SmartCast Ep. 47 with Heather Goodchild

[00:00:06] Speaker A: Hey, this is Lacey with Smartcast, and I'm joined today with a very special friend of mine, Heather goodchild from color science. She's the vp of professional sales, and I'm so thankful to have her on the podcast with us today. Thank you for being here, Heather. [00:00:18] Speaker B: Thanks for having me, Lacey. Of course. [00:00:21] Speaker A: So, Heather, you and I have gone back for a long time now. We've been friends and knowing each other since you were with skin medica. I think we said earlier, like, maybe 13 years ago. [00:00:33] Speaker B: Yeah, I think it has been over a decade now. Yeah. [00:00:36] Speaker A: Yes. And so what was the role that you had at skin Medica when you were there? [00:00:40] Speaker B: Oh, so many. I started off in the field as a representative, and I had the Tampa market, and I got to move into training and education. And we first met, I was helping to develop a program called the Strategic Account Manager program, and then I moved into the director of training and education, where I ran all the educational programs. [00:01:03] Speaker A: I do still remember us having a lunch with our team at that point. And I think going over, like, chemical pills or something. [00:01:11] Speaker B: Yeah. [00:01:11] Speaker A: So we started out with chemical pills with you guys at skin Medica back in the day, and then, of course, now we're one of their top 100 accounts in the nation. [00:01:21] Speaker B: Fantastic. [00:01:22] Speaker A: And now I get to work with you at color science, which is a brand that I love. I'm so passionate about. Like, color science is one of my favorites of all time. And, of course, we love the conferences with you guys, too. We miss the conferences. [00:01:37] Speaker B: Us, too. We're working on bringing them back. [00:01:40] Speaker A: My mom was talking about that this morning. She was like, you know, color science just puts on the best conference ever. And I think that you remind me a little bit of my mom with the attention to detail because everything that you guys do is very intentional, very top notch. [00:01:59] Speaker B: Thank you. [00:01:59] Speaker A: Everything is very well thought of. Thank you. So I appreciate that very much. And I know that you guys put that same level of care and intention into the formulation of the product as well. [00:02:11] Speaker B: We do. Our vice president of research and development, Patricia Boland. We've taken years to bring products to market because if it doesn't hit everything, that's a thing we say. We just don't compromise ever. And so if we can't get it to the way we absolutely love it, then we won't launch it. [00:02:35] Speaker A: Yeah. Well, one of my favorite things that she says is we don't bless the tank. [00:02:39] Speaker B: Exactly. [00:02:39] Speaker A: And so I really appreciate that so much because you hear so many different skincare brands, and they're talking about, well, I have this or I have that or we have ha. Or we have whatever, just to say that they have it, but the efficacy in it and the ingredients and how they play well together and how sometimes great ingredients can cancel each other out, I think that the average consumer doesn't really understand that. So I really appreciate that you guys are very intentional with your formulations and making sure that the end product is as efficacious and elegant as it can possibly be. Yeah, we pride our. [00:03:18] Speaker B: Well, science is in our name. So science is, of course, how we bring ingredients together, how they come together in a formula that you actually want to wear. As Trish said, she makes products that can be in someone's everyday, not just something to use once, because it can be a great ingredient complex, but if you don't want to wear it and put it on every day, then it won't change your skin. So everything from how we bring ingredients together into the formula to how it wears, all of that is considered and then we study it. So once we have the final formula in place, we then go and put it to the test and we do a lot of different tests as we were talking about with your team, from how does the product work alone to how does it work with other products that they may already be using in a regimen outside of color science? And then how is it working when applied post procedurally as well? So we really look at going through the aesthetic journey from pre procedure to post procedure into the everyday regimen. [00:04:24] Speaker A: Yeah, well, and one thing that I can always be confident in is no matter which color science product I'm recommending for my patients, I know that they're going to get an amazing outcome from those products and they're going to really enjoy using it, which is half the battle with skincare products, is sometimes the best product is the one that you'll use always. So they love to use this product, and so they're going to get a great outcome because they're going to be more consistent with their use of it. So that's always a really easy thing for me to educate patients on because I know that they'll use it. So it does sometimes take a little bit of additional education on use, of, say, even up all calm brush on sunscreen. But it's worth that investment because I know that they're going to use it for years to come. [00:05:11] Speaker B: We find as a brand, we're very much a multifunctional brand. So what product is going to do more than one thing for you? Our flex that's going viral now, right? It's your sun protection and it also provides color correction. So it's now your SPF that can be your foundation as well. Anytime you have a multifunctional product that does multiple things, I think it does take a little bit more education. But we're finding. Is that the general pop, I mean, you are smart skin. So your patients and clients are already advanced in their skincare education. They go to smart skin because they are smart about it. And we are finding that more and more, the general public is becoming more knowledgeable about skincare, skincare ingredients. And they're demanding that brands show them the clinicals and show them how they're formulating and they're not going to tolerate, like you said, the old days of marketing where brands would kind of sprinkle something in to make a claim, or. [00:06:10] Speaker A: They have a celebrity that are like, use this, and you're like, you are not using that product. [00:06:14] Speaker B: No. They're paying you a lot of money. Be their spokesperson. Yes. And that's the other thing about color science, is we've had some phenomenal media attention and we win a number of beauty awards, but we don't pay for any of those. Those are all organic. The beauty editors, it's because they genuinely love the products or it's something voted on by the general public or skin health professionals. And then to see it take off the way that it has on social media, on TikTok, we didn't sponsor any of those influencers. They found the product. And it's. [00:06:50] Speaker A: That's the best kind. Yeah, because it's like sometimes you even see in different magazines with different spas are like, best of. And I'm like, you advertise in this magazine every single month. You're the number one. [00:07:02] Speaker B: You kind of paid for that. [00:07:03] Speaker A: You paid for that position. But when you win something organically, because the mass majority chose you, that just hits on a different kind of level. [00:07:13] Speaker B: It does has a lot more meaning, and it makes us really proud, too. And I think it goes back to everything you talked about is people love to put on the product and wear it, and then we've got the science to back it up. [00:07:25] Speaker A: Well, it's really fun because you were talking to my team earlier about kind of the inception of color science and where you started. So tell me a little bit about the journey of color science and where you started, where you are today, and then where you're seeing the brand in the next three to five years. [00:07:43] Speaker B: Where are we going? Yeah, it's been a transformation of a brand which has been a really exciting thing to be a part of over the last ten years. We've gone from what started off as a mineral makeup line that was a very well kept secret. People kind of knew us for the brush to now being science and innovation led. So we think of ourselves as a skin health company because everything we do is oriented around skin health and we do it with multifunctional products and ingredients. And when you think about our