WEBVTT 00:00:07.889 --> 00:00:11.490 Welcome to the Business Abundance Podcast, providing 00:00:11.490 --> 00:00:13.929 the tools and knowledge to help small business 00:00:13.929 --> 00:00:17.269 owners succeed. For additional resources, visit 00:00:17.269 --> 00:00:22.469 www .businessabundance .online. Hello and welcome 00:00:22.469 --> 00:00:25.910 back to the Business Abundance Podcast. I'm Zee 00:00:25.910 --> 00:00:29.750 and I've got Ron with me. Hello. And today is 00:00:29.750 --> 00:00:33.649 a bit more of an inspiration podcast rather than 00:00:33.649 --> 00:00:38.250 a lesson. We just want to tell you a bit about 00:00:38.250 --> 00:00:42.909 the Dollar Shave Club and about how that's transformed 00:00:42.909 --> 00:00:48.090 or dominated, disrupted? Disrupted is a good 00:00:48.090 --> 00:00:52.649 word. The industry. If you haven't heard of the 00:00:52.649 --> 00:00:54.890 Dollar Shave Club, I think probably the best 00:00:54.890 --> 00:00:59.210 way to introduce it is by playing their ad. Do 00:00:59.210 --> 00:01:02.590 you want to take it away? Hi, I'm Mike, founder 00:01:02.590 --> 00:01:05.280 of DollarShaveClub .com. What is DollarShaveClub 00:01:05.280 --> 00:01:07.840 .com? Well, for a dollar a month, we send high 00:01:07.840 --> 00:01:12.219 quality razors right to your door. Yeah, a dollar. 00:01:12.819 --> 00:01:17.159 Are the blades any good? No. Our blades are f***ing 00:01:17.159 --> 00:01:20.299 great. Each razor has stainless steel blades, 00:01:20.459 --> 00:01:22.620 an aloe vera lubricating strip, and a pivot head. 00:01:22.980 --> 00:01:25.219 It's so gentle a toddler could use it. And do 00:01:25.219 --> 00:01:28.079 you like spending $20 a month on brand name razors? 00:01:28.379 --> 00:01:32.079 19 go to Roger Federer. I'm good at tennis. And 00:01:32.079 --> 00:01:35.159 do you think your razor needs a vibrating handle, 00:01:35.480 --> 00:01:38.099 a flashlight, a back scratcher, and 10 blades? 00:01:38.719 --> 00:01:41.439 Your handsome ass grandfather had one blade and 00:01:41.439 --> 00:01:46.099 polio. Looking good, pop up! Stop paying for 00:01:46.099 --> 00:01:48.140 shaved tech you don't need. And stop forgetting 00:01:48.140 --> 00:01:50.319 to buy your blades every month. Alejandro and 00:01:50.319 --> 00:01:56.819 I are going to ship them right to you. We're 00:01:56.819 --> 00:01:59.069 not just selling razors. We're also making new 00:01:59.069 --> 00:02:01.090 jobs. Alejandro, what were you doing last month? 00:02:01.189 --> 00:02:03.109 Not working. What are you doing now? Working. 00:02:03.329 --> 00:02:05.730 I'm no Vanderbilt, but this train makes hay. 00:02:07.269 --> 00:02:08.990 So stop forgetting to buy your blades every month 00:02:08.990 --> 00:02:10.590 and start deciding where you're going to stack 00:02:10.590 --> 00:02:13.270 all those dollar bills I'm saving you. We are 00:02:13.270 --> 00:02:24.009 DollarShaveClub .com and the party is on. Oh, 00:02:24.389 --> 00:02:28.080 gosh. I don't know if you heard my little I can't 00:02:28.080 --> 00:02:30.879 believe you just let a laugh out like sees here 00:02:30.879 --> 00:02:33.180 with two hands over her mouth trying to shut 00:02:33.180 --> 00:02:36.620 her face. So what can we learn from the app? 00:02:36.740 --> 00:02:38.360 Why are we actually talking about it? Bit of 00:02:38.360 --> 00:02:42.460 inspiration. Obviously they have been very successful 00:02:42.460 --> 00:02:46.219 now with hindsight. They have gone into an industry. 00:02:46.759 --> 00:02:51.199 Most people need blades. Most people shave. Dominated 00:02:51.199 --> 00:02:55.080 by a few key players. Name a few pretty easily. 