Sephora

“Yes, Jay-Z Will Smith, Jada Pinkett Smith, and the investment helped us to open up the additional store but also helped us to get into places like Sephora at the time and then subsequently Macy's.”

“Yes, Jay-Z Will Smith, Jada Pinkett Smith, and the investment helped us to open up the additional store but also helped us to get into places like Sephora at the time and then subsequently Macy's.”

“50% of people who go into a Sephora take out their iPhones.”

“Beauty brands build products and clients for the needs of, you know, Macy's and, you know, Sephora and Ulta and CVS, and those are shelf space needs and seasonality needs and margin needs and all of these different needs that have nothing to do with you as the…”

“We launched in 47 stores. So I had full distribution in Sephora and 47 Nordstroms”

“So in 2008, you know, this is before Instagram and influencer marketing, and it was all really about those press placements. That you'd get in the magazine that showed your product. They were very product driven, and that's what sold product in Sephora.”

“Our retail partner, Sephora, who did believe in us in day one. I just couldn't afford to be with them until year five because it requires more investment.”

“Getting that product in the hands of about 200,000 people translated into incredible conversions at Sephora.”

“Sephora has a cadence of twice a year in which they roll out brands into stores in March and in September.”

“So it was a test, and the test was online only. So if I hit my targets, the next step would be to launch Briogeo in 25 of the then 400 Sephora stores.”

“No, so Sephora wasn't even in the United States yet at that point.”

“If I hit my targets, the next step would be to launch Briogeo in 25 of the then 400 Sephora stores.”

“And then in February of 2014, I received an email that changed my life. I had sent the merchant buyer January's press summary, and a couple of weeks later, she responded and said, Nancy, it's so great to hear from you. The stars must have been aligned because …”

“Getting that product in the hands of about 200,000 people translated into incredible conversions at Sephora.”

“I've reached out to Sephora. They've told me, no, we would never carry a single SKU. Like, in other words, if you don't have a group of products, we're not interested.”

“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.”

“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.”

“So when I got the call, we're going in for free. Because you don't pay for the favorites wall.”

“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.”

“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.”