CBD Branding With Jeff Cole Of US Hemp Brokerage – Ep26

The market for CBD continues to grow, and more companies are launching brands and products each day. Successful branding is key to breaking through the noise. Jeff Cole, the founder of US Hemp Brokerage, joins this episode to share his knowledge of the active work he’s done in the Hemp marketplace. Jeff and his teams are leaders in bringing together farmers, retailers, and Hemp industry professionals. 

Running from a solution-oriented mindset, Jeff and his team educate retailers about high-quality brands that ensure the finest products for consumers. Listen in to hear about the process of branding various CBD companies, as well as his projections for the industry.

Insights From The Episode

  • How Hemp’s potential to solve complications attracted Jeff to the industry.
  • Why the Hemp industry was in need of a professional brokerage system, and what the work of a broker consists of.
  • How US Hemp Brokerage maintains a consistent objective and mission, while also functioning as a triple bottom lined company.
  • What the most sought-after CBD products are, and what products will soon require further expansion.
  • How CBD companies can stand out amongst their contenders and reach the goal of becoming memorable.
  • Why skeptics of CBD should be educated first about what it is, and what further steps can be taken.
  • Why potential entrepreneurs should be aware of the important measures to be taken before investing in a Hemp company.
  • What is on the horizon for US Hemp Brokerage, one point of interest being Hemp plastics.

Resources & Links From The Episode

Connect With The Guest

About US Hemp Brokerage

Based in the Boulder, CO area, the US Hemp Brokerage LLC (USHB) provides hemp farmers, processors, and manufacturers of industrial hemp materials and products with high-quality professional brokerage services. Since 2015, USHB has actively farmed hemp, developed hemp brands, and marketed them to local, regional, and national wholesale clients. These retailers include Lucky’s, Sprouts, Natural Grocers, Wegmans, Giant Eagle, Bed, Bath & Beyond, Debbie’s, Target, CVS, Safeway, Albertsons, Publix, and most other mass and natural grocery chains.

USHB’s services include brand curating and polishing, pricing analysis and strategy, a full creative services suite including art direction, digital media, promotional schedules, and media recommendations. Our ability to bring top-tier hemp brands to retail is second to none as we have very long-standing relationships that not only provide for successful placement but also favorable outcomes for private label manufacturing for retail stores. Additional services include brand storyboarding, USP development, demographic & psychographic analysis for hemp consumers, form-factor selections and channel marketing strategy recommendations, and program execution management.

Episode Transcript

Scott: Hey, how’s it going everybody? Scott here with you, and welcome to another episode of “The CBD Guide Podcast.” I’m excited about today’s show. I am joined by Jeff Cole, who is the founder of U.S. Hemp Brokerage, really interesting business, really interesting fit in the overall hemp CBD industry. Jeff, welcome to the show.

Jeff: Thank you so much, Scott. It’s a pleasure to be here.

Scott: Absolutely. Okay, I always like to kick it off with just the basic question. How did you discover hemp and realize it could offer so many potential benefits for people? What was your moment where you’re like, “Whoa, what’s this hemp thing all about?”

Jeff: Well, you know, if you’re a purist in the hemp market, as many people see me as a purist, hemp finds you, you don’t find hemp. It’s a fun kind of conversation that you’ll starter anyway, because, you know, it’s a very attractive plant, you know. The cannabis plant in general is extremely attractive. And, you know, you can see it in pretty much everything when it comes to, you know, industrial hemp. Because, you know, you can use hemp to remediate the soil, you can pull, like, the toxins out. So, this plant is attracting these toxins, and it’s pulling them out. You know, the hemp plant sequesters carbon, so, like, it traps carbon and it sequesters carbon. And it does all of these useful things. And I think that at some point as a conscious person who’s trying to live life as a responsible citizen and, you know, member of a community, I think that you are presented with many problems and challenges that when you just connect the dots, you see that hemp can solve so many problems and help you meet any challenge from, you know, all kinds of perspectives. So, I think as soon as you start connecting those dots, then it becomes obvious to you that there’s a lot of work that can be done in the hemp market.

