1 00:00:02,603 --> 00:00:04,436 Wow, this place is beautiful. 2 00:00:04,472 --> 00:00:06,538 A gifted designer started his business 3 00:00:06,574 --> 00:00:08,841 when he was just 8 years old... 4 00:00:08,876 --> 00:00:10,542 So you make all of this stuff? Ben: Yep. 5 00:00:10,578 --> 00:00:11,977 Lemonis: This is all yours, too? 6 00:00:12,013 --> 00:00:13,579 Ben: Yep, these are all of our designs. 7 00:00:13,614 --> 00:00:15,214 Lemonis: Wow. 8 00:00:15,249 --> 00:00:17,316 ...eventually building a million-dollar home brand 9 00:00:17,351 --> 00:00:20,185 around his dazzling creations. 10 00:00:20,221 --> 00:00:23,522 Now, Ben's Garden has stopped growing. 11 00:00:23,557 --> 00:00:25,190 Ben: I want to scale, 12 00:00:25,226 --> 00:00:26,825 and that's what I've been really stuck on. 13 00:00:26,861 --> 00:00:28,527 Lemonis: And so has your business gone down? 14 00:00:28,562 --> 00:00:29,628 Ben: Yes. 15 00:00:29,663 --> 00:00:31,196 Lemonis: Though owner Ben Busko 16 00:00:31,232 --> 00:00:33,365 has overcome incredible challenges... 17 00:00:33,401 --> 00:00:35,968 Ben: I was diagnosed with Asperger's Syndrome, 18 00:00:36,003 --> 00:00:38,003 which is a form of autism. 19 00:00:38,039 --> 00:00:39,738 Lemonis: ...he still struggles as a leader. 20 00:00:39,774 --> 00:00:41,573 Victoria: There's a lot of finger pointing 21 00:00:41,609 --> 00:00:43,509 that I'm not doing my job. I'm not doing anything. 22 00:00:43,544 --> 00:00:45,010 I'm costing the company money. 23 00:00:45,046 --> 00:00:47,379 Lemonis: Putting not only his company at risk... 24 00:00:47,415 --> 00:00:51,383 This is a terrible representation of the business. 25 00:00:51,419 --> 00:00:52,918 I'm embarrassed. 26 00:00:52,953 --> 00:00:55,220 ...but his most important relationships, as well. 27 00:00:55,256 --> 00:00:57,022 Ben: Then I said, "Well, what's the plan?" 28 00:00:57,058 --> 00:00:58,924 Is there a timeline? Kristin: You didn't say that. 29 00:00:58,959 --> 00:01:00,225 Ben: Something like that. Kristin: You didn't say that. 30 00:01:00,261 --> 00:01:02,061 You didn't say that. 31 00:01:02,096 --> 00:01:04,029 That's when you said you're the "Real Housewives of New Jersey." 32 00:01:04,065 --> 00:01:06,765 Lemonis: If I can't help him learn to respect his staff... 33 00:01:06,801 --> 00:01:10,369 Ben: To be frank, I don't really see a relationship continuing. 34 00:01:10,404 --> 00:01:12,438 Lemonis: ...and relinquish some control... 35 00:01:12,473 --> 00:01:13,906 Do you not trust people? 36 00:01:13,941 --> 00:01:15,374 Ben: No, I don't. Kristin: There's been times 37 00:01:15,409 --> 00:01:16,875 when he's said to me he hasn't trusted me. 38 00:01:16,911 --> 00:01:19,278 Lemonis: ...this business may just wither away. 39 00:01:19,313 --> 00:01:22,581 Ben: This is my home. This is my life. 40 00:01:22,616 --> 00:01:26,251 Sometimes I can't shake it if I don't feel comfortable. 41 00:01:26,287 --> 00:01:28,220 Lemonis: My name is Marcus Lemonis, 42 00:01:28,255 --> 00:01:32,024 and I risk my own money to save struggling businesses. 