Esthetician Podcast; Business tips for Beauty professionals

080: How Estheticians Can Sell More Retail Without Feeling Pushy (Hint: It’s Not About the Product)

• Kari Jo

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Retail expert Susanna Dellinger shares powerful strategies for estheticians to build community and boost product sales through authentic storytelling and meaningful client connections.

• Susanna Dellinger, CEO of Bright Beauty Collective, brings 24+ years of retail beauty expertise 
• The secret to selling retail is storytelling – connecting product stories with client needs
• Know your client community deeply before selecting products for your shelves
• Create pop-up events outside your studio where your ideal clients already gather
• Host VIP nights and social shopping experiences to make retail fun and engaging
• Learn and share your product's unique story to create emotional connections
• Never contact clients only when selling – build relationships through multiple touchpoints
• Consider joining Fieldly, Susanna's new platform connecting beauty freelancers with brands
• Transform customers into community by focusing on genuine relationships
• Follow your unique vision and treat everyone with kindness to build lasting prosperity


To learn more about coaching please visit: https://www.karijopatterson.com

Want to do a live Business Breakthrough Audit on the podcast with me? Apply here - https://forms.gle/hMF2MYTUsUMyAW477

Book a Next Level Plan Call Free - https://stan.store/EstheLaunchAcademy/p/free-30-minute-consultation-


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Links You May Want to Check out:

Join the Client Building for Estheticians group: https://www.facebook.com/groups/clientbuildingforestheticians
Check out Kari Jo’s courses here https://esthelaunchacademy.com

Janelle:

Hi Jana Nantell, owner and licensed esthetician of Unalom Aesthetics in Wisconsin. I have a solo practice that was really struggling when I first started out and I reached out to Carrie Jo and did some coaching with her and I cannot begin to express how grateful I am for everything that she taught me. I have a 98% rebook rate now and incredibly busy. I am so grateful for her coaching and her tips.

Kari Jo:

All right. So today on the Esthetician Podcast, I am chatting with Susanna, and she is from Bright Beauty Collective. Listen, if you have ever felt so awkward selling retail or you're just not moving the product on your shelf like you want to, then this episode is a game changer because, man, susanna knows how to move product, and so I'm so excited to pick her brain and dive in. I've been searching her Instagram all day and I'm like, yes, this girl knows what she's talking about, you know, so let's jump into it. Susanna, how are you?

Susanna:

I'm so good. Thank you so much for having me here. I'm excited to chat today and I feel like I need to get better on my Instagram game, because we do not update it near and out.

Kari Jo:

Oh no, I will, I love it. Actually, the very one that I was like, yes, it was like the secret to selling out in 48 hours, oh yeah, with.

Susanna:

Aggie Burnett. It's a good combo yes, okay, tell me the secret. Can you tell us the secret? The secret is storytelling. I don't think it's that big of a secret, but the secret is storytelling. Learning how to be an expert level storyteller will change the game.

Kari Jo:

I love that. So tell me a little bit about your background and your company and what you do. Yeah, we'll start there.

Susanna:

Okay, great. So I'm the CEO and founder of a retail national agency for beauty brands called Bright Beauty Collective. What that means is we have in-store makeup artists, skincare specialists, et cetera, that represent beauty brands everywhere, from Ulta to Sephora to Nordstrom, blue, mercury, you name it. We've worked with some of the buzziest brands in beauty, like RMS, og, vendor's, daughter, indie, lee, skin Fix the list goes on.

Susanna:

I am a retail beauty girly of over 24 years, started behind a beauty counter myself, right Like I worked my way up the trenches, for sure. And I'm also the co-founder of a tech platform all about bringing retail sales teams into different types of retailers, but we can talk about that later. But my claim to fame, what I do, what I'm known for, is selling out brands, getting brands moving that might've been stagnant in a store. I think we're most known for what we did with one of our clients that had been in their retailer for a few years and, after signing us, within the first 60 days they became the number one color trending brand in that nationwide retailer, and they went on to win massive awards from Women's Wear Daily and now they are a household name.

Kari Jo:

So yeah, it's a lot of fun. Yeah, so you've, like, totally mastered and learned how to Not mastered.

