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Speaker 1: Heard around the world on the Hugged Radio acas. Did

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Speaker 1: you get to podcasts Talks one oh one and Joe Branda?

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Speaker 1: Welcome to Cannabis Talk one oh one, where Blue and

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Speaker 1: Joe Grande, the world's number one source for everything cannabis.

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Speaker 1: Thank you guys for checking us out and thank you

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Speaker 1: for tuning in the podcast. Check us out on our

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Speaker 1: website Cannabis Talk one on one dot com, as we

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Speaker 1: are the world's number one source for everything cannabis. We've

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Speaker 1: got so many great articles and blogs on the site.

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Speaker 1: And call us up anytime nineteen eight No head there,

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Speaker 1: Goldie and go check out our I G pages at

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Speaker 1: Cannabis Talk one oh one. My brother Blue is out

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Speaker 1: the number one Christopher Wright. Tonight, I am at Joe

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Speaker 1: Grande fifty two and Blue is not here today and

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Speaker 1: so Lars not filling in. But we've got somebody even

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Speaker 1: prettier than you gold to see. Hey man, Yeah, I

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Speaker 1: say the same thing, you know, I mean every day.

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Speaker 1: I mean, I like the go fronts, but it's nothing

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Speaker 1: like the sunshine. I can't front when it comes to Jessica.

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Speaker 1: Right here, Jessica, it's always good to have you on

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Speaker 1: the show. Host see with us and hanging out with us.

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Speaker 1: And I gotta give Jessica some props real quick on

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Speaker 1: my daughter after our Christmas party said, Jessica's my type

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Speaker 1: of girl, dad, and she just loved you to death.

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Speaker 1: And tell this, I can't wait till you even go

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Speaker 1: home and be like I co hosted the show with

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Speaker 1: Jessica did. Oh my god, you did. I could just

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Speaker 1: see her being so excited. How she'll just be talking

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Speaker 1: about you. She was so thank you. It's all fake

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Speaker 1: and phony, get twisted. Everything looks good from the I

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Speaker 1: g right, So check it out there. Yeah, you guys

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Speaker 1: turn your typical into something special, and thank you Jessica

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Speaker 1: for that. When it comes to infuse products, the flavor

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Speaker 1: you taste should be just as enjoyable as the feeling

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Speaker 1: you experienced. Visit the website laurent oils dot com. That's

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Speaker 1: l O R A N N o I l s

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Speaker 1: dot com. On the show today, our brother from Another mother,

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Speaker 1: Good Old Roll, the founder and CEO of Ginger Now

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Speaker 1: Ginger's California's direct to consumer solutions built for cannabis brands,

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Speaker 1: as well as the co founder of the or the

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Speaker 1: founder excuse me of the award winning cannabis spray Click,

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Speaker 1: which we have here on display, and we're gonna talk

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Speaker 1: all about click as well, but really want to jump

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Speaker 1: in to Ginger and not only that, you guys that

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Speaker 1: are listening. And I don't know if you know this Goldie,

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Speaker 1: are you, Jessica? I know Blue knows this, but he's

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Speaker 1: also one of the co founders of Ease Technology, which

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Speaker 1: allows patients to get verified online and seconds and do

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Speaker 1: the delivery service and all that other stuff. This is

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Speaker 1: this guy right here, right So this is no dude

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Speaker 1: that's just coming to the game today. Yesterday he did

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Speaker 1: a click spray. He knows the basketball players the NBA

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Speaker 1: to this, to that. He is well well connected and

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Speaker 1: I'm very honored did that. I feel connected to the

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Speaker 1: man because everything I've seen about him, he's a four

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Speaker 1: star five star quality, you know what I mean. He's

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Speaker 1: down like four flats too, because he comes back here

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Speaker 1: to hang out with us. He comes from the heels

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Speaker 1: to come hang out over here and over go check

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Speaker 1: out the website Ginger Commerce dot m G I N

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Speaker 1: G E r c O M M E r c

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Speaker 1: E dot com. Now, Roy, it's good to have you

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Speaker 1: back because your Ginger is blowing up. I mean, give

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Speaker 1: everybody a real description of what it is and why

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Speaker 1: everybody should be using it, because, in my opinion when

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Speaker 1: I first heard about it, this is something that every company,

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Speaker 1: if I'm not mistaken, like literally every company, not even cannabis,

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Speaker 1: every company could be using Yeah. Absolutely. I mean our

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Speaker 1: focus is to basically help cannabis brands create an alternative

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Speaker 1: to their revenue sources in retail. So the typical cannabis

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Speaker 1: brand of their sales come from dispensaries or the retail channel,

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Speaker 1: and in any business and sales or in their consumer are.

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Speaker 1: In a business, you never want to have all your

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Speaker 1: eggs in one basket. You never want to have one channel,

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Speaker 1: one source of revenue because anything could happen, margin compression,

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Speaker 1: supply chain issues, and you're sort of a leaf in

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Speaker 1: the wind um at those whims. And so Ginger essentially

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Speaker 1: offers brand is an alternative to open up a new

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Speaker 1: source of revenue, a new channel essentially that allows them

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Speaker 1: to sell directly to consumers, to be able to sort

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Speaker 1: of be masters of their own destiny, to communicate with

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Speaker 1: the consumers directly, to control pricing and all the things

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Speaker 1: that they don't have control over or sometimes even influence

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Speaker 1: over in retail. They now have when they sell online

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Speaker 1: on their own website and partner with Ginger. So that's

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Speaker 1: kind of the big value add that we provide, and

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Speaker 1: not only a big value add, you're actually controlling more

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Speaker 1: of your own destiny because there's not an upsale if

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Speaker 1: I'm not mistaken right there. So so many are they

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Speaker 1: being taxed the same not even the same tax the

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Speaker 1: taxes you know, it is a regulatory standard. Um, there

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Speaker 1: are promotions and specials that are calculated in the right way.

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Speaker 1: I have seen some retailers sort of overcharge on the

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Speaker 1: taxes just because they don't understand the rules of how

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Speaker 1: to algorithmically reduce the taxes as the price that the

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Speaker 1: consumer pace gets reduced. We're doing it through technology, so

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Speaker 1: it's just easier and more accurate. But by and larger

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Speaker 1: taxes are the aime. The difference is by cutting out

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Speaker 1: the retailer and giving the brand access directly to the consumer,

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Speaker 1: there's less cost in the supply chain, therefore bigger savings

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Speaker 1: that can be given to the consumer. So in the

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Speaker 1: end they can pay less because the brand is incentivized

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Speaker 1: to give them promotions and other sort of incentives like

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Speaker 1: order reoccurrence and loyalty rewards, because they're talking to the

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Speaker 1: consumer directly. If you were stake like you know, the

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Speaker 1: airline segment, I mean, we're probably old enough to have

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Speaker 1: you know, used an airline broker back in the day

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Speaker 1: or travel agent, right, and that was sort of the

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Speaker 1: middle person between the airline and you. Who does that anymore?

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Speaker 1: You know, you you get an account with United, you

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Speaker 1: get a frequent flyer program, You're dealing directly with the airline.

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Speaker 1: You're going to the airline's website, etcetera, etcetera, and sort

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Speaker 1: of that's that's what we are offering cannabis brands, were

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Speaker 1: allowing them to cut some of the costs out of

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Speaker 1: the supply chain, hopefully transfer those savings to the consumers.

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Speaker 1: And because of the value add of being able to

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Speaker 1: talk to the consumer directly, they're much more incentivized to

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Speaker 1: blow up this sales channel versus the retail channel because

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Speaker 1: in the end, in retail, you're only getting a wholesale sale,

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Speaker 1: you're not capturing the toughest, the best margins, and you're

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Speaker 1: not capturing the consumer data. Is that also allowed for

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Speaker 1: the Browns to gather lead capture on the clients, well,

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Speaker 1: not just gather lead capture, but more importantly, and that's

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Speaker 1: a great question, invest in lead capture. So if you're

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Speaker 1: a cannabis and I know we're getting into the weeds

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Speaker 1: right away, pun intended. But if you're a cannabis brand,

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Speaker 1: the typical cannabis brand, you know, a year or two ago,

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Speaker 1: if you went to their website, it was a very

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Speaker 1: simple page, like a one pager about us, was about

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Speaker 1: the ethos of the founders and the you know, cleanliness

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Speaker 1: of the farm practices, et cetera. Is very very basic

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Speaker 1: with maybe a dispensary finder, and that's about it, um

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Speaker 1: And we are at the forefront of changing that and

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Speaker 1: teaching cannabis brands that it is now there's a justification

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Speaker 1: asian for investing in lead capture and in driving paid

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Speaker 1: and compensated traffic to your website, because your website is

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Speaker 1: now an economic engine, it's a revenue source. Before it

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Speaker 1: was just an info portal slash maybe a lead jenner

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Speaker 1: into retail control over exactly. Yeah. And now if my

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Speaker 1: mic was on, I could be able to talk, but

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Speaker 1: uh is it back on? I can't even hear myself.

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Speaker 1: I don't think it's on. I think the other mix

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Speaker 1: might be pick can you hear me on your I

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Speaker 1: can hear you. I think yours was lagging Jessica's now

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Speaker 1: I can hear Jessica. Now I do, babe a little bit.

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Speaker 1: So we're back with all these analytics, right, what what

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Speaker 1: type of analytics are are they getting? Are they able to?

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Speaker 1: What are they getting? So they get the entire back

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Speaker 1: end data. So we have this system called mission control

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Speaker 1: of the brand logs in, they can see in real

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Speaker 1: time the sales dash. What is it would sort of

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Speaker 1: be a dispensary owner logging into their POS system and

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Speaker 1: being able to see all that data. That's what our

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Speaker 1: brands see in real time. So they're able to log

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Speaker 1: in and see statewide shales data, account creation data, etcetera, etcetera.

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Speaker 1: And so now they have that justification to do legion,

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Speaker 1: to work with brand ambassadors, etcetera. Because the moment the

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Speaker 1: customer registers, even before purchase, they already have their contact

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Speaker 1: info and can start to build that relationship. Do you

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Speaker 1: mean if I asked them what kind of lead data

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Speaker 1: are they capturing as a deep data where we know

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Speaker 1: like their age, demographic or is it UM, you know,

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Speaker 1: phone number, email address, and address, because obviously that's really

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Speaker 1: important to know when your consumer base. Of course, the

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Speaker 1: the advantage of cannabis being strictly regulated, and there's very

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Speaker 1: few of those advantages, but the advantages that the individual

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Speaker 1: does need to sort of positively identify themselves, including uploading

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Speaker 1: an idea, which you know, mostly if you're buying, you know,

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Speaker 1: a cup, you wouldn't do that, right. Um. So we

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Speaker 1: are capturing everything and the brand our customers have access

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Speaker 1: to everything, so age, gender, location, UM, log in patterns, UM,

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Speaker 1: all the things that you would think exists in typical

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Speaker 1: e commerce. So you know, in our solution, we even

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Speaker 1: have automated rip campaigns, um, you forgot items in your car,

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Speaker 1: SMS messages all of those things you clicked on this

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Speaker 1: maybe all of it? Yes? Or hey? Or wind back

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Speaker 1: campaigns if you haven't bought in thirty days, Hey, we

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Speaker 1: miss you. Here's ten percent off. We are a brand's

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Speaker 1: digital marketer dream come true? Is it fair to say

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Speaker 1: that this is similar to shopify? In fact, when when

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Speaker 1: I try to sort of explain in people like, you know,

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Speaker 1: the uber of this or the X of that, If

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Speaker 1: I had to describe what Ginger was. In that context,

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Speaker 1: we're sort of the Shopify plus FedEx of weed, but

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Speaker 1: we're we're it together because Shopify doesn't do logistics, right,

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Speaker 1: They're just providing the technology. So Roy, the big question

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Speaker 1: that I have that everybody seems to ponder, which I

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Speaker 1: I go there every time, which especially with ease that

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Speaker 1: you're a co founder of, is how is this legal?

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Speaker 1: Because under federal law we could not buy cannabis online.

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Speaker 1: Under federal law, you can't do that period. What is

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Speaker 1: the trick, the magic or is that the hidden secret?

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Speaker 1: Or is that the taboo that, oh Joe, that's the

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Speaker 1: information that should be sold and not told. Well, no,

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Speaker 1: I think it's it's simpler than that. There's you have

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Speaker 1: to draw distinction between federal law and state law. On

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Speaker 1: the federal side, you know, the least of your worries

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Speaker 1: should be that you're selling cannabis online. You're selling cannabis

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Speaker 1: that that already is a problem. If you want to

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Speaker 1: look from a federal perspective, you know, there's exposure there, right,

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Speaker 1: But in the end, there are you know, the Coal Memo,

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Speaker 1: there are other sort of federal guidelines that have said, hey,

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Speaker 1: if you're operating within the legal framework of your state

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Speaker 1: will leave you alone. So I would say from a

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Speaker 1: federal standpoint, that would be sort of the justification why

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Speaker 1: you can do anything in cannabis now, specifically in your

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Speaker 1: particular state and selling cannabis online. The regulations say in

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Speaker 1: California very friendly towards that. In California, there's very strict

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Speaker 1: rules around advertising the sale of cannabis online. You have

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Speaker 1: to age gate like a twenty one and older positive verification,

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Speaker 1: you have to display the license from which the delivery

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Speaker 1: will be made, and you have to appropriately calculate the taxes, etcetera.

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Speaker 1: But as long as you do all of those things,

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Speaker 1: you can legally sell cannabis online. What you can't do

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Speaker 1: is payment processing, and we don't we don't do that, right,

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Speaker 1: So you put in the order and ginger, but the

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Speaker 1: payment is handled with the driver upon delivery. The capturing

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Speaker 1: of credit cards or payments online in general is still

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Speaker 1: something that is a very tricky subject. So is there

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Speaker 1: a payment processing um you know, um wave going about

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Speaker 1: it in person or are you guys doing in cash? Yeah,

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Speaker 1: right now, it's cash or you know, like the debit

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Speaker 1: cards and the things that are allowed the drivers handle um.

