Elevator Talk: Herb & Orchid, Drop Needle Drinks, Fast Pickle, Edenesque, Nutrisurg

26:47And I started researching juice. And one of my goals with my marketing agency was to develop brands that I could kind of plug into the marketing machine. So I tried every pickle juice and brine on the market. And eventually, I decided to just create my own. And it's been a fun project, nonetheless. My original, I cut my teeth kind of in CBG. My first job was a field marketing manager for NOS Energy Drink. Back then it was NOS Infuse and went through the whole acquisition process with Coca-Cola. I worked there for about five years running the field marketing teams in the Midwest. So it took me right back to like hands in the ice barrel, being involved with all the products of field marketing, seeding, PR.

27:33So yeah, it's been, but it's different. My marketing agency is primarily on the automotive side of things. So this is like thrown right back into a mix that I'm kind of uncertain about, but like I always say, you just start and then you figure it out as you go. Okay. I have a lot of questions, but we're going to take it to Rebecca in a second. Man, AJ, it took me a second. I had to really focus because after you said pickle popsicle, I was like, what the heck? I was completely thrown off by that. But anyway, New York City definitely knows about pickle juice. Rebecca, is it still a trend out there?

28:09Are people still drinking pickle juice? I mean, I know that in bars, they used to do the pickle juice back with whiskey. It was very popular. I was curious to know, do they actually make a pickle first? And then what do they do with the pickles themselves to use the juice, actually? Yeah, great question. Great question. So I use a co-packer right now that's got kind of a little bit of a custom blend. And that is, it is remnant juice from the pickle making process. So the pickles are made, pickles are sold external to us, and then we take the juice and have it bottled and distribute that. And so, you know, and that's part of, I think, like one of our USPs is like, I've tried all of them.

28:54And like ours tastes so good. And I really do believe it because it was part of the process. It touched cucumbers, right? And pickling spices and whatnot, that it has a little bit of like an umami kind of effervescent flavor that a lot of the others don't, which is something I'm really proud of. And are you, you're launched in 2024. for are you sold direct to consumer right now are you in stores what's the price point sure so i've started it uh about middle of the year last year we really launched january 1st technically of this year right now it's uh just amazon and our website uh direct to consumer um the amazon sales are starting to pick up pretty substantially which is awesome for me um and then we're getting a lot i mean it's like i think to to step back there are competitors in this space right but i think it's a little stale.

29:45And that's really why I wanted to attack it. I wanted to bring kind of more modern perspective, a little bit younger vibe to the space. Fast Pickle, you know, it's like really leans in wellness. And I've kind of, to me, I call it like microhydration. You know, there's almost 500 milligrams of sodium in this little bad boy. So I'm getting a lot of sauna fitness centers reaching out to us on the website, wanting to try it, carry it. Actually a local place here in Nashville framework. Great guy reached out, didn't even know we were a Nashville company. So I brought it by, I got a tour and he's got a little electrolyte bar that he's got set up in there.

30:20So he has that on the bar next to some other non pickle juice competitors in this space. But yeah, it's retail or distributors. I don't know anything about it. And I think that's part of what I'm learning. So as of right now, direct to consumer, but until I find someone that can walk me through that process, maybe on this call, maybe this group. I'm not through any distributors right now. Okay. Rebecca, take it away. My biggest advice is always vet your distributor. They come in all shapes and sizes. And I think it's always important to talk to brands that have worked with the distributor. You're going to hear always a version, the distributor's version of what they actually do.

31:02And I think finding brands during incubation stage, in addition to like established brands, if you can meet founders and that the distributor you plan to work with, that's like the most sound advice I can give you just because there's a lot of really great distributors out there that, but there's also a lot that unfortunately have, you know, characteristics that we wouldn't want to get involved with. So I think, you know, just trying to network the best you can with the brands the best you can and vetting any distribution partner you plan to go with. Awesome. Yeah. We've really kind of been focused locally here in Tennessee.

31:41What I'm excited about too is, you know, it's a three ounce bottle is kind of the real estate aspect of in store on premise as a pickleback solution price point. You asked about that, Ray, we're at two 49 for one bottle. and then it goes up to$12.99 for a six pack,$23.99 for a 12 pack and$44.99 for a 24 pack. Are these shelf stable? Yes. Sell by a year from manufacturer date, but I can't technically say, but it's vinegar based. It already preserves itself. That's the whole history of pickle juice to begin with. did rebecca were you aware of pickle juice as uh an electrolyte hydration type of beverage only from my own personal hangover craving consumption i would say is uh you know i have a weird craving sometimes for pickles when i'm hung over and i think it i never put the two together but i'm assuming it's because of that um factor but yeah i never i think it's interesting to target sort of an athletic demographic because pickles are obviously polarizing people who love them or they hate them, but the people who love them are just diehard.

