From Indifference to Demand: How Elvy Lab is Transforming Men’s Skincare Routines

Today, we interview Lekha Vyas, an entrepreneur transforming the men's skincare industry with her brand, Elvy Lab. Focused on providing science-backed skincare solutions, Lekha is addressing a gap many men didn’t even realize they had - how neglected skin health can impact self-esteem and overall happiness. Through Elvy Lab, she’s created a simple yet powerful skincare regimen specifically designed to meet the unique needs of men's skin.

In this episode, Lekha shares her strategies for building a loved brand in the male skincare market as a female founder. Tune in to discover her journey to launching Elvy Lab, and how she leveraged educational marketing, tapped into men’s buying influences and used AI to improve her product, brand and marketing campaigns to grow sales. Tune in to learn more!

In this insightful episode of the Harvest Growth Podcast, we’ll cover:

•  Strategies for selling to your target customers who are unfamiliar with your product.
• How to position your product to align with existing consumer motivations.
• Leveraging your personal branding as a Founder to build trust with your target customers.
• Key strategies for using customer feedback to refine your products and build trust.
• And so much more!

Boost your confidence with Elvy Lab's men’s skincare products, designed to deliver healthier, radiant skin with little effort. Visit www.elvylab.com today and get 20% off your first purchase with code “skincare”

To be a guest on our next podcast, contact us today!

Do you have a brand that you’d like to launch or grow? Do you want help from a partner that has successfully launched hundreds of brands totaling over $2 billion in revenues? Visit HarvestGrowth.com and set up a free consultation with us today!

Transcript

Jon LaClare [00:00:00]:
A common problem faced by truly unique products is changing consumer behavior. How do you convert buyers when they aren't yet actively looking for your type of product? Today's guest has driven tremendous growth for her business by utilizing her deep experience in the category, understanding an underserved need, and knowing how to ask questions in order to best communicate her brand messaging. Are you looking for new ways to make your sales grow?

Announcer [00:00:25]:
You've tried other podcasts, but they don't seem to know. Harvest the growth potential of your product or service as we share stories and strategies that'll make your competitors nervous.

Jon LaClare [00:00:36]:
Now here's the host of the Harvest.

Lekha Vyas [00:00:38]:
Growth podcast, Jon LaClare.

Jon LaClare [00:00:42]:
I'm really excited to be interviewing Lekha Vyas today. She is the founder and CEO of Elvy Lab. Their website is Elvy Lab.com. and maybe you can see a difference in my skin. I don't know my audience that's able to watch this in video, but she was nice enough to send some samples that I've been trying out. It's skincare targeted at men, which we definitely need it as men. We don't often think about it, and there are reasons we definitely should be. So I've been using it, loving it, and we're going to talk about the product, but also the story behind it.

Jon LaClare [00:01:12]:
But first of all, Lekha, welcome to the show.

Lekha Vyas [00:01:14]:
Thank you, John, for having me. This is super exciting, and I'm glad that you're loving Elvy Lab so far.

Jon LaClare [00:01:20]:
Absolutely. So can you talk about you'll do a better job than me of describing the actual line of products and how they helped?

Lekha Vyas [00:01:28]:
So lv lab, really, you know, it's not just skincare. So it came up as an idea of, like, you know, I've been in beauty my whole life. I wanted to start something of my own. And given my life, which we'll get into later, I decided to create something that's targeted to men. So the idea is that we start with skincare, and then in the future, we're gonna go full head to toe, one stop shop for all men's personal care grooming needs. So with Elvy Lab right now, we have one stop shop for all skincare, preventative aging. And just making sure, you know, you go from zero to a ten from a skin perspective. Cause that's where most of the attention is since the zoom culture.

Lekha Vyas [00:02:13]:
So in our skincare regimen, there's four products. So the way we did this, we actually, given my beauty experience, I formulated this brand with the dermatologist, Ivy League derm from Stanford, and I have two scientists on my team from an R and D standpoint. So we wanted to create something that gives you the maximum results, but at the same time, it's super simple to follow. So men are simple creatures. We can't really confuse them or you'll lose them. So we wanted to create something that is super, super brainless, almost. So it's a 1234, like it actually says on the bottles, it's 1234. Step four piece kit.

