most of birchbox customers are still women, but katia beauchamp says sales of men's products are growing more quickly. >> but if you are able to show them how this is valuable how this is something that is actually addressing their needs and explain to them, you are looking for this. this is what this product delivers. it actually helps them. >> reporter: the increase in sales of personal care products may also be partly due to an aging adult population, wanting to look younger. it's also possible the strong sales of men's skincare products this year, may be tied to clothing sales last year. >> men's apparel was up all year last year. and now we're seeing this cosmetic or health and beauty up. so maybe their closet's full, and they're done replenishing their clothing. and they're working on other things that they need. >> reporter: and holidays or not, we all love discovering a new product that makes us look and feel better: >> it's like a little present every month i get for myself. oh surprise! >> reporter: erika miller, "n.b.r.," new york. >> susie: tom, something for you to think abo

. ♪ baby you light up my world ♪ >> haley barna and katia beauchamp are the co-founders birchbox and you pay for a subscription. how do you get the suppliers to give you these products? are you paying for them in any way? what's the cost on your side? >> basically suppliers have been giving samples, getting customers to try the pukt for ever. birchbox is the first way where they can track the roi and get the samples in somebody's hands in a targeted way. they're excited to get them to us in kind of a marketing expense but we're also retailing those products. we're a marketing partner and a retail partner. >> if i get a sample of a foundation or carl does -- >> i've tried them all. >> and he likes it, you go onto the site and actually buy it from you, or do you put it through to the actual manufacturer of that? >> try, learn, and buy. the print model. we send monthly boxes of customized samples. we have editorial content teaching you how to use that foundation, but we also sell the full-size version. it's a complete 360 from discovery to purchase. >> you have warehouses where you keep