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Nathan: Ok, Level Method presents Max Revenue Series systemizing supplements your gym without selling, a discussion with driven nutrition owner Jason Rule. Now before we get started, I just want to let you know that the level method is a revolutionary system designed for gym owners to assess address and progress clients through fitness. And if you want more information on that you can head over to the level method.com. Now I'm a gym owner and one of the big things we do with level method is to map out specific action plans for our clients and generally we do that through a goal setting session and we've found it to be a great way to increase revenue overall by delivering more value. Obviously supplements play a really big role because some of the first questions we get are around supplements. Now again, as a gym owner and as a business owner in general, I'm always looking for better, easier ways to do things and that includes developing systems and processes. And this brings me to Jason Rule, who has really systemized the [01:00] the entire area of offering supplements to gyms and to members. Jason Owns driven nutrition and has worked personally with over 1400 affiliates, including Chris Cooper, Marcus Gerszi, John Swanson, Chris Thorndyke, Stu Brower, Angelo Cisco. These are all names you should definitely know if you're a gym owner looking to improve. Jason has been in the supplement industry for over two decades, starting with the GNC franchise, back in the day, and has learned what works best for gym and affiliates all over the world. So if you're interested in systemizing supplements in your gym then you're in the right place. So Jason, I just want to welcome you. Thank you for joining me and I'm really looking for this conversation. Before we hop in too far, if you could just give us me a rundown of your history and, you know, tell us about yourself.
Jason: I've been an entrepreneur [02:00] basically all my adult life. I started our first supplement company 14 years ago and really I think the most relevant part that your audience will connect to, seven years ago, we started working with some CrossFit gyms. When they started coming up, even still I see a handful of them, but this was really prevalent six, seven years ago... a lot of them would come to me saying, “look, I don't care if I make a profit. I just want a really good product for my members.” So me coming from the background that I had with running GNCs, and how to run my stores, that really connected with me. But it also, it hit me, because I'm really blunt and I'm really upfront with people. I would say "that's really admirable. That's how you should sell things because you believe in it. But if you're doing something from a business standpoint and you're not doing it with the intent of making a profit, that's a mistake." So that's really where we started transitioning and taking a look at the crossfit gyms, seeing what some of the other supplement companies were doing as far as advertising to crossfit gyms, [03:00] advertising to owners, advertising to coaches. Instead of taking a look to see, hey, how do we just build value... how do we teach gyms to make this an intentional part of their business? And that's really where we started coming in and building systems, taking some of the things that I had taught, people who run our stores and say, how do we implement that? How do we implement this inside of your gym? Like with your gym [to Nathan], for example, I loved working with Alex and she's a great soul. Um, how do we, how do we visit with you at your level and say, here's the steps that I would take to make it introduced in a way that's congruent with your community. Because from what I understand about your gym, you have very high touch points. Your communication level of members and everything else is very, very high. How do we onboard gyms like yours, but at the same time, how do we have a system that can apply to somebody that has a very in-depth knowledge as far as sales closing techniques, creating systems as far as like a nutrition plan? [04:00]. How do we implement that? So, how do we progress a gym from a "Hey I want to start telling my members about it and I want to start making it [supplements] a part of my business" to "Hey, I wanna crush this, start paying rent and you know, pay two or three employees based off the revenue that we're generating in retail sales."
Nathan: I mean, that's awesome. When you think of, since you've been working with so many gyms, what are I would say pet peeves, but what are the big things that when you see in terms of gym owners or even business owners as far as what mistakes they make? I know we talked a little bit about, you know, a sales mentality sometimes and that being a barrier, but what have you found being a big mistake that people make either from an action standpoint or, or a belief standpoint?
THE BIGGEST MISTAKE BUSINESS OWNERS MAKE
Jason: That's a good question. So, belief standpoint: you may have heard this story before but you know, in the circus, they can use this small chain to keep an elephant in one place or a small rope, you know, with one small peg. The reason they do that [05:00] is because when the elephant is a baby, they'll use a chain, loop it around it's one leg and stake to where it can't move. So it gets inside of its own head, has a self limiting belief of, hey, I'm attached to this chain so I can't go. So eventually all they have to do is take the small rope, which we all know isn't going to hold the elephant back that actually decides to do something and then they stick it on the ground. That elephant doesn't go anywhere. So I find the same thing with the gym owners. They get in their mind that "If I talk to members about supplements I'm selling it." Well, I mean that you can do both. You can sell product and you can talk to members and you can do it the way that still aligns with who you are as a person and how you choose to run your business. And that just comes from telling stories. Why do you take something, You know, you're talking about the taste of driven nutrition products, you don’t have to come up with a great sales pitch. You just have to be like "Holy crap guys! Out of all the proteins I’ve ever had, most of them don't taste good with water. I'm going to open this thing up. You guys got to [06:00] experience this for yourself."
