1
00:00:02,870 –> 00:00:05,029
Speaker 1: So a lot of people may not realize where the

2
00:00:05,070 –> 00:00:10,400
Speaker 1: name Harrybo comes from. 102 years ago, our founder invented

3
00:00:10,420 –> 00:00:15,480
Speaker 1: a gummy bear. His name was Hans Riegel. So H-A-R-I.

4
00:00:15,900 –> 00:00:18,360
Speaker 1: And he lived in Bonn, Germany. As you mentioned, we’re

5
00:00:18,380 –> 00:00:21,800
Speaker 1: still family run and we’re a family based company. So

6
00:00:22,270 –> 00:00:25,509
Speaker 1: we all work for Hans Riegel, who’s in Bonn, Germany,

7
00:00:25,550 –> 00:00:29,970
Speaker 1: now Generation 3. Our charitable foundation allows us to support

8
00:00:30,010 –> 00:00:33,060
Speaker 1: the DNA of the brand. But even more importantly, allows

9
00:00:33,140 –> 00:00:37,270
Speaker 1: us to stay independent and be a family-run company. A

10
00:00:37,290 –> 00:00:40,209
Speaker 1: family-run company that makes decisions for the long term.

11
00:00:41,770 –> 00:00:43,930
Speaker 2: Welcome to today’s episode of Brave Commerce.

12
00:00:44,290 –> 00:00:47,340
Speaker 3: I’m Rachel Tippegraph, the founder and CEO of Micmac.

13
00:00:47,520 –> 00:00:50,200
Speaker 2: And I’m Sarah Hofstetter, chairwoman of Profitero Plus.

14
00:00:50,460 –> 00:00:52,680
Speaker 3: And this is a show that talks about what’s relevant

15
00:00:52,700 –> 00:01:03,110
Speaker 3: in commerce for the world’s biggest brands. Sarah, you know

16
00:01:03,130 –> 00:01:06,150
Speaker 3: what I find fascinating about the confectionery industry?

17
00:01:06,490 –> 00:01:09,750
Speaker 2: What do you find fascinating about the confectionery industry, Rachel?

18
00:01:10,350 –> 00:01:13,690
Speaker 3: Well, I think we both have keynoted this conference, the

19
00:01:14,030 –> 00:01:17,900
Speaker 3: National Association of Confectionery Companies. I think that’s what it’s called.

20
00:01:18,670 –> 00:01:23,190
Speaker 3: And majority of those companies are family owned and operated businesses.

21
00:01:23,290 –> 00:01:26,600
Speaker 3: And some of them are multi-billion dollar family run businesses.

22
00:01:26,900 –> 00:01:30,040
Speaker 2: Let’s look at some of the biggest. You’ve got Mars.

23
00:01:30,340 –> 00:01:32,419
Speaker 2: By the way, I’m just going to do a cross promo.

24
00:01:32,780 –> 00:01:38,700
Speaker 2: The episode about Mars on the Acquired podcast is required

25
00:01:38,780 –> 00:01:42,250
Speaker 2: listening for anybody in the packaged goods world. That was,

26
00:01:42,350 –> 00:01:45,169
Speaker 2: I mean… Our episodes are nice and bite-sized. This was

27
00:01:45,209 –> 00:01:47,450
Speaker 2: like three and a half hours. Wow. But it’s so good.

28
00:01:47,470 –> 00:01:48,470
Speaker 3: Oh, I’m going to listen to it.

29
00:01:48,630 –> 00:01:50,830
Speaker 2: Oh, it’s phenomenal. And it goes back to the history

30
00:01:50,850 –> 00:01:53,010
Speaker 2: of how they got into confectionery, but also how they

31
00:01:53,030 –> 00:01:55,650
Speaker 2: got into pet food. And considering we’ve had so many

32
00:01:55,690 –> 00:02:00,100
Speaker 2: Mars guests on. Anyway, sidebar. But you look at Mars

33
00:02:00,140 –> 00:02:05,290
Speaker 2: family owns and private. You look at Hershey. Started, it

34
00:02:05,330 –> 00:02:07,590
Speaker 2: goes back to the roots, but there was a trust

35
00:02:07,750 –> 00:02:11,330
Speaker 2: for the kids in Hershey, Pennsylvania, and the trust controls

36
00:02:11,370 –> 00:02:14,930
Speaker 2: an insane amount. But so many of those businesses that

37
00:02:14,970 –> 00:02:18,810
Speaker 2: we met when during our times at NCA is there’s

38
00:02:18,850 –> 00:02:23,169
Speaker 2: definitely a lineage. And therefore, even looking at pin brands, right?

39
00:02:23,490 –> 00:02:26,410
Speaker 3: Absolutely. All the kids are involved now. The company that

40
00:02:26,490 –> 00:02:30,280
Speaker 3: owns Peeps, I’m blanking on that. That’s family run. I mean,

41
00:02:30,300 –> 00:02:31,800
Speaker 3: the list goes on and on. And, you know, when

42
00:02:31,840 –> 00:02:33,709
Speaker 3: we were at that conference, I did ask a few

43
00:02:33,750 –> 00:02:37,250
Speaker 3: of them this question, which is why in the confectionery

44
00:02:37,290 –> 00:02:40,750
Speaker 3: industry are there so many family run businesses? And I

45
00:02:40,830 –> 00:02:44,530
Speaker 3: actually got a very wholesome answer. And they explained to

46
00:02:44,590 –> 00:02:49,000
Speaker 3: me that a lot of these companies, the factory and

47
00:02:49,060 –> 00:02:51,680
Speaker 3: the family home were on the same plot of land.

48
00:02:51,940 –> 00:02:55,600
Speaker 2: I have rarely heard you say stuff about that. I

49
00:02:55,620 –> 00:02:57,240
Speaker 2: have a very wholesome answer.

50
00:02:58,100 –> 00:03:00,600
Speaker 3: And so as a result, like life and work were

51
00:03:00,650 –> 00:03:03,870
Speaker 3: completely intertwined. It’s a part of the fabric of the family.

52
00:03:03,930 –> 00:03:05,270
Speaker 3: And then they said at the end of the day,

53
00:03:05,710 –> 00:03:08,530
Speaker 3: being in the confectionery business is about putting a smile

54
00:03:08,590 –> 00:03:09,310
Speaker 3: on someone’s face.

55
00:03:09,570 –> 00:03:10,070
Speaker 2: Beautiful.

56
00:03:10,310 –> 00:03:13,429
Speaker 3: It really is. It’s just amazing that a hundred plus

57
00:03:13,470 –> 00:03:17,790
Speaker 3: years later, these businesses continue to operate with family-like values.

