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This file was generated by Descript 

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Hi guys.

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This interview was recorded at the
Chemical Summit last week live with

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Jimmy Jett Jimmy is the CEO of Integrity
Biochem, and jimmy and I talked

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about what it takes to be a startup
in an old school chemical industry.

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In fact, it kept the theme of
transformation that we talked

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about that day in actually
throughout the Chemical Summit.

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So you're in for a real treat.

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Listen in, and there's a lot of laughter,
a lot of great conversation and more.

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Here we go.

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Victoria: uh, you

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know, we've kind of just been in a whole
conversation today about transformation

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and the changes that the industry is in.

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Through economics, trade, geopolitics.

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We talked about the forces of
technology and sustainability

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and, and other things and talent.

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Um, and my conversation today with
Jimmy is gonna wrap it all together.

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That's my promise.

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He's really sad that I promised
anything, by the way, but that's okay.

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I think you're gonna love it.

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I've gotten to know, uh, Jimmy and
the Integrity Biochem team over

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the last several years and, what
they're doing is really amazing.

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Uh, especially when you think about,
and we call this, this topic startup

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energy in an old school industry.

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'cause it's not easy to be a startup in
a industry that's a hundred years old.

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Right.

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And takes some different dynamics.

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Disruptive.

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Enterprising.

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Awesome.

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Well, I think, um, I think I, B, C
and Jimmy and your whole team is that

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and more, so we're gonna move on.

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You can switch to the next one.

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There we go.

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We're gonna, we're gonna get rolling here.

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So, First maybe let's
just talk about who is.

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Integrity, biochem.

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'cause people may not know, you know,
I like to start my interviews that way.

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Jimmy Jett: Um, integrity Biochem
was founded with a unique technology

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platform that actually came
outta the pharmaceutical space.

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My partner, doc Landis over there,
one of the founders of the business

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and one of the first investors
with myself, we ran across, we were

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working, we were consulting, working
for private equity, working for

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some companies that were helping.

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We were helping 'em, you know, with their
commercial plans and technology plans.

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And we came across this really unique
platform in the pharmaceutical space.

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And when I looked at it, I was
like, man, this is interesting

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because it could scale.

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The price point was right and it,
we felt like it, it was a fit in

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the, in the, in the energy space.

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And so I called Doc Landis who
has worked at Halliburton and,

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and is smartest guy I know.

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And I said, man, look at this
and tell me what you think.

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And he's like, man, I feel like we're at
the garage, in the garage with, at Apple.

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Like this is the real deal.

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It's, it's the price point's, right?

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I can sell this in the, in the.

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Oil and gas space.

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Let's do this.

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And so we, it was a trust fall.

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We just invested, went all in, and
then quickly two years later, told the

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pharmaceutical company that was going
out of business, you know, we would, we

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would make $1, they'd spend 10 on white
rooms and trials and, uh, I'm no CFO,

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but you know, in those board meetings,
I knew we were headed for a train wreck.

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So I politely offered to raise money
for them and buy the technology.

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We pitched it to two companies.

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They both said, man, we're all in.

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And then.

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We met with a, a kind of a private wealth
guide that we really liked and just

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kind of jihad with, and, uh, we put an
investment group together and bought the

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technology and moved it to the DFW area
and started Integrity Biochem in 2017.

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Victoria: That's cool.

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So what made you real?

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What made you believe.

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That there was a space, um, for
a startup like Integrity Biochem

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in such a traditional industry.

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Right.

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You guys started in oil field, you've
shifted into chemicals trying, selling

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into personal care and other spaces.

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Jimmy Jett: Mm-hmm.

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Victoria: How did you know, what
made you believe there was room?

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Jimmy Jett: It started
with the technology, right?

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So we.

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You know, doc and I spent a lot
of late nights talking about, you

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know, what it would look like to
get back in the chemical game.

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And we didn't want to be pots and pans.

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The blending, the blending
business was very crowded.

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We wanted to get into something that
would, would add value, and when we

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came across this technology platform,
we just knew that this was it.

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And so we, we left a very comfortable
work-life balance consulting gig

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and decided to go all in and not.

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Sleep for five years.

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So it's been, uh, it's been a lot of fun.

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Victoria: Well, and it, and it ties
into, you know, when people said, uh,

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the question we asked about, what do
you think of when you think of startup,

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it's pace and mindset and fast paced.

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How does that mindset, um, the mindset
and the pace of a startup differ

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for, from old school companies is
kind of our, our frame to a startup?

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What's, how do you see this?

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What is your pace?

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Jimmy Jett: I mean, it, it,
it's interesting, right?

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'cause there's a lot of
ways to start a business.

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We, we did it with, with, with our own
money and, and a group of investors.

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And we've, we've worked out
a cash flow since we started.

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We've grown from a three acre
campus to a 60 acre campus.

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Um, and, and it's been a, a
phenomenal growth story, but the,

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the pace is definitely different.

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I mean, you, you are, every
dollar you spend is real.

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And, um, you don't have the safety net
of a big company to kind of back you up.

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And so your decisions have to be made.

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It to the best of your ability.

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Now we, you fail a lot.

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There's a lot of decisions that weren't
perfect, but you have to be able to

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correct and move quickly, redirect, and
focus and uh, and, and kind of redirect

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your, your capital in the right way.

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And we've been very fortunate in
that you, you surround yourself

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with the right, right team.

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It all goes back to people.

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I think Todd talked about that
earlier on a different scale.

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But I mean, it's people, right?

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So you take all the good people
you've worked with in your career.

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You pick the best ones.

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You, you, you beg 'em to join and
say, Hey, this is a crazy idea.

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Leave your comfortable big companies
and let's go, let's go take a risk.

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And um, and we did that successfully
and we put a good team around us

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and really were able to, to hit,
hit the gas and, and do well.

