1 00:00:05,120 --> 00:00:08,080 Speaker 1: Welcome to the show. I'm Rashan McDonald, the host of 2 00:00:08,119 --> 00:00:12,000 Speaker 1: Money Making Conversations Masterclass, where we encourage people to stop 3 00:00:12,000 --> 00:00:15,440 Speaker 1: reading other people's success stories and start planning their own. 4 00:00:16,040 --> 00:00:19,520 Speaker 1: Listen up as I interview entrepreneurs from around the country, 5 00:00:19,720 --> 00:00:22,600 Speaker 1: talk to celebrities and ask them how they are running 6 00:00:22,640 --> 00:00:25,520 Speaker 1: their companies, and speak with dog profits who are making 7 00:00:25,520 --> 00:00:28,560 Speaker 1: a difference in their local communities. Now, sit back and 8 00:00:28,600 --> 00:00:31,680 Speaker 1: listen as we unlock the secrets to their success on 9 00:00:31,800 --> 00:00:37,080 Speaker 1: Money Making Conversations Masterclass. Hi, I'm Rashan McDonald host this 10 00:00:37,159 --> 00:00:40,519 Speaker 1: weekly money Making Conversation Master Class show. The interviews and 11 00:00:40,560 --> 00:00:43,880 Speaker 1: information that this show provides off for everyone. It's time 12 00:00:43,920 --> 00:00:47,160 Speaker 1: to stop reading other people's success stories and start living 13 00:00:47,200 --> 00:00:50,760 Speaker 1: your own. My guest is the chair of Stuckies It 14 00:00:50,880 --> 00:00:54,600 Speaker 1: you can snack and candy company based in Georgia. She's 15 00:00:54,680 --> 00:00:59,600 Speaker 1: also the author of Unstuck, Reviving an American Icon. Please 16 00:00:59,640 --> 00:01:03,880 Speaker 1: welcome to Mighty Making Conversation Master Class. Stephanie Stucky Stephanie, 17 00:01:03,960 --> 00:01:04,560 Speaker 1: how you doing it? 18 00:01:04,640 --> 00:01:07,000 Speaker 2: I'm doing great. Thank you so much for having me. 19 00:01:07,200 --> 00:01:08,280 Speaker 2: I'm super excited. 20 00:01:08,400 --> 00:01:11,919 Speaker 1: Great. I'm sitting in my optometry. Get my eyes checked. Okay, 21 00:01:12,400 --> 00:01:15,360 Speaker 1: I looked out on the table. You own the front 22 00:01:15,400 --> 00:01:17,520 Speaker 1: cover of what was it a firm jump from. 23 00:01:17,440 --> 00:01:20,800 Speaker 2: The Georgia Farm Bureau magazine and looking. 24 00:01:20,560 --> 00:01:21,880 Speaker 1: Good which is Stucky Hat. 25 00:01:22,920 --> 00:01:23,960 Speaker 2: Oh my god, this is my car. 26 00:01:24,160 --> 00:01:27,440 Speaker 1: I got that and you answered, and now you're on 27 00:01:27,440 --> 00:01:30,840 Speaker 1: my show. We're being interviewed about your brand. Because I 28 00:01:30,840 --> 00:01:32,559 Speaker 1: think we met like in twenty twenty one. 29 00:01:32,720 --> 00:01:35,160 Speaker 2: I was just starting out. I mean I look back 30 00:01:35,200 --> 00:01:38,560 Speaker 2: on when I first talked to you, and whoa, I 31 00:01:38,680 --> 00:01:39,280 Speaker 2: was really new. 32 00:01:39,640 --> 00:01:42,720 Speaker 1: Well, you took over the control of the brand in twenty. 33 00:01:42,560 --> 00:01:44,479 Speaker 2: Nineteen, that's right, end of twenty nine. 34 00:01:44,480 --> 00:01:46,800 Speaker 1: You were talking about this brand right here. Yeah, these 35 00:01:46,840 --> 00:01:50,320 Speaker 1: are the cookies that the cons that changed my day 36 00:01:50,680 --> 00:01:53,400 Speaker 1: song and sometimes we used to always tell them to 37 00:01:53,440 --> 00:01:56,520 Speaker 1: me and buy them online. I go, stop, stop because 38 00:01:56,520 --> 00:01:57,800 Speaker 1: they're addictive, right. 39 00:01:58,000 --> 00:02:01,600 Speaker 2: No, don't stop, don't stop. Yeah, you want them to 40 00:02:01,640 --> 00:02:06,240 Speaker 2: be delicious. Yeah, yeah, that's the whole point is that 41 00:02:06,360 --> 00:02:07,160 Speaker 2: you have to buy them. 42 00:02:07,200 --> 00:02:09,400 Speaker 1: You know, Stuckys has been in our family. I'm originally 43 00:02:09,400 --> 00:02:13,080 Speaker 1: from Houston, Texas. Yeah, and my family is back. We 44 00:02:13,200 --> 00:02:16,600 Speaker 1: grew up in Streetport, Louisiana, so we was always drive 45 00:02:16,639 --> 00:02:21,119 Speaker 1: from Houston to Streetport, Louisiana and you know in the sixties, kid, 46 00:02:21,240 --> 00:02:25,520 Speaker 1: and we always felt welcome at the Stucky brand, and 47 00:02:25,560 --> 00:02:28,560 Speaker 1: it was like, that's what we stopped. Get our pecan 48 00:02:28,720 --> 00:02:31,560 Speaker 1: log I had to get that pecan law thing happening. 49 00:02:31,919 --> 00:02:35,240 Speaker 1: And so so just just the nature of your grandfather 50 00:02:35,320 --> 00:02:39,160 Speaker 1: he created give us backstories, so we as we evolved 51 00:02:39,160 --> 00:02:41,720 Speaker 1: because you became a chairman of twenty and eighteen. But 52 00:02:42,000 --> 00:02:43,440 Speaker 1: it started way before that. 53 00:02:43,360 --> 00:02:46,200 Speaker 2: Way before tell us. Yeah, started during the Great Depression 54 00:02:46,320 --> 00:02:49,600 Speaker 2: nineteen thirty seven and there were no jobs to be had. 55 00:02:49,680 --> 00:02:52,000 Speaker 2: And my grandfather, like you and me, he was an 56 00:02:52,120 --> 00:02:56,360 Speaker 2: entrepreneur and there were no jobs. So he made his 57 00:02:56,400 --> 00:03:00,080 Speaker 2: own job, right, that's what entrepreneurs do. And one thing 58 00:03:00,120 --> 00:03:03,360 Speaker 2: that was plentiful and middle Georgia even during the depression 59 00:03:03,560 --> 00:03:06,440 Speaker 2: with pecans. Wow, you know we are the number one 60 00:03:06,480 --> 00:03:10,720 Speaker 2: state business. Oh yeah, oh yeah, We've been in Georgia 61 00:03:10,840 --> 00:03:15,079 Speaker 2: for almost ninety years. Yeah, and one hundred percent Georgia grown. 62 00:03:15,320 --> 00:03:16,720 Speaker 2: That's why I was on the cover of the Farm 63 00:03:16,720 --> 00:03:19,680 Speaker 2: Bureau magazine. We are at our core, we are a 64 00:03:19,720 --> 00:03:25,320 Speaker 2: farm brand. Everything is sourced from Georgia farmers, right. Yeah. 65 00:03:25,360 --> 00:03:27,440 Speaker 2: So he started selling pecans out the side of the 66 00:03:27,520 --> 00:03:30,960 Speaker 2: road and then people would pull over, and they'd say, 67 00:03:30,960 --> 00:03:33,040 Speaker 2: where can I get gas? Where can I get a 68 00:03:33,120 --> 00:03:35,800 Speaker 2: quick clott meal? Where can I use the restroom? Right? Like, 69 00:03:35,800 --> 00:03:38,400 Speaker 2: what do you want when you're traveling? So this was 70 00:03:38,440 --> 00:03:41,520 Speaker 2: before there was Ta or Loves or BUCkies, you know, 71 00:03:41,600 --> 00:03:45,160 Speaker 2: Stuckies was the first, absolutely and he he was solving 72 00:03:45,200 --> 00:03:48,000 Speaker 2: problems that people have. That's what we do as entrepreneurs. 73 00:03:48,320 --> 00:03:50,680 Speaker 2: And he thought, okay, well people need a place to 74 00:03:50,680 --> 00:03:53,080 Speaker 2: pull over. So he worked for a couple of years 75 00:03:53,160 --> 00:03:57,080 Speaker 2: and saved up his money and had that first store 76 00:03:57,320 --> 00:03:59,840 Speaker 2: and grew into at his peak, three hundred and seventy 77 00:03:59,840 --> 00:04:01,200 Speaker 2: stes and forty states. 78 00:04:01,360 --> 00:04:03,800 Speaker 1: Wow. You know when you think about that, you know 79 00:04:03,840 --> 00:04:06,520 Speaker 1: that first of all, it's courageous, you know, and then 80 00:04:06,560 --> 00:04:09,880 Speaker 1: you talk about longevity, and that's the whole run because 81 00:04:10,080 --> 00:04:13,640 Speaker 1: it's his vision. And then he has a son. And 82 00:04:13,720 --> 00:04:17,040 Speaker 1: so what happened to the brand that they made to 83 00:04:17,160 --> 00:04:21,000 Speaker 1: veer off? You know, because you know, you basically revitalizing 84 00:04:21,040 --> 00:04:22,880 Speaker 1: the Stuckies brand, and we're going to get to that. 85 00:04:23,240 --> 00:04:25,960 Speaker 1: But the fact that I experienced it as a kid, 86 00:04:26,720 --> 00:04:30,280 Speaker 1: I have so such positive memory. I remember when I 87 00:04:30,320 --> 00:04:33,080 Speaker 1: posted about this on my social media, everybody was just 88 00:04:33,120 --> 00:04:34,800 Speaker 1: talking about when I grew up where I grew up. 89 00:04:34,839 --> 00:04:37,200 Speaker 1: I grew up. I grew up stucky, Stucky, Stucky Stucky. 