WEBVTT - Hint CEO on Direct to Consumer Flavored Water

0:00:00.160 --> 0:00:03.760
<v Speaker 1>This is Bloomberg Business Week with Carol Masser and Jason

0:00:03.840 --> 0:00:07.600
<v Speaker 1>Kelly on Bloomberg Radio. Well, our next guest understands both

0:00:07.640 --> 0:00:10.080
<v Speaker 1>the private and public sector. She's a former executive at

0:00:10.080 --> 0:00:12.920
<v Speaker 1>a O Well during the Obama administration, she worked to

0:00:12.920 --> 0:00:15.520
<v Speaker 1>create jobs and stimulate the economy, and today she is

0:00:15.560 --> 0:00:18.920
<v Speaker 1>the CEO of Hint. It's a non alcoholic flavored water

0:00:19.000 --> 0:00:21.520
<v Speaker 1>brand that grew out of really a personal mission. I

0:00:21.600 --> 0:00:24.920
<v Speaker 1>love the story behind this sites John legend as an investor,

0:00:25.000 --> 0:00:29.360
<v Speaker 1>sold across major retailers including Amazon, Whole Foods, Target, and more.

0:00:29.480 --> 0:00:32.240
<v Speaker 1>Joining us right now is Kara Golden. She's the CEO

0:00:32.280 --> 0:00:35.800
<v Speaker 1>of Hint, and she joins us on the phone from Main. Kara,

0:00:35.920 --> 0:00:39.520
<v Speaker 1>delighted to meet you virtually, Um, and have you joined

0:00:39.560 --> 0:00:43.120
<v Speaker 1>us here on Bloomberg Radio. How are you? I'm good,

0:00:43.320 --> 0:00:46.199
<v Speaker 1>I'm good. Nice to meet you. Well, tell us a

0:00:46.200 --> 0:00:48.520
<v Speaker 1>little bit about your story. Um, you have a great

0:00:48.520 --> 0:00:50.800
<v Speaker 1>website and it's fun to read. But for our listeners,

0:00:51.080 --> 0:00:53.640
<v Speaker 1>give us a little bit a quick kind of uh

0:00:54.120 --> 0:00:59.240
<v Speaker 1>snippet of how you came to create your company. Yeah. So,

0:01:00.040 --> 0:01:02.600
<v Speaker 1>as you mentioned, I was a tech executive prior to

0:01:02.840 --> 0:01:05.760
<v Speaker 1>starting hands. I I never you know, thought I was

0:01:05.800 --> 0:01:08.880
<v Speaker 1>going to be starting a beverage company, and and honestly,

0:01:08.880 --> 0:01:12.000
<v Speaker 1>I didn't even think about being an entrepreneur or or

0:01:12.040 --> 0:01:14.479
<v Speaker 1>starting my own company. But I was trying to solve

0:01:14.480 --> 0:01:18.720
<v Speaker 1>a problem for myself around health a few years back

0:01:18.920 --> 0:01:22.759
<v Speaker 1>and realized that I was drinking a ton of diet

0:01:22.800 --> 0:01:27.280
<v Speaker 1>soda and that I wasn't getting as healthy as I

0:01:27.319 --> 0:01:31.480
<v Speaker 1>wanted to be. I had some various health issues, including

0:01:31.520 --> 0:01:35.200
<v Speaker 1>weight issues and skin issues and some other things. And

0:01:35.640 --> 0:01:38.000
<v Speaker 1>after seeing a bunch of doctors and nobody could kind

0:01:38.000 --> 0:01:40.080
<v Speaker 1>of come up with a conclusion, I just decided to

0:01:40.120 --> 0:01:43.280
<v Speaker 1>really look at what I was putting inside my body

0:01:43.400 --> 0:01:47.039
<v Speaker 1>and and the what really surprised me the most. As

0:01:47.080 --> 0:01:50.640
<v Speaker 1>I went through kind of an elimination process of trying

0:01:50.960 --> 0:01:54.320
<v Speaker 1>to eliminate things and see what would happen, I recognized

0:01:54.440 --> 0:01:58.320
<v Speaker 1>that the diet soda was the thing that was really

0:01:58.400 --> 0:02:01.240
<v Speaker 1>kind of stopping me from as healthy as I wanted

0:02:01.320 --> 0:02:05.960
<v Speaker 1>And and uh, you know, the once I actually swapped

