Promoting attire on-line was as soon as farfetched. Who would purchase a swimsuit with out attempting it on? Hundreds of thousands do, because it seems. However fragrances? Who would buy a perfume with out first smelling it?

I requested that to Kamil Banc. He’s an engineer turned entrepreneur and the co-founder of Perfume One, a direct-to-consumer vendor of colognes and perfumes — all on-line.

“We don’t promote fragrances,” he instructed me. “We promote compliments. That’s why folks purchase.”

Our complete audio dialog is embedded beneath. The transcript is edited for readability and size.

Eric Bandholz: Inform us about your small business.

Kamil Banc: Perfume One began on Kickstarter in 2018. We presold about $1 million price of perfume with out anyone smelling it, together with me.

Bandholz: Your brother Jeremy has an enormous perfume viewers.

Banc: Sure, he’s by far the largest perfume influencer on-line — over 3 million followers on TikTok. He posts 5 movies a day. It’s loopy.

Bandholz: How did you two resolve to enter enterprise collectively? He’s flamboyant; you’re cerebral.

Banc: We’re 4 years aside. I’m the older one.

He had a sizeable breakdancing channel on YouTube in 2007, when that web site got here out. Many individuals adopted him, after which it was taken down for copyright infringement.

He migrated to different tasks. He began a mineral water model and an power drink, for instance. Then, round 2017, I instructed him, “Why don’t you return to YouTube and do one thing enjoyable?”

He took it to coronary heart. Six months later, he was into perfume. He by no means instructed our household. Abruptly he had 60,000 followers listening to him speak in regards to the subject. He asks people, “What does this perfume remind you of?” Or, “What does it include?”

YouTube viewers needed to see ladies react to a perfume and fee it from 1 to 10. Jeremy centered on driving compliments.

In 2018, he and I made a decision to show the idea right into a model. We don’t promote fragrances. We promote compliments. That’s why folks purchase it. That’s why we have been in a position to launch with out anybody smelling it. We might say, “You don’t need to odor the perfume if you wish to get compliments.”

Our first perfume was referred to as Workplace for Males. If you happen to’re a man in an workplace and also you need to get compliments, that is what you put on. That was the million-dollar product on Kickstarter.

The launch wasn’t with out hiccups. Jeremy needed to supply worldwide transport. We had no provide chain or transport companions. I’m shocked we didn’t lose cash. We barely lined our prices.

Transport alcohol, which our fragrances comprise, is hard with all the authorized restrictions. We now have two warehouses — within the E.U. and the U.S.

We’re now attempting to promote into the Center East and India. Now we have many requests in each areas.

Bandholz: I’ve seen many manufacturers grow to be reliant on Kickstarter. They’ve an enormous launch after which nothing till the following spherical. Has that occurred along with your firm?

Banc: No. We’ve had only one marketing campaign. I feel 80% of our Kickstarter backers have been new to that platform. Additionally, our electronic mail checklist was roughly 20,000. So we didn’t need to do the Kickstarter.

We did it for a few causes. One was for publicity. Kickstarter could be very public. The opposite was to obtain suggestions — good and dangerous — to check our product-market match.

I don’t see us doing one other Kickstarter. Lots of our authentic backers are repeat consumers. Roughly 35% of our clients are repeat.

Bandholz: Your fragrances are comparatively costly. Beardbrand producers fragrances, too. Setting costs is so subjective. How did you decide on a pricing technique?

Banc: Our costs typically anger people. Jeremy and I argue over costs.

I’m not a perfume man. I give attention to the enterprise. However Jeremy is immersed in fragrances and tips on how to worth them, market-wise. I used to be initially our demographic. However his level is that every one fragrances value the identical to make; the one distinction is advertising. Packaging varies. However the juice prices the identical.

Over time we discovered a mannequin the place he and I agree.

We ensure our fragrances are of the highest quality to generate compliments. And we’ve got bundled offers to decrease the associated fee. Since we promote on-line, we don’t have wholesale charges or pay in-store distributor charges.

Our excessive worth makes us a simple goal. Our model is carefully related to Jeremy, the influencer. He’s very polarizing. Watching his movies, folks love him or hate him. That interprets into our model.

Bandholz: The lesson there may be having confidence in your pricing. Let’s transition. In 2021, lots of ecommerce firms struggled as a result of Fb algorithm shifts. Did it have an effect on your organization?

Banc: No, it didn’t influence us. We as soon as used Fb advertisements. We labored with a studio out of New York. However we discovered we may attain the viewers ourselves organically. So by 2021 we weren’t promoting on Fb or Instagram.

Bandholz: Is Perfume One solely you and Jeremy?

Banc: It’s simply the 2 of us. Now we have lots of assist from our logistics firm. And we use good instruments, corresponding to for buyer assist, that save time. We usually spend solely quarter-hour per day on buyer points.

Bandholz: The very best buyer assist is well-run operations the place shoppers have few wants. How do you and Jeremy divide duties?

Banc: He handles advertising, assist, and product growth. I’m extra on the back-end with the web site and operations.

Bandholz: Let’s change gears. You’re experimenting with non-fungible tokens — NFTs — and the metaverse.

Banc: Sure. The metaverse might be a manner for our model to the touch extra prospects. Our price, once more, will not be essentially the odor — it’s the flexibility to generate compliments. So we’re contemplating merchandise within the metaverse to do this.

As for NFTs, I joined a Discord neighborhood referred to as CryptoDads. It’s principally a networking automobile to attach with people shopping for and promoting NFTs and have an interest within the expertise. The members are primarily techies and ahead thinkers. It’s been enjoyable.

Bandholz: How can folks attain assist you and attain out?

Banc: Our web site is Perfume.One. We’re on Instagram, YouTube, and TikTok, too. I’m on LinkedIn.