027 – Ken Landis of Landis Capital – Succeeding From the Gut

Starting, growing, and investing in beauty businesses…

Ken Landis, Investor, Entrepreneur, investor, CEO of Landis Capital (which provides seed, early, and later stage venture investments in consumer products, e-commerce and enterprise companies with a focus in technology, fashion, wellness and beauty (Landis’profile)), and Co-Founder of Bobbi Brown Cosmetics, talks about getting involved where he can provide value with hosts Julie Fredrickson, Stephanie Betzler and Regina Gwynn in the MouthMedia Network Studios powered by Sennheiser.

The power of relationships with retailers, breaking through the noise, and a probiotic snack

Landis discusses being able to start companies with a small amount of capital, how it is only partly about investing in machinery and inventory, and largely about relationships with retailers. He talks working with a lot of early stage companies, how it is hard to break through the noise, hard to set yourself up for success in traditional retail, why special relationships matter, or bypassing retail and going directly to the consumer. How 20% at least must be spent on sell-through support, why staffing in stores is so critical for avoiding gaps in the chain of communication. And Landis shares an incredible probiotic snack from TULA Skincare (a skin care brand based on probiotic tech) which launched on QVC online.

Cannabis and beauty, feeling better and looking better, and whether Bobbi Brown could succeed today

How many top ingredients in skin care all started as an internal ingestible, consumers are concerned about what’s ingested and what they are putting on their skin, why the doctor for Tula is a gastroenterologist, ingestibles and health. How Landis invested company in California called Papa and Barkley, with cannabis based products starting with medical-based, and a cannabis based soak. Regulatory obstacles, and the strategy of licensing agreements. Why now is a good time to establish a brand in that sector to gain some traction because big guys can’t get in, pain relief and how cannabis and beauty can live together, cannabis as an anti inflammatory and anti itch solution, a focus on health care, and how stress isn’t pretty. Looking good comes from feeling good. Putting our focus on feeling better so we look better, and how this equates to needing less makeup. Combining beauty and finance, how Landis loves being inspired by young people and hearing eye popping ideas. And — given where the industry is now, could Bobbi Brown succeed currently?

Knowing greatness, the key to a good failure, and a painful golf story

Personal questions with Hitting Pan cover knowing something is great, investing in an entrepreneur who is open enough to know when to pivot and change, the key to a good failure, why the key to early stage investing is to start small, and a painful golf story. And — starting small.


026 – The Salon Guy – Stylist Bounty Hunter

Creating content in the beauty industry on YouTube with The Salon Guy…

Stephen Marinaro (a.k.a The Salon Guy), hair stylist and media personality, who focuses on bringing fashion, beauty, inspiration, and entertainment to millions of people — from offering style advice to chatting with stars on the red carpet, joins Julie Fredrickson and Stephanie Betzler in the MouthMedia Network studios powered by Sennheiser.

Creating a brand, 1200 videos, and being legitimate and authentic

Marinaro discusses how he got into the industry because a crush on a girl, became driven after reading and following a book about making a living from passion, learned how to create a brand, started putting out motivational videos on YouTube, and how he was one of first people on Internet to do hair tutorials. Starting with interviewing people, then having to connect with higher profile people, creating more than 1200 videos on YouTube, the link between content and the beauty space, the importance of authentic hair products from a person who is truly knowledgeable. Plus, what’s behind making him successful, doing the work, and being legitimate.

Influencers as entrepreneurs, repping yourself, and Scully

Content and authenticity, look at influencers—are they an entrepreneur? Why he reps himself the best, influencers and how brands are doing what they think they should but don’t know what to do with influencers, and the need for credibility. The origin of Marinaro’s nickname “Scully”, and his history as a firefighter and fugitive recovery agent.

Weapon of choice, a quinoa burger, and “thanks” vs. “why”

A round of personal questions, why his phone is his weapon of course, amazing Italian food, gaining energy by avoiding meat, devouring a quinoa burger, how you are what you eat, and how one’s brand is a reflection of yourself, and you are what you put out to the world. Having patience as an entrepreneur, being nice to people, being open to possibilities, and “thank you” instead of “why”.

025 – Abby Wallach of ScentInvent – When Fragrance Lingers

A new category in fragrance which allows fragrances to remain longer, and provides new ways for consumers to use, wear and love scent…

Abby Wallach, Co-Founder of ScentInvent technology, and an entrepreneur, executive producer and digital media expert with over twenty years of experience in the entertainment, media, beauty and fashion industries, discusses her company and the opportunity ahead with Julie Fredrickson and Stephanie Betzler in the MouthMedia Network Studios powered by Sennheiser. (Wallach’s profile)

A new idea, a chemist, and testing

Wallach shares how ScentInvent came to be, her start at a beauty PR firm and at Bergdorf Goodman, how she and her friend Caroline Fabrigas wanted to be in business together, and their idea to reinvent something in fragrance. The goal to find new ways for consumers to use, wear and love the scent. How Wallach went and saw co-founder Fabrigas’ chemist, they created a formula and tested it on many people including FIT students, Sniffapalooza (an event-based group of fragrance aficionados), and a clinical test.

