What Retailers Need to Know About Probiotics with Nikita Austen

1 00:00:00,160 - > 00:00:03,040 Nikita Austen: Yeah, think about any any store that you might go 2 00:00:03,040 - > 00:00:03,279 to. 3 00:00:03,279 - > 00:00:06,000 Whether it's your esthetician, you're like, why do I keep going 4 00:00:06,000 - > 00:00:06,240 there? 5 00:00:06,240 - > 00:00:09,119 Or maybe it's your local health food store, or maybe it's your 6 00:00:09,119 - > 00:00:10,320 place that you get your oil change. 7 00:00:10,320 - > 00:00:11,199 Is there a reason? 8 00:00:11,199 - > 00:00:12,000 Is there a connection? 9 00:00:12,000 - > 00:00:14,000 Is there something that you're like, that's why I always like 10 00:00:14,000 - > 00:00:14,400 to go there? 11 00:00:14,640 - > 00:00:17,039 Tina Maddock: Welcome to the Natural Products Marketer 12 00:00:17,039 - > 00:00:17,600 podcast. 13 00:00:17,600 - > 00:00:20,079 I'm your host, Tina Mattock. 14 00:00:20,079 - > 00:00:23,519 On this podcast, you'll hear from manufacturers, retail 15 00:00:23,519 - > 00:00:27,760 owners, and operators, and other business experts that will help 16 00:00:27,760 - > 00:00:30,800 you grow your business so you can serve more people and change 17 00:00:30,800 - > 00:00:31,519 more lives. 18 00:00:31,519 - > 00:00:35,039 All right, Nikita, I am so excited to have you here on the 19 00:00:35,039 - > 00:00:37,200 Natural Products Marketer podcast today. 20 00:00:37,200 - > 00:00:41,439 I know that you um were at Soho and that you gave a 21 00:00:41,439 - > 00:00:42,000 presentation. 22 00:00:42,000 - > 00:00:46,000 Tell us a little bit about who you are, what you do, and what 23 00:00:46,000 - > 00:00:47,200 you were doing at Soho. 24 00:00:47,759 - > 00:00:50,640 Nikita Austen: Okay, so my name, like you said, it's Nikita 25 00:00:50,640 - > 00:00:51,439 Austin. 26 00:00:51,439 - > 00:00:54,960 I have been with the Better Being Co, which is the name of 27 00:00:54,960 - > 00:00:55,520 our company. 28 00:00:55,520 - > 00:00:58,000 And if you're like, who is the Better Being Co? 29 00:00:58,000 - > 00:01:01,520 You might know us as Nutraceutical, or you might know 30 00:01:01,520 - > 00:01:05,840 us as Soleray, Cal, Heritage Store, Zhao, Honey Gardens. 31 00:01:05,840 - > 00:01:08,560 I could go on and on because we have so many different brands 32 00:01:08,560 - > 00:01:09,599 within our company. 33 00:01:09,599 - > 00:01:12,879 And that's why we sort of changed our name originally from 34 00:01:12,879 - > 00:01:17,519 Nutraceutical into the better being co because we were like, 35 00:01:17,519 - > 00:01:18,719 we have so many brands. 36 00:01:18,719 - > 00:01:22,239 Like, how do we embrace that and how do we represent that 37 00:01:22,239 - > 00:01:23,200 better in our name? 38 00:01:23,200 - > 00:01:26,079 And so it's like the better being company, right? 39 00:01:26,079 - > 00:01:27,680 With the better being brands. 40 00:01:27,680 - > 00:01:30,239 So if you've been in the industry for a while, you 41 00:01:30,239 - > 00:01:33,040 definitely have heard of Nutraceutical, you know us that 42 00:01:33,040 - > 00:01:33,280 way. 43 00:01:33,280 - > 00:01:35,599 But I've been with us for 10 years in December. 44 00:01:35,599 - > 00:01:39,040 I am currently the senior director of global training and 45 00:01:39,040 - > 00:01:39,840 education. 46 00:01:39,840 - > 00:01:42,400 So that means you heard it, global. 47 00:01:42,400 - > 00:01:45,760 Any country that we sell our products in, I get the pleasure 48 00:01:45,760 - > 00:01:49,840 of going there and educating anywhere from the staff, right? 49 00:01:49,840 - > 00:01:53,359 The staff in your stores to the consumers and the customers. 50 00:01:53,359 - > 00:01:56,879 Or if you are in Europe or other parts of the world, a lot 51 00:01:56,879 - > 00:01:58,959 of supplements are actually sold in pharmacies. 52 00:01:58,959 - > 00:02:01,840 So I train a lot of the pharmacists or even the doctors. 53 00:02:01,840 - > 00:02:04,959 So it's a little bit different, right, than it is kind of here 54 00:02:04,959 - > 00:02:06,239 in the United States. 55 00:02:06,239 - > 00:02:09,199 Um, I don't want I don't want to say more advanced, but in a 56 00:02:09,199 - > 00:02:11,919 way, it's like, you know, you go to your pharmacy for your 57 00:02:11,919 - > 00:02:12,639 natural products. 58 00:02:12,639 - > 00:02:14,080 That's kind of new normal there. 59 00:02:14,080 - > 00:02:18,080 So I have been with us for a long time doing education, but 60 00:02:18,080 - > 00:02:19,199 also doing innovation. 61 00:02:19,199 - > 00:02:22,560 And I was on the innovation team for the past four years. 62 00:02:22,560 - > 00:02:26,479 And so what we'll actually talk about, which is probiotics, 63 00:02:26,479 - > 00:02:29,759 because that's what I talked about at Soho, I was part of the 64 00:02:29,759 - > 00:02:32,319 team that got to start that innovation and kind of start 65 00:02:32,319 - > 00:02:32,800 that project. 66 00:02:32,800 - > 00:02:36,159 And so not only can I give you a little insight about it, but I 67 00:02:36,159 - > 00:02:39,120 can give you a lot of you know, the background of like why we 68 00:02:39,120 - > 00:02:42,400 created it and what inspired us to create this new collection. 69 00:02:42,400 - > 00:02:46,159 So yeah, so I was at Soho talking about that ultimately. 70 00:02:46,479 - > 00:02:48,960 Tina Maddock: Yeah, and if anyone wants to hear your full 71 00:02:48,960 - > 00:02:53,520 presentation, you can hop into that Senpa community and um 72 00:02:53,520 - > 00:02:57,280 there's access for members only, but you can have access to the 73 00:02:57,280 - > 00:03:00,800 full presentation, which I think is such a gift that especially 74 00:03:00,800 - > 00:03:04,240 if people wanted to come hear you talk, but they weren't able 75 00:03:04,240 - > 00:03:08,879 to for whatever reason, they can always grab it now and um take 76 00:03:08,879 - > 00:03:09,520 a look at it. 77 00:03:09,520 - > 00:03:12,400 But I think it's interesting that you're talking about like 78 00:03:12,400 - > 00:03:16,240 you guys were doing innovations with probiotics because it feels 79 00:03:16,240 - > 00:03:18,960 like probiotics have been around for a long time. 80 00:03:19,360 - > 00:03:19,840 Nikita Austen: They have. 81 00:03:20,080 - > 00:03:22,560 Tina Maddock: So, how do you innovate with probiotics? 82 00:03:22,879 - > 00:03:25,199 Nikita Austen: It's hard, and it's kind of hard in general 83 00:03:25,199 - > 00:03:29,360 because innovation, probably in any category, like I mean, we're 84 00:03:29,360 - > 00:03:32,319 in the nutritional, you know, wellness space, but I feel like 85 00:03:32,319 - > 00:03:33,919 in general, it's like, what's next? 86 00:03:33,919 - > 00:03:35,199 How do you continue to innovate? 87 00:03:35,199 - > 00:03:37,599 It feels like everything's already been done, you know. 88 00:03:37,599 - > 00:03:40,560 But the cool thing is that science evolves. 89 00:03:40,560 - > 00:03:44,000 So as science is evolving, there's more clinical studies, 90 00:03:44,000 - > 00:03:46,960 there are more ways that we look at something that's maybe 91 00:03:46,960 - > 00:03:50,240 always been there, and there's kind of things that have been 92 00:03:50,240 - > 00:03:52,560 there but hadn't really been studied and hadn't been talked 93 00:03:52,560 - > 00:03:52,719 about. 94 00:03:52,719 - > 00:03:56,319 An example would be like postbiotics, which is something 95 00:03:56,319 - > 00:03:57,199 I'll mention, right? 96 00:03:57,199 - > 00:04:00,800 We've talked a lot about probiotics, we've been hearing 97 00:04:00,800 - > 00:04:04,479 about prebiotics growing in the industry, and then we've kind of 98 00:04:04,479 - > 00:04:07,520 been hearing about postbiotics and you know, what does that 99 00:04:07,520 - > 00:04:07,919 really mean? 100 00:04:07,919 - > 00:04:12,719 And so the innovation comes in in many ways, but it's like 101 00:04:12,719 - > 00:04:16,160 what's what's newly being studied, what's newly being 102 00:04:16,160 - > 00:04:16,639 discovered? 103 00:04:16,639 - > 00:04:20,000 And postbiotics is something that we incorporated in our new 104 00:04:20,000 - > 00:04:23,759 line of probiotics because there's a lot more clinical data 105 00:04:23,759 - > 00:04:27,120 supporting the benefits of it, understanding even what it is. 106 00:04:27,120 - > 00:04:32,480 And so the innovation kind of comes with evolution of what's 107 00:04:32,480 - > 00:04:35,040 next, you know, and and what's being studied, and are there 108 00:04:35,040 - > 00:04:37,759 benefits and enough clinical benefits, right? 109 00:04:37,759 - > 00:04:40,800 Clinical studies specifically, that we can now bring that into 110 00:04:40,800 - > 00:04:42,399 our product and share that with our customers. 111 00:04:42,399 - > 00:04:45,680 So that's one of the pieces that's what I would say in the 112 00:04:45,680 - > 00:04:47,680 new line that's really innovative. 113 00:04:48,319 - > 00:04:51,759 Tina Maddock: I love that there are so many more clinical 114 00:04:51,759 - > 00:04:53,920 studies being done right now. 115 00:04:53,920 - > 00:04:58,560 When I first came into this industry, um, it felt like a lot 116 00:04:58,560 - > 00:05:02,240 of people felt like some of the natural products were the right 117 00:05:02,240 - > 00:05:02,879 things to do. 118 00:05:02,879 - > 00:05:06,639 And we had some wisdom that was given down to us over the 119 00:05:06,639 - > 00:05:07,120 years. 120 00:05:07,120 - > 00:05:11,519 But the science community was not really coming around this 121 00:05:11,519 - > 00:05:14,879 and getting on board with do these things work? 122 00:05:14,879 - > 00:05:18,319 And even when they were doing studies, I was not confident 123 00:05:18,319 - > 00:05:22,000 that it was a pure product, that it was anything that was 124 00:05:22,000 - > 00:05:24,000 actually being sold in these natural product stores. 125 00:05:24,000 - > 00:05:26,480 So they would come out and be like, multivitamins, there's 126 00:05:26,480 - > 00:05:27,439 nothing to it. 127 00:05:27,439 - > 00:05:30,000 Like, don't waste your money kind of thing. 128 00:05:30,000 - > 00:05:32,879 And now they're coming back around and they're doing really 129 00:05:32,879 - > 00:05:34,720 good clinical studies, and they're like, actually, 130 00:05:34,720 - > 00:05:36,560 multivitamins are very good for you. 131 00:05:36,560 - > 00:05:39,600 So I love that I'm seeing that in the science community. 132 00:05:39,600 - > 00:05:42,079 Are you guys seeing that more often now? 133 00:05:42,720 - > 00:05:45,040 Nikita Austen: I'll tell you, we are seeing it more, and I'll 134 00:05:45,040 - > 00:05:47,600 tell you kind of why we're seeing it more, too, from my 135 00:05:47,600 - > 00:05:48,079 opinion. 136 00:05:48,079 - > 00:05:51,439 Being someone that was on team innovation, and I'm one of the 137 00:05:51,439 - > 00:05:54,319 people that goes, okay, let me sit down with the raw material 138 00:05:54,319 - > 00:05:55,120 supplier, right? 139 00:05:55,120 - > 00:05:57,839 The person that's selling that turmeric or that's selling that 140 00:05:57,839 - > 00:05:58,959 probiotic strain. 141 00:05:58,959 - > 00:06:02,000 And when we sit down with them, like the first question is, do 142 00:06:02,000 - > 00:06:03,360 you have clinical studies? 143 00:06:03,360 - > 00:06:07,519 So the demand, it's a supply and demand issue, or not issue, 144 00:06:07,519 - > 00:06:09,439 but sort of where that's coming from. 145 00:06:09,439 - > 00:06:12,639 It's it's the innovation teams and different brands going, I 146 00:06:12,639 - > 00:06:15,600 want clinical data because that's what the customers are 147 00:06:15,600 - > 00:06:16,240 demanding. 148 00:06:16,240 - > 00:06:19,040 And in order for me to make claims on the front of my 149 00:06:19,040 - > 00:06:22,879 package, whether that's a weight loss claim or whether that's a 150 00:06:22,879 - > 00:06:26,720 you know a joint health claim, whatever it may be, I need to 151 00:06:26,720 - > 00:06:30,079 have not just clinical studies, but human clinical studies. 152 00:06:30,079 - > 00:06:31,360 Like that's what we require. 153 00:06:31,360 - > 00:06:34,319 So if you buy anything from Solar A or Cal or any of our 154 00:06:34,319 - > 00:06:37,600 brands, and we have a claim on the front of PAC, that's 155 00:06:37,600 - > 00:06:41,920 probably because we've looked at at minimum two human clinical 156 00:06:41,920 - > 00:06:45,199 studies, like double blind, placebo controlled, and not just 157 00:06:45,199 - > 00:06:47,920 the study, but is it done on a healthy population? 158 00:06:47,920 - > 00:06:51,040 Is there a significant amount of participants in that study? 159 00:06:51,040 - > 00:06:51,439 Right. 160 00:06:51,439 - > 00:06:56,000 We need a legitimate source of data in order to make that 161 00:06:56,000 - > 00:06:56,480 claim. 162 00:06:56,480 - > 00:06:59,360 Our legal department is really strict and for good reasons. 163 00:06:59,360 - > 00:07:02,079 We want to give the customer something that we can really 164 00:07:02,079 - > 00:07:05,680 promise or at least back that it's going to give them some 165 00:07:05,680 - > 00:07:06,560 good results. 166 00:07:06,560 - > 00:07:08,319 That's kind of the reason. 167 00:07:08,319 - > 00:07:11,680 So I think it's the suppliers going, oh my gosh, every time we 168 00:07:11,680 - > 00:07:14,800 meet with an innovative team, they're like, Where's your 169 00:07:14,800 - > 00:07:15,519 clinical studies? 170 00:07:15,519 - > 00:07:16,800 You don't have it, I don't want it. 171 00:07:16,800 - > 00:07:20,079 And so yeah, there's been a kind of a combination of that, 172 00:07:20,079 - > 00:07:22,720 really kind of growing more clinical studies. 173 00:07:22,720 - > 00:07:24,800 And you know, and a lot of people do trademark. 174 00:07:24,800 - > 00:07:27,120 They've trademarked clinical studies, and that's great. 175 00:07:27,120 - > 00:07:30,800 And you see that even with things like KSM66, you know, 176 00:07:30,800 - > 00:07:33,920 that name has gotten really big because they sell ashwagandha, 177 00:07:33,920 - > 00:07:36,319 and now customers are even looking for that. 178 00:07:36,319 - > 00:07:39,439 Yeah, so yeah, but it's it's kind of growing in its in its 179 00:07:39,439 - > 00:07:41,680 own way, and it's it's been really positive, I think, for 180 00:07:41,680 - > 00:07:42,319 our industry. 181 00:07:42,639 - > 00:07:46,800 Tina Maddock: It's funny, I feel like um part of the push, and I 182 00:07:46,800 - > 00:07:48,959 don't know, chicken or egg sometimes. 183 00:07:48,959 - > 00:07:52,800 You you wonder like who what really was the tipping point to 184 00:07:52,800 - > 00:07:54,079 cause us to talk about this a lot. 185 00:07:54,079 - > 00:07:58,160 But Shark Tank, Mark Cuban, he's always like, Where's your 186 00:07:58,160 - > 00:08:01,519 clinical study on any of the natural products? 187 00:08:02,000 - > 00:08:03,120 Nikita Austen: Two, it's so true. 188 00:08:03,120 - > 00:08:04,639 And he loves the natural products, right? 