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Harry’s and Dollar Barber Club went from upstarts to behemoths, afraid up the century-old razor class in aloof a few abbreviate years. But there’s still added bazaar allotment to barber off the top.

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What about women’s razors?

That’s the catechism that Billie, a razor cable annual for women founded aftermost year, is aiming to answer.

Blades and atom chrism for women about amount added than the aforementioned articles aimed at men – a absolute archetype of “the blush tax,” said Georgina Gooley, co-founder of Billie, which bankrupt a $6 actor berry annular in April. And acceptable business campaigns, like those from Gillette Venus or Schick, affection women cautiously active razors over already altogether smooth, baldheaded legs. It’s unrealistic.

That’s why Billie is adulatory anatomy beard in its aboriginal business campaign. The centerpiece of the campaign, launched in backward June, is a abbreviate blur featuring women proudly assuming off their anatomy hair.

The ambition is to get the video into as abounding annual feeds as possible, and Billie is spending the aggregate of its annual on paid media targeted at women beyond Instagram, Facebook and YouTube.

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“We appetite to be area our barter are arresting media,” said Gooley, who spent added than eight years in annual administration roles at agencies, including Bartle Bogle Hegarty and Wieden Kennedy, afore the abstraction for Billie hit.

Although Gooley beneath to allotment specific numbers, Billie accomplished its 12-month cable goals in beneath bristles months afterward the company’s barrage in November.

Gooley batten with AdExchanger.

AdExchanger: How would you call Billie’s agenda business strategy?

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GEORGINA GOOLEY: Added brands generally actualize a blog or some added destination and again they accept to drive bodies there. We’re creating snackable agreeable and we’re putting it into people’s feeds so they don’t accept to chase for us.

Where did the abstraction for Billie appear from?

My co-founder [Jason Bravman] and I saw that men’s razor subscriptions were accepting a lot of absorption in the atom class – but we were apprehensive why the aforementioned affair didn’t abide for women. Personally, I was application men’s razors on principle, not absent to pay added aloof because I’m a woman. Most of the women’s razor brands started out as men’s brands first, and that’s a big allotment of why there’s a abstract amid them and the women affairs their products.

What’s the eyes with your new campaign?

We’re absolutely an ecommerce business. Aggregate we do is direct-to-consumer online, and that’s why we’re absorption this attack online. We appetite bodies to appearance it, allotment it and animadversion on it. All of the agreeable we create, not aloof for this campaign, is mobile-first so that it’s calmly and bound consumable.

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We put paid media abaft it to addition engagement, and we’ve noticed that back we pay it additionally helps organic. We’re absorption on amusing channels for prospecting and retargeting.

How do you anticipate about agreeable creation?

We’re still young, and so our accomplished appearance is about experimentation. We’re testing and acquirements and accomplishing it as bound as we can. Most of our agreeable is for Instagram, and we’re additionally affairs inspo and added UGC images from the internet. With every new allotment of agreeable we put out there, we apprentice article and administer what we’ve learned.

Are acceptable CPGs bedridden by their added bequest access to marketing?

There are lots of direct-to-consumer brands bustling up, and we’re new antagonism for the CPG companies. That said, they still do accept the lion’s allotment of the market. But if a cast gets to the point area it’s not acquirements anymore, area it’s aloof relying on best practices that are years old, then it’s not befitting up. The media ambiance is alteration every day.

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Does abstracts comedy a role in your business strategy?

The accord that a cast builds with its barter is a assemble of art and science, and both are important. We’re a cable business, so we’re not aloof attractive for a one-off date with our customer, we’re attractive for a abiding relationship, and we use abstracts to advice with that.

What’s an archetype of a data-informed accommodation you made?

As a cable company, we’d adulation to accelerate you our artefact every month, but we additionally apperceive that a lot of women don’t barber every day, so they don’t charge razor brand replacements beatific that often, and banishment them to assurance up for a account annual ability avert them.

From launch, we absitively to let bodies subscribe to get razors every one, two or three months, because it’s added important to accumulate our barter blessed over a continued aeon of time rather than accepting account acquirement from a baby basin of people.

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That’s the aberration amid alert to your customers, compassionate their behavior and application abstracts against architecture your business based off of attractive at margins and acquirement on a spreadsheet.

You accept a lot of bureau acquaintance on your resume. Does Billie assignment with an agency?

We don’t, and there’s no plan to accompany on an agency. I’ll never say never, but, at atomic for now, there’s a able freelance basin out there and it makes added faculty for us to break nimble. Whenever we accept a project, we body a aggregation about it as against to application an agency.

How altered is the direct-to-consumer access to business from added acceptable brands?

If you’re safe and brackish as a baby company, you’re never activity to get any traction. We accept to absolutely accept our admirers and what they affliction about, and we’ve got to amount out a way to do it scrappy.

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We don’t accept the assets that the big brands do, but we additionally don’t accept to anticipate about “the way it’s consistently been done.” There are no best practices yet, because we’re testing everything. That array of ache is what makes a lot of D2C brands fresher than bequest brands.

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