Latest / Skin Anarchy / E.328: Customization of Skincare Is Here ft. Ming Zhao of PROVEN Skincare

Transcript

E.328: Customization of Skincare Is Here ft. Ming Zhao of PROVEN Skincare · Skin Anarchy

• 0:00
  SPEAKER_01: Hey guys, welcome back.
• 0:02
  SPEAKER_01: So I wanted to mention that this episode is very special because Proven is truly innovating in the field of skin health and customization.
• 0:10
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• 0:41
  SPEAKER_01: I wrote an article recently on the use of AI and skin carrying oncology, and I think it's really worth all of you checking that out in conjunction with the stuff to really understand the evolving field in the um area of you know skin medicine and also consumer um you know research and the business development of products and skin products.
• 1:04
  SPEAKER_01: They are sold off the counter.
• 1:05
  SPEAKER_01: And I think it's a very, very worthwhile article to kind of read the production of this.
• 1:09
  SPEAKER_01: I research you guys.
• 1:11
  SPEAKER_01: Go check out our media page and ask a lot of really great people where we try our best to write about things that are public on that things that no one else is really writing about in the industry.
• 1:21
  SPEAKER_01: And I think it's a really great place for me to put you guys up and I have started the publishing networking for publishers that are worldwide.
• 1:31
  SPEAKER_01: And um, you know, this is only really good around the initial look into it.
• 1:36
  SPEAKER_01: Um, you know, if you want to join and you want to be part of the community that's like I built, um definitely email me at info at the pantpical.com and we will find you up for our database and mailing us.
• 1:48
  SPEAKER_01: We don't really mail out anything mail optimal relevant, but you probably don't get mailing on the website.
• 1:55
  SPEAKER_01: But it's a really, really good project, and I think it's gonna be a really great way for all of us to put together your um hypothetic personnel, you know, professional editors, show publishers, anyone who is involved in getting information out of the initiative and the and the real is you know.
• 2:18
  SPEAKER_01: So I'm really excited about it.
• 2:19
  SPEAKER_01: I'm excited for all the things I have in the works for it, and I can't wait to bring it to you the finale.
• 2:25
  SPEAKER_01: So maybe I was the co-founder of my guys, welcome back to Skincare Anarchy.
• 2:39
  SPEAKER_01: I have such an amazing guest today.
• 2:41
  SPEAKER_01: This is truly history in the making.
• 2:44
  SPEAKER_01: I cannot be more proud, excited, you know, just thrilled to see, you know, this happening in our industry.
• 2:51
  SPEAKER_01: So without further ado, I want to introduce you guys to Ming Zhao, who is the co-founder of Proven Skincare, which is a fully customizable line for all of us out.
• 3:02
  SPEAKER_01: I know a lot of you have heard of Proven, but um, welcome Ming.
• 3:05
  SPEAKER_01: I'm so excited to be hosting you.
• 3:07
  SPEAKER_01: I'm so excited to learn about the line and just your vision and all the great things.
• 3:11
  SPEAKER_02: Thank you so much, Ecta.
• 3:13
  SPEAKER_02: It's a pleasure to be here.
• 3:14
  SPEAKER_01: Oh, wow.
• 3:15
  SPEAKER_01: I I it's an honor for me because I know that recently the news came out that Proven has made history with being the only, you know, the first uh customizable, truly customizable uh, you know, skincare line that's patented.
• 3:29
  SPEAKER_01: And, you know, I want to learn all about that, Ming.
• 3:31
  SPEAKER_01: But I want to actually start off the episode by you telling us about yourself and and really how this all came together and um, you know, how the brand really kind of came together and and your and your vision and and everything.
• 3:44
  SPEAKER_02: Yeah, happy to.
• 3:46
  SPEAKER_02: So uh Proven Skin Care is founded by um my co-founder and myself.
• 3:52
  SPEAKER_02: So my co-founder, Dr.
• 3:53
  SPEAKER_02: Amy Yuan, uh, is a computational physicist from Stanford.
• 3:58
  SPEAKER_02: She actually broke the world record for the largest um computer simulation on a supercomputer.
• 4:06
  SPEAKER_02: So she was kind of like a quantum computer before there's quantum computing.
• 4:11
  SPEAKER_02: And my background is in um is in business.
• 4:15
  SPEAKER_02: So I started my career as a strategy consultant uh as well as a um uh private equity investor uh before uh going to business school and then um leading um different technology and consumer companies.
• 4:33
  SPEAKER_02: Uh and my co-founder and I were united um to found Proven because of our uh passion, our um love for skincare products, uh, but also our frustration with products on the market that really weren't uh addressing all the multifaceted needs of various uh individuals.
• 4:57
  SPEAKER_02: You know, for me, I was um, you know, at some point working as an investor.
• 5:03
  SPEAKER_02: I was working in uh in finance, uh in uh in a foreign country.
• 5:09
  SPEAKER_02: Um and I was working like you know, 14-hour days, nights and weekends.
• 5:15
  SPEAKER_02: And I remember, you know, distinctly waking up one day, seeing myself in a mirror, and then feeling like and and looking like I was so withered and so sunken from this job that sort of robbed me of my youth and robbed me of my um as well as my soul, you know, in a couple of quick years.
• 5:35
  SPEAKER_02: And um, and then I went on this journey to try to, you know, regain both my my soul and my youth.
• 5:42
  SPEAKER_02: And I found it was actually easier to you know regain my soul and my sense of well-being than it was to get my good skin back.
• 5:50
  SPEAKER_02: Um, because all of the products that I was trying on the market that were promising miracles, you know, uh it's like somebody walks into a high-end department store and it's like, oh, this product will do miracles for you, and this product will do miracles for you.
• 6:03
  SPEAKER_02: And then somebody else walks in who is a completely different age range, completely different skin, different ethnicity.
• 6:09
  SPEAKER_02: Uh, and then they will say the same thing.
• 6:11
  SPEAKER_02: Oh, this product would do miracles for you, this product will do miracles for you.
• 6:14
  SPEAKER_02: And, you know, and you know, even logically, that makes no sense.
• 6:17
  SPEAKER_02: There's no one magical product or a couple of magical products for everybody.
• 6:21
  SPEAKER_02: Um, and my experience was the same, you know, after um spending all this money on um products on the market, it wasn't really doing anything for my skin.
• 6:31
  SPEAKER_02: I was very frustrated.