189 00:08:04,639 - > 00:08:07,839 I feel like he's kind of into like from the vegan cheeses to 190 00:08:07,839 - > 00:08:10,879 like you know the natural things in general, but it's true. 191 00:08:10,879 - > 00:08:14,800 I think it's a the consumer really wants to see that. 192 00:08:14,800 - > 00:08:18,879 And B, when you look at it from a side of medicine, you know, I 193 00:08:18,879 - > 00:08:21,360 studied chemistry and biology, and I remember being in college, 194 00:08:21,360 - > 00:08:24,480 and I'm, you know, say my group of 30 people in my class, I'm 195 00:08:24,480 - > 00:08:27,279 like one of two or three in this corner who are going the 196 00:08:27,279 - > 00:08:28,240 nutritional route, right? 197 00:08:28,240 - > 00:08:30,160 And the other ones are going the doctor route. 198 00:08:30,160 - > 00:08:33,840 Both needed, you know, Western and Eastern were there for a 199 00:08:33,840 - > 00:08:34,159 reason. 200 00:08:34,159 - > 00:08:37,200 But my point is that like we learn totally different things. 201 00:08:37,200 - > 00:08:41,279 And when you when you go into, you know, the other route of me, 202 00:08:41,279 - > 00:08:43,120 you don't get all that nutritional study, that 203 00:08:43,120 - > 00:08:43,919 nutritional science. 204 00:08:43,919 - > 00:08:47,039 And so when you go to your doctor and you're like, hey, can 205 00:08:47,039 - > 00:08:48,799 I take berberine for my blood sugar? 206 00:08:48,799 - > 00:08:49,120 Right. 207 00:08:49,120 - > 00:08:52,399 They're sometimes, you know, if they're kind of balanced out or 208 00:08:52,399 - > 00:08:54,399 they're more naturopathic, they'll be like, yes. 209 00:08:54,399 - > 00:08:56,320 Other ones are like, I don't know anything about it. 210 00:08:56,320 - > 00:08:57,759 Are there clinical studies? 211 00:08:57,759 - > 00:09:00,399 I I they don't want to promote it. 212 00:09:00,399 - > 00:09:03,759 And I understand why there's a lot of legality that comes with 213 00:09:03,759 - > 00:09:04,000 it. 214 00:09:04,000 - > 00:09:06,639 But if there is clinical studies, if there's data to back 215 00:09:06,639 - > 00:09:10,240 it, if there's, you know, an understanding of it, they feel 216 00:09:10,240 - > 00:09:13,519 more inclined and safer to recommend these things. 217 00:09:13,519 - > 00:09:17,200 So it's kind of a positive that I think spreads out wider than 218 00:09:17,200 - > 00:09:21,200 we realize outside of just the fact that there's a claim on the 219 00:09:21,200 - > 00:09:22,080 front of the package. 220 00:09:22,080 - > 00:09:22,559 Yeah. 221 00:09:22,559 - > 00:09:26,320 But also that then doctors can find that balance between an 222 00:09:26,320 - > 00:09:28,240 antibiotic and a probiotic, right? 223 00:09:28,240 - > 00:09:31,919 And really understand why both might be necessary in different 224 00:09:31,919 - > 00:09:32,559 ways. 225 00:09:33,279 - > 00:09:33,679 Tina Maddock: Yeah. 226 00:09:33,679 - > 00:09:38,240 So that makes me think about um the talk about shelf stable 227 00:09:38,240 - > 00:09:39,519 probiotics. 228 00:09:39,519 - > 00:09:44,159 I know you've mentioned um that whenever we've had 229 00:09:44,159 - > 00:09:46,559 conversations before, and probably it was also in your 230 00:09:46,559 - > 00:09:50,559 discussion at Soho, but Solar Ray really doesn't do that. 231 00:09:50,559 - > 00:09:54,559 So, or um Nutraceuticals or whatever company you used to 232 00:09:54,559 - > 00:09:55,039 talk about. 233 00:09:55,039 - > 00:09:59,279 So tell me, tell me more what's the deal with shelf stable 234 00:09:59,279 - > 00:09:59,840 probiotics. 235 00:09:59,840 - > 00:10:02,720 I know it's something that everyone would like to be true, 236 00:10:02,720 - > 00:10:04,720 but you guys don't really offer that. 237 00:10:05,759 - > 00:10:09,200 Nikita Austen: Yeah, so let me just take a breath, clarify here 238 00:10:09,200 - > 00:10:10,320 for anyone's wondering. 239 00:10:10,320 - > 00:10:12,799 Like, did she say they aren't or they are okay? 240 00:10:12,799 - > 00:10:16,000 I've it's not black and white, but I have some answers to add 241 00:10:16,000 - > 00:10:16,639 to that. 242 00:10:16,639 - > 00:10:20,159 When let's just like take one step backwards, okay. 243 00:10:20,159 - > 00:10:21,279 This is my my favorite thing. 244 00:10:21,279 - > 00:10:24,799 You're just as we're talking about shelf stable probiotics, 245 00:10:24,799 - > 00:10:25,039 okay. 246 00:10:25,039 - > 00:10:27,279 What does a probiotic mean? 247 00:10:27,279 - > 00:10:28,559 This is like my favorite question. 248 00:10:28,559 - > 00:10:30,320 I ask it every training I do. 249 00:10:30,320 - > 00:10:34,320 Can you, if you're listening right now, what does prob mean 250 00:10:34,320 - > 00:10:35,200 in Latin, right? 251 00:10:35,200 - > 00:10:37,360 And what does BIOS mean or biotic? 252 00:10:37,360 - > 00:10:39,039 It means for life. 253 00:10:39,039 - > 00:10:42,879 Okay, probiotic means for life. 254 00:10:42,879 - > 00:10:46,480 Okay, so when you think of it, this is for your life, it feeds 255 00:10:46,480 - > 00:10:47,279 your body, right? 256 00:10:47,279 - > 00:10:48,480 It's it's keeping you growing. 257 00:10:48,480 - > 00:10:50,000 Your body's made out of bacteria. 258 00:10:50,000 - > 00:10:51,200 This is really important. 259 00:10:51,200 - > 00:10:55,759 Now, when we buy probiotics, whether we're buying a kombucha 260 00:10:55,759 - > 00:10:59,759 or our yogurt at the store or probiotic that's in a supplement 261 00:10:59,759 - > 00:11:03,600 form, they're usually found in the refrigerator because these 262 00:11:03,600 - > 00:11:07,440 probiotics, these bacteria, they're like living 263 00:11:07,440 - > 00:11:08,799 microorganisms, right? 264 00:11:08,799 - > 00:11:10,320 They're they're living bacteria. 265 00:11:10,320 - > 00:11:13,759 And so when things are living like that, you want them to stay 266 00:11:13,759 - > 00:11:15,519 in a cool environment. 267 00:11:15,519 - > 00:11:18,720 You want them to stay dormant, meaning that you know they're 268 00:11:18,720 - > 00:11:21,200 not awake yet, they're just kind of asleep, they're not 269 00:11:21,200 - > 00:11:24,639 activated because of heat or moisture or anything, which when 270 00:11:24,639 - > 00:11:28,559 they start to get activated, can start to ultimately make 271 00:11:28,559 - > 00:11:32,000 them work or kill them off if they're not yet in your you know 272 00:11:32,000 - > 00:11:32,879 in your intestines. 273 00:11:32,879 - > 00:11:34,960 So usually you want them in a cold environment. 274 00:11:34,960 - > 00:11:37,039 I mean, like in I use that example with yogurt. 275 00:11:37,039 - > 00:11:39,519 Do you buy yogurt that's on the shelf or do you buy yogurt 276 00:11:39,519 - > 00:11:40,159 that's in the fridge? 277 00:11:40,159 - > 00:11:42,399 You buy it in the fridge because you want that good 278 00:11:42,399 - > 00:11:43,759 bacteria to stay alive. 279 00:11:43,759 - > 00:11:48,240 So, typically speaking, bacteria in the probiotic sense 280 00:11:48,240 - > 00:11:51,840 is found in the fridge because it's a live microorganism and 281 00:11:51,840 - > 00:11:54,480 you want it to stay cool and cold and dormant. 282 00:11:54,480 - > 00:11:58,399 Now, with that being said, you know, when I talk about 283 00:11:58,399 - > 00:12:01,919 probiotics in supplement format, yeah, I'm nine out of ten times 284 00:12:01,919 - > 00:12:05,440 will tell you go to the refrigerator, pull the probiotic 285 00:12:05,440 - > 00:12:07,279 from there, that's where it stays alive. 286 00:12:07,279 - > 00:12:11,120 Are there probiotics supplements that can be on the 287 00:12:11,120 - > 00:12:11,679 shelf? 288 00:12:11,679 - > 00:12:17,600 There are some, very few, that I would stand behind. 289 00:12:17,600 - > 00:12:20,240 The ones that I would say that can go on the shelf are 290 00:12:20,240 - > 00:12:23,519 something that we call spore-forming probiotics. 291 00:12:23,519 - > 00:12:26,080 As you might have heard this term before, it's a little bit 292 00:12:26,080 - > 00:12:30,000 different than just your regular probiotic, but there are 293 00:12:30,000 - > 00:12:34,639 spore-forming strains like a bacillus collagulin, for 294 00:12:34,639 - > 00:12:34,960 example. 295 00:12:34,960 - > 00:12:37,679 So if you've ever heard of bacillus collagulin, that is a 296 00:12:37,679 - > 00:12:40,399 strain that is typically a spore-forming. 297 00:12:40,399 - > 00:12:45,279 And when I say spore forming, these these spore-forming 298 00:12:45,279 - > 00:12:48,639 bacteria, they um have this naturally protect, they're 299 00:12:48,639 - > 00:12:51,759 naturally protected by this outer shell that ultimately 300 00:12:51,759 - > 00:12:54,320 allows them to survive better at room temperature. 301 00:12:54,320 - > 00:12:57,279 And they're not activated until there's moisture available. 302 00:12:57,279 - > 00:13:00,320 Okay, so without getting too complex here, and I can keep 303 00:13:00,320 - > 00:13:03,759 going down the rabbit hole, it's there are certain strains that 304 00:13:03,759 - > 00:13:08,480 are spore forming, very select amount, really, not this array 305 00:13:08,480 - > 00:13:11,840 where you're looking for a probiotic that has 24 different 306 00:13:11,840 - > 00:13:16,080 strains, 50 billion bacteria, just a specific strain, they can 307 00:13:16,080 - > 00:13:17,039 do better on the shelf. 308 00:13:17,039 - > 00:13:19,679 Okay, they're not live in the same way. 309 00:13:19,679 - > 00:13:22,639 They're spore forming, they get activated more when they're in 310 00:13:22,639 - > 00:13:23,360 the intestine. 311 00:13:23,360 - > 00:13:25,840 Yes, you can find a few things like that. 312 00:13:25,840 - > 00:13:30,240 But typically speaking, again, when you're going into a 313 00:13:30,240 - > 00:13:33,440 supplement department and you're looking for a probiotic and you 314 00:13:33,440 - > 00:13:36,799 want a nice array of probiotic strains, I'll name some of them. 315 00:13:36,799 - > 00:13:39,039 It sounds like I'm talking Greek because I am. 316 00:13:39,039 - > 00:13:42,480 Like, you know, Helveticus and L breve and B. 317 00:13:42,480 - > 00:13:45,919 Infantis and all these different strains that are so 318 00:13:45,919 - > 00:13:48,960 good for supporting the immune systems, balancing vaginal 319 00:13:48,960 - > 00:13:51,679 health, help helping with colon and regularity. 320 00:13:51,679 - > 00:13:55,039 These strains are not your spore-forming strains. 321 00:13:55,039 - > 00:13:59,039 These strains are not the ones that are gonna survive just 322 00:13:59,039 - > 00:14:01,360 naturally by themselves on the shelf. 323 00:14:01,360 - > 00:14:04,559 They need to be cold, they need to be refrigerated and kept 324 00:14:04,559 - > 00:14:05,039 dormant. 325 00:14:05,039 - > 00:14:08,000 And really, we only want them activated when they go into the 326 00:14:08,000 - > 00:14:08,799 intestine. 327 00:14:08,799 - > 00:14:09,440 Okay. 328 00:14:09,440 - > 00:14:13,200 So this is why I'm like, I'm not gonna say that there's no no 329 00:14:13,200 - > 00:14:15,200 probiotics that can be on the shelf. 330 00:14:15,200 - > 00:14:19,759 There are some, but we're talking a very small selection 331 00:14:19,759 - > 00:14:23,519 that I would stand behind and say, yes, this is going to 332 00:14:23,519 - > 00:14:26,559 survive the shelf, meaning it's gonna survive moisture, it's 333 00:14:26,559 - > 00:14:29,519 gonna survive heat, and it's just gonna naturally survive 334 00:14:29,519 - > 00:14:33,759 time in that environment and still give you the potency and 335 00:14:33,759 - > 00:14:36,159 the product that you you want when you buy it. 336 00:14:36,159 - > 00:14:42,480 So there are some, but I most of the time, like I said, nine 337 00:14:42,480 - > 00:14:47,120 9.5 times even, I'll go higher, out of 10, that I would tell you 338 00:14:47,120 - > 00:14:48,879 pull it from the fridge. 339 00:14:48,879 - > 00:14:52,879 Because even if you wanted it, even if you you told me, Nikita, 340 00:14:52,879 - > 00:14:53,840 I'm gonna go home. 341 00:14:53,840 - > 00:14:55,279 I'm not gonna put it in the fridge. 342 00:14:55,279 - > 00:14:58,000 It's gonna go next to my coffee maker because that's the only 343 00:14:58,000 - > 00:14:58,240 way. 344 00:14:58,240 - > 00:14:59,919 The first thing I do in the morning is coffee. 345 00:14:59,919 - > 00:15:01,120 I I remember to take it. 346 00:15:01,120 - > 00:15:04,399 I would be like, fine, if you want to put it by your coffee 347 00:15:04,399 - > 00:15:06,720 machine, okay, I can I can work with you. 348 00:15:06,720 - > 00:15:10,879 But at least buy it from the part of the store where it's 349 00:15:10,879 - > 00:15:12,320 been surviving the best. 350 00:15:12,320 - > 00:15:16,159 You know, let the timeline of the die-off, let's call it, 351 00:15:16,159 - > 00:15:18,799 start when you take it home, not while it was sitting there in 352 00:15:18,799 - > 00:15:21,120 the store and you don't know how long it was sitting there for. 353 00:15:21,120 - > 00:15:24,639 So I hope I didn't go too long here, but I just really want to 354 00:15:24,639 - > 00:15:28,159 emphasize that I really find it in this day right now in 355 00:15:28,159 - > 00:15:31,919 November, you know, of 2020, whatever year we're in, 25. 356 00:15:31,919 - > 00:15:32,960 Sorry. 357 00:15:32,960 - > 00:15:34,639 I'm like already prepping for 26. 358 00:15:34,639 - > 00:15:37,279 So I'm like starting to see 26 here. 359 00:15:37,279 - > 00:15:42,320 Um I just haven't seen a lot of scientific evidence that really 360 00:15:42,320 - > 00:15:45,120 shows that it would be equivalent to the fridge to the 361 00:15:45,120 - > 00:15:45,600 shelf. 362 00:15:45,919 - > 00:15:47,919 Tina Maddock: Yeah, and when you and I were talking about this 363 00:15:47,919 - > 00:15:51,519 earlier, I was like, what about when I go on vacation? 364 00:15:51,519 - > 00:15:57,039 Because I take probiotics and I do believe that it's helping 365 00:15:57,039 - > 00:15:57,200 me. 366 00:15:57,200 - > 00:16:00,320 But what if what about when I'm going on vacation because I am 367 00:16:00,320 - > 00:16:02,159 not taking a refrigerator with me? 368 00:16:02,559 - > 00:16:04,240 Nikita Austen: No, I don't expect you to. 369 00:16:04,240 - > 00:16:07,279 Um, and you know, you're lucky if you have one in your hotel. 370 00:16:07,279 - > 00:16:08,639 So maybe you have one in there. 371 00:16:08,639 - > 00:16:11,039 But that's let's just assume you don't have one. 372 00:16:11,039 - > 00:16:15,200 Um that again, I go back to the same thing where, okay, let's 373 00:16:15,200 - > 00:16:18,240 pull it from the fridge, the store, we come home, whether we 374 00:16:18,240 - > 00:16:20,559 put it in the fridge at that point or we leave it on the 375 00:16:20,559 - > 00:16:20,960 shelf. 376 00:16:20,960 - > 00:16:23,600 Okay, you want to go to Mexico for five days on vacation? 377 00:16:23,600 - > 00:16:24,240 Awesome. 378 00:16:24,240 - > 00:16:27,919 Take out your five pills for your your week, you know, to 379 00:16:27,919 - > 00:16:30,240 take put them in your pill container, whatever you want, 380 00:16:30,240 - > 00:16:31,120 take them on the trip. 381 00:16:31,120 - > 00:16:33,840 And then, you know, ideally if you can keep them in a cooler 382 00:16:33,840 - > 00:16:37,039 environment, meaning just maybe in the kitchen their area or you 383 00:16:37,039 - > 00:16:40,240 know, where wherever it is in your little hotel or Airbnb, 384 00:16:40,240 - > 00:16:41,360 yeah, that that's fine. 385 00:16:41,360 - > 00:16:44,799 I'm not worried about it in the five-day span. 386 00:16:44,799 - > 00:16:49,039 And a lot of probiotic companies, especially ones I can 387 00:16:49,039 - > 00:16:52,720 speak to that are sold like in a health food store, when they 388 00:16:52,720 - > 00:16:55,840 do make their products, they will overformulate them. 389 00:16:55,840 - > 00:17:00,639 So if it says it's 100 billion CFUs, the company's probably 390 00:17:00,639 - > 00:17:03,200 putting in, like, you know, depending on the company, maybe 391 00:17:03,200 - > 00:17:05,039 130, maybe 180, right? 