Edibles Maker Describes New Opportunities in California

kyle marshall

Kyle Marshall is the founder of Morsel Bakery in Oakland CA. Listen in as Kyle shares how he deals with the challenges and opportunities in California since adult use became legal on January 1st. Kyle talks about real estate challenges, incubators, building a brand and driving a truck full of trim. http://www.morselbakery.com/

Key Takeaways:
– Learning cannabis baking before finishing high school
– Discovering the affordable but high-potency niche for edibles
– Driving around a truck full of trim
– The challenges and opportunities in California

 

Read Full Transcript

When California legalized adult-use cannabis on January 1st, it presented an incredible opportunities and challenges for many people in the industry. Today, Kyle Marshall of Morsel Bakery is going to give us a snapshot of his life in the cannabis community in California creating edibles. Kyle, welcome to CannaInsider.

Kyle: Matt, thank you for having me.

Matthew: Give us a sense of geography where are you in the world today?

Kyle: We are located in the sunny Oakland, California.

Matthew: Good.

Kyle: Yes, yes, next to the water, beautiful Bay Area.

Matthew: You know, whenever I look at a seismology map which I do often that's the type of nerd I am, I noticed that Oakland is like bright red for earthquakes. Does that ever make you paranoid?

Kyle: You know, I mean that might be an implication or perhaps translated as an analogy for what's going on in the cannabis industry, you know, but no, not really. I think everybody here in California is a little numb to the possibility of an earthquake. So, it's one of the things we're willing to live with to live in beautiful California, so.

Matthew: Okay, good. And what is Morsel Bakery? What can you tell us about Morsel?

Kyle: Yeah. So, Morsel is we are infused products manufacturer based in the Bay Area and we specialized in affordable and potent infused products. So we've been, you know, growing with the industry for the past eight years and we're continuing to innovate and create tasty new products for people to get medicated with or I should say now to recreate with.

Matthew: Yeah. So usually, you don't hear affordable and high potency together. How did you arrive at that formula because I just don't hear that around?

Kyle: Yeah. So, as an infused product manufacturer, I think anybody in the industry, we all have to create what people want and that's at the end of the day what people demand is, you know, a good bang for their buck, yup.

Matthew: So you're like... are you like the Costco of a infused products that you're getting bulk size for cheap?

Kyle: I guess to an extent. You know, we like to make our own individual products affordable, and we like to say affordable but not cheap either. There's definitely a balance with providing a value but also retaining some value to your brand too, you know, that transcends the cost, yeah.

Matthew: Yeah. And how did you get started as an edibles maker? What's the background there?

Kyle: Yeah. You know, really not by choice. I think a lot of people in the industry can relate to, I didn't choose the cannabis industry, the cannabis industry chose me. You know, kind of in a way where it's the universe is incredible in the way that, you know, different things come together and I think it was really a right place right time. I was attending Humboldt State University in the year of 2009 and that was during the time that California was finally transitioning out of the black market into the gray market and now we're entering the new age and the new frontier of a full-on regulation. But really, you know, edibles ended up being really just the format in which I was best able to express myself.

You know, I wanted to, through what I did in my life, help changed the world and, you know, I think infused products really provide that platform for people. You know, there's a lot of creativity involved. I love to bake and I loved to consume cannabis, so that was, you know, a fantastic marriage right there.

Matthew: Okay, I like to express myself through quilting, Kyle, does that surprise you?

Kyle: That does, that does. I really wish I had the patients for, you know, a little bit more relaxing hobbies like that for sure.

Matthew: Yeah. I'd be happy to show you my Jedi quilting tricks if you're ever interested.

Kyle: Please.

Matthew: So tell us a little bit this here. Now, you went to Oaksterdam University, what's that and what can you tell us about your experience there?

Kyle: Yeah. Oaksterdam was really interesting. That was, you know, one of the new fresh things that really helped bring the industry into an age of mainstream recognition. Oaksterdam opened up in about 2007, 2008 and I... you know, kind of a testament to how passionate I was about cannabis kind of early on is I ended up graduating Oaksterdam before I graduated high school. And, you know, that was a...

