{"version":"1.0.0","segments":[{"startTime":0.0,"endTime":2.79,"body":"Welcome to Sustainable"},{"startTime":0.0,"endTime":2.79,"body":"Packaging with Cory Connors."},{"startTime":2.79,"endTime":8.76,"body":"Today's guest is Amelia Eichel . She"},{"startTime":2.79,"endTime":8.76,"body":"is the CEO and co-founder at Wonderful."},{"startTime":8.879,"endTime":9.389,"body":"How are you?"},{"startTime":10.139,"endTime":10.92,"body":"Thanks, Corey."},{"startTime":10.92,"endTime":11.43,"body":"I'm great."},{"startTime":11.43,"endTime":12.03,"body":"How are you?"},{"startTime":12.389,"endTime":12.87,"body":"Good."},{"startTime":12.87,"endTime":13.649,"body":"Really good."},{"startTime":14.139,"endTime":17.685,"body":"I can't wait to hear about this,"},{"startTime":14.139,"endTime":17.685,"body":"this system that you've developed,"},{"startTime":17.685,"endTime":19.005,"body":"in the world of packaging."},{"startTime":19.275,"endTime":21.495,"body":"Tell us what is wonderful"},{"startTime":19.275,"endTime":21.495,"body":"and what do you do there?"},{"startTime":22.53,"endTime":23.1,"body":"Absolutely."},{"startTime":23.1,"endTime":28.41,"body":"So as you mentioned, CEO and co-founder"},{"startTime":23.1,"endTime":28.41,"body":"of Wonderfil, we got started in 2020."},{"startTime":28.65,"endTime":33.27,"body":"My co-founder, Shiloh Sacks,"},{"startTime":28.65,"endTime":33.27,"body":"is the engineer, the CTO."},{"startTime":33.58,"endTime":35.77,"body":"and we are childhood friends actually."},{"startTime":35.77,"endTime":40.43,"body":"So our dads grew up together and we"},{"startTime":35.77,"endTime":40.43,"body":"teamed up during COVID, to really"},{"startTime":40.43,"endTime":45.17,"body":"address the problem of plastic bottle"},{"startTime":40.43,"endTime":45.17,"body":"waste in the CPG industry, right?"},{"startTime":45.17,"endTime":46.43,"body":"So trying to create."},{"startTime":46.685,"endTime":51.485,"body":"A refill and reuse system that was"},{"startTime":46.685,"endTime":51.485,"body":"compatible with existing supply chains"},{"startTime":51.695,"endTime":56.315,"body":"to systematically reduce plastic bottle"},{"startTime":51.695,"endTime":56.315,"body":"waste and make it really easy for people"},{"startTime":56.315,"endTime":59.225,"body":"to refill their daily use products."},{"startTime":59.225,"endTime":63.775,"body":"So like their shampoo, conditioner,"},{"startTime":59.225,"endTime":63.775,"body":"soap, laundry detergent, in very"},{"startTime":63.775,"endTime":67.515,"body":"convenient locations, whether that be"},{"startTime":63.775,"endTime":67.515,"body":"the stores that they shop at regularly"},{"startTime":67.785,"endTime":71.895,"body":"or their apartment lobby, or their"},{"startTime":67.785,"endTime":71.895,"body":"dorm lobby, or their corporate campus."},{"startTime":72.109,"endTime":73.039,"body":"Such a great idea."},{"startTime":73.219,"endTime":73.609,"body":"I love it."},{"startTime":73.729,"endTime":73.939,"body":"Thank you."},{"startTime":73.939,"endTime":74.449,"body":"Yeah, well done."},{"startTime":74.449,"endTime":74.599,"body":"Thanks."},{"startTime":75.139,"endTime":78.289,"body":"And you, spent some time up here"},{"startTime":75.139,"endTime":78.289,"body":"in the northwest, Lewis and Clark."},{"startTime":78.289,"endTime":78.499,"body":"That's right."},{"startTime":78.499,"endTime":80.569,"body":"Can you tell us a little"},{"startTime":78.499,"endTime":80.569,"body":"bit about your background?"},{"startTime":80.569,"endTime":82.849,"body":"one of my, one of my favorite schools."},{"startTime":83.419,"endTime":84.019,"body":"Absolutely."},{"startTime":84.019,"endTime":84.199,"body":"Yeah."},{"startTime":84.199,"endTime":87.919,"body":"So the idea for Wonderful came when"},{"startTime":84.199,"endTime":87.919,"body":"I was studying entrepreneurship"},{"startTime":87.919,"endTime":89.479,"body":"and leadership at Lewis and Clark."},{"startTime":89.699,"endTime":91.679,"body":"and I was a religious"},{"startTime":89.699,"endTime":91.679,"body":"studies major actually."},{"startTime":91.679,"endTime":94.289,"body":"So I was focused on the"},{"startTime":91.679,"endTime":94.289,"body":"psychology of religion."},{"startTime":94.569,"endTime":98.889,"body":"so I was really focused on understanding"},{"startTime":94.569,"endTime":98.889,"body":"how our cognitive proclivities,"},{"startTime":98.889,"endTime":100.239,"body":"have really shaped religion."},{"startTime":100.239,"endTime":105.189,"body":"And religion was really the first and"},{"startTime":100.239,"endTime":105.189,"body":"most foundational human enterprise, right?"},{"startTime":105.189,"endTime":108.759,"body":"And all of our other kind of collective"},{"startTime":105.189,"endTime":108.759,"body":"endeavors like government science."},{"startTime":109.044,"endTime":112.374,"body":"Family and trade were all"},{"startTime":109.044,"endTime":112.374,"body":"built in reaction to religion."},{"startTime":112.374,"endTime":117.084,"body":"So for my thesis, I ended up focusing"},{"startTime":112.374,"endTime":117.084,"body":"on how social media, right in this"},{"startTime":117.084,"endTime":120.924,"body":"modern media landscape was really"},{"startTime":117.084,"endTime":120.924,"body":"influencing our religious landscape"},{"startTime":120.954,"endTime":125.574,"body":"and specifically how our individual"},{"startTime":120.954,"endTime":125.574,"body":"and collective conceptions of truth,"},{"startTime":125.914,"endTime":127.849,"body":"were being influenced by social media."},{"startTime":127.849,"endTime":131.494,"body":"And so I started to feel like, oh"},{"startTime":127.849,"endTime":131.494,"body":"man, we're on this really awful"},{"startTime":131.494,"endTime":133.684,"body":"path right where we're moving away."},{"startTime":133.749,"endTime":137.439,"body":"From our ability to build"},{"startTime":133.749,"endTime":137.439,"body":"consensus and collaborate and"},{"startTime":137.439,"endTime":139.029,"body":"to collectively problem solve."},{"startTime":139.299,"endTime":141.939,"body":"And that's what really led me"},{"startTime":139.299,"endTime":141.939,"body":"to Lewis and Clark Center for"},{"startTime":141.939,"endTime":143.409,"body":"Entrepreneurship and Leadership."},{"startTime":143.719,"endTime":148.879,"body":"and I became really interested in donut"},{"startTime":143.719,"endTime":148.879,"body":"economics and solutions journalism"},{"startTime":149.119,"endTime":150.769,"body":"and systems change leadership."},{"startTime":151.219,"endTime":153.949,"body":"I don't know, maybe I could quickly"},{"startTime":151.219,"endTime":153.949,"body":"summarize those three concepts."},{"startTime":153.949,"endTime":154.914,"body":"I feel like they were That'd be great."},{"startTime":155.024,"endTime":155.634,"body":"They're really."},{"startTime":155.979,"endTime":158.639,"body":"Foundational frameworks,"},{"startTime":155.979,"endTime":158.639,"body":"for what helped me build."},{"startTime":158.639,"endTime":159.149,"body":"Wonderful."},{"startTime":159.149,"endTime":164.129,"body":"So, donut economics was delivered by, or"},{"startTime":159.149,"endTime":164.129,"body":"it was developed by an economist, from"},{"startTime":164.129,"endTime":170.159,"body":"Oxford, named Kate Raworth, and it's an"},{"startTime":164.129,"endTime":170.159,"body":"alternative to GDP as a measurement for"},{"startTime":170.459,"endTime":173.009,"body":"nash, nation's economic success, right?"