You told me, im the asset, remember . Brett surprise, marcus. This is our show. Strud come on, marcus, were taking you on, man. Lemonis wait a minute. Were changing the show from the profit to polar bear profits. Strud [ laughs ] brett [ laughs ] lemonis over the years that ive been making the profit, ive visited countless businesses. Lets go make some money [ horn honking ] 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 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 polar bear coolers. Over the next hour, im gonna take you behind the scenes to share with you what i was actually thinking during filming. In 2016, the Online Business went down 4 . Hayden thats the year that i no longer started handling the website. Strud you should have been fighting for that with me. Hayden i did. Lemonis cause youre a control freak, other people dont feel valued. Brett get out of your own damn way, strud. Lemonis . Share some secrets. Brett you had him. You lost him. Lemonis the gift that you gave me is the uniqueness of who you are forced me to realize that i have to accept everybody for who they are. Strud i dont really have time to explain every part. Lemonis . And give you an honest assessment of my decisions. The company lost 35,000. No, no, dont point at him. Whats going on with business . Strud oh, man, marcus. Its flatlining. Lemonis let me make an offer to you right now. I should buy polar bear from you. My name is Marcus Lemonis, and this is an inside look at the profit. Obviously in this new day, in this new world that were living in, this is one of the businesses that its important to understand, what do you do now . How do you reinvent yourself . How do you move forward . Whats tomorrow look like . And i think what were gonna try to do tonight is provide some insight on how businesses sometimes have to pivot when they least expect it. [ rock music plays ] hayden hello. Lemonis whats that music . Hayden you didnt know what you walked into, did you . Lemonis how you doing . Im marcus. Hayden im hayden. Nice to meet you. Lemonis hayden, how are you . Geoff marcus, geoff gold. Lemonis nice to meet you. Brett im brett. Lemonis how are you . Lemonis whats. Brett thats strud upstairs, playing. Lemonis in the middle of the workday . Okay. I have never walked into a situation where somebody was jamming out. Strud how you doing . [ music stops ] how are you . Hey, Marcus Lemonis im marcus. Strud im so pleased to meet you. Lemonis what is your name . Strud strud. Lemonis okay. Stephanie stephanie. Lemonis stephanie, nice to meet you. Lemonis are you the owner . Strud yes. Lemonis okay. And what is your role here . Stephanie i just own him. Lemonis are you his wife or just. Stephanie he calls me his lovelifepartner. Strud lovelifepartner. Stephanie so its a mouthful. So, whats the polar bear jingle . Is there a jingle . Strud no. Theres no particular jingle. Lemonis well, just play me something. [ rock music plays ] strud Marcus Lemonis, weve seen your show and it sure is fine lemonis okay. Strud why dont you come on down to georgia meet polar bear, well have a good time lemonis look, i love the fact that strud likes to have fun. If he was upstairs writing jingles or commercials or doing videos things that actually drove the business forward i wouldnt care. And im wondering if thats the reason that im actually here cause he cant focus. Strud were the pioneers of the soft performance cooler, okay . 20 years, ive been doing that. Right now we are super stressed. I mean, theres been a lot of hard times. Lemonis what are you stressed about . Strud last year was 2. 5 million, but in 2017, we were 3. 5 million. Lemonis whoa strud so weve gone down 1 million in two years, marcus. Thats the problem. Lemonis the fact that he lost over 30 in revenue from 17 to 18 is a really big deal. Where is the product . Why dont we go look at the product . Strud lets go do that. Lemonis so youre his sister . Brett i am. Lemonis how many other siblings . Brett thats it, just he and i. Lemonis hey, brett, thanks for being here. And we want everybody to understand who strud is a little bit more and why you are who you are, partially because of her. One of the things that we did not include in the show because we just didnt have time is the very earnest and sincere conversation that you and i had after i met strud. And it was one of the things that i think really helped me gain clarity on the sincerity of your family, you and your brother. I know its tough for you to talk about, but i also know that you dont hide it because you want to help other people. Brett absolutely. Lemonis whats it like growing up with him . Brett oh, boy. Lemonis come on, brett. Brett its fun. I mean, i would do anything he asked me to do, just cause i thought he was so cool. Lemonis still even today . Brett no, i think hes just an absolute buffoon now. [ both laugh ] no, its insane. Hes very intense. Great guy but very intense. So thats where weve had some issue. In the past, i had a fulltime job here and loved it. And then i had an incident that took place that took me out of polar bear. Lemonis a Health Incident . Brett rehab. I had a terrible drug problem at one time. Lemonis oh, okay. And youre feeling better now . Brett yeah. I got clean, got. Lemonis congratulations to you. Brett . 