YouSaid · the spoken record

Christina Carbonell and Galyn Bernard

lines on the record: 69
first: 2024-01-15
most recent: 2024-01-15
sittings or episodes: 1
sources: podcast

Every line below is reproduced as it was said and linked to the record it came from. Nothing here is summarised or generated. Directory · Search · Corrections

“Thanks so much for listening to the show this week. Please make sure to click the follow button on your podcast app so you never miss a new episode of the show. This episode was produced by Casey Herman with music composed by Rumtin Era Bluey. It was edited by Andrea Bruce with research help from Chris Massini. Our engineers were Robert Rodriguez and Josh Newell. Our production staff also includes Neva Grant, JC Howard, Carrie Thompson, Alex Chung, John Isabella, Sam Paulson, Carla Estevez, Catherine Ceifer, and Malia Aguadello. I'm Guy Ros, and you've been listening to How I Built This.”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“At Skale and Bernard and Christina Carbonell. They're the co founders and co-CEOs of Primary. By the way, of all the different colors they sell, they say one of the most consistently top selling for both babies and kids is black. Apparently it's pretty hard to find black in children's clothing.”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“When you think about the journey you guys took and how you met and where you are today, and you've got a pretty awesome brand that you've built and a company that's growing, how much of this place you're at now do you attribute to luck and how much do you think has to do with just the hard work you put in and your decisions and skills?”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“So tell me about where you see this brand in. I mean, you mentioned Gap, you know, GAP started in the late 60s and it was a different time. And Gap is Gap. I mean, it has problems, but it's obviously an iconic American brand. You're now in year eight. So take me to year 15. Where do you see primary? Where do you want it to be?”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“Tell me a little bit about the endgame here. I mean, you know, whenever you go to investors, obviously, you know, they're giving that kind of a timeline and want to. And usually that means selling or going public. What are you thinking, Galen? I mean, you know that's the trajectory. So it has to be in the back of your mind what's going to happen or where it's going to go.”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“I saw a story recently about how Columbia sportswear, they're shifting their manufacturing out of Asia to Central America because of COVID sort of that experience taught them that this is, you know, you can't really bridge the Pacific as much as they thought they could. It's interesting. They're opening all of these factories in Mexico apparently is really benefiting from this, a lot of factories opening in Mexico, in Guatemala, Central America, in Peru. Is there a world where you would look to this landmass here, North South America, to bring more of your manufacturing there, just in case there was a disruption?”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“So, in a sense, I mean, it is like another way. We know this when you lose an employee, it's a pain. It's expensive because it's expensive. You've got to retrain somebody new. It takes six to nine months to get them up to speed.”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“I love this idea of a four-day work week. I think it's awesome, right? But on the other hand, I can see the argument that a four-day work week just limits productivity, that actually, and I don't know, I don't have the data on this. Maybe I'm totally wrong, is, are you seeing changes in productivity”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“One day a week actually. She used her one day work week and six days of just hiking and hanging out with your kids, hanging out with my wife. But tell me why you did that because I can hear a lot of leaders hearing this and thinking, okay, how does that work? So what was he?”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“There are so many things that you guys have done that have been counterintuitive, right? Like eliminating the boys and girls section or trying to build a company around primary basic clothing with primary colors, evergreen clothing. And those two things have worked. There's a third thing you did. You instituted a four-day work week. You're like France. You're like Sweden.”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“Any relationship, how have you guys withstood the stress of the ups and downs of the business? I mean, have there been times where you've had arguments or there's been tension between you?”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“How do you think just this year, 2023, and you were talking, will hit profitability, which is awesome. Congratulations. Thank you. But that's still stressful.”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“Tell me about your relationship as co founders, I mean, Christina, you hired Galen, and I think both of you guys are co-CEOs, if I'm not mistaken, is that right? So, how do you divide and conquer? I mean, how do you just sort of focus on areas that each of you are separately more interested in?”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“My son's a baggy, like he doesn't wear skinny. I'm still wearing skinny jeans like a weirdo. Middle aged man, and I'm like, what happened? I'm like looking around. I'm like, I need to get the memo. So, I mean, how do you adapt to those kinds of things?”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“Mean the concept of evergreen clothing is actually kind of genius because fashion changes so much. Even things like when I was a teenager, it was all baggy clothes. A lot of baggy and then it went skinny. And then I'm looking at my nephews and they're baggy again.”