Datasets:
quablab
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how-i-build-this-coded

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https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0193
Yeah. Skincare is a consumable product, and people do typically stick with their skincare routines for periods of time. They're less likely to switch out, you know, their day cream or their night cream than they are something else.
agent: So it was gonna be creams, which is smart because that's, that's a repeat purchase. Like, you probably- customer: Correct agent: ... don't buy a blush or, or, or maybe lips. I don't know. You probably don't buy... Skin cream, you're using twice a day. You're gonna buy more of it.
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Yeah. Got it. Okay. And, and so eventually you found one facility or, or manufacturer that would work with you, or did you have to find multiple?
customer: Correct agent: ... don't buy a blush or, or, or maybe lips. I don't know. You probably don't buy... Skin cream, you're using twice a day. You're gonna buy more of it. customer: Yeah. Skincare is a consumable product, and people do typically stick with their skincare routines for periods of time. They're less ...
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Multiple because like any other industry, my opinion is you go to the company that specializes in the thing that you want to make. And so the company that's really good at doing a lipstick or a lip gloss may not be the company that's really good at doing shampoo and body wash or lotions. And also, I think it's just a p...
agent: ... don't buy a blush or, or, or maybe lips. I don't know. You probably don't buy... Skin cream, you're using twice a day. You're gonna buy more of it. customer: Yeah. Skincare is a consumable product, and people do typically stick with their skincare routines for periods of time. They're less likely to switch o...
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Mm-hmm.
customer: Yeah. Skincare is a consumable product, and people do typically stick with their skincare routines for periods of time. They're less likely to switch out, you know, their day cream or their night cream than they are something else. agent: Yeah. Got it. Okay. And, and so eventually you found one facility or, o...
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So from day one, we h- we worked with a handful. I did want... O- one of the things that I was intentional about is I wanted to create jobs in America, and I wanted US manufacturing, and I wanted a decidedly American brand. I felt like a lot of the aspirational brands were either coming from Asia or from Europe, and I ...
agent: Yeah. Got it. Okay. And, and so eventually you found one facility or, or manufacturer that would work with you, or did you have to find multiple? customer: Multiple because like any other industry, my opinion is you go to the company that specializes in the thing that you want to make. And so the company that's ...
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Okay. You launch in 2013 with nine products, and you've got face cleansers and eye creams, shampoo. Um, I wanna... I, I'm curious about the launch plan. Were you going to have a store, like a physical brick-and-mortar store? Were you gonna sell it online? I mean, this is like, we're talking about peak direct-to-consume...
customer: Multiple because like any other industry, my opinion is you go to the company that specializes in the thing that you want to make. And so the company that's really good at doing a lipstick or a lip gloss may not be the company that's really good at doing shampoo and body wash or lotions. And also, I think it'...
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Yeah. All those guys. They were.
agent: Mm-hmm. customer: So from day one, we h- we worked with a handful. I did want... O- one of the things that I was intentional about is I wanted to create jobs in America, and I wanted US manufacturing, and I wanted a decidedly American brand. I felt like a lot of the aspirational brands were either coming from As...
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So, uh, tell me about your plan. How were you gonna sell this?
customer: So from day one, we h- we worked with a handful. I did want... O- one of the things that I was intentional about is I wanted to create jobs in America, and I wanted US manufacturing, and I wanted a decidedly American brand. I felt like a lot of the aspirational brands were either coming from Asia or from Euro...
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I knew that e-commerce was going to be a nor-
agent: Okay. You launch in 2013 with nine products, and you've got face cleansers and eye creams, shampoo. Um, I wanna... I, I'm curious about the launch plan. Were you going to have a store, like a physical brick-and-mortar store? Were you gonna sell it online? I mean, this is like, we're talking about peak direct-to-...
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Critical
customer: Yeah. All those guys. They were. agent: So, uh, tell me about your plan. How were you gonna sell this? customer: I knew that e-commerce was going to be a nor-
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... at this point, at point in time. It, you know, it's everything, right? You have to have an e-commerce platform. People are transacting online. And I didn't wanna go into the department stores because the shelves were being controlled by the incumbents, and they didn't want the stories getting out there of safer ing...
agent: So, uh, tell me about your plan. How were you gonna sell this? customer: I knew that e-commerce was going to be a nor- agent: Critical
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And, and just to clarify, 'cause some people might hear that and think, "Well, what? Direct to consumer? Like, online?" You're talking about, like, having a representative go and sell-
customer: I knew that e-commerce was going to be a nor- agent: Critical customer: ... at this point, at point in time. It, you know, it's everything, right? You have to have an e-commerce platform. People are transacting online. And I didn't wanna go into the department stores because the shelves were being controlled ...