90 00:04:37,320 --> 00:04:41,480 Speaker 1: So it's iconic, especially in the African American community. And 91 00:04:41,520 --> 00:04:45,159 Speaker 1: so but what made a dip and then what was 92 00:04:45,200 --> 00:04:46,960 Speaker 1: happening when it was just sitting out there? 93 00:04:47,240 --> 00:04:49,360 Speaker 2: Yeah, I do want to add because you said especially 94 00:04:49,400 --> 00:04:53,360 Speaker 2: in the African American community, and I love one part 95 00:04:53,360 --> 00:04:56,159 Speaker 2: of our story in particular is that Stuckies was never segregated. 96 00:04:56,320 --> 00:04:59,440 Speaker 2: And so my grandfather had the saying, every traveler is 97 00:04:59,440 --> 00:05:03,000 Speaker 2: a friend, and that went well beyond just road tripping 98 00:05:03,160 --> 00:05:06,480 Speaker 2: and pulling over and being treated well. He wanted everyone 99 00:05:06,520 --> 00:05:08,680 Speaker 2: to feel like they belonged, and we did the stores 100 00:05:09,000 --> 00:05:12,360 Speaker 2: and so that was not just a saying for him, 101 00:05:12,400 --> 00:05:15,920 Speaker 2: it was how he lived his life. And so that 102 00:05:16,720 --> 00:05:20,520 Speaker 2: is why I wanted to revive this company is because 103 00:05:20,600 --> 00:05:21,520 Speaker 2: of all the stories I. 104 00:05:21,520 --> 00:05:23,240 Speaker 1: Would say, that was just to add that to the 105 00:05:23,279 --> 00:05:26,799 Speaker 1: back there, because this was stopping in the first class facility, 106 00:05:27,000 --> 00:05:31,040 Speaker 1: you know, clean restrooms, walking in, feeling comfortable. So it 107 00:05:31,200 --> 00:05:34,839 Speaker 1: was like a hole in the wall, that's right, and 108 00:05:34,880 --> 00:05:39,280 Speaker 1: so the gas, everything was right. And so I want 109 00:05:39,320 --> 00:05:42,200 Speaker 1: to thank your grandfather for that experience because It's real 110 00:05:42,279 --> 00:05:45,800 Speaker 1: positive to me. And it became a number one stop 111 00:05:46,000 --> 00:05:49,880 Speaker 1: for my family. We made the trails from Houston to Streetport, Louisiana, 112 00:05:50,400 --> 00:05:52,719 Speaker 1: everybody two or three times a year or whenever we 113 00:05:52,760 --> 00:05:56,400 Speaker 1: did long trips. So his vision still has made a 114 00:05:56,440 --> 00:05:59,560 Speaker 1: positive impression on me. And uh and I'm a fan 115 00:05:59,600 --> 00:06:00,520 Speaker 1: of the food today. 116 00:06:00,680 --> 00:06:03,080 Speaker 2: Yeah, and did you get some fun souvenirs like we had, 117 00:06:03,120 --> 00:06:04,880 Speaker 2: you know, whoopee cushions. 118 00:06:04,520 --> 00:06:09,799 Speaker 1: Everything so much so because I come from a big family, 119 00:06:09,880 --> 00:06:11,000 Speaker 1: six brothers. 120 00:06:11,320 --> 00:06:13,160 Speaker 2: You get one log roll and you got to slice 121 00:06:13,160 --> 00:06:13,480 Speaker 2: it up. 122 00:06:13,760 --> 00:06:16,719 Speaker 1: Yeah. 123 00:06:18,080 --> 00:06:20,839 Speaker 2: But oh, I do want to say, speaking of Stuckies 124 00:06:20,920 --> 00:06:24,080 Speaker 2: in Texas, we still have a dozen stores original Stucky 125 00:06:24,160 --> 00:06:26,640 Speaker 2: still operating. And you know who just stopped at the 126 00:06:26,680 --> 00:06:29,600 Speaker 2: Stuckies in Orange, Texas, which isn't too far from Houston. 127 00:06:29,880 --> 00:06:36,120 Speaker 2: Shaquille O'Neill stopped the Stuckies and this cute little boy 128 00:06:36,200 --> 00:06:38,520 Speaker 2: asking for a photo and he posed for it and 129 00:06:38,720 --> 00:06:41,240 Speaker 2: Stuckies is in the background. You can see the Stucky son. 130 00:06:42,880 --> 00:06:43,560 Speaker 2: That was a good day. 131 00:06:43,800 --> 00:06:46,000 Speaker 1: A lot of franchises. 132 00:06:47,000 --> 00:06:49,560 Speaker 2: Yeah, so it's licensed. So all right, So what happened 133 00:06:49,560 --> 00:06:52,680 Speaker 2: to our brand? My grandfather sold the company, okol He 134 00:06:52,760 --> 00:06:54,800 Speaker 2: made a lot of money. He sold it before I 135 00:06:54,839 --> 00:06:56,880 Speaker 2: was born, actually a year before I was born. It 136 00:06:56,960 --> 00:07:01,000 Speaker 2: was out of our family hands for decades and frankly 137 00:07:01,200 --> 00:07:04,520 Speaker 2: just lost its mojo under outside hands. My dad did 138 00:07:04,560 --> 00:07:06,560 Speaker 2: get it back in the mid eighties. This is where 139 00:07:06,560 --> 00:07:09,039 Speaker 2: it gets a little murky. My father was running his 140 00:07:09,080 --> 00:07:12,560 Speaker 2: own company. He ran Interstate Dairy Queen Company, a company 141 00:07:12,600 --> 00:07:15,240 Speaker 2: he founded. He had the exclusive franchise rights to Dairy 142 00:07:15,320 --> 00:07:18,880 Speaker 2: Queen stores on the interstate highway system. And that's a 143 00:07:18,920 --> 00:07:22,480 Speaker 2: great I mean, talk about a great business. We're talking 144 00:07:22,520 --> 00:07:25,160 Speaker 2: about hundreds and hundreds of dairy Queen stores all over 145 00:07:25,200 --> 00:07:29,640 Speaker 2: the country and he franchised them. He had the exclusive 146 00:07:29,640 --> 00:07:33,840 Speaker 2: franchise rights. So when he acquired Stuckies, he was already 147 00:07:33,920 --> 00:07:38,280 Speaker 2: running that and he basically just piggybacked Stuckies onto what 148 00:07:38,360 --> 00:07:41,440 Speaker 2: he was already doing. So the stores from that era 149 00:07:41,520 --> 00:07:43,880 Speaker 2: would be a Dairy Queen with the Stucky section. 150 00:07:44,080 --> 00:07:45,960 Speaker 1: Okay, okay, so understand that. 151 00:07:46,160 --> 00:07:48,200 Speaker 2: And he said, and I remember fighting with him on 152 00:07:48,240 --> 00:07:50,880 Speaker 2: this in a loving way. I was in college and 153 00:07:50,920 --> 00:07:53,120 Speaker 2: I said, well, why aren't you leading with the Stuckies brand. 154 00:07:53,160 --> 00:07:56,040 Speaker 2: He said, no, it's dairy Queen. Dairy Queen's what it's 155 00:07:56,080 --> 00:08:00,080 Speaker 2: about and so Stuckies was sort of on the somewhat marginal. 156 00:08:01,160 --> 00:08:04,120 Speaker 2: But having said that, he saved the company from completely 157 00:08:04,720 --> 00:08:07,600 Speaker 2: it would have gone under completely. My dad gets a 158 00:08:07,640 --> 00:08:09,600 Speaker 2: lot of credit for what he and his team did. 159 00:08:10,320 --> 00:08:14,360 Speaker 2: But they sold their dairy queen business okay, and twenty 160 00:08:14,440 --> 00:08:18,840 Speaker 2: twelve to Warren Buffett Borkshire Hathaway, and then that whole 161 00:08:19,000 --> 00:08:23,440 Speaker 2: infrastructure that was supporting what was left of Stuckies was gone. 162 00:08:23,680 --> 00:08:24,080 Speaker 1: Wow. 163 00:08:24,320 --> 00:08:27,280 Speaker 2: And so fast forward to twenty nineteen, it is just 164 00:08:27,320 --> 00:08:31,640 Speaker 2: a dumpster fire. And the investors which included my father, 165 00:08:31,720 --> 00:08:34,320 Speaker 2: but he had like seven investors and they were all 166 00:08:34,360 --> 00:08:36,679 Speaker 2: ready to sell their like, this is losing money. We 167 00:08:36,679 --> 00:08:37,959 Speaker 2: were six figures in debt. 168 00:08:38,679 --> 00:08:41,760 Speaker 1: And were they were they when they would say losing money? 169 00:08:41,760 --> 00:08:44,200 Speaker 1: Were they losing money on the licensing side or the 170 00:08:44,240 --> 00:08:47,080 Speaker 1: product side? What was the Give me the feel of 171 00:08:47,080 --> 00:08:49,679 Speaker 1: what Stuckies looked like at that period. 