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Victoria: What's your culture?

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How do you define your culture?

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Jimmy Jett: culture is adaptive and,
uh, and, and there's a lot of, uh,

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you know, we, we adapt well and our
culture is, is all about opportunity.

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We're very opportunistic, right?

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Um, and so when we see an opportunity,
um, with our business, no matter what

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market, we assess it quickly, decide
if it's a fit, and then we run hard.

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Sometimes we run right into walls and we
have to go, oh wow, we were totally wrong.

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We need to redirect and figure this out.

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But we, we are very nimble.

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We adapt quickly and um, and
we, we can move, move on a dime.

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Yeah.

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Victoria: Um, you know, you talked though
about the, this aspect of transformation

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and you and I have talked about this,
that just this pace of growth and getting

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the right people and systems in place.

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'cause I imagine, and every startup
I've talked to and worked with, um.

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You start out kind of wild, the wild,
wild west, which is an oil field guy.

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Mm-hmm.

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That's comfortable.

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Right.

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Um, but at some point you have
to build systems and processes

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and start hiring people to work
within those systems and processes.

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Are you there?

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How are you navigating that?

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Jimmy Jett: I think it's
a, a continual process.

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Right.

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Um.

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We, we started in energy, so our
business launched the technology

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platform, went into energy, which
our core team is very comfortable in.

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I mean, we're all ex, you
know, frack, chemical team, um,

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drilling, frack completions.

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That's, we feel very
comfortable in those circles.

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As the technology evolved, we recognized
it had a, a huge value in HI and I,

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personal coating, um, paint and coating.

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So we've, we've, we've entered into
these new markets and you do have to

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bring on experts in those spaces, right?

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And so, you know, there's a book
I read a long time ago called

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The Speed of Trust and, um.

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It's, it was a very powerful,
impactful book for me.

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'cause it talks about how, you know,
you gotta hire these people and trust

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that they know what they're doing.

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Um, you gotta put metrics in
place, obviously, to make sure

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they're, they're tracking.

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But the reality is, um, our
company, you know, we, we operate

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at a high level of speed of trust
and so we, we set objectives.

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But we aren't micromanaging.

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You're hiring people that have no idea
what the oil and gas space is like.

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They're coming in meshing their background
in, in history with, with oil and

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gas guys, which are, we're all crazy.

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And so you, you have to trust
that they know what they're doing.

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And so it's been a big.

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Big speed of trust case study, right?

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I mean, you, you hire good people
and you, you, you kind of shift from

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making the decisions as a small group.

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I mean, Laura was a
founder, doc's a founder.

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I mean, there used to be
six of us around a table.

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We knew every aspect of the business.

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And then you start transitioning and you
start bringing these experts and you gotta

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trust that they know what they're doing
and you shift from making the decision.

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To asking the question, what
do you need to be successful?

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Tell me what you need.

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You're the expert.

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How can we help you?

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What can I do to, to make
sure, you know, any obstacles

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we need to take outta the way.

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So, so you're, these new
business units can be successful.

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So it's just kind of a mindset shift.

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Victoria: Yeah.

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Yeah.

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And then, you know, we've talked
a little bit today about putting

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KPIs in place and measurement.

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Is that a core part of what you guys do?

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I mean, is again, when
you think about trust.

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Um, there's the whole
trust but verify, right?

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Yeah, absolutely.

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You know, it's like what
am I trusting you with?

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So, so is that, does, do KPIs
and metrics play a big role in,

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um, in your business as you grow?

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Jimmy Jett: Absolutely.

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I mean, you start about,
talk about startup, right?

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You start with a big chief tablet and
that's, that's your financial plan, right?

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And then you, then you move
into, you know, QuickBooks

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and then you're in chem packs.

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We're in like our fourth ERP
system 'cause we keep outgrowing

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them 'cause metrics matter, right?

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And me, metrics matter.

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Differently in each business
you're working in oil and gas,

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the metrics that matter are, are
truckloads out the door, right?

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And, and you've gotta know
what's, what's, you know, how,

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what's the frac count, right?

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You, there's, there's easy metrics.

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It's what we're all comfortable with.

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You start getting into personal care.

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I and I, and you start talking about, you
know, how many, how many SKUs are you in?

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Or what, what does your, what does
your development cycle look like?

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You, you go from oil and
gas with a six month.

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Product launch to shipping 12 truckloads
out a day to personal care that, you know,

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you're, they're, they're talking about,
Hey, we're specking you in, in two years.

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This is gonna be the greatest thing ever.

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You're gonna sell nine buckets and
you're just like, oh, that's cool.

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Probably should have read the fine
print before we jumped into this market.

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Um, but it's, it's just a different.

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Set.

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Right.

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I mean, you're just totally, it's wild.

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I mean, you jump into the mining
industry and they're, they kind of,

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it feels like oil and gas, right?

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It's a giant water treatment
plant and there's tons of volume.

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So, you know, we feel very
comfortable on a mine site.

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You take me into the cosmetic
shows in New York and I'm walking

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around and they're thinking like.

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They're on safari.

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Like who's that?

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Like I don't fit the mold at all.

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I mean, people are like, what is this
giant dude doing at our trade show?

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And I'm, you know, but it's just, yeah.

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So the metrics are real and metrics
are different for each market.

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So we've had to really identify what
are those success metrics and what

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do they look like and what do those
timelines look like in each market?

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And it's been, it's been challenging.

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Very challenging.

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Victoria: Yeah.

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Well, and especially I think for
the leadership team and you guys,

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as you were, as you say, used to one
type of business to have to evolve

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and grow to a different type of
business with different leadership.

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Relinquishing some of that
leadership and control.

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Yep.

00:10:56.364 --> 00:10:56.694
Jimmy Jett: Yeah.

