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Ep.233: Lynn Honderd, Mary’s Medicinals

Cannabis Economy Podcast
Ep.233: Lynn Honderd, Mary's Medicinals

Ep.233: Lynn Honderd, Mary’s Medicinals

he latest with Mary’s Medicinals, Nutritionals and otherwise. We discuss the states in which Mary’s Medicinal’s is doing business and that Mary’s Nutritionals is available in all 50 states due to the fact that those products are based on industrial hemp.
Lynn discusses Mary’s footprint expansion and the fact that they are part of the only 10% of the infused product manufacture market which is in more than one state. She discusses the, arduous at best, process of actually expanding into a new state. Each state of course has it’s own rules and regulations to which Mary’s…and all others… must adhere- so Lynn takes us through the myriad ways that Mary’s has expanded. She’s also kind enough to share her forecasting philosophy as it relates to said expansion.

Transcript:

Speaker 2: Lynn Hondred, lynn Hondred joins us and takes us through the latest with mary's mediCinals, nutritionals and otherwise. We discussed the states in which mary's medicinals is doing business in that marriage. Nutritionals is available in all 50 states due to the fact that those products are based on industrial hemp. Lint discusses mary's footprint, expansion and the fact that they are part of the only 10 percent of the infuSed product manufacturer market, which is in more than one state. She discusses the arduous at best process of actually expAnding into a new state. Each state, of course, has its own rules and regulations to which marries all others must adhere. So lynn takes us through the myriad ways that mary's has expanded. She's also kind enough to share her forecasting philosophies or least to set expansion. Welcome to cannaBis economy. I'm your host seth adler. Check us out on social with the handler can academy. That's two ends of the word economy. Lynn honda, right? Yes. Do you like the logo?

Speaker 3: I love it actually. I like it a lot. Yeah. It's a throwback to kind of, uh, forties, retro hollywood. I like it. Oh, wow. 40 spread trope. Interesting. I do. You didn't, you weren't gone for that, were you? I mean for me, for me it's like hollywood them lights, like in the golden era. Look at that because I just, it, it looks like my childhood. That's why I like it. Oh, well the tape that I see that, but the lettering is scary. It's scary. Yes. Yes, of course. marriage is all about a font. Yes. We are all about fun. Yeah, I love them. I think it's great. Good. At this point we shouLd, we should probably start link because you and I, I just realized I've been talking for quite some time witHout the microphone's

Speaker 4: right. Which is nice. You know, we're meeting with each other in person. So here I am in mary's headquarters. Thank you for having me. I love the chalkboard wall that you have. Every office. Well how many offices? We have about six now, but in this same edifice. Yes. Good. ALl right. I'm just wondering because I know that you're in multiple states, which we'll get to, but as far as hq still here? Here? Yep. Still here. Denver, denver. Oh my goodness. That's a great place to be. It is a great place to be. We only briefly spoke about nutritionals last time you and I spoke, which is now quite some time ago. It has been. It's almost two years. I know. Um, so we have to talk about like an update. So first let's just do the update part. Okay. Okay. Alright. So there's mary's medicinals, there's mary's nutritionals. You said there's mary's pets? Yes. Um, what's the latest? What do I need to know? How many states are we in now?

Speaker 3: Sure. We're in eight states now, which is very exciting for us. Colorado, Colorado, Arizona, California, Washington, Oregon, Illinois. Vermont's. And now Nevada. Nevada is the most recent. Okay.

Speaker 4: So I need you to tell us from a manufacturer's standpoint the difference between the, uh, the, uh, states that are to the west of the rockies versus the states that are to the east of the rockies. It's a little bit different, isn't it?

Speaker 3: It is a little different. I think people's opinions of the use of cannabis is a little different. Although the acceptance is getting there. It's a growing. They're on the east coast. I think legislation is very different as well. State by state, so it's a. It's an interesting dynamic for sure.

Speaker 4: Yeah. All right, so we're in the eight states now. Are we in the eight states with both Medicinals and nutritionals?

Speaker 3: We're in the eight states with medicinals. We're in all 50 states with nutritional.

Speaker 4: Right. So we'll get to that. so as far as medicinal, so concerned, how much is the product assortment kind of change changed. We still have the patches. Of course. You know what, what else was going on?

Speaker 3: Sure. Lots of great things are going on this year in particular, so we still have our mainstay products that we launched with years ago, which seems like it is.