172 00:08:49,760 --> 00:08:53,200 Speaker 2: Yeah, So everything my grandfather owned was gone. The candy 173 00:08:53,240 --> 00:08:55,760 Speaker 2: plant was gone, the distribution center was gone. He had 174 00:08:55,760 --> 00:08:58,720 Speaker 2: a billboard company that was gone, trucking company gone. All 175 00:08:58,760 --> 00:09:02,679 Speaker 2: those assets were gone. All the candy was outsourced, so 176 00:09:02,720 --> 00:09:07,080 Speaker 2: we had third party manufacturers, which frankly, you know they're 177 00:09:07,120 --> 00:09:09,319 Speaker 2: pros and cons to having someone else make your product. 178 00:09:09,880 --> 00:09:13,880 Speaker 2: I thought the quality really suffered, and it's harder to 179 00:09:14,040 --> 00:09:17,160 Speaker 2: control not only quality, but your margin structure, right because 180 00:09:17,160 --> 00:09:18,559 Speaker 2: you have to pay someone else and you have to 181 00:09:18,559 --> 00:09:21,280 Speaker 2: ship it to your distribution facility, then you mark it 182 00:09:21,360 --> 00:09:23,680 Speaker 2: up and then you So it was really hard to 183 00:09:23,679 --> 00:09:26,160 Speaker 2: make those numbers work. So they were operating out of 184 00:09:26,240 --> 00:09:29,559 Speaker 2: a rented warehouse right in Eastman, Georgia, that was and 185 00:09:29,640 --> 00:09:34,560 Speaker 2: the only physical assets were it was inventory, and a 186 00:09:34,600 --> 00:09:37,040 Speaker 2: lot of it was really dusty. Like I had six 187 00:09:37,120 --> 00:09:41,880 Speaker 2: cases of Britney Bitch t shirts okay right, Like thank 188 00:09:41,920 --> 00:09:45,560 Speaker 2: god Britney Spears made me come back. I got to 189 00:09:45,600 --> 00:09:48,920 Speaker 2: sell those out a profit. I had cases of slap bracelets, 190 00:09:49,080 --> 00:09:53,440 Speaker 2: high school musical slap bracelets and had a moment like 191 00:09:53,880 --> 00:09:55,199 Speaker 2: when a decade ago. 192 00:09:55,160 --> 00:09:59,120 Speaker 1: So nostalgy, that's what I. 193 00:09:59,080 --> 00:10:01,760 Speaker 2: Had, All this crap at all this crap and this 194 00:10:01,960 --> 00:10:04,960 Speaker 2: outsourced stuff, and the pecans were being sourced in part 195 00:10:04,960 --> 00:10:05,600 Speaker 2: from Mexico. 196 00:10:05,880 --> 00:10:08,160 Speaker 1: That's the version we have right now. Not this okay cool? 197 00:10:08,320 --> 00:10:10,079 Speaker 2: So I was like, what do I do? This is 198 00:10:10,080 --> 00:10:11,840 Speaker 2: a hot mess. That's about when I met you. I 199 00:10:11,880 --> 00:10:14,440 Speaker 2: was like, I bought basically a brand, right, I thought 200 00:10:14,480 --> 00:10:18,040 Speaker 2: the trademark those stores not to get into it. They 201 00:10:18,040 --> 00:10:20,640 Speaker 2: were out of legal compliance with franchise loss. I had 202 00:10:20,640 --> 00:10:23,840 Speaker 2: to transition them to a licensing deal. A lot of 203 00:10:23,880 --> 00:10:26,439 Speaker 2: them looked really bad, so some of them I had 204 00:10:26,440 --> 00:10:30,079 Speaker 2: to debrand. So that was just a mess to clean up. 205 00:10:30,120 --> 00:10:32,640 Speaker 2: And I had to figure out how am I going 206 00:10:32,720 --> 00:10:35,280 Speaker 2: to make a profit? Right, And you have to pivot. 207 00:10:35,600 --> 00:10:38,120 Speaker 2: You have to embrace change, right, That's something you talk 208 00:10:38,160 --> 00:10:40,480 Speaker 2: about a lot. Please don't go anywhere. 209 00:10:40,679 --> 00:10:44,359 Speaker 3: We'll be right back with more Money Making Conversations Masterclass. 210 00:10:50,600 --> 00:10:54,400 Speaker 3: Welcome back to the Money Making Conversations Masterclass, hosted by 211 00:10:54,480 --> 00:10:55,400 Speaker 3: Rashan McDonald. 212 00:10:55,840 --> 00:10:57,600 Speaker 1: Well, I think about it. I'd always talk about that 213 00:10:57,640 --> 00:10:59,880 Speaker 1: because a lot of people that's that fear factor because 214 00:11:00,040 --> 00:11:02,720 Speaker 1: and the fact that the question that comes into you 215 00:11:02,800 --> 00:11:05,959 Speaker 1: were stuck and you fought with your father. Yeah, stuck 216 00:11:05,960 --> 00:11:08,200 Speaker 1: you right, Well that's a positive because you saw a vision, 217 00:11:08,559 --> 00:11:11,800 Speaker 1: he saw business. That's two different things. And you had 218 00:11:11,800 --> 00:11:15,199 Speaker 1: emotion he had he had a calculator. And so when 219 00:11:15,240 --> 00:11:19,079 Speaker 1: you're dealing with that, people start questioning your decisions. But now, 220 00:11:19,360 --> 00:11:22,600 Speaker 1: when I met you, you know, you were a dreamer, 221 00:11:23,320 --> 00:11:26,640 Speaker 1: didn't have a plan yet just going to all of 222 00:11:26,200 --> 00:11:30,200 Speaker 1: the shows selling your product, letting if you had the caps, 223 00:11:30,200 --> 00:11:32,720 Speaker 1: you have the stools, you the online You was really 224 00:11:32,760 --> 00:11:35,120 Speaker 1: pushing that aspect because that's all you had, and we. 225 00:11:35,120 --> 00:11:37,840 Speaker 2: Still weren't making our product right, We're still outsourcing. 226 00:11:38,400 --> 00:11:42,040 Speaker 1: So that's when Rashaan met you. You know, I would 227 00:11:42,120 --> 00:11:45,040 Speaker 1: use the word bright eyed but energetic because that's your 228 00:11:45,280 --> 00:11:50,080 Speaker 1: beautiful quality. You know, you understood one thing social media. 229 00:11:50,400 --> 00:11:53,360 Speaker 1: I loved that about you. Your LinkedIn account was on 230 00:11:53,480 --> 00:11:55,520 Speaker 1: fire because that's how I really found you. I was like, 231 00:11:56,920 --> 00:11:59,640 Speaker 1: how does she get all this engagement on LinkedIn? Talk 232 00:11:59,679 --> 00:12:02,440 Speaker 1: about the power of social media kind of like bringing 233 00:12:02,440 --> 00:12:03,360 Speaker 1: this brand back. 234 00:12:03,720 --> 00:12:07,280 Speaker 2: Yeah, well, social media is how any of us. It's 235 00:12:07,320 --> 00:12:11,320 Speaker 2: like the great equalizer, right, it is how people with 236 00:12:11,480 --> 00:12:14,760 Speaker 2: hustle and no budget or limited budget you can just 237 00:12:14,800 --> 00:12:17,640 Speaker 2: get out there and you can sell your story. But 238 00:12:17,720 --> 00:12:22,720 Speaker 2: it's all about authenticity and storytelling and it's got to 239 00:12:22,720 --> 00:12:25,480 Speaker 2: come from a place of reality. 240 00:12:25,600 --> 00:12:27,920 Speaker 1: Because now we're talking about brand ladies and gentlemen, so 241 00:12:28,360 --> 00:12:32,400 Speaker 1: I'm talking about and it's great having a person who's 242 00:12:32,440 --> 00:12:35,680 Speaker 1: tied to a brand that respects the brand. Every picture 243 00:12:35,720 --> 00:12:39,719 Speaker 1: she took it was either stuck in the background. I'm 244 00:12:39,760 --> 00:12:42,400 Speaker 1: just being real with y'all. Stuck in the background, she 245 00:12:42,480 --> 00:12:45,960 Speaker 1: had the stuck your handle turned to the angle, turned 246 00:12:46,120 --> 00:12:48,520 Speaker 1: the angle. It was like it was like it was 247 00:12:48,679 --> 00:12:53,120 Speaker 1: fascinating watching a person, whether you understood branded or not, 248 00:12:53,800 --> 00:12:57,760 Speaker 1: use branding to your benefit. And everybody engaged with you 249 00:12:57,760 --> 00:13:01,840 Speaker 1: because they saw a genuine excitement about what you were 250 00:13:01,880 --> 00:13:05,160 Speaker 1: doing here. Now you were talking about ground zero here, 251 00:13:05,440 --> 00:13:08,280 Speaker 1: and let's talk about that initial hustle, because I know 252 00:13:08,400 --> 00:13:12,120 Speaker 1: going out there telling people buy Stuckies, you tell trying 253 00:13:12,120 --> 00:13:14,000 Speaker 1: to get on shelves. I just want people to just 254 00:13:14,280 --> 00:13:17,080 Speaker 1: starve respect. I just want to create relationships. That's why 255 00:13:17,080 --> 00:13:18,360 Speaker 1: I met you. Let's start the story. 