Interview with CEO of Cannabis-Infused Beverage Maker, Mirth Provisions

adam stites mirth provisions

Adam Stites knew he had to be involved in the Cannabis Industry. After talking with friends and selling his last business he dove in creating Mirth Provisions. Mirth Provisions based in Washington State makes infused beverages and a sublingual spray.

Key Takeaways:
[1:31] – Adam’s background and opening of Mirth Provisions
[6:40] – Picking cannabis-infused beverages as the main offering
[8:24] – Adam talks about the Washington cannabis market
[10:28] – Mirth Provision product descriptions
[12:47] – Adam talks about where product ideas come from
[15:33] – Adam talks about how data is used
[16:34] – Adam compares and contrasts the Washington and Oregon Markets
[21:18] – Keeping an infused beverage shelf stable
[24:39] – Innovation in in-store marketing using refrigerators
[28:19] – What do you need to get into the market
[29:29] – Pricing of Mirth’s products
[33:19] – Adam talks about the infused product market in five years
[34:45] – Adam answers some personal development questions
[41:00] – Contact details for Mirth Provisions

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Click Here to Read Full Transcript

While flower continues to be the hottest cannabis item in Washington State, the infused products business is also getting traction. Here to tell us about how his company is thriving in Washington is Adam Stites, Co-Founder of Mirth Provisions. Adam, welcome to CannaInsider.

Adam: Hey, thanks Matt.

Matthew: Adam, give us a sense of geography. Where are you in the world today?

Adam: Sure. So, we’re actively executing a national brand expansion. We’re currently in Washington State. That was the first state that we started in, kind of proof of concept. We then expanded to Oregon and Arizona last year with our Drift Sublingual Spray, and we’re launching in California in July, which I’m proud to announce. We just signed that deal last week.

Matthew: Oh great. And how about where are you sitting exactly today? Are you in Seattle? Where are you?

Adam: I am sitting at our new Portland, Oregon facility. So maybe 45 minutes south of our Washington operation.

Matthew: Okay, great. And before we jump into everything that Mirth Provisions is doing in the Washington market and elsewhere, let’s hear some of your background and history and how you came to start this business.

Adam: Sure. So it really started in November 2012. I was with a group of friends in Austin, Texas. We happened to be watching the election results come in, and saw Initiative 502, which was the initiative to legalize marijuana in Washington State, come on TV. We started to see the returns even from the eastern part of the state that typically votes a little more conservative, and we said man this thing is going to carry. I mean they hadn’t even counted all the votes in King County, which historically has been very supportive of cannabis.

My mind just started racing, and there were some friends and maybe a few alcoholic beverages, and we started to say hey, what’s the opportunity here and when is the last time we had a $10 billion informal industry with no real brands, and what if we could do something in here that was truly different and better and to build a brand. That was kind of the genesis of the idea. When I got home to Portland I met up with two friends who had an agency here in town, (2.42 unclear), Andy and Peter, and I said, hey guys I’ve got this crazy idea. What do you think about this? We met at a coffee shop outside of their office. They were not totally comfortable discussing it in front of their team, but we kicked it off together.

We started with our own theories of what we wanted to produce in products. They helped us really introduce a quantitative and qualitative research to the market and what we thought what products would really be best. As a result of that, we arrived on beverages, kind of the intersection of where consumer desire was and where the market hadn’t adequately produced products of the quality that we thought folks would want. So, as a result of that, we decided to enter the beverage business and using some other contacts and friends that I knew was connected with a gentleman who was a former head of operations at Tazo Teas here in Portland. So, he had one Tazo’s formulation work, and then after Tazo was acquired by Starbucks, he also went on to do formulation work for Starbucks up in Seattle.

So, specifically if you’ve ever had some of Starbuck’s flavored teas, you’ve tasted some of Michael’s work. So, he was really a formative part of the initial product formulation and in getting our manufacturing plants set up. So that was the genesis.

Matthew: Okay. And how about your personal background and work career?

Adam: Yeah, by the way, I love this question because people that you run into in the industry it’s such a wide variety because really no one, unless you are growing in the medical space prior, came from the industry. So, it’s such a wide variety of backgrounds. I think I fit that mold a little bit. So, my background was in ecommerce. I founded a paintball equipment ecommerce site that we grew to become the largest retailer of paintball equipment on the internet.

