On Friday, The Today Show shared the amazing story of 16-year-old Zandra, who started her own skincare line when she was 9 years old. Like many young girls, Zandra loved lip balm. After her dad refused to buy her more, she started researching how to make her own. Once her mom saw her passion for lip balm, she bought Zandra a lip balm kit from Bramble Berry. Zandra’s parents continued to foster her love for making bath and beauty products, and soon her passion grew into a business. Zandra’s line has grown from lip balm to a wide variety of products, including soap, sugar scrubs, lotion and more. Click here to shop Zandra Beauty.
I had the opportunity to meet Zandra and her mom this year at the Indie Business Cruise. I was so impressed with her; she gave an amazing talk and was an inspiration for the entire group. As if starting her own company at 9 wasn’t awesome enough, Zandra gave a TED Talk when she was 14. Watch her talk below. Zandra shares the story of her business and how she uses it to encourage other young women in business and support girl’s education. Basically, Zandra is one of the coolest 16 year olds ever. =) Also, she just completely rocked the Etsy Open Call and **won.** Look for her products in Paper Source. As Paper Source hashtagged it on Instagram, #GoldenPO. Yes, a golden purchase order for a seriously talented individual.
Stories like this are exactly why I started Bramble Berry at 20 years old, and what inspires me to keep pushing everyday. This story is also inspiring to me as a mother of two young children, who I hope will have an entrepreneurial spirit when they are older. If the amount of stuff Jamisen ‘borrows’ and then ‘sells’ back to me are any indication, one of the kiddos is headed in that direction.
My friend, Bob Pritchett, says that all entrepreneurs should start a business before the age of 20 because the stakes are so much lower. There’s something to be said for that. When I look back at the early years, I can’t imagine trying to do all that with the craziness in my life now with juggling kids and full-time adulting. That’s why I find stories like Zandra’s so exciting and inspiring. Hearing about Zandra got me thinking about my early days in business, and what I have learned since starting a company at 20 years old. Read on to learn what I would gently and lovingly tell my temperamental, energetic, enthusiastic, and naive 20 year old entrepreneurial self.
Profit is not the same as cash flow.
This was my toughest lesson. I went into business with no degree. Running a small hamster-breeding-business in high school wasn’t quite the same as starting a raw materials company with a small staff. I couldn’t figure out how the profits on the bottom line showed that there should be money in the bank…but there wasn’t. My big lesson is that growth sucks cash and that cash doesn’t stay in your bank account when you’re a growing company. The only way to get through that hump is to slow the growth. This means buying less inventory, adding fewer products and working more hours yourself instead of hiring someone.
Malice and envy are attracted to shiny objects.
I believe that goodness is in everyone’s nature and that people wish the best for you at their core. As I started to get a bigger presence in the niche market of soapmaking, I saw comments in forums about me from people that didn’t know me and hadn’t met me. They weren’t based in reality and they weren’t great. My feelings were hurt. I cried to my dad. I didn’t understand how people who had never met me didn’t like me, and would judge me on my voice (too perky), my head (too bobble-head-y), my chipper nature (so irritating) and more. It’s not right and it’s not okay, but people can be mean to others who threaten them, make them feel inadequate or for any number or reasons (they’re bored, they’re 13 years old and looking at Periscope, Vine or YouTube to pass the time, you remind them of their ex-girlfriend…so much random stuff that’s not about you). In this case, it really isn’t you. It’s them. And it happens to anyone who sticks out in a sea of sameness.
There isn’t much that a good night sleep can’t fix. Everything looks better after a good nights sleep; the fight with your best friend, the order you screwed up, the size of your checking account, the embarrassing thing you said to your boss – it all seems more manageable when you’re well-rested. That’s why the prescription for a tough week is a 20 minute bath, a good book, some Sleepytime tea and 9 solid hours in bed.|
Consensus is usually a cop out.
It’s tempting to want everyone to like you. I do. I want every person working at Bramble Berry to think I’m the best boss they ever had and to think Bramble Berry is the best company they’ve ever worked for. I want every person reading this blog, watching me on YouTube, and buying from Bramble Berry to think I’m the smartest, funniest, most approachable, kind person they’ve ever read, watched, and purchased from. The “like me, please like me” nature we have means we want people to approve of our decisions. The easiest way to get people to approve of our decisions is to ask them what they think and involve them in the decision. And that’s great…to an extent. Often, consensus leads to watered-down decisions that please no one and are entirely too long to get to. When possible, make the decision on your own or with one or two trusted advisers. Endless meetings lead to inertia and clunky, slow outcomes. And ironically, they lead to people liking you less than had you just made the decision and moved on.