32:55So I think you already have a built-in fan base with a product like this. So if you can tap into kind of a different demographic, like the athlete that loves pickles, I think you probably have, you know, a hundred percent conversion rate over a vitamin water or a Gatorade. So I like it as far as a category. I think it's a good one. Yeah, but that leads to a good question, actually. I think if the average consumer associates pickle juice with hangover recovery, perhaps you should consider those liquor stores and those bars where people are a bit more knowledgeable about it. And you might have a slightly easier time getting next to the cash register than you would in other retail channels.

33:35I mean, AJ, is that of consideration at this point? Absolutely. Yeah, that's one of our main pillars. We just haven't really taken that jump yet outside of just relationship building and seeding here in Nashville just because of the then we're talking about distributors. And I just haven't got there yet. But absolutely, it's part of the goal for this year is to graduate to a liquor store and on premise. Can we talk about your packaging for a second? I think I really like that green. It just totally stands out. You can see from across the room. I wonder if it says fitness and athletes and it's associated with that.

34:11There's a bit of a novelty feel, if I'm being honest. I mean, I do love your packaging. But in terms of getting people aware of what it is and how to use it, how do you think that label and that package speaks to consumers? To me, I wanted to, again, modernize, make it more fun. Like if you look at competitors in the space, the labels may not have changed since the inception of their brand decades ago. Right. So I wanted, you know, the nice thing is like this is kids, right? Like that's like a lot of a lot of people that I hear from our parents and they're like, our kids drink pickle juice on the sidelines while they're playing football.

34:47I'm like, that's perfect. And we've had a lot of like football teams and baseball teams reach out to us already to send them products. So it does skew maybe a little bit more playful. But I think that's that's my goal is like we don't need to take this so seriously. like it's pickle juice, right? And it can be that simple. And, but we can have a great taste and present it in a fun way. Like even, you know, obviously Clawson launched their, their brine thing recently. And I, you know, it's, you can't even find it anymore. I think it was just a ploy for St. Patrick's day, but you know, we've got a joke internally that like our fight against big pickle, you know, so like that's, we've put out some content around that as well.

35:20And again, like, I think it's, it's, it's so much simpler than it's, it's simpler than, you know, most other beverages try to be. And I think that's some of the beauty of it. Absolutely. And as a side note, one of LeBron James's sons, Bryce James, he has admitted to drinking, I think, like a jar of pickle juice before games. So you can send him some product or find some way to get him some product. It might be a fun thing to do. AJ, we are, I can't believe it again. Thank you so much for being on the show. It is so great to meet you and to learn about Fast Pickle. One thing I will say, your story, your background, your brand, it's very reminiscent of Mike Cesario on Liquid Death.

35:58So I really hope that you can have some of his success because it's interesting to see what you're doing, especially with the marketing background and a really interesting, disruptive brand like yours. Awesome. Thank you guys so much. I appreciate the time. Thank you. On to our next guest for this episode of Elevator Talk, we have Leslie Woodward, who is the founder and CEO of Edenesque. Leslie, great to see you again. Yeah, good to see you too. Thank you for having me. Absolutely. Speaking of the Fancy Food Show, I met you at the Fancy Food Show in Las Vegas at the Winter Edition in January, and I was absolutely blown away with what you're doing.

36:36I mean, top to bottom, just a fantastic brand. And we only talk to fantastic brands on Elevator Talk, obviously. But yeah, Eden S., tell us all about what you do. Gosh, you know, it started, well, I'm a chef. I'll start off by saying that. And during my transition of leaving my career, I used to work with individuals on their health journeys. And part of the brand and where that inspiration came from is from sort of the love and nourishment that I received as I struggled as a young teen from my grandmother and church community. And I had the need to inspire other people. So that's why I became a chef.

37:18And that's why I created Eden S, which is a plant-based milk company, chef crafted, highly nutritious, super performing, et cetera. But it was to nourish people. And then the other part of the brand is that we inspire folks to be the love to themselves, to their community, to their environment. And our tagline is to nourish good by nourishing people. So it's all wrapped up in there, Jay. Outstanding. And you introduced a couple new products to the market that you showcased at the Fancy Food Show and also had a bit of a label revamp as well, yeah? Yeah, we did. Well, I started out self-manufacturing.

