1 00:00:01,200 --> 00:00:04,080 Gift biz unwrapped episode 79. 2 00:00:04,460 --> 00:00:05,390 Most things we did, 3 00:00:05,390 --> 00:00:06,290 we did well, 4 00:00:06,500 --> 00:00:08,330 but this is when we just felt that we could be 5 00:00:08,330 --> 00:00:09,410 great. Hi, 6 00:00:09,410 --> 00:00:10,550 this is John Lee, 7 00:00:10,550 --> 00:00:12,740 Dumas of entrepreneur on fire, 8 00:00:12,740 --> 00:00:15,260 and you're listening to the gift of biz unwrapped, 9 00:00:15,260 --> 00:00:19,340 and now it's time to light it up. 10 00:00:19,340 --> 00:00:23,660 Welcome to gift Bez on wrapped your source for industry specific 11 00:00:23,660 --> 00:00:25,910 insights and advice to develop and grow your business. 12 00:00:26,300 --> 00:00:27,920 And now here's your host, 13 00:00:27,950 --> 00:00:29,300 Sue Mona height. 14 00:00:31,310 --> 00:00:31,790 Hi there. 15 00:00:31,790 --> 00:00:35,630 I'm Sue and welcome back to the gift biz unwrapped podcast, 16 00:00:35,960 --> 00:00:38,870 whether you own a brick and mortar store sell online or 17 00:00:38,870 --> 00:00:40,340 are just getting started, 18 00:00:40,610 --> 00:00:44,030 you'll discover new insight to gain traction and to grow your 19 00:00:44,030 --> 00:00:48,800 business. And today I have joining us David Polis of celebrations, 20 00:00:48,860 --> 00:00:49,850 fun food, 21 00:00:49,940 --> 00:00:51,740 factory celebrations, 22 00:00:51,740 --> 00:00:55,730 fun food factory is a family owned and operated business established 23 00:00:55,730 --> 00:00:57,100 in 1990. 24 00:00:57,650 --> 00:00:58,820 For the last seven years, 25 00:00:58,850 --> 00:01:02,900 they have been a wholesale manufacturer of a popcorn part of 26 00:01:02,900 --> 00:01:05,720 their business model is that they don't sell directly to the 27 00:01:05,720 --> 00:01:07,400 general public this way. 28 00:01:07,400 --> 00:01:09,740 They aren't competing with their retail partners, 29 00:01:10,490 --> 00:01:11,210 Dave places, 30 00:01:11,240 --> 00:01:14,900 a high value on customer service and product quality and all 31 00:01:14,900 --> 00:01:17,990 popcorn is made to order to ensure freshness. 32 00:01:18,050 --> 00:01:20,810 And I can tell you from tasting their popcorn, 33 00:01:20,840 --> 00:01:22,280 that it is dull. 34 00:01:22,280 --> 00:01:25,520 Delicious. I am so glad to have you on the show. 35 00:01:25,580 --> 00:01:26,840 Thank you so much for joining me, 36 00:01:26,840 --> 00:01:28,760 Dave. Thanks for having me. 37 00:01:29,450 --> 00:01:32,660 I'd like to get started by having our listeners understand a 38 00:01:32,660 --> 00:01:34,910 little bit about you in a creative way. 39 00:01:34,970 --> 00:01:38,870 And that is by having you describe your ideal motivational candle. 40 00:01:39,170 --> 00:01:41,450 So if you were to share with us what color it 41 00:01:41,450 --> 00:01:43,490 would be and what the quote would be, 42 00:01:43,550 --> 00:01:45,920 what would we be seeing on your candle? 43 00:01:46,490 --> 00:01:49,490 Well, I guess the candle would be red and I'm not 44 00:01:49,490 --> 00:01:51,320 sure this is a Colt or a saying, 45 00:01:51,320 --> 00:01:53,240 but something that I kind of believe in is, 46 00:01:53,720 --> 00:01:56,690 is that you don't worry about things that you cannot fix 47 00:01:57,800 --> 00:02:02,750 Because so much energy goes into trying to overcome or handle 48 00:02:02,750 --> 00:02:04,430 something when you have no control over it. 49 00:02:04,760 --> 00:02:07,070 I think that's really important for all of us in business. 50 00:02:07,370 --> 00:02:09,590 Yeah. So most things we don't have control over. 51 00:02:10,130 --> 00:02:12,170 So just focus and spend your energies on the things that 52 00:02:12,170 --> 00:02:13,070 you can control, 53 00:02:13,070 --> 00:02:13,910 right? Yeah. 54 00:02:14,150 --> 00:02:16,280 Perfect. Something that we can all remember, 55 00:02:16,280 --> 00:02:17,240 gift biz listeners, 56 00:02:17,630 --> 00:02:22,190 let's go back and talk about how celebrations fund food factory 57 00:02:22,190 --> 00:02:23,360 started. Well, 58 00:02:23,360 --> 00:02:27,050 we kind of started way back doing school fundraisings. 59 00:02:27,050 --> 00:02:28,460 We did school carnivals, 60 00:02:28,730 --> 00:02:31,580 the order takers that kids go to your door and bother 61 00:02:31,580 --> 00:02:35,390 you with and holiday shops in the schools and doing the 62 00:02:35,390 --> 00:02:37,820 carnivals. We had a lot of destined equipment, 63 00:02:37,820 --> 00:02:38,620 snow cones, 64 00:02:38,660 --> 00:02:39,440 lush, cotton, 65 00:02:39,440 --> 00:02:40,520 candy popcorn, 66 00:02:40,760 --> 00:02:43,940 which all came from gold metal company in Cincinnati. 67 00:02:44,490 --> 00:02:45,470 Over a period of time, 68 00:02:45,470 --> 00:02:46,640 we had so much equipment. 69 00:02:46,640 --> 00:02:49,880 We became a dealer and in the process became a dealer 70 00:02:49,880 --> 00:02:52,550 that we sold to jam golden gourmet, 71 00:02:52,880 --> 00:02:56,150 which manufactured a caramel corn that we manufacture now. 72 00:02:56,630 --> 00:02:59,920 And the lady had some health problems and we walked business 73 00:03:00,340 --> 00:03:02,380 no eight years ago. 74 00:03:02,770 --> 00:03:04,060 And over the period of time, 75 00:03:04,060 --> 00:03:06,180 we sold off the order takers in this, 76 00:03:06,180 --> 00:03:07,390 the holiday shops. 77 00:03:07,390 --> 00:03:08,860 And then about four years ago, 78 00:03:08,860 --> 00:03:11,350 we decided that caramel corn was going to be our sole 79 00:03:11,350 --> 00:03:13,360 focus. And all we do now is of corn, 80 00:03:14,040 --> 00:03:14,850 Caramel, corn, 81 00:03:14,850 --> 00:03:16,440 and cheese popcorn. 82 00:03:16,440 --> 00:03:18,240 I know because it's my favorite of yours, 83 00:03:19,050 --> 00:03:20,190 Cheese popcorn, 84 00:03:20,220 --> 00:03:22,500 the fruit flavored glazes caramels and the, 85 00:03:22,500 --> 00:03:23,010 with nuts, 86 00:03:23,010 --> 00:03:26,850 without nuts with any flavor you would like All versions of, 87 00:03:26,880 --> 00:03:28,920 as we were talking about in your intro, 88 00:03:28,920 --> 00:03:30,240 the gourmet popcorn. 89 00:03:30,660 --> 00:03:33,480 Correct. And what was the reason why you narrow down to 90 00:03:33,480 --> 00:03:36,960 just one product Or I guess several reasons. 91 00:03:37,230 --> 00:03:41,340 One is that we found that the caramel corn was probably 92 00:03:41,610 --> 00:03:45,600 our best chance of being great at there's a book good 93 00:03:45,600 --> 00:03:46,170 to great. 94 00:03:46,230 --> 00:03:46,890 And you know, 95 00:03:46,890 --> 00:03:49,380 there's a lot of people that do things that you're good 96 00:03:49,380 --> 00:03:51,570 at because that's what you always did. 97 00:03:51,570 --> 00:03:52,590 And most things we did, 98 00:03:52,590 --> 00:03:53,460 we did well. 99 00:03:53,670 --> 00:03:55,530 Well, this is when we just felt that we could be 100 00:03:55,530 --> 00:03:56,190 great at. 101 00:03:56,580 --> 00:03:59,040 So that's why we kept doing the caramel corns. 