43 00:01:32,059 --> 00:01:33,392 We're not going to wake up every morning, 44 00:01:33,427 --> 00:01:34,927 wondering if we have a job. 45 00:01:34,962 --> 00:01:36,428 We're going to wake up every morning 46 00:01:36,464 --> 00:01:38,263 wondering how many jobs we have to do. 47 00:01:38,299 --> 00:01:40,132 It's not always pretty. 48 00:01:40,167 --> 00:01:42,701 Everything's going to change. Everything. 49 00:01:42,736 --> 00:01:44,770 But I do it to save jobs, 50 00:01:44,805 --> 00:01:46,605 and I do it to make money. 51 00:01:46,640 --> 00:01:48,107 This... Let's go to work. 52 00:01:48,142 --> 00:01:49,241 ...is "The Profit." 53 00:01:49,276 --> 00:01:54,546 ♪♪ 54 00:01:54,582 --> 00:01:57,049 The home decor market is huge. 55 00:01:57,084 --> 00:01:59,818 It's something like $600 billion, 56 00:01:59,854 --> 00:02:01,820 which makes it interesting to me, 57 00:02:01,856 --> 00:02:03,422 but it also makes me reluctant 58 00:02:03,457 --> 00:02:06,825 because I know how hard it is to stand out. 59 00:02:06,861 --> 00:02:09,795 So, when I heard about this designer Ben Busko 60 00:02:09,830 --> 00:02:12,731 who makes nearly everything he sells, 61 00:02:12,766 --> 00:02:15,434 I thought, maybe this is a way in. 62 00:02:15,469 --> 00:02:19,838 Wow. 63 00:02:19,874 --> 00:02:22,141 Wow, this place is beautiful. 64 00:02:22,176 --> 00:02:26,111 Ben's space almost feels like an oxymoron to New York. 65 00:02:26,147 --> 00:02:29,815 You go outside, and there's traffic and sirens and horns. 66 00:02:29,850 --> 00:02:31,750 And you walk into his store. 67 00:02:31,785 --> 00:02:33,185 It's quiet. It's peaceful. 68 00:02:33,220 --> 00:02:35,020 It's beautifully decorated. 69 00:02:35,055 --> 00:02:37,189 It just feels like an oasis. 70 00:02:37,224 --> 00:02:39,291 How are you? I'm Marcus. Kristin: I'm Kristin. 71 00:02:39,326 --> 00:02:41,326 Lemonis: Nice to meet you. The store is gorgeous. 72 00:02:41,362 --> 00:02:42,594 Kristin: Thank you. Fernando: Fernando. 73 00:02:42,630 --> 00:02:43,962 Lemonis: Fernando? Fernando: Yes. 74 00:02:43,998 --> 00:02:45,864 Lemonis: Nice to meet you. I'm Marcus. 75 00:02:45,900 --> 00:02:47,733 Ben: I'm Benjamin, Mr. Lemonis. Lemonis: Benjamin, how are you? 76 00:02:47,768 --> 00:02:49,368 Ben: I'm very well. Lemonis: Ben or Benjamin? 77 00:02:49,403 --> 00:02:50,636 Ben: Well, Benjamin when I'm in trouble. 78 00:02:50,671 --> 00:02:51,703 Lemonis: You're not in trouble. 79 00:02:51,739 --> 00:02:53,238 Ben: So, Ben's the way to go. 80 00:02:53,274 --> 00:02:55,340 Lemonis: Ben, this store is gorgeous. 81 00:02:55,376 --> 00:02:57,109 It's really well-merchandised. 82 00:02:57,144 --> 00:02:59,278 I'm really impressed by it. Ben: Thanks. 83 00:02:59,313 --> 00:03:01,313 Lemonis: Is everything in the store stuff you guys make? 84 00:03:01,348 --> 00:03:02,681 Ben: About 90%. 85 00:03:02,716 --> 00:03:04,850 We don't make the books or the plants. 86 00:03:04,885 --> 00:03:06,485 Lemonis: You don't make the books? 