# Tatcha: Vicky Tsai (July 2020)

- Show: [How I Built This](https://hardwarepodcasts.com/podcast/how-i-built-this)
- Published: 2025-06-02
- Length: 1h 17m
- Page: https://hardwarepodcasts.com/podcast/how-i-built-this/2025-06-02-tatcha-vicky-tsai-july-2020

## Summary

Vicky Tsai, founder of Tatcha, explains how a trip to Kyoto and a meeting with a geisha inspired her to launch a skincare brand based on traditional Japanese ingredients, despite being told by experts that Asian beauty products had no market in the U.S. Strapped for cash and working out of her parents' garage for seven years without a salary, she self-financed the company, secured early retail partnerships with Space NK, and leveraged QVC appearances to drive volume. Tsai details the financial struggles, including maxing out credit cards and selling her engagement ring, before Tatcha was acquired by Unilever for $500 million in 2019.

## Chapters

- [0:00](https://hardwarepodcasts.com/podcast/how-i-built-this/2025-06-02-tatcha-vicky-tsai-july-2020#t=0) Introduction: Vicky Tsai and Tatcha's Origin
- [4:55](https://hardwarepodcasts.com/podcast/how-i-built-this/2025-06-02-tatcha-vicky-tsai-july-2020#t=295) Early Life, 9/11, and Career in Finance
- [12:38](https://hardwarepodcasts.com/podcast/how-i-built-this/2025-06-02-tatcha-vicky-tsai-july-2020#t=758) Skincare Struggles and Starbucks Career
- [23:47](https://hardwarepodcasts.com/podcast/how-i-built-this/2025-06-02-tatcha-vicky-tsai-july-2020#t=1427) The Trip to Kyoto and Meeting the Geisha
- [35:14](https://hardwarepodcasts.com/podcast/how-i-built-this/2025-06-02-tatcha-vicky-tsai-july-2020#t=2114) Naming Tatcha and Self-Financing the Startup
- [41:43](https://hardwarepodcasts.com/podcast/how-i-built-this/2025-06-02-tatcha-vicky-tsai-july-2020#t=2503) Early Launch, Rejection, and QVC Breakthrough
- [54:38](https://hardwarepodcasts.com/podcast/how-i-built-this/2025-06-02-tatcha-vicky-tsai-july-2020#t=3278) Living in Parents' Garage and Scaling Operations
- [1:06:31](https://hardwarepodcasts.com/podcast/how-i-built-this/2025-06-02-tatcha-vicky-tsai-july-2020#t=3991) Hiring a CEO and Preparing for Exit
- [1:12:39](https://hardwarepodcasts.com/podcast/how-i-built-this/2025-06-02-tatcha-vicky-tsai-july-2020#t=4359) The $500 Million Unilever Acquisition

## 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)
- [Crowdfunding & preorders](https://hardwarepodcasts.com/topic/crowdfunding)
- [Pricing, margins & unit economics](https://hardwarepodcasts.com/topic/pricing-and-unit-economics)
- [Growth, exits & acquisitions](https://hardwarepodcasts.com/topic/growth-exits-and-acquisitions)
- [Industrial & consumer product design](https://hardwarepodcasts.com/topic/industrial-design)

## Most relevant to

founders before launch, early-stage companies, companies scaling up, large enterprises

## Mentioned

- Tatcha (product)
- Unilever (company)
- QVC (other)
- Space NK (other)
- Vogue (other)
- Oprah (other)
- SK2 (product)
- La Prairie (product)
- Starbucks (company)
- Good Guide (company)
- Room to Read (company)

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- [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: Tabi and Meena Hoshmand of Tursh](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2025-11-14-founder-feature-tabi-and-meena-hoshmand-of-tursh) (The Startup CPG Podcast)
- [Founder Feature: JoLynn Henke and Peter Clarkson](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2024-05-24-founder-feature-jolynn-henke-and-peter-clarkson) (The Startup CPG Podcast)
- [Founder Feature: Akua Boakye Okunseinde of Karité](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2025-02-21-founder-feature-akua-boakye-okunseinde-of-karite) (The Startup CPG Podcast)

## Citing this page

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