# GlowBar ‘Pitch GaryVee’ the New Facial Experience

## Метаданные

- **Канал:** Gary Vaynerchuk
- **YouTube:** https://www.youtube.com/watch?v=ab2_3I8aj-o
- **Дата:** 14.12.2018
- **Длительность:** 35:53
- **Просмотры:** 44,239
- **Источник:** https://ekstraktznaniy.ru/video/18091

## Описание

In Episode 1 of Pitch GaryVee, we’ve got a company Glowbar -- its  a company run by two incredibly intelligent women looking to disrupt the beauty industry.

So excited for you all to check out this new content series ;) I’m partnering up with Phil Toronto on my team to film meetings with companies that he brings to me as potential investments.

Can’t wait for you guys to watch this and leave me your thoughts in the comments!

Follow GlowBar's journey here:
IG: https://www.instagram.com/glowbar/
Newsletter: https://www.getglowbar.com

—
If you haven't joined my #FirstInLine community, you need to jump on it ASAP! By joining #FirstInLine, my messaging program, you get details on exclusive giveaways that I'm doing, updates regarding my keynotes/conferences, and more ;) You can join here:
https://garyvee.com/JoinFIL

Thank you for watching this video. I hope that you keep up with the daily videos I post on the channel, subscribe, and share your learnings with those that need to hear it. Y

## Транскрипт

### <Untitled Chapter 1> []

hi everybody welcome to the first episode of pitch garyvee a new series that kind of came out of the birth of all the hip-hop video and meetings we've had but now what I realize is I'm taking a lot of meetings so not a lot these days but I did forever and I kind of want to get back into it where startups are pitching me I figured you know what why don't we film these things why don't we filmed these things for two reasons one so many of you are trying to figure out how to pitch to good VCS and angel investors and I had that kind of career so I'm gonna ask those kind of questions number two very honestly for the startups that are able to get through the filter Anto filter who is the Mike Boyd of this series fill my right hand for last decade admin all the way to the my right hand and investing for the people that are able to get through his filter that Union you'll see in this episode how many meetings a year he's taking it's great exposure maybe I won't invest but maybe you will and so I'm really excited to put people on whether they're hip-hop artists whether they're startups and I'm also really excited to put many people on that are trying to learn how to pitch and have the cadence and I just have a funny feeling this is the beginning of a very exciting series in my content life hi hello Rachel how are you guys good how