Matthew: What? That's crazy.

Kyle: Yeah. It was a... you know, I'm one of those late high-schoolers that ended up turning 18 while they're a senior. And, yeah, I mean it's just, you know, I saw this as an opportunity to kind of get my feet wet. You know, check out the early networking and it was really great. It was productive to see what people were interested in the industry and, you know, it was fantastic. It's like it was like a family reunion where, you know, the family hasn't been together for quite a while but you really find that, you know, cannabis really unites all different kinds of people in walks of life, yeah.

Matthew: Yeah. Unless you're my family and everybody just get drunk and fights, so that really depends on what family you're from. I'm like... and they don't do that. Mom feels like... Okay.

Kyle: Yeah. That's what we're trying to change with cannabis, for sure.

Matthew: We'll exhaust you today Kyle, I've had a little bit more caffeine than I normally do, so...let me explain a few things.

Kyle: Oh, no. I'm double fisting coffee and Red Bull right now, so I'm trying to catch up.

Matthew: Oh, my gosh, wow.

Kyle: It's like that.

Matthew: Well, you know, on January 1st, Adult Use was passed, it went live in California. The whole landscape changed. What's that's been like? What's the transition been like?

Kyle: Yeah. You know, I think the landscape has been, you know, you could only see so far into the horizon. You know, we're all walking the same steps. You know, and I think a lot of people had kind of a preconception of, you know, what was then happened in January 1st and, you now, the process has been a lot more collaborative and required a lot more patience I think than a lot of people anticipated. You know, I mean we felt that, you kno,w come January 1st, you know, the regulations were gonna be relatively absolute that the decisions that the state were making, was making, were gonna be effective immediately.

And so really what happened with the landscape is, you know, we were kind of, you know, the entire industry was already kind of on even playing field in the context of regulation who allows what. But, you know, you mentioned seismology earlier and I think that plays into this. It's very much been shaking up. And, you know, especially in the first months of January, there were a lot of different interpretations on the state law. And so that being said, a lot of people, you know, lost their place in the market, a lot of dispensaries had their own interpretation of how to handle the law. So, you know, we're still very much in the active states of really figuring everything out together, so.

Matthew: Okay.

Kyle: Yeah.

Matthew: Yeah. And do you feel like more capital is flowing into the state and people are starting to get serious like, "Hey, it's go time now. The firing shot has been fired and people are off to the race and they're looking over their shoulder like, 'I need to put some distance between me and, you know, my competitors.'"

Kyle: Yeah. You know, I think that's one of the preconceptions that people had is that people were planning on or expecting big money to just jump into the game right away but, you know, one of the things that has limited investors in they're coming into the spaces, I mean we have, you know, properties were held up with loans, bank loans, you know, so there's a lot more obstacles than just, "Oh, hey, you know, California has it regulated." You know, there is big money coming in but, you know, you really see that in a very unique circumstances where they're utilizing, you know, a financial vehicle such as a Canadian public company or, you know, they have a public management company, or, you know, but still the industry is pretty... remain relatively grass roots. You know, there are a lot of people like myself, you know, that have been in the industry for quite a while and, you know, are looking to the investor community to kind of just expedite the growth of what we've established.

So, you know, it's investment, you know, doesn't necessarily dictate whether or not you're gonna be successful. There's quite a lot of, you know, capital coming in in the industry where even before January 1st there is a lot of capital coming in the industry and, you know, I mean really what reflects, you know, success in this industry is really I think, you know, whoever is operating that company with or without capital, you know, they're understanding what could be successful and what isn't in this industry.

Matthew: So, Kyle, let's talk about some of the challenges. You mentioned just briefly real estate but what has it been like trying to secure real estate for Morsel?