Websites are never done and they cost a fortune. This doesn’t mean you’re a failure. Everyone goes through this. Everyone. I cannot think of one single website iteration in TWENTY years and countless websites (COHE, Otion, Soap Queen, Best Day Ever, Teach Soap and more) that has launched on-time, on-budget or without glitches. Earlier this year, we revamped the Bramble Berry website (new back end, facelift on the front) and we’re already redesigning the site again less than a year later. As Mark Zuckerberg famously said – and his quote hangs in my office – ‘Done is better than perfect.’ Launch it and fix it later.
Some people will take advantage of you.
It doesn’t mean everyone will. Always assume goodwill until you are forced to retreat and protect yourself. The number of people who have stolen from me or used me cannot be counted on two hands. I had a rash of them over the last four years in particular. It has not been good for my bank account or my psyche. I want to believe that everyone is really lovely and is conspiring to do good. And even with the reality that not everyone is pure of heart and that bad behavior can always be justified, you just have to keep taking the plunge. Choose to risk and trust with your whole heart, even with the possibility that your heart will be broken and your bank account worse for the wear. Being in business means that your capacity for wonder, for excitement and for joy grows daily. It also means your surprise at how cruel, pathological and ruthless others can be diminishes daily.
How you recover from a mistake is everything.
I’m human, you’re human, your team is human and your customers are human. This means that you make mistakes. I make mistakes. They make mistakes. It happens. You can get defensive, justify the mistake and explain the mistake. But the mistake was made and you need to own it and fix it. The customer will remember how you repaired the relationship. Sometimes, this means losing money or accepting blame where none exists (the dog ate it, FedEx didn’t deliver it, the vendor sent the wrong product) but the buck stops with you when you’re in business each and every time. I still remember my first disagreement with a customer 18 years ago about a non-trackable Priority mail shipment. I can’t believe how much time, energy and angst I wasted arguing over $8.
Writing stuff down takes time. It’s a pain in the rear, but it’s a hugely important thing for consistency, training and continuity.
I hate writing Standard Operating Procedures, aka: instructions for someone else to do a task. It’s easier to do the job than write out each and every single step (Turn computer on. Log in as Administrator. Password is DoYouThinkIWouldReallyTellYou? Open up QuickBooks by going to the ‘Start Menu,’ ‘Programs,’ and select ‘Quickbooks’ in the fly out menu. Ad nauseam. Forever. Times a million steps and a million tasks).
I hate it. I loathe it. But, it’s the only way to grow. Do you want to do every task for every thing in your business forever? Nope. So, you have to write it down and update it every time you change a system or procedure. This is an area I’m still weak in and try to avoid at all costs. “Oh today I need to write up instructions for posting to the blog? Hmm… I suddenly remembered I need to talk to somebody and oh my goodness, my office looks such a mess. I can’t possibly concentrate on writing this stuff up if my desk is that messy. I should clean my desk first,” and so on and so on. Remember what I said about bad behavior can always be justified? Turns out, so can laziness and procrastination!
Investors come with strings.
Avoid them in the early stages, unless you need them for connections, talent or sweat equity. I’ve never run into a soap or bath & body business that truly needed an investor in the first year. They may have thought they needed an investor because they wanted to start bigger than they needed to; they wanted foil packaging, decided on the expensive website instead of the one that was good enough, etc. The reality is that you can start a soap business with very little money and build it, one bar of soap at a time. It’s romantic to make bold proclamations, stay in the planning stages forever and skip the hard work of sales. To go it alone, without the investor or bank, sales is indeed what you need.
Do you really want your Uncle Larry advising you on what women want in their bath salts? Or Aunt Patricia calling you when her brakes go out in her car and demand her investment back? Family and money don’t mix. Family is usually where small business gets its capital to start with. In Bramble Berry’s second year of business, I desperately needed cash to buy Bramble Berry’s holiday fragrances (remember lesson number 1: growth sucks cash). I offered my Dad 33% of the business for $5,000. Five thousand dollars. Thank goodness he turned me down because A.) I would never listen to him if I was forced to, and now I willingly seek out his advice. And, B.) I never would have wanted to buy him out now. If you can avoid it, don’t take the money.