38:03So the company started years ago. And when we transitioned to the co-manufacturing, we did have our two SKUs, which is the oat barista and our old unsweetened. And then now we just came out with our pistachio that launched in January. So that's what you're referring to, our pistachio barista. And we both do some label changes we did. Yeah, which is the pistachio one is the one that really blew me away because you don't necessarily even need coffee. You could drink that whole thing on your own. It is a fantastic plant-based milk. We are seeing, I think people, search for better tasting, higher quality plant-based milks than we've seen in the past.

38:49I think the question, Rebecca, is how do we get them to try them? How do we get noticed so that the very well-known brands out there, we know all of them, are not necessarily thought of as the only option? Yeah. I mean, it's really challenging to go against brands that we know like Oatly, right? they've just done such a brilliant job when it comes to marketing that it's really hard to get that recognition. I find that with milk, particularly it's a price point thing. I find that driving trial, if you have a nice display in a store and your price is at a good or competitive lower price than the other brands, you'll drive trial without having to essentially invest in like a large demo program.

39:35You know, demos are great. It's great to drive trial, but you know, It's hard to look at the ROI of those and really calculate whether or not they're beneficial, whereas something like plant-based milk with good packaging can thrive if it has really big placement and the price is a competitive price. It will drive a trial naturally, I think. Often with that category specifically, I would recommend if they are going to invest some money, it would probably be into discounting it in store to be able to gain large placement to drive the trial, put a sale up. Yeah, and I agree with that too. And what I've also noticed is that consumers are looking at the label.

40:15So they're saying, hey, is this really good for me? And what makes us different is when they pick up the bottle, they'll see there's no additives, there's no gums, there's no cane sugar. It has, you know, excellent source of calcium, vitamin A, D, and has protein. So it tastes good, but it also is rich in nutrition as well. For sure. You are, according to my notes, you're rolling out into 54 Whole Foods locations in the Northeast. And I think this is an important test for the brand right now is, as Rebecca mentioned, you are at a slightly, actually, what is your price point before I do? $6.99.

40:53Okay, so it's not that much more than what you're seeing out there. But, yeah, what is your plan to support the brand on shelf at those Whole Foods stores? What's your trial strategy? You know, it's, again, an important moment for the brand. So, you know, talk about your approach. Yeah, so it's actually 55 Whole Foods markets. And then we have other rollouts as well as far as tops, the 100 tops, et cetera. And we're doing demos. We are doing demos. And some of the other locations will have shippers, retail displays where we can. So we'll do that as well. And it's also creating this calendar and say, hey, this is our demo.

41:37This is our store. And then what's our social media approach to feed that? What's any public relations efforts that we're going to put behind that as well? And then educational seminars, going around and training the team members of that particular location on the brand and having them taste it and forging those relationships. With us, it's all about building community, doing pop-up events, different things that are unusual, like we did a silent disco at our hometown in Buffalo. So it's a comprehensive, I think, approach to drive velocity to connect with the consumer. And yeah, and I think that's when we're just going to pound the payment for the year to do that.

42:26Mm-hmm. Rebecca, when you are doing those demos, what's the best information that you can get? How do you pull data, anecdotal or otherwise, to benefit your brand to, I guess, enhance future demos and make sure that you're not only serving the customer the best way you can, but also learning every single time you do it? Well, I think one of the main things is, you know, definitely understanding who the demographic is that's responding. But the biggest takeaway, too, for me with a demo is what is the initial reaction to a person when they look at the package? do they understand immediately what that product is and what the benefits are against let's just say a willis or um you know or something like that right so i always try to do like kind of on a psychological level with the demos i think it's really important to be intuitive to kind of what that what is the first words that come out of their mouth when they look at the package versus you doing the pitch and them understanding it right because i want to understand And if I'm not there next to a product, is it going to resonate with them?

43:30And what is the first thing that they're reading off of it? I've had brands where people would be holding the product and still not know what flavor it was. And that was very telling to me that that's what happens on the shelf essentially with that product. So, yeah, learning your demographic, learning how you stack against other competitors, obviously. But I think really just, you know, I always say find your tribe, right? Who are your demographic? I know I personally look for gums and emulsifiers. I make my own milk personally. But, you know, I think that if that's one of your key differentiations, then that would be something that I would put somewhere on your advertisement as you're demoing or on shelf strips and things like that.

