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 [bleep] 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 00:01:09,973 --> 00:01:11,710 ♪ 35 00:01:13,881 --> 00:01:17,354 [energetic music] 36 00:01:20,260 --> 00:01:22,398 - Well, hello. - How's it going? 37 00:01:22,498 --> 00:01:24,903 - I'm Marcus. - Nice to meet you, I'm Bobby. 38 00:01:25,003 --> 00:01:26,539 - Bobby. - Kevin. 39 00:01:26,540 --> 00:01:28,409 - Kevin, nice to meet you guys. - Nice to meet you. Yeah. 40 00:01:28,410 --> 00:01:30,714 So, Sauce Bae is a health-focused food brand 41 00:01:30,715 --> 00:01:32,919 that I started in 2017. 42 00:01:33,019 --> 00:01:34,253 Out of my parents' kitchen, actually. 43 00:01:34,254 --> 00:01:36,594 When I was 21, I was hospitalized 44 00:01:36,694 --> 00:01:38,598 and later diagnosed with ulcerative colitis, 45 00:01:38,698 --> 00:01:40,902 it's an autoimmune disease where your immune system 46 00:01:41,002 --> 00:01:42,236 is attacking your colon. 47 00:01:42,237 --> 00:01:44,041 And I was able to finally reclaim my health 48 00:01:44,141 --> 00:01:45,744 through clean eating. 49 00:01:45,745 --> 00:01:47,280 I want to put out products 50 00:01:47,281 --> 00:01:50,153 that not only taste better, but are better for you. 51 00:01:50,154 --> 00:01:53,159 The first product I launched was the pineapple, 52 00:01:53,259 --> 00:01:55,429 habanero, and turmeric-infused hot sauce. 53 00:01:55,430 --> 00:01:57,467 And then, from there, we added some more flavors, 54 00:01:57,568 --> 00:01:59,304 and then we actually expanded into raw honey. 55 00:01:59,405 --> 00:02:00,908 So, we're not just a hot sauce brand, 56 00:02:00,909 --> 00:02:03,680 we plan to be, like, much more. 57 00:02:03,681 --> 00:02:05,751 So this is something that you can put 58 00:02:05,752 --> 00:02:07,421 a pretty good amount. 59 00:02:09,292 --> 00:02:10,762 - This is really good. - Thank you. 60 00:02:10,862 --> 00:02:13,065 - But I gotta be honest, there's sauces everywhere. 61 00:02:13,066 --> 00:02:15,304 - Yeah. - It's one of the most crowded, 62 00:02:15,404 --> 00:02:18,309 - competitive spaces, period. - Yeah. 63 00:02:18,310 --> 00:02:20,347 - Business okay today? 64 00:02:21,048 --> 00:02:23,788 - Be honest. - I have no capital. 65 00:02:23,888 --> 00:02:25,057 - Zero? - None, none. 66 00:02:25,157 --> 00:02:27,094 [tense music] 67 00:02:27,194 --> 00:02:29,332 - I love your story, but at some moment in time, 68 00:02:29,432 --> 00:02:31,637 all these products need to make money. 69 00:02:31,737 --> 00:02:34,575 So, which one are you going to be stunty with, 70 00:02:34,576 --> 00:02:36,813 that's gonna put you back on the map? 71 00:02:37,181 --> 00:02:38,349 - It's right here. 72 00:02:38,450 --> 00:02:40,387 - No one is doing anything like this. 73 00:02:40,487 --> 00:02:42,123 Cookie dough raw honey. 74 00:02:42,124 --> 00:02:44,361 You talk about stunt marketing, I mean, the slogan on this is, 75 00:02:44,362 --> 00:02:46,433 "Oh baby, I like it raw." 76 00:02:47,234 --> 00:02:49,036 - And how much money do you need to do something 77 00:02:49,037 --> 00:02:50,373 with the cookie dough honey thing? 78 00:02:50,473 --> 00:02:52,512 - I would need probably, like, 12,000 79 00:02:52,612 --> 00:02:54,046 to do, like, a decent production. 80 00:02:54,047 --> 00:02:55,316 - I'm gonna loan you 12,000 bucks. 81 00:02:55,317 --> 00:02:57,087 - Okay. - But you have to agree 82 00:02:57,088 --> 00:02:58,455 that if this doesn't work, 83 00:02:58,456 --> 00:02:59,892 you're going to find a new path. 84 00:02:59,893 --> 00:03:01,729 I believe in what you're doing, but I also feel 85 00:03:01,730 --> 00:03:03,266 there's a moment where you gotta cut bait. 86 00:03:03,366 --> 00:03:07,473 - Yeah. - One thing, not 20 things. 87 00:03:07,474 --> 00:03:09,110 - One. - No, I agree, I agree. 88 00:03:09,111 --> 00:03:10,245 - So... 89 00:03:10,246 --> 00:03:12,586 [dramatic music] 90 00:03:12,686 --> 00:03:14,021 [Kevin sighs] 91 00:03:14,523 --> 00:03:16,258 - No, I'm sorry, I have to turn it down. 92 00:03:16,259 --> 00:03:17,661 - Okay. - Yeah. 93 00:03:17,662 --> 00:03:19,631 - Listen, I've made these same mistakes. 94 00:03:19,632 --> 00:03:22,104 - Yeah. - I only recognize my own 95 00:03:22,204 --> 00:03:23,606 failures on the table. 96 00:03:23,607 --> 00:03:26,279 - I believe that I could do this, 97 00:03:26,379 --> 00:03:27,748 - and so-- - Okay. 98 00:03:27,749 --> 00:03:30,120 - All right, I appreciate you. - Thank you. 99 00:03:30,220 --> 00:03:31,990 [upbeat music] 100 00:03:32,090 --> 00:03:33,961 - Yo, I'm so nervous. 101 00:03:35,264 --> 00:03:36,700 - Hey there! I'm Marcus. - Hello. Hi. 102 00:03:36,800 --> 00:03:38,671 - I'm Christy. Yeah. - Christy, nice to meet you. 103 00:03:38,771 --> 00:03:40,441 - Ivan. Pleasure. - Ivan, nice to meet you. 104 00:03:40,542 --> 00:03:41,810 - Aaron. A pleasure. - Aaron. 105 00:03:41,910 --> 00:03:43,447 - Hi, Marcus, I'm Jill, nice to meet you. 106 00:03:43,548 --> 00:03:45,284 - Jill, how are you? - We are Little Giants. 107 00:03:45,384 --> 00:03:48,156 We're co-founders. We started the brand online first, 108 00:03:48,256 --> 00:03:51,195 and then we did a pop-up in Dumbo, Brooklyn. 109 00:03:51,295 --> 00:03:53,199 These are our partners in our L.A. store. 110 00:03:53,299 --> 00:03:54,736 - Oh, okay, so you went from New York 111 00:03:54,737 --> 00:03:56,105 - to L.A.? - Yep. 112 00:03:56,106 --> 00:03:57,975 - We had a store here for five years. 113 00:03:57,976 --> 00:03:59,277 - Oh. - And then, um... 114 00:03:59,278 --> 00:04:00,947 we ended up moving to L.A. 115 00:04:00,948 --> 00:04:03,285 - Okay, are you guys nervous? - A little bit. 116 00:04:03,286 --> 00:04:04,556 - Super nervous. - Just a bit. 117 00:04:04,656 --> 00:04:05,991 - Come on, bring it in. - Extremely. 118 00:04:05,992 --> 00:04:08,063 - Bring it in. - [all cheering] 119 00:04:08,163 --> 00:04:09,633 - Woo! - Okay, everybody good? 120 00:04:09,733 --> 00:04:10,901 - Yeah. - Yeah. 121 00:04:11,001 --> 00:04:12,437 - Okay, good. Whew! - Thank you. 122 00:04:12,538 --> 00:04:14,441 - Gosh, I'm less nervous, too. - All right, cool. 123 00:04:14,442 --> 00:04:16,445 - Okay, let's have some fun. - All right. 124 00:04:16,446 --> 00:04:17,983 - Okay. - Okay! 125 00:04:18,083 --> 00:04:20,688 - We are a children's clothing and accessory line. 126 00:04:21,155 --> 00:04:24,460 And we make cool stuff for kids that parents want to wear. 127 00:04:24,461 --> 00:04:27,502 - The idea was to take the adult version of hip-hop, 128 00:04:27,602 --> 00:04:29,172 but make it palatable for kids. 129 00:04:29,272 --> 00:04:31,442 There's infinite potential in every child, 130 00:04:31,543 --> 00:04:35,149 and they need to be looked at not as children, 131 00:04:35,150 --> 00:04:36,486 but as Little Giants, 132 00:04:36,587 --> 00:04:38,456 because they can grow up to change the world. 133 00:04:38,557 --> 00:04:40,325 The inspiration behind it was our child, 134 00:04:40,326 --> 00:04:42,063 you know, our son, Knowledge. 135 00:04:44,803 --> 00:04:46,639 - You got this. Okay? 136 00:04:46,640 --> 00:04:48,208 - Um... 137 00:04:48,209 --> 00:04:50,247 yeah, we have a child with autism, 138 00:04:50,347 --> 00:04:53,854 and, uh, it's rough. 139 00:04:53,954 --> 00:04:57,060 And we're trying to make 140 00:04:57,061 --> 00:04:58,998 clothes that's impactful, 141 00:04:59,098 --> 00:05:01,503 and that has meaning, um, 142 00:05:01,603 --> 00:05:04,808 so that every child feels special wearing it. 143 00:05:04,809 --> 00:05:07,180 [gentle music] 144 00:05:07,181 --> 00:05:09,450 - Besides selling it at the L.A. store, 145 00:05:09,451 --> 00:05:10,487 it's sold online? 146 00:05:10,588 --> 00:05:12,023 - Yes, yes. - Correct. 147 00:05:12,123 --> 00:05:13,960 - And where does the bulk of the revenue come from? 148 00:05:13,961 --> 00:05:15,229 - Online. - Online. 149 00:05:15,230 --> 00:05:17,268 - So last year, how much did you do? 150 00:05:17,368 --> 00:05:19,371 - We did three. - $300,000? 151 00:05:19,471 --> 00:05:20,641 - Yes. - Okay. 152 00:05:20,642 --> 00:05:22,111 And how much does the store do? 153 00:05:22,211 --> 00:05:24,648 - Last year, it did about $65,000. 154 00:05:24,649 --> 00:05:27,421 - How much is your rent there? - $6,000. 155 00:05:27,522 --> 00:05:29,925 - So your rent on an annual basis 156 00:05:29,926 --> 00:05:33,901 - is more than your revenue. - More. 157 00:05:34,001 --> 00:05:35,104 - That's not gonna work. 158 00:05:35,204 --> 00:05:37,106 Can I get a whiteboard, please? 159 00:05:37,107 --> 00:05:38,544 - Okay. 160 00:05:39,011 --> 00:05:40,280 - So, if we were thinking 161 00:05:40,380 --> 00:05:42,552 about a clothing brand, 162 00:05:43,186 --> 00:05:45,791 they would understand online, they would understand retail, 163 00:05:45,892 --> 00:05:47,696 and they would understand wholesale. 164 00:05:47,796 --> 00:05:50,701 Today, you're here, and here. 165 00:05:50,801 --> 00:05:53,540 So, if they thought about their customer base, 166 00:05:53,541 --> 00:05:57,280 here's baby and kids, 167 00:05:57,380 --> 00:06:00,020 tweens, and then adult, 168 00:06:00,120 --> 00:06:02,289 male and female. 169 00:06:02,290 --> 00:06:03,827 So, the bulk of it 170 00:06:03,828 --> 00:06:08,135 is essentially right there, and right here. 171 00:06:08,136 --> 00:06:09,839 So, with that model, 172 00:06:09,939 --> 00:06:13,145 how many more years or months or weeks can you survive? 