Adam Schlett, Founder,

Thinking Outside The Bud - Adam Schlett

Adam Schlett, Founder,

Adam Schlett is the founder of, a veteran of the data and ad tech space and a passionate advocate for medicinal cannabis and responsible adult use cannabis. With a background in business development and sales, Adams last venture was growing data and advertising agency from a team of 4 to over 150 people. Safe-Reach was born as a remedy for the lack of scalable ad solutions for cannabis advertisers.

Away from cannabis and media Adam enjoys playing and producing music and riding motorcycles.


[00:00:01] You're listening to Thinking Outside the Bud where we speak with entrepreneurs investors thought leaders researchers advocates and policymakers who are finding new and exciting ways for cannabis to positively impact business society and culture. And now here is your host Business Coach Bruce Eckfeldt.

[00:00:30] Are you a CEO looking to scale your company faster and easier. Checkout Thrive Roundtable thrive combines a moderated peer group mastermind expert one on one coaching access to proven growth tools and a 24/7 support community created by Inc. Award winning CEO and certified scaling up business coach Bruce Eckfeldt. Thrive will help you grow your business more quickly and with less drama. For details on the program visit That's E C K F E L D

[00:01:06] Welcome, everyone. This is Thinking Outside the Bud, I’m Bruce Eckfeldt. I'm your host and our guest today is Adam Schlett and he is founder of Safe Reach.

[00:01:14] We're going to talk a little bit about advertising. We're going to talk about the cannabis industry. We're going to talk about the uniqueness and the situation we're in and where things are going and what you can learn about how to effectively advertise and use media and the cannabis space with that. Adam, welcome to the program.

[00:01:29] Bruce, thanks for having me, man. Really excited to be here.

[00:01:31] So why don't we talk a little bit about background for us before we jump into cannabis? I know you've had kind of a long entrepreneurial career and in advertising and media. What do you tell us a little bit about that and then how we got into cannabis and then we'll talk about what were you doing in the cannabis space? So the real answer is I got into candidates well before I left. I don't know how I'm supposed to talk. No.

[00:01:56] No, I was I had shoulder surgery when I was 18 and I was given oxy totem. And I didn't like it because I just kind of didn't enjoy the way it made me feel. A friend introduced me to cannabis. And my love personal love affair has started and remains quite strong since that day. As far as your business, I studied accounting and financing finance at Muhlenberg, which is a small liberal arts school in Pennsylvania. Kind of popped around crappy entry level jobs for a while, trying to figure out what it is I wanted to do, knowing that entering the corporate workforce, I love business, but kind of some of the bureaucracy of larger entities doesn't necessarily appeal to me. I was very fortunate and landed at a company that was around four people and I was one of the first or depending on who you ask. The first non partnered employee and I was still pretty green and I had the opportunity to learn from someone I would consider my mentor today and on how to really grow a business from from a sales and account's perspective and helped grow a data company from around five employees to one hundred and fifty employees. That was yeah. I was just an awesome experience working close to home with somebody I really respect, and I know a lot of my peers don't have that same affinity or appreciation for their experience, so I definitely realized I was lucky in that regard. Well, you know, maintaining my said love affair for cannabis during this time while still growing my personal success and experience in the business world. Obviously, this market's matured on both medical and adult use front.

[00:03:37] I'd been looking for a way to get myself involved. I am not a grower. I am not in the retail business. And I don't have the kind of money that you need to really compete in those fields in any of these markets. So it's hey, how do I apply my my skills and my resources and my relationships into this space? We were that previous life. I came from was working in the data field. So we were essentially sourcing first and third party data from a myriad of different sources. So I'm going to use the term off line data, which is your first last name tied to a postal address, tied to some demographic and psychographic behaviors, kind of similar to traditional direct mail lists. And the industry today is pairing that in a privacy compliant fashion to online data. So mobile behaviors and browsing behaviors so that you can associate online behaviors to a real person off line through a combination of database processes. And then you can actually activate a media campaign against that that person or those group of people that you're targeting that have been qualified by your campaign as they go from Spotify to connected TV to display to their mobile phone. So that was the space I came from. We were working with a lot of agencies as kind of a vendor for data and for media against that data and might say media online ads. We kept getting a ton of requests for cannabis campaigns in the markets where we had relationships that were adult use and in medical was legal. No one could really find a place to park those dollars.

[00:05:15] So that was the first time I was like a ding, ding, ding, ding. Yeah, like somebody who's got to do this right.