102 00:03:59,430 --> 00:04:00,120 I really liked that. 103 00:04:00,120 --> 00:04:02,790 You say that because it might to some of our listeners 104 00:04:02,790 --> 00:04:05,910 sound counter-intuitive because in some ways you think, 105 00:04:05,910 --> 00:04:06,420 well, you know, 106 00:04:06,450 --> 00:04:07,530 you have more products, 107 00:04:07,530 --> 00:04:10,410 you're going to be more successful because there's more choices, 108 00:04:10,740 --> 00:04:13,590 but we continually hear as entrepreneurs, 109 00:04:13,590 --> 00:04:18,060 this whole idea of niching down and having one really good 110 00:04:18,060 --> 00:04:20,130 thing that you can do really well. 111 00:04:20,130 --> 00:04:21,360 And that's what you did. 112 00:04:21,360 --> 00:04:23,870 But you did this way before people were talking about, 113 00:04:24,810 --> 00:04:26,940 Well, that came from the good to great book, 114 00:04:27,180 --> 00:04:30,450 which is written probably 20 some years ago that compared the 115 00:04:30,450 --> 00:04:35,340 14 large companies and their consideration of a great company was 116 00:04:35,340 --> 00:04:36,180 that you weren't great. 117 00:04:36,180 --> 00:04:36,660 One year, 118 00:04:36,660 --> 00:04:39,540 you have your whole bet great quality for a span of 119 00:04:39,540 --> 00:04:40,770 15 years. 120 00:04:41,240 --> 00:04:44,070 So grade is really a hard thing to do. 121 00:04:44,070 --> 00:04:44,700 It's not like, 122 00:04:44,730 --> 00:04:45,510 Oh, we're great. 123 00:04:45,510 --> 00:04:46,650 We had the best year ever. 124 00:04:47,010 --> 00:04:49,890 You look back for 15 years or for 15 years, 125 00:04:49,890 --> 00:04:51,840 it's a hard concept to do. 126 00:04:52,560 --> 00:04:53,580 Do you think that's why? 127 00:04:53,580 --> 00:04:56,460 So often you see businesses come up and they start and 128 00:04:56,460 --> 00:04:58,290 they look like they've got a great concept. 129 00:04:58,290 --> 00:05:00,660 And then three years down the road, 130 00:05:00,660 --> 00:05:01,380 they're closing their doors. 131 00:05:02,190 --> 00:05:03,510 Oh, there's whole lot of things. 132 00:05:03,540 --> 00:05:03,780 You know, 133 00:05:03,780 --> 00:05:05,160 you have a great concept, 134 00:05:05,160 --> 00:05:07,320 but almost before you have a great concept, 135 00:05:07,320 --> 00:05:09,150 you have to have the right people on the bus. 136 00:05:09,480 --> 00:05:12,270 If you don't have the right people going with you and 137 00:05:12,480 --> 00:05:13,530 working with you, 138 00:05:13,710 --> 00:05:14,910 even a great concept, 139 00:05:14,910 --> 00:05:15,570 won't succeed. 140 00:05:15,930 --> 00:05:17,190 Oh, that's interesting. 141 00:05:17,190 --> 00:05:18,930 Talk to us a little bit about that. 142 00:05:18,930 --> 00:05:20,370 What are you seeing in terms of, 143 00:05:20,370 --> 00:05:22,200 what do you need to do to make sure that you're 144 00:05:22,200 --> 00:05:23,070 getting the right people? 145 00:05:23,790 --> 00:05:25,320 Boy, that is really rough. 146 00:05:25,350 --> 00:05:25,630 He had, 147 00:05:25,680 --> 00:05:28,620 everybody has to have the same vision, 148 00:05:28,680 --> 00:05:31,530 the same passion for what you do. 149 00:05:31,890 --> 00:05:35,670 Even our hourly people understand that caramel corn is what we 150 00:05:35,670 --> 00:05:37,830 do and everything has to be right. 151 00:05:37,860 --> 00:05:40,740 And that's probably the hardest thing of all is getting the 152 00:05:40,740 --> 00:05:41,850 right people on the bus. 153 00:05:42,390 --> 00:05:43,530 So do you first, 154 00:05:43,620 --> 00:05:44,850 when you're interviewing people, 155 00:05:44,850 --> 00:05:47,700 are you hiring for certain personality traits, 156 00:05:47,730 --> 00:05:49,680 dedication, and commitment, 157 00:05:49,680 --> 00:05:50,250 that type of thing, 158 00:05:50,250 --> 00:05:52,890 or what do you look for to figure out if they're 159 00:05:52,890 --> 00:05:53,880 going to be a good fit for you? 160 00:05:54,570 --> 00:05:57,770 Well, personality traits and they fit with us also. 161 00:05:57,980 --> 00:05:59,240 It's just their dedication, 162 00:05:59,390 --> 00:06:02,270 no matter what job you have before the job you have. 163 00:06:02,270 --> 00:06:03,920 Now, if it was a job, 164 00:06:03,950 --> 00:06:04,720 you hated you, 165 00:06:04,720 --> 00:06:07,850 you still need the dedication and the willingness to do your 166 00:06:07,850 --> 00:06:08,690 job. I mean, 167 00:06:08,690 --> 00:06:10,040 every job is perfect. 168 00:06:10,040 --> 00:06:11,600 There's a lot of jobs I don't like, 169 00:06:11,630 --> 00:06:12,200 but I'm doing, 170 00:06:12,560 --> 00:06:14,660 because I'm dedicated to making caramel corn, 171 00:06:14,660 --> 00:06:16,070 although this isn't what I like. 172 00:06:16,130 --> 00:06:17,990 I'm still going to do it the best that I can, 173 00:06:17,990 --> 00:06:20,330 whatever portion of the job that happens to me. 174 00:06:20,950 --> 00:06:23,590 And so you talk a little bit about the culture and 175 00:06:23,590 --> 00:06:26,110 that everybody understands the vision of the business. 176 00:06:26,110 --> 00:06:28,570 The vision is your product is caramel, 177 00:06:28,570 --> 00:06:34,180 corn. Do you have regular meetings with all your employees? 178 00:06:34,180 --> 00:06:36,880 Or how do you make sure to instill that message and 179 00:06:36,970 --> 00:06:39,910 the understanding of where the business is going and keeping everyone 180 00:06:39,910 --> 00:06:43,180 motivated? We are still rather small. 181 00:06:43,180 --> 00:06:45,100 So we're pretty much a hands-on business. 182 00:06:45,100 --> 00:06:46,870 So myself or Cathy, 183 00:06:46,870 --> 00:06:47,380 my wife, 184 00:06:47,380 --> 00:06:47,980 or one of us, 185 00:06:47,980 --> 00:06:49,900 we are always working with the people. 186 00:06:50,020 --> 00:06:50,710 So, you know, 187 00:06:50,710 --> 00:06:51,940 we do have regular meetings, 188 00:06:51,940 --> 00:06:53,590 but they see us do it every day. 189 00:06:53,750 --> 00:06:54,070 You know, 190 00:06:54,070 --> 00:06:54,490 they do, 191 00:06:54,490 --> 00:06:55,180 as you do. 192 00:06:55,420 --> 00:06:58,780 So if we keep the attitude and everything positive, 193 00:06:58,870 --> 00:07:00,940 they understand the quality we expect. 194 00:07:00,940 --> 00:07:02,200 It seems to fall fairly. 