（中英附文稿）准备做自己的产品，却不敢大批量投入？Miell
字幕摘录
| 时间 | 英文 | 中文 |
|---|---|---|
| 0:00 | So today, I get to sit down with the incredible founder, Monique Rodriguez, | 因此,今天,我坐 与不可思议的创始人 莫尼克·罗德里格斯, |
| 0:05 | who founded a company called Mayel. | 他创立了一家叫Mayel的公司 |
| 0:07 | Now, this is quite literally the American dream come true. | 现在,这完全是美国梦的实现。 |
| 0:12 | When you start a brand at your kitchen table, raise millions of dollars, | 当你在厨房桌子上打牌的时候 筹到几百万美元 |
| 0:17 | and then sell it to one of the biggest conglomerates in the space. | 然后卖给太空中最大的集团之一 |
| 0:21 | But it wasn't all smooth sailing. | 但它不是所有顺利的航行。 |
| 0:22 | And what I love about the interview is that she's really honest | 我最喜欢的采访是 她真的很诚实 |
| 0:26 | about what it actually took to build and sell this business | 有关实际花费 建造和出售这行 |
| 0:29 | when she didn't know anything about the space or the category | 当她不知道 空间或类别 |
| 0:33 | and had no idea about what it would actually take to make it successful. | 也不知道要怎样才能成功 |
展开字幕全文（1692 条）
| 序号 | 英文 | 中文 |
|---|---|---|
| 1 | So today, I get to sit down with the incredible founder, Monique Rodriguez, | 因此,今天,我坐 与不可思议的创始人 莫尼克·罗德里格斯, |
| 2 | who founded a company called Mayel. | 他创立了一家叫Mayel的公司 |
| 3 | Now, this is quite literally the American dream come true. | 现在,这完全是美国梦的实现。 |
| 4 | When you start a brand at your kitchen table, raise millions of dollars, | 当你在厨房桌子上打牌的时候 筹到几百万美元 |
| 5 | and then sell it to one of the biggest conglomerates in the space. | 然后卖给太空中最大的集团之一 |
| 6 | But it wasn't all smooth sailing. | 但它不是所有顺利的航行。 |
| 7 | And what I love about the interview is that she's really honest | 我最喜欢的采访是 她真的很诚实 |
| 8 | about what it actually took to build and sell this business | 有关实际花费 建造和出售这行 |
| 9 | when she didn't know anything about the space or the category | 当她不知道 空间或类别 |
| 10 | and had no idea about what it would actually take to make it successful. | 也不知道要怎样才能成功 |
| 11 | What is so amazing is that Monique is actually on the other side. | 如此惊人的是,莫妮克其实在另一边. |
| 12 | She's still the CEO of her brand, which was acquired by Procter & Gamble. | 她仍然是其品牌的首席执行官,该品牌被宝洁公司(Procter & Gamble)收购. |
| 13 | It's pretty much a masterclass in what it takes. | 它几乎是一个大师级 在它需要什么。 |
| 14 | And I know you guys will love this episode. | 我知道你们会喜欢这集的 |
| 15 | Don't forget to like and subscribe. | 别忘了喜欢和订阅 |
| 16 | We were two or three million dollars in the hole. | 我们当时有两三百万 |
| 17 | And so when the banks are knocking at your door | 所以当银行敲你的门 |
| 18 | and they're threatening to take your home, | 他们威胁要带你回家 |
| 19 | that's when I'm like, I don't know if we're going to make it. | 那时我好像,我不知道我们能不能成功 |
| 20 | Monique Rodriguez把Mayel建成了十亿美元的生意 | |
| 21 | starting in her basement, betting on herself | 从她地下室开始,赌自己 |
| 22 | after a loss that changed everything. | 在一场改变了一切的损失之后 |
| 23 | I went through the tragic loss of my son in 2013 | 我经历了我的儿子在2013年的惨痛损失 |
| 24 | when I was eight months pregnant. | 我怀孕八个月的时候 |
| 25 | You only get one shot at life. | 你只有一次机会 |
| 26 | And I no longer wanted to live life based on someone else's terms. | 我不再想根据别人的条件生活下去 |
| 27 | We took all of our life savings. | 我们把毕生积蓄都拿走了 |
| 28 | We took everything that we were making | 我们拿走了我们做的一切 |
| 29 | 仅仅把它给Mayel。 | |
| 30 | We were flying the plane and building it at the same time. | 我们同时驾驶飞机建造飞机。 |
| 31 | She made real mistakes, lost money and put everything on the line. | 她犯了真正的错误,失去了钱 并且把一切都放在线上。 |
| 32 | And we put our house up. | 我们把我们的房子。 |
| 33 | But she learned how to scale, who to bring in | 但是她学会了如何缩小规模 如何引进 |
| 34 | and ended up negotiating the exit of a lifetime. | 最后谈判了一辈子的退出 |
| 35 | It's so important to understand what you did, when you did it, how you did it. | 了解你做了什么,你做了什么,你怎么做到的,这很重要。 |
| 36 | Build a company like you are going to have it acquired, | 建造一个像你这样的公司 要把它收购, |
| 37 | even if that's not your goal. | 即使那不是你的目标。 |
| 38 | But when brands like Mayel grow to the capacity and scale, | 但是,当像Mayel这样的品牌发展到容量和规模时, |
| 39 | you know, we shouldn't be criticised for doing the very thing | 你知道,我们不应该被批评 做这件事 |
| 40 | that, you know, people complain about not having access to. | 你知道,人们抱怨 没有机会接触。 |
| 41 | With three years post acquisition now, do you feel like you have a lot to prove? | 现在有了三年的收购, 你觉得你有很多可以证明的吗? |
| 42 | The Start With Yourself Tour kicks off on April 15th in New York City. | 开始与你自己 巡回赛于4月15日在纽约市开球. |
| 43 | Tickets are on sale now at emagreed.com. | 车票已经发售了 |
| 44 | Monique, welcome to Aspire. | 莫妮克 欢迎来到阿斯庇尔 |
| 45 | Thank you. | 谢谢 |
| 46 | I'm so excited to be here. | 我很高兴能来 |
| 47 | So happy to be here. | 很高兴在这里。 |
| 48 | And I am so excited to have you. | 我很高兴有你 |
| 49 | We've got so much to talk about. | 我们有很多话要说 |
| 50 | Yes. | 对 |
| 51 | So I'm trying to like figure out if we've covered it all before, | 所以我想看看我们之前是否都查过了 |
| 52 | but we're going to cover it for the people all over again. | 但我们要再次为大家掩盖真相 |
| 53 | We're definitely going to cover it today, I promise you. | 我们今天绝对会处理的 我保证 |
| 54 | Oh, yes, we are. | 哦,是的,我们是。 |
| 55 | And I love you for that. | 我爱你 |
| 56 | When I think about you, Monique, your journey has been like quite literally | 当我想起你,莫妮克 你的旅程就像字面上 |
| 57 | any founder's dream. | 任何创始人的梦想。 |
| 58 | And what I wanted to ask you was like, when you pull the curtain back, | 我想问你的是 当你拉回窗帘时 |
| 59 | what do you think the hardest part has been in building Mayel? | 你认为最难的是什么 在建造Mayel? |
| 60 | Wow. | 珃 |
| 61 | Well, I would say the hardest part in building Mayel | 嗯,我想说最难的部分 建造Mayel |
| 62 | was not having anyone to show me the blueprint | 没有任何人给我看蓝图 |
| 63 | and really just figuring this out as I go. | 并真正地想出这一点 当我去。 |
| 64 | Like we are we were flying the plane and building it at the same time. | 就像我们同时驾驶飞机建造飞机 |
| 65 | And so that can come with a lot of mistakes, a lot of trial and error. | 这样就可以带来很多错误, 很多尝试和错误。 |
| 66 | And, you know, also not having the capital | 而且,你知道, 也没有首都 |
| 67 | to sustain when we first started out, we were bootstrapping | 我们刚开始就坚持下去,我们是在拖鞋 |
| 68 | and using our paychecks and what we had in our savings to fund the business. | 利用我们的薪水 和我们积蓄的钱来资助企业 |
| 69 | And that was a huge risk because, you know, I was working as a nurse. | 那是个巨大的风险,因为,你知道,我在做护士。 |
| 70 | My husband was an engineer. | 我丈夫是个工程师 |
| 71 | And we were really just betting on ourselves. | 我们真的只是赌自己。 |
| 72 | And we had to make this work because, you know, we didn't have a plan B | 因为我们没有B计划 |
| 73 | {\fn华文仿宋\fs16\1cHD1D1D1}回到过去 | |
| 74 | Right. | 对 |
| 75 | We took all of our life savings. | 我们把毕生积蓄都拿走了 |
| 76 | We took all of everything that we were making to just solely put it into Mayel. | 我们把所有我们做的一切 仅仅把它给Mayel。 |
| 77 | And that's the hard part that people don't see. | 这是人们看不到的难处。 |
| 78 | Like they see the glory on the outside, but not really understanding | 就像他们看到外面的荣耀,但并不真正理解 |
| 79 | like the turmoil that comes with the stress of not knowing where | 像是因为不知何地而引发的动荡 |
| 80 | your next payment is going to come from to fund your inventory. | 你的下一笔付款将来自您的库存资金。 |
| 81 | And then you have your kids depending on you | 然后你有你的孩子取决于你 |
| 82 | and you don't want to disappoint them. | 你不想让他们失望 |
| 83 | And then you have the outside world that's looking at you crazy. | 然后你有外面的世界 看着你疯了。 |
| 84 | Like, well, you guys had great jobs. | 比如说,你们有很好的工作 |
| 85 | Why are you leaving these great careers that are very stable? | 你为什么离开这些很稳定的伟大事业? |
| 86 | And you have your 401K and your pension to fall back on. | 你有你的401K 和你的养老金回落。 |
| 87 | Like you're just throwing all of that away. | 碞钩р硂ㄇ常а |
| 88 | So you're also dealing with the pressures of the families and friends | 所以你也面对着家人和朋友的压力 |
| 89 | that don't really understand and see the full picture. | 无法真正理解和看到全貌。 |
| 90 | And, you know, you don't want to disappoint. | 而且,你知道, 你不想失望。 |
| 91 | You don't want to disappoint them, but more importantly, not disappoint yourself. | 你不想让他们失望, 但更重要的是,不要让自己失望。 |
| 92 | 100 percent. | 百分百都一样 |
| 93 | What would you actually say to other founders? | 你会对其他创始人说什么? |
| 94 | Like, what do you wish you'd have known earlier in your journey? | 喜欢,你希望 你早点知道什么? |
| 95 | So what I wish I would have known earlier in my founder journey | 所以,我希望我能早点知道 我的创始人之旅 |
| 96 | is that everyone's not going to like and agree with the decisions | 并不是每个人都喜欢和同意这些决定 |
| 97 | that you make as a founder, even if your intentions are very pure. | 以你为创始人 即使你的意图很纯洁 |
| 98 | And I had to learn that, obviously, when I did my acquisition with P&G | 我不得不知道,很明显, 当我做我的收购P&G |
| 99 | and I felt that this was something that I prayed about, | 我觉得这是 我祈祷的东西, |
| 100 | I felt that, you know, this was something that was God led. | 我觉得,你知道, 这是上帝引领的东西。 |
| 101 | And I knew that my intentions behind why I wanted to be a choir was very pure. | 我知道为什么我想成为唱诗班背后的用意是非常纯粹的。 |
| 102 | But on the back end, I received a lot of criticism for that. | 但是在后方,我为此受到许多批评. |
| 103 | Oh, you did, really? | 哦,真的吗? |
| 104 | I didn't know this. | 我不知道这一点。 |
| 105 | Yeah, yeah, right. | 是啊,是啊,没错。 |
| 106 | Well, I felt it. | 我感觉到了 |
| 107 | I felt it. | 我感觉到了 |
| 108 | We are going to dig all the way in because people really have to understand | 我们要一直挖进去 因为人们真的要明白 |
| 109 | what you've been through, what you built, the scale of what you built. | 你经历的,你建造的, 你建造的规模。 |
| 110 | And then, you know, I feel like you dealt with unbelievable backlash | 然后,你知道,我觉得你处理 难以置信的反弹 |
| 111 | from the very community that you built this brand for. | 从社区 你为这个品牌。 |
| 112 | Yeah, and something that we should celebrate, right? | 是啊,还有我们应该庆祝的东西,对不对? |
| 113 | Yeah, like 100 percent. | 是啊,像100%。 |
| 114 | Like, I was Team Monique all the way in, all the way through. | 就像,我是莫妮克队 一路进入,一路。 |
| 115 | I know you were. | 我知道你们是 |
| 116 | Let me tell you. | 我告诉你 |
| 117 | I received the text. | 我收到那条短信了 |
| 118 | Visibly and noticeably in the text and in the comments. | 在案文和评论中明显可见。 |
| 119 | But I wonder what that actually teaches you about, like, anyone | 但我想知道这实际上 教你,喜欢,任何人 |
| 120 | who holds an opinion of your decisions. | 谁对你的决定有意见。 |
| 121 | Like, what what do you think now having the benefit of hindsight | 喜欢,你现在认为什么 有后观的好处 |
| 122 | and being able to look back at that moment through very, you know, | 并能够回顾那一刻 通过非常,你知道, |
| 123 | rose tinted glasses? | 玫瑰色眼镜? |
| 124 | What did that moment teach you? | 那一刻教你什么? |
| 125 | You know, that moment taught me that you have to stay true to who you are | 你知道,那一刻教会我 你必须保持 真实的你是谁 |
| 126 | and be your authentic self and stay true to your vision. | 成为真正的自我 并忠实于你的愿景。 |
| 127 | And it's OK to know that sometimes people are going to misunderstand you, | 而且人们有时会误会你 |
| 128 | especially when they're not coming from the same place that you came from. | 特别是当他们不是从你来的地方来的 |
| 129 | And, you know, like I talked about earlier, no one understands | 而且,你知道,像我之前谈到, 没有人明白 |
| 130 | the blood, sweat and tears and the sacrifices | 血、汗、泪、牺牲 |
| 131 | that we put in to build in my L. | 我们投入我的L。 |
| 132 | So I can't expect someone that, you know, didn't come from | 所以我不能指望有人, 你知道,不是来自 |
| 133 | the same place that I came from, didn't walk a day in my shoes. | 跟我来的地方一样 一天都没穿鞋走路 |
| 134 | I can't expect them to understand why I made the decisions | 我不能指望他们明白我为什么做决定 |
| 135 | and why I decided to, you know, partner with the brand | 和为什么我决定,你知道, 伙伴品牌 |
| 136 | that can take my brand to a global place. | 这能把我的品牌带到一个全球的地方。 |
| 137 | You know, when I built my L from the ground up, I never wanted it to be mediocre. | 你知道,当我从地上建起我的L, 我从来没有希望它是平庸的。 |
| 138 | I've always wanted it to be a global brand. | 我一直希望它成为全球品牌. |
| 139 | And so it really just taught me to just stay true to my vision. | 所以它真的教会了我 保持真实的愿景。 |
| 140 | You know, hold on to that vision. | 你知道,坚持住的视觉。 |
| 141 | But I knew that I needed to surround myself with the right people | 但我知道,我需要 包围自己与正确的人 |
| 142 | to help execute that vision. | 帮助实现这一愿景。 |
| 143 | So I would tell founders like, you know, stay true to your vision, stay close to it. | 所以我会告诉创始人,你知道, 保持真实的愿景, 接近它。 |
| 144 | But you don't have to be the one to always carry the vision with you. | 但你不必一直带着幻觉 |
| 145 | Like that's a smart entrepreneur is finding the right people | 就像一个聪明的企业家在寻找合适的人 |
| 146 | to help execute with you, not for you. | 帮助你执行,不是为你。 |
| 147 | So you can truly realize the full potential of what you started | 这样你就能真正意识到 你开始的全部潜力 |
| 148 | for me in my home, in my kitchen. | 在我家,在厨房 |
| 149 | Right. | 对 |
| 150 | And so to me, it's a huge success story. | 对我来说,这是一个巨大的成功故事。 |
| 151 | And, you know, I just feel that people may not get it, may not understand. | 而且,你知道,我只是觉得 人们可能得不到它, 也许不明白。 |
| 152 | But I know that my intention behind it was for people to have access | 但我知道我的本意 是让人们能够进入 |
| 153 | to products that, you know, were not necessarily at show | 对产品,你知道, 不一定在显示 |
| 154 | when I was a consumer looking for products and brands to support me | 当我是一个消费者 寻找产品和品牌支持我 |
| 155 | and my hair journey. | 还有我的发型旅行 |
| 156 | So at the same time, while, you know, our consumers or our community, | 所以,同时,虽然,你知道, 我们的消费者或我们的社区, |
| 157 | we complain about like there's a lack of access. | 我们抱怨说好像没有通道 |
| 158 | But when brands like Mayel grows to the capacity and scale, | 但是,当像Mayel这样的品牌 成长到能力和规模, |
| 159 | you know, we shouldn't be criticized for doing the very thing that, | 你知道,我们不应该被批评 做这件事, |
| 160 | you know, people complain about not having access to a million percent. | 你知道,人们抱怨 没有获得百万%。 |
| 161 | Listen, and I think there's two sides of this conversation, right? | 听着 我想这对话有两面 |
| 162 | Because what we're really talking about is on one hand, | 因为我们真正谈论的是一方面, |
| 163 | a lack of understanding, perhaps a lack of what it actually takes | 缺乏理解,也许缺乏实际需要 |
| 164 | and the reasons that people are able to buy and then have an exit like you | 以及人们能够买到,然后有你这样的出口的原因 |
| 165 | like you had. | 就像你曾经那样 |
| 166 | And what I want to make sure that we do today is really take people | 我想确保我们今天做的是 真正把人带走 |
| 167 | on a journey, because it's so important to understand what you did, | 在旅途中 因为了解你的所作所为非常重要 |
| 168 | when you did it, how you did it, because you are such a blueprint | 你做它,你怎么做, 因为你是如此的蓝图 |
| 169 | for so many people out there. | 这么多人在那里。 |
| 170 | But by the same token, I really want to kind of dispel a few myths. | 但同样,我真的想 消除一些神话。 |
| 171 | And that, I think, is is really, really important, | 我认为,这真的很,真的很重要, |
| 172 | because when you don't know better, you can't do better. | 因为当你不知道的更好, 你不能做更好的。 |
| 173 | And one of the reasons that I even started this show was really to lift | 我开始这个节目的原因之一是 |
| 174 | the lid, right, to be honest about what does it take to raise | 盖子,对, 诚实地说,需要什么来抚养 |
| 175 | capital? | 资本? |
| 176 | What do you need along the way? | 沿途你需要什么吗? |
| 177 | What does it take to exit a business? | 退出企业需要什么? |
| 178 | What happens on the other side of that exit? | 出口的另一边发生了什么? |
| 179 | So we're going to talk about a lot of that today. | 我们今天要谈很多 |
| 180 | But if you don't know, if you've never done that before, | 如果你不知道,如果你从来没有这样做过, |
| 181 | if you don't know anyone who's ever done it, the kind of lack of understanding | 如果你不认识谁做过 那种缺乏理解 |
| 182 | is what I think most visibly showed itself after your exit. | 我认为你离开后 最明显地表现出来了 |
| 183 | It was really like more about worry, frustration. | 更像是担心 沮丧 |
| 184 | You know, it's like it is what she's done going to like leave us | 你知道,就像这是什么 她会喜欢离开我们 |
| 185 | and no longer belong to us. | 不再属于我们 |
| 186 | And so I think it's important to kind of like explore a little bit around that. | 所以我认为,重要的是,应该 探索一下这个问题。 |
| 187 | But before we do, we have to go back to growing up in Chicago | 但在此之前,我们必须回到芝加哥长大 |
| 188 | because your story is so wonderful. | 因为你的故事太精彩了 |
| 189 | And I wonder, like, what were you inspired by? | 我在想,你从哪里得到灵感的? |
| 190 | Like, who did you want to be? | 你想成为谁? |
| 191 | Like, talk to me a little bit about little girl Monique. | 跟我谈谈莫妮克的小女孩 |
| 192 | Yeah, you know, that's interesting. | 是啊,你知道,这是有趣的。 |
| 193 | So, yes, I'm from Chicago, South Side, to be exact. | 所以,是的,我来自芝加哥, 南区,准确的说。 |
| 194 | And I grew up and, you know, I have both my parents in the household. | 我长大了,你知道,我父母都在家中。 |
| 195 | But, you know, I write about this in my book. | 但是,你知道,我写在我的书。 |
| 196 | My dad, he did suffer with substance abuse. | 我的爸爸,他确实患有滥用药物。 |
| 197 | But he was there. | 但他在场 |
