How Pre-Rolls Are Made at Scale | The Blunt Boardroom Ep. 05 Ft. Jonathan McFarlane & Maddie Bailey

In this episode, Matt sits down with Jonathan McFarlane, Chief Marketing Officer of RollPros, and Maddie Bailey, mello's post-production supervisor and the person responsible for every pre-roll that comes off the Blackbird. Together they get into what it actually takes to produce award-winning pre-rolls at commercial scale, consistently, and at a cost per unit that makes the business work.

Maddie came to mello from a car dealership. No pre-roll background. No cannabis experience. She was handed the Blackbird and told to figure it out. She hit 160,000 pre-rolls in a single month on one machine. Her team is now tracking every strain in a database, categorizing which ones roll well, which ones need adjustments, and which ones get rerouted entirely based on how they behave at 11 and 12 percent moisture.

Jonathan explains why the Blackbird produces a fundamentally better joint than a cone-based machine and why it comes down to one thing: moisture. Higher moisture flower tastes better, burns cleaner, and preserves the cannabinoids and terpenes that actually make a good joint. Cone machines require operators to dry the material down so far that by the time the product reaches the shelf, the test result it was grown to achieve means very little.

They also get into the pre-roll market itself. Pre-rolls are now the largest category of sales at the mello retail store, ahead of flower. Jonathan explains why he expects pre-rolls to overtake flower in most US markets the same way they already have in Canada. And why the brands that treated pre-rolls as a place to send their leftover material five years ago are now watching the brands that invested in quality automation pull away from them.

Matt talks through the cost per unit math that most operators never discuss publicly, including how dropping from 1.1 grams to 1.04 grams per joint adds up to 6 percent more pre-rolls from the same material, and why every razor blade swap, every torn end, and every bad roll is money leaving the business.

And they close on what is coming next from RollPros, including a banding mechanism for the Blackbird that adds a cigar-style wrap to every joint, hash hole capability on the XXL running at 200 units per hour, and why the cigar manufacturing industry refused to work with them because they are cannabis.

Direct, specific, and the most technically detailed episode of The Blunt Boardroom yet.

Topics covered: RollPros Blackbird 2, pre-roll automation, whole flower pre-roll production, moisture science in cannabis processing, RollPros certification program, cost per unit optimization, pre-roll market growth, hash holes at scale, Blackbird vs. cone machine comparison, cannabis equipment customer service, pre-roll pack formats, mello farm operations.

ABOUT THE GUESTS

Jonathan McFarlane is the Chief Marketing Officer of RollPros, the manufacturer of the Blackbird pre-roll machine. He has been with RollPros for four years and previously served as head of marketing at Mobius Trimmer and spent four years at a cannabis-focused marketing agency in Denver. He started his career in documentary film and content production for professional athletes before entering the cannabis industry in 2016.

Maddie Bailey is the post-production supervisor at mello Cannabis and leads all pre-roll operations at mello farms. She came to mello from a mechanical background in the automotive industry and was tasked with learning and scaling the RollPros Blackbird from day one. She has since built the production system that consistently produces some of the top-awarded pre-rolls in Massachusetts.

ABOUT THE HOST

Matt Richman is the CEO & CFO of mello Cannabis, an award-winning vertically integrated cannabis company based in Haverhill, Massachusetts. A former Deloitte auditor, he entered the cannabis industry in 2017 after two decades in corporate finance, public and private company CFO and COO roles, and M&A advisory.

He is both the CEO & CFO, and the difference comes through in every conversation.

Connect with Matt:
linkedin.com/in/matthew-richman-508aa413
mellocannabis.com

New episodes of The Blunt Boardroom drop twice a month.

#TheBluntBoardroom #RollPros #PreRoll #CannabisAutomation #CannabisManufacturing #CannabisIndustry #MassachusettsCannabis #CannabisBusiness #PreRollMachine #CannabisProduction #CannabisOperator #CannabisFarm #CannabisEntrepreneur #BlackbirdMachine #CannabisBusinessPodcast

Transcript

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SPEAKER_00 0:00

On our first Blackbird, we rolled over a million joints, but we started running into a problem and we ran into a big snag. They could not help us remotely. So Brandon actually came up here and stayed with me for a week and we replaced computers, wiring harnesses, did reflashes. Five solid days of me and Brandon just working on the machine trying to get it right. Long story short, RollPros in the midst of this uh sent us a giant box with a brand new RollPro in it, a 2.0 Good afternoon, everybody.

SPEAKER_02 0:38

This is Matt Richman, and welcome again to our podcast, The Blunt Boardroom. Thank you so much for joining us today. Um today's podcast, we're going to talk about um a little bit about the pre-roll business. But basically, today, you know, the pre-roll that won the highest THC pre-roll at NECAN, um, our Lem Brule, was made by the woman sitting at the table with me and made on the equipment provided by Roll Pros with Jonathan McFarlane sitting here with me, their chief marketing officer. Um, so I'm really thrilled to have them both on here today. We're going to talk about the pre-roll business overall, what it takes to make a quality pre-roll consistently, um, and to do it at high capacity and high volume, because that's really important in our industry. As we know, costs are everything, and the consumer is constantly pushing down the prices we can charge and looking for value or more value, I should say. So all these pieces, automation, the flower, the operation, the processes that we go through are really critical. So, you know, I'm thrilled to have our guests today. Um, Madison Bailey, Maddie, is how she goes by, um, is our post-production supervisor. She's been with Mello for over three years, and she is the chief of all of our pre-roll operations. So we're thrilled to have her here too. We're gonna have two two folks on, so the you know, we'll be as smooth as we can, but um, we'll be a little bit of bouncing back and forth. But to start, um, let me ask you, Jonathan, to give us just a little bit of background on the role pros business and yourself, real quick, if you don't mind.

SPEAKER_01 2:16

Yeah, sure. I'll I'll start with myself, spin through that real quick, and then can talk about role pros. Um, I actually started my career in the news business a long time ago. Went from there to documentary films, and then found sort of a specialty producing content for the professional athletes and the fitness industry. Um, that was honestly before people even called it content, it was just like video. But um, you know, I I I really loved that industry. It was a big part of my life, but kind of eventually I I had enough of um of it and wanted to look for something else. And so in 2016, uh I was the first non-engineer employee and head of marketing at at Mobius. You might be familiar with Mobius Trimmer, uh, also known as Eteros. Um, and so that was my first role in the cannabis industry. I helped bring the brand and their cornerstone product, the M108, to market. Um, and then my wife and I had a baby, and we were thinking that it might be easier to be closer to family. So we moved uh down to Denver with our little Canadian and um joined up with a cannabis-focused marketing agency here in Denver called Hybrid. Four years of that, one thing led to another, and I ended up as uh head of marketing over at Role Pros. Um few internal changes, a little shuffling, but here I am. I think it's been, is it been four years? About four years, um, and super excited with how everything's going for RolePros and and the trajectory that the business is on and our mission is on.