• 6:32
  SPEAKER_02: So um after a lot of you know continued uh search and trial and error, um I actually saw a specialist who um first understood my skin and my life and did a very in-depth um diagnosis um to get understanding and then formulated personalized products for me.
• 6:55
  SPEAKER_02: Um, and that process was the only process that allowed me to see a difference in my skin.
• 7:00
  SPEAKER_02: And I was like, wow, why isn't this experience and this level of results available to everybody?
• 7:07
  SPEAKER_02: And that's what really um sparked this desire in me to create proven.
• 7:12
  SPEAKER_02: Um, and funny enough, you know, my co-founder who um was leading uh Fortune 500 data science teams at the time, you know, she also had her own skin um uh issues that products on the market weren't really helping to address.
• 7:27
  SPEAKER_02: So she actually built for herself uh this AI-powered database that gathered all the scientific literature, all the scientific studies, the clinical results, um, as well as all the consumer reviews and testimonials.
• 7:42
  SPEAKER_02: And she used AI and machine learning to understand the correlations between the results of this ingredient um and the you know the um the uh empirical evidence of people saying this evidence worked for them and who they are to try to find products that work for her.
• 7:59
  SPEAKER_02: So she and I basically were using our own sort of methods to to arrive at what proven is.
• 8:05
  SPEAKER_02: So um, you know, so that's how proven was founded.
• 8:08
  SPEAKER_02: Is that it's a combination of our mutual epiphanies.
• 8:10
  SPEAKER_02: For me, it was personalization, and for her, it was using data to truly understand how to uh how to fundamentally uh personalize.
• 8:20
  SPEAKER_02: And you know, it's very similar to how um so we we then we then solidified that idea and expanded upon it, and we created what we call the Skin Genome Project, which now is the largest database um in all of beauty.
• 8:39
  SPEAKER_02: It encompasses more than 28 million consumer reviews and testimonials, which is the body of empirical real-world evidence, together with all the scientific papers there are about skin, about beauty in the world, which they're more than a little more than 4,000.
• 8:56
  SPEAKER_02: So we basically took the known universe of beauty knowledge and then used AI and machine learning to understand, to analyze, to get insights out of all of that.
• 9:06
  SPEAKER_02: Um, you know, how we think about it is like similar to how, you know, for Netflix, um, they they wouldn't know how to survey, you know, movies um unless they had data to know what you might like.
• 9:20
  SPEAKER_02: Um, and so they actually created the movie genome project.
• 9:24
  SPEAKER_02: And similarly, Spotify created a music genome project to know how to survey the right music, you know, the the syntax that you like, the um, you know, all of the building blocks of music that um that that create your preference.
• 9:40
  SPEAKER_02: We did that same thing um for for skin and for for beauty, and we actually won several major awards right off the bat.
• 9:49
  SPEAKER_02: Um, we won MIT's AI Technology of the Year Award uh for the Skin Genome Project, where we beat out hundreds of pure play AI companies, you know, not like consumer companies trying to do technology, trying to do AI, but really pure play AI companies.
• 10:03
  SPEAKER_02: So the level of technology and innovation that we're applying to the beauty skincare space is really unprecedented for the industry.
• 10:13
  SPEAKER_01: Yeah, no, I mean it's it's very clear when you even see the line itself.
• 10:18
  SPEAKER_01: I mean, I think that this is the future of skin health, honestly.
• 10:22
  SPEAKER_01: I mean, because I was talking to Susan Nicod yesterday from Estee Lauder Companies, and she and I had a wonderful conversation about how we're getting to this point now, I feel like, in skin health, where we're starting to understand as scientists and consumers that uh, you know, there is a set of ingredients, you know, that are kind of baseline at this point.
• 10:43
  SPEAKER_01: I'm not saying that that's all you need.
• 10:44
  SPEAKER_01: I'm not saying that that's the, you know, the end all be all.
• 10:47
  SPEAKER_01: But one thing that we all know, I think, and can agree on is this idea that, you know, when it comes to aging, what we are experiencing is not something that's a completely new phenomena, you know, it's really the understanding that the human body is composed of the same things that just happen to diminish over time.
• 11:07
  SPEAKER_01: Now, those same building blocks are gonna be required to replenish what is being diminished.
• 11:13
  SPEAKER_01: And so, but that understanding what you guys are doing with proven, I think is the most logical and realistic way to approach skin health, in my opinion, because you know, I mean, as much as I am all for innovation, I am all for discovering new ingredients, especially on a molecular level, understanding their pathways.
• 11:32
  SPEAKER_01: One thing I I can't stop but wonder is well, is this still going to produce the results, which is the real stuff, right?
• 11:40
  SPEAKER_01: Elastin, halogen, um, you know, getting hyaluronic acid levels back up so that we have that, you know, that uh the tissue integrity there.
• 11:49
  SPEAKER_01: I mean, these are really the fundamentals.
• 11:51
  SPEAKER_01: And um the best way that we can do that, and I was telling Susan this, uh, and I think you'll agree with me, is that we have to now understand that it's not so much about, well, when you're 50 years old, you need a brand new set of ingredients.
• 12:07
  SPEAKER_01: It's more so about how much of those ingredients do you need now, versus when you were 35 versus when you were 45.
• 12:14
  SPEAKER_01: You know, so these are the kind of conversations that I think could be very much simplified.
• 12:20
  SPEAKER_01: Well, not simple in any way, because obviously, you know, AI learning is extremely, you know, it's intense, but uh, you know, it's you could really kind of come to an understanding, I think, on a medical level if we were to use the technology you guys are doing or are, you know, really kind of uh innovating and and trailblazing with and then apply it to a more you know patient care model with medicine, you know.
• 12:45
  SPEAKER_01: So I really, really love what you're doing.
• 12:47
  SPEAKER_01: Yeah, thank you.
• 12:48
  SPEAKER_02: Yeah, you know, modern medicine has been personalized, uh, where personalization is the norm, you know, for decades.
• 12:55
  SPEAKER_02: And yet in skincare, uh, the last real innovation that came about was in the 1960s.
• 13:01
  SPEAKER_02: You know, that's 60 years ago where you know the discovery of retinol happened and you know won a Nobel Prize.
• 13:07
  SPEAKER_02: So since then, you know, skincare really as an industry hasn't uh focused as much on uh on innovation.
• 13:14
  SPEAKER_02: And that's that's unfortunate.
• 13:15
  SPEAKER_02: So our you know, our skin is our body's largest organ.
• 13:19
  SPEAKER_02: Uh so its care needs to be tailored and personalized, just as the care of any other organ.
