00:01.49

vigorbranding

All right. Hello, everyone. Welcome to Fork Tales. I’m Michael Pavone. Our guest today is Clara Paye. And I’ve known Clara for a long time. ah She is from Unite Foods. ah Unite’s line of nutritious bars are built around the concept of global flavors, but also comfort foods. Clara has started a brand that’s redefining what protein and nutrition bars can be, and I’m happy to have her as a guest. Clara, welcome.

00:25.55

Clara Paye _ UNiTE

Thanks, Michael. Good to be here.

00:27.85

vigorbranding

So again, I know you, I think pretty well, and I’m excited to excited for this. This will be fun. So um I want to go back. I mean, you have a fascinating story. So before we get into Unite, I want to talk about you. How did you, you know, where where do you come from? Where do you, where did you work? You know, talk a little bit about what got you, got you here.

00:46.86

Clara Paye _ UNiTE

Well, it’s definitely not been a linear path. It’s been really a path led by my own curiosity in the world. And so I think if I’m anything, I’m a very curious person. I’m curious how the world works. I’m curious why, you know, segments of the population aren’t being served. So my journey really started, you know, undergrad, I went to USC and I really went undeclared and thought I but wanted to be a lawyer and.

01:10.72

Clara Paye _ UNiTE

got into one political science class and I was like, no, I definitely don’t want to do this. And so kind of was looking around like what else is out there, found the business school at USC, and more importantly, found the entrepreneurship program, which was number one in the nation at the time. And, you know, and I knew I didn’t want to study accounting or finance, and that’s what business was to me in my mind back then. And finding this entrepreneurship route really like kind of opened up the world to me and was like a light bulb.

01:34.45

Clara Paye _ UNiTE

you know My dad is an entrepreneur. and We immigrated from Africa and the Sudan when I was five years old. And in Africa, he had an automotive parts distribution business. And when he immigrated to the U.S., he started a plumbing manufacturing and hardware distribution business. And so, you know, having a dad that had kind of modeled entrepreneurship, it was demystified for me. And so I was like, oh, that’s really interesting. You know, I’ve been an entrepreneur kind of since I was a little girl, whether, you know, the classic lemonade stand or side popsicles or, you know, drawing pictures and trying to sell them to my aunts. Like, you know, I always had that entrepreneurial

02:07.53

Clara Paye _ UNiTE

start and you know funny and but like at USC I remember them taking a poll of all the entrepreneurship kids and how many of them had like a lemonade stand or something similar as a kid and it was like 95% of the class raised their hand right like it’s something almost innate where you know that entrepreneurship bug grabs you was even a little kid and

02:15.32

vigorbranding

Mm

02:24.37

Clara Paye _ UNiTE

And so, you know, going into the entrepreneurship program, it was kind of like and equated to like Ted Talks, where you just got to like hear and listen to these really successful entrepreneurs that had launched and they were normal people with good ideas that they just implemented.

02:36.22

vigorbranding

hmm.

02:38.93

Clara Paye _ UNiTE

And I thought I would you know be an entrepreneur straight out of undergrad. I wrote a business plan um and for the apparel industry back then. this is I’ll date myself, but I graduated in 1999 and in 1998, 99. I wrote a business plan for plus size clothing for teenage girls. So I saw that there was this huge segment of the population where kids were kind of, you know, Americans were growing in size. and there weren’t really anything fashionable for young girls to wear if they were plus size. They had to shop, you know, especially in jeans, they had to start in the, you know, shop in the women’s Husky department, women’s department or the boy’s Husky department. And it really wasn’t anything fashionable. And I wrote this great business plan. All my professors told me to do it. And like the only person I knew that had any money was my dad.

03:21.66

Clara Paye _ UNiTE

you know, being 21 years old and or, you know, barely 21 and asking him to fund, you know, I needed like $30,000 back then to launch this business. And my I was going to do it with my best friend whose father had just invested in the jeans manufacturing plant.

03:34.66

Clara Paye _ UNiTE

She had done the entrepreneurship program the year before. It was like this home run idea. The internet was just coming online and we were going to do it all online. We didn’t need storefronts. You know, we’re kind of kind of revolutionize all of these things.

03:44.94

Clara Paye _ UNiTE

And my dad’s like, what? Huh? Like watch yourself humming products. Yeah.

03:48.78

vigorbranding

Yeah.

03:50.42

Clara Paye _ UNiTE

Like, this is a business that already exists. And he just didn’t see it, didn’t understand. But it’s it’s ironic that like that business would grow on to be like that segment specifically, um where I did all my research at this mall, like, went on to become a billion dollar business, like Torrid went into the same free mall with the same concept. And so that was kind of like always in the back of my mind, my entire career. So from age 20 to now, like, gosh, like, why I should have done that, like, I should have done something like that, you know, why didn’t I try and um I’m telling a really long part of the story so we can edit this, but it’s really like, you know, for me, it was really about that early experience in entrepreneurship that I held on to, but then I would go on.

04:22.93

vigorbranding

Oh, it’s great.

04:29.89

Clara Paye _ UNiTE

and work in cosmetics, worked for advertising agencies, you know, um and then eventually my dad lured me into the family business, which was like, you know, about five years after college, I wanted to get my MBA and he said, hey, I’ll make you a deal. You and your best friend want to come work for me, get your and MBAs and I’ll pay for them. And you just have to stay the time that you’re studying. And, you know, we did this executive MBA program where we worked our nine to five and then we went to school from like six to 10.

04:53.31

Clara Paye _ UNiTE

And those are long days, but they were really fun because I got to take what I was learning in the MBA program and immediately apply it to my family business, which was, again, the plumbing and hardware distribution business. And so not that I was in love with plumbing and hardware, like, trust me, if I never see another supply line in my life, it’ll be too soon. But um it was really about this unique experience that I got to learn and apply, learn and apply. And it was just Really? um Really what set me up for like, you know in that curiosity to like really make an impact in my family business Where you know, sometimes when you join a family business you get told well, this is how we’ve always done it So this is why you have to do it this way and for me I got to kind of redefine everything Because of this MBA program that I was doing and my dad trusted, you know, he always had a high regard for education And so was like, okay. Well, yeah, let’s try it and really got you know got in and

05:45.11

vigorbranding

That’s fantastic. i mean You bring up a really interesting point, though. Being a so a sibling of an entrepreneur, you you kind of do realize, or you maybe you don’t realize that it’s it’s not easy, but you you know it’s it’s doable, right? If you watch your father do it, like my father had a couple small sporting goods stores. So I thought, well, if you want to start a business, you just go out and start it. You just do it. and You know, my story is I’ve never been smart enough to know what I can’t do. So I’m like, Oh yeah, I can do that. And just, you know, and sometimes you pass, sometimes you fail, but you know, it’s like, Oh, I can try that. Oh yeah, I’ll do that. So, but, but I think our parents really do make it easier for us if they’ve done that, you know, and you sort of, I don’t want to say you take it for granted, but it’s sort of like, it seems doable. It seems attainable, you know, and next thing you know, you you’ve got something special. And I’ll say this, it had to be interesting, difficult, and maybe very educational for you.