195 00:07:03,130 --> 00:07:04,420 And it's a good point there too, 196 00:07:04,420 --> 00:07:07,150 because the culture of the business starts from the top. 197 00:07:07,570 --> 00:07:11,290 So you and Kathy are involved in the business and just 198 00:07:11,290 --> 00:07:12,280 the attitude that you have, 199 00:07:12,280 --> 00:07:13,510 where, where you were saying, 200 00:07:13,600 --> 00:07:13,750 you know, 201 00:07:13,750 --> 00:07:15,700 it's not my favorite thing to make the caramel corn, 202 00:07:15,700 --> 00:07:17,020 but still you're doing it. 203 00:07:17,080 --> 00:07:20,110 Just the attitude and the commitment then funnels down to all 204 00:07:20,110 --> 00:07:20,800 your employees. 205 00:07:20,800 --> 00:07:21,430 For sure. 206 00:07:21,610 --> 00:07:26,380 Right? So let's talk about how you are different from other 207 00:07:26,380 --> 00:07:27,580 people in that is, 208 00:07:27,580 --> 00:07:27,850 I mean, 209 00:07:27,850 --> 00:07:31,180 I saw you and Kathy recently at a trade show, 210 00:07:31,180 --> 00:07:34,000 which is how we started talking and I tasted your popcorn. 211 00:07:34,000 --> 00:07:37,810 I actually have it here now in my office. 212 00:07:38,230 --> 00:07:40,990 And you're so proud and committed. 213 00:07:40,990 --> 00:07:43,150 And I saw when both of you were speaking, 214 00:07:43,240 --> 00:07:45,640 just the idea that you make it to order. 215 00:07:45,640 --> 00:07:46,270 So in other words, 216 00:07:46,270 --> 00:07:49,600 there is not popcorn sitting there waiting for people. 217 00:07:49,600 --> 00:07:51,040 Remember it's not direct to the public. 218 00:07:51,040 --> 00:07:53,260 So it's businesses calling in, 219 00:07:53,290 --> 00:07:55,720 but they're not just pulling it off the shelf and putting 220 00:07:55,720 --> 00:07:56,380 it in boxes. 221 00:07:56,380 --> 00:07:59,200 They are making it based on orders that are coming in. 222 00:07:59,500 --> 00:08:02,890 So a little bit more cumbersome in terms of the product 223 00:08:02,890 --> 00:08:04,030 fulfillment, David, 224 00:08:04,030 --> 00:08:06,490 but how did you come upon the idea that this is 225 00:08:06,490 --> 00:08:09,160 what you were going to do Caramel corn to begin with? 226 00:08:09,190 --> 00:08:10,870 It has a six month shelf life. 227 00:08:10,870 --> 00:08:12,670 So it has a fairly long shelf life, 228 00:08:13,450 --> 00:08:14,290 but you know, 229 00:08:14,320 --> 00:08:20,390 everybody, particularly small businesses are worried about turnover and their product 230 00:08:20,410 --> 00:08:21,100 to stay fresh. 231 00:08:21,110 --> 00:08:23,950 And that was just our thought from the beginning was that 232 00:08:23,950 --> 00:08:25,510 our product is gourmet. 233 00:08:25,510 --> 00:08:28,450 You probably won't find it a heavier coated product in the 234 00:08:28,450 --> 00:08:29,770 industry, our product, 235 00:08:30,010 --> 00:08:33,490 we stay away from artificial flavors as much as we can 236 00:08:33,730 --> 00:08:36,670 to keep things natural and make sure it's the most squirmy 237 00:08:36,670 --> 00:08:37,660 there is on the market. 238 00:08:37,900 --> 00:08:38,710 So to do that, 239 00:08:38,710 --> 00:08:42,040 we thought that the freshest was as important as how gourmet 240 00:08:42,040 --> 00:08:42,970 the product is. 241 00:08:43,090 --> 00:08:43,810 So everything, 242 00:08:43,810 --> 00:08:44,260 as you said, 243 00:08:44,260 --> 00:08:45,190 is made to order, 244 00:08:45,280 --> 00:08:47,770 we get customers that order one case at a time, 245 00:08:47,950 --> 00:08:50,500 we have customers order hundreds of cases at a time, 246 00:08:50,530 --> 00:08:52,180 but still they're all made to order. 247 00:08:52,840 --> 00:08:53,380 Got it. 248 00:08:53,770 --> 00:08:56,460 And so how do you get the out I've noticed as 249 00:08:56,460 --> 00:08:59,220 I was asking you for information for the show, 250 00:08:59,430 --> 00:09:01,500 you don't do a lot of social media, 251 00:09:01,560 --> 00:09:03,720 which in a way makes a lot of sense because you 252 00:09:03,720 --> 00:09:07,050 aren't directly to the consumer and social media might confuse everybody. 253 00:09:07,050 --> 00:09:08,340 You might get lots of calls that, 254 00:09:08,370 --> 00:09:08,580 you know, 255 00:09:08,580 --> 00:09:10,290 you're not going to fulfill the product, 256 00:09:10,290 --> 00:09:11,880 but how do you get your message out? 257 00:09:11,880 --> 00:09:13,110 And how do you attract new business? 258 00:09:13,910 --> 00:09:16,940 Our primary method is trade shows where we met you. 259 00:09:17,480 --> 00:09:19,940 We do very well at keeping business. 260 00:09:19,940 --> 00:09:20,090 You know, 261 00:09:20,090 --> 00:09:21,020 like any business, 262 00:09:21,020 --> 00:09:23,870 it's much easier to keep a customer. 263 00:09:23,870 --> 00:09:24,890 It is to get a new one. 264 00:09:24,890 --> 00:09:26,180 So once we get a customer, 265 00:09:26,180 --> 00:09:28,790 we want to make sure that we keep them as long 266 00:09:28,790 --> 00:09:30,200 as they're selling caramel corn, 267 00:09:30,740 --> 00:09:32,870 then the trade show is the best route to go. 268 00:09:32,870 --> 00:09:37,100 And there's some thumb networking we do with people we're small 269 00:09:37,100 --> 00:09:39,110 and probably on that end of the scale, 270 00:09:39,320 --> 00:09:42,500 not the best we're best at making caramel corn, 271 00:09:42,830 --> 00:09:43,870 our sales approach. 272 00:09:43,970 --> 00:09:45,800 Probably not as good as their caramel corn. 273 00:09:46,130 --> 00:09:48,050 So you let the product speak for itself. 274 00:09:48,880 --> 00:09:49,970 Yeah, that sounds good. 275 00:09:51,440 --> 00:09:52,070 What do you do? 276 00:09:52,070 --> 00:09:54,830 Are there any tips that you would give for people who 277 00:09:54,830 --> 00:09:56,150 are working trade shows? 278 00:09:56,150 --> 00:10:00,020 What are you seeing if that is your single most visible 279 00:10:00,020 --> 00:10:01,940 spot it's got to work for you. 280 00:10:02,000 --> 00:10:03,470 It's got to pull in customers. 281 00:10:04,010 --> 00:10:07,430 What do you see as any tips that you would have 282 00:10:07,430 --> 00:10:09,740 in terms of helping people in the booth or just working 283 00:10:09,740 --> 00:10:10,730 trade shows overall, 284 00:10:11,420 --> 00:10:12,710 We're not very pushy. 285 00:10:12,710 --> 00:10:13,970 We don't push our product people. 286 00:10:13,970 --> 00:10:14,510 They go by, 287 00:10:14,510 --> 00:10:17,330 but it's really important to engage people say hello to them. 288 00:10:17,330 --> 00:10:18,230 How are they doing? 289 00:10:18,530 --> 00:10:18,890 I mean, 290 00:10:18,890 --> 00:10:21,710 we have conversations with people at shows that we've been to 291 00:10:21,710 --> 00:10:23,180 film since we started eight years ago, 292 00:10:23,180 --> 00:10:24,350 we talked to every time, 293 00:10:24,740 --> 00:10:27,050 but have not yet bought a product from us, 294 00:10:27,230 --> 00:10:28,880 but it's just important to engage people. 295 00:10:28,880 --> 00:10:30,410 Then if they do want to see your product, 296 00:10:30,440 --> 00:10:31,310 they'll talk to you. 297 00:10:31,640 --> 00:10:33,470 But if you just sit in your booth and hopes, 298 00:10:33,480 --> 00:10:34,400 it will come to talk to you. 299 00:10:34,400 --> 00:10:35,510 It's not going to happen. 