brand architecture, yes, we are known for sun protection, but we're also known for peptides and we're also known for barrier health and restoring that. So we're going to continue on the skin health and we will continue to innovate, both with SPF products that do more than SPF and in your, we call them sinkside essentials. So like the cleanser that we just launched. So much more than just a cleanser. We're getting into new frontiers of skin health, like microbiome. And we're very excited about, I can't share it yet, but we're very excited about our pipeline that is probably another two to three years out for a totally different aspect of skin health that we're working on. And so I think what you can expect from us is continued innovation and science. But we promise to do it in a way that is a formula that you'll love to put on. [00:09:12] Speaker A: Yeah, well, I love too that color science is a company. You really listen to your partners. I feel like you do listen and actually do what we're asking for. So it's been really fun over the years to be a part of these clinical studies and be able to get lab samples and to be able to come and visit the lab and to be very much a part of the color science family, it gives us the motivation to keep pushing behind. And we're like, yes, we are part of this team. We love this brand. We are this brand. You are. And so we really do feel that. And that is very special to be able to be a part of that. [00:09:53] Speaker B: We feel that it's special too. And I think about, you were just talking about listening to our partners. And if we were to look at our blockbuster products, the products that we've sold out of or that have just gone crazy on social media, those are total I three and one. You helped us create that concept, right? It helped us bring a totally new and novel concept to the market that was a first ever, which for those of you who are listening and don't know, it's an eye product that gives you eye treatments, like an eye cream that also gives you SPF and is also your eye concealer in one. So completely multifunctional. But it was a concept that was totally new. Nobody had done anything like that to the market. And it came out of one of our conferences where we're all brainstorming together on how do we bring something new and innovative into the market, and what do you think is missing? And it was listening to you guys tell us what was missing, and voila. Trish and her team work her their magic, and we have this amazing product. Now. [00:10:59] Speaker A: It's definitely my number one most favorite product of all time. That is my desert island product. If I could have nothing else, it would be that. [00:11:08] Speaker B: The total I three and one. [00:11:09] Speaker A: Yes. Like, if I have no makeup on, you will still not catch me without my total I three and one. [00:11:14] Speaker B: Got to help those dark circles, right? [00:11:16] Speaker A: We got it. Yes. Well, and I have allergies, too, so it helps diffuse that. It illuminates under the eyes. I really like to even do a touch up after lunch just to kind of, like, brighten it back up again. And just knowing, too, that that sensitive skin area is covered with SPF is really important. And it's like a little treat for. [00:11:36] Speaker B: Yourself because the applicator is so cooling. So, yeah, it's like a little spa treatment for. [00:11:41] Speaker A: Yeah. And so especially, like, if I'm traveling and I have the eye patches and then put that on the next day, I don't have to worry about puffiness or my eyes being irritated from the bleach on the sheets whenever you travel or flying in a plane from being dehydrated from that. So I definitely love that product so much. Another thing that you guys launched that we cannot keep on the shelves is the flux. Yes. [00:12:09] Speaker B: And nobody can keep it. We can't keep it on. [00:12:12] Speaker A: I love seeing how it's just gone. It's blown up on TikTok, and it just makes me, like, proud mom moment. I'm like, yes. Finally, everybody's getting it. [00:12:22] Speaker B: Yeah, finally, everybody. [00:12:23] Speaker A: I mean, color science was kind of, like, one of the best kept secrets for a while. Like you said, that we were having to kind of educate people on or explain to them what the brand is, who you all are, and now it's just everywhere. [00:12:38] Speaker B: It's a very exciting time to see that happen. Where same thing. Instead of people going, oh, what's color science now? I say, oh, I'm part of the color science team. And they're like, I love that product, or this product. Or that product, and they're talking about the product. So it is exciting, and it's exciting to see the movement where people are more serious about skin health. And so they are looking, instead of it being, I think it's taken off because people are going, oh, I'm going to do what's good for me first, which is the SPF and skincare and the fact that it can be healthy coverage, color coverage, and act like my foundation is what is making flex just go bananas. Right. [00:13:24] Speaker A: Well, we were so successful with the Allcom and even up, and then when flex came out, it was like the product that was for everybody, so you didn't have to have sun damage, hyperpigmentation, rosacea, to also get that amazing coverage and the protection of the SPF 50. So it was just something that literally anybody could use. And so instead of using a Charlote Tilbury or an elf glow or whatever, now they have a product that they can use that's going to give amazing coverage, that's going to give them the sun protection, and it's going to be good for their skin. [00:13:57] Speaker B: Good for it, exactly. So it's like one time someone had told me it's the only sun protection I've ever used that's made me look better. And I thought, yeah, exactly. It is. It's your sun protection first. But the magic of the iron oxides doing their thing and evening out your skin tone and making it look better. Sunscreen doesn't have to stink or sting or be goopy or greasy. There's a whole nother level that has been innovated on, and we're proud to be the leading innovators in that well. [00:14:31] Speaker A: And the cosmetic elegance, you guys have nailed it on every single time. What you guys were originally known for is the brush on sunscreen. And I don't know if I've ever told you the story or not, but my husband loves the brush on sunscreen, and he would, like, go for walks or go take our son to soccer or whatever, and he always was, like, putting it on, and I guess it got low. And he comes to me and he goes, babe, we're almost out of this brush on stuff. Like, I need you to get more. Do you think we could get some more? And I was like, I think we. [00:15:07] Speaker B: Can figure that out. [00:15:09] Speaker A: But he loves it, and our kids love it. And some of my best friends, when they come in with their little kids, I will give them, like, a little brush on sunscreen, and they hold onto it like it's their prized possession. Because it looks like makeup. Little girls, they love it, but they use it. And so I think that that's great that they can use that in the part of their hair and on their ears and on their neck, and it's just easy. And anywhere that I would go, especially when my son was younger, playing baseball and things like that, I would take it out and put it on him or put it on me, and everybody's looking, they're like, what is that? What are you doing? [00:15:40] Speaker B: Right. Why are you putting makeup on your kid? Yeah. I think you just said something really important, which is sunscreen was easy, and that is what really changed the game with what was first the sun forgettable brush, and now is the total protection brush on shield. Because there was some confusion, people would think, are you putting on makeup? And we'd explain, no, it's skin colored zinc so that you don't have to see white, and it's all powder, so you don't have to have the goop, which made sunscreen applications so much easier. And to what you said before, really the best product is the one that someone's going to use every day. And so if we can bring down that barrier to doing the things that people should be doing for their skin health, like sun protection, and do it in a way that's exciting or that they want to do, then they're only going to get even better results and actually get the protection that they should be getting. Because so many people don't use sunscreen because it burns or it stinks or it's greasy or it's inconvenient, it's not easy. [00:16:46] Speaker A: Right? Yeah. Because