1 00:00:02,740 --> 00:00:03,774 Across America, 2 00:00:03,775 --> 00:00:05,177 thousands of businesses, 3 00:00:05,277 --> 00:00:08,183 grinding it out, every single day. 4 00:00:08,283 --> 00:00:10,186 Because the ultimate American dream 5 00:00:10,187 --> 00:00:12,591 is owning something you build. 6 00:00:12,592 --> 00:00:15,998 Everything will be stationary for when Marcus comes in. 7 00:00:15,999 --> 00:00:19,470 Every episode, I'm meeting businesses at a crossroads. 8 00:00:19,471 --> 00:00:22,210 We've actually invested our entire life savings 9 00:00:22,211 --> 00:00:23,380 into this business. 10 00:00:23,480 --> 00:00:25,417 I'll pick one, and go to work. 11 00:00:26,185 --> 00:00:27,922 But I'm not a consultant... 12 00:00:27,923 --> 00:00:29,125 I don't believe in handouts. 13 00:00:29,225 --> 00:00:30,527 ...I'm a capitalist... 14 00:00:30,528 --> 00:00:32,097 This is $15,000. 15 00:00:32,098 --> 00:00:35,170 ...always looking for ways to make money. 16 00:00:35,171 --> 00:00:36,740 That's why we want you to work with us. 17 00:00:36,840 --> 00:00:39,779 - 'Cause we're bad at math. - That's a terrible reason. 18 00:00:39,780 --> 00:00:41,683 You should be good at math. 19 00:00:41,684 --> 00:00:43,219 I'll work on their people... 20 00:00:43,220 --> 00:00:45,090 I don't know why you're being such a dick about it. 21 00:00:45,191 --> 00:00:46,960 - Leon, you mad about something? - No. 22 00:00:46,961 --> 00:00:48,564 Why the are you singling me out? 23 00:00:48,664 --> 00:00:49,699 ...their process... 24 00:00:49,700 --> 00:00:51,836 The execution is just-- 25 00:00:51,837 --> 00:00:53,372 like, what is it? 26 00:00:53,373 --> 00:00:55,578 - ...and their product. - We've heard from the clients 27 00:00:55,678 --> 00:00:57,014 that it's not so easy. 28 00:00:57,114 --> 00:00:59,018 - That's [bleep]. - Marcus is an amazing investor, 29 00:00:59,118 --> 00:01:01,155 and hopefully, will invest in our business. 30 00:01:01,256 --> 00:01:03,125 In the end, we'll negotiate... 31 00:01:03,126 --> 00:01:06,264 My offer is $500,000 for 10%. 32 00:01:06,265 --> 00:01:08,068 ...to see if a deal can be made, 33 00:01:08,069 --> 00:01:09,873 so we both can profit. 34 00:01:20,260 --> 00:01:22,398 - Well, hello. - How's it going? 35 00:01:22,498 --> 00:01:24,903 - I'm Marcus. - Nice to meet you, I'm Bobby. 36 00:01:25,003 --> 00:01:26,539 - Bobby. - Kevin. 37 00:01:26,540 --> 00:01:28,409 - Kevin, nice to meet you guys. - Nice to meet you. Yeah. 38 00:01:28,410 --> 00:01:30,714 So, Sauce Bae is a health-focused food brand 39 00:01:30,715 --> 00:01:32,919 that I started in 2017. 40 00:01:33,019 --> 00:01:34,253 Out of my parents' kitchen, actually. 41 00:01:34,254 --> 00:01:36,594 When I was 21, I was hospitalized 42 00:01:36,694 --> 00:01:38,598 and later diagnosed with ulcerative colitis, 43 00:01:38,698 --> 00:01:40,902 it's an autoimmune disease where your immune system 44 00:01:41,002 --> 00:01:42,236 is attacking your colon. 45 00:01:42,237 --> 00:01:44,041 And I was able to finally reclaim my health 46 00:01:44,141 --> 00:01:45,744 through clean eating. 47 00:01:45,745 --> 00:01:47,280 I want to put out products 48 00:01:47,281 --> 00:01:50,153 that not only taste better, but are better for you. 49 00:01:50,154 --> 00:01:53,159 The first product I launched was the pineapple, 50 00:01:53,259 --> 00:01:55,429 habanero, and turmeric-infused hot sauce. 51 00:01:55,430 --> 00:01:57,467 And then, from there, we added some more flavors, 52 00:01:57,568 --> 00:01:59,304 and then we actually expanded into raw honey. 53 00:01:59,405 --> 00:02:00,908 So, we're not just a hot sauce brand, 54 00:02:00,909 --> 00:02:03,680 we plan to be, like, much more. 55 00:02:03,681 --> 00:02:05,751 So this is something that you can put 56 00:02:05,752 --> 00:02:07,421 a pretty good amount. 57 00:02:09,292 --> 00:02:10,762 - This is really good. - Thank you. 58 00:02:10,862 --> 00:02:13,065 But I gotta be honest, there's sauces everywhere. 59 00:02:13,066 --> 00:02:15,304 - Yeah. - It's one of the most crowded, 60 00:02:15,404 --> 00:02:18,309 - competitive spaces, period. - Yeah. 61 00:02:18,310 --> 00:02:20,347 Business okay today? 62 00:02:21,048 --> 00:02:23,788 - Be honest. - I have no capital. 63 00:02:23,888 --> 00:02:25,057 - Zero? - None, none. 64 00:02:27,194 --> 00:02:29,332 I love your story, but at some moment in time, 65 00:02:29,432 --> 00:02:31,637 all these products need to make money. 66 00:02:31,737 --> 00:02:34,575 So, which one are you going to be stunty with, 67 00:02:34,576 --> 00:02:36,813 that's gonna put you back on the map? 68 00:02:37,181 --> 00:02:38,349 It's right here. 69 00:02:38,450 --> 00:02:40,387 No one is doing anything like this. 70 00:02:40,487 --> 00:02:42,123 Cookie dough raw honey. 71 00:02:42,124 --> 00:02:44,361 You talk about stunt marketing, I mean, the slogan on this is, 72 00:02:44,362 --> 00:02:46,433 "Oh baby, I like it raw." 73 00:02:47,234 --> 00:02:49,036 And how much money do you need to do something 74 00:02:49,037 --> 00:02:50,373 with the cookie dough honey thing? 75 00:02:50,473 --> 00:02:52,512 I would need probably, like, 12,000 76 00:02:52,612 --> 00:02:54,046 to do, like, a decent production. 77 00:02:54,047 --> 00:02:55,316 I'm gonna loan you 12,000 bucks. 78 00:02:55,317 --> 00:02:57,087 - Okay. - But you have to agree 79 00:02:57,088 --> 00:02:58,455 that if this doesn't work, 80 00:02:58,456 --> 00:02:59,892 you're going to find a new path. 81 00:02:59,893 --> 00:03:01,729 I believe in what you're doing, but I also feel 82 00:03:01,730 --> 00:03:03,266 there's a moment where you gotta cut bait. 83 00:03:03,366 --> 00:03:07,473 - Yeah. - One thing, not 20 things. 84 00:03:07,474 --> 00:03:09,110 - One. - No, I agree, I agree. 85 00:03:09,111 --> 00:03:10,245 So... 86 00:03:14,523 --> 00:03:16,258 No, I'm sorry, I have to turn it down. 87 00:03:16,259 --> 00:03:17,661 - Okay. - Yeah. 88 00:03:17,662 --> 00:03:19,631 Listen, I've made these same mistakes. 89 00:03:19,632 --> 00:03:22,104 - Yeah. - I only recognize my own 90 00:03:22,204 --> 00:03:23,606 failures on the table. 91 00:03:23,607 --> 00:03:26,279 I believe that I could do this, 92 00:03:26,379 --> 00:03:27,748 - and so-- - Okay. 93 00:03:27,749 --> 00:03:30,120 - All right, I appreciate you. - Thank you. 94 00:03:32,090 --> 00:03:33,961 Yo, I'm so nervous. 95 00:03:35,264 --> 00:03:36,700 - Hey there! I'm Marcus. - Hello. Hi. 96 00:03:36,800 --> 00:03:38,671 - I'm Christy. Yeah. - Christy, nice to meet you. 97 00:03:38,771 --> 00:03:40,441 - Ivan. Pleasure. - Ivan, nice to meet you. 98 00:03:40,542 --> 00:03:41,810 - Aaron. A pleasure. - Aaron. 99 00:03:41,910 --> 00:03:43,447 Hi, Marcus, I'm Jill, nice to meet you. 100 00:03:43,548 --> 00:03:45,284 - Jill, how are you? - We are Little Giants. 101 00:03:45,384 --> 00:03:48,156 We're co-founders. We started the brand online first, 102 00:03:48,256 --> 00:03:51,195 and then we did a pop-up in Dumbo, Brooklyn. 103 00:03:51,295 --> 00:03:53,199 These are our partners in our L.A. store. 104 00:03:53,299 --> 00:03:54,736 Oh, okay, so you went from New York 105 00:03:54,737 --> 00:03:56,105 - to L.A.? - Yep. 106 00:03:56,106 --> 00:03:57,975 We had a store here for five years. 107 00:03:57,976 --> 00:03:59,277 - Oh. - And then, um... 108 00:03:59,278 --> 00:04:00,947 we ended up moving to L.A. 109 00:04:00,948 --> 00:04:03,285 - Okay, are you guys nervous? - A little bit. 110 00:04:03,286 --> 00:04:04,556 - Super nervous. - Just a bit. 111 00:04:04,656 --> 00:04:05,991 - Come on, bring it in. - Extremely. 112 00:04:05,992 --> 00:04:08,063 Bring it in. 113 00:04:08,163 --> 00:04:09,633 - Woo! - Okay, everybody good? 114 00:04:09,733 --> 00:04:10,901 - Yeah. - Yeah. 115 00:04:11,001 --> 00:04:12,437 - Okay, good. Whew! - Thank you. 116 00:04:12,538 --> 00:04:14,441 - Gosh, I'm less nervous, too. - All right, cool. 117 00:04:14,442 --> 00:04:16,445 - Okay, let's have some fun. - All right. 118 00:04:16,446 --> 00:04:17,983 - Okay. - Okay! 119 00:04:18,083 --> 00:04:20,688 We are a children's clothing and accessory line. 120 00:04:21,155 --> 00:04:24,460 And we make cool stuff for kids that parents want to wear. 121 00:04:24,461 --> 00:04:27,502 The idea was to take the adult version of hip-hop, 122 00:04:27,602 --> 00:04:29,172 but make it palatable for kids. 123 00:04:29,272 --> 00:04:31,442 There's infinite potential in every child, 124 00:04:31,543 --> 00:04:35,149 and they need to be looked at not as children, 125 00:04:35,150 --> 00:04:36,486 but as Little Giants, 126 00:04:36,587 --> 00:04:38,456 because they can grow up to change the world. 127 00:04:38,557 --> 00:04:40,325 The inspiration behind it was our child, 128 00:04:40,326 --> 00:04:42,063 you know, our son, Knowledge. 129 00:04:44,803 --> 00:04:46,639 You got this. Okay? 130 00:04:46,640 --> 00:04:48,208 Um... 131 00:04:48,209 --> 00:04:50,247 yeah, we have a child with autism, 132 00:04:50,347 --> 00:04:53,854 and, uh, it's rough. 133 00:04:53,954 --> 00:04:57,060 And we're trying to make 134 00:04:57,061 --> 00:04:58,998 clothes that's impactful, 135 00:04:59,098 --> 00:05:01,503 and that has meaning, um, 136 00:05:01,603 --> 00:05:04,808 so that every child feels special wearing it. 137 00:05:07,181 --> 00:05:09,450 Besides selling it at the L.A. store, 138 00:05:09,451 --> 00:05:10,487 it's sold online? 139 00:05:10,588 --> 00:05:12,023 - Yes, yes. - Correct. 