Speaker 4: There's been legal adult use cannabis. I know we're talking about about medicinals, but legal don't use cannabis for three years now know. it's crazy. That's insane.

Speaker 3: It's great. That's great. NoW, so we still have our mainstay products still have. Our patches are gel pens are compounds are capsules, right. Last year we launched into some new product mix, which is really great and we're very excited about it. One of which we won an award. Well, what would you, what'd you win the award for? Best infused products. and that was our muscle freeze. so we just muscle freeze. That sounds scary. No, it's very exciting. Um, it's like a bio freeze thing. Biofreeze infused with

Speaker 4: cbd only go to the gym all the time. So of course I understand what you're talking about, but you didn't. You're talking about Muscle fatigue. Fair enough. I'm

Speaker 3: talking about muscle fatigue, muscle soreness. you hit the gym really hard.

Speaker 4: So I need the muscle freeze to free. It lets us.

Speaker 3: Is it? No, it's a cooling acting. It's like biofreeze if you've ever heard of biofreeze, obviously I haven't. That's the problem. So it is, it's a muscle freezing agents. Um, it, it adds, it adds to the recovery recovery essentially. Um, and on our medicinal side we put thc and cbd in it. We also make that product on a nutritional side with just cbd in it. So it's been one of our biggest selling products, which we're really excited about that. The other thing that we launched on the market this year, um, that hasn't been out there and it's been extraordinarily well received, is a cbd distillate and to cbn distillate. Okay. So we're very excited about those two new products out on the markets. Tell me about the cbn. Distillet cben, as you know, is dedication of thc. Cbn has shown to be greatly effective in a sleep aid in parkinson's, in ptsd. So it really helps kind of calm, calm your head for lack of better words and your muscles. Um, and so we thought, uh, another great avenue to try a good sleep aid would be a distal, um, and so knoll or chief scientist has done a beautiful extractions to create a pure, 80 percent high discipline of cbn. ANd so it was just another way to consume cbn on the market.

Speaker 2: Lynn Hondred, lynn Hondred joins us and takes us through the latest with mary's mediCinals, nutritionals and otherwise. We discussed the states in which mary's medicinals is doing business in that marriage. Nutritionals is available in all 50 states due to the fact that those products are based on industrial hemp. Lint discusses mary's footprint, expansion and the fact that they are part of the only 10 percent of the infuSed product manufacturer market, which is in more than one state. She discusses the arduous at best process of actually expAnding into a new state. Each state, of course, has its own rules and regulations to which marries all others must adhere. So lynn takes us through the myriad ways that mary's has expanded. She's also kind enough to share her forecasting philosophies or least to set expansion. Welcome to cannaBis economy. I'm your host seth adler. Check us out on social with the handler can academy. That's two ends of the word economy. Lynn honda, right? Yes. Do you like the logo?

Speaker 3: I love it actually. I like it a lot. Yeah. It's a throwback to kind of, uh, forties, retro hollywood. I like it. Oh, wow. 40 spread trope. Interesting. I do. You didn't, you weren't gone for that, were you? I mean for me, for me it's like hollywood them lights, like in the golden era. Look at that because I just, it, it looks like my childhood. That's why I like it. Oh, well the tape that I see that, but the lettering is scary. It's scary. Yes. Yes, of course. marriage is all about a font. Yes. We are all about fun. Yeah, I love them. I think it's great. Good. At this point we shouLd, we should probably start link because you and I, I just realized I've been talking for quite some time witHout the microphone's

Speaker 4: right. Which is nice. You know, we're meeting with each other in person. So here I am in mary's headquarters. Thank you for having me. I love the chalkboard wall that you have. Every office. Well how many offices? We have about six now, but in this same edifice. Yes. Good. ALl right. I'm just wondering because I know that you're in multiple states, which we'll get to, but as far as hq still here? Here? Yep. Still here. Denver, denver. Oh my goodness. That's a great place to be. It is a great place to be. We only briefly spoke about nutritionals last time you and I spoke, which is now quite some time ago. It has been. It's almost two years. I know. Um, so we have to talk about like an update. So first let's just do the update part. Okay. Okay. Alright. So there's mary's medicinals, there's mary's nutritionals. You said there's mary's pets? Yes. Um, what's the latest? What do I need to know? How many states are we in now?

Speaker 3: Sure. We're in eight states now, which is very exciting for us. Colorado, Colorado, Arizona, California, Washington, Oregon, Illinois. Vermont's. And now Nevada. Nevada is the most recent. Okay.