• 13:26
  SPEAKER_02: Uh, you know, it's it's as if you had an issue, let's say, with with your kidneys.
• 13:31
  SPEAKER_02: You wouldn't just go to the drugstore and say, okay, give me the most popular kidney medication.
• 13:35
  SPEAKER_02: I'm gonna take that, which is how you know a lot of the status quo of skincare uh purchasing it is done.
• 13:42
  SPEAKER_02: Uh and you know, like you mentioned age.
• 13:45
  SPEAKER_02: Age is definitely a big factor uh in what determines what our skin needs at a given time.
• 13:52
  SPEAKER_02: Uh, but prudence takes into account more than 47 factors that are important in determining uh what people what people actually need at a particular time in our particular particular uh time and place in their lives.
• 14:08
  SPEAKER_02: You know, it's um age is one of the factors uh part as part of your genetic background, which we take into account.
• 14:15
  SPEAKER_02: Um and then um another big category of factors is our environment.
• 14:20
  SPEAKER_02: You know, actually our environment has probably um one of the biggest impacts on what our skin needs on a day-to-day basis.
• 14:28
  SPEAKER_02: You know, are you do you live in a place that has high pollution?
• 14:32
  SPEAKER_02: What type of pollution?
• 14:34
  SPEAKER_02: Do you live in a place that has high humidity versus dryness?
• 14:38
  SPEAKER_02: What is your UV exposure?
• 14:40
  SPEAKER_02: You know, we even uh take into account the hardness of the water that is in your municipality that you drink and wash your face with uh every day, because all of these things impact your skin because they all you know build up day by day.
• 14:54
  SPEAKER_02: So for proven, we actually tailor what it is that you need from one season to another based on these changes.
• 15:01
  SPEAKER_02: Um it's it's kind of funny, you know.
• 15:03
  SPEAKER_02: We um so we we have real-time data, live data of weather information.
• 15:09
  SPEAKER_02: So we know, let's say, you know, from fall to winter, what the change is in, you know, the in the humidity level in the air, what the changes in UV exposure, et cetera.
• 15:18
  SPEAKER_02: Um, and we send to people exactly what it is that they need um at that particular time in their lives.
• 15:25
  SPEAKER_02: And their summer formulas will be drastically different from you know from their winter formulas.
• 15:31
  SPEAKER_02: Um, but you know, it's funny because some customers uh they will say, hey, you know, I just really love this current formula that I'm on, you know, be it a summer or winter.
• 15:40
  SPEAKER_02: I understand that you guys will um, you know, will take into account updated real life factors, but you know, just just just hold up on that a little bit.
• 15:48
  SPEAKER_02: So it's you know, it's funny, it's um there, it's uh it is a question of, you know, as a brand, uh, how how sort of paternalistic do you want to be?
• 15:57
  SPEAKER_02: You know, for us, it's really um as long as the customers are loving it and there's no harm in using the products, we're okay with that.
• 16:04
  SPEAKER_02: But that's that's in the minority.
• 16:05
  SPEAKER_02: And so this progression that we provide to to customers, what we call the proven progression.
• 16:11
  SPEAKER_02: So it involves your products based on your season, based on your life.
• 16:15
  SPEAKER_02: You know, people get pregnant, they start breastfeeding, etc.
• 16:17
  SPEAKER_02: People enter menopause, and we will adjust the products based on these real life changes that matter for for them so that we can really serve them well for life.
• 16:28
  SPEAKER_01: Right.
• 16:29
  SPEAKER_01: No, absolutely.
• 16:30
  SPEAKER_01: And I think that that is the approach.
• 16:32
  SPEAKER_01: I mean, I think you guys have really hit it on in the nail on the head with this because, you know, having tried the line myself, I can uh definitely attest to the fact that it works.
• 16:44
  SPEAKER_01: Okay.
• 16:44
  SPEAKER_01: You know, for everyone listening out there, this is a really, really great line.
• 16:48
  SPEAKER_01: It's not just the the technology behind it, but the real results are there.
• 16:52
  SPEAKER_01: I mean, it's you know, it's one thing to have innovation, but then to have applied innovation is a totally different ballpark and it's a different um, you know, uh playing field.
• 17:02
  SPEAKER_01: And you guys have mastered both.
• 17:04
  SPEAKER_01: And I think that's where I get very excited because I'm like, you know, well, here we go.
• 17:09
  SPEAKER_01: You know, this is the beginning of something that is going to really revolutionize the way that I think not only you guys are um, you know, obviously leading the way, but it's gonna revolutionize a lot of the way that consumers think about what their skin needs and when we need to shift and why we need to shift.
• 17:25
  SPEAKER_01: And these when, why, how kind of questions are really where we want the consumers to be.
• 17:31
  SPEAKER_01: You know what I mean?
• 17:32
  SPEAKER_01: We don't want the child to still be in that land of, okay, well, maybe so-and-so is using this.
• 17:37
  SPEAKER_01: Let me just hop on board and just follow that train and see where it leads me.
• 17:41
  SPEAKER_01: No, we have to get on board with the idea of now we have the technology, now we have the innovators and the leaders and this space.
• 17:49
  SPEAKER_01: Let's really see where we're going now as consumers and try to understand that, you know what, yeah, okay, I need customization.
• 17:57
  SPEAKER_01: I need that level of personal touch to the products I'm using so that I don't have to waste my money and my dollars on repetitive uh, you know, appointments that are going to lead to the same answers.
• 18:10
  SPEAKER_01: They're not gonna progress me in my skin journey and my health journey.
• 18:14
  SPEAKER_01: You know, these are big questions here, you know, especially with the medical industry and healthcare as we know it.
• 18:19
  SPEAKER_01: I mean, people are wasting money left and right, whether it's through consumer goods or through, you know, actual medical, you know, care, because you keep going back for the same freaking thing, right?
• 18:29
  SPEAKER_01: And it's like you don't know what's to do what to do because you're people, you know, consumers are at a standstill.
• 18:35
  SPEAKER_01: They don't have products that are working for them.
• 18:37
  SPEAKER_01: So I think that's what proven for me is just incredibly um, you know, an obvious and a logical choice for for most people that I come across when it comes to, you know, just trying to figure out what they need in their skin routine because they're uh they don't know where to start.
• 18:53
  SPEAKER_01: You know what I mean?
• 18:54
  SPEAKER_01: They really don't.
