The Fugly Tissue Box Had It Coming: Building Blow Tissues with Ariel Westphal | Ep 67

and we're using these tissues and it's and we're using these tissues and it's like it's like the same or worse, like it's like the same or worse, like it's like the same or worse, » right? » right? » right? » And I made a special trip for it and I » And I made a special trip for it and I » And I made a special trip for it and I was just like, "Okay, nothing about this was just like, "Okay, nothing about this was just like, "Okay, nothing about this is great." And it was the only options is great." And it was the only options is great." And it was the only options there. Like every it was either like there. Like every it was either like there. Like every it was either like this or worse, this or worse, this or worse, » right? » right? » right? » Which, you know, like we were at the um » Which, you know, like we were at the um » Which, you know, like we were at the um we were out of town. We went to a hotel. we were out of town. We went to a hotel. we were out of town. We went to a hotel. Like I'm going to do a series where I Like I'm going to do a series where I Like I'm going to do a series where I hold this up like you can see through hold this up like you can see through hold this up like you can see through the light like all of it. Whereas ours the light like all of it. Whereas ours the light like all of it. Whereas ours I'm like I'm like I'm like » you're not seeing through that, you » you're not seeing through that, you » you're not seeing through that, you know? That's the That's thick. So, just know? That's the That's thick. So, just know? That's the That's thick. So, just kind of sparked an idea. kind of sparked an idea. kind of sparked an idea. » That's fine. » That's fine. » That's fine. » And it and that ADHD rabbit hole. » And it and that ADHD rabbit hole. » And it and that ADHD rabbit hole. » The Killer Growth podcast starts now. What's up guys? Sam McVey here with the What's up guys? Sam McVey here with the Killer Growth podcast and today I have Killer Growth podcast and today I have Killer Growth podcast and today I have Ariel Westfall, founder of Blow Tissue. Ariel Westfall, founder of Blow Tissue. Ariel Westfall, founder of Blow Tissue. » Hey, » Hey, » Hey, » welcome. » welcome. » welcome. » Thanks for having me. I'm excited. » Thanks for having me. I'm excited. » Thanks for having me. I'm excited. » Excited to hang out. We actually have » Excited to hang out. We actually have » Excited to hang out. We actually have some of her product today. She's holding some of her product today. She's holding some of her product today. She's holding the tissue. I've got support tissue. the tissue. I've got support tissue. the tissue. I've got support tissue. » Pretty boxes. That's That's not a stain. » Pretty boxes. That's That's not a stain. » Pretty boxes. That's That's not a stain. My hand got wet from my matcha drink. My hand got wet from my matcha drink. My hand got wet from my matcha drink. Uh, but we're going to talk about the Uh, but we're going to talk about the Uh, but we're going to talk about the most I mean I you probably don't want me most I mean I you probably don't want me most I mean I you probably don't want me to say this to start off, but like I to say this to start off, but like I to say this to start off, but like I like I like to say like, you know, like I like to say like, you know, like I like to say like, you know, you've created the most expensive tissue you've created the most expensive tissue you've created the most expensive tissue box on the market, box on the market, box on the market, » which is a good place to be, » which is a good place to be, » which is a good place to be, » right? I was like, you know, and that » right? I was like, you know, and that » right? I was like, you know, and that was kind of purposeful a little bit was kind of purposeful a little bit was kind of purposeful a little bit because one, I wanted to make like a because one, I wanted to make like a because one, I wanted to make like a better tissue and a better experience, better tissue and a better experience, better tissue and a better experience, but if I have to compete on price, like but if I have to compete on price, like but if I have to compete on price, like I'm I'm going to lose, so we might as I'm I'm going to lose, so we might as I'm I'm going to lose, so we might as well. That's well. That's well. That's » I mean it's a good way to Yeah, it's a » I mean it's a good way to Yeah, it's a » I mean it's a good way to Yeah, it's a good way to look at it. I mean, how do good way to look at it. I mean, how do good way to look at it. I mean, how do you compete with the big guys on a you compete with the big guys on a you compete with the big guys on a commodity especially? commodity especially? commodity especially? » 100%. Right. So really I was looking at » 100%. Right. So really I was looking at » 100%. Right. So really I was looking at like what niche of these buyer or like what niche of these buyer or like what niche of these buyer or like of consumers or anyone that's of consumers or anyone that's of consumers or anyone that's dissatisfied with what they can get at dissatisfied with what they can get at dissatisfied with what they can get at the at this cheap like where price isn't the at this cheap like where price isn't the at this cheap like where price isn't like » the biggest thing and then how can I » the biggest thing and then how can I » the biggest thing and then how can I make it something that's still within make it something that's still within make it something that's still within you know it's not like they're a million you know it's not like they're a million you know it's not like they're a million dollar tissues that's just per ply there dollar tissues that's just per ply there dollar tissues that's just per ply there or per tissue it's like seven cents more or per tissue it's like seven cents more or per tissue it's like seven cents more so so so » I'm like we find ways to break it down » I'm like we find ways to break it down » I'm like we find ways to break it down » right yeah we're going to » right yeah we're going to » right yeah we're going to » you don't have to cover up the box blow. » you don't have to cover up the box blow. » you don't have to cover up the box blow. Per blow is x amount more, Per blow is x amount more, Per blow is x amount more, » right? They last two and a half times » right? They last two and a half times » right? They last two and a half times longer. Like, do you want me to go longer. Like, do you want me to go longer. Like, do you want me to go through the value prop? I'm ready. through the value prop? I'm ready. through the value prop? I'm ready. » And we'll get into all this in a little » And we'll get into all this in a little » And we'll get into all this in a little bit, but funny enough, these things are bit, but funny enough, these things are bit, but funny enough, these things are wild. I had coffee with you. Yay. wild. I had coffee with you. Yay. wild. I had coffee with you. Yay. » And you handed me one and I used it like » And you handed me one and I used it like » And you handed me one and I used it like our whole uh meeting. We were talking our whole uh meeting. We were talking our whole uh meeting. We were talking about marketing and stuff and I just about marketing and stuff and I just about marketing and stuff and I just kept reusing the same one for like my kept reusing the same one for like my kept reusing the same one for like my coffee spilling, wiping my nose. And I'm coffee spilling, wiping my nose. And I'm coffee spilling, wiping my nose. And I'm like, and then I took it with me and I'm like, and then I took it with me and I'm like, and then I took it with me and I'm like, it feels wrong to throw this away. like, it feels wrong to throw this away. like, it feels wrong to throw this away. It's so absorbent. cloth and that's I've It's so absorbent. cloth and that's I've It's so absorbent. cloth and that's I've had people tell me that they're like I had people tell me that they're like I had people tell me that they're like I just like keep it in my pocket and just like keep it in my pocket and just like keep it in my pocket and they're saying it like don't judge me they're saying it like don't judge me they're saying it like don't judge me and I was like no I'm kind of trying to and I was like no I'm kind of trying to and I was like no I'm kind of trying to figure out how to tell people like how figure out how to tell people like how figure out how to tell people like how to make that like a marketing position to make that like a marketing position to make that like a marketing position but it's awkward to be like but it's awkward to be like but it's awkward to be like » so just blow your nose and like put it » so just blow your nose and like put it » so just blow your nose and like put it back in your pocket. But really I mean I back in your pocket. But really I mean I back in your pocket. But really I mean I just like always haven't been there. just like always haven't been there. just like always haven't been there. » It feels like a handkerchief. Like it's » It feels like a handkerchief. Like it's » It feels like a handkerchief. Like it's kind of fun to fold it like you know a kind of fun to fold it like you know a kind of fun to fold it like you know a tissue your fingers kind of poke through tissue your fingers kind of poke through tissue your fingers kind of poke through it. it. it. » Right. These are I mean these are sturdy » Right. These are I mean these are sturdy » Right. These are I mean these are sturdy girls. girls. girls. » They are sturdy girls. That's a good way » They are sturdy girls. That's a good way » They are sturdy girls. That's a good way to put it. Bamboo tissues to put it. Bamboo tissues to put it. Bamboo tissues » by ply um with lotion. So we literally » by ply um with lotion. So we literally » by ply um with lotion. So we literally when we were when we were when we were » looking at different suppliers like I » looking at different suppliers like I » looking at different suppliers like I probably ordered like probably ordered like probably ordered like » 20ome tissue options and we had them » 20ome tissue options and we had them » 20ome tissue options and we had them like in a line on our kitchen counter like in a line on our kitchen counter like in a line on our kitchen counter and we just went through and we're like and we just went through and we're like and we just went through and we're like okay this one's like four out of 10 or okay this one's like four out of 10 or okay this one's like four out of 10 or like four out of 10. This one's like four out of 10. This one's like four out of 10. This one's like eight out of 10. And so I really like we eight out of 10. And so I really like we eight out of 10. And so I really like we picked like the one. Um, picked like the one. Um, picked like the one. Um, » did you do it during allergy season? » did you do it during allergy season? » did you do it during allergy season? » Allergy season that like is never ending » Allergy season that like is never ending » Allergy season that like is never ending at my house. My husband has ter like at my house. My husband has ter like at my house. My husband has ter like asthma induced allergies or allergy asthma induced allergies or allergy asthma induced allergies or allergy induced asthma. One of the other. induced asthma. One of the other. induced asthma. One of the other. » Yeah, that sounds right. So, and he's a » Yeah, that sounds right. So, and he's a » Yeah, that sounds right. So, and he's a teacher. So, like there's always teacher. So, like there's always teacher. So, like there's always something going I'm sure like you with something going I'm sure like you with something going I'm sure like you with your girls like there's always your girls like there's always your girls like there's always something. So, um yeah. I didn't realize something. So, um yeah. I didn't realize something. So, um yeah. I didn't realize how much I used tissues honestly, right? how much I used tissues honestly, right? how much I used tissues honestly, right? » Like we weren't really a big tissue » Like we weren't really a big tissue » Like we weren't really a big tissue household. I would just use toilet paper household. I would just use toilet paper household. I would just use toilet paper because I was like what's the because I was like what's the because I was like what's the difference? difference? difference? » Um and so using like now that I'm like » Um and so using like now that I'm like » Um and so using like now that I'm like everything that has to do with tissues I everything that has to do with tissues I everything that has to do with tissues I notice. Um and so I'm like now I'm like notice. Um and so I'm like now I'm like notice. Um and so I'm like now I'm like oh wow it's literally the first thing I oh wow it's literally the first thing I oh wow it's literally the first thing I do in the morning. do in the morning. do in the morning. » It's like when you buy a new car you've » It's like when you buy a new car you've » It's like when you buy a new car you've never seen on the road. You just see never seen on the road. You just see never seen on the road. You just see them everywhere. You're like golly I them everywhere. You're like golly I them everywhere. You're like golly I hadn't even seen this before hadn't even seen this before hadn't even seen this before » and then you notice those things. Well » and then you notice those things. Well » and then you notice those things. Well funny enough uh we let you use our funny enough uh we let you use our funny enough uh we let you use our restroom and then you came out and restroom and then you came out and restroom and then you came out and you're like guys uh do you have any more you're like guys uh do you have any more you're like guys uh do you have any more paper towels? We're out of paper towels. paper towels? We're out of paper towels. paper towels? We're out of paper towels. Talk about being a good host. Talk about being a good host. Talk about being a good host. » I was like, so literally I use these and » I was like, so literally I use these and » I was like, so literally I use these and it's like, well, we have blow tissues. it's like, well, we have blow tissues. it's like, well, we have blow tissues. » Yeah. And they're f I mean, they're » Yeah. And they're f I mean, they're » Yeah. And they're f I mean, they're fine. We have a new puppy and you know fine. We have a new puppy and you know fine. We have a new puppy and you know how that goes. And so I like we have how that goes. And so I like we have how that goes. And so I like we have boxes everywhere. And so that's feels boxes everywhere. And so that's feels boxes everywhere. And so that's feels like what I'm using more often, like what I'm using more often, like what I'm using more often, like paper towels, paper towels, paper towels, » which again, it's a pretty expensive » which again, it's a pretty expensive » which again, it's a pretty expensive tissue to be doing that, but when you tissue to be doing that, but when you tissue to be doing that, but when you compare it to paper towels, like right compare it to paper towels, like right compare it to paper towels, like right in line. So in line. So in line. So » yeah. Yeah. That's that's another good » yeah. Yeah. That's that's another good » yeah. Yeah. That's that's another good way to look at it. Like stop buying way to look at it. Like stop buying way to look at it. Like stop buying paper towels everywhere. buy tissues. paper towels everywhere. buy tissues. paper towels everywhere. buy tissues. » Yeah, they're all and you can like set » Yeah, they're all and you can like set » Yeah, they're all and you can like set them around your house and you don't them around your house and you don't them around your house and you don't have to run to your kitchen every time have to run to your kitchen every time have to run to your kitchen every time » you need a paper towel » you need a paper towel » you need a paper towel » and it looks good wherever you put it. » and it looks good wherever you put it. » and it looks good wherever you put it. That's that's the best part. That's that's the best part. That's that's the best part. » Yeah, the box is We were like, why are » Yeah, the box is We were like, why are » Yeah, the box is We were like, why are we paying more to cover up a box that we paying more to cover up a box that we paying more to cover up a box that you're already purchasing? you're already purchasing? you're already purchasing? » Um and so really what I was thinking was » Um and so really what I was thinking was » Um and so really what I was thinking was » like why do I need the box? And then um » like why do I need the box? And then um » like why do I need the box? And then um I just I don't know. It was it it would I just I don't know. It was it it would I just I don't know. It was it it would be so weird to to sell this and be like, be so weird to to sell this and be like, be so weird to to sell this and be like, "Okay, now take the stuff out of the "Okay, now take the stuff out of the "Okay, now take the stuff out of the disposable box and put it into this disposable box and put it into this disposable box and put it into this other box." Like they would be like, other box." Like they would be like, other box." Like they would be like, "No, you're insane." Um, and so the like "No, you're insane." Um, and so the like "No, you're insane." Um, and so the like the soft packaging that they're in um the soft packaging that they're in um the soft packaging that they're in um the refill the tissue refills the refill the tissue refills the refill the tissue refills » um is similar to what uh » um is similar to what uh » um is similar to what uh » nailed it. So what she's referring to is » nailed it. So what she's referring to is » nailed it. So what she's referring to is you've got this insert, right? Looks you've got this insert, right? Looks you've got this insert, right? Looks really cool. You can slide it in there. really cool. You can slide it in there. really cool. You can slide it in there. So, I'm gonna pull it out. And then So, I'm gonna pull it out. And then So, I'm gonna pull it out. And then you've got this soft packet almost like you've got this soft packet almost like you've got this soft packet almost like a baby wipe, a baby wipe, a baby wipe, » right? » right? » right? Which makes sense. Which makes sense. Which makes sense. » Yeah. So, I'm I don't have kids, so I'm » Yeah. So, I'm I don't have kids, so I'm » Yeah. So, I'm I don't have kids, so I'm like for me, I was like to distributors like for me, I was like to distributors like for me, I was like to distributors I or to manufacturers, I was like, let's I or to manufacturers, I was like, let's I or to manufacturers, I was like, let's think of something like what you would think of something like what you would think of something like what you would put in your pur like the to-go ones put in your pur like the to-go ones put in your pur like the to-go ones » but bigger and can we do that? And so, » but bigger and can we do that? And so, » but bigger and can we do that? And so, we found a way to make it happen. we found a way to make it happen. we found a way to make it happen. » That's brilliant. » That's brilliant. » That's brilliant. » And so, that's what we do. » And so, that's what we do. » And so, that's what we do. » That's what we do. » That's what we do. » That's what we do. » That's what we do. So tell me a little » That's what we do. So tell me a little » That's what we do. So tell me a little bit about your background. Um I only bit about your background. Um I only bit about your background. Um I only know of your time at Pink Saloon know of your time at Pink Saloon know of your time at Pink Saloon originally here in El originally here in El originally here in El going down memory lane. It's going down memory lane. It's going down memory lane. It's » shout out Brook a Bear, » shout out Brook a Bear, » shout out Brook a Bear, » right? Brooke green to me. » right? Brooke green to me. » right? Brooke green to me. You haven't changed your name in your You haven't changed your name in your You haven't changed your name in your cont. cont. cont. Yeah. I don't ever My poor sisters like Yeah. I don't ever My poor sisters like Yeah. I don't ever My poor sisters like they're still all like my friends are they're still all like my friends are they're still all like my friends are too. I'm like you are your maiden name too. I'm like you are your maiden name too. I'm like you are your maiden name to me. Um yeah, that's fair. But yeah, to me. Um yeah, that's fair. But yeah, to me. Um yeah, that's fair. But yeah, tell me your background. started working tell me your background. started working tell me your background. started working for Pink Saloon um when I was 15 and for Pink Saloon um when I was 15 and for Pink Saloon um when I was 15 and just » yeah so I really needed gas money for my » yeah so I really needed gas money for my » yeah so I really needed gas money for my car and uh started working for Brooke and it and uh started working for Brooke and it and uh started working for Brooke and it was small enough at the time that you was small enough at the time that you was small enough at the time that you could really take on like whatever not could really take on like whatever not could really take on like whatever not whatever responsibilities but like if whatever responsibilities but like if whatever responsibilities but like if you have tenacity um there was you have tenacity um there was you have tenacity um there was opportunity and so opportunity and so opportunity and so yeah I'm a tenacious person and um grew yeah I'm a tenacious person and um grew yeah I'm a tenacious person and um grew with her like um it kind of ended with her like um it kind of ended with her like um it kind of ended changing what I wanted to do. I wanted changing what I wanted to do. I wanted changing what I wanted to do. I wanted to go to school for journalism um and to go to school for journalism um and to go to school for journalism um and political science. I was like I either political science. I was like I either political science. I was like I either wanted to go to Capitol Hill and like be wanted to go to Capitol Hill and like be wanted to go to Capitol Hill and like be a reporter or maybe go to law school, a reporter or maybe go to law school, a reporter or maybe go to law school, which is insane now that I think about which is insane now that I think about which is insane now that I think about it because I would not be happy doing it because I would not be happy doing it because I would not be happy doing that. Um, and then I went to market uh that. Um, and then I went to market uh that. Um, and then I went to market uh with Brooke and just to see like the with Brooke and just to see like the with Brooke and just to see like the like the marketplace aspect and the like the marketplace aspect and the like the marketplace aspect and the analytical side of the industry was analytical side of the industry was analytical side of the industry was really encouraging and exciting and new. really encouraging and exciting and new. really encouraging and exciting and