06:34.52

vigorbranding

ah being a young woman in and the and the plumbing supply distribution business. I mean, what was that like?

06:40.78

Clara Paye _ UNiTE

ah You know, it was it’s a very old industry. It’s you know very much like there’s very little product innovation. And so for me, being a curious person, I was always trying to learn. I always wanted to go to like plumbing school. So like I could like learn about the products a little bit more because they’re actually really complex. And if you ever go down a hardware store aisle and you go down the plumbing fittings or the plumbing section, I mean, there’s literally thousands and thousands of SKUs and so many different parts to like toilets and you know faucets and it’s it’s a very confusing um you know you have to have like a lot of deep knowledge in the industry to really make an impact so for me you know i knew i was never going to have that right what i could bring to the table was really an outside the box way of thinking about this industry like you know we created the company’s first website and started selling you know online and really trying to

07:28.80

Clara Paye _ UNiTE

Um, quantify customer experience, right? Like it wasn’t just about like place, you know, filling orders. It was like, what was the experience of that order for your customer? And so I’ve always been a customer centric leader. So I think it’s because I came up through marketing and entrepreneurship. You know, I really care about the customer and I really care about like the person that’s opening the box, whatever that box is, you know, and so.

07:51.58

Clara Paye _ UNiTE

For me, it was all about aligning the business to be customer-focused, because my thesis was, if you focus on your customers, they will reward you with loyalty. And if they reward you with loyalty, your revenue will grow.

08:01.84

Clara Paye _ UNiTE

right It’s a win-win.

08:02.46

vigorbranding

mean

08:03.15

Clara Paye _ UNiTE

If you create value, why would somebody leave you? So it’s when you’re not creating value and you’re creating problems for the customer that you know you have that attrition.

08:13.25

Clara Paye _ UNiTE

And so for me, it was really about um making sure that we were taking care of our customers. And and that was the winning strategy. I mean, it sounds really simple, but it’s way harder to execute when you get to scale.

08:26.05

vigorbranding

That’s great. I mean, it makes total sense. So basically, you do all your own plumbing now, is that what you’re saying?

08:31.81

Clara Paye _ UNiTE

not at all

08:32.01

vigorbranding

Yeah, I knew about it. Okay, so now let’s jump into something that I know you’re very proud of and should be. the that You founded Unite, okay? and And so let’s talk about that. You founded in March of 2020, right?

08:44.85

vigorbranding

In the middle of that thing called the pandemic with COVID. um but Obviously, that was a part of the story. That’s what sort of infused the story. Can you talk a little bit about that?

08:53.69

Clara Paye _ UNiTE

Yeah. So, you know you know, I’d been ideating on it for like probably a year and a half before that and really trying, you know, it was working in the plumbing business at my, you know, and the family business that I was kind of like stuck behind my desk. And especially when I became a mom, like I was always just like looking for quick fuel to get me through my day. And that was like kind of when I had the epiphany for Unite and really our main point of differentiation is that we use global flavors.

09:15.38

Clara Paye _ UNiTE

And so I had this unique experience, again, just just like the plus sized clothing where I was like, wait a minute, like there’s this whole population of people out there, like half the population are immigrants, people like me, or people that are just like really interested in other cultures and really interested in other foods.

09:31.28

Clara Paye _ UNiTE

You know, I live in LA, like there’s, you can eat Thai, Indian, Chinese, Japanese, whatever you want, any time of day you want, you know, it’s all, you know, and that’s what makes America unique is that we are this melting pot of cultures.

09:38.69

vigorbranding

Yeah. Yeah.

09:42.73

Clara Paye _ UNiTE

And it very similarly, I saw this demographic shift where, you know, America was just going to continue to grow in, in multiculturalism. And so I was like, okay, if you’re in wellness and you are diagnosed with something like for me, it was a gluten intolerance. Like, and you go and try to find diet compliant food and you go to the shelf and like nothing resonates with you. Like that’s a huge miss. And so I think it was because

10:08.08

vigorbranding

but

10:08.18

Clara Paye _ UNiTE

You know, i I’m not, everybody that has created protein bars up to that point wasn’t diverse, didn’t have the life experience I had. So I just kind of used my own life experience it to develop it.

10:18.38

Clara Paye _ UNiTE

And I developed them in my kitchen, like really, like, you know, as I got my cuisine on out and was like, what would I put in my protein bars? And for me, it was like almond butter and dates and, you know, let’s sweeten it with all natural things.

10:25.68

vigorbranding

Mm hmm.

10:28.41

Clara Paye _ UNiTE

And I i can’t use sugar, alcohols or Stevia. Like I i just, they’re not palatable to me. So I just use natural things. and literally googled what do nutritionists say should be in a protein bar and like made those my macros like it’s not that hard you know you don’t have to like spend hundreds of thousands of dollars to figure it out and um created my first recipes and found a co-packer to make them and I knew you know because I didn’t want any food liability I wanted a really strong co-packer to be the producer for them found one that ah you know where they saw the vision they understood what we were about and supported us and got our product launched and

11:05.31

Clara Paye _ UNiTE

You know, Expo West was this trade show, you know, it was a trade show in the food industry. It’s the largest natural products convention in the entire world. And if anybody hasn’t been to it, just imagine seven convention centers all smashed together in Anaheim, hundreds of thousands of people, like 3000 plus exhibitors. It’s literally and figuratively like Disneyland. Like it’s just, it’s a zoo. It’s, there’s so many people. And we got our little 10 by 10 booth and at the, you know, they have this like new products part of natural expo that opens a day before or used to.

11:35.43

Clara Paye _ UNiTE

And we got our booth set up and we were ready to rock.

11:37.30

vigorbranding

Mm hmm.

11:37.51

Clara Paye _ UNiTE

We were going to go show our bars. We had this whole warehouse full of new bars to show buyers.

11:39.71

vigorbranding

and

11:41.83

Clara Paye _ UNiTE

And that’s how it’s going to get people excited. And then the pandemic. And that was the first thing to get canceled. And literally we got this call like shows not going to happen. So break down your booth.

11:51.86

Clara Paye _ UNiTE

And you know, and it was like such a wild time.

