April 2, 2025 • 45 mins
A personal tragedy transformed Kristina Hall's life when her father was diagnosed with stage four prostate cancer during her senior year of college. This devastating news sparked a journey into the world of nutrition and supplements as Kristina witnessed how dramatically food choices and targeted supplementation could improve quality of life during cancer treatment. This awakening led Kristina and her husband Brian to eventually launch True Grace, a supplement company built on uncompromising principles.
What makes True Grace unique isn't just their commitment to "meaningful ingredients at effective doses," but their remarkable timing—quitting secure jobs to launch a business just weeks before the pandemic changed everything. Yet this apparent misfortune became their advantage, forcing methodical development while providing unprecedented access to industry veterans who were suddenly accessible by phone. Their persistence through supply chain challenges demonstrated the unwavering commitment to values that defines their brand today.
Kristina's experience as a new mother revealed a critical gap in the supplement market. Standing bewildered in the children's vitamin aisle, she realized this overwhelming experience mirrored how most consumers felt about supplements generally. This insight drove True Grace to pioneer innovative children's products, including the only Kids Multi containing clinically studied Lutamax for blue light protection and focus—addressing modern parents' screen time concerns while delivering essential nutrients. Their ingenious probiotic+D3 stick packs solved "gummy fatigue" by combining two crucial supplements in one easy-to-administer format.
Beyond product innovation, True Grace exemplifies environmental leadership through regenerative agriculture partnerships and sustainable packaging. They've helped certify Wisconsin's first ROC farm and removed over 13,000 pounds of plastic from Indonesian waters. For retailers seeking to attract younger demographics, especially mothers, Kristina's social media strategies and staff education approach offer a blueprint for success in natural retail. The True Grace story demonstrates that principled business practices can create both exceptional products and meaningful environmental impact—proving that doing good and doing well remain perfectly compatible goals.
Connect with us:
Email: info@naturalproductsmarketer.com
About Amanda Ballard
Amanda has worked in natural products marketing in the retail setting since 2016 and has a great understanding of the unique challenges and opportunities that retailers in this industry face. More than anything, she wants this industry to continue to boom and believes much of that success hinges on the ability of retailers to do well in their businesses and market their products effectively.
About Tina Smith
Since 2014, Tina has worked with multiple natural products businesses, discovering how to market their CBD products online, without having their payment processor shut them down, to letting customers talk about their health issues those products have helped them solve. She knows first hand how experts like you offer the best products and a superior customer experience, that is why she is committed to helping you find an easy way to grow your natural product business.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Kristina Hall (00:00):
We haven't ever spent money on social media,
social media advertising, butnow this year, we're really
putting a focus on that to drivepeople into the stores.
And you stated it perfectly the40 and older.
They're coming in the stores,they're shopping in the
supplement department, but whatwe're targeting on social media
(00:23):
to get people into the stores isthe new mom or someone that's
thinking about becoming pregnant, or someone that has become
pregnant, or someone that hasyoung kids.
Tina Smith (00:35):
Welcome to the Natural Products Marketer
Podcast.
Amanda Ballard (00:38):
I'm Tina and I'm Amanda, and we're here to make
marketing easier for naturalproducts businesses so you can
reach more people and changemore lives.
Welcome back to the NaturalProducts Marketer podcast.
We are so excited to be joinedtoday by Christina Hall with
True Grace.
It's been a pleasure havingseen the growth of True Grace in
(01:04):
the industry over the last fewyears, and so we're really
excited to just pick Christina'sbrain and learn all about True
Grace and her story and wherethe brand is going, and so thank
you so much for being with ustoday, christina.
Kristina Hall (01:18):
Yes, thank you for having me.
I've been looking forward tothis.
Tina Smith (01:22):
Okay, first question that we always ask is how in
the world did you get into thisbusiness?
Because it's not usually one ofthose things that you ask
kindergartners and they talkabout.
Kristina Hall (01:32):
So true, and you know it's funny.
I've kind of found that a lotof people get into the industry,
unfortunately, with like sadhealth stories.
And that's how I got in theindustry, Really.
You know, my dad was diagnosedwith stage four prostate cancer
when I was in college.
It was my senior year and atthe time they only gave him six
(01:53):
months to live.
So I graduated and kind of putmy life on hold and moved home.
But I also really wanted a job.
I had just graduated and so Iended up getting a job right out
of college with StandardProcess, which is a practitioner
supplement line that'sheadquartered here in Wisconsin
(02:13):
where we live, and so that waskind of my first introduction
into the whole supplement world.
And in tandem through my dad'scancer journey, it was really
eye-opening how much what youput in your body, including food
and supplements and nutrients,really could affect the quality
(02:35):
of someone's life when they'reon chemo, when they're on
radiation, and so not only was Ibuilding my knowledge in the
whole supplement world but alsolearning so much about how to
improve your diet and be lessinflammatory and eat organic and
all of those things through hiscancer journey.
So that was really my kind ofintroduction into this whole
(03:00):
supplement world, and I've beenin it ever since.
Tina Smith (03:04):
Yeah, thanks for sharing that.
It's interesting.
I saw that on your bio and Ifeel a kindred spirit with you.
We're going through that rightnow and we've always known this
has been part of my journey fora long time, this health
industry but we've always knownwhat goes in affects everything,
(03:25):
and it just becomes so muchmore important now whenever you
have a loved one who's facing acritical illness.
Um, that I think you just get alot more attention put on it
for sure.
Kristina Hall (03:38):
Yeah, exactly, and you know, like I said, it's
it's not that we were everpeople that ate unhealthy.
Even my dad was super fit andin shape and you know we I said
it's not that we were everpeople that ate unhealthy Even
my dad was super fit and inshape and you know we ate a lot
of home-cooked meals so I feellike we were all just really
blindsided when we got that news.
It was like, how could this be?
We're healthy people and sothat, too, just made us really
(03:59):
aware of this can happen toanyone, of this can happen to
anyone.
And it's even more importantyou know, especially me as his
daughter and my brother toreally focus on our health now,
forever, and make it a priority.
And so you know I've done that,of course, with a lot of
supplements.
We always have taken a lot ofsupplements but also just in
(04:21):
what we eat at home and how wefeed our kids.
Amanda Ballard (04:24):
Yeah, and I'm curious I would.
I would imagine going throughwhat you went through with your
dad and then gaining all of thisknowledge along the way that,
that you know having kidsyourself, that that's kind of
transformed the way that youraise them and parent them and
how you, you know, live yourlife on a day-to-day basis.
Did that kind of prompt you tostart True Grace?
(04:46):
Like what was that kind oforigin story?
Kristina Hall (04:50):
Yeah.
So I feel like you know, withall of the knowledge and
networks through the variouscompanies in the industry that
both Brian, my husband, who alsohas been in the industry
forever, and I worked with, wejust felt like there was a need
for a long time for a brand tocome into the industry.
That kind of was back to theroots of what the industry was
(05:12):
founded upon, that really wassupporting the retailers.
That was really mission driven.
And a lot of the companies justprior to us starting True Grace
had been sold or bought bybigger companies, and so that
was really kind of where we sawan opportunity.
But I also have to say, when wehad our first child, I could
(05:33):
not believe how overwhelmed Iwas in that space.
Walking into the kidssupplement section was
eye-opening for me because I hadactually not sold kids
supplements before and so I hadnever really been in that
section.
And I thought to myself this ishow most people feel when they
(05:54):
walk into a health food store,into the supplement section in
general, and it's veryoverwhelming and it's very
confusing and there's so manyoptions, and so I really then
after you know, having our babyat like six months old standing
there in the aisle thought, gosh, we have, this is our chance.
Like we should really start aline that, of course you know
(06:16):
encompasses the whole familykids and adults and focuses on
foundational health for thefamily.
So it was kind of twofold.
What really got us excited aboutstarting a brand?
Of course, it was not the besttime.
We quit our jobs in February of2020.
And I mean people are like, areyou crazy?
(06:36):
And you know we had no idea.
When we quit our jobs, it wasright before anyone had even
known what COVID was, literallytwo weeks later, was when they
were saying they were going toshut the world down and we were
here with no jobs and I believeour kids at the time were two
and four and starting a business.
So it was very scary for us.
Tina Smith (07:00):
But you made it look at you now we did.
Kristina Hall (07:03):
I always say I think there was a silver.
I mean, everything happens for areason.
I think there was a little bitof a silver lining in all of it
that we were really forced totake our time and go slow.
So Brian and I are typicallylike, our personalities are like
let's get it done, let's go,and we had no choice but to
really slow down, and so wereally thoughtfully worked
(07:25):
through every stage of thebusiness.
So I think in the end, that'swhy everything when we launched
as a brand, felt so cohesive.
And then also a lot of peoplewere just at home, bored and
didn't have much to do, and sowe use that time to pick up our
phone and call all of ournetworks in the industry and
(07:46):
pick their brain and ask what weshould be doing, what we
shouldn't be doing.
And so I think if we would havelaunched, started the brand at
any other time, there's no waywe would have gotten half these
people on their cell phones knowa few things that worked in our
favor, but it did take us untilOctober of 2021 to get products
(08:06):
on shelf in stores, and that'sbecause of supply chain and all
of the issues due to COVID.
Amanda Ballard (08:12):
Yeah, well, you know you mentioning that you
were on the phone with all ofthese different people in your
network.
I don't know if I've ever met agroup of people quite like
those of us in the naturalproducts industry, that everyone
is so supportive of each other,and I just love just how
(08:32):
uplifting this community is, andso I that's exciting that you
had that experience kind of juststarting starting out and you
know, potentially even talkingto competitors about what
they're doing, and people arelike like there's room for
everybody.
Kristina Hall (08:46):
It's so true.