140 00:05:12,123 --> 00:05:13,960 And where does the bulk of the revenue come from? 141 00:05:13,961 --> 00:05:15,229 - Online. - Online. 142 00:05:15,230 --> 00:05:17,268 So last year, how much did you do? 143 00:05:17,368 --> 00:05:19,371 - We did three. - $300,000? 144 00:05:19,471 --> 00:05:20,641 - Yes. - Okay. 145 00:05:20,642 --> 00:05:22,111 And how much does the store do? 146 00:05:22,211 --> 00:05:24,648 Last year, it did about $65,000. 147 00:05:24,649 --> 00:05:27,421 - How much is your rent there? - $6,000. 148 00:05:27,522 --> 00:05:29,925 So your rent on an annual basis 149 00:05:29,926 --> 00:05:33,901 - is more than your revenue. - More. 150 00:05:34,001 --> 00:05:35,104 That's not gonna work. 151 00:05:35,204 --> 00:05:37,106 Can I get a whiteboard, please? 152 00:05:37,107 --> 00:05:38,544 Okay. 153 00:05:39,011 --> 00:05:40,280 So, if we were thinking 154 00:05:40,380 --> 00:05:42,552 about a clothing brand, 155 00:05:43,186 --> 00:05:45,791 they would understand online, they would understand retail, 156 00:05:45,892 --> 00:05:47,696 and they would understand wholesale. 157 00:05:47,796 --> 00:05:50,701 Today, you're here, and here. 158 00:05:50,801 --> 00:05:53,540 So, if they thought about their customer base, 159 00:05:53,541 --> 00:05:57,280 here's baby and kids, 160 00:05:57,380 --> 00:06:00,020 tweens, and then adult, 161 00:06:00,120 --> 00:06:02,289 male and female. 162 00:06:02,290 --> 00:06:03,827 So, the bulk of it 163 00:06:03,828 --> 00:06:08,135 is essentially right there, and right here. 164 00:06:08,136 --> 00:06:09,839 So, with that model, 165 00:06:09,939 --> 00:06:13,145 how many more years or months or weeks can you survive? 166 00:06:13,246 --> 00:06:14,548 - The whole year? - Yesterday. What-- 167 00:06:14,549 --> 00:06:15,784 like, what do you mean? 168 00:06:15,785 --> 00:06:17,588 You gotta do something different. 169 00:06:17,688 --> 00:06:19,458 If this business is going to survive, 170 00:06:19,559 --> 00:06:21,696 it needs to become an online and a wholesale brand. 171 00:06:21,697 --> 00:06:23,332 I think you do need to acknowledge 172 00:06:23,432 --> 00:06:24,970 that the store has to go, you guys can't keep 173 00:06:25,070 --> 00:06:26,706 writing checks every month, it's gonna put 174 00:06:26,806 --> 00:06:29,678 your family in a bad space. 175 00:06:29,679 --> 00:06:32,151 For me, today, this is a no. 176 00:06:32,619 --> 00:06:34,956 But it comes with advice. 177 00:06:35,056 --> 00:06:36,459 I want you to go back home, 178 00:06:36,560 --> 00:06:38,696 and I want you to find a few showrooms, 179 00:06:38,697 --> 00:06:40,934 and I want you to take your line, 180 00:06:40,935 --> 00:06:42,505 they will like it. 181 00:06:43,206 --> 00:06:44,675 Don't get stressed. 182 00:06:44,676 --> 00:06:48,183 I'm giving you a no, but I'm giving you direction. 183 00:06:48,450 --> 00:06:49,886 And then you're going to stay in touch with me, 184 00:06:49,986 --> 00:06:52,423 and we're going to see if that direction works. 185 00:06:52,424 --> 00:06:54,596 This is sobering, but it, like, 186 00:06:54,696 --> 00:06:56,466 it still feels okay, you know? 187 00:06:56,567 --> 00:06:58,136 The truth sometimes hurts. 188 00:06:58,236 --> 00:07:00,974 But that doesn't mean that a business can't be reimagined, 189 00:07:00,975 --> 00:07:03,112 and that's really what I want them to do. 190 00:07:03,479 --> 00:07:05,249 - It was nice meeting you. - Thank you. 191 00:07:05,350 --> 00:07:07,989 But doing the same thing? No more. 192 00:07:14,202 --> 00:07:15,637 Oh, here he comes. 193 00:07:17,742 --> 00:07:19,144 - Hello. - Hi, Marcus. 194 00:07:19,145 --> 00:07:21,248 - How are you? - We have a small gift for you. 195 00:07:21,349 --> 00:07:23,318 Okay. Do you want me to put it on? 196 00:07:23,319 --> 00:07:25,089 - Yes! - Yes, please, put it on. 197 00:07:26,092 --> 00:07:27,359 Okay. 198 00:07:27,360 --> 00:07:28,763 We'd like to invite you into our kitchen 199 00:07:28,764 --> 00:07:30,233 - to cook with Cristina. - She's waiting for you. 200 00:07:30,333 --> 00:07:31,536 - Ciao, Marcus. - Well, hello! 201 00:07:31,636 --> 00:07:33,338 Welcome to Healthy Italia. 202 00:07:33,339 --> 00:07:35,510 - Nice to see you. - Nice to see you again. 203 00:07:35,511 --> 00:07:38,249 I want to say, I've been chasing you for a while. 204 00:07:45,196 --> 00:07:47,201 So, are you ready to make some pasta together? 205 00:07:47,301 --> 00:07:49,170 Yes, but I want to know what the business is. 206 00:07:49,171 --> 00:07:51,609 - Healthy Italia is the name. - Okay. Okay. 207 00:07:51,610 --> 00:07:53,746 It's an Italian marketplace and cooking school 208 00:07:53,747 --> 00:07:55,249 located in Madison, New Jersey. 209 00:07:55,250 --> 00:07:56,619 - Okay. - We do a retail store 210 00:07:56,620 --> 00:07:58,889 in the front, with specialty products 211 00:07:58,890 --> 00:08:00,760 that I import directly from Italy. 212 00:08:00,761 --> 00:08:02,163 Then we have the cooking school, 213 00:08:02,164 --> 00:08:04,802 where you make everything hands-on from scratch, 214 00:08:04,902 --> 00:08:06,773 and you learn how to cook a delicious Italian meal. 215 00:08:06,774 --> 00:08:08,408 - Okay. - We also do catering, 216 00:08:08,409 --> 00:08:10,680 we do private events for team-building, and-- 217 00:08:10,681 --> 00:08:12,585 - Okay, okay, slow down. - So, this is it. 218 00:08:12,685 --> 00:08:14,087 You asked me what's the business. 219 00:08:14,187 --> 00:08:17,927 Okay, so, it's an experiential dining experience 220 00:08:17,928 --> 00:08:20,033 where I make the food that I'm gonna eat? 221 00:08:20,133 --> 00:08:21,870 - Mm-hmm. - Oh. 222 00:08:21,970 --> 00:08:23,540 This is going to be your table, actually. 223 00:08:23,640 --> 00:08:25,077 That's my table? Okay. 224 00:08:25,177 --> 00:08:27,246 What we have there is the ingredients to make pasta. 225 00:08:27,247 --> 00:08:28,818 - There is-- - This is exciting. 226 00:08:28,918 --> 00:08:30,654 I'm so happy you're excited, I know you love to cook. 227 00:08:30,655 --> 00:08:32,323 - We're gonna use the fork... - Okay. 228 00:08:32,324 --> 00:08:33,927 ...and we're going to start mixing all the ingredients. 229 00:08:33,928 --> 00:08:35,598 What do I do with the stuff on my fork? 230 00:08:35,698 --> 00:08:37,534 So, just keep going, don't worry about that. 231 00:08:37,535 --> 00:08:38,971 - Okay, hold on. - Like this. 232 00:08:39,071 --> 00:08:41,341 - Are you always this bossy? - Yeah. 233 00:08:41,342 --> 00:08:45,282 Oh. And why did you decide to open this business? 234 00:08:45,283 --> 00:08:47,054 In Italy, I'm a CPA. But I was-- 235 00:08:47,154 --> 00:08:48,591 - You're a CPA? - Yeah. 236 00:08:48,691 --> 00:08:50,827 And how about in America, are you also a CPA? 237 00:08:50,828 --> 00:08:52,732 I worked in a CPA firm for three years, 238 00:08:52,832 --> 00:08:55,605 and then I started my business, so I gave that up. 239 00:08:55,705 --> 00:08:57,239 And I started to think what people would love 240 00:08:57,240 --> 00:09:00,547 and appreciate about Italy, and I thought about food, 241 00:09:00,548 --> 00:09:02,984 so I decided to open this business. 242 00:09:02,985 --> 00:09:05,625 And I started to import products, and combine the idea 243 00:09:05,725 --> 00:09:08,295 of the retail store with the cooking school, 244 00:09:08,296 --> 00:09:09,465 so I would be able to share 245 00:09:09,566 --> 00:09:11,335 my family recipes and traditions. 246 00:09:11,904 --> 00:09:14,575 - Where do they live? - Everybody's home. 247 00:09:14,576 --> 00:09:16,713 - Except you. - Yeah. 248 00:09:16,714 --> 00:09:18,382 So when I come to take a class there, 249 00:09:18,482 --> 00:09:19,885 - I'm doing it in the kitchen. - Exactly. 250 00:09:19,886 --> 00:09:21,855 And how many people can you see at one time? 251 00:09:21,856 --> 00:09:23,794 So, I can get 18 people in the classes. 252 00:09:23,894 --> 00:09:25,765 And how much does it cost to go? 253 00:09:25,865 --> 00:09:29,604 An average of $130 per person. 254 00:09:29,605 --> 00:09:30,974 - Really? - Mm-hmm. 255 00:09:30,975 --> 00:09:34,181 Now, we're going to just cut our pasta. 256 00:09:34,281 --> 00:09:36,117 And when you think about the revenue in the business, 257 00:09:36,118 --> 00:09:38,488 how much of it comes from the shop 258 00:09:38,489 --> 00:09:40,528 versus coming from classes? 259 00:09:40,628 --> 00:09:42,665 Most of it comes from the classes, 260 00:09:42,765 --> 00:09:45,770 and not from the retail store. 261 00:09:45,771 --> 00:09:49,545 In a month we make an average of $110,000. 262 00:09:49,645 --> 00:09:51,916 The store is, like, $30,000. 263 00:09:51,917 --> 00:09:53,986 So it's more than a million dollars a year. 264 00:09:53,987 --> 00:09:55,223 It's 1.3. 265 00:09:55,323 --> 00:09:57,928 Her business makes money, it's not in trouble. 266 00:09:57,929 --> 00:10:00,233 Now, we are going to boil it together. 267 00:10:00,333 --> 00:10:03,472 And one of the important things to understand is that 268 00:10:03,473 --> 00:10:04,641 a business can get stuck. 