How to Scale Facebook Ads From Signal to Winner

[00:00] (Music)

[00:03] Jade Heritage: Well, welcome. Um, I'm Jade. I'm the growth creative lead at Calm. And for the last four years, I've led a very small and nimble team.

[00:13] Jade Heritage: Uh, we're literally a tiny team of like strategists and designers, so we work very fast and nimbly. And I've actually been at Calm for over eight years now, so I've seen the business through pretty much every stage. Uh, you've been shown so much process the past few weeks, and so today I wanted to delve into one of the many pivotal moments within our creative strategy, rooted in iteration of the business level and then at the creative level.

[00:38] Jade Heritage: Uh, okay. First of all, just in case some of you don't know who Calm is, uh, we're a leading consumer mental health company, known for our flagship consumer app, Calm.

[00:50] Jade Heritage: Um, we've had over 180 million downloads and we are available in 10 languages across over 190 countries. And we essentially help people sleep better, stress less, and live more mindfully through content and resources, um, and from experts and beloved celebrity voices as well. So, with this in mind, imagine you have a reliable workhorse. In this case, talking about stress and anxiety and the solution being mindfulness and meditation. And that served your business really well for a long time. Um, but it's no longer enough to sustain growth or grow further. So at Calm, we faced this challenge head on and we needed to unlock new messaging and new uh features within the within the product itself. So many of you will hit this sort of point all the time within creative strategy where what is working for you stops working and you have to continually rethink the way you position yourself within the market. So building new hypotheses and iterating on them is something that, you know, as a strategist, you have to do pretty much on a weekly basis. And as some of you probably know already, it's a bit of a losing game a lot of the time. We're constantly losing in creative strategy, but we need to be systematic in how we approach the work that we do. So let's dig in.

[02:08] Jade Heritage: First of all, I just want to take us down a trip down memory lane. A lot of people who know Calm will know this type of ad.

[02:14] Jade Heritage: So these are really early Calm ads. I'd say a lot of them are from like 2017, 2019. They're sort of anti-ads, right? So a lot of what you've seen today, it's like the opposite of this in many ways. Like Calm has always been like disruptive to the feed in a slightly different way. Very nature focused, very minimal. Um, and also the approach that we took pretty early on as like a scrappy startup was like, done is better than perfect. Try things, think about all the different messaging angles and types of ads we want to put out there. Just get it done, put it out there and test it quickly. And of course, you can kind of see here within these ads is the language is very simple. Feeling anxious, can't sleep, stop scrolling. Back then, no one was really doing this, so we were disruptive by doing this. Now, that's all in the common sort of vernacular. So we had to obviously do more with time, but early on, these had excellent results for us.

[03:11] Jade Heritage: And then we went down this quite strange path. And like some of you also might recognize some of these ads if you've followed Calm.

[03:17] Jade Heritage: Our past team lead, Nick Candler, he championed utilizing sort of like trends in the social space. So oddly satisfying, weird hooks, things that don't even make sense. Why is there a tractor in a Calm ad? I don't know, but it worked and it scaled. Um, so we were always willing to like try things and be a little bit experimental to get people to stop scrolling so that we could share our message with them. Um, with with messaging that hit sort of various pain points. So we were really truly ready to sort of try anything. Um, and with this, we did unlock a lot of scale at Calm. Uh, with time though, uh, this was then copied. Um, it became very like synonymous within the marketplace. People were like, oh, okay, this is a good hook. I will use it here. And then it also with time, you'll see with trends, it sort of dilutes into the industry, right? When everyone starts doing the same things, then you have to continue to think of new ways of getting people to sort of pay attention to you. So we were very experimental early on and we still are to this day.

[04:19] Jade Heritage: Um, and then came a change. So in the COVID boom of 2020, we noticed a significant shift in meditation search trends, paired with like an explosion in the market.

[04:30] Jade Heritage: There are so many health and well-being apps in the space now. We have like many competitors in the space. And by 2022, we were seeing the interest in meditation really start to decline. So although people were still searching for solutions to care for themselves, and Calm is very much like a mental health app that supports you in many different ways, the perception of Calm that was it was just meditation. And so we needed to really think about the way that we were positioning ourselves uh within the market.

[04:59] Jade Heritage: Uh, so yeah, you can see here, uh, just with like sort of search trends from 2020, lots of people understandably were searching for meditation and mindfulness.

[05:07] Jade Heritage: And then we've slowly seen that decline over the years, a slight uptick recently, but generally we've seen it fall out of favor in terms of like the language people are using and the solutions people are searching for.

[05:20] Jade Heritage: And of course, as I said at the beginning, our core messaging was built on meditation or mindfulness for stress, anxiety, or sleep.

[05:29] Jade Heritage: Um, so we had to think about like what are people talking about instead?

[05:34] Jade Heritage: And like we of course really helped pioneer the conversation around mental health, um, particularly around anxiety in the past decade. Um, and but the ways that people were talking about this were shifting. So we needed to adapt. And with this small shift, we were really realizing that, I guess like people were becoming more aware of the interconnectedness of things. Instead of like anxiety, people were understanding like what was happening within the nervous system. People were talking about your nervous system. You see it a lot now. Like people weren't talking about those things back then. Um, also, when I talk about the interconnectedness of things, like politics, the environment, we're most of us live under capitalism, neurodivergence, there's a more of awareness of these interrelated things that click into one thing. So instead of just talking about a problem in isolation, we needed to get more specific. So there came about a change in our approach. Of course, our goal was still to approach and to support people's mental health, but we needed to position the tools beyond the core meditation angle.

[06:38] Jade Heritage: And I really believe that like true innovation can emerge when we blend the data insights that we have with thorough research.

[06:47] Jade Heritage: So looking to organic social, seeing the conversations happening in comments are really key places to identify patterns. And I think I'll go into the pattern recognition piece later because I think it's like really um interesting as a strategist. Um, but for us to all consider how understanding those trends, user behavior, um, can inform our creative strategy in like quite unexpected ways. And another thing that I think is like really key is like always, always being open to new information, right? Like things are always shifting. I think it's very easy as a strategist to get stuck in the, oh, but we like already tried that and it didn't work and like miss opportunities, which is why I'm super excited to be talking about iteration today. Um, because I can kind of show like the signals that know that you should keep going down a path, you just need to sort of like keep iterating on it. So, why I'll get into why I think iteration is important shortly.