[00:05:22] And three years ago, I started kind of broaching the subject with with my boss at the time. And, you know, it's like, hey, this is not. Time it's not our business. But you know this. I think your idea is on point. It's just not very. And to his credit, I think he was right in around a year ago. It became a little more frequent and had a lot of my partners were seeing opportunities for brands in the cannabis space that we're looking for more effective ways to operate like a regular business. Yeah. You drive new customer acquisition. And, you know, I had a few conversations with larger shops in the attic, strange world in the data world and obviously in the social world and on Google. And no one was really even considering it.

[00:06:06] So as I said, why I guess why was that?

[00:06:08] I mean, what why was that to the general data advertising industry, not interested or not willing to get involved in the kind of a space?

[00:06:17] I've gotten a few different answers. My honest opinion is that there is clear and consistent theme with federal and state law. And, you know, everyone's kind of it's not a new story for anybody. I think any company that's publicly traded or has national or international interests is going to be incredibly risk averse to this area until there is something more solidly laid out. So the federal government's stance on cannabis and and especially when Jeff Sessions came in and pulled back the Obama era like notion that, hey, are going to be with the states, want to do it, kind of create an even more reason for the legal staff at these publicly traded entities or just larger national organizations to say thanks, but no thanks.

[00:07:00] Yeah. So they were worried it was going to taint sort of taint their other businesses or their existing business. And so while there was definitely what they might see opportunity and they might see a potential market, that it wasn't worth the risk from their point of view in terms of this federal uncertainty or the federal legal uncertainty wasn't worth it for them at the time.

[00:07:18] That's that that would be my assessment based on my conversations. I'm sure someone's gonna give you a much more detailed answer that's behind the scenes that those organizations. But from my conversations, yes.

[00:07:29] So you have these brands, these cannabis brands who are out there looking for, you know, sort of advertising media marketing solutions to be able to generate new customers. How? I mean, how did you sort of see the opportunity manifesting itself? Like where where were the real kind of opportunities in terms of helping these these companies with these solutions?

[00:07:49] So the first place I looked was one like away from risk aversion, which, you know, to each their own. It was what's actually written down that's prohibiting folks from doing this. Yeah. And I brought it. I watered it down to three real pieces, two of which are based around legalities and the way we interpret the law. And then one around, just somebody actually going out and executing against it. So it's audience compliance. It's creative compliance. And I'm talking strictly in a digital capacity. I can't speak for direct mail. I'm not uber aware of familiar with radio and television, but that's definitely not my space. So I'm not going to a.

[00:08:29] This is basically online advertising, digital advertising.

[00:08:32] And that's that's where the. Well, where I want to focus now. That's that's where we know the most. So I guess you have to quantify. You have to look at each adult use and medical market separately. And then each state in general has its own laws around again. Audience compliance and then creative compliance.

[00:08:50] And what I've seen so far. Yeah. Can you give us example of what what some of the states are doing or just how they define or what comes up when we talk about audience compliance?

[00:08:58] So pretty much it's ensuring that you're reaching known adults. So the 21 plus, depending on which state you land on, you have to be able to validate that anywhere from 30 to 80 percent of your audience that, you know, you're targeting is 21 plus. So how do we solve for that? Yeah, come from the data world. I have 120 million user adult 21 plus user database where I have geographic information tied to an age validation tied to all my data. So boom solved for there. Interesting. The other piece is creative compliance. And that is knowing what we can and can't include. And there are some broad strokes that are applicable in the cannabis and then hemp industries respectively that you can kind of universally apply. And then there are some some more granular rules depending on the state. California, you have to have the state license number visible in the creative Washington state has have fine print in the creative side. Alaska has had some fine print. Yeah. I mean, it's it's publicly available information. I just happen, you know, you got to go through you got to know where to look. So by carrying that data piece where we're solving for the state level regulation on being able to validate saying, hey, governing body concerned citizen, I know exactly who we're targeting and then also ensuring that the creative is aligned with the state law. We are very comfortable and as our lawyers that we're operating within the state, the state guidelines for, you know, marketing candidates product.

[00:10:29] Look, you mentioned there were three. Those are the two kind of legal ish aspects to them. You had a third on there in terms of going out and doing things.

