Lemonis so, whats going on in miami . Whats up with the dark lights . Ana i mean, i dont like a lot of light, marcus. Im not 20 anymore. You know, the less light, the better. Lemonis you want to maybe turn some lights on and lighten this up a little bit . Ana hold on. Lemonis and theres candles and, like. There. That helps. Thank you, ana. You know, i dont need to be romantic with you. I mean, were friends, but. Ana happy now . Lemonis were not were cooking friends. Ana fine, rejected again. Lemonis so, tonight were gonna give you an inside look at one of my favorite episodes from season 7 because its from miami. Ana Miami Lemonis its skinny latina. And weve made a lot of progress in a very short period of time. And were here to tell you all about it tonight. Okay, ana, are you ready to watch . In the last seven years of doing the profit, ive visited nearly 100 businesses. Lets go make some money [ horn honking ] and ive traveled the country trying to fix the people. And you do 1 million a year . You should be proud of that. Man but we dont know how to keep any of it. Lemonis . Fix the process. You see . It is flimsy. Dont ever make these again. You dont sell them. And create a few products. Juli it reduces anxiety and depression. Lemonis i kind of like it. I spent countless days working on these companies. How much money did you burn through . Parker 650,000. Lemonis but we cant always fit everything im thinking into the show. Tonight were gonna give you an inside look at an episode from season 7, skinny latina. Woman mmm its fingerlickin good. Lemonis its actually pretty good. Over the next hour, im gonna take you behind the scenes to share with you what i was actually thinking during filming. Ana its hard for me that this isnt further along, given that ive given up so much for it. Lemonis and what i like more than anything is that you were super transparent and you were honest and vulnerable. Share some secrets. Ana they didnt show the part where you complimented me. Lemonis do you need to see that . Do me a favor. Can we play that clip, please . I like the fact that you take what the doctor says with seriousness. And i felt like you knew your [bleep] in there. And give you an honest assessment of my decisions. Ana you were super hard on me. Lemonis i dont think i was hard on you at all. In fact, i walked out of there saying, i was way too easy on her. Ana oh, no, no, no, no. Lemonis my name is marcus lemonis, and this is an inside look at the profit. You know whats interesting, ana, in the last few weeks, with everything going on, i have thought about your business more than a lot of them, primarily because people are at home cooking, right . Ana so, theres a word in spanish that doesnt really have a translation to english, and its called sobremesa, and its when you just sit around the table, you have dinner, and then you just linger for a long time. Thats when the best conversations happen. Lemonis okay, ana, are you ready to watch . I was contacted by a miamibased former lawyer named ana quincoces. She has a marinade and Sauce Company called skinny latina. Woman Everything Else was on top of it, right . For the barbecue. Lemonis hi, everybody. Ana of course i would meet you with this on. Lemonis thats all right. How are you . Im marcus. Nice to meet you. Why were you so concerned about how you looked . Like, with your hair. Like, i didnt care, but why did you care . Ana my experience on television was real housewives. In that first day, i cared about looking the part. Former housewife, bombshell. Lemonis do you feel like you have a different perspective on what a First Impression is now compared to when i first met you . Ana absolutely. What really matters is whats in the bottle. Forget the outside. Its that people like it. Thats my focus. Lemonis all right, so, i want to go through the process of how its made. I would love to understand it. Can you take me around . Ana yeah, sure. Lemonis i love hair nets. I actually was going to rock this tonight at the club. Woman so, were constantly cooking it and then pumping it into this kettle. We label it, we seal it, coat it, fill it. Lemonis and is there only one recipe . Ana no, i have four skus. This is the flagship recipe, the Million Dollar marinade. Then i have a guavafig barbecue sauce, and a mangoapricot barbecue sauce, and a hot sauce. Its a flavorenhancer, and its not only a marinade. It basically a cooking sauce, so you can use it on everything. You can grill with it. You can roast with it. You can add it to soups and stews. Lemonis are you a chef . Ana well, im not a chef because i went to the Culinary Institute of my mama, you know . But im as much of a chef as most of the people on food network. Ive written three cookbooks, and ive competed on food network. And if you ask bobby flay, the greatest cook ever. Lemonis okay. Ana when the second book came out, i got called to do real housewives of miami. Dont hold that against me. Lemonis so, you were on real housewives of miami . How many seasons . Ana yeah, for two seasons. Im a terrible housewife. Lemonis you know, knowing that youve done so much television, i have to imagine that you had this preconceived notion of how this whole process was gonna work. Ana yeah. Ive done entirely too much reality tv. And this is like nothing ive ever done before. Because reality is a misnomer. This was reality. So, people saw me vulnerable for the first time and not this idea of who anas supposed to be. And i love that. I think in the year that i trademarked that name, there were more brands with the name skinny than any other brand. Lemonis what are some examples, like, i have popcorn . Ana skinnypop, skinny cow, skinny tea, skinny condoms . I dont know. Lemonis no. Nuhunh. Mnhmnh. Lets stay on the sauce, lady. Where do they go from here . Ana the distributor picks them up and takes them to publix, whole foods, milams, and then im at fresh market. Lemonis just in the florida market . South florida . Ana yeah. Lemonis whats the price point . Ana publix has it at 4. 