The Entrepreneur Podcast
The Entrepreneur Podcast

Episode · 1 year ago

29. Option C

ABOUT THIS EPISODE

This isn’t anyone’s Plan A.

We are living through a live case study of an unprecedented global pandemic, and many of your colleagues who had their dream jobs lined up after graduation have found the rug pulled out from under them.

COVID-19 has forced hundreds of thousands of new grads to change their plans entirely — and not to their Plan B ‘fall back option’ but to something entirely different. Something they weren’t considering in the first place.
They have been forced to pursue Option C.

Graduations have gone virtual, and offers are delayed or rescinded but Option C can be a blessing if you allow it to be.

In a special edition of the Ivey Entrepreneur Podcast, Eric Janssen talks to four Ivey students who have pursued non-traditional paths and made boulders their blessings. This episode features Jacqueline Scott, Allora Athletics (www.alloraathletics.com), Natalie Diezyn, Marlow (wearemarlow.com), Chloe Beaudoin, Apricotton, and Jack Jelinek, Crank Lite (www.cranklite.com).

You're listening to the IVYENTRENORpodcast from the Pierre L, Moriset Institute, Foronte Preneurship at theIvy Business School in this series, Ivien Preneur, an Ivy Faculty member,Eric Janson, will anchor the session all right. Everybody welcome to theIVIONCHCETER podcast. Thank you so much for making time and you're all runningbusinesses and super busy. But I appreciate you make a time for me:Corse maxthanks, for having as great to reunite Yeahan for the benefit of theaudience. Some are going to be watching the video, but a lot are going to bejust listening to the Audioso for the benefit of the audience. Whydon't wetake a thirty seconds or a minute and will allow each of you to introduceyourselves to the group. So maybe we'll start with natly just a little bitabout you, your background and your company Yeahi. So my name's Natalie,I'm doing a dual degree with IV andmit. So I'm actually going back to ive inthe fall. Well virtually and I started my company Marlo with a couple ofcobounders from Ivy. It started outer from the MBP project and it's justgrown into something bigger and a lot more complicated, and so that's whatI'm doing fulltime now and I'll be doing that part time during schyear aswell, and what is Marlo in a few censes marlow is a menstrual PRONUC startup.So we have our hand in a lot of different areas, but first of all we'restarting with crating the world's first Lebecute Tampon. So that's been ourmain project right now, but overall we're trying to create acommunity for women to like express their issues with the products thatthey currently experience and talk about problems that they have justinfeminism in general. Also, it encompasses a lot of different thingsthat we're starting with product. First of all, perfect: Let's go next to poy,so I'm Chloe, I just recently graduated from IV in the HBO Program and duringNVP Michael Fonder Jessca, and I really felt n love. The idea of Apricotton andso apracotn is an online broad company and were aiming to help twin girls withthe Brosho in experience, because we found that back when we were younggirls, we had trouble fiding bras that fit us and ou age appropriate and theneven now, girls are still going through the same issue, and so we want to helpthem find braws and also feel cm, comfortable and confident in theirbodies. When they're going to this experience, awesome, it's been cool to see this oneenvolve Poe, so we'll get into it in a little bit. Next es go to Jack a right,I'm Jack Dellenick, I just graduate IV as well the HBA program. So I graduatedin the virtual forum, which was weird, but it's all over ith also feels weird.So I starte a company with a fellow Ivy Section made of mind that I met HBA one.He had the idea in September of HPA two and said you know what I have. Thisidea do, if you do with me, I said give me Ta to think about. It. Did someresearch and then came back to him? An half an hour and sed hi' in so westarted crank light logger, which is a valued beer company targed towardsyoung adults awesome. Lastly, let's go to Jackieokay same as ever on. This call also just finished or was in my Hbi, butunlike everyone else on this call, I actually had no intention, I'm startinga business, but that's what happened because I was on exchange, came backfrom exchange, obviously, and my jaw, which supposed to start in the fallabout pushback to thousand and twenty one. So basically, I had eight monthson my hands and thought I don't really want to work an off his job before anoffice job. So I started alaura athletics, which is a basically summercamps and offering athletic activities for kids and then workouts, forteensand adults, and it really really just came out of all the circumstances thatare happening with cobed and the fact that people aren't getting outside orhaving really as much fine as they...