new. » Um, I didn't really understand at that » Um, I didn't really understand at that » Um, I didn't really understand at that time like in fashion I thought you could time like in fashion I thought you could time like in fashion I thought you could like design or you could be a sales like design or you could be a sales like design or you could be a sales associate essentially. Um, so went to associate essentially. Um, so went to associate essentially. Um, so went to school for uh, apparel marketing and a school for uh, apparel marketing and a school for uh, apparel marketing and a minor in business and then at Kate and minor in business and then at Kate and minor in business and then at Kate and then um, I worked for the Buckle for a then um, I worked for the Buckle for a then um, I worked for the Buckle for a little bit up in Carne, Nebraska. Um, little bit up in Carne, Nebraska. Um, little bit up in Carne, Nebraska. Um, » it was I loved Carney. It was so it was » it was I loved Carney. It was so it was » it was I loved Carney. It was so it was fun. It was not my thing. fun. It was not my thing. fun. It was not my thing. » Never been to Carney. » Never been to Carney. » Never been to Carney. » It's honestly like so I don't know if » It's honestly like so I don't know if » It's honestly like so I don't know if it's it's it's » I don't know if it would be fun to like » I don't know if it would be fun to like » I don't know if it would be fun to like visit, but it's fun to be It reminds me visit, but it's fun to be It reminds me visit, but it's fun to be It reminds me to live there. It was fun to live there to live there. It was fun to live there to live there. It was fun to live there because it's it's too far away from like because it's it's too far away from like because it's it's too far away from like a bigger city. So, they have a lot of a bigger city. So, they have a lot of a bigger city. So, they have a lot of stuff. It reminds me almost of like stuff. It reminds me almost of like stuff. It reminds me almost of like Manhattan. Manhattan. Manhattan. » Okay. » Okay. » Okay. » Um where it's, you know, you're not » Um where it's, you know, you're not » Um where it's, you know, you're not going to make a like a you're not going to make a like a you're not going to make a like a you're not going to go out in Kansas City like you would to go out in Kansas City like you would to go out in Kansas City like you would if you lived in Lawrence like you could if you lived in Lawrence like you could if you lived in Lawrence like you could get like pop over to Kansas City. Um and get like pop over to Kansas City. Um and get like pop over to Kansas City. Um and so Carney just like has everything. They so Carney just like has everything. They so Carney just like has everything. They have a really fun downtown. And anyway, have a really fun downtown. And anyway, have a really fun downtown. And anyway, I'm This is turning into a Carney I'm This is turning into a Carney I'm This is turning into a Carney podcast. podcast. podcast. » No, that's all right. Carney. » No, that's all right. Carney. » No, that's all right. Carney. Oh my god. had two viewers that are like Oh my god. had two viewers that are like Oh my god. had two viewers that are like one carne viewer. one carne viewer. one carne viewer. » Shout out Ali Rose » Shout out Ali Rose » Shout out Ali Rose the best cucumbers I've ever had. the best cucumbers I've ever had. the best cucumbers I've ever had. » That's awesome. » That's awesome. » That's awesome. » Um but » Um but » Um but uh worked for the buckle, came back, uh worked for the buckle, came back, uh worked for the buckle, came back, worked again at Pink Saloon. We had worked again at Pink Saloon. We had worked again at Pink Saloon. We had moved it to Witchaw before I left. Then moved it to Witchaw before I left. Then moved it to Witchaw before I left. Then we moved to Waterfront. Uh was like the we moved to Waterfront. Uh was like the we moved to Waterfront. Uh was like the head buyer visual head buyer visual head buyer visual » merchandise and Pink Saloon's a clothing » merchandise and Pink Saloon's a clothing » merchandise and Pink Saloon's a clothing boutique. Um, boutique. Um, boutique. Um, » yeah. » yeah. » yeah. » Where was it before Waterfront? » Where was it before Waterfront? » Where was it before Waterfront? » Douglas and Oliver. » Douglas and Oliver. » Douglas and Oliver. » Oliver. Yeah, right by College Hill. » Oliver. Yeah, right by College Hill. » Oliver. Yeah, right by College Hill. Yeah. No, like Water Brooks is over. I Yeah. No, like Water Brooks is over. I Yeah. No, like Water Brooks is over. I love It was so fun and like that love It was so fun and like that love It was so fun and like that neighborhood is just so welcoming and neighborhood is just so welcoming and neighborhood is just so welcoming and amazing. Like we amazing. Like we amazing. Like we » It was sad to leave there. It was really » It was sad to leave there. It was really » It was sad to leave there. It was really good for the store and like just to kind good for the store and like just to kind good for the store and like just to kind of you really had to adjust our customer of you really had to adjust our customer of you really had to adjust our customer base and we got to design the store and base and we got to design the store and base and we got to design the store and it looked like exactly how we wanted it looked like exactly how we wanted it looked like exactly how we wanted versus the previous one like we're versus the previous one like we're versus the previous one like we're painting the walls like we're like painting the walls like we're like painting the walls like we're like » the couch that was in the dressing room » the couch that was in the dressing room » the couch that was in the dressing room area was like a vintage couch from my area was like a vintage couch from my area was like a vintage couch from my that my mom sold Brooke and she had it that my mom sold Brooke and she had it that my mom sold Brooke and she had it re um re um re um » upholstered reupholstered. So, it's just » upholstered reupholstered. So, it's just » upholstered reupholstered. So, it's just funny like and so the next one just funny like and so the next one just funny like and so the next one just definitely looked like more upscale and definitely looked like more upscale and definitely looked like more upscale and we brought in like more upscale brands. we brought in like more upscale brands. we brought in like more upscale brands. Um, and it was great and I just kind of Um, and it was great and I just kind of Um, and it was great and I just kind of was like I didn't really know where I was like I didn't really know where I was like I didn't really know where I wanted to go with that. I knew I didn't wanted to go with that. I knew I didn't wanted to go with that. I knew I didn't want to buy the store or own one. I was want to buy the store or own one. I was want to buy the store or own one. I was just that's not where I saw myself. just that's not where I saw myself. just that's not where I saw myself. » Um, and at that point I had met my now » Um, and at that point I had met my now » Um, and at that point I had met my now husband and so it was just too early for husband and so it was just too early for husband and so it was just too early for us to like leave. I don't know. and us to like leave. I don't know. and us to like leave. I don't know. and I I just like I didn't know what to do I I just like I didn't know what to do I I just like I didn't know what to do and so I had a crash out and I quit. and so I had a crash out and I quit. and so I had a crash out and I quit. Um and then I Um and then I Um and then I uh you know I have bills to pay and I uh you know I have bills to pay and I uh you know I have bills to pay and I had a I I needed a job. I just quit my had a I I needed a job. I just quit my had a I I needed a job. I just quit my job without another job and so uh don't job without another job and so uh don't job without another job and so uh don't recommend um don't do that. recommend um don't do that. recommend um don't do that. » Have a plan. » Have a plan. » Have a plan. » Right. Yeah. Don't actually do that. Do » Right. Yeah. Don't actually do that. Do » Right. Yeah. Don't actually do that. Do not do that unless you have like a not do that unless you have like a not do that unless you have like a really high dose of Lexapro or really high dose of Lexapro or really high dose of Lexapro or something. something. something. Um, and one of the clients that shop Um, and one of the clients that shop Um, and one of the clients that shop with me at Pink Saloon, you know, I'm with me at Pink Saloon, you know, I'm with me at Pink Saloon, you know, I'm asking anyone. I'm like, "Do you know of asking anyone. I'm like, "Do you know of asking anyone. I'm like, "Do you know of a job?" Like, I'll do I worked for a job?" Like, I'll do I worked for a job?" Like, I'll do I worked for Dempsey's for like 2 weeks. Um, Dempsey's for like 2 weeks. Um, Dempsey's for like 2 weeks. Um, » how'd that go? » how'd that go? » how'd that go? » It was honestly so fun. 10 out of 10. » It was honestly so fun. 10 out of 10. » It was honestly so fun. 10 out of 10. Would recommend. Um, I think I gained Would recommend. Um, I think I gained Would recommend. Um, I think I gained like 10 lbs in the two weeks because like 10 lbs in the two weeks because like 10 lbs in the two weeks because they you get like a free meal every time they you get like a free meal every time they you get like a free meal every time or half rice meals or half rice meals or half rice meals » and it was so good. But um, so I like » and it was so good. But um, so I like » and it was so good. But um, so I like for my health I needed to leave. I was for my health I needed to leave. I was for my health I needed to leave. I was like, "Two weeks is enough." Um, so a like, "Two weeks is enough." Um, so a like, "Two weeks is enough." Um, so a client that worked for me, her husband client that worked for me, her husband client that worked for me, her husband was like, or she was like, "My husband was like, or she was like, "My husband was like, or she was like, "My husband is hiring for outside sales." Sales was is hiring for outside sales." Sales was is hiring for outside sales." Sales was so much of my background at Pink Saloon so much of my background at Pink Saloon so much of my background at Pink Saloon called him up was like, "Hi, here you're called him up was like, "Hi, here you're called him up was like, "Hi, here you're hiring for outside sales." And he's hiring for outside sales." And he's hiring for outside sales." And he's like, "Actually, we just filled that." I like, "Actually, we just filled that." I like, "Actually, we just filled that." I was like, "Damn, you know, like was like, "Damn, you know, like was like, "Damn, you know, like » I really thought this was it. Like, I've » I really thought this was it. Like, I've » I really thought this was it. Like, I've got a bill due tomorrow." got a bill due tomorrow." got a bill due tomorrow." » Um, » Um, » Um, » uh, but he was like, "We're actually » uh, but he was like, "We're actually » uh, but he was like, "We're actually hiring. I'm looking for a marketing hiring. I'm looking for a marketing hiring. I'm looking for a marketing director, which that's what my degree is director, which that's what my degree is director, which that's what my degree is in, but I just it was like part of my in, but I just it was like part of my in, but I just it was like part of my skill set I really hadn't exercised and skill set I really hadn't exercised and skill set I really hadn't exercised and frankly is probably like my least frankly is probably like my least frankly is probably like my least favorite of the things that I know how favorite of the things that I know how favorite of the things that I know how to do to do to do » semi well. » semi well. » semi well. » Um but I could do that and he's like » Um but I could do that and he's like » Um but I could do that and he's like come on in and talk to him. We hit it come on in and talk to him. We hit it come on in and talk to him. We hit it off like I just really liked his off like I just really liked his off like I just really liked his leadership style. It was like very Oops, leadership style. It was like very Oops, leadership style. It was like very Oops, sorry. Very much a new sorry. Very much a new sorry. Very much a new like very youngish company. There was like very youngish company. There was like very youngish company. There was about 12 employees there. Um, so it was about 12 employees there. Um, so it was about 12 employees there. Um, so it was a finance company. Didn't know anything a finance company. Didn't know anything a finance company. Didn't know anything about that. I was like, I have no about that. I was like, I have no about that. I was like, I have no business marketing about financial business marketing about financial business marketing about financial products. Um, but when there's a will, products. Um, but when there's a will, products. Um, but when there's a will, there's a way. And I'm a fake it till there's a way. And I'm a fake it till there's a way. And I'm a fake it till you make it girl. And so I ended up you make it girl. And so I ended up you make it girl. And so I ended up staying there for 9 years. staying there for 9 years. staying there for 9 years. » Um, and so there was like 12 to 15 » Um, and so there was like 12 to 15 » Um, and so there was like 12 to 15 employees when I got started. And um you employees when I got started. And um you employees when I got started. And um you know when I left we're I think well at know when I left we're I think well at know when I left we're I think well at least over a hundred. least over a hundred. least over a hundred. » Okay. » Okay. » Okay. » Um both here um at their Witchaw office » Um both here um at their Witchaw office » Um both here um at their Witchaw office and then some overseas work. Um you know and then some overseas work. Um you know and then some overseas work. Um you know scaled from like 6 million annual scaled from like 6 million annual scaled from like 6 million annual revenue to on track for 60 plus. So it revenue to on track for 60 plus. So it revenue to on track for 60 plus. So it was just like I I went in there very was just like I I went in there very was just like I I went in there very unknowing of what like working in that unknowing of what like working in that unknowing of what like working in that type of environment and having like that type of environment and having like that type of environment and having like that I don't want to say corporate cuz it was I don't want to say corporate cuz it was I don't want to say corporate cuz it was still very like you know we were I my still very like you know we were I my still very like you know we were I my cussing went from small to medium cussing went from small to medium cussing went from small to medium » right like I beca my parents are like » right like I beca my parents are like » right like I beca my parents are like you cuss a lot now and I was like it's you cuss a lot now and I was like it's you cuss a lot now and I was like it's because I'm around men all the time not because I'm around men all the time not because I'm around men all the time not just like that's how we interact um and just like that's how we interact um and just like that's how we interact um and so it was very like so it was very like so it was very like still I don't know spelt small and then still I don't know spelt small and then still I don't know spelt small and then you know you I got to scale team. I led you know you I got to scale team. I led you know you I got to scale team. I led a team of like up to 10. I was managing a team of like up to 10. I was managing a team of like up to 10. I was managing the marketing department and the sales the marketing department and the sales the marketing department and the sales department at one point. Nice. department at one point. Nice. department at one point. Nice. » Um and it was like crash course in so » Um and it was like crash course in so » Um and it was like crash course in so much education on the job education and much education on the job education and much education on the job education and it's cool to see like realize when it's cool to see like realize when it's cool to see like realize when you're not faking it anymore and you're you're not faking it anymore and you're you're not faking it anymore and you're like oh okay like oh okay like oh okay like » I have experience. I have a seat at this » I have experience. I have a seat at this » I have experience. I have a seat at this table and it's earned and like I know table and it's earned and like I know table and it's earned and like I know how to interact and work with like how to interact and work with like how to interact and work with like crossf functionally and get things done crossf functionally and get things done crossf functionally and get things done and mentor a team and mentor a team and mentor a team and » it was a lot of skills that I don't » it was a lot of skills that I don't » it was a lot of skills that I don't think otherwise I would have ever found think otherwise I would have ever found think otherwise I would have ever found out and really unlocked like um I didn't out and really unlocked like um I didn't out and really unlocked like um I didn't realize how much I enjoyed the realize how much I enjoyed the realize how much I enjoyed the analytical side of analytical side of analytical side of » like I can look at that you know that » like I can look at that you know that » like I can look at that you know that experience at market with Brooke way experience at market with Brooke way experience at market with Brooke way back when and see like I didn't realize back when and see like I didn't realize back when and see like I didn't realize what I liked about it and then you get what I liked about it and then you get what I liked about it and then you get to kind of like exercise those parts and to kind of like exercise those parts and to kind of like exercise those parts and figure out like what you do. Like it's figure out like what you do. Like it's figure out like what you do. Like it's just » it's such a common story I hear » it's such a common story I hear » it's such a common story I hear especially when people have a specific especially when people have a specific especially when people have a specific degree right degree right degree right » in something and then they go crap I » in something and then they go crap I » in something and then they go crap I don't actually know anything then they don't actually know anything then they don't actually know anything then they start and then it all starts to start and then it all starts to start and then it all starts to » Yeah. And like degrees are so like » Yeah. And like degrees are so like » Yeah. And like degrees are so like ambiguous right so I actually there was ambiguous right so I actually there was ambiguous right so I actually there was a girl that went to Kate and she reached a girl that went to Kate and she reached a girl that went to Kate and she reached out to me a couple weeks ago and she's out to me a couple weeks ago and she's out to me a couple weeks ago and she's like this is what I graduated with like this is what I graduated with like this is what I graduated with like what do you think? And I was like, what do you think? And I was like, what do you think? And I was like, honestly, just get the degree and go try honestly, just get the degree and go try honestly, just get the degree and go try and talk like talk to a bunch of people, and talk like talk to a bunch of people, and talk like talk to a bunch of people, try a bunch of things cuz like what you try a bunch of things cuz like what you try a bunch of things cuz like what you think you want to do now and what you think you want to do now and what you think you want to do now and what you end up doing, end up doing, end up doing, » I guarantee there. I mean, it's it's » I guarantee there. I mean, it's it's » I guarantee there. I mean, it's it's more shocking if you kind of like end up more shocking if you kind of like end up more shocking if you kind of like end up in your lane. I think in your lane. I think in your lane. I think » Yeah, I would agree with that. Yeah. » Yeah, I would agree with that. Yeah. » Yeah, I would agree with that. Yeah. There's a lot of people I know that have There's a lot of people I know that have There's a lot of people I know that have accounting degrees and they're in accounting degrees and they're in accounting degrees and they're in marketing, marketing, marketing, » right? Yeah. And sales, right? And it » right? Yeah. And sales, right? And it » right? Yeah. And sales, right? And it was just like you like there's so much was just like you like there's so much was just like you like there's so much like transferable skills and you kind of like transferable skills and you kind of like transferable skills and you kind of realize I mean what do we know at 18? realize I mean what do we know at 18? realize I mean what do we know at 18? Like I didn't know what I liked or Like I didn't know what I liked or Like I didn't know what I liked or didn't like. I was just didn't like. I was just didn't like. I was just » I thought I knew » I thought I knew » I thought I knew » I thought well yeah I was like you know » I thought well yeah I was like you know » I thought well yeah I was like you know what I love clothes I love dressing up. what I love clothes I love dressing up. what I love clothes I love dressing up. Let me like Let me like Let me like » I don't know. I really I don't it's » I don't know. I really I don't it's » I don't know. I really I don't it's » I wish they did a little bit more to » I wish they did a little bit more to » I wish they did a little bit more to like help like help like help » Yeah. » Yeah. » Yeah. » you understand like all the » you understand like all the » you understand like all the opportunities that there are out there. opportunities that there are out there. opportunities that there are out there. Like did you know that there's like Like did you know that there's like Like did you know that there's like professional cheese people? Not like professional cheese people? Not like professional cheese people? Not like they're not made cheese, but like their job is like to like taste and like their job is like to like taste and like » Yeah. » Yeah. » Yeah. » Like inform others on cheese. » Like inform others on cheese. » Like inform others on cheese. » Yeah. » Yeah. » Yeah. » Wow. » Wow. » Wow. » I didn't if I had known that existed, we » I didn't if I had known that existed, we » I didn't if I had known that existed, we would not be sitting would not be sitting would not be sitting in South. in South. in South. I'd be in Wisconsin and I'd be a I'd be in Wisconsin and I'd be a I'd be in Wisconsin and I'd be a » cheddar, right? I was like, I didn't » cheddar, right? I was like, I didn't » cheddar, right? I was like, I didn't know that was possible. Like, wow. know that was possible. Like, wow. know that was possible. Like, wow. » And I just marketing. Are you kidding » And I just marketing. Are you kidding » And I just marketing. Are