10 years. Thank you. Lemonis very proud of you. Brett thank you. I advocate for Mental Illness and addiction. Actually, its the facility that helped me, that i got help through, so they ended up hiring me. Lemonis thats awesome. Brett its incredible. It really is. Were all done. Lemonis that is about right. Brett thank you. Lemonis lets go see the warehouse. Strud okay, lets do that. Come on. Brett oh, my god. That got real, didnt it . Lemonis the reason that im so grateful about how open and honest you are about this, its important to understand that there is tolerance and forgiveness and understanding required to run a business and that businesses are built on people. Lots of things happen to people. You dont need to be embarrassed. You dont need to apologize. You own it. You learn from it. You teach other people how to avoid it. Brett im absolutely not embarrassed. What i did was embarrassing in the past. Recoverys not embarrassing. Theres absolutely nothing embarrassing about getting help. Everybody has something going on in their life, and thats what makes us human. Lemonis and that is the one thing that i think makes Small Business in america so special. And i want to thank you for being so open and transparent about that. Brett absolutely. Lemonis is this the full assortment . Strud yeah. This is the h2o, the waterproof line. So, the difference in these two models, marcus, is this is closedcell foam, like the foam in your life vest. Its squishy. Its waterproof. Lemonis okay. Strud and this is opencell foam, like the foam in your couch. It sucks water up like a sponge. Lemonis in order for a company to be successful, it needs to be able to tell its story quickly and cleanly. Instead, hes starting to go into all these technical terms, like closedcell foam or opencell foam. All i essentially want to know is, how long do things stay cold, how much does it cost, and does it do what i need it to do . Ill be honest with you. The construction of it and the details the quality looks good. As i look at all the coolers, it was a bit overwhelming. Wow. So, what are these . Strud 6packs. Lemonis how do you know . Strud because i can look at this and tell theres too many 6packs here. Lemonis when i walk around this warehouse, it looks. Chaotic, it looks disorganized. Theres no rhyme or reason to where things are. What is all this . Strud this is the return bin. Lemonis it doesnt look right. What i thought i would see, to be honest, is i thought it would see some sort of racking. Strud i mean, i can walk in here and get a visual of where everything is. Lemonis so how many 48 blacks are out here right now . Strud um. Well, lets go look at them. Lemonis no, no. You said you could do it from here. Strud well, i need to look at them. I need to look. Youll see where they are. Lemonis in order to improve the profitability of the business, understanding your inventory, managing it properly, knowing what you have at the right time at the right price is quintessential to maximizing your margin. Whats here . Geoff 7,000 coolers. Lemonis what are the top skus you sell . Geoff the 12pack black. Lemonis how many do you have in stock right now . Strud honestly, i do not know how many black 12packs we have in stock right now. Lemonis how many do you have . Geoff zero. Lemonis you dont think thats a thing you should know . How many 12pack black coolers do you have in stock today . Strud oh, christ, come on marcus. Not right now, man. Lemonis heres the funding. Here you go. Heres some money. Essentially, theyve piled up a bunch of cash in their warehouse in different areas and dont know what they have. And anytime a company does this, it essentially puts themselves out of business, and they dont even realize it. This inventory thats sitting around needs to be, first, organized, and second, if theres too much of something, it needs to be liquidated. If theres too little of something, it needs to be ordered. You think your [bleep] looks together . Strud for my knowledge, i know whats here. Lemonis okay. So, i want to hear from your sister. Brett you were doing just fine, just fine. Everything was going great. You were making lots of money. But then somebody quit manning the store and quit coming up with fresh ideas. You didnt do any marketing. You didnt do any advertising. You didnt do any social media. The social Media Presence didnt exist. Strud could i Say Something . Brett no. Thats the first time ive ever seen him be quiet. The times changed, and polar bear didnt change with the times. Strud let me please say, this is the part of the show where i realized brett nash is smarter than i realized she was, because shes exactly right. We didnt change with the times. Thats what happened. Lemonis i dont want you to get mad at me when i say this. Strud im not gonna ever get mad at you. Lemonis but one of the reasons that i wanted brett here tonight is because i think everybody in america feels like you sucked all of the air out of the room and took it away from your sister. Strud no. I love my sister. Its nothing but pure fun for me to do Something Like this with her. Thats right. I love you and lemonis excuse me, strud. We just got through telling you that people dont want to hear from you. They want to hear from your sister. Brett right. Strud shh brett youre welcome, strud. Strud shh brett keep going. Strud go, brett, go. Brett this ought to be great. Lemonis love it. Strud, on a scale of 1 to 10, how would you rate the way you treat people . Strud 7. Geoff in the beginnibeginning, it was much nicer. Things got a little more intense as we were growing. 