I always say it's a funnyindustry, even with just like
reps that I've known through theyears.
We're all recycled in thisindustry, like we've all worked
for multiple companies, um, andthe biggest thing in this
industry is to never burn abridge, for that reason that you
know you're always going tocome back years later and meet
(09:07):
someone that you worked with,you know, 20 years ago, um, but
yes, I agree, we actually werequite blown away by, like you
said, even competitors whopicked up their phone that were
cheering us on.
There is room for everybody.
And uh, we, we felt that toowhen we went into retailers.
I was like, how are retailersgoing to take this?
Are they going to say, oh,another multivitamin, another
(09:30):
fish oil?
And they didn't.
We really had good successgetting into stores right out of
the gate.
Tina Smith (09:38):
Well, and I have to say, just picking up your phone.
This industry is very personal.
So if you're a natural productsretail store, you know the
products that you're bringinginto your store.
You pride yourself on knowingthe products, the people where
the manufacturers are sourcingingredients.
It's something that you feelreally protective about.
So I bet picking up the phonegive you guys a unique advantage
(10:01):
over some other people whomight try to come in digitally.
Kristina Hall (10:06):
Yeah, yeah, that's so true, and it helps to
have people's numbers too, sothat definitely played in our
favor.
Amanda Ballard (10:13):
For sure.
So tell me a little bit moreabout the kids line, because I
know that's kind of a newerthing, like you kind of had that
in the back of your mind as youwere starting to mine.
Um, but I've had that exactsame experience and I've been in
the industry before.
I even had kids.
So, like the first time mydaughter got an ear infection, I
(10:34):
was like, okay, whatever thedoctor says.
And then it was like here weare, ear infection after ear
infection.
I'm like can I just talk to my,the people that I actually work
with, and them tell me what todo?
And that was like, oh, likethere's natural remedies, we
don't have to do all of thissilly stuff anyway.
Um, but I would love to justhear more about the kids
(10:57):
supplement market and whatyou're seeing as opportunities
there.
Um, not only just for for youguys as guys, as creating a new
line, but just for stores, likeshould they be looking at
expanding in children's health?
And you know what are somethings that they should be
looking for?
Kristina Hall (11:17):
Yeah, it's interesting.
I always wanted to start a kidsline and it took us.
Our actual intent was to launchthe kid's line when we launched
our adult products, and then wecame to find out kids' products
are extremely, extremely hardto formulate, and we know why
because if kids aren't going totake it because they don't like
the taste, it's parents aren'tgoing to buy it.
(11:39):
So you know, the first thingthat you know has to come to
mind is it has to taste good andit has to be a good texture,
regardless of the ingredients,because if they're not going to
take it, it's you know it's notgoing to do anyone any good.
So we actually pulled someonline data and found out that
(11:59):
the number one sellingmultivitamin online is a kid's
multivitamin out of all mymultivitamins, and so that was
really what triggered us andgave us the push.
Like this is a good audiencethat we should be targeting, and
when you look at the kids linein general or kids category in
(12:22):
general, I think oftentimes alot of these new and innovative
ingredients are always marketedtowards adults, and so that's
something that we're trying totake into consideration when
we're launching kids products iswhat ingredients have been
clinically studied for childrenthat they're not getting in
(12:45):
their diet, that they should begetting.
That would really benefit theirhealth and wellness.
That we could include, and sothat's what we did with our Kids
Multi that just launched.
We're really, really proud ofthat one.
It's the only Kids Multi in thecountry that has clinically
studied Lutamax kids.
So it's lutein and zeaxanthinthat's been clinically studied
(13:10):
in kids for blue lightprotection, which is amazing for
all of us parents that areconcerned, which is everyone
with their kids' screen time.
I mean, they get it at school,it's unavoidable but also it has
been studied to help with focusand concentration, which also
is a concern for parents.
So not only is it a reallynutrient dense multivitamin, of
(13:32):
course, with the zinc and the D3and everything else, but you're
also getting that blue lightprotection and we can make the
claim right on the front.
So that's really what we'retrying to do.
And then also, as a parent andI'm sure you feel this too I was
so tired of giving our kidsgummy after gummy after gummy,
and so I said we've got to comeout with something that's a true
(13:54):
two in one product so thatwe're eliminating the need for
kids to get, you know, 12gummies in a day, and that's why
we launched our probiotic plusD3.
So it's a true two in one athree strain probiotic and 800
IUs of D3.
And I call that our no excuseprobiotic for moms because it's
(14:19):
in a stick pack, so our kidslove just opening it and pouring
it right in their mouth.
Probiotics are naturally sweet.
It has a little bit of xylitol,which helps with oral health.
Anyways, it's not flavored, butour kids love it.
And should kids not love it andor they don't like pouring
something in their mouth, youcan mix it in anything and they
don't even know it's there.
So I'm always like I get whenparents are like our kids don't
(14:42):
like this or our kids don't likethis, but there's no excuse.
With this one you can hide itin anything and they don't even
know they're getting it.
So, yeah, we were really happythat we were able to do the two
in one and now I'm like, oh mygosh, we're only giving our kids
like two or three gummies a day.
We've dwindled it down.
That's awesome.
(15:05):
Well, and I'm sure it's like agreat.
Sorry, that sounds like a greatone for a product demo.
It is a great product demo.
Amanda Ballard (15:08):
For sure, yes, yeah, yeah.
Well and I was just about tosay that it's you can tell that
this was clearly formulated by amom that all of the struggle of
trying to get your kids toactually take the supplements
that you want, and, yes, so Ilove that.
Tina Smith (15:23):
I know, as you were talking about like flavor and
texture, I was like did theymake it taste like mac and
cheese or dinosaur chickennuggets?
Kristina Hall (15:31):
Because that's usually the only thing that kids
will be like yeah, I'll haveyou know what's funny, we test
piloted the gummies because wejust we needed to nail the
flavor.
We knew it.
And so we went around and wefound the pickiest of picky kids
, and you know a lot of kids.
Their pickiness, I actuallylearned, is not necessarily
(15:52):
about flavor, it's a texturething.
And so a lot of the moms I hadtalked to said, well, they don't
like this gummy that you know,whatever.
And it's because of the texturegummy that you know, whatever.
And it's because of the texture, it's actually not the flavor.
And so it was an interestingexperiment for us and we really
(16:13):
that's what took us so long iswe did multiple runs of this to
get the texture to where wewanted it and actually we always
got feedback that it tastedamazing.
So what most kids say is theylove our gummies because they
taste like a fruit roll-up, sothey taste like real fruit.
They don't actually taste likea gummy and they're kind of more
of that type of texture too.
(16:35):
And in fact, I had a parent comeup to me.
I was in my workout class theother day and she came up to me
and she said, oh, I ordered yourkids multi and and I said, oh
good, how did your kids like it.
And she was like well, now mykids are ruined for life.
And I said why?
Oh my gosh?
And she said because I haveother things in the cabinet that
(16:56):
I want them to take, and theywill now only take the True
Grace gummies and they won'ttake anything else.
I said, well, that's a goodproblem to have.
Tina Smith (17:06):
So they're going to demand that you come out with
other things as well, huh.
Kristina Hall (17:10):
Yeah, so they're going to demand that you come
out with other things as well.
Huh, yes, yes, I mean I wouldlove to.
I think it's.
It's such a great, uh, targetaudience.
I'm passionate about it and, um, I think it's kind of a an
audience that goes missed often,because it is difficult.
You know, you're trying tolaunch products that are fully
based around taste and texture,so it's challenging to have a
(17:32):
really clean product that stilltastes good and isn't loaded
with sugar.
Tina Smith (17:37):
Yeah that kind of makes brings me to.
I mean, that's great that yougot the kids part right, that
they're ready to take it andlove it, and yet some of the
things, the feedback that wehear from our retailers is man,
we've got the 45, 55 year oldplus people, no problems,
they're coming in for theirregular supplements and health
(17:59):
products.
What they struggle to get aresome of those younger people,
especially young moms, coming inthe doors.
So what attracts that kind offoot traffic into retail stores
like the ones that are going tohave the products that you carry
?
Kristina Hall (18:15):
Yeah, so we've actually put a focus on that
this year, in 2025.
We haven't ever spent money onsocial media, social media
advertising, but now this yearwe're really putting a focus on
that to drive people into thestores.
And you stated it perfectly the40 and older.
(18:37):
They're coming in the stores,they're shopping in the
supplement department, but whatwe're targeting on social media
to get people into the stores isthe new mom or the someone
that's thinking about becomingpregnant, or someone that has
become pregnant, or someone thathas young kids.
So we are partnering with anagency to really work on, like,
(19:00):
what is compelling to these momsto get them to come in the
store and not only just by truegrace, but just to enter into
that overwhelming section andask questions.
And that's the whole reasonthat people come to the store
versus, you know, getting itelsewhere is they come for the
(19:20):
knowledge of the store staff andI think if younger moms realize
that and knew that they couldget that, it's just a matter of
getting them to get in the storeand enter the section, and then
I feel like people.
There's a reason customers, youhave loyal customers and they
continue coming back becausethey appreciate the education
and knowledge, and so we put abig, big focus on educating our
(19:43):
retailers so that, when you getthe people into the store,
they're able to say, well, thisis what makes this product
unique and this is what'sdifferent between you know this
product and other products.
Tina Smith (19:56):
Yeah, that's awesome .
So if anyone's trying toattract younger moms into your
store, follow True Grace onsocial media.
Amanda Ballard (20:04):
Well, this makes me think too.
You know we talk a lot aboutbeing the health influencer in
your community and I think thatstores should be thinking about
are they even staffed withpeople that can resonate with
that audience?
