Beauty Store Business

JUN 2019

Beauty Store Business provides solutions for better retailing! New products, industry news, savvy business moves and important trends affecting both brick-and-mortar and online retailers are included in each issue.

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beautystorebusiness.com | June 2019 39 prickly pear seed oil. With 150 percent more vitamin E than argan oil, and brimming with antioxidants, prickly pear seed oil is one of the most powerful, luxurious skincare ingredients in the world. It takes over one million seeds from one ton of the prickly pear cactus fruit and more than 36 hours of manual labor to produce a single liter of this vitamin- and mineral-rich oil. It is a super expensive oil to harvest, but with all its benefits for all skin types, we believe it is worth every penny. It has the highest natural source of Vitamin E in a plant-based oil, which is a powerful antioxidant that fights UV damage, protects the skin from free radicals and reduces the formation of blackheads. It also has one of the highest concentrations of unsaturated fatty acids of any plant oil, at 88 percent! Unsaturated fatty acids are healthy fats that are required for the proper structure and function of every cell in our body. They increase the absorption of vitamins and minerals and help to nourish the skin. Our proprietary A3 Concentrate combines the natural hydration, antioxidant and replenishment properties of organic avocado oil, organic sweet almond oil and organic aloe vera. When the powerful A3 Concentrate is added to the prickly pear seed oil in just the right (tiny) amount, it creates a collective synergy more powerful than any of the singular oils. What has been the greatest challenge since you launched your K i ckstarter in January 2018? Our greatest challenge has been a surprising one...the smell of our hero product, The Everything Oil. People either love it or they don't, with really no one in the grey zone on the subject. We made a decision, knowing it was slightly risky, to not add any fragrance or essential oils to our original formula. And as I mentioned, our formula consists mostly of cold-pressed, organic, unrefined prickly pear seed oil. The best way I can describe the scent is it smells like hay. ...While we had some "smell" feedback early on, the same people that had said they "hated" it initially, told us after a few days of use they now love and crave the scent. (We literally hear this feedback from at least one new customer every day.) After nearly 12 months in business, we still have had only a handful of returns. But we want everyone to be able to use and love their experience with The Everything Oil so we started working on a second version. ... We sought out to find the perfect balance of organic essential oils that are also good for the skin. After working on the formula for nine months, and hundreds of renditions later, we are launching The Everything Oil Angelic Clementine this summer. It smells delightful and still offers the same amazing benefits of our original formula. And to be clear, our original formula will always be available too! How do you and your cofounder, Susan Carter Kier, define your roles? Susan and I are genuinely best friends and know our own and each another's strengths and weaknesses so well that when we sat down to do this part of our partnership agreement, it took maybe five minutes, and we've stuck to it. Susan leads sales, customer service and supply chain/product fulfillment, and I lead product development, marketing, finance and legal. When things come up that don't fit nicely into one of our buckets, we decide who will handle it based on our areas of expertise and current workload. What do you want retailers to know about Carter + Jane? We are currently looking for beauty boutiques and spas to partner with us across North America. We do exceptionally well in a setting where there is either an esthetician on-site or in an environment that specializes in green beauty or has a green beauty section. We are currently carried in around 50 boutiques across the country, and we are one of the top five SKUS in nearly every store we sell in. What are the most (or one of the most) important lessons you've learned about running your own business? I have two amazing little boys (age 2 and 5), and like most parents say, having children is the best, most rewarding and hardest thing you will ever do. To me, launching Carter+Jane, almost feels like having a third child. It can be really tough and exhausting at times. ...With all of that said, I guess the lesson is owning your own business is so much harder and also so much more rewarding than anyone can ever describe! Does Carter + Jane work with influencers? How is your social media game? We work with both influencers and celebrities and are super lucky to have some really amazing people that love, use and talk about our products, but we quite honestly don't have a traditional strategy. I produce and fashion direct the beauty and fashion makeover TV show, "The Look All Stars," on the CW. So, I've had direct access to some of the top beauty influencers in the world that have fallen in love with Carter + Jane's products. We also have a pretty intense Hollywood, cult-like following, but we want to expand that following to all people across the country and world! ... We are taking an extremely organic approach to social media. We won't buy followers or do the "follow/un-follow" strategies out there. What do you see next for Carter + Jane? Susan and I are committed to making only organic products that are category game-changers, so you won't ever see tons of new SKUS from us. But we are continuing to develop and innovate products that do no harm to people, planet or pets! As mentioned earlier, we have Angelic Clementine coming out this summer and a few other exciting products just being finalized now for a fall/winter '19 launch. We are also expanding into the U.K. and China this fall! ■ GET CONNECTED! carterandjane.com @carterandjane We do exceptionally well in a setting where there is either an esthetician on-site or in an environment that specializes in green beauty or has a green beauty section.

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