How to Make Money Selling Honey, While Balancing Family Life and Beekeeping

0:00 in a world brimming with complexity few creatures embody harmony like the honeybee with tireless precision she dances from bloom to bloom each motion guided by millennia upon millennia of instinct each act in service to the whole and then There are the beekeepers, watchful stewards of this ancient symbiosis. Part agriscientist, part poet, they move along their hives with the efficiency of mow, levy and curly, tending to the bees' needs as best they can comprehend, and with the infrequency of a waterfall in the Sahara, sometimes running off flapping and flailing like a penguin on a hot sidewalk. This is their journey. Welcome, welcome to Be Love Beekeeping presented by our great friends over at Man Lake.

1:26 Are you trying to make money selling honey? Or are you maybe thinking about it in the future? Last week we had a great discussion with Danielle Brooks all about how to make money with honey. Today we're wrapping up that discussion with even more great advice for anyone who wants to make beekeeping more than just a hobby. If you missed part one it's episode 312 but as long as you're here go ahead and listen to today's episode then go back to last week's for even more excellent info. But first let's take a minute to go inside the hive, this feature presented by Primal Bee. Here's one that keeps a lot of beekeepers up at night. You've got two colonies sitting right next to each other, same mite load, same treatment, same management. One pulls through just fine, the other falls apart. What is the difference? Think about it the way you'd think about your own health. When you're rested, eating well, not stressed out, you can fight off a cold no problem. When you're running on three hours of sleep and skipping meals, that same cold puts you in bed for a week. Bees work very much the same way. A colony with energy despair can actually fight back against mites. They groom them off each other. They detect and remove infected brood.

2:49 These are real behaviors that healthy colonies do every day. But those behaviors are expensive. They take energy. A colony that's already spent everything it has just keeping the hive warm in winter or cool in summer doesn't have much left in the tank for mite defense. And the mites aren't always what killed the colony. It's the diseases they spread. Sometimes they're just the last thing that happened before it collapsed. That's why overall colony health matters. You can't just treat the mites and call it a day. You have to look at what else is draining the tank and what else you can do to strengthen your colonies. Next time on Inside the Hive, we'll talk about why brood temperature has to be exact and what happens when it's not. Now back to our conversation with Danielle. We're going to pick it up where we were talking about packaging, bottles, and farmers markets. I've made my bed with the French square jar. I'm now married to it. And I do think, you know, going back to brand identity, I do think that it is important to the ethos of honey truck. You know, like I've watched, I've spent countless years watching people sitting in a farmer's market, watching people interact with my honey. As soon as they pick up a jar, it fits nicely in their hands.

4:15 They like that it's glass. As soon as they pick it up, they don't put it down. So when I'm working a farmer's market, my goal is to get a jar of honey into that consumer's hands because I know they're not going to put it down. They're going to want to buy it. And that's going to generate a sale. And so for me, I hang my hat, so to speak, on the French square jar. It's part of our identity as the honey truck. I love it. We're learning a lot here. Do you, when you're at these farmers markets and people buy a jar of honey, what do you do to keep them as a long -term customer? Great question. I think a lot of that has to do with their first experience coming to the honey truck Whether that's stopping by our brick -and -mortar or meeting us at the farmers market It's all in how you make your client feel, you know, somebody comes up to the honey truck Typically they see the vehicle and they're like, oh my gosh, this is so cool My my dad had one of these or my granddad drove one around and you know Like it's a great way to connect with people you talk about the truck but then you start talking about bees and how they make honey and Oh yeah, and they're like, oh yeah, I don't really drink tea. I'm like, hey, great, I use honey in a myriad of different ways. Do you eat granola in the morning? Oh yeah, yeah, I eat granola and yogurts, great. Our lavender infused honey is amazing on those things. You could throw it into a smoothie.

5:36 Do you work out? Honey is a great natural source of energy. Instead of getting a sugary drink, you could just drizzle some honey into your drink the next time. So a lot of what we do is we're selling a lifestyle. People realize, oh, I can totally do that with honey. I eat ice cream. I could drizzle some honey on top of it. That sounds really delicious. And so a lot of what we do is... talk about how people can use honey. I think that that helps them to establish a feeling or a sense of trust that they're talking directly with the business owner. Now I obviously have somebody who's working the farmers market for me, but we are open and honest and transparent about where our honey comes from. I think building that trust is also another avenue that keeps people coming back because I know businesses that rapidly growing scale get so far away from their original business motto that you get kind of lost in the noise. And one of the things that I've loved about honey truck, even though I do struggle with that, is the slow growth over time mentality. You know, like I follow a lot of food brands and I watched them just explode on social media. And I'm like, why is my business not growing that quickly? Like, oh man, I get so jealous of people sometimes, but The slow growth has allowed me to scale my business in a way that's sustainable. I still work with local beekeepers.