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024 – Kelly Kovack of BeautyMatter – A Matter of the Beauty Industry

Beauty industry intelligence and information with BeautyMatter…

Kelly Kovack, Founder/CEO/Editor in Chief of BeautyMatter (an essential daily resource for beauty industry insiders, brand managers, strategists, executives, and entrepreneurs, who demand the most current beauty intelligence from around the Internet all in one place) and consultant for end to end consumers of beauty (profile), joins Julie Fredrickson , Regina Gwynn, and Stephanie Betzler at the MouthMedia Network Studios powered by Sennheiser.

Launching beauty brands, the strain of growth, and a fortuitous snack

Kovack discusses juggling creation of a significant amount of content, covering deals in the space, being part of original exec team of Bliss, how she was told it not possible to sell beauty products by mail, and her interested in unexplored territories. The difficulty of launching a beauty brand, and how BeautyMatter breaks down high-level important details of the transaction. How it has never been easier to scale a beauty brand and be competitive with the big guys, the way production runs get bigger as you grow which creates financial crunches but the new brand is too small to raise money outside of angels. And a fortuitous snack relating to coconut represents life in many ways.

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023 – Nancy Behrman of Behrman Communications – Moving the Needle for Brands

Publicity for beauty and lifestyle brands…

Nancy Behrman, Founder of Behrman Communications (beauty and lifestyle brand publicist), joins Julie Fredrickson , Regina Gwynn, and Stephanie Betzler at the MouthMedia Network Studios powered by Sennheiser.

A keen eye, making the hits, and education

Behrman discusses touching brands no one would dream of touching. How after 20 years she has a keen eye, is not afraid to take risks, and not afraid to say no. Category definers, hits like Burt’s Bees, Botox, Equinox, SoulCycle, GlamSquad, and Stowaway. Education is key, the way clients tell stories has evolved, and why Clarisonic is the source of greatest pride.

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022 – Rochelle Rae of Rae Cosmetics – Get Sweaty, Get Pretty

Sweat-resistant, mineral-based makeup for active women…

Rochelle Rae, Owner of Rae Cosmetics (water resistant mineral cosmetics designed to provide long lasting coverage even when a user sweats – (profile)), joins Julie Fredrickson , Regina Gwynn, and Stephanie Betzler at the MouthMedia Network Studios powered by Sennheiser. This episode is brought to you by Fashion Mingle, a powerful networking platform for fashion industry professionals and professionals in related fields.

Sweaty girls, selfies and fitness, and sunscreen

Rae covers how Rae Cosmetics is for sweaty girls who want it all, being beautiful while sweating. How the makeup stays on when you sweat, “never let them see you sweat” vs. “we’ll handle that sweat”, how this came from personal experiences, how the influence of selfies has changes people’s relationship with makeup, fitness is a new social club, looking pretty when you a sweat, and how women are living sweaty lives. How the core is tinted moisturizer, foundation, and sunscreen.

The market, all-in-one products, and evolving expectations

Climate control, the market of brides and bridesmaids and athletes, the many different definitions of beauty, and value of finer (six-time milled) powder that stays on face better. Considering that athleisure is taking off and beauty fragmentation happening, evolving expectations for super high functional products, seeing evolution taking place through the brand, all-in-one products, reducing makeup regimens for time savings, quickly and together, and the dream of sweat proof hair.

Regional variances, R and D, and trained rabbits

The impact of geography (i.e. Texas, hot and humid, Southern states, and northwest areas), the makeup of Dallas and Dynasty, glam for no reason, how geography and different regional cultures have influenced R and D process, and spanning the assortment. Dealing with change in SKUs and resulting customer reaction, wakeboarding, Evan the trained rabbit, Star Trek and the tribbles, Hurricane Harvey relief fundraiser in Houston, and people coming together as the American way.


021 – Rahama Wright of Shea Yeleen – The Impact of Shea

Shea butter sourcing, products and social impact…

Rahama Wright, social entrepreneur and Founder of Shea Yeleen, a social impact company providing shea butter products that supports women-owned cooperatives in West Africa, and provides training on quality assurance and micro-enterprise development – (profile)) joins Regina Gwynn , Stephanie Betzler and guest host Marc Raco (host of “Fashion Is Your Business”) at the MouthMedia Network studios, powered by Sennheiser.