...would be in any other summer, cool, sobig mix here we've got Jack you're going out it full time, Yeah Natali! You are going back to school inthe fall Jackie. This is full time until yourfull time, Jobyeah Tarts, oand chloe. What's your plane is this on the side, it's all complicated at the OINTETSIT'slike side, but also kind of full time Caz. We recently go into the Westernaccelerator. So for me it's full time, but after the accelery might be parttime, so t it's kind of changing plans at the moment we'll see. Sometimesthese things take off and they pull you into them. So hopefully ask YEU GOF andit becomes a fulltime opportunity for you. So I wanted to get a feel for T. you'veall started these for different reasons. Jackie Yours was sort of out of a maybe,not necessity, because you could have done other things, but yours was juststraight up being opportunistic. This is not like. You had plans to be anentrepreary ot of school, but you ended up becoming ontore. So why not dosomething else that you were more comfortable with? WHY START AD businessinstead yeah? For me, it felt a little bit safer because I do know I'm fallingback on a job that's starting next year, so I felt like I have this pocket oftime. Why not do something with it other than U Ow? I could have gotten. Icould have gone back to the Decemmer job I had last year, but why would I dothat if I've already done it before so that was that was my reasoning to dosomething entirely different Jack. What about you? Did you know that you wantedto do something onreprenerial and it s just a matter of finding the right ideaor opportunity? How did you think about this? The ask of my family are Alangeprinners, so I was kind of in my DNA, but I was interviewing for I was kindof sucked Ino the ivy jobs, which I was interviering for private equity,consulting. I had a good private acty internship last summer and it was goingback there and actually had a full time offer to probacrefirm. But then Idecided once Miein to met the idea, my classmate, I thought why not dive allthe way in because I feel like I've got to. I really want to explore it or I'llregret things. If I don't wow, so did you you turn down some fulltime joboffers in order to do this, Yeah Wol, that's a a big Gutsy Calland! I knowyou had had some other ideas in the PAS jackand written some business plans andhut some projects for a bunch of different things. So what what made youchoose this one ultimately to sprint that I think, because I knew that wecould rely on our network the most with this. I knew that if I was going to dosomething right now out of school, I'm actually in my target market umtargeting this his beer company with. So why not rely on that rely on theknowledge that I've had and your network's not going to be as strong fora young adult's beer as it is in fourth t university. So I thought, if I'mgoing to do this and do it right, I got to do it right now: Cool and not A. I know, you're goingback, but did you know? Were you evaluating other opportunities, or thiswas always the plan, at least between Thi? You know end of school. Last yearin the beginning of school next year I was actually recruiting, and I wassupposed to work somewhere in Toronto this summer as well, but that was kind of mlew up so because the companyis just one of those companies that doesn't benefit from cove A. I feellike there's two sides, it's Doubleihard, but I also had a couple ofother job offers that I have turned down as the summer went on, becauseit's just getting bigger and bigger and realizing okay. This can actually besomething and I've always really loved, entrimenorship and more of anotraditional path. So it just seemed like it's the right time for me to doit right now: You're all sort of like making it seeme like it, wasn't a harddecision for you, but you must have had to wrestle with it a little bit more.Maybe you wrestled with it previously. I want to go to Chloi for a second beas Clo. You were in one of my classes and Hlcrreck me if I'm wrong, but it'snot. I don't think you had picks that you wanted to be an entrepreneur whenyou graduated from HBA, but you ended...

...up becoming one. So what happened? Whatchanged yeah so I mean last year when I was a new new venture creation classlike nershaot. On my mind at all I just I. Ilove idea creation and that's one of the reasons why I took your course, butthe actual executing on it was not like in my mind from at all and so over thecourse n VP. I realized how impartful the issue we're trying tosolve is and mixing that with M Michael Friend or Jessca, who she absolutelyloves, enchprernership and she knew whatever the idea was. She wanted to gowith it right away and so combining those two things and then just kind ofrealizing how much I like startanything from scratch. Like I, I probably havethe longest list of hobbies out of everyone in the world 'cause. I lovetrying new things and just folcsing on what I want and what what I'minterested in can help me realize that this is something that I really want todo, especially with coved, where things are changing so fast like everyone else.My plans have changed since and just taking the time to realize what do Iwant to do, and what do I want my career to look like that kind. o helpedme realize. Okay, maybe etrcrenorhip is on the table. Maybe it's something I dowant a delven too and once when I did start working on it more full timeduring the summer it made me realize how much I enjoyed doing it and alreadyseemd. We haven't even started selling yet we're starting in the fall, butjust the impact we've had just from talking to girls about the issues hasmade me realize the empect that we can have once we do straight selling, andso that's really what got me into wanting to pursue this awesome, that'sgreat. So this is for anybody, but I I know that some of you had worked on. This is aproject. Some of you had worked on other ideas in other courses. So whatultimately made you decide that this was the idea worth pursuing full time,if only for full time for a period it was just t a summer or not. So whatmade you choose that this was the idea worth running at? I can go, I guess forme it was just the fact that, like before I could rely on my network and Iknew that I' want to be an uchporner and if I had a classmate or a budydoing it with me, it'd be a good time, and so I was like you know what this isthe best time to had a real world nmb A and this idea, something that I feellike I could get going while I'm at school. So I wen, I do do somethingaside, keep it on a back burner and then once I graduated, then it was. Ithink we actually have something here and is starting to take off a littlebit. Let's go fulltill for at least a few months and then Resat and see youknow what was those three months were those three months really productive,didb se grow keep going and if we do Lus keep going, and so we have thosesort of check ins every so often with each other saying. Is this somethineyou want to keep doing? Do you want to keep dog and I remember like throughoutthe school Yore we look at each other saying like? Are we going to do this?Sik? Are you still interviewing for other jobs and it would be like Y, ahsort of am, but I kind of don't want to get them and then wo're like you knowwhat for saying that, then why don't we just try so jack, but you you had.There were other ideas that frankly, were viable that I know you wereworking on yeah and this one more than others. Was it your partner that drewyou in to this one particularly or was it just? We want to find the one thatcan let us use our network the most we know the customers the best like whatpulled you in and made you push all the other ideas that you had actuallyworked on a side yeah. I think it was a little bit of both like we. I I saw theproduct and I could actually tangally put my rod my head around. The idea ofI could see the next few steps down the road, whereas with the other ones, it'sa little harder to see. If you don't exactly know your target market as well.As you know your target market, when you are your target market, I feel likeI'm saying that a lot, but that's how it felt and then we actually had a realpitchdeck made and then through your class Ed, a project for this H, thesales playbook and then I took that and I went to possible customer and made asale. And then I was like okay wowthis...