11:52.43

vigorbranding

Yep.

11:55.64

Clara Paye _ UNiTE

um And people were really, you know, unsure of what was going to happen. And, you know, ah brands were not able to get into stores to pitch or any buyers, everything kind of went on hold because every grocery store was worried about safety for their employees and how to keep cleaning products on shelf and Lysol wipes.

12:13.52

Clara Paye _ UNiTE

And like nobody was really thinking about like protein bars, right?

12:16.49

vigorbranding

Right, right.

12:16.43

Clara Paye _ UNiTE

Like we’re all trying to, you know, that’s what like, I think we all were baking banana bread every day in this power now and like, you know, consoling ourselves with chips and margaritas at, you know, noon. so

12:26.31

vigorbranding

Yeah. Well, I remember like for us, I mean, you know, one of my companies is Quench, which is a CPG food and beverage. I said, you know, COVID was truly the greatest sampling program in the face of the earth, food and beverage. If you made a product at that time, if you had an established product, you people bought it, people ate it, they put in their pantry, they stacked in their shells. I mean, it was phenomenal time for food. I mean, unfortunately, it was you were too new, right? You couldn’t even take advantage of it. You didn’t even get a chance to get out of the starting gate. so That’s how to be extremely disappointing. But I think it’s amazing too. Like, okay, so you you come from one industry and and you learn a lot just in business and dealing with people from one industry. But then you you applied to this startup that you didn’t, you’ve never really, you were never in the food business. So you don’t learn how to be a manufacturer, you had to learn about safety, you had to learn about ingredients, legal and and everything and anything. I mean, it’s just, ah it’s an amazing undertaking. How did you how did you learn so much?

13:21.18

Clara Paye _ UNiTE

You know, like business is a framework. So once you understand product liability, you understand how to ensure against it, right? And you learn that, you know, you have to look, what are the certifying bodies in your industry, right?

13:35.40

Clara Paye _ UNiTE

Like in, you know, for electrical companies, it’s like UL listing, you know, in food, it’s SQF.

13:35.85

vigorbranding

Mm hmm. Mm hmm.

13:40.84

Clara Paye _ UNiTE

And it’s not like the information isn’t that hard to find. So I think it’s like, you know, once you have a framework of, it’s, you know, the product is a widget almost, right? Like how you deal with Lowe’s is how you deal with Target.

13:49.40

vigorbranding

Mm

13:52.55

Clara Paye _ UNiTE

Like it’s a big box.

13:52.83

vigorbranding

hmm.

13:53.59

Clara Paye _ UNiTE

They care about many of the same things, right? You have to understand what’s going to happen on the back end of your business. You have to understand how to get that product there on time and in full. And that’s what matters to them.

14:04.49

Clara Paye _ UNiTE

And so I, you know, it’s hard and it’s not. And so for me, I’ve always really relied on my network, Michael, like, like if I don’t know the answer, I know somebody that I know must know the answer.

14:16.44

vigorbranding

Mm hmm.

14:17.09

Clara Paye _ UNiTE

So I spent a lot of time. I don’t want to say networking, but I think it’s really about building relationships, like mutual like mutually beneficial relationships with people, trust.

14:26.75

vigorbranding

Sure, trust.

14:29.50

Clara Paye _ UNiTE

And when I got into the food space, I was like, I just need to great advisors around me. I need people.

14:33.78

vigorbranding

Mm hmm.

14:33.82

Clara Paye _ UNiTE

And I didn’t want like consultants. I wanted people who were also running their businesses, who were going in the trenches, doing it with in in real time.

14:38.08

vigorbranding

Sure. Skin the game. Yep.

14:41.79

Clara Paye _ UNiTE

and so you know, having a ah YPO forum of YPO, you know, food CPG people was like one of the ways that I accomplished that and like really creating a forum of people around me that were doing the same things as I was.

14:50.42

vigorbranding

Mm

14:56.01

Clara Paye _ UNiTE

And, you know, there’s a lot of symbiotic um experience there. And we all got to go through COVID together. So it was something I did early on, you know, it was like grabbing people who wanted to go on this journey with me.

15:02.72

vigorbranding

hmm. Mm hmm.

15:06.56

Clara Paye _ UNiTE

And so, You know you’re I think networking is like kind of like a bad word sometimes like people think it’s like you’re using people when you say networking but you’re doing networking right you’re actually at creating value for other people first right and that out it works.

15:13.24

vigorbranding

who yeah

15:20.16

vigorbranding

That’s right. Yeah. Absolutely. All right. So now let’s talk. You created the, the you had a product, you you got shut down and covered. So let’s talk about the Unite name. You created a brand and I’m a big brand guy, you know that. I love brands and and I love what you did here. I love the name and I’m not just saying that because you’re here, but this is something I did not know. I read an article and I read about the I in Unite. I should have looked and realized that the lowercase I, but to talk about the brand and how you came up with the name.

15:45.47

Clara Paye _ UNiTE

Yeah, I mean, so for me is all about that what I was trying to do. So this is like the mission part of like this journey when like you’re over 40 and you’re creating new business. Usually you’re not doing it just for money. You’re really doing it because you feel like something’s missing in the world and you want to make the world a better place. At least that’s my journey.

16:01.60

Clara Paye _ UNiTE

And for me, it was like, how can I use food as this instrument of inclusion to improve the lives of people, see people who haven’t been seen, welcome them into wellness, right? And kind of create cultural bridges, right? Where like somebody who I think food is has this unique way of binding people, right? Like it’s the cultural equivalent of bringing your, you know,

16:23.95

Clara Paye _ UNiTE

your dish to a potluck and like you know kind of like do you like it you know kind of like yeah having that like you know there’s a moment where you’re like are you sure it’s kind of a little strange or like you know when when people used to come to my home and like be like you know my mom made this thing you don’t have to eat it it’s you know you might not like it and then people loving it and you’re like oh Okay, it’s good. Like it’s safe. Like everyone’s accepted now. And so I think for me, it was like how, you know, food can, can also divide people. But if people make fun of somebody’s food or make fun of flavors, you know, and I think it also can unite. And so I wanted to use it as like, you know, let’s, let’s find common ground. Let’s find flavors that like will resonate with lots of people. And so like the flavors we choose typically are not just like country specific. They’re like region specific.

17:04.98

Clara Paye _ UNiTE

So like, you know, churros are eaten in Spain, in Mexico, and like all over Latin America, right? Baklava is eaten in North Africa, in Greece, in Russia, in Croatia, right?

17:15.03

Clara Paye _ UNiTE

Bubble tea, which sounds like just an Asian, Asian flavor. And yes, it was born in Taiwan, but you know, like but the British drink milk with tea. the in Indian people drink milk with tea, and the Middle East drink milk with tea.