256 00:13:18,760 --> 00:13:22,160 Speaker 2: Yeah, yeah, oh so the other thing about LinkedIn this 257 00:13:22,200 --> 00:13:28,360 Speaker 2: is borderline stalking LinkedIn. Yes, we're telling a story, we're branding, 258 00:13:28,360 --> 00:13:30,440 Speaker 2: but we're also trying to get sales, right, we're also 259 00:13:30,480 --> 00:13:33,320 Speaker 2: trying to get on shelves, to your point, and so 260 00:13:33,559 --> 00:13:40,000 Speaker 2: I started following the CEOs, the category managers, the buyers, 261 00:13:40,080 --> 00:13:43,840 Speaker 2: the marketing directors for the businesses that I wanted to 262 00:13:43,840 --> 00:13:50,240 Speaker 2: start selling Stucky's products. So, yeah, I'm stalking cases, Walmart, sheets, 263 00:13:50,480 --> 00:13:56,800 Speaker 2: Thornton's wah wah, right, grocery store chains, Kroger, Eagles like, 264 00:13:56,960 --> 00:13:59,839 Speaker 2: so you just start kind of borderline stalk them. 265 00:14:00,040 --> 00:14:01,560 Speaker 1: And that's what you're talking about right here. You said 266 00:14:01,600 --> 00:14:05,120 Speaker 1: the growth in our partnership over five thousand retailers. Now 267 00:14:05,800 --> 00:14:09,320 Speaker 1: eighteen you have five thousand. So that just shows you one, 268 00:14:09,880 --> 00:14:17,680 Speaker 1: you know, five thousand retailers nationwide including hobby lobby bales, Yeah, ingles, wah. 269 00:14:17,440 --> 00:14:20,760 Speaker 2: Wah, yeah, well we are we're actually so woaha. Is 270 00:14:21,080 --> 00:14:21,960 Speaker 2: a learning lesson. 271 00:14:22,000 --> 00:14:24,240 Speaker 1: We can get to that, okay. And then the travel 272 00:14:24,280 --> 00:14:27,240 Speaker 1: Centers of America and others sell out delicious pecau and 273 00:14:27,280 --> 00:14:32,200 Speaker 1: snacks and candles. Wow. Yeah, from two hundred to five thousand. 274 00:14:32,440 --> 00:14:36,000 Speaker 2: Yeah, And it's because we got a manufacturing facility and 275 00:14:36,040 --> 00:14:39,080 Speaker 2: I got a business partner who had manufacturing acumen and 276 00:14:39,640 --> 00:14:42,400 Speaker 2: knew a lot more about finances than I did. Was 277 00:14:42,400 --> 00:14:43,239 Speaker 2: a chartnership. 278 00:14:43,400 --> 00:14:44,680 Speaker 1: Are you saying you're the face of. 279 00:14:44,640 --> 00:14:45,960 Speaker 2: The brain and the face of the brand. 280 00:14:46,000 --> 00:14:49,240 Speaker 1: I'm okay with that, okay, because that's what I saw. Yeah, 281 00:14:49,240 --> 00:14:51,920 Speaker 1: but I saw you know. It's like, you know, you 282 00:14:51,960 --> 00:14:53,840 Speaker 1: sit down and I talk about braining all the time, 283 00:14:53,920 --> 00:14:56,280 Speaker 1: talk about marketing all the time, and it's so great 284 00:14:56,280 --> 00:14:58,160 Speaker 1: to have you on my show. Thank you for Cheffan 285 00:14:58,200 --> 00:15:00,000 Speaker 1: you coming on the show because a lot of people 286 00:15:00,080 --> 00:15:03,960 Speaker 1: need to understand that we used the word hustle and 287 00:15:04,080 --> 00:15:06,840 Speaker 1: sometimes it sounds negative, but that's what you were doing. Yeah, 288 00:15:07,520 --> 00:15:11,840 Speaker 1: he was hustling physically, going to convention shows, putting your 289 00:15:11,840 --> 00:15:16,520 Speaker 1: products out there. You was hustling socially by tagging and 290 00:15:16,720 --> 00:15:21,720 Speaker 1: posting and on LinkedIn and things like that. But TikTok 291 00:15:21,760 --> 00:15:25,200 Speaker 1: to right TikTok, And the beauty of it was that 292 00:15:26,120 --> 00:15:29,640 Speaker 1: the engagement. I'm gonna tell you something on LinkedIn. You 293 00:15:29,640 --> 00:15:31,960 Speaker 1: know LinkedIn is LinkedIn. You know you can see that 294 00:15:32,000 --> 00:15:34,040 Speaker 1: type of engagement on Twitter. You can see that type 295 00:15:34,040 --> 00:15:38,760 Speaker 1: engagement on Instagram. But you was getting thousands of used, 296 00:15:38,960 --> 00:15:42,160 Speaker 1: thousands of likes. What was one it in your mind? 297 00:15:43,040 --> 00:15:47,040 Speaker 2: Just it was encouraging. It's really really encouraging. And it's 298 00:15:47,040 --> 00:15:50,520 Speaker 2: also about having a conversation and a relationship. So it's 299 00:15:50,560 --> 00:15:53,440 Speaker 2: not just those likes. I mean, the thumbs up are great, 300 00:15:53,440 --> 00:15:56,720 Speaker 2: but people call them vanity likes. What you really want 301 00:15:56,800 --> 00:15:59,800 Speaker 2: is a conversation. So I would urge people if you're 302 00:15:59,800 --> 00:16:04,400 Speaker 2: trying to up your LinkedIn game is pay attention to 303 00:16:04,440 --> 00:16:08,720 Speaker 2: the comments. Who comments on your posts? Okay, and can 304 00:16:08,760 --> 00:16:11,920 Speaker 2: you have a conversation with them and create your post 305 00:16:11,960 --> 00:16:15,920 Speaker 2: in a way that's going to invite a conversation. What 306 00:16:16,000 --> 00:16:19,360 Speaker 2: are things that I can do that will interest people? 307 00:16:19,480 --> 00:16:21,680 Speaker 2: You know, get a catchy headline and then end it 308 00:16:21,760 --> 00:16:25,240 Speaker 2: with what are some creative ideas you have for branding? 309 00:16:25,560 --> 00:16:28,800 Speaker 2: Or do you have some thoughts about ways I can 310 00:16:28,840 --> 00:16:31,600 Speaker 2: get my product to move off the shelves. People love 311 00:16:31,680 --> 00:16:34,760 Speaker 2: to be asked their opinion. What do you think people love? 312 00:16:34,880 --> 00:16:39,600 Speaker 1: I would because she's telling themselves short I post, she 313 00:16:39,720 --> 00:16:43,560 Speaker 1: writes a story. I mean, it'd be like paragraph. I go, Wow, 314 00:16:43,680 --> 00:16:46,960 Speaker 1: she's writing her story. You're telling your brand, You're telling 315 00:16:47,000 --> 00:16:51,040 Speaker 1: your emotions. What this means to you. That's that's really 316 00:16:51,040 --> 00:16:52,960 Speaker 1: compelling and I would never do that. 317 00:16:53,120 --> 00:16:57,400 Speaker 2: It's also understanding the algorithm. Okay, because LinkedIn rewards long 318 00:16:57,440 --> 00:17:02,000 Speaker 2: form narrative. That is their distinct pushing factor. Okay, from 319 00:17:02,960 --> 00:17:07,639 Speaker 2: Twitter for example, or TikTok. They want to have content 320 00:17:08,080 --> 00:17:11,040 Speaker 2: that is useful for their audience. They're the business community. 321 00:17:11,400 --> 00:17:13,679 Speaker 2: So if you are so good at this, if you 322 00:17:13,760 --> 00:17:17,600 Speaker 2: say three business takeaways on blah blah blah, you know, 323 00:17:17,800 --> 00:17:20,600 Speaker 2: here's some lessons on reinventing yourself, right right, right, here's 324 00:17:20,600 --> 00:17:23,160 Speaker 2: some lessons on succeeding at any age, which is something 325 00:17:23,200 --> 00:17:25,080 Speaker 2: I love that you are so good at talking about. 326 00:17:25,320 --> 00:17:29,800 Speaker 2: And so like takeaway lessons. Okay, LinkedIn's going to reward 327 00:17:29,840 --> 00:17:32,040 Speaker 2: you for that. So it's understanding the algorithm. 328 00:17:32,160 --> 00:17:36,840 Speaker 1: Okay, that's important. So that's that's important to hearing that 329 00:17:36,920 --> 00:17:39,920 Speaker 1: on the show. Now, the fact that you have a product, 330 00:17:40,520 --> 00:17:43,080 Speaker 1: where was your product that when you took it over? 331 00:17:43,080 --> 00:17:46,240 Speaker 1: I'm talking as far as the sellable items that are edible. 