2009, we had a meeting, and he proceeds to go on the board and drew a line, like, this is what everybody makes. This is how much geoff makes. This is how much, you know. Lemonis in front of everybody . Geoff in front of everybody. And that meeting is where you said, no. Im up here. Youre down here. Lemonis i believe that every bone in your body is good. I truly do believe that. What Business Owners across america can be unaware of is when things are going bad, they want to control everything. And the people around you want to contribute, and when you take that ability for them to contribute, you end up making people not want to work with you. Were you hurt by it . Geoff absolutely. And he cut my pay cause he thought i was making too much money. Lemonis how much did he cut your pay by . Geoff 10 grand. Lemonis and how many years did that last . Geoff well, we got to a different arrangement about six months later. But the damage was already done in my life, so. Strud hold on. How was damage done to your life . Geoff personal stuff. Strud okay. Personal stuff. Geoff when your house is worth nothing and your pay is cut by 10 grand, it changes your life. Lemonis i dont know how you actually fix this business without totally revamping the way strud thinks. And im not sure its possible. Did you learn through this journey with me that your decisions affect other people more than you thought they did . Strud yes, and, of course, i love brett. And i love geoff and i love hayden, too. I really like these guys, and when things start getting more difficult for everybody, these kind of things start getting called out more. And thats difficult. And thats when you, i guess, as a person need to be able to see beyond that and be stronger than that. Maybe i have a blind spot, guys. Maybe theres an area of strud that just doesnt get things, and maybe thatll never change. Brett no, you get it. You got to listen you got to listen thats the problem sit back and listen strud okay, go. Lemonis i am willing to set up a line of credit for the business. But i want 25 equity for doing it. Were you surprised at my offer . Strud i thought marcus, honestly, i would be afraid for you to invest in this company. Gthat Liberty Mutualse 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. Its the simple joy of washing your hands,. Without ever touching a faucet. Its the Little Things that matter. Thats why we create moments to feel kohler clean, every day. 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. 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. We are running our covid19 Technology Response on teams. Teams has given us the possibility to continue to innovate. I can bring them in, i can actually share my screen and show the x rays. We can do that in a visit like this. Were living on teams. Its as simple as that. 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 ] and your pay is cut by 10 grand, it changes your life. Strud i wish we had talked about it more. Geoff you never would listen. Lemonis when you own a business, you have to read peoples minds, and you have to think about their feelings more than your own. Lets go to last year. 2018, Company Generated 2. 6 million in revenue. The company lost 35,000. Strud well, hold on. Lost 35,000 . Lemonis did you know that . No, no, dont point at him. Strud i never know my numbers on the fly. Lemonis brett, has he changed at all in that regard . Brett no. Lemonis so what are the two numbers that you would use to figure out gross profit percentage . Strud we have two i cant see it. I dont have my glasses. What is it . [ laughter ] lemonis theyre a little dirty. Strud hey, they work. Lemonis do they help . Strud yeah, man, they do. Almost good. So im putting the 2. 6. Geoff dont put a period, though. Strud okay. Geoff yeah, the point doesnt yeah, dont add the point. Strud im sorry. What number are we typing in . 1448298 . Brett youve got a 2 on there. You need to take that 2 off. Strud okay. Brett 2. 6. Strud 2, 6. Brett 7, 8. Strud 7, 8. Brett 7, 8, 9. Strud 7, 8, 9. Lemonis when we sat down to negotiate, how long do you think we were in there . Strud a long time. Brett a couple of days. Lemonis it was the longest negotiation in the history of our show. We were there for 3 1 2 hours. Should he know them better than this . Brett absolutely. Strud but i do know them better, but im very im dyslexic. I have to really look at something and focus, okay . And i dont know if im dyslexic or not. Im just telling you what happens to me when i look at them, so im trying lemonis what is dyslexia . Strud i dont even know. I think it has trouble lemonis but you labeled yourself. Strud what i want to communicate to you, marcus, is i have trouble visualizing things. Brett issues. Strud i have trouble visualizing things and registering them visually. It takes me a minute to process it, okay. Lemonis but do you know what dyslexia is . Strud no, its a disease of the no, i dont know. Tell me. Lemonis but you labeled yourself with it. Strud well, im trying to communicate to you that i have an issue. Lemonis do you have meningitis . Strud no. Lemonis do you know what it is . Strud no. Lemonis okay, how do you know you dont have it . Strud because someone would have told me by now. Lemonis okay. 2017, the company did 3. 2 million in revenue and made 16,000. Lemonis 2016. 3. 5 million in revenue. Made 88 grand. So from 16 to 17 to 18, its drop, drop, drop, drop. Strud okay, so lemonis why . And you cant blame anybody. Strud okay. Um. Lemonis its really im telling you, this is gonna determine whether i move forward. If you answer wrong, im leaving. Strud its 100 bad decisions made on my part, marcus. Lemonis thats it. Thats the answer. The fact that strud was able to answer the question correctly showed me that he is aware of his own liability, which gives me a little bit of hope. Can we look at the Balance Sheet real quick . Just look at the current one. 422,000 in assets. On the liability side, 124,000 in payables. So the business is relatively clean. So, normally, i would write a check. My worry is how he would actually manage the money. I almost need to keep him. On a tight leash. This business only needs, financially, the ability to ramp up its inventory as sales ramp up. Heres what im willing to do. You know, its funny, cause normally people have this idea in their mind of what they can expect when we sit down to negotiate. What did you think was gonna happen when we sat down to negotiate . Be honest. Strud i thought, this is a little early for a negotiation. You dont know me. You dont know the company. And id watched the show many times. I didnt understand that