[07:44] Jade Heritage: Um, so this is now like what we did. And I also want to acknowledge that some of us don't have the power to like add things into our product or like add a skew.

[07:53] Jade Heritage: Um, but I think it's a really good example of iteration. So, for many, many years, Calm had been expanding its library of music, which was an additive feature to our core product, um, with music for focus, relaxation, sleep. But we didn't really use it in our advertising or creative strategy because we didn't have a unique differentiator yet.

[08:15] Jade Heritage: I'm just gonna let this play.

[08:29] Jade Heritage: So, this was an organic TikTok that I stumbled across maybe four years ago now. Um, and really strangely, the band is actually someone that worked at Calm, like one of the members of the band was like, oh, why has someone done this to our music? This is so strange. And it's basically, we discovered bilateral stimulation audio. Um, we were really curious about like what this was because anecdotally in the comments, people were like, oh my god, this is like so relaxing. Um, and we already within the Calm product, we had binaural beats. We had a lot of like science-backed music. We had things like brown noise, green noise, the stuff that you will see like often on YouTube. Um, and other content that uses brainwave entrainment as um part of the app. Um, and then we saw this and we thought, aha, like there is an opportunity to iterate within the product. And I essentially was like, I kind of want this in the app so I can make ads for it, which is definitely the like reverse engineering side of things. Um, because also like within therapy, and I'll get into this shortly because obviously we have to be really sensitive and careful about how we produce these things and talk about these things at Calm. But in therapy, EMDR using bilateral stimulation for like nervous system regulation is a thing. So our insight and connection was that like left-right panning audio may provide some anxiety relief. And through research, we understood that things like walking and walking meditations are also bilateral stimulation. So we started to understand like what this thing was and how it might be able to support our users. So, I know this isn't directly relevant to all of you in terms of you might not have the direct line to producing a new skew or being like, I want this in our product because I think it's good. But I really do believe that top strategists have amazing pattern recognition. And you should trust, um, you should trust your instincts and voice what you see. And I'm going to share a little bit um on this later as well.

[10:29] Jade Heritage: So, to summarize from our research, we knew that people were searching for solutions outside of meditation.

[10:36] Jade Heritage: They were seeking a state change, so they wanted to go from one feeling to another. And they also kind of wanted a novelty experience, something that felt like new and different and interesting.

[10:46] Jade Heritage: So, what did we do? Um, my strong hypothesis was that this audio format, so panning left-right audio would be a perfect fit for the Calm product, um, aligning well with our mission to provide innovative relaxation solutions.

[11:02] Jade Heritage: So by seamlessly incorporating these audio elements, we wanted to test their effectiveness in ads, but also enhance the overall user experience. So we were eager to see how this would resonate with our audience, providing them with this like novel experience.

[11:17] Jade Heritage: So from finding this as an opportunity, within a month, we had that in the app.

[11:22] Jade Heritage: Um, but while we were kind of getting that produced, um, with our music team, we needed to do research, right? So we wanted to be sensitive to this topic because it has links to EMDR therapy, but that's not what this is, right? It's something that is used in, but we're not saying this is EMDR therapy. And like there has to be a really a clear and important distinction. And people needed educated on it as well. So it uses similar techniques that we really did believe could be beneficial to people, um, whether that's like support through burnout, people struggling to wind down or get to sleep. Um, so we spent some time researching the science behind this type of audio in those clinical spaces, and then got to work thinking about how we could talk about this offering.

[12:05] Jade Heritage: And then as I mentioned before, we already had music in app, right? It's been part of our like offering maybe for the last like seven years, maybe a little bit longer, and it was growing in popularity year over year.

[12:17] Jade Heritage: Um, so we knew that it would be popular with existing users, um, but we felt like it was a really good like acquisition uh, solution for us.

[12:26] Jade Heritage: Uh, so back to this, I really think that good creative strategists have amazing pattern recognition.

[12:36] Jade Heritage: So if you apply what I've shared so far to just selling your product for your business, like you're in the market, right? You're seeing everything that's happening every week. You're seeing when language shifts. You see when trends change, you see when trends become tired. And as well as leaning into what already exists, you also have the power to come up with new and unique ideas. So I took a small thing that did already exist that people were talking about, but I expanded on it, right? Um, but I think this is like one of many, many examples of how you should trust your instincts and your hypotheses. They do matter. The pressure for creative strategists to effectively and confidently prioritize ideas is so high, but being systematic and rooted in research and data, I actually think it's a possible for every one of you to get the results for your business and even have like an outsized impact beyond ad strategy. So whenever you're seeing something for the company that you're working for, or perhaps it's like your own product, kind of trust the insights that you're seeing and know that like where possible, you could like make big shifts for your business, which is what happened here, and I think it's like a great example of that. So, yeah, trust your instincts and like always vocalize what what you're seeing in the market.

[13:51] Jade Heritage: So, what did we do? Just to recap, we obviously did that research, um, on organic social, we also researched like within science and understanding like what this thing is.

[14:03] Jade Heritage: We partnered with our content team to get it in the app.

[14:06] Jade Heritage: And then we tested ads. We only tested three ads to begin with just to validate it.

[14:12] Jade Heritage: Um, and we didn't spend a ton on those ads, but very quickly we could see that there was like high opportunity.

[14:18] Jade Heritage: Then we iterated. So we were like testing different messaging angles, sleep, anxiety, focus, as well as like different formats.

[14:25] Jade Heritage: Um, and I will share some examples of those later as well. And then I'll make this sound easy, but then we scaled.

[14:32] Jade Heritage: Uh, so I'm just going to share here. The sound is off. Like I am happy to share this deck after and you can go in and watch these ads.

[14:38] Jade Heritage: But these are the three ads that we started with. The two on the left, uh, these were built in-house. Um, and then the one on the right is with an influencer who created a really, really simple UGC ad for us. The in-house ads you'll see are like fairly similar with slightly different visuals and a slightly different script. And because we felt like this was a new, new terminology that wasn't like very known or understood, we focused on educating the audience because it was that new terminology. We were still using our best practice that you'd seen in earlier ads of like giving people the experience. There is the music actually playing on these ads. I just didn't want it playing today. Um, with less of a hard sell, right? And then we let people know that they can kind of try it. So, super, super simple, and this was just to validate whether this was something we should do. We knew that having the music in app anyway would be great, but we were hoping that it would feel like a, um, a good acquisition, uh, path for us. And I think it's really easy to overthink on the first go as well. Um, so we just took some proven ad formulas. We had some control visuals. We also put in like new hooks, but overall, the main thing we wanted to test was the messaging to see what was working.

