Advice Line with Stacy Madison of Stacy’s Pita Chips

28:16all right let's bring in our next caller welcome to the advice line you're on with stacy madison founder of stacy's pita chips tell us your name where you're calling from and just a line about your business please hi guy hi stacy my name is alex hildebrandt and i live in boston but i'm currently in new york city where i spend a lot of time for my business. And I'm a co-founder of Suyo Pisco. Suyo is a spirits company, and we're introducing the world to single origin Pisco, which is the national spirit of Peru. And Pisco also happens to be the only spirit in the world that by law is made with one ingredient.

28:49Which is grapes, presumably. That's right, which is grapes. Alex, thanks for calling in. And thanks for asking us hopefully to help you out. Tell me a little bit about how you started this business. I mean, I think most people, a lot of people know Pisco Sour, right? Tell me about how you got into making and selling Pisco. I'm from Peru, which is what really inspired me to do something really to reconnect with my home country as a Peruvian who spent most of his life in the United States. I always felt like I wanted to do something that reconnected me. And I don't come from the Pisco space. I don't come from a family of producers or anything like that.

29:29But one of my best friends and now co-founder is a Peruvian. And we had been brainstorming ideas for a really long period of time. And we decided that we both shared this passion about doing something that reconnected us with our roots. And so it hit us right in the head one time. We were back home in Miraflores in Lima, Peru, and we were drinking a Pisco cocktail. And we kind of looked at each other and we were wondering, wait, what do you know about Pisco? And we explored and we decided to launch a Pisco brand. Okay. So first of all, I'm assuming like tequila or other certain other spirits, it has to be made in Peru to be called Pisco.

30:05That's exactly right. So you can't just distill grapes in California and call it Pisco. Correct. So much like a tequila or a champagne, it has denomination of origin. So that means it has to come from a very specific place in Peru and be produced a very specific type of way, which I think for the most part is a good thing because that ensures that we have this spirit that only has one ingredient at the end of the day, which is very, very cool and unique. When did you launch the brand, Suyo? We launched the brand in 2020 after having started the project in 2019. Of course, COVID came around and we imported our first pallet into the United States in late 2021 and started selling it in early 2022.

30:51Where are you selling it right now? We're very focused geographically, mostly between New York and Boston and then between San Francisco and LA. That's about the majority of our California sales. And that's kind of at the request of our distributor. And again, we should mention, with spirits, it's tricky because you've got to go state by state. Every state has different regulations. So you've got to start with one state and then grow from there. What is the, in terms of like your sales, mostly from restaurants and bars, mostly from liquor stores, where are you seeing sales? Great question. So roughly 80 % of our sales this year to date have been in bars and restaurants.

31:30Roughly 20 % will be liquor stores, which is kind of in line with what we expected when we launched the brand. Because when you're introducing someone to something new, I think it's oftentimes more approachable to purchase a cocktail at a more approachable price point than going into a liquor store and buying a bottle of something that tends to be a little bit more premium priced. And you may not know what to do with it. So it's kind of in line with our expectations. And give us a sense, Alex, of what kind of revenue you expect to do this year. Do you expect to break 300 ,000, 400 ,000? Yeah, we think we'll do a little bit over 400 ,000 this year.

32:03Okay. And before I dive in further, tell us what your question is, what question you brought for us. Yeah. So I'm sort of facing a consumer behavior dilemma. If we take, for instance, being at a bar or liquor store, consumers tend to first decide what kind of alcohol to drink. For example, they'll think I— Gin, vodka, yeah. Yeah, or I feel like having a vodka soda and or vodka. I feel like having a vodka soda today. I'm going to have Tito's, which is the brand. But on the other hand, sometimes consumers also just order a brand without knowing or even caring what kind of alcohol category it is.

