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Bonus​ ​Interview
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Nathan​ ​Chan:​ ​Can​ ​you​ ​tell​ ​us​ ​about​ ​how​ ​you​ ​started​ ​EAU​ ​PAIX​ ​VIE?​ ​How​ ​did​ ​you​ ​get​ ​started?

Simone​ ​Wilkins:​​ ​I​ ​obviously​ ​deal​ ​with​ ​my​ ​sister​ ​and​ ​she's​ ​older​ ​than​ ​me.​ ​We​ ​were​ ​always​ ​travelling.​ ​We
just​ ​grew​ ​up​ ​travelling​ ​and​ ​I​ ​was​ ​like,​ ​“you​ ​know​ ​what?​ ​I​ ​do​ ​not​ ​want​ ​to​ ​do​ ​a​ ​job​ ​that​ ​I​ ​have​ ​to​ ​sit​ ​in​ ​an
office​ ​and​ ​work​ ​for​ ​someone​ ​else”.​ ​We​ ​would​ ​always​ ​go​ ​to​ ​summer​ ​destinations​ ​growing​ ​up.​ ​Always​ ​to
Bali​ ​or​ ​Thailand​ ​or​ ​something​ ​like​ ​that.​ ​We​ ​thought,​ ​“why​ ​don't​ ​we​ ​give​ ​swimwear​ ​a​ ​go?”​ ​I​ ​spent​ ​two
months​ ​in​ ​Bali​ ​by​ ​myself​ ​just​ ​sampling​ ​products,​ ​and​ ​oh​ ​gosh​ ​they​ ​came​ ​back​ ​terrible.​ ​But​ ​we​ ​just​ ​stuck
with​ ​it​ ​and​ ​obviously,​ ​ ​Carly​ ​and​ ​I​ ​worked​ ​just​ ​normal​ ​jobs​ ​for​ ​a​ ​while​ ​until​ ​EAU​ ​PAIX​ ​VIE​ ​took​ ​off.​ ​ ​That's
basically​ ​how​ ​it​ ​just​ ​came​ ​up.​ ​We​ ​just​ ​wanted​ ​to​ ​do​ ​something.​ ​Swimwear​ ​at​ ​that​ ​time​ ​was​ ​definitely
not​ ​a​ ​flooded​ ​market.​ ​We​ ​just​ ​thought​ ​we​ ​would​ ​give​ ​it​ ​a​ ​try,​ ​and​ ​a​ ​year​ ​later​ ​that's​ ​when​ ​it​ ​took​ ​off.​ ​It
actually​ ​didn't​ ​take​ ​that​ ​long.​ ​We​ ​did​ ​all​ ​the​ ​groundwork​ ​in​ ​that.​ ​A​ ​year​ ​later​ ​is​ ​when​ ​it​ ​took​ ​off​ ​so.​ ​But
we're​ ​still​ ​working​ ​hard​ ​on​ ​it.

Nathan:​​ ​When​ ​did​ ​you​ ​start?

Simone:​ ​It​ ​would​ ​have​ ​been​ ​a​ ​while​ ​ago,​ ​2011​ ​I'm​ ​gonna​ ​say?

Nathan:​ ​That's​ ​when​ ​you​ ​went​ ​to​ ​Bali,​ ​were​ ​looking​ ​at​ ​samples?

Simone:​ ​Yeah.​ ​I​ ​was​ ​doing​ ​samples​ ​and​ ​I​ ​had​ ​this​ ​one​ ​contact.​ ​That​ ​was​ ​my​ ​mom's​ ​friend.​ ​She​ ​was​ ​a
fashion​ ​designer.​ ​ ​I​ ​actually​ ​stayed​ ​at​ ​her​ ​house​ ​for​ ​the​ ​two​ ​months.​ ​I​ ​was​ ​just​ ​by​ ​myself​ ​and​ ​I​ ​didn't
have​ ​any​ ​friends​ ​there​ ​or​ ​anything.​ ​I​ ​was​ ​like​ ​“no,​ ​I'm​ ​gonna​ ​do​ ​this”.​ ​The​ ​samples​ ​came​ ​back​ ​like,​ ​oh
God,​ ​some​ ​of​ ​them​ ​came​ ​back​ ​like​ ​size​ ​16​ ​and​ ​it​ ​was​ ​just​ ​completely​ ​a​ ​shibozzle.​ ​ ​But​ ​obviously​ ​we
learned.​ ​We​ ​definitely​ ​learned​ ​the​ ​hard​ ​way​ ​with​ ​that,​ ​but​ ​that​ ​was​ ​fine.

Nathan:​ ​Yeah.​ ​When​ ​did​ ​you​ ​launch?

Simone:​ ​Well,​ ​we​ ​would​ ​have​ ​launched​ ​in​ ​2011​ ​once​ ​we​ ​finally​ ​got​ ​those​ ​samples​ ​that​ ​were​ ​still​ ​terrible.
But​ ​we​ ​did​ ​a​ ​shoot​ ​and​ ​the​ ​shoot​ ​was​ ​really​ ​cool.​ ​We​ ​were​ ​like​ ​“this​ ​is​ ​awesome”.​ ​Then​ ​I​ ​remember​ ​it
was​ ​like​ ​the​ ​very​ ​start​ ​of​ ​Instagram​ ​days​ ​and​ ​we​ ​had​ ​3,000​ ​Instagram​ ​followers,​ ​which​ ​was​ ​a​ ​lot​ ​for
those​ ​days​ ​because​ ​Instagram​ ​was​ ​just​ ​starting​ ​out.​ ​It​ ​just​ ​kind​ ​of​ ​grew​ ​and​ ​grew​ ​from​ ​there.​ ​The​ ​shoot
was​ ​cool,​ ​but​ ​obviously​ ​the​ ​sales,​ ​we​ ​weren't​ ​getting​ ​any​ ​because​ ​we​ ​were​ ​just​ ​so​ ​brand​ ​new​ ​on​ ​the
map.​ ​From​ ​that​ ​point​ ​onwards,​ ​we​ ​kind​ ​of​ ​just​ ​grew.​ ​So​ ​2011,​ ​I​ ​would​ ​say​ ​it​ ​was​ ​founded.

Nathan:​ ​Yeah,​ ​gotcha,​ ​awesome.​ ​Do​ ​you​ ​have​ ​a​ ​fashion​ ​design​ ​background​ ​at​ ​all​ ​or?

Simone:​ ​I​ ​actually​ ​don't​ ​at​ ​all,​ ​which​ ​is​ ​crazy.​ ​Lots​ ​of​ ​my​ ​friends​ ​or​ ​girls​ ​that​ ​I​ ​know​ ​from​ ​school​ ​that
went​ ​to​ ​fashion​ ​school​ ​were​ ​like​ ​messaging​ ​me​ ​and​ ​that​ ​I​ ​actually​ ​have​ ​no​ ​idea.​ ​I'm​ ​not​ ​really​ ​that​ ​good
at​ ​drawing​ ​or​ ​anything.​ ​It​ ​was​ ​just​ ​like​ ​want​ ​to​ ​make​ ​-​ ​fun,​ ​creative​ ​vibe,​ ​about​ ​the​ ​brand.​ ​Now​ ​obviously
we​ ​have​ ​our​ ​graphic​ ​designers​ ​that​ ​help​ ​us​ ​with​ ​all​ ​the​ ​designs​ ​and​ ​all​ ​that.​ ​I​ ​just​ ​sat​ ​down​ ​with​ ​the
manufacturer​ ​and​ ​told​ ​him​ ​what​ ​I​ ​wanted.

Nathan:​ ​Let's​ ​go​ ​back​ ​to​ ​grassroots.​ ​You​ ​sat​ ​down​ ​with​ ​the​ ​manufacturer,​ ​how​ ​did​ ​you​ ​know​ ​what​ ​you
wanted?