58
00:03:18,230 –> 00:03:20,550
Speaker 2: They do. There’s a tension point, though. There’s a tension

59
00:03:20,570 –> 00:03:22,970
Speaker 2: point of how do you keep that family life value

60
00:03:23,180 –> 00:03:25,700
Speaker 2: with your North Star putting a smile on someone’s face,

61
00:03:25,720 –> 00:03:29,980
Speaker 2: which is beautiful and wholesome, with the tension of real

62
00:03:30,020 –> 00:03:34,139
Speaker 2: day realities and innovation pipelines and all that other fun stuff.

63
00:03:34,520 –> 00:03:36,110
Speaker 2: And do we get too nice?

64
00:03:36,590 –> 00:03:39,600
Speaker 3: That’s a good question. It should show up in the numbers, right?

65
00:03:39,860 –> 00:03:41,880
Speaker 3: I mean, many of these are privately traded companies, so

66
00:03:41,920 –> 00:03:43,340
Speaker 3: we don’t necessarily know.

67
00:03:43,360 –> 00:03:44,780
Speaker 2: Well, they’re still around.

68
00:03:44,960 –> 00:03:46,040
Speaker 3: They are. Exactly.

69
00:03:46,430 –> 00:03:48,150
Speaker 2: So they must be doing something right.

70
00:03:48,270 –> 00:03:52,270
Speaker 3: I think a great example is Haribo, which originated in

71
00:03:52,530 –> 00:03:56,210
Speaker 3: Germany and didn’t make its way to the U.S. for about,

72
00:03:56,230 –> 00:04:02,030
Speaker 3: I think, 20 years. And it’s been outperforming the category

73
00:04:02,180 –> 00:04:04,040
Speaker 3: in the U.S. market over the.

74
00:04:04,000 –> 00:04:07,400
Speaker 2: Last 20 years. And special shout out for making an

75
00:04:07,460 –> 00:04:08,400
Speaker 2: entire kosher line.

76
00:04:08,480 –> 00:04:09,740
Speaker 3: Which we get into on the show.

77
00:04:09,840 –> 00:04:12,360
Speaker 2: Which I personally am thankful for and enjoy.

78
00:04:12,680 –> 00:04:16,630
Speaker 3: Well, let’s bring Rick LaBerge onto the show, who’s been

79
00:04:16,670 –> 00:04:19,690
Speaker 3: at Haribo the last decade, really steering the ship in

80
00:04:19,730 –> 00:04:20,990
Speaker 3: the company’s growth in the U.S.

81
00:04:21,029 –> 00:04:21,429
Speaker 2: Market.

82
00:04:24,190 –> 00:04:27,770
Speaker 3: Today, we are very excited to have a joyful brand

83
00:04:27,910 –> 00:04:31,540
Speaker 3: onto the show. We have Rick LaBerge, the chief commercial

84
00:04:31,620 –> 00:04:34,280
Speaker 3: officer of Haribo within the Americas.

85
00:04:34,860 –> 00:04:35,719
Speaker 4: Hello, Rick.

86
00:04:35,900 –> 00:04:36,179
Speaker 2: Hello.

87
00:04:36,420 –> 00:04:37,400
Speaker 1: Thank you for having me.

88
00:04:37,540 –> 00:04:40,620
Speaker 3: Well, we’re so excited, especially because my office loved the

89
00:04:40,680 –> 00:04:43,000
Speaker 3: treats that you sent us. It was a hit.

90
00:04:43,310 –> 00:04:43,620
Speaker 2: Good.

91
00:04:44,050 –> 00:04:47,550
Speaker 3: It was actually really fun because while everyone went through

92
00:04:47,570 –> 00:04:50,290
Speaker 3: the box, they also talked about what their kids would

93
00:04:50,330 –> 00:04:52,589
Speaker 3: like in addition to themselves. And I think that is

94
00:04:52,650 –> 00:04:53,969
Speaker 3: the spirit of the brand.

95
00:04:54,210 –> 00:04:55,770
Speaker 2: Yes. It’s interesting.

96
00:04:55,830 –> 00:04:59,800
Speaker 1: We are known as a gummy bear brand. But as

97
00:04:59,830 –> 00:05:02,820
Speaker 1: you learned, Rachel, from the box, we are a gummy

98
00:05:02,940 –> 00:05:06,470
Speaker 1: candy company. And hopefully some of the people in your

99
00:05:06,529 –> 00:05:11,430
Speaker 1: office found some new textures, new flavors, different types of

100
00:05:11,529 –> 00:05:14,409
Speaker 1: gummies that they maybe never had seen before. And that’s

101
00:05:14,430 –> 00:05:17,349
Speaker 1: the beauty of working for this global company. We have

102
00:05:17,570 –> 00:05:22,380
Speaker 1: almost 700 items in our global kitchen that we can

103
00:05:22,440 –> 00:05:26,000
Speaker 1: bring to the U.S. to really match the consumers’ love

104
00:05:26,040 –> 00:05:29,020
Speaker 1: of flavors and textures. Very fortunate that way.

105
00:05:29,240 –> 00:05:30,580
Speaker 3: Sarah, you’re jealous, aren’t you?

106
00:05:30,680 –> 00:05:30,940
Speaker 4: Well.

107
00:05:31,620 –> 00:05:35,050
Speaker 2: Here’s the thing. So a little secret for you, Rick,

108
00:05:35,110 –> 00:05:38,670
Speaker 2: but not for our listeners. I only eat kosher and

109
00:05:38,970 –> 00:05:43,630
Speaker 2: Haribo makes a bespoke kosher line. I am addicted to

110
00:05:44,370 –> 00:05:48,120
Speaker 2: the worms, the sour worms in particular. So yes, I

111
00:05:48,180 –> 00:05:52,060
Speaker 2: am highly familiar with the texture. I spoke at the

112
00:05:52,200 –> 00:05:55,099
Speaker 2: NCA State of the Industry event a few years ago,

113
00:05:55,120 –> 00:05:59,080
Speaker 2: and your team was so phenomenal about getting me a

114
00:05:59,330 –> 00:06:04,779
Speaker 2: very healthy supply. of the Austrian made kosher stuff that

115
00:06:05,060 –> 00:06:09,080
Speaker 2: my family has become highly reliant on that as our

116
00:06:09,120 –> 00:06:11,000
Speaker 2: little special indulgent treat. So thank you.

117
00:06:11,650 –> 00:06:13,820
Speaker 1: Well, Sarah, you now know a guy. So if you

118
00:06:13,839 –> 00:06:16,160
Speaker 1: have a hard time finding the kosher, because they are

119
00:06:16,180 –> 00:06:19,340
Speaker 1: a little bit niche and they’re not available in all stores,

120
00:06:19,860 –> 00:06:22,360
Speaker 1: let me know. And the other thing you probably have noticed,

121
00:06:22,440 –> 00:06:25,460
Speaker 1: there’s different shapes and flavors in the kosher one.