32:45One example is Hennessy, which is often thought of as its own thing. But it's a cognac, which is also a denomination. It's a great controlled spirit. Right. It's a grape spirit. That's right. So here I am building a brand that's in a category that's relatively unknown. And I'm wondering if you, Stacey, or Guy could offer any advice on how to prioritize my efforts in educating consumers about Pisco while also building my brand's awareness, which is Suyo. Interesting, because I can't think of a single Pisco brand, right? I can think of vodka brands or gin brands, but I cannot think of a Pisco brand, which to me seems like a great opportunity.

33:26Before I weigh in, I want to bring in Stacey Madison. Stacey, a lot to think about here. Alex has this Pisco brand. I'm sure you've had Pisco Sours in Miami because there's some awesome Peruvian restaurants down there. What do you think? I mean, brand or category or what? Okay. Well, first, I went last night and had a pisco sour. I asked the bartender, you know, can I see your pisco? Like, what kind of pisco are you pouring here? Because I wanted to hear what he, did he know anything about it? You know, things like that. The question is, is there like a suyo sour? Great question. uh we we actually tend to lean away from the pisco sour which could be another question to to um phrase back at you the pisco sour is is what everybody intuitively orders because that's really all they know but our experience has been that the pisco sour tends to be a little um less approachable in that it has an egg white in it and it's kind of complicated to make at home so we've been looking for something that can be made at home uh it has very few ingredients it's very simple.

34:38So what we push is the Pisco punch, which I think maybe to your point doesn't have our name in it. And maybe we should find a way to incorporate our name into it. But it is a traditional cocktail that we what's in the Pisco punch. Yeah, the Pisco punch traditionally is really just three ingredients. And because we love simplicity, this has made a lot of sense for us. It's going to be Pisco, of course, pineapple juice and lime juice. And that's all you need. If you know how to make a margarita, you can make a Pisco punch is the way we've been approaching it. You just need those three ingredients.

35:08Got it. Okay, cool. Yeah. Other than a pisco sour, what else is pisco used for? There are a lot of options, which is a double-edged sword. There's so many different directions we can go, but how do you keep it simple and try to find that one thing that really, really takes off? So we play a lot with the martini, swap in pisco for the vodka or the gin, because we have two different expressions that have similar profiles to both vodka and gin, respectively. You can do other easy highballs like pisco tonic, which is a super Peruvian drink as well, because tonic comes from quinine, which is originally from Peru.

35:46So that's a fun storytelling opportunity for us that we use. And then there's some others that are more traditional in Peru. For instance, if you go to a house party or you go to a family gathering, a celebration, just about everybody's going to be drinking what's called a chilicano, which is just pisco and ginger ale. And you put a dash of lime on top. That is super simple. It's much like a mule. If you've had a mule before, most people enjoy that if you drink. You have to bring your name into it. I agree. I agree 100%. Yeah. I mean, if it were me and you're selling to all these bars, take, you know, 10 free drink cards, you know, work it out with the bar.

36:29And you have a whole underground crew of ambassadors to go into the bar. And people do this. It's a free drink to go in and to order a sooyah tonic and have the people next to that person go at sooyah tonic. Like, what's that? Oh, it's made with Pisco and, you know, Pisco, suya Pisco and buy them a drink. I completely agree. And that's your underground network. I completely agree, Stacey, because, look, consumers, they rarely champion a category unless there's a brand to rally behind. Right. So, look, you think of like Aperol, like Aperol. There are other things that are like Aperol, but you order an Aperol spritz.

37:12Patron is a great example in tequila. Right. You have an opportunity to make Suyo synonymous with Pisco to U.S. consumers because there isn't anything like that. There is no Patron for Pisco. The brand is the tip of the spear here. You're leading with the story of Suyo and what it does. The other thing is Peruvian food is some of the greatest food in the world. Some of the greatest restaurants in the world are in Lima. People who know about food know about Peruvian food. But like I didn't know that Pisco had to have a single ingredient, you know, single origin. I didn't know that. And maybe on the bottle, you know, says something like, you know, Peru's best kept secret or something like that.