[00:10:36] What was available, inventory or supply of ad space on the Internet? So it's like, OK, there are a few solutions out there that are that are driving success for clients that are focused more on the endemic vertical or on age gated websites that are based around cannabis content, either cannabis, business, cannabis, social cannabis, consumer. As previously mentioned, I've been a passionate advocate of cannabis use my entire adult life. That's exactly true. But I'm very seldom am I going to culture based Web sites for the cannabis industry. And I think the larger market and where a lot of these brands that we're talking to that have the real are looking to aggressively grow are not necessarily looking for the very culture cannabis consumer. They're looking for the person who is interested in cannabis or wants to try CBD and they want to put their brands in mainstream places where they exist along other other mainstream brands.

[00:11:35] And so I think the general market or, you know, most people think, OK, let's just post on Facebook or everyone's on Google, things like that. What is the state of affairs when it comes to these big media platforms where most people would go for this kind of broad reach advertising?

[00:11:51] So you could exist in Facebook, but you cannot put money in and pay to reach their audience. So unless and and even went. And when I say Facebook, I'm going to I'm going to use that. So I'm going to put a social banner to that because it's talk about Facebook and Instagram. You can drive content on there. You can actually build a pretty significant organic audience. And then there is a strategy to that, to building and retaining your own audience. But you can't pay to reach their new people or say, hey, I know that that 25 year old in Colorado respond well to my brand. You can't try to go out, acquire more of them. And then because of the fact that you're operating with within the cannabis space and that content is considered in that gray area, they can actually shut down your account. And they've been known to do that pretty liberally without any explanation. So it's not a sustainable marketing model. And additionally, Google won't let you advertise in, you know, with AdWords for whether it be dispensary or cannabis product. So, you know, the two basic platforms that are common knowledge for any local, regional or national business. So you need to have a presence here. You're not you're not allowed to participate.

[00:12:58] All right. So that kind of takes those big those big obvious plays off the table also. So if you want to get beyond the cannabis focused Web site content advertising option, but you can't be on Google and Facebook, at least on a paid, you know, paid growth model, what are the options? Where do you where do you create opportunities?

[00:13:18] So there are few outdoor opportunities and that's not my business. So that was it. So if you read it at SFO a few months ago and you go out and there's a giant weed apps billboard right with you on the highway. So it's like you that. Yeah. So it's like it's cool. But that's they want to brands want to get more granular. They want and they want to know when they're talking to Adam. They want to know when they're talking to Doreen, my 62 year old mother, who is kind of curious and you know, using CBT and isn't a high end affluent shopper right now. So there were one other. There was one other place to go to do that. So it's like, hey, why not? So over the last year or so, my business partner and I went out and started reaching out to publishers, large national publishers, with either a local public, many local publications or music entertainment news pubs to say, hey, are you guys interested in monetizing this space? And not surprisingly, an overwhelming number of them are. Absolutely. Like we've been looking for ways to participate here.

[00:14:19] Some of them are still erring on the side of legal caution. And so we haven't been able to win over everyone we talked to. But a surprising number of very big brands do want to monetize the space and are moving toward a space where they're like, hey, if you can validate that you're only reaching known adults on our page, then we're open to business. So we've gone out and acquired quite a few of those relationships. And now we work with. We have our own ad tech. We're essentially an ad exchange where, you know, we're a supply side platform that aggregates and connects a swath of available web based ad inventory. And then we connect that pipe into what's called DSP or a demand side platform where that all of that inventory is available for purchase. The caveat is we have to push our data from our database into those platforms so we can say, hey, media campaign, I want to only reach these people who I know are adult on these said Web pages.

[00:15:22] Got it. So when you have when you use your database to validate that these are legal kind of desired targets or that they're. Targets. And then when they show up on your your network's Web site or platform or page, you can validate that. Which then allows you to show the media and sort of complete the transaction. So it's really it's you have these three pieces, you've got the the the publisher side, you know, the people that have the content for the ad space, the database of known users, and then the contents out of the the ad side. The people that want to display you, you bring those together to actually complete the transaction. That's my understanding of it.

[00:15:58] Yes. Yes, that is correct. That was we essentially had to create our own mini universe advertising ecosystem, just kind of siphoning off into our own world of our own pipe so that we didn't have to participate in anybody or any third party platform that wasn't necessarily aligned with us on how we view this world. So it was a big push at first. And, you know, we're in a really exciting time now because we're fully live. We're very scaled. We have a few hundred million unique compression opportunities abound on some really premium publishers. And, you know, we're rolling out with some very large sales organizations agency. And some candidates brands directly that are getting to the fact that your consumers are not all the same. Different messages resonate with all of them. The ability to create segments of known adults in your different markets you operate in and then deliver the right message and track that engagement is something every business should be doing.