Jason: Finding and teaching affiliates... I'm gonna back up just a second. Finding that key point with affiliates I've found is very important to get them over that hurdle. Hey, this chain that you think you have wrapped around your ankle, isn't actually there. It's a self limiting belief. So let's start talking to your members about supplements because once they see the other side of that fence and they accept that their members are learning about supplements.... They're reading blogs, they're getting advertised to our Facebook, on Google, they're learning about supplements. They're just not learning from the person that actually has their best interest in mind.
Nathan: So their consultant, their coach.
Jason: Right. Exactly. So allowing that limiting belief to be detached from that. And then they start realizing like, "Hey, all I have to do is talk about numbers, about the products I'm taking” or I see other members take and they say "You know I don't take casein personally myself, but go talk to Bob over there. He crushes it every night and see what he thinks. So just becoming that conduit, for information [07:00] and teaching gym owners, you need to be open. You need to be candid and share your experiences. That allows the members to know that the door is open to bring dialogue. So I think that's one of the biggest things that I have overcome [with gym owners].
Nathan: So you think... So that belief system around people thinking that if they even bring it up, that it's going to be perceived as being sales by the members. And the members will be like, "Hey, what are you doing? Why are you trying to sell me off this stuff?" This is the feeling you think of it. When I work with members and clients, all the time and it’s like, “oh, so it took me many years to realize, but people generally want to be told. They want recommendation, they're gonna buy stuff somewhere. They're gonna do it... And it's like, if you have [a product] that you believe in it, it might as well be coming from you. Right? So like, when you work with gyms, what do you feel are the most successful campaigns or the ways that you would actually [08:00] implement? Is it blog writing or is it this simple conversation? What do you feel like the most successful campaigns are?
THE FIRST STEP TO SUCCESS WITH OFFERING SUPPLEMENTS
Jason: Oh man... I think it starts with one post. I think it starts with one story. And then making a commitment to doing that. I used to say two to three times a week on social media, I’m getting more than that and I’m four to six just because our feeds are getting so clogged up. When I first did that podcast talking about two to three times a week on social media, that was when Instagram didn't have the algorithm built in. So everybody just saw based off the chronological order of their friends and follower's posts. So, the reason I believe that it starts with posting is that sets the intent. That sets the intention of... this is the direction that I'm going. And then as the owner and as the coach, you set the compass as far as the direction that the business is going and you’re having the conversation and as coaches, I expect you to do the same thing. That doesn't mean [09:00] go out on bodybuilding.com, find some article about a 500 milli-gram pre-workout. If you don't believe in pre-workout don't post about pre-workout. That’s totally cool man. But there's surely something that you’re probably taking. If there are, I expect you to share that story on social media. So as the owner and the gym, if you're able to do that and set that pace, eventually your coaches will do that. And eventually, your members will also. And as I start transitioning gyms into that mindset, it's always funny, I'll get a screenshot. Whenever I onboard people, everybody gets my cell phone. So I’ll get a screenshot of one of their member's posting about Driven Nutrition products. You know, a recipe that they make or something... and they’re like "Holy crap, my members are posting about Driven Nutrition” I was like man, that's all because of what you did." Seth Godin wrote a book recently, I think it's called "This is Marketing". The one quote that I read, and re-read, and re-read is "People like us do things like this". So people like us [10:00] wear metcons. People like us, have our own gym, right? Exactly. So establishing that I tribe, but people like us post about what we take on social media and we share the stories about it. And as an owner, as far as something tactically that you can do, I would encourage you, whatever brand it is. Whatever it is that you are trying to focus on, post about it, share about that experience that's firsthand to you. And when you have a member that have a good experience, turn the camera on then say, "Hey tell me all about it, Nathan".
Nathan: Yeah. Thanks. And it's like, so... obviously, we both work with, I have a gym so I work with clients. I’m sure you’ve worked with clients over the years. Now, we have a product or service that is for gym owners. And in my experience, when we first started level method, my perception of like, what I needed to deliver really is different than a few years down the line. [11:00] so, what have you learned? What have you adapted in your company based on the needs and what are the key lessons?
