# Dermalogica: Jane Wurwand (2016)

- Show: [How I Built This](https://hardwarepodcasts.com/podcast/how-i-built-this)
- Published: 2018-04-23
- Length: 40m
- Page: https://hardwarepodcasts.com/podcast/how-i-built-this/2018-04-23-dermalogica-jane-wurwand-2016

## Summary

Jane Wurwand, founder of Dermalogica, explains how she identified a gap in the US skincare market by combining professional education with product sales, launching the International Dermal Institute in 1983. She details the process of formulating 27 products with a chemist, securing a contract manufacturer who took a risk on them, and launching the brand with zero marketing budget, relying instead on her students. Wurwand discusses the company's growth to $250 million in wholesale turnover and the eventual decision to sell to Unilever to ensure the brand's long-term sustainability after 30 years of founder-led leadership.

## Chapters

- [0:00](https://hardwarepodcasts.com/podcast/how-i-built-this/2018-04-23-dermalogica-jane-wurwand-2016#t=0) Introduction and Sponsor Read
- [1:23](https://hardwarepodcasts.com/podcast/how-i-built-this/2018-04-23-dermalogica-jane-wurwand-2016#t=83) Jane Wurwand's Early Life and Move to South Africa
- [7:35](https://hardwarepodcasts.com/podcast/how-i-built-this/2018-04-23-dermalogica-jane-wurwand-2016#t=455) Identifying the Market Gap in Los Angeles
- [12:15](https://hardwarepodcasts.com/podcast/how-i-built-this/2018-04-23-dermalogica-jane-wurwand-2016#t=735) Launching the International Dermal Institute
- [19:11](https://hardwarepodcasts.com/podcast/how-i-built-this/2018-04-23-dermalogica-jane-wurwand-2016#t=1151) Formulating the Dermalogica Product Line
- [25:54](https://hardwarepodcasts.com/podcast/how-i-built-this/2018-04-23-dermalogica-jane-wurwand-2016#t=1554) Securing Manufacturing and Launching the Brand
- [33:52](https://hardwarepodcasts.com/podcast/how-i-built-this/2018-04-23-dermalogica-jane-wurwand-2016#t=2032) Scaling to $250 Million and Selling to Unilever
- [38:38](https://hardwarepodcasts.com/podcast/how-i-built-this/2018-04-23-dermalogica-jane-wurwand-2016#t=2318) Postscript: Gilson Snowboards Update

## Topics

- [Starting a product company](https://hardwarepodcasts.com/topic/starting-a-company)
- [Validation & product-market fit](https://hardwarepodcasts.com/topic/validation-and-product-market-fit)
- [Manufacturing partners & offshoring](https://hardwarepodcasts.com/topic/manufacturing-partners)
- [Growth, exits & acquisitions](https://hardwarepodcasts.com/topic/growth-exits-and-acquisitions)
- [Pricing, margins & unit economics](https://hardwarepodcasts.com/topic/pricing-and-unit-economics)

## Most relevant to

early-stage companies

## Mentioned

- Dermalogica (product)
- International Dermal Institute (company)
- Unilever (company)
- Gilson Snowboards (company)
- Airbnb (company)

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## Citing this page

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