37:55I would really lean into talking to bartenders about making suyo drinks. As Stacey said, suyo tonics, suyo and orange juice. But then also the punch, suyo punch. and really just start to build on the brand and a mixer rather than Pisco and a mixer. Suyo Sours, it can be a Pisco Sour. Suyotini. Yeah, I mean, I think that's really what you, the opportunity is to make your brand synonymous with Pisco. It's just a category that is, to me, it seems wide open. I mean, tequila, everybody's in tequila. You know, gin, vodka, but not that many Pisco brands known in the U.S. if any. None. None. And the market is wide open.

38:45It was the exact same thing with the pita chips. Nobody knew what a pita chip was, which is crazy. Stacey, I thought you were such a perfect person to ask this question. And I think I think you've answered the question here. But you know, it's like when we go or we get we get asked to come to bars and and do what they call staff trainings or staff educations. And we 100 % of the time start with let me talk to you quickly about what Pisco is to set the basis. And then now let me talk to you about Suyo. What I'm hearing from you two is maybe it makes sense to flip the script. And we talk, we lead with Suyo and then, oh, by the way, this is a Pisco.

39:19Let me tell you a couple of things about what that means. So how much, can I ask how much does the bar pay for a bottle? Yeah, of course. So for our core line, which are the Givrantha in Italia that you see in there, they pay depending on the tier that they get, because it changes depending on how many you buy. It's between about$30 a bottle and about$33 a bottle, depending on the market. Okay. So it ends up at retail roughly$45 is the SRP that we aim for. Yeah. Yeah. I'm just trying to get a handle on a feel for both your sales and for what kind of drink you're creating. Because if you're creating, I have to say I'm not a big fan of the punch thing.

40:03I think of something red. Okay. Oh, you want a red punch, not a yellow. Yeah, I think of something red and I think of something that's not as expensive. And I think that, you know, you should keep it equivalent to the more expensive cocktails. It sounds like jungle juice. It doesn't sound as elevated to you. Well, but it can, but it can. I mean, have you had milk punch at some of these high-end bars, Stacey? But that's such the category is so. Yeah. Small. Like the general public, I think, you know, in order to get that extra buck. So, Alex, I think, I mean, here, I think there's a huge opportunity here.

40:45It's all about Suyo. It's not about Pisco. Pisco comes next. People discover Pisco through Suyo. That's the direction you should take. The brand is called Suyo Pisco. Alex Hillebrand, good luck, man. Thanks for calling. Thanks so much, Guy. Thanks, Stacey. It was great chatting with you both. Thank you. Yeah, I tell you what, I love Pisco. I mean, I don't order them often, but every time, every once in a while, I'm like, oh, Pisco's sour. That sounds great. I want that egg white. Yeah, it's like you're eating – it's like you're drinking an egg white. I mean, how much healthier can it be? Delicious.

41:15Spirits is a tricky category because there are so many spirits brands. But certain kind of wormholes in that world, right, like Pisco's or other kinds of spirits have an opportunity. And I would also think about partnering with maybe some interesting Peruvian chefs because that, I mean, I think the number one restaurant in the world for a while was in Lima. So there you go. I think he's on to something he could really, it could really take off. We're going to take a quick break. But when we come back, another caller, another question and another round of advice. I'm Guy Raz. Stick around. You're listening to The Advice Line on How I Built This Lab.

41:58The WNBA playoffs are in full swing, and Tommy Alters' The Young Man in the Three brings you closer to the game. Get complete WNBA playoff coverage as Tommy sits down with the game's biggest stars and delivers unmatched analysis. The Young Man in the Three's WNBA playoff coverage is presented by Quest Nutrition. From irresistibly crunchy protein chips to rich chocolatey protein bars, these treats make giving in feel so good. Quest. Big on protein, low on sugar, huge on flavor. Shop Quest on Amazon at amazon.com slash questnutrition and enjoy all the WNBA action on the Young Man and the Three wherever you get your podcasts.