when someone, especially women, put their makeup on in the morning, who's going to put sunscreen on top of that? [00:16:52] Speaker B: They're not going to. [00:16:53] Speaker A: So unless they have an easy way that they can reapply their SPF throughout the day, they're not going to do it. Absolutely. [00:17:01] Speaker B: And I think for a long time, there was so much confusion of makeup. Brands would say with SPF twelve, and it's like, well. [00:17:12] Speaker A: Yeah, right. [00:17:13] Speaker B: Okay. So they were thinking that their foundation was actually protecting them, and it wasn't. And now we know so much more, too. Right. It's not just uva and uvb we need to be protecting ourselves against. Right. There's this whole solar spectrum that we need to protect ourselves. And pollution plays a big part into that, too. So to have a product that's giving, that's why we call it total protection, because it protects against literally everything. To have a product that gives you that full protection and then makes you look good and feels good at the same time. It's just a winning combination. [00:17:47] Speaker A: Well, and something you were saying to the staff earlier that I didn't even think about was you were telling them when they're reapplying the brush on total sun protection. It was. What did you say it was doing? [00:18:00] Speaker B: Oh, the high levels of zinc. [00:18:01] Speaker A: Yeah. [00:18:02] Speaker B: So thank you for bringing that up, because you're right. Yes. You're putting it on because you want the complete environmental protection. But the other thing is that brush is the highest level of actives. And by actives, we mean zinc oxide and titanium dioxide. Zinc oxide is a phenomenal anti inflammatory. Think diaper rash cream. Right. And so as you're reapplying, you're protecting, but you're also bringing down that inflammation. And when you think about skin conditions like hyperpigmentation or acne or rosacea or even those who say, I've got eczema, all of that, the root of that is stress. [00:18:42] Speaker A: Right? [00:18:42] Speaker B: Yeah. It's an inflammatory stress about lunchtime than. [00:18:46] Speaker A: I am at the beginning of the day sometimes. Right. [00:18:49] Speaker B: So if you can bring down the inflammation, too, and you're protecting yourself, what we see in our studies is that people's skin concern that they had improves dramatically. [00:19:01] Speaker A: Well, and I think, too, that not all SPF is created equally. Right. And so the triple layer lipid barrier protection, tell me a little bit about how that works in comparison to traditional zinc or something. [00:19:16] Speaker B: We say if you're using zinc and mineral, that's great. That's the first step is you're using sunscreen. The second is particularly if you have sensitive skin, you've advanced and you found an all mineral formula that you love and you wear every day. The next advancement, the next innovation on sunscreen is really the delivery and how those molecules are being put into a formula. So color science, we have patented enviros screen technology, and what that means is that the zinc oxide is triple coated. And the benefit of that triple coated zinc is that it actually has been shown to prevent free radical formation from happening in the first place. And free radicals are one of those things that we're all trying to fight. We're all trying to defend or neutralize after the fact, with this innovation, we're able to prevent them from forming in the first place. [00:20:10] Speaker A: Yeah, well, too, if you're using vitamin C's and things like that, if you're not fully protecting it, it's not doing you any good anyways. So whenever you have that full protection, then you're getting the full benefit of all of that, which is really great. Another thing that's really trending on TikTok right now are your little color balms. [00:20:33] Speaker B: I know. What a thought. [00:20:36] Speaker A: So tell me a little bit about the color balms and what made you. [00:20:39] Speaker B: Guys bring that kind of brand to the market. We are looking at sun protection for the face, but also your lips, your eyes, those areas that people often forget. And again, if we can deliver it in a way people love to put on their lipstick, people are putting on eye color, people are putting on cheek color. So we took our SPF formula and then started playing around with the iron oxides to give them a pop of color. I think the reason why, again, it's exploding on TikTok is people are really going, okay, I want my SPF to be my makeup. I want this healthy stuff that I'm doing, and if it can be my color as well. And so you see, on the eyes, on the lips, on the cheek, entire looks being done. But for us, as a brand, the most important piece is that people know how to properly apply that they're getting enough on. They're not just doing it for a look, but they're remembering why they're doing it in the first place. But if you can get someone to actually put protection on their lips and they weren't doing it before or get it on their eyes, those are two areas where skin cancer continues to grow. And my sister just had something that looks suspicious that potentially could be a basal cell removed from her eye. And those are areas people don't necessarily think about skin cancer happening. [00:22:04] Speaker A: Yeah, I was just sitting here thinking the brush on your sun forgettable brush on sunscreen is antimicrobial. I think that it would be so great if you guys came up with a brush kit or brush set for applying the flex. Okay. So that they're not, like, gooping it all over their face, because sometimes I see the girlies on. [00:22:25] Speaker B: Oh, you mean, like, put a brush that you could put the flex on for application. Okay. [00:22:30] Speaker A: Like an application brush for your flex, and then brushes that you could use. [00:22:34] Speaker B: To apply the color that were antimicrobial. So since I've been here, I drove up to be with Lacey, and just in the few hours we've been together today, she's already given me about five different ideas for innovation. So it's fantastic. [00:22:51] Speaker A: That's my favorite thing to do. Myron, I was telling you earlier, we've been working with Byron, also working on a joint project with color science and ravique as well. And so I told you that was my favorite part about working with them, is I have all of these ideas all the time. I just need someone to. [00:23:08] Speaker B: Someone else to go do it. [00:23:09] Speaker A: I need someone to go do it. I'll come up the ideas, and then you make it happen, and then I will test it out for you and let you know how it's going and what needs to be tweaked. But that's my favorite part about it. I love to take something that's working and say, you know what? We could take this and we can adjust it in this way and make it even better. Even better. [00:23:32] Speaker B: Yeah. Or I think what you just said is identify some of the barriers to either usage or where people could potentially not be getting the best out of it. The most out of it. Man. The number of dirty makeup brushes that you see on TikTok, you're right, it's pretty gross. [00:23:53] Speaker A: Yeah, I see sometimes girls put the makeup on. I'm like, ooh, what are you doing? Like, I start to try to type, and then I'm like, you know what? [00:24:04] Speaker B: Wash your hands and just use your hands. [00:24:07] Speaker A: Well, you guys have a lot of really fun products. The bronzing body. So I went to a conference one year that you came in. You had dressed beautiful as always. You had your little dress on. You had the sun bronzer on one leg and not on the other. [00:24:25] Speaker B: You could see a difference, right? [00:24:26] Speaker A: You could see such a difference. And it's so pretty and obviously not waterproof, and it will come off on things. So kind of like, who was your intended audience for that? [00:24:39] Speaker B: I think, again, full body. The reason why we added the bronze component to it, too, is, again, if you can help people get, instead of going to a tanning bed or going out and laying on the beach, and you can get the color that you're looking for in a healthy way and add your SPF. So that was the intention. I think many people love it. Like we talked about, though, you wouldn't want to be wearing, like, a white outfit and putting it on your leg. There's a little bit of transfer. But we also see for the body people love. New no show that launched. I've used that, and I was shocked. I went out with my sister and we