[15:53] Jade Heritage: And I'm sharing with you the results. These were the first things that we tested.

[15:57] Jade Heritage: Um, I don't know if you had a guess with which one you thought might have been best, um, but it was A, it was the first one. And a lot of this was like net new elements, um, but with a real like instructive, listen to this and see how it makes you feel. Um, and then the two ones that you see, the C, um, one was allowlisted and one was run from the Calm account. Um, so you can kind of see the difference in metrics here. So still overall, like still expensive, none of these were winners yet. Um, but we could see potential because like obviously people starting free trials here was high-ish, but not high enough. This one, it's kind of misleading, right? Because it's really expensive to run this ad, even if the people that did start a trial converted, it's just like not, it's not a viable strategy for us. So we then had to like dig into the metrics, take a look. You'll you'll have learned all this in previous weeks, so like hook rate, hold rate, see what messaging we need to change, do we need to change the format, etc.

[16:54] Jade Heritage: So then over the rest of that month, we dived into uh iteration.

[16:59] Jade Heritage: And we really didn't nail it on the first try. Um, but within the first month, we ended up here.

[17:06] Jade Heritage: So, we started here, right? These are the first four.

[17:10] Jade Heritage: And you can kind of see how the cost of acquisition and the cost per install uh have come down. Still more work to do, but we essentially like almost halved the cost. And the algorithms like loved these ads. Like we had a lot of high engagement. Um, there was a very positive response like in the ads and like how it was making people feel. So we really did feel like we had uncovered something here. Um, so we weren't quite ready to scale, right, here. Um, but we knew that we were on the right path. So from here, we obviously continued on.

[17:51] Jade Heritage: And it's evolved to this day. So, again, just to show like some creative diversity, um, I know there's a lot going on here, but like you'll see often like, oh, the same ads over and over seem to be like the winning ones.

[18:02] Jade Heritage: Uh, but we try a bunch of different stuff, like even to this day. Some of these are new, some of these are like slightly older, um, but we're all always trying to think of like those new angles. So you'll be aware of this from like previous weeks. And again, I can share this out so that you all can uh look at this in your own time.

[18:18] Jade Heritage: So then what's the impact, right? Let's look back at this overall process.

[18:22] Jade Heritage: We started with just three test ads.

[18:26] Jade Heritage: Now, it's a core growth lever for Calm. People love this content.

[18:30] Jade Heritage: We're still like building more into the app that's around this because people do find it incredibly supportive. And in terms of like an actual piece of content, um, when meditation feels like too high of a barrier, this is a great solution for people.

[18:46] Jade Heritage: Uh, revenue impact, it's actually probably doubled at this point, but when I started making this deck, um, the impact has been like 10 million over multiple years with a lot of it coming from like more recent times as well.

[18:58] Jade Heritage: Um, and we have unlocked a new audience beyond meditation seekers.

[19:02] Jade Heritage: So we're constantly thinking of like how to speak to those different personas, right? And this speaks to a really different type of person with different needs.

[19:09] Jade Heritage: And then did we scale? Um, I'm happy to share some metrics here.

[19:13] Jade Heritage: So these are individual ads. Um, this is, these are app ads and web ads. They're slightly different. Like the metrics can be a little bit different, so I wanted to share both. Um, but yeah, we spent a lot on these individual ads. Um, and these are just some of the top ones that I wanted to share. And like we wouldn't have got here without iterating, questioning the formats, why we're doing these things in these ways, um, continually like scrutinizing the messaging, listening to like the sentiment of these ads and understanding what people need, um, and going from there because like that in itself is an iterative process.

[19:50] Jade Heritage: So I hope that was helpful. Um, if you have any questions, feel free to to drop them here, but thank you so much.

[19:59] Evan Lee: Jade, killed it.

[20:01] Evan Lee: But anyways, we would love to bring our next speaker to the stage. So everybody, we keep this going. Let's welcome Daniel to the stage. Let's throw some love in the chat.

[20:13] Daniel Rivera: Hey, everyone. Thanks, Evan. How's it going?

[20:17] Daniel Rivera: Hey, everyone. I am so excited to be here chatting with you all today.

