20:00

listening to who have herpes, right? I

20:02

mean, you probably have heard this. I wanna know

20:04

like for every area, every facet, can you use

20:06

it everywhere? You can use it

20:09

on all parts of the body. We're only

20:11

approved topically, so not orally, but

20:13

you can use it everywhere. It's the same

20:15

safety profile as saline solution. So I always

20:17

say it really can do no

20:19

harm. It can only help. We

20:22

get customer service questions all the time

20:25

where we have to Google it. We're

20:27

like, what is that? And we're like,

20:29

well, I don't know, but it can't

20:31

hurt. And yes, things that are around

20:34

lesions, open wounds, things

20:37

that are around sensitive areas, this product is

20:39

perfect for. The other thing is there's no

20:41

sting to the product as well, which is

20:43

really nice. It just feels like you're applying

20:45

water or a hydrogel. I saw, you know,

20:47

we started to just sprayed it in and

20:49

around your eyes. What can that

20:52

potentially do? Well,

20:54

it gets used in optometry quite a bit as

20:56

an eyelid lash cleanser as well, because

20:59

again, you're dealing with bacterial issues. It

21:01

can create issues on the island. You

21:03

have this great non-toxic antimicrobial that you

21:05

can put around the eyes, which there's

21:07

really nothing else out there like that.

21:11

As an entrepreneur, when you set out

21:13

to build your company, what were the

21:15

steps that you took to get a

21:17

product to market? I think we have a lot of

21:19

people who are listening that have an idea. What

21:22

I like about your idea is it's very

21:24

niche. It's very unique to the market. It's

21:26

disrupting a category. What were the things that

21:28

you looked at and how did you bring

21:30

it to market? Disrupting a category,

21:33

but it was also a really dusty,

21:35

unexciting category, because if you look, when

21:38

we first started the company, you

21:40

go and you walk in like a CVS or Rite

21:42

Aid or Walgreens. That's kind of your default if I

21:44

need a first aid product or a skin and wound

21:46

repair product, I'm gonna go to a pharmacy. Most

21:49

people go in there and you stand there and you go, these

21:52

are, they're terrible products, but it's

21:54

all commoditized. It's owned by

21:56

billion dollar Johnson and Johnson proctors and gambles of the

21:58

world. And we just... looked at it

22:00

and we said, this isn't where we belong. This isn't

22:02

what the type of product we want. It's not where

22:04

we want to be. And so we

22:07

had to get that

22:09

bootstrappy entrepreneurial spirit in place. I

22:12

always want to build brands and work on products

22:15

that are authentic to me and that I'm

22:17

passionate about. And so the first area we

22:19

actually launched the product in was the outdoor

22:21

sports, action sports area. I'm an

22:24

avid surfer and I was using it again on reef

22:26

cuts and stuff like that. And so it just seemed

22:28

authentic to us and where there's a

22:30

high propensity to skin damage and action sports.

22:32

So that seemed like a great authentic place

22:34

for us to be. We ended up getting

22:36

the product on the World Surf League. So

22:38

they use it on all the

22:40

medical tents on the professional tour on the World Surf

22:43

League and got an adoption

22:45

within that community. I

22:48

think it was

22:50

really, that's where we built the core in this

22:52

kind of outdoor space. But

22:54

all the athletes' wives just kept coming to

22:56

us and saying, you're marketing

22:59

to the wrong people. You should be

23:01

marketing to us. And

23:03

they were right. So around

23:06

three years into the company, it was around

23:09

2020, we started to

23:12

focus our shift more towards the family to

23:14

the mom. We call her the Whole Foods

23:16

mom, the woman who's caring for a couple

23:18

of kids, but really

23:21

values non-toxic. Living is willing to

23:23

be a little bit more

23:26

educated in the ingredients and the products that

23:28

they're using. And that's

23:30

really where we caught momentum. Even

23:32

more, we did a lot in

23:35

building that non-toxic community and we were

23:37

pretty quick into the influencer space as

23:39

well and getting the product into influencers'

23:42

hands who had that following,

23:45

that trusted product recommendations, knew that

23:48

they were doing their homework and

23:50

learning about these ingredients really helped

23:52

us get the word out.

23:54

I think it's really smart when you're launching a

23:57

business just to know who you're talking to when

23:59

you call.