Emily Weiss, founder and CEO of Glossier, explains why Glossier prefers taking big bets on high-potential talent rather than prioritizing traditional industry experience.
Insight
Emily Weiss: Direct-to-consumer is not a customer value proposition by itself
“She doesn't care that she's getting it like directly from us. That's not like the value proposition. Like maybe she even wants to just go get it right, you know, at Sephora like the next day. But what is, you know, really interesting about how we're reinventin…”
What-if
Emily Weiss: Glossier could 4x revenue in Sephora but rejects wholesale
“We could put ourselves in a Sephora, you know, tomorrow and probably, like,
Forex revenue,
Like but I, I don't know that that would really help us achieve the long-term impact we want in women's lives.”
Disclosure
Emily Weiss: Glossier blends editorial judgment with crowdsourced customer feedback
“Like, we don't one for one crowdsource. We don't say, like, you know, tell us exactly what to make, and we'll shade match it, and we'll send it to you. We really kind of combine our editorial background as beauty editors with you know, hearing, you know, 30% o…”
Prediction Not checkable as stated
Emily Weiss: Next-gen CPG companies will require two-way customer relationships
“The relationship to the customer in terms of creating brands, I think, is going to be beyond just Glossier and Beauty, like, something that most of the great next generation, like, you know, CPG companies are going to be built around this notion of, like, this…”
Assertion Not checkable as stated
Emily Weiss: Glossier was accidentally profitable for a few months in 2016
“We were actually, like, accidentally profitable a couple months last, last year, which was, like, cool to see.”
Assertion Not checkable as stated
Emily Weiss: Glossier achieved 600% growth two years in a row
“We've had 600% growth in the last 12 months, 600% growth the year before that”