0:02:05.960 --> 0:02:10.239
<v Speaker 1>out Diatesota for plain water, I also realized that I

0:02:10.320 --> 0:02:13.840
<v Speaker 1>knew that water was was, you know, better for me,

0:02:14.240 --> 0:02:18.440
<v Speaker 1>but I really just never liked the taste or was

0:02:18.520 --> 0:02:20.400
<v Speaker 1>kind of bored with the taste. So I started throwing

0:02:20.400 --> 0:02:23.040
<v Speaker 1>fruit and water and and looking for this product. And

0:02:23.560 --> 0:02:26.240
<v Speaker 1>you know, what I really realized was that sugar was

0:02:26.280 --> 0:02:28.839
<v Speaker 1>not the issue for me. It was these diet sweeteners

0:02:28.880 --> 0:02:32.240
<v Speaker 1>that were actually causing me, you know, all kinds of issues.

0:02:32.320 --> 0:02:34.960
<v Speaker 1>So that that was really the beginning of it. And um,

0:02:35.800 --> 0:02:38.760
<v Speaker 1>you know, and and again when I decided to just

0:02:38.840 --> 0:02:42.720
<v Speaker 1>go ahead and figure out how to do this product,

0:02:42.880 --> 0:02:45.280
<v Speaker 1>I got it into my local Whole Foods. I live

0:02:45.320 --> 0:02:50.320
<v Speaker 1>in San Francisco, um normally and uh, and you know,

0:02:50.520 --> 0:02:53.359
<v Speaker 1>really realized that that there were a lot of other

0:02:53.400 --> 0:02:55.720
<v Speaker 1>people like me who were really looking for a water

0:02:56.120 --> 0:02:58.640
<v Speaker 1>and things that were calling themselves water and kind of

0:02:58.639 --> 0:03:01.520
<v Speaker 1>healthier for you that just didn't have all the sweeteners

0:03:01.520 --> 0:03:05.080
<v Speaker 1>in it. And you know that was gosh, almost fifteen

0:03:05.160 --> 0:03:09.839
<v Speaker 1>years ago now, um and uh and you know, but

0:03:10.040 --> 0:03:13.240
<v Speaker 1>it really stemmed out of, like frankly, a lot of

0:03:13.240 --> 0:03:17.280
<v Speaker 1>other brands that stick desire to not only get myself healthy,

0:03:17.360 --> 0:03:20.760
<v Speaker 1>but also, um, you know, help other people as well.

0:03:21.600 --> 0:03:25.320
<v Speaker 1>So what's the biggest thing that you've learned in those

0:03:25.400 --> 0:03:28.480
<v Speaker 1>fifteen years? Because I know you you've been very generous

0:03:28.480 --> 0:03:31.200
<v Speaker 1>in giving advice to other entrepreneurs, and I wonder and

0:03:31.240 --> 0:03:33.720
<v Speaker 1>I know that they're legions of things. Are many things

0:03:33.720 --> 0:03:36.240
<v Speaker 1>that you could say, reads and stuff, um, but like,

0:03:36.400 --> 0:03:39.000
<v Speaker 1>what's one thing that you just sort of distill it

0:03:39.080 --> 0:03:41.880
<v Speaker 1>down to uh that you tell folks as they're trying

0:03:41.880 --> 0:03:45.920
<v Speaker 1>to start companies. You know, I have no matter what industry,

0:03:46.000 --> 0:03:49.680
<v Speaker 1>if you have a story in your own personal story too,

0:03:50.000 --> 0:03:54.120
<v Speaker 1>or you know, could be your family story to to um,

0:03:54.240 --> 0:03:56.360
<v Speaker 1>you know, sort of back up why you did something,

0:03:56.640 --> 0:04:00.720
<v Speaker 1>then I think it's it's very relatable, maybe not to everybody,

0:04:00.760 --> 0:04:03.600
<v Speaker 1>but to you know, many many people, and it's just

0:04:03.680 --> 0:04:05.960
<v Speaker 1>a way to kind of get the message out there

0:04:06.000 --> 0:04:08.960
<v Speaker 1>about why you ultimately did something. And you know, I

0:04:09.000 --> 0:04:12.840
<v Speaker 1>think today you drinks need to taste good, right, you

0:04:12.880 --> 0:04:15.800
<v Speaker 1>can't just go and launch a product that that doesn't

0:04:15.800 --> 0:04:17.599
<v Speaker 1>taste good. I mean that's sort of a given. But