it happened the first day, but it makes sense. Lemonis i willing to set up a line of credit for the business. If the goal is to get back to 3 million. Strud yes. Lemonis youll need a 540,000 line of credit. You earn into the line of credit as the sales grow. Im gonna provide them with a revolving line of credit that allows them to borrow money from the line, build inventory up, and as the inventory sells back down, take the profits from that and pay down the line. Over and over again, theyll continue to pull on the line and pay it back, pull on the line and pay it back. And retained earnings over time will replace the need for the revolver. Ill have the Interest Rate be 5 . Strud thats good. Lemonis but i want 25 equity for doing it. Were you surprised at my offer, the way i structured the deal . Strud no, i thought it was exactly what would have worked here in a perfect scenario at that time. What you did do is you gave me an opportunity to earn your trust, to put our product in the stores. You put money up front. You gave me spread. Lemonis strud, whats going on with business . Strud oh, man, marcus. God, man. Theres a whole nother show to do on this thing, man. Its flatlining. Marcus, honestly, i would be afraid for you to invest in this company right now, marcus, because i dont know if i have the answers to get out of this, okay . Right now, this company is, as you say, insolvent. But i would need more help than just money. Marcus, i am so appreciative that youve come here, and i would be honored to be a partner with you. Lemonis okay. Lets rock and roll. Hayden yeah strud totally worn out, man. You wore me down, man. Lemonis i dont think thats possible. Strud you wore me down, brother. I mean, not all the way, but. Geoff how are you . Lemonis whats happening . Geoff just living it. Lemonis whats up, my man . Strud hey lemonis so, what is all this . Strud this is direct sales to consumer online, okay . Lemonis look, weve commissioned to start a new website, but the one thing that we need more than anything is the Historical Data from the old website who bought what and when and why so we understand exactly how and when it dropped off. In 2016, the Online Business was 60 of your business. 18 amazon, 42 website. Then it went to 38 website, down 4 . And the amazon went down 3 . Hayden you know what happened that year . Thats the year that i no longer started handling the website. Strud if that was the case, you should have come to me, go, hold on, man. Were losing our asses here because you guys dont have me at the helm. Hayden weve had that conversation. Strud i dont think we have enough. You should have been fighting for that with me. Hayden i did. Lemonis as far as im concerned, strud either stops the blame game or im out of here. Strud if i saw hayden turn sales around ever once. Hayden ever once . Strud no, i mean yeah, no. We dont know. Hayden why do you pay me . Strud polar bear coolers. Keep it cool. [bleep] i can pay the same amount for someone to do it the first time right. Lemonis you are gonna be defined as a leader in how you handle things when theyre not going well. Strud i feel like i do that. Lemonis well, ask your sister if she agrees. Strud i know she doesnt. Lemonis so thats two of us that dont agree. If youre looking to take your business to the next level, log on to. Another work from home day in the books. Time for a [whistle] charlie, cocktail . Bobby . Mimi . Rodrigo, marchello . Professor smith, would you care to join me for a cocktail in the lounge . Uncle cliff, look at you. Maurice have you met kendall . Kendall have you met maurice . Elanor, back from paris i see. Miss livingston, care to set the mood . Well, i believe were in good company. Lets drink to that. Were committed to serving, our communities by doing what we do best. Serving you and making one great steak. Thats why we have curbside takeaway and delivery on outback. Com because at outback steakhouse, were here to serve you. And geico loves helping riders get to where theyre going, so to help even more, geico is giving new and current customers a fifteen percent credit on their motorcycle policies with the geico giveback. And because were committed for the long haul, the credit lasts your full policy term. The geico giveback. Helping riders focus on the road ahead. The geico giveback. Its the simple joy of washing your hands,. Without ever touching a faucet. Its the Little Things that matter. Thats why we create moments to feel kohler clean, every day. Hayden why are you paying me if i never made you money . Strud well, because ive had a lot of belief that you would. But you also have to show me how thats happening. You need to put it on paper for me and go, heres what i did. Hayden we did that. Thats why my pay went up. Strud either i made a huge mistake or you made a huge mistake by not making that clear to me. Lemonis you are gonna be defined as a leader in how you handle things when theyre not going well more than you are when they are going well. Strud i feel like i do that. When things are getting tough, youve got to get tough and youve got to get down there. And youve got to make things work. When youre in the foxhole and its coming down hard, youve got to have people who are right there. And thats a tough job. Lemonis well, ask your sister if she agrees. Strud i know she doesnt, but hold on. Lemonis so thats two of us that dont agree. In communicating with a very creative, eccentrictype person, you have to curate your message in a way that they could understand it. If you dont feel like youre getting it across one way, you got to try a different way. Hes never going to adjust his digesting information for you. Youre gonna have to adjust your communicating to fit him. Strud thank you. Lemonis dont be all cocky about it. Strud im not. Lemonis one of the things that i loved about