a beautiful smile is the key to unlock everything in this life.
Applause is addictive, and you receive a lot of that when you’re nearing perfect. But at what cost? Your happiness? Mental health?
I feel the pressure of perfection every day. I am still learning to listen to my standards and not the world.
On who has inspired her inner confidence…
My best friend, Madee, built me up each time I began to pick myself apart. She was the first woman I’ve ever known that valued my confidence and success as much as her own. It was never a competition with her.
I am incredibly inspired by her “who cares?” attitude. If she likes it, she’ll wear it. If it doesn’t fit, she’ll throw it out. If it’s going to interfere with her happiness, she will not do it. The way she shows up completely like herself, in a world pushing for the opposite inspires me daily.
On how skincare plays a role in how she feels about herself…
I don’t have perfect skin, and that’s okay. I thought I hadn’t found the “right” routine if I still had acne or dry skin. Now, I base it on how I feel. I want to feel clean when I start and finish the day. It’s a way for me to wash the day off, and prepare for the next. My skincare routine makes me feel confident. It feels good knowing you can take care of yourself, without the end goal being perfection.
What are your top 3 confidence-boosting tips?
1. Know your role model, and think “What would ___ do?”
2. Wear matching underwear.
3. Do something that makes you feel good! I love a fresh tan and styled hair. I dare you to come to me when I have tan and loose waves—I am a powerhouse.
I am proud of each and every woman showing up when they feel like they “shouldn’t”. I am proud of every woman who is fighting to realize their self-worth. It’s not easy out there, but you’re doing it! I am with you, and I am proud of you.
Your skin is not a problem that needs a solution. Discover how to embrace your Skinversity at beekman1802.com.
The Truth Serum: 3 Experts on How to Source Trustworthy Skincare Advice in a Click-Bait World
An entrepreneur, influencer, and celebrity dermatologist explain in this week’s episode of WorkParty podcast.
This post is in partnership with RoC Skincare.
Dr. Anna Guanche (left) and Lauryn Evarts Bosstick (right) sat down with C&C founder Jaclyn Johnson at our San Francisco Conference to discuss sourcing trustworthy skincare advice online. Photo: Courtesy of Create & Cultivate
How many of you have tried to Google answers around skincare and anti-aging without success? It can be incredibly confusing and overwhelming to find out what works and what doesn’t. Believe it or not, 3.6 million searches were carried out for phrases related to “anti-aging” over the past 12 months. There is just so much information out there!
Well, RoC Skincare—a brand that was born in Paris in the 1950s and is still here today with game-changing retinol formulas that are clinically proven to treat aging skin and help minimize the appearance of concerns like fine lines, wrinkles and dark circles—wants to help you sort through that clutter. At our San Francisco conference, we sat down with some educated women to find out what people are really looking for, what they’re actually finding, and why they keep searching.
Our founder, Jaclyn Johnson, chatted with Dr. Anna Guanche, affectionately known as “Dr. Beauty,” and Lauryn Evarts-Bosstick, creator of The Skinny Confidential podcast and franchise, about how to source trustworthy skincare advice. The conversation was just as informative as it was hilarious, so be sure to listen in on the podcast below. Then keep reading for some of the most memorable quotes from the interview.
Rapid-fire questions:
My favorite anti-aging hack is…
Lauryn: “A facial massage—it tightens the skin.”
Dr. Guanche: “Using retinol every single night.”
The weirdest home remedy for skin I’ve tried is…
Lauryn: “Ordering olive oil from room service to remove makeup.”
Dr. Guanche: “A bird poop facial. The geishas used to use this. It has enzymes in it to exfoliate your skin.”
Lauryn Evarts Bosstick:
“I think people do have a lot of these questions that they’re embarrassed to ask, so they ask Google… I’m trying to create a space where we can talk about taboo topics.”
—Lauryn Evarts-Bosstick, Founder, The Skinny Confidential
On the craziest topics discussed on her podcast:
“I put myself in the audience’s position. I want to know the nitty-gritty. I want to hear from different walks of life.”
“I think people do have a lot of these questions that they are embarrassed to ask, so they ask Google. I’ve always been an over-sharer, so I feel really comfortable to talk about these taboo subjects. I’m trying to create a space where we can talk about them.“
“I feel like we’ve talked about everything… I feel like there isn’t anything we haven't talked about (on The Skinny Confidential).”