SPEAKER_02 3:55

That's uh that's pretty cool. I didn't um I didn't realize you had that production background um besides trains, then we'll have to chat at some point. I'm sure.

SPEAKER_01 4:05

Yeah, we've got lots to talk about, Matt. No question.

SPEAKER_02 4:07

We're writing a TV show. So um yes, it's quite an interesting little side project. Um trying to expand my mind a little bit, get out of the numbers some um, and it's quite fun. Um, definitely. So um, so Maddie, why don't you um give us a little introduction about yourself as well? Um and you know, you could talk about mellow for a second if you want, but everybody knows that we're mellow, obviously.

SPEAKER_00 4:32

Yeah, we're we're looking like mellow. But um I I come from a mechanical background. I started working out on cars when I was younger, and I just worked at a little quick lube and just oil changes, oil changes, oil changes. When I decided to like step my game up and get better with my technical ability, I moved up to the car dealership world and I spent about six to six-ish years there. Um, by the end of my repair career, I was selling repairs. Um, by that time, I had become so familiar with doing the repairs myself, and I had a really good ability at just laying things in like plain and simple terms for customers. It really allowed me to be able to sell repairs and make them make sense, but it made my mechanical ability just a lot better, just talking about it. Um, which really led me to being here at Mellow, where I have a combination of my mechanical ability, my ability to train and teach others how to have it. Um really just carried over when I started here. But when I started here about three years ago, I started in packaging, entry level. There was no role pro here. Um, we made eighths all day, um, packaged things, labeled things. When the role pro came here, uh, they did, they were familiar with my mechanical background, and then they tasked me with figuring it out. They tasked me with showing them how it works, operating it, getting getting it running consistently, and they tasked me with figuring out, because you know, you have this number, it can do up to this number. There's a lot of steps that you have to learn to get up to that number. Can it be push out 6,000 in one shift? Yes, it can. It takes a lot of little things and learning little things to get it to that point. Um, but we do we've done an awesome job here um getting to that point with the help of RollPros.

SPEAKER_02 6:36

That that is that's certainly true. I know, you know, I've been at Mellow a little over a year and a half, and it's you know, particularly last year, the build-up and the creation of that system and process to run at a consistent level. I think you hit a hundred and sixty thousand pre-rolls produced in one month on one machine. Right. Now selling it all became my next problem. And you know, um, I don't know, I was listening to you talk about those selling skills, and you know, maybe at some point I'd have you come out and talk to some of our customers because this is a really good segue. One of the big challenges that I have as a business is communicating well to our customers, particularly the store, but more so our wholesale customers, the real value and the quality in what they're getting from roll clubs, right? And what they're getting from Mellow. Um, so this is an area actually I'm not joking about possibly tapping you into because I've been talking with our team about how we do a better job educating the bud tenders about how to sell and educate the consumers about, I mean, our pre-roll is is sorry, it's better. Um, you know, so so Jonathan, maybe I'll swing it back to you to chat for me for a little bit about the Blackbird and why it is such a superior machine to what we see out there and you know, why we can produce so many pre-rolls with very little error rate at such a high quality consistently.

SPEAKER_01 8:05

Yeah, sure. Well, I think you hit you hit it right there. It's all about quality with the Blackbird. Um, and at the core of the whole technology, the machine, is this. You know, like if you're gonna roll a joint by hand, you use this sort of like you have your paper, you put the flower in you, you kind of roll it between your fingers to compress it a little bit, try to make it even. And that same mechanism that you would use to roll a joint by hand, that's at the heart of the Blackbird. We've just taken that concept and automated it on a commercial scale with the idea that the joints that come out of the Blackbird are the same quality or probably more consistent than hand-rolled joints. Um, so the rolling that that actually changes everything. I mean, because of that, we're now able to use much higher moisture flour than you can use with a cone-based machine. You can you can adjust the grind so it's coarser, you can adjust the airflow. Um, and the the moisture part, I mean, that's really that's a big deal too, because higher moisture flour, if you're like 10% and up, it's gonna taste better. It's gonna, it's not gonna burn as harsh, it's gonna smell better. Um, and you're not degrading the things that you want in a good joint, the cannabinoids, the terpenes or whatnot, which is exactly what you're doing with a cone-based machine when you have to dry out the material more than you want to, you have to break it down more than you want to. You're actually breaking down the things that make a good joint. So that's kind of the the basic idea of it. And then, of course, producing at a scale that's commercial friendly. You mentioned, Maddie, you mentioned 6,000 a a shift. I mean, for for most operators, that is plenty of capacity. Um, and yeah, it just it just comes back to the idea of producing a really high quality joint at the same or less cost than you would on a cone-based machine. And uh, and and obviously you guys have been very successful. I've I've had your joints myself, and they are truly amazing. The Lem brulee, um I think it was a one gram lem brulee that I had uh not that long ago, and it was killer. I mean, really, and I'll probably bring that up again because it was so good.

SPEAKER_02 10:18

We've had um we had a bunch of those around, we'll just say it that way, um, for people. Um and yeah, it's definitely it's a it's a it's a great product. You know, you touched on a couple of points there. Um the moisture level is a big deal for us. I think I'm not sure where we're at. We're probably at 11 or 12. I'll let Maddie talk about that. I may I like the flour to be even moister. And I was talking to our brand ambassador today, and I said, you know, tell your customers, squeeze the pre-roll. And when it squishes, that's good. When it crunches, it's bad, right?

SPEAKER_01 10:53

Yeah, it should have just a little, like almost a little sort of sponginess to it, just a bit.

unknown 10:58

Yeah.

SPEAKER_01 10:59

I think that when I um Maddie, I'm sure you see this, you know, when we talk about like how the material should look when it goes in. The way that resonates with me is kinetic sand. Yes. Anybody that's that's got kids or nephews or nieces or whatever, yeah, it's like kind of squishes, but then it's sort of like kind of comes apart. It's hard to a little bit of rebound.