7:04 who produce honey. I'm still able to establish those relationships and that translates with my clients because they know that I'm not lying to them. I have nothing to hide. If you want to come to Honey Truck and see how we put honey in a bottle, come visit. We have a huge, you can't really see it, but just off to my left is a big window through the wall so you can see our production space. It's like a big glass window because I think it's important that people understand that process. Honestly, I think it's just building trust that keeps your clients coming back. Have you ever thought about giving people something so that they are reminded, hey, wow, the next time I run out of honey, there's no farmers market going on. I can go to honeydruck .com and buy what I need there. Have you done any of that, whether it's a flyer or a little sticker or whatever it is? We have done stickers. My kids have business cards. They, uh, that have a little discount code on it. My son, who is six, it makes him feel extremely professional that he can walk up to somebody and say, my mom sells honey, but here's my card because it will get you $5 off your first order. And so, I mean, it's small and cheesy, but I know it does work and it's got that code on it so that when somebody uses that code on my website, I'm able to track that.

8:29 Every single year I can say, okay, these business cards that we've handed out made X dollars. And these clients over time have been returning clients to Honey Truck. And like I said, with our wholesale partners, I think it's great when I make a sale because I make 100 % of that margin. But... I'm all about supporting the businesses that support Honey Truck. So if I'm not open, I'm very quick to tell clients, hey, you could go to Chop Shop here in St. Augustine. You can go to Hagen Ace. Go support those businesses because then you're supporting too. You're supporting me and you're supporting them. It's a win -win situation. I think that that's kind of how we've chosen to handle that. Those wholesale customers. They get that from a lot of other things they sell so they kind of expect you to be doing something to help them out Yeah, absolutely. You know that's something else to consider in the cost of your jar Have you thought about where are your marketing materials going to come from? We have pronounced for postcards for crystallization, you know, how to reverse the process. What is crystallization?

9:35 Why does it happen? We have shelf talkers that are little folding cards that sit on the shelf that say our honey has been featured on the Today Show. We're a best of the South by Southern Living brand. Those sorts of things. are signals from other businesses, not me just sitting there saying, I sell really delicious honey. These are huge companies that are saying, this brand is credible. She is who she says she is and we stand behind her. But again, have you considered what those things cost and have you rolled it into what you are selling it to your wholesale client for? And I assume on your website, you've got a list of all those retailers. We do. So if somebody goes to your website, wants a brick and mortar purchase that day, they can do that. That's one way you're supporting them. And we we do feature them on our social media as well Sometimes I'll walk into a shop and be like, hey, I'm doing a drop -off today I'm a declaration and co and oh my goodness Look at this cute dress that I just found and that's also another way that I'm able to help our wholesale clients Okay, let's talk about some of the things that people might not think of for example You're talking about a wholesale distribution channel here and you also have to think about inventory because if that one retail store calls up and says, Danielle, I need 50 more jars of this. And you say, well, we're kind of out of honey for the next three months, but we'll be happy to get you some come

11:08 July. What's that going to do? Yeah. So that's that goes back to the sustainable scale that I was talking about. I've had opportunities. I had QVC call me and say, hey, we have an opportunity for Honey Truck. I'm very flattered that QVC would call me. However, when you run the numbers or when I ran the numbers based on what it was that they wanted, the price points and all of the things, I was like, the numbers don't add up. And so I also don't want to be on QVC or get into Publix or whatever and not be able to support that account. That goes all back to, you know, one of our brand identity words is trust. So when a wholesale client calls me and they say, hey, I would love to stock honey truck, I know confidently that I can either supply that business with honey or I can't. And I think that people are afraid to say no to an opportunity.