Kyle: Yeah. It's, you know... and I think there was about four or five years ago there is an article that came out with I believe one of the guys from Medicine Man and I think his quote really summarize it the best which is, "The Cannabis industry really is the real estate industry and people's growth and really people's ability to enter the market place is dictative of or dictated by the real-estate market and the real estate that they have." So, you know, I mean what we're really seeing here in the cannabis industry is, you know, we have a lot of people, a lot of participants, a lot of people who have been in the industry for a long time that are willing to comply with these new regulations, this new requirement of compliance and the ultimate obstacle is the real estate. And, you know, not only the real estate but also the limited amount of jurisdictions that are allowing manufacturing.

There are a number of jurisdictions that are licensing but very few of them are licensing manufacturing and furthermore, those that are licensing manufacturing in and of themselves have a very limited real estate market. So really what even the entire State of California which is the fifth largest economy in the world, you know, we're only looking at a handful of cities that are ultimately viable to operate out of. And, you know, when you're talking about a multibillion dollar industry with people that are very anxious to jump into it there's just a huge bottleneck.

And really, I think one of the biggest issues with real estate is that there is real estate out there and, you know, the biggest obstacle within real estate is the or are the property owners that you know are still from the Reagan era or, you know, from an era of prohibition or even if they've been... you know, have had that standpoint of a conservative view on cannabis, even some property owners have had a negative experience unfortunately with cannabis tenants in the past. So there is property, there are jurisdictions but I mean you stack all of those obstacles up and, you know, what we're left with is crumbs at the end of the day to find a place to operate.

Matthew: Yeah. In some ways I feel for the landlords because sometimes I'll walk past an industrial building in Colorado or some place and you can tell there's growing going on inside because it's just... it's the fragrance is so intense. And it's like they need some the industrial fans with filters on there. And even if you have those, you can minimize it, but you can't really get rid of it. And so what you have to do when a cannabis tenant moves out if they're cultivating, you probably have to... you have to do some more things to make it rent ready again. But it seems like there'd be...it seems like if you're a landlord there'd be an opportunity here to charge a premium to, you know, get cannabis tenants in there but it sounds like I'm wrong. What's happening with property values? Any spikes since January 1st or they're just maintaining, there already just nosebleed levels?

Kyle: Yeah. You know, again it comes down to who your landlord is or who your property owner is. You know, I mean if you're really lucky, you'll end up with a landlord that's understanding that will provide you a property with, you know, market rate. But finding that is like finding an affordable apartment in San Francisco. You know, it's extremely limited and I think, you know, the inevitability is whether you're in Oakland and you find a property with a higher than market value or you end up in another jurisdiction with a lower property value, I mean whichever way you cut the pie, you know, we're all operating on some kind of premium whether that'd be with the real estate or the fee and licensing process with the cities. So operating a cannabis industry is inherently and more expensive venture and that being said that much more challenging.

Matthew: Okay, let's talk about some opportunities. Once you surmount the challenges we talked about, what excites you the most about operating in this new environment?

Kyle: Yeah. I think, you know, I think the most exciting thing is that, you know, the industry is going through an incredible maturation process, you know, we've...especially the infused products industry. You know, there's been a lot of maturity in the flower, in the concentrate section I believe. But with, you know, with the edibles, you know, we've still been in the age of drip-on candies, you know, products that imitate a common snack food brands. I won't say any brand names or anything but, you know, I think that's the most exciting thing is that the playing field for regulation and for producing a product is a lot more even now. Obviously, you know, aside from the overhead cost which can vary widely, you know, that's the element of the playing field that is definitely uneven at least on the regulatory end and at least on a supply chain and pricing end. You know, I think the market is going to be driven more by the quality of the brands than they all are by the exclusivity of, you know, somebody happening to have, you know, the supply chain or the relationships at the end of the day.

So it's gonna be... you know, and I think too just to add on to that as I think, you know, we expected this maturation to happen a lot earlier on but I think it's, you know, I don't think we're gonna see the future of the market until perhaps the end of the year or early next year to see who's gonna be in the market and how that's gonna evolve, how it's going to evolve, sorry.