332 00:17:46,760 --> 00:17:49,240 Speaker 2: Yeah, So the product that we were outsourcing at the 333 00:17:49,280 --> 00:17:53,719 Speaker 2: time was in those those stores that we licensed franchised 334 00:17:53,760 --> 00:17:55,760 Speaker 2: at the time, so they were about there were about 335 00:17:55,800 --> 00:17:59,600 Speaker 2: fifty licensed franchise stores at the time, and we've, like 336 00:17:59,640 --> 00:18:01,960 Speaker 2: I said, debranded a bunch of them and then just 337 00:18:02,080 --> 00:18:04,639 Speaker 2: random mom and pop stores all over the place. And 338 00:18:04,720 --> 00:18:07,920 Speaker 2: so we had, you know, maybe about two hundred two 339 00:18:08,000 --> 00:18:10,560 Speaker 2: hundred retail stores that were selling our product, and we 340 00:18:10,600 --> 00:18:14,399 Speaker 2: had an online site. And our sales back when I 341 00:18:14,440 --> 00:18:17,320 Speaker 2: bought the company were a little over two million and 342 00:18:17,560 --> 00:18:18,919 Speaker 2: they're now at fourteen million. 343 00:18:19,680 --> 00:18:24,800 Speaker 1: Yeah, and I just knuckle knocked with audio wise. 344 00:18:25,160 --> 00:18:29,000 Speaker 2: And that's for our team too, because and we've grown 345 00:18:29,040 --> 00:18:33,400 Speaker 2: from When I bought the company, it was five, yeah, 346 00:18:33,520 --> 00:18:38,240 Speaker 2: five full time employees, and today we're about forty five. 347 00:18:38,280 --> 00:18:41,320 Speaker 2: We're hiring. We're hiring up right now at the Candy Plane. 348 00:18:41,320 --> 00:18:43,639 Speaker 2: And we bought a manufacturing facility. So that was the 349 00:18:43,680 --> 00:18:47,320 Speaker 2: big That was the game changer, was to start manufacturing. 350 00:18:47,880 --> 00:18:51,560 Speaker 1: Okay, cool, You don't grow like this alone. Talk about 351 00:18:51,560 --> 00:18:53,320 Speaker 1: the people you had to bring in to make this 352 00:18:53,440 --> 00:18:56,520 Speaker 1: mission grow, because this is about organizational structure. 353 00:18:56,600 --> 00:18:57,840 Speaker 2: Now, that's right, you're. 354 00:18:57,640 --> 00:19:01,320 Speaker 1: The face, but you were willing name meet Rashan. This 355 00:19:01,440 --> 00:19:04,800 Speaker 1: is working. But how do I accelerate the relationship the 356 00:19:04,840 --> 00:19:07,720 Speaker 1: business side of it? Yeah? 357 00:19:08,640 --> 00:19:10,600 Speaker 2: Yeah, First I was the CEO because we didn't have 358 00:19:10,640 --> 00:19:13,080 Speaker 2: a CEO. Someone as well be me. We needed someone 359 00:19:13,480 --> 00:19:17,399 Speaker 2: and I was doing everything. And then I realized if 360 00:19:17,440 --> 00:19:19,960 Speaker 2: I wanted to scale, I can't do it alone. I 361 00:19:20,000 --> 00:19:23,359 Speaker 2: got a business partner who has a long standing relationship 362 00:19:23,359 --> 00:19:26,159 Speaker 2: with our family. He is the third generation pecan farmer 363 00:19:26,800 --> 00:19:31,800 Speaker 2: and his family managed his pecan business, manages our pecan farm. 364 00:19:31,880 --> 00:19:33,960 Speaker 2: Our This is not part of Stuckies. It's just our 365 00:19:34,000 --> 00:19:37,480 Speaker 2: family has a very small pecan farm and his they 366 00:19:37,520 --> 00:19:39,919 Speaker 2: managed that. So he's he's in the pecan business. So 367 00:19:39,960 --> 00:19:42,640 Speaker 2: he's in the business and he had a small pecan 368 00:19:42,720 --> 00:19:45,959 Speaker 2: snack brand and he was having trouble scale because it 369 00:19:46,040 --> 00:19:49,800 Speaker 2: wasn't a name brand like Stuckies. Yes, and he needed 370 00:19:49,800 --> 00:19:53,200 Speaker 2: a brand. I had a brand, but I needed expertise. 371 00:19:53,840 --> 00:19:57,359 Speaker 2: And so we connect as a marri we connected. You know, 372 00:19:57,640 --> 00:20:00,080 Speaker 2: a business partnership is a lot like a marriage. You 373 00:20:00,119 --> 00:20:03,560 Speaker 2: have to choose wisely. And I would say it's it's 374 00:20:03,560 --> 00:20:06,679 Speaker 2: harder to get out of than a marriage too. In 375 00:20:06,680 --> 00:20:09,679 Speaker 2: most cases. Some people may disagree with me, but you 376 00:20:09,800 --> 00:20:15,960 Speaker 2: really have to choose wisely going in. And boy did I. 377 00:20:14,359 --> 00:20:17,120 Speaker 1: I like the fact first you had to be honest too. 378 00:20:17,840 --> 00:20:22,280 Speaker 1: Product's not moving. She has a brand that's recognizable and good. 379 00:20:22,359 --> 00:20:26,320 Speaker 1: By the way, let's not forget the quality of the product. Right. 380 00:20:26,359 --> 00:20:28,440 Speaker 1: But I'm telling you now this is fantastics. 381 00:20:28,760 --> 00:20:29,880 Speaker 2: His name is Argie Lamar. 382 00:20:29,920 --> 00:20:34,800 Speaker 1: But and so he came on board. Now, you know, 383 00:20:35,080 --> 00:20:38,159 Speaker 1: here's the thing about a relationship and something that like 384 00:20:38,160 --> 00:20:40,919 Speaker 1: it's like your child letting the coach take over your 385 00:20:41,000 --> 00:20:43,560 Speaker 1: child and teaching them and train them. What did you 386 00:20:43,640 --> 00:20:45,560 Speaker 1: have to give up? And was it hard to give 387 00:20:45,640 --> 00:20:48,200 Speaker 1: up certain lanes of responsibilities? 388 00:20:48,280 --> 00:20:52,600 Speaker 2: Oh? I gave up a lot and for me, sharing 389 00:20:52,760 --> 00:20:57,000 Speaker 2: power is not giving up power, it's increasing power power. 390 00:20:57,200 --> 00:20:57,440 Speaker 1: Okay. 391 00:20:57,880 --> 00:21:00,000 Speaker 2: I mean all of us want to train up people. 392 00:21:00,240 --> 00:21:02,560 Speaker 2: And not that I trained up RG because he came 393 00:21:02,680 --> 00:21:05,239 Speaker 2: to the table with a lot of skill sets. But 394 00:21:05,280 --> 00:21:08,359 Speaker 2: we are building a team and we really focus on 395 00:21:08,760 --> 00:21:12,080 Speaker 2: how all of our management team is supposed to be 396 00:21:12,160 --> 00:21:16,680 Speaker 2: training up the people under them to be leaders. And 397 00:21:16,720 --> 00:21:19,159 Speaker 2: in fact, just this morning and we were on our 398 00:21:19,240 --> 00:21:23,320 Speaker 2: weekly production call and two of our production workers at 399 00:21:23,359 --> 00:21:26,399 Speaker 2: the candy plant have been promoted a shift leader internally, 400 00:21:27,040 --> 00:21:29,760 Speaker 2: you know. So it's all about bringing that up. Please 401 00:21:30,000 --> 00:21:31,040 Speaker 2: don't go anywhere. 402 00:21:31,200 --> 00:21:34,879 Speaker 3: We'll be right back with more Money Making Conversations Masterclass. 403 00:21:41,119 --> 00:21:44,920 Speaker 3: Welcome back to the Money Making Conversations Masterclass hosted by 404 00:21:45,000 --> 00:21:45,919 Speaker 3: Rashaan MacDonald. 405 00:21:46,640 --> 00:21:49,760 Speaker 2: So I learned quickly what I was good at. I'm 406 00:21:49,760 --> 00:21:51,800 Speaker 2: good at being the face of the brand, which is 407 00:21:52,440 --> 00:21:56,320 Speaker 2: a lot of work. And I also do pitches, right, 408 00:21:56,400 --> 00:21:59,439 Speaker 2: and I work trade shows, and I do tastings, I 409 00:21:59,480 --> 00:22:03,159 Speaker 2: do marketing events, so it's a lot of hustle. So 410 00:22:03,359 --> 00:22:05,440 Speaker 2: I'm really good at that and that's a full time job. 411 00:22:06,080 --> 00:22:09,960 Speaker 2: And my business partner is really good at operations, innovation, 412 00:22:11,119 --> 00:22:14,880 Speaker 2: day to day running the company right and so that's 413 00:22:14,920 --> 00:22:17,600 Speaker 2: what he does. And a year ago I sat down 414 00:22:17,600 --> 00:22:20,280 Speaker 2: with him. It was actually my idea, and I said, 415 00:22:20,880 --> 00:22:24,320 Speaker 2: you should be CEO. Wow, and I'll be. At first 416 00:22:24,359 --> 00:22:26,240 Speaker 2: I said, well, I'll be the chief branding officer. And 417 00:22:26,240 --> 00:22:29,440 Speaker 2: we were a little concerned that that didn't sound high 418 00:22:29,520 --> 00:22:32,639 Speaker 2: up enough. And also, we're frankly applying to be a 419 00:22:32,640 --> 00:22:36,440 Speaker 2: women owned brand, and so for women owned, the female 420 00:22:36,440 --> 00:22:38,240 Speaker 2: has to be the top. And so the chair of 421 00:22:38,320 --> 00:22:42,240 Speaker 2: the board has the authority to hire and fire everyone 422 00:22:42,400 --> 00:22:47,040 Speaker 2: right in the company, and so we had to have 423 00:22:47,160 --> 00:22:52,359 Speaker 2: that set forth so we would we're equal and power 424 00:22:52,440 --> 00:22:55,439 Speaker 2: in my opinion, although technically share of the board, I 425 00:22:55,440 --> 00:22:59,240 Speaker 2: could I could fire him. God Lee, I would like 426 00:22:59,320 --> 00:23:02,119 Speaker 2: be clinging on to his ankles begging him not to 427 00:23:02,200 --> 00:23:05,600 Speaker 2: leave if he ever said he wanted owner too. He's 428 00:23:05,720 --> 00:23:07,280 Speaker 2: we jointly owned the company. 