300 00:10:35,870 --> 00:10:37,310 What do you say about sampling? 301 00:10:38,090 --> 00:10:41,300 Oh, it's 100% necessary trade show. 302 00:10:41,330 --> 00:10:42,440 Many years ago, 303 00:10:42,440 --> 00:10:42,920 not many, 304 00:10:42,920 --> 00:10:43,640 maybe four. 305 00:10:43,640 --> 00:10:46,640 We went to and we always give out stuff like cups 306 00:10:46,910 --> 00:10:49,730 with samples of all the different flavors we used to sample 307 00:10:49,730 --> 00:10:51,500 three or four and people would have them, 308 00:10:51,500 --> 00:10:53,840 but there was another caramel corn company that sent out a 309 00:10:53,840 --> 00:10:55,550 bag, like maybe an eight ounce bag. 310 00:10:55,580 --> 00:10:57,710 They gave everybody a bag of caramel, 311 00:10:57,710 --> 00:11:00,170 corn, and people were concerned that isn't that gonna hurt you. 312 00:11:00,440 --> 00:11:02,330 But everybody came by with that bag. 313 00:11:02,570 --> 00:11:05,180 And pretty much I just showed them the color of ours, 314 00:11:05,300 --> 00:11:05,870 the coding, 315 00:11:05,870 --> 00:11:06,920 ours, and, 316 00:11:06,920 --> 00:11:07,070 you know, 317 00:11:07,070 --> 00:11:08,060 sample ours. 318 00:11:08,330 --> 00:11:10,430 They just looked at what was in the bag. 319 00:11:10,730 --> 00:11:12,590 And you can tell just by comparing to that, 320 00:11:12,590 --> 00:11:14,090 there wasn't any comparison. 321 00:11:14,690 --> 00:11:17,570 So, So were they giving bags in that sampling? 322 00:11:17,810 --> 00:11:18,590 I believe so. 323 00:11:18,590 --> 00:11:20,050 Everybody just got a bag and, 324 00:11:20,050 --> 00:11:20,510 and, and you know, 325 00:11:20,510 --> 00:11:21,410 you want to taste it. 326 00:11:21,410 --> 00:11:22,310 You want to see it. 327 00:11:22,760 --> 00:11:24,560 And then when you do taste and see you and make 328 00:11:24,560 --> 00:11:26,720 sure you're showing your absolute best product. 329 00:11:27,140 --> 00:11:29,720 Sure. I asked you that because I have been to a 330 00:11:29,720 --> 00:11:32,540 number of shows and it seems so crazy to me where 331 00:11:32,540 --> 00:11:35,780 people will be showing the product and not giving samples. 332 00:11:36,290 --> 00:11:38,810 Glad you told that story because there is a perfect example 333 00:11:38,810 --> 00:11:39,500 of the same thing, 334 00:11:39,500 --> 00:11:41,300 but you bring up another point too, 335 00:11:41,300 --> 00:11:44,990 which is specially I think for consumable products that it has 336 00:11:44,990 --> 00:11:46,610 to look delicious. 337 00:11:46,610 --> 00:11:48,320 Like you just want to get your hands on it and 338 00:11:48,320 --> 00:11:48,920 taste it. 339 00:11:49,250 --> 00:11:50,030 Yes. Correct. 340 00:11:50,150 --> 00:11:53,620 You always see people say that they're good give away, 341 00:11:53,620 --> 00:11:55,150 or they give this away. 342 00:11:55,390 --> 00:11:56,680 But if you're giving something away, 343 00:11:56,680 --> 00:11:59,170 you don't give something away because you haven't left over. 344 00:11:59,260 --> 00:12:00,970 You make it special to give away. 345 00:12:00,970 --> 00:12:03,340 So you're always giving away your best product. 346 00:12:03,340 --> 00:12:04,330 He absolutely can. 347 00:12:04,770 --> 00:12:07,500 Right. And so of course you make it because everything's always 348 00:12:07,500 --> 00:12:09,810 fresh. You make it special then for the show, 349 00:12:10,230 --> 00:12:11,310 bring it to the show. 350 00:12:11,610 --> 00:12:14,670 And then you do have samples because I got someone I 351 00:12:14,670 --> 00:12:17,490 was coming home in the bags too, 352 00:12:17,490 --> 00:12:18,270 right? Yeah. 353 00:12:18,330 --> 00:12:20,220 We always have samples in the bags. 354 00:12:20,250 --> 00:12:22,920 And then in the little souffle cups for people that tastes 355 00:12:22,920 --> 00:12:23,640 while they're there, 356 00:12:24,630 --> 00:12:27,510 we do a lot of shows that are chocolate based, 357 00:12:27,720 --> 00:12:28,710 most of our shelves. 358 00:12:28,770 --> 00:12:31,200 So we also learn over a period of time, 359 00:12:31,620 --> 00:12:33,540 look at your samples and where you're going, 360 00:12:33,540 --> 00:12:34,380 what you want to take. 361 00:12:34,380 --> 00:12:36,120 We take all the samples, 362 00:12:36,120 --> 00:12:38,580 but we particularly take heavier on the savory, 363 00:12:38,580 --> 00:12:41,070 the cheeses because when people have been through a hundred booths 364 00:12:41,070 --> 00:12:41,700 of chocolate, 365 00:12:41,850 --> 00:12:43,680 they no longer want something sweet. 366 00:12:44,220 --> 00:12:46,650 They want something savory just for a different taste. 367 00:12:47,160 --> 00:12:48,120 Oh, good point. 368 00:12:48,510 --> 00:12:49,800 You blend it to the show, 369 00:12:49,800 --> 00:12:52,860 but then you also consider the customer's experience as they're going 370 00:12:52,860 --> 00:12:54,240 through because you're right. 371 00:12:54,240 --> 00:12:56,160 We were just at four gift business listeners. 372 00:12:56,160 --> 00:12:59,940 We were just at the national gourmet candy show in Atlantic 373 00:12:59,940 --> 00:13:01,680 city. And boy, 374 00:13:01,680 --> 00:13:03,030 is there a lot of chocolate there? 375 00:13:03,030 --> 00:13:06,000 It's a dangerous show to be at. 376 00:13:06,300 --> 00:13:07,620 There are quite a few samples. 377 00:13:07,620 --> 00:13:09,010 Not everyone was sampling. 378 00:13:09,120 --> 00:13:09,690 They are either. 379 00:13:09,690 --> 00:13:10,170 I might add. 380 00:13:10,620 --> 00:13:13,680 Wonderful. So really good tips from David in terms of working 381 00:13:13,680 --> 00:13:17,730 shows, make sure that you are out and interacting with people 382 00:13:17,730 --> 00:13:19,320 who are coming by your booth, 383 00:13:19,680 --> 00:13:22,620 make sure your product makes sense for the show that you're 384 00:13:22,620 --> 00:13:25,080 at. So if you do have multiple products, 385 00:13:25,080 --> 00:13:29,430 make sure that you're understanding the customer's experience and sampling is 386 00:13:29,490 --> 00:13:31,170 all important for sure. 387 00:13:32,100 --> 00:13:35,280 Okay. I want to jump over now and talk about a 388 00:13:35,280 --> 00:13:37,980 time when maybe you've had some challenges in the business, 389 00:13:37,980 --> 00:13:41,070 something hasn't gone exactly the way you'd want. 390 00:13:41,070 --> 00:13:44,580 And I like to use this example as a learning for 391 00:13:44,580 --> 00:13:45,510 our listeners. 392 00:13:45,540 --> 00:13:48,720 So can you bring us somewhere in the course of business, 393 00:13:48,750 --> 00:13:51,900 where there were some struggles for you and how you overcame 394 00:13:51,900 --> 00:13:54,420 them? There's a lot of struggles needed saving. 