And for me, I’m a brand guy, I spent the better part of 20 years on Madison Avenue doing, you know, media and brand work. So, for me, I just saw it, and I just can’t believe that I’m like a kid in a candy store every day, Scott, really because I do brands, and you can make almost anything out of hemp. And I think that’s what really attracted me to it. It kind of…it attracted me for all of those things. My aha moment was…I have a five-year-old daughter and, you know, interestingly, I had had a vasectomy after my third child, was not expecting to be able to have another child. And then, you know, Maisy is her name, my five-year-old, and she came along. And as that happened, I realized that, you know, I had so many opportunities to do things in hemp. And I wanted some more time and I wanted to have, you know, an active endeavor that was gonna be solution-oriented, so that I could incorporate her and help, you know, to kind of teach all about sustainability and all of that stuff. All of that stuff really resonated with me. And it dawned on me that instead of doing any media work in the future, I really needed to be focused on solutions that the hemp plant can provide. So, that’s really what happened for me. It was about five years ago when I totally pulled the trigger and said, “I’m going full-time in hemp because of all the solutions it provides.” And the example that I get to set, you know, with my five-year-old, and additionally, my other three children, who by the way, have farmed hemp for four years.

Scott: Wow, that’s incredible. And, you said it at the top, “Hemp found you,” and I think that’s…

Jeff: Correct.

Scott: …true for so many folks out there. So, okay, hemp finds you, you’re like, “Wow,” you have your aha moment, you are ready to say, “I’m doing hemp full time.” U.S. Hemp Brokerage, that is the company you founded. What’s the story behind that? What services are you offering? And really, I’m curious where you sort of fit into the hemp industry landscape because we’ve had so many different types of guests and companies on the show, and I’m just curious where yours kind of fits in the whole picture.

Jeff: Sure. Sounds good, thank you. Well, the U.S. Hemp Brokerage, I officially sort of formed, I formed the entity, I wanna say August 8th, 2018. I was working with Restorative Botanicals, I’d had a job offer from Restorative Botanicals, around that time. And I really had intended to start the company and go full-time in my own company, U.S. Hemp Brokerage, back then. But in some conversations and negotiations with Bernie Perry, from Restorative Botanicals, he, you know, attracted me to his company and kind of enticed me. And I was able to go over there and do some work, you know, for about a year, exactly a year, and then I launched the U.S. Hemp Brokerage, November 1st, 2019. And the reason that I launched the Hemp Brokerage is because all of my experience in the hemp industry had led me to the conclusion that the brokers in the market, the people who are selling, that they were really selling to each other and kind of messing the market up in a lot of ways, and that there was a really deep need for a professional brokerage service.

And, you know, I knew based on my experience in advertising, you know, marketing and brand development, that, you know, you really…there were some pieces within the industry that weren’t yet formed, they weren’t in place yet. And one of those things is, you know, professional brokerage services. And there’s a lot to that. And it’s a very difficult business to be in because the hardest thing to do in the hemp industry is sell through your product. Like, that’s the hardest thing. So, in many ways, we’re doing the hardest possible job, but we’re doing it very well, and we’re doing it with amazing brands. Like, we only work with leadership brands. And so, I started the company to represent leadership brands professionally, to bring hemp into markets so it sticks, and, you know, that’s what it’s all about. So, the U.S. Hemp Brokerage is really organized with one primary objective, and that objective is to sell hemp. That’s what we do. And the best way to do that is through amazing brands that we, you know, bring to market and help achieve sell-through to the consumer level through resellers, which are major retailers.

Scott: Got it. So, you are very much kind of that, bringing people to, “Okay, hey, here’s retailers, here’s the people who are gonna be directly consumer-facing,” folks like myself when I walk into the store or go to a website, and you are having that connection of, “Hey, here’s a manufacturer or producer rather, and here’s how they can get their products to the consumers.”

Jeff: Yeah. And, you know, I’ll give you a little bit more on that too. So, you know, the U.S. Hemp Brokerage, we begin with the end in mind, okay. So, what is…you know, we kinda base our company on the foundation of we’re a triple bottom line company. So, we’re oriented toward making a positive social impact, a positive, you know, environmental impact, and a positive financial impact. So, we measure our success along with the triple bottom line. So, if you begin with the end in mind, well then what is the end, right? The end is comprised of two things. The first thing is an objective, and the second thing is a mission. So, our objective is to sell hemp. Our mission within the cannabinoid division, in particular, is to get the finest cannabinoids into as many bodies as possible, as quickly as possible. So, that’s our mission.