},{"startTime":173.009,"endTime":177.509,"body":"So, GDP, it solely focuses on"},{"startTime":173.009,"endTime":177.509,"body":"economic output, and it says."},{"startTime":177.784,"endTime":182.674,"body":"Growth is inherently positive without"},{"startTime":177.784,"endTime":182.674,"body":"considering how it's impacting"},{"startTime":182.734,"endTime":184.084,"body":"human or environmental health."},{"startTime":184.134,"endTime":188.394,"body":"So Kate developed an alternative"},{"startTime":184.134,"endTime":188.394,"body":"to GDP, which is this simple,"},{"startTime":188.394,"endTime":192.724,"body":"yet profound image of, the donut,"},{"startTime":188.394,"endTime":192.724,"body":"which is two concentric rings."},{"startTime":192.724,"endTime":196.264,"body":"So the inner ring being the"},{"startTime":192.724,"endTime":196.264,"body":"social foundation that supports."},{"startTime":196.519,"endTime":197.359,"body":"Human needs."},{"startTime":197.359,"endTime":200.749,"body":"So access to food, water,"},{"startTime":197.359,"endTime":200.749,"body":"healthcare, education."},{"startTime":201.079,"endTime":204.129,"body":"And then you have the outer"},{"startTime":201.079,"endTime":204.129,"body":"ring, which is, the earth's"},{"startTime":204.129,"endTime":205.689,"body":"planetary boundaries, right?"},{"startTime":205.839,"endTime":210.229,"body":"So you have, the different weather"},{"startTime":205.839,"endTime":210.229,"body":"systems and it basically says"},{"startTime":210.229,"endTime":213.619,"body":"that you have to meet all of those"},{"startTime":210.229,"endTime":213.619,"body":"human needs without overshooting,"},{"startTime":214.399,"endTime":215.899,"body":"earth's, planetary boundaries."},{"startTime":216.149,"endTime":220.069,"body":"like we're currently doing with our"},{"startTime":216.149,"endTime":220.069,"body":"linear take, make, waste economy."},{"startTime":220.149,"endTime":222.619,"body":"So I thought that was a"},{"startTime":220.149,"endTime":222.619,"body":"really helpful concept."},{"startTime":222.669,"endTime":226.329,"body":"and then we have solutions journalism,"},{"startTime":222.669,"endTime":226.329,"body":"which I did journalism during my"},{"startTime":226.329,"endTime":228.159,"body":"undergrad at the school paper."},{"startTime":228.479,"endTime":231.569,"body":"and similarly, these, it's"},{"startTime":228.479,"endTime":231.569,"body":"a network of journalists who"},{"startTime":231.569,"endTime":233.519,"body":"realized that their reporting was."},{"startTime":233.614,"endTime":238.384,"body":"Helping to uncover a lot of problems,"},{"startTime":233.614,"endTime":238.384,"body":"but they weren't really following up on,"},{"startTime":238.454,"endTime":240.494,"body":"who was trying to solve those problems."},{"startTime":240.554,"endTime":245.894,"body":"And so they created this solution,"},{"startTime":240.554,"endTime":245.894,"body":"story Tracker, which is a search"},{"startTime":245.894,"endTime":249.794,"body":"engine where you can go find articles"},{"startTime":245.894,"endTime":249.794,"body":"about solutions to all of our"},{"startTime":249.794,"endTime":251.264,"body":"most pressing challenges, right?"},{"startTime":251.264,"endTime":254.894,"body":"From youth, mental health,"},{"startTime":251.264,"endTime":254.894,"body":"climate solutions, advancing"},{"startTime":254.894,"endTime":256.574,"body":"democracy, things like that."},{"startTime":257.454,"endTime":260.784,"body":"And what I really love about the"},{"startTime":257.454,"endTime":260.784,"body":"Solutions Journalism database is"},{"startTime":260.784,"endTime":264.344,"body":"it's Talmudic in that you have"},{"startTime":260.784,"endTime":264.344,"body":"this kind of base document, right?"},{"startTime":264.344,"endTime":268.184,"body":"This first article about it being"},{"startTime":264.344,"endTime":268.184,"body":"tried in a certain place and then"},{"startTime":268.244,"endTime":269.654,"body":"what worked and what didn't work."},{"startTime":269.834,"endTime":272.864,"body":"And then someone can take that"},{"startTime":269.834,"endTime":272.864,"body":"article, try to implement that solution"},{"startTime":272.864,"endTime":276.314,"body":"somewhere else, then can contribute what"},{"startTime":272.864,"endTime":276.314,"body":"worked and didn't work in their case."},{"startTime":276.314,"endTime":279.004,"body":"And then you have this"},{"startTime":276.314,"endTime":279.004,"body":"kind of record, and this."},{"startTime":280.219,"endTime":283.909,"body":"Yeah, this record of people and"},{"startTime":280.219,"endTime":283.909,"body":"experts who have tried those solutions."},{"startTime":283.909,"endTime":287.599,"body":"And I just think that's so important,"},{"startTime":283.909,"endTime":287.599,"body":"when you're trying to make a change, is to"},{"startTime":287.599,"endTime":291.649,"body":"have that kind of foundational knowledge"},{"startTime":287.599,"endTime":291.649,"body":"and those case studies to refer back to."},{"startTime":291.649,"endTime":292.519,"body":"I love that."},{"startTime":292.519,"endTime":293.629,"body":"And then, yeah."},{"startTime":293.629,"endTime":294.109,"body":"Thank you."},{"startTime":294.259,"endTime":294.679,"body":"Thanks."},{"startTime":294.899,"endTime":298.859,"body":"so important to talk about,"},{"startTime":294.899,"endTime":298.859,"body":"not only the problems that are"},{"startTime":298.859,"endTime":300.809,"body":"around, but talk about solutions."},{"startTime":300.869,"endTime":301.769,"body":"So Well that Exactly."},{"startTime":302.039,"endTime":302.519,"body":"Thank you."},{"startTime":303.839,"endTime":307.214,"body":"Okay, so that is Solutions journalism."},{"startTime":307.214,"endTime":311.054,"body":"And then, Lewis and Clark was"},{"startTime":307.214,"endTime":311.054,"body":"very focused on systems change"},{"startTime":311.054,"endTime":314.184,"body":"leadership, Within their, center"},{"startTime":311.054,"endTime":314.184,"body":"for Entrepreneurship and Leadership."},{"startTime":314.514,"endTime":318.684,"body":"And there's this concept, the concept"},{"startTime":314.514,"endTime":318.684,"body":"of systems change leadership was"},{"startTime":318.684,"endTime":322.734,"body":"developed and coined by Daniella Poppy"},{"startTime":318.684,"endTime":322.734,"body":"Thornton, who was challenging the"},{"startTime":322.734,"endTime":327.744,"body":"idea of the entrepreneur as a hero"},{"startTime":322.734,"endTime":327.744,"body":"who comes in with this world changing"},{"startTime":327.744,"endTime":329.724,"body":"very consequential idea, right?"},{"startTime":329.724,"endTime":331.614,"body":"And imposes that onto society."},{"startTime":332.274,"endTime":337.574,"body":"With the goal of breaking systems"},{"startTime":332.274,"endTime":337.574,"body":"and, trying to, yeah, just build this"},{"startTime":337.574,"endTime":340.514,"body":"new alternative system where they"},{"startTime":337.574,"endTime":340.514,"body":"can capture all of the market share."