On peer-to-peer beauty recommendations:
“I’m really, really specific and strategic with who I choose to work with. I’ve left a lot on the table because it wasn’t the right fit.”
“I try to use the product for at least a month, sometimes I give it to my husband because he’s really into being dewy right now—he thinks it’s his thing—but I basically manipulated him into it.”
“It needs to be something that keeps showing up in my life… I’m really careful about what I promote. I also like to have a product that I keep going back to and something I know the audience will actually use. “
On finding the right products:
“I sit and watch the French girls. I like to observe and see what they’re doing differently. I feel like Americans have a ‘more is more’ approach. I try to watch and observe and see what other people are doing and then implement it into my routine and then see if it works.”
“I’m really inspired by other countries. I like to observe and see what they’re doing differently—it's a lot of oil, retinol, and facial massage.”
On the rise of skincare:
“People are starting to understand that prevention is key. We’re in a day and age in 2019 where a lot of women don’t want to look like someone else. Everyone wants to be the best version of themselves and self-care is that, investing in the best version of yourself.”
On general skincare advice:
“I am batshit crazy about the sun. I have driving gloves in my car, sunscreen on my hands, chest, and ankles. I am wild with the sun. When I get out of my car to walk to 7/11 I have a giant hat on.”
Dr. Anna Guanche:
“Manage stress, meditate, wear your sunscreen.”
Dr. Anna Guanche, Celebrity Dermatologist
On skin aging:
“You reduce your elastic production over time, your collagen is decreased in your dermis and you start to see your skin no longer compensates the damage done to it over time. Your skin can no longer compensate for the skin damage that has happened to you since you were born.”
On common anti-aging questions:
“Does anything really work?”
“Why is this happening to me?”
“What active ingredients do reverse aging?”
On the benefits of retinol:
“Retinol is a vitamin A derivative and is naturally found. It helps remove old, dull skin cells and reduces pigmentation and the appearance of fine lines/wrinkles. Because of the retinoid reaction, your skin will adjust so start every other night and slowly build up if needed.”
On dark circles:
“I love the RoC Retinol Correxion Eye Cream. It has clinically proven results and helps with dark circles. You can see improvements in 4 weeks and at 12 weeks, fines lines are visibly reduced by 50%—equates to eyes looking 10 years younger.”
On anti-aging:
“You can drink plenty of water, don’t stress out, get lots of sleep, sleep on your back, low-salt diet, wash every single drop of makeup off every night—good skin takes discipline.”
“There is no shame in being beautiful and wanting to be beautiful—putting your best foot forward. Self-care and self-love at a younger age is a great thing to do—actively doing something to overcome those insecurities.”
On general skincare advice:
“Manage stress, meditate, wear your sunscreen.”
“Wash your face completely at night.”
“I try to sleep at the same time every night and wake up at the same time every morning. You need to have a routine and you need to have discipline.”
“A lot of time we take great care of our face but we forget to take care of our neck and hands and chest.”
C&C Founder and CEO, Jaclyn Johnson in conversation with celebrity dermatologist, Dr. Anna Guanche and Lauryn Evarts-Bosstick of The Skinny Confidential for the RoC Skincare panel at the San Francisco Conference.
For more information on RoC SKincare visit, rocskincare.com.
From Scratch: How This Founder Turned the Gut Health Trend Into a Best-Selling Beauty Brand
It’s an inside job.
We know how daunting it can be to start a new business, especially if you’re disrupting an industry or creating an entirely new one. When there is no path to follow, the biggest question is, where do I start? There is so much to do but before you get ahead of yourself, let’s start at the beginning. To kickstart the process (and ease some of those first-time founder nerves) we’re asking successful entrepreneurs to share their story in our new series, From Scratch. But this isn’t your typical day in the life. We’re getting down to the nitty gritty from writing a business plan (or not) to sourcing manufacturers and how much they pay themselves, we’re not holding back. If you want to know how to start a business, you’ve come to the right place.
Photo Courtesy of: Create & Cultivate
Of all the interviews we’ve conducted at Create & Cultivate, one of the main messages we hear from successful founders is find a need, figure out the white space, and turn it into a business. But here’s the thing, finding your niche or that untapped market can be tricky: You could list all of your interests and passions and still come away feeling as if you haven't hit upon the singular thing you were meant to do.
