How Fur's Founders Pioneered a New Beauty Category Through Trust and Persistence
Feb 4, 2025
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Laura Schubert and Lillian Tong, co-founders of the intimate skincare brand Fur, share their inspiring journey of breaking beauty norms with a focus on pubic hair care. They discuss overcoming initial skepticism and the importance of persistence and trust in entrepreneurship. The duo highlights their revolutionizing approach to luxury intimate care, the power of community engagement, and adapting marketing strategies in the age of social media. With humor and openness, they tackle taboo topics while fostering loyalty amongst customers.
The co-founders of Fur identified a significant market gap in intimate hair care, emphasizing open discussions to normalize body hair as self-care.
Through persistence and hands-on product development, Fur's founders successfully maintained complete control over their brand while fostering sustainable profitability.
Deep dives
Breaking the Taboo of Body Hair
The co-founders of the brand recognized a significant gap in the market for intimate hair care products, an area often stigmatized and overlooked. Laura Schubert and Lillian Tong identified that discussions surrounding pubic hair were largely absent, prompting them to create products that addressed this sensitive topic. Their vision stemmed from a personal need and a desire to shift perceptions around body hair, treating it as a normal aspect of self-care rather than a taboo topic. This approach resonated with consumers, allowing them to engage openly in conversations around body hair and grooming.
Persistence in Product Development
Laura Schubert faced numerous challenges in developing their first product, including skepticism from manufacturers regarding the market for pubic hair care. After cold-calling cosmetic chemists, she found one willing to collaborate, leading to the development of their flagship fur oil. The initial batch of products was painstakingly filled and fulfilled by hand, emphasizing their commitment to quality and authenticity. This hands-on approach laid the foundation for a scalable product while demonstrating their dedication to effectively tackling the stigma associated with intimate grooming.
Self-Funding and Disciplined Growth
The brand has remained self-funded since its inception, allowing Laura and Lillian to maintain complete control over their vision and decisions. Their initial strategy revolved around careful financial management, where they prioritized creating a professional image and product quality without external investment. This assembly allowed them to be agile in experimentation and responsive to demand, fostering a culture of 'test and learn' that underpinned their business model. Focusing on profitability rather than relying on venture capital helped them develop a sustainable brand that continues to thrive.
Strategic Branding and Market Positioning
The duo invested significant time in crafting a sophisticated brand identity that reflects their mission of normalizing body hair discussions. They carefully designed their packaging to evoke elegance rather than rebellion, ensuring that consumers felt proud to engage with their products. By prioritizing quality and creating a welcoming space, they successfully positioned their brand as a leader in the intimate care category. This thoughtful approach attracted media attention and established a strong foundation for partnerships with retailers, fueling their growth in a previously unaddressed market.
From getting laughed out of stores to selling at major retailers—discover how Fur’s founders built a multimillion-dollar beauty brand in an untapped market with just $10,000.