99, fresh market has it at 5. 49, and whole foods has it at 5. 99. Lemonis how long has the Company Actually been bottling and selling . Ana 2013, i think, was the first. Lemonis so, its been a while. Ana i know. I think i havent grown it like i should have because i didnt want to put the company in debt. Lemonis how much money have you invested . Ana probably around 50,000. Lemonis okay. How many employees do you have . Ana everyones parttime. Lemonis no fulltime employees . Ana no. And i just moved to an office, like, two weeks ago. Lemonis i like the fact that ana has real skin in the game 50,000. Thats doesnt include the amount of money she passed up on by not being a lawyer. Shes really committed to this. So, i want to take you to my friends place, woodpecker in st. Augustine. Lemonis well see if ana if skinny latina has legs. Lemonis so, ill see you there. Ana okay. This place is so neat. Lisa [ laughs ] lemonis whats up, hot stuff . Lisa there you are. So good to see you. Lemonis did you get dolled up for me today . Lisa i did. You look so good lemonis i want you to meet my friend, ana. Lisa hi, ana. Ana hi, nice to meet you. Lemonis my friend lisa. Lisa nice to meet you. Ana he has said such nice things about you. Lemonis so, shes got some sauces and marinades. I know they sent them to you . Lisa yes. Yes. Lemonis did you have a chance to marinate anything . Lisa we did. Lemonis in order to really understand the marinade better, i asked lisa to marinate something overnight and cook it so that, when i got there, we can actually get right down to business. Lisa yes. Lemonis okay. All right. Ana its really good. Lisa that is good. Lemonis who wants to try a few ribs that are marinated . Ana come on, guys. Try it. Lemonis everybody, come on down. Lisa dont be shy. Come on. Lemonis what do you think . Man theyre very good. Lemonis its good, right . Man yeah. Woman fabulous. Joe this one is injected and rubbed. Lisa mmm, now thats got a nice flavor. Ana come on. You have the white mans overbite. Lemonis i dont have moves, do i . Ana [ laughs ] i knew that you would love it, but when i saw you dancing, i was so happy. Lisa may i chime in . Lemonis please. You cant say skinny and ribs. It just doesnt work. Theyre going to think, all of a sudden, well, its going to taste lowcal. Not going to be good. You need it to be, like, some beefy latina no, just kidding. Ana but people are buying it, marcus. Lemonis well, theyre not, or i wouldnt be here. Typically, celebrityendorsed products have great branding, but the product itself isnt that great. In the case of skinny latina, the product itself is spectacular. The branding, not so much. Why dont you and i go somewhere else, and well dig into the financials. Ana okay. Lemonis okay . All right. Great. Ana so. Okay. Lemonis thank you so much. Woman welcome. My pleasure. Lemonis so, what financials do you have . Ana just 2019. Lemonis so, you dont have financials from 15, 16, 17 . Ana i didnt have time, and i didnt think it was lemonis you know that thats not going to fly with me. Ana, i have to ask you youve seen the show before, right . You know that im gonna ask you about your numbers. Ana quite frankly, i thought the numbers is what you were supposed to help me with cause im good at all the other stuff. Lemonis [ sighs ] okay. Lets just back up here for a second. The cost of the product, raw cost today, 1. 96 for the marinade, 1. 71 for the guava barbecue, 1. 63 for the mango, and then the hot sauce has not yet been returning. Ana not yet, because im working on it. Lemonis but, then, that doesnt include the labels. 14 cents apiece . Ana what, do you have a better label . Lemonis its a sticker. Where are the financials, on a different page . Ana i have no financials. This is all i have. Lemonis okay, well. Theres not much revenue. Ana no, yeah. Lemonis so, am i supposed to be excited by that or petrified . Ana excited because, you know what . Youve got the benefit of my experience, and ive never lost money. Theres always been a profit margin, 30 , 40 . Places like costco are calling. I dont owe anybody money. I dont have partners. Lemonis which is awesome, yeah. Ana i mean, theres some value in that. Lemonis mmhmm. Yeah. Ana i dont know. I just believe in it. Lemonis you believe in what youre doing. That definitely counts for something. Ana so, everyone thats seen the show tell me that i was either crying, right about to cry, or had just finished crying the entire episode. Lemonis look, it was right here, right in this scene, that i knew there was real viability with this business. And what i liked more than anything is that you were super transparent, and you were honest and vulnerable. And, honestly, thats one of my biggest tips for people, is that it is important to be yourself. You do want people to know exactly who you are. That way, the investor or the partner knows exactly what theyre getting. Ana i need you to help me think big and help me get to the next level. And i am willing to lemonis challenge is, i dont know what im investing in, because theres no financials, and theres no real revenue, and i dont know what ana i mean, its not real revenue to you. Lemonis its not real revenue because its not on paper because you cant show it to me. So, its phantom, but i know the proof of concept is there. I think the Company Needs a couple hundred thousand dollars, just to get it moving, right . And im willing to put in a portion of that, but not by myself. How many people have you talked to about investing in the business . Ana nobody. Lemonis never . Ana no. Lemonis not one time . Ana no. Lemonis why not . Ana i didnt want them. Lemonis why . Ana because they wouldnt be silent partners. Lemonis numberone rule in