Simone:​​ ​Well,​ ​I​ ​kind​ ​of​ ​didn't.​ ​I​ ​drew​ ​out.​ ​I'm​ ​like​ ​to​ ​Carly​ ​“I'm​ ​gonna​ ​draw​ ​out”.​ ​It​ ​would​ ​have​ ​been​ ​like
10​ ​or​ ​20​ ​designs​ ​and​ ​whatever​ ​he​ ​thinks​ ​will​ ​be​ ​okay,​ ​let's​ ​just​ ​go​ ​with​ ​that.​ ​What's​ ​actually​ ​so​ ​funny,
and​ ​I​ ​don't​ ​really​ ​tell​ ​many​ ​people​ ​this,​ ​obviously​ ​lots​ ​of​ ​girls​ ​buy​ ​our​ ​two​ ​tones.​ ​I​ ​think​ ​the​ ​two​ ​toned
buttons​ ​was​ ​what​ ​put​ ​us​ ​on​ ​the​ ​map​ ​and​ ​that​ ​was​ ​actually​ ​a​ ​mistake​ ​-​ ​the​ ​two​ ​tones.​ ​They​ ​came​ ​back
and​ ​I​ ​was​ ​like​ ​“these​ ​actually​ ​look​ ​pretty​ ​cool”.​ ​It​ ​was​ ​actually​ ​a​ ​misunderstanding​ ​between​ ​myself​ ​and
the​ ​manufacturer.​ ​I​ ​think​ ​I​ ​wanted​ ​two​ ​different​ ​bottoms​ ​in​ ​two​ ​different​ ​colours​ ​and​ ​then​ ​it​ ​came​ ​back
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Bonus​ ​Interview
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half​ ​and​ ​half.​ ​I​ ​was​ ​like​ ​“oh,​ ​I'm​ ​gonna​ ​keep​ ​doing​ ​these​ ​colours”​ ​because​ ​it's​ ​cool​ ​and​ ​girls​ ​seem​ ​to​ ​be
responding​ ​to​ ​them​ ​really​ ​well.​ ​We​ ​just​ ​stuck​ ​with​ ​that.​ ​It​ ​was​ ​really​ ​from​ ​the​ ​grassroots​ ​from​ ​the​ ​start.

Nathan:​ ​When​ ​you​ ​were​ ​in​ ​Bali,​ ​do​ ​you​ ​do​ ​collections?​ ​How​ ​does​ ​that​ ​piece​ ​work?

Simone:​ ​Going​ ​back​ ​to​ ​2015​ ​we​ ​were​ ​kind​ ​of​ ​like​ ​“let's​ ​do​ ​a​ ​year​ ​of​ ​just​ ​a​ ​collection”.​ ​It​ ​was​ ​called
paradise​ ​passport.​ ​Our​ ​customers​ ​are​ ​kind​ ​of​ ​young​ ​girls.​ ​They're​ ​ageing​ ​between​ ​12​ ​and​ ​I​ ​would​ ​say
maybe​ ​24​ ​years​ ​old,​ ​but​ ​the​ ​young​ ​girls​ ​really​ ​love​ ​us.​ ​The​ ​collection​ ​kind​ ​of​ ​didn't​ ​work​ ​for​ ​us,​ ​because
previously​ ​to​ ​that​ ​we​ ​were​ ​just​ ​dropping​ ​out​ ​new​ ​stuff​ ​all​ ​the​ ​time​ ​and​ ​girls​ ​love​ ​that.​ ​When​ ​the
response​ ​is​ ​kind​ ​of​ ​different,​ ​the​ ​response​ ​wasn't​ ​that​ ​great​ ​to​ ​the​ ​collection.​ ​We​ ​immediately​ ​went
back​ ​to​ ​dropping​ ​stuff​ ​every​ ​few​ ​months​ ​or​ ​so​ ​to​ ​keep​ ​it​ ​fresh.​ ​So​ ​yeah,​ ​it's​ ​all​ ​the​ ​time.​ ​As​ ​soon​ ​as
something​ ​comes​ ​in​ ​we'll​ ​like​ ​have​ ​something​ ​else​ ​straight​ ​away​ ​that's​ ​getting​ ​made​ ​and​ ​will​ ​drop​ ​in
three​ ​months.

Nathan:​ ​Yeah,​ ​gotcha​ ​and​ ​do​ ​you​ ​ever​ ​discontinue​ ​any​ ​of​ ​those​ ​skew?

Simone:​ ​Yes,​ ​we​ ​definitely​ ​do.​ ​At​ ​the​ ​start,​ ​obviously​ ​like​ ​some​ ​of​ ​the​ ​things​ ​we​ ​can't​ ​get,​ ​because​ ​the
fabric​ ​has​ ​completely​ ​run​ ​out.​ ​We​ ​get​ ​the​ ​fabric​ ​from​ ​Italy​ ​and​ ​that​ ​completely​ ​runs​ ​out​ ​so​ ​obviously​ ​we
look​ ​elsewhere,​ ​but​ ​we​ ​can't​ ​get​ ​it​ ​so​ ​that​ ​has​ ​to​ ​discontinue.​ ​With​ ​some​ ​of​ ​our​ ​fruit​ ​bottoms​ ​like​ ​with
watermelons​ ​now,​ ​we've​ ​totally​ ​discontinued​ ​that,​ ​just​ ​to​ ​keep​ ​it​ ​fresh​ ​for​ ​the​ ​girls.​ ​The​ ​girls​ ​that​ ​have
the​ ​watermelons,​ ​we​ ​won't​ ​be​ ​selling​ ​them​ ​again,​ ​so​ ​no​ ​one​ ​else​ ​will​ ​really​ ​be​ ​able​ ​to​ ​buy​ ​them​ ​again.

Nathan:​ ​How​ ​does​ ​that​ ​work​ ​from​ ​a​ ​business​ ​standpoint?​ ​Is​ ​that​ ​difficult​ ​because​ ​for​ ​certain​ ​ones​ ​you
have​ ​to​ ​have​ ​some​ ​scarcity?​ ​You​ ​have​ ​to​ ​work​ ​towards​ ​creating​ ​that​ ​new​ ​skew​ ​and​ ​then​ ​market​ ​it?​ ​How
does​ ​it​ ​work?

Simone:​ ​Yeah,​ ​definitely.​ ​With​ ​fruits​ ​for​ ​example,​ ​we're​ ​not​ ​continuing​ ​the​ ​watermelon,​ ​but​ ​we​ ​have
brought​ ​out​ ​the​ ​avocado​ ​and​ ​peaches.​ ​They're​ ​the​ ​latest​ ​craze​ ​for​ ​all​ ​the​ ​girls​ ​to​ ​get.​ ​I​ ​think​ ​we​ ​got​ ​the
watermelons​ ​out​ ​for​ ​two​ ​years​ ​of​ ​something​ ​so​ ​three​ ​years​ ​it's​ ​been​ ​quite​ ​a​ ​while.​ ​We​ ​will​ ​then
obviously​ ​come​ ​up​ ​with​ ​a​ ​new​ ​and​ ​just​ ​hype​ ​that.​ ​So​ ​I​ ​think​ ​when​ ​it​ ​comes​ ​to​ ​Summer,​ ​we're​ ​gonna​ ​do
kiwi​ ​fruits​ ​and​ ​completely​ ​hype​ ​that.​ ​So​ ​far,​ ​it's​ ​worked​ ​so​ ​good.​ ​Hopefully​ ​it​ ​stays​ ​that​ ​way.​ ​That's​ ​how
we​ ​do​ ​it​ ​really,​ ​it's​ ​basically​ ​the​ ​hype.​ ​Obviously​ ​with​ ​using​ ​social​ ​media,​ ​we​ ​can​ ​engage​ ​with​ ​customers
and​ ​see​ ​what​ ​the​ ​girls​ ​want,​ ​like​ ​direct​ ​messages​ ​and​ ​Instagram​ ​snapchat​ ​stories,​ ​and​ ​all​ ​that​ ​is​ ​really
helpful.​ ​Girls​ ​tell​ ​us​ ​what​ ​they​ ​like​ ​and​ ​we​ ​kind​ ​of​ ​just​ ​feed​ ​off​ ​that,​ ​definitely.

Nathan:​ ​Yeah,​ ​no​ ​I​ ​think​ ​that's​ ​smart​ ​like​ ​listening.​ ​A​ ​lot​ ​of​ ​people​ ​don't​ ​do​ ​that.

