Kelp Product Development | Sea to Sale

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Hi, everyone.

 

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Welcome to CA Sale, a series of monthly conversations

 

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with industry experts designed for anyone looking

 

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to bring Regeneratively, farmed kelp to market.

 

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My name’s Grace Rie,

 

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and I’m the market Development Program manager at GreenWave.

 

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I’m joining you today from San Francisco, California

 

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on Ramone Land.

 

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Thanks to those of you who already introduced yourselves,

 

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but for those who haven’t, um, feel free to post your name,

 

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your current or intended roles in the industry

 

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and where you’re located in the chat.

 

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I’ll go ahead and introduce GreenWave in our

 

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speakers in the meantime.

 

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Um, and just a heads up

 

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after introductions, we’ll be closing the chat

 

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and we encourage you to post your questions using the q

 

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and a function on Zoom.

 

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Um, also this meeting is being recorded

 

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and we’ll share it with you all

 

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after, so you can view it later on.

 

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Today, I’m especially excited you’re here

 

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to kick off the very first conversation of Green Wave’s,

 

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new Sea to Sail series.

 

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For those of you who aren’t familiar with our work,

 

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GreenWave is a bicoastal nonprofit with a mission to train

 

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and support regenerative ocean farmers.

 

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If you’d like more background on regenerative ocean farming

 

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and why we think kelp is so phenomenal here at GreenWave,

 

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I recommend watching our intro to Kelp series hosted

 

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by my colleague Lindsay Olson.

 

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And to give you a sense of what inspired this new seed

 

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of sale series here at GreenWave, we spend a lot

 

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of time talking to farmers

 

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and others across the seaweed value chain in North America.

 

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Through these conversations, we’ve heard time

 

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and time again that some

 

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of the biggest barriers folks encounter are processing

 

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and finding a market for their kelp.

 

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In order for kelp farming to materialize

 

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as a climate solution, we really need all hands on deck

 

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with people like you scaling demand

 

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simultaneously with supply.

 

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That’s why we’re so excited you’re here to discuss

 

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and ultimately help us build solutions to some

 

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of the biggest bottlenecks facing the seaweed industry.

 

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Today for our kelp product development

 

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session, we have the absolute pleasure

 

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of welcoming three incredible speakers.

 

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Travis betson@blue.kitchen will join us

 

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to discuss developing food products.

 

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James Dillard at Macro Oceans will then share experiences

 

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creating kelp extracts primarily for cosmetics.

 

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And Claire Bradley from RISI will touch on

 

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agricultural product development.

 

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We’ll save q and a for all speakers for the end,

 

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but feel free to post your questions throughout.

 

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Um, and you’re welcome to mention if they’re directed

 

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at a specific speaker.

 

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At this point, I, I wanted to take a quick pause

 

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to get an understanding of your relationship

 

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with kelp product development.

 

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I’ll read the poll out loud for those.

 

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Watching the recording, it asks,

 

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what industry application are you most interested in

 

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for seaweed, food

 

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and beverage, pet food, cosmetics, materials,

 

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pharmaceuticals, or nutraceuticals?

 

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Other? And the second question is,

 

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where are you in your process

 

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of developing a product with kelp?

 

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So we have ideation, prototyping, go to market,

 

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existing product, reformulation, other

 

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or not planning to develop a product.

 

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I’ll wait just a minute for folks

 

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to finish putting in their answers.

 

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Okay, so, um,

 

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looks like a lot of you are interested in food

 

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and beverage, 66%, um, followed

 

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by materials, 34%

 

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and pharmaceuticals are nutraceuticals, 33%.

 

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Um, and then some folks interested in pet food

 

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and cosmetics as well.

 

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And in terms of where you are in your process, um,

 

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looks like most of you are in the ideation phase.

 

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So 43%, um, followed by prototyping, um,

 

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at 12% and a couple of you’re not planning

 

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to develop a product.

 

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Um, and we have about 3% in go-to market in existing

 

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product reformulation.

 

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Um, amazing everyone.

 

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So great to hear these answers

 

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and thanks so much for your responses.

 

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And before I hand it off to our speakers, um, I wanted

 

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to touch on specific considerations

 

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for product development with kelp.

 

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After this, if you want for information, um,

 

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you can check out the new product

 

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development course on the hub.

 

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As you begin your process with ideation

 

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and prototyping, you’ll need to think about what kind

 

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of kelp you plan to process or source.

 

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For example, will you use frozen, dried or extracted?

 

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Will you need to blanch or implement other processing

 

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or food safety steps?

 

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And once you have a prototype, you should confirm

 

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that you can produce beyond benchtop scale

 

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through at least one, if not more.

 

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Production pilots.

 

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As many of you may already know, kelp can be quite tricky

 

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to process, um, since it’s very wet

 

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and is oftentimes new

 

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to existing manufacturers or co-packers.

 

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Luckily, our speakers today will share

 

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what this looks like in practice

 

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and take us through how they formulated

 

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and launched their amazing kelp products.

 

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Now I have the pleasure of introducing Travis Betson,

 

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the CEO and director of r and d@blue.kitchen.

 

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Travis has been a food science nerd his whole life.

 

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He spent nearly 20 years in the food industry first

 

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as a line cook and now running r and d at Blue Do Kitchen.

 

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He has his bachelor’s

 

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of science in Culinary Nutrition from Johnson

 

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and Wales University

 

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and received his master’s in Food Science

 

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and Management from Washington State University.

 

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Over to you, Travis.

 

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Thank you so much. I appreciate it.

 

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Uh, it’s a pleasure to, uh, meet all of you

 

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and I look forward to hearing from you after this.

 

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Um, I’m gonna jump right into it and I’ve got limited time

 

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and I put a lot of info in the slide so

 

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I don’t wanna spend too much time, uh, in the intro.

 

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But, uh, I’m running blue.kitchen.

 

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Uh, we are located in Washington State.

 

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Uh, most of our team at the very least, uh,

 

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and we are creating scalable products for the food industry

 

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that helps to create demand for farmers, uh,

 

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who are growing, uh, kelp of all different kinds of species.

 

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But we mainly work with sugar and winged kelp right now.

 

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Um, our purpose, uh, along with what you see here, is also

 

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to expand the culture of kelp eating in the United States.

 

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Um, with our first product seat

 

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owns, we’re wanting to do that.

 

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We launched a retail ready brand a little bit over a year

 

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ago, um,

 

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and we’ve been scaling that, uh, over the last year and a half.

 

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Um, as was mentioned, my background, uh,

 

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is in product development.

 

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Uh, and please go to the next slide.

 

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Uh, my background is in product development

 

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and amongst, uh, on top of the steps that you had saw

 

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before with ideation, um,

 

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and, uh, moving into pilot scale production

 

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and commercialization, um, and bench topping

 

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before all that, uh,

 

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we focused on three other very important pillars

 

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of product development, uh, to make sure that as we

 

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as a company grow, we’ve set ourselves up for success

 

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to be able to say yes to things as they come to towards us.

 

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Um, namely that is the utilization of self stable kelp, uh,

 

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that creates ease of shipping, storage

 

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and removes any spoilage worries

 

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that you really have about your core product

 

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and your sure ingredient.

 

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Um, and it’s also kind of the standard for the industry.

 

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Um, if ingredient suppliers want to tap in, they will have

 

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to have shelf stable kelp in the long run, uh,

 

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and producers will want that.

 

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Uh, we also wanna make sure that the product is scalable

 

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before we start to produce, um, in the retail food worlds.

 

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And I speak mostly in the retail, wholesale,

 

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consumer packaged good space right now.

 

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Um, and this also applies to food service.

 

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The growth of a product is not a gentle slope, uh,

 

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and likely it will be more of a, uh, series

 

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of vertical cliff faces that the product climbs

 

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to reach its target revenue.

 

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Uh, and each one

 

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of those cliff plate faces requires a relatively fast, uh,

 

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scalable production system allowing you to meet the increase

 

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of demand that occurs all around the same time.

 

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So we always formulate our products around that.

 

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And then to make sure we keep true to the story

 

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and to the core premise of the sustainability of kelp, uh,

 

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we always wanna source from non-commodity ingredients, uh,

 

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replacing anything with wheat, corn, soy, uh, pea

 

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with something that we can find

 

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that has a much better input story, uh, to make sure

 

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that we don’t dilute what we’re trying to do with kelp.

 

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Uh, we do all of our product development internally.

 

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Uh, before I was at BDK, I was doing r

 

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and d, um, in various different sectors.

 

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So I feel comfortable taking the steps

 

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to bring this up to scalability.

 

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And we’ve been doing it for years now

 

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where we’ve seen some bottlenecks in our product development

 

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in various different ways.

 

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Um, mainly all of them focus around the idea

 

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that it is early in kelps, uh, lifecycle as an ingredient.

 

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And because of that infancy, there hasn’t been a development

 

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of process infrastructure, uh,

 

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process infrastructure has not been put in

 

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that allows the price of kelp to meet the needs of anything

 

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beyond a niche market.

 

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Uh, so that’s part of the issue we’ve seen

 

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for scalability is, uh, that aspect of it.

 

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Uh, there is also the shellfish allergen concern

 

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that we have, um, in that some kelp if pulled out,

 

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um, we’ll have little go shrimp potentially in Washington

 

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in there and in other areas.

 

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And we wanna make sure that

 

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that does not get put through the food chain.

 

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Uh, when we’ve talked to farmers,

 

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there hasn’t been a heavy focus on testing

 

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for those shellfish allergens,

 

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and that is something that we are very concerned about, uh,

 

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and making sure that that is in place

 

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as a quality assurance and quality.

 

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ASU quality control pro,

 

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pro control program is really important

 

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for product development, um, for ourselves

 

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and for other brands, I’d imagine.

 

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Uh, and then also for us, uh,

 

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and for anybody using product development, you’ll find

 

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that pilot trials and scaling up is a

 

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very expensive endeavor.

 

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Um, and making sure you are well, uh, aware of that

 

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before you go into pilot

 

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and commercialization is an important aspect

 

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of making sure you don’t hit too many, uh,

 

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hurdles along the way.

 

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Uh, next slide. So, as a hero ingredient,

 

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as we all know why we’re here, uh, farmed kelp is one

 

236

00:11:38.865 –> 00:11:39.865

of the best things you can find in the

 

237

00:11:39.865 –> 00:11:40.465

food system right now.

 

238

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Uh, it has tons of different things you can talk about,

 

239

00:11:43.625 –> 00:11:45.105

whether as an ingredient

 

240

00:11:45.325 –> 00:11:48.345

or what of the nutri nutrients that come from that product.

 

241

00:11:49.165 –> 00:11:50.305

Um, it’s a gold mine.

 

242

00:11:50.605 –> 00:11:52.505

Uh, just make sure you know your customer

 

243

00:11:52.525 –> 00:11:53.805

and who you’re trying to peel to

 

244

00:11:53.805 –> 00:11:55.325

before you start picking, uh,

 

245

00:11:55.325 –> 00:11:57.005

which ingredient you’re gonna be highlighting

 

246

00:11:57.025 –> 00:11:58.485

or what story you’re gonna highlight

 

247

00:11:58.715 –> 00:12:01.325

because you only have so much space on a label.

 

248

00:12:01.985 –> 00:12:05.965

Uh, more of what I wanna talk about here is what ingredient,

 

249

00:12:06.185 –> 00:12:07.365

uh, what ingredient states

 

250

00:12:07.385 –> 00:12:10.205

and what forms, uh, you would want

 

251

00:12:10.205 –> 00:12:13.405

to be looking at from a product development perspective, uh,

 

252

00:12:13.905 –> 00:12:16.245

and why you would wanna be utilizing those.

 

253

00:12:16.775 –> 00:12:18.965

First and foremost being what’s existing on the market,

 

254

00:12:19.015 –> 00:12:20.965

which is shelf stable, dry kelp.

 

255

00:12:21.425 –> 00:12:22.805

Um, the reason we,

 

256

00:12:22.825 –> 00:12:25.125

and we would recommend this being, uh, a focus

 

257

00:12:25.145 –> 00:12:27.965

for development is the same reasons we mentioned before.

 

258

00:12:28.395 –> 00:12:31.725

Easy to ship, uh, consistent results, easy storage,

 

259

00:12:32.025 –> 00:12:34.045

and a longer shelf life than you would would find

 

260

00:12:34.045 –> 00:12:35.285

with frozen block kelp.

 

261

00:12:36.115 –> 00:12:38.535

Uh, the next stage that I think would be valuable for people

 

262

00:12:38.535 –> 00:12:41.935

to keep an eye on, um, is if you’re not developing

 

263

00:12:41.935 –> 00:12:45.735

or ideating a product that can utilize the dry powder, uh,

 

264

00:12:45.825 –> 00:12:49.695

you’d wanna look for IQF If you wanna use frozen, uh,

 

265

00:12:50.045 –> 00:12:52.175

ideally that would be something that can be developed.

