In the newest episode of the Cannacurio Podcast from Cannabiz Media, my co-host, Amanda Guerrero, and I talk about new license knowledge for California, Michigan, and Oklahoma that has been added to the Cannabiz Media License Database. We additionally converse with Tom Bruggeman and Mike Bracewell of Tom’s Tumbler, the producer of Tom’s Tumblers and the brand new PYTHON dry trimmers. Tom is the inventor of the Tom’s Tumbler trimmer machine and president of Tom’s Tumblers, and Mike (Mikey B) is the corporate’s Northern California gross sales consultant.

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Cannacurio Podcast Episode 25 Transcript

Amanda Guerrero: Welcome to the Cannacurio Podcast powered by Cannabiz Media. We are your hosts, Amanda Guerrero and Ed Keating. Today, now we have an awesome present forward for all of you guys. We are joined by the fantastic group at Tom’s Tumbler. We have the dignity of having Tom Bruggeman and Mike Bracewell on with us.

Tom is the inventor and president of Tom’s Tumbler and Mikey B is the Northern California gross sales rep right here with the group. They’re additionally a Cannabiz Media subscriber, and we’re so, so excited to have them on the present. But as at all times, we’re going to verify in with Ed and see what he has for us immediately on the information entrance.

Ed Keating: All proper, Amanda. So as you understand, I’ve been spending loads of time engaged on the purpose of sale report. And in order that has allowed Jason Kikel, our director of regulatory analysis, to fill in with some weblog posts. So we’ve received some nice content material on testing schemes in a spread of markets which have now began to introduce testing licenses, and he’s additionally carried out an awesome publish on the upcoming election. So hopefully, we’re going to get him on the pod in addition to a visitor as a result of he’s received loads of nice stuff to speak about.

And then on the information aspect, we introduced in loads of data from Michigan, a complete bunch of additions, Oklahoma as nicely, one other 185 licenses should you can imagine it. And then in California, we introduced in new licenses, and we additionally remapped some of the licenses descriptions in order that they’re slightly extra constant and simpler to work with. So loads happening from the information group, Amanda.

Amanda Guerrero: Yeah, no kidding. And no shock, California, Oklahoma, and Michigan have added extra licenses this 12 months.

Ed Keating: Exactly.

Amanda Guerrero: Yeah. All proper. Well, all people let’s take a fast industrial break. When we come again, we’ll bounce into our interview with Tom Bruggeman and Mikey B of Tom’s Tumbler. Stay tuned. All proper. Welcome again to the present. Tom, Mikey B, welcome, welcome. It’s so good to have you ever. How’s all people doing?

Tom Bruggeman: Fantastic, however may I shortly right the pronunciation of my title?

Amanda Guerrero: Oh my goodness, of course you possibly can. My apologies.

Tom Bruggeman: It’s Tom Bruggeman.

Amanda Guerrero: Bruggeman. Got it. Bruggeman okay.

Tom Bruggeman: Yeah. Okay.

Mike Bracewell: How are you guys doing?

Amanda Guerrero: Good, Mikey. Thanks a lot for becoming a member of us. So Tom, I wish to direct the primary query to you. Tell us slightly bit about your self. Have you at all times needed to be the king of hashish trimming?

Tom Bruggeman: Actually not. I really had a profession as a stuntman for 30 years and deliberate on retiring and enjoying golf with no matter my hips had left from all of the stunts. But over time, I used to be inventing a spread of different merchandise as a passion and made some cash on some of them and received some patents on some of them.

And then, some of my buddies had been trimming and rising within the San Fernando Valley right here over time, and so I began studying about it. So I utilized my ingenious methods and got here up with the Tom’s Tumbler.

I really got here up with it by throwing just a few kilos of dried hashish right into a fishing internet and began shaking it. And then, I walked again in and confirmed my buddies and they had been like, Oh my God, how’d you trim that so quick?