00:10:56.724 --> 00:10:57.894
Victoria: Keeps you up at night sometimes.

00:10:57.894 --> 00:10:58.224
I'm sure

00:10:58.374 --> 00:10:58.884
Jimmy Jett: it does.

00:10:58.884 --> 00:10:59.184
It does.

00:10:59.184 --> 00:11:00.774
It goes back to you gotta
trust your teammates.

00:11:00.774 --> 00:11:01.134
Right?

00:11:01.434 --> 00:11:04.524
Um, I remember being in one of my
first, you know, hi and I personal care

00:11:04.524 --> 00:11:07.944
meetings, and I'm with our director of
business, Mike Ver and we're sitting at

00:11:07.944 --> 00:11:10.524
the table and they, they, you know, they,
they, they were like, well, what does,

00:11:10.644 --> 00:11:12.174
what does your lead times look like?

00:11:12.204 --> 00:11:13.674
And so I'm like, I got this, Mike.

00:11:14.139 --> 00:11:18.609
We can deliver full truckloads rail,
24 hours, you call 24 hour service.

00:11:18.639 --> 00:11:20.559
And Mike looks at me, he is
like, you've lost your mind.

00:11:20.589 --> 00:11:23.589
This is HI and I, you tell 'em six
weeks, they're gonna do a back flip and

00:11:23.589 --> 00:11:25.209
think you're the greatest company ever.

00:11:25.479 --> 00:11:27.609
And I'm like, well, why
don't we tell 'em 24 hours?

00:11:27.609 --> 00:11:30.819
He goes, 'cause you know, I
just, it's a mind shift change.

00:11:30.819 --> 00:11:31.869
I mean, I just, I didn't know.

00:11:31.869 --> 00:11:34.449
I'm like, dude, service, service,
you know, you want it in 24 hours?

00:11:34.449 --> 00:11:35.739
We'll, we'll deliver it.

00:11:35.739 --> 00:11:39.039
And it's just, you know, it's just a, and
he, he literally was like, you just need

00:11:39.039 --> 00:11:40.599
to not ever talk again in these meetings.

00:11:40.719 --> 00:11:41.374
And I was like, okay.

00:11:41.709 --> 00:11:42.429
Fair enough.

00:11:42.489 --> 00:11:43.569
You know, it is what it is.

00:11:43.749 --> 00:11:46.029
Victoria: By the way, I think
Mike might have told me that, like

00:11:46.359 --> 00:11:46.419
Jimmy Jett: the

00:11:46.419 --> 00:11:49.089
Victoria: first times we, we
talked about it when he started

00:11:49.089 --> 00:11:52.029
at ibc, it's like, we're just
not letting Jimmy talk right now.

00:11:52.869 --> 00:11:53.889
Jimmy Jett: That's right, that's right.

00:11:53.889 --> 00:11:57.369
I mean, I, I come from the oil field,
like service means 24 hour delivery.

00:11:57.369 --> 00:11:59.049
Like let's get the truckloads rolling and,

00:11:59.139 --> 00:12:00.309
Victoria: but you know, it's interesting.

00:12:00.309 --> 00:12:04.839
That's an interesting angle because
if you think about, um, innovation and

00:12:04.839 --> 00:12:07.239
transformation and inflection points.

00:12:07.359 --> 00:12:09.489
Amazon, we talked about
Amazon this morning.

00:12:09.699 --> 00:12:10.474
It used to be.

00:12:11.274 --> 00:12:15.804
That you had to go to the store to
get an item, or if you placed an

00:12:15.804 --> 00:12:19.374
order, it would show up in two weeks
and cost you 20 bucks of shipping.

00:12:19.704 --> 00:12:25.374
And now stuff shows up at my door
in four hours for free, allegedly.

00:12:25.704 --> 00:12:26.274
Right.

00:12:26.364 --> 00:12:28.854
Um, I guess my question is.

00:12:29.469 --> 00:12:33.339
Why not ship HI and I in 24 hours?

00:12:33.489 --> 00:12:34.269
Jimmy Jett: Well, it is.

00:12:34.269 --> 00:12:37.059
I mean, they, to be fair, they
were like, wow, that's impressive.

00:12:37.059 --> 00:12:39.669
But I mean, it's, that's a great point.

00:12:39.669 --> 00:12:41.049
I mean, I, I don't wanna lose.

00:12:41.469 --> 00:12:45.999
The enthusiasm and the service level that
I've learned in the energy space, I wanna

00:12:45.999 --> 00:12:47.949
take that across all these markets, right?

00:12:48.219 --> 00:12:50.739
Um, whether they like it or not,
I mean, I think that's something

00:12:50.739 --> 00:12:53.859
that, you know, you talk about
culture, we have a service culture.

00:12:53.859 --> 00:12:58.059
Like when you're in the oil and gas
space, it is a 24 hour, you know, a day,

00:12:58.179 --> 00:13:00.399
answer the phone, get it done, never stop.

00:13:00.639 --> 00:13:01.599
I love that culture.

00:13:01.599 --> 00:13:03.669
And, and we, we want to take
that into other platforms.

00:13:03.984 --> 00:13:04.344
Victoria: Yeah.

00:13:05.004 --> 00:13:07.104
Um, how do your customers respond?

00:13:07.104 --> 00:13:10.524
So, you know, you already started talking
about this, but, but you're coming in.

00:13:10.704 --> 00:13:14.364
Uh, you know, I think the chemical
industry, its customers, there's

00:13:14.364 --> 00:13:21.024
a lot of value to reliability,
relationships, legacy relationships.

00:13:21.024 --> 00:13:24.924
Like we even heard earlier today when
we talked about, um, in supply chain,

00:13:24.924 --> 00:13:30.504
about the, um, you know, adaptability
and stuff, but a lot of it is still with.