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Correct
agent: Critical customer: ... at this point, at point in time. It, you know, it's everything, right? You have to have an e-commerce platform. People are transacting online. And I didn't wanna go into the department stores because the shelves were being controlled by the incumbents, and they didn't want the stories gett...
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... to people in their homes or something like that. Okay.
customer: ... at this point, at point in time. It, you know, it's everything, right? You have to have an e-commerce platform. People are transacting online. And I didn't wanna go into the department stores because the shelves were being controlled by the incumbents, and they didn't want the stories getting out there of...
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Yes. And so I started doing some research on companies that were b- they were, whether they were calling direct sales, like an Avon or social selling. There were a whole bunch of companies that were successfully powering up women to act as sales representatives for them, and they could earn a commission on the products...
agent: And, and just to clarify, 'cause some people might hear that and think, "Well, what? Direct to consumer? Like, online?" You're talking about, like, having a representative go and sell- customer: Correct agent: ... to people in their homes or something like that. Okay.
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So you were gonna have a, you know, some people call multi-level marketing model, right? Where you would have, like Avon, you would have sales reps who would sell the product and get commission. And h- here's what I think is so interesting about this. That was not fashionable to do.
customer: Correct agent: ... to people in their homes or something like that. Okay. customer: Yes. And so I started doing some research on companies that were b- they were, whether they were calling direct sales, like an Avon or social selling. There were a whole bunch of companies that were successfully powering up wo...
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No.
agent: ... to people in their homes or something like that. Okay. customer: Yes. And so I started doing some research on companies that were b- they were, whether they were calling direct sales, like an Avon or social selling. There were a whole bunch of companies that were successfully powering up women to act as sale...
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Like, a lot of people Would have turned up their nose at, at even hearing that, right? And to me, it's a little bit sort of out of left field. It's like, yeah, well, wait a minute, this could be interesting. Like, you have trusted friend, you have a person who has a party, and they trust that person, and they are showi...
customer: Yes. And so I started doing some research on companies that were b- they were, whether they were calling direct sales, like an Avon or social selling. There were a whole bunch of companies that were successfully powering up women to act as sales representatives for them, and they could earn a commission on th...
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Oh, for sure. For sure people did. People do. I mean, people still... Well, first of all, I think that one of the things that was frustrating, and you know, you get to the point where you just, you're not gonna def- defend the decision you made because people don't take the time to really understand your business model...
agent: So you were gonna have a, you know, some people call multi-level marketing model, right? Where you would have, like Avon, you would have sales reps who would sell the product and get commission. And h- here's what I think is so interesting about this. That was not fashionable to do. customer: No. agent: Like, a ...
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And when, when... But just to explain what that means is when you build a team, if that team sells, you as the team builder, you can also get a commission from their sales. So over time you can-
customer: No. agent: Like, a lot of people Would have turned up their nose at, at even hearing that, right? And to me, it's a little bit sort of out of left field. It's like, yeah, well, wait a minute, this could be interesting. Like, you have trusted friend, you have a person who has a party, and they trust that perso...
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Right. You can get a small-
agent: Like, a lot of people Would have turned up their nose at, at even hearing that, right? And to me, it's a little bit sort of out of left field. It's like, yeah, well, wait a minute, this could be interesting. Like, you have trusted friend, you have a person who has a party, and they trust that person, and they ar...
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Yeah
customer: Oh, for sure. For sure people did. People do. I mean, people still... Well, first of all, I think that one of the things that was frustrating, and you know, you get to the point where you just, you're not gonna def- defend the decision you made because people don't take the time to really understand your busi...
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... right. You can get a small... So the majority, so the way that we worked in our business, and the reason I did it, was I really genuinely started the company not really giving a damn about beauty products, but really caring about protecting people's health. So if you wanna build a movement, you need people behind t...
agent: And when, when... But just to explain what that means is when you build a team, if that team sells, you as the team builder, you can also get a commission from their sales. So over time you can- customer: Right. You can get a small- agent: Yeah
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Basically, they, you, you have to buy a bunch of product. You might attend a seminar. Um, and if you're, if it works out, you know, you sell the stuff and you make a commission, then you buy more. But, um, what, what can happen is people will spend a lot of money on product, and then they just are not successful sellin...
customer: Right. You can get a small- agent: Yeah customer: ... right. You can get a small... So the majority, so the way that we worked in our business, and the reason I did it, was I really genuinely started the company not really giving a damn about beauty products, but really caring about protecting people's health...
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100%
agent: Yeah customer: ... right. You can get a small... So the majority, so the way that we worked in our business, and the reason I did it, was I really genuinely started the company not really giving a damn about beauty products, but really caring about protecting people's health. So if you wanna build a movement, yo...