00:02:55.659 --> 00:02:57.319 So you think it's pretty stagnant margins will 00:02:57.319 --> 00:02:59.180 be pretty low pretty competitive established 00:02:59.180 --> 00:03:03.219 players Figured out how to make Consistent income 00:03:03.219 --> 00:03:05.780 with the subscription base. Yeah, so they've 00:03:05.780 --> 00:03:08.580 broadened a different thing, but this ad basically 00:03:08.580 --> 00:03:12.919 got them 12 ,000 new subscribers in two days 00:03:12.919 --> 00:03:14.979 and I would also like to point out there only 00:03:14.979 --> 00:03:17.879 cost four and a half grand to make so Advertising 00:03:17.879 --> 00:03:20.659 does not need to be expensive. Yeah, and it took 00:03:20.659 --> 00:03:25.180 one day to shoot it. So Uh, no big names. Yeah. 00:03:25.280 --> 00:03:29.039 It just, it's just one guy in a very casual suit 00:03:29.039 --> 00:03:33.479 and um, no PPE. Yeah. Yeah. It's dangerous. Um, 00:03:33.699 --> 00:03:36.400 yeah. So they've basically massively disrupted 00:03:36.400 --> 00:03:39.599 a industry where 70 % of the sales is dominated 00:03:39.599 --> 00:03:42.400 by one player. Um, coming from the side with 00:03:42.400 --> 00:03:45.360 minimal investment, bring something new into 00:03:45.360 --> 00:03:48.580 it. and been very successful. So there's a couple 00:03:48.580 --> 00:03:50.719 of points. One is the model of the business and 00:03:50.719 --> 00:03:52.500 how that works and how that appeals to people. 00:03:53.240 --> 00:03:55.080 The second one is the ad itself has a few key 00:03:55.080 --> 00:03:57.740 points to it. And I think it's the type of ad 00:03:57.740 --> 00:03:59.560 we call is like the everything ad. It's got a 00:03:59.560 --> 00:04:02.439 lot, it's got the testimonials, it's got the 00:04:02.439 --> 00:04:04.159 endorsements, it's got the examples, it's got 00:04:04.159 --> 00:04:06.319 the nice bits on the side. There's lots of different 00:04:06.319 --> 00:04:08.460 types of ads that put into one nice video there. 00:04:08.780 --> 00:04:11.219 Yeah, and they're super relatable. That's the 00:04:11.219 --> 00:04:13.060 most consistent part is they're not pretending 00:04:13.060 --> 00:04:16.339 to be, not people. The bottle in the shower with 00:04:16.339 --> 00:04:18.980 the shaving cream on. Yeah. Which is the traditional, 00:04:18.980 --> 00:04:22.220 you know, little shave. Yeah. Close shave. And 00:04:22.220 --> 00:04:26.560 they're shaving already shaved legs. That's a 00:04:26.560 --> 00:04:28.300 classic. Yeah. So that's the industry standard. 00:04:28.300 --> 00:04:31.259 Yeah. And then they're going, okay, well, what 00:04:31.259 --> 00:04:34.100 have our potential customers, how do they view 00:04:34.100 --> 00:04:36.600 shaving? So this is a pretty interesting thing. 00:04:36.639 --> 00:04:37.939 Like, I don't know what their research was or 00:04:37.939 --> 00:04:40.110 whatnot, but if I'm looking at the ad, people 00:04:40.110 --> 00:04:41.889 don't really care about the shaver. Like, so 00:04:41.889 --> 00:04:43.689 it's a bit of a joke. We're paying $30 for a 00:04:43.689 --> 00:04:45.610 shaver, like with blades, it's gonna last about 00:04:45.610 --> 00:04:48.050 a week before they start rusting or whatever. 00:04:48.370 --> 00:04:50.689 Go blunt. And then we pay another 30 bucks for 00:04:50.689 --> 00:04:52.629 a five pack. And that's just expensive. It's 00:04:52.629 --> 00:04:53.769 annoying. We've got to go to the supermarket 00:04:53.769 --> 00:04:57.610 and get it. There's always a new model. So you 00:04:57.610 --> 00:04:59.790 try that, but it's fundamentally just, you know, 00:04:59.850 --> 00:05:01.889 another blade or a bit more of your pivot to 00:05:01.889 --> 00:05:04.529 another degree or it's got a new color. Who knows? 