Jane Wurwand, co-founder of skincare company Dermalogica, explains how the company self-funded its initial catalog and scaled without external venture capital or debt.
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“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,”
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Insight
Wurwand: Startups must niche into one target market before expanding
“And I think niching is really important when you're a startup. Directing your Energy and time and attention at one target market. You can expand once you secure that, but start off in something that you feel strongly you've got a unique position in.”
Jane WurwandDec 12, 2024▶ 4:57Advice Line with Jane Wurwand of Dermalogica
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Wurwand: Brands should educate before selling to create genuine buying intent
“I always say, tell, don't sell. You're not ready to sell until I am ready to buy. And I, the way I would be ready to buy as a consumer is I want to want your product. I want to understand what it does.”
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Wurwand: Early-Stage Food Brands Should Avoid Supermarkets Like Kroger and Whole Foods
“I would not go to a big supermarket. Don't go anywhere near a Kroger or even a Whole Foods yet. Not yet. Not now. Because they could eat you alive with the terms they would want, the amount of product you'd have to supply, and you would be carrying the cost of…”
Jane WurwandDec 12, 2024▶ 14:12Advice Line with Jane Wurwand of Dermalogica
Opinion
Wurwand: Paradis Sport should not expand into new categories yet
“I wouldn't charge into swimwear and shorts and all the rest of it until you've got a great product going here, and you've got great attention from press. I wouldn't spread yourself too thin.”
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Insight
Wurwand: Outside experts do not know your business better than founders
“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.”
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Insight
Wurwand: Up-skilling American estheticians was the skincare industry's biggest opportunity
“I thought, I think we've just spotted the greatest opportunity in this industry, and that is train Americans how to do better skin treatments, and combining with that, retailing and selling.”
Jane WurwandApr 23, 2018▶ 9:07Dermalogica: Jane Wurwand (2016)
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