Matthew: Nice.

Adam: Then we grew the business through other acquisitions, especially nichey, commerce companies, grew the business to about $10 million in revenue. And ended up selling the business in November of 2015. So, that was really my background, B2C, consumer marketing fulfillment. Yeah.

Matthew: Are you pretty skilled at paintball strategy?

Adam: Not as much as I once was. Really when I was active in the business the guys who were active always tried to get me to come out with them so that they could use me for target practice pretty much. They were a lot better than I was.

Matthew: Yeah, I’ve heard that story where some friends go out. Yeah, we went paintball and there’s one or two dudes out there that are like Rambo, and they just light everybody up and you’re done. Is that your experience? Were they using your equipment?

Adam: The sales staff had a background as tournament players, and they were quite good. I started much earlier and was much more modest in my abilities.

Matthew: It’s funny that you got into the beverage part of things, because when I moved to Boulder that was one of the first things that really sparked my interest is I saw some people around five or six in the afternoon or evening and instead of having a beer or wine, they busted out a cannabis infused beverage. And I thought wow, this is really crazy. Not only is this market segment going to really be popular, but it’s also cannibalizing alcohol, which is just a major, major seismic shift, and I couldn’t believe it. So, I think you picked the right pasture and that’s important.

Adam: You’re absolutely right. We’ve been seeing a lot of data recently come across talking about how industry analysts for the spirits industry are already starting to factor cannabis consumption into their forward projection. So, I think that says a lot, particularly when we’re seeing states that are collecting more tax revenue from cannabis than they are from alcohol. So, originally while Andy and Peter helped to refine the process and thinking about what consumers wanted, I’m glad we landed on beverage.

Initially the genesis of beverage was really my first experimentation. I was coming back from a cycling trip in central Washington. I was driving my 1983 Volkswagen Westfalia across the Cascade Pass, and if you’ve ever been in a Westie, you know those don’t exactly set land speed records. So, I had a lot of time to think, and on that drive started really thinking about the concept of a coffee product and infusing a coffee. So, as soon as I came home I grabbed my French Press, brewed up a pot, infused some cannabis that I had into a thick crème sort of base, and that was the genesis, kind of the first product. And suffice to say, when you can’t really lab test what you’re working with that initial brew was a little bit stronger than I anticipated. So, I went for a little bit of a nap that day, but it was the beginning of the concept.

Matthew: Where are we right in the Washington market holistically, if you’re looking at a 5,000 foot level?

Adam: So, at a high level we’re seeing tremendous growth in Washington. So according to BDS, and the last data we had was January 2017, sales were up 71 percent over January 2016. We’re happy to see that beverage sales were up over that, up 91 percent year-over-year. So we’re outpacing overall market growth, and I think what’s driving that Matt is people’s continuing… our expectations and our perceptions with regard to cannabis are maturing. So, two years ago when you walked in to a retailer or a dispensary you’d expect to see flower, and consumers came there to buy flower and now they’re seeing a variety of addition new novel products. They’re seeing how they can integrate this into their life.

Folks like me, my background, I was a marathon runner, a triathlete. I don’t necessarily want to smoke or vaporize cannabis. It’s just not my preferred method to enjoy the plant. So I think a lot of other folks are saying hey, I’m not going to buy a joint. I’m certainly not going to dab, but would I try an edible? Would I try a beverage? Would I try a sublingual spray that’s discreet and I can take anywhere. So, I think as people are willing to try these products, they’re saying hey this is for me. I like this and I can control the potency or my experience and that’s why I think we’re starting to see in these more niche categories, greater growth.

Matthew: Have you considered an infused paintball where you can medicate your friends and family from afar?

Adam: Whether they like it or not. I love it. I think there’s an opportunity here. We should talk.

Matthew: So, if someone’s just hearing about legal and Drift for the first time, your products, how do you introduce those? How do you summarize what they taste like, what the experience is like, what they do for you?