00:05:04.829 --> 00:05:07.709 That's the change in the industry. So what are 00:05:07.709 --> 00:05:10.149 the customers saying? we don't even really care 00:05:10.149 --> 00:05:11.750 we have to shave we don't like shaving we want 00:05:11.750 --> 00:05:14.750 to shave yeah we like the outcome yeah but we've 00:05:14.750 --> 00:05:18.009 got to keep buying new blades wonder if you ask 00:05:18.009 --> 00:05:20.769 people how many people shave with blades that 00:05:20.769 --> 00:05:23.569 should have been replaced oh so much and then 00:05:23.569 --> 00:05:26.740 you end up with like the um Shave as ration those 00:05:26.740 --> 00:05:28.139 sort of things because you're not looking because 00:05:28.139 --> 00:05:30.100 you can't be bothered going down to the supermarket 00:05:30.100 --> 00:05:32.420 and the supermarket ones are so Expensive and 00:05:32.420 --> 00:05:34.680 you just feel like it's a big cost when your 00:05:34.680 --> 00:05:38.100 grocery bill goes up by like $50 for four raises. 00:05:38.339 --> 00:05:40.540 It's not an extension It's not you see it as 00:05:40.540 --> 00:05:42.620 something that changes your life or you know, 00:05:42.740 --> 00:05:44.959 so it's when you're looking at the money It doesn't 00:05:44.959 --> 00:05:47.819 really make sense. Yeah, but um go for people. 00:05:47.839 --> 00:05:49.500 Yeah, you need to change your bias because you 00:05:49.500 --> 00:05:54.980 better shave but in the same respect when and 00:05:54.980 --> 00:05:57.519 do people want to know. So I don't know what 00:05:57.519 --> 00:05:59.519 the research or what the problems are, like how 00:05:59.519 --> 00:06:01.579 they came across the information, but they're 00:06:01.579 --> 00:06:04.379 looking and the ad sort of alludes to, you don't 00:06:04.379 --> 00:06:06.579 really care about it. You know, these are the 00:06:06.579 --> 00:06:10.639 features we've got, but no one cares. They want 00:06:10.639 --> 00:06:13.459 a good shave. And how can we do that for you 00:06:13.459 --> 00:06:15.899 in the best way possible? And they talked about 00:06:15.899 --> 00:06:19.500 that in the ad as well. Very simple. So what's 00:06:19.500 --> 00:06:20.920 the actual offer? We haven't talked about what 00:06:20.920 --> 00:06:25.569 their business model is. Well, I think it starts 00:06:25.569 --> 00:06:29.709 with the owner who's Michael Tubin, I think. 00:06:29.850 --> 00:06:33.410 What he was looking to fix was he was tired of 00:06:33.410 --> 00:06:36.629 paying too much for razors, and then also the 00:06:36.629 --> 00:06:38.329 inconvenience of having to go to the store to 00:06:38.329 --> 00:06:42.589 pick them up. And so that's why the model is 00:06:42.589 --> 00:06:45.589 send people razors at a low monthly fee. Yep. 00:06:46.290 --> 00:06:47.769 So translation is he probably wasn't looking 00:06:47.769 --> 00:06:49.310 for those two things, but he identified they 00:06:49.310 --> 00:06:51.560 were two things. And then when you start... turn 00:06:51.560 --> 00:06:53.399 that into your business. I was sick of this, 00:06:53.600 --> 00:06:57.079 so it's relatable. So two key problems there. 00:06:57.879 --> 00:07:01.339 And then how would they turn that into a value 00:07:01.339 --> 00:07:04.360 proposition? Well, it's just about making people's 00:07:04.360 --> 00:07:07.639 lives easier. Cheaper and easier. So basically 00:07:07.639 --> 00:07:10.220 the model is you pay 10 bucks a month, or at 00:07:10.220 --> 00:07:11.540 the time there was a few different options. I 00:07:11.540 --> 00:07:14.420 think it might have been six, eight and 10. Back 00:07:14.420 --> 00:07:17.019 there, 10 had the five blade razor. Which they 00:07:17.019 --> 00:07:19.879 called the crew. So they don't just call it their 00:07:19.879 --> 00:07:22.360 products, they call it the crew. Yeah. Or the 00:07:22.360 --> 00:07:24.639 gang, I think it is. We talked about this in 00:07:24.639 --> 00:07:26.120 another episode though, like half my office, 00:07:26.240 --> 00:07:27.819 half the guys in the office at the time signed 00:07:27.819 --> 00:07:30.680 up like on the spot. Yeah. We just done, you 00:07:30.680 --> 00:07:32.939 know, ended up with a lot of extra shaver heads 00:07:32.939 --> 00:07:35.240 because I didn't need them all. Yeah. It was 00:07:35.240 --> 00:07:39.139 a dollar per month subscription. The next day 00:07:39.139 --> 00:07:42.480 when it was back up, they had 12 ,000 new subscribers 00:07:42.480 --> 00:07:44.759 for their one dollar per month subscription razor. 