063 – Pamela Baxter of BONA FIDE Beauty Lab – A License to Succeed

Pamela Baxter

How forging a licensing agreement with PopSugar has created a dialogue between beauty industry great Pamela Baxter and the next generation of beauty consumers…

Pamela Baxter, Founder of BONA FIDE Beauty Lab, President/CEO of CHRISTIAN DIOR Couture (LVMH Group), former President Specialty Group of Estee Lauder Companies, joins Karen Moon and Abby Wallach in the MouthMedia Network studios powered by Sennheiser.

In this episode:

  •  Baxter’s extensive experience with 23 years with Estee Lauder – President of Speciality Group
  • Transitioning to being an entrepreneur
  • A pioneer in fragrance licensing agreementsPamela Baxter
  • Forged the first fragrance license agreement with Tommy Hilfiger
  • A major career change announced to her on stage
  • When a transition came from looking at moving into fashion as another move later in career, and no one would interview her
  •  a challenge from Bernard Arnault (Christiand Dior) when beauty and fashion brand didn’t match
  • Playing a role in shutting down a company, at a cost of more than $30M, and the most difficult meeting in Baxter’s career
  • Starting BONA FIDE Beauty Lab, partnering with a media company, developing a beauty incubator
  • Seeing a lot of entrepreneurs, female founders of businessesPamela Baxter
  • Moving into licensing
  • Why (and how) Baxter began partnering with PopSugar for audience
  • Considering that influencers with high engagement are doing makeup
  • How Baxter’s current feedback loop is a dialogue with the PopSugar audience
  • Fitness and wellness taking over celebrity as an audience interest
  • BONA FIDE Beauty Lab’s partnership with Ulta Beauty and is own direct to consumer Beauty by PopSugarPamela Baxter
  • Today’s consumer is a multi channel shopper
  • A before and after storyline — with a swipe
  • Jazz in Marrakesh, and barrel racing
  • Taking risks

062 – Allison Collins of WWD – Beauty on the Financial Front


The growth of mergers and acquisitions, innovation, mitigating risk, influencers platforms, the changing consumer mindset, performance marketing, dangerous discounting, surviving in a crowded industry, and more…

Allison CollinsAllison Collins, Beauty Financial Editor for WWD, shares her perspective and observations on the current state and possible future of the beauty industry with Karen Moon and Abby Wallach in the MouthMedia Network studios powered by Sennheiser.

In this episode:

  • Collins on rapid fire M and A, and the current related climate
  • Entrepreneurs have more capital sources than ever, but where are the exits?
  • Big companies are looking for to help from small companies to make their business grow, an engine of growth, innovation, and “learning deals”
  • Why there is more money for beauty now as beauty tech is hot
  • People are looking for things that mitigate risk – crowd funding demonstrates interest
  • Determining what’s interesting?
  • An influx of various influencer platformsAllison Collins
  • Executives leaving and joining or starting small companies
  • How it is tough to work nimbly in a big corporation that has lots of rules
  • How the Internet and mobile have changed buying behaviors, which means ecommerce retailers need to up their mobile game, and the need for brands to hire experts at these things
  • Companies now have full staffs to have an ear to the ground, see what influencers are hot on
  • Managing customer views, performance marketing
  • The changing roles in companies based on consumer telling companies what they want
  • A lot of content on blogs are coming from user comments
  • Taking the voice of the people and packaging it up in a way that makes sense
  • Is there room for optimism in beauty or is a correction in beauty’s future?
  • The potential challenges of more regulation?
  • So many brands, so many duplicatesAllison Collins
  • What is the right size for success and a sustainable model, and does industry fragmentation offer an opportunity?
  • Unit economics now vs. looking at an exit
  • Running unprofitable businesses in the name of growth
  • How brands are not just succeeding with direct to consumer, creating discount floors to generate foot traffic
  • Discounting from prestige brands in retailers, what part is a negotiation, and why this brings concern
  • Consumer mindset – the consumer has real and specific expectations