173 00:06:13,246 --> 00:06:14,548 - The whole year? - Yesterday. What-- 174 00:06:14,549 --> 00:06:15,784 like, what do you mean? 175 00:06:15,785 --> 00:06:17,588 - You gotta do something different. 176 00:06:17,688 --> 00:06:19,458 If this business is going to survive, 177 00:06:19,559 --> 00:06:21,696 it needs to become an online and a wholesale brand. 178 00:06:21,697 --> 00:06:23,332 I think you do need to acknowledge 179 00:06:23,432 --> 00:06:24,970 that the store has to go, you guys can't keep 180 00:06:25,070 --> 00:06:26,706 writing checks every month, it's gonna put 181 00:06:26,806 --> 00:06:29,678 your family in a bad space. 182 00:06:29,679 --> 00:06:32,151 For me, today, this is a no. 183 00:06:32,619 --> 00:06:34,956 But it comes with advice. 184 00:06:35,056 --> 00:06:36,459 I want you to go back home, 185 00:06:36,560 --> 00:06:38,696 and I want you to find a few showrooms, 186 00:06:38,697 --> 00:06:40,934 and I want you to take your line, 187 00:06:40,935 --> 00:06:42,505 they will like it. 188 00:06:43,206 --> 00:06:44,675 Don't get stressed. 189 00:06:44,676 --> 00:06:48,183 I'm giving you a no, but I'm giving you direction. 190 00:06:48,450 --> 00:06:49,886 And then you're going to stay in touch with me, 191 00:06:49,986 --> 00:06:52,423 and we're going to see if that direction works. 192 00:06:52,424 --> 00:06:54,596 - This is sobering, but it, like, 193 00:06:54,696 --> 00:06:56,466 it still feels okay, you know? 194 00:06:56,567 --> 00:06:58,136 - The truth sometimes hurts. 195 00:06:58,236 --> 00:07:00,974 But that doesn't mean that a business can't be reimagined, 196 00:07:00,975 --> 00:07:03,112 and that's really what I want them to do. 197 00:07:03,479 --> 00:07:05,249 - It was nice meeting you. - Thank you. 198 00:07:05,350 --> 00:07:07,989 - But doing the same thing? No more. 199 00:07:08,089 --> 00:07:11,095 [solemn music] 200 00:07:11,763 --> 00:07:14,201 [traditional Italian music] 201 00:07:14,202 --> 00:07:15,637 - Oh, here he comes. 202 00:07:15,638 --> 00:07:17,642 ♪ 203 00:07:17,742 --> 00:07:19,144 - Hello. - Hi, Marcus. 204 00:07:19,145 --> 00:07:21,248 - How are you? - We have a small gift for you. 205 00:07:21,349 --> 00:07:23,318 - Okay. Do you want me to put it on? 206 00:07:23,319 --> 00:07:25,089 - Yes! - Yes, please, put it on. 207 00:07:26,092 --> 00:07:27,359 - Okay. 208 00:07:27,360 --> 00:07:28,763 - We'd like to invite you into our kitchen 209 00:07:28,764 --> 00:07:30,233 - to cook with Cristina. - She's waiting for you. 210 00:07:30,333 --> 00:07:31,536 - Ciao, Marcus. - Well, hello! 211 00:07:31,636 --> 00:07:33,338 - Welcome to Healthy Italia. 212 00:07:33,339 --> 00:07:35,510 - Nice to see you. - Nice to see you again. 213 00:07:35,511 --> 00:07:38,249 I want to say, I've been chasing you for a while. 214 00:07:40,988 --> 00:07:43,960 [upbeat music] 215 00:07:45,196 --> 00:07:47,201 So, are you ready to make some pasta together? 216 00:07:47,301 --> 00:07:49,170 - Yes, but I want to know what the business is. 217 00:07:49,171 --> 00:07:51,609 - Healthy Italia is the name. - Okay. Okay. 218 00:07:51,610 --> 00:07:53,746 - It's an Italian marketplace and cooking school 219 00:07:53,747 --> 00:07:55,249 located in Madison, New Jersey. 220 00:07:55,250 --> 00:07:56,619 - Okay. - We do a retail store 221 00:07:56,620 --> 00:07:58,889 in the front, with specialty products 222 00:07:58,890 --> 00:08:00,760 that I import directly from Italy. 223 00:08:00,761 --> 00:08:02,163 Then we have the cooking school, 224 00:08:02,164 --> 00:08:04,802 where you make everything hands-on from scratch, 225 00:08:04,902 --> 00:08:06,773 and you learn how to cook a delicious Italian meal. 226 00:08:06,774 --> 00:08:08,408 - Okay. - We also do catering, 227 00:08:08,409 --> 00:08:10,680 we do private events for team-building, and-- 228 00:08:10,681 --> 00:08:12,585 - Okay, okay, slow down. - So, this is it. 229 00:08:12,685 --> 00:08:14,087 You asked me what's the business. 230 00:08:14,187 --> 00:08:17,927 - Okay, so, it's an experiential dining experience 231 00:08:17,928 --> 00:08:20,033 where I make the food that I'm gonna eat? 232 00:08:20,133 --> 00:08:21,870 - Mm-hmm. - Oh. 233 00:08:21,970 --> 00:08:23,540 - This is going to be your table, actually. 234 00:08:23,640 --> 00:08:25,077 - That's my table? Okay. 235 00:08:25,177 --> 00:08:27,246 - What we have there is the ingredients to make pasta. 236 00:08:27,247 --> 00:08:28,818 - There is-- - This is exciting. 237 00:08:28,918 --> 00:08:30,654 - I'm so happy you're excited, I know you love to cook. 238 00:08:30,655 --> 00:08:32,323 - We're gonna use the fork... - Okay. 239 00:08:32,324 --> 00:08:33,927 ...and we're going to start mixing all the ingredients. 240 00:08:33,928 --> 00:08:35,598 - What do I do with the stuff on my fork? 241 00:08:35,698 --> 00:08:37,534 - So, just keep going, don't worry about that. 242 00:08:37,535 --> 00:08:38,971 - Okay, hold on. - Like this. 243 00:08:39,071 --> 00:08:41,341 - Are you always this bossy? - Yeah. [laughing] 244 00:08:41,342 --> 00:08:45,282 - Oh. And why did you decide to open this business? 245 00:08:45,283 --> 00:08:47,054 - In Italy, I'm a CPA. But I was-- 246 00:08:47,154 --> 00:08:48,591 - You're a CPA? - Yeah. 247 00:08:48,691 --> 00:08:50,827 - And how about in America, are you also a CPA? 248 00:08:50,828 --> 00:08:52,732 - I worked in a CPA firm for three years, 249 00:08:52,832 --> 00:08:55,605 and then I started my business, so I gave that up. 250 00:08:55,705 --> 00:08:57,239 And I started to think what people would love 251 00:08:57,240 --> 00:09:00,547 and appreciate about Italy, and I thought about food, 252 00:09:00,548 --> 00:09:02,984 so I decided to open this business. 253 00:09:02,985 --> 00:09:05,625 And I started to import products, and combine the idea 254 00:09:05,725 --> 00:09:08,295 of the retail store with the cooking school, 255 00:09:08,296 --> 00:09:09,465 so I would be able to share 256 00:09:09,566 --> 00:09:11,335 my family recipes and traditions. 257 00:09:11,904 --> 00:09:14,575 - Where do they live? - Everybody's home. 258 00:09:14,576 --> 00:09:16,713 - Except you. - Yeah. 259 00:09:16,714 --> 00:09:18,382 - So when I come to take a class there, 260 00:09:18,482 --> 00:09:19,885 - I'm doing it in the kitchen. - Exactly. 261 00:09:19,886 --> 00:09:21,855 - And how many people can you see at one time? 262 00:09:21,856 --> 00:09:23,794 - So, I can get 18 people in the classes. 263 00:09:23,894 --> 00:09:25,765 - And how much does it cost to go? 264 00:09:25,865 --> 00:09:29,604 - An average of $130 per person. 265 00:09:29,605 --> 00:09:30,974 - Really? - Mm-hmm. 266 00:09:30,975 --> 00:09:34,181 Now, we're going to just cut our pasta. 267 00:09:34,281 --> 00:09:36,117 - And when you think about the revenue in the business, 268 00:09:36,118 --> 00:09:38,488 how much of it comes from the shop 269 00:09:38,489 --> 00:09:40,528 versus coming from classes? 270 00:09:40,628 --> 00:09:42,665 - Most of it comes from the classes, 271 00:09:42,765 --> 00:09:45,770 and not from the retail store. 272 00:09:45,771 --> 00:09:49,545 In a month we make an average of $110,000. 273 00:09:49,645 --> 00:09:51,916 The store is, like, $30,000. 274 00:09:51,917 --> 00:09:53,986 - So it's more than a million dollars a year. 275 00:09:53,987 --> 00:09:55,223 - It's 1.3. 276 00:09:55,323 --> 00:09:57,928 - Her business makes money, it's not in trouble. 277 00:09:57,929 --> 00:10:00,233 - Now, we are going to boil it together. 278 00:10:00,333 --> 00:10:03,472 - And one of the important things to understand is that 279 00:10:03,473 --> 00:10:04,641 a business can get stuck. 280 00:10:04,642 --> 00:10:06,345 - Do you like pasta? - I love it. 281 00:10:06,445 --> 00:10:09,819 - Whether it's the systems, whether it's the structure, 282 00:10:09,919 --> 00:10:11,889 it's just understanding what's holding you back. 283 00:10:11,890 --> 00:10:15,930 - I was able to take my idea and my business up to here, 284 00:10:15,931 --> 00:10:18,502 and I gave everything I had. 285 00:10:18,503 --> 00:10:20,407 [dramatic music] 286 00:10:20,508 --> 00:10:21,676 - Here's what we're gonna do. 287 00:10:21,677 --> 00:10:23,546 I see an opportunity here, 288 00:10:23,547 --> 00:10:25,450 but I feel like I need to immerse myself 289 00:10:25,551 --> 00:10:26,786 in your business 290 00:10:26,787 --> 00:10:29,190 to really understand what the layout is, 291 00:10:29,191 --> 00:10:31,229 to really understand what the experience is, 292 00:10:31,329 --> 00:10:33,799 and to think about how you're utilizing your space. 293 00:10:33,800 --> 00:10:36,038 There's a lot of things there. 294 00:10:38,811 --> 00:10:40,714 - I'm looking forward to it. 295 00:10:40,814 --> 00:10:43,285 - Thank you so much. - I'm looking forward to it. 296 00:10:45,156 --> 00:10:48,429 [upbeat music] 297 00:10:49,364 --> 00:10:52,570 I'm here in Madison, New Jersey to visit Cristina 298 00:10:52,571 --> 00:10:54,340 and her employees, in Healthy Italia. 299 00:10:54,341 --> 00:10:57,580 The business generates over a million dollars in revenue, 300 00:10:57,581 --> 00:10:59,417 which is impressive for any business, 301 00:10:59,418 --> 00:11:00,854 especially this size. 302 00:11:00,855 --> 00:11:04,795 [traditional Italian music] 303 00:11:06,633 --> 00:11:08,604 This is beautiful. 304 00:11:08,704 --> 00:11:10,139 - How are you? I'm Marcus. - Hi, I'm Susan. 