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... and, and that's, that sucks and can be financially devastating for some people. How was your model different? You- people still had to buy the stuff, right?
customer: ... right. You can get a small... So the majority, so the way that we worked in our business, and the reason I did it, was I really genuinely started the company not really giving a damn about beauty products, but really caring about protecting people's health. So if you wanna build a movement, you need peopl...
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Well, first and foremost, we never sold the dream. There's a, there's a thing about the old school... And I, and I want... I, it's actually, I'd love to break this down because I do think that there are some really great companies out there doing really great work in the world, and I think that-
agent: Basically, they, you, you have to buy a bunch of product. You might attend a seminar. Um, and if you're, if it works out, you know, you sell the stuff and you make a commission, then you buy more. But, um, what, what can happen is people will spend a lot of money on product, and then they just are not successful...
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Tupperware's been doing it for a long time
customer: 100% agent: ... and, and that's, that sucks and can be financially devastating for some people. How was your model different? You- people still had to buy the stuff, right? customer: Well, first and foremost, we never sold the dream. There's a, there's a thing about the old school... And I, and I want... I, i...
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... yeah, and I think that, you know, before we had the right to vote as women, Avon gave w- women an opportunity to gain some sense of financial-
agent: ... and, and that's, that sucks and can be financially devastating for some people. How was your model different? You- people still had to buy the stuff, right? customer: Well, first and foremost, we never sold the dream. There's a, there's a thing about the old school... And I, and I want... I, it's actually, I...
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Yeah
customer: Well, first and foremost, we never sold the dream. There's a, there's a thing about the old school... And I, and I want... I, it's actually, I'd love to break this down because I do think that there are some really great companies out there doing really great work in the world, and I think that- agent: Tupper...
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... independence. There are a lot of wonderful attributes to this business, to certain of these businesses. For me, the way that we broke it down was we weren't going to allow you to buy product. You could buy samples and, but we, we flagged it. So if there was any, any order that came into our website over $1,000, we ...
agent: Tupperware's been doing it for a long time customer: ... yeah, and I think that, you know, before we had the right to vote as women, Avon gave w- women an opportunity to gain some sense of financial- agent: Yeah
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Yeah. I hear you. Like as, uh, uh, it's a, it's a great model because you've got brand ambassadors and, and now you've got a trusted, like, you know, a, a, a, a recommendation from somebody you trust is much more valuable than an advertisement. So how did you find these women? How did you... Or, or sellers. How did you...
customer: ... yeah, and I think that, you know, before we had the right to vote as women, Avon gave w- women an opportunity to gain some sense of financial- agent: Yeah customer: ... independence. There are a lot of wonderful attributes to this business, to certain of these businesses. For me, the way that we broke it ...
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So when I decided to start the company, I did a roadshow across America. I went to I don't even know how many cities and towns, and I would ask everyone I knew. I mean, it's almost like running a political campaign. I would go out and I would say, "Look, here, here's the issue that I see in the world today. Here's the ...
agent: Yeah customer: ... independence. There are a lot of wonderful attributes to this business, to certain of these businesses. For me, the way that we broke it down was we weren't going to allow you to buy product. You could buy samples and, but we, we flagged it. So if there was any, any order that came into our we...
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And they would say, just to be clear, if they wanted to be representatives, they would be able to buy the product at a, a wholesale cost.
customer: ... independence. There are a lot of wonderful attributes to this business, to certain of these businesses. For me, the way that we broke it down was we weren't going to allow you to buy product. You could buy samples and, but we, we flagged it. So if there was any, any order that came into our website over $...
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At a savings, yeah.
agent: Yeah. I hear you. Like as, uh, uh, it's a, it's a great model because you've got brand ambassadors and, and now you've got a trusted, like, you know, a, a, a, a recommendation from somebody you trust is much more valuable than an advertisement. So how did you find these women? How did you... Or, or sellers. How ...
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And would they get training too, like sales training?
customer: So when I decided to start the company, I did a roadshow across America. I went to I don't even know how many cities and towns, and I would ask everyone I knew. I mean, it's almost like running a political campaign. I would go out and I would say, "Look, here, here's the issue that I see in the world today. H...
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meta-llama/Llama-3.3-70B-Instruct
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Yes, we did sales training, um, because most of these people didn't know a ton about, you know, what the toxic chemicals might be or how to even teach someone how to put on lipstick or whatever. That, they weren't typically trained beauty people. They were, they were women who wanted to get involved.
agent: And they would say, just to be clear, if they wanted to be representatives, they would be able to buy the product at a, a wholesale cost. customer: At a savings, yeah. agent: And would they get training too, like sales training?