392 00:17:05,039 - > 00:17:07,519 That they're overformulating because they understand that 393 00:17:07,519 - > 00:17:09,279 naturally there's gonna be die-off. 394 00:17:09,279 - > 00:17:12,720 So that is a good thing that helps you, you know. 395 00:17:12,720 - > 00:17:15,920 Again, if you want to take it out for five days, or if you're 396 00:17:15,920 - > 00:17:18,240 driving home, you live in Arizona like me, and you know, 397 00:17:18,240 - > 00:17:20,240 it's the middle of the summer and you're driving home, but you 398 00:17:20,240 - > 00:17:21,759 you gotta make a stop beforehand. 399 00:17:21,759 - > 00:17:23,759 Okay, it's hot in the car, I get it. 400 00:17:23,759 - > 00:17:24,880 It's not the end of the world. 401 00:17:24,880 - > 00:17:26,720 There's a lot that's accounted for. 402 00:17:26,720 - > 00:17:29,839 It's just different when it's sitting on the shelf at the 403 00:17:29,839 - > 00:17:32,160 store, and I don't know how long that's been there. 404 00:17:32,160 - > 00:17:34,319 You know, and then adding more days when you get home. 405 00:17:34,319 - > 00:17:36,000 That's why I'm like, let's just play it safe. 406 00:17:36,000 - > 00:17:37,759 Let's just take it from the fridge, bring it home, and then 407 00:17:37,759 - > 00:17:39,359 you take it out for five days, cool. 408 00:17:39,359 - > 00:17:42,160 The one, the other thing that I I suggest people, because I 409 00:17:42,160 - > 00:17:45,279 again I try to compromise and find this middle ground, is if 410 00:17:45,279 - > 00:17:46,960 you are the pill person, okay. 411 00:17:46,960 - > 00:17:49,039 I have my little like pill container, right? 412 00:17:49,039 - > 00:17:52,000 And I open it up, and then you know, seven days I put in here 413 00:17:52,000 - > 00:17:52,480 what I need. 414 00:17:52,480 - > 00:17:55,680 If you're that kind of person, then cool, why not keep it in 415 00:17:55,680 - > 00:17:56,079 the fridge? 416 00:17:56,079 - > 00:17:59,119 And then Sundays, you know your pill days, take it out on 417 00:17:59,119 - > 00:18:02,160 Sunday, put in your seven pills, and then put that back in the 418 00:18:02,160 - > 00:18:02,559 fridge. 419 00:18:02,559 - > 00:18:05,119 At least keep the rest of them in there, and then you can start 420 00:18:05,119 - > 00:18:06,240 the timeline from there. 421 00:18:06,240 - > 00:18:07,359 I'll be honest with you. 422 00:18:07,359 - > 00:18:10,400 Again, I do live in Arizona, so it's we're obviously a warmer 423 00:18:10,400 - > 00:18:14,160 state, but and even if you're in California or Florida, or even 424 00:18:14,160 - > 00:18:17,039 if you were and maybe you're in another state, but I keep a lot 425 00:18:17,039 - > 00:18:19,440 of my supplements in the refrigerator in general. 426 00:18:19,440 - > 00:18:22,400 So I kind of have a little section for them in there, and 427 00:18:22,400 - > 00:18:25,039 it that's why I just remember to take them all out from that 428 00:18:25,039 - > 00:18:25,279 point. 429 00:18:25,279 - > 00:18:28,000 So if you think you're like, oh, I might forget, I mean, if 430 00:18:28,000 - > 00:18:30,160 you have an omega, I'd put that in the fridge too. 431 00:18:30,160 - > 00:18:33,599 Let's keep it from oxidizing, if you know, not to say that it 432 00:18:33,599 - > 00:18:36,000 would, but let's just be preventative in case. 433 00:18:36,000 - > 00:18:36,559 Yeah. 434 00:18:37,359 - > 00:18:37,680 Tina Maddock: Yeah. 435 00:18:37,680 - > 00:18:43,759 So another thing that we talk a lot about is um um third-party 436 00:18:43,759 - > 00:18:44,400 testing. 437 00:18:44,400 - > 00:18:49,279 So tell I know that you guys have a very rigorous process 438 00:18:49,279 - > 00:18:50,079 that you go through. 439 00:18:50,079 - > 00:18:53,680 I'd love to hear all the nitty-gritty details around what 440 00:18:53,680 - > 00:18:57,039 that is and and maybe what's the process to make sure you 441 00:18:57,039 - > 00:19:00,319 have the best product for the consumers and that the consumers 442 00:19:00,319 - > 00:19:05,279 know how rigorous you've been so that if there's a price 443 00:19:05,279 - > 00:19:10,160 differentiation, or um, that they just will understand 444 00:19:10,160 - > 00:19:14,079 products that are better go through this kind of routine and 445 00:19:14,079 - > 00:19:18,559 products that might not be go through or maybe don't do any 446 00:19:18,559 - > 00:19:21,759 third-party testing or even internal testing. 447 00:19:21,759 - > 00:19:22,880 Yeah. 448 00:19:23,200 - > 00:19:26,240 Nikita Austen: And some of you that are listening right now, 449 00:19:26,240 - > 00:19:29,519 you may be like, oh, I've been to that manufacturing facility 450 00:19:29,519 - > 00:19:30,000 before. 451 00:19:30,000 - > 00:19:34,880 Because we as a company, as Better Being Co., right, no 452 00:19:34,880 - > 00:19:37,920 matter which brand you want to associate us with, we have our 453 00:19:37,920 - > 00:19:39,920 own manufacturing facility. 454 00:19:39,920 - > 00:19:42,799 It's over 800,000 square feet. 455 00:19:42,799 - > 00:19:44,640 It's humongous. 456 00:19:44,640 - > 00:19:45,039 Okay. 457 00:19:45,039 - > 00:19:47,359 I've walked around it with heels, but I don't suggest it. 458 00:19:47,359 - > 00:19:50,640 So if you do come around, okay, get out your hookahs or your 459 00:19:50,640 - > 00:19:53,839 awn or any of those sneakers you got, because it is a huge 460 00:19:53,839 - > 00:19:55,599 manufacturing facility. 461 00:19:55,599 - > 00:19:59,680 And I think that's actually the thing that I love to brag about 462 00:19:59,680 - > 00:20:01,200 when it comes to our company. 463 00:20:01,200 - > 00:20:05,200 And I think also what really makes us stand apart from even 464 00:20:05,200 - > 00:20:10,319 just our own competition, it's the fact that we manufacture and 465 00:20:10,319 - > 00:20:11,920 produce our own products. 466 00:20:11,920 - > 00:20:14,559 And I'll explain what the benefit of that is. 467 00:20:14,559 - > 00:20:17,119 Because typically speaking, I think there's two things you 468 00:20:17,119 - > 00:20:20,880 usually see: a brand that either manufactures their own products 469 00:20:20,880 - > 00:20:23,440 or a brand that maybe distributes products. 470 00:20:23,440 - > 00:20:25,920 Okay, so let's kind of go through that. 471 00:20:25,920 - > 00:20:29,279 So if I manufacture, for example, our manufacturing 472 00:20:29,279 - > 00:20:34,000 facility is in Ogden, Utah, and uh we do a lot of facility 473 00:20:34,000 - > 00:20:36,079 tours, especially for our retailers. 474 00:20:36,079 - > 00:20:39,279 So again, if you haven't and you want a tour, just reach out 475 00:20:39,279 - > 00:20:42,160 to your rep and we'd love to take you around and show you 476 00:20:42,160 - > 00:20:42,880 kind of what we do. 477 00:20:42,880 - > 00:20:44,079 We're very proud of it. 478 00:20:44,079 - > 00:20:48,960 But in that 800,000 square feet, we do every single step of 479 00:20:48,960 - > 00:20:49,680 the process. 480 00:20:49,680 - > 00:20:51,359 So let's just simplify this. 481 00:20:51,359 - > 00:20:54,400 Let's say step one is buying that raw material. 482 00:20:54,400 - > 00:20:57,680 So we're making a joint product, and I've got a 483 00:20:57,680 - > 00:21:01,359 turmeric, and I've got a calcium and a magnesium, etc., right? 484 00:21:01,359 - > 00:21:03,279 And I take those raw materials. 485 00:21:03,279 - > 00:21:06,079 Let's say I buy the turmeric from the raw material supplier. 486 00:21:06,079 - > 00:21:09,680 When I buy that batch of that turmeric, the raw material 487 00:21:09,680 - > 00:21:11,440 supplier gives me this piece of paper. 488 00:21:11,440 - > 00:21:14,640 It's called a certificate of analysis, right? 489 00:21:14,640 - > 00:21:17,519 It's the analysis of that raw material. 490 00:21:17,519 - > 00:21:20,400 It's telling me that they've tested this raw material and 491 00:21:20,400 - > 00:21:23,599 they are telling me it's turmeric, that, you know, of 492 00:21:23,599 - > 00:21:27,519 that turmeric, 95% of that's concentrated, that's curcumin, 493 00:21:27,519 - > 00:21:29,279 the active ingredient we want, right? 494 00:21:29,279 - > 00:21:32,079 Um, it's been tested for heavy metals, uh, I think it's like 495 00:21:32,079 - > 00:21:33,599 parts per billion, for example. 496 00:21:33,599 - > 00:21:36,400 It's been tested for gluten, it's been tested for genetically 497 00:21:36,400 - > 00:21:38,319 modified ingredients and so on and so forth. 498 00:21:38,319 - > 00:21:40,240 Quite extensive paperwork, right? 499 00:21:40,240 - > 00:21:42,720 We read that paper and we go, awesome. 500 00:21:42,720 - > 00:21:43,599 Thank you so much. 501 00:21:43,599 - > 00:21:46,000 You know, this third party who you did this test. 502 00:21:46,000 - > 00:21:49,200 We're gonna save this paper, put it aside, but we're gonna 503 00:21:49,200 - > 00:21:50,799 throw it through our lab as well. 504 00:21:50,799 - > 00:21:54,799 And we have over 20 different scientists in our labs, okay, 505 00:21:54,799 - > 00:21:58,240 that are either doctors at this point, they are biologists, 506 00:21:58,240 - > 00:21:59,440 chemists, you name it, right? 507 00:21:59,440 - > 00:22:04,079 We've got An array of chemists and scientists in our laboratory 508 00:22:04,079 - > 00:22:08,160 who work with beautiful machinery or instruments, as we 509 00:22:08,160 - > 00:22:11,759 would call them, that they're testing to look for these 510 00:22:11,759 - > 00:22:13,920 things, whether that's heavy metals and so forth. 511 00:22:13,920 - > 00:22:16,079 They'll go through that testing process. 512 00:22:16,079 - > 00:22:20,640 If anything in that testing process does not line up with 513 00:22:20,640 - > 00:22:24,000 that certificate of analysis, meaning, wait a minute, it does 514 00:22:24,000 - > 00:22:28,319 actually show heavy metals at a much higher number than not just 515 00:22:28,319 - > 00:22:31,839 the ASTED, but maybe what we even allow as an industry. 516 00:22:31,839 - > 00:22:35,200 And not just the industry, but we as better being allow. 517 00:22:35,200 - > 00:22:38,640 So there's industry standards and then there's our standards. 518 00:22:38,640 - > 00:22:41,519 We actually go above the industry standards because as I 519 00:22:41,519 - > 00:22:43,680 mentioned in the beginning, we're a global company. 520 00:22:43,680 - > 00:22:46,880 So when you think of like countries that are known as like 521 00:22:46,880 - > 00:22:48,960 super clean, like a Norway, right? 522 00:22:48,960 - > 00:22:51,839 Or Sweden who wouldn't dare bring in anything that isn't top 523 00:22:51,839 - > 00:22:54,480 quality, we sell those same products in Norway. 524 00:22:54,480 - > 00:22:57,519 We we abide by by their laws and their rules as well. 525 00:22:57,519 - > 00:23:00,960 So we're very, very clean and we have larger standards than 526 00:23:00,960 - > 00:23:02,480 just the United States standards. 527 00:23:02,480 - > 00:23:05,519 If we do that test, like I said, and it doesn't meet the 528 00:23:05,519 - > 00:23:08,480 quality standards, we reject that raw material. 529 00:23:08,480 - > 00:23:10,480 We'll say, hey, you know what? 530 00:23:10,480 - > 00:23:12,160 Nope, we're not gonna buy this. 531 00:23:12,160 - > 00:23:13,359 We send it back to them. 532 00:23:13,359 - > 00:23:16,000 Now, when you send it back to the raw material supplier, what 533 00:23:16,000 - > 00:23:17,039 do you think they do? 534 00:23:17,039 - > 00:23:20,559 They sell it to somebody else, right? 535 00:23:20,559 - > 00:23:21,759 They're not gonna throw it away. 536 00:23:21,759 - > 00:23:24,079 That's their raw material, that's expensive, that's their 537 00:23:24,079 - > 00:23:24,799 their process. 538 00:23:24,799 - > 00:23:26,319 They're gonna sell it to somebody else. 539 00:23:26,319 - > 00:23:29,440 Maybe another company that doesn't manufacture their own 540 00:23:29,440 - > 00:23:32,640 products, maybe a company that distributes their own products. 541 00:23:32,640 - > 00:23:35,759 So when they distribute it, they're getting that, you know, 542 00:23:35,759 - > 00:23:39,039 probably even maybe capsule in capsules at that point, 543 00:23:39,039 - > 00:23:41,039 receiving it, going, cool, you tested it. 544 00:23:41,039 - > 00:23:43,599 Thanks for telling us, we'll put our label on it and we'll 545 00:23:43,599 - > 00:23:44,319 send it out. 546 00:23:44,319 - > 00:23:47,279 And I'm not saying that because you distribute your products, 547 00:23:47,279 - > 00:23:48,319 that that's bad. 548 00:23:48,319 - > 00:23:51,200 I'm saying when you do manufacture your product, that's 549 00:23:51,200 - > 00:23:51,759 really good. 550 00:23:51,759 - > 00:23:56,319 You have full control at that point to test the raw materials 551 00:23:56,319 - > 00:23:58,319 and make sure that it really is what it is. 552 00:23:58,319 - > 00:24:02,880 Now, once we buy that material and we test it and it's good and 553 00:24:02,880 - > 00:24:06,480 it's ready to go, there's still many, many steps along the way 554 00:24:06,480 - > 00:24:09,519 that we don't just test the you know the beginning product. 555 00:24:09,519 - > 00:24:11,680 We want to make sure that it's put in the right delivery 556 00:24:11,680 - > 00:24:11,920 format. 557 00:24:11,920 - > 00:24:14,640 So if it's in a capsule, it's got to dissolve at the right 558 00:24:14,640 - > 00:24:14,799 time. 559 00:24:14,799 - > 00:24:19,039 If it's in a tablet or a powder or whatever it is, then package 560 00:24:19,039 - > 00:24:19,920 it, label it. 561 00:24:19,920 - > 00:24:21,920 We do the finished product testing. 562 00:24:21,920 - > 00:24:23,279 So hold on, I just said that. 563 00:24:23,279 - > 00:24:26,799 Yep, not just in the beginning, in the very, very beginning, 564 00:24:26,799 - > 00:24:29,200 but once everything's come together, we do a finished 565 00:24:29,200 - > 00:24:30,880 product test as well. 566 00:24:30,880 - > 00:24:35,200 So what's is anything changed along the way of adding these 567 00:24:35,200 - > 00:24:37,759 ingredients or disintegration or potencies? 568 00:24:37,759 - > 00:24:40,400 Anything's changed, we do finished product testing and 569 00:24:40,400 - > 00:24:41,440 then we send it out to you. 570 00:24:41,440 - > 00:24:46,480 So we have full ownership over our raw materials, over our 571 00:24:46,480 - > 00:24:49,440 products, over every single piece of it from a capsule 572 00:24:49,440 - > 00:24:52,400 dissolving to it being a proper and clean ingredient. 573 00:24:52,400 - > 00:24:56,720 Manufacturing your products can guarantee the quality. 574 00:24:56,720 - > 00:24:59,440 And that's why it's so important for me to be like, 575 00:24:59,440 - > 00:25:03,200 that's my my biggest flex if I can sound like a young 576 00:25:03,200 - > 00:25:04,079 millennial, okay? 577 00:25:04,079 - > 00:25:06,640 That's my biggest flex to be like, yeah, we make our own 578 00:25:06,640 - > 00:25:09,519 stuff and we test it rigorously, like over 20 different 579 00:25:09,519 - > 00:25:12,720 scientists who some of them have been here for 35 years. 