Speaker 4: So I need you to tell us from a manufacturer's standpoint the difference between the, uh, the, uh, states that are to the west of the rockies versus the states that are to the east of the rockies. It's a little bit different, isn't it?

Speaker 3: It is a little different. I think people's opinions of the use of cannabis is a little different. Although the acceptance is getting there. It's a growing. They're on the east coast. I think legislation is very different as well. State by state, so it's a. It's an interesting dynamic for sure.

Speaker 4: Yeah. All right, so we're in the eight states now. Are we in the eight states with both Medicinals and nutritionals?

Speaker 3: We're in the eight states with medicinals. We're in all 50 states with nutritional.

Speaker 4: Right. So we'll get to that. so as far as medicinal, so concerned, how much is the product assortment kind of change changed. We still have the patches. Of course. You know what, what else was going on?

Speaker 3: Sure. Lots of great things are going on this year in particular, so we still have our mainstay products that we launched with years ago, which seems like it is.

Speaker 4: There's been legal adult use cannabis. I know we're talking about about medicinals, but legal don't use cannabis for three years now know. it's crazy. That's insane.

Speaker 3: It's great. That's great. NoW, so we still have our mainstay products still have. Our patches are gel pens are compounds are capsules, right. Last year we launched into some new product mix, which is really great and we're very excited about it. One of which we won an award. Well, what would you, what'd you win the award for? Best infused products. and that was our muscle freeze. so we just muscle freeze. That sounds scary. No, it's very exciting. Um, it's like a bio freeze thing. Biofreeze infused with

Speaker 4: cbd only go to the gym all the time. So of course I understand what you're talking about, but you didn't. You're talking about Muscle fatigue. Fair enough. I'm

Speaker 3: talking about muscle fatigue, muscle soreness. you hit the gym really hard.

Speaker 4: So I need the muscle freeze to free. It lets us.

Speaker 3: Is it? No, it's a cooling acting. It's like biofreeze if you've ever heard of biofreeze, obviously I haven't. That's the problem. So it is, it's a muscle freezing agents. Um, it, it adds, it adds to the recovery recovery essentially. Um, and on our medicinal side we put thc and cbd in it. We also make that product on a nutritional side with just cbd in it. So it's been one of our biggest selling products, which we're really excited about that. The other thing that we launched on the market this year, um, that hasn't been out there and it's been extraordinarily well received, is a cbd distillate and to cbn distillate. Okay. So we're very excited about those two new products out on the markets. Tell me about the cbn. Distillet cben, as you know, is dedication of thc. Cbn has shown to be greatly effective in a sleep aid in parkinson's, in ptsd. So it really helps kind of calm, calm your head for lack of better words and your muscles. Um, and so we thought, uh, another great avenue to try a good sleep aid would be a distal, um, and so knoll or chief scientist has done a beautiful extractions to create a pure, 80 percent high discipline of cbn. ANd so it was just another way to consume cbn on the market.

Speaker 4: How has it been? Like, what is the product? Is it a, a pill, a assaf a tincture?

Speaker 3: It's a desolate. so it's like, um, it's uh, yeah, in consistency of honey, of course. Yes. Okay, very exciting. So cbm, so I need some of that by the way, because I never sleep. Okay. So we'll have, we'll take you over to the lab and let you check it all out.

Speaker 4: Here's the thing though. I live in New York. It's the city that never sleeps. So I wonder, you know, even if I have cbs, will I be able to sleep with this distillet you'll be able to sleep. You'll sleep hours. Are promises maybe a solution for New York city itself?

Speaker 3: Absolutely. Without any question. The entire city can be blanketed and cbn.

Speaker 4: All right? so that's a various medicinals we keep on trucking. Mary's nutritionals 50 states wide. Um, you of course have heard about this dea thing, which I just spoke to bob hoban about, right? The expert. Indeed. So, uh, take us through where you're getting your cbd from. So we understand how you can continue to ship a around the 50 states without a worry in the world.