were exercising, and I got very sweaty, and I was just shocked that it wasn't running all over me. So you can go exercise in it and know that you'll stay protected. It's not going to run everywhere. [00:25:31] Speaker A: And so three years, you said to create innovation. The no show, which there's a lot of talk in the US about how the formulations for clear SPF is like, way behind some of the other states. But I feel like this is definitely like a contender for top spot for innovation in the US. How would this no show compare to some of the others in other countries? [00:25:57] Speaker B: Yeah, I think it depends, because some are innovating with other chemical filters and there's still quite a bit to learn. But ultimately, I think what people are going for is how do you deliver an active? And again, an active is just something that's been proven and accepted by, in our case, the FDA to be labeled as a sun protectant. And all spfs are OTC over the counter drugs, so they are regulated by the FDA. I think what everybody is trying to find is the best way to get superior protection in a way that people want to wear it. And minerals have been that for a long time. In terms of superior protection, people want to wear them not so much because they are white, opaque minerals. And usually you see a mineral sunscreen needs to be tinted. They're putting iron oxides in it to combat the white or the ashiness. No show is truly innovative because there's no pigment in it. It is a white formula that goes clear. And for where we are in the US right now, it is a standout. And like you were saying at the conferences you attended last year, it was the talk of the conferences, because oftentimes you'll see maybe minerals, a mineral formula claiming to, not to be clear, to not have ashy, but they're mixing it with another chemical, or perhaps so it's not fully all mineral, or they're going a very low percentage of zinc oxide. And so to have a greater than 10% at an SPF 50 level that truly, and we've tested it on a lot of people, on a lot of skin tones, that will truly become no show is innovative. And we're seeing our international distributors are just as impressed. [00:27:56] Speaker A: And you guys have the American Cancer. [00:27:58] Speaker B: Society seal, the Skin Cancer foundation, and. [00:28:01] Speaker A: The eczema as well. [00:28:03] Speaker B: We don't yet have the eczema foundation seal. And there's another one that we are working and applying for too, through the National Rosacea Society for the Rosacea seal of approval. So the skin Cancer foundation was really like the first to create a seal where products could then go for accelerated testing to meet their criteria. And then based upon that, you can earn the seal. And with the Skincam Sur foundation, I'm pretty sure this still holds true. But in terms of brands, we hold the most seals because so many of our products are SPF related. [00:28:43] Speaker A: So, speaking of the FDA drug classifications for SPF, I know there's a lot of conversation about children in schools and daycare with SPF and not being able to reapply their SPF throughout the day. And my workaround for that, when mine were little, was the brush on sunscreen. Yeah. Because they just didn't know what it was. They didn't realize that it was SPF, so I would just stick it in their backpack. I'm like, they just put it on throughout the day. And so that was my workaround, and it always worked. So my children were protected throughout. [00:29:15] Speaker B: That's good. Yeah. Colorado has done a great job in making headway there. [00:29:21] Speaker A: I know you guys were really trying to work. [00:29:23] Speaker B: We were with schools and putting shade things up and with even my own kids school, I brought them the Colorado forms to show them, like, look, my kids need to be allowed at their field trips and stuff to put on sunscreen and should be reminded. And it's been great to see the progress where we now are hearing schools. Before the kids are going out on the field trips, they're getting sunscreen applied, and then they're reminding the kids to put it on. They're reminding parents to pack it. [00:29:58] Speaker A: Yeah, that's good, because when mine were in school, they would be like, okay, we're going to have water day today. Make sure you apply your sunscreen before school. And I'm like, that's great, but in 3 hours, it's worthless. [00:30:08] Speaker B: These little kids, they're running everywhere. They'll be sweaty, it'll be gone, and. [00:30:13] Speaker A: Then, too, speaking of sweaty and all of that, whenever the waterproof or water resistant testing, I learned about that from a conference with you guys, too. So will you tell how that works? Yeah. So interesting to me. Yeah. [00:30:31] Speaker B: When you go through SPF testing, it is tested on humans. So first of all, there are a panel of people, and you go through your SPF. So your sun protection factor that you're earning, and you're earning your certain level. So you go through all that testing. Additionally, you can go through water resistant, sweat resistant testing. And the way that they do that is they will put the formula on the subjects, and then they put them in. Basically, it's a hot tub, a whirlpool hot tub, and they have to go in for a certain period of time. It's a couple of hours, then they come out, they test for it, and then they're going back in. And so it's quite a process where they go in multiple times and you're looking to earn either 40 minutes or 80 minutes. Those are the two categories that you can earn. Water resistant, and it's based upon how much time were they able to stay within that whirling temperature and then come back out and then show that they had the same level of some protection. [00:31:40] Speaker A: Yeah, I think that's so neat because you would think that they would just be like, okay, go swimming, and then hop out and let's test it. But it's not that at all. They get in like a whirlpool. [00:31:49] Speaker B: A whirlpool where water is moving and it's at a temperature. [00:31:53] Speaker A: They get out and towel them off and then put them back in. [00:31:56] Speaker B: Right. And then you have to show that, one, it's still on the skin, and then two, when they shine, what's called medium erythemal dose of uv, that you're providing the same level of protection. They look at that based upon the amount of redness or erythema that gets produced in the skin. So, yeah, there's a lot more to it than many would think. [00:32:18] Speaker A: Well, just getting to hear a lot of the back end side of things, of testing and peer reviewed studies, and how all of the things actually work is very fascinating. And then I got to see pictures of you after a fraxal treatment, one side with the chemical sunscreen on and one side without. And I just think of people that have melasma and all of that trapped heat from a chemical spF, and I'm just like, they just don't know. [00:32:48] Speaker B: They just don't know. And that's part of what we do, though, right, is what we were taught, even just ten years ago, has evolved and we know more. And then that allows us to continue to innovate and do better. But, yeah. Who was it? Was it new? Maybe it was meta setics. I can't remember exactly who, but they just recently did consumer survey, and there's still, like 60% of people who don't wear sun protection every day. And we want to prevent sunburns, but it's mainly the cumulative damage that causes, one, the aging and the wrinkles, but then also cancer, potentially. So it's one of those things that you're right, so much education still needs to go into it. [00:33:37] Speaker A: Not to throw more work at you, but I'm sitting here thinking, too, like, how neat would it be if you guys did, like, a dry shampoo that was SPF protection for your scalp? [00:33:46] Speaker B: We've talked about that. Yes. So we've talked about, we're on the same page because what we found is you and others would say like, yeah, even my son, because he was so blonde. So we would use the brush in his hair. And now there's so much movement and hair growth and scalp. And we understand. [00:34:06] Speaker A: Right. Well, and the dry shampoos have such a bad reputation for having harmful ingredients in it. And if there were a better option that had sun protection, of course, that would be a fantastic option. [00:34:20] Speaker B: Yeah. And then it could cover your graze at the same time. [00:34:22] Speaker A: Right. I could use a little bit of that. I definitely could use a little bit of that. And then I think that