The Orabrush story: How a Utah man used YouTube to build a multi-million dollar business

From time to time, we post about how entrepreneurs have used Google tools to build successful businesses—both on and offline. In this post, you’ll read the story of how a Utah entrepreneur used YouTube to build a market for his tongue cleaner product, the Orabrush. Starting this month, CVS/pharmacy will begin carrying the product in stores across the United States. - Ed.

When Dr. Bob Wagstaff invented the Orabrush tongue cleaner, he tried all the traditional business strategies to sell his product. He invested $40,000 into a TV infomercial, approached retail shops to carry the Orabrush in stores and offered to sell his patent to other oral hygiene companies. None of it worked. The infomercial yielded only 100 orders, and people walked past the product in stores without a second glance.

As a final attempt to get his business off the ground, Dr. Wagstaff took the advice of Jeffrey Harmon, a local college student, and started marketing the tongue cleaners on YouTube. With a $500 budget, they produced and posted their first video introducing the Orabrush and offering the product for purchase online.



The quirky, commercial-style video explained that 90 percent of bad breath comes from bacteria on the tongue—hence the solution, the Orabrush tongue cleaner. Shot in a makeshift studio in the neighborhood pool hall (listen closely and you can hear the balls cracking in the background), the video went viral, rocketing to 16 million views.

Building a brand on YouTube
After the explosive reaction to their first video, Harmon took on the role as Chief Marketing Officer and began creating regular webisodes, introducing new characters like Morgan, the dirty tongue. Harmon then used YouTube video ads to reach more people and grow their fan base. The “Cure Bad Breath” videos built a loyal following, and their YouTube channel grew to nearly 40 million views.

After two years, Orabrush had sold more than a million tongue cleaners to people in 40+ countries. The Orabrush brand became so popular that local pharmacy store managers began contacting Orabrush directly, citing requests from customers who had heard about the brand online. This fall, Walmart began carrying the Orabrush tongue cleaners in its 3,500+ stores across the United States. And this week, CVS/pharmacy has added the Orabrush tongue cleaner to more than 7,000 stores across the country. That’s a lot of tongue cleaners!

These days Orabrush is taking a new approach to drive even more sales in stores. One of the first businesses to use YouTube TrueView video ads, Orabrush has created tailored endings to their videos that direct the viewer to the closest CVS/pharmacy carrying the Orabrush.

Elbow grease and a clever mascot
While Orabrush may have taken an unorthodox approach, their success came from old-fashioned elbow grease, perseverance and a bit of ingenuity.

“YouTube has helped normal people like Dr. Bob and a couple of college kids to take an idea, put it in front of people and get an honest response,” Harmon, now chief marketing officer at Orabrush, told us. “We can now play on the same terms as huge companies—and be successful.”

Hear more about Orabrush’s journey to success in this video:



Posted by Lane Shackleton, Product Manager, YouTube

Accelerating diversity outreach to businesses in local communities

(Cross-posted on the Google Small Business Blog)

This is the latest post in our series profiling entrepreneurial Googlers working on products across the company and around the world. Here, business development manager Chris Genteel tells how Googlers across the U.S. are diversifying our marketing and sales outreach efforts to help communities of minority-owned small businesses around the country build an online presence. - Ed.

In May 2009, a team of Googlers and I attended the Black Enterprise Entrepreneurs Conference near our office in Ann Arbor, Mich., where we talked with dozens of small business owners. These folks were true entrepreneurs and clearly not afraid to try new things, yet many were unaware of Google’s products and services, such as AdWords and Apps for Enterprise. In fact, many of them didn’t even have an online presence.

The following Monday, two women Googlers who were new to the team and passionate about Google’s diversity initiatives busted into my office already on a mission—to help educate small businesses on Google tools in order to help them better connect with their target audience. They had attended the conference as well and decided to start a 20 percent project to increase awareness of and engagement with small, minority-owned businesses. Two months later, we proposed a business plan to Bonita Stewart, vice president of sales, to start reaching out to businesses. She approved our proposal and gave us the go-ahead to lead the initiative; it was our responsibility to find people who wanted to help.

We found our first volunteer when an intern on the team decided to make our initiative her 20 percent project, and, throughout that summer, more people were inspired to contribute their expertise part-time as well. Before we knew it, we had more than 40 Googlers working on what eventually became Accelerate with Google—a program to help minority-owned small businesses grow their online presence by working with organizations and partners who encourage the adoption of web tools within their local communities.