17:25.54

Clara Paye _ UNiTE

Like those flavors are, can resonate with lots of different people.

17:29.23

vigorbranding

Yeah.

17:29.53

Clara Paye _ UNiTE

So, and then there’s peanut butter and jelly, and that’s the one where people are like,

17:31.64

vigorbranding

Yeah.

17:32.95

Clara Paye _ UNiTE

huh like you know that’s like that’s not global but it’s like my american heritage is just as important and so i want all people to feel represented and the reason the eye is small and as i think because if you’re trying to connect two sides you yourself have to get smaller to understand the other side and so that you you know to understand the other you know and we live in such a time of division and so like really having a name like unites like it’s really the essence of the brand

17:37.39

vigorbranding

yeah

17:58.39

Clara Paye _ UNiTE

is to, you know, ah seek to understand and seek to find common ground and instead of like how we’re different.

18:05.96

vigorbranding

I love it. i mean You obviously have a propensity for for marketing. it’s it’s It’s very smart and very sound, the thinking behind it. and and I’ve had the products that are fantastic. and again I’m not just saying that they’re your your products are absolutely delicious, so you should be very, very proud of that.

18:21.31

vigorbranding

um you know and now So we talk about the flavors, so ah we do a food trends presentation every year and we always come up with all these funky flavors and and we we I shouldn’t say funky, we we we learn about things that are popping in different parts of the world and starting to you know bubble up and and and ah you know we we try to grab onto them, I mean all of us as manufacturers, as restaurants, as ah marketers And we try to understand these flavors and how to bring them forth and and introduce something fresh. how do How do you go about finding flavors? How do you go about deciding what the next flavor is going to be?

18:54.83

Clara Paye _ UNiTE

it’s really intuitive for me but like you know my my hero flavor is churro and like that one was really you know born out of you know I live near Disneyland I live like 15 minutes away and I have small kids and so we were always at Disneyland always the line at the churro cart was kind of like around the corner right and like churro was like definitely this very familiar flavor and like churros are you know they’re eaten they’re They’re not just different for different sake. Many people have had a churro, whether it’s at a fair or at Disneyland or at a carnival. Churro was like not that um outside the box for most people, and it was very approachable. and so like That Disneyland car, just like looking at the lines, I was like, yeah, that could be a really good flavor. How come nobody you know hasn’t really done that? and then

19:44.35

Clara Paye _ UNiTE

you know, I would visit ethnic markets a lot to look at the flavors.

19:47.44

vigorbranding

Sure.

19:47.62

Clara Paye _ UNiTE

So I go to Hispanic markets, I go to Korean markets, I go to Japanese markets, you know, I live in an area again, where I’m blessed by diversity. And so I study, you know, when I travel, what are people eating?

19:59.01

Clara Paye _ UNiTE

What, you know, what are people, you know, what do people enjoy? And I really, I mean I the first flavors are really like things that I loved so I just wanted to create things you know flavors and then I tested them on my friends and I probably Michael I probably made like 15 or 20 different flavors before I started right like and kind of like chose the heroes from um the ones that I made and in my kitchen.

20:17.81

vigorbranding

Mm-hmm. Now, is there one that you you loved and thought, oh, everyone’s gonna love this and didn’t make it? Is there a flavor that you kind of, what is it?

20:26.76

Clara Paye _ UNiTE

Yeah it was a ah green tea matcha

20:30.55

vigorbranding

Uh-uh.

20:30.44

Clara Paye _ UNiTE

flavor and so but green tea powder sometimes can be fishy and it’s like sounds so weird but like it just didn’t work in in scale right and so and there are macho bars out there but I never think that they taste great and so you know I wanted it to have like good product integrity and so like that was like a

20:35.42

vigorbranding

Okay.

20:39.37

vigorbranding

Not it.

20:45.81

vigorbranding

Mm-hmm.

20:48.56

Clara Paye _ UNiTE

you know, one that like I thought would be, you know, cause if you, if you look at the Starbucks menu, like ah so many, you know, those, those are great flavor cues too. Like, you know, Starbucks spends a lot of time in flavor development. And so you can just, you can take cues from adjacent industries.

21:01.68

vigorbranding

Sure. We got to work with a lot over the years ah through Quench. We worked with the Hershey Company and we worked with the scientists. And I was always blown away because we’d go in the, and back, this would be like early 90s, we’d go in these rooms or they’d have to swipe a card for the door to open. It seemed very like,

21:17.81

vigorbranding

Uh, sign sci-fi, you know, and it would it be lab technicians and they’d put drops and they’d be like, here, taste that. What does it taste like? I’m like, well, I taste apple pie. They’re like, wait for it. I’m like, Oh, I taste whipped cream. Wait for it. Oh, I can not taste crust. Like they could do this. I mean, it was like better living through chemistry. They could do all this stuff.

21:36.54

vigorbranding

and what it came down to obviously was and this is what is so hard with what you do is now you have to source the ingredients now you have to make sure it’s not a chemical thing and then you have to understand can you can you afford that flavoring at a price point that will be palatable to the consumer so there’s so much involved in all of what you do yeah

21:56.81

Clara Paye _ UNiTE

There is so much like, look, all business is hard, but the food business is particularly hard, right? Because you’re, it’s a living, breathing thing, right? And for me, it came down to simplicity. Like I always wanted simple ingredients um because I wanted people to be able to understand what was going into the bar, right? Like I wanted it to be real food and natural. And um so when you have those kinds of like,

22:22.56

Clara Paye _ UNiTE

Barriers, you know, it’s it helps you and it hurts you right? Like I can’t put in a bunch of processing You know like many large companies can because that’s not the brand value that I’m trying to create or the kind of product I’m trying to create.

22:30.08

vigorbranding

Right. Mhm.

22:34.50

Clara Paye _ UNiTE

So yeah, it’s very hard um You know, we do get a lot of those scientists taking pictures at our booth every year at all the Expos and so people and we have been copied, you know and that’s like just anytime you’re successful at something people are gonna copy you and so

22:45.84

vigorbranding

Sure. Mhm.

22:50.21

Clara Paye _ UNiTE

But I think at the end of the day, consumers want authenticity. They want you know brands that are creating products that are meaningful to them and will reward those brands. So I don’t really worry about like copycats. I worry more about when they stop copying me.