[00:16:58] Yeah. Yeah. It's interesting. I mean, it's really. And I've seen this happen a couple of times in the cannabis world, which is because of the federal, you know, legal conundrum that we're in kind of creating a situation where these the big players or the big players in various industries because they either can't or don't want to get involved. Create this, Chris, a bit of a vacuum where these new new entrants can come and actually create really kind of important parts to the framework, to the system, to the industry that are just unserved because of this, the federal legal saying. So it's I mean, normally, you know, all the big guy networks would kind of come in and do all this stuff, but they do want to touch it because of legal issues. So it creates opportunities for companies like us to really set up shop and fairly quickly create pretty significant businesses. I mean, it's a it's a really interesting dynamic in the cannabis space.

[00:17:44] I don't think we're going to see a more inefficient and opportunistic market in my lifetime again. I love cannabis. I know quite a bit about advertising. It was like somebody was smiling down saying, hey, buddy, it's your time.

[00:18:01] Well, actually, you know what?

[00:18:02] I think this is not kind of an uncommon story that I've seen in the cannabis space now, where I think a lot of people think about, you know, getting involved in cannabis or starting cannabis business. You know, they think about I'm going to start growing some plants or I'm going to process or I'm going open dispensary. And I think the fact is, is that the vast majority of new business opportunities in the cannabis space now are these ancillary products and services around it, where you take what you're an expert at, what you are, you know, what you know really, really well from not from the non cannabis space and figure out how to apply it in cannabis. And that's how a lot of these great business has started. You know, whether it's advertising, whether it's, you know, marketing, whether it's operations, whether it's, you know, creative services, consulting and coaching and all these things that that the industry now needs because it is a growing, thriving industry that new businesses need to be created. And a lot of it because you can't either you companies, the original companies can't or don't want to get involved in the cannabis business. There's a lot of new opportunities for that. So I think this is a perfect kind of case study or perfect story for for what is happening in the cannabis space.

[00:19:03] Let me talk a little bit or let me ask a little bit about the, you know, what has been most challenging for you and kind of growing the business.

[00:19:09] I mean, could you kind of have these it's like you're essentially a double sided market, right? You've got the publisher side. You've got the advertiser side. What has been more challenging or what have the challengers flip back and forth for you as you've grown the business and get getting to this point?

[00:19:23] We had to learn the supply side of the business, you know, pretty much just start the business. We realized that there was no start and end with supply. So personally, on that side, like the data piece demand, you know what advertisers agencies were buyers need what they need to see from, you know, a transactional and from an analytics perspective. My business partner and I are well versed in that space. So personally, I had to really learn the publisher side of things and learning that space. And then it was, you know, publishers aren't they want more money that they like that. I mean, can you bring me more money? Yeah. So and because there was such a lack of, I think, centralized information on the candidates faith, I think in any industry, not just cannabis. There's a lot of people who say they can do quite a bit, but can't. So we've had to kind of really validate our knowledge in our effectiveness based on some previously poor experiences that the current enterprise buyers have had managed in the past for our existence.

[00:20:23] Do you think so? I mean, publishers have had bad, bad experiences and. Left a bad taste in their mouth around being able to do this, and so therefore they they're hesitant to actually engage in these new opportunities, so more so.

[00:20:36] So the idea I'm going to publishers and saying, hey, we're bringing demand to you guys. Everyone's pretty cognizant of the fact that this is a growing market and it's it's not the automotive marketing market. So we're not we're not going to be that big of a line item today. You know, on there. Well, yeah, but it's growing. And the larger publishers, in order to exist in their technical infrastructure, you have to command a certain amount of revenue to them a month. So while we're we're going out and we're a small team or a bootstrap finance company and, you know, we want to maintain our independence and work with great companies, but we don't want to work for somebody when this is our idea and we're the ones who are are pushing it and kind of creating this market. So it's just a matter of educating and selling effectively and bringing those buyers to the table saying, look at all this really cool shit we can do, but then watering that down to a level where somebody who's been growing and selling cannabis can actually understand what deterministic we linked audience data is and what onboarding is and what you know. Cross divides, attribution is bringing all those things into the market while also quickly scaling demand so that we can validate our existence in the publisher ecosystem as a technology partner. So that would be for. That's not some. It's something we're solving for very effectively. But those are the things that get me a little worked up from time to time.

[00:22:05] It's interesting.