061 – Alexandra Wilkis Wilson of Allergan – Entrepreneurial Beauty

Alexandra Wilkis Wilson

Serial entrepreneurship and moving into medical aesthetics…

Alexandra Wilkis WilsonAlexandra Wilkis Wilson, entrepreneur and cofounder of Gilt Groupe, GlamSquad, and Fitz, and who currently leads a digital ventures team, helping to disrupt the aesthetics industry, at Allergan USA, Inc., including digital editorial hub Spotlyte, joins Regina Gwynn, Karen Moon, Abby Wallach, and April Franzino in the MouthMedia Network studios powered by Sennheiser.

In this episode:

  • Wilkis Wilson on learning
  • Focused on at Allergan medical aesthetics
  • Created moonwalker, consumer and digitally oriented – spotlight a content site targeting consumersAlexandra Wilkis Wilson
  • Preventative care at earlier ages
  • 40M Americans considerers of medical aesthetics
  • Botox uses
  • Resources about providers
  • Medical aesthetics division Botox, coolsculpting, etc
  • Why this role is now created, and bringing Spotlyte into forefront
  • Where Wilkis Wilson’s interest in beauty came fromAlexandra Wilkis Wilson
  • GlamSquad, Gilt, etc.
  • Beauty was hard, not an industry open to discounting, sensitive to gray market activity
  • Changing to focus on launch of beauty products
  • Gilt City found success with beauty related products
  • The value of feedback while building a business and product, and being transparent with team
  • Taking an agile learning approach
  • Building a culture in a company or team
  • A sense of entrepreneurial failure if feeling like not giving value
  • A secluded island, a Brazilian adventure, and JetBlack, podcasts, and LinkedIn

060 – Meghan Asha and Navi Ganancial of FounderMade – Helping Others Build


Consumer discovery platform and event summit series dedicated to helping current and future founders build their business…

FounderMade Meghan Asha and Navi Ganancial , Co-Founders of FounderMade (a platform dedicated to promoting and inspiring entrepreneurs worldwide) join guest hosts Marc Raco and Barbara Zinn Moore in the MouthMedia Network studios powered by Sennheiser.

In this episode:

  • Consumer Discovery Show in Santa Monica, CA 10/04/18
  • Why does it matter?
  • The big master plan of FounderMade as a mission, current stage is the shows
  • Help launch, drive commerce in an efficient way
  • Wasn’t supposed to be a business, Meghan sold a digital media company, started working in venture capital
  • FounderMade came from question – when you’re 90 what will make you happy (guiding principle)
  • Wanted to do 12 dinners, call them founder made – like founder therapy, and bring the next generation, dinners got bigger and bigger
  • Follow the breadcrumbs
  • Hearing stories of imperfect buildings of business, human stories of building business, build for dreams
  • Why it is easier now than ever before to start a business, but special sauce of why you do it, getting mentorship, and a certain element that you can’t Google
  • Meeting at Randi Zuckerberg’s birthday party
  • How Google Glass played into forming a partnership
  • Helping to launch Fashion Tech Forum
  • Adding a beauty summit
  • Not believing it was a real business, and how  it is so much fun
  • How Meghan and Navi didn’t really understand the trade show business
  • Getting feedback from exhibitors, what was learned from retailers and brands, investors secondary
  • Trying to be the most efficient way of driving commerce at the show
  • Launchpad for brands in consumer space
  • Companies need to be mission driven, transparency and innovation, 2M in revenue optimally
  • The next generation of wellness — and trends
  • Men’s sector of wellness not yet owned
  • A hair system that’s being launched at the conference
  • Consumer Discovery Show
  • Providing value, doing something beyond yourself, the greater good
  • Finding joy and peace
  • The importance of trying
  • Helping others build

059 – Jennifer Goldstein and Jessica Matlin – Beautiful Content and Fat Mascara

Fat Mascara

Fat MascaraAn in-depth discussion about the ways that content and media shape our understanding of emerging beauty companies and trends, through the lens of two beauty directors…