23:07.91

vigorbranding

but you know and But to your point, and you know weve we’ve been doing a food trends report for over 15 years, and what you are doing and and how you’re doing it is very on trend. It’s not easy. It’s not inexpensive. i mean it’s ah it’s ah you know you there’s you could You could have cut corners along the way on your product, but you don’t do that. I just think that that’s going to pay dividends in the long run. i think that’s such a It’s hard to stick to your ethos, but I think you do a fantastic job of that. so I think it’s something to be proud of. and so and My next thing is, I did not know this, but the I in Unite stands for invite. and I did not realize on the back of every bar there’s an email address that you can people can send directly to you for suggestions on new flavors. Have you have you learned anything from these? Have you gotten anything interesting in the emails?

23:52.30

Clara Paye _ UNiTE

Yes, I love those emails, like those emails come to me. And so I get to interact with the people that write those emails. And, you know, the most meaningful ones are when people will give me a flavor suggestion, but then they’ll also say, thank you for making a bar for us.

24:07.73

Clara Paye _ UNiTE

You know, thank you. And it’s exactly what I wanted to do.

24:09.63

vigorbranding

That’s super cool.

24:10.64

Clara Paye _ UNiTE

when I, when I set out was like, make the invisible feel seen.

24:12.05

vigorbranding

Yeah.

24:14.77

Clara Paye _ UNiTE

And you know, I know what it’s like to not feel seen. You know, I know what it’s like to like, kind of be in the shadows, like being a woman in the plumbing industry. Perfect example, right? Like you don’t really belong here or you don’t like, you know, somebody that looks like me typically doesn’t work in plumbing, right?

24:29.33

Clara Paye _ UNiTE

like It’s a very old, old, you know, antiquated kind of industry. And so like when I get those emails, I get really excited and people do have some great ideas and ideas of like things that we’ve actually developed, you know, and just haven’t launched. And, you know, so it’s fun to know that like, it is also on trend for people.

24:49.00

vigorbranding

That’s fantastic. So I mean, ah um I’m being italian Italian. My wife’s Greek. So yeah, yeah, her mother makes us baklava. So it’s phenomenal. So I love that. I’m really proud to see that you have a baklava in your in your flavors. So you have you have baklava, you have peanut butter and jelly, you have chiro, bubble tea, Mexican hot chocolate. What’s your what’s your favorite?

25:09.34

Clara Paye _ UNiTE

You know, it’s like asking me which my favorite kid is.

25:12.05

vigorbranding

ah We all have one.

25:11.94

Clara Paye _ UNiTE

um i and I mean, is our hero.

25:12.61

vigorbranding

Come on. We all have one. On any given day, we all have one. A favorite kid.

25:18.32

Clara Paye _ UNiTE

And churro was like the first bar where I was like, okay, we really have something.

25:19.02

vigorbranding

Uh-huh. That’s the baby.

25:21.72

Clara Paye _ UNiTE

Yeah. But I really also very much like baklava. And it’s similar to churro in that, you know, it’s got kind of like some of the the same kind of spices with the cinnamon.

25:28.18

vigorbranding

Mm-hmm.

25:29.41

Clara Paye _ UNiTE

But baklava has never been done outside of baklava.

25:31.48

vigorbranding

Mm-hmm.

25:32.33

Clara Paye _ UNiTE

Like, think about it, Michael. Like, you’ve never seen a baklava ice cream. You’ve never seen a baklava cracker.

25:35.23

vigorbranding

Nope.

25:36.56

Clara Paye _ UNiTE

Like, you’ve never seen a baklava popcorn. Right? Like it was very unique.

25:40.80

vigorbranding

Yeah.

25:41.16

Clara Paye _ UNiTE

And, you know, when I, before I launched, you know, many of the, the manufacturing partners I met with in the beginning were like, these price flavors are too strange. Like nobody’s going to buy these and like to be, you know, have come full circle and and be like, no, they’re great.

25:54.00

Clara Paye _ UNiTE

And like Baklava just won a good housekeeping award this year when they’re, you know, best snack award. Churro won the same award last year.

25:59.19

vigorbranding

Awesome.

26:00.98

Clara Paye _ UNiTE

So it’s like, it’s incredibly validating when, you know, people. like like the product and like, you know, um appreciate it. And it’s got organic honey in it. It’s just really tasty bar.

26:12.34

vigorbranding

That’s great. Well, like I said, you’re the products are amazing. And in a way, I like i look at these flavors and in a way they are they’re kind of all comfort foods, too, right? I mean, they’re, they’re, yeah, they’re all international flavors, but they’re almost like international comfort flavors, you know, it just it kind of feels that way.

26:28.40

Clara Paye _ UNiTE

Well, they’re nostalgic flavors.

26:30.16

vigorbranding

Yeah.

26:30.11

Clara Paye _ UNiTE

So they’re foods that you ate in childhood.

26:32.21

vigorbranding

Right.

26:32.26

Clara Paye _ UNiTE

And so that was also really important to me. That was also one of the barometers is like childhood flavors.

26:36.76

vigorbranding

Perfect.

26:38.45

Clara Paye _ UNiTE

And ironically, I mean, I didn’t develop these for kids, but like kids love our bars and like, duh, they’re childhood flavors, right? Like they’re really for adults, but you know, so we’ve had this like wide range of like consumer interest in our, in our products. And so for me, it’s like about taking you back to kind of like a simpler time. I think, you know, health food specifically is sometimes punitive. Like, Oh, I don’t really like this mushroom powder, but I’m going to drink it because like, i my you know, my,

27:03.59

Clara Paye _ UNiTE

podcast said that I’m going to get muscles if I drink it. you know and I’m like more on the other side of wellness. We’re like, let’s make it fun and let’s make it like food you want to eat, not food you have to eat.

27:09.80

vigorbranding

Mm-hmm. Yeah. Yeah, that’s great. All right. Well, let’s have some fun here. So, you know, being the research guys that we are and the marketing guys where we came up with our own flavors. So we decided to go around the world. I want your opinion on if these are going to be winners or not. So we’ll start in India, a gulab jambu. It’s very popular dessert. It’s often served during celebrations. It’s fried dough soaked in a rosewater syrup, often garnished with almonds and cashews.

27:40.04

Clara Paye _ UNiTE

10 out of 10. I think that would like a home run flavor. I’ve actually, you know, my Indian friends have also suggested ah exact flavor and it’s always kind of been in my mind.

27:45.01

vigorbranding

Yeah.

27:48.94

Clara Paye _ UNiTE

The rosewater is the one that’s like, can be polarizing. So, you know, we try to have things that are like, you know, broad appeal, but yeah, I think 10 out of 10 would be a great flavor.

27:57.57

vigorbranding

Plus, I’ll say this, I hate to be the total American here, but pronunciation can also be a barrier to people buying something if they can’t if they can’t figure out how to say it.