Simone:​ ​Yeah,​ ​no​ ​they​ ​don't.​ ​I​ ​think​ ​we​ ​didn't​ ​do​ ​that​ ​when​ ​we​ ​did​ ​the​ ​collection,​ ​and​ ​we​ ​kind​ ​of​ ​just
went​ ​back​ ​to​ ​basics.​ ​We're​ ​like​ ​“well,​ ​we​ ​really​ ​have​ ​to​ ​just​ ​know​ ​our​ ​target​ ​market​ ​and​ ​so​ ​we're​ ​gonna
listen​ ​to​ ​what​ ​they​ ​want”.​ ​But​ ​we​ ​drew​ ​a​ ​line.​ ​We're​ ​not​ ​gonna​ ​do​ ​everything​ ​that​ ​they​ ​want,​ ​but​ ​we
definitely​ ​do​ ​listen​ ​and​ ​take​ ​it​ ​into​ ​consideration​ ​of​ ​what​ ​they​ ​want​ ​and​ ​how​ ​they​ ​respond​ ​to​ ​it.
Obviously​ ​girls​ ​aren't​ ​responding​ ​to​ ​a​ ​certain​ ​colour​ ​or​ ​something,​ ​we're​ ​definitely​ ​not​ ​gonna​ ​bring​ ​that
out​ ​again,​ ​but​ ​if​ ​they're​ ​responding​ ​to​ ​a​ ​certain​ ​pattern​ ​or​ ​something​ ​then​ ​we're​ ​gonna​ ​keep​ ​with​ ​that
and​ ​stick​ ​to​ ​it​ ​for​ ​the​ ​time​ ​being.​ ​So​ ​yeah.

Nathan:​ ​Yeah,​ ​got​ ​you.​ ​Talk​ ​me​ ​through​ ​the​ ​process.​ ​You​ ​decided​ ​you​ ​wanted​ ​to​ ​launch​ ​this​ ​swimwear
brand​ ​and​ ​you​ ​went​ ​to​ ​Bali.​ ​How​ ​were​ ​your​ ​jobs​ ​before​ ​it​ ​took​ ​off?​ ​You​ ​kind​ ​of​ ​work​ ​for​ ​the​ ​samples​ ​and
you​ ​launched.​ ​Did​ ​you​ ​use​ ​Shopify?​ ​Tell​ ​us​ ​around​ ​the​ ​store​ ​piece.​ ​Did​ ​you​ ​outsource​ ​anything?

Simone:​ ​Did​ ​not​ ​use​ ​Shopify.​ ​Carly​ ​and​ ​I​ ​started​ ​with​ ​absolutely​ ​nothing.​ ​We​ ​never​ ​got​ ​a​ ​bank​ ​loan,
never​ ​got​ ​a​ ​business​ ​loan​ ​at​ ​all.​ ​We​ ​basically​ ​just​ ​used​ ​the​ ​money​ ​that​ ​we​ ​were​ ​getting​ ​from​ ​working​ ​our
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normal​ ​jobs.​ ​Carly,​ ​she’s​ ​super​ ​smart.​ ​She​ ​has​ ​a​ ​degree​ ​so​ ​she​ ​actually​ ​had​ ​a​ ​proper​ ​job​ ​whereas​ ​I​ ​was
just​ ​working​ ​retail.​ ​We​ ​would​ ​literally​ ​half​ ​everything.​ ​It's​ ​actually​ ​so​ ​funny​ ​to​ ​look​ ​back​ ​on​ ​it.​ ​We​ ​would
half​ ​everything​ ​that​ ​cost​ ​something.​ ​I​ ​laugh​ ​thinking​ ​about​ ​it.

Nathan:​ ​How​ ​did​ ​you​ ​work​ ​out​ ​the​ ​website​ ​piece?

Simone:​ ​The​ ​website,​ ​all​ ​that​ ​is​ ​another​ ​story.​ ​I​ ​can't​ ​remember​ ​what​ ​it​ ​was​ ​called.​ ​Carly​ ​found​ ​this
website​ ​and​ ​it​ ​was​ ​seriously​ ​in​ ​India.​ ​You​ ​would​ ​go​ ​on​ ​it​ ​and​ ​you​ ​would​ ​write​ ​to​ ​them​ ​and​ ​ask​ ​them​ ​to
do​ ​something​ ​and​ ​then​ ​they​ ​would​ ​bid​ ​for​ ​it.​ ​You​ ​would​ ​be​ ​like​ ​“we​ ​want​ ​this​ ​job​ ​done”.​ ​Then​ ​the
people​ ​overseas​ ​would​ ​bid​ ​for​ ​it​ ​and​ ​we​ ​would​ ​be​ ​like,​ ​“okay​ ​yeah​ ​we'll​ ​do​ ​it​ ​for​ ​that​ ​price”.

Nathan:​ ​It's​ ​like​ ​Upwork​ ​or​ ​Elance​ ​or​ ​Odesk.

Simone:​ ​It​ ​was​ ​something​ ​like​ ​that.​ ​We​ ​had​ ​to​ ​physically​ ​-​ ​once​ ​something’s​ ​sold,​ ​we​ ​had​ ​to​ ​change​ ​it​ ​on
the​ ​website​ ​ourself.

Nathan:​ ​Oh​ ​wow,​ ​that's​ ​real​ ​ghetto.

Simone:​ ​It​ ​was​ ​really​ ​ghetto.​ ​This​ ​was​ ​at​ ​the​ ​start,​ ​the​ ​very​ ​start.​ ​I​ ​actually​ ​think​ ​we​ ​did​ ​that​ ​for​ ​like​ ​a
year​ ​and​ ​then​ ​we​ ​finally​ ​-​ ​as​ ​we​ ​got​ ​sales​ ​and​ ​more​ ​money​ ​coming​ ​in,​ ​we​ ​could​ ​get​ ​a​ ​proper​ ​website​ ​and
change​ ​that​ ​to​ ​Shopify.​ ​Just​ ​letting​ ​you​ ​know,​ ​we​ ​now​ ​use​ ​Shopify.​ ​We've​ ​used​ ​Shopify​ ​for​ ​like​ ​maybe
three​ ​years​ ​now,​ ​four​ ​years,​ ​quite​ ​a​ ​while.​ ​We​ ​really​ ​did​ ​start​ ​at​ ​the​ ​basic,​ ​the​ ​very​ ​basic​ ​thing​ ​for​ ​sure.
But​ ​yeah​ ​that's​ ​actually​ ​so​ ​funny​ ​that​ ​website.​ ​Like​ ​something​ ​would​ ​sell​ ​and​ ​Carly​ ​would​ ​be​ ​like​ ​“take​ ​it
offline​ ​now”.

Nathan:​ ​Yeah​ ​wow​ ​that's​ ​crazy.​ ​Tell​ ​me​ ​about​ ​logistics.​ ​You​ ​produced​ ​the​ ​garments​ ​in​ ​Bali​ ​and​ ​then
you'd​ ​send​ ​them​ ​to​ ​your​ ​place​ ​in​ ​the​ ​Gold​ ​Coast​ ​and​ ​you​ ​guys​ ​would​ ​fulfil​ ​around​ ​the​ ​world​ ​from​ ​the
Gold​ ​Coast​ ​just​ ​go​ ​to​ ​Australia​ ​post​ ​pretty​ ​much?

Simone:​ ​Yeah​ ​that's​ ​what​ ​would​ ​happen.​ ​We​ ​started​ ​off​ ​with​ ​one​ ​manufacturer​ ​and​ ​we​ ​would​ ​just​ ​order
it.​ ​With​ ​those​ ​two​ ​toned​ ​bottoms,​ ​it​ ​was​ ​actually​ ​crazy.​ ​Carly​ ​would​ ​just​ ​get​ ​a​ ​shipment​ ​in,​ ​would​ ​put​ ​it
online​ ​and​ ​then​ ​we​ ​would​ ​Instagram​ ​and​ ​Facebook​ ​it​ ​and​ ​the​ ​bottoms​ ​would​ ​be​ ​sold​ ​out​ ​within​ ​like​ ​two
days.​ ​It​ ​was​ ​hectic.​ ​It​ ​was​ ​crazy​ ​and​ ​I​ ​think​ ​at​ ​that​ ​point,​ ​I​ ​was​ ​just​ ​working,​ ​no​ ​I​ ​think​ ​we​ ​were​ ​both​ ​still
working​ ​two​ ​jobs.​ ​ ​We​ ​would​ ​go​ ​to​ ​our​ ​jobs​ ​in​ ​the​ ​day​ ​and​ ​then​ ​at​ ​night​ ​time​ ​pack​ ​the​ ​orders,​ ​which​ ​is
crazy,​ ​but​ ​yeah​ ​that's​ ​what​ ​we​ ​were​ ​doing.​ ​Then​ ​I​ ​left​ ​my​ ​job​ ​and​ ​Carly​ ​still​ ​kept​ ​hers​ ​and​ ​then​ ​she​ ​left
hers.

