Hilary Markinson, President of Reverie, a thriving clean beauty haircare brand, shares her journey of building a multi-million-dollar business without external funding. She discusses the organic growth of her salon affiliate network during the COVID-19 pandemic, emphasizing community and education. Hilary explains the complexities of partnering with Sephora and managing diverse sales channels. She advocates for sustainable growth grounded in passion, highlighting the importance of community feedback in product development and brand loyalty.
Reverie's focus on intentional product development and community marketing has enabled it to build a successful clean beauty brand without external funding.
The partnership with Sephora transformed Reverie's marketing and operations, demonstrating the importance of strategic planning for retail scaling and inventory management.
Deep dives
Building a Clean Beauty Brand from Passion
Reverie, a clean beauty brand, emerged from an individual's passion project rather than a desire for rapid growth. Founded by hairstylist Garrett Markinson, the brand initially developed products tailored to salon clients, responding organically to market needs. Over fourteen years, Reverie has introduced ten high-quality products, emphasizing slow and intentional growth while staying self-funded. This strategic approach underscores the belief that authentic quality can carve a niche in the beauty industry, especially in the clean hair care sector, which was virtually nonexistent at the time of its inception.
Navigating Retail Partnerships and Scaling Challenges
The partnership with Sephora marked a significant transition for Reverie, transforming its consumer reach and marketing approach. Initially hesitant, the founders accepted the collaboration, becoming the first clean hair care brand at Sephora. This partnership necessitated an overhaul of inventory management and cash flow strategies, highlighting the importance of planning for substantial retail orders. Overcoming these hurdles allowed Reverie to effectively cater to a wider audience while ensuring they maintained the brand's integrity and values throughout the scaling process.
Harnessing Community and Affiliate Networks
Reverie's success is strongly supported by its affiliation with the hairdresser community, derived from Garrett's two-decade career. The brand's affiliate program, launched during the pandemic, allows hairdressers to earn revenue while promoting products they trust. This innovative approach creates a symbiotic relationship between the brand and the community, focusing on expertise rather than traditional influencer marketing. The continued expansion of the program through onboarding salons and creators reflects the brand's commitment to maintaining strong connections within the industry while adapting to market trends.
Reverie scaled to Sephora without funding, grew a salon affiliate network of more than 1,000, and built a multimillion-dollar clean beauty empire through intentional product development and community marketing.