TikTok Influencer Marketing 101 with The Chub Rub Patch | EP. #105

With over 500 million active users, TikTok has become a popular platform for businesses looking to reach out to their target audiences and grow their brands. On this 105th episode of The E-Comm Show, Andrew interviews Brittany, a makeup and hair stylist to the stars and entrepreneur behind The Chub Rub Patch, a revolutionary product that has taken the world by storm.

In this episode, Brittany shares her journey of being featured on Shark Tank working with influencers on TikTok, and how she's been able to leverage the platform to expand her business.

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Andrew Maff and Brittany Lammon

CONNECT WITH OUR HOST: AndrewMaff.com  |  Twitter: @AndrewMaff | LinkedIn: @AndrewMaff 

Brittany Lammon

I'm Brittany, makeup and hair stylist to the stars and entrepreneur. You may have just seen me on ABC's Shark Tank! Let's be real for a moment... You're probably reading this because we have more in common than you think. We were blessed with thick, strong sexy thighs! Anddddd unfortunately we frequently deal with thigh chaffing.

We've all dealt with the struggle of not being able to wear our favorite outfits in fear of thigh chaffing. But sometimes there's just NO compromising! We just have to wear the cute outfit and deal with the pain and discomfort.

With no good options for myself and other sexy humans. I decided to fix the problem. After years of research and development, and many thigh-chaffings later. I came up with The Chub Rub Patch! A comfortable, easy to apply, all day anti-chaffing solution.

Transcript: 

Brittany Lammon  00:02

Well to be honest with you, the reason why I went on Shark Tank was for mentorship and I really wanted someone to kind of help me into that next step

Andrew Maff  01:05

Hello everyone and welcome to another episode of The E-Comm Show. I'm your host Andrew math. And as usual I'm super excited for this episode. I'm here with Brittany Lammon of the The Chub Rub patch. Brittany, how're you doing? ready for a good show?

Brittany Lammon  01:17

Hi. Thanks for having me. I really appreciate it. I am REEEEE D.

Andrew Maff  01:21

Yes. I'm so excited for this one. One. I've actually worked with products in this space before, which is crazy years ago. And to you're in Fort Lauderdale. Right? I am. Are you? South Florida. Born and raised there. I'm not there anymore. I was born and raised in Boca Raton. Okay. So Florida native, super excited.

Brittany Lammon  01:46

When you watch the fam, you'll have to set me up.

Andrew Maff  01:49

I will definitely do that. Although this time of year. Although when this airs, it won't be as bad however, I'll bet it's like 100 and something ridiculous degrees right now, isn't

Brittany Lammon  01:57

it? It's about 98. So you're pretty close.

Andrew Maff  02:01

Yeah, well, now I understand why you invented this product. So let's, let's do the usual let's pretend no one knows who you are. And why don't you tell us a little bit about your background more about turbo patch. And then we'll take from there.

Brittany Lammon  02:15

Awesome. My name is Brittany Lammon and I'm originally from Ohio. I went to cosmetology school there and ended up moving by myself to Miami. And I had, you know, met met a few people in this kind of industry. But it was more about hair and makeup. That's like what I did, I now actually work for WWE. And I am a makeup artist and a hairstylist for them. And one of my first products was a hair tool that I invented because I've been a makeup artist and a hairstyles for 20 years. So that was my first invention. Let's carry on to eight years later, my second time trying out for Shark Tank. I actually made it on the show because of the Jabra patch. And I will explain what this fabulous product is. So this is a product that I came up with because my sister and I are going back to the heat. We're going to Miami Dolphins game. And my sister walks into into the Porta Potty. And she's in there for a very long time. And we're still getting him a good time. And people are like looking at me and I'm like, I don't know, I knock on it. I'm like, are you okay? And she comes out and she's as pale as a ghost. And I'm like, Are you okay, what happened? And she said I had to wear shapewear because I didn't want to chafe. And if you guys don't know what that is, that is a shapewear that goes on meat that holds everything in. But a lot of people wear it because they chafe and so then their legs don't rub together. So after that day, I mean, I've dealt with this for many, many years. And I have another sister that has dealt with this as well. And we'd always have to wait for her because she was spraying the creams and the gels and then she have to wait and put the powder on. And it's just always been a thing in our life. And so after that one day, I was like, I have to invent something for people like me for people like us, to help us because there was nothing out there that would stay all day. Yes, there are many products on the market that deal with thigh chafing. But for me, it didn't work because it wasn't an all day use. You had to go back into the bathroom, reapply carry in your bag, or you had to where the sheep were and almost pass on a porta potty. So that's when I decided to come up with this product. And I came up with this product during the pandemic. I mean, we went to the dolphins game and then during the pandemic is when I started actually working on it. And I tried to license the product at first and I thought this is a great product to license let's go that route calling companies calling companies and the answers that I were getting thing was getting is that, you know, the product is great, but not right now. Not right now the world is in such a weird wild place. We can't do this. And so for me, I was like, first of all, I can't go another summer, or in any heat even doing I wear them. When I run everything. I was like, I can't go without this, like I have to make this product. So then that's when I went and manufactured the product. And here we are. In July, we had our two year anniversary. And in February, I was on Shark Tank.