When you do find it, you’re often faced with anxiety-inducing panic because you now realize you have to execute it and if you don’t move fast enough, someone could copy it! But the question is—is it better to get up and running and be the first to market, or wait around and do it right?
For Carla Oates, it was always about doing it right. Her entrance into the startup world was ignited by her desire to see change. During her time as a beauty editor, Oates felt frustrated by the industry’s lack of transparency about the potentially harmful effects of their products and couldn’t stand idly by while people used ineffective chemicals to treat their skin. This is how she came to start The Beauty Chef, a company revolving around the concept that “beauty begins in the belly.”
Oates is no stranger to struggles with health and skincare. Dealing with eczema and allergies since childhood, she learned from an early age the strong connection between one’s mind and body. Oates is a firm believer that taking a holistic approach to skincare and wellness will make your skin brighter and healthier than any cosmetic product could achieve.
We had the pleasure of sitting down with Oates to share her journey from blogger and stylist to beauty guru and author of best-seller Feeding Your Skin, The Beauty Chef Gut Guide, and The Beauty Chef recipe book.
Did you write a business plan?
“When I first started out I didn’t have a business plan. I had no idea about the business. I had created the product now known as GLOW™ Inner Beauty Powder and developed a simple website where customers could purchase the product online. From there the business grew very organically, and it wasn’t until the third year when I saw a substantial increase in demand across various different retail channels that I felt it necessary to create a strategy and business plan to support the additional growth.”
How did you come up with the name? What was the process like?
“In 2009, when I brought my first product, GLOW™ Inner Beauty Powder to market, the business was actually called Carla Oates Beauty. At the time I was also giving a lot of talks at various organic and beauty expos around how to make natural recipes for skin health using raw ingredients. I’d been deliberating on whether I wanted my name to be the brand name or to keep it separate. Around this time I started titling my talks—as well as my regular column in Australia’s Sunday Telegraph—as The Beauty Chef.
“As the business grew it made more and more sense to streamline my talks, the brand, and the products to this name. My very first product that launched in 2009 was called Carla Oates Beauty Inner Beauty Powder and in 2012 I decided to change the name of the brand to The Beauty Chef as I felt it was a strong, more cohesive representation of what I was doing. This decision also helped in separating me from my brand—our mission to help people be the healthiest, happiest versions of themselves has always been bigger than one person.”
What were the immediate things you had to take care of to set up the business?
“All of the above! Website domain, business name, and trademark. Setting up our socials didn’t come until a little later.”
“I knew looking after your skin properly was an inside out job.”
What research did you do for the brand beforehand? Why would you recommend it?
“Research came in the form of my personal journey to creating The Beauty Chef, which really stems from my own skin and gut health issues and that of my family’s. As a child, I suffered from eczema and allergies and my mum took me to see a naturopath who dramatically changed what I ate, removing processed foods as well as allergens such as gluten and dairy from my diet. My allergies and eczema subsided, so I experienced firsthand the connection of food as medicine—that what we eat can affect our skin and health.
“As a journalist in my early career, I landed a job as a beauty editor for a mainstream newspaper and was inundated with lots of beauty products from mass-market brands. My excitement soon dissipated, after researching the ingredients and becoming increasingly concerned about the many toxic chemicals in skincare products. Women from all over Australia were writing into my column asking for advice on what products to use for their eczema, psoriasis, acne and other chronic skin issues. I knew looking after your skin properly was an inside out job from my own experience with eczema, and knew that none of these chemical-laden products would actually help, heal or regenerate their skin.
“I decided to make it my mission to help change the paradigm in the beauty industry and help educate women on how to look after their skin in a healthier and more holistic way. So I left the newspaper, wrote a book with Penguin books in 2004 called Feeding Your Skin and became the natural beauty writer for Wellbeing magazine, who I still write for today. I also penned a natural beauty column called DIY Beauty for the Sunday Telegraph newspaper for eight years, and during that time wrote hundreds of articles on natural health and beauty. I was the ambassador for organic skincare for the Biological Farmers of Australia for nearly two decades and am currently an ambassador for Australian Organic.