28:04.52

Clara Paye _ UNiTE

For now, right?

28:06.08

vigorbranding

All right, now we’ll head to Spain, a creamy caramel flan.

28:09.66

Clara Paye _ UNiTE

I love flan and I think flan is another one of those foods that’s mistaken for like just Latin Americans because lots of people eat flan or you know it’s called sometimes creme caramel it’s called like different things in other regions of the world you know so yeah another great flavor you guys are good at this don um don’t start a bar company Michael.

28:15.09

vigorbranding

Mm hmm.

28:26.72

vigorbranding

yeah Yeah, yeah. We would never if we, you know, they’re yours. These are all yours if you want to do them. So you have some friends, we have some employees in Brazil. So um Bolo de Rolo. It’s a light sponge cake. It’s rolled up with a layer of tangy guava jam.

28:43.47

Clara Paye _ UNiTE

This one I’ve never heard of, I’ve never had.

28:45.94

vigorbranding

right

28:46.23

Clara Paye _ UNiTE

I’ve not not been to Brazil, so it really piqued my interest. I love guavas. I think tropical fruits, you know, we see that in beverage now.

28:54.85

vigorbranding

Right.

28:55.48

Clara Paye _ UNiTE

You know, there’s all kinds of great beverages that have popped up with tropical fruit flavors.

28:56.09

vigorbranding

Mm hmm.

29:00.70

Clara Paye _ UNiTE

And definitely in terms of what global flavor trends, guava I think is still underrated because I love guavas.

29:04.97

vigorbranding

Mm hmm.

29:07.99

Clara Paye _ UNiTE

So yeah, I think, you know, it’d be interesting to to get the um the sponge cake kind of consistency in a bar because bars tend to be a little bit drier and a little bit harder to to make soft because water stability issues.

29:20.76

Clara Paye _ UNiTE

But I think that’s super intrigued. I want to go to Brazil, so that’s on my list.

29:24.27

vigorbranding

Yeah, there you go. There’s an excuse for R and&D. It’s a write-off. um you know Yeah, it’s ah that that’s that’s that’s fun. OK, so we go to Italy ah for some almond biscotti.

29:37.61

Clara Paye _ UNiTE

I mean, I love biscotti, but I think if you’re craving biscotti, eat a biscotti.

29:41.08

vigorbranding

Yeah, I agree.

29:41.18

Clara Paye _ UNiTE

you know

29:42.08

vigorbranding

Yeah, I don’t think that works in a bar, right?

29:43.73

Clara Paye _ UNiTE

Well, you know like people tell me, like oh, you should make a hummus flavored bar. I’m like, what? Why don’t you just eat hummus?

29:49.24

vigorbranding

Yeah, yeah, exactly. Exactly.

29:50.94

Clara Paye _ UNiTE

you know For me, it’s about taking some things. Because biscotti is not unhealthy, like typically. like you know If you had one, it’s like it’s fine.

29:55.05

vigorbranding

No.

29:57.11

Clara Paye _ UNiTE

It’s like a treat. So I typically try to take like higher calorie, higher density things to make them healthy and approachable.

30:02.75

vigorbranding

oh

30:05.67

vigorbranding

Yeah, you’re you’re almost bringing a dessert together to a degree, right?

30:05.58

Clara Paye _ UNiTE

so i probably Exactly.

30:08.59

vigorbranding

Yeah.

30:08.51

Clara Paye _ UNiTE

a

30:09.42

vigorbranding

Yeah, that totally makes sense. And you know what’s funny? You you just said something that that really kind of stuck with me. though The beverage industry does do a lot of flavors. And it’s really kind of accelerated. I mean, as a company, we were early on with with flavored beverages in the tea category.

30:24.27

vigorbranding

And we were we had a brand that we worked with for like 15 years. We helped build what’s called Turkey Hill Iced Tea. Excuse me. And it was the first refrigerated tea. a lot of There was teas out there that were shelf-stable, but we were in the refrigerator. Well, the proliferation now of beverages in the refrigerator. You go to a convenience store with just walls of beverages. So there’s a lot of unique flavorings that you see popping up. And I guess that’s that would be a good place to see, I don’t know, what’s acceptable, right? like what are what are What are consumers interested in?

30:53.61

Clara Paye _ UNiTE

Yeah, I think um it’s a good, again, like I got to take a lot of flavor cues from like a Starbucks or like, you know, what are people drinking?

31:01.08

vigorbranding

yeah

31:02.11

Clara Paye _ UNiTE

And like, what are the flavor cues in beverage that we can borrow from, right? Or we that can inform some of us. I think in beverage, it’s a little bit easier because the flavoring is just like props added to something versus like you’re trying to really create something authentic in food.

31:13.60

vigorbranding

Yeah, yep, yep.

31:19.97

Clara Paye _ UNiTE

But gosh, I’m just happy I have a shelf stable product. Like I can’t imagine distributing a refrigerated or frozen product.

31:25.52

vigorbranding

Yeah, yeah, yeah.

31:26.11

Clara Paye _ UNiTE

Like knowing what I know now, it’s like just a whole nother level of of anxiety.

31:30.73

vigorbranding

Yeah, well in flavoring to own on that side is it’s amazing how if you had some foot, it’s not obvious as a flavor to like what happened to potato chips, right? So we have a snack food category of snack foods. I mean, adding just a new flavor a new fun. It’s it’s amazing how much velocity you get and how much traction we actually did it across the tuna category.

31:49.35

vigorbranding

And you would think, you know, tuna, we started adding sriracha or different types of hot or or or Thai chili or, I mean, just all these kind of unique flavors.

31:54.20

Clara Paye _ UNiTE

Mm

31:57.94

vigorbranding

And it’s amazing how it can really ah get you more more ah shelf presence.

31:59.66

Clara Paye _ UNiTE

hmm.

32:03.65

vigorbranding

And it also then, ah it creates ah an atmosphere of trial. So it’s ah’s it’s an awful lot of fun for that too. So um so as an entrepreneur who who’s growing and developing a brand that’s still a relatively young brand, ah you just created it four years ago.

32:17.34

vigorbranding

What are some of your biggest challenges?

32:20.85

Clara Paye _ UNiTE

It’s sad to say, Michael, but like there’s a lot of predatory behavior for emerging brands in the food space, right?

32:26.57

vigorbranding

he

32:26.47

Clara Paye _ UNiTE

Where I think this industry like depends on the turn to a certain degree of like brands to fail, to come in to shoot their shot. And like when they fail, it doesn’t matter because there’s like so many other brands behind them trying to get in that same shelf space.