[20:21] Daniel Rivera: My name is Daniel. I'm the creative director at Harry's for growth marketing. Um, I've been here for a little bit over a year and it's been such an exciting journey. Um, my creative strategy journey started actually in 2020, right when it was just beginning to like kick off. Very, very new. And I remember just trying to do research, there wasn't a lot out there. But over the last six years, there's been so much and I'm so excited to just share a little bit with you. Um, I'm based in New York. I just wanted to put that out there. I saw someone in the chat say where the New Yorkers, I'm a New Yorker, where are you? Um, my experience, I started at Power Digital, that was an agency where I worked with like Proven Skincare, Immersive Van Gogh, if you remember seeing them. I did all their ads during that time and that that was fun. Um, and then I moved in-house at Bespoke Post and now at Harry's. And I think what I've taken away from my experience is that often as a creative strategist, you are going to feel like you are flying the plane while building it. And that almost never goes away because you find something and then you're rushing to find the next thing and the next thing and how do we ladder into what we're learning? Because ultimately, the goal is to beat out your last performer or just find a new way in. You want to keep generating, um, you want to crank in those numbers. You want to make money, right? So, I think my takeaway and what I want to talk about today specifically is how do you, how do you think about your customer and how do you use your customer to break open either a new way of thinking or a new product line in my case. Um, we had a lot of, I remember telling someone on my team, it's just body wash. Like, how about we slow down and think about what our customer thinks? How do they shop? What are they considering when they go to look for a body wash? And we did, we had someone on the team do insights work and conduct surveys and they felt, what consumers felt was the luxury angle felt a little indulgent and I'm not indulgent. That's just not who I am. Why would I buy something that doesn't identify with me? Which I took to heart and said, okay, that tells me something about my customer. I'm digging in the wrong place. Let's move closer to this area. The other takeaway was the Kiehl's credibility. Yes, it was good, but it's only a reference that carries weight for the customer that already knows what Kiehl's is. And from our data, we're seeing people shop in like the Midwest and other parts of the country that that literally means nothing to them. Maybe their wives know what Kiehl's is, but the men that see these ads say that means absolutely nothing. And the last thing was these free from claims. It's the right language, but it's not speaking to anyone in a way that they understand. So our target demo, these men did not know what a sulfate or a paraben was. I mean, I was working on these ads and remember going to people like, what does this mean? And then trying to find ways of translating it. And at the moment, they were like, just hammer it over. And I was like, no, no, that's not it. So, we made a couple of changes. And, come on, work with me here. Here we go. We read the ground and this is where I went to try to find answers. Number one, we knew our persona was already in the right direction, but not quite right. We knew women were shopping. And I looked at who was shopping on Motion and I saw the demo. Like, okay, it was primarily older women on Meta specifically. And I mean, some, some husbands were shopping, but not that as much as some, some men were shopping, not as much. So, right off the bat, we need to speak to women. We need to include more female creators. That's one. Two, this is another example here. This is not specific to body wash, but I do need to like share this because I think we live in a world where it's easy to say the creative isn't working, but a lot of times we don't look at the lower funnel metrics. And there was another product we were working on where everyone was saying, hey, the message is not resonating. But what we realized very quickly is that the ads were doing their job. People were stopping, people were adding to cart, but when it came to purchasing, that's where we saw the biggest drop off. And I had to turn around and say like, hey, the ads are getting people here. We're struggling with our offer. We're struggling with maybe the fact that shipping makes the product now double the price. And as you see like in this bottom row here, we saw spikes and better like conversions once we either got rid of the the shipping or we gave another coupon so that folks can actually complete their purchases. So, when it comes to reading the ground, yes, look at your creative, look at the language you're using, look at who you're speaking to, but also pay attention to how the ad and the journey that leads to the conversion is are working in tandem because you want to understand where people are dropping off. The second thing we did, and I'm very passionate about is dig into your reviews, go into Reddit, anywhere where customers are speaking about you, they are not performing. These are honest, very real observations, thoughts, feelings. Like you can mind this till the cows come home and learn something new every single time. So here I pulled just some, some of the reviews we saw and some of the Reddit threads that I found. Like we had a lot of women responding and saying, I love this product for my husband. After a shower, it only does he only smell good, but so does the bathroom. He loves it, so it's a win-win. Like she just loves being around him, right? And then we had this man say, a lot of body washes dry me out. This one does not. And we also had folks on Reddit saying like Harry's Stone smells just like afternoon swim by by Louis V or the Harry's Stone body wash smells similar to Tom Ford Oud Minerale. All right, this is now giving me a starting point on where I need to go dig and where do I take the product truths I had and how do I translate them to something that actually makes sense to my customer? And last but not least, I'm going to play this video. My husband smells delicious using this. They have the big sizes, guys, with the pump. This is Harry's. And one reason why we love Harry's in my house. I get it for my son and my husband because we love a good masculine scent, but they have zero harsh chemicals, like a lot of soaps out there now. Me and my family are in this whole transition of like So this is a TikTok shop creator. And that moment, zero harsh chemicals is where I stopped and said, I know what we're going to say going forward. We've been saying, hey, parabens, sulfates, dyes means nothing. But this creator said it in her own words and I just said, this is what we're going to say going forward. Harry's body wash made with no harsh chemicals that dry out your skin based on the review from the man on Amazon. And that translated to new creatives and new ways in that said, hey, like this is what our customer needs. This is what they need to hear in order to just understand the product and want to make that conversion or that decision. So, we found our who. We knew we need to speak to more women.

[32:04] Daniel Rivera: So first thing I did was, hey, we have this creator that worked really well for another product. Let's send her our body wash. Let's have her talk about it. Um, and we knew that we also needed to make sure she spoke about like men smelling good. And we also knew that a lot of guys were just frustrated with outdated childish scents. So we went forward and just got an army of people to make content in these three buckets. I'll play this one video. I actually like this Harry's men's body wash more than any of my fruity girly shower products if you can believe it. It's free from any harsh chemicals and the scents are so yummy. They're created by a French fragrance house so they actually last all day. And you get so much for your money. This whole big thing literally retails for $8. So ladies, I'm not encouraging stealing from your man, but I'm also not not encouraging it. Shop Harry's body wash today. We threw her ad up and immediately we just saw the spike, we saw the scale, we saw women shopping, but we also saw a lot of men shopping. Why? Because, face it, a lot of men trust a woman and her opinion on a scent, on a body wash. Why? And this will speak to later, the emotional trigger here is external validation for men, right? And this we learned again from testing layers and layers of creative. But we knew and learned, guys will trust this woman. If she loves the way this smells, then maybe if I smell that way, ladies will like me too. And I don't like saying that, but that's the truth about how a lot of people shop. We have to understand what motivates our customer and lean into it, understand them. That to me comes from my background in documentary filmmaking where all I had to do was specifically learn my subject, how do I connect with them, and how do I tell their story? To me, I think of every ad as a small documentary that I need to lean in with the focus of speaking about my subject, in this case, my product. Um, my key takeaway here is the real buyer always beats the imagined one. Don't drill for the customer you assumed or the brand is telling you to go after. Dig toward the ones that show evidence. And as you do that, you will keep uncovering new audiences.

[34:12] Daniel Rivera: Affirmation number three, say it with me. My brand has a truth, but my customer has the language.

[34:20] Daniel Rivera: We've already spoke about this because all these things are intertwined, but in the next slide, that is exactly what I'm going to focus on.

