Lemonis okay. 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 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. So tonight were gonna give you an inside look at an episode from season one called car cash. You probably are one of the better car guys ive ever seen, but you are one of the worst managers of people that ive ever seen. Jay you know hes not one of the better car people youve ever seen, which is the right thing to say, which is what i would say, too. You know, youre one of the funniest guys ive ever seen, its just you dont get any laughs, you know . You know what im saying . Lemonis over the next hour, im gonna take you behind the scenes to share with you what i was actually thinking during filming. One of the contractors actually came over and put jon up against the wall. Jay oh, is that right . Lemonis he said, you cant talk to your brother that way. Jon thats a terrible idea. Are you out of your mind . Its a [bleep] waste of time. Youre totally out of line. [bleep] your decor, man lemonis . Share some secrets. These people that are really in trouble cant get out of their own way. Jon this isnt chicago. This is new york city. This is my [bleep] town. Dont tell me about my guys. Lemonis you dont know anything, but you got till the end of the day. And give you an honest assessment of my decisions. If you cant tell him whats wrong, then you shouldnt be in business together. My name is marcus lemonis, and this is an inside look at the profit. Jay that is a doble steam car. That is the greatest steam car ever invented. That one over there belonged to howard hughes. Lemonis everything in here is pretty old, huh . Jay including us, yeah. Lemonis no, not me. What do you mean, us . Not me. Jay okay, me. Lemonis its beautiful, jay, in the automotive world. So, im a big fan of jay lenos garage, and thats part of the reason why i wanted you here today, is to join us. Amber and, before we start, jay, how did your love of cars start . Jay well, i mean, i grew up in new england, where your dad would teach you to fix things, youd watch your dad, and then you get your first tool set when youre, you know, 6, 7, 8, something, whatever it might be. Plus, we went places in reality. I mean, now kids have a cellphone. So you dont have to go places. Lemonis to go anywhere, right. Jay yeah, literally, kids sit in their room, hey, susan, send me a naked picture. Okay, great. And a naked picture. In my day, we had to go to their house, somehow convince the girl to take her clothes off, take the picture, go two towns over to a drugstore where they didnt know your parents, get the picture developed, so its just different. Amber [ laughing ] so thats where your love of cars started . Jay thats where my love of cars came from. Lemonis were gonna go ahead and start the episode on that note. Amber why dont we roll . Lemonis 35 years ago, bruce barron dreamt up car cash, a business that allows you to sell a used car for cash without all the hassle, and bruce brought his sons, jonathan and andrew, into the company. Andrew pleased to meet you. Lemonis ive been buying and selling cars since i was a teenager, and i know this business. And with over 50 million new and used cars sold in this country last year, well, i see big opportunity with the car cash brand and i want a piece of it. Its funny to watch that for me. I think about this particular show and how scary it was for me to do this for the first time. And the episode tonight is the first episode. Jay well, i love the suit you have on. I havent seen that. It looks like one of those 69 with two pairs of pants . Okay, thats great. Lemonis ive dropped the suit. [ dog barking ] hello . Andrew oh, hi. Lemonis hey how are you . Andrew hi, marcus. Lemonis im marcus. Andrew hi, im andrew. Lemonis andrew. Both nice to meet you. Andrew this is murphy. Lemonis wheres your brother at . Andrew hes right in here. Lemonis good morning. Jon marcus. Lemonis im marcus. Jon its a real pleasure. Thank you so much. Lemonis nice to meet you. So, i want to get a little, quick tour. Jon right here, were in the buying office. When we buy the vehicles, we sit the customers here. This is where we negotiate all the deals. Lemonis jay, i want to make sure that you and everybody else understands the basic premise behind the business. So, essentially, this business operated like a pawn shop. They did not sell cars. You would only be able to seyour car. The goal for this business was, how cheap can we buy somebodys car, and how much can we resell it to the wholesale market . How many square feet do you have in total . Jon i think 4,500. Lemonis which is this garage and this . And thats it. Jon yeah, thats it. And we do have a small office upstairs, also. Lemonis whats the rent here a month . 10 grand . Jon oh, well over 20,000. Almost 30,000 a month. Lemonis almost 30,000 . Jon yeah. Lemonis space is very expensive in manhattan. Having a large overhead, well, that puts a lot of pressure on a business. Amber marcus, how important is the visual appearance of a business like this . Lemonis i think, ultimately, what the customer wants is some level of confidence that where theyre going into and theyre dropping their car off is professional. And thats the biggest fear that people have when they sell their car. Whats interesting is, is i look around your garage and i look at the cleanliness of the floors or the cleanliness of the walls. Essentially, what i was looking for the inside of that place to be, was that an indoor showroom. Whats your biggest challenge today . Jon getting customers to come in. I also need working capital. Im dangerously low on cash right now, which means i cant buy cars. Lemonis how much do you spend on advertising . Jon between 5,000 and 10,000 a week. Lemonis a week . And how many people actually come here a day . Jon you know, some days we get five, maybe 10 a day. Lemonis and whats your buying rate . How many are you buying . Jon were probably closing like 80 . Lemonis whats typical margin on a car . Jon anything