Susanna:

We're always learning, and I think that's an interesting thing to say, because if retail selling is nothing but storytelling, the story is always changing of what the clients are coming in for, right, whether it be things that explode on TikTok or different buzzwords that happen, or different trends or just economic factors. There's always new things that explode on TikTok, or different buzzwords that happen, or different trends or just economic factors. There's always new things that our clients are concerned about, worried about ways they're approaching their skin, ways they're thinking about purchasing. It is a dynamic, ever-changing approach, so I don't think there's any mastering. I think there's just an embracing of it and diving in. Yeah, I think there's just an embracing of it and diving in.

Kari Jo:

Yeah, so I want to talk because you know you, you work with the big lines and everything like that and when they have product and it's sitting on the shelf and it is not moving, I feel like estheticians they that is actually one of their greatest fears of buying a back bar line is because they're like what if I buy this back bar line and then it just sits and I can't move it, how would you address that fear?

Susanna:

I guess no fear, right, because it's a huge investment, and every esthetician in that case is basically your own independent retailer. Right? Yes, you've got product at wholesale and now you need to sell it at retail. And when that's the case, you really need to look at what does your community right, whether it's online or the people that are coming for services. What are they telling you they need that they can't find elsewhere? And that's where I would start with okay, that's the product that we're going to carry. And then it's really approaching. How are we going to?

Susanna:

We always talk about, you know, bringing it to life. It's not necessarily about just through services, but are other ways in your studio, in your store, in your whatever space you have that you can bring that to life, and I can share some tips on how to do that. But I think it starts first with really knowing your customer right, and I interchange customer and community, because the best small business owners and that's what estheticians are you build community. You build people who show up for you right At that one to support, no matter what you do. If you're like, oh my gosh, we're selling this candle line now, they're like yes, I am buying candles from Carrie Jo, because I trust her, she knows what's best. Like this is like you're selling a relationship, You're selling trust, so that I mean some of the best retailers that I've ever done business with are independent. They are not the flashy Sephora's, altas, et cetera.

Susanna:

I can share a quick little story that for Women's Day International Women's Day back in March, a friend who has a beautiful independent retailer that sells primarily clothing and accessories in Raleigh, north Carolina, she said you know what I'm going to start carrying? Clean beauty. Can you come and do a masterclass to kick it off with these brands that we've curated in honor of International Women's Day? And I was like, yes, I love it, because normally I'm by myself in my office, like it's a lot of Zooms and spreadsheets. I'm like, yes, I love being around customers and I also know how challenging it is to get people to show up for events. Right, I have traveled with some of the best makeup artists. Right, I was an executive for Trish McAvoy for years.

Susanna:

Laura Mercier, like it is hard to get people to show up at a Nordstrom for somebody like Laura Mercier. It is hard to get people to show up at a Saks for somebody like Trish McAvoy. Like these are like huge names, right. So I was worried for my friend, right? Like these are unprecedented times we are in and she's never carried a beauty before and it's Susanna Dellinger as the headliner. Like that's not interesting. We can say all the great things but like I'm not. Like oh, I got to go see Susanna. Like no, that's not going to be a driver. When I showed up and pulled up in my Uber to drop me off.

Susanna:

There was a line. There was a line of people waiting around her store. 50 women, early at 10 o'clock, came to this event and it was like retail from years and years and years ago of how it used to be, and I took my friend to side afterwards I said what on earth did you do like extraordinary? And she said it's community. She goes.

Susanna:

I spend so much time touch points with my clients that I knew they wanted this. Every brand we picked right. She has spent time getting to know her clients. She pulls them in their email newsletters. She gets feedback. She did something genius, I thought, which was having them share through an email form what they currently use, what they don't use. Have they ever used clean beauty before? Cause she only wanted clean beauty. If they hadn't, why not? And so she was able to address all their pain points. And all of that is to say that I think any esthetician starting out, if you're just blindly ordering a back bar because you saw a trend on social media or because you personally like it, I think you're missing the point right. It's about what is your client? You have to be obsessed with your client. What are they looking?

Kari Jo:

for I love that you dove into the whole community. And it is funny because when you said that, I didn't even think about it, but I'm like that is what I like. You know, when I built my clientele and my business like it was, I built my own community. I didn't even think about it in that way. But that is what you're building is like a community, and so you do need to listen to them and hear what they want. What do you have any good tips for? Like, when you do have the back bar and it hasn't sold, like what would you suggest? Like, start selling it.