Because I know for me as muchas I will appreciate the wisdom
(20:26):
of moms that are significantlyolder than I am and lived it and
done it and all of that.
The supplement availability haschanged so much over the years
and there's so many new thingsand I would love to have someone
that's more my age that cantotally get like oh, I'm right
there in the trenches with youand this is what I use for my
kids.
I think that's something thatif you don't have a person
(20:49):
that's in those shoes right nowon staff, it might be something
worth looking into bringing onto your team just so you can
attract that audience.
Kristina Hall (20:58):
That's such a great point, I agree.
Yeah, I think people alwayswant to hear and that's what
they often ask.
The staff is well, what do youtake?
You know that's that's thereason why brands give, give
store staff samples is that theyhaven't taken your product.
How are they going to speakabout how it made them feel and
when they took it and theirexperience?
And so again to your point.
(21:18):
Like having someone who haskids and who has tasted and
tried the products on shelf goesa really long way with people,
versus just saying like well,I've heard it tastes good, but
you know, I don't have kids or Ihaven't tried it myself is not
as compelling.
Tina Smith (21:37):
Yeah, and you know, you were talking about the
ingredients that combat bluelight and I thought, man, maybe
we need to take the kids andmultivitamins.
Kristina Hall (21:50):
Well, I'm like a little.
I use them as like a littlesnack, like a little sweet treat
after I eat.
They are so tasty.
But I agree, I was like I wantthis ingredient too.
I need this, like I'm down tolike wearing my blue light
glasses all day, because by theend of the day my eyes just feel
fried.
Tina Smith (22:08):
Yeah, 100%.
I'm using red filters all overlights at night.
So, yeah, we all need itprobably.
Kristina Hall (22:15):
We all need it, for sure, yeah.
Amanda Ballard (22:18):
So tell me a little bit more, Christina,
about True Grace and yourcommitment to sustainability and
regenerative agriculture,Because I think you mentioned
earlier how you wanted to createa brand that was mission driven
and that was kind of lacking inthe industry.
So I'd love to just learn moreabout your mission and how that
kind of just informs yourdecision making as a as a
(22:40):
business.
Kristina Hall (22:41):
Yeah.
So regenerative agriculture wasreally at the forefront of our
mission when we started and thateven goes way back before we
had even thought about startingTrue Grace.
We had a family foundation.
My dad died at 50 and he was asuccessful entrepreneur and we
used the funds from the sale ofhis company and part of them
(23:04):
went into a foundation.
And every year we get togetheras a family and say, ok, what is
it this year that you know wereally want to support and get
behind.
And it just so happens that oneyear it happened to be this
thing that none of us had heardabout called regenerative
agriculture, and at the timethey wanted to create a standard
(23:25):
.
There was no ROC standard,there was no ROA standard, there
was no ROC standard, there wasno ROA.
And so Rodale was working ongetting the funding for the
white paper for writing, youknow, regenerative agriculture,
and our family actually donatedto the writing of that white
paper and we kind of thenstarted kind of building the
(23:48):
groundwork with Rodale anddifferent relationships and
partnerships in that communitythat we're all really passionate
about.
There are other companies toothat were really passionate
about this movement, and so whenwe started True Grace, we
thought this is a perfectopportunity to give it more of a
spotlight.
Still, at the time I'd say in2020, you know, not a ton of
(24:10):
people had heard aboutregenerative agriculture, but
our company really had a focuson nutrient density.
So our tagline is meaningfulingredients at effective doses.
So when you think about it,when you're using whole food
ingredients and you'reconcentrating them, it's
important as a supplement brandthat those ingredients are the
(24:30):
most nutrient dense that you canfind, and studies have shown
that regenerative and organicingredients are way more
nutrient dense than conventional.
And so we set out to really helpbuild and grow the supply chain
, because that's really thechallenge, especially in our
industry, is, it's great to wantto source regenerative
(24:54):
ingredients, but there's not aton of them available and it's
hard for farms to make thattransition.
So True Grace actuallypartnered with Rodale and we
provided consultancy hours forfree to farmers in the Midwest
region that wanted to transitiontheir land from either
(25:14):
conventional or some of themwere already organic but wanted
to get the ROC certification,and so a Midwest consultant
would go out to their farm, theywould walk them through the
process and they would help themget that certification, because
it's not only timely but it'salso costly to a farmer and they
(25:35):
don't have often the time tofigure all of this out on their
own, so they really need aconsultant to help them do that
for us, because we actually hadthe first ROC farm in the state
of Wisconsin get certified usingthe consultancy hours that True
Grace had donated, and they'renot too far down the street from
(25:58):
us and now he's actuallygrowing ingredients ROC for our
industry.
So Simple Mills, for example,he's growing ingredients for and
eventually he'll be growingingredients for us.
So yeah, so that was really afun project and we continue
every year now as a company toget together and say you know,
(26:18):
what do we want to do next year?
This year, in 2025, we'repartnering with Kiss the Ground
and SCI.
So in every aspect of thebusiness we're always looking
for how does this support soilhealth, how can we source a
regenerative ingredient and howcan we help farmers along the
(26:39):
way?
So you'll see, like even in ourmultivitamins, we have
regenerative, organic, certifiedashwagandha and holy basil in
the 50 plus, it's the copa.
So we're always looking tosource what we can and as the
supply chain grows and builds,obviously things will become.
Even our kids multi has ROCsugar in it, which we were
(27:00):
really proud of.
Tina Smith (27:02):
Yeah, that's amazing .
We hear a lot of especiallythese small local farms that
supply some of the food goods tosome of our local retailers.
They have said look, we followall the practices.
It's just too expensive and toomuch legal red tape for us to
get organic certified orregenerative farm certification.
(27:23):
So that's amazing that you guyswould help provide that.
Kristina Hall (27:28):
Yeah, thank you, and it is true, there's a
beautiful farm down the roadhere that we get some of our
veggies from and they doeverything regenerative, organic
, and we presented theopportunity to them and they
said the same thing.
They were like you know, it'sreally it is it's time consuming
and it's expensive and it'sscary for a lot of people
(27:48):
because they don't have the timeoften.
So, yeah, it's been fun to seesome actually big farmers that
were able to use the consultancyand transition their land over.
Tina Smith (28:00):
Wow, that's great.
Well, I remember when I firstsaw you guys' products in one of
our local stores.
When I first saw you guysproducts in one of our local
stores, it was just even thebranding felt so clean and
refreshing.
There was something about itthat I just felt drawn to.
It felt really nice and freshand new and clean.
(28:23):
So we talked to the stores alot of times about, like, what's
the first thing you do formarketing clean your store,
reorganize yourselves butthere's something about like
just visually coming in a placeand having a feeling and I think
you guys did a great jobwhenever you're doing your
branding, for sure.
Kristina Hall (28:44):
Thank you.
Yeah, we always say wedefinitely did not take the easy
route in many aspects of thebusiness, packaging being one of
them, but it was something wewere really passionate about.
Of course, we wanted to beunique and different, but also
there was a huge sustainabilitypiece around packaging that we
really put our foot down andsaid we're not launching in
(29:08):
certain packaging types and wewill wait until we can get what
we want.
And we did, and that was reallya huge part of the delay at
launch.
When I talk about supply chainissues, it was mainly packaging
supply chain issues.
That was the challenge, andthere were times where we could
have said, okay, well, let'sjust go with a 100% virgin
plastic bottle.
We could have launched probablysix months to a year earlier,
(29:33):
but we said, no, we're reallygoing to stand our ground on
this, and we felt confident thateventually we would be able to
get the packaging that we wanted, which we did, and I think it's
paid off because, to your point, it is, you know, unique, it's
custom to True Grace, no oneelse has our beautiful bottles
and, on top of it, we have sucha cool story, a sustainability
(29:55):
story, behind all of ourpackaging that we're really
proud of and you know kind of wehave our tracker.
I've actually yesterday it gotupdated to today True Grace has
pulled 13,000 pounds of plasticout of oceans and waterways in
Jakarta, indonesia, which iswhere those big, you know
plastic islands are.
Tina Smith (30:16):
That's amazing, and I will tell you that that is
something that is attractive tothese younger moms.
They are looking for businesseslike that, for sure.
Kristina Hall (30:26):
Yeah, yeah, 100%, like that for sure.
Yeah, yeah, a hundred percent.
I think people in general thatare shopping in health food
stores to some degree varyingdegrees care, and I think for
some people they feel like ifthey could just do something to
feel like they're doing theirpart, they may not have time to
volunteer or they may not havemoney to donate, but that's part
(30:50):
of why consumers want to getbehind brands that have
sustainability at the core oftheir mission, because they know
by purchasing that brand,they're at least doing their
part in contributing to helpingthe planet.
And that's kind of the wholestory with our packaging.
People can feel good abouttheir purchase.
(31:10):
Every purchase makes an impacton the planet, regardless of how
sustainable you are, but topurchase from a company that has
the least harmful impact on theplanet really makes people feel
good about their purchase.
Amanda Ballard (31:26):
Yeah, well, and I've always thought that it was
such a great marketing move onyour part to have the refill
package packages because all andso they're just like well, it
has to go on the top shelfbecause it only really works if
you put it here.
I mean you could rearrange, butI thought that that was
brilliant.
Kristina Hall (31:46):
Yeah, I love those pouches and you know we
were really I don't know if wewere the first, but one of the
first companies to come out witha refill pouch.
And you know we always jokebecause Brian was super
skeptical.
He's like there's a reason.
No one is doing these.
I don't think it's going towork.
And now our pouches outsell thebottles three to one Really.
(32:07):
It was successful and itoutsell the bottles three to one
Really.
So it was successful and it did.