### RACHEL LIVERMAN [1:12]

are you sit thank you how are things funded also I forgot my notebook that's my so what's cooking so Rachel neha started a company called the Clos bar we have never filmed a pitch start to finish before we have it and I thought that they would be the great first candidates because I love their passion of their story and I loved the concept I also wanted to get them in front of you what's a glowing word of you Phil sees a lot of [ __ ] I know they lucky we remember in our when we first met with you when you were like eyes like real like you did really well just now and Neha and I like acted cool I think at the time [ __ ] office we were like no ideas do you think you've seen the last year for concerts probably Holi between a thousand and throw my gosh Wow bless me men you know prep ourselves yeah where you from I'm from Boston am i what a patriot scram I don't know what really that was good yeah Fort Lauderdale Florida the good life we can tell you like more about ourselves if that would be helpful I'm not very sure about that yeah we do - or real people I've been in beauty for ten years I started at Birchbox they love their investment those friends of ours so I wrote the first check into Birchbox right and so that was six or seven years ago and I remember that meeting like it was yesterday we were in Starbucks in Midtown and they were pitching and they probably got about 60 words in and I said I was in and I remember them getting super pumped and emotional and nothing you know like pretty emotional and I remember just was like what's like cool awesome like I was palm - but I was like you know like and they were just like we've gotten so many knows you know like we needed this yes and I was like cool like I've seen that before like I didn't think much of it and it was super interesting it's probably around this time of year it was that first really nice day in New York City after like the winter you know like that perfect like I don't know if it was April or May but it was that day I think we all know what they that was and I was ironically less busy back then so I could actually walk home and I live in the Upper East Side in that 30 block walk I remember somewhere around halfway being like wait a minute like is it possible like the business was so obvious to me it was like we're gonna get samples and sell them I was like that's a great [ __ ] business his journey glow bar and I was there for four years let our partnerships team so really like pitching brands and we mean that one meeting I came in when I was in that conference room with jab hook it's so funny you walk them like god this [ __ ] yes I definitely yeah I was thinking of bringing the book to get you to sign up funny when he walks oh my god I'm like we have like Whedon like I really that's super cool I remember that meeting very well yeah and that was a really cool thing we did we had every month like yep not just common like talk to us and like teach us what worked for them what didn't like any advice and I remember it was like our best like team-building saying that they ever did so I was there for four years left I learned like the startup space and like the venture back space but really wanted to learn how they kind of found it like a soul foot pride or owned a business know and ran a business and how it was it all operated so into beautyblender the world's number one makeup sponge and worked there for the past three and a half years and really realized I wanted to do my own thing and then neha and i found one another i we manifested one another you know she can tell you a bit about herself so i previously was a management consultant at bain and company spent a lot of time there consumer and retail practices and got really obsessed with thinking about the consumer when you're a management consultant i wasn't really able to kind of get into that side of the business so then i ex turned for a henry davis the CEO of glossier ahead of their series c so just thinking about like different strategic initiatives that they were had top of mind at the time and really understanding how a company that focuses on consumer is actually doing that operationally and like what they're winning this place which was really cool insight to get coming out of that I was like okay I kind of wanna I want to do I want to try this I want to put this to practice send that to a colleague Rachel and also said and like Holly was like you two should meet no way yeah and we're like I mean you he's not like a statue of this person in the office her name is Alyssa she's an amazing marketer actually and she like just saw like I think that we were completely different people but cuz like together and really build something amazing yeah you guys are gonna have to have like we have to make a shrine for her we're working on actually should do more for her I know we thanked her anchors to like Easter eggs within your business yeah um so yeah so what's the business we don't like her so at the end of the day what we're really trying to do is help people take better care of their skin and we want to do that a in person and also be online so as we think about it in person it's really seeing an expert for her and providing skin care treatments because we think she needs to be seeing someone professional at least once a month to take better care of her skin to really make her at home routine work and be more effective and what are most women doing now yeah so most women are taking care of their skin at home yep and trial and error it's a complete [ __ ] show Gary yeah everyone's buying stuff at Sephora they're looking at on YouTube for like tutorials of how to do a mask or how to use a product and then they're going to their dermatologist once a year or twice the year which once or twice a year once a year and what's a facial a face being serious is it out yeah I know what it is you're like but like what is it in the practice of this yeah so a facial is about an hour and a half appointment as it stands today and it's about 12 steps yeah they wash your face at nauseam they massage about their that I've done - they do they like foggy Stevie you're like sweating down your neck right okay she's like down your ears and you're like you and they're like see you in ten minutes and then they come back and it takes forever and so the consumer opts out they're not taking care of their skin because it takes too long it's expensive it's $150 on average and they don't know who to trust and so they're so is that where you're disrupting yeah exactly so be faster better priced more contemporary yep effective 30-minute treatment only yeah max or min - 30 30 Mary's one offering how many places do this how many do you have locations we are opening our first in - good for you we're Tribeca good okay we're excited

### THE WHERE [8:31]

I'm the 30 minutes only 30 mm what have you been doing so far like visiting people so we are just getting started and so what we've been doing is figuring out what happens in those 30 minutes so we've been testing all the protocols they want to do how we want to do them and also like has this been like on friends and family or like people just coming over like you're doing them yeah so we actually have a partnership with an aesthetic school outside of Boston that my grandmother started that's great yeah so it's a legacy it's really like if you ask me why I'm doing this like not only am i