Throughout 2010, we traveled across the country to places like Detroit, Los Angeles, New Orleans, Miami, Chicago and New York to learn more about the minority-owned, small business community. Along the way, we built partnerships with leading business organizations, such as the National Minority Supplier Development Council, which already have respect and support from these communities. Our original goal was to build partnerships with minority community organizations nationwide, but that quickly developed into a larger mission to not only help small businesses move online, but empower them to be the web tools educators in their communities as well.

This May, we’re excited to be part of the Michigan Minority Supplier Development Council annual conference; they’ve been our chief partner and recipient of a grant for $175,000 to support the development of our program within its business community. We’ve trained Council representatives to be experts in Google tools like AdWords, and in turn they’ve led workshops for small business owners on how to build an online presence. We’ve built a similar partnership with the Louisiana Council by funding a $100,000 initiative to build outreach to small businesses in the area through programs such as Google Certified Partners and Trainers, which help people certify and demonstrate their proficiency in our ads tools.

All of this is just the beginning. This month marks the two-year anniversary of the initial inspiration for this project, and our team will once again be attending the Black Enterprise Entrepreneurs Conference, this time with a very different perspective. A project that began as a side job has now become a full-time role for myself and one of the project founders, with our ad hoc group of Googler volunteers still helping out part-time. We’ve seen measurable shifts in online engagement with the communities we’re working with—adding more than 100 minority-owned businesses in 2010 alone—and I’m excited to keep pushing this initiative out to business owners everywhere.

Posted by Chris Genteel, Business Development Manager, Global Diversity Programs

Helping America’s startups grow

(Cross-posted on the Small Business Blog)

Every business starts out small—whether with an idea or the hanging of a shingle outside an office or storefront. Even Google was once a small business, operating out of a garage in Menlo Park, Calif. We’re proud of our success, but we’re even more proud of the role we’ve played helping a lot of other businesses grow. In fact, in 2009 Google search and advertising tools generated $54 billion of economic activity in the United States.

To further help new American businesses create economic growth, today we’re announcing a commitment of up to $100 million to the Startup America Partnership—an alliance of the country's most innovative entrepreneurs, corporations, foundations and other private sector leaders—for companies to promote their business with Google advertising over the next year.

Startup America participants will be able to use Google advertising platforms like AdWords and Boost and receive a $1,000 Google match for $1,000 spent between June 1, 2011 and June 1, 2012. Our chief economist Hal Varian has calculated that businesses make an average of $2 in revenue for every $1 they spend on AdWords, so we think this commitment will be especially powerful.

If you are (or know of) an entrepreneur that’s interested in getting involved with the Startup America Partnership, you can visit its Resource Center for more information. Our goal as a participant in this national initiative is to help entrepreneurs grow amazing businesses, and we believe our commitment will help them do it.

Posted by Claire Hughes Johnson, Vice President, Global Online Sales

Our big gift for small businesses

(Cross-posted from the Google Small Business Blog)

To kick off 2011, we wanted to thank a few small businesses for taking the first step toward enhancing their online presence—and to provide additional resources for achieving this goal. So over the holiday season, we paid a surprise visit to five small businesses who recently started advertising their businesses online: Create A Cook and Twinkle Star in Massachusetts, Ramy’s Garage and Atlas Flooring in Texas, and Cloud 9 Frozen Yogurt in Georgia. These small businesses span several industries, but their founders share one common goal: to expand beyond their brick-and-mortar storefronts and into the world of e-commerce.

To help, we gave them each of them $100,000 in AdWords spend for 2011 as well as free consultations with AdWords representatives. Because we know online presence means more than just AdWords, we’ll also be providing them with web consultations, wireless service for the year as well as a few other little surprises. See footage from our surprise visit below:



We’re looking forward to making big investments in small businesses far beyond these lucky five. Small businesses have long benefited from Google products and services; now our hope is that all small business owners can have greater access to the tools and training they need to develop a cohesive strategy for doing more business online. We started last year by creating the Google Small Business Center and asking small business owners about their biggest wishes for 2011. We received an overwhelming response from business owners who, like the owners of these shops, want to do more business in the clouds in 2011.


We’re thrilled to help these five small business owners find online success in 2011 and we think we have a lot to learn from their experiences. We’ll check in on them from time to time and report on their successes as well as their growing pains.

In the meantime, check the Google Small Business Blog for updates, and if you’re a business owner, visit the Google Small Business Center for information on how you can bring your business online in 2011.