You know it took people a littlewhile to grasp the concept and
it's been fun for us to actuallynow survey our customers to
find out how are you using thepouch?
And we actually found out.
A lot of people do loverefilling their bottle with the
pouch, but also a lot of peopleprefer the pouch over bottle
(32:29):
because they do theirsupplements for the week Right
with the pouch.
But also a lot of people preferthe pouch over bottle because
they do their supplements forthe week and the pouch is really
easy to reach in and get whatyou need and do your Monday,
tuesday, wednesday, thursday,friday and it's resealable.
So that was interesting to hear.
I was like we actually changedour whole like marketing tagline
on our pouches after we heardthat.
(32:49):
You know it's like, yes, it'sgreat to refill your bottle, but
it's also really convenient tofill your supplement case for
the week or fill your case thatyou're traveling with.
And then other people just findit easier again to get their
supplements out because it'swider and softer and they're
just using that as their theirbasically you know package to
get their supplements out everyday and just reseal it.
(33:11):
So people use it in alldifferent ways but over, you
know, I'd say most people reallyare loving the concept of the
refill pouch.
Tina Smith (33:21):
Yeah.
So if you want more consumerfeedback, I'll just tell you I
use the pouch because I travel alot and it's so easy.
I mean, I do carry around somebottles because I travel for
more than a week at a timesometimes, so the containers
just won't do it, but the pouchyou can squish it down, it just
doesn't take us up as much room,it can move around and change
(33:44):
form, so I love it.
Kristina Hall (33:47):
Same.
I travel a lot and I'm like Ilove these couches yeah for sure
.
Amanda Ballard (33:54):
So, christina, we'd love to know you know you
guys are doing really, reallywell in retail and growing what
are some of the things that yourtop retail accounts are doing
with True Grace that otherlisteners of ours could learn
from.
Kristina Hall (34:10):
I'd say the biggest thing is storytelling
and education.
And again, you know, justbecause there are so many brands
in stores and we really do havea unique story behind
everything from our ingredientsto our packaging to our mission,
everything from our ingredientsto our packaging to our mission
(34:32):
I think we spend a lot of timeand money traveling the country,
going into retailers andeducating staff and our hope is
that our passion and excitementand love for the brand
translates to the, the staff inretail stores, and then they can
retell the story and that willbe told to the consumer, which
(34:56):
then makes them brand advocatesand fall in love with our brand.
So that I people always saylike what's your, you know,
biggest marketing opportunityand what's your biggest
marketing expense?
And I'm like it's really staffand travel, uh to to get out
their boots on the ground.
We have, you know, have directsales reps that are going in and
(35:16):
servicing accounts and thebiggest thing for them is
getting in front of the correctpeople in the store that either
are decision makers or are thepeople that are going to be
talking to consumers and reallygetting them to understand the
unique differences and kind ofthe love, you know, and passion
(35:38):
that's behind the brand, and ifthey can, you know, translate
that, which a lot of people thathave been working in health
food stores for a long time arealready super passionate about
what they do, and they canreally easily retell stories in
the aisle, and they know how todo that.
They just have to be armed withthe information, and so that's
(35:59):
really what we've been, howwe've been able to do it and how
we've been able to open newstores, and for us, it's like
it's one thing to get product onthe shelf in a store that's
great, but the bigger challengeis to get it to turn now and to
get people buying a new brand,and if someone's already taking
a multi that they like, it'shard to get them to switch to
(36:20):
what's this new?
You know, true grace multi, andso that's where the education
and training and storytellingbecomes so important for a brand
like us.
Tina Smith (36:30):
Yeah, it's interesting.
Amanda just finished puttingtogether a brand replacement
guide for some of our clients,so there are a lot of people who
are interested in partneringwith a brand like yours that
supports the independent retailchannel, and there's plenty of
opportunity to do brandreplacements, whether it's
(36:52):
slowly but surely or, you know,just tearing off the bandaid.
We've seen both work, Um, butthere are ways to do it.
Part of that is definitelystorytelling and getting your
team on board, Like you'retalking about that education it
should be a priority, but thereare definitely ways to do it.
It to move people from a brandthey might be used to seeing
(37:15):
around to a brand that they, asthe store owners, feel more
confident in the sourcing of theproduct or how the packaging is
done.
There's so many reasons to lovebrands like True Grace.
Kristina Hall (37:27):
Yeah, exactly, and that's why we want people
trying our products too, andthat's why we want people trying
our products too.
So you know we have samples,that we staff samples, I should
say, that are not just like twotablets in a pouch.
You know it's players in thestores that are, you know, going
(37:56):
to be in the aisle training sothat they have tried our
products and they can tell theconsumer what their experience
was in taking the product.
Amanda Ballard (38:03):
Have you found that there's a a cadence in
which you have to hit thosestores over and over again for
them to really be successful?
Kristina Hall (38:13):
Yeah, yeah, I'd say, you know, thank God for
Zoom.
Yeah, we can't be everywhere atonce, and so, you know, when we
initially started, we reallywere just exhausted traveling
the country because we felt likewe were so new that we really
needed to be in person to youknow, get across our mission and
(38:34):
our vision and all that.
But now we've actually foundit's just as effective to get
staff in, you know spurts oftrainings throughout the day
where they'll say, like you know, we'll have six people at this
time and six people at this timeand six people at this time,
we'll do three trainings of oneday on Zoom.
It's hugely effective.
And then we mail them thesamples.
(38:56):
So, yeah, I think it's reallyimportant when you do a training
that we then focus on just afollow-up training with just not
overwhelming with too muchinformation, but just the quick
points of I'm in the aisle, I'mselling a multivitamin.
What are the three bullet pointsabout the True Grace Multi?
That makes it different andunique from some of the other
(39:19):
multis on shelf, because that'sreally what they're going to
remember.
It's great to like, dive intothe science and all of that, but
really what they need toremember and want to know is how
to sell it in the aisle, and sooftentimes we'll do, you know,
the more in-depth training.
And then I always close withlike fish oil, probiotic
multivitamin.
(39:40):
I give them like the threequick bullets and I also love to
give them the top three thingsthat consumers are saying about
our products, not what I'msaying when you go and read our
reviews.
This is what comes, the topthree things consumers love
about our fish oil.
And on down the line, and Ithink that's really gone a long
way with the staff, because theylove telling consumers what
(40:05):
their experience is going to be,not just what the brand is
saying about their products.
Tina Smith (40:11):
Yeah, and if we're thinking about, like, attracting
some of those younger moms intothe stores, think about some of
those, whether it's sending outan email campaign, creating a
postcard, doing some digitalmedia or social media that would
be great to use in all of thoseproducts is what are kids
saying when they use thisproduct, or how are moms getting
(40:33):
this into their kids?
Like, maybe it's in theapplesauce or whatever it is.
There's something, um, there'ssomething that's just feels more
reliable about another momsaying it or watching a kid get
excited about something.
Kristina Hall (40:48):
Yes, exactly that's so funny.
We were just kind ofbrainstorming.
You know, kids products are sodifferent in what you would do
on social media, exactly whatyou said.
I was like we should just dothis like open casting call for
friends and family and say likecome between two and four on X
day with your kids and we'regoing to film them trying our
(41:10):
products and we just want likethe raw footage of cause.
It will be funny.
You know, and I know most kidsI mean 99% of kids love the
taste and the texture.
So anyways, it is one of oursocial media ideas to just do
this like blitz of kid after kidafter kid trying our vitamins
and just getting their you know,kind of raw response of what
(41:33):
they think of it.
Tina Smith (41:34):
Hey, so that's a great idea, like demo days in
store.
You have an iPhone guys, youcan film it as with their
permission and the permission ofthe parents, for sure.
But yes, you can film the kids,like giving it the first try
and seeing their facialreactions, because it will be a
lot of fun for your audience tosee that.
Kristina Hall (41:52):
That is a fantastic idea.
I'm actually going to sharethat with the team.
I love that idea.
Amanda Ballard (41:58):
I've totally used my children as models and
had them be in videosspecifically about kids'
vitamins.
We did a back to schoolcampaign a couple of years ago
and they all love the back toschool campaign a couple of
years ago and they all love thegummies that they take.
And so you're cute and you arenow.
(42:18):
Give them a big thumbs up andshow up if you love it.
Kristina Hall (42:26):
So yeah, you're cute and you're free right now,
that's I'm always like you guys.
We don't need to hire talent.
We have kids, many people thatwork for us as kids, it's free
talent and they all have theirown little personalities, some
of them like our son's supersilly and our daughter's shy,
which just adds to the fun of it, because you can tell we didn't
tell them what to say.
It's you know, they all saysomething totally different.
Tina Smith (42:47):
Yeah, and if you followed that up with a question
to the mom about whether or notthey normally take vitamins and
how they react, that can be alot of fun too, because I bet
you're going to hear somestories about their worst times
of trying to get their kids totake medicine or vitamins or
anything like that, becauseevery parent has those stories.
Kristina Hall (43:06):
Exactly yeah, so true, I love that.
Amanda Ballard (43:11):
I love that, yeah.
So, Christina, if stores areinterested in True Grace, how
could they get in touch with youand you know what would be
their next steps into bringingyour products into their stores?
Kristina Hall (43:26):
Yeah, so they can actually contact us.
Care at truegracehealthcom.
That's just like our generalemail.
They can go to our website andlook up our number.
You can email direct from ourwebsite but we, you know, are
continually checking that andmonitoring and we can give a
call back.
We have a great sales team toservice retailers and always
(43:50):
happy to get on the phone.
You know we're also a smallteam so I always say it's not
like you're gonna have to jumpthrough a million hoops to get
to Brian or I.
Brian's our CEO, but he alsomanages sales, so we see
everything that comes in.