Speaker 3: sure. Well, we're in the world that have no. We all worry about something. That being said, the caveat to everything that asterisks at the end. That being said, we've partnered with a grower up in longmont who produces beautiful high quality cbd under the agricultural hemp license. I'm partnering with him as allowed as two things. One, we saw a real need back in 2015 to get good quality cbd into the marketplace. Most people that were putting a cbd products in the marketplace, we're importing cbd from other countries. A lot of it not, not testing, so great, not the best quality cbd. So by partnering with david bumbling, um, we were able to put in quality cbd product out into the marketplace since it's grown here under the agricultural hemp license, um, and testing well below thc limits in our final product is zero percent thc. We were abLe to put all of our product out into the marketplace and all 50 states,

Speaker 4: there you go. Zero percent in the final product. Yes. Okay. so you kind of take it out and then you take it out again. Exactly. Okay, fair enough. so what, so I go to Mary's nutritionals.com or whatever for instance, and then I can just get this cbn thing that you're talking about, not cbn, the cbn,

Speaker 3: no can you can only buy in states that were operating under the medicinals license

Speaker 4: structure so I can get the cbd products that you have, which are what,

Speaker 3: um, it's all of our same product suite that we have on the medicinal side, um, with the exception of a few things. Um, so it's her patches or gel pens. Compounds are muscle freeze, right? So when you hit the challenge, which I'm excited about at least four times a week at least meet you. It's our, uh, we have a new product out called burnout, which is a, it's an after sun care missed. Oh look at this. So we launched that late last summer. So it's like aloe vera, it's, they have some aloe vera in it, but it also has cbd in it. So it helps with the anti inflammatory that happens when you get a sunburn or when you get a, uh, you know, heat burn or anything along those lines. It actually works really well for woodburn too.

Speaker 4: Oh wow. Oh good. So if I'm cooking and I burned myself on the things right on there and look at that, what's that called? It's called a burnout burnout, but it just feels like that would be more in the hippy dippy tradition of whatever we're doing. Like an actual burnout. Sure. I mean it's a play on words. A lot of things that mary's does is a play on words. So why do you think you do? Why do you play around with language like that? Why is that a thing, do you think is, is there even an answer to that?

Speaker 3: I think it gets people to stop and think. right? So a great. Another example is, um, we're playing. Mary's has always been black and white, right?

Speaker 4: Sure. Okay. So we launched it as far as your brand color scheme, I know no other memories. Do you know another married? So, but when you say black and white, I just want to clarify that we're talking about the black color wise

Speaker 3: and the, the connotation that goes with that, we're simply black and white. You get good quality medicine, it's clean, it's accurately dose. Do you know what you're getting? It's black and white, no shades of any color.

Speaker 4: And I should just for the folks that care, I understand that black is the absence of color, but the, you know, let's continue. So you've always been black and white, right? In

Speaker 3: black and white. Um, we've always had this idea that if we kind of went into the recreational space with a product offering, we might do something a little different, um, and add some color. Uh, so in december we launched to teach, see distillate. And mary's believes that every once in a while there's room for people of color in your life. So we have this beautiful new packaging for the thc distillate that we just put out on the market. It's been extraordinarily well received. Um, and it's, uh, it's in color and these great little tents and we'll have to show you a sample

Speaker 4: you can take. We'll have to see that. So the reason that I kind of laid the groundwork with that a line of questioning is because clearly you understand what's going on in a number of different states. Clearly you understand what's happening in all 50 states as far as tv is concerned and I, you know, you, you might be one of the biggest, uh, manufacturers that there is.

Speaker 3: I don't know about that. I don't know. Um, I, we are married, has done an amazing job at expanding our footprint in our suite of products into other states. Um, the marijuana fact book just came out and you look at a infused product manufacturers and in how many are out there in multiple states and there's very few. I think there'S maybe 10 percent of the market is in more than one state. So from that standpoint, it's been very rewarding for us to be able to move that needle needle. And so we're, we're helping to expand into three more states by the middle of 2017 as well.

Speaker 4: Let's talk about actually expanding into a new state. Yup. so, um, you know, without giving anything away, how much work actually goes into that? In other words, we want to be in Nevada. Now we're in Nevada. That's not a 24 hour thing. so do you, can you kinda describe the process, whereas if I'm, maybe a manufacturer is, you know, I don't know main. Sure, absolutely.