269 00:10:04,642 --> 00:10:06,345 - Do you like pasta? - I love it. 270 00:10:06,445 --> 00:10:09,819 Whether it's the systems, whether it's the structure, 271 00:10:09,919 --> 00:10:11,889 it's just understanding what's holding you back. 272 00:10:11,890 --> 00:10:15,930 I was able to take my idea and my business up to here, 273 00:10:15,931 --> 00:10:18,502 and I gave everything I had. 274 00:10:20,508 --> 00:10:21,676 Here's what we're gonna do. 275 00:10:21,677 --> 00:10:23,546 I see an opportunity here, 276 00:10:23,547 --> 00:10:25,450 but I feel like I need to immerse myself 277 00:10:25,551 --> 00:10:26,786 in your business 278 00:10:26,787 --> 00:10:29,190 to really understand what the layout is, 279 00:10:29,191 --> 00:10:31,229 to really understand what the experience is, 280 00:10:31,329 --> 00:10:33,799 and to think about how you're utilizing your space. 281 00:10:33,800 --> 00:10:36,038 There's a lot of things there. 282 00:10:38,811 --> 00:10:40,714 I'm looking forward to it. 283 00:10:40,814 --> 00:10:43,285 - Thank you so much. - I'm looking forward to it. 284 00:10:49,364 --> 00:10:52,570 I'm here in Madison, New Jersey to visit Cristina 285 00:10:52,571 --> 00:10:54,340 and her employees, in Healthy Italia. 286 00:10:54,341 --> 00:10:57,580 The business generates over a million dollars in revenue, 287 00:10:57,581 --> 00:10:59,417 which is impressive for any business, 288 00:10:59,418 --> 00:11:00,854 especially this size. 289 00:11:06,633 --> 00:11:08,604 This is beautiful. 290 00:11:08,704 --> 00:11:10,139 - How are you? I'm Marcus. - Hi, I'm Susan. 291 00:11:10,239 --> 00:11:12,010 - Nice to meet you. - Susan, nice to meet you. 292 00:11:12,111 --> 00:11:14,047 There is a lot of beautiful stuff here. 293 00:11:14,147 --> 00:11:15,082 Thank you. 294 00:11:15,083 --> 00:11:16,886 We only work with small producers 295 00:11:16,986 --> 00:11:18,823 who don't distribute anywhere else in the U.S. 296 00:11:18,824 --> 00:11:20,458 Do you run the store? 297 00:11:20,459 --> 00:11:22,631 So, I'm really the event planner. 298 00:11:22,732 --> 00:11:24,902 - Oh. - But I'm here during the day, 299 00:11:25,003 --> 00:11:27,106 and, you know, talk to the customers. 300 00:11:27,107 --> 00:11:29,711 I'm Italian, my parents are from Italy. 301 00:11:29,712 --> 00:11:31,482 Do you have to be Italian to work here? 302 00:11:31,583 --> 00:11:33,051 You don't, but I think it helps. 303 00:11:33,052 --> 00:11:34,153 It does. 304 00:11:34,154 --> 00:11:35,891 Number one in the store would be what? 305 00:11:35,991 --> 00:11:39,331 This category is probably one or two. 306 00:11:39,431 --> 00:11:41,804 - So, prepared foods, one. - Prepared food. 307 00:11:41,904 --> 00:11:44,041 - Bagged pasta. - Two. 308 00:11:44,141 --> 00:11:46,011 - Olive oil. - Now, go to the bottom. 309 00:11:46,111 --> 00:11:48,749 From the lowest-selling, least effective thing. 310 00:11:48,750 --> 00:11:51,221 Would be cutlery, all the flatware. 311 00:11:51,321 --> 00:11:52,625 Okay, why? 312 00:11:52,725 --> 00:11:54,896 People see this, they think it's beautiful, 313 00:11:54,996 --> 00:11:57,367 they pass this, and then they go here. 314 00:12:09,158 --> 00:12:10,928 Yes, it's been always the same. 315 00:12:11,028 --> 00:12:12,532 My impression of Susan 316 00:12:12,632 --> 00:12:14,668 is that she has a very strong opinion, 317 00:12:14,669 --> 00:12:17,273 she's very intelligent, she's very articulate, 318 00:12:17,274 --> 00:12:19,211 and she's very committed to the business. 319 00:12:19,311 --> 00:12:21,181 - Hi, I'm Marcus. - Hi, Marcus. Angela. 320 00:12:21,281 --> 00:12:23,051 - Hey, Angela, how are you? - Nice to see you. 321 00:12:23,052 --> 00:12:24,521 Can you take me into your kitchen? 322 00:12:24,522 --> 00:12:26,058 Yeah, absolutely, come on in. 323 00:12:26,159 --> 00:12:27,894 - I am the kitchen manager... - Wow. 324 00:12:27,895 --> 00:12:29,932 ...so I pretty much oversee and run everything 325 00:12:29,933 --> 00:12:31,769 - in the kitchen. - Everything involving food. 326 00:12:31,770 --> 00:12:34,608 So, is all the prepared foods made right here? 327 00:12:34,609 --> 00:12:36,444 - It's all made here, yes. - There's no kitchen, like... 328 00:12:36,445 --> 00:12:38,115 - Nope. This is it. - ...surprise kitchen 329 00:12:38,215 --> 00:12:40,051 - in the back? - What you see is what you get. 330 00:12:40,052 --> 00:12:42,222 Where's all the inventory for, like, the up-front section? 331 00:12:42,223 --> 00:12:45,228 That's the basement, that's not my department, but-- 332 00:12:45,229 --> 00:12:46,932 Why do you smile when you say that? 333 00:12:46,933 --> 00:12:48,402 Because I think somebody's going to show you, 334 00:12:48,503 --> 00:12:49,706 but that's not gonna be me. 335 00:12:49,806 --> 00:12:51,207 They're going to show me the basement? 336 00:12:51,208 --> 00:12:52,811 - Oh, I'm sure. - Is there something down there? 337 00:12:52,812 --> 00:12:54,949 - I guess you're gonna find out. - Okay. 338 00:12:55,049 --> 00:12:57,655 Angela's being coy and awkward about this inventory, 339 00:12:57,755 --> 00:13:01,562 and that's never a good sign, it's like an immediate red flag. 340 00:13:01,663 --> 00:13:04,001 I have no idea what I'm about to see. 341 00:13:04,101 --> 00:13:05,637 Do you wanna just look first? 342 00:13:05,737 --> 00:13:08,309 I'm just, I'm gonna hang back, to wait for the reaction. 343 00:13:08,409 --> 00:13:09,343 You first. 344 00:13:09,344 --> 00:13:11,716 Okay, do I need to brace myself? 345 00:13:11,717 --> 00:13:14,087 What the [bleep]? 346 00:13:19,297 --> 00:13:20,166 You first. 347 00:13:20,266 --> 00:13:23,005 Okay, do I need to brace myself? 348 00:13:24,107 --> 00:13:25,710 - Turn left. - Okay. 349 00:13:35,731 --> 00:13:37,499 - What is this? - It's storage. 350 00:13:37,500 --> 00:13:42,043 - Welcome to Healthy Italia. - No, this is unhealthy Italia. 351 00:13:43,513 --> 00:13:44,982 And what is all this stuff? 352 00:13:44,983 --> 00:13:47,152 - Pasta machines. - Pots and pans. 353 00:13:47,153 --> 00:13:49,057 - Utensils. - Tablecloths. 354 00:13:49,157 --> 00:13:51,863 You have more inventory than a Bed Bath & Beyond store. 355 00:13:51,864 --> 00:13:53,232 - Really? - No. 356 00:13:53,332 --> 00:13:54,166 Yeah. 357 00:13:54,167 --> 00:13:56,004 What a terrible use of money. 358 00:13:56,104 --> 00:13:57,708 As I walk through this inventory, 359 00:13:57,808 --> 00:14:01,982 it only says one thing to me, you have no merchandise plan. 360 00:14:01,983 --> 00:14:03,920 No strategy of commerce, 361 00:14:04,021 --> 00:14:05,657 of what you're putting on the shelf, 362 00:14:05,757 --> 00:14:07,126 what you expect to sell, 363 00:14:07,127 --> 00:14:10,199 and how you're going to replenish your inventory. 364 00:14:10,901 --> 00:14:13,238 This feels irresponsible to me. 365 00:14:14,040 --> 00:14:16,143 People are gonna think I'm being very tough on you. 366 00:14:16,144 --> 00:14:17,915 Here's the thing. I don't care. 367 00:14:18,015 --> 00:14:19,785 - That's fine. - Because I really believe 368 00:14:19,786 --> 00:14:22,224 you have a great idea. 369 00:14:22,324 --> 00:14:24,395 - Can you guys give us a minute? - Yeah, of course. 370 00:14:24,495 --> 00:14:26,498 - Thank you. - Sure. 371 00:14:27,166 --> 00:14:30,272 I'm still trying to figure out why you wanted me to come here. 372 00:14:30,273 --> 00:14:31,876 - Really? - Because-- yeah. 373 00:14:31,877 --> 00:14:34,013 Because you know you are so smart. 374 00:14:34,014 --> 00:14:37,320 - What's wrong? - And you know the difference 375 00:14:37,421 --> 00:14:39,759 between what's okay, and what's not. 376 00:14:40,326 --> 00:14:42,797 You're right. I don't need you to tell me what's wrong. 377 00:14:42,798 --> 00:14:44,801 I need you to tell me how to fix it. 378 00:14:46,204 --> 00:14:49,545 How to fix it, and where I can grow. 379 00:14:50,814 --> 00:14:52,917 The idea of incorporating retail 380 00:14:52,918 --> 00:14:55,689 into the cooking school is right. 381 00:14:55,690 --> 00:14:57,460 But you think about the inventory 382 00:14:57,561 --> 00:14:58,730 tied up in the basement. 383 00:14:58,830 --> 00:15:00,933 Then you add on the labor that it takes. 384 00:15:00,934 --> 00:15:02,537 This is a losing proposition. 385 00:15:05,042 --> 00:15:07,146 I want to just be a participant in the class. 386 00:15:07,246 --> 00:15:08,449 Yes. 387 00:15:09,685 --> 00:15:11,255 All right, so, to get started, 388 00:15:11,355 --> 00:15:13,961 we're just going to cut off the top part of our tomato. 389 00:15:14,061 --> 00:15:15,397 You want to be careful that you don't take 390 00:15:15,497 --> 00:15:17,099 the tip of your spoon and poke it through, 391 00:15:17,100 --> 00:15:18,737 we don't want to make any holes. 392 00:15:18,837 --> 00:15:20,539 Then we're going to grab our garlic back, 393 00:15:20,540 --> 00:15:22,075 and give it a pop. 394 00:15:22,076 --> 00:15:24,213 We're going to go ahead, and turn our front burner on. 395 00:15:24,214 --> 00:15:26,719 It's the knob on the right, turn it all the way to the left, 396 00:15:26,720 --> 00:15:28,122 it's going to whoosh on. 397 00:15:28,222 --> 00:15:30,593 Have any of you guys made whole branzino before? 398 00:15:30,594 --> 00:15:31,862 - No. - Yes. 399 00:15:31,863 --> 00:15:34,167 She's amazing. 400 00:15:34,267 --> 00:15:37,206 She's got a really good command of what's happening here. 401 00:15:37,207 --> 00:15:38,942 You probably noticed that I'm not from Italy, 402 00:15:38,943 --> 00:15:41,515 by my lack of accent, I'm actually a Midwest girl, 403 00:15:41,516 --> 00:15:43,484 and I was a stay-at-home mom for 14 years. 404 00:15:43,485 --> 00:15:45,823 What I knew I wanted to do, leaving my kids every day, 405 00:15:45,824 --> 00:15:47,493 is I wanted to do what made me happy. 