you kidding me? me? me? » They're not made of cheese, but they are » They're not made of cheese, but they are » They're not made of cheese, but they are » But they're like really They might as » But they're like really They might as » But they're like really They might as well be. well be. well be. » What's a wine? I wonder what that's » What's a wine? I wonder what that's » What's a wine? I wonder what that's called. Like the wine called. Like the wine called. Like the wine or something. I don't know. or something. I don't know. or something. I don't know. » Yeah, that's another one that I'm like I » Yeah, that's another one that I'm like I » Yeah, that's another one that I'm like I really miss the boat on that. Maybe in really miss the boat on that. Maybe in really miss the boat on that. Maybe in another life, you know. another life, you know. another life, you know. » Yeah, that's amazing. Yeah, there's so » Yeah, that's amazing. Yeah, there's so » Yeah, that's amazing. Yeah, there's so many. Well, and I and I think, you know, many. Well, and I and I think, you know, many. Well, and I and I think, you know, I've met people that were successful I've met people that were successful I've met people that were successful with uh really amazing internships, but with uh really amazing internships, but with uh really amazing internships, but were really fortunate that they while were really fortunate that they while were really fortunate that they while they were getting their degree, they got they were getting their degree, they got they were getting their degree, they got put in a position to do the on job. put in a position to do the on job. put in a position to do the on job. » Yes. » Yes. » Yes. » And a lot of those people have a hard » And a lot of those people have a hard » And a lot of those people have a hard time finishing their degree, but then time finishing their degree, but then time finishing their degree, but then the employer's like, you got to finish, the employer's like, you got to finish, the employer's like, you got to finish, you know, cuz they're like, well, I you know, cuz they're like, well, I you know, cuz they're like, well, I don't need to do it anymore. I'm like, don't need to do it anymore. I'm like, don't need to do it anymore. I'm like, I'm in the trenches. And I'm in the trenches. And I'm in the trenches. And » um but you know, you actually kind of » um but you know, you actually kind of » um but you know, you actually kind of need the piece of paper need the piece of paper need the piece of paper » or it at least tells you fairly quickly. » or it at least tells you fairly quickly. » or it at least tells you fairly quickly. A lot of those stories are they change A lot of those stories are they change A lot of those stories are they change their degree because then they get into their degree because then they get into their degree because then they get into the real world before they finish their the real world before they finish their the real world before they finish their degree and they're like, "Oh, I don't degree and they're like, "Oh, I don't degree and they're like, "Oh, I don't want to do this." want to do this." want to do this." » Oh, yeah. Yeah. No. Can you imagine » Oh, yeah. Yeah. No. Can you imagine » Oh, yeah. Yeah. No. Can you imagine being like a doctor or a lawyer and being like a doctor or a lawyer and being like a doctor or a lawyer and spending that much time spending that much time spending that much time » and then » and then » and then » and then going out so hard » and then going out so hard » and then going out so hard » like actually I don't think blood is for » like actually I don't think blood is for » like actually I don't think blood is for me. It's so weird. me. It's so weird. me. It's so weird. » I did the prerex for the » I did the prerex for the » I did the prerex for the » nursy degree is really not doing » nursy degree is really not doing » nursy degree is really not doing anything for me. anything for me. anything for me. » I was like I was at some clinic thing. I » I was like I was at some clinic thing. I » I was like I was at some clinic thing. I was doing oh I was anatomy and was doing oh I was anatomy and was doing oh I was anatomy and physiology and then went to some I don't physiology and then went to some I don't physiology and then went to some I don't know like day like visit a I I don't know like day like visit a I I don't know like day like visit a I I don't know if we were at a hospital I don't know if we were at a hospital I don't know if we were at a hospital I don't even really remember I just remember even really remember I just remember even really remember I just remember » got to see it in real life I can't do » got to see it in real life I can't do » got to see it in real life I can't do that » like turns out » like turns out » like turns out » that is not passed out immediately » that is not passed out immediately » that is not passed out immediately » I feel pain I feel other people's pain » I feel pain I feel other people's pain » I feel pain I feel other people's pain more than my pain like I can't I can't more than my pain like I can't I can't more than my pain like I can't I can't see people hurt see people hurt see people hurt » it actually it makes me pass it really » it actually it makes me pass it really » it actually it makes me pass it really does make me pass out um does make me pass out um does make me pass out um » are you going to throw up cuz if you do » are you going to throw up cuz if you do » are you going to throw up cuz if you do I'm going to throw and like are you I'm going to throw and like are you I'm going to throw and like are you doing okay? And they're just screaming doing okay? And they're just screaming doing okay? And they're just screaming and you're like I just I don't think and you're like I just I don't think and you're like I just I don't think he's doing very good and I turns out I he's doing very good and I turns out I he's doing very good and I turns out I can't react in a way that's like taking can't react in a way that's like taking can't react in a way that's like taking control of my situ. control of my situ. control of my situ. » We're really good at screaming together, » We're really good at screaming together, » We're really good at screaming together, » right? Be like I thought this was more » right? Be like I thought this was more » right? Be like I thought this was more of like an emotional support thing like of like an emotional support thing like of like an emotional support thing like not an actual like healing job. not an actual like healing job. not an actual like healing job. » I'm going to need you to stop screaming » I'm going to need you to stop screaming » I'm going to need you to stop screaming right now and getting together cuz I'm right now and getting together cuz I'm right now and getting together cuz I'm about to lose I'm not okay. I know about to lose I'm not okay. I know about to lose I'm not okay. I know you're not okay. You're like, "Just you're not okay. You're like, "Just you're not okay. You're like, "Just scoot over. Let me get in the hospital scoot over. Let me get in the hospital scoot over. Let me get in the hospital bed with you." bed with you." bed with you." » I would totally do that. My wife can » I would totally do that. My wife can » I would totally do that. My wife can confirm. Um, okay. So, you did that for confirm. Um, okay. So, you did that for confirm. Um, okay. So, you did that for 9 years and then how did that 9 years and then how did that 9 years and then how did that came to a conclusion? And came to a conclusion? And came to a conclusion? And » Yep. So, I left that um in » Yep. So, I left that um in » Yep. So, I left that um in uh what month was it? The last Friday of uh what month was it? The last Friday of uh what month was it? The last Friday of September of 2025. September of 2025. September of 2025. » Okay. » Okay. » Okay. » Um I was kind of looking for something. » Um I was kind of looking for something. » Um I was kind of looking for something. I mean, I feel like for like the last I mean, I feel like for like the last I mean, I feel like for like the last year of that job, I was just like, year of that job, I was just like, year of that job, I was just like, "Okay, like it's time to kind of wrap "Okay, like it's time to kind of wrap "Okay, like it's time to kind of wrap this up." Like, I don't want to spend my this up." Like, I don't want to spend my this up." Like, I don't want to spend my career in finance. I just don't love career in finance. I just don't love career in finance. I just don't love that industry. Um, that industry. Um, that industry. Um, » sure. » sure. » sure. » And so, you know, I'm like, I've been, » And so, you know, I'm like, I've been, » And so, you know, I'm like, I've been, it's man, a blink of an eye and I've it's man, a blink of an eye and I've it's man, a blink of an eye and I've been here for almost a decade. Like, I been here for almost a decade. Like, I been here for almost a decade. Like, I now it's time to start thinking. And so, now it's time to start thinking. And so, now it's time to start thinking. And so, um, I felt like with fashion, it was um, I felt like with fashion, it was um, I felt like with fashion, it was like so on this like very creative like so on this like very creative like so on this like very creative side of my brain, but you really make side of my brain, but you really make side of my brain, but you really make nothing, right? And and it's not about nothing, right? And and it's not about nothing, right? And and it's not about money, but like also it's like I would money, but like also it's like I would money, but like also it's like I would really enjoy having a house. It's crazy. really enjoy having a house. It's crazy. really enjoy having a house. It's crazy. And then on the other side with finance And then on the other side with finance And then on the other side with finance where it's like you're completely where it's like you're completely where it's like you're completely detached from the product and you're detached from the product and you're detached from the product and you're just looking at like the analytical and just looking at like the analytical and just looking at like the analytical and like how you can move the needle in like how you can move the needle in like how you can move the needle in these really small dials which is such a these really small dials which is such a these really small dials which is such a good skill to learn. good skill to learn. good skill to learn. » Um » Um » Um but I was like let's find something in but I was like let's find something in but I was like let's find something in the middle you know something where I the middle you know something where I the middle you know something where I can like exercise both sides of these can like exercise both sides of these can like exercise both sides of these things that I found that I really like. things that I found that I really like. things that I found that I really like. Um, and so Um, and so Um, and so I was looking for different I was um, I was looking for different I was um, I was looking for different I was um, you know, kind of like I don't want to you know, kind of like I don't want to you know, kind of like I don't want to be I don't know how to say this without be I don't know how to say this without be I don't know how to say this without making it seem weird. making it seem weird. making it seem weird. » So, we've already been down the road of » So, we've already been down the road of » So, we've already been down the road of weird on this episode. So, weird on this episode. So, weird on this episode. So, » um, so it's like I was just like, you » um, so it's like I was just like, you » um, so it's like I was just like, you know, like let's try on different know, like let's try on different know, like let's try on different outfit. Like what if what if what if I outfit. Like what if what if what if I outfit. Like what if what if what if I went into restaurants? Like what if I went into restaurants? Like what if I went into restaurants? Like what if I went into wine? Like I really like for went into wine? Like I really like for went into wine? Like I really like for like a couple months I was really like a couple months I was really like a couple months I was really convinced I was going to move to Soma convinced I was going to move to Soma convinced I was going to move to Soma County. County. County. » Yeah. » Yeah. » Yeah. » Right. Like pack up the dogs and my » Right. Like pack up the dogs and my » Right. Like pack up the dogs and my husband like let's hit the road which is husband like let's hit the road which is husband like let's hit the road which is insane. And when you looked at the cost insane. And when you looked at the cost insane. And when you looked at the cost of living there I was like we're going of living there I was like we're going of living there I was like we're going to live in a cardboard box actually. to live in a cardboard box actually. to live in a cardboard box actually. » Um and just nothing felt » Um and just nothing felt » Um and just nothing felt exciting. I was really tired of having exciting. I was really tired of having exciting. I was really tired of having to listen to somebody else. I'm like I to listen to somebody else. I'm like I to listen to somebody else. I'm like I want to drive. want to drive. want to drive. » You know what I mean? and I want to see » You know what I mean? and I want to see » You know what I mean? and I want to see what kind of comes about. And so I what kind of comes about. And so I what kind of comes about. And so I will say I'm thankful that when I'm in a will say I'm thankful that when I'm in a will say I'm thankful that when I'm in a place of just like I don't know what to place of just like I don't know what to place of just like I don't know what to do, my instinct is to take control of do, my instinct is to take control of do, my instinct is to take control of something. And I usually do that by something. And I usually do that by something. And I usually do that by trying to learn like a niche thing. Like trying to learn like a niche thing. Like trying to learn like a niche thing. Like I'll like dive into something I'll like dive into something I'll like dive into something » and make it my personality. Like » and make it my personality. Like » and make it my personality. Like » if you want to talk about the 1500 tutor » if you want to talk about the 1500 tutor » if you want to talk about the 1500 tutor » the tutor England in the 1500s, like we » the tutor England in the 1500s, like we » the tutor England in the 1500s, like we can sign up for another uh podcast. But can sign up for another uh podcast. But can sign up for another uh podcast. But like I have like all these like niche like I have like all these like niche like I have like all these like niche things like I'm great at trivia. things like I'm great at trivia. things like I'm great at trivia. » Yeah, people with ADHD do that. » Yeah, people with ADHD do that. » Yeah, people with ADHD do that. » I know. It's like I'm showing my » I know. It's like I'm showing my » I know. It's like I'm showing my diagnosis. And so um thankfully I diagnosis. And so um thankfully I diagnosis. And so um thankfully I channeled this into something a little channeled this into something a little channeled this into something a little more helpful. um got a a masterclass more helpful. um got a a masterclass more helpful. um got a a masterclass membership and was just like obsessed membership and was just like obsessed membership and was just like obsessed with watching people's stories like with watching people's stories like with watching people's stories like really specifically really specifically really specifically » the disruptor kind of thing that's » the disruptor kind of thing that's » the disruptor kind of thing that's really going it's been going on for like really going it's been going on for like really going it's been going on for like the last 20 years or 15 20 years um the last 20 years or 15 20 years um the last 20 years or 15 20 years um because what blows my mind is like all because what blows my mind is like all because what blows my mind is like all of those things seem so obvious of those things seem so obvious of those things seem so obvious afterwards » and so especially like liquid death » and so especially like liquid death » and so especially like liquid death » oh I know » oh I know » oh I know » and like Bobby formula you know I'm just » and like Bobby formula you know I'm just » and like Bobby formula you know I'm just like why don't we question these like why don't we question these like why don't we question these like institutional things that you're just institutional things that you're just institutional things that you're just buying saying because like it's like I buying saying because like it's like I buying saying because like it's like I bought it one time and I guess this is bought it one time and I guess this is bought it one time and I guess this is my personality type now. my personality type now. my personality type now. » Mhm. » Mhm. » Mhm. » Um and so that was just in the back I » Um and so that was just in the back I » Um and so that was just in the back I It's not like I watched those being like It's not like I watched those being like It's not like I watched those being like I think I'm going to start something. I think I'm going to start something. I think I'm going to start something. » Um but it just got me noticed just like » Um but it just got me noticed just like » Um but it just got me noticed just like the car thing like once you start like the car thing like once you start like the car thing like once you start like once it's in your mind you're kind of once it's in your mind you're kind of once it's in your mind you're kind of like looking like oh what's something like looking like oh what's something like looking like oh what's something else I can recognize that has these same else I can recognize that has these same else I can recognize that has these same characteristics. And originally I was characteristics. And originally I was characteristics. And originally I was thinking like toilet paper because like thinking like toilet paper because like thinking like toilet paper because like the 2020 toilet paper crisis of of the 2020 toilet paper crisis of of the 2020 toilet paper crisis of of the pandemic. pandemic. pandemic. » I mean dude wipes, » I mean dude wipes, » I mean dude wipes, » right? And I was just like, you know, » right? And I was just like, you know, » right? And I was just like, you know, it's wild. Like people had such an it's wild. Like people had such an it's wild. Like people had such an emotional response to toilet paper. Like emotional response to toilet paper. Like emotional response to toilet paper. Like the thought that they could not get the thought that they could not get the thought that they could not get their hands on it. I was like, we had their hands on it. I was like, we had their hands on it. I was like, we had security guards in Costco. security guards in Costco. security guards in Costco. » Yeah. » Yeah. » Yeah. » Like guarding toilet paper. We should » Like guarding toilet paper. We should » Like guarding toilet paper. We should really reflect honestly as a population. really reflect honestly as a population. really reflect honestly as a population. people are dying. people are dying. people are dying. » That's when beday just like went nuts, » That's when beday just like went nuts, » That's when beday just like went nuts, » right? They were like, listen, we've got » right? They were like, listen, we've got » right? They were like, listen, we've got a market here. Um, and so I was really, a market here. Um, and so I was really, a market here. Um, and so I was really, you know, looking at that and just you know, looking at that and just you know, looking at that and just thinking, okay, well, what about what thinking, okay, well, what about what thinking, okay, well, what about what about toilet paper? You know, there's about toilet paper? You know, there's about toilet paper? You know, there's other brands that are definitely doing other brands that are definitely doing other brands that are definitely doing that. Like, who gives a crap is a big that. Like, who gives a crap is a big that. Like, who gives a crap is a big one. one. one. » Plant paper, real, there's a couple » Plant paper, real, there's a couple » Plant paper, real, there's a couple others. And so, I was just like, oh, others. And so, I was just like, oh, others. And so, I was just like, oh, okay, that's kind of already gotten okay, that's kind of already gotten okay, that's kind of already gotten started there. there's several years started there. there's several years started there. there's several years ahead. Um and then like I mentioned ahead. Um and then like I mentioned ahead. Um and then like I mentioned earlier, so we have sicknesses go earlier, so we have sicknesses go earlier, so we have sicknesses go through our house like especially in the through our house like especially in the through our house like especially in the spring, winter, spring from the kids. spring, winter, spring from the kids. spring, winter, spring from the kids. » Yeah. » Yeah. » Yeah. » And then Bryce is pretty much immune and » And then Bryce is pretty much immune and » And then Bryce is pretty much immune and then he brings it home and then I get it then he brings it home and then I get it then he brings it home and then I get it and then like he'll get like the tail and then like he'll get like the tail and then like he'll get like the tail end and it's just like round robin round end and it's just like round robin round end and it's just like round robin round robin round robin. robin round robin. robin round robin. » We didn't keep tissues in our house » We didn't keep tissues in our house » We didn't keep tissues in our house because of affformentioned. And I was because of affformentioned. And I was because of affformentioned. And I was like, I just don't feel like I use them like, I just don't feel like I use them like, I just don't feel like I use them very much, you know? very much, you know? very much, you know? » Um, and so we were using like a roll of » Um, and so we were using like a roll of » Um, and so we were using like a roll of toilet paper. My nose is just like the toilet paper. My nose is just like the toilet paper. My nose is just like the skin is gone, you know, this just skin is gone, you know, this just skin is gone, you know, this just terrible. And so I was I remember this terrible. And so I was I remember this terrible. And so I was I remember this so vividly. Like I think if I really so vividly. Like I think if I really so vividly. Like I think if I really thought back on it, I could think about thought back on it, I could think about thought back on it, I could think about what I was literally wearing. Like this what I was literally wearing. Like this what I was literally wearing. Like this is how like big of a moment it was is how like big of a moment it was is how like big of a moment it was without realizing it. without realizing it. without realizing it. » So I'm like, I'm sick of this. I'm gonna » So I'm like, I'm sick of this. I'm gonna » So I'm like, I'm sick of this. I'm gonna go to the store and get a box of go to the store and get a box of go to the store and get a box of tissues. like I'm gonna I'm gonna get tissues. like I'm gonna I'm gonna get tissues. like I'm gonna I'm gonna get the good stuff, you know, and I pony up the good stuff, you know, and I pony up the good stuff, you know, and I pony up for like the aloe, the lotion. I'm like, for like the aloe, the lotion. I'm like, for like the aloe, the lotion. I'm like, we are we're home free, you know? Like I we are we're home free, you know? Like I we are we're home free, you know? Like I just spent $8 at Dollar General on just spent $8 at Dollar General on just spent $8 at Dollar General on tissues and tissues and tissues and I just I remember getting home and I just I remember getting home and I just I remember getting home and um the boxes were like they had these um the boxes were like they had these um the boxes were like they had these flamingos and toucans on them. flamingos and toucans on them. flamingos and toucans on them. » Yeah. » Yeah. » Yeah. » And I was just kind of like, okay, this » And I was just kind of like, okay, this » And I was just kind of like, okay, this isn't like what who thought I was just isn't like what who thought I was just isn't like what who thought I was just like whatever. Like I don't know who like whatever. Like I don't know who like whatever. Like I don't know who thought of this, but this like who wants thought of this, but this like who wants thought of this, but this like who wants to put this in their house? Um to put this in their house? Um to put this in their house? Um » I feel like the idea of when you're » I feel like the idea of when you're » I feel like the idea of when you're sneezing of looking at a bird just makes sneezing of looking at a bird just makes sneezing of looking at a bird just makes you want to sneeze more, you want to sneeze more, you want to sneeze more, » right? I was just like » right? I was just like » right? I was just like » imagine a feather in your nose. » imagine a feather in your nose. » imagine a feather in your nose. » Yeah. Like who is there were I mean I » Yeah. Like who is there were I mean I » Yeah. Like who is there were I mean I get like well we're doing with like get like well we're doing with like get like well we're doing with like endangered species. I'm like then make endangered species. I'm like then make endangered species. I'm like then make the donation. Like we don't have to live the donation. Like we don't have to live the donation. Like we don't have to live with it, you know? with it, you know? with it, you know? » Then make the donation. » Then make the donation. » Then make the donation. » Like don't make this my problem. Um, and » Like don't make this my problem. Um, and » Like don't make this my problem. Um, and we're using these tissues and it's like we're using these tissues and it's like we're using these tissues and it's like it's like the same or worse, it's like the same or worse, it's like the same or worse, » right? » right? » right? » And I made a special trip for it and I » And I made a special trip for it and I » And I made a special trip for it and I was just like, "Okay, nothing about this was just like, "Okay, nothing about this was just like, "Okay, nothing about this is great." And it was the only options is great." And it was the only options is great." And it was the only options there. Like every it was either like there. Like every it was either like there. Like every it was either like this or worse, this or worse, this or worse, » right? » right? » right? » Which, you know, like we were at the um » Which, you know, like we were at the um » Which, you know, like we were at the um we were out of town, we went to a hotel. we were out of town, we went to a hotel. we were out of town, we went to a hotel. Like I'm going to do a series where I Like I'm going to do a series where I Like I'm going to do a series where I hold this up like you can see through hold this up like you can see through hold this up like you can see through the light like all of it. Whereas ours, the light like all of it. Whereas ours, the light like all of it. Whereas ours, I'm like, you're not seeing through I'm like, you're not seeing through I'm like, you're not seeing through that. You know, that's the that's thick. that. You know, that's the that's thick. that. You know, that's the that's thick. So, just kind of sparked an idea. So, just kind of sparked an idea. So, just kind of sparked an idea. » That's fine. » That's fine. » That's fine. » And and that ADHD rabbit hole. I was » And and that ADHD rabbit hole. I was » And and that ADHD rabbit hole. I was like, why are they like this? Who's like, why are they like this? Who's like, why are they like this? Who's making these? Why? Like, when did this making these? Why? Like, when did this making these? Why? Like, when did this whatever? And so, you just whatever? And so, you just whatever? And so, you just » Yeah. » Yeah. » Yeah. » Really? I was like went down a rabbit » Really? I was like went down a rabbit » Really? I was like went down a rabbit hole of what they're made of, when they hole of what they're made of, when they hole of what they're made of, when they were made, who's like the m like and were made, who's like the m like and were made, who's like the m like and there's obviously like there's the huge there's obviously like there's the huge there's obviously like there's the huge incumbent in the room, right? Obviously, incumbent in the room, right? Obviously, incumbent in the room, right? Obviously, I'm not going to say their names. I'm not going to say their names. I'm not going to say their names. » Um, but um largely like they came out in » Um, but um largely like they came out in » Um, but um largely like they came out in 1924 um marketed as like cold cream makeup um marketed as like cold cream makeup um marketed as like cold cream makeup removal. removal. removal. » Really? » Really? » Really? » Right. So, and then like four or five » Right. So, and then like four or five » Right. So, and then like four or five years later, the consumers are like, years later, the consumers are like, years later, the consumers are like, "Yeah, we're not using it for that. "Yeah, we're not using it for that. "Yeah, we're not using it for that. We're using as disposable We're using as disposable We're using as disposable handkerchiefs." Um and so they were handkerchiefs." Um and so they were handkerchiefs." Um and so they were like, "Okay, we'll start doing it for like, "Okay, we'll start doing it for like, "Okay, we'll start doing it for that." Then they came up with like the I that." Then they came up with like the I that." Then they came up with like the I think they called it like the think they called it like the think they called it like the I don't want to say pack and play I don't want to say pack and play I don't want to say pack and play because that's like a kids because that's like a kids because that's like a kids » right » right » right » thing. Something like that. I can't » thing. Something like that. I can't » thing. Something like that. I can't remember the name but the bo essentially remember the name but the bo essentially remember the name but the bo essentially the » the cardboard box that we know today. » the cardboard box that we know today. » the cardboard box that we know today. » Okay. » Okay. » Okay. » That was like in the 30s. » That was like in the 30s. » That was like in the 30s. » Really? No way. » Really? No way. » Really? No way. » And they were like, you know what? I » And they were like, you know what? I » And they were like, you know what? I think we're good. And then they brought think we're good. And then they brought think we're good. And then they brought in the garish designs from like the 50s in the garish designs from like the 50s in the garish designs from like the 50s and through the and they were like, I and through the and they were like, I and through the and they were like, I think this is like we're just going to think this is like we're just going to think this is like we're just going to write it. I think we've hit it. Like write it. I think we've hit it. Like write it. I think we've hit it. Like there's no like evolution. there's no like evolution. there's no like evolution. » Couldn't do couldn't do it better, » Couldn't do couldn't do it better, » Couldn't do couldn't do it better, » right? Yeah. Like no, we got this. Like » right? Yeah. Like no, we got this. Like » right? Yeah. Like no, we got this. Like we're good. we're good. we're good. » Um and so yeah, so I'm like okay, if » Um and so yeah, so I'm like okay, if » Um and so yeah, so I'm like okay, if you're going to get lazy and people you're going to get lazy and people you're going to get lazy and people don't like this then there like that's don't like this then there like that's don't like this then there like that's just like right for a disruption. So just like right for a disruption. So just like right for a disruption. So » um the big ticker was I was like what » um the big ticker was I was like what » um the big ticker was I was like what would I even call it? I really like would I even call it? I really like would I even call it? I really like brands that have a verb I think is brands that have a verb I think is brands that have a verb I think is really clever. And so obviously Blow you really clever. And so obviously Blow you really clever. And so obviously Blow you blow your nose, but if it's just blow your nose, but if it's just blow your nose, but if it's just blow.com, like we got bigger problems on blow.com, like we got bigger problems on blow.com, like we got bigger problems on our hands like firewalls. our hands like firewalls. our hands like firewalls. And so and like I don't think there's a And so and like I don't think there's a And so and like I don't think there's a four-letter word URL out there available four-letter word URL out there available four-letter word URL out there available anymore for less than like $50,000, I anymore for less than like $50,000, I anymore for less than like $50,000, I thought. thought. thought. » Um but blow tissues available. » Um but blow tissues available. » Um but blow tissues available. » Yeah. » Yeah. » Yeah. » GoDaddy $11.99. » GoDaddy $11.99. » GoDaddy $11.99. » Let's go. » Let's go. » Let's go. » Bought it. » Bought it. » Bought it. » Done. » Done. » Done. » And I was like, okay, this is kind of » And I was like, okay, this is kind of » And I was like, okay, this is kind of perfect. And what year was this? perfect. And what year was this? perfect. And what year was this? » Last year, 2025. So, and then it was » Last year, 2025. So, and then it was » Last year, 2025. So, and then it was right around my birthday, too, cuz I was right around my birthday, too, cuz I was right around my birthday, too, cuz I was just I remember like my mom turned 60 just I remember like my mom turned 60 just I remember like my mom turned 60 and I had this big idea in my head, but and I had this big idea in my head, but and I had this big idea in my head, but I hadn't really told anyone and I hadn't really told anyone and I hadn't really told anyone and everyone's like asking me about like my everyone's like asking me about like my everyone's like asking me about like my job and stuff and I'm like, I hate it. job and stuff and I'm like, I hate it. job and stuff and I'm like, I hate it. But that's okay. Like, there's something But that's okay. Like, there's something But that's okay. Like, there's something cooking in here. Don't you worry. cooking in here. Don't you worry. cooking in here. Don't you worry. Um, and then the day after was when I Um, and then the day after was when I Um, and then the day after was when I filed, like when I did the Kansas State filed, like when I did the Kansas State filed, like when I did the Kansas State or the state of Kansas registration. Um, or the state of Kansas registration. Um, or the state of Kansas registration. Um, and yeah, and so I bid on Blow Tissue, the yeah, and so I bid on Blow Tissue, the yeah, and so I bid on Blow Tissue, the singular, won it on my birthday for like singular, won it on my birthday for like singular, won it on my birthday for like $32. $32. $32. I feel bad for the man that owned that I feel bad for the man that owned that I feel bad for the man that owned that probably for 5 years and was like, you probably for 5 years and was like, you probably for 5 years and was like, you know what? I'm just going to let this know what? I'm just going to let this know what? I'm just going to let this go. settle, go. settle, go. settle, » right? » right? » right? » Um, and then just kind of just started » Um, and then just kind of just started » Um, and then just kind of just started going I'm I'm like it really my going I'm I'm like it really my going I'm I'm like it really my experience especially with the buckle experience especially with the buckle experience especially with the buckle and with pink saloon helped me like and with pink saloon helped me like and with pink saloon helped me like sourcing period is kind of overwhelming. sourcing period is kind of overwhelming. sourcing period is kind of overwhelming. » Oh yeah. » Oh yeah. » Oh yeah. » Um, and so just having that » Um, and so just having that » Um, and so just having that » Did you start with like Alibaba? Okay. » Did you start with like Alibaba? Okay. » Did you start with like Alibaba? Okay. » Yeah. So I started with Alibaba, put out » Yeah. So I started with Alibaba, put out » Yeah. So I started with Alibaba, put out an RFQ and then it was overwhelming. So, an RFQ and then it was overwhelming. So, an RFQ and then it was overwhelming. So, I just went to like people that I, you I just went to like people that I, you I just went to like people that I, you know, it's not what you know, it's who know, it's not what you know, it's who know, it's not what you know, it's who you know it feels like. And just you know it feels like. And just you know it feels like. And just » was like, "Hey, do you know anyone that » was like, "Hey, do you know anyone that » was like, "Hey, do you know anyone that does like anything in AC?" I was looking does like anything in AC?" I was looking does like anything in AC?" I was looking at like either doing um acrylic or um at like either doing um acrylic or um at like either doing um acrylic or um like travertine or leather. I was kind like travertine or leather. I was kind like travertine or leather. I was kind of thinking to do a leather one. of thinking to do a leather one. of thinking to do a leather one. » Um and then was trying to find a box » Um and then was trying to find a box » Um and then was trying to find a box design that was like clo like 80. My design that was like clo like 80. My design that was like clo like 80. My goal was like I want to get one that's goal was like I want to get one that's goal was like I want to get one that's like 80% of the way there because then like 80% of the way there because then like 80% of the way there because then like with language barrier and like with language barrier and like with language barrier and like » right » right » right » some really horrendous sketching I think » some really horrendous sketching I think » some really horrendous sketching I think we can get to where my mind's at. we can get to where my mind's at. we can get to where my mind's at. » Um and that's exactly what we did. So » Um and that's exactly what we did. So » Um and that's exactly what we did. So » um started there started putting out um » um started there started putting out um » um started there started putting out um emails to uh tissue suppliers. Really I emails to uh tissue suppliers. Really I emails to uh tissue suppliers. Really I went down I was like what are even went down I was like what are even went down I was like what are even tissues made out of? Um, and they're tissues made out of? Um, and they're tissues made out of? Um, and they're made like most tissues are made out of made like most tissues are made out of made like most tissues are made out of trees, flamingos and two kids. They trees, flamingos and two kids. They trees, flamingos and two kids. They actually kill them first before they put actually kill them first before they put actually kill them first before they put them on the box. them on the box. them on the box. That's actually part of the appeal. That's actually part of the appeal. That's actually part of the appeal. Little do you know, Little do you know, Little do you know, » every cute animal on your thing. Um, and » every cute animal on your thing. Um, and » every cute animal on your thing. Um, and so I was like, "Okay, well surely we got so I was like, "Okay, well surely we got so I was like, "Okay, well surely we got something better than tree." Like, we something better than tree." Like, we something better than tree." Like, we don't need to use a tree for this don't need to use a tree for this don't need to use a tree for this bamboo. And you know, it's like maybe bamboo. And you know, it's like maybe bamboo. And you know, it's like maybe half a cent more. half a cent more. half a cent more. » Okay. obvious upgrade was looking I'm » Okay. obvious upgrade was looking I'm » Okay. obvious upgrade was looking I'm like why don't more people do this and like why don't more people do this and like why don't more people do this and they were like well it can be scratchy they were like well it can be scratchy they were like well it can be scratchy say let's add another ply let's like say let's add another ply let's like say let's add another ply let's like test all these ones make sure they're test all these ones make sure they're test all these ones make sure they're soft » how many ply are in these » how many ply are in these » how many ply are in these » five » five » five » five more than double » five more than double » five more than double » which is wild to me cuz yes it's thick » which is wild to me cuz yes it's thick » which is wild to me cuz yes it's thick but also it's like man that's it seems but also it's like man that's it seems but also it's like man that's it seems hard to have five hard to have five hard to have five » no and like I did try so they just like » no and like I did try so they just like » no and like I did try so they just like my supplier she was like we tried a six my supplier she was like we tried a six my supplier she was like we tried a six ply and she sent it and it's like you ply and she sent it and it's like you ply and she sent it and it's like you almost couldn't get it out of the thing almost couldn't get it out of the thing almost couldn't get it out of the thing » oh it was so thick. » oh it was so thick. » oh it was so thick. » It was really thick, which it was like, » It was really thick, which it was like, » It was really thick, which it was like, you know, I kind of I do think when we you know, I kind of I do think when we you know, I kind of I do think when we tested these, and that's something I'm tested these, and that's something I'm tested these, and that's something I'm like I do wear proudly is like I do wear proudly is like I do wear proudly is like » I could have gone with four ply. It felt » I could have gone with four ply. It felt » I could have gone with four ply. It felt almost as good. almost as good. almost as good. » Yeah. » Yeah. » Yeah. » And probably I could have made the same » And probably I could have made the same » And probably I could have made the same like double the thickness, but I'm like double the thickness, but I'm like double the thickness, but I'm like it didn't feel as good. it didn't feel as good. it didn't feel as good. » And I am like if you know if I'm going » And I am like if you know if I'm going » And I am like if you know if I'm going to do something, I want it to be to do something, I want it to be to do something, I want it to be » what I'm like. It's the best one that I » what I'm like. It's the best one that I » what I'm like. It's the best one that I found. Like it's my favorite one. So found. Like it's my favorite one. So found. Like it's my favorite one. So » yeah. » yeah. » yeah. Yeah, just started going down the rabbit Yeah, just started going down the rabbit Yeah, just started going down the rabbit hole start um you know um looking at hole start um you know um looking at hole start um you know um looking at like how I could fund it like how I could fund it like how I could fund it » what I was going to do. Um thankfully » what I was going to do. Um thankfully » what I was going to do. Um thankfully like my experience at that financial like my experience at that financial like my experience at that financial company was like very dig was a digital company was like very dig was a digital company was like very dig was a digital based. So, um, I had just spent nine based. So, um, I had just spent nine based. So, um, I had just spent nine years figuring out how to sell stuff years figuring out how to sell stuff years figuring out how to sell stuff online and took that, worked on a online and took that, worked on a online and took that, worked on a website, have like a network of people website, have like a network of people website, have like a network of people that, you know, graphic designers and that, you know, graphic designers and that, you know, graphic designers and stuff. And so, stuff. And so, stuff. And so, » it just felt like a really like amazing » it just felt like a really like amazing » it just felt like a really like amazing unplanned culmination of all of these unplanned culmination of all of these unplanned culmination of all of these things I'd learned over 20 years things I'd learned over 20 years things I'd learned over 20 years » that I mean, I never thought they would, » that I mean, I never thought they would, » that I mean, I never thought they would, you know, materialize into blow tissues, you know, materialize into blow tissues, you know, materialize into blow tissues, what they did. And like looking back, what they did. And like looking back, what they did. And like looking back, it's just awesome just to be like all of it's just awesome just to be like all of it's just awesome just to be like all of the thing, all of the little things that the thing, all of the little things that the thing, all of the little things that happened that like helped like me learn happened that like helped like me learn happened that like helped like me learn and understand like what I would need to and understand like what I would need to and understand like what I would need to hopefully make this successful. So hopefully make this successful. So hopefully make this successful. So » uh so but break down the I mean well » uh so but break down the I mean well » uh so but break down the I mean well actually let's just skip to the feeling actually let's just skip to the feeling actually let's just skip to the feeling of how many versions of this did you of how many versions of this did you of how many versions of this did you get before you were like get before you were like get before you were like » honestly not that many. Um I do and um » honestly not that many. Um I do and um » honestly not that many. Um I do and um my adage from this whole thing like when my adage from this whole thing like when my adage from this whole thing like when I was getting