Speaker 3: Absolutely. It's, um, it's arduous at best, but I think the first thing that you have to do it actually not. I think the first thing you have to do is really understand what the licensing aspects of the legal framework that surround each state. What makes it extraordinarily difficult or arduous is that each state has different rules and regulations you need to follow. Some states have residency requirements, other states don't. Some states, you know, have seed to sale requirements to other states don't. So very different. Um, we've taken kind of a multi, a multipronged approach to expanding into other states. Some, we are an owner operator of our own entity in some states. Others we've licensed with certain groups and others we work under the license. So it's very different depending on the state. The first thing we do is we look at market share and we look at is there's a reason to be there. Um, for us it's about getting your brand out, but it's also about consistency in, in what we put out. So while we are in Vermont and it's a smaller market share, we have an amazing partnership with our license holders in Vermont and we know that anybody that goes and gets a patch of Vermont is going to be the same passion that did

Speaker 4: to get here in Colorado or California. Let me just come back to this reason for being there. A raison d'etre I think is what the french. Thanks so much. I know no other, uh, oh, poplar mousse I think is a grapefruit or something. Yeah. Um, what do you mean by reason for being there? You know, in the same. So in other words, you say, when I'm looking at this, when we are looking at this, we need to make sure that there's a reason for being there.

Speaker 3: What I mean by that is that the market share, the time, the time commitment, you know, time, talent, and treasure is worth it, a for the license holder for whoever we're working with as well as ourselves to put product into the marketplace. Um, at the end, our goal is to get quality medicine into the hands of everybody who needs it. And so for us, that's rapid expansion in rapid growth into the, into all states that have a medicinal or recreational marketplace for, for the use of marijuana. So, right? Um, but you also have to be very, the business side, you also have to be extraordinarily concern. Not the concern is the one where you have to be extraordinarily cautious about what state you choose to go into to make sure that the market share warrants the time, talent, and treasure.

Speaker 4: So what this mEans is I have to stay in business so that it can continue to service the patients that need the medicine go. Thank you for putting it in a nutshell. Thank you for taking my. Well, that's my specialty. I don't actually have to know anything. I just have to listen to the and what you just said. Perfect. Sound. Brilliant, brilliant. It's a great job. So I'm okay. Fine. So these are the initial things that you consider and then, uh, and then,

Speaker 3: and we, we look at people that want to work with us and it's a vetting process that we go through for them as well as for us. Sure. It's really important that we keep our ip close to home. We have great license holders in different states in India. They're out exploring. Other states will usually sign, you know, maybe an loi with them to say, hey, if you do get a license in that state will go into that state with you as well. Um, and really, really lucky with the license holders that we have.

Speaker 4: Hello? Loi, letter of intent or intention. I thought you said a lom, which the only lom I can think of is herbert lom, which would be the antagonist to a, the Peter Sellers protagonist in the pink panther movies. That's way beyond me. Yeah, let's digress. Let's get back to your business. So glad I didn't say it dude.

Speaker 3: Um, and, and then we started vetting process and we usually, it's a, it's a 60 to 90 day process.

Speaker 4: Oh, it is that quick. Sixty to 90 days interest in men because you know what to ask, do you know what to look for?

Speaker 3: I went to look for, we know what to ask. One thing that we did really well when we started as you, we bootstrapped this and so we knew we needed to create a model that was scalable and that's the most important thing. Wild Colorado, um, we service thousands and thousands of patients that the market share in the patient count in Vermont is smaller or in New Hampshire, smaller. And so we have to be able to be scalable for a license holders in those states like California will be the opposite. I, I, I fully expect to California once recreational goeS, that will be scalable, much, much, much higher scale than we are here in coLorado with much more automation than we have here in Colorado.

Speaker 4: To take that tangent. And I, again, not trying to, uh, to, to ask you for any proprietary information, but when, when you are forecasting the possibilities there, can you give us some sense of how different the numbers are? D, do you see what I'm saying? Like if, if New Hampshire is obviously smaller than Colorado and California is obviously bigger, is there some sort of percentage or some sort of way that you can tell us actually have different? Can you quantify it in some way?

Speaker 3: Uh, I think it'll be interesting. It kind of, yes. So we kind of, I take this approach of one percent, right? So one percent of the topicals ancillary products slash extractions market. So you look at Colorado and they did what, one point 3 billion last year roughly around there? Yeah. Okay. Um, I think topicals was two percent of that and we hit red around alMost one percent of that two percent. Right? So we start looking at that and we, and we look at the market share of the space that we're playing in and that's the best way that we can quantify it. And that's the best way we can scale it. And so I kind of stick with this one percent or I think in California will be different because the market is so large. We mean we'd be doing wonderfully if we hit that even a half a percent mark,

Speaker 4: right? You're fine. Okay with that. But basically it's um, okay, here's what the patient count is and what the patient count could be. Here's what the adult use market as in Colorado compared to the actual total population. Here's what it could be in California. And then percent percent percent. This is what marriage would be.