305 00:11:10,239 --> 00:11:12,010 - Nice to meet you. - Susan, nice to meet you. 306 00:11:12,111 --> 00:11:14,047 There is a lot of beautiful stuff here. 307 00:11:14,147 --> 00:11:15,082 - Thank you. 308 00:11:15,083 --> 00:11:16,886 We only work with small producers 309 00:11:16,986 --> 00:11:18,823 who don't distribute anywhere else in the U.S. 310 00:11:18,824 --> 00:11:20,458 - Do you run the store? 311 00:11:20,459 --> 00:11:22,631 - So, I'm really the event planner. 312 00:11:22,732 --> 00:11:24,902 - Oh. - But I'm here during the day, 313 00:11:25,003 --> 00:11:27,106 and, you know, talk to the customers. 314 00:11:27,107 --> 00:11:29,711 I'm Italian, my parents are from Italy. 315 00:11:29,712 --> 00:11:31,482 - Do you have to be Italian to work here? 316 00:11:31,583 --> 00:11:33,051 - You don't, but I think it helps. 317 00:11:33,052 --> 00:11:34,153 - It does. 318 00:11:34,154 --> 00:11:35,891 Number one in the store would be what? 319 00:11:35,991 --> 00:11:39,331 - This category is probably one or two. 320 00:11:39,431 --> 00:11:41,804 - So, prepared foods, one. - Prepared food. 321 00:11:41,904 --> 00:11:44,041 - Bagged pasta. - Two. 322 00:11:44,141 --> 00:11:46,011 - Olive oil. - Now, go to the bottom. 323 00:11:46,111 --> 00:11:48,749 From the lowest-selling, least effective thing. 324 00:11:48,750 --> 00:11:51,221 - Would be cutlery, all the flatware. 325 00:11:51,321 --> 00:11:52,625 - Okay, why? 326 00:11:52,725 --> 00:11:54,896 - People see this, they think it's beautiful, 327 00:11:54,996 --> 00:11:57,367 they pass this, and then they go here. 328 00:12:09,158 --> 00:12:10,928 - Yes, it's been always the same. 329 00:12:11,028 --> 00:12:12,532 - My impression of Susan 330 00:12:12,632 --> 00:12:14,668 is that she has a very strong opinion, 331 00:12:14,669 --> 00:12:17,273 she's very intelligent, she's very articulate, 332 00:12:17,274 --> 00:12:19,211 and she's very committed to the business. 333 00:12:19,311 --> 00:12:21,181 - Hi, I'm Marcus. - Hi, Marcus. Angela. 334 00:12:21,281 --> 00:12:23,051 - Hey, Angela, how are you? - Nice to see you. 335 00:12:23,052 --> 00:12:24,521 Can you take me into your kitchen? 336 00:12:24,522 --> 00:12:26,058 - Yeah, absolutely, come on in. 337 00:12:26,159 --> 00:12:27,894 - I am the kitchen manager... - Wow. 338 00:12:27,895 --> 00:12:29,932 ...so I pretty much oversee and run everything 339 00:12:29,933 --> 00:12:31,769 - in the kitchen. - Everything involving food. 340 00:12:31,770 --> 00:12:34,608 So, is all the prepared foods made right here? 341 00:12:34,609 --> 00:12:36,444 - It's all made here, yes. - There's no kitchen, like... 342 00:12:36,445 --> 00:12:38,115 - Nope. This is it. - ...surprise kitchen 343 00:12:38,215 --> 00:12:40,051 - in the back? - What you see is what you get. 344 00:12:40,052 --> 00:12:42,222 - Where's all the inventory for, like, the up-front section? 345 00:12:42,223 --> 00:12:45,228 - That's the basement, that's not my department, but-- 346 00:12:45,229 --> 00:12:46,932 - Why do you smile when you say that? 347 00:12:46,933 --> 00:12:48,402 - Because I think somebody's going to show you, 348 00:12:48,503 --> 00:12:49,706 but that's not gonna be me. 349 00:12:49,806 --> 00:12:51,207 - They're going to show me the basement? 350 00:12:51,208 --> 00:12:52,811 - Oh, I'm sure. - Is there something down there? 351 00:12:52,812 --> 00:12:54,949 - I guess you're gonna find out. - Okay. 352 00:12:55,049 --> 00:12:57,655 - Angela's being coy and awkward about this inventory, 353 00:12:57,755 --> 00:13:01,562 and that's never a good sign, it's like an immediate red flag. 354 00:13:01,663 --> 00:13:04,001 I have no idea what I'm about to see. 355 00:13:04,101 --> 00:13:05,637 - Do you wanna just look first? 356 00:13:05,737 --> 00:13:08,309 - I'm just, I'm gonna hang back, to wait for the reaction. 357 00:13:08,409 --> 00:13:09,343 - You first. 358 00:13:09,344 --> 00:13:11,716 - Okay, do I need to brace myself? 359 00:13:11,717 --> 00:13:14,087 - [Susan laughing] - What the [bleep]? 360 00:13:17,861 --> 00:13:19,197 [tense music] 361 00:13:19,297 --> 00:13:20,166 - You first. 362 00:13:20,266 --> 00:13:23,005 - Okay, do I need to brace myself? 363 00:13:24,107 --> 00:13:25,710 - Turn left. - Okay. 364 00:13:25,711 --> 00:13:28,950 [foreboding music] 365 00:13:29,853 --> 00:13:33,192 [dynamic orchestral music] 366 00:13:35,731 --> 00:13:37,499 - What is this? - It's storage. 367 00:13:37,500 --> 00:13:42,043 - Welcome to Healthy Italia. - No, this is unhealthy Italia. 368 00:13:43,513 --> 00:13:44,982 And what is all this stuff? 369 00:13:44,983 --> 00:13:47,152 - Pasta machines. - Pots and pans. 370 00:13:47,153 --> 00:13:49,057 - Utensils. - Tablecloths. 371 00:13:49,157 --> 00:13:51,863 - You have more inventory than a Bed Bath & Beyond store. 372 00:13:51,864 --> 00:13:53,232 - Really? - No. 373 00:13:53,332 --> 00:13:54,166 - Yeah. 374 00:13:54,167 --> 00:13:56,004 What a terrible use of money. 375 00:13:56,104 --> 00:13:57,708 As I walk through this inventory, 376 00:13:57,808 --> 00:14:01,982 it only says one thing to me, you have no merchandise plan. 377 00:14:01,983 --> 00:14:03,920 No strategy of commerce, 378 00:14:04,021 --> 00:14:05,657 of what you're putting on the shelf, 379 00:14:05,757 --> 00:14:07,126 what you expect to sell, 380 00:14:07,127 --> 00:14:10,199 and how you're going to replenish your inventory. 381 00:14:10,901 --> 00:14:13,238 This feels irresponsible to me. 382 00:14:14,040 --> 00:14:16,143 People are gonna think I'm being very tough on you. 383 00:14:16,144 --> 00:14:17,915 Here's the thing. I don't care. 384 00:14:18,015 --> 00:14:19,785 - That's fine. - Because I really believe 385 00:14:19,786 --> 00:14:22,224 you have a great idea. 386 00:14:22,324 --> 00:14:24,395 - Can you guys give us a minute? - Yeah, of course. 387 00:14:24,495 --> 00:14:26,498 - Thank you. - Sure. 388 00:14:27,166 --> 00:14:30,272 - I'm still trying to figure out why you wanted me to come here. 389 00:14:30,273 --> 00:14:31,876 - Really? - Because-- yeah. 390 00:14:31,877 --> 00:14:34,013 Because you know you are so smart. 391 00:14:34,014 --> 00:14:37,320 - What's wrong? - And you know the difference 392 00:14:37,421 --> 00:14:39,759 between what's okay, and what's not. 393 00:14:40,326 --> 00:14:42,797 - You're right. I don't need you to tell me what's wrong. 394 00:14:42,798 --> 00:14:44,801 I need you to tell me how to fix it. 395 00:14:44,802 --> 00:14:46,203 [tense music] 396 00:14:46,204 --> 00:14:49,545 How to fix it, and where I can grow. 397 00:14:50,814 --> 00:14:52,917 - The idea of incorporating retail 398 00:14:52,918 --> 00:14:55,689 into the cooking school is right. 399 00:14:55,690 --> 00:14:57,460 But you think about the inventory 400 00:14:57,561 --> 00:14:58,730 tied up in the basement. 401 00:14:58,830 --> 00:15:00,933 Then you add on the labor that it takes. 402 00:15:00,934 --> 00:15:02,537 This is a losing proposition. 403 00:15:02,538 --> 00:15:04,942 [energetic music] 404 00:15:05,042 --> 00:15:07,146 I want to just be a participant in the class. 405 00:15:07,246 --> 00:15:08,449 - Yes. 406 00:15:09,685 --> 00:15:11,255 - All right, so, to get started, 407 00:15:11,355 --> 00:15:13,961 we're just going to cut off the top part of our tomato. 408 00:15:14,061 --> 00:15:15,397 You want to be careful that you don't take 409 00:15:15,497 --> 00:15:17,099 the tip of your spoon and poke it through, 410 00:15:17,100 --> 00:15:18,737 we don't want to make any holes. 411 00:15:18,837 --> 00:15:20,539 Then we're going to grab our garlic back, 412 00:15:20,540 --> 00:15:22,075 and give it a pop. 413 00:15:22,076 --> 00:15:24,213 We're going to go ahead, and turn our front burner on. 414 00:15:24,214 --> 00:15:26,719 It's the knob on the right, turn it all the way to the left, 415 00:15:26,720 --> 00:15:28,122 it's going to whoosh on. 416 00:15:28,222 --> 00:15:30,593 Have any of you guys made whole branzino before? 417 00:15:30,594 --> 00:15:31,862 - No. - Yes. 418 00:15:31,863 --> 00:15:34,167 - She's amazing. 419 00:15:34,267 --> 00:15:37,206 She's got a really good command of what's happening here. 420 00:15:37,207 --> 00:15:38,942 - You probably noticed that I'm not from Italy, 421 00:15:38,943 --> 00:15:41,515 by my lack of accent, I'm actually a Midwest girl, 422 00:15:41,516 --> 00:15:43,484 and I was a stay-at-home mom for 14 years. 423 00:15:43,485 --> 00:15:45,823 What I knew I wanted to do, leaving my kids every day, 424 00:15:45,824 --> 00:15:47,493 is I wanted to do what made me happy. 425 00:15:47,494 --> 00:15:50,166 - I would say the experience feels easy, 426 00:15:50,266 --> 00:15:53,305 it feels clear, and we'll see what happens. 427 00:15:53,405 --> 00:15:55,443 - You guys can go ahead and plate your Marsala, 428 00:15:55,544 --> 00:15:58,348 and then head to your tables in the storefront to enjoy. 429 00:15:59,384 --> 00:16:02,892 - Do you guys make money when stuff up there sells? 430 00:16:03,259 --> 00:16:05,429 - No, but I don't want it to-- 431 00:16:05,530 --> 00:16:07,668 I don't want everybody to be pushy. 432 00:16:07,768 --> 00:16:09,137 I don't want to sound pushy. 433 00:16:09,237 --> 00:16:11,275 I don't want people to feel like 434 00:16:11,375 --> 00:16:13,045 they're being forced into something. It's very organic. 435 00:16:13,145 --> 00:16:14,515 - Have you had feedback about that? 436 00:16:14,615 --> 00:16:15,850 - No. No. 437 00:16:15,851 --> 00:16:17,453 - So how do you know how far you can go? 438 00:16:17,554 --> 00:16:20,059 - Because it's organic when it's just being used here. 439 00:16:20,159 --> 00:16:22,897 It's an organic sales pitch, versus being pushy 440 00:16:22,898 --> 00:16:25,135 because somebody wants to make money. 