The Better for You Low Sugar Option for Your Cocktail - Drink Above Board

All right, welcome to the podcast. The last one from 7748 Santa Monica Boulevard. Thanks for joining. We have Above Board on today. Either one of you can take this. What does the company do? >> Well, we are revolutionizing cocktails with a product that is challenging a very stale category in the alcohol industry known as Laor. >> And it's sugarree. That's the magic. >> It is sugar-free and plant-based sugar. So, our sugars are olulos and monk fruit. Um, they act like sugar everywhere but in the body. They have zero glycemic load, but they're sticky and sweet and that's what brings a bub board to life with this this line of lores that we >> and I love them. I tried them. But what of all the things you guys could be doing with your lives, which I'm sure are a lot of things. Why did you land on this? What what did you see in the overall alcohol category that was clearly missing and you're like, let's go dedicate our life or the next 5 10 years of our life to this problem? >> Yeah, it was it was out of frustration. Uh, so we'd go out to dinner and we were just frustrated by the lack of low sugar options, right? So we typically live a keto or a low carb lifestyle and >> sugars and everything. >> Yeah. And you know, Seal is such a beautiful craft cocktail scene, right? And so >> we'd be out and we would ask the bartenders to make uh, you know, a a low sugar or no sugar version and they were just as pissed making it as we were receiving it, right? Because the cocktail became unbalanced. It didn't taste good. And so >> and it wasn't their fault. And it wasn't their fault, right? >> They didn't have the ingredients. They did not have the ingredients. >> You know, when you get a skinny marg and it tastes too good to be true, it's because it is. >> That's right. Yeah. Most bartenders say they just make regular margaritas when people ask for skinnies. >> Yeah. They just add more ice. It's a little more diluted. >> Or a bunch of agave, right? Which probably is better for us, but it still spikes your glycemic load. So, or it's bitter. So, you know, it's really was um out of a true void in the market, a need that um we actually started out as a sugar-free cocktail syrup company. We thought we're going to go direct simple syrup. >> That's where we that's what we started with was a simple syrup and we grew from there. >> How long did you do that? >> Yeah. Well, from kitchen concept to production took us two years with that one-year pivot from a syrup company into innocently the alcohol industry. >> Yeah. I was like I was making a coffee one. I was like, "Well, why on earth would I just put this in alcohol? I'm going to put it in alcohol, >> right?" >> And then I pictured myself at the grocery store in front of the laor section with the shampore, the contro, the fangelico, and there is not a single alternative for any one of these base laores that people have come to know and love over the last hundred years. >> Yeah. And then when we started doing research and found that nobody was doing it, you know, we're like, "Oh my god, there's a way in the market." And it's like that's the time we're like we have to we need to pivot first. >> But we did gosh seven different expressions with the syrup. So oldfashioned is my drink. So we did an oldfashioned syrup that you basically just put bourbon in the syrup in. So no simple syrup, right? It's well our version of it, right? And then that was so good that we did a black black walnut version that was even better. >> We have a pecan one too. >> Yeah, we did watermelon basil for margaritas. And so we may revisit that at some point. But yeah. >> What was your favorite? Like what was the here? Is it the bourbon one or the old fashion? >> Say that black walnut. >> The black walnut old fashioned. It was bonkers. It was so good. And you would take just an ounce of it, 2 ounces of whiskey and put it over a large rock and it's way less sugar. >> No sugar. >> No sugar. When did you guys know you were on to it? And so obviously internally you're solving your problem at home, no problem. Maybe with your friend group, but at some point you're like, "Okay." >> I'd say in the very beginning I when we made the first simple syrup, we both looked at each other like, "Holy shit." like we're we're on to something here because >> the beauty about aulose is that it looks tastes acts like honey and like Nicole was saying everywhere but in the body. >> So it's sweet and it doesn't have that diety aftertaste that you know the aspartamines and arythrtols sugar alcohols have. Right. >> All you know having lived that lifestyle I my mom got me um hooked on something called the pilots diet which was previous to Atkins. >> What is that? >> Back in the 90s. So, believe it or not, it was keto