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So from that roadshow, how many sellers did you, uh, do you estimate you recruited before you even launched?
customer: At a savings, yeah. agent: And would they get training too, like sales training? customer: Yes, we did sales training, um, because most of these people didn't know a ton about, you know, what the toxic chemicals might be or how to even teach someone how to put on lipstick or whatever. That, they weren't typic...
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I think we launched with about 2 or 300 people.
agent: And would they get training too, like sales training? customer: Yes, we did sales training, um, because most of these people didn't know a ton about, you know, what the toxic chemicals might be or how to even teach someone how to put on lipstick or whatever. That, they weren't typically trained beauty people. Th...
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Wow. That's great.
customer: Yes, we did sales training, um, because most of these people didn't know a ton about, you know, what the toxic chemicals might be or how to even teach someone how to put on lipstick or whatever. That, they weren't typically trained beauty people. They were, they were women who wanted to get involved. agent: S...
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And the two things they did unbelievably well and, uh, cost-effectively is they acquired new customers for us. So they were very effective in that way, and they were also very effective at amplifying our brand. And so we knew that because of their digital footprint, that if I wanted to stand up a campaign, let's just s...
agent: So from that roadshow, how many sellers did you, uh, do you estimate you recruited before you even launched? customer: I think we launched with about 2 or 300 people. agent: Wow. That's great.
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Absolutely. I think the customer acquisition costs are, it's just m- much more efficient because you have people going out there, and they have an interest in selling because they're gonna make some money, but they're also supporting the product, and they're, and then they're amplifying and talking about it, and they l...
customer: I think we launched with about 2 or 300 people. agent: Wow. That's great. customer: And the two things they did unbelievably well and, uh, cost-effectively is they acquired new customers for us. So they were very effective in that way, and they were also very effective at amplifying our brand. And so we knew ...
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Well, I think it, it allowed for us to grow unbelievably quickly, both the revenue of the company and the movement at large. I mean, I think it was an unbelievably effective business model. We scaled to hundreds of millions of dollars of sales in, in eight years, so it, I'd, I'd, I'd stand by the decision all day long....
agent: Wow. That's great. customer: And the two things they did unbelievably well and, uh, cost-effectively is they acquired new customers for us. So they were very effective in that way, and they were also very effective at amplifying our brand. And so we knew that because of their digital footprint, that if I wanted ...
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I mean, clearly you guys have struck on something 'cause you start to attract significant investment. I think in, in 2018 you, by that year you'd raised over $80 million. Bono was an investor.
customer: And the two things they did unbelievably well and, uh, cost-effectively is they acquired new customers for us. So they were very effective in that way, and they were also very effective at amplifying our brand. And so we knew that because of their digital footprint, that if I wanted to stand up a campaign, le...
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Bono was an investor.
agent: Absolutely. I think the customer acquisition costs are, it's just m- much more efficient because you have people going out there, and they have an interest in selling because they're gonna make some money, but they're also supporting the product, and they're, and then they're amplifying and talking about it, and...
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No, Bono personally.
customer: Well, I think it, it allowed for us to grow unbelievably quickly, both the revenue of the company and the movement at large. I mean, I think it was an unbelievably effective business model. We scaled to hundreds of millions of dollars of sales in, in eight years, so it, I'd, I'd, I'd stand by the decision all...
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Like greatest thing. Like just, I mean, I grew up worshiping U2, so that was like a pinch me moment.
agent: I mean, clearly you guys have struck on something 'cause you start to attract significant investment. I think in, in 2018 you, by that year you'd raised over $80 million. Bono was an investor. customer: Bono was an investor. agent: No, Bono personally.
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He came in, he like, you like met him, and he was like, "Here you go. Here's a check." No, I doubt it.
customer: Bono was an investor. agent: No, Bono personally. customer: Like greatest thing. Like just, I mean, I grew up worshiping U2, so that was like a pinch me moment.
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No, he wasn't. That's not how it happened.
agent: No, Bono personally. customer: Like greatest thing. Like just, I mean, I grew up worshiping U2, so that was like a pinch me moment. agent: He came in, he like, you like met him, and he was like, "Here you go. Here's a check." No, I doubt it.
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Yeah.
customer: Like greatest thing. Like just, I mean, I grew up worshiping U2, so that was like a pinch me moment. agent: He came in, he like, you like met him, and he was like, "Here you go. Here's a check." No, I doubt it. customer: No, he wasn't. That's not how it happened.
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We came in because TPG Growth was our first, you know-
agent: He came in, he like, you like met him, and he was like, "Here you go. Here's a check." No, I doubt it. customer: No, he wasn't. That's not how it happened. agent: Yeah.