| 198 | And, you know, seeing his struggle and what he went through, | 而且,你知道,看到 他的斗争和他经历了什么, |
| 199 | I feel like that gave me the motivating factor | 我觉得这给了我动力 |
| 200 | and the determination to, you know, say I wanted to do something different. | 和决心,你知道, 说我想做一些不同的事情。 |
| 201 | And my dad passed away in August, unfortunately. | 很不幸,我爸爸在8月去世了。 |
| 202 | Thank you. | 谢谢 |
| 203 | And as I sit back and reflect, I always tell myself, | 当我坐下来反省时 我总是对自己说 |
| 204 | like, he went through the suffering and the pain so that I can run | 像,他经历了痛苦和痛苦 让我可以跑 |
| 205 | and continue on his legacy. | 继续他的遗产。 |
| 206 | So, you know, I look at the bright side of, you know, the life that he lived | 所以,你知道,我看着光明的一面, 你知道,他的生活 |
| 207 | and the struggles that my mom had to endure in order for her | 我妈妈为了她不得不忍受的挣扎 |
| 208 | to support two kids on her own, pretty much. | 支持两个孩子 她自己,几乎。 |
| 209 | And she did the best that she could. | 她尽力了 |
| 210 | And she was really adamant about making sure that her kids | 她非常坚持要确保她的孩子 |
| 211 | knew how to survive in this world. | 知道如何生存在这个世界上。 |
| 212 | So I didn't grow up with the mentality of like, I'm going to thrive in life. | 所以我在成长过程中没有这种心态, 我将在生活中蓬勃发展。 |
| 213 | Right. | 对 |
| 214 | Or I'm going to be like such and such when I grow up, | 或者我长大后会变成这样 |
| 215 | because quite frankly, I didn't have examples of women that look like me | 因为坦白说 我没有像我这样的女人 |
| 216 | that were, you know, business owners or doing something amazing, | 那些,你知道的,企业主 或做一些惊人的事情, |
| 217 | you know, operating in the boardrooms and running businesses. | 你知道,在董事会和经营企业。 |
| 218 | What were your goals and aspirations? | 你的目标和愿望是什么? |
| 219 | Do you even remember? | 你还记得吗? |
| 220 | Yeah, of course. | 当然 |
| 221 | So my goals and aspirations was what I did eight years before I started my L | 所以,我的目标和愿望是我8年前做的 我开始我的L |
| 222 | because that's what I saw. | 因为我看见了 |
| 223 | So my mom, she worked at a hospital and she was there for over 40 years | 我妈妈在医院工作了40多年 |
| 224 | before she retired. | 在她退休之前, |
| 225 | And she would take me to this is when you could take kids to the hospital. | 她会带我去这 当你可以带孩子去医院。 |
| 226 | So she would take me to work. | 所以她会带我去工作。 |
| 227 | And, you know, I would see all of her nurse friends. | 而且,你知道,我会看到 她的所有护士朋友。 |
| 228 | And my mom was very strategic and like putting me in that position | 我妈妈非常有策略 喜欢把我放在那个位置 |
| 229 | and giving me that exposure, which is what was the best that she can do | 并给我的曝光, 这是她能做的最好的 |
| 230 | at that time. | 那时。 |
| 231 | And I saw all of her nurse friends. | 我看到她所有的护士朋友 |
| 232 | And that was my my inspiration of like, OK, I want to be a nurse. | 这就是我的灵感 我想当护士 |
| 233 | Like, I want to take care of people. | 我想照顾别人 |
| 234 | And so she was very adamant about, you know, if you do this | 所以她很坚持 如果你这么做 |
| 235 | and you become a nurse, it's recession proof. | 你成为一名护士,这是衰退的证据。 |
| 236 | You always have a job. | 你总是有一份工作。 |
| 237 | You always have something to fall back on. | 你总是有东西 倒退。 |
| 238 | She was trying to give you a safety net. | 她想给你一个安全网 |
| 239 | She was giving me like stability and, you know, survival. | 她给了我像稳定 和,你知道,生存。 |
| 240 | So that's what I saw. | 这就是我看到的。 |
| 241 | And that was what I wanted to be. | 这就是我想要的。 |
| 242 | And no aspiration to like own a business, run a business one day. | 并且没有希望拥有一个企业, 一天经营一个企业。 |
| 243 | When I was younger, I've always been very independent | 年轻时,我一直很独立 |
| 244 | and I've always been like a leader. | 我一直像个领袖 |
| 245 | Like if we were playing house or, you know, playing grocery store, | 就像我们玩房子,或者,你知道, 玩杂货店, |
| 246 | I was the one that was always in charge. | 我总是负责的 |
| 247 | My mom would also work weekends. | 我妈妈也会在周末工作 |
| 248 | So I would be at home by myself and it'll be me and my brother. | 所以我就一个人在家 就是我和我弟弟 |
| 249 | And he's he's younger. | 而且他更年轻。 |
| 250 | So he would be off doing his own thing. | 那样他就会自己动手了 |
| 251 | But I would be I was bored. | 但我会很无聊 |
| 252 | And I think that boredom is the birthplace of creativity. | 我认为无聊是创造力的发源地。 |
| 253 | So in my mind, I would just sit there and just create | 所以在我的脑海中,我会坐在那里 创造 |
| 254 | and imagine this lifestyle that I wanted. | 想象一下我想要的生活方式 |
| 255 | So I imagined the lifestyle that I wanted at a young age, | 所以我想象了年轻时想要的生活方式 |
| 256 | but didn't necessarily know that I wanted to be an entrepreneur. | 但不一定知道我想当企业家 |
| 257 | I didn't like connect the dots. | 我不喜欢连接点。 |
| 258 | Right. | 对 |
| 259 | Do you think about that now as like some kind of visualization? | 你觉得这就像某种视觉吗? |
| 260 | Like, do you even believe in that? | 你相信吗? |
| 261 | What do you think it is? | 你觉得是什么? |
| 262 | Yeah, I absolutely believe in, you know, visualizing your future. | 是的,我绝对相信,你知道, 想象你的未来。 |
| 263 | And one of my favorite Bible verses is write the vision and make it plain. | 我最喜欢的圣经诗句之一 就是写出幻象,让它清晰明了。 |
| 264 | So I'm a firm believer of like what you visualize and you pray on that | 所以我坚信你所想象的 你所祈祷的 |
| 265 | and you actually put the work in. | 你实际上把工作。 |
| 266 | You can bring your vision to fruition. | 你可以让你的梦想成真 |
| 267 | Right. | 对 |
| 268 | In your story. | 在你的故事里。 |
| 269 | And kind of I've known you for a little while now. | 我认识你很久了 |
| 270 | And I know that this big turning point came for you when you lost your son. | 我知道当你失去儿子时 这个大转折点就来了 |
| 271 | And it feels to me like that was such a pivotal moment. | 在我看来,这是一个关键的时刻。 |
| 272 | Do you mind talking about that a little bit? | 你介意谈谈吗? |
| 273 | Because I feel like that was some of like the catalyst | 因为我觉得那是催化剂 |
| 274 | at what kind of gave you the impetus to be able to start on this journey | 怎样才能让你踏上这个旅程 |
| 275 | of entrepreneurialism. | 企业主义。 |
| 276 | Yeah. | 对 |
| 277 | And I'll just, you know, just back up a little bit. | 我会,你知道, 只是备份一点点。 |
| 278 | As I was working as a nurse, you know, I did that for eight years. | 当我做护士时,你知道,我做了8年。 |
| 279 | And as I talk about like all of these things are like festering in my vision. | 当我谈到这些事情时 就像在视觉中堕落 |
| 280 | I never had the courage to like step out and just try something different. | 我从来没有勇气 喜欢走出, 只是尝试不同的东西。 |
| 281 | You know, throughout my nursing career, I tried to do a lot of different things. | 你知道,在我的护理生涯中, 我试图做很多不同的事情。 |
| 282 | I went from direct sales, Mary Kay, Cincy Candles. | 我从直接销售,玛丽凯,辛西蜡烛。 |
| 283 | And so, again, like that entrepreneurial book was always there. | 所以,再次,像那本创业书总是在那里。 |
| 284 | Right. | 对 |
| 285 | Didn't quite define what it was at that time. | 那时还不清楚是什么 |
| 286 | And I went through the tragic loss of my son in 2013 | 我经历了我的儿子在2013年的惨痛损失 |
| 287 | when I was eight months pregnant. | 我怀孕八个月的时候 |
| 288 | His name is Milan. | 他叫米兰 |
| 289 | And I'm so sorry for you. | 我为你感到难过 |
| 290 | I feel like so many people listening will understand that pain | 我觉得这么多人听会明白痛苦 |
| 291 | and and that devastation. | 以及那场灾难 |
| 292 | And I think that one of the reasons I wanted to touch on it is because for you, | 我认为我想谈的原因之一 是因为你 |
| 293 | it was such a kind of a pivotal moment. | 那是个关键的时刻 |
| 294 | And so it's so incredible to watch who you are now | 看你现在是谁真不可思议 |
| 295 | and to understand that it kind of came and was born out of such unbelievable pain. | 并理解它 那种来和诞生 由这种令人难以置信的痛苦。 |
| 296 | No doubt. | 毫无疑问 |
| 297 | Yeah. | 对 |
| 298 | And that's how my ill was created. | 我的病就是这样产生的 |
| 299 | Because, you know, my son, he unfortunately passed away, | 因为,你知道,我的儿子, 他不幸去世, |
| 300 | but I feel like his impact in my life and to our family's life was more impactful. | 但我觉得他对我和我们家的影响更大 |
| 301 | And he wasn't even here for a long time on this earth. | 他甚至没有在这里 很长时间在这个地球上。 |
| 302 | And my son allowed me to develop courage | 我儿子让我鼓起勇气 |
| 303 | because when you go through tragic things like that, you know, | 因为当你经历 悲惨的事情,你知道, |
| 304 | it really causes you to like take a step back and do a lot of self reflection. | 这真的让你喜欢退一步 做很多自我反思。 |
| 305 | And my pregnancy was high risk. | 我怀孕的风险很高 |
| 306 | It was also high risk for my life. | 我的生命也面临很大风险。 |
| 307 | And I'm like, look, you only get one shot at life. | 而我喜欢,你看, 你只有一个机会 生命。 |
| 308 | And I no longer wanted to live life based on someone else's terms. | 我不再想根据别人的条件生活下去 |
| 309 | I no longer wanted to live my life based off of what my mom wanted for me. | 我不再想靠我妈想要的来过我的生活 |
| 310 | And my son, Milan, also allowed me to gain a closer relationship with God. | 我儿子米兰也允许我与上帝建立更亲密的关系. |
| 311 | And that's when the moment that was so pivotal for me changed, | 那时,对我来说如此关键的时刻发生了变化, |
| 312 | because even though his his death was so traumatic and so heartbreaking and so hurtful, | 虽然他的死很痛苦 令人心碎 伤人 |
| 313 | but it was a gift and sometimes pain can come in a gift. | 但它是一个礼物, 有时痛苦会出现在礼物。 |
| 314 | But the gift doesn't always come wrapped in shiny wrapping paper, right? | 但礼物不是总是用闪亮的包装纸包裹的 对吧? |
| 315 | It can come ugly, messy, whatever. | 它可能会变得丑陋,乱七八糟的,随便。 |
| 316 | And we don't look at it in that moment as like this is a gift that God has given me. | 在那一刻,我们不看它 像这是上帝给我的礼物。 |
| 317 | But I had to shift my narrative and not ask God, why me? | 但我不得不改变我的叙述 而不是问上帝,为什么是我? |
| 318 | But what are you trying to show me from this? | 但你想给我看什么? |
| 319 | And so the courage that I had to leave my nursing career, | 我不得不放弃护理事业的勇气 |
| 320 | no matter what everyone else was saying, | 不管其他人说什么 |
| 321 | no matter how many times my mom begged me to continue to renew my license, | 不管我母亲多少次求我 继续延长我的执照, |
| 322 | I had to like turn off the distractions, ignore the noise and say, you know what? | 我不得不关闭 分散注意力, 忽略噪音 并说,你知道吗? |
| 323 | This is for me. | 这是给我的。 |
| 324 | Yes. | 对 |
| 325 | Because this is my life. | 因为这是我的生活。 |
| 326 | This is not no one else's life. | 这不是别人的生活。 |
| 327 | And I have to do something that brings me joy and fulfillment. | 我必须做一些让我快乐和满足的事。 |
| 328 | And starting my L gave me that creative outlet. | 开始我的L给我的创意出口。 |
| 329 | First of all, it's incredible that you had this gift out of this tragedy, | 首先,这是不可思议的 你得到了这个礼物 从这场悲剧, |
| 330 | became this courage because so many of us can live with fear and we have these big | 成为这样的勇气,因为我们中这么多人 能够生活在恐惧之中, 我们有这些巨大的 |
| 331 | ideas about our life and big ideas about what it is that we want to do. | 关于我们生活的想法 和关于我们想要做什么的大想法。 |
| 332 | But they stay kind of trapped. | 但他们被困住了 |
| 333 | And I feel like, you know, I, I've just written a book then. | 我觉得,你知道, 我刚刚写了一本书。 |
| 334 | And, and one of the things that I talk about is the emotions that hold you back | 我所谈的其中一件事 就是让你无法自拔的情感 |
| 335 | and how being able to get out of that space and get past fear is probably one of | 如何走出那个空间 摆脱恐惧可能是其中之一 |
| 336 | the most important things specifically for women that we can do. | 对我们女性来说最重要的事情,我们可以做。 |
| 337 | So I want you to talk just a little bit more about that, because one of the | 所以我希望你再多说一点 因为其中之一 |
| 338 | scariest things in the world is starting a business, especially for somebody like | 世界上最可怕的事情是 创业,特别是对于像 |
| 339 | you, who has everybody in the background telling you that it's the wrong thing | 你,谁有每个人的背景 告诉你这是错的 |
| 340 | coming out of tragedy, but also like not knowing like what to do, like what's the | 从悲剧中出来, 但也喜欢不知道如何做, 像是什么 |
| 341 | first step. | 第一步。 |
| 342 | So take me back to that original moment when you're like, okay, I'm, you know, | 所以带我回到最初的时刻 当你喜欢,好吧,我,你知道, |
| 343 | I'm going to use this kind of literal God given courage and I'm going to start | 我要用这种神的勇气开始 |
| 344 | this thing, like what was going through your mind and were you so, so scared? | 这件事情,就像是什么 贯穿你的脑海,你是如此,如此害怕? |
| 345 | Yeah. | 对 |
| 346 | And I think that's the misconception is that I think people look at people like | 我认为这是错误的观念 我认为人们看人喜欢 |
| 347 | me and you and say, oh, they're fearless. | 我和你,说,哦, 他们无所畏惧。 |
| 348 | Like they're, they're never scared to do anything. | 像他们一样,他们从来不害怕做任何事情。 |
| 349 | Like I'm, I'm scared. | 就像我一样,我很害怕。 |
| 350 | I'm scared right now, right? | 我现在很害怕,对不对? |
| 351 | We're always scared. | 我们总是害怕。 |
| 352 | And, and that's the thing, like you have to do it despite being afraid. | 事情就是这样的,就像你必须这样做 尽管害怕。 |
| 353 | And that's really what courage really is. | 这就是真正的勇气。 |
| 354 | And even if you have like a little bit of courage, that's all it takes. | 即使你有一点勇气 也只能这样了 |
| 355 | And so, yeah, when I think back to starting and stepping out on faith, I think my | 所以,是的,当我回想 开始和踏出信仰,我想我的 |
| 356 | situation was also a little different because the courage that I gained came | 情况也有点不同 因为我的勇气来了 |
| 357 | from loss. | 从损失。 |
| 358 | And so when you go through loss and when you go through tragic things in life, you | 所以当你经历损失 当你经历悲惨的人生 |
| 359 | have the mentality, you have a different perspective on life because my mentality | 你对生活有不同的看法 因为我的心态 |
| 360 | at that time was, well, what else do I have to lose? | 那时我还能失去什么? |
| 361 | Right. | 对 |
| 362 | You know, I've already gone through like the most traumatic thing in my life. | 你知道,我已经经历了 像我生命中最痛苦的事情。 |
| 363 | Like you've gone through hell. | 就像你经历了地狱一样 |
| 364 | Yeah. | 对 |
| 365 | Like what can happen from here? | 比如从这里能发生什么? |
| 366 | I fail. | 我失败了 |
| 367 | Like if I fail, then that's still not worse than what I've just gone through. | 就像我失败了,那还是不会比我刚刚经历的更糟. |
| 368 | I also had the thought and mentality of like, I don't care what anyone else says. | 我也有那种想法和心态 我不在乎别人怎么说 |
| 369 | Like, do you guys understand what I've just gone through? | 你们明白我刚刚经历了什么吗? |
| 370 | Like you telling me that to be stable and to stay in my nursing career because | 就像你告诉我要稳定 并留在我的护理生涯,因为 |
| 371 | it's safe and it's job security is not really job security if what I went through | 工作保障不是真正的工作保障 如果我经历了什么 |
| 372 | couldn't save me from what I've gone through. | 无法从我的经历中拯救我 |
| 373 | Right. | 对 |
| 374 | I had to change my mindset from a spirit of lack to a spirit of abundance, knowing | 我不得不改变我的心态 从缺乏精神 变为丰富精神,知道 |
| 375 | that whatever I put out there in the world and I work for it, I'm going to | 无论我放在哪里 我为它工作,我会 |
| 376 | attract that. | 吸引这个。 |
| 377 | Right. | 对 |
| 378 | You're going to attract the abundance that I'm focused on. | 你会吸引我所关注的丰富 |
| 379 | Like when you focus on lack, what you focus on grows. | 就像你专注于缺乏, 你专注于增长。 |
| 380 | And I just had to shift my mindset and say, I'm not going to allow my circumstances | 我不得不改变我的心态 说,我不会允许我的情况 |
| 381 | to define my future. | 来决定我的未来 |
| 382 | I'm going to take hold of my future because I do feel that I'm co-creating | 我要把握我的未来 因为我觉得自己在共同创造 |
| 383 | with God and we're going to create this together. | 和上帝一起创造这个。 |
| 384 | But it's an interesting way to look at it because, and listen, one of my favorite | 但它是一个有趣的方法来看待它 因为,听着,我最喜欢的之一 |
| 385 | episodes we've ever done of this podcast is with a guy called Rich Kleiman that | 我们做过的播客 和一个叫里奇·克莱曼的家伙在一起 |
| 386 | talks about the chaos that he had in his childhood and how that actually benefited | 谈到他童年的混乱 以及他是如何受益的 |
| 387 | his career and what he does and how he kind of moves through the world now. | 他的事业,他做什么, 他如何移动 通过现在的世界。 |
| 388 | And actually when you check it, it's like he would never be able to do that job | 实际上,当你检查它, 它就像他永远不会做那工作 |
| 389 | had it not been for this training and being forged in fire. | 假若不是因为这个训练 和在火中伪造。 |
| 390 | And I think so much about what you're talking about right now is very, very | 我非常想你现在在说什么 非常非常 |
| 391 | similar. | 类似。 |
| 392 | It's because of where you came from. | 因甚么处来. |
| 393 | It's because of the things that happened to you that you were able to kind of | 是因为你身上发生的事情 你才有种 |
| 394 | take this initial step. | 采取这个第一步。 |
| 395 | And I think one of the reasons you've been able to be so successful because it | 我认为你之所以能这么成功 其中一个原因是 |
| 396 | gives you not just discipline, but it gives you some distance of like through | 不仅让你遵守纪律 还能让你保持一段距离 |
| 397 | which you can see things like really clearly. | 你可以看清楚一些事情 |
| 398 | So talk to me about those early days. | 所以跟我谈谈那些早期的事 |
| 399 | You make a decision in your head that you are going to start something that | 你在脑子里做一个决定 你要开始一些事情 |
| 400 | what does it actually look like? | 它实际上是什么样子? |
| 401 | Yes. | 对 |
| 402 | So I actually started on social media. | 所以我从社交媒体开始。 |
| 403 | It was 2014. | 这是2014年。 |
| 404 | 因此Instagram实际上是2013年. | |
| 405 | I'm sorry. | 对不起 |
| 406 | 而Instagram只是图片。 | |
| 407 | And I remember scrolling on Instagram and seeing like these girls with these | 我记得在Instagram上滚动 看到这些女孩带着这些 |