It’s okay to not be good at everything.
It’s not okay to be bad at the people part of your business. Your business is all about people. Whether it’s your customers, employees or the reporter you’re talking to, you need to genuinely like people. When you talk to a reporter, it’s key to develop a rapport with them. When you talk to customers, you want to engage with them and be delighted to talk to them. Other than the people part, you can outsource most everything else in your business as it becomes financially viable for you to do so. For me, the things I started with were the obvious things: book keeping, packaging product and then packing orders. It continued to grow until now I focus on creative, sales, growth and company culture. For you and your business, it will be different but don’t feel the need to be the end all at everything. You don’t need to be good at coding to own a website business. It’s nice if you are, but you don’t have to be. Ditto graphic design. Same with operations. The only non-negotiable is the people part of it.
These are the lessons that come to mind right now but ask me again in ten years; there will be more. Business is one big game of taking one step forward, then two steps back and there are so many learning lessons in the process that are humbling, breathtaking and often painful. It’s not for everyone but when you find something you love, what’s that the song says? Hold onto it and never let it go. And, never quit learning.
Hi Anne-Marie,
Thank you for posting these tips. My partner and I are in the process of starting our soap biz and I have “stars” in my eyes! I know, however, that I need to scale down a bit for the start up and have been in customer service long enough to know that people can be…well, “people”. I want this with my whole heart so I know I will succeed, but admit I am concerned that the handcrafted bath and body market is oversaturated. I have, what I think is, a unique concept…I just need to get past the anxiety that I will be sitting and waiting for buyers.
Ann Marie, you are an inspiration! I am successful in business (not soap-making) but your advice to your 20 year old self are applicable across the board. Taking risks by not getting jaded (as my husband says when someone takes advantage- let that be between them and God), being good to people as a baseline- those are the ethical elements we need to embed in our everyday life. And of course, done is better than perfect, and perfect is the enemy of good! Thanks so much for sharing this.
Thank you for being so honest and authentic. We all appreciate it.
Thanks for reading Jane. =) If I can save anyone any heart ache or mistake, I am so happy! Business can be a roller coaster at times for sure. =)
Anne Marie thanks for sharing this! I always love these kinds of posts that shares how people have learned & grown in more ways than ever. I wish you continued success & keep inspiring the world!-T
Thank you for reading and commenting. It’s so gratifying to know that my story of ups and downs can help others avoid those same ups and downs =) PS – I love your ‘Oh Honey’ soap in your shop. It looks beautiful.
Thanks so much for taking a peek at my shop!
Just getting around to reading this post. Great reflection. I also just took a look at your Best Day Ever website and it is awesome! Your program will be beneficial to a lot of people. I have been on my own personal health journey and so far the results have been great. I will admit that it has not been easy, though. The good news is that foods that I craved in the past have completely gone away. I have also lost 14 pounds by changing my eating habits and exercising at least four times a week. My energy level is also 100% better. Again, congratulations on your new venture or lifestyle brand.
Thank you! I really appreciate your comment and you digging deeper into what I’m working on now (in conjunction with Bramble Berry, of course!) =) I just found that after years of working with mostly female entrepreneurs that they had very similar stories around feeling tired, the weight creeping on and not living their full potential so this is the next phase and iteration. I’m loving an opportunity to go more and deeper with a handful of entrepreneurs while I keep doing soap and teaching during the day. I’m hoping it’s the best of both worlds. Congratulations on your health change and revolution you did on your own. That is HUGE. I’m excited for your personal success in that area. =)
Thanks for posting this! Im a 17 soap maker any have been making for 3+ years and want to start a business but i don’t have a business minded bone in my body… but as my senior project for school I’m planning on finally diving in and setting up my business 🙂
That is so exciting. Congratulations on making this a senior project and getting a start on your best future at such a young age. =) I sold soap all through college and it was awesome to have a legit part time income to fall back on or hustle more at.
“Business is one big game of taking one step forward, then two steps back and there are so many learning lessons in the process that are humbling, breathtaking and often painful. It’s not for everyone but when you find something you love, what’s that the song says? Hold onto it and never let it go. And, never quit learning. ”
That’s a conclusion that inspires me.