basically. Okay. But the drink was dirty martinis. So, the pilot diet, it was like for pilots who are always in the air. I'm thinking this is so 70s, right? Um, >> cigarettes and dirty martinis. And I was the girl drinking dirty martinis in the '9s in Santa Barbara when I was going to school. My friends were like, "What are you drinking?" I'm like, "This." >> Wow. >> Cuz the hangovers, too. You know, it's like and I always forget that that selling point when I'm speaking to people, you know, it's either dehydration or sugar that leads to the hangovers. I mean, clearly >> over overindulgence. >> We can take care of one of them, but have to still drink water. >> You know, it's funny when we when we met and you introduced the company and you gave me like the tasting, a part of me was like, "This can't be real." >> Yeah. >> Like, which is a weird thing just as a consumer, right? It's like it's like it's must be too good to be true and all of a sudden I don't believe you. really a strange thing if you think about it. >> It is. It is. And so is that a hurdle for us, right? We initially thought that we were just going to target on premise location. So bars, restaurants, hotels, whatever, right? And then we would strategically find uh grocery stores, liquor stores in that geographic region that they could point to for home use, right? And kind of the opposite happened. We found that because our products have to be tasted to be believed that we had much more traction uh in liquor stores and grocery stores cuz we would do these three-hour demos and we're selling 15 bottles in 3 hours depleting the cases they're reordering, right? So, it became the cycle and we're like it really became, you know, our our path forward. So then we started thinking, okay, >> let's target, you know, grocery and liquor store change. And then that kind of drives the social media side too, right? because there's more brand awareness there. But >> it is a hurdle for us because >> that's weird, isn't it? >> Yeah. We had we were doing a bourbon event and we had walked away from the table and there's this couple that we're now good friends with. They were at the table and the husband was like, "No way. This is going to taste like I'm not trying it." >> And and the wife ended up trying it and they fell in love with it and they're trying to help us sell it. And yeah, just crazy some in. It's like carb free pizza. Like who's going to believe it? But you guys did it. You figured it out. That's right. >> So, this is really cool. I didn't tell you this. So, uh Deianne, she's a huge champion of ours with the Stella Foundation and we had gone through this incubation program trying to get funding, you know. >> Okay. >> And she's like, "I couldn't believe it. You didn't make it through." Um she's like, "I brought your bottles in." She said, "I'm diabetic. I tested my glucose. I >> tested it before. I had three drinks. I tasted it after and it did not spike my blood sugar." And I was like, can I get that in writing or you know, can I get that? >> Can we record you saying that? Cuz you know, I mean, I I haven't tested it myself, but I do know that, you know, alulose is a huge huge um aspect to all the products in the in the keto. >> Yeah, there's a ton of research. >> Will they sponsor you? The American Diabetic Association. >> I I could imagine that. >> That'd be amazing. >> It's your healthy alcohol here. I mean we thought about talking to you know doing podcasts with uh PhDs and totally you know and and having them you know kind of speak to it where it's not coming directly from us as the business owners right >> when you guys talk to investors what are like the hurdles that they ask you guys like what is it that they're missing or what is it that they either like me right or I didn't believe it I was like until you try it which is one thing but then did they not get it? Well, I when they try it, so typically we'll try and send them bottles ahead of any sort of conversation. And you know, I think the big biggest hurdle for us right now is we're small, right? And we're only in, you know, they say if you can get in 40 locations in your first year, you're doing great. We got into 95. We got 10 stores with Ralphs, which is owned by Kroger's. We got into several Total Wine uh locations. We got in with the Hyatt, right? And so the biggest thing for them is seeing the revenue. I mean, we grow every quarter, but it's not at a rate, you know, where >> we haven't been around long enough. >> Yeah. So, it's really >> Yeah. There's no You're building the brand at this rate, right? So, the awareness. Yeah. Yeah. I got you. >> Yeah. And so, she's CEO, front of the house, sales, all you know, strategy from that perspective. And >> I've always worked in tech. So, >> my job has been I operate as a CFO. I'm kind of more of a COO