...s. This is kindof going Adam still inclass. Why? Why would I say no Ossom, so you had you had attraction onit. While you were still before you'e graduated ven yeah, so we or initiallaunch would have been march of HB two and we actually had the beer andeverything made the day before our first sale and the company wasincorporated in January January. So I was going towards the second semester,O hptwo awesome, awesome, so Jack you're selling, Jackie you've gotcustomers, so obviously you're you had to put things out there h. What was thefirst thing you did? How did you get this time to get your fitness? This isgoing yeah. So for me, I actually just wanted to learnhow to make a website like. I probably did not need a website, but I reallyhad this idea that if I'm going to do this, I'm going to learn how to do itanyway. So I did that and I'd say maybe, like a quarter of my customers havecome from that website, but most of them have actually come from posting inFacebuk Groupsso managing to get accepted into all these differentparent groups on basebook. So I guess, like the learning experience for me,there was that you can spend hours doing somethingthat maybe a the back of hour head. You don't, you know, is not necessary, butI'd say I gained way more out of learning how to build that website.Then I did just like posting a few things. So it's about the customers,but I also things about learning a couple of skills along the way cool, soyou're, like the first thing you did was build ha website. Or did you havecustomers before that? So when you're talking about notknowing what idea to do like, I, actually it was not until I had a Wollsignmain and it said Allaura at the top, but I didn't know if I was going tomake it athletics or at one point I was like. Maybe I will make masks like. Ireally had no idea and then wonder was like okay enough and then I like roteit in was sharpy a lot athletics at the bottom, and so that was the first thingI hid. I made this sign my one sat outside and like just talk to people,then the second thing I did was make the website o cool. What a forcingfunction like. I think yours because they're such limited time right beforeyou start full time. It's like I just need to go at something yeah and itfelt like the day made a decision about something. Some new information wouldcome out like the day I decided to do this more summer. Camp thing came onthe news that summer camps in Toronto are allowed to open again, so it waslike. Oh okay, I should make me reevaluate yeahso. He are things goingwith got you Jackn Heve things going with the business they're good. I meanI'm basically busy every day of the week, but I go I've sort of put a alock on it that I go away on the weekends. But for me I have had parentsask like if they can continue this into the fall so right now, I'm actuallylooking into actually hiring people to help with this 'cause. I don't haveenough hours on my own and then seeing how I can keep doing this once it getso be calder outside. So that's sort of the next step for me, cool and Jack. Iknow your product is live it's selling. I haven't stampled it yet, butparerthings Gog on your end. Well, our whole business model was to sellwholesale to bars and events at universities and that first sale. Italked about half hour before we were paid leve. I was cancelled and Cobi hitand sort of stood Tel, so it was like a big shock, because our whole businessplan was just flipped on its head the day once we saw succeed and the nextday it was just taken away so we're selling, but we had to change theentire magical word of pivot. We had a PIBOT and changed the entire way andsort of organization of our company and how we're going to sell so we'reselling we've sold twenty thousand...