negotiating . Know your audience. Silence . Yeah, thats not going to be me. Ana its just more opinions and more stupid people that dont know anything about this, and then im going to have to explain the same [bleep] over and over. Ugh. Lemonis look, you know that normally i would make the deal on the first day, but. Ana yeah. Lemonis . It didnt evolve that way. I think, for me, my issue was that you were more concerned about your appearances and how you looked. You were guarded. But what was interesting is that, as time went on and we did more together, i think you started trusting me, and i started seeing the real you. You became more authentic. Ana despite the fact that i was a little all over the place, i knew that, eventually, you would see it. I knew youd love the product. I just had to convince you on the process, and i had to convince you on me. I dont know a Single Person that is counting calories. Trevor i count my calories. Ana right. I dont know many people that lemonis you know you know one. Ana no one has let me live that down. No one. This is kind of a first. For all of us. But maybe this is a time to put other things. First. Like being the first to check in. Or the first to try you hand at the culinary arts. Or all the arts. Be the first to volunteer. Or the first to say its all going to be okay. And when the day comes, when were no longer looking at our worlds from the inside out. It will be what we did in here that will make us stronger out there. People know aflac. Aflac . But not what they do. So were answering their questions. Aflac is auto insurance, right . No. Uh uh. Is it Homeowners Insurance . No. Uhuhuhuh is it duck insurance . Nope. Ahhh do they pay me money directly when i get sick or injured . Yeah. Aflac you got it. You know aflac boom get help with Expenses Health insurance doesnt cover. Get to know us at. Aflac dot com. The best entertainment experience. S xfinity x1. Lemonis ana, uh, you may want to tighten up your situation here. Ana oh, sorry. It just popped. Lemonis i know that youre in miami, but the rest of us are not, so lets lets tighten it up a little bit. Ana i was a little thinner when i last wore the shirt. I was more of a skinny latina. [ chuckles ] lemonis all right. So, im willing to invest in this business if other people are also willing to invest, and the only way that ill let them invest is if they go through a fullblown investor presentation. Ana by me . Lemonis by you. I want a legitimate business plan. Ana you want me to have even more hurdles. Lemonis no. Ana when is my easy time . Lemonis no, your easy time is after you actually do it the right way. Okay . Ana yes. Im down. Lemonis okay . Ana im game. Im excited about it. Lemonis okay. All right . Right here, youre annoyed that i didnt make a deal. Ana i know what i know, but i was frustrated that i couldnt express myself in a way that would convince you to make the deal. You know, when you see the rest of the episode, i became comfortable waiting for you to realize what i already knew. Lemonis i wanted to really understand how skinny latina lived in the marketplace, so i asked ana to set up a meeting at a local Grocery Store where she sells her product, and i wanted her to bring in a friend because i thought if there were two people there that she may be more openminded to constructive criticism. Do you think your package stands out . Do you think it ana yes, i do think it stands out. Lemonis your calories are 25 for 1 tablespoon. This competitive marinade is 10 calories. It feels a little misleading that youre calling it skinny. Ana but i dont know right now in this day and age a Single Person that is counting calories as a way of dieting. Its just not done anymore. Lemonis okay, pause. Ana, you got to be honest with me. How many people have given you grief over this counting calories thing . Ana no one has let me live that down. No one. People will say, like, oh, calories dont count, and theyll wink, and theyll kind of make and its like, okay, fine youre right calories count. I get it they count lemonis im pretty sure that people still look at calories. Ana i dont think so. Trevor i count my calories. Ana right. I dont know many people that count them. Lemonis well, you know one. Ana didnt know that about him. Lemonis yeah. Ana what do you want me to say . O, captain, my captain, you were right calories count i was wrong. I admit it. I was wrong. Lemonis so, were going to go to a focus group in miami. Ana oh, okay. Lemonis they have the product, and theyre going to give us honest feedback about a list of questions. Ana okay. Trevor you got to be open. Ana yeah. I am. Trevor you have to be open. Lemonis is this what open looks like . Ana this is as open as youre going to get today. Lemonis how are you . Kathleen hi. Welcome to focus groups. Lemonis nice to see you again. Kathleen so, we have 10 people selected at random. Theres a camera and twoway mirror. So, you can see them, they dont see you. Ana right. So, if theyre here, isnt there this kind of presumption that theyre trying to find whats wrong with something . Kathleen no. Theres going to be people that really like it, as well. Lemonis lets go do it. Ana it was really scary to me. Like, i couldnt breathe. Lemonis why is that . Ana i didnt know what to expect. I had no idea. Lemonis i think theres something in your dna where youre a little skeptical all the time. Ana i mean, it is part of my dna. Its my training as a lawyer. I cant turn that off. Its because i always had to look at things, like, whats wrong with this . As a lawyer, so i had to be very analytical, and that just stuck with me. Like, im just a little suspicious always. Kathleen thank you all for coming. I would like you to circle what you like on that label, cross out what you dont, and put a question mark by anything that you are confused about. Done . So, now what id like you do, just