44:13Leslie, how much influence do you have on merchandising? I mean, I'm assuming you probably want to be in the cooler set, but are you a shelf-stable product? We are shelf-stable. Yeah. So, I mean, there could be a merchandiser that says, oh, well, I'm just going to put it in the center of the store. And there's a lot of stuff there that just sits and that doesn't move as much. Whereas if it were in the cooler, you'd have a lot more turns. But do you have any influence on where your product is in store? I think it depends on the store. Some of your independence, we have more influence. as opposed to some of the larger chains.

44:50And I think it's also important to work with a team that has relationships with those retailers. And those relationships, they can sometimes move the product or have placement maybe in the aisle and in the refrigerated section. So I think it depends on, again, I'm just big on community and building those relationships. And I think that's why it's important to have that connection with the team. And then I think that that can support any influence you may have on placement. I think that's such a good point. But what about folks that may not have either the time, resources or money to work with people, Rebecca, who have relationships at that store level with those retail buyers?

45:42How do you get in good, so to speak, with that retail buyer? How do you make their job easier? I think, you know, meeting the buyers where they're at too, a lot of people go in and they just kind of go and want to just sell. Buyers respond to a little bit more of a natural approach, I'd say. So, like, you know, like, eventually if you're a person who has a brand, go in and get to know your buyer on a personal level. Find out how when their kid's birthday is. Like, these things go a really long way when you know them a little bit more personally. and I think that you know especially if you're a smaller brand and you're more nimble and you don't have the resources to do this on a broad line I would take you know start with 10 doors and drive velocity there there's you know you could always go and get to know those buyers you could put a shipper in and try to give them the best deal you could afford to do you know and then drive the velocity there show that prove the concept and then you can take that model and sort of scale it out to 20 doors then 30 then 40 you know I think it's all within the person's bandwidth.

46:45If I was a brand personally, I would be in my stores on a regular basis, at least my top 25, 30. And I would know those buyers by name. I would have a personal relationship with them and I would go from there. Excellent advice. And Leslie, it's been so great speaking with you and learning more about Eden-esque. As you can tell, I'm a big fan of your brand. I think we all are at this office. Our CMO, Mike, has been making up. I think he actually used all of it at this point. Not asking for more. We'll buy our own. We're going to send you some. No, please don't. We'll buy it. Thank you very much for offering.

47:18But thanks so much for being on Elevator Talk. Good luck with everything going forward. Please stay in touch. Let us know how things go at Whole Foods. And shout out to your team at Mona Creative. They're really, really a fantastic group of folks. All right. Thank you so much. Thank you. Take care. Quick break. If this episode has you thinking about what's next in food and beverage, explore BevNet and Nosh Insider, our subscription platform with deeper insights from the BevNet team. Visit tasteradio.com slash insider to learn more.

47:49All right, on to our final guest for this episode of Elevator Talk. We have Mario Filagrossi, who is the founder and CEO of Nutrisurge. Mario, great to see you. Thank you. Thank you, Jay. Thank you, Ray. Thanks so much for having me. So I'm the founder of Nutrisurge. It's a ready-to-drink, plant-based carbohydrate beverage designed for pre-surgical patients and high-performance athletes to help them endure and recover from physiological stress. My journey began in 2018. I was diagnosed with a health issue in which I underwent neurosurgery. And during my recovery process, which was extremely difficult, I was compelled, as I sat in the hospital floors, watching people recover.

48:30I thought I was in pretty decent shape to handle this. And I was just compelled by how I saw other people struggle, and I felt I wanted to do something to help people endure and recover from surgery. And I discovered a protocol in healthcare that really is about enhancing the patient outcomes and improving patient outcomes from surgery. It's called ERAS, Enhanced Recovery After Surgery. And one of the components of it speaks about carbohydrate-loading patients prior to surgery. And this is where the journey began. There's many benefits to healthcare institutions around reducing length of stay, mitigating surgical site infections.

49:07It's also a benefit for the patient where they're actually, as they're nourished through this process, because they're hydrated, you know, typically you've always heard that patients shouldn't eat or drink prior to surgery, and this is evolving and changing. And by having this nourishment, their pain is reduced. And so they're no longer being prescribed opioids. They're going home with aspirin, right? So I set out on my journey that I wanted to build the cleanest beverage I could find to help people stay hydrated and ensure that they had the appropriate beverage that would help them endure and recover from surgery.