12:08 But people are far more reasonable if you say, hey, I absolutely would love to supply you guys with honey. But here's what I can do. I'm not saying yes to all of your doors. What I'm saying is I would love to sustainably grow my business alongside yours. So would it be possible to only be in 10 of your 30 shops? Because that is what I can sustainably produce right now. with the intent that I am going to scale and would be able to produce honey that you guys could have in your other shops. And nine times out of 10, that business is like, yeah, oh, yeah, absolutely. I totally get it. How many times as you as a consumer are told no on something and you're like, oh, OK, yeah, yeah, I'll come back or whatever, you know. It's great that you're willing to say that, because not every opportunity is a good opportunity. if a qvc and i'm not saying they did this but if someone like that said hey we are going to sell 10 000 jars of honey for you and you're only going to lose 50 cents on each jar is that really a good deal for you does that make sense well no although maybe Because if you could turn those 10 ,000 jars into 10 ,000 long -term customers that were paying full retail, then it may make sense. You have to look at all those angles. Right. And we did look at that specifically with QVC because at the end of the

13:39 day, you could say, even if I'm losing money, is that a marketing expense? You know, like how much exposure does QVC give Honey Truck? A lot. It gives us a lot of exposure. And honestly, that particular decision boiled down to, is this my exact target audience? And for me at Honey Truck, my answer was no. And that's why I chose to not take that opportunity then. However, I would say that that door is still open. You know, the contact that I had at QVC, I said, hey, here's where I'm at financially and why I'm making this choice. But I would love to leave the door open when we grow in scale and we're able to buy in even more volume than I'm purchasing now. And my costs come down. Is this still a situation where I could email you back and say, hey, I'm ready for another bite at QVC? And she was like, yeah, sure. So that could shift things in the future, especially as my target audience is getting older. But it's still an open door, even though I said no in the moment. Because you handled it right. Have you ever thought about some kind of a subscription deal, honey of the month kind of thing? I have. I just haven't thought of the right thing yet. If we do it, I want it to be done well. So I typically would, I use the term crock potter. When I'm in a big meeting or having a discussion with a friend, I like to just kind of sit quietly for a while. And I'm like, Hey,

15:10 I'm just absorbing information. and I like to let it stew or crock pot. And in about three or four hours, that's when I start having questions like, oh, well, what about this? And what about that? And it's just kind of how my brain processes things. So whenever we release a new product, I like to consider all avenues before I just release it because I want it to be in line with our brand identity. I want to make sure that it's something that our clients are really going to enjoy and be excited about versus, oh, I'm just adding another skew. to just do it. I admit a pet peeve of mine is that it seems all bee hives are white, yet boring old white. And just when I get a pet peeve, Man Lake comes to the rescue with their new color collection. The vibrant new line of colorful beekeeping hive kits designed to turn your backyard into a buzzing work of art. Each kit comes completely assembled, ready to add to your bee yard, but with a big splash of personality. We're talking Dandelion Yellow, Garden Green, Cone Flower Blue, and even Bold Wild Rose Pink. because who says a beehive has to be plain old boring white? Imagine stepping into your bee yard and seeing a rainbow of thriving hives, each one buzzing with life producing golden homegrown honey. And right now Man Lake is offering podcast listeners 10 % off color collection hive

16:42 kits. Visit manlakeltd .com and use the code Show me the color at checkout. That's manlikeltd .com. Discount code. Show me the color. Strong colonies simply fight mites better. They groom more. They remove infected brood. They bounce back faster. But all of that takes energy. Primal Bee Hives reduce thermal stress so your bees have more in the tank when it matters. If you want to give Primal Bee Hives a try, I've arranged a 10 % discount just for bee love listeners. Click on over to primalbee .com forward slash bee love and use discount code bee love, that's all one word, at checkout. So that's primalbee .com slash bee love and use code bee love at checkout. Think what we're gonna do in a few minutes is we're gonna talk about a lot of common mistakes that people made So or make so that we can head those off and people can avoid those But first I want to talk about some of the beautiful joys and blessings That your family is getting because of how you do this. You're a mom. You have what two kids? Two kids a four and a six year old a son Lincoln who is six and my daughter Imogen is four and Because of the way you run your business How does that afford you more time with them? Because it's easy to get into a business

18:15 and have it take over our whole life and we're working 80 hours a week absolutely So starting the business the way that I did, it kind of started off as my side gig. I was a full -time family photographer, and I was just beekeeping on the side, doing farmers markets on the weekend. And it was pretty great. And then there was a moment where I pivoted and said, I'm done with photography. I'm pursuing Honey Truck full -time. And it was when we first started Honey Truck that my husband and I decided that was when we wanted to start having kids. We couldn't. It took three years to get pregnant. And even then, we thought that our first child, Lincoln, was a miracle baby. You know, like, great. We were going to go down the road of adoption, which I think is beautiful and lovely, but we weren't quite ready for it yet. And so him coming along was definitely a surprise. And then... COVID happened and the world shut down which honestly I wasn't terribly sad about because I was at home with my newborn baby and I was like great I don't have to see anybody I'm gonna stay home and my jammies and be a mom and do my mom thing and I was doing online marketing with honey truck and making online sales and able to ship from my house which was great and then I very quickly got pregnant with my daughter because we didn't think we could get pregnant, and we did. And she has been amazing.