under 10,000. We have to make 500 on the car. Lemonis thats a slim margin. Jon its a very slim margin. Lemonis the overhead at car cash is close to 100,000 a month. A month. And they buy about 80 cars with an average profit of 50,000 to 100,000, which means theyre losing money every single month. My First Impression is that the place looks tired and worn down. Andrew i would love to, you know, spruce up the place. Lemonis how about clean it with a mop . Andrew the orange is a little dated. You know, i want bold, vivid colors. Its got to pop. Jay the orange, its just too bulabula. Lemonis too aggressive. Jay yeah, too aggressive. Aggressive is the word. Jon i dont think so. I dont agree. The orange and black works because its striking and it stands out, and the office is very inviting. Lemonis what office is inviting . Jon the buying office. No . Lemonis no. Jay well, right away, i can see the dynamic. I mean, the younger brother i guess hes younger. The one dressed as fredo. Amber [ laughs ] jay i mean, hes got the hat on. I mean, i see where this episode is going. Lemonis you do . Jay and whats gonna happen. Well, yeah, i assume that the younger brother is somewhat the creative artist, just doesnt want conflict. And the other brother seems to sell everything through conflict, you force that. Lemonis hes definitely the creative guy. Lemonis so, guys, i wanted to spend a little time, kind of, understanding the traffic that comes through here. I mean, obviously west 55th gets a ton of traffic. Jon its a fantastic location. Were basically the only outlet to the west side highway. So there are literally thousands of cars every day driving down 55th street. Lemonis so, what kind of advertising do you do . Do you do radio advertising . Jon radio and web. Lemonis so youre in charge of marketing . Andrew for the most part. Lemonis you can already tell. And much to what you were saying is that the younger brother doesnt even feel comfortable voicing his opinion, he doesnt feel comfortable answering me. Any question that i had, jon, whos the older brother, always took the lead. What do you mean, for the most part . Andrew well, with the radio, jon handles that. And lemonis isnt that marketing . Jon this is yes. Its, sort of, a disconnect that jon and i have. Lemonis 50 of the business belongs to him, so my guess is that either youre not fighting for it or hes just not listening to you. One of the twos happening. Jay i just love the fact that the older brother is just i mean, i feel like im watching death of a salesman with willy loman here, you know . Lemonis pretty close. You have experience in advertising . Andrew yeah. Lemonis and what kind of things have you pitched to jon that hes just kiboshed, said no to . Andrew i would have a fleet of cars that would drive around to do mobile appraisals that would be wrapped up in a car cash advertisement. It would be bright jay but look at him look, look. Lemonis hes like, no. Jay hilarious. Jon we never did that before. It just seems so silly. Lemonis these are some good ideas. Why arent you fighting for it . Andrew you know, to be candid, theres only so many times you get kicked in the balls until you stop trying. Lemonis [ laughs ] lemonis hey, how are you . Steven hey, how you doing . Lemonis marcus. Steven steven. Both nice to meet you. Lemonis is this your car . Steven no, no. Were wholesaling them. Lemonis wholesaling them . You buy cars from them . Steven yes. Lemonis how many do you buy a month . Steven 40 to 50, something around that number. Lemonis thats what youre buying . Steven yeah. Lemonis so, this guy would basically determine what the number was gonna be. And then tell him how much money they could make. And they couldnt figure out why they werent making money. How often is he here . Jon my friend steven . All the time. Hes actually a wholesaler. I sell most of my cars to him. Lemonis of course you do. The question that i have is that youre giving up the spread. What did you put on the car . Jon 8,000. Lemonis what did steven pay for it . Jon 8,500. Lemonis this car will retail for what . 12,900 . Jon i was gonna say 12,900. Lemonis theyre gonna go somewhere else and make, between the time you buy to the time the final customer gets it, 4,000 to 5,000 on a car like that. Whereas, you only make 500. Thats too much money. Thats the difference between making money and losing money. Jon i dont think so. I dont agree. Because he puts very aggressive numbers on cars. Lemonis hes in it to make money. Jon hes in it to make money. But he was very close with my dad, also. Hes like family. Lemonis hes like family. Jay oh, yeah. Lemonis wholesalers like steven and sold directly to dealers, i think theres an extra 1,000 to 2,000 a car. And when you buy 80 cars a month, thats 80,000. Thats 960,000 a year without buying one more car. So, walk me through the process. Jon i scan the car into my software. It brings up numerical values on the car. And then, from there, i take a look around the car. Yeah, Something Like this i can probably get 8,500 for. So im going from 8,000. Lemonis okay. Now the next step is to actually speak with the customer. Lemonis jon needs to definitely make more than 500 on average per car. Jon the book value is 8,200 on the car. Id feel comfortable paying 8,000 for it. Lemonis you and i have a difference in philosophy on appraisal. I like the customer with me during the appraisal. I want the customer to know that what im doing is fair. If i take them around the car and i point out the defects with the car, the imperfections with the car. When these lights turn yellow, you can get this replaced. It costs 300400 bucks. And when i give them a number thats lower than what they originally thought it was gonna be, their expectations are probably more in line. Theyre less surprised, and they feel like youre hiding less. I would rather ask these questions with them. When you leave somebody in the office, then you come back with the number, it seems like you set me up. Jon i dont