They had been amazed. And it seemed actually good, but it surely was slightly bit too aggressive and too labor-intensive. And that’s once I got here up with the concept of the Tom’s Tumblers and examined that out and began a web site. And inside a day we bought one hand crank. This was seven and a half years in the past. And then inside six months we bought 500 hand cranks.

And then we had been off to the races from there and altering and placing motors on them and funnel flows and liquid CO2. And now, we’ve superior to the Python, which is a steady feed machine when the unique ones had been batch machines. And so I haven’t at all times… A matter of reality, I hate to confess this, I assume, to my viewers, however I’ve by no means smoked hashish. It’s, been a passion and now a enterprise for me in creating merchandise for the trade.

Amanda Guerrero: Wow. That’s fascinating. It sounds just like the hashish trade, although, is an ideal place on your invention-oriented mind. Now, Mikey B, you’re initially from Humboldt, and from what I’ve discovered, you’re additionally a grower. What made you come over to the trimming aspect of issues? Why did you be a part of the Tom’s Tumbler group?

Mike Bracewell: So mainly, I feel it was about three and a half years in the past, a pal of mine, I had some product that I had forgotten about and I stashed it beneath my home. And when I discovered it, it was like time was of the essence to get it trimmed earlier than the brand new harvest got here.

So my pal had a machine sort of like Tom’s, but it surely wasn’t Tom’s. And I used it. And then I began wanting on-line looking for that machine, and I couldn’t discover it. The solely machine I may discover was Tom’s and it seemed similar to it. So I bought it on website and-

Amanda Guerrero: Oh, wow.

Mike Bracewell: Yeah, and actually within the subsequent two weeks, I confirmed at the very least 15 of my buddies, and 11 out of the 15 purchased the machine onsite. So then I simply began telling all people to name Tom’s, and inform them Mikey B despatched them. And that’s just about how I received into it.

Amanda Guerrero: That’s nice. I adore it. Very traditional hashish old skool referral community. Like this gear works, say Mike B despatched you. I adore it. I adore it. Well, guys, we’ve had different cultivation tech gear corporations on the present earlier than, and I needed to ask, what units Tom’s Tumbler aside from the remainder?

Tom Bruggeman: Well, simply relating to Mike, you having a pal have one other mannequin that was much like ours, it was a man that copied me, and it was infringing on my patented expertise. And so as an alternative of going after him, we determined to make a greater product at a greater worth and have higher service. And then that man ended up going out of enterprise, however he did copy our authentic mannequin, which we’ve superior on loads since then. But getting again to your query, I’m sorry, what was it once more?

Amanda Guerrero: No worries. I feel you simply answered it slightly bit right here, however we had been making an attempt to see what units you guys aside from the opposite corporations which are on the market?

Tom Bruggeman: Well, I feel one of the most important issues is strictly what I simply stated. We have a product that works and a product that’s moderately priced. It’s sometimes a lot cheaper price than any of the opposite machines in the marketplace. And one of my keys is to have impeccable service, which incorporates me speaking to all my prospects regularly and giving referrals to them, to different growers the place they may help one another out, informing them and educating them, particularly the brand new growers on being extra profitable.

And so I attempt to be as open and useful to all of my prospects in any means that I can. And I discovered that we’ve created fairly loyal base of prospects, particularly as a result of our machines work. And then after you run them and you run your product by means of and you contact it up, folks can’t inform the distinction between hand trim stuff and the stuff that was run by means of our machines. And that’s why we’ve been profitable, Amanda.

Ed Keating: That’s nice. That’s nice. So-

Tom Bruggeman: Ed, sorry.

Ed Keating: No, that’s okay. I’m curious as to what the promoting course of is like. You talked about that once you kicked off, you had a web site and began taking orders like loopy. You’ve received the superior Mikey B there funneling your leads as he was approaching board, however is it a mixture of the online, direct gross sales, resellers? How do you deliver these orders into your organization?

Tom Bruggeman: Well, that is a wonderful query. We make movies. That’s actually necessary to elucidate and present folks in a video why and how our machines trim in a different way than the opposite bladed machines. And that’s our machines we’ve created a delicate setting for the flowers to softly roll and rub towards one another, which permits them to trim one another as an alternative of having blades reducing. And that permits the construction of the flowers and the integrity of the flowers to be maintained and nothing is minimize off.