580 00:25:12,720 - > 00:25:15,359 You know, like these people know this machinery, they know 581 00:25:15,359 - > 00:25:17,839 this raw material, they do it quickly, they know what to look 582 00:25:17,839 - > 00:25:18,720 for at this point. 583 00:25:18,720 - > 00:25:22,400 So very skilled scientists that can really assure quality. 584 00:25:22,400 - > 00:25:26,079 And to me, is that not like the number one thing in our 585 00:25:26,079 - > 00:25:26,720 industry? 586 00:25:26,720 - > 00:25:28,880 Is having high quality supplements? 587 00:25:28,880 - > 00:25:32,319 Isn't that the thing that we feel like as a nutraceutical 588 00:25:32,319 - > 00:25:35,200 industry that we get pushed against from other people? 589 00:25:35,200 - > 00:25:38,240 Well, oh, I don't know, they're not, it's not tested, it's not 590 00:25:38,240 - > 00:25:39,440 clean, does it dissolve? 591 00:25:39,440 - > 00:25:41,680 Does it end up in, you know, your toilet? 592 00:25:41,680 - > 00:25:43,200 And are you absorbing this? 593 00:25:43,200 - > 00:25:44,880 I mean, we get a lot of pushback, right? 594 00:25:44,880 - > 00:25:47,599 They don't want the natural industry to thrive more than the 595 00:25:47,599 - > 00:25:49,279 pharmaceutical industry. 596 00:25:49,279 - > 00:25:50,960 So we always get back there. 597 00:25:50,960 - > 00:25:54,480 So to me, what's more important than assuring the quality, the 598 00:25:54,480 - > 00:25:58,079 potency, the identity, and every step of that way, that's what 599 00:25:58,079 - > 00:25:58,720 we do. 600 00:25:59,359 - > 00:26:03,279 Tina Maddock: Yeah, and I I think it's one of the things 601 00:26:03,279 - > 00:26:07,279 that um retailers get excited about talking about to the 602 00:26:07,279 - > 00:26:08,160 consumer. 603 00:26:08,160 - > 00:26:13,359 They're kind of the gatekeeper because um not everyone does the 604 00:26:13,359 - > 00:26:15,359 kind of testing you're talking about. 605 00:26:15,359 - > 00:26:20,160 And the retailers are the ones that are sort of gatekeeping 606 00:26:20,160 - > 00:26:22,720 this about whether or not you're getting a clean product or 607 00:26:22,720 - > 00:26:26,960 what's on the labels actually in the jar, or um, that it is in 608 00:26:26,960 - > 00:26:30,960 the right delivery method for people to consume. 609 00:26:30,960 - > 00:26:34,799 So how let's just put you in the retailer seat. 610 00:26:34,799 - > 00:26:38,559 If you're a retailer, what are the questions that you're asking 611 00:26:38,559 - > 00:26:41,359 manufacturers or distributors? 612 00:26:41,359 - > 00:26:46,480 Um, what would you want to know from them before you bring that 613 00:26:46,480 - > 00:26:48,319 item into your shop? 614 00:26:49,279 - > 00:26:51,759 Nikita Austen: I mean, I think that's kind of the perfect 615 00:26:51,759 - > 00:26:54,799 leading question into like what what I just talked about 616 00:26:54,799 - > 00:26:55,839 ultimately, right? 617 00:26:55,839 - > 00:26:58,960 And you said that when you when you go into a health food 618 00:26:58,960 - > 00:27:01,599 store, whatever health food store that may be, right? 619 00:27:01,599 - > 00:27:04,799 I mean, back back in the day, or at least where I used to 620 00:27:04,799 - > 00:27:07,279 live, like I used to live in Fort Lauderdale as well, where I 621 00:27:07,279 - > 00:27:09,440 was, the only health food store I really had was was Whole 622 00:27:09,440 - > 00:27:09,920 Foods Market. 623 00:27:09,920 - > 00:27:12,640 And I used to work for Whole Foods Market actually, come 13 624 00:27:12,640 - > 00:27:13,680 years ago. 625 00:27:13,680 - > 00:27:16,400 And I'll just give you that example, right? 626 00:27:16,400 - > 00:27:18,799 You go into Whole Foods Market, they have their own quality 627 00:27:18,799 - > 00:27:19,279 standards, right? 628 00:27:19,279 - > 00:27:23,759 Natural Grocers, Sprouse, all of our great stores, big, small, 629 00:27:23,759 - > 00:27:27,440 and in between, we have quality standards that the customer 630 00:27:27,440 - > 00:27:28,720 knows when they walk in. 631 00:27:28,720 - > 00:27:31,359 I'm not gonna find anything that has an artificial color in 632 00:27:31,359 - > 00:27:34,640 it, an artificial flavor or sweetener or hormone or 633 00:27:34,640 - > 00:27:35,680 preservative, et cetera. 634 00:27:35,680 - > 00:27:39,599 The customer has the trust already with the store, knowing 635 00:27:39,599 - > 00:27:41,279 that they're there to get the best quality. 636 00:27:41,279 - > 00:27:44,160 So you as a store need to give that to them, right? 637 00:27:44,160 - > 00:27:47,759 You're the one vetting anything from the fro free fruit uh 638 00:27:47,759 - > 00:27:51,279 frozen food, excuse me, to the supplement on your shelf. 639 00:27:51,279 - > 00:27:56,319 So having that trust as a retailer with the partners that 640 00:27:56,319 - > 00:27:57,680 you're bringing in is vital. 641 00:27:57,680 - > 00:28:02,640 Knowing that at Better Being or Solar A, if you want to, that 642 00:28:02,640 - > 00:28:06,880 we manufacture, we test every single product we do. 643 00:28:06,880 - > 00:28:10,720 And our recall rate is extremely low, probably less 644 00:28:10,720 - > 00:28:12,480 than five since inception. 645 00:28:12,480 - > 00:28:13,039 Okay. 646 00:28:13,039 - > 00:28:18,000 As the company prior known as Neoceutical started in 1993. 647 00:28:18,000 - > 00:28:21,119 So that's how long that the NeoSeuital's been around. 648 00:28:21,119 - > 00:28:23,279 But our brands have been around for even longer. 649 00:28:23,279 - > 00:28:24,880 We kind of acquired them along the way. 650 00:28:24,880 - > 00:28:30,240 So like Solar Ace 1973 or Cal, which was you know one of the 651 00:28:30,240 - > 00:28:32,960 first brands ever in our industry, was 1932. 652 00:28:32,960 - > 00:28:33,279 Wow. 653 00:28:33,279 - > 00:28:37,039 So our brands have a heritage store, the Rosewater 1969. 654 00:28:37,039 - > 00:28:40,319 We have a lot of longevity in the industry, but since 655 00:28:40,319 - > 00:28:43,039 inception and creating our manufacturing facility, we've 656 00:28:43,039 - > 00:28:47,599 had very, very small, if any, kind of recalls because of that 657 00:28:47,599 - > 00:28:50,160 intense uh testing that we do. 658 00:28:50,160 - > 00:28:54,319 So that my point is if I'm a retailer, what am I looking for? 659 00:28:54,319 - > 00:28:57,119 What kind of questions am I asking when I'm bringing this 660 00:28:57,119 - > 00:28:57,279 in? 661 00:28:57,279 - > 00:28:59,519 Is you know, how do I build that trust with you? 662 00:28:59,519 - > 00:29:02,079 How do I guarantee that what you give me, no matter which 663 00:29:02,079 - > 00:29:06,319 brand I buy or which product I buy, that it's going to be that 664 00:29:06,319 - > 00:29:06,960 quality? 665 00:29:06,960 - > 00:29:07,680 Right? 666 00:29:07,680 - > 00:29:09,920 I don't want there to be a oops in the system. 667 00:29:09,920 - > 00:29:12,799 I want to make sure that I can deliver quality every time. 668 00:29:12,799 - > 00:29:17,839 That's 100% what we can guarantee and what we stand by 669 00:29:17,839 - > 00:29:18,799 is quality. 670 00:29:18,799 - > 00:29:21,200 We also have great customer service and everything else in 671 00:29:21,200 - > 00:29:23,519 between and a great sales team and et cetera. 672 00:29:23,519 - > 00:29:26,640 But coming down to the core of the product itself, why are you 673 00:29:26,640 - > 00:29:27,519 going to bring that in? 674 00:29:27,519 - > 00:29:29,519 It's knowing that we test every product. 675 00:29:29,519 - > 00:29:31,680 It's knowing that we manufacture, it's knowing that 676 00:29:31,680 - > 00:29:33,359 we label it, it's knowing that we stand by it. 677 00:29:33,359 - > 00:29:36,240 I think that's that's the whole point, right? 678 00:29:36,240 - > 00:29:36,960 Of that. 679 00:29:36,960 - > 00:29:40,799 And so there's not that many brands today that still do that 680 00:29:40,799 - > 00:29:45,440 type of it, you know, or ever even maybe did that type of test 681 00:29:45,440 - > 00:29:47,839 and and to assure that type of quality. 682 00:29:47,839 - > 00:29:50,319 And I think that's why we've been around for so long and have 683 00:29:50,319 - > 00:29:52,559 been number one in the industry in a lot of different 684 00:29:52,559 - > 00:29:56,640 categories a lot of different times, is is is because of that. 685 00:29:56,640 - > 00:29:59,519 And when I when I educate even our retailer staff, I tell them, 686 00:29:59,519 - > 00:30:02,480 I go, whether you're bringing in the Solar Ay liposoma 687 00:30:02,480 - > 00:30:05,200 multivitamin, the CalMag glycinate, the honey garden 688 00:30:05,200 - > 00:30:08,000 elderberry syrup, or the Xan lozenges, no matter which one 689 00:30:08,000 - > 00:30:11,359 you're bringing in, there's no cheaper product. 690 00:30:11,359 - > 00:30:14,720 There's no product that's like didn't get the same testing or 691 00:30:14,720 - > 00:30:16,640 gets the cheaper raw material. 692 00:30:16,640 - > 00:30:19,599 We have quality standards for the raw materials we bring in. 693 00:30:19,599 - > 00:30:21,519 If it doesn't meet it, it's rejected. 694 00:30:21,519 - > 00:30:22,960 If it meets it, then awesome. 695 00:30:22,960 - > 00:30:25,759 Then we'll distribute it where it is best fit. 696 00:30:25,759 - > 00:30:28,000 But if it doesn't meet it, it's not even coming in our 697 00:30:28,000 - > 00:30:28,799 warehouse. 698 00:30:28,799 - > 00:30:32,640 So, you know, quality and trust is kind of everything. 699 00:30:32,640 - > 00:30:35,279 And that's why you you build brand trust, you know, and 700 00:30:35,279 - > 00:30:38,960 that's why you, you know, shop at even different stores because 701 00:30:38,960 - > 00:30:41,519 you're like, well, they, you know, this clothing store that I 702 00:30:41,519 - > 00:30:44,720 love produces quality clothes every time it's organically made 703 00:30:44,720 - > 00:30:45,359 or it's whatever. 704 00:30:45,359 - > 00:30:47,519 It's the same thing here with supplements, it's building that 705 00:30:47,519 - > 00:30:50,559 trust, knowing what brands to bring in that really represent 706 00:30:50,559 - > 00:30:53,519 you as a storefront as well, you know. 707 00:30:55,359 - > 00:30:58,720 Tina Maddock: Yeah, and so one of the things that you just 708 00:30:58,720 - > 00:31:01,440 mentioned is that you guys might have different brands. 709 00:31:01,440 - > 00:31:05,359 These things might have even different price points, and 710 00:31:05,359 - > 00:31:09,680 there is a different market depending on who your audience 711 00:31:09,680 - > 00:31:11,200 is made up of, right? 712 00:31:11,200 - > 00:31:14,480 They're looking for the price points that are important to 713 00:31:14,480 - > 00:31:15,680 them, that kind of thing. 714 00:31:15,680 - > 00:31:19,759 And it's great that there's no differentiation in this is what 715 00:31:19,759 - > 00:31:21,039 it says it's gonna be. 716 00:31:21,039 - > 00:31:24,960 We've tested for heavy metals and whatever else the standards 717 00:31:24,960 - > 00:31:25,200 are. 718 00:31:25,200 - > 00:31:26,640 I think that's important. 719 00:31:26,640 - > 00:31:30,240 And one of the things, since we're kind of on probiotics 720 00:31:30,240 - > 00:31:35,039 right now, I think probiotics is one of those um products that 721 00:31:35,039 - > 00:31:36,799 almost everyone could use. 722 00:31:36,799 - > 00:31:40,319 No matter what's happening in your life, almost every person, 723 00:31:40,319 - > 00:31:43,279 this would be a great thing to add into your regular health and 724 00:31:43,279 - > 00:31:44,400 wellness routine. 725 00:31:44,400 - > 00:31:48,960 But I'm curious that when people come into stores, if 726 00:31:48,960 - > 00:31:51,839 we're keeping our retailer hat on, if people are coming into 727 00:31:51,839 - > 00:31:55,920 the stores, um what is it that prompts you to go? 728 00:31:55,920 - > 00:31:59,440 Oh, wait, probiotic, this would make sense for you in your life 729 00:31:59,440 - > 00:32:00,000 right now. 730 00:32:00,000 - > 00:32:03,920 And this is a little bit of let's help the retailers see 731 00:32:03,920 - > 00:32:08,000 opportunities to give people things that would that they 732 00:32:08,000 - > 00:32:12,640 really need and probably want the effects of if we can put 733 00:32:12,640 - > 00:32:14,000 that hat on for a second. 734 00:32:14,319 - > 00:32:14,880 Nikita Austen: Okay, cool. 735 00:32:14,880 - > 00:32:17,359 So basically, customer comes in. 736 00:32:17,359 - > 00:32:21,519 What would I open up in conversation or what indicator 737 00:32:21,519 - > 00:32:24,400 would I see or know that I would lead them to probiotics? 738 00:32:24,400 - > 00:32:25,039 Right. 739 00:32:25,039 - > 00:32:26,319 Okay, okay. 740 00:32:26,319 - > 00:32:31,359 Um, and I always have like little fun conversation starters 741 00:32:31,359 - > 00:32:34,160 for different categories sometimes of like, you know, 742 00:32:34,160 - > 00:32:35,359 what do you see that you know? 743 00:32:35,359 - > 00:32:38,079 Like, I'll just give you one little side one for a second. 744 00:32:38,079 - > 00:32:42,160 If you see any customer that has like a coffee, a tea, you 745 00:32:42,160 - > 00:32:45,200 know, or something like a black tea or a coffee in their hand, I 746 00:32:45,200 - > 00:32:47,359 always bring up the magnesium conversation. 747 00:32:47,359 - > 00:32:49,359 And that leads me right into magnesium. 748 00:32:49,359 - > 00:32:52,160 And just I know I'm going side note here, but this is just a 749 00:32:52,160 - > 00:32:52,640 fun one. 750 00:32:52,640 - > 00:32:57,359 Yeah, it's I always tell people that like coffee, tea, even 751 00:32:57,359 - > 00:33:00,240 alcohol, but I don't know that you'll see a customer walk in 752 00:33:00,240 - > 00:33:00,720 with a beer. 753 00:33:00,720 - > 00:33:04,480 I mean, maybe, I mean, you know what I have to say, there are 754 00:33:04,480 - > 00:33:07,279 some grocery stores, like even the health food stores, like 755 00:33:07,279 - > 00:33:09,599 that have the little bar in the corner and they have like a 756 00:33:09,599 - > 00:33:11,359 little wine as the customer's walking around. 757 00:33:11,359 - > 00:33:13,440 So, okay, maybe there's like a wine in their hand. 758 00:33:13,440 - > 00:33:15,039 Um, but you know, who knows? 759 00:33:15,039 - > 00:33:19,200 The point of that is is all of those drinks, even and sodas as 760 00:33:19,200 - > 00:33:22,960 well, they're all have that diuretic effect and they're all 761 00:33:22,960 - > 00:33:24,319 pretty caffeinated. 762 00:33:24,319 - > 00:33:27,200 And the combination really between the caffeine and the 763 00:33:27,200 - > 00:33:30,400 diuretic is what happens is like when it goes through the body. 764 00:33:30,400 - > 00:33:32,960 We know when we drink coffee, for example, we have to come to 765 00:33:32,960 - > 00:33:34,240 the restroom over and over, right? 766 00:33:34,240 - > 00:33:36,480 Because the diet, the diuretic aspect of it. 767 00:33:36,480 - > 00:33:39,839 Well, a lot of the times that's you know, excreting excess 768 00:33:39,839 - > 00:33:43,279 urine from the body, and that's excreting excess magnesium from 769 00:33:43,279 - > 00:33:46,720 the body too, because it can also often bind to the magnesium 770 00:33:46,720 - > 00:33:49,680 stored in the body and kind of push it out from the kidneys. 