agree. Lemonis jon and andrew are great guys. Jay its your first line. Jon and andrew are great guys, but. Lemonis theyre nice guys jay you dont like the older guy. I can tell that. Lemonis i actually dont like him. I like him as a person, but not as a business person. Jay they invite you in, and theyre disappointed when you dont agree with them. Why dont you agree with me . My business is failing. Its not doing well. Why dont you agree . You know. Amber its always ridiculous to us, though, when someone reaches out to marcus and then fights him. Jay but thats probably more the norm, isnt it . Lemonis less now than it used to be. This is very simple for me. I came here to make money, and i like the concept, but the concept has to grow. For me, this is about opening more locations and signing up licensees around the country. Entrepreneurs can come here and see a prototype. Any licensing deal that we do, you guys will share in a percentage of those profits without having to put up a dime or do a days worth of work. That sound okay . Jon sounds great. Im, like, blown away. Lemonis does he seem blown away to you . Jay yeah, blown away. Lemonis . Is that i have to be convinced that the prototype works. Like andrew mentioned earlier, the place needs to be jazzed up. The other thing that needs to change is the relationship between the two of you. Do you feel underappreciated here . Andrew sometimes. Because theres times where we dont talk, we dont communicate. Lemonis why is that . Andrew you know, i have a lot of ideas. Im full of ideas. Lemonis and good ones, too. Jon i dont have time to discuss things for an hour. Lemonis if you guys cant communicate as business partners, you cant be in business together. If you cant tell him whats wrong, then you shouldnt be in business together. I asked him several times, do you not want your brother in the business . , no, i definitely want him in the business. He didnt. Jay i think he wants the brother indebted to him. I mean, this is shakespeare, isnt it . Lemonis it is. Jay its the oldest story. The sibling rivalry, whatever it might be. The older brother, the younger brother. Its the oldest story in the world. Andrew he and i really dont, you know, hang out and. [ sniffles ] [ sniffles ] [ sighs ] i just want us to click. Right now, its not clicking. [ sighs ] lemonis andrew is far more concerned about his relationship with his older brother and in getting accepted, and his brother knew it. And he just wanted acceptance. He just wanted to be in the family business. Jay i think he genuinely loves his brother and looks up to him and wonders why he doesnt get anything back in return. Lemonis coming up. Jon i would also like to ask for a line of credit. Lemonis whats the Interest Rate . Jon is 5 fair . Lemonis no. Jay suddenly, he went all michael corleone on him. No, son. And i want you to pay. 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. The curb. Its probably not something youve thought about. Unless you were parking. Or skating. Or trying to save the oceans. But now . Curbs are having a moment. From restaurants, to your veterinarian, to carmax. With contactless curbside pickup, you can shop online, then complete the purchase from the safety of your new car. Because thats the way it should be. Carmax. 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Jon yeah, and were not clicking because when i come in here, im just so focused on trying to make money. Lemonis andrew, what are you thinking . Andrew ill do anything to fix this business. Im 100 committed to change. Lemonis is your brother committed to that . Andrew i cant answer that. Only he can. Jay yes, he can. Lemonis he knows the answer is no. If he doesnt change, his business is gonna fail. So, the deal that i have has me writing you a check. So im willing to give you guys 200,000. It allows you to solve the debt that you have, it allows you to put some cash in the business and bring things current, and it allows you a chance, in addition to that, to collect an annuity on the brand name and the website forever. Pause. I want to explain the deal. I wanted to own the concept, and so when i looked at their business, i saw that they were short about 200,000 to clean up their debt, put a little cash in their jeans, and i was essentially buying the rights to the business. Jay but they didnt invent this concept. Lemonis the didnt invent it, but they were the closest to a wellpackaged concept of it. And the fact that they had the 1800carcash you literally dial the phone number, the fact that they had the website, the fact that they were in new york city and were buying a lot of cars. It was proof to me that the concept worked, and youll find out later on that i dont know that they necessarily understood that. Im gonna be very clear. Im in charge for the next week. So what i say goes, which means youre not in control. At all. Jon im a control freak. Its hard to let go of that. Lemonis we didnt notice. Your Business Needs cash like jon like, yesterday. Lemonis like, yesterday. Jon but we also need capital to buy cars. I dont know if 200,000 is gonna be enough. So i would also like to ask for a line of credit. Lemonis so how much is the line of credit you want . Jon okay. Lets say, can we start with 300,000 . Lemonis whats the Interest Rate youre gonna pay me . Jon is 5 fair . Lemonis no. You know what, jay, i was just thinking about what you had said about jon, and i think he was so offputting to his brother, and my flexibility to make the deal work for him really was pretty watered down. You wonder how much the deal could have been better for him had he not been a bit of an ass about things. Jay right. Suddenly, he went all michael corleone on him. [ imitating corleone ] no, son. And i want you to pay. Lemonis i need 10 because its unsecured. Jon well, its unsecured, but you have to understand something were giving you an opportunity to make millions and millions of dollars. Lemonis but im putting up all the money. Jon youre putting up all the money, but