SPEAKER_00 11:20

You want like a little bit of sticky, a little bit of give, because you need that when it rolls, like what you're talking about. You need it to push your joint back out. You want it to be like a little bit of moist, but a little bit holding together and dry enough to shake down your machine. Yeah, it's a balance, you know. Every string is a little bit more. I like to call it weed science here. We do a lot of weed science when it comes to the material that we've got that machine.

SPEAKER_02 11:46

Yeah, we're definitely very much about the data. Um, I know beyond the role pros, I know one of the things they're doing over there is testing to see how well our product stands up in different types of packaging for you know, shelf life testing, things like that, because we're really focused on we're gonna put all this money and investment into creating this great product. The last thing we wanted to do is degrade while it's out there on somebody's shelf, right?

SPEAKER_03 12:11

Yeah.

SPEAKER_02 12:12

So um, so Maddie, um, tell me a little bit about your, you know, the production process there briefly, you know, being able to run so consistently, but also we make cones as well. And so because we make what customers want to buy, right? That's really generally how I view the world. And so tell us a little bit briefly just about the difference, real quick, when you're making a cone versus when we're making a cigarette-style cannon.

SPEAKER_00 12:36

You know, they're they're worlds apart. You need very fresh material to get a consistent roll, you know, out of the blackbird. To make a nice cone, you are working with drier material, smaller material gets very beat up, chopped up, just to get you want a filled-out cone. You don't want a cone that's floppy. It requires you to almost like mill it over time. To we do make fresh flower cones.

SPEAKER_02 13:06

Right. We still do all whole flower cones.

SPEAKER_00 13:09

But it still requires the the material that we're putting in those cones still requires more milling than what we do put into the blackbird. We even take some of that, make it even smaller just to make it.

SPEAKER_02 13:22

And you have to dry it out, right?

SPEAKER_00 13:24

Yeah. Dry it out. But for for the blackbird, we always go material first. If you can't get your material right, you're not gonna have a good roll. And when we're rolling like five to six thousand pre-rolls, um you have to be efficient. You want um you want to maintain that moisture to maintain that quality. We're very swift, you know. We grind it up, we put it in the machine. When the operator has it, we maintain the moisture with the lid. Um, just to get it all placed into those joints. You need to have the correct grind size. You know, we have different screens that we use. And you kind of have to be a little flexible because all strains are different. And all strains get ground up different. Some are squishy, you know, some are larfy and they fluff right up when you grind them up. Um, we used to have a problem. Our our material is very sticky. We grow very sticky stuff here, which is good for the world. Um, hard to roll a lot of joints with it. Um, so you know, we've gone back, we've worked with RollPros. They had little tips and tricks on like things that we could do to like make our sticky material flow smoother through our machine. Um, but yeah, you gotta you work with your material first, and once you go, you can get your machine right. But that's like our main starting point.

SPEAKER_02 14:50

I remember us working on the process to determine which flower rolled the best in the RollPro and which ones did not. And you know, I'm I'm obviously I'm I'm the CEO, I'm also the CFO of our company, so I'm all about the numbers. And material that doesn't roll well brings the cost per unit up, slows everything down. So, Maddie, didn't you guys come up with a way to look at the different strains? And some don't even go to the RollPro just because they're not good for rolling.

SPEAKER_00 15:19

Yes. Uh we do, we categorize them, we give them notes, we put them in order, we track um, you know, how much comes out of the machine, how much could get packaged, and how much couldn't. And we keep track of all of that. Um, and we're building a database and we put all of the qualities um, you know, Lamborgh. It's hard to grind, but it breaks really nice joints. It's sticky, you have a good success rate. So that's how we were starting to categorize strains and which ones some strains we they're just big and fluffy, and there's only so much you can do with them. Um but even so we have tricks, you know, if it's too fluffy. Can we get it with a higher moisture content? You know, can we get it closer to the 12%? And yeah, I work with Rafe who does all the drying and curing. So I work with him, you know, and we're strategic about where we, especially on troublesome strains or strains that give us a hard time, we try and be strategic. Every time that plant comes down, we're watching it. We're watching it cure, we're watching it dry, and then we're trying to get it over and allocated for the roll pro as soon as possible.

SPEAKER_02 16:37

Yeah, you know, um, we're not a big operation. The the the dry cure room is pretty much right next door to where the rollpro is. And yeah, they they they work pretty closely together, and we're very focused on the moisture levels of our flower when it finishes, and then obviously that transitions, you know, directly into what what goes into the rollpro. Um, you know, um let me jump back and take a step higher a little bit. I want to talk a little bit about the pre-roll industry and kind of where it's going. And and uh Jonathan, I'd like you to jump in here for me for sure, because pre-rolls are growing. It's the fastest growing segment of the market. Infuse pre-roll is the fastest growing segment of that market, and pre-roll packs are growing incredibly fast. Um, I know you guys have a cool carton that we're working with right now, potentially for our multi-packs that we're playing with. Um, tell me a little about where you guys see the market going for pre-rolls, new products, packaging, what what's happening out there? Because you get to see it at a much larger scale than Maddie or I get to see it.

SPEAKER_01 17:41

Yeah, well, I mean, there's no question that that pre-rolls are now a key focus of so many brands, even beyond flour. Um, and it's because it's because they're they're reliable, they're consistent, they can be, and they're they're a familiar form factor. You know, if somebody's new to the cannabis industry, it's really like you know exactly what to do. You pick it up and you light it. It's it's simple. You don't need any special equipment, you don't, and um compare that to like concentrates, where for a first-timer, that is there's so much going on there. So um, and there's that, there's also the convenience. I mean, I think humans, maybe Americans in particular, we sort of tend to trend towards convenience. And it's just it's a really convenient product. Um, I think, you know, four or five, six years ago for a lot of brands, maybe most brands that had pre-rolls, there were kind of an afterthought. You know, that was where they they they stuck their leftovers to squeeze just a little bit more out of each harvest. Um, and that has totally changed. At this point, I think brands have realized that there's there's a significant piece of their business that can be successful um in pre-rolls. And and now we even see quite a few of our customers that only do pre-rolls. You know, they've dropped their other categories because they just see like this is the one that has the most growth potential. Um, and and you're right, Matt. I mean, it's just been a steady, consistent line up and to the right um for for years now in in basically every market with still tons of room to grow. So I I don't see that uh I don't see that changing. I think pre-rolls are are going to overtake flour um in most markets. It's already happened in Canada, um, which is a 35 million person market. Um I think that will likely happen, you know, state by state here in the US as well. Um and it's just it's onward and upward. I I don't see any sign of it slowing down.