I'm happy to get on the phonewith people at any time.
I do it often, as does Brian,and then of course we have our
(44:12):
team out in the field.
So we're always here to helpand we love feedback from stores
and, yeah, we just lovepartnering together.
I mean, we've been in theindustry for so long, we know a
lot of the great retailers andit's just so fun to be able to
have our own brand now and seeit on shelf and be able to
partner with these great people.
Tina Smith (44:35):
Awesome.
Well, thank you so much forbeing with us today.
This has been great, giving thestores a lot of fun ideas to
implement in their store and tohelp them grow their business
and really, in the end, do whatthey feel like they were born to
do, which is help more peopleand change more lives.
So appreciate your time today.
Kristina Hall (44:54):
Thank you so much for having me have a great day.
Amanda Ballard (44:58):
Thanks so much for listening to the Natural
Products Marketer Podcast.
We hope you found this episodeto be super helpful.
Make sure you check out theshow notes for any of those
valuable resources that wementioned on today's episode.
Tina Smith (45:08):
And, before you go, we would love for you to give us
a review.
Follow, like and subscribe onApple Podcasts, Spotify, YouTube
or wherever you're listeningtoday, and make sure you join us
for our next episode, where wegive you more marketing tips so
that you can reach more peopleand change more lives.
We haven't ever spent money on social media,
social media advertising, butnow this year, we're really
putting a focus on that to drivepeople into the stores.
And you stated it perfectly the40 and older.
They're coming in the stores,they're shopping in the
supplement department, but whatwe're targeting on social media
(00:23):
to get people into the stores isthe new mom or someone that's
thinking about becoming pregnant, or someone that has become
pregnant, or someone that hasyoung kids.
Tina Smith (00:35):
Welcome to the Natural Products Marketer
Podcast.
Amanda Ballard (00:38):
I'm Tina and I'm Amanda, and we're here to make
marketing easier for naturalproducts businesses so you can
reach more people and changemore lives.
Welcome back to the NaturalProducts Marketer podcast.
We are so excited to be joinedtoday by Christina Hall with
True Grace.
It's been a pleasure havingseen the growth of True Grace in
(01:04):
the industry over the last fewyears, and so we're really
excited to just pick Christina'sbrain and learn all about True
Grace and her story and wherethe brand is going, and so thank
you so much for being with ustoday, christina.
Kristina Hall (01:18):
Yes, thank you for having me.
I've been looking forward tothis.
Tina Smith (01:22):
Okay, first question that we always ask is how in
the world did you get into thisbusiness?
Because it's not usually one ofthose things that you ask
kindergartners and they talkabout.
Kristina Hall (01:32):
So true, and you know it's funny.
I've kind of found that a lotof people get into the industry,
unfortunately, with like sadhealth stories.
And that's how I got in theindustry, Really.
You know, my dad was diagnosedwith stage four prostate cancer
when I was in college.
It was my senior year and atthe time they only gave him six
(01:53):
months to live.
So I graduated and kind of putmy life on hold and moved home.
But I also really wanted a job.
I had just graduated and so Iended up getting a job right out
of college with StandardProcess, which is a practitioner
supplement line that'sheadquartered here in Wisconsin
(02:13):
where we live, and so that waskind of my first introduction
into the whole supplement world.
And in tandem through my dad'scancer journey, it was really
eye-opening how much what youput in your body, including food
and supplements and nutrients,really could affect the quality
(02:35):
of someone's life when they'reon chemo, when they're on
radiation, and so not only was Ibuilding my knowledge in the
whole supplement world but alsolearning so much about how to
improve your diet and be lessinflammatory and eat organic and
all of those things through hiscancer journey.
So that was really my kind ofintroduction into this whole
(03:00):
supplement world, and I've beenin it ever since.
Tina Smith (03:04):
Yeah, thanks for sharing that.
It's interesting.
I saw that on your bio and Ifeel a kindred spirit with you.
We're going through that rightnow and we've always known this
has been part of my journey fora long time, this health
industry but we've always knownwhat goes in affects everything,
(03:25):
and it just becomes so muchmore important now whenever you
have a loved one who's facing acritical illness.
Um, that I think you just get alot more attention put on it
for sure.
Kristina Hall (03:38):
Yeah, exactly, and you know, like I said, it's
it's not that we were everpeople that ate unhealthy.
Even my dad was super fit andin shape and you know we I said
it's not that we were everpeople that ate unhealthy Even
my dad was super fit and inshape and you know we ate a lot
of home-cooked meals so I feellike we were all just really
blindsided when we got that news.
It was like, how could this be?
We're healthy people and sothat, too, just made us really
(03:59):
aware of this can happen toanyone, of this can happen to
anyone.
And it's even more importantyou know, especially me as his
daughter and my brother toreally focus on our health now,
forever, and make it a priority.
And so you know I've done that,of course, with a lot of
supplements.
We always have taken a lot ofsupplements but also just in
(04:21):
what we eat at home and how wefeed our kids.
Amanda Ballard (04:24):
Yeah, and I'm curious I would.
I would imagine going throughwhat you went through with your
dad and then gaining all of thisknowledge along the way that,
that you know having kidsyourself, that that's kind of
transformed the way that youraise them and parent them and
how you, you know, live yourlife on a day-to-day basis.
Did that kind of prompt you tostart True Grace?
(04:46):
Like what was that kind oforigin story?
Kristina Hall (04:50):
Yeah.
So I feel like you know, withall of the knowledge and
networks through the variouscompanies in the industry that
both Brian, my husband, who alsohas been in the industry
forever, and I worked with, wejust felt like there was a need
for a long time for a brand tocome into the industry.
That kind of was back to theroots of what the industry was
(05:12):
founded upon, that really wassupporting the retailers.
That was really mission driven.
And a lot of the companies justprior to us starting True Grace
had been sold or bought bybigger companies, and so that
was really kind of where we sawan opportunity.
But I also have to say, when wehad our first child, I could
(05:33):
not believe how overwhelmed Iwas in that space.
Walking into the kidssupplement section was
eye-opening for me because I hadactually not sold kids
supplements before and so I hadnever really been in that
section.
And I thought to myself this ishow most people feel when they
(05:54):
walk into a health food store,into the supplement section in
general, and it's veryoverwhelming and it's very
confusing and there's so manyoptions, and so I really then
after you know, having our babyat like six months old standing
there in the aisle thought, gosh, we have, this is our chance.
Like we should really start aline that, of course you know
(06:16):
encompasses the whole familykids and adults and focuses on
foundational health for thefamily.
So it was kind of twofold.
What really got us excited aboutstarting a brand?
Of course, it was not the besttime.
We quit our jobs in February of2020.
And I mean people are like, areyou crazy?
(06:36):
And you know we had no idea.
When we quit our jobs, it wasright before anyone had even
known what COVID was, literallytwo weeks later, was when they
were saying they were going toshut the world down and we were
here with no jobs and I believeour kids at the time were two
and four and starting a business.
So it was very scary for us.
Tina Smith (07:00):
But you made it look at you now we did.
Kristina Hall (07:03):
I always say I think there was a silver.
I mean, everything happens for areason.
I think there was a little bitof a silver lining in all of it
that we were really forced totake our time and go slow.
So Brian and I are typicallylike, our personalities are like
let's get it done, let's go,and we had no choice but to
really slow down, and so wereally thoughtfully worked
(07:25):
through every stage of thebusiness.
So I think in the end, that'swhy everything when we launched
as a brand, felt so cohesive.
And then also a lot of peoplewere just at home, bored and
didn't have much to do, and sowe use that time to pick up our
phone and call all of ournetworks in the industry and
(07:46):
pick their brain and ask what weshould be doing, what we
shouldn't be doing.
And so I think if we would havelaunched, started the brand at
any other time, there's no waywe would have gotten half these
people on their cell phones knowa few things that worked in our
favor, but it did take us untilOctober of 2021 to get products
(08:06):
on shelf in stores, and that'sbecause of supply chain and all
of the issues due to COVID.
Amanda Ballard (08:12):
Yeah, well, you know you mentioning that you
were on the phone with all ofthese different people in your
network.
I don't know if I've ever met agroup of people quite like
those of us in the naturalproducts industry, that everyone
is so supportive of each other,and I just love just how
(08:32):
uplifting this community is, andso I that's exciting that you
had that experience kind of juststarting starting out and you
know, potentially even talkingto competitors about what
they're doing, and people arelike like there's room for
everybody.
Kristina Hall (08:46):
It's so true.
I always say it's a funnyindustry, even with just like
reps that I've known through theyears.
We're all recycled in thisindustry, like we've all worked
for multiple companies, um, andthe biggest thing in this
industry is to never burn abridge, for that reason that you
know you're always going tocome back years later and meet
(09:07):
someone that you worked with,you know, 20 years ago, um, but
yes, I agree, we actually werequite blown away by, like you
said, even competitors whopicked up their phone that were
cheering us on.
There is room for everybody.
And uh, we, we felt that toowhen we went into retailers.
I was like, how are retailersgoing to take this?
Are they going to say, oh,another multivitamin, another
(09:30):
fish oil?
And they didn't.
We really had good successgetting into stores right out of
the gate.
Tina Smith (09:38):
Well, and I have to say, just picking up your phone.
This industry is very personal.
So if you're a natural productsretail store, you know the
products that you're bringinginto your store.
You pride yourself on knowingthe products, the people where
the manufacturers are sourcingingredients.
It's something that you feelreally protective about.
So I bet picking up the phonegive you guys a unique advantage
(10:01):
over some other people whomight try to come in digitally.
Kristina Hall (10:06):
Yeah, yeah, that's so true, and it helps to
have people's numbers too, sothat definitely played in our
favor.