Nathan:​ ​When​ ​was​ ​that?

Simone:​ ​That​ ​would​ ​have​ ​been​ ​in​ ​2015.

Nathan:​ ​Yeah,​ ​okay​ ​so​ ​it​ ​took​ ​a​ ​while​ ​to​ ​build​ ​it​ ​up.

Simone:​ ​It​ ​did​ ​take​ ​awhile​ ​to​ ​build​ ​up.​ ​2011​ ​would​ ​be​ ​when​ ​we​ ​completely​ ​started​ ​it,​ ​but​ ​I​ ​don't​ ​think
we​ ​were​ ​like​ ​100%​ ​in​ ​it.​ ​It​ ​was​ ​kind​ ​of​ ​more​ ​just​ ​like​ ​a​ ​thing​ ​on​ ​the​ ​side.

Nathan:​ ​Passion​ ​project.

Simone:​ ​Yeah​ ​like​ ​a​ ​project​ ​and​ ​we​ ​didn't​ ​really​ ​take​ ​it​ ​to​ ​-​ ​we​ ​obviously​ ​wanted​ ​it​ ​to​ ​go​ ​good,​ ​but​ ​we
didn't​ ​take​ ​it​ ​to​ ​-​ ​I​ ​remember​ ​I​ ​went​ ​overseas​ ​for​ ​three​ ​months​ ​of​ ​it​ ​and​ ​stuff,​ ​which​ ​now​ ​I​ ​probably
could​ ​go​ ​overseas​ ​that​ ​it's​ ​established,​ ​but​ ​in​ ​the​ ​middle​ ​of​ ​it,I​ ​couldn't​ ​go​ ​overseas​ ​for​ ​three​ ​months
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and​ ​just​ ​forget​ ​about​ ​it.​ ​Actually,​ ​no​ ​I​ ​couldn't​ ​do​ ​that​ ​these​ ​day,​ ​forget​ ​about​ ​it.​ ​2013,​ ​14​ ​was​ ​when​ ​it
really​ ​took​ ​off,​ ​I'd​ ​say​ ​2014​ ​would​ ​be​ ​when​ ​it​ ​took​ ​off.​ ​It​ ​definitely​ ​did​ ​take​ ​a​ ​while.​ ​Some​ ​businesses
take​ ​a​ ​long​ ​time,​ ​some​ ​businesses​ ​take​ ​short​ ​amount​ ​of​ ​time.​ ​I​ ​guess​ ​it's​ ​different​ ​for​ ​everyone.

Nathan:​ ​Yeah​ ​100%​ ​.​ ​I​ ​think​ ​for​ ​everyone​ ​it​ ​takes​ ​time.​ ​There​ ​is​ ​no​ ​such​ ​thing​ ​as​ ​an​ ​overnight​ ​success.
That​ ​doesn't​ ​exist.

Simone:​ ​Yeah,​ ​no.​ ​I​ ​totally​ ​agree​ ​with​ ​that​ ​for​ ​sure.​ ​Lots​ ​of​ ​people​ ​say​ ​an​ ​overnight​ ​success,​ ​but​ ​really
you​ ​get​ ​out​ ​what​ ​you​ ​put​ ​in,​ ​you​ ​know?

Nathan:​ ​100%.​ ​What​ ​was​ ​fueling​ ​the​ ​growth?​ ​It​ ​sounds​ ​like​ ​Instagram​ ​has​ ​been​ ​a​ ​strong​ ​piece​ ​for​ ​you
guys,​ ​obviously​ ​a​ ​great​ ​product,​ ​listening​ ​to​ ​your​ ​audience.

Simone:​ ​Yeah,​ ​Instagram​ ​was​ ​actually​ ​massive​ ​for​ ​us.​ ​I​ ​remember​ ​this​ ​so​ ​clearly.​ ​It​ ​was​ ​back​ ​in​ ​the​ ​days
where​ ​Instagram​ ​shoutouts​ ​would​ ​be​ ​like​ ​a​ ​huge​ ​part​ ​in​ ​social​ ​media​ ​and​ ​whatnot.​ ​Gretta,​ ​it​ ​was​ ​when
she​ ​was​ ​just​ ​-​ ​her​ ​SkinnyMe​ ​Tea​ ​was​ ​the​ ​craze​ ​like​ ​it​ ​was​ ​crazy.​ ​She​ ​had​ ​so​ ​many​ ​followers.​ ​Everyone
had​ ​it​ ​and​ ​then​ ​she​ ​did​ ​a​ ​post​ ​for​ ​us​ ​and​ ​tagged​ ​us.​ ​When​ ​I​ ​see​ ​her​ ​I'm​ ​actually​ ​gonna​ ​remind​ ​her​ ​of​ ​this
and​ ​I​ ​don't​ ​know,​ ​it​ ​was​ ​so​ ​weird​ ​from​ ​that​ ​point​ ​onwards.​ ​It​ ​just​ ​like​ ​grew​ ​and​ ​grew​ ​and​ ​grew.​ ​I​ ​would
say,​ ​yeah​ ​Instagram​ ​for​ ​sure.​ ​Facebook​ ​obviously​ ​plays​ ​a​ ​huge​ ​part​ ​in​ ​it​ ​definitely.​ ​So​ ​yeah​ ​and​ ​that​ ​was
it.

Nathan:​ ​Do​ ​you​ ​still​ ​do​ ​a​ ​lot​ ​of​ ​influencer​ ​marketing​ ​now?

Simone:​ ​We​ ​definitely​ ​don't​ ​do​ ​as​ ​much.​ ​When​ ​we​ ​used​ ​to​ ​was​ ​obviously​ ​just​ ​to​ ​get​ ​our​ ​name​ ​out​ ​there
and​ ​get​ ​the​ ​brand​ ​known​ ​and​ ​stuff.​ ​Now,​ ​Carly​ ​and​ ​I​ ​have​ ​discussed​ ​it.​ ​We​ ​do​ ​still​ ​send​ ​to​ ​some​ ​girls.
What​ ​some​ ​girls​ ​charge​ ​per​ ​post,​ ​I​ ​just​ ​don't​ ​see​ ​you​ ​making​ ​that​ ​much.

Nathan:​ ​ROI.

Simone:​ ​Yeah​ ​exactly.​ ​We​ ​just​ ​don't​ ​agree​ ​with​ ​that.​ ​I​ ​just​ ​don't​ ​agree​ ​with​ ​some​ ​girls​ ​that​ ​are​ ​like
“that's​ ​two​ ​thousand​ ​dollars​ ​for​ ​one​ ​Instagram​ ​post”.​ ​When​ ​they're​ ​posting​ ​10​ ​other​ ​brands​ ​and​ ​I​ ​don't
really​ ​think​ ​their​ ​viewers​ ​are​ ​gonna​ ​look​ ​at​ ​it,​ ​and​ ​be​ ​like​ ​“ah​ ​yep​ ​I​ ​am​ ​going​ ​to​ ​buy​ ​that”.​ ​Definitely
when​ ​they've​ ​got​ ​10​ ​other​ ​swimwear​ ​labels​ ​on​ ​there​ ​or​ ​something​ ​like​ ​that.

Nathan:​ ​You​ ​really​ ​mainly​ ​only​ ​do​ ​kind​ ​of​ ​send​ ​the​ ​product​ ​for​ ​some​ ​content​ ​and​ ​posting,​ ​but​ ​don't
really​ ​pay​ ​now​ ​anymore.

