We had each other and we never thought it wasn't going to work. That's what America teaches you, the kind of discipline you can't get anywhere else. The key to their ultimate success, however, was product research. As Glazman and Roytberg tried to stock Nuts About Beauty's shelves, they found soaps with great texture that smelled bad, and beautifully perfumed soaps that dried the skin and made it itchy. So they decided to create their own line of natural bath products.
Mail order calls from catalog customers across America started coming in at all hours of the night.
The calls came to Glazman and Roytberg's home. Roytberg, who was breast-feeding her daughter at the time, held the baby with one arm and the phone with the other. The emigres who came from a land with no brand names, no advertising, and no marketing, had found their niche in the gourmet bath business. Glazman and Roytberg closed the South End shop in 1994 and opened the Fresh boutique at 121 Newbury Street. Ricki Lake and Juliana Hatfield were among their first celebrity clients.