The World of Exclusivity Ft. Jess Paice

[Music] Welcome back guys we're still here. Laundry in addition I'm still in pink she's still in paleo because we're doing the same shoot and it's still luxury and editing and today I think I'm most excited. Well I've not seen you get excited but for what the guest is brought with her how she gets out alive will be a different question. Let's see welcome Jess. Jess is Jess. Please say owner of luxury vault. Could you tell us a little bit about what luxury vault is? First of all say hi to our lovely list of you. Hi everybody I'm so happy to be here and to meet you both and I've brought some lovely goodies for you to look at. Lovely Jess. And it's obviously Barbie theme at the moment so we've got some nice pink in. Absolutely. You've just told her this is not my bag. I was trying to like just pretend this yesterday that early. It's your Barbie theme. Maybe we walk away with this. Definitely not. It's a lovely rare bag. So luxury vault we are a we're more like a B2B consultancy so we service other companies. We specialize in RMS so we have a bi-appointment showroom in central London which is the largest in the UK one of the biggest in Europe. We're global we've just opened in Miami. We have a presence in we've got an office in Hong Kong and from next month Milan so our core focus of the business is buying and selling RMS but we also provide a whole suite of services to other businesses. Call yourself a consignment store like the M&O. No I wouldn't. So sometimes it can be a bit complicated to explain what we do because we're not we do have a website but it's password protected. I have the password. Yeah you do. You do have the password. No I don't have the password. So I think before we sort of have Sebastian. Do you think before we delve too much into lecture what? I honestly was blown away by your personal like history like what you've been through and been through adversity never given up. And that's what we are actually more about here as well. Also about the champion of women and your story has been incredible. When I read it as well we both agreed that it would be very important for us. It inspires. I think it gives us. Yeah because people aren't you know it's very difficult sometimes because you think people on the outside think you're born into luxury and you weren't and we'd love to hear a little bit more. So I think that's absolutely right I think a lot of people will assume that you know I came from money or there was some money. I mean darling you looked like you came from money. Thanks. But there's not the reality is I'm from a council house. I grew up in a very working class background. My mum had a lot of issues which meant it was a struggle. It was a struggle to get by sometimes day to day. There were days when you know we used to have a coin meter for the electricity which was 50 peas. Back in the 80s, 90s you run out of 50 peas and then money you're knocking on the neighbor. You know have you got any 50 peas in the meter. She was a single mum. How many were there of you? So my second sister was born six years after me so I'm the eldest of four girls. But quite big age gaps. So my mum was 17 when she had me. And you know she was a young single mum that wasn't able to. I'd have a feed. To my turn away. Yeah exactly. So it was it was a struggle and she did the best that she could with the tools that she had. Yeah. She didn't have a big toolbox. And it meant that she wasn't able to maybe provide me with the security that I needed. And as a child does. So it meant my early years were very turbulent. I went to live with my grandmother at nine months. I lived with her for a year then I went back to my mum. Yeah so there was a lot of back and forth. A common story I think. Yeah so there was a lot of back and forth between and then yeah I I But it gave you the resilience. Yeah I think that there was something I just like and I asked you is she still with us? She stopped drinking seven years ago. She had and the NHS on saved her life. You know she loved the NHS. We love the NHS. She had a miracle. Had the liver transplant. Yeah. And she hasn't drank since. Wow. And she our relationship has been difficult but I went sober five years ago. Yeah. So I'm five and a half years in my survival. So you kind of understand. Yes. And I think that's helped with mine and hers relationship. Yeah. We've both put in a huge amount of effort to rebuild that relationship. And I'm really the forgiveness and everything that comes with that. But this is what gives you your resilience and business as well. Yeah so school also is very horrible. Horrible. I despised school because I was struggling so much at home. Back in the you know the the 90s there wasn't the support in the schools that some schools have now in terms of mental health or complications at home that that didn't exist. Of course. So you know I was expelled the first time the big the first week of year eight so I was at 12 13. Yeah. Then I go to another school 18 months in. I was expelled again and we couldn't find me another school. So I had six months off and back then my mum had a small cleaning company. I looked a lot older so she used to send me this was you know one of the areas. So I was out to work. So I was I missed my sat so I didn't do any of that but from the you know April 1997 until the September I was out cleaning people's houses in my hometown. Yeah breaking you understanding of hard work. Yeah how to how to work efficiently. And the well what it does and how to trust