Matthew: No problem. How about cannabis incubators there in the Bay Area? Is there anything you can tell us about that?

Kyle: Yeah. We are, as I mentioned before, we are located in beautiful Oakland, California. And, you know, there's been a common theme of equity or equity incubation programs within Oakland especially. Oakland has been the poster child for equity incubation programs. I've been told that there's similar programs in San Francisco in Sacramento but I haven't explored the details of that, you know, in contrast to Oakland. But, you know, the equity program in Oakland has the best of intentions. You know, the people that voted in the equity program and I completely understand, you know, from the people who championed the equity program and the reasons for getting that past.

You know, obviously, as I mentioned before I mean there's a lot of exclusivity in this industry and I think it's fantastic, you know, that people have legislated, you know, a possibility for people who would be otherwise disadvantaged, you know, to have an entry or at least, you know, some kind of way to put their toe in the water with the industry. That being said, you know, equity is definitely a case-by-case basis. You know, with Oakland they...your equity partner has a lot like a marriage and it really depends on who you're with that dictates the quality of that relationship. You know, there's a lot of people that have qualified for the equity program that are leveraging licenses to do expensive asks especially early on when there actually was no incubation program and perhaps I'm getting a little too detailed here, but, you know, early on people were willing to give up over 50% of the equity of their company just to have a license, so, you know?

Matthew: Wow, that's a lot.

Kyle: Yeah. That was...and, you know, I mean there was definitely a lot of push back on the equity program and, you know, we've seen that hinder the growth in Oakland. But, you know, at the same time, I mean we have to be understanding of the flipside of the coin which is that this is very exclusive and, you know, I think it's been in the best interest of the local city government to champion the little guys, the small business owners. So, yeah, we've been very lucky ourselves to find a quality incubation partner, so it's been very exciting.

Matthew: You mentioned before that you think the future is brand-driven. Let's talk about that a little bit. What do you think... how do you go about creating a brand that will resonate with customers so that you stand out in this new competitive market place? I mean, to me it seems like there's just an abundance of cannabis in California. I know, people are buying it up like crazy but it's just like I feel like I'm in some sort of like Cheech & Chong wet dream when I'm out there. So it's like there's no shortage, so the reason people will buy one product over another is because they like the impact they get from it but a lot of times the story and the consistency. How do you look at a brand especially if someone that's created their own brand?

Kyle: Yeah. I mean, yeah, just like you said. There's plenty of options out there and I think at the end of the day it's understanding what your consumer wants, you know, your specific target consumer wants and also just having a quality consistent product through your good manufacturing practices and so on and so forth. I think the best way that the brand orientation can be summarized is that people buy brands, they don't buy products. And when you go to the... you know, when you're buying a candy bar, when you're buying a soda, when you're buying water, you know, at the end of the day, you know, what is your relationship with that brand? And I think, thankfully, in the edibles industry there's an element of creativity that allows you to express your brand and your product in a different way that could differentiate yourself from the competition as opposed to let's say flowers or vape cartridges especially. You know, I mean with vape cartridges, a lot of those producers are operating with the same technology, the same raw material, the same strains, the same everything top to bottom, you know, with producing that vape cartridge.

And I think the best way to draw a correlation there is that, you know, branding vape cartridges is a lot like branding water. Being that, you know, they're at the end of the day it's a water bottle. You know, your purchasing something to perform a function and, you know, it's more about the brand relationship than it is about the quality of the water because, well, all water is the same. And that's not to say that all vape cartridges are the same, I shouldn't say that. There's probably some people that are producing vape cartridges that are listening to this being like, "Oh, you know, I disagree with that."

But, you know, it's about that brand and how people feel and, you know, I think we live in an Instagram-oriented society. So people want to be seen with your brand. People want to relate to it. People want to embrace it. So I think that's...and I think we have yet to see the very tip of the iceberg with that in this industry.