SPEAKER_02 19:43

Yeah, you know, and and to take that to the next next level too. I think acceptance of the product, you know, in places makes it more I don't know, people are more comfortable taking pre-rolls places, and that's where these packs come in as well, right? You know, you go to a concert, et cetera. I mean, I'm look, I mean, I can date myself in the industry, but you know, I remember having to sneak the pre-rolls in and worry about whether the security guy would take it from me and kick me out of the concert, um, you know, back in the 80s. Um, you know, it's a little bit different now. I think the the the transportability of the product is great. I mean, we went on uh we were out of town for a couple days in Washington State, stopped into a store there, picked up a few pre-rolls, right? I mean, we don't have stuff, we don't, you know, you just grab a few pre-rolls and then you go. So I think they really appeal to travelers, tourists, things like that. Um, so it's and for us, you know, we make a lot of pre-rolls. You know, as I mentioned before, Maddie makes a lot of pre-rolls. Our store, you know, our retail store, we probably are our pre-rolls are our largest percentage of sales in the store. Right behind that's our it's flour. Um now we're pre-roll. I tell people, you know, said you know, you're you're a flower company. I'm like, yes, we're really a we're a pre-roll company, though. We we sell you know a million plus pre-rolls a year. So we're a pre-roll company. Um, you know, and that's really the biggest piece of our business. Obviously, we do everything else, and our retail store is very dominant with pre-rolls. Um, you know, as I look at where things are going for me and the industry, you know, we're looking at getting into and for these pre-rolls in particular. That I think is a big area for us. And I mentioned, you know, expanding the packs that we have available, so having more packs available. What kind of new products or any are you guys looking at? I know you have the XL. Is that what it's called? The XXLU. That's right. XXL. Tell me a little about that, the blunts, and then maybe some other things you guys are looking at.

SPEAKER_01 21:40

Yeah, well, the XXL, so that's that's been a big one for us. I mean, one of the requests from our partners, our customers, has always been like blunts, we want to make blunts, we want to do blunts, we want this bigger format option. And uh, I mean, there just there was no automation available, no real automation available to make blunts. On a commercial scale. So that's why a consumer that wanted to buy a blunt from a dispensary, if they're able to find one, like a good one, it's really expensive. I mean, it's it's it's a lot of money. It's not something that you would have on a daily basis or regular basis. Um, and part of that was just because, like for the most part, a good blunt in a dispensary is going to be handmade. So yeah, the XXL was our our answer to that. Um, it's it's similar to the the Blackbird. Like if you're if you're familiar with the Blackbird, the XXL is going to look very, very similar. Um, it's a lot of it is just the the the dimensions, the sizes of some of the components. They've it's been re-engineered to be able to produce these larger formats. You know, we're talking 1.75, two grams, 2.2.25, um, a little higher, a little lower than that, you know, kind of in the range. Um so that's been um that's been a big one, and we're really excited that we now have a decent number of those units out in the wild and starting to see some really good results from our customers. On that note, on the XXL, a new thing that we released uh relatively recently, I want to say maybe it was a month ago or something like that, was a firmware update that allowed people to produce hash holes on the XXL, um, which are of course like that's that's very on trend. I mean, hash holes are are uh the the connoisseurs, canisters out there love them. There's just so much you can do with the flavors and the different combinations and so on. And so uh it it slows it down compared to its normal capacity, but um, but we're seeing people produce about 200, 225 hash holes an hour um significant size, you know, like we're talking like two and a half grams. They got glass tips, it puts the band on them so they really look premium. And, you know, when I first heard those numbers coming from engineering department, we're hitting 200 an hour. I was like, what, 200 an hour? I mean, the the regular blackbirds running a thousand an hour in some cases. And then we talked to somebody that was producing these um outside of the blackbird, and the only way they were able to do quality hash holes was basically by hand. And their their main hash hole person was producing about 150 per day. So when I heard that comparison, um, it really brought it home to like this is a this is a new upgrade that um that people could potentially uh really do some cool things with. And it's standard on the the XXL is going out there now, and it's free for any current XXL user. It's it's more of a software thing. So that's something that's been kind of cool and and that we're excited about.

SPEAKER_02 24:46

We love software and firmware type upgrade uh systems. It's easy, right? It's wonderful. I have a vehicle that gets upgraded like that as well, and it's messed out, you know. Um, you know, Maddie, this is an interesting kind of topic here. The the other types of products and SKUs that we could be making, right? So, you know, you think about obviously we've gotten to scale now, and we we think we do a pretty good job making the one grams. You know, if we were to look at trying to, because one of the things we want to do is obviously expand our SKUs. And we've talked about the blunts in the past, they are very popular in our store. And if we were able to produce blunts, I think they would be a huge, uh just a s a smash hit for our wholesale customers as well as our retail customers at our own stores. Um what do you think about kind of those types of products and moving into producing those types of things at Mellow?

SPEAKER_00 25:42

On a Blackbird, I think on a Blackbird.

SPEAKER_02 25:45

I mean, I I think there's by hand, I mean, there's there's using good technology.

SPEAKER_00 25:50

Obviously, I don't think by hand is a is an option, you know, given I have seen people do it by hand, and I have seen people do it by hand. It takes a lot of preparation work. It's very, you know, tedious laying everything out, going through the process before you even start rolling it. It does take a while. So uh at least when it comes to roll like a hash hole, it would take a while based on the type of crutch. But um I think in it, I've seen the XXL run. Actually, I watched a video um very similar. It looks like if you knew how to do uh a one and a half blackbird or two point oh blackbird, your transitionary period would be next to nothing for sure to integrate into a new machine.

SPEAKER_02 26:33

It would always sell in. She's always selling new machines.

SPEAKER_00 26:37

I mean selling the machine for people to have that. I want people all the time anyway. I do. Um, but yeah, I think like as long as you could operate the original one, transitioning to it. Of course, you're gonna have like the paper is different and it has like you said, it's got the the tipper system, so it rolls like a little bit different when they come out, but everything else should be relatively the same. Be an easy transition. I would love to.

SPEAKER_01 27:04

Yeah, yeah, okay. All right, we'll we'll talk more after the call. We'll get something set up for you.

SPEAKER_02 27:10

We have to get our um we have to get our new our new home. You know, so one of the things we're working on, and actually with our buddy CNA, Rob over there, everybody knows we're good friends with uh with CNA folks. Um we're actually working on a new production space in their facility. They're right there 100 yards away from us. Okay so um, and really we can start to really get a much better setup. We have good setup for the Blackbird, but no room for expansion at the moment. So that's something that we definitely want to work on for sure.