 

266

00:12:52.335 –> 00:12:54.615

I don’t think anybody has it on the marketplace right now.

 

267

00:12:55.035 –> 00:12:57.375

Uh, but make sure you’re keeping that in mind

 

268

00:12:57.475 –> 00:12:59.215

as you’re developing, whether it’s your ingredient

 

269

00:12:59.355 –> 00:13:01.015

or product individually.

 

270

00:13:01.015 –> 00:13:03.295

Quick frozen would be a bench top for anything

 

271

00:13:03.315 –> 00:13:06.935

or a bench, uh, bench top goal standard, uh, state

 

272

00:13:07.035 –> 00:13:10.735

for anything that you’re including in the ready to eat space

 

273

00:13:10.835 –> 00:13:13.215

or anything along those lines as far as a bowl

 

274

00:13:13.755 –> 00:13:17.655

or, um, some kind of rice dish or frozen meal.

 

275

00:13:18.375 –> 00:13:22.635

Uh, fractionation is a fascinating, uh, space for food

 

276

00:13:22.895 –> 00:13:23.995

and product development.

 

277

00:13:24.535 –> 00:13:28.235

Uh, you can isolate very important ingredients, uh,

 

278

00:13:28.425 –> 00:13:31.475

that can be utilized in the products to get a great story.

 

279

00:13:32.215 –> 00:13:34.635

Um, there are small amounts

 

280

00:13:34.635 –> 00:13:36.395

of it coming into the marketplace right now,

 

281

00:13:36.575 –> 00:13:38.635

but I don’t think it’s at a scalable level

 

282

00:13:38.735 –> 00:13:40.755

of an ingredient at this stage.

 

283

00:13:40.775 –> 00:13:42.155

We keep an eye on it. Um,

 

284

00:13:42.975 –> 00:13:47.395

and the only other, uh, cautionary, uh, uh, point

 

285

00:13:47.395 –> 00:13:48.475

that I’ll make is think about

 

286

00:13:48.475 –> 00:13:49.875

how it looks on your label as well.

 

287

00:13:50.215 –> 00:13:53.395

Uh, isolates and extracts sometimes don’t have the best

 

288

00:13:53.395 –> 00:13:56.275

connotation for customers and for buyers at markets.

 

289

00:13:57.055 –> 00:13:59.195

Uh, and then finally, uh, we certainly believe,

 

290

00:13:59.195 –> 00:14:01.195

and I think it’s going to come to pass, that there has

 

291

00:14:01.195 –> 00:14:03.875

to be some form of nutrient control in any one

 

292

00:14:03.875 –> 00:14:06.275

of these states, so that in the long term,

 

293

00:14:06.455 –> 00:14:09.155

as kelp gets broader and broader acceptance and more

 

294

00:14:09.155 –> 00:14:12.435

and more attention and regulators looking at it,

 

295

00:14:12.435 –> 00:14:15.235

that we’re controlling the heavy metals and iodines

 

296

00:14:15.235 –> 00:14:17.755

before we have something occur That puts a negative

 

297

00:14:17.755 –> 00:14:20.315

connotation, industry-wide on kelp.

 

298

00:14:20.895 –> 00:14:22.435

Um, and that’s gonna be an important thing

 

299

00:14:22.435 –> 00:14:25.835

to keep an eye on, is what levels those are in your product

 

300

00:14:26.055 –> 00:14:29.425

and maintaining, um, lots of relationships,

 

301

00:14:29.425 –> 00:14:31.825

strong relationships with your buyers around those efforts.

 

302

00:14:32.055 –> 00:14:36.465

Next slide. Um, outside of the states of kelp, uh,

 

303

00:14:36.485 –> 00:14:38.585

farmed kelp as an ingredient, uh, the next

 

304

00:14:38.605 –> 00:14:41.185

and definitely the most important thing

 

305

00:14:41.765 –> 00:14:43.425

for an early stage company, uh,

 

306

00:14:43.425 –> 00:14:46.945

who’s making food aside from making a delicious product, um,

 

307

00:14:47.285 –> 00:14:48.545

is the food safety aspect.

 

308

00:14:49.045 –> 00:14:51.725

Um, to that end, I’ll talk about the certifications

 

309

00:14:51.945 –> 00:14:54.285

and the different processes you can, you can take

 

310

00:14:54.385 –> 00:14:58.645

or research, um, to move into a safe product development,

 

311

00:14:58.905 –> 00:15:00.285

uh, process for your product.

 

312

00:15:01.265 –> 00:15:04.205

Uh, the two major safety certifications you’ll be looking

 

313

00:15:04.205 –> 00:15:05.725

for, whether it’s with your co-packer,

 

314

00:15:05.725 –> 00:15:06.885

who should have these certifications

 

315

00:15:06.885 –> 00:15:10.725

or your yourself, if you want to be producing yourself, um,

 

316

00:15:10.975 –> 00:15:13.765

would be an SQF or BS BRC certification.

 

317

00:15:13.995 –> 00:15:17.445

They are industry benchmarks that you can utilize, uh,

 

318

00:15:17.445 –> 00:15:19.765

would be accepted, uh, industry-wide.

 

319

00:15:20.465 –> 00:15:24.125

Uh, and I’ll point towards the BRC as one that, uh,

 

320

00:15:24.235 –> 00:15:26.605

focuses just on your process alone

 

321

00:15:26.945 –> 00:15:30.645

and doesn’t take on a broader approach to, um,

 

322

00:15:30.645 –> 00:15:32.205

your sourcing, uh, as,

 

323

00:15:32.385 –> 00:15:34.125

and quality control and quality assurance.

 

324

00:15:34.825 –> 00:15:38.525

Uh, BRC takes a look at the HASSET program, hazard analysis,

 

325

00:15:38.885 –> 00:15:41.365

critical control points where it will take a look at every

 

326

00:15:41.365 –> 00:15:43.805

step in the production process, um, ask you

 

327

00:15:43.805 –> 00:15:45.365

to analyze the chemical, biological

 

328

00:15:45.425 –> 00:15:49.245

and physical, um, uh, challenges

 

329

00:15:49.265 –> 00:15:51.285

and contaminants that could come into play

 

330

00:15:51.585 –> 00:15:54.245

and develop a plan for every single one of those steps.

 

331

00:15:54.825 –> 00:15:57.565

Uh, making sure you have that is gonna be very important

 

332

00:15:57.585 –> 00:15:58.925

for you to be able to scale up,

 

333

00:15:59.035 –> 00:16:01.005

improve food safety along the way.

 

334

00:16:01.605 –> 00:16:04.085

I would also make sure that there are allergens being tested

 

335

00:16:04.225 –> 00:16:05.685

and heavy metals being tested.

 

336

00:16:06.185 –> 00:16:09.645

Um, while it is not a requirement for all markets, uh,

 

337

00:16:09.645 –> 00:16:13.285

it is a requirement for some big markets who are very, uh,

 

338

00:16:13.285 –> 00:16:15.565

interested in making sure that the seaweed

 

339

00:16:15.565 –> 00:16:17.685

that they are bringing in is safe for consumption.

 

340

00:16:18.435 –> 00:16:20.845

Marketing certifications is a big beast.

 

341

00:16:21.025 –> 00:16:22.405

I’m not gonna get into it very heavily.

 

342

00:16:22.745 –> 00:16:25.685

Uh, there are too many to really talk about.

 

343

00:16:25.905 –> 00:16:28.045

Uh, the one I would point towards is organic

 

344

00:16:28.145 –> 00:16:30.445

for early stage markets can be very important.

 

345

00:16:31.105 –> 00:16:32.965

Uh, early stage specialty markets

 

346

00:16:33.265 –> 00:16:37.125

or markets that are looking for lohas, uh, customers,

 

347

00:16:37.125 –> 00:16:38.885

lifestyle of health and sustainability.

 

348

00:16:39.425 –> 00:16:43.525

Uh, to that end, I’ve put to the memo that we utilized, uh,

 

349

00:16:43.525 –> 00:16:45.645

the title of that memo that you can just copy

 

350

00:16:45.665 –> 00:16:47.165

and paste into a Google search bar.

 

351

00:16:47.165 –> 00:16:50.925

It should show up as A-U-S-D-A memo, uh, that allows

 

352

00:16:50.985 –> 00:16:52.965

for kelp to be certified organically.

 

353

00:16:53.345 –> 00:16:54.965

Um, and it could be very important

 

354

00:16:55.065 –> 00:16:56.885

for your early stage, uh, product.

 

355

00:16:58.465 –> 00:17:00.565

Um, the next stage of all

 

356

00:17:00.565 –> 00:17:03.725

of this in the food safety is knowing your pathogen.

 

357

00:17:03.865 –> 00:17:07.165

Uh, as a food scientist, uh, the most important thing is

 

358

00:17:07.165 –> 00:17:09.045

to make sure your product isn’t gonna get anybody sick,

 

359

00:17:09.375 –> 00:17:11.485

which involves knowing which pathogens

 

360

00:17:11.485 –> 00:17:12.605

could grow in your product.

 

361

00:17:13.425 –> 00:17:15.005

Um, so make sure you know that

 

362

00:17:15.065 –> 00:17:18.605

and make sure you have a way to combat it, uh, through

 

363

00:17:19.525 –> 00:17:21.625

a measurement process.

 

364

00:17:22.125 –> 00:17:25.465

Uh, water activity, pH, moisture

 

365

00:17:25.645 –> 00:17:27.625

or kill steps are all very common ways

 

366

00:17:27.645 –> 00:17:30.025

to monitor your pathogen and control it.

 

367

00:17:30.605 –> 00:17:33.985

Um, I won’t go into the details there, uh, of what each one

 

368

00:17:33.985 –> 00:17:35.945

of those are, but those are very standard ways

 

369

00:17:35.945 –> 00:17:38.185

to control whatever pathogen you’re looking at.

 

370

00:17:38.465 –> 00:17:40.185

I would highly recommend you research those

 

371

00:17:40.325 –> 00:17:42.225

or reach out to me after this and I can help.

 

372

00:17:43.205 –> 00:17:47.465

Um, scaling, uh, is another aspect to the, uh,

 

373

00:17:47.495 –> 00:17:48.785

process in food safety.

 

374

00:17:49.375 –> 00:17:53.245

Again, scaling introduces new challenges into your food

 

375

00:17:53.245 –> 00:17:56.885

safety process where you won’t have the same process, uh,

 

376

00:17:56.945 –> 00:17:58.885

as you did in the a smaller stage.

 

377

00:17:59.025 –> 00:18:00.285

So, know your process,

 

378

00:18:00.555 –> 00:18:02.445

know your pathogens at that next stage up.

 

379

00:18:02.445 –> 00:18:05.205

Know your how you’re gonna control for those pathogens, um,

 

380

00:18:05.265 –> 00:18:09.545

and make sure that you’re creating a, uh,

 

381

00:18:09.545 –> 00:18:11.865

quality assurance program for your scaling.

 

382

00:18:12.565 –> 00:18:14.345

Uh, the reason I mention that is

 

383

00:18:14.345 –> 00:18:16.665

because if you’re working with a co-packer,

 

384

00:18:16.925 –> 00:18:19.745

if you’re working with a co-manufacturer, the best way

 

385

00:18:19.745 –> 00:18:21.585

to guarantee that your product will come out the way

 

386

00:18:21.585 –> 00:18:25.225

that you want is to have them tied into a quality assurance

 

387

00:18:25.365 –> 00:18:28.665

and a quality control, uh, parameter

 

388

00:18:28.665 –> 00:18:31.985

and specification that guarantees not only your product’s,

 

389

00:18:32.365 –> 00:18:35.585

um, sensory qualities, but food safety qualities.

 

390

00:18:36.125 –> 00:18:38.985

So know your food safety qualities, have those presented

 

391

00:18:38.985 –> 00:18:40.945

to your co-packer, and make sure they know that

 

392

00:18:41.045 –> 00:18:42.625

and are signing onto it in a contract.

 

393

00:18:43.245 –> 00:18:45.305

Um, and know your quality assurance parameters.

 

394

00:18:45.445 –> 00:18:48.025

Uh, what texture do you desire, how do you measure it?

 

395

00:18:48.085 –> 00:18:50.065

What’s the shape of the product, how do you measure

 

396

00:18:50.065 –> 00:18:51.265

that and communicate that?

 

397

00:18:51.685 –> 00:18:52.825

What’s the size of the product?

 

398

00:18:53.005 –> 00:18:54.545

How do you measure that and communicate that.

 

399

00:18:55.265 –> 00:18:57.685

Um, finally, although this is third, I would highly

 

400

00:18:58.245 –> 00:18:59.365

recommend you put this as one

 

401

00:18:59.365 –> 00:19:01.445

or two as well as know the economics of your product.