• 18:55
  SPEAKER_01: And it's it's just like, well, here you go.
• 18:57
  SPEAKER_01: You know, we've given you something here where you've got the you've got the technology that backs this product.
• 19:03
  SPEAKER_01: So this is where you start, you guys.
• 19:05
  SPEAKER_01: You know, for everyone listening, if you don't have a skincare routine right now that you really trust, uh, this is where you go and you go onto Proven's website, you answer the questions, you get the actual kit, and then figure out, well, now how is my skin evolving?
• 19:19
  SPEAKER_01: How is it changing?
• 19:20
  SPEAKER_01: Like Ming mentioned, you know, now what do I need to do?
• 19:23
  SPEAKER_01: So these are kind of you know, so this is the first step.
• 19:26
  SPEAKER_01: I love it.
• 19:27
  SPEAKER_02: Absolutely.
• 19:27
  SPEAKER_02: They thank you so much, Ecta.
• 19:29
  SPEAKER_02: Absolutely.
• 19:29
  SPEAKER_02: This is the first step.
• 19:31
  SPEAKER_02: And also, you know, as as our lives continue to evolve, right?
• 19:34
  SPEAKER_02: We're all living, evolving beings.
• 19:38
  SPEAKER_02: Um, the the equation of you know, what is right for me at any given time, it doesn't get easier.
• 19:44
  SPEAKER_02: So absolutely, you should start with proven.
• 19:47
  SPEAKER_02: And even as uh our lives continue to evolve, you know, we are we are live, evolving beings.
• 19:54
  SPEAKER_02: Um, that question of what should I use at this time that is right for my skin, it doesn't get easier.
• 20:01
  SPEAKER_02: You know, I think um, and and that that I think that's another reason that you know proven has gotten such um amazing uh customer reception uh as well as retention.
• 20:12
  SPEAKER_02: You know, actually more than 80% of our customers will buy Prumen more than once, which is actually like 20 times the industry, um, the beauty industry average of repurchase, um, you know, 20 times.
• 20:28
  SPEAKER_02: Um, which really speaks to uh, you know, thank you, Ekta, for mentioning how great the products are, you know, how truly uh scientific as well as um effective the products are, which that's what they're you know, they're meant to be.
• 20:43
  SPEAKER_02: Um, because you know what we need at any given time, as I mentioned, and we take into account more than 47 factors, you know, that is a multivariate equation where those factors actually are evolving um at any given time.
• 20:57
  SPEAKER_02: So it's really impossible for any individual to know how to how to pick well, you know, even if you were to um you know be very fortunate picked well for one season, you know, as your as the next season comes or as your life changes, well, that that equation you have to recalculate all of that, and that has to uh you can you have to go back to another trial of um a round of trial and error.
• 21:20
  SPEAKER_02: Um, you know, in our database, we have more than we've taken into account more than a hundred thousand products on the market um and analyze more than a hundred thousand products on the market.
• 21:29
  SPEAKER_02: So, you know, it's like that that is the the vastness of um of of the uh of the size of the industry.
• 21:36
  SPEAKER_02: So it's really very confusing um and very frustrating um for consumers to know what is right for them.
• 21:43
  SPEAKER_02: And that's really the problem that proven is solving is um you don't have to be an at home chemist, you don't have to be an at home dermatologist.
• 21:52
  SPEAKER_02: You know, we will give you what is already scientifically proven to be right for you, um, uh straight, you know, straight the
• 22:01
  SPEAKER_01: Exactly.
• 22:02
  SPEAKER_01: And you know what?
• 22:03
  SPEAKER_01: That's I love that.
• 22:04
  SPEAKER_01: I love that you said that multivariable aspect because, you know, really um this leads me to having this, you know, I guess this conversation of um thinking a little bit even higher.
• 22:16
  SPEAKER_01: You know, I think that's where I I find proven to be such an industry and game changer because at the end of the day, we were waiting for this fundamental understanding.
• 22:27
  SPEAKER_01: And this, you know, that's how all science and innovation evolves is this, you know, we keep moving from level to level to level, right?
• 22:34
  SPEAKER_01: We we have to upgrade.
• 22:36
  SPEAKER_01: So that can't happen until we establish a baseline.
• 22:39
  SPEAKER_01: And you guys are the baseline at this point.
• 22:42
  SPEAKER_01: I mean, I can honestly say that with no hesitation because the data is there, the way to calculate the data and to, you know, to apply the data is there.
• 22:51
  SPEAKER_01: Now we start thinking about things like, okay, we've got the line, we can customize it based on our needs.
• 22:57
  SPEAKER_01: Now we can even start asking questions about now the epigenome project of the skin, you know, which is a huge, actually a huge area of medicine that is untapped, especially by dermatologists and plastic surgeons, where we're now having to really think about what are the epigenetic changes that are occurring to the genes that are causing this, you know, individuality in terms of, you know, our our our health, our wellness, how well we take to the sun, how well we take to environmental changes, you know, um, how we adapt to age, those are answers that are going to now become, you know, like more logical to answer because you're now, you guys have now established a baseline.
• 23:38
  SPEAKER_01: And I think that that's really, you know, that's that's worth talking about.
• 23:42
  SPEAKER_01: That's worth investing in, you know, as a consumer, because we have to get everybody on the same page, you know.
• 23:49
  SPEAKER_01: And honestly, Ming, when I think about going back to your point about evolution, when I think about the human body and the way that it functions, there's no greater system in place for us to mimic and to reference than the human body.
• 24:01
  SPEAKER_01: You know, the way that it works when it like adapts to environments that are um internally changing, our internal milieu as it changes, the body has its own way of upregulating or down regulating the things that we need, right?
• 24:15
  SPEAKER_01: Such as hormones, such as growth factors, such as, you know, all of these different variables that come into play, you know, very similar to how works.
• 24:23
  SPEAKER_01: And that is exactly why I believe so much in what you guys are done, because you have literally mimicked the approach that the human body takes towards combating anything, with um, you know what I mean?
• 24:33
  SPEAKER_01: So you're you're applying that same logic, and that's where it's just brilliant, you know, it's true brilliance.
• 24:40
  SPEAKER_01: And so yeah, I I love it.
• 24:42
  SPEAKER_01: I think you guys are just, I mean, uh phenomenal.
• 24:44
  SPEAKER_01: And I think the brand is phenomenal, and the idea is absolutely out of this world.
• 24:49
  SPEAKER_01: So it's great.
• 24:50
  SPEAKER_02: Thank you so much, Ecta.