| 408 | beautiful, luscious curls. | 美丽的,可爱的卷发。 |
| 409 | And, you know, I have two girls and they were younger at the time and they have | 你知道,我有两个女孩 她们当时还年轻,她们有 |
| 410 | beautiful, luscious curls. | 美丽的,可爱的卷发。 |
| 411 | And I remember like I used to have beautiful, luscious curls. | 我记得我曾经有 美丽,优雅的卷发。 |
| 412 | What happened to my curls after like years of like straightening my hair? | 我的卷发在理发后怎么了? |
| 413 | And having so much heat damage. | 和有这么多的热损伤。 |
| 414 | I went on a mission to figure out how to restore my own curls. | 我去了一个任务 找出如何恢复自己的卷发。 |
| 415 | But were you making products? | 但你在做产品吗? |
| 416 | Are you making just stuff that goes on your hair at that point? | 你在做那些头发上的东西吗? |
| 417 | I was just making stuff that goes. | 我只是在做东西去。 |
| 418 | Like my intention was not to start a brand. | 就像我的意图 不是启动一个品牌。 |
| 419 | Like this was really a hobby. | 就像这真的是一个爱好。 |
| 420 | You were just out there on social media. | 你刚刚在社交媒体上 |
| 421 | Yeah. | 对 |
| 422 | I was trying to solve a problem for myself. | 我想自己解决一个问题 |
| 423 | And I'll tell you, my initial idea was actually to create a hair salon. | 我告诉你,我最初的想法是 建立一个发廊。 |
| 424 | That was like before my L. | 这就像我的L。 |
| 425 | So I was like, I'm going to create this hair salon. | 所以我想,我要去 创建这个发廊。 |
| 426 | And that evolved into now figuring out, OK, how do you make these, you know, | 演化成现在想出, 好了,你怎么做这些,你知道, |
| 427 | different concoctions? | 不同的装饰? |
| 428 | And so I started with food products and, you know, putting egg and mayo, | 于是我从食品开始 加上蛋和蛋蛋 |
| 429 | you know, the traditional what your grandmother tells you to like mix together. | 你知道,传统的东西 你的祖母告诉你喜欢混合在一起。 |
| 430 | And I realized that, you know, I had one incident where I put egg in my hair, | 我意识到,你知道, 我有一个事件 在那里我把鸡蛋在我的头发, |
| 431 | got in the hot shower, the egg cooked in my hair. | 在热淋浴, 鸡蛋煮在我的头发。 |
| 432 | And it was like so hard. | 这就像如此艰难。 |
| 433 | It was like crumbled egg, like scrambled eggs in my hair. | 这就像碎鸡蛋, 像碎鸡蛋在我的头发。 |
| 434 | And it was so hard to get out. | 很难脱身 |
| 435 | And so I'm like, OK, this is this is clearly not the right thing to do. | 所以我想,好吧,这显然不合适。 |
| 436 | And so, again, I'm very self aware. | 所以,再次,我很 自我意识。 |
| 437 | And I knew that my level of expertise probably stops here. | 我知道,我的专业水平 可能停止在这里。 |
| 438 | But I knew that I understood like the science behind, | 但我知道,我理解 就像背后的科学, |
| 439 | you know, how to properly take care and maintain your hair. | 你知道,如何适当 照顾和保持你的头发。 |
| 440 | So I said, I want to find a chemist that can help, you know, | 所以我说,我想找个化学家 能帮助,你知道, |
| 441 | extract the ingredients that I have in my head and help me create formulas | 提取我脑中的成分 帮助我创造公式 |
| 442 | that will actually work and give me the benefits and the desires | 将实际工作,给我利益和欲望 |
| 443 | that I want for my hair without eggs cooking in my hair. | 我想为我的头发 不煮鸡蛋在我的头发。 |
| 444 | I mean, it's a it's a good way forward. | 我的意思是,这是一个它是一个良好的前进道路。 |
| 445 | Yeah. | 对 |
| 446 | So at this point, OK, you're on social media. | 所以,现在,好吧,你在社交媒体上。 |
| 447 | Do you remember how many followers you had? | 你还记得你有多少追随者吗? |
| 448 | Like, did it start to like track? | 像,它开始喜欢轨道? |
| 449 | No, I didn't get a lot of traction at first. | 不,我一开始没有得到很多的牵引力。 |
| 450 | I think people were very confused as to like what I was doing. | 我觉得人们很困惑 我在做什么。 |
| 451 | What is she doing? | 她在干吗? |
| 452 | Yeah, because most people that were following me, | 是啊,因为大多数人 跟踪我, |
| 453 | they knew me as like a nurse, a mom, a wife. | 他们把我当成护士 母亲 妻子 |
| 454 | And here I am posting these eggs concoctions | 我在这里张贴这些蛋饰 |
| 455 | and showing the actual like demonstration. | 并展示真实的,像演示。 |
| 456 | And people are like, what? | 人们喜欢,什么? |
| 457 | Like, I even got messages like, what are you doing? | 喜欢,我甚至得到的信息喜欢, 你在干嘛? |
| 458 | My husband would even ask, like, what are you doing? | 我丈夫甚至会问,喜欢, 你在干嘛? |
| 459 | What are you putting in your hair? | 你在头发里放什么? |
| 460 | Like, he didn't even realize what I was doing at that point. | 他根本没意识到我当时在做什么 |
| 461 | I don't even think I realized it. | 我甚至没意识到 |
| 462 | And I said, I'm trying to create these products, | 我说,我试图创造这些产品, |
| 463 | but I know that I'm not doing it right. | 但我知道我做错了 |
| 464 | So I want to find the right person to help me like create these formulas. | 所以我想找个合适的人来帮助我,比如创造这些公式。 |
| 465 | And it's crazy. | 则其狂也. |
| 466 | Yeah. | 对 |
| 467 | So you call a chemist and you start making product. | 所以你叫化学家,然后开始生产产品。 |
| 468 | Well, it wasn't that easy. | 没那么容易 |
| 469 | Like I had to call several different chemists and manufacturers. | 就像我不得不叫几个不同的化学家和制造商一样。 |
| 470 | Where did you even get the data? | 你从哪里得到数据? |
| 471 | Like, tell me, like, what did you do? | 告诉我,你做了什么? |
| 472 | Because this is where people always in a story. | 因为这是人们在故事中总有的地方。 |
| 473 | It's like, so then I started, you know, canning the drinks or then I started, | 就像,所以我开始,你知道, 罐装饮料,或者我开始, |
| 474 | you know, like whatever it is. | 你知道,像它是什么,这是。 |
| 475 | It's like at one point, where did you get the chemist details? | 你从哪里得到化学细节的? |
| 476 | What was the first meeting? | 第一次见面是什么? |
| 477 | How did you what did you pay them? | 你怎么付给他们的? |
| 478 | Like, give me this early, dirty information. | 像,给我这个早期,肮脏的信息。 |
| 479 | Yeah. | 对 |
| 480 | So I found the chemist that I started working with on Google. | 于是我找到了我开始和Google合作的化学家。 |
| 481 | OK, so I would just Google like chemists, manufacturing companies, facilities. | 好吧,所以我只谷歌 像化学家,制造公司,设施。 |
| 482 | And so I started with going to manufacturing facilities first. | 所以我首先去制造设施。 |
| 483 | Got it. | 明白吗? |
| 484 | And that wasn't working because they all required high minimums. | 这不起作用,因为他们都要求最高的最低标准。 |
| 485 | And I couldn't afford that. | 我负担不起 |
| 486 | And so if you wanted to like create and formulate like one product, | 所以,如果你想喜欢 创建和开发像一个产品, |
| 487 | the minimum would be like 10,000. | 最低是一万块 |
| 488 | And as a new entrepreneur, I couldn't afford 10,000 just for one product. | 作为一个新企业家,我买不起一万只买一个产品。 |
| 489 | And then I hadn't tested the market. | 然后我没有测试市场。 |
| 490 | So I really didn't know if this product was going to be a hit or not. | 所以我真的不知道这个产品是否会成为打击。 |
| 491 | So I continued to Google, continued to like set meetings. | 所以我继续谷歌,继续喜欢安排会议。 |
| 492 | I was traveling to like California, Minnesota, | 我旅行到加州,明尼苏达 |
| 493 | like the places that I knew that had like big manufacturing facilities | 像那些我知道的地方 有像大型制造设施 |
| 494 | that were experts in hair care, textured hair. | 那些是护理发型的专家 纹理发型 |
| 495 | So it can't just be like a regular manufacturer. | 所以不能只是像一个普通的制造商。 |
| 496 | I knew exactly the industry that I wanted to work in. | 我完全了解我想工作的行业 |
| 497 | And so I was fortunate enough, like after maybe calling | 所以我很幸运,比如在打过电话之后 |
| 498 | 20 different chemists and manufacturers, | 20个不同的化学家和制造商, |
| 499 | I was able to find a very small local chemist in Chicago | 我在芝加哥找到了一个非常小的本地化学家 |
| 500 | that they were also up and coming as well. | 他们也起来,也来了 |
| 501 | And they were looking to partner. | 他们正在寻找伴侣。 |
| 502 | They wanted to stay behind the scenes and they were looking to partner | 他们想留在幕后 他们想搭档 |
| 503 | with someone that understood brand building. | 和一个懂品牌建筑的人 |
| 504 | Do you? | 是吗? |
| 505 | I didn't understand brand building. | 我不懂品牌建设 |
| 506 | How did you convince them you understood brand building? | 你怎么说服他们 你理解品牌建筑? |
| 507 | I didn't. | 我没有。 |
| 508 | No, but we they that they took a bet on me. | 不,但是我们 他们赌我。 |
| 509 | Like we took a bet on each other. | 就像我们打赌一样 |
| 510 | What did you and you took a bet as well? | 你和你打过什么赌? |
| 511 | Because what did you have to pay that? | 因为你要付多少钱? |
| 512 | Because again, you're on a nurse's salary at this point. | 再说一遍,你现在有护士的薪水 |
| 513 | You've got two small kids and a husband. | 你有两个小孩和一个丈夫 |
| 514 | What did you even decide would be an OK amount to spend on this exploration? | 你甚至决定用多少钱来进行这次探索? |
| 515 | Yeah. | 对 |
| 516 | So here's what I did. | 这就是我所做的。 |
| 517 | So they have very low minimums. | 所以他们的最小值非常低。 |
| 518 | I think their minimums were probably like 50 at the time. | 我想他们当时的最低标准大概是50 |
| 519 | I can't I can't remember exactly right, you know, off the top of my head. | 我记不起来了,你知道的,从头到尾 |
| 520 | And their costs were very cheap. | 他们的成本非常低廉。 |
| 521 | So I'm thinking the price was maybe three dollars per bottle at that time. | 我想当时的价格可能是每瓶3美元。 |
| 522 | That was doable for me. | 这对我来说是可行的。 |
| 523 | And they were willing to work with me. | 他们愿意和我一起工作 |
| 524 | So like, I don't know if you do. | 所以,我不知道你有没有。 |
| 525 | You remember Lillway? | 你还记得利尔韦吗? |
| 526 | 我们以前有Lillway | |
| 527 | My mom would go to the store and put it on Lillway. | 我妈妈会去商店 把它放在利尔韦。 |
| 528 | Yeah, shut up. | 是啊,闭嘴。 |
| 529 | That's amazing. | 这是惊人的。 |
| 530 | So like I would order my products of what I wanted to produce and formulate. | 就像我点出我想要制作的产品 |
| 531 | I would make a payment and then we would make payment arrangements with them | 我会付钱,然后我们和他们做出付款安排 |
| 532 | and say, OK, well, you know, we get our paychecks on such and such day in two weeks. | 并说,好吧,你知道, 我们得到我们的薪水 在这样和这样的一天 在两周内。 |
| 533 | We're going to pay the remaining balance. | 余余钱悉付之. |
| 534 | And then you ship us to order. | 然后你把我们送去订货 |
| 535 | So it was kind of like everything was on Lillway, even down to the website designer, | 就像是Lillway上的一切 甚至是网站设计师 |
| 536 | the graphic designer that we were working with. | 我们合作的那个图形设计师 |
| 537 | We had to pay, you know, once we got paid and then pay balances, | 我们不得不支付,你知道, 一旦我们得到了支付,然后工资余额, |
| 538 | like when we got our paychecks in the next two weeks. | 就像我们两周后拿到薪水一样 |
| 539 | So it was literally like hand to mouth. | 所以它就像手对嘴。 |
| 540 | Yeah. | 对 |
| 541 | Fast forward me a little bit to when you start realizing | 快速推进我一点点 当你开始意识到 |
| 542 | that there starts to be some success. | 开始有一些成功。 |
| 543 | Like, when do you know and what is the moment of lift for you guys? | 比如,你们什么时候知道 什么时候才能搭电梯? |
| 544 | Yeah. | 对 |
| 545 | So I would say there are a couple of defining moments. | 所以我要说,有一些决定性的时刻。 |
| 546 | One defining moment was the day that we launched, which was May 23rd, 2014. | 一个决定性的时刻是我们推出的一天,即2014年5月23日。 |
| 547 | We literally sold out of every product that we had. | 我们卖光了所有的产品 |
| 548 | And I probably had maybe like 100 bottles. | 我大概喝过100瓶 |
| 549 | And I thought that inventory amount would last us for a good six months. | 我以为这个库存量能维持我们6个月 |
| 550 | So out of everything, you know, immediately. | 所以在一切,你知道,立即。 |
| 551 | So that's when I knew that I was on to something. | 那时我就知道自己在搞点什么 |
| 552 | My second defining moment was about a year and a half later, | 我的第二个决定性时刻是一年半后 |
| 553 | we got our call to go into retail, which was Sally Beauty was our first retail | 我们接到了去零售的电话 莎莉美人是我们第一个零售商 |
| 554 | partner. | 搭档 |
| 555 | And at that time, I had realized and learned | 当时,我意识到并学会了 |
| 556 | because this is a new space for me, a new industry. | 因为这是我的新空间,一个新的产业。 |
| 557 | But I learned that there was never a new brand that had only been in business | 但我知道,从来没有一个新品牌 曾经只经营 |
| 558 | for like a year and a half. | 大约一年半。 |
| 559 | That was having the opportunity to enter into retail and the textured | 这是有机会进入零售 和纹理 |
| 560 | hair care space. | 理发空间。 |
| 561 | And so because I never focused on going into retail, | 所以因为我从未专注于零售 |
| 562 | I really focused on just building. | 我真的很专注于建设。 |
| 563 | And they came to me. | 他们来找我。 |
| 564 | And that's when I knew that I had something that people wanted to have a piece of | 那时我知道我有些东西 人们想要一块 |
| 565 | because I was solely focused on building. | 因为我只专注于建筑。 |
| 566 | The saying that goes, you know, if you build it, they'll come. | 你知道,如果你建造它,他们就会来。 |
| 567 | Yeah, that was literally like my. | 是啊,那是字面上 像我一样。 |
| 568 | Yeah. | 对 |
| 569 | And you were going to say there's one other moment. | 你本来想说还有另一个时刻 |
| 570 | Yeah. | 对 |
| 571 | And then the other moment was when we actually launched into retail. | 另一瞬间,我们开始零售。 |
| 572 | So we launched in Sally's. | 所以我们在莎莉家发射 |
| 573 | And I know it was a defining moment because I will never forget the date. | 我知道这是一个决定性的时刻 因为我永远不会忘记日期。 |
| 574 | It was February 19th, 2016. | 当时是2016年2月19日. |
| 575 | And we launched and we sold out. | 发射后就卖光了 |
| 576 | We only they tested us in like ninety five stores because that was a big test. | 我们只有他们测试我们像95家商店 因为这是一个大考验。 |
| 577 | Yeah, that's a big test. | 是啊,这是一个很大的考验。 |
| 578 | But the demand grew so fast that when we launched the day of, | 但需求增长如此之快 当我们启动当天, |
| 579 | we sold out in two hours. | 我们两小时后就卖光了 |
| 580 | And when we had, you know, our mavens, our customers going, | 当我们有,你知道, 我们的母兽,我们的客户去, |
| 581 | harassing the store managers and calling Sally's corporate, | 骚扰商店经理 打电话给莎莉的公司 |
| 582 | demanding for my to have more door count. | 要求我多点门数 |
| 583 | That was the other defining moment of like, yeah, I think we've struck | 这是另一个决定性的时刻 像,是的,我想我们已经 |
| 584 | a goal. | 一个目标。 |
| 585 | You've really did. | 你确实做了。 |
| 586 | So you're three years into the brand at that point. | 所以,你三年进入品牌 在这一点上。 |
| 587 | What did you and your husband, who's the CEO of the company, | 你和你的丈夫,谁是公司的首席执行官, |
| 588 | what did you guys have to give up? | 你们要放弃什么? |
| 589 | Like, I'm trying to understand the tradeoffs, because again, you're both working | 喜欢,我试图理解 权衡,因为再次,你们两个都在工作 |
| 590 | regular jobs for all intents and purposes. | 为一切目的和目的从事正常工作。 |
| 591 | So to get you through that runway between this kind of small launch | 因此,让你通过跑道 在这种小型发射 |
| 592 | that you did of 100 products through to retailers knocking at your door | 你对零售商敲你的门做了100件产品 |
| 593 | and then the launch at Sally's. | 然后在莎莉的发布会。 |
| 594 | Like, what did that take for you two to be able to get there? | 那你们怎么才能到那里? |
| 595 | Yeah. | 对 |
| 596 | So one of the sacrifices was, you know, we had we were used to two incomes. | 其中一个牺牲就是,你知道, 我们习惯了两个收入。 |
| 597 | You know, being a nurse, I had a good salary. | 你知道,作为一个护士, 我有一个很好的薪水。 |
| 598 | And being an engineer, he had a great salary. | 作为一名工程师,他的工资很高。 |
| 599 | And going down from two incomes coming in the household to one, | 从家庭收入的2个降到1个 |
| 600 | because at that point, I had left my job. | 因为那时我离开了工作 |
| 601 | So you decided I'm all in on this. | 所以,你决定我 都参与其中。 |
| 602 | Yeah, I decided six months after I launched | 是啊,我决定6个月后推出 |
| 603 | that, you know, I decided to leave there. | 我决定离开那里 |
| 604 | I mean, it literally is life and death. | 我的意思是,这是字面上的生死。 |
| 605 | It's life. | 这是生活。 |
| 606 | Yes. | 对 |
| 607 | So I'm like, my job is too serious for me to, you know, try to sacrifice that. | 所以我想,我的工作太严肃了 我,你知道,尝试牺牲。 |
| 608 | So I decided to walk away from my job so I can solely focus on my own, | 所以我决定离开我的工作 这样我就可以专注于我自己 |
| 609 | because my own was consuming so much of my time and my brain power, | 因为我自己的时间和脑力 消耗了太多 |
| 610 | because I was always thinking and creating in my mind of how do we, | 因为我总是在思考和创造 我们如何, |
| 611 | you know, attract new customers. | 吸引新顾客 |
| 612 | So for us, that was the biggest sacrifice in the beginning was leaving a steady job. | 对我们来说,这是一开始最大的牺牲 就是留下一份稳定的工作。 |
| 613 | And narrowing it down to one income. | 并缩小到一个收入。 |
| 614 | And then for my husband, when he decided to leave, | 然后为了我丈夫 当他决定离开时 |
| 615 | because he still stayed on board for about a year and a half, | 因为他在船上呆了大约一年半 |
| 616 | because he's like, he really thought he was going to, you know, stay at it. | 因为他想,他真的认为 他要去,你知道的,保持它。 |
| 617 | He was working at UPS. | 他当时在UPS工作. |
| 618 | He's like, I like what you're doing with your hair, but I'm not 100% sure. | 他喜欢 我喜欢你的头发 但我不确定 |
| 619 | I'm going to climb the corporate ladder. | 我要爬上企业梯子 |
| 620 | And he's like, you know, we'll have, you know, my corporate career to fall back on. | 他就像,你知道, 我们会有,你知道, 我的公司生涯 倒退。 |
| 621 | And he was working nights. | 他晚上还在工作 |
| 622 | And it came to the point where, like, you know, we were sacrificing sleep. | 到了我们牺牲睡眠的时候 |
| 623 | And, you know, time with our kids. | 而且,你知道, 时间与我们的孩子。 |
| 624 | And there was just no way that we were able to, like, | 而我们没有办法,像, |
| 625 | operate everything and still work corporate jobs. | 经营一切,并仍在企业工作。 |
| 626 | So he finally decided that he was going to leave. | 于是他终于决定离开. |
| 627 | And we were not paying ourselves at that time either. | 当时我们也没有付钱 |
| 628 | So, wow. | 所以,哇哇。 (笑声) |
| 629 | So how did this actually impact your personal finances? | 那么,这实际上如何影响 你的个人财务? |