### THE WHY [9:05]

hungry and just like [ __ ] want my own business but like really like my grandmother pioneered skincare and I really want to modernize it honest and your grandmother pioneering skincare like super documented like in like Google searches like you could look is that like well I've rented it a sec school in the country she live yeah she is that's amazing yeah she doesn't she has dementia so she doesn't really know what's going on but a great one does to it yeah and it's like but sometimes when my mom would be like rachel is opening a salon because it's like the best way to just get it to her brain should be like so we have a partnership with our aesthetics law and that's where we really consider that to be like our RN do you like the perks and we go there and leave not only had like focus groups with the estheticians there but also done all of our protocols and tested there three times now so yeah we have like proof of our protocols keep going yeah so what's happening online so in terms of online there's obviously consumers are really looking at their phones a lot and other computers a lot and so when we think about educating her more in the space and telling her about what treatment did you just receive why did you receive that what should you do at home what you do not do at home we want to have those communications online and so we're starting with follow-up emails right after that like kind of tell her everything that happened during that treatment and we're able to do that because we're putting tech in place in our studios that is gonna be recording all of this data that's happening during the treatment and then communicating that back to her understood and why that's really important to the process is that no one's doing that today and I give you a huge piece of advice yeah that's what we're here for I really think that you need to do that content in multiple forms predicated on how she wants to consume it your ability to transcribe that information into boys or even long-term eventually transcribe it visually is something you should give a lot of thought to the amount of companies that have failed or have struggled to get the traction they wanted because they've predicated on a singular form of written communication that doesn't map to her life if I would never read that email I don't read emails up clients giving me three million dollars yeah so I have like full-time at like so I think we're not a big investment a disproportionate leverage point tip for you could be that subtle form of communication like before you start even going down the path its pattern recognition it's you know I know where you're what you're about to say you're gonna be you're gonna have to bridge to that yeah you're probably not gonna raise the height of capital it's gonna allow you to have six seven full time like you know yeah so I do think that subtle communication in the beginning is a much bigger deal than people realize yeah and it's not being done at all today so I think that the consumer like the loop with the consumer like if we got her into our space give her an amazing experience and then connect with her after and get her back in that's where we really gonna retain her and get that lifetime work and no one is doing that today it's like the conversation starts in the salon and then it stops because they don't do any follow up also to a very small group of individuals right like if it's an hour and a half and like right it's expensive you think about high net worth women right now you know this is not X you know I don't know how many hundred fifty dollar pay shows about you know facials are happening in places that are more middle-class or right you know yeah so we're definitely targeting we're targeting the thirty to forty five year old woman also which is like a big white space and beauty people are all talking to the Millennial a great only really web up here well yeah right yeah nobody agrees more than me and by the way that's the only email subscription that I still subscribe to as a 33 year old woman any look I love pure and former neighbor O'Brien would I love it yeah that's probably why you're still okay why not just because of okay um so yeah we're targeting that like thirty to forty five year old woman and we really believe like we're gonna be finding her on Instagram and on Facebook obviously but even more importantly we really believe in earned media and I think that's important to say because our experience is our marketing we don't have a marketing budget of like a million dollars to start with raising only a million dollars yes um and so we really need to make sure like that puts the onus on Neha and I to build like a kick-ass experience for her so that she comes in loves it and then talks about it that's what we're gonna win yeah it's like organic growth at the beginning and grassroots and some other exciting initiatives that we have plans that we think are pretty scrappy and fun clever and clever yes that's one of our brand tenants but uh eventually we will get into likes and paid so it's literally physical you're like the digital part it you do think like there's a like do you think there's a rep there's a revenue stream on the Digital side or is it a retention thing so to start it'll be primarily retention yeah so that physical experience sure brick-and-mortar is like really our Channel yes our over time five years from now when the landscape really starts changing is when the digital landscape becomes more of a revenue stream and we think of how you actually make her digital number and how do you engage the girl who's when you say the landscape changes over five years you think the technology advances that allow the tella work to be really meaningful because just the clarity of like being able to analyze the skin through a mobile device or the landscape of your business just growing to a scale where that can become meaningful yeah I think it's one of the two so I think in right now to have it doesn't even exist for her to come once a month and so to form that how that we need those physical spaces but as that habit is formed and as people become more comfortable with talking test petitions they don't really need that physical you know one thing I love about you guys is how little money you're taking like because that's my dream but one thing that does run still this is a more of course because it means not smart I everyone