Okay, so if that’s the end, then how do we do that? Well, we have to introduce and educate CBD and CBD brands to the potential consumer. So, we do that through marketing, and then we organize a portfolio of brands that are tried and true, and 100% traceable and amazing. And we bring those and introduce those brands first to the retailers, who actually are the ones selling to the consumer. So, we essentially have to sell the retailer first on the brands, they buy from us and from the brands, and then they put the product on shelf, and then we support them. We support them with great pricing, with marketing materials, with demos, with all kinds of stuff. We buy ads, we do press releases, and we support the retailer, whose job really is to sell through to the consumer.

So, that’s how we do it, you know. So, you really have to understand who the consumer is, why they’re a consumer, what education they need, and then you have to arm the people who are actually providing that service to them directly at the local level. And so, there’s a lot to that. Not just anybody can do it. And, you know, we have experience for years, and, years, and years now, bringing product to market, and we’ve actually done…we’ve just completed our 75th CBD brand that we’ve actually created, and made, and brought to market.

Scott: That’s incredible. It’s incredible, and there are so many great CBD brands out there and products as well. I’m actually curious to know, Jeff, across everything you’ve seen and the types of products and things that you have successfully had…you know, got to retail, and now, you know, consumers are buying them and really getting helped and all of that, what types or category of CBD products, specifically, really seems to, I guess, consistently resonate with consumers these days? And why do you think that is? What are, like, the heavy hitters?

Jeff: Oh, for sure. That’s a really great question, by the way, you know. It’s the kind of thing that gets measured all the time. So, you know, you measure…you can kinda measure adoption in all kinds of different ways. Sometimes you use money, you know, revenue, how much revenue have we achieved within the market within the last, you know, 12 months, 18 months, 20…? You’ll look back periods, and then you forecast. Well, it’s very clear that we have some champions in this business. So, people love edibles more than anything. People love to ingest by mouth. And typically, you know, you see a lot of emerging confectionary companies. You know, you have, you know, things like caramels, gummies, lozenges, chews, all kinds of different things. You’ve, of course, have tinctures. I think tinctures are the most adopted initially in the market. And then, as we’ve gone through and the market has begun to mature, and you get…you know, you can find CBD in all kinds of products now.

You know, you do see a big trend, it’s not a fad by any means, it’s definitely a trend toward edibles. So, that’s like the hot stuff, you know, that’s what sells the most. And really, you know, anything single-use and moving forward into the market as you kinda go up a trend curve, right, of market adoption. You get about a third of the way up toward the peak of market adoption, and you’ve achieved critical mass. And when you achieve critical mass, which we’re really not even there yet, by the way, Scott, we’re not even at critical mass yet. Only a quarter of American adults have even tried a CBD product. Like, we’re not at critical mass yet. We’ve got about just maybe another year or two before we’ll really be at critical mass. There’s a whole discussion to have around that, by the way. It’s a lot of interesting data.

But, you know, ultimately just to answer that question directly, the edibles market’s definitely where it’s at. I think anything single-serve is where the market’s going. And I think what we’re gonna see on-trend is gonna be beverage. So you’re gonna see, you know, further expansion of edibles markets, and you’re gonna see massive growth in beverage.

Scott: And that’s…it’s really interesting. We’ve had a number of episodes. We had an episode where we were talking about CBD beverages, we’ve had a recent episode where we talked about gummies. I’ve got a thing of gummies right here on my desk. It’s just one of those things too, I think from just the consumer standpoint, it’s such a convenient kind of thing where it’s, “Hey, I’m heading out the door, I’m gonna grab a can of this CBD-infused drink or oh, I’m gonna take a gummy, just so I’m feeling even calmer today, you know,” whatever it might be, right?

Jeff: The other thing to note is that, you know, functional aspects of hemp are really where people, you know, focus a lot of attention on product development, and that’s right to do that. You know, you have efficacy from cannabis generally, and especially from, you know, CBD type products out of hemp, you get all these great benefits. So, you know, it’s really important, I think, to note that function matters more than almost anything. And what I mean by that is that, if you make a claim on your packaging or in any of your marketing material, and of course, I mean, compliant claims, that it do something, it has to do it. So, if you put, like…if you have three tinctures or three gummy skewers, and you say, “One is for sleep, one is for anxiety or rest, you know, or let’s say it’s a sports-type product…”

Scott: So, like recovery or whatever.

Jeff: Yes, let’s say it’s recovery, right? Well, it needs to do those things, right? It does.

