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Jul 23, 2018 · 33m · how-i-built-this

Drybar: Alli Webb (2017)

Alli Webb · 19m spoken Guy Raz · 9m spoken Chris Healy · 1m spoken Jay Williams · 19s spoken
0:00 / 0:00

gold bands on the timeline = statements, start to end. Hover to read, click to jump. CC turns on captions

In this episode of How I Built This, host Guy Raz interviews entrepreneur Alli Webb on how she transformed a grassroots mobile blowout service into Drybar, a disruptive, multi-million-dollar national salon chain.

How this conversation actually went

Every chapter scored 0–10 on four independent dynamics. Hover any point for the reasoning behind the score. Guy holds 31.5% of the talking time here. How this is scored →

Guy as informed peer 1.6 Guest teaching 2.0 Guest disagreement 0.1 Guy pushing back 0.1
05100:0010:0020:0030:001:53–4:13 · Guy as informed peer 1/10 Early Life, Family Expectations, and Beauty School Guy Raz gently prompts Alli Webb on her background as a self-described underachiever and her transition to beauty school. The tone is entirely friendly, biographical, and collaborative.4:14–7:18 · Guy as informed peer 1/10 New York Training, Public Relations, and Marriage Guy Raz asks about pioneer stylist John Sahag and Webb's pivot into public relations. Webb briefly explains the concept of dry cutting and describes meeting her husband in New York.7:20–12:09 · Guy as informed peer 2/10 Launching Mobile Blowouts and Identifying the Void Raz explores how Webb started her mobile blow-dry side hustle using an LA mommy message board. Webb outlines identifying the market void between high-end salons and low-end discount chains.12:12–18:25 · Guy as informed peer 2/10 Midpoint Show Interstitial and Network Break Raz covers the early setup and financing of the first store with Webb's brother and husband. Webb educates Raz on the unique layout of Drybar, explaining why mirrors face away from clients for the dramatic reveal.18:25–22:28 · Guy as informed peer 2/10 The Brentwood Grand Opening and Explosive Demand Webb recounts the surge in demand triggered by Daily Candy and navigating the anxieties of franchising early on. Raz keeps the narrative moving with supportive clarifying questions.22:29–25:03 · Guy as informed peer 2/10 Corporate Scaling, Executive Delegation, and Store Inspections Raz probes the psychological transition of rapid corporate scaling and asks whether Webb's in-store inspections intimidate employees. Webb candidly admits her presence makes stylists nervous.25:06–28:37 · Guy as informed peer 2/10 Reflections on Strengths, Family Collaboration, and Milestones Raz and Webb reflect on revenue milestones and working with family. When Raz playfully asks if she had her own hair professionally done recently, Webb cheekily reminds him she has been a stylist for 20 years and built a business on it.28:46–31:58 · Guy as informed peer 1/10 How You Built That: The Longhairs Story Raz hosts the brief 'How You Built That' segment featuring guest Chris Healy, who explains creating The Longhairs and rebranding the man bun as the 'highball'.1:53–4:13 · Guest teaching 1/10 Early Life, Family Expectations, and Beauty School Guy Raz gently prompts Alli Webb on her background as a self-described underachiever and her transition to beauty school. The tone is entirely friendly, biographical, and collaborative.4:14–7:18 · Guest teaching 2/10 New York Training, Public Relations, and Marriage Guy Raz asks about pioneer stylist John Sahag and Webb's pivot into public relations. Webb briefly explains the concept of dry cutting and describes meeting her husband in New York.7:20–12:09 · Guest teaching 2/10 Launching Mobile Blowouts and Identifying the Void Raz explores how Webb started her mobile blow-dry side hustle using an LA mommy message board. Webb outlines identifying the market void between high-end salons and low-end discount chains.12:12–18:25 · Guest teaching 3/10 Midpoint Show Interstitial and Network Break Raz covers the early setup and financing of the first store with Webb's brother and husband. Webb educates Raz on the unique layout of Drybar, explaining why mirrors face away from clients for the dramatic reveal.18:25–22:28 · Guest teaching 2/10 The Brentwood Grand Opening and Explosive Demand Webb recounts the surge in demand triggered by Daily Candy and navigating the anxieties of franchising early on. Raz keeps the narrative moving with supportive clarifying questions.22:29–25:03 · Guest teaching 2/10 Corporate Scaling, Executive Delegation, and Store Inspections Raz probes the psychological transition of rapid corporate scaling and asks whether Webb's in-store inspections intimidate employees. Webb candidly admits her presence makes stylists nervous.25:06–28:37 · Guest teaching 3/10 Reflections on Strengths, Family Collaboration, and Milestones Raz and Webb reflect on revenue milestones and working with family. When Raz playfully asks if she had her own hair professionally done recently, Webb cheekily reminds him she has been a stylist for 20 years and built a business on it.28:46–31:58 · Guest teaching 1/10 How You Built That: The Longhairs Story Raz hosts the brief 'How You Built That' segment featuring guest Chris Healy, who explains creating The Longhairs and rebranding the man bun as the 'highball'.1:53–4:13 · Guest disagreement 0/10 Early Life, Family Expectations, and Beauty School Guy Raz gently prompts Alli Webb on her background as a self-described underachiever and her transition to beauty school. The tone is entirely friendly, biographical, and collaborative.4:14–7:18 · Guest disagreement 0/10 New York Training, Public Relations, and Marriage Guy Raz asks about pioneer stylist John Sahag and Webb's pivot into public relations. Webb briefly explains the concept of dry cutting and describes meeting her husband in New York.7:20–12:09 · Guest disagreement 0/10 Launching Mobile Blowouts and Identifying the Void Raz explores how Webb started her mobile blow-dry side hustle using an LA mommy message board. Webb outlines identifying the market void between high-end salons and low-end discount chains.12:12–18:25 · Guest disagreement 0/10 Midpoint Show Interstitial and Network Break Raz covers the early setup and financing of the first store with Webb's brother and husband. Webb educates Raz on the unique layout of Drybar, explaining why mirrors face away from clients for the dramatic reveal.18:25–22:28 · Guest disagreement 0/10 The Brentwood Grand Opening and Explosive Demand Webb recounts the surge in demand triggered by Daily Candy and navigating the anxieties of franchising early on. Raz keeps the narrative moving with supportive clarifying questions.22:29–25:03 · Guest disagreement 0/10 Corporate Scaling, Executive Delegation, and Store Inspections Raz probes the psychological transition of rapid corporate scaling and asks whether Webb's in-store inspections intimidate employees. Webb candidly admits her presence makes stylists nervous.25:06–28:37 · Guest disagreement 1/10 Reflections on Strengths, Family Collaboration, and Milestones Raz and Webb reflect on revenue milestones and working with family. When Raz playfully asks if she had her own hair professionally done recently, Webb cheekily reminds him she has been a stylist for 20 years and built a business on it.28:46–31:58 · Guest disagreement 0/10 How You Built That: The Longhairs Story Raz hosts the brief 'How You Built That' segment featuring guest Chris Healy, who explains creating The Longhairs and rebranding the man bun as the 'highball'.1:53–4:13 · Guy pushing back 0/10 Early Life, Family Expectations, and Beauty School Guy Raz gently prompts Alli Webb on her background as a self-described underachiever and her transition to beauty school. The tone is entirely friendly, biographical, and collaborative.4:14–7:18 · Guy pushing back 0/10 New York Training, Public Relations, and Marriage Guy Raz asks about pioneer stylist John Sahag and Webb's pivot into public relations. Webb briefly explains the concept of dry cutting and describes meeting her husband in New York.7:20–12:09 · Guy pushing back 0/10 Launching Mobile Blowouts and Identifying the Void Raz explores how Webb started her mobile blow-dry side hustle using an LA mommy message board. Webb outlines identifying the market void between high-end salons and low-end discount chains.12:12–18:25 · Guy pushing back 0/10 Midpoint Show Interstitial and Network Break Raz covers the early setup and financing of the first store with Webb's brother and husband. Webb educates Raz on the unique layout of Drybar, explaining why mirrors face away from clients for the dramatic reveal.18:25–22:28 · Guy pushing back 0/10 The Brentwood Grand Opening and Explosive Demand Webb recounts the surge in demand triggered by Daily Candy and navigating the anxieties of franchising early on. Raz keeps the narrative moving with supportive clarifying questions.22:29–25:03 · Guy pushing back 1/10 Corporate Scaling, Executive Delegation, and Store Inspections Raz probes the psychological transition of rapid corporate scaling and asks whether Webb's in-store inspections intimidate employees. Webb candidly admits her presence makes stylists nervous.25:06–28:37 · Guy pushing back 0/10 Reflections on Strengths, Family Collaboration, and Milestones Raz and Webb reflect on revenue milestones and working with family. When Raz playfully asks if she had her own hair professionally done recently, Webb cheekily reminds him she has been a stylist for 20 years and built a business on it.28:46–31:58 · Guy pushing back 0/10 How You Built That: The Longhairs Story Raz hosts the brief 'How You Built That' segment featuring guest Chris Healy, who explains creating The Longhairs and rebranding the man bun as the 'highball'.

