Latest / DEEP INSIGHT / Plenty of polish 'How one woman is nailing the manicure game'

Transcript

Plenty of polish 'How one woman is nailing the manicure game' · DEEP INSIGHT

• 0:01
  Speaker 1: We are back now with our series Women Mean Business.
• 0:03
  Speaker 1: Today's guest is a trailblazer who completely transformed the nail
• 0:07
  Speaker 1: industry by teaching millions of people how to do their
• 0:10
  Speaker 1: own nails at home. Sarah Gibson Totle is the founder
• 0:13
  Speaker 1: of Olive and June, the first brand to bring to
• 0:15
  Speaker 1: market a full, do it yourself manicure. She launched the
• 0:18
  Speaker 1: company in twenty thirteen after spending more than a decade
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  Speaker 1: working on Wall Street.
• 0:22
  Speaker 2: Gibson Tittle says she's been.
• 0:24
  Speaker 1: Obsessed with having her nails done ever since she was
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  Speaker 1: a little girl.
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  Speaker 2: Her mission is to make that fresh out of the salon.
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  Speaker 1: Feeling accessible and affordable for everyone. She started Olive in
• 0:33
  Speaker 1: Junea's one nail salon.
• 0:34
  Speaker 2: Of Beverly Hills.
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  Speaker 1: She then turned it into a household name. Since twenty nineteen,
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  Speaker 1: Olive in June has become the fastest growing nail brand
• 0:41
  Speaker 1: in the US. It is more than one hundred and
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  Speaker 1: twenty five thousand five star reviews, and it's also the
• 0:46
  Speaker 1: number one nail brand at Target, which is like where
• 0:48
  Speaker 1: everybody gets her nail polished, so that's awesome. Earlier this year,
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  Speaker 1: Olive in June officially launched on Amazon, helping the brand
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  Speaker 1: secure a spot on Fast Company's twenty twenty five Most
• 0:56
  Speaker 1: Innovative Companies list. And none of it, of course, will
• 0:59
  Speaker 1: be possible with that the leadership of Sarah.
• 1:01
  Speaker 2: I am so excited to have her live and to
• 1:03
  Speaker 2: do with us. Good morning, Thank you for being here,
• 1:05
  Speaker 2: thank you for having me. What an incredible brand.
• 1:07
  Speaker 1: I love it myself as somebody who has such.
• 1:10
  Speaker 2: A hard time.
• 1:11
  Speaker 1: You know, I'm right handed, so painting my right hand
• 1:14
  Speaker 1: with my left hand.
• 1:16
  Speaker 2: The thing that you've created.
• 1:17
  Speaker 1: That is like, what's so revolutionary actually makes it so much.
• 1:19
  Speaker 2: Easier, which we'll get into in a minute. The poppy.
• 1:21
  Speaker 1: First, I'd love if you could tell us about the
• 1:23
  Speaker 1: name All of a June, because I love the story, of.
• 1:24
  Speaker 3: Course, and I love that you love the poppy. It
• 1:26
  Speaker 3: really does make it so great. It doesn't paint your now,
• 1:28
  Speaker 3: it does. So all of is my great grandmother and
• 1:31
  Speaker 3: June is my grandmother. So they are the two women
• 1:33
  Speaker 3: in my life who.
• 1:34
  Speaker 2: Just have inspired me.
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  Speaker 3: They had such big hearts and high standards, very high standard,
• 1:40
  Speaker 3: and so it felt right to name the what started
• 1:43
  Speaker 3: as a slam business and obviously ultimately became a business
• 1:46
  Speaker 3: that's in ten thousand doors across America, which is a
• 1:49
  Speaker 3: dream come true. But what meant the most to me
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  Speaker 3: was naming it after two people that actually like embodied
• 1:55
  Speaker 3: everything that I would want for people that are walking
• 1:57
  Speaker 3: in the doors or using our products.
• 1:59
  Speaker 2: Also, I love their names. I mean what cool names
• 2:01
  Speaker 2: they had all of in June. Amazing. Okay, So I
• 2:04
  Speaker 2: mentioned that.
• 2:04
  Speaker 1: You left this career on Wall Street to do something
• 2:08
  Speaker 1: like this, to take a leap and to start a business.
• 2:11
  Speaker 2: That was sort of niche and unique.
