Business 08 July 2017
While traveling on her honeymoon, Melissa Fensterstock was a mosquito magnet in Southeast Asia. Tempted to try what the locals created and trusted, she started using a native repellent. Not only did it smell great, but it worked, preventing the usual bulging welts she experienced in the hot, sticky summer months. She found herself inspired by this surprising product, and with a rich background in business and biotech, she started to form an idea.
What pushed her to truly dive into her entrepreneurial calling, however, was that earlier that year, her then-fiance (and now husband and business partner) had to have emergency open-heart surgery. Today, they both see that as their wake-up call.
“He had been in top notch shape, even was a professional squash player just a few years prior. We knew we wanted to create a brand that had to do with healthy living,” Fensterstock shares. “We both wanted to have ownership over our careers and commit ourselves to creating something unique and of value. What better way to control your own destiny than to run your own company.”
Women often are more risk-averse than men. That being said, in order to grow, pivot, and evolve, we must all take risks and incorporate the learnings into our businesses.
Once they were back in the States, they pursued the start of Aromaflage, a company that specializes in perfumes, candles and oils, all of which fight against bugs, while smelling great.
Fensterstock took the time to talk about her company’s success and what’s coming next:
What a cool concept. What’s your background? How did you land in this beauty-meets-health industry?
“I was always interested in the intersection of science and business, in particular, commercializing science. I was on the pre-med track and in the ninth hour decided it was not for me. I couldn't tolerate the blood and gore!
My first job after my BA in Neuroscience from Johns Hopkins and my MPhil from the University of Cambridge, was at a boutique strategy consulting firm. It was a great way to learn a lot about the healthcare industry and work with senior leaders in the healthcare field. The problem I always had with consulting was that as the consultant, you're just thinking hard and recommending solutions, not implementing them. I wanted to operate a business.
From consulting I went to work at Stryker, the medical device company. As you may know, it is consistently rated as one of the top companies to work for. The people were great and the work was interesting. Although I already had a master's degree, many of the jobs that interested me required an MBA. I knew I needed to get an MBA under my belt and applied to the top programs. I was thrilled when I was accepted to Harvard Business School. It felt surreal and I still remember every detail of finding out.
If we could get covered in the New York Times or if we could get our brand into a major department store, our business will be revolutionized!
Aromaflage Photo Courtesy of CDN
Business school is a two-year program and internships are required between the first and second years. I always felt that finance was a weak point of mine, so I figured the most tangible skill set I could garner in a summer would be an investment banking skill set. I worked for the summer at JP Morgan investment bank in the healthcare banking group. I worked harder than I ever had and learned a ton. That being said, I certainly was far from the best banker, and felt similarly about banking as I had felt about consulting.
I really wanted to be in a business, making decisions, and creating something as opposed to recommending solutions or executing transactions.
For personal reasons, I wanted to be back in New York. At the time, and still to date, there are not a ton of life science companies in the area, despite the local development initiatives. I joined a health technology company called Elsevier in a general management rotation program. It was a fantastic opportunity to move across the various business units and work with senior leadership across the company.
One day I received a call from a former boss of mine who was running a NASDAQ, publicly traded biotech company. He wanted to know if I wanted to run corporate development for him (out-licensing and in-licensing of assets). I felt that I would thrive in a smaller, more intimate environment where I could have real impact on the bottom line. Biotech is quite risky and either companies crush it or implode. The company took a turn for the worse and it felt like the right time to leave.
It was then that I joined Michael at Aromaflage full-time. The company was growing and I wanted to give it my all, not treating it as a side project any longer.
What sets Aromaflage apart?
“Most perfumes are all about the celebrity and the packaging. We take quite a different approach with an emphasis on function and quality of ingredients. We have pioneered the category - fragrance with function.
Our products are free of harsh chemicals and carefully formulated based on science. Our flagship line of products are fragrances and candles that naturally repel mosquitos. They have been tested and are effective. Quite in demand these days!
We have also launched a sleep fragrance that is designed to help induce sleep and promote restful, deep sleep. In addition to our scientific angle, we have worked with fine fragrance houses - the ones that make many designer fragrances - to craft a well-balanced, sophisticated, yet effective line of fragrances.”
What’s surprised you most about becoming an entrepreneur?