though. Okay. >> And I love operations and strategy. And so, I'm kind of driving our investment package and and raise. But yeah, the biggest thing is just seeing that traction, there's just a hesitation, right? Is this really going to take off? I mean, we've proved market viability in Southern California, but I think we still need a few more larger corporations to come in and >> Sure. like a VMO or something. Yeah. >> Yeah. But the positive though is that we don't have anyone on our cap table. So, we've been self-funded to this point. And so, you know, we're kind of at that point where we're running out of capital. And so it's like great opportunity. This is going to take off. We're first to market >> and we've had other people in the industry that have been around for decades that have said we're a unicorn brand >> because we're not a vodka going after just the vodka market, right? And so the way I structured the investment package was if you look at just the uh the global market for Bailey's, Kalúa, and Quantro, it's $8.4 billion just for those three leors, right? Wow. >> So every time we add an expression, so we're launching an appperol and an amordo in Q3. >> And you know that just exponentially grows our market potential every time we launch an expression. So we have a Madori, a melon for Madori, raspberry for Shamort, and a hazelnut for Frangelico in addition to the apperal amordo that's coming out. So >> there's so much we can do like creme deco. I mean it just goes, it's endless. It's really quite endless. And we have the best food scientists >> and we have mass capacity to scale. We're with Corning and Company outside of Paluma and uh they have 18 wheelers backing in all day long. >> Yeah, they're doing like 100,000 cases a week or something crazy like >> So you're like the poppy of the alcohol industry. Yes, >> I guess is the way >> I'm just always trying to digest things as an investor. I look at decks all the time and so like that to me is instantly it. You're the poppy of Right. So Poppy came in, they copied the Coca-Cola, the Pepsi and then they got acquired for just under a billion I think. >> Yeah. >> Uh successful and so in that sense but the same model, right? It's all lower sugar. Interesting. The better for you beverage, better for you, everything. I think everyone is finally paying attention to what they're putting in their bodies. We've been like led around by the nose forever. I mean, remember the whole like fat-free. >> Well, all they did was add tons of salt and sugar. It's like we everyone got obese. So, you know, it's time, you know, I think our timing really works perfect. And especially with alcohol, a lot of people are backing away from it in general. So that could be part of the u hesitancy. >> How do you guys answer that when people say you know Jenz is in drinking blah blah blah you know as friends they say 20% or things are down 20% across the board it seems. What is your >> take on that? >> We kind of meet in the middle you know we also check the low ABV uh box just because we are Laores right. So, for example, starting with OB Noodle House down in San Diego, they created a drink. Well, they call it the hepeltzer, but basically it's it's just our orange and uh club soda and squeeze. >> Yeah. >> So, you know, obviously people are either abstaining or doing other things, right? >> That's actually what it is. They're not they're not abstaining. They're just doing they're picking a different poison. Yeah. Yeah. Yeah. >> So, I guess this is just like the perfect middle ground for someone who maybe still does enjoy the buzz of a cocktail and um just doesn't want the compromise of the sugar and >> sure >> feeling way the next day. >> And we've heard too from, you know, testimonials, people that have talked to us, it's some people are that are really health consscious are just not drinking because of the sugar, the carbs, you know, what it does to their body. And so, um, we've had several people say that they'd be more inclined to drink something like this, right, because they know what it's doing to their body, right? And so, and our support or the analysis that we did prior to launching supports that. And >> we found like across all different age cohorts, they all responded in a similar way in that they were willing to spend more money on premium >> healthy cocktail alternatives. Interesting. >> And then under those same conditions, they'll purchase more, right? Because you know, yeah, >> psychologically, if you feel like you're making a good decision, you're going to, you know, you'll have that second drink or that third drink. >> They'll use it more. The velocity, >> I always say the restaurant tours, they'll pay more, they'll buy more, and they'll come back to a place that has something that is in alignment with their health