Speaker 3: Exactly. But you also break it down into the, into the demo to what their users, you know, what, what everybody's using. What are you consuming? Are you strictly flower? Are you strictly concentrates in oils, strictly edible, strictly topicals. What's your, what's your consumption methodologies to that extent, which makes it even more convoluted. DoeS every state has different regulations? So you will look at someplace like New York where you can't have a smoke a bowl. Well, our market share is going to be far greater if we enter into New York because there was no other way to consume indeed. So

Speaker 4: I, I, you know, as you know, I live in New York, I like to say I'm based in the plane, but yeah, no, there is a, as far as product assortment is limited. We will agree. Agree there, which

Speaker 3: is, which is bad. I think for the, for the overall movement of the, um, you know, getting good quality medicine into patients' hands. For us in particular, there's a huge, uh, a huge opportunity.

Speaker 4: Sure. And you have to take that into account. Basically what you're saying, scale up scale down New York, that's going to be kind of a mary's place type of thing, which is the reality tv show that you're storing on, on bravo, uh, later this year. Mary's place, right? Whereas to every day they go to your house.

Speaker 3: No, that's not for me. That's not really what we're going towards. Mary. Mary's, mary's a solid. We put our heads down, we'll work hard. it's a team effort here and we, our biggest goal is putting good medicine out to people who need it.

Speaker 4: I gotcha. Alright, so in the end we're kind of up to that and thank you for taking me through this beneficial. We're not even done yet. My hope, my hope is we're not done yet. So. Okay. You found your partner, you've taken into account the regulations. You understand that New York is going to be different than New Hampshire, Colorado, California, Illinois. These know what are the market, uh, you know, nuances. You've got your partner and then now you actually have to start least as we get snow. We have to start. So then take us through that.

Speaker 3: So, um, you know, we know am, who's our chief scientist works with their counterpart. We set up the lab, we made sure that they have all of the equipment necessary to operate and run, um, all of our product suite. And we get our sales director out there. Trevor gallup, who's our director of sales, he trains their salesforce trevor out there, right outside sales, outside sales, outside sales. He's out there moving product and helping their salesforce and do training. It's a partnership and it's a collaboration. Uh, it's, it's nothing that we say, okay, here's your stuff. Go. We're out there for at least a solid two weeks to start. We're out there every quarter making sure that they have what they need, that we're in collaboration together, that we're working towards the same goal. Um,

Speaker 4: so it's hard to run a business where everything is in the same building and you know, we know who the owner is and we know how the, you know, the whole thing works. This has got to be impossible to deal with so many different partners with so many different rules. Sure. How do you, you know, simplify that for the team, for each team and for yourselves,

Speaker 3: for the most part, the actual execution of setting up the lab and moving forward is pretty simplified. We look at the market share, we look at how they want to start and then we move into it from that space. When we started, we were in 300 square feet, you know, we did our first million dollars in 300 square feet, which blows my mind and we were making four different products and I'm like, oh my gosh, time has flown in and process and procedure has changed quite a bit, so once or twice, right? Just a few times. So what's beneficial for us is that we are truly scalable and so we really talked to the license holder about how they want to scale, how they want to put the product out into the marketplace and how we help them do that. Because at the end it said it's a team effort, 100 percent.

Speaker 3: We rely on them heavily to understand their own law legal framework within the state of that onus lies on them. They rely on us for supplyIng all of the ip technology, you know, technology and everything else that goes into moving the project in education that goes into moving the product. Right. Um, so we, since we have to both rely on each other heavily, two things, a, we make sure that we liked the partners that we're partnered with and we do. Um, and to um, we go into an understanding. It's a, it's a huge team effort and everybody has got to be a board on that.

Speaker 4: So knowing that it's a team effort, knowing that you each rely on each other, what kind of lessons along the way here over the paSt couple of years, how have come back from different states thAt you can share whether you set what we learned from Nevada x or just generally, you know, this has come back, x, y and z is coming back.