Susanna:

Yeah, implementing that sure, so again like that's.

Susanna:

Yeah, I think beforehand is really important making sure you know what you're bringing in if it's not selling, but it's a product you believe in and you know your client has expressed a need for, but for some reason it's not moving. I would just look around again another use of the word for community and start doing fun pop-up events with people outside of your studio or your spa or your space. So I do events and we do business in bloom mercury also sephora, nordstrom, credo, like you name the national retailer. It is harder, I think, to build community and a larger retailer it really is right Because they don't get to know their local community and my team I have trained my teams. They're amazing is they will literally like, text me and be like, oh my gosh, like there's nobody in this store, right? Like it's a Saturday and we've seen two people and our client like is going to freak out that they're spending this much money and they're not getting a result and they're like don't worry, susanna, I'm on it, there's a yoga class getting out in an hour next door. I walked over true story. I walked over and talked to the front desk person and I set up a little thing and I'm doing hand massages and like we don't sell hand cream, they're doing hand massages with whatever skincare brand that they have at the repping that day and then they're talking about like hydration, and they're literally like walking people next door to that blue mercury or Nordstrom and then they're selling the product. Right, so going and doing pop-up events outside of your comfort zone, get out there and create more communities. So find I think yoga studios are great.

Susanna:

People who care about their physical wellbeing, care about their skin, they care about skin health too. Right, I think. Finding like boutiques right. So like where does your target customer shop when they're not? Like where does your customer spend time when they're not on your facial bed? Right, like we talk about customer profiling a lot in major retailer and I think small business owners, you can do this so much better. Like you know where Sarah is going after her facial. You also know in exactly how many days she's getting on a plane to go on her honeymoon because she had to do the reverse math to make sure she doesn't break out. I know so much about their lives. Like you know where they're going, what their shopping patterns are.

Susanna:

To do little pop-ups, I think also doing like VIP days in the store right, where it's like you bring a friend and friend gets like a little discount or you get the discount for being a friend. People like to be social when they shop right and we all know friends can influence. Like oh honey, like yes, like you and saying you needed a new eye cream. Like you were just saying this to me the other day. You're like you know what I do, I deserve this, I need a new eye cream. Like you were just saying this to me the other day and you're like you know what I do, I deserve this, I need a new eye cream. What else do I need? Right, like having that fun engaging environment. Right, it's proven at listen. True story. When I was an executive for Trish McEvoy, it was in a challenging time. It was, you know, 2008. We all remember some of us remember what

Susanna:

happened in 2008 and people were not going to Neiman Marcus and Saxon Avenue anymore, right, like you could put a bowling ball down the middle of the front, you know, and you wouldn't hit a single soul. And the people who did have money were not comfortable showing up in a mall and being seen spending it all because they or their partner was laying they were laying people off, right, and it's like this was not the optics, but you know where. They did like to spend money in the privacy of their home. And so we became like mary k and we did home parties at a brand is like traditional as drish muckaboy that is sold in you know luxury retailer. We got little suitcases and put in all their products and we took little order forms back for the store and we would go to people's homes. We would take like Trader Joe's like what is that? Like their Charmé, what people call like two buck check from Trader Joe's I'm dating myself here and like a little flower situation and like make it pretty in the hostess's house. And then what would happen is the host is going to invite people over. We all know how this works, right, people have fun and engaging, they fill out forms and we send it to their home. Well then the next person wants to do something, and then the next person wants to do something and we created a social setting for people to sell.

Susanna:

And so then, when things normalized, we recreated that in our stores, right as we found areas within the store and we would take like what they call pipe and drape and retail like just fancy word for like big curtains that look nice and you would like section off parts of the store and you would set that up and you'd have people come in and it was called a VIP night and you'd have the store would have wine and you could have like live music if you wanted.

Susanna:

And it was the special thing, if I had my own studio or skincare space, I would 100% have monthly VIP nights that people know they could come for. We would talk all sorts of things, not just about skincare, but we'd have like rotating topics that we were talking about, like make yourself essential to your community, and the product will start selling. Now, if you feel like it's not connecting because you don't know how to sell the product, if there's something that's standing in the way, I think that's where storytelling becomes so important. You have to be obsessed with the brands that you carry, like that is what is representing you when they are not in your space, right, and this is what's making them look good all month. So that is like your calling card is how good their skin looks on those days they're not with you.