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Speaker 1: But you know, in the end, everyone's waiting for for

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Speaker 1: you know, the other shooter drop on safe banking or

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Speaker 1: any of these other regulations that will allow payment process.

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Speaker 1: And there's always a work around here or there that

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Speaker 1: I've seen, We've seen this, you know. I just got

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Speaker 1: another email today from a guy who's you know, hey,

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Speaker 1: I'm doing. If I had a dollar for everyone who

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Speaker 1: reached me and said I have the only compliance solution

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Speaker 1: for credit card processing in cannabis, I'd be a much

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Speaker 1: richer man. But in the end, we don't mess with that.

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Speaker 1: I think we're actually one of maybe the only e

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Speaker 1: commerce platform in cannabis in California that doesn't do any

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Speaker 1: digital payment. And we're sort of proud of that. We

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Speaker 1: we don't want to touch that. But didn't Ease do that.

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Speaker 1: Ease did it, and other people do it, other delivery

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Speaker 1: services do it. It's it's great, it's you know, it's

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Speaker 1: sort of like it's great, it's crack. Yeah, you know,

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Speaker 1: because it does wonders short term for your sales. I mean,

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Speaker 1: in my opinion, correct me if I'm wrong. I mean

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Speaker 1: a lot of these people are doing it until they can't. Yeah,

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Speaker 1: and there's plenty of examples out there where people have

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Speaker 1: gotten in trouble and and have gotten shut down, et cetera,

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Speaker 1: and had to make a big payment for for doing

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Speaker 1: it getting caught. I mean, there was the big news

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Speaker 1: story of what happened these that they wrote a big

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Speaker 1: check for that, and more than that, you know, you

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Speaker 1: have to pay a price. Um. And so anyways, with Ginger,

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Speaker 1: we steer clear of it. And what's interesting is UM

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Speaker 1: some of our brands and we talked to be like, oh, well,

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Speaker 1: you know, I would like to go with you, Ginger,

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Speaker 1: but you don't do payment processing. That's gonna affect my

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Speaker 1: conversion rate. But that our data is showing that absolutely not.

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Speaker 1: In the end. Um we do next day delivery, we

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Speaker 1: don't do same day delivery. And with Ginger, what we

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Speaker 1: found is that we are actually attracting the most premium customer,

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Speaker 1: which is the brand loyalist or brand loyalists in training

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Speaker 1: is what I like to call them. It's a much

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Speaker 1: different consumer. I liken it to coffee, like you can

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Speaker 1: get coffee anywhere at a MPM or pay twenty dollars

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Speaker 1: at an Italian restaurant, right. I mean, it's a huge

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Speaker 1: variance for relatively the same product and well no, just

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Speaker 1: just going back to the before we move on to

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Speaker 1: that point, because I wanted to ask this earlier. Now

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Speaker 1: without being able to go into a natural dispensary and

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Speaker 1: there's no markup. I'm sorry, there's no there's no upsell,

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Speaker 1: you know. So you would kind of attract the brand

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Speaker 1: loyalists because they know exactly what they're looking for and

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Speaker 1: they go in. You typically aren't going to order something

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Speaker 1: that you haven't tried before, you know. Um, with the

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Speaker 1: data capture that you're able to get from the website,

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Speaker 1: you know, let's say I'm I, I have of a

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Speaker 1: cannabis brand and I'm selling, and with the data capture,

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Speaker 1: are you able to send them um product like offers

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Speaker 1: for new products, like off coupon for the next time

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Speaker 1: you guys logged into you know, to your store and

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Speaker 1: go try this one next time. You know. Yeah, great questions.

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Speaker 1: So the way Ginger works is we partner with the brand,

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Speaker 1: and the brand controls the marketing, not Ginger. There actually

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Speaker 1: isn't a ginger commerce dot com storefront where we sell

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Speaker 1: all our brands. We actually view that as competing with

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Speaker 1: our own customer. That's a whole other discussion that I'm

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Speaker 1: happy to have. UM. There is one other company in

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Speaker 1: our space that is doing something similar to Ginger, but

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Speaker 1: they also operate a marketplace, meaning they have a website

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Speaker 1: where you can go and you can buy all the

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Speaker 1: brands in one basket. Ginger when I founded the company

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Speaker 1: because I was a brand before starting Ginger, I started

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Speaker 1: click Spray and I felt on my own skin how

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Speaker 1: difficult it is to succeed as accountabis brand in California.

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Speaker 1: It is excruciating lee difficult, And as a result, I said,

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Speaker 1: I want to build a company that would offer brands

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Speaker 1: an alternative. But my north star, my ethos is I'm

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Speaker 1: here for the brands and I will never do anything

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Speaker 1: that sort of compromises that. And I feel like when

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Speaker 1: you have a a sort of marketplace that is side

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Speaker 1: by side competing with your brands. Now it's my marketing

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Speaker 1: team against my client's marketing team, and I have the

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Speaker 1: competitive advantage because I see all the data. So my

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Speaker 1: competitors are doing that, I am not. In the Ginger world. UM.

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Speaker 1: The product is sold on the brands as website and

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Speaker 1: only their product is sold because they're only going to

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Speaker 1: sell their product. But they are able to market that

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Speaker 1: product to the consumer. So it'll be their products, but

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Speaker 1: it'll be of this or we just launched a new

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Speaker 1: skew or the bubble dump flavor. Try this get a

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Speaker 1: coupon that they're doing all the time. Well, let's break

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Speaker 1: real quick. We're gonna come back. We're gonna talk a

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Speaker 1: little bit more about this because as you said that,

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Speaker 1: I'm curious, why don't you just take it all and

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Speaker 1: do it yourself because everybody's coming to you, and as

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Speaker 1: you say, we can talk about that. Let's talk about that.

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Speaker 1: It's Cannabis Talk one oh one. We're right back with

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Speaker 1: our guy Rory right here as Cannabis Talk. We'll be

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Speaker 1: back in a second. Yes, we'll be right back with

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Speaker 1: Cannabis Talk one oh one. Welcome back to Cannabis Talk

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Speaker 1: one oh one. Advanced Nutrients. You guys have a complete

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Speaker 1: growing system for cannabis that optimizes all phases and cycles

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Speaker 1: to bring your crops to their true genetic potential. Discover

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Speaker 1: more advanced nutrients dot com. Rory, we're talking so much

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Speaker 1: about Ginger California's director consumer solution built for cannabis. Friends.

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Speaker 1: I love everything you're saying, and every time I heard

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Speaker 1: about this. As we've had other ends on the show

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Speaker 1: that are now offering ginger on their sites. It made

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Speaker 1: us think about you, going, oh, you're doing the ginger.

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Speaker 1: They're like, oh no. But as you get all these

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Speaker 1: brands that come to you, what's stopping you from just

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Speaker 1: having your own site that offers everything, hence your your

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Speaker 1: very own weed map. So this week, it's nothing wrong

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Speaker 1: with doing that, except, like I said, you're competing with

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Speaker 1: your own customer. I would like to, you know, operate

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Speaker 1: a company that is true to its own moral compass.

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Speaker 1: You know, call me old Fashions, and I think that

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Speaker 1: there's other ways to make money alongside my customers, not

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Speaker 1: against my customers. So some of the areas where we

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Speaker 1: see ourselves um doing something similar to what you're saying,

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Speaker 1: but in a way that is complementary and not competitive,

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Speaker 1: is in our product roadmap for this year. We want

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Speaker 1: to open up our platform for brands to collaborate and

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Speaker 1: start to co market their product on other websites, on

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Speaker 1: other u r L s. I'll give you an example.

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Speaker 1: Let's say I work with three uh cannabis flower brands

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Speaker 1: from Humboldt County. They each have their own website. And

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Speaker 1: their marketing teams are trying to drive traffic to their

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Speaker 1: website to only sell their product, but they could also say, hey,

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Speaker 1: you know what, sometimes people like a little bit of this,

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Speaker 1: a little bit of that. Let's all of us band together.

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Speaker 1: Let's create a website that's like Humboldt Counties best dot

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Speaker 1: com and sell all of our products together. We're all

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Speaker 1: putting money towards marketing. We're driving customers to that site.

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Speaker 1: Maybe we'll get a different kind of consumer profile, and

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Speaker 1: we all share that customer data. We all co own

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Speaker 1: that customer data. Ginger can be the backbone to support that,

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Speaker 1: but we don't want to do it ourselves because that's

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Speaker 1: when we become a competitor to our customers. And so Ginger,

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Speaker 1: are you guys offering full website everything for clients as well.

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Speaker 1: We don't do creative because we feel like that is

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Speaker 1: where the brand identity really shines. So um, when a

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Speaker 1: brand signs up with us, they can either we give

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Speaker 1: them the developer kit and they can either build an

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Speaker 1: integration themselves or we will integrate into their website as

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Speaker 1: a professional services. But we just don't do the creative

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Speaker 1: because that's where the brand voice comes through. It's just

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Speaker 1: not an expertise we have in house. So if you

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Speaker 1: look at some of our clients, I don't know can

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Speaker 1: I share names. So some of our brands are for example,

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Speaker 1: Buddies Buddies brand dot com that's who we head in here. No,

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Speaker 1: pretty big, they're pretty big. Brand Line is another big brand.

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Speaker 1: You've had Lineman here as well too. It might have

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Speaker 1: been the two what just k so Buddies in Line.

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Speaker 1: If you go to their website, their creative team created

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Speaker 1: the experience. Another UM customer of ours is a cannabis

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Speaker 1: beverage brand called Pomo's p a MS. It's a really

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Speaker 1: cool sort of luxury Uh you know, sixty five dollars

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Speaker 1: or seven fifty mill alcohol replacement product, right, so it's

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Speaker 1: it's a mixer and you know it's a it's seven

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Speaker 1: or fifty mill mottle. So those are very different products,

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Speaker 1: very different skew set Liman Buddies probably have a hundred skews. Uh,

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Speaker 1: Palmas only has five or six and they're catering to

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Speaker 1: completely different audience. The Palmo's Beverages for this sort of

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Speaker 1: luxury refine maybe kind of curious. And then Buddies in

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Speaker 1: Lime is like something for everyone, right, A hundred skews

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Speaker 1: in all categories, from a syrup to a syringe, to

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Speaker 1: flower to all in one vapes, etcetera. So the experience

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Speaker 1: of how a consumer comes to the website and how

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Speaker 1: they interact with the website we leave to the brand,

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Speaker 1: But the integration into the e commerce we're happy to

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Speaker 1: help the brands do. Walk me through Jessica's new brand

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Speaker 1: called Jessica's Cannabis. Okay, how long does it take her

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Speaker 1: to contact you to get the site going? And then

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Speaker 1: me as the consumer, I go to Jessica's Cannabis and

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Speaker 1: how long do I get the product? Walk me through

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Speaker 1: that whole process. So it's a typical implementation is like

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Speaker 1: somewhere on thirty days. Um, there's obviously a tech component,

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Speaker 1: and then we have to get the inventory and to

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Speaker 1: our warehouses and sort of any s ops around how

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Speaker 1: the brand would like the product deliver. They give us

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Speaker 1: custom bags and you know, we train the drivers a

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Speaker 1: certain way to say certain things. So it's about thirty days.

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Speaker 1: But then when the customer comes onto the website, they

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Speaker 1: basically create an account. It's just a cell phone number

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Speaker 1: they put it in and then at that point they

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Speaker 1: can place an order. Um, if you order by midnight tonight,

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Speaker 1: the early you can get it is the following day

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Speaker 1: or up to five days in advance, so it's never

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Speaker 1: same day. We do that on purpose, by design, because

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Speaker 1: we want we need to keep our logistics costs low

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Speaker 1: so we can stay in business for our customers. And

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Speaker 1: in the end, like I mentioned, we are going after

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Speaker 1: that brand loyalists, not the person that needs their fixing

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Speaker 1: under an hour, but rather someone's like, man, I love

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Speaker 1: this brand, I'm getting a good deal, I'm earning loyalty rewards.

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Speaker 1: We have that program and so let me put in

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Speaker 1: a big order. In fact, our average basket size that

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Speaker 1: Ginger platform wide is a hundred fifty dollars in certain

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Speaker 1: parts of California. The average basket size and the dispensaries

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Speaker 1: like sixty or maybe now yeah, so um, you know,

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Speaker 1: in our average platform wide and we have some beverage

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Speaker 1: brands as well, and it's still at a fifty dollars

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Speaker 1: and your guys service is available across California from we

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Speaker 1: cover about of the population in California, so a big

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Speaker 1: chunk of sort of the Bay Area, and from in

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Speaker 1: southern California. It's pretty much from the San Fernando Valley

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Speaker 1: all the way down to Laguna. We're launching Sacramento in

427
00:22:30,240 --> 00:22:34,080
Speaker 1: San Diego this quarter. And I can only order the

428
00:22:34,160 --> 00:22:37,000
Speaker 1: brands that so Buddies for instance, are are what's your

429
00:22:37,040 --> 00:22:40,399
Speaker 1: buddies whatever? Yeah, that's so funny. I just had some

430
00:22:40,440 --> 00:22:42,640
Speaker 1: of my house. I've seen the Lime bag, the Lime

431
00:22:42,680 --> 00:22:46,120
Speaker 1: watermelon ones. Ironically, um, that was sell really well. But yeah,

432
00:22:46,320 --> 00:22:48,399
Speaker 1: so I just literally had I seen those in my

433
00:22:48,520 --> 00:22:51,040
Speaker 1: hands yesterday. I have my house as my son was,

434
00:22:51,240 --> 00:22:54,840
Speaker 1: what are these? Dad? Give me those? Not for you?