0:04:17.680 --> 0:04:21.240
<v Speaker 1>beyond that, actually talking to people about what your story

0:04:21.400 --> 0:04:24.640
<v Speaker 1>is is a competitive advantage for any entrepreneur in any

0:04:24.640 --> 0:04:29.520
<v Speaker 1>industry because you know, there's these large UH companies typically

0:04:29.560 --> 0:04:33.360
<v Speaker 1>public companies and every sector that are Nobody knows who

0:04:33.520 --> 0:04:36.880
<v Speaker 1>started these companies anymore. You know, it's way long ago,

0:04:36.960 --> 0:04:39.120
<v Speaker 1>so they don't have a founder story of sort of

0:04:39.120 --> 0:04:42.360
<v Speaker 1>why they did something, and so I think like that

0:04:42.360 --> 0:04:45.480
<v Speaker 1>that's a real key thing that I've learned. And then

0:04:45.560 --> 0:04:48.039
<v Speaker 1>and then also I think it's just look, there's a

0:04:48.080 --> 0:04:51.040
<v Speaker 1>lot easier ways to make money. I always share with

0:04:51.200 --> 0:04:54.720
<v Speaker 1>entrepreneurs that you know, the ones that you know hit

0:04:54.760 --> 0:04:57.640
<v Speaker 1>it out of the ballpark and you know, have the

0:04:57.880 --> 0:05:01.920
<v Speaker 1>multi billion dollar sales of the company are few and

0:05:01.960 --> 0:05:05.480
<v Speaker 1>far between, and so you really have to have a

0:05:05.520 --> 0:05:09.160
<v Speaker 1>passion for wanting to do something. And so tell us

0:05:09.240 --> 0:05:13.599
<v Speaker 1>what business life has been like in the pandemic? Director

0:05:13.680 --> 0:05:17.320
<v Speaker 1>consumer is your main business model, but I wonder like,

0:05:17.520 --> 0:05:20.919
<v Speaker 1>have there been supply chain issues? Have there been sourcing

0:05:21.040 --> 0:05:23.760
<v Speaker 1>like what's been going on? How have you felt it

0:05:23.760 --> 0:05:28.520
<v Speaker 1>in your business? Yeah? So actually we're nationwide and lots

0:05:28.560 --> 0:05:32.599
<v Speaker 1>of stores, but also direct to consumers is now over

0:05:32.680 --> 0:05:35.080
<v Speaker 1>fifty percent of our overall business. I mean I think

0:05:35.880 --> 0:05:39.279
<v Speaker 1>business for us, Yeah, I mean that business for us,

0:05:39.320 --> 0:05:44.479
<v Speaker 1>you know has grown significantly almost tripled um since really

0:05:44.520 --> 0:05:48.760
<v Speaker 1>March fifteen, UM, so it's been absolutely crazy. I mean

0:05:48.800 --> 0:05:52.960
<v Speaker 1>we had started that business about five years ago at um,

0:05:53.000 --> 0:05:56.240
<v Speaker 1>you know, on our own website as as well as Amazon,

0:05:56.360 --> 0:06:00.080
<v Speaker 1>but primarily our own website. And you know what we

0:06:00.360 --> 0:06:04.200
<v Speaker 1>decided again on March fifteenth, as the world was changing,

0:06:04.440 --> 0:06:06.760
<v Speaker 1>was let's just go out to our customer base and

0:06:06.839 --> 0:06:10.239
<v Speaker 1>let them know, hey, you know, we're still available in stores,

0:06:10.279 --> 0:06:12.680
<v Speaker 1>but if there are supply issues, just go to drink

0:06:12.760 --> 0:06:15.520
<v Speaker 1>king dot com. And having a database of over a

0:06:15.600 --> 0:06:19.880
<v Speaker 1>million customers in that database on March fifteen was just

0:06:20.320 --> 0:06:23.560
<v Speaker 1>you know, a godsend in many many ways because it

0:06:23.680 --> 0:06:27.360
<v Speaker 1>really helped the consumer to you know, make it easier

0:06:27.400 --> 0:06:31.560
<v Speaker 1>for them to actually get product right right rather than

0:06:31.839 --> 0:06:34.760
<v Speaker 1>rather than going to stores and trying to find our product.