Adam: Sure, absolutely. So we’ll start with Legal. Legal is our line of beverages, and they’re an all natural, phenotype-specific beverage where we pair specific strain blends with natural terpenes found in fruit to create a consistent effect. So, that means whether you’re in Seattle or Scottsdale, you’re going to have the same effect of the product, because again we have a blended set of strains, which results in a certain ratio of cannabinoids in concert with the natural terpenes that we were very deliberate in the fruit that we use. Lemonine, Lemon, ginger. It’s a very calming, relaxing terpene in concert with the strain blends that we use, which are more of an (11.13 unclear), a little bit more of a heavy decarboxylation step up the CBN.

So, with all of our products we kind of began with the end in mind. What is the effect that we’re trying to achieve and how can we use natural products to achieve that effect. So, shifting over to Drift. Drift is our sublingual spray. It’s the ease of a vape pen without the smoke. It’s fast acting. You spray it underneath your tongue, and our patented formula allows you to feel the effect in just a few minutes. It’s precise. We actually ended up spending about five figures on the atomizer that it met the requirements of a volume measuring device set by the State of Washington. And what that means is each spray is 106 milligrams, so you can precisely dose yourself. There’s no guesswork involved and it’s discrete. You can take it anywhere. And the only thing that people know is that your breath tastes amazing and you probably have a little bit of a smile on your face in a couple of minutes.

Matthew: Right. I can see where you would really want that diffuser or atomizer to be precise because if you get that wrong it could be a different night than you expected.

Adam: True.

Matthew: So, how do you create products? Is it a whiteboard situation? You talked a little bit about how in Austin with your friends you were thinking about it, creating Mirth and so forth, but how do you actually arrive at something like Drift? Was there a light bulb moment, were you kind of riffing with people you know in the industry or how does that happen?

Adam: Here’s what’s kind of unique situation. I woke up one Saturday morning at my girlfriend’s house and I said we need to go to the brewing supply store, Whole Foods and a lab supply store. It kind of came to me one morning an idea to take an ethanol extracted cannabis, which was an aqueous solution. So it was suspended in an ethanol, and then be able to make a sprayable version of that. So, that was kind of the first generation of Drift that was just a random thought one morning. So, I think it’s part that random inspiration. It’s part I love going out in the field with our sales team and just visiting retailers and dispensaries.

I shut up and I let our team explain the product and it’s great to listen to our retailers and our dispensary partners. We’ve come to be very close with a lot of these retailers and they’ll tell us straight what they’re seeing in the market, what’s working. So that’s another element. Again we’ve gotten pretty sharp at using quantitative and qualitative research to give us additional feedback. We do Voice of Customer sessions on new products with folks to get feedback. So, also attend the cannabis shows, attend natural food shows. Just really exposing yourself to the broader market. I think that’s kind of the data end.

What bounds all of this thinking is really our desire to do something that’s different and better. We don’t want to be the me too guys. We don’t want to log into BDS or another analytics tool and say hey, what’s trending. Chocolate bars, we’re going to give them the chocolate bars. We just philosophically, we don’t see that we could add a lot. If we don’t see that we can add a lot of value in a specific area or with a specific product, we’ll typically stick out of it, unless we can say we can be the absolute best in the world with this product segment. Maybe we’ll look for something else.

Matthew: Okay. Interesting. You mentioned BDS and there’s some other market data companies out there that kind of aggregate the dispensary data, what’s selling and can give you some insights there. You mentioned, hey, chocolate bars are selling, we shouldn’t make chocolate bars, but a lot of people are saying hey we should or we should make gummies. Do you think there’s kind of a self-fulfilling prophecy in some of the data out there because people all kind of herd around these notions of what’s selling and then maybe they’ll say well I’ll just make a glow in the dark gummy. That will be my unique selling proposition and I’ll just get a sliver of this market? What are your thoughts around that?

Adam: You hit the nail on the head. It is you’ve got everybody who I think there is a tendency to skate to the puck, and we want to skate to where the puck is going to be. Philosophically we don’t think that the world needs yet another, as you mentioned, glow in the dark gummy worm. What we need is to say where’s the gap in the market? What is the use case for this product? How are people actually using it? Is it, hey, I’m off work, I just want to relax. Hey, I’m out with my friends and I don’t like alcohol. I want an alcohol alternative. How is it being used and how can we do something that’s really great. Our test is, is this something that we’d be proud to share with our friends and our family, from the ingredients, to the taste, to the effect. And if we don’t feel good about that, we have no business making it. So, I think if you create great product that you’re really proud of, the rest of the business has a tendency to take care of itself.