So once we can educate them and do a demo to point out them, as a result of most individuals don’t even actually imagine {that a} bladeless trimmer can trim nicely. But after we do a demo, now we have a 99% closing price in promoting a machine. And so so far as the opposite platforms, of course, now we have the search engine marketing and now we have Google AdWords and now we have clearly advertising at commerce reveals and any means that we will we’re making an attempt to market ourselves.

Ed Keating: Great, nice, nicely, these all sound like actually efficient ways to get in there. So, one factor that I’m interested in is that I’ve heard that on this house, when corporations like yours go to a cultivator, you possibly can typically run into what I’d name pressure in between the chief working officer and the develop group. The develop group needs to do all the things by hand, let’s say, and the operations man or gal needs to get all the things carried out inexpensively. How do you deal with this high-tech versus excessive contact sort of a pressure?

Tom Bruggeman: Well, that is a wonderful query. We do run into that kind of friction till we do a demo in entrance of the grower and in entrance of the operations particular person, who’s making an attempt to save cash for the corporate and decreasing the labor prices. Because once we do a demo, they’re in shock of how briskly our machines can trim and how nicely they trim and with a minimal touch-up, they see that it’s similar to it was hand trimmed from the start. So it’s just like the operations particular person appears to be like on the grower and says, why do now we have to spend all this cash available trimming once we can have the very same factor utilizing Tom’s Tumblers and his Pythons.

But we do run into that, however we overcome it by doing a demo and loads of convincing to allow us to do a demo, as a result of loads of occasions, the growers are very immune to having any machines contact their product, however as a result of our flowers trim one another, and there’re no blades concerned, we will fairly shortly persuade them to at the very least permit us to do a demo.

Ed Keating: That’s nice. That’s nice. Now, one of the issues that I observed in studying about your organization is actually the flexibility to achieve Tom any time. And right here at Cannabiz Media, we even have an analogous strategy the place I’m one of the co-founders, and Larry and I are at all times out there, at all times responding to prospects.

What has that been like for you and your group? Because we get loads of profit out of it. People are appreciative, and they like that they’ll get their questions answered. How does that work out for you? And how has that helped you construct your model?

Tom Bruggeman: Yeah, I feel on this day and age, I hear folks telling me on a regular basis that they’ll’t imagine primary, that they’re getting a stay particular person on the road. And quantity two, the inventor and founder of the corporate on the road and somebody who actually cares about what they’re doing, and I actually do care.

It’s not utterly ulterior motives to get gross sales. I care about serving to these growers as a result of there’s a spread of totally different causes that they’re rising in addition to making a living. And loads of folks do use it for medicinal functions and Vietnam vets and first responders going by means of loads of stress and stuff. And I do care about issues above and past promoting.

Ed Keating: Yeah, completely. So Mikey B, a query for you. You’re out within the market, you’re on the market in Humboldt, I’m curious as you look throughout your prospects, suspects, prospects, what market segmentation do you see is, is there out of doors versus indoor? Are there totally different state markets? And are there any hemp alternatives as nicely? I used to be interested in that too. So a bunch of questions for you, Mikey B.

Mike Bracewell: Yes. I might say throughout the board from hemp to hashish, it’s like Tom stated, as quickly as any person sees the machine in motion, it actually, you possibly can see the wheels begin to spin as a result of actually, it’s a recreation changer. It’s straight up… Has modified my life in many alternative avenues from having the ability to trim up my very own flower on my own in two weeks versus taking three to 4 months.

And then it spreads like wildfire. Most of my buddies and the people who I do know… I’m born and raised up right here, and my title is getting out extra and extra and extra. And I get calls on a every day to do demos. And I cruise throughout Northern California, and I’ve made some of one of the best connects and relationships with these folks, as a result of I’ve actually… I’ll exit, present them a demo.