without thinking, give me one word on your First Impression. Lemonis oh, boy. Kathleen what did you write . Aaron i actually wrote skanky. Ana skanky . Really . Alice its great that theres a woman on the label, but we can put a woman differently and not so. Skanky. It makes it looks like if a latina woman is supposed to look like that. Woman 1 in the kitchen. Woman 2 i think its just so cliche that when we think of latina, we always think that theyre just showing cleavage. Kathleen okay. Tell me something that you liked on this. What did you circle . Giancarlo glutenfree, for health reasons. Kathleen okay. Woman 2 i circled skinny and the allnatural because i try not to use marinades that have a lot of sugars. Kathleen okay. Somebody else . Woman 3 id like to see lowsodium and maybe how many calories on the front. Kathleen okay. Lemonis what . Im sorry, did she want to know what the calories were . Trevor its so weird. Do you think she counts that . Lemonis how rude. Trevor nobody does that anymore, though, marcus. Kathleen okay. What else . Rivly i crossed out allnatural because it doesnt say much. It doesnt mean much to me. Kathleen okay. What would make that mean something to you . Rivly it would have to say organic, glutenfree, no preservatives, no added sugar, low sugar, you know, all of that. Ana oh, dude, really . Like, what else do you want me to put on the label, you know . Thats just one of those people that, for me, likes the sound of her own voice, is just a knowitall. I look at it, and im not proud how judgmental i was. Because its not really who i am or whats in my heart. I just get defensive. And then theres this, like, wall that comes up, and its like, no, its you. Youre wrong. Lemonis im disappointed that somebody gives feedback she doesnt like, oh, they dont know what theyre doing. John we were tasked to evaluate your product label. Lemonis you went in thinking that it was a takedown, and most Business Owners go into focus groups almost prepared to fight. Ana oh, god. Its really hard. Lemonis i get it. Ana its just so different. Lemonis if youre looking to take your business to the next level, log on to theprofitcasting. Com. Ibut youre not alone. Apart for a bit, were automatically refunding our customers a portion of their personal auto premiums. Learn more at libertymutual. Com covid19. [ piano playing ] that Liberty Mutual customizes your insurance, i just love hitting the open road and telling people so you only pay for what you need [squawks] only pay for what you need. Liberty. Liberty. Liberty. Liberty. Hey allergy muddlers. Achoo . Do your sneezes turn heads . Try zyrtec. It starts working hard at hour one. And works twice as hard when you take it again the next day. Zyrtec muddle no more. Ana thats just one of those people that, for me, likes the sound of her own voice, is just a knowitall. And i dont think when they say, oh, its skanky, that its coming from a place, really, about the label. I think that everybody brings themselves into it, and its like that bothers me. Lemonis ana cant help herself but to react negatively when somebody gives feedback. Its literally got to stop. Kathleen how many think its a diet, kind of lowcalorie product . Aaron i would think that immediately. Kathleen yeah. Aaron just by the name. Woman is this Bethenny Frankels brand . Kathleen so, you think its skinnygirl . What would you think if it was not . Woman youre just getting a free ride off the skinny brand. Rivly i had that same issue, too. Lemonis ana, let me ask you a question. What are your real feelings about the confusion with, you know, that other ladys product . Ana i really dont care about the other ladys product. Lemonis ana. Ana no, im serious. Latina and girl are not the same thing. Lemonis yes, they are. Ana no, theyre not. When i started my little startup in 2013, bethenny was just doing skinnygirl margaritas. She had not ventured into food. My thing is all about food and inspiring people to get in the kitchen and cook something. Kathleen guess what we get to do now. All taste it. Kathleen so, if you want to pass it around, thats fine. Lemonis come on, baby. Bring it home. Its going to be excellent. Ana it worries me because its supposed to be on food. Lemonis everybodys going to love it. Giancarlo um, excellent. The flavor is great. Man its got a great taste, but it is light, so i could see it being the skinny deal. Woman i like that theres little chunky pieces of, like, vegetables or whatever the product is. Like, to me, i know that makes it the natural part. They want you to see it. Alice its tangy. Its definitely latino flavor. I can just eat it up like this. Lemonis when that lady tasted the product and she liked it, your whole demeanor changed. Ana that was a turning point for me. That moment right there, that was the turning point for me. In my whole journey, to really not be so closed off and that these things arent mutually exclusive. The product could be great, and the label could suck, and it was like, i get it now. Lemonis you went in thinking that it was a takedown. You went in thinking it was gonna be negative. And most Business Owners go into focus groups almost prepared to fight. And i appreciated the fact that your demeanor changed, but i didnt like the fact that it took you hearing something good about yourself to do it. Ana all i had to really do was change the label, and its like, thats it. It was that easy. Kathleen anybody going to try this when you go home . Aaron im going to try it. Woman im definitely going to try it. Rivly im going to publix after this so, yeah. Ana wow. Kathleen really appreciate everybodys honest opinion, and good deal. Ana cool place. Lemonis yeah, it is cool, isnt it . Ana mmhmm. Lemonis i made a call to black dog, which is one of the best branding agencies in all of miami to help me show ana some new ways to think about her product, and what