771 00:33:49,680 - > 00:33:52,880 And so that's like again, I'm I'm going off topic, but the 772 00:33:52,880 - > 00:33:55,839 point is like I see a coffee in hand and I'm like, hey, do you 773 00:33:55,839 - > 00:33:56,799 take magnesium? 774 00:33:56,799 - > 00:33:57,279 Yeah. 775 00:33:57,279 - > 00:33:59,440 And if you're like, no, like why? 776 00:33:59,440 - > 00:34:01,119 And I'm like, right there. 777 00:34:01,119 - > 00:34:04,160 I go, every time you drink that, and I'm like, I'm not 778 00:34:04,160 - > 00:34:05,920 judging, I'm like, I'm right here with you, okay? 779 00:34:05,920 - > 00:34:08,239 I'm like, I've got my coffee in my hand too. 780 00:34:08,239 - > 00:34:11,360 But every time we drink that, we're excreting more and more 781 00:34:11,360 - > 00:34:12,000 magnesium. 782 00:34:12,000 - > 00:34:14,480 We're already deficient as a population. 783 00:34:14,480 - > 00:34:17,519 So what a great way to be like, well, let's replenish every 784 00:34:17,519 - > 00:34:18,320 time we lose, right? 785 00:34:18,320 - > 00:34:20,719 It's not about you don't have to stop drinking coffee or tea, 786 00:34:20,719 - > 00:34:23,679 that's fine unless you want to, but let's just know how to 787 00:34:23,679 - > 00:34:24,079 replenish. 788 00:34:24,079 - > 00:34:26,079 So, like, that's a great way to like kind of lead in the 789 00:34:26,079 - > 00:34:27,519 magnesium conversation, right? 790 00:34:27,519 - > 00:34:30,239 How do we lead in the probiotic conversation or what do you 791 00:34:30,239 - > 00:34:30,639 look for? 792 00:34:30,639 - > 00:34:31,599 It's a little bit different. 793 00:34:31,599 - > 00:34:34,800 Coffee and tea won't be the exact answers for that. 794 00:34:34,800 - > 00:34:40,719 But for me, a couple of fun facts that lead that into me, it 795 00:34:40,719 - > 00:34:43,760 in for me is like I always kind of a like to even ask the 796 00:34:43,760 - > 00:34:46,159 customer, like, hey, what are you currently taking? 797 00:34:46,159 - > 00:34:46,719 Okay. 798 00:34:46,719 - > 00:34:50,960 Opening that up if you have the time for it is kind of nice 799 00:34:50,960 - > 00:34:53,199 because you're building that one-on-one relationship with 800 00:34:53,199 - > 00:34:53,360 them. 801 00:34:53,360 - > 00:34:54,800 You're asking them what they do take. 802 00:34:54,800 - > 00:34:57,360 So you can kind of assess their portfolio to begin with. 803 00:34:57,360 - > 00:34:59,920 And maybe you realize, like, oh, why are you taking three 804 00:34:59,920 - > 00:35:00,719 immune supplements? 805 00:35:00,719 - > 00:35:03,360 Or, or, or maybe it's just like, oh, you're only taking 806 00:35:03,360 - > 00:35:04,639 this, but you're not taking that. 807 00:35:04,639 - > 00:35:08,880 That's a great way because my top four supplements, probiotics 808 00:35:08,880 - > 00:35:09,599 are right in there. 809 00:35:09,599 - > 00:35:10,880 Probably my number one. 810 00:35:10,880 - > 00:35:11,280 Okay. 811 00:35:11,280 - > 00:35:13,840 And we've got magnesium in my top four as well. 812 00:35:13,840 - > 00:35:17,039 And then my other like standard two are probably a multi and an 813 00:35:17,039 - > 00:35:17,920 omega, right? 814 00:35:17,920 - > 00:35:20,480 Like that's kind of like if I had to build one for everybody, 815 00:35:20,480 - > 00:35:22,079 just standard, that's what it would be. 816 00:35:22,079 - > 00:35:24,639 So when I open up the conversation of what's in your 817 00:35:24,639 - > 00:35:27,599 collection, if I don't see probiotics in there, it kind of 818 00:35:27,599 - > 00:35:29,519 helps me leave that conversation in. 819 00:35:29,519 - > 00:35:33,440 The other thing is, is if you get into the fun facts, right 820 00:35:33,440 - > 00:35:36,559 when I mentioned this, you know, 10 minutes ago, was like, what 821 00:35:36,559 - > 00:35:38,480 does probiotic mean? 822 00:35:38,480 - > 00:35:40,559 It means for life. 823 00:35:40,559 - > 00:35:44,719 When you actually consume that, you're like, wait a minute, my 824 00:35:44,719 - > 00:35:47,280 body is made of bacteria. 825 00:35:47,280 - > 00:35:50,800 I think about my gut, and I know my immune system is housed 826 00:35:50,800 - > 00:35:53,599 there, and I know a lot of my bacteria sit in my gut, but my 827 00:35:53,599 - > 00:35:57,039 bacteria is everywhere on my skin, my eyes, my mouth, 828 00:35:57,039 - > 00:35:57,679 everywhere. 829 00:35:57,679 - > 00:36:02,639 Your body is more bacterial cells than almost anything else. 830 00:36:02,639 - > 00:36:05,599 Meaning your body is made of bacteria. 831 00:36:05,599 - > 00:36:09,199 So if you want your body to thrive, if you want your body to 832 00:36:09,199 - > 00:36:13,440 be healthy, you need to feed it with a good bacteria every 833 00:36:13,440 - > 00:36:18,719 single day, especially as bad bacteria, food, stress, 834 00:36:18,719 - > 00:36:23,519 pollution, alcohol, whatever it is that we do, gets constantly 835 00:36:23,519 - > 00:36:26,159 takes this balance between good and bad out of, right? 836 00:36:26,159 - > 00:36:27,360 Out of conjunction here. 837 00:36:27,360 - > 00:36:29,519 So you have this dysbiosis between good and bad. 838 00:36:29,519 - > 00:36:32,400 And so I'm like, you know, what are we doing on a daily to 839 00:36:32,400 - > 00:36:33,280 build the good? 840 00:36:33,280 - > 00:36:34,800 It's pretty minimal. 841 00:36:34,800 - > 00:36:36,400 Yes, I'm I hope you meditate. 842 00:36:36,400 - > 00:36:38,719 And yes, I hope you, you know, drink enough water. 843 00:36:38,719 - > 00:36:40,400 But I mean, let's be realistic here. 844 00:36:40,400 - > 00:36:43,440 You should need to have lots of kombucha, lots of kimchi, lots 845 00:36:43,440 - > 00:36:47,039 of yogurt, lots of good bacteria daily to keep it where it needs 846 00:36:47,039 - > 00:36:47,360 to be. 847 00:36:47,360 - > 00:36:49,920 So it's for your life, okay? 848 00:36:49,920 - > 00:36:52,719 Your body's made out of it more than anything. 849 00:36:52,719 - > 00:36:57,119 It's responsible or part of so many things that we do. 850 00:36:57,119 - > 00:37:00,239 So, like when you think about um your weight, if you're like, 851 00:37:00,239 - > 00:37:03,679 oh, I I struggle with my weight, yeah, okay, you can think 852 00:37:03,679 - > 00:37:06,880 about, you know, fat loss supplements or running a couple 853 00:37:06,880 - > 00:37:08,159 miles, but hold on a minute. 854 00:37:08,159 - > 00:37:09,920 Do you actually think about your gut? 855 00:37:09,920 - > 00:37:11,920 Because your gut's vital. 856 00:37:11,920 - > 00:37:14,800 That's where a lot of your sugar cravings are coming from. 857 00:37:14,800 - > 00:37:17,440 Okay, this is where a lot of weight is dealt with. 858 00:37:17,440 - > 00:37:19,760 This is where serotonin is often produced. 859 00:37:19,760 - > 00:37:23,199 And we know that one of the other things that really hinders 860 00:37:23,199 - > 00:37:24,480 weight is our mood. 861 00:37:24,480 - > 00:37:28,800 If we're depressed, if we are stressed, if we are tired, all 862 00:37:28,800 - > 00:37:30,000 these things also affect. 863 00:37:30,000 - > 00:37:34,559 So we gotta look at our gut and take care of our gut if we want 864 00:37:34,559 - > 00:37:35,840 to look at the rest of our body. 865 00:37:35,840 - > 00:37:39,199 If you're not taking care taking care of your gut, then 866 00:37:39,199 - > 00:37:43,360 honestly, the other things are just like the consider your gut 867 00:37:43,360 - > 00:37:46,559 like the roots of the tree, and everything else is like the 868 00:37:46,559 - > 00:37:49,199 branch, and you're just trying to band-aid the branch, that 869 00:37:49,199 - > 00:37:52,320 root isn't taken care of, it's still gonna create problems. 870 00:37:52,320 - > 00:37:58,400 So to me, probiotics are maybe opening it up with the top four, 871 00:37:58,400 - > 00:38:01,199 you know, supplements, maybe just asking them just straight 872 00:38:01,199 - > 00:38:03,440 up, hey, do you guys do you take a probiotic? 873 00:38:03,440 - > 00:38:05,440 It's you know, probably one of my top things. 874 00:38:05,440 - > 00:38:08,559 Or if they bring up, I'm struggling with my my weight, 875 00:38:08,559 - > 00:38:12,400 I'm struggling with my my mood, I'm struggling with um, you 876 00:38:12,400 - > 00:38:14,719 know, uh sugar craving, whatever, whatever, you know, 877 00:38:14,719 - > 00:38:18,079 I'm thinking more about um type 2 diabetes kind of conversation, 878 00:38:18,079 - > 00:38:19,039 you know, etc. 879 00:38:19,039 - > 00:38:23,039 It you can lean it that way and and really think about 880 00:38:23,039 - > 00:38:25,599 probiotics because even though they support the immune system 881 00:38:25,599 - > 00:38:29,920 and they can help with digestion and things like that, um, it's 882 00:38:29,920 - > 00:38:32,719 also the reason that you see a woman's formula, a men's 883 00:38:32,719 - > 00:38:36,800 formula, a 50 plus, an active, a postnatal, because there's so 884 00:38:36,800 - > 00:38:41,199 many things that these probiotic strains do in our, you know, to 885 00:38:41,199 - > 00:38:44,239 support our body, our microbiome ultimately. 886 00:38:44,480 - > 00:38:44,800 Tina Maddock: Yeah. 887 00:38:44,800 - > 00:38:48,159 And you know, you bring up a really good point about asking 888 00:38:48,159 - > 00:38:51,679 people like, what's your what's your wellness stack right now? 889 00:38:51,679 - > 00:38:55,199 Or however you want to get into that conversation. 890 00:38:55,199 - > 00:38:58,960 I go into health food stores and to supplement stores a lot, 891 00:38:58,960 - > 00:38:59,440 obviously. 892 00:38:59,440 - > 00:39:00,559 It's part of my job. 893 00:39:00,559 - > 00:39:02,159 I know you do too. 894 00:39:02,159 - > 00:39:07,199 I typically know what I want before I'm walking in there 895 00:39:07,199 - > 00:39:11,280 because I've done some research, I'm having an issue, or I'm 896 00:39:11,280 - > 00:39:13,039 just getting my normal stuff, right? 897 00:39:13,039 - > 00:39:15,679 So I walk in there, I know what I want. 898 00:39:15,679 - > 00:39:18,559 So when someone comes up to me and they're like, Are you 899 00:39:18,559 - > 00:39:20,239 looking for something specific? 900 00:39:20,239 - > 00:39:23,840 Is typically that the question I get asked if I look like I'm 901 00:39:23,840 - > 00:39:25,119 not sure where something is. 902 00:39:25,119 - > 00:39:29,119 And then I'll say, Yeah, I'm looking for X, Y, or Z. 903 00:39:29,119 - > 00:39:33,440 I cannot remember a time when someone said, What all is on 904 00:39:33,440 - > 00:39:33,920 your list? 905 00:39:33,920 - > 00:39:35,679 Like, what all are you taking? 906 00:39:35,679 - > 00:39:38,960 Let's just, or just having some deeper conversation. 907 00:39:38,960 - > 00:39:41,840 Usually they're pointing me to the thing I'm looking for and 908 00:39:41,840 - > 00:39:43,280 they're moving on to someone else. 909 00:39:43,280 - > 00:39:46,000 And I just think there's so much opportunity in having a 910 00:39:46,000 - > 00:39:50,719 little bit of conversation about goals, issues, what you're 911 00:39:50,719 - > 00:39:51,760 currently taking. 912 00:39:51,760 - > 00:39:54,960 And that gives you the opportunity to really help 913 00:39:54,960 - > 00:39:59,760 someone get more out of what they're shopping in your store 914 00:39:59,760 - > 00:40:00,960 in that day. 915 00:40:01,360 - > 00:40:03,199 Nikita Austen: And let's also think about it. 916 00:40:03,199 - > 00:40:07,119 Why would they come to the store as opposed to shop online? 917 00:40:07,119 - > 00:40:08,239 Yeah. 918 00:40:08,239 - > 00:40:11,440 They come to the store maybe because they happen to already 919 00:40:11,440 - > 00:40:14,239 be there, but they like to talk to somebody. 920 00:40:14,239 - > 00:40:16,800 They want to get someone's opinion, they want to look at 921 00:40:16,800 - > 00:40:19,440 the options, they want to feel them, touch them, etc. 922 00:40:19,440 - > 00:40:23,119 The more we continue to give them the reason to come to the 923 00:40:23,119 - > 00:40:25,199 store, the more they're gonna come to the store as well. 924 00:40:25,199 - > 00:40:25,519 Yeah. 925 00:40:25,519 - > 00:40:25,840 Right. 926 00:40:25,840 - > 00:40:26,480 And I've seen that. 927 00:40:26,480 - > 00:40:28,800 I've even had that when I worked at Whole Foods where I 928 00:40:28,800 - > 00:40:31,760 would have somebody who's like, no, I want to talk to Nikita. 929 00:40:31,760 - > 00:40:34,320 And I'm like, oh, and I'm trying to like say, like, I'm 930 00:40:34,320 - > 00:40:35,920 helping a customer, could you help, you know, her? 931 00:40:35,920 - > 00:40:37,760 And they're like, no, no, I want to talk to Nikita, I want 932 00:40:37,760 - > 00:40:37,920 to wait. 933 00:40:37,920 - > 00:40:40,800 And to me, there's like no cooler compliment than that, 934 00:40:40,800 - > 00:40:42,159 really, in a lot of ways. 935 00:40:42,159 - > 00:40:45,119 But the thing is, is that it can also get a little 936 00:40:45,119 - > 00:40:48,079 overwhelming when you think of the supplement section because 937 00:40:48,079 - > 00:40:51,760 you're like, okay, if you listen to any training, even like if I 938 00:40:51,760 - > 00:40:54,400 do a training, at the end I go, Oh, I should, I should be 939 00:40:54,400 - > 00:40:55,039 taking that too. 940 00:40:55,039 - > 00:40:56,320 It's like my own training. 941 00:40:56,320 - > 00:40:57,679 And I'm like, I need that one. 942 00:40:57,679 - > 00:40:58,800 Oh, wait, I need that one too. 943 00:40:58,800 - > 00:41:01,360 And next thing you know, I have 40 supplements that I actually 944 00:41:01,360 - > 00:41:02,639 want to take and I need. 945 00:41:02,639 - > 00:41:04,000 That's not realistic. 946 00:41:04,000 - > 00:41:06,320 There's a few of those people that take the 10 at once, and 947 00:41:06,320 - > 00:41:07,199 that's fine. 948 00:41:07,199 - > 00:41:11,199 But listening to what they have, if sometimes simplifying 949 00:41:11,199 - > 00:41:14,079 it, like I said, if you're like, why are you taking like two of 950 00:41:14,079 - > 00:41:16,800 these ones instead you could be taking like one of these? 951 00:41:16,800 - > 00:41:19,440 When they overwhelm themselves too and they don't realize it, 952 00:41:19,440 - > 00:41:21,039 it sometimes they just check out. 953 00:41:21,039 - > 00:41:22,719 Too much is the problem. 954 00:41:22,719 - > 00:41:25,519 I love to simplify it, simplify it, simplify. 955 00:41:25,519 - > 00:41:28,000 Yeah, yeah, you want to kind of build the basket and give them 956 00:41:28,000 - > 00:41:30,000 a good array of offering, that's fine. 957 00:41:30,000 - > 00:41:32,639 But at what point does it like push them away because it 958 00:41:32,639 - > 00:41:33,280 becomes too much? 959 00:41:33,280 - > 00:41:36,480 So if I ask them and they're like, I'm taking a mag glycinate 960 00:41:36,480 - > 00:41:39,599 and I'm taking this probiotic and I'm taking this, that I go, 961 00:41:39,599 - > 00:41:40,719 okay, well, when do you take them? 962 00:41:40,719 - > 00:41:44,079 They're like, oh, all at once, or I'm like, hmm, here's my 963 00:41:44,079 - > 00:41:44,480 suggestion. 964 00:41:44,480 - > 00:41:46,000 What if we took this one at night? 