},{"startTime":340.824,"endTime":344.724,"body":"and so she developed this alternative"},{"startTime":340.824,"endTime":344.724,"body":"vision for an entrepreneur as someone"},{"startTime":344.724,"endTime":349.169,"body":"who is I. Collaborative who goes in"},{"startTime":344.724,"endTime":349.169,"body":"and interviews the people who are"},{"startTime":349.169,"endTime":354.149,"body":"already entrenched in the current"},{"startTime":349.169,"endTime":354.149,"body":"system, interviewing them to try to"},{"startTime":354.149,"endTime":358.979,"body":"understand what are the root causes of"},{"startTime":354.149,"endTime":358.979,"body":"the problems that they are facing, and"},{"startTime":358.979,"endTime":363.839,"body":"how do you collaborate and bring in"},{"startTime":358.979,"endTime":363.839,"body":"innovation, while also leveraging that"},{"startTime":363.839,"endTime":367.709,"body":"experiential knowledge of the people"},{"startTime":363.839,"endTime":367.709,"body":"who have been working within that system"},{"startTime":367.709,"endTime":371.669,"body":"for so long to either improve that"},{"startTime":367.709,"endTime":371.669,"body":"system or build a better alternative,"},{"startTime":371.669,"endTime":373.289,"body":"one that benefits more people."},{"startTime":373.339,"endTime":381.089,"body":"And so this method really led me towards,"},{"startTime":373.339,"endTime":381.089,"body":"okay, if I want to change systems, this"},{"startTime":381.089,"endTime":382.589,"body":"could be a method that I could use, right?"},{"startTime":382.589,"endTime":386.369,"body":"I could use my journalism experience"},{"startTime":382.589,"endTime":386.369,"body":"to go in and interview people who"},{"startTime":386.369,"endTime":389.309,"body":"are working on within a system"},{"startTime":386.369,"endTime":389.309,"body":"that I really wanna change."},{"startTime":389.309,"endTime":394.249,"body":"And so, Daniella, she developed a"},{"startTime":389.309,"endTime":394.249,"body":"map, the system competition at Oxford."},{"startTime":394.459,"endTime":397.249,"body":"And I started working on a map,"},{"startTime":394.459,"endTime":397.249,"body":"the system project, right before"},{"startTime":397.249,"endTime":399.469,"body":"Covid hit that was focused on."},{"startTime":400.619,"endTime":402.029,"body":"Demand for fossil fuels."},{"startTime":402.069,"endTime":405.969,"body":"And that's what kind of led me"},{"startTime":402.069,"endTime":405.969,"body":"towards really understanding that"},{"startTime":405.969,"endTime":409.929,"body":"the fossil fuel industry is ramping"},{"startTime":405.969,"endTime":409.929,"body":"up plastic production, right?"},{"startTime":409.929,"endTime":413.469,"body":"So as the world focuses on decarbonizing"},{"startTime":409.929,"endTime":413.469,"body":"the energy and transportation"},{"startTime":413.469,"endTime":417.309,"body":"sectors, plastic is really the"},{"startTime":413.469,"endTime":417.309,"body":"oil and gas industry's plan B."},{"startTime":417.399,"endTime":417.729,"body":"Right?"},{"startTime":417.729,"endTime":422.169,"body":"And it's on track to make up roughly"},{"startTime":417.729,"endTime":422.169,"body":"20% of oil and gas usage by 2050."},{"startTime":422.169,"endTime":427.479,"body":"So I decided to focus my research on why"},{"startTime":422.169,"endTime":427.479,"body":"consumer packaged goods companies were."},{"startTime":428.289,"endTime":432.249,"body":"So reliant on single use plastic,"},{"startTime":428.289,"endTime":432.249,"body":"and that's how I identified the"},{"startTime":432.249,"endTime":436.029,"body":"need for a scalable refill and"},{"startTime":432.249,"endTime":436.029,"body":"infrastructure for liquid and cream"},{"startTime":436.029,"endTime":437.839,"body":"products, that we use every day."},{"startTime":437.989,"endTime":443.269,"body":"And so we really built wonderfil in"},{"startTime":437.989,"endTime":443.269,"body":"collaboration with CPG companies to"},{"startTime":443.269,"endTime":447.109,"body":"make sure that our solution wasn't"},{"startTime":443.269,"endTime":447.109,"body":"gonna break their whole business model"},{"startTime":447.139,"endTime":450.769,"body":"and actually improve it and work within"},{"startTime":447.139,"endTime":450.769,"body":"their existing supply chains And."},{"startTime":451.644,"endTime":455.784,"body":"Work within what they knew about their"},{"startTime":451.644,"endTime":455.784,"body":"consumers, And work alongside consumers."},{"startTime":455.784,"endTime":460.574,"body":"Every iteration of Wonderful's refill"},{"startTime":455.784,"endTime":460.574,"body":"stations were tested, in the field"},{"startTime":460.574,"endTime":464.744,"body":"by people using it, giving us their"},{"startTime":460.574,"endTime":464.744,"body":"feedback about what they did and"},{"startTime":464.744,"endTime":466.184,"body":"didn't like about the experience."},{"startTime":466.184,"endTime":470.504,"body":"And we were able to iterate based on"},{"startTime":466.184,"endTime":470.504,"body":"that feedback from both our partners"},{"startTime":470.714,"endTime":472.904,"body":"and customers and our end users."},{"startTime":473.334,"endTime":477.124,"body":"and that's really, led to the current"},{"startTime":473.334,"endTime":477.124,"body":"iteration of the refill station, which"},{"startTime":477.124,"endTime":479.224,"body":"will continue to be improved upon."},{"startTime":479.799,"endTime":481.929,"body":"as we roll out in new environments."},{"startTime":482.784,"endTime":483.204,"body":"Great."},{"startTime":483.204,"endTime":486.324,"body":"And we were talking about just"},{"startTime":483.204,"endTime":486.324,"body":"before the camera turned on"},{"startTime":486.714,"endTime":488.544,"body":"that, I really liked the name."},{"startTime":488.754,"endTime":489.924,"body":"I think it's simple."},{"startTime":489.924,"endTime":493.254,"body":"I think it's, I think it's"},{"startTime":489.924,"endTime":493.254,"body":"re memorable, like you said."},{"startTime":493.534,"endTime":494.434,"body":"who came up with it?"},{"startTime":494.464,"endTime":495.814,"body":"Was that you or one of your partners?"},{"startTime":496.384,"endTime":497.704,"body":"That was, yeah, that was"},{"startTime":496.384,"endTime":497.704,"body":"my co-founder, Shiloh."},{"startTime":498.754,"endTime":499.144,"body":"Well done."},{"startTime":499.144,"endTime":499.354,"body":"Yeah."},{"startTime":499.654,"endTime":499.804,"body":"Yeah."},{"startTime":499.804,"endTime":501.244,"body":"Tell them I said nice work."},{"startTime":501.819,"endTime":503.614,"body":"I'll, she knows already."},{"startTime":504.584,"endTime":504.664,"body":"Yeah."},{"startTime":505.384,"endTime":506.009,"body":"So thank you."},{"startTime":506.254,"endTime":510.244,"body":"Let's talk a little bit about"},{"startTime":506.254,"endTime":510.244,"body":"the partnerships that you have."},{"startTime":510.244,"endTime":513.604,"body":"I heard about your company through,"},{"startTime":510.244,"endTime":513.604,"body":"Dr. Bronner, one of your partners."},{"startTime":513.604,"endTime":513.664,"body":"Yeah."},{"startTime":514.354,"endTime":514.564,"body":"Yep."},{"startTime":514.684,"endTime":516.214,"body":"So let's, how does that work?"},{"startTime":516.214,"endTime":517.414,"body":"Do you approach them?"},{"startTime":517.414,"endTime":520.324,"body":"Are you getting people reaching out to you"},{"startTime":517.414,"endTime":520.324,"body":"saying, Hey, we wanna be a part of this?"},{"startTime":521.019,"endTime":521.919,"body":"Yeah, so both."},{"startTime":521.919,"endTime":526.209,"body":"So we, Dr. Bronner's has been such an"},{"startTime":521.919,"endTime":526.209,"body":"important and wonderful partner for us."