• 24:52
  SPEAKER_02: Absolutely, you know, epigenetics, um, you know, but even just you know, fundamental skin needs, right?
• 24:58
  SPEAKER_02: You know, we we we add in, um, we incorporate a lot of these factors, but even on the fundamental level, you know, people don't just have one skin concern.
• 25:07
  SPEAKER_02: You know, it's not like, oh, I'm now, you know, I was 39, now I'm 50.
• 25:12
  SPEAKER_02: Um, so you know, my concern changed from uh, you know, acne to uh to to uh to wrinkles.
• 25:19
  SPEAKER_02: It's it's all been so multifaceted, right, throughout our lives, right?
• 25:23
  SPEAKER_02: You might be at one point dealing with um with uh acne and rosacea.
• 25:29
  SPEAKER_02: And at another point, let's say, you know, hormones change, lives change, environments change, somebody might be dealing with hyperpigmentation and aging and sensitivity at the same time.
• 25:38
  SPEAKER_02: So, you know, all of these factors, all of these um, all of these uh elements that need to be understood in order to know what is right for somebody, um, those are all constantly changing, even on a very fundamental level, such as uh, you know, our skin concerns uh and skin goals.
• 25:57
  SPEAKER_02: And that's why we're so confident that um, you know, it's only with a diagnosis that uh like the one that we conduct, you know, we um we in order to understand people's skin correctly, uh, you know, when they're uh well, when we're trying to determine what right uh customized formulas, um, you know, proven skincare system that is personalized to them, what is the right system for them, we actually created what we call a skin genome quiz, which um we created with leading dermatologists that simulates how a dermatologist would evaluate your skin if you were sitting in front of them.
• 26:37
  SPEAKER_02: So, you know, the questions that they would ask you uh about your skin, the questions that they're thinking through their heads as they evaluate your skin.
• 26:45
  SPEAKER_02: And then we turn that into uh an adaptive, very simple and easy quiz.
• 26:51
  SPEAKER_02: However, it's very sophisticated in the background, as in um it's actually adaptive in the way that you know, if you take this skin genome quiz um versus somebody else taking it, depending on how you answer the questions, you might have 20 questions, another person might have 40 questions, and then we separate your results into more than 60,000 different subgroups of people, which we call skin topologies, and then based on that uh you know, vast um uh a pool, we then determine what is right for you at this particular time.
• 27:26
  SPEAKER_02: So, you know, without sort of this diagnosis and this understanding step, you know, we really do not, we we personally we cannot um understand how uh you know how products on the market are serving their customers and giving the right products or how customers are selecting the right products for themselves, you know, without the the without this um without this step of understanding, you know, it really is just a um just just a sharp uh shot in the dark.
• 27:55
  SPEAKER_01: Yeah, yeah, exactly.
• 27:56
  SPEAKER_01: And that shot in the dark is exactly what we needed to eliminate because honestly, it's it's more of an understanding that needs to be created.
• 28:03
  SPEAKER_01: And I think here, you know, this le really leads me to my my question for you, Ming, is that, you know, I know that proven, you know, once you go through the steps, you go through the quiz.
• 28:11
  SPEAKER_01: It's a it's a wonderful experience, by the way, for everyone listening.
• 28:14
  SPEAKER_01: You know, you can even do it right now as you're listening to the episode.
• 28:17
  SPEAKER_01: Um, you know, as you're walking through this this quiz, you're really even as a as a consumer who's really wanting, you know, the right answers, you can see it, you know, you can start to see it that this is really getting down to the nitty-gritty of what I need.
• 28:31
  SPEAKER_01: Uh, you know, and then when you realize that it comes down to the simple yet effective routine, it's even more, you know, for me, I think that it it just relieves you, you know, it's a relief because what do you do?
• 28:46
  SPEAKER_01: You get a cleanser, you get a moisturizer, you get, you know, a serum, and you're working with with the essentials, you know, these are the building blocks of your routine, what you what you're being given.
• 28:57
  SPEAKER_01: But those building blocks have building blocks within themselves, you know, so it's this multifactorial again uh approach.
• 29:04
  SPEAKER_01: And I and I think that what's interesting is that that 100,000 number that you mentioned, Ming, that's where we are starting to really declutter this industry, which is extremely important because as you said, we are taking a shot, you know, in the dark every time we buy a product that we really don't know much about, you know.
• 29:23
  SPEAKER_01: But at the end of the day, um, it can also go the opposite direction, right?
• 29:27
  SPEAKER_01: You can end up buying a product that's going to cause extremely bad reactions for you.
• 29:32
  SPEAKER_01: And who knows what that leads down the line.
• 29:34
  SPEAKER_01: So that's another variable that for me, you know, when I look at this industry, I get a little scared for consumers because every time we go out there, yeah, somebody might have had great results.
• 29:44
  SPEAKER_01: But then again, you know, you're not that person.
• 29:47
  SPEAKER_01: So how do you know it's gonna go one way or the other?
• 29:50
  SPEAKER_01: Which is another question that's being answered by you guys in at Proven.
• 29:53
  SPEAKER_01: Because now, you know, that's again the the real reason we need customization is to avoid these unnecessary setbacks.
• 30:02
  SPEAKER_01: And, you know, I I think that it's just so many, there's just so many reasons for me when I look at your line and when I look at your technology, that it's the most logical approach.
• 30:13
  SPEAKER_01: You know, I go on Reddit all the time.
• 30:15
  SPEAKER_01: I mean, I cannot tell you how many times I go onto those forums and just as an anonymous person, I will post up, you know, recommendations.
• 30:23
  SPEAKER_01: People are asking the same questions again and again and again.
• 30:27
  SPEAKER_01: It's like, you know, it's so crazy to me.
• 30:30
  SPEAKER_01: And I'm like, with all of this information out there and all of these products, why are people still asking what the hell is on their face?
• 30:38
  SPEAKER_01: That's acne.
• 30:38
  SPEAKER_01: You know what I mean?
• 30:39
  SPEAKER_01: Anyone looking at it would know this is acne.
• 30:42
  SPEAKER_01: But unfortunately, a huge group of consumers still don't understand.
• 30:47
  SPEAKER_01: And I think this is really where I want to talk to you about something like accessibility, because I think what you guys are doing is obviously there in terms of innovation, but the accessibility component for me is very interesting as well.
• 30:59
  SPEAKER_01: Because now that we're leading, you know, we're in the customization phase, how does that impact your ability to deliver on mass scale levels, you know, in terms of like globally and really reaching people all over the world?