SPEAKER_00 27:38

I would be interested though, too. I wonder if like our customers, because like you said, we're a pre-roll company and our customers they come in there, they ask for these pre-rolls weekly. Like that's what they want. It would probably also be a pretty easy transition to be like, we also have blunts now.

SPEAKER_02 27:56

And we could even do a survey, you know. We got we see so many customers, we could have a survey. Hey, would you like us to make blunts, right? And then we get feedback instantly. That's one of the nice things about having your own stores, right? We get direct consumer feedback. Um, speaking of which, I'm getting yelled at um, real quick, everybody has to remember to like and subscribe to the Blunt Board Room podcast. We have also mellowcannabis.com and we have rollprose.com. So visit the websites. I know if you visit the RollPro site, you'll see some really cool stuff, um, including our logo and a few other of I think you'll see some of the most widely recognized brands in the country that have endorsed this technology. Um, I want to circle back to something real quick on the quality aspects here, because um one of the things that you mentioned, Jonathan, that I meant to talk about was the airflow. And this is also, you know, this is a big, big drive for me right now for my business to be able to really get this education through to the bud tenders and the consumers. I mean, I don't smoke combs. I buy them because I checked them out from my store, but just the whole even concept of it being so narrow at the end and you know, big at the other side, I mean, it just doesn't naturally make for good airflow. And not only with the rolled um pre-roll, which by the way, I'm old school. I've been rolling pre-rolls since the 80s, and I can't roll a pre-roll as good as you can. I can roll a damn good pre-roll, but I can't roll a pre-roll as good as the roll pro does, um, that's for sure. Um, but um when you think about airflow, that's really critical. And also the ability to modify or or like you were you guys were both saying this, play with the material or different materials for different airflows, different tightness. I know we use different size crutches at times, Maddie. So, Jonathan, why don't you jump in on this first and then Maddie, why don't you come in behind it from the real operating perspective?

SPEAKER_01 29:52

Yeah, well, I think you you're you're absolutely right that airflow plays a big role. I mean, it it can be the difference between a good experience and a bad experience. You know, if it's too loose, it's gonna probably go out. It's gonna be you might be inhaling particles and your nobody wants that. Um, if it's too tight, you're gonna be sucking away and it's just not getting the smoke through. Um, so just that Goldilocks zone is really important for like a good overall smoking experience. And um, and and yeah, that was that was part of the the design of the machine is that um it's it's a belt that's rolling the flour with the paper, and you can adjust the tension of the belt. So you can adjust how tight or how loose uh it's it's being rolled. Um and and dial that into, you know, because he like you said, each strain and Maddie, obviously you know this, he strains a little bit different. And so that tension setting might be a little bit different for each strain, but you can change it. You know, your QA person checks a few, now they're too loose, checks a few more, they're too tight, no problem. We adjust it. Um, and we we actually have a secondary unit called the draw check that um that is used actually, it's an airflow tester for that exact purpose that we we made specifically for this. And so, yeah, like you pull a couple off the line, you check them on the draw check, it gives you an actual spec, you know, that's repeatable. Like if you say, you know, 30 is your number, that's that's kind of your standard. You can use that same number from one batch to the next, one strain to the next. Like you can have the same airflow for all of your joints. Because obviously consistency matters. Like people, people want that when they get a good experience, they want the next one to be the same. And if it's not, it's like, oh, all right, well, I'm gonna look somewhere else. I they sort of you sort of broke that promise to that customer if it's a different experience from one to the next. So um, yeah, so airflow is a big focus for us. It's uh it's something that you know we we internally talk a lot about, think a lot about, trying to get just just right for for whatever it was we're doing. And I'm sure Matt, you spent a lot of time trying to dial in just that right tension too, huh?

SPEAKER_00 32:02

Yeah, yeah. I would say like when when you're talking about this, it more or less like it's up to the operator to control the airflow. And we can we have full control over it, you know, and you do, and it does change per strain. Um, we used to use the draw tracker. We really dialed in most of where we want to be. Um, but that's the way that you can indicate that, you know, maybe a pre-roll is not that good because if it's over tensioned, you can't smoke the whole thing. Or if it's too loose, like you said, it will just burn up and pieces fall out. Like there's a very fine line of what you're working with, your material size and its freshness when you go put it in that cylinder and whether or not you're gonna be able to night smoke the whole thing, or even if you use first flower, put it out and then be able to relight it. Um, it's very dependent upon the tension and basically the quality when it comes out on the other side of the machine.

SPEAKER_01 33:00

Yeah, and if I could just mention too, I mean, a lot of what Maddie is talking about, it's so much has to do with not just the quality of flour, but the expertise of the operator. Maddie knows what she's doing, obviously, and you can hear her talk about all these different adjustments and different things that she's doing. Um, so we consider flour and the material prep, like that's one input for a great joint. But the second one, it's seriously just as important, maybe more important, is the expertise of the operator. We we consider our operators like Maddie to be half scientist, half artisan. You know, a little bit of both. You got to have a little bit of both, and you got to be willing to like adjust things and dial it in. Like we we provide the tool, but it's up to the artist to use it to make something that's really incredible. And and that's obviously what you guys are doing at Mellow.

SPEAKER_02 33:55

That's a that's a great way to um articulate it, and I think you're spot on, and it ties right into something that I wanted to talk about, which is the RolePro certification program, which was formerly called True Role Certification, um, which is what I've always remembered it as. But um, you know, Mellow is role pro certified, and we're very proud of it, and it's something that we are very focused on. We're one of the few companies in Massachusetts that have that certification. But Jonathan, tell me a little bit about that certification and and what it takes an operator to do to be able to earn that and consistently have that.

SPEAKER_01 34:33

Yeah, so you you're talking about the true role mark, um, and now we see also rolled by role pros tech. Um what what we were trying to accomplish there was to give consumers a really quick sort of visual marker that this product is of the highest quality. So things like using only whole flour, um, using packaging that is that sort of maintains freshness. You know, there's just a handful of these standards that we put together that we we sort of we internally agreed, okay, like these are the things that are important to make sure that you're that that the the product is of the highest quality. And um and we just wanted to give consumers an easy and quick glance, you know, when they see that logo, that mark, whether it be true or rolled but rolled by real pros tech on the packaging, that it means something. They see that and they're like, okay, I know this is a good joint. You know, they see it with mellow, but then they also see it with a handful of other brands, certainly not most of them, but a handful, like you said. Um, and they know just like it almost doesn't even matter. Okay, if it's a mellow joint, cool, I see it, great. If they're in another shop, let's say they're in Oregon and they see it on another customer that has the mark, they know like that's it's a it's a a quick, easy way to identify this is going to be a good experience. It's it's our connection to the consumer in a way.

