Dermalogica

“Well, because we needed to go in with a full footprint. If we went in with one or two products, we couldn't Capture a skin therapist's attention and say, you need to use this exclusively in your room, and you need to sell this to your clients. It wouldn't have…”

“Out of the 70 names we had, five would take our call, and of the five, there was one that Number one, was willing to work with us, and number two, we felt could do it.”

“Raymond figured out this amazing kind of way of paying him based on the first two years of manufactured products. So a percentage of The product that we manufactured, not a percentage of sales, because we wanted to make sure he was tied into the fact that if w…”

“I mean, and in nine months, we had developed 27 formulas, and we'd named them in one afternoon.”

“And I realized there were no American-made products in In the salon industry. There were tons in the department store and in the drug store. There was nothing in the salon industry.”

“Did a million dollars in our first year.”

“And last year, our wholesale turnover was a little north of two hundred and fifty million dollars.”

“Well, I mean, he wanted something extraordinary, and we whittled him down, and it came down to, you know, sort of, 14,000 dollars.”

“I wanted no mineral oil, no fragrance, no drying alcohol, no artificial color.”

“So we figured out, Raymond figured out this amazing kind of way of paying him based on the first two years of manufactured products. So a percentage of The product that we manufactured, not a percentage of sales, because we wanted to make sure he was tied into…”

“And last year, ah, our wholesale turnover was a little north of two hundred and fifty million dollars.”

“Yeah, we stepped forward with no jars, only bottles and tubes, and we didn't have sort of pink jars with gold tops and pink boxes. We had grey and white packaging.”

“The problem probably wasn't the CEOs, the problem was probably us, because we are the founders, you know, we have this sort of, ah, passion about the ownership, and it's very hard to run a company when the founders are in place and kind of want to have the las…”

“The single best thing you can do for your skin is keep it out of the sun.”

“Well, because we needed to go in with a full footprint. If we went in with one or two products, we couldn't Capture a skin therapist's attention and say, you need to use this exclusively in your room, and you need to sell this to your clients. It wouldn't have…”

“And we did the classic immigrant thing where, look at the population, it only takes one percent of the population to buy one product, and it's already enormous, bigger than it could ever be in the UK.”

“No, no. Because I'm a skin therapist. We knew that this was an educated sale. It had to be people that understood the skin. And also, these were the people that brought us to the party. And my mum, another piece of advice she gave me was, you leave the party w…”

“Well, I mean, he wanted something extraordinary, and we whittled him down, and it came down to, you know, sort of, 14,000 dollars.”

“The five words that changed my life were my mom saying to my sisters and myself, learn how to do something. Learn how to do something. She was absolutely adamant that we, each of us, had to get a skill set training, that no matter what happened, if we were som…”

“We'd never taken a phone call from anyone that was interested in buying, never even taken a call, because we said we don't even want to have the conversation. It's a distraction.”

“I mean, and in nine months, we had developed 27 formulas, and we'd named them in one afternoon.”

“Did a million dollars in our first year.”

“So we launched in January of 1986, and the crazy thing was the chemist who developed these formulas, who we were going to pay off over a two-year period, came to us in December of 85, so a month before we were due to launch, and said that he did not believe in…”

“And I realized there were no American-made products in the salon industry. There were tons in the department store and in the drug store. There was nothing in the salon industry.”

“We had 14,000 dollars of self-funding, and we've never take, we never took outside funding, all the way through to the acquisition. We'd never had, we had no debt,”

“There are people that have more experience, and they may have had more success, and they may have made more money, but it doesn't mean that they're experts about your business. You know your business the best.”