• 31:12
  SPEAKER_02: Yeah, absolutely, Ecta.
• 31:14
  SPEAKER_02: You know, and I uh very much echo what you just said.
• 31:18
  SPEAKER_02: Um, you know, we we all none of us need more products, none of us actually even need more advice.
• 31:25
  SPEAKER_02: What we need is just the right products for ourselves.
• 31:28
  SPEAKER_02: Uh that's you know, that is the state of the that is the state of the market.
• 31:32
  SPEAKER_02: Uh, and you know, absolutely, um, you know, in terms of sensitivities, in terms of adverse effects, right?
• 31:39
  SPEAKER_02: That those are um important topics in the industry.
• 31:43
  SPEAKER_02: And um, you know, again, you know, without a diagnosis, without understanding somebody's skin, I don't know how um anybody can serve products that are truly effective without running the risk of giving somebody products that you know would be adverse, adversely uh, you know, reactionary for their skin, which is why, you know, there then is a sort of lower, lowest common denominator issue within the one size fits all products that that are the status quo in the market.
• 32:09
  SPEAKER_02: Because, well, we're really afraid, everybody's afraid because nobody knows what their the customer's skin is, to give them really um effective, therefore maybe potent products because you know, people are afraid, companies are afraid of adverse reaction and um and lawsuits or whatnot.
• 32:26
  SPEAKER_02: So then what is the what is the solution to that is just the lowest common denominated products that really don't do harm, but also don't do much good either.
• 32:35
  SPEAKER_02: And that is why, you know, that you know, that is what then the industry um you know goes towards.
• 32:39
  SPEAKER_02: And that's also that's also a travesty, right?
• 32:42
  SPEAKER_02: Because you know, the the reason that we want to take care of our skin is to maintain the skin health and you know to improve the health of our skin, and we really want products that work.
• 32:50
  SPEAKER_02: So um, you know, that's another reason that we, you know, we think personalization and understanding our consumers first is uh is the solution.
• 32:59
  SPEAKER_02: Um and and and yeah, you know, in terms of scaling, absolutely, you know, for proven, we believe that everything that touches our bodies and that goes inside our bodies will eventually be personalized, you know, for all of these reasons that we've already talked about, um, as well as for a fundamental reason being that you know you speak to uh you know your audience are you know, there are many smart, modern consumers in your audience.
• 33:28
  SPEAKER_02: And this is the audience that, you know, this is the population that is, you know, that is the main sort of consumers of skincare beauty products, and they are smart and they demand more.
• 33:40
  SPEAKER_02: You know, if you give this audience um two products, one being uh just you know generic product off the shelf, like randomly selected, um, which is how you know kind of purchases are made, versus another that is tailored to them, that is made with them in mind.
• 33:58
  SPEAKER_02: You know, what would the modern consumer um pick?
• 34:02
  SPEAKER_02: Uh, you know, if there's there's no you know, no significant difference in um in cost either.
• 34:08
  SPEAKER_02: Of course, they would pick the one that is tailored to them, right?
• 34:12
  SPEAKER_02: It's it's basically a no-brainer.
• 34:14
  SPEAKER_02: So, you know, that is the fundamental reason why personalization is the future, because consumers are uh you know, they're they're smart.
• 34:21
  SPEAKER_02: They're demanding, um, they're demanding that they be a factor in um you know it in the product formulation and in uh what they ultimately receive.
• 34:33
  SPEAKER_02: So that's why we believe it's absolutely the future.
• 34:36
  SPEAKER_02: And then in terms of scaling, you know, we actually had to uh you know, we have proven skin here, had to re um reimagine and recreate um a modern um a modern formulation facility as well as uh supply chain.
• 34:52
  SPEAKER_02: Uh and we've you know only been able to work with um scientific labs that also sort of have this vision and understanding of what the future is like as well.
• 35:04
  SPEAKER_02: Because for a personalized skincare company like us, you know, we have so many more SKUs and um and and formulations than you know most um most skincare out there, most brands out there.
• 35:21
  SPEAKER_02: So, you know, it really took um finding the right um you know, find finding the right scientific labs that understood that this is the future, that if they don't step up now and maybe um you know work with us to create this modern supply chain, then they will be left in the dust.
• 35:38
  SPEAKER_02: So we've been very fortunate to have been able to work with these kind of partners um to recreate and reimagine what a modern supply chain looks like.
• 35:47
  SPEAKER_02: And it's actually also um, you know, it's also powered by data, which is how we're able to do all of this at this uh level of sophistication and complexity that then ultimately results in simplicity for the consumers, um, you know, which is which has always been the goal.
• 36:04
  SPEAKER_02: Like we are able to use data to take on a lot of these calculations, a lot of these analyses, so that what arrives at the consumers, they no longer have to do their own calculus and you know, uh and be their own chemists at home.
• 36:17
  SPEAKER_02: So, how we do that is that you know, we use predictive analytics to understand, you know, based on the weather pattern, um what is happening right now in different areas around the country and uh and eventually around the world, as well as you know, we have a really high repeat purchase rate.
• 36:34
  SPEAKER_02: So we can understand what are the customers that are coming back uh this season versus the next season, and then we can calculate um what uh products we will need for this season.
• 36:44
  SPEAKER_02: So then we, you know, so that we we're not just um like many um, you know, many consumer product manufacturing, where it's like, okay, so we want to sell these five things, let's just make millions and millions of them, and then hopefully people will you know take them off the shelves.
• 36:58
  SPEAKER_02: That's not what we're doing.
• 36:59
  SPEAKER_02: We're we're we're really infusing um a true understanding of what is necessary, only make what is necessary, and then you know, uh that's that's right, which is also very sustainable because then you know it's not like at the end of um a year, two years, we're then destroying hundreds of thousands of bottles and then leaving them at landfills.
• 37:19
  SPEAKER_02: So personalization also um, you know, also beckons a more sustainable future for all of the consumables um that we use, you know, on our bodies and in our bodies as well.
• 37:32
  SPEAKER_01: Exactly, Ming.
• 37:34
  SPEAKER_01: I could not have said it better myself.
• 37:36
  SPEAKER_01: You are absolutely right.
• 37:37
  SPEAKER_01: And I think, you know, that's the big, that's really the big thing here is that, you know, once again, I'm gonna say the way that you guys are, you know, approaching skin health, again, it's like the body does.
