Gregg Ren­frew

BEAUTYCOUNTER

Inc. (USA) - - 100 FF - —T.F.

When Ren­frew was get­ting ready to pitch in­vestors on her toxic-chem­i­cal-free beauty brand, she kept hear­ing one piece of ad­vice: Do not tell them that you want to go to Wash­ing­ton and lobby for stricter reg­u­la­tion of the per­sonal-care in­dus­try. She promptly ig­nored the warn­ing, and man­aged to raise money any­way. The Santa Mon­ica, Cal­i­for­nia–based com­pany launched in 2013 and em­ploys a Mary Kay–like army of 30,000 in­de­pen­dent sales­peo­ple. It also has dou­bled down on grow­ing its other sales chan­nels, in­clud­ing e-com­merce, part­ner­ships with re­tail­ers like J. Crew and Tar­get, and its own brick-and­mor­tar stores—the first will open in New York City this fall. Mean­while, Ren­frew has en­listed her army of sales­peo­ple to help lobby law­mak­ers, and re­cently brought 100 of them with her to Wash­ing­ton. “Rather than win a white Lexus or a pink Cadil­lac,” says Ren­frew, “we do in­cen­tive trips to come to Capi­tol Hill.”

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