I’m working almost 3 years on my project creating soap without palm oil for selling purposes and your article encourages me to keep moving forward.
That is a great niche to be in. All of the fair trade/direct trade/palm free/organic trends are growing as people become more aware about what they put in and on their body and, as they decide to vote with their wallets. Baby steps, and continual forward movement will get you where you need to go. It might not be fast but you’ll look back and be amazed at where you came and how far you came over time if you just keep working at it.
This is a very good article. Thanks so much.
I don’t have a business but with the few things that I have created yet, some people just want for free, all of it. As soon as you mention your plans of selling…ohoo they want the recipe. So funny. And other things. I believe in sharing but to a certain degree.
Yes, that is such a great observation. And something a lot of new soapers and crafters find. I wrote a blog post about it way back in 2008: https://www.soapqueen.com/business/cool-how-is-this-made-2/ Congratulations on starting to think about selling your products. That’s a great place to be.
I am just starting out working out of my home and know that my products (my family love my products) will sell. I know that you do mostly bar soap and I love creating that too but I want to concentrate on liquid soaps (body wash, shampoo, hand soaps, etc) I have started working on a web page, updating Facebook. I just need a little guidance.
Hi Teresa – Liquid soap is definitely a great niche to be in and, liquid soap is a booming market. Tell me more about kind of guidance you’re looking for – business guidance or recipe help? Where are you in your business right now? =)
You are such an inspiration, Anne Marie. I’ve had an amazingly discouraging year. Your posts always deliver, help me think outside the box and get the creativity and excitement flowing again.
I hope you realize just how much you are appreciated by so many.
We adore you just the way you are. Thank you to you and your team for all you do for us. Your products are top notch and you seriously go above and beyond.
All hail the queen!
Oh thank you; that is so kind of you. Yes, the team at Bramble Berry is amazing, aren’t they? I feel lucky to get to work with them every day.
I’m sorry to read that this has not been a great year. Last year was my year of ‘not great’ with the house explosion and an ethically disappointing and financially expensive business experience so I can empathize. I’m hoping your next year gets better for you.
Thank you for being a reader and an enthusiastic supporter. I appreciate it. =)
Hi Anne Marie! Just wanted to Thank you and your company for all of the amazing advice, ideas, recipes, support, and encouragement. I enjoy your candidness, and I think you run a great company. I am new to the soaping business, but have been hooked since Jan 1st when I made my first log of soap with my daughter. It was her Christmas gift to me 🙂 Your enthusiasm and energy are very motivating, and your team of employees are very encouraging with their comments.
Thank you Cheryl and, thank you to your daughter for getting you into this amazing hobby. I love making soap too and find the entire process magical and, addicting =) I’m really lucky that I have such a passionate team at Bramble Berry to work with and to help support and teach new soapers every day. We all live and breathe soap and small business =) I appreciate you reading and taking the time to comment.
This is a GREAT post – and I can relate in many ways. I felt like I was reading a diary of a lot of my own experiences/lessons. I have a bakery/deli/catering business (10 years) and have added a small line of handmade soaps about a year and a half ago. The lessons learned in the deli are the same lessons you learned in the soap world. I am hoping to slow down a little in the restaurant world in the coming years, and expand the soap line. Time will tell – if I can do this successfully. Thanks for all your great products and advice. The one that holds the most truth for me – a good night’s sleep can fix almost anything! Continued blessing and good luck to your family and business.
Oh that’s so great that you have a business in place already and are doing the soaps as your side hustle. That is *so* smart. It’s how I’ve expanded as well. Work really hard at one FT job/business and then do the rest in the evenings, weekends and early mornings. It is such a wise decision. I love that you’re thinking ahead about where you can go with your soap line and how you can transition into the next phase in your business and career. There’s a reason you’ve been in business a decade. That kind of longevity doesn’t happen by accident so kudos to that! =)
Yes, a good nights sleep can fix anything and on that note, I think I’ll go get to work on my evening routine so I can get that good night’s sleep tonight =)
Hi Anne Marie!
I really appreciate your candid hindsights! As a fairly new Soaper that is starting to sell some of my products, I have definitely noticed the need for some tough decisions. Questions like: Am I actually ready to officially become a business or is this still a hobby? Do I need to have my tax id already? At what point to make the jump to register as a business?
