From nightclub embarrassment to national retail shelves, this episode dives deep into how Annabel Hay, Founder & CEO of CLUTCH Glue, turned an awkward moment into a global movement.
After spending four years inventing and patenting a world-first sweat-resistant, water-soluble clothing adhesive, she launched in late 2022 and sold out in one night thanks to viral TikTok traction.
Annabel shares the real founder journey, from losing manufacturers and saying “no” to Shark Tank fame, to leading one of the largest FMCG pre-seed raises ever.
She also reveals how brutal follow-ups, gorilla marketing, and fearless decision-making built CLUTCH Glue into a category-defining brand.
If you’ve ever questioned when to go all-in on your idea, this story might just glue you to your seat.
Key Takeaways
Timestamps:
[00:00:00 – 00:02:41] Annabel shares the nightclub mishap that inspired Clutch and how the idea quickly took hold.
[00:02:41 – 00:06:20] She transitions from construction management to founder life and stresses owning your IP early.
[00:06:20 – 00:08:45] Annabel details working with a UNSW scientist, testing multiple formulas, and finalizing the patent.
[00:08:45 – 00:11:26] Reflects on her upbringing, confidence, and violin training that built her persistence.
[00:11:26 – 00:14:00] The viral TikTok moment that made $160k overnight and the manufacturing collapse that followed.
[00:14:00 – 00:17:55] Moving production to China for quality and sustainability, and finding the right manufacturing partner.
[00:17:55 – 00:21:15] Annabel explains raising the world’s largest FMCG pre-seed round and why she chose Blackbird VC.
[00:21:15 – 00:29:16] Retail challenges, deranging risks, mystery shopping, and real-world retail execution lessons.
[00:29:16 – 00:34:24] Behind-the-scenes of Shark Tank. From rehearsing and deal negotiations to the viral aftermath.
[00:34:24 – 00:58:12] Guerrilla marketing wins, working with her sister, building a strong team, finances, and future plans.
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