},{"startTime":526.259,"endTime":528.059,"body":"super supportive from the very beginning."},{"startTime":528.059,"endTime":529.259,"body":"So wonderful."},{"startTime":529.259,"endTime":534.359,"body":"Really started as refill by students for"},{"startTime":529.259,"endTime":534.359,"body":"students because I had just graduated"},{"startTime":534.359,"endTime":537.839,"body":"and our entire engineering team at the"},{"startTime":534.359,"endTime":537.839,"body":"beginning was getting their, were getting"},{"startTime":537.839,"endTime":539.669,"body":"their degrees still at uc, Santa Cruz."},{"startTime":539.699,"endTime":540.909,"body":"So, we."},{"startTime":541.379,"endTime":543.539,"body":"Got funding through universities."},{"startTime":543.539,"endTime":547.109,"body":"And so we were able to build and"},{"startTime":543.539,"endTime":547.109,"body":"deploy refill stations first at"},{"startTime":547.379,"endTime":549.059,"body":"uc, Berkeley, and uc, Santa Cruz."},{"startTime":549.359,"endTime":554.629,"body":"And we needed product, to dispense, to get"},{"startTime":549.359,"endTime":554.629,"body":"students using the machines as intended."},{"startTime":554.989,"endTime":559.729,"body":"And I reached out to someone at Dr."},{"startTime":554.989,"endTime":559.729,"body":"Bronner's on LinkedIn because they,"},{"startTime":559.779,"endTime":563.049,"body":"I knew that they were manufactured"},{"startTime":559.779,"endTime":563.049,"body":"in California, that they had."},{"startTime":563.419,"endTime":566.539,"body":"Organic fair trade ingredients,"},{"startTime":563.419,"endTime":566.539,"body":"and they really checked all the"},{"startTime":566.539,"endTime":570.049,"body":"boxes in terms of the kinds of"},{"startTime":566.539,"endTime":570.049,"body":"soaps that we wanna be dispensing."},{"startTime":570.389,"endTime":573.059,"body":"and they were really"},{"startTime":570.389,"endTime":573.059,"body":"excited when I reached out."},{"startTime":573.059,"endTime":575.909,"body":"They were like, yeah, you already have"},{"startTime":573.059,"endTime":575.909,"body":"these repo stations up and running."},{"startTime":575.909,"endTime":577.499,"body":"We'd love to send you bulk soap."},{"startTime":577.869,"endTime":579.909,"body":"and so that kind of"},{"startTime":577.869,"endTime":579.909,"body":"started our partnership."},{"startTime":579.909,"endTime":583.539,"body":"They came and the CEO and the"},{"startTime":579.909,"endTime":583.539,"body":"sustainability team came to uc,"},{"startTime":583.539,"endTime":584.979,"body":"Berkeley, to use the machine."},{"startTime":585.329,"endTime":589.139,"body":"And then we, they shipped one of"},{"startTime":585.329,"endTime":589.139,"body":"our machines actually to their"},{"startTime":589.139,"endTime":592.889,"body":"headquarters in Vista to have their"},{"startTime":589.139,"endTime":592.889,"body":"employees use it and provide feedback."},{"startTime":593.169,"endTime":597.249,"body":"and they liked the machine so much that"},{"startTime":593.169,"endTime":597.249,"body":"they ended up pitching it to Whole Foods."},{"startTime":597.339,"endTime":598.509,"body":"And that's how we Yeah."},{"startTime":598.509,"endTime":599.729,"body":"Got the deal with Whole Foods."},{"startTime":599.729,"endTime":601.949,"body":"So they've been tremendously supportive."},{"startTime":601.949,"endTime":606.619,"body":"We're, the CEO of Dr. Browner has"},{"startTime":601.949,"endTime":606.619,"body":"actually just came and used, the machines"},{"startTime":606.619,"endTime":608.179,"body":"in Whole Foods for the first time, so."},{"startTime":609.064,"endTime":614.174,"body":"We're working on, just making sure that"},{"startTime":609.064,"endTime":614.174,"body":"it's a scalable model for them, right?"},{"startTime":614.534,"endTime":618.734,"body":"Making sure that our pouches, that restock"},{"startTime":614.534,"endTime":618.734,"body":"our machines can be distributed through"},{"startTime":618.734,"endTime":622.544,"body":"their existing distribution channels,"},{"startTime":618.734,"endTime":622.544,"body":"making sure that they can be filled"},{"startTime":622.544,"endTime":627.154,"body":"quickly, making sure that they're meeting"},{"startTime":622.544,"endTime":627.154,"body":"all of their QA requirements, all of that."},{"startTime":627.154,"endTime":631.234,"body":"So it's just so valuable to"},{"startTime":627.154,"endTime":631.234,"body":"have, CPG partners and to build"},{"startTime":631.234,"endTime":633.124,"body":"the system with their input."},{"startTime":634.234,"endTime":637.084,"body":"What, What kind of"},{"startTime":634.234,"endTime":637.084,"body":"pushback are you getting?"},{"startTime":637.214,"endTime":643.814,"body":"I think, from, not only from consumers,"},{"startTime":637.214,"endTime":643.814,"body":"but yeah, from, let's say a store manager"},{"startTime":643.814,"endTime":647.504,"body":"that walks over with their arms folded"},{"startTime":643.814,"endTime":647.504,"body":"and says, what is this contraption?"},{"startTime":647.504,"endTime":648.254,"body":"tell us Yeah."},{"startTime":648.254,"endTime":649.364,"body":"what's the pushback?"},{"startTime":649.994,"endTime":650.294,"body":"Yeah."},{"startTime":650.294,"endTime":651.554,"body":"So I would say."},{"startTime":652.469,"endTime":657.119,"body":"floor space is always such a,"},{"startTime":652.469,"endTime":657.119,"body":"it's just a top of mind, right?"},{"startTime":657.119,"endTime":661.709,"body":"Sales per square foot is the number"},{"startTime":657.119,"endTime":661.709,"body":"one metric that retailers care about."},{"startTime":661.709,"endTime":665.909,"body":"And so when you say, I need four by"},{"startTime":661.709,"endTime":665.909,"body":"two feet of space for this refill"},{"startTime":665.909,"endTime":670.599,"body":"station, you better have, sales data"},{"startTime":665.909,"endTime":670.599,"body":"to back up allocating that, that"},{"startTime":670.599,"endTime":672.769,"body":"store, space to this refill station."},{"startTime":672.769,"endTime":674.589,"body":"And luckily, we are, are."},{"startTime":675.154,"endTime":676.564,"body":"Our sales speak for themselves."},{"startTime":676.564,"endTime":680.289,"body":"And it really is a great way"},{"startTime":676.564,"endTime":680.289,"body":"to use, we've been able to use"},{"startTime":680.349,"endTime":682.119,"body":"unused floor space too, right?"},{"startTime":682.119,"endTime":685.239,"body":"Because it's a kiosk and you can"},{"startTime":682.119,"endTime":685.239,"body":"put it somewhere where you don't"},{"startTime":685.239,"endTime":688.599,"body":"ha already have product, but it"},{"startTime":685.239,"endTime":688.599,"body":"also works well as an end cap."},{"startTime":688.969,"endTime":694.039,"body":"so that I would say is like the main kind"},{"startTime":688.969,"endTime":694.039,"body":"of metric that stores are looking for."},{"startTime":694.069,"endTime":697.319,"body":"and we're making sure that we"},{"startTime":694.069,"endTime":697.319,"body":"have, a really good pitch that"},{"startTime":697.319,"endTime":698.699,"body":"addresses that concern right away."},{"startTime":699.264,"endTime":701.404,"body":"But I'd also say, we don't"},{"startTime":699.264,"endTime":701.404,"body":"get a lot of feedback."},{"startTime":701.404,"endTime":703.504,"body":"It's kind or a lot of pushback."