going into different businesses isnt what im going to teach, its what im gonna learn. I feel like the more interesting people i can meet, the more i can assess other situations better. And the gift that you gave me through this entire process is the uniqueness of who you are forced me to realize that i have to accept everybody for who they are. Ultimately, we want to organize our assets. We want to know what our top sellers are. We want to get rid of all the skus that you have way too much of and get our cash out of them. Polar bear is in real need of working capital, and the only way to really do that is to take this dead inventory all of it and turn it into cash. Were gonna create a giant pile in the middle of everything that we dont want to carry anymore. Hayden okay. Strud oh, man. Lemonis lets just get to work. The goal is for this business to reboot itself by going back to the core products. Anything that looks like its been sitting awhile, i want them to shed themselves of that, get that cash, and reinvest in the core product. Strud thats an interesting move, to come in and start moving stuff out the door like that. Hayden what youre looking at right here is 6pack navy blue. Lemonis how many do we have . How many have we sold . Hayden right now, we have 289. This time period last year, we sold 95. Lemonis the amount of inventory that a company should have should be based on historical sales factored in with how long it takes to replenish that inventory. So if i can get product in 30 days, then i only need a 30day supply. If it takes me four months to get the product from china, then i need a 120day supply. When we were going through that warehouse, we had a couple good arguments that actually didnt make the show. Take a look at this clip. What have you learned about your people today . Strud today what ive learned about my people, okay. That they will do whatever you ask them to do. Lemonis whats the difference between me getting them to do it and you getting them to do it . Strud i dont know. Im still identifying that. You want them to take initiative, man. You got to pay for initiative, marcus. Lemonis youre starting to piss me off. Strud okay, im sorry. Lemonis and the reason you are is because people are here trying to do good for your business. Strud okay. Yeah. I can see that. Lemonis yeah, so lets just take it the [bleep] down a little bit. Strud one of the things i loved that you said is, strud, i want you to argue with me. I want you to tell me your side. I want to battle this with you. I love that in people. Lemonis i love it when people disagree with me because i want them to have conviction. And when im in business with people, i surround myself with people that usually think completely different than me. [ guitar music plays ] strud there you go. Brett uhoh. [ laughs ] strud ohlalalalala lemonis okay, i need some cooler stuff. How much fun was miami beach . Brett so much fun, but how silly did i look on the beach in my executive wear . Strud you looked better than me, thats for sure. Lemonis so, i want to take the products and get some feedback from people. Strud great idea. Lemonis strud struggles with the ability to tell his story, why people should even have the product. The best way to perfect that skill is to do it oneonone facetoface with somebody. Strud i honestly i sucked at that. Brett it was so bad. Strud this is closedcell foam. Thats opencell foam. This is the foam like in your life vest. This is like the foam in your couch. The difference in this and this is this is a closedcell foam, this is opencell foam. Lemonis keep it simple. Heres the cooler. Whats it gonna do for me . What is the most popular thing here . Hayden that 12pack silver sells more skus that anything else. Lemonis so would you say that this is an insulation sensation . Hayden ooh strud yes. Yes, i would. I like that lemonis if you keep saying that, insulation sensation, youll never say the word foam again. Strud youre so right. Lemonis say foam sensation. Strud i cant do it. Lemonis just try it. Strud [ speaks gibberish ] you just cant even do it. Its got to be insulation. Lemonis so, lets go test the insulation sensation. Strud i love it lemonis okay. Strud ohh the waters calling, marcus. Brett you lost him. You had him. You lost him. Lemonis what prompted you to just take your clothes off and jump in the ocean . Strud the ocean. I was gonna swim to cuba. Man, i was gone. I was out of there. Brett keep the clothes on. Strud it didnt look good on film, man, ill tell you that right now. But i would do it again. Lemonis so, heres what i want you guys to do short videos. But i want to see the product in action. I want to see the insulation. I want to see the flotation. I want to see the duration. Be yourself. Strud okay. Hayden filming right now. Strud come on bring it 48hour duration insulation. Polar bear coolers keep it cool. [bleep] do it again. Hayden that was perfect, actually. Strud no, its not right. I could pay the same amount for someone to do it the first time right. Lemonis suddenly, things take a bizarre turn. Strud when the pay gets cut for business reasons, we can talk about that, but if you bring that on me, im going to respond to that. Lemonis this little discussion around a social media post starts dredging up all the things from the past. Now the trains off the tracks bigtime. Hayden cut my pay 40 overnight. Strud hold on. We need to know the details to have this conversion. Hayden i know the details. Strud you chose to not continue to work with me every day to grow it. Hold on. Hold on, hold on, hold on we had a serious conflict on things that i needed you to work with me on to grow the company. Strud now we have an issue. Maybe i havent been as appreciative or making people feel appreciated, but im in here trying to make it better for everybody. Brett do you think