00:00 00:00 we should start by talking about what David has brought oh yeah this is 我们应该首先谈谈大卫带来了什么哦，是的，这是 different than a normal podcast yeah yeah 与普通播客不同 是的 是的 yeah I bought a selection of my favorite bowls which my wife makes 是的，我买了一系列我妻子做的我最喜欢的碗 they're called mellows I've also brought a bunch of flowers I figure we would be 它们被称为醇香 我还带来了一束花 我想我们会 able to smell a lot of different flowers so you can get the the terpene profiles 能够闻到很多不同的花香，这样你就可以获得萜烯的概况 I think it's kind of like when you do wine tastings so I think that's 我认为这有点像品酒，所以我认为那就是 important I'm really into terpenes I bought some body rub some oils that we 重要的是我真的很喜欢萜烯我买了一些身体磨砂膏我们 can talk about some live resin and also a pre-roll and these are a lot of these 可以谈论一些现场树脂和预卷，其中有很多 products are all available on the market today it's about kind of showing you 今天市场上的产品都可以买到，只是为了向您展示 kind of how the evolution of the the consumer experience has been mm-hmm and 消费者体验的演变是怎样的嗯嗯 these are some of the I've got at the green door which is right around the 这些是我在绿色门处找到的一些，就在 corner yes this office this one of my favorite shops to go to and do you 角落 是的，这个办公室，这是我最喜欢去的商店之一，你呢 00:01 00:01 distribute any of these products yes so northern emeralds has actually just 分销这些产品中的任何一种是的，所以北方祖母绿实际上只是 talking to Kody this morning about it and we distribute would help with 今天早上和科迪谈论这件事，我们分发会有所帮助 northern emeralds distribution we share an office with them actually over in 北方祖母绿分布 我们与他们共用一个办公室，实际上在 Oakland we've we've tried working with Papua and Berkeley but I think they do 奥克兰，我们尝试过与巴布亚和伯克利合作，但我认为他们确实这样做了 their own distribution so a lot of these brands do their own kind of self 他们自己的分销，所以很多这些品牌都做自己的事情 distribution but then often times a lot of like smaller brands or boutique 分销，但通常很多时候都是小品牌或精品店 brands will often ask a third-party distributor to help out so that that'd 品牌通常会要求第三方经销商提供帮助，以便 be us the interest yeah so since you guys have gotten into yeah let's break 成为我们的兴趣是的所以既然你们已经进入了是的我们就分手吧 it apart some of these so this one is called blueberry crumb I I got this 它把其中一些分开，所以这个叫做蓝莓面包屑，我得到了这个 particularly because it just smelled really good it has this like like really 特别是因为它闻起来非常好，它就像真的一样 sweet nose right yeah so that you'll get this like crazy blueberry nest to it 甜甜的鼻子，是的，这样你就会得到像疯狂的蓝莓巢一样的东西 this is a northern emeralds gelato you're gonna get like kind of a cheesy 这是北方翡翠冰淇淋，你会觉得有点俗气 00:02 00:02 musky you know type of type of smell there all right here we go there and 麝香，你知道那种气味，好吧，我们去那里，然后 then this is the full Cana yeah so this is more like the lemon 那么这就是完整的卡纳 是的，所以这更像是柠檬 it's called orange zest mmm but you get that like citrusy feel and like when you 它被称为橙皮嗯，但你会得到像柑橘的感觉，就像当你 smell flowers I have that citrus feel you get way more of that uplifting 闻花香我有柑橘的感觉，你会更加振奋 energizing head high head high really yeah that signals what strain it is yeah 充满活力 头高 头高 真的 是的 这表明它是什么压力 是的 usually it's like sativas have more of like a head high like citrusy lemony 通常它就像苜蓿有更多像柑橘柠檬一样高的头 kind of like a Roma to it and that's kind of just like the the turkey and 有点像罗马人，就像火鸡和 profile which is basically just like what you imagine is like a flavor 配置文件基本上就像你想象的那样就像一种味道 profile for wheat and then indica on the other hand is more of like I think 另一方面，小麦和籼稻的概况更像是我认为的 people normally remember it by saying like in the couch basically it's you 人们通常会这样记住它：就像在沙发上，基本上是你 know you slip into the couch and you just get really lazy okay it's more of 知道你溜进沙发，你就会变得非常懒，好吧，这更多的是 00:03 00:03 the body hi and yeah I think indica and sativa are like the ways that people 身体嗨，是的，我认为籼稻和苜蓿就像人们的方式一样 typically like to categorize and like hybrids but then at the end of day 通常喜欢分类和喜欢混合动力但最终 there's so many different varieties of strains that and nowadays with the 菌株种类繁多，如今 crossbreeding of all them everything seems to be somewhat of a hybrid a 所有它们的杂交，一切似乎都有点杂种 strain right yeah and does the the strength of the smell 过滤正确，是的，气味的强度 indicate its potency in any way or is that just freshness not really I think 以任何方式表明它的效力，或者我认为这只是新鲜感而已 you so a lot of these have their THC percentages now huh so if you look on 现在很多东西都有 THC 百分比了，所以如果你看看 the labels you'll see how potent it is all right this one says 27% no CBD this 标签上你会看到它有多有效，这个标签上写着 27% 无 CBD 这个 one is your live resin this has 65 percent THC so it's gonna be way 一种是你的活性树脂，含有 65% THC，所以不会有问题 stronger this is your ha ha and because this is a resin you're gonna see like 更强，这是你的哈哈，因为这是树脂，你会看到像 you see all that's been extracted control it this is like basically all 你看到所有被提取的控制它就像基本上所有 the trichomes have been put taking from the flower all the cannabinoids are 毛状体已从花中取出所有大麻素 00:04 00:04 extracted and put into this resin and so 提取并放入该树脂中等等 this is what people use for dabbing yeah yeah yeah 这就是人们用来涂抹的东西 Yeah Yeah Yeah which is super strong right so pretty strong how many milligrams of THC would 这是超级强的，对吧，相当强，多少毫克的 THC 会 be in that so this is 650 milligrams it's a lot yeah so I was like 是的，所以这是 650 毫克，很多，是的，所以我想 concentrate yes super concentrate yeah yeah 集中 是的 超级集中 是的 是的 okay right and so for for the amateur what do you guys recommend so like I 好的，对于业余爱好者，你们有什么推荐，就像我一样 mean your flick 5 milligram edible is that what you're talking yes so this is 意思是你的轻弹 5 毫克可食用就是你所说的，是的，所以这是 the this is like that's 5 these are 5 those are 5 yeah so this is label Thanks 这就像那是 5 这些是 5 那是 5 是的，这是标签，谢谢 yeah there this is like brown butter sage black sesame cookies and cream 是的，这就像棕色黄油鼠尾草黑芝麻饼干和奶油 right these are like gourmet low dose and that that's cut what kind of the new 对吧，这些就像低剂量的美食，那是削减什么样的新 consumer is going after right they're not trying to get blitzed on a dab 消费者追求的是正确的，他们并不是想被轻拍击中 that's gonna get right but there are consumers in those Instagram videos 一切都会好起来的，但 Instagram 视频中有消费者 though oh yeah I cannot compete yeah there are people literally doing like 2 虽然哦，是的，我无法竞争，是的，确实有人在做类似 2 的事情 00:05 00:05 3 gram dabs full dabs and God and just like holy cow valedale yeah yeah and 3 克轻拍完整的轻拍和上帝，就像圣牛 valedale 是的，是的， they're just like all right walk the dog yeah but like for for what we're seeing 他们就像没事遛狗一样，是的，但就像我们所看到的那样 in the market new consumer you know wants to do more micro dosing really 您知道，市场上的新消费者确实想要进行更多的微剂量 yeah so you know micro dosing I think has revolutionized how I think about you 是的，所以你知道我认为微剂量彻底改变了我对你的看法 know cannabis consumption yeah right because you know we never knew back in 知道大麻消费是的，因为你知道我们从来不知道 the day what you were really getting right you just like alright yeah just 那天你真正做对了，你只是喜欢，好吧，是的，只是 show up at the story yeah right but now you know the consumer can understand how 出现在故事中是的，但现在你知道消费者可以理解如何 many milligrams it is smell the profile understand what's within it and then 很多毫克，闻到轮廓就知道里面有什么，然后 kind of build their relative scale on how it affects them yeah and most people 有点根据它如何影响他们来建立他们的相对规模 是的，大多数人 you know when they get too paranoid or they get a little bit like anxious yeah 你知道当他们变得过于偏执或者他们变得有点焦虑的时候是的 00:06 00:06 they just did way too much right they have to just they're just way sensitive 他们只是做了太多正确的事，他们必须这样做，只是他们太敏感了 so dial it back keep dialing it back until you can then add a little bit more 所以拨回来继续拨回来，直到你可以添加更多 yeah right and how you feel what does the market look like these days now are 是的，你的感受是，现在的市场是什么样子的？ more people buying edibles since its become legalized in California well at 自从加州食品合法化以来，越来越多的人购买食品 least from our standpoint as a distributor the higher velocity items 至少从我们作为经销商的角度来看，速度更快的产品 and high volume items that flow through the market are just like flour and 市场上流通的大批量商品就像面粉和 pre-rolls still just because that's kind of the 预卷仍然只是因为那是一种 most common like base of understanding of what 最常见的比如对什么的理解基础 it is okay and so people generally buy a lot of you know these single pack 没关系，所以人们通常会买很多你知道这些单包 pre-rolls and it depends on the market as well so if you're in the middle of a 预卷，这也取决于市场，所以如果你正处于预卷中 city people will buy smaller quantities just because there's a lot of tourists 城市里的人会因为游客多而购买较少的数量 and they like you know want to walk into a dispensary these days when they come 正如你所知，他们这些天来时想要走进药房 visit San Francisco it's like part of their to-do list yeah and then they'll 参观旧金山，这就像他们的待办事项清单的一部分，是的，然后他们就会 pick up something small versus like if you're kind of this like brand loyalists 如果你是品牌忠实拥护者，那就买一些小东西而不是类似的东西 in like a more rural area you'll buy a larger quantity like in denominators of 在像更农村地区，您会购买更大的数量，例如分母 00:07 00:07 eighths or maybe even larger and then edibles are a big part of as well and I 八分之一甚至更大，然后食物也是很大一部分，我 think it's typically for the kind of newbie weed 我认为这通常是针对新手杂草的 I guess experiencer and they because they for I guess for edibles the 我猜是体验者和他们，因为我猜他们是食品 argument for that eventually being a bigger market is that you know for for 最终成为一个更大市场的论据是你知道 people who haven't consumed weed before or smoked before they have to kind of 以前从未吸过大麻或在必须吸烟之前吸烟的人 get their head around like two levels of friction one is just like smoking first 让他们的头脑像两层摩擦一样，一层就像吸烟一样 anything and then second the weed part vote for edibles they eat and anyway so 任何东西，然后第二个杂草部分投票给他们吃的食物，无论如何 you know this is just like one step away from consuming weed right yeah but 你知道这就像距离吸食大麻仅一步之遥，是的，但是 they're like very granular dosing yeah I mean that was great for me when I 它们就像非常精细的剂量，是的，我的意思是，当我 started getting into this stuff yeah but I just find that it's a completely 开始涉足这些东西是的，但我发现它完全是一个 different sensation anyway yeah yes yeah 无论如何，不同的感觉是是是是 yeah you're metabolizing in through your liver it's more of a body hi you are 是的，你通过肝脏进行新陈代谢，它更像是一个身体，嗨，你是 00:08 00:08 yeah the onset takes a little longer to you have edibles you're looking at 是的，发作需要更长的时间才能吃到你正在看的食物 typically an hour maybe an hour and a half yeah there's some like beverages 通常一个小时，也许一个半小时，是的，有一些饮料之类的 like California dreamin which is a YC batch they take theirs quicker yeah you 就像加州梦一样，这是 YC 批次，他们拿得更快，是的，你 know so they're on sets quicker yeah the the category that we see