965 00:41:46,000 - > 00:41:48,639 If you feel like you're taking too many in the morning, and 966 00:41:48,639 - > 00:41:51,679 just even that alone makes them kind of feel like, oh, like I 967 00:41:51,679 - > 00:41:55,280 can handle this, or I can handle one more, or I understand why 968 00:41:55,280 - > 00:41:55,920 I'm taking it. 969 00:41:55,920 - > 00:41:58,639 The more you educate them too on like why they're taking it, 970 00:41:58,639 - > 00:42:01,199 the more empowered they feel, more and connected and 971 00:42:01,199 - > 00:42:03,119 interested they are to the product, and they'll want to 972 00:42:03,119 - > 00:42:04,559 come back and talk to you some more. 973 00:42:04,559 - > 00:42:05,920 So I know it's hard. 974 00:42:05,920 - > 00:42:08,239 I know a lot of stories are like, oh, we're so short-staffed 975 00:42:08,239 - > 00:42:09,440 and we're just trying to get everything done. 976 00:42:09,440 - > 00:42:10,320 And like, I get that. 977 00:42:10,320 - > 00:42:13,440 And I know there's a lot of difficulty there, but if you get 978 00:42:13,440 - > 00:42:17,840 the chance to talk, even if it's for five minutes, it can be 979 00:42:17,840 - > 00:42:18,719 so impactful. 980 00:42:18,960 - > 00:42:22,559 Tina Maddock: It's I mean, you can build baskets that way, but 981 00:42:22,559 - > 00:42:24,559 you're also building such a big relationship. 982 00:42:24,559 - > 00:42:28,239 They're gonna keep coming back again if they feel like you 983 00:42:28,239 - > 00:42:29,760 steered them in the right direction. 984 00:42:29,760 - > 00:42:31,039 So yeah, yeah. 985 00:42:31,599 - > 00:42:34,480 Nikita Austen: Think about any any store that you might go to, 986 00:42:34,480 - > 00:42:37,039 whether it's your esthetician, you're like, why do I keep going 987 00:42:37,039 - > 00:42:37,280 there? 988 00:42:37,280 - > 00:42:40,159 Or maybe it's your local health food store, or maybe it's your 989 00:42:40,159 - > 00:42:41,360 place that you get your oil change. 990 00:42:41,360 - > 00:42:42,239 Is there a reason? 991 00:42:42,239 - > 00:42:43,039 Is there a connection? 992 00:42:43,039 - > 00:42:45,039 Is there something that you're like, that's why I always like 993 00:42:45,039 - > 00:42:45,440 to go there? 994 00:42:45,440 - > 00:42:47,199 Because I just like to say hi to those people. 995 00:42:47,199 - > 00:42:48,320 I like to, you know, do that. 996 00:42:48,320 - > 00:42:49,840 That's the same thing applies here. 997 00:42:49,840 - > 00:42:53,920 Let us be the reason that they want to come back to talk to us, 998 00:42:53,920 - > 00:42:54,719 you know? 999 00:42:55,280 - > 00:42:55,920 Tina Maddock: Yeah, okay. 1000 00:42:55,920 - > 00:43:00,000 I have another question because it's been coming up more and 1001 00:43:00,000 - > 00:43:00,320 more. 1002 00:43:00,320 - > 00:43:04,320 And I this is I might be a little bit late on the trend in 1003 00:43:04,320 - > 00:43:07,199 having this conversation because I think it's been around for a 1004 00:43:07,199 - > 00:43:08,880 bit and it's gotten more popular. 1005 00:43:08,880 - > 00:43:13,840 But look, TikTok, um, Instagram, reels, YouTube 1006 00:43:13,840 - > 00:43:17,360 influencers, for whatever reason, acromancia keeps coming 1007 00:43:17,360 - > 00:43:18,559 up over and over again. 1008 00:43:18,559 - > 00:43:20,880 Is that something that you guys talk about? 1009 00:43:21,360 - > 00:43:23,280 Nikita Austen: Yeah, acromancia. 1010 00:43:23,280 - > 00:43:28,480 It's definitely been coming up and it will continue to come up 1011 00:43:28,480 - > 00:43:29,119 as well. 1012 00:43:29,119 - > 00:43:33,119 Acromancia is something that as a company we've been looking at 1013 00:43:33,119 - > 00:43:34,559 for a couple of years now. 1014 00:43:34,559 - > 00:43:39,519 And acromancia, you can find it in a probiotic, and you can 1015 00:43:39,519 - > 00:43:41,920 also find it in a postbiotic. 1016 00:43:41,920 - > 00:43:42,480 Okay. 1017 00:43:42,480 - > 00:43:46,719 And because I'm gonna talk about it from a postbiotic sense 1018 00:43:46,719 - > 00:43:49,199 here for a second, I just want to pause and explain what a 1019 00:43:49,199 - > 00:43:52,079 postbiotic is for those that are listening. 1020 00:43:52,079 - > 00:43:56,400 Again, we have pre, we have pro, and we have post as we know 1021 00:43:56,400 - > 00:43:57,360 it today. 1022 00:43:57,360 - > 00:44:01,360 While probiotic is really the one that's The live bacteria, 1023 00:44:01,360 - > 00:44:01,519 right? 1024 00:44:01,519 - > 00:44:03,679 That's what you kind of have in the center point of this live 1025 00:44:03,679 - > 00:44:04,320 bacterium. 1026 00:44:04,320 - > 00:44:08,880 The prebiotic is usually a type of fiber, okay, a prebiotic 1027 00:44:08,880 - > 00:44:09,280 fiber. 1028 00:44:09,280 - > 00:44:12,639 And the fiber ultimately feeds the probiotic. 1029 00:44:12,639 - > 00:44:15,519 So since it's a fiber, it's not refrigerated, it's just like 1030 00:44:15,519 - > 00:44:18,639 shelf stable, but it's food for the probiotic. 1031 00:44:18,639 - > 00:44:24,800 And when the probiotic eats the prebiotic and digests it, it 1032 00:44:24,800 - > 00:44:27,840 creates this sort of third product, this little end 1033 00:44:27,840 - > 00:44:29,280 metabolite, if you will. 1034 00:44:29,280 - > 00:44:31,599 And that's called a postbiotic. 1035 00:44:31,599 - > 00:44:35,679 At this point, this is also not a live bacteria, it's processed 1036 00:44:35,679 - > 00:44:35,840 through. 1037 00:44:35,840 - > 00:44:39,039 It's this metabolite, it's this thing that gets produced from 1038 00:44:39,039 - > 00:44:40,639 the digestion of it. 1039 00:44:40,639 - > 00:44:43,760 But it's not live, so it can be shelf stable, for example. 1040 00:44:43,760 - > 00:44:48,559 And even though it's this like dead bacteria in a way, it in 1041 00:44:48,559 - > 00:44:52,480 itself still has a ton of benefits for the body. 1042 00:44:52,480 - > 00:44:52,960 Okay. 1043 00:44:52,960 - > 00:44:57,840 So in order to get a postbiotic, your probiotic needs 1044 00:44:57,840 - > 00:44:59,360 to consume prebiotics. 1045 00:44:59,360 - > 00:45:02,000 And in that process, postbiotic is formed. 1046 00:45:02,000 - > 00:45:02,480 Okay. 1047 00:45:02,480 - > 00:45:08,559 Now, with acromancia, and the reason why it took us a while to 1048 00:45:08,559 - > 00:45:12,079 produce it, and the reason it's gained a lot of popularity is 1049 00:45:12,079 - > 00:45:15,760 there was one other supplier, or not supplier, but um a uh like 1050 00:45:15,760 - > 00:45:18,000 a supplement brand that was selling, that was selling 1051 00:45:18,000 - > 00:45:20,320 acromancia and it was quite expensive online. 1052 00:45:20,320 - > 00:45:24,559 Like we're talking $90 to $100, you know, for this one single 1053 00:45:24,559 - > 00:45:25,760 strained product. 1054 00:45:25,760 - > 00:45:27,679 That's really expensive in our industry. 1055 00:45:27,679 - > 00:45:31,199 And that's very much more a select customer clientele that 1056 00:45:31,199 - > 00:45:31,760 would buy that. 1057 00:45:31,760 - > 00:45:34,639 And so as a as a company and a brand, we were like, well, we 1058 00:45:34,639 - > 00:45:37,840 can't sell a $90, you know, single strain probiotic unless 1059 00:45:37,840 - > 00:45:41,119 we knew that it did something magical, which we we we're we're 1060 00:45:41,119 - > 00:45:43,519 getting to that point, but even then that's a bit much. 1061 00:45:43,519 - > 00:45:44,000 Yeah. 1062 00:45:44,000 - > 00:45:48,000 So it took us a while to, you know, wait for it to get to a 1063 00:45:48,000 - > 00:45:51,039 good price point, uh, to be able to, you know, get more research 1064 00:45:51,039 - > 00:45:51,760 on it and stuff. 1065 00:45:51,760 - > 00:45:55,760 But where acromancia comes in and where people associate 1066 00:45:55,760 - > 00:45:59,599 acromancia in simplicity is weight management and weight 1067 00:45:59,599 - > 00:45:59,920 loss. 1068 00:45:59,920 - > 00:46:00,719 Okay. 1069 00:46:00,719 - > 00:46:04,000 I'm not stating here blatantly that taking acromancia is going 1070 00:46:04,000 - > 00:46:04,800 to make you lose weight. 1071 00:46:04,800 - > 00:46:08,159 I'm just saying that conversation, internet, TikTok 1072 00:46:08,159 - > 00:46:10,960 connection, people are associating the term acromancia 1073 00:46:10,960 - > 00:46:11,760 with weight loss. 1074 00:46:11,920 - > 00:46:12,079 Tina Maddock: Right. 1075 00:46:12,559 - > 00:46:15,280 Nikita Austen: And when you looked at acromancia, again, 1076 00:46:15,280 - > 00:46:18,639 which is this bacterial bacteria ultimately that's kind of found 1077 00:46:18,639 - > 00:46:22,320 in the body, when we looked at it in a clinical study sense 1078 00:46:22,320 - > 00:46:25,599 from healthy population, healthy individuals that are not 1079 00:46:25,599 - > 00:46:29,039 considered overweight or obese, just you know, general healthy 1080 00:46:29,039 - > 00:46:33,039 population, there's about 4% of acromancia present in the body. 1081 00:46:33,039 - > 00:46:33,599 Okay. 1082 00:46:33,599 - > 00:46:35,039 Okay, great. 1083 00:46:35,039 - > 00:46:38,239 When we look at people that are considered overweight and or 1084 00:46:38,239 - > 00:46:42,000 obese, and we look at the percentage of acromancia in the 1085 00:46:42,000 - > 00:46:44,159 body, it's little to none. 1086 00:46:44,159 - > 00:46:47,679 So, okay, that's a great scientific theory, right? 1087 00:46:47,679 - > 00:46:51,039 This is a starting point for us where we go, healthy people 1088 00:46:51,039 - > 00:46:54,800 have it, um, and those that are considered overweight and obese 1089 00:46:54,800 - > 00:46:56,639 have none of it almost at all. 1090 00:46:56,639 - > 00:46:59,760 Is there a correlation there between weight management? 1091 00:46:59,760 - > 00:47:02,559 Then they start to do kind of more studies where when they 1092 00:47:02,559 - > 00:47:05,760 look at, you know, in a rat study, which again, we we as a 1093 00:47:05,760 - > 00:47:08,880 company use human clinical studies in order to make claims, 1094 00:47:08,880 - > 00:47:12,880 but we will still review like other animal studies as well, 1095 00:47:12,880 - > 00:47:14,400 even though I'm not a fan of animal studies. 1096 00:47:14,400 - > 00:47:15,519 Okay, I'm just throwing it out there. 1097 00:47:15,519 - > 00:47:16,320 But you know, it happens. 1098 00:47:16,320 - > 00:47:18,400 Okay, we'll get there where that just stops happening. 1099 00:47:18,400 - > 00:47:20,000 Come on, use the humans, okay? 1100 00:47:20,000 - > 00:47:21,679 We need money, I'll I'll be a test. 1101 00:47:21,679 - > 00:47:22,639 Just just do it for me. 1102 00:47:22,639 - > 00:47:25,519 I'll I'll use the 60 bucks an hour or whatever. 1103 00:47:25,519 - > 00:47:28,719 So the point is, is when we look at the animal studies too, 1104 00:47:28,719 - > 00:47:32,880 we've seen it where they can take the microbiome from, let's 1105 00:47:32,880 - > 00:47:35,199 say, a human that is considered overweight, right? 1106 00:47:35,199 - > 00:47:38,880 Without the acromansia, put it into a rat that's considered 1107 00:47:38,880 - > 00:47:42,079 healthy, that microbiome, that bacteria, and then that rat 1108 00:47:42,079 - > 00:47:43,519 starts to put on weight. 1109 00:47:43,519 - > 00:47:46,239 So you see these types of studies where not just looking 1110 00:47:46,239 - > 00:47:48,800 at it, they've pulled microbiome, they've kind of 1111 00:47:48,800 - > 00:47:52,880 implanted it, or you know, yeah, maybe implanted is the right 1112 00:47:52,880 - > 00:47:55,280 term here, but in into the animal, into the rat, and you 1113 00:47:55,280 - > 00:47:57,920 notice that the weight does start to change, in fact, in a 1114 00:47:57,920 - > 00:47:59,599 negative way when it's not present. 1115 00:47:59,599 - > 00:48:03,280 So right now we do sell a necromancia, it's considered a 1116 00:48:03,280 - > 00:48:06,480 postbiotic, it is shelf stable in this case as well. 1117 00:48:06,480 - > 00:48:09,599 Uh, we don't have any claims on the pack for like weight 1118 00:48:09,599 - > 00:48:11,840 management or weight loss because, again, there's still 1119 00:48:11,840 - > 00:48:14,239 more studies to kind of come. 1120 00:48:14,239 - > 00:48:17,920 But it's very popular in some countries in Europe as well, and 1121 00:48:17,920 - > 00:48:20,239 they've really got on board with it, and a lot of people 1122 00:48:20,239 - > 00:48:23,360 want it, and it is still a just a great thing to take. 1123 00:48:23,360 - > 00:48:26,719 So I would say no harm, no foul in a lot of ways. 1124 00:48:26,719 - > 00:48:29,599 Um, that's gonna support your microbiome anyway. 1125 00:48:29,599 - > 00:48:33,119 It's just that that's really where the conversation is 1126 00:48:33,119 - > 00:48:35,360 growing is the weight management aspect. 1127 00:48:36,079 - > 00:48:38,400 Tina Maddock: Yeah, and blood glucose control, that kind of 1128 00:48:38,400 - > 00:48:38,639 thing. 1129 00:48:38,639 - > 00:48:40,880 Yes, there's a lot of conversation around that. 1130 00:48:40,880 - > 00:48:46,559 I'm not saying that this has um the efficacy for fighting that 1131 00:48:46,559 - > 00:48:49,519 or changing anything, but that is the conversation, a lot of 1132 00:48:49,519 - > 00:48:51,039 studies that are being done right now. 1133 00:48:51,039 - > 00:48:57,280 Um so but that sort of let's pivot into if when a person 1134 00:48:57,280 - > 00:49:00,400 comes in and they're specifically asking for a 1135 00:49:00,400 - > 00:49:05,360 probiotic, um what how do you know which one that they need? 1136 00:49:05,360 - > 00:49:09,599 Acromancia is on the list of things that you could steer them 1137 00:49:09,599 - > 00:49:12,480 toward depending on what their goal is or what they're looking 1138 00:49:12,480 - > 00:49:14,079 for or what problem they're trying to solve. 1139 00:49:14,079 - > 00:49:15,599 But give me just some ideas. 1140 00:49:15,599 - > 00:49:17,920 What are some questions that you ask and how do you steer 1141 00:49:17,920 - > 00:49:18,960 them in the right direction? 1142 00:49:19,280 - > 00:49:20,000 Nikita Austen: Okay, yes. 1143 00:49:20,000 - > 00:49:21,360 So which one would they need? 1144 00:49:21,360 - > 00:49:26,239 I mean, so just to give you an example here, uh, because I can 1145 00:49:26,239 - > 00:49:28,480 speak through my collection in particular. 1146 00:49:28,480 - > 00:49:30,800 And and my collection will have some similar offerings that 1147 00:49:30,800 - > 00:49:31,760 other brands would as well. 1148 00:49:31,760 - > 00:49:34,960 But like in the Solar A microbiome complete, which is 1149 00:49:34,960 - > 00:49:36,880 the line that I mentioned that I talked at Soho. 1150 00:49:36,880 - > 00:49:39,760 So it's the pre, the pro, and the postbiotic collection. 1151 00:49:39,760 - > 00:49:46,159 We have a woman's formula, a men's formula, active, mood, 1152 00:49:46,159 - > 00:49:48,960 postnatal, 50 plus. 1153 00:49:48,960 - > 00:49:50,159 What am I forgetting? 1154 00:49:50,159 - > 00:49:52,000 I'm just gonna look at my image here on the side and make sure 1155 00:49:52,000 - > 00:49:56,880 I'm like the vaginal one, um vaginal health or something. 1156 00:49:56,880 - > 00:50:00,159 Uh yes, the vaginal health would be would fall under the 1157 00:50:00,159 - > 00:50:01,039 woman's formula. 1158 00:50:01,039 - > 00:50:02,159 Okay, in this case. 1159 00:50:02,159 - > 00:50:03,360 So yes, that's what it was. 1160 00:50:03,360 - > 00:50:06,239 So I said so 50 plus, oh, the ultimate, duh, the ultimate 1161 00:50:06,239 - > 00:50:07,039 potency one. 1162 00:50:07,039 - > 00:50:08,239 I can talk to you that as well. 1163 00:50:08,239 - > 00:50:11,599 The women's, the men's, the post, the mood, and the active. 