Scott: So, one thing I always like to look at just in general, because I’m just kind of a business guy, but also I think in CBD, there’s so much competition out there. There’s so many new businesses and brands cropping up everywhere. Innovation is really key, and I think it can really separate folks out. And I think hemp is like I said, “No exception.” So, when you’re considering new types of hemp or CBD products, where do you think the innovation is happening? What do you think they will be when it’s like, “Hey, this is now…we’re taking it to the next level?”

Jeff: That’s a really great question. Well, I have to say that we spend a lot of time talking about innovative products. Like every day, it’s a huge part of the conversations that we have, both with our current clients and our prospective clients. I think that the innovations are all going to come around function. And, you know, especially with some of the latest reports in from the FDA, that, you know, the FDA just rejected Charlotte’s Web and Irwin Naturals their application to send products to market labeled as dietary supplements. Well, function is the key, and compliance is the necessity. So, innovation has got to come around the intersection of compliance and function. And that is a fact, and that’s where we need to pay attention.

Scott: What do you think, in your view, makes any brand but particularly a hemp or CBD brand really memorable?

Jeff: So, you know, that’s…you have really great questions, Scott, I have to tell you. You know, the way that you design product, especially natural product is not really around demographics. You don’t profile people based on…you know, necessarily, you do have to incorporate this, but this is not the goal, you know. When you’re targeting product and you’re targeting a market, you’re targeting really based on psychographics, not demographics. So, it’s not, you know, color of their skin, it’s not their religion, it’s not their income or their education level. It’s really all about what they value as people in their own individual lives. So, we make psychographic connections that make, you know, lasting memories, and they sort of compel people to want to use the product and try the product because it appeals to them based on their values, not based on their demographic.

So, when we, like, for instance, we just did…so this was really amazing, I love this brand, we just completed it, and again, it is my 75th brand. It’s the John Budd brand. And you know, your listeners and viewers can listen or watch, and go online and see some of the imagery that we’ve put together for John Budd. And we used sort of iconic art that resonates around a set of values. And in this case, the John Budd line is a line that’s owned by a 100-year-old legacy farmer and rancher in the State of Colorado. And their whole thing was that they have served working people for over 100 years as a family. That’s a really big deal to them. So, we saw who John is and what his family is like, and it really made sense to us to put forth all the values of hardworking people, who don’t want to be led down, you know, an addictive pathway toward medicine that are like opiates and, you know, things like Xanax and things like that, when there are better options for people. So, the values there are values of true health, and sustainability, and support. So, that’s kind of how we do it, and that tends to work really, really well. So, that’s how we make sort of a memorable brand and a brand that’s compelling and presented in a way that’s gonna make sense to that target market based on their values.

Scott: I mean, sight unseen. I haven’t even seen the specific brand you mentioned, but you just telling that story, I’m already like, “Oh, I’m gonna remember that.” That is so powerful. There it is. The proof is in the pudding.

Jeff: Yeah, you know, colors matter and stuff like that. Imagery really, really does matter a lot. It’s kind of interesting though, you know, there was a little bit of a debate around some of the imagery that we’ve used. And the debate was this, John’s family, he’s a real man, it’s John Budd. His family are ranchers and they have cattle, but their cattle are black Angus, and black Angus don’t have horns. And in the image on the bottle and on the packaging, the John Budd logo, the bull on the logo actually has horns. So it’s kind of interesting, right? It’s like, why would we choose to have horns on this particular image when the John Budd family are into cattle that don’t even have horns? And like, you would be amazed at the number of hours that our team talked about, “Are we gonna use horns or not?” And it’s crazy, right? It’s crazy. But the whole thing is we’re trying to make a psychographic connection, not just the demographic connection. So we went with the horns on the bull because, you know, when you mess with the bull, what do you get, Scott?

Scott: The horns.

Jeff: That’s right.

Scott: I love that. And that’s just really interesting insight into the kind of conversations that go into, you know, and something as simple as a brand. Let alone things like packaging and all of this and that, but…

Jeff: Not for the faint of heart, by the way, not for the faint of heart. It’s really…

Scott: Exactly. You’ve got to, like, get in into the weeds there on some of these things. So, shifting gears a little bit, you mentioned earlier how we really haven’t even reached this tipping point. There are so many people out there that still have not tried CBD or hemp products. And there’s still just so much opportunity and so many more people that can be reached and helped with these kinds of products. There’s also maybe some skepticism, I think, from some people and, you know, some snake oil salesman out there and things like that that aren’t so great. So, I’m curious, Jeff, what would you say if someone’s newer to the world of hemp and CBD, and they’re skeptical about maybe the benefits? What might you say to them to encourage them to take the plunge? Or maybe one of the many brands that you’ve helped bring to market say, “Hey, why don’t you try John Budd or whatever it might be because it may help you give it a shot.”