435
00:22:56,280 --> 00:23:01,000
Speaker 1: I order those in Orange County and I'm in the

436
00:23:01,080 --> 00:23:05,119
Speaker 1: Bay Area. You'll get it tomorrow, doesn't matter. We'll get

437
00:23:05,119 --> 00:23:07,879
Speaker 1: it tomorrow. And here's another example of the literally you

438
00:23:08,000 --> 00:23:11,320
Speaker 1: probably talk for another hour about the benefits that you

439
00:23:11,480 --> 00:23:13,800
Speaker 1: get with DTC that you don't get from retail. But

440
00:23:13,880 --> 00:23:18,800
Speaker 1: I'll give you one example. Statewide promotions. You cannot do

441
00:23:18,960 --> 00:23:21,600
Speaker 1: that in this industry. Let's say Lime is an example

442
00:23:21,800 --> 00:23:25,200
Speaker 1: for UM for New Years, so the day after Christmas

443
00:23:25,400 --> 00:23:29,399
Speaker 1: until UM until New Year's Eve, they wanted to run

444
00:23:29,440 --> 00:23:34,640
Speaker 1: a promo which was off plus free delivery statewide. Good

445
00:23:34,760 --> 00:23:38,560
Speaker 1: luck doing that if you're in four retail shops. Like

446
00:23:38,680 --> 00:23:41,480
Speaker 1: I'll imagine the logistics of all your sales reps talking

447
00:23:41,520 --> 00:23:45,280
Speaker 1: to all the brands, all the retailers trying to coordinate this.

448
00:23:45,600 --> 00:23:47,800
Speaker 1: They have to change their pos they have to change

449
00:23:47,840 --> 00:23:51,280
Speaker 1: the signage. It's a nightmare versus with us. They literally

450
00:23:51,320 --> 00:23:55,119
Speaker 1: go on their website boom done and then on the

451
00:23:55,160 --> 00:23:58,720
Speaker 1: expiration date on January one, twelve oh one, boom, that

452
00:23:58,800 --> 00:24:01,640
Speaker 1: promo code is no longer about, just like any other website.

453
00:24:02,359 --> 00:24:05,359
Speaker 1: Uh so this is very powerful. Um and And I

454
00:24:05,440 --> 00:24:08,280
Speaker 1: might have said this example before, but you know, for

455
00:24:08,400 --> 00:24:11,320
Speaker 1: the for the sake of being consistent, I'll say it again.

456
00:24:11,880 --> 00:24:13,679
Speaker 1: When I got in this industry, which is about ten

457
00:24:13,760 --> 00:24:17,440
Speaker 1: years ago, we were just transitioning from you know, dime

458
00:24:17,520 --> 00:24:22,120
Speaker 1: bags to uh selling inside of of a of a store,

459
00:24:22,240 --> 00:24:25,520
Speaker 1: right like you're basically selling cannabis and a ziploc bag.

460
00:24:26,080 --> 00:24:28,480
Speaker 1: And then in two thousand thirteen fourteen, we were just

461
00:24:28,720 --> 00:24:33,439
Speaker 1: getting into branded products in retail. So the industry, if

462
00:24:33,480 --> 00:24:35,879
Speaker 1: you looked at sort of the the makeup of a

463
00:24:35,960 --> 00:24:39,160
Speaker 1: cannabis brand in two thousand thirteen, it was farmers, growers,

464
00:24:39,359 --> 00:24:42,320
Speaker 1: risk takers, and like a CEO. Those were like the

465
00:24:42,440 --> 00:24:44,960
Speaker 1: people that worked at a cannabis brand. If you fast

466
00:24:45,040 --> 00:24:48,320
Speaker 1: forward to today, you have all these CpG experts, people

467
00:24:48,400 --> 00:24:51,119
Speaker 1: that came from Target and Walmart and Da Dada, and

468
00:24:51,280 --> 00:24:55,240
Speaker 1: people who have brought their expertise of how to succeed

469
00:24:55,359 --> 00:24:57,879
Speaker 1: in retail, how to get sell through in retail. So

470
00:24:58,040 --> 00:25:00,639
Speaker 1: brands have upleveled. You know, they went from where they

471
00:25:00,680 --> 00:25:05,280
Speaker 1: were ten years ago to today. They understand packaging and

472
00:25:05,480 --> 00:25:09,760
Speaker 1: retailer displays. What I'm betting on is that ten years

473
00:25:09,840 --> 00:25:11,800
Speaker 1: from now, or not even ten years from now, two

474
00:25:11,920 --> 00:25:14,200
Speaker 1: or three years from now, if you look at the

475
00:25:14,240 --> 00:25:16,960
Speaker 1: bench of a cannabis brand and said what is the

476
00:25:17,240 --> 00:25:20,679
Speaker 1: employee workforce made out of, you will have a strong

477
00:25:20,800 --> 00:25:24,840
Speaker 1: marketing team and more importantly, a strong e commerce digital

478
00:25:25,000 --> 00:25:28,520
Speaker 1: marketing team. That does not exist today in cannabis brands

479
00:25:28,600 --> 00:25:30,880
Speaker 1: by and large, And the reason it doesn't is because

480
00:25:30,960 --> 00:25:34,520
Speaker 1: there weren't companies like Ginger that would justify that expense.

481
00:25:34,520 --> 00:25:36,600
Speaker 1: Because they can drive all this demand, Where's it gonna

482
00:25:36,600 --> 00:25:39,879
Speaker 1: go dispensaries. You're gonna lose those customers. The dispensers are

483
00:25:39,880 --> 00:25:43,200
Speaker 1: gonna take them for themselves. So now that Ginger exists,

484
00:25:43,800 --> 00:25:46,720
Speaker 1: these brands like Lime and Buddies and others maybe that

485
00:25:46,840 --> 00:25:50,080
Speaker 1: have talked to you. They're they're connecting the dots themselves,

486
00:25:50,520 --> 00:25:52,600
Speaker 1: and their executives are saying, Hey, I'm gonna talk to

487
00:25:52,640 --> 00:25:54,879
Speaker 1: a recruiter and I'm gonna hire a head of digital

488
00:25:54,960 --> 00:25:57,639
Speaker 1: marketing and someone that worked at Amazon and somewhere that

489
00:25:57,680 --> 00:26:00,040
Speaker 1: worked at X y Z, and I'm gonna start to

490
00:26:00,160 --> 00:26:02,359
Speaker 1: be a master my own destiny and build up this channel.

491
00:26:02,960 --> 00:26:07,919
Speaker 1: As I Buddies, they have to give you one products

492
00:26:07,960 --> 00:26:09,960
Speaker 1: of or what X amount of number of product of

493
00:26:10,040 --> 00:26:12,400
Speaker 1: each of their excuse, I mean, it's it's up to them,

494
00:26:12,600 --> 00:26:14,439
Speaker 1: and I'm sorry, I guess up to both of us

495
00:26:14,520 --> 00:26:16,600
Speaker 1: because we are sort of partners in this venture in

496
00:26:16,640 --> 00:26:19,000
Speaker 1: a way where you know, I can't be a dumping

497
00:26:19,080 --> 00:26:22,080
Speaker 1: ground of product, which tends to happen in this industry

498
00:26:22,119 --> 00:26:24,600
Speaker 1: as well, especially with the white label manufacturers that don't

499
00:26:24,720 --> 00:26:27,160
Speaker 1: have their own facilities. So it is it is sort

500
00:26:27,200 --> 00:26:29,480
Speaker 1: of a partnership between us and the brand. But I

501
00:26:29,600 --> 00:26:31,919
Speaker 1: want them to be successful and I have an interest

502
00:26:31,960 --> 00:26:34,880
Speaker 1: in helping them sell. One of the advantages of Buddies

503
00:26:34,920 --> 00:26:38,720
Speaker 1: in Lime is their multi category, multi scure Omniskew brands,

504
00:26:39,200 --> 00:26:42,399
Speaker 1: and so I'm happy to take those hundred skews because

505
00:26:42,520 --> 00:26:45,840
Speaker 1: one of the advantages for them is that they can

506
00:26:46,400 --> 00:26:50,520
Speaker 1: carry all the skews in one place in retail. That rarely,

507
00:26:50,600 --> 00:26:53,160
Speaker 1: if ever, happens. If I'm Buddies, if I'm a sales

508
00:26:53,160 --> 00:26:55,800
Speaker 1: wrap out Buddies and I go to a great dispensary

509
00:26:55,840 --> 00:26:57,639
Speaker 1: and I'm like, hey, man, I have a hundred skews.

510
00:26:57,720 --> 00:27:00,239
Speaker 1: Can you carry all of them? Guys like we got

511
00:27:00,359 --> 00:27:02,600
Speaker 1: and it's not your decision. You know that this guy

512
00:27:02,680 --> 00:27:05,240
Speaker 1: he tried the watermelon cushy, didn't like it, so we'll

513
00:27:05,280 --> 00:27:08,240
Speaker 1: get everything, but not this. The dispensaries are sort of

514
00:27:08,280 --> 00:27:11,000
Speaker 1: the top dot. It's their decision. You know. They're gonna

515
00:27:11,040 --> 00:27:13,840
Speaker 1: tell you, yeah, yeah, that's not gonna sell here. I

516
00:27:13,920 --> 00:27:16,960
Speaker 1: know my customers are that's too expensive or already have five.

517
00:27:17,040 --> 00:27:19,600
Speaker 1: There's no difference between the fifth and the sixth one,

518
00:27:19,640 --> 00:27:23,000
Speaker 1: so no thanks. But online you can carry your entire

519
00:27:23,080 --> 00:27:25,800
Speaker 1: catalog and there's no issue with that. So but when

520
00:27:25,960 --> 00:27:28,760
Speaker 1: when a brand drops off some of their product to you, right, um,

521
00:27:29,000 --> 00:27:31,199
Speaker 1: well a can I drop ship my products to your

522
00:27:31,240 --> 00:27:36,399
Speaker 1: fulfillment center? And also, um, how much product can somebody

523
00:27:36,440 --> 00:27:40,320
Speaker 1: actually helps with you? So it's it's brand by brand um,

524
00:27:40,760 --> 00:27:44,399
Speaker 1: we we try to right size the amount of inventory

525
00:27:44,600 --> 00:27:46,280
Speaker 1: we take that's going to be like a two to

526
00:27:46,400 --> 00:27:49,560
Speaker 1: four week rotation. So based on the size of the brand,

527
00:27:49,640 --> 00:27:53,080
Speaker 1: the category, et cetera. Our team tries to sort of

528
00:27:53,359 --> 00:27:55,360
Speaker 1: if we've never worked with them before or if they've

529
00:27:55,400 --> 00:27:58,080
Speaker 1: never been on DTC before, we try to guess him

530
00:27:58,119 --> 00:28:02,440
Speaker 1: at how much inventory we should take on. Ultimately, it's

531
00:28:02,440 --> 00:28:06,400
Speaker 1: actually Ginger's decision. We have the veto right on how

532
00:28:06,520 --> 00:28:09,560
Speaker 1: much inventory we're willing to take on. But of course,

533
00:28:09,640 --> 00:28:12,400
Speaker 1: like I said, we're incentivized to sell. Uh So initially

534
00:28:12,440 --> 00:28:14,479
Speaker 1: it's just kind of an a guestimate and then as

535
00:28:14,560 --> 00:28:16,479
Speaker 1: we see the south through data, we try to keep

536
00:28:16,520 --> 00:28:18,800
Speaker 1: about two to four weeks worth of inventory. And then

537
00:28:18,920 --> 00:28:21,520
Speaker 1: as you guys get the product, you guys deliver, you

538
00:28:21,640 --> 00:28:25,359
Speaker 1: guys take the payment that you guys will pay whatever

539
00:28:25,440 --> 00:28:28,000
Speaker 1: company that's that you guys are doing business with. Yeah. Absolutely,

540
00:28:28,080 --> 00:28:30,320
Speaker 1: So the money comes from the consumer to the driver,

541
00:28:31,119 --> 00:28:34,240
Speaker 1: from the driver gets deposited accountabis compliant bank account, and

542
00:28:34,320 --> 00:28:36,640
Speaker 1: then you know, sort of reimbursements go out of there.

543
00:28:36,680 --> 00:28:38,760
Speaker 1: So a payment goes to the brand and we we

544
00:28:38,920 --> 00:28:41,200
Speaker 1: sort of have agreements on a brand by brand basis.

545
00:28:41,320 --> 00:28:44,360
Speaker 1: So you know, our our take rate is different depending

546
00:28:44,400 --> 00:28:46,760
Speaker 1: on volumes and things like that, but yeah, basically we

547
00:28:46,840 --> 00:28:50,360
Speaker 1: pay the brand, the depot gets reimburse and then eventually

548
00:28:50,480 --> 00:28:52,560
Speaker 1: there's there's a piece that's left beyond for us. You

549
00:28:52,640 --> 00:28:54,760
Speaker 1: mentioned earlier or something about packaging. Are you still in

550
00:28:54,840 --> 00:28:56,719
Speaker 1: packaging in any sort, Like if I were to drop

551
00:28:56,800 --> 00:28:59,160
Speaker 1: super product to your to your facility, can you help

552
00:28:59,240 --> 00:29:03,760
Speaker 1: me create packaging or you know whatever that may be, clamshelf. Yeah, no,

553
00:29:04,000 --> 00:29:07,400
Speaker 1: we we we expect you know, ready to go, recomplient,

554
00:29:07,520 --> 00:29:11,120
Speaker 1: everything ready at um. Where we do help is if

555
00:29:11,200 --> 00:29:14,280
Speaker 1: the brand wants to have like a delivery BA branded

556
00:29:14,320 --> 00:29:17,360
Speaker 1: delivery bag or swag or a little bit gift or

557
00:29:17,480 --> 00:29:20,160
Speaker 1: thank you. We want to customize the experience for the

558
00:29:20,240 --> 00:29:23,400
Speaker 1: consumer because the whole point here is the services white labeled.

559
00:29:23,480 --> 00:29:26,360
Speaker 1: So the brands were correct and saying oh no, it's me.