it. Yeah it also teaches you know when they say you fall down seven times you get up eight it teaches you how to pick yourself up each and every time. Yeah and that was it. And I think that you know by the time we got me into the the last school that I went to. Yeah. I was on this like legal contract essentially basically I wasn't like I was I I what seems crazy now because when I think about it it seems like a lifetime going. I used to fight a lot. I was I was a very angry young girl. I was always fighting. I was always I had a chip on my shoulder because I was angry. Yeah. So for me by the time I started my third secondary school they literally said like you any violence any fight you're you're out. And I kind of knew there was still something inside me that was like I have to finish school. So after that after school did you go. So university so I was due to go but then I had a very turbulent relationship with a boyfriend at the time so I decided to go to China. Oh. So interesting. That's the Iceland. Yeah. The Northern spread. You know that's your China. So I went to China after my A levels I scraped by my A levels first time I'll ever I used to tell people I got ABC I got BCD but you know I I'm straight then as well. But also levels were hard in all. Yeah yeah so it's 2002. Yeah yeah yeah. I literally got a map of the world I went where where how how can I get away from this relationship because we're going like this is getting this is just out of control. Yeah. And I literally I said I only go to China. Yeah. So I became a volunteer teacher. Yeah. I go to a really remote town in China. Amazing. Only blonde I used to be a lot blonde back then and only blonde head Weston girl in this entire town of 200,000 people. It was wild it was wild I was I was I was a big drinker for a lot of years and it was it meant everywhere I went. Yeah. Whatever country I was in. You always be friends. It yeah. You went to a lot of places. Yeah. So I went there and then I was due to come back and start university. And unfortunately I was as due to go to Liverpool to study criminology. To football club. Yeah football club. And years later that's where I went. So I was due to go there to start university and I had a tragic car accident and my friend died she was driving and that changed then you know they they always say you can only connect the dots backwards. Yeah. And that changed at that age what it did it just changed your path my path completely because I wasn't then I just couldn't go to university. No I just I wasn't mentally able to it was so tragic it was so horrific. Yeah. What happened that I just couldn't do that. How old are you about that? I was 19. 19. 19. Yeah. She was a few years old in the me but it was it was really tragic and that then meant I ended up this it's all connected I ended up in recruitment. Okay so let's get to this. The question a bit hard. How did we get to Luxury Vault to the back? So yes I did you identify it. So I guess I started to identify it even when I was at 10 that there was actually a gap for somebody to come in and be full service within these companies. So a lot of people were just a vendor. So they were just like, do you want to bag? Here's a bag, buy the bag, and they were transactional relationships. But what I realized was missing is that if you had a team where there's nobody necessarily on the team that has a huge amount of knowledge of the product, it then becomes quite difficult for the people that are the ones talking to the clients, whether that's a stylist or a lifestyle manager, to actually be able to sell the product because they don't necessarily understand it. So when I went to the Russian concierge, I saw that again. I was like, it would be really great to have somebody within the business that could really help-- Talk to the client. --talk to the clients and to educate the people talking to the clients and actually kind of become integrated within their business without them actually having to pay for that additional headcount. So I, in 2015, I left there and I decided to set up on my own. And they became my first client. Oh, I'm telling you. So we left on very good terms. The agreement was, I'm not taking clients. That's not what I want. I want you to be my client. Yeah. You need to be my first client, I said, because I understand your client base. And did you start this? Because through them, you'd also set-- you'd also cultivated a relationship with people that could supply you these. Yes. Because you can't just say, OK, I'm going to set up this thing. Yes, sorry. I'm all of a sudden. But you should have been a part of that from 10. Yes. So I already had been cultivating a very good supply chain. If you imagine these companies, they can't just work with Joe Bloss down the road. You're talking about the lifestyle management financial company. They're financially regulated. Same as 10, because their corporate accounts were coos, barklies. You're not working with-- Yes, with a random person. So yes, the supply chain was built whilst working for the companies. But I never wanted to swipe the database of clients. Because one, I actually didn't want to be B2C. And that was always something I was like, I want to be part of your business still. But I'll be on my own time. And at this point, I'd just come out my bankruptcy. So I'd done my six years, my six years of service. That ended July 2009. And then-- Sorry, 2015. So you've had great timing. Yes. Literally. But the problem was, is even though I'd done six years, I then had to