that you are the only reason polar bear is going right now . Im just asking you to take a look around, maybe, and see that there are other people involved that have all this burden on them financially as well as you do. Strud i understand that. So im the leader of this thing. If i can get through it, theyre gonna get through it with me. Lemonis see, thats the problem. You have full control of it. And so everybody that works here feels underappreciated. Brett did you hear what marcus said to you . Get our of your own damn way, strud. Strud now we have an issue the best entertainment experience. S xfinity x1. It started with a few fifty dollars here. Eighty dollars. A hundred dollars. I had good health insurance. Why isnt this covered . Well, then they started getting bigger. Eighthundred dollars. Eighteen hundred dollars. I saved for this. But not that much. Im glad i had aflac. They gave me money when i needed it most. Thats why aflac is here, to help with the Expenses Health insurance doesnt cover. I love that aflac duck. Aflac get to know us at aflac. Com no uh uh, no way come on, no no nnnnono only discover has no annual fee on any card. Its the simple joy of washing your hands,. Without ever touching a faucet. Its the Little Things that matter. Thats why we create moments to feel kohler clean, every day. Thats why working together ist more important than ever. At t is committed to keeping you connected. So you can keep your patients cared for. Your customers served. Your students inspired. And your employees closer than ever. Our network is resilient. Our people are strong. Our job is to keep your business connected. Its what weve always done. Its what well always do. And wells fargo employees are finding ways to do our part. Need help like never before by helping people stay in their homes, through mortgage Payment Relief efforts. Helping local businesses in their vital role in the american economy. And helping hundreds of local organizations provide food and other critical needs. When you need us, wells fargo is here to help. Of something we have to figure out still. Okay . Then you blew up. Hayden do you want to understand why i made that decision . Strud not yet. Lemonis just cause i feel like this isnt gonna go anywhere good. Hayden its not. Lemonis . Maybe you and i can go talk. Strud let me grab a shirt, if you dont mind. Lemonis i dont know who started it with who or how it all exploded, but all of a sudden, were dredging up all these things from the past in the middle of south beach. What gets you so amped up . Strud theres so much that has to be done in such little time. I dont really have time to explain every part. Lemonis once and for all, lets close that loop. How about if you dont ever bring up the past again and you say to him, you know what . Do you think it would be a good idea if we figured out how to kick ass Going Forward . Strud absolutely hes gonna say yes. I can ask him. Lemonis go ask him. Strud come here, hayden. Hayden whats up, buddy . Strud get in here, man hayden let me on in. Strud [ laughs ] hey. Do you think it would be a good idea if you and i just bury the hatchet and move forward and make this company rock . Hayden absolutely. You know it. Strud lets do it, man. Hayden im on it. Lemonis did you resolve things with him in that moment, or did you feel like they were still unresolved . Strud well, no, no, no, they were not resolved. This was thrown together so fast, and now, i meant what ive said. I am a person who wants to resolve things. You know, haydens a great person to hang out with. I love hayden, but there is a little offset. Like, im a musician, and hes an engineer. Lemonis the problem is, because youre a control freak, other people dont feel valued. Strud you know, i understand and i will do some soul searching on that, marcus. Brett do you hear what hes said, though . Did you hear what marcus said to you . When you are working on something, the way that you go about it smothers the other people that are trying to help you rise up. Get out of your own damn way, strud. Lemonis the warehouse looks exactly the same. Brett, when i came back to the warehouse, did you warn him that things werent done . Brett i didnt know that, that the shelving and stuff hadnt been completed. Lemonis strud, what did you think . I mean, you obviously saw the disappointment on my face. Strud i didnt think you were really disappointed. Like, i mean, if you were that disappointed over that lemonis watch my face in this scene, and you tell me what you see. It kind of all looks the same. Strud are you frustrated . Lemonis im more disappointed. Strud are you . That the shelves wouldnt have already been in here . Lemonis no. It just doesnt feel any different in here. The job boards not up. Strud no, it is. Its around the corner. Geoff thought it would be better because thats where its all read from, over there. Lemonis yeah. Im starting to get annoyed by the fact that hes not listening to me. And we can have this debate all day long and all night long, and no matter how many excuses you give me, youre not gonna change my mind. You dont see disappointment . Strud well, i do see disappointment, but i didnt know if we were just putting that on a little heavy for the show, honestly. Thats maybe what i thought. Brett [ laughs ] lemonis what has everybody here been doing . Just hanging out . Strud no. Geoff handles the things he handles. Hayden handles the things he lemonis describe those for me. Strud hayden answers the phones and does customer service, oversees amazon and the facebook and social media. Lemonis so the advertising . Strud no. Social media. Hayden every bit of advertising has to be generathere. Lemonis but, see, thats the problem. You have full control of it. And so everybody that works here feels underappreciated. And it isnt just about their pay. Its