there's one of my other favorite products of y'all that doesn't get the recognition that I think it deserves is the mascara. The color science mascara is my favorite mascara of all time. It's got peptide in it, it's all mineral, it's tubing so it doesn't pull your lashes out. It is black. I think it would be fun if there were some other colors. Other colors. But I love the mascara so much. You can tell when it's done though, because after two and a half months it just dries up and you're like, okay, this is done. There's no guessing. It's not like you're going to try to get a little bit more out of it. It's just really and breaking up at that point. [00:35:06] Speaker B: We do have an innovation coming in that, that I can tell you that's launching later this year. So we have upped the amount of peptides in there. So now when you put it on. Yes, it will condition and nourish. And before we would hear like, you get a little bit of lengthening. Well, we've juiced that baby up with more peptides to help with the lengthening. So now when you apply your treatment mascara, you're also going to be getting some benefits. So it's like your lash serum and your mascara in one. Yeah. [00:35:39] Speaker A: And I did see someone made an undereye patch that went all the way around. [00:35:43] Speaker B: Oh, really? [00:35:44] Speaker A: To do under and over was like a c shape. So that might be fun when you need to. Another innovation of your. [00:35:55] Speaker B: I think we need lip masks for sure. [00:35:58] Speaker A: Yeah, I think definitely like neck mask. [00:36:04] Speaker B: A neck mask? Yeah. [00:36:05] Speaker A: And the lip mask that also does your nose. Labial folds as well. [00:36:09] Speaker B: I was using, I turned, I saw. [00:36:11] Speaker A: You do your eye mask. [00:36:12] Speaker B: Like this right here. [00:36:14] Speaker A: You can make it wide enough that it covers the whole area. [00:36:17] Speaker B: Just your whole mouth. Yeah. There's so much to do. [00:36:21] Speaker A: I know I could sit here and just think about ideas with you. [00:36:25] Speaker B: So much to do, so much on the pipeline ahead of us, which is exciting. [00:36:29] Speaker A: Yeah. How many products do you think that you guys are going to be launching in the next? We typically. [00:36:36] Speaker B: Yeah, we typically launch to what we consider innovation, meaning, like, they're truly unique and differentiated. They're bringing something new. And then sometimes we'll do like a line extension where you guys told us, hey, we need more shades of total eye, and then we made more shades of total eye, or we're hearing now, hey, you need more shades of flex. So I wouldn't be surprised. We're working on it, right? Sure. So typically we do one to two major innovations each year, and then we look at is there, within the existing products we have, are there line extensions to be done? [00:37:14] Speaker A: And so with the line extension to flex, obviously you guys are going to do some deeper pigmented colors. Tell me what goes into. Why is it so challenging to get those deeper tints? Because I know that's part of the problem. It's not because you just don't want to. You don't think that there's a need for it. It's that it's extremely challenging. [00:37:33] Speaker B: It's extremely challenging. So there's a couple of factors to think about when you're creating. We only use iron oxides. We don't use dyes, so we won't compromise there. If we were willing to do that, then maybe we would get there faster, but we're not willing to do that because we don't believe that's the best for the skin. So sticking with our core ethos there of only using minerals, as we were talking before, when you're doing a mineral sun protection with zinc and titanium, those are opaque, very white. Do you remember when we did that conference and we had you guys with all the minerals and you could see like the. I forget which one that was, but you could see just, they're so white. And so you add iron oxides. Well, there's three iron oxides. There's red, there's yellow, and there's black. And then within that, you figure out how to work your magic to make the shade that you want to make. The trick is to be able to do all that and maintain the SPF. So to go deeper and maintain an SPF 50 is very challenging to keep ups because as you continue to add more of the pigment, then your other starts to go down. Right. And so it's a nuanced element of trying to figure out how to hit the right, and then also how to do it where it doesn't become purple or become an undertone. That doesn't make sense, too, because as much as you're matching for shade, you're also trying to manage for undertone, too. And that can determine whether someone likes it or feels like it's working for them or not. So we're actively in the works. But, yeah, it's a complicated challenge. But Mary, our CEO, she readily admits this. She know, I told the team that a no show or transparent or all mineral that would go clear couldn't be done. And here the team did it. And so even though we've been told, like, good luck trying to get those shades, our r and D team is always up for the challenge. So, yeah, it may just take us a little longer, but it's going to. [00:39:53] Speaker A: Be as equally as fantastic as the lighter shades, because you're not compromising, we're. [00:39:58] Speaker B: Not going to compromise. We're not going to say, we'll just make it a less spf or we'll just make it have less of one of the skin health benefits. To be able to get this, we want to be able to deliver the product that everybody loves. [00:40:11] Speaker A: So one of the things that I think, especially on TikTok, that the girls like about the flux is that it goes on white, and then as they blend it in, it matches their skin tone. What is it in that product that makes it do that? And what purpose did you guys do it that way? [00:40:28] Speaker B: Well, what's happening is it's basically an encapsulation of the iron oxide, so of the pigmented minerals that give the color, they do what's called blooming. And as that mixes with your temperature and your skin's proteins, they start to bloom, and it's within a range. So you could have several people who could be medium. And as that blooms and reacts with their skin, it's going to show up a little bit differently for them. And hopefully, it's not like one shade, and then it matches everybody's skin tone. It doesn't work like that. So it is blooming those color pigments is what's happening, and they start to bloom, and it goes from white to that colored pigment the more you work it in and rub it into the skin. So what was the purpose of having them start to bloom? I think it was a unique way for us to have a delivery. Some people think sunscreen has to be white, so there was also that sort of mental, like, oh, I know, this is a sunscreen, not a makeup foundation. Right. And so I think there was some of that that we were working with as people's. The psychology behind the psychology of perception of if it's sunscreen, it's got to be white. [00:41:56] Speaker A: Right. [00:41:56] Speaker B: So there was a little bit of that we were playing with. And then I think it's also just cool. It's also cool to see how they bloom and start to work. And you're right. I think that is part of what's gotten people so excited is that it does that color from white to your skin tone. [00:42:13] Speaker A: Let's do that with blushes. [00:42:16] Speaker B: Yeah. Or lip. Trish and I was taught. Yeah. You know, those ones that mix with your ph and then kind of that. [00:42:23] Speaker A: Would be a fun lip shine, eyeshadows, lip shines. I mean, I assume you could do it with any mineral pigment, right. [00:42:32] Speaker B: It depends upon the formula. But again, if it can be done, Trish will figure it know. And even when it says it can't be done, she'll figure it out. She's so. Yeah, she's brilliant, and she's beautiful, and she's like the girl, the crush. All the things. All the things. And her team is fantastic. So they work really hard to make sure that we deliver stuff that people really enjoy and that we're proud of. [00:43:03] Speaker A: Well, and I was telling you earlier in front of the team that my mom and I were at a conference with you guys when Allcom was being released. We got to do the lab sample, and we came on this trip straight off of a clinical training with Viora. My mom had gotten some sort of seasonal cold. Her face was, like, blood red. Her skin was irritated. She put on the lab sample, and literally the next day, her skin was completely transformed. Like, all