122
00:06:25,620 –> 00:06:26,000
Speaker 2: Indeed.

123
00:06:26,240 –> 00:06:29,960
Speaker 1: Like the clownfish is one of my favorites.

124
00:06:30,190 –> 00:06:32,710
Speaker 2: Yeah, I would geek out with you about this all day,

125
00:06:32,810 –> 00:06:36,670
Speaker 2: which is not bad, turning into just full on hashtag

126
00:06:36,930 –> 00:06:39,010
Speaker 2: not paid sponsorship.

127
00:06:39,290 –> 00:06:39,950
Speaker 1: But yeah.

128
00:06:40,330 –> 00:06:43,390
Speaker 2: Big fan and big fan of the diversification, especially when

129
00:06:43,770 –> 00:06:47,370
Speaker 2: finding options with kosher gelatin are pretty hard to find.

130
00:06:47,410 –> 00:06:49,870
Speaker 2: But granted, I remain a niche. We’re going to talk

131
00:06:49,910 –> 00:06:52,230
Speaker 2: a little bit more about like just massive penetration.

132
00:06:52,589 –> 00:06:55,710
Speaker 1: You truly got at the core of us understanding the

133
00:06:55,750 –> 00:07:01,180
Speaker 1: consumer and understanding even big groups, small groups, what our

134
00:07:01,220 –> 00:07:04,380
Speaker 1: moms and dads looking for and how do we, you know,

135
00:07:04,400 –> 00:07:07,680
Speaker 1: because we’re decentralized, how do we bring and delight that

136
00:07:07,760 –> 00:07:10,100
Speaker 1: to consumers? So I’m glad you’re aware. I’m glad you’re

137
00:07:10,120 –> 00:07:10,380
Speaker 1: a fan.

138
00:07:10,580 –> 00:07:13,360
Speaker 3: Well, Sarah would probably like to think that she was

139
00:07:13,380 –> 00:07:16,780
Speaker 3: the one who increased your household penetration. There’s probably more

140
00:07:16,820 –> 00:07:20,170
Speaker 3: to the strategy. And the brand has been distributed in

141
00:07:20,190 –> 00:07:24,110
Speaker 3: the U.S. for over 30 years. And household penetration, I believe,

142
00:07:24,150 –> 00:07:29,190
Speaker 3: has gone from 10% to 28%. Correct. So that’s faster

143
00:07:29,210 –> 00:07:32,190
Speaker 3: than the category growth. So what’s been the strategy to

144
00:07:32,250 –> 00:07:33,330
Speaker 3: outperform the category?

145
00:07:33,510 –> 00:07:36,720
Speaker 1: Yeah, Rachel, thank you for pointing. The numbers are exactly correct.

146
00:07:37,120 –> 00:07:39,380
Speaker 1: And all of what you described happened in the last

147
00:07:39,380 –> 00:07:43,360
Speaker 1: 10 years. And it started, number one, with the consumer

148
00:07:43,960 –> 00:07:47,700
Speaker 1: and putting the consumer and the consumer’s likes and wants

149
00:07:47,900 –> 00:07:50,880
Speaker 1: at the core of what products we had to offer.

150
00:07:51,400 –> 00:07:54,860
Speaker 1: So over the last 10 years, we have introduced new flavors,

151
00:07:55,100 –> 00:08:00,010
Speaker 1: new textures. We’ve combined marshmallow and gummy together to give

152
00:08:00,050 –> 00:08:06,570
Speaker 1: a really fruit-forward, softer mouthfeel. We have actually… Besides just

153
00:08:06,630 –> 00:08:10,830
Speaker 1: new offerings, we’ve started TV advertising. Hopefully you’ve had a

154
00:08:10,890 –> 00:08:14,690
Speaker 1: chance to see our global Kids Voices campaign. It’s where

155
00:08:14,830 –> 00:08:18,380
Speaker 1: adults speak with kids’ voices and around that DNA of

156
00:08:18,450 –> 00:08:22,640
Speaker 1: childlike happiness. All kids want to be adults. All adults,

157
00:08:22,800 –> 00:08:24,840
Speaker 1: our days are hard and long. We love to act

158
00:08:24,860 –> 00:08:29,980
Speaker 1: like a kid whenever we can. So between product offerings, advertising,

159
00:08:30,180 –> 00:08:34,460
Speaker 1: and then really embedding ourselves in the rituals of the

160
00:08:34,559 –> 00:08:38,099
Speaker 1: American consumer. What I mean by that is, for example,

161
00:08:38,120 –> 00:08:42,120
Speaker 1: the seasons. 10 years ago, we didn’t have offerings available

162
00:08:42,179 –> 00:08:43,620
Speaker 1: for the big candy holidays.

163
00:08:44,280 –> 00:08:45,020
Speaker 2: And now we do.

164
00:08:45,500 –> 00:08:47,340
Speaker 1: And we have those right at the core of the

165
00:08:47,380 –> 00:08:50,179
Speaker 1: Halloween set, right at the core of the holiday set.

166
00:08:50,880 –> 00:08:54,260
Speaker 1: Love that we’re part of Valentine’s traditions, even if it’s

167
00:08:54,400 –> 00:08:57,880
Speaker 1: a children’s exchange kit. And it’s a really nice way

168
00:08:57,960 –> 00:09:00,280
Speaker 1: to show someone that you care and love for them.

169
00:09:01,080 –> 00:09:05,560
Speaker 1: That combined with really helping our retailers, we understand the

170
00:09:05,620 –> 00:09:09,849
Speaker 1: importance of where people shop and where people find candy.

171
00:09:10,429 –> 00:09:13,650
Speaker 1: So over the last 10 years, obviously we’ve played a

172
00:09:13,850 –> 00:09:16,150
Speaker 1: little bit bigger role in the candy aisle, much bigger

173
00:09:16,190 –> 00:09:18,570
Speaker 1: role in the candy aisle, but now we’re available in

174
00:09:18,590 –> 00:09:22,530
Speaker 1: the checkout zone, which is very important for Impulse. We’re

175
00:09:22,570 –> 00:09:25,480
Speaker 1: available on display. And as I mentioned, we’re a part

176
00:09:25,520 –> 00:09:29,069
Speaker 1: of the seasonal rituals. So it has really caused that

177
00:09:29,110 –> 00:09:32,390
Speaker 1: momentum that proud of the fact that we’re at 28%

178
00:09:32,390 –> 00:09:35,250
Speaker 1: of households. But if I look at other market, other

179
00:09:35,309 –> 00:09:39,429
Speaker 1: Haribo markets around the world, my owner would remind us

180
00:09:39,750 –> 00:09:41,770
Speaker 1: that we still have a long way to go. But

181
00:09:41,850 –> 00:09:44,450
Speaker 1: the category has grown and so has the brand. And

182
00:09:44,550 –> 00:09:47,550
Speaker 1: once again, trying to be true to our core values,

183
00:09:48,090 –> 00:09:51,990
Speaker 1: these core values around childlike happiness and quality and very,

184
00:09:52,030 –> 00:09:53,150
Speaker 1: very focused on company.