Andrew Maff  05:33

Nice. So great segue. Of course, I always have to ask, how was that? Did you enjoy it? Was it worth it? How are the results after all that fun stuff.

Brittany Lammon  05:43

So like I had mentioned before, I tried out for Shark Tank eight years ago. And that experience to me was totally different than this round, because I actually went to a casting an in person casting. And I waited in line for eight hours and people like oh my god, that's horrible. You know, it's Miami, you get it. But for me, it was one of the most amazing experiences because at that point, like I, you know, if you ever have any questions in life, you know, like go to your parents, your grandparents, your aunts and uncles. And I didn't have anybody that I knew was an inventor. So it was kind of just figuring this all out on my own. And when I stood in line with these other people, they got it. And they understood and they had been through things like I had been through. And so I actually was like, Oh my God, my people, I found them. It was amazing. So of course I didn't get on the show then. And then how I got on the second time was through Tik Tok. And I had many, many viral videos. And I had actually applied but they reached out to me on there, and I thought it was a scam. I was like, you know, I have a mentor. And so I reached out to him. And I said, What do you think about this, you know, and he said, Well, why don't you try it? What if it's not a scam? And I was like, Oh, I guess you're right, you know? So I replied, and we set up a meeting and it was legit, and here I am. And I did not get a deal. Um, but it's been incredible. It really has been incredible. The exposure has been amazing. Of course, for the first few days. I was like, oh my god, what am I gonna do now? You know. But then I've met so many amazing people from this experience. We just had a shark tank reunion in Vegas. It was amazing. Because I felt like at that point again, like, oh my gosh, these are my people. They understand. They don't think I'm crazy. This actually works. So it was

Andrew Maff  07:34

nice. How, how were online sales after after the airing, or on their near?

Brittany Lammon  07:40

Yeah, amazing. And we actually just had another airing a month ago. And those were even more incredible because we are going towards the hotter season.

Andrew Maff  07:51

Oh, yeah. That's a good point. Yeah. Wow. So you did better with the RE airing? Yes. Wow. That's a first I haven't heard that before.

Brittany Lammon  08:00

Yes. We did pretty great the first time but the second time was better because I feel like people were like, oh, okay, now I can use this product. Yeah. And so, like during winter and stuff, people still do use the product athletes use our product. I've heard so many different things. People in the military. Have you been using it? horseback riders, you know, people, like send me DMS and be like, I'm a horseback rider. I'm like, I would have never known because I've never ridden a horse. So here.

Andrew Maff  08:28

What? So what else are you doing from a marketing side? I know obviously, when Shark Tank airs. Awesome, but what else are you doing to kind of start getting the product out there?

Brittany Lammon  08:38

Um, well, right now we are working really, really close with influencers. And that has been incredible for us. Tick tock shop has really like I said, like, our start was really with tick tock. And so we have just grown with them. They just started tic toc shop within the last I think it's a year and a half. But it's really started to take off and they're still in their Beta stage. But we really work close with influencers there because they know the product, they know, tick tock shop and they know how to use it. So it's been incredible. And we also do a lot of lives. So and I really enjoy that because I feel like I get to connect with the customer. And they can ask me any question and I'm gonna you know, they'll get the answer right there instead of having to wait for an email and such like that.

Andrew Maff  09:24

So from the influencer side on TikTok, it's always very interesting subject in your case, your products not like the craziest most expensive thing in the world. So you've got to get some pretty decent traction for it to do well when you're working with influencers. What's your approach? Are you like seeding them where you just send them free products and hope they post Are you paying them like what's what's your strategy from the influencer side?

Brittany Lammon  09:46

So I'm kind of the person that feels like, the more you give, the more you'll get. And so I do feel that give them a very high percentage when when giving them because they work harder. And it worked out better, because I think we started, you know, they reached out to us tick tock tick tock shop reached out to us and they give you suggestions they invited, invited us to the headquarters. And they say you should do this, you should do this, you should do that. And so we started out with a lower number, and it just wasn't working. And then you give them a higher number. And then people started reaching out to us. And then they tell their influencer friends. And that's how it's been. And I feel like a lot of times two people have seen me on lives, and they'll reach out. And I just feel like, what else has worked really well is sitting down with them and showing them that we care. Because we want the product to work for people, we want them to explain to our customers, you have to read the directions because our product is so new, how to apply How To Remove there's a QR code and explaining that to them. And we have a really close knit group. And we are trying to expand with that. But those great people have gone viral multiple, multiple times. And they know the product and it just has worked very, very well.