THE SINGLE QUESTION YOU SHOULD ALWAYS ASK YOURSELF!
Jason: Uh wow. Um, so I have a mindset, I'll ask myself this about every six months. How would I kick my own ass? If I were to compete against myself, how would I beat me?
Nathan: That’s a good point. I mean, everyone should ask that question. That’s a good one.
Jason: Yeah. Not like in the Jim Carrey movie, Liar Liar...
Nathan: How would you... as a competitor, how would you outdo yourself? Where are the holes? What are the things?
Jason: Right. Because you know, the thing is... by doing it at an interval for every six months, every 12 months, there's a lot of things I've learned between the time I built what we use, [12:00] and where I am today. So, you know the phrase "A man never steps on the same river twice." You know, the river is always different and so as the man. So, by asking that at different intervals, I’ll sit down and give us some serious consideration. I'm fairly hyper-critical. I think a lot of people that know me well know that. But I take that also internally. So I take a look at it and say "Okay, how would I compete against the company that we have?” and then that allows me to go back through, take a look at some of our systems. How do we onboard new affiliates? How do we treat coaches? And that's one of the things that turned into the iteration of the Driven Nutrition Coaches Series. That wasn’t actually our idea of one of the things. Like, I was laughing when you were talking about like when we first started. Cause when you first start, you think you know everything. But the only reason you're still open is cause you realized you don't know everything. So you’re willing to learn. [13:00] You wanted to develop. So, I think it was about 3 years ago, we surveyed all of our affiliates. We surveyed all of our customers. And then we segmented them out and we took a look at what they're actually saying inside of the surveys. Very open-ended questions. So, that led into, because one of the questions was, hey, kick us in the nuts. Tell us what we're doing wrong or can we do better? And one of the things are heard over and over again was education of products. You know, we’ve got close to 70 skews. I think 20 of them just in CBD and hemp on us alone. So why do we teach people specifically about a product? So that was a big one, big one to bite off. And as we progress through that survey, we really developed that coaches newsletter based off of that need of "How do I, as a gym owner, distribute this information to my coaches? to my members?" Because if you're the bottleneck, if you're the only place that you expect these people to get information, [14:00] you're dead wrong. They're getting at somewhere.
Nathan: Yeah, they're consuming. Everyone's just consuming all the time.
THE LINCHPIN BETWEEN YOUR MEMBERS AND YOUR BUSINESS GOALS
Nathan: And so like obviously delivering the education pieces to coaches specifically served, they can carry that off their members and get them interested in all the different lines and the things you have.
Jason: Right. Exactly. Yeah. Cause you know, they’re the ones that are the tip of the spear. They’re the ones that are working out. Like Sally. And she was talking about how her husband lost his job and neither one had been sleeping very well. I said "Sally, I really feel for you... its vital that you’re getting recovered from the workout. Getting recovered from the stress. It's vital for you to get a good night's sleep. If you want, we have some RNR over there. Let me open one. Give you a few samples of it and you try it and see if that's something that's going to help bring down that stress level.
Nathan: Yeah, it’s very… I mean, just as you’re talking, the corollaries, it's like we're on the same track with education being a huge piece, right? [15:00] Getting coaches on board. I think this is a big overlooked fact. I mean, maybe not overlooked, but I'm not sure how many gym owners are really, really honing in on getting that coach buy in from every aspect. From getting them on board and getting them educated enough. So when they do have conversations, they know everything. They're not just like, “oh, uh, yeah, I don't really know.” That makes them look kinda like they don't have their stuff together.
THE OVERWHELMING NATURE OF GYM OWNERSHIP
Jason: No. You know, and I think the get out of jail free card on that Nathan to the gym owner is the bandwidth.
Jason: They've got all of this other stuff to do, right? And now, “oh my gosh, now I have to be a subject matter expert in this.” And then I have to build this long series of emails, teach my coaches, teach my members. So having somebody like what you do, if I gather what you're saying and from what I understand about your business because as you onboard gyms, teaching them: "how do you use our service to help your members become better athletes, better humans, and how do you use it [16:00] to make your business successful?" So those things, if a gym owner can get past them... It's like I tell people all the time, get out of your own way.
Nathan: Yeah, exactly.