00:07:44.990 --> 00:07:48.149 So I'm not sure that's still the case, but that's 00:07:48.149 --> 00:07:50.970 what happened after they released the video. 00:07:51.930 --> 00:07:55.949 Yeah, went viral and it established a brand and 00:07:55.949 --> 00:08:00.629 then yeah, 12 ,000 new subscribers. Within a 00:08:00.629 --> 00:08:03.389 few days, 3 million people had watched it. It 00:08:03.389 --> 00:08:06.509 racked up about 4 .75 million views in the first 00:08:06.509 --> 00:08:10.170 three months and has over 27 million views to 00:08:10.170 --> 00:08:13.019 this day. Plus one we just did. Yeah, plus one 00:08:13.019 --> 00:08:15.819 and probably four now, me watching it this afternoon. 00:08:17.199 --> 00:08:20.819 So good. So it's interesting because subscription 00:08:20.819 --> 00:08:22.899 models obviously don't work for every business. 00:08:22.980 --> 00:08:26.040 But if you have a product, like we talked about 00:08:26.040 --> 00:08:28.519 in a couple of episodes ago, who gives a crap? 00:08:28.980 --> 00:08:31.459 Subscription based toilet paper. Oh, we talked 00:08:31.459 --> 00:08:34.149 about. Blockbuster in the last episode Netflix 00:08:34.149 --> 00:08:37.429 subscription based. Yep. So subscription base 00:08:37.429 --> 00:08:40.690 is really good But also I probably want to stress 00:08:40.690 --> 00:08:43.929 when it comes to brand voice be human Yeah, I 00:08:43.929 --> 00:08:46.370 think we there's so many businesses out there 00:08:46.370 --> 00:08:49.929 that want to they come across very neutral. Yeah 00:08:49.929 --> 00:08:54.970 professional Yeah, yeah Yeah, well, I guess you 00:08:54.970 --> 00:08:56.990 could argue that this isn't professional in any 00:08:56.990 --> 00:09:01.129 sense. No, it's not but it is It's professionally 00:09:01.129 --> 00:09:04.750 done It is professionally done, great quality, 00:09:05.309 --> 00:09:09.470 but it doesn't alienate themselves from the people 00:09:09.470 --> 00:09:11.830 they're trying to talk to. And I mean, razors 00:09:11.830 --> 00:09:15.090 are not a particularly exciting product, but 00:09:15.090 --> 00:09:17.409 by - They're not trying to appeal to everyone 00:09:17.409 --> 00:09:19.779 here. But they are actually appealing to a massive 00:09:19.779 --> 00:09:22.419 part of the market. Huge. Yeah, because they're 00:09:22.419 --> 00:09:24.639 kind of addressing the really awkward situations 00:09:24.639 --> 00:09:26.940 that happen with these sort of situations. And 00:09:26.940 --> 00:09:29.279 no one talks about it, but they're like, we know 00:09:29.279 --> 00:09:32.899 it happens. So let us show you. And in that, 00:09:33.320 --> 00:09:36.120 it means like I have an ad in front of me at 00:09:36.120 --> 00:09:38.139 the moment where some lady's trying to shave 00:09:38.139 --> 00:09:42.039 her toes basically for summer. And so it's just 00:09:42.039 --> 00:09:45.679 the fact that it's. Just odd and yeah, it's talking 00:09:45.679 --> 00:09:47.840 about it's like yes clean of what it is. Like 00:09:47.840 --> 00:09:50.799 we shave these beats Hmm, but we just making 00:09:50.799 --> 00:09:52.659 it as easy and as cheap for you as possible to 00:09:52.659 --> 00:09:55.399 have great quality result Yeah, no fuss. Yeah, 00:09:55.799 --> 00:09:57.639 so they're looking what's your problem? What's 00:09:57.639 --> 00:09:59.539 your relationship with it? And we're just trying 00:09:59.539 --> 00:10:01.960 to make that process easier for you. It's such 00:10:01.960 --> 00:10:04.879 a simple Yeah, simple setup even their website. 