Lekha Vyas [00:02:55]:
So it has a cleanser. So you can throw that bar soap away for your face. Don't put that bar soap on your face. You need a cleanser. And then we have an anti aging serum, which actually helps tighten your skin, brighten your skin, and actually helps build collagen. Number three is a moisturizer, because that's, like, the biggest issue for men is hydration, but they don't want to look oily. So we created a product that's actually super simple and light on your skin, but also provides hydration and taking away the greasiness at the same time, which is really hard to find in the market. And our fourth one is our hero product, which really helps protect the eyes, the dark circles, the wrinkles, the raccoon eyes, if you call it.

Lekha Vyas [00:03:35]:
Because the first thing that people notice on anyone's face, scientifically proven, is the eyes. And they tell a story from an aging standpoint, from a lifestyle standpoint, and, you know, genetic standpoint as well. So our eye cream actually combats all eye issues at the same time. So that's why we wanted to create something holistically that where products layer and marry on top of each other for maximum results. And we have clinicals for that. So science backed, simple, clean, easy skincare for men.

Jon LaClare [00:04:04]:
And as I mentioned before, it does this product or this line of products works. It's phenomenal. It is a hurdle, though, that I know you run into wherever. You know, I. To be honest, I use a cleanser. Historically, that's what I've done, and that's most men, if that. Right. You said, like you said, it might be a bar of soap for many people, and that's kind of it.

Jon LaClare [00:04:23]:
So how do you overcome that hurdle of men kind of pushing back, like, I don't need it, et cetera, to realize that we really do for our skin.

Lekha Vyas [00:04:31]:
Wow. That really has been the biggest challenge, right, with this brand. So I think men. I think it's education, right? That's, like, the biggest thing that's missing historically, when you think about men, they're simple creatures. They're like, ah, just a bar soap. And you'd be surprised, a lot of men don't even use any soap. They just shower with water, which is very unhygienic. So if you're listening, please use something to clean your body and your face.

Lekha Vyas [00:04:55]:
So that has been a challenge for us. But what we have noticed since launching the skin that men listen to their female counterparts for the most part, it could be a mother, it could be a sister, it could be a girlfriend, it could be a female friend. They actually seed, females advise. If not, they are stealing their products from the bathroom cabinet and applying that and not knowing what it does. Just because your wife or your girlfriend is using some dollar 300 cream for her face, that does not mean it's going to give you the same results. It might actually make things worse for you. So I think education is one thing that we're super hyper focused on. And also when it comes to marketing and targeting, we are understanding the consumer behavior when it comes to men, like, what really influences them, what they aspire to do.

Lekha Vyas [00:05:38]:
So understanding really the science behind the men's psychology, I think is super key for us as we continue to build a brand and scale.

Jon LaClare [00:05:47]:
I appreciate that you shared that some men are showering with just water. So I feel like I'm doing a lot. So at least I'm using soap, right? Or historically using soap. That's pretty funny that I'm like, I never thought of that. That would have been even easier. But it's so true. It's funny. You go down the men's aisle like women, you got something for everything.

Jon LaClare [00:06:03]:
And some can be very expensive, and they give real, some give real results, right? Like, all right, so this bottle has shampoo, face wash, skin wash, toothpaste, all in the same thing, right? Like, it's about simplicity. And the connection that you've made is, okay, once you realize, once as a man, you overcome that hurdle of realizing, okay, I know I need to do something, but I don't know what now. It's like, keep it, as you said, as simple as possible. And it really is, it's, you know that, number one, number two, number three, number four, and it's, I don't want to, like, learn something new. And for me, it was so easy to use, and that's great. You resolved that. Now there's also a story behind. Oh, go ahead.

Lekha Vyas [00:06:38]:
I just wanted to add one thing to that. So one thing that, because we did listen to our customers, so before we built the brand, I know for products that's daunting. It's a lot for guys. They just, they can't. So we actually have a selfie quiz. And by the way, guys, those pictures don't come to me. So if you take, you know, an embarrassing selfie where you don't look sexy, I don't get access to that. So it's actually all data driven.

Lekha Vyas [00:07:01]:
So you take a picture, the AI tool assesses your skin, and given your lifestyle, there's a couple of questions that we ask, like, are you, you like something super simple? Do you have a regimen? Like, what are your goals from a skin standpoint? Given all of that, it actually suggests what you can start with. You can start with one product, you can start with two products. You can go with the whole thing. All four. But I do think. I think men are getting to a point now whether they're going through a divorce, whether they're seeing first signs of aging, the lifestyle. You know, our food is so processed. It all, like, starts in the gut and actually starts showing on your face, your body, everything, your scalp.