Jason: Yep. So use somebody that's developed a system or something like that and just plug into it. And…
THE IMPORTANCE OF SYSTEMS
Nathan: Yeah, and this is a perfect example. Like the idea of systemizing, right? Like this, we all kind of know intellectually how important it is, but that overwhelm and all of those things that a business owner deals with and the many, many hats and the many roles, it's much easier to have a system in place and spend 15 minutes like kind of tuning the system versus doing all of the manual work that the system is doing. Right? So it's like getting all of these things in place, whether it's having supplements on so everything is there, there's an entire pipeline of support that means that you don't have to do it yourself. I mean, My story: [17:00] my first 10 years obsessed with nutrition supplements, I love that stuff, but, and then you have a gym and then you get into training and you love the training and then you get into coaching and then there's all this coaching stuff and then there's business stuff and it's like where do you put your time? Right? Where do you spend the time? And it's like developing a solid team that's going to help because then they can do a lot of the work developing solid systems in place that's going to alleviate so many things. So it's like we are talking so much the same language, the evolution is the same. How do we provide things in place so the gym owner needs to do as little work as possible and everything's sort of done so they can be not have to think about all those details. And speaking of that, in terms of implementing something like the driven nutrition, the line and the system that you have in place, what are some of the... do you have any stories [18:00] or success stories of gyms that have done it and like, where they were and what they did and how it all worked out? Do you have anything like that?
Jason: Yeah, We actually made. I think it was about four months ago. Ended up making a video about it out of the blue Sam Dancer, signed up to be an affiliate.
Nathan: Oh, nice.
Jason: Um, yeah, I'm a big fan of Sam. I think he's just a really great soul all the way around. And when he signed up to be an affiliate, he did that because of Jared Stephens as well as some of the other affiliate owners that he knows, so he vetted us to make sure like, hey, these guys know what they're doing? And he reached out based off of the idea of how do I introduce to my members? How do I introduce my members to supplements and then how do I start selling it in a way that isn't going to come off as salesy or slimy. Um, but also something that I consistently do time and time again. So I was, to me, this is both the success story as well as a failure and then development of success. Cause I was really curious [19:00] because one of Sam Dancer, like, I wanted to stress to everybody. And even the video on the documentary that we put together on it. We made that video the day after I onboard him. So I told him and at the time, um, him and Jen were getting ready to move out to San Diego, to go start with training with Invictus. And I told him like “I would really like to test the system and I'd like to create some video based off of it.” So that's what we did. Drove up there the next day to make this work. So he was like “Dude, the only way I can do this if we do it tomorrow.” I was like, cool. So I grabbed, Jacob who takes care of our video. We loaded everything up in the car and I drove six hours that night, woke up the next morning. And then what was fun, I told him, I said, just follow the steps that are in the email. And he did. So by the time we got there, we had video of him sitting up the presale sheet, setting things out. Unpackaging the products that we brought. I didn't want to ship it, I was afraid that maybe a day [20:00] late or something, so I wasn't gonna leave that to chance. So got him unpacking in the video unpacking the boxes and following the steps. So he had never sold supplements before. In fact, as we were sitting down talking about it, what he had done was he had put together an Amazon store of the products he takes and the ones that has members had taken that, that he liked. So when people would say, “Hey, what should I take?” He would send them to an Amazon store. No income, no nothing. It's just a list that he did to help his members. Right? So how do we take that same mindset of helping your members and then have that help your business? So he followed the steps. They did the announcement just like we said. And that Friday they did the sampling day and they sold $1,500 of the product from that one tasting. So for me it was, it was great. So the success then failure part was, I saw a lot of things that were missed before. I'll send [onboard] emails, [21:00] and documentation off and I'll just assume people will know the next step. But I had missed some instruction. So that allowed us to go through and fine tune to where we're sending out a couple of videos of me and Matt unboxing the same products that they're getting for their sampling or their beginning order and explaining what's the difference between Pre-Wod and Amino and Disrupt. So that's what we cover. And Alex [manager] should have gotten that when she ordered it.