185
00:09:54,080 –> 00:09:57,070
Speaker 2: In addition to being focused on gummy and obviously the

186
00:09:57,130 –> 00:10:01,500
Speaker 2: other values, you guys are also still owned by a

187
00:10:01,540 –> 00:10:05,960
Speaker 2: family and a charity. So you guys have roots in

188
00:10:06,040 –> 00:10:08,940
Speaker 2: care and giving all the way through. Can you talk

189
00:10:08,960 –> 00:10:11,059
Speaker 2: a little bit more about that? Yeah. Yeah, sure.

190
00:10:11,100 –> 00:10:13,920
Speaker 1: And it fits solely in our DNA. So a lot

191
00:10:13,970 –> 00:10:17,110
Speaker 1: of people may not realize where the name Harrybo comes from.

192
00:10:17,110 –> 00:10:21,770
Speaker 1: 102 years ago, our founder invented a gummy bear. His

193
00:10:21,830 –> 00:10:27,610
Speaker 1: name was Hans Riegel. So H-A-R-I, and he lived in Bonn, Germany.

194
00:10:28,090 –> 00:10:31,069
Speaker 1: As you mentioned, we’re still family run and we’re a

195
00:10:31,090 –> 00:10:34,900
Speaker 1: family based company. So we all work for Hans Riegel,

196
00:10:34,940 –> 00:10:39,140
Speaker 1: who’s in Bonn, Germany, now generation three. Our charitable foundation

197
00:10:39,320 –> 00:10:42,140
Speaker 1: allows us to support the DNA of the brand, but

198
00:10:42,200 –> 00:10:46,080
Speaker 1: even more importantly, allows us to stay independent and be

199
00:10:46,120 –> 00:10:49,760
Speaker 1: a family run company. a family-run company that makes decisions

200
00:10:49,820 –> 00:10:52,780
Speaker 1: for the long term. You hear me keep mentioning our

201
00:10:52,850 –> 00:10:55,730
Speaker 1: core values. We have six core values. You heard me

202
00:10:55,770 –> 00:11:01,710
Speaker 1: talk about quality, childlike happiness, independence, focus, but also trust.

203
00:11:02,290 –> 00:11:05,770
Speaker 1: And the way you really engage the consumer’s trust is

204
00:11:05,790 –> 00:11:11,030
Speaker 1: you delight and exceed their expectations. So the beauty of

205
00:11:11,830 –> 00:11:14,520
Speaker 1: what we’re doing here in this journey we’re on is

206
00:11:14,600 –> 00:11:18,300
Speaker 1: really to become part of the American Ritual. And you

207
00:11:18,340 –> 00:11:21,590
Speaker 1: mentioned about being independent and about what does that afford us.

208
00:11:21,809 –> 00:11:24,290
Speaker 1: I’ll give you an example. During the beginning of COVID,

209
00:11:24,350 –> 00:11:28,010
Speaker 1: we built our first ever North American factory in Wisconsin,

210
00:11:28,570 –> 00:11:31,829
Speaker 1: which allows us… Actually, all these questions tie together. You

211
00:11:31,850 –> 00:11:34,600
Speaker 1: were saying, how did you get to 28% household penetration?

212
00:11:35,179 –> 00:11:37,630
Speaker 1: One way we’re able to do it is… to make

213
00:11:37,710 –> 00:11:42,000
Speaker 1: product locally, made in America. People love fresher product. We

214
00:11:42,080 –> 00:11:45,880
Speaker 1: love product that is the US flavors and we can

215
00:11:45,920 –> 00:11:48,260
Speaker 1: do it right now in our own factory. It’s our

216
00:11:48,920 –> 00:11:51,860
Speaker 1: 16th factory in our network, but the first one in

217
00:11:51,920 –> 00:11:54,760
Speaker 1: North America. And there may have been other companies at

218
00:11:54,780 –> 00:11:57,559
Speaker 1: the time when things were challenging, where they may not

219
00:11:57,580 –> 00:12:01,850
Speaker 1: have made this hundreds of million dollar investment. But since

220
00:12:01,890 –> 00:12:04,630
Speaker 1: we’re run by a family and we’re thinking about generations,

221
00:12:05,120 –> 00:12:07,350
Speaker 1: It was a very smart decision for us to do

222
00:12:08,309 –> 00:12:12,929
Speaker 1: and one that we’re thrilled being part of this community

223
00:12:12,990 –> 00:12:16,350
Speaker 1: in Wisconsin. It’s in Pleasant Prairie, right outside of Kenosha,

224
00:12:16,410 –> 00:12:19,069
Speaker 1: right at the Illinois-Wisconsin border.

225
00:12:19,270 –> 00:12:21,960
Speaker 3: We need the Midwest geography because we’re two New Yorkers.

226
00:12:23,220 –> 00:12:23,460
Speaker 2: Yeah.

227
00:12:23,620 –> 00:12:25,900
Speaker 1: Well, we’re in Chicago where we run North America, so

228
00:12:25,940 –> 00:12:29,979
Speaker 1: it’s a 45-minute drive north. So it’s very much a

229
00:12:30,040 –> 00:12:32,640
Speaker 1: fabric of the community now, right along the major highway.

230
00:12:32,840 –> 00:12:38,420
Speaker 3: So clearly there’s been changes in manufacturing. There’s been expanded distribution.

231
00:12:38,480 –> 00:12:43,220
Speaker 3: There’s been expanded SKUs. And the other thing that probably

232
00:12:43,240 –> 00:12:45,120
Speaker 3: has happened over the last 10 years is there’s been

233
00:12:45,140 –> 00:12:47,360
Speaker 3: a lot of new entrants into the space. This isn’t

234
00:12:47,440 –> 00:12:50,339
Speaker 3: just unique to your category. Barrier to entry has been

235
00:12:50,420 –> 00:12:52,679
Speaker 3: lowered across all consumer product categories.

236
00:12:53,040 –> 00:12:53,240
Speaker 1: Yeah.

237
00:12:53,460 –> 00:12:56,560
Speaker 3: So how does a multi-family owned.

238
00:12:56,580 –> 00:12:57,060
Speaker 1: Mm-hmm.

239
00:12:57,490 –> 00:13:00,790
Speaker 3: Business differentiate itself amongst all of these upstarts?