“Interestingly, when my daughter also experienced eczema and allergies, around 12 years ago, when she was about ten, I eliminated trigger foods like dairy and gluten from her diet, but I also started researching the link between gut health and skin health and found some of the studies very interesting. As I explored this link more closely, I decided to put my family on a gut-healing protocol which included eliminating certain foods from our diet but also introducing lots of Lacto-fermented wholefoods teeming with beneficial bacteria aka probiotics into our diet. These included foods like sauerkraut, kefir, and kimchi. As I began to experiment in my kitchen at home, Lacto-fermenting a variety of whole foods, I realized I was onto something.
“Friends and family also took notice, asking what I was doing differently as my skin was glowing and I quickly became the local beauty pusher and supplier of these fermented foods as they became in high demand from everyone from neighbors, friends, and family. They found they had better energy, happier tummies, and healthier, more radiant skin. From here in 2009, the first iteration of GLOW™ Inner Beauty Powder was born, my first inner beauty product containing 24 bio-fermented superfoods with prebiotics and probiotics for gut health, glowing skin, and wellbeing.”
How did you find the manufacturer/production facility that you use? Did you have any bad experiences? What did you learn?
“Like a true journalist, I found our manufacturer through research. I did have some interesting experiences, to begin with as I was just starting out. The orders and quantities I was placing were modest and not in line with their usual requirements for minimum runs so I had to convince them and gain their buy-in that the business would grow. A key piece of advice I would pass on to anyone starting out is to ensure you have all correspondence in email so that there’s a record of the conversations. Also, be very clear about what you will and will not accept in your products.
“The processes and ingredients must be compliant with your brand philosophy; it’s important to be persistent, strong and dogged with your manufacturer from the onset as you don’t have the buying power and protection of bigger brands. Ensure that you obtain a solid, rigorous supply agreement from them early on to guarantee best practice is maintained between both parties.”
““I began the company with a few thousand dollars.””
Did you self-fund the company? Did you raise seed money or initial investment money? Why/Why not?
“The Beauty Chef products came from a genuine need rather than the approach of setting out to start a business, so I began the company with a few thousand dollars—$5000 to be exact. My first big break in a commercial sense came when I was approached by an agent at TVSN, the TV home shopping network here in Australia to sell GLOW™. In order to facilitate this opportunity, I funded the first run of products myself. GLOW™ was received very positively, meaning I needed more money to up the quantities that were being produced, so my sister and a best friend invested in the business and are still shareholders. To this day, GLOW™ is the number one seller in TVSN’s health category—and the continued success helped inject capital into my business.
“My biggest piece of advice to those starting out would be to do as much as you can yourself and remember that debt is always cheaper than giving away equity in your business. For me, keeping control of the brand in order to execute the vision without it being diluted has been paramount. That said, it really depends on the individual brand. Variables like growth and capital requirements can be important for attracting investors from a strategic and funding perspective, but it must be the right person(s) who can further amplify your growth and share the vision. The right partnerships are very important—PR, manufacturing, investors, etc.”
How much did you pay yourself? How did you know what to pay yourself? (You don’t have to give the $ value, just the percentage)
“Nothing for the first year. Following that, I paid myself $600 AUD a week for another year, and it went up incrementally from there. I supplemented this income by doing writing work for magazines.”
How big is your team now? What has the hiring process like?
“We now have 30 full-time staff at our head office in Sydney, Australia. Up until about two years ago when I brought on an external HR company, I did it all myself. I had no experience but knew I needed to find the right people with the right skillset. Do not compromise to fill a headcount. Be sure to follow your gut and to ensure that the person is the right cultural fit for the company. It also helps if the person has an interest in the brand mission, as their passion will run deeper if they have that personal interest that pulls them towards the product and philosophy.”
Did you hire an accountant? Who helped you with the financial decisions and set up?
“Yes. I hired an external accountant to help with taxes but I made all the financial decisions to begin with, which was a huge learning curve. I hired my first in-house account two years ago which helped alleviate the pressure from me enormously. One of the most important things I’ve learned when you start a business is to find a good accountant. In my experience, this is not easy. It is really important to understand the finances of your company and have a good understanding of taxes, tax concessions, grants, etc. So even if you are not all over the small details, you can pick up if something doesn’t look right. My advice is to ask questions! Continue learning and use your common sense. I ran a lean ship at the beginning, and kept overheads really, really low checking on cash flow and production flow charts each week and often on a daily basis.”