00:10:04.899 --> 00:10:07.820 It only has a couple of pages like it's not extravagant 00:10:07.820 --> 00:10:09.899 You need it don't need to have a thousand pages 00:10:09.899 --> 00:10:13.100 in order to be great be successful. Yeah the 00:10:13.419 --> 00:10:14.779 The part about the subscription, you said, you 00:10:14.779 --> 00:10:16.720 know, subscription can be a good business model. 00:10:16.820 --> 00:10:20.440 Um, I think it's all important to talk about 00:10:20.440 --> 00:10:22.600 that they've gone to an existing established 00:10:22.600 --> 00:10:25.080 industry where that's not a thing. They've brought 00:10:25.080 --> 00:10:27.740 something that's outside of it. One thing that's 00:10:27.740 --> 00:10:30.980 outside of it into it has become hugely successful 00:10:30.980 --> 00:10:33.379 because of it. So we often talk to people like, 00:10:33.720 --> 00:10:36.460 Oh, you know, are you a specialist in our industry?" 00:10:36.460 --> 00:10:38.039 It's like, well, it doesn't really matter. Oh, 00:10:38.039 --> 00:10:40.019 it does because we need to make sure that we're 00:10:40.019 --> 00:10:41.320 doing the best things we can in our industry. 00:10:41.460 --> 00:10:43.559 It's like, no, because the best gains are going 00:10:43.559 --> 00:10:45.740 to be questions that you haven't thought about 00:10:45.740 --> 00:10:48.340 already that your competitors aren't doing. So 00:10:48.340 --> 00:10:50.000 yes, you need to know about your industry. That's 00:10:50.000 --> 00:10:52.220 your job. But if you can bring something that's 00:10:52.220 --> 00:10:53.759 successful elsewhere and make it work where you 00:10:53.759 --> 00:10:56.360 are, you're going to have this huge competitive 00:10:56.360 --> 00:10:58.340 advantage over everyone else. And that's fundamentally 00:10:58.340 --> 00:10:59.740 what they did. It was pretty straightforward. 00:11:00.279 --> 00:11:02.059 Don't want to buy razors. Don't want to pay too 00:11:02.059 --> 00:11:05.620 much. do want to shave, and want it to be easy. 00:11:06.419 --> 00:11:09.299 Here you go, we'll send it to your door. They 00:11:09.299 --> 00:11:10.980 haven't invented anything new there. They've 00:11:10.980 --> 00:11:13.620 just applied an existing concept that's successful 00:11:13.620 --> 00:11:17.279 to a new industry. But the ad itself's kind of, 00:11:17.379 --> 00:11:18.820 good, I might just go back to that for a second, 00:11:19.200 --> 00:11:21.399 because just thinking about it isn't everything 00:11:21.399 --> 00:11:23.539 ad, so there's a few parts to it. I'll see if 00:11:23.539 --> 00:11:26.460 I can get it going again with my limited IT skills. 00:11:27.340 --> 00:11:30.279 Founder of DollarShaveClub .com. What is DollarShaveClub 00:11:30.279 --> 00:11:32.850 .com? Well, For a dollar a month, we send high 00:11:32.850 --> 00:11:35.629 -quality razors right to your door. That's the 00:11:35.629 --> 00:11:37.549 first thing that they mention is actually what 00:11:37.549 --> 00:11:40.230 they do. Who they are and what they do. Yeah. 00:11:40.929 --> 00:11:45.149 So it was a dollar a month. Yeah. But yeah, so 00:11:45.149 --> 00:11:47.490 he's a person. He's looking into the camera. 