Susanna:

So if you're obsessed with the product but you don't know all the key points of difference, right, and I'm not talking about the ingredient percentages, because the average person you guys know is going to feel like blah, blah, blah right.

Susanna:

Snoopy, right, you want to know like this is going to transform your skin, right? Like I always think of the brand like SK2. Right, I know they don't have back bar, but it's a brand where, literally, it was discovered because the monks were making wine out of these grapes and their hands were like 30 years younger looking than their faces. And then so they figured out like, oh my gosh, something's happening in this fermentation process, right? So then they took that and made this like highly expensive toner that everyone's like, no, but it's the monks and it's the hands, like. You know what I mean. It's a story that converts.

Susanna:

So I would reach out to the brand that you have and say what is the story, what is the thing that connects that you have that nobody else does, that you want everybody to know about? And then figure out what is the story of your client, right, because there's always two stories the story of the product you're trying to sell and the story of what the client is telling themselves, right, they're telling themselves, perhaps, that they just became a new mom and they don't have time for a complicated routine, or maybe they just turned 50 and they're telling themselves, like gone are the days that I'm going to have that elasticity in my skin like figure out what that story is and how your brand story can intersect, and you will have magic, because selling is nothing but really creating that emotional trigger, as this is a need and this is a fix.

Kari Jo:

Yeah, I didn't even think about how we need to know the brand story. Oh yeah, but like that makes sense, like I think of how I sell in all of my retail, I'm like, well, that is what I was doing, but I didn't even realize that that's like what it is doing. But you do need to find out what is the brand story, because that's how it plays into your customer story. So I absolutely love that. I want to go back to cause. I was like, yeah, you are onto something with these events, so you've done great events that just work. So you have seen what does work and what is there?

Susanna:

I've done events in a bowling alley. I've done events in literally a women's tennis room, like locker, like I have shown up and done it.

Kari Jo:

So what would you say, like is something that you've seen, that you're like don't do this, do this, or something where you're like make sure you do this beforehand if you want it to be successful.

Susanna:

Okay, make. I would say number one thing is make sure whatever host whether it is a country club or somebody who's doing it in their home or a yoga studio make sure whoever's space is hosting the event is wonderfully excited that you're coming, because then they're going to go out of their way to make sure that they send the email blast or they do the text chain or they get their friends to show up and bring a friend. Like you want to make sure that they're as invested in the outcome as you are. I have done events where on paper, it looked like, oh my God, I can't believe I'm getting flown to this place. Like I literally traveled 48 weeks a year. At one point as an executive, I was like I am being flown to one of the most expensive country clubs in North America during this tennis tournament true story. And like staying on property in this, like historic mansion.

Susanna:

The person and I met the person who was the host at another event. Like that's how it always worked right. Like people like, oh my god, will you come to my thing? So I met her in another state, in Florida, when she was in her summer home or her winter home or whatever it was, and she's like you have to come to this thing over the summer up here. I said great. So I was in contact with her.

Susanna:

Whatever, I show up the day of the event and she's not there and they're like, oh no, we haven't seen Mrs Smith around the club and like we texting furiously, I'm like, oh, is this event still happening? And because it was supposed to be her, oh my gosh, I forgot about it. And so there we were at a tennis tournament that nobody said there's going to be people here right to talk about skincare and makeup and all these fun tips. So we just posted up in the actual locker room and in between people coming in to change for their set or their round of tournaments, we were doing touch-ups and people like what is happening? Like they just thought that the country club naturally thought this would be a nice thing and it worked out like we did, okay, like we made it work.

Susanna:

But that was a big lesson for me is that you want to make sure that person is as enthusiastic. But I would say, never judge a book by its cover. Some of the best events I've done have been in the smallest looking areas where you're like they want to do an event, okay, you know. And then some like and, to my point, like the one that seemed like one of, like the, this is so fancy but it's not as successful. So don't judge a book by its cover.

Kari Jo:

Yeah, I love that. So tell me a little bit about cause you have this new company coming up and about tell me all about new company coming up and about.