the redness, irritation, and inflammation in her skin was gone. And not only did it cover it up and give her the immediate gratification, but it soothed it to where it went away, and she didn't have to worry about it anymore. So the Allcom and even up SPF fifty s have been life changing for a lot of our clients, and that's why they continue to use it year after year after year, because especially people with sending, like hyperpigmentation and rosacea are very self conscious. It's a very emotional thing for them, and to be able to give them that immediate gratification while also giving them the long term benefits makes such a big difference for them. [00:44:07] Speaker B: It does. And if you are someone who's struggled with any of those skin concerns, you are probably, like many of us, where you've tried a lot of things and you're very apprehensive. Right, exactly. Because your experience has probably been, most things make it worse, not make it better, even though they're formulated to make it better. And, yeah, that's something that we're very proud of is that we've been able to deliver a product that we've not heard. This made it worse. Right. It's only made it better. Some people are like, I wish it. [00:44:45] Speaker A: Was a little easier to work with. [00:44:46] Speaker B: Or why is it green? Or why is it peach? And it takes some education to explain it's a color correcting, not a color matching. But, yeah, they have been game changing. [00:44:59] Speaker A: Yeah. Well, I mean, we used to tell people all the time, the all calm is not going to match your skin tone. Meant to be like a primer. Right. They even up, some people got lucky and it matched great. And they could just throw some brush on, SPF on over it and be fine. But it wasn't really necessarily meant to match your skin tone at all. So once we got through that initial patient education piece. [00:45:20] Speaker B: Right. [00:45:21] Speaker A: They were totally fine. Yeah. So I feel like the new barrier pro and the new face wash that you guys do with the probiotics, prebiotics and postbiotics you got it is like a stepping stone towards also acne. You guys used to have a product that was a primer for acne skin. [00:45:43] Speaker B: That had a rice mattifying primer. [00:45:46] Speaker A: Yes. Did it have rice extract in it? So do you think that you guys will have any type of flex products that will be geared towards acne skin? [00:45:56] Speaker B: Yeah, we've been talking about acne for a long time, too. And how do we approach it? And most people approach it by throwing some salicylic acid or somebody, and we're. [00:46:10] Speaker A: Like, let's do better. [00:46:13] Speaker B: Let's do better. [00:46:13] Speaker A: Yeah. [00:46:17] Speaker B: It's time to innovate. And so we definitely are looking at innovating there. And we haven't thought about flex, although that's an interesting one. We've thought about some things that could, like, do you do it as a spot treatment or do you do it as something that's full face? So we've kind of talked about different. [00:46:36] Speaker A: Potentially different ways we treat a lot of adult acne. And so while flex is a step in the right direction, it's definitely better for their skin. I think that it could do more for them as far as, like, treatment. [00:46:51] Speaker B: Treatment, something that's like an even up or an all, but with a flex more of a flex feel and component. Yeah, that's what you're talking about. It's got to be light. Even though Allcom. Many people with acne have tried Allcom and they're like, wow. But because it's thicker, there's a bit. [00:47:12] Speaker A: Of that kind of feeling to it. It's not occlusive at all. Right? Exactly. [00:47:19] Speaker B: It's completely breathable. It's not occlusive. That's a great idea, though, in terms of thinking about it from a flex standpoint. Like almost taking our flex and then boosting them with advanced skincare treatment. Yeah. [00:47:36] Speaker A: Yay. [00:47:38] Speaker B: My Lacey list just got longer. [00:47:41] Speaker A: You're welcome, Mary. Trish, who's formulating for you guys now? [00:47:47] Speaker B: Trish does. So it's always been as and her team who are Debbie and Melissa out of our Houston lab. It's always that team. And we have an innovation team where we come together and we think about where and where are we going to go next. They do what's called on the bench. So they will put the initial formula together and then we will work with a lab like the one you're thinking of, and they take the formula and then they figure out how to scale it basically, for us. How do you create larger batches? How do you get it into the component that you're looking to get it into and take it from? Our manufacturing is done in Chicago as well as New Jersey, and we have two manufacturing partners. [00:48:42] Speaker A: So you said it took three years to create no show. How many variations of a skincare formulation do you typically go through before you just nail it and you're like, this is it, like, on average? [00:48:54] Speaker B: On average, it's about four to five variations. Then there's products like Noksho that are a lot. That took a lot more than that. But yeah, I'd say on average they're so good, because Trish. And then the team will think about not only what does it need to do, the ingredients and how we're going to bring those together, what is the formula viscosity and how's it going to feel, how's it going to look? So there's a lot of that that's predecided sometimes in the formulation process. You can decide that as you're going along. The team is really thoughtful about getting that pretty much what we want and then move into kind of putting it all together to hit those specs, but sometimes you can't and you go, oh, well, when you do this, this happens. And so we've got to alter and so there's been times where you start off with one idea and it actually winds up being for the better. Something different. [00:49:57] Speaker A: No, for sure. Well, I mean, I think it's so interesting, too, that you say, okay, this is a product. This is the need, the ingredients that we think is going to address that need. We want to put them all together. And then you see that certain ingredients don't really play very well together, or. [00:50:14] Speaker B: You can't get it to the, you can't quite get it to the feel. Right. If you want it, something that's a cream versus a lotion or something's balmy or liquidy. [00:50:27] Speaker A: Right. Yeah, that's fun. [00:50:30] Speaker B: And it's also, are we hitting. So when we think about the ingredients we're putting together, we're pulling them together because we have a hypothesis of we're going to approach this either biological process or biological pathway. Like, you think about the different aspects of what might be driving and what are those areas that you can actually target or address with an ingredient or an ingredient complex? So we've thought about all of that. But, yeah, sometimes you bring it together and you're like, and we want it to be this and it doesn't quite become that. [00:51:03] Speaker A: So then you kind of have to go back and say, well, we have to add this ingredient or tweak this or reduce this a little bit. I think all of that's so fascinating. Yeah, it is. I think that consumers are getting more interested in ingredients now, too. Like before they were just like, what does it look like? Tell me what I need. And now they're like, no, I don't want this because it's got these ingredients, or I want this because I know that this ingredient is very successful at treating this concern that I have. So I think that it's so empowering for our patient base that they are so educated and informed on what they're putting on their skin. And they are demanding those higher quality ingredients now, too. [00:51:46] Speaker B: They are. And I think what's really promising is there's been an understanding of where do I go to find that information credibly. Right? Because there's a lot of stuff. [00:51:59] Speaker A: There is. Yeah. [00:52:00] Speaker B: And some of it's good information and some of it's not good information. But to see the movement where people know. I should come to my skin health professional for this guidance. I did a talk at aesthetics next, and I was kind of bringing in AI into the conversation. And even with AI, I was just thrilled because you can ask it like a question or tell me about this ingredient. And even the AI, the Chat GPT, will say, you should consult a skin health professional. I just thought, yeah, that's