Matthew: Now when you look at the Washington and Oregon markets, how do you compare and contrast them in your mind?

Adam: So, we’ve been spending a good amount of time in Colorado and we’ve had substantive with a couple of potential partners in that state and also in Nevada. We’re looking for partners in various states to support. But I’d say that Washington is very similar to Colorado in the respect that it’s more established market. For the most part the regulators aren’t constantly changing the rules. And the kinks for the most part are worked out and that produces a more stable environment from a revenue standpoint. I think Oregon is a bit of a constantly changing regulatory environment.

There may be what, two years, behind Washington in having an adult use market. I hate to say that they’re an example of a bad regulatory environment, but if you have five months of revenue decline in a state, I mean, Oregon has not recovered from the revenue highs that it saw in the summer of 2016. I think that speaks to if regulators get too aggressive or they’re not mindful of what the effects are. This has started to affect tax revenue in the state. I suspect, and we’re seeing this as well, that the kinks are getting worked out, but Oregon is certainly a new environment and one where the constant change in regulations has produced an environment that sales have not come back to levels that we seen in 2016 and that’s especially stark when you contrast that with the sales growth that we seen in Washington and in Colorado.

Matthew: Yeah. It’s an amazing thing when the revenue is kind of their measuring stick. They’ll probably respond somewhat quickly when they see it’s going down. At least I’m thinking they will, because there’s no regulators or state politicians that really like to see that happen if they can avoid it.

Adam: And I suspect it will get figured out. Certainly the regulators are doing their job to make sure that we have a safe environment, which meets the requirements of the Cole Memo, which of course is a moving target right now with the Trump Administration and Jeff Sessions. We’re not sure what that’s going to look like in a few months. Hopefully we’ll have some greater clarity on that, but they’re doing their best to create a system that is a safe place for all of us to operate in, consumers and folks in the market and the industry. And I suspect they’ll have it solved within the next few months. We’re seeing stability start to appear back in the Oregon edible market.

Matthew: I have a theory that Trump is not going to be as bad as we’ve all feared for the cannabis industry because I think he looks at his presidency kind of like the ratings of the show the Apprentice, like his presidency is a show and he has to keep ratings up. It’s not popular among viewers to do anything nasty to this rising cannabis movement, especially when states have already voted with ballot measures. So I think there will be a moderation there. At least that’s my theory. I could be wrong on that, but I think he wants good ratings. So, we’ll see what happens. Go ahead. You have a comment there?

Adam: No, I hope you’re right. I agree if you play out all the pieces on the chess board, it doesn’t seem to be in the administration’s best interest to step in and go contrary to the will of, I guess now, 30 states and the District of Columbia, contrary to the will of those voters. Whatever they’d be prohibiting, what does that essentially look like? Do they want to create an environment where there’s not product safety? Do they want to create an environment where they’re taking tax revenue away from schools and firefighters and police and channel that money to essentially a failed state at our southern border? I don’t think the alternatives are good at all. So, I tend to agree with you Matt.

Matthew: I want to pivot back to your beverage Legal because I don’t often get an opportunity to talk with someone that’s making an infused beverage, and I want to kind of understand the nuances around that. How do you make a beverage shelf stable? I mean it’s important in an edible, but in a drink it seems even more complex to get the homogenous and shelf stable and all the different things that go in around it. Has that been a learning curve for you and what’s that been like?

Adam: Oh absolutely. I think it’s very easy to make a beverage, but it’s very difficult to make a good beverage. So, to give you an overview of our product, we have our Sparkling Pomegranate, that’s our sativa blend. We use the same three to five strains in that beverage. So, that’s an uplifting, euphoric, energetic sort of high. We have our Sparkling Rainier Cherry. It’s very much a focused, clear headed high. Our Lemon Ginger is the indica blend, which people describe as a body buzz, kind of a smooth, freeing head high. Our Cranberry CBD is a one to one ratio of THC to CBD. Our newest product is our espresso mocha, which is a cold coffee. It uses a sativa dominant hybrid, very mild uplifting, focus, great Sunday morning kind of chilling out working on the crossword, around the house, put on some jazz, that sort of vibe on the product.