Simone:​ ​Yeah,​ ​yeah​ ​no.​ ​We​ ​have​ ​stopped​ ​all​ ​paid​ ​posts.

Nathan:​ ​Do​ ​you​ ​track​ ​it?​ ​Do​ ​you​ ​use​ ​coupon​ ​codes​ ​or​ ​special​ ​links​ ​or​ ​anything​ ​to​ ​track​ ​the​ ​effectiveness
or​ ​just​ ​kind​ ​of​ ​go​ ​for​ ​the​ ​content?

Simone:​ ​Yeah,​ ​we​ ​mainly​ ​go​ ​just​ ​for​ ​the​ ​content​ ​now.​ ​We​ ​did​ ​do,​ ​when​ ​Kendall​ ​Jenner​ ​wore​ ​our
swimwear,​ ​and​ ​that​ ​was​ ​I​ ​think​ ​plastered​ ​on​ ​fashion​ ​websites​ ​-​ ​blogs​ ​and​ ​stuff,​ ​that​ ​actually​ ​went​ ​really
well.​ ​That​ ​wasn't​ ​an​ ​Insta​ ​tag,​ ​that​ ​was​ ​just​ ​posted​ ​on​ ​Kylie’s​ ​Instagram.​ ​That​ ​was​ ​really​ ​really​ ​good.
Gabby​ ​Epstein,​ ​she​ ​was​ ​actually​ ​one​ ​of​ ​our​ ​models.​ ​She's​ ​a​ ​big​ ​influencer.​ ​I​ ​find​ ​most​ ​girls​ ​are​ ​still​ ​really
good,​ ​but​ ​just​ ​other​ ​one's​ ​I​ ​don't​ ​know.​ ​I​ ​just​ ​feel​ ​it​ ​doesn't​ ​have​ ​the​ ​same​ ​effect​ ​these​ ​days.​ ​You​ ​can​ ​tell
from​ ​the​ ​start​ ​that​ ​it​ ​doesn't'​ ​have​ ​the​ ​same​ ​effect​ ​as​ ​what​ ​it​ ​used​ ​to.

Nathan:​ ​Yeah,​ ​I​ ​see.​ ​ ​With​ ​Kylie​ ​do​ ​you​ ​guys​ ​contact​ ​Chris​ ​Jenner,​ ​her​ ​manager,​ ​or​ ​it​ ​just​ ​kind​ ​of
happened​ ​organically?
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Simone:​ ​We​ ​had​ ​a​ ​PR​ ​agency​ ​in​ ​LA​ ​and​ ​I​ ​think​ ​there​ ​was​ ​a​ ​few​ ​other​ ​labels​ ​that​ ​had​ ​the​ ​same​ ​PR​ ​so​ ​I​ ​did
go​ ​over​ ​to​ ​their​ ​office​ ​at​ ​one​ ​point,​ ​but​ ​that​ ​was​ ​all.​ ​They​ ​just​ ​sent​ ​it​ ​to​ ​Kylie​ ​and​ ​Kendall​ ​and​ ​then
Kendall​ ​wore​ ​them.​ ​We've​ ​had​ ​Gigi​ ​Hadid,​ ​that​ ​was​ ​actually​ ​a​ ​really​ ​good​ ​one.​ ​I​ ​just​ ​contacted​ ​Gigi's
manager,​ ​yeah.

Nathan:​ ​You've​ ​obviously​ ​paid​ ​for​ ​those​ ​and​ ​you've​ ​seen​ ​strong​ ​ROI.​ ​That​ ​would​ ​be​ ​great​ ​content​ ​as
well.​ ​You​ ​can​ ​use​ ​that​ ​everywhere.

Simone:​ ​ ​We​ ​didn't​ ​pay​ ​for​ ​it.

Nathan:​ ​You​ ​didn't?

Simone:​ ​No,​ ​that's​ ​why​ ​I​ ​could​ ​not​ ​justify​ ​these​ ​days​ ​paying​ ​$2,000​ ​for​ ​a​ ​girl​ ​that​ ​has​ ​what​ ​maybe
200,000​ ​followers​ ​or​ ​500,000​ ​followers​ ​and​ ​posts​ ​so​ ​many​ ​other​ ​labels.​ ​I​ ​just​ ​can't​ ​justify​ ​it.​ ​We​ ​didn't
pay​ ​for​ ​it​ ​at​ ​all​ ​and​ ​we​ ​don't​ ​usually​ ​pay​ ​for​ ​our​ ​marketing​ ​when​ ​girls​ ​repost​ ​us.

Nathan:​ ​Yeah​ ​that's​ ​crazy.​ ​Do​ ​you​ ​know​ ​the​ ​guys​ ​at​ ​HiSmile,​ ​they're​ ​in​ ​the​ ​Gold​ ​Coast​ ​too?

Simone:​ ​Yes,​ ​yep,​ ​I​ ​sure​ ​do.​ ​Yeah​ ​they're​ ​massive.​ ​HiSmile.

Nathan:​ ​I​ ​was​ ​speaking​ ​to​ ​them​ ​and​ ​they​ ​worked​ ​for​ ​Kylie​ ​Jenner​ ​as​ ​well​ ​and​ ​what's​ ​interesting​ ​is
they’ve​ ​obviously​ ​paid​ ​them.​ ​What​ ​were​ ​you​ ​doing,​ ​because​ ​these​ ​influencers​ ​would​ ​get​ ​so​ ​much​ ​free
stuff​ ​it​ ​would​ ​be​ ​insane.​ ​Like​ ​you​ ​look​ ​at​ ​YouTube​ ​vloggers​ ​and​ ​they​ ​have​ ​their​ ​unboxing,​ ​you​ ​compare​ ​it
to​ ​like​ ​a​ ​Kylie​ ​Jenner​ ​or​ ​Gigi,​ ​that​ ​would​ ​be​ ​insane.​ ​What​ ​did​ ​you​ ​do,​ ​out​ ​of​ ​curiosity?​ ​How​ ​did​ ​you​ ​word
it?​ ​Even​ ​like​ ​“oh​ ​okay,​ ​we're​ ​going​ ​to​ ​send​ ​you​ ​these​ ​this​ ​awesome​ ​swimwear,​ ​will​ ​you​ ​post​ ​for​ ​it​ ​and
wear​ ​it?”​ ​And​ ​what's​ ​that​ ​look​ ​like?​ ​Or​ ​can​ ​you​ ​tell​ ​me​ ​about​ ​that​ ​conversation?

Simone:​ ​Yeah,​ ​well​ ​the​ ​thing​ ​is​ ​that​ ​we​ ​didn't​ ​even​ ​-​ ​because​ ​I​ ​obviously​ ​know​ ​how​ ​much​ ​it​ ​is.​ ​ ​We
obviously​ ​-​ ​maybe​ ​HiSmile​ ​got​ ​tagged​ ​and​ ​that​ ​is​ ​why-​ ​well​ ​actually,​ ​maybe​ ​Gigi​ ​even​ ​tagged​ ​us.​ ​I​ ​don't
know.​ ​I​ ​just​ ​sent​ ​Gigi​ ​the​ ​product,​ ​her​ ​manager​ ​and​ ​that​ ​was​ ​basically​ ​it.​ ​I​ ​spoke​ ​to​ ​the​ ​manager,​ ​I​ ​can't
even​ ​remember​ ​really​ ​the​ ​emails​ ​and​ ​then​ ​her​ ​manager​ ​was​ ​actually​ ​super​ ​nice.​ ​I​ ​think​ ​her​ ​name​ ​was
Tara​ ​at​ ​the​ ​door​ ​line​ ​PR.​ ​Yeah,​ ​I​ ​remember​ ​it​ ​and​ ​it​ ​was​ ​yeah,​ ​I​ ​was​ ​just​ ​sending​ ​her​ ​that​ ​and​ ​then​ ​she
did​ ​tag​ ​us,​ ​but​ ​then​ ​with​ ​Kylie​ ​and​ ​Kendall​ ​we​ ​didn't​ ​get​ ​tagged,​ ​but​ ​we​ ​just​ ​got​ ​posted,​ ​which​ ​is​ ​crazy,
they​ ​must​ ​have​ ​just​ ​liked​ ​the​ ​product​ ​wear​ ​because​ ​I​ ​can​ ​only​ ​imagine​ ​how​ ​much​ ​free​ ​stuff​ ​they​ ​would
have​ ​got,​ ​they​ ​get.