Matthew: Okay. Now, you're obviously involved deeply in baking and making edibles, so your way of thinking about it is much...you've much more intimacy with day-to-day details of edibles. I was wondering if you could share a little bit about how you think about making butter. Can you tell us why you make butter and roll that feels as an edibles maker?

Kyle: Yeah. You mean butter specifically like the actual starting material of the butter and how that's changed?

Matthew: Yeah, and maybe start with why you pick something fat soluble like an oil, and butter, and so forth.

Kyle: Yeah. I mean from a consumption point of view the infusing cannabis into a fat delivery whether that'd be coconut oil, whether that'd be butter, whether that'd be vegetable oil, you know, at the end of the day infusing cannabinoids into a fat based where it could be soluble and where it could be delivered provides, you know... and again, this is just from, you know, a hands-on experience not necessarily quoting any, you know, scientific papers or anything but, you know, it provides the best delivery and really the most affordable and effective method of delivery.

You know, I think the industry is constantly evolving and there are a lot of people that are working with different homogenizers, you know, different things that they could put cannabinoids into to deliver. And, you know, us ourselves I mean we've spent a lot of time, energy, and money on exploring these different delivery methods. And, you know, as excited as I am, you know, about the cutting edge of the industry, at the end of the day I still come back to fat soluble or fat based, the delivery methods. Even with our drinks, you know, we focused on in oil or water emulsification as opposed to using unknown chemicals that deliver THC into your system.

So, you know, the delivery of cannabis has been very different over the years. You know, with producing butter we've...back in 2009, 2010 is where we're working with another edible company that I won't name the name too. That's, I'll say, very well-known for their high potency products in California.

Matthew: Okay.

Kyle: And yeah, I mean we started from that point and the technology is used still very widely which is a whole plant material cooked into butter with water and then pressed and distilled. So the, you know, the delivery method is constantly evolving over the years. So even within, you know, the context of making butter, you know, even that has evolved and changed over the years. You know, we started with green butter, we moved to concentrate infused butter and now we're finally at the point where we're utilizing a concentrated distillate oil which is now becoming the most common raw material for infused products, so, yeah.

Matthew: Maybe you can talk a little bit about the difference between green butter and concentrated distillate so people can get a sense.

Kyle: Yeah, definitely. Gosh, I'm trying to be clever here, I'm thinking of an analogy but I'll just go right to it. You know, the green butter is very green, has chlorophyll in it. So I mean the reason why we call it green butter is it's a whole plant extraction and the chlorophyll remains in that extraction process, and so you get a green color. But you get a green color and you get a cannabis flavor but you also get a fuller spectrum or really a total extraction of everything that's fat soluble in that plant material. So, you know, that was the very beginning of infused products, you know, kind of like how concentrate makers were doing... they were doing open plastic in their backyards, you know, I mean green butter is the glass tube and the butane can of the edibles industry.

And so now that we've graduated beyond that point, you know, the green butter was really by necessity. So, you know, we really didn't have... concentrates were not being produced in a large enough volume or a large enough quantity to provide a price point that was conducive to create, you know, an affordable product. So, you know, what myself and a lot of edible producers would do is we would drive them to the mountains, we would fill up a car or a U-Haul truck, literally packed full of trim.

Matthew: Wow.

Kyle: You know, I mean that's how all of us, you know, really got our start as driving on the highway with white knuckles and, you know, driving up to a metric ton of dried plant material and I mean obviously you can imagine the anxiety level that's associated with that. But...

Matthew: No wonder you're not worried about earthquakes.

Kyle: Yeah.

Matthew: You've got bigger paranoias to deal with.

Kyle: Absolutely, absolutely. Yeah. Having the house full on our heads is a drop of the bucket compared to getting arrested by CHP. But, yeah, green butter was by necessity. You know, and now that this industry has matured and now that clear oil has become a common commodity, you know, there's no reason to compromise with green butter because...and to explain clear distillate. With clear distillate it's a heat and water based, you know, extraction process. What a lot of these oil manufactures are doing which very thankfully they're the ones that handle those white knuckles drives now which is fantastic.