• 37:48
  SPEAKER_01: Does the body create unnecessary waste?
• 37:50
  SPEAKER_01: No, it only creates the waste that it can actually dispose of, you know what I mean?
• 37:54
  SPEAKER_01: And and you know, just actually like dispose of in the correct way.
• 37:58
  SPEAKER_01: That's how the body works and that's how we should be working.
• 38:02
  SPEAKER_01: And, you know, you're right.
• 38:03
  SPEAKER_01: If we just customize things, if we just go and trust, you know, the data that is there, the models that you guys have created of analyzing that data and say, okay, let's do it.
• 38:15
  SPEAKER_01: This is what my skin needs.
• 38:16
  SPEAKER_01: I don't need the extra fluff anymore.
• 38:18
  SPEAKER_01: Yeah, okay, you know, as human beings, we have the right, you know, to go and look and we love looking at things and things are pretty.
• 38:25
  SPEAKER_01: And I get it, you know, the whole uh idea of aesthetics and stuff in this space is there.
• 38:30
  SPEAKER_01: But you have to really ask yourself, you know, do you want results or do you want 59 bottles on your counter that are gonna be just pretty to look at at the end of the day, you know?
• 38:41
  SPEAKER_01: And that's where I'm like so confused, even still, sometimes, because I'm like, we know what the problem is with sustainability, which is just the mass production of unnecessary products, right?
• 38:51
  SPEAKER_01: But then we still don't do anything about it because we're not investing in lines that are actually trying to fix the problem, such as you guys.
• 38:58
  SPEAKER_01: You know what I mean?
• 38:58
  SPEAKER_01: Like you're actually here, it is, guys.
• 39:01
  SPEAKER_01: Here's the answer.
• 39:02
  SPEAKER_01: Okay.
• 39:03
  SPEAKER_01: Proven is giving us the answer, which is here, take what you need, use what you need, and then don't worry about the rest.
• 39:09
  SPEAKER_01: You know what I mean?
• 39:10
  SPEAKER_01: And that's really the kind of understanding that we all need to come to, not just as consumers, but as business, you know, executives, as leaders, thought leaders.
• 39:19
  SPEAKER_01: We all need to come to this.
• 39:20
  SPEAKER_01: And really mean, I guess my question for you now is now that you guys have come to this level of understanding and you're bringing this to us, you know, on the scale.
• 39:29
  SPEAKER_01: Now I'm really curious to see how other companies, especially the huge giants in this in this space, react because, you know, really you're creating the fundamentals of what is now going to be the beauty metaverse, what we're gonna need there, you know, and that that's a question I think everyone's really got because I've talked to a few people, you know, in the on the executive level and in this industry, and nobody really knows what to expect with the metaverse with the metaverse and beauty uh, you know, experiences that consumers are having and all that.
• 39:57
  SPEAKER_01: So I'm very curious just to get your thoughts on that, you know, how you think proven is gonna really play a role uh going forward into the space of, I guess, just this more overall personalized, you know, concept for consumers everywhere, you know, in terms of everything beauty.
• 40:14
  SPEAKER_02: Absolutely.
• 40:15
  SPEAKER_02: Um, you know, beauty is um, and our skincare products is such are such an important, intimate, uh, you know, essential product for uh for our consumers, you know, for so many women um, you know, around the country that you know we really do have a tremendous responsibility to take the best care of their skin um as uh as we can.
• 40:40
  SPEAKER_02: And that you know, we feel that we have proven skincare feel that responsibility very uh very innately and we take it very seriously.
• 40:48
  SPEAKER_02: Um so which is why you know we um you know, which is why we believe that um getting uh mainstream uh adoption as well as getting the types of recognition that we've gotten, you know, such as this patent, you know, this patent that we just received from the you know US um patent trademark office um is the first instance where um personalization is protected uh for skincare.
• 41:22
  SPEAKER_02: You know, it's the first instance where um the US PTO recognized personalization as a uh you know, as a formidable path within skincare.
• 41:33
  SPEAKER_02: And you know, for proven as a newcomer in the space, you know, these kinds of um validations and recognitions are important because when we first came on the space, you know, um to be honest, you know, a lot of these major beauty companies, you know, I spoke at many conferences, a lot of these beauty companies, um, you know, some of them were quite incredulous uh at what we were um you know planning to do uh early on in our path.
• 42:00
  SPEAKER_02: You know, they were like, you know, data, uh AI and skincare and beauty.
• 42:04
  SPEAKER_02: Like that's data and AI have never been applied to skincare.
• 42:07
  SPEAKER_02: Is there, you know, is there space for that?
• 42:09
  SPEAKER_02: Um, you know, are they gonna be uh sort of another good idea that you know is that that just a flash in the pan and then not you know not stick around?
• 42:17
  SPEAKER_02: They were very incredulous of us.
• 42:19
  SPEAKER_02: Um, you know, but what we had to do is basically you know continue steadfast in our belief that indeed um so you know, data in the AI and technology have improved our lives in such profound ways.
• 42:32
  SPEAKER_02: Why doesn't it?
• 42:34
  SPEAKER_02: Why doesn't it get to improve our skin and improve our skincare and improve our beauty?
• 42:40
  SPEAKER_02: Um what is it about you know our skin, our body's largest organ that doesn't deserve uh science, that doesn't deserve uh innovation and AI and technology, uh right?
• 42:51
  SPEAKER_02: So that that was something that we, you know, as um Amy and myself, you know, as females, as passionate consumers of the skincare space and just you know lovers of of skincare products, you know, that is something that was very frustrating and out um and caused outrage for us.
• 43:07
  SPEAKER_02: So that's why we continue steadfastly in this journey of um continuing to innovate.
• 43:13
  SPEAKER_02: And you know, and that's why we're so excited too about about this patent.
• 43:17
  SPEAKER_02: Um because it really means that, you know, for the industry, it means that personalization has arrived.
• 43:24
  SPEAKER_02: It means that personalization is the future.
• 43:26
  SPEAKER_02: And for proven, it also means that you know, our position, you know, as uh basically the creators of this personalized category within skincare and beauty, you know, as the leaders of personalized skincare, um, is also recognized uh and cemented.
• 43:44
  SPEAKER_02: Um, you know, we we uh so together with the patent, we were also you know recently acknowledged by major industry, um, industry um uh uh thought leaders.
• 43:55
  SPEAKER_02: You know, we originally won a um 2022 gloss.
• 44:00
  SPEAKER_02: Award for the best of best use of the technology as well.