youre putting up the money based on the idea our dad created. And its his vision and his blood, sweat, and tears lemonis okay, selling it. Jon . The name brand that youre gonna make millions of dollars on. Were your flagship. You need us to be the most successful franchise that you have. If were not your most successful one, then nobodys gonna buy in. Amber marcus, what do you think when someone pushes back on you like that . Lemonis i like it cause i want them to defend their position, and a lot of times, ill actually throw a number out that i think is ridiculous, hoping and testing them to say, do they believe in their business, are they gonna fight for more, and are they gonna fight for the money after were partners the same way . Ill split the baby with you at 8 . Jon how about 7 1 2 . Lemonis okay, we got a deal. So when you take my check for the next week, im 100 in charge, which means what i say goes. Amber for the next week, youre 100 in charge. Lemonis so, when we first started this show, i would tell people, for the next week, because we had not been on television and we didnt want to scare away applicants. When we got into season two, its like, im 100 in charge forever. Jay right, right. Lemonis do we have a deal . Jon im in. Lemonis do we have a deal . Do you ever look at pictures of yourself on television 20 years ago and think, what was i thinking . Jay i think that last week on television. Lemonis my team shows up tomorrow and starts gutting this place, cause i wanted to get some ideas of what youd like to see happen. Andrew if we could freshen up the maybe get a new awning. Right, now we have this, sort of, an epoxy paint. I would love to do the entire garage in an epoxy paint. So that way, its easy to clean. Jon thats a terrible idea. The sound of it when you walk on it is gonna sound like corduroy pants swishing together. Absolutely not. Lemonis andrews an equal owner in this business, and its time he stood up to his brother. He should be free to do his job, and he needs to demand it. Jon, do you ever listen to any of his ideas . Jon hes my brother and i love him, but i dont have time to listen to a lot of these ideas. Lemonis id like to hear some of his ideas. I mean, lets see what he has to say. Andrew theres marketing, theres advertising, and part of advertising is the radio. Jon honestly, drew, this is like a broken record to me. I dont feel comfortable with it, im sorry. Lemonis andrews supposed to be in charge of marketing and advertising, and car cash spends between 20,000 and 50,000 a month. Most of thats spent on radio. Now, jon wont let him control the radio. So, really, in the end, andrews in charge of nothing. Andrew radio is really, really important. Its a way for us to connect with our customers. We need to learn how to communicate with them. Jon okay, i did all that, though, and i got us killer deals doing that. What are you gonna do differently . Andrew the creative. Jon okay, basically, you want to rest the single biggest cashbringing option that we have, you want me to rest that in your hands, you want to write the copy, you want to handle the mediabuying when youve never done it before . Andrew yep. Jon are you out of your mind . Its a [bleep] waste of time. Lemonis look, jon. I dont like the way you talk to your brother. For you, you probably are one of the better car guys ive ever seen, but you are one of the worst managers of people that ive ever seen. Maybe theres excuses and theres reasons and theres all these other things, but i think one of the things that i have to get convinced of is that you can actually manage people. Im not convinced you can. Jay i like how you play to him. You know hes not one of the better car people you ever seen. Hes probably one of the worst. Lemonis worst. Jay but to keep him from exploding, you say that, which is the right thing to say, which is what i would say, too. You know, youre one of the funniest guys ive ever seen, its just you dont get any laughs, you know . Lemonis [ laughs ] jay you know what im saying . Lemonis how different is delivering news in business from delivering a joke . Jay well, the economy of words is the best way to get it done. The shorter a joke is, the funnier it is. So the quicker you convey the business news, the quicker its over and the quicker you should move on to the next thing. These people go, you know, how can i say this . I dont want to okay. Get to the point. Just say it, you know. Lemonis get to the punchline. Jay yeah, youve got to speak in a way that makes you easily understood. Lemonis coming up. Jon did you order 7,500 worth of new furniture for the office . Andrew yeah. Jon theres no [bleep] way youre gonna spend 7,500 on furniture for the office. Lemonis one of the contractors actually came over and put jon up against the wall. Jay wow. Lemonis if youre looking to take your business to the next level, log on to theprofitcasting. Com. Do you ever sell cars . 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. Original crown molding, walk in closets. We do have a ratt problem. Round and round with love well find a way, just give it time. At least geico makes bundling our home and Car Insurance easy. It does help us save. Round and round with love well find a way, just give it time. Round and round what comes around, goes around. For bundling made easy, go to geico. Com we ateams has given us the9 techpossibilityonse on teams. To continue to innovate. I can bring them in, i can actually share my screen and show the xrays. We can do that in a visit like this. Were living on teams. Its as simple as that. Were finally back out in our yard, but so are they. Scotts turf builder triple action. It kills weeds, prevents crabgrass and feeds so grass can thrive, guaranteed. Our backyard is back. This is a scotts yard. [m come now set they togepast on fire stand up raise your face to the sky my love together we can take it higher together we can take it higher together we can take it higher however, there is one thing you can be certain