240
00:13:01,080 –> 00:13:05,200
Speaker 1: It’s interesting. I’m going to probably say a very basic answer,

241
00:13:05,260 –> 00:13:08,620
Speaker 1: but we go back to our foundational core values. I’ve

242
00:13:08,660 –> 00:13:11,740
Speaker 1: talked a lot about new offerings into the U.S., which

243
00:13:11,780 –> 00:13:15,520
Speaker 1: have been available as the category has expanded. We just

244
00:13:15,559 –> 00:13:18,500
Speaker 1: went to our global portfolio. I’m thinking of a product

245
00:13:18,520 –> 00:13:22,660
Speaker 1: called Watermelon. We took that bestseller in Spain and we

246
00:13:22,700 –> 00:13:26,110
Speaker 1: brought it here. And the U.S. consumer loves Watermelon. Loves

247
00:13:26,210 –> 00:13:30,030
Speaker 1: the combination of the multiple layers and the beautiful sugar

248
00:13:30,110 –> 00:13:32,309
Speaker 1: on the outside. So we go back to what we’re

249
00:13:32,350 –> 00:13:35,809
Speaker 1: good at, what we know works, then focus on the

250
00:13:35,910 –> 00:13:39,970
Speaker 1: US consumer. Another fan favorite is a product called Star Mix.

251
00:13:40,630 –> 00:13:45,179
Speaker 1: Star Mix is a combination of multiple different shapes and textures.

252
00:13:45,820 –> 00:13:49,180
Speaker 1: Actually comes with a replica of a fried egg in

253
00:13:49,240 –> 00:13:51,280
Speaker 1: it and a heart, which I don’t know if you

254
00:13:51,320 –> 00:13:53,600
Speaker 1: guys have ever tried Star Mix. It’s the number one

255
00:13:53,640 –> 00:13:56,550
Speaker 1: selling item in the UK. And we were able eight

256
00:13:56,630 –> 00:13:58,810
Speaker 1: years ago to bring that into the market. And we’ve

257
00:13:58,850 –> 00:14:02,349
Speaker 1: continued to enhance that. And it’s in our top sellers.

258
00:14:03,110 –> 00:14:05,429
Speaker 1: There’s also a little twist. I’ll give you an example.

259
00:14:05,450 –> 00:14:08,990
Speaker 1: There is our second best seller is Twin Snakes. Just

260
00:14:09,010 –> 00:14:11,250
Speaker 1: for curiosity, have either of you ever, or was it

261
00:14:11,330 –> 00:14:13,930
Speaker 1: in your box, Rachel? It’s the one with the green package.

262
00:14:14,030 –> 00:14:15,470
Speaker 3: It was in the box. It went fast.

263
00:14:15,550 –> 00:14:15,929
Speaker 4: Yeah.

264
00:14:16,070 –> 00:14:19,820
Speaker 1: It’s got one half sweet, one half sour. Very playful.

265
00:14:19,860 –> 00:14:22,120
Speaker 1: You can pull the snakes apart. You can eat them together.

266
00:14:23,010 –> 00:14:27,790
Speaker 1: That actual inspiration from that product is called Pairs of

267
00:14:27,930 –> 00:14:32,550
Speaker 1: Bears in Germany. So Pairs and Bears. So it’s two

268
00:14:32,590 –> 00:14:35,950
Speaker 1: bears holding a hand. And we wanted to adapt it

269
00:14:36,010 –> 00:14:38,650
Speaker 1: to the U.S. market when we launched that nine years ago.

270
00:14:39,070 –> 00:14:41,610
Speaker 1: And we know how, and someone just mentioned, I think

271
00:14:41,630 –> 00:14:44,730
Speaker 1: it was you, Sarah, you talked about the worms. Worms

272
00:14:44,810 –> 00:14:49,430
Speaker 1: and snakes is a very playful shape for the U.S. consumer.

273
00:14:49,510 –> 00:14:52,110
Speaker 1: So we said, okay, Pairs of Bears. How about pairs

274
00:14:52,190 –> 00:14:55,230
Speaker 1: of snakes? And then what has grown now into a

275
00:14:55,690 –> 00:14:59,160
Speaker 1: massive brand for us, which is these twin snakes. It’s

276
00:14:59,180 –> 00:15:00,320
Speaker 1: really a fan favorite.

277
00:15:00,460 –> 00:15:03,300
Speaker 2: Sounds like Noah’s Ark. We just said to make a

278
00:15:03,340 –> 00:15:05,960
Speaker 2: Noah’s Ark. We can merchandise it. You guys can sell

279
00:15:05,980 –> 00:15:08,250
Speaker 2: the Ark. You could do pairs of all kinds of things.

280
00:15:08,300 –> 00:15:10,650
Speaker 2: I’m like getting very tired away with your innovation on this.

281
00:15:10,870 –> 00:15:13,230
Speaker 1: And we just came out of the Sweets and Snacks show,

282
00:15:13,310 –> 00:15:16,630
Speaker 1: which was in Indianapolis this year. Someone mentioned the NCAA.

283
00:15:17,280 –> 00:15:19,920
Speaker 1: And we had a chance to really unveil even new,

284
00:15:20,420 –> 00:15:24,020
Speaker 1: different textures and flavors with a focus on sour, which

285
00:15:24,260 –> 00:15:27,310
Speaker 1: sour is a very interesting space in the U.S. market.

286
00:15:27,810 –> 00:15:30,229
Speaker 2: So you were talking about multiple points of distribution. You

287
00:15:30,630 –> 00:15:33,150
Speaker 2: said you’re really trying to win at impulse. That’s going

288
00:15:33,170 –> 00:15:35,530
Speaker 2: to help you increase not just from the 10 to

289
00:15:35,570 –> 00:15:38,010
Speaker 2: the 28, but far beyond that. How do you think

290
00:15:38,050 –> 00:15:42,890
Speaker 2: of the role of digital in influencing that? More than 80%

291
00:15:42,890 –> 00:15:48,470
Speaker 2: of decisions in-store are influenced based on online. In your

292
00:15:48,550 –> 00:15:52,530
Speaker 2: role as commercial lead, how do you think about those

293
00:15:52,610 –> 00:15:55,970
Speaker 2: different points to get somebody to that ultimate conversion?

294
00:15:56,290 –> 00:15:58,600
Speaker 1: Yeah, you got to think about the DNA and how

295
00:15:58,670 –> 00:16:01,240
Speaker 1: our brand comes to life. We talked a little bit

296
00:16:01,280 –> 00:16:04,920
Speaker 1: about color. We’re a candy shop. No two products have

297
00:16:04,960 –> 00:16:08,580
Speaker 1: the same color, which really creates Remember the old world

298
00:16:08,640 –> 00:16:11,520
Speaker 1: candy shopper was pick and mix and you scooped it in.