...beers. We just picked up another twentythousand and we have another. Eighty thousand lined up in production forSeptember. But again, like news comes out where things are opening and yousort of start planning to look ahead and then all of a sudden it's takenaway or you have to push a different direction, and so we found that ourlong term business plan was only like two months long I'Bigini Eashe'R, likewe have no idea how its goingto happen. We had to plan for plant ADCD all theway down to like H, yeah, so cobin has caused a bunch of disruption. It soundslike Jackie, you literally wouldn't have a business witha cove nineteenJackus was not planti for you guys, given that your first order got pulledas soon as things started to close down for not only enchloe, you actually haproduct based businesses. So how has coved changed your plans if, at all, we were really lucky for ours, becauseUm ell of the biggest feedbuck for us is that 'cause we're an online broasstore? So a lot of feedbuck was oh. How are they going to try it on? You know?Why would someone want to buy something online if it's something that youusually have to get measured for and so with cowed? A lot of people areshopking online. Now, of course, and even now that we're starting to open upstores of Loscin Ontario, you still can't try things on, and so I'venoticed a lot a lot more onmine brow sails, which the way that people eusto shop isalways in store and because more people are willing to buy on line. Now, that'sgoing to help us a lot, and so in that sense we've had kind of a positivewe've. We've had the positive side of colbed. Of course, we' voth hadnegatives like manufacturing, has been a huge issue, since a lot of companiesare either closed at the moment or the transition to making masss and sotrying to findn y manufactureis difficult there's been a lot ofshipping issues, but I think, as a company we've been pretty lucky wherecoberd has positively impacted us, which I think you know were one of thevery few lucky ones who have benefited from it yeah. So that's more and morepeople will be or have been purchasing onlines, so they're getting more andmore comfortable with it. But right now do do you have the product already yeah. So right now we're doingstampling, so we've been doing a lot of testing at the moment. I'd say thatthat Wasalso, the other big impact we've had- is trying to have girls. Tryon the Broz, and you know we're trying to do it in a way that limits theexposure to different people and everything, but trying to get feedbackand trying to have these girls try on bras to get you know fit measurementsand other types of feed bag has been really difficult for us because try todo that well of not having to u limit the exposure to different people,that's been very difficult for us, yeah yeah. What about you folks, nowly, sowe've benefitted in some ways, but it's also been Har for us in some other ways.So the way was the way that we benefited were so our team is reallybig. We have six founders because now we e're all in our ANV P product wjustrelove, the idea. So we continue with that. So each of us have had a lot offree time to get the ball rolling and to take on the parts of the businessesthat we want and try o Tae et rolls, and we have some people working fortyhours a week, which is amazing, and then we also have some volunteers whojust have free time, friends or even strangers from the Internet Ha d reallyliked what we were doing. We have about six volunteers, working on things likecrading content and product engineering, and lots of things like that. So we'vedefinitely benefited from lots of people having downtime but then alsotrying to produce a medical device during this pendemic is very difficultbecause health, Canada is prioritizing getting those treatments to market andany licensing applications for Covin nineteen. So we've had a really hardtime just being in communication with...

...onk Canada, because pretty much every other, like medicaldadvice on the market, is just getting a little bit ignored. Right now, that's been difficult and then semewith manew faasuring, exactly whatever one else was saying like what coy wassaying with manufacturers are trained, changing into pantinitiser factories ormask factories. So it's been a little bit hard for us to to find manufacturesas well, but we're still gone. So how do you deal with that? I think that wasone of the questions that we got. Some questions an advanced from students andone of the big questions was specifically for your or two businesses.How are you dealing with the supply chain issues of the manufacturingissues? Yeah? So we struggled, I mean, I think you know anyone trying to findit manufacture, whether it's cod or not, it's very difficult, but we reallystruggled with find we. We first started our search inCanada and we found Canda, especially it was. Everyone was transitionidg overto masks, so that was really difficult for us, and then we started to kind ofexpand, O horizons and we started looking into other countries and, to behonest, I think one of the big ways that we found a manufacturer was justtho timing. Once then, we started looking into China, for example, that'swhen the covet restrictions were starting to lift, and so it helped us alot with finding to manufacturer, and I think, if we had, you know tried alittle bit earlier to exsato her resans. We still would have been unlucky, so Ido think it's just a timing issue as well as patience. It took US months tofind a manufacturer and I think again whether it's due to covert or not, Ithink it'll just take a long time and you just have to keep looking forpeople and looking for new manufacturers. Yeah. Inevitably I do'twant to say distracted, but people would have been prioritizing masks tothe beginning of it right and now it seems like the Shipping Times on.Masks are really coming down, like I'm able to get them faster than you wereoriginally, so they probably estreamline that that seems likedefinitely not back to business as usual, but people are now starting totake on different types of customers again, so maybe that's what's openingup for you chloe and you Natoli your teams. How Far Away are you from actuallygetting live with a product for Marlo Nov? We it's really hard to stay, we'restill waiting on some emails from health, Canada, but it just like itdepends on some licensing issues that we've been having and somemanufacturers getting back to us. So it's hard to say right now, an all youknow, as soon as I know, for how do you build is the focus now than likeeducation and building anticipation. What what are you doing now before youcan actually sell? So that's what a lot of invessors havebeen asking for like whenever we've had pitches or just general meetings withinvestors. A lot of them seem really interested in the idea and in ourbusiness model, but then they say we need more like markevalitation and weneed more research and we need more proof that people actually want this.So what we've been doing is the education aspect. We've also madetictog. It's been pretty successful recently we're just trying to like getthe word tout about our brand and not even just in Canada. We're trying to doit internationally because we want this to be like a world widebrand, so yeah exactly we're we're trying to educate and we're trying toget as many people on er mailing lest as possible to prove that there'sdemand for the product, Col and chloe again: You're, not you're, notselling, but you're sort of intesting, an pilot mode. Are you still r? Are youcollecting email addresses and building it launch list? What are what's yourfocus? Yeah right now we're just trying to get the product right so right now we're doing a lot of stuff onlike the more pro development side of just getting our samples made. We justreceived our first batch of samples, so we've been doing a lot of testing there,and not only is that healthiness with gang feeback on the actural product,but it's also getting interest within...