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Mm-hmm
customer: No, he wasn't. That's not how it happened. agent: Yeah. customer: We came in because TPG Growth was our first, you know-
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... large institutional investor. They had a relationship with Bono. Bono and his wife Ali Hewson had started a brand called Nude. They were actually early pioneers in the area of clean, and that's how he-
agent: Yeah. customer: We came in because TPG Growth was our first, you know- agent: Mm-hmm
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Yeah
customer: We came in because TPG Growth was our first, you know- agent: Mm-hmm customer: ... large institutional investor. They had a relationship with Bono. Bono and his wife Ali Hewson had started a brand called Nude. They were actually early pioneers in the area of clean, and that's how he-
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... got involved. And then, and then we did raise another round of capital later.
agent: Mm-hmm customer: ... large institutional investor. They had a relationship with Bono. Bono and his wife Ali Hewson had started a brand called Nude. They were actually early pioneers in the area of clean, and that's how he- agent: Yeah
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Okay, so you know, the strate- the sort of multichannel strategy is, is paying off. I mean, you're growing really nicely. You have raised a lot of money, so there's high expectations. But I think by 2020 you guys are, that year, which is pandemic year, I think you do about 400, almost $400 million in sales. That, I mea...
customer: ... large institutional investor. They had a relationship with Bono. Bono and his wife Ali Hewson had started a brand called Nude. They were actually early pioneers in the area of clean, and that's how he- agent: Yeah customer: ... got involved. And then, and then we did raise another round of capital later.
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Skincare did very well during the pandemic. So our, our cosmetic business dropped precipitously. Like the second that people were back in their houses, you know, and they were on screens, you were maybe selling lipstick, but the rest of it, no one was really wearing. But you saw an increase in sales of things like seru...
agent: Yeah customer: ... got involved. And then, and then we did raise another round of capital later. agent: Okay, so you know, the strate- the sort of multichannel strategy is, is paying off. I mean, you're growing really nicely. You have raised a lot of money, so there's high expectations. But I think by 2020 you g...
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Okay. So you come out, we c- start to come out of COVID and, and when, I guess while we're still in COVID, May of 2021, the Carlyle Group, massively important private equity group, buys a majority share. They put in, uh, it's estimated I think $600 million into Beautycounter, um, which was huge. I mean, that's a huge v...
customer: ... got involved. And then, and then we did raise another round of capital later. agent: Okay, so you know, the strate- the sort of multichannel strategy is, is paying off. I mean, you're growing really nicely. You have raised a lot of money, so there's high expectations. But I think by 2020 you guys are, tha...
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https://rss.art19.com/ep…e86fb433970_0251
They did. They, I had built a relationship with the Carlyle Group years prior. When we did the last round of institutional funding, we were too early stage at the time for them to make an investment, and it was sort of like, "Call me when you grow up a little bit." But we kept in touch over the years, and when we went ...
agent: Okay, so you know, the strate- the sort of multichannel strategy is, is paying off. I mean, you're growing really nicely. You have raised a lot of money, so there's high expectations. But I think by 2020 you guys are, that year, which is pandemic year, I think you do about 400, almost $400 million in sales. That...
3,095.322
3,119.502
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eng
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us
founder
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I had built a relationship with the Carlyle Group years prior
high
Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0252
Okay. So they buy a controlling share.
customer: Skincare did very well during the pandemic. So our, our cosmetic business dropped precipitously. Like the second that people were back in their houses, you know, and they were on screens, you were maybe selling lipstick, but the rest of it, no one was really wearing. But you saw an increase in sales of things...
3,120.982
3,124.302
agent
eng
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unknown
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0253
Mm-hmm.
agent: Okay. So you come out, we c- start to come out of COVID and, and when, I guess while we're still in COVID, May of 2021, the Carlyle Group, massively important private equity group, buys a majority share. They put in, uh, it's estimated I think $600 million into Beautycounter, um, which was huge. I mean, that's a...
3,124.302
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0254
And, uh, which is exciting 'cause I think this is really the first time you make some money off of this, off this business, uh, rightfully so. I mean, you started 10, almost 10 years earlier. And, uh, and they have big ambitions. They wanna take sales to a billion dollars. Um, and I guess the idea eventually to take it...
customer: They did. They, I had built a relationship with the Carlyle Group years prior. When we did the last round of institutional funding, we were too early stage at the time for them to make an investment, and it was sort of like, "Call me when you grow up a little bit." But we kept in touch over the years, and whe...
3,124.842
3,144.322
agent
eng
en
unknown
host
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0255
That, that was the plan.
agent: Okay. So they buy a controlling share. customer: Mm-hmm. agent: And, uh, which is exciting 'cause I think this is really the first time you make some money off of this, off this business, uh, rightfully so. I mean, you started 10, almost 10 years earlier. And, uh, and they have big ambitions. They wanna take sal...