49:40Outstanding. Mari, just to be clear, NutriSurge is a brand that's specifically focused on healthcare, but do you have any plans to expand beyond? Yeah, so great question. So as I continue this journey, I recognize that high-performance athletes would benefit from carbohydrate learning, right? So people who train for triathlons, marathons, as you train for three to four hours, you duplicate your glycogen, right? And when you think about, you know, this, not only do I have carbohydrates in there, it's plant-based, so it's super clean, and they absorb faster than traditional carbohydrates. I also have L-citrulline in my beverage, which creates nitric oxide and pushes the blood faster.

50:20So it supports them through their performance, but also supports their recovery. Same thing for the patient. So there was a lot of overlapping details between the patient and the performance athlete. This one is really interesting to me because I was just thinking of, you know, in hospitals, when people have cancer, the doctors recommend things like Ensure for the patients before I believe that they're going under treatments and stuff like that. So when I first heard about this product, I was thinking of kind of working directly with hospitals. I wonder how much of that demographic then recommends a product after to kind of translate and go for and tap into, you know, an additional demographic from that one channel.

51:05So it's interesting. This ERAS protocol speaks about two phases, right? It talks about the night before and the morning of, and that's that carbohydrate load. but it also talks about the two weeks prior, this prehabilitation period. So that really, you know, what they're asking patients to do is, you know, don't drink alcohol, increase your whole foods, increase your water intake. And there are beverages on the market. This, I'm not the first of its kind. So in short is the originator of the night before morning of is a clear carbohydrate beverage with low sugar. And the low sugar is really important because that creates osmolality, which is gastric emptying.

51:40and then they also create an immunonutrition beverage, right? So that's my next beverage that I intend to produce. And so when I talked about going on my journey, I looked at what was on the market in Shure, right? To me, in Shure, it's got 50 ingredients in their packaging, right? So to me, it's scientifically built in a lab. I wanted to do something that was super clean. I have four ingredients in my beverage. It's plant-based carbohydrates, which is tapioca maltodextrin. It's the all-citrulline. It's organic juices. And I only have three grams of sugar. I'm really the lowest one on the market from the healthcare perspective.

52:11So as we carry over into the performance athlete, there is no ready to drink carbohydrate beverage on the market. People are just taking powders and pouring it into their water bottles. And so as I've tested this product and people I know who do performances such as triathlons and marathons, the feedback has been great about not having to shake a bottle and get a chalky ingredient that as an athlete, you say, I need this, so I have to endure that quality issue. And so this was super refreshing, no chalkiness, no gut issues. So getting great feedback from both sides. How do you plan to, I guess, educate the consumer and the broader audience on a product like this, because it is so science-based and, you know, how do you plan to essentially educate, you know, are your ideal consumers?

53:06So, you know, obviously I'm using social media the best I can. My website, and I don't know if you had an opportunity to look at it, really tells the story and highlights the benefits to both the patient and the athlete. And then I get into granular details at some point on my website around the benefits specific to the athlete, the benefits specific to the healthcare patient. I want, my goal this year is to get out. I just launched in October, November. I just, I want to get out to events such as triathlons and marathons and have the opportunity to get, to give out samples there. I've been in healthcare for 30 years, 25 of it on the sales side, still in it.

53:44So I have a lot going on on the healthcare side. Healthcare is a little tricky, right? You know, when you talk to hospitals about this, some hospitals are not even practicing ERAS, right? But some are, and then they want to understand, hey, well, I need patient data, right? Have you had a study done on a patient, right? So that's a little bit of an obstacle. And what I'm learning today, and I know a lot of people in this space, is that surgeons are very focused on the recovery portion of their patient. It's all about the patient experience. And I'm working with a group of surgeons right now that have their own website, and they promote what patients should procure before and after surgery to have a better experience and a better outcome.

54:23And so that's where I see this shifting. We're no longer waiting for a hospital to say, hey, we're going to do this. they're taking into their own hands and saying, hey, this is what I want my patients to do so they can have the best experience possible. Mario, how does pricing work in the business that you're in? So I consider this, this is a functional beverage, right? And for beverages that you get a benefit from, there's a higher price point. So I'm retailing this at$6 right now on my website. And I just recently got it on Amazon as well. And do customers understand why they're paying that price point?