Jeff: Yeah. Well, one of the key components of any emerging service, or technology, or industry, in this case, is that its education, it’s all about education. So, you know, my first recommendation is this. It’s, don’t talk about things that you don’t know about, you know. It’s like if you can’t be definitive with real empirical reason, then, you know, don’t be, you know, definitive. In this case, you know, in the CBD markets, in particular, you know, we’d really do literally have decades of evidence that we have an endocannabinoid system in our bodies. And that system is a very effective system. And it’s what helped us through the ages as humans. It helps us by helping our bodies become what’s called getting into a state that’s called homeostasis. And homeostasis is just very simply normal bodily function.

So, this, you know, system within our body, the endocannabinoid system has a primary function. And that function is to govern inflammation. And inflammation is 98% of all ailments, like almost everything. So, your endocannabinoid system literally regulates your body’s reaction and response to inflammation. So that’s…I mean, I have so many…I mean, literally hundreds at this point of testimonials where people, like, have some pain in their neck and they start taking a hemp extract product. And then, not only does the pain in the neck go away, but their complexion clears or their…you know, there’s all kinds of different stuff that improves as well. And it’s because, you know, systemically, your body already creates its own endocannabinoids, but we haven’t had it in our diets for a very long time. And so, it’s not…you know, it’s a deficiency within the endocannabinoid system. So, when you supplement your endocannabinoid system or when you add to and support your endocannabinoid system, then it works.

And so, first, I would educate along those very definitive, scientifically-supported, you know, areas of education, and then provide free samples and let people try it. I don’t know very many people that it hasn’t actually done what it set out to do. Meaning, CBD products in the body have made the impact they were intended to make. But there are some people, really, there are some people who have said, “You know, I just didn’t get what I thought I was gonna get out of it,” right? So that brings me to the third point, which is always to stress that hemp and CBD products derived from hemp, you know, it makes you well, it doesn’t get you high. Sometimes people expect to get high and they don’t get high. So, hemp makes you well, and marijuana gets you high.

Scott: Right, and that’s such a big distinction. I think there’s also still that misconception because there’s people that are like, “Well, I don’t want to get high.” And it’s like, “Well, great, that’s where hemp can help you because you don’t get high.”

Jeff: Look, and the thing about it is this, it’s that, you know, in truth, hemp is cannabis. It is, you know. And cannabis is very useful. And for people, you know, with medical issues and, you know, and people who are maybe out of whack a little bit, somehow, you know, marijuana is very useful. And I definitely, definitely would never…you know, like I don’t like the fact that there’s such a distinction that has to be drawn legally around this 0.3% THC level, which is the only thing that makes hemp, hemp, and marijuana, marijuana in the eyes of the law. Does it have 0.3% THC or less? And if that’s the case, it’s hemp. If it has 0.31% THC, then it’s marijuana. But you know what, that little difference there, and even a wide difference there is the impact is gonna be very similar on your body. It’s just, you won’t get high. You won’t have the psychoactive cannabinoid of THC that has enough to actually get you high. But, altogether, marijuana has a range of cannabinoids, and hemp has a range of cannabinoids. It’s all just a matter of how much of this does one have versus the other, right?

So, it’s interesting, you know, this whole industry is very, very interesting. You know, we focused a lot of time on cannabinoids right now, but I think where the market is going overall is industrial hemp. Cannabinoids are gonna continue to grow wildly. We’re gonna continue to have amazing growth in cannabinoids. But the major growth, the real national and global growth is gonna be industrial hemp for uses…for things like paper, and plastic, and all of these other things.

Scott: We had a guest on the show where they were using hemp for clothing, and making like sports activewear, you know, with that kind of thing. So, yeah. And I could see where industrial hemp is gonna become bigger and bigger.

Jeff: There’s no doubt about it, you know. The U.S. Hemp Brokerage is fully engaged in all areas of the hemp market. That’s one of the things that makes our company special. And I don’t want this to be like an ad for our company because, you know, part of this podcast is I’m really trying to educate now. You know, I’ve got eight years of great experience that I’ve been full-time in hemp, and have a leadership company in the space. So I really like to get this information out as much as I can. And it’s exciting for me, you know, it really is.