| 630 | Oh, it was impacted a lot. | 哦,它受到了很大的影响。 |
| 631 | Like our personal, we charged up credit cards. | 像我们个人一样 我们收取信用卡 |
| 632 | We went into like credit card debt because we still had to like maintain. | 我们像信用卡一样欠债 因为我们还是喜欢维持 |
| 633 | And, you know, we tapped into our 401Ks because our 401Ks is kind of like | 因为我们的401K有点像 |
| 634 | what helps sustain us and got us over and also help fund | 帮助支撑我们 帮助我们渡过难关 |
| 635 | a little bit of the business as well, too. | 一点点的生意,太。 |
| 636 | So we hung on that until we couldn't hang on for any more. | 所以我们一直坚持到不能再坚持下去 |
| 637 | And then once we got the opportunity to go into retail, | 一旦我们有机会去零售, |
| 638 | we started to see a little bit of profit from our e-commerce platform | 我们开始从我们的电子商务平台上看到一点利润 |
| 639 | because our margins were like, great, because you're it's all you. | 因为我们的边缘就像,伟大的, 因为你是它的所有你。 |
| 640 | You're not there's no middleman. | 你没有中间人 |
| 641 | So we were able to like use some of those profits to kind of like | 所以我们就喜欢利用一些利润 |
| 642 | sustain us as well, too, until we got into retail. | 也支持我们 直到我们进入零售业 |
| 643 | So when you get into retail, of course, they cut into your your profit margins. | 因此,当你进入零售, 当然,他们削减 你的利润幅度。 |
| 644 | And then that's when we, you know, got into trouble. | 然后,我们,你知道, 惹上麻烦。 |
| 645 | That's when you got into trouble. | 这时候你惹上麻烦了 |
| 646 | Let's talk about the trouble, because before we get to the glory, | 让我们来谈谈麻烦, 因为在我们获得荣耀之前, |
| 647 | we know there's an ugly part, the messy, the messy middle, | 我们知道有一个丑陋的部分, 混乱,混乱的中间, |
| 648 | the messy part when the naivety is kind of over. | 当天真结束了的时候 乱七八糟的部分 |
| 649 | So talk to me about what that looks like, because I think that, again, | 跟我说说看,因为我觉得 |
| 650 | we only see the really glossy part. | 我们只看到真正的光泽。 |
| 651 | We look at you now and, you know, incredibly successful family. | 我们现在看着你, 你知道,令人难以置信的成功的家庭。 |
| 652 | What did that time teach you and what actually happened? | 那段时间教了你什么 到底发生了什么? |
| 653 | Like how? | 怎么样? |
| 654 | Because I'm assuming at this point, Monique, | 因为我假设此时此刻,莫妮克, |
| 655 | you guys, you're quitting your jobs. | 你们要辞职了 |
| 656 | You clearly know that there's something amazing here. | 你很清楚这里有些东西很棒 |
| 657 | But at this point, you still don't really have like advisors and people around you. | 但此时此刻,你还没有真正的顾问和身边的人。 |
| 658 | Like you guys are making it up as you go along. | 就像你们在编故事一样 |
| 659 | When you make it up as you go along, you inevitably make mistakes. | 当你编造它,你走, 你不可避免地犯错误。 |
| 660 | So what did that time look like for you guys? | 那你们的时间是怎样的? |
| 661 | Yes. | 对 |
| 662 | So, you know, we had one mentor at that time | 所以,你知道,我们有一个导师 当时 |
| 663 | that we entered into retail, which happened to be our sales broker. | 我们进入零售 恰好是我们的销售经纪人 |
| 664 | So she was helping to broker the deals and retail. | 所以她帮助中介 交易和零售。 |
| 665 | So she was kind of like a guiding angel in the beginning, | 一开始她就像个引导天使 |
| 666 | because she really helped educate us on the industry and retail distribution. | 因为她真的帮助教育我们 有关工业和零售销售。 |
| 667 | Where did you find her? | 你从哪里找到她的? |
| 668 | So funny story. | 这么好笑的故事。 |
| 669 | We found her through one of the beauty supply stores that we were selling at. | 我们在一家美容用品店找到她的 |
| 670 | It was like a smaller chain beauty supply. | 这就像一个较小的连锁美容供应。 |
| 671 | And we were selling so quickly out of her store | 我们从她店里卖了这么快 |
| 672 | that she was actually friends with our sales broker. | 她实际上是我们销售经纪人的朋友 |
| 673 | She's like, I see an opportunity. | 她就像,我看到了一个机会。 |
| 674 | Yeah, she said, I see it. | 是的 她说 我看到了 |
| 675 | She said, I see. | 她说,我明白了。 |
| 676 | And it really wasn't for her, | 这真的不是给她的, |
| 677 | because once you go into retail, it takes away from her business. | 因为一旦你进入零售业 就会从她的生意中消失 |
| 678 | So this was really just her genuinely wanting to help. | 所以这真的是她真正想要帮助。 |
| 679 | That's so nice. | 赞曰. |
| 680 | And she said, I have this sales broker that she understands, | 她说,我有一个销售经纪人 她理解, |
| 681 | like distribution, Target, Sally's, Walmart's of the world. | 像发行,目标,莎莉,沃尔玛的世界。 |
| 682 | She can really help get you into these chains. | 她能帮助你进入这些枷锁 |
| 683 | And, you know, at the time, I was I didn't know anything about retail. | 当时我对零售一无所知 |
| 684 | So I'm just like, OK, great. | 所以我就喜欢,OK,很好。 |
| 685 | Yeah. | 对 |
| 686 | You know, people always talk a good game. | 你知道,人们总是说一个很好的游戏。 |
| 687 | And this is sometimes how we get in our own way, | 有时候我们用这种方式 |
| 688 | because I was blocking that blessing because of my childhood trauma. | 因为我因为童年的创伤而阻止祝福 |
| 689 | Yeah. | 对 |
| 690 | Like just not trusting. | 就像就是不相信一样 |
| 691 | No, of course, I feel like we were all raised not to trust somebody. | 不,当然,我觉得我们都长大了 不相信别人。 |
| 692 | Someone's coming to you with a big, golden, shiny thing. | 有人用一个金色的闪亮的东西来找你 |
| 693 | I'm like, yeah, you're a little skeptical. | 你有点怀疑 |
| 694 | Yeah, you're like, OK, totally. | 是啊,你喜欢,OK,完全。 |
| 695 | Everybody can get me into retail at this point. | 每个人都可以让我进入零售业。 |
| 696 | So, OK, long story short, you don't know how it works, right? | 所以,好吧,长话短说, 你不知道它如何工作,对不对? |
| 697 | You don't even understand that to get into a Target, | 你甚至不明白 进入目标, |
| 698 | to get into a Walmart that a broker is needed. | 进入一个沃尔玛 需要一个经纪人。 |
| 699 | And it wasn't my goal. | 这不是我的目标 |
| 700 | It wasn't even my goal at that time. | 那时我的目标甚至不是 |
| 701 | Like I was like, I'm going to go into retail. | 就像我一样,我要去零售。 |
| 702 | You're five. | 汝五岁. |
| 703 | Yes, that was my goal. | 是的,这是我的目标。 |
| 704 | And so she asked me about maybe two or three times, have I? | 所以她问我两三次,是吗? |
| 705 | 因为她给我Jermaine的号码 | |
| 706 | And she's like, have you called her yet? | 她喜欢,你打电话给她了吗? |
| 707 | Have you reached out to her? | 你联系她了吗? |
| 708 | And I'm like, no, not yet. | 而我喜欢,没有,还没有。 |
| 709 | So finally, my husband, we're all on a call together. | 最后,我的丈夫, 我们都在呼叫一起。 |
| 710 | And my husband's an aggressor. | 我丈夫是个侵略者 |
| 711 | You've met my husband. | 你见过我丈夫了 |
| 712 | He's an executor. | 他是一个执行者。 |
| 713 | He's like, we've got to get stuff done. | 他就像,我们有 得到的东西做。 |
| 714 | And he gets on the call. | 他接了电话 |
| 715 | He's like, you haven't called this lady that she's been telling you about. | 他喜欢,你还没有给这位女士打电话 她一直在告诉你。 |
| 716 | And I'm like, no, we'll get around to it. | 而我喜欢,不,我们会得到它。 |
| 717 | Like, we don't even know this lady. | 我们甚至不认识这位女士 |
| 718 | Like, how do we know that she can do what she says she can do? | 我们怎么知道她能做她说过的事? |
| 719 | So my husband calls her and she flew in right away. | 我丈夫打电话给她 她马上飞过来了 |
| 720 | She looked at our analytics on our back end e-commerce | 她看了我们背后的电子商务分析 |
| 721 | and was blown away by ourselves. | 被自己炸飞了 |
| 722 | And she actually did what the lady said that she could do. | 她做了那位女士说她能做的 |
| 723 | And she was almost like a mentor for you in the early days. | 她就像你早期的导师 |
| 724 | She was like a mentor. | 她就像导师一样 |
| 725 | So she came on board after we, you know, got hired her. | 所以我们雇了她之后 她就上船了 |
| 726 | Yes. | 对 |
| 727 | Was she your first hire? | 她是你的第一份工作吗? |
| 728 | So from she was our first strategic hire. | 所以,从她是我们第一个战略雇佣。 |
| 729 | Yes. | 对 |
| 730 | Yeah. | 对 |
| 731 | Correct. | 没错 |
| 732 | That's unbelievable. | 难以置信 |
| 733 | Yeah. | 对 |
| 734 | All right. | 好吧,我们走。 |
| 735 | So what were the mistakes? | 错误是什么? |
| 736 | Because again, you start to you're in Sally's, | 因为再次,你开始 在莎莉的, |
| 737 | you start to expand your retail footprint. | 你开始扩大你的零售足迹。 |
| 738 | You're obviously selling through your own direct to consumer platforms. | 显然你通过自己的直接销售 消费者平台。 |
| 739 | When did it start to kind of go wrong? | 什么时候开始出错的? |
| 740 | Yes. | 对 |
| 741 | So it went wrong because | 所以它错了,因为 |
| 742 | I think it's important for any founder. | 我认为这对任何创始人都很重要. |
| 743 | You got to know what's coming in and what's going out. | 你要知道什么是进来,什么是出去。 |
| 744 | And even though like that's not it may not be your lane of expertise. | 虽然这不是你的专长 |
| 745 | You got to find the right people that understand that space. | 你得找对人 了解这个空间。 |
| 746 | And that are experts in that space. | 那是那个空间里的专家。 |
| 747 | And, you know, ask a lot of questions and do as much research as you can | 而且,你知道,问了很多问题 并做尽可能多的研究 |
| 748 | to have a good set of understanding of like a little bit about what they do. | 要有一个很好的一套理解 喜欢一点点 他们做什么。 |
| 749 | So they're not like just blowing smoke over you. | 所以他们不只是在吹烟雾 |
| 750 | Right. | 对 |
| 751 | And that was the error that we made because we had, you know, | 这是我们犯了错误,因为我们有,你知道, |
| 752 | our accounting team that was, you know, doing our books as we went into retail | 我们的会计团队, 你知道,做我们的账本 当我们去零售 |
| 753 | and didn't really understand the space. | 也没有真正理解空间。 |
| 754 | So you have what you call trade span in the retail space. | 所以你在零售空间有所谓的交易跨度。 |
| 755 | And then you have your marketing span. | 然后你有你的营销期限。 |
| 756 | So the accountant that was working on, we didn't have a CFO. | 所以那个正在工作的会计 我们没有首席财务干事 |
| 757 | We had an accounting like firm. | 我们有一个像公司。 |
| 758 | They were mixing our trade span and our marketing span together. | 他们把交易时间和营销时间混在一起 |
| 759 | So we thought that we had more money to spend in marketing than what we had. | 所以我们认为,我们有更多的钱 用于营销,比我们所拥有的。 |
| 760 | Because so you ended up really overspending in marketing, overspend like a lot. | 因为你最后真的超额营销, 超额支出像很多。 |
| 761 | Yeah. | 对 |
| 762 | Which warps everything. | 那会扭曲一切 |
| 763 | Right. | 对 |
| 764 | I think for anybody that's listening, this idea, | 我想对于任何在听的人来说 这个想法 |
| 765 | because you'll be acquiring customers really quickly. | 因为你们会很快地收购客户 |
| 766 | But it means that everything that you're seeing isn't really true | 但这意味着你看到的一切都不是真的 |
| 767 | because you're overspending to acquire a customer. | 因为你花太多钱买客户了 |
| 768 | And all of a sudden, the whole thing, like all of your your data is out of whack. | 突然间,整个事情, 就像你的所有数据都是错的。 |
| 769 | Right. | 对 |
| 770 | Yeah. | 对 |
| 771 | Our data, our books were trash. | 我们的数据,我们的书是垃圾。 |
| 772 | And that's what's so difficult, because, again, I think in the early days, | 而这就是如此困难,因为,再次,我想在早期, |
| 773 | I mean, I'm highly dyslexic. | 我的意思是,我是高度的阅读障碍。 |
| 774 | And so my first hire is always an internal finance person, | 所以我的第一份工作总是一个内部财务人员, |
| 775 | because I don't know what's happening unless that person is sitting right next to me | 因为我不知道发生了什么 除非那个人坐在我旁边 |
| 776 | and translating it for me, because I don't see the numbers | 翻译给我听 因为我看不到数字 |
| 777 | and I don't see the patterns in the numbers as quickly as somebody else might do. | 我并不像其他人那样快地看到数字中的图案。 |
| 778 | But I think that when you outsource that financial, you know, function | 但我认为当你外包 财务,你知道,功能 |
| 779 | in the beginning, you lose and you lose touch with it a little bit. | 一开始,你输了,你失去 接触它一点点。 |
| 780 | Right. | 对 |
| 781 | That distance doesn't help. | 距离没有用 |
| 782 | You need it like close to you. | 你需要它像亲近你。 |
| 783 | 100 percent. | 百分百都一样 |
| 784 | And I mean, obviously, we didn't know that. | 我的意思是,很明显,我们不知道这一点。 |
| 785 | No, you don't know. | 不,你还不知道。 |
| 786 | And so we were trusting this firm to manage our books. | 所以我们信任这家公司来管理我们的书 |
| 787 | And they were a firm. | 他们是一个公司。 |
| 788 | So not only were we clients, but they have many other clients | 所以,不仅我们是客户, 而且他们还有许多其他客户 |
| 789 | that they were managing as well. | 他们也在管理 |
| 790 | So you also lose that like touch of like being close to the business, | 所以你也失去了那种感觉 就像接近生意, |
| 791 | like they're only doing what they're, you know, what they're receiving, | 就像他们只是在做他们正在接受的 |
| 792 | but not digging deeper and asking further questions and not having relationships | 但不挖深 问更多问题 和没有关系 |
| 793 | with the retail partners and the marketing consultant team that we were working in. | 与零售伙伴和营销顾问团队 我们的工作。 |
| 794 | So they're not even being very thorough and, you know, monitoring our spend. | 因此,他们甚至没有 非常彻底,你知道,监测我们的支出。 |
| 795 | So that's why they ended up booking, you know, trade spending marketing together. | 这就是为什么他们最后订了,你知道, 贸易支出营销在一起。 |
| 796 | And so, you know, we realized that, OK, shoot, now we're in the hole | 所以,你知道,我们意识到, 好了,拍摄,现在我们是在洞 |
| 797 | and now where do we get funding from? | 现在我们从哪里得到资金? |
| 798 | And so our next step was we wanted to apply for a line of credit. | 所以接下来我们想申请信用额度 |
| 799 | So we ended up getting a line of credit from the bank. | 结果我们从银行得到了一笔贷款 |
| 800 | And again, we use our line of credit incorrectly as well, | 同样,我们使用我们的信用额度 也是错误的, |
| 801 | because we had a line of credit, but we had the line of credit, | 因为我们有信用额度 但我们有信用额度 |
| 802 | but not having the right people to help us understand and manage the line of credit. | 但是没有合适的人来帮助我们理解和管理信用额度。 |
| 803 | Yeah, that makes sense. | 是啊,这是有道理的。 |
| 804 | Yeah. | 对 |
| 805 | So now the money that we were in the hole with marketing, we're still spending, | 所以现在,我们的钱 在洞里与营销, 我们还在花费, |
| 806 | but we're spending and we're pulling from the line of credit, | 但是我们花了很多钱 而且我们从信用线上抽出 |
| 807 | which is costing us expensive money. | 这耗费了我们昂贵的钱。 |
| 808 | Yeah, I mean, yes, it's a slippery slippery. | 是啊,我的意思是,是的,这是一个滑滑的。 |
| 809 | It's a slippery slope. | 这是一个滑坡。 |
| 810 | And the line of credit should have been used to hold inventory. | 而信用额度本应用于持有存货. |
| 811 | Yeah. | 对 |
| 812 | So now we're strapped. | 所以现在我们被绑住了 |
| 813 | We have all of this great momentum and the marketing works, right? | 我们有这么大的势头 和营销工作,对不对? |
| 814 | Everyone knew about the brand and the brand was like exploding on the outside. | 每个人都知道这个品牌, 品牌就像爆炸在外。 |
| 815 | But it was costing us. | 但它在耗资我们。 |
| 816 | We were in the hole. | 我们在洞里。 |
| 817 | So when you lift up the hood and you look underneath, you're like, whoa, | 所以当你抬起引擎盖 看着下面,你就像,哇, |
| 818 | this is not good. | 这是不好的。 |
| 819 | This is not good. | 这可不妙 |
| 820 | Did you ever feel like giving up? | 你有没有想过放弃? |
| 821 | Like, was there a moment where you were like, I don't know what I'm doing and I can't do this? | 像,有没有一个时刻 你像, 我不知道我在做什么 我不能做到这一点? |
| 822 | Absolutely. | 当然 |
| 823 | I felt like giving up at that point, | 我当时想放弃 |
| 824 | because when we use our line of credit incorrectly, you know this. | 因为如果我们不正确使用我们的信用额度, 你知道这一点。 |
| 825 | Now, that's my lifeline. | 这是我的生命线 |
| 826 | Yeah. | 对 |
| 827 | Oh, God, that's not working. | 哦,上帝,这是无效的。 |
| 828 | And we put our house up. | 我们把我们的房子。 |
| 829 | Yeah. | 对 |
| 830 | So that's. | 所以这是。 |
| 831 | Oh, my God. | 须菩提. |
| 832 | I had like a sweat burst then, like, literally. | 那时我汗流满面 |
| 833 | But the great thing about it is I can laugh about it now. | 但我现在可以笑了 |
| 834 | You're good, babe. | 你很好,宝贝。 |
| 835 | So you can laugh about it now. | 这样你就可以笑了 |
| 836 | At the time, though, you're again young parents. | 那时,虽然,你们还是年轻的父母. |
| 837 | You've got this amazing opportunity and it feels like it's slipping through your fingers. | 你有一个惊人的机会 感觉就像它从你的手指里滑过去 |
| 838 | Did nobody ever say to you, like, don't put your house on the line? | 没有人跟你说过 不要把你的房子挂在线上? |
| 839 | No, no one ever said that. | 不,从来没有人说过。 |
| 840 | Which is so crazy, because I remember like one of my earliest lessons | 这太疯狂了,因为我记得像 我最早的教训之一 |
| 841 | was don't use your home as collateral. | 别把房子当作抵押品 |
| 842 | No one ever told us that. | 没有人告诉我们这一点。 |
| 843 | And that and for us, that was the only way that we were able to get the line of credit. | 对我们来说,这是我们获得信贷的唯一方法。 |
| 844 | Right. | 对 |
| 845 | We didn't have image. | 我们没有图像。 |
| 846 | We didn't have assets for them to, like, lend against. | 我们没有资产 让他们,喜欢,贷款反对。 |
| 847 | So our home was our collateral. | 所以我们的家是我们的抵押品 |
| 848 | And so when the banks are knocking at your door and they're calling your line due | 所以当银行敲你的门, 他们叫你的线路到期 |
| 849 | and they're threatening to take your home, that's when I'm like, OK, | 他们威胁要带你们回家 我当时想,好吧, |
| 850 | I don't know if we're going to make it if, you know, if this business is going to | 我不知道我们能不能成功 如果,你知道,如果这个生意要 |
| 851 | sustain this. | 保持这个。 |
| 852 | And that's how you know, like, a good business. | 所以你才知道一个好生意 |
| 853 | Can it sustain under pressure? | 它能承受压力吗? |
| 854 | Can you sustain as a leader under pressure? | 你能在压力下维持领导地位吗? |
| 855 | It's a huge signal and a huge sign. | 这是一个巨大的信号和一个巨大的信号. |
| 856 | So how do you get out? | 你怎么出来? |
| 857 | Like, talk to me about what that looks like. | 和我说说看 |
| 858 | Yeah. | 对 |
| 859 | So how so such a interesting story. | 这么有趣的故事 |
| 860 | So my husband and I, we were pretty desperate | 所以,我和我丈夫,我们相当绝望 |
