Drunk Elephant

“For becoming the fastest growing brand in the history of Sephora. The fastest growing skincare brand in the history of Sephora.”

“I called Patrick and Charles, and I said, I think that we should put the money we just saved into sampling, and I think we should give every single employee at Sephora the littles kit, which was the whole line, but little version.”

“So I decided not to advertise early on. Yep. Never advertised till last year, actually.”

“I hired this big, fancy publicist in New York, and I was super excited to work with them, and she actually asked me to put together a focus group. It was gonna cost me 30,000 dollars to talk about the name.”

“And it was Cindy, and she said, Tiffany, there's a thing called the favorites wall at Sephora, and we want you on it. And it's every door. By September of 2015. Every single Sephora. By September of 2015.”

“Every single product on the market I could find had one or more of these ingredients in them. Except for like a pure oil that you might buy at like a Whole Foods or something.”

“No, I think each product was, like, around 30. Yeah, it was expensive. It made it could have been less, it could have been 15, but, so a lot of times, skincare brands will go ask for something to be made, and they don't own it. They just can use it. We owned t…”

“You don't want to spread yourself too thin. You want to get into one place and really get your feet on the ground.”

“Right, and so did all the employees all made a bunch of money. Everybody made a lot of money.”

“I met with the private equity team trying to, you know, start to really discuss how we want things set up, and I decided I wanted to make everybody an owner of the company. Everybody in the company was gonna have a piece of the company.”

“Again, Charles is in over 400,000 dollars at this point.”

“Nathan is my head of product development SVP of product development at Drunk Elephant. He is the one that wrote the review for the Wonder Bar... And he had reviewed four of the products, I think, maybe five, and they all got five stars.”

“Six, and 5000 of each.”

“So it was there in Jackson Hole that she told me that, yes, we want to pick you up, all six products. She goes, if you don't sell a million in the first year, we won't kick you out.”

“Like, literally, like, David had seven percent of the company at that point.”

“I think less than a 100,000.”

“No. They weren't out of the running. No.”

“What Tiffany did was, you know, she went to every trade show and eventually buyers from Sephora and Ulta came by and then she got meetings and it was just her and her sister at a trade show and a fold up table, you know.”