441 00:16:25,136 --> 00:16:27,139 - It's almost like nobody in the building, 442 00:16:27,140 --> 00:16:29,077 including Angela, has bought in, 443 00:16:29,177 --> 00:16:31,481 in the importance of generating revenue up front. 444 00:16:31,583 --> 00:16:33,352 "Oh, I don't wanna-- it's too pushy. 445 00:16:33,452 --> 00:16:35,824 "I don't want to sell, I don't--" 446 00:16:35,924 --> 00:16:37,694 It's like, well, then, what are we doing? 447 00:16:37,794 --> 00:16:40,165 I love experiential things. 448 00:16:40,166 --> 00:16:44,006 I thought this was exceptionally well done today. 449 00:16:44,007 --> 00:16:47,714 But you guys are doing an awful job 450 00:16:47,715 --> 00:16:51,187 of marketing the front of the store in the kitchen. 451 00:16:51,188 --> 00:16:53,326 I didn't feel like you were ever 452 00:16:53,426 --> 00:16:56,465 even subtly selling me anything. 453 00:16:56,566 --> 00:16:59,202 - I do think that we do do it subtly. 454 00:16:59,203 --> 00:17:00,873 I do agree with you, though, that there could be-- 455 00:17:00,874 --> 00:17:03,947 - What did you subtly do, besides show me a scratched pot? 456 00:17:04,748 --> 00:17:07,521 And I appreciate you wanting to find the balance 457 00:17:07,622 --> 00:17:10,126 between commerce, and the experience. 458 00:17:10,226 --> 00:17:11,595 People aren't gonna be offended 459 00:17:11,596 --> 00:17:14,234 with subtle integrations of things, they're not. 460 00:17:14,334 --> 00:17:16,972 Consumers can smell a lack of confidence 461 00:17:16,973 --> 00:17:20,345 in what you're actually trying to generate in terms of revenue. 462 00:17:20,346 --> 00:17:22,183 I have to find out what's causing that, 463 00:17:22,184 --> 00:17:23,820 and we have to correct it. 464 00:17:24,221 --> 00:17:26,692 What's going on with your self-confidence? 465 00:17:26,693 --> 00:17:29,197 - [laughing] I don't know. 466 00:17:29,799 --> 00:17:32,504 No, I-- I think it, I-- 467 00:17:32,505 --> 00:17:34,274 - What's going on with your self-confidence? 468 00:17:34,374 --> 00:17:36,245 I just want to stay on that topic. 469 00:17:36,345 --> 00:17:39,384 What are you not confident in about yourself? 470 00:17:39,484 --> 00:17:41,988 - Every person out there that's going to say, 471 00:17:41,989 --> 00:17:43,760 "why is she at Healthy Italia?" 472 00:17:45,029 --> 00:17:46,532 - Really? - Of course. 473 00:17:46,633 --> 00:17:48,670 Like, I don't fit the bill of healthy. 474 00:17:48,770 --> 00:17:51,241 - What does that mean? - Because I don't fit the bill. 475 00:17:51,242 --> 00:17:53,445 Like-- like, it's... 476 00:17:54,582 --> 00:17:55,849 - Okay. 477 00:17:55,850 --> 00:17:59,190 [tense music] 478 00:18:03,599 --> 00:18:04,535 [tense music] 479 00:18:04,635 --> 00:18:06,404 - I don't fit the bill of healthy. 480 00:18:06,405 --> 00:18:08,910 - What does that mean? - Because I don't fit the bill. 481 00:18:09,010 --> 00:18:11,146 - Like... - Okay. 482 00:18:11,147 --> 00:18:13,785 [tense music] 483 00:18:13,786 --> 00:18:16,290 What if nobody sees you the way you see yourself? 484 00:18:16,291 --> 00:18:18,795 - [chuckling] I might be okay with that. 485 00:18:18,796 --> 00:18:20,934 - And honestly, anybody that feels that way about you 486 00:18:21,034 --> 00:18:24,006 - can [bleep] off. - Well, right, but-- 487 00:18:24,107 --> 00:18:25,910 - The way that you feel about yourself 488 00:18:25,911 --> 00:18:29,416 is never gonna change unless you change your own perspective 489 00:18:29,417 --> 00:18:30,987 - about who you are. - Right. 490 00:18:30,988 --> 00:18:33,291 - Cristina and the team at Healthy Italia 491 00:18:33,292 --> 00:18:36,130 clearly want to grow their revenue and their profitability, 492 00:18:36,131 --> 00:18:38,302 and a higher degree of confidence or conviction 493 00:18:38,402 --> 00:18:41,341 means a higher degree of conversion to sale. 494 00:18:42,043 --> 00:18:46,017 [dramatic music] 495 00:18:46,018 --> 00:18:48,187 - Morning, morning. - Morning. 496 00:18:48,188 --> 00:18:50,927 - Okay, I want to start with the financials. 497 00:18:51,027 --> 00:18:52,329 - Okay. 498 00:18:52,330 --> 00:18:53,800 - Can I pause and get glasses, real quick? 499 00:18:53,900 --> 00:18:55,336 - Yeah. - Okay. 500 00:18:55,436 --> 00:18:58,040 - Yeah, I also have my glasses in the back. 501 00:18:58,041 --> 00:18:59,444 - Okay, you can get your glasses. 502 00:18:59,545 --> 00:19:02,618 - I don't need glasses yet. - Lucky you. 503 00:19:02,718 --> 00:19:05,757 - Do you see a career opportunity here, 504 00:19:05,758 --> 00:19:07,060 or do you even want that? 505 00:19:07,160 --> 00:19:09,063 - First, I was an equity research analyst. 506 00:19:09,064 --> 00:19:10,465 - For a big firm? - Yes. 507 00:19:10,466 --> 00:19:12,336 - You essentially did the due diligence... 508 00:19:12,436 --> 00:19:13,639 - Yes. - ...for everybody 509 00:19:13,740 --> 00:19:15,341 - that would ever invest. - Correct. 510 00:19:15,342 --> 00:19:17,480 If you could just take your brain 511 00:19:17,581 --> 00:19:19,519 - that knows that really well... - Sure. 512 00:19:19,619 --> 00:19:21,823 - ...and look at this business the exact same way. 513 00:19:21,923 --> 00:19:23,191 - Okay. - Did you know 514 00:19:23,192 --> 00:19:24,494 - that she did that before? - Mm-hmm. 515 00:19:24,595 --> 00:19:27,266 You should live in her head every day, 516 00:19:27,366 --> 00:19:29,570 because she's essentially telling people 517 00:19:29,571 --> 00:19:33,077 who have their money, to do this or don't do this, 518 00:19:33,078 --> 00:19:34,848 based on all of the work that she does. 519 00:19:34,849 --> 00:19:38,222 Like, the fact that you have that on your team 520 00:19:38,322 --> 00:19:40,593 is kind of ridiculous. 521 00:19:41,261 --> 00:19:43,599 - We don't dig into this enough, I think that-- 522 00:19:43,600 --> 00:19:46,639 - "We" who? - Collectively, us. 523 00:19:46,739 --> 00:19:50,379 It's very hard to pull myself out of the day-to-day. 524 00:19:50,380 --> 00:19:53,252 Like, I'm in deep with events and customers, 525 00:19:53,352 --> 00:19:55,255 and, like, I can't step away, 526 00:19:55,256 --> 00:19:58,295 because we just don't have the hands yet 527 00:19:58,396 --> 00:19:59,698 to let me do that. 528 00:19:59,699 --> 00:20:01,402 - What an absolute, 529 00:20:01,503 --> 00:20:04,240 terrible waste of her talent. 530 00:20:04,241 --> 00:20:07,647 I think that Susan is starving for direction. 531 00:20:07,648 --> 00:20:11,688 Total income is $1,353,000 last year. 532 00:20:11,689 --> 00:20:14,260 So, $1,064,000 533 00:20:14,361 --> 00:20:17,033 of the $1,353,000 534 00:20:17,133 --> 00:20:20,740 got generated from this class, this way. 535 00:20:22,578 --> 00:20:25,917 - Staffing the kitchen has been the biggest struggle. 536 00:20:26,886 --> 00:20:28,590 - We get candidates. - Okay. 537 00:20:28,690 --> 00:20:30,024 - We get unqualified candidates. 538 00:20:30,025 --> 00:20:31,160 - You get unqualified candidates. 539 00:20:31,161 --> 00:20:32,563 - Correct. - Perfect. 540 00:20:32,564 --> 00:20:34,468 - Are you on a dating app? - Yeah, yeah. 541 00:20:34,569 --> 00:20:36,706 - How did you describe yourself? - Who I am? 542 00:20:36,806 --> 00:20:38,442 I don't remember, but for-- I think it's like-- 543 00:20:38,543 --> 00:20:40,279 - Well, how would you describe yourself today? 544 00:20:40,379 --> 00:20:44,020 - Goal-oriented, hard worker, dreamer. 545 00:20:44,387 --> 00:20:45,523 - That's the ad. 546 00:20:45,524 --> 00:20:47,660 Goal-oriented woman, hard worker, 547 00:20:47,661 --> 00:20:49,164 obsessed with personal growth. 548 00:20:49,264 --> 00:20:51,201 What type of man would be able 549 00:20:51,301 --> 00:20:54,406 to withstand that level of intensity? 550 00:20:54,407 --> 00:20:56,043 - Very few, I know that. 551 00:20:56,044 --> 00:20:57,880 - I'll just tell you this as a man, 552 00:20:57,881 --> 00:20:59,484 I would be intimidated. 553 00:20:59,585 --> 00:21:01,053 - I feel like I've told you that. 554 00:21:01,054 --> 00:21:02,590 - [laughing] Yeah. 555 00:21:02,591 --> 00:21:04,928 - You and many other people. - I'm sure. 556 00:21:05,764 --> 00:21:07,467 - Did Cristina end up dating anyone? 557 00:21:07,568 --> 00:21:08,903 No, I don't think so. No. 558 00:21:09,003 --> 00:21:10,939 - The reason that you get unqualified candidates 559 00:21:10,940 --> 00:21:14,146 is you may not be describing yourself properly. 560 00:21:14,147 --> 00:21:15,450 What are they looking for 561 00:21:15,551 --> 00:21:18,020 - in a personal dating app? - Connection. 562 00:21:18,021 --> 00:21:19,591 - And what you've basically done, 563 00:21:19,592 --> 00:21:22,462 and this is why I think we have a staffing problem, 564 00:21:22,463 --> 00:21:25,301 I think you appear inflexible. 565 00:21:25,302 --> 00:21:27,373 How you present yourself 566 00:21:27,473 --> 00:21:30,011 is usually how you're going to present your business. 567 00:21:30,012 --> 00:21:32,751 The reason that I think you could be struggling 568 00:21:32,851 --> 00:21:35,356 is one, you're not using a system 569 00:21:35,456 --> 00:21:38,128 that looks at algorithms and information, 570 00:21:38,228 --> 00:21:39,462 that match people together. 571 00:21:39,463 --> 00:21:41,101 In order to grow your business, 572 00:21:41,201 --> 00:21:42,538 you need to have really good people. 