im hoping they can do is show her the possibilities of what could be done if she was openminded. You know, i took you to black dog because one of the lessons that i want to teach people is that individual entrepreneurs dont have to go out and hire a bunch of employees. You can surround yourself with an army of outside services that act like employees, and whether thats black dog or whether thats contemporary marketing, you can hire people that actually support your business, and they arent fixed expenses. And so, for those people that operate their business out of their home or their garage, or they operate businesses with a small staff or a small budget, there are plenty of resources out there to actually make your business work faster, stronger, and make it bigger than it actually is. Ana oh, boy. Im a little nervous. John you shouldnt be nervous. This is exciting. We were tasked to kind of evaluate your product label. Ana okay. John but i dont think that we can do that without looking at your overall brand, and it is slightly all over the place. Ana [ chuckles ] yes. John youve got a very popular instagram where you have ana qooks with a q. Skinny latina does not have your name forefront on there at all. We want people to be able to recommend your product or recommend your brand. John and i have a concern of the scalability of your product when you have an illustration that is almost exactly like skinnygirl. Were thinking about taking your script and really playing up on the q part. We think its fun. We think theres some elegance to it. Now the drum roll can happen. And this is very different. Its bright, colorful. Ana um. Ana q it says ana q. [ sighs ] okay. I dont like this. I think its really busy. I hate that the little woman is not there at all, you know . I love her. Lemonis does it look bold and flavorful . Ana it does. Its appealing. I just dont know that its me. Lemonis okay. Ana you know, you become attached to something, and so it kind of freaks me out. John yep. Ana oh, im going to start crying. [ voice breaking ] oh, god, its really hard. Lemonis i get it. Ana its just so different. Lemonis i dont think i was hard on you at all. I walked out of there saying, i was way too easy on her. How much are you raising . How much money do you need . Ana marcus, im so lost with this. Lemonis well, you should have an answer. So chantix can help you quit slow turkey. Along with support, chantix is proven to help you quit. 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And sometimes, you can find yourself heading in a new direction. But when youre with fidelity, a partner who makes sure every step is clear, theres nothing to stop you from moving forward. A partner who makes sure every step is clear, there are times when our need to connect really matters. To keep customers and employees in the know. To keep business moving. Comcast business is prepared for times like these. Powered by the nations largest gigspeed network. To help give you the speed, reliability, and security you need. Tools to manage your business from any device, anywhere. And a team of experts here for you 24 7. Weve always believed in the power of working together. Thats why, when every connection counts. You can count on us. Ana [ sniffles ] its just so different. Its like im losing myself. I just worked really hard without knowing anything, and thats what i came up with. And if its [bleep] its [bleep] but its me. Lemonis any time im looking at a business, i want to see emotional stakes that show me that this business is everything to people. Anas reaction proved to me how much this thing means to her. Lets try to be objective for a minute. Ana okay. Lemonis okay . What i like about what they did, ana, is that they clearly marked out the calorie content, which people in the focus group said, tell me that its healthy. Ana right. Lemonis tell my why its skinny. And they understood who the brand really was, which was you. From a business standpoint, ana q is the brand, and skinny latina is a product inside of ana q. Ana you know whats so funny, marcus . That you said that you wanted, like, ana q to be, like, the umbrella brand. It dawned on me afterwards that, in my whole life, people have always called me ana q. Lemonis because nobody wants to take a chance in pronouncing it. Ana [ chuckles ] john the use of illustration is not a problem, but it has to be done well. Lemonis it looks a little bit like clip art. Ana im im embarrassed that i ever used that label. And i never thought i would say that. I am embarrassed that i used that label. Ii said it. There, i said it. Its, like, now i love them. I love them. I go to the Grocery Store, and i look at them, and im so proud. I love them all. Look at the hot sauce. Shes so hot. Shes so cool. I love her. Lemonis how has black dog helped you . Theyve helped me over the years, but how have they helped you . Ana ive never been around a group of professionals that are so invested. Its very available whenever i need anything. And they hold me accountable. Lemonis so, today, im at the Biltmore Hotel in miami for anas investor presentation. Are you freaking out . Ana theres a part of me thats excited, but mostly im terrified. Lemonis ana, do you know why i took you to the biltmore . Ana well, because its so miami, iconic. Its been there, and its stood the test of time, just like skinny latina is gonna stand the test of time. Lemonis that was a really nice packaged answer. The real answer is, i wanted to take you there because its big and its impressive and its historic. I wanted to create this intimidating environment where there was a huge room and this sea full of people, and then it would intimidate you. Ana well, yeah. Mission accomplished. I always think im, like, suspicious, cause that was my experience with reality tv, that its all set up in a certain way. You did you did do that to me. Lemonis