SPEAKER_02 35:58

Yeah, you know, um, I really like that. Um, you know, and that's a something that I really want to start to push more. I think that's something that we can talk about, you know, separately, because one of my big drives for education is this education around the process, the certifications, you know, the technology. Um, I do believe that if we can get that information into the consumers and the bud tenders' hands, that it is great. The distribution is, of course, the hardest thing, getting it out there, you know, getting it flowing through the channels. Um, you know, us as an operator having the direct contact, I think we can potentially help get that messaging through. But at the same time, that's what I'm trying to do and struggling with, right? Because when I go talk to bud tenders, they're like, whoa, well, we didn't know that. I'm like, it's all over the website. You can read it just like me, right? And I'm not a genius. I mean, I'm I don't make the pre-rolls either. Maddie can talk to pre-rolls better than me, but you know, um, they're just amazed. I'm like, you you realize that it's it's you know, that everything has a minimum moisture level, and if it doesn't have that moisture level, it doesn't get rolled. And they're like, what do you mean? And I'm like, yeah, it's everything is tested prior to being rolled. And if it's not moist enough, they put it away and they moisten it up a little bit. And if it's too dry and they can't get it moist enough, it goes out to a different process, you know. I don't I never want to call anything, you know. I mean, basically the the product that we don't think is right for our Canon style and rolls well in a cigarette style is what goes to the cones. It's not worse flour, it's the same flour. It just might be drier or it might not roll well. Um, but I think this is a big area for us to drive value um with the consumers and a big push for me as well. Um, real quick, don't forget to subscribe and like um bluntboardroom.com, uh blunt boardroom on on YouTube. I'm still getting used to this plugging thing, everybody, so bear with me. You know where to find me on LinkedIn, rollepros.com, mellowcannabis.com. I'm sure you can find Maddie on LinkedIn too if you want to find her. I know Jonathan's on there as well. Um let me take a uh step away from the product specifically and talk about the service levels and what you guys are hearing at Royal Pros from your customers, not only the good and the bad, right? The good and the bad about the machines, the Blackbird, what's working for them. What kind of feedback are they giving you guys?

SPEAKER_01 38:26

Are you asking me?

SPEAKER_02 38:27

Yes.

SPEAKER_01 38:28

Yeah, okay. Yeah. So I mean we have made a lot of strides lately, like in the past year or two, to really um improve and stabilize the machine. And and Maddie, you you mentioned you referred earlier to a couple of those things, a couple of those upgrades. That being said, I mean, we will always be doing everything we can to improve the Blackbird, make it easier to use, make it more stable and make it more efficient. We have a whole engineering team that's dedicated to exactly that. But we also recognize that no matter what we do, once in a while, something is gonna go wrong. Like that's just life, you know? And so for us, um, we recognize that that despite our best efforts, when that happens, it's all about the response. Um I my my personal belief is customer service is really not about preventing things from happening, although of course we're trying to do that. It's more about how do you respond when something does go wrong and really putting yourself into the position of your customer that is experiencing an issue with something that they made a huge investment in. When you guys have a problem with the Blackbird and it goes down, we recognize that is literally costing you money. Every second that machine is not working is is a big problem for you. And if it's a problem for you, it's a problem for us. A lot of our reputation depends on that. So um we've really invested, in particular the last few years, we've really invested into strengthening our support, uh, the personnel, the processes, to a point where I feel really confident saying that we have the best sport team and the best support available um compared to any other equipment manufacturer in our space. That's that's something that we we pride ourselves on. And um and hopefully, Maddie, you've you've been able to see a little bit of that.

SPEAKER_02 40:20

Most most definitely. I think, you know, um Maddie, this is something for us to talk to as well. You know, we were one of the early adopters of the Blackbird. So, you know, it was one of the first machines. And of course, you know, it ran, you know, we worked it for a while, but we ran into some real challenges in the beginning of 2025 with it. So tell me a little bit about kind of what happened and and but more so how it got resolved, right? Because I think, you know, well, I'll let you talk about it because the story speaks for itself.

SPEAKER_00 40:48

Well, I mean, on our on our first Blackbird, we rolled over a million joints on that before we ran into well over a million joints on the first one and a half Blackbird. Um, but we started running into a problem. I talked to East Coast Brandon a lot over at Roll Pros, very helpful. Um, we started running into a problem that was very hard to diagnose and it was hard to find. Um, but every day, you know, I have an email chain going with them. They would walk me through things, um, have me test things remotely for them, which we do anyways. If if you have a question, you can reach out to RollPros. If it's about your quality of role, if it's about what the machine is doing, if it's something you haven't seen before, you can always submit a ticket and reach out to RollPros. You get a good response. Um, and they'll actually stick with you, they work with you. Um, because sometimes it might be your material. Sometimes there is something going on with the machine that you can't see. Um, but we definitely we ran into a big snag uh that they could not help us remotely. So Brandon actually came up here and stayed with me for a week when and we went through one thing after another. Right down the line, we replaced computers, wiring harnesses, um, did reflashes from the factory, you know, with those new computers that we installed. By the end of the week, five solid days of me and Brandon just working on the machine trying to get it right. It it became clear that it it probably needed more attention than what we could fix out here in the field. Um long story short, RollPros in the midst of this uh sent us a giant box with a brand new RolePro and a 2.0. Um, we switched it out for our one and a half. Um had paid for some mild upgrades there. And right now we are still operating on the 2.0. Returned our one and a half, they took it back. Um I have not been updated. I'm not sure if you guys had a resolve on that, but now that we have the 2.0, um we're back up and running. But it was it was we were put into a position where we didn't know role pros was sent somebody right up here to help us, and then ultimately, I mean, it does sound extreme, but it's a major part of our business. We sent that machine back and we got another one and we were back up and running.

SPEAKER_01 43:20

That's good to hear. I mean, not good to hear that it went down in the first place, but good to hear that our response was was adequate, and yeah, Brandon's awesome. Yeah, I mean, he's a good thing.

SPEAKER_00 43:30

I'm also like I'm a I'm a firm believer because I have a mechanical background, is anything man-made that can happen. Anything man-made, put together, multiple components, electrical systems, sensors, anything that's like that at any point in time, you know, it can malfunction. Someone don't have to escalate to that point. Um, but I felt, you know, I felt like RollPros had my back the whole time.