Speaker 3: We've learned from our Washington license holder, I'm the difference. See the differenCe in climate and in operation in different climate and know washington's climate extraordinarily different than colorado's. You're talking about weather apps, whether consumer climate, weather and climate control. Um, we've learned a lot from different partners in the market needs and demands, you know, uh, in one state or thca patches sell off off the charts. Right? But there's not that demand for it in another state or the gel pens don't move well in some states versus another. And so we start looking at the data and we start analyzing it and looking at their consumer base, what they're looking for and then we go in and either help them with new key points on those products or what we've realized now since we've been in the business for almost four years, that some products just aren't going to have the same market share in some areas that they would another's. And that's okay. You know, california's a prime example, California, regardless of its medicinal state. Sure. It's extraordinarily focused on recreational use and recreational milligrams. Um, and so, you know, iT's a hard, um, education curve when we got into the state to tell them about bioavailability of a 20 milligram patch and how effective it is when all they're used to seeing is 800 milligram candy bars.

Speaker 4: So go one level deeper because, you know, if I'm an 800 milligram guy, I'm listening to you and saying I'll never take your 20 milligram patch, or if I'm a 20 milligram person, I can't believe that 800 is a number that would be to break that down.

Speaker 3: I think it's an interesting two things, two things to pretend one consumer and what they want, right? And you're, you're, everybody wants something different. Um, but I think underlying everybody's relieving some sort of ailment regardless. Um, so from that standpoint, what level are you leaving your ailment and what level do you want to be at to relieve that? So, um, for us in particular, you know, you're looking at two different kind of consumer consumer methodologies is somebody who's truly looking for pain relief, one who's looking for something a little bit more on a recreational use. That's the biggest difference. So what, who's adding weLlness, if you will, anyone listen, rigHt? Versus, and both are great. There's a market for both of them in both should be applauded 100 percent because the use of cannabis, everybody, I think, especially in our realm, can't deny that it's far better than anything else out there for recreational use, safer and well, it is really funny, a lot safer, so from that standpoint, you're dealing with two different consumer basis.

Speaker 3: That being said, it's interesting because there has been some crossover too, so you do have somebody who would come in and buy an 800 milligram candy bar. They would see our products and they would say, gosh, my my grandmother or my mom or my dad or somebody who I know what I know from this. This is a perfect product from them, and so they helped push that product to a consumer that might not otherwise use cannabis. For mary's. What's really important is continuing our continuing our grassroots efforts with, with our peers. Right? What do You mean by that? Well, continuing or our relationship with our peers that were, you know, we've been in the trenches and we're pushing for legalization of marijuana and everybody understands the benefits of cannabis and we all know how great of a medicine it is and it shouldn't be legal, but we're also, we're also trying to get a different demographic.

Speaker 3: We're trying to capitalize on a Demographic that is hearing about this. Oh yeah, we hear about this, oh, this is a good thing. This is great. I see it's working over here and cnn did this and nbc did this and all of these different things and they're realizing I want to learn more about it. I want to put my foot into the door. We have a great product suite to allow them to put their foot into the door and see and accept cannabis as a great form of medicine and slash or a recreational product. Right. Um, and so for us, that's, that's our goal is really reaching out to a different demographic that would not. Otherwise, you use cannabis as a form of medicine and slash or recreational products

Speaker 4: while staying present at the tip of the spear with the folks that are really trying to push for.

Speaker 3: Right. And so it's a, it's a fine balance in. And um, we're blessed to be in both worlds. We really are. We're blessed to have you learned. How about that?

Speaker 4: You're, you're, you continually keep it. 100. Keep it. One hundred. 100. Do you know that? That's a thank you for 100. And your last name is hunter, which is 100 and dutch. Yeah. Is that what that whole etymology is? I. Are you dutch?

Speaker 3: I'm not. Okay. My, with my maiden name.

Speaker 4: Well, this is a married man. It's interesting. What's your maiden name? Grant scheme. That's polish my conference polish. That's fantastic. Ends with the ski. Why that's a different countries, countries that it's an ends in nine. Have you been to Poland and uh, where's your family from in Poland? I'm right outside of warsaw. Oh sure. Yeah. Well she's from woods. Yeah. Which is like, was she born there? That's awesome. Okay. Yeah, she was born in voyage, which is lod z, so people think it's lots, but it's. and so you're. I mean it depends because she's east. No, she's west of warsaw, which is western warsaw. It, my family was east, but my uh, my grandfather was born there. My father was not, so I have a second audition and you went back and it's cold. They're cold. BeautIful though. it's. Yeah, absolutely. Absolutely. Yeah, I think that's a, it's on the menu.