3,144.382
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customer
eng
en
unknown
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0256
You stay, and you stay on as...
customer: Mm-hmm. agent: And, uh, which is exciting 'cause I think this is really the first time you make some money off of this, off this business, uh, rightfully so. I mean, you started 10, almost 10 years earlier. And, uh, and they have big ambitions. They wanna take sales to a billion dollars. Um, and I guess the i...
3,144.971
3,148.342
agent
eng
en
unknown
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0257
CEO.
agent: And, uh, which is exciting 'cause I think this is really the first time you make some money off of this, off this business, uh, rightfully so. I mean, you started 10, almost 10 years earlier. And, uh, and they have big ambitions. They wanna take sales to a billion dollars. Um, and I guess the idea eventually to ...
3,148.342
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customer
eng
pt
unknown
other
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0258
CEO. Okay, so, so May 2021 they make the investment. You're running the business, and now they're the, the majority owner. Um, how... Tell me about that relationship. 'Cause it sounds great. I mean, they, you, you made some money. They put a bunch of money in. Now you've got all these resources. You can really grow thi...
customer: That, that was the plan. agent: You stay, and you stay on as... customer: CEO.
3,148.882
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agent
eng
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0259
Yeah. I mean, I think that, you know, I, I remember in the closing moments being very emotional. Uh, one, as a female founder to start a company and sell it for a billion dollars was putting me in a category of women that was small, and something that I really was proud of that achievement. It, it, yes, I-
agent: You stay, and you stay on as... customer: CEO. agent: CEO. Okay, so, so May 2021 they make the investment. You're running the business, and now they're the, the majority owner. Um, how... Tell me about that relationship. 'Cause it sounds great. I mean, they, you, you made some money. They put a bunch of money in...
3,168.502
3,188.422
customer
eng
en
unknown
founder
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0260
And all your investors, uh-
customer: CEO. agent: CEO. Okay, so, so May 2021 they make the investment. You're running the business, and now they're the, the majority owner. Um, how... Tell me about that relationship. 'Cause it sounds great. I mean, they, you, you made some money. They put a bunch of money in. Now you've got all these resources. Y...
3,188.422
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agent
eng
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0261
Made a-
agent: CEO. Okay, so, so May 2021 they make the investment. You're running the business, and now they're the, the majority owner. Um, how... Tell me about that relationship. 'Cause it sounds great. I mean, they, you, you made some money. They put a bunch of money in. Now you've got all these resources. You can really g...
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customer
eng
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unknown
founder
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0262
... did well
customer: Yeah. I mean, I think that, you know, I, I remember in the closing moments being very emotional. Uh, one, as a female founder to start a company and sell it for a billion dollars was putting me in a category of women that was small, and something that I really was proud of that achievement. It, it, yes, I- ag...
3,190.192
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agent
eng
cy
unknown
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0263
... did very well. Very well.
agent: And all your investors, uh- customer: Made a- agent: ... did well
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customer
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unknown
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0264
Mm-hmm.
customer: Made a- agent: ... did well customer: ... did very well. Very well.
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3,192.222
agent
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unknown
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0265
And the reason that I chose to sell to a financial sponsor versus a strategic, 'cause I had been approached by a strategic two years prior, which is why-
agent: ... did well customer: ... did very well. Very well. agent: Mm-hmm.
3,192.222
3,200.381
customer
eng
en
unknown
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0266
A strategic would've been a, a cosmetics brand.
customer: ... did very well. Very well. agent: Mm-hmm. customer: And the reason that I chose to sell to a financial sponsor versus a strategic, 'cause I had been approached by a strategic two years prior, which is why-
3,200.381
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agent
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0267
Yeah, like Unilever, Estée Lauder, L'Oréal, Shiseido, like any of those big brands. They, you know, they are often acquiring companies, and we had been approached by one a couple years prior that I really, really liked, but I felt like I wanted to be that next generation leader in beauty and I wanted to take the compan...
agent: Mm-hmm. customer: And the reason that I chose to sell to a financial sponsor versus a strategic, 'cause I had been approached by a strategic two years prior, which is why- agent: A strategic would've been a, a cosmetics brand.
3,203.001
3,240.462
customer
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0268
You weren't growing because just because people changed their purchasing habits after the pandemic? I mean, people were, uh, you know, traveling and, and, and-
customer: And the reason that I chose to sell to a financial sponsor versus a strategic, 'cause I had been approached by a strategic two years prior, which is why- agent: A strategic would've been a, a cosmetics brand. customer: Yeah, like Unilever, Estée Lauder, L'Oréal, Shiseido, like any of those big brands. They, y...
