This $30M Brand Spends Less On Ads Than You — And Grows Faster

BushBalm's CEO and co-founder, David Gaylord, discusses the company's unique business model, which combines D2C sales with a wholesale channel targeting individual waxing salons. BushBalm started as a pure D2C brand but evolved to serve over 22,000 active waxing salon estheticians through a custom-built portal, BushBalm Pro. A key strategy involves reducing friction in the signup process, mirroring Shopify's approach, and focusing on building a brand with a cult following among estheticians, driven by trade shows, education, and community engagement. Gaylord emphasizes the importance of investing in product development, citing clinical trials that demonstrate the superiority of their wax, and reveals that BushBalm aims to become the number one wax brand globally, balancing retail expansion with maintaining strong relationships with its pro customers.