573 00:21:42,638 --> 00:21:44,642 And in order to attract really good people, 574 00:21:44,742 --> 00:21:48,314 you not only have to list out the expertise they need to have, 575 00:21:48,315 --> 00:21:50,619 but you also have to present them an opportunity 576 00:21:50,620 --> 00:21:52,490 to see what it means to them, 577 00:21:52,591 --> 00:21:55,629 and why they should want to be part of your team. 578 00:21:55,630 --> 00:21:57,332 I want to have you go through this process, 579 00:21:57,333 --> 00:21:59,805 because what I love about ZipRecruiter is that 580 00:21:59,905 --> 00:22:02,945 you post the job, and you get skilled, qualified candidates. 581 00:22:03,045 --> 00:22:08,254 It uses A.I. technology to get you results really fast. 582 00:22:08,255 --> 00:22:09,624 Because, ultimately, what I'd want to do 583 00:22:09,625 --> 00:22:12,262 is, like, post the job this afternoon, 584 00:22:12,263 --> 00:22:14,434 and be able to meet people tomorrow. 585 00:22:14,535 --> 00:22:15,837 That's how fast it should be. 586 00:22:15,937 --> 00:22:18,240 And with ZipRecruiter, that's how fast it is. 587 00:22:18,241 --> 00:22:19,979 ZipRecruiter does all the work. 588 00:22:20,079 --> 00:22:21,381 It's gonna set the appointments, 589 00:22:21,481 --> 00:22:23,553 it's going to set everything, all of it. 590 00:22:23,653 --> 00:22:26,526 But let's-- Susan, take us through the balance sheet. 591 00:22:26,626 --> 00:22:30,533 - Okay, current assets. Inventory, $404,000. 592 00:22:30,633 --> 00:22:33,138 So, that's the basement. 593 00:22:33,740 --> 00:22:34,575 - Yeah. 594 00:22:35,109 --> 00:22:38,148 - Do you think that $400,000 for an inventory like this 595 00:22:38,248 --> 00:22:40,452 - is good or bad? - I think... 596 00:22:40,553 --> 00:22:42,255 - it's bad. - It's what? 597 00:22:42,256 --> 00:22:43,893 - It's bad. [chuckles] 598 00:22:43,993 --> 00:22:45,162 It's bad. 599 00:22:45,262 --> 00:22:49,638 - $400,000... - Yeah, but-- 600 00:22:49,639 --> 00:22:52,443 - Yeah. - ...is insane. 601 00:22:52,544 --> 00:22:53,680 - I've been working on this. 602 00:22:53,780 --> 00:22:55,549 Like, it's not that I don't know. 603 00:22:55,550 --> 00:22:57,554 So, like, if you want to put, like, a mark like this, 604 00:22:57,655 --> 00:23:00,561 yeah, let's put the highlight here, 605 00:23:00,661 --> 00:23:02,663 and stay here until it's fixed. 606 00:23:02,664 --> 00:23:03,932 - Is that an offer or is that-- 607 00:23:03,933 --> 00:23:07,540 - No, no, no. It's an acknowledgement. 608 00:23:07,541 --> 00:23:09,912 Exactly. Let's do that. 609 00:23:10,981 --> 00:23:14,755 - They don't need more than 60 or 90 days supply of inventory. 610 00:23:14,855 --> 00:23:17,594 I want that cash unlocked and reinvested 611 00:23:17,694 --> 00:23:20,366 in other parts of the business that would help it grow, 612 00:23:20,466 --> 00:23:22,336 including opening a new location, 613 00:23:22,436 --> 00:23:24,406 getting the right kind of inventory, 614 00:23:24,407 --> 00:23:27,012 hiring new people, or marketing the business. 615 00:23:27,112 --> 00:23:29,718 I don't care if I need to explain it in Italian, 616 00:23:29,719 --> 00:23:31,487 English, or any other language. 617 00:23:31,588 --> 00:23:34,594 Unlock the cash, reinvest it in your business, 618 00:23:34,595 --> 00:23:36,031 and get a return on your money. 619 00:23:36,131 --> 00:23:38,133 How do you think you get rid of what's downstairs? 620 00:23:38,134 --> 00:23:42,844 - What if this week we just did a store-wide sale, 621 00:23:42,845 --> 00:23:45,750 - just to see what happens? - So, you test into it. 622 00:23:45,751 --> 00:23:47,621 - Yeah. - You test into it. 623 00:23:47,721 --> 00:23:50,626 Look, the liquidation sale that Susan is proposing 624 00:23:50,627 --> 00:23:53,800 is a good idea, but it's not really the sale that matters. 625 00:23:53,900 --> 00:23:57,006 It's the information that you learn from the sale. 626 00:23:57,106 --> 00:23:59,310 What actually sells? What are the right price points? 627 00:23:59,410 --> 00:24:03,886 And even if you drop it to 50, 60, 70 off, what doesn't sell? 628 00:24:03,887 --> 00:24:05,890 That's what the purpose of the sale is. 629 00:24:05,990 --> 00:24:07,795 - I don't know what these prepaid assets are. 630 00:24:07,895 --> 00:24:11,935 - Prepaid are expenses of 2025. 631 00:24:11,936 --> 00:24:13,471 - $125,000? 632 00:24:13,472 --> 00:24:15,710 - Why do you have $125,000 in prepaid? 633 00:24:15,810 --> 00:24:17,179 - It's... 634 00:24:17,180 --> 00:24:21,287 personal development conferences for next year. 635 00:24:21,387 --> 00:24:24,125 - $125,000 to go to conferences? 636 00:24:24,126 --> 00:24:25,563 Like, what kind of conferences? 637 00:24:25,663 --> 00:24:27,398 - I joined Tony Robbins. 638 00:24:27,399 --> 00:24:28,902 It can be discussed or, like-- 639 00:24:28,903 --> 00:24:31,039 - No, it's your choice. I-- That's your choice. 640 00:24:31,040 --> 00:24:33,412 - It's your business. - Like, I gave up my life 641 00:24:33,513 --> 00:24:36,919 for nine years, and now I just decided 642 00:24:37,019 --> 00:24:40,059 that I wanted to invest in myself. 643 00:24:40,159 --> 00:24:43,566 I said I want to meet people that can help me grow. 644 00:24:43,666 --> 00:24:44,934 - You don't have to justify it. 645 00:24:44,935 --> 00:24:46,271 - Absolutely. No, no, it's not like-- 646 00:24:46,371 --> 00:24:48,407 I-- This is me. 647 00:24:48,408 --> 00:24:50,446 - Are you lonely? - Oh, yeah, a lot. 648 00:24:50,547 --> 00:24:53,519 [solemn music] 649 00:24:59,698 --> 00:25:03,237 I gave up my life for nine years, 650 00:25:03,238 --> 00:25:07,848 and now I just decided that I wanted to invest in myself. 651 00:25:07,948 --> 00:25:10,519 - Are you lonely? - Oh, yeah. A lot. 652 00:25:10,520 --> 00:25:12,022 - Okay. - A lot. 653 00:25:12,023 --> 00:25:13,659 ♪ 654 00:25:13,660 --> 00:25:16,464 - As business owners, that's pretty normal. 655 00:25:16,565 --> 00:25:19,437 It's your whole life. It's everything. 656 00:25:19,538 --> 00:25:20,973 - I know that. 657 00:25:21,073 --> 00:25:24,480 - Time management, historically, was my biggest enemy. 658 00:25:24,581 --> 00:25:26,619 I would immerse myself so much in my business 659 00:25:26,719 --> 00:25:28,088 that I didn't have any relationships 660 00:25:28,188 --> 00:25:30,226 because I was too busy. 661 00:25:30,326 --> 00:25:31,596 It's not good. 662 00:25:31,696 --> 00:25:33,633 What started to happen is that I got forced 663 00:25:33,733 --> 00:25:36,872 to surround myself with other people 664 00:25:36,972 --> 00:25:39,978 that were smarter than me, and better than me, 665 00:25:40,079 --> 00:25:42,850 and I stopped feeling guilty that if I didn't work 14 hours 666 00:25:42,851 --> 00:25:44,821 what are people going to think? 667 00:25:45,823 --> 00:25:47,961 What I want to do is I want to change the way 668 00:25:48,061 --> 00:25:50,264 you spend your time. 669 00:25:50,265 --> 00:25:53,606 - She always asks about my children and trips we take, 670 00:25:53,706 --> 00:25:56,244 and things that I plan, so I don't think 671 00:25:56,344 --> 00:25:58,014 that anybody would not think 672 00:25:58,015 --> 00:26:00,586 that, you know, there's a piece missing. 673 00:26:00,587 --> 00:26:02,488 - Here are the things that we need to solve. 674 00:26:02,489 --> 00:26:04,159 We need to come up with a merch plan, 675 00:26:04,260 --> 00:26:06,898 we need to put Susan's idea of a storewide sale in motion 676 00:26:06,899 --> 00:26:08,635 so we can learn from the data, 677 00:26:08,636 --> 00:26:10,739 we need to have a job fair, so Angela can hire 678 00:26:10,740 --> 00:26:13,344 some more instructors, and lastly, 679 00:26:13,345 --> 00:26:15,517 what everybody's hopes and goals are 680 00:26:15,617 --> 00:26:18,122 with their professional and personal careers. 681 00:26:18,222 --> 00:26:19,858 - Absolutely. 682 00:26:20,760 --> 00:26:22,495 - And everything's 50 off. Right? 683 00:26:22,496 --> 00:26:24,366 - Yes, these are, like, 11-something. 684 00:26:24,367 --> 00:26:26,036 - We don't typically do sales here. 685 00:26:26,037 --> 00:26:29,043 What we need to think about is what's in the basement, 686 00:26:29,143 --> 00:26:31,514 get it outta here, and start fresh. 687 00:26:31,515 --> 00:26:33,652 [register beeping] 688 00:26:33,653 --> 00:26:35,488 The crowds went wild. 689 00:26:35,489 --> 00:26:36,825 - Oh, wow. 690 00:26:36,925 --> 00:26:38,928 - It got the inventory down. Is it gone? 691 00:26:38,929 --> 00:26:41,401 No, but I think it was necessary. 692 00:26:41,501 --> 00:26:42,903 Worrying about inventory? 693 00:26:42,904 --> 00:26:45,075 Don't worry, we're slashing prices all day. 694 00:26:45,175 --> 00:26:47,479 Thanks, Marcus, that's what I wanted to do. 695 00:26:47,480 --> 00:26:49,250 - [laughter] - Bye. 696 00:26:51,054 --> 00:26:53,157 - I'm back at Healthy Italia this morning 697 00:26:53,158 --> 00:26:56,732 to understand how the liquidation sale has gone. 698 00:26:57,568 --> 00:26:59,538 - Hello. - Good morning. 699 00:26:59,638 --> 00:27:01,808 - How did it go? - Good. 700 00:27:01,809 --> 00:27:04,780 - We sold 2,500 units. - Yeah. 701 00:27:04,781 --> 00:27:06,918 - So, how much cash did you generate? 702 00:27:06,919 --> 00:27:09,056 - $26,000 in four days. 703 00:27:09,057 --> 00:27:11,828 - And how much inventory do you still have? 704 00:27:11,829 --> 00:27:13,165 - Coming in? - Yeah. 705 00:27:13,265 --> 00:27:14,734 - $42,000. 