429 00:23:07,520 --> 00:23:11,400 Speaker 1: But you but you're the majority because of the fact that. 430 00:23:11,320 --> 00:23:13,600 Speaker 2: You're women, are well, it's majority female. So if you 431 00:23:13,760 --> 00:23:16,640 Speaker 2: have some other women, so we have other investors, okay, cool, 432 00:23:16,840 --> 00:23:21,320 Speaker 2: and so all the investment dollars combined majority female, and 433 00:23:21,359 --> 00:23:25,200 Speaker 2: then it's leadership. We haven't gotten the certification yet. 434 00:23:25,080 --> 00:23:28,280 Speaker 1: Okay, cool, you will you will knock on fantastic yourself. 435 00:23:28,920 --> 00:23:31,840 Speaker 1: The beauty of this conversation is, let's get to the products. 436 00:23:31,880 --> 00:23:34,159 Speaker 1: You were saying something about. You talked about trade shows, 437 00:23:34,200 --> 00:23:37,480 Speaker 1: and I was rathering off all these great stories. You're 438 00:23:37,480 --> 00:23:40,760 Speaker 1: in hobby lobby bills, angles, travel Centers of America, and 439 00:23:40,760 --> 00:23:42,399 Speaker 1: I got to wah Wah. You said, that's that was 440 00:23:42,440 --> 00:23:44,000 Speaker 1: a learning Yeah, that's. 441 00:23:43,840 --> 00:23:47,440 Speaker 2: A learning moment. That's a teachable moment. So wah Wah 442 00:23:47,520 --> 00:23:51,119 Speaker 2: was one I got through LinkedIn. I did a post 443 00:23:51,160 --> 00:23:53,080 Speaker 2: on how much I love wah Wah got the attention 444 00:23:53,160 --> 00:23:56,200 Speaker 2: of their CEO, Chris Guyson's and he said, well, we'll 445 00:23:56,200 --> 00:23:58,200 Speaker 2: give you a shot. We'll bring you into our Florida bark. 446 00:23:58,240 --> 00:24:01,400 Speaker 1: Where where's wah located as far as the country. 447 00:24:01,200 --> 00:24:05,480 Speaker 2: Well, they're based in the Northeast, Okay, but they have 448 00:24:05,800 --> 00:24:08,200 Speaker 2: stores in Florida and they're about to open their first 449 00:24:08,200 --> 00:24:10,879 Speaker 2: store in Georgia, and they have a cult like following. 450 00:24:10,920 --> 00:24:14,840 Speaker 2: They have amazing hogis and their coffee game is amazing, 451 00:24:15,000 --> 00:24:18,240 Speaker 2: and it's just a good brand. It's a really good brand, 452 00:24:18,400 --> 00:24:20,920 Speaker 2: and they treat their employees right and the stores just 453 00:24:21,000 --> 00:24:23,520 Speaker 2: looked beautiful. So I wanted us to be part of that. 454 00:24:24,560 --> 00:24:27,679 Speaker 2: But here's where we went wrong. Two things. First, they 455 00:24:27,680 --> 00:24:31,159 Speaker 2: said we'll bring in one skew, one product, so just 456 00:24:31,320 --> 00:24:37,000 Speaker 2: this on a shelf is really hard to generate attention. Second, 457 00:24:37,880 --> 00:24:44,520 Speaker 2: their buyer and they wanted us. So their buyer wanted 458 00:24:44,520 --> 00:24:48,000 Speaker 2: to go with a different skew that wasn't our best seller, 459 00:24:48,040 --> 00:24:49,679 Speaker 2: and we said, well, we really think it should be 460 00:24:49,760 --> 00:24:54,239 Speaker 2: kettle glazed, and their buyer wanted maple, and so we 461 00:24:54,280 --> 00:24:56,639 Speaker 2: went with maple. It's not our best seller, and it 462 00:24:57,040 --> 00:25:00,200 Speaker 2: didn't perform well. And then we had another shot where 463 00:25:00,200 --> 00:25:02,320 Speaker 2: they said, well, we'll let you bring in another skew, 464 00:25:02,840 --> 00:25:06,040 Speaker 2: and we said the kettle glazed. But here's the other 465 00:25:06,080 --> 00:25:09,000 Speaker 2: thing with these big chains is the dirty secret about retail. 466 00:25:09,000 --> 00:25:10,720 Speaker 2: If you're a vendor trying to get on the shelves, 467 00:25:11,359 --> 00:25:14,560 Speaker 2: you have to pay slotting fees. So it was forty 468 00:25:14,640 --> 00:25:19,040 Speaker 2: k to have one slot, plus promotions. They want you 469 00:25:19,119 --> 00:25:23,600 Speaker 2: to include bake promotions into the pricing, so it's really 470 00:25:23,640 --> 00:25:26,760 Speaker 2: hard to make money sometimes and these chains, and so 471 00:25:26,800 --> 00:25:30,240 Speaker 2: when people ask me, why aren't you in Walmart? Why 472 00:25:30,280 --> 00:25:32,520 Speaker 2: aren't you in some of these chains, and we want 473 00:25:32,520 --> 00:25:34,800 Speaker 2: to be in them, but the worst thing you can 474 00:25:34,840 --> 00:25:35,480 Speaker 2: do is to grow. 475 00:25:35,600 --> 00:25:39,119 Speaker 1: You know this because you count. 476 00:25:38,000 --> 00:25:41,440 Speaker 2: Consult with businesses all the time. Sometimes it's better like 477 00:25:41,600 --> 00:25:44,600 Speaker 2: we're in food line, we're in Ingles. I love those accounts. 478 00:25:45,040 --> 00:25:48,320 Speaker 2: They are in several states. There's are grocery chains and 479 00:25:48,800 --> 00:25:52,840 Speaker 2: the vibe is good for us. We're in the Southeast. 480 00:25:53,240 --> 00:25:57,360 Speaker 2: It's manageable. We can fulfill production. They give us four skews. 481 00:25:57,640 --> 00:25:59,639 Speaker 2: You know, you've got to have more than one skew. 482 00:26:00,080 --> 00:26:01,680 Speaker 2: So that's the lesson. You can have more than one skew. 483 00:26:02,080 --> 00:26:05,320 Speaker 2: And don't not necessarily think being in those big national 484 00:26:05,320 --> 00:26:07,120 Speaker 2: brands are going to be the be all and then 485 00:26:07,119 --> 00:26:08,359 Speaker 2: all until you're ready. 486 00:26:08,440 --> 00:26:10,399 Speaker 1: And everybody I wants to do that. Everybody wants to 487 00:26:10,480 --> 00:26:13,119 Speaker 1: jump out there with these big brands. And it's all 488 00:26:13,160 --> 00:26:15,040 Speaker 1: positive to say, I want to. I'm in Walmart, I'm 489 00:26:15,080 --> 00:26:18,119 Speaker 1: in Target. But the food lines of the Krogers, the 490 00:26:18,119 --> 00:26:22,000 Speaker 1: food lines of the world, come on now, fresh markets 491 00:26:22,000 --> 00:26:25,040 Speaker 1: of the world, come on now, these are really really great. 492 00:26:25,400 --> 00:26:29,280 Speaker 1: Going do your demos. The traffic flow, it feels friendly. 493 00:26:29,560 --> 00:26:32,560 Speaker 1: The environment of stores are smaller, Okay, so when you 494 00:26:32,560 --> 00:26:34,720 Speaker 1: come in you can see your customers coming through the 495 00:26:34,720 --> 00:26:37,760 Speaker 1: front door. You know what I'm saying. So this is 496 00:26:37,800 --> 00:26:40,880 Speaker 1: such a great conversation. So product wise, you know, I'm 497 00:26:40,880 --> 00:26:43,320 Speaker 1: looking at several products around and this is on audio, 498 00:26:43,400 --> 00:26:45,879 Speaker 1: so I want to make sure very visual when I'm talking. 499 00:26:46,280 --> 00:26:50,040 Speaker 1: So this is the number one brand toasted the cons No, 500 00:26:50,200 --> 00:26:50,600 Speaker 1: this is. 501 00:26:50,560 --> 00:26:53,680 Speaker 2: Our newest flavor. It's called sweet and Salty, okay, And 502 00:26:53,720 --> 00:26:55,879 Speaker 2: what I love about is only three grams of sugar. 