...the community. So right now we'restarting smaller in Toronto and throuall. This sampling we've realizedhereas. You know a huge demand for it a and it's also helping us with more ofAmerican strategy as well. We haven't, we haven't done the same thing as notye. We haven't really started on the SOACIA media or website side yet, butyou know even just asking one girl to Tryin a sample. She goes and talks toher friends. They get all excited and then it kind of starts this chain ofpeople. And now we've had parents asking us if you know if th Y, if theirgirls can try it on, and things like that, and so right now we're buildinginterest but more from a local standpoint. Just so we can get thefeedback and get the product right first before we actually start cool. Sothis is scary at great scary times like not knowing what's going to happen evenscarier, if you had on starting a business prob, I think for most of youfor the first time. So what were your biggest fears in getting started? Well,come back to a Jackie 'cause. This was not not plain a, maybe not even plannbe so. What were your biggest fears in getting this going for me? So I've always known that I'vewanted to start my own company, but I wasn't really planning on doing ituntil I don't ome two years out, which is whet a lot of Ivy gods, end up d.They work for a couple of years and then they go do something so for me. Iseem to have this idea at the beginning that, whatever you do now will somehow impactany other business you want to ever make. So I think what some young peoplefeel is that one job to the next, your reputation really really carries over. So I guess I had. I was just nervouslike if something goes wrong, or maybe the website's really bad or like theinstrugount accounts, lame, or something like that, that it would sortof set up a reputation for you fron. The next thing you want to do, which Irealize now is probably really irrational and was maybe away of me trying to not start something. I thinkthat's something a lot of people feel, regardless of if it's like a smallercompany more summer, thing like when I'm doing or if it's an actual bigcompany with thousands of customers yeah. What about you jack the courageto admit what was freaking you out, Obout, getting this thing going? Oh, wedidn't really know anything about beer. I we didn't know how to make it. Wedidn't know what goes into beer. Did the cost where to source anything andthen also like how are they going to pay for that? L Ke we're in schoolright now I ad to pay for Groceres at that ten percent discount on Tuesdays,an that's what ows our life and then all the side were thinking. I've got toput in all this money to start o beer company and not even Kno Beer. So thoseare two big hurdles, but then we work with equals, which is a contract, bringany factor in London, so we're actually going there between classes and theyhelpedtus build a recipe. So they were great in supporting us and letting USholding our hand to the process and then with funding, we sort of how toforget the little things Li. We realized that all like at the beginning, you're goingto have to obviously go into your brank account, go to the Bank of Mum and die,go to family friends, pools whatever and try to go what you can an that'swhat we did and then we realized you know what like. If this fails, ourfamily is not going to. Let us go homeless, hopefully, so they had to getover that that that fear of failure that you know what we're not going toend up on the streets or we're not going to end up bankrupt. We, eventhough we could we had to forget about that, like we have to think about howto make a beer right now, yeah ho you thought through what is the absoluteworstcase scenario here, and it's probably not that you're going to be onthe street. You know someone th mom and Dad will probably let you crashon the coach until you figure out how o Wa on your feet after yeah that',definitely not the best scenario, but they have a company couch. So that wasa good. That's awesome. What's the end goal forthis, I'm going to start with Jackie, because Jackie you're only doing thisfor as long as you can, I guess so.