started was like I was getting started was like I was getting started was like um this idea like putting better t like um this idea like putting better t like um this idea like putting better t like I had said I had said I had said » sorry no » sorry no » sorry no » joked on my matcha everyone » joked on my matcha everyone » joked on my matcha everyone » I'm going to you're gonna need highlight » I'm going to you're gonna need highlight » I'm going to you're gonna need highlight um the uh I I I guess I I just kept um the uh I I I guess I I just kept um the uh I I I guess I I just kept thinking I was like you know I'm doing thinking I was like you know I'm doing thinking I was like you know I'm doing this on my own. I don't have infinite this on my own. I don't have infinite this on my own. I don't have infinite capital by any means. Um, and this idea capital by any means. Um, and this idea capital by any means. Um, and this idea isn't revolutionary. Like some like I isn't revolutionary. Like some like I isn't revolutionary. Like some like I know I'm not the only person that's know I'm not the only person that's know I'm not the only person that's thought of this, but I was like my thought of this, but I was like my thought of this, but I was like my differentiator here is like I can I can differentiator here is like I can I can differentiator here is like I can I can get this done the fastest if get this done the fastest if get this done the fastest if » and that can be what sets me apart. Like » and that can be what sets me apart. Like » and that can be what sets me apart. Like I want to get this to market as soon as I want to get this to market as soon as I want to get this to market as soon as I can. So really once I got the box to I can. So really once I got the box to I can. So really once I got the box to where I was like I like this. I can I where I was like I like this. I can I where I was like I like this. I can I think this I can get this to sell um I I think this I can get this to sell um I I think this I can get this to sell um I I moved forward and I was you know they moved forward and I was you know they moved forward and I was you know they wouldn't even send me swatches of the wouldn't even send me swatches of the wouldn't even send me swatches of the acrylic colors that they had. So I'm acrylic colors that they had. So I'm acrylic colors that they had. So I'm like » screenshotting on my computer like zoom » screenshotting on my computer like zoom » screenshotting on my computer like zoom like putting them together like Yeah. like putting them together like Yeah. like putting them together like Yeah. And so now like there's a lot of update, And so now like there's a lot of update, And so now like there's a lot of update, not a lot like things that um you know not a lot like things that um you know not a lot like things that um you know just little pieces at like this little just little pieces at like this little just little pieces at like this little acrylic piece that keeps them together. acrylic piece that keeps them together. acrylic piece that keeps them together. » Yeah. Keeps » Yeah. Keeps » Yeah. Keeps » um that's probably our keep it from » um that's probably our keep it from » um that's probably our keep it from sliding » right. That's like our highest breaking » right. That's like our highest breaking » right. That's like our highest breaking point and also requires us to unwrap point and also requires us to unwrap point and also requires us to unwrap every single box and quality check it every single box and quality check it every single box and quality check it which is un untenable like as we go as which is un untenable like as we go as which is un untenable like as we go as we scale. So that'll get fixed. There's we scale. So that'll get fixed. There's we scale. So that'll get fixed. There's other things in there. We're putting other things in there. We're putting other things in there. We're putting magnets like little Yeah. No, it feels magnets like little Yeah. No, it feels magnets like little Yeah. No, it feels really cool. Yeah. We're going to really cool. Yeah. We're going to really cool. Yeah. We're going to thicken up the acrylic by just like a thicken up the acrylic by just like a thicken up the acrylic by just like a millimeter just to make it feel a little millimeter just to make it feel a little millimeter just to make it feel a little more premium. more premium. more premium. » Um » Um » Um the tissue packaging design I had to do the tissue packaging design I had to do the tissue packaging design I had to do in like 18 hours. And my main thing was in like 18 hours. And my main thing was in like 18 hours. And my main thing was like I need to make sure legally like I like I need to make sure legally like I like I need to make sure legally like I have everything. So I'm buying like all have everything. So I'm buying like all have everything. So I'm buying like all the competitors and just basically like the competitors and just basically like the competitors and just basically like cross-checking. I'm like, "Okay, they cross-checking. I'm like, "Okay, they cross-checking. I'm like, "Okay, they all have this. I'm pretty sure I'm going all have this. I'm pretty sure I'm going all have this. I'm pretty sure I'm going to need that, too." to need that, too." to need that, too." um and leaning on the supplier, but um and leaning on the supplier, but um and leaning on the supplier, but » um so but the design of the top of them » um so but the design of the top of them » um so but the design of the top of them is just, you know, it's just boring. So is just, you know, it's just boring. So is just, you know, it's just boring. So there's so much stuff that like I want there's so much stuff that like I want there's so much stuff that like I want to change, but that's what was exciting to change, but that's what was exciting to change, but that's what was exciting about it. You know, is like what is about it. You know, is like what is about it. You know, is like what is shipped now versus the product of the shipped now versus the product of the shipped now versus the product of the future » will largely be the same. You know, it's » will largely be the same. You know, it's » will largely be the same. You know, it's still going to be boxed tissues, but still going to be boxed tissues, but still going to be boxed tissues, but » um you just learn so much. So that's » um you just learn so much. So that's » um you just learn so much. So that's kind of what I was like, I can ideulate kind of what I was like, I can ideulate kind of what I was like, I can ideulate this all day long, but I don't I don't this all day long, but I don't I don't this all day long, but I don't I don't know how someone's going to use this know how someone's going to use this know how someone's going to use this » outside of like my basic assumptions and » outside of like my basic assumptions and » outside of like my basic assumptions and so let's just get something out there so let's just get something out there so let's just get something out there and get it going. and get it going. and get it going. » I feel like just even this the I like a » I feel like just even this the I like a » I feel like just even this the I like a lot, lot, lot, » right? I keep them in there. » right? I keep them in there. » right? I keep them in there. » I mean, I just put this in the car by » I mean, I just put this in the car by » I mean, I just put this in the car by itself and itself and itself and » Yeah. » Yeah. » Yeah. » No problem cuz they don't like dry out » No problem cuz they don't like dry out » No problem cuz they don't like dry out or anything. or anything. or anything. » No, I There's magic in there, I think. » No, I There's magic in there, I think. » No, I There's magic in there, I think. » Yeah, there's magic. That's awesome. » Yeah, there's magic. That's awesome. » Yeah, there's magic. That's awesome. Um, and so they do infuse it with Um, and so they do infuse it with Um, and so they do infuse it with lotion. lotion. lotion. » Yes. So, we did that because of the um » Yes. So, we did that because of the um » Yes. So, we did that because of the um that was like the feedback I had heard that was like the feedback I had heard that was like the feedback I had heard of why people don't like bamboo tissues of why people don't like bamboo tissues of why people don't like bamboo tissues is they're like they're scratchier just is they're like they're scratchier just is they're like they're scratchier just cuz I guess that fiber is more cuz I guess that fiber is more cuz I guess that fiber is more » porous or something. I'm not sure. » porous or something. I'm not sure. » porous or something. I'm not sure. » Um, and so I was like, well, we can we » Um, and so I was like, well, we can we » Um, and so I was like, well, we can we can fix that. can fix that. can fix that. » Yeah. » Yeah. » Yeah. » We're just going to lotion them. » We're just going to lotion them. » We're just going to lotion them. » Yeah. No, they feel very soft. I'm » Yeah. No, they feel very soft. I'm » Yeah. No, they feel very soft. I'm shocked. shocked. shocked. » Yeah. No, they really and like the » Yeah. No, they really and like the » Yeah. No, they really and like the amount of com. So, it's so funny because amount of com. So, it's so funny because amount of com. So, it's so funny because when I started this like the box was when I started this like the box was when I started this like the box was like this is what's going to get people like this is what's going to get people like this is what's going to get people to buy. Um, you know, that was like our to buy. Um, you know, that was like our to buy. Um, you know, that was like our whole saying like fugly tissue boxes had whole saying like fugly tissue boxes had whole saying like fugly tissue boxes had it coming. Like I'm like the it coming. Like I'm like the it coming. Like I'm like the » I love that line » I love that line » I love that line » dart board in my office is the toucan » dart board in my office is the toucan » dart board in my office is the toucan box of just like you know we're taking box of just like you know we're taking box of just like you know we're taking you down. But it's like you learn from you down. But it's like you learn from you down. But it's like you learn from your customers and they are like your customers and they are like your customers and they are like without a doubt everyone's like these without a doubt everyone's like these without a doubt everyone's like these are the softest tissues I have ever felt are the softest tissues I have ever felt are the softest tissues I have ever felt in my life. Like I have people that are in my life. Like I have people that are in my life. Like I have people that are like my kids, my family will not use like my kids, my family will not use like my kids, my family will not use anything else. Um anything else. Um anything else. Um » Oh, I can't imagine going back to » Oh, I can't imagine going back to » Oh, I can't imagine going back to » No, I can't either. I'm like that's and » No, I can't either. I'm like that's and » No, I can't either. I'm like that's and I can't like that's like sandpaper. » Um but yeah, people are like I've been » Um but yeah, people are like I've been sick or I've been like down bad with a sick or I've been like down bad with a sick or I've been like down bad with a cold and you know I've been blowing my cold and you know I've been blowing my cold and you know I've been blowing my nose, no redness, nothing. One of my nose, no redness, nothing. One of my nose, no redness, nothing. One of my girlfriends, her um grandfather had a a girlfriends, her um grandfather had a a girlfriends, her um grandfather had a a stroke. Um and she was like, "We're at stroke. Um and she was like, "We're at stroke. Um and she was like, "We're at the hospital. You know, we're crying a the hospital. You know, we're crying a the hospital. You know, we're crying a lot and like you wouldn't be able to lot and like you wouldn't be able to lot and like you wouldn't be able to tell." Which I mean, I don't want to I tell." Which I mean, I don't want to I tell." Which I mean, I don't want to I can't make claims like they're not going can't make claims like they're not going can't make claims like they're not going to make your eyes red or your nose red to make your eyes red or your nose red to make your eyes red or your nose red ever, but like we have really put these ever, but like we have really put these ever, but like we have really put these to the test. to the test. to the test. » And um like so far so good. Um knock on » And um like so far so good. Um knock on » And um like so far so good. Um knock on wood. And it's funny because the other wood. And it's funny because the other wood. And it's funny because the other side of it too is, you know, I get a lot side of it too is, you know, I get a lot side of it too is, you know, I get a lot most of my customers are women most of my customers are women most of my customers are women » cuz they're just they're the primary » cuz they're just they're the primary » cuz they're just they're the primary purchasers of the household. They're the purchasers of the household. They're the purchasers of the household. They're the ones that are noticing like the ones that are noticing like the ones that are noticing like the » I thought you were saying cuz women cry » I thought you were saying cuz women cry » I thought you were saying cuz women cry more. I thought that's what Jeez. I was more. I thought that's what Jeez. I was more. I thought that's what Jeez. I was like don't don't you dare. like don't don't you dare. like don't don't you dare. » Don't do you don't you dare. Um and Um and um they are like they're buying them and um they are like they're buying them and um they are like they're buying them and it's their like husband or their kids it's their like husband or their kids it's their like husband or their kids that are like reinforcing the that are like reinforcing the that are like reinforcing the subscription, subscription, subscription, » you know? They're like, "Oh, no. You » you know? They're like, "Oh, no. You » you know? They're like, "Oh, no. You like these are so much better." Yeah. like these are so much better." Yeah. like these are so much better." Yeah. Like men like I'm like, "Let's get a Like men like I'm like, "Let's get a Like men like I'm like, "Let's get a little bougier men." little bougier men." little bougier men." » Yeah. » Yeah. » Yeah. » Yeah. Like we can have something nice. » Yeah. Like we can have something nice. » Yeah. Like we can have something nice. » Yeah. » Yeah. » Yeah. » Yeah. » Yeah. » Yeah. » It's allowed. » It's allowed. » It's allowed. » And a lot of people there and they're » And a lot of people there and they're » And a lot of people there and they're the ones that are like, "Do you make the ones that are like, "Do you make the ones that are like, "Do you make toilet paper?" Like maybe in a few toilet paper?" Like maybe in a few toilet paper?" Like maybe in a few years. Let's let this tissue thing take years. Let's let this tissue thing take years. Let's let this tissue thing take off first. I don't know what five white off first. I don't know what five white off first. I don't know what five white toilet paper would do to your plumbing. toilet paper would do to your plumbing. toilet paper would do to your plumbing. So So So » yeah. Yeah, that would be interesting. » yeah. Yeah, that would be interesting. » yeah. Yeah, that would be interesting. Um Um Um » yeah, I mean you already have blow I » yeah, I mean you already have blow I » yeah, I mean you already have blow I mean I bought like blowt.com mean I bought like blowt.com mean I bought like blowt.com blow toilet paper. I have every blow toilet paper. I have every blow toilet paper. I have every iteration of like blow iteration of like blow iteration of like blow » with something. Blow wipes, » with something. Blow wipes, » with something. Blow wipes, » blow paper towels, all of it. Cuz I'm » blow paper towels, all of it. Cuz I'm » blow paper towels, all of it. Cuz I'm like, like, like, » makes sense. I mean, cuz you can just » makes sense. I mean, cuz you can just » makes sense. I mean, cuz you can just vertically integrate, right? Like once vertically integrate, right? Like once vertically integrate, right? Like once you win one, they're all can't wait till you win one, they're all can't wait till you win one, they're all can't wait till you come out with the next one. This one you come out with the next one. This one you come out with the next one. This one I was like another appeal of I was like another appeal of I was like another appeal of tissues is I was like as long as you're tissues is I was like as long as you're tissues is I was like as long as you're not saying that or I feel like my legal not saying that or I feel like my legal not saying that or I feel like my legal is going to be like don't say this on is going to be like don't say this on is going to be like don't say this on here but like as long as you're not here but like as long as you're not here but like as long as you're not making like medical claims you really making like medical claims you really making like medical claims you really can like kind of finesse within all of can like kind of finesse within all of can like kind of finesse within all of these like very strict like I didn't these like very strict like I didn't these like very strict like I didn't have to get FDA approval. have to get FDA approval. have to get FDA approval. » No. » No. » No. » Or you know anything like that. So » Or you know anything like that. So » Or you know anything like that. So » I was like let's get something where I » I was like let's get something where I » I was like let's get something where I set myself up for success. set myself up for success. set myself up for success. » Yeah. Your marketing isn't, "Are you » Yeah. Your marketing isn't, "Are you » Yeah. Your marketing isn't, "Are you sick of having a red nose?" sick of having a red nose?" sick of having a red nose?" » Right. » Right. » Right. » Right. Are you sick of this agitation? » Right. Are you sick of this agitation? » Right. Are you sick of this agitation? It's just It's just It's just » like, » like, » like, » "Yeah." » "Yeah." » "Yeah." » Tissue boxes are ugly and these are five » Tissue boxes are ugly and these are five » Tissue boxes are ugly and these are five ply and ply and ply and » Yes. » Yes. » Yes. » super soft. » super soft. » super soft. » Yeah. Yeah. Yeah. And we're trying to » Yeah. Yeah. Yeah. And we're trying to » Yeah. Yeah. Yeah. And we're trying to like poke at like big tissue. like poke at like big tissue. like poke at like big tissue. » Um so which that » Um so which that » Um so which that » ironic cuz this is a bigger tissue. » ironic cuz this is a bigger tissue. » ironic cuz this is a bigger tissue. » I know. I thought I was like we've got » I know. I thought I was like we've got » I know. I thought I was like we've got to create a villain and I can't or it's to create a villain and I can't or it's to create a villain and I can't or it's not even creating. It's just like naming not even creating. It's just like naming not even creating. It's just like naming and I can't use their name or I'll like get I can't use their name or I'll like get I can't use their name or I'll like get a cease and desist probably. I'm like I a cease and desist probably. I'm like I a cease and desist probably. I'm like I don't know. I'm like do they care what don't know. I'm like do they care what don't know. I'm like do they care what I'm doing? I'm doing? I'm doing? » Probably not. » Probably not. » Probably not. » I don't know. » I don't know. » I don't know. » Yeah. I mean, at the end of the day, » Yeah. I mean, at the end of the day, » Yeah. I mean, at the end of the day, it's uh the commodity side, right? it's uh the commodity side, right? it's uh the commodity side, right? There's a certain amount of toothbrushes There's a certain amount of toothbrushes There's a certain amount of toothbrushes sold no matter what, right? sold no matter what, right? sold no matter what, right? » And you're just trying to get a » And you're just trying to get a » And you're just trying to get a percentage of it, percentage of it, percentage of it, » right? And for them, I'm like, I don't » right? And for them, I'm like, I don't » right? And for them, I'm like, I don't think they're building for the person think they're building for the person think they're building for the person that I'm building for. like they're that I'm building for. like they're that I'm building for. like they're doing mass sales to like hospitals and doing mass sales to like hospitals and doing mass sales to like hospitals and schools and like these big conglomerates schools and like these big conglomerates schools and like these big conglomerates where they can sell like a lower not where they can sell like a lower not where they can sell like a lower not lower yeah lower quality lower yeah lower quality lower yeah lower quality » thing because it's not like daily use » thing because it's not like daily use » thing because it's not like daily use right » I'm selling to the smaller percentage » I'm selling to the smaller percentage » I'm selling to the smaller percentage that like want it in their home in their that like want it in their home in their that like want it in their home in their environment like want something that's environment like want something that's environment like want something that's PFA is free and PFA is free and PFA is free and » more thoughtful and not going to make » more thoughtful and not going to make » more thoughtful and not going to make their nose red and not going to they their nose red and not going to they their nose red and not going to they don't have to buy something extra to don't have to buy something extra to don't have to buy something extra to make it not ugly. make it not ugly. make it not ugly. » Yeah. That's just insane. Like if I » Yeah. That's just insane. Like if I » Yeah. That's just insane. Like if I can't even imagine my product being can't even imagine my product being can't even imagine my product being like, "Oh, yeah. There's a whole like, "Oh, yeah. There's a whole like, "Oh, yeah. There's a whole secondary market that's just the just secondary market that's just the just secondary market that's just the just things covering this up." things covering this up." things covering this up." » Interesting. Oh, right. Talk about that » Interesting. Oh, right. Talk about that » Interesting. Oh, right. Talk about that » with the tissue box covers. » with the tissue box covers. » with the tissue box covers. » Yeah, talk about that. » Yeah, talk about that. » Yeah, talk about that. » Yeah. That kind of helped with the » Yeah. That kind of helped with the » Yeah. That kind of helped with the product validation. So, um, as I'm doing product validation. So, um, as I'm doing product validation. So, um, as I'm doing like market research cuz I really was like market research cuz I really was like market research cuz I really was like, do I think I can get somebody to like, do I think I can get somebody to like, do I think I can get somebody to pay? I know I'm gonna have to charge pay? I know I'm gonna have to charge pay? I know I'm