goals that they can't get anywhere else. Cuz I mean, we're doing decadent mudslide martinis, you know, cosmopolitans, like, >> you know, things that have just been off limits for so long. Yeah. Even think about restaurant after-d drink menus, completely unvisited. And you know, you're irritated. You know, somebody orders, you know, you make it through your meal, you didn't eat the bread, you made the good choice, and you know, we're all you're all drinking or whatever, and then somebody orders cheesecake. It's like, oh am I going to have another vodka soda, you know, and so I love how it reopens up that whole category of drinks for restaurants. >> And last point is for them, it also opens this untapped revenue stream, right? >> Totally. >> Like Nicole is saying, you know, people will come back for it, right? And if it's something you don't have in your menu, you're going you're going to appeal to other customers, right, that that will purchase more. And >> this guy I met with in Palm Springs, he was like, there's like a whole category missing on my menu. He's like, so I have the mocktails, I have the low ABV, like where's the no and low sugar cocktail? >> I was going to ask you, how do you guys think about that? So it's like there's a company called the New Bar here in LA which is all mocktail. So, it's all non-al, but they're sort of like the kingmaker in the sense of there's a lot of noise in that world where it's like, but how do you know what's good, right? And so, to the consumer, >> they don't know either because there's no brands that exist to tell them what's good. And so, they basically become the kingmaker and so a phony Negrroni tastes like a Negroni. >> For you guys, how do you look at it? Do you look at it like like what's your ideal world of a bar director? How does he put you on the menu in your world? Is it just like oldfashioned, but it says no sugar? It's your own category. to that and I think we're just it makes for a diverse menu, right? Because all customers are different. You know, I think that even if you're putting together a food menu, right? You want to have options for different people, right? Steak for men or, you know, piece of fish. >> When you look at our nowo, um, our first one is a margarita using tequila as a base. The second one is a cosmopolitan using vodka as a base. The third one is a revolver using a bourbon or whiskey. You know what I'm saying? And then the last one is either tequila, which is our mudslides. It's delightful with our Irish cream, our coffee, and um either tequila or vodka. So it shows that um it uses all the other products they already have. >> Yeah. And that was that was really a it was also an eye openener for us because when we started approaching these on premise places, you know, we'd hear it'd be June, it's like, you know, we're not going to make any menu revisions until the fall, you know, give us a call in four months. We're like, we have to find a way around this, right? And so we started creating. It takes about 5 minutes to do, but we'll grab their logo off the web. You know, we'll label it for them. And then we put those five cocktails on there and just say, "Look, >> 20% off, buy a mix case, two bottles of each, >> implement this menu for 30 days, right, just to give it a try." And so we have coasters that have a QR code on the back or we can do a table or whatever, right? And so they don't have to reprint their menus, right? Their menu. That's right. And every restaurant and bar that has done it ordered within the 30 days. Like they >> purchased, you know, a case of each. And >> so what do you call it though on the menu? So if I'm looking, so I'm a consumer now, so I'm not the bar director. I walk in, you guys are there. Uh what's the menu say? >> No. And low sugar cocktail. >> No, low and it's its own little menu. >> Yeah. And then it says above board or >> the price point. Is it the same? >> It's a little higher. >> It depends on the on margarita. Let's say a margarita. The highest I've seen it is $17. >> That's about a margarita here. Yeah, I think >> No, LA is like a whole lot. >> It's like 20 I was yesterday I was somewhere it was $22. >> I told you we belong here. >> Yeah. All right. So, it's like 1718, which I would say today in Los Angeles standard issue pricing. Okay. >> Yeah. >> Um like the Cosmo was 12. Uh we just got in with the Burgine chain down in San Diego. Um they're giving us a run um with it. Oh, I did want to say so we got in with a restaurant slashcon venue called Humphre and they're all about rock and roll. So we named our cocktails. The Mudslide um they did Landslide. >> Okay. >> Right. And then the Revolver, that's a Beatles album. So we're even able to get like fun and try and match the vibe of whatever they're doing. We I love that creative aspect of it. And we have