What's the end goal yeah for me to behonest, like this nighe sound of it shallow but like this was just aboutmaking some money for me like. I was supposed to be having an income comeSeptember and it's like okay. Well, we got bills to pay so goant to dosomething. So when you asked earlier, you sent us like what does success looklike for me. I wanted to make more than I did in my banking job last summer. Sobasically, I just wanted to sort of prove to myself that you don't need to take the more certainpath. Like I'm sure, Jack, come a test tof this. If you don't need to do thebanking job and that's not necessarily the most lucrative path and sort ofjust proved to myself for the coming for the Cin of years next time, I wantto take a shot at this, but it's okay. If it doesn't seem like it's going tobe very successful in the beginning. So did you have you accomplished that orare you on track to? I did three weeks ago, which is pretty 'cause they'restill a month left of summer, so I was actually very surprised, a that. That's there's some comfort in knowingwhen my wife was between hb one and HP two. She started a college profranchise and worked her butt off and did ended up doing really well thatsummer and I think that confidence of knowing that like in a worse casescenario, I can fend for myself. You know in a worsega scenario, if thingsdon't work out for me in all other ways, I could start my own painting company,go to Orta door and sell and do just fine. So hopefully, you've got yourconfidence built up that, like in a worse case, Henareo Allaur, O fitnessis a fall back plan. You'll probably have a pretty okay life doing just thatyeah. I think that's something good to know for like anyone watching this as much as the consulting banking path, and I now at it ahepocrate right now, because that's what I'm doing next year, but you knowyou don't have to do that, even though it looks like this Awesomeos and pa oryou could do both do one on the side do one for the summer and then and thenstarts the other. What about O'l go to Chloe Chloe? What do you ultimatelywantod of this yeah so because this idea that I've had since I was liketwelve for me- it's a huge deal to make an actual impact on these girls and seehow theirtheir confidence changes, and so one of the big things that I wantjust from, I guess more business perspective. Is I really want to becomea household name I want to be. I want abricon to be considered like the TwenBrobr or just etween apparel brand, almost like how you know everyone atthe moment when they think of victorious or when they think ofbrasthey think of Victoriau secret. I want to be bad, but for tweins- and I knowit's a big goal, but I think you know since last year, when we first startedworking on m this concept, I think I remember we sed our financials t annews like quite small and then M. I remember Italianu, you o think ofbigger, think what can it be if it could be ten times what you just saidand like realizing, how important thisideas to me, the infact t I want to make I ned to think bigger, to be ableto actually reach that goal of being able to impact. You know: Girls AcrossCanda grows across North America and even across the world. gawesome. That'sgreat that I I remember that meeting. So that's great, I love the VisionMatali. What's what's the gold of Marlow, I think our company goal wouldbe for people to use this that don't think they need it, becausewe wee sent out a couple of mbps and sent out actually over a hundredmiimubible prodes now and a lot of the feeback we e' getting is like. I didn'teven know I need this, but now I ten times out of time. I would use this ifit was on the shelf manif. You just want to get people to realize that,like this is actually an awesome...