“The ups and downs and the importance of securing many small wins. One day you feel like you're on top of the world. The next day you might be ready to quit. It is a cycle that never seems to cease. I've learned so much about resilience and persistence. My thick skin can get me through almost anything.
It’s all about amassing small wins that eventually will amount to something meaningful. There is no silver bullet or replacement for brute force and hard work. I always gave more credit to milestone events: If we could get covered in the New York Times or if we could get our brand into a major department store, our business will be revolutionized! While these wins do add up, there usually is not one thing that will transform your business. I really believe it's all about moving the ball forward, one roll at a time, and keeping your head up through the steps forward and steps backward knowing that you just need to keep continuing to execute on your vision."
We love that. What’s been the most rewarding moment?
“The most rewarding moment was seeing our brand featured in a Daily Candy mailer just a few weeks after we launched our company. We had just started out and had no clue what the demand was for our perfumes. We had hundreds of hundreds of orders and had a proof point that people did in fact want Aromaflage! We totally weren't prepared for this spike in demand and hustled all night long for days on end to fulfill orders, even dropping packages off in person in NYC. All had hand written notes.
At this point in time, we have processes in place to handle this type of spike in demand such as a warehouse and fulfillment center with automation. Hearing all of the positive customer feedback and love for our brand has made it all worthwhile!"
What advice would you give to other aspiring female entrepreneurs?
“Take calculated risks. Women often are more risk-averse than men. That being said, in order to grow, pivot, and evolve, we must all take risks and incorporate the learnings into our businesses. When making decisions, I often ask myself: 'If I make this decision could it bankrupt my business?' If yes, I don't do it. If it's a risk that will provide a learning experience but we could financially continue should it fail entirely, I consider it.
Think about what type of business you are running. In a self-funded, bootstrapped company you must be concerned with not only revenues but profit. Profits are what will keep your lights on and business alive. Those who are venture backed can afford to focus on revenue and operate a loss. They are very different business models which impact the decisions you make on a daily basis.”
“We will continue to grow our retail distribution but our next focus is to invest in digital marketing and grow our e-commerce business. We are beefing up our content strategy as well, trying to provide a more holistic experience for our customers.
As for being a woman, I'm happy to be a new mom. It has been the most rewarding, yet challenging experience of my life. Given that I have been running Aromaflage, giving birth didn't give me a break from the business.There was no such thing as a real maternity leave. I was back up and running within days. That being said, I want to try to find the happy medium of continuing to push forward and prioritizing my career while also being the best mom I can be. I know that people talk about work-life balance. It is a bit of a myth. I think it's about staying focused on the task at hand at the moment and doing it to the best of your ability. Too often we are in one place but already thinking about what's next later in the day or what's on our to-do list. My personal goal is to stay focused on the moment and give it my all."
This post was first published 7/17
3 Min Read
With a lack of certainty surrounding the future, being and feeling healthy may help bring the security that you need during these unpredictable times.
When it comes to your health, there is a direct relationship between nutrition and physical activity that play an enormous part in physical, mental, and social well-being. As COVID-19 continues to impact almost every aspect of our lives, the uncertainty of the future may seem looming. Sometimes improvisation is necessary, and understanding how to stay healthy and fit can significantly help you manage your well-being during these times.
Tip 1: Communicate with your current wellness providers and set a plan
Gyms, group fitness studios, trainers, and professionals can help you to lay out a plan that will either keep you on track through all of the changes and restrictions or help you to get back on the ball so that all of your health objectives are met.
Most facilities and providers are setting plans to provide for their clients and customers to accommodate the unpredictable future. The key to remaining consistent is to have solid plans in place. This means setting a plan A, plan B, and perhaps even a plan C. An enormous amount is on the table for this coming fall and winter; if your gym closes again, what is your plan? If outdoor exercising is not an option due to the weather, what is your plan? Leaving things to chance will significantly increase your chances of falling off of your regimen and will make consistency a big problem.
The key to remaining consistent is to have solid plans in place. This means setting a plan A, plan B, and perhaps even a plan C.
Tip 2: Stay active for both mental and physical health benefits
The rise of stress and anxiety as a result of the uncertainty around COVID-19 has affected everyone in some way. Staying active by exercising helps alleviate stress by releasing chemicals like serotonin and endorphins in your brain. In turn, these released chemicals can help improve your mood and even reduce risk of depression and cognitive decline. Additionally, physical activity can help boost your immune system and provide long term health benefits.