an amazing mixologist on staff that Okay. >> Man, he's uh impeccable. >> Yeah. He used to work for William Grant Sons and he did the whole Super Bowl setup for the height locations. He did like 12 different bar setups. But and I'm talking really unique cocktails like things with like >> clarified milk bell pepper, right? It's like Yeah. >> Yeah. >> And he loves our products. He's randomly my hair stylist's husband and she's like my husband does this. And I was like just the way things are lining up. It's like of course of course. >> Okay. So this is the thing, right? So you guys are entrepreneurs. you're doing the thing and there like there's so many places you can spend your time. So here we're talking about a menu for an onrem lo a bar >> and then but you know what's working is the other stuff. So like the the grocery store, the tastings and so it's like how do you manage the focus, right? Cuz it's like always the thing what cranks the needle >> cuz I'm loving the bar stuff. I think that's so smart, right? You go to a bar, there's a non sugar menu. That's that makes sense. Like my brain goes like that should exist if it exists with food, >> right? I remember what you were telling me about the seltzers, how like the top four >> Yeah. If you look at if you look at the top 10 alcohol products being sold right now, four of them are seltzers. Like that's that says something. Sugar >> I don't remember them off top of my head. >> Sure. Like the high white claw or high noon like that realm, right? And so uh just as far as gross revenue across the US, right? >> And it proves that people are after low sugar options. >> Think golf courses too, right? I mean, how many people do you see drinking seltzers out on the course and instead of beer, you know, >> exclusively? Yeah. >> So I guess that was encouraging for us to see people seeking out even though they're in the form of nasty tasting selzers, a lower sugar option. >> Yeah, totally. >> There's a market for it. >> And the stigma is gone now, too. Like I remember when Michalob Ultra first came out, it was like, don't be that guy. Yeah. Right. >> Like it was weird >> and now it's kind of like accepted and it's almost like oh that guy >> that guy value his health. >> Yes. >> Wow. It's like aspirational. >> It's all changed. So how much are you guys raising capital now? >> We are. >> Okay. How much are you raising? >> Uh 1.4 is what we're looking for. And so the plan with that is to get us through the next two and a half years. We're looking at a 12 state expansion by next year. >> Okay. What states are you in now? Currently, we're just we've only sold in Cal California and Wyoming. Okay. >> But we just got into DC, Delaware, Maryland. We're working on North Carolina because we also have a home there in Raleigh. >> Okay. >> And then New Hampshire unexpectedly just popped up. We had a call with a distributor there that really likes our products. And so, you know, we're back to your point about like where where do you put your focus? It's it's constantly changing, right? But it's like so it's like we always use the term Yeah. It's like >> Yeah. No, it's good. >> Yeah. We always use the term we have to protect our base, right? So let's keep the things going that are actually working and then we're trying these other things to to see what sticks and >> we just pitched to like Princess Cruises and >> Nor Yeah, we had a call with >> Get on board with above board like how great idea for like cruise ships, right? Above board, right? And we could brand, you know, brand these like >> I just thought of like like tennis clubs, golf clubs. >> 100% like those where they're like wellness centers, right? With bars. >> Well, speaking of >> I know we're headed to um Palm Springs on Sunday. We're doing the classic club. They're bringing our brand on and it's such an honor. We're being partnered with Lo and all these top, >> you know, brands. And what's great, I say to say it again, is that we play well with others. Like there's not a whiskey or bourbon. What's the Oh, bourbon that was at the house. >> Oh, Whiskey Pig. >> Whiskey Pig. Um, we just did the California Restaurant Awards and I brought my coffee over and we shared one and he brought a bottle over and so I was pouring them at my station as well. He's like, I cannot tell you how many people said how great our stuff tasted together. And now he wants to do a collaboration. >> Yeah. The the oldfashioned again is my drink. And so what I love about the Revolver, it was actually created by a guy in San Francisco back in the early 90s. drawing a blank on his name. But what is great with our coffee is that, you know, typically Kalúa leaves that >> long aftertaste in your mouth. Ours is very subtle and it dissipates really quickly. So, you can have a high-end bourbon and you're still getting