},{"startTime":703.574,"endTime":706.894,"body":"it's, something that people see and they"},{"startTime":703.574,"endTime":706.894,"body":"grasp and they're like, oh, why doesn't"},{"startTime":706.894,"endTime":708.634,"body":"this, why didn't this already exist?"},{"startTime":708.664,"endTime":711.754,"body":"and especially with consumers,"},{"startTime":708.664,"endTime":711.754,"body":"like they're just delighted."},{"startTime":711.784,"endTime":713.794,"body":"They love the tap handle."},{"startTime":714.074,"endTime":716.414,"body":"it's really cool to be"},{"startTime":714.074,"endTime":716.414,"body":"able to see someone."},{"startTime":716.644,"endTime":719.584,"body":"Like we hang out in Whole Foods"},{"startTime":716.644,"endTime":719.584,"body":"and watch people use it, and"},{"startTime":719.584,"endTime":721.594,"body":"then we ask their feedback after."},{"startTime":721.934,"endTime":725.724,"body":"and it's funny, like watching"},{"startTime":721.934,"endTime":725.724,"body":"them, the screen, really walks"},{"startTime":725.724,"endTime":726.834,"body":"them through how to use it."},{"startTime":726.984,"endTime":732.144,"body":"And so we see people's initial impulse"},{"startTime":726.984,"endTime":732.144,"body":"to like use the tap handles in a"},{"startTime":732.144,"endTime":735.744,"body":"certain way or something, or like"},{"startTime":732.144,"endTime":735.744,"body":"the order that they want it to go"},{"startTime":735.744,"endTime":739.044,"body":"in and then having to revert back to"},{"startTime":735.744,"endTime":739.044,"body":"the screen for the next instruction."},{"startTime":739.044,"endTime":744.494,"body":"So we're always trying to tailor the ui,"},{"startTime":739.044,"endTime":744.494,"body":"to make it as seamless as possible, but."},{"startTime":745.244,"endTime":748.544,"body":"That's been really great to be able to"},{"startTime":745.244,"endTime":748.544,"body":"actually watch people use it when they"},{"startTime":748.544,"endTime":750.854,"body":"don't know that they're being watched."},{"startTime":751.434,"endTime":753.084,"body":"That sounds creepy, but yeah."},{"startTime":753.084,"endTime":756.594,"body":"I would say, and I would say the biggest"},{"startTime":753.084,"endTime":756.594,"body":"reason why there isn't like a wonderful in"},{"startTime":756.594,"endTime":761.424,"body":"every store across the country, is because"},{"startTime":756.594,"endTime":761.424,"body":"these things do take time and effort and."},{"startTime":762.174,"endTime":766.314,"body":"We really do need to identify that"},{"startTime":762.174,"endTime":766.314,"body":"internal champion right at the store,"},{"startTime":766.314,"endTime":769.944,"body":"at the brand, at the university, at"},{"startTime":766.314,"endTime":769.944,"body":"the corporate campus, what have you."},{"startTime":770.224,"endTime":774.994,"body":"who's going to say, I am willing to"},{"startTime":770.224,"endTime":774.994,"body":"dedicate the time and energy that's needed"},{"startTime":774.994,"endTime":779.044,"body":"to get all of the approvals right, to"},{"startTime":774.994,"endTime":779.044,"body":"bring in this new piece of equipment."},{"startTime":779.364,"endTime":782.904,"body":"and we, luckily we've had a"},{"startTime":779.364,"endTime":782.904,"body":"lot of great champions, but"},{"startTime":782.964,"endTime":784.044,"body":"are always looking for more."},{"startTime":784.074,"endTime":786.764,"body":"So if this is something"},{"startTime":784.074,"endTime":786.764,"body":"that, you could see at your."},{"startTime":787.109,"endTime":790.469,"body":"A college campus or store or"},{"startTime":787.109,"endTime":790.469,"body":"that your brand would like to"},{"startTime":790.469,"endTime":792.149,"body":"use, totally reach out to me."},{"startTime":792.269,"endTime":795.779,"body":"Those warm intros and those emails"},{"startTime":792.269,"endTime":795.779,"body":"and identifying people within the"},{"startTime":795.779,"endTime":798.119,"body":"organization is the most helpful thing."},{"startTime":799.649,"endTime":802.819,"body":"I think the on-campus,"},{"startTime":799.649,"endTime":802.819,"body":"refill station is brilliant."},{"startTime":802.934,"endTime":805.099,"body":"I, I think of a college student life."},{"startTime":805.099,"endTime":810.019,"body":"The last thing you wanna do when you're"},{"startTime":805.099,"endTime":810.019,"body":"on campus is leave to the store to get"},{"startTime":810.019,"endTime":811.699,"body":"something, the one thing that you need."},{"startTime":812.029,"endTime":812.209,"body":"Totally."},{"startTime":812.419,"endTime":814.279,"body":"And you need the same thing every week."},{"startTime":814.279,"endTime":817.549,"body":"And I did want to ask a"},{"startTime":814.279,"endTime":817.549,"body":"little bit about logistics."},{"startTime":817.649,"endTime":823.709,"body":"Do you sell the container that"},{"startTime":817.649,"endTime":823.709,"body":"will get reused or does consumer."},{"startTime":824.174,"endTime":827.954,"body":"Joe or Sally come in"},{"startTime":824.174,"endTime":827.954,"body":"with their own or both."},{"startTime":829.319,"endTime":833.699,"body":"So at Whole Foods, for example, Dr."},{"startTime":829.319,"endTime":833.699,"body":"Bronner's has developed their like limited"},{"startTime":833.699,"endTime":838.229,"body":"edition rainbow refillable bottle that"},{"startTime":833.699,"endTime":838.229,"body":"people can buy for two bucks and then"},{"startTime":838.229,"endTime":842.549,"body":"refill, or they can bring in their any"},{"startTime":838.229,"endTime":842.549,"body":"bottle Really, we're a container agnostic"},{"startTime":842.549,"endTime":846.479,"body":"system, and so you can dispense any"},{"startTime":842.549,"endTime":846.479,"body":"amount of any product into any container."},{"startTime":847.124,"endTime":850.214,"body":"We will meter it accurately"},{"startTime":847.124,"endTime":850.214,"body":"in real time, like a gas pump."},{"startTime":850.394,"endTime":852.854,"body":"I don't know if you've seen our"},{"startTime":850.394,"endTime":852.854,"body":"ui, but you can see in real time"},{"startTime":852.854,"endTime":855.344,"body":"how many ounces you've dispensed"},{"startTime":852.854,"endTime":855.344,"body":"and how much it's costing you."},{"startTime":855.724,"endTime":858.814,"body":"and yeah, it's worked so well"},{"startTime":855.724,"endTime":858.814,"body":"in college campuses for exactly"},{"startTime":858.814,"endTime":859.894,"body":"the reasons that you've said."},{"startTime":859.894,"endTime":863.624,"body":"It's, college students are constantly"},{"startTime":859.894,"endTime":863.624,"body":"running out of their shampoo."},{"startTime":863.624,"endTime":866.804,"body":"They don't wanna have to even wait"},{"startTime":863.624,"endTime":866.804,"body":"for it to be delivered by Amazon."},{"startTime":866.804,"endTime":869.504,"body":"If they can just go down"},{"startTime":866.804,"endTime":869.504,"body":"to their dorm lobby and."},{"startTime":870.284,"endTime":874.034,"body":"Refill like that is just so much more"},{"startTime":870.284,"endTime":874.034,"body":"convenient and we're able to show"},{"startTime":874.034,"endTime":875.774,"body":"that it's actually cheaper, right?"},{"startTime":876.104,"endTime":878.234,"body":"Because we're cutting"},{"startTime":876.104,"endTime":878.234,"body":"out the retailer margin."