706 00:27:16,805 --> 00:27:19,042 - The key to managing your inventory 707 00:27:19,043 --> 00:27:22,116 is establishing what's called an open-to-buy. 708 00:27:22,216 --> 00:27:24,253 It's the maximum amount of dollars 709 00:27:24,354 --> 00:27:27,693 you're going to allocate towards inventory at any given time. 710 00:27:27,694 --> 00:27:29,831 Understanding your supply chain 711 00:27:29,832 --> 00:27:32,269 and how inventory moves is key to that. 712 00:27:32,369 --> 00:27:33,973 You're going to start with how much do I have 713 00:27:34,074 --> 00:27:35,709 on the shelf, and how much do I have 714 00:27:35,710 --> 00:27:36,845 in my back stock? 715 00:27:36,945 --> 00:27:38,682 You also have to anticipate 716 00:27:38,683 --> 00:27:39,885 how much you have on order. 717 00:27:39,985 --> 00:27:42,221 You can't get your inventory lowered 718 00:27:42,222 --> 00:27:45,696 if on Tuesday you have a sale and sell out of $10,000, 719 00:27:45,697 --> 00:27:48,869 and on Wednesday, $20,000 more shows up. 720 00:27:48,969 --> 00:27:50,806 Who did all those pallets come from? 721 00:27:50,807 --> 00:27:52,342 - Italy. - No. 722 00:27:52,442 --> 00:27:53,613 - Not where did they come from. 723 00:27:53,713 --> 00:27:55,214 - Okay. - Who did they come from? 724 00:27:55,215 --> 00:27:58,488 - So, everything got shipped to my family warehouse. 725 00:27:58,589 --> 00:27:59,824 They pallet everything, 726 00:27:59,825 --> 00:28:01,494 they load the container, and it gets here. 727 00:28:01,595 --> 00:28:02,863 It's a family affair. 728 00:28:02,864 --> 00:28:05,335 - So, your family are inventory enablers. 729 00:28:05,435 --> 00:28:06,738 - Exactly. 730 00:28:06,739 --> 00:28:08,107 - Can I have a minute with her? 731 00:28:08,108 --> 00:28:09,878 - Yeah, absolutely. - Okay. 732 00:28:09,978 --> 00:28:11,882 So, I know we talked earlier 733 00:28:11,883 --> 00:28:14,788 about what you potentially want to do. 734 00:28:14,888 --> 00:28:16,491 What are your thoughts? 735 00:28:16,592 --> 00:28:18,528 What do you, specifically, want to do? 736 00:28:18,529 --> 00:28:23,171 - So I would like to be a Chief Operating Officer, 737 00:28:23,272 --> 00:28:28,783 inventory, supply chain, merchandising. 738 00:28:28,883 --> 00:28:30,921 - Okay, have you talked to Cristina about this? 739 00:28:31,021 --> 00:28:32,957 - I have not. I mean-- - Cristina. 740 00:28:34,293 --> 00:28:38,434 Susan is like a gift from the Italian gods. 741 00:28:38,435 --> 00:28:40,940 - [laughing] Yes! - Here's what I want you to do. 742 00:28:41,040 --> 00:28:43,779 I want you to be as direct as you're capable of being... 743 00:28:43,780 --> 00:28:45,482 - Okay. - ...to tell her exactly 744 00:28:45,583 --> 00:28:47,921 what you'd like your role to be, and walk her through the ideas. 745 00:28:48,021 --> 00:28:49,189 What is your title here? 746 00:28:49,190 --> 00:28:52,564 - Operating Officer. Do you like that? 747 00:28:52,664 --> 00:28:54,634 So, to replace me with an event planner, 748 00:28:54,635 --> 00:28:56,939 and then have me work completely, 749 00:28:57,039 --> 00:28:59,878 thinking of all the pieces that would make us try 750 00:28:59,879 --> 00:29:02,349 to expand every piece of the business. 751 00:29:02,350 --> 00:29:04,554 - Great. I love it. 752 00:29:04,654 --> 00:29:06,791 - I was happy that she said yes. 753 00:29:06,792 --> 00:29:08,529 You know, we have to hash out the details, 754 00:29:08,630 --> 00:29:10,799 of course, but we need to go bigger. 755 00:29:10,800 --> 00:29:12,201 We need to think bigger. 756 00:29:12,202 --> 00:29:14,207 It's been a conversation that we've kept saying, 757 00:29:14,307 --> 00:29:17,213 how am I going to step away from what I do every day? 758 00:29:17,313 --> 00:29:19,116 - That's why ZipRecruiter is a no-brainer. 759 00:29:19,216 --> 00:29:21,855 We're going to post a job for an events planner, 760 00:29:21,955 --> 00:29:25,494 and it will technologically find matches really quickly. 761 00:29:25,495 --> 00:29:27,566 You're gonna interview people, and you're gonna hire somebody. 762 00:29:27,567 --> 00:29:29,237 Just like Angela is gonna do today, 763 00:29:29,337 --> 00:29:31,808 - looking for more instructors. - Great. 764 00:29:31,809 --> 00:29:35,582 - I need to quickly find a replacement for Susan. 765 00:29:35,583 --> 00:29:38,086 So, I'm very happy that ZipRecruiter is really fast. 766 00:29:38,087 --> 00:29:40,459 It's gonna save me a lot of time. 767 00:29:40,560 --> 00:29:42,830 It's the way to go. 768 00:29:42,831 --> 00:29:45,936 [energetic music] 769 00:29:45,937 --> 00:29:48,106 - Welcome, everybody. My name's Angela. 770 00:29:48,107 --> 00:29:49,745 You all know you're here for an interview? 771 00:29:49,845 --> 00:29:51,948 - Yep. - Be your best today, 772 00:29:51,949 --> 00:29:53,586 because we're judging. 773 00:29:54,387 --> 00:29:56,858 - I don't think many people would ever interview this way, 774 00:29:56,958 --> 00:29:59,630 but I wanted to understand how these folks would feel 775 00:29:59,631 --> 00:30:03,906 being put on the spot, which is what would happen in a class. 776 00:30:04,675 --> 00:30:05,943 - I really enjoy cooking. 777 00:30:05,944 --> 00:30:07,478 You know, I love putting love into the food. 778 00:30:07,479 --> 00:30:10,084 - I love to cook. My grandmother showed me how. 779 00:30:10,085 --> 00:30:12,323 - You are going to infuse some music, 780 00:30:12,423 --> 00:30:13,992 some love into your pasta. 781 00:30:13,993 --> 00:30:15,495 If you don't sing to your pasta, then... 782 00:30:15,496 --> 00:30:17,733 if it comes out funky later, it's not on me. 783 00:30:17,734 --> 00:30:20,372 - My passion came from my mom, 784 00:30:20,472 --> 00:30:21,875 who was an excellent cook, 785 00:30:21,975 --> 00:30:24,146 and I guess that kind of rubbed off on me, 786 00:30:24,246 --> 00:30:26,184 and it's something that I then wanted to pursue. 787 00:30:26,284 --> 00:30:29,289 - I have just been doing a lot of cooking and baking, 788 00:30:29,290 --> 00:30:31,662 and cooking, I found to be therapeutic. 789 00:30:31,762 --> 00:30:35,001 - [all applauding] - Excellent. 790 00:30:35,002 --> 00:30:37,005 All right, take the knob on the right. 791 00:30:37,106 --> 00:30:39,510 Turn it up-- straight up and down, and turn your burner off. 792 00:30:39,511 --> 00:30:42,650 - You already know who you want? - Yeah, yeah. I like Eric. 793 00:30:42,750 --> 00:30:44,252 - Which one is your favorite so far? 794 00:30:44,253 --> 00:30:47,993 - Eileen, in the back. Because she's engaging. 795 00:30:47,994 --> 00:30:49,730 - The key to interviewing somebody 796 00:30:49,731 --> 00:30:51,768 isn't just hiring anybody that walks in. 797 00:30:51,769 --> 00:30:53,772 It's got to be somebody that's qualified, 798 00:30:53,872 --> 00:30:56,076 understands and has a passion around cooking, 799 00:30:56,177 --> 00:30:59,651 and can fall into the system that Angela's already created. 800 00:30:59,751 --> 00:31:01,220 Once you do that and fill that hole, 801 00:31:01,321 --> 00:31:03,793 the revenue growth will be automatic. 802 00:31:03,893 --> 00:31:05,563 What does the Healthy Italia location 803 00:31:05,663 --> 00:31:07,064 in Madison, New Jersey look like? 804 00:31:07,065 --> 00:31:09,036 Because we're going to redo the whole store 805 00:31:09,037 --> 00:31:10,471 in the next couple weeks. 806 00:31:10,472 --> 00:31:11,908 - [chuckles] 807 00:31:12,008 --> 00:31:13,878 - I know I've spent a significant amount of time 808 00:31:13,879 --> 00:31:16,050 focusing on the revenue in the back of the house, 809 00:31:16,150 --> 00:31:17,418 and that needs to happen. 810 00:31:17,419 --> 00:31:19,022 I would start to think about merchandising. 811 00:31:19,023 --> 00:31:21,328 What are you trying to get me to do 812 00:31:21,428 --> 00:31:23,599 with the way you've merchandised the store? 813 00:31:23,700 --> 00:31:26,605 It's also important to find ways to generate more revenue 814 00:31:26,705 --> 00:31:29,210 in the front of the house, where the retail store is. 815 00:31:29,310 --> 00:31:31,346 - I come in, and I go this way. - Yeah. 816 00:31:31,347 --> 00:31:33,483 - So whatever's here has to matter. 817 00:31:33,484 --> 00:31:36,491 I want to change the merch strategy and the layout. 818 00:31:36,592 --> 00:31:38,461 What's the first thing you want me to see? 819 00:31:38,562 --> 00:31:39,664 What's the second thing 820 00:31:39,665 --> 00:31:41,234 - you want me to see? - Okay. 821 00:31:41,334 --> 00:31:44,038 To increase the opportunity to convert that customer, 822 00:31:44,039 --> 00:31:45,810 to put something in their cart, 823 00:31:45,910 --> 00:31:47,913 and give us extra dollars at the register. 824 00:31:47,914 --> 00:31:51,320 I look at these tables as what I call A-Fixtures. 825 00:31:51,321 --> 00:31:54,226 A preferred spot to highlight something. 826 00:31:54,326 --> 00:31:57,466 The layout and the assortment are key to that. 827 00:31:57,567 --> 00:31:59,369 If you could move this back, 828 00:31:59,370 --> 00:32:01,407 because this is, like, a lot of dead space. 829 00:32:01,508 --> 00:32:04,814 This wall is ugly. I just wanna get this out of here. 830 00:32:04,815 --> 00:32:06,082 - Okay. 831 00:32:06,083 --> 00:32:07,887 - And find new revenue opportunities, 832 00:32:07,988 --> 00:32:09,122 like, to-go food. 833 00:32:09,123 --> 00:32:11,027 I think you need more prepared foods 834 00:32:11,127 --> 00:32:12,530 ready to go, but you'll need 835 00:32:12,630 --> 00:32:15,267 a double-door stainless steel refrigerator, 836 00:32:15,268 --> 00:32:17,106 a double-door stainless steel freezer. 