Estee Lauder — A Beauty Empire Built Hand to Hand

One of the world's great cosmetics companies, Estée Lauder, was begun literally by hand, by a daughter of immigrants in New York. Her origin was a cream made by her chemist uncle, which she applied directly to women's skin in beauty salons and hotels — not explaining with words but touching with hands, showing the change on the spot.

"Touch your customer's skin" was reportedly her lifelong creed. Her other weapon: the free sample. Buy nothing — just try it first. Unheard of then, it became the industry standard.

Her reputed motto: "Telephone, Telegraph, Tell-A-Woman" — the conviction that if the product is good, women's word of mouth spreads faster than any advertising. From a small department store counter grew a global company in one generation.

Standing in the same industry, I refuse to forget this origin: however large we grow, the essence remains touching one person's skin, delighting one person — hand to hand, again and again.

What do you work for?