| 861 | and we were talking to different investors and really just pitching our company | 我们正和不同的投资者交谈 并真正只是投身于我们的公司 |
| 862 | because the company was doing great on the outside. | 因为公司在外边表现很好 |
| 863 | So people were coming to you. | 所以人们会来找你 |
| 864 | Consumers, not investors, not investors. | 消费者,不是投资者,也不是投资者。 |
| 865 | We were pursuing investors because we need it. | 我们追求投资者是因为我们需要它。 |
| 866 | We were basically two, three million dollars in the hole. | 我们基本上只有两,三百万 |
| 867 | And as an investor, that's not necessarily attractive, right? | 作为一个投资者,这不一定有吸引力,对吧? |
| 868 | No. | 没有 |
| 869 | So we were, you know, pitching the bright side and the upside of the country, | 因此,我们,你知道, 投出光明的一面和国家的颠峰, |
| 870 | not country, company, the future of like the what | 不是国家,公司,未来 像什么 |
| 871 | could be if you just believe in us and believe in our vision and believe in us as people. | 如果你只是相信我们 相信我们的愿景 相信我们作为人 |
| 872 | So we ended up talking to this one investment group that were they were a newer | 所以我们最后跟一个投资集团谈过了 他们以前是新人 |
| 873 | investment friends and family group. | 投资朋友和家庭团体。 |
| 874 | They also had experience in our industry. | 他们也有我们行业的经验。 |
| 875 | So we felt some synergy there and we felt, oh, like, you guys know what we what we've | 所以,我们感觉到一些协同 我们感到,哦,喜欢,你们知道我们是什么 |
| 876 | gone through. | 通过。 |
| 877 | You know, the mistakes that we've made. | 你知道,我们所犯的错误。 |
| 878 | Like, you understand you can feel our pain because you've been there. | 就像,你知道你可以感受到我们的痛苦 因为你一直在那里。 |
| 879 | And we went through. | 我们经历了。 |
| 880 | We'll get there. | 我们会到达那里。 |
| 881 | So we went through at least six months of diligence with them. | 因此,我们经过了至少六个月的勤奋。 |
| 882 | And so they finally came back with an offer and they said, OK, we're going to give you | 所以他们终于带了个提议回来 他们说,好吧,我们会给你 |
| 883 | two million dollars, but we want 40 percent of your company. | 两百万 但我们要你公司的40% |
| 884 | So you didn't do that deal. | 所以你没有做那个交易 |
| 885 | Absolutely not. | 绝对不是。 |
| 886 | But here's. | 但这里. |
| 887 | But it wasn't because I had the knowledge to say, no, I'm going to turn my back on | 但不是因为我有知识要说,不,我要放弃 |
| 888 | this deal. | 这个交易。 |
| 889 | We we wanted to do the deal because we needed the money to survive. | 我们想要做这个交易,因为我们需要钱来生存。 |
| 890 | We needed more than two million. | 我们需要200多万人。 |
| 891 | So we needed more than two million dollars. | 所以我们需要200多万美元。 |
| 892 | And for me, when they presented this deal, it was something in my spirit that didn't | 对我而言,当他们提出这个交易时, 我的精神中的东西,没有 |
| 893 | sit right. | 坐右边 |
| 894 | But it was like, I'm fighting against my gut feeling of not wanting to | 但它就像,我战斗 我的直觉感觉不想 |
| 895 | do this deal. | 做这个交易。 |
| 896 | But I'm also fighting that we need the funds. | 但我也在争着说我们需要资金 |
| 897 | You're desperate. | 你绝望了 |
| 898 | And so they ended up backing out. | 于是他们就退出了 |
| 899 | Thank God, because they said this investment. | 谢天谢地,因为他们说投资。 |
| 900 | Yes. | 对 |
| 901 | This investment is too risky. | 这种投资风险太大。 |
| 902 | We don't want to just pay for your debt. | 我们不想只付你的债务 |
| 903 | We want to invest in growth and we're not. | 我们想要投资增长 而我们不是。 |
| 904 | They shall remain nameless because I wonder how they feel now. | 他们将无名无姓,因为我不知道他们现在的感受。 |
| 905 | They know who they are. | 他们知道自己是谁 |
| 906 | We know who they are. | 我们知道他们是谁 |
| 907 | Let's just say that. | 便说. |
| 908 | But thank God you didn't do that. | 谢天谢地你没有这么做 |
| 909 | That is what we call like really that would have been really cheap money for them. | 这就是我们所谓的真正意义上的, 那对他们来说是真正便宜的钱。 |
| 910 | Oh, my God. | 须菩提. |
| 911 | That would have been devastating for you. | 那对你来说是毁灭性的 |
| 912 | So cheap and actually not even given you the runway to do what you needed to do to | 这么便宜甚至连跑道都没有给你 做你该做的 |
| 913 | get out of the hole and not just give me the runway, but also the expertise, because | 走出洞 不只是给我跑道 还有专业知识 因为 |
| 914 | I don't even feel like they were going to add value for, like, | 我甚至不觉得他们会增加价值,喜欢, |
| 915 | the future of where we want us to go as a brand. | 未来,我们希望我们 去作为一个品牌。 |
| 916 | But this is really important, Ronnie, because, again, when people take money, | 但这很重要,罗尼 因为,当人们拿钱的时候 |
| 917 | often it's they go out and they raise in a moment of desperation. | 经常是他们出去 在绝望的时刻长大 |
| 918 | I don't think your situation is particularly unusual. | 我不认为你的处境特别不寻常。 |
| 919 | And so that desperation really starts to cloud judgment. | 所以绝望真的开始蒙蔽判断。 |
| 920 | I love that that female instinct kicked in for you. | 我喜欢那种女性的本能 为你而跳跃。 |
| 921 | And you were able to say, this is probably not right. | 你可以说,这也许不对。 |
| 922 | And you procrastinated long enough that you actually put them off. | 你拖延了足够长的时间 才真正把它们拖下来。 |
| 923 | But people don't really understand what good money looks like. | 但人们并不真正理解什么是好钱。 |
| 924 | So I'm assuming you eventually found it. | 我猜你最终会找到的 |
| 925 | So maybe you can talk a little bit like that, because you at some point you did | 所以,也许你可以 说话有点像, 因为你在某点 你做了 |
| 926 | actually go out and raise money. | 实际上出去募款。 |
| 927 | After that deal went south and we did not try to force the deal back open. | 那次交易南下之后 我们没有试图迫使交易重新开放 |
| 928 | You know, we said we're just going to have to figure it out. | 你知道,我们说,我们只是 需要弄清楚。 |
| 929 | And we went on a quest to talk to different investors. | 然后我们去寻找 与不同的投资者交谈。 |
| 930 | So what happened was Richelieu Dennis, who was the previous founder of Sundial | 发生的事是里切利乌·丹尼斯 他曾经是桑迪亚尔的创始人 |
| 931 | Brands, he sold Shea Moisture for like a billion dollars. | Brands 他卖了谢娅·穆斯图尔 价值十亿美元 |
| 932 | He started a fund called New Voices and his fund was solely dedicated to investing | 他创办了一个名为"新声音"的基金 他的基金专门投资 |
| 933 | in black women. | 在黑人妇女。 |
| 934 | And so I remember I met him in 2015 and we always just remained | 所以我记得我在2015年见过他 我们一直都是 |
| 935 | friends and very cordial. | 朋友和亲切 |
| 936 | And I remember having a conversation with him a few years prior to all of this | 我记得在这一切发生之前 曾和他交谈过几年 |
| 937 | investment fiasco when he sold. | 当他卖掉时投资失败。 |
| 938 | And I said, wow, like, I want to do what you've done, but I want to do it even | 我说,哇,喜欢, 我想做你做了什么, 但我想这样做甚至 |
| 939 | better. | 好多了,你还好吧? |
| 940 | Right. | 对 |
| 941 | And he's like, I got you whenever you're ready. | 他喜欢,我得到了你,当你准备好了。 |
| 942 | Just like conversation. | 就像谈话一样 |
| 943 | So I remember he said that and I called him up when we were looking for investors | 所以我记得他这么说,我打电话给他 当我们寻找投资者 |
| 944 | and I'm like, hey, let's just have a meeting. | 我很喜欢,嘿, 让我们只是有一个会议。 |
| 945 | You know, we want to pitch to you. | 你知道,我们想投给你。 |
| 946 | We're looking for investors and we pitched to him the same pitch that we gave the | 我们正在寻找投资者 我们投给了他同样的投注 |
| 947 | previous investors that turned their back on us. | 以前投靠我们的投资者 |
| 948 | And when we gave our pitch, he like literally looked at us and laughed and he was | 当我们投出我们的投球时,他喜欢 字面上看着我们,笑着,他是 |
| 949 | like, your problem, those problems are like been there, done that. | 比如,你的问题, 那些问题就像 在那里,做了。 |
| 950 | Like he really understood to my point earlier, like he had built a brand. | 就像他之前理解我的观点一样 就像他造了一个品牌 |
| 951 | So like the problems that we were going through sometimes when you are going | 就像我们有时遇到的问题一样 |
| 952 | through things as an entrepreneur, you think you're the only one that's going | 作为一个企业家,你认为你是唯一一个 |
| 953 | through that. | 通过这个。 |
| 954 | Right. | 对 |
| 955 | So it's always refreshing to hear someone has gone through something similar and | 听到有人经历过类似的事情 总是让人兴奋 |
| 956 | they have made it on the other side of that. | 他们在另一边成功了 |
| 957 | And he's like, look, you know, let's have a conversation. | 他就像,你看,你知道, 让我们谈谈。 |
| 958 | You know, I'm interested in investing and come to find out this is how aligned | 你知道,我有兴趣投资 和来发现这是如何结盟 |
| 959 | the story is. | 故事是这样的 |
| 960 | The banker that had been threatening us to take our home, our | 银行家一直威胁我们 把我们的家,我们的 |
| 961 | loan was in workout at that time. | 那时贷款在健身 |
| 962 | The workout guy happened to be college roommates with, like, I can't make this | 锻炼的人碰巧是大学室友 喜欢,我不能做这个 |
| 963 | up. | 起来 |
| 964 | He happened to be college roommates with New Voices Head of Investments. | 他碰巧是大学室友 与新声投资主管。 |
| 965 | And so when we had a conversation with him, he's like, I'm going to call so and | 所以,当我们和他谈话时,他想,我要打电话给他, |
| 966 | so like, I'll call my friend and tell him not to take you home. | 所以,我会打电话给我的朋友 告诉他不要带你回家。 |
| 967 | Exactly. | 没错 |
| 968 | You're like, please do. | 你就像,请。 |
| 969 | They know. | 他们知道。 |
| 970 | That's my friend. | 这是我的朋友。 |
| 971 | Like, I'll let him know we're investing in you guys. | 我会让他知道我们在投资你们 |
| 972 | Yeah, yeah, yeah. | 对,对,对 |
| 973 | You're going to come good on the line. | 你会好起来的 |
| 974 | Do you know how much of a weight was lifted off of us? | 你知道我们身上有多少重量吗? |
| 975 | I can't even imagine. | 我甚至无法想象。 |
| 976 | But it shows you the strength of business relationships, right? | 但它显示你的实力 商业关系,对不对? |
| 977 | Because I always say you never know where the help is going to come from. | 因为我总是说 你永远不知道帮助会来自哪里 |
| 978 | And so you've got to be nice to people. | 故须善待众生. |
| 979 | You've got to be nice to people and you've got to realize that actually your | 你得对人好一点,你必须意识到 |
| 980 | relationships are going to be in the strangest place. | 关系会变得最奇怪 |
| 981 | It's like I've always made friends with the bank, with the factors, with the | 就像我总是和银行交朋友, 与因素,与 |
| 982 | people. | 人们 |
| 983 | You know, it's like the less sexy people, right? | 你知道,这就像 少性感的人,对不对? |
| 984 | It's like at the end of the day, when push comes to shove, that's that's your | 这就像在一天结束时, 当推来推来, 这就是你的 |
| 985 | network. | 腾讯网. |
| 986 | They're the ones who are making decisions. | 是他们决定的 |
| 987 | They're the ones who can really help you in a bind. | 他们是真正能帮助你的人 |
| 988 | They're the ones that have seen it, like all the way down to bankruptcy. | 他们已经看到它, 像一路下到破产。 |
| 989 | So they actually understand the unlocks. | 因此,他们实际上理解解锁。 |
| 990 | They understand the ways. | 他们理解方式。 |
| 991 | I mean, that's more of a relationship factor that happened. | 我的意思是,这是一个 关系因素发生。 |
| 992 | But it's like you need those people. | 但你需要这些人 |
| 993 | So let's talk about it. | 故说'. |
| 994 | You take an investment. | 你拿投资。 |
| 995 | Do you remember how much you raised at that point? | 你还记得那时候你提了多少钱吗? |
| 996 | Yes. | 对 |
| 997 | So he gave us New Voices invested five million. | 所以他给了我们新声音投资500万. |
| 998 | OK, 10 percent. | 好吧,10%。 |
| 999 | OK, so not two for 40. | OK,所以不是两个40。 |
| 1000 | OK, just saying. | 好吧,只是说说而已。 |
| 1001 | Thank you very much. | 谢谢 |
| 1002 | Yeah, I mean, you see like a difference. | 是啊,我的意思是,你看到了一个区别。 |
| 1003 | And that's why like, you know, sometimes rejection is our protection | 这就是为什么,你知道, 有时拒绝是我们的保护 |
| 1004 | because I turned around and had an amazing better deal. | 因为我转过身来 有了更好的交易 |
| 1005 | Not just on the monetary side, but also from an experience side and an | 不仅在货币方面,而且从经验方面 |
| 1006 | infrastructure point of view and it and somebody to guide you through | 基础设施观点 以及引导你通过 |
| 1007 | what was going to happen next. | 接下来会发生什么? |
| 1008 | All right, my girl, we've got better stuff in your story. | 好吧,我的孩子,我们有更好的东西 在你的故事。 |
| 1009 | So here's the thing. | 事情是这样的 |
| 1010 | How many raises have you actually done for the company? | 你为公司加了多少? |
| 1011 | Yeah, so we did a raise. | 是啊 所以我们加薪了 |
| 1012 | We did five million for 10 percent in 2020. | 我们在2020年做了500万,占10%。 |
| 1013 | So we closed like right before COVID hit. | 所以我们在COVID袭击前就关门了 |
| 1014 | Boom. | |
| 1015 | Thank you. | 谢谢 |
| 1016 | Scary timing. | 吓人的时间。 |
| 1017 | So in COVID, we saw forex growth because of that investment. | 因此,在COVID中,我们看到了 Forex的增长 因为投资。 |
| 1018 | And then at that time, I told my husband, I said, I think we should go for a raise | 那时候,我告诉我的丈夫, 我说,我觉得我们应该去加薪 |
| 1019 | because we had gone through such of a struggle trying to raise. | 因为我们经历了如此艰难的斗争 试图提高。 |
| 1020 | And I remember my CFO telling me at that time when we were struggling, | 我记得我的首席财务官告诉我 当时我们正挣扎 |
| 1021 | he said the best time to raise money is when you don't need it | 他说筹钱的最好时机就是不需要的时候 |
| 1022 | because it gives you leverage. | 因为它给你的杠杆。 |
| 1023 | So now we have for one second. | 现在我们有1秒钟的时间。 |
| 1024 | Let's just rewind that for the people at home. | 让我们只是倒带 在家里的人。 |
| 1025 | Right. | 对 |
| 1026 | The best time, because we spoke about the desperation moment. | 最好的时机,因为我们谈到绝望的时刻。 |
| 1027 | That's when people can and will just take advantage of you. | 那时人们可以而且会利用你 |
| 1028 | It's when you don't need the money and you have leverage. | 就是当你不需要钱的时候 你有筹码 |
| 1029 | You have leverage. | 你有筹码 |
| 1030 | Yes. | 对 |
| 1031 | And so we became profitable forex growth. | 因此,我们变得有利可图。 |
| 1032 | And I said, we should do a raise. | 我说,我们应该加薪。 |
| 1033 | And he's like, are you sure? | 你确定吗? |
| 1034 | I'm like, yes, we're going to do a raise because, you know, at that point, | 我想,是的,我们要加薪 因为,你知道,当时, |
| 1035 | I started to see the trajectory of where I wanted to go. | 我开始看到我想去的地方的轨迹。 |
| 1036 | And I knew that I wanted to have an exit and, you know, having mentors | 我知道我想有个出口,有导师 |
| 1037 | like Richelieu and seeing like the process that it took to have a successful exit. | 就像Richelieu 和看到一个成功退出的过程 |
| 1038 | I knew that I wanted to start with private equities to help increase my value. | 我知道我想从私人股票开始 来帮助增加我的价值 |
| 1039 | So you're in learning mode the whole way through this journey, right? | 你在整个旅程中都在学习模式,对吧? |
| 1040 | And I think that that's really important because even the way that you speak today, | 我认为这很重要 因为即使你今天说话的方式 |
| 1041 | it's like I knew I needed this. | 好像我知道我需要这个 |
| 1042 | It's like I knew I wanted private equity. | 好像我知道我想要私人股权 |
| 1043 | I knew an exit was on the horizon. | 我知道地平线上有出口 |
| 1044 | I knew like so what does that even look like for you? | 我知道这对你来说是什么样子? |
| 1045 | Like how and who did you learn from on the way up? | 比如你从谁那里学到的? |
| 1046 | I study people. | 我学人. |
| 1047 | So there can be like a brand or a company that I become super obsessed with and I'll study. | 因此,可以有一个品牌或一个公司 我变得超级痴迷,我会学习。 |
| 1048 | I'll watch every interview that that person have done. | 我会看他的每一次采访 |
| 1049 | I read every book, every article that that person has done. | 我读过每一本书, 每一篇文章的人做了。 |
| 1050 | And, you know, I think I shared this in my book and I think I told Rich this | 我想我在书里分享了这个 我想我告诉里奇 |
| 1051 | 当他把品牌Sundial卖给Unilever时, | |
| 1052 | I put that on my vision board and I put my husband and I face over that. | 我把它放在我的视觉板上 我让我的丈夫,我面对它。 |
| 1053 | I didn't do that. | 我没有那么做 |
| 1054 | I didn't. | 我没有。 |
| 1055 | Because I needed to see it. | 因为我需要看到它。 |
| 1056 | I said, I did a real vision mode. | 我说,我做了一个真正的视觉模式。 |
| 1057 | I had to chop that guy. | 我不得不砍掉那个人 |
| 1058 | Like, I'm so serious about my visions. | 喜欢,我是如此认真 我的视觉。 |
| 1059 | And so, yes, I actually did that. | 所以,是的,我确实做到了。 |
| 1060 | But that's that's a skill, right? | 但那是一种技巧,对不对? |
| 1061 | Even when you think about this idea, | 即使你考虑这个主意 |
| 1062 | because, again, so many people struggle with finding a mentor | 因为,再次,这么多人挣扎 寻找导师 |
| 1063 | and so many of us don't have access. | 如此之多的人无法进入 |
| 1064 | And so I think that I'm very similar to you in the fact that I made people | 所以我认为我和你非常相似 因为我创造了人 |
| 1065 | my mentors and you didn't even know about my head. | 我的导师和你们都不知道我的头 |
| 1066 | And as a result, I'm going to read everything. | 亦因缘起一切念诵. |
| 1067 | I'm going to be your stalker. | 我会成为你的跟踪者。 |
| 1068 | I'm going to watch every interview. | 我会看每一次采访。 |
| 1069 | I'm going to watch the way you speak and the things that you've done. | 我将观察你说话的方式和做过的事. |
| 1070 | And I'm going to like dissect them, because that is a really important | 而且我会喜欢解剖它们, 因为这是一个非常重要的 |
| 1071 | part of it when you don't have the access. | 当你没有权限时, 部分内容。 |
| 1072 | Yeah. | 对 |
| 1073 | And that's exactly what I did. | 这就是我所做的。 |
| 1074 | Like, and I'm a very visual learner. | 喜欢,我是一个非常视觉的学习者。 |
| 1075 | And so, yeah, like Rich was one of my mentors because I studied his playbook | 所以,是的,就像里奇是我的导师之一 因为我学习了他的剧本 |
| 1076 | and I did have the opportunity to have access and ask questions | 我确实有机会进入并提问 |
| 1077 | and utilize some of his resources. | 利用他的一些资源 |
| 1078 | And, you know, I'm proud to say, like, you know, and humble enough to say, | 而且,你知道,我很自豪地说,喜欢,你知道, 谦卑到可以说, |
| 1079 | like, I don't know everything. | 喜欢,我不知道的一切。 |