when did you think i set you up . Ana with the students, with your university of Miami Business School students. Lemonis that wasnt no. It was not a setup. No way. Youre gonna meet a young lady who has a bottled sauce business, and my biggest concern is that she tends to judge people a little bit. And so im looking for you guys to really put her through the paces that a normal person would get thats trying to raise venture capital. If you guys decide to invest, then im deciding to invest. If you guys decide not to invest, youre gonna have to tell her why, cause i wont be investing, either. Now, that shouldnt make you feel bad for her. Man wow. Lemonis its business. Unfortunately, you have to make tough decisions sometimes. All right . Ana, its called practice. And if im gonna have you train for the olympics, its not gonna be in a kiddie pool. Ana the condiment market is growing exponentially. Its expected that by 2025, its going to hit about 174 billion. I mean, we want a piece of that, right . Were on the shelves next to some of the biggest brands. Im at fresh market. Im also at whole foods and at 400 publix stores. Man 1 is it a sugarfree marinade, or is lower calories . Ana yes, it absolutely has lower calories, and it has ingredients that you can pronounce. Lemonis listen, i think you know this, but my job in this entire process is not just to write a check. Its to help people build their confidence and get better. In your particular case, there was two issues that i had. In my opinion, you were unfairly judging people. I didnt like it. And i felt like you were applying that same judgmental attitude towards yourself. And you are more qualified and more confident than even you think you are. Ana yeah. Lemonis and if you dont have the confidence in yourself as a business owner, how are you gonna get other people to have confidence in doing business with you . Ana yeah. Man 3 what is the Growth Potential that you see in your sauce, you know, if we invest, you know . Ana okay, well, thats a very good question. I have a threeyear growth plan, and part of it is expanding to more skus. I think thats really important to present to new retailers, to develop new products, but i cant do that without an injection of capital. Man 4 so, last year, what were your total sales . Ana last year we sold 200,000 units. Man 5 do you know the profit of that . Ana i think it was about 116,000. Man 6 whats your anticipated net profit for 2019 . Ana were kind of on track for very similar, maybe a little more. Lemonis do you have a forecast in your presentation . Do you have a slide for that . Ana i dont have a slide for that. Lemonis are there any financial slides in here that show revenue per year, the net profit per year . How much inventory are you sitting on . How much cash are you sitting on . What are your payables . How is it going to grow . How much capital do you need to actually grow into that . Ana no. Lemonis nothing like that . Ana no. Marcus, you were super hard on me. Admit it. Lemonis i dont think i was hard on you at all. In fact, i walked out of there saying, i was way too easy on her. Ana no, no, no, no, no. Lemonis i was much easier on you than i wouldve been on other people. Ana like, lies, all of it. You were pissed at one point. You said, you know what . Lets go outside. Get your pad, get a paper, whatever lets go outside. Like the principal. Lemonis what were gonna do, were gonna let america decide. Ana i dont know the first thing about those numbers, marcus. Ii dont. Lemonis what do you mean you dont know. Of course you do. How much are you raising . How much money do you need . Ana i. I mean, some of the things are not as quantifiable as a bottle of sauce. Lemonis i understand that. So, if somebody asked you for 100,000, what would you ask them . Ana what are you gonna do with it, and what do i get for it . Lemonis right. Well, you should have an answer. Ana i and i dont know how to answer that. Lemonis are you gonna go to caracas . What are you gonna do with it . Ana oh, god, no. Lemonis are you gonna rent a fancy office . Ana no. Lemonis are you gonna drive a fancy car . Ana no. Lemonis are you gonna pay yourself a Million Dollars a year . Ana no. Lemonis okay. So, i would even say, you dont have to worry. I dont waste money. I dont take a salary. I dont have a lot of people working for me. So whatever the money is, the bulk of it is going to go into inventory. Ana right. Iim still marcus, im so lost with this because im really not good with numbers. Lemonis youre not, but youre doing great. Youre doing great. Ana im glad you think so. Lemonis i do. I would tell you if you didnt. Ana i know. All right, fine. Maybe in that scene, you werent that mean. Lemonis oh. I said, if you can get somebody else to invest. Ana yeah. Lemonis . Ill invest. Ana right. Lemonis so, how hows that working . Ana all the nice things you said about me were cut out because you have to look like the mean boss man. Lemonis for exclusives, extras, and business advice, visit theprofit. Cnbc. Com. A 10 Million Dollar fundls at t has created to support Distance Learning tools, curriculum and resources to help educators and families keep school in session because the key to keeping kids learning, is keeping kids connected. From fires and hurricanes in 90 years at farmers we thought wed seen it all. To animal antics we could laugh about later. But we havent seen this. So, farmers is reducing auto premiums by 25 , extending payment due dates, and expanding coverage for the delivery drivers who are carrying us through. And then well do the next thing, and the thing after that, until this is another thing weve seen and done. And sometimes, you can find yourself heading in a new direction. But when youre with fidelity, a partner who makes sure every step is clear, theres nothing to stop you from moving forward. A partner w o makes sure