Fat MascaraJennifer Goldstein (Beauty Director and Features Editor, Marie Claire; Host of Fat Mascara Podcast) and Jessica Matlin (Beauty Director, Harper’s Bazaar; Host of Fat Mascara Podcast) join “Beauty Is Your Business” hosts Karen Moon (CEO and Co-Founder of Trendalytics) and Abby Wallach (Co-CEO and Co-Founder of Scentinvent Technologies), along with Content Is Your Business host Amber Mundinger (SVP, Live Media & Strategic Partnerships, Rolling Stone Magazine) as part of a MouthMedia Network Live event recorded in front of a live audience at Experience Knotel.

The interactive space ia located in the heart of Noho in New York City (666 Broadway) and designed to showcase the experience of working in a flexible, adaptable, always energized environment. Sponsored by Knotel – Your agile business deserves an agile space. Knotel will find, customize, and operate your ideal office while you focus on your business. Discover more at www.knotel.com.

In this episode:

  • There’s something lush about a print ad
  • How the “Fat Mascara” podcast got started, telling more of the story than print or digital publications will do
  • Picking shea nuts in Ghana, Goldstein and Matlin meeting each otherFat Mascara
  • Knowing the difference between editorial content or branded content, and being clear
  • The use of “Presented by…” and what consumers and readers are used to seeing now
  • Who does native content well, smart content
  • Consumers are smarter, writers need to tell stories very well
  • New rules are changing things, how readers can tell the difference
  • The need for education for the consumer
  • Fact-checking
  • A higher standard to abide by
  • Can’t promote things that aren’t science as a writerFat Mascara
  • The era of “fake news”
  • A recent scandal – influencers are paid to speak negatively about other brands, and one who is reported to have said she won’t speak negatively if she is paid by that brand
  • Mistrust of media and journalism
  • A code of ethics
  • Is there really no bad press?
  • The call for a governing body for influencers?
  • Social media’s Achilles heel for accuracy and truthfulness and abuse
  • Scotland, a good lip product, hair like you got off a motorcycle, algae and seaweed forests, a perfume school wish, a migraine, partnership give and take and the rhythm of constant communication

058 – Wendy Gottfried – Beauty Is Like Candy

Trends and forward thinking in the beauty industry, with Wendy Gottfried…

Wendy Gottfried, Beauty and Fashion Consultant, joins Abby Wallach and guest host April Franzino (Good Housekeeping – Episode 29) in the MouthMedia Network studios powered by Sennheiser.

In this episode:

  • How the proliferation of brands is enormous
  • What is being seen out there exciting, the impact of what as surprised and delighted consumer
  • Trends in beauty are now changing seasonally
  • Looking at difference and value prop in beauty brands, whether is it a lifestyle
  • Wellness and nutrition are playing big parts, along with clean beauty – these categories are taking off!
  • No clear definition of clean beauty
  • Experiences are bringing people into the physical store
  • Subscription boxes allowing exploration, but lead to brick and mortar visits
  • How the sampling process has changed, more targeted
  • Old time candies, like a beauty store and how you merchandise
  • Personalization wins over the customer
  • Some major brands are creating niche fragrance brands to get into a new category
  • There is room for large players because they drive so many trends
  • Made in USA
  • Brands pivoting, reacting more quickly to launch new lines with speed
  • When brands fill perceived voids
  • Segmenting business are part of what make brands successful
  • Effectiveness of celebrity and influencers in the beauty business, and the importance of POV
  • The business of empowering people, and being authentic

057 – Annette Rodrigeuz of Warburg Pincus – Investing in Beauty

Annette Rodriguez

Global growth equity investing in the beauty sector…

Annette RodriguezAnnette Rodriguez, managing director at Warburg Pincus (a leading global private equity firm focused on thesis-driven growth investing at scale) joins Karen Moon, Regina Gwynn, and guest host Kelly Kovack of BeautyMatter (Episode 24) in the MouthMedia Network studios powered by Sennheiser.