42:42We're spending more than ever. I hate my job. The price of everything has gone up. AI is threatening my job. It's crisis after crisis. Nothing is working out. I can't find We're one disaster. Take control of change. I need a change. Disruption is the force of change. Stop the chaos. Stop the madness. Take control. Read James Patterson's Disrupt Everything and Win.

43:22Let's bring in our final caller. Welcome to the advice line. You are on with Stacey Madison, founder of Stacey's Peterships. Tell us your name, where you're calling from, and one line about your business, please. I'm Stephanie Stuckey. I am with Stuckey's. I'm calling from Renz, Georgia, and we make pecan snacks and candies. Awesome. Stephanie, welcome to the show. Stuckey's, you make pecan candy. So just give me kind of a sense of what kind of candy do you sell? We're best known for the pecan log roll, which is my grandmother's recipe. We've actually been making it since 1937. Wow. Yeah, I call ourselves an 88-year-old startup.

44:00Yeah. Yeah, and we also make pralines and gophers. It's caramel, pecans, and chocolate. We do dark chocolate pecans, white chocolate pecans, and then we have a whole line of flavored pecans, Everything from roasted and salted to honey roasted, kettle glazed, bourbon. I love it. We're crazy about pecans. Wow. This is an old new brand, right? Right. This is not... Okay, tell me what is the story of Stucky's? It's a crazy journey. So I am an attorney. I spent my entire life doing different things. I was a public defender, a state representative, and head of sustainability for the city of Atlanta.

44:46And five years ago, I got a phone call that the company that my grandfather had founded and sold was for sale. And it's your last name, Stucky. It's my last name. Yeah. So he started it as a roadside pecan stand. When did he start it? 1937. Wow. Okay. Yeah. People loved that he made snacks and candies. And people said, oh, this is great, but where's the restroom? Where can I get gas? So he built a gas station that sold snacks, candies, kitschy, fun souvenirs, clean restrooms. And he just built it from there. At its peak, Stucky's had 370 stores in 40 states. Wow. He had a candy company, a trucking company, a billboard company.

45:28We were synonymous with road tripping in America. Wow. You were the, what's it called, the Buc-ee's or the Wawa's of that time. Yeah. Before there was TA Loves or Buc-ee's, there were Stuckys. We were the first roadside retail chain. And so what happened to it? Did he sell it? Like when did he sell it? He sold it when I was a little girl. So 1964 is when he sold it. But he remained involved in controlling it until the mid-70s. I totally remember Stuckys. Yeah. I think I was 13. We did a trip across country and we would always stop at a Stuckys. All right. So your grandfather starts this. He sells it.

46:11Yes. And how does it end up back in your hands? I got a phone call that the company was for sale. It was six figures in the red. The owners at the time were looking to sell. How many gas stations do they have? There are about a dozen original stores still around. We do not own or operate them. And they were losing money. It was a hot mess. So the brand comes up for sale. I mean, how much did they want? or how much were they willing to take? I paid$500 ,000. It was my life savings. So you bought the brand back with the idea to revive this roadside stand or to do something different? And then I realized it wasn't working and we were sinking further into debt.

46:55So I made a pivot after about a year and I got some business partners and we decided to reinvent the brand just the way it started as a pecan snack and candy company. and we bought a manufacturing facility. Wow. And everything was outsourced and the pecans came from Mexico. And pecans are the only snack nut native to this country. They are absolutely delicious. They are. Georgia grows more pecans than anywhere else in the world. I know. Why is it called the peach state? Yeah. It should be the pecans state. Is it pecans or pecans? What do you say? I say pecans, but I thought in Georgia you say pecans.