[34:27] Daniel Rivera: The next thing we did was change the language on a lot of our value props, right? So crafted like a luxury body wash became smells, smells like $200 for $8. And we started playing around with creating what I call an expectation gap where people question themselves and say, oh, what is that? Let me stop. How do I do that? I'm curious, right? You want your copy to create curiosity, to get people to engage, maybe question themselves. Sheila, I just saw Sheila's in the chat. Hey. Um, yeah. And then the other thing we did was free from blah, blah, blah, blah, blah. That's what our customer heard. They heard wah, wah, wah. We changed it to made without harsh chemicals that dry out your skin. We spoke about this. And I changed words like luxury, crafted, fine fragrances to legit, built, cologne quality because I broke it into two personas. So we had our premium coastal band that we were used to speaking to. But like, hey, we have other customers that don't speak the same way. I can take the same script and translate it over and over. So there was one that was very for the coastal guy with Kiehl's and a lot of other mentions. And then there's the one for the guy that's a little bit more practical and he just wants something that smells like cologne quality. He doesn't care for fine fragrances. Um, so language is so, so important when it comes to iterating, when it comes to cracking a whole new audience. I will play this one. Word on the street is Harry's is selling an $8 body wash that smells like Le Labo. You can smell like $200 for only eight bucks. The Fig body wash has bold, rich notes of cedar and orange, crafted by a French fragrance house. It's also made without the harsh chemicals that dry out your skin. I found the best smelling men's body wash. When this ad took off for us, I actually remember leaning back and just laughing because this just felt like every insight that we had learned over the last like six months stacked together very neatly into a script. There was not a lot of overthinking, not a lot of polish. It was a very simple, we know the Le Labo dupe works for us. This is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. 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We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. We said it's Le Labo and then we translated it because we understand some guys don't know what Le Labo is. And then we said, hey, this is the dupe. Word on the street is this, this, this and this. 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[45:07] Daniel Rivera: You stack it through. We speak a little bit about the scents. And when it comes to scents, you have to explain what it smells like. [45:15] Daniel Rivera: Our favorite line, made without the harsh chemicals that dry out your skin. [45:20] Daniel Rivera: Keep laddering, keep stacking your learnings and that's how you're going to end up getting undeniable winners time over time over time. Will they eventually fatigue? Yes, they will. Find a different format, find a different way in, but the truths are not going to change. Once you find how your customer speaks, that's that's your bread and butter and you're going to have water for a long time. So, that's that's my time today. If you have questions, so excited for everything you guys are going to do. [45:46] Daniel Rivera: So my last affirmation, it's okay to rinse and repeat, guys. Rinse and repeat. That's actually my favorite line. Don't give yourself more work than you have to. Rinse and repeat where you can and then iterate from there and keep digging for water. [45:59] Daniel Rivera: > [VISUAL: Slide with a blue background and illustrated mountains. Text: "Affirmation #5 It's okay to Rinse and Repeat"] Awesome. [46:02] Evan Lee: Everybody, we had calm and we had affirmations coming through. Incredible. Everybody, show some love in the chat. Daniel came up here and absolutely crushed it. [46:14] Evan Lee: Daniel, it's so funny. There's a lot of people are like, okay, going to buy Harry's right now. just making it happen. [46:19] Daniel Rivera: Listen, listen, go buy it. Solstice is my favorite scent. Not even going to hold you. Like this is the real one. [46:26] Evan Lee: I love it. And everybody who's listening in, I think like this is the power of like great creative strategy, right? Like you've seen it from Jade, you've seen it from Daniel, but it's like you have to have some belief, of course, in what you are offering to the market, but then bringing it to market in the language that resonates with the audience, so essential. So, let's kick off some Q&A. Let's have Jade join us back on stage and get the trio back together. [46:48] Evan Lee: > [VISUAL: The screen layout changes to a three-person view. Daniel Rivera is in the top left, Evan Lee is in the top right, and Jade Heritage is in the bottom center.] Hey. [46:49] Jade Heritage: Hello. [46:51] Evan Lee: Amazing. Everybody, this is your reminder. We got the Q&A tab up there. If you can, head over there, get your questions in or upvote anything that's super top of mind for you. But I'm just going to be picking from what I see there. So, the first question that I wanted to bring up is that I've I've actually seen so many different variations of it. [47:09] Evan Lee: > [VISUAL: A screenshot of a question from Unnati Jagnani is displayed. Text: "I think we have covered this before but I would like to know from both Daniel and Jade how many ads should you deploy when developing iterations, for how long and how quickly, a/b testing. Just the general process! TIA"] So, I think we have covered this before, but I would like to know from both Daniel and Jade, how many ads should you deploy when developing iterations, for how long and how quickly, AB testing, just the general process. Thanks in advance. So, questions we've gotten that I've seen throughout is mainly around volume. So, Jade, I'm going to toss this one to you first, and then Daniel, you can pick this one up after, if that works. [47:32] Jade Heritage: Sure. I feel like this is always a question that we wish there was like a one size fits all answer for and annoyingly, I can't give you a specific number. So like obviously our business is bigger, but we have gone through periods of like lower scale. So like we currently have like web ads which works differently to our app ads because apps we run a free trial. So for our like free trial, it takes like seven to 10 days to get like the full picture, right? So we need to spend a little bit longer and potentially a little bit more money spending on those ads. So but when we're lower scale on the app side, we're maybe just doing like five to 10 ads a week. When we are spending loads on app ads, we might be like 200 a month or more. So it really depends. And I know that's sort of frustrating. So I think like the way I sort of think about it is if you're at high spend, um, you can kind of test five to 10 like concepts concurrently, right? Like that's kind of reasonable. But if you're at low spend and like you're you're with a business that's smaller, lower scale, like I would really focus on like two to three concepts max. And for example, um, you know, when I shared the presentation earlier, I started with just three ads with like slightly different uh processes within them, but two of them were quite similar. Um, and for us as well, I think it also depends on your business, like how much do you spend to get like statistically significant data for your to be able to declare it a winner. That is also a variable across a business. So for example, we because we have like web ads and app ads, web ads we can spend like less because we can see we have direct purchases. So we know maybe within a few days if something has potential, but on app ads, we might need to wait seven to 10 days because we're optimizing for trial start. Um, and some other things that sort of like help validate that, but like we need time. Um, so that is I guess a start to how we think about it. [49:36] Daniel Rivera: Yeah, I can I I plus one everything Jade just said. I think you have to definitely consider how much you're spending because you need to get enough spend behind your creatives in order to be able to say concretely, yes, this is working or no, this is not working. Um, what specifically when it comes to iterations, I'm actually going to, I'll share something real quick and I will package this up so that folks can have