00:13:31.149 --> 00:13:32.169
Partners.

00:13:32.229 --> 00:13:32.319
Speaker 2: Mm-hmm.

00:13:32.649 --> 00:13:36.519
Victoria: And now you're coming
in and challenging maybe what

00:13:36.519 --> 00:13:37.989
people consider partnerships.

00:13:38.229 --> 00:13:42.609
Um, longstanding relationships,
longstanding product formulations.

00:13:42.819 --> 00:13:42.909
Sure.

00:13:42.999 --> 00:13:46.509
Um, in the industry, what are you seeing
from a customer response perspective?

00:13:47.139 --> 00:13:48.669
Jimmy Jett: Um, yeah, that's,
that's a great question.

00:13:48.669 --> 00:13:50.439
I mean, it's, it's, it's different, right?

00:13:50.439 --> 00:13:54.189
You talk about oil and gas we had direct
to, to the customer relationships, right?

00:13:54.249 --> 00:13:56.379
And this is a new technology platform.

00:13:56.379 --> 00:13:59.619
It's a non iion surfactant platform
that plays well with everybody.

00:13:59.619 --> 00:14:01.509
We're like the Switzerland
of surfactants, right?

00:14:01.509 --> 00:14:03.129
So we're, we kind of have that going for.

00:14:03.129 --> 00:14:07.209
So, you know, kind of our strategy was we
had to kind of pivot from our traditional.

00:14:07.629 --> 00:14:11.559
You know, channel to market of, of
direct, direct sales to, we recognize

00:14:11.559 --> 00:14:12.699
that this is a new technology.

00:14:12.699 --> 00:14:15.879
We have to find partners that
are experts in this space, right?

00:14:15.939 --> 00:14:18.579
And so it's, we were very selective.

00:14:18.609 --> 00:14:21.609
Um, there's several of our partners
sitting in this room that were just,

00:14:21.609 --> 00:14:25.329
you know, we, we went out and find,
found the partners that have the, the

00:14:25.329 --> 00:14:29.529
technical expertise, the bench and the,
the relationships in those new markets.

00:14:29.529 --> 00:14:31.064
And that's how, that's kind
of how we're, we're, we're.

00:14:31.559 --> 00:14:32.939
We've kind of evolved our business.

00:14:32.939 --> 00:14:36.869
We're now working with partners to
evolve the technology and we, what's

00:14:36.869 --> 00:14:40.919
funny is, you know, we have way more
scientists than we do salespeople, which

00:14:40.919 --> 00:14:42.689
is not the traditional oil field model.

00:14:42.839 --> 00:14:43.289
We are.

00:14:43.289 --> 00:14:46.799
We're investing heavily on the
technical side, continuing to develop

00:14:46.799 --> 00:14:50.399
and unwrap this technology and letting
our partners guide that, right?

00:14:50.399 --> 00:14:52.259
I mean, so there's so
many good people out here.

00:14:52.259 --> 00:14:53.609
I mean, we're, we're competing.

00:14:53.994 --> 00:14:56.124
With chemical cities in China, right?

00:14:56.154 --> 00:14:58.944
And so if you're sitting there
going, man, we can do it ourselves.

00:14:59.094 --> 00:15:00.384
You've lost your mind.

00:15:00.414 --> 00:15:03.204
I mean, just take a trip, land
in Beijing, say, I wanna go

00:15:03.204 --> 00:15:04.584
to the, the surfactant city.

00:15:04.614 --> 00:15:05.334
And they'll take you.

00:15:05.424 --> 00:15:08.124
And it's bigger than any
plant that the US has.

00:15:08.274 --> 00:15:12.504
And so if we don't develop these strategic
relationships and these partnerships,

00:15:12.774 --> 00:15:16.524
it's gonna be a very challenging market
for, and it's, it's not like they're gonna

00:15:16.524 --> 00:15:17.934
be like, Hey, let's let up this year.

00:15:17.994 --> 00:15:18.264
Right?

00:15:18.264 --> 00:15:20.154
I mean, we talked to our
STEM friends, where are they?

00:15:20.304 --> 00:15:21.804
They're advocating STEM in the us.

00:15:21.804 --> 00:15:23.124
I can't remember what the statistic is.

00:15:23.274 --> 00:15:23.694
What is it?

00:15:23.784 --> 00:15:26.904
One US STEM grad to 20 Chinese STEM grads.

00:15:26.904 --> 00:15:28.104
Or is it even worse than that?

00:15:28.434 --> 00:15:29.424
It's worse than that.

00:15:29.724 --> 00:15:30.624
Do you know the number?

00:15:30.709 --> 00:15:33.509
I don't know, but it's
about 2, 3, 4 times.

00:15:34.369 --> 00:15:37.884
God, I mean, that's terrifying
and we have to recognize that.

00:15:37.884 --> 00:15:38.214
Right?

00:15:38.214 --> 00:15:41.064
And so you better be partnering up
and you better figure out how to

00:15:41.064 --> 00:15:42.804
unlock technology that drives value.

00:15:42.834 --> 00:15:45.024
'cause it's gonna be
difficult to win on price.

00:15:45.374 --> 00:15:47.559
Victoria: Um, and you just
recently came back from Perth

00:15:47.559 --> 00:15:48.909
where you started up a partnership.

00:15:49.119 --> 00:15:49.569
That's right.

00:15:49.569 --> 00:15:49.809
Right?

00:15:49.809 --> 00:15:49.899
Yep.

00:15:49.899 --> 00:15:51.849
So we talked about that,
um, just last week.

00:15:51.849 --> 00:15:52.089
Yeah.

00:15:52.179 --> 00:15:52.359
Jimmy Jett: Yeah.

00:15:52.359 --> 00:15:55.929
So our, our technology has a very
nice niche in the mining space for

00:15:55.929 --> 00:15:57.849
froth, flotation and, and collectors.