the profile from the bourbon and then it's just a light coffee note on the back and it's it's so And then couple of dashes of orange bitters. It's >> phenomenal. We'll have to make you one. >> Well done. Yeah. I can't wait. >> I like mine a little sweeter so I'll pour our orange on top of it. So, our three flavors are the orange, coffee, and Irish. And they work so beautifully together. Like even our orange and our coffee >> together with Mscal. >> Yeah, it's insane. >> So, what do you guys have on deck for the like closing out Q3, Q4 of this year? What's what's on the agenda? >> We got a nod from uh Target. Okay. >> So, uh they offered us more territory than I was comfortable with. I actually reeled it in a little bit. >> Um they wanted to put us in >> hard financial side. I'm like, why are we Let's go and use the credit card, right? >> Yeah. >> I know that it's velocity of sales. It's like to get a sale like that, >> to me, that's where the hard work begins because if it's not turning over, if it's not selling, you shot yourself in the foot. That's right. >> So, because we are in Total Wine in Palm Desert and Tmacula, I said yes to um Palm Springs, Targets, and Myrietta area. Yeah. >> So, cuz we can work those and make sure they're being serviced. And you know, we have to get the brand awareness and people can't ask for what they don't know exists. Like, how do you look for something you don't know exists? >> Totally. >> And our font, it says zero grams of sugar as small as can be cuz the TTB insisted on it. >> And not only that, but we had to support our zero gram of sugar with a nutritional panel on it. But I love that now cuz I'm look above board full transparency. And then our QR code >> takes you to the website where you can see what Alulos is, you know, explains everything about it. >> So, you know how if something's vegetarian, there's like an icon gluten-free. There's the icon. >> We are gluten-free as well and we have the icon on our bottles. >> Is there an icon for no sugar? >> Oh, that's a like this like if there's >> there's no governing body for >> I did chat it. No, there's not. But there's like >> cool ones you can come up with. Um because Antonio with the Hyatt, well, we met, we thought we were meeting with the um beverage director for the Oceanside Property, turned out he was the national beverage director for Hyatt. >> He saw us as leading the charge in the whole better for you beverage movement and he wants to implement it throughout California at the Hyatt Regency brands um on their spa menu. He wants a spa cuz all you get is champagne when you're there, you know, and I don't know. >> I was just thinking of our tennis club. Like I'm a member of the tennis club. We all play and then we go drink. >> Yeah. And it's like it'd be kind of nice if these things were uh no sugar or there was an option for it. Right. Otherwise, everyone's drinking tequila soda. >> That's right. >> Which is fine, but >> not have a sugar-free market. Right. >> Yeah. Exactly. Have a sugarree market. >> There's so many outlets for what we're doing. It's fun. I just got involved with a a golf group of women um because they had chapters in Palm Desert, Orange County, you know, and honestly, I've been trying to get him to get certified to be a scuba diver and I'm he wants me to golf. So, this is my way of saying I'm going to start golfing, but why not golf with a bunch of wonderful women who are set in beautiful locations and are all businessminded? I I couldn't make it to the first event. Um, I just joined them, but I sent up bottles and I guess I had the most amazing time. And >> it's so great. So great. But that kind of plays into the question you asked like Q3, Q4, where are we going? How do we stay focused? And so we >> we spent a lot of this year kind of researching and looking at, you know, where's our demographic? What are these groups that we should target? Tennis courts, golf courses, even ski resorts in the winter time, too. I think there's a play there with with coffee and Irish cream as well. So, we applied to most large corporations will put out an RFP in Q1, but it's not until 2026 until they get implemented. So, we applied for I don't know 12, 13 of them. So, we're hoping that, you know, ju if just a couple of those come through, we're good to go. And even though R&DC faltered in California, their CEO agreed that he would distribute for us nationwide if we when when we land our first national account, right? But yeah, I think you know towards the end of this year we're really focused at you know making those campaigns those automations you know for golf courses for tennis clubs you know for spa resorts >> and also jumping on any like event that we can in Southern California that is like on the lower end. Well, that's how you guys met, right? I mean, it's