299
00:16:12,080 –> 00:16:15,800
Speaker 1: We’re replicating that in a retail environment. That’s why we

300
00:16:15,820 –> 00:16:18,590
Speaker 1: have a window in each one of our products because

301
00:16:18,620 –> 00:16:23,190
Speaker 1: we really want to showcase the flavors, the textures. And

302
00:16:23,290 –> 00:16:26,070
Speaker 1: so to your point, how do you bring that to

303
00:16:26,130 –> 00:16:30,560
Speaker 1: life in an e-commerce environment? And we’ve really partnered with

304
00:16:30,640 –> 00:16:34,460
Speaker 1: our e-commerce partners so that we can do unique graphics,

305
00:16:34,640 –> 00:16:37,740
Speaker 1: unique videos. You look at some of our retailers, one

306
00:16:37,780 –> 00:16:41,720
Speaker 1: of their top selling items is 12 different varieties of

307
00:16:41,780 –> 00:16:46,000
Speaker 1: Haribo in one box. So that people can share with

308
00:16:46,060 –> 00:16:48,900
Speaker 1: friends and family, can try different. Just like the box

309
00:16:48,940 –> 00:16:52,200
Speaker 1: you mentioned, Rachel, you got. Vision buying that as a gift,

310
00:16:52,600 –> 00:16:57,370
Speaker 1: as a planned purchase for someone. Initially, people always said, hey,

311
00:16:57,430 –> 00:16:59,790
Speaker 1: is candy going to be sold in e-commerce because it’s

312
00:16:59,850 –> 00:17:03,790
Speaker 1: so impulse? It’s sold in a 7-Eleven at the checkout zone.

313
00:17:04,390 –> 00:17:06,950
Speaker 1: And the reality is there’s a lot of loyal fans

314
00:17:07,030 –> 00:17:09,939
Speaker 1: out that are planning something that involves candy. If it’s

315
00:17:09,960 –> 00:17:13,379
Speaker 1: a birthday party, if it’s Halloween trick or treat, if

316
00:17:13,480 –> 00:17:16,620
Speaker 1: it’s a gift for someone else. So the only challenge

317
00:17:16,680 –> 00:17:19,520
Speaker 1: I’d say, Sarah, is how do you make that candy

318
00:17:19,580 –> 00:17:23,199
Speaker 1: shop environment come to life on your screen? so that

319
00:17:23,260 –> 00:17:26,679
Speaker 1: you can see the appetite appeal, you can understand what

320
00:17:26,720 –> 00:17:29,960
Speaker 1: you’re buying, but the consumer, you mentioned it, is really

321
00:17:30,020 –> 00:17:30,659
Speaker 1: embracing it.

322
00:17:30,840 –> 00:17:32,699
Speaker 2: I think they want to know. And I think one

323
00:17:32,720 –> 00:17:36,180
Speaker 2: of the best things that you can do in that

324
00:17:36,220 –> 00:17:39,530
Speaker 2: digital environment that you can’t do in the in-store environment

325
00:17:40,190 –> 00:17:44,230
Speaker 2: is get consumer feedback. The beauty of your products and

326
00:17:44,530 –> 00:17:50,669
Speaker 2: the uniqueness of the textures, the flavors, the colors is

327
00:17:51,190 –> 00:17:53,750
Speaker 2: You may not be able to bring that all the

328
00:17:53,790 –> 00:17:57,670
Speaker 2: way forward the way you would in store, but there

329
00:17:57,800 –> 00:17:59,959
Speaker 2: is something that the digital shelf can do, which is

330
00:18:00,020 –> 00:18:02,800
Speaker 2: give you that feedback. And so when people are thinking,

331
00:18:03,280 –> 00:18:05,800
Speaker 2: do I buy a Haribo or do I buy a

332
00:18:06,640 –> 00:18:10,540
Speaker 2: not going to mention any other name, then if I

333
00:18:10,800 –> 00:18:16,399
Speaker 2: see the reviews are really reflective of those six values

334
00:18:16,880 –> 00:18:20,979
Speaker 2: or the quality or the happiness it brings, You could

335
00:18:21,040 –> 00:18:24,760
Speaker 2: actually drive a higher degree of consideration and lifetime value.

336
00:18:25,200 –> 00:18:29,359
Speaker 2: If you had advice to give to your customers that

337
00:18:29,400 –> 00:18:31,940
Speaker 2: you’re dealing with, what do you want to see from them?

338
00:18:32,000 –> 00:18:34,120
Speaker 2: I mean, one of the nice things about this podcast

339
00:18:34,160 –> 00:18:37,380
Speaker 2: is that all the retailers are listening to this. So

340
00:18:37,440 –> 00:18:41,680
Speaker 2: if you want to tell your customers, hey, as a supplier,

341
00:18:41,900 –> 00:18:45,649
Speaker 2: as a beloved, iconic supplier to these guys, what do

342
00:18:45,670 –> 00:18:48,609
Speaker 2: you want to see them do to up their omnichannel chops?

343
00:18:49,090 –> 00:18:53,220
Speaker 1: I want to build off something you said, variety. What

344
00:18:53,359 –> 00:18:59,440
Speaker 1: brings our brand to life is having multiple different formats.

345
00:19:00,040 –> 00:19:03,240
Speaker 1: We call them variants, which you may not always be

346
00:19:03,330 –> 00:19:05,990
Speaker 1: able to do in a retail environment because think about

347
00:19:06,030 –> 00:19:08,230
Speaker 1: different shops can have a small set, can have a

348
00:19:08,270 –> 00:19:11,750
Speaker 1: larger set, but that’s the beauty of e-commerce. You can

349
00:19:11,890 –> 00:19:17,970
Speaker 1: create that variety perception And allow consumers in an environment

350
00:19:18,030 –> 00:19:20,850
Speaker 1: where they’re not out of stock, where the product is

351
00:19:20,970 –> 00:19:24,810
Speaker 1: right there at their fingertips. You can make suggested sales.

352
00:19:25,170 –> 00:19:29,090
Speaker 1: We offer small sizes, which is great for trying. And

353
00:19:29,130 –> 00:19:31,950
Speaker 1: then obviously there’s larger sizes if you want to share

354
00:19:31,990 –> 00:19:35,380
Speaker 1: with a family member. So I would say, please don’t

355
00:19:35,480 –> 00:19:39,660
Speaker 1: lose sight of the importance of variety. And that actually, Sarah,

356
00:19:39,700 –> 00:19:43,940
Speaker 1: would appeal to both e-commerce and regular retail. And you

357
00:19:43,980 –> 00:19:47,290
Speaker 1: mentioned it, Rachel, there’s a lot of new entrants. Not

358
00:19:47,350 –> 00:19:49,889
Speaker 1: all those entrants have stayed on the shelf in this

359
00:19:49,930 –> 00:19:52,810
Speaker 1: space of gummy. So how do you make sure you

360
00:19:52,850 –> 00:19:56,350
Speaker 1: have the right variety on the items that sell, that

361
00:19:56,450 –> 00:20:00,550
Speaker 1: the consumer embraces? Obviously, I know the importance of innovation.