Lekha Vyas [00:07:38]:
So I think men are noticing that, and they're also raising a very single, lonely generation of men as well. So I think they are seeing the need of trying to look and feel good and gym alone just does not help. Right? Like, wearing nice clothes just doesn't help, because now we're on camera all the time. So I think men are seeking solutions, but they also wanted to keep it simple. So I think the selfie quiz, the regimen, that's super easy. I think that in conjunction, they just work together to solve this problem.

Jon LaClare [00:08:08]:
It's a great tool. And you brushed over kind of briefly in the very beginning, the zoom culture, I want to dive into that a little bit. It should help us realize how it's more important today. And I think more of us are realizing that men and women, right, where so often now our face becomes what people see. And oftentimes in zoom, you know, that's. It's really zoomed in close, et cetera. You've got maybe it might be you and one other person, it might be a group of people, et cetera, but we are seeing so much more. I've been on the phone.

Jon LaClare [00:08:34]:
My business has been on for 18 years, right? And in the early days, it was all over the phone, and I felt like I finally figured that out. Like, now I gotta learn Zoom and actually present myself, like, in a visual way, which obviously, our business is about video. So I hopefully get. Hopefully get that. But it has changed, really, the way we interact with people. And it's the first thing, as you said, people see even if we're not with them. Right. So in person.

Jon LaClare [00:08:57]:
Yes. Even more so on Zoom, because you really stare at someone's face as you interact with them. So it becomes that much more important to make sure you're ahead, being your best self. Right. Pants don't matter as much anymore. Right? What we're wearing, people don't see our shoes, et cetera. That used to matter a lot more, but at least virtual space, it comes down to the space. Can you talk a little bit about the origin story? So how you develop this product, this line of products?

Lekha Vyas [00:09:23]:
Oh, very long story. So I actually started my career in consumer. I worked at Procter and gamble, and after that, I've been in, like, deep into beauty. So I've worked with top companies like L'Oreal, Chanel, Estee Lauder. I was in the founding team for J. Lo beauty, Ellen DeGeneres. And I had other 15 portfolio celebrity brands that I helped scale and manage. So I think, for me, I've always been entrepreneurial.

Lekha Vyas [00:09:48]:
I've always been quite ambitious and wanted to create something, but it didn't trigger me until. I'm gonna get into the story. It's a little emotional, but we'll talk about it. So my mom actually got diagnosed with cancer about two years ago. And as I was taking care of her in the cancer warden, I, you know, we're just reminiscing some stories of family and stuff and childhood. And I did have a cousin who, due to bullying and self esteem issues. And in my opinion, when I used to think about him, I was like, wow, he was just so hot. He was so good looking.

Lekha Vyas [00:10:19]:
What happened, mom? And she, you know, then she told me, she was like, it was because of suicide driven by XYZ. And I also had lost a friend in my late teens as well, due to the same. Right. Men and women had puberty. Our needs are very different. Everyone, maybe not kids. Now, we all went through an ugly duckling phase, and the insecurities that were stemmed during that phase, like, women actually had back in the day, we had Walmart, Kmart, right, to go shop at. Now kids have Sephora, but I think for men, there was still a stigma.

Lekha Vyas [00:10:55]:
And I still continue to see this, where women have all the avenues of trying to look and feel good, like they have skipped that ugly duckling face in their teens. But I think boys are still kind of struggling with that. You have acne. It's hormonal acne. And then you gain weight and you have little hair showing up. And the bullying culture has, I think it's like, at its peak right now. So I think when you see kids that are struggling with those kind of issues and self esteem and whatnot, and they just don't have an avenue to try to look and feel their best, you know, you end up losing people. And I think for me, that was a motivation and, you know, personal, like something, a moment that my mom and I could discuss and share and build something off of.

Lekha Vyas [00:11:36]:
So that was really the reason why I launched and built this line, because I want to create a safe space and avenue for men, for all their grooming and personal care needs, just to help them look better. And it's one step in the right direction of taking care of our men as well, because women have 80% of the consumer market. So I think that was really just, you know, the idea behind lv lab. And given my background, had I not spent so much time in beauty, I don't think I would have been ready to be actually be an authority in this space to be able to discuss a product of the extent that I can to be able to, like, talk about building a business around my experience. I think a lot of people jump into businesses with just the idea of making money. And sure, that's possible, but I do think people should take up businesses and ventures with some level of expertise because you can actually understand it from inside out.