| 1080 | But one thing I do know is I know how to ask a lot of questions. | 但我知道一件事是 我知道怎么问很多问题。 |
| 1081 | And sometimes if I don't know the right questions to ask, | 有时候如果我不知道该问的问题 |
| 1082 | sometimes the best thing for me to do is just to sit and observe. | 有时候我最好做的就是坐着观察 |
| 1083 | Yeah. | 对 |
| 1084 | And watch everything. | 而观察一切. |
| 1085 | You don't need to have an opinion on everything. | 你不需要对一切有意见 |
| 1086 | Like, you don't have to be the loudest person in the room. | 喜欢,你不必是 房间里最响的人。 |
| 1087 | You just have to be humble enough to know, like, OK, what can I learn | 你只需要谦卑一点,知道,像,OK,我能学到什么 |
| 1088 | from each person in this room? | 这间屋子里的每个人? |
| 1089 | Because I don't want to be the smartest person in this room. | 因为我不想成为这个房间里最聪明的人 |
| 1090 | So he was an instrumental mentor. | 所以他是一个工具导师。 |
| 1091 | He introduced us to his investment banker. | 他介绍我们认识他的投资银行家 |
| 1092 | And that's what positioned us to do our private equity race. | 这就是我们进行私募股权赛的条件 |
| 1093 | That was a six figure investment. | 这是六个数字投资。 |
| 1094 | And, you know, at that time, no, I'm sorry, nine figures, nine figures. | 而且,你知道,在那个时候, 不,对不起,九位数字,九位数字。 |
| 1095 | Yeah. | 对 |
| 1096 | Yeah, I'm sorry. | 对不起 |
| 1097 | I'm not thinking. | 我没在想 |
| 1098 | So wait a minute. | 所以,等待一分钟。 |
| 1099 | You did a nine figure investment. | 你做了9个投资 |
| 1100 | You went from raising five million to raising a nine figure investment. | 你从筹集五百万到筹集九点投资 |
| 1101 | And please tell me, at this point, are you taking some money off the table? | 请告诉我,此时此刻, 你拿一些钱了桌子? |
| 1102 | This is not all going straight into the business. | 这不是所有直接进入 业务。 |
| 1103 | Yeah. | 对 |
| 1104 | So that was the great thing about the leverage that we had was because, | 所以,这是伟大的事情 关于杠杆,我们有 是因为, |
| 1105 | you know, raising a nine figure investment. | 你知道,筹集9个数字投资。 |
| 1106 | And it was so powerful because I was the first | 它是如此强大,因为我是第一个 |
| 1107 | African-American woman in the textured haircare space to raise that much. | 美籍非裔女性在有纹理的理发空间里 抚养这么多 |
| 1108 | And I still maintain majority ownership. | 我仍然拥有多数人的所有权。 |
| 1109 | So I didn't even give away, you know, all of my ownership. | 所以我甚至没有放弃我所有的所有权 |
| 1110 | I still had a lot of leverage. | 我仍有很大的影响力 |
| 1111 | And because we were so profitable. | 因为我们很赚钱 |
| 1112 | Because you were so profitable. | 因为你很赚钱 |
| 1113 | Because we were so profitable. | 因为我们很赚钱 |
| 1114 | So important. | 这么重要。 |
| 1115 | It's like you had basically put money in the center of your plans. | 好像你把钱放在计划的中心 |
| 1116 | You had built a profitable company. | 你建了一家盈利的公司 |
| 1117 | And as a result, you were able to go out and do a further raise | 结果,你得以出去再加薪 |
| 1118 | on your own terms and take some money off the table, money off the table. | 把钱从桌子上拿走 钱从桌子上拿走 |
| 1119 | So that's like the really like the kind of important parts. | 所以,这就像真正的 像那种重要的部分。 |
| 1120 | You take money off the table and you're also increasing the value for your company. | 你把钱从桌子上拿下来 也增加了你公司的价值 |
| 1121 | Yeah. | 对 |
| 1122 | So none of the money that we raised from Berkshire | 我们从伯克郡筹到的钱都没有 |
| 1123 | went to our balance sheet. | 去了我们的资产负债表。 |
| 1124 | That was all secondary. | 这都是次要的。 |
| 1125 | I mean, first of all, like, what do you feel like in this moment? | 我的意思是,首先,喜欢, 你感觉在这个时候? |
| 1126 | Yeah. | 对 |
| 1127 | So, you know, we still live in the original house. | 所以,你知道,我们仍然住在原来的房子。 |
| 1128 | Were we still? | 我们还在吗? |
| 1129 | No, no. | 没有,没有。 |
| 1130 | So you moved out of the house that was going to be taken from you. | 所以,你搬出 房子是要去 从你。 |
| 1131 | No, no, no. | 不,不,没有。 |
| 1132 | I'm sorry. | 对不起 |
| 1133 | We were still in our original house. | 我们还在原来的房子里 |
| 1134 | The house that they were trying to take. | 他们想拿的房子。 |
| 1135 | Yes. | 对 |
| 1136 | So you were still there and you get all this money. | 所以,你还在那里,你得到了所有这些钱。 |
| 1137 | Yes. | 对 |
| 1138 | What do you do? | 你们是做什么的? |
| 1139 | I felt like I deserved this. | 我觉得我活该 |
| 1140 | Yeah, you did. | 没错 |
| 1141 | Because I worked hard for this. | 因为我为此付出了很大努力. |
| 1142 | I went from the banks trying to take my house and threatened for threatening us | 我从银行走来 想抢走我的房子 威胁要威胁我们 |
| 1143 | for us to be homeless to now taking money off of the table. | 让我们无家可归 现在把钱从桌子上拿走 |
| 1144 | That was pretty life changing. | 这是美丽的生活改变。 |
| 1145 | Like, I felt like I worked hard for it and I earned it. | 喜欢,我觉得我为它辛勤工作, 我得到了它。 |
| 1146 | Well, that's because you did. | 那是因为你做了 |
| 1147 | So I'm glad you felt like that. | 所以我很高兴你这样想 |
| 1148 | And don't nobody tell you any other way. | 别让别人告诉你其他事情 |
| 1149 | No, no, no, no. | 释曰. |
| 1150 | All right. | 好吧,我们走。 |
| 1151 | We know that you work with your husband. | 我们知道你和你丈夫一起工作 |
| 1152 | And so I want to ask you a little bit about that, because, you know, | 所以我想问你一些关于这一点, 因为,你知道, |
| 1153 | I work with my husband, too, and you're also a mother. | 我也和我丈夫一起工作 而你也是个母亲 |
| 1154 | And we need to talk a little bit about that. | 我们需要谈谈这个问题。 |
| 1155 | But on this business journey, you're you're now in this kind of | 但在这个商业旅行中,你现在是这种 |
| 1156 | beautiful position where you've taken some money off the table. | 你从桌子上拿了些钱 位置不错 |
| 1157 | You've de-risked what it is that you do. | 你已经排除了风险 你做什么。 |
| 1158 | And you've kind of paid yourself for this, like, grueling journey. | 你为此付出了很多代价,比如说,痛苦的旅程。 |
| 1159 | We forgot that we sold to P&G 18 months later. | 我们忘记了我们18个月后卖给了P&G. |
| 1160 | Well, then that's where I'm going. | 那么,这就是我要去的地方。 |
| 1161 | I'm going there, because that, to me, is like why you are sitting here. | 我要去那里,因为,对我来说, 就像为什么你坐在这里。 |
| 1162 | P&G for anyone who's sitting here thinking P&G. | 任何坐在这里思考P&G的人的P&G. |
| 1163 | P&G,宝洁公司(Procter & Gamble)是其中之一. | |
| 1164 | We talk about Unilever, we talk about Procter & Gamble. | 我们谈论的是联合利华,我们谈论的是宝洁公司(Procter & Gamble). |
| 1165 | It's like when you create a company in this space, | 就像你在这个空间创建公司一样 |
| 1166 | you are trying to sell it to one of a handful of people. | 你试图把它卖给 少数的人之一。 |
| 1167 | Procter & Gamble是金本位标准. | |
| 1168 | And so I wonder what that looks like for you, | 所以我想知道这对你来说是什么样子, |
| 1169 | because it is such an amazing moment. | 因为它是如此惊人的时刻。 |
| 1170 | But it's not an easy moment to transact with a Fortune 500 company like that. | 但与这样的财富500公司进行交易并不容易. |
| 1171 | And thinking about what that means on the other side of your business. | 想想这在你的生意的另一边意味着什么 |
| 1172 | So can you just talk me through? | 所以,你可以只是说服我吗? |
| 1173 | Yes. | 对 |
| 1174 | So when we decided to enter into a process to sell to P&G, | 当我们决定进入一个向P&G出售的过程时, |
| 1175 | we again hired another investment banker that helped prepare, you know, for, | 我们再次聘请了另一位投资银行家 帮助准备,你知道, |
| 1176 | you know, what does a pitch deck look like? | 投球甲板是什么样子的? |
| 1177 | You know, what do we need to do to get things in order? | 你知道,我们需要做什么 使事情的秩序? |
| 1178 | How do we even pitch and have conversations with these strategic companies | 我们怎么和这些战略公司对话 |
| 1179 | to get them even interested? | 让他们更感兴趣? |
| 1180 | The great thing about P&G was that they were interested. | P&G的伟大之处在于他们感兴趣. |
| 1181 | They have been watching us for a very long time. | 他们监视我们很久了 |
| 1182 | And that's why when I tell founders, when you are building a company, | 这就是为什么当我告诉创始人, 当你正在建立一个公司, |
| 1183 | always build it like someone is going to buy you. | 总是像有人要买你一样建造它 |
| 1184 | Because you never know who's looking. | 因为你永远不知道谁在看 |
| 1185 | So you have to operate like a Fortune 500 company. | 所以,你必须像财富500公司一样经营。 |
| 1186 | She's giving us the gems out here. | 她给我们的宝石在这里。 |
| 1187 | I'm like, write it down. | 我很喜欢,写下来。 |
| 1188 | Another reason that's the pen and paper time. | 另一个原因是笔和纸的时间。 |
| 1189 | It's like write it down. | 如是记已. |
| 1190 | Build the company. | 建设公司. |
| 1191 | Build the company like you are going to have it acquired, | 把公司建设成你所要收购的公司 |
| 1192 | even if that's not your goal. | 即使那不是你的目标。 |
| 1193 | And what do you mean by that? | 这是什么意思? |
| 1194 | Like, talk to me about how you think about building a company | 跟我说说你想怎样建立公司 |
| 1195 | like somebody's going to buy it. | 就像有人会买它。 |
| 1196 | Yeah. | 对 |
| 1197 | Infrastructure and like systems and processes, you know, | 基础设施,像系统和流程,你知道, |
| 1198 | having the right people like we had to hire C-suites such as, | 有合适的人喜欢我们不得不雇用 C套房,例如, |
| 1199 | yeah, such as, you know, a CMO. | 是啊,比如,你知道, 一个CMO。 |
| 1200 | Like, I mean, of course, like I started the brand with marketing, | 喜欢,我的意思是,当然, 像我开始的品牌与营销, |
| 1201 | but I'm not I didn't go to school for marketing. | 但我没有去学校推销 |
| 1202 | I'm not a marketing expert, but I needed to build a five year | 我不是推销专家 但我需要建五年 |
| 1203 | strategic marketing. | 战略营销。 |
| 1204 | Yeah, I don't know how to do that. | 是啊,我不知道如何做到这一点。 |
| 1205 | But yeah, I wanted to learn. | 但是,是的,我想学习。 |
| 1206 | Like the people that I hire, I want to learn from the people | 像我雇的人一样,我想向人们学习 |
| 1207 | that I bring on board. | 我带进船上。 |
| 1208 | A CFO was extremely important, right? | 一个CFO是极为重要的,对不对? |
| 1209 | Because we have to make sure that we're done with that. | 因为我们得确保 我们结束了。 |
| 1210 | I would account. | 我会负责的。 |
| 1211 | Yeah, no more. | 是的,没有了。 |
| 1212 | So we definitely had to have a CFO. | 因此,我们一定要有一个CFO。 |
| 1213 | We had to have a VP of operations like those were like some of the key hires | 我们不得不有一个副总裁 行动像那些 像一些关键雇用 |
| 1214 | because that was what helped build our infrastructure and prepared us | 因为这是帮助我们建设 基础设施和准备我们 |
| 1215 | to be ready for when a PNG came on board. | 准备好当一个巴布亚新几内亚人上船时 |
| 1216 | We had to make sure that our manufacturing was solid. | 我们必须确保我们的制造业是稳固的。 |
| 1217 | And we had multiple manufacturers, not just one, because you lose leverage. | 我们有多个制造商, 不仅仅是一个, 因为你失去了杠杆。 |
| 1218 | Again, you can't, you know, put your manufacturers against each other | 再说一次,你不能,你知道的, 让你的制造商互相对抗 |
| 1219 | to have the best pricing so you can have the best profit for your company. | 拥有最好的定价 这样你就可以得到最好的利润 你的公司。 |
| 1220 | You know, what's most important when we decided to partner with PNG | 你知道,什么是最重要的 当我们决定与PNG合作 |
| 1221 | is understanding, like, you know, does this company also support our vision | 这家公司是否也支持我们的愿景? |
| 1222 | and where we want to grow as founders and as a company? | 而我们想在哪里成长 作为创始人和作为一个公司? |
| 1223 | And, you know, do we have the opportunities to stay on board, | 你知道,我们有没有机会留在船上, |
| 1224 | to continue seeing the vision through? | 继续通过视觉观察? |
| 1225 | Was that always important to you? | 这对你来说一直很重要吗? |
| 1226 | Because I think that one of the most extraordinary things | 因为我认为 最不寻常的事情之一 |
| 1227 | is that you remain the CEO of your company. | 就是说你还是你的公司的首席执行官 |
| 1228 | Still to this day. | 至今还. |
| 1229 | Still to this day, which is bloody unusual when you go into a big conglomerate | 时至今日,你进入一个大集团 实在太不寻常了 |
| 1230 | like that, because usually there's some lovely Swiss man from PNG | 像这样,因为通常有一些可爱的瑞士人 从PNG |
| 1231 | ready to be like, thank you, Monique, and we'll see you later, love. | 准备好像,谢谢你,Monique, 我们会看到你,亲爱的。 |
| 1232 | But I think that more often than not, when you get acquired, | 但我觉得当你被收购的时候 更常见的是 |
| 1233 | the original founder isn't always either fit for purpose | 原创始人并不总是适合目的 |
| 1234 | or seen by the acquirer as somebody that they want to stay on | 或被收购者视为他们想留下的人 |
| 1235 | and stay in that position. | 并保持这个位置。 |
| 1236 | And so I think it's huge credit to you that that's the position that you're in. | 所以,我认为这是你巨大的功劳, 这就是你的地位。 |
| 1237 | And we should talk about that a little bit. | 我们应该谈谈这个问题。 |
| 1238 | But I do love what you said about building the company | 但我确实喜欢你说的建设公司 |
| 1239 | to be ready for a potential exit. | 准备一个潜在的出口。 |
| 1240 | And that does take a different type of discipline and a different type | 这需要不同的纪律和不同的类型 |
| 1241 | of self-awareness and knowing that you don't know everything | 自我意识和知道你不知道一切 |
| 1242 | and hiring people that have been there before that have more credibility, | 并雇用那些以前在那里工作过的人, |
| 1243 | more experience, you know, will be essentially friendly to that. | 更多的经验,你知道, 基本上是友好的。 |
| 1244 | And I think that's what's important about being an acquirer, right? | 我认为做一个收购者很重要,对吧? |
| 1245 | Because there's so much that people look at in a business. | 因为企业里有很多人看 |
| 1246 | Yes, you have to have a profitable company. | 是的,你必须有一个盈利的公司。 |
| 1247 | Yes, you have to have a product pipeline that they believe in for the next, | 是的,你必须有一个产品管道 他们相信下一个, |
| 1248 | you know, five years or whatever it is. | 你知道,5年或它是什么。 |
| 1249 | But they're also looking at what is the makeup of your company? | 但他们也在看你公司的组成呢? |
| 1250 | Who's in there? | 谁在里面? |
| 1251 | Are we going to have to come into this thing and completely redo it? | 我们是不是要重新做这件事情? |
| 1252 | Or is there a team that we can rely on to take it into the next few years? | 或者是否有一个团队,我们可以依靠它来进入今后几年? |
| 1253 | Yeah, we had a well-oiled engine for them to come on board. | 是的,我们有一个好油的引擎 让他们上船。 |
| 1254 | And for them, it was also them learning from us. | 对他们来说,也是他们向我们学习。 |
| 1255 | You know, I knew that for me to be a global brand, | 你知道,我知道,对我来说是一个全球品牌, |
| 1256 | like I wanted to have people that had a track record in building brands | 就像我想让那些在品牌建设方面有前科的人 |
| 1257 | and maintaining their legacy and globalization, right? | 并保持他们的遗产和全球化,对不对? |
| 1258 | And P&G had the infrastructure that I wanted Maillol to have, right? | P&G有我想要的基础设施 Maillol,对不对? |
| 1259 | And what P&G wanted from Maillol was the authenticity, the brand equity, | P&G想从Maillol那里得到的是真实性,品牌股权, |
| 1260 | the consumers, the innovation and the uniqueness that we brought to our community | 消费者、创新和独特性 |
| 1261 | that wasn't able to be replicated by anyone else. | 无法被其他人复制 |
| 1262 | And so it was a match made, you know, in heaven, like it was a great partnership. | 所以这是天造地设的比赛 就像一个很棒的伙伴关系 |
| 1263 | So, yes, when I came on board and when we sat at the table and negotiated, | 所以,是的,当我上船, 当我们坐在桌子上谈判, |
| 1264 | yes, it was me that had the leverage that was able to negotiate and say, | 是的,是我有筹码 能够谈判并说, |
| 1265 | I want to stay on as CEO because I want to see this vision until I'm ready | 我想继续做首席执行官 因为我想看到这个愿景 直到我准备好了 |
| 1266 | and feel like you guys have it and you can take it and run with it. | 并感觉你们有它, 你可以把它和运行它。 |
| 1267 | And they were OK with that because they saw value | 他们同意,因为他们看到了价值 |
| 1268 | and what I was able to bring to the table. | 和我能带给桌子的东西。 |
| 1269 | There's so much power and leverage and negotiation and sitting at the table | 有这么多的力量,杠杆和谈判 坐在桌子上 |
| 1270 | and saying, like, this is how I want my legacy to be continued. | 并说,就像,这就是我想要如何 继承我的遗产。 |
| 1271 | And if you can't follow and abide by this brand and the magic that we've created, | 如果你不能遵守这个品牌和我们创造的魔法 |
| 1272 | then maybe you're not the right partner. | 那也许你不是合适的搭档 |
| 1273 | And is that what you did in the sale process? | 这就是你在销售过程中所做的吗? |
| 1274 | Yeah. | 对 |
| 1275 | So give me an idea of some of those like hard lines for you. | 所以,给我一个想法 一些像硬线给你。 |
| 1276 | What did you really want in that process? | 你到底想怎样? |
| 1277 | And what were you able to negotiate for yourself and the company? | 你为自己和公司谈了些什么? |
| 1278 | So the first thing was I wanted to negotiate that I stayed on board as CEO. | 所以,第一件事是我想谈判 我留在船上作为首席执行官。 |
| 1279 | There was no part of you that's like, actually, I just want to like | 其实你根本就没有那种感觉 我只想喜欢 |
| 1280 | buy a house in Jamaica and leave. | 在牙买加买房子然后离开 |
| 1281 | I just want to go and lie down. | 我只是想去躺下来。 |
| 1282 | Like that gets boring. | 就像那样变得无聊。 |
| 1283 | I need constant stimulation in my brain. | 我需要不断的刺激我的大脑。 |
| 1284 | And then the second thing was I negotiated for our formulas to stay the same. | 第二件事是我谈判的 我们的公式保持不变。 |
| 1285 | This is your famous protection clause that you negotiated. | 这是你的著名的保护条款 你谈判。 |
| 1286 | Yes. | 对 |
| 1287 | And then for also our manufacturing to stay the same. | 我们的制造业也一样 |
| 1288 | So we did not change our manufacturers as well either. | 所以我们也没有改变我们的制造商。 |
| 1289 | And there was no need to us. | 而且我们没有必要。 |
| 1290 | It wasn't broke. | 它没有坏掉。 |
| 1291 | Like we don't have to fix anything. | 像我们不需要修复任何东西。 |
| 1292 | And then the third thing was kind of like a mutual negotiation, because | 然后第三件事是有点像 相互谈判,因为 |
| 1293 | I said to them, OK, it's great that you want to acquire us. | 我告诉他们,好吧,这是伟大的 你想收购我们。 |