like you got to show upful. You got to show your product. And, you know, it's it's hard work. It's a ton of shing. Like, we do like four events a week. >> Yeah. Kudos to you, by the way. You went there. We were just getting seated. You came over. Do you want to try my product? >> Spell apple. >> And I was like, "Yes." And I was like, "Yeah, do you have it?" And I think you looked at me funny like, "What? Of course I do." >> Like, he's he's actually interested in in trying this thing. >> He was like nine. Yeah. >> And we tried it. It was lunch. It was fun. >> It was a lunch. >> The ladies you were with. I loved your guys's reaction. But >> yeah. No. So, kudos to you. I mean, honestly, that's I think that's missed in the entrepreneurship world. It's like that that's such a thing. You know, it's like you have to you have to commit to everything you possibly can. >> That's right. Meet everyone you can. >> Yeah. You never know ever. >> People have been so kind to us, too. like genuinely like just like okay so I know you know and then they'll just I'm like wait I need to like >> make a chart because they have so many connections that they want us to you know potentially >> and it's just like it gets a little overwhelming sometimes like just driving up from San Diego to here just all the possibilities as we drive through Orange Lagona you know I'm just like oh my gosh how are we going to territory >> you'll just be planning for living just in California I mean California is what 14% of the alcohol market in the US. So, I mean, then Vegas, once you're in Vegas, you're huge. That's it. Three billion dollars of M MGM makes three billion on food and or sorry, be annually. It's crazy. Like dive bars do 15 million there. >> Speaking of Vegas and Tahoe, we're uh we're actually doing the world curling event which is going to be televised. We backed into these guys. Uh >> we met. >> That's the only sport I love watching. >> It's so fun, right? It's just relaxing. I don't know. They have we didn't know like the behind the scenes. They have these like drinking parties like while they're doing it and like afterwards and karaoke and like I mean they're a wild group. We cannot wait to get into three days. We have a few bar conventions or like arena. It's crazy. We're like yes we will. Yes, we will show up and yes we'll be licensed by then. So >> well look we'll have you guys at Pawn Shop obviously next year Q1. put us on the docket and we'll launch into sounds like an amazing venture and we can't wait to see it. >> Yeah. >> Tell everyone where they can find you guys and where they can support obviously one of my favorite things. >> We'll post on that's one thing we always do with every uh location that we get into. We do a a big social media push and share it out to everybody. And >> yeah, so um our handle is drinkabove board. That's our website as well as our Instagram. Um, you can order online and other than that, the total wine and more, we're only in six locations, San Diego and out in the desert as I mentioned, but we're looking at expanding into about six more >> through LA because it doesn't make sense to have events here if somebody can't go find it and buy it, right? But, um, Total Wine is reordering constantly, so we know we're on the right track. >> Yeah. And then Ralph's, we just got into 10 locations with Ralph's and >> just in San Diego. >> Yeah. It's only 10 down there, but they have 187 stores in California. So, >> uh, that'll be a longer play. But, yeah, I think if we can >> Target maybe soon. We'll see. >> Yeah. Exciting. >> A lot of these key, you know, key pieces are are coming together and we're >> we're so blessed and, you know, excited about what we have in front of us and, you know, really think that we have something unique and and uh, >> you sure do. >> We just want to get it in everybody's house. Yeah. >> This is the last pod in this space, guys. Thank you. I'll never forget this moment. This is so fun. Thank you guys for being a part of this and you're now part of our story as we grow also. >> We really appreciate it. >> All right. Thanks, guys. >> Thank you. >> As Diego said, this was the last podcast in our old studio space. We're going to take a break between now and when our next studio space is built sometime around the new year. This podcast began in a dining room table and this latest iteration was Startup to Storefront 2.0. It was a bittersweet moment leaving the space, but Start Up to Storefront 3.0 0 will be nothing short of epic because we're going to be broadcasting from the second floor of Quan Shop, a new sports bar that will redefine what a sports bar can be. So, thank you for listening, for supporting us, and for being a part of this journey. We can't wait to share what's next, so be sure to tune back in when we return in the new year.