“Do not compromise to fill a headcount. Be sure to follow your gut and to ensure that the person is the right cultural fit for the company.”
“Look after your gut, be gutsy and follow your gut instinct!”
How did you promote your company? How did you get people to know who you are and create buzz?
“I had worked as a fashion stylist and beauty editor for several years so I had exposure to PR and marketing but no direct experience. I remember when I first launched GLOW™, beauty editors, while being baffled, were also intrigued, so it received a lot of attention from the media. As a result of a piece written on the product in Vogue Australia, the buyer from the Farmers department store in New Zealand called me and said that she had seen a story on the product in a magazine and bought it from my website. She was amazed by the results and said she would love to stock it but there was nowhere to put it on the shelves—no category for it, and that it was way too ahead of its time.
“As you can imagine, pioneering a category means you need big marketing spend to educate people about a new concept. So with very limited marketing spend, and no awareness of the category, how was I to market this new product and concept? With no shelves to put it on?
“You can’t ever underestimate the power of word of mouth! Our product worked—and people talked about it— they told their neighbors who told their aunts, their work colleagues, their cousins. And then once TVSN caught wind of it and asked me to sell it on live television this gave me national reach and a fantastic platform to educate the customer about the concept and it resonated with them.”
What is one thing you didn’t do in the setup process, that ended up being crucial to the business and would advise others to do ASAP?
“Not creating a business plan from the outset and not having a deeper understanding of margins and profitability. I had picked the most expensive raw ingredients and chosen a fermentation process that takes 6-8 weeks. Neither of these things is commercially viable yet ultimately has set the brand apart. Funnily we haven’t been able to partner with a distributor as our products cost so much to manufacture however it has worked in our favor, as The Beauty Chef has become known for quality and efficacy and I wouldn’t have it any other way.”
For those who haven’t started a business (or are about to) what advice do you have?
“Look after your gut, be gutsy and follow your gut instinct!”
Shop some of our The Beauty Chef favorites:
Collagen Inner Beauty Boost
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Body Inner Beauty Powder
$70
Well Spray Inner Beauty Support
$29
This Skincare Line Founder Shares How She Stays Innovative After 35 Years In The Business
“We do not rest on yesterday’s successes.”
Skincare is having a moment. The industry that’s poised to reach $177 billion by 2024 is growing exponentially and shows no signs of slowing down. But in a world where we’re inundated with product after product on social media, we wondered: How is it possible to stand out among millions of other products that promise to tone, tighten, and brighten better than the next? We sat down with Sandie Tillotson, who cofounded skincare company Nu Skin more than three decades ago, to find out.
How did you originally envision your career? Did you always want to work in beauty?
As a young girl, I wanted to be a teacher. I went on to receive a degree in physical science and a teaching certificate from Brigham Young University. I was married with two small children and had been substitute teaching elementary school classes when I was approached by my mother-in-law. She had used a product she loved that helped her lose a lot of weight and asked me to help her sell it through a direct sales channel. It was at this time that I discovered my entrepreneurial spirit, and I experienced tremendous success as a distributor for that company. Unfortunately, the company later filed for bankruptcy, and I was suddenly unemployed.
But I knew the power of direct selling and believed that skin care was a perfect fit for direct sales. At the time, skin care products on the market were loaded with mineral oils and other harmful ingredients and fillers, and our little group of founders set out to create a new line of products with all of the good ingredients and none of the bad. We created a list of innovative ingredients and hired a formulation expert to create products using only beneficial ingredients. Many told us that it would be too expensive and that we would not be successful, but people loved our products, and we’re still going strong nearly 35 years later.
What was the moment you learned the beauty industry was the right fit for you?
I knew we had something special the day we ran out of product bottles. In the early days, our product came from the manufacturer in bulk, and we packaged it ourselves. It was so effective, it became difficult to keep up with the demand. While we waited for our next bottle order to arrive, our customers started bringing their own containers so they could get our fabulous products without delay. They brought whatever they had—baby food jars, plastic packages, whatever worked—and we carefully measured out product into those containers so we could meet their needs. We knew we were onto something exciting.
Your biography mentions that you’ve done a lot of philanthropic work. What have these efforts taught you as a business owner and leader?