00:15:58.179 --> 00:16:00.759
And, um, and rather than going
try to reinvent the wheel, we,

00:16:00.759 --> 00:16:02.409
we found a phenomenal partner.

00:16:02.409 --> 00:16:03.544
Companies called ICD.

00:16:03.544 --> 00:16:06.304
They, they, they work in the
super alloy space and they

00:16:06.304 --> 00:16:07.534
have a great facility in Perth.

00:16:07.534 --> 00:16:11.074
And so we're able to go down and put our,
our manufacturing footprint in Perth to

00:16:11.074 --> 00:16:12.814
support the mining business down there.

00:16:12.934 --> 00:16:14.584
Again, kind of goes back to partnerships.

00:16:14.584 --> 00:16:17.704
How do you, you know, speed the
market for us to go buy a facility,

00:16:17.944 --> 00:16:20.314
learn how to do business in
Australia would've been a nightmare.

00:16:20.314 --> 00:16:22.654
And so we were able to
leverage that, their strength.

00:16:22.774 --> 00:16:25.084
Victoria: So, so does this, you
know, I'm coming back to one of the

00:16:25.084 --> 00:16:28.489
questions in the comments that came
in, uh, when we did our, our Slido.

00:16:29.034 --> 00:16:29.994
Around fundraising.

00:16:29.999 --> 00:16:30.259
Mm-hmm.

00:16:30.339 --> 00:16:32.424
So, you know, you said, yeah,
we could talk about that.

00:16:32.844 --> 00:16:36.684
So, so does uh, partnering
alleviate the need for fundraising?

00:16:36.684 --> 00:16:38.034
Is this continual fundraising?

00:16:38.064 --> 00:16:40.644
I mean, I've talked, there's a
few startups in the house here.

00:16:40.884 --> 00:16:41.154
Yeah.

00:16:41.364 --> 00:16:45.264
And you know, let's be honest, we talked
already, cash is king, money is important,

00:16:45.264 --> 00:16:46.944
getting the investment is critical.

00:16:47.214 --> 00:16:52.434
How do you navigate financial
fundraising needs and bringing that into

00:16:52.794 --> 00:16:53.304
Jimmy Jett: to play?

00:16:54.264 --> 00:16:54.324
Yeah.

00:16:54.324 --> 00:16:57.174
No, and and, and what's interesting is if
I could go back and do it all over again,

00:16:57.174 --> 00:16:58.674
I would've never called the company.

00:16:59.169 --> 00:17:00.129
Integrity, biochem.

00:17:00.129 --> 00:17:01.149
I like the integrity part.

00:17:01.179 --> 00:17:04.899
The biochem part was confusing
for the marketplace because every

00:17:04.899 --> 00:17:07.629
meeting would start with, so
what round of funding are you in?

00:17:07.629 --> 00:17:09.069
Tell us about your fermenters.

00:17:09.069 --> 00:17:11.199
Can you make 10 gallons for a sample?

00:17:11.349 --> 00:17:12.369
I mean, it was ridiculous.

00:17:12.399 --> 00:17:15.309
I mean, it was like we had to
explain that no, we, we make

00:17:15.309 --> 00:17:16.479
millions of gallons a month.

00:17:16.509 --> 00:17:17.949
You know, we shipped full truckload.

00:17:17.949 --> 00:17:20.859
You want a rail car, we can do it in,
you know, and I'd have to look to the

00:17:20.859 --> 00:17:24.649
business unit, so I wouldn't screw up,
but, you know, you know, so, so it was.

00:17:25.239 --> 00:17:26.439
It actually hurt us.

00:17:26.499 --> 00:17:30.039
Um, it, you know, 'cause 'cause people
had a misconception, thought we were

00:17:30.039 --> 00:17:34.029
fermenting and, and, and that we were, you
know, startup, the whole sustainable bio

00:17:34.179 --> 00:17:35.979
kind of puts you in a bucket of startup.

00:17:35.979 --> 00:17:36.609
Right.

00:17:36.699 --> 00:17:40.959
Um, and so that has been challenging,
has kind of overcome that stigmatism.

00:17:40.959 --> 00:17:43.929
I think we've done it well, but it was
a, it was a challenge at first for sure.

00:17:44.379 --> 00:17:46.119
And the fundraising piece,
you're absolutely right.

00:17:46.149 --> 00:17:49.689
I mean, partnerships help because
you're able to get into markets

00:17:49.689 --> 00:17:52.389
that would traditionally be very,
very expensive and time consuming.

00:17:52.749 --> 00:17:53.499
And they're there.

00:17:53.679 --> 00:17:54.879
These partners are experts.

00:17:54.879 --> 00:17:58.329
And so, you know, there's a big
technology exchange and you gotta

00:17:58.329 --> 00:18:00.399
trust, but it's worked out well for us.

00:18:00.519 --> 00:18:00.639
Victoria: Yeah.

00:18:00.789 --> 00:18:01.119
Love it.

00:18:01.449 --> 00:18:04.389
Um, so you know, we've talked
before about growing pains.

00:18:04.389 --> 00:18:09.279
Jimmy, you and I, um, what's
been harder than you expected

00:18:09.549 --> 00:18:11.619
about scaling this business?

00:18:12.999 --> 00:18:17.259
Jimmy Jett: Um, the regulatory
piece, I know that's, um, the, the US

00:18:17.259 --> 00:18:18.579
specifically, which is interesting.

00:18:18.579 --> 00:18:18.909
Right.

00:18:18.969 --> 00:18:20.739
Um, we're on the DSL in Canada.

00:18:20.769 --> 00:18:22.179
We're re certified in Europe.