87 00:03:06,520 --> 00:03:08,053 Is he normally this funny? 88 00:03:08,088 --> 00:03:10,489 Kristin: He's pretty funny. Ben: No, I'm pretty dry. 89 00:03:10,524 --> 00:03:12,057 Lemonis: So, you make all of this stuff? 90 00:03:12,092 --> 00:03:13,492 Ben: Yep. 91 00:03:13,527 --> 00:03:15,260 Lemonis: Really nice quality. Ben: Yeah. 92 00:03:15,296 --> 00:03:17,963 Lemonis: And all of this? Ben: Yeah, cocktail napkins. 93 00:03:17,998 --> 00:03:19,398 I design all the product that we sell, 94 00:03:19,433 --> 00:03:21,133 also, that we make. 95 00:03:21,168 --> 00:03:22,501 Lemonis: Wow. 96 00:03:22,536 --> 00:03:24,169 Ben: And these are coaster sets. 97 00:03:24,205 --> 00:03:26,538 We sell a monstrous amount of them. 98 00:03:26,574 --> 00:03:29,341 They're a very easy gift to give, and they're all unique. 99 00:03:29,376 --> 00:03:30,509 This is, "The trouble with trouble 100 00:03:30,544 --> 00:03:31,977 is it starts out as fun." 101 00:03:32,012 --> 00:03:33,712 Lemonis: "Alcohol you later." [ Chuckles ] 102 00:03:33,747 --> 00:03:35,080 These are excellent. 103 00:03:35,115 --> 00:03:37,015 Did you come up with all these quotes? 104 00:03:37,051 --> 00:03:38,083 Ben: For the most part. 105 00:03:38,118 --> 00:03:39,985 Lemonis: Everything here you did? 106 00:03:40,020 --> 00:03:41,553 Ben: Yes, all of the artwork. 107 00:03:41,589 --> 00:03:43,255 Lemonis: This is all yours, too? Ben: Yep. 108 00:03:43,290 --> 00:03:45,390 This is decoupage. Lemonis: That is the treatment? 109 00:03:45,426 --> 00:03:47,326 Ben: Yeah, so it's a French word that just means 110 00:03:47,361 --> 00:03:49,361 applying paper to glass, essentially. 111 00:03:49,396 --> 00:03:51,430 Lemonis: These are awesome. Ben: They're practical. 112 00:03:51,465 --> 00:03:54,233 You can use them as a valet. They're food safe, wipe clean. 113 00:03:54,268 --> 00:03:57,502 Lemonis: This retails for $68? Ben: Mm-hmm. 114 00:03:57,538 --> 00:03:59,671 Lemonis: How are your margins on this? 115 00:03:59,707 --> 00:04:03,242 Ben: They fluctuate between 87% to 90% something. 116 00:04:03,277 --> 00:04:05,210 Lemonis: Percent? Ben: Yeah. 117 00:04:05,246 --> 00:04:07,012 Lemonis: Oftentimes, when I go into different 118 00:04:07,047 --> 00:04:09,681 retail businesses, they have reasonable margins. 119 00:04:09,717 --> 00:04:12,884 45%, 50%, maybe even 55%. 120 00:04:12,920 --> 00:04:16,021 The reason that Ben's margins are so much higher 121 00:04:16,056 --> 00:04:17,889 is because there isn't a middle man. 122 00:04:17,925 --> 00:04:19,958 He's a vertically integrated company, 123 00:04:19,994 --> 00:04:24,062 which means that he makes everything that he sells. 124 00:04:24,098 --> 00:04:26,231 Take this $68 tray. 125 00:04:26,267 --> 00:04:28,767 A regular retailer would buy it from a wholesaler 126 00:04:28,802 --> 00:04:30,369 for about half the price, 127 00:04:30,404 --> 00:04:32,471 giving them a decent margin of 50%. 