0:06:34.880 --> 0:06:39.120
<v Speaker 1>And and so I mean that was really really helpful. Yeah,

0:06:39.200 --> 0:06:41.200
<v Speaker 1>I agree with you, you know, and and I know

0:06:41.320 --> 0:06:43.880
<v Speaker 1>just from our own shopping, like we went you know

0:06:43.960 --> 0:06:46.080
<v Speaker 1>to places where we knew we could get stuff and

0:06:46.200 --> 0:06:48.440
<v Speaker 1>stuck with those brands that we know that we like

0:06:48.960 --> 0:06:51.760
<v Speaker 1>and that we could easily access. You know. I do

0:06:51.839 --> 0:06:56.000
<v Speaker 1>also wonder though about you know, your business going forward,

0:06:56.040 --> 0:06:58.640
<v Speaker 1>and I'm curious about, you know, leveraging the model I

0:06:58.640 --> 0:07:01.400
<v Speaker 1>think you guys are doing sunscreen. My understanding as you're

0:07:01.400 --> 0:07:04.359
<v Speaker 1>looking into maybe deodorant, like you have kind of a

0:07:04.480 --> 0:07:06.720
<v Speaker 1>thinking about how you the kind of products you want

0:07:06.760 --> 0:07:09.200
<v Speaker 1>to create. It's different from what a lot of other

0:07:09.240 --> 0:07:11.679
<v Speaker 1>folks are doing. UM, tell us a little bit about

0:07:11.720 --> 0:07:15.760
<v Speaker 1>how you grow the brand and expansion. Yeah. So, I

0:07:15.760 --> 0:07:19.240
<v Speaker 1>mean the brand started with health right and just trying

0:07:19.240 --> 0:07:23.040
<v Speaker 1>to get me to drink water. And and as we

0:07:23.160 --> 0:07:25.000
<v Speaker 1>a couple of years ago, I started looking at the

0:07:25.040 --> 0:07:29.080
<v Speaker 1>sunscreen market again for myself and my family, and there

0:07:29.120 --> 0:07:32.400
<v Speaker 1>just wasn't a great experience with the sunscreen that I

0:07:32.480 --> 0:07:36.520
<v Speaker 1>could find that smelled great other than coconut. Um it

0:07:36.600 --> 0:07:40.480
<v Speaker 1>was either you know, uncent unscented or coconut that was

0:07:40.600 --> 0:07:43.440
<v Speaker 1>on the market. So um, So we came out with

0:07:43.640 --> 0:07:47.520
<v Speaker 1>a sunscreen using our you know, real fruit actances from

0:07:47.760 --> 0:07:50.840
<v Speaker 1>the water to scent the sunscreen. So we have it

0:07:50.880 --> 0:07:54.520
<v Speaker 1>in pear and pineapple and grape fruit. It's amazing. And

0:07:54.560 --> 0:07:57.360
<v Speaker 1>then we actually did come out with a deodorants this year,

0:07:58.160 --> 0:08:01.360
<v Speaker 1>um in in January and actually was just in U

0:08:01.720 --> 0:08:05.480
<v Speaker 1>L magazine as actually today as as one of the

0:08:05.520 --> 0:08:08.920
<v Speaker 1>best deodorants in the market. UM. I was really looking

0:08:08.960 --> 0:08:10.920
<v Speaker 1>for a deodorant that didn't have a luminum in it

0:08:11.600 --> 0:08:14.600
<v Speaker 1>and uh, and you know it's not easy to find that.

0:08:14.760 --> 0:08:17.760
<v Speaker 1>And again that smells great and actually works and so

0:08:18.320 --> 0:08:21.760
<v Speaker 1>um that you know, that's really the halo for the brand,

0:08:22.480 --> 0:08:25.600
<v Speaker 1>and it was from day one was just health. And

0:08:25.680 --> 0:08:29.000
<v Speaker 1>so you know, while it might be confusing to people

0:08:29.320 --> 0:08:32.120
<v Speaker 1>initially thinking Okay, this is a beverage company, what are

0:08:32.120 --> 0:08:34.680
<v Speaker 1>they doing watching a sunscreen or a deodorant, I think

0:08:34.840 --> 0:08:38.720
<v Speaker 1>you know, once people actually see what we're doing around health,

0:08:38.760 --> 0:08:41.920
<v Speaker 1>and today, you know, more than ever. I mean, every

0:08:41.960 --> 0:08:44.600
<v Speaker 1>single day I run into people who are like, you know,