560
00:29:26,720 --> 00:29:29,760
Speaker 1: We want them to think that way and communicate with

561
00:29:29,840 --> 00:29:32,480
Speaker 1: the customer that way. So if you're a line this

562
00:29:32,760 --> 00:29:36,720
Speaker 1: was aligned delivery delivered by a line delivery driver. Ginger

563
00:29:36,920 --> 00:29:39,120
Speaker 1: is sort of a behind the scenes brand. We're B

564
00:29:39,240 --> 00:29:42,400
Speaker 1: two B. So that's how you guys provide such a

565
00:29:42,480 --> 00:29:44,960
Speaker 1: great service for all these companies that everybody believes and

566
00:29:45,120 --> 00:29:47,719
Speaker 1: thinks that that's that company. They that's why they got

567
00:29:47,760 --> 00:29:49,960
Speaker 1: all hush hush, wouldn't want thanks for him on the show.

568
00:29:50,040 --> 00:29:56,000
Speaker 1: That's a ginger. I'm like that. It's Cannabis Talk. What

569
00:29:56,280 --> 00:29:57,840
Speaker 1: we're gonna break real quick. We're to come back. I

570
00:29:57,880 --> 00:29:59,640
Speaker 1: want to talk about click spray right now and see

571
00:29:59,680 --> 00:30:04,560
Speaker 1: other doing because I remember getting the purple bottle, the

572
00:30:04,680 --> 00:30:08,320
Speaker 1: Purple one sleep the night, night night, and I still

573
00:30:08,480 --> 00:30:10,680
Speaker 1: have to tell this day, going, oh my god, that

574
00:30:10,800 --> 00:30:12,640
Speaker 1: was one of the best ones. Right there. It's Cannabis

575
00:30:12,720 --> 00:30:15,160
Speaker 1: Talk one oh one. We're gonna find out where you

576
00:30:15,240 --> 00:30:17,720
Speaker 1: can get this because we need some night night. It's

577
00:30:17,760 --> 00:30:19,880
Speaker 1: Cannabis Talk one oh one. We're right back after day.

578
00:30:20,760 --> 00:30:23,200
Speaker 1: We'll be right back with Cannabis Talk on a one.

579
00:30:31,280 --> 00:30:34,040
Speaker 1: Welcome back to Cannabis Talk one o one. Live the

580
00:30:34,120 --> 00:30:37,800
Speaker 1: life you say you guys, rise above ordinary weekend plans.

581
00:30:37,840 --> 00:30:42,880
Speaker 1: With Elevation Nations membership, you'll gain access to exclusive events, entertainment,

582
00:30:42,920 --> 00:30:47,320
Speaker 1: adventure and wellness experience. Visit Elevation Nations dot com to

583
00:30:47,440 --> 00:30:50,920
Speaker 1: learn more. If you're looking for a cannabis hotel, that's

584
00:30:50,960 --> 00:30:53,360
Speaker 1: the one you want to go to my guy, Roy,

585
00:30:54,520 --> 00:30:56,560
Speaker 1: click spray was the first thing that ever came out

586
00:30:56,600 --> 00:30:58,920
Speaker 1: of your mouth with me what I first seen. It

587
00:30:59,080 --> 00:31:00,480
Speaker 1: was one of the first things I put in my

588
00:31:00,600 --> 00:31:04,760
Speaker 1: mouth that to go to sleep worth actually, and how

589
00:31:04,920 --> 00:31:07,480
Speaker 1: is click spray doing? Where can people find is click

590
00:31:07,520 --> 00:31:09,160
Speaker 1: spray one of those things that they can order and

591
00:31:09,240 --> 00:31:11,520
Speaker 1: get delivered the next day as well? Obviously you know

592
00:31:12,080 --> 00:31:15,280
Speaker 1: as the champions of of DTC clickers at the forefront

593
00:31:15,320 --> 00:31:17,600
Speaker 1: of that. Uh So click spray dot com you can

594
00:31:17,720 --> 00:31:20,600
Speaker 1: you can buy the product and it's doing well. Um.

595
00:31:20,760 --> 00:31:24,280
Speaker 1: We launched in Massachusetts, in Ohio. Uh So, now we're

596
00:31:24,280 --> 00:31:26,400
Speaker 1: in a couple more states with with more states. Guy,

597
00:31:26,520 --> 00:31:29,680
Speaker 1: it's doing really well in Ohio, believe it or not. Um.

598
00:31:30,080 --> 00:31:31,760
Speaker 1: And then we've got our sight set on is some

599
00:31:31,880 --> 00:31:34,960
Speaker 1: international expansion and some really cool things like that in

600
00:31:35,080 --> 00:31:38,520
Speaker 1: Canada and in Europe. UM. But just sort of a

601
00:31:38,640 --> 00:31:41,360
Speaker 1: learning um in the last year, especially in a state

602
00:31:41,480 --> 00:31:47,000
Speaker 1: like California. UM. Some brands don't do well in retail,

603
00:31:47,640 --> 00:31:50,160
Speaker 1: or some categories don't do well in retail. And I

604
00:31:50,240 --> 00:31:53,800
Speaker 1: think that that's another advantage of direct to consumer. We

605
00:31:54,280 --> 00:31:58,080
Speaker 1: we've just been trained to think that the only place

606
00:31:58,160 --> 00:32:01,600
Speaker 1: to buy weed legally is at a dispensary, And that's

607
00:32:01,720 --> 00:32:04,480
Speaker 1: not true. Guys. You can buy alcohol at a bar,

608
00:32:04,720 --> 00:32:08,200
Speaker 1: at a supermarket, and a hundred different other places, and

609
00:32:08,280 --> 00:32:12,160
Speaker 1: they all have their uniqueness and their value add and

610
00:32:12,320 --> 00:32:17,240
Speaker 1: so in that regard wellness products and other categories, it's

611
00:32:17,280 --> 00:32:19,760
Speaker 1: a chicken of the egg if you if you're a

612
00:32:19,840 --> 00:32:22,840
Speaker 1: wellness brand and you go to a buyer at a dispensary,

613
00:32:23,400 --> 00:32:25,800
Speaker 1: he may he or she may say, yeah, that's not

614
00:32:25,880 --> 00:32:28,840
Speaker 1: going to succeed here. Well, why well, because I just

615
00:32:28,920 --> 00:32:30,920
Speaker 1: get a bunch of stoners and they want to strange

616
00:32:32,240 --> 00:32:35,200
Speaker 1: is two point five milligram forget it? So now you

617
00:32:35,400 --> 00:32:37,960
Speaker 1: might think as a brand, my product sucks, I should

618
00:32:38,000 --> 00:32:41,560
Speaker 1: just fold. Well, no, your product doesn't suck. The people

619
00:32:41,640 --> 00:32:44,360
Speaker 1: who come into a dispensary are not interested in your

620
00:32:44,480 --> 00:32:47,040
Speaker 1: product because who comes in the people who know that

621
00:32:47,120 --> 00:32:49,840
Speaker 1: dispensary is only stock? Have you hit her ship? So

622
00:32:49,960 --> 00:32:52,280
Speaker 1: it's a chicken of the egg. But it's a big,

623
00:32:52,440 --> 00:32:55,560
Speaker 1: wide universe out there on the Internet where you can

624
00:32:55,640 --> 00:32:58,760
Speaker 1: attract any kind of consumer, people with eggs and pains,

625
00:32:59,120 --> 00:33:02,640
Speaker 1: people of a certain age, people in certain demographics that

626
00:33:02,880 --> 00:33:06,160
Speaker 1: might want your product. So there are certain products in

627
00:33:06,240 --> 00:33:09,840
Speaker 1: certain categories, especially in cannabis, that tend to do real well,

628
00:33:10,040 --> 00:33:13,720
Speaker 1: much better in retail. In fact, I'll say beverage. We

629
00:33:13,840 --> 00:33:16,560
Speaker 1: have a couple of beverage brands, one of them specifically

630
00:33:16,960 --> 00:33:20,960
Speaker 1: that was like, dude, if if if Ginger was a dispensary,

631
00:33:21,560 --> 00:33:25,000
Speaker 1: you'r you would be my top selling dispensary. The amount

632
00:33:25,080 --> 00:33:27,520
Speaker 1: of volume that I pushed through my website is more

633
00:33:27,600 --> 00:33:30,320
Speaker 1: than any single dispensary. In fact, a combination of a

634
00:33:30,400 --> 00:33:34,640
Speaker 1: bunch of dispensaries and I get higher margins. So especially

635
00:33:34,720 --> 00:33:38,719
Speaker 1: a category like beverages, especially a sixty eight dollar bottle

636
00:33:39,120 --> 00:33:42,000
Speaker 1: that's a kind of a hefty purchase. Those kinds of

637
00:33:42,040 --> 00:33:44,480
Speaker 1: products could die on the vine of in a dispensary.

638
00:33:45,200 --> 00:33:47,160
Speaker 1: But they have a place in the market. They just

639
00:33:47,680 --> 00:33:49,800
Speaker 1: are marketing their product in the wrong place. You can't

640
00:33:50,000 --> 00:33:53,800
Speaker 1: market a premium product at ah and an outlet as

641
00:33:53,840 --> 00:33:56,680
Speaker 1: an example. And not only that, it's just so great

642
00:33:56,760 --> 00:33:59,080
Speaker 1: for these brands. And if you're a brand out there listening,

643
00:33:59,480 --> 00:34:04,160
Speaker 1: it's four but unfortunate that it's only in California. Where

644
00:34:04,200 --> 00:34:08,120
Speaker 1: are we and how is this going to if anyone's listening.

645
00:34:08,200 --> 00:34:10,520
Speaker 1: If you've got a license to deliver in a state

646
00:34:10,600 --> 00:34:14,200
Speaker 1: other than California. Please contact Roy at Ginger commerce dot com.

647
00:34:15,080 --> 00:34:17,360
Speaker 1: We are in the market, we have some active conversations,

648
00:34:17,440 --> 00:34:20,560
Speaker 1: but we would love nothing else than to partner with

649
00:34:20,840 --> 00:34:24,759
Speaker 1: license holders in other states. Our model is where it's not.

650
00:34:24,960 --> 00:34:28,319
Speaker 1: We don't like to build infrastructure, obtain licenses and all

651
00:34:28,400 --> 00:34:31,200
Speaker 1: of that. We like to partner with operators that already

652
00:34:31,280 --> 00:34:35,080
Speaker 1: have that foundation and want the technology and the brand

653
00:34:35,160 --> 00:34:37,440
Speaker 1: portfolio that Ginger sort of brings to the table, and

654
00:34:37,480 --> 00:34:40,520
Speaker 1: then it's a partnership. And at this point, I'm imagining

655
00:34:40,800 --> 00:34:43,600
Speaker 1: all the states that are active out there one a

656
00:34:43,640 --> 00:34:46,520
Speaker 1: piece of this. Yeah, and for some of them it

657
00:34:46,600 --> 00:34:48,839
Speaker 1: makes more sense than others. I think Florida is going

658
00:34:48,880 --> 00:34:50,760
Speaker 1: to be a tough one the way the REGs were written,

659
00:34:50,760 --> 00:34:54,600
Speaker 1: and they're sort of actively working against um online sales.

660
00:34:54,719 --> 00:34:57,320
Speaker 1: And in the example that you you had mentioned before,

661
00:34:58,040 --> 00:35:00,440
Speaker 1: that's that's a state where for now, at least the

662
00:35:00,520 --> 00:35:04,040
Speaker 1: state is making it super difficult to sell online or

663
00:35:04,200 --> 00:35:07,239
Speaker 1: to do delivery both. But a state like New York,

664
00:35:07,400 --> 00:35:12,240
Speaker 1: which has recognized how difficult they've been in letting retail

665
00:35:12,320 --> 00:35:15,520
Speaker 1: open that they've said, we're prioritizing delivery. So I think

666
00:35:15,600 --> 00:35:17,880
Speaker 1: that New York, New Jersey and some other markets are

667
00:35:17,880 --> 00:35:21,560
Speaker 1: going to be great for delivery, and maybe brands and

668
00:35:21,600 --> 00:35:25,800
Speaker 1: operators can learn a lesson from the uh, you know,

669
00:35:26,000 --> 00:35:29,239
Speaker 1: problems of California and recognize how they can do it

670
00:35:29,320 --> 00:35:32,080
Speaker 1: better in a state like New York. I love New

671
00:35:32,160 --> 00:35:34,840
Speaker 1: York because it is an incredible sort of out of

672
00:35:34,960 --> 00:35:41,040
Speaker 1: home advertising market. There's so much billboard and bust, stop

673
00:35:41,080 --> 00:35:44,360
Speaker 1: and subways, stop, real estate to market your wares, and

674
00:35:44,480 --> 00:35:47,040
Speaker 1: as far as I've seen, the regulations do allow for

675
00:35:47,320 --> 00:35:49,800
Speaker 1: for that to some extent um that I think that

676
00:35:49,920 --> 00:35:52,960
Speaker 1: if you were in DTC, if you were brandon e commerce,

677
00:35:53,320 --> 00:35:56,560
Speaker 1: you should love a state like New York for delivery.

678
00:35:56,800 --> 00:36:00,280
Speaker 1: What do is ginger actually stand for? It's a funny

679
00:36:00,360 --> 00:36:02,360
Speaker 1: I get asked that every now and again. You know,

680
00:36:02,440 --> 00:36:04,440
Speaker 1: when you start a company like ease or you know,

681
00:36:04,840 --> 00:36:08,360
Speaker 1: you look you look for sort of simple words, fewest

682
00:36:08,440 --> 00:36:11,719
Speaker 1: amount of letters, just something that's really easy. And um,

683
00:36:12,239 --> 00:36:14,400
Speaker 1: my partner and I were just sort of one day,

684
00:36:14,400 --> 00:36:16,319
Speaker 1: We're like, we gotta figure out what we're calling this thing.

685
00:36:16,680 --> 00:36:18,360
Speaker 1: And we kind of looked around the room and a

686
00:36:18,440 --> 00:36:22,360
Speaker 1: redhead walked by, and we had just bought ginger shots

687
00:36:23,040 --> 00:36:24,920
Speaker 1: and I looked at him, like, how about ginger, And

688
00:36:25,000 --> 00:36:28,400
Speaker 1: he's like maybe, I'm like, dude, ginger, Like everyone loves ginger.