 

402

00:19:01.905 –> 00:19:05.965

Um, food is a relatively challenging industry, uh,

 

403

00:19:05.965 –> 00:19:09.285

where you take your product’s, um, sale price denoted

 

404

00:19:09.285 –> 00:19:11.645

as X here, and if you’re working in with a distributor,

 

405

00:19:11.785 –> 00:19:14.005

it could be anywhere from eight to 20%

 

406

00:19:14.035 –> 00:19:16.525

that they will mark your product up into the retailer

 

407

00:19:16.665 –> 00:19:18.845

who will then mark it up anywhere from 30

 

408

00:19:18.905 –> 00:19:20.685

to 40% would be pretty standard

 

409

00:19:21.065 –> 00:19:23.005

before it even touches your customer’s eyes.

 

410

00:19:23.465 –> 00:19:27.945

Um, so you should make sure you factor in those price marks,

 

411

00:19:28.165 –> 00:19:30.785

um, up when you are doing your

 

412

00:19:31.435 –> 00:19:32.785

early stage product development,

 

413

00:19:32.785 –> 00:19:35.505

your gold standard when you buy the ingredients you need

 

414

00:19:35.505 –> 00:19:37.505

that you want, and factor

 

415

00:19:37.505 –> 00:19:40.345

that into this very basic pricing model to make sure

 

416

00:19:40.625 –> 00:19:42.825

that it can be sold at a store

 

417

00:19:42.825 –> 00:19:44.145

where it’s going to be competitive.

 

418

00:19:44.805 –> 00:19:47.185

Uh, those would be things that I would talk to you about

 

419

00:19:47.325 –> 00:19:48.945

and recommend to you, uh,

 

420

00:19:48.945 –> 00:19:52.745

before you get into your heavy product development, uh,

 

421

00:19:54.295 –> 00:19:55.475

uh, product development process.

 

422

00:19:56.255 –> 00:20:01.185

Uh, next slide. So, I went through

 

423

00:20:02.645 –> 00:20:06.265

the things that we’re working on right now, food safety, um,

 

424

00:20:06.295 –> 00:20:07.465

kelp, the hero ingredient,

 

425

00:20:08.055 –> 00:20:10.425

what we’ve been doing in product development in the past.

 

426

00:20:11.205 –> 00:20:14.545

Uh, and, uh, what I’ll leave you with is things

 

427

00:20:14.545 –> 00:20:16.945

that we see are very important for product development

 

428

00:20:16.945 –> 00:20:20.185

and process development in the future, uh, ourselves.

 

429

00:20:20.485 –> 00:20:22.425

Um, we’re very interested in our product.

 

430

00:20:22.705 –> 00:20:25.865

Char owns, uh, having a protein claim, so we’re trying

 

431

00:20:25.865 –> 00:20:29.145

to find the best, uh, non-commodity source for protein

 

432

00:20:29.405 –> 00:20:33.505

to be included in a next stage iteration of, uh, CI owns.

 

433

00:20:33.645 –> 00:20:38.505

Um, we are also taking kelp from our partner farms, uh,

 

434

00:20:38.605 –> 00:20:39.745

in Washington state.

 

435

00:20:40.205 –> 00:20:43.265

Uh, and we’re creating brand aligned partnerships to, again,

 

436

00:20:43.265 –> 00:20:45.585

fulfill the purpose of creating more kelp culture

 

437

00:20:45.765 –> 00:20:47.285

around food, uh,

 

438

00:20:47.295 –> 00:20:49.645

where we have a beer coming out in a few months

 

439

00:20:49.675 –> 00:20:52.045

with a local brewery, and we’re having an tomorrow

 

440

00:20:52.105 –> 00:20:54.365

and a cider and product development, um,

 

441

00:20:54.425 –> 00:20:55.805

all getting the idea pushed out

 

442

00:20:55.805 –> 00:20:58.965

that there are different channels for kelp to be utilized in

 

443

00:20:58.965 –> 00:21:01.165

that really reshape how customers can think about it.

 

444

00:21:01.865 –> 00:21:04.405

Um, uh, aside from that, all

 

445

00:21:04.405 –> 00:21:06.965

of our different product development is, uh,

 

446

00:21:08.645 –> 00:21:10.765

dependent on new ingredients coming to marketplace.

 

447

00:21:11.625 –> 00:21:15.285

Um, we will say keep an eye out for industry boards.

 

448

00:21:15.385 –> 00:21:16.685

Um, it’s a good way

 

449

00:21:16.685 –> 00:21:20.125

to kickstart product development in a cheap way

 

450

00:21:20.125 –> 00:21:23.125

where you can find partners in hazelnut egg blueberry boards

 

451

00:21:23.125 –> 00:21:25.445

who are looking to partner up with, uh,

 

452

00:21:25.445 –> 00:21:27.285

different products in development, uh,

 

453

00:21:27.505 –> 00:21:29.285

and will aid in product development

 

454

00:21:29.285 –> 00:21:30.445

efforts or help find grants.

 

455

00:21:31.145 –> 00:21:32.285

Uh, and to us, one

 

456

00:21:32.285 –> 00:21:34.245

of the most important things is process development.

 

457

00:21:34.505 –> 00:21:37.645

Um, process development I think is where the industry needs

 

458

00:21:37.645 –> 00:21:40.365

to go, uh, more complex,

 

459

00:21:40.825 –> 00:21:45.675

but, uh, uh, focus process development

 

460

00:21:45.675 –> 00:21:47.115

that will create new ingredients,

 

461

00:21:47.915 –> 00:21:49.195

nutrient controlled ingredients

 

462

00:21:49.775 –> 00:21:54.395

and efficiencies in a system where dehydrating a product

 

463

00:21:54.425 –> 00:21:58.555

that is 93% water on an ambient thermal dehydrator is not

 

464

00:21:58.555 –> 00:22:00.795

the most efficient system we could possibly think up

 

465

00:22:00.855 –> 00:22:01.995

for the food industry.

 

466

00:22:02.655 –> 00:22:05.555

Um, so more process development is definitely one

 

467

00:22:05.555 –> 00:22:07.795

of the things that we, and we think the industry will

 

468

00:22:08.035 –> 00:22:09.715

continue to be improving on, um,

 

469

00:22:09.895 –> 00:22:11.435

as we look, uh, to the future.

 

470

00:22:12.185 –> 00:22:14.725

Um, I’ll stop there. Hopefully I kept close to my 10

 

471

00:22:14.725 –> 00:22:16.285

to 15 minutes, uh, recommended time,

 

472

00:22:16.465 –> 00:22:18.525

and I look forward to your questions in the future.

 

473

00:22:19.155 –> 00:22:22.245

Feel free to reach out, uh, via my email below as well.

 

474

00:22:22.385 –> 00:22:24.205

Uh, if you have any questions that are not answered.

 

475

00:22:24.375 –> 00:22:25.375

Thank you.

 

476

00:22:26.025 –> 00:22:27.295

Thank you so much, Travis.

 

477

00:22:27.755 –> 00:22:29.815

Um, definitely a lot to think about

 

478

00:22:29.875 –> 00:22:31.735

and I know you’re only scratching the surface.

 

479

00:22:31.995 –> 00:22:33.735

So, uh, thanks for all that.

 

480

00:22:35.005 –> 00:22:37.495

Next up, um, we have James Dillard.

 

481

00:22:37.905 –> 00:22:40.175

James is the chief business officer

 

482

00:22:40.475 –> 00:22:42.455

and co-founder of Macro Oceans.

 

483

00:22:42.905 –> 00:22:46.455

Prior to Macro Oceans, he launched the Stripe Apps ecosystem

 

484

00:22:46.995 –> 00:22:48.735

and was a product leader at YouTube.

 

485

00:22:51.995 –> 00:22:53.495

Hey y’all. Uh, I’m James

 

486

00:22:53.875 –> 00:22:56.535

and I am working with Macro Oceans, um,

 

487

00:22:56.715 –> 00:22:58.935

and it’s really great to go, um,

 

488

00:23:00.105 –> 00:23:04.095

after the blue dot, uh, section, I get a sense for how, uh,

 

489

00:23:04.365 –> 00:23:05.375

food fits into this.

 

490

00:23:05.515 –> 00:23:09.415

So we got started in 2020, actually focused on some of

 

491

00:23:09.415 –> 00:23:11.455

that processing infrastructure that we saw

 

492

00:23:11.915 –> 00:23:13.775

as missing within the kelp industry,

 

493

00:23:14.355 –> 00:23:15.975

and really wanna see kelp adopted

 

494

00:23:15.975 –> 00:23:18.655

as a low carbon alternative across, um,

 

495

00:23:18.975 –> 00:23:20.095

a lot of different sectors.

 

496

00:23:20.795 –> 00:23:23.935

Uh, we are working mostly with sugar kelp today, uh,

 

497

00:23:24.695 –> 00:23:26.575

entirely sourced from Alaska

 

498

00:23:27.155 –> 00:23:29.895

and have started working in the cosmetics industry.

 

499

00:23:29.895 –> 00:23:31.615

So you can see a picture here with me

 

500

00:23:31.635 –> 00:23:35.215

and one of our, uh, customers that we’re working with, um,

 

501

00:23:35.865 –> 00:23:39.055

Elena Eliana McKee, uh, from IRA Cosmetics,

 

502

00:23:39.275 –> 00:23:40.495

and our first product on the market

 

503

00:23:40.515 –> 00:23:41.735

is a cosmetics ingredient.

 

504

00:23:42.585 –> 00:23:47.575

Next slide, please. So, uh, super similar, uh,

 

505

00:23:48.475 –> 00:23:50.495

uh, set of processes here.

 

506

00:23:50.735 –> 00:23:52.615

I think the first thing that we’ve tried to do

 

507

00:23:53.445 –> 00:23:57.095

when we are bringing a product to market is

 

508

00:23:57.095 –> 00:23:58.375

to understand the customer.

 

509

00:23:58.675 –> 00:24:00.455

And so within cosmetics, what you’re trying

 

510

00:24:00.455 –> 00:24:02.055

to think about here is the role

 

511

00:24:02.605 –> 00:24:05.975

that your ingredient is going to play, uh,

 

512

00:24:05.975 –> 00:24:07.055

within the product

 

513

00:24:07.055 –> 00:24:09.015

that’s actually gonna end up in a consumer’s hands.

 

514

00:24:09.355 –> 00:24:10.735

So in our case right now,

 

515

00:24:10.735 –> 00:24:12.215

we’re making a bioactive ingredient.

 

516

00:24:12.845 –> 00:24:15.535

This is, uh, if you’re not familiar with cosmetics,

 

517

00:24:15.535 –> 00:24:18.615

this is the ingredient that actually makes your skin feel

 

518

00:24:18.935 –> 00:24:20.815

hydrated or moisturized.

 

519

00:24:21.435 –> 00:24:24.495

Uh, and so because of that, the, uh, customer,

 

520

00:24:24.495 –> 00:24:26.735

which is usually a cosmetic chemist, wants

 

521

00:24:26.755 –> 00:24:28.695

to understand the efficacy of the product,

 

522

00:24:29.115 –> 00:24:31.295

and we have to make sure that we’re able to speak to them,

 

523

00:24:31.755 –> 00:24:34.215

uh, about the science that goes into it

 

524

00:24:34.215 –> 00:24:35.815

and hit the proof points, the efficacy

 

525

00:24:35.815 –> 00:24:36.975

proof points that they’re looking to have.

 

526

00:24:37.795 –> 00:24:39.375

Uh, and then from there, we need

 

527

00:24:39.375 –> 00:24:41.295

to understand the kelp science

 

528

00:24:41.515 –> 00:24:43.015

and then the supply chain behind it.

 

529

00:24:43.155 –> 00:24:46.495

So, um, not just, uh,

 

530

00:24:48.255 –> 00:24:51.245

um, why do we actually believe

 

531

00:24:51.245 –> 00:24:53.285

that this particular extract will have

 

532

00:24:53.285 –> 00:24:54.445

this impact on the skin?

 

533

00:24:54.785 –> 00:24:58.805

Um, what, uh, academic literature believes us to, leads us

 

534

00:24:58.805 –> 00:25:00.045

to believe this, and

 

535

00:25:00.045 –> 00:25:02.085

what tests can we do in order to prove this?

 

536

00:25:02.625 –> 00:25:05.685

And then, uh, like a lot of the other, uh, folks have said

 

537

00:25:05.685 –> 00:25:07.685

so far, can we actually source this kef?

 

538

00:25:07.685 –> 00:25:08.685

Can we get it, uh,

 

539

00:25:08.705 –> 00:25:12.605

and process it in time, uh, to deliver it to a customer?

 

540

00:25:13.185 –> 00:25:15.805

And then all of that has to be wrapped up together into a

 

541

00:25:15.935 –> 00:25:17.445

compelling value proposition.