55:01Because, you know, if you see a lot of other products that say hydration beverages, they might be half the price. So there's a bit of education. Yeah, I'm sorry, go ahead. No, no. And I agree with you, right? I mean, the hydration space is massive and there's so many variables of what's considered hydration. And so when I think about where I fit, it's very niche. It's a very specific type of hydration. You know, there are not many, you know, 51 grams of carbohydrates in a beverage and say, hey, drink carbohydrates to hydrate, right? You don't really correlate. You think about electrolytes, right?

55:31But this is the opposite. I'm leading with the carbohydrate, not the electrolyte. The electrolyte is just a portion of the benefit that's in this beverage as well, but it's really just the focus about the carbohydrates. And that's why I say I'm very specific on the performance athlete who knows they need to replace their glycogen and the patient who now, in my opinion, is really an educated consumer. And they're going to do what's best for them to have the best experience and have a better outcome, right? So when I look at what's on the market, you have your Insure beverage, which is on Amazon for that same price point as well.

56:04another product called CF Nutrition that's out there as well that's in that$7,$6 range. I got to say, your packaging is much bolder and brighter and less hospital-y or healthcare-y than some of your competitors. I had to do that, right? And so I have a bottle here that was all about the surgery space, right? Free surgical label, ERAS protocol. I did everything right, and I just felt like I want more, I want to be able to reach more people. I want to get to the athletes. And I had to go through a whole label change about a year and a half ago and just said, Hey, I want to focus on this being universal.

56:44You know, I don't want to be gimmicky, but I want to make sure I get to the appropriate people that I'm targeting, the athlete, the patient. And I don't, if I put the pre-surgary, pre-surgery details on it, I would eliminate possibly the athletes that would be interested in trying it. Right. So I tried to stay neutral. I mean, I think it's a great idea, especially if you are going to make that leap into retail at some point down the line. I mean, to be able to stand out on shelf. I don't know if I sit there. You know, Ray, that's been my mind, right? You know, I don't know where I fit just yet.

57:18Like, I don't see myself on a shelf. I see it in some high retail pharmacies, which I'm working with some folks in New York City right now that have some retail, like high-end retail pharmacies that I think it fits. but I don't see myself in a 7-Eleven and maybe the CVS is in the right age of the world. And so I don't want to get caught up in that hydration thing. You're not buying this to say, hey, I'm thirsty today. Let me get a Gatorade, right? This is a different product. For sure. Are you going after a vitamin shop? Yeah. I've reached out to them. Yeah, I'm reaching out from places like such as that, health, fitness, gyms, et cetera.

57:55Just been dialoguing with companies that support service stations on parkways and thinking about truckers, driving long distances and staying hydrated. So I'm going everywhere I possibly can. I've talked to the NFL. I mean, I want to get to professional athletes someday, college athletes, and of course the traditional athletes. Yeah, absolutely. Rebecca and I were on the same wavelength with a vitamin shop, a GNC, those types of retailers definitely seem like they're in your wheelhouse for sure. Yes, for sure. Mario, it's been so great speaking with you. Thank you so much for the time. It's been so interesting learning about Nutrisurge.

58:32I feel like this is a brand that we've never, it's a type of brand we've never had on this show. And it's exciting to see what you're doing with it. Thank you so much. Thank you so much for your time. I appreciate it. All right. Rebecca, as I mentioned, you know, we only have the best brands on Elevator Talk. And we talked to five really interesting ones. I think it was a pretty interesting cross-section of what we're seeing in terms of innovation in the beverage industry. And I can't thank you enough because we threw the kitchen sink at you for offering such great feedback, advice, and insights about how to be successful and how to scale intelligently in this business.

59:08I think folks who are watching and probably a lot of the entrepreneurs who participated want to get in touch with you. What is the best way to do so? Just through my either website or through my email. My email is Rebecca at EmpireCityBrandBuilders.com. The website's EmpireCityBrandBuilders.com as well. Fantastic. Well, we got to have you back for the fourth time. They say the third time's a charm, and I think it was, but the fourth time could also be a charm. Can we get you back on soon? Yeah, I would love that. This is a great lineup, really interesting products. Very cool to see the innovation happening.

59:42Absolutely. Absolutely. Well, thank you once again, Rebecca. Thanks so much to all the entrepreneurs who joined us today. Thanks to everyone watching or listening. And thanks to our amazing team at BevNetNosh and Taste Radio, the best in the business. Signing off for everyone. I'm Ray Lateef, and we'll talk to you next time.

1:00:17Thank you.

1:00:47Thank you.