689
00:36:28,719 --> 00:36:31,920
Speaker 1: It's a palette cleanser, It's a root. Cannabis is kind

690
00:36:31,960 --> 00:36:34,400
Speaker 1: of a weed. Um. You know, It's just has a

691
00:36:34,480 --> 00:36:36,800
Speaker 1: lot of positive connotations. It's good like if you have

692
00:36:37,200 --> 00:36:42,120
Speaker 1: a cold, etcetera inger And you know, there hasn't really

693
00:36:42,200 --> 00:36:44,600
Speaker 1: been anything ginger related in this space, so we're the

694
00:36:44,680 --> 00:36:48,480
Speaker 1: only ones. So may the fact that he said palette cleaner,

695
00:36:48,560 --> 00:36:51,520
Speaker 1: it's like it cleans up the palette for your company,

696
00:36:52,480 --> 00:36:55,200
Speaker 1: opens everything up for you. Just it makes sense, it

697
00:36:55,320 --> 00:36:59,839
Speaker 1: really does, because this is like a a platform that, ay,

698
00:37:00,320 --> 00:37:04,960
Speaker 1: every cannabis company should be utilizing and partnering with you

699
00:37:05,040 --> 00:37:07,840
Speaker 1: guys with because like you said, where else can you

700
00:37:07,960 --> 00:37:11,400
Speaker 1: put all your skews in one basket? No pun intended,

701
00:37:11,440 --> 00:37:13,200
Speaker 1: but it's like all your skews are right there on

702
00:37:13,320 --> 00:37:18,200
Speaker 1: your website and your clients can pick and choose. And

703
00:37:18,320 --> 00:37:21,520
Speaker 1: not only that, you're able to utilize all that data

704
00:37:21,640 --> 00:37:24,360
Speaker 1: like you've been mentioning, so you have all the analytics

705
00:37:24,480 --> 00:37:26,680
Speaker 1: of what your potential, not only the dispenchary that you

706
00:37:26,719 --> 00:37:29,239
Speaker 1: have your two products and going, oh, this one did

707
00:37:29,280 --> 00:37:32,359
Speaker 1: really good in in the Valley. This one is doing

708
00:37:32,440 --> 00:37:38,880
Speaker 1: great in San Diego. But you're able really pre sales, drops, subscriptions,

709
00:37:39,520 --> 00:37:42,879
Speaker 1: referral programs, all of what I've just said you could

710
00:37:42,960 --> 00:37:45,160
Speaker 1: not do in retail. And there's just nothing more valuable

711
00:37:45,200 --> 00:37:47,920
Speaker 1: than knowing your your customer. Like the better your you

712
00:37:48,000 --> 00:37:50,320
Speaker 1: know your customer and their age and their demographic and

713
00:37:50,360 --> 00:37:52,279
Speaker 1: their race, on their backgrounds and there where they live

714
00:37:52,320 --> 00:37:54,920
Speaker 1: and they were all of it. You know, the more

715
00:37:54,960 --> 00:37:57,520
Speaker 1: you know your customer that the better you can develop

716
00:37:57,560 --> 00:38:01,359
Speaker 1: your product to to give them exactly what they want. So, um,

717
00:38:01,440 --> 00:38:07,319
Speaker 1: you were saying earlier that, um, I'm sorry, I got

718
00:38:07,400 --> 00:38:10,080
Speaker 1: set for you right as you mentioned all that stuff

719
00:38:10,080 --> 00:38:12,919
Speaker 1: in the data? What has stood out to you that's

720
00:38:12,960 --> 00:38:17,600
Speaker 1: been eye opening? As uh, Jessica says that you know,

721
00:38:17,680 --> 00:38:21,480
Speaker 1: getting this data like is it? Wow, I'm surprised to see.

722
00:38:21,560 --> 00:38:25,200
Speaker 1: Like for me, when I look at the analytics for dispensaries,

723
00:38:25,520 --> 00:38:29,839
Speaker 1: it's obvious and it proven that people over fifty five

724
00:38:29,920 --> 00:38:33,000
Speaker 1: are more going into a dispensary, right, Like Wow, I

725
00:38:33,040 --> 00:38:36,359
Speaker 1: didn't realize that fifty five and over go to a dispensary. Wow.

726
00:38:37,080 --> 00:38:39,000
Speaker 1: What are some of these analytics that you go that

727
00:38:39,160 --> 00:38:42,040
Speaker 1: that were the wow for you and and the other

728
00:38:42,440 --> 00:38:44,520
Speaker 1: companies that are going. This might not be earth chattering,

729
00:38:44,880 --> 00:38:46,879
Speaker 1: but I think for the brands it's it's a it's

730
00:38:46,880 --> 00:38:50,040
Speaker 1: a validation. What has been an eye opener for me

731
00:38:50,520 --> 00:38:56,279
Speaker 1: is how targeted marketing in the cannabis space really does work.

732
00:38:56,600 --> 00:38:59,200
Speaker 1: So for example, we we ran we ran a report

733
00:38:59,239 --> 00:39:01,880
Speaker 1: for one of our brand and they decided they wanted

734
00:39:01,920 --> 00:39:05,120
Speaker 1: to have a campaign which was moved one time customers

735
00:39:05,200 --> 00:39:07,799
Speaker 1: to three time customers, so one purchase moved them down

736
00:39:07,920 --> 00:39:11,320
Speaker 1: the funnel to the three purchases. And where I was like,

737
00:39:11,680 --> 00:39:13,440
Speaker 1: you know, that's stuff to do. Imagine it freetail if

738
00:39:13,440 --> 00:39:17,280
Speaker 1: you wanted to do that, well everybody would ye Chrystal

739
00:39:17,560 --> 00:39:20,040
Speaker 1: sending them and how can you even get the data

740
00:39:20,040 --> 00:39:22,279
Speaker 1: because the dispensiones don't want to share the data. So

741
00:39:23,200 --> 00:39:25,319
Speaker 1: we did it and it was wildly successful. We were

742
00:39:25,360 --> 00:39:28,080
Speaker 1: able to move like I think maybe in the segment

743
00:39:28,160 --> 00:39:30,080
Speaker 1: of the people in the segment that we're identified, it's

744
00:39:30,120 --> 00:39:33,560
Speaker 1: a few hundred people were successfully moved down to a

745
00:39:33,680 --> 00:39:36,480
Speaker 1: third order by just engaging with them through email, at

746
00:39:36,640 --> 00:39:39,160
Speaker 1: SMS and even a phone call campaign that we did

747
00:39:39,400 --> 00:39:43,719
Speaker 1: that Hi, this is Roy from Lime Cannabis. I saw

748
00:39:43,800 --> 00:39:47,320
Speaker 1: that you ordered water Mental Skittles last week. How was it?

749
00:39:47,360 --> 00:39:49,759
Speaker 1: How did it hit? The guy was like, dude, yeah, man,

750
00:39:49,800 --> 00:39:51,880
Speaker 1: it was as cool as a little rough. And I'm like, hey,

751
00:39:51,960 --> 00:39:54,960
Speaker 1: you know we're running a promo. It's off dada da

752
00:39:55,000 --> 00:39:56,880
Speaker 1: blah blah blah. Okay, yeah, guys, pull me in and

753
00:39:56,960 --> 00:39:59,560
Speaker 1: we could take an order over the phone. So it's

754
00:39:59,600 --> 00:40:02,080
Speaker 1: been some prising to me that it works because now

755
00:40:02,160 --> 00:40:04,560
Speaker 1: I have data to show brands that it works. Up

756
00:40:04,640 --> 00:40:06,960
Speaker 1: until now, people sort of gave up I think the

757
00:40:07,080 --> 00:40:09,360
Speaker 1: mantra now because you can't advertise on Google and all that,

758
00:40:09,640 --> 00:40:12,360
Speaker 1: people are like, uh, threw so much money into it

759
00:40:12,440 --> 00:40:15,480
Speaker 1: and it's not working. And now we have data to

760
00:40:15,520 --> 00:40:18,319
Speaker 1: show that it absolutely is working. You just throw money

761
00:40:18,360 --> 00:40:23,800
Speaker 1: into it too early. Before DTC what existed. People have

762
00:40:23,960 --> 00:40:27,000
Speaker 1: tried to do digital advertising. They never saw the r

763
00:40:27,040 --> 00:40:29,200
Speaker 1: o I because there was just no way to present it.

764
00:40:29,600 --> 00:40:31,840
Speaker 1: And for me, the biggest sort of learning is I

765
00:40:31,960 --> 00:40:36,160
Speaker 1: do now have data that validates that marketing dollars going

766
00:40:36,239 --> 00:40:39,520
Speaker 1: in sales come out day and night. I remember what

767
00:40:39,560 --> 00:40:43,359
Speaker 1: I was gonna ask you the gamification process. You said

768
00:40:43,360 --> 00:40:46,279
Speaker 1: earlier that you have some sort of a gamification into

769
00:40:46,320 --> 00:40:48,560
Speaker 1: your platform. What is that and how effective is it?

770
00:40:49,920 --> 00:40:54,200
Speaker 1: I mean, we can't reveal all our secrets, but I

771
00:40:54,280 --> 00:40:58,239
Speaker 1: think in the end of the day, um, when you

772
00:40:58,480 --> 00:41:01,120
Speaker 1: when you have such a rich datas it, you can

773
00:41:01,560 --> 00:41:04,080
Speaker 1: sort of tend to predict behavior. And I think cannabis

774
00:41:04,200 --> 00:41:07,600
Speaker 1: consumers are some of the most predictable consumers out there

775
00:41:08,480 --> 00:41:10,440
Speaker 1: because for a lot of people, it is something they

776
00:41:10,480 --> 00:41:14,920
Speaker 1: depend on, you know, whether it's health related or mental health, etcetera.

777
00:41:15,560 --> 00:41:19,279
Speaker 1: So by knowing more about our customers, were able to

778
00:41:21,160 --> 00:41:24,920
Speaker 1: create so many customized offers are really here, there's a

779
00:41:25,000 --> 00:41:34,160
Speaker 1: dog bark, that's a validation. Um. So I think that

780
00:41:34,360 --> 00:41:36,640
Speaker 1: you know, with with a rich data set comes ability

781
00:41:36,719 --> 00:41:41,080
Speaker 1: to U have really targeted offers to our customers. And

782
00:41:41,440 --> 00:41:43,600
Speaker 1: you know, I guess you could call that gamification, but

783
00:41:43,880 --> 00:41:47,800
Speaker 1: it's really optimization. Uh. And ultimately, like I said, my

784
00:41:48,080 --> 00:41:52,000
Speaker 1: dream is that the digital marketing team will be the

785
00:41:52,160 --> 00:41:55,640
Speaker 1: largest department of every cannabis brand in California. And by

786
00:41:55,680 --> 00:41:58,000
Speaker 1: the way, it's my dream, but if that dream comes

787
00:41:58,360 --> 00:42:02,000
Speaker 1: to fruition, it'll do what I hope one day happens,

788
00:42:02,080 --> 00:42:05,360
Speaker 1: which is that brands are going to be the powerful

789
00:42:05,560 --> 00:42:08,960
Speaker 1: entity in this industry, and that's what we've been missing.

790
00:42:09,440 --> 00:42:13,440
Speaker 1: The entities that are powerful are the handlers, the operators,

791
00:42:13,520 --> 00:42:18,400
Speaker 1: the brick and mortars, the distributors, the supply chain people.

792
00:42:18,960 --> 00:42:21,960
Speaker 1: They're the ones that hold this industry by the you

793
00:42:22,120 --> 00:42:24,759
Speaker 1: know what, And I think that's wrong. I think that

794
00:42:24,960 --> 00:42:30,520
Speaker 1: ultimately it stifles creativity. It makes amazing brands fail because

795
00:42:30,920 --> 00:42:34,200
Speaker 1: distributor didn't want to pick them up, or because you know,

796
00:42:34,440 --> 00:42:37,400
Speaker 1: hiring a sales team of fifteen people is expensive to

797
00:42:37,440 --> 00:42:40,000
Speaker 1: try to blanket California to try to make a dent,

798
00:42:40,760 --> 00:42:43,439
Speaker 1: And if we are successful in what we are doing,

799
00:42:44,000 --> 00:42:47,000
Speaker 1: you really just need a really strong ACoM team and

800
00:42:47,120 --> 00:42:49,000
Speaker 1: you can succeed as a brand. You can at least

801
00:42:49,000 --> 00:42:52,200
Speaker 1: break even, you can at least survive and exist, and

802
00:42:52,480 --> 00:42:55,239
Speaker 1: consumers win when that happens because you'll have choice. You'll

803
00:42:55,320 --> 00:42:58,840
Speaker 1: have our teasonal craft brands that are still able to

804
00:42:58,880 --> 00:43:01,359
Speaker 1: bring in enough revenue you to to survive and keep

805
00:43:01,400 --> 00:43:03,680
Speaker 1: their dream alive. And even if they have a thousand

806
00:43:03,760 --> 00:43:06,920
Speaker 1: customers a year, hey, those thousand people really love your product.

807
00:43:07,680 --> 00:43:11,000
Speaker 1: And not only that, if you're Southern California company and

808
00:43:11,120 --> 00:43:12,759
Speaker 1: you really want to pop in the Bay Area, you

809
00:43:12,840 --> 00:43:16,040
Speaker 1: can start marketing out there, throw something out there, and

810
00:43:16,120 --> 00:43:18,560
Speaker 1: then before you know it, you know your your your

811
00:43:18,600 --> 00:43:20,960
Speaker 1: website is being able to sell there. And if you're

812
00:43:21,000 --> 00:43:23,120
Speaker 1: not in all the dispensaries out there, you're not in this.