of. The men and women of the United States postal service. Were here to deliver cards and packages from loved ones and also deliver the peace of mind of knowing that essentials like prescriptions are on their way. Every day, all across america, we deliver for you. And we always will. Jay one day, they made me a salesman. This older woman came in. She was a school teacher. She had her life savings, and she wanted to buy a new mercedes because, they never break, right . No, they are reliable. But they never need any work or anything, do they . And my boss is going [ muttering ] and i just lemonis couldnt lie. Jay i couldnt do this to the lady. I said, how about you just get a chevy or something . Lemonis and shed be fine. Jay anyway, the boss says, youre not a salesman. Alright, i went back to new car after that. Lemonis people always ask me, if i lost everything that i have today, what would i do . And my answer is, i would go back and sell cars. Because i know i can do it. Jay right, right. Lemonis i know i can do enough to pay my bills and eat. Jay right, right. Man lets go, guys lemonis todays a big day. This whole place is getting redone. Pause. 48 hours, no permit, new york city. Jay no, you had no permits at all . Lemonis permits . You know this better than anybody. When youre making a show, theres not time. And so i brought in a crew. I timed it knowing that i had to start on a friday night when the City Department was gone, and i had to be done by monday morning at 5 00 a. M. That was, like, my own theory. I wasnt sure that was right, but it sounded right. Amber and remember, marcus, we were staying down the street in a hotel, and we stopped by, it was, like, 11 00 at night. Lemonis right here where were standing is where the offices were, right here. The contractors and paint everywhere and construction everywhere and 100,000 gone. Jay wow. Lemonis play. I would say im gonna end up spending way over 300,000 to get this way. Maybe it was 300,000. But when licensees come here, i need to know we are absolutely putting our best foot forward. So lets go inside and take a look. Jon wow. Lemonis andrew, come here, buddy. How frustrated have you been that your brother wont let you do stuff . Andrew pretty frustrated. Lemonis let me see it. Please hit that wall. Hit it like you mean it, though. Harder andrew you guys do this all day . Jon hey, hold up for a second. Andrew whats up . Jon did you order 7,500 worth of new furniture for the office . Andrew yeah. Jon to say im pissed would be an understatement. You should never have spent that money without asking me because im controlling the budget. Youre totally out of line. Whats your explanation . Andrew the furniture that we have now does not match the decor of the new way jon oh, [bleep] your decor, man theres no [bleep] way youre gonna spend 7,500 on furniture for the office andrew i get that. I understand why youre upset. Lemonis pause. Theres a little more to that story. I dont even think we shot it, but one of the contractors actually came over and put jon up against the wall, and said, you cant talk to your brother that way. And it was a good reality check for him to realize that it wasnt about making a television show. Its about just treating people right. Jay right, yeah. Lemonis play. Jon next time you want to make a 7,500 purchase, you better have come to me first. Thats number one. Number two, you better call this Furniture Company and cancel the order. Just had it, man. Im done with this conversation. Jay what i find fascinating, he talks to his brother like hes 7. Lemonis come here for a second. Why was your brother yelling at you . Is it okay with you that he does that to you . Andrew no, of course its not okay. Lemonis then why do you allow it . Andrew theres a certain level that hes like hes my older brother, and i listen to him. Lemonis hey, jon . Jon yes. Lemonis why am i hearing from some of the painters that you were yelling at your brother earlier . Jon got upset because he okayed to purchase furniture. Lemonis but im paying for the [bleep] furniture. Im paying for it. How much do you think ive spent . Jon a quarter of a million dollars. Lemonis more. How much was he asking you to spend . Jon i dont know. A couple thousand dollars. Lemonis okay, so your brother goes out on a limb to approve what you think is going to be a couple thousand dollars, and you lose your mind . Its not about the furniture, but its about showing some respect to him. Youre more concerned about this than you are him. Jon thats not true. Lemonis then why do you treat him that way . Jon it was one situation lemonis i know, jon. Jon but, marcus, it was lemonis jon, hes a human being. Forget about the fact that hes your brother. We shouldnt be talking to people that way. Jay to me, you always get more flies with honey, i always find. I never quite got the anger cause the only trouble with anger is even when theyre successful, theyre still mad. People make mistakes. Thats fine with me. As long as its not a mistake done out of spitefulness. Lemonis just dont be mean. Jay yeah, that was, sort of, the thing of the tonight show. Lemonis ive been very impressed with all your ideas. Youre willing to take some chances. So what i did is i went out on a limb, and i dont want jon to know about this. Andrew about what . Lemonis hired some people that are gonna give you the chance to go into a studio for three, four hours, and youre gonna be able to make a 15 and a 30second radio and tv spot. Andrew wow. Lemonis and its 100 up to you. I hope that jon will finally see that andrew has a lot to offer this business. Lets go get to work. Andrew got it. Jon hey, how you doing . Jake hey, hows it going . Jon whats up . Im jon. Jake im jake. Jon nice to meet you, jake. So whats cooking . Jake i was interested in selling my car. Jon so what do we have here . 