what we should be encouraging, is the continuation of. It's great if you find it through an influencer who loves it, but if you're trying to figure out if it's great for your skin, consulting your skin health professionals is always the best way to go. [00:52:47] Speaker A: Yeah. I mean, we'll even have patients that will call or say, my friend does this, I want to do this, too. And we're like that. [00:52:54] Speaker B: Not good for you. [00:52:55] Speaker A: That may not be the best fit for you. We have lots of other things that might be the best fit for you. And we appreciate her telling you about us so that now we can educate you on what we have for you, for your skin. But I think, too, that because of all of the educational ingredients and all of those things, I think it does help people to understand that good quality ingredients don't necessarily come cheap. So whenever you're getting things over the very inexpensively, expensively, most likely those ingredients are not high quality. [00:53:30] Speaker B: Yeah, they could be. Not as high quality. I don't want to use the word generic because I don't think that would be right. But, yeah, not as high quality. Maybe not in the percentage. They're not using them in enough of a percentage or the way that they're getting delivered. Also, too, because the delivery mechanism and how they go into a formula, it all matters. And we are not the cheapest, we're not the most expensive. We are accessible, but we definitely have products that people are like, oh, my gosh, why is a sunscreen brush $69? Because it's very hard to do that. You're getting a very high. [00:54:14] Speaker A: But it also lasts for a very long time, too. And it never expires. [00:54:18] Speaker B: It doesn't because it's a rock. [00:54:20] Speaker A: Yeah. It's all minerals. [00:54:21] Speaker B: And we've done all the testing to know that that SPF lasts. It's not going to be changed by sitting in your car. [00:54:28] Speaker A: Right. It's stable all the time. So I think that those things are very important. And I think that it's getting easier with patient education now, too, because they've done a little bit of pre education before they come in there. [00:54:42] Speaker B: Right. [00:54:43] Speaker A: But I think that they do really appreciate and value our input and our guidance and telling them what's going to be best for them. [00:54:51] Speaker B: Yeah. And you see, we were talking about it before, right. The kids, I don't even know what generation, they're alphas, man. These girls are something with what they're wanting, their skincare, and they're wanting to start very early. So the idea of needing to use skincare has come so far. Just the acceptance of, it's not a vanity thing, it's a skin health thing, and your skin is your largest organ. Then we moved into, okay, now I need to be paying attention and educating myself, where do I go? And now people are understanding, oh, I can use fewer products and maybe spend the same or less and actually have a better outcome versus thinking I need a product for every single concern. And they're spending. Maybe they're not spending as much on a single product, but they have a lot of different products. Right. And now they're like, okay, I can invest in this one product that's going to do a lot more for me, and I'll get better results. [00:55:59] Speaker A: Yeah, no, I agree completely. You guys have a lot of really fun products that you've developed over the years and just the packaging that have changed over the years, too. [00:56:13] Speaker B: And more modern. Yes. [00:56:15] Speaker A: I think when we first saw color science, they were in, like, maybe a navy blue and gold packaging or something. [00:56:22] Speaker B: That was way back in the day. There was some yellow and there was some, I think some navy. There's been one day there'll be, like, this color science museum that'll take you through the years. [00:56:32] Speaker A: I can see the evolution came in, and I was like, this is really interesting, but your packaging is horrible. [00:56:37] Speaker B: It's terrible. [00:56:38] Speaker A: Yeah. And now everything is so beautiful. It matches our color scheme, so we feel like it's, like, made for us with that. [00:56:46] Speaker B: We call it Laguna blue. What do you call it? Do you have a. [00:56:49] Speaker A: For your smart skin teal? [00:56:51] Speaker B: Smart skin teal. [00:56:52] Speaker A: Yeah. [00:56:53] Speaker B: It has come a long way. And one of the things that we're proud of, too, is we've come a long way in our packaging to make it more eco friendly, too. So our outer cartons, we've made improvement of. We're working on our inner cartons. And so that's one thing that you've seen in skin and beauty products for a long time. [00:57:12] Speaker A: Just a lot of waste. [00:57:13] Speaker B: Yeah. [00:57:14] Speaker A: And you guys did make them coral reef safe also, right? [00:57:18] Speaker B: Yes. All of our total protection products. [00:57:23] Speaker A: There. [00:57:24] Speaker B: Is no agreed upon. That's why we stopped putting the sticker on, because there isn't, like an FDA body or someone who's agreeing on what is coral reef safe and how do you test that. But, yeah, right now the thought is, like, in Hawaii, you can't put on a sun protection product if it has chemical it can only have zinc or titanium. Right. And so the thought is those are considered reef safe. And so, yes, under that guidelines, all of our products are reef safe. [00:57:54] Speaker A: Yeah. Well, I love that you guys basically have the exact same team that you've had from the very beginning. And like I said, you guys put so much thought and consideration in everything that you do. In fact, for Christmas, not this year, but the year before last, we got our whole team Kendra Scott necklaces that had the smart skin teal color in it. I think you guys did that a couple years ago. Y'all's whole team got it, and I thought that was so cute and special, and I was like, I'm going to do that for my team, too. So we did that. And they got the necklaces and the bracelets, and then my daughters also got the earrings, too. They all still wear it, and they're so cute, and I love that. So because of you guys, I have noticed that I try to make sure that I am spending a little bit more attention to detail and thinking things more thoughtfully. And whenever we do a giveaway, we want to make sure that it's unique and different and memorable. And when we do things for our team, instead of just saying, here's a gift card or here's some money, I want to do something that they remember. [00:59:01] Speaker B: It connects them to the brand. [00:59:03] Speaker A: Because every time that we, mary Margaret or my mom and I have gone to a color science conference, skin medica would pay me for my time, but you guys would give me an experience, and you would give me something that I would remember what I learned on that trip. And that was so much more meaningful to me than giving me $500 to go, or whatever it may be that we get paid for our time to go. It was the sunset cruise on a yacht. It was dinner on the SS main. It was. Any of those things are core memories that I'm like, we did that, and that was so much fun, and it really resonated our time with you guys. So we really try to do that with our team. We will give them a new pair of oncloud tennis shoes, or we'll give them, like, a rain jacket with our logo on, our lemon jacket with our name on it, or give them something memorable that is more meaningful to them. [01:00:02] Speaker B: That's fantastic. [01:00:03] Speaker A: That's been really fun. That's been something that we've kind of innovated in the last several years. That's been a lot more fun than just saying, here's money that you're not going to remember you're going to be like, thanks. [01:00:14] Speaker B: Yeah, great. When it's of groceries in the gas. Yeah. [01:00:18] Speaker A: So how do I get on your advisory board for new product innovation? [01:00:22] Speaker B: I don't know. I think our next innovation, we may just have to invite Lacey to it. Our next innovation meeting. [01:00:29] Speaker A: Fly me out. It's fine. [01:00:31] Speaker B: Well, we are talking about bringing back those group settings in person, too. Not just having them virtually, but, yeah, getting them in person, it makes a big difference. [01:00:43] Speaker A: Yeah. I think even you coming out today to spend time with the staff, they'll be so excited about that and it will stick in their memory and they'll be able to resonate more with what they