Nathan:​ ​Yeah,​ ​that's​ ​a​ ​really​ ​good​ ​testament​ ​to​ ​what​ ​you​ ​guys​ ​are​ ​doing.

Simone:​ ​Yeah,​ ​yeah​ ​it​ ​was​ ​really​ ​lucky,​ ​very​ ​lucky.​ ​That's​ ​why​ ​these​ ​days,​ ​Carly​ ​and​ ​I​ ​are​ ​just​ ​like​ ​“we​ ​are
not​ ​gonna​ ​pay​ ​for​ ​it”.​ ​Obviously,​ ​we​ ​emailed​ ​Kylie​ ​Jenner​ ​or​ ​her​ ​agent,​ ​and​ ​said​ ​“can​ ​you​ ​do​ ​a​ ​post?”​ ​It
would​ ​be​ ​really​ ​expensive,​ ​but​ ​we've​ ​done​ ​our​ ​research​ ​on​ ​it​ ​and​ ​there​ ​was​ ​this​ ​young​ ​girl​ ​from​ ​new
Zealand,​ ​she​ ​had​ ​these​ ​waist​ ​trainers,​ ​and​ ​got​ ​Kylie​ ​to​ ​do​ ​an​ ​Instagram​ ​post.​ ​She​ ​was​ ​saying​ ​that​ ​her
sales,​ ​after​ ​she​ ​did​ ​the​ ​Instagram​ ​post,​ ​didn't​ ​really​ ​go​ ​up​ ​at​ ​all​ ​and​ ​that​ ​it​ ​wasn't​ ​until​ ​another​ ​year​ ​later
they​ ​went​ ​up.​ ​I​ ​don't​ ​know​ ​what​ ​else​ ​they​ ​did,​ ​but​ ​her​ ​post​ ​with​ ​Kylie​ ​didn't​ ​really​ ​work.​ ​I​ ​guess​ ​it's
different​ ​for​ ​different​ ​people.​ ​Like​ ​I'm​ ​sure​ ​with​ ​HiSmile,​ ​it​ ​might​ ​have​ ​worked​ ​for​ ​them.

Nathan:​ ​Yeah,​ ​that's​ ​interesting.​ ​It​ ​really​ ​does​ ​depend​ ​on​ ​the​ ​product​ ​and​ ​why​ ​people​ ​follow​ ​that
influencer​ ​and​ ​the​ ​level​ ​of​ ​relevancy.
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Simone:​ ​Yeah,​ ​definitely.​ ​I​ ​totally​ ​agree​ ​with​ ​that​ ​for​ ​sure.​ ​I​ ​guess​ ​if​ ​they​ ​like​ ​the​ ​product​ ​then​ ​they're
gonna​ ​wear​ ​it​ ​even​ ​if​ ​they​ ​don't​ ​do​ ​the​ ​Instagram​ ​tag,​ ​it​ ​still​ ​made​ ​it​ ​on​ ​there.​ ​I​ ​don't​ ​know​ ​how​ ​the​ ​new
whatever​ ​people​ ​like​ ​the​ ​blogs​ ​and​ ​all​ ​that​ ​knew​ ​it​ ​was​ ​EAU​ ​PAIX​ ​VIE.​ ​ ​Because​ ​I​ ​saw​ ​the​ ​photo​ ​when​ ​it
uploaded​ ​on​ ​Kylie’s​ ​Instagram​ ​and​ ​I​ ​was​ ​like​ ​“oh​ ​my​ ​God,​ ​I​ ​swear​ ​that​ ​is​ ​EAU​ ​PAIX​ ​VIE”​ ​and​ ​I​ ​actually​ ​had
to​ ​go​ ​backtrack​ ​and​ ​see​ ​what​ ​we​ ​sent​ ​her​ ​and​ ​it​ ​was​ ​exactly​ ​those.

Nathan:​ ​Yeah​ ​wow,​ ​that's​ ​crazy.​ ​Talk​ ​to​ ​me​ ​about​ ​I​ ​guess​ ​the​ ​scaling​ ​logistics​ ​piece,​ ​managing​ ​that.​ ​I
guess,​ ​you​ ​would​ ​have​ ​a​ ​fulfilment​ ​centre​ ​now.​ ​Do​ ​you​ ​have​ ​multiple​ ​fulfilment​ ​centres​ ​around​ ​the
world?​ ​Talk​ ​to​ ​us​ ​about​ ​that​ ​piece​ ​now​ ​that​ ​you're​ ​yeah.

Simone:​ ​Still​ ​all​ ​goes​ ​from​ ​the​ ​Gold​ ​Coast.​ ​We​ ​just​ ​have​ ​it​ ​all​ ​sent​ ​out​ ​from​ ​Currumbin,​ ​which​ ​is​ ​like​ ​a
suburb​ ​on​ ​the​ ​Gold​ ​Coast.​ ​Everything​ ​just​ ​gets​ ​shipped​ ​here​ ​and​ ​then​ ​we​ ​have​ ​ladies​ ​that​ ​fulfill​ ​it​ ​for​ ​us
and​ ​whatnot​ ​and​ ​then​ ​yeah,​ ​it​ ​goes​ ​out​ ​from​ ​there.​ ​Which​ ​is​ ​good​ ​because​ ​when​ ​I​ ​lived​ ​in​ ​Sydney​ ​I
wasn't​ ​able​ ​to​ ​see​ ​what's​ ​going​ ​out​ ​and​ ​I​ ​do​ ​like​ ​to​ ​see​ ​that.​ ​Because​ ​Carly​ ​and​ ​I​ ​do​ ​write​ ​letters
sometimes​ ​to​ ​the​ ​girls​ ​and​ ​stuff​ ​because​ ​it's​ ​like​ ​personalised.​ ​The​ ​younger​ ​girls​ ​really​ ​like​ ​that.​ ​I​ ​feel
when​ ​they​ ​get​ ​something​ ​personalised​ ​or​ ​something​ ​like​ ​that​ ​they​ ​really​ ​enjoy​ ​it.

Nathan:​ ​What​ ​about​ ​shipping​ ​times?​ ​One​ ​thing​ ​customers​ ​are​ ​very​ ​-​ ​Amazon​ ​is​ ​training​ ​people​ ​to​ ​expect
to​ ​receive​ ​something​ ​next​ ​day.​ ​How​ ​do​ ​you​ ​handle​ ​that?

Simone:​ ​For​ ​international​ ​we​ ​use​ ​FedEx.​ ​That​ ​gets​ ​there​ ​in​ ​two​ ​to​ ​four​ ​days.​ ​That's​ ​America​ ​and​ ​around
the​ ​world.​ ​America,​ ​Europe,​ ​even​ ​New​ ​Zealand,​ ​United​ ​Arab​ ​Emirates,​ ​all​ ​those​ ​places.​ ​For​ ​Australia,​ ​we
will​ ​use​ ​just​ ​Australia​ ​post,​ ​which​ ​is​ ​totally​ ​fine.​ ​We​ ​did​ ​not​ ​feel​ ​like​ ​using​ ​Australia​ ​post​ ​for
international,​ ​no​ ​way,​ ​because​ ​they​ ​take​ ​so​ ​slow​ ​and​ ​they​ ​lose​ ​so​ ​many​ ​parcels.​ ​We've​ ​lost​ ​so​ ​many
parcels​ ​to​ ​Canada.​ ​Once​ ​it​ ​leaves​ ​the​ ​centre,​ ​we​ ​should​ ​feel​ ​like​ ​it's​ ​not​ ​in​ ​our​ ​hands​ ​anymore,​ ​but
because​ ​we​ ​actually​ ​are​ ​so​ ​kind​ ​to​ ​our​ ​customers,​ ​we​ ​generally​ ​will​ ​resend​ ​them​ ​the​ ​package​ ​and​ ​just​ ​do
it​ ​via​ ​FedEx,​ ​well​ ​now​ ​we​ ​will,​ ​but​ ​we​ ​send​ ​them​ ​all​ ​by​ ​FedEx​ ​now,​ ​but​ ​that​ ​was​ ​when​ ​were​ ​getting​ ​lost
in​ ​Canada.​ ​Oh​ ​it​ ​would​ ​be​ ​terrible.​ ​Some​ ​girls​ ​wouldn't​ ​get​ ​their​ ​swimwear​ ​for​ ​six​ ​weeks​ ​or​ ​something
and​ ​that​ ​is​ ​just​ ​so​ ​not​ ​like​ ​us​ ​at​ ​all.​ ​It​ ​should​ ​be​ ​there​ ​within​ ​two​ ​to​ ​four​ ​days​ ​and​ ​everything​ ​will​ ​get
shipped​ ​out​ ​-​ ​when​ ​it's​ ​ordered,​ ​if​ ​it's​ ​ordered​ ​past​ ​12​ ​PM.​ ​it​ ​will​ ​go​ ​the​ ​next​ ​day,​ ​but​ ​it​ ​has​ ​to​ ​go​ ​the
next​ ​day.