406 00:15:47,494 --> 00:15:50,166 I would say the experience feels easy, 407 00:15:50,266 --> 00:15:53,305 it feels clear, and we'll see what happens. 408 00:15:53,405 --> 00:15:55,443 You guys can go ahead and plate your Marsala, 409 00:15:55,544 --> 00:15:58,348 and then head to your tables in the storefront to enjoy. 410 00:15:59,384 --> 00:16:02,892 Do you guys make money when stuff up there sells? 411 00:16:03,259 --> 00:16:05,429 No, but I don't want it to-- 412 00:16:05,530 --> 00:16:07,668 I don't want everybody to be pushy. 413 00:16:07,768 --> 00:16:09,137 I don't want to sound pushy. 414 00:16:09,237 --> 00:16:11,275 I don't want people to feel like 415 00:16:11,375 --> 00:16:13,045 they're being forced into something. It's very organic. 416 00:16:13,145 --> 00:16:14,515 Have you had feedback about that? 417 00:16:14,615 --> 00:16:15,850 No. No. 418 00:16:15,851 --> 00:16:17,453 So how do you know how far you can go? 419 00:16:17,554 --> 00:16:20,059 Because it's organic when it's just being used here. 420 00:16:20,159 --> 00:16:22,897 It's an organic sales pitch, versus being pushy 421 00:16:22,898 --> 00:16:25,135 because somebody wants to make money. 422 00:16:25,136 --> 00:16:27,139 It's almost like nobody in the building, 423 00:16:27,140 --> 00:16:29,077 including Angela, has bought in, 424 00:16:29,177 --> 00:16:31,481 in the importance of generating revenue up front. 425 00:16:31,583 --> 00:16:33,352 "Oh, I don't wanna-- it's too pushy. 426 00:16:33,452 --> 00:16:35,824 "I don't want to sell, I don't--" 427 00:16:35,924 --> 00:16:37,694 It's like, well, then, what are we doing? 428 00:16:37,794 --> 00:16:40,165 I love experiential things. 429 00:16:40,166 --> 00:16:44,006 I thought this was exceptionally well done today. 430 00:16:44,007 --> 00:16:47,714 But you guys are doing an awful job 431 00:16:47,715 --> 00:16:51,187 of marketing the front of the store in the kitchen. 432 00:16:51,188 --> 00:16:53,326 I didn't feel like you were ever 433 00:16:53,426 --> 00:16:56,465 even subtly selling me anything. 434 00:16:56,566 --> 00:16:59,202 I do think that we do do it subtly. 435 00:16:59,203 --> 00:17:00,873 I do agree with you, though, that there could be-- 436 00:17:00,874 --> 00:17:03,947 What did you subtly do, besides show me a scratched pot? 437 00:17:04,748 --> 00:17:07,521 And I appreciate you wanting to find the balance 438 00:17:07,622 --> 00:17:10,126 between commerce, and the experience. 439 00:17:10,226 --> 00:17:11,595 People aren't gonna be offended 440 00:17:11,596 --> 00:17:14,234 with subtle integrations of things, they're not. 441 00:17:14,334 --> 00:17:16,972 Consumers can smell a lack of confidence 442 00:17:16,973 --> 00:17:20,345 in what you're actually trying to generate in terms of revenue. 443 00:17:20,346 --> 00:17:22,183 I have to find out what's causing that, 444 00:17:22,184 --> 00:17:23,820 and we have to correct it. 445 00:17:24,221 --> 00:17:26,692 What's going on with your self-confidence? 446 00:17:26,693 --> 00:17:29,197 I don't know. 447 00:17:29,799 --> 00:17:32,504 No, I-- I think it, I-- 448 00:17:32,505 --> 00:17:34,274 What's going on with your self-confidence? 449 00:17:34,374 --> 00:17:36,245 I just want to stay on that topic. 450 00:17:36,345 --> 00:17:39,384 What are you not confident in about yourself? 451 00:17:39,484 --> 00:17:41,988 Every person out there that's going to say, 452 00:17:41,989 --> 00:17:43,760 "why is she at Healthy Italia?" 453 00:17:45,029 --> 00:17:46,532 - Really? - Of course. 454 00:17:46,633 --> 00:17:48,670 Like, I don't fit the bill of healthy. 455 00:17:48,770 --> 00:17:51,241 - What does that mean? - Because I don't fit the bill. 456 00:17:51,242 --> 00:17:53,445 Like-- like, it's... 457 00:17:54,582 --> 00:17:55,849 Okay. 458 00:18:04,635 --> 00:18:06,404 I don't fit the bill of healthy. 459 00:18:06,405 --> 00:18:08,910 - What does that mean? - Because I don't fit the bill. 460 00:18:09,010 --> 00:18:11,146 - Like... - Okay. 461 00:18:13,786 --> 00:18:16,290 What if nobody sees you the way you see yourself? 462 00:18:16,291 --> 00:18:18,795 I might be okay with that. 463 00:18:18,796 --> 00:18:20,934 And honestly, anybody that feels that way about you 464 00:18:21,034 --> 00:18:24,006 - can [bleep] off. - Well, right, but-- 465 00:18:24,107 --> 00:18:25,910 The way that you feel about yourself 466 00:18:25,911 --> 00:18:29,416 is never gonna change unless you change your own perspective 467 00:18:29,417 --> 00:18:30,987 - about who you are. - Right. 468 00:18:30,988 --> 00:18:33,291 Cristina and the team at Healthy Italia 469 00:18:33,292 --> 00:18:36,130 clearly want to grow their revenue and their profitability, 470 00:18:36,131 --> 00:18:38,302 and a higher degree of confidence or conviction 471 00:18:38,402 --> 00:18:41,341 means a higher degree of conversion to sale. 472 00:18:46,018 --> 00:18:48,187 - Morning, morning. - Morning. 473 00:18:48,188 --> 00:18:50,927 Okay, I want to start with the financials. 474 00:18:51,027 --> 00:18:52,329 Okay. 475 00:18:52,330 --> 00:18:53,800 Can I pause and get glasses, real quick? 476 00:18:53,900 --> 00:18:55,336 - Yeah. - Okay. 477 00:18:55,436 --> 00:18:58,040 Yeah, I also have my glasses in the back. 478 00:18:58,041 --> 00:18:59,444 Okay, you can get your glasses. 479 00:18:59,545 --> 00:19:02,618 - I don't need glasses yet. - Lucky you. 480 00:19:02,718 --> 00:19:05,757 Do you see a career opportunity here, 481 00:19:05,758 --> 00:19:07,060 or do you even want that? 482 00:19:07,160 --> 00:19:09,063 First, I was an equity research analyst. 483 00:19:09,064 --> 00:19:10,465 - For a big firm? - Yes. 484 00:19:10,466 --> 00:19:12,336 You essentially did the due diligence... 485 00:19:12,436 --> 00:19:13,639 - Yes. - ...for everybody 486 00:19:13,740 --> 00:19:15,341 - that would ever invest. - Correct. 487 00:19:15,342 --> 00:19:17,480 If you could just take your brain 488 00:19:17,581 --> 00:19:19,519 - that knows that really well... - Sure. 489 00:19:19,619 --> 00:19:21,823 ...and look at this business the exact same way. 490 00:19:21,923 --> 00:19:23,191 - Okay. - Did you know 491 00:19:23,192 --> 00:19:24,494 - that she did that before? - Mm-hmm. 492 00:19:24,595 --> 00:19:27,266 You should live in her head every day, 493 00:19:27,366 --> 00:19:29,570 because she's essentially telling people 494 00:19:29,571 --> 00:19:33,077 who have their money, to do this or don't do this, 495 00:19:33,078 --> 00:19:34,848 based on all of the work that she does. 496 00:19:34,849 --> 00:19:38,222 Like, the fact that you have that on your team 497 00:19:38,322 --> 00:19:40,593 is kind of ridiculous. 498 00:19:41,261 --> 00:19:43,599 We don't dig into this enough, I think that-- 499 00:19:43,600 --> 00:19:46,639 - "We" who? - Collectively, us. 500 00:19:46,739 --> 00:19:50,379 It's very hard to pull myself out of the day-to-day. 501 00:19:50,380 --> 00:19:53,252 Like, I'm in deep with events and customers, 502 00:19:53,352 --> 00:19:55,255 and, like, I can't step away, 503 00:19:55,256 --> 00:19:58,295 because we just don't have the hands yet 504 00:19:58,396 --> 00:19:59,698 to let me do that. 505 00:19:59,699 --> 00:20:01,402 What an absolute, 506 00:20:01,503 --> 00:20:04,240 terrible waste of her talent. 507 00:20:04,241 --> 00:20:07,647 I think that Susan is starving for direction. 508 00:20:07,648 --> 00:20:11,688 Total income is $1,353,000 last year. 509 00:20:11,689 --> 00:20:14,260 So, $1,064,000 510 00:20:14,361 --> 00:20:17,033 of the $1,353,000 511 00:20:17,133 --> 00:20:20,740 got generated from this class, this way. 512 00:20:22,578 --> 00:20:25,917 Staffing the kitchen has been the biggest struggle. 513 00:20:26,886 --> 00:20:28,590 - We get candidates. - Okay. 514 00:20:28,690 --> 00:20:30,024 We get unqualified candidates. 515 00:20:30,025 --> 00:20:31,160 You get unqualified candidates. 516 00:20:31,161 --> 00:20:32,563 - Correct. - Perfect. 517 00:20:32,564 --> 00:20:34,468 - Are you on a dating app? - Yeah, yeah. 518 00:20:34,569 --> 00:20:36,706 - How did you describe yourself? - Who I am? 519 00:20:36,806 --> 00:20:38,442 I don't remember, but for-- I think it's like-- 520 00:20:38,543 --> 00:20:40,279 Well, how would you describe yourself today? 521 00:20:40,379 --> 00:20:44,020 Goal-oriented, hard worker, dreamer. 522 00:20:44,387 --> 00:20:45,523 That's the ad. 523 00:20:45,524 --> 00:20:47,660 Goal-oriented woman, hard worker, 524 00:20:47,661 --> 00:20:49,164 obsessed with personal growth. 525 00:20:49,264 --> 00:20:51,201 What type of man would be able 526 00:20:51,301 --> 00:20:54,406 to withstand that level of intensity? 527 00:20:54,407 --> 00:20:56,043 Very few, I know that. 528 00:20:56,044 --> 00:20:57,880 I'll just tell you this as a man, 529 00:20:57,881 --> 00:20:59,484 I would be intimidated. 530 00:20:59,585 --> 00:21:01,053 I feel like I've told you that. 531 00:21:01,054 --> 00:21:02,590 Yeah. 532 00:21:02,591 --> 00:21:04,928 - You and many other people. - I'm sure. 533 00:21:05,764 --> 00:21:07,467 Did Cristina end up dating anyone? 534 00:21:07,568 --> 00:21:08,903 No, I don't think so. No. 535 00:21:09,003 --> 00:21:10,939 The reason that you get unqualified candidates 536 00:21:10,940 --> 00:21:14,146 is you may not be describing yourself properly. 537 00:21:14,147 --> 00:21:15,450 What are they looking for 538 00:21:15,551 --> 00:21:18,020 - in a personal dating app? - Connection. 