32:39.58

Clara Paye _ UNiTE

So I think it’s just being the underdog. like If you look at the shelves that we’re on, we’re competing with behemoths, right? Like billion dollar brands, multi-billion dollar brands, like that control the entire food supply.

32:48.42

vigorbranding

Mm hmm. Mm hmm.

32:51.38

Clara Paye _ UNiTE

And we’re like on the same shelf and like, how can we actually compete to build brand awareness? Like, you know, so you just do it with a radical authenticity. You do it by creating value for the consumer, creating something different, creating a better product.

33:05.17

Clara Paye _ UNiTE

But it’s really like having come from a larger company where like, you know, you have some kind of street cred because you are a larger and you’re eight It’s easier to grow a larger company, but to grow from scratch has been like humbling.

33:17.69

Clara Paye _ UNiTE

like it’s There’s a lot of people who want to put their hand in your pocket, who want to you know take advantage of you, and you have to be astute.

33:18.13

vigorbranding

Yeah.

33:24.66

Clara Paye _ UNiTE

And again, you have to surround yourself with people that are smart, that will help you avoid the landline, help you clear those paths. but You know, I, um, I also started, um, a nonprofit called included for, you know, people of color in food CPG just because I feel very passionately it’s called included included CPG, um, for people to kind of like not make the same mistakes that I made or kind of try to pull it forward somehow by clearing the path for, you know, I don’t want people to, you know, make the mistakes that we, we’ve made or could have potentially made.

33:49.99

vigorbranding

Mm hmm.

33:56.73

vigorbranding

Mm hmm. That’s you’ve you’ve always been one to give back. And I think that’s very admirable. I mean, we were walking around. It was it was it this we were just talking about with the included CPG.

34:09.40

vigorbranding

We were walking around. He was exposed. You had a special section and they they they don’t you had them donate space. What was that for?

34:16.71

Clara Paye _ UNiTE

um Yes for emerging brands and no for included and so we do do that at the fancy food show and at Expo West every year and so we kind of run kind of a mini incubator accelerator For these brands and help them get that space and be ready to pitch and you know, you have to be market ready So it’s not like for a brand that’s like pre-launch it’s like, you know if you have some kind of like established brand presence and really hoping to elevate them to the next level because those trade shows are so expensive and it’s so primitive and so anything that we can do to

34:18.69

vigorbranding

Oh, OK.

34:43.19

vigorbranding

Yeah.

34:46.50

Clara Paye _ UNiTE

Level the playing field to like help an emerging brand win is like I just it just lights me up I like it makes me so happy because These are the people improving the food systems.

34:57.16

Clara Paye _ UNiTE

These are the people that are bringing healthy Products to market.

34:57.35

vigorbranding

Right.

35:01.02

Clara Paye _ UNiTE

These are the people who are you know, taking their family recipes and trying to share them with the world

35:06.90

vigorbranding

Well, I mean, I admire you because you’re able to, I could see you walking into those shows and asking for them to give you all this space. And I know how you are. You do with a smile, but you’re pretty emphatic and I’m sure you always get your way.

35:19.64

vigorbranding

Cause I know I sit in meetings with you and when I’m, and when I miss a meeting, I have to answer to you, but you do with a smile, but you always hold people accountable and you get what you want. And I do respect that. So sure.

35:29.41

Clara Paye _ UNiTE

Well, I mean, it’s been a great partnership with New Hope and the Specialty Food Association. And it just, it aligns with their value. So they actually are great partners. And so it’s a, you know, and it’s a team. It’s not just me. There’s like five other founders on the leadership team have included. So, you know, we, we are really working hard to improve um the food systems.

35:51.19

vigorbranding

what So what ah what do a lot of these folks, i mean thankfully they have you ah to sort of open up the door for them, literally to bring them into the into these shows. so like What do you see a mistake made by ah want to be entrepreneurs? what What do they do wrong? Or what do what do you think and in the brand creation process? What do you what do what do you think that they they do wrong a lot?

36:11.05

Clara Paye _ UNiTE

I mean, it’s probably something we did wrong too, but it’s like trying to pretend you’re a big brand when you’re not, right? Like, yes, you can get on that shelf, but are you ready? Can you support it the same way a big brand does?

36:20.43

vigorbranding

Mmhmm.

36:22.89

Clara Paye _ UNiTE

Do you know all the levers to pull, right?

36:24.66

vigorbranding

Mmhmm.

36:25.09

Clara Paye _ UNiTE

like And it’s hard to say, like, it’s hard when the opportunity knocks not to take it, right?

36:30.71

vigorbranding

Sure.

36:31.30

Clara Paye _ UNiTE

So it’s like that discipline of knowing, you know, What is the actual contribution margin of this account? And, you know, is it just like, or does it accomplish something else? So I think it’s like biting off a little bit more than you can chew.

36:44.02

Clara Paye _ UNiTE

um And then the one that I pay attention very closely to is quality. I think quality can sink your company so fast. You know, one quality issue, one copacker issue, one whatever issue.

36:53.05

vigorbranding

yeah

36:54.04

Clara Paye _ UNiTE

So if you’re not paying attention to your product, you know, so closely, um that can really be a landmine because you can always create more brands. But you know, if your brand name is like tainted, it’s hard for you.

37:07.44

vigorbranding

Right. I mean, some people might not even know like that. I think people assume because you have a brand, that you actually make it yourself. And you know, there are co-packers out there and a lot of brands use co-packers and you’re handing off your basically your baby and your promise, you know, a brand is a promise, your promise to the consumer to someone else to make. Obviously, there’s there’s checks and balances there. But it it is a, you know, there’s there’s places along the way that you have to count on a lot of partners. And it’s a, I’m sure it’s a difficult business, you know,

37:36.97

Clara Paye _ UNiTE

I think you have to think of your co-man relationships as kind of like your investors because they’re investing their line time, their energy you know to develop your brand as well.

37:40.66

vigorbranding

here Yep.

37:44.95

Clara Paye _ UNiTE

So it is a partnership. You’re not just like, you know. Um, taking and giving, right? is It’s truly a partnership but if done right. And like, yeah, I like to, I like to actually preface a lot of my buyer meetings by saying, Hey, by the way, I don’t make this in my garage.

37:56.50

vigorbranding

Mm

37:57.57

Clara Paye _ UNiTE

I, you know, because like the, the bias is if you’re like an emerging, I have a dream person and you’re like, make as far as in your garage and like packaging them up and sending them out.

38:01.10

vigorbranding

-hmm.

38:07.22

Clara Paye _ UNiTE

I thought there’s anything wrong with that. But like, when you’re trying to pitch a fortune, you know, 100 company, they got to make sure that, you know, you have your ducks in a row.