47:32Yeah, the customer's always right. Yeah, you're supposed to say pecans in Georgia. Just say stuckies. That's what I want. I want to be synonymous with pecans. Before I get to your question, give me a sense of where, like, how is the business doing now as a candy business? It's doing well. We're in about 4 ,000 doors nationwide. We do very well in farm and hardware. We're in some C stores, some grocery like Food Lion and Ingles. We just launched in Select, Walmart, and Sam's Club. and we have 65 employees. We're the largest employer in Renz, Georgia. Sales have grown from two to 10 million. 10 million?

48:13Yeah, but it's still a challenge, right? So that's my question. So Stucky's was once known as this roadside stand, but today we're reinventing ourselves as a pecan snack and candy company in a market that is dominated by big budget brands backing pistachios, cashews, almonds, peanuts. How do we position Stuckey's and pecans as a distinctive must-have choice for a new generation of consumers who didn't grow up like Stacey stopping at Stuckey's? We've got to introduce ourselves. We're getting on shelves. How do we move off the shelf? All right. All right. Good question. Stacey, I want to bring you in.

48:53You obviously know this brand from when you were a kid, but now it's not a gas station roadside stop. It's pecan logs and rolls and pecans. It sounds delicious. And, you know, they're doing pretty well. $11 million,$10 million in sales. Probably still not, right? You guys made some investments in manufacturing equipment. And you've got a lot of employees, so you probably still have some debt. Yes, we do. You're probably not able to pay yourself a whole lot. Because people hear$10 million and they're thinking, you're rolling in pecan dough. Yeah, they do. No, you're not. Not, right? No, it's very – manufacturing is very capital intensive.

49:26We pay our employees very well. That was one of the most important things we did. We bought an existing facility, and we gave everyone a pay raise, and we brought in insurance. And so all of that costs money. It's worth it. Yeah. Yeah. All right. So let's get to – Stacey, I want to bring you in before we answer Stephanie's question. Maybe you've got some questions for her. Yeah. Oh, I definitely do. Well, first of all, you're talking to somebody that does not eat peanuts. Oh. I like pecans. I just, I love them, you know? And that's my first choice. Yeah, it's my first choice of not. I love that.

50:03I have a question. Like you seem to have a lot of skews. Yes. Yeah. Right? Just to clarify, there's like dark chocolate, white chocolate pecans, cinnamon pecans. There's the bourbon pecans. I mean, there's a lot of stuff here, is what you're saying. Yeah, it's a lot to manage. We do have a core line for mass distribution. So we have, we call them the seven core. Okay. So what area of the store, where would I find you? And where would I find it? Like if you have all these things that are, like it seems like they're very different to have a pecan roll than a bag of pecans or a chocolate or like what section of the store are you targeting?

50:43The nut aisle, snack nut aisle, and then also the candy aisle. And ideally, like we're in a fair amount of convenience stores, a lot of independent convenience stores. So you might find a center store. In a perfect world, we're in the impulse section right at the register, right? What's your top seller? The pecan log roll. The log roll is the number one seller. It's been delivering for us since my grandmother first whipped it up in her country kitchen. Who's buying them? Probably mostly 50-ish and up. Yeah. I mean, it's people who recognize the brand. And that's the exact direction I'm going. And it may not be what you want to hear.

51:25Yeah, I hear you. But I'll tell you, I would flood the current older population. Like you have a population out there who knows and recognizes your brand. Yeah. So I would start with hitting all the stucky people. And you know, all the that age range, the over 50. Yeah. Grow the corn. It's not as big. It's not, yeah, for your core population. And then once you've kind of tapped out that market, then I would, you know, expand from there. Yeah. What's the shelf life of this loaf? It's seven months. And then the bagged pecans are 12 months. Stacey, your advice is interesting, right? Because the question is, how do we make this more appealing to younger consumers.

52:13And most of us are like, of course, it's a no brainer. You want younger consumers because they're going to grow up with this and they have disposable cash. But actually, older consumers are often ignored at our peril, right? It's like you almost want to double down on the people who know this and are buying it. I think you can kind of split the difference here a little bit, right? Because you've got a heritage brand, but you do want to appeal to younger consumers. You do want people to see this. And so there are a number of things you could try. I mean, I think one of the questions is your branding really leans into nostalgia, right?