SPEAKER_02 43:58

Yeah, it would most definitely. I mean look, I've dealt with had to deal with situations like this in my lifetime and sometimes they don't resolve well. Um this resolved very well. Obviously the Blackbird being down, I'm not making pre-rolls. That's a problem, right? Now we were fortunate that we had a lot of pre-rolls. We happened to happen to time out that we had a lot of pre-rolls in inventory. So because that was back that was basically when Maddie was making $150,000 a month, and you know, we couldn't sell them all then. So we got a little lucky there, but I think the response from Roll Pros was really more than I could expect, and you know, better than what I generally get, you know, carding the machine up, sending it out of here, sending us a machine that we keep temporarily while you fix the machine. But then ultimately we ended up keeping the machine because that was the smartest decision. We all just said at the end of the day, this machine's never leaving here, and this is our new machine, right, Maddie?

SPEAKER_00 44:56

I I thought it. I didn't say it.

SPEAKER_01 44:58

Did you guys name it?

SPEAKER_00 45:00

Its name is Dory right now.

SPEAKER_01 45:02

Dory, I love it.

SPEAKER_00 45:03

We gotta operate it with all the doors on.

SPEAKER_02 45:06

So right. All right, because we got our friends that came and visited us. Yeah. Um but um, you know, and and you know, at the end of the day, you know, and we we as a result, we ended up with some more capabilities. And, you know, one of the things, Maddie, that I want to talk to you about was some of the challenges that we had with the first version and how these things have been improved with the current model that we're running now, not only in terms of the quality, but also the consistency and the error rates.

SPEAKER_00 45:33

Honestly, well, they they really worked out that you know, when we used the one and a half, the material would travel down one tray, you would roll two joints with one feed the entire time. And it it required the operator to be very meticulous, and you would have to constantly when you know, in the midst of rolling, you're taking your joints, you're weighing each side, because essentially you need one solid, large, equally balanced line of material. Um and it it did take some skill. But now that we have the upgrade, they decided to have a two-tray system. And instead of one scale, we have two scales. So these two-trays feed down, they shake into their own scales, and then it's dropped into each side. So the challenge that some of the operators that I've trained, or even myself, just having the balancing of the sides, you know, it was critical. You could have 0.9 on one side and one gram on the other side. It constantly sent you to make more adjustments than what is really needed. Now that we have the two-tray system, pretty much weighing is dialed in. Um, and that came on the upgraded Blackbird. So it separates the two, keeps them separate. You know you have a gram on this side, you know you have a gram on that side every time. So it really removes a lot of thinking, a lot of adjustments. And then if your joints aren't coming out the way that you want them to, you don't even have to worry about the feed. It completely eliminates part of like your original diagnosis, basically. Um, the other upgrade that the 2.0 blackbird came with is the original one, you would roll one big joint feed through, and a razor blade would cut it in half. Um, which it would lead to it was pretty good. It worked for what it was, but it would cause little rips and tears and rips and tears. Um, and we had sticky material. So, like some strains we would roll, you know, you'd have a perfect joint, but it was torn at the end, and you can't give it to a customer. So as nice as it was, you're not selling that. Um, so we're taking it out of the mix. They've come up with a rotary blade at this point, it's a circular rotary blade that rolls around the joint. So it cuts it and it spins. And I haven't seen a ripped piece of paper, a ripped end, since that it's come here. As long as you keep it as long, but it was a major point of like it's hard, you know. It's like I rolled all these perfect joints, but it's like you can't sell, it's got a big chip taken out of it. And um, you know, we went through, we were changing like we're getting crazy. We're doing like eight razor blades a day just to like keep our pre-roll quality the same. But there's a blade.

SPEAKER_02 48:31

Well, this is big money. This is extra, you know. This is talking about getting six percent more pre-rolls out of my same material. So this is big money. It's really important to manage that, not waste the material. And we talk about the cutting, right? Everyone that has a slight tear cannot be sold. It just and it has to be unrolled and put back into the mix. And all this costs us money. So, really, the additional upgrades that we've had have really turned into helping us lower our cost of production. Um, I think we might have lost Maddie for a minute. She might be back, but um but um there you are, and we got video back too. So um, so we're we're gonna wrap up here for a minute, but I wanted to ask one more question real quick, Jonathan. Um what do you guys see on the roadmap in the future for Role Pros in terms of tech or new product capabilities?

SPEAKER_01 49:22

Yeah, sure. Well, we've got we've got we've always got a few things cooking. Um one that we expect to see in the next, I don't know, three to six months is the tipper. So the the banding mechanism um on the XXL that that wraps, you know, it's basically like a sar cigar band kind of thing, wraps that around. Um very cool, looks really premium, and it's like it's an extra place to put to to brand that joint, make it look visually different. Um so something similar will be available to um Blackbird users as well. I can't give you specifics, I can't give you the exact date, um, but uh, but we we're we're just about there in terms of um making it work. We're we're kind of in testing phase now. Um and for some people, they're not interested, they don't need it, works exactly they're getting exactly what they want now. Um, but for other folks that uh that that sort of want that extra, you know, extra piece, that extra look, that extra opportunity on it, um, that this could be something that's that's gonna be really cool and kind of help elevate the up the appearance to something that you know looks looks, in my opinion, it looks a little bit more premium, a little bit more high-end when you have the wrap on the outside and can, you know, put some really cool looking design on it.

SPEAKER_02 50:45

That's some I didn't know you guys were working on that. Um I'm glad you're gonna.

SPEAKER_01 50:48

Yeah, I don't even know if I should have said that.