837 00:32:17,206 --> 00:32:19,109 The right assortment at the right time, 838 00:32:19,209 --> 00:32:22,149 at the right place, at the right price. 839 00:32:22,249 --> 00:32:25,989 The database piece and interacting with customers, 840 00:32:25,990 --> 00:32:28,227 for me, is kind of everything. 841 00:32:28,228 --> 00:32:31,233 We're going to install a customer relationship manager 842 00:32:31,234 --> 00:32:34,173 called Salesforce, and they have an A.I. piece to it. 843 00:32:34,273 --> 00:32:37,146 Every customer that ever answers any question, 844 00:32:37,246 --> 00:32:39,851 artificial intelligence is going to build the profile 845 00:32:39,852 --> 00:32:41,386 and start to communicate. 846 00:32:41,387 --> 00:32:44,159 It's like a silent salesperson, 847 00:32:44,259 --> 00:32:47,131 because the two of you and everybody else that works here 848 00:32:47,132 --> 00:32:48,868 is scared to sell people stuff. 849 00:32:48,869 --> 00:32:50,438 - [laughing] 850 00:32:50,540 --> 00:32:52,275 - That's the way we're going to grow revenue in the front. 851 00:32:52,276 --> 00:32:55,481 And even if it's only 10%, I'll take it. 852 00:32:55,583 --> 00:32:58,120 [intriguing music] 853 00:32:58,121 --> 00:32:59,991 - I know that he believes in me, 854 00:32:59,992 --> 00:33:03,097 but I want to impress Marcus so badly. 855 00:33:03,932 --> 00:33:05,435 - I was very excited for the renovation. 856 00:33:05,536 --> 00:33:08,208 I thought it was necessary. It's been nine years. 857 00:33:08,308 --> 00:33:10,044 The same layout, we've talked about 858 00:33:10,145 --> 00:33:12,749 how that wasn't selling any products. 859 00:33:12,750 --> 00:33:14,887 I think we're focused more. 860 00:33:14,888 --> 00:33:17,058 We have less, but we have the things 861 00:33:17,059 --> 00:33:19,096 that I feel like customers appreciate. 862 00:33:19,196 --> 00:33:20,833 - Hi, Eric. How's it going? - Good. 863 00:33:20,933 --> 00:33:22,068 Good to see you again. 864 00:33:22,069 --> 00:33:23,205 - Yeah, how are you? - Excellent. 865 00:33:23,305 --> 00:33:24,574 - So we're going to hire Eric, 866 00:33:24,674 --> 00:33:26,211 and we're going to do our regular training, 867 00:33:26,311 --> 00:33:27,914 and we're going to see if he's a good fit. 868 00:33:28,014 --> 00:33:29,550 - This is Eric. He's shadowing. 869 00:33:29,551 --> 00:33:31,220 You'll probably see him taking notes. 870 00:33:31,320 --> 00:33:33,458 Go ahead and start with your eggplants. 871 00:33:33,559 --> 00:33:35,896 I can't wait to have a male in this business, 872 00:33:35,897 --> 00:33:37,031 because we need them. 873 00:33:37,032 --> 00:33:39,068 I'm very happy that you decided 874 00:33:39,069 --> 00:33:40,840 to end up asking Eric to come. 875 00:33:40,940 --> 00:33:42,342 I think it's the right call. 876 00:33:42,442 --> 00:33:44,647 - I'm very proud of you. - I agree. Thank you. 877 00:33:44,648 --> 00:33:45,950 - I did everything I could. 878 00:33:46,050 --> 00:33:47,953 I worked so hard for the renovation. 879 00:33:47,954 --> 00:33:49,355 I did everything he asked me, 880 00:33:49,356 --> 00:33:53,197 because I need him to see what I'm capable of. 881 00:33:54,133 --> 00:33:55,903 - One of my big rules in business is that 882 00:33:55,904 --> 00:33:59,210 if you don't know your numbers, you don't know your business. 883 00:33:59,310 --> 00:34:00,613 From payroll to payments, 884 00:34:00,713 --> 00:34:03,317 from business tax to categorizing expenses, 885 00:34:03,318 --> 00:34:06,724 Intuit QuickBooks has it all on one platform. 886 00:34:06,725 --> 00:34:09,129 I'm working with Cristina at Healthy Italia, 887 00:34:09,229 --> 00:34:11,233 a cooking school and marketplace, 888 00:34:11,234 --> 00:34:13,505 to try to find ways to use analytics 889 00:34:13,506 --> 00:34:15,742 to drive her business to profitability. 890 00:34:15,743 --> 00:34:18,381 QuickBooks makes it easy for me to recognize 891 00:34:18,481 --> 00:34:20,018 where the opportunities are. 892 00:34:20,118 --> 00:34:22,757 I'm not just looking for businesses to survive. 893 00:34:22,857 --> 00:34:24,861 I expect them to thrive. 894 00:34:30,105 --> 00:34:32,643 I'm back at Healthy Italia after a month 895 00:34:32,644 --> 00:34:36,115 of working on the people, the process, and the product. 896 00:34:36,116 --> 00:34:38,421 For me, the real question is, 897 00:34:38,522 --> 00:34:40,224 have enough changes been made 898 00:34:40,225 --> 00:34:43,699 where real money can be invested in this concept? 899 00:34:45,468 --> 00:34:47,271 - Welcome back. 900 00:34:47,272 --> 00:34:48,841 - Why does everybody seem so tired? 901 00:34:48,842 --> 00:34:50,179 [women laughing] 902 00:34:50,279 --> 00:34:52,016 - We're tired, man. Today's the big reveal. 903 00:34:52,116 --> 00:34:53,785 It's been a lot. 904 00:34:53,885 --> 00:34:55,555 - This really came out nice. 905 00:34:55,556 --> 00:34:58,861 - Basically, the idea was to build a wall of freezer 906 00:34:58,862 --> 00:35:00,865 and refrigerators that all match. 907 00:35:00,866 --> 00:35:03,705 Then we got a bigger refrigerator 908 00:35:03,706 --> 00:35:05,275 for the fresh prepared food. 909 00:35:05,375 --> 00:35:07,313 - Can we talk about the storage? 910 00:35:07,413 --> 00:35:08,948 This was the pots and pans land. 911 00:35:08,949 --> 00:35:12,591 - Exactly. We had an artist come in to hand-paint the walls. 912 00:35:12,691 --> 00:35:14,827 - So you've essentially built a stock room. 913 00:35:14,927 --> 00:35:18,167 - You don't imagine, like, how much you can put here. 914 00:35:18,168 --> 00:35:19,804 - A lot more bread. - Yeah. 915 00:35:19,805 --> 00:35:22,076 - Now we freshly bake it. - So we got, we get it-- 916 00:35:22,176 --> 00:35:23,845 - Oh, you're doing it here? - Yes. 917 00:35:23,846 --> 00:35:26,752 - It's also cross-promoting, because if we take it from here 918 00:35:26,852 --> 00:35:29,924 and we serve it in the class, then they know that we sell it. 919 00:35:30,024 --> 00:35:31,461 - That's right. - There. Got it! 920 00:35:31,562 --> 00:35:33,197 - Got my high-five. - So we've kind of figured out 921 00:35:33,297 --> 00:35:35,200 the connection between the kitchen and here, 922 00:35:35,201 --> 00:35:36,737 - back and forth. - Yeah. 923 00:35:36,738 --> 00:35:38,006 - And now you can tell 924 00:35:38,007 --> 00:35:40,045 that story all the way out the door. 925 00:35:40,145 --> 00:35:41,882 And it now feels like the proper assortment, 926 00:35:41,982 --> 00:35:45,454 the right amount of stuff, the right margin profile, 927 00:35:45,455 --> 00:35:47,359 and the right revenue profile. 928 00:35:47,459 --> 00:35:50,431 - I'm very happy about what Marcus is saying 929 00:35:50,432 --> 00:35:54,706 because I did everything he asked me, but in my way. 930 00:35:54,707 --> 00:35:57,547 He raised my standards, and it's beautiful. 931 00:35:58,481 --> 00:36:01,353 - Did you do those virtual interviews on ZipRecruiter? 932 00:36:01,453 --> 00:36:03,859 - The tool that they have is actually beautiful. 933 00:36:03,959 --> 00:36:05,862 Like, it worked perfectly for us. 934 00:36:05,863 --> 00:36:09,270 It sets up an appointment, like, you can decide the date, 935 00:36:09,370 --> 00:36:12,476 the time, and then whoever applied for the position 936 00:36:12,577 --> 00:36:15,015 can schedule the appointment with you on that day. 937 00:36:15,115 --> 00:36:18,187 And you just talk like a couple of minutes, you get the vibe. 938 00:36:18,188 --> 00:36:20,224 And I knew that when I was seeing them, 939 00:36:20,225 --> 00:36:21,860 they were qualified candidates. 940 00:36:21,861 --> 00:36:24,934 - Okay. How have you been able to advance 941 00:36:24,935 --> 00:36:27,471 or modify your own life 942 00:36:27,472 --> 00:36:32,247 while your professional life became more stable and secure? 943 00:36:32,248 --> 00:36:35,387 - I have more balance, a little bit more balance, 944 00:36:35,388 --> 00:36:37,392 and not just work, work, work, work. 945 00:36:37,492 --> 00:36:39,663 - I think Marcus wants us to make a dating profile. 946 00:36:39,664 --> 00:36:42,735 We'll make the dating profile. There it is. Okay? 947 00:36:42,736 --> 00:36:44,139 - Look at that. 948 00:36:44,239 --> 00:36:47,612 - Executive decision. - Executive decision made. 949 00:36:47,613 --> 00:36:49,215 - But I mean that in all sincerity, 950 00:36:49,216 --> 00:36:51,520 because everybody here 951 00:36:51,521 --> 00:36:54,661 wants more for you, as a human. 952 00:36:54,761 --> 00:36:56,565 - I'm working on it. - How are we doing that? 953 00:36:56,665 --> 00:36:58,635 Like, what are the things that we're doing? 954 00:36:58,636 --> 00:37:00,673 - I'm gonna say the idea. I'm gonna... 955 00:37:00,773 --> 00:37:02,374 - She's gonna put it out in the universe. 956 00:37:02,375 --> 00:37:04,013 - The universe is gonna help me. 957 00:37:04,113 --> 00:37:05,716 So, every year I have to teach 958 00:37:05,817 --> 00:37:07,452 - at Mother's Day. - This is so good. 959 00:37:07,553 --> 00:37:09,823 - Because nobody wants to work at Mother's Day. 960 00:37:09,824 --> 00:37:12,563 And we have a customer that every year, calls, 961 00:37:12,663 --> 00:37:14,333 because she wants me to teach on Mother's Day. 962 00:37:14,433 --> 00:37:16,136 I'm like, "It's the last time. 963 00:37:16,137 --> 00:37:18,373 "Because next year I'm gonna be a mom. 964 00:37:18,374 --> 00:37:20,979 - "So I'm not gonna teach." - Done. 965 00:37:22,416 --> 00:37:25,756 - Executive decision made. - Executive decision. 