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“I mean, I'm curious about this idea of evergreen, really, because I mean, what we think of as basics today, I think really we're thinking of 80s, clothing that really kind of blew up in the 80s. But how do you actually make something that is ever green? Are the things that you guys make identical to basics from the 80s? Or are there updates that make them look like they're of our time now?”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“Hey, welcome back to How I Built This I'm Guy Raz. So by 2018, three years after launch, primary is growing fast. There are up to a few dozen employees and around thirty million in revenue. But how to keep growing is always in the back of Christina and Galen's minds, all while trying to stay true to their brand and its style. One of the questions I have is like, you didn't really have to spend a lot on, I'm assuming, new designs or am I wrong because so much of your designs are intentionally there to last forever. You're not like, or at a certain point, did you guys have a conversation where you're like, hey, you know, we should have like. We should have maybe do these more sort of seasonal lines or something like that. Collections”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“When we come back in just a moment, how Christina and Galen credit their close relationship, they've called it their superpower, as one of the keys to their success as co-CEOs. Stay with us, I'm Guy Raz, and you're listening to how I built this.”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“Yeah, Gail, I'm curious to get your take on that. I mean, we're living in a time where everything is. Unfortunately, politicized, but I mean, was there any concern that by eliminating the boys and girls categories? Because most websites have men's, women's, children. I'm curious, were you worried at all about any kind of backlash around that?”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“So, sort of year two, which is 2016, you're starting to focus more on how to market it, right? And I think one of the things that one of the major changes, or a major change you made, I guess, in 2016 is you basically stopped having boys and girl sections. You just went to the website and it was just ages.”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“And when you, I mean, one of the things that I'm curious about in terms of inventory is. Unlike a lot of apparel brands, you could probably overestimate, I mean, or order more inventory than you needed because it wasn't like your styles were changing. These were evergreen styles, right?”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“There is a risk to putting out an ad like that, right? Because you're appealing just to a specific type of parent who doesn't like those. Like, I don't like them. Is that a big enough market?”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“Because it said not all baby clothing needs to say little slugger. Okay, I get it, but here's a question, right? There is obviously a huge market for that stuff. I mean, you can go into old Navy or any store, I'm just picking that one. And a lot of baby clothes say daddy's princess or I'm the boss or whatever. Something like that.”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“Think you ended up doing about a million dollars in year one? Not bad at all. Pretty good, but probably lower than what you were hoping.”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“And that year raising that money, I guess you guys had a, took a hit when one of your investors something happened with an investor who had committed, and then I guess pulled out what happened.”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“All right, so primary.com, you launch March 31st of 2015. 31 styles for babies, girls and boys, everything under 25 bucks, which sounds like a great deal. So how did it do? I mean, obviously there are millions and millions of websites out there. You launch and people have to discover it. So how to do initially?”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“And then I have to assume that during that time you're trying to figure out trying to locate a factory or factories that could make this stuff for you at reasonable costs. So how did you tell me about the process of trying to find those places”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“Either of you guys prepared to design the clothing? Did you feel confident that maybe you guys could sketch out some designs?”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“Alright, so you get the 2.5 million. This is June of 2014, I think. And with that money, presumably, you want to create a number of different pieces of apparel. And you've got a manufacturer and you've got to design them. So with that money, what did you initially do? I'm assuming, first thing you do is hire a couple people.”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“Yeah, I just throw that on them. So, all right, so you have this, you've got the pitch, and you also wanted in your pitch to offer the clothing for under 25 bucks. That was the idea. Everything was under 25 bucks.”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“Favorite. Or, I mean, admittedly, I bought one of my kids for little, I bought them punk band shirts just because I thought it was funny.”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“And here the other question is, I mean, the kids market is, it's an interesting market because, of course, unlike adult apparel, kids have to, you know, they grow out of stuff. They've got to buy a bunch of stuff. But I also wonder whether it's a more fickle market in some ways that kids like one toy and then it's hot for a month and then that's it. Nobody's talking about it anymore. Fidget spinners who's doing fidget spinners, right? Is there that kind of ephemeral quality to kids' clothing?”