that's growing 知道所以他们在片场的速度更快是的，我们看到这个类别正在增长 pretty quickly is the concentrate market but through vapes okay right so like 很快就会成为浓缩市场，但通过电子烟，好吧，就像这样 here here a couple examples I brought some eras and then within each 这里有几个例子，我带来了一些时代，然后在每个时代 one of these I have a different pod so I 其中一个我有一个不同的吊舱，所以我 carry around you know different pods for different feelings this one is a 随身携带，你知道不同的豆荚有不同的感觉，这是一个 forbidden fruit so this is kind of like an indica that's a little bit more of a 禁果，所以这有点像籼稻，更像是一种 you know chilling out type of strain you have the over here at ac/dc that's a 你知道在交流/直流这里有一种令人放松的压力，那就是 it's a CBD strain so when I'm not looking to get really high but I'm 这是一种 CBD 菌株，所以当我不想变得非常兴奋时，但我 looking to you know take the edge off a little bit that's why I really turn to 看着你知道，稍微放松一下，这就是为什么我真的转向 CBD often that's probably the cartridge I switch out the most and then I have CBD 通常这可能是我最常更换的墨盒，然后我就有了 00:09 00:09 this Nina Simone here which is uh or sorry Nina Lamone which is a sativa and 这个尼娜·西蒙（Nina Simone）在这里，呃，或者抱歉，尼娜·拉蒙（Nina Lamone），这是一种苜蓿， this is from legion of bloom this is way more when I just want a little kick up 这是来自军团的绽放，当我只想一点点刺激时，这更重要 and what's great about it is I can take a little bit of a puff and I you know 最棒的是我可以吸一点，你知道 doesn't smell it's discreet yeah and you know I think that's what people are 没有味道，很谨慎，是的，你知道，我认为这就是人的本质 looking for is that's kind of what edibles do for people as well they can 寻找的就是食物对人们的作用，以及它们可以做的事情 just put it in their bag they can eat it flower still has that smell I love it 只要把它放在袋子里，他们就可以吃它，花仍然有那种味道，我喜欢它 yeah personally but there are people that have that stigma attached to it to 是的，就我个人而言，但有些人对此有这种耻辱 have that you know oh I don't want small 你知道哦我不想要小 likes dirty yeah my neighbors gonna find out or my landlord yeah so it's um you 喜欢脏兮兮的，是的，我的邻居会发现的，或者是我的房东，是的，所以是你 know I recommend if that's a thing you can go the concentrates or find a vape 我知道我建议您是否可以选择浓缩液或寻找电子烟 like a mighty from Storz and Bickel where you can store it like you know new 就像 Storz 和 Bickel 的强大产品一样，您可以像熟悉新产品一样存放它 a vape without combustion and it's not that smelly and in terms of your market 没有燃烧的电子烟，而且就你的市场而言，它没有那么臭 your average customer for you guys in particular mm-hmm 你们的平均客户尤其是嗯嗯 00:10 00:10 is it across the board growing is there a certain segment where people are 是否全面增长 是否存在某个细分市场 really taking it up in terms of age or demographic the fastest demographic 就年龄或人口统计而言，确实是最快的人口统计 we're seeing in deck is actually the baby boomers really yeah the they are 我们在甲板上看到的实际上是婴儿潮一代，是的，他们是 coming in and they are you know they're replacing a lot of their prescription 进来，你知道他们正在更换很多处方药 drugs there's also this feeling of I don't want to feel old 毒品还有一种我不想变老的感觉 it's like a symbol of youth Yeah right which is super ironic because this is 它就像是青春的象征 是的，这非常讽刺，因为这是 the generation that kind of brought us the war on drugs supportive you know 那一代人给我们带来了禁毒战争的支持，你知道 this movement that and for us you know dare they worked it there yeah all right 这个运动对我们来说你知道他们敢在那里工作是的好吧 yeah work they pushed their right they were like you know they were kind of 是的，工作，他们推动了他们的权利，就像你知道的那样 hippies or they knew about it but they kind of bought into this war on drugs 嬉皮士或者他们知道这一点，但他们有点参与了这场禁毒战争 mentality and it's you know funny ironic that they're coming back to this you 心态，你知道有趣讽刺的是，他们又回到了这个你 know because of their health ailments and you know 因为他们的健康问题而知道，你知道 00:11 00:11 feelings of have changed which is good right yes it positive direction and I 感觉已经改变了，这很好，是的，这是积极的方向，我 think there's this whole kind of like like branding around like wellness as 我认为这就像围绕健康一样进行品牌宣传 well for for a weed not just the fact that it gets you high but also there's 对于一种杂草来说，它不仅能让你兴奋，而且还有 like CBD effects that kind of have medicinal properties or just herbal like 像 CBD 的效果，具有药用特性或只是草药性质 its kind of seen as somewhat of like an herbal remedy or you know something like 它有点像草药或者你知道类似的东西 that that helps your general day-to-day lifestyle can you break down CBD for 这有助于您的日常生活方式，您可以分解 CBD 吗？ people who aren't yeah in the know yeah so I think it stands for cannabidiol if 不知道的人是的所以我认为它代表大麻二酚如果 the I don't know how to actually set cannabidiol in a bad I'll yeah and it 我不知道如何真正将大麻二酚设置为坏的我会的，它 basically comes from you can actually derive from two different plants like 基本上来自你实际上可以从两种不同的植物中获得，例如 marijuana and hemp and so the hemp base CBD is legal and you can sell that 大麻和大麻，所以大麻基 CBD 是合法的，你可以出售它 anywhere so you can get it like Costco if you want I've seen like hemp lotion 任何地方，如果你想要的话，你可以像 Costco 那样买到我见过类似大麻乳液的东西 and like all that sort of stuff but then 喜欢所有这些东西但是然后 there's also just like CBD products that are derived from marijuana that can be 还有像从大麻中提取的 CBD 产品一样，可以 sold in dispensaries and essentially what it is is it's it's you know for for 在药房出售，本质上它是什么，它是你知道的 00:12 00:12 I guess the layman it's its THC without the effects of getting high and you know 我想外行人这是它的 THC，没有吸毒的影响，你知道 have like medicinal properties that essentially will reduce pain and it'll 具有类似的药用特性，基本上可以减轻疼痛 basically generally make you feel a little more chilled out and you know 基本上通常会让你感觉更冷静一点，你知道 otherwise you won't feel too much of an effect of getting yeah high of THC okay 否则你不会感受到太多 THC 的影响，好吧 the the crazy thing about CBD is if you look at you know if you watched that CNN 关于 CBD 的疯狂之处在于，如果你看过 CNN，你就会知道 special weed from Sanjay Gupta he had a few a few years ago but you know 桑杰·古普塔（Sanjay Gupta）的特殊杂草，他几年前就有过，但你知道 essentially a CBD was really helpful for people with epilepsy and you know that 本质上 CBD 对癫痫患者确实有帮助，你知道的 had seizures so there's a group called you know the Stanley Brothers out in 癫痫发作，所以有一个叫做“斯坦利兄弟”的组织 Colorado they were growing Charlotte's Web and what's crazy is if you looked at 科罗拉多州他们正在种植夏洛特的网，疯狂的是如果你看看 the the history of cannabis growing a lot of it was bred for potency it was 大麻种植的历史 大量种植大麻是为了提高大麻的效力 also bred and for smell you know but people didn't really understand the 也有繁殖和气味，你知道，但人们并不真正理解 science around what was in it and so with a legalization of it with the 围绕其中的科学，因此它的合法化 00:13 00:13 requirements of lab testing they started finding other cannabinoids and CBD THC 根据实验室测试的要求，他们开始寻找其他大麻素和 CBD THC or two of perhaps hundreds of cannabinoids within the plant itself 或者植物本身内可能有数百种大麻素中的两种 so you're seeing research on THC VT see a CBN CBG all these different 所以你看到关于 THC VT 的研究看到 CBN CBG 所有这些不同 cannabinoids are helping people identify 大麻素正在帮助人们识别 ways to help them in their in their life 帮助他们生活的方法 and with CBD especially if you just take it from hemp derived the the problem is 对于 CBD，特别是如果你只是从大麻中提取，问题是 there you don't have this what they call the entourage effect and what what that 那里你没有所谓的随从效应，那是什么 pretty much means is each of the cannabinoids kind of help each other 几乎意味着每种大麻素都可以互相帮助 with the fact and so that's why when you look at something like Popham Barclays 事实如此，这就是为什么当你看到像 Popham Barclays 这样的公司时 like three to one yeah and you're putting this on you know sore spots it 就像三比一是的，你戴上这个你知道痛处 has a better effect than if you're just gonna get a CBD lotion right you kind of 比直接使用 CBD 乳液效果更好 need one you know to balance to complement each other yeah and like 需要一个你认识的人来平衡以互补 是的并且喜欢 products nowadays apart from just being strain based as what you would normally 现在的产品除了像通常那样基于应变之外 00:14 00:14 buy back in a day you're like I'll buy some blue dream or some of this or and 一天后买回来，你就像我会买一些蓝色的梦想或一些这样的或和 based on strain now a lot of products are ratio based or like effects based so 基于应变，现在很多产品都是基于比例或类似效果的，所以 they'll have like higher THC content to lower CBD or you know one to one or up 他们会有更高的 THC 含量来降低 CBD 或者你知道一对一或更高 to ten to wash and that's just driven by becoming more mass appeal right because 十次洗，这只是由于变得更大众化而推动的，因为 the customer goes in the store and they're slightly dude I want to feel 顾客走进商店，他们有点像我想要的感觉 this way like yeah I don't know all this lingo 就这样，是的，我不知道所有这些行话 yeah or is that not true I think there's I think the lexicon is is continuing to 是的，或者这不是真的，我认为有，我认为词典正在继续 build I mean a lot of people don't know yeah and I think it's kind of like wine 我的意思是很多人不知道是的，我认为它有点像葡萄酒 yeah right where you have your percentage of alcohol yeah but then you 是的，就在你有酒精百分比的地方，是的，但是你 have your tannins and kind of how you know how it smells you know I think that 有你的单宁酸和你如何知道它的味道你知道我认为 next frontier is really gonna be around the terpenes right you're gonna have 下一个前沿确实是围绕萜烯，你将会拥有 your THC and CBD percentages yeah but you know if you put this red Congo 你的 THC 和 CBD 百分比是的，但你知道如果你把这个红色刚果 against you know this lemon meringue the smells are completely different and 你知道这个柠檬酥皮的气味完全不同 you're gonna feel a little bit different as well and you know that's just how 你也会感觉有点不同，你知道就是这样 00:15 00:15 I've been human trialing myself stuff like this like this rub how do you 我一直在尝试自己这样的事情，这样的摩擦，你怎么样 derive the different strains or rather the CBD for instance like how do you 派生出不同的菌株，或者更确切地说是 CBD，例如，你如何 pull the CBD out but not everything else yeah so there's a number of extraction 拔出 CBD 但不是其他所有东西 是的，所以有很多提取 methods now that's kind of bucket into two categories you have solvent lists 现在的方法分为两类，您有溶剂列表 and then you have solvent okay so solvent list is kind of like with Mel 然后你就有溶剂了，所以溶剂清单有点像梅尔 she uses actually this gold seal red congolese through an ice water 她实际上是通过冰水使用这款金印红刚果酒 extraction so it's basically you take the flower and you trim you've run it 提取，所以基本上你把花拿走，修剪一下，然后就可以运行它了 through cold water and ice and then you sieve out the runoff into bags and those 通过冷水和冰，然后将径流筛入袋子中 bags produce hash you dry it out and you 袋子产生杂乱，你把它晒干，然后你 have this hash that hasn't been you know extracted with anything else but just 有这个你不知道的哈希值，只是用其他东西提取的 water and some some movement agitation then you have you know co2 you have BHO 水和一些运动搅拌然后你就知道co2你有BHO which is butane you have alcohol distillation and so they put the flour 这是丁烷，你有酒精蒸馏，所以他们把面粉 00:16 00:16 through there they actually rip