[00:22:06] I mean, because I'd see the the conundrum like they you know, they see it as a great opportunity, but it's also it's got to fit within their kind of their business model and their infrastructure. And it's got to be big enough and of manageable enough that they they see it as interesting in terms of in terms of the advertiser side. So, you know, for the company, it's out there, you know, kind of as brand CBD brand who is looking for, you know, digital advertising solutions to grow their audience, grow their customer base, acquire new customers, want what's kind of working right now, what's not working. And I give give some sense of the type of companies that are kind of playing around with us.

[00:22:40] What are the results are getting? What companies are seeing know really kind of good results or successful results from, you know, from someone? What are they actually getting? Are they getting the customers? Are they brand building? Are they reselling existing customers? What seems to be working right now in the space for folks?

[00:22:54] Well, I would encourage every brand or company to have a retention marketing business. If you're not doing collecting emails and doing regular loyalty emails and everyone does XM acts on the retail side, that's that's not our business. We're all about new customer acquisition. So we would bucket I would bucket this CBB. There's two heads that there is CBT retail promotion because there's quite a few CBB retail stores popping up and in a very high end branded fashion, it's a very large major retailers. And then there's some more just CBD straight up CBD store kind of places. And then there's CBD e-commerce and we're seeing success across all those. There are some times where the e-commerce stuff is a little more competitive. I think that will continue to be more competitive, especially as certain brands start taking over the marketplaces like the household name. And I don't think it will be a three to six month window, I think will be more of a 12 to 24 month window as these brands kind of carve out who is the winner of who is the loser. We work with quite a few brands that have never done any advertising or sold anything. So we're not we're not doing a lot of Web page management. We always assess Web pages. And what's the flow from that? Click on the ad to the conversion. And you know, what is the KPI that you're looking to generate and how are you supporting us and how we support it need to get there. That's the conversation I've had with that CBD advertiser. So when we've seen some awesome products with great creative and really slick websites and the results are dramatically different than when you're working with these pages that are, you know, inundated with crappy links or lackluster content. So I would say those are the things we deal with on the CBD side.

[00:24:41] Within the cannabis space particularly, I would say there's retail promotion, there's e-commerce promotion, and then there is product promotion. Retail is really driving hyper local traffic, you know, letting people know about dispensaries. I would say the big barometer for those is really branding and awareness. And then also some email capture like, hey, get people to join your list, then see that you could do an evil act with your daily deals or event promotion you have. Coming up, e-commerce is a little bit of a lot of delivery platforms or pre buys and some dispensary capacities. Those are typically regionally based due to the nature of the industry, depending on the brand. We see a pretty good level of success there because you're not asking people for one hundred dollar CBD order from a brand you've never met before. More of like, hey, buy from all these brands. Your just read delivery service. That's that will come to your house and then the other one is the product side. On the other candidates, I would see a lot of bait manufacturers, some large, very big, commonly known names, some smaller ones. A few product rollouts to help support the retail initiative so that, you know, hey, who's influencing the decision before that user gets to the store? Why are they going to pick your brand? What's going to drive that familiarity? And the other one is educational.

[00:25:59] I use this example quite a bit in pretty much every sales conversation or every business conversation. There's the Adam and Dorian conundrum. Adam is a 31 year old regular consumer who buys every week. Who knows quite a bit about cannabis and knows they like to. Doesn't like Doreen and 60 year old, tired, affluent and very interesting candidates, but doesn't know the difference in an index, since he doesn't know why he buy flour, oil or a big pan and doesn't know if she needs a five milligram dose or two and a half milligram dose or 20 milligram dose. So how are you educating her as to what to buy and how to come in and either order from you online and what to order or when to come into a store and create an environment where she feels comfortable to come in and purchase?

[00:26:41] And I don't mean to make my mom sound like a timid woman who is scared because we know she's not. She's the boss.

[00:26:51] Just I think that's the way a lot of brands think about it. And a few of our partners that we work with, that kind of field on the other side of the digital space are big proponents of the same thing. Education, education, education. Away from the the legalities of it or the future legalization around moving away from the state. But getting real scientific evidence in the market from just a transactional basis, like who's gonna make your customer feel most comfortable and what they're buying?

[00:27:20] They go home and try and be like, I really enjoyed that experience. I'd like this product because it was delivered to me the right way and the right information in it. And as much as everyone wants to get to the sale and will want to sell more widgets. Reality is you're going to there's a process to that. And how are you doing it?