2011 . Jake yeah. Jon okay, whats the mileage . Jake its about 26,000 miles. Jon okay, let me take a quick look around the car. Jake yeah, sure. Jon well figure it out, okay . Just hang tight. If i gave 16,000, youd pay 17,000 for it. What do you think . James thatll work. Lemonis that the guy that yelled at me . Amber yes. Lemonis jon is outside appraising a car, and i see two wholesalers hovering around the car. I thought we were past this. Guys, give us a minute. Let me talk to him inside. Man yeah, okay. Lemonis i cant believe this. I told jon specifically to get rid of these wholesalers. If he doesnt change his ways, hes gonna put himself out of business. Amber you were mad. Lemonis i was pissed. Hey, look, i dont know if you thought this was my first rodeo, but my job here is to make money for myself and for you. I dont get it. Theyre taking [bleep] margin right out of your pocket. Do you not see that . Jon who the hell am i gonna sell my cars to . Lemonis dealers. Jon these guys are great buyers they know how to look at a car. Theyre great with people. Lemonis then hire them jon id love to hire them lemonis then why dont you . Jon because i need them to sell cars to, also, cause they pay me a lot of money, too, for cars. And theyre honest guys. These guys arent dishonest. Theyre honest guys. Lemonis its not about them being honest or dishonest. Its about having the fox in the hen house. It doesnt make any sense to me. Jon but theyre not the fox lemonis if you make your living off of selling cars and the margin between those cars. You buy a car for 10,000, you dont know what the market is. You sell it to them for 11,000 theyre selling it for 12,000. Jon time out in your world, maybe thats how it works, okay . But in my world, its different, okay . This isnt bakersfield, california, this isnt dallas, texas, this isnt chicago. This is new york city. This is my [bleep] town, okay . I know what goes on here. Jay i mean, i would have said, it is bakersfield, california, it is jacksonville, florida. Its all the same. Its still a middleman. So that whole premise there doesnt make any sense. Amber play. Jon i know what goes on here, and i know my guys. Dont tell me about my guys. Lemonis you dont know anything. You got till the end of the day. They go or i go. Coming up. Andrew selling your car . Then call 1800carcash lemonis wait. No, no, no. Got to get it right. Andrew selling your car . Selling your car . Selling your car . Man no. Lemonis [ scoffs ] oh. You know whats good about this . Your signs pointing at my sign, so people are gonna look at my sign. Switch to progressive and you can save hundreds. You know, like the sign says. 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And as we move forward, know that our First Priority will always be to keep you and our associates safe. Will always be to keep you and our associates safe. Man got to paint the whole hood. Jon hey, guys, i got to talk to you for a second. Sorry. Look, i got to make some changes around here. Jay if it really was new york, his head would be on a stick in the trunk. Lemonis thats a good point. Jon i just cant have you guys here anymore. Im sorry. I have to cut you guys out. Lemonis really . Im gonna have to kill you and put you in the trunk. James weve been here since your father was around. Jon i know. James and weve been doing business for him for years. Jon im sorry, man. Its nothing personal. I have to stay afloat. I have to stay alive here. James thats it for now, right . Its your business. You got to do what you got to do. Lemonis its hard to cut ties with people youve done business with for years. But in order for this business to survive and make real money, the middleman, the wholesalers, have to go. Lemonis ugh. Amber that douchey car. Lemonis today, im taking andrew to the Recording Studio to make this commercial, and i am really excited. So, andrew, are you ready for this . Andrew i am ready. Lemonis did you write the spot . Andrew absolutely. Lemonis let me see it. What im really proud of is that andrew did a good job preparing for this. He wrote out the script, he timed it, he put a lot of thought into the words. Im thinking hes gonna do a great job. Oh, hey, doug. Doug hey. Lemonis great seeing you. Doug hows everything . Lemonis this is andrew. Doug andrew. Andrew hi, im andrew. Doug pleasure to meet you. Lemonis why dont we head on in . We just need to make sure that whatever we do today, its tight and its fast and youre on point, okay . Alright, lets get started. Andrew im ready. Doug okay, were rolling whenever youre comfortable. Andrew selling your car . Then call 1800carcash. Doug were gonna stop. Were gonna stop. That, selling your car, is too soft. Lemonis strong, andrew. Selling your car . Andrew alright. Selling your car . Both no. Andrew selling your car . Doug no. Andrew selling your car . Lemonis no, no, no. Got to get it right. Its really about him getting his confidence, right . Doug yeah, being comfortable. Lemonis its got to sound like youre pissed andrew okay. It takes a long time for me to get pissed, so. Jay apparently. Lemonis because your brother beats on you and it doesnt matter. I want you to read this like your brother just told you you were a dumb ass. Andrew oh, great. Lets go. No hassle just instant cash lemonis nice. Amber marcus the acting coach. Lemonis great job andrew thank you very much. Lemonis the manhattan car cash location is gonna be my flagship. Its my prototype. It has to be right. Its gonna set the standard for every other licensee and location that opens in this country. Were rebuilding all of the offices to maximize the space better. Were redoing the uneven and dirty floors. Were painting the walls and ceiling with the new colors. Were replacing the entire store front. Were replacing the dilapidated awning with a bright, new one. Were improving the lighting so its more inviting and we can see the cars better. Were rebuilding the bathrooms from scratch so the customers and the employees arent scared to use them. And were adding a new sales area where the customers can feel like theyre part of the process. God, we did a lot. Amber a lot. Lemonis oh. Im very happy with the progress. I spent way more than expected. Ive spent over 350,000, but i know its got to be right if this is the prototype. Does it look better to you . Jay looks better. Jon its very professionallooking. I mean, this is a cantmiss. Andrew to say that th [ exhales ] its quite overwhelming. I wish my father was alive to see this, to show him his new. [ exhales ] i wish he was here. He would have loved this. Hed love this place so much. This was his baby. Hes still here. Lemonis coming up. Amber jay, are you the one that negotiates when you buy your cars . Jay oh yeah, i negotiate. But you have to be careful. I told my friend about this. He says, any chance of an upgrade . She sees the 20, slaps him right in the face. Lemonis [ laughs ]. And weve upgraded her with a sonic shield and holographicmapping drones. Impressive. There is one more thing. Ah. Jake from state farm. Heres the deal with the drive safe and save app youll save up to 30 for being a safe driver, and get a discount just for signing up. Well played, jake from state farm. As usual. When you want the real deal like a good neighbor, state farm is there. ® [m come now set they whetogepast on fire deal stand up raise your face to the sky my love together we can take it higher together we can take it higher together we can take it higher its the simple joy of washing your hands,. 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Ill show you. This car has the distinction of being the oldest car ever stopped for speeding on the 405 freeway. Steam cars a little bit different. Youre carrying an open fire cause youve got to make steam. And the way it works with a stanley steamer is if the car does catch fire, well, you just shut off the fuel and you increase the speed until the fire blows out. So im going down the 405 one day and flames are coming over the front. Lemonis youre literally driving this on the 405 . Jay oh, yeah, yeah, yeah. So, i go by this cop. And he actually did one of those things from the 30s where the cop goes like this, you know. He goes, whoo he comes chasing me. And i dont want to stop because then the flames will engulf the car. Anyhow, i increase the speed to about, i think it was 91 miles an hour, and that blew the flame out, and then i pulled over, and then. Lemonis did you get a ticket . Jay no, actually. I got out of the ticket. Lemonis its now time to see what jon has learned about doing appraisals. I expect him to make a bigger profit. The whole process, okay . Jon yeah. Hey, guys. How are you doing today . My name is jon. Whats your name . Nick nick. Jon nick, nice to meet you. Woman nice to meet you. Jon nice to meet you, too. Pleasure. Let me explain a little bit about what we do here. Well take a look at the car, ill scan the vin number, ill assess a value to the car. I hope i can meet your expectation levels. What were you guys trying to get for it . Nick what i checked online is i should be able to get around 15,000 for this car. Jon its not what a book says a car is worth, its what someone offers you for the car. Lemonis does his demeanor seem different to you a little bit . Jay yeah. Amber do you think its real . Lemonis yeah, i thought it was genuine. Jon i noticed the wheels are a little scuffed. Thats, like, the only rim that didnt get damaged. On most cars, its not the end of the world, but unfortunately, on a bmw, you know, four rims can cost you well over 1,000. Based on what i just pointed out, the rims, the bumpers, id like to pay 14,000 for it. Lemonis pause. Jay well, see, the trick there is the wheels are a little scraped. Doesnt affect the driving of the car, the handling of the car. Thats just a ploy to get the price down. I get that. Lemonis is it a ploy or is it jay oh, of course its a ploy cause it works. Oh, look at that scratch here. Oh, gosh. Bob, you see that . Yeah. Lemonis [ laughs ] jay you know, i mean, nobody does that. You know, its just a scratch in the wheel. It doesnt really hurt anything. Lemonis so, usually, i do it, jay. Not to just drive the price down, its to not have them feel like they can argue to go up. And so i need some sort of neutralizer. Jay so its not to drive it down . Lemonis nope. Jay marcus . Lemonis no, sir. Jay sure . Lemonis im positive. Jay oh no, now youre looking away. You see, youre doing that. Your eye contact. Its not to drive the part down. So you didnt even look me in the eye when you said it. Lemonis okay, its not to drive it down. Jay aha aha lemonis its to justify the value. Jay i agree with the premise. You have to justify why youre driving the part down. Lemonis or not letting him drive the price up, which is the same thing, right . Jay yeah, alright, which is the same thing. Lemonis okay, well play. Amber lets play. Nick lets do it. Jon okay. Lemonis jon did a great job on the appraisal. Not driving the price down. Now hes doubling his profit on that purchase. Im introducing jon to an auto dealer in new jersey. I have High Expectations that hes gonna dramatically increase his margins. Im expecting him to make 3,000 to 4,000 more per car. Michael hey jon hows everything . Michael michael. Whats up . Lemonis hey, michael. Marcus. Michael pleasure. Lemonis hey, nice to meet you. Jon beautiful bmw for you. What do you think . Michael i got to look at it. Jon its definitely frontline material. Michael as long as the numbers good, were in. Jon 07, mileage in the 60s. Take a look. Michael mind if i take a look . Jon go ahead. Jay i never do business with anybody wearing sunglasses. Lemonis me neither. Jay yeah. Never. You never do business with somebody in sunglasses. Lemonis you cant see their face. Amber marcus, youre wearing sunglasses. Jay i wasnt doing business. Michael its all up to the number. Jon im gonna put you in the money. I want to start this off right. 17,500. Michael i was thinking more closer to 16,000. Would that work . Jon it would work if the car wasnt so nice. It was an originalowner car. The customers took very good care of this car. Michael but its not like a 30 or 40k. It has 60,000 miles. Jon its retailready. 