apart everything they take away the terpenes 在那里，他们实际上撕裂了所有东西，带走了萜烯 they take away the cannabinoids and then 他们拿走了大麻素，然后 they reconstitute it at the end of it to 他们在最后将其重构为 bring it back to to what it is right and 让它回到正确的状态 so when you look at something like a 3:1 CBD or THC CBD they most likely 所以当你看到像 3:1 CBD 或 THC CBD 这样的东西时，它们很可能 extracted it probably co2 they were left with different compounds then they 提取出来的可能是二氧化碳，然后留下了不同的化合物 measured it see what the concentration was and then they put it back to the 测量它看看浓度是多少然后他们把它放回 ratio that they wanted gosh okay now so so is meadow making any product no okay 他们想要的比率天哪现在可以了，那么草地生产任何产品都不行吗 yeah so meadow meadow build software for for dispensaries but we spend a lot of 是的，所以 meadow meadow 为药房构建软件，但我们花了很多钱 time with our dispensaries understanding the products understanding inventory 花时间与我们的药房了解产品了解库存 helping them with compliance and I think everyone at Meadow is pretty passionate 帮助他们遵守规定，我认为 Meadow 的每个人都非常热情 about cannabis in general yeah so yeah we're very much software-based and 关于大麻的总体情况是的，所以是的，我们很大程度上是基于软件的 working with a lot of people within the supply chain okay in Vincents similarly 在文森特，与供应链中的很多人合作也不错 00:17 00:17 you guys are making anything your distribution exactly so companies called 你们正在制作任何您发行的东西，所以公司称为 nabis and we basically do distribution like license distribution so we'll nabis，我们基本上进行类似于许可证分发的分发，所以我们将 basically just move product at a wholesale level in the supply chain okay 基本上只是在供应链中批发级别转移产品好吗 and what caused both of you to not get into manufacturing with the actual like 是什么导致你们俩没有进入制造业 higher level of the business that's a good question I think for me at least it 更高层次的业务，这是一个很好的问题，我认为至少对我来说是这样 was it's a pretty capital intensive side of the supply chain just because you 这是供应链中资本密集的一面吗？ need to buy all the equipment and machinery and have the expertise to 需要购买所有设备和机械并拥有专业知识 produce everything yeah and that was not something that I was born with or it 生产一切是的，那不是我与生俱来的东西 came with and so you know a lot of people who do manufacturing will essentially 随之而来，所以你知道很多从事制造业的人基本上都会 white-label for a lot of other brands and you know for us like we actually had 许多其他品牌的白标，您知道我们就像我们实际上拥有的那样 friends who were manufacturers who are manufacturers rather and that's a lot of 曾经是制造商的朋友实际上是制造商，而且很多 the ways and how we kind of got introduced to a lot of the brands that 我们被介绍给许多品牌的方式和方式 we work with today yeah so it distribution was a much lighter weight 我们今天合作是的，所以它的分布重量要轻得多 00:18 00:18 kind of business for us to be able to startup but you did fundraise right we 我们能够启动这样的业务，但你确实筹集了资金，我们 did fundraise we just closed a recent round our seed round rats thanks yeah 筹集资金了吗？我们刚刚结束了最近一轮种子轮老鼠，谢谢，是的 and it was it was quite different it was quite an ordeal 这是完全不同的，这是一次相当大的磨难 compared to tech or finance or any of the traditional kind of VC fundraising 与科技或金融或任何传统类型的风险投资筹款相比 industries just because we're licensed entity so we 行业只是因为我们是获得许可的实体所以我们 have a distribution license in Oakland it's a type 11 distribution license in 在奥克兰拥有分销许可证，该许可证是在奥克兰的 11 类分销许可证 California okay and it kind of creates a 加州好吧，它创造了一个 lot of friction as far as what investors feel comfortable investing in meaning 就投资者感到舒适的投资意义而言，存在很多摩擦 you're gonna have to throw a bunch of their cash at just getting a license 你得花一大笔钱才能拿到执照 from the get-go yeah so that was something we had to do it wasn't too 从一开始是的，所以这是我们必须做的事情，但也不是太 expensive it was several thousand bucks to get the process done but you know on 昂贵，完成这个过程需要几千美元，但你知道 the fundraising side it creates a lot of friction just because for a lot of 在筹款方面，它造成了很多摩擦，因为对于很多人来说 institutions that can write larger check 可以开大额支票的机构 sizes they have LPS for their funds that basically they sign LP agreements that 他们的基金拥有有限合伙人（LPS）的规模，基本上他们签署了有限合伙人协议 00:19 00:19 say like you can't invest in certain vice industries like gambling or alcohol 说你不能投资某些不良行业，例如赌博或酒精 or weed of course with yeah right and it 或者当然是除草，是的，对的，它 was fund raising similarly difficult for you guys for meadow yeah well we went 为草地筹集资金对你们来说同样困难吗是的，我们去了 through YC right which i think is an unfair advantage but we were the first 通过 YC 权利，我认为这是不公平的优势，但我们是第一个 company to go through I didn't think they were gonna accept us we had Kevin 公司要经历我不认为他们会接受我们我们有凯文 Kevin Hale yeah sir and Carolyn I hope Carolyn levy yeah so we're oh it was ten 凯文·黑尔 是的，先生和卡罗琳，我希望卡罗琳·利维是的，所以我们哦，已经十点了 ten minutes the most intense questioning what did they ask you everything 十分钟最激烈的提问 他们问了你什么 I mean we talked about the legal side yeah yeah we are an ancillary business 我的意思是我们讨论了法律方面是的，我们是辅助业务 right and you know we chose that because all of us have been in tech for a while 是的，你知道我们选择这个是因为我们所有人都在科技领域工作了一段时间 have been building software and we just saw a need to build this the system that 一直在构建软件，我们刚刚看到需要构建这个系统 allows dispensaries to be compliant but also run their business effectively 允许药房合规，同时有效地经营业务 00:20 00:20 I mean 90% of the shops are our mom-and-pop right now in California so 我的意思是，现在加州 90% 的商店都是我们的夫妻店，所以 and they don't you know if you've looked at prop 215 and where cannabis was 他们不知道你是否看过第 215 号提案以及大麻在哪里 records work I considered evidence so people didn't really keep keep records 记录工作 我考虑了证据，所以人们并没有真正保留记录 yeah you know heavy records that's why you hear about companies it's all cash 是的，你知道沉重的记录，这就是为什么你听说公司都是现金 oh gosh all records and coming into legalization 哦天哪所有记录都合法化了 yeah now you have to keep records for up 是的，现在你必须保留记录 to seven years you have to keep attacker tax records you have to keep patient 七年之内你必须保留攻击者的税务记录你必须保持耐心 records you have to keep you know everything from who's bringing in the 您必须保留记录，以便您了解谁带进来的一切 product to touching it to how it's getting destroyed and everything and 产品到触摸它到它如何被破坏以及一切 then on top of that you have to create a consumer experience that obfuscates all 然后最重要的是你必须创造一种混淆所有的消费者体验 the complexity around supply chain yeah and so this consumer land already get a 供应链的复杂性是的，所以这个消费领域已经得到了 lot of stuff it's more expensive than it was which is definitely a negative but 很多东西比以前贵，这绝对是一个负面因素，但是 you know you get a lot of selection you get testing all that stuff so we just 你知道你有很多选择你可以测试所有这些东西所以我们只是 00:21 00:21 saw a need for it early in 2014 yeah and when we apply to YC you know we 2014 年初就看到了它的需求，是的，当我们向 YC 申请时，你知道我们 ended up getting accepted and fortunately as this stuff was happening 最终被接受了，幸运的是，事情正在发生 in Colorado there are a lot of signs in other states legalizing as well I mean 在科罗拉多州，其他州也有很多合法化的迹象，我的意思是 in California hopefully was gonna go we don't know we saw all their attempts 在加利福尼亚希望能去我们不知道我们看到了他们所有的尝试 that failed before and then we did a pitch during demo day that tried to 之前失败了，然后我们在演示日进行了一次推介，试图 bifurcate the the audience as much as possible and so that way if they were 尽可能地将观众分成两部分，这样的话，如果他们 interested in weed or cannabis they would come talk to us so what did you 他们对杂草或大麻感兴趣，他们会来和我们交谈，所以你做了什么 what did you say yeah we you know a lot of it was like hey if you want to stand 你说什么是的，我们知道很多，就像嘿，如果你想站起来 around the stand on the right side of history come talk to us we really did 站在历史右侧的立场上来和我们谈谈我们真的做到了 that so I think there was this feeling of okay 所以我觉得有一种感觉还好 like you have to kind of step forward with us in order to make sense and so 就像你必须和我们一起前进才能有意义，所以 you know when we did that we got a bunch of interest did you have a both of you 你知道，当我们这样做的时候，我们引起了很多人的兴趣，你们俩都有吗？ 00:22 00:22 guys did you have a lot of funds or were they angels that could just spend their 伙计们，你们有很多资金吗？或者他们是天使，可以花掉他们的钱 own money on whatever they wanted for us it was about half half like in terms of 他们想要为我们提供的任何东西都自己出钱，大约是一半 capital committed like we we do have a lot of smaller Czech angels just because 像我们一样投入资本，我们确实有很多较小的捷克天使，只是因为 they're the types of people that David just mentioned you are like 他们就是大卫刚才提到的你喜欢的人 forward-thinking and they think this is kind of like the end of Prohibition era 具有前瞻性思维，他们认为这有点像禁酒令时代的结束 the New Age for weed and they're super interested a lot of family offices and 大麻的新时代，他们对很多家族办公室和 then a couple of institutions here and there okay yeah yeah and you we had over 然后这里那里有几个机构 好吧是的，还有你，我们结束了 40 angels right how much money did you raise we raised two and a half on twelve 40位天使对了，你筹集了多少钱，我们十二位天使筹集了两个半 and so we came out of YC it took you know we didn't close it up all after 所以我们从 YC 出来之后你就知道我们并没有把它关掉 demo day I took probably around nine months well you know just meeting with 演示日我大概花了大约九个月的时间，你知道只是与 people and we just had like a rolling close already saves all on save okay 人们和我们就像滚动关闭已经保存了所有保存好吧 and also it was a there it's not like hey we're building you know XYZ CRM and 而且这并不是我们正在构建的 XYZ CRM 以及 00:23 00:23 we're good to go I think people had to get really 我们很高兴出发 我认为人们必须真正 comfortable with the context around cannabis first yeah and so there's a lot 首先对大麻周围的环境感到满意是的，所以有很多 of meetings that were just like introductory here's what's going on the 类似介绍性的会议如下 space this is where we see the world and then they had to kind of take that in 太空是我们看到世界的地方，然后他们必须接受这一点 and like all right do I believe this and if so let's have another meeting and 好吧，我相信这一点吗？如果是的话，我们再开一次会 then we kind of work through yeah it is a lot of that I feel like angels are 然后我们就完成了很多事情，我觉得就像天使一样 generally curious I think investors see prophets and they see upside of all this 总体上很好奇，我认为投资者看到了先知，他们看到了这一切的好处 but then at the end of day like a lot of them are doing their diligence as well 但归根结底，他们中的很多人也在尽自己的努力 so they like come talk to weed founders who are you know set as you know working 所以他们喜欢来和杂草创始人交谈，他们是你知道的工作人员 in the space and they ask them a bunch of questions about like the regulations 在这个空间里，他们问了他们一堆有关规定的问题 the licensing how we view this industry moving and shifting forward and then you 许可 我们如何看待这个行业的发展和转变，然后你 know they go back to their homework talk to some other cannabis people and then 知道他们回去做作业，和其他一些大麻人士交谈，然后 finally come back to a decision is there one particular stat where you're just 最后回到一个决定，是否有一项特定的统计数据表明您只是 like you tell it to the average investment like oh my god you know like 就像你对普通投资人说的那样，天哪，你知道的 00:24 00:24 how fast the industry is growing for example like I don't even know like I 例如，这个行业的增长速度有多快，我什至都不知道 know it's popular you have no idea how much weed people are 知道它很受欢迎，但你不知道有多少杂草人 buying yeah I mean for us we kind of say it's the end of prohibition in 购买是的，我的意思是对我们来说，我们可以说这是禁令的结束 California and I don't know if this is the case anymore but a couple years ago 加利福尼亚州和我不知道现在情况是否如此，但几年前 including the black market 80% of the cannabis in the United States came out 包括黑市 美国80%的大麻都出来了 of California so that was for us a great pitch because we were based in 加利福尼亚州，所以这对我们来说是一个很好的宣传，因为我们的总部设在 distributing California and are you wait are you guys distributing out-of-state 正在分发加利福尼亚州，你们在等吗？