In this episode:

  • The investing landscape in beauty, where one fits into the ecosystem
  • Warburg Pincus as a global growth equity firm, across life cycle, size, stage
  • Growth equity at scale
  • A lot of money going into more tech enabled beauty businessesAnnette Rodriguez
  • The need to spend time finding the right partner, mutual respect and trust
  • Defining what you’re looking for
  • Investing in a whole company not just a product
  • Considering who is the team you’ve built around you
  • Building a platform
  • Have your story really straight, the big picture
  • Rodriguez’s career progression, why become an investor, got lucky and fell into it
  • Challenges/opportunities as a woman investor, more of a recruiting challenge

Rodriguez is based in New York, joined Warburg Pincus in 2008, and focuses on investments in the consumer sector. Ms. Rodriguez works closely with and serves on the boards of Gabe’s, a leading off-price retailer in the mid-Atlantic; Glansaol, a global beauty and personal care company launched in partnership with Warburg Pincus; and Outset Medical, a pioneering medical technology company. She is also a board member of New York Professional Advisors for Community Entrepreneurs (NYPACE), a non-profit consulting organization assisting entrepreneurs from under-resourced communities. Ms. Rodriguez previously served on the boards of TriMark, the #1 distributor of foodservice equipment and supplies in North America, and Wencor Group, a leading designer, repair provider and distributor of aftermarket aerospace components. She was involved in the firm’s former investments in Neiman Marcus and Scotsman Industries. Prior to joining Warburg Pincus, Ms. Rodriguez worked at JPMorgan Partners (nka CCMP Capital), the private equity arm of J.P. Morgan, as a Generalist. She received a B.S. magna cum laude in economics with concentrations in finance and accounting from the Wharton School at the University of Pennsylvania and an M.B.A. with distinction from Harvard Business School.

056 – Nu Dao of Skin Allies – Clean Beauty, Dermatology, Technology

Nu Dao

Nu DaoOne-stop shop for discovering clean, high-quality skincare products that work best for your skin, tailored for you by world-class dermatologists and estheticians, with Nu Dao of Skin Allies…

Nu Dao, Founder/CEO of Skin Allies, addressing the universal friction in the modern skincare, joins Karen Moon, Regina Gwynn, and guesthouse Kelly Kovack in the MouthMedia Network studios powered by Sennheiser.

In this episode:

  • Augmenting data-driven recommendations with dermatologist input, personalization with service
  • Like a three-sided marketplace
  • Vetting emerging beauty brands, high quality and clean products
  • Working with experts including dermatologists and estheticians,
  • Helping experts do their jobs better providing pre-vetted products
  • The right ingredients to treat certain skin conditionsNu Dao
  • Content pieces interesting, Glossier, creating community based on content, product development
  • Most people don’t know how to take care of their skin properly
  • Consumers inundated with misinformation, most pople don’t have resources to consult with pros on a regular basis
  • How branded content fits in from ecommerce standpoint
  • A cool bra startup, merchandising on steroids, used data for bras merchandising, and difficulty forecasting due to holding of inventoryNu Dao
  • Being not a subscription box
  • Getting hit with so much info from potential investors, team, partners, customers, synthezising all of that and going into a fundraising meeting and confidently pitching is difficult
  • The on-demand trend
  • Investors should come to the table with more than money
  • Opportunities for experts to be influencers and thought leaders
  • What’s in a gender-based name?

055 – Caroline Fabrigas of Scent Marketing Inc – Boundless Beauty Possibilities

Caroline Fabrigas

Getting attention and growing brands, a fresh idea of fragrance, why sensing a brand matters, how audiences can grow organically, and a case study of going to market in a huge retailer…

Caroline FabrigasCaroline Fabrigas, CEO of Scent Marketing Inc. & Co-founder Scent Invent Technology, and an entrepreneur dedicated to empowering brands, joins Abby Wallach in theMouthMedia Network studios powered by Sennheiser.