build my credit rating up. So I had nothing. But I couldn't work any longer for my old boss. And thank you for everything. Because that led me to-- Go out on my own. And then, like I said, they became my first client. And I would do-- I'd be traveling all over the world, doing deliveries for them, meeting their clients, but under their brand. So I tested the concept of going, we are quintessentially. I-- sorry, I-- so back then, it was just me not we. So I am quintessentially. I'm just Jessica from here. So I was always Jessica from-- Yeah. Sorry. Yeah. I was never Jessica from-- which is good because you then can grow under their brand at a-- Yes. Yes, exactly. So that really helps my testing concept. My big target was quintessentially. I knew that back then, if I can get quintessentially-- You're amazing. I can then get the next client. So they were on my target. And I knocked on that door, and I knocked. And I knocked. They said, we're happy. We're happy. We're happy. And then eventually, they said, come in and meet us. And-- but from 2015 to '18, I was a pure broker. And I was just-- So explain that. Because I mean, I understand. Yeah. And maybe there's a lot of people that don't really understand what that means. Yeah. So I would literally-- Yeah. So I would literally-- You contacted me and say, I really want this rock burkin. And she did it. And I do. She did it. So you worked for, say, quintessentially. And you would call me and say, my client's looking for this bag. I don't have the bag because I don't hold stock. And I don't have any consignments. I then go out to my network to find this bag for you. You pay me first. Yes. That's upfront. Yeah. Up front payment. So the trust that people have to have in you-- I think people underestimate that. There's a lot of trust. If someone's paying you for a 50, 60,000 pounds handbag, they're paying you upfront. You might not deliver for three weeks. Yes. So how do you know that you're going to deliver? So then I would go out, find the bag, you know, say, I found it. They pay me. I pay the supplier. And then I deliver the bag to wherever the client needs it. But like you said, how do you-- I mean, it's a big-- It's your juicy side of the business authentication. Yeah, so like we are one of the number one authenticators in the UK. Our authentication process is next to another. Yeah, so it's around 61 points that you're checking on a bag. Wow. I see these viral TikTok videos where they're going, oh, we check this. And it's like, either you're not wanting to tell people how you're doing it, which I understand, because I wouldn't put something out of all the points. Or it's so basic you're trying to make people that don't necessarily know. Go, wow, yes, they're really checking the bag. You're looking at-- if you're looking at the whole bag, it's between 50 to 60 checkpoints that you're looking at. And we've got a toolkit, which includes weighing scales, measuring tapes, jewellers, loop, UV light. We're just about to invest in some really amazing technology which shows metal composition. You have to get a license for this gun. No one-- so at the most-- Because-- And that is because there are so many good qualities. The good quality fakes are unbelievable. Have you ever got it wrong? No. I haven't got it wrong, but we have-- someone has tried to sell us a fake before. They say they don't know, but they're super fake. So what happens is they've got really smart now. Because a lot of people, especially in the Middle East, the customers are obsessed with the original receipt as being the part that people are authenticating the bag. So they're all obsessed with this receipt. As long as it has the original receipt, but the fake manufacturers have got really smart. So what they now do is they get an original bag. They make the copy of the original bag so the stamp is the same. So it's a like for like of that bag. They get the original receipt from the original bag. They photocopy that receipt. They give the original receipt with the fake. And they give the photocopy receipt with the real. But the thing is, there's a lot of people in the stores that are-- You know, it can be very lucrative if they're doing something like this. Before, I mean, I remember I'm not going to say where, but there were some sales assistants that they would say to them, I can get you the bag, but what's in it for me? And they would earn-- they would earn anything up to $10,000 to give the bag. Yeah, cash. And that is happening more and more all over the place. Yeah. Yeah. I mean, can you profile some of your clients? So we have a real diverse mix. So obviously, our core client base is business to business. But due to the relationships we have with our businesses, we meet their clients. So although our clients are other businesses, we're getting to meet those people. So there are real diverse mix. Our core client base where we've seen the biggest growth has been the US. Really great growth we've had there. Why do you think that is? I think there's a lot of new money. Right. So I think that there's been a lot-- Yeah, crypto, technology, sporting start, like NFL players, rappers, and the access to MES in the stores in the US isn't that great. They don't have the same supply as Europe, for example. So it means that they're much more accustomed to maybe buying on the secondary market, the resell market, however we want to describe it. So I think that definitely has impacted the growth there. The market we've seen the biggest decline in for us has been Asia. Asia? Yeah. So