},{"startTime":878.234,"endTime":881.804,"body":"even in the retail setting, we're able"},{"startTime":878.234,"endTime":881.804,"body":"to achieve a cost saving for consumers"},{"startTime":881.804,"endTime":886.454,"body":"because of the efficiencies of bulk, but"},{"startTime":881.804,"endTime":886.454,"body":"it's even more dramatic at co in colleges"},{"startTime":886.454,"endTime":888.099,"body":"because we don't have the retailer margin."},{"startTime":888.989,"endTime":889.479,"body":"Well said."},{"startTime":889.479,"endTime":889.48,"body":"Yeah."},{"startTime":889.664,"endTime":890.924,"body":"And it's so convenient."},{"startTime":890.924,"endTime":893.924,"body":"And I think, like you said, they'll"},{"startTime":890.924,"endTime":893.924,"body":"just develop that habit and get"},{"startTime":893.924,"endTime":896.954,"body":"used to it, and then they'd be"},{"startTime":893.924,"endTime":896.954,"body":"upset when it, if it wasn't there."},{"startTime":897.009,"endTime":897.609,"body":"Exactly."},{"startTime":897.939,"endTime":898.239,"body":"Yeah."},{"startTime":898.289,"endTime":898.469,"body":"yeah."},{"startTime":898.469,"endTime":898.919,"body":"Excellent."},{"startTime":899.699,"endTime":903.759,"body":"I want to talk a little bit about"},{"startTime":899.699,"endTime":903.759,"body":"EPR, extended producer responsibility."},{"startTime":904.029,"endTime":907.749,"body":"Do you feel like that's going"},{"startTime":904.029,"endTime":907.749,"body":"to help push for this, or do you"},{"startTime":907.749,"endTime":909.069,"body":"think it will be a deterrent?"},{"startTime":909.909,"endTime":915.589,"body":"Yeah, so I do think EPR, I'm really"},{"startTime":909.909,"endTime":915.589,"body":"glad that organizations like Upstream"},{"startTime":915.589,"endTime":919.504,"body":"and o other co. Organizations"},{"startTime":915.589,"endTime":919.504,"body":"in California I'm most familiar"},{"startTime":919.504,"endTime":922.264,"body":"with, California's SB 54 EPR law."},{"startTime":922.474,"endTime":925.734,"body":"And there was a lot of effort, to"},{"startTime":922.474,"endTime":925.734,"body":"make sure that there were quotas"},{"startTime":925.734,"endTime":927.114,"body":"in there for refill and reuse."},{"startTime":927.114,"endTime":931.344,"body":"And that has been tremendously"},{"startTime":927.114,"endTime":931.344,"body":"helpful because it's so easy for"},{"startTime":931.344,"endTime":932.934,"body":"us to track our impact, right?"},{"startTime":932.934,"endTime":936.564,"body":"We, it's a smart system, so if"},{"startTime":932.934,"endTime":936.564,"body":"a brand is dispensing a certain"},{"startTime":936.564,"endTime":939.624,"body":"amount of product through our"},{"startTime":936.564,"endTime":939.624,"body":"system, we can just easily say."},{"startTime":939.894,"endTime":941.874,"body":"This is how much plastic"},{"startTime":939.894,"endTime":941.874,"body":"that you have reduced."},{"startTime":941.964,"endTime":944.604,"body":"This is how many gallons of your"},{"startTime":941.964,"endTime":944.604,"body":"product have flowed through our system."},{"startTime":944.784,"endTime":948.054,"body":"And that's a really easy"},{"startTime":944.784,"endTime":948.054,"body":"way to show that PRO right?"},{"startTime":948.054,"endTime":950.844,"body":"Producer responsibility organization,"},{"startTime":948.054,"endTime":950.844,"body":"that they are meeting that quota."},{"startTime":951.154,"endTime":957.024,"body":"and so of course, super valuable to"},{"startTime":951.154,"endTime":957.024,"body":"have that regulatory motivation, for a"},{"startTime":957.024,"endTime":958.944,"body":"branch to adopt a solution like this."},{"startTime":959.254,"endTime":962.854,"body":"but I also think it's just helped"},{"startTime":959.254,"endTime":962.854,"body":"raise awareness among the general"},{"startTime":962.854,"endTime":966.994,"body":"public that this is something that we,"},{"startTime":962.854,"endTime":966.994,"body":"that really needs to be coming from."},{"startTime":967.544,"endTime":972.224,"body":"The producers and that, and consumers"},{"startTime":967.544,"endTime":972.224,"body":"just are so fed up with having to pay more"},{"startTime":972.224,"endTime":977.474,"body":"for sustainable products, especially when"},{"startTime":972.224,"endTime":977.474,"body":"they're not even sure that, PCR recycled"},{"startTime":977.474,"endTime":981.194,"body":"bottle is gonna be recycled in their"},{"startTime":977.474,"endTime":981.194,"body":"town and it's likely not going to be."},{"startTime":981.194,"endTime":986.654,"body":"So it's, there's so much skepticism that I"},{"startTime":981.194,"endTime":986.654,"body":"think it's just a really good idea to have"},{"startTime":986.714,"endTime":993.164,"body":"a more unified plan for producers to work"},{"startTime":986.714,"endTime":993.164,"body":"together to, advance refill solutions."},{"startTime":993.164,"endTime":993.764,"body":"I think it's great."},{"startTime":993.764,"endTime":994.484,"body":"I do think."},{"startTime":994.849,"endTime":999.119,"body":"There is a lot of focus on recycling,"},{"startTime":994.849,"endTime":999.119,"body":"and other solutions that we haven't"},{"startTime":999.209,"endTime":1003.519,"body":"necessarily, that haven't gotten the"},{"startTime":999.209,"endTime":1003.519,"body":"traction, haven't gotten, the, that"},{"startTime":1003.519,"endTime":1005.769,"body":"haven't worked as well as we had hoped."},{"startTime":1005.769,"endTime":1012.144,"body":"And so I worry that we're going to be, I."},{"startTime":1005.769,"endTime":1012.144,"body":"Potentially, going down a road where more"},{"startTime":1012.144,"endTime":1015.564,"body":"focus is gonna be put on recycling and"},{"startTime":1012.144,"endTime":1015.564,"body":"that's not gonna have the intended impact."},{"startTime":1015.924,"endTime":1020.454,"body":"but I do hope, I mean there is promise in"},{"startTime":1015.924,"endTime":1020.454,"body":"recycling, advanced recycling techniques"},{"startTime":1020.724,"endTime":1024.894,"body":"and I hope that will result overall"},{"startTime":1020.724,"endTime":1024.894,"body":"in less plastic in the environment."},{"startTime":1024.924,"endTime":1026.454,"body":"Like at the end of the"},{"startTime":1024.924,"endTime":1026.454,"body":"day, that's what we need."},{"startTime":1026.794,"endTime":1030.514,"body":"but we also need to be drilling"},{"startTime":1026.794,"endTime":1030.514,"body":"less oil to produce less plastic,"},{"startTime":1030.514,"endTime":1031.804,"body":"and that's where refill comes in."},{"startTime":1031.864,"endTime":1034.144,"body":"So I think having those quotas."},{"startTime":1034.279,"endTime":1038.809,"body":"Even if it's just 10, 15% is really"},{"startTime":1034.279,"endTime":1038.809,"body":"going to get the ball rolling, right?"},{"startTime":1038.809,"endTime":1043.609,"body":"And show consumers like, oh, I can"},{"startTime":1038.809,"endTime":1043.609,"body":"refill cheaper and now more conveniently."},{"startTime":1043.609,"endTime":1046.129,"body":"And then that's the spur that we need."},{"startTime":1046.229,"endTime":1049.23,"body":"and then hopefully market forces"},{"startTime":1046.229,"endTime":1049.23,"body":"just take over where it's."