966 00:37:25,856 --> 00:37:28,027 - [laughing] 967 00:37:28,562 --> 00:37:30,699 - I think we should go sit down as a group 968 00:37:30,799 --> 00:37:34,807 and we should talk about what happens next. 969 00:37:35,576 --> 00:37:37,278 - Sure. - Are you okay with that? 970 00:37:37,279 --> 00:37:38,782 - Mm-hmm. 971 00:37:38,783 --> 00:37:41,053 [suspenseful music] 972 00:37:41,153 --> 00:37:42,857 - Cristina and her team have worked hard 973 00:37:42,957 --> 00:37:45,996 to improve the people, the process, and the product. 974 00:37:45,997 --> 00:37:48,468 And now that I've seen what they're capable of, 975 00:37:48,569 --> 00:37:50,137 I want to try something different. 976 00:37:50,138 --> 00:37:52,008 Something I know they're not expecting. 977 00:37:53,043 --> 00:37:54,580 The three of you are very different 978 00:37:54,581 --> 00:37:56,550 in terms of your background, 979 00:37:56,551 --> 00:37:59,188 and the work ethic that the three of you have. 980 00:37:59,189 --> 00:38:01,461 And the aptitude that you have. 981 00:38:01,562 --> 00:38:04,667 I don't see it, kind of, ever. 982 00:38:06,204 --> 00:38:08,508 Normally I would invest in the business. 983 00:38:08,609 --> 00:38:10,880 And it'd be like, "Oh, okay, I invested in a small business, 984 00:38:10,980 --> 00:38:13,251 "and everybody's great, and everything's fine." 985 00:38:13,351 --> 00:38:15,556 But I want to go big here. 986 00:38:17,359 --> 00:38:19,564 So, I have a job offer. 987 00:38:19,664 --> 00:38:20,867 - Oh! 988 00:38:20,967 --> 00:38:22,971 - Wow. [laughs] 989 00:38:23,939 --> 00:38:26,844 - So, you know that I took over Bed Bath & Beyond, 990 00:38:26,845 --> 00:38:30,953 and we own a concept called Our Table. 991 00:38:31,655 --> 00:38:35,361 So, I would like to offer you a position 992 00:38:35,461 --> 00:38:37,533 to lead the development, 993 00:38:37,633 --> 00:38:41,675 and be the general manager over the entire concept 994 00:38:41,775 --> 00:38:44,781 for the entire public company. 995 00:38:44,881 --> 00:38:47,384 Where we could develop this concept 996 00:38:47,385 --> 00:38:49,791 across different nationalities, 997 00:38:49,891 --> 00:38:52,563 by picking locations across the country. 998 00:38:52,663 --> 00:38:57,540 It's a $175,000 base salary, up to a $175,000 bonus. 999 00:38:57,640 --> 00:39:01,782 And 10% equity in the Our Table concept, 1000 00:39:01,882 --> 00:39:05,388 which is a combination of what we do well and what you do well. 1001 00:39:05,488 --> 00:39:08,394 Angela oversees the kitchen operations 1002 00:39:08,494 --> 00:39:09,663 for our whole concept. 1003 00:39:09,664 --> 00:39:11,667 And Susan oversees the operations. 1004 00:39:11,668 --> 00:39:14,540 And you keep the ownership of this location. 1005 00:39:14,641 --> 00:39:16,743 All the money that you make from it, 1006 00:39:16,744 --> 00:39:18,280 and everything. 1007 00:39:18,281 --> 00:39:20,720 - Where do we sign? - [laughter] 1008 00:39:20,820 --> 00:39:23,290 - It's finally this moment that we've been waiting for. 1009 00:39:23,291 --> 00:39:25,060 And frankly, I thought the whole deal 1010 00:39:25,061 --> 00:39:27,566 would have been buying a piece of Healthy Italia. 1011 00:39:27,666 --> 00:39:29,470 Completely is not that. 1012 00:39:29,571 --> 00:39:32,375 It's a bigger step for all of us. 1013 00:39:33,278 --> 00:39:35,013 - I know you didn't expect this. 1014 00:39:35,014 --> 00:39:36,985 - No, I would love to. 1015 00:39:38,287 --> 00:39:39,389 There always comes the "but." 1016 00:39:39,390 --> 00:39:41,660 - I know, like, "But?" - "But." 1017 00:39:41,661 --> 00:39:44,099 - But what I'm trying to understand is, 1018 00:39:44,200 --> 00:39:49,911 all of this concept is being built on a concept that I bring. 1019 00:39:50,011 --> 00:39:51,180 - Kind of. 1020 00:39:51,280 --> 00:39:53,351 I would say that the concept of Our Table 1021 00:39:53,451 --> 00:39:55,955 is loosely inspired 1022 00:39:55,956 --> 00:39:59,764 by the concept that you developed. 1023 00:39:59,864 --> 00:40:04,439 - So, my thing is, how much do we value the concept 1024 00:40:04,541 --> 00:40:06,276 that I'm bringing? 1025 00:40:06,277 --> 00:40:08,447 I want to increase my equity in the... 1026 00:40:08,448 --> 00:40:10,351 - Concept? - ...in the concept. 1027 00:40:10,451 --> 00:40:15,027 - So, 10% of equity doesn't feel like enough. 1028 00:40:15,361 --> 00:40:16,429 - No. 1029 00:40:16,430 --> 00:40:17,732 [tense music] 1030 00:40:17,733 --> 00:40:19,236 I'm fine if we want to start here. 1031 00:40:19,336 --> 00:40:21,573 I would like this to be a starting point. 1032 00:40:21,574 --> 00:40:23,443 - I can't do that. 1033 00:40:23,444 --> 00:40:24,781 - It's something that I created. 1034 00:40:24,881 --> 00:40:27,787 It's like, I'm giving you my everything. 1035 00:40:27,887 --> 00:40:30,725 - I want to give you more, but I don't... 1036 00:40:30,726 --> 00:40:32,663 - Know how. - No, I know how. 1037 00:40:32,763 --> 00:40:34,266 I don't agree with it. 1038 00:40:34,366 --> 00:40:36,804 ♪ 1039 00:40:41,213 --> 00:40:43,985 - It's like, I have this creation, 1040 00:40:44,085 --> 00:40:46,456 and I'm just discounting it. 1041 00:40:46,457 --> 00:40:47,859 That's the feeling. 1042 00:40:47,860 --> 00:40:49,630 - I want to be as polite as I could be, 1043 00:40:49,730 --> 00:40:51,634 - but as direct as I could be. - Yeah, go, go. 1044 00:40:51,635 --> 00:40:53,672 - It's a cooking school. - I get it. 1045 00:40:53,772 --> 00:40:56,176 - And you didn't develop the concept of cooking school, 1046 00:40:56,276 --> 00:40:59,348 and you didn't develop the concept of a retail store. 1047 00:40:59,349 --> 00:41:01,821 What I see in you is the ability 1048 00:41:01,921 --> 00:41:04,528 to take something that somebody else created 1049 00:41:04,628 --> 00:41:07,532 long before all of us, and you made it better. 1050 00:41:07,533 --> 00:41:09,937 That maybe is where we have a disconnect, 1051 00:41:10,037 --> 00:41:12,643 that it's your execution, and your work ethic, 1052 00:41:12,743 --> 00:41:15,549 and your intelligence that I'm putting value on, 1053 00:41:15,649 --> 00:41:17,753 not the cooking school. 1054 00:41:17,754 --> 00:41:19,824 So I think the struggle that I'm having, 1055 00:41:19,924 --> 00:41:21,561 and I had it when I put this together, 1056 00:41:21,662 --> 00:41:23,496 is like, I'm not buying the business, 1057 00:41:23,497 --> 00:41:25,200 and you didn't invent anything. 1058 00:41:25,201 --> 00:41:27,639 - I-- I get it. - There's nothing proprietary 1059 00:41:27,640 --> 00:41:30,411 about it other than one, two, three. 1060 00:41:30,513 --> 00:41:31,714 That's the value. 1061 00:41:31,814 --> 00:41:33,518 Do you agree that you don't want to sell 1062 00:41:33,519 --> 00:41:34,854 - your business? - I agree. 1063 00:41:34,954 --> 00:41:36,791 - Okay, and do you agree that what you have 1064 00:41:36,792 --> 00:41:39,295 is unique, but not proprietary? 1065 00:41:39,296 --> 00:41:40,565 - I agree. - Okay. 1066 00:41:40,566 --> 00:41:42,804 - And then, if it doesn't work? 1067 00:41:43,705 --> 00:41:46,409 - I lose my money, but you didn't lose your business, 1068 00:41:46,410 --> 00:41:47,812 and you got paid to do it. 1069 00:41:47,813 --> 00:41:50,418 The risk is squarely on me. 1070 00:41:50,519 --> 00:41:52,222 - In his point of view, he's bringing much more 1071 00:41:52,322 --> 00:41:55,561 to the table than needs to be considered than what I thought, 1072 00:41:55,562 --> 00:41:57,798 and I see where he's coming from. 1073 00:41:57,799 --> 00:41:59,838 So I'm starting to think that, you know what, Cristina? 1074 00:41:59,938 --> 00:42:02,610 It's everything I wanted. Everything. 1075 00:42:02,710 --> 00:42:05,147 Because to me, it's never about a number, 1076 00:42:05,148 --> 00:42:06,584 and it's never about money. 1077 00:42:06,585 --> 00:42:09,122 I-- I-- I like this. 1078 00:42:09,222 --> 00:42:12,763 - Now you want that deal. Shall we just come back to that? 1079 00:42:12,863 --> 00:42:14,566 - You're breaking my balls. I love it. 1080 00:42:14,567 --> 00:42:15,835 [all laughing] 1081 00:42:15,836 --> 00:42:17,338 - Get used to it. - It's started now. 1082 00:42:17,438 --> 00:42:20,444 - [laughing] - Get used to it. Okay. 1083 00:42:20,545 --> 00:42:21,847 - Okay. - Awesome. 1084 00:42:21,848 --> 00:42:23,584 - We got a deal. - Finally. 1085 00:42:23,585 --> 00:42:25,387 I don't think I processed it yet. 1086 00:42:25,388 --> 00:42:29,328 It's like, everything I've done so far is paying off. 1087 00:42:29,329 --> 00:42:32,001 And now I'm building the life 1088 00:42:32,002 --> 00:42:34,506 that is going to allow me to have a family. 1089 00:42:34,507 --> 00:42:38,615 It's priceless. I cannot dream of anything more than this. 1090 00:42:38,715 --> 00:42:42,454 - Experiential retail is the future of retail. 1091 00:42:42,455 --> 00:42:44,593 The key to making a great investment 1092 00:42:44,594 --> 00:42:46,931 is to invest in the right people. 1093 00:42:47,032 --> 00:42:48,635 People who are willing to tighten up, 1094 00:42:48,735 --> 00:42:50,739 and modify their process. 1095 00:42:50,839 --> 00:42:53,711 With this team, and my ability to pair them 1096 00:42:53,712 --> 00:42:55,650 with a great infrastructure, 1097 00:42:55,750 --> 00:42:58,587 the scalability and growth of this concept 1098 00:42:58,588 --> 00:43:00,358 could be unbelievable. 1099 00:43:00,458 --> 00:43:02,129 - How do you feel? - Great. 1100 00:43:02,229 --> 00:43:03,998 [joyful music]