...product and we all believe in it and weall need it and we think there are many people out there who need it too. So,just I guess getting people who don't necessarily have a medical conditionthat think they have a problem that you chose this somwe're just making itagain, like I told name something that people are comfortable talking aboutand something that isn't unusual to use and then personally, when I wont out ofMarlo, is just to try on every hat. So I never thought I would be like doingthe regulatory stuff atd now. I'm just reading like tons of health, Canadadocuments, t legal terms that I didn't understand a month ago, and you know we-we have iust with investors, which is also a huge ucceting part on hebusiness and then the social meapect, like you can have just you're able totake part in every single part of the business and learning from each ofthose experiences is my goal. So do you have any? How big do you want this tobe? Is this international business? You know hundreds of employees is thisfocus on Canada, lifestyle type business? What do you want it to be? Idon't think I wanted to just be focused on Canada were thinking global andinternational sales. It just gets a little bit hard with regulations, butit's nothing. You can't figure out so we're hoping for it to be international,but we also really like the really close team that we have and if we cankeep it a smaller team with international sales, that wouldprobably be ideal for US coolfinally Jack. What's the goal, for maybe I knowcrank light is one, but is there? Is there goals for a bigger portfolio oris it you just want to own it with the one product? YSO WO definitely want toget trank light up and running? U and have a strong community of trankers.What we call our followers commedive crackers to follow us and support ourbrand and then hopefully the CRAMK umbrella can have SOM, igakasodas orother simple drinks. We want to focus on simplicity, keep it clean, like ourwhole, we're a little anti craft as a craft beer like we hate when peoplethick say: Ohis got hints of Honey and Oak and o now like it's Abeer, and wewant to make sure that continues across the line of beverage products that we'doffer. But for us we want to focus on Canada and folks on Ontario first andreally pick out where we think we can succeed before we go there because itis hyperfocus like we want to make sure that we don't get distracttet. It waslooking into the states because it's such a big market, especially for beerdrinkers, but we know that that's not somewhere, where we could jump into oright away and do well there's so much competition, even as a good beerinustry as a whole. It's huge, so we just want up, make sure that we buildup some followers and actually create community around our product. Before wehad others and then Ta Haderfocused, on that young adults in Canada, ecause etwere beer made by young Canadians. Four Young Canadians is there fre you folksa size goal. Ultimately, is this twenty brands? Is it two and just really ownthem? How big you want this thing to be yeah, I think I'd be honestly Titwo,two or three in stay hyperfoced on that, because we find that beer is a C is avery loyal product. Your customers are completely loyal to their beer and assoon as I start, seeing that Oh crank's now offering UF can Mamosa or likesomething different, they might go. Okay, I'm not sure I can fully jumpingin on the beer sit offix. If we do that a few years down the line, then maybewe can actually start building up a secondary market brest gut it so um, few more and them will rap up. But ifknowing what you know now about covet, nineteen is there anything that youwould have done differently say three or four months ago, when we were justentering into this period N, we could start Wa Yochloe. Where were you callit three or four months ago, and is there anything now that you would havedone ndifferently yeah? It's a hard question 'cause for me three months agoI was in you know not the best situation, because a lot of my planshad changed, and so I think a lot of that stuff was out of my control andyou know it took a toll mentally on me and I think that affected how how muchwork I put into the company early on.

So, of course, I'd love to say you knowfrom the GETGO. I wish I'd been a bit more motivated. I wish I'd startedearlier, but realistically I don't think I would have changed anythingbecause I think I needed some time for myself to you know just think to myself.What am I actually interested? What do I really want? So I think what I didback then was actually right, even though you know it caused some issues.Now, where now we have some shipping delays and some things are a little bitdifferent, but I think I did the right thing for myself and I think over time,that'll be whods best for the company as well, Jackie You'R, how many months don now Istarted and and in jue no middle. I don't even remember to be honest. WhatDay, NBLAIR two ord three months, then okay, anything you've learned in yourtwo and a half months in that you would h. ve Youd do differently either if youcould start again or your next time around, I wouldn't say anything duringI'd, say beforehand like for me. I definitely spent like I said, a goodtwo weeks being kind of upset about like coming home from exchange. Iwasn't even planning on being Canada. This year at all, so, if I could, I would go back and sort ofjust tell yourself a roll with the punches a little bit more and not getso hung up on, like Cova Bucks for everyone in some way or another, but itwas also an opportunity to something really cooland really different. So just focusing a bit more on the positives, not evenfor a business just like in life. Right now. I think that's sort of key toostaying aflop these days, cool, Notaly, anything that you would have donedifferently. Knowing what you know now about cobed. I think that we would have spent less time strategizingand like writing, down a hundred ideas and planning and to spend more timedoing the work and actually like putting action into her ideas, becauseespecially Durin cobat. It's so easy to sit at home all day and have meetingswith cure founders and saying like okay, then we're going to do this and thenwe're going to do this and n once this happend this'll be your next plan. Butit's easy to just ignore the hard decisions and putting he money down.Like putting money ere, your mouth is so I think we would have just moved alittle bit faster and one of R eirs FROMNBP. He always tells us like takeyour tie, Mine and squish it down and then half it again and then half andagain, and doing that I think, would have saved us. A lot of time bless talk more action, Actyyeah Jack.What about Youyor ty? I don't think so. I honestly don't think wed to changeanything I or start up as probably hit in terms of timing and business modelharder than any other start up. I would know and thy skill wouldn't change,Sarting thiss business or how we started it because we didn't know youcan't really plan for a pandemic, but how we handled it. I was soperimpressed with us and, like we hadd Ten Thousand Beers that wewere selling and that sale was going to pay for Ten Thousand Beers N. We lostit half an hour before we got it so he had like twenty four hours to findtwelve grand and that story in itself as an origin story of housing. TENIGenough. stor e were taking it right there. Now we had a store in ourbaseens of our university Holmes, like that's, not a safe place if you'reliving, I h certain guys in London, so I think that story and in knowing thatwe could have the one of the biggest curbball Stern, ot you and then beingable to bounce back and keep moving. I think taught us so much and just gaveus some resilience, so I think, as couple co founders, we felt pretty goodnow, looking back at the time, we're like this is terrible. Why are we doingthis such just like hiding our beds and like knock it out? But now it's likeyou know we can do this, and people are rolling around. So we feel good awesome.Last one before e, let you go um advice to your self call it. Whateversix months ago, you know youre sort of...