00:11:47.629 --> 00:11:49.909 This is my name. This is who we're from. And 00:11:49.909 --> 00:11:53.029 this is our offer. So sometimes the other theory 00:11:53.029 --> 00:11:54.970 is we go through all the value and all this other 00:11:54.970 --> 00:11:56.730 stuff and then we say our price. He's saying, 00:11:56.830 --> 00:11:59.710 this is what we do straight up front. Just building 00:11:59.710 --> 00:12:01.529 some trust credibility. This is what I'm here 00:12:01.529 --> 00:12:05.750 about Yeah, a dollar are the blades any good? 00:12:06.490 --> 00:12:10.789 No Our blades are fucking great So they're like 00:12:10.789 --> 00:12:13.629 talking about the quality the quality. Yep. Yep. 00:12:13.629 --> 00:12:16.850 So same but great but we're also narrowing down 00:12:16.850 --> 00:12:20.950 our target market right now because Yeah, we've 00:12:20.950 --> 00:12:24.210 using some bad naughty words. It's true. Yeah. 00:12:24.250 --> 00:12:29.250 Yeah a bit of humor. Yeah, so what is the competition, 00:12:29.789 --> 00:12:32.649 existing competition doing professional ads, 00:12:33.529 --> 00:12:36.950 tone bodies. Yeah, I feel like it's speaking. 00:12:37.710 --> 00:12:39.649 I think that their audience is predominantly 00:12:39.649 --> 00:12:42.610 male. Yep. And so they're 100 % for this one. 00:12:42.610 --> 00:12:44.789 Sort of speaking to that. But yeah, the people 00:12:44.789 --> 00:12:46.990 that don't relate to the current marketing. So 00:12:46.990 --> 00:12:49.389 they've purposely gone straight away from what 00:12:49.389 --> 00:12:53.690 you're expecting from a shaving ad. Yep. Each 00:12:53.690 --> 00:12:55.710 razor has stainless steel blades and aloe vera 00:12:55.710 --> 00:12:58.419 lubricating strip and a pivot head. It's so gentle. 00:12:58.460 --> 00:13:01.679 The toddler could use it and do. It's just quick 00:13:01.679 --> 00:13:05.679 features ability. Yeah. Um, benefit. It's gentle. 00:13:06.779 --> 00:13:09.240 So what does that mean? Like spending $20 a month 00:13:09.240 --> 00:13:12.399 on brand name razors. 19 go to Roger Federer. 00:13:12.980 --> 00:13:19.120 I'm good at tennis. And do you think. So that's 00:13:19.120 --> 00:13:20.799 just a, you know, it's a little bit of a swipe, 00:13:20.980 --> 00:13:22.940 but it's a point like, yeah, you're paying for 00:13:22.940 --> 00:13:26.240 this brand. So it's not saying it's wrong, but 00:13:26.240 --> 00:13:28.840 it's. establishing some differentiation from 00:13:28.840 --> 00:13:30.340 the competitors of, yeah, you're paying this 00:13:30.340 --> 00:13:32.179 premium, but it's not for the better razor. You're 00:13:32.179 --> 00:13:34.960 paying for these things. And I think people can 00:13:34.960 --> 00:13:39.460 quickly relate to that. Your razor needs a vibrating 00:13:39.460 --> 00:13:42.460 handle, a flashlight, a backscratcher and 10 00:13:42.460 --> 00:13:45.139 blades. Your handsome ass grandfather had one 00:13:45.139 --> 00:13:49.779 blade and polio. Just talking about it. I did 00:13:49.779 --> 00:13:51.700 get all the other products saying like, it's 00:13:51.700 --> 00:13:53.659 just not necessary. You don't need to pay for 00:13:53.659 --> 00:13:55.480 it because that's not what gets the job done. 00:13:55.779 --> 00:13:58.539 Yeah. pretty much like, no, of course they're 00:13:58.539 --> 00:14:01.220 lying because there's not so many shavers with 00:14:01.220 --> 00:14:03.960 a flashlight. All black scratches, but they're 00:14:03.960 --> 00:14:07.080 setting a point. Yeah, so let's call a spade 00:14:07.080 --> 00:14:09.500 a spade. But also, again, we're narrowing this 00:14:09.500 --> 00:14:12.019 market down. Like if you can relate to this ad, 00:14:12.679 --> 00:14:14.440 you'll get that's ridiculous. And you're sick 00:14:14.440 --> 00:14:16.820 of paying that much because of all this stuff, 00:14:17.019 --> 00:14:21.200 you know. Looking good, pop up. Stop paying for 00:14:21.200 --> 00:14:23.240 shave tech you don't need and stop forgetting 00:14:23.240 --> 00:14:25.399 to buy your blades every month. Alejandra and 00:14:25.399 --> 00:14:31.120 I are going to ship them right to you. Yeah, 00:14:31.600 --> 00:14:34.100 here we go. Everyone is shaves. Yeah, we don't 00:14:34.100 --> 00:14:36.539 even need blades more often. Yeah, it shipped 00:14:36.539 --> 00:14:39.159 to you every month. We're not just selling razors. 