So they take in the trim and what they do is they process it through their oil machines and what results is a very golden clear and cannabis-taste free starting material. So we're able to have a more consistent source of raw material that also doesn't result in a fresh-mowed lawn taste, I'll say that.

Matthew: Right. And I've experienced exactly what you're talking about. How do you think the clear oil compares in terms of how with the green oil with the chlorophyll and of the plant parts still in there?

Kyle: Yeah. You know, again I think it's one of those things that really deserves more exploration in the context of understanding what is the difference between the chemical effects of green butter versus distillate. And really a lot of us are operating on, you know, anecdotal evidence, you know, people who have tried this and that and, you know, have their own feelings about how the feelings differ. And for our opinion based on what we've produced and our transition really from a green butter company to a clear distillate-based company, it's a... the high is a lot more clear headed and, you know, I think within green butter you're getting all the other complex cannabinoids that provide that different high. And I think, you know, people end up with a groggier but also more relaxed, you know, high with green butter as opposed to clear distillate butter which provides you more higher functioning high. You feel very clean which is fantastic.

And so, you know, at the end of the day it's kind of a matter of preference and also a matter of where does your personal consumption preferences align with the products that you're consuming, you know. And the transition from being a green butter company to a clear distillate company was one of our biggest existential, you know, crises where it's like, "Okay, we'll, you know, do we stick with this format that we've had for years and years and years or do we make our product a little bit more expensive and a little bit less weed tasty with a different high?"

And I think, you know, part of our motivator to make that decision was that, you know, despite people wanting to get, let's say, very recreational with their edibles, you know, there's still a very loud representation of edible consumers that were like, you know, "I'm really tired of my weed-cookie tasting like weed, you know?"

Matthew: Right.

Kyle: And I think that's it's, you know, and I mean you know, once you're compare and contrast there's no reason to compromise anymore, so, yeah.

Matthew: Okay. What about compliance? How do you deal with that in an efficient manner and how do you think about it in general?

Kyle: At the end of the day we try. We try our absolute best and in kind of as I was saying, you know, early on is that obviously we all expected, you know, things at this point to be a little bit more concrete and absolute. But the course of compliance requires communication. You know, I think the biggest component of being a compliant company is communicating with your regulatory body that, you know, you work with in particular. For us it's the California DPH, and, you know, for cultivators and for retailers, you know, it's more like the CETFA and the CalCannabis I believe I have had enough coffee but the other industry that regulates growing and so forth. But anyways, it's, you know, it requires constant communication because the regulators are...

Matthew: Schizophrenic? Sorry, sorry.

Kyle: I wouldn't say... maybe myself more than the regulators, but they're on the journey with us, you know, and they are in and of themselves on a journey to understand their own regulation that they put out. So, you know, we're quite literally, we're operation on emergency regulations which means that, hey, anything could change on any point which obviously, you know, in the course of trying to establish a product that's gonna be, you know, we're trying to achieve a point of stability. You know, having a constantly moving target is, obviously, a moving obstacle. I mean as long as you're in constant communication and perhaps pushing the envelope on how much you could actually talk to the regulators, you know, you'll be in a good place. I mean I'll say that the DPH has come to know me by first name by now whether for better or for worse.

But it's, you know, I mean that's... it's just, you know, the requirement of... you know, there's a human element, I'll say, to the law and to the enforcement of law.

Matthew: Sure, sure. It's always good to be on speed dial of a regulator. Don't envy that position, but, okay.

Kyle: Yeah.

Matthew: Let's go to some personal development questions. Is there a book that had a big impact on your life or your way of thinking that you'd like to share with listeners?

Kyle: Yeah. I've been thinking about that question a lot and, you know, I guess even outside the context of cannabis is I guess to the course of my journey is that one of the biggest books that have hit home for me is, and the risk of sounding like a James Dean type or whatever, you know, is, you know, I really enjoyed the book, "The Catcher in the Rye."