we used to sell a lot to China, Hong Kong, and we're not just not-- Why do you think that is? I think that what's-- I think that ever since the beginning of COVID, the movement of people between China and Hong Kong that's impacted things because there was a lot of free movement and they weren't able to do that. I think the property market in China-- there's been, I think there's a lot of things, but also, during COVID, MES actually sent a huge amount of-- A stop to try and a try. Because it was the first place to open up. And I heard that. They were doing ridiculous amounts every day. They really were. They were ridiculous. So are you now predominantly still Aramez only, or have you diversified into like watches and things? So if people want us, I think what I really want to do is become incredibly good at what you do. Yeah, exactly. So we really are honed in on the MES. So whoever that is, but where we've expanded that-- so it's not been necessarily how we diversified into jewelry or watches. We can get them if clients want. So I think that's where we've kind of changed. I think I would call us more of a service provider than a product provider because we can-- if somebody comes to us and they want us to furnish their yacht with MES homeware and crockery, we provide those kind of services. If somebody wants to come and they want an educational talk and they have a private bank and they want to learn about it. and they want their bags valued or they want to do a how to spot a fake from a real. So we do some really fun stuff of going how to spot the difference. So that's really kind of what we do. What is the easiest way to spot a fake? Oh it really depends on whether or not. Not anymore right? Yeah, so it depends on the price. There's a lot that has no such bad quality. The stitching, the colour. Also things that people forget is the colour even produced in that year. So some of the bags that we've some of the faith we've seen have like well that hasn't been produced for 10 years. So how has it got a receipt from 2022 because it wasn't even produced? That's for your knowledge. Yeah exactly. So that's really, you know, we've just really focused on everything I'm asked, but providing those additional services to these companies and being able to really help them grow. We create all of their marketing material, we do beautiful newsletters. We as said we host them in the showroom afternoon teas. We go to their houses and we help kind of clear out their bags that they need to sell. Yeah. Can we just quickly before we get into the top five? Yeah. I know that you want to discuss the chairs. Yes, so through everything through all the adversity you know about giving back. Yeah. So you've just started up something called the big sister charity which hopefully I've also like helped you connect you to a few people here. But can you just tell us a little bit about it? Yeah, so it's really in its infancy. So it's been a passion project of mine for many years and anybody that's met me over the years has heard we talk about big sister London. But you know, as always it's difficult to kind of get some of these things up off the ground. But essentially it's for young girls that were like me. Yeah. That didn't have a nannngand. My grand as we call him Gandy. Gandy. I didn't have a nannngand. They didn't have that. Yeah. You know, and I was fortunate enough to have that. Yeah. And it's really for girls that are from disadvantaged backgrounds that are either maybe in the care system. If any of you know the stats from kids that are in care homes, I mean I've just got good is. I mean very few of them teenage pregnancies in prison, drug problems. Yeah. You know, it's tragic. And there's the funding. There is no funding here. There's just no funding. And it's unfortunate. But who's being impacted by that? These young people. Yeah. They don't have no home. They have no home. And they're reaching 18. Yeah. There's no home for them to go to. They're literally out on the street. And there's stories in London where they're being given a tent. A tent. They're already vulnerable. I mean in the first half. And then there's nowhere for them to go. And those girls, they just, everyone needs one person. One person can change their life. And all you need is a 20 degree push. That one. And that's all they need. And that is what I want. I can't get them hope that they can actually get out. And they can somebody to go and walk around college with them. Yeah. And for them to believe that they can go to college. And somebody to literally say you are good. You're a good person. Yes. And to be that person that is there to guide them down a different route. Because all that is just needs that slight redirection. And that can just change everything. That doesn't mean it's going to be easy or anything else. So what does the charity actually do, though? So it will be providing, it could be providing CV making services, dressing them, interview skills, helping them with choosing college courses, confidence building workshops. It could be helping them find accommodation, like navigating all of these different things. And they have come from that. It could be helping them access what support is there through the NHS, whether that's counselling or all of these different things. Or to just go and see the Barbie movie with because they just want a bit of respite. Yes. Absolutely. That's why it's a big sister. As the elder support girl, it was like, what do I do for my sister? Literally, that's what they do. My role