1164 00:50:11,599 - > 00:50:12,159 Okay. 1165 00:50:12,159 - > 00:50:14,960 Just to start with, no matter which one you're taking here, 1166 00:50:14,960 - > 00:50:17,360 again, they're these products kind of have two different 1167 00:50:17,360 - > 00:50:17,760 blends. 1168 00:50:17,760 - > 00:50:20,559 There's one that's more of like a standard blend that that 1169 00:50:20,559 - > 00:50:22,480 that's part of them all, and that's like, you know, your 1170 00:50:22,480 - > 00:50:24,159 immune system and a lot of other things. 1171 00:50:24,159 - > 00:50:26,960 And then there's more of the custom individualized blend 1172 00:50:26,960 - > 00:50:30,079 that's in there as well that is gonna be more directive for the 1173 00:50:30,079 - > 00:50:32,639 woman's one to help with supporting, you know, the 1174 00:50:32,639 - > 00:50:35,280 vaginal canal and whether we're looking at it from a yeast 1175 00:50:35,280 - > 00:50:38,960 perspective or a bacterial perspective or just healthy, you 1176 00:50:38,960 - > 00:50:40,400 know, hormonal balance. 1177 00:50:40,400 - > 00:50:43,679 Um, the men's one is gonna focus more on prostate health, 1178 00:50:43,679 - > 00:50:47,360 more on colon health, as that is a higher concern for men, even 1179 00:50:47,360 - > 00:50:48,320 cholesterol. 1180 00:50:48,320 - > 00:50:51,519 Then the postnatal is going to look at breast milk production. 1181 00:50:51,519 - > 00:50:54,400 It's going to look at mood support, it's gonna look at 1182 00:50:54,400 - > 00:50:54,880 different things. 1183 00:50:54,880 - > 00:50:58,960 So the custom blends at that point are going to support the 1184 00:50:58,960 - > 00:50:59,599 different one. 1185 00:50:59,599 - > 00:51:02,559 So if you're coming in and you're like, I just need a 1186 00:51:02,559 - > 00:51:04,400 probiotic, I didn't have anything specific. 1187 00:51:04,400 - > 00:51:07,039 My doctor told me, you know, take a probiotic, or maybe I 1188 00:51:07,039 - > 00:51:08,639 told them take a probiotic. 1189 00:51:08,639 - > 00:51:09,840 Where do I start? 1190 00:51:09,840 - > 00:51:14,400 Well, if you feel generally speaking, healthy, balanced, and 1191 00:51:14,400 - > 00:51:17,039 and I'm a woman, yeah, I'll go right for the woman's one. 1192 00:51:17,039 - > 00:51:19,280 Kind of simple, you know, there's not too much to think 1193 00:51:19,280 - > 00:51:19,440 about. 1194 00:51:19,440 - > 00:51:22,559 And on the woman's one, the the three claims that we put on the 1195 00:51:22,559 - > 00:51:27,119 front of PAC and just success to restate any claim I mention 1196 00:51:27,119 - > 00:51:31,280 is based on not just clinical support, but minimum two double 1197 00:51:31,280 - > 00:51:34,480 blind placebo-controlled human clinical studies. 1198 00:51:34,480 - > 00:51:34,800 Okay. 1199 00:51:34,800 - > 00:51:36,960 So not animal or anything, just human clinical studies. 1200 00:51:36,960 - > 00:51:41,280 I have got vaginal health support, supports fat loss, mood 1201 00:51:41,280 - > 00:51:43,840 and occasional stress support, because I've got strains in 1202 00:51:43,840 - > 00:51:46,480 there that also support weight management and actually 1203 00:51:46,480 - > 00:51:48,400 significantly show fat loss. 1204 00:51:48,400 - > 00:51:51,599 Not just weight management, but fat loss in particular. 1205 00:51:51,599 - > 00:51:54,400 So, okay, great, that's a great one for me. 1206 00:51:54,400 - > 00:51:57,840 Now, maybe you're somebody who's like, okay, well, yes, 1207 00:51:57,840 - > 00:52:00,320 this one does have mood, mood support in it, that's great. 1208 00:52:00,320 - > 00:52:02,880 But maybe you're someone who struggles a lot more with maybe 1209 00:52:02,880 - > 00:52:05,440 depression, you know, or anxiety or mood. 1210 00:52:05,440 - > 00:52:08,239 And it could be situational or it could be kind of chronic, 1211 00:52:08,239 - > 00:52:08,480 right? 1212 00:52:08,480 - > 00:52:09,599 Depending on where you're at in your life. 1213 00:52:09,599 - > 00:52:11,920 And you're like, I need a lot more boost with my mood. 1214 00:52:11,920 - > 00:52:13,679 Then let's look at the mood formula. 1215 00:52:13,679 - > 00:52:17,599 So if I look at the mood formula, my claims are cognitive 1216 00:52:17,599 - > 00:52:20,960 support, mood support, and also occasional stress support. 1217 00:52:20,960 - > 00:52:22,960 Remember, I still have the base blend. 1218 00:52:22,960 - > 00:52:24,880 So there's still things in there that are naturally just 1219 00:52:24,880 - > 00:52:27,760 gonna help my body and immune and and even probably vaginal 1220 00:52:27,760 - > 00:52:29,119 health in some ways, you know. 1221 00:52:29,119 - > 00:52:30,960 But you could be a man, a man taking this. 1222 00:52:30,960 - > 00:52:32,559 It's no harm, no foul. 1223 00:52:32,559 - > 00:52:36,079 There's no hormones or added ingredients in any of these, 1224 00:52:36,079 - > 00:52:37,679 with exception of the probiotic strains. 1225 00:52:37,679 - > 00:52:39,760 So it's okay to be interchangeable. 1226 00:52:39,760 - > 00:52:42,000 Um, or maybe active formula. 1227 00:52:42,000 - > 00:52:45,679 So maybe you're either a um, you know, a triathlete or 1228 00:52:45,679 - > 00:52:49,519 somebody who's very active, or you're somebody who's like, I'm 1229 00:52:49,519 - > 00:52:52,559 not the triathlete, but I'm the person that needs to focus on my 1230 00:52:52,559 - > 00:52:52,880 weight. 1231 00:52:52,880 - > 00:52:55,760 Maybe I need to focus on cardiovascular support, you 1232 00:52:55,760 - > 00:52:55,920 know. 1233 00:52:55,920 - > 00:52:58,159 Maybe I have, you know, cardiovascular disease in my 1234 00:52:58,159 - > 00:53:01,199 family or, you know, cholesterol or heart-related, let's say, 1235 00:53:01,199 - > 00:53:04,079 issues, um, or in general, I just need support with energy 1236 00:53:04,079 - > 00:53:05,039 and weight management. 1237 00:53:05,039 - > 00:53:08,159 The active one could also be really great for you in this 1238 00:53:08,159 - > 00:53:08,480 case. 1239 00:53:08,480 - > 00:53:13,519 And then one other example I'll give is if you are either A, 1240 00:53:13,519 - > 00:53:15,840 taking antibiotics, right? 1241 00:53:15,840 - > 00:53:19,760 If you're taking antibiotics, I will ask you every single time 1242 00:53:19,760 - > 00:53:20,960 to take a probiotic. 1243 00:53:21,039 - > 00:53:21,280 unknown: Yeah. 1244 00:53:21,599 - > 00:53:22,400 Nikita Austen: How does that work? 1245 00:53:22,400 - > 00:53:23,679 Take the antibiotic. 1246 00:53:23,679 - > 00:53:25,840 Let's say it's eight o'clock in the morning, 8 a.m. 1247 00:53:25,840 - > 00:53:27,199 Just to give an example. 1248 00:53:27,199 - > 00:53:29,760 So you take that that antibiotic, it kills off the 1249 00:53:29,760 - > 00:53:31,119 bad, it kills off the good. 1250 00:53:31,119 - > 00:53:34,079 Wait two hours, let that process go through. 1251 00:53:34,079 - > 00:53:35,599 Now we're at 10 a.m. 1252 00:53:35,599 - > 00:53:39,760 Now let's take the probiotic and replenish our body's 1253 00:53:39,760 - > 00:53:40,480 microflora. 1254 00:53:40,480 - > 00:53:43,360 Let's replenish that bacteria because again, the antibiotic 1255 00:53:43,360 - > 00:53:44,320 did what it needed to. 1256 00:53:44,320 - > 00:53:44,639 Fine. 1257 00:53:44,639 - > 00:53:47,840 It killed off the bad, but it also killed off the good. 1258 00:53:47,840 - > 00:53:51,280 And when we kill off the good, then how does our body and our 1259 00:53:51,280 - > 00:53:53,199 immune system function for the rest of the day? 1260 00:53:53,199 - > 00:53:55,599 I don't know if any women on this call have had this happen, 1261 00:53:55,599 - > 00:53:57,679 but I have had this happen too many times. 1262 00:53:57,679 - > 00:54:00,880 I've learned the hard way, is taking an antibiotic and then 1263 00:54:00,880 - > 00:54:02,639 getting a yeast infection every time. 1264 00:54:02,639 - > 00:54:04,239 Almost like clockwork. 1265 00:54:04,239 - > 00:54:05,199 Every time. 1266 00:54:05,199 - > 00:54:06,719 And I'm like, oh my God. 1267 00:54:06,719 - > 00:54:09,679 So here I am going, okay, we're not doing that again. 1268 00:54:09,679 - > 00:54:12,320 We're going to take our probiotics at the same time 1269 00:54:12,320 - > 00:54:15,920 because we are depleting that immune system, which allows 1270 00:54:15,920 - > 00:54:18,159 other things to grow and become problematic. 1271 00:54:18,159 - > 00:54:21,280 Now, even if you're not on an antibiotic, maybe you're like 1272 00:54:21,280 - > 00:54:22,239 first line of defense. 1273 00:54:22,239 - > 00:54:26,239 I think of that anything from a nurse to a teacher, you know, 1274 00:54:26,239 - > 00:54:29,119 to a firefighter, that someone that's in a high stressful 1275 00:54:29,119 - > 00:54:32,960 state, someone who is an airplane, airplane um flight 1276 00:54:32,960 - > 00:54:35,440 attendant who's around a lot of people a lot of times. 1277 00:54:35,440 - > 00:54:38,400 I would take the the ultimate one every time then too, you 1278 00:54:38,400 - > 00:54:41,039 know, or maybe you're a mom with multiple kids that are 1279 00:54:41,039 - > 00:54:43,360 everyone, you know, one time someone's gonna come home with 1280 00:54:43,360 - > 00:54:44,800 this sickness and the other one with this one. 1281 00:54:44,800 - > 00:54:48,079 This is a good one because it, yeah, it really helps your 1282 00:54:48,079 - > 00:54:48,800 immune system. 1283 00:54:48,800 - > 00:54:53,119 So it's not just because it's an obiotic, though, that's 1284 00:54:53,119 - > 00:54:54,239 critical for that point. 1285 00:54:54,239 - > 00:54:57,199 There are many other reasons why this could be a great one. 1286 00:54:57,199 - > 00:55:01,039 And maybe you're like, I'm a woman who's also has really, you 1287 00:55:01,039 - > 00:55:03,920 know, maybe bad depression and I need the mood one, but I also 1288 00:55:03,920 - > 00:55:05,920 want to lose weight, and I also have five kids. 1289 00:55:05,920 - > 00:55:08,079 Okay, don't freak out. 1290 00:55:08,079 - > 00:55:10,320 Uh, you can do a couple things here. 1291 00:55:10,320 - > 00:55:12,719 You can take one and they'll ideally support you. 1292 00:55:12,719 - > 00:55:15,519 You can buy if you want to buy two, you when you want to buy 1293 00:55:15,519 - > 00:55:17,599 two different ones and you just want to take one every other 1294 00:55:17,599 - > 00:55:20,559 day, or you want to take a couple this weekend and then do 1295 00:55:20,559 - > 00:55:22,880 like that's fine too, you know, however you want to. 1296 00:55:22,880 - > 00:55:26,320 There they can be stacked in in some regards, they can be 1297 00:55:26,320 - > 00:55:27,039 interchanged. 1298 00:55:27,039 - > 00:55:30,239 I'm not really worried about that there, but just kind of 1299 00:55:30,239 - > 00:55:33,760 lean towards which one your gut literally your gut instinct goes 1300 00:55:33,760 - > 00:55:37,280 to first, and then you can change it out at that point. 1301 00:55:37,599 - > 00:55:38,960 Tina Maddock: Yeah, that's great. 1302 00:55:38,960 - > 00:55:40,159 I think this helps. 1303 00:55:40,159 - > 00:55:44,559 Um, if if you are a retail owner or operator and you're 1304 00:55:44,559 - > 00:55:48,719 listening to this, there's this part of this podcast episode 1305 00:55:48,719 - > 00:55:53,280 that I feel like you can let anyone in your store listen to 1306 00:55:53,280 - > 00:55:57,920 to help be able to have some of these conversations that are a 1307 00:55:57,920 - > 00:56:02,400 little bit more, you know, connection for the customer, a 1308 00:56:02,400 - > 00:56:05,519 little bit more guiding for the customer. 1309 00:56:05,519 - > 00:56:08,719 How are we helping people really get what they need? 1310 00:56:08,719 - > 00:56:11,440 I know a lot of times we're talking from a marketing 1311 00:56:11,440 - > 00:56:11,920 perspective. 1312 00:56:11,920 - > 00:56:14,400 So we're like, how do we build baskets? 1313 00:56:14,400 - > 00:56:15,760 How do we do these things? 1314 00:56:15,760 - > 00:56:18,000 And we're talking about numbers and revenue and everything 1315 00:56:18,000 - > 00:56:18,320 else. 1316 00:56:18,320 - > 00:56:22,400 But the only way that works is if people continue to trust you. 1317 00:56:22,400 - > 00:56:25,519 And the way they build trust is by building connection and for 1318 00:56:25,519 - > 00:56:28,800 you to steer them to things that they need or a better way of 1319 00:56:28,800 - > 00:56:32,159 doing what they're already doing or something that gets them to 1320 00:56:32,159 - > 00:56:34,880 better health, they're gonna keep coming back to you again 1321 00:56:34,880 - > 00:56:35,280 and again. 1322 00:56:35,280 - > 00:56:38,960 So even though I do talk about building bigger baskets, because 1323 00:56:38,960 - > 00:56:42,480 it's mostly because we're talking about there's so many 1324 00:56:42,480 - > 00:56:45,280 things that people could use that would really make their 1325 00:56:45,280 - > 00:56:46,320 lives better. 1326 00:56:46,320 - > 00:56:49,119 And yes, it builds revenue for the company as well. 1327 00:56:49,119 - > 00:56:52,800 But I feel like building some of the trust, some of the um 1328 00:56:52,800 - > 00:56:56,320 conversations that we're talking about, having a really building 1329 00:56:56,320 - > 00:57:00,880 trust with the consumer so that they come back to you again and 1330 00:57:00,880 - > 00:57:01,440 again. 1331 00:57:01,440 - > 00:57:05,199 Um, and and I do think you guys are the ones that are the 1332 00:57:05,199 - > 00:57:08,960 gatekeepers for getting good products to the customers, 1333 00:57:08,960 - > 00:57:11,519 things that actually work, that do what they say they're gonna 1334 00:57:11,519 - > 00:57:11,760 do. 1335 00:57:11,760 - > 00:57:15,679 But yeah, I just I think building that that relationship 1336 00:57:15,679 - > 00:57:20,960 with that consumer, you guys are the gatekeepers for giving good 1337 00:57:20,960 - > 00:57:23,840 product to the consumer and things that they need and that 1338 00:57:23,840 - > 00:57:25,440 will make their lives better. 1339 00:57:25,440 - > 00:57:29,519 And we know that there are companies out there that are not 1340 00:57:29,519 - > 00:57:32,880 doing the right thing in the market, and you guys are the 1341 00:57:32,880 - > 00:57:36,639 ones that can um keep this industry looking like what we 1342 00:57:36,639 - > 00:57:39,920 all know it is, that most of the people and the actors in this 1343 00:57:39,920 - > 00:57:42,559 industry are trying to do good things for people. 1344 00:57:42,960 - > 00:57:46,079 Nikita Austen: And I want to add one thing, go ahead, if that's 1345 00:57:46,079 - > 00:57:47,440 okay, just to what you're saying. 1346 00:57:47,440 - > 00:57:49,519 Because I just realized I was like, oh, there was a whole 1347 00:57:49,519 - > 00:57:52,320 piece I didn't even highlight, and I'll I'll tie it in quickly 1348 00:57:52,320 - > 00:57:52,480 here. 1349 00:57:52,480 - > 00:57:55,679 But when we talk about, you know, yes, we can build a 1350 00:57:55,679 - > 00:57:59,199 basket, but we also want to just even at minimum keep that 1351 00:57:59,199 - > 00:58:00,880 customer with what they have, right? 1352 00:58:00,880 - > 00:58:03,280 We want to make sure that it does work for them, and that 1353 00:58:03,280 - > 00:58:05,840 comes with the quality and that comes with things like that. 1354 00:58:05,840 - > 00:58:09,360 Going back to the probiotic conversation really quick, 1355 00:58:09,360 - > 00:58:12,800 because that is such a different category than the rest of the 1356 00:58:12,800 - > 00:58:13,360 department. 