Matthew: Yeah, that's great.

Kyle: I think it's, you know, that was the time in my life where I understood that, you know, holding it and being negative, you know, isn't gonna get you anywhere. And I think in this industry it's very easy to get frustrated, very easy to think other people are phonies, you know? And that's something that could get the best in this industry and, you know, as long as you remain positive and, you know, stay on that hill with your hands out and remain, you know, a strong pillar, you know, I think success is inevitable. But I think, you know, the ultimate lesson to be learned is I think cannabis is definitely a challenging test even for the strongest of entrepreneurs, so.

Matthew: How about, is there a tool you consider vital to your business or productivity you'd like to share?

Kyle: Yeah. It's hard to pick between, you know, all these incredible Web 2.0 programs that we have out and I don't know if I could still use the term Web 2.0. I know that's outdated in 2010 or whatnot.

Matthew: I call it, you know, it's like web infinity now, you got to say. It would be cool on the cutting edge.

Kyle: Yeah. The biggest pillars for us are G Suite. Google has done a fantastic job at creating a collaborative platform based on Gmail. Shoebox is a little secret.

Matthew: I love little secrets. Tell us your little secret, go ahead.

Kyle: Yeah. Shoebox is, you know, I think have been underrated and understated web program that's what they do is, if you're like me, if you work in a cash-based industry you're gonna have a lot of receipts. And so there's a... what they do is they send the envelope out to you and you just... rather than sifting through your Shoebox, hence the name, you just grab a handful of that. You just stuff it into that envelope. You seal it up. You send it out to... or you drop it in your nearest neighborhood mailbox and days later those receipts are rendered into a spreadsheet. And so they're even so much as, you know, retaining the image of the receipt telling you what kind of expense it is, and it's only $30 a month. So it's just a really incredible program. And I swear they're not paying me to say that, so.

Matthew: That's pretty clever how they combine, you know, traditional world of physical receipts with the digital world. That's great. Because you get all these things and like, "What do I do with it?" There's one app I like for it, right, is take a picture of the receipt and then it just sends, it emails it to myself as a PDF. It's a TurboScan, I like that because then I can be done with it, because I don't know what to do with these receipts, you know, I get handed.

Kyle: Yeah. And Shoebox kind of has a similar method where you could take the picture and it's not counted against your automated processing credits because I think you could process like 500 receipts a month or so, or something like that but it's...when you're constantly, you know, running around at the cannabis industry it's a, you know, basically grabbing a handful and stuffing it in the envelope is, you know, saves a lot more time as opposed to individually taking pictures. So it's been very helpful, very helpful.

Matthew: Before we close, is there any advice you'd have for entrepreneurs aspiring maybe outside the California market or in on what they can do to be successful?

Kyle: Yeah. You know, I think myself personally, you know, I've been ultimately born and raised in the cannabis industry so my experience can only speak to, you know, those that are in the cannabis industry. And, you know, the biggest thing for me is stay strong. You know, regardless of what obstacles come your way, as long as you have a...in your heart a strong passionate drive and a clear vision to manifest what you want to make happen in the cannabis industry, I don't think there's any stopping anybody. You know, there's been a lot of...I think a lot of people around me and who are first listening to this can attest and, you know, I mean quite literally every year has been a bounce back situation. And unless you're, you know, passionate to make a social change through cannabis, you know, succeeding in the cannabis industry really requires that, definitely more than any other industry, so.

Matthew: Well, Kyle, thanks so much for coming on the show today and educating us. I wish you all the best as you continue your journey in California as the Wild West gets tamed, keep us updated.

Kyle: That's a fantastic way to summarize what's going on. Thank you for that.

Matthew: If you enjoyed the show today, please consider leaving us a review on iTunes, Stitcher, or whatever app you might be using to listen to the show. Every five-star review helps us to bring the best guest to you. Learn more at cannainsider.com/itunes.

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