Amanda Ballard (10:13):
For sure.
So tell me a little bit moreabout the kids line, because I
know that's kind of a newerthing, like you kind of had that
in the back of your mind as youwere starting to mine.
Um, but I've had that exactsame experience and I've been in
the industry before.
I even had kids.
So, like the first time mydaughter got an ear infection, I
(10:34):
was like, okay, whatever thedoctor says.
And then it was like here weare, ear infection after ear
infection.
I'm like can I just talk to my,the people that I actually work
with, and them tell me what todo?
And that was like, oh, likethere's natural remedies, we
don't have to do all of thissilly stuff anyway.
Um, but I would love to justhear more about the kids
(10:57):
supplement market and whatyou're seeing as opportunities
there.
Um, not only just for for youguys as guys, as creating a new
line, but just for stores, likeshould they be looking at
expanding in children's health?
And you know what are somethings that they should be
looking for?
Kristina Hall (11:17):
Yeah, it's interesting.
I always wanted to start a kidsline and it took us.
Our actual intent was to launchthe kid's line when we launched
our adult products, and then wecame to find out kids' products
are extremely, extremely hardto formulate, and we know why
because if kids aren't going totake it because they don't like
the taste, it's parents aren'tgoing to buy it.
(11:39):
So you know, the first thingthat you know has to come to
mind is it has to taste good andit has to be a good texture,
regardless of the ingredients,because if they're not going to
take it, it's you know it's notgoing to do anyone any good.
So we actually pulled someonline data and found out that
(11:59):
the number one sellingmultivitamin online is a kid's
multivitamin out of all mymultivitamins, and so that was
really what triggered us andgave us the push.
Like this is a good audiencethat we should be targeting, and
when you look at the kids linein general or kids category in
(12:22):
general, I think oftentimes alot of these new and innovative
ingredients are always marketedtowards adults, and so that's
something that we're trying totake into consideration when
we're launching kids products iswhat ingredients have been
clinically studied for childrenthat they're not getting in
(12:45):
their diet, that they should begetting.
That would really benefit theirhealth and wellness.
That we could include, and sothat's what we did with our Kids
Multi that just launched.
We're really, really proud ofthat one.
It's the only Kids Multi in thecountry that has clinically
studied Lutamax kids.
So it's lutein and zeaxanthinthat's been clinically studied
(13:10):
in kids for blue lightprotection, which is amazing for
all of us parents that areconcerned, which is everyone
with their kids' screen time.
I mean, they get it at school,it's unavoidable but also it has
been studied to help with focusand concentration, which also
is a concern for parents.
So not only is it a reallynutrient dense multivitamin, of
(13:32):
course, with the zinc and the D3and everything else, but you're
also getting that blue lightprotection and we can make the
claim right on the front.
So that's really what we'retrying to do.
And then also, as a parent andI'm sure you feel this too I was
so tired of giving our kidsgummy after gummy after gummy,
and so I said we've got to comeout with something that's a true
(13:54):
two in one product so thatwe're eliminating the need for
kids to get, you know, 12gummies in a day, and that's why
we launched our probiotic plusD3.
So it's a true two in one athree strain probiotic and 800
IUs of D3.
And I call that our no excuseprobiotic for moms because it's
(14:19):
in a stick pack, so our kidslove just opening it and pouring
it right in their mouth.
Probiotics are naturally sweet.
It has a little bit of xylitol,which helps with oral health.
Anyways, it's not flavored, butour kids love it.
And should kids not love it andor they don't like pouring
something in their mouth, youcan mix it in anything and they
don't even know it's there.
So I'm always like I get whenparents are like our kids don't
(14:42):
like this or our kids don't likethis, but there's no excuse.
With this one you can hide itin anything and they don't even
know they're getting it.
So, yeah, we were really happythat we were able to do the two
in one and now I'm like, oh mygosh, we're only giving our kids
like two or three gummies a day.
We've dwindled it down.
That's awesome.
(15:05):
Well, and I'm sure it's like agreat.
Sorry, that sounds like a greatone for a product demo.
It is a great product demo.
Amanda Ballard (15:08):
For sure, yes, yeah, yeah.
Well and I was just about tosay that it's you can tell that
this was clearly formulated by amom that all of the struggle of
trying to get your kids toactually take the supplements
that you want, and, yes, so Ilove that.
Tina Smith (15:23):
I know, as you were talking about like flavor and
texture, I was like did theymake it taste like mac and
cheese or dinosaur chickennuggets?
Kristina Hall (15:31):
Because that's usually the only thing that kids
will be like yeah, I'll haveyou know what's funny, we test
piloted the gummies because wejust we needed to nail the
flavor.
We knew it.
And so we went around and wefound the pickiest of picky kids
, and you know a lot of kids.
Their pickiness, I actuallylearned, is not necessarily
(15:52):
about flavor, it's a texturething.
And so a lot of the moms I hadtalked to said, well, they don't
like this gummy that you know,whatever.
And it's because of the texturegummy that you know, whatever.
And it's because of the texture, it's actually not the flavor.
And so it was an interestingexperiment for us and we really
(16:13):
that's what took us so long iswe did multiple runs of this to
get the texture to where wewanted it and actually we always
got feedback that it tastedamazing.
So what most kids say is theylove our gummies because they
taste like a fruit roll-up, sothey taste like real fruit.
They don't actually taste likea gummy and they're kind of more
of that type of texture too.
(16:35):
And in fact, I had a parent comeup to me.
I was in my workout class theother day and she came up to me
and she said, oh, I ordered yourkids multi and and I said, oh
good, how did your kids like it.
And she was like well, now mykids are ruined for life.
And I said why?
Oh my gosh?
And she said because I haveother things in the cabinet that
(16:56):
I want them to take, and theywill now only take the True
Grace gummies and they won'ttake anything else.
I said, well, that's a goodproblem to have.
Tina Smith (17:06):
So they're going to demand that you come out with
other things as well, huh.
Kristina Hall (17:10):
Yeah, so they're going to demand that you come
out with other things as well.
Huh, yes, yes, I mean I wouldlove to.
I think it's.
It's such a great, uh, targetaudience.
I'm passionate about it and, um, I think it's kind of a an
audience that goes missed often,because it is difficult.
You know, you're trying tolaunch products that are fully
based around taste and texture,so it's challenging to have a
(17:32):
really clean product that stilltastes good and isn't loaded
with sugar.
Tina Smith (17:37):
Yeah that kind of makes brings me to.
I mean, that's great that yougot the kids part right, that
they're ready to take it andlove it, and yet some of the
things, the feedback that wehear from our retailers is man,
we've got the 45, 55 year oldplus people, no problems,
they're coming in for theirregular supplements and health
(17:59):
products.
What they struggle to get aresome of those younger people,
especially young moms, coming inthe doors.
So what attracts that kind offoot traffic into retail stores
like the ones that are going tohave the products that you carry
?
Kristina Hall (18:15):
Yeah, so we've actually put a focus on that
this year, in 2025.
We haven't ever spent money onsocial media, social media
advertising, but now this yearwe're really putting a focus on
that to drive people into thestores.
And you stated it perfectly the40 and older.
(18:37):
They're coming in the stores,they're shopping in the
supplement department, but whatwe're targeting on social media
to get people into the stores isthe new mom or the someone
that's thinking about becomingpregnant, or someone that has
become pregnant, or someone thathas young kids.
So we are partnering with anagency to really work on, like,
(19:00):
what is compelling to these momsto get them to come in the
store and not only just by truegrace, but just to enter into
that overwhelming section andask questions.
And that's the whole reasonthat people come to the store
versus, you know, getting itelsewhere is they come for the
(19:20):
knowledge of the store staff andI think if younger moms realize
that and knew that they couldget that, it's just a matter of
getting them to get in the storeand enter the section, and then
I feel like people.
There's a reason customers, youhave loyal customers and they
continue coming back becausethey appreciate the education
and knowledge, and so we put abig, big focus on educating our
(19:43):
retailers so that, when you getthe people into the store,
they're able to say, well, thisis what makes this product
unique and this is what'sdifferent between you know this
product and other products.
Tina Smith (19:56):
Yeah, that's awesome .
So if anyone's trying toattract younger moms into your
store, follow True Grace onsocial media.
Amanda Ballard (20:04):
Well, this makes me think too.
You know we talk a lot aboutbeing the health influencer in
your community and I think thatstores should be thinking about
are they even staffed withpeople that can resonate with
that audience?
Because I know for me as muchas I will appreciate the wisdom
(20:26):
of moms that are significantlyolder than I am and lived it and
done it and all of that.
The supplement availability haschanged so much over the years
and there's so many new thingsand I would love to have someone
that's more my age that cantotally get like oh, I'm right
there in the trenches with youand this is what I use for my
kids.
I think that's something thatif you don't have a person
(20:49):
that's in those shoes right nowon staff, it might be something
worth looking into bringing onto your team just so you can
attract that audience.
Kristina Hall (20:58):
That's such a great point, I agree.
Yeah, I think people alwayswant to hear and that's what
they often ask.
The staff is well, what do youtake?
You know that's that's thereason why brands give, give
store staff samples is that theyhaven't taken your product.
How are they going to speakabout how it made them feel and
when they took it and theirexperience?
And so again to your point.
(21:18):
Like having someone who haskids and who has tasted and
tried the products on shelf goesa really long way with people,
versus just saying like well,I've heard it tastes good, but
you know, I don't have kids or Ihaven't tried it myself is not
as compelling.
Tina Smith (21:37):
Yeah, and you know, you were talking about the
ingredients that combat bluelight and I thought, man, maybe
we need to take the kids andmultivitamins.
Kristina Hall (21:50):
Well, I'm like a little.