Nathan: Yeah, for sure. We're... we had a tragedy. Alex's brother passed away right when we started doing everything. So it threw everything off and by now we're ramping back up and we're super excited. We have all this appreciation week we're doing tasting, so I'm really pumped about it. We’re kind of coming out of this chaotic stuff and now we can focus. So like I'm in the same boat. Listening to all this is really helpful because, I'm going to be doing the same thing. [22:00] And I think it's one, it's a hole in my gym. It's like we've had supplements but there's no organization to it. It's on the shelves. Some people buy things, they come in, they do it, but there's no like, systematic approach. We've done a little one-offs every once in a while. And I think this is the story that most gyms have. It's like, but what I want, and the reason why I originally reached out to you or we got in contact was because I am a systems oriented sort of person. I want to be able to plug and play and then like someone can manage it like a coach or somebody can do it and it's fine and I can touch base and see and I can do the ordering the products or whatever. But it's not, it's not going to be intensive and it's going to be lucrative, you know? And it's like this is the whole thing with the business. And I think a lot of gym owners, they start most of the time from athlete world, right? They become an athlete, then they become a coach and then they're like, “Wow.” And they open a gym and that sort of history isn't [23:00] conducive to having the best mindset about business overall. It takes a long time. And for the longest time I was also hesitant. Not really, I don't want to sell too much. But I mean really, if you're delivering value, you know, when you're giving people what they need, then there's nothing wrong with it and you're doing actually a disservice by not recommending these things. Right? So it's like, you know, it's just a total flip in the mindset. And I wanted to talk in our emails back and forth, you mentioned something about going narrow and like sort of simplifying. And I wanted to talk to you about priority without being confusing. So maybe like with a supplement line, like what's the best to focus on. If you were going to pick like three to five or what are the top things that you find work best in gyms and not maybe trying not to overwhelm people, so what two or three or four items. What do you think about?
WHAT ARE THE BEST SUPPLEMENTS TO HAVE IN THE GYM
Jason: [24:00] I'm gonna... let me wrap my mind around that one. So the tough thing is I'm in Springfield, Missouri. I don't know what's going to sell well at your gym. That's, that's one of the nice things about having all of the offerings that we have from CBD hemp oil to a commodity like a micronized creatine monohydrate, glutamate, three or four different types of proteins. I mean, we have 22 skews of proteins alone. I don't know what's going to sell or what's going to connect there with you guys. You know, we do have some gyms that they absolutely won't let anything with sucralose through their doors. Thats totally, cool. You know, you got BNG, you got creatine monohydrate, you've got CBD, you've got our natural whey. So finding that natural fit I think is the first step, is what products do you take? Let's start with that. And then even if you don't take a product, like drop something [25:00] in the ocean and see if it makes a wave. And we did this, we did a good example of that as CBD. Two years ago we introduced a Charlotte's web CBD into our offerings. I won't get into too much about why, but we ended up actually losing a couple of affiliates because of that. You know, this comes from weed. Right. So, you know, but I felt, I was excited about the opportunity, because I, I felt that CBD was coming out. I felt that, the misinformation out there about a product that's three, four, or $500 for four or five ounces, the level of misinformation can multiply drastically with that amount of money at stake in a product like that. Okay. So finding one product, one brand that I wanted to work with and learning about it. I felt it was a good opportunity for me because my brother is in charge of [26:00] drug and addiction for the state of Kansas. You know, my dad's a retired highway patrolman. Um, I've got two nephews on the highway patrol now, so like a drugs, just something that we didn't do, like I was completely against pot. But as I started studying the product, this is, this is actually a medication, a medicine, something that a lot of people are getting some amazing results from. So I'd be doing a disservice to myself by not at least learning about it. And then once I started learning about it, how do we take that and offer it to affiliates? So to answer your question, one thing that we did that was very effective... I just took a picture of the product and put a question mark on it. Because I believe you plant a stake to members and see if they come to you. And those are the ones you have conversations about and then that allows you to grow your department out. So a CBD is just a picture of the [27:00] product with a question mark and I taught affiliates, do you take CBD and why? Just Post that up on your page and then post it in your group. We had some gyms get 32 comments on it.
Nathan: Oh Wow.
Jason: So, by just planting that light and letting the bugs fly to what's interested in that light and then gather those bugs up and have conversations with them from a few of those. You're going to get some sales. So teaching people and creating systems to kind of just put it out there, share your experience and ask questions. It was really fun cause a lot of these conversations got really dynamic, some people are absolutely against it. So we had a lot of people jump in and be like, “Hey, this misconception, this is where you're wrong.” So members started selling the product for the affiliate.
Nathan: Yeah. And so you think like with something like CBD doing sort of a drop post or something to see if it would be a good fit. And then with even maybe sometime like the [28:00] other way of doing it would be not, you can do tasting that service CBD, but like all these other products, would you do tastings and maybe ingredient list to see what will drive best with the community?