And then like Tom says, reply any questions and attempt and assist them out as greatest as I can. And if we ever run into any person that’s not tremendous satisfied, then I simply begin asking easy questions. Like what number of kilos do you suppose you’re going to have? How many staff do you have got? What’s your overhead and how a lot you’re going to spend? And then we do the demo and then I crunch the numbers and you possibly can… Like I stated, the wheels begin spinning.

And then all people begins calling their buddies and they’re like, “Dude, you got to check this out. This machine’s ridiculous.” And that’s the way it’s gone. Tom known as me and supplied me a job three months after I received my first Tom’s. The first 4 locations I went, my buddies actually purchased my machine off me and wouldn’t let me go away with out me promoting them the machine, as a result of they wanted it proper then and there.

Ed Keating: Wow. Wow. Yeah. You received to place the NFS, not on the market, in your demo models, I feel. Right. No, that’s nice. It’s one of these issues too, based mostly on what you described, the place it’s that traditional – you’ve received an issue, I’ve received an answer, let’s speak you thru that ROI. And immediately it will appear stunning for any person to not purchase it at that time, as a result of it appears to be like just like the economics exercise rather well.

And that results in my final query, and as soon as once more, it’s slightly bit about enterprise market segmentation. In taking a look at your product combine, it seems to me on the ignorant aspect that you simply cowl growers who may be micro producers all the way in which as much as what appears to be like to be perhaps large industrial growers. So are you actually protecting basically the entire cultivation market from tiny to gigantic?

Mike Bracewell: I imagine so. It’s with the Pythons. The Pythons can do an astronomical quantity of kilos in an hour, which on the grand scheme of issues, in my head, if I had been going to get licensed and I had a aim of rising 5,000 kilos in a 12 months, whether or not or not it’s hemp or hashish, in my head, the very first thing that I’m going to consider is, “Okay, where am I going to hang all this? How am I going to dry all this? And then how am I going to get through it in an efficient manner without breaking the bank?”

And there actually is not any different machine in the marketplace that even compares to Tom’s machines. It’s inexpensive, it will get the job carried out, it’s mild. You can run your indoor or your out of doors. It doesn’t matter, it’s a machine for everyone to make use of.

It simply depends upon what your targets are and what you’re making an attempt to perform inside your organization and the folks round you. Because even from the small yard, mother and pop farmers, all the way in which as much as the people who do acres and acres of hemp, each single individual that I’ve talked to, they’ve actually tried nearly each different machine in the marketplace. And as quickly as they get to Tom’s, it simply turns into a no brainer as a result of it’s inexpensive and it will get it carried out, and it may do it on a number of ranges from small to ridiculously large farms.

Ed Keating: Yeah. Well, the opposite factor that I like about your story and your contribution to this enterprise is, you come with the practitioner’s perspective. You develop. You use these merchandise. You’re like, “Listen, I’ve been using them for years, and that’s why I stand behind them and that’s why I sell them.”

And I might think about that’s a fairly highly effective half of the model promise once you present up and they know that you simply’re utilizing this to run your enterprise and to run your develop. So that’s actually superior.

Mike Bracewell: Yeah. 100%. I really couldn’t be extra stoked on working with Tom as a result of it actually is one of the few merchandise that I’ve seen on this trade that works, works nicely, and doesn’t destroy your product. And that proper there in itself, as a result of I’ve used each different trim machine in the marketplace and nothing compares to this machine.

Ed Keating: That’s nice. That’s nice.

Amanda Guerrero: I adore it. Well, you’ve heard it right here first people from Mikey B, straight from the grower’s mouth, the Tom’s Tumbler, he extremely endorses it. And guys, I needed to have a look into 2021, proper. Are there any new merchandise or enhancements that we will sit up for from the Tom’s Tumbler group or maybe any new innovations, Tom?

Tom Bruggeman: Oh my God. You must-

Amanda Guerrero: That you possibly can discuss.

