The JBH Show
Check out Two Dudes at twodudesproject.com and use the code JBHSHOW10 at checkout for $10 off your order! Michael "Dude 2" McRae is the co-founder of Two Dudes, New Zealand's fastest growing natural skincare and deodorant brand that's now taking Australia by storm. From selling beer in Singapore to accidentally discovering the skincare gap for men, Michael and his business partner Tom have built a brand that combines world-class active ingredients with UV hardened New Zealand botanicals and delivers them at supermarket prices. Join us as we explore how two blokes in a sweaty Singapore apartment putting on night cream together turned into a million-dollar business, why Tom's girlfriend (now wife) is actually the real founder behind Two Dudes, and the moment a random Domino's Pizza employee unknowingly decided who would be Dude 1 and who would be Dude 2. We dive deep into the early days of product development, sending out skincare samples in urine jars to fifty mates in a Facebook group, the hilarious moment when their mate Eddie mixed charcoal cleanser with moisturizer without washing it off and created grey sludge on his face, and why that experience taught them that men's skincare had to be two steps, two minutes, twice per day or dudes would never use it. Michael shares the challenges of leaving stable careers at Heineken to start a moisturizer company when everyone thought they were insane, working with cosmetic chemists for two years to develop their own IP instead of white labeling, spending $8,000 just to test SPF compliance, and the manufacturer who told them that of ten brands that come to her, only one ever comes back for a second order. The conversation takes a fascinating turn as we explore Two Dudes' outrageous marketing strategy, why they don't compete with L'Oreal or Nivea but instead compete with the entire internet, getting New Zealand journalist Paddy Gower to pull up in a green Lamborghini and yell "this is the fucking cream" for their rebrand launch, making Tom skydive into a Chemist Warehouse car park with deodorant strapped to his arms for $410, and their recent Budgie Smuggler collaboration for Testicular Cancer Awareness Month that sold out in four days. Michael explains why Roger Federer on a bus doesn't appeal to regular dudes, how their Gen Z TikTok hire creates content that legacy brands could never pull off, the difference between brand awareness marketing and performance marketing rabbit holes, and why appearing on national TV in Budgie Smugglers is just another Tuesday. We tackle the business fundamentals behind the fun, why Michael thinks the worst advice is telling people to quit their jobs and fully commit when he and Tom actually sold skincare out of the beer company car park at night until they hit revenue targets, the saying that revenue is vanity, profit is sanity, and cash flow is king, being married to an insolvency lawyer and seeing how many businesses fail because founders don't know their numbers, and why surrounding yourself with people who believe in your mission is the most important lesson they've learned. Michael opens up about the relationship with his business partner Tom, why they've never had a full blown argument despite running a business together for six years, and the advantage of going into business with someone who's your mate. The episode explores the Two Dudes product range from the original moisturizer that took two years to develop to the natural deodorant that's become their hero product, why they launched skincare first as a high trust category to build loyalty before bringing in mainstream dudes with body wash, the three scents of deodorant including Zesty Forest and Coconut Rush that smells like surfboard wax, their meticulous vetting process for every ingredient, and why SPF moisturizer is non negotiable in Australia where the ozone hole gives you extra UV and some of the highest melanoma rates per capita in the world. Michael discusses their expansion from New Zealand to 400 Australian stores with a goal of 2000 by Christmas, the two customer types of dudes buying for themselves and gift givers like moms and girlfriends, why half the supermarket shelf is female brands targeting men which would never fly in beer, and their mission to become the biggest men's brand in Australia by going to war with big cream. Whether you're interested in building an e-commerce business, creating a brand with personality in a boring category, guerrilla marketing tactics that cost hundreds instead of thousands, the realities of founder life and business partnerships, men's health advocacy, or just want to hear how a Domino's Pizza employee accidentally named the hierarchy of a skincare empire, this episode delivers practical insights, brutal honesty, and a compelling vision for what's possible when you combine world class ingredients with raw nature and a sense of humor.
27 episodios
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