• 44:04
  SPEAKER_02: So we're feeling um quite excited that you know after these years of RD and of uh heads-down um building, that you know, now uh the industry as well as you know the most the foremost authorities on um innovation um have you know stood up and recognized what we're doing as um as you know in this innovation leaders.
• 44:27
  SPEAKER_02: So we think that you know this definitely paves the way and opens the door for more innovation um for skincare and for beauty, which you know all skincare and beauty consumers um deserve.
• 44:41
  SPEAKER_02: So we're really excited about um about what this beckons and about the future um of beauty uh and and wellness.
• 44:49
  SPEAKER_01: I'm very excited, Ming.
• 44:51
  SPEAKER_01: I think this is really the next step.
• 44:53
  SPEAKER_01: And you're right, you know, you guys have become really the industry leaders, I in my opinion, of this space.
• 44:59
  SPEAKER_01: I think that, you know, personalization is now secured thanks to you guys.
• 45:04
  SPEAKER_01: I think I'm very thankful for that because I know that the amount of um, you know, new innovation and new understanding that's gonna come from this is gonna be so vast and so needed, right?
• 45:16
  SPEAKER_01: And it's just for me, exciting to ever on every level that you guys have done this.
• 45:21
  SPEAKER_01: I I can't even begin to imagine, you know, what's gonna come from this and the future, how it's gonna look, because you guys have taken the steps to do what you're doing, which is secure personalization and to secure this feeling of we're gonna be able to answer questions, we're gonna be able to give people the answers that they deserve, like you said, for the largest organ.
• 45:43
  SPEAKER_01: This is huge, this is beyond huge.
• 45:46
  SPEAKER_01: And if I were you, I mean, hey, if I was an editor at Science Magazine, you'd be on the cover, you know, honestly.
• 45:51
  SPEAKER_01: Like I just I love what you guys have done here.
• 45:53
  SPEAKER_01: I think that, you know, it's it's something that we have been needing for many, many years and we will continue to need for many uh you know decades to come.
• 46:02
  SPEAKER_01: So this is phenomenal.
• 46:03
  SPEAKER_01: And I really congratulate you.
• 46:05
  SPEAKER_01: I congregate, I congratulate your co-founder and your whole team for this accomplishment.
• 46:10
  SPEAKER_01: This is wonderful.
• 46:12
  SPEAKER_02: Thank you so much, Ecta.
• 46:13
  SPEAKER_01: Really appreciate that.
• 46:15
  SPEAKER_01: For everyone listening out there, I hope you guys really learned from this.
• 46:18
  SPEAKER_01: And I want you guys, you know, if you haven't done so already, like I said, go onto the website, get a, you know, get a feel of it.
• 46:25
  SPEAKER_01: This is a really cool idea here that has come to life, you know.
• 46:30
  SPEAKER_01: Even you take the quiz, you'll see it for yourselves, how customized it really truly is.
• 46:35
  SPEAKER_01: We're not talking about, you know, like Ming said, it's not three questions, you know what I mean, that are just generic, stupid questions.
• 46:41
  SPEAKER_01: No, this is an incredibly detailed approach to understanding your skin.
• 46:45
  SPEAKER_01: And I think we all deserve and we all owe it to ourselves to sit down this weekend and go through and just take the quiz, try the products and just stick with them and let's see where we get to, you know, that's really the spirit of science.
• 46:58
  SPEAKER_01: And if you're a listener who, you know, you're into skin health, you're into the real stuff, you want the answers.
• 47:04
  SPEAKER_01: Well, I'm honestly telling you, this is where you start.
• 47:06
  SPEAKER_01: This is the starting point.
• 47:07
  SPEAKER_01: So let's do it, you know.
• 47:09
  SPEAKER_01: And I would love to hear from all of you.
• 47:10
  SPEAKER_01: I would love to hear about your take on this, add to this conversation, give us the results you've received if you've already tried proven.
• 47:17
  SPEAKER_01: Um, and when if you are gonna try it now, then yeah, reach back out to us so we can tell Ming and and her team and you guys can keep adding to the data pool.
• 47:26
  SPEAKER_01: So this is gonna be great.
• 47:28
  SPEAKER_02: Thank you so much, Ecta.
• 47:29
  SPEAKER_02: Yes, you can take the uh Skin Genome Quiz at provenskincare.com.
• 47:34
  SPEAKER_02: Um, and we, you know, we so appreciate um your support.
• 47:39
  SPEAKER_02: Uh, so appreciate the support of the more than 150,000 customers we've received.
• 47:44
  SPEAKER_02: Uh, you know, most of them are uh many of them are still still with us.
• 47:48
  SPEAKER_02: So we welcome you to experience proven and uh get your own proven personalized formulations for yourselves.
• 47:56
  SPEAKER_01: Yes, absolutely.
• 47:57
  SPEAKER_01: And also for all the because I know we have a lot of business executives that also tune into our our show, thankfully, and I'm very excited about that.
• 48:04
  SPEAKER_01: All of you listening, invest now, seriously.
• 48:07
  SPEAKER_01: Like as a person who loves the stock market, I'm also, you know, I'm always looking for great brands to invest in.
• 48:14
  SPEAKER_01: I'm always looking for great things to, you know, kind of get on board with.
• 48:17
  SPEAKER_01: This is an opportunity, you guys, for everyone listening.
• 48:19
  SPEAKER_01: I think that's you know, obvious without me saying it, but now is the now's the time, you know, and this is gonna go places that I think we haven't even really understood yet.
• 48:30
  SPEAKER_01: So I'm very excited, you know.
• 48:31
  SPEAKER_01: I'm very, very excited.
• 48:32
  SPEAKER_01: So thank you, Ming, and thank you to everyone listening.
• 48:35
  SPEAKER_01: I can't wait to hear your thoughts about this episode and stay tuned for all of the art and all the great stuff that we're gonna tag in the concept art for this episode.
• 48:43
  SPEAKER_01: Definitely interact with it.
• 48:45
  SPEAKER_01: Let us know what you think, like I said, and yeah, I will be back next time.
• 48:49
  SPEAKER_01: Thank you so much.
• 48:50
  SPEAKER_01: Thank you, Ecta.
• 48:51
  SPEAKER_01: Bye-bye.
• 48:52
  unknown: Bye.
• 48:52
  SPEAKER_01: Hey guys, so I hope you love that episode.
• 48:55
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• 49:00
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• 50:00
  SPEAKER_01: Thank you.