So, those are the five flavors, the five effects. Kind of going back to your question, how do you prepare those and how do you make those shelf stable, obviously like any natural product, there’s a pasteurization. You have to heat the product, but the tolerances when you’re working with a natural product like we are, when you’re working with coffees, when you’re working with fruits it’s very similar to cannabis. You have the volatiles, the terpenes on fruit that can flash off early if you’re not very careful in your pasteurization process. Because we’re not introducing benzoates or other heavy duty preservatives in the product, we have to maintain and extremely clean manufacturing environment. Just the tolerances for any air in the product is much lower when you’re dealing with a natural product.

Matthew: Okay. Then, we talked a little bit about terpenes, but how about preserving those in the beverage over time? Is there any special considerations around that or things you had to discover about the terpenes in a beverage?

Adam: Sure. So, we have terpenes from two sources in our beverages. The first is from the cannabis itself, and any time that you introduce heat to the extraction or the distillation of cannabis there’s an opportunity that you’ll flash off those terpenes because their flash point, the point that they turn into the gas, is much lower than the heat necessary distill the other cannabinoids. So, that also applies to the fruit source of the terpenes. So, when you’re doing a pasteurization or you’re warming the fruit, if you aren’t mindful of the temperatures, you can flash off the terpenes, which affects not only the flavor quality of the beverage but also the functional nature of those terpenes in concert with the cannabinoids.

Matthew: Now you’re doing some innovative things with in-store marketing with refrigerators. Can you tell us a little bit about that technology you’re using there?

Adam: Sure. So, for several years we’ve had a custom wrapped refrigerators/coolers in the store.
When you come into a dispensary or a retail store, you’re going to buy a beverage, you prefer to have it cold as opposed to ambient room temperature. So, that has been a dramatic lift for us in terms of sales. We see anywhere between five to ten times the sales of those retailers who store the product in one of our refrigerated coolers. But we’re also starting to develop technology around LCD fridges. It’s pretty amazing technology where we can have an animated front cover to the fridge that describes the product, describes the effects where we integrate a lot of the videos that you can see on our website for the consumer in the store so they can learn about the product.

We’re also starting to experiment with some even more cutting edge technology on our in-store displays and coolers. Cameras that can see the consumer, can determine the age and the gender of who is standing in front of the cooler and could dynamically shift the content based on who is standing in front of it. We can log that information in terms of who is standing in front of the cooler, the actions that were taken, whether the fridge was opened. So these fridges are almost like your smartphone where they’re connected via Wi-Fi or internet back to us where we’re aggregating this data. How many times was the fridge opened, looking at the potentials of sensors or pressure pads within the fridge to augment the data that we receive from a BDS or (26.20 unclear) .io to make sure there’s always a product on the shelf and to be able to react to quicker to out of stocks, as well as just understanding who is your customer.

That is a question that I can’t really answer. I can tell you what my anecdotal experience is, but with this sort of technology integrated in the fridge, I can tell you in any zip code what day of the week, who the consumers were and for how long they interacted with one of our coolers.

Matthew: Wow, that’s amazing. I’m so glad my home refrigerator doesn’t market to me as I pass by with Drum Sticks and chocolate cake. I’d roll away down the street if that happened. Okay, wow, that is really cool. That’s amazing. So do you take that data to dispensaries that don’t have a cooler and say, hey look what can happen if we put a cooler in here?

Adam: Absolutely we do with our base coolers. The cool thing is when you’re in 400 stores you can do trials of different sorts of point of sale, and with the access to real-time data that we have with some of the analytics providers, can very quickly ascertain the effect of any change in point of sale. And once we have a demonstrated proof of concept we can scale that out across the network of stores that we sell in.

Matthew: Do you think it’s prohibitively difficult for new small entrants to get into the infused products business if they don’t have capital or haven’t raised capital, I mean? You’re a smart guy with a background in a lot of different skills in marketing. Can you really just come in with a good product and make a dent or has there got to be a lot of different skills brought to the table, besides capital; marketing, formulation, creating brand equity and so forth?

Adam: So, I think if you’re going to go into a highly competitive, developed, large segment of the market, you probably need to have capital. You need to have a team to the extent that you have a product that’s truly different and better, that makes it easier, but then you have another challenge, which is communicating to the market why it’s different and better, which is kind of the space that we fell into. People come to a dispensary, they expect to see flower or they expect to see a vape pen. The other products are kind of new to the consumer and then onerous is on us, as the brand owner and the manufacturer, to communicate the benefit, why it’s different and better.