it. [50:00] Daniel Rivera: Um, I made this a long time ago for my team internally, but this is the way I think about breaking down iterations when I want to test something specifically. [50:07] Daniel Rivera: > [VISUAL: Daniel shares his screen, showing a Google Slides presentation titled "Iteration Tool".] Um, let's bring this up. [50:10] Daniel Rivera: > [VISUAL: The slide is presented in full-screen. It's titled "Iteration Tool" and outlines a 3-step process for testing creative variations. A chart on the right, labeled "Visual Test," shows a 2x2 grid for testing two visual formats (V1: Unboxing, V2: Talking head) against two messaging approaches (A and B). Below is a "Naming Convention" guide.] Like, if you have something you want to test very intentionally, I recommend having a batch of four ads and then having two variables that then you can at least begin to quickly understand what's working and what's not driving. So my versioning is like a V1, a V2, and then there's a V1A, a V1B. And my variables in this example would be my visual test is an unboxing at the beginning versus the talking head. I just want to know what format is going to carry. And messaging, is it a unboxing with reasons why I love Harry's versus reasons why I regret trying Harry's, right? This is very like, it feels table stakes, but I think it's easy to forget that when you do it this way in your iterations, it's very easy to quickly put a certain amount of spend behind it, put it in an AB test and quickly understand what's working and then take a bigger swing once you have that information. [50:59] Evan Lee: > [VISUAL: The screen returns to the three-person view with Daniel, Evan, and Jade.] Love it. I hope everyone got their screenshots in, but like Daniel said, he'll package it up so we can share a little care package after the fact. So, the next one I'm going to bring up is from Erin. [51:09] Evan Lee: > [VISUAL: A screenshot of a question from Erin Reamey is displayed. Text: "Is it the creative strategist's job to learn the audience, or should the brand team be doing customer insight work?"] So Erin asks, is it the creative strategist's job to learn the audience or should the brand team be doing the customer insight work? I think this also compounds because both of you had uh like scientific claims or medical claims included. So there is that added layer that I think both of you can speak to well. But maybe Daniel, you can kick us off first this time and then we'll kick it to Jade. [51:29] Daniel Rivera: Yeah. I think this is everyone's job. That's going to be my take because I think you you have different touch points everywhere. I connect regularly with the CX team and I'm like, what are people complaining about? What are they asking about? What is going on? What are what what is going on there? Then I go to the brand like, what are we developing? Why are we developing it? Like, what are you seeing? Especially for us at Harry's, we are Omni channel. So I'm not just measuring how our ads do on meta. I'm also thinking about what's the halo? What is it do on Amazon and at Walmart and Target, right? And then there's also the retail teams and I go to them like, hey, what are you seeing? What are you learning? I think the creative strategist job is to actually, in my opinion, be the one to pull from everyone in order to start testing what actually works. At Harry's, our model very specifically is to test everything through growth, which is where sometimes I'm like sprinting at all times, but it's because we're getting all these inputs from the insights team, from the MMM read, from retail, from the brand team, and then we throw them into ads and we're trying to test and learn. And then I go back and report to them and say, hey, I'm seeing this, we should try this. I think Jade, you mentioned it. You were like, we need to also inform the product and inform what we're going forward with. I think we have the easiest place of testing and learning where they will probably only have inputs and it's harder for them to put it out in the world and get real results as quickly as we can. [52:54] Jade Heritage: Pretty pretty much plus one to to all of that. Like I think like every team that does research and like understanding the audience might be coming through different sets of goals, right? So like for example, we have a pretty hefty like editorial SEO strategy. They have tons of insights that actually really help me, even if they have a slightly different goal. Um, the social team have a different goal, um, but I get lots of insights from them. And then I have my own set of insights and they are all valid but slightly different. And I think we can absorb all of those and use it to take the correct action. Obviously, like trusting your own insights that directly impact your area of work is like obviously the highest priority, but I think you can like spot new like patterns and opportunity through speaking to those teams. But also as well, like every company is different to like how they're structured, right? So like some people will have like a dedicated insights team. Some of it's a little bit more organic. So I think it also depends on like your team, but I think like where you can work cross functionally and share what you're seeing is always a great thing. Um, and yeah, and and you know, we get a lot of social proof through ads, but the social team get different perspective and to your point as well, Daniel, like the CX team will get like the complaints and those are like really useful data points for us to inform creative. [54:19] Evan Lee: All data is good data. Don't get overwhelmed by it everybody. We got to make sense of it, but all data is good data. Let's pull another one up here. So Nat has a has a strong question. Jade, this came up during your presentation, so we can kick off with you. But the idea here is that you both have worked for quite large and successful companies. It's now if you were consulting a smaller brand in this process. So, how would your approach differ to tailor to a small business? What would be a priority and what would you focus less energy on? Jade. [54:51] Jade Heritage: So, yeah, this is a great question. Um, I I actually think about this a lot because like I'm in the context of like a scaled business with significant ad spend and I guess in some ways there's a luxury there, right? Um, but for a small business, you still need to prioritize ruthlessly, but you need to prioritize more ruthlessly, right? So getting clarity, for me, it's getting clarity on your messaging over like creative volume. So you don't have the budget to test like a ton of different angles, but like hopefully, say you're starting at zero, but you have joined a company that is still small, but you have some historical insight. You can pull in like what are the what are the one to two things that like have worked historically or at least showing some signal and start there and like find your two to three strongest messages and like nail those first. So don't diversify too much. And like even if nothing is working, try one thing at a time. Like literally like depending on your ad spend, don't like spread yourself too thin across too many things. But also look at your organic signals. So where you don't have the luxury of like spending on ads, like you will hopefully get some signal organically. So like through your social channels, even if small, you'll be getting some level of engagement. You'll be able to see like what types of posts are resonating. Obviously, organic social is different to paid, but there is a lot of insight that you can get from those. Um, and again, like customer support tickets, like any research that's been done, like say you have like customer research that's been done, um, and any of that like qualitative feedback from from people. Um, and then yeah, so focus less on like, we need loads of creative diversity. Obviously, that's important as you scale, but it's not as important when you are a smaller business. Um, and then depending on like your business, like it can get really easy to get too complicated in your like attribution complexity. Like at Calm, we have a really complicated like data model. That's not needed early stage. So hopefully you have access to like get really clean, this is and isn't working without too much of that sort of noise. Um, and yeah, I guess it is a bit of a mindset shift. So like you're trying to find that one