just cares about banking it's Sam it's everybody cares about like everybody says that because the economy has been flourishing for a decade and there's so much money in the system you know we've had more investors past because we aren't accepting enough money then giving us money it's a wild experience it's like you're expecting to by the way Joey it's also a very clever way that B sees like to say pass yeah what you'll what I will say is you have a capital intensive business if you're gonna go physical location rollout right yeah Tribeca rent isn't cheap so not yes so there's too full to that one is we've really adjusted our real estate strategy for that so rather than building the big flagships we actually asked ourselves well how small can we make this work without compromising some extremes yeah and what we've done is lowered our build-out cost and rents relative to others in the space beyond that the payback period is actually pretty quick for this kind of business especially cuz the margins are pretty good and so it actually gives us a bit of runway so if I've let down 200k to build out a space within six to eight months we've made that back right and so that kind of helps our initial investment into going into this brick and mortar listen I respect that I'm you know like I built an e-commerce wine business on top of a brick and mortar store which allowed me to do it right so I understand that so you feel like you've been able to not compromise expiry you know cuz what how much you gonna do it for how much is the price point I said that ninety seventy and so you're saying pretty hardcore facials in the city are a buck fifty floor for an hour and a half is that right yeah or average an asset floor so do you believe that one thing that runs through my mind do you believe that if the woman is thinking okay I'm paying a buck fifty about twenty a buck seventy for an hour and a half that's seventy four thirty do you think some people are basic and they're just thinking [ __ ] it's actually amortized out two to ten is your big comms challenge gonna be that you're gonna get the results you need and so we're not because you just made me comment gal and I'll just say cargo but just human oh you're Premium yeah because you're 210 right yeah I think one thing that you'll have a real challenge of is and it's a good challenge but back to like your clever marketing stunts yeah I highly recommend that for the four dollars you do have allocated for comms and things that nature we talked about you better yeah cause if you're dating partner are you better yeah we have to talk about how although we have a lower price point in a lower amount of time we've taken out all the fiber such a big idea Todd talk to us I think time is the number one valuable thing on earth yeah I think that you should do as much clever [ __ ] as possible in telling these women what the average woman can do with an extra hour a day wait I have a list of this and everything you can do in 30 minutes Crest Whitestrips an episode of friends and all that and then what you can do if you save yourself an hour you should lean into the hour yeah the half an hour like this is just psychology consumed by the way you should do both but my intuition is that the hour is like if you do a whole campaign of what would you do with an extra hour yeah and then basically just [ __ ] on the industry for wasting an hour like we're not women that have nothing to do yeah that's empowering on trend like [ __ ] you establishment we have [ __ ] to do have a little bit of a negative connotation listen I think that to your point like this is one point of view and one tone of the execution yeah my intuition and what my thesis is you do a bunch of them okay like one of them could be like you can do something nice for your mother-in-law that it sounds like you're wonderful right one could listen I do think it's always smart to be like [ __ ] the man like you made us waste an hour I don't think it plays especially for cheeky and not as serious to your point okay I think that you should you're always one comp interview one clever Instagram post away I do think it's a very powerful pillar to play okay I believe in voice strictly on the time savings I believe I finally understood uber when I understood they were selling time you know like time Amazon's wedding is a time yeah time so just uh just the sheer amount of like really deeply leaning into like a flood like who's got an hour to waste no one especially the demo that we're targeting correct yeah we were actually just we had someone asked us like if you guys are doing something that's very effective and you're doing it in an efficient way you just have to ask yourselves as a consumer value efficiency and reason I really write more than just wonder said that to you went to cliche like Oh women love to be pampered like sure so many times a year when you have a [ __ ] hour thank you yeah you're preaching yeah like they're crazy less because they have a problem they want solved and they need help and I do this and what I think is better than blowing out your hair is that you're talking about something very macro right so the thing I like about it is it's mmm its mmm not more dentist than blowing out your hair but it's definitely more in between them like right you're just amazing yeah I think you're in between we're in between like a derma pointment and a traditional spa because we're solutions oriented which is what the consumer wants and what do you think how often do you think they should like everyone's every woman's skin is different I get it monthly it once a month really what we talk about a lot is like you don't really shell will you sell have you thought about selling yearly subscription then every box is in my core get it so you would is there a better deal than 840 for a year mm-hm you want you look like 15% 10 to 15% it's like the industry norm yeah and you'll get a percentage off retail product that we sell and the difference between us and like others is that we're really partnering with professional brands which ups our credibility we're not partnering with those that you can find at Sephora blue mercury because well Nevada brand type stuff that whole dermo brand that bad fashion all professional that are only sold through the esthetician which really elevates our recitations because we actually care just as much about the client as our estheticians our labor force