19:36 But again, I'm at home with two kids under two years old. It really just kind of set, again, the trajectory of Honey Truck. Anybody who has a child in childcare can tell you right now, it is incredibly expensive to put your kid in childcare. And we could not afford it at the time. And so... I made the choice to say, I'm going to be a part -time stay -at -home mom. We're going to pay for childcare on Tuesdays and Thursdays. We found a great school that was willing to work with us on that. And then slowly over time, it became, all right, well, we're going to switch at the school year to do Monday, Wednesday, Friday. And then suddenly, my son is in VPK, so he's in school five days a week, and my daughter is there three days a week. And it just kind of worked with the schedule, so.

20:22 As of March 12th, when we're filming this, I have only been full, really full time at Honey Truck for about six or eight months since my daughter has started VPK and my son is in kindergarten. And that flexibility has been everything to me. But that means that I say no to things, which is really hard because I want to say yes. I want to do all of the things, but My first job is being a mom to my kids. And so that has been the choice that I've made. And that kind of helps me determine what else I need to do that is a priority. And so I use the term primary parent, which is not a knock on my husband at all. He is a very involved parent, but... kid gets sick, hey, your daughter has a fever, you need to come and get her from school. I'm the one that goes and does that. And so at the end of the day, like we have hours at Honey Truck and I try and be as informative as possible. Like, hey, emergency, I had to leave the shop. It's open when I'm here and it's closed when I'm gone because my family is my priority and I don't want to... worry about the stress of other things. And now I do have a part -time employee that knows the business well enough that if I need to not be here, she's able to keep things running. So just as people think about growing and scaling, this year I've been able to say, have I created myself a stressful

21:52 job or have I created a business that I can sell? Because for me, my end game is I want to sell honey truck. I'm not today, you know, like I'm in my thirties. So maybe in 20 years from now, I would love to sell honey truck. And so I've got a long ways hopefully to work myself towards that goal. But in order to be able to do that, I have to have systems and operations in place that aren't just up here. They're on paper so that somebody knows this is what Danielle does. This is how it gets done. And this is my job. Should she not be here? So when you're thinking about those things and bringing along somebody. make sure that you start writing that stuff down so that you're not just creating yourself a stressful job, you're creating something that is a sellable entity. Such valuable advice. The thing that you were just talking about with your priorities.

22:44 It reminds me of what you said a little while ago about the priorities in the business itself, which is You defined your target audience. Once you did that, it helped you make all these other decisions. Should I be on QVC? Should I be in a hardware store? Should I be in an upper end store? It helps you make all those decisions. And when you do that with your personal life priorities as well, it helps you make all the decisions that you need to make regarding not only that, but how your business influences that. Thank you. Great advice. And this, it might not be the same story for somebody else. You know, like I could totally hear somebody listening to this and, you know, like they don't have kids or their kids are already out of the house. That looks different. Priorities shift and change over time. And so wherever you're at, the analogy that I like to use is you, you're a juggler and you juggle a lot of balls and some of them are glass balls and some of them are plastic balls and they're material can change. So sometimes, right now, my kids are plastic balls. They're both healthy. They're both in school. There's nothing, you know, right now that is emergent.

24:00 But suddenly... I get a call from school, hey, Lincoln is throwing up. You have to come get him. That plastic ball just became glass. And I got to let another plastic ball go. Like, that's my priority that I need to keep juggling is my son. And so that looks different for every business owner that may not have kids. And you have different glass balls. Like, hey, this account that I have is my main priority. I love this so very much. And I'm going to do everything I can to keep that account going. And this account over here, does meh you know like it's a plastic ball for now like this is my priority and this one is not and though they can change and shift it also may be an account at some point that you have to be willing to just let it go right and just say absolutely right they're just not worth working at and then back to this these personal things like you're talking about where you are in life If you're maybe 25 years old and sit down and say, okay, I'm not married. I want to really build a beekeeping business and I want to work up to 2 ,000 hives and my source of income is going to mostly be pollination. Okay. Completely opposite of what you're doing, Danielle. And that's okay. So figure out where you want to be, what you want to do. There's so many things that you can do with beekeeping and bee products.