important as a Business Owner that you surround yourself with really solid people that add a level of credibility that sometimes you cant. And a lot of times, Business Owners and leaders surround themselves with people that are weaker than them because it makes them feel better about themselves, when, in fact, it actually makes them a worse businessperson. So the numberone lesson tonight is surround yourself with better people than yourself. Itll make your business stronger. Strud i agree with you 100 , marcus. Go, Team Polar Bear yeah, all right. All right, keep it cool. Lemonis with the passion and the brains and the creativity, youre priceless. Strud hey, hey, hey, man. Lemonis but you need to get out of the business of managing people. Its the simple joy of aswashing your hands,. Without ever touching a faucet. Its the Little Things that matter. Thats why we create moments to feel kohler clean, every day. No uh uh, no way come on, no no nnnnono only discover has no annual fee on any card. Theyre going to be paying for this for a long time. They will, but with accident forgiveness allstate wont raise your rates just because of an accident, even if its your fault. Cut sonny. Was that good . Line the desert never lies. Isnt that what i said . No you were talking about allstate and insurance. I just. When i. Lets try again. Everybody back to one. Accident forgiveness from allstate. Click or call for a quote today. Accident forgiveness from allstate. Hey allergy muddlers. Achoo . Do your sneezes turn heads . Try zyrtec. Zyrtec starts working hard at hour one. And works twice as hard when you take it again the next day. Zyrtec muddle no more. And try childrens zyrtec for consistently powerful relief of your kids allergies. 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. We are running our covid19 Technology Response on teams. Teams has given us the possibility to continue to innovate. I can bring them in, i can actually share my screen and show the x rays. We can do that in a visit like this. Were living on teams. Its as simple as that. What is the most important kind of capital in a business . Strud the most important kind of capital. Remind me again, capital. What is capital . Lemonis so capital could be money. Thats financial capital. What other types of capital are there . Strud i dont know. Oh, i want sometimes i have to really digest things, marcus. Lemonis okay, well come back to it. How about we come back to it . Strud let me Say Something. Hayden, youre important to me. I mean, in the beginning, we had so much fun, man. I just hit it off with you, and i was like, man, there was something there, you know . It felt like you were my brother, you know . Brett she understands me in ways that no one else ever will. Its just nice to have. Geoff has been there, man. Its important to me that youve stuck through. Im so proud of you and us. Geoff mmhmm. Thank you. Lemonis tada you know what, bud . Its these kind of discussions that reinforce for people why they stick with you appreciation. Strud [ sighing ] yeah. Capital, capital. Lemonis you want a hint . Strud i dont know if i do want a hint. Lemonis well, if i dont give you a hint, are we gonna be here three hours . Strud humans. Lemonis say it with me. Make a sentence. Strud humans are the most important capital to any business. Lemonis thank you. Somebody like you with the passion and the brains and the creativity, youre priceless. Wheres the racking . Hayden racking is being installed on wednesday. Were doing 4feetdeep racks, but in the middle, you double them up so we can put our biggest skus so we can access from both sides and push through. Lemonis its only 11 grand. Hayden isnt that amazing . Lemonis okay, great. Brett yay strud yay brett progress lemonis now that strud is finally appreciating his staff, things are falling in place. The warehouse rackings being put in. [ indistinct talking ] the inventory is finally being organized. How does the warehouse look today . Strud it looks awesome because we do have the shelves, and a lot of the shelves are not necessary, i admit. But they are nice. It is organized. When you walk in here, you feel like, you know, okay, everythings in its place. Weve sold all the coolers, marcus. We sold them all in nine days. Lemonis all of them . Strud all of them. Hayden and geoff killed it. Lemonis i am totally blown away by what they were able to accomplish. Geoff okay. Ready . Lemonis a few weeks ago, strud and i were down in miami and i tried to just give him a chance to see how his sales ability would be. He didnt do well in miami, so im gonna give him one more shot. Strud so, lets open her up, lets get some coolers out. Get in here now come on Team Polar Bear. One, two, three. Go, Team Polar Bear other than the heat, that was the funnest day. And when you said, strud, what if all the people in this stadium had a polar bear cooler . Man, i was like, marcus, you just dont even know. Hey, hey, hey, man. You guys go the tailgate going. You got some food, got some drinking. You ever want to keep your drinks cold all day long . Man yes. Strud you ever want to be handsfree with your cooler on your back . Lemonis whats up, guys . How are you . Strud will you guys check this out, polar bear coolers . Alright . Alright, keep it cool. Man yeah, absolutely. [ people cheering ] lemonis do you think these people want to hear you sing . Strud are you ready for a cool nation . With a brand thats rocking the nation guaranteed to make you smile gonna have to keep it cool for a while brett alrighty strud yeah, alright. Lemonis strud wasnt doing anything other than what i wanted him to be doing, which was letting his big, bright personality shine. Strud hike whoo lemonis so when all this stuff went up on the shelves, what did you notice you were out of . Strud were going to need a lot of orange and