3,240.462
3,249.692
agent
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0269
Yeah
agent: A strategic would've been a, a cosmetics brand. customer: Yeah, like Unilever, Estée Lauder, L'Oréal, Shiseido, like any of those big brands. They, you know, they are often acquiring companies, and we had been approached by one a couple years prior that I really, really liked, but I felt like I wanted to be that...
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customer
eng
tr
unknown
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0270
... doing other things. Yeah.
customer: Yeah, like Unilever, Estée Lauder, L'Oréal, Shiseido, like any of those big brands. They, you know, they are often acquiring companies, and we had been approached by one a couple years prior that I really, really liked, but I felt like I wanted to be that next generation leader in beauty and I wanted to take ...
3,249.722
3,251.142
agent
eng
en
unknown
host
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0271
I mean, I think at the end of the day, for most people, the choice of buying a beautiful serum or buying a pair of blue jeans is a choice. Not everyone can buy everything and do everything that they want to, and I think that having not purchased clothing, having not been able to travel, people redirected their spend ap...
agent: You weren't growing because just because people changed their purchasing habits after the pandemic? I mean, people were, uh, you know, traveling and, and, and- customer: Yeah agent: ... doing other things. Yeah.
3,251.142
3,284.952
customer
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0272
Yeah.
customer: Yeah agent: ... doing other things. Yeah. customer: I mean, I think at the end of the day, for most people, the choice of buying a beautiful serum or buying a pair of blue jeans is a choice. Not everyone can buy everything and do everything that they want to, and I think that having not purchased clothing, ha...
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agent
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id
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0273
It's just that we sort of plateaued that summer a little bit.
agent: ... doing other things. Yeah. customer: I mean, I think at the end of the day, for most people, the choice of buying a beautiful serum or buying a pair of blue jeans is a choice. Not everyone can buy everything and do everything that they want to, and I think that having not purchased clothing, having not been a...
3,284.962
3,287.282
customer
eng
en
unknown
other
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0274
Mm-hmm.
customer: I mean, I think at the end of the day, for most people, the choice of buying a beautiful serum or buying a pair of blue jeans is a choice. Not everyone can buy everything and do everything that they want to, and I think that having not purchased clothing, having not been able to travel, people redirected thei...
3,287.282
3,287.862
agent
eng
vi
unknown
host
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0275
Um, and that made people uncomfortable. And as, as I said earlier-
agent: Yeah. customer: It's just that we sort of plateaued that summer a little bit. agent: Mm-hmm.
3,287.862
3,291.782
customer
eng
en
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0276
Made who uncomfortable?
customer: It's just that we sort of plateaued that summer a little bit. agent: Mm-hmm. customer: Um, and that made people uncomfortable. And as, as I said earlier-
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eng
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0277
The leaders of Carlyle. I think by sort of the end of the summer, they were uncomfortable, and I did feel pressure, and it was sort of like, "Why isn't this working as well as we had anticipated?" Kind of, "What's going on inside of your team? What do we need to do to change things? Does..." You know, you know. Like, l...
agent: Mm-hmm. customer: Um, and that made people uncomfortable. And as, as I said earlier- agent: Made who uncomfortable?
3,293.302
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customer
eng
en
unknown
founder
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0278
Mm-hmm.
customer: Um, and that made people uncomfortable. And as, as I said earlier- agent: Made who uncomfortable? customer: The leaders of Carlyle. I think by sort of the end of the summer, they were uncomfortable, and I did feel pressure, and it was sort of like, "Why isn't this working as well as we had anticipated?" Kind ...
3,330.696
3,330.706
agent
eng
vi
unknown
host
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0279
And so they then-
agent: Made who uncomfortable? customer: The leaders of Carlyle. I think by sort of the end of the summer, they were uncomfortable, and I did feel pressure, and it was sort of like, "Why isn't this working as well as we had anticipated?" Kind of, "What's going on inside of your team? What do we need to do to change thi...
3,330.706
3,331.566
customer
eng
en
unknown
other
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0280
I remember that now
customer: The leaders of Carlyle. I think by sort of the end of the summer, they were uncomfortable, and I did feel pressure, and it was sort of like, "Why isn't this working as well as we had anticipated?" Kind of, "What's going on inside of your team? What do we need to do to change things? Does..." You know, you kno...