speaking balance: gold is Guy, purple is the guest (3 minute bins)

0:00 · Guy 72.4% · guest 27.6%0:00 · Guy 72.4% · guest 27.6%3:00 · Guy 11.6% · guest 88.4%3:00 · Guy 11.6% · guest 88.4%6:00 · Guy 10.5% · guest 89.5%6:00 · Guy 10.5% · guest 89.5%9:00 · Guy 19.8% · guest 80.2%9:00 · Guy 19.8% · guest 80.2%12:00 · Guy 43% · guest 57%12:00 · Guy 43% · guest 57%15:00 · Guy 12% · guest 88%15:00 · Guy 12% · guest 88%18:00 · Guy 16.9% · guest 83.1%18:00 · Guy 16.9% · guest 83.1%21:00 · Guy 21.4% · guest 78.6%21:00 · Guy 21.4% · guest 78.6%24:00 · Guy 27.3% · guest 72.7%24:00 · Guy 27.3% · guest 72.7%27:00 · Guy 52.5% · guest 47.5%27:00 · Guy 52.5% · guest 47.5%30:00 · Guy 67.9% · guest 32.1%30:00 · Guy 67.9% · guest 32.1%33:00 · Guy 0% · guest 100%33:00 · Guy 0% · guest 100%
Sharpest disagreement ▶ 28:25 Alli Webb playfully checks Guy Raz on her styling skills

When Raz wonders if Webb had her hair professionally blown out that week, Webb dryly counters that she is a professional stylist of 20 years who built a business on doing hair.

 Hardest push from Guy ▶ 24:42 Guy Raz probes whether Webb's visits terrorize salon staff

Raz gently challenges Webb's perspective by asking whether her hyper-critical eye when visiting salons drives her employees crazy.

 Biggest teaching moment ▶ 16:28 Webb explains the salon mirror placement philosophy

Webb educates Raz on the intentional salon interior design, explaining that hiding the mirror until the end creates an emotional, dramatic reveal derived from her living-room blowout days.

 Guy holds their own ▶ 0:00 Guy Raz contextualizes Drybar alongside Starbucks and Edible Arrangements

Raz sets up the episode by demonstrating deep business acumen, linking Webb's counterintuitive model to historic consumer retail innovations like Starbucks and Edible Arrangements.
the scores for every segment, with the reasoning behind each
ChapterTopicGuy as informed peerGuest teachingGuest disagreementGuy pushing backWhy
Early Life, Family Expectations, and Beauty School 1100 Guy Raz gently prompts Alli Webb on her background as a self-described underachiever and her transition to beauty school. The tone is entirely friendly, biographical, and collaborative.
New York Training, Public Relations, and Marriage 1200 Guy Raz asks about pioneer stylist John Sahag and Webb's pivot into public relations. Webb briefly explains the concept of dry cutting and describes meeting her husband in New York.
Launching Mobile Blowouts and Identifying the Void 2200 Raz explores how Webb started her mobile blow-dry side hustle using an LA mommy message board. Webb outlines identifying the market void between high-end salons and low-end discount chains.
Midpoint Show Interstitial and Network Break 2300 Raz covers the early setup and financing of the first store with Webb's brother and husband. Webb educates Raz on the unique layout of Drybar, explaining why mirrors face away from clients for the dramatic reveal.
The Brentwood Grand Opening and Explosive Demand 2200 Webb recounts the surge in demand triggered by Daily Candy and navigating the anxieties of franchising early on. Raz keeps the narrative moving with supportive clarifying questions.
Corporate Scaling, Executive Delegation, and Store Inspections 2201 Raz probes the psychological transition of rapid corporate scaling and asks whether Webb's in-store inspections intimidate employees. Webb candidly admits her presence makes stylists nervous.
Reflections on Strengths, Family Collaboration, and Milestones 2310 Raz and Webb reflect on revenue milestones and working with family. When Raz playfully asks if she had her own hair professionally done recently, Webb cheekily reminds him she has been a stylist for 20 years and built a business on it.
How You Built That: The Longhairs Story 1100 Raz hosts the brief 'How You Built That' segment featuring guest Chris Healy, who explains creating The Longhairs and rebranding the man bun as the 'highball'.

Statements from this episode (6)

Insight
Drybar capitalized on the missing middle between luxury and discount salons
“God, there really is two bad choices out there, and that's it. And so that's when I think the idea started percolating for me, and I was like, huh, you know, there's no place, like, in the middle”
Alli Webb Jul 23, 2018 ▶ 10:48
Disclosure
Drybar traded equity to architect Josh Heitler to design first salon
“When I had this idea to have a salon, he went to Josh and said, do you want to build a hair salon for my sister? And Josh was like, sure, and we offered him some equity to get involved”
Alli Webb Jul 23, 2018 ▶ 16:05
Assertion Not checkable as stated
A Daily Candy feature fully booked Drybar before opening day
“And so everybody started booking appointments before we even open. And so that very first day we opened to a very, very full shop.”
Alli Webb Jul 23, 2018 ▶ 19:24
Assertion Partly supported
Drybar reinvested first-year revenue to open second salon within six months
“Well, even within that first year, we turned everything back into the business, so not really, you know, I mean, we were barely taking any money for ourselves, and within six months, we opened our second store, and it just kept going and going.”
Alli Webb Jul 23, 2018 ▶ 20:03
Assertion Not checkable as stated
Drybar grew to employ 3,000 stylists and 80 corporate support staff
“Well, there's about 3000 stylists, and about, I don't know, maybe 70, 80 people in our support center, so it's pretty massive now”
Alli Webb Jul 23, 2018 ▶ 24:10
Assertion Not checkable as stated
Drybar expanded to 67 locations organically without a formal business plan
“It wasn't a premeditated, like, we didn't have a business plan, it wasn't like, this is our goal, and this is our trajectory, like, there was none of that. It was all this very organic, and we're on to something, so we're going to figure it out and keep growin…”
Alli Webb Jul 23, 2018 ▶ 27:10
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