Catharine Arnston

When you're younger, you think you're impenetrable, like everything's going great.

It will always go great.

Well, it doesn't work that way.

You just hate to tell people.

So we have doubled down in this particular age group because they respond best to our product and our message.

And the other thing you have to realize, whether you're a company or a product, there's a classic cycle.

You have early adopters, and you could be in the early adopter stage for one year or for 10 years or forever.

But if it catches on, then you start going up the scale where you get into the larger audience, whether, again, it's B2B or B2C.

And as you move up that cycle, your messaging changes.

the distribution models for your messaging changes.

But when you're in the early adopter stage, you have to stay very focused on those early adopters and get the ones that need your product because that's the only way to sustain yourself.

And you'll learn from them too.

They'll tell you things that will actually improve whatever it is you're doing, whether it's the packaging or the messaging or the

or the blend of the product.

But you have to be prepared for that cycle and be needed.

Oh, yeah, yeah.

Yeah.

Yeah.

It's the biohackers.

Yeah, it's a great question and it's a very big issue and I've struggled with it as well.