| 1294 | But what can you do to support the community that has got me here to this date? | 但是,你能做什么来支持 社区 谁使我在这里至今? |
| 1295 | And then they came back to us and said, I see that you guys are really | 然后他们回到我们身边说,我看你们真的 |
| 1296 | passionate about your community. | 对你的社区充满激情 |
| 1297 | You have this nonprofit, My Ill Cares. | 你有一个非营利的,我的爱护。 |
| 1298 | We are going to step up and donate | 我们准备上台捐钱 |
| 1299 | $10 million to support your community for brown and black entrepreneurs. | 1000万美元支持你的社区 为棕色和黑人企业家。 |
| 1300 | I love that. | 我喜欢 |
| 1301 | I know you and I mean, I know you and I mean, I know you and I mean, I know you and I mean, I know you and I mean, I know you and I mean, I know you and I mean, I know you and I mean, I know you and I mean, I know you and I mean, I know you and I mean, I | 我了解你,我是说,我了解你,我了解你,我了解你,我了解你,我了解你,我了解你,我了解你,我了解你,我了解你,我了解你,我了解你,我了解你,我了解你,我了解你,我了解你,我了解你,我了解你,我了解你,我了解你,我了解你,我了解你,我了解你,我了解你,我了解你,我了解你,我了解你,我了解你,我了解你,我了解你,我了解你,我了解你,我了解你,我了解你,我了解你,我了解你,我了解你,我了解你,我了解你,我了解你,我了解你,我了解我,我了解你,我了解你,我了解我,我了解你,我了解你,我. |
| 1302 | In addition to the price, obviously, that as well. | 除了价格之外,很明显,那也是。 |
| 1303 | And first of all, congratulations, because I think that's so incredible for you to just | 首先,恭喜,因为我觉得 这太不可思议了,你只是 |
| 1304 | share with everybody listening and also the fact that you were able to align it with your | 与大家分享 倾听, 以及事实上,你能够调整 它与你的 |
| 1305 | broader goals as a family, because I know that you guys are incredibly philanthropic | 更宽泛的目标作为一个家庭, 因为我知道你们 令人难以置信的慈善 |
| 1306 | and it is just amazing that you've been able to keep that as a kind of thread even after | 令人惊讶的是,你一直能够保持 作为一种线,即使之后 |
| 1307 | the sale of the business. | 出售企业。 |
| 1308 | Let's talk about what happened after the acquisition, because it wasn't all glory, right? | 我们来谈谈收购后发生的事吧 因为并不是所有的事 |
| 1309 | It's like, so the investment bankers essentially do their job. | 这就像,所以投资银行 基本上做他们的工作。 |
| 1310 | 该公司被宝洁公司(Procter & Gamble)收购. | |
| 1311 | You do remain in as the CEO, and I'm assuming you were able to do the deal that you wanted | 你继续当首席执行官 我假设你能做你想做的交易 |
| 1312 | {\fn黑体\fs22\bord1\shad0\3aHBE\4aH00\fscx67\fscy66\2cHFFFFFF\3cH808080}我们得去 | |
| 1313 | And then it kind of goes a little pear-shaped, as we would say in England. | 就像我们在英国所说的,它有点像梨形。 |
| 1314 | It goes a little sideways. | 有点偏僻 |
| 1315 | Yeah, I mean, and you know, I expected it, like I understood. | 是啊,我的意思是,你知道, 我期待它,就像我理解。 |
| 1316 | You did? | 是吗? |
| 1317 | Yeah, absolutely. | 当然 |
| 1318 | Oh, because I've seen like those that have gone before me and, you know, with them doing | 哦,因为我见过像那些 已经走了在我之前,你知道, 他们做的 |
| 1319 | great things and the backlash. | 伟大的东西和反弹。 |
| 1320 | So I knew that it was coming. | 所以我知道它即将来临。 |
| 1321 | Right. | 对 |
| 1322 | And I said, I'm going to try to prepare as much as I can and try to be as transparent | 我说,我会尽力准备 尽量透明 |
| 1323 | as I can with my community, because I do care about my community and I care about educating | 因为我关心我的社区 也关心教育 |
| 1324 | and helping people understand like the why behind this. | 帮助人们理解原因 |
| 1325 | And I really wanted people to understand like this is not just a win for me, but this is | 我真的希望人们能理解 这不仅是我的胜利,而且这是 |
| 1326 | a win for all of us. | 为我们所有人赢得了胜利。 |
| 1327 | This is a win for women. | 这是女人的胜利 |
| 1328 | This is a win for black women, you know, like less than what is a one percent of women | 这对黑人妇女来说是赢的, 你知道,比女人的1%还少 |
| 1329 | receive venture capital funding. | 获得风险资本资金。 |
| 1330 | Like so for us to have a step in this direction, like this is a win for all women entrepreneurs | 这样,我们就可以朝这个方向迈出一步, 像这样,这是所有女企业家的胜利 |
| 1331 | that are trying to operate and scale their businesses. | 试图经营和扩大其业务。 |
| 1332 | And another reason why I wanted to partner with P&G was because the people that were | 我之所以想和P&G合作 是因为当时的人 |
| 1333 | around the table making these decisions, they were also people that look like me. | 他们也是像我一样的人 |
| 1334 | They had such a diverse group of people, of C-suite executives that were key decision | 他们有如此多元的人组,C套型高管,是关键的决定 |
| 1335 | makers that were advocating for P&G to purchase my, like just as much as we need women | 那些主张P&G购买我的人 就像我们需要女人一样 |
| 1336 | entrepreneurs, black women entrepreneurs in this space, we also need people on the other | 创业者,黑人女性创业者 在这个空间,我们也需要人 |
| 1337 | side of the table that look like us that can help tell our story for us when we're not | 桌子的一侧,看起来像我们 可以帮助讲述我们的故事 当我们不是 |
| 1338 | present. | 现在。 |
| 1339 | And that was something that was so important to me because I said the next time when a | 这对我很重要 因为我下次说 |
| 1340 | black woman sits down at the table or when my daughter sits at the table, she's going | 黑女人坐在桌子上 或者当我的女儿坐在桌子上,她要去 |
| 1341 | to have a better opportunity because of the doors that I've set down and opened for her | 有了更好的机会 因为我为她打开了门 |
| 1342 | to make that path that much easier. | 让那条路变得容易得多。 |
| 1343 | So that's why we have to celebrate it. | 所以我们得庆祝一下 |
| 1344 | Right. | 对 |
| 1345 | So I tried to do that, but still, you know, people attacked me. | 所以我想这么做 但还是有人袭击我 |
| 1346 | The criticism came and to be honest with you, it came really heavy. | 批评来了,老实说,它来真的沉重。 |
| 1347 | It came heavy. | 已经很重了 |
| 1348 | I mean, I think that this was a broader business story. | 我的意思是,我认为这是一个更广泛的商业故事。 |
| 1349 | This then didn't become about, you know, a black female founder that had done this | 这并没有变成一个黑人女性创始人 曾经做过这种事 |
| 1350 | unbelievable exit. | 难以置信的出口。 |
| 1351 | It really came a broader story about a community that once supported you that essentially | 这真的是一个更广泛的故事 一个社区曾经支持你 基本上 |
| 1352 | felt like you were turning your back on them. | 感觉就像你在背弃他们 |
| 1353 | And as a result really came at you. | 结果是,真的来了你。 |
| 1354 | What do you think that we can do in terms of broadening our community's understanding | 你认为我们能做些什么 来扩大我们社区的理解 |
| 1355 | and what have you done? | 你做了什麽? |
| 1356 | Because I understand, like, and I don't mean this in a it's not in a defensive way, but | 因为我明白,喜欢,我不是这个意思 在一个不是防御方式,但 |
| 1357 | I felt like you were having to defend yourself. | 我觉得你必须为自己辩护 |
| 1358 | Yeah. | 对 |
| 1359 | And you know, and it was easy for me to say, I was like, fuck everyone. | 你知道,这是容易的,我说, 我像,他妈的每个人。 |
| 1360 | What's she apologizing for? | 她为什么道歉? |
| 1361 | Well, I wouldn't say I was apologetic about it at all, because, you know, again, like | 好吧,我不会说我 厌倦了它,因为,你知道, 再次,喜欢 |
| 1362 | this is my conversations with God and like this was something that I prayed on. | 这是我和上帝的对话,我祈祷过 |
| 1363 | Like I wanted this for me and my family and my community. | 就像我为我、我的家人和我的社区想要的一样。 |
| 1364 | So I'm going to stand ten toes down that my decision was a great strategic decision | 所以,我要站10个脚趾 我的决定是一个伟大的战略决定 |
| 1365 | financially and strategically for me to ultimately recognize the potential of the brand | 在财政和战略上 我最终会认识到这个品牌的潜力 |
| 1366 | and my legacy. | 和我的遗产。 |
| 1367 | So I'm a hundred percent certain in my decision on that. | 所以我百分百肯定我的决定。 |
| 1368 | I will say that I had to ignore social media for a while. | 我不得不暂时忽略社交媒体。 |
| 1369 | How long? | 多长时间? |
| 1370 | I would say at least for the first like five days. | 我至少要说 头五天 |
| 1371 | Like, and even now, like I still don't like read the comments because people still | 喜欢,即使现在, 我仍然不喜欢读的评论 因为人们仍然 |
| 1372 | flitter in every now and then. | 时不时地发抖 |
| 1373 | I think what was the most hurtful was when we got a text for saying that our formulas | 我想最痛苦的是 当我们收到一个短信 说我们的公式 |
| 1374 | change and that they were causing, you know, problems with consumers hair because of the | 和他们正在引起,你知道, 消费者的头发问题 因为 |
| 1375 | acquisition. | 获取。 |
| 1376 | And you didn't make any formula changes. | 你没有做任何公式改变。 |
| 1377 | We did not make any formula changes. | 我们没有改变公式。 |
| 1378 | You really didn't make any formula changes. | 你真的没有做任何公式改变。 |
| 1379 | Yes. | 对 |
| 1380 | No, we did not make any formula changes. | 不,我们没有做任何公式改变。 |
| 1381 | And so that's why I'm like, like, this is coming out of left field. | 所以这就是为什么我喜欢, 像,这是从左外野来的。 |
| 1382 | Look, if we would have made formula changes, just like I told you, we were acquired. | 听着 如果我们能改变公式 就像我告诉你的 我们被收购了 |
| 1383 | I would have been transparent and told my community that we are changing the formula. | 我本来是透明的,并告诉我的社区,我们正在改变方案。 |
| 1384 | Do you feel like it was malicious? | 你觉得那是恶意的吗? |
| 1385 | Like people were coming out of the woodwork just to have another thing to say to you. | 就像人们从木头厂出来 只是为了要告诉你另一件事 |
| 1386 | And it wasn't necessarily the truth of what was happening. | 这并不一定是事实真相。 |
| 1387 | I think the person that started that was being malicious. | 我认为开始的人是恶意的。 |
| 1388 | You know, that's just my honest opinion. | 你知道,这只是我诚实的意见。 |
| 1389 | And then people are sheep and then people come on. | 然后人们是羊 然后人们来了。 |
| 1390 | Now, granted, you know, people do have issues with their hair. | 现在,当然,你知道, 人们的头发有问题。 |
| 1391 | And, you know, I empathize with that. | 而且,你知道, 我同情这一点。 |
| 1392 | Like, I understand that everyone uses products differently and may have different effects | 就像,我知道每个人都使用不同的产品, 可能有不同的效果 |
| 1393 | from the products. | 从产品。 |
| 1394 | And I am here to help. | 我是来帮忙的 |
| 1395 | Like, I'm not here to, like, pile on and, you know, add to the problem. | 喜欢,我不是在这里一样, 堆叠起来,你知道,增加的问题。 |
| 1396 | People have to remember that I created this brand to create a solution for people that | 人们必须记住,我创建了这个品牌 为人们创造一个解决方案 |
| 1397 | look like me that are suffering with hair issues. | 看起来像我 正在遭受头发问题。 |
| 1398 | So why would I pivot my foundation and where I started from? | 我为什么要支持我的基金会? |
| 1399 | Like, that doesn't make any sense to me. | 这对我没有任何意义 |
| 1400 | Well, not when it's been going so well. | 嗯,不是当它一直这么顺利。 |
| 1401 | And it's different if things are going really... | 如果事情真的发生了,那就不一样了... |
| 1402 | Can we say that again? | 我们能再说一遍吗? |
| 1403 | I think it's different when things are really going badly. | 我觉得事情真的不妙的时候就不一样了 |
| 1404 | You're like, let me change this. | 你就像,让我改变这一点。 |
| 1405 | But you're like, I'm on a roll. | 但你喜欢,我是一个卷。 |
| 1406 | Like, I just need to keep doing more of what I'm doing. | 喜欢,我只是需要继续做更多的 我在做什么。 |
| 1407 | So I did a video. | 所以我做了一个视频。 |
| 1408 | And again, I tried to be very transparent and explain to people like our formulas have | 再说一遍,我努力做到非常透明 并向像我们的公式一样的人解释 |
| 1409 | not changed. | 不变。 |
| 1410 | We are still the same I.O. | 我们还是一样的I. O. |
| 1411 | that people purchased before the acquisition. | 在收购之前人们购买的 |
| 1412 | And I'm not saying that women don't have hair issues or they didn't suffer. | 我不是说女人没有头发问题 或者她们没有受苦 |
| 1413 | But what I am saying is that I am very transparent in our ingredient stories. | 但我要说的是,我对我们的故事很透明。 |
| 1414 | And I love what I do. | 我喜欢我的工作 |
| 1415 | I use the products. | 我使用产品。 |
| 1416 | My family uses the products. | 我的家人使用产品。 |
| 1417 | There is nothing that I would ever do to sacrifice the integrity of our ingredients, | 我决不会牺牲我们的原料的完整性 |
| 1418 | nor will P&G ever do something like that. | P&G也永远不会做这样的事. |
| 1419 | Like, if anything, they have become more stringent in making sure that we are delivering the | 比如,如果有的话,他们已经变得更加严格,以确保我们提供 |
| 1420 | best effective products and ingredients. | 最佳有效产品和成份。 |
| 1421 | And everything for me has gotten better, not worse. | 对我而言,一切都变得更好,而不是更糟。 |
| 1422 | I love that you say that. | 我喜欢你这么说 |
| 1423 | Look, what I really think came out of that situation, and I give you full credit for | 你看,我真正的想法 走出了这种情况, 我给予你充分的功劳 |
| 1424 | it, is that there was a hell of a lot more understanding because of the messaging that | 因为那些留言 让人更理解 |
| 1425 | you gave, because of the conversations that were happening, even the heated conversations | 你给了,因为 谈话正在发生, 甚至热对话 |
| 1426 | that were happening. | 正在发生。 |
| 1427 | So I actually think out of that came a new level of understanding of what it takes to | 所以,我实际上想 从中 有了一个新的层次 理解它需要什么 |
| 1428 | build a business, what it means to raise capital, what it means to have a big acquisition, | 兴建企业 募集资本意味着什么 大型收购意味着什么 |
| 1429 | what happens on the other side. | 在另一边发生的事 |
| 1430 | And so I think actually what happened was net positive when you have hindsight. | 所以,我认为,实际上发生了什么 净阳性 当你有后视。 |
| 1431 | Rather you than me. | 而不是你,而不是我。 |
| 1432 | But I do think that people have a much, much, much more open mind to understanding that | 但我确实认为,人们有一个 更多,更多的,更开放的思维来理解 |
| 1433 | that was actually a great thing. | 这其实是一个伟大的事情。 |
| 1434 | And because of you, Monique, there's like literally like a gajillion little girls that | 由于你,莫妮克, 有像字面上 像一个gajillion小女孩 |
| 1435 | are out there and they go, oh, my goodness, I could do that. | 在那里,他们去, 哦,我的上帝,我可以做到这一点。 |
| 1436 | And that's an incredible thing. | 这是不可思议的事情。 |
| 1437 | They're putting me on their vision board and cutting my face off. | 他们把我放到他们的视觉板上 把我的脸砍下来 |
| 1438 | Cutting your face off. | 截断你的脸。 |
| 1439 | Absolutely. | 当然 |
| 1440 | Here's hoping. | 这是希望。 |
| 1441 | So we're three years post-acquisition now, is that right? | 我们现在是三年收购后,是吗? |
| 1442 | And do you feel like you have a lot to prove when you think about the brand? | 想想这个品牌,你觉得自己有很多证据吗? |
| 1443 | Do you think that you've still that you're still trusted and there's still something | 你觉得你还相信吗? 你仍然信任我 |
| 1444 | for you to prove or are you over that at this point? | 让你证明,还是你已经过去了? |
| 1445 | Yeah, no, I think that my L is still a very trusted brand. | 是的,不,我认为我的L仍然是 一个非常信任的品牌。 |
| 1446 | I do feel that I'm still a very trusted founder because, again, people know my character and | 我觉得我还是个非常信任的创始人 因为人们再次知道我的性格 |
| 1447 | my integrity, and that's something that you can't fake. | 我的正直,这是你不能伪造的。 |
| 1448 | No, you can't. | 不,你无法。 |
| 1449 | So for me, I don't feel that I have to prove anything. | 因此,对我来说,我并不觉得我需要证明什么。 |
| 1450 | All I feel like I have to do is just keep putting in the work and showing up with | 我觉得我要做的就是继续投入工作 带着我 |
| 1451 | integrity when it matters most. | 正直,当它最重要的。 |
| 1452 | Yeah. | 对 |
| 1453 | I want to talk to you a little bit about the money because I feel like it's so important. | 我想跟你谈谈钱的事 因为我觉得这很重要 |
| 1454 | I wonder, first of all, you don't talk about how much money you made. | 我想知道,首先, 你不谈论你赚了多少钱。 |
| 1455 | Do you give us a number? | 你给我们一个号码吗? |
| 1456 | You don't hear it from my mouth. | 你从我嘴里听不到 |
| 1457 | Well, here's what I heard from the people out on the streets. | 我从街上的人那里听说的 |
| 1458 | It's a lot. | 甚处来. |
| 1459 | It's better. | 比较好 |
| 1460 | And actually, like I mean, the people that I know, they say it was like close to two, | 事实上,就像我的意思,我认识的人, 他们说它就像两个, |
| 1461 | not quite two billion, but like in that kind of region. | 不是20亿,而是像在那种地区。 |
| 1462 | And she's just smiling at me right now. | 她只是笑我 现在。 |
| 1463 | So we're just going to keep going. | 所以我们继续前进。 |
| 1464 | Let me tell you something that I know. | 让我告诉你一些我知道的事。 |
| 1465 | I look at you and I'm like, oh, my God, she's out here. | 我看着你,我就像, 哦,我的上帝,她在这里。 |
| 1466 | She's spending. | 她花了很多钱 |
| 1467 | 其',cap,cap. | |
| 1468 | Amazing. | 厉害 |
| 1469 | I wanted to talk to you about your idea around money and how you think about money right now, | 我想和你谈谈你关于钱的想法 还有你现在对钱的想法 |
| 1470 | because you live like a beautiful lifestyle, quite rightly and as you should. | 因为你的生活就像一个美丽的生活方式, 非常正确和应该的。 |
| 1471 | I wonder, has making all this money made you more disciplined around spending money, | 我怀疑这些钱 让你在花钱方面更有纪律 |
| 1472 | or are you just like comfortable spending bigger? | 或者你只是喜欢舒适 花更多? |
| 1473 | Yeah, my relationship with money is that I respect money. | 是啊,我和钱的关系是 我尊重钱。 |
| 1474 | Like I don't worship it, but I respect it. | 譬如不拜此经但恭敬. |
| 1475 | And money has given me freedom and opportunity. | 金钱给了我自由和机会。 |
| 1476 | And I feel that money only amplifies who you truly are. | 我觉得钱只会扩大你的真面目 |
| 1477 | It just has allowed more doors and more things and more freedom that I can do. | 它只是允许更多的门 更多的东西 更多的自由,我可以做。 |
| 1478 | And also for me, what I really love the most is that my kids have the freedom | 对我来说,我最爱的是 我的孩子们有自由 |
| 1479 | and a different lifestyle than I had growing up. | 和我成长时不一样的生活方式 |
| 1480 | And that is the most rewarding thing. | 这是最有价值的事情。 |
| 1481 | It's like they don't have to figure out what they have to do right now for a job | 好像他们现在不用想出要做什么 |
| 1482 | and a career in their 20s. | 和20多岁的职业。 |
| 1483 | My 20-year-old, she can really explore and really figure out what she's truly passionate about. | 我的20岁的孩子, 她可以真正探索 并真正想出 她真正热衷于什么。 |