395 00:13:54,420 --> 00:14:00,450 Self-important ongoing struggle that comes and goes. 396 00:14:00,690 --> 00:14:02,460 We are regulated by the FDA, 397 00:14:02,460 --> 00:14:04,080 the food and drug administration. 398 00:14:04,200 --> 00:14:06,930 And this is a very important process because it's very important 399 00:14:06,930 --> 00:14:10,710 to keep the food supply chain sake and we update and 400 00:14:10,710 --> 00:14:11,410 we do whatever. 401 00:14:11,910 --> 00:14:12,720 When we started, 402 00:14:12,720 --> 00:14:13,920 they just went through an update. 403 00:14:13,920 --> 00:14:15,690 So there was a lot of things to do, 404 00:14:15,960 --> 00:14:18,060 but they just came out with FISMA, 405 00:14:18,060 --> 00:14:20,760 the food safety modernization act. 406 00:14:21,330 --> 00:14:23,040 And they came out with about a year ago. 407 00:14:23,160 --> 00:14:24,810 I went to classes last week. 408 00:14:24,810 --> 00:14:27,450 It took a year for the FDA to put out a 409 00:14:27,450 --> 00:14:30,750 book of guidelines of how to enforce the new regulations. 410 00:14:31,320 --> 00:14:34,770 So this is a three-year operation to get everybody up to 411 00:14:34,770 --> 00:14:36,990 this new act for a big business, 412 00:14:36,990 --> 00:14:39,870 they have a person or a group of people that control 413 00:14:39,870 --> 00:14:43,230 everything for a small business like celebrations. 414 00:14:43,620 --> 00:14:47,820 It's a major undertaking it's to the point where every process 415 00:14:47,820 --> 00:14:49,890 you do now is tracked. 416 00:14:49,890 --> 00:14:51,530 Every process is written down. 417 00:14:51,890 --> 00:14:53,840 It's written down between allergens. 418 00:14:53,870 --> 00:14:55,460 When you wash always done, 419 00:14:55,460 --> 00:14:57,530 you always clean equipment between allergens. 420 00:14:57,830 --> 00:14:59,690 You always wash your hands and you go in out of 421 00:14:59,690 --> 00:15:00,170 the room. 422 00:15:00,350 --> 00:15:03,050 But every process now has to be tracked. 423 00:15:03,170 --> 00:15:04,400 And for a small business, 424 00:15:04,400 --> 00:15:06,170 this is just a major undertaking. 425 00:15:06,230 --> 00:15:07,550 And that's what we're in now. 426 00:15:07,940 --> 00:15:09,440 But on the other hand, 427 00:15:09,470 --> 00:15:11,060 when the consumer gets your product, 428 00:15:11,090 --> 00:15:14,300 they're always sure that you don't have cross-contamination allergens. 429 00:15:14,390 --> 00:15:17,810 You don't have micro organisms or anything else. 430 00:15:17,810 --> 00:15:19,970 So it is a very important process, 431 00:15:19,970 --> 00:15:22,670 but it is probably over the years, 432 00:15:22,760 --> 00:15:26,860 one of the most difficult ones to handle And you get 433 00:15:27,050 --> 00:15:28,180 announcements or whatever, 434 00:15:28,180 --> 00:15:29,230 when things are changing, 435 00:15:29,230 --> 00:15:30,040 of course, 436 00:15:30,160 --> 00:15:30,760 the big one. 437 00:15:30,760 --> 00:15:33,550 Now this food safety modernization act, 438 00:15:33,970 --> 00:15:34,780 you have three years, 439 00:15:34,780 --> 00:15:35,920 you said to implement it, 440 00:15:36,040 --> 00:15:37,330 to get it into your business. 441 00:15:37,660 --> 00:15:39,070 We're down to about two now. 442 00:15:39,070 --> 00:15:40,240 So we've got two more years. 443 00:15:40,240 --> 00:15:42,460 It took them a year to figure out the guidelines of 444 00:15:42,460 --> 00:15:43,390 how to implement it. 445 00:15:43,540 --> 00:15:44,710 We're a bigger company, 446 00:15:44,710 --> 00:15:47,860 such as general mills would have their own people designing the 447 00:15:47,860 --> 00:15:51,070 implementation where smaller companies can't afford to do that. 448 00:15:51,070 --> 00:15:54,100 So you wait until the FDA people give you a gun. 449 00:15:54,670 --> 00:15:56,410 So good for consumers, 450 00:15:56,410 --> 00:15:56,980 of course, 451 00:15:57,010 --> 00:16:00,460 somewhat challenging for you guys and especially smaller businesses. 452 00:16:00,460 --> 00:16:01,090 I'm sure, 453 00:16:01,300 --> 00:16:04,510 I guess this is a great reason to have a smaller 454 00:16:04,510 --> 00:16:05,830 number of products then too, 455 00:16:05,830 --> 00:16:06,430 for you, 456 00:16:06,940 --> 00:16:07,330 Of course, 457 00:16:07,390 --> 00:16:10,570 the bigger your skews are as far as ingredients, 458 00:16:10,600 --> 00:16:11,950 the higher it gets to be. 459 00:16:12,100 --> 00:16:14,710 And as far as the great thing about the food safety 460 00:16:14,770 --> 00:16:16,030 act is everything. 461 00:16:16,030 --> 00:16:17,140 Now, you know, 462 00:16:17,140 --> 00:16:19,030 we have our food safety here, 463 00:16:19,030 --> 00:16:20,680 but we get sugar in. 464 00:16:20,920 --> 00:16:22,840 You get all their certifications. 465 00:16:22,840 --> 00:16:25,600 So all our product is now tracked back from when it 466 00:16:25,600 --> 00:16:28,600 came out the ground to when we get it for food 467 00:16:28,600 --> 00:16:30,100 safety. So when we get it, 468 00:16:30,100 --> 00:16:32,200 we're assured by the manufacturer, 469 00:16:32,200 --> 00:16:32,740 the grower, 470 00:16:32,740 --> 00:16:34,270 whoever of the safety, 471 00:16:34,270 --> 00:16:36,070 and then we continue on with our safety. 472 00:16:36,190 --> 00:16:37,750 So it's really good for the consumer. 473 00:16:37,750 --> 00:16:41,800 When they get a product it's been carefully inspected from one, 474 00:16:41,800 --> 00:16:44,320 it popped out of the ground until they received Through the 475 00:16:44,320 --> 00:16:45,070 whole chain. 476 00:16:45,220 --> 00:16:48,220 Yes. And that's good to know from a consumer standpoint, 477 00:16:48,520 --> 00:16:49,420 let's talk about your, 478 00:16:49,420 --> 00:16:51,490 your whole customer base now, 479 00:16:51,520 --> 00:16:52,630 our businesses. 480 00:16:52,630 --> 00:16:55,000 So your retail partners is what you call them. 481 00:16:55,660 --> 00:16:59,620 You're attracting new retail partners from trade shows primarily, 482 00:17:00,310 --> 00:17:03,850 and then you're continuing to stay in communication with them in 483 00:17:03,850 --> 00:17:04,960 some shape or form. 484 00:17:04,960 --> 00:17:08,380 But how else are you making sure that you ensure because 485 00:17:08,380 --> 00:17:11,110 the whole key for you is going to be repetitive business 486 00:17:11,110 --> 00:17:12,730 reorders, Correct? 487 00:17:12,840 --> 00:17:16,510 We do follow up with customers after they receive product to 488 00:17:16,510 --> 00:17:18,040 make sure that that they're happy, 489 00:17:18,040 --> 00:17:19,600 particularly new customers. 490 00:17:19,690 --> 00:17:19,930 I mean, 491 00:17:19,930 --> 00:17:22,960 we have customers that we had since we bought the business 492 00:17:23,080 --> 00:17:25,870 and there's some of the men you talk about their kids, 493 00:17:25,870 --> 00:17:27,060 their grandkids now. 494 00:17:27,210 --> 00:17:27,640 So yeah, 495 00:17:27,700 --> 00:17:30,670 it's really important just to build a relationship with everybody. 