gonna have to charge more one because I'm going to have like more one because I'm going to have like more one because I'm going to have like I can't buy at the scale that they are. I can't buy at the scale that they are. I can't buy at the scale that they are. Um and I need I don't want to make the Um and I need I don't want to make the Um and I need I don't want to make the same thing we already I mean I had same thing we already I mean I had same thing we already I mean I had mentioned earlier like if I'm competing mentioned earlier like if I'm competing mentioned earlier like if I'm competing on price then it's like I've already on price then it's like I've already on price then it's like I've already lost. I might as well not start. Yeah. lost. I might as well not start. Yeah. lost. I might as well not start. Yeah. » Um, and so, but is there a market that's » Um, and so, but is there a market that's » Um, and so, but is there a market that's going to pay more? And you know, there going to pay more? And you know, there going to pay more? And you know, there is a thriving is a thriving is a thriving market for tissue box covers like on market for tissue box covers like on market for tissue box covers like on Amazon, in home decor stores, on Amazon, in home decor stores, on Amazon, in home decor stores, on » I never when you first told me that at » I never when you first told me that at » I never when you first told me that at our coffee, I was like, I never thought our coffee, I was like, I never thought our coffee, I was like, I never thought about that. I've seen those. about that. I've seen those. about that. I've seen those. » Um, and I looked at some of your uh » Um, and I looked at some of your uh » Um, and I looked at some of your uh videos like your UGC content, user videos like your UGC content, user videos like your UGC content, user generated content, generated content, generated content, » and they would replace they already had » and they would replace they already had » and they would replace they already had a cover. they'd replace it with yours a cover. they'd replace it with yours a cover. they'd replace it with yours with the insert, with the insert, with the insert, » right? I was like, "This is the whole » right? I was like, "This is the whole » right? I was like, "This is the whole thing." Cuz that's kind of been what thing." Cuz that's kind of been what thing." Cuz that's kind of been what like the first barrier that I since I like the first barrier that I since I like the first barrier that I since I was leading with the box so much in was leading with the box so much in was leading with the box so much in marketing, people were like, "Well, it's marketing, people were like, "Well, it's marketing, people were like, "Well, it's just a tissue box cover." And I'm like, just a tissue box cover." And I'm like, just a tissue box cover." And I'm like, "No, it's both." Like we're doing both. "No, it's both." Like we're doing both. "No, it's both." Like we're doing both. That's been really challenging to get That's been really challenging to get That's been really challenging to get people to kind of like people to kind of like people to kind of like » Oh, yeah. » Oh, yeah. » Oh, yeah. » understand. I didn't realize. » understand. I didn't realize. » understand. I didn't realize. » Like to me, I'm just like, "Oh, this » Like to me, I'm just like, "Oh, this » Like to me, I'm just like, "Oh, this goes in this." goes in this." goes in this." » Right. Yeah. Do not put your the big » Right. Yeah. Do not put your the big » Right. Yeah. Do not put your the big guys. They're like, "So, do I put my guys. They're like, "So, do I put my guys. They're like, "So, do I put my Kleenex in here?" I'm like, "No." First Kleenex in here?" I'm like, "No." First Kleenex in here?" I'm like, "No." First of all, that's a bad word. of all, that's a bad word. of all, that's a bad word. » Second and second of all, we don't say » Second and second of all, we don't say » Second and second of all, we don't say that word in this house. And or first of that word in this house. And or first of that word in this house. And or first of all, and then second of all, no. all, and then second of all, no. all, and then second of all, no. » Use blow tissues. I did make the box » Use blow tissues. I did make the box » Use blow tissues. I did make the box like it is a little smaller. So, like it is a little smaller. So, like it is a little smaller. So, like because people are like, could I really because people are like, could I really because people are like, could I really do this? I'm like, honestly, I can't do this? I'm like, honestly, I can't do this? I'm like, honestly, I can't tell you like what to do in your own tell you like what to do in your own tell you like what to do in your own home, but um they're not going to fit as home, but um they're not going to fit as home, but um they're not going to fit as well because I did that specifically. well because I did that specifically. well because I did that specifically. » Y I'm like, I kind of have to have some » Y I'm like, I kind of have to have some » Y I'm like, I kind of have to have some sort of like Yeah, differentiator sort of like Yeah, differentiator sort of like Yeah, differentiator advantage on that. advantage on that. advantage on that. » That's smart. » That's smart. » That's smart. » Um I I love the content that's being put » Um I I love the content that's being put » Um I I love the content that's being put out, the tag lines, all that. I think I out, the tag lines, all that. I think I out, the tag lines, all that. I think I think you know your uh the water uh think you know your uh the water uh think you know your uh the water uh company you just mentioned that I'm company you just mentioned that I'm company you just mentioned that I'm blanking on blanking on blanking on » the big that you listen to a master » the big that you listen to a master » the big that you listen to a master class. Uh class. Uh class. Uh » oh. Um liquid death. » oh. Um liquid death. » oh. Um liquid death. » Liquid death. That story is like exa » Liquid death. That story is like exa » Liquid death. That story is like exa identical to a can you charge a premium identical to a can you charge a premium identical to a can you charge a premium for water in a can for water in a can for water in a can » and then make it look cool because » and then make it look cool because » and then make it look cool because you're going to these concerts, right? you're going to these concerts, right? you're going to these concerts, right? Cuz that was kind of his story. You Cuz that was kind of his story. You Cuz that was kind of his story. You would liquid death was like well I just would liquid death was like well I just would liquid death was like well I just I want to I know I need to drink water I want to I know I need to drink water I want to I know I need to drink water but it just I don't like water bottles. but it just I don't like water bottles. but it just I don't like water bottles. » Yeah. And he was at the warp he said he » Yeah. And he was at the warp he said he » Yeah. And he was at the warp he said he was at the warp tour and all of the like was at the warp tour and all of the like was at the warp tour and all of the like the artists the artists the artists » are doing I just went to wipe my nose » are doing I just went to wipe my nose » are doing I just went to wipe my nose with my hand. I forgot I have a blow with my hand. I forgot I have a blow with my hand. I forgot I have a blow tissue. tissue. tissue. » Oh my gosh. Not in this house. Sorry. » Oh my gosh. Not in this house. Sorry. » Oh my gosh. Not in this house. Sorry. » Um uh and all he's like all of the » Um uh and all he's like all of the » Um uh and all he's like all of the artists were drinking what looked cuz artists were drinking what looked cuz artists were drinking what looked cuz Monster Energy sponsors warped Monster Energy sponsors warped Monster Energy sponsors warped » and they were drinking » and they were drinking » and they were drinking » Oh, that's right. » Oh, that's right. » Oh, that's right. » what he thought were energy drinks. And » what he thought were energy drinks. And » what he thought were energy drinks. And he was like, he was like, he was like, » "I'm sorry, but like how are you guys » "I'm sorry, but like how are you guys » "I'm sorry, but like how are you guys like, sorry, I have an eyelash. How are like, sorry, I have an eyelash. How are like, sorry, I have an eyelash. How are your um your um your um » hearts like not giving out?" And they're » hearts like not giving out?" And they're » hearts like not giving out?" And they're like, "Oh no, this is water." like, "Oh no, this is water." like, "Oh no, this is water." » They were monster for the sponsorship » They were monster for the sponsorship » They were monster for the sponsorship was canning. was canning. was canning. » Yes. They were like, "Yeah, we have we » Yes. They were like, "Yeah, we have we » Yes. They were like, "Yeah, we have we have to have Monster on it because of have to have Monster on it because of have to have Monster on it because of the sponsorship, but like yeah, this is the sponsorship, but like yeah, this is the sponsorship, but like yeah, this is water." water." water." » And so that was he was like, "Okay, you » And so that was he was like, "Okay, you » And so that was he was like, "Okay, you know, um which it is." Like I love know, um which it is." Like I love know, um which it is." Like I love seeing it in bars now, too. And like seeing it in bars now, too. And like seeing it in bars now, too. And like they're obviously expanding into like I they're obviously expanding into like I they're obviously expanding into like I think they have an energy drink now, think they have an energy drink now, think they have an energy drink now, which is ironic. Um but like tea which is ironic. Um but like tea which is ironic. Um but like tea sparkling, you know, and it's like sparkling, you know, and it's like sparkling, you know, and it's like » it's just such a smart play because » it's just such a smart play because » it's just such a smart play because there's nothing in there's nothing in there's nothing in » like go to any aisle » like go to any aisle » like go to any aisle » um and look at like what's the product » um and look at like what's the product » um and look at like what's the product that has dust on it that no one cares that has dust on it that no one cares that has dust on it that no one cares about and be like okay cuz that's what about and be like okay cuz that's what about and be like okay cuz that's what he had said his original thing was. I he had said his original thing was. I he had said his original thing was. I think he had started with like u I can't think he had started with like u I can't think he had started with like u I can't remember what the brand was called but remember what the brand was called but remember what the brand was called but he had started originally by doing that he had started originally by doing that he had started originally by doing that exact thing but he went to a liquor exact thing but he went to a liquor exact thing but he went to a liquor store and was like what has dust store and was like what has dust store and was like what has dust essentially on the bottle like what's essentially on the bottle like what's essentially on the bottle like what's something where there's not like a hero something where there's not like a hero something where there's not like a hero brand or something that has and he was brand or something that has and he was brand or something that has and he was like brand he chose brand like brandy like brand he chose brand like brandy like brand he chose brand like brandy it's like literally he's like literally it's like literally he's like literally it's like literally he's like literally has dust on the bottles has dust on the bottles has dust on the bottles » really » really » really » um but he's trying it and he's like you » um but he's trying it and he's like you » um but he's trying it and he's like you know it's just a sweeter version of know it's just a sweeter version of know it's just a sweeter version of » I think it was um bourbon » I think it was um bourbon » I think it was um bourbon » bourbon I'm not a whiskey drinker. Um, » bourbon I'm not a whiskey drinker. Um, » bourbon I'm not a whiskey drinker. Um, and he's like, "And bourbon is like the and he's like, "And bourbon is like the and he's like, "And bourbon is like the number one selling spirit in the United number one selling spirit in the United number one selling spirit in the United States." States." States." » And so he had started a brand like that, » And so he had started a brand like that, » And so he had started a brand like that, but there was just so much he's like but there was just so much he's like but there was just so much he's like cutting out half of your market one like cutting out half of your market one like cutting out half of your market one like with the age and then there's all these with the age and then there's all these with the age and then there's all these regula. He was like it was just, you regula. He was like it was just, you regula. He was like it was just, you know, there's so many hoops to jump know, there's so many hoops to jump know, there's so many hoops to jump through. So when it didn't work out, he through. So when it didn't work out, he through. So when it didn't work out, he was thinking like, okay, how can I set was thinking like, okay, how can I set was thinking like, okay, how can I set myself up for success, which is, you myself up for success, which is, you myself up for success, which is, you know, what I had said earlier whether I know, what I had said earlier whether I know, what I had said earlier whether I was like, I know I'm not patient or good was like, I know I'm not patient or good was like, I know I'm not patient or good at like the finer details on like at like the finer details on like at like the finer details on like » going seeking like FD. If I needed to do » going seeking like FD. If I needed to do » going seeking like FD. If I needed to do that, I would have been like, that, I would have been like, that, I would have been like, » yeah, » yeah, » yeah, » I don't think this is for me. » I don't think this is for me. » I don't think this is for me. And so, uh, you know, just trying to set And so, uh, you know, just trying to set And so, uh, you know, just trying to set yourself up for success. like you don't yourself up for success. like you don't yourself up for success. like you don't everything about owning starting everything about owning starting everything about owning starting marketing a business is hard. marketing a business is hard. marketing a business is hard. » Yeah. » Yeah. » Yeah. » Um and if you can make something a » Um and if you can make something a » Um and if you can make something a little less hard for yourself. little less hard for yourself. little less hard for yourself. » Yeah, » Yeah, » Yeah, » I would do it or I did it or I don't » I would do it or I did it or I don't » I would do it or I did it or I don't know. know. know. » That's my That's my advice. » That's my That's my advice. » That's my That's my advice. » That's my advice. That's what I'm doing. » That's my advice. That's what I'm doing. » That's my advice. That's what I'm doing. » Things not so hard. » Things not so hard. » Things not so hard. » What uh what was the hardest part » What uh what was the hardest part » What uh what was the hardest part of this whole launch? And e-commerce is of this whole launch? And e-commerce is of this whole launch? And e-commerce is tough. Consumer is tough. Um tough. Consumer is tough. Um tough. Consumer is tough. Um » I don't know. Oh, I kind of think of it » I don't know. Oh, I kind of think of it » I don't know. Oh, I kind of think of it in like three phases, but easily the in like three phases, but easily the in like three phases, but easily the hardest part of launch was international hardest part of launch was international hardest part of launch was international shipping, like the logistics of that. I shipping, like the logistics of that. I shipping, like the logistics of that. I went into that so blind because I've went into that so blind because I've went into that so blind because I've worked with like, you know, POS and like worked with like, you know, POS and like worked with like, you know, POS and like working on the timelines, but really working on the timelines, but really working on the timelines, but really where I was, it's like I'm submitting where I was, it's like I'm submitting where I was, it's like I'm submitting the orders and then I'm working for the orders and then I'm working for the orders and then I'm working for these businesses that have like these businesses that have like these businesses that have like the freight logistics worked out. So, like freight logistics worked out. So, like freight logistics worked out. So, like » it just has to I'm like my part oops, my » it just has to I'm like my part oops, my » it just has to I'm like my part oops, my part is done, you know? part is done, you know? part is done, you know? » Um, holy moly. I think if I would have » Um, holy moly. I think if I would have » Um, holy moly. I think if I would have told myself like all of the things that told myself like all of the things that told myself like all of the things that happened and all the things I had to do, happened and all the things I had to do, happened and all the things I had to do, I'm glad I went into it blind because I I'm glad I went into it blind because I I'm glad I went into it blind because I was just like, "Oh my gosh." I mean, was just like, "Oh my gosh." I mean, was just like, "Oh my gosh." I mean, once you're so far into it, you place once you're so far into it, you place once you're so far into it, you place your orders. I'm like, "What am I going your orders. I'm like, "What am I going your orders. I'm like, "What am I going to do?" Just like you're to do?" Just like you're to do?" Just like you're » committed, like my entire savings is a » committed, like my entire savings is a » committed, like my entire savings is a in a container. I'm just going to let it in a container. I'm just going to let it in a container. I'm just going to let it sit on a dock in China, you know, like sit on a dock in China, you know, like sit on a dock in China, you know, like » one of my friends was like, "What if we » one of my friends was like, "What if we » one of my friends was like, "What if we flew over there?" And I was like, "What? flew over there?" And I was like, "What? flew over there?" And I was like, "What? We would have to like rent the plane." We would have to like rent the plane." We would have to like rent the plane." Um, and it was just we got caught up in Um, and it was just we got caught up in Um, and it was just we got caught up in customs. It was when the government was customs. It was when the government was customs. It was when the government was shut down. shut down. shut down. » It was a nightmare. Honestly, it was it » It was a nightmare. Honestly, it was it » It was a nightmare. Honestly, it was it was just was just was just like it was a nightmare. It was a night I I it was a nightmare. It was a night I I it was a nightmare. It was a night I I don't know how else to say that. Well, I don't know how else to say that. Well, I don't know how else to say that. Well, I I I can I brought over several I I can I brought over several I I can I brought over several containers for our company Barbecue back containers for our company Barbecue back containers for our company Barbecue back in the day and oh man, the first time in the day and oh man, the first time in the day and oh man, the first time » uh we did a parcel. Uh so it was like a » uh we did a parcel. Uh so it was like a » uh we did a parcel. Uh so it was like a shared container. shared container. shared container. » How curious. » How curious. » How curious. » I thought it was just gone. I just » I thought it was just gone. I just » I thought it was just gone. I just thought it was lost. Like I was so thought it was lost. Like I was so thought it was lost. Like I was so confused and then I was like I couldn't confused and then I was like I couldn't confused and then I was like I couldn't get a hold of anybody and I'm like get a hold of anybody and I'm like get a hold of anybody and I'm like » no that's Yeah. » no that's Yeah. » no that's Yeah. » I don't know where it's at. » I don't know where it's at. » I don't know where it's at. » Hope it shows up eventually. And then » Hope it shows up eventually. And then » Hope it shows up eventually. And then eventually it did, but I was getting eventually it did, but I was getting eventually it did, but I was getting like a call from a no-name and like a call from a no-name and like a call from a no-name and thankfully I checked my voicemail and thankfully I checked my voicemail and thankfully I checked my voicemail and they're like, "Hey, they're like, "Hey, they're like, "Hey, » this stuff's in Kansas City. We need to » this stuff's in Kansas City. We need to » this stuff's in Kansas City. We need to bring it to you like now." And I'm like, bring it to you like now." And I'm like, bring it to you like now." And I'm like, "Oh my gosh, because you only have "Oh my gosh, because you only have "Oh my gosh, because you only have certain time." Yeah. certain time." Yeah. certain time." Yeah. » It's like, "That'd be great." I'm like, » It's like, "That'd be great." I'm like, » It's like, "That'd be great." I'm like, "When are you going to be there on the "When are you going to be there on the "When are you going to be there on the day you're coming?" They're like, "We day you're coming?" They're like, "We day you're coming?" They're like, "We don't know. don't know. don't know. » Just you better be there." I was like, » Just you better be there." I was like, » Just you better be there." I was like, "All "All "All righty. just sitting by the righty. just sitting by the righty. just sitting by the front of the shop door for 7 hours so front of the shop door for 7 hours so front of the shop door for 7 hours so nervous like and it was pizza stones is nervous like and it was pizza stones is nervous like and it was pizza stones is what we ordered for so heavy I'm sure what we ordered for so heavy I'm sure what we ordered for so heavy I'm sure » oh yeah so we're just waiting » oh yeah so we're just waiting » oh yeah so we're just waiting and yeah they showed up and they look and yeah they showed up and they look and yeah they showed up and they look great like oh okay cool great like oh okay cool great like oh okay cool » it's so yeah and that's the samples are » it's so yeah and that's the samples are » it's so yeah and that's the samples are so quick so much of like there I'm like so quick so much of like there I'm like so quick so much of like there I'm like so so so » you know and like I had a shipping or an » you know and like I had a shipping or an » you know and like I had a shipping or an agent that was like helping with the agent that was like helping with the agent that was like helping with the logistic stuff in China and she was so logistic stuff in China and she was so logistic stuff in China and she was so helpful but we're also