你们正在分发州外的东西吗？ no no no not legally no not at all yeah but if you look at kind of where 不不不不合法不不完全是的但是如果你看一下哪里 agriculture is in California right you know most of our products are exported 农业是在加州，你知道我们的大部分产品都是出口的 to the rest of the country right yeah you know 70% of Agriculture comes out of 对于全国其他地区来说是的，你知道 70% 的农业来自于 California right you know tech comes out of California Coulter hands out for the 加州，你知道技术来自加州库尔特为 fifth largest economy in the world right yeah and so I think there's a lot 世界第五大经济体，是的，所以我认为有很多 00:25 00:25 that we have here especially because cannabis the medical cannabis movement 我们在这里特别是因为大麻医用大麻运动 started in San Francisco in 96 with prop 96年在旧金山开始，有道具 215 mm-hmm so there's there's just a lot of history here I think um you know you 215 毫米-嗯 所以这里有很多历史我想嗯你认识你 know as we're turning this thing over there's just a hope that we keep a bit 知道当我们把这件事翻过来时，我们只是希望能保留一点 of the culture and kind of what this thing minutes what's hard I mean it's 文化和这件事的种类是什么，什么是困难的，我的意思是它是 hard I think this shit's amazing yeah I love the truck I love you I'm not a 很难，我觉得这太棒了，是的，我喜欢卡车，我爱你，我不是 choice I get when I go to the store yeah 当我去商店时我得到的选择是的 but um one thing I've been curious about 但有一件事我一直很好奇 since the I mean legalization but before that when I just had a medical card why 因为我的意思是合法化，但在那之前我只有一张医疗卡，为什么 is there not like Marlboro why is there not like one dominant edible company I 难道没有像万宝路那样的公司吗？为什么没有像一家占主导地位的食用公司那样呢？ mean you said like all these stores or mom-and-pop shops why is it not like you 意思是你说像所有这些商店或夫妻店为什么不像你 know the CVS of canvas yeah I mean I guess like for in terms of like brands I 知道画布的 CVS 是的，我的意思是我想就像我喜欢的品牌一样 think it's still so it's still fairly like fragmented there are certain 我认为它仍然如此，它仍然相当支离破碎，有某些 companies that are getting bigger and distributing a lot of products across 规模不断扩大并在全球分销大量产品的公司 00:26 00:26 California but yeah none are I guess fairly dominant not our dominant in 加利福尼亚州，但我想没有一个是相当占主导地位的，而不是我们的主导地位 multiple states and I think that's probably a lot of the reason why you 多个州，我认为这可能是你为什么 don't have like a Budweiser of wheat even in California yeah like why I don't 即使在加州也没有像百威啤酒那样的小麦是的，就像为什么我没有一样 get it like why isn't there just one place yeah I think there's a lot of 明白为什么不只有一个地方是的，我认为有很多 fragmentation in the market and if you look at kind of how legalization has 市场的碎片化，如果你看看合法化是如何发生的 started in 2018 the entire supply chain has been reconfigured from what it was 从 2018 年开始，整个供应链已从原来的样子进行了重新配置 before in the you know pre 2018 a grower 2018 年之前，你知道种植者 can go directly to a dispensary not have a lab tested not have to go through a 可以直接去药房 不需要实验室测试 不需要经过 distributor right but now with all the different licenses a grower has to you 经销商，但现在种植者拥有所有不同的许可证 know cut their harvest give it to a manufacturer the manufacturer that 知道砍伐他们的收成并将其交给制造商 brings it or the manufacturer has a product ready for the distributor that 带来它或制造商为经销商准备好产品 you pick it up yeah the distribute then has a quarantine and 你把它捡起来是的，然后分发然后进行隔离 00:27 00:27 the yeah has tested and I'm Aptos for what just the compliance testing so 是的已经测试过了，我是 Aptos，只是为了进行合规性测试，所以 making sure like homogeneity potency any sort of additives like all that checks 确保任何类型的添加剂的同质性效力，例如所有检查 out pesticides bacterial yeah you know anything like that and then once it's 杀虫剂细菌是的，你知道类似的事情，然后一旦它 tested or approved then you know the distributor brings it to the 经过测试或批准后，您就知道经销商会将其带到 dispensaries okay yeah and you know the the problem that we're seeing in 药房好吧，你知道我们遇到的问题 California you know we thought this was gonna be a bumper year harvest year 加州，你知道我们以为这将是丰收年 right jack we expected this to be multiples bigger than for context this 对，杰克，我们预计这个值比上下文中的值大几倍 was the first legal year first legal year but last year we probably did three 是第一个法定年 第一个法定年但去年我们可能做了三个 billion dollars in medical sales this year we'll probably do as much of that 今年我们的医疗销售额将达到 10 亿美元，我们可能会做到这一点 in adult youth sales and medical will be 在成人青少年销售和医疗方面将 a fraction of that maybe you know half a billion we get there and so the problem 其中一小部分也许你知道我们到达那里的十亿，所以问题 is you have thirty three percent of the state that's some form of local laws and 你拥有该州百分之三十三的土地，这是某种形式的当地法律 then 67% of the state that has no laws whatsoever and because of that you have 那么 67% 的州没有任何法律，因此你有 00:28 00:28 this disconnect between state law where you can get your permits but you can't 州法律之间的这种脱节，你可以获得许可，但你不能 get a permit unless you get your local permit and so it's a for the this legal 获得许可证，除非您获得当地许可证，因此这是合法的 world that we're in it's not just the compliance side but there's a lot of 我们所处的世界不仅仅是合规方面，还有很多 advocacy and legal work on the regulatory side on getting local 监管方面关于本地化的宣传和法律工作 approval a local and novice to grow or so ro to do anything to get touches 批准本地和新手成长或做任何事情来获得接触 tribution anything yeah so imagine so you're saying why isn't there this one 贡献任何东西是的所以想象一下所以你说为什么没有这个 you know huge brand it's because there's so many hoops to 你知道大品牌是因为有太多的圈子 jump through yeah there's and the state's massive yes it is massive 跳过是的，而且这个州很大，是的，它很大 this is not like Oregon right yeah it's just a massive State and then you have a 这不像俄勒冈州，是的，这只是一个巨大的州，然后你有一个 disconnect between areas have licenses areas that don't right and then people 区域之间的脱节 有许可证的区域不正确，然后人们 trying to get licenses in these areas but running throttle because of local 试图在这些地区获得许可证，但由于当地的原因而受到限制 governments that haven't created those laws hmm yeah and is the same thing as 还没有制定这些法律的政府嗯，是的，这与 German Colorado and the other i mean who 德国科罗拉多州和另一个我的意思是谁 00:29 00:29 assume california's two biggest state in terms of volume yes sales for sure and 假设加利福尼亚州是销量最大的两个州，并且 then following that is Colorado or yeah you have Colorado 接下来是科罗拉多州，或者是的，你有科罗拉多州 you've Oregon Nevada is pretty Nevada yeah and there's a very big yeah yeah 俄勒冈州 内华达州很漂亮 内华达州 是的，而且有一个非常大的 是的 是的 okay and then Canada what's Janet's coming just federally 好吧，然后加拿大珍妮特在联邦方面会来什么 legalized so I think October 17th was it the date that come they're basically 合法化，所以我认为 10 月 17 日是他们基本上到来的日期 they passed the bill and now it's gonna be fully enacted to be legalized across 他们通过了该法案，现在它将全面颁布并在全球范围内合法化 the country really yeah so that can make 这个国家真的是这样，这样就可以 a huge play yeah yeah if there is a huge bet yeah I mean I don't know I think if 一场巨大的比赛 是的 是的 如果有一个巨大的赌注 是的 我的意思是我不知道我想如果 you ask a lot of people in California cannabis like if they can name all these 你问很多加州大麻的人，他们是否能说出所有这些 provinces a year and a half ago I'm probably like no yeah but now you know 一年半前我可能不会，但现在你知道了 with Toronto like Toronto's coming up you have Vancouver coming up you have 多伦多就像多伦多一样，温哥华也随之而来 basically these companies that were privatized with the government yeah and 基本上这些公司是与政府私有化的，是的， now they're opening it up with into public markets 现在他们正在向公开市场开放 00:30 00:30 yeah and now these huge massive Canadian companies yeah listed yeah got all this 是的，现在这些巨大的加拿大公司是的，上市了，是的，得到了这一切 capital yeah and now they're investing it into you know their own operations 资本是的，现在他们正在投资，你知道他们自己的业务 but now bringing that capital down into legal states like California yeah ya 但现在把资本带到像加利福尼亚这样的合法州是的 know we've seen a lot of that as well I think part of the whole like 我知道我们也看到了很多这样的事情，我认为整体的一部分就像 consolidation pattern that will come just because the markets so fragmented 由于市场如此分散，整合模式将会出现 right now will be heavily pressurized by Canadian like publicly traded heavily 现在将受到加拿大的巨大压力，就像公开交易一样 capitalized companies just because they're coming in and they're buying up 资本充足的公司只是因为他们进来并收购 pieces of licensed businesses in California and other states in the 加利福尼亚州和美国其他州的许可企业的一部分 United States just so that they can have their stay 美国只是为了让他们能够安居乐业 in the ground for the future yeah and so that's just to you know go back to why 在未来的土地上是的，所以这就是你知道的，回到为什么 isn't there this massive brand it's because there's no capital - right not 难道没有这么大的品牌吗？是因为没有资本——对吧？ only do you have all these hoops to jump 只有你有这么多的圈子可以跳 through on the regulatory side but there 通过监管方面，但有 isn't there are there's not banking yeah yeah right because the FDIC obviously 是不是没有银行业务 是的，是的，因为 FDIC 显然 00:31 00:31 federal federal right yeah and it is not 联邦联邦权利是的，但不是 federally legal so what do people do for banking yeah well it's kind of like a 联邦法律那么人们为银行业做什么是的，这有点像 band-aid solution for everyone I would say there's like small like credit 适合每个人的创可贴解决方案 我想说，就像信贷一样小 unions that will bank cannabis companies 将为大麻公司提供银行服务的工会 there's other banks some people just use you know big banks but then they don't 还有其他银行，有些人只是使用你知道的大银行，但他们就不使用 mention anything and generally people have four license businesses at least 提到任何事情，通常人们至少有四个许可证业务 they have multitude of banks and they spread their cash across everywhere 他们拥有众多银行，并将现金分散到各地 because you touched on it earlier more than I would say for us at least more 因为你比我对我们说的更早接触到它，至少更多 than 90 percent of our transactions are in cold hard cash and so we have safes 我们 90% 以上的交易都是现金交易，因此我们有保险箱 everywhere as well as a banking solution and how do you guys get it if you're 无处不在以及银行解决方案，如果您是，你们如何获得它 doing delivery well so we work with the dispensaries that do the deliveries 送货做得很好，所以我们与负责送货的药房合作 these delivery operators collect cash on site 这些送货员现场收取现金 so you place the order they come to you they you know give you the order you 所以你下了订单，他们就会来找你，你知道他们会给你下订单 give them the cash a check your ID make sure things you know on the up-and-up 给他们现金 检查你的身份证件 确保你知道的事情 00:32 00:32 and then they take that cash bring it back to the dispensary and then and 然后他们把现金带回药房，然后 that's it and they just kind of go back and forth right it's not it's not like 就是这样，他们只是来回走动，不是这样的 they're it's not like an ice cream truck well it's so well that's what's really 它们不像冰淇淋车，它非常好，这才是真正的 interesting now it is allowed for the ice cream truck model coming into 2018 有趣的是，现在允许冰淇淋车车型进入 2018 年 it was a hub-and-spoke model okay and and now we're actually in the proposed 这是一个中心辐射模型，现在我们实际上处于提议中 we've had three different sets of regulations this year mm-hmm okay this 今年我们制定了三套不同的规定，嗯，好吧，这个 in there this year yeah and then this the proposed regulation we've been in 今年在那里，是的，然后这是我们一直在制定的拟议法规 what we call emergency regulations land okay and then we have the proposed 我们所说的紧急法规是可以的，然后我们就有了提议 regulations that should be coming out in the next few weeks and in that this 应该在未来几周内出台的法规 iteration there was a proposed reg on allowing delivery operators to deliver 迭代中提出了一项关于允许交付运营商交付的拟议法规 anywhere into the state even in prohibited areas which is in contention 进入该州的任何地方，甚至是有争议的禁区 with the Chiefs of Police Liga cities that California definitely pride itself 加利福尼亚州绝对引以为傲的警察局长联盟城市 00:33 00:33 on local control so if that does open up 在本地控制上，所以如果确实开放的话 you'll have ice cream truck model or the taco truck model one that can carry up 您将拥有可以运载的冰淇淋卡车模型或炸玉米饼卡车模型 to ten thousand dollars worth of product at any time to deliver anywhere across 价值一万美元的产品随时交付到任何地方 the state how much do you guys carry in terms of like where how much we store in 说明你们携带了多少东西，比如我们在哪里储存了多少东西 our locations so we have two we have an Oakland location we have an LA location 我们有两个地点 我们有一个奥克兰地点 我们有一个洛杉矶地点 yeah and probably at any given point overnight there's probably about half a 是的，可能在任何给定的时间点，一夜之间可能会有大约一半的时间 million dollars worth of product in there and then flow through there's just 价值百万美元的产品在那里然后流过那里 millions a week a product that doesn't sit there just kind of you know hits the 每周数以百万计的产品不会坐在那里，只是你知道的那样 inventory and then the next day it will go out or something like that so typical 库存，然后第二天它就会消失或类似的事情如此典型 all shapes and sizes so a lot of it will 各种形状和尺寸，所以很多都会 come in package final packaged goods and then oftentimes it'll just come in big 包装成最终包装的货物，然后通常会大件地进来 just like gigantic trash bags full of 20 pounds of just raw ingredient raw 就像装满 20 磅原料的巨大垃圾袋 00:34 00:34 material flower base seriously yeah what yes never so are you guys packaging and 材料花基，认真的是，是的，从来没有，所以你们是包装和 the dispensaries we don't do packaging it's there's these there's co-packers in 药房我们不做包装，那里有代包装商 the industry or manufacturers who can do 可以做的行业或制造商 the packaging but for us we we basically just take final packaged goods and 包装，但对我们来说，我们基本上只接受最终的包装商品 deliver it to retailers that's our main business but as far as the licensing 将其交付给零售商是我们的主要业务，但就许可而言 roles and responsibilities goes no one can move product between two different 角色和职责没有人可以在两个不同的产品之间移动产品 licensed entities without a distributor so even if you're just like a farm 没有经销商的许可实体，所以即使您就像一个农场 moving your product to a manufacturer you have to contract out a distributor 将您的产品转移给制造商，您必须外包经销商 or get your own distributors license in order to move it and the reason behind 或者获得您自己的分销商许可证以移动它及其背后的原因 that is because I think the the state government wanted to hold one license 那是因为我认为州政府想要持有一份许可证 party accountable for all things like tax and legal compliance to which the 一方对税务和法律合规等所有事项负责 distributor's were kind of a gatekeepers for all of these all these products 分销商是所有这些产品的看门人 before it hits the retailer shelves yeah and so we have to be in charge for like 在它进入零售商货架之前是的，所以我们必须负责类似的事情 compliance testing and making sure that passes excise tax collection cultivation 合规性测试并确保通过消费税征收培育 00:35 00:35 tax collection permitting that to the state so it's not just like money that 税收允许国家这样做，所以它不仅仅是像金钱一样 we have to remit back the brand it's also money that we had to 我们必须把品牌汇回，这也是我们必须要汇的钱 remit to the government so we are kind of just this like hub of the supply 汇给政府，这样我们就相当于供应中心 chain that all product has to funnel through before it reaches a consumer 所有产品在到达消费者之前都必须经过的链条 okay so in on that tax side I'm curious because what is the what's the rate 20 好的，在税收方面我很好奇，因为税率 20 是多少 something percent the cultivation tax is per per pound no either trim or full 种植税是每磅的百分之几，没有修剪或全额 flower and that's a you know 275 or 925 right so yeah something like that yeah 花，那是你知道的 275 或 925 对所以是的，类似的东西是的 it's basically 150 bucks per pound around that and then the excise tax is 基本上是每磅 150 美元左右，然后消费税是 15% on the wholesale value mm-hmm and so the the and that's also taxed again at 批发价值的 15% 嗯嗯，所以，这也再次征税 the retail level yeah so your sales tax taxes the sales the excise tax yeah and 零售层面是的，所以你的销售税是对销售税和消费税征税是的， all the products now there's taxes everywhere and that's why the prices are 现在所有的产品到处都有税，这就是价格的原因 or yeah right and for the most part that up site is for the government like are 或者是的，大部分情况下，该网站是为政府服务的，例如 00:36 00:36 they are the farmers are anymore no no no no everyone that I mean that's why 他们不再是农民了，不不不不每个人，我的意思是这就是为什么 these products are just so expensive is because it has to be baked into that I 这些产品如此昂贵是因为它必须被烘焙成我 mean we we recently learned so like if you wanted to the City of Oakland passed 意思是我们最近了解到，如果您想去奥克兰市通过 these just city tax laws that are five percent of gross receipts of sales so 这些只是城市税法，占销售总收入的百分之五，所以 it's not just like 5% of your margin it's like of gross receipts so if you 它不仅仅是利润的 5%，它就像总收入的 5%，所以如果您 buy it at a dollar and sell it at a dollar you're technically just making 以一美元的价格买入，然后以技术上刚刚赚到的一美元的价格卖出 nothing but then because the gross receipts a dollar you have to give five 没什么，但是因为总收入一美元你必须给五 cents to the government yeah on this stuff cuz like the value is still so 给政府几分钱是的，因为这些东西的价值仍然如此 high yeah you know like I mean when I used to buy a 300 milligram bag I was 高，是的，你知道，就像我的意思是，当我过去买一袋 300 毫克的袋子时，我 like of gummies that would last me forever 就像让我终生难忘的软糖 yeah I'm not eating 30 milligram gummies no just no no pass out fine or whatever 是的，我不吃 30 毫克软糖，不，不，不，罚款或其他什么 but now it's like I think twenty eight dollars for a hundred milligram bag yeah 但现在我想一百毫克一袋要二十八美元 是的 00:37 00:37 yeah do you guys sense that there's a lot of price sensitivity absolutely okay 是的，你们觉得价格敏感度很高吗？绝对没问题 I mean I think that's why you know I was looting too with the medical market 我的意思是，我想这就是为什么你知道我也在医疗市场上进行掠夺 being you know pretty much decimated no the the irony of legalization is that 你知道几乎被摧毁了，合法化的讽刺之处在于 there's a lot of medical patients have gone and turned to the illicit market 有很多病人已经转向非法市场 for their products right right you know the people 对于他们的产品，你了解他们的人 that are medical they're not you know they need it as medicine they're not 这些是医疗的，但它们不是，你知道他们需要它作为药物，但它们不是 there yet they want higher dosage they want more value yeah and you know 但他们想要更高的剂量，他们想要更多的价值，是的，你知道 because they're eating it every day or every week to sustain their daily life 因为他们每天或每周都吃它来维持日常生活 but because of the the imbalance of prices on the legal market versus 但由于合法市场上的价格与 illicit a lot of medical people have turned to the illicit gone back you know 非法 很多医务人员已经转向非法，你知道吗 yeah no it's not crazy yeah the state didn't see that coming I 是的，不，这并不疯狂，是的，国家没有预见到这一点，我 think they did like I mean they didn't the point of having a card anymore there 我认为他们确实喜欢我的意思是他们在那里不再有卡片的意义 isn't really yeah except for you know higher carrying limits or you want to 不是真的，除非您知道更高的承载限制或者您想要 consult with a doctor that really wants to kind of give you a treatment plan 咨询真正想为您提供治疗计划的医生 00:38 00:38 yeah but for most yeah yeah I'd say for most purposes it's the same products 是的，但对于大多数情况来说，是的，我想说的是，对于大多数用途来说，它们都是相同的产品 they get sold recreationally as they do medicinally right yeah 它们被当作娱乐用途出售，就像它们作为药用一样，是的 yeah because they were it yeah yeah it's 是的，因为他们就是这样 是的，是的，这是 it's pretty complicated there was a dual supply chain in the beginning of the 事情非常复杂，一开始就存在双重供应链 year an adult use in medical supply chain so if you were a producer and you 年成人在医疗供应链中使用，所以如果您是生产商并且您 were producing medical products you could only sell to medical people and 正在生产只能卖给医务人员的医疗产品 vice versa I know nice and then they combined it and now you have people that 反之亦然，我知道很好，然后他们将其结合起来，现在你有了这样的人 are like right well there's probably gonna be more throughput on adult use so 是的，成人使用可能会有更多的吞吐量，所以 I'm gonna create more product there yeah yeah but you know in order to get your 我会在那里创造更多的产品是的但是你知道为了得到你的 recommend if you get that then you can get your tax your sales tax exempt so 建议您如果得到了，那么您可以免税您的销售税，这样 but it's like 150 bucks to get it it takes a few weeks to you know a couple 但要花 150 美元才能买到，你需要几周的时间才能认识几个 months to get yeah and then once you get it you know expires in a year yeah dude 几个月才能得到是的，然后一旦你得到它，你知道一年后就会过期是的伙计 00:39 00:39 I haven't it was like what's the upside yeah yeah it I save like two or three 我没有，这有什么好处是的，我节省了两三个 dollars or something yeah consuming it that if you spend you know a couple 美元或其他东西，是的，消费它，如果你消费，你就会认识几个 grand a year on medicine then yeah makes sense but you know I 在医学上度过了一年，是的，这是有道理的，但你知道我 think in the today's society it's really tough to kind of make someone jump 认为在当今社会，让某人跳起来真的很难 through all the hoops to get it yeah yeah but the the the problem is it just 历尽千辛万苦才得到它 是的，但问题是它只是 it became it came down I think revenue tax revenue for the government and 我认为政府的税收收入下降了 unfortunately I think the the community that needed it at most on the medical 不幸的是，我认为在医疗方面最需要它的社区 side or the ones are the most disenfranchised from the whole process 整个过程中最被剥夺权利的一方 mm-hmm do you find that um people are very brand loyal or