learned. And of course, Jane and the rest of the team members are so good about offering to do Zoom calls and meetings and things with our staff, but there's just something different about in person meetings than virtual meetings, for sure. [01:01:11] Speaker B: Especially, I think, now that we have the ability to be hybrid, there's something of the mix that is really helpful, where if it was in person all the time, it probably wouldn't have the same impact as when you do it, and then when you have it, it has more. So that's what we're starting to see, too, is when you mix it up, you get the benefit of both. [01:01:34] Speaker A: Yeah, I think that's true. [01:01:36] Speaker B: You have a fantastic team. [01:01:38] Speaker A: I mean, I could see you every week, but you wouldn't get sick of me. There are some people that I'd be like, okay, why are you here without you? You could come every day. Thank you. [01:01:49] Speaker B: Thank you. You have a fantastic team. I think what I loved about this afternoon and the time with them is they're genuine. Like, they're genuinely interested in knowing and furthering their knowledge and being the best. And the questions that they asked were centered around thinking about your client and your patient first, and you don't see that everywhere. So I think that speaks volume to you and the team and the culture you're creating. But it was a lot of fun to watch their minds working as we're. [01:02:19] Speaker A: Going through the training. We've got a great group. I could not be happier with the staff that we have right now. They all are so genuinely interested and want to learn, and they really utilize each other. That's one of my favorite things about having such a large group of estheticians, is that they're constantly growing because they're learning from each other and they're not just solo on their own. I feel like it's really hard to grow if you're just by yourself, that. [01:02:49] Speaker B: Peer to peer aspect of. [01:02:52] Speaker A: Yeah. So they're not afraid to ask questions or ask whether no matter how long they've been here, they can ask each other, what would you do in this situation? Or, hey, can I get a second opinion? This is what my client's dealing with. Do you have any recommendations? Like, have you seen this before? So I love to see that. I walk up on that all the time and I'm like a proud mom. These are my little babies. [01:03:15] Speaker B: This is what I hope would happen. [01:03:17] Speaker A: Yes. So they're great. All of them are. I mean, in the front desk, even like, our front desk staff are clinically trained on every single device that we have. They're clinically trained on every single skincare line that we have. They have to go through just as much, if not more than my estheticians. [01:03:32] Speaker B: Do because they're learning all the programs, too. [01:03:34] Speaker A: Yes, they know it all. I mean, they are the face. When clients come in, they're doing the, when they leave, they're doing the education on all the products. So the estheticians will do the service, make the product recommendation, talk to them a little bit about it in the room. But it's front desk who has to do the continued education, teach them how to use it, how to integrate it in with their other skincare regimen that they're using, get them scheduled to answer any questions about treatments that they have so they have a lot of. Front desk has a huge responsibility on them. [01:04:07] Speaker B: I think it's the hardest job in a clinic. I do. [01:04:10] Speaker A: It really is. And little Gracie, MJ's sister's little precious angel, she wasn't here today. She was sick, but she knows it all. Like, sometimes I see her just pacing around the table and she's on the phone just like taking a, like, she is telling them everything under the sun about those products. And I'm just like, you go get them, Gracie. You tell them. [01:04:33] Speaker B: And that's exactly what we hope people would do, is to turn to their professional for the information. There's a lot online that they can self educate, but when in doubt, ask your skin health professional for. [01:04:47] Speaker A: Yeah. Well, Heather, I had so much fun with you today. [01:04:50] Speaker B: Me too. I really appreciate you coming out. [01:04:53] Speaker A: I know. So fun. Hopefully it turns out great. I know it will. But I'm so excited that you got to come. [01:05:00] Speaker B: Me too. I can't wait to go tour. We've done the training and we've done this, and now I can't wait to go tour this beautiful facility. [01:05:07] Speaker A: Yes, we're going to go set up some samples for everybody to try out. Anything that we don't offer in store, you can purchase through our micro site, through our website. We also have a virtual consultation guide on our website that you can go and fill out and tell us all of your concerns and we'll tell you all of the skincare treatments that we have. We're also getting ready to launch our skincare version of that as well. [01:05:33] Speaker B: Oh, great. [01:05:33] Speaker A: So it won't be exactly the same way as a virtual consultation, but it will basically give you like an index card guide of like, it will say, these are the products that are fit for you based on your concerns, with a link for them to either purchase it on our micro site. Okay. Or they can purchase it in house at smart skin too. [01:05:51] Speaker B: That's great. [01:05:52] Speaker A: I'm really excited about that. [01:05:53] Speaker B: I took the assessment and it was so easy and it was great what it came back. So it was really a good, I think it's especially for people who are thinking about maybe like first time clients coming in or like I'm going to recommend to my sister, but she's not. [01:06:10] Speaker A: Right. Well, we have so many different treatments. I think we have 25 different devices. And so for our team, it's a really great starting point to say take this assessment and then what your results come back at. We then follow up with them, offer a complimentary consultation so they can come in and we can go over their results. And that way we can tell them about all of those services that are the right fit for them and then customize it and then let them know what we have available for that, whether it's a holiday promotion or one of our membership options or whatever. And then we can get them scheduled after that and sometimes they can do treatment same day. [01:06:46] Speaker B: Yeah. I think what I also appreciate about smart skin is how you guys think about customization, building the plan for the long term, not just like the, let me just give you the Botox and then you're off. Right. But really thinking about the journey, because as we were talking about earlier, your skin is evolving, things are changing. And so what you were on needs to change and evolve, but then you think about how to not make it, about price, but do those extras. So you do the rewards programs, you have your membership opportunity, the things stay compliant. And who doesn't love to earn some points, know some coupons towards their next purchase? [01:07:31] Speaker A: Well, and I think too, with us being in Alabama, the only state left that does not allow mid level injectors. [01:07:36] Speaker B: Okay. [01:07:36] Speaker A: We're a little bit of the anomaly in the aesthetic industry because we focused on skincare and aesthetic treatments first for decades. My mom started this company over 25 years ago, and we've only been doing injectables for the last eight years. [01:07:54] Speaker B: Yeah. [01:07:54] Speaker A: So we really mastered the aesthetic and skincare side of things before we ever even thought about injectables. [01:08:01] Speaker B: And I think about that as you mastered the skin health side of it. Injectables are great, but they're not the solution if you're not doing the other. [01:08:10] Speaker A: Exactly. Yeah. Because a lot of times people will have a patient come in for an injectable, and then they're trying to convince them that you need to take care of your skin, too, to where we've been taking care of their skin for decades, and now we're like, okay, now you can. [01:08:21] Speaker B: Now you're ready for the inject. Yes, exactly. [01:08:24] Speaker A: So that's been really a nice added benefit for us is that we really started. We started with a good foundation. Well, thank you so much for having me. Let's run across the street and go do the tour sample set up. That sounds good. Thank you for joining us on today's episode of Smartcast. And we'll see you next week. Close.