496 00:17:30,670 --> 00:17:31,990 And if they know they have an issue, 497 00:17:31,990 --> 00:17:34,360 they can call a nice story is, 498 00:17:34,480 --> 00:17:34,840 you know, 499 00:17:34,840 --> 00:17:36,700 we manufacture all the different flavors, 500 00:17:36,700 --> 00:17:39,730 but we had a person that ate our product at a 501 00:17:39,730 --> 00:17:40,630 retail level. 502 00:17:40,630 --> 00:17:44,440 They have four restaurants in Toledo and their Hungarian restaurants. 503 00:17:44,440 --> 00:17:45,670 And he called up one day. 504 00:17:45,670 --> 00:17:45,940 He said, 505 00:17:45,940 --> 00:17:46,150 you know, 506 00:17:46,150 --> 00:17:48,490 I got your product at the farmer's market or wherever it 507 00:17:48,490 --> 00:17:49,290 was. And he said, 508 00:17:49,290 --> 00:17:51,540 can you make pick up flavored popcorn? 509 00:17:52,050 --> 00:17:52,650 And we said, 510 00:17:53,040 --> 00:17:54,240 well, we think so. 511 00:17:54,390 --> 00:17:57,600 So he brought us some samples of his Hungarian style, 512 00:17:57,600 --> 00:17:58,860 sweet and spicy pickle. 513 00:17:59,090 --> 00:18:01,650 We found a flavor manufacturer. 514 00:18:01,650 --> 00:18:02,640 We got a pickle from, 515 00:18:02,640 --> 00:18:03,570 we had some spicy. 516 00:18:03,570 --> 00:18:05,880 So we worked in probably 10 different batches to, 517 00:18:05,880 --> 00:18:08,400 we found one that tasted like his pickles. 518 00:18:08,400 --> 00:18:11,310 Since then we had made a chili cheese to matches chili 519 00:18:11,310 --> 00:18:13,980 flavor, and we do an Apple dumpling to match on his 520 00:18:13,980 --> 00:18:17,400 desserts. And this is all from follow up and the man 521 00:18:17,400 --> 00:18:19,170 coming from any retail product. 522 00:18:19,200 --> 00:18:20,040 But what's really, 523 00:18:20,430 --> 00:18:22,680 really cool about the story is it's a market. 524 00:18:22,680 --> 00:18:23,970 We never really thought of, 525 00:18:24,240 --> 00:18:25,230 he came to us saying, 526 00:18:25,230 --> 00:18:26,550 can you match this product? 527 00:18:26,580 --> 00:18:30,510 No, I can make a spicy pickle popcorn and never sell 528 00:18:30,510 --> 00:18:31,260 a bag of it. 529 00:18:31,840 --> 00:18:34,530 He puts it in all his restaurants next to his pickles 530 00:18:34,530 --> 00:18:36,540 and they buy a jar of pickles and a bag of 531 00:18:36,540 --> 00:18:38,580 popcorn. The next time they come in, 532 00:18:38,580 --> 00:18:40,410 they still have pickles left, 533 00:18:40,410 --> 00:18:41,460 but ate the popcorn. 534 00:18:41,460 --> 00:18:43,140 So they buy another bag of popcorn. 535 00:18:43,350 --> 00:18:45,060 And it was just an interesting thing, 536 00:18:45,060 --> 00:18:46,620 how all worked through to the, 537 00:18:46,710 --> 00:18:49,320 to the whole retail line that this gentleman came back to 538 00:18:49,320 --> 00:18:52,320 us and how it worked through that a little different market 539 00:18:52,320 --> 00:18:54,630 than they were used to that we really never thought of 540 00:18:54,630 --> 00:18:55,940 before. Right. 541 00:18:56,000 --> 00:18:57,620 That is really interesting. 542 00:18:57,890 --> 00:18:59,510 So when you're doing that, 543 00:18:59,510 --> 00:19:03,110 so you're devoting time then to figuring out a recipe that 544 00:19:03,110 --> 00:19:04,610 is then just for him, 545 00:19:04,610 --> 00:19:07,010 is that an exclusive recipe than just for him? 546 00:19:07,310 --> 00:19:09,020 The pickle one is just for him, 547 00:19:09,020 --> 00:19:10,190 his chili cheese. 548 00:19:10,280 --> 00:19:12,950 We had a chili cheese with the chili spice that we 549 00:19:12,950 --> 00:19:14,250 use, but his chili cheese, 550 00:19:14,250 --> 00:19:15,380 this is chili spice. 551 00:19:15,380 --> 00:19:16,220 So that's history. 552 00:19:16,220 --> 00:19:18,260 I'm also in the Apple dumpling. 553 00:19:18,260 --> 00:19:18,620 I mean, 554 00:19:18,620 --> 00:19:20,210 we don't make it in our line. 555 00:19:20,210 --> 00:19:21,740 It's really not that special, 556 00:19:22,010 --> 00:19:22,850 but it's just for him. 557 00:19:22,850 --> 00:19:24,650 Also, When someone comes to you, 558 00:19:24,650 --> 00:19:27,200 do you have a minimum order that they have to purchase? 559 00:19:27,680 --> 00:19:30,500 No, it's just the CA everything is a case to keep 560 00:19:30,500 --> 00:19:32,360 our gourmet quality, 561 00:19:32,390 --> 00:19:34,880 one batch where you're on small batch machines, 562 00:19:34,880 --> 00:19:35,510 many of them, 563 00:19:35,510 --> 00:19:39,410 but small batch machines in one batch is basically one case. 564 00:19:39,680 --> 00:19:41,300 And that is how we keep the freshest. 565 00:19:41,300 --> 00:19:42,770 When you order one case, 566 00:19:42,860 --> 00:19:43,580 it's one batch, 567 00:19:43,580 --> 00:19:46,100 we baggy shit and it was shipped to you and in 568 00:19:46,100 --> 00:19:47,150 Chicago. And you know, 569 00:19:47,150 --> 00:19:48,590 your product is two days old. 570 00:19:49,160 --> 00:19:50,060 Oh, that's crazy. 571 00:19:50,060 --> 00:19:50,870 And it's delicious. 572 00:19:50,870 --> 00:19:52,640 We did break into one of those bags, 573 00:19:52,730 --> 00:19:54,230 sorry. Well, 574 00:19:54,230 --> 00:19:54,800 no prompts. 575 00:19:54,800 --> 00:19:55,670 So, you know, 576 00:19:55,670 --> 00:19:57,650 we'll try to make a product for anyone now. 577 00:19:57,710 --> 00:20:01,100 Hopefully there's some reasonable sales involved afterwards, 578 00:20:01,100 --> 00:20:01,540 but you, 579 00:20:01,540 --> 00:20:01,820 you know, 580 00:20:02,000 --> 00:20:02,990 if you don't try it, 581 00:20:02,990 --> 00:20:03,350 you don't know. 582 00:20:04,000 --> 00:20:06,950 So if somebody was listening to the show right now, 583 00:20:06,950 --> 00:20:08,930 and these shows now are evergreen. 584 00:20:08,930 --> 00:20:11,420 So this might even be a year from now who knows, 585 00:20:11,420 --> 00:20:14,390 but if someone's listening to the show and they're like, 586 00:20:14,420 --> 00:20:15,320 boy, you know, 587 00:20:15,470 --> 00:20:17,750 we have a restaurant similar to what you were just talking 588 00:20:17,750 --> 00:20:19,280 about. The story you were just talking about, 589 00:20:19,610 --> 00:20:22,220 they could call you up and talk about a special flavor 590 00:20:22,220 --> 00:20:24,350 that they might be interested in having in their shop. 591 00:20:24,380 --> 00:20:25,460 Maybe it's even, 592 00:20:25,610 --> 00:20:27,350 they're known for cherries. 593 00:20:27,350 --> 00:20:28,940 They're a town that's known for cherries. 594 00:20:29,180 --> 00:20:31,640 You would work with them in terms of customizing a product. 595 00:20:31,910 --> 00:20:32,690 Certainly we do. 596 00:20:32,720 --> 00:20:34,670 We do do some cherry things for people. 