The Gaineses knew they had a winning product, so they didn’t give up on their vision. “Pink Zebra was brand-new, but the culture they had created prior to Pink Zebra being launched really drew me to the type of people they were.”Ĭolby Waisath, Vice President of Sales, Pink Zebra The consumers, though, he says, “didn’t really understand it-it really needed demonstration.” It needed the direct sales approach that would allow for that personal touch. The product was distributed in 30 stores and, says Tom, “it was a complete failure.” Tom, Kelly and the buyers thought the product was great. The store’s approach is very hands-on and service-oriented, providing an opportunity for staff to engage with customers and to have the opportunity to tell them about the products. “If it was going to be successful anywhere, it would be successful there,” Tom says. That’s exactly what happened with the introduction of Pink Zebra’s signature product-Sprinkles.īack in 1997, well before launching Pink Zebra, the Gaineses had tested the Sprinkles product through Bath & Body Works. In fact, when one idea or approach doesn’t work, the most successful entrepreneurs will just tackle the issue from another perspective. “Because they were so heavy in the retail environments and because of the way the buyers bought products, they were no longer able to connect with Mary,” says Waisath.Įntrepreneurs tend to be a tough bunch and don’t take failure readily. Waisath, who now serves as Vice President of Sales, says he was brought on board to help the Gaineses “connect with Mary,” a persona they had developed to represent their ideal customer, a woman everyone could relate to. The couple hired Colby Waisath, a consultant with direct sales experience, to help them launch the brand. The company had 300 consultants after its first year and, today, has more than 38,000 with consistent double-digit growth in annual revenue. From the outset, Pink Zebra was established as a direct sales company. To drive that connection and focus on quality, they embraced direct selling. They were financially successful, but they felt a disconnect from the end user. Before launching Pink Zebra they made candles for other brands-including Pier One, Bath & Body Works, Walmart and Walgreens. The Gaineses are no strangers to the fragrance business. With a total of 100 employees in the Sugar Land location, the company has room to produce and distribute its own products as it looks to expand distribution warehouses throughout the U.S. This is a machine that makes granular pieces of soy wax for Pink Zebra’s flagship product. The real magic happens at these two manufacturing facilities, through an onsite pastillator-or “sprinklator” as company founders Tom and Kelly Gaines call it. They have another manufacturing site in Kentucky. The company outgrew its first space and has leased a 85,000-square-foot location in the area, which executives say has a great environment for businesses and is centrally located. Pink Zebra’s original manufacturing site and new headquarters are based in Sugar Land, Texas, where they held a ribbon-cutting in September. They’re like fingerprints-each one is unique.” “Pink stands for the power of women, and zebras are unique in their stripes. Today, the company offers a variety of other products-from simmering lights to shades, simmer pots, soaks, and even scented jewelry. Pink Zebra broke into the fragrance realm in 2011 by manufacturing fragrance “Sprinkles”-small beads of fragrance that customers can mix and match to meet their personal scent preferences. Pink Zebra is different-hence its name, and its mascot, Paisley. And, while a myriad of different fragrances exists in a variety of different forms (from candles to wax bars to essential oils), “what you smell is what you get,” in most cases.īut not when you buy fragrance from Pink Zebra. You get this fragrance or that one, say vanilla bean or fresh linen. Traditionally, though, consumers seeking opportunities to bring fragrance into their homes have been faced with pretty cut-and-dried decisions. What appeals to the olfactory senses of one individual may not appeal to another. Strong>Products: Sprinkle candles and other customizable scents and accessoriesįragrance is personal. Top Executive: Founders Tom and Kelly Gaines AL,AR,CA,CO,DE,FL,ID,IL,IN,MA,MI,NE,OH,OK,OR,UT,WA,WI,WY,CT,GA,HI,IA,KS,KY,LA,ME,MD,PA,VT,VA,AK,AZ,MN,MS,MO,MT,NV,TN,TX,NH,NJ,NM,NY,NC,ND,RI,SC,SD,WV,PR,D.C.BY DSN Staff | Febru| read / Feature ArticlesĬlick here to order the November 2016 issue in which this article appeared.Pink Zebra's Sprinkles are the perfect wax melt! Sprinkles are very small to melt fast and mix with other Sprinkle Fragrances, so you can create your own unique blend!! OR Sprinkles "recipe"
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