362
00:20:00,750 –> 00:20:03,929
Speaker 1: I know the importance of trying to be part of

363
00:20:03,990 –> 00:20:05,669
Speaker 1: getting more than your fair share of.

364
00:20:05,790 –> 00:20:06,830
Speaker 2: A new item.

365
00:20:07,660 –> 00:20:10,380
Speaker 1: But how do you balance that with the everyday favorites?

366
00:20:10,980 –> 00:20:14,090
Speaker 3: You know, in the spirit of picking your brain about

367
00:20:14,270 –> 00:20:17,109
Speaker 3: customer relationships, you know, I feel like you have a

368
00:20:17,150 –> 00:20:20,690
Speaker 3: very strong POV on how to build a great joint

369
00:20:20,730 –> 00:20:25,469
Speaker 3: business plan with your customer partners. On top of retailers listening,

370
00:20:25,510 –> 00:20:27,930
Speaker 3: we have a lot of brand manufacturers who aspire to

371
00:20:27,970 –> 00:20:30,830
Speaker 3: have your role one day. So when you think about

372
00:20:31,230 –> 00:20:34,250
Speaker 3: what are the cornerstones of that, what goes into a

373
00:20:34,290 –> 00:20:34,869
Speaker 3: great plan?

374
00:20:35,310 –> 00:20:37,550
Speaker 1: There’s a lot of different elements. Number one, you need

375
00:20:37,590 –> 00:20:42,649
Speaker 1: to understand what is important for the retailer. And we’re fortunate.

376
00:20:42,890 –> 00:20:43,689
Speaker 2: We have U.S.

377
00:20:43,730 –> 00:20:48,520
Speaker 1: Manufacturing and we have a brand that can come to

378
00:20:48,580 –> 00:20:52,400
Speaker 1: life with shapes and flavors and textures. So we have

379
00:20:52,420 –> 00:20:55,660
Speaker 1: a retailer out there right now where we’re celebrating their

380
00:20:55,680 –> 00:20:58,899
Speaker 1: mascot’s birthday. And we’re doing it in a way that

381
00:20:58,960 –> 00:21:03,120
Speaker 1: comes to life uniquely for that retailer. We have other

382
00:21:03,180 –> 00:21:06,720
Speaker 1: joint business plans where we’ve taken over an empty warehouse

383
00:21:06,790 –> 00:21:09,590
Speaker 1: and we brought the decision makers in and we recreated

384
00:21:09,630 –> 00:21:12,270
Speaker 1: the German candy item. We had them just be a

385
00:21:12,330 –> 00:21:15,230
Speaker 1: kid in a candy shop. And, you know, for people

386
00:21:15,290 –> 00:21:17,169
Speaker 1: who have not seen the way the brand comes to

387
00:21:17,210 –> 00:21:19,970
Speaker 1: life in Europe, talk about the infamous kid in the

388
00:21:20,010 –> 00:21:22,450
Speaker 1: candy shop. They were like, oh, gosh, I didn’t know

389
00:21:22,490 –> 00:21:23,960
Speaker 1: you could do this. I didn’t know you were the

390
00:21:24,000 –> 00:21:27,040
Speaker 1: number one manufacturer of licorice. You know, here in the US,

391
00:21:27,160 –> 00:21:31,660
Speaker 1: marshmallow plays a very big role in a campfire s’more

392
00:21:32,260 –> 00:21:36,640
Speaker 1: kind of application. Those marshmallows are sold in the baking aisle.

393
00:21:37,060 –> 00:21:38,820
Speaker 1: You go to other parts of the world and a

394
00:21:38,880 –> 00:21:41,520
Speaker 1: marshmallow can be very much a treat and it can

395
00:21:41,540 –> 00:21:45,660
Speaker 1: be very much, you know, an option for a candy indulgence. So,

396
00:21:46,180 –> 00:21:50,050
Speaker 1: you know, by us recreating and bringing them through what

397
00:21:50,070 –> 00:21:53,210
Speaker 1: could be relevant in other parts of the world helps

398
00:21:53,230 –> 00:21:56,290
Speaker 1: you kind of dream in that joint business plan. And

399
00:21:56,330 –> 00:21:58,470
Speaker 1: then the other bit of advice I get, let’s do

400
00:21:58,530 –> 00:22:01,570
Speaker 1: it for multiple years. You know, obviously we can pivot,

401
00:22:01,670 –> 00:22:04,960
Speaker 1: we can be agile. That’s what Pleasant Prairie allows us,

402
00:22:05,020 –> 00:22:08,060
Speaker 1: the factory allows us to do. But on the same token,

403
00:22:08,119 –> 00:22:12,280
Speaker 1: we want to build a long-term foundational business that has

404
00:22:12,320 –> 00:22:16,280
Speaker 1: the consumer at the core and really talks about childlike happiness.

405
00:22:16,500 –> 00:22:20,490
Speaker 1: So how do we make sure of that we, for example,

406
00:22:20,570 –> 00:22:23,920
Speaker 1: use a limited time offer. We all get excited when

407
00:22:23,940 –> 00:22:26,880
Speaker 1: we see these limited time offers on the shelf. They

408
00:22:26,920 –> 00:22:30,399
Speaker 1: can be a precursor to something that eventually becomes an

409
00:22:30,520 –> 00:22:32,740
Speaker 1: item that’s on the shelf every day. So how do

410
00:22:32,760 –> 00:22:35,350
Speaker 1: you put that together in a multiple year plan is

411
00:22:35,420 –> 00:22:37,110
Speaker 1: the last bit of advice.

412
00:22:37,210 –> 00:22:37,650
Speaker 2: I would give.

413
00:22:38,210 –> 00:22:40,810
Speaker 3: Well, Rick, we could pick your brain all day, but

414
00:22:40,830 –> 00:22:43,550
Speaker 3: we have to ask you our famous last question, which

415
00:22:43,650 –> 00:22:45,609
Speaker 3: is what’s the bravest thing you’ve ever done?

416
00:22:46,690 –> 00:22:47,949
Speaker 1: The bravest thing I ever.

417
00:22:48,280 –> 00:22:48,520
Speaker 2: done?