With the new work-from-home norm, it can be easy to bypass how much time you are spending sedentary. Be aware of your sitting time and balance it with activity. Struggling to find ways to stay active? Start simple with activities like going for a walk outside, doing a few reps in exchange for extra Netflix time, or even setting an alarm to move during your workday.
Tip 3: Start slow and strong
If you, like many others during the pandemic shift, have taken some time off of your normal fitness routine, don't push yourself to dive in head first, as this may lead to burnout, injury, and soreness. Plan to start at 50 percent of the volume and intensity of prior workouts when you return to the gym. Inactivity eats away at muscle mass, so rather than focusing on cardio, head to the weights or resistance bands and work on rebuilding your strength.
Be aware of your sitting time and balance it with activity.
Tip 4: If your gym is open, prepare to sanitize
In a study published earlier this year, researchers found drug-resistant bacteria, the flu virus, and other pathogens on about 25 percent of the surfaces they tested in multiple athletic training facilities. Even with heightened gym cleaning procedures in place for many facilities, if you are returning to the gym, ensuring that you disinfect any surfaces before and after using them is key.
When spraying disinfectant, wait a few minutes to kill the germs before wiping down the equipment. Also, don't forget to wash your hands frequently. In an enclosed space where many people are breathing heavier than usual, this can allow for a possible increase in virus droplets, so make sure to wear a mask and practice social distancing. Staying in the know and preparing for new gym policies will make it easy to return to these types of facilities as protocols and mutual respect can be agreed upon.
Tip 5: Have a good routine that extends outside of just your fitness
From work to working out, many routines have faltered during the COVID pandemic. If getting back into the routine seems daunting, investing in a new exercise machine, trainer, or small gadget can help to motivate you. Whether it's a larger investment such as a Peloton, a smaller device such as a Fitbit, or simply a great trainer, something new and fresh is always a great stimulus and motivator.
Make sure that when you do wake up well-rested, you are getting out of your pajamas and starting your day with a morning routine.
Just because you are working from home with a computer available 24/7 doesn't mean you have to sacrifice your entire day to work. Setting work hours, just as you would in the office, can help you to stay focused and productive.
A good night's sleep is also integral to obtaining and maintaining a healthy and effective routine. Adults need seven or more hours of sleep per night for their best health and wellbeing, so prioritizing your sleep schedule can drastically improve your day and is an important factor to staying healthy. Make sure that when you do wake up well-rested, you are getting out of your pajamas and starting your day with a morning routine. This can help the rest of your day feel normal while the uncertainty of working from home continues.
Tip 6: Focus on food and nutrition
In addition to having a well-rounded daily routine, eating at scheduled times throughout the day can help decrease poor food choices and unhealthy cravings. Understanding the nutrients that your body needs to stay healthy can help you stay more alert, but they do vary from person to person. If you are unsure of your suggested nutritional intake, check out a nutrition calculator.
If you are someone that prefers smaller meals and more snacks throughout the day, make sure you have plenty of healthy options, like fruits, vegetables and lean proteins available (an apple a day keeps the hospital away). While you may spend most of your time from home, meal prepping and planning can make your day flow easier without having to take a break to make an entire meal in the middle of your work day. Most importantly, stay hydrated by drinking plenty of water.
Tip 7: Don't forget about your mental health
While focusing on daily habits and routines to improve your physical health is important, it is also a great time to turn inward and check in with yourself. Perhaps your anxiety has increased and it's impacting your work or day-to-day life. Determining the cause and taking proactive steps toward mitigating these occurrences are important.
For example, with the increase in handwashing, this can also be a great time to practice mini meditation sessions by focusing on taking deep breaths. This can reduce anxiety and even lower your blood pressure. Keeping a journal and writing out your daily thoughts or worries can also help manage stress during unpredictable times, too.
While the future of COVI9-19 and our lives may be unpredictable, you can manage your personal uncertainties by focusing on improving the lifestyle factors you can control—from staying active to having a routine and focusing on your mental health—to make sure that you emerge from this pandemic as your same old self or maybe even better.