So, really to the extent that you’re producing something that is different and better, I don’t think you have to rely so much on scale of operations and being the low cost producer and spending the most on marketing, than if you in a larger but more competitive product segment.

Matthew: Okay. Now, we haven’t gone over pricing. How much does Legal the drink and Drift the sublingual spray cost?

Adam: So, in Washington a 10mg Legal we price it to retail between $4 to $6 a bottle. So, we really want the brand to be accessible to consumers who haven’t tried it yet. We’ve seen in stores some of the data show a consistent growth in units per sale. So, we believe what’s driving that are consumers who are okay hey, I’ll try this. If I have a good experience, I’m going to come back and buy a few more. So, that’s our 10mg product. In Washington we sell up to 100mg product. In Oregon it goes up to 50mg product. So the price does increase as the potency does. Our Drift sublingual spray, I would say an average retail is between $30 to $40 in Washington State. That’s a 100mg product, 1.6mg per spray. And it comes in our Wind River Mint, which is our sativa, our Cinnamon Springs which is our hybrid, and our Lemon Chamomile, which is our indica blend.

Matthew: Those sound like great flavors, really do. How do you arrive at the cost a product should be and how do you position that with dispensaries then so everybody is making money and everybody along the food chain is happy? Is that a difficult thing? You’re sourcing your materials and your inputs and you want to make a profit, you want the dispensary to make a profit, but you want the price point to be attractive to the end consumer. So, what are your thoughts around that?

Adam: Sure. So, we know we have to live within some bounds of reality in what a consumer will spend in a given market. So, we think our product is substantially different and better. Again, thinking about Legal, the fact that it’s all natural, the fact that it is phenotype strain specific, that we’re really deliberate in terms of the fruit that we use to create an experience. That’s a much different total experience than hey it’s X mg of THC with red dye #40 and root beer flavor.

So, we think that that product can command a premium price versus that theoretical root beer product. That being said, we can’t be so dramatically higher that the consumer says hey, I see the value, but I’m not willing to pay twice as much as an example. So, we kind of began, what is it, IKEA begins with the price and works backwards. So we recognize that there’s a range in pricing that we can be at. We have different products that are at different price points and we try to be in the competitive range of pricing but never the low price leader. We really try to differentiate as opposed to one price. We differentiate on our ingredients and ultimately on the effect and the experience that the customer has.

Matthew: Yeah, you know, it’s never a good idea to compete on price. It’s like a race to the bottom then because there always seems to be some market participant that says, well I’ll lose money for my first six months. It’s like their strategy to get in and there’s always those ankle biters that are going to do that. So if you compete on price, you may be competing with someone that’s willing to take a loss as part of their strategy and that stinks.

Adam: Yeah.

Matthew: High level question here. What do you think the market for an infused product is, specifically in the Pacific Northwest, I mean you’re expanding, but that’s where you’ve started? What do you think it will look like five years from now?

Adam: I think we’ll see the continued decline of flower. And I think you’re going to see people gravitate to specific brands. I think right now no one has their brand of product that’s their go-to brand in the same way that maybe there’s a certain vineyard that you really like or there’s a certain type of beer, that you know, I’m a (33.49 unclear) guy. I don’t think folks have self-identified to brands yet, but I think that’s going to happen in the next few years. And for us that’s really the opportunity where we like the opportunity for people to try our product and say hey, Legal is my go-to, I love that Cranberry CBD. So, I think what we’re going to see in a larger sense in the market is continued development of unique and novel products, and I think that’s a positive. I think to the extent that people get away from the only view of cannabis is rolling a joint. It removes some of the stigma and I think that’s a positive thing for our industry.

Matthew: Adam, I like to ask a few personal development questions to help listeners get to know you a bit. With that, is there a book that has had a big impact on your life or way of thinking that you would like to share?

Adam: Sure. So, probably what stands out the most is a book called Blue Ocean Strategy. And the idea behind Blue Ocean Strategy is you don’t compete in red oceans of blood, which are based on competition and at a lowest price. And it essentially says, create something that’s different and better, that doesn’t directly compete with anyone else in the market. And so philosophically I think that sits well with us, and we don’t think the world needs another me too product. The world needs creative people who are making products that are different and better.