539 00:21:18,021 --> 00:21:19,591 And what you've basically done, 540 00:21:19,592 --> 00:21:22,462 and this is why I think we have a staffing problem, 541 00:21:22,463 --> 00:21:25,301 I think you appear inflexible. 542 00:21:25,302 --> 00:21:27,373 How you present yourself 543 00:21:27,473 --> 00:21:30,011 is usually how you're going to present your business. 544 00:21:30,012 --> 00:21:32,751 The reason that I think you could be struggling 545 00:21:32,851 --> 00:21:35,356 is one, you're not using a system 546 00:21:35,456 --> 00:21:38,128 that looks at algorithms and information, 547 00:21:38,228 --> 00:21:39,462 that match people together. 548 00:21:39,463 --> 00:21:41,101 In order to grow your business, 549 00:21:41,201 --> 00:21:42,538 you need to have really good people. 550 00:21:42,638 --> 00:21:44,642 And in order to attract really good people, 551 00:21:44,742 --> 00:21:48,314 you not only have to list out the expertise they need to have, 552 00:21:48,315 --> 00:21:50,619 but you also have to present them an opportunity 553 00:21:50,620 --> 00:21:52,490 to see what it means to them, 554 00:21:52,591 --> 00:21:55,629 and why they should want to be part of your team. 555 00:21:55,630 --> 00:21:57,332 I want to have you go through this process, 556 00:21:57,333 --> 00:21:59,805 because what I love about ZipRecruiter is that 557 00:21:59,905 --> 00:22:02,945 you post the job, and you get skilled, qualified candidates. 558 00:22:03,045 --> 00:22:08,254 It uses A.I. technology to get you results really fast. 559 00:22:08,255 --> 00:22:09,624 Because, ultimately, what I'd want to do 560 00:22:09,625 --> 00:22:12,262 is, like, post the job this afternoon, 561 00:22:12,263 --> 00:22:14,434 and be able to meet people tomorrow. 562 00:22:14,535 --> 00:22:15,837 That's how fast it should be. 563 00:22:15,937 --> 00:22:18,240 And with ZipRecruiter, that's how fast it is. 564 00:22:18,241 --> 00:22:19,979 ZipRecruiter does all the work. 565 00:22:20,079 --> 00:22:21,381 It's gonna set the appointments, 566 00:22:21,481 --> 00:22:23,553 it's going to set everything, all of it. 567 00:22:23,653 --> 00:22:26,526 But let's-- Susan, take us through the balance sheet. 568 00:22:26,626 --> 00:22:30,533 Okay, current assets. Inventory, $404,000. 569 00:22:30,633 --> 00:22:33,138 So, that's the basement. 570 00:22:33,740 --> 00:22:34,575 Yeah. 571 00:22:35,109 --> 00:22:38,148 Do you think that $400,000 for an inventory like this 572 00:22:38,248 --> 00:22:40,452 - is good or bad? - I think... 573 00:22:40,553 --> 00:22:42,255 - it's bad. - It's what? 574 00:22:42,256 --> 00:22:43,893 It's bad. 575 00:22:43,993 --> 00:22:45,162 It's bad. 576 00:22:45,262 --> 00:22:49,638 - $400,000... - Yeah, but-- 577 00:22:49,639 --> 00:22:52,443 - Yeah. - ...is insane. 578 00:22:52,544 --> 00:22:53,680 I've been working on this. 579 00:22:53,780 --> 00:22:55,549 Like, it's not that I don't know. 580 00:22:55,550 --> 00:22:57,554 So, like, if you want to put, like, a mark like this, 581 00:22:57,655 --> 00:23:00,561 yeah, let's put the highlight here, 582 00:23:00,661 --> 00:23:02,663 and stay here until it's fixed. 583 00:23:02,664 --> 00:23:03,932 Is that an offer or is that-- 584 00:23:03,933 --> 00:23:07,540 No, no, no. It's an acknowledgement. 585 00:23:07,541 --> 00:23:09,912 Exactly. Let's do that. 586 00:23:10,981 --> 00:23:14,755 They don't need more than 60 or 90 days supply of inventory. 587 00:23:14,855 --> 00:23:17,594 I want that cash unlocked and reinvested 588 00:23:17,694 --> 00:23:20,366 in other parts of the business that would help it grow, 589 00:23:20,466 --> 00:23:22,336 including opening a new location, 590 00:23:22,436 --> 00:23:24,406 getting the right kind of inventory, 591 00:23:24,407 --> 00:23:27,012 hiring new people, or marketing the business. 592 00:23:27,112 --> 00:23:29,718 I don't care if I need to explain it in Italian, 593 00:23:29,719 --> 00:23:31,487 English, or any other language. 594 00:23:31,588 --> 00:23:34,594 Unlock the cash, reinvest it in your business, 595 00:23:34,595 --> 00:23:36,031 and get a return on your money. 596 00:23:36,131 --> 00:23:38,133 How do you think you get rid of what's downstairs? 597 00:23:38,134 --> 00:23:42,844 What if this week we just did a store-wide sale, 598 00:23:42,845 --> 00:23:45,750 - just to see what happens? - So, you test into it. 599 00:23:45,751 --> 00:23:47,621 - Yeah. - You test into it. 600 00:23:47,721 --> 00:23:50,626 Look, the liquidation sale that Susan is proposing 601 00:23:50,627 --> 00:23:53,800 is a good idea, but it's not really the sale that matters. 602 00:23:53,900 --> 00:23:57,006 It's the information that you learn from the sale. 603 00:23:57,106 --> 00:23:59,310 What actually sells? What are the right price points? 604 00:23:59,410 --> 00:24:03,886 And even if you drop it to 50, 60, 70 off, what doesn't sell? 605 00:24:03,887 --> 00:24:05,890 That's what the purpose of the sale is. 606 00:24:05,990 --> 00:24:07,795 I don't know what these prepaid assets are. 607 00:24:07,895 --> 00:24:11,935 Prepaid are expenses of 2025. 608 00:24:11,936 --> 00:24:13,471 $125,000? 609 00:24:13,472 --> 00:24:15,710 Why do you have $125,000 in prepaid? 610 00:24:15,810 --> 00:24:17,179 It's... 611 00:24:17,180 --> 00:24:21,287 personal development conferences for next year. 612 00:24:21,387 --> 00:24:24,125 $125,000 to go to conferences? 613 00:24:24,126 --> 00:24:25,563 Like, what kind of conferences? 614 00:24:25,663 --> 00:24:27,398 I joined Tony Robbins. 615 00:24:27,399 --> 00:24:28,902 It can be discussed or, like-- 616 00:24:28,903 --> 00:24:31,039 No, it's your choice. I-- That's your choice. 617 00:24:31,040 --> 00:24:33,412 - It's your business. - Like, I gave up my life 618 00:24:33,513 --> 00:24:36,919 for nine years, and now I just decided 619 00:24:37,019 --> 00:24:40,059 that I wanted to invest in myself. 620 00:24:40,159 --> 00:24:43,566 I said I want to meet people that can help me grow. 621 00:24:43,666 --> 00:24:44,934 You don't have to justify it. 622 00:24:44,935 --> 00:24:46,271 Absolutely. No, no, it's not like-- 623 00:24:46,371 --> 00:24:48,407 I-- This is me. 624 00:24:48,408 --> 00:24:50,446 - Are you lonely? - Oh, yeah, a lot. 625 00:24:59,698 --> 00:25:03,237 I gave up my life for nine years, 626 00:25:03,238 --> 00:25:07,848 and now I just decided that I wanted to invest in myself. 627 00:25:07,948 --> 00:25:10,519 - Are you lonely? - Oh, yeah. A lot. 628 00:25:10,520 --> 00:25:12,022 - Okay. - A lot. 629 00:25:13,660 --> 00:25:16,464 As business owners, that's pretty normal. 630 00:25:16,565 --> 00:25:19,437 It's your whole life. It's everything. 631 00:25:19,538 --> 00:25:20,973 I know that. 632 00:25:21,073 --> 00:25:24,480 Time management, historically, was my biggest enemy. 633 00:25:24,581 --> 00:25:26,619 I would immerse myself so much in my business 634 00:25:26,719 --> 00:25:28,088 that I didn't have any relationships 635 00:25:28,188 --> 00:25:30,226 because I was too busy. 636 00:25:30,326 --> 00:25:31,596 It's not good. 637 00:25:31,696 --> 00:25:33,633 What started to happen is that I got forced 638 00:25:33,733 --> 00:25:36,872 to surround myself with other people 639 00:25:36,972 --> 00:25:39,978 that were smarter than me, and better than me, 640 00:25:40,079 --> 00:25:42,850 and I stopped feeling guilty that if I didn't work 14 hours 641 00:25:42,851 --> 00:25:44,821 what are people going to think? 642 00:25:45,823 --> 00:25:47,961 What I want to do is I want to change the way 643 00:25:48,061 --> 00:25:50,264 you spend your time. 644 00:25:50,265 --> 00:25:53,606 She always asks about my children and trips we take, 645 00:25:53,706 --> 00:25:56,244 and things that I plan, so I don't think 646 00:25:56,344 --> 00:25:58,014 that anybody would not think 647 00:25:58,015 --> 00:26:00,586 that, you know, there's a piece missing. 648 00:26:00,587 --> 00:26:02,488 Here are the things that we need to solve. 649 00:26:02,489 --> 00:26:04,159 We need to come up with a merch plan, 650 00:26:04,260 --> 00:26:06,898 we need to put Susan's idea of a storewide sale in motion 651 00:26:06,899 --> 00:26:08,635 so we can learn from the data, 652 00:26:08,636 --> 00:26:10,739 we need to have a job fair, so Angela can hire 653 00:26:10,740 --> 00:26:13,344 some more instructors, and lastly, 654 00:26:13,345 --> 00:26:15,517 what everybody's hopes and goals are 655 00:26:15,617 --> 00:26:18,122 with their professional and personal careers. 656 00:26:18,222 --> 00:26:19,858 Absolutely. 657 00:26:20,760 --> 00:26:22,495 And everything's 50 off. Right? 658 00:26:22,496 --> 00:26:24,366 Yes, these are, like, 11-something. 659 00:26:24,367 --> 00:26:26,036 We don't typically do sales here. 660 00:26:26,037 --> 00:26:29,043 What we need to think about is what's in the basement, 661 00:26:29,143 --> 00:26:31,514 get it outta here, and start fresh. 662 00:26:33,653 --> 00:26:35,488 The crowds went wild. 663 00:26:35,489 --> 00:26:36,825 Oh, wow. 664 00:26:36,925 --> 00:26:38,928 It got the inventory down. Is it gone? 665 00:26:38,929 --> 00:26:41,401 No, but I think it was necessary. 666 00:26:41,501 --> 00:26:42,903 Worrying about inventory? 667 00:26:42,904 --> 00:26:45,075 Don't worry, we're slashing prices all day. 668 00:26:45,175 --> 00:26:47,479 Thanks, Marcus, that's what I wanted to do. 669 00:26:47,480 --> 00:26:49,250 Bye. 670 00:26:51,054 --> 00:26:53,157 I'm back at Healthy Italia this morning 671 00:26:53,158 --> 00:26:56,732 to understand how the liquidation sale has gone. 672 00:26:57,568 --> 00:26:59,538 - Hello. - Good morning. 