597 00:20:34,880 --> 00:20:36,290 We do some Wilder, 598 00:20:36,290 --> 00:20:38,210 flavorings. We have a customer. 599 00:20:38,240 --> 00:20:40,550 All they sell in their store is lavender items. 600 00:20:40,580 --> 00:20:42,560 Everything has to have lavender in it. 601 00:20:42,620 --> 00:20:44,930 We do a caramel corn with lavender flavor, 602 00:20:45,500 --> 00:20:47,060 not necessarily my favorite. 603 00:20:47,230 --> 00:20:49,120 It sells really well in lavender country. 604 00:20:49,500 --> 00:20:50,250 For sure. 605 00:20:50,460 --> 00:20:50,820 All right. 606 00:20:50,820 --> 00:20:54,540 Gift biz listeners is a perfect example now of how to 607 00:20:54,540 --> 00:20:57,780 customize your product for different areas, 608 00:20:57,780 --> 00:20:58,620 different venues, 609 00:20:58,620 --> 00:20:59,910 different neighborhoods, 610 00:20:59,910 --> 00:21:00,120 you know, 611 00:21:00,120 --> 00:21:02,220 whatever it might be in terms of cities and what they're 612 00:21:02,220 --> 00:21:03,030 known for. 613 00:21:03,330 --> 00:21:06,510 So think about this and how this might relate to your 614 00:21:06,510 --> 00:21:09,780 product. Are there different things that you could be doing to 615 00:21:09,810 --> 00:21:13,350 attract more business because you're making it super custom, 616 00:21:14,040 --> 00:21:15,150 really great story. 617 00:21:15,150 --> 00:21:16,650 Thank you so much with that. 618 00:21:16,980 --> 00:21:18,000 Let's move now, 619 00:21:18,030 --> 00:21:19,800 David, into the reflection section, 620 00:21:19,800 --> 00:21:22,530 this is a look at you specifically and what types of 621 00:21:22,530 --> 00:21:24,630 things you're doing with your day and a little bit about 622 00:21:24,630 --> 00:21:26,580 you and how you've been successful. 623 00:21:27,060 --> 00:21:29,910 Is there one natural trait that you've always had that you 624 00:21:29,910 --> 00:21:32,100 call upon regularly in your business life? 625 00:21:32,940 --> 00:21:35,160 I guess it's just me and Kathy, 626 00:21:35,160 --> 00:21:37,410 or I guess we are both high energy people. 627 00:21:37,410 --> 00:21:39,240 A friend of ours has a small business. 628 00:21:39,420 --> 00:21:43,620 It's really a cottage business and nothing they need to live 629 00:21:43,620 --> 00:21:44,000 off of. 630 00:21:44,010 --> 00:21:44,640 And it's just, 631 00:21:45,090 --> 00:21:45,420 you know, 632 00:21:45,420 --> 00:21:45,750 they said, 633 00:21:45,990 --> 00:21:47,340 why didn't you work after dinner? 634 00:21:47,340 --> 00:21:48,270 Why do you do this? 635 00:21:48,600 --> 00:21:50,520 I, so you go home after dinner and you go to 636 00:21:50,520 --> 00:21:52,140 the gym or you watch TV. 637 00:21:52,710 --> 00:21:55,470 There's 24 hours in a day and I sleep six or 638 00:21:55,470 --> 00:21:57,960 eight. So what I do with the other 16 are up 639 00:21:57,960 --> 00:22:00,330 to me and I do like to go off vacation and 640 00:22:00,330 --> 00:22:00,990 enjoy things. 641 00:22:01,290 --> 00:22:03,960 But some days the other 16 hours may be work, 642 00:22:04,950 --> 00:22:06,270 which is a terrible thing to say. 643 00:22:06,270 --> 00:22:07,230 And I like to keep it eight, 644 00:22:07,230 --> 00:22:08,160 10 hours a day. 645 00:22:08,430 --> 00:22:09,540 But if necessary, 646 00:22:09,540 --> 00:22:11,550 if they have 16 hours of work, 647 00:22:11,550 --> 00:22:12,840 it's 16 hours of work. 648 00:22:13,140 --> 00:22:15,510 The joys of being self-employed Well, 649 00:22:15,510 --> 00:22:16,080 it's true. 650 00:22:16,110 --> 00:22:17,370 You get to steer the ship. 651 00:22:17,370 --> 00:22:18,660 So, you know, 652 00:22:18,870 --> 00:22:20,940 if you get to do what you enjoy doing and what 653 00:22:20,940 --> 00:22:22,080 you've created yourself, 654 00:22:22,110 --> 00:22:23,130 even though you've already said, 655 00:22:23,130 --> 00:22:25,830 you don't like doing the carbo corn production. 656 00:22:25,890 --> 00:22:27,930 There's a lot of other stuff that goes along with the 657 00:22:27,930 --> 00:22:28,680 business as well. 658 00:22:29,130 --> 00:22:30,660 So it's just a high energy level, 659 00:22:30,660 --> 00:22:33,270 I think is one of the attributes that keep us going. 660 00:22:33,750 --> 00:22:36,810 And what tool do you use regularly to keep productive or 661 00:22:36,810 --> 00:22:38,820 to try and create some type of balance? 662 00:22:39,360 --> 00:22:40,680 Well, back to my candle, 663 00:22:40,680 --> 00:22:42,690 don't worry about things that you can't fix. 664 00:22:42,690 --> 00:22:44,790 You can spend a whole lot of your life worrying about 665 00:22:44,790 --> 00:22:47,040 things that you will never solve. 666 00:22:47,130 --> 00:22:48,420 So that's just that mindset. 667 00:22:48,420 --> 00:22:50,370 Keep your energy and your focus going on, 668 00:22:50,370 --> 00:22:52,350 things that you can control and effect. 669 00:22:52,500 --> 00:22:55,020 Correct. And you may have already alluded to this. 670 00:22:55,230 --> 00:22:57,660 What book have you read that you think our listeners could 671 00:22:57,660 --> 00:22:58,380 find value in? 672 00:22:58,660 --> 00:22:59,670 You're self employed. 673 00:22:59,670 --> 00:23:00,630 It's good to great. 674 00:23:00,660 --> 00:23:00,990 I mean, 675 00:23:00,990 --> 00:23:02,550 it's good for your personal life. 676 00:23:02,550 --> 00:23:04,440 It's good for your business life. 677 00:23:04,470 --> 00:23:04,770 I mean, 678 00:23:04,810 --> 00:23:08,340 it was probably 20 years ago with the comparison of different 679 00:23:08,340 --> 00:23:11,670 businesses, but I probably read it four times every couple of 680 00:23:11,670 --> 00:23:13,860 years, I pull it out and read it again because there's 681 00:23:13,860 --> 00:23:16,560 just so many things like the right people on the bus. 682 00:23:16,650 --> 00:23:19,260 And it's just so many things in there that will just 683 00:23:19,860 --> 00:23:21,810 hit something you're doing right then and say, 684 00:23:22,080 --> 00:23:23,790 maybe I should do this different. 685 00:23:23,880 --> 00:23:25,830 So it's a good book to read and read over and 686 00:23:25,830 --> 00:23:27,870 over. And if I recall correctly, 687 00:23:27,870 --> 00:23:29,100 cause I've read that book as well. 688 00:23:29,310 --> 00:23:32,100 They give a lot of live examples of big businesses, 689 00:23:32,310 --> 00:23:35,400 ones that have done well and ones that haven't and why 690 00:23:35,850 --> 00:23:39,300 correct. Give biz listeners just as you're listening to the podcast 691 00:23:39,300 --> 00:23:42,150 today, you can also listen to audio books with ease. 692 00:23:42,180 --> 00:23:44,820 And I know that good to great is on audible because 693 00:23:44,820 --> 00:23:46,130 that's how I read it. 694 00:23:46,220 --> 00:23:48,950 I've teamed up with audible for you to get an audio 695 00:23:48,950 --> 00:23:50,990 book just like this for free. 696 00:23:50,990 --> 00:23:52,610 If you haven't done so already, 697 00:23:52,880 --> 00:23:55,010 all you need to do is go to gift biz, 698 00:23:55,010 --> 00:23:58,190 book.com and make a selection that's gift biz, 699 00:23:58,190 --> 00:24:01,190 book.com and gift biz listeners. 