503 00:26:56,480 --> 00:27:00,320 Speaker 2: So the true people, well people are trending to more 504 00:27:00,400 --> 00:27:05,400 Speaker 2: healthy options, but they still like their suites. So this 505 00:27:05,480 --> 00:27:10,440 Speaker 2: is indulgent, but it's it's healthier for you, is what 506 00:27:10,480 --> 00:27:11,080 Speaker 2: we like to see. 507 00:27:11,160 --> 00:27:14,480 Speaker 1: The infamous pecan law is still out there right. 508 00:27:14,600 --> 00:27:16,880 Speaker 2: Oh my gosh, it's our number one best seller. It's 509 00:27:16,880 --> 00:27:20,080 Speaker 2: our signal bringing that to the house today because I'm 510 00:27:20,160 --> 00:27:27,600 Speaker 2: out of them. You got to come visit our you know, Rands, Georgia, 511 00:27:27,680 --> 00:27:30,280 Speaker 2: southside of Augusta. They have a little golf tournament. 512 00:27:29,880 --> 00:27:33,320 Speaker 1: There and we are all the masters. 513 00:27:33,119 --> 00:27:39,879 Speaker 2: Right right, the masters there. We are about to get 514 00:27:39,920 --> 00:27:44,719 Speaker 2: online are our production for the pecan lag rolls at 515 00:27:44,760 --> 00:27:47,840 Speaker 2: a massive scale. So we've got a new machine that 516 00:27:47,880 --> 00:27:53,760 Speaker 2: will enable us to make ten times more than that. Really, 517 00:27:54,040 --> 00:27:57,080 Speaker 2: it's going to greatly expand our production capacity of the 518 00:27:57,119 --> 00:28:00,359 Speaker 2: log roll and Once we get that going, we'll be 519 00:28:00,359 --> 00:28:03,480 Speaker 2: able to start experimenting with the newgat So we're not 520 00:28:03,520 --> 00:28:06,920 Speaker 2: going to do the New Coke right debacle. Right, that 521 00:28:07,040 --> 00:28:09,120 Speaker 2: was a big mistake. We all learn from New Coke. 522 00:28:09,560 --> 00:28:12,639 Speaker 2: We're going to have the original pecan, We'll always always 523 00:28:12,680 --> 00:28:15,159 Speaker 2: sell that, but we're going to experiment. 524 00:28:15,520 --> 00:28:18,399 Speaker 1: Now, I've never had this. The stuck his gift shop 525 00:28:18,840 --> 00:28:22,439 Speaker 1: milk chocolate pecans. These balls. 526 00:28:22,680 --> 00:28:27,000 Speaker 2: We have milk chocolate, dark chocolate chocolate. Yeah, it looks 527 00:28:27,000 --> 00:28:29,280 Speaker 2: like the I know what you're talking about. That's an 528 00:28:29,320 --> 00:28:32,040 Speaker 2: old school can. Come on, come on, really good. Oh 529 00:28:32,080 --> 00:28:35,240 Speaker 2: my god, Yeah, they're really good. If you put them 530 00:28:35,240 --> 00:28:39,640 Speaker 2: in popcorn, yeah, protest little pro snacker tip. You get 531 00:28:39,680 --> 00:28:43,680 Speaker 2: that sweet, you get the salty, the crunchy. It's delish. 532 00:28:44,080 --> 00:28:46,240 Speaker 2: So we have a a Rover machine, which is like 533 00:28:46,280 --> 00:28:49,800 Speaker 2: a chocolate water. You have chocolate that's a turtle. 534 00:28:50,120 --> 00:28:50,640 Speaker 1: A turtle. 535 00:28:51,000 --> 00:28:53,040 Speaker 2: We call them gopherst right, which is. 536 00:28:53,200 --> 00:28:57,480 Speaker 1: Very edible, Yes, very friendly to stomach. Yeah, I love it. 537 00:28:57,640 --> 00:29:01,840 Speaker 2: Those are our, Those are our. That's also trending is 538 00:29:01,880 --> 00:29:05,959 Speaker 2: the smaller pack sizes. Yes, so people people still will indulge, 539 00:29:06,000 --> 00:29:07,920 Speaker 2: but they want a hundred calorie pack. 540 00:29:08,480 --> 00:29:10,640 Speaker 1: Give us a smaller client. That's what she does, A 541 00:29:10,640 --> 00:29:12,080 Speaker 1: little small cookies, little. 542 00:29:11,920 --> 00:29:14,920 Speaker 2: Bite sized cookies and that way, it's a it's an indulgence, 543 00:29:14,960 --> 00:29:15,960 Speaker 2: but it's not crazy. 544 00:29:16,120 --> 00:29:19,560 Speaker 1: You know, I want to talk about you brought something 545 00:29:19,600 --> 00:29:20,360 Speaker 1: from me to sample? 546 00:29:20,560 --> 00:29:22,040 Speaker 2: Yes, I want your honest opinions. 547 00:29:22,120 --> 00:29:26,640 Speaker 1: Okay, this is a new product described to audience what 548 00:29:26,720 --> 00:29:26,960 Speaker 1: it is. 549 00:29:27,000 --> 00:29:29,640 Speaker 2: So this is a collapse. So if any foody entrepreneurs 550 00:29:29,640 --> 00:29:32,240 Speaker 2: are listening, we are all about collapse. I think that's 551 00:29:32,240 --> 00:29:35,520 Speaker 2: the way you grow stronger together. Partnerships are very powerful. 552 00:29:36,000 --> 00:29:39,320 Speaker 2: So this is my friend Molly Blakelee and she goes 553 00:29:39,320 --> 00:29:42,400 Speaker 2: by molly Bees, molly Bee's cookies. She won the Golden 554 00:29:42,400 --> 00:29:45,200 Speaker 2: ticket for Walmart last year. She is rocking it and 555 00:29:45,240 --> 00:29:49,960 Speaker 2: she makes boozy cookies. Okay, and it's not boozy crazy flavors. Yes, 556 00:29:50,520 --> 00:29:55,000 Speaker 2: this is not. So. She and I started talking about 557 00:29:55,000 --> 00:29:58,400 Speaker 2: doing a peconlog roal cookie and we have pitched this 558 00:29:58,560 --> 00:30:02,760 Speaker 2: to convenience store chain and their innovation summit, and it 559 00:30:02,800 --> 00:30:05,800 Speaker 2: would be awesome if we get selected, we'll see, but 560 00:30:05,960 --> 00:30:08,760 Speaker 2: we are pitching it as an exclusive to them, so 561 00:30:08,880 --> 00:30:11,000 Speaker 2: if they pick that up, that will be the only 562 00:30:11,000 --> 00:30:14,280 Speaker 2: community store chain where you could buy that. And if 563 00:30:14,280 --> 00:30:17,400 Speaker 2: they don't pick it up, then we'll be selling it 564 00:30:17,440 --> 00:30:17,840 Speaker 2: all over. 565 00:30:18,320 --> 00:30:20,760 Speaker 1: First of all, I'm gonna give my taste today, yes, 566 00:30:20,800 --> 00:30:24,400 Speaker 1: and then I'm going down to Rans Georgia to your 567 00:30:24,400 --> 00:30:29,000 Speaker 1: team can film they I should bring. I know Marcus, 568 00:30:29,040 --> 00:30:31,880 Speaker 1: you want to travel Marco, he's my number one eater. 569 00:30:32,040 --> 00:30:34,160 Speaker 2: He's okay, and we have a Marcus too. 570 00:30:34,240 --> 00:30:36,160 Speaker 1: He's the number one eater right there. Now, I'll tell 571 00:30:36,240 --> 00:30:38,080 Speaker 1: you that Casey over there, he's fankey. 572 00:30:38,280 --> 00:30:40,720 Speaker 2: All right, came on, came on. I want you to 573 00:30:40,760 --> 00:30:44,000 Speaker 2: all trying the product. But what you a taste test 574 00:30:44,080 --> 00:30:45,080 Speaker 2: I brought several. 575 00:30:47,000 --> 00:30:49,400 Speaker 1: Interview is over with. Now what's the future? You know, 576 00:30:49,400 --> 00:30:54,040 Speaker 1: because I was reading the magazine was projecting fifty million fourteen. 577 00:30:54,080 --> 00:30:58,280 Speaker 1: Now that this company can be a fifty million dollars 578 00:30:58,280 --> 00:30:59,040 Speaker 1: a year company. 579 00:30:59,120 --> 00:31:02,640 Speaker 2: Actually it's one hundred million is our goal. Now I 580 00:31:02,680 --> 00:31:05,720 Speaker 2: haven't set a date for that. But really there's no 581 00:31:05,840 --> 00:31:09,840 Speaker 2: reason why Stuckies cannot be the go to pecansnack in 582 00:31:09,840 --> 00:31:12,800 Speaker 2: this country. So here's our value proposition. Right, if you 583 00:31:13,040 --> 00:31:15,680 Speaker 2: are coming out with a product, you want to make 584 00:31:15,720 --> 00:31:19,959 Speaker 2: sure that you have something special, unique that fills avoid 585 00:31:20,000 --> 00:31:22,880 Speaker 2: in the marketplace. It you got to offer something different 586 00:31:22,920 --> 00:31:25,600 Speaker 2: because why would the consumer choose you if they can 587 00:31:25,640 --> 00:31:28,920 Speaker 2: already get something else that they're loyal to. So you 588 00:31:28,960 --> 00:31:32,560 Speaker 2: go to the nut aisle of America, any convenience store, 589 00:31:32,560 --> 00:31:35,400 Speaker 2: any grocery store, your specialty shop, whatever. What do you see? 590 00:31:35,560 --> 00:31:40,240 Speaker 2: You see almonds, you see pistachios, you see cashews, you 591 00:31:40,280 --> 00:31:42,960 Speaker 2: see peanuts. With all right, I'm going to geek out. 592 00:31:43,040 --> 00:31:46,560 Speaker 2: It's not a nut technically, it's a lagoon. It's kind 593 00:31:46,560 --> 00:31:48,880 Speaker 2: of an impostor on the nut aisle said with love, 594 00:31:49,200 --> 00:31:53,640 Speaker 2: I love I love peanuts, important commodity in Georgia. So 595 00:31:53,760 --> 00:31:56,960 Speaker 2: I love peanuts. But I'm just saying, you see all 596 00:31:57,000 --> 00:32:01,280 Speaker 2: these other nuts, right, yet the only snack nut that 597 00:32:01,520 --> 00:32:06,240 Speaker 2: is native to our country the pecan. Do you see 598 00:32:06,280 --> 00:32:08,640 Speaker 2: it on the aisles? Do you see a standalone pecanbag? 