winning angle initially and sticking with that and giving it longevity as opposed to like trying to build a whole system. Like obviously at scale, you need a system for your strategy. Earlier on, you're setting yourself up to scale into a system, but you don't need to start with that high complexity. [57:27] Daniel Rivera: I can give some color here too. I love this question because I every so often I do some like consulting work and I've worked with a lot of small businesses and I actually get really excited because I think it it it just reminds you and it takes you back to square one where you can stop and think. And I think one of my approaches, like I said before, I love to play. I think play is so important in what what we do. Um, and for me it's about understanding the product, right? So maybe you don't have a lot of like insights from like your customer and maybe you don't have all the reviews. What's the product? What's the benefit? What does it do? And then how do I dramatize it? I think that's like the easiest place to start because what you want to do is convey a message about the product. Um, I remember there was this one brand I was working with a beauty brand and it was such a visual product and I just said, well, let's start with the visualness of it, right? That's going to get people to at least stop and let's start testing there. And then what are the ways we can speak to what the product is? Like we just have to find out how to communicate the product. So to me it really is on using what you have and like exploiting it to get new new insights and what you can like learn from it. I think the other thing I would do is I always look at competitor ads, right? What am I up against? How are other people speaking? What is going to market? And what are some of these very simple table stakes like creatives, right? Like grids, for example, like you use them all the time. Like it's it's simple, especially now in the age of AI. Let's make a couple of grids with different messages and show the product and let's start testing how should we show the product and what will people resonate the most with? Like I think you start there and ladder up. And a lot of times even at the agency, we didn't get all that insights from our customers. We were just, here's the product and I would like send me product and I would spend time like pouring things into my hand and playing around with light, right? Because I did a lot of the filming at the time. How do I get this goop to look a little bit juicier? Like how do I speak to the premium points I already know for this industry? So understand the vertical that you're in, is it beauty, is it lifestyle, is it apparel? And then how are people going to market with it and how do you start speaking a similar if not the same language with your own value props? [59:41] Evan Lee: Huge. Okay, this next one I have here might be a bit of say the quiet thing out loud, but it's a I think it's a good one and I and I would love for to to hear both of your perspectives. So the question from Vass is, uh, for both of you, is it important for you to truly believe in the product you are working for or could would you work as a creative strategist for any brand? Um, Jade, you want to pick that one up first? [1:00:07] Jade Heritage: Well, I love this question. I mean, for disclosure, I love Calm. I I came to work at Calm because I loved it, but I don't think you have to truly believe in it. I think you need to understand the product that you're you're selling and you need to understand like the motivations of of the customers for that product, but I don't think you have to. I think it can help if you're interested in it because you're engaged with it yourself and it can help fuel creative ideas, but it's not essential. I think you'll just need to like really understand like the motivations of those customers when it's not you, right? And it's just kind of digging into all that research, understanding like user psychology, understanding people's motivations, understanding the market that it sits within, and then you can absolutely do it. [1:00:58] Daniel Rivera: Yeah, for me, this one's tricky because I feel like I ask myself this every time I'm considering to take take a job somewhere. And I think the truth is that you don't have to truly believe in it. I think the job is easier when you do. I think for me, I get excited about like grooming and beauty and like lifestyle and apparel. So it's I'm always going to gravitate to that. Um, but I don't think I don't think you have to. I think for me, you know, when I went to Bespoke Post, that was a lot of just curiosity, right? Like this is different. This is a subscription box with I guess lifestyle things. Like, let's let's try it. And this is a step up in my career. So why not? You know, I just think you need to understand, um, I don't want to say what you're good at, but like what you bring to the table, what you what drives you forward and can you apply it to that brand? Because I think as a creative strategist, we all have different strengths and like I come from a storytelling and video background. I know people that come from a more channel management background and it just becomes more about is your skill set a fit to drive this product or brand to the next level because then you will be successful. And that's the way I think about it. [1:02:08] Evan Lee: Thanks for answering that one, uh, that one you two. I think for everyone in the chat, there's the extreme version of values and morality that come into play that I think we can say everyone will draw their line in the sand there. Like that's a that's a no-doubter. The one interesting thing that I think about as I've heard the answers and see the chat, the thing I'm thinking about is also stage of career. So if you're getting started in your career, it's actually quite beneficial to be exposed to all different types of industries, brands. It's like fire uh, fire by trial at that point or trial by fire at that point. Whereas like you're talking to two really established people here. Like they have the the pick of their litter at this point of whatever starts to line up. So I think I think it I think it depends also where you are in your career as my perspective on uh as my perspective. [1:02:53] Evan Lee: All right. So I think we have time for a couple more questions. The next one I want to pull up is from Ashley. It's more of a communication question, I think at this point. [1:03:01] Evan Lee: > [VISUAL: A screenshot of a question from Ashley Humphreys is displayed. Text: "what if you have a client that insists on using a specific usp, but you know it's not working in the ad?"] So, Ashley's referenced a client, but it could be an internal team member. But what if you have a client or internal team that insists on using a specific USP, but you know it's not working in the ad? How do you navigate this relationship and conversation? Daniel, you want to kick us off with this one? And then, uh, Jade will pick it to you. [1:03:20] Daniel Rivera: Yeah, you know, I've been in this situation so many times and I don't know, maybe I'm just petty, but I'm like, let's test it. Let's put together an AB test. Let's test it. Um, the USP is like a unique selling point. So like they probably have something they want you to be saying about the product. And when I was agency side, I ran into this a lot because they would tell us, this is what we need to say about our product. And I was in the role of saying it's not working, but let's put together a test and let the data speak for itself. And I think that's the beautiful thing about what we do. And as a a creative myself, it's like this takes all the subjectivity out of the matter. Let's put it to the test and understand whether it's working or whether it's it's not working. Um, like I said, every test will just give you clarity. So in doubt for anything this or anything that you need to prove to someone that doesn't work, let's spend the money and let's find out. I would love to be proven wrong. Um, but when I'm not, you know, I'm just like, hey, told you. [1:04:16] Evan Lee: Jade, what do you think? [1:04:17] Jade Heritage: Yeah, I mean, I've had the luxury of being always like product side, like in house. So I'm definitely not qualified to speak on that, but I I literally plus one what what Daniel was saying because I think let the data do the talking. Even if you have like objectives