52:48It looks like the 40s or the 50s. And the Stuckey's logo is like that. And I wonder if you can keep the integrity of the Stuckey's logo, but maybe think about a more modern rebrand overall for the brand. But I actually think at the end of the day, people are focused on their own interests and people are focused on, a lot of people are focused on protein. and pecans are a protein. It's a plant-based protein source. I mean, again, I would double down on what's selling best. I would double down on the rules and really try and put any marketing dollars, any promotional dollars, any social media dollars into the bar, into the log.

53:28But I would also think about maybe trying a different approach in parallel, which is America's oldest natural snack since, you know, 1776 or something, you know, America's first protein bar. The original, I mean. Delivering plant-based protein since, you know, since whatever. Yeah. I think you could say you're the original. I mean, the OG protein. We were doing protein before anybody, yeah, or something. Yeah. The other question I have is, you know, there's a brand called Nuts.com, which it was an amazing brand and we're featuring that brand on our show. They sell like 3 ,000 different things, right?

54:13And so the other question is Stucky's, I know I was looking at your website, you do sell some almonds and some walnuts, but really this is a pecan brand. And so down the road, is Stucky's bigger? Is it a bigger candy, confectionery, nostalgic brand? And can you, or if you're going to lean into pecans, is it worth trying things like pecan butter? I don't, I've never seen that anywhere. It's delicious. It's delicious. Pecan nut milk. I don't know anybody who makes pecan nut milk. I mean, it's kind of pecan ice cream, as obvious. Pecan coffee beans. But I think, I keep thinking about this brand and Stacey, you know this brand, David Bars.

54:53It's just blown up. It's a protein bar brand. It was started by the same guy who created RX Bars, Peter Rahal, who's been on our show. And this brand is all about protein, and he's leaned into it. And he did something really unusual in the last few months, which is they sell protein bars, but they started to sell frozen fish. You can go to grocery stores in New York and find David-branded frozen cod. It looks like a David bar, but it's literally a piece of frozen cod. They are not getting into the frozen cod business. This is a marketing tool. This is a way to say to people, look, you can eat this frozen cod and go prepared at home, or you can pretty much get the same amount of protein by just buying a David bar.

55:33And people are talking about that. It's all over the place. It's an incredibly smart marketing campaign. And if you try something weird like pecan nut milk, who knows? We just have to get new equipment. Yeah, we sell it in our – we have a candy outlet store. We don't make it, but it is so yummy. I'm sure you just whiz it with some water and filter it. Yeah, I would source that one out. Great. I have a question. Yeah, question. Go ahead. Yeah, so my question is, all right, along the lines of the protein bar. So someone suggested this to me, is take our pecan log roll, which is a candy bar, and add protein powder to it.

56:16so it's like a protein but it's got it would have caramel coating and it has some sugar in it how many grams of protein is in it without doing that uh good question let me see if i can protein says two grams all right to start yeah i mean i think you could try something like that i think you'd probably if you're trying to appeal to sort of a fitness crowd i mean they're going to want less sugar or you pack it, you really sort of, it's more nut heavy and less caramelly, right? I mean, there are ways to, you know, to do this with reduced sugar and it's worth trying. I mean, at the end of the day, you want people talking about this.

56:59Yeah. Am I allowed to disagree with you, Guy? Please. Okay. Go, please. I don't think a bar that's starting with two grams of protein is, I mean, she has a product that's selling already. And, you know, she went from two to 10 million in four years. I think that, you know, she's kind of found something that works and the product, people like it. People must like it if you're selling that much of it. I would not change your recipe one bit. People used to come to us and say, can you make a gluten-free pita chip? Yeah. How are we going to make this gluten-free? It's bread. It's toast. You could do rice flour pitas.