Susanna:

Tell me all about that. Yeah, I do so. We just launched a platform called Fieldly, and what Fieldly is is it is a marketplace for people who are freelancers or part-time to be able to connect with brands directly, and brands can then manage their field team on there through scheduling, hiring and getting their data reporting. I bring it up for you all because some of my very best people that I have in my agency are estheticians and are looking for things to fill in slots during slower summer months, and so if you sign up on Fieldly, you can create a profile for free and brands can find you. You list yourself as a skincare expert, you can put down that you have an esthetician license.

Kari Jo:

You can even create a video profile if you want, and create a little bit of extra cash. Oh my gosh, that is just so genius. Cause I thought there are those estheticians that are so good but, like you know, for whatever. So how did you even come up with?

Susanna:

this Like how did I just run in my agency? Right, that did it. Well, I was running my agency, right? That's what we do, right? We have a field team and we manage schedules and we manage all the data aggregation ship cards. And we were shopping. My VP of operations and I were shopping around other different software solutions and nobody really had one for us. And hats off to Kathleen, my co-founder, who's my VP, and she was like let's just be tech bros. And I'm like can we do that? And she's like sure, I'm like I love her. And that was September, or actually August 30th of last year, and we officially announced it yesterday. So there is a app which is going to be in the Apple store. We just have to press the button and we're going to get a couple little things out there and in Google Play so it works on Android as well. So, yeah, fieldlycom in the meantime and it's fieldly with two I's F-I-E-L-D-I-I, because you need two I's to see what's going on in retail.

Kari Jo:

Oh my gosh, I love that so much. That is so genius.

Susanna:

We so much that is so genius. We have a little bit of fun in retail, that's for sure. But I would also say to you to, like anybody who's listening, who is an esthetician of like, I just need to increase sales. I would say you don't. What you need to do is you need to increase your interaction points with your customer and you need to transform customers into community Exactly what you're talking about, carrie Jo, whether that's old school clienteling, where, of course, everybody knows what their birthdays are.

Susanna:

But do you have a clientele system that knows when their children's birthdays are? Yes, so when their wedding anniversary is right, do you send them a note ahead of their wedding anniversary Like, oh my gosh, congratulations on your wedding anniversary. I'd love for you to be able to come in and spoil yourself, you know, four weeks ahead of time and have 15% off. Whatever, it is like connecting with people and not always trying to sell them. If every time you reach out this is my number one tip, giving it to multi, multi-million dollar teams that I worked with If every time a customer hears from you is when you're trying to sell them something, whether it's a service or a product they're literally going to feel no better than an ATM. They're not going to feel like they have a relationship with you, right? They need to hear from you where you're like.

Susanna:

Oh my gosh, I'm just checking in on you, right, carrie Jo, you were in here last week. You were telling me this was going to be a really crazy week for you, that you're going through a lot of things. I just want to let you know I was thinking about you, like send them a voice memo. Yeah, actually build those relationships and you will be shocked on how your retail actually relates to that. And if you then get to know your customer where they're like, oh my gosh, this is what's going on in my life. I'm traveling a ton, or your customers are having babies, for some reason, all at the same time, it happens. I've talked to plenty of people that are like oh my god, like my entire clientele just got pregnant, right. And then you're like wait, you know what I should do near the register or whatever area that people are waiting for a service is. I'm going to have like adorable, like baby things.

Kari Jo:

Right, that's what they're looking for.

Susanna:

Like one of my friends, the one that has this beautiful shop in Raleigh. She keeps the most amazing collection of earrings right next to the cash rack and they're like under $20. And it's such an easy price point and people are like, oh, I need these two. It's just these little things that maybe don't have anything to do with skin, but the candles, the earrings, the baby products, the wonderful, beautiful, like sarongs in the summertime, like we all know where this is going. Right. Like understand your customer, like sarongs in the summertime, like we all know where this is going. Right. Like understand your customer. What are their needs? Meet those needs and build community.

Kari Jo:

Yeah Well, I feel like, after sitting here and talking to you, the one thing I feel like I hear and I'm like, yes, that is what my girls need to all hear is you really do like it's all about the connection with the clients, and I feel like sometimes I don't know if it's just because we're so digital now and we're like on Facebook and Instagram and everything like that I feel like some people have such a hard time putting themselves out there. But what I like hear from you is like you've got to put yourself out there. Like that's, I feel, like the subliminal message.

Susanna:

You know you do, and that's what it is. As a business owner You've got. You've got to put yourself out there as a business owner and then also know most people want the connection. Because what you just said about how everything is so digital is so true, right, and we can't open up anything without reading about the loneliness epidemic that we're facing as a society.