SPEAKER_02 50:53

Um and so we we actually reached out to a cigar packaging equipment manufacturer to ban our funerals, and they told us they wouldn't work with us because we were cannabis, by the way. Um ever heard, by the way, given it's a cigar company, right? I mean, cannabis kills less people than tobacco, that's for sure. Um but um but we've actually been looking at that um because I think having, you know, we we you know, it's not a big additional cost, and you know, it it adds to the experience, it drives the brand, you know, it looks really sharp. I've seen other companies that do that. One of our vendors that we work with, they don't use your machine, they stuff their cigarette. They're they're they're straight roll, but they're not rolled, they're stuffed. Big distinction, no question. They're definitely not rolled, and they have a band, they put the band on it though, man. It looks really nice. Um so and we know we played with colored crutches and mellow branded crutches, and you know, I think there's a lot of opportunity there to not only drive the brand but make it a more elevated experience. You know, um, you know, some of our customers just want the least expensive item, period. And that's fine. You know, we sell products that, you know, run the gamut from you know value to premium or even super expensive items. Um, but I think one of the things that automation and and equipment does is drive down the cost for the consumer ultimately. And so I think, you know, I started in cannabis, you know, legal cannabis 10 years ago in Colorado, and we did exactly what you said, Jonathan. We took the extra stuff and we put it on a future or a cone, you know, banger machine, and we banged out a bunch of cones and we sold those, right? And and they were actually, I think, shake and trim. And and we joke about it. We had grape flour, and our shake and trim was really high potency, but uh you it would choke you out, you know. It would choke you out. Yeah, you could feel in the back of your throat when you shake and trim for sure. You got high, and you got high fast. Um, but I think it's really changed, and and really being in a position like we are with your equipment to consistently produce the high quality pre-rolls that we do. I mean, you know, I I I smoke some pre-rolls here and there, but I'm more of an old school just I have my pipe. But, you know, we generally tell everybody take the pre-rolls home, open them up, and smoke them in your pot. That's the test. And if the flour that you take out of your pre-roll is smokable in your bong, that's when you know you've got a high quality pre-roll. And that's what Maddie and her team produces all the time. So um we're gonna end the podcast here. I've gone a little longer than I wanted to. I'm sure that Maddie's um Shane is gonna be yelling at me here shortly. But um before I do, um, I want to give Maddie you a chance to just kind of comment on anything you'd like to comment real quick, and then I'll turn it over to you, Jonathan, to mention role pros and anything else like that.

SPEAKER_00 53:51

I mean, well, thank you for having me here. Um, this was fun. I love the pre-rolls that I make. I love making pre-rolls with the Blackbird, and I love teaching people how to do it too. So it's it's it's a job, but it's super fun for me. I like being here. I like working with all of these things, and I like being in cannabis. So um, no, it's just super cool industry. It changes all the time, which is good for somebody like me, get a lot of energy. Um, and you know, just being like a girl in cannabis, being queer in cannabis. This is a very like open, accepting place. You can really see what people are good at because it's not like we all come from previous cannabis jobs. A lot of people, you know, I hire, you never know what they're gonna be good at. One of the my best operators on the role pro right now was in a kitchen before. And it's like when you see when you bring them in here and you can see like what people are capable of doing, it's really cool. So I love my job here, and I'm really thankful um that I got tasked with trying to learn how to make the role pro go because I crushed it and I had a lot of fun.

SPEAKER_02 54:58

You definitely crushed it, there's no doubt about it. And um and I'm actually super excited this week that Shane is giving you some additional tasks and responsibilities, and you know, because we've got some folks out on holiday and it's a great opportunity to drive more because I think that not only do we love and appreciate everything that you've given to us, but we know there's more, and I want to take advantage of that. I want to drive that and develop that. So um much more great things to come here for us, Maddie. Um, Jonathan, um, what what would you like to wrap up with, if anything?

SPEAKER_01 55:32

Yeah, oh I'll just I'll just describe really quickly a story. Um this was NECAN a couple of years ago, and as you guys know, trade shows, they're exhausting, you're on all the time. And when the day is over, that's the perfect time for me to just take a few moments to yourself, smoke a joint and whatnot. And so after Nikan a few years ago, I was exhausted. I needed to like not talk to anybody for just a little bit. Um, and that was when I got that Lem brulee joint from you guys that I was describing earlier. And I went outside the sort of convention center. Um, I'm not a religious guy, but the the Christian science church, they have their mother church building right there. And it's the architecture, the windows, it's beautiful, all lit up at night. And I just had this transcendent moment, just sitting by myself, enjoying a really great joint, taking in all the scenery. And, you know, you guys were a part of that. Um, and and that's kind of what we're we're hoping to do too. We want to be able to sort of create, help create these special moments out there for for anybody that wants to experience things that way. So um our customers win, we win, and and you know, we're hoping to just continue to do more of that with with you guys and with everybody else out there that uh you know wants to take things to the next level with the Blackbird.

SPEAKER_02 56:56

That's that's a great that's a great story. Um yeah, you know, um I actually used to be the CEO of a direct competitor of Mellow prior to coming to Mellow. So I knew Mellow well. And when the opportunity to join the Mellow team came, I was like, really? I can join the Mellow team. Um you know, um I really think that you know the Mellow business is is a is a great business. We've got a lot of great people. We've gone through a big turnaround, a changeover over the past year and a half, becoming a very financially disciplined and fiscally managed company, um, which I think is critical for success in the industry going forward and success right now. Um, but we've had tremendous success with the Roll Pro Blackbird and the products that we produce. They are some of the best pre-rolls in the market. I'm sure somebody might make a better one than we do, but maybe not. Um I'll put them up to test against anybody. As you heard in the beginning, you know, Arlene Brulee won highest potency pre-roll. We won a pre-roll award last year as well. I think we took third place for a pre-roll for another one of our Ro uh pre-rolls. But I think the the winning of the THC is an interesting one. And how does that all translate, right? Well, it goes to process and not necessarily to the input or output. And uh when you make a cone, when you make those products, when you dry things out, when you deplete the cannabinoids and hurt the terpene profile, it affects the potency of the pre-roll. And so, you know, the fact that we're running this process with you guys and everything is whole flour, super fresh, held to the same moisture level, never beaten up, right? Always great condition product. I think that translates into the end product having the potency that you'd expect when you grew it. Whereas a lot of times you put it together, you grow it, it gets into the product, and by the time it's the consumer shelf, that test result that you got means nothing. And so I'm very proud of that fact because I'm very proud that our pre-roll testing is as high. We don't have the highest testing flour, guys. You all know that we have high testing flour, but we, you know, we're we're people have much higher testing flour than we do. But I think ours stands the test when it gets to the shelf, and the consumers really enjoy it. And that's a combination of what we do and the equipment that we use from the Roll Pros folks. So with that, I'm going to wrap up today. I thank you both. This was wonderful. I think our listeners will really appreciate it, especially some of the technical things that you got into Manny about the differences and how this is made, because I don't think a lot of folks really truly understand it. And the rolling is all the difference. Um, it's just critical. And if it's not great conditioned flour, you can't roll it. So it's got built-in QC, which is always something that I like. Um, but yeah, like I said, this was great. Don't forget to subscribe and like to the blumpboardroom.com. Follow me on LinkedIn, rollprose.com, mellowcannabis.com. You know where to find us. I'll be back in a couple of weeks with another episode after this one. Thanks, everybody. Jonathan, Maddie, thank you so much. You were awesome. Have a great afternoon and a great weekend. Yes, thank you so much. Good talking to you guys. Bye now. Bye bye.