HOW DO YOU FIND OUT WHAT SUPPLEMENTS ARE RIGHT FOR YOUR GYM
Jason: Right, right. Another example that we do is we have a presale. I used to do product of a month, but then it would take too long and then affiliates wouldn't post and stuff that we send them. So we did the amount that's condensed now to seven days. It's a specific focus for a product. And then we drip information out to the affiliates through email as well as through Facebook messenger. And it's just a copy and paste job. So they copy and paste the text, the copy and paste the photo, or we can link up the original Facebook post and then they can share that up to their group. And then it has “asset links” we call it. That's my term for it. We link up the assets to that product. So that they have a presale document. So it's great to post a product and picture about, “hey CBD”, what the intent of that. Why are you even doing that? Well to sell it, [29:00] so, right, right. So then that leads to as I call it, an asset as we need this supply the affiliate. The asset where they can collect those orders. So we create those call to actions and those scripts. And so those are a couple examples that we've been able to guide them through specifically for a success of a product.
Nathan: Yeah, I think that's super helpful. The more I think we go in time, the more valuable "done for you" stuff is right where you can just literally take it, swipe it, put it up there, get some orders, you don't have to think about it. And we do a lot of that same stuff that this is the big “Aha” moments that we've had with Level method is moving much more towards that arena. Like programming that's done for you, accessory programs that are done, all of those sorts of things. Because I mean again, like we mentioned, gym owners are overwhelmed man. There's like, there's like so many things to do all the time [30:00] and it's just not worth having to deal with all these little mundane things. Well, any words of advice or wisdom if you like, either from a business standpoint, you know, cause I mean you've been doing this a long time and I'm sure you've learned a lot of valuable lessons, either the gym owners specific or just business owners specific. Any things like words of advice that you would have for somebody?
WHAT OVERALL BUSINESS ADVICE DO YOU HAVE
Jason: I mean, we've covered a few of them. You don't know what you don't know. So, as you lead to one discovery, let that lead to the next question, which will hopefully lead to a new discovery and a series of other questions. And then be done. Just, be coachable, which is what you tell your athletes. I've really found, and the faster I learned this from Chris Cooper listening to his podcast four or five years ago. The way that [31:00] a new crossfit member onboards through being a crossfitter and you guys are creating that map and that journey, there's really not much difference between how that member goes through the journey to become a good crossfit or good athlete to where how that business owner goes through the journey become a better owner. And I've really embraced that inside of driven nutrition. When we started, I thought I knew how to exercise. I thought I knew how to sell supplements. But through the journey and dealing with the different coaches and different owners and our customers, that's allowed us to grow and develop a better product because in the end we're not the one building our brand. You know, here's the thing, and you're not the one building your brand, you know, it's your gyms. So when, when you have members or when like us, when we have customers... cheer for them [as they onboard], [32:00] so that's my 2 cents.
Nathan: And if somebody was interested in getting started with you with driven, what would they do? How would they do that?
HOW DOES SOMEONE GET STARTED WITH DRIVEN NUTRITION
Jason: Ah, I get to ring our bell, I'm excited. I'm like I told you in my email, I'm not good at name dropping or tooting my own horn. So thank you. You need to go to the drivennutrition.com at the top right. There's going to be a link that says become an affiliate. You just fill that form out. The very next page is the links to my calendar. There's a video of me explaining what you have to do because we can't set you up at wholesale and we can't get you through the on boarding process unless you schedule your call. And if you don't schedule your call, you're going to get a total of seven emails from me, and then after that you won't hear from us again. We don't call, we don't follow up. We want the gyms that are interested and then taking it to the next step. That's why we kind of put those gates up [33:00] it is because we need to have that onboarding call. It's a lot more than just setting product on your shelves and hoping it sells. So I don't want my products setting on an affiliate so capturing dust. So we choose to focus on the ones that are looking to build that retail out. So schedule your call, we'll have an onboarding conversation. If we're a good fit, I'll throw the switch, you'll be able to order it wholesale and then we'll start the order and the training process at that point.
Nathan: Awesome, man. Well, this has been a super eye opening and very helpful for me personally because I'm about to embark on the same thing. So I have now a lot of things to think about, but I want to thank you for your time, man. I'm really great to have you, and I'm looking forward to more conversations in the future.
Jason: Right on. Thanks Nathan. Appreciate it.