Posted by James Croom, Product Marketing Manager, Google Small Business Team

We asked. You told us your wishes for 2011

(Cross-posted from the Small Business Blog)

Two weeks ago, the Small Business Marketing team asked about your aspirations for the coming year. You told us the biggest wish for your business, and the wish for expanding your business’ online presence. Today, we’d like to share what we heard.

We combined your responses from our blog, Facebook and Twitter and organized them into three main themes and then sub-themes. Of course, not all wishes fell neatly into these themes, so we did create a Miscellaneous category.

Before the drum roll, thanks to everyone that took time to share and participate. Some wishes were big and audacious and others more practical, but all with an underlying tone of passion for what you do and a focus on delighting your customers. On with the results…

Theme 1: Move my business online

Not surprisingly, you’re passionate about the business products you’re using and made very specific feature requests. Rest assured if they were Google product related, we’ve shared your wishes with our product teams. Additionally, you said you want more online resources to help your business grow. Your comments acknowledged that referrals are now happening online through social media channels and, as such, you want to understand how to use these online tools. You also want more out of your websites. Ultimately, you said you want to do more online to run your business more efficiently and spend more time concentrating on your customers.

Click for larger image.

Theme 2: Grow my business

We heard that you want to continue to grow your business with increased profits, more customers, or more people. Lots of wishes for more marketing tools to increase your business’ visibility – the range included the entire marketing mix. You want simple tools made specifically for you. There were wishes for funds to buy equipment, spend more on advertising, build e-commerce into your offering, and lease real estate – to name a few.

Click for larger image.

Theme 3: Love my business

Many resounding wishes to continue fueling your passion because you love what you do. You’d love to learn more – from social media, AdWords and Places to creating marketing plans. You prefer support face-to-face with people and training at a relatively low cost. Many of you want more opportunities to network and support your fellow business owners. Whether it’s help getting the most out of applications and tools, or navigating a healthcare plan, you’d like some expertise to assist.

Click for larger image.

We thank you again for telling us your wishes for the coming year. Stay tuned as we will use these wishes to build upon our plans to to help small businesses succeed in 2011.

Posted by Leslie Hernandez, Product Marketing Manager, Google Small Business Team

New tools to grow your business globally

Imagine you’re a men’s tailor in Bangkok, and you sell custom suits to travelers passing through Thailand. You start a website to sell your suits online and begin to notice that the majority of your website traffic comes from overseas. How do you respond to this international demand?

Businesses of all sizes face a number of obstacles when they want to expand internationally. First, they must identify the right market to sell their products or services, such as custom men’s suits. Then they have to create versions of their website and ad campaigns in the language of the market they want to reach. Finally, and perhaps most importantly, they need to reach new customers who may be interested in their products and services.

Starting today, businesses can access a number of new resources from Google to help them overcome these obstacles and start growing internationally. We’re launching a new website, called Google Ads for Global Advertisers, which will serve as a central hub for Google’s tools and tips for businesses looking to expand to foreign markets. This website pulls together resources for businesses to find the right market for their products and services, translate their websites and ad text, find new customers with relevant online ads, and understand options for international payment, shipping and customer service.


We’re also introducing Global Market Finder, a new free tool to help businesses identify markets with high demand for their products or services. The Global Market Finder automatically translates your keyword—for example, [business suit]—into 56 languages and then uses Google search trends data to see where in the world people search for your product or service. It helps businesses evaluate new markets by showing the volume of local searches, estimated price for keywords and competition for each keyword in each market. With this tool, businesses can answer questions like “how competitive is this market?”, “how does demand in one country compare to demand elsewhere in the world?” and “how much would it cost to start advertising in this new market?” You can read more about these new tools on the Inside AdWords blog.

Google has already helped hundreds of thousands of businesses reach customers in foreign markets. From a mosaic company in Lebanon to a bespoke shoe retailer in Sydney, a tech support company in India and a bed and breakfast in Poland, tools like AdWords have helped businesses reach new customers and drive traffic to their websites. We think our new website and tools will encourage even more businesses to expand internationally, whether you’re a small business testing a single market for the first time or a mid-size company advertising your products to an entire region.

After all, there are more than 1.9 billion consumers online. Wouldn’t you like to add some of them as customers?