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“Free idea for you guys. Starting my new zipper lining. Big zipper. Bigzipper.com. But so, you know, but I understand the thinking behind it, right? Somebody is saying, can it be replicated? Can you actually protect your brand or product? You can understand the skepticism from some people initially when they're like, wait, it's just a basic shirt.”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“It's not a bad idea with it. Not a bad idea. I think I can see like a big fat zipper, like a three-inch zipper. That's kind of cool. I kind of wanted”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“Were there, I mean, in some of these meetings investors, were there any investors who are like, look, you've got to put a logo on there. You've got to have a big P or something that, and were you guys, if you heard that, were you just like, no, the whole point of this is to not have a logo or to be sort of brand name focused?”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“I mean, you knew Mark Lori. He was probably going to introduce you to a bunch of people. I mean, your resume is alone. No brainer, right?”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“So let's start with just the fundraising because I want to break it down how you really got off the ground. Retail in startups, in consumer and direct to consumer, this was like a no brainer. Like you guys walk in and you could raise the money pretty easily.”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“And the idea, Christina, from the beginning was to raise money, was to find investors and to see if you can start that way.”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“You want to share your favorite episode of How I Built This record a short voice memo on your phone telling us your name, where you're from, what your favorite episode is, and why, a lot like the voice memo you just heard. And email it to us at h-bt at ID.wondere.com. And we'll share your favorites right here in the ad breaks in future episodes. And thanks so much. We love you guys. You're the best. And now back to the show. Hey, welcome back to How I Built This I'm Guy Raz. So it's 2014 and Christina and Galen have just quit their jobs. They're determined to start a direct to consumer kids clothing brand, and the idea is to sell just the essentials in solid colors at an affordable price. And of course, the first order of business is to write up a business plan.”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“When we come back in just a moment, how Galen and Christina's idea went from a business plan to a hugely successful launch, and how a few months later it almost fell apart because of a critical mistake. Stay with us, I'm Guy Ros, and you're listening to how I built this.”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“Christina, you were ready to go. You were itching to try something new, but your mom had raised you to never be dependent on anyone to, I mean, were you in a position where, you know, if this didn't work out, you'd be fine.”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“So when you were talking through this idea, right? At what point, because this is like there's a difference between talking through an idea and then taking the leap and saying, let's pursue this. And there's a lot that has to happen. So how long do you think before you got to the point where you're like, yeah, let's try it? Was it like six months, a year, three months?”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“So, like basic t shirts and short sleeve polos and long sleeve shirts and trousers, just hoodies, just very classic designs that were timeless”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“Yeah, Christina, what did you, I mean, when Galen was telling you this concept, where did you feel like, okay, we can really do this differently? This is the problem with existing kids' clothing, and this is how we can solve it.”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“Christina, what do you remember? I mean, what was frustrating to you about? Because I'm thinking when my kids were little, I just, you know, we'd just go to like old Navy or whatever and buy a bunch of stuff there. You buy cheap clothes for your kids because they're going to grow out of it. And then ideally you give it away. But I don't remember a lot of pain points just buying clothing for them. What was frustrating to you about that process?”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“Kind of walk me through the conversations that would eventually lead to like, hey, this is something. What do you remember?”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“Because you could. It frees you up to do things that you wouldn't normally do. You got to shake, shake, shake your booty. And you're doing it with your kid. And it does change. It changes a lot of things in your life and often leads to business ideas.”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“All right, well, let's back up for a second, rewrind the tape, and tell me about that idea. Both of you guys were moms, and children change you. I mean, this happened to me. I all of a sudden found myself dancing at mommy and me groups because...”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“You would basically work together for four years and quit see, I know, Galen, you mentioned that at times you had thought about maybe starting your own thing. Christina, did you, was that in the back of your mind or not quite?”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT
“And that year, like seven or eight months down the road, Quincy gets acquired by Amazon. So you become an Amazon employee.”
2024-01-15 · How I Built This with Guy Raz · Primary: Christina Carbonell and Galyn Bernard · IDENTIFIED FROM THE TRANSCRIPT