• 2:13
  Speaker 1: And I also think is super interesting is this is
• 2:15
  Speaker 1: a product, you know, geared towards women. You're going to
• 2:19
  Speaker 1: have to talk to a lot of male investors in
• 2:21
  Speaker 1: that process and try to sell this concept to people
• 2:23
  Speaker 1: who might not have any idea.
• 2:24
  Speaker 2: How hard it is to pet your nails out. Absolutely,
• 2:26
  Speaker 2: What was that like?
• 2:27
  Speaker 3: Well, they not only weren't familiar with, you know, nails
• 2:32
  Speaker 3: usually not always, but usually they're not familiar with nails,
• 2:34
  Speaker 3: or they're not, like, you know, intimately excited about it.
• 2:37
  Speaker 3: But the reality is is that a lot of the
• 2:39
  Speaker 3: people in their lives are probably getting their nails done
• 2:40
  Speaker 3: at salans too, and so because they're in a position
• 2:43
  Speaker 3: of investing they're usually they have more financial freedom, and
• 2:47
  Speaker 3: so the people in their lives are getting their nails
• 2:49
  Speaker 3: done a salon, and so they didn't even understand di
• 2:51
  Speaker 3: why let alone mass and talking about like a non
• 2:54
  Speaker 3: Sephora brand. So it was a lot of no's and
• 2:57
  Speaker 3: it was a lot of like confusion. But the reaction
• 3:00
  Speaker 3: is that it was filling a need for women or
• 3:02
  Speaker 3: mostly women across this country, across the globe, that they
• 3:05
  Speaker 3: don't know how to do their own nails because they've
• 3:07
  Speaker 3: essentially all the products have been made for manicurists. And
• 3:10
  Speaker 3: so really reshaping the conversation of you might not understand this,
• 3:14
  Speaker 3: but this is what we need, and there's DIY in
• 3:17
  Speaker 3: every category except this category, and tell.
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  Speaker 1: Me about creating those products like the poppy we mentioned,
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  Speaker 1: basically starting a whole new category within something that had
• 3:28
  Speaker 1: existed getting a manicure, but making it suitable for at home.
• 3:31
  Speaker 2: How hard was that?
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  Speaker 3: And by the way, it's the right question, which obviously
• 3:35
  Speaker 3: of course you're asking, so it's the right question. But
• 3:37
  Speaker 3: it's the right question because the poppy is our patented
• 3:40
  Speaker 3: polished bottle handle where you pop it on so it
• 3:42
  Speaker 3: doesn't look like one hand looks like my ten year
• 3:44
  Speaker 3: old daughter it exactly. But we started with innovation, Like
• 3:49
  Speaker 3: we started there. We started with how do we we
• 3:51
  Speaker 3: have a category that's really popular. People love nails, like
• 3:54
  Speaker 3: everyone loves their nails being done. Ninety eight percent of
• 3:57
  Speaker 3: women say they feel better when they.
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  Speaker 2: Have a manicure.
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  Speaker 3: But there were these products that were just made for manicurests,
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  Speaker 3: put on a shelf with no education and kind of
• 4:05
  Speaker 3: like a good luck mentality right from these brands and
• 4:07
  Speaker 3: these Hallmark brands. Well, we started with innovation, saying ourselves,
• 4:11
  Speaker 3: how do we deconstruct that, how do we actually create
• 4:13
  Speaker 3: products for the consumer, be a whole steward to the
• 4:16
  Speaker 3: consumer that they are guiding light and create this system
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  Speaker 3: where they can actually get this salon quality manicure at home.
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  Speaker 3: And so it starts with the innovation, and it starts
• 4:26
  Speaker 3: with don't look at anything that's on the shelf right now,
• 4:28
  Speaker 3: because that's all for salon, Like, that's not for DIAI,
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  Speaker 3: that's not for the consumer. That's not for me to
• 4:33
  Speaker 3: get the best manicure possible from the comfort of my
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  Speaker 3: couch watching my favorite TV.
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  Speaker 2: She's so interested, I know, and it really does make
• 4:40
  Speaker 2: it easier. I'm wearing all of the gin right now.
• 4:41
  Speaker 1: A color that I've just learned was named by your daughter.
• 4:44
  Speaker 1: It's called Pink Goldfish topped with Like what is it like?