 

542

00:25:17.505 –> 00:25:19.365

So we’ve gotta be able to take our ingredient

 

543

00:25:19.465 –> 00:25:22.645

and sit down across from somebody that, you know,

 

544

00:25:22.655 –> 00:25:26.925

maybe wants to make a marine beauty, um, facial mist,

 

545

00:25:27.345 –> 00:25:30.045

and wants to be able to tell a skin soothing story

 

546

00:25:30.185 –> 00:25:32.125

and explain why our ingredient is going

 

547

00:25:32.125 –> 00:25:33.285

to help them with their goals.

 

548

00:25:33.905 –> 00:25:36.165

Uh, and then, uh, you know, last

 

549

00:25:36.165 –> 00:25:37.765

but not least, you know, you keep going.

 

550

00:25:38.105 –> 00:25:40.405

You, you get out there, you get some feedback, you learn,

 

551

00:25:40.865 –> 00:25:43.165

um, you know, in some cases we’re hearing feedback

 

552

00:25:43.165 –> 00:25:45.565

around places where people want to use the product.

 

553

00:25:45.585 –> 00:25:46.885

In a way we didn’t anticipate

 

554

00:25:46.885 –> 00:25:49.445

or wish our efficacy story was stronger in some ways.

 

555

00:25:49.745 –> 00:25:51.405

And that’s where we’ll go next with this product.

 

556

00:25:52.075 –> 00:25:55.035

Next slide, please. So, just

 

557

00:25:55.035 –> 00:25:57.915

to make this real really quickly, here is our product.

 

558

00:25:58.295 –> 00:26:01.355

Um, it is a, uh, as I said,

 

559

00:26:01.555 –> 00:26:04.275

a extract from sugar kelp waste.

 

560

00:26:04.275 –> 00:26:07.635

Basically what we’re doing is we’re isolating the lanar and,

 

561

00:26:07.635 –> 00:26:10.795

and the fain, uh, for their benefits on the skin.

 

562

00:26:11.295 –> 00:26:12.675

Um, lanar

 

563

00:26:12.675 –> 00:26:15.995

and a fain play a role protecting the kelp from external

 

564

00:26:16.235 –> 00:26:18.715

stressors, and they also do that for our skin.

 

565

00:26:18.855 –> 00:26:22.235

So they’re soothing, they lock in, uh, and retain moisture.

 

566

00:26:22.775 –> 00:26:26.275

Um, they, uh, have uv, uh,

 

567

00:26:26.655 –> 00:26:28.355

or are skin soothing benefits.

 

568

00:26:28.775 –> 00:26:31.555

And so what we’ve done is isolate those sugars, uh,

 

569

00:26:31.935 –> 00:26:32.955

and they’ve gone out

 

570

00:26:32.955 –> 00:26:35.515

and proven done clinical tests to prove their efficacy

 

571

00:26:35.935 –> 00:26:38.995

to have a bioactive product, clinical tests or table stakes.

 

572

00:26:39.415 –> 00:26:40.675

Um, but that’s not the case

 

573

00:26:40.675 –> 00:26:42.195

for every single cosmetic ingredient.

 

574

00:26:42.295 –> 00:26:45.685

So there are other, um, what are called functionals, where,

 

575

00:26:46.225 –> 00:26:48.805

um, you don’t have to have clinical tests.

 

576

00:26:48.805 –> 00:26:53.485

There are botanicals where you are, um, uh,

 

577

00:26:54.065 –> 00:26:55.965

not held to the same efficacy standard.

 

578

00:26:56.585 –> 00:26:59.165

Um, and then the price points suggest with that.

 

579

00:27:00.105 –> 00:27:03.285

We have then also really focused on having a natural

 

580

00:27:03.285 –> 00:27:06.085

ingredient, uh, with all green chemistry, we want

 

581

00:27:06.085 –> 00:27:08.685

to make sure that, uh, our, um,

 

582

00:27:08.955 –> 00:27:10.885

that we’re not too processed, uh,

 

583

00:27:10.885 –> 00:27:13.445

because that’s what the consumer, the,

 

584

00:27:13.465 –> 00:27:15.085

our target consumer wants.

 

585

00:27:15.705 –> 00:27:17.925

Uh, we try to include a, uh, we include

 

586

00:27:17.925 –> 00:27:19.325

as well a traceable supply chain.

 

587

00:27:19.385 –> 00:27:21.165

And then the thing that makes us really unique

 

588

00:27:21.225 –> 00:27:22.285

is that we’re zero waste.

 

589

00:27:22.425 –> 00:27:26.365

We have really big plans to use all of the rest of the parts

 

590

00:27:26.625 –> 00:27:28.165

of the, uh, kelp

 

591

00:27:28.165 –> 00:27:30.485

and are in the process of, uh, productizing those,

 

592

00:27:30.745 –> 00:27:32.045

uh, as we speak.

 

593

00:27:32.895 –> 00:27:36.635

Next slide, please. So, just some, some things

 

594

00:27:36.775 –> 00:27:37.955

to think about.

 

595

00:27:38.615 –> 00:27:41.715

Um, you want to make sure that you’re aligning your,

 

596

00:27:42.135 –> 00:27:44.995

the species of kelp that you’re choosing with

 

597

00:27:44.995 –> 00:27:47.675

what you’re extracting, and then the, uh,

 

598

00:27:48.115 –> 00:27:49.395

clinical claims that you wanna make.

 

599

00:27:49.935 –> 00:27:52.395

Um, ultimately somebody

 

600

00:27:53.275 –> 00:27:55.635

a a beauty consumer is buying a

 

601

00:27:57.295 –> 00:28:00.475

and impact on their skin or their hair,

 

602

00:28:01.055 –> 00:28:02.915

and that’s actually what you’re selling.

 

603

00:28:03.335 –> 00:28:05.475

Um, and so then you need to be able

 

604

00:28:05.475 –> 00:28:07.995

to connect something like soothing

 

605

00:28:08.335 –> 00:28:10.435

to a particular measurement

 

606

00:28:10.855 –> 00:28:13.355

and then make sure that you’re, that there’s some reason

 

607

00:28:13.355 –> 00:28:15.635

to believe that, that what you’re extracting from the kelp

 

608

00:28:15.635 –> 00:28:17.875

is going to give you that measurement on that test.

 

609

00:28:18.455 –> 00:28:20.475

And that usually comes from what species

 

610

00:28:20.535 –> 00:28:21.675

of kelp that you’re choosing.

 

611

00:28:21.905 –> 00:28:26.195

It’s gonna be a different set, uh, of, um, benefits

 

612

00:28:26.545 –> 00:28:29.155

that you’re gonna be able to sell from sugar kelp

 

613

00:28:29.155 –> 00:28:30.195

versus other types of kelp.

 

614

00:28:30.195 –> 00:28:31.955

And you want to be thinking about that from the beginning.

 

615

00:28:32.695 –> 00:28:34.275

How do I, how am I gonna sell this in?

 

616

00:28:34.275 –> 00:28:35.755

What’s the benefit gonna be? Okay?

 

617

00:28:35.825 –> 00:28:38.275

What does the research tell me about what is in the kelp?

 

618

00:28:39.485 –> 00:28:42.305

Uh, I have found that within cosmetics, uh,

 

619

00:28:42.315 –> 00:28:44.265

partnering is absolutely essential.

 

620

00:28:44.685 –> 00:28:47.425

Um, most ingredient companies have a

 

621

00:28:47.425 –> 00:28:49.505

distributor, uh, that they work with.

 

622

00:28:49.505 –> 00:28:51.665

There’s just simply too many places to be

 

623

00:28:52.125 –> 00:28:54.705

for a individual ingredient company

 

624

00:28:54.725 –> 00:28:56.145

to do it all by themselves.

 

625

00:28:56.165 –> 00:28:57.785

And so you wanna find good people to work with

 

626

00:28:57.925 –> 00:29:00.065

and make sure that you have the right, um,

 

627

00:29:00.775 –> 00:29:02.625

that you’re managing them in the right way.

 

628

00:29:03.685 –> 00:29:06.945

Uh, you obviously need to think a lot about

 

629

00:29:07.155 –> 00:29:10.065

where you fit within the market, uh,

 

630

00:29:10.245 –> 00:29:12.225

and understanding who else is out

 

631

00:29:12.225 –> 00:29:13.465

there, who else is similar.

 

632

00:29:14.125 –> 00:29:17.785

Um, when you’re in the cosmetics world, kelp is, uh,

 

633

00:29:18.455 –> 00:29:21.065

does have a, uh, a charisma to it,

 

634

00:29:21.125 –> 00:29:23.705

but there are other natural products

 

635

00:29:23.705 –> 00:29:24.945

with really good stories as well,

 

636

00:29:25.485 –> 00:29:28.585

and you have to be able to, uh,

 

637

00:29:28.585 –> 00:29:30.025

differentiate yourself from them.

 

638

00:29:30.565 –> 00:29:32.385

And then the last thing to be aware of is just

 

639

00:29:32.385 –> 00:29:34.385

that the project life cycles are really, really long.

 

640

00:29:34.725 –> 00:29:36.345

So you can find somebody who loves you

 

641

00:29:36.445 –> 00:29:38.705

and says, oh, I wanna work with you as soon as possible.

 

642

00:29:38.715 –> 00:29:39.825

Let’s get something on the market.

 

643

00:29:40.325 –> 00:29:42.925

And the fastest I’ve seen that go is six months.

 

644

00:29:43.385 –> 00:29:46.725

Um, uh, so you need to, to know that going in.

 

645

00:29:46.725 –> 00:29:48.725

Otherwise, uh, it can be quite frustrating.

 

646

00:29:49.435 –> 00:29:51.665

Next slide, please. Uh,

 

647

00:29:51.665 –> 00:29:52.905

and so I just wanted to take a moment

 

648

00:29:53.005 –> 00:29:54.945

and like try to make this a little bit real.

 

649

00:29:55.005 –> 00:29:56.985

So this is, uh, sea soaked skin,

 

650

00:29:57.565 –> 00:30:00.145

and they have used our, uh, ingredient

 

651

00:30:00.285 –> 00:30:01.625

to make a facial mist.

 

652

00:30:01.855 –> 00:30:04.865

This is something that you might put on at the, uh,

 

653

00:30:05.085 –> 00:30:07.625

the beginning of the day, or, uh, maybe at the end

 

654

00:30:07.625 –> 00:30:08.905

of the day after you’ve taken a shower

 

655

00:30:08.965 –> 00:30:12.585

or a bath to make your skin feel, um, moisturized

 

656

00:30:12.585 –> 00:30:13.825

and hydrated is,

 

657

00:30:13.825 –> 00:30:16.465

you can see they’ve got a clean beauty story.

 

658

00:30:17.005 –> 00:30:19.305

Uh, sustainability is a big part of what they are.

 

659

00:30:19.305 –> 00:30:22.345

They’re, they’re a, uh, prestige or a luxury item,

 

660

00:30:23.085 –> 00:30:25.625

and they’re looking at our ingredient to help

 

661

00:30:26.145 –> 00:30:29.425

reinforce the core, uh, messages of their brand.

 

662

00:30:29.445 –> 00:30:31.985

It has to be a product that works, that, that is gonna,

 

663

00:30:32.245 –> 00:30:33.425

um, feel good on your skin.

 

664

00:30:33.535 –> 00:30:35.025

They’ve got an ocean theme.

 

665

00:30:35.135 –> 00:30:36.665

Seaweed is obviously very forward

 

666

00:30:36.685 –> 00:30:37.865

and how they’re selling their product.

 

667

00:30:37.965 –> 00:30:40.705

And so we allow them to tell, uh, the story

 

668

00:30:40.965 –> 00:30:42.705

to their consumer that they wanna tell,

 

669

00:30:42.725 –> 00:30:44.385

and then back that up in the results.

 

670

00:30:45.455 –> 00:30:48.245

Next slide, please. Uh,

 

671

00:30:48.705 –> 00:30:50.445

and just a little bit about what’s next with us.

 

672

00:30:50.445 –> 00:30:51.485

So I alluded to this.

 

673

00:30:51.665 –> 00:30:54.445

Um, we, uh, really do want to fill in some of the,

 

674

00:30:54.445 –> 00:30:56.605

what we view as the missing processing infrastructure.

 

675

00:30:57.305 –> 00:30:59.725

Um, fractioning seaweed is really interesting to us,

 

676

00:30:59.945 –> 00:31:03.485

and we’re, we’re, um, really excited about using, uh,

 

677

00:31:04.065 –> 00:31:07.845

the different parts of the kelp, uh, in different markets

 

678

00:31:08.465 –> 00:31:10.725

and have been making investments in our processing

 

679

00:31:10.725 –> 00:31:12.805

infrastructure to allow us to serve these different markets.