813
00:43:23,280 --> 00:43:25,480
Speaker 1: When you're not in that one, you're still able to

814
00:43:25,520 --> 00:43:27,440
Speaker 1: get the products out there. I'm having to say something

815
00:43:27,680 --> 00:43:30,680
Speaker 1: that might be controversial, but I think that's okay. I'm

816
00:43:30,760 --> 00:43:35,120
Speaker 1: I'm used to being a disruptor sometimes when when brand

817
00:43:35,680 --> 00:43:38,320
Speaker 1: executives are talking to me about potentially joining them, and

818
00:43:38,360 --> 00:43:39,919
Speaker 1: then I'm like, well, what's your marketing But we don't

819
00:43:39,920 --> 00:43:41,960
Speaker 1: have a marketing budget. How many sales people? Do you have?

820
00:43:42,320 --> 00:43:44,520
Speaker 1: Ten people? I'm like, that's your marketing budget, So fire

821
00:43:44,600 --> 00:43:47,360
Speaker 1: two of them and take that money and put it

822
00:43:47,440 --> 00:43:50,920
Speaker 1: towards online marketing. And see the difference. How many sales

823
00:43:51,000 --> 00:43:55,360
Speaker 1: how many consumer contacts? Is that sales rep generating for you?

824
00:43:56,040 --> 00:43:59,280
Speaker 1: And is the revenue that that rep generating for you consistent?

825
00:43:59,360 --> 00:44:01,200
Speaker 1: Because ultimate it's not up to them, it's up to

826
00:44:01,239 --> 00:44:03,640
Speaker 1: the buyer, right. They could just be telling their drawing

827
00:44:03,680 --> 00:44:06,600
Speaker 1: the salary monthly salary. They're telling you, hey, give me

828
00:44:06,719 --> 00:44:08,920
Speaker 1: a discount. I need to give bogos my buyer is

829
00:44:08,960 --> 00:44:11,360
Speaker 1: not gonna move product unless you give me a bogo.

830
00:44:11,680 --> 00:44:15,040
Speaker 1: So you're fronting their salary. You're fronting there the discounts,

831
00:44:15,440 --> 00:44:18,120
Speaker 1: you're front in the uh P A D s, you're

832
00:44:18,160 --> 00:44:20,719
Speaker 1: front in the retailer display that you're paying for the

833
00:44:20,800 --> 00:44:24,200
Speaker 1: sliding fee. You're shelling out money as a brand, but

834
00:44:24,320 --> 00:44:27,080
Speaker 1: you're not considering that marketing. You're considering its sales. Well.

835
00:44:27,120 --> 00:44:29,840
Speaker 1: In the end, you're trying to, you know, get product moving.

836
00:44:30,320 --> 00:44:32,520
Speaker 1: So take all that money, take a piece of that money,

837
00:44:32,800 --> 00:44:35,640
Speaker 1: put it on digital advertising, drive traffic to your website,

838
00:44:35,760 --> 00:44:38,640
Speaker 1: own the customer, and get a sale that way. And hey,

839
00:44:38,719 --> 00:44:40,800
Speaker 1: at the very least have a hedge against retail. But

840
00:44:40,840 --> 00:44:44,040
Speaker 1: also measure how fire your dollars are going with your

841
00:44:44,080 --> 00:44:47,919
Speaker 1: sales team versus your digital team. It could be going

842
00:44:48,040 --> 00:44:49,960
Speaker 1: the same. Fine, at least now you have a hedge

843
00:44:50,000 --> 00:44:52,239
Speaker 1: and you have another option. But you may find, and

844
00:44:52,440 --> 00:44:55,120
Speaker 1: some of our brands already are finding that their dollars

845
00:44:55,719 --> 00:44:59,239
Speaker 1: that are going towards sale are actually more efficient if

846
00:44:59,239 --> 00:45:01,520
Speaker 1: they go towards digit no marketing. They get more return

847
00:45:01,960 --> 00:45:04,040
Speaker 1: on that and it's much more predictable and at their

848
00:45:04,080 --> 00:45:07,240
Speaker 1: control because it's it's marketing, right, You give a marketing

849
00:45:07,280 --> 00:45:09,759
Speaker 1: agency a budget, they give you a c P. A

850
00:45:10,080 --> 00:45:12,320
Speaker 1: life goes on versus managing a team and all the

851
00:45:12,400 --> 00:45:15,000
Speaker 1: overhead and complexities that come without. And you look at

852
00:45:15,000 --> 00:45:17,840
Speaker 1: the analytics you're gonna have, right because all that stuff

853
00:45:17,880 --> 00:45:19,879
Speaker 1: that you just paid for it, now you have real

854
00:45:20,280 --> 00:45:23,440
Speaker 1: data to show what your clients are doing, what they

855
00:45:23,520 --> 00:45:25,759
Speaker 1: love about your products. You can give out information, like

856
00:45:25,840 --> 00:45:27,759
Speaker 1: you said, you can call them, you could have them

857
00:45:27,840 --> 00:45:30,880
Speaker 1: do a survey, do a survey, receive a fifty percent

858
00:45:30,960 --> 00:45:33,480
Speaker 1: discount for something else. Now you're just you could just

859
00:45:33,600 --> 00:45:35,920
Speaker 1: get so much information. And that's what this day and

860
00:45:35,960 --> 00:45:40,640
Speaker 1: a needs. I mean, our culture, our life revolves around data.

861
00:45:40,800 --> 00:45:44,439
Speaker 1: That's right. I think that direct to consumer can play

862
00:45:44,480 --> 00:45:49,880
Speaker 1: a big part in resurrecting the retail side of this

863
00:45:50,080 --> 00:45:53,120
Speaker 1: industry from the ashes that it exists in today. I

864
00:45:53,200 --> 00:45:55,400
Speaker 1: don't I can't say single handedly. There's a lot of

865
00:45:55,440 --> 00:45:57,640
Speaker 1: things that need to happen, but I think this could

866
00:45:57,640 --> 00:46:00,040
Speaker 1: be a big part of that because brands can be

867
00:46:00,120 --> 00:46:03,319
Speaker 1: more efficient. They can you know, um uh, put their

868
00:46:03,400 --> 00:46:05,919
Speaker 1: dollars to good use, whatever little dollars they have left,

869
00:46:06,360 --> 00:46:09,200
Speaker 1: put it to good use and build their business in

870
00:46:09,280 --> 00:46:12,120
Speaker 1: a way where there's predictability and knowledge over the customer

871
00:46:12,239 --> 00:46:15,120
Speaker 1: and sort of I think also, let's face it, most

872
00:46:15,200 --> 00:46:18,520
Speaker 1: of the brands in the industry are venture backed. Most

873
00:46:18,600 --> 00:46:21,160
Speaker 1: of them are losing money, and the only way they

874
00:46:21,400 --> 00:46:23,759
Speaker 1: can continue to raise is if they can show good

875
00:46:23,840 --> 00:46:26,480
Speaker 1: trends and good data. Dt C is a big part

876
00:46:26,520 --> 00:46:31,760
Speaker 1: of that. You don't even know how many UH fundraising decks.

877
00:46:32,280 --> 00:46:35,759
Speaker 1: Ginger is in for brands that are trying to raise

878
00:46:35,840 --> 00:46:37,800
Speaker 1: money or have raised money, And a big part of

879
00:46:37,840 --> 00:46:41,120
Speaker 1: it is, here's what we're doing new. We're taking this budget.

880
00:46:41,239 --> 00:46:43,960
Speaker 1: We're gonna go all in on DTC. This is the

881
00:46:44,520 --> 00:46:47,400
Speaker 1: positivity it's going to yield, and investors get behind that

882
00:46:47,520 --> 00:46:50,320
Speaker 1: because they can see the predictability of it. As you

883
00:46:50,440 --> 00:46:53,000
Speaker 1: talk about investments in this and that. Where do you

884
00:46:53,080 --> 00:46:55,359
Speaker 1: think the market is right now in the cannabis space?

885
00:46:55,440 --> 00:46:58,719
Speaker 1: Do you think these companies are thriving? Do you see

886
00:46:59,040 --> 00:47:01,800
Speaker 1: is it? You know? Are the bigger ones just the

887
00:47:01,880 --> 00:47:06,080
Speaker 1: only one surviving? What's your take? Yeah, I mean I don't.

888
00:47:06,160 --> 00:47:08,160
Speaker 1: I don't think I'm gonna say anything no one's heard,

889
00:47:08,280 --> 00:47:10,560
Speaker 1: but yeah, it's tough times. It's hard to raise money.

890
00:47:10,600 --> 00:47:13,279
Speaker 1: I mean, the economy as a whole is challenging. Um.

891
00:47:13,440 --> 00:47:16,320
Speaker 1: I've got friends in tech that you know in similar

892
00:47:16,400 --> 00:47:20,160
Speaker 1: situation and they have you know, profitable companies that they

893
00:47:20,200 --> 00:47:22,880
Speaker 1: can't raise money for. So cannabis with all of its

894
00:47:22,920 --> 00:47:25,920
Speaker 1: regulations is tough. I think right now it's hunkered down.

895
00:47:25,960 --> 00:47:28,800
Speaker 1: Whoever still has some gas left in the tank. You know,

896
00:47:28,840 --> 00:47:31,480
Speaker 1: a twelve to eighteen month runway will probably be okay.

897
00:47:31,920 --> 00:47:34,560
Speaker 1: I think you'll see cuts across the board if you

898
00:47:34,719 --> 00:47:39,480
Speaker 1: haven't seen it already, um, and they'll probably be a consolidation. UM.

899
00:47:40,200 --> 00:47:43,120
Speaker 1: I also think that ginger or DTC can be a

900
00:47:43,360 --> 00:47:47,279
Speaker 1: play in that downsizing, right. UM. So if you still

901
00:47:47,360 --> 00:47:49,919
Speaker 1: have enough money but you need to cut burn, maybe

902
00:47:49,960 --> 00:47:52,520
Speaker 1: you allocate whatever capital you have to just you know,

903
00:47:52,640 --> 00:47:56,360
Speaker 1: maybe pulling out of retail. Um, because that's expensive. Just

904
00:47:56,640 --> 00:47:59,000
Speaker 1: being in retail is very very expensive for brands. I

905
00:47:59,000 --> 00:48:01,680
Speaker 1: don't it's the biggest ex outside of the cogs which

906
00:48:01,680 --> 00:48:04,440
Speaker 1: are usually factored in that sort of X factor, is

907
00:48:04,520 --> 00:48:06,239
Speaker 1: the sales team and everything that comes with that, all

908
00:48:06,280 --> 00:48:08,440
Speaker 1: the support you have to give them. So if you

909
00:48:08,560 --> 00:48:11,240
Speaker 1: if you need to scale that down for budgetary reasons,

910
00:48:12,080 --> 00:48:14,480
Speaker 1: but you need to show growth or excite your investors

911
00:48:14,520 --> 00:48:16,680
Speaker 1: in one way or another. I think DTC can play

912
00:48:16,680 --> 00:48:18,959
Speaker 1: a big part of that. But I think you'll probably see,

913
00:48:19,000 --> 00:48:21,960
Speaker 1: you know, a good ten of brands disappear in the

914
00:48:22,040 --> 00:48:24,520
Speaker 1: next twelve months, if not more. And it's just the

915
00:48:24,600 --> 00:48:26,680
Speaker 1: sign up, I mean they have been. It's it's it's

916
00:48:26,680 --> 00:48:28,880
Speaker 1: inevitable right now. What's going on with the market. I

917
00:48:28,960 --> 00:48:31,759
Speaker 1: agree with you, and it's just sad. But yet you're

918
00:48:31,840 --> 00:48:34,880
Speaker 1: so right on, you know, people losing some of their

919
00:48:34,960 --> 00:48:38,120
Speaker 1: jobs to capitalize on a on a platform like what

920
00:48:38,280 --> 00:48:42,640
Speaker 1: you're offering to people. I've seen it since you've said it.

921
00:48:42,719 --> 00:48:44,759
Speaker 1: I've loved it when I first seen it, going wow,

922
00:48:44,880 --> 00:48:47,359
Speaker 1: this makes a lot of sense. And you know, why

923
00:48:47,480 --> 00:48:50,360
Speaker 1: wouldn't a company want to control their own destiny so

924
00:48:50,520 --> 00:48:53,000
Speaker 1: to speak a little more when you can spend, like

925
00:48:53,120 --> 00:48:55,080
Speaker 1: you said, some of that money on marketing and they

926
00:48:55,120 --> 00:48:59,800
Speaker 1: can buy it directly from you, and you're gonna delivered

927
00:48:59,880 --> 00:49:02,920
Speaker 1: for what feels like is your brand? And where all

928
00:49:02,960 --> 00:49:06,640
Speaker 1: do you deliver now? So southern California sort of San

929
00:49:06,719 --> 00:49:10,719
Speaker 1: Fernando Valley to Newport and then the entire Bay Area

930
00:49:10,800 --> 00:49:13,800
Speaker 1: peninsula sort of East Bay. And we're launching San Diego

931
00:49:13,960 --> 00:49:16,719
Speaker 1: and Sacramento in this quarter. And what are the restrictions

932
00:49:16,760 --> 00:49:20,319
Speaker 1: around where I, as the as the company holder UM

933
00:49:20,719 --> 00:49:22,279
Speaker 1: have Where do I have to be based in order

934
00:49:22,320 --> 00:49:24,239
Speaker 1: to send you product? Can I be bleased anywhere? You

935
00:49:24,360 --> 00:49:26,200
Speaker 1: just need to metric it over to me a three

936
00:49:26,280 --> 00:49:28,200
Speaker 1: years Now, what if I'm not licensed in California? If

937
00:49:28,200 --> 00:49:30,160
Speaker 1: I'm licensed, and let's say it Worgain and I have

938
00:49:30,280 --> 00:49:37,160
Speaker 1: product just what you said anywhere from anywhere within California.

939
00:49:37,600 --> 00:49:42,280
Speaker 1: As as what if I had a license and it expired?

940
00:49:42,320 --> 00:49:44,880
Speaker 1: Can we can you work with me? Oh no? What

941
00:49:45,120 --> 00:49:47,360
Speaker 1: kind of a business do you think on running? Okay,

942
00:49:47,520 --> 00:49:49,640
Speaker 1: so question do you guys do the I E an

943
00:49:49,680 --> 00:49:53,680
Speaker 1: empire area? You say, parts of it. Yes, we're expanding.