| 1484 | And it's because of the hard work that I have done and the lifestyle that I have created for them. | 这是因为我付出的辛劳和为他们创造的生活方式。 |
| 1485 | No doubt. | 毫无疑问 |
| 1486 | I mean, the ability to give your kids a different life has to be so high on the list. | 我的意思是,给你的孩子 不同的生活的能力 必须是如此高的列表。 |
| 1487 | Do you have an investment strategy once you get all this money in the bank? | 一旦你拿到银行的钱 你是否有投资策略? |
| 1488 | Yeah, I will tell you the funny thing. | 是的,我会告诉你有趣的事情。 |
| 1489 | My husband and I was talking about this. | 我和我丈夫在谈论这个 |
| 1490 | I didn't realize that actually managing wealth is a full-time job. | 我没意识到管理财富是全职工作 |
| 1491 | Oh, yeah. | 对 |
| 1492 | Do you remember? | 你记得吗? |
| 1493 | That was our first ever conversation. | 这是我们第一次谈话 |
| 1494 | Do you remember? | 你记得吗? |
| 1495 | We had that conversation. | 我们谈过了 |
| 1496 | Oh, yeah. | 对 |
| 1497 | I was like, girl. | и碞钩 |
| 1498 | Like you really have to sit down and have meetings with your teams | 就像你真的要坐下来和你的队伍见面一样 |
| 1499 | and be very strategic on where you're putting your money at in the market, | 并非常有策略地 把你的钱放在市场, |
| 1500 | what investments you're investing in. | 你在投资什么? |
| 1501 | And we're meeting with our team. | 和我们的团队见面。 |
| 1502 | They would like to meet with us weekly if they had it their way. | 他们想每周和我们见面 如果他们有自己的方式。 |
| 1503 | But we meet with them monthly just to make sure that we're on the right trajectory | 但我们每个月都和他们见面 以确保我们走的轨迹正确 |
| 1504 | and that our investments are going in the right direction. | 我们的投资正朝着正确的方向发展 |
| 1505 | It's another job. | 又作么生会. |
| 1506 | It is another job. | 这是另一项工作。 |
| 1507 | Are you involved in it? | 你参与其中吗? |
| 1508 | Are you the type of person that is like, I need to be across there? | 你是那种人吗,我需要去那边吗? |
| 1509 | So I'm involved. | 所以我参与其中了 |
| 1510 | And I'll be honest with you, I use AI to help me understand the language | 老实说,我用人工智能来帮助我理解语言 |
| 1511 | because I mean, I'm not familiar with that. | 因为我不熟悉这个 |
| 1512 | So I always ask a lot of questions and I tell my team to explain this to me | 所以我总是问很多问题 我告诉我的团队 解释给我听 |
| 1513 | like I'm a five-year-old kindergarten so I can understand exactly where our money is going. | 就像我是一个五岁幼稚园 这样我就能明白我们的钱流向哪里了 |
| 1514 | Well, there's a mirroring from the early days of your business, right? | 嗯,有一个镜子 从早期你的业务,对不对? |
| 1515 | It's like you don't want to lose contact. | 如来不思议无碍智. |
| 1516 | You don't want it happening over there. | 你不想在那里发生。 |
| 1517 | So we're very close with our team. | 因此,我们非常接近我们的团队。 |
| 1518 | Stay close. | 跟紧点 |
| 1519 | Yes, stay close. | 是的 靠近点 |
| 1520 | We've learned our lesson. | 我们学到了教训。 |
| 1521 | You learned it. | 你学的 |
| 1522 | You don't need, no one needs to tell you twice. | 你不需要, 没有人需要告诉你两次。 |
| 1523 | No, absolutely not. | 不,绝对没有。 |
| 1524 | I mean, that's insanity. | 我的意思是,这是疯狂。 |
| 1525 | It is. | 没错 |
| 1526 | When you think about your kids, now you're raising like very wealthy children. | 当你想起你的孩子, 现在你长大 像非常富有的孩子。 |
| 1527 | How are you encouraging and thinking about their relationship with money? | 你如何鼓励和思考 他们与金钱的关系? |
| 1528 | Yeah, well, I first told my kids that like, you know, | 是啊,我首先告诉我的孩子,喜欢,你知道, |
| 1529 | we have worked very hard for you guys to have this lifestyle. | 我们非常努力地为你们争取这种生活方式。 |
| 1530 | But I want you to remember by all means, this is ours. | 但我想让你记住 这是我们的 |
| 1531 | We work for this and you have to go out and work for your own. | 我们为这个工作 你必须出去为你自己工作 |
| 1532 | My youngest daughter, we came here, we flew here commercial. | 我最小的女儿,我们来到这里, 我们飞到这里的广告。 |
| 1533 | And she has her friends here. | 她有她的朋友在这里。 |
| 1534 | So I put her and her friends in an economy, | 所以我把她和她的朋友 经济, |
| 1535 | just to like teach her a little lesson. | 只是喜欢教训她一点 |
| 1536 | Humber. | 汉伯 |
| 1537 | Sometimes you got to keep them humble. | 有时候你得让他们谦卑一点 |
| 1538 | And then I sat in first class and she's like, you know, | 然后我坐在头等舱 她就像,你知道, |
| 1539 | I don't want to sit in economy, blah, blah, blah. | 我不想坐 经济,等等,等等,等等。 |
| 1540 | I said, I work to be in this seat. | 我说,我的工作是在这个座位上。 |
| 1541 | You still have to work to get to where I'm at. | 你还得工作才能到达我的位置 |
| 1542 | So I want to keep my kids humble. | 所以我想让孩子们谦卑一点 |
| 1543 | Get in the back of the box. | 进后箱. |
| 1544 | Yeah, you get in the back of that plane and you will be fine. | 是的,你进入飞机的后面 你会好起来的。 |
| 1545 | And I mean, of course, I do believe in reward in them. | 我当然相信奖励 |
| 1546 | Like they have been rewarded. | 就像他们得到了奖励。 |
| 1547 | They fly private jets and they have a lifestyle. | 他们驾驶私人飞机 他们有生活方式。 |
| 1548 | But I always remind them and keep them humble. | 但我总是提醒他们 让他们谦卑 |
| 1549 | Like the only reason why you have this is because of the work that we've put in. | 就像你得到这个的唯一原因 是因为我们已经投入的工作。 |
| 1550 | So in order for you to sustain this, what work are you going to do | 所以为了让你坚持下去 你要做什么工作? |
| 1551 | or what thing are you going to create so you can sustain the lifestyle | 或者你要创造什么 才能维持生活方式 |
| 1552 | when you become older? | 当你变老了? |
| 1553 | And so my oldest, she has her own career path that she set out on. | 我最年长的,她有她自己的职业道路,她开始。 |
| 1554 | She's an amazing full-time content creator and college student. | 她是一个惊人的全职内容创作者和大学生. |
| 1555 | And so to see her following my footsteps and she has this business | 所以看到她跟随我的脚步 她有这个生意 |
| 1556 | and she's going to school for marketing. | 她要去学校推销 |
| 1557 | And because I am bored and I don't have a lot to do, | 因为我很无聊,没什么事可做 |
| 1558 | we started a new brand called Wynn Athletics, a new fitness facility. | 我们开始了一个新的品牌,叫Wynn Athletics,一个新的健身设施。 |
| 1559 | And so now she's my marketing assistant. | 现在她是我的营销助理 |
| 1560 | So she's assisting with that. | 所以她正在帮忙 |
| 1561 | So now we're building a whole new family business as well. | 所以现在我们也在兴建新的家族企业。 |
| 1562 | So I just want them to see you can create something in your mind and actually build it. | 所以,我只是想让他们看到你可以创造一些东西 在你的脑海里,并实际上建造它。 |
| 1563 | More than anything, they watched it as kids, right? | 比什么都重要,他们小时候就看,对吧? |
| 1564 | They saw it. | 他们看见了 |
| 1565 | They saw it firsthand. | 他们亲眼看到的 |
| 1566 | They would have felt the anxiety of when it wasn't working | 他们会感到焦虑 当它没有工作 |
| 1567 | and they would have seen the upsides and they've seen their life change | 他们本可以看清事情的真相 并看到生活的变化 |
| 1568 | and they knew their lives before. | 他们知道他们以前的生活。 |
| 1569 | And so I think when you watch your mom and dad get up every day and go to work, | 所以我想当你看着你父母每天起床去上班时 |
| 1570 | that's better than anything you can tell them because you're showing them. | 这比任何你能告诉他们的都好 因为你在展示他们 |
| 1571 | You have the first seat of experience, like one-on-one, seeing that. | 你有第一个经验席, 就像一对一,看到这一点。 |
| 1572 | Just before we ignore him completely, | 在我们完全无视他之前 |
| 1573 | because your husband has been a huge part of the success of this brand | 因为你丈夫是这个品牌成功的一大部分 |
| 1574 | and he's still the COO and you're the CEO of the company. | 他还是COO 而你是公司的首席执行官 |
| 1575 | What's that been like actually building this thing together? | 真正一起建造这个东西是什么感觉? |
| 1576 | Yeah. | 对 |
| 1577 | So I think that working with your husband can be your greatest strength, | 所以我认为与你丈夫共事可以成为你最大的力量 |
| 1578 | but also your greatest challenge. | 还有你最大的挑战 |
| 1579 | And for us, what works for us is respecting each other's roles and communicating, | 对我们来说,对我们有用的是尊重彼此的角色和沟通, |
| 1580 | always keeping God first and understanding that even though we may have disagreements, | 总是守在上帝的首位 并且明白,尽管我们可能有分歧, |
| 1581 | arguments or whatever, that is so minute compared to the vision | 辩论什么的, 这是如此的分钟 比视觉 |
| 1582 | and the legacy that we're creating. | 以及我们创造的遗产 |
| 1583 | So it's like, once you focus on the overall vision, | 所以,它就像,一旦你专注于 整个视觉, |
| 1584 | you can quickly come to a resolve after you get it out, get it out, | 在你把它弄出来 弄出来之后 你很快就能下定决心了 |
| 1585 | say what you need to say and how do we figure and work this thing out. | 说出你需要说的话 以及我们如何解决这件事 |
| 1586 | And I think what's most important is that you have to protect your relationship | 我认为最重要的是 你要保护你的关系 |
| 1587 | and your marriage and know that your business is an extension of your relationship. | 和你的婚姻 并知道你的业务 是你们关系的延伸。 |
| 1588 | But you two are the foundation. | 但你们两个是基础。 |
| 1589 | I mean, it's so beautiful. | 我的意思是,它是如此美丽。 |
| 1590 | Every time I see you, you look so cute and happy together. | 每次我看到你,你们看起来很可爱,很快乐 |
| 1591 | He knows that I'm always right. | 他知道我永远是对的 |
| 1592 | Happy wife, happy life. | 妻子快乐 生活快乐 |
| 1593 | The company that you're running today, | 你今天经营的公司, |
| 1594 | obviously it's very, very different from where you started. | 很明显,这是非常,非常不同的 你开始的地方。 |
| 1595 | I think you have about 300 people in the business, a lot of people. | 我想你有大约300人 在生意,很多人。 |
| 1596 | What do you think about in terms of your leadership style and what's had to change, | 你对领导风格有什么看法 以及必须改变什么 |
| 1597 | especially post-acquisition? | 特别是收购后? |
| 1598 | Has that been a steep learning curve? | 这是否是一个陡峭的学习曲线? |
| 1599 | So it has been a steep learning curve because what I've realized, | 因此,这是一个陡峭的学习曲线 因为我意识到, |
| 1600 | even with the acquisition, is that not a lot of people are okay with change. | 即使在收购后, 也没有多少人同意改变。 |
| 1601 | But I think that's the one thing that's inevitable is change. | 但我认为,只有改变才是不可避免的。 |
| 1602 | Things are always going to change. | 事情总是会改变的 |
| 1603 | And for me, being a leader has become more about clarity and consistency, | 对我来说,作为一个领导者, 已经变得更加清晰和一致, |
| 1604 | even under pressure and being able to show up for my team | 即使在压力下 也能为我的球队出场 |
| 1605 | and still make decisions when things are uncertain | 并仍然做决定 当事情不确定 |
| 1606 | or when things look uncertain for my team | 或者当事情看起来不确定 我的团队 |
| 1607 | and still being able to empower them to operate in their gifts and encourage them. | 并且仍然能够赋予他们权力,让他们在礼物中活动并鼓励他们。 |
| 1608 | And also being okay as a leader that I may have encouraged you, | 作为一位我鼓励你的领袖, |
| 1609 | empowered you, and have taught you different skill sets and talents | 并教授你们不同的技能和才能, |
| 1610 | from working with Maiel. | 从与迈尔合作。 |
| 1611 | And you may take those talents and gifts to another company, | 你可以把这些天赋和礼物带到另一个公司 |
| 1612 | and that may be a competitor. | 可能是一个竞争者。 |
| 1613 | And also being okay with that people may leave when they don't get it. | 也同意人们在得不到它的时候可以离开。 |
| 1614 | And you being okay and not cracking under pressure | 你没事,不要在压力下崩溃 |
| 1615 | or not allowing your emotions to distract you. | 或者不允许你的情绪分散你的注意力 |
| 1616 | Because when you build your company and you have people, | 因为当你建立你的公司和你有人, |
| 1617 | it's like a family. | 这就像一个家庭。 |
| 1618 | So you do have some type of emotional connection with these people. | 你和这些人有某种感情联系 |
| 1619 | And unfortunately, you can't manage and take ownership of those people. | 不幸的是,你不能管理和拥有这些人。 |
| 1620 | So I just try to empower them while they're under my leadership | 所以,我试着赋予他们权力 而他们在我的领导之下 |
| 1621 | with the notion of like, I'm giving you the skills and tools | 有了这种想法,我给你技能和工具 |
| 1622 | that you need to thrive in any other environment that you go in. | 你需要在任何其他环境中繁荣成长 |
| 1623 | And not being led by emotions, but being led by facts | 而不是被情感所引导 而是被事实所引导 |
| 1624 | and being able to make sound decisions when my mind is clear. | 并能够在我清醒的时候做出正确的决定。 |
| 1625 | You've spoken a little bit about expanding the brand beyond haircare. | 你说过要把品牌扩大到除发业之外 |
| 1626 | What does that look like and what's the future? | 是什么样子,什么是未来? |
| 1627 | Yeah, so the future of Maiel is to be not just a haircare company, | 是啊,所以Maiel的未来 不仅仅是一个理发公司, |
| 1628 | but tapping into all aspects of beauty. | 但是利用美的方方面面 |
| 1629 | So from skincare to body care, | 所以从皮肤护理到身体护理 |
| 1630 | being like an overall wellness brand that focuses on a holistic approach to beauty. | 就像一个整体的健康品牌 专注于一个整体的美观方法。 |
| 1631 | So more exciting, like we have some really exciting | 更令人兴奋,就像我们有一些真正令人兴奋 |
| 1632 | skincare, body care products that I'm super excited about | 皮肤护理 身体护理产品 我超兴奋的 |
| 1633 | that we've been working on for the past two years now. | 过去两年我们一直在努力 |
| 1634 | So do you still get as excited as in the beginning? | 所以,你仍然得到一样兴奋 像一开始? |
| 1635 | What is your part of the business that gets you, | 你那份生意给你带来什么? |
| 1636 | keeps you up at night and makes you excited for your job? | 让你晚上不睡 让你为工作兴奋? |
| 1637 | Yeah, so I'm like all things marketing and like creative. | 是啊,所以我喜欢一切 营销和创造性。 |
| 1638 | So I'm still very excited over like innovation. | 我仍然非常兴奋,就像创新一样。 |
| 1639 | And I love that P&G has allowed me to still continue to lead that aspect of the business. | 我喜欢P&G允许我继续领导这个行业。 |
| 1640 | Do you feel like you have to keep saying to everyone, nothing has changed? | 你觉得你必须一直对大家说 没有什么变化吗? |
| 1641 | I did at one point, but I no longer do. | 我曾经做过,但我不再做过 |
| 1642 | Because the thing is like people that are set in their ways | 因为事情就像人们 设置在他们的方式 |
| 1643 | that are going to misunderstand you, no matter what you say, | 无论你说什么,你都会误会 |
| 1644 | no matter what you try to do to prove, | 不管你想证明什么 |
| 1645 | no matter if you like take them to the lab and see where you source ingredients, | 不管你是否愿意带他们去实验室 看看你的原料的来源 |
| 1646 | they will still say, but it wasn't like that last year. | 他们还是会说 但去年不是这样 |
| 1647 | Or you're missing an ingredient. | 或者你缺少一个成分。 |
| 1648 | They're still going to say that. | 他们还会这么说 |
| 1649 | So I'm like, I'm no longer addressing it. | 所以我想,我不再处理它。 |
| 1650 | That can't be your job. | 这不可能是你的工作 |
| 1651 | I have to use my energy in places that really matter. | 我必须用我的能量 在真正重要的地方。 |
| 1652 | Yeah, you do. | 是的,你这样做。 |
| 1653 | What kind of impact do you hope your success has for other founders? | 你希望你的成功对其他创始人有什么影响? |
| 1654 | I want the little girl in me that was hoping and wishing for someone that looked like me | 我想要我心中的小女孩 希望和希望 一个像我这样的人 |
| 1655 | to just give them inspiration. | 给他们灵感 |
| 1656 | It's a lot of fire inside of them to say, you know what? | 他们内心充满着火,你知道吗? |
| 1657 | You have a dream and you can go out there and accomplish your dreams. | 你有一个梦想,你可以去那里 完成你的梦想。 |
| 1658 | You can go out there and be a world changer and create something and innovate | 你可以出去做个改变世界的人 创造一些东西,创新 |
| 1659 | and do something magnificent that the community | 做一些伟大的事情 社区 |
| 1660 | and the people that are assigned to your destiny is going to thank you for. | 被赋予你命运的人们会感谢你的 |
| 1661 | I feel like you're no doubt doing that. | 我觉得,你毫无疑问这样做。 |
| 1662 | I hope so. | 我希望是这样。 |
| 1663 | Absolutely you are. | 绝对是你 |
| 1664 | What do you still aspire to? | 你还渴望什么? |
| 1665 | I still aspire to be disruptive and to challenge myself | 我仍然渴望破坏,挑战自己 |
| 1666 | to tackle and enter into spaces that may be deemed impossible. | 处理和进入可能被认为不可能的空间。 |
| 1667 | I aspire to disrupt the fitness industry with our new brand, Wynn Athletics. | 我渴望用我们的新品牌Wynn Athletics来破坏健身产业. |
| 1668 | I'm going to take you to some rapid fire. | 我要带你去点火 |
| 1669 | I'm the worst at rapid fire because as everyone knows I'm so long-winded. | 我是最快的快速火,因为每个人都知道我是这么长的风。 |
| 1670 | We'll see how rapid they are. | 我们看看他们有多快 |
| 1671 | What is one hair product that you never travel without? | 你从不离开的发型是什么? |
| 1672 | My rosemary mint oil. | 我的迷迭香薄荷油。 |
| 1673 | What's something you never feel guilty about spending money on? | 你从不内疚地把钱花在身上是什么? |
| 1674 | I never feel guilty about spending money on my kids. | 我从来没有感到内疚 把钱花在我的孩子。 |
| 1675 | Are you a morning person or a night hour? | 你是早上还是晚上? |
| 1676 | I am definitely a morning person. | 我绝对是一个早晨的人。 |
| 1677 | What time are you up in the morning? | 你早上几点起床? |
| 1678 | I am up at like 6 a.m. | 我早上六点就起床了 |
| 1679 | Yes and early morning. | 是的,还有清晨。 |
| 1680 | What is a book that changed your life? | 什么书改变了你的生活? |
| 1681 | A book that's changed my life is honestly the Bible. | 这本书改变了我的生活 老实说,是圣经。 |
| 1682 | That'll change. | 那会改变的 |
| 1683 | Yeah the book of Proverbs, a book of wisdom. | 是啊,普罗维兹的书,一本智慧的书。 |
| 1684 | Amazing. | 厉害 |
| 1685 | Thank you my darling. | 谢谢你 亲爱的 |
| 1686 | This is heavenly. | 这是天堂。 |
| 1687 | Yeah thank you. | 谢谢 |
| 1688 | I love it. | 我喜欢它。 |
| 1689 | You're so great. | 你真厉害 |
| 1690 | Thanks for joining me on the Aspire podcast. | 谢谢你来参加阿斯庇尔播客节目 |
| 1691 | For more strategies on how to build the life of your dreams, | 对于如何构建你梦想生活的更多策略, |
| 1692 | be sure to subscribe to our YouTube channel. | 确保订阅我们的YouTube频道。 |
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