00:18:22.479 --> 00:18:25.599
You know, we just got on
the Tosca inventory in the

00:18:25.599 --> 00:18:27.759
US and it took three years.

00:18:27.789 --> 00:18:29.529
My pilot friends have been very patient.

00:18:29.529 --> 00:18:33.249
They're one of our partners in HI and
I, and it's still not done perfectly.

00:18:33.249 --> 00:18:38.049
So there's a big regulatory issue that the
US has to address and it's challenging.

00:18:38.139 --> 00:18:39.459
Um, and so that has been.

00:18:40.074 --> 00:18:42.264
In some markets it's
been very challenging.

00:18:42.264 --> 00:18:43.434
Other markets, it's been great.

00:18:43.434 --> 00:18:46.014
Believe it or not, personal
care, we have eight inky names.

00:18:46.014 --> 00:18:49.134
You can take our product slather up,
put as much sunscreen with our juice

00:18:49.134 --> 00:18:53.604
in it, on you all you want, but do not
spray it on a hard surface cleaner, you

00:18:53.604 --> 00:18:54.804
know, put it in a hard surface cleaner.

00:18:55.254 --> 00:18:56.254
So we are.

00:18:56.929 --> 00:18:59.029
We've America's lost their minds.

00:18:59.029 --> 00:19:02.359
And when we started this three years
ago, they were like 90 days slam junk.

00:19:02.359 --> 00:19:03.799
This is, you know, this is America.

00:19:03.799 --> 00:19:04.519
You got this.

00:19:04.909 --> 00:19:07.099
We didn't realize that
Trump had gutted the EPA.

00:19:07.129 --> 00:19:08.479
There's nobody left at the EPA.

00:19:08.509 --> 00:19:12.589
So it was a very interesting learning
curve and it, it kicked me in the teeth.

00:19:12.649 --> 00:19:13.909
I was, I was wrong.

00:19:13.969 --> 00:19:14.599
A lot.

00:19:14.839 --> 00:19:15.289
A lot.

00:19:15.294 --> 00:19:15.574
Yeah.

00:19:15.579 --> 00:19:15.859
Yeah.

00:19:15.859 --> 00:19:18.019
Victoria: But, but you come back from it.

00:19:18.439 --> 00:19:18.709
Jimmy Jett: Yes.

00:19:18.709 --> 00:19:21.199
We've, we, we're still in it, but
we've, we've bounced back pretty well.

00:19:21.229 --> 00:19:21.499
Yeah.

00:19:21.589 --> 00:19:22.639
Victoria: Um, so.

00:19:24.054 --> 00:19:25.584
You know, I think about leadership.

00:19:25.584 --> 00:19:26.934
We talked about leadership edge.

00:19:26.964 --> 00:19:30.864
I mean this aspect of how, how, two
kind of couple of things come to mind.

00:19:31.044 --> 00:19:32.454
Number one is resilience.

00:19:32.604 --> 00:19:36.234
So this whole aspect of it taking
three years instead of three

00:19:36.234 --> 00:19:37.854
months to get a product approved.

00:19:37.974 --> 00:19:38.064
Speaker 2: Mm-hmm.

00:19:38.724 --> 00:19:41.574
Victoria: I love the fact that we don't
wanna spray it on our countertops,

00:19:41.574 --> 00:19:43.044
but go ahead and put it on your body.

00:19:43.254 --> 00:19:43.344
Yeah.

00:19:43.344 --> 00:19:44.694
It's always an interesting thing, free

00:19:44.694 --> 00:19:45.114
Jimmy Jett: and clear.

00:19:45.124 --> 00:19:46.054
I mean, literally.

00:19:46.174 --> 00:19:46.564
Yeah.

00:19:46.714 --> 00:19:47.674
Chapstick, whatever.

00:19:48.034 --> 00:19:48.094
How

00:19:48.094 --> 00:19:49.984
Victoria: do you maintain the resilience?

00:19:49.984 --> 00:19:53.854
How do you maintain, how do you know
how, what's your resilience strategy

00:19:53.854 --> 00:19:59.314
like, how do you stay resilient in
the face of all this resistance?

00:19:59.314 --> 00:19:59.524
Right.

00:19:59.524 --> 00:20:02.974
So you guys clearly have
big goals, a lot of energy.

00:20:03.244 --> 00:20:03.394
Mm-hmm.

00:20:03.724 --> 00:20:08.044
Um, people that are trying to
make this happen, and there's

00:20:08.044 --> 00:20:09.814
hurdles and barriers that.

00:20:11.364 --> 00:20:11.844
Are there?

00:20:11.964 --> 00:20:12.264
Yeah.

00:20:12.869 --> 00:20:14.814
How do you, how do you make that happen?

00:20:15.114 --> 00:20:15.984
What, what's your strategy?

00:20:16.134 --> 00:20:19.434
Jimmy Jett: I think our team and
the cultures just, you know, we,

00:20:19.434 --> 00:20:20.964
we love the challenge of it, right?

00:20:20.964 --> 00:20:22.764
And, and being able to pivot is critical.

00:20:22.764 --> 00:20:26.934
We talked about, you know, how quickly can
you pivot and, and, and, and move quickly

00:20:26.934 --> 00:20:29.094
into these new markets we just recognized.

00:20:29.124 --> 00:20:29.544
Okay.

00:20:30.289 --> 00:20:31.909
Hi, and I is gonna be in the penalty box.

00:20:32.149 --> 00:20:33.349
Let's go all in on mining.

00:20:33.349 --> 00:20:35.239
And it's just redirecting
resources, right?

00:20:35.509 --> 00:20:38.029
And, and moving, you know, as
quickly as you can through that.

00:20:38.059 --> 00:20:40.669
And so it's, it's been a,
it's been a challenge, but

00:20:40.669 --> 00:20:41.689
it's, it's been a lot of fun.