I believe that not only are we the happiest in life, but we are also at our best, when we are “motivated by love.” Great things happen when we are focused on helping others rather than making money. Together, my business partners and I embraced this philosophy, and we infused it throughout the company we created. We wanted to help others be successful professionally so that they could use that success to help improve the lives of others around them. Helping others makes the work we do and the success we find that much more fun and rewarding.
One of the things we did early on was establish the Nu Skin Force for Good Foundation – with Nu Skin covering all the operating costs of the Foundation. This was important to us because when someone donates, they know that 100 percent of their donation is going to help improve the lives of children around the world.
What are some key characteristics in your opinion that make female business owners successful?
I believe we each have our own talents and gifts that we bring to everything we do. It is up to us to discover what our strengths are, and then to use them to improve our lives and the lives of those around us. When I became a mother, I learned how important it was to nurture and care for others. I found that for me, loving others and giving of myself without expecting return – in my home and in my professional interactions – was the best way I could care for others. At the same time, we need to know when to separate emotions from business decisions. Do not take things that happen in business personally, but learn how to separate and handle them without letting it affect you emotionally.
What’s the key to maintaining relevance and encouraging growth after so many years in business?
At Nu Skin, creation and innovation are central to everything we do. We do not rest on yesterday’s successes, but instead look to the future and what we can offer next. In fact, in our last earnings release, we reported our fourth consecutive quarter with revenue growth of 20 percent or more. How many 35-year-old, multi-billion dollar companies can say that? This is a tribute to the great team of people we have – both our employees and teams – who are connected by a common cause of being a force for good in the world and together have created a great environment for both company and individual growth and development.
What makes Nu Skin stand out from its competitors in a crowded space?
While we have developed products that are proven to work and that people love, our real differentiator is our culture of empowering people to improve lives. Over the past 35 years we have built a worldwide sales force who are successfully sharing our products and opportunity through social media. This “force for good” philosophy, coupled with our dedication to helping people to discover their best selves, are what make us unique.
Just yesterday, I received a video message from a woman who through tears shared how grateful she was that she wouldn’t have to work this Christmas and could enjoy the time with her family. Nu Skin not only allows her to set her own schedule, but through her Nu Skin business she has been able to purchase food and gifts to share with others this Christmas. She was thanking me, but I reminded her that she was the one who did this for herself and her family through her sharing and caring for others.
With an emphasis on all things digital, how has the company structure changed in recent years?
The digital age has made it possible for people to get the word out about our products faster, easier and to more people than ever before. Technology helps our sales leaders be more efficient and successful but doesn’t take the place of a personal connection. People use our products and join our global family because of personal relationships and recommendations based on trust. And at the end of the day, every person wants to know that you care for and are there for them.
Where do you see the beauty industry heading in the future?
As is the case with almost any industry right now, the beauty industry is changing rapidly. Right now, we are seeing a huge demand for in-home beauty devices that deliver spa-like results. Technology is enabling people to understand their unique skin care needs and discover more personalized regimens. Innovation is always on our minds, and we are constantly improving our products and looking for additional products our customers want and need. As science discovers new ingredients and technology offers us new products to share, we will embrace those innovations and develop new strategies to share with our Nu Skin family.
You’re known for creating a unique global marketing plan. Any tips or insights you can share with our readers who are looking for ways to market their businesses internationally?
Even as we were just starting our business, we had the hope of expanding globally—we even named our new business Nu Skin International to reflect that thinking. The first market we expanded to was Canada, and even with the proximity and similarities to the United States, we needed to work with a different currency and label our products in two languages. Fast forward to today and we have expanded to nearly 50 markets.
Our goal in each new market has been to establish a reputation as a solid corporate citizen and industry leader. We do this by working closely with local government officials and building trust with our sales leaders and customers by keeping our promises. It is this trust that allows us to grow and continue to be successful.
Along the way, we have made mistakes and learned valuable lessons. One of the most important questions we would always ask ourselves, and still do, before expanding into any market is whether we have the cash and other resources necessary to properly support the market. If we don’t, we don’t open the market until we are ready.
How do you stay current and up-to-date on the latest trends in the business world?
I’m both a businesswoman and a person who loves to learn. As I’m traveling the world, I constantly look at countries, cultures and customers through the lens of a business owner. Everywhere I go, I search for trends and product ideas that will delight and improve the lives of our customers. I also get invaluable advice from my children, grandchildren and our global family of leaders who keep me in touch with current health, beauty and social media trends. What would we do without our amazing millennials?