Tom Bruggeman: You’re studying my thoughts as a result of I did wish to point out that we do have some innovations which are within the works that may hopefully… There’s some sure points of the processing that it actually bottlenecks the manufacturing, and one of them is de-leafing the water leaves off the flowers earlier than they went to trimming machines.

So I’ve an answer to that that we’re growing, and then additionally, the opposite large bottleneck is bucking the flowers off of the vegetation. And proper now, the one machines which are in the marketplace are machines that don’t… There are some in the marketplace, however they destroy the product, however the one different machines that don’t destroy the product for essentially the most half are the machines the place it’s important to put in a single department at a time to take off the flowers. And I’ve an answer I’m engaged on that we’ll be capable to strip entire vegetation at a time with out destroying the flowers.

Amanda Guerrero: Wonderful. That’s superior. Myself, I simply received again from a trip house the place my dad and mom are literally rising, should you can imagine it. My dad’s a former police officer, however we simply had every week of harvest and doing all the things by hand, I’m not afraid of exhausting work, however oh my gosh, it’s a tedious course of. And I’m so glad that corporations such as you guys exist.

Tom Bruggeman: Thank you. Yeah, we’re very, very stunned how all the things has taken off within the enviornment for each hashish and hemp. And getting again to your query about hemp. Hemp are large machines. We’ve bought an incredible quantity of Pythons to the hemp trade as a result of they’re allowed to do a lot larger volumes than THC.

And we had been fortunate that we had been the one one which had a big quantity trimming possibility. The relaxation of the machines had been geared in direction of low volumes. And so we received fortunate there, however we’re very pleased that this trade is exploding, and we’re additionally very fortunate that it’s exploding and we’re arising with good choices and we’re serving to folks get monetary savings.

Amanda Guerrero: Yeah, completely. Now wanting on the trade itself, digital MJBiz, they only introduced earlier this month that we’re going to be utterly digital, will we see you guys there?

Tom Bruggeman: I imagine so. I feel that’s on our calendar. Yeah. You’re speaking in regards to the one which’s normally in Vegas?

Amanda Guerrero: Yep, precisely.

Tom Bruggeman: Yep. Matter of reality, we’ve already paid, so we’re definitely-

Amanda Guerrero: Yeah, precisely. We’ve already paid although that we’re imagined to go and had our cubicles booked a 12 months upfront. I’m excited. I’ve been having fun with the digital reveals as nicely.

Well guys, thanks a lot for this glorious dialog. Tom, Mikey B, it actually has been a pleasure talking with you each. We sit up for seeing you at MJBiz digital and hopefully someday subsequent 12 months.

Tom Bruggeman: Yeah. I simply wish to say one final thing, Amanda, that Mikey B has been an enormous asset to our firm as a result of he’s such an skilled grower and he can speak the language to the farmers and they belief him as a result of he’s an skilled grower, such as you stated earlier immediately, however he’s simply an enormous asset and we’re actually pleased to have him. Anyway, thanks for being on Mikey. We recognize it.

Mike Bracewell: Hey Tom. Thank you, man. I recognize you.

Amanda Guerrero: Aw. I like the love. That’s so candy. All proper, guys, let’s take a fast look forward for Cannabiz Media and what we’ve received to sit up for from the information vault. Ed.

Ed Keating: All proper. Well, as I discussed, we’re ending up the purpose of sale report, and Amanda and I are going to be speaking about that at NCIA webinar subsequent week on Wednesday, 11:30 Pacific Time, 12:30 Mountain, and 2:30 Eastern. So be sure you test it out. And we’re additionally engaged on up to date experiences on retailers and dispensaries nationwide, in addition to cultivation licenses.

Amanda Guerrero: I adore it. Yep. If you guys are curious or , we’ll have a hyperlink to the NCIA webinar, in addition to there’ll be a pair of advertising pushes on Monday and Wednesday. So positively be looking out for that, however everybody, thanks a lot for tuning in. This is the Cannacurio Podcast and we’re your hosts Amanda Guerrero and Ed Keating. Stay tuned for extra updates from the information vault.

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