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In this FOUNDER'S FLASHBACK from Episode 4 - Jamika Martin, founder of Rosen Skincare, discusses her journey from formulating her products in her college apartment to launching a successful skincare brand now in over 700 Ulta stores. Jamika shares insights on the challenges and learnings from starting her business, including the importance of customer feedback, the transition to direct-to-consumer sales, and her experience with the Target Accelerator program. The discussion also covers the evolution of her brand's packaging, the realities of entering retail, and the strategies needed to succeed in a competitive market. She emphasizes the importance of influencer marketing, the challenges of managing growth, and the need for strategic planning when entering new retail spaces. Lastly she shares insights on investor relations and the future direction of her brand, highlighting the significance of understanding customer demographics and market positioning.

Breakdowns:

00:00 Introduction to Jamika Martin and Rosen Skincare
00:55 The Journey Begins: From College to Entrepreneurship
03:05 The Birth of Rosen Skincare: Identifying a Market Gap
06:04 Initial Customer Reactions and Learning from Feedback
08:56 Transitioning to Direct-to-Consumer Sales
12:01 The Target Accelerator Experience
14:53 Entering Retail: Lessons from Urban Outfitters
18:12 Navigating Retail Challenges and Marketing Strategies
20:46 The Evolution of Packaging and Brand Identity
23:54 Launching on Target.com: The Road to Retail
26:54 Initial Sales and Customer Reactions at Target
30:03 Reflections on Retail Strategy and Future Directions
34:22 Scaling Challenges and Retail Strategy
39:46 Influencer Marketing and Brand Growth
47:12 Retail Partnerships and Launch Success
55:33 Investor Insights and Business Growth
01:00:43 Future Plans and Brand Evolution

Links mentioned in this episode:

Rosen Skincare Instagram: @ rosenskincare
Rosen Skincare Tiktok: @ rosenskincare
Rosen Skincare Website: www.rosenskincare.com

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Love what you hear on Shelf Talks? You can now support the podcast. Every contribution helps bring more indie voices to the mic. Thank you for being part of this journey! ✨

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Reach out if you know of a female founder with an impactful brand and retail story and leave a review if you found value in this episode! Hello@shelftalks.com

Purchase the book Shelf Talk: A step by step guide to launching your product in Retail Stores by Roberta Townes Buy Book

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In this rapid-fire Retail Readiness Round, Scout Brisson, CEO of De Soi, drops powerful insights for any founder getting ready to hit store shelves. From packaging tips that stop customers in their tracks to the underrated magic of being on-shelf at Whole Foods, Scout shares what she wishes she knew before launching into retail.

We talk:
💡 How to make your packaging speak in 5 seconds (or less)
📦 Why your messaging hierarchy really matters
🛒 The true value of in-store visibility (and a Slack channel full of shelfies)
🥤 How sampling drives discovery — and conversion

If you’re looking to make a strong retail debut, don’t skip this one.

De Soi Website: https://drinkdesoi.com/De Soi Instagram: https://www.instagram.com/drinkdesoiScout's LinkedIn: https://www.linkedin.com/in/scout-brisson-558674121

Support the show

How to Follow Shelf Talks Podcast on social:

Instagram: https://www.instagram.com/shelftalkspodcast/
Linkedin: https://www.linkedin.com/company/shelf-talks-podcast

Love what you hear on Shelf Talks? You can now support the podcast. Every contribution helps bring more indie voices to the mic. Thank you for being part of this journey! ✨

https://www.buzzsprout.com/2411532/support

Contact us via email: Hello@shelftalks.com

Reach out if you know of a female founder with an impactful brand and retail story and leave a review if you found value in this episode! Hello@shelftalks.com

Purchase the book Shelf Talk: A step by step guide to launching your product in Retail Stores by Roberta Townes Buy Book

Send us a text

In this episode of Shelf Talks, I’m joined by Scout Brisson — co-founder of functional cookie dough brand Deux and current CEO of De Soi, the non-alcoholic apéritif brand co-founded with Katy Perry.

Scout takes us inside her journey from management consulting to leading not one, but two standout brands in the crowded world of CPG. We dive into the real behind-the-scenes of building product-market fit, pitching to skeptical retailers, and standing out in a category that didn’t even exist yet.

You’ll hear:
- Why packaging and pricing can make or break your shelf success
- The importance of forecasting, iteration, and customer feedback
And her strategy for getting De Soi into stores, menus, and the hands of consumers — without relying solely on digital

Plus, Scout shares honest reflections on founder pressure, what it’s really like to lead a celebrity-backed brand, and how she's staying focused on building smart, sustainable growth.

Whether you’re launching your first product or looking to scale into retail, this episode is full of golden insights and founder wisdom you don’t want to miss.

Press play and get ready to take notes!

Chapters

00:00 The Journey of a Female Founder
03:43 Launching Dough During COVID
06:47 Building a Brand Identity
08:09 Transitioning to CEO of De Soi
10:18 Navigating Retail Challenges
12:13 Convincing Retailers to Stock New Products
14:20 Adapting Pricing Strategies
16:17 Aha Moments in Packaging
20:22 Learning from Customer Feedback
21:57 Strategies for Brand Growth
25:17 Key Events for Brand Awareness
27:19 Differentiating in a Crowded Market
29:52 The Importance of Iteration in Product Development
30:56 Manufacturing Challenges and Inventory Management
33:47 Forecasting and Inventory Strategies
36:21 Driving Consumer Awareness in Retail
39:10 Measuring Marketing Effectiveness
42:35 The Value of Exclusivity in Retail Partnerships
46:03 Future Vision for DeSois and Product Innovation

De Soi Website: https://drinkdesoi.com/De Soi Instagram: https://www.instagram.com/drinkdesoiScout's LinkedIn: https://www.linkedin.com/in/scout-brisson-558674121

Support the show

How to Follow Shelf Talks Podcast on social:

Instagram: https://www.instagram.com/shelftalkspodcast/
Linkedin: https://www.linkedin.com/company/shelf-talks-podcast

Love what you hear on Shelf Talks? You can now support the podcast. Every contribution helps bring more indie voices to the mic. Thank you for being part of this journey! ✨

https://www.buzzsprout.com/2411532/support

Contact us via email: Hello@shelftalks.com

Reach out if you know of a female founder with an impactful brand and retail story and leave a review if you found value in this episode! Hello@shelftalks.com

Purchase the book Shelf Talk: A step by step guide to launching your product in Retail Stores by Roberta Townes Buy Book