It’s Monday morning and your schedule for the day is packed. What are the first things you do to prepare for the day?
My day always begins with a Facial Spa treatment to wake up my skin. It feels incredible! I follow that with a shower where I use my LumiSpa, Liquid Body Bar and, depending on time, some of our other great Nu Skin shower products. After breakfast I take my LifePak and other daily Pharmanex supplements I love. The other day, I counted the number of Nu Skin products I use before I walk out the door every day and got to 40. I guess you could say that I’m a “product of the product!”
What is one skincare product you can’t live without?
When the airlines lost my luggage for three days, I missed everything! But I learned that my health and beauty “must haves,” were Pharmanex LifePak vitamin supplements, Nu Skin 180 Face Wash and our ageLOC Tru Face Essence Ultra moisturizer. Lucky for me, I was attending a Nu Skin event and plenty of people were there who were motivated by love to share their supply with me!
What’s your go-to song to sing in the shower?
I’m not much of a shower singer, but anyone who knows me will tell you I absolutely love music. I listen to and enjoy all genres of great music and have an extensive collection of playlists. One of my favorites is a playlist I’ve been compiling of songs that empower women. When I listen to these songs, I’m inspired to believe in myself and do my very best in everything I do. Here’s the link.
Enjoy, and feel the power you have to change your life and change the world!
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A Skincare Brand Founder & CEO Breaks Down The Importance of Clean Beauty
Bethany McDaniel tells all.
The clean beauty movement is happening in full force right before our very eyes. We see words like non-toxic, paraben-free, sulfate-free, and so on and it gets overwhelming. What if a brand was here to make it simple and straight to the point with its product and message? That's where Primally Pure comes in. The clean beauty brand has made its mark in the industry, particularly with its natural deodorants.
Primally Pure is made up of certified organic ingredients that are truly safe for everyone's skin. More brands have become transparent about what actually goes into products, but Primally Pure was ahead of the curve. The founder, Bethany McDaniel, was kind enough to chat with C&C about how she came up with the brand's concept, competition in clean skincare, and why natural products are important for our health and wellness.
Create & Cultivate: You’ve gone from an organic livestock farm to owning your own beauty business. How did farm life inspire your brand?
Bethany McDaniel: When you put it that way, my transition from farming to skincare seems like such a bizarre shift! But in reality, it was a very natural next step. When my family spontaneously started a farm, it got me started on a path of cleaning up my lifestyle – and skincare was a huge part of that. I had dealt with acne, rosacea and other random skin problems for years, and began making natural alternatives to the toxic products I had been using since my teenage years with little to no success. Within only a few short weeks, I observed a noticeable difference in the health and appearance of my skin. The further I strayed from conventional products over the next several months, the better my skin looked and felt. I was sold on natural skincare and wanted the rest of the world to experience the same benefits that I did!
What has creating your own beauty products taught you about the industry as a whole?
The more we’ve grown, the harder it is to stay true to your mission and core values as a natural skincare company. Natural ingredients are not easy to work with. Not every batch of essential oil, arrowroot powder or shea butter is the same, and natural variations often make it difficult (but not impossible) to produce high-quality natural skincare products at a large scale.
For this reason, it’s commonplace for natural beauty brands to switch over to synthetic alternatives as ingredients and have their products made by a manufacturing facility located offsite or even overseas. But despite this being so much simpler and more uniform, we are 100% committed to continuing to source the purest, most natural ingredients possible. We make our products in-house and train our staff on what each ingredient should smell, feel and look like in order to detect any possible inconsistencies. This has become more and more difficult as we’ve grown and scaled, but it’s the foundation of our brand and everything we stand for – and those values aren’t changing!
Primally Pure consists of clean beauty products. Can you explain what exactly makes it clean and how it’s different from other clean beauty brands?
We believe that products made with fewer, better ingredients truly do yield superior results. Our products are formulated with fewer ingredients so that the pure oils, clays, herbs and other elements we use can have the space to do what they’re meant to do – transform your skin. The market for natural skincare products is on the rise, and it’s become commonplace for brands to take advantage of the consumer’s desire to find products made with pure ingredients. For example, you can find phrases like “made with organic essential oils” on just about anything these days. And while that may be true, organic essential oils (or whichever ingredients are being talked about) are often times at the very bottom of a long list of not-so-natural ingredients.