The growing pains of realizing I need an ‘official’ work space because i am tired of ‘unpacking’ my ingredients every time i want to make soap. Ugh!
Thank you so very much for all your generosity in sharing your experience. Keep up the great work!
~ Eva : )
I will tell you that my business grew by leaps and bounds when I was out of my house and in an office. Something about having to travel to get to the office and not having that pile of laundry staring at me really made a huge difference in my productivity and focus. Plus, I was SUPER hungry because I had to pay rent. Haha =)
As for your practical questions, the answers vary based on the state you’re in but generally, the IRS has some thoughts on that here: https://www.irs.gov/uac/newsroom/five-basic-tax-tips-about-hobbies and here: https://www.irs.gov/uac/business-or-hobby-answer-has-implications-for-deductions I hope that helps give you some clarity. Let me know if there’s any other resources I can point you to. Business can be (is!) complex and confusing sometimes =))
Thank you for being a reader and commenting.
Thanks for all of your advice! It’s wonderful to see you succeed and to get a glimpse of what things looked like back in the beginning. It encourages me to keep moving forward, dream big, make a plan of action, and then work to make it happen.
Aw, thanks Nichole. It’s awesome that you see this journey as something that inspires you. For what it’s worth, I absolutely would do it all over again if given the chance (even with all the negatives). I love being my own boss and being able to choose the people I work with. It is such a privilege and I do not take it for granted.
Thank you Anne Marie, I have been a customer of Bramble Berry from day one of my business and very much inspired by you. This article touched me in so many ways, I appreciate your openness and honesty.
Thank you so much for your long term business. I so appreciate that. It is a huge compliment and I don’t take it for granted. I am so grateful that you commented to let me know that this rather vulnerable post struck a chord with you. That definitely makes it easier to let it sit out there for others to read. =)
Thank you for this, Anne-Marie. Your advice really resonates with me, as I’m just finishing up my second year of business and enjoying growing pains daily. Rapid growth is a great problem to have, but I’d be lying if I said that I felt like I have my…stuff…together even 80% of the time right now. It’s exhilarating, terrifying, and often times I feel like I’m flying by the seat of my pants. Honestly, I wouldn’t have it any other way. Thanks again for your words of wisdom.
That is awesome that you’re growing. What an incredible path to have. I am delighted for you.
I had years of 100% year over year growth. It was miserable. It was exhilarating. And it was both at the same time.
Hold onto that dragon tail and just ride it; surf it; work through it. Keep doing the work every single day. Do the boring things day in and day out as a way to manage the growth you’re experiencing. That will definitely make you feel more in control and that’s comforting. =)
Have you read ‘Lean In’ yet? In it, Sheryl Sandberg talks about ‘impostor syndrome’ and how difficult it is to feel like you EVER have your stuff together, no matter what size or experience or success you’re at. This article – written by a man in a totally different industry than we are – may resonate with you: http://anymanfitness.com/kryptonite/ (not so much the irritability = but the impostor syndrome).
Thank you for reading and for commenting. I so appreciate you being part of our community.
Great advise! You are very inspirational in my eyes.
Thank you! It’s definitely taken a long time to growth the business and to do it with my sanity intact =) And I couldn’t have done it without amazing help and support from friends, customers, family and team members.
Great advice! Thanks
Thank you for reading and commenting =)
Anne-Marie, sound advice and many things to keep in mind in life only business. I love that point about website, having just migrated this past weekend, having my site crash 5 times and having 5 heart attacks, thank you for posting that. 🙂
Thank you for posting this!
Oh goodness, I feel for you. Migrating is so scary. It’s like holding your breath and waiting until the site re-emerges and sometimes it takes minutes and other times, I swear, it’s over a day and you silently freak out and wait for the internet to do its thing. I hope your site is up and running perfectly now and unlike us, you’ll be able to keep this one for longer than just 6 months! =)
Awesome from the voice of experience! I was a bit surprised about the “stealing” part – that would never occur to me to do it, so i guess it doesn’t occur to me that others would – ew. And right – don’t mix money with friends and family!
Thank you for reading and commenting. It is surprising isn’t it when people take advantage of your good nature, right? I guess I’m thankful that I have the capacity to continue being surprised because that means I still believe the glass is mostly half full and people are still at their core, good. =)