Jon LaClare [00:12:29]:
Absolutely. Let's talk a little about your background. So you peaked at it, but let's go into a little bit more detail. What is your background in beauty and also m and a? Eventually you got into mergers and acquisitions, private equity side. So how has all of that helped you to better run and launch this business?

Lekha Vyas [00:12:47]:
I started my career kind of in operations and supply chain, which back then I did go to a supply chain and marketing school. And in school you don't really learn so much. You learn the basics, so you don't really apply them. So it's all on the job learning. But I do think the ops background really helped me do R and D have really sexy margins when it comes to product building, which is super key when you're working with investors and trying to scale a company. Also where to source products from, understanding the best sourcing solutions, understanding how to mitigate things like Covid that happened, and being able to come on top when those type of crisis arise and stuff. And then I was able to move into M and A, and I did that with L'Oreal. So, you know, that was a land of opportunities for me.

Lekha Vyas [00:13:35]:
And I was able to pivot and move into the m and a side of things. And that really taught me what scale looks like. Right? Like what do you need when you're building a company from scratch with one product? How do you expand into other categories? What to look for when you're, when it comes to expansion and customer is always key. You always have to ask what people actually want. They like to be a part of the journey. And that way you're addressing the problem firsthand, directly. And then when you scale products and categories into a full fledged brand, then you're able to at least understand financially where it's an 80 20 rule. Where should you focus your attention on as a founder and a CEO and also what investors look like? If you're trying to exit, which I would like to exit my company, I better understand now from an m and a standpoint of what I did, what people would be looking for.

Lekha Vyas [00:14:26]:
So at least I'm not wasting time learning new things when I don't have experience. But that, so I think to me, that was like really, really, really key in being able to launch Elvy Lab.

Jon LaClare [00:14:37]:
And it is so it can be so helpful, right? It's not crucial. We've talked with inventors and founders that, you know, came in without experience and learn along the way, but it can be so helpful finding something right. And maybe yours seems perfect for what you're doing doesn't always have to be the case. But even with that, right, every business is, every business has challenges along the way, and you certainly have as well. We've talked about a couple of these in previous conversations, but one of which was you mentioned to me how you were early on, sort of forced, if that's the right word, to be behind the scenes a little bit. Can you talk a little bit about that challenge and maybe how you would do things differently next time?

Lekha Vyas [00:15:15]:
You know, I still go through that pretty much on a daily basis. So when I built this company and I was doing my marketing strategy with the team that I had hired at the time, and they were like, we did a SWOT analysis. And in the SWOT, the opportunity, opportunity was to not put my name on the brand at all or have no association. Don't talk about it because you're a female and you should not be building a men's line. So that was the feedback I got for the longest time, almost, I think, eight months into the brand post launch that I kind of dissociated myself when I was just working behind the scenes and everyone, some investors were like, why are you not talking about your own company? You actually, out of all the people that we have seen in this space, you actually have the authority to build a product that you built, and you're not talking about it. So that's a huge missed opportunity. I was like, I keep getting this almost every day that I should not have a founder association with the brand because I'm a female. Then my point was, all right, let's talk about the founder of Victoria's Secret.

Lekha Vyas [00:16:15]:
I'm sure he's not dressing up in female lingerie every single day or pretty little thing, which is also lingerie clothing line, all for women. And there's so many founders that you see that are male, but they have built female beauty products. They are not wearing a red lipstick every single day. So when you talk about those stories, somehow it is more acceptable for men to launch beauty and, you know, lingerie and clothing products for females and be able to have, like, a billion dollar exit. But when it's the opposite of female doing something for men. And by the way, I think I should be talking more about it because men, again, go to females to seek advice when it comes to grooming and personal care. And, you know, they are trying to impress her just, you know, in the majority, I guess, so that all the more just makes sense that you should be seeking a female's advice that's also an expert in the field to be able to tell you what would work the best for you. And to be honest, my friends, some investors, they're actually very grateful about that advice that I've given them.

Lekha Vyas [00:17:16]:
And they get compliments. They're like, dude, I had no idea that I needed skincare. Now I'm getting compliments. I just feel so good about that. So thank you for doing that. You need to do more of that. So now I have tried to shift as a few months ago, really like, being in the forefront of my company and talking about it and actually explaining, you know, skin is the largest organ and you have to take care of it. And this is one small step in the right direction.