I use them as like a littlesnack, like a little sweet treat
after I eat.
They are so tasty.
But I agree, I was like I wantthis ingredient too.
I need this, like I'm down tolike wearing my blue light
glasses all day, because by theend of the day my eyes just feel
fried.
Tina Smith (22:08):
Yeah, 100%.
I'm using red filters all overlights at night.
So, yeah, we all need itprobably.
Kristina Hall (22:15):
We all need it, for sure, yeah.
Amanda Ballard (22:18):
So tell me a little bit more, Christina,
about True Grace and yourcommitment to sustainability and
regenerative agriculture,Because I think you mentioned
earlier how you wanted to createa brand that was mission driven
and that was kind of lacking inthe industry.
So I'd love to just learn moreabout your mission and how that
kind of just informs yourdecision making as a as a
(22:40):
business.
Kristina Hall (22:41):
Yeah.
So regenerative agriculture wasreally at the forefront of our
mission when we started and thateven goes way back before we
had even thought about startingTrue Grace.
We had a family foundation.
My dad died at 50 and he was asuccessful entrepreneur and we
used the funds from the sale ofhis company and part of them
(23:04):
went into a foundation.
And every year we get togetheras a family and say, ok, what is
it this year that you know wereally want to support and get
behind.
And it just so happens that oneyear it happened to be this
thing that none of us had heardabout called regenerative
agriculture, and at the timethey wanted to create a standard
(23:25):
.
There was no ROC standard,there was no ROA standard, there
was no ROC standard, there wasno ROA.
And so Rodale was working ongetting the funding for the
white paper for writing, youknow, regenerative agriculture,
and our family actually donatedto the writing of that white
paper and we kind of thenstarted kind of building the
(23:48):
groundwork with Rodale anddifferent relationships and
partnerships in that communitythat we're all really passionate
about.
There are other companies toothat were really passionate
about this movement, and so whenwe started True Grace, we
thought this is a perfectopportunity to give it more of a
spotlight.
Still, at the time I'd say in2020, you know, not a ton of
(24:10):
people had heard aboutregenerative agriculture, but
our company really had a focuson nutrient density.
So our tagline is meaningfulingredients at effective doses.
So when you think about it,when you're using whole food
ingredients and you'reconcentrating them, it's
important as a supplement brandthat those ingredients are the
(24:30):
most nutrient dense that you canfind, and studies have shown
that regenerative and organicingredients are way more
nutrient dense than conventional.
And so we set out to really helpbuild and grow the supply chain
, because that's really thechallenge, especially in our
industry, is, it's great to wantto source regenerative
(24:54):
ingredients, but there's not aton of them available and it's
hard for farms to make thattransition.
So True Grace actuallypartnered with Rodale and we
provided consultancy hours forfree to farmers in the Midwest
region that wanted to transitiontheir land from either
(25:14):
conventional or some of themwere already organic but wanted
to get the ROC certification,and so a Midwest consultant
would go out to their farm, theywould walk them through the
process and they would help themget that certification, because
it's not only timely but it'salso costly to a farmer and they
(25:35):
don't have often the time tofigure all of this out on their
own, so they really need aconsultant to help them do that
for us, because we actually hadthe first ROC farm in the state
of Wisconsin get certified usingthe consultancy hours that True
Grace had donated, and they'renot too far down the street from
(25:58):
us and now he's actuallygrowing ingredients ROC for our
industry.
So Simple Mills, for example,he's growing ingredients for and
eventually he'll be growingingredients for us.
So yeah, so that was really afun project and we continue
every year now as a company toget together and say you know,
(26:18):
what do we want to do next year?
This year, in 2025, we'repartnering with Kiss the Ground
and SCI.
So in every aspect of thebusiness we're always looking
for how does this support soilhealth, how can we source a
regenerative ingredient and howcan we help farmers along the
(26:39):
way?
So you'll see, like even in ourmultivitamins, we have
regenerative, organic, certifiedashwagandha and holy basil in
the 50 plus, it's the copa.
So we're always looking tosource what we can and as the
supply chain grows and builds,obviously things will become.
Even our kids multi has ROCsugar in it, which we were
(27:00):
really proud of.
Tina Smith (27:02):
Yeah, that's amazing .
We hear a lot of especiallythese small local farms that
supply some of the food goods tosome of our local retailers.
They have said look, we followall the practices.
It's just too expensive and toomuch legal red tape for us to
get organic certified orregenerative farm certification.
(27:23):
So that's amazing that you guyswould help provide that.
Kristina Hall (27:28):
Yeah, thank you, and it is true, there's a
beautiful farm down the roadhere that we get some of our
veggies from and they doeverything regenerative, organic
, and we presented theopportunity to them and they
said the same thing.
They were like you know, it'sreally it is it's time consuming
and it's expensive and it'sscary for a lot of people
(27:48):
because they don't have the timeoften.
So, yeah, it's been fun to seesome actually big farmers that
were able to use the consultancyand transition their land over.
Tina Smith (28:00):
Wow, that's great.
Well, I remember when I firstsaw you guys' products in one of
our local stores.
When I first saw you guysproducts in one of our local
stores, it was just even thebranding felt so clean and
refreshing.
There was something about itthat I just felt drawn to.
It felt really nice and freshand new and clean.
(28:23):
So we talked to the stores alot of times about, like, what's
the first thing you do formarketing clean your store,
reorganize yourselves butthere's something about like
just visually coming in a placeand having a feeling and I think
you guys did a great jobwhenever you're doing your
branding, for sure.
Kristina Hall (28:44):
Thank you.
Yeah, we always say wedefinitely did not take the easy
route in many aspects of thebusiness, packaging being one of
them, but it was something wewere really passionate about.
Of course, we wanted to beunique and different, but also
there was a huge sustainabilitypiece around packaging that we
really put our foot down andsaid we're not launching in
(29:08):
certain packaging types and wewill wait until we can get what
we want.
And we did, and that was reallya huge part of the delay at
launch.
When I talk about supply chainissues, it was mainly packaging
supply chain issues.
That was the challenge, andthere were times where we could
have said, okay, well, let'sjust go with a 100% virgin
plastic bottle.
We could have launched probablysix months to a year earlier,
(29:33):
but we said, no, we're reallygoing to stand our ground on
this, and we felt confident thateventually we would be able to
get the packaging that we wanted, which we did, and I think it's
paid off because, to your point, it is, you know, unique, it's
custom to True Grace, no oneelse has our beautiful bottles
and, on top of it, we have sucha cool story, a sustainability
(29:55):
story, behind all of ourpackaging that we're really
proud of and you know kind of wehave our tracker.
I've actually yesterday it gotupdated to today True Grace has
pulled 13,000 pounds of plasticout of oceans and waterways in
Jakarta, indonesia, which iswhere those big, you know
plastic islands are.
Tina Smith (30:16):
That's amazing, and I will tell you that that is
something that is attractive tothese younger moms.
They are looking for businesseslike that, for sure.
Kristina Hall (30:26):
Yeah, yeah, 100%, like that for sure.
Yeah, yeah, a hundred percent.
I think people in general thatare shopping in health food
stores to some degree varyingdegrees care, and I think for
some people they feel like ifthey could just do something to
feel like they're doing theirpart, they may not have time to
volunteer or they may not havemoney to donate, but that's part
(30:50):
of why consumers want to getbehind brands that have
sustainability at the core oftheir mission, because they know
by purchasing that brand,they're at least doing their
part in contributing to helpingthe planet.
And that's kind of the wholestory with our packaging.
People can feel good abouttheir purchase.
(31:10):
Every purchase makes an impacton the planet, regardless of how
sustainable you are, but topurchase from a company that has
the least harmful impact on theplanet really makes people feel
good about their purchase.
Amanda Ballard (31:26):
Yeah, well, and I've always thought that it was
such a great marketing move onyour part to have the refill
package packages because all andso they're just like well, it
has to go on the top shelfbecause it only really works if
you put it here.
I mean you could rearrange, butI thought that that was
brilliant.
Kristina Hall (31:46):
Yeah, I love those pouches and you know we
were really I don't know if wewere the first, but one of the
first companies to come out witha refill pouch.
And you know we always jokebecause Brian was super
skeptical.
He's like there's a reason.
No one is doing these.
I don't think it's going towork.
And now our pouches outsell thebottles three to one Really.
(32:07):
It was successful and itoutsell the bottles three to one
Really.
So it was successful and it did.
You know it took people a littlewhile to grasp the concept and
it's been fun for us to actuallynow survey our customers to
find out how are you using thepouch?
And we actually found out.
A lot of people do loverefilling their bottle with the
pouch, but also a lot of peopleprefer the pouch over bottle
(32:29):
because they do theirsupplements for the week Right
with the pouch.
But also a lot of people preferthe pouch over bottle because
they do their supplements forthe week and the pouch is really
easy to reach in and get whatyou need and do your Monday,
tuesday, wednesday, thursday,friday and it's resealable.
So that was interesting to hear.
I was like we actually changedour whole like marketing tagline
on our pouches after we heardthat.
(32:49):
You know it's like, yes, it'sgreat to refill your bottle, but
it's also really convenient tofill your supplement case for
the week or fill your case thatyou're traveling with.
And then other people just findit easier again to get their
supplements out because it'swider and softer and they're
just using that as their theirbasically you know package to
get their supplements out everyday and just reseal it.
(33:11):
So people use it in alldifferent ways but over, you
know, I'd say most people reallyare loving the concept of the
refill pouch.
Tina Smith (33:21):
Yeah.
So if you want more consumerfeedback, I'll just tell you I
use the pouch because I travel alot and it's so easy.