00:14:39.340 --> 00:14:41.620 We're also making new jobs. Alejandra, what were 00:14:41.620 --> 00:14:43.480 you doing last month? Not working. What are you 00:14:43.480 --> 00:14:45.980 doing now? Working. I'm no Vanderbilt, but this 00:14:45.980 --> 00:14:49.059 train makes hay. So trying to appeal to social 00:14:49.059 --> 00:14:51.940 impact. Yeah, social impact. So stop forgetting 00:14:51.940 --> 00:14:53.820 to buy your blades every month and start deciding 00:14:53.820 --> 00:14:55.200 where you're going to stack all those dollar 00:14:55.200 --> 00:14:58.159 bills I'm saving you. We are DollarShaveClub 00:14:58.159 --> 00:15:11.700 .com and the party is on. No, but it's like, 00:15:11.840 --> 00:15:13.720 it's just an example of you don't have to have 00:15:13.720 --> 00:15:16.059 that giant ad, just hit some few key points. 00:15:16.200 --> 00:15:17.899 And as long as they're relatable, when they're 00:15:17.899 --> 00:15:20.279 toned in perfectly to what your customer's looking 00:15:20.279 --> 00:15:23.720 for and relates to, successful. Yeah. Yeah. And 00:15:23.720 --> 00:15:26.740 I giggled the whole way through. So I think it's 00:15:26.740 --> 00:15:29.759 great. Yeah, if there's one thing to learn from 00:15:29.759 --> 00:15:32.980 it, I think it's just encourage you to be human 00:15:32.980 --> 00:15:35.460 and really look at how you're communicating. 00:15:35.539 --> 00:15:38.120 You don't need to come up with a thousand different 00:15:38.120 --> 00:15:40.139 benefits that people won't get. And I know there's 00:15:40.139 --> 00:15:42.879 industry talk and you understand the points from 00:15:42.879 --> 00:15:44.820 your point of view and you're like, oh, well, 00:15:44.899 --> 00:15:47.340 this is, you know, this much better because there's, 00:15:47.419 --> 00:15:49.500 it's this specific and all those sorts of things. 00:15:49.539 --> 00:15:51.879 But if the customer's not going to get it, it's 00:15:51.879 --> 00:15:55.480 not really worth communicating or try and communicate 00:15:55.480 --> 00:15:59.539 it in a way that they do understand it. Because 00:15:59.539 --> 00:16:02.179 then that way you're, they're really being able 00:16:02.179 --> 00:16:05.259 to understand what it is that you do, who you 00:16:05.259 --> 00:16:10.440 are, how you do it. That's an ad. And so I guess 00:16:10.440 --> 00:16:12.519 I just encourage everyone to use that across 00:16:12.519 --> 00:16:14.120 all their marketing, especially when it comes 00:16:14.120 --> 00:16:16.980 to websites and those sort of things. I said 00:16:16.980 --> 00:16:19.299 this just before, but you don't need 1 ,000 pages 00:16:19.299 --> 00:16:23.200 in order to make a good website. They have maybe 00:16:23.200 --> 00:16:27.379 three pages and it clearly shows what they do, 00:16:27.720 --> 00:16:29.929 how they do it. and how the customer can get 00:16:29.929 --> 00:16:32.149 it. Yeah, I think it's a just common recurring 00:16:32.149 --> 00:16:35.750 theme. I really understand what that core is, 00:16:35.950 --> 00:16:38.990 but if you're going to do an ad, it doesn't have 00:16:38.990 --> 00:16:42.490 to be mega. But you do need to know what you're 00:16:42.490 --> 00:16:44.549 communicating. So you've got the text, you've 00:16:44.549 --> 00:16:46.909 got the sound, you've got the visuals. As long 00:16:46.909 --> 00:16:48.929 as you nail that, then you're going to do pretty 00:16:48.929 --> 00:16:52.909 well. Yeah. I'd encourage you all to check out 00:16:52.909 --> 00:16:56.129 the video. It's very entertaining and yeah, we'll 00:16:56.129 --> 00:16:58.090 leave it there and see you next time. See ya. 00:16:58.210 --> 00:16:58.330 Bye.