599 00:32:08,920 --> 00:32:11,800 Speaker 2: What you see is the pecan in a mixed nut 600 00:32:11,840 --> 00:32:17,800 Speaker 2: bag fighting for space with the brazil nut, right, or 601 00:32:17,880 --> 00:32:22,360 Speaker 2: the or the hazel nut. Right. Like you're like, where's 602 00:32:22,440 --> 00:32:26,160 Speaker 2: the pecon? Where's the pecan? And and that to me 603 00:32:27,120 --> 00:32:28,880 Speaker 2: is all right. So I'm going to try not to 604 00:32:28,920 --> 00:32:33,440 Speaker 2: be too on a political rant this political season. Everyone's 605 00:32:33,520 --> 00:32:37,360 Speaker 2: very divisive, but like it is unpatriotic it is un 606 00:32:37,440 --> 00:32:42,600 Speaker 2: American that there is not a pecan bag stand alone 607 00:32:43,200 --> 00:32:45,400 Speaker 2: on most of the snack alls of America. And so 608 00:32:45,560 --> 00:32:47,800 Speaker 2: we want to be that. We want to be the 609 00:32:47,840 --> 00:32:51,160 Speaker 2: next it nut. Move over, pistachio. You have had your day. 610 00:32:51,200 --> 00:32:54,680 Speaker 2: Pistachio has been the it nut for like a decade. 611 00:32:55,600 --> 00:32:59,200 Speaker 2: They do so like sell. We just got to sell more. 612 00:32:59,240 --> 00:33:01,640 Speaker 2: We'll have some cue commercials too, you know. 613 00:33:02,000 --> 00:33:04,560 Speaker 1: And I will tell you something the I at home, 614 00:33:04,600 --> 00:33:08,040 Speaker 1: I have a bag of becan half your half from 615 00:33:08,080 --> 00:33:11,160 Speaker 1: the South, Yeah, and I just love them and I 616 00:33:11,280 --> 00:33:13,320 Speaker 1: just get them off the baking aisle. That's where I 617 00:33:13,320 --> 00:33:15,760 Speaker 1: go get my nuts for Bacan because they're on the 618 00:33:15,840 --> 00:33:18,440 Speaker 1: baking aisle. And so because I know you're absolutely right, 619 00:33:18,480 --> 00:33:20,520 Speaker 1: because that's where I have to go, I grab them 620 00:33:20,840 --> 00:33:23,680 Speaker 1: when I wanted to watch a movie and studying those peanuts, 621 00:33:23,720 --> 00:33:25,000 Speaker 1: which will make you mad if you know I was 622 00:33:25,000 --> 00:33:27,440 Speaker 1: sitting and watching a movie eating peanuts and not so 623 00:33:27,560 --> 00:33:30,480 Speaker 1: you know, my relationships view is surely strong. But she's 624 00:33:30,520 --> 00:33:35,160 Speaker 1: absolutely right. But again, you're branding your story. This has 625 00:33:35,200 --> 00:33:38,760 Speaker 1: been like a marketing and branding one on one interview 626 00:33:39,080 --> 00:33:41,520 Speaker 1: that I feel is going to be so useful, not 627 00:33:41,560 --> 00:33:44,160 Speaker 1: only just just to people who want to know where 628 00:33:44,240 --> 00:33:46,280 Speaker 1: is Stucky, how I can get with Stucky before we 629 00:33:46,320 --> 00:33:49,640 Speaker 1: go online, talk about the Stuckies where you can get 630 00:33:49,640 --> 00:33:50,880 Speaker 1: your products and stuff. 631 00:33:51,000 --> 00:33:54,760 Speaker 2: Stuckies dot com. That's the easiest. Stuckies with an S, 632 00:33:54,920 --> 00:33:57,680 Speaker 2: right Stuckies with an S or just google Stuckies that 633 00:33:57,720 --> 00:34:00,600 Speaker 2: will come up and on that site you can see 634 00:34:00,600 --> 00:34:03,920 Speaker 2: where those few remaining license stores are if you if 635 00:34:03,960 --> 00:34:08,120 Speaker 2: you want to get that experience. And then we're working 636 00:34:08,160 --> 00:34:10,720 Speaker 2: on getting more up to date with all the different 637 00:34:10,760 --> 00:34:13,680 Speaker 2: chains that carry our product, but definitely in the Southeast, 638 00:34:13,800 --> 00:34:18,799 Speaker 2: Engles Food Lion Hobby Lobby is nationwide absolutely, and so 639 00:34:18,840 --> 00:34:21,120 Speaker 2: you can at home is the nationwide chain. 640 00:34:22,520 --> 00:34:24,960 Speaker 1: When you go to these stores Hobby Lobby Foods. Like 641 00:34:25,280 --> 00:34:27,600 Speaker 1: what products are in these. 642 00:34:27,400 --> 00:34:30,839 Speaker 2: Stores, it varies, but you'll see what we call our 643 00:34:30,880 --> 00:34:33,920 Speaker 2: core nine, our main products. So most of the stores 644 00:34:33,920 --> 00:34:37,600 Speaker 2: are going to carry the yellow bag of pecan snacks, 645 00:34:38,000 --> 00:34:40,000 Speaker 2: and they'll have the pocan log role and some of 646 00:34:40,000 --> 00:34:43,960 Speaker 2: them will also have pralines and the turtles, the milk 647 00:34:44,000 --> 00:34:47,839 Speaker 2: chocolate turtles. We also just got into Rural King and 648 00:34:47,880 --> 00:34:51,400 Speaker 2: we're in Bombguar, So if your Midwest fans will definitely 649 00:34:51,480 --> 00:34:54,799 Speaker 2: recognize those brands this are Farm Hardware, which is a 650 00:34:54,880 --> 00:34:58,560 Speaker 2: really good chain for us, Like Farm Hardware is our jam. 651 00:34:58,760 --> 00:35:00,920 Speaker 2: I just got back from the Ace Hardware Show and 652 00:35:00,960 --> 00:35:03,320 Speaker 2: then I'm headed to True Value and do it best 653 00:35:03,920 --> 00:35:06,120 Speaker 2: to kind of know your market right know who your 654 00:35:06,120 --> 00:35:10,640 Speaker 2: audience is. Those folks love us. You saw me on 655 00:35:10,680 --> 00:35:14,040 Speaker 2: the farm Borough magazine cover, so go with it, embrace 656 00:35:14,080 --> 00:35:16,279 Speaker 2: it and we love that demographic. 657 00:35:16,440 --> 00:35:17,799 Speaker 1: I want to say thank you for coming on Money 658 00:35:17,840 --> 00:35:22,000 Speaker 1: Making Conversation Masterclass, just to know when I first met 659 00:35:22,040 --> 00:35:24,840 Speaker 1: you and then the nGy is there, but you feel 660 00:35:24,840 --> 00:35:27,960 Speaker 1: more relaxed and the vision is a lot stronger. The 661 00:35:28,000 --> 00:35:30,760 Speaker 1: fact that you were you had fourteen million the goals 662 00:35:30,760 --> 00:35:34,120 Speaker 1: one hundred million dollars annual growth revenue. That's what money 663 00:35:34,160 --> 00:35:36,440 Speaker 1: Making Conversation is all about. Yeah, you're having a good 664 00:35:36,440 --> 00:35:37,600 Speaker 1: conversation with me right now. 665 00:35:37,640 --> 00:35:40,640 Speaker 2: Yeah, well, thank you so much. It's just been my pleasure. 666 00:35:40,920 --> 00:35:43,319 Speaker 1: Thank you. This has been another edition of Money Making 667 00:35:43,360 --> 00:35:47,279 Speaker 1: Conversation Masterclass posted by me Rashaun McDonald. Thank you to 668 00:35:47,360 --> 00:35:49,920 Speaker 1: our guess on the show today and thank you. I'll 669 00:35:50,000 --> 00:35:51,959 Speaker 1: listening to the audience now if you want to listen 670 00:35:52,000 --> 00:35:53,920 Speaker 1: to any episode. I want to be a guest on 671 00:35:54,040 --> 00:35:58,040 Speaker 1: the show. Visit Moneymaking Conversations dot com. Our social media 672 00:35:58,080 --> 00:36:01,480 Speaker 1: handle is money Making Conversations. Join us next week and 673 00:36:01,560 --> 00:36:04,400 Speaker 1: remember to always leave with your gifts. Keep winning.