00:20:41.689 --> 00:20:43.069
I mean, we're, we're learning a ton.

00:20:43.309 --> 00:20:46.489
And, and again, you hire the people
that have the expertise and it

00:20:46.489 --> 00:20:48.124
starts streamlining those decisions.

00:20:48.124 --> 00:20:50.419
You know, when it was, when it was
a bunch of energy, people sitting

00:20:50.419 --> 00:20:51.829
in a room trying to figure it out.

00:20:52.009 --> 00:20:53.869
We had more challenges than we do today.

00:20:53.899 --> 00:20:55.999
We, we, we have a really
good regulatory group.

00:20:55.999 --> 00:20:59.269
We brought in, you know, experts
in these other markets and so.

00:20:59.694 --> 00:21:01.974
You know, we're letting
them guide the business.

00:21:01.974 --> 00:21:05.064
I mean, we're still setting standards
and, and we have, you know, the

00:21:05.064 --> 00:21:07.494
goals and objectives are the same,
but, you know, you're, you're

00:21:07.494 --> 00:21:08.934
having to trust new teammates.

00:21:09.450 --> 00:21:12.630
Victoria: where do you see, you know,
where do you see Integrity Biochem?

00:21:12.630 --> 00:21:14.970
Where do you see the industry
in the next five years?

00:21:14.970 --> 00:21:19.260
We talk about what is 2030, um,
and you're coming in both from a.

00:21:19.680 --> 00:21:21.930
Innovation transformation.

00:21:21.990 --> 00:21:22.230
Yeah.

00:21:22.560 --> 00:21:24.630
Sustainability perspective.

00:21:24.870 --> 00:21:24.990
Yeah.

00:21:24.990 --> 00:21:28.680
But you know, where, what's your
role in the industry in five years?

00:21:30.120 --> 00:21:32.340
Jimmy Jett: That's a, I mean, man,
that's a crystal ball question.

00:21:32.340 --> 00:21:34.050
I, I think it's, it's
an excellent question.

00:21:34.260 --> 00:21:35.130
There's gonna be a lot of.

00:21:35.715 --> 00:21:38.655
A, a lot of things that determine
where, where the chemical industry

00:21:38.655 --> 00:21:41.625
heads, I mean, I think elections
are gonna play a big part of it.

00:21:41.925 --> 00:21:45.135
I mean, right now we don't talk
about, I mean, we're super green,

00:21:45.195 --> 00:21:47.445
like we're ridiculously sustainable.

00:21:47.595 --> 00:21:49.575
I never lead with that in a sales meeting.

00:21:49.605 --> 00:21:51.255
It's all about price and performance.

00:21:51.435 --> 00:21:53.685
And, and, and I, I love the
panel that came up here.

00:21:53.715 --> 00:21:56.865
I love the future and I think it'd
be amazing if everybody started

00:21:56.865 --> 00:21:58.665
caring, but the reality is.

00:21:59.905 --> 00:22:03.535
Procurement managers, their
KPIs are around profitability.

00:22:03.535 --> 00:22:03.865
Right?

00:22:03.865 --> 00:22:10.105
And, and, and, and so the, the, the
elections shift the way Americans

00:22:10.105 --> 00:22:11.425
think about sustainability, right?

00:22:11.425 --> 00:22:13.465
And right now, nobody cares.

00:22:13.495 --> 00:22:15.085
I mean, I wish we cared.

00:22:15.535 --> 00:22:16.555
I really wish we cared.

00:22:16.555 --> 00:22:19.405
But, um, so we sell on
price and performance Now.

00:22:19.620 --> 00:22:21.840
Yeah, Americans are bipolar, right?

00:22:21.930 --> 00:22:24.990
So the odds are just looking at
history and I'm not getting political.

00:22:24.990 --> 00:22:26.250
Do not shoot the messenger.

00:22:26.400 --> 00:22:27.840
I'm just telling you my feeling.

00:22:28.110 --> 00:22:33.180
Whether you worship at the altar of
Fox News or M-S-N-B-C, the reality is

00:22:33.240 --> 00:22:37.290
we are going to probably shift 'cause
we do every four to eight years into

00:22:37.290 --> 00:22:38.940
a whole new political realm, right?

00:22:39.060 --> 00:22:40.200
Trump's president now.

00:22:40.270 --> 00:22:42.880
Rachel Maddow might be
president next, right?

00:22:43.030 --> 00:22:44.530
I mean, Americans are, we're nuts.

00:22:44.530 --> 00:22:46.600
I mean, we're, what is gonna happen?

00:22:46.600 --> 00:22:47.200
We don't know.

00:22:47.200 --> 00:22:50.710
So in the next five years, if we
go the route of Rachel Maddow, the

00:22:50.710 --> 00:22:53.110
chemical industry, sustainability
is gonna matter, right?

00:22:53.290 --> 00:22:57.310
If we go the route of something
else, I mean, we as leaders,

00:22:57.310 --> 00:22:58.660
we have to adapt, right?

00:22:58.660 --> 00:23:01.780
There's, the problem with the
US and the way we're perceived

00:23:01.780 --> 00:23:03.670
in the world is we're unstable.

00:23:03.700 --> 00:23:04.995
It's not that we're right or left.

00:23:05.355 --> 00:23:09.465
It's that we're bipolar, we're,
we don't know what we are, we're

00:23:09.465 --> 00:23:10.905
every four years we're a different.

00:23:10.905 --> 00:23:13.215
So as leaders, you know,
I would love to answer.

00:23:13.335 --> 00:23:16.845
I give you some awesome, you know, I'm
not businessy like the rest of y'all.

00:23:16.845 --> 00:23:20.025
I, I'm feeling so insecure up here 'cause
I don't have all the cool buzzwords.