944
00:49:53,760 --> 00:49:56,880
Speaker 1: The advantage for us is we are next day UM

945
00:49:57,120 --> 00:49:59,920
Speaker 1: proudly so, and so it's going to be a fact.

946
00:50:00,200 --> 00:50:02,680
Speaker 1: One of the things we're gonna experiment with from a

947
00:50:02,760 --> 00:50:06,320
Speaker 1: data perspective is the farther the customer from our depot,

948
00:50:07,239 --> 00:50:10,080
Speaker 1: we are gonna start to deliver there. But we might

949
00:50:10,200 --> 00:50:13,839
Speaker 1: increase the minimum order or a delivery feet, but it's

950
00:50:13,880 --> 00:50:16,360
Speaker 1: better than saying no. And a lot of times the

951
00:50:16,400 --> 00:50:19,279
Speaker 1: brands are willing to eat that absorb that extra cost

952
00:50:19,360 --> 00:50:21,520
Speaker 1: because they get to reach another customer, What is that?

953
00:50:21,719 --> 00:50:23,719
Speaker 1: What is that Amazon model? Now it's like Amazon Go

954
00:50:23,800 --> 00:50:26,560
Speaker 1: or Amazon Fresh. We're basically you can go pick up

955
00:50:26,600 --> 00:50:28,840
Speaker 1: from the store, which is hilarious because they're like, we

956
00:50:28,920 --> 00:50:30,440
Speaker 1: have a new model. I'm like, you mean a regular

957
00:50:30,480 --> 00:50:34,839
Speaker 1: brick and order. Yeah, everything comes back around. I don't

958
00:50:34,880 --> 00:50:37,239
Speaker 1: know if you guys have heard this, but I don't know.

959
00:50:37,280 --> 00:50:40,080
Speaker 1: In the last like six months or so, there's this

960
00:50:40,239 --> 00:50:45,120
Speaker 1: big backlash against like one hour delivery. People are now

961
00:50:45,640 --> 00:50:50,000
Speaker 1: sort of sensory overloading, feeling like Amazon is being wasteful

962
00:50:50,200 --> 00:50:52,160
Speaker 1: with all like do I really need a paper clip

963
00:50:52,239 --> 00:50:55,279
Speaker 1: in under an hour? And I feel like maybe this

964
00:50:55,480 --> 00:50:58,200
Speaker 1: is just me, maybe I'm too early yet again, but

965
00:50:58,360 --> 00:51:01,760
Speaker 1: I feel like people are now sort of like, okay

966
00:51:01,840 --> 00:51:04,520
Speaker 1: with next day, Okay with two day delivery. It's like

967
00:51:04,600 --> 00:51:06,840
Speaker 1: not a big deal, let's not ruin the planet, you know,

968
00:51:07,520 --> 00:51:10,440
Speaker 1: all of that? So well, I think about not above

969
00:51:10,520 --> 00:51:12,560
Speaker 1: but as well as that, like I don't need it

970
00:51:12,800 --> 00:51:15,279
Speaker 1: right now. I think people are starting to get on

971
00:51:15,400 --> 00:51:18,560
Speaker 1: the planning their day train where it's like I'm not

972
00:51:18,680 --> 00:51:21,200
Speaker 1: sitting at home anymore because it's not COVID any longer

973
00:51:21,239 --> 00:51:23,640
Speaker 1: and I don't need it yesterday. I don't need it.

974
00:51:23,800 --> 00:51:25,680
Speaker 1: I don't need the food in my mouth as we speak.

975
00:51:26,080 --> 00:51:27,680
Speaker 1: I can plan my day and say, you know, I

976
00:51:27,760 --> 00:51:31,239
Speaker 1: want my groceries delivered at six pm tomorrow ready by

977
00:51:31,280 --> 00:51:34,840
Speaker 1: eight there's a there's a ten x cost increase in

978
00:51:34,960 --> 00:51:38,560
Speaker 1: delivering something next day versus in under an hour, at

979
00:51:38,600 --> 00:51:40,839
Speaker 1: least in the cannabis space. That I don't know about

980
00:51:40,880 --> 00:51:45,399
Speaker 1: other industries. Um. And as you know my background with ease,

981
00:51:45,680 --> 00:51:48,799
Speaker 1: and I've just been in the industry for over ten years. UM,

982
00:51:50,440 --> 00:51:54,480
Speaker 1: I don't think anyone can really make a profit, almost

983
00:51:54,560 --> 00:51:59,040
Speaker 1: at any scale doing on demand cannabis delivery because cannabis

984
00:51:59,160 --> 00:52:01,360
Speaker 1: as a whole is a lot of overhead because of

985
00:52:01,440 --> 00:52:05,080
Speaker 1: security and everything else. And then you're still paying a

986
00:52:05,560 --> 00:52:09,320
Speaker 1: human being to drive around in a vehicle I guess

987
00:52:12,239 --> 00:52:14,759
Speaker 1: everything else. I think that the last calculations I've seen

988
00:52:14,760 --> 00:52:16,440
Speaker 1: a few years ago was the break even point was

989
00:52:16,560 --> 00:52:19,200
Speaker 1: four deliveries per driver per hour in an eight hour

990
00:52:19,280 --> 00:52:22,920
Speaker 1: shift to break even for on demand. That's ridiculous. I

991
00:52:22,960 --> 00:52:24,680
Speaker 1: mean maybe in San Francisco you can do that and

992
00:52:24,760 --> 00:52:26,520
Speaker 1: not all the time, but you can't do that in

993
00:52:26,640 --> 00:52:29,080
Speaker 1: like l a right, definitely not, So you're just losing

994
00:52:29,200 --> 00:52:32,560
Speaker 1: the empire. Everything is too stressed deliveries in an hour.

995
00:52:32,680 --> 00:52:35,960
Speaker 1: You can't get anywhere somewhere. You can get from my

996
00:52:36,080 --> 00:52:39,160
Speaker 1: front doorstep at my apartment to down the street to

997
00:52:39,200 --> 00:52:42,839
Speaker 1: the first stop. So we do we do next day

998
00:52:43,280 --> 00:52:46,799
Speaker 1: and to our windows, um and that, and my cost

999
00:52:46,960 --> 00:52:49,040
Speaker 1: is like a tenth of the cost of doing that

1000
00:52:49,160 --> 00:52:51,920
Speaker 1: on demand delivery. I passed that savings onto the brand,

1001
00:52:52,040 --> 00:52:54,920
Speaker 1: then that gets that savings gets passed onto the consumer.

1002
00:52:55,600 --> 00:52:59,680
Speaker 1: And in the end, another fringe benefit of that is

1003
00:53:00,239 --> 00:53:03,279
Speaker 1: we tend to get larger order sizes. See it's like,

1004
00:53:03,360 --> 00:53:06,240
Speaker 1: if you order a pizza, you're not ordering seven pizzas.

1005
00:53:06,280 --> 00:53:08,319
Speaker 1: You're if you're hungry, Now you order a pizza, gets

1006
00:53:08,360 --> 00:53:10,719
Speaker 1: to you, you eat it, you're hungering four hours, your

1007
00:53:10,800 --> 00:53:14,320
Speaker 1: order another pizza. We've been trained to do that with cannabis.

1008
00:53:14,400 --> 00:53:17,600
Speaker 1: On demand Ease was actually the pioneer of that. Don't plan,

1009
00:53:17,880 --> 00:53:20,560
Speaker 1: don't think ahead. Our minimum is forty bucks, but you

1010
00:53:20,600 --> 00:53:22,919
Speaker 1: got you got forty bucks by some weed. You want

1011
00:53:22,960 --> 00:53:26,680
Speaker 1: more tomorrow? Order again? Well, it makes no economic sense

1012
00:53:26,760 --> 00:53:29,719
Speaker 1: to keep making round trip to the same person, right,

1013
00:53:29,800 --> 00:53:32,680
Speaker 1: You're losing money if you sell them the same amount

1014
00:53:32,680 --> 00:53:36,799
Speaker 1: of products, say two forty orders or one eighty dollar order.

1015
00:53:36,880 --> 00:53:38,640
Speaker 1: You're gonna make so much more money on that one

1016
00:53:38,680 --> 00:53:43,200
Speaker 1: eighty dollar order. It's obvious, but the industry didn't start

1017
00:53:43,360 --> 00:53:46,560
Speaker 1: thinking that way and how to have profitable routes. It

1018
00:53:46,680 --> 00:53:48,239
Speaker 1: was more about how do we get it to the

1019
00:53:48,320 --> 00:53:52,640
Speaker 1: consumer faster, because it's that recreational customer that's looking to

1020
00:53:52,680 --> 00:53:55,560
Speaker 1: get high. They want to order when the entrees arrive,

1021
00:53:55,680 --> 00:53:58,520
Speaker 1: and the and the delivery arrived, to dinner, when they're

1022
00:53:58,560 --> 00:54:02,680
Speaker 1: having the dessert, and that's we are certainly thinking that

1023
00:54:02,800 --> 00:54:04,319
Speaker 1: there's a time and a place for that. And by

1024
00:54:04,360 --> 00:54:06,080
Speaker 1: the way, if you're that kind of customer, go to

1025
00:54:06,160 --> 00:54:09,080
Speaker 1: the dispenser and get it real quick. That's it. Well,

1026
00:54:09,120 --> 00:54:10,920
Speaker 1: I do want to say that to that point, not

1027
00:54:11,120 --> 00:54:14,080
Speaker 1: only the convenience factor, right, but there's also things much

1028
00:54:14,160 --> 00:54:16,040
Speaker 1: like you know, groceries or anything else you might want

1029
00:54:16,040 --> 00:54:17,960
Speaker 1: to get in a pharmacy or something. Maybe I'm sick

1030
00:54:17,960 --> 00:54:19,480
Speaker 1: and I don't want to go to pharmacy. Maybe I'm

1031
00:54:19,520 --> 00:54:21,319
Speaker 1: having ailments in my niece hurt and I don't want

1032
00:54:21,320 --> 00:54:23,040
Speaker 1: to go to the dispensary. Maybe I don't want to

1033
00:54:23,040 --> 00:54:25,040
Speaker 1: go pick up my CBD. But I think it's also

1034
00:54:25,400 --> 00:54:27,520
Speaker 1: with things like Ease have opened the doors for people

1035
00:54:27,640 --> 00:54:31,080
Speaker 1: like you know, our parents, who you know are sisters

1036
00:54:31,160 --> 00:54:33,640
Speaker 1: who were kind of like more conservative than us and

1037
00:54:33,800 --> 00:54:35,200
Speaker 1: don't want to go up to the front door of

1038
00:54:35,239 --> 00:54:38,120
Speaker 1: a dispensary, feel out of place, kind of feel awkward

1039
00:54:38,160 --> 00:54:40,319
Speaker 1: walking into a place like that, because even if they've

1040
00:54:40,400 --> 00:54:42,200
Speaker 1: never been in one, in their minds, I think that

1041
00:54:42,280 --> 00:54:44,000
Speaker 1: they are going to walk in, it's going to be

1042
00:54:44,120 --> 00:54:47,839
Speaker 1: like rap music and young and folk, and they're's they're

1043
00:54:47,840 --> 00:54:50,400
Speaker 1: going to feel like. And the world has changed now

1044
00:54:50,480 --> 00:54:52,120
Speaker 1: with places like Ease, you can order it and they

1045
00:54:52,120 --> 00:54:53,840
Speaker 1: can pick you know, it gets delivered straight to you.

1046
00:54:54,640 --> 00:54:56,719
Speaker 1: You know, I would say when we first launched these,

1047
00:54:56,840 --> 00:55:00,080
Speaker 1: you know, our mantra was easy, quick and professional, and

1048
00:55:00,160 --> 00:55:02,640
Speaker 1: we were solving a different problem because the world was

1049
00:55:02,719 --> 00:55:04,920
Speaker 1: different then. And if you go back to launch in

1050
00:55:04,920 --> 00:55:07,160
Speaker 1: the summer of two fourteen, if you go back to

1051
00:55:07,239 --> 00:55:10,120
Speaker 1: that world that it was still a medical market and

1052
00:55:10,200 --> 00:55:13,400
Speaker 1: dispensaries were in shady parts of town that you were

1053
00:55:13,440 --> 00:55:18,080
Speaker 1: afraid to go to, and the product was sketch. So

1054
00:55:18,520 --> 00:55:21,520
Speaker 1: so when He's launched, it was all about like discreet,

1055
00:55:22,080 --> 00:55:24,640
Speaker 1: it's tested, you can rely on us and you don't

1056
00:55:24,719 --> 00:55:27,520
Speaker 1: have to go to the meat packing district and you know,

1057
00:55:27,600 --> 00:55:31,520
Speaker 1: knock on the door three times exactly. But today with

1058
00:55:31,640 --> 00:55:34,440
Speaker 1: planet thirteen and you know me, you know all that

1059
00:55:34,560 --> 00:55:37,400
Speaker 1: kind of stuff. Um, that's by and large sort of

1060
00:55:37,440 --> 00:55:39,759
Speaker 1: been eliminated. So if you were going to launch a

1061
00:55:39,880 --> 00:55:43,319
Speaker 1: company today, it's not for that kind of consumer. It's

1062
00:55:43,360 --> 00:55:47,000
Speaker 1: more for something else. Part of it is for convenience.

1063
00:55:47,239 --> 00:55:50,920
Speaker 1: I sort of liken the ease customer. I call them

1064
00:55:51,000 --> 00:55:54,640
Speaker 1: the bargain shopper non planner, which is not a knock.

1065
00:55:54,920 --> 00:55:57,239
Speaker 1: It's just the way it is is. In my own

1066
00:55:57,320 --> 00:56:00,160
Speaker 1: personal opinion, I'm no longer filar with a company has

1067
00:56:00,200 --> 00:56:02,400
Speaker 1: become sort of like a discount warehouse where you can

1068
00:56:02,440 --> 00:56:08,880
Speaker 1: get very inexpensive cannabis delivered relatively conveniently. But that's it.