Jon LaClare [00:17:41]:
And you've got true credibility because of your background, where all of this becomes more meaningful to, you know, men as the audience. Right. And I love how you talked about, like, at the end of the day, it's, you know, men want to look good for women, right? Whether it's a spouse or friends or people we know or whatever, it's. And the fact that, you know beauty, but you're also looking for it in a man as well. So I think that all that makes sense, and I'm glad you've pivoted from that. So another one you talked about previously with me is your early team. Right? So you talked about potentially, maybe if you started things differently or started over again, that you might bring in a co founder or another counterpart a little bit earlier with more marketing experience. Can you talk a little bit about that?

Lekha Vyas [00:18:22]:
Yeah. You know, one thing that I do want to start with is, like, I think when people go into building businesses, I think the mistake a lot of people made, and I actually never understood that because maybe because I've done therapy, I don't know. But I've also been very self aware since I was very young to be like, what are my strengths and what are my opportunities? Right? Like, nobody's perfect. So given where I had started my career, I came in with a lot of confidence. So, like, building a product for me was actually the easiest thing. When I talk to a marketer for them, it's like, oh, my God, like, supply chain. Creating a product, like, takes three years. Like, I just don't know how to do any of that.

Lekha Vyas [00:18:56]:
And of course, there's a lot of pillars to it, which to me, it's just so easy. It comes naturally. But my shortcoming is that I'm not a marketer. Like, I've touched every function in the face of the earth except true marketing. I've done product management, but I haven't done true marketing. And marketing is complicated. It's forever evolving. Like, with Zoom, things completely changed.

Lekha Vyas [00:19:17]:
Right? Like post, not zoom, sorry. With COVID and post Covid, brands needed different kind of strategy. We were one super retail heavy, then we went d, two c, and now it has shifted. So for me, I think had I started with a co founder that was a solid CMO and they had started this journey with me from ground zero, that would have been a little bit of a different journey today than me trying to learn marketing, which, of course, I think every founder should know every element of their business. But at the same time, if I'm not an expert in something, I'm going to get somebody else to do their job better than me. So not having ego and pride and not in saying I don't know something and I'm not good at it, I think it's definitely a strength that I have. But if I could do things differently, I would have just started with a co founder. Because again, seeking funding team is everything people look at who you're working with, is it a good match are you complementing each other's skillset? I think those are the key things that people look at.

Lekha Vyas [00:20:14]:
And that way you have a sounding board to be like, pick up the phone, talk to your co founder. Am I crazy to make this decision? So you have a partner inclined to be able to take risks together, whether good or whether bad, and then you have another set of eyes on things. So that just, I think, cuts down a lot of time and resources spent in solutions and creating solutions for the problem versus doing it solo.

Jon LaClare [00:20:39]:
And it is very different when you talk about a co founder versus an employee or a team member, whatever it might be. I like how you talked about picking up the phone, and on the other end, an employee can be great and helpful. The partner has the same skin in the game as you. Right. So they're. It just changes maybe how they respond. They're thinking about this when they leave the office. Right.

Jon LaClare [00:21:00]:
They're thinking about the business day and night alongside you to make sure that it works well. And I did the, actually, the co founder of my business many years ago, no longer. Things have changed over the years, 18 years ago. And in the early days, it was so helpful to have, like you said, a sounding board to go off and just kind of figure stuff out together. Nothing. Be alone or feel alone along the way. Have you found any resources that have been helpful to you and your business?

Lekha Vyas [00:21:27]:
Yes, I have. And, you know, it's such a founder's journey is so lonely. So I think I have had to kind of be very resilient and be shameless in this. So I will say I've had some really good mentors right? From, like, my beauty world to my friends, who actually pushed me into even taking this step, right. Because I think for a lot of people, it's like, the scariest thing is, like, you left your really cushy corporate job, a sexy paycheck, a really good lifestyle to do a startup, which is super scary, and you just don't know when your next check is gonna come from and whatnot. And I haven't taken a salary in, like, two years now, which is so scary. But I had people pushing me. You know, they saw the strengths that I had.

Lekha Vyas [00:22:13]:
They saw, you know, I had an appetite to be a good founder, so they actually pushed me. And they're like, some are see people, some are, you know, just tech investors and whatnot. But I think learning from them always be open to feedback. Like, I got some really bad feedback at the beginning, and I was so defensive. So when I looked back at it. I'm like, God, I just feel so stupid. They were right, you know, the whole time. They meant well for me.