0:08:44.800 --> 0:08:47.680
<v Speaker 1>just trying to stay healthy. Right. I mean you talked

0:08:47.720 --> 0:08:50.120
<v Speaker 1>about the oreos and some of the other stuff. I mean,

0:08:50.480 --> 0:08:52.800
<v Speaker 1>I think you know, there's definitely a little bit of that,

0:08:52.960 --> 0:08:55.520
<v Speaker 1>but I think more than more than ever, I mean,

0:08:55.640 --> 0:08:58.000
<v Speaker 1>it's the question of the hour for people as how

0:08:58.120 --> 0:09:03.439
<v Speaker 1>do I stay healthy? Yeah, and have to put you know,

0:09:03.840 --> 0:09:06.400
<v Speaker 1>you have to exercise and do all of that stuff,

0:09:06.400 --> 0:09:08.960
<v Speaker 1>but you have to put this stuff in your body. Well,

0:09:09.120 --> 0:09:11.320
<v Speaker 1>what has come out because of the virus is that

0:09:11.640 --> 0:09:14.120
<v Speaker 1>you know, if you have underlying health problems, and some

0:09:14.200 --> 0:09:16.680
<v Speaker 1>of them sometimes are genetic and you can't control, but

0:09:16.760 --> 0:09:20.200
<v Speaker 1>things like weight, uh and some other issues, we know

0:09:20.280 --> 0:09:22.720
<v Speaker 1>it made you more vulnerable, certainly to the virus. And

0:09:22.760 --> 0:09:24.800
<v Speaker 1>you're right, I think Jason and I and I've had

0:09:24.800 --> 0:09:27.080
<v Speaker 1>a lot of conversations with folks in the wellness and

0:09:27.080 --> 0:09:29.720
<v Speaker 1>fitness world about how this has been front and center

0:09:29.760 --> 0:09:35.200
<v Speaker 1>for people, uh as they've been dealing with the pandemic. Absolutely, yeah,

0:09:35.320 --> 0:09:38.240
<v Speaker 1>and and you know you talked about supply chain as well.

0:09:38.280 --> 0:09:41.160
<v Speaker 1>I mean that for us. You know, again, we had

0:09:41.240 --> 0:09:44.440
<v Speaker 1>no sort of crystal ball to say, okay when the

0:09:44.480 --> 0:09:48.320
<v Speaker 1>pandemic comes. But you know, we we were very well

0:09:48.360 --> 0:09:52.080
<v Speaker 1>prepared in that we do everything that we do in

0:09:52.120 --> 0:09:57.920
<v Speaker 1>the US. We weren't you know, taking taking packaging from

0:09:57.960 --> 0:10:00.760
<v Speaker 1>another country in order to produce us our product. We

0:10:00.840 --> 0:10:03.959
<v Speaker 1>produced everything here. All of our bottles are here, all

0:10:03.960 --> 0:10:07.640
<v Speaker 1>of our labels are here. And then in addition to that, UM,

0:10:07.679 --> 0:10:12.200
<v Speaker 1>not all water bottle water is actually FDA regulated. Ours

0:10:12.280 --> 0:10:15.240
<v Speaker 1>is because we used fruit in our product. UM, but

0:10:15.400 --> 0:10:18.200
<v Speaker 1>we don't have that. We actually use a clean room

0:10:18.280 --> 0:10:21.320
<v Speaker 1>when we're bottling the products, so there's no people in

0:10:21.320 --> 0:10:24.760
<v Speaker 1>the room, which has been sort of a huge conversation

0:10:24.800 --> 0:10:29.080
<v Speaker 1>around the food industry in particular, especially with coronavirus UM.

0:10:29.240 --> 0:10:33.360
<v Speaker 1>So we were very well prepared to not have any

0:10:33.800 --> 0:10:39.000
<v Speaker 1>interruption and our production and supply chain. And we actually

0:10:39.120 --> 0:10:43.120
<v Speaker 1>got a phone call late March from Costco and they said, hey,

0:10:43.360 --> 0:10:46.000
<v Speaker 1>you know we're having some supply issues. We have some

0:10:46.720 --> 0:10:48.680
<v Speaker 1>uh companies that we work with that are trying to

0:10:48.720 --> 0:10:51.479
<v Speaker 1>get cans from Asia and some of the other places,

0:10:51.679 --> 0:10:54.520
<v Speaker 1>and uh, we were just curious, can you guys go

0:10:54.600 --> 0:10:58.880
<v Speaker 1>national with Costco? So we just rolled into Costco wide. Um. Yeah,

0:10:58.960 --> 0:11:02.800
<v Speaker 1>So you know that was the last thing months for us. Right,

0:11:02.920 --> 0:11:06.480
<v Speaker 1>it's pretty big deal for for us. In addition to

0:11:06.840 --> 0:11:09.880
<v Speaker 1>you know, tripling that direct to consumer business very exciting.