673 00:26:59,638 --> 00:27:01,808 - How did it go? - Good. 674 00:27:01,809 --> 00:27:04,780 - We sold 2,500 units. - Yeah. 675 00:27:04,781 --> 00:27:06,918 So, how much cash did you generate? 676 00:27:06,919 --> 00:27:09,056 $26,000 in four days. 677 00:27:09,057 --> 00:27:11,828 And how much inventory do you still have? 678 00:27:11,829 --> 00:27:13,165 - Coming in? - Yeah. 679 00:27:13,265 --> 00:27:14,734 $42,000. 680 00:27:16,805 --> 00:27:19,042 The key to managing your inventory 681 00:27:19,043 --> 00:27:22,116 is establishing what's called an open-to-buy. 682 00:27:22,216 --> 00:27:24,253 It's the maximum amount of dollars 683 00:27:24,354 --> 00:27:27,693 you're going to allocate towards inventory at any given time. 684 00:27:27,694 --> 00:27:29,831 Understanding your supply chain 685 00:27:29,832 --> 00:27:32,269 and how inventory moves is key to that. 686 00:27:32,369 --> 00:27:33,973 You're going to start with how much do I have 687 00:27:34,074 --> 00:27:35,709 on the shelf, and how much do I have 688 00:27:35,710 --> 00:27:36,845 in my back stock? 689 00:27:36,945 --> 00:27:38,682 You also have to anticipate 690 00:27:38,683 --> 00:27:39,885 how much you have on order. 691 00:27:39,985 --> 00:27:42,221 You can't get your inventory lowered 692 00:27:42,222 --> 00:27:45,696 if on Tuesday you have a sale and sell out of $10,000, 693 00:27:45,697 --> 00:27:48,869 and on Wednesday, $20,000 more shows up. 694 00:27:48,969 --> 00:27:50,806 Who did all those pallets come from? 695 00:27:50,807 --> 00:27:52,342 - Italy. - No. 696 00:27:52,442 --> 00:27:53,613 Not where did they come from. 697 00:27:53,713 --> 00:27:55,214 - Okay. - Who did they come from? 698 00:27:55,215 --> 00:27:58,488 So, everything got shipped to my family warehouse. 699 00:27:58,589 --> 00:27:59,824 They pallet everything, 700 00:27:59,825 --> 00:28:01,494 they load the container, and it gets here. 701 00:28:01,595 --> 00:28:02,863 It's a family affair. 702 00:28:02,864 --> 00:28:05,335 So, your family are inventory enablers. 703 00:28:05,435 --> 00:28:06,738 Exactly. 704 00:28:06,739 --> 00:28:08,107 Can I have a minute with her? 705 00:28:08,108 --> 00:28:09,878 - Yeah, absolutely. - Okay. 706 00:28:09,978 --> 00:28:11,882 So, I know we talked earlier 707 00:28:11,883 --> 00:28:14,788 about what you potentially want to do. 708 00:28:14,888 --> 00:28:16,491 What are your thoughts? 709 00:28:16,592 --> 00:28:18,528 What do you, specifically, want to do? 710 00:28:18,529 --> 00:28:23,171 So I would like to be a Chief Operating Officer, 711 00:28:23,272 --> 00:28:28,783 inventory, supply chain, merchandising. 712 00:28:28,883 --> 00:28:30,921 Okay, have you talked to Cristina about this? 713 00:28:31,021 --> 00:28:32,957 - I have not. I mean-- - Cristina. 714 00:28:34,293 --> 00:28:38,434 Susan is like a gift from the Italian gods. 715 00:28:38,435 --> 00:28:40,940 - Yes! - Here's what I want you to do. 716 00:28:41,040 --> 00:28:43,779 I want you to be as direct as you're capable of being... 717 00:28:43,780 --> 00:28:45,482 - Okay. - ...to tell her exactly 718 00:28:45,583 --> 00:28:47,921 what you'd like your role to be, and walk her through the ideas. 719 00:28:48,021 --> 00:28:49,189 What is your title here? 720 00:28:49,190 --> 00:28:52,564 Operating Officer. Do you like that? 721 00:28:52,664 --> 00:28:54,634 So, to replace me with an event planner, 722 00:28:54,635 --> 00:28:56,939 and then have me work completely, 723 00:28:57,039 --> 00:28:59,878 thinking of all the pieces that would make us try 724 00:28:59,879 --> 00:29:02,349 to expand every piece of the business. 725 00:29:02,350 --> 00:29:04,554 Great. I love it. 726 00:29:04,654 --> 00:29:06,791 I was happy that she said yes. 727 00:29:06,792 --> 00:29:08,529 You know, we have to hash out the details, 728 00:29:08,630 --> 00:29:10,799 of course, but we need to go bigger. 729 00:29:10,800 --> 00:29:12,201 We need to think bigger. 730 00:29:12,202 --> 00:29:14,207 It's been a conversation that we've kept saying, 731 00:29:14,307 --> 00:29:17,213 how am I going to step away from what I do every day? 732 00:29:17,313 --> 00:29:19,116 That's why ZipRecruiter is a no-brainer. 733 00:29:19,216 --> 00:29:21,855 We're going to post a job for an events planner, 734 00:29:21,955 --> 00:29:25,494 and it will technologically find matches really quickly. 735 00:29:25,495 --> 00:29:27,566 You're gonna interview people, and you're gonna hire somebody. 736 00:29:27,567 --> 00:29:29,237 Just like Angela is gonna do today, 737 00:29:29,337 --> 00:29:31,808 - looking for more instructors. - Great. 738 00:29:31,809 --> 00:29:35,582 I need to quickly find a replacement for Susan. 739 00:29:35,583 --> 00:29:38,086 So, I'm very happy that ZipRecruiter is really fast. 740 00:29:38,087 --> 00:29:40,459 It's gonna save me a lot of time. 741 00:29:40,560 --> 00:29:42,830 It's the way to go. 742 00:29:45,937 --> 00:29:48,106 Welcome, everybody. My name's Angela. 743 00:29:48,107 --> 00:29:49,745 You all know you're here for an interview? 744 00:29:49,845 --> 00:29:51,948 - Yep. - Be your best today, 745 00:29:51,949 --> 00:29:53,586 because we're judging. 746 00:29:54,387 --> 00:29:56,858 I don't think many people would ever interview this way, 747 00:29:56,958 --> 00:29:59,630 but I wanted to understand how these folks would feel 748 00:29:59,631 --> 00:30:03,906 being put on the spot, which is what would happen in a class. 749 00:30:04,675 --> 00:30:05,943 I really enjoy cooking. 750 00:30:05,944 --> 00:30:07,478 You know, I love putting love into the food. 751 00:30:07,479 --> 00:30:10,084 I love to cook. My grandmother showed me how. 752 00:30:10,085 --> 00:30:12,323 You are going to infuse some music, 753 00:30:12,423 --> 00:30:13,992 some love into your pasta. 754 00:30:13,993 --> 00:30:15,495 If you don't sing to your pasta, then... 755 00:30:15,496 --> 00:30:17,733 if it comes out funky later, it's not on me. 756 00:30:17,734 --> 00:30:20,372 My passion came from my mom, 757 00:30:20,472 --> 00:30:21,875 who was an excellent cook, 758 00:30:21,975 --> 00:30:24,146 and I guess that kind of rubbed off on me, 759 00:30:24,246 --> 00:30:26,184 and it's something that I then wanted to pursue. 760 00:30:26,284 --> 00:30:29,289 I have just been doing a lot of cooking and baking, 761 00:30:29,290 --> 00:30:31,662 and cooking, I found to be therapeutic. 762 00:30:31,762 --> 00:30:35,001 Excellent. 763 00:30:35,002 --> 00:30:37,005 All right, take the knob on the right. 764 00:30:37,106 --> 00:30:39,510 Turn it up-- straight up and down, and turn your burner off. 765 00:30:39,511 --> 00:30:42,650 - You already know who you want? - Yeah, yeah. I like Eric. 766 00:30:42,750 --> 00:30:44,252 Which one is your favorite so far? 767 00:30:44,253 --> 00:30:47,993 Eileen, in the back. Because she's engaging. 768 00:30:47,994 --> 00:30:49,730 The key to interviewing somebody 769 00:30:49,731 --> 00:30:51,768 isn't just hiring anybody that walks in. 770 00:30:51,769 --> 00:30:53,772 It's got to be somebody that's qualified, 771 00:30:53,872 --> 00:30:56,076 understands and has a passion around cooking, 772 00:30:56,177 --> 00:30:59,651 and can fall into the system that Angela's already created. 773 00:30:59,751 --> 00:31:01,220 Once you do that and fill that hole, 774 00:31:01,321 --> 00:31:03,793 the revenue growth will be automatic. 775 00:31:03,893 --> 00:31:05,563 What does the Healthy Italia location 776 00:31:05,663 --> 00:31:07,064 in Madison, New Jersey look like? 777 00:31:07,065 --> 00:31:09,036 Because we're going to redo the whole store 778 00:31:09,037 --> 00:31:10,471 in the next couple weeks. 779 00:31:12,008 --> 00:31:13,878 I know I've spent a significant amount of time 780 00:31:13,879 --> 00:31:16,050 focusing on the revenue in the back of the house, 781 00:31:16,150 --> 00:31:17,418 and that needs to happen. 782 00:31:17,419 --> 00:31:19,022 I would start to think about merchandising. 783 00:31:19,023 --> 00:31:21,328 What are you trying to get me to do 784 00:31:21,428 --> 00:31:23,599 with the way you've merchandised the store? 785 00:31:23,700 --> 00:31:26,605 It's also important to find ways to generate more revenue 786 00:31:26,705 --> 00:31:29,210 in the front of the house, where the retail store is. 787 00:31:29,310 --> 00:31:31,346 - I come in, and I go this way. - Yeah. 788 00:31:31,347 --> 00:31:33,483 So whatever's here has to matter. 789 00:31:33,484 --> 00:31:36,491 I want to change the merch strategy and the layout. 790 00:31:36,592 --> 00:31:38,461 What's the first thing you want me to see? 791 00:31:38,562 --> 00:31:39,664 What's the second thing 792 00:31:39,665 --> 00:31:41,234 - you want me to see? - Okay. 793 00:31:41,334 --> 00:31:44,038 To increase the opportunity to convert that customer, 794 00:31:44,039 --> 00:31:45,810 to put something in their cart, 795 00:31:45,910 --> 00:31:47,913 and give us extra dollars at the register. 796 00:31:47,914 --> 00:31:51,320 I look at these tables as what I call A-Fixtures. 797 00:31:51,321 --> 00:31:54,226 A preferred spot to highlight something. 798 00:31:54,326 --> 00:31:57,466 The layout and the assortment are key to that. 799 00:31:57,567 --> 00:31:59,369 If you could move this back, 800 00:31:59,370 --> 00:32:01,407 because this is, like, a lot of dead space. 