In this episode:

  • Fabrigas as Wallach’s partner in business
  • Being an innovator, executive, and entrepreneur in the beauty industry
  • On the beauty skincare front
  • How there has never been more boundless possibilities in beauty
  • Ingredients that couldn’t have existed before
  • Holographic formulas
  • The merging of categories, hybridization
  • Packaging and how products being delivered, looking for multipurpose
    Caroline Fabrigas
  • Retail experience
  • Can a business not be global and do well?
  • Helping big brands to be successful is important for the business, while augmenting what they are doing with new technology and categories
  • Skincare is having a moment, driven by the “natural” trend
  • The conversation of “what is natural” is new
  • Things that are special drive consumer wants more, what’s reliable, but moments and experiences are huge as well
  • Helping spearhead behind the scenes, Scent Marketing Inc., which Fabrigas inherited from her late husband, scent branding, signature scents for brands, created loyalty, and emotional attachment to hotel or retail store
  • Transformative products
  • A case study often opportunity to help co-create the brand Farmacy, and bring to Sephora
  • The world is moving in direction of organic eating, understanding the origin of food, and “all natural”
  • With that mandate, if the world needed a skincare brand in the natural realm, what would resonate
  • Farm fresh, hand picked
  • Partnering with Sephora from the beginning, partnering on a routine basis, going from idea to venture
  • How the key was identifying a whites pace, a patented ingredient to tell the tale
  • Moving fast, looking for innovative forms, and a presentation that had an emotional connection
  • Creating a winning business model, and being conscious of it at every step, focus groups and feedback, adjusting
  • Launching in 143 doors, and moving toward success

054 – Gail Sagel of Faces Beautiful – The Beauty of Building Beauty

Gail Sagel

Gail SagelHow a tragic accident inspired Gail Sagel to make a move from Wall Street to a new brand, Amazon Beauty, a magnetic makeup organizer and accessory, and an innovative beauty concept store combining beauty services and upscale retail cosmetics…

Gail Sagel, Founder/CEO of FACES Beautiful (focused on making women’s lives and beauty routines more convenient and creating beauty products that solve problems for women, products that simplify life and are healthy) and Creator of Face in a Case (an answer to a woman’s need for organization and is formulated with carefully chosen, healthy vegan ingredients), joins Karen  Moon and Regina Gwynn in the MouthMedia Network studios powered by Sennheiser.

In this episode:

  • How Sagel started on Wall Street, and found it was not her calling
  • When she was hit by a car riding her bike home, and it became an “ah-ha moment”, realized how unhappy she was
  • Watching Natalie Wood movie and being compared to Natalie Wood, leading to dying her hair , had to change colors, discovered difficulty finding the right cosmetics
  • How Sagel got a job freelancing for Laura MercierGail Sagel
  • When and why she launched FACES Beautiful
  • How she had to procure other lines
  • Originally built on a range of other products
  • Pre-ecommerce and website selling
  • Focuson beauty that mattered to the consumers, mix services and retail (hair, color/cuts, aesthetic, facials, makeup, eyebrow services)
  • The origins of Face in a Case
  • One retail  location that had these services and sold 60 different brands, then a recession came, no online store yet in 2009, decided she needed to create her own brand to have her company surprise
  • Apples every day
  • As an artist you always are refining, so prototype took a long time
  • How the manufacturer took a while too, put first one together herself, then after prototype undertook process for protection of IP name, process, utility purpose of magnetic makeup case that functions as a wallet
  • The process of getting on and optimizing Amazon
  • Considerations when hiring someone to represent you
  • Amazon has own search engine, and the power of so many consumer products searches
  • Amazon live shows like QVC, but on the web onlyGail Sagel
  • Collaborations with designers, influencers
  • Dreaming of a partnership with Kylie Jenner
  • A white space that can be explosive
  • Best Maryland crabcakes at Kocos Greek dive pub
  • Keeping an ear tuned to what’s new in technology