25:28 Right. I'm chuckling because those are the people that I work directly with. Like, I'm able to do what I do because somebody else says... I'm going to be a full -time beekeeper. I'm going to have thousands of hives and I'm going to do these things. Like I'm not ignorant. This is me and my beekeepers. I can tell you right now that I live in Florida. We get hurricanes every year and I am consistently watching where is that storm going. I know where my beekeepers have their bees generally speaking and if it's going to an area where I know I have a beekeeper who has bees I'm very quick to pick up the phone and say hey. I know that I'm not a commercial beekeeper, but you know I know my way around the beehive. Do you need help relocating your bees? What do you need from me? Because in some ways, that is very selfish. Like, if they're gonna get hit by a storm, that directly affects me. I care very much about what's happening to those beekeepers, which is why I've spent a lot of time... speaking at UF. I speak at Bee College every year, and I love going to Beekeeper meetings and talking to people because those are my partnerships, those are my people, and what affects them is gonna have a trickle -down effect to me. And even in the big global world, we have the tropolalaps mite that is not here in the United States, but it... It probably will be at some point and we will have to deal with it because what is affecting a third world country right now is going to come directly into our land and affect us as well.

26:57 And so the more research that we can do, I know that Sammy Ramsey has done a ton of research on the tropal elapsed mite and he's gone all over the world to research it, like support those people because they're on the front lines of it and understand what's happening. And I don't know, I just see it as a very simple symbiotic relationship, you know? Well, absolutely. I mean, your suppliers are just as important as the people you're selling to. Otherwise, you have nothing to sell. Right. You don't have a thousand hives yourself. Nor do I want to. Nor do you want to. Doesn't mean you don't love bees, right? It's correct. I like to stay less than 10. That's my safe space. Yeah. Everybody has where they want to be and I think that's great to find it for yourself. One last thing that we're going to get into before we find out about Danielle's wild and crazy story and that is let's just talk about some common mistakes that people use. I'm going to be an entrepreneur for the first time.

27:59 I happen to be a hobby beekeeper so that's where my entrepreneurial spirit is going to come out. What are some mistakes you've seen people make? not pricing their honey high enough would be a big one. Again, like we talked about, make sure that you understand how much that jar costs you, how much that label, that lid, that safety seal if you want it, all of it costs you. And if you're like me, you also have to factor in the cost of how much the honey costs and how much time it costs you to put it into that bottle. That would be one of the big ones. And I would also say probably should take a business class. Again, I have taken zero marketing classes, and I've also taken zero business classes. So while it looks really great, I guarantee you that there's a lot of mistakes that I've made over time just because I didn't have that knowledge. But I would also say that on the flip side, that's a benefit because no one taught me. I had to figure it out on my own. I had to figure out QuickBooks on my own. I had to figure out how to decrystallize an entire drum of honey. You know, like those aren't things that you can just... people aren't forthcoming with that information. And so figuring it out on your own, sometimes you figure out a new way that is a lot better or more efficient than your competition is. And so sometimes that can be a benefit that you didn't have that background

29:30 in engineering or whatever. Okay, I like it. I would also say like if specifically when you're selling honey, because that is what we're talking about, not necessarily like beekeeping mistakes. But when it comes to selling your honey, I would also say like, not establishing your target audience from the get go, know who your audience is, how you can sell to them, and be in front of them consistently. Not everybody is your client. And that's okay. You know, my My husband is not my target demographic. He supports my business, but I'm not marketing to men who are 40, you know, like, well, he's not 40 yet. He's going to be upset with me, but that's not my target audience. And so know who they are because that will set the tone for the rest of your accounts that you're going to want to go after in terms of wholesale. Or even if you don't want to wholesale and you just want to have a roadside stand that matters. Do you want to be a part of Christmas markets? Do you want to do church bazaars? Do you just want to do flea markets? That's totally fine. And if you're going to do a flea market and you have a price in mind, please add at least $2 to what you think you should sell your honey for because let's raise the price of honey for every beekeeper. A rising tide lifts all boats.

30:51 And speaking of your target market, how did you decide to sell tea? And how do you make tea? That's a great question. I do get my tea white labeled. I don't produce it myself. But tea is a natural product that pairs well with honey. And it is also very shelf stable. I don't have to worry about tea going bad within two or three weeks, like bread or something else. It makes a really great giftable item, a gift basket item. Somebody is coming to the farmer's market. November, and they're looking for a Christmas gift. Oh, my aunt Susie, she loves honey. Great. Does your aunt Susie drink tea? Because you could do like a small jar of honey. You could do our six sachet envelope. And if she doesn't have a honey pot, you could do a honey pot with a dipper. And that would make like a really great gift that you could give her versus just one jar of honey.