},{"startTime":1050.144,"endTime":1052.484,"body":"I agree out the"},{"startTime":1050.144,"endTime":1052.484,"body":"competition based on price."},{"startTime":1052.539,"endTime":1057.969,"body":"I remember as a kid going shopping with"},{"startTime":1052.539,"endTime":1057.969,"body":"my mom and seeing the bulk aisle and"},{"startTime":1057.969,"endTime":1059.889,"body":"thinking, yeah, oh, that's really cool."},{"startTime":1060.039,"endTime":1063.799,"body":"We can just, it can just, I, as a"},{"startTime":1060.039,"endTime":1063.799,"body":"kid, of course, you just wanna pull"},{"startTime":1063.799,"endTime":1065.449,"body":"the lever and make, make a mess."},{"startTime":1065.719,"endTime":1066.319,"body":"But yeah."},{"startTime":1066.349,"endTime":1071.179,"body":"I think seeing consumers use"},{"startTime":1066.349,"endTime":1071.179,"body":"it, it's probably a little"},{"startTime":1071.179,"endTime":1073.069,"body":"bit nostalgic almost for them."},{"startTime":1073.129,"endTime":1073.309,"body":"Totally."},{"startTime":1073.849,"endTime":1076.039,"body":"And, feel like they're."},{"startTime":1076.444,"endTime":1078.424,"body":"Kind of part of the solution every time."},{"startTime":1078.429,"endTime":1078.629,"body":"Yeah."},{"startTime":1078.724,"endTime":1082.294,"body":"I wonder if you could put some kind of"},{"startTime":1078.724,"endTime":1082.294,"body":"metric on the screen, like, you saved this"},{"startTime":1082.294,"endTime":1084.604,"body":"much carbon footprint, or, I don't know."},{"startTime":1084.754,"endTime":1085.114,"body":"Yeah."},{"startTime":1085.414,"endTime":1090.204,"body":"if you could provide some kind of"},{"startTime":1085.414,"endTime":1090.204,"body":"data to the consumer as they pull"},{"startTime":1090.204,"endTime":1091.434,"body":"their product, that'd be cool."},{"startTime":1091.494,"endTime":1091.914,"body":"Yeah."},{"startTime":1092.094,"endTime":1092.184,"body":"Yeah."},{"startTime":1092.184,"endTime":1094.624,"body":"We do have a little bottle"},{"startTime":1092.184,"endTime":1094.624,"body":"counter on the screen."},{"startTime":1094.654,"endTime":1094.984,"body":"You, yeah."},{"startTime":1095.134,"endTime":1095.614,"body":"That's awesome."},{"startTime":1095.974,"endTime":1096.574,"body":"Yeah, that's true."},{"startTime":1096.574,"endTime":1096.849,"body":"I love that."},{"startTime":1097.174,"endTime":1100.259,"body":"Every time I refill my bottle of"},{"startTime":1097.174,"endTime":1100.259,"body":"water at the airport, I feel good"},{"startTime":1100.259,"endTime":1101.574,"body":"about, I feel good about myself."},{"startTime":1101.574,"endTime":1103.044,"body":"So it's some, something similar to that."},{"startTime":1103.389,"endTime":1104.019,"body":"Very similar."},{"startTime":1104.079,"endTime":1104.379,"body":"Yeah."},{"startTime":1104.559,"endTime":1104.859,"body":"Great."},{"startTime":1105.939,"endTime":1110.049,"body":"Well, do you have plans to expand to"},{"startTime":1105.939,"endTime":1110.049,"body":"different products like dry goods or"},{"startTime":1110.049,"endTime":1111.429,"body":"anything like that in the near future?"},{"startTime":1111.429,"endTime":1114.324,"body":"I. We're solely focused on liquids."},{"startTime":1114.384,"endTime":1119.034,"body":"we really, our core IP is that"},{"startTime":1114.384,"endTime":1119.034,"body":"accurate liquid metering, right?"},{"startTime":1119.084,"endTime":1123.014,"body":"So we were able to use machine"},{"startTime":1119.084,"endTime":1123.014,"body":"learning to get our pumps extremely"},{"startTime":1123.014,"endTime":1126.034,"body":"accurate, in a way that no one has"},{"startTime":1123.014,"endTime":1126.034,"body":"been able to achieve before, right?"},{"startTime":1126.034,"endTime":1129.724,"body":"To create this weights and measures"},{"startTime":1126.034,"endTime":1129.724,"body":"certified liquid dispensing system."},{"startTime":1130.034,"endTime":1135.164,"body":"so we're really focused on just proving"},{"startTime":1130.034,"endTime":1135.164,"body":"that out in the university markets and in"},{"startTime":1135.434,"endTime":1138.524,"body":"retail, and then to expand that right to."},{"startTime":1139.184,"endTime":1143.264,"body":"Apartment buildings, corporate"},{"startTime":1139.184,"endTime":1143.264,"body":"campuses, ideally hotels, right?"},{"startTime":1143.394,"endTime":1144.984,"body":"so there's just a lot of."},{"startTime":1145.389,"endTime":1148.059,"body":"Room to grow just within liquids."},{"startTime":1148.119,"endTime":1152.459,"body":"and we really want to make sure, behind"},{"startTime":1148.119,"endTime":1152.459,"body":"the scenes, we have our entire kind of"},{"startTime":1152.459,"endTime":1157.809,"body":"bulk distribution, system right this"},{"startTime":1152.459,"endTime":1157.809,"body":"way that we make sure that none of the"},{"startTime":1157.809,"endTime":1162.009,"body":"intermediate bulk containers that restock"},{"startTime":1157.809,"endTime":1162.009,"body":"the system ever end up in landfill."},{"startTime":1162.219,"endTime":1163.779,"body":"And so that's really powerful."},{"startTime":1163.779,"endTime":1168.639,"body":"I think having brands switch over to this"},{"startTime":1163.779,"endTime":1168.639,"body":"reusable intermediate bolt container."},{"startTime":1168.949,"endTime":1171.169,"body":"There's just so much room"},{"startTime":1168.949,"endTime":1171.169,"body":"to grow there as well."},{"startTime":1171.169,"endTime":1173.269,"body":"So that's what we're focused on."},{"startTime":1173.439,"endTime":1176.199,"body":"and we're focused on California"},{"startTime":1173.439,"endTime":1176.199,"body":"right now, but are going to expand"},{"startTime":1176.199,"endTime":1177.61,"body":"across the country in a couple years."},{"startTime":1177.61,"endTime":1178.21,"body":"That's, yeah."},{"startTime":1178.3,"endTime":1180.22,"body":"I think you'd have a lot"},{"startTime":1178.3,"endTime":1180.22,"body":"of success in Oregon."},{"startTime":1180.27,"endTime":1180.51,"body":"yeah."},{"startTime":1180.51,"endTime":1184.26,"body":"As a, as an Oregonian and somebody, and"},{"startTime":1180.51,"endTime":1184.26,"body":"you obviously lived here a long time too."},{"startTime":1185.1,"endTime":1185.16,"body":"Yeah."},{"startTime":1185.16,"endTime":1185.59,"body":"So, I think."},{"startTime":1186.085,"endTime":1187.885,"body":"This is a ripe market for that."},{"startTime":1187.885,"endTime":1187.945,"body":"Yeah."},{"startTime":1188.305,"endTime":1190.465,"body":"But let's talk a little"},{"startTime":1188.305,"endTime":1190.465,"body":"bit about those logistics."},{"startTime":1190.465,"endTime":1194.645,"body":"So you get it in, like a five"},{"startTime":1190.465,"endTime":1194.645,"body":"gallon container or 55 gallon"},{"startTime":1194.645,"endTime":1196.115,"body":"drums, or how does that work?"},{"startTime":1196.115,"endTime":1200.045,"body":"And then you deliver it"},{"startTime":1196.115,"endTime":1200.045,"body":"to the dispensing unit."},{"startTime":1200.045,"endTime":1200.105,"body":"Yeah."},{"startTime":1200.425,"endTime":1203.815,"body":"and then you go pick up the empties"},{"startTime":1200.425,"endTime":1203.815,"body":"and you take those and you send"},{"startTime":1203.815,"endTime":1205.825,"body":"those back to the manufacturer."},{"startTime":1205.975,"endTime":1206.575,"body":"Is that what I'm hearing?"},{"startTime":1206.575,"endTime":1206.935,"body":"Yes."