38:09.52

vigorbranding

Right. eat Yeah. Yeah.

38:14.95

Clara Paye _ UNiTE

And so that’s a good qualifier.

38:17.32

vigorbranding

Yeah, Target doesn’t want you like ah to think you’re baking the night before. That’s funny. But I mean, yeah, it’s ah yeah’s it’s true. And it’s amazing all of the the hurdles, I’ll say, that you have to go through. So you have a great, yeah there’s a quote that you like to talk about. lot Winston Churchill, success consists of going from failure to failure without loss of enthusiasm. And you’re always enthusiastic. You want to talk a little bit about some of those things that you had to bump up against, some of your failures, some of the things that you had to pivot.

38:44.24

Clara Paye _ UNiTE

Oh, there’s so many, Michael. I mean, every, if it’s, if it was easy, everyone would do it, you know, like I say that, but it’s like, it’s so true.

38:49.31

vigorbranding

Sure.

38:51.46

Clara Paye _ UNiTE

And like, you know, and every entrepreneur I talk to in the food space or any space, it’s like, you gotta be able to take those hits and get back up.

38:57.56

vigorbranding

Oh, yeah.

38:59.18

Clara Paye _ UNiTE

But the getting back up is really hard, right?

39:02.31

vigorbranding

Mm hmm.

39:02.73

Clara Paye _ UNiTE

Especially when there’s like, you could do something else with your time. You could do something else with your energy.

39:06.20

vigorbranding

Great.

39:07.24

Clara Paye _ UNiTE

And that’s where like a mission becomes really important. And it’s like, what’s actually driving you?

39:11.03

vigorbranding

Mm

39:11.36

Clara Paye _ UNiTE

Cause if it’s money, you’ll give up. There’s way easier ways to make money.

39:15.17

vigorbranding

hmm.

39:15.47

Clara Paye _ UNiTE

Like if I wanted to go make money, I’d just take my money and invest it in real estate or whatever. I’m like, yes, we do that too. but It’s really about mission for me. And so what drives you to like make the world a better place, have a lasting impact, create products that resonate with people.

39:31.82

Clara Paye _ UNiTE

And so success is just a barometer. It’s just an outcome of you living that up. But like, you know, there are times, I mean, I think if you’re not ready to throw in the towel every month in your business, are you even an entrepreneur?

39:42.90

Clara Paye _ UNiTE

Like, you know, like it’s just, it’s the getting back up.

39:43.50

vigorbranding

Right.

39:46.20

Clara Paye _ UNiTE

And it’s like that loss of enthusiasm is what gets you. And like another way to send that is like burnout. If you’ve burned out, it’s too late. So I make sure that I don’t burn out.

39:52.89

vigorbranding

Yep. Yeah, that’s very smart. That’s actually very sage advice right there. Because look, these businesses, no matter how ah exciting they are, or how long you’ve been doing them, you do hit those those troughs, you do hit the burnout phase. I mean, personally, I started my first agency 33 years ago. And it’s, you know, ah yeah well and during this whole time with COVID, there’s so much change. And and and you know You think, well, you’ve been doing this for a long time. Everything think just should be on autopilot. No. I mean, I probably worked harder in the last couple of years. I did maybe in some of the middle years. I don’t know. It’s just just a different time. So yeah, the entrepreneur thing, I think everyone takes it for granted or everyone looks over and says, oh, you’ve done that. Or you have money because of this. And ah most people don’t realize those days and those sleepless nights and those weekends and the you know the the fears of everything from bankruptcy to lawsuits to everything else. We all go through it. right i mean every

40:45.92

vigorbranding

i get to I’m very fortunate i get to talk to a lot of founders, I get to talk to a lot of entrepreneurs, and a lot of successful people, and they all have the same they all have those same stories. Every one of them has that nightmare, like, yeah, there was this time when, and you know you didn’t think there was a tomorrow. so it’s ah ah you know it’s ah It’s good to hear, it because your story, you’ve seen it all all the way around from your father to to starting up now and what you’re doing. and I love that you stick to your guns. because ah Again, you can cut corners. You could do things faster, cheaper, but not better. And I think that what you do is ah is really remarkable. And i again, I know it’s going to pay off in the long run. So so what’s what’s next for you tonight? I mean, are there any new flavors? If you can’t talk about it, I understand. But if theres is there anything new products or flavors or anything exciting on the horizon?

41:29.86

Clara Paye _ UNiTE

Yeah, there is a new flavor. It’s called Hot Fudge Sunday. We’ll be launching soon. And so we’re really excited about that flavor, another nostalgic childhood treat.

41:35.70

vigorbranding

Awesome. Yep.

41:38.67

Clara Paye _ UNiTE

Also some different, you know, we’re looking at different formats, kind of some adjacent things. So definitely an innovation pipeline out there.

41:43.72

vigorbranding

that

41:44.39

Clara Paye _ UNiTE

So hoping to launch some other products. But really, I want to win at bars first and, um you know, really own our category and really, you know, make sure that our velocities stay up and and everything is is good with bars.

41:59.13

vigorbranding

Fantastic. All right, so one last question. And you can’t be one of your bars. But if you had one last final meal, what would you eat? Where? Why?

42:09.00

Clara Paye _ UNiTE

Such a good question. I mean, I’m a California girl, so it’d probably be an In-N-Out cheeseburger, ah you know, and and yeah some french fries and egg steak, animals for sure, animal style.

42:15.08

vigorbranding

There you go. All right. I respect that answer. That’s a great answer. Animal animal style, I hope.

42:25.41

Clara Paye _ UNiTE

um You know, it’s kind of like, that’s the meal when we travel abroad or something and you get back, you’re like, oh, I just want an In-N-Out burger.

42:26.67

vigorbranding

ah

42:30.92

vigorbranding

Yeah.

42:31.05

Clara Paye _ UNiTE

You know, it just, it feels like home. And I think that goes back to nostalgia and childhood too.

42:35.15

vigorbranding

Anybody that with work or or or whatever, friends or family that travel with me, they know when I land in California, that’s one of the first things I do and I will not leave until I do it. It might not be the very first thing I get to do if I have a meeting, but I will have in and out before I get on that plane to fly back east.

42:51.43

vigorbranding

so That’s a great answer.

42:51.95

Clara Paye _ UNiTE

That’s right.

42:52.84

vigorbranding

great answer so Anyway, Claire, thank you. This was awesome. I you know i appreciate you. ah you know I’ve known you a long time and it’s just so cool to hear your story and see what you’re up to and congratulations.

43:03.82

Clara Paye _ UNiTE

Thanks, Michaels. Fun to be on.

43:06.07

vigorbranding

Awesome. Thanks.