128 00:04:32,506 --> 00:04:33,939 But in the case of Ben, 129 00:04:33,974 --> 00:04:37,976 he actually makes the product for maybe $6.80, 130 00:04:38,012 --> 00:04:42,147 and so he keeps all of the margin, like, 90% of it. 131 00:04:42,182 --> 00:04:44,449 Being a good designer is hard. 132 00:04:44,485 --> 00:04:47,085 But being a good manufacturer is also hard, 133 00:04:47,121 --> 00:04:49,821 and the fact that Ben is good at both of them? 134 00:04:49,857 --> 00:04:53,125 I would say that's what makes him really special. 135 00:04:53,160 --> 00:04:54,793 Who's your biggest customer today? 136 00:04:54,828 --> 00:04:57,262 Ben: We sell to national chains like Barnes and Noble. 137 00:04:57,298 --> 00:04:58,930 Kristin, who else do we sell to? 138 00:04:58,966 --> 00:05:00,565 Kristin: Dillard's. Ben: Dillard's, okay. 139 00:05:00,601 --> 00:05:03,802 I want to scale and grow, 140 00:05:03,837 --> 00:05:05,904 and that's what I've been really stuck on. 141 00:05:05,939 --> 00:05:07,673 Lemonis: And so has your business gone down? 142 00:05:07,708 --> 00:05:09,107 Ben: Yes. 143 00:05:09,143 --> 00:05:10,575 Lemonis: Who did you used to sell to that was 144 00:05:10,611 --> 00:05:12,144 a big part of your business that's gone away? 145 00:05:12,179 --> 00:05:13,612 Ben: Anthropologie. Lemonis: What else? 146 00:05:13,647 --> 00:05:15,447 Ben: Nordstrom. Lemonis: Anything else? 147 00:05:15,482 --> 00:05:17,282 Ben: Neiman Marcus. Lemonis: Okay. 148 00:05:17,318 --> 00:05:19,985 So what is the biggest problem this company has? 149 00:05:20,020 --> 00:05:22,654 Ben: Staffing the right positions and retention. 150 00:05:22,690 --> 00:05:24,556 Lemonis: And how's communication in the company? 151 00:05:24,591 --> 00:05:26,325 Ben: In terms of, like... 152 00:05:26,360 --> 00:05:28,760 Lemonis: Do people understand what's happening? 153 00:05:28,796 --> 00:05:30,662 Are you a good communicator? 154 00:05:30,698 --> 00:05:34,166 Ben: I try to be that. I try to follow a lot of rules. 155 00:05:34,201 --> 00:05:35,834 So, like, this is a binder we have. 156 00:05:35,869 --> 00:05:39,538 This is an example of what they initial every day. 157 00:05:39,573 --> 00:05:42,341 Lemonis: So employee entry, 9:45 a.m. -- 158 00:05:42,376 --> 00:05:44,943 Disarm the alarm, open the register, 159 00:05:44,978 --> 00:05:47,179 turn on the main store lights, answer the phone, 160 00:05:47,214 --> 00:05:48,980 review follow-ups, be productive. 161 00:05:49,016 --> 00:05:52,884 Carefully check plants so they do not die. 162 00:05:52,920 --> 00:05:55,153 How do you not carefully check the plant? 163 00:05:55,189 --> 00:05:57,789 Ben: When Ben's Garden has a store of dead plants, 164 00:05:57,825 --> 00:06:00,892 it's just Ben's, which is a deli, so... 165 00:06:00,928 --> 00:06:02,227 [ Laughter ] 166 00:06:02,262 --> 00:06:04,663 Lemonis: That actually was funny. 167 00:06:04,698 --> 00:06:06,665 What is your role, by the way? Kristin: I'm the Chief of Staff. 168 00:06:06,700 --> 00:06:09,334 Lemonis: Meaning that everybody that works in the company 169 00:06:09,370 --> 00:06:13,138 actually gets their communication from you? 170 00:06:13,