418
00:22:48,560 –> 00:22:52,379
Speaker 1: I probably should answer from a work standpoint, but I

419
00:22:52,440 –> 00:22:55,040
Speaker 1: have to say the bravest thing I ever did. I

420
00:22:55,119 –> 00:22:58,139
Speaker 1: am very fortunate to have two daughters. My wife and

421
00:22:58,160 –> 00:23:02,200
Speaker 1: I had our kids very young. And I think caring

422
00:23:02,240 –> 00:23:07,369
Speaker 1: for another individual and shaping them into amazing young women,

423
00:23:08,090 –> 00:23:10,429
Speaker 1: let’s call it the bravest thing I ever did. And

424
00:23:10,450 –> 00:23:16,490
Speaker 1: probably by far the most rewarding. And that learning actually

425
00:23:16,510 –> 00:23:18,990
Speaker 1: has really helped me as I think about, you know,

426
00:23:19,010 –> 00:23:22,630
Speaker 1: when I started 10 years ago, there was only 11

427
00:23:22,630 –> 00:23:25,050
Speaker 1: of us here in the office, if you include me.

428
00:23:25,650 –> 00:23:30,300
Speaker 1: Now we’re close to 500 people. So that nurturing, caring,

429
00:23:30,460 –> 00:23:36,760
Speaker 1: growing with being responsible for the success of another person,

430
00:23:37,220 –> 00:23:39,959
Speaker 1: what I refer to as kind of my personal brave moment,

431
00:23:40,540 –> 00:23:44,300
Speaker 1: easily is transferred into what we do at work. So

432
00:23:44,500 –> 00:23:47,690
Speaker 1: and how we really grow with our associates. So I

433
00:23:48,310 –> 00:23:51,630
Speaker 1: appreciate that you have to ask me that final question,

434
00:23:51,730 –> 00:23:53,959
Speaker 1: but I give a nod to my wife, Lynn, and

435
00:23:54,200 –> 00:23:58,649
Speaker 1: my beautiful daughters, Nicole and Meredith. And now they are

436
00:23:58,710 –> 00:24:02,750
Speaker 1: moms themselves. And I’ve got four grandsons. So talk about

437
00:24:02,990 –> 00:24:05,530
Speaker 1: I’m building the consumer pool of gummy lovers.

438
00:24:05,830 –> 00:24:08,100
Speaker 3: So, yes, it has to be at least one point

439
00:24:08,150 –> 00:24:08,560
Speaker 3: of share.

440
00:24:08,690 –> 00:24:09,780
Speaker 1: Yeah, exactly.

441
00:24:10,000 –> 00:24:10,660
Speaker 3: Thumbs up.

442
00:24:10,760 –> 00:24:13,540
Speaker 1: My little grandson nephew would say, did you make raspberry

443
00:24:13,600 –> 00:24:17,520
Speaker 1: this week? I’m like, yes, I made raspberry. Plus all

444
00:24:17,560 –> 00:24:17,920
Speaker 1: the others.

445
00:24:18,340 –> 00:24:20,919
Speaker 3: Well, Rick, it’s so cool that your answer was family

446
00:24:20,980 –> 00:24:23,520
Speaker 3: oriented and you’re working at this family business. So clearly

447
00:24:23,540 –> 00:24:27,300
Speaker 3: your personal professional values are aligned. We appreciate your time

448
00:24:27,740 –> 00:24:30,379
Speaker 3: and we will be on the lookout for the next LTO.

449
00:24:30,619 –> 00:24:32,800
Speaker 1: Please do. I can give you a list of where

450
00:24:32,840 –> 00:24:35,240
Speaker 1: to find them. So thank you for being both of

451
00:24:35,300 –> 00:24:37,760
Speaker 1: you are being fans of the brand. I appreciate it.

452
00:24:37,760 –> 00:24:39,479
Speaker 1: And I could see the way you lit up when

453
00:24:39,520 –> 00:24:42,240
Speaker 1: you talked about it, that we’re hitting the mark with

454
00:24:42,270 –> 00:24:43,159
Speaker 1: childlike happiness.

455
00:24:43,550 –> 00:24:45,110
Speaker 3: So with us, you got that.

456
00:24:45,270 –> 00:24:45,530
Speaker 1: Great.

457
00:24:45,910 –> 00:24:46,230
Speaker 2: Thank you.

458
00:24:48,230 –> 00:24:50,129
Speaker 3: If you like what you heard and you want to

459
00:24:50,150 –> 00:24:53,430
Speaker 3: go explore the confectionery industry, we’ve had plenty of those

460
00:24:53,470 –> 00:24:56,010
Speaker 3: episodes on the show. But you can go listen to

461
00:24:56,070 –> 00:25:00,149
Speaker 3: recent episodes we recorded with Perfetti Van Mels, North America

462
00:25:00,250 –> 00:25:04,880
Speaker 3: CEO Sylvia. You can go listen to another recent episode

463
00:25:04,920 –> 00:25:08,379
Speaker 3: we recorded with Ferrero’s Danielle Sporkin, or you can go

464
00:25:08,400 –> 00:25:10,699
Speaker 3: a little further back in the archives and listen to

465
00:25:10,720 –> 00:25:13,850
Speaker 3: an episode we recorded with Gabrielle Wesley, the CMO of

466
00:25:13,930 –> 00:25:16,450
Speaker 3: North America Mars Wrigley. If you like what you heard,

467
00:25:16,590 –> 00:25:18,970
Speaker 3: tell a friend, write a review. Thanks for listening.

468
00:25:35,580 –> 00:25:39,540
Speaker 4: Hi, I’m Jackie Cooper, Global Chief Brand Officer at Edelman

469
00:25:39,580 –> 00:25:42,340
Speaker 4: and the host of Touch of Truth, a new podcast

470
00:25:42,400 –> 00:25:45,840
Speaker 4: launching on the Adweek Podcast Network. My dad gave me

471
00:25:45,880 –> 00:25:49,560
Speaker 4: this incredibly smart piece of advice. Meet everyone once. As

472
00:25:49,600 –> 00:25:51,899
Speaker 4: a result, I’ve met some of the most fascinating and

473
00:25:51,980 –> 00:25:55,109
Speaker 4: inspiring people on the planet. Now on Touch of Truth,

474
00:25:55,310 –> 00:25:58,580
Speaker 4: we’re coming centre stage and sharing the mic to experience

475
00:25:58,619 –> 00:26:01,480
Speaker 4: stories of truth, insights and visions for the future that

476
00:26:01,500 –> 00:26:03,970
Speaker 4: will challenge your way of thinking. Touch of Truth is

477
00:26:04,030 –> 00:26:07,560
Speaker 4: available wherever you listen to podcasts. New episodes come out

478
00:26:07,760 –> 00:26:09,820
Speaker 4: every Tuesday. I do hope to see you there.