on a 19-hour time helpful but we're also on a 19-hour time helpful but we're also on a 19-hour time difference So, I'm I'm I'm waking up difference So, I'm I'm I'm waking up difference So, I'm I'm I'm waking up either really like also really early, either really like also really early, either really like also really early, really late, and working full-time and really late, and working full-time and really late, and working full-time and um just trying to be like, you know, and um just trying to be like, you know, and um just trying to be like, you know, and I she was amazing. Really really I she was amazing. Really really I she was amazing. Really really appreciate her, but she also like didn't appreciate her, but she also like didn't appreciate her, but she also like didn't want to tell me what she thought would want to tell me what she thought would want to tell me what she thought would make me upset, make me upset, make me upset, » right? » right? » right? » And I was just I was, you know, I was » And I was just I was, you know, I was » And I was just I was, you know, I was like, I can't make plan like I can't like, I can't make plan like I can't like, I can't make plan like I can't help you. Help help you help me, you help you. Help help you help me, you help you. Help help you help me, you know, like please just tell me what's know, like please just tell me what's know, like please just tell me what's going on or just give me the login. like going on or just give me the login. like going on or just give me the login. like I need to know when this is going to I need to know when this is going to I need to know when this is going to land. Then it got stuck. land. Then it got stuck. land. Then it got stuck. » Um because they weren't like unloading » Um because they weren't like unloading » Um because they weren't like unloading things because of the shutdown. And then things because of the shutdown. And then things because of the shutdown. And then when it got unloaded, you know, there's when it got unloaded, you know, there's when it got unloaded, you know, there's like so many levels to the um customs like so many levels to the um customs like so many levels to the um customs inspection. The first one just being inspection. The first one just being inspection. The first one just being like looking at your paperwork, you're like looking at your paperwork, you're like looking at your paperwork, you're good. Move on. Then they're like, we're good. Move on. Then they're like, we're good. Move on. Then they're like, we're going to do a scan going to do a scan going to do a scan » and then like all of these aren't » and then like all of these aren't » and then like all of these aren't stacking. So do the scan. If not the stacking. So do the scan. If not the stacking. So do the scan. If not the scan, we're going to break the seal. scan, we're going to break the seal. scan, we're going to break the seal. Look inside. Look inside. Look inside. We're are going to break the seal, look We're are going to break the seal, look We're are going to break the seal, look inside, look at some of your boxes, and inside, look at some of your boxes, and inside, look at some of your boxes, and then the full kitten kaboodleoodle and then the full kitten kaboodleoodle and then the full kitten kaboodleoodle where we're going to take everything off where we're going to take everything off where we're going to take everything off and look in every single box. And let me and look in every single box. And let me and look in every single box. And let me go let me have you guess which one we go let me have you guess which one we go let me have you guess which one we got. got. got. » Yeah. No, » Yeah. No, » Yeah. No, » the full » the full » the full » full kit. They took everything off. » full kit. They took everything off. » full kit. They took everything off. » Oh my god. And so, and they're also like » Oh my god. And so, and they're also like » Oh my god. And so, and they're also like they're, you know, not getting paid at they're, you know, not getting paid at they're, you know, not getting paid at this point because the government shut this point because the government shut this point because the government shut down these bo I mean these boxes were down these bo I mean these boxes were down these bo I mean these boxes were like I was anxious about like their like I was anxious about like their like I was anxious about like their fragility » and so they're just » and so they're just » and so they're just » oh my goodness. » oh my goodness. » oh my goodness. » And I'm like and I have no idea where » And I'm like and I have no idea where » And I'm like and I have no idea where it's I'm like it's just in a weird lot it's I'm like it's just in a weird lot it's I'm like it's just in a weird lot somewhere just all my and I was like I somewhere just all my and I was like I somewhere just all my and I was like I did they cut did they cut did they cut » Yeah. » Yeah. » Yeah. » Like did they cover it up? Like is it » Like did they cover it up? Like is it » Like did they cover it up? Like is it raining? like these tissues will raining? like these tissues will raining? like these tissues will disintegrate, you know, and I can't sell disintegrate, you know, and I can't sell disintegrate, you know, and I can't sell stuff that's like got mold. It was just stuff that's like got mold. It was just stuff that's like got mold. It was just such a nightmare. And like they don't such a nightmare. And like they don't such a nightmare. And like they don't » I don't understand who's holding them. » I don't understand who's holding them. » I don't understand who's holding them. The customs gets to choose. The customs gets to choose. The customs gets to choose. » Like they're the ones that are doing » Like they're the ones that are doing » Like they're the ones that are doing this » and then also I had to pay for their » and then also I had to pay for their » and then also I had to pay for their labor. labor. labor. » Oh yeah. » Oh yeah. » Oh yeah. » And it was like I mean thousands. » And it was like I mean thousands. » And it was like I mean thousands. » Jeez. And and I was just, you know, » Jeez. And and I was just, you know, » Jeez. And and I was just, you know, it's got to come out. Like, you've got it's got to come out. Like, you've got it's got to come out. Like, you've got to find a way to pay for it. And also, to find a way to pay for it. And also, to find a way to pay for it. And also, you know, I was just like, what's their you know, I was just like, what's their you know, I was just like, what's their motivation not to do this motivation not to do this motivation not to do this » because they just walked away. I mean, » because they just walked away. I mean, » because they just walked away. I mean, it feels like it feels like it feels like » Yeah. » Yeah. » Yeah. » It feels like kind of like » It feels like kind of like » It feels like kind of like » shady. Yeah. I never had a full load. I » shady. Yeah. I never had a full load. I » shady. Yeah. I never had a full load. I did They did have to crack one open and did They did have to crack one open and did They did have to crack one open and take one take one take one » Yeah. » Yeah. » Yeah. » inspect it. They took one item and then » inspect it. They took one item and then » inspect it. They took one item and then put it back on. put it back on. put it back on. » Um but never a like complete Every day I » Um but never a like complete Every day I » Um but never a like complete Every day I would be like, "So, what do you think?" would be like, "So, what do you think?" would be like, "So, what do you think?" And like that's what I was saying with And like that's what I was saying with And like that's what I was saying with Lena. She would be like, "Okay, well now Lena. She would be like, "Okay, well now Lena. She would be like, "Okay, well now they're going to open it. Okay, well now they're going to open it. Okay, well now they're going to open it. Okay, well now they're going to now they're going to they're going to now they're going to they're going to now they're going to look and what Okay, they actually ended look and what Okay, they actually ended look and what Okay, they actually ended up and I was like this is like every up and I was like this is like every up and I was like this is like every morning what you say to me gets so much morning what you say to me gets so much morning what you say to me gets so much worse." worse." worse." » Meanwhile, Lena, » Meanwhile, Lena, » Meanwhile, Lena, » oh my god, » oh my god, » oh my god, » I figured like the last one she'd be » I figured like the last one she'd be » I figured like the last one she'd be like, "They honestly just dumped it all like, "They honestly just dumped it all like, "They honestly just dumped it all in the ocean." Like you're done. Um, in the ocean." Like you're done. Um, in the ocean." Like you're done. Um, » but now » but now » but now » they're actually » they're actually » they're actually » they're now doing a float test. » they're now doing a float test. » they're now doing a float test. » They're dropkicking your product to see. » They're dropkicking your product to see. » They're dropkicking your product to see. But like I did kind of and like But like I did kind of and like But like I did kind of and like meanwhile I was supposed to launch and I meanwhile I was supposed to launch and I meanwhile I was supposed to launch and I was like, was like, was like, » you know, this is all going on like 2 » you know, this is all going on like 2 » you know, this is all going on like 2 days before my launch days before my launch days before my launch » and so it's a full container. » and so it's a full container. » and so it's a full container. » Full container. So I launched with no I » Full container. So I launched with no I » Full container. So I launched with no I had nothing. I had nothing in my hands had nothing. I had nothing in my hands had nothing. I had nothing in my hands and like I'm like every day gets worse. and like I'm like every day gets worse. and like I'm like every day gets worse. » Oh my gosh. cuz so for people that order » Oh my gosh. cuz so for people that order » Oh my gosh. cuz so for people that order I was like honestly like at this point I was like honestly like at this point I was like honestly like at this point your guess is as good as mine. It ended your guess is as good as mine. It ended your guess is as good as mine. It ended up working out. I got it like up working out. I got it like up working out. I got it like » the week of Thanksgiving. » the week of Thanksgiving. » the week of Thanksgiving. » Okay. » Okay. » Okay. » And it honest it like ended up being it » And it honest it like ended up being it » And it honest it like ended up being it was like a 60° day. was like a 60° day. was like a 60° day. » So it wasn't super cold yet. But » So it wasn't super cold yet. But » So it wasn't super cold yet. But unloading those is a lot. unloading those is a lot. unloading those is a lot. » 948 boxes and like me, my husband, my » 948 boxes and like me, my husband, my » 948 boxes and like me, my husband, my sister, my brother-in-law sister, my brother-in-law sister, my brother-in-law » like and I think we had maybe we had » like and I think we had maybe we had » like and I think we had maybe we had hired like a high school kid to help. hired like a high school kid to help. hired like a high school kid to help. » Um but I mean our hands to I've never » Um but I mean our hands to I've never » Um but I mean our hands to I've never been so tired in my life. been so tired in my life. been so tired in my life. » Yeah. We unloaded our uh uh griddle hack » Yeah. We unloaded our uh uh griddle hack » Yeah. We unloaded our uh uh griddle hack that would come in. It was I think it that would come in. It was I think it that would come in. It was I think it was » what was it tw,400 » what was it tw,400 » what was it tw,400 units per container is what they could units per container is what they could units per container is what they could fit. They're like 26 pound boxes fit. They're like 26 pound boxes fit. They're like 26 pound boxes » and yeah, we'd get like five or six of » and yeah, we'd get like five or six of » and yeah, we'd get like five or six of us and I mean it was brutal and we never us and I mean it was brutal and we never us and I mean it was brutal and we never had a cool day. They always showed up on had a cool day. They always showed up on had a cool day. They always showed up on our father. our father. our father. » I know that I was relieve but the only » I know that I was relieve but the only » I know that I was relieve but the only thing that was kind of nerve-wracking is thing that was kind of nerve-wracking is thing that was kind of nerve-wracking is » they it was supposed to rain at like » they it was supposed to rain at like » they it was supposed to rain at like starting at like 5 starting at like 5 starting at like 5 » and so we're just trying to get » and so we're just trying to get » and so we're just trying to get everything like outside because also so everything like outside because also so everything like outside because also so the company that brought it from Kansas the company that brought it from Kansas the company that brought it from Kansas City like they couldn't deliver it to me City like they couldn't deliver it to me City like they couldn't deliver it to me or to like where we're like we didn't or to like where we're like we didn't or to like where we're like we didn't have a facility. So I had called have a facility. So I had called have a facility. So I had called like every single like every single like every single » company around here that had a shipping » company around here that had a shipping » company around here that had a shipping dock um you know and there when one dock um you know and there when one dock um you know and there when one container for them is more of an exp container for them is more of an exp container for them is more of an exp they're not making any money on that they're not making any money on that they're not making any money on that right » and I think the last guy I think shout » and I think the last guy I think shout » and I think the last guy I think shout out Brent from United Shipping like out Brent from United Shipping like out Brent from United Shipping like you're an angel from heaven thank you're an angel from heaven thank you're an angel from heaven thank you Brent we'll never we'll never forget you Brent we'll never we'll never forget you Brent we'll never we'll never forget you » um I think I just sounded like so » um I think I just sounded like so » um I think I just sounded like so desperate um and he's like yeah I'll I'll help you um and he's like yeah I'll I'll help you um and he's like yeah I'll I'll help you like. It wasn't like, "Yeah, we can do like. It wasn't like, "Yeah, we can do like. It wasn't like, "Yeah, we can do that." It was like, "Yeah, I'm going to that." It was like, "Yeah, I'm going to that." It was like, "Yeah, I'm going to help you. help you. help you. » You need help." » You need help." » You need help." » Cuz I'm like, I just need somebody on » Cuz I'm like, I just need somebody on » Cuz I'm like, I just need somebody on someday, not sure which one it is cuz I someday, not sure which one it is cuz I someday, not sure which one it is cuz I can't figure out anything. Um, no one can't figure out anything. Um, no one can't figure out anything. Um, no one will tell me a straight answer to will tell me a straight answer to will tell me a straight answer to receive this, unload it all, palletize receive this, unload it all, palletize receive this, unload it all, palletize it, load it on a different truck, and it, load it on a different truck, and it, load it on a different truck, and then bring it out to then bring it out to then bring it out to » Yeah. » Yeah. » Yeah. » where like Augusta. So, » where like Augusta. So, » where like Augusta. So, » we ended up uh to to those listening, I » we ended up uh to to those listening, I » we ended up uh to to those listening, I highly advise finding a freight broker highly advise finding a freight broker highly advise finding a freight broker in the States that does this every day. in the States that does this every day. in the States that does this every day. I met this guy with you. He was with UPS I met this guy with you. He was with UPS I met this guy with you. He was with UPS at the time, International Freight. at the time, International Freight. at the time, International Freight. » Oh my god, he changed our lives. I was » Oh my god, he changed our lives. I was » Oh my god, he changed our lives. I was just like, "Michael, I love you. I'll just like, "Michael, I love you. I'll just like, "Michael, I love you. I'll send you his contact info actually cuz send you his contact info actually cuz send you his contact info actually cuz he's with a different company now." he's with a different company now." he's with a different company now." » Okay, cool. » Okay, cool. » Okay, cool. » Um but oh my gosh, and he's in like he » Um but oh my gosh, and he's in like he » Um but oh my gosh, and he's in like he took Matt to lunch. Like it's nice to took Matt to lunch. Like it's nice to took Matt to lunch. Like it's nice to like talk to somebody who knows and so like talk to somebody who knows and so like talk to somebody who knows and so like whenever we had to bring something like whenever we had to bring something like whenever we had to bring something in I just like send them the this the in I just like send them the this the in I just like send them the this the facto's email they take care of facto's email they take care of facto's email they take care of everything. everything. everything. » Oh my god viewers my mind is blown. » Oh my god viewers my mind is blown. » Oh my god viewers my mind is blown. » Yes. Lifechanging you know you pay you » Yes. Lifechanging you know you pay you » Yes. Lifechanging you know you pay you pay a little bit more but man nothing pay a little bit more but man nothing pay a little bit more but man nothing compared to what you get. compared to what you get. compared to what you get. » I ended up paying I mean you end up » I ended up paying I mean you end up » I ended up paying I mean you end up paying for it you know. paying for it you know. paying for it you know. » Oh yeah. And they'll facilitate the last » Oh yeah. And they'll facilitate the last » Oh yeah. And they'll facilitate the last mile too. like you know they understand mile too. like you know they understand mile too. like you know they understand that headache of it. But there's one that headache of it. But there's one that headache of it. But there's one dude he would he had no dock. He dude he would he had no dock. He dude he would he had no dock. He unloaded all his containers with no dock unloaded all his containers with no dock unloaded all his containers with no dock but he had a forklift. but he had a forklift. but he had a forklift. » Okay. » Okay. » Okay. » So he would just pull up with an empty » So he would just pull up with an empty » So he would just pull up with an empty pallet on a forklift and you'd be like pallet on a forklift and you'd be like pallet on a forklift and you'd be like balancing on the end of the truck trying balancing on the end of the truck trying balancing on the end of the truck trying to get them on there cuz like the first to get them on there cuz like the first to get them on there cuz like the first poles are the hardest. poles are the hardest. poles are the hardest. » No. And it's so and like the tissues are » No. And it's so and like the tissues are » No. And it's so and like the tissues are sh like my brother-in-law had the skid sh like my brother-in-law had the skid sh like my brother-in-law had the skid steer and he went up like the I have a steer and he went up like the I have a steer and he went up like the I have a carton of tissues. They're heavier than carton of tissues. They're heavier than carton of tissues. They're heavier than they you think that they would be. And they you think that they would be. And they you think that they would be. And then you have a pallet of them and like then you have a pallet of them and like then you have a pallet of them and like the skid steer is like, you know, like the skid steer is like, you know, like the skid steer is like, you know, like coming up a little off the ground and coming up a little off the ground and coming up a little off the ground and we're all like, "Oh my god." I was like, we're all like, "Oh my god." I was like, we're all like, "Oh my god." I was like, "The last thing I need is like he's "The last thing I need is like he's "The last thing I need is like he's falling on somebody." You know what I falling on somebody." You know what I falling on somebody." You know what I mean? mean? mean? » Um, and so free tissue accident. » Um, and so free tissue accident. » Um, and so free tissue accident. » I know. I was like, » I know. I was like, » I know. I was like, "Don't put that in the universe." "Don't put that in the universe." "Don't put that in the universe." Um, but it was I can't I do think with Um, but it was I can't I do think with Um, but it was I can't I do think with this next shipment, like we've learned this next shipment, like we've learned this next shipment, like we've learned so much. I'm going to try to do like a so much. I'm going to try to do like a so much. I'm going to try to do like a 3PL or something and just like not do 3PL or something and just like not do 3PL or something and just like not do the fulfillment myself. the fulfillment myself. the fulfillment myself. » Good for you. » Good for you. » Good for you. » But I'm really glad that we did because » But I'm really glad that we did because » But I'm really glad that we did because » it's hilarious to talk about now like » it's hilarious to talk about now like » it's hilarious to talk about now like that is in the past, but also we learned that is in the past, but also we learned that is in the past, but also we learned so much about like what we do and don't so much about like what we do and don't so much about like what we do and don't like. I mean, there's just so many. like. I mean, there's just so many. like. I mean, there's just so many. » I mean, on a packaging level, too, » I mean, on a packaging level, too, » I mean, on a packaging level, too, right? right? right? » So much. Yeah. That's like a big piece » So much. Yeah. That's like a big piece » So much. Yeah. That's like a big piece that's going to get updated and like UPC that's going to get updated and like UPC that's going to get updated and like UPC barcodes and barcodes and barcodes and » you know just all these different things » you know just all these different things » you know just all these different things that you just didn't know. that you just didn't know. that you just didn't know. » Talk about wholesale. Is there a » Talk about wholesale. Is there a » Talk about wholesale. Is there a wholesale market for this brand? wholesale market for this brand? wholesale market for this brand? » Um so right now my product I've tested » Um so right now my product I've tested » Um so right now my product I've tested retail in a popup at the shelf in New retail in a popup at the shelf in New retail in a popup