set within your business in house where it's like, we need to really like focus on like this thing and like we we want to put all our money there. And then your job as a strategist is to build loads of ads around it and you can persistently see that it's not working. Share those insights and like let the data do the talking. And I think, yeah, positioning it as like a collaborative thing of like, let's validate this together is always helpful. I've done some tests in house in the past to validate new like product avenues and have validated that things are maybe are uh not like the data isn't signaling that this is an opportunity. Um, so just voicing those insights, but make it collaborative. But yeah, I think agency side it's definitely more tricky because if a company really wants you to focus there, um, making it collaborative like Daniel said of like, let's test, like let's test this. [1:05:24] Evan Lee: I love it. I am such a big fan. Let me know what you two think, but I'm such a big fan of like a conviction meter, scale of one to 10, high conviction, low conviction. Because then if someone is arguing for something, it's like, where does your conviction stand? It's like, I'm like a four. It's like, well, you're fighting me about something you don't really care about at that point either. So it's just like trying to align the language and conversation so we're speaking from the same place. But ultimately, test, test, test. Like that's for sure. [1:05:50] Daniel Rivera: That's it. [1:05:51] Evan Lee: Okay, the the the last one I'm going to pick up here. Ooh, is an interesting one from Jess actually. And then Jade, I'm going to throw it to you first because I actually heard you allude to trying different product lines. [1:06:00] Evan Lee: > [VISUAL: A screenshot of a question from Jess Dawson-Gaglione is displayed. Text: "Do Creative strategists have a say in what sales or discounts a brand has to allow for better offers in your ads?"] So do creative strategists have a say in what sales or discounts a brand has to allow for better offers in your ads? Now it extends beyond sales and discounts. It could be like bundling, it could be anything, like packaging at this point. Um, but Jade, how does it look in your world at Calm? [1:06:14] Jade Heritage: So, I don't have as much of a say in this. Like we generally like plan ahead with like key moments in the year that we're going to run sales and generally what my role is in with that is like actually having like a creative strategy plan for those times. Um, I think it does depend on the business, but I don't I don't have a say in like those sales or discount piece. Um, but yeah, I I guess we have done bundling because we did test like a new product, um, in the past and my data showed that it maybe wasn't like the best avenue. So I guess I just shared like insights there, but I don't have as much in this avenue, but Harry, um, Daniel, sorry, I'm guessing you probably do. [1:07:03] Daniel Rivera: Yeah, I've some, not not a ton. I think it's again, it goes back to the data. So there was that one product on our sister brand Flamingo where you know, we were advertising this product and I had to turn around and tell everyone, the ads are working. It's at the checkout where we're losing everyone. Like people are adding to cart. Um, so I think those are the moments where as a strategist, you can turn around and say like, maybe I don't have the power to say like, we need this offer and you should do this type of promotion, but I can turn around and say the ads are working, this is where we're losing people. So we can either keep pushing what we're doing or we should work on our offer because I do think the offer has a lot of power over how your creative performs. Um, when I was at Bespoke Post, and I think this also goes to the team. Like I think at Harry's, it's like a much bigger company. There's different teams on the DTC side and we have Omni channel, like there's a lot we are considering. At Bespoke Post, it was a much smaller team and we were able to have those conversations and I would suggest like, hey, we should try this. Black Friday gets earlier and earlier, like let's not be late. I think we should actually start earlier. You know, I think as a creative strategist, you can bring, um, you just shed some light, like just bring it in and let the people that make those decisions make those decisions. But like, if you have an insight or you have a gut feeling that maybe we should try a bundle, like lean into it. And if you can and you have the resources, what are other teams that you can lean on to validate it? So one of the things I've done here is I connect with the director of Tik Tok shop and that's where we do a lot more bundling and testing. And she'll like, okay, I'm going to create this bundle. Let's see how it does. Sometimes we'll try it on DTC, sometimes it'll work, sometimes it won't. Sometimes it only works during like Mother's Day and we're like, okay, now we know that this type of offer is what we should go to market with. So I think again, where you can test and make sure you're just sharing those insights, but I don't think it's like exclusively like a creative strategist needs to know this and bring it to the table. [1:09:02] Evan Lee: Guys, this has been incredible. I really, really appreciate the time. I'm wondering if uh, if the both of you have any final last words for our audience. Daniel, maybe you want to kick us off and then Jade, you can close us out. [1:09:14] Daniel Rivera: Yeah, I mean, I don't have last words. I think my encouragement is don't forget your affirmations. Like I think they're so so important because you know, the work, I I was joking with the team earlier. It's like the work we do feels a lot like gambling, right? And educated gambling, right? You're making informed decisions, but you never know what's going to hit and what's not going to hit. And sometimes it's as simple as like the razor's orange and people see orange and stop, you know, and it's like, okay, well you can't outdo that. That's just a product thing, right? But it's take that moment, dig into your insights, your learnings and when you get frustrated, breathe, say your affirmations. Not every ad will win, but everyone will point you in the right direction. [1:09:57] Evan Lee: I love it. [1:09:59] Daniel Rivera: I love that. [1:09:59] Jade Heritage: Um, yeah, I think I will go back to what I said middle of my presentation is that you have the power to shape your products with your insights beyond just the ads. Like you do amazing work being strategic about the ads that you produce, but like the information that you gather through your creative strategy is so important for the business. You can see those trends change, you can see those shifts. Um, you can kind of be the canary in the coal mine if you're seeing something looking a bit iffy with time, like share your insights and like it's a losing game, creative strategy and like that can feel tricky at times. Like, you know, we've all we all would have been through phases of like things just aren't winning. And like that is part of the process, um, but it's how you kind of strategize through that, right? So instead of being like, I'm just stuck, uh, figuring out, okay, going back, looking back into the past, seeing what has worked previously, looking forward, seeing what new opportunities there are. Um, because you just have to continually be creative no matter what and like that can be exhausting, right? So just finding ways to also step away and like absorb new ideas and things. So don't always just rely on yourself to be like a hub of creativity all the time because you're not a robot, um, and you can't just you can't do that sustainably. You'll burn out and I'm sure many people here will have experienced that at points in their career to date. Um, it's real. So yeah, trust yourself. [1:11:31] Evan Lee: I love it you two. I love it you two. Look at this. This is so incredible. So many good things said and our community, like our chat's been insane. The community is going nuts. So everybody, let's show some love in the chat for these two. They're also going to be on. Let's show some love. Let's show some love. [1:11:44] Jade Heritage: Thank you. [1:11:45] Daniel Rivera: The chat's are amazing. I loved reading the chats. Usually I find them distracting, but today I was like, yeah, that's right guys. [1:11:56] Evan Lee: I love it.