[00:27:36] Yes, it is a sale. If I say anything about the spaces as we go from this kind of market of traditional marijuana users, cannabis users, kind of kind of cannabis culture, pop culture kind of folks to more mainstream.

[00:27:49] Even all all the different kind of subsegments and here and everything from the soccer mom to the professional corporate executive who's, you know, look, use it their uses for very different reasons and very different profiles. You know, the older generations looking for, you know, various health benefits.

[00:28:05] I mean, it's so multifaceted. And, you know, I see how this plays plays out from a brand point of view is fascinating because it is it is this kind of blossoming of the industry in terms of brands and segments and various use cases.

[00:28:16] And that obviously is going to affect things like advertising and those models, too.

[00:28:20] I don't I don't want to be crude or presumptuous on the aggregate industry, but somebody I respect very dearly in this space, who is a very smart technologist and has a very successful business in this space that Adam happy industry are real CPG folks who are looking to grow into this space. Half of them are cannabis growers and bud sellers who are now in the legal industry, which it creates a very interesting dynamic. And that's the landscape right now is being able to navigate around all those things and speak to all these audiences and help those audiences speak to their desired audience.

[00:28:55] Yeah, exactly. And I mean, just looking out the next 12, 24, 36 months, I mean, what do you see? Well, I guess what's on your kind of strategic roadmap or strategic plan, you know, in terms of what you see happening in the industry, how you're kind of shifting or adapting or pivoting around some of these things, what what do you see coming at you from from an industry and business point of view, from the advertising industry?

[00:29:17] I think more and more folks are going to try to get involved. I don't foresee a day in the next 12 months, 24 months where any of the companies that could probably come in today and, you know, clearly use their scale to outcompete us, at least in a six month time entering this space, CBD is going to get huge. I think there is going to be I was a little suspect. I thought I was going to be the neutral beautiful of one of 19 or it's like the diet pill that everybody wants or was high, both teams and the affiliate space back in the early 2000s. It's not going anywhere. I think the market's going to consolidate in the sense of consumers starting to get more comfortable with brands. I went to go buy a pack of rolling papers in a day and it was 11:00 at night and I was at a Sunoco station and importantly, the one that read No Bias.

[00:30:06] You I know there was four different CBD brand dummies for sale. I wouldn't have purchased any those brands that didn't look like they were being sold at a gas station counter. But at what point are those guys going to be not as competitive? I don't know that he's going to be huge. I think cannabis is continuing to grow. I think medical access will continue to become easier to come by and thereby I know there is more money from the distributor perspective in the medical space. So I think that we'll get very, very hot and very competitive. I'm not going to pretend to know the entire landscape on how licenses are being doled out and who's going to participate. We've been seeing a huge buzz in Florida. Well, advertising is a little more difficult. They're like markets like that are going to be very, very hot. Yeah.

[00:30:56] I just think, Adam, this has been a pleasure, learned a lot of fun conversation. If people want to find out more about you, about the work that you do about the company, what's the best way to get that information on our Web site is probably the best way to just see what it is we're doing.

[00:31:10] I tried to toward it a little bit. AD tech, a little bit consumer facing. So if you go to our information is there. Do you want to shoot me an email after this? We couldn't afford safe from the guy that wanted thirteen thousand dollars for it. I'll go with the hyphen works for now. LinkedIn always works. We have an Instagram as well at Safe Reach. One word we're going to be at quite a few trade show events. We'll be at the CWBE event in New York.We’re not exhibiting, but we will be there. I really appreciate you led me to your ear off here about advertising cannabis. And this is great, exciting times ahead for the people who are really in this space trying to really do the right things.

[00:32:00] Yeah, I agree. I'll make sure all those links and your stuff are on the churn out so people can click through and get those. Adam, this has been a pleasure. This is a fascinating part of the cannabis industry. I appreciate the time. I appreciate you explaining what's going on and what you guys are doing.

[00:32:15] It's exciting stuff, but just appreciate the chance to chat about it. And yeah, definitely you're excited to make it sync up in the next year or two. See, I think that changed.

[00:32:24] No, I'm sure we will. I'm sure we will. We'll do a follow up episode at some point here and see what's going on. Great. Awesome. Thank you so much.

[00:32:32] You've been listening to Thinking Outside the Bud with Business Coach Bruce Eckfeldt to find a full list of podcast episodes. Download the tools and worksheets and access other great content. Visit the Web site at And don't forget to sign up for the free newsletter at