Scott: Absolutely. And speaking of that, as we kind of wind down our discussion here, let’s say someone’s listening and they’ve got an idea, they wanna start a hemp or CBD business. They’re excited, they really believe in their product or what they’re doing. What advice might you have for someone who wants to do that? What can help them be on the road to success as early as possible and have the best shot?

Jeff: Okay. Well, I think that the best approach for anybody getting into the hemp business is to understand that mistakes cost money. And that it really helps them a lot if they can, you know, craft a plan and test it before sinking huge amounts of capital into it. That’s the very best advice I can give to anybody. And the reason for that is that I’ve seen a lot of people lose a lot of money in the industry. I hate that, you know, I have a family, I know what the impact would be if I lost a huge amount of money. I know that how that would change things, and I wouldn’t get ahead of myself, you know. I haven’t, in fact, gotten ahead of myself. I’ve invested huge amounts of money in this business, but it is a challenge. It really is. And mistakes…if I were to make just a few critical mistakes by not thinking through my plan all the way through, and, you know, then I could see going out of business easily. Because the magnitude of the impact of the mistakes is great. For instance, you know, with regulation and around compliance, if you get something wrong, you’re gonna have to pull your product off the shelf, you’re gonna have to issue a recall.

Scott: Oh, nightmare.

Jeff: I mean, that’s the case, right? So when you’re like…when you’re making a brand, you know, you have to think all of it all the way through. You have to really understand the compliance aspects of these products. Now, you know, if you’re entering an industrial area within the hemp space, that’s not CBD or cannabinoid oriented, that still applies to you. And in many cases, by orders of magnitude, the mistakes could be more costly. So, my best advice is definitely, make a good solid plan, think it all the way through, and test it before you, you know, put a ton of capital into it. There are so many opportunities in hemp, I have to tell you, Scott. Like, I encourage everybody to get into the hemp business. It is a vibrant, exciting business, and it pays big dividends along the triple bottom line, the likes of which I’ve never seen in any of the other businesses I’ve owned and supported.

Scott: That’s why we’re doing what we’re doing. I love it. Last question here. What’s next for hemp brokerage, any projects you have going on, or anything exciting that our listeners might find to be interesting you can share?

Jeff: Oh, Absolutely. We are really deep into hemp plastics. We love hemp plastics. You know, the economy is converting from a fossil fuel-based economy to a bio-based economy. And through that conversion, plastics are a big, big part of what we need to convert to bio-based plastics from petro. And so, we’re really, really engaged in some huge, hugely impactful as well, hemp plastics programs. So, definitely keep an eye out for that. That’s exciting. But we have four divisions, we’re very active in all of our divisions. So, we’ve got technology programs that we’re working on, we’ve got machinery programs, materials programs, and of course, keep our eye out for some more brands because right behind John Budd, here comes Jane Budd.

Scott: I love it. I love it. And, wow, just in terms of hemp plastics, you know, what an important thing it’s kinda like you were saying about that triple bottom line, and the importance of things like sustainability and all of this. And if you can combine that, it’s just incredible.

Jeff: Oh, for sure. You know, there’s an inherent aspect to sustainability, a benefit to sustainability just by being in the hemp business, you know. I mean, it’s like you’re automatically leaning into sustainability. By being in hemp, it doesn’t mean you’re sustainable. It doesn’t. Sustainability means you can keep doing what you’re doing, right? So, we have to dial in the hemp markets and all the commercial aspects, and the industries to work with hemp in such a way that they can continue to work with hemp. Which we obviously, when you compare that to fossil fuel markets, like, there is an end to that that you can see, and that means it’s not sustainable, so move away from it.

Scott: Jeff, thank you for joining me on the show today, for sharing your story and your insights. You guys are doing incredible work. And it’s really exciting to see where the industry will go from here, and especially with folks like yourself leading the charge and helping brands get to market and so much more. And if folks are curious and they maybe want to find out a bit more, maybe you could help them with one of their brands, where can they do that? Where should they find you guys?

Jeff: That sounds great. Yeah, the website is ushempbrokerage.com. And my email is jcole@ushempbrokerage.com. And I’d be happy, more than happy to take any calls or receive any emails, you know, for sure.

Scott: Awesome. Thanks again, Jeff.

Jeff: You betcha. Thank you so much, Scott. Have a good one.

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