# Briogeo: Nancy Twine

- Show: [How I Built This](https://hardwarepodcasts.com/podcast/how-i-built-this)
- Published: 2020-08-10
- Length: 1h 10m
- Page: https://hardwarepodcasts.com/podcast/how-i-built-this/2020-08-10-briogeo-nancy-twine

## Summary

Nancy Twine, founder of Briogeo, explains how she transitioned from a Goldman Sachs trader to launching a natural hair care brand after her mother's death inspired her to create effective, clean products for all hair textures. She details the struggle to find a contract manufacturer willing to formulate without sulfates or silicones, leading to a partnership with a small Midwest lab and a strategic decision to launch with only four SKUs instead of fifteen. Twine describes securing her first $100,000 investment from Phil Palmetto after a pitch event, using that capital to secure an initial order from Urban Outfitters and later a test launch at Sephora, which ultimately drove the brand to $40 million in sales.

## Chapters

- [0:00](https://hardwarepodcasts.com/podcast/how-i-built-this/2020-08-10-briogeo-nancy-twine#t=0) Introduction: Nancy Twine and Briogeo
- [3:50](https://hardwarepodcasts.com/podcast/how-i-built-this/2020-08-10-briogeo-nancy-twine#t=230) Family Influence and Early Entrepreneurship
- [16:02](https://hardwarepodcasts.com/podcast/how-i-built-this/2020-08-10-briogeo-nancy-twine#t=962) Tragedy and the Decision to Pivot
- [25:31](https://hardwarepodcasts.com/podcast/how-i-built-this/2020-08-10-briogeo-nancy-twine#t=1531) Formulation Challenges and Contract Manufacturing
- [39:03](https://hardwarepodcasts.com/podcast/how-i-built-this/2020-08-10-briogeo-nancy-twine#t=2343) Fundraising and the First Investment
- [45:40](https://hardwarepodcasts.com/podcast/how-i-built-this/2020-08-10-briogeo-nancy-twine#t=2740) Cosmoprof Trade Show and Retail Breakthrough
- [53:34](https://hardwarepodcasts.com/podcast/how-i-built-this/2020-08-10-briogeo-nancy-twine#t=3214) Securing the Sephora Partnership
- [1:05:15](https://hardwarepodcasts.com/podcast/how-i-built-this/2020-08-10-briogeo-nancy-twine#t=3915) Growth, Sales, and Current Challenges

## Topics

- [Starting a product company](https://hardwarepodcasts.com/topic/starting-a-company)
- [Materials & manufacturing processes](https://hardwarepodcasts.com/topic/materials-and-processes)
- [Crowdfunding & preorders](https://hardwarepodcasts.com/topic/crowdfunding)
- [Retail, wholesale & distribution](https://hardwarepodcasts.com/topic/retail-and-distribution)
- [Pricing, margins & unit economics](https://hardwarepodcasts.com/topic/pricing-and-unit-economics)

## Most relevant to

early-stage companies

## Mentioned

- Briogeo (product)
- Goldman Sachs (company)
- Sephora (company)
- Urban Outfitters (company)
- Ipsy (product)
- Cosmoprof (other)
- EcoCert (other)

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- [Founder Feature: Suzannah Raff of Cleo+Coco](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2025-10-31-founder-feature-suzannah-raff-of-cleo-coco) (The Startup CPG Podcast)
- [019: Organic haircare products with Susana Stewart & Caroline Maina of Fro Butter](https://hardwarepodcasts.com/podcast/product-startup/2016-09-20-019-organic-haircare-products-with-susana-stewart-caroline-maina-of-fro-butter) (Product Startup)
- [Founder Feature: Val Emanuel of Rif Care](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2025-01-03-founder-feature-val-emanuel-of-rif-care) (The Startup CPG Podcast)
- [021: Using Public Research to Develop WINK Lash and Brow Oil with Megan Cox of Amalie Beauty](https://hardwarepodcasts.com/podcast/product-startup/2016-10-04-021-using-public-research-to-develop-wink-lash-and-brow-oil-with-megan-cox-of-am) (Product Startup)
- [Founder Feature: Jilleo Recio of RĒJINS](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2024-10-18-founder-feature-jilleo-recio-of-rejins) (The Startup CPG Podcast)

## Citing this page

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