00:23:20.085 --> 00:23:23.745
But I will tell you what's gonna
happen is gonna be determined on

00:23:23.745 --> 00:23:25.005
where the political future Yeah.

00:23:25.035 --> 00:23:25.635
You know, lies.

00:23:25.635 --> 00:23:26.685
And we just as leaders.

00:23:27.315 --> 00:23:28.725
We, we have to adapt.

00:23:28.725 --> 00:23:29.445
It doesn't matter.

00:23:29.445 --> 00:23:32.415
We don't, we can complain about it
for 24 hours after the election, which

00:23:32.415 --> 00:23:33.615
side you're on, it doesn't matter.

00:23:33.615 --> 00:23:36.945
Then you wake up and you either put
the big sustainability flag out in

00:23:36.945 --> 00:23:41.595
front of your house or you put the, you
know, the ballistic missile sign up.

00:23:41.595 --> 00:23:42.195
I don't care.

00:23:42.195 --> 00:23:43.005
I mean, it doesn't matter.

00:23:43.005 --> 00:23:45.585
We just wanna make money for our
shareholders and at the end of the day,

00:23:45.585 --> 00:23:49.815
America's based on capitalism and I love
that, but it's, it's gonna be different.

00:23:51.040 --> 00:23:52.330
Sorry, I didn't even answer the question.

00:23:52.330 --> 00:23:53.680
I just Yeah,

00:23:53.875 --> 00:23:54.395
Victoria: I think you did.

00:23:54.640 --> 00:23:55.300
I blacked out.

00:23:55.300 --> 00:23:55.475
I think you did.

00:23:55.485 --> 00:23:55.835
Sorry.

00:23:55.835 --> 00:23:56.635
Yeah, yeah, yeah, yeah, yeah,

00:23:59.025 --> 00:23:59.315
Jimmy Jett: yeah.

00:23:59.975 --> 00:24:00.835
Victoria: So, so

00:24:01.165 --> 00:24:04.195
you know, I think one of the challenges
and or challenges and opportunities as you

00:24:04.195 --> 00:24:08.635
start up is that you can have no playbook
and you build up your own playbook

00:24:08.635 --> 00:24:10.195
and what's the rule book, et cetera.

00:24:10.905 --> 00:24:17.235
Do you have a business or a leader
that you have tried to emulate

00:24:17.235 --> 00:24:21.945
or that you've looked to, to
say, oh, that's how that goes.

00:24:22.125 --> 00:24:23.895
We're gonna try to do the
same thing for your business.

00:24:24.525 --> 00:24:24.855
Yeah.

00:24:25.325 --> 00:24:26.315
Jimmy Jett: You know, I'm fortunate.

00:24:26.315 --> 00:24:28.445
I mean, I, I think Todd said it.

00:24:28.445 --> 00:24:30.455
You, you, you've worked in
this industry long enough.

00:24:30.695 --> 00:24:32.495
You've seen a lot of great leaders, right?

00:24:32.765 --> 00:24:35.885
Um, there's one sitting right there,
doc Landis, who's a mentor of mine

00:24:35.885 --> 00:24:39.785
and, and, and, you know, provided epic
guidance, but I think you take pieces

00:24:39.785 --> 00:24:41.225
from everybody you've worked with.

00:24:41.615 --> 00:24:43.085
Um, I think everybody
in the room would agree.

00:24:43.085 --> 00:24:46.295
I mean, you take kind of pieces good and
bad from everybody you've worked with.

00:24:46.655 --> 00:24:50.105
Um, you know, I, I have a military
background, so I'm a, I'm a

00:24:50.105 --> 00:24:51.365
little bit harsher than most.

00:24:51.620 --> 00:24:54.890
You know, I, Laura's one of our founders,
she came on board and was like, Hey

00:24:54.890 --> 00:24:58.460
Jimmy, we should really do town halls
and actually ask people what they think.

00:24:58.460 --> 00:24:59.990
And I'm like, Hey Laura,
that's a great idea.

00:24:59.990 --> 00:25:02.570
I mean, it's, you know, you,
you have to like, you have

00:25:02.570 --> 00:25:04.520
to take input from everybody.

00:25:04.520 --> 00:25:07.130
I mean, if it was me, I mean,
everybody, Hey everybody, shut up.

00:25:07.130 --> 00:25:08.480
Go fill the trucks and let's roll.

00:25:08.480 --> 00:25:11.120
You know, but I can't, you
know, I'm trying to evolve as a

00:25:11.120 --> 00:25:14.210
leader, you know, stop, ask the
right questions, be sensitive.

00:25:14.390 --> 00:25:15.590
All that stuff I'm not good at.

00:25:15.590 --> 00:25:17.870
But you surround yourself with
people that are good at that,

00:25:17.900 --> 00:25:19.370
and you learn from them, right?

00:25:19.430 --> 00:25:20.060
And so.

00:25:20.275 --> 00:25:23.905
I think it's just an evolution and
I, I can't point to one person.

00:25:23.935 --> 00:25:24.025
Yeah.

00:25:24.265 --> 00:25:26.875
But it's, I think it's, it's not,
and it's not just leaders, right?

00:25:26.875 --> 00:25:27.775
I think it's colleagues.

00:25:27.775 --> 00:25:30.685
I mean, I have, there's plant workers
at our plant that I learned stuff from.

00:25:30.685 --> 00:25:34.195
I'm like, man, you really did that well,
like the way you just led that, that

00:25:34.195 --> 00:25:36.715
small batch group, like, that's cool.

00:25:36.715 --> 00:25:38.815
So it's just, it's just, you
kind of pick it up as you go.

00:25:38.965 --> 00:25:39.175
Victoria: Awesome.

00:25:39.385 --> 00:25:39.565
Jimmy Jett: Yeah.

00:25:39.565 --> 00:25:39.595
I