Our niche is crafting products made with pure ingredients that aren’t diluted with chemicals. We use nature’s most precious + healing elements to formulate our products–and you won’t find them buried under a long list of cheap fillers and stabilizers.
It seems as if there’s a sudden boom in the clean beauty movement. With many retailers being more transparent about product labeling, are you hopeful that this will convince more brands to consider transitioning to more clean ingredients?
Absolutely. And while the beauty industry has a long way to go as a whole, we’re already seeing so many steps in the right direction. There’s been a huge shift in consumer awareness in regards to what we’re putting on our bodies over the last several years, and brands are scrambling to keep up. I don’t view it as a bad thing to have more competition in this area. No single product or line of products will work for everyone, and more choices mean more demand and education/awareness —which is a win for everyone!
Primally Pure is most well-known for your natural deodorant. Can you tell us a bit more about this product and why it's so important for women to swap out their antiperspirant for a more natural option?
Deodorant alone may not seem like that big of a deal. However, when you think about all of the assaults our bodies go through daily in terms of toxins we’re exposed to in the foods we eat, air we breathe, the water we drink, etc., it’s important to do what we can to lessen our toxic load by making changes in the areas we do have control over.
Switching to a natural deodorant is one of the most powerful changes one can make, as our armpits are extremely absorbent and easily take in what we apply. The biggest benefit of using natural deodorant is a less toxic burden on the body. After making the switch, many people find that they’re sweating more than normal as your body rids itself of toxins. This typically normalizes after a few weeks. And once it does, most people find that they sweat even LESS than before.
The market for natural deodorants seems to be growing. What makes Primally Pure's unique?
Every day, customers tell us that after trying loads of natural deodorants, ours is the first that has worked for them. Not every natural deodorant is created equal and there are a number of different pitfalls that can occur when using natural deodorant including odor, irritation (usually caused by high levels of baking soda found in most natural deodorants), and more.
Through years of trial + error, we’ve formulated our deodorant with the perfect amount of baking soda – enough to combat odor but not enough to cause irritation for the vast majority of people. The results are fresh-smelling, perfectly nourished pits.
Our deodorant is made with a short list of ingredients including organic coconut oil, organic beeswax, organic arrowroot powder, baking soda, organic tallow from grass-fed cows, and organic essential oils. Ingredients like these allow the skin to breathe and function as it should. Nourishing vitamins and essential fatty acids with anti-inflammatory + anti-microbial properties help to improve the health of skin, leaving pits smooth and protected.
You’ve managed to own a successful brand in what many presume to be a saturated space. What advice do you have to women who are looking to start their own beauty business, but are hesitant about actually going for it?
Even though the space may seem saturated, I strongly believe that the natural beauty movement is only just beginning to pick up steam. There are SO many people on this planet. And in the grand scheme of things, very few of them are on the natural skincare bandwagon. But more and more are getting on it each and every day! It’s easy to assume that something has already been done and that there’s no use in doing it – but the truth is, there is no one who can do that thing (whatever it is) in the same way that you would do it.
You’ve made it clear that Primally Pure believes that beauty goes much deeper than skincare and involves a lot of self-care. How do you practice your own self-care?
As an introvert, having “me-time” is super important. But as a wife, mother to a toddler and business owner, this doesn’t happen as often as I would like.
I know that at some point I’ll be able to exercise regularly, sleep longer, read often and get together with friends again more than once every couple of months. But for now, I try to care for myself in ways that are easier for me to stick with. I go on walks with my daughter around the lake by our house, take baths with Epsom salts and organic essential oils a few times a week, and sneak away for massages whenever I can. I do what I can and I don’t stress about all of the things I’m doing wrong, because I know life won’t be this way forever.
What can we expect from Primally Pure for the rest of 2018 and beyond?
We just moved our headquarters into a new 11k square foot space, and it’s been so exciting to work through the design process. The best part of this move is that we’re putting an actual spa into our new headquarters! We’re beyond excited to provide our local community with holistic + organic facials and massages. Additionally, we always have new products in the works and can’t wait to share more on those in the coming months!
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