Katia Beauchamp explains the core commercial model of Birchbox when it launched in 2010.
0:00 / 0:11exact quote · 11.7s
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“No, they gave us the samples, and then we would purchase the full size, because it was from the very beginning, it was the full model, which was sampling as the appetizer, and then you can purchase anything you sampled directly from us.”
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More from Katia Beauchamp
Insight
Later-stage investors struggle to view female founders as both visionaries and operators
“Recognizing how challenging it was to really get capital. Particularly later stage capital as a female founder to be seen as both visionary and a strong operator.”
In-person retail can scale subscription services better than digital advertising
“There's potential to really scale in-person selling subscriptions, because In person, someone can actually tell you what this is versus the two seconds we have to capture your attention on the internet.”
Early YouTube vloggers drove Birchbox's growth purely organically without paid sponsorships
“These vloggers were looking for content, and this was once a month something that was content. So they were signing up themselves, paying for it. We really had no involvement.”
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