0:11:10.520 --> 0:11:13.200
<v Speaker 1>So care before we let you go. I gotta ask you,

0:11:13.320 --> 0:11:15.600
<v Speaker 1>especially given some of the work you did with the government.

0:11:15.760 --> 0:11:20.400
<v Speaker 1>You know, everyone is talking about job retention, job creation,

0:11:20.640 --> 0:11:23.680
<v Speaker 1>the changing workforce, a workforce that is very much on

0:11:23.720 --> 0:11:26.000
<v Speaker 1>the sidelines right now. You know all the figures like

0:11:26.080 --> 0:11:29.200
<v Speaker 1>we do as you think about this as a CEO,

0:11:29.600 --> 0:11:31.280
<v Speaker 1>what do we do as a country? I know it's

0:11:31.280 --> 0:11:33.959
<v Speaker 1>a big picture question and I only am going to

0:11:34.040 --> 0:11:36.800
<v Speaker 1>give you about a minute to answer it. But what's

0:11:36.880 --> 0:11:39.240
<v Speaker 1>one thing we should be thinking about as we try

0:11:39.240 --> 0:11:42.280
<v Speaker 1>and make our way through this? Well? I think, first

0:11:42.320 --> 0:11:44.760
<v Speaker 1>of all, if you are in a situation where you

0:11:44.840 --> 0:11:49.320
<v Speaker 1>need to go find a job, I think now versus waiting, um,

0:11:49.520 --> 0:11:51.840
<v Speaker 1>is there's no better time to go out and find

0:11:51.880 --> 0:11:54.280
<v Speaker 1>a job. Especially when people think like, you can't get

0:11:54.280 --> 0:11:57.160
<v Speaker 1>a job right now right, it's it's now is the

0:11:57.200 --> 0:12:01.440
<v Speaker 1>time to go out and because if you wait until um,

0:12:01.480 --> 0:12:04.880
<v Speaker 1>you know, the government is no longer issuing checks, and

0:12:05.000 --> 0:12:07.280
<v Speaker 1>then you know you're gonna have that many more people

0:12:07.320 --> 0:12:09.559
<v Speaker 1>out there. And and you know, I also think I

0:12:09.920 --> 0:12:12.800
<v Speaker 1>was at an event a couple of weeks ago with

0:12:12.840 --> 0:12:16.000
<v Speaker 1>my senior in high school hearing a bunch of parents

0:12:16.040 --> 0:12:18.839
<v Speaker 1>talking about how, oh, it's too bad you know, new

0:12:18.840 --> 0:12:21.440
<v Speaker 1>college grads can't get a job. I'm like, don't help

0:12:21.480 --> 0:12:24.480
<v Speaker 1>them that. And that's the worst thing that you can

0:12:24.480 --> 0:12:27.240
<v Speaker 1>found it. I mean, look, there's always going to be

0:12:27.280 --> 0:12:30.200
<v Speaker 1>a job out there, right, and and get out there

0:12:30.400 --> 0:12:32.840
<v Speaker 1>and try and find it. So I think, you know,

0:12:33.040 --> 0:12:36.240
<v Speaker 1>we need to keep going and there will be you

0:12:36.320 --> 0:12:38.559
<v Speaker 1>might have to look under a few more rocks, right,

0:12:38.720 --> 0:12:40.800
<v Speaker 1>but you you've got to get out there and go

0:12:40.880 --> 0:12:45.079
<v Speaker 1>do it. Yeah, that's a good optimistic tone to end on. Carol,

0:12:45.200 --> 0:12:47.400
<v Speaker 1>Thank you so much, and hopefully we can check back

0:12:47.440 --> 0:12:50.000
<v Speaker 1>with you again, uh in the future. Carrot Golden, she's

0:12:50.000 --> 0:12:52.720
<v Speaker 1>the CEO of HINT, joining us on the phone from

0:12:52.800 --> 0:12:53.000
<v Speaker 1>Main