every step is clear, lemonis what i thought we could do now, this is where its a little awkward, but id like ana this is a little awkward now . Lemonis no, what were going to do now. Ana okay. Because its been awkward the whole time. [ laughter ] lemonis not for me. Im fine. Ana i just dont youre right. Of course. Lemonis what id like you to do is go around the room. We want to understand from people, would you invest in this Company Based on this presentation . Its a yes or a no. Ana based on my presentation, would you invest in my product . Man 1 yeah, i dont think so. Man 2 uh, no. Ana no . Man 3 no. Ana no . Man 4 no. Ana no . Woman 1 no. Woman 2 no. No. Man 5 no. Lemonis okay. So, if you asked the question differently and said, take the numbers out of the equation, would you invest in me and the product . Ana okay. Paul, would you invest in me and the product . Paul yes. Ana yes. Would you invest in me and the product . Woman 3 yes. Man 6 yes. Ana yes . Man 7 yes. Ana yes . Man 8 yes. Ana yes . Man 9 yes. Ana really . Yes. Woman 4 absolutely. Man 10 itd be a yes with some conditions. Ana yes. Lemonis okay. The one thing that i thought you did really well today is for the first time that weve been together, you didnt judge anybody that was asking you questions, and that, to me, was the biggest win. I feel like weve made progress, but in terms of me investing right now, im not there yet. Ana okay. Im okay with yet. Lemonis well. Thats good. One of the tips i tell people in business is, if you can learn how to adapt in an uncomfortable situation, then, when its comfortable, youre gonna rock it. Ana yeah, loud and clear. I got that lesson, and i can tell you that, if i had to do that Investor Conference today, i mean, your jaw would be on the floor. We would have to get you a harness to bring it back up. I would kill it. Lemonis the last thing i want to do before we move forward is to have ana submit her product to a food lab. I want to know that everything thats in the bottle and on the label is factually correct. Man the nutritional content, caloric content was 18. 5. Lemonis okay. Man it tested negative for the presence of soy, and expressed to gluten is less than 5 ppm. Lemonis so, it would qualify. . Man as glutenfree. Lemonis well, this is great. Im not gonna lie i feel more legitimate. Ana so, this scene, they didnt show the part where you complimented me, cause you were super impressed with how much i knew about, like, chemistry and [bleep] lemonis okay. When i complimented you, do you need to see that . Do me a favor can we play that clip, please . You know, a lot of people want to start i have the best sauce. I have the best cookies, and that may be true, but to make them portable requires scale and science. And i like the fact that you take what the doctor says with seriousness. Hes a professor, hes an expert. Ana right. Lemonis and i love that. Nice meeting you. Man good, marcus, thank you very much. Lemonis and i felt like you knew your [bleep] in there. Ana yeah . Lemonis yes. Ana all the nice things you said about me were cut out because you have to look like the mean boss man. Lemonis well, heres what well do. Well reedit the entire show, well spend a couple hundred grand, so that you can see all the nice things. Ana i think that all works, yeah, okay. Lemonis okay, good. Ana got it. Hi. How are you guys . Mike how are you . Ana nice to meet you. Mike hi, mike. Lemonis contemporary marketing is a company that i use to launch products to market. If ana can have contemporary agree to rep her marinade, shell have exposure to Grocery Stores across the country. Ana okay. So, four skus of a brand called skinny latina. Lemonis i connected her with a Marketing Agency in south florida that worked on a rebranding. This is what is and what its transformed into. Man all of them pop better. I mean, this clearly states the brand. I like it. Lemonis so, i want you to take mike and the team through your numbers so they can understand the financials, to understand how strong the business is. Ana so, in 2018 our total revenue was 94,824. 80, which left us a gross profit of 35,056. 03. I sell all three of these products for 3. 30 a unit. A bottle of marinade from the copacker costs me 1. 91, including labels and costs, and the margins on this is 42. 12 . Lemonis the way that youre speaking about your margins and the costs, youre like a whole different person. Ana thank you. So, is this something you guys would consider taking, skinny latina and me on as a customer and helping me grow this thing . Mike we definitely would. Ana yes. Mike yeah. Ana thank you so much. That really means a lot. Lemonis ana, i have a little surprise for you. A good friend of mine, jackie pino, who was on a previous episode, is one of the head buyers at walmart. Com. She saw your episode, and shes agreed to test your product out. Itll happen sometime late this fall. Ana really . oh, my god. Thank you, thank you. [ laughs ] ana the thing, for me, thats so special about christys is that my mom used to bring me to christys on my birthday, and i would, in turn, take her to christys on her birthday, so its a very special place for me. So, one of the things that i said to you was, through this process, is if you can get somebody else to invest, ill invest. Ana yeah. Right. Lemonis so, hows that working . Ana its working okay. I mean, theres somebody here that wants to meet with us. Lemonis one of the people that ana invited to her Investor Conference a few weeks ago was her friend, nick molina. Ana hi, nick. Thanks for coming. Nick hi. How are you . Lemonis nick, how are you, sir . Nick good to see you. Lemonis nick is miamibased and has a track record of successful startups. This is a real serial entrepreneur. Im curious to see if ana can actually negotiate with the both of us. Ana so, weve already talked about the possibility of nick investing. Lemonis