do they just shop 嗯嗯，你发现嗯人们非常品牌忠诚还是他们只是购物 around and not care um I think people are pretty open to right there there is 周围并不在乎，嗯，我认为人们对那里很开放 definitely brand loyalty like pop um Berkeley makes these great topicals and 绝对是像伯克利流行音乐这样的品牌忠诚度使这些话题变得很棒 oils and things like that and then there's certain like high-end brands 油之类的东西，还有一些高端品牌 like dosis that makes these like really great disposable vape pens that people 就像 dosis 一样，这使得这些产品就像人们真正很棒的一次性电子烟笔一样 love buying yeah and and I but then I think there is a large part of it that 喜欢买，是的，我，但我认为其中很大一部分是 00:40 00:40 people are just trying out new products as well and they listen to what their 人们也只是在尝试新产品，他们会倾听他们的想法 budtender says about them but tender being like bartender but for weed and budtender 谈到他们，但温柔就像调酒师，但对于杂草和 oftentimes a brand will go and the way that the budtender learns about all 通常，一个品牌会走，而合作者了解所有信息的方式 these products is brands for as part of their marketing they'll go into 这些产品是品牌，作为营销的一部分，他们将进入 dispensaries and do demos for these bud tenders and they'll just pitch them on 药房并为这些芽投标者进行演示，他们只会将它们推销出去 things so whoever has the higher marketing budget will go in and just buy 所以谁有更高的营销预算就会进去购买 out shelves for the dispenser like shelf space as a dispensary and they'll teach 分配器的架子就像药房的架子空间一样，他们会教 all the bud tenders at you know all the major locations and that's what will get 你所有的芽投标都知道所有的主要地点，这就是你会得到的 pushed through the most and I need to get some recommendations from you guys 经历了最多的事情，我需要从你们那里得到一些建议 cuz like the people that I talk to when I go to the store I think they're 因为就像我去商店时与我交谈的人一样，我认为他们是 sampling a little too much they're also thing that there's there's been some 采样有点太多，他们也是有一些 pretty I call apocalyptic events this year where there's brands that have just 我把今年称为世界末日事件，有些品牌刚刚 been wiped off because of the the regulatory side so people that are used 由于监管方面的原因而被淘汰，所以使用过的人 00:41 00:41 to getting a specific brand aren't getting it anymore 得到一个特定的品牌不再得到它 I think July 1 was probably the biggest thing that we saw yeah so so July 1 was 我认为 7 月 1 日可能是我们见过的最重要的事情，所以 7 月 1 日是 when they implemented phase 2 testing which essentially was around pesticides 当他们实施第二阶段测试时，该测试基本上是围绕农药进行的 and potency and then people that couldn't pass it 和效力，然后是无法通过它的人 essentially were DQ'd from the market yeah it was 基本上是从市场上 DQ 的，是的，确实如此 pretty bad it was insane there's videos well because for compliance you have to 很糟糕，这太疯狂了，还有视频，因为为了合规性，你必须 record yourself disposing of the product whether you burn it or smash it or 记录您处理产品的情况，无论是烧毁还是砸碎或 whatever there's videos of dispensaries just like as evidence just like damaging 不管有什么药房的视频，就像证据一样，就像破坏一样 all their products and just basically having this huge demolition day of like 他们所有的产品，基本上就是这样一个巨大的拆除日 millions of dollars worth of product ya know a lot of a lot there was a huge 价值数百万美元的产品，你知道很多很多，有一个巨大的 shortage of supply in the market and like my it's interesting my phone number 市场供应短缺，像我一样，我的电话号码很有趣 is listed on our license publicly so I kept getting called for like Phase two 已公开列在我们的许可证中，因此我不断收到类似第二阶段的请求 compliant product and I was like I mean this is a huge opportunity for us it's a 合规产品，我的意思是这对我们来说是一个巨大的机会 distributor so let's go buy as much as we can 经销商，所以我们尽可能多地购买 00:42 00:42 yeah but yeah generally speaking there was a huge shortage in market Wow so 是的，但是，一般来说，市场严重短缺，所以 brands are coming and going it's it's almost as brand rush that we're seeing 品牌来来往往，这几乎就像我们所看到的品牌热潮一样 people are trying to create these different brands you try to get into 人们正在尝试创建您尝试进入的这些不同品牌 different consumers but the market isn't that sophisticated yet we're and I'm 不同的消费者，但市场还没有那么复杂，但我们和我 talking about the supply chain where you have people that do Co packing a co 谈论供应链，那里有人做包装公司 manufacturing or like create this stuff this IP yeah and then oftentimes if you 制造或者喜欢创造这个东西这个IP是的然后经常如果你 don't have a license you're kind of you're at the whims of you know people 没有执照 你很随心所欲 你认识的人 that do yeah and it's really tough from a business plan model to to have someone 是的，从商业计划模型到拥有某人真的很难 invest in you if you're just you know a brand yeah so where do you guys see the 如果你只是知道一个品牌，就投资你是的，那么你们在哪里看到的 market going then like we have all this regulation coming out like seems like a 然后市场就好像我们出台了所有这些法规一样 bunch of random question marks but obviously you're raising money you're in 一堆随机问号，但显然你正在筹集资金 this business like what does it look like in five to ten years I think at 我认为这个行业五到十年后会是什么样子 least from where we're sitting it's I think it'll probably be another a few 至少从我们坐的地方来看，我认为可能还会有一些 00:43 00:43 years before anything federally changes and more and more States will continue 联邦发生任何变化之前的几年，越来越多的州将继续 to pass favorable regulations towards cannabis so a lot of them will start out 通过对大麻有利的法规，这样很多人就会开始使用 by decriminalizing it and then making it medicinally available and then 将其合法化，然后将其用于药用，然后 eventually recreationally available and then once enough states kind of ratify 最终可以娱乐性地使用，然后一旦有足够多的州批准 those laws then I think then the federal government will eventually see a more 那么我想联邦政府最终会看到更多的法律 favorable light as well as far as the legal side of things and but until then 有利的光线以及法律方面的事情，但在那之前 the way we have to expand is although we're currently in California we 我们必须扩张的方式是，虽然我们目前在加利福尼亚州，但我们 actually have to set up a different legal entity in each state so that we 实际上必须在每个州设立不同的法律实体，以便我们 segregated out our business it's not interstate commerce 我们的业务隔离开来，这不是州际贸易 and you know basically expand that way from state to state and then have like a 你知道基本上以这种方式从一个州扩展到另一个州，然后就像 holding company that manages every other child company so it's there's there's a 控股公司管理着所有其他子公司，所以有一个 huge just cost of upkeep of your business as well on like a legal 维持您的业务以及像法律一样的巨大正义成本 compliance standpoint security and it's just like licensing and everything that 合规性角度的安全性，就像许可和一切 currently it's it's hard to build a business in this in this industry 目前在这个行业很难建立这样的业务 00:44 00:44 because there's also a shortage of capital - mm-hmm mm-hmm 因为还缺资金 - 嗯嗯嗯嗯 have you thought about getting capital from any of these Canadian companies 您是否考虑过从这些加拿大公司获得资金 investing in yeah they are I think they're more so seeing all the players 投资是的，我认为他们更愿意看到所有的球员 right now as like pretty young so they want to just like buy out companies here 现在他们还很年轻，所以他们想收购这里的公司 and there for their licenses so they we have seen some distribution companies at 那里有他们的许可证，所以我们看到了一些分销公司 least get bought out by Canadian companies and I think it's hugely just 至少被加拿大公司收购，我认为这非常公正 like like stock packages and like the the sea levels we'll go join the company 就像股票套餐和海平面一样，我们将加入公司 and then the rest of the company kind of gets let go and so it's it's been it's 然后公司的其他人都被解雇了，所以就这样了 been kind of this like brutal M&A like climate right now yeah but it does 有点像残酷的并购，就像现在的气候一样，是的，但确实如此 provide a lot a lot of opportunity for you know small guys like us who can stay 为像我们这样可以留下来的小人物提供很多机会 afloat yeah and how about you David what 漂浮是的，你呢大卫什么 do you think the markets gonna look like yeah I mean I think in California in 你认为市场会是什么样子 是的 我的意思是我认为在加利福尼亚州 00:45 00:45 five years we're heading what 2023 there is something that happens in 2023 with 五年后我们将走向 2023 年 2023 年将会发生一些事情 the laws that allow that removes a one-acre cap you know right now if 允许取消一英亩上限的法律，您现在知道，如果 you're growing you have a one acre cap that you can grow in however people have 你正在成长，你有一个一英亩的上限，你可以在里面种植，无论人们有什么 doing stacking so they get a bunch of licenses to stack but once 2023 hits 进行堆叠，以便他们获得一堆堆叠许可证，但一旦 2023 年到来 unlimited size grows can happen in California 加利福尼亚州可以无限增长 sure and so you know I think the small farmer is is going to be in a tough 当然，所以你知道我认为小农将会陷入困境 position when that comes out and so they're they're gonna have to really 当它出来时他们的立场所以他们必须真的 think about their genetics their terroir where they're growing communicate value 思考他们的基因、他们生长的风土、传达价值 to the consumer that's buying from a small grower who puts a lot of love and 对于从小种植者那里购买的消费者来说，他们投入了很多爱和 attention and sustainable growing practices that the consumer can can buy 消费者可以购买的注意力和可持续的种植实践 instead of just these monolithic big crops now in five years I think I 我认为五年后我将不再只是这些单一的大作物 00:46 00:46 personally would love to see the entire country being legalized I know we're 个人希望看到整个国家合法化 我知道我们 meadow you know we build we our goals to build 草地你知道我们建造我们我们的目标来建造 the best software for the industry yeah but more than that it's about access for 业界最好的软件是的，但更重要的是它的访问权限 everybody mm-hmm that needs it you know even if you're a kid with epilepsy you 每个需要它的人，即使你是一个患有癫痫症的孩子，你也知道 should be able to get your CBD oil in school to minister by a nurse if you 应该能够让你的 CBD 油在学校由护士服务，如果你 need it the I think the things that were at odds with right now is we're such a 需要它，我认为现在不一致的事情是我们是如此 young industry that is standing on the foundation of advocacy all right this 年轻的产业就是站在倡导的基础上的好吧 was all about advocacy and patient rights and access and you know 都是关于倡导和患者权利和访问，你知道 legalization to some extent but it's like now with this industry model you 在某种程度上合法化，但就像现在这个行业模式一样 have the capitalization side and with such a small industry that's essentially 拥有资本化的一面，而且行业规模如此之小，本质上是 ceding a lot of ownership to you know the capital markets through either 放弃大量所有权给你了解资本市场 00:47 00:47 Canadian companies or other bigger companies that are shell for other 加拿大公司或其他大公司为其他公司提供外壳 bigger companies you're at odds you're playing a game that you're already kind 更大的公司，你会觉得自己正在玩一场你已经很友善的游戏 of at a disadvantage from from especially from the og people I think 我认为处于劣势，特别是来自 og 人 it's going to be really important that people band together in order to kind of 人们团结起来以实现某种目标是非常重要的 move forward but you're already seeing alcohol move in with their investment 继续前进，但您已经看到酒精融入了他们的投资 and consolation you have rumors with coca-cola doing a CBD drink beverage 安慰一下你有传言说可口可乐正在生产 CBD 饮料 right you have constellation yep yeah so you have a little bit they are the guys 