},{"startTime":1207.175,"endTime":1208.975,"body":"So there are two different models."},{"startTime":1208.975,"endTime":1212.935,"body":"There's the model where the supplier"},{"startTime":1208.975,"endTime":1212.935,"body":"fills the pouches, and that's"},{"startTime":1212.935,"endTime":1214.915,"body":"what's going in retail, right?"},{"startTime":1214.915,"endTime":1218.545,"body":"So Dr. Bronner's fills the pouches"},{"startTime":1214.915,"endTime":1218.545,"body":"for the Whole Foods refill stations,"},{"startTime":1218.905,"endTime":1224.025,"body":"and inside of those refill stations"},{"startTime":1218.905,"endTime":1224.025,"body":"are 10 gallon reservoirs per scent."},{"startTime":1224.165,"endTime":1227.465,"body":"So peppermint has a 10 gallon"},{"startTime":1224.165,"endTime":1227.465,"body":"reservoir, citrus, 10 gallons, right?"},{"startTime":1227.815,"endTime":1233.125,"body":"and then the pouches that restock"},{"startTime":1227.815,"endTime":1233.125,"body":"those reservoirs are 2.5 gallons."},{"startTime":1233.515,"endTime":1239.245,"body":"Though those pouches are shipped to"},{"startTime":1233.515,"endTime":1239.245,"body":"Whole Foods, the staff restocks the"},{"startTime":1239.245,"endTime":1242.515,"body":"reservoirs and they have, there's a"},{"startTime":1239.245,"endTime":1242.515,"body":"little screen, there's a page on the"},{"startTime":1242.515,"endTime":1245.095,"body":"touch screen where they can check"},{"startTime":1242.515,"endTime":1245.095,"body":"the product levels and we send them a"},{"startTime":1245.095,"endTime":1248.185,"body":"notification when it's 50% or below."},{"startTime":1248.505,"endTime":1250.965,"body":"and then once they empty that pouch."},{"startTime":1251.275,"endTime":1255.895,"body":"They store it in one of the boxes"},{"startTime":1251.275,"endTime":1255.895,"body":"that the pouches come in and our"},{"startTime":1255.895,"endTime":1257.995,"body":"system is connected to wifi, right?"},{"startTime":1257.995,"endTime":1262.525,"body":"So it ha it's tracking Every single"},{"startTime":1257.995,"endTime":1262.525,"body":"time the A pouch is emptied, it"},{"startTime":1262.525,"endTime":1264.685,"body":"contributes to a tally in our database."},{"startTime":1264.865,"endTime":1269.605,"body":"And once they reach eight empty pouches,"},{"startTime":1264.865,"endTime":1269.605,"body":"we send them a prepaid shipping label"},{"startTime":1269.785,"endTime":1273.715,"body":"that they print out, stick on the"},{"startTime":1269.785,"endTime":1273.715,"body":"box, ship back to us to be cleaned,"},{"startTime":1274.495,"endTime":1276.595,"body":"and then we send those back to Dr."},{"startTime":1276.595,"endTime":1278.845,"body":"Bronner to fill and then."},{"startTime":1279.28,"endTime":1282.22,"body":"Similar in the model where"},{"startTime":1279.28,"endTime":1282.22,"body":"we fill the pouches, right?"},{"startTime":1282.22,"endTime":1283.24,"body":"For the universities."},{"startTime":1283.48,"endTime":1288.1,"body":"We're sourcing the product in drums,"},{"startTime":1283.48,"endTime":1288.1,"body":"55 gallon drums, filling the pouches,"},{"startTime":1288.34,"endTime":1289.99,"body":"delivering them to the university."},{"startTime":1290.26,"endTime":1293.38,"body":"Uni University saves up empty"},{"startTime":1290.26,"endTime":1293.38,"body":"pouches, sends 'em back to us."},{"startTime":1294.61,"endTime":1295.51,"body":"That sounds awesome."},{"startTime":1296.11,"endTime":1296.56,"body":"It's great."},{"startTime":1296.56,"endTime":1296.65,"body":"True."},{"startTime":1296.74,"endTime":1298.06,"body":"Truly circular."},{"startTime":1298.06,"endTime":1299.41,"body":"Truly zero waste."},{"startTime":1299.44,"endTime":1299.5,"body":"yeah."},{"startTime":1299.62,"endTime":1300.295,"body":"Well, well done."},{"startTime":1300.295,"endTime":1301.45,"body":"Congratulations to you."},{"startTime":1301.465,"endTime":1301.895,"body":"Thank you."},{"startTime":1302.08,"endTime":1302.68,"body":"And your team."},{"startTime":1302.68,"endTime":1303.76,"body":"This is really impressive."},{"startTime":1304.405,"endTime":1305.545,"body":"I really appreciate that."},{"startTime":1305.575,"endTime":1306.835,"body":"It's been awesome."},{"startTime":1306.835,"endTime":1310.255,"body":"we thought at the beginning, 'cause"},{"startTime":1306.835,"endTime":1310.255,"body":"everyone else we had interviewed who"},{"startTime":1310.255,"endTime":1313.705,"body":"had tried this said no, there's no"},{"startTime":1310.255,"endTime":1313.705,"body":"way you can achieve circularity for"},{"startTime":1313.705,"endTime":1314.815,"body":"the intermediate bulk containers."},{"startTime":1314.815,"endTime":1316.345,"body":"Like, that's just gonna be too expensive."},{"startTime":1317.275,"endTime":1318.715,"body":"That has not been our experience."},{"startTime":1318.745,"endTime":1321.355,"body":"They are really lightweight"},{"startTime":1318.745,"endTime":1321.355,"body":"and cheap to ship around."},{"startTime":1321.605,"endTime":1325.085,"body":"so it's actually cheaper to send one of"},{"startTime":1321.605,"endTime":1325.085,"body":"those pouches than the same amount of"},{"startTime":1325.085,"endTime":1327.065,"body":"product in single use plastic bottles."},{"startTime":1327.095,"endTime":1327.515,"body":"So."},{"startTime":1328.685,"endTime":1332.645,"body":"I don't know what they are talking"},{"startTime":1328.685,"endTime":1332.645,"body":"about, but, it's working for us."},{"startTime":1332.645,"endTime":1333.215,"body":"Well, let's prove them wrong."},{"startTime":1333.22,"endTime":1333.42,"body":"Yeah."},{"startTime":1333.42,"endTime":1333.86,"body":"Good for you."},{"startTime":1333.92,"endTime":1335.565,"body":"De well done."},{"startTime":1335.565,"endTime":1337.385,"body":"how do people, reach out to you?"},{"startTime":1337.395,"endTime":1339.435,"body":"what's the best way to connect"},{"startTime":1337.395,"endTime":1339.435,"body":"with you and your team?"},{"startTime":1339.765,"endTime":1344.775,"body":"Yeah, so you can either message me on"},{"startTime":1339.765,"endTime":1344.775,"body":"LinkedIn, Amelia, I, or you can email me."},{"startTime":1344.905,"endTime":1349.105,"body":"Amelia at Wonderful World, there's"},{"startTime":1344.905,"endTime":1349.105,"body":"also a form on our website."},{"startTime":1349.225,"endTime":1352.195,"body":"Wonderful world to reach out to us there."},{"startTime":1352.915,"endTime":1353.965,"body":"So please do reach out."},{"startTime":1354.34,"endTime":1358.72,"body":"And how do you spell wonderful"},{"startTime":1354.34,"endTime":1358.72,"body":"is it's W-N-W-O-N-D-E-R-F-I-L?"},{"startTime":1359.17,"endTime":1359.59,"body":"Yes."},{"startTime":1359.68,"endTime":1361.39,"body":"One L. Alright."},{"startTime":1361.45,"endTime":1361.78,"body":"I love it."},{"startTime":1361.83,"endTime":1362.85,"body":"Well, thanks again, Amelia."},{"startTime":1362.85,"endTime":1365.94,"body":"Really appreciate your wisdom and"},{"startTime":1362.85,"endTime":1365.94,"body":"all the work you're doing to make"},{"startTime":1365.94,"endTime":1367.32,"body":"this a more sustainable planet."},{"startTime":1367.44,"endTime":1367.83,"body":"Well done."},{"startTime":1367.95,"endTime":1369.81,"body":"Thank you so much for"},{"startTime":1367.95,"endTime":1369.81,"body":"the opportunity, Corey."},{"startTime":1370.08,"endTime":1370.495,"body":"Really appreciate it."}]}