Speaker 4: Certainly it's not helpful for me because as we discussed trying to get a to the gym so I can use the muscle freeze. Exactly. But I am eating more healthy. I will saY that to that point. We have a, we have our powders out on the market powders, protein powder and a good greens powder. So what I've said is I will never take supplements, see what I'm saying? But what did the powders do? Protein powder. No, I know, but like why? Why would I want that versus what I can get at gnc because it has cbd in it and cbd is an anti inflammatory and it's a pain. Pain reducer. Can I get it on the, on the website? Can we. Is it a nutritional or medicinal? That's my question right now. Let's medicinals. However, a little teaser beginning march. It will be on nutritionals. Look at that March 1st or the ides of march. March, March 15th.

Speaker 4: I will hold you to it. I also liked the viewer, a shakespeare fan. I liked history. Really? What was your, what did you study in school? finance and for fun. I'll read the classics and the, you know, get caught up with my left and I did a lot of studying abroad and so I just study abroad. I studied in Russia for were in Russia, in moscow and saint petersburg. Moscow though if you go there, they don't say moscow, they say must go. Wow. Do you know russian? I used to speak it very well. Not anymore. Okay. So a little bit of that. So you've got, you're dusting off skin and all that. I studied. I didn't study. I did a lot of times. I spent a lot of time in london working. I spent a lot of time in France and Spain. Did you ever go to tHe globe in london that shakespeare's actual theater funding?

Speaker 4: Phenomenal. Growing up, I grew up in san diego and there's a replica globe down in balboa park and saying, hey, go look at that, and so we would do shakespeare in the that night. When is awesome. Are you saying that you performed good lord? No, because I'm looking at linda and I don't think that you're a former performer, performer, like to be a singer, but you don't ever want to hear me say, why would you like to be a singer then if you don't have a good voice is what you just said. I have a horrible place. But why? Then the intention, uh, who were this is going to lead us up to the final question, which is on the soundtrack of your life. One track, one song that's got to be on there, which we'll get to, but you know, as far as I to think of that one, that's fine.

Speaker 4: But One soundtrack on the soundtrack of your life. One track, one song that's got to be on there. And I'm also, I'm watching how you think this is very interesting. Um, but I do need to know as Far as singers are concerned, what, what is the, where does the passion. Well, who did you see where you said, I, you know, I would love to sing. You know, what, what is it like? Yeah. Who is it? Who would that be? What performer did you see that you said I'd love to sing. That would be great if, if I could say, wouldn't that be great?

Speaker 3: Do you even remember? No, but I do remember my first concert and solid. Solid go there. Okay. Michael jackson, victory tour. La coliseum has 10 years.

Speaker 4: Your cool. That's a cool. First concert was amazing because that's with the jackson five is the victory tour. Are you kidding me?

Speaker 3: I had the glove. I had pens that had the schwag purple bedroom. That's amazIng. that's perfect. That way. That was probably the worst experience of my parents ever had because it was a downpour in la colosseum. Nosebleed seats. But mean was the only one standing up.

Speaker 4: You dIdn't care if you beat me. MY first concert, neil diamond. Wow, that's awesome. I love neil diamond with the coming to America and the sweet carolina and such a good concert. Yeah, I mean, stuff doesn't really have the cultural, you know, a heft of Michael Jackson victory tour for our parents. That's a. Yeah, yeah. Oh definitely. Which is where I found. All right, so, uh, you know, we could go on forever, but you've got to get back to work. You're need states for, you know, in 50 states for matter. Uh, let's do it. Soundtrack of your life. One track, one song that's got to be on there.

Speaker 3: God bless America.

Speaker 4: So I am a patriot and I don't care who you voted for it and you don't care who I voted for, but I love this country and I want us all to just be able to talk to each other because we are all americans and we should be on the same team. Do you want to go with a version of god bless America. Is it ray charles?

Speaker 3: That's a good one. That's a good one. That's a really good one.

Speaker 4: Go wIth that for now. Let's do a little soul. Little searching stirs up something and you know your your inner self. oh, it absolutely does. Let's do it. I love it. Absolutely. And there you have lynn pondered clearly working hard work's part. Obviously they're doing great things over there at mary's. It was really a pleasure getting to know lynn a little bit better. You

Speaker 2: can of course go in the wayback machine and listened to our first interview, which I believe is conducted by phone. In any case, a good to talk to her again and thank you for listening.

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Cannabis Economy is a real-time history of legal cannabis. We chronicle how personal and industry histories have combined to provide our current reality.