blue coolers. [ laughter ] you started shaking your head before i could get it out of my mouth. Whoever edited that, man, they killed it. Lemonis now that ive seen them with customers and their pitch a lot more refined i want to understand how much inventory they have, what day supplies they have, what they want to order, and how much its going to be. Tell everybody what happened at camping world when you went to see the buyers. Strud i told marcus, look, im going up to minnesota. You said that i could meet these guys. Im going up there to meet them. A deal got put together marcus would buy product for camping world. This is the camping world model right here. This is the only one of its kind thats here. Youre the only one whos going to have them. Lemonis i want you to know that i was very proud of how they felt about your Product Knowledge and what you were bringing to the table. It reaffirmed what i think your pivot is. What would you need . Geoff cole 75. Lemonis great. Do you buy off on that . Strud yeah, i do. Lemonis let me make an offer to you right now. I should buy polar bear from you. For exclusives, extras, and business advice, visit. Lemonis i want you to know that i was very proud. [anthony] hey mama, whats up . [mama] im confused. Confused about what, everything ok . Yeah, i only see one price on my phone bill. That doesnt sound confusing mama. Youre on tmobile, taxes and fees are included. Oh come on, theres always extra fees not on tmobile mama. Why cant all my bills be like this . I dont know mama. Bye mama, love you. Anthony . Umph at tmobile, taxes and fees are included. And right now, when you switch your family, get 4 lines of unlimited for just 35 a line. Businesses are closing. Living rooms are now offices and schools. Our world is suddenly different. But one thing stays the same. Sate farm is there. To any of our customers currently facing financial burdens, call your state farm agent because were here to help make this new normal, feel just a little more. Normal. Like a good neighbor, state farm is there. ® it reaffirmed what i think your pivot is. You need to create products, you need to come up with ideas, and you need to get out of the business of owning and managing people. Strud yes. Yes. Please, yes. I agree. Lemonis how much total inventory do we have right now . Geoff cole about 5,000 coolers. Strud lowest weve ever had. Lemonis cleanest youve ever been. Strud cleanest weve ever been. Yes. Lemonis how much dollar inventory do you have right now . Geoff cole about 140,000. Lemonis and where should it be in your mind . Geoff cole i think it should be about twice that. Almost 300,000. Lemonis okay, so then what would you need . Geoff cole 75. Lemonis great. Do you buy off on that . Strud yeah, i do. Lemonis do you trust him . Strud i do, absolutely. Yeah. Lemonis okay. [ laughter ] strud thank you, marcus. Lemonis okay . Now, i want to just tell you this. Normally, i give this check much earlier, but i wasnt initially confident that you would get out of your own way. And the thing that was scaring me the most was your previous lack of appreciation for people. And i think that youve demonstrated to all of them that you care about them, you care about the business, that you understand that having everything be right makes the business move much better. Strud yeah. Thank you again, marcus. Lemonis there you go, brother. Strud thank you. I appreciate your help, marcus. Thank you. Lemonis we can refine the product, and we can fix the process. But what ultimately determines the success of a business Going Forward, is if the people have a different perspective than the day i met them. Let me make an offer to you right now. Strud okay. Lemonis i think this is the moment in time where you should pivot your career. How much inventory do you have now . Strud roughly 300,000 in coolers and roughly 10,000 coolers. Lemonis the deal that you and i should make is that i should buy polar bear from you. And id like to pay you a royalty in perpetuity for every polar bear cooler that is sold so that you can still see polar bear succeed until infinity. Strud love that. Love it, love it, man. Lemonis so i buy the inventory for 300,000, and you take that cash, and you clear up your vendors. And then Going Forward, i pay you a 2 royalty on everything that i sell. And you just get mailbox money. In exchange for that royalty, you have to continue to help with the product development, continue to invent new ideas, and be able to live the life you want to live. Strud thats youre right, marcus. Im with you on that. I mean, if i could just get the pressure off were so close, marcus. Were so close. Lemonis so, do you need a minute to think about it . Strud im a zombie. Id rather work on the relationship with stephanie and my children than have to fight with the website issue and try to manage people and lemonis brett, im sorry, did he say yes or no . Brett i think thats a big fat yes. Yeah. This is a dream come true. You have made it, bro. You did it. Strud i feel very proud after hearing my sister say what she just said. I really feel very proud, and i feel like theres future. I feel like theres hope. I feel relief. Lemonis congratulations. Strud thank you. Lemonis thats a wrap. Good night, guys. I love you. Brett good night. Love you. Thanks for everything. And im natalie morales. And this is dateline. I walk in, and my sisters not there. Her door is open. Her lights are on. Her beds undone. Everything was horrible, and i felt it. Craig melvin voiceover shed been fearless on the front lines in iraq. Pretty amazing. I saw her as a really strong soldier. Craig melvin voiceover but something had her terrified at home. Craig melvin voiceover a desperate call to police, and then she vanished. Something made her pretty scared. Yes. Josh mankiewicz theres nothing to say what that was