是的，你有星座，是的，所以你有一点，他们就是这些家伙 behind Corona oh all right drinks all pharma you're gonna see tobacco you know 在电晕后面哦，好吧，喝所有的药品，你会看到烟草，你知道 these are huge players that are seeing their market shares change because of of 这些都是巨大的参与者，他们的市场份额由于以下原因而发生变化： cannabis yeah and so I think you're gonna see a lot more M&A activity you 大麻是的，所以我认为你会看到更多的并购活动 00:48 00:48 may even see it's feeling very frothy right now look 甚至可能现在看起来感觉非常泡沫 the Canadian markets but there's because 加拿大市场，但那是因为 there's only so limited access to invest 投资机会非常有限 that capital yel keeps coming if they're it very much feels like internet.com 如果他们是的话，资本的呐喊就会不断出现，感觉就像是 internet.com like bubble is getting created yeah and sure there's going to be a handful 就像泡沫正在产生一样，是的，肯定会有一些 winners but my fear is that there's me a lot of people that are just out of the 赢家，但我担心的是，有很多人刚刚出局 game yeah and then we're left with you know less election we're left with less 是的，然后我们就剩下你了，你知道选举越来越少，我们剩下的就更少了 operators that have built this you know industry and this movement mm-hmm I 建立了这个你知道的行业和这个运动的运营商嗯嗯我 think you're also gonna see a lot more exporting globally you're always seeing 我认为你还会看到更多的全球出口 contracts being made with Canada and other countries I think you're gonna see 我想你会看到与加拿大和其他国家签订的合同 a rise in Spain and Germany they're gonna be coming out and being bigger 西班牙和德国的崛起，他们将会出来并变得更大 players but yeah cuz I don't know like internationally in Europe for instance 球员，但是是的，因为我不知道欧洲的国际情况 00:49 00:49 you know if you buy cannabis somewhere where where are they growing like is 你知道如果你在某个地方购买大麻，它们在哪里生长 that coming from California somehow how's that working yeah yeah I don't 来自加利福尼亚州的东西怎么样，是的，我不知道 actually know how where they get it from it must grow it locally 真正知道他们是如何从哪里获得它的，必须在当地种植 I'd imagine or bring it in from somewhere in South America I think that 我会想象或者从南美洲的某个地方带来它我认为 there there's a huge grow a lot of grow ops down there Canada - yeah huh-huh 加拿大那里有大量的种植业 - 是的，呵呵 yeah it's interesting when you're talking about the adverse advocacy said 是的，当你谈论不利的倡导时，这很有趣 I have have things like High Times and like you know Cheech and Chong mm-hmm 我有像《High Times》这样的东西，就像你知道的 Cheech 和 Chong 嗯嗯 have they been more harmful or beneficial for the industry hmm I think 它们对这个行业来说是更有害还是更有利，嗯，我认为 on a raising awareness level it's been beneficial yeah although sometimes the 在提高认识水平上，这是有益的，是的，尽管有时 messaging isn't quite the the level that we needed to be because a lot of times 消息传递并没有达到我们需要的水平，因为很多时候 just like funny memes or like some you know joke about yes like your friends 就像有趣的模因或像一些你知道的笑话一样，就像你的朋友一样 getting high but I think it I guess you know to a certain extent it's a strategy 越来越兴奋，但我认为我想你在某种程度上知道这是一种策略 00:50 00:50 to raise awareness as well because that is what captures eyeballs yeah and and 提高认识，因为这就是吸引眼球的原因，是的，而且 then you know High Times does provide a lot of just like newsworthy articles 那么你就知道《High Times》确实提供了很多类似的具有新闻价值的文章 about cannabis as well so I think there's there's kind of a lot of shift 关于大麻也是如此，所以我认为有很多转变 in media foot focus as well for high times and like 在媒体足部焦点以及高光时刻等 Co and all these sorts of like cannabis media companies yeah I mean they're 公司和所有这些类似大麻媒体公司是的，我的意思是他们是 they're definitely they're pioneers in this and getting the message out you 他们绝对是这方面的先驱，并向您传达信息 know I mean you know it's hard to imagine the fear that people had and the 我的意思是你知道很难想象人们的恐惧和 stigma that surrounded this yeah 10 20 years ago yeah when they're still 围绕着这个的耻辱是的 10 20 年前 是的，当他们还在的时候 publishing articles around home grows and Cheech and Chong coming out smoking 发表有关家庭种植以及 Cheech 和 Chong 出来抽烟的文章 a fat one well in public yeah it's these are people that have helped 是的，这些人在公共场合提供了帮助 push this thing with a segment of the market that could gravitate toward it I 用可能被它吸引的市场部分来推动这个东西我 think the problem was there are a lot of people outside that didn't necessarily 我认为问题是外面有很多人不一定 00:51 00:51 want to affiliate with that you know segment of the population and became 想要加入你认识的那部分人口并成为 more stigmatized or more stereotypical as a STONER yeah but as we've been 更被污名化或更刻板地成为一个 STONER 是的，但正如我们一直以来 moving forward you know you the biggest news that we saw in the last month was 继续前进，你知道你上个月看到的最大新闻是 Elon Musk taking a puff of one right and 埃隆·马斯克 (Elon Musk) 向右吸了一口，然后 it's so it's starting to change you have 所以它开始改变你了 one of Paltrow like looking at stuff you have Oh Whoopi Goldberg 帕特洛喜欢看你拥有的东西哦乌比·戈德堡 you know partnered with Maya on on stuff so the the figures that are stepping 你知道在一些事情上与玛雅合作所以正在迈出的人物 forward to represent cannabis are changing or adding to this this movement 向前代表大麻正在改变或增加这一运动 and getting people more comfortable with it yeah but it's stigmas still pretty 让人们更适应它是的，但它的耻辱仍然很漂亮 high I just find it so silly man cuz yeah because I mean I remember I grew up 高，我只是觉得这很愚蠢，因为是的，因为我的意思是我记得我长大了 in Massachusetts so like it was not legalized when I was in high school so 在马萨诸塞州，就像我上高中时它还没有合法化一样 you know you existed around all of that but you know obviously you knew people 你知道你存在于这一切之中，但你显然知道你认识人 00:52 00:52 that were smoking when yeah like this is like such a crazy mismatch of media and 是的，就像媒体和媒体的疯狂不匹配一样，当时正在吸烟 reality yeah and now I I find it happening all over again with 现实是的，现在我发现这一切又发生了 psychedelics yeah yeah and that's why that Michael Pollan's 迷幻药是啊是啊这就是为什么迈克尔·波伦 book was so great yeah yeah because it was just like accessible and he's like 这本书太棒了，是的，因为它很容易理解，而且他就像 kind of nerdy and skeptical yeah and boy oh it's not just you know 有点书呆子和怀疑论是的，男孩哦，这不仅仅是你知道的 acid trips yeah and that's what I've been following so 酸之旅是的，这就是我一直在关注的所以 closely yeah to see the studies and if it's gonna happen or not yeah yeah yeah 密切关注研究，看看它是否会发生 是的 是的 I was gonna say that and the media plays like a huge part in that and I think 我想说的是，媒体在其中发挥着重要作用，我认为 it's really hard at least for businesses in our industry to get the word out 至少对于我们这个行业的企业来说确实很难传播出去 because normal channels like Google AdWords or like Facebook ad marketing 因为像 Google AdWords 或 Facebook 广告营销这样的普通渠道 and you know obvious like typical channels you would use to get your name 你知道很明显，就像你用来获取你的名字的典型渠道一样 or advertising out they'll shut you down if you try to advertise that you're 或者做广告，如果你试图做广告，他们会关闭你 selling weed and so yeah yeah so how do you grow influencer marketing so like 卖大麻，所以是的，那么你如何发展有影响力的营销呢？ basically having celebrities or like people endorse your products and going 基本上有名人或类似的人认可你的产品并去 00:53 00:53 on you know kind of like newsworthy sources and outlets that those are like 你知道有点像有新闻价值的来源和渠道 the hot times those are ways to get your name out there yeah I mean I think that 在炎热的时期，这些都是让你的名字出名的方法，是的，我的意思是，我认为 like when you look at the the psychedelic movement yeah it it's 就像当你看到迷幻运动时是的，就是这样 following the the medical piece which that's how cannabis star with prop 215 继医学文章之后，这就是大麻如何凭借 215 号道具成为主角 essentially what started with was the HIV community here in San Francisco that 本质上是从旧金山的艾滋病毒社区开始的 you know found relief in cannabis and this you know we call them the the fairy 你知道在大麻中找到了缓解，你知道我们称它们为仙女 godfather Dennis Peron who recently passed away 最近去世的教父丹尼斯·庇隆 but he authored prop 215 which allowed medical collectives to grow cannabis and 但他撰写了第 215 号提案，允许医疗集体种植大麻和 share with one another and you know with medical that provided that that tip of 与彼此分享，你知道与医疗，只要这一提示 the spear for people to then you know get in and then you know people with HIV 为人们提供矛，然后你知道进入，然后你就知道艾滋病毒携带者 finally found a little bit more relief and then other groups and other medical 终于找到了更多的缓解，然后是其他团体和其他医疗机构 00:54 00:54 conditions happen without so Hep C yes exactly and then we look at the the 条件发生没有所以 Hep C 是的，然后我们看看 trials are going through with MDMA and it's really around PTSD and for veterans MDMA 的试验正在进行中，它确实是围绕创伤后应激障碍（PTSD）和退伍军人而言的 for people that are trying to come over some psychological trauma they're having 对于那些试图克服心理创伤的人 guided sessions and having a way to rise above what their their current state of 指导课程并有办法超越他们目前的状态 consciousness is you know and I think you know my opinion a lot of this 意识是你知道的，我想你知道我的很多观点 especially for cannabis it's like grown earth common biological place like a 特别是对于大麻来说，它就像生长的地球常见的生物场所，例如 biological plant it's almost like it to me it's a human right to have this all 生物植物对我来说几乎就像它是拥有这一切的人权 right it's comforts from the right yeah it's 是的，这是来自右边的舒适，是的，是的 not like someone you know made this and you know but I think what's crazy 不像你认识的人做的，你知道，但我认为这有什么疯狂的 especially in the world we live in with so much hyper connectivity so much dress 尤其是在我们生活的世界里，有着如此多的超级连接、如此多的服装 and like all the day to day we need to find outlets to go inward a little bit 就像日复一日一样，我们需要找到一些向内走的出口 more because there's just so much stimulation outside and you know one of 更多的是因为外面有太多的刺激，你知道其中之一 00:55 00:55 the reasons I love cannabis is that allows you to kind of have that and then 我喜欢大麻的原因是它可以让你拥有它然后 you know on the the site that's like a del excite you know it's another 你知道在这个网站上这就像一个del excite 你知道这是另一个 leveling up and a whole other sense of awareness of yourself and and how you 提升自己的水平和一种完全不同的自我意识以及你如何 interact with the environment around you 与周围的环境互动 yeah yes that's fantastic I mean it's so cool that people are are now finally 是的，是的，这太棒了，我的意思是，这太酷了，人们现在终于可以了 able to experience it in a safe way yeah and in a dosed way do which doesn't 能够以安全的方式体验它 是的，并且以剂量的方式去做，但这并不 really exist with psychedelics yet imagine in our lifetime 迷幻剂确实存在，但想象在我们的有生之年 yeah it's gonna be a thing yeah definitely yeah I don't know who's the 是的，这将会成为一件事，是的，绝对是的，我不知道是谁 bleeding edge on this site it might even be in the states it seems like most of 该网站上的前沿甚至可能位于大多数州 the funding and the studies are happening here maps is a really good 资金和研究都在这里进行 地图真的很好 organization to follow they're the ones that are really pushing the the trials 组织跟踪他们是真正推动试验的人 and they're you know if there's people that want to fund the movement for 他们是你知道是否有人想资助这场运动 psychedelics maps there's a great organization to do that cool right on so 迷幻地图有一个很棒的组织可以做到这一点，所以 on the legal side I've been really intrigued by people being exonerated 在法律方面，我对人们被无罪释放感到非常感兴趣 00:56 00:56 yeah it's huge yeah it's amazing so what's like what's going on with that in 是的，它很大，是的，它太神奇了，那么里面发生了什么？ California have you been following that part yeah yeah for sure I mean what's 加州你有没有关注那部分是的，当然我的意思是 been great with legalization is that people aren't necessarily going to jail 合法化的一大好处是人们不一定会进监狱 anymore yeah for kit for cannabis possession right and another thing 是的，大麻所有权工具包和其他东西 that's great is there's a lot of cities that had stacks and stacks of medical 太好了，很多城市都有成堆的医疗设备 cannabis convictions that were coming and just you know toss them all out yeah 即将到来的大麻定罪，你知道把它们全部扔掉是的 San Francisco did it there's a lot of other states or cities are doing it I 旧金山做到了，还有很多其他州或城市也在这样做，我 think what you also are finding that people are realizing that with the war 想想你还发现人们正在意识到随着战争 on drugs with people that have been more disenfranchised people of color in 与那些被更多剥夺公民权的有色人种一起吸毒 different communities there's a sense of trying to give back with social equity 不同的社区都有一种试图以社会公平回馈社会的感觉 programs and so not only is there a decriminalization but there's a there's 计划，因此不仅有非刑事化，而且有 a there's a movement on create an on-ramp for people to get into the a 有一项运动要求建立一个入口坡道供人们进入 00:57 00:57 industry yeah I mean for us we actually have a social 行业是的，我的意思是对我们来说，我们实际上有一个社交 equity partner for our license and what that means is it basically just 我们许可证的股权合作伙伴，这意味着它基本上只是 incentivizes us to help incubate if you will like a smaller like cannabis 如果您喜欢像大麻这样较小的大麻，我们会激励我们帮助孵化 business that's run by a business owner who's been formally convicted of a 由被正式定罪的企业主经营的企业 cannabis crime or like lives in a certain area that is has been 大麻犯罪或类似生活在某个地区 disenfranchised due to cannabis crime activity and so for us like we basically 由于大麻犯罪活动而被剥夺了公民权，所以对于我们来说基本上就像我们一样 contribute to a thousand square foot of rent for each month to one of these 每月向其中之一缴纳一千平方英尺的租金 social equity partners and that actually expedited our licensing process earlier 社会公平合作伙伴，这实际上加快了我们更早的许可流程 this year so the government actually is creating ways to incentivize like 今年政府实际上正在想方设法激励 businesses to help other businesses that are run by these disenfranchised folks 企业帮助这些被剥夺权利的人经营的其他企业 in the past to help them get their operations up and running man it's so 过去帮助他们启动并运行伙计，就是这样 awesome yeah yeah there's definitely a lot more work that needs to be done like 太棒了，是的，肯定还有很多工作需要完成，例如 well there's a lot of that's funding right and so Senator Bradford just had a 嗯，有很多资金都是正确的，所以参议员布拉德福德刚刚有一个 00:58 00:58 b12 94 pass or SB I think 12 12 94 pass which is a 10 million dollar fund which b12 94 pass 或 SB 我认为 12 12 94 pass 这是一个 1000 万美元的基金 will be given to different social equity programs to help jumpstart their 将提供给不同的社会公平计划，以帮助启动他们的 business you know the the issue that we still have is people you know you might 你知道我们仍然面临的问题是你认识的人可能 have resources in rent but you still need capital and know how the kind of 有租金资源，但您仍然需要资金并知道如何 right kind of run yeah and you know we are there's still a lot more that needs 正确的跑步方式是的，你知道我们还有很多需要 to be done in order to help you know this group to move forward in this 这样做是为了帮助您了解这个小组在这方面的进展 industry especially as other in other players and the and this game board have 行业，尤其是其他玩家和这个游戏板 been leveling up and yeah right well that was kind of a narrative right so 一直在升级，是的，很好，这是一种叙事，所以 you're just like you know all these all these people who have been put in prison 你就像你认识所有这些被关进监狱的人一样 for years yeah jail whatever no and then like a bunch of white kids come in yeah 多年来，是的，无论什么，监狱，然后就像一群白人孩子进来，是的 yeah that's legal now cool and they just win the game yeah 是的，现在这是合法的，很酷，他们刚刚赢得了比赛是的 Yeah right and so yeah I mean I don't know the legal situation as well as you 是的，是的，所以是的，我的意思是我不像你那样了解法律情况 00:59 00:59 do but it seems like that is not figured out yeah no no not at all it's not yeah 做，但似乎还没有弄清楚 是的，不，不，根本不是，不是的 I mean because you obviously like you applied twice see you get some money and 我的意思是因为你显然喜欢你申请了两次看到你得到一些钱并且 they are racist right yeah but it you know you don't have incubators like YC 他们是种族主义者，是的，但你知道你没有像 YC 这样的孵化器 really you have you know the hood incubator you have supernovae you know 真的你有你知道引擎盖孵化器你有超新星你知道 hook appears based in Oakland their incubator bringing some some companies 胡克出现在奥克兰，他们的孵化器带来了一些公司 in but they don't necessary have millions and millions of dollars in the 但他们不一定有数百万美元 bank they need to fund people yeah and then you have you know groups in 银行，他们需要为人们提供资金，是的，然后你有你知道的团体 different cities that don't have unification around their programs either right 不同的城市也没有统一的项目 but there's some interesting things happening within San Francisco you're 但旧金山正在发生一些有趣的事情 gonna need to hire 30% of your workforce from social equity people you also as a 你需要从社会公平人士那里雇佣 30% 的员工，你也是 dispensary may need to have a certain amount or certain percentage of your 药房可能需要您的一定数量或一定比例的 shelf space of products created and manufactured by people from social 社会人们创造和制造的产品的货架空间 equity programs so there's there's definitely still a lot of thinking 股权计划，所以肯定还有很多思考 01:00 01:00 around that needs to happen but people are trying and I think the the key and 这需要发生，但人们正在尝试，我认为关键是 all of this is for the consumer to really recognize that when they're 所有这一切都是为了让消费者真正认识到，当他们 buying you know one of these or like even flow kana flow kana supports 购买您知道其中之一或喜欢甚至流假名流假名支持 artisans small growers up in Mendocino and the Humboldt and Trinity's Emerald 工匠、门多西诺、洪堡和 Trinity 祖母绿的小种植者 triangle so when you're buying flow kana you're supporting a small grower and 三角形，所以当您购买流假名时，您是在支持一个小种植者， that's why I think more not just the knowledge of how distinguish what is in 这就是为什么我想的不仅仅是如何区分其中的知识 cannabis and how it makes you feel but who made it why it was made where it's 大麻以及它给你带来的感觉，但是谁制造的，为什么它是在它的产地制造的 coming from all those pieces need to be connected for the value proposition why 来自所有这些部分需要连接起来才能实现价值主张为什么 someone to pay you know X dollars more for this and that right i'm just kind 有人付钱给你 X 美元，这是对的，我只是善良 of start a few questions or they're there I mean cuz you've both done my say 开始问几个问题或者它们就在那里我的意思是因为你们都已经说了我的话 you you didn't go through IC with your current company now would this happen e 你现在没有和你现在的公司进行IC，这种情况会发生吗？ sure where there are certain elements of 确定其中存在某些元素 like a canonical startup advice that you found didn't always apply in the 就像您发现的规范启动建议并不总是适用于 01:01 01:01 cannabis industry uh or do you just apply like the learnings and I mean I 大麻产业呃或者你只是像所学到的那样应用，我的意思是我 guess a lot of it did apply like I remember 我想其中很多确实像我记得的那样适用 definitely the hole I'd do things that don't scale thing I we first started 绝对是我会做的事情，而不是我们第一次开始的事情 this we had a friend who basically ran like a pre-roll company that was 我们有一个朋友，他基本上像一家预卷公司一样运营 distributing across California and prior to regulation this year is very much 在今年监管之前，整个加州的分布非常多 just like a backpacking industry where people would deliver their own products 就像背包行业一样，人们会运送自己的产品 to fulfill to retailers and so what me and you know my best friend June did was 为了满足零售商的要求，所以我和你知道我最好的朋友琼所做的是 we just drove our like hundreds of thousands of dollars worth of product in 我们刚刚推出了价值数十万美元的产品 the back of our cars across California from like Oakland to Palm Springs and it 我们的汽车后部穿过加利福尼亚州，从奥克兰到棕榈泉， was it was pretty romantic in a way but yeah I mean it like part of doing things 在某种程度上这很浪漫，但是是的，我的意思是这就像做事情的一部分 that don't scale like that kind of helped us learn a lot about the industry 不像那样的规模帮助我们了解了很多关于这个行业的知识 how products were being moved and like just meeting people throughout the 产品是如何移动的，就像与整个地区的人们见面一样 industry as well so yeah I think a lot of it does apply oh absolutely yeah I 行业也是如此，是的，我认为其中很多确实适用哦，绝对是的，我 01:02 01:02 mean I think we probably ever eWEEK there's some mantra that we're quoting 意思是我认为我们可能曾经在 eWEEK 中引用过一些口头禅 either you know make something people want or do things that don't scale is 要么你知道做人们想要的东西，要么做无法扩展的事情 great yeah yeah we often think a lot about resilience right that cockroach 太棒了，是的，我们经常思考蟑螂的韧性 yeah and you know survive and thrive mentality I think one of the biggest 是的，你知道生存和发展的心态，我认为这是最大的心态之一 things have helped us just to be a little bit more patient about even with 事情帮助我们变得更有耐心，即使 all this activities you know don't worry 所有这些活动你都知道，不用担心 about competition right competition will kill itself you're just focus on your 关于竞争 正确的竞争会自杀 你只需要专注于你的 team focus on making something that people want focus on talking to your 团队专注于制作人们想要的东西 专注于与你交谈 customers you know but one thing I think that I've also taken an extrapolated 你认识的客户，但有一件事我认为我也进行了推断 it's like build a community right right one thing I love about YC is the 就像建立一个社区一样，我喜欢 YC 的一件事是 community of entrepreneurs and the shared you know alignment on how to 企业家社区和共享的你所知道的关于如何 build something and I think that's you know why we're together yeah but you 建造一些东西，我想这就是你知道我们在一起的原因是的，但是你 01:03 01:03 know to take that sense of community and kind of bring that within cannabis a 知道要采取这种社区意识并将其带入大麻中 little bit more yeah because there's just there's so much going on and then 是的，因为还有很多事情正在发生，然后 finding people that are aligned and kind of can move forward and take care of 找到志同道合、能够前进并照顾他人的人 their lane you know it's super important yeah 他们的车道你知道这非常重要是的 yeah totally yeah the advice has been great I highly recommend anyone that's 是的，完全是的，这个建议很棒，我强烈推荐任何人 thinking about building a business to look at YC especially for that advice 考虑建立一家企业，特别关注 YC 的建议 and look at you know the videos or any of the podcast yeah there's so much you 看看你就知道视频或任何播客是的，你太多了 know gold nuggets in there yeah be able to do yeah it's a good time to get 知道那里有金块 是的 能够做 是的 现在是获得的好时机 dumped start a company yeah alright we're probably gonna have an 抛弃创办一家公司是的，好吧，我们可能会有一个 Elon Musk moment if we don't stop guys thanks for coming in yeah oh thanks yeah 埃隆·马斯克时刻，如果我们不阻止大家，谢谢你们的到来，是的，谢谢，是的 thank you you 谢谢你