Andrew Maff  11:03

Nice. So you've got him set up with like some kind of like affiliate link, I assume. What's, what's your platform?

Brittany Lammon  11:10

We have been using? We do them all, but we have been using TikTok shop, they have a new center where you can get them through there. And it's very

Andrew Maff  11:17

Oh, really they do it directly through there. Oh, yeah. That's interesting. So but then they have to purchase through shop, right?

Brittany Lammon  11:26

They do have to purchase their shop. Yes. But what we have seen too, is if we get a viral video from one of our influencers, it goes up on all platforms, because somebody's comfortable using this somebody's credit cards in this somebody you know,

Andrew Maff  11:40

yeah. So are you solely selling on your website? Are you available in retail, Amazon, Walmart or anywhere else? Or is it just on the site right now?

Brittany Lammon  11:49

We are on our website, which is the treble patch.com. We are on Amazon, and we're also on tick tock shop.

Andrew Maff  11:58

Beautiful, how do you like an Amazon?

Brittany Lammon  12:01

Well, you know, it's kind of a love hate relationship. You know? It's, it's great, right? It is great, because the numbers are there. And everybody uses Amazon, I use Amazon. I love Amazon. But at the same time. They're expensive. You know, you got to pay the beast. And that's just what it is. And we had a friend of ours that was on Shark Tank. And we said, you know, hey, what are a few things that we should do before getting on Shark Tank? We were not on Amazon. And so we got on Amazon 10 minutes before the episode aired?

Andrew Maff  12:40

Oh, wow.

Brittany Lammon  12:42

And like I said, makeup artists and hairstyles for WWE. I had a show in Canada. So everybody's having these watch parties, and I'm just on my phone. Are we on Amazon? Are we on Amazon? While I'm trying to do makeup in one hand phone in the other? So it's just a wild ride over here?

Andrew Maff  13:01

Did you end up seeing an influx in sales on Amazon as well? Or solely on your website?

Brittany Lammon  13:06

Absolutely. I mean, there was nothing really to compare it to, because we just won there. But at the same time, it was wild. It was great. I cannot complain about it one bit.

Andrew Maff  13:19

That's good. What, uh, what's the game plan? So as time goes on you thinking of expanding the product line? Is it just to kind of get to a certain point and exit like, what are you? What's your thought? Well,

Brittany Lammon  13:31

I mean, as an entrepreneur, we all kind of know that. The days are so different, right? It's like highs, lows UPS down sideways at 10 o'clock, it could be this answer and two o'clock, it could be this answer. But for me right now today, we are trying to expand the line and making kind of like a Jabra patch 2.0. And that's what we're going to go to and we want to focus more on. Yes, we have our amazing customers right now. But we want to explain to people that it's it's not about being overweight. I have friends that are size three, you know, working at WWE, and sorry to keep name dropping there. But I've worked there for eight years. So I have worked around a lot of really fit people and their thighs touch and so we're trying to kind of focus more on athletes, more the military more, you know, and people and showing them hey, it's not just for curvy women or women in general. So we're trying to expand that as well.

Andrew Maff  14:31

Nice. The the overall marketing approach, obviously heavy on the tick tock side, hence tick tock shop and everything. Have you expanded into anything outside of that? Have you started doing like paid advertising anything from like a retention side of things? Because I also imagine that you probably get a pretty decent amount of subscriptions considering there, you got to reuse them or replace them and all that kind of stuff. So what's that that whole approach?

Brittany Lammon  14:55

Well, I'm gonna be 100% honest with you. It's very difficult To keep in inventory right now, because it is our hottest season. And I mean, right? Is it good? Everybody always says that until I'm like, gosh, this is so stressful. But, um, we're having issues with inventory right now. So the thing is, is yes, we want to keep all five shades available at all times, because we want to be inclusive, and we want people to be able to wear which shade they want. But when our influencers go viral, I mean, we can't, we can't control that, and which is a great thing, right? It is a great thing. But when, you know, in four hours, one of our influencers had 1.4 million views on it, which is great, but then we sell out. So that's what we're trying to figure out first, before we get any more crazy advertisements. But we're working on a few things. I guess I can't probably name names right now. But we're working on different things that people that we're going to be starting to work with soon.