at the shelf in New York. Um and just the way that I have it York. Um and just the way that I have it York. Um and just the way that I have it packaged now it was built for direct to packaged now it was built for direct to packaged now it was built for direct to consumer. It just didn't Yeah. It didn't consumer. It just didn't Yeah. It didn't consumer. It just didn't Yeah. It didn't translate very well. And then when we translate very well. And then when we translate very well. And then when we took stuff out, you know, it's just hard took stuff out, you know, it's just hard took stuff out, you know, it's just hard to explain. So, it just doesn't work to explain. So, it just doesn't work to explain. So, it just doesn't work right now. So, I've been going into more right now. So, I've been going into more right now. So, I've been going into more of like where can I go where they're of like where can I go where they're of like where can I go where they're actually using it. So, we are we did actually using it. So, we are we did actually using it. So, we are we did activate like several medical spas and activate like several medical spas and activate like several medical spas and like salons and stuff where they're like salons and stuff where they're like salons and stuff where they're like it's, you know, higher end and their it's, you know, higher end and their it's, you know, higher end and their clients are using it and it's more clients are using it and it's more clients are using it and it's more visible. That's kind of like where we're visible. That's kind of like where we're visible. That's kind of like where we're going. I really want to get into going. I really want to get into going. I really want to get into hospitality » um at some point. You know, I think it » um at some point. You know, I think it » um at some point. You know, I think it would be really cool to do like a would be really cool to do like a would be really cool to do like a co-branded something where it's like it co-branded something where it's like it co-branded something where it's like it stays in the in the hotel room at like stays in the in the hotel room at like stays in the in the hotel room at like boutique hotels or something like that. boutique hotels or something like that. boutique hotels or something like that. There's definitely opportunities there There's definitely opportunities there There's definitely opportunities there » and it's really hard not to like go down » and it's really hard not to like go down » and it's really hard not to like go down that rabbit hole. That's like the most that rabbit hole. That's like the most that rabbit hole. That's like the most challenging part now is just staying challenging part now is just staying challenging part now is just staying focused on focused on focused on » growing one channel. » growing one channel. » growing one channel. Like that's all I'm focused on. It's Like that's all I'm focused on. It's Like that's all I'm focused on. It's » it's tough. Um, it's like working » it's tough. Um, it's like working » it's tough. Um, it's like working against all my natural tendencies cuz I against all my natural tendencies cuz I against all my natural tendencies cuz I just want to be like squirrel, you know? just want to be like squirrel, you know? just want to be like squirrel, you know? Like that's like the part where in Like that's like the part where in Like that's like the part where in previous roles in lives like that previous roles in lives like that previous roles in lives like that phase would have gone to somebody else phase would have gone to somebody else phase would have gone to somebody else that's better at it. That's definitely that's better at it. That's definitely that's better at it. That's definitely not my skill set. Um, and I'm really not my skill set. Um, and I'm really not my skill set. Um, and I'm really good about think bringing things from good about think bringing things from good about think bringing things from like zero to one like zero to one like zero to one » and I love that like the blank page » and I love that like the blank page » and I love that like the blank page like just like let's do like this. I like just like let's do like this. I like just like let's do like this. I love that it's the like teeny the little love that it's the like teeny the little love that it's the like teeny the little dials and like the copy work. Like dials and like the copy work. Like dials and like the copy work. Like » I had a full-on crash out a couple days » I had a full-on crash out a couple days » I had a full-on crash out a couple days ago and the and I've been able to hire ago and the and I've been able to hire ago and the and I've been able to hire some people that are helping me and some people that are helping me and some people that are helping me and she's like maybe just like walk away she's like maybe just like walk away she's like maybe just like walk away from this document for a while, you from this document for a while, you from this document for a while, you know, cuz it's just know, cuz it's just know, cuz it's just » I can relate to that. The startup is » I can relate to that. The startup is » I can relate to that. The startup is especially once you get a couple reps especially once you get a couple reps especially once you get a couple reps in, you do it. It's really fun. Yeah. in, you do it. It's really fun. Yeah. in, you do it. It's really fun. Yeah. And so it's more fun there because your And so it's more fun there because your And so it's more fun there because your expectations are so much lower and it's expectations are so much lower and it's expectations are so much lower and it's like if it goes great, great. If it like if it goes great, great. If it like if it goes great, great. If it doesn't, but then like once it's all doesn't, but then like once it's all doesn't, but then like once it's all there and it's like established and then there and it's like established and then there and it's like established and then it's like okay, now's the grind. it's like okay, now's the grind. it's like okay, now's the grind. » Yes. Yeah. Do the hard stuff every day. » Yes. Yeah. Do the hard stuff every day. » Yes. Yeah. Do the hard stuff every day. » Yes. And that's where I was like I just » Yes. And that's where I was like I just » Yes. And that's where I was like I just need to like need to like need to like » it's I know it's going to be I knew it » it's I know it's going to be I knew it » it's I know it's going to be I knew it was going to be hard and it is hard and was going to be hard and it is hard and was going to be hard and it is hard and it's will always be hard. It's just like it's will always be hard. It's just like it's will always be hard. It's just like just showing up is such a I keep telling just showing up is such a I keep telling just showing up is such a I keep telling people always like it's such a lesson of people always like it's such a lesson of people always like it's such a lesson of fortitude, you know, daily. You know, fortitude, you know, daily. You know, fortitude, you know, daily. You know, you're literally just like how can I you're literally just like how can I you're literally just like how can I move this forward with whatever level of move this forward with whatever level of move this forward with whatever level of energy or inspiration that I have right energy or inspiration that I have right energy or inspiration that I have right now. And sometimes that's 120% and now. And sometimes that's 120% and now. And sometimes that's 120% and sometimes that's 10%. You know, sometimes that's 10%. You know, sometimes that's 10%. You know, » uh but just like making sure that I'm » uh but just like making sure that I'm » uh but just like making sure that I'm doing something that's like helping move doing something that's like helping move doing something that's like helping move the business forward. Yeah, the business forward. Yeah, the business forward. Yeah, » it's it's definitely challenging, but » it's it's definitely challenging, but » it's it's definitely challenging, but it's really I mean it's it's really I mean it's it's really I mean it's » I'm having way more fun than I've ever » I'm having way more fun than I've ever » I'm having way more fun than I've ever had before in my life. Yeah. had before in my life. Yeah. had before in my life. Yeah. » And it's it's hard. It's a good kind of » And it's it's hard. It's a good kind of » And it's it's hard. It's a good kind of hard. It's the stress is coming from hard. It's the stress is coming from hard. It's the stress is coming from like I'm like I'm like I'm like » there's a little bit of you know when » there's a little bit of you know when » there's a little bit of you know when you put all your chips on in the board you put all your chips on in the board you put all your chips on in the board like you're like you're like you're like » got to make it work. » got to make it work. » got to make it work. » It's either going to work or it's not. » It's either going to work or it's not. » It's either going to work or it's not. Either like if it doesn't then there's Either like if it doesn't then there's Either like if it doesn't then there's all like I'm very screwed. So yeah, but all like I'm very screwed. So yeah, but all like I'm very screwed. So yeah, but it's like when you're all in, then it's it's like when you're all in, then it's it's like when you're all in, then it's like you really have nothing to lose in like you really have nothing to lose in like you really have nothing to lose in a sense of like a sense of like a sense of like » we got to make a good place to be. A lot » we got to make a good place to be. A lot » we got to make a good place to be. A lot of people think it's even if it doesn't of people think it's even if it doesn't of people think it's even if it doesn't work. Um I do and have experienced work. Um I do and have experienced work. Um I do and have experienced opportunities coming from the things opportunities coming from the things opportunities coming from the things that didn't work, right? It's like oh that didn't work, right? It's like oh that didn't work, right? It's like oh that was the right thing. It was that was the right thing. It was that was the right thing. It was just like just like just like » this is the model, right? this the right » this is the model, right? this the right » this is the model, right? this the right size of a product or it should have been size of a product or it should have been size of a product or it should have been » you know you know packaged this way but » you know you know packaged this way but » you know you know packaged this way but » figuring out I mean when we built uh » figuring out I mean when we built uh » figuring out I mean when we built uh barbecue hack I mean it was three or barbecue hack I mean it was three or barbecue hack I mean it was three or four SKs until we finally had one land four SKs until we finally had one land four SKs until we finally had one land » you know and that and that was hard » you know and that and that was hard » you know and that and that was hard like understanding that and price like understanding that and price like understanding that and price testing price points like testing price points like testing price points like » all of the things that you have to just » all of the things that you have to just » all of the things that you have to just constant testing and then most constant testing and then most constant testing and then most importantly is building the following importantly is building the following importantly is building the following and the brand which you're doing a and the brand which you're doing a and the brand which you're doing a really good job of right really good job of right really good job of right really enjoying your social really enjoying your social really enjoying your social » that has been um so before » that has been um so before » that has been um so before Blow Tissues I was off of social media Blow Tissues I was off of social media Blow Tissues I was off of social media for like almost a year just like after for like almost a year just like after for like almost a year just like after the like pre and post the election I was the like pre and post the election I was the like pre and post the election I was just like I just it was not there's just like I just it was not there's just like I just it was not there's nothing joyful about this like I'm nothing joyful about this like I'm nothing joyful about this like I'm leaving » this scroll feeling icky and grow and I » this scroll feeling icky and grow and I » this scroll feeling icky and grow and I just don't you know and that's a just don't you know and that's a just don't you know and that's a privilege to like disconnect I recognize privilege to like disconnect I recognize privilege to like disconnect I recognize that. Um, but I just started replacing that. Um, but I just started replacing that. Um, but I just started replacing it with um I always have a Kindle on me it with um I always have a Kindle on me it with um I always have a Kindle on me and so like when I'd want to scroll, I and so like when I'd want to scroll, I and so like when I'd want to scroll, I would end up reading which I was like would end up reading which I was like would end up reading which I was like flying through books ironically um or in flying through books ironically um or in flying through books ironically um or in a bookstore and um a bookstore and um a bookstore and um » I just really enjoyed it. And so re I » I just really enjoyed it. And so re I » I just really enjoyed it. And so re I like I held off on getting back on like I held off on getting back on like I held off on getting back on social for so long with blow tissues social for so long with blow tissues social for so long with blow tissues until I was like, "Okay, like I have I until I was like, "Okay, like I have I until I was like, "Okay, like I have I have to do this because it's it's a have to do this because it's it's a have to do this because it's it's a non-starter for businesses, especially non-starter for businesses, especially non-starter for businesses, especially one that you're trying to build from one that you're trying to build from one that you're trying to build from scratch with e-commerce." scratch with e-commerce." scratch with e-commerce." » Yeah, » Yeah, » Yeah, » it was hard. And especially you can » it was hard. And especially you can » it was hard. And especially you can definitely I am really proud of myself definitely I am really proud of myself definitely I am really proud of myself like you can go back to the beginning like you can go back to the beginning like you can go back to the beginning and really see you know this just kind and really see you know this just kind and really see you know this just kind of like of like of like » evolution of things and now I've got um » evolution of things and now I've got um » evolution of things and now I've got um I've hired someone that's like really I've hired someone that's like really I've hired someone that's like really helping me with like branding and voice helping me with like branding and voice helping me with like branding and voice and continuity across things which is and continuity across things which is and continuity across things which is again one of my like not my strongest again one of my like not my strongest again one of my like not my strongest skill is like marketing is saying the skill is like marketing is saying the skill is like marketing is saying the same thing a hundred times right and I'm same thing a hundred times right and I'm same thing a hundred times right and I'm by like time five I'm like they got it by like time five I'm like they got it by like time five I'm like they got it or they don't I'm out or they don't I'm out or they don't I'm out » I'm moving All right, I'm going to try » I'm moving All right, I'm going to try » I'm moving All right, I'm going to try something different. something different. something different. » Um, and then do that 10 times and then » Um, and then do that 10 times and then » Um, and then do that 10 times and then wonder why people are confused. So, it's wonder why people are confused. So, it's wonder why people are confused. So, it's been good to like been good to like been good to like » be really honest with myself about what » be really honest with myself about what » be really honest with myself about what I do and don't like about one business I do and don't like about one business I do and don't like about one business and then two, and then two, and then two, » what are my strong suits and what are » what are my strong suits and what are » what are my strong suits and what are like what's stuff that I'm, you know, I like what's stuff that I'm, you know, I like what's stuff that I'm, you know, I could do it but I'm not doing the could do it but I'm not doing the could do it but I'm not doing the business any service. Um, and that's business any service. Um, and that's business any service. Um, and that's been interesting because like in been interesting because like in been interesting because like in previous roles I have this I can do it. previous roles I have this I can do it. previous roles I have this I can do it. Like I don't want people to see that I'm Like I don't want people to see that I'm Like I don't want people to see that I'm incapable and so I'm just like oh I can incapable and so I'm just like oh I can incapable and so I'm just like oh I can do that. do that. do that. » Um and so then you do end up doing you » Um and so then you do end up doing you » Um and so then you do end up doing you end up signing up for a lot of things end up signing up for a lot of things end up signing up for a lot of things that you really don't do well. Yeah. that you really don't do well. Yeah. that you really don't do well. Yeah. » And then you and then you're like why am » And then you and then you're like why am » And then you and then you're like why am I unhappy? I unhappy? I unhappy? » You're kind of forced you're forced to » You're kind of forced you're forced to » You're kind of forced you're forced to in the beginning right to find out your in the beginning right to find out your in the beginning right to find out your bad. bad. bad. » Yeah. There's Yeah. There's like a » Yeah. There's Yeah. There's like a » Yeah. There's Yeah. There's like a difference between like I don't want to difference between like I don't want to difference between like I don't want to do that and be like okay well this is do that and be like okay well this is do that and be like okay well this is actually your job to to being like actually your job to to being like actually your job to to being like taking on like when I had said that I taking on like when I had said that I taking on like when I had said that I was managing the sales team that was a was managing the sales team that was a was managing the sales team that was a very much oh you need you're my boss you very much oh you need you're my boss you very much oh you need you're my boss you need help I want to show up as like the need help I want to show up as like the need help I want to show up as like the girl like the person that helps and girl like the person that helps and girl like the person that helps and » no business I'm not ruthless enough » no business I'm not ruthless enough » no business I'm not ruthless enough » sure that's a different yeah well » sure that's a different yeah well » sure that's a different yeah well everybody please go follow blow tissues everybody please go follow blow tissues everybody please go follow blow tissues on what are your main platforms? on what are your main platforms? on what are your main platforms? Facebook, Instagram. Facebook, Instagram. Facebook, Instagram. » Yeah, Instagram's our main. Um Facebook » Yeah, Instagram's our main. Um Facebook » Yeah, Instagram's our main. Um Facebook is just basically a duplicate of is just basically a duplicate of is just basically a duplicate of Instagram. Um trying a little bit on Tik Instagram. Um trying a little bit on Tik Instagram. Um trying a little bit on Tik Tok. See us on whatnot on Relant. Um but Tok. See us on whatnot on Relant. Um but Tok. See us on whatnot on Relant. Um but yeah, I would say Instagram is our yeah, I would say Instagram is our yeah, I would say Instagram is our biggest one and blowtissues.com. Yeah, biggest one and blowtissues.com. Yeah, biggest one and blowtissues.com. Yeah, check it out. check it out. check it out. » Yeah, coming soon to Reliant Bookstores, » Yeah, coming soon to Reliant Bookstores, » Yeah, coming soon to Reliant Bookstores, Tik Tok shops. Tik Tok shops. Tik Tok shops. » Yes. Yeah. So, we're going to do some » Yes. Yeah. So, we're going to do some » Yes. Yeah. So, we're going to do some blow kits and some tissues. I'm really blow kits and some tissues. I'm really blow kits and some tissues. I'm really excited. Yeah. No, it'll be really good. excited. Yeah. No, it'll be really good. excited. Yeah. No, it'll be really good. We need people need to feel these We need people need to feel these We need people need to feel these tissues. That's the biggest thing. tissues. That's the biggest thing. tissues. That's the biggest thing. » That's the hardest thing. Like how do » That's the hardest thing. Like how do » That's the hardest thing. Like how do you send them a uh sample? you send them a uh sample? you send them a uh sample? » I know. I need like a scratch and sniff » I know. I need like a scratch and sniff » I know. I need like a scratch and sniff equivalent. Like just rub this on equivalent. Like just rub this on equivalent. Like just rub this on your face. It's really nice. Actually, your face. It's really nice. Actually, your face. It's really nice. Actually, » this will cost 79 cents for the mailer. » this will cost 79 cents for the mailer. » this will cost 79 cents for the mailer. » You get one tissue. That's what's » You get one tissue. That's what's » You get one tissue. That's what's brutal. If you don't like it, oh my brutal. If you don't like it, oh my brutal. If you don't like it, oh my gosh. Yeah. There's a QR code. Actually, gosh. Yeah. There's a QR code. Actually, gosh. Yeah. There's a QR code. Actually, that's kind of brilliant. Like I'm that's kind of brilliant. Like I'm that's kind of brilliant. Like I'm thinking of you know the uh there was thinking of you know the uh there was thinking of you know the uh there was like the fidget spinner equivalents on like the fidget spinner equivalents on like the fidget spinner equivalents on the back of your phone that were like the back of your phone that were like the back of your phone that were like » soft or whatever. I'm like I should do » soft or whatever. I'm like I should do » soft or whatever. I'm like I should do that but with tissue. that but with tissue. that but with tissue. » Oh my gosh. You heard it here first » Oh my gosh. You heard it here first » Oh my gosh. You heard it here first guys. guys. guys. » Where great ideas are born. » Where great ideas are born. » Where great ideas are born. » That's amazing. Awesome. Well this is so » That's amazing. Awesome. Well this is so » That's amazing. Awesome. Well this is so fun. So thank you so much. fun. So thank you so much. fun. So thank you so much. Thank you. ---