• 4:47
  Speaker 2: It's like the fairy startus top code or something like that.
• 4:50
  Speaker 3: Like, you got it, You're a perfect I love it
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  Speaker 3: so much.
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  Speaker 2: Yours look fantastic.
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  Speaker 3: I have press ons on and they took ten minutes
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  Speaker 3: to do and they're ten dollars.
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  Speaker 2: Okay, I've never tried to press on.
• 4:59
  Speaker 1: I'm going to because of your fabulous Tell me about
• 5:01
  Speaker 1: some new products that you're doing, including what the press
• 5:04
  Speaker 1: on market has been like for y'all.
• 5:05
  Speaker 2: As you get into this, it's exploded.
• 5:06
  Speaker 3: And I never expected. I was a natural nail girl.
• 5:10
  Speaker 3: You know how people say like it's my they're my nails,
• 5:12
  Speaker 3: which is what builder gel's great for because it really
• 5:14
  Speaker 3: helps you grow out your own nails. It's a really
• 5:17
  Speaker 3: strong gel polish. But I never thought it'd be.
• 5:20
  Speaker 2: A press on person. That was not me.
• 5:22
  Speaker 3: And when the team wanted to launch it because the
• 5:24
  Speaker 3: consumer wanted it, and we're your best friend for all
• 5:26
  Speaker 3: things nail, so we have to give you everything for nails.
• 5:28
  Speaker 3: We can't just be like, oh, that's not for me,
• 5:30
  Speaker 3: So I'm not gonna I'm not going to create that
• 5:32
  Speaker 3: right the minute I put on press ons and it
• 5:34
  Speaker 3: took ten minutes to put them on, and my nails
• 5:37
  Speaker 3: look like I've been a san.
• 5:39
  Speaker 2: For two hours fast. I was hooked, Okay, hooked, all right,
• 5:44
  Speaker 2: I'm doing it. They're so triers, and.
• 5:46
  Speaker 3: We have we have press ons with tabs, so those
• 5:48
  Speaker 3: sticky tabs like double side sticky tape basically but really strong.
• 5:51
  Speaker 2: And we have glue.
• 5:52
  Speaker 3: So there's two options so you don't have to feel
• 5:55
  Speaker 3: intimidated by glue. You can start with the tabs, which
• 5:58
  Speaker 3: look like you just got a gel at the salon.
• 6:00
  Speaker 2: It really does.
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  Speaker 1: We always love to ask women this, especially when they've
• 6:03
  Speaker 1: done something like you have, where you've like left one
• 6:05
  Speaker 1: industry jumped into another and had the feet of explaining
• 6:09
  Speaker 1: this and getting this to where it's at.
• 6:11
  Speaker 2: Two primarily male investors.
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  Speaker 1: If somebody's at home and they've got an idea or
• 6:15
  Speaker 1: they want to try something, but they're scared to.
• 6:17
  Speaker 2: Jump in, they're scared to push go. What's your advice
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  Speaker 2: for them?
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  Speaker 3: Be your own best friend. I say this to my
• 6:22
  Speaker 3: friends all the time. What would I say to you
• 6:23
  Speaker 3: in your darkest moment, like, how would I normalize the
• 6:26
  Speaker 3: situation you're in? Tell you that everyone's been where you've been, Like,
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  Speaker 3: everyone's kind.
• 6:30
  Speaker 2: Of gone through the struggle. Remember you're shine, Remember how.
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  Speaker 3: Incredible you are, Like what would your best friend tell
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  Speaker 3: you in that moment? And then make a tactical to
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  Speaker 3: do list and just start checking things off, because you
• 6:41
  Speaker 3: need to be your own cheerleader, like you have it
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  Speaker 3: inside of you and every one of us can do
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  Speaker 3: anything we put our mind to.
• 6:46
  Speaker 1: So so so great to have you, congratulations on the
• 6:48
  Speaker 1: new products, and wonderful.
• 6:49
  Speaker 2: To meet you. Thank you so much. That's going to
• 6:51
  Speaker 2: do it for this hour Morning News.
• 6:52
  Speaker 1: Now stay with us though the news continues right now.
• 6:55
  Speaker 2: Well, thank you for watching, and remember stay updated on
• 6:58
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• 7:01
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