700 00:24:01,190 --> 00:24:01,820 You know, 701 00:24:01,820 --> 00:24:03,650 you can go to the show notes page. 702 00:24:03,680 --> 00:24:08,690 I will have information so that you can see celebrations fund 703 00:24:08,690 --> 00:24:10,880 food factory if you're a business. 704 00:24:10,910 --> 00:24:12,230 Okay? So not just a consumer, 705 00:24:12,230 --> 00:24:15,830 but if you're a business and are interested in what Dave 706 00:24:15,830 --> 00:24:16,820 has to offer, 707 00:24:16,850 --> 00:24:19,100 then you can absolutely get in touch with him. 708 00:24:19,100 --> 00:24:21,650 So go ahead and connect up with the show notes page. 709 00:24:22,010 --> 00:24:24,050 And I think the best thing for people, 710 00:24:24,050 --> 00:24:26,540 Dave, who are listening while they're walking, 711 00:24:26,540 --> 00:24:27,800 while they're cleaning up their shops, 712 00:24:27,800 --> 00:24:28,460 et cetera, 713 00:24:28,520 --> 00:24:30,590 would be to go to your website, 714 00:24:30,590 --> 00:24:31,480 correct? Yes. 715 00:24:31,480 --> 00:24:33,370 People today seem to like the website. 716 00:24:33,460 --> 00:24:36,010 I personally like to talk to people but busy people. 717 00:24:36,010 --> 00:24:37,180 Yeah. I would use the website. 718 00:24:38,200 --> 00:24:40,600 Okay. And I love that you said that reach out and 719 00:24:40,600 --> 00:24:41,950 give Dave a call. 720 00:24:42,070 --> 00:24:43,270 I think that's what you're saying, 721 00:24:43,270 --> 00:24:44,170 right? Yes. 722 00:24:44,860 --> 00:24:46,420 Super. Finally, 723 00:24:46,420 --> 00:24:48,700 Dave, I'd like to present you with a virtual gift. 724 00:24:48,760 --> 00:24:52,750 It's a magical box containing unlimited possibilities for your future. 725 00:24:53,050 --> 00:24:56,560 So this is your dream or your goal of almost unreachable 726 00:24:56,560 --> 00:24:58,300 Heights that you would wish to obtain. 727 00:24:58,840 --> 00:25:01,750 Please accept this gift and open it in our presence. 728 00:25:01,870 --> 00:25:03,400 What is inside your box? 729 00:25:04,660 --> 00:25:05,620 Oh goodness. 730 00:25:05,650 --> 00:25:07,660 There's a lot of things I could think of. 731 00:25:08,880 --> 00:25:10,870 Let's keep it very simple. 732 00:25:11,650 --> 00:25:15,310 And what I like to be would always be able to 733 00:25:15,310 --> 00:25:17,530 see the good in whatever situation I'm in. 734 00:25:18,070 --> 00:25:19,660 And there are a lot of things that happen in the 735 00:25:19,660 --> 00:25:22,300 things that happen to us recently that you just don't understand 736 00:25:22,300 --> 00:25:24,520 why, but you need always to be able. 737 00:25:24,520 --> 00:25:26,410 And I wish I could always be able to see the 738 00:25:26,410 --> 00:25:31,540 good in every situation Always stay positive and always stay on 739 00:25:31,540 --> 00:25:33,070 that side of the fence if you will. 740 00:25:33,160 --> 00:25:34,900 Yes. Thank you so much, 741 00:25:34,900 --> 00:25:36,250 Dave. I really appreciate, 742 00:25:36,250 --> 00:25:36,430 you know, 743 00:25:36,430 --> 00:25:38,980 I knew that I wanted to talk to you when I 744 00:25:38,980 --> 00:25:41,470 saw you and Kathy at the booth and please give my 745 00:25:41,470 --> 00:25:42,220 best to Kathy. 746 00:25:42,220 --> 00:25:42,880 When you see her, 747 00:25:43,210 --> 00:25:44,950 she's probably right next to you or in the room somewhere 748 00:25:44,950 --> 00:25:45,370 right now. 749 00:25:45,370 --> 00:25:46,960 I don't know She is. 750 00:25:46,960 --> 00:25:48,190 She's drinking your coffee, 751 00:25:48,190 --> 00:25:48,820 which I'm not, 752 00:25:48,820 --> 00:25:49,570 but she is. 753 00:25:49,840 --> 00:25:50,410 All right. 754 00:25:50,410 --> 00:25:51,520 Well, hi to Kathy. 755 00:25:52,420 --> 00:25:53,440 Thank you so much, 756 00:25:53,470 --> 00:25:55,900 really some great information that you've shared. 757 00:25:55,900 --> 00:25:58,780 I love the fact that you niched down the product so 758 00:25:58,780 --> 00:26:01,180 much and are seeing such great success. 759 00:26:01,630 --> 00:26:02,770 Anyone who's in business, 760 00:26:02,770 --> 00:26:06,910 who does not already carry gourmet popcorn and thinks they should. 761 00:26:07,240 --> 00:26:09,430 I give it a personal recommendation, 762 00:26:09,760 --> 00:26:11,050 continued success to you. 763 00:26:11,080 --> 00:26:14,380 I'm thinking I'll see you at another trade show real soon. 764 00:26:14,650 --> 00:26:16,780 And may your candle always burn bright? 765 00:26:22,300 --> 00:26:24,280 Where are you in your business building journey, 766 00:26:24,610 --> 00:26:27,490 whether you're just starting out or already running a business and 767 00:26:27,490 --> 00:26:29,290 you want to know your set up for success. 768 00:26:29,800 --> 00:26:31,840 Find out by taking the gift biz quiz, 769 00:26:32,470 --> 00:26:35,530 access the quiz from your computer at bit dot L Y 770 00:26:35,770 --> 00:26:39,340 slash a gift biz quiz or from your phone like texting 771 00:26:39,370 --> 00:26:41,050 gift biz quiz to four four, 772 00:26:41,050 --> 00:26:41,580 two, two, 773 00:26:41,590 --> 00:26:44,580 two. Thanks for listening and be sure to join us for 774 00:26:44,580 --> 00:26:45,570 the next episode. 775 00:26:47,580 --> 00:26:50,490 Today's show is sponsored by the ribbon print company, 776 00:26:51,240 --> 00:26:53,790 looking for a new income source for your gift business. 777 00:26:54,150 --> 00:26:58,320 Customization is more popular now than ever grant your product of 778 00:26:58,320 --> 00:27:00,420 your logo or print a happy birthday, 779 00:27:00,420 --> 00:27:01,230 Jessica bourbon, 780 00:27:01,290 --> 00:27:03,030 to add to a gift right at checkout, 781 00:27:03,750 --> 00:27:06,330 it's all done right in your shop or cross BBO in 782 00:27:06,330 --> 00:27:09,930 second, check up for rebid print company.com 783 00:27:09,960 --> 00:27:13,440 for more information after you listened to the show, 784 00:27:13,500 --> 00:27:14,850 if you like what you're hearing, 785 00:27:15,150 --> 00:27:17,940 make sure to jump over and subscribe to the show on 786 00:27:17,940 --> 00:27:21,720 iTunes. That way you'll automatically get the newest episodes when they 787 00:27:21,720 --> 00:27:24,060 go by and thank you to those. 788 00:27:24,060 --> 00:27:29,640 Who've already left a rating by subscribing rating and reviewing help 789 00:27:29,650 --> 00:27:32,280 to increase the visibility on round. 790 00:27:32,790 --> 00:27:35,460 It's a great way to pay it forward to help others.