Susanna:

Like, I can't tell you if somebody, if my hairdresser, my esthetician, if somebody reached out and left me a voice memo this week because it was very public that I just launched a second company, and let me tell you, like that is, I have a six-year-old, I have a multimillion dollar agency and I just launched a tech company. I'm a little like insane right now. But if somebody left me a voice memo that said I am just thinking about you, have a great week, I'd be like, can you pre-book my next year of appointments? Like, thank you, like, thank you for just like connecting Right, and I think that's what people are so in search of. People want to be seen Right and people want to connect.

Susanna:

And a way of being seen is when, again, as a skincare specialist, you're able to say seen right and people want to connect. And a way of being seen is when, again as a skincare specialist, you're able to say like, oh my gosh, I know what your skin needs. I know that this is something that you know, you've been wanting to address and this is going to help you with that. But I also see how you're showing up in your life as a mom or whatever, and I think you're amazing and you rock. That is a one-two punch, if you got me good skin and you make me feel like a 10, like loyal for life, right?

Kari Jo:

Yes, yes. Well, I love that, that is. I love the message. I love what you're about. I love what you're doing for this industry, even for estheticians, and creating job opportunities for them. Before we jump off, I wrote a book. It's called Fearless Prosperity, and it's about basically how you have to make fearless decisions in order to gain the prosperity that you want in your company, and so I was just wondering. I always like to end with my guest by asking this one question what would you say is the one secret to building prosperity that you found in business for yourself?

Susanna:

You sent this question over and I was like, oh, can I answer it? What? How much time do you have? I would say for me it's a combination.

Susanna:

One is to never forget that if you have a dream or a vision that is so specific that you can see it, it was put there for a reason. Like do not let anybody telling you anything about why it cannot be done stand in your way. Like you were given that. Like that is a divine inspiration. Like you need to follow that. The second is to be prosperous.

Susanna:

I think is to understand again that it is all about connection and how you make people feel Right. So if somebody is taking the time to meet with you or help you out, following up and saying thank you so much, letting them know how a connection of what they may be introduced to another customer or somebody you needed to meet, letting them know how that turned out. My biggest, biggest value that I have had in this life is the people that I've met along this way. I consider myself so, so lucky that people that I've known for 25 years, when I was a baby behind a beauty counter, are people that I get to work with in some capacity, like I have a part-timer that worked for me when she was 19 years old behind a cosmetic counter. She now runs a celebrity skincare line. Yeah, they grew up right Like you. Treat everybody right. Treat everybody if you want to be treated. Make sure that people feel great about any type of interaction with you and just show up for others and amplify how other people feel, and they will never forget that.

Kari Jo:

It'll make you so, so, so prosperous in life. Yeah, oh my gosh, susanna, you are just like. I mean, like I totally felt all that. I think you even gave me like chills.

Susanna:

You're so sweet. I'm like I want to be in the same city and I want to go to lunch now, carrie Jo, because now I'm like wait, I want to read your book. This sounds like this is amazing. Where do I order it, please, please, drop your link, seriously Right, oh my gosh.

Kari Jo:

Well, I'm going to go ahead and I'm going to drop in the show notes, like how people can find your company, how, everything, but really quick, if they want to learn more, where would you want me to send them? But I'm going to put all the links in.

Susanna:

I love it. I love it. I'm probably easiest on LinkedIn at Susanna Dellinger. And if you want to learn more about Fieldly and how you can make some extra money this summer over holiday season, again, that's Fieldly with two. I's fieldlycom. And stay tuned, we're launching a sub stack and all sorts of fun stuff called off the shelf how to sell your products off the shelf.

Kari Jo:

So oh my gosh, I love it. That's going to be amazing. Well, thank you so much for coming on this Thanks for having me. Okay, we will see you soon. Bye, bye, guys.

Kari Jo:

Thank you for listening to the esthetician podcast with Kari Jo Patterson. Each week, carrie brings you real world lessons on how to grow your empire. To learn more about Carrie's fearless prosperity Mastermind Group, one-on-one VIP coaching opportunities and more visit www. karijopatterson. com. That's www. karijopatterson. com. See you next week for more insights and strategies on the Esthetician Podcast.

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Susanna Dellinger

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