Matthew: Right, if there’s a Coke and a Pepsi, be Dr. Pepper.

Adam: Sure or become (35.37 unclear).

Matthew: Yeah right, right. Good points. Is there a tool, web-based or physical, that you consider vital to your day-to-day productivity?

Adam: You know, I think probably going back to a book. I read this ten years ago and I still use the principles. It’s Getting Things Done, by David Allen. It’s very tactical, but I’m still using what I’ve learned in that book. Also a big fan of Sandbox for email management, reminders, follow-ups, that sort of thing. It could be a bear if it’s not managed.

Matthew: Yeah, so what does Sandbox do for you?

Adam: So, Sandbox essentially can keep track of emails that you’ve sent that people haven’t responded to. You can BCC a reminder and say Friday at and it will send you an email Friday morning asking you to follow-up on something. It will automatically sort your email into things that are not a priority. You can do a separate box. It doesn’t distract you with promotional emails. It will segment that and separate them.

Matthew: Very cool. And Getting Things Done, I read that book a few years ago and enjoyed it too. And the one thing I keep top of my mind is open loops where I don’t want to… open loops is this concept that there’s this background chatter of decisions we have to make like what’s for dinner. Do I have to get my oil changed next week? How about this or that? All these different things that we have to take some action on at some point and trying to close open loops so our mind has more bandwidth, because as much that doesn’t seem like those are important things, our mind is still kind of thinking about them in some way and there’s this churning going on. Is there anything else from Getting Things Done that you use day-to-day as your most important go-to tools?

Adam: Yeah and in the concept that you just described. I think it’s described as mind-like water in Getting Things Done, which is to the extent that you can take all these things that are floating around in your head and put them on a list. You pull them out of your head, which means your head is then available to be totally present and work on things that matter, as opposed to worrying about what you’ve forgotten. So, I agree there’s some general philosophy and that’s solid. Other elements that I like do it, drop it, delegate it. If you can do it in under two minutes, do it. Drop it, which is throw it away, don’t deal with it, or delegate it to someone else and ultimately defer it. So if it’s a project that you do have to do, calendaring it or tracking it somehow to make sure that it gets done. It’s a healthy way to deal with when you’re looking at a big inbox or a bunch of emails.

Matthew: So, then you use Sandbox to say email me about this in 30 days and then it’s out of your mind.

Adam: They number one way I use Sandbox, and this happens all the time, you’re working with someone on a project and they have a deliverable in a couple of days or next week. Hey Adam, I’ll get back to you on Thursday. So I’ll just CC that or BCC it to Friday at with a little not to myself, have I heard back from Robert, and if I haven’t, I ping him. I follow up. Everyone else on our team is using it. It gives the impression that we’re on the ball over here and I guess we are, but the software certainly does a lot of heavy lifting.

Matthew: Now you raised some capital at the ArcView Group. Can you tell us about your experience there?

Adam: Sure, yeah. So, at RT we oversubscribed in November 2016 and even after we raised the round, I went to the next few ArcViews just because the folks that you meet there and the connections you have and the relationships you build are so valuable. I really like the format. I like the folks who are involved, and it’s something that I’m going to continue to attend, even though we’re not actively raising a round right now. We are looking for partners in various states to have the exclusive on our product where they become our licensee or our specific bottler in that state. So it’s just been a great environment to meet with our current investors and then also speak to folks who are prospective licensees or partners in other states.

Matthew: Do you want to throw out which states you’re looking for partners?

Adam: Sure. Again any of those 30 states that have a legal adult use or recreational program are potential licensing partner plus the District of Colombia. I guess, I think D.C. is a little behind, but most notably right now Colorado, Nevada, Massachusetts, really any other state that has a current medical program in place.

Matthew: Okay. Before we close, can you tell listeners how they can find Mirth Provisions and pick up some products or find you online?

Adam: Sure, yeah,, and my RTH

Matthew: Awesome. Well Adam thanks so much for coming on the show today and educating us. We really appreciate it and good luck to you and with Provisions.

Adam: Hey, thanks a bunch Matt.