...before you made the decision to go atyour businesses full time or for some of you full time for a period of time.Any advice that you'd give your six month ago, sell for the you know.Fourth, Ear University students that are just heading into their final yearand maybe making tryng to make the decision of whether or not it's worthstarting a business full time part time anything really O Dogpresha Bu we cudstart with Whomeverloa, would like to stop o Atte Er cequestion. I think for me I would just say: Listento yourself. I find that just my personality. I really like to ask foradvice and steedback, which I mean is completely normal and I think is good,but I think sometimes I know the answer tomy own questions and I still go out for that advice. So I think if I wastalking to myself prior to actialfully luncheon into this venture,I would just say: Listen to yourself. Listen to what you actually want, andyou know anything that happens during that you'll figure it out, because that's exactly what happenedand I figured everything out so see. I think I would just need need thatadvice. Six months earlier. Go Jackie Ahi'd say you don't mean toreinvent the wheel to start a business and it might be different for those whoare doing this. Like full time out of university, but for Meleast L K, I justsaw a hole in America. I saw hundreds of people just in my neighborhood alonewho, whose Kins were like seriously seriously sad about thi summer and notgetting any exercise whatsoever. I did not reinvent the wheel. I basicallymade a summer camp customized to appen Omic and you don't really need to have somecrazy idea to start a company cool jet I'd say: Don't ever think or wait forwhat Hou thinks like the right time cause that time will rarely ife evercome and then, if you think about starting a business or doing anydecision in life later rare that ever becomes a reality. So I think we justjumped in and thought why not try something, because if you startstressing about when you're going to make that decision, all of a sudden, itbecomes a negative in your life and in the end I did this because I was apositive and I fougther was better than all the other alternatives and it mightnot have been absolutly perfect. But you can make perfect any way you want.I to be so, I think, just jumping in when you think you can do it, butthere's not going to be a rigd time. So don't wait for it. It's Great Ten tot ithink, I would say once you decide what you want to do, oronce you have a good idea of what you want to do, for Your Business or evenjust for your goals in general, like don't be afraid to push really hard,because there are lots of people out there who want to help. There are lotsof people who just want to give back because they've been helped by otherpeople in their life and once we started looking hard and talking topeople it seemd like there's this whole universe out there of people who just want you to succeed, so don't be afraidto like push for what you want and use those resources around you to helpyou get where you want to be cool, good advice so and last one before we signoff badly. Where can people find you or if youcould have any ask of the audience? How can the audience help marlow? That wuldbe great, you can follow our instagram, it's wear marlow. Our website is weareMarlow dcom. If you can sign up for email ist, if you want to hear ourproduct updates and when we're actually going to be coming to market that'd begreat to and then ar tic talk. If you're interested in some funny videosis Marlo Te Tampon trempreneurs. So that's a good one too great Jack. Howcan he audienc help you where? Where do we find Craik so right now we'reselling through various distribution methods through bars and restaurants,delivery in the GTA, but also were...

...going in the Beerstore August tent,which is huge for us. So look out for that and and head o a beer store and ifyou don't want to go to the beer store order online, and you can maybe see meat your door, but the case you beer, that's not so bad t crank light tcom!That's us at will be taking you up on that offer Jackie. How can the IHELPyou, where do they find a Laura Athletics? To be honest, I amcompletely bucked until I September, depending how things go with me. Imight continue it into the fall. My website is a Laura Athletic Com withtls llooriathotic, dot, com and chloe. How can we help you? Yes, so you can go.Follow us on Instrogram, facebooker, tick talk it's at apprecutton girls. Wehaven't closen anything yet, but if you go, follow us you'll know and weactually waunch, which will be in the fall, which is really exciting. Greatwell, Hey, like I said, I know that all of us are in not even plannd B, maybenot even plans to at this point. I was not planning to be teaching fully online. This fallmotive. Much rather down this interview in person with all of you, but I thinkwe're trying to make trying to make the boulders our blessings here. So itreally appreciate the effort that you folks are putting in so cool, to hearyour stories about starting businesses in the pendemic and just to reallyappreciate the time and Couldo. So you all for sticking your neckout andactually doing the hard thing thanks ar thanks for Hag Li Vew, you've beenlistening to the Iviongmin or potcast to ensure that you never miss anepisode subscribe to the show in your favorite podcast player, or visit ivydot ca forward, slash entmrenorship! Thank you so much for listening untilnext time.

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