 

680

00:31:13.145 –> 00:31:15.645

So if that is exciting to you, please reach out.

 

681

00:31:16.105 –> 00:31:17.805

Um, and honestly,

 

682

00:31:17.805 –> 00:31:20.925

just if you wanna talk about kelp in general, um, I, uh,

 

683

00:31:21.105 –> 00:31:23.365

am really passionate about developing products,

 

684

00:31:23.365 –> 00:31:24.485

and I think the bottleneck

 

685

00:31:24.505 –> 00:31:28.805

for the seaweed industry right now is, um, is people

 

686

00:31:28.805 –> 00:31:30.925

that are excited about making something people, uh,

 

687

00:31:30.925 –> 00:31:32.165

people love with kelp.

 

688

00:31:32.385 –> 00:31:35.845

And so I would love, I’m happy to chat and, uh, kick ideas.

 

689

00:31:36.145 –> 00:31:39.075

Um, yeah, so that’s what we’re doing.

 

690

00:31:42.495 –> 00:31:45.225

Awesome. Um, thank you so much James.

 

691

00:31:45.365 –> 00:31:48.185

Always really inspiring to hear what you’re working on.

 

692

00:31:50.655 –> 00:31:54.755

Now I’m happy to introduce Claire Bradley from Rissy.

 

693

00:31:55.535 –> 00:31:57.635

Claire is the chair of the roa,

 

694

00:31:57.635 –> 00:32:02.475

New Zealand Seaweed Association, and CEO of Sy, a memorial

 

695

00:32:02.495 –> 00:32:04.875

and family owned business that has been operating

 

696

00:32:04.875 –> 00:32:06.355

for over 25 years.

 

697

00:32:07.055 –> 00:32:09.755

In 2023, Claire was the recipient

 

698

00:32:09.895 –> 00:32:13.595

of the Agritech New Zealand Robin Davidson Memorial Award

 

699

00:32:13.695 –> 00:32:16.755

for her work as a champion for the seaweed industry.

 

700

00:32:17.625 –> 00:32:18.625

Over to you, Claire.

 

701

00:32:19.885 –> 00:32:21.825

Uh, thank you for that grace, uh,

 

702

00:32:22.115 –> 00:32:23.465

Kiara, as we say in New Zealand.

 

703

00:32:23.725 –> 00:32:26.945

And hello, thanks so much for having me online today.

 

704

00:32:27.345 –> 00:32:30.145

I guess my aim is to share a bit

 

705

00:32:30.145 –> 00:32:34.465

of our story over the past now 28 years in 2024,

 

706

00:32:35.045 –> 00:32:38.265

and hope that I can, um, pass on some of that knowledge

 

707

00:32:38.265 –> 00:32:40.550

and experience for, for you to take something away today.

 

708

00:32:41.325 –> 00:32:44.505

So accuracy is a seaweed innovation company,

 

709

00:32:44.765 –> 00:32:47.385

and our primary focus is the, um,

 

710

00:32:47.735 –> 00:32:49.225

what we call the primary industries,

 

711

00:32:49.245 –> 00:32:52.465

but agriculture, horticulture, anything grown on land,

 

712

00:32:53.975 –> 00:32:56.195

it started a very long time ago.

 

713

00:32:56.655 –> 00:32:59.395

My mother and father-in-Law actually founded the company,

 

714

00:32:59.735 –> 00:33:01.435

and they were school teachers at the time,

 

715

00:33:02.175 –> 00:33:03.795

but they went away on a holiday.

 

716

00:33:04.295 –> 00:33:06.715

Um, being school teachers, they didn’t have much money.

 

717

00:33:06.895 –> 00:33:09.755

And so wolfing, I’m not sure if you have that in the us

 

718

00:33:09.975 –> 00:33:12.435

but it’s willing workers on organic farms.

 

719

00:33:12.935 –> 00:33:14.025

And this is where you go

 

720

00:33:14.025 –> 00:33:16.345

and work on farms for food and board.

 

721

00:33:16.885 –> 00:33:21.825

And they saw some really good examples of organic farms

 

722

00:33:21.845 –> 00:33:23.705

and some really not good examples.

 

723

00:33:24.005 –> 00:33:25.745

And it was one of those fungal summers

 

724

00:33:25.745 –> 00:33:28.025

where you’ve got brown rot and your peach trees

 

725

00:33:28.085 –> 00:33:29.705

and facial eczema in stock.

 

726

00:33:30.525 –> 00:33:32.825

And they came across one farm in particular

 

727

00:33:32.885 –> 00:33:34.425

who was run by a German couple.

 

728

00:33:35.695 –> 00:33:38.475

It was beautiful, green, healthy, productive,

 

729

00:33:39.055 –> 00:33:40.875

and their main input was seaweed.

 

730

00:33:41.645 –> 00:33:44.225

So Jill and Keith thought, wow, that’s really weird.

 

731

00:33:44.575 –> 00:33:47.585

Went back to their lives, um, in the city, um,

 

732

00:33:47.585 –> 00:33:50.385

being school teachers, but it never left them.

 

733

00:33:51.845 –> 00:33:54.425

So they then started researching seaweeds all

 

734

00:33:54.425 –> 00:33:58.585

around the world, reds, greens, browns, what are they good

 

735

00:33:58.585 –> 00:33:59.705

for, how are they used?

 

736

00:34:00.365 –> 00:34:01.665

And bear in mind, this was

 

737

00:34:02.045 –> 00:34:05.505

before the days of Google, so it was a lot of phone calls,

 

738

00:34:05.805 –> 00:34:07.865

um, letters probably in those days.

 

739

00:34:08.805 –> 00:34:10.825

And just learning about internationally, what,

 

740

00:34:10.825 –> 00:34:12.425

what was happening in the seaweed space.

 

741

00:34:13.475 –> 00:34:15.165

Then they came down to New Zealand

 

742

00:34:15.305 –> 00:34:17.925

and looked at the species that we have in New Zealand

 

743

00:34:18.465 –> 00:34:19.685

and what was abundant.

 

744

00:34:20.765 –> 00:34:23.865

So a colonial radiata, which is a brown kelp, um,

 

745

00:34:24.325 –> 00:34:27.265

in New Zealand, is the most abundant in our

 

746

00:34:27.265 –> 00:34:28.425

coastal ecosystems.

 

747

00:34:28.995 –> 00:34:31.135

Now in New Zealand, seaweed farming is in,

 

748

00:34:31.155 –> 00:34:33.135

its very in infants and infancy.

 

749

00:34:33.235 –> 00:34:35.495

In fact, there’s a little bit we are doing on land

 

750

00:34:35.495 –> 00:34:38.255

with some other species, but it’s by and large not a thing.

 

751

00:34:39.075 –> 00:34:43.375

So their supply chain actually is reliant on storms.

 

752

00:34:44.265 –> 00:34:46.725

So we have big storms that wash up this

 

753

00:34:47.325 –> 00:34:49.645

colonial radiata onto our shores,

 

754

00:34:49.985 –> 00:34:52.605

and they went out there and collected it.

 

755

00:34:54.395 –> 00:34:56.055

So you can imagine trying

 

756

00:34:56.055 –> 00:35:00.695

to build a business on a very unstable supply chain has led

 

757

00:35:00.695 –> 00:35:03.975

to a lot of challenges, a lot of innovation, a lot

 

758

00:35:03.975 –> 00:35:05.255

of thinking, um,

 

759

00:35:05.255 –> 00:35:07.935

and a lot of product development to extract the, uh,

 

760

00:35:07.935 –> 00:35:09.055

best value from that.

 

761

00:35:10.385 –> 00:35:12.605

Not only do we have to wait for these storms,

 

762

00:35:12.605 –> 00:35:15.365

but we then have to mobilize communities in remote coastal

 

763

00:35:15.365 –> 00:35:18.165

areas to collect this and dry it for us.

 

764

00:35:21.125 –> 00:35:24.745

For us, they started ferment, oh, sorry, that,

 

765

00:35:24.745 –> 00:35:25.865

just stay on that other one.

 

766

00:35:26.755 –> 00:35:29.935

Yep. Yeah. So in terms of those kind of pathways for growth,

 

767

00:35:30.605 –> 00:35:34.615

they originally started fermenting kelp in their backyard.

 

768

00:35:35.195 –> 00:35:38.125

And as my husband, Tani would attest to, it was very hard

 

769

00:35:38.125 –> 00:35:39.125

to invite friends over

 

770

00:35:39.155 –> 00:35:41.605

because there was all sorts of smells.

 

771

00:35:42.315 –> 00:35:44.925

They first started bringing, um, these products just

 

772

00:35:44.925 –> 00:35:47.325

for themselves, and then friends would use product

 

773

00:35:47.505 –> 00:35:49.525

and find it was really good on their gardens,

 

774

00:35:49.525 –> 00:35:50.685

and friends would tell friends.

 

775

00:35:51.805 –> 00:35:55.665

But really once commercial growers, so people

 

776

00:35:55.965 –> 00:35:59.025

for whom their land is they’re living, um, started asking

 

777

00:35:59.085 –> 00:36:01.825

for their products, that was a complete different phase.

 

778

00:36:02.445 –> 00:36:05.585

It was a phase that we invested very heavily in research

 

779

00:36:05.585 –> 00:36:08.025

and development to show the efficacy

 

780

00:36:08.605 –> 00:36:11.385

of these seaweed biostimulants on monoculture

 

781

00:36:11.385 –> 00:36:12.705

commercial growing systems.

 

782

00:36:16.695 –> 00:36:21.535

Next slide, please. So, as I said, the kind of, um,

 

783

00:36:21.935 –> 00:36:24.375

strategy was a bit of a happy accident in terms of,

 

784

00:36:24.675 –> 00:36:26.215

um, starting a business.

 

785

00:36:26.235 –> 00:36:27.735

It wasn’t actually their intention,

 

786

00:36:28.355 –> 00:36:30.815

but once word got out, um, first

 

787

00:36:30.815 –> 00:36:32.455

of all it was kiwi fruit growers,

 

788

00:36:32.995 –> 00:36:35.775

and so we had to invest in r and d and,

 

789

00:36:35.855 –> 00:36:38.615

and have peer reviewed published papers in Kiwi fruit

 

790

00:36:38.615 –> 00:36:41.495

growing that shows the efficacy around fruit size,

 

791

00:36:41.505 –> 00:36:45.055

fruit quality, and longevity of the vines.

 

792

00:36:46.635 –> 00:36:50.735

So it really was a, a she laboratory, like I said, Keith

 

793

00:36:51.255 –> 00:36:53.975

Fermented played around with all sorts of ingredients.

 

794

00:36:54.715 –> 00:36:57.175

Um, dill just grew plants constantly,

 

795

00:36:57.395 –> 00:37:01.375

and they developed, um, a unique fermentation method, um,

 

796

00:37:01.375 –> 00:37:03.575

that primarily works on dry kelps.

 

797

00:37:06.945 –> 00:37:10.735

The product formulation has many formats when you’re looking

 

798

00:37:10.755 –> 00:37:12.215

at the agricultural sector.

 

799

00:37:12.635 –> 00:37:13.775

Uh, for us in New Zealand,

 

800

00:37:13.875 –> 00:37:16.815

we are primarily a pasture based system in terms

 

801

00:37:16.895 –> 00:37:18.095

of our dairy industry.

 

802

00:37:18.755 –> 00:37:21.895

And so having a liquid format was one thing,

 

803

00:37:21.995 –> 00:37:23.335

but being able to put

 

804

00:37:23.335 –> 00:37:25.335

that into a solid format was really important

 

805

00:37:25.435 –> 00:37:27.535

to work alongside conventional fertilizers.

 

806

00:37:32.505 –> 00:37:35.925

So there’s been a fair bit of challenges, as I said,

 

807

00:37:35.925 –> 00:37:37.565

that unstable supply chain

 

808

00:37:38.515 –> 00:37:41.345

relying on coastal storms.

 

809

00:37:42.785 –> 00:37:45.725

And the other challenges are around market acceptance.

 

810

00:37:46.325 –> 00:37:48.965

1996 when they, uh, started this journey,

 

811

00:37:49.915 –> 00:37:51.685

seaweed really wasn’t that cool.

 

812

00:37:51.945 –> 00:37:56.175

We, I remember writing, um, newsletters

 

813

00:37:56.475 –> 00:37:58.335

for the then seaweed association,

 

814

00:37:59.035 –> 00:38:01.975

and it was impossible to find stories

 

815

00:38:02.155 –> 00:38:04.015

or anything online about seaweed.

 

816

00:38:04.395 –> 00:38:08.945

So it was really a lonely place for the last, uh,

 

817

00:38:09.045 –> 00:38:10.145

10 years in particular.

 

818

00:38:10.435 –> 00:38:12.945

We’ve definitely made a few friends, um,

 

819

00:38:13.125 –> 00:38:17.145

and it’s been an interesting journey to move from

 

820

00:38:17.835 –> 00:38:19.105

niche products,

 

821

00:38:19.175 –> 00:38:22.225

home gardens now into supplying a large portion

 

822

00:38:22.245 –> 00:38:24.025

of the agricultural sector in New Zealand.

 

823

00:38:25.085 –> 00:38:26.145

We have 40 staff.

 

824

00:38:26.645 –> 00:38:30.225

Uh, we service not only in New Zealand, our dairy sector,

 

825

00:38:30.885 –> 00:38:33.945

dry stocks or ranches, I suppose you’d call them in the us,

 

826

00:38:34.605 –> 00:38:36.205

um, kiwi fruit viticulture,

 

827

00:38:36.385 –> 00:38:39.845

but we also export into Europe under white label so

 

828

00:38:39.845 –> 00:38:42.605

that we sell into other fertilizer companies as ingredients

 

829

00:38:43.435 –> 00:38:46.165

sell into Australia with our beekeeping products

 

830

00:38:46.585 –> 00:38:47.805

and starting some other kind

 

831

00:38:47.805 –> 00:38:50.165

of innovation expansion areas as well.

 

832

00:38:52.785 –> 00:38:54.035

Okay, next slide please.

 

833

00:38:57.215 –> 00:39:01.835

So the ag sector, it is, like I said,

 

834

00:39:01.835 –> 00:39:04.475

these are people making a living from their land.

 

835

00:39:04.575 –> 00:39:07.875

You’re selling into other businesses in New Zealand,

 

836

00:39:08.375 –> 00:39:11.995

our farmers are not subsidized in any way, shape or form.

 

837

00:39:12.615 –> 00:39:16.015

So that means they are astute, they need to make

 

838

00:39:16.315 –> 00:39:20.175

as much profit as possible, as long as well as

 

839

00:39:20.935 –> 00:39:24.415

adhering to the double face challenges of

 

840

00:39:25.095 –> 00:39:27.415

creating enough food in a way

 

841

00:39:27.415 –> 00:39:30.535

that doesn’t create negative environmental impact.

 

842

00:39:31.905 –> 00:39:35.635

Farmers are also really busy people, so you need

 

843

00:39:35.755 –> 00:39:37.195

to understand their pain points

 

844

00:39:37.935 –> 00:39:39.995

and understand the value

 

845

00:39:40.025 –> 00:39:41.755

that your products are going to bring to them.

 

846

00:39:42.895 –> 00:39:46.475

Is that a yield response? Is that a nutrient efficiency?

 

847

00:39:46.855 –> 00:39:50.315

Is it water holding capacity? Is it reduction of stress?

 

848

00:39:51.315 –> 00:39:54.535

All of these things need to be well thought out, researched

 

849

00:39:54.955 –> 00:39:56.855

and ensured that there’s a market for it.

 

850

00:39:58.335 –> 00:40:03.195

In New Zealand, most of the SA sales to farmers are direct,

 

851

00:40:03.535 –> 00:40:05.755

direct from company to the farmer.

 

852

00:40:06.135 –> 00:40:07.955

So I understand in the US you’ve got a slightly

 

853

00:40:07.955 –> 00:40:09.035

different supply chain.

 

854

00:40:09.255 –> 00:40:11.955

We do also go through dealers in New Zealand,

 

855

00:40:12.695 –> 00:40:15.115

and again, it’s thinking about from a dealer

 

856

00:40:15.115 –> 00:40:16.715

perspective, what’s in it for them.

 

857

00:40:17.555 –> 00:40:20.015

So in New Zealand, we’ve got regulations

 

858

00:40:20.015 –> 00:40:21.655

around reduction of nitrogen.

 

859

00:40:22.355 –> 00:40:24.775

So if the dealers are, uh, finding that they’re able

 

860

00:40:24.775 –> 00:40:27.575

to sell less nitrogen, what can they supplement that with?

 

861

00:40:27.595 –> 00:40:30.895

And biostimulants is being touted as that thing.

 

862

00:40:33.145 –> 00:40:37.885

So snake oil or science, the acceptance of seaweed

 

863

00:40:37.905 –> 00:40:41.045

as a valuable input into agriculture has been hindered

 

864

00:40:41.325 –> 00:40:44.565

somewhat over the past 28 years by the fertilizer sector.

 

865

00:40:45.065 –> 00:40:46.725

But this is changing globally.

 

866

00:40:47.915 –> 00:40:50.695

Recent meta analysis on the use of seaweed

 

867

00:40:51.205 –> 00:40:54.375

biostimulants show, uh, on bio stimulants, sorry, show

 

868

00:40:54.375 –> 00:40:56.295

that seaweed had the most consistent

 

869

00:40:56.655 –> 00:40:58.135

efficacy in field trials.

 

870

00:40:59.435 –> 00:41:02.735

And it’s really important, um, that you do field trials,

 

871

00:41:03.475 –> 00:41:04.695

you can do pop trials

 

872

00:41:04.875 –> 00:41:07.055

and you can figure out some of your modes of actions

 

873

00:41:07.055 –> 00:41:08.215

with root elongation

 

874

00:41:08.215 –> 00:41:11.775

and shoot growth, then you need to move to farm lit.

 

875

00:41:12.275 –> 00:41:15.495

But really having that efficacy in the field on working

 

876

00:41:15.495 –> 00:41:17.375

commercial farms is the gold

 

877

00:41:17.845 –> 00:41:21.095

because farmers tell other farmers and tell other farmers.

 

878

00:41:22.845 –> 00:41:25.785

One of the challenges that we have is that, um,

 

879

00:41:25.925 –> 00:41:28.625

the reputation of seaweed bio stimulants has also been

 

880

00:41:29.145 –> 00:41:33.365

hindered by what we call the New Zealand floor sweepings out

 

881

00:41:33.365 –> 00:41:34.485

of big factories.

 

882

00:41:35.185 –> 00:41:37.125

And we were thinking about that fractionation.

 

883

00:41:37.225 –> 00:41:40.805

People are often using the last fraction and powdering it

 

884

00:41:40.805 –> 00:41:43.805

and selling it as a bios stimulant when it has none

 

885

00:41:43.805 –> 00:41:47.045

of the bioactives, none, none of that beautiful suite

 

886

00:41:47.065 –> 00:41:50.765

of polysaccharides, none of those micro and nutrients.

 

887

00:41:51.105 –> 00:41:53.285

And it is zero efficacy

 

888

00:41:53.385 –> 00:41:57.285

and damages, um, the reputation of biostimulants.

 

889

00:41:59.655 –> 00:42:04.225

Next slide please. So

 

890

00:42:04.335 –> 00:42:08.025

Biostimulants are a separate class from fertilizers,

 

891

00:42:08.365 –> 00:42:10.865

and as accuracy we’ve focused squarely in

 

892

00:42:10.865 –> 00:42:11.945

that biostimulants.

 

893

00:42:12.195 –> 00:42:15.465

We’ve stayed away from the addition of nitrogen, phosphorus,

 

894

00:42:15.465 –> 00:42:19.225

and potassium, for example, into our products so

 

895

00:42:19.225 –> 00:42:22.185

that we can focus on the effect of that underground army,

 

896

00:42:22.335 –> 00:42:25.185

that mi soil microbiome, plant microbiome,

 

897

00:42:25.485 –> 00:42:26.825

and the animal microbiome.

 

898

00:42:27.795 –> 00:42:29.145

We’ve been really clear that we are not

 

899

00:42:29.145 –> 00:42:30.345

playing in the methane space.

 

900

00:42:30.795 –> 00:42:34.745

We’ve focused more heavily on our brown seaweeds, um,

 

901

00:42:34.805 –> 00:42:38.305

but also dabbling in things like bioremediation and Ulva

 

902

00:42:38.305 –> 00:42:40.425

and, and a whole lot of other innovation stuff.

 

903

00:42:40.445 –> 00:42:42.145

But that’s not for this talk today.

 

904

00:42:43.755 –> 00:42:45.915

Customer feedback loops are hugely important.

 

905

00:42:46.965 –> 00:42:49.555

We’ve been through some real challenges in the 28 years from

 

906

00:42:49.555 –> 00:42:53.115

the global financial crisis to massive diseases,

 

907

00:42:53.175 –> 00:42:56.435

wiping out some of our crops in New Zealand through to

 

908

00:42:56.785 –> 00:42:58.435

what we call the dairy downturn,

 

909

00:42:58.725 –> 00:43:03.675

where dairy farmers went from $9 a kilo of their milk solids

 

910

00:43:03.705 –> 00:43:05.675

through to $3 in one year.

 

911

00:43:06.555 –> 00:43:09.455

And what we had to do was get really close to our customers

 

912

00:43:09.515 –> 00:43:12.815

and understand who they were and why they were buying.

 

913

00:43:13.845 –> 00:43:15.945

And we happened to notice one day that all

 

914

00:43:15.945 –> 00:43:20.575

of these beekeepers were on our books, and we went out

 

915

00:43:20.575 –> 00:43:21.975

and we talked to them and we said, what,

 

916

00:43:21.975 –> 00:43:23.175

what are you doing with our products?

 

917

00:43:23.175 –> 00:43:24.695

We’ve got a dairy farm at the same time,

 

918

00:43:25.195 –> 00:43:26.815

but actually they were using our, um,

 

919

00:43:26.875 –> 00:43:30.175

animal nutritional formula for honeybee health,

 

920

00:43:30.275 –> 00:43:33.375

for its amino acid profile for some of its bioactives.

 

921

00:43:33.755 –> 00:43:36.735

And lo and behold, we found out that some of these, um,

 

922

00:43:36.765 –> 00:43:39.295

sulfate polysaccharides were good at treating the gut

 

923

00:43:39.295 –> 00:43:40.415

parasite emia.

 

924

00:43:41.335 –> 00:43:44.155

So then that started a whole new industry for us

 

925

00:43:44.415 –> 00:43:48.075

and enabled us to pivot during that dairy downturn time.

 

926

00:43:48.615 –> 00:43:50.715

Now that product is exported into

 

927

00:43:51.585 –> 00:43:53.275

Australia at this point in time,

 

928

00:43:53.695 –> 00:43:55.875

and it, we’ve got plans to bring it up bit into the

 

929

00:43:55.935 –> 00:43:57.075

US and Canada as well.

 

930

00:43:59.855 –> 00:44:03.035

So the other important part with, um, bio stimulants

 

931

00:44:03.035 –> 00:44:06.115

and customer feedback loops is it’s really important to un

 

932

00:44:06.215 –> 00:44:09.675

to take note of

 

933

00:44:09.795 –> 00:44:11.915

what customers don’t see any longer.

 

934

00:44:12.565 –> 00:44:14.755

Again, it’s that disease, the pest pressure,

 

935

00:44:14.815 –> 00:44:16.555

the animal metabolic disorders,

 

936

00:44:17.395 –> 00:44:19.135

and it’s really important to be able

 

937

00:44:19.135 –> 00:44:21.215

to track those changes on time in the field.

 

938

00:44:22.475 –> 00:44:25.875

Next slide, please. So

 

939

00:44:25.875 –> 00:44:27.555

what does the future look like for accuracy?

 

940

00:44:27.615 –> 00:44:29.435

As I said, we’re a seaweed innovation company,

 

941

00:44:29.975 –> 00:44:32.805

so we have a range of products on the go at any one time.

 

942

00:44:34.215 –> 00:44:35.755

And recently returning from Europe

 

943

00:44:35.895 –> 00:44:38.675

and the World Agritech Conference, the thing

 

944

00:44:38.675 –> 00:44:40.995

that was said over and over again was we have

 

945

00:44:40.995 –> 00:44:42.475

reached peak chemistry.

 

946

00:44:43.215 –> 00:44:45.755

In fact, in New Zealand, some of our soils are so full

 

947

00:44:45.755 –> 00:44:48.315

of phosphate that we could probably sell ’em as fertilizer.

 

948

00:44:49.055 –> 00:44:52.515

So we need to lean into the biological world,

 

949

00:44:52.615 –> 00:44:54.235

and that’s where seaweed can have a role.

 

950

00:44:55.835 –> 00:44:58.295

But seaweed is a bit of a Swiss army knife.

 

951

00:44:59.455 –> 00:45:03.065

It can be used for so many things, from proteins

 

952

00:45:03.125 –> 00:45:05.625

to materials, to biodiversity credits

 

953

00:45:05.805 –> 00:45:07.025

to plastic replacements.

 

954

00:45:08.325 –> 00:45:10.345

And we’ve taken the approach of trying

 

955

00:45:10.345 –> 00:45:11.465

to make impact at scale.

 

956

00:45:12.285 –> 00:45:14.265

For us, it’s about our value set

 

957

00:45:14.265 –> 00:45:16.145

and the impact that we’re trying to have in the world

 

958

00:45:16.525 –> 00:45:19.185

to improve our food systems, to improve the future

 

959

00:45:19.285 –> 00:45:20.825

for our children and our grandchildren,

 

960

00:45:21.765 –> 00:45:22.905

and to do that in a way

 

961

00:45:22.935 –> 00:45:26.305

that enables eventually seaweed farming here in Al

 

962

00:45:26.445 –> 00:45:27.585

Teo in as well.

 

963

00:45:30.615 –> 00:45:34.555

So this nano nano c which is our bio-refinery approach,

 

964

00:45:34.565 –> 00:45:37.835

we’ve been working with, um, one of our New Zealand

 

965

00:45:39.165 –> 00:45:41.565

research government organizations for the past six years.

 

966

00:45:41.985 –> 00:45:44.885

And we’re currently building the world’s first, uh,

 

967

00:45:44.885 –> 00:45:46.205

large scale, uh,

 

968

00:45:46.275 –> 00:45:49.165

nanocellulose production facility from our waste streams

 

969

00:45:49.225 –> 00:45:50.725

of our bio stimulants.

 

970

00:45:51.405 –> 00:45:55.185

So already we have been researching in Japan these crystals,

 

971

00:45:55.365 –> 00:45:57.825

uh, taking heat away from batteries

 

972

00:45:57.965 –> 00:46:00.665

and electronics, uh, through regenerative medicine.

 

973

00:46:01.365 –> 00:46:02.865

Um, but initially we are putting

 

974

00:46:02.865 –> 00:46:04.785

that product back into the agricultural sector

 

975

00:46:04.925 –> 00:46:06.385

for water holding capacity

 

976

00:46:06.525 –> 00:46:08.705

for high value crops in arid regions.

 

977

00:46:09.775 –> 00:46:14.265

For us, it’s as I said, that really hard supply chain

 

978

00:46:14.765 –> 00:46:18.305

of storm cast seaweed has meant we’ve had

 

979

00:46:18.305 –> 00:46:21.265

to continually innovate to eke out every single piece

 

980

00:46:21.265 –> 00:46:24.145

of value, um, from each piece of seaweed

 

981

00:46:24.365 –> 00:46:26.425

and return that back to our coastal communities.

 

982

00:46:28.465 –> 00:46:31.005

So what does collaboration look like for us?

 

983

00:46:32.205 –> 00:46:34.265

We are actively looking for collaborations,

 

984

00:46:35.005 –> 00:46:37.625

and I think it’s really important that people understand

 

985

00:46:37.625 –> 00:46:39.105

what collaboration is.

 

986

00:46:39.765 –> 00:46:41.785

So many people throw that word around,

 

987

00:46:42.765 –> 00:46:46.225

and in fact, it’s not a contract, it’s not

 

988

00:46:47.105 –> 00:46:48.585

a exchange of service.

 

989

00:46:49.495 –> 00:46:52.555

It is a relationship that en ensures

 

990

00:46:52.555 –> 00:46:55.795

that we lift each other up, that one plus one equals 20,

 

991

00:46:56.495 –> 00:46:59.235

and that our relationships are able to scale out

 

992

00:46:59.995 –> 00:47:02.355

geographically up in terms of systems

 

993

00:47:02.855 –> 00:47:04.675

and deep for long lasting change.

 

994

00:47:06.515 –> 00:47:10.625

For us, thinking about supply chains in the US

 

995

00:47:10.625 –> 00:47:13.065

with the sugar kelp and working on, uh,

 

996

00:47:13.425 –> 00:47:14.785

fermenting the wet kelp

 

997

00:47:14.785 –> 00:47:18.305

and seeing if we can stabilize that, what does that do

 

998

00:47:18.485 –> 00:47:21.785

for a small company to unleash the supply chain?

 

999

00:47:22.365 –> 00:47:25.465

For us, developing our business over 28 years

 

1000

00:47:25.655 –> 00:47:28.865

with a very hard supply chain is one thing,

 

1001

00:47:29.375 –> 00:47:30.755

but unleashing the potential

 

1002

00:47:30.895 –> 00:47:33.195

of endless supply is quite another.

 

1003

00:47:33.375 –> 00:47:36.695

And we’re excited to see where this goes. Thank you.

 

1004

00:47:39.715 –> 00:47:42.485

Amazing. Thank you so much, Claire, for sharing

 

1005

00:47:42.515 –> 00:47:44.005

that story and your process.

 

1006

00:47:45.715 –> 00:47:48.455

Um, at this point, let’s jump to q and a.

 

1007

00:47:48.455 –> 00:47:50.655

We have about 10 minutes left, um,

 

1008

00:47:50.995 –> 00:47:52.375

and we’ll try to get to as many

 

1009

00:47:52.395 –> 00:47:53.815

of your questions as possible.

 

1010

00:47:55.075 –> 00:47:57.735

So first up, we have a question from

 

1011

00:47:58.345 –> 00:48:00.175

Riley, um, to Travis.

 

1012

00:48:00.595 –> 00:48:02.495

Um, others are welcome to chime in as well.

 

1013

00:48:03.115 –> 00:48:04.135

So Riley mentioned

 

1014

00:48:04.135 –> 00:48:07.375

that they’re looking at an industrial drying facility near

 

1015

00:48:07.375 –> 00:48:08.615

them, um,

 

1016

00:48:09.155 –> 00:48:12.615

and Ri was wondering if it would make sense, um, to sort

 

1017

00:48:12.615 –> 00:48:14.455

of bring all that kelp in the area

 

1018

00:48:14.875 –> 00:48:17.255

and process together, either in the form

 

1019

00:48:17.315 –> 00:48:19.335

of a co-op or another form.

 

1020

00:48:19.915 –> 00:48:22.215

Um, I think wondering about that model

 

1021

00:48:22.235 –> 00:48:24.895

and if that’s something that you’ve explored@blue.kitchen

 

1022

00:48:24.995 –> 00:48:26.215

or your thoughts generally.

 

1023

00:48:27.395 –> 00:48:30.125

Yeah. Um, you know, I think it’s two,

 

1024

00:48:30.905 –> 00:48:33.485

the two questions I’ll, I’ll I see out of this are,

 

1025

00:48:34.145 –> 00:48:35.485

is a co-op a good form

 

1026

00:48:35.625 –> 00:48:37.885

and is centralization of processing a good form?

 

1027

00:48:38.025 –> 00:48:40.885

And I think those are two slightly different tracks.

 

1028

00:48:40.955 –> 00:48:42.605

I’ll, I’ll focus on the centralization

 

1029

00:48:43.415 –> 00:48:45.645

co-op structure I think is kind of an open question

 

1030

00:48:45.645 –> 00:48:47.685

to who’s in the co-op, how it all relates,

 

1031

00:48:47.815 –> 00:48:49.125

who’s gonna control processing,

 

1032

00:48:49.225 –> 00:48:50.285

et cetera, et cetera, et cetera.

 

1033

00:48:51.035 –> 00:48:54.135

Um, but the centralization in some form,

 

1034

00:48:54.135 –> 00:48:57.055

and I don’t mean massive aggregated centralization like you

 

1035

00:48:57.055 –> 00:48:59.455

find in commodities, but centralization is something

 

1036

00:48:59.455 –> 00:49:00.535

that I would highly recommend.

 

1037

00:49:01.235 –> 00:49:04.935

Um, as much as you can possibly get, um,

 

1038

00:49:05.395 –> 00:49:09.335

in your centralized space, the more opportunity you have

 

1039

00:49:09.395 –> 00:49:11.975

to create a, an efficient, um,

 

1040

00:49:12.675 –> 00:49:14.975

and scaled up processing primary

 

1041

00:49:15.235 –> 00:49:18.375

or secondary system, um, which in the end

 

1042

00:49:19.055 –> 00:49:20.255

I think we’ll create a lot of value

 

1043

00:49:20.255 –> 00:49:21.495

for the customers downstream.

 

1044

00:49:21.995 –> 00:49:25.055

Um, so I do recommend centralization.

 

1045

00:49:25.535 –> 00:49:28.295

I think the questions after that are

 

1046

00:49:28.755 –> 00:49:32.695

how much supply do you need to reach, what, um,

 

1047

00:49:32.785 –> 00:49:34.215

processing throughput you want

 

1048

00:49:34.215 –> 00:49:35.575

and how are you gonna process it?

 

1049

00:49:35.795 –> 00:49:37.295

Um, and what’s the price at the end?

 

1050

00:49:37.835 –> 00:49:40.335

Um, but I would certainly recommend centralization

 

1051

00:49:40.515 –> 00:49:42.455

and finding good spaces for that, uh,

 

1052

00:49:42.455 –> 00:49:44.455

coastal communities being a great, great,

 

1053

00:49:44.455 –> 00:49:45.895

great option for obvious reasons.

 

1054

00:49:48.675 –> 00:49:53.045

Awesome, thanks Travis. Um, so a question for James.

 

1055

00:49:53.575 –> 00:49:57.085

Oscar is wondering, um, in terms of cosmetics,

 

1056

00:49:57.275 –> 00:50:00.645

what percentage of seaweed is used in various products?

 

1057

00:50:01.505 –> 00:50:06.325

Um, I know we heard about this in food from Courtney at Akua

 

1058

00:50:06.325 –> 00:50:10.085

at a previous webinar and she was saying about 20% of kelp,

 

1059

00:50:10.265 –> 00:50:12.645

um, as opposed to 80% other ingredients.

 

1060

00:50:12.745 –> 00:50:14.925

So curious what you think in cosmetics.

 

1061

00:50:16.235 –> 00:50:18.885

Yeah, so this will vary a lot based on

 

1062

00:50:19.425 –> 00:50:21.125

the type of product.

 

1063

00:50:21.985 –> 00:50:26.325

So for bioactives, a common use rate is somewhere between

 

1064

00:50:26.835 –> 00:50:31.205

0.5%, uh, up to five

 

1065

00:50:31.305 –> 00:50:33.445

to 7% would be high usage,

 

1066

00:50:33.785 –> 00:50:35.805

and our ingredient fits right within there.

 

1067

00:50:36.345 –> 00:50:40.405

Um, a lot of that is about the brand

 

1068

00:50:40.425 –> 00:50:42.085

or the chemist controlling their costs.

 

1069

00:50:42.175 –> 00:50:43.725

Bioactives tend to be more expensive,

 

1070

00:50:43.725 –> 00:50:46.405

and so they want to use a little bit at a relatively,

 

1071

00:50:47.045 –> 00:50:48.885

a relatively potent small amount.

 

1072

00:50:49.625 –> 00:50:53.285

Um, but that doesn’t really bear a huge relation to

 

1073

00:50:53.285 –> 00:50:55.165

how much kelp goes into it, right?

 

1074

00:50:55.165 –> 00:50:56.565

Because you might, um,

 

1075

00:50:56.825 –> 00:50:59.605

if you’re gonna have a very potent set of extracts,

 

1076

00:50:59.625 –> 00:51:02.885

you might be processing a lot of kelp to get to that 0.5

 

1077

00:51:03.185 –> 00:51:04.365

to 2.5%.

 

1078

00:51:04.945 –> 00:51:08.605

Um, so that gives you a ballpark in terms of usage rate,

 

1079

00:51:08.705 –> 00:51:10.565

but I think, um, how

 

1080

00:51:10.565 –> 00:51:12.485

that actually translates into kelp volume

 

1081

00:51:12.905 –> 00:51:14.165

is a little bit divorced from that.

 

1082

00:51:16.455 –> 00:51:20.715

Thanks, James. Um, I think this is a question that applies

 

1083

00:51:20.815 –> 00:51:22.395

to all of our speakers.

 

1084

00:51:22.855 –> 00:51:27.355

Um, so for seaweed that might have heavy metal

 

1085

00:51:27.455 –> 00:51:29.355

or toxin, um, do any

 

1086

00:51:29.355 –> 00:51:31.955

of you have thoughts on the best application?

 

1087

00:51:32.575 –> 00:51:35.235

Um, could it be used in industries like chemicals

 

1088

00:51:35.255 –> 00:51:37.955

or materials, bioplastics, et cetera?

 

1089

00:51:44.855 –> 00:51:47.025

Yeah, I’m happy to jump, oh, sorry. Oh, go

 

1090

00:51:47.025 –> 00:51:48.025

Ahead. Go ahead. I’ll, I’ll take a

 

1091

00:51:48.025 –> 00:51:48.345

step back.

 

1092

00:51:48.705 –> 00:51:49.705

I answered in the chat.

 

1093

00:51:51.015 –> 00:51:53.825

Yeah, I’m, I’m, I, I would, um, guess something like

 

1094

00:51:53.825 –> 00:51:55.745

that cellulose where you fractionate it out

 

1095

00:51:55.745 –> 00:51:57.825

and you end up this with the, the nanocellulose

 

1096

00:51:57.845 –> 00:52:00.705

and you can take off things like, um, plastics, um,

 

1097

00:52:00.705 –> 00:52:03.065

ingredients in the beginning would probably be my guess.

 

1098

00:52:03.065 –> 00:52:05.705

Definitely wouldn’t be going into food or land

 

1099

00:52:05.705 –> 00:52:06.985

or plants would be, um,

 

1100

00:52:07.165 –> 00:52:10.505

or animals would be, um, still stay well clear of

 

1101

00:52:14.275 –> 00:52:15.455

Travis. Anything to add?

 

1102

00:52:15.925 –> 00:52:18.335

Yeah, in the food space, I would say, um,

 

1103

00:52:19.095 –> 00:52:21.535

I haven’t seen any processors

 

1104

00:52:21.555 –> 00:52:23.015

who are focusing on controlling it.

 

1105

00:52:23.515 –> 00:52:26.175

So, um, you know,

 

1106

00:52:26.175 –> 00:52:29.015

I think the most important thing is testing, um, making sure

 

1107

00:52:29.015 –> 00:52:33.665

that before you accept the product into your, uh, ownership,

 

1108

00:52:34.045 –> 00:52:37.265

uh, that it, it has been properly tested for heavy metals,

 

1109

00:52:37.525 –> 00:52:39.025

um, and you know, the levels of them.

 

1110

00:52:39.685 –> 00:52:41.705

And I would also make sure everybody understands the

 

1111

00:52:41.705 –> 00:52:44.385

difference between organic and inorganic arsenic

 

1112

00:52:44.645 –> 00:52:46.265

and how that applies to seaweed,

 

1113

00:52:46.265 –> 00:52:48.625

because that is an important factor in

 

1114

00:52:48.625 –> 00:52:49.945

understanding the safety of it.

 

1115

00:52:49.965 –> 00:52:52.225

Now those are two, uh, sound similar

 

1116

00:52:52.365 –> 00:52:54.545

but are very different functional ingredients,

 

1117

00:52:54.765 –> 00:52:55.825

uh, for heavy metals.

 

1118

00:52:56.045 –> 00:52:59.905

Um, so just have a really good quality assurance testing

 

1119

00:52:59.905 –> 00:53:02.465

program before you accept it into your, um,

 

1120

00:53:02.495 –> 00:53:04.025

ownership, uh, for food.

 

1121

00:53:05.655 –> 00:53:08.265

Totally. And I guess I’ll just say as a processor,

 

1122

00:53:08.325 –> 00:53:10.185

so we process, uh, seaweed

 

1123

00:53:10.185 –> 00:53:12.345

for heavy metals when it comes in, when we buy it,

 

1124

00:53:12.345 –> 00:53:16.945

and then we are also doing processing, um, on the,

 

1125

00:53:17.685 –> 00:53:21.465

um, our final, uh, basically the feedstock the end result

 

1126

00:53:21.465 –> 00:53:24.225

of our product, uh, when it goes out just to make sure that

 

1127

00:53:25.335 –> 00:53:26.675

it is where we expect it to be

 

1128

00:53:26.855 –> 00:53:29.355

and our customers expect that we can provide that to them,

 

1129

00:53:29.855 –> 00:53:32.595

um, as a part of the sale on a batch by batch level.

 

1130

00:53:35.745 –> 00:53:40.435

Awesome. Thanks James. Um, this is a question for Claire.

 

1131

00:53:40.895 –> 00:53:43.235

Um, can you share what percentage

 

1132

00:53:43.235 –> 00:53:45.795

of cellulose waste you are having, um,

 

1133

00:53:46.105 –> 00:53:47.955

from your bio stimulant production?

 

1134

00:53:50.245 –> 00:53:53.385

Yep. So we are getting a, a almost a one-to-one.

 

1135

00:53:53.485 –> 00:53:56.865

So from our waste stream, we are then making that one kilo

 

1136

00:53:57.005 –> 00:54:01.105

of a, a nanocellulose hydrogel, which is about a 1%, um,

 

1137

00:54:02.385 –> 00:54:04.005

uh, nanocellulose fibers.

 

1138

00:54:06.525 –> 00:54:07.535

Awesome, thank you.

 

1139

00:54:08.955 –> 00:54:11.755

Um, another question for James,

 

1140

00:54:11.895 –> 00:54:14.435

but others can chime in afterwards as well.

 

1141

00:54:15.095 –> 00:54:16.995

Uh, what kind of studies did you do

 

1142

00:54:16.995 –> 00:54:18.795

to understand your target customers?

 

1143

00:54:18.855 –> 00:54:21.475

Did you do focus groups, surveys, desktop,

 

1144

00:54:21.665 –> 00:54:23.875

desktop research, research, or all of the above?

 

1145

00:54:25.915 –> 00:54:30.645

Yeah, so the first we’re making a B

 

1146

00:54:30.745 –> 00:54:32.005

to B2C sale.

 

1147

00:54:32.265 –> 00:54:35.165

So ultimately our customers are

 

1148

00:54:35.965 –> 00:54:39.485

thinking about a beauty consumer and what they wanna buy.

 

1149

00:54:40.185 –> 00:54:41.645

Um, and for me, the two things

 

1150

00:54:41.645 –> 00:54:43.165

that were really useful there, there is some

 

1151

00:54:43.165 –> 00:54:44.205

desktop research that’s helpful.

 

1152

00:54:44.505 –> 00:54:47.725

It was also helpful to go to industry events

 

1153

00:54:48.505 –> 00:54:53.405

and see what, um, solutions people are marketing, uh,

 

1154

00:54:53.625 –> 00:54:58.085

and then to think about where, um, kelp plays within that.

 

1155

00:54:58.585 –> 00:55:01.885

And then from there you sort of need to figure out

 

1156

00:55:01.885 –> 00:55:03.165

what you think you can offer

 

1157

00:55:03.505 –> 00:55:06.485

and start, um, knocking on doors

 

1158

00:55:06.545 –> 00:55:09.205

and talking to people that actually put, uh,

 

1159

00:55:09.435 –> 00:55:12.045

ingredients into a cosmetics product.

 

1160

00:55:12.345 –> 00:55:16.765

Um, found, uh, conferences to be super useful for this, uh,

 

1161

00:55:16.865 –> 00:55:18.405

as well as cold outreach

 

1162

00:55:18.405 –> 00:55:20.565

and networking, all of the stuff that’s like boring.

 

1163

00:55:20.745 –> 00:55:23.365

Um, and actually Greenway was a huge help

 

1164

00:55:23.365 –> 00:55:24.645

for us, uh, in all of this.

 

1165

00:55:24.825 –> 00:55:26.645

So they’re an asset, uh, as well.

 

1166

00:55:30.285 –> 00:55:33.455

Yeah, and, and for us in the food industry, um, it,

 

1167

00:55:33.475 –> 00:55:34.735

it was relatively similar.

 

1168

00:55:34.955 –> 00:55:37.855

Uh, I would definitely echo the idea that trade events, uh,

 

1169

00:55:37.855 –> 00:55:41.695

just going and walking around, getting a sense of trends of

 

1170

00:55:42.165 –> 00:55:44.735

what that ex exciting to buyers, um,

 

1171

00:55:44.875 –> 00:55:46.695

is a really important thing to know.

 

1172

00:55:47.395 –> 00:55:50.975

Uh, and then on a granular scale, we did a lot

 

1173

00:55:51.035 –> 00:55:52.735

of informal focus grouping.

 

1174

00:55:53.035 –> 00:55:56.775

Um, we targeted the idea that our, uh, crispy,

 

1175

00:55:56.775 –> 00:56:00.015

crunchy seaweed snack was targeted towards beer drinkers.

 

1176

00:56:00.075 –> 00:56:01.895

Uh, we wanted to make something that, uh,

 

1177

00:56:01.895 –> 00:56:04.535

would move kelp into the space of, uh,

 

1178

00:56:05.655 –> 00:56:08.615

watching a baseball game or a hockey game or a football game

 

1179

00:56:08.615 –> 00:56:11.335

and having a beer and drinking and uh, eating a kelps snack.

 

1180

00:56:11.935 –> 00:56:14.315

So we went to micro breweries and we asked permission

 

1181

00:56:14.315 –> 00:56:16.555

and we would set up a table and just hand out free samples

 

1182

00:56:16.775 –> 00:56:18.795

and collect data, what people would say,

 

1183

00:56:19.345 –> 00:56:21.675

packaging flavor, et cetera, et cetera.

 

1184

00:56:21.855 –> 00:56:24.445

Um, and we used that, uh, to make sure

 

1185

00:56:24.445 –> 00:56:25.965

that we had a product before we launched.

 

1186

00:56:26.705 –> 00:56:30.605

Um, and then we built in a six month trial, uh,

 

1187

00:56:30.605 –> 00:56:33.645

over a summer before we were quote unquote retail ready,

 

1188

00:56:34.175 –> 00:56:35.365

where we, uh,

 

1189

00:56:35.365 –> 00:56:38.085

found acceptance into some smaller retailers in our region,

 

1190

00:56:38.945 –> 00:56:42.925

uh, and did demonstrations and talked to them, uh,

 

1191

00:56:42.945 –> 00:56:45.125

before we made it final adjustments on

 

1192

00:56:45.125 –> 00:56:46.485

packaging sizing and pricing.

 

1193

00:56:47.265 –> 00:56:50.645

Uh, and we attempted to lar launch larger than that.

 

1194

00:56:50.745 –> 00:56:52.925

So that was kind of our progress in understanding our

 

1195

00:56:53.085 –> 00:56:54.365

customer at that outset.

 

1196

00:56:58.315 –> 00:57:00.305

Super helpful. Claire, anything that you wanted

 

1197

00:57:00.305 –> 00:57:01.625

to touch on for that question?

 

1198

00:57:03.365 –> 00:57:04.865

No, I think he’s got it. Perfect.

 

1199

00:57:06.065 –> 00:57:10.995

Okay. Um, I think we are approaching the end of our time.

 

1200

00:57:11.815 –> 00:57:14.275

Um, so let’s go ahead and wrap up.

 

1201

00:57:14.975 –> 00:57:16.475

If we missed one of your questions,

 

1202

00:57:16.595 –> 00:57:18.075

I know we didn’t get to all of them today.

 

1203

00:57:18.575 –> 00:57:21.795

Uh, you’re welcome to post ’em in our hub community

 

1204

00:57:21.935 –> 00:57:23.395

and GreenWave team members

 

1205

00:57:23.575 –> 00:57:26.395

and others in the industry can definitely chime in

 

1206

00:57:26.415 –> 00:57:27.515

and help to answer those.

 

1207

00:57:30.785 –> 00:57:33.235

Hopefully everyone here found today’s content

 

1208

00:57:33.495 –> 00:57:34.915

as insightful as I did.

 

1209

00:57:35.455 –> 00:57:38.555

Um, next month we’re discussing a topic near

 

1210

00:57:38.555 –> 00:57:40.395

and dear to our hearts here at GreenWave,

 

1211

00:57:40.605 –> 00:57:42.115

which is how to work with Farmers.

 

1212

00:57:43.585 –> 00:57:45.685

We have some great speakers lined up for you all,

 

1213

00:57:45.685 –> 00:57:49.045

including folks from Fair Trade Atlantic Sea Farms

 

1214

00:57:49.065 –> 00:57:50.205

and Daybreak Seaweed.

 

1215

00:57:50.545 –> 00:57:52.045

So definitely stay tuned for that.

 

1216

00:57:52.505 –> 00:57:55.325

Um, and we will be sending out more information soon.

 

1217

00:57:57.335 –> 00:57:58.795

And for any farmers among us

 

1218

00:57:58.855 –> 00:58:00.235

or those interested in learning more,

 

1219

00:58:00.335 –> 00:58:04.035

we have additional farmer sessions planned throughout the

 

1220

00:58:04.035 –> 00:58:06.755

spring with some really excellent technical topics.

 

1221

00:58:09.555 –> 00:58:10.985

Thank you again for being here,

 

1222

00:58:11.285 –> 00:58:13.745

and thank you so much to our speakers.

 

1223

00:58:14.245 –> 00:58:16.025

Um, I hope to see everyone in March,

 

1224

00:58:16.485 –> 00:58:18.465

and if you wanna stay engaged in the meantime,

 

1225

00:58:19.035 –> 00:58:21.065

check out the resources on our hub

 

1226

00:58:21.725 –> 00:58:25.025

and, um, if you’re an active business, we encourage you

 

1227

00:58:25.025 –> 00:58:26.385

to apply for Seaweed Source

 

1228

00:58:26.845 –> 00:58:28.825

and you can find the links to both of those here.

 

1229

00:58:29.795 –> 00:58:31.905

Thank you so much again. I’ll see you next time.