1069
00:56:09,880 --> 00:56:12,319
Speaker 1: And guess what that might be good for the customer. It's,

1070
00:56:12,320 --> 00:56:14,279
Speaker 1: by the way, race to the bottom, because there are

1071
00:56:14,320 --> 00:56:16,840
Speaker 1: other companies trying to compete with these, so everyone racist

1072
00:56:16,880 --> 00:56:18,960
Speaker 1: to the bottom. And I'm gonna bring this conversation back

1073
00:56:19,000 --> 00:56:24,040
Speaker 1: full circle. Who bears the brunt of these crazy marketed

1074
00:56:24,120 --> 00:56:30,640
Speaker 1: initiatve marketing initiatives the brands? Why? Because large companies, large dispensaries,

1075
00:56:30,719 --> 00:56:32,920
Speaker 1: large delivery services go to the brand and say, hey,

1076
00:56:32,960 --> 00:56:35,279
Speaker 1: you want us to carry you, will carry you. But

1077
00:56:35,440 --> 00:56:37,799
Speaker 1: you usually whole sell your product for ten. You want

1078
00:56:37,800 --> 00:56:39,960
Speaker 1: to be on our platform, give it to us for six.

1079
00:56:40,280 --> 00:56:43,720
Speaker 1: You don't want it, go somewhere else. It all gets

1080
00:56:43,800 --> 00:56:48,960
Speaker 1: subsidized by the brands, so that fast convenient delivery the

1081
00:56:49,080 --> 00:56:52,360
Speaker 1: brand is eating their margin. The more they sell, the

1082
00:56:52,440 --> 00:56:55,280
Speaker 1: more money they lose. So if you're tired of losing money,

1083
00:56:56,080 --> 00:56:58,200
Speaker 1: come to me and I'll help you with it and

1084
00:56:58,239 --> 00:57:00,960
Speaker 1: will build a partnership and will make money together, rather

1085
00:57:01,040 --> 00:57:04,160
Speaker 1: than work with a partner that in the end has

1086
00:57:04,239 --> 00:57:07,239
Speaker 1: no loyalty to you, makes you just put your hand

1087
00:57:07,280 --> 00:57:11,280
Speaker 1: in your pocket constantly to sponsor, marketing initiatives and everything

1088
00:57:11,360 --> 00:57:14,120
Speaker 1: else while they suck the consumer data. And today they're

1089
00:57:14,120 --> 00:57:16,560
Speaker 1: selling your product and tomorrow they're selling your competitors. How

1090
00:57:16,640 --> 00:57:19,919
Speaker 1: hard is it roy to convince pick the brand name

1091
00:57:20,000 --> 00:57:23,240
Speaker 1: a big one out there, whoever it is, to utilize this,

1092
00:57:23,360 --> 00:57:26,240
Speaker 1: because let's just face it, there's these multi state operators

1093
00:57:26,280 --> 00:57:29,840
Speaker 1: that are out there, and I believe they should be

1094
00:57:29,960 --> 00:57:33,200
Speaker 1: doing this, but yet they're not, like what is there?

1095
00:57:33,440 --> 00:57:35,200
Speaker 1: Or have you talked to them? Or it is not

1096
00:57:35,360 --> 00:57:37,760
Speaker 1: the appointment yet? I mean we have hesitationally, I get

1097
00:57:37,800 --> 00:57:39,840
Speaker 1: I get a lot of glossy eyes, and you know,

1098
00:57:39,960 --> 00:57:43,560
Speaker 1: oh my gods. I think there's different reasons for it,

1099
00:57:43,720 --> 00:57:47,480
Speaker 1: but primarily these are people not from the industry. These

1100
00:57:47,520 --> 00:57:49,520
Speaker 1: are people who have raised money, and some of them

1101
00:57:49,560 --> 00:57:53,320
Speaker 1: are even publicly traded, and the entire economic model is

1102
00:57:53,480 --> 00:57:57,840
Speaker 1: driven off of either full verticalization or the retail outlet. Right,

1103
00:57:58,280 --> 00:58:02,200
Speaker 1: So the is actually not that much marketing dollars spent

1104
00:58:02,320 --> 00:58:06,640
Speaker 1: into their house brands. They're really focused on uh, good

1105
00:58:06,760 --> 00:58:11,320
Speaker 1: margins around cultivation, around manufacturing and then getting to the

1106
00:58:11,400 --> 00:58:15,360
Speaker 1: product to retail and making their wholesale retail margins split.

1107
00:58:15,800 --> 00:58:18,600
Speaker 1: And if they can do that, they're happy. And even

1108
00:58:18,720 --> 00:58:22,280
Speaker 1: if they have house brands, they're not trying to create

1109
00:58:22,440 --> 00:58:25,800
Speaker 1: a consumer brand, you know, with like swag and everything else.

1110
00:58:26,120 --> 00:58:28,320
Speaker 1: They just have to call it something because they want

1111
00:58:28,360 --> 00:58:30,320
Speaker 1: to have like their top shelf their mid and they're low,

1112
00:58:30,600 --> 00:58:32,640
Speaker 1: so they gave it a brand, and that a brand

1113
00:58:32,760 --> 00:58:35,160
Speaker 1: only exists in the twenties shops that they have and

1114
00:58:35,280 --> 00:58:38,880
Speaker 1: life goes on. So that that's the that ecosystem I feel.

1115
00:58:38,960 --> 00:58:41,320
Speaker 1: But hey, if you look at the public companies, most

1116
00:58:41,320 --> 00:58:44,400
Speaker 1: of them are literally you know, losing all of their money.

1117
00:58:45,080 --> 00:58:47,880
Speaker 1: So in the end someone is going to demand that

1118
00:58:47,960 --> 00:58:49,880
Speaker 1: they take a look at this. I think that they

1119
00:58:49,920 --> 00:58:53,640
Speaker 1: could potentially be an acquisition of Ginger a couple of

1120
00:58:53,720 --> 00:58:56,040
Speaker 1: years from now, where a big MSL will see what

1121
00:58:56,200 --> 00:58:58,760
Speaker 1: we've built and want to sort of gobble us. But

1122
00:58:59,160 --> 00:59:01,720
Speaker 1: right now, because you to ask your your previous question,

1123
00:59:02,480 --> 00:59:05,640
Speaker 1: it is difficult to convince the larger brands because they've

1124
00:59:05,720 --> 00:59:08,360
Speaker 1: invested so much in the sales team and in the

1125
00:59:08,440 --> 00:59:11,400
Speaker 1: marketing and in that infrastructure, and for them to go

1126
00:59:11,760 --> 00:59:14,680
Speaker 1: all in on DTC, they have to go out in.

1127
00:59:14,840 --> 00:59:19,880
Speaker 1: There has to be a visionary at the top. Almost.

1128
00:59:20,240 --> 00:59:23,680
Speaker 1: Trust me, we're almost there. My brands, buddies, Line, Palmo,

1129
00:59:23,840 --> 00:59:26,720
Speaker 1: some of the other ones, they're the pioneers. They're starting

1130
00:59:26,720 --> 00:59:29,040
Speaker 1: to generate really good data. They're gonna start to talk

1131
00:59:29,080 --> 00:59:32,080
Speaker 1: about this in cocktail parties. Eventually the CEO of X

1132
00:59:32,200 --> 00:59:34,440
Speaker 1: y Z big company is going to see how their

1133
00:59:34,520 --> 00:59:37,800
Speaker 1: numbers are sliding and how you know someone is overtaking them.

1134
00:59:38,000 --> 00:59:40,120
Speaker 1: And that's I think when that light bulb moment is

1135
00:59:40,120 --> 00:59:41,520
Speaker 1: going to be where it's like, wait a second, I

1136
00:59:41,640 --> 00:59:44,440
Speaker 1: was number two and this guy was number eight. Now

1137
00:59:44,560 --> 00:59:47,440
Speaker 1: he's number one and I'm number four, what's up? And

1138
00:59:47,520 --> 00:59:50,800
Speaker 1: then they look at headset data. The data with Ginger

1139
00:59:51,160 --> 00:59:53,520
Speaker 1: is not on headset and it's not on b D

1140
00:59:53,720 --> 00:59:58,080
Speaker 1: S A because that data is fed from retailer exact

1141
00:59:58,880 --> 01:00:03,720
Speaker 1: so and it already exists today. Um, there's these brands

1142
01:00:03,760 --> 01:00:06,280
Speaker 1: that say like, oh, I'm the number one cannabis beverage brand,

1143
01:00:06,320 --> 01:00:09,200
Speaker 1: Well are you? Because you're just being fed retail data.

1144
01:00:09,240 --> 01:00:11,640
Speaker 1: But there's this whole other ecosystem and there's brands that

1145
01:00:11,680 --> 01:00:13,880
Speaker 1: are working with me that I have more sales than you.

1146
01:00:14,560 --> 01:00:17,040
Speaker 1: It's just it's not on the radar because it's DTC.

1147
01:00:18,520 --> 01:00:22,200
Speaker 1: Excuse to be so interesting? What? Yeah? I love it? Man?

1148
01:00:22,280 --> 01:00:23,920
Speaker 1: Is there anything else we're leaving out that you want

1149
01:00:23,960 --> 01:00:25,600
Speaker 1: to mention that? That was so good right there? Thank

1150
01:00:25,640 --> 01:00:28,560
Speaker 1: you for having me. I'd like to ask you for something.

1151
01:00:28,680 --> 01:00:30,720
Speaker 1: So I'd like to ask do you have a thirty

1152
01:00:30,760 --> 01:00:33,720
Speaker 1: second elevator pitch to make the description of what your

1153
01:00:33,720 --> 01:00:35,480
Speaker 1: business in exactly what it is that it does for

1154
01:00:35,720 --> 01:00:38,479
Speaker 1: for the customer, for the consumer, for the brand. What's

1155
01:00:38,480 --> 01:00:40,840
Speaker 1: your thirty second elevator pitch from beginning to talk to

1156
01:00:40,920 --> 01:00:42,760
Speaker 1: make me understand exactly what the hell you guys do?

1157
01:00:43,120 --> 01:00:47,280
Speaker 1: So Ginger Commerce is a directed consumer technology platform operating

1158
01:00:47,320 --> 01:00:50,960
Speaker 1: in California. Our value proposition to cannabis brands is, we

1159
01:00:51,080 --> 01:00:53,000
Speaker 1: allow you to open a brand new sales channel so

1160
01:00:53,080 --> 01:00:55,760
Speaker 1: you can sell directly to consumers on your website. You

1161
01:00:55,840 --> 01:00:58,200
Speaker 1: get better margins, you get to own the customer data

1162
01:00:58,240 --> 01:01:01,160
Speaker 1: and the relationship. And from a concern member standpoint, we

1163
01:01:01,560 --> 01:01:04,600
Speaker 1: enable your favorite brands to sell to you online, give

1164
01:01:04,640 --> 01:01:07,560
Speaker 1: you loyalty rewards programs, give you us a variety of

1165
01:01:07,640 --> 01:01:10,760
Speaker 1: skews and the things you love drops, et cetera. Those

1166
01:01:10,800 --> 01:01:14,120
Speaker 1: brands can't do it themselves. With Ginger, it's possible. There,

1167
01:01:14,200 --> 01:01:17,560
Speaker 1: it is, well said, brother. It's always good to have you, man.

1168
01:01:17,720 --> 01:01:24,480
Speaker 1: I think that that's the that's the clip right there

1169
01:01:24,520 --> 01:01:28,080
Speaker 1: to promote the show. I mean, bam, roy, it's always

1170
01:01:28,120 --> 01:01:29,520
Speaker 1: great to have you on this show. Man. It's so

1171
01:01:29,600 --> 01:01:31,160
Speaker 1: great to have you come by. We can't wait to

1172
01:01:31,240 --> 01:01:33,280
Speaker 1: do so many more things with you. And tell everybody

1173
01:01:33,320 --> 01:01:35,080
Speaker 1: over there at the family and we all said hi,

1174
01:01:35,160 --> 01:01:38,520
Speaker 1: and maybe maybe bring sometimes next time the little purple

1175
01:01:38,640 --> 01:01:40,400
Speaker 1: this is you, guys. Yeah, I'll bring the night night.

1176
01:01:40,960 --> 01:01:43,680
Speaker 1: Where do we find you on social media? I am at,

1177
01:01:43,840 --> 01:01:47,480
Speaker 1: I am roy R O I E on Instagram. Uh,

1178
01:01:47,680 --> 01:01:50,000
Speaker 1: and my email is r O I E at ginger

1179
01:01:50,040 --> 01:01:52,440
Speaker 1: commerce dot com. Shoot me an email, and I'm a

1180
01:01:52,520 --> 01:01:55,640
Speaker 1: brand and I'm immediately interested in working with you. Email

1181
01:01:55,800 --> 01:01:57,640
Speaker 1: how do I How do I get hold with you? Then? Well,

1182
01:01:57,720 --> 01:01:59,640
Speaker 1: we can talk after the show, or send me an

1183
01:01:59,680 --> 01:02:01,720
Speaker 1: email to go to our website. There's plenty of ways,

1184
01:02:01,800 --> 01:02:06,280
Speaker 1: but ginger commerce dot com perfect. Thank you very much,

1185
01:02:06,360 --> 01:02:08,800
Speaker 1: you guys, and thank you for filling in Jessica. It's

1186
01:02:08,800 --> 01:02:11,160
Speaker 1: always good to have you and gold to see what

1187
01:02:11,360 --> 01:02:15,080
Speaker 1: us sell. Appreciate you, brother, Roy, Love you brother. If

1188
01:02:15,120 --> 01:02:19,600
Speaker 1: nobody else knows you out there, we do. Thank you

1189
01:02:19,840 --> 01:02:21,840
Speaker 1: for listening to Cannabis Talk one on one on the

1190
01:02:21,920 --> 01:02:25,280
Speaker 1: I Heart Radio, Way Apple Podcast, or wherever you get

1191
01:02:25,320 --> 01:02:26,080
Speaker 1: your podcasts.