57:42You could do, but I hear you. There was an integrity in Stacey's Pita Chips that you didn't want to mess with. And, you know, if people wanted gluten-free brand, they can start their own brand. It's authenticity, right? That's what people want in a brand. Yeah. I would lean into the history. I would definitely try to do some kind of crossover since you're in two sections of the store. that's going to be crazy expensive in the long run. And you're doing your own manufacturing, so you have to be very careful on how many skews you're putting out there. So many people are looking for a recipe that works that's going to sell, and you have that.

58:23Got it. Sorry, Guy. I'm not. Don't go into the dirty part. I think you should have something weird. I think you should think about the codfish idea. with David Bars and have something weird. And I think it would be worth just thinking about some kind of refresh, keeping the integrity of that logo, the Stucky's logo. You know, if you're doing good business with people over 50, great. But I think you would still retain those people, but bring some new people in. Go ahead, Stacey. You know what is really a great thing to have? You know, you have that pecan coating for the fish. The pecan-coated fish.

59:07Right? Yes. Yes. You can do a pecan meal, which we make, by the way. If you have that pecan coating in there, you're sold. And it's made with sucky's pecan. It's got to be good. There we go. Can you hook me up, Guy, with that brand? There you go. But I agree with you both, right? Like, I think we need to make sure our base stays loyal and true and spends a lot of money. For sure. For sure. But we've got to get a younger demographic if we're going to continue. And so maybe getting a little weird. Get a little weird. In a fun way that gets people talking. For sure. Yeah. And I would make sure that you're always the Stucky's Pecan.

59:51Yes. Get your name with your product. Stacey's Pita Chips. Yes. Stucky's Pecans. All right. Stucky's is the brand. And Stephanie Stuckey, thanks so much for calling in. Good luck. Keep us posted. It's an honor to meet you. I was a Stuckey's fan. Thank you. It's been a pleasure. Thank you. Stacey, thanks so much for coming back on the show. It was great having you. It was great being here. Thank you, Guy. That's Stacey's Pita Chips founder, Stacey Madison. And by the way, if you haven't heard Stacey's original How I Built This episode, please go back and check it out. So many people tell me all the time that it's like one of their favorites of all time.

1:00:25And here is one of my favorite moments from that episode. Wait, why did he say that? Were you literally like hand cutting the pita bread? Yeah, Mark's right bicep was like three times the size of his left because he was literally using a knife to cut bread. He was just like, yeah, you'll never be able to bring this product to market on any kind of scale. So for us, that was a really hard blow. Thanks so much for listening to the show this week. Please make sure to check out my newsletter. You can sign up for it for free at GuyRoz.com. And if you're working on a business and you'd like to be on this show, send us a one-minute message that tells us about your business, the issues or questions you'd like help with, and hopefully we can help you with them.

1:01:15And make sure to tell us how to reach you. You can send us a voice memo at hibt at id.wondery.com or call us at 1-800-433-1298 and leave a message there. And we'll put all this in the podcast description as well. This episode was produced by Ramel Wood with music composed by Ramtin Arablui. It was edited by Andrea Bruce. Our audio engineer was Robert Rodriguez. Our production staff also includes Casey Herman, Alex Chung, Carrie Thompson, Catherine Seifer, Carla Estevez, Noor Gill, Sam Paulson, and Elaine Coates. I'm Guy Raz, and you've been listening to The Advice Line on How I Built This Lab.

1:02:07If you like How I Built This, you can listen early and ad-free right now by joining Wondery Plus in the Wondery app or on Apple Podcasts. Prime members can listen ad-free on Amazon Music. Before you go, tell us about yourself by filling out a short survey at wondery.com slash survey. No one knows your business better than you. So who better to create your website than, well, you? Wix's website builder puts it all in your hands. Create a beautiful website just by talking with AI or choosing from thousands of templates. Customize every detail with simple drag-and-drop tools and get everything you need to start running business your way.

1:02:49Build more, think bigger, and do it all yourself on Wix.