is what our business is built on you should care more about this listen you're actually paying them like 25 percent more than the industry average in the city we're hoping to like build a career oriented labor model have you thought about building their brands even though that creates a vulnerability for you building the brands that were working with nobody estheticians oh we thought a lot about that how can I give you a huge piece of advice yeah you should disproportionally try to make them famous so we talk a lot about how there are movie stars you should just proportionally try to make them famous the number one mistakes that all these companies are making right now in exercise and everything else yeah is they're scared to let them build their brands because then they have leverage and then they leave then they don't all these of course not and more poorly right if you're known for building brands they'll all come to you right yeah you'll have a pipeline greater than the people that leave that's so smart yeah like you should almost literally build an internal agency of personal brands for these people it will become a singular point of leverage for you and your industry yeah I think we're committed to that for sure we're really excited about hiring r-type I would really can't stress it enough okay toppled here yeah ii you with fifty nine goddamn Instagram followers but with press cuz you've launched show post three this is Karen here's her story we love her every other industry professional looks at them be like my place will never do that right they get excited yeah and then they retain clients also yeah and listen a bunch believe a do it personally I'm just telling you that's firm yeah not as much in the net result right exactly it's the number one mistake that every single professional service like provider kind of like company's making right now they're trying to put the internet back in the box I'll try to make you rock the most famous I turned him into a [ __ ] verb and now so this is back to like actions over you know yeah you know words I believe in it the Oh yeah it's something we're really committed it's something I'm not natural to the industry yeah that's for sure salons don't want their people like they all they suppress yea they suppress up and like stand into their light yeah you will have disproportionate funnel yeah like you should I think out of all things I'm like we're talking here a little bit the one hour and these two things like look a young company is about decisions yep it's about decisions like when I think about Boehner it was like making the decision to like make a lot of social media content is why we're sitting here today in the form that we are yeah right like deciding that I had to have big time media capabilities when I started to sense any kind of organic reach drop like there's decisions like hiring only friends at first because I wanted a culture of that like these meanings like you know there's a real reason Phil takes you know two thousand meetings a year it's because after I was doing them back in the day a lot of people want did them all the time and that didn't scale for me these are important decisions yeah and you have to be very thoughtful about what you lean into like for example if you thought I was right and you do lean into building out then that takes time and effort yeah that's strategy that's you not thinking about you or the customer that's talking about the most important asset but it could become so disruptive it could be the game changer and so defensible against are their competitors in a way that's funny because you're vulnerable right that's your strength yeah I like that why'd you like it so much because I think you know knowing you it's a little bit of a curveball yeah for me of what like I'm curious myself like why I'm being serious in a real way right it ever launched yet it's it's physical locations which I like the practicality of that a lot I'm a buyer of the payback period just curious belief that they can pull off of experience that's next level just interacting with them spending time with them yeah from what I've learned over the years and I guess pattern matching the fact that there is whitespace there selling time and just the brand resonates with me I just like them as people - yeah I think that's just gonna carry through the globe our brand their dynamic are investing in us because of who we are because like we have no revenues oh we have adapt and we have the mic there's only two things of course yeah they're you know the first round of capital is always people an idea you know there is nothing else yeah and we think we've been really thoughtful about creating something special and focused on the consumer and what they need right now and I think that's like a winning strategy if you ask me like the forefront of our minds with every single decision we ask ourselves is this helping her take better care of her skin than she is today and we like have heard from almost every female we've interacted with that there is something more she could be doing but she just doesn't know what and so knowing that need is there and the fact that we're building to solve that is what kind of really motivates us what do you think happens in a recession what's your intuition do you have any data on what happened to the space in the oh wait oh nine I think one of the things that's running through my mind is timing yeah obviously this is a luxury ish I mean seventy bucks it's a luxury but I understand a necessity back to dentist versus rye bar right how much or how little or what do you think happens when the bottom falls out yeah so traditional beauty so back in late 2008 when like the recession hit beauty actually like stayed afloat because it was a small little luxury that they look lipstick wasn't look thick during the Great Depression that I understand right that's a little bit different than when you're talking that we are because the average is 150 dollars and we're only 70 I think it will still to some in some markets still be considered a more affordable accessible price point that they can still treat themselves that's right I mean I think it's right I think you could lose a lot of people yeah I think what I wonder consistency yeah I think the question is can you gain enough from the 150s that need to go to 70 yeah I think it's a the demographic we're going after actually helps a little