Andrew Maff  15:56

Yeah. And that's from what I've heard, when your marketing approach is very heavy on the influencer side, that is the number one thing where I've always been like, Man, I'm glad I don't do operations. Because I don't know how you manage that kind of stuff. Like you could have an influencer that goes viral and you go, Okay, next time they post be locked and loaded, and then they post it doesn't do as well. And you're like, Ah, now I'm sitting on inventory. Like, how are you? How have you been managing that? Is it really just if it goes viral, we sell out? We're gonna have to order more? Or do you kind of pre prepared all? Well,

Brittany Lammon  16:28

I mean, I guess by pulling my hair out, I'm not sure how to answer this. But we're trying to do our best honestly, that is one of the most major things that we're dealing with right now. And going to the Shark Tank reunion, I'm surrounded by, you know, many, many amazing people that have grown their businesses from the ground up. And I asked that question, you know, we have different classes and speakers and everything. And I asked that question, How are we supposed to stay above that? You know, and there wasn't really a good answer. So for me, we're just trying our best and trying to get as much inventory into Amazon, you know, the 60 days, and then they're like, you know, it's funny, because they'll tell you, you know, hey, you only have inventory for 60 days. But then, in three days we sell out of it. So yeah, it's very difficult, but we're trying our best. That's our and then.

Andrew Maff  17:18

So when you're when you're so you got the product available on Amazon, your inventory? Are you only are you FBA on Amazon? Are you just fulfilling everything yourself? So you've got inventory in two places? Like what how are you managing that?

Brittany Lammon  17:32

We're doing both we're doing to film it by Amazon, and then fulfillment by merchant, which is great, because then people will still buy but then they're not getting it in the two days. So then that's a little bit more difficult. So you don't understand how many sales you're losing at that point, you know, because it just depends, like, people are like, hey, for me, and we are going to be getting into retail shortly. But until then, you have to order on the website. So we were saying, you know, it and I and I said this on Shark Tank that it was like we want to be in retail, because if I'm going to a barbecue if I'm going to a baby shower, Miami Dolphins game, I want to be able to walk into a CVS and grab this product. I'm not going to be like, Oh, I'm gonna wear this kid off at this weekend. Let me think if I'm gonna shave, unless you're a subscriber, which is great. But if you're not, and you just hear about it, and you're like, oh, you know, I want to go get this product. Then we have available there too. So it's just a little.

Andrew Maff  18:22

Yeah, that's what I was thinking. It gives me like a CVS Walgreens kind of vibe of like, you know, you're stopping in to grab some drinks or something before a tailgate or before a barbecue. And you're like, I'm probably going to want this. Yeah. Interesting. Makes sense.

Brittany Lammon  18:37

My boyfriend and I were just at Universal. And we saw some people and I was like, Oh, my God, I should, you know, so many me because I could see the struggle and people's faces and on their thighs. So

Andrew Maff  18:53

there's an interesting thing to keep an eye out for at amusement parks. The Shark Tank thing, the purpose of the Shark Tank, obviously going for an investment. Do you did you continue to look for an investment after Shark Tank? Are you still looking for one? Like, what's your thought there? Or are you going to kind of continue down the road that you've been so far?

Brittany Lammon  19:13

Well, to be honest with you, the reason why I went on Shark Tank was for mentorship. And I really wanted someone to kind of help me into that next step. You know, help them get into retail helped me to grow the brand. And yes, of course, I think they caught me a little short on Shark Tank and explaining that I wanted I wanted the money for inventory for manufacturing, for different marketing. And I think they had just said, oh, I want it for influencers. But I mean, hey, we all need money for everything. So I like the thing for me is that I just feel like for the next step. I wanted to go on Shark Tank and get one of these people, but at the same time, it happened the way that it happened. And I'm still on the road to success and I did have a few people approached me but I'm still gonna keep on my path that I'm on right now. Unless you know, something else works out

Andrew Maff  20:11

less someone listening to this show wants to help out. Britney really appreciate you having the show is a great time, I would love to give the opportunity here to let everyone know where they can find out more about you and of course more about temporal patch.

Brittany Lammon  20:29

Thank you, thank you. Thank you for having me. And you can go to thechubrubpatch.com, you can always check out check out our TikToks it is @TheChubRubPatch and that is also on Facebook and Instagram and anybody can reach out to me on LinkedIn as well. And I love to answer questions for entrepreneurs, inventors, or any question you have. So thank you very much.

Andrew Maff  20:50

Thank you Brittany. Appreciate it. Obviously everyone who tuned in thank you as well. Please make sure you do the usual rate review subscribe all that fun stuff on whichever podcast platform you prefer or head over to theecommshow.com to check out all of our previous episodes, but as usual, thank you all for joining and we will see you all next time.

Narrator  21:07

Thank you for tuning in to The E-Comm Show head over to ecommshow.com to subscribe on your favorite podcast platform or on the BlueTuskr YouTube channel. The E-Comm Show is brought to you by BlueTuskr, a full service digital marketing companies specifically for  e-commerce sellers looking to accelerate their growth. Go to bluetuskr.com Now for more information. Make sure to tune in next week for another amazing episode of The E-Comm Show.