From Peace Corps to Shea, Ghana, and the problem with stripping shea

Wright discusses her role as a social entrepreneur after serving in Peace Corps, focus on social impact, producing a high quality natural organic shea butter product using ethically sourced ingredients from West Africa, specifically Northern Ghana. How Shea Yaleen has made impact on larger companies on how to source, that 90% of shea entering the global marketplace is actually not coming from Africa, with seeds sourced and shipped to Europe and Asia, stripping the shea with chemicals. How Shea Yaleen sourcing directly from women in local villages.

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020 – Charlotte Cho of SoKo Glam – Caring About Skin

Korean Beauty site with Korean product…

Charlotte Cho, licensed aesthetician and cofounder of SoKo Glam (online destination that brings the best of Korean makeup and skin care, K-beauty trends, products, and innovations to a global audience – (bio)) joins Regina Gwynn , Stephanie Betzler and guest host Marc Raco (host of “Fashion Is Your Business”) at the MouthMedia Network studios.

Picky with beauty, a hypercompetitive market, and oil cleansers

Cho discusses how she personally tests and select products, 5 years of business growth and 25 employees along with husband David Cho, teaching people how to take care of their skin, being original mistaken for Kardashian Beauty, how Korean women are very picky with beauty, a hypercompetitive market with consumers comparing ingredients and talking to friends, how brand names don’t matter on South Korea, the very savvy consumer base, the brands’ need to constantly wow the consumer leading to a continuing cycle of innovation, and how consumers have the power vs. a US market resting on laurels, and loving oil cleansers that are misunderstood in the US.

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019 – Sindhura Sarikonda of Jet.com – The Beauty of Prestige

Luxury beauty ecommerce with Jet.com…

Photo credit: Albert Cheung Photography

Sindhura Sarikonda, Associate Director of Prestige Beauty at Jet.com & Walmart.com (bio), joins Julie Fredrickson , Regina Gwynn, Stephanie Betzler and guest host (and editor for WWD) Allison Collins for a live audience interview on location at La Marina Restaurant Bar and Beach Lounge in New York Cit. Sponsored by Stylitics, Musefind and Instasleep.

Fast growth, the need for a point of view, and the value proposition for brand partners

Photo credit: Albert Cheung Photography

Sarikonda reviews her background in ecommerce and consulting, how Jet.com is getting brands on the Prestige Beauty category, how luxury brands want to know they are in good hands, the importance of understanding adjacencies, how pricing is important to brand equity and prices next to brands are priced right for that brand equity, and the reach Jet has with 8 million customers and as the fastest growing ecommerce space. How luxury beauty at Jet.com has partnered with 68 luxury brands in just 3 months, how 50% of beauty sales are in luxury in the industry and 40% of beauty customers have shopped luxury beauty. The need for a POV at jet.com, what beauty at Jet means, and creating a specialty experience for any customer with a different experience for different shopping focuses — making the customer feels different while shopping different areas of jet while always knowing they are on Jet. What shopping cart behavior looks like, and how most shopping carts include a luxury beauty product.

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018 – Erika Shumate of Pinrose – Quirky Elegance, Spiky Cloud

Fragrances using synesthesia for personalized scent style with Pinrose…

Erika Shumate, Co-founder of Pinrose (a luxury fragrance brand based in San Francisco with the vision to make high quality fragrance a playful, effortless, everyday experience for the modern millennial – (bio)) joins Julie Fredrickson, Regina Gwynn and Stephanie Betzler at the MouthMedia Network studios.

Fun and experimentation, Petals, and moods and emotions

Shumate discusses three-year-old Pinrose’s 14 fragrances, the goal to bring high end fragrance and strip away the idea that a woman has to have a signature scents, and to allow her to have fun and experiment. Why getting out of the box is part of the Pinrose story, and discovering Petals — the little fragrance wipes, perfect amount. How the approach gives customers more control, and why you try a fragrance on the back of your hand. How investors often don’t understand the way women use cosmetics, how Pinrose put the fragrance line together, celebrating each women’s moods and personas (i.e. Wild Child, Pillow Talk Poet), promoting moods and emotions for clients, and seeing people responding to colorful nature of the line.

Making a woman the star, describing scent, and vanilla

Making the woman the star of her own show. How to describe scent. Plus, gluten free donuts for Snack Time, and when pumpkin and Snickerdoodles got married. The challenge of describing scents, and the need for a vocabulary for smell. Trying to say scent is one thing is not constructive, and why it is better to say why you are smelling it in the description, for emotional resonance. Spiky vs. round, the need for a more soft and feminine citrus, mixing fragrances, and why vanilla is such a pleasing scent.

Synesthesia, a quiz produces data, and the “mom smell”

Synesthesia and its importance to fragrance brands, partnering with Sephora and transitioning to working with wholesalers and working with retail spaces. A quiz to collect data, why Pinrose started online, and how the customer and engaged community are helping shape the brand. A child’s question leads to a life path and building a company, helping friends shop for fragrances, an accessible industry, and the “mom smell”, and the sounds and varnish of a grade school gymnasium.