manufacturers

“And it's expensive to launch a new product. It's really expensive to discontinue. Because when you see something on shelf that's being discounted for the store to get rid of it, the manufacturer is funding it.”

“We wanted, we didn't want to go to a manufacturer and just say, make something for us. We wanted to know what we were making, and I think that's what's woven into the whole business, is that we wanted to make sure we were in control of what we were making.”

“And it's expensive to launch a new product. It's really expensive to discontinue. Because when you see something on shelf that's being discounted for the store to get rid of it, the manufacturer is funding it.”

“Lots of manufacturers were starting to, what they used to call shrink it and pink it, and I think they still call it that. They take their men's stuff and They do it over in pink and call it a day and make it smaller.”

“Sometimes manufacturers would say, oh, we just started developing shampoos without sulfates, but we need the silicone base in order for it to hydrate your hair. If you don't have the silicones, the clean surfactants are gonna dry out the hair. You can't have o…”

“So we negotiate hard with our manufacturers, but it stops at about three times the manufactured cost, and it doesn't go farther than that, whereas most beauty products go to 10 or 12, or sometimes 20.”