bit we think that like they are used to seeing that 150 and then they'll come to 70 and then are you worried about people valuing something based on price golf has I've been a discussion yeah there's like we're having a focus group for pricing actually just to make sure that we're hitting that like now I'm ahead with it and just like going through a few scenarios of like how psychologically people are reacting to the $70 price point with the product that we're providing because we're actually providing the value is similar to the hundred and fifty it's just we've been able to cut out all the fluff and make it for $70 have you thought about the basic like retail principle of making it 69 or 79 just cuz its I know I know like I thought about that don't be a dirtbag you know the nine bothers you more than like the silly reference you know like a visual of not let me save you a lot of respect we have talked about oh they're like oh yeah be like something I would tell you what I would pay I would run Google ads against search queries and run a bunch of testing and Facebook ads like do what Tim Ferriss Brit Louie did for our work week was a beta test on Google searches I would run Facebook Instagram and Google ads against pricing of a fake salon landing page and see who signs up for what and why I think so and I think that we live in 2019 and you guys can literally not kidding here's what I would do if I were you I would create a fake ID fake facial place the mistress and call Gary's if he like you should test create some one-off landing pages run ads against certain demos and income levels see what people react to get their email right yeah and then send a surprise gift to everybody as like an announcement for what you're launching seven weeks ago you filmed out you know like something get out of me so that'd be fun you're surprising delighting them yeah you're getting information win-win-win-win-win yeah and for like five hundred bucks of Instagram and Facebook ads you're getting a real meaningful weed yeah that's okay yeah consider it done it's helpful let me know how when we will cuz you're gonna see it carry singles not launching in New York anything else again a for me um so many things what do you think of the rest of this business I am very obsessed with the time saving thing okay it's my number one thesis I think that I think you're in the branding business I think that if you're right you're gonna have a lot of fast followers and a lot of people adjusting and then that goes away so I think you're in the branding business yeah I really do I'm that which is why I'm so disproportionately excited about you building up what are they called again I apologize as decisions I think the esthetician things exciting to me because building a brand that you're Pro that is going to be a leverage point over time yeah like tomorrow if I have for facial places in Long Island and you're getting real traction and I'm like [ __ ] and like and obviously there's things in process that allows you to do in 30 it's it's something that will be moved if you're right it gets moved on pretty quickly yeah and I think like building out brand and being loud and proud is important yeah when so like similar to that when you think about our marketing and kind of what you've heard a little bit what's sort of your reaction to that of like really focusing on like earned media and like focusing on our products in the beginning versus running billboards and Facebook ads for our brand people don't know yet I would do what you're doing I'd probably layer influencer marketing on top yeah okay yeah billboard no Facebook yeah but I would do influencer marketing okay I would also call in favors yeah I mean I think you like find out the most fabulous girls you have in your rolodex at the school with friends homies ourselves respect that's only two and so like I really do think more friends and family upfront yeah but like friends and family with like a requirement of like that's nice we're giving it to you we're not unless you post on your Instagram right of course and I'll create organic growth yeah I think you manipulate the organic growth a little bit up front through influencers that you pay and listen you know what I don't like about the startup community yet like not yet like in its current form it's not desperate enough yeah I'm coming that's why I come back money being completely out of control on this director consumer wine brand I launched I'm hustling and grinding and being so ghetto and I have all the leverage and money yeah and I'm still doing it cuz it's my natural state it's a new baby like this is where you like swallow pride and like email some girl that like didn't say something nice about you but doesn't know that you'd know and still ask her to do it because it's good for your [ __ ] business yeah yeah we definitely are gonna get scrappy do you understand that I know that they're gonna do that and that's another reason they're here I thought that I actually want to show you your part was done with it I want to show you I don't know if I'm gonna be able to find it you were asked the question find this fast enough but we have like a great campaign it's super scrappy for like telephone poles like scratching your guerilla marketing campaign each that you've had your whole life versus yes Tyler I gotta go cool versus influence our [ __ ] marketing and like most fab girls you know call in favors yeah annoying yeah okay be annoying really listen the cool thing is it's like me when I'm gonna be annoying when the actual rose' comes out I'm gonna be annoying to tell people I want to send them a bottle or Jose to take a picture and put on Instagram but they can drink it like being annoying again like and you need a mix right you oh you need Instagram gal that's got a big following that's with but like you know like somebody you were friends with that like fancy like you know consulting firm who's got 1700 but she's Alfa Scarsdale matters too yeah hi-low yeah sure really a freezing measure so great meeting you can we get one pic with you sure can just so latest one we have proof cuz I feel like our family thanks for lying hey I'm Phil Toronto SVP of special projects with Gary we just wrapped our meeting with Rachel and a high of globe our if you want to follow along in their opening journey you can follow them on Instagram at glow bar or sign up for their newsletter at get globe are calm