1357 00:58:13,360 - > 00:58:16,559 And so what I want to add there is like when you're taking a 1358 00:58:16,559 - > 00:58:20,559 probiotic, the place in the body that you want it to open up, I 1359 00:58:20,559 - > 00:58:22,480 mentioned is in your intestine, right? 1360 00:58:22,480 - > 00:58:23,280 Down there below. 1361 00:58:23,280 - > 00:58:26,400 Now it's not to say that like probiotics don't benefit every 1362 00:58:26,400 - > 00:58:28,559 part of the body, but when you're taking it specifically 1363 00:58:28,559 - > 00:58:30,400 like in a capsule format, right? 1364 00:58:30,400 - > 00:58:34,000 As opposed to like food or or anything else, you want it to 1365 00:58:34,000 - > 00:58:36,800 get to the intestine and you want it to open up in the 1366 00:58:36,800 - > 00:58:37,519 intestine. 1367 00:58:37,519 - > 00:58:40,400 So that's where a lot of the bacteria is and it can kind of 1368 00:58:40,400 - > 00:58:41,360 cultivate through. 1369 00:58:41,360 - > 00:58:44,079 Where you don't want it really to break apart is in the 1370 00:58:44,079 - > 00:58:46,960 stomach, because the stomach has all that stomach acid. 1371 00:58:46,960 - > 00:58:50,800 And unfortunately, these fragile and cold strains don't 1372 00:58:50,800 - > 00:58:54,000 typically, most of the time, they don't survive stomach acid. 1373 00:58:54,000 - > 00:58:57,360 And so the other thing I just wanted to add that's really 1374 00:58:57,360 - > 00:59:00,559 important when you're buying capsule probiotics, it's 1375 00:59:00,559 - > 00:59:04,400 something that we do as well for solarate, is we have an enteric 1376 00:59:04,400 - > 00:59:05,599 protection on them. 1377 00:59:05,599 - > 00:59:08,559 So we call it the enteric shield, like that's the name 1378 00:59:08,559 - > 00:59:09,599 that you'll see on the box. 1379 00:59:09,599 - > 00:59:14,239 But enteric, what that term ultimately represents is that it 1380 00:59:14,239 - > 00:59:16,800 can uh withstand like stomach acid. 1381 00:59:16,800 - > 00:59:20,159 It can the capsule can stay strong through stomach acid, 1382 00:59:20,159 - > 00:59:22,960 bypass it, and actually get in the intestine, right? 1383 00:59:22,960 - > 00:59:27,519 Okay, and you might see enteric like on fish oils um or like 1384 00:59:27,519 - > 00:59:27,920 garlic. 1385 00:59:27,920 - > 00:59:30,159 I mean, fish oils is always like a big one because you know 1386 00:59:30,159 - > 00:59:33,840 when you take a fish oil and that capsule hits the acid, the 1387 00:59:33,840 - > 00:59:37,440 oil hits the acid and boom, comes right back up for the rest 1388 00:59:37,440 - > 00:59:37,840 of the day. 1389 00:59:37,840 - > 00:59:39,519 It's not the rest of the week, it feels like. 1390 00:59:39,519 - > 00:59:42,079 So that's why sometimes they enteric protect them because 1391 00:59:42,079 - > 00:59:44,800 they want to push it past that stomach acid so that doesn't 1392 00:59:44,800 - > 00:59:45,360 happen. 1393 00:59:45,360 - > 00:59:48,400 Here with a probiotic, we do enteric protect them. 1394 00:59:48,400 - > 00:59:51,519 And what that ultimately does is it guarantees it to get past 1395 00:59:51,519 - > 00:59:53,519 the stomach acid and into the intestine. 1396 00:59:53,519 - > 00:59:56,800 And when we talk about the product's gotta work for the 1397 00:59:56,800 - > 00:59:58,000 customer to come back. 1398 00:59:58,000 - > 01:00:00,880 If you know, I mean, sometimes they don't see it right away. 1399 01:00:00,880 - > 01:00:03,440 Like some multivitamins people are like, I get energy, and 1400 01:00:03,440 - > 01:00:05,360 others are like, I don't know, I just hope it works. 1401 01:00:05,360 - > 01:00:06,079 Okay, great. 1402 01:00:06,079 - > 01:00:08,639 And then there's other things that like probiotics and maybe 1403 01:00:08,639 - > 01:00:11,599 even digestive enzymes and other categories where they can 1404 01:00:11,599 - > 01:00:14,719 sometimes feel an immediate effect from it or they do get 1405 01:00:14,719 - > 01:00:15,599 instant results. 1406 01:00:15,599 - > 01:00:19,840 If someone's gonna spend 30, 40, 50 plus dollars for a 1407 01:00:19,840 - > 01:00:23,599 probiotic, which these refrigerated ones cost, I want 1408 01:00:23,599 - > 01:00:26,719 to make sure that they're actually getting that in into 1409 01:00:26,719 - > 01:00:27,440 their intestine. 1410 01:00:27,440 - > 01:00:31,679 And so that enteric protection is telling you, hey, we're 1411 01:00:31,679 - > 01:00:34,400 guaranteeing it to get past timic acid and open up where you 1412 01:00:34,400 - > 01:00:36,239 want it to get, which is in the intestine. 1413 01:00:36,239 - > 01:00:39,440 That's another part of like not just the quality in the 1414 01:00:39,440 - > 01:00:43,519 ingredient in the capsule, but now the type of capsule, knowing 1415 01:00:43,519 - > 01:00:47,119 how it breaks apart, when it breaks apart, is the second part 1416 01:00:47,119 - > 01:00:50,719 of assuring that the product gets to where it needs to go in 1417 01:00:50,719 - > 01:00:53,039 order for the customer to feel it, in order for the customer to 1418 01:00:53,039 - > 01:00:53,440 come back. 1419 01:00:53,440 - > 01:00:55,599 You know, so that's just another piece that I was just 1420 01:00:55,599 - > 01:00:59,119 like, oh, I really want to tie that in because that's a part of 1421 01:00:59,119 - > 01:01:03,119 making sure the product works for them to have good results to 1422 01:01:03,119 - > 01:01:04,239 want to continue it. 1423 01:01:04,559 - > 01:01:07,280 Tina Maddock: Yeah, and you kind of touch on something that I 1424 01:01:07,280 - > 01:01:11,840 think is important, anyway, is setting some expectations around 1425 01:01:11,840 - > 01:01:14,719 whether or not the product's working. 1426 01:01:14,719 - > 01:01:18,639 Um, I there are some products that man, you can feel that 1427 01:01:18,639 - > 01:01:19,440 immediately. 1428 01:01:19,440 - > 01:01:24,000 Even with probiotics, sometimes it takes a minute for your body 1429 01:01:24,000 - > 01:01:27,199 to start using that the way that it's meant to use it. 1430 01:01:27,199 - > 01:01:30,960 And so just setting some expectations around come back 1431 01:01:30,960 - > 01:01:35,440 and talk to me 30, 60, and 90 days later, being that 1432 01:01:35,440 - > 01:01:38,320 connection for someone to be able to give you feedback, like 1433 01:01:38,320 - > 01:01:41,119 this is working, this is not working, what should I be doing 1434 01:01:41,119 - > 01:01:41,360 now? 1435 01:01:41,360 - > 01:01:44,800 That's also just another point where you're building that 1436 01:01:44,800 - > 01:01:49,039 relationship to you're their person, you're their store, and 1437 01:01:49,039 - > 01:01:50,880 they're gonna keep coming back to you. 1438 01:01:51,199 - > 01:01:51,440 Nikita Austen: Yeah. 1439 01:01:51,440 - > 01:01:54,239 I mean, especially when people struggle with like regularity. 1440 01:01:54,239 - > 01:01:57,360 They're like, I can't go often, and that could be for many 1441 01:01:57,360 - > 01:01:57,599 reasons. 1442 01:01:57,599 - > 01:01:59,920 It could be medications they're taking, it could be food, 1443 01:01:59,920 - > 01:02:00,400 stress. 1444 01:02:00,400 - > 01:02:03,519 That's another one that there's a lot of bacterial strains, 1445 01:02:03,519 - > 01:02:06,320 especially like in the colon formulas, that really help kind 1446 01:02:06,320 - > 01:02:07,920 of push and move things through. 1447 01:02:07,920 - > 01:02:12,559 They could get an immediate or very, very soon after result 1448 01:02:12,559 - > 01:02:13,840 from a taking it, you know. 1449 01:02:13,840 - > 01:02:16,559 So, yeah, so that's another point of come back, tell me how 1450 01:02:16,559 - > 01:02:16,960 it worked. 1451 01:02:16,960 - > 01:02:18,639 If it doesn't, let's adjust. 1452 01:02:18,639 - > 01:02:19,440 I got you. 1453 01:02:19,440 - > 01:02:20,800 We can we can work with it. 1454 01:02:21,039 - > 01:02:23,440 Tina Maddock: Especially when they're spending you're talking 1455 01:02:23,440 - > 01:02:25,920 you're right, you're talking about someone spending $30, $40, 1456 01:02:25,920 - > 01:02:27,840 $50 on a product. 1457 01:02:27,840 - > 01:02:30,880 Please be a point of connection for them to give you feedback. 1458 01:02:30,880 - > 01:02:35,519 Yeah, it's a lot of money to ask for people to spend. 1459 01:02:35,519 - > 01:02:37,920 All right, this has been great. 1460 01:02:37,920 - > 01:02:42,800 Let's say I and I this is hard to imagine that there would be a 1461 01:02:42,800 - > 01:02:46,079 health store out there who doesn't already know who you are 1462 01:02:46,079 - > 01:02:48,880 or doesn't carry at least one of your products in them. 1463 01:02:48,880 - > 01:02:51,440 But let's just say that they're ready now after this 1464 01:02:51,440 - > 01:02:54,400 conversation that we've had to pull you in and put you on the 1465 01:02:54,400 - > 01:02:54,719 shelves. 1466 01:02:54,719 - > 01:02:55,920 What do they do? 1467 01:02:56,239 - > 01:02:56,639 Nikita Austen: Yes. 1468 01:02:56,639 - > 01:02:59,199 Okay, so let's say you don't have our products. 1469 01:02:59,199 - > 01:03:02,320 Or maybe you have a few of them, but maybe you don't, you 1470 01:03:02,320 - > 01:03:04,000 know, have buy buy them direct. 1471 01:03:04,000 - > 01:03:06,480 There's a few little things that sometimes I think ended up 1472 01:03:06,480 - > 01:03:07,679 in a catalog somewhere. 1473 01:03:07,679 - > 01:03:09,840 Um, you can always go on our website. 1474 01:03:09,840 - > 01:03:12,159 So Better Being Co. 1475 01:03:12,159 - > 01:03:13,920 Better Being Company. 1476 01:03:13,920 - > 01:03:16,800 And on there, if you scroll down, we do have an application 1477 01:03:16,800 - > 01:03:18,000 that you can fill out. 1478 01:03:18,000 - > 01:03:21,519 But I'm also going to throw out one other just little quicker 1479 01:03:21,519 - > 01:03:22,400 maybe connection. 1480 01:03:22,400 - > 01:03:25,679 I'm going to give you my one of my work emails that's usually 1481 01:03:25,679 - > 01:03:26,639 for my education. 1482 01:03:26,639 - > 01:03:29,280 And if you are like, I went through the website and I can't 1483 01:03:29,280 - > 01:03:31,920 figure that out, email this email. 1484 01:03:31,920 - > 01:03:38,480 It's retailer, just like it sounds, retailer trainings 1485 01:03:38,480 - > 01:03:39,199 within us. 1486 01:03:39,199 - > 01:03:43,199 Retailertrainings at betterbeing.com. 1487 01:03:43,199 - > 01:03:46,000 If you send us an email there, we're more than happy. 1488 01:03:46,000 - > 01:03:48,880 I can direct you to the right person and get you more of an 1489 01:03:48,880 - > 01:03:50,079 immediate connection there. 1490 01:03:50,079 - > 01:03:52,400 Otherwise, like I said, you can go through the website and 1491 01:03:52,400 - > 01:03:54,159 there's an application you can fill out. 1492 01:03:54,159 - > 01:03:56,559 But if not, when in doubt, I I got you. 1493 01:03:56,559 - > 01:03:59,440 So go ahead and and you can email that way, and I'll 1494 01:03:59,440 - > 01:04:03,119 certainly support that and get you, you know, um the right 1495 01:04:03,119 - > 01:04:04,079 person to talk to. 1496 01:04:04,400 - > 01:04:06,719 Tina Maddock: Well, and also just retailer trainings. 1497 01:04:06,719 - > 01:04:09,599 Everyone would love more and more training. 1498 01:04:09,599 - > 01:04:12,480 And this is a way to get connected to the right people to 1499 01:04:12,480 - > 01:04:15,599 help you get that for nutraceutical products or CRA or 1500 01:04:15,599 - > 01:04:15,679 something. 1501 01:04:15,760 - > 01:04:18,800 Nikita Austen: So if you are listening people and you do buy 1502 01:04:18,800 - > 01:04:23,519 any of these products here, as you can see, um, then you can 1503 01:04:23,519 - > 01:04:25,280 absolutely email retailertrainings at 1504 01:04:25,280 - > 01:04:26,159 betterbean.com. 1505 01:04:26,159 - > 01:04:29,599 If you have some questions from us, we are more than happy to 1506 01:04:29,599 - > 01:04:30,400 answer that for you. 1507 01:04:30,400 - > 01:04:33,280 Otherwise, you can also go through your rep and set up 1508 01:04:33,280 - > 01:04:33,760 education. 1509 01:04:33,760 - > 01:04:35,360 We've been looking at that all year. 1510 01:04:35,360 - > 01:04:37,199 Like we do consumer lectures. 1511 01:04:37,199 - > 01:04:42,000 I do tons of consumer lectures or speeches or podcasts or radio 1512 01:04:42,000 - > 01:04:46,239 shows or whatever it may be, we are there to support it in any 1513 01:04:46,239 - > 01:04:46,400 way. 1514 01:04:46,719 - > 01:04:47,519 Tina Maddock: That's wonderful. 1515 01:04:47,519 - > 01:04:51,679 And I do know having events like consumer education, 1516 01:04:51,679 - > 01:04:55,440 absolutely great for building trust and building community and 1517 01:04:55,440 - > 01:04:57,360 also building your sales. 1518 01:04:57,360 - > 01:05:01,599 So appreciate so much that you decided to come on today. 1519 01:05:01,599 - > 01:05:03,840 I know you thought we weren't gonna have that much to talk 1520 01:05:03,840 - > 01:05:05,119 about and look at us now. 1521 01:05:06,079 - > 01:05:09,440 Nikita Austen: I well, I we could keep going per usual, 1522 01:05:09,440 - > 01:05:09,599 right? 1523 01:05:09,599 - > 01:05:12,719 So here we are, an hour, an hour later, I think. 1524 01:05:12,719 - > 01:05:14,159 So yeah, absolutely. 1525 01:05:14,400 - > 01:05:16,559 Tina Maddock: Well, I appreciate it so much for you being here 1526 01:05:16,559 - > 01:05:18,559 and everyone that's listening today. 1527 01:05:18,559 - > 01:05:21,199 So glad that you decided to spend a little time with us 1528 01:05:21,199 - > 01:05:21,519 today. 1529 01:05:21,519 - > 01:05:24,719 Hope you got everything that you wanted out of this episode, 1530 01:05:24,719 - > 01:05:26,000 and we will be back. 1531 01:05:26,000 - > 01:05:26,880 See you soon. 1532 01:05:26,880 - > 01:05:30,239 Thank you so much for joining us for the latest episode of the 1533 01:05:30,239 - > 01:05:34,000 Natural Products Marketer podcast, where we're here to 1534 01:05:34,000 - > 01:05:37,679 help you grow your business so you can serve more people and 1535 01:05:37,679 - > 01:05:39,039 change more lives. 1536 01:05:39,039 - > 01:05:42,400 If you have any questions that have come up during this episode 1537 01:05:42,400 - > 01:05:45,199 or others, or there's just a retail challenge that you're 1538 01:05:45,199 - > 01:05:48,559 facing today, I would love for you to reach out to us at info 1539 01:05:48,559 - > 01:05:51,280 at naturalproductsmarketer.com. 1540 01:05:51,280 - > 01:05:53,360 We're here to answer questions. 1541 01:05:53,360 - > 01:05:57,199 But most of all, if you have a question, then another retailer 1542 01:05:57,199 - > 01:06:00,639 probably also has that question, so we can bring extra experts 1543 01:06:00,639 - > 01:06:04,079 onto the podcast to give you the information that you really 1544 01:06:04,079 - > 01:06:04,400 need. 1545 01:06:04,400 - > 01:06:08,400 And if you liked what you heard, give us a thumbs up or 1546 01:06:08,400 - > 01:06:13,920 give us a review on uh YouTube, Spotify, Apple Podcasts, or 1547 01:06:13,920 - > 01:06:15,119 wherever you're listening today. 1548 01:06:15,119 - > 01:06:15,679 All right. 1549 01:06:15,679 - > 01:06:17,199 It was great to see you.