Lekha Vyas [00:22:38]:
So having, you know, a group of people that you can go to and everyone that says that, oh, I did it all by myself. I call it B's, because whether it's your family, whether it's your friends, whether it's your partner, whether it's your dog, someone has always helped you in some capacity to overcome the problems that you have faced. And, you know, if you truly have built a successful company, I think everyone has had a little bit of support from somebody. It might not be super direct, but there's always, you know, people that are trying to help other people. So always look for those people, because being a founder is a very lonely journey. I still tap into, you know, my mentors that I haven't even talked to maybe six months. I did run into a problem of, like, you know, getting into a really bad deal that I got screwed over in. But I picked up the phone, and she was a legal counsel, and she's my mentor.

Lekha Vyas [00:23:26]:
She treats me like a daughter, and she's. She gave me some really sound advice. I didn't like it, but I still took it. So I think just having an open mind about, you know, who you can trust and taking their advice really helps. Like, you can read all the books, but again, you're reading the book alone. So it's really nice to have someone on your side to be able to, like, again, act as a sounding board.

Jon LaClare [00:23:47]:
Well said. And, you know, we all do have support in our lives, or should, certainly. And, you know, it's, the better support we have, the better we will be. The better our business will perform.

Lekha Vyas [00:23:56]:
Exactly.

Jon LaClare [00:23:56]:
We're going to run into problems along the way, and you just need that sounding board to not feel or truly be alone at any point in the journey, whatever that looks like. You know, it could be a co founder, it could be a mentor, it could be whatever it might be. But having sounding boards or family members even. Right, as you said. Yeah, we could go back to. Was there anything we didn't talk about that you think could be helpful for our audience?

Lekha Vyas [00:24:16]:
I think for anyone that's trying to build a company, and I think I am the biggest culprit of this, and I'm still trying to figure out how to overcome this. Right. I think it's a pro and a con. When I think about self growth and being a founder, when I talk to people, they're just like, oh, my God, you're doing so well. Your brand, you create a product. You did this, you did that. And I'm like, no, so what? Anybody can do that, right? Like, you as a founder, you just don't give yourself enough credit. But when you hear from another person's perspective that, you know, being at the lowest of your lows, like, because I actually did end up losing my mom this year.

Lekha Vyas [00:24:54]:
So, like, the caretaking and then the loss and, like, building a company and, like, the challenges that come along with that, I never sat down and was like, you know what, lakes? You actually did a decent job. Like, take a break. It's okay to take breaks and celebrate the small wins because if you're not celebrating your small wins, you'll never be able to recognize them in the future as a true win. And, you know, those small wins are really what help you keep going on a day to day basis. Because, again, being a founder, it's not fun in games all the time.

Jon LaClare [00:25:25]:
I love that great advice. It's something I try to live today, even 18 years in, I need to have those small wins because I still hit challenges, right? Everybody does in their business. And the small wins help us get through those and get to the next big win. Right? That is hopefully just around the corner.

Lekha Vyas [00:25:41]:
We always hope and celebrate them with your loved ones.

Jon LaClare [00:25:44]:
Right.

Lekha Vyas [00:25:44]:
Even if we could be like, oh, my God, I got this one small po. But I think it's also worth celebrating because we just tend to forget what really means, what's important.

Jon LaClare [00:25:55]:
So true. Well, Lake, thank you so much for your time.

Lekha Vyas [00:25:57]:
Thank you, John.

Jon LaClare [00:25:57]:
This has been a really fun interview. I do encourage our audience. Please go to Elvy Lab. E l v. Yeah, we'll put it in the show notes. If you're driving, check it out later. It's LinkedIn or YouTube, et cetera. So Elvy Lab.com.

Jon LaClare [00:26:11]:
please go check out our product. As I can say for myself, I've been loving it. So I can't wait to keep experiencing and see improving results. It's been a couple of weeks, I think, since I started using it already. Results are good. I'm sure it's just gonna keep getting better. So thanks again, Laker, for your time today.

Lekha Vyas [00:26:25]:
Thanks, Jon. One more thing for the audience that are listening. I love Jon. He's an awesome, awesome person. So I'm actually giving 20% off for all your audience that are listening to listening. And it's an evergreen code. It is skincare.

Lekha Vyas [00:26:39]:
20 for, 20% off on all your purchases. You could even buy single items outside of the kit. But, yeah. So it's gonna be 20% whatever you wanna check out with that code.

Jon LaClare [00:26:51]:
So did you know you can meet with a member of my team absolutely free for a 30 minutes strategy consultation? We've launched and grown hundreds of products since 2007 and learned some of our strategies while growing Oxiclean back in the Billie Mays days. We're here to help, so please go to harvestgrowth.com and set up a call if you'd like to discuss further.