3,331.566
3,331.986
agent
eng
en
unknown
host
0
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0281
... and so they were also then having a hard time navigating because people didn't wanna get on Zoom, but people weren't comfortable meeting them in person, so they were struggling to figure out how that they could sell. And Carlyle was sort of looking internally to say like, "Are, do we have the wrong digital strategi...
agent: Mm-hmm. customer: And so they then- agent: I remember that now
3,331.986
3,350.026
customer
eng
en
unknown
founder
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0282
Mm
customer: And so they then- agent: I remember that now customer: ... and so they were also then having a hard time navigating because people didn't wanna get on Zoom, but people weren't comfortable meeting them in person, so they were struggling to figure out how that they could sell. And Carlyle was sort of looking in...
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agent
eng
unknown
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0283
... after a couple of months.
agent: I remember that now customer: ... and so they were also then having a hard time navigating because people didn't wanna get on Zoom, but people weren't comfortable meeting them in person, so they were struggling to figure out how that they could sell. And Carlyle was sort of looking internally to say like, "Are, ...
3,350.206
3,351.156
customer
eng
en
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other
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0284
And did you ever... I, I'm curious, like, were you coming home and thinking, "Oh, God, this was a mistake"? Or not, maybe not that, but like was this the right decision to work with a private equity group? I don't know. I'm, I'm curious because w- okay, this is a normal question that would come up for a founder, right?...
customer: ... and so they were also then having a hard time navigating because people didn't wanna get on Zoom, but people weren't comfortable meeting them in person, so they were struggling to figure out how that they could sell. And Carlyle was sort of looking internally to say like, "Are, do we have the wrong digita...
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agent
eng
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unknown
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0285
Look, I think as a, as a CEO, you are always worrying about the state of the business and you're always looking to what's gonna happen next month, next year. Your job is to, to... Yeah, I was feeling the pressure and I was worried, but I wasn't that worried about it. And I felt like we were having a moment-
agent: Mm customer: ... after a couple of months. agent: And did you ever... I, I'm curious, like, were you coming home and thinking, "Oh, God, this was a mistake"? Or not, maybe not that, but like was this the right decision to work with a private equity group? I don't know. I'm, I'm curious because w- okay, this is a...
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customer
eng
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unknown
founder
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0286
Yeah
customer: ... after a couple of months. agent: And did you ever... I, I'm curious, like, were you coming home and thinking, "Oh, God, this was a mistake"? Or not, maybe not that, but like was this the right decision to work with a private equity group? I don't know. I'm, I'm curious because w- okay, this is a normal qu...
3,396.386
3,396.526
agent
eng
tr
unknown
host
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0287
... where the world was kinda going nuts, and I was trying to say to them, "Take a deep breath," like, "This is gonna smooth out in the fall," like, "Things'll start to turn around. Let's not make any rash decisions right now because I, I feel like this is all gonna calm down." I- and I did feel that way.
agent: And did you ever... I, I'm curious, like, were you coming home and thinking, "Oh, God, this was a mistake"? Or not, maybe not that, but like was this the right decision to work with a private equity group? I don't know. I'm, I'm curious because w- okay, this is a normal question that would come up for a founder,...
3,396.526
3,415.186
customer
eng
en
unknown
founder
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0288
Okay, so you get to the fall and...
customer: Look, I think as a, as a CEO, you are always worrying about the state of the business and you're always looking to what's gonna happen next month, next year. Your job is to, to... Yeah, I was feeling the pressure and I was worried, but I wasn't that worried about it. And I felt like we were having a moment- a...
3,415.186
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agent
eng
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unknown
host
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0289
They made the decision in October that I was not capable of running the company, and they decided to remove me as CEO.
agent: Yeah customer: ... where the world was kinda going nuts, and I was trying to say to them, "Take a deep breath," like, "This is gonna smooth out in the fall," like, "Things'll start to turn around. Let's not make any rash decisions right now because I, I feel like this is all gonna calm down." I- and I did feel t...
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customer
eng
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0290
In, in October of 2021?
customer: ... where the world was kinda going nuts, and I was trying to say to them, "Take a deep breath," like, "This is gonna smooth out in the fall," like, "Things'll start to turn around. Let's not make any rash decisions right now because I, I feel like this is all gonna calm down." I- and I did feel that way. age...
3,425.266
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0291
Yes. They informed me in October that they were commencing a search for a CEO and that I was not the right person to lead the company. Th- maybe they started it as co-CEO or whatever, but basically-
agent: Okay, so you get to the fall and... customer: They made the decision in October that I was not capable of running the company, and they decided to remove me as CEO. agent: In, in October of 2021?
3,427.646
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0292
Mm
customer: They made the decision in October that I was not capable of running the company, and they decided to remove me as CEO. agent: In, in October of 2021? customer: Yes. They informed me in October that they were commencing a search for a CEO and that I was not the right person to lead the company. Th- maybe they ...
3,439.286
3,439.296
agent
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct