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https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0174
Yeah
customer: And I would make maybe 50 pounds, 40 pounds at a time, you know, which is, you know, 40 jars, 30, 50 jars. agent: And you would hand-scoop them into jars? customer: And then I would have to pick up this big container-
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... put it on, like, a, a roll cart that would be, like, you know, chest-high.
agent: And you would hand-scoop them into jars? customer: And then I would have to pick up this big container- agent: Yeah
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https://rss.art19.com/ep…e86fb433970_0176
Right.
customer: And then I would have to pick up this big container- agent: Yeah customer: ... put it on, like, a, a roll cart that would be, like, you know, chest-high.
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Pick it up, put it on this roll cart, and then I would take a spatula, and I would spatule it into a hopper that was probably, you know, above my head.
agent: Yeah customer: ... put it on, like, a, a roll cart that would be, like, you know, chest-high. agent: Right.
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Yep.
customer: ... put it on, like, a, a roll cart that would be, like, you know, chest-high. agent: Right. customer: Pick it up, put it on this roll cart, and then I would take a spatula, and I would spatule it into a hopper that was probably, you know, above my head.
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And then once that hopper is full, you could stand under it with one jar at a time, and you'd p- there was a little foot pedal, and you'd stand on the foot pedal, and it would cycle-
agent: Right. customer: Pick it up, put it on this roll cart, and then I would take a spatula, and I would spatule it into a hopper that was probably, you know, above my head. agent: Yep.
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Got it
customer: Pick it up, put it on this roll cart, and then I would take a spatula, and I would spatule it into a hopper that was probably, you know, above my head. agent: Yep. customer: And then once that hopper is full, you could stand under it with one jar at a time, and you'd p- there was a little foot pedal, and you'...
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... this jar filler, and you'd hold the jar underneath it, and it would fill it like, like ice cream comes out of a soft serve.
agent: Yep. customer: And then once that hopper is full, you could stand under it with one jar at a time, and you'd p- there was a little foot pedal, and you'd stand on the foot pedal, and it would cycle- agent: Got it
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Right.
customer: And then once that hopper is full, you could stand under it with one jar at a time, and you'd p- there was a little foot pedal, and you'd stand on the foot pedal, and it would cycle- agent: Got it customer: ... this jar filler, and you'd hold the jar underneath it, and it would fill it like, like ice cream co...
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But what happens is you fill it, and there's a little bit of air in it, so you have to tap it on a table every single jar.
agent: Got it customer: ... this jar filler, and you'd hold the jar underneath it, and it would fill it like, like ice cream comes out of a soft serve. agent: Right.
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Wow. Jar by jar.
customer: ... this jar filler, and you'd hold the jar underneath it, and it would fill it like, like ice cream comes out of a soft serve. agent: Right. customer: But what happens is you fill it, and there's a little bit of air in it, so you have to tap it on a table every single jar.
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Yes.
agent: Right. customer: But what happens is you fill it, and there's a little bit of air in it, so you have to tap it on a table every single jar. agent: Wow. Jar by jar.
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You cannot do this in your apartment. I would b- I would think that, "Okay, maybe I'll just find, like, some warehouse space in Boulder and just do it there," but that's not what you did.
customer: But what happens is you fill it, and there's a little bit of air in it, so you have to tap it on a table every single jar. agent: Wow. Jar by jar. customer: Yes.
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Yeah. So in, in order to sell to even a farmers market in the state of Colorado, you need to have an FDA-certified kitchen facility.
agent: Wow. Jar by jar. customer: Yes. agent: You cannot do this in your apartment. I would b- I would think that, "Okay, maybe I'll just find, like, some warehouse space in Boulder and just do it there," but that's not what you did.
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Mm.
customer: Yes. agent: You cannot do this in your apartment. I would b- I would think that, "Okay, maybe I'll just find, like, some warehouse space in Boulder and just do it there," but that's not what you did. customer: Yeah. So in, in order to sell to even a farmers market in the state of Colorado, you need to have an...
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The ceilings are clean, and there's no rodent infestation or insect infestation, and that there's a three-compartment sink that allows you to sanitize all your, you know, utensils correctly-
agent: You cannot do this in your apartment. I would b- I would think that, "Okay, maybe I'll just find, like, some warehouse space in Boulder and just do it there," but that's not what you did. customer: Yeah. So in, in order to sell to even a farmers market in the state of Colorado, you need to have an FDA-certified ...
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Right
customer: Yeah. So in, in order to sell to even a farmers market in the state of Colorado, you need to have an FDA-certified kitchen facility. agent: Mm. customer: The ceilings are clean, and there's no rodent infestation or insect infestation, and that there's a three-compartment sink that allows you to sanitize all y...
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... and that there's floor drains. Now, now you're right. I have to find a kitchen. And, and so what I did is I'm like, "Okay, well, I have the grinder."
agent: Mm. customer: The ceilings are clean, and there's no rodent infestation or insect infestation, and that there's a three-compartment sink that allows you to sanitize all your, you know, utensils correctly- agent: Right
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Yeah.
customer: The ceilings are clean, and there's no rodent infestation or insect infestation, and that there's a three-compartment sink that allows you to sanitize all your, you know, utensils correctly- agent: Right customer: ... and that there's floor drains. Now, now you're right. I have to find a kitchen. And, and so ...
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Now I need the jar filler and the labeler. So who uses that equipment? Pasta sauce companies, salsa companies. Let's find one of those. So then I found a salsa... I called all the salsa companies, and they're like, "Well, we use this shared kitchen facility in South Denver," about an hour, hour and a half from me.
agent: Right customer: ... and that there's floor drains. Now, now you're right. I have to find a kitchen. And, and so what I did is I'm like, "Okay, well, I have the grinder." agent: Yeah.
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Mm-hmm.
customer: ... and that there's floor drains. Now, now you're right. I have to find a kitchen. And, and so what I did is I'm like, "Okay, well, I have the grinder." agent: Yeah. customer: Now I need the jar filler and the labeler. So who uses that equipment? Pasta sauce companies, salsa companies. Let's find one of thos...
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You know, "We pay to use their jar filler and their kettle and their jar labeler." And so I meet this guy. I'm like, "Hey, how much does this cost to use this?" He's like, "Well, I don't, I don't, I don't have any openings." You know, like, "We're, we're booked solid throughout the day making all these different produc...
agent: Yeah. customer: Now I need the jar filler and the labeler. So who uses that equipment? Pasta sauce companies, salsa companies. Let's find one of those. So then I found a salsa... I called all the salsa companies, and they're like, "Well, we use this shared kitchen facility in South Denver," about an hour, hour a...
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You were asking if you could time in, like-
customer: Now I need the jar filler and the labeler. So who uses that equipment? Pasta sauce companies, salsa companies. Let's find one of those. So then I found a salsa... I called all the salsa companies, and they're like, "Well, we use this shared kitchen facility in South Denver," about an hour, hour and a half fro...
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In his kitchen
agent: Mm-hmm. customer: You know, "We pay to use their jar filler and their kettle and their jar labeler." And so I meet this guy. I'm like, "Hey, how much does this cost to use this?" He's like, "Well, I don't, I don't, I don't have any openings." You know, like, "We're, we're booked solid throughout the day making a...
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... this space
customer: You know, "We pay to use their jar filler and their kettle and their jar labeler." And so I meet this guy. I'm like, "Hey, how much does this cost to use this?" He's like, "Well, I don't, I don't, I don't have any openings." You know, like, "We're, we're booked solid throughout the day making all these differ...
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To rent.
agent: You were asking if you could time in, like- customer: In his kitchen agent: ... this space
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Okay.
customer: In his kitchen agent: ... this space customer: To rent.
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And here's what's interesting. So, so this guy... So the, the classic thing for an entrepreneur is, is we can't take no for an answer, right?
agent: ... this space customer: To rent. agent: Okay.
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Right.
customer: To rent. agent: Okay. customer: And here's what's interesting. So, so this guy... So the, the classic thing for an entrepreneur is, is we can't take no for an answer, right?
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We've gotta find a way to get to the yes. And this was the only place that had the equipment that I needed to be successful, and they were booked. So literally it was like, "All right. Well, are you guys making product at 10:00 at night?" He's like, "No, you know, we, we close down at, you know, 7:30 every night." And ...
agent: Okay. customer: And here's what's interesting. So, so this guy... So the, the classic thing for an entrepreneur is, is we can't take no for an answer, right? agent: Right.
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S- Yeah, I was gonna ask. I mean, you're going for 10 at night. And this is in Denver, so it's an hour-plus drive, right?
customer: And here's what's interesting. So, so this guy... So the, the classic thing for an entrepreneur is, is we can't take no for an answer, right? agent: Right. customer: We've gotta find a way to get to the yes. And this was the only place that had the equipment that I needed to be successful, and they were booke...
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https://rss.art19.com/ep…e86fb433970_0205
Yeah, an hour-plus drive each way.
agent: Right. customer: We've gotta find a way to get to the yes. And this was the only place that had the equipment that I needed to be successful, and they were booked. So literally it was like, "All right. Well, are you guys making product at 10:00 at night?" He's like, "No, you know, we, we close down at, you know,...
2,083.35
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0206
Okay, so you're g- you, you're doing the overnight shift there. And, and did you have someone help you?
customer: We've gotta find a way to get to the yes. And this was the only place that had the equipment that I needed to be successful, and they were booked. So literally it was like, "All right. Well, are you guys making product at 10:00 at night?" He's like, "No, you know, we, we close down at, you know, 7:30 every ni...
2,085.19
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0207
[laughs] Yeah. God bless John Ichabone. So my first coworker, employee, partner was my roommate. He was chasing a career that wasn't something that was exciting him, and then he saw how passionate I was about this. And he's like, "Hey, I'm here to help."
agent: S- Yeah, I was gonna ask. I mean, you're going for 10 at night. And this is in Denver, so it's an hour-plus drive, right? customer: Yeah, an hour-plus drive each way. agent: Okay, so you're g- you, you're doing the overnight shift there. And, and did you have someone help you?
2,088.99
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0208
And the idea was you were, I'm assuming you're gonna make a certain number of jars, 'cause they last. A peanut butter lasts a long time, right? It's not gonna-
customer: Yeah, an hour-plus drive each way. agent: Okay, so you're g- you, you're doing the overnight shift there. And, and did you have someone help you? customer: [laughs] Yeah. God bless John Ichabone. So my first coworker, employee, partner was my roommate. He was chasing a career that wasn't something that was ex...
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0209
Can last about a year
agent: Okay, so you're g- you, you're doing the overnight shift there. And, and did you have someone help you? customer: [laughs] Yeah. God bless John Ichabone. So my first coworker, employee, partner was my roommate. He was chasing a career that wasn't something that was exciting him, and then he saw how passionate I ...
2,115.33
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0210
... not gonna go rancid quickly.
customer: [laughs] Yeah. God bless John Ichabone. So my first coworker, employee, partner was my roommate. He was chasing a career that wasn't something that was exciting him, and then he saw how passionate I was about this. And he's like, "Hey, I'm here to help." agent: And the idea was you were, I'm assuming you're g...
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meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0211
Yeah.
agent: And the idea was you were, I'm assuming you're gonna make a certain number of jars, 'cause they last. A peanut butter lasts a long time, right? It's not gonna- customer: Can last about a year agent: ... not gonna go rancid quickly.
2,118.18
2,118.25
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0212
And the idea was, "I'm gonna sell these at farmers markets"?
customer: Can last about a year agent: ... not gonna go rancid quickly. customer: Yeah.
2,118.25
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meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
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Yes, but it wasn't farmers market season yet. So now I'm trying to get it into stores.
agent: ... not gonna go rancid quickly. customer: Yeah. agent: And the idea was, "I'm gonna sell these at farmers markets"?
2,122.67
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0214
Like, like natural food stores, co-ops in Boulder?
customer: Yeah. agent: And the idea was, "I'm gonna sell these at farmers markets"? customer: Yes, but it wasn't farmers market season yet. So now I'm trying to get it into stores.
2,127.49
2,130.75
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0215
Yeah. So and every store [laughs] I went to said no. Wild Oats said no because they only wanted to carry, you know, a, a national... They, they only wanted to work with brands that could work nationally. So then I went to some specialty stores.
agent: And the idea was, "I'm gonna sell these at farmers markets"? customer: Yes, but it wasn't farmers market season yet. So now I'm trying to get it into stores. agent: Like, like natural food stores, co-ops in Boulder?
2,130.75
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0216
Yeah.
customer: Yes, but it wasn't farmers market season yet. So now I'm trying to get it into stores. agent: Like, like natural food stores, co-ops in Boulder? customer: Yeah. So and every store [laughs] I went to said no. Wild Oats said no because they only wanted to carry, you know, a, a national... They, they only wanted...
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0217
And they all said, "Okay, you know, we'll, we'll, we'll think about it." And then I went to the co-op here, and they're like, "Okay, drop off some samples. We'll get back to you." And then I went to this store called Great Harvest Bread. Have you ever been to one of those Great Harvest Bread companies?
agent: Like, like natural food stores, co-ops in Boulder? customer: Yeah. So and every store [laughs] I went to said no. Wild Oats said no because they only wanted to carry, you know, a, a national... They, they only wanted to work with brands that could work nationally. So then I went to some specialty stores. agent: ...
2,143.64
2,155.7
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meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0218
It's a... No, I haven't.
customer: Yeah. So and every store [laughs] I went to said no. Wild Oats said no because they only wanted to carry, you know, a, a national... They, they only wanted to work with brands that could work nationally. So then I went to some specialty stores. agent: Yeah. customer: And they all said, "Okay, you know, we'll,...
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meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0219
It's a bakery, but they're, they're franchised.
agent: Yeah. customer: And they all said, "Okay, you know, we'll, we'll, we'll think about it." And then I went to the co-op here, and they're like, "Okay, drop off some samples. We'll get back to you." And then I went to this store called Great Harvest Bread. Have you ever been to one of those Great Harvest Bread comp...
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0220
Okay.
customer: And they all said, "Okay, you know, we'll, we'll, we'll think about it." And then I went to the co-op here, and they're like, "Okay, drop off some samples. We'll get back to you." And then I went to this store called Great Harvest Bread. Have you ever been to one of those Great Harvest Bread companies? agent:...
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meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0221
And there's maybe 50 of them around the country, and there's one in Boulder. [laughs] And I'll never forget, I went into, uh, the, this Great Harvest Bread, and they have, like, honey and maybe, you know, some, some jams there, uh, like a little retail section, and I told him about the peanut butter. And this guy Scott...
agent: It's a... No, I haven't. customer: It's a bakery, but they're, they're franchised. agent: Okay.
2,159.71
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https://rss.art19.com/ep…00762e86fb433970
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That was it?
customer: It's a bakery, but they're, they're franchised. agent: Okay. customer: And there's maybe 50 of them around the country, and there's one in Boulder. [laughs] And I'll never forget, I went into, uh, the, this Great Harvest Bread, and they have, like, honey and maybe, you know, some, some jams there, uh, like a ...
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meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0223
Like-
agent: Okay. customer: And there's maybe 50 of them around the country, and there's one in Boulder. [laughs] And I'll never forget, I went into, uh, the, this Great Harvest Bread, and they have, like, honey and maybe, you know, some, some jams there, uh, like a little retail section, and I told him about the peanut but...
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0224
Wow.
customer: And there's maybe 50 of them around the country, and there's one in Boulder. [laughs] And I'll never forget, I went into, uh, the, this Great Harvest Bread, and they have, like, honey and maybe, you know, some, some jams there, uh, like a little retail section, and I told him about the peanut butter. And this...
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eng
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meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0225
And he, and he's like, "Yeah." He's like, "Do you have any, do you have any now?" And I'm like, "I'll be back in 10 minutes. You'll be here, right?" And so then I went home [laughs] and, 'cause I had samples and things, and I came back, you know, and I had a s- a sell sheet that I made that had pricing. And then, um, s...
agent: That was it? customer: Like- agent: Wow.
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0226
Mm-hmm. And what, what were your, what were your products? What were your, like what-
customer: Like- agent: Wow. customer: And he, and he's like, "Yeah." He's like, "Do you have any, do you have any now?" And I'm like, "I'll be back in 10 minutes. You'll be here, right?" And so then I went home [laughs] and, 'cause I had samples and things, and I came back, you know, and I had a s- a sell sheet that I ...
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Llama-3.3-70B-Instruct_20260713T143033Z
meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0227
Yep. I had three products that I started with. I had, uh, I had honey peanut butter-
agent: Wow. customer: And he, and he's like, "Yeah." He's like, "Do you have any, do you have any now?" And I'm like, "I'll be back in 10 minutes. You'll be here, right?" And so then I went home [laughs] and, 'cause I had samples and things, and I came back, you know, and I had a s- a sell sheet that I made that had pr...
2,219.052
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Llama-3.3-70B-Instruct_20260713T143033Z
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https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0228
Okay
customer: And he, and he's like, "Yeah." He's like, "Do you have any, do you have any now?" And I'm like, "I'll be back in 10 minutes. You'll be here, right?" And so then I went home [laughs] and, 'cause I had samples and things, and I came back, you know, and I had a s- a sell sheet that I made that had pricing. And t...
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2,223.322
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https://rss.art19.com/ep…00762e86fb433970
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... I had honey almond butter, and then I had cinnamon peanut butter. And so when I first started, um, the almonds were natural, and then the peanuts were organic, and, and on top of that, what I was obsessed with was stabilizing the peanut oil.
agent: Mm-hmm. And what, what were your, what were your products? What were your, like what- customer: Yep. I had three products that I started with. I had, uh, I had honey peanut butter- agent: Okay
2,223.322
2,239.342
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https://rss.art19.com/ep…00762e86fb433970
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So you wouldn't have that, like, thick layer of peanut oil when you open the jar.
customer: Yep. I had three products that I started with. I had, uh, I had honey peanut butter- agent: Okay customer: ... I had honey almond butter, and then I had cinnamon peanut butter. And so when I first started, um, the almonds were natural, and then the peanuts were organic, and, and on top of that, what I was obs...
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2,242.481
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meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0231
Right.
agent: Okay customer: ... I had honey almond butter, and then I had cinnamon peanut butter. And so when I first started, um, the almonds were natural, and then the peanuts were organic, and, and on top of that, what I was obsessed with was stabilizing the peanut oil. agent: So you wouldn't have that, like, thick layer ...
2,242.482
2,243.402
customer
eng
en
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meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0232
And the way that some brands solve this is by using palm oil.
customer: ... I had honey almond butter, and then I had cinnamon peanut butter. And so when I first started, um, the almonds were natural, and then the peanuts were organic, and, and on top of that, what I was obsessed with was stabilizing the peanut oil. agent: So you wouldn't have that, like, thick layer of peanut oi...
2,243.402
2,246.942
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meta-llama/Llama-3.3-70B-Instruct
https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0233
Right, which is what we use. And honestly, when I first started, palm oil wasn't a thing. Like, when I first started, you know, I was, I was trying shea butter. I was trying cocoa butter. You know, as I'm working on all these things, you know, palm oil is introduced as a hardened vegetable oil, and so it, it was like n...
agent: So you wouldn't have that, like, thick layer of peanut oil when you open the jar. customer: Right. agent: And the way that some brands solve this is by using palm oil.
2,246.942
2,285.062
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https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0234
And palm oil, we should mention, like, I think that sort of... There, there was a lot of controversy around palm oil for a while because some palm oil is produced by clear-cutting forests, right? And, and, and so there's controversy around rainforest degradation, but-
customer: Right. agent: And the way that some brands solve this is by using palm oil. customer: Right, which is what we use. And honestly, when I first started, palm oil wasn't a thing. Like, when I first started, you know, I was, I was trying shea butter. I was trying cocoa butter. You know, as I'm working on all thes...
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https://rss.art19.com/ep…00762e86fb433970
https://rss.art19.com/ep…e86fb433970_0235
Oh, yeah
agent: And the way that some brands solve this is by using palm oil. customer: Right, which is what we use. And honestly, when I first started, palm oil wasn't a thing. Like, when I first started, you know, I was, I was trying shea butter. I was trying cocoa butter. You know, as I'm working on all these things, you kno...
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2,300.032
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... you can also get palm oil that is certified and, and that's sustainably grown, et cetera. But at that time, you're talking about 2003, very few nut butters were using palm oil.
customer: Right, which is what we use. And honestly, when I first started, palm oil wasn't a thing. Like, when I first started, you know, I was, I was trying shea butter. I was trying cocoa butter. You know, as I'm working on all these things, you know, palm oil is introduced as a hardened vegetable oil, and so it, it ...
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Correct. So long story short, we don't use a ton of palm in our products, but when you have a food product that has two or three ingredients, you notice it.
agent: And palm oil, we should mention, like, I think that sort of... There, there was a lot of controversy around palm oil for a while because some palm oil is produced by clear-cutting forests, right? And, and, and so there's controversy around rainforest degradation, but- customer: Oh, yeah agent: ... you can also g...
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Yeah.
customer: Oh, yeah agent: ... you can also get palm oil that is certified and, and that's sustainably grown, et cetera. But at that time, you're talking about 2003, very few nut butters were using palm oil. customer: Correct. So long story short, we don't use a ton of palm in our products, but when you have a food prod...
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And so peanut butter, people associate palm oil with a lot of peanut butter brands because there's only a few ingredients, and in a lot of other food companies, they have more palm oil, or cosmetics, but they don't even list the ingredients.
agent: ... you can also get palm oil that is certified and, and that's sustainably grown, et cetera. But at that time, you're talking about 2003, very few nut butters were using palm oil. customer: Correct. So long story short, we don't use a ton of palm in our products, but when you have a food product that has two or...
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Right.
customer: Correct. So long story short, we don't use a ton of palm in our products, but when you have a food product that has two or three ingredients, you notice it. agent: Yeah. customer: And so peanut butter, people associate palm oil with a lot of peanut butter brands because there's only a few ingredients, and in ...
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And so it's a little unfair, but at the end of the day, we still use it, we own it, and we have to step up and do the right thing.
agent: Yeah. customer: And so peanut butter, people associate palm oil with a lot of peanut butter brands because there's only a few ingredients, and in a lot of other food companies, they have more palm oil, or cosmetics, but they don't even list the ingredients. agent: Right.
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And so it's just a tiny bit of palm oil to stabilize the peanut butter. Okay. But the... You know, when you're going to, to Great Harvest Bread Company and these co-ops and, and i- initially, um, give me your pitch. What would you say? I'm, I'm a owner of a store, and you're, you come in, and I'm like, "I already, I'm ...
customer: And so peanut butter, people associate palm oil with a lot of peanut butter brands because there's only a few ingredients, and in a lot of other food companies, they have more palm oil, or cosmetics, but they don't even list the ingredients. agent: Right. customer: And so it's a little unfair, but at the end ...
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Right. So you have to know your audience, right? And, and I was so good at this. I'd understand, you know, is it local that they really like? Is it, you know, something that differentiates on the shelf? Is it something that, that's highest quality premium? You know, like what-
agent: Right. customer: And so it's a little unfair, but at the end of the day, we still use it, we own it, and we have to step up and do the right thing. agent: And so it's just a tiny bit of palm oil to stabilize the peanut butter. Okay. But the... You know, when you're going to, to Great Harvest Bread Company and th...
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Do they feel sorry for you 'cause you're just a kid?
customer: And so it's a little unfair, but at the end of the day, we still use it, we own it, and we have to step up and do the right thing. agent: And so it's just a tiny bit of palm oil to stabilize the peanut butter. Okay. But the... You know, when you're going to, to Great Harvest Bread Company and these co-ops and...
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[laughs] Right.
agent: And so it's just a tiny bit of palm oil to stabilize the peanut butter. Okay. But the... You know, when you're going to, to Great Harvest Bread Company and these co-ops and, and i- initially, um, give me your pitch. What would you say? I'm, I'm a owner of a store, and you're, you come in, and I'm like, "I alread...
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Right.
customer: Right. So you have to know your audience, right? And, and I was so good at this. I'd understand, you know, is it local that they really like? Is it, you know, something that differentiates on the shelf? Is it something that, that's highest quality premium? You know, like what- agent: Do they feel sorry for yo...
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You know, do I remind them of their grandson?
agent: Do they feel sorry for you 'cause you're just a kid? customer: [laughs] Right. agent: Right.
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Yeah.
customer: [laughs] Right. agent: Right. customer: You know, do I remind them of their grandson?
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And so, so if I, I'm at a specialty store, I'd be like, "Look, this is the most premium, top-tier Gray Poupon nut butter you can buy, and it belongs here in your store of all these fine cheeses and meats," right?
agent: Right. customer: You know, do I remind them of their grandson? agent: Yeah.
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Yeah.
customer: You know, do I remind them of their grandson? agent: Yeah. customer: And so, so if I, I'm at a specialty store, I'd be like, "Look, this is the most premium, top-tier Gray Poupon nut butter you can buy, and it belongs here in your store of all these fine cheeses and meats," right?
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Or you go to a Great Harvest and say, "Look, you know, this is... You can eat this with a spoon. You don't need to add anything to it. It can go on a slice of bread, and you're good to go. You don't even need the jam 'cause we have honey and we have cinnamon." Or you go to a Whole Foods or, or to a co-op in, in this ca...
agent: Yeah. customer: And so, so if I, I'm at a specialty store, I'd be like, "Look, this is the most premium, top-tier Gray Poupon nut butter you can buy, and it belongs here in your store of all these fine cheeses and meats," right? agent: Yeah.
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In those first few stores, how much was a jar? And this is, like, a six, 12-ounce jar, 16-ounce jar?
customer: And so, so if I, I'm at a specialty store, I'd be like, "Look, this is the most premium, top-tier Gray Poupon nut butter you can buy, and it belongs here in your store of all these fine cheeses and meats," right? agent: Yeah. customer: Or you go to a Great Harvest and say, "Look, you know, this is... You can ...
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16-ounce jar.
agent: Yeah. customer: Or you go to a Great Harvest and say, "Look, you know, this is... You can eat this with a spoon. You don't need to add anything to it. It can go on a slice of bread, and you're good to go. You don't even need the jam 'cause we have honey and we have cinnamon." Or you go to a Whole Foods or, or to...
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Okay.
customer: Or you go to a Great Harvest and say, "Look, you know, this is... You can eat this with a spoon. You don't need to add anything to it. It can go on a slice of bread, and you're good to go. You don't even need the jam 'cause we have honey and we have cinnamon." Or you go to a Whole Foods or, or to a co-op in, ...
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I wanted to, to basically be the same as what was already out there.
agent: In those first few stores, how much was a jar? And this is, like, a six, 12-ounce jar, 16-ounce jar? customer: 16-ounce jar. agent: Okay.
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Right. Okay.
customer: 16-ounce jar. agent: Okay. customer: I wanted to, to basically be the same as what was already out there.
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And you know, it's tricky 'cause when you're first getting started, you know you can't price yourself too high even though you should. So we're probably selling peanut butter for $6 and almond butter for, for 8 or $9 and, um, and not charging enough.
agent: Okay. customer: I wanted to, to basically be the same as what was already out there. agent: Right. Okay.
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Right. What were your co- what do you think your costs were to produce a jar of peanut butter?
customer: I wanted to, to basically be the same as what was already out there. agent: Right. Okay. customer: And you know, it's tricky 'cause when you're first getting started, you know you can't price yourself too high even though you should. So we're probably selling peanut butter for $6 and almond butter for, for 8 ...
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You know, probably $4. And so I, I was making virtually no money on any of these things. And, and it was, it was a hobby. This wasn't for me to, to make money. This was for me to, to build something that someday could be a business that makes money. For me, it was real. I treat it as a business, but I'm working. I'm wa...
agent: Right. Okay. customer: And you know, it's tricky 'cause when you're first getting started, you know you can't price yourself too high even though you should. So we're probably selling peanut butter for $6 and almond butter for, for 8 or $9 and, um, and not charging enough. agent: Right. What were your co- what d...
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Sure.
customer: And you know, it's tricky 'cause when you're first getting started, you know you can't price yourself too high even though you should. So we're probably selling peanut butter for $6 and almond butter for, for 8 or $9 and, um, and not charging enough. agent: Right. What were your co- what do you think your cos...
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And I'm, and I'm not paying myself. I'm paying my roommates. I'm paying the kitchen I'm working at. I'm everyone else except me because I already have a job, and I know that if this thing works, eventually I'll get paid.
agent: Right. What were your co- what do you think your costs were to produce a jar of peanut butter? customer: You know, probably $4. And so I, I was making virtually no money on any of these things. And, and it was, it was a hobby. This wasn't for me to, to make money. This was for me to, to build something that some...
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And, and you are in some of these stores. How were you sell- I mean, how... I mean, if they're just sitting on the shelf in a store, how were people discovering them? Were they? Did anybody buy them?
customer: You know, probably $4. And so I, I was making virtually no money on any of these things. And, and it was, it was a hobby. This wasn't for me to, to make money. This was for me to, to build something that someday could be a business that makes money. For me, it was real. I treat it as a business, but I'm worki...
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No. No one was buying them.
agent: Sure. customer: And I'm, and I'm not paying myself. I'm paying my roommates. I'm paying the kitchen I'm working at. I'm everyone else except me because I already have a job, and I know that if this thing works, eventually I'll get paid. agent: And, and you are in some of these stores. How were you sell- I mean, ...
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Right.
customer: And I'm, and I'm not paying myself. I'm paying my roommates. I'm paying the kitchen I'm working at. I'm everyone else except me because I already have a job, and I know that if this thing works, eventually I'll get paid. agent: And, and you are in some of these stores. How were you sell- I mean, how... I mean...
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So I would, um, I'd set up a demo. So I would, you know, dedicate time to set up a table, and I would hand out samples. And, and that's where the farmers' market down the road became such a great-
agent: And, and you are in some of these stores. How were you sell- I mean, how... I mean, if they're just sitting on the shelf in a store, how were people discovering them? Were they? Did anybody buy them? customer: No. No one was buying them. agent: Right.
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Right
customer: No. No one was buying them. agent: Right. customer: So I would, um, I'd set up a demo. So I would, you know, dedicate time to set up a table, and I would hand out samples. And, and that's where the farmers' market down the road became such a great-
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... avenue for us.
agent: Right. customer: So I would, um, I'd set up a demo. So I would, you know, dedicate time to set up a table, and I would hand out samples. And, and that's where the farmers' market down the road became such a great- agent: Right
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Because you're standing at a table, and you can talk about this thing. So, so imagine the farmers' market was probably a really important sales channel.
customer: So I would, um, I'd set up a demo. So I would, you know, dedicate time to set up a table, and I would hand out samples. And, and that's where the farmers' market down the road became such a great- agent: Right customer: ... avenue for us.
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It was, it was so important. So, so, so now it's, now it's into the winter, and, and it was tricky even getting into the farmers' market because, you know, we're not a, a, an agricultural product that's grown locally.
agent: Right customer: ... avenue for us. agent: Because you're standing at a table, and you can talk about this thing. So, so imagine the farmers' market was probably a really important sales channel.
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Right, 'cause peanuts are grown in, what-
customer: ... avenue for us. agent: Because you're standing at a table, and you can talk about this thing. So, so imagine the farmers' market was probably a really important sales channel. customer: It was, it was so important. So, so, so now it's, now it's into the winter, and, and it was tricky even getting into the ...
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The South
agent: Because you're standing at a table, and you can talk about this thing. So, so imagine the farmers' market was probably a really important sales channel. customer: It was, it was so important. So, so, so now it's, now it's into the winter, and, and it was tricky even getting into the farmers' market because, you ...
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... Georgia?
customer: It was, it was so important. So, so, so now it's, now it's into the winter, and, and it was tricky even getting into the farmers' market because, you know, we're not a, a, an agricultural product that's grown locally. agent: Right, 'cause peanuts are grown in, what- customer: The South
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Or, yeah.
agent: Right, 'cause peanuts are grown in, what- customer: The South agent: ... Georgia?
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