Nathan:​ ​Yeah​ ​and​ ​how​ ​did​ ​you​ ​deal​ ​-​ ​because​ ​people​ ​will​ ​follow​ ​up​ ​if​ ​they​ ​don't​ ​receive​ ​something​ ​in​ ​a
week​ ​now.

Simone:​ ​Definitely,​ ​some​ ​girls​ ​follow​ ​up​ ​if​ ​they​ ​haven't​ ​received​ ​it​ ​in​ ​two​ ​days​ ​and​ ​we're​ ​like​ ​you​ ​just-

Nathan:​ ​Oh​ ​wow,​ ​even​ ​with​ ​the​ ​tracking​ ​number.

Simone:​ ​Even​ ​with​ ​the​ ​tracking​ ​number.​ ​Carly​ ​gets​ ​emails​ ​sometimes,​ ​you​ ​ordered​ ​that​ ​day​ ​or​ ​the​ ​day
before.​ ​Like,​ ​it's​ ​crazy.

Nathan:​ ​So​ ​how​ ​do​ ​you​ ​handle​ ​that?

Simone:​ ​You​ ​talk​ ​to​ ​the​ ​customer​ ​and​ ​let​ ​them​ ​know.​ ​Someone​ ​has​ ​to​ ​call​ ​Australian​ ​post​ ​and​ ​like
dispute​ ​it.​ ​You​ ​can​ ​only​ ​dispute​ ​it​ ​if​ ​it's​ ​like​ ​a​ ​certain​ ​amount,​ ​if​ ​it's​ ​been​ ​missing​ ​for​ ​a​ ​certain​ ​amount​ ​of
time​ ​and​ ​yeah,​ ​even​ ​with​ ​the​ ​tracking​ ​number.​ ​Oh,​ ​lots​ ​of​ ​girls​ ​will​ ​say​ ​“my​ ​parcel​ ​hasn't​ ​arrived”​ ​and
really​ ​it​ ​has,​ ​they​ ​just​ ​haven't​ ​gone​ ​and​ ​checked​ ​their​ ​mailbox​ ​or​ ​something​ ​like​ ​that.​ ​Or​ ​they​ ​haven't
signed​ ​for​ ​it​ ​or​ ​something,​ ​but​ ​it's​ ​there.​ ​It's​ ​at​ ​their​ ​local​ ​Australia​ ​post.​ ​Carly​ ​is​ ​very​ ​particular​ ​that​ ​we
get​ ​everything​ ​out​ ​on​ ​time.​ ​Our​ ​customer​ ​service​ ​replies​ ​straight​ ​away​ ​or​ ​like​ ​within​ ​the​ ​hour,​ ​we​ ​have
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to​ ​reply​ ​to​ ​every​ ​customer.​ ​I​ ​don't​ ​do​ ​that​ ​side​ ​of​ ​stuff,​ ​but​ ​Carly​ ​does.​ ​She's​ ​very​ ​particular​ ​about​ ​it
that's​ ​for​ ​sure,​ ​which​ ​is​ ​great.

Nathan:​ ​Gotcha.​ ​Can​ ​you​ ​talk​ ​to​ ​me​ ​about​ ​like​ ​just​ ​handling.​ ​How​ ​have​ ​you​ ​handled​ ​customers​ ​that​ ​are
waiting​ ​or​ ​get​ ​angry?​ ​What​ ​do​ ​you​ ​do?​ ​Do​ ​you​ ​have​ ​any​ ​tips​ ​to​ ​keep​ ​them​ ​as​ ​a​ ​fan​ ​or?

Simone:​ ​Yeah,​ ​we​ ​definitely​ ​do.​ ​Basically​ ​I'm​ ​trying​ ​to​ ​just​ ​even​ ​think,​ ​you​ ​kind​ ​of​ ​like​ ​have​ ​to​ ​just
reassure​ ​them​ ​that​ ​it​ ​is​ ​coming​ ​and​ ​just​ ​be​ ​super​ ​friendly.​ ​Obviously​ ​if​ ​it​ ​hasn't​ ​come​ ​or​ ​if​ ​it​ ​doesn't
come​ ​then​ ​we​ ​have​ ​to​ ​resend​ ​it,​ ​but​ ​we'll​ ​always​ ​try​ ​and​ ​put​ ​in​ ​a​ ​free​ ​bottom​ ​or​ ​something​ ​or​ ​just​ ​offer
them​ ​something​ ​a​ ​little​ ​bit​ ​extra.​ ​Generally​ ​they​ ​always​ ​do​ ​end​ ​up​ ​returning​ ​customers.​ ​That's​ ​huge.
Most​ ​of​ ​all​ ​of​ ​our​ ​customers​ ​are​ ​always​ ​returning​ ​customers.​ ​So​ ​yeah,​ ​basically​ ​that​ ​just​ ​reassuring​ ​them
and​ ​just​ ​being​ ​super​ ​nice​ ​to​ ​them.​ ​Or​ ​like​ ​“for​ ​your​ ​next​ ​purchase​ ​you​ ​can​ ​get​ ​this​ ​percentage​ ​off”​ ​or
something​ ​like​ ​that.​ ​That​ ​generally​ ​always​ ​works​ ​with​ ​the​ ​customer​ ​except​ ​like​ ​a​ ​lot​ ​of​ ​them,​ ​like​ ​you
can't​ ​win​ ​everyone.​ ​Some​ ​of​ ​them​ ​do​ ​get​ ​really​ ​angry,​ ​but​ ​generally​ ​95%​ ​of​ ​the​ ​time​ ​I'd​ ​say​ ​they​ ​end​ ​up
being​ ​happy​ ​customers​ ​in​ ​the​ ​end,​ ​which​ ​is​ ​good.

Nathan:​ ​That's​ ​awesome.​ ​We​ ​have​ ​to​ ​work​ ​towards​ ​wrapping​ ​up.​ ​I​ ​could​ ​pick​ ​your​ ​brain​ ​all​ ​day.

Simone:​ ​And​ ​I​ ​could​ ​talk​ ​all​ ​day.

Nathan:​ ​Few​ ​last​ ​pieces.​ ​If​ ​you​ ​were​ ​building​ ​an​ ​audience​ ​from​ ​scratch,​ ​and​ ​keep​ ​in​ ​mind,​ ​somebody
might​ ​be​ ​listening​ ​to​ ​this​ ​two​ ​years​ ​from​ ​now.​ ​What​ ​advice​ ​would​ ​you​ ​give​ ​if​ ​you​ ​were​ ​building​ ​an
audience​ ​from​ ​scratch​ ​now​ ​to​ ​build​ ​up​ ​an​ ​audience​ ​and​ ​get​ ​sales​ ​for​ ​EAU​ ​PAIX​ ​VIE?​ ​What​ ​would​ ​you​ ​do
that​ ​you​ ​think​ ​would​ ​still​ ​work​ ​two​ ​years​ ​from​ ​now,​ ​three​ ​years​ ​from​ ​now​ ​and​ ​even​ ​today?​ ​Like​ ​what
would​ ​you​ ​do?​ ​What​ ​would​ ​you​ ​say​ ​to​ ​people?