yeah . Ana so, do you think you want to invest in my business . Nick well, i mean this in the nicest way, but i think you need me, to be honest with you. Lemonis whats the company worth, in your mind, today . Ana skinny latina is worth 500,000 based on five times revenue, which last year was close to 100,000. Lemonis a half a Million Dollars . Ana yeah. Theres risk for everybody here, marcus. Lemonis not for me. I havent written a check yet. Ana whats my value . Right . Lemonis are you asking me that . Ana no, i know what it is. Lemonis well, what is it . Ana its its a lot more than 500,000. Lemonis im sorry. I didnt mean to get that wrong. At tmobile, we know that connection is more important than ever. Weve increased network capacity, given more access to unlimited data. And provided free data for schools and students. Visit tmobile. Com to learn more. You can also manage your account, make payments, and find tmobile stores that are open near you. Weve been asking, are you with us . But we want you to know, were with you. It means being there for each other. Thats why state farm is announcing the Good NeighborRelief Program we know our customers are driving less, which means fewer accidents. So state farm is returning 2 billion dollars to auto policyholders for the period ending may 31st. And well continue making real time decisions to best serve you our customers. Because now, more than ever, being a Good Neighbor means everything. Like a Good Neighbor, state farm is there. Being a Good Neighbor means everything. This is kind of a first. For all of us. But maybe this is a time to put other things. First. Like being the first to check in. Or the first to try you hand at the culinary arts. Or all the arts. Be the first to volunteer. Or the first to say its all going to be okay. And when the day comes, when were no longer looking at our worlds from the inside out. It will be what we did in here that will make us stronger out there. Lemonis listen, were obviously living in a different time right now, and a lot of people are home cooking with their families. Whats impressed me the most about what youve done in the last month is that youre engaging with everybody, and youre giving them solutions to their problems. Ana i offered people an opportunity to send me just a list of whatever they have in their pantry, and then, ill just create a recipe for them. Lemonis a half a Million Dollars . Ana yeah. Theres risk for everybody here, marcus. Lemonis not for me. I havent written a check yet. Ana the way that you invest, to my understanding, is that you invest in the process and the product and the people. Its a great product. Whats my value, right . Lemonis are you asking me that . Ana no, i know what it is. Lemonis well, what is it . Ana its a lot more than 500,000. Lemonis that confidence is what i love about you. What do you think the investment should be . Ana i think 200,000 for 40 . Lemonis the deal that im willing to make is to agree to your 500,000 number. I would want to lock that valuation up for 12 months, and i would want to have the right to invest up to 125,000 for 25 of the company and no less than 75,000 for 15 . So, what it does for me is it gives me the flex to go from 75,001 to 125,000, but if at some point, i feel like the wheels are coming off the bus, i can mitigate my risk for the other 50. Ana i dont think 75,000 is enough money. Nick listen, ana. Let me jump in here for a second. Youre short 75,000 from the 200,000 you were asking for, right . Hes committing up to 125,000, okay . Ill jump in for the remaining 75,000 with the same premise. I want to mitigate mine to the same percentages as marcus. Ana okay. That sounds. Like a good plan, and i feel kind of really fortunate to have both of you. So, do we have a deal . Ana yes, we have a deal. Lemonis okay. We have a deal . Nick we have a deal. Lemonis great. Ana thank you. Neiman marcus, here i come. Lemonis thats i wouldnt lead with that. [ laughter ] cheers. Ana cheers. Thank you. Lemonis you did good, lady. Ana, has this been an emotional journey for you . Ana yes, it has been a lot of work. But i have direction now, and i i now know that im on the right path. Lemonis after the original episode aired, you posted a picture that had these stacks of boxes by your front door. Ana yes. Lemonis how many bottles did you actually fill after the episode aired . Ana 920. I did it all by myself. Lemonis i think what a lot of people missed through this whole process is that the key to success is really understanding who you are and why you do what you do. And the thing that i love about you is how hard you work. And youre unbelievably selfless, and most people dont know that about you. The progress thats happening is because of what youre doing. Ana its worth it. Its worth it. Lemonis and that, to me no pun intended is your secret sauce. Im sorry not secret sauce, ana, secret marinade. I didnt mean to get that wrong. Secret marinade. Ana [ laughs ] lemonis tcan i taste your pesto . Lisa its delicious. Lemonis . Healthy meals, ready to eat and delivered right to your door. Erik we help a lot of people. Lemonis its a service thats helped clients lose serious weight. Diana shes lost 150 pounds. Lemonis check it out this Florida Company is on to something big. But their Marketing Campaign is offensive. Erik everybody come on over, meet the fuel food girls. It always tastes better when its free. [ horn honks ] lemonis . The owner overbearing. Erik put a piece of basil on here. Dress this up a little bit. Sprinkle a little cinnamon on top. Lemonis if i can get the debt under control. Erik cause everybodys popping off with no money here. Lemonis . As well as the owner. Diana you took us off the system. Lemonis you locked her out of the computer already . Erik i dont trust anything that goes on. Lemonis . This companys bottom line could be in great shape