Posted by Srinidhi Viswanatha, Global Advertisers team

Great tech support and good karma found with Google AdWords online

(Cross-posted from the Google Small Business Blog)

When Uday Challu noticed a growing dissatisfaction with avenues for technical support, he was inspired to create a better way for people to get help with their tech troubles. So in 2007 he founded iYogi.com, India’s first direct-to-consumer remote technical support company. Founded on a belief in good karma, iYogi aims to mitigate frustrations with technical products and services by delivering a high-quality customer service experience.

iYogi Founder Uday Challu

iYogi provides round-the-clock, 24-hours service on a wide variety of technical products and issues, in Australia, Canada, the U.S. and the U.K. Uday uses Google AdWords to reach these international customers.

Uday says he saw search and, in particular, AdWords as a way to reach customers in need of technical support. He says, “iYogi services are currently available in multiple geographies and advertising with AdWords seemed like the most obvious way to reach customers who were turning to the Internet to find and fix their problems.”

With the intent of starting small and building to scale, Uday targeted his first campaigns to the U.S. only. Using location and language targeting, iYogi launched a U.S.-only campaign with general keywords related to customer support, and honed his campaign over time. “We gathered lots of intelligence from the Search Query Report, which helped us identify other keywords people in the U.S. were searching for,” says iYogi Vice President of Online Marketing K.R. Sreejith. "We also tested new ad texts and customized these ad texts to highlight popular keywords."

Then, using lessons from his experiences in targeting the U.S., Uday expanded into the Canadian market. He found his experience in the U.S. helpful for the Canadian campaign, but didn’t see similarly high volume. After examining the global competitive landscape, he decided to expand to Australia and the U.K.

“We quickly learned that ads in the U.K., for example, had to be different than ads in the U.S.,” says Sreejith. “Using the Search Query Report, we noticed that the popularity of certain keywords was different in the U.K. and that there are differences in the spelling of these terms. We also learned from our sales teams that U.K. customers spend more time on the phone than do U.S. customers. So, we edited our ad texts and landing pages to reflect these different keywords and values.”

Today, iYogi is one of the fastest growing remote tech support provider in the world. As Uday continues to expand his business internationally, he’ll continue to use insights gained from his ad campaigns and to provide the rest of the world with similarly karmic technical support experiences!

Posted by Anand Devsharma, Team Manager, India

Ten times more applications for Google Apps customers

(Cross-posted on the Google Enterprise Blog and the Google Small Business Blog)

As customers begin to recognize large productivity gains with Gmail, Google Docs and the rest of Google Apps, they frequently ask when they’ll be able to use services like Google Voice, Reader, Blogger and AdWords with their Google Apps accounts. We’ve steadily added new functionality to Google Apps and recently added support for third-party apps, but we’re thrilled to swing the floodgates of new functionality wide open now. Starting today, customers worldwide can access a full spectrum of services from Google—including more than 60 productivity-boosting applications that extend far beyond any traditional software suite.

Coupled with the ability for administrators to provide different sets of applications to different groups of users, the possibilities for empowering workers in new ways are remarkable. For example, you could equip your marketing team with Picasa Web Albums so they can collect and share photos from customer appreciation events, and let that team publish your company’s blog with Blogger. Services like iGoogle and Alerts, on the other hand, may be broadly useful, and could be enabled for your whole organization.



Existing customers can transition at their own pace over the next couple months to the new infrastructure supporting these applications from the administrative control panel. New customers will automatically have the new infrastructure. The additional services are not covered by the Google Apps SLA or telephone support, but we’ll be watching for feedback how we can make these new applications even more useful.

In tandem with this big improvement, we’re also simplifying the names of the versions of Google Apps. Here’s how we now refer to our line-up:

• Google Apps is our free service geared towards families, entrepreneurs and other groups up to 50 users.
• Google Apps for Business offers 25GB of email storage per user, a 99.9% uptime guarantee, data migration capabilities, advanced management tools, telephone support, added security features and more, all for $50 per user per year.
• Google Apps for Government is FISMA certified and designed with local, state and federal agencies in mind.
• Google Apps for Education offers many benefits of Google Apps for Business, but at no cost to schools, universities and qualifying non-profits.

The team has worked hard to unlock all of this new functionality for our customers, and we think many of these new applications will become indispensable within your organization. To help get you started, each day the Google Enterprise Blog will profile how your organization could put a different application to use. The first post tomorrow will focus on Google Reader, so visit the Enterprise Blog to follow the series.

Posted by Derek Parham, Lead Software Engineer, Google Apps