17,500. Come on, man. Michael 16,500 tops. Jon well, its got a clean vehicle history, car is retailready, brandnew tires, maintenance records, one owner. Michael ill go 17,000 just cause it needs nothing. Jon really want to get 17,500. Ill go 17,200. You know what, im gonna bring you more retailready cars. This is the first of many. Michael done. Amber jay, are you the one that negotiates when you buy your cars . Jay oh yeah, i negotiate. Lemonis but are you the person that actually does it . Jay oh, i do it. Yeah, i do everything myself. Yeah, i dont lemonis nobody does it for you . Jay no. Plus, cash always works. When you take out two stacks of 10,000. Its right there. I used to do that. I used to always buy an economy ticket, but this was before i was wellknown. Because then im not flying economy anymore. But when i was flying economy, you know, yeah. So i would buy an economy ticket, and then i would try to pick the Sales Representative for the airplane that looked they could be had. Lemonis right. Jay and i would slip a 20 in. Any chance of getting an upgrade . Yes, sir. And boom, its first class. Amber for 20 . Jay yeah, for 20 bucks. But the funny thing is, i told my friend abut this. I said, but you got to be careful. Make sure theres nobody behind you. And, of course, he completely ignores this. He goes up and he says to them, im on an economy ticket. He says, any chance of an upgrade . She sees the 20, looks up, sees the guy standing behind, slaps him right in the face. Amber [ laughs ] jay hilarious. Lemonis coming up. Andrew continued to feel lessthan. He ended up parting ways with his brother. Jay its hard to believe that that turned out successful. Tmobile and sprint to power your business. Were building a 5g network that will deliver unprecedented reach and reliability, and the highest capacity in history. With more coverage and more bandwidth to keep your employees connected, you will get the largest and most Reliable Network at an unbeatable price. Tmobile for business. The curb. Its probably not something youve thought about. Unless you were parking. Or skating. 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The returdraftinging the return of the slide job ripping the wall gasngo bumpnrun the return of loud nascar is back, and xfinity is bringing you the best seat in the house. [ knock on door ] jon come in. Andrew hey, you got, like, 30 seconds or something . Jon sure, of course. Whats cooking . Andrew want to show you something. Andreselling your car . 1800carcash is the fastest and easiest way to sell your vehicle since 1977. Whether youre selling your car, truck, or suv, visit carcash. Com and get a free cash appraisal now. Or call 1800carcash for a location near you. Jon [ laughing ] wow that was fantastic, man andrew thanks. Jay thats the first honest moment the brother had. Lemonis its an emotional experience. Jon yeah, its to learn to value his judgment because i did doubt it, you know, and this along with, probably, a thousand other things over the past couple weeks have literally proved me wrong. And i feel humbled, you know, to be honest. Lemonis what would your dad say . Jon he would go crazy for that. Andrew i know, if someone gave me a chance then i can shine, man, you know. Jon yeah. You certainly did, man. Im on team andrew, believe me. Lemonis pause. Jay, for me, it wasnt whether andrew truly had the knowledge to be in the business or not. It was really more of jon recognizing that his brother was trying. Jon what do we have to pay him in royalties for using his voice . Lemonis zero. Jon phew lemonis car cash is now flourishing. Andrews tv spot is running. And as a result of the new marketing plan, transactions are up 30 . Jon is now following my procedures on appraisals and selling cars. This has led to a 2,000 increase in profit per car. Weve added a call center, mobile marketing vehicles are on the road, and licensees are opening up locations as we speak. Most importantly, the relationship between andrew and jon is on the mend, and things are headed in the right direction. I am confident that car cash and these two brothers are gonna be wildly successful, something their father would be very proud of. Amber wheres car cash today . Lemonis so, car cash grew, and then it ended up getting bought by sonic automotive, which is a public company. Amber with you, it grew to over 70 locations. It was huge. Lemonis yeah. With me, it grew everywhere. Jay so they made some money on the big sale. Lemonis they made some money, everybody made money. The good thing for me is that the brothers are in good spots. The younger brother runs a Marijuana Dispensary in denver today. He struggled for a while, jay. And after the episode aired, the business got better, and andrew continued to feel lessthan. And he ended up parting ways with his brother and going and doing his own thing. Jay well, thats what i thought. Yeah, i mean, its hard to believe that that turned out successful. Lemonis he turned out successful once he got away from his brother. I think this episode gave him the confidence that he can go do something else. Jay the brother still in the business . Lemonis so, the brother is actually working for a big auction house, and at the end of the day, the show is really more about getting people to find their way and getting people who watch it to see that it doesnt have to be nasty and negative all the time. Thats the purpose of it. Thank you for joining me. Jay hey, thanks for having me on. I had a lot of fun. Lemonis i learned a lot about cars and about looking away when i say im not trying to drive the value down. Jay no, but that just made me laugh. When i played poker oh, i got a nine. Im craig melvin. And im natalie morales. And this is dateline. D sweet. Shes just angelic. And was folded into her tight knit family, headed by an elderly religious matriarch. You were either part of their family or you werent. 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