How were you able to make the business successful?
Telwar: I realized that I had entered into an industry that was very much commoditized, and I was going up against a lot of male-driven businesses that were coming out of New York and I was not located in New York. I needed to be very, very creative. I started focusing on how was I going to stand out, what was going to be my niche and what was I going to do to make sure that I could be competitive, but still be able to make money.
What did you come up with?
Telwar: Marketing. It was all kinds of ways of communicating about the product in a way that had not been done. People had never looked at pairing product -- the cosmetic itself -- with the actual makeup artist tool. They always did it separately. So when I started talking with the different product managers, asking, "How does the brush perform that you currently use?" They were like, "We don't know. It's really soft. That's all that matters." I said, "Not necessarily." Because
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