Simone:​ ​ ​What​ ​would​ ​I​ ​say​ ​to​ ​people​ ​who​ ​are​ ​looking​ ​to​ ​do​ ​that?

Nathan:​ ​Yeah,​ ​like​ ​looking​ ​to​ ​build​ ​an​ ​ecommerce​ ​brand.

Simone:​ ​Okay,​ ​I​ ​would​ ​say​ ​definitely​ ​do​ ​your​ ​research​ ​and​ ​know​ ​your​ ​competitors.​ ​Just​ ​keep​ ​trying​ ​even
if​ ​it​ ​doesn't​ ​work,​ ​just​ ​keep​ ​going​ ​and​ ​you'll​ ​eventually​ ​get​ ​there.​ ​Know​ ​your​ ​target​ ​market​ ​and​ ​know
what​ ​kind​ ​of​ ​story​ ​you​ ​want​ ​to​ ​build.​ ​I​ ​see​ ​so​ ​many​ ​brands​ ​these​ ​days​ ​that​ ​have​ ​an​ ​awesome​ ​product,
but​ ​there's​ ​just​ ​no​ ​story​ ​behind​ ​the​ ​brand.​ ​You​ ​kind​ ​of​ ​want​ ​to​ ​build​ ​like​ ​a​ ​cult​ ​or​ ​something,​ ​not​ ​a​ ​cult,
that's​ ​a​ ​terrible​ ​word.

Nathan:​ ​A​ ​following.

Simone:​ ​Like​ ​a​ ​huge​ ​fan​ ​base.​ ​You​ ​kind​ ​of​ ​want​ ​to​ ​build​ ​like​ ​a​ ​family​ ​or​ ​something.​ ​Like​ ​a​ ​tribe,​ ​if​ ​that
makes​ ​sense.​ ​If​ ​people​ ​don't​ ​know​ ​what​ ​they​ ​want​ ​to​ ​do​ ​with​ ​the​ ​product,​ ​that​ ​make​ ​sense?

Nathan:​ ​Yeah,​ ​100%.​ ​So​ ​it's​ ​always​ ​gonna​ ​be​ ​about​ ​storytelling,​ ​wrapping​ ​that.

Simone:​ ​Yeah,​ ​yeah.​ ​Know​ ​your​ ​brand​ ​and​ ​know​ ​what​ ​your​ ​customers​ ​want​ ​and​ ​just​ ​feed​ ​them​ ​with
that,​ ​and​ ​then​ ​it​ ​will​ ​continue​ ​to​ ​grow.​ ​I​ ​reckon​ ​that's​ ​the​ ​way​ ​that​ ​we​ ​look​ ​at​ ​it.​ ​Have​ ​the​ ​story​ ​there
and​ ​make​ ​people​ ​want​ ​to​ ​be​ ​a​ ​part​ ​of​ ​it.​ ​People​ ​want​ ​to​ ​be​ ​a​ ​part​ ​of​ ​that​ ​fun​ ​lifestyle,​ ​the​ ​tribal,​ ​the
swimwear,​ ​all​ ​the​ ​young​ ​girls​ ​with​ ​their​ ​friends​ ​mix​ ​and​ ​matching.​ ​They​ ​want​ ​to​ ​be​ ​a​ ​part​ ​of​ ​it​ ​and​ ​then
if​ ​you​ ​have​ ​a​ ​brand​ ​next​ ​to​ ​you​ ​that​ ​kind​ ​of​ ​has​ ​no​ ​story​ ​to​ ​tell​ ​,they​ ​don't​ ​want​ ​to​ ​be​ ​a​ ​part​ ​of​ ​that.
There's​ ​nothing​ ​to​ ​be​ ​a​ ​part​ ​of.

Nathan:​ ​Not​ ​fun.

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Simone:​ ​Yeah,​ ​they​ ​want​ ​to​ ​have​ ​fun.​ ​So​ ​yeah​ ​that's​ ​the​ ​way​ ​I​ ​look​ ​at​ ​it​ ​and​ ​I​ ​think​ ​in​ ​two​ ​years​ ​time,​ ​in
five​ ​years​ ​time​ ​that​ ​will​ ​definitely​ ​still​ ​be​ ​how​ ​we​ ​will​ ​be​ ​running​ ​EAU​ ​PAIX​ ​VIE​ ​for​ ​sure.

Nathan:​ ​Last​ ​question,​ ​what​ ​are​ ​some​ ​of​ ​the​ ​key​ ​things​ ​that​ ​you​ ​wish​ ​you​ ​knew​ ​before​ ​that​ ​you​ ​know
now​ ​if​ ​you​ ​were​ ​starting​ ​out​ ​again?

Simone:​ ​Oh​ ​my​ ​gosh.​ ​ ​Oh​ ​God​ ​there​ ​would​ ​be​ ​so​ ​many​ ​things​ ​I​ ​reckon.​ ​I​ ​reckon​ ​just​ ​to​ ​keep​ ​it​ ​fresh.​ ​Like
keep​ ​the​ ​swimwear​ ​fresh​ ​all​ ​the​ ​time​ ​and​ ​don't​ ​push​ ​products.​ ​If​ ​people​ ​aren’t​ ​responding​ ​to​ ​it​ ​well,
don't​ ​keep​ ​pushing​ ​it​ ​in​ ​their​ ​face.​ ​I​ ​definitely​ ​know​ ​that​ ​now.​ ​Just​ ​take​ ​it​ ​as​ ​a​ ​loss​ ​and​ ​move​ ​onto
something​ ​knew​ ​that​ ​people​ ​will​ ​like.​ ​When​ ​they​ ​respond​ ​to​ ​it​ ​well,​ ​keep,​ ​stick​ ​with​ ​that.​ ​That​ ​can​ ​go​ ​for
any​ ​product,​ ​regardless​ ​of​ ​what​ ​it​ ​is.

Nathan:​ ​Okay,​ ​awesome,​ ​fantastic.​ ​Well,​ ​we​ ​can​ ​wrap​ ​there.​ ​Where's​ ​the​ ​best​ ​place​ ​people​ ​can​ ​find​ ​our
more​ ​about​ ​EAU​ ​PAIX​ ​VIE?

Simone:​ ​You​ ​can​ ​go​ ​to​ ​our​ ​website​ ​or​ ​our​ ​Instagram​ ​www.eaupaixvie.co,​ ​our​ ​Instagram​ ​handle​ ​is
@eaupaixvieswimwear.

Nathan:​ ​Yep​ ​and​ ​that's​ ​spelled​ ​E​ ​A​ ​U​ ​P.

Simone:​ ​Yep,​ ​P​ ​A​ ​I​ ​X​ ​V​ ​I​ ​E.

Nathan:​ ​It's​ ​kind​ ​of​ ​French​ ​isn't'​ ​it?

Simone:​ ​It​ ​is,​ ​it's​ ​French​ ​for​ ​water​ ​peace​ ​life.​ ​So​ ​that​ ​relates​ ​back​ ​to​ ​the​ ​swimwear​ ​because​ ​we​ ​love​ ​the
water.​ ​Peace,​ ​relaxing​ ​and​ ​life.

Nathan:​ ​That's​ ​really​ ​smart.​ ​I​ ​like​ ​it,​ ​good​ ​branding.

Simone:​ ​We​ ​got​ ​that's​ ​where​ ​we​ ​got​ ​the​ ​name​ ​from​ ​and​ ​I​ ​don't​ ​think​ ​many​ ​people​ ​-​ ​although​ ​I​ ​do​ ​know
there's​ ​a​ ​bar​ ​in​ ​Melvin​ ​called​ ​ODV​ ​so​ ​it's​ ​similar,​ ​but​ ​that's​ ​a​ ​bar,​ ​but​ ​yeah​ ​I​ ​don't​ ​think​ ​any​ ​swimwear
labels​ ​will​ ​be​ ​getting​ ​similar​ ​names,​ ​we​ ​hope​ ​not.

Nathan:​ ​Awesome.

Simone:​ ​Well​ ​thanks​ ​so​ ​much​ ​for​ ​that.

Nathan:​ ​You're​ ​welcome.​ ​Thanks​ ​so​ ​much​ ​for​ ​your​ ​time.​ ​I​ ​really​ ​appreciate​ ​it.