is a big sister. That's the only way to describe it. It was like, I'm just there for them. To listen. To listen. What do they need? They need help filling an application form out. Or they're struggling with something. It's like, it's kind of that on a and trying to formalise that into. And sometimes it's something so simple. So simple that they cannot work. And then I want to start going into schools and really start speaking to these young girls. And really trying to access the ones that would like me. That's fantastic. So the business is your way of going to get enough to give back. Exactly. And we're here to help. In any way we can. Yeah. Anybody who would like to get involved in support just please. You're very welcome to write in or get in touch with us, you both know, and there's not. But now. I've been waiting for this. Oh. I've been waiting for this because she's had some things sitting there that I want to talk about. It's the top. Top. Top. What? OK. Are you ready? We're ready. Are you ready? You want to ask the first question? Do you want me to ask the first question? Where are the questions? My first question is, I'm going to ask the first question. OK. Go on then. Well, actually, we'll make it simple. Shall we describe what you have there first? Yes. Yes. I think let's just do that. Right. I love the idea. Everybody put a alarm on. I love it. They got one. OK. So here. This is the next question. So that's the last question. So that's the question. So just to those listening who aren't watching, would you like to describe it a little bit more in detail? Yeah. Yeah, absolutely. So actually, you have to watch this episode. Yeah. Yes. Well, this is. So this is one of the newest designs that I'm as have released. It's called The Rock. So as you can see, it's kind of got a rock and roll theme. Oh, so it's not named after The Rock. Well, I love The Rock. So it's The Rock. So I'm like, Lich, I wish The Rock had delivered it. But you know, it's not just Brad Pitt at the moment. So, yeah, so this is a 25 centimeter in a new level called the Vellanto, but I think I can't pronounce it correctly. Sorry. The one thing I haven't been able to pick up is the French pronunciation. But yeah, so it's the. I've said it's called The Rock. And yeah, it's a really cool. I think the great thing about Hermes is they bring out these new styles. So yes, it's still the bar. They keep it current. Exactly. Because otherwise, also, how many bar. I mean, you know, a lot of us have many bar. And so it's just to keep it fresh. Yeah, and it's young, it's cool, it's fun. It's not a collaboration with any. No, no, no, no. So they brought it out also in the travel. some of the hats. Which is also amazing. It's huge, but it's very, very cool. I mean, I love it, but I'd still. I prefer the cargo to that, but it's still beautiful. Yeah, the cargo is very cool. Yeah, it is. So that's the. The rock. Here, we have the Kelly doll pixel. So this is also a fun take. So he's kind of going out to school. He's got his backpack back. And he's going off to school. Oh, it's amazing. And he's like, "No, it makes me think of a Lego bag, right?" It's amazing. Thank you, everyone. And then I'll sell you some people say it was designed with a Minecraft thing. Yes. But nobody's actually confirmed that or not. It does feel kind of mine, actually. Yeah, I do. So the pixel. Yeah, so it's very. It's, you know, this is. It's a very hard to get bag. Yeah, it's very hard to get. But, you know, it's not everybody's. It's one bag that I would never even look at. Yeah. So here. My favourite. Yes. So here, this is the kind of bag that could slip into my bag and no one would leave. And till I would just go home and then realise that. It's because of that blue gene, Miss. Yeah. So just a bit of history of this. Blue gene was my ultimate favourite blue. I love. So I have, in my personal collection, I've got a very small collection, but I have a blue gene, Kelly, but a bigger one. Same color as your eyes. Yes. Yeah. And then we had a great surprise, a welcome surprise, a few months ago. Well, no less than that. That they brought it back, after nearly. Yes, it's so. So when. And as they rest the products, and they're kind of the colour goes to sleep, and it's been rested for a long time, and then they brought it back so far only in the mini-Kelly. Very. So this has been like very, very sought after. I don't want to tell you my blue gene story because I will still cry over it. Okay, let's look at that. No, yes. So yes, this is the blue gene mini-Kelly, and then I brought this for fun. So a beautiful special order in Grete, Torturelle and Rocheras are. Crocodile. So, yeah, this is alligator. This alligator. Yeah, so this is super special piece. You need to be invited to create an alacart order. A bit like if you're going to a restaurant, you get to choose your colours and the hardware, and you know, you can have like different side panels, or you can have all one colour with a different colour inside. Yeah. So yes, this is also a super, super rare, you know, beautiful piece to add to some of these questions. And they had to sell it, like they were tough to sell a piece of art to plus it was in that situation. Yeah. Yeah. So. And they all have a. A premium. So that's lovely to hear. Yeah. Now I want to ask you, you have these beautiful eyes, you can tell. Do you feel the premium that people are asked to pay? I'm going to put you in the hot spot. Oh no. That's what I'm known for. 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