I mean, I do carry around somebottles because I travel for
more than a week at a timesometimes, so the containers
just won't do it, but the pouchyou can squish it down, it just
doesn't take us up as much room,it can move around and change
(33:44):
form, so I love it.
Kristina Hall (33:47):
Same.
I travel a lot and I'm like Ilove these couches yeah for sure
.
Amanda Ballard (33:54):
So, christina, we'd love to know you know you
guys are doing really, reallywell in retail and growing what
are some of the things that yourtop retail accounts are doing
with True Grace that otherlisteners of ours could learn
from.
Kristina Hall (34:10):
I'd say the biggest thing is storytelling
and education.
And again, you know, justbecause there are so many brands
in stores and we really do havea unique story behind
everything from our ingredientsto our packaging to our mission,
everything from our ingredientsto our packaging to our mission
(34:32):
I think we spend a lot of timeand money traveling the country,
going into retailers andeducating staff and our hope is
that our passion and excitementand love for the brand
translates to the, the staff inretail stores, and then they can
retell the story and that willbe told to the consumer, which
(34:56):
then makes them brand advocatesand fall in love with our brand.
So that I people always saylike what's your, you know,
biggest marketing opportunityand what's your biggest
marketing expense?
And I'm like it's really staffand travel, uh to to get out
their boots on the ground.
We have, you know, have directsales reps that are going in and
(35:16):
servicing accounts and thebiggest thing for them is
getting in front of the correctpeople in the store that either
are decision makers or are thepeople that are going to be
talking to consumers and reallygetting them to understand the
unique differences and kind ofthe love, you know, and passion
(35:38):
that's behind the brand, and ifthey can, you know, translate
that, which a lot of people thathave been working in health
food stores for a long time arealready super passionate about
what they do, and they canreally easily retell stories in
the aisle, and they know how todo that.
They just have to be armed withthe information, and so that's
(35:59):
really what we've been, howwe've been able to do it and how
we've been able to open newstores, and for us, it's like
it's one thing to get product onthe shelf in a store that's
great, but the bigger challengeis to get it to turn now and to
get people buying a new brand,and if someone's already taking
a multi that they like, it'shard to get them to switch to
(36:20):
what's this new?
You know, true grace multi, andso that's where the education
and training and storytellingbecomes so important for a brand
like us.
Tina Smith (36:30):
Yeah, it's interesting.
Amanda just finished puttingtogether a brand replacement
guide for some of our clients,so there are a lot of people who
are interested in partneringwith a brand like yours that
supports the independent retailchannel, and there's plenty of
opportunity to do brandreplacements, whether it's
(36:52):
slowly but surely or, you know,just tearing off the bandaid.
We've seen both work, Um, butthere are ways to do it.
Part of that is definitelystorytelling and getting your
team on board, Like you'retalking about that education it
should be a priority, but thereare definitely ways to do it.
It to move people from a brandthey might be used to seeing
(37:15):
around to a brand that they, asthe store owners, feel more
confident in the sourcing of theproduct or how the packaging is
done.
There's so many reasons to lovebrands like True Grace.
Kristina Hall (37:27):
Yeah, exactly, and that's why we want people
trying our products too, andthat's why we want people trying
our products too.
So you know we have samples,that we staff samples, I should
say, that are not just like twotablets in a pouch.
You know it's players in thestores that are, you know, going
(37:56):
to be in the aisle training sothat they have tried our
products and they can tell theconsumer what their experience
was in taking the product.
Amanda Ballard (38:03):
Have you found that there's a a cadence in
which you have to hit thosestores over and over again for
them to really be successful?
Kristina Hall (38:13):
Yeah, yeah, I'd say, you know, thank God for
Zoom.
Yeah, we can't be everywhere atonce, and so, you know, when we
initially started, we reallywere just exhausted traveling
the country because we felt likewe were so new that we really
needed to be in person to youknow, get across our mission and
(38:34):
our vision and all that.
But now we've actually foundit's just as effective to get
staff in, you know spurts oftrainings throughout the day
where they'll say, like you know, we'll have six people at this
time and six people at this timeand six people at this time,
we'll do three trainings of oneday on Zoom.
It's hugely effective.
And then we mail them thesamples.
(38:56):
So, yeah, I think it's reallyimportant when you do a training
that we then focus on just afollow-up training with just not
overwhelming with too muchinformation, but just the quick
points of I'm in the aisle, I'mselling a multivitamin.
What are the three bullet pointsabout the True Grace Multi?
That makes it different andunique from some of the other
(39:19):
multis on shelf, because that'sreally what they're going to
remember.
It's great to like, dive intothe science and all of that, but
really what they need toremember and want to know is how
to sell it in the aisle, and sooftentimes we'll do, you know,
the more in-depth training.
And then I always close withlike fish oil, probiotic
multivitamin.
(39:40):
I give them like the threequick bullets and I also love to
give them the top three thingsthat consumers are saying about
our products, not what I'msaying when you go and read our
reviews.
This is what comes, the topthree things consumers love
about our fish oil.
And on down the line, and Ithink that's really gone a long
way with the staff, because theylove telling consumers what
(40:05):
their experience is going to be,not just what the brand is
saying about their products.
Tina Smith (40:11):
Yeah, and if we're thinking about, like, attracting
some of those younger moms intothe stores, think about some of
those, whether it's sending outan email campaign, creating a
postcard, doing some digitalmedia or social media that would
be great to use in all of thoseproducts is what are kids
saying when they use thisproduct, or how are moms getting
(40:33):
this into their kids?
Like, maybe it's in theapplesauce or whatever it is.
There's something, um, there'ssomething that's just feels more
reliable about another momsaying it or watching a kid get
excited about something.
Kristina Hall (40:48):
Yes, exactly that's so funny.
We were just kind ofbrainstorming.
You know, kids products are sodifferent in what you would do
on social media, exactly whatyou said.
I was like we should just dothis like open casting call for
friends and family and say likecome between two and four on X
day with your kids and we'regoing to film them trying our
(41:10):
products and we just want likethe raw footage of cause.
It will be funny.
You know, and I know most kidsI mean 99% of kids love the
taste and the texture.
So anyways, it is one of oursocial media ideas to just do
this like blitz of kid after kidafter kid trying our vitamins
and just getting their you know,kind of raw response of what
(41:33):
they think of it.
Tina Smith (41:34):
Hey, so that's a great idea, like demo days in
store.
You have an iPhone guys, youcan film it as with their
permission and the permission ofthe parents, for sure.
But yes, you can film the kids,like giving it the first try
and seeing their facialreactions, because it will be a
lot of fun for your audience tosee that.
Kristina Hall (41:52):
That is a fantastic idea.
I'm actually going to sharethat with the team.
I love that idea.
Amanda Ballard (41:58):
I've totally used my children as models and
had them be in videosspecifically about kids'
vitamins.
We did a back to schoolcampaign a couple of years ago
and they all love the back toschool campaign a couple of
years ago and they all love thegummies that they take.
And so you're cute and you arenow.
(42:18):
Give them a big thumbs up andshow up if you love it.
Kristina Hall (42:26):
So yeah, you're cute and you're free right now,
that's I'm always like you guys.
We don't need to hire talent.
We have kids, many people thatwork for us as kids, it's free
talent and they all have theirown little personalities, some
of them like our son's supersilly and our daughter's shy,
which just adds to the fun of it, because you can tell we didn't
tell them what to say.
It's you know, they all saysomething totally different.
Tina Smith (42:47):
Yeah, and if you followed that up with a question
to the mom about whether or notthey normally take vitamins and
how they react, that can be alot of fun too, because I bet
you're going to hear somestories about their worst times
of trying to get their kids totake medicine or vitamins or
anything like that, becauseevery parent has those stories.
Kristina Hall (43:06):
Exactly yeah, so true, I love that.
Amanda Ballard (43:11):
I love that, yeah.
So, Christina, if stores areinterested in True Grace, how
could they get in touch with youand you know what would be
their next steps into bringingyour products into their stores?
Kristina Hall (43:26):
Yeah, so they can actually contact us.
Care at truegracehealthcom.
That's just like our generalemail.
They can go to our website andlook up our number.
You can email direct from ourwebsite but we, you know, are
continually checking that andmonitoring and we can give a
call back.
We have a great sales team toservice retailers and always
(43:50):
happy to get on the phone.
You know we're also a smallteam so I always say it's not
like you're gonna have to jumpthrough a million hoops to get
to Brian or I.
Brian's our CEO, but he alsomanages sales, so we see
everything that comes in.
I'm happy to get on the phonewith people at any time.
I do it often, as does Brian,and then of course we have our
(44:12):
team out in the field.
So we're always here to helpand we love feedback from stores
and, yeah, we just lovepartnering together.
I mean, we've been in theindustry for so long, we know a
lot of the great retailers andit's just so fun to be able to
have our own brand now and seeit on shelf and be able to
partner with these great people.
Tina Smith (44:35):
Awesome.
Well, thank you so much forbeing with us today.
This has been great, giving thestores a lot of fun ideas to
implement in their store and tohelp them grow their business
and really, in the end, do whatthey feel like they were born to
do, which is help more peopleand change more lives.
So appreciate your time today.
Kristina Hall (44:54):
Thank you so much for having me have a great day.
Amanda Ballard (44:58):
Thanks so much for listening to the Natural
Products Marketer Podcast.
We hope you found this episodeto be super helpful.
Make sure you check out theshow notes for any of those
valuable resources that wementioned on today's episode.
Tina Smith (45:08):
And, before you go, we would love for you to give us
a review.
Follow, like and subscribe onApple Podcasts, Spotify, YouTube
or wherever you're listeningtoday, and make sure you join us
for our next episode, where wegive you more marketing tips so
that you can reach more peopleand change more lives.
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