31:45 So it It does kind of boil down to how much is somebody putting in their basket when they come and shop at Honey Truck. You're always trying to increase that revenue and those margins. I never want to be pushy when it comes to selling. So I tell anybody who works at Honey Truck, we're all about education. Let them try the honey. Talk about how bees make honey. Talk about why our honey has a higher standard than anybody else's honey. And people generally will make a choice on their own. But that that would be my two cents on mistakes that people make. All right. Before I let you go entertain us, tell us something funny or crazy that has happened to you while beekeeping. OK, so I did think about it. I kind of have two things. One is about beekeeping.

32:33 And since my main vein is honey, putting honey in bottles, I have one there. So my first beekeeping story has to do with I was. out in my yard, not even doing a hive inspection and a bee out of nowhere just flies up and stings me right on the bridge of my nose. And I come inside the house and my husband, like I'm starting to turn red and he's like, are you okay? I was like, yeah, I just got stung. It was really weird and random. And then like my hands started itching, my feet started itching. And I was like, hey, I need you to go get me some Benadryl. So I took Benadryl. And in about 20 minutes, I had no eye sockets. I couldn't see anything. I had to sit on the couch, you know, like just completely helpless. And thankfully, I ended up getting a stronger antihistamine to help with that. But I had. I've actually just gotten back from B college and heard Dr. Jamie Ellis talk about bee stings and how as long as your throat's not closing up, you're pretty okay with a bee sting.

33:36 And so the whole time, even though I'm freaking out that my vision is now going away with the swelling, I was like, but I can breathe. I can breathe just fine. So the Benadryl will work at some point and I'll be all right. So that's kind of my story with beekeeping. And then with honey, as you can imagine, moving honey in drums is no small feat, especially for a small set female. But we have our methods. And so I was making bourbon honey. and I had actually pumped honey into the barrel. There are these huge oak barrels that they put bourbon in and so it had a the hole on the front is called a bung and I was on the phone with my friend and I'm just kind of walking around our production space and I noticed that there's a little bit of honey dripping from the bung and I was like well that's not great so I go and I take mallet and I'm like I'm just gonna tap this in and I go tap tap tap and all of a sudden the bung shoots out and honey starts flying everywhere and I'm on the phone with my friend and I'm like oh my gosh oh my gosh oh my gosh and she's like what what what I'm like honey's everywhere honey's everywhere and so I like you know it's literally just gushing and I'm seeing dollar bills just flying out the window and I'm like okay I gotta find the bung so I find it and I shove it back in there and I'm covered in honey there's no one here with me and I'm like what am I gonna do? So I try as hard as I can to just get it stabilized and shove it in as hard as I can. And then I like slowly remove my hand and I'm like, all right, it's gonna stay. I know I have ratchet straps

35:06 in my truck. So I run out to my truck, completely coated in honey, grab the ratchet strap and ratchet it all together and finally stabilize it. But that would probably be like my funniest story in terms of honey production that's happened here. That is awesome. Do you happen to have pictures of either of those things? Like when your eyes swelled shut? No, I do not. Darn. Okay, social media would love that one. Yeah. And I can see how you would not have been able to take a picture when you're covered with honey with the oak barrel. No, and yeah, you know, you think twice about posting things to social media. You know, you, I don't know. I have no problem posting something embarrassing of you to social media.

35:55 I know, I know. That's why I don't have that photo of myself anymore. All right. So you did have one. Your husband has it somewhere. I'll call him. I'm sure he does. Danielle Brooks from Honey Truck. It's been really a lot of fun and we've learned a ton. Thank you for being with me today. Thank you so much for having me. I appreciate it. Vita's Varroa Control Ranger products includes Epistan, Epigard, and now Varroxan Extended Release Oxalic Acids Trips. Hey thanks a lot guys. And if you haven't yet, please subscribe to and follow the show, tell your friends about it, and click on over to BeLoveBeKeeping .com to sign up for our free newsletter. If you have a guest suggestion or topic you'd like discussed on the show, shoot me an email eric at BeLoveBeKeeping .com and remember if you're not just in it for the honey or the money, you're in it for the love. See you next week.