801 00:32:01,508 --> 00:32:04,814 This wall is ugly. I just wanna get this out of here. 802 00:32:04,815 --> 00:32:06,082 Okay. 803 00:32:06,083 --> 00:32:07,887 And find new revenue opportunities, 804 00:32:07,988 --> 00:32:09,122 like, to-go food. 805 00:32:09,123 --> 00:32:11,027 I think you need more prepared foods 806 00:32:11,127 --> 00:32:12,530 ready to go, but you'll need 807 00:32:12,630 --> 00:32:15,267 a double-door stainless steel refrigerator, 808 00:32:15,268 --> 00:32:17,106 a double-door stainless steel freezer. 809 00:32:17,206 --> 00:32:19,109 The right assortment at the right time, 810 00:32:19,209 --> 00:32:22,149 at the right place, at the right price. 811 00:32:22,249 --> 00:32:25,989 The database piece and interacting with customers, 812 00:32:25,990 --> 00:32:28,227 for me, is kind of everything. 813 00:32:28,228 --> 00:32:31,233 We're going to install a customer relationship manager 814 00:32:31,234 --> 00:32:34,173 called Salesforce, and they have an A.I. piece to it. 815 00:32:34,273 --> 00:32:37,146 Every customer that ever answers any question, 816 00:32:37,246 --> 00:32:39,851 artificial intelligence is going to build the profile 817 00:32:39,852 --> 00:32:41,386 and start to communicate. 818 00:32:41,387 --> 00:32:44,159 It's like a silent salesperson, 819 00:32:44,259 --> 00:32:47,131 because the two of you and everybody else that works here 820 00:32:47,132 --> 00:32:48,868 is scared to sell people stuff. 821 00:32:50,540 --> 00:32:52,275 That's the way we're going to grow revenue in the front. 822 00:32:52,276 --> 00:32:55,481 And even if it's only 10%, I'll take it. 823 00:32:58,121 --> 00:32:59,991 I know that he believes in me, 824 00:32:59,992 --> 00:33:03,097 but I want to impress Marcus so badly. 825 00:33:03,932 --> 00:33:05,435 I was very excited for the renovation. 826 00:33:05,536 --> 00:33:08,208 I thought it was necessary. It's been nine years. 827 00:33:08,308 --> 00:33:10,044 The same layout, we've talked about 828 00:33:10,145 --> 00:33:12,749 how that wasn't selling any products. 829 00:33:12,750 --> 00:33:14,887 I think we're focused more. 830 00:33:14,888 --> 00:33:17,058 We have less, but we have the things 831 00:33:17,059 --> 00:33:19,096 that I feel like customers appreciate. 832 00:33:19,196 --> 00:33:20,833 - Hi, Eric. How's it going? - Good. 833 00:33:20,933 --> 00:33:22,068 Good to see you again. 834 00:33:22,069 --> 00:33:23,205 - Yeah, how are you? - Excellent. 835 00:33:23,305 --> 00:33:24,574 So we're going to hire Eric, 836 00:33:24,674 --> 00:33:26,211 and we're going to do our regular training, 837 00:33:26,311 --> 00:33:27,914 and we're going to see if he's a good fit. 838 00:33:28,014 --> 00:33:29,550 This is Eric. He's shadowing. 839 00:33:29,551 --> 00:33:31,220 You'll probably see him taking notes. 840 00:33:31,320 --> 00:33:33,458 Go ahead and start with your eggplants. 841 00:33:33,559 --> 00:33:35,896 I can't wait to have a male in this business, 842 00:33:35,897 --> 00:33:37,031 because we need them. 843 00:33:37,032 --> 00:33:39,068 I'm very happy that you decided 844 00:33:39,069 --> 00:33:40,840 to end up asking Eric to come. 845 00:33:40,940 --> 00:33:42,342 I think it's the right call. 846 00:33:42,442 --> 00:33:44,647 - I'm very proud of you. - I agree. Thank you. 847 00:33:44,648 --> 00:33:45,950 I did everything I could. 848 00:33:46,050 --> 00:33:47,953 I worked so hard for the renovation. 849 00:33:47,954 --> 00:33:49,355 I did everything he asked me, 850 00:33:49,356 --> 00:33:53,197 because I need him to see what I'm capable of. 851 00:33:54,133 --> 00:33:55,903 One of my big rules in business is that 852 00:33:55,904 --> 00:33:59,210 if you don't know your numbers, you don't know your business. 853 00:33:59,310 --> 00:34:00,613 From payroll to payments, 854 00:34:00,713 --> 00:34:03,317 from business tax to categorizing expenses, 855 00:34:03,318 --> 00:34:06,724 Intuit QuickBooks has it all on one platform. 856 00:34:06,725 --> 00:34:09,129 I'm working with Cristina at Healthy Italia, 857 00:34:09,229 --> 00:34:11,233 a cooking school and marketplace, 858 00:34:11,234 --> 00:34:13,505 to try to find ways to use analytics 859 00:34:13,506 --> 00:34:15,742 to drive her business to profitability. 860 00:34:15,743 --> 00:34:18,381 QuickBooks makes it easy for me to recognize 861 00:34:18,481 --> 00:34:20,018 where the opportunities are. 862 00:34:20,118 --> 00:34:22,757 I'm not just looking for businesses to survive. 863 00:34:22,857 --> 00:34:24,861 I expect them to thrive. 864 00:34:30,105 --> 00:34:32,643 I'm back at Healthy Italia after a month 865 00:34:32,644 --> 00:34:36,115 of working on the people, the process, and the product. 866 00:34:36,116 --> 00:34:38,421 For me, the real question is, 867 00:34:38,522 --> 00:34:40,224 have enough changes been made 868 00:34:40,225 --> 00:34:43,699 where real money can be invested in this concept? 869 00:34:45,468 --> 00:34:47,271 Welcome back. 870 00:34:47,272 --> 00:34:48,841 Why does everybody seem so tired? 871 00:34:50,279 --> 00:34:52,016 We're tired, man. Today's the big reveal. 872 00:34:52,116 --> 00:34:53,785 It's been a lot. 873 00:34:53,885 --> 00:34:55,555 This really came out nice. 874 00:34:55,556 --> 00:34:58,861 Basically, the idea was to build a wall of freezer 875 00:34:58,862 --> 00:35:00,865 and refrigerators that all match. 876 00:35:00,866 --> 00:35:03,705 Then we got a bigger refrigerator 877 00:35:03,706 --> 00:35:05,275 for the fresh prepared food. 878 00:35:05,375 --> 00:35:07,313 Can we talk about the storage? 879 00:35:07,413 --> 00:35:08,948 This was the pots and pans land. 880 00:35:08,949 --> 00:35:12,591 Exactly. We had an artist come in to hand-paint the walls. 881 00:35:12,691 --> 00:35:14,827 So you've essentially built a stock room. 882 00:35:14,927 --> 00:35:18,167 You don't imagine, like, how much you can put here. 883 00:35:18,168 --> 00:35:19,804 - A lot more bread. - Yeah. 884 00:35:19,805 --> 00:35:22,076 - Now we freshly bake it. - So we got, we get it-- 885 00:35:22,176 --> 00:35:23,845 - Oh, you're doing it here? - Yes. 886 00:35:23,846 --> 00:35:26,752 It's also cross-promoting, because if we take it from here 887 00:35:26,852 --> 00:35:29,924 and we serve it in the class, then they know that we sell it. 888 00:35:30,024 --> 00:35:31,461 - That's right. - There. Got it! 889 00:35:31,562 --> 00:35:33,197 - Got my high-five. - So we've kind of figured out 890 00:35:33,297 --> 00:35:35,200 the connection between the kitchen and here, 891 00:35:35,201 --> 00:35:36,737 - back and forth. - Yeah. 892 00:35:36,738 --> 00:35:38,006 And now you can tell 893 00:35:38,007 --> 00:35:40,045 that story all the way out the door. 894 00:35:40,145 --> 00:35:41,882 And it now feels like the proper assortment, 895 00:35:41,982 --> 00:35:45,454 the right amount of stuff, the right margin profile, 896 00:35:45,455 --> 00:35:47,359 and the right revenue profile. 897 00:35:47,459 --> 00:35:50,431 I'm very happy about what Marcus is saying 898 00:35:50,432 --> 00:35:54,706 because I did everything he asked me, but in my way. 899 00:35:54,707 --> 00:35:57,547 He raised my standards, and it's beautiful. 900 00:35:58,481 --> 00:36:01,353 Did you do those virtual interviews on ZipRecruiter? 901 00:36:01,453 --> 00:36:03,859 The tool that they have is actually beautiful. 902 00:36:03,959 --> 00:36:05,862 Like, it worked perfectly for us. 903 00:36:05,863 --> 00:36:09,270 It sets up an appointment, like, you can decide the date, 904 00:36:09,370 --> 00:36:12,476 the time, and then whoever applied for the position 905 00:36:12,577 --> 00:36:15,015 can schedule the appointment with you on that day. 906 00:36:15,115 --> 00:36:18,187 And you just talk like a couple of minutes, you get the vibe. 907 00:36:18,188 --> 00:36:20,224 And I knew that when I was seeing them, 908 00:36:20,225 --> 00:36:21,860 they were qualified candidates. 909 00:36:21,861 --> 00:36:24,934 Okay. How have you been able to advance 910 00:36:24,935 --> 00:36:27,471 or modify your own life 911 00:36:27,472 --> 00:36:32,247 while your professional life became more stable and secure? 912 00:36:32,248 --> 00:36:35,387 I have more balance, a little bit more balance, 913 00:36:35,388 --> 00:36:37,392 and not just work, work, work, work. 914 00:36:37,492 --> 00:36:39,663 I think Marcus wants us to make a dating profile. 915 00:36:39,664 --> 00:36:42,735 We'll make the dating profile. There it is. Okay? 916 00:36:42,736 --> 00:36:44,139 Look at that. 917 00:36:44,239 --> 00:36:47,612 - Executive decision. - Executive decision made. 918 00:36:47,613 --> 00:36:49,215 But I mean that in all sincerity, 919 00:36:49,216 --> 00:36:51,520 because everybody here 920 00:36:51,521 --> 00:36:54,661 wants more for you, as a human. 921 00:36:54,761 --> 00:36:56,565 - I'm working on it. - How are we doing that? 922 00:36:56,665 --> 00:36:58,635 Like, what are the things that we're doing? 923 00:36:58,636 --> 00:37:00,673 I'm gonna say the idea. I'm gonna... 924 00:37:00,773 --> 00:37:02,374 She's gonna put it out in the universe. 925 00:37:02,375 --> 00:37:04,013 The universe is gonna help me. 926 00:37:04,113 --> 00:37:05,716 So, every year I have to teach 927 00:37:05,817 --> 00:37:07,452 - at Mother's Day. - This is so good. 928 00:37:07,553 --> 00:37:09,823 Because nobody wants to work at Mother's Day. 929 00:37:09,824 --> 00:37:12,563 And we have a customer that every year, calls, 930 00:37:12,663 --> 00:37:14,333 because she wants me to teach on Mother's Day. 931 00:37:14,433 --> 00:37:16,136 I'm like, "It's the last time. 932 00:37:16,137 --> 00:37:18,373 "Because next year I'm gonna be a mom. 933 00:37:18,374 --> 00:37:20,979 - "So I'm not gonna teach." - Done. 934 00:37:22,416 --> 00:37:25,756 - Executive decision made. - Executive decision. 935 00:37:28,562 --> 00:37:30,699 I think we should go sit down as a group 936 00:37:30,799 --> 00:37:34,807 and we should talk about what happens next. 937 00:37:35,576 --> 00:37:37,278 - Sure. - Are you okay with that? 938 00:37:37,279 --> 00:37:38,782 Mm-hmm. 939 00:37:41,153 --> 00:37:42,857 Cristina and her team have worked hard 940 00:37:42,957 --> 00:37:45,996 to improve the people, the process, and the product. 941 00:37:45,997 --> 00:37:48,468 And now that I've seen what they're capable of, 942 00:37:48,569 --> 00:37:50,137 I want to try something different. 943 00:37:50,138 --> 00:37:52,008 Something I know they're not expecting. 944 00:37:53,043 --> 00:37:54,580 The three of you are very different 945 00:37:54,581 --> 00:37:56,550 in terms of your background, 946 00:37:56,551 --> 00:37:59,188 and the work ethic that the three of you have. 947 00:37:59,189 --> 00:38:01,461 And the aptitude that you have. 948 00:38:01,562 --> 00:38:04,667 I don't see it, kind of, ever. 949 00:38:06,204 --> 00:38:08,508 Normally I would invest in the business. 950 00:38:08,609 --> 00:38:10,880 And it'd be like, "Oh, okay, I invested in a small business, 951 00:38:10,980 --> 00:38:13,251 "and everybody's great, and everything's fine." 952 00:38:13,351 --> 00:38:15,556 But I want to go big here. 953 00:38:17,359 --> 00:38:19,564 So, I have a job offer. 954 00:38:19,664 --> 00:38:20,867 Oh! 955 00:38:20,967 --> 00:38:22,971 Wow. 956 00:38:23,939 --> 00:38:26,844 So, you know that I took over Bed Bath & Beyond, 957 00:38:26,845 --> 00:38:30,953 and we own a concept called Our Table. 958 00:38:31,655 --> 00:38:35,361 So, I would like to offer you a position 959 00:38:35,461 --> 00:38:37,533 to lead the development, 960 00:38:37,633 --> 00:38:41,675 and be the general manager over the entire concept 961 00:38:41,775 --> 00:38:44,781 for the entire public company. 962 00:38:44,881 --> 00:38:47,384 Where we could develop this concept 963 00:38:47,385 --> 00:38:49,791 across different nationalities, 964 00:38:49,891 --> 00:38:52,563 by picking locations across the country. 965 00:38:52,663 --> 00:38:57,540 It's a $175,000 base salary, up to a $175,000 bonus. 966 00:38:57,640 --> 00:39:01,782 And 10% equity in the Our Table concept, 967 00:39:01,882 --> 00:39:05,388 which is a combination of what we do well and what you do well. 968 00:39:05,488 --> 00:39:08,394 Angela oversees the kitchen operations 969 00:39:08,494 --> 00:39:09,663 for our whole concept. 970 00:39:09,664 --> 00:39:11,667 And Susan oversees the operations. 971 00:39:11,668 --> 00:39:14,540 And you keep the ownership of this location. 972 00:39:14,641 --> 00:39:16,743 All the money that you make from it, 973 00:39:16,744 --> 00:39:18,280 and everything. 974 00:39:18,281 --> 00:39:20,720 Where do we sign? 975 00:39:20,820 --> 00:39:23,290 It's finally this moment that we've been waiting for. 976 00:39:23,291 --> 00:39:25,060 And frankly, I thought the whole deal 977 00:39:25,061 --> 00:39:27,566 would have been buying a piece of Healthy Italia. 978 00:39:27,666 --> 00:39:29,470 Completely is not that. 979 00:39:29,571 --> 00:39:32,375 It's a bigger step for all of us. 980 00:39:33,278 --> 00:39:35,013 I know you didn't expect this. 981 00:39:35,014 --> 00:39:36,985 No, I would love to. 982 00:39:38,287 --> 00:39:39,389 There always comes the "but." 983 00:39:39,390 --> 00:39:41,660 - I know, like, "But?" - "But." 984 00:39:41,661 --> 00:39:44,099 But what I'm trying to understand is, 985 00:39:44,200 --> 00:39:49,911 all of this concept is being built on a concept that I bring. 986 00:39:50,011 --> 00:39:51,180 Kind of. 987 00:39:51,280 --> 00:39:53,351 I would say that the concept of Our Table 988 00:39:53,451 --> 00:39:55,955 is loosely inspired 989 00:39:55,956 --> 00:39:59,764 by the concept that you developed. 990 00:39:59,864 --> 00:40:04,439 So, my thing is, how much do we value the concept 991 00:40:04,541 --> 00:40:06,276 that I'm bringing? 992 00:40:06,277 --> 00:40:08,447 I want to increase my equity in the... 993 00:40:08,448 --> 00:40:10,351 - Concept? - ...in the concept. 994 00:40:10,451 --> 00:40:15,027 So, 10% of equity doesn't feel like enough. 995 00:40:15,361 --> 00:40:16,429 No. 996 00:40:17,733 --> 00:40:19,236 I'm fine if we want to start here. 997 00:40:19,336 --> 00:40:21,573 I would like this to be a starting point. 998 00:40:21,574 --> 00:40:23,443 I can't do that. 999 00:40:23,444 --> 00:40:24,781 It's something that I created. 1000 00:40:24,881 --> 00:40:27,787 It's like, I'm giving you my everything. 1001 00:40:27,887 --> 00:40:30,725 I want to give you more, but I don't... 1002 00:40:30,726 --> 00:40:32,663 - Know how. - No, I know how. 1003 00:40:32,763 --> 00:40:34,266 I don't agree with it. 1004 00:40:41,213 --> 00:40:43,985 It's like, I have this creation, 1005 00:40:44,085 --> 00:40:46,456 and I'm just discounting it. 1006 00:40:46,457 --> 00:40:47,859 That's the feeling. 1007 00:40:47,860 --> 00:40:49,630 I want to be as polite as I could be, 1008 00:40:49,730 --> 00:40:51,634 - but as direct as I could be. - Yeah, go, go. 1009 00:40:51,635 --> 00:40:53,672 - It's a cooking school. - I get it. 1010 00:40:53,772 --> 00:40:56,176 And you didn't develop the concept of cooking school, 1011 00:40:56,276 --> 00:40:59,348 and you didn't develop the concept of a retail store. 1012 00:40:59,349 --> 00:41:01,821 What I see in you is the ability 1013 00:41:01,921 --> 00:41:04,528 to take something that somebody else created 1014 00:41:04,628 --> 00:41:07,532 long before all of us, and you made it better. 1015 00:41:07,533 --> 00:41:09,937 That maybe is where we have a disconnect, 1016 00:41:10,037 --> 00:41:12,643 that it's your execution, and your work ethic, 1017 00:41:12,743 --> 00:41:15,549 and your intelligence that I'm putting value on, 1018 00:41:15,649 --> 00:41:17,753 not the cooking school. 1019 00:41:17,754 --> 00:41:19,824 So I think the struggle that I'm having, 1020 00:41:19,924 --> 00:41:21,561 and I had it when I put this together, 1021 00:41:21,662 --> 00:41:23,496 is like, I'm not buying the business, 1022 00:41:23,497 --> 00:41:25,200 and you didn't invent anything. 1023 00:41:25,201 --> 00:41:27,639 - I-- I get it. - There's nothing proprietary 1024 00:41:27,640 --> 00:41:30,411 about it other than one, two, three. 1025 00:41:30,513 --> 00:41:31,714 That's the value. 1026 00:41:31,814 --> 00:41:33,518 Do you agree that you don't want to sell 1027 00:41:33,519 --> 00:41:34,854 - your business? - I agree. 1028 00:41:34,954 --> 00:41:36,791 Okay, and do you agree that what you have 1029 00:41:36,792 --> 00:41:39,295 is unique, but not proprietary? 1030 00:41:39,296 --> 00:41:40,565 - I agree. - Okay. 1031 00:41:40,566 --> 00:41:42,804 And then, if it doesn't work? 1032 00:41:43,705 --> 00:41:46,409 I lose my money, but you didn't lose your business, 1033 00:41:46,410 --> 00:41:47,812 and you got paid to do it. 1034 00:41:47,813 --> 00:41:50,418 The risk is squarely on me. 1035 00:41:50,519 --> 00:41:52,222 In his point of view, he's bringing much more 1036 00:41:52,322 --> 00:41:55,561 to the table than needs to be considered than what I thought, 1037 00:41:55,562 --> 00:41:57,798 and I see where he's coming from. 1038 00:41:57,799 --> 00:41:59,838 So I'm starting to think that, you know what, Cristina? 1039 00:41:59,938 --> 00:42:02,610 It's everything I wanted. Everything. 1040 00:42:02,710 --> 00:42:05,147 Because to me, it's never about a number, 1041 00:42:05,148 --> 00:42:06,584 and it's never about money. 1042 00:42:06,585 --> 00:42:09,122 I-- I-- I like this. 1043 00:42:09,222 --> 00:42:12,763 Now you want that deal. Shall we just come back to that? 1044 00:42:12,863 --> 00:42:14,566 You're breaking my balls. I love it. 1045 00:42:15,836 --> 00:42:17,338 - Get used to it. - It's started now. 1046 00:42:17,438 --> 00:42:20,444 Get used to it. Okay. 1047 00:42:20,545 --> 00:42:21,847 - Okay. - Awesome. 1048 00:42:21,848 --> 00:42:23,584 - We got a deal. - Finally. 1049 00:42:23,585 --> 00:42:25,387 I don't think I processed it yet. 1050 00:42:25,388 --> 00:42:29,328 It's like, everything I've done so far is paying off. 1051 00:42:29,329 --> 00:42:32,001 And now I'm building the life 1052 00:42:32,002 --> 00:42:34,506 that is going to allow me to have a family. 1053 00:42:34,507 --> 00:42:38,615 It's priceless. I cannot dream of anything more than this. 1054 00:42:38,715 --> 00:42:42,454 Experiential retail is the future of retail. 1055 00:42:42,455 --> 00:42:44,593 The key to making a great investment 1056 00:42:44,594 --> 00:42:46,931 is to invest in the right people. 1057 00:42:47,032 --> 00:42:48,635 People who are willing to tighten up, 1058 00:42:48,735 --> 00:42:50,739 and modify their process. 1059 00:42:50,839 --> 00:42:53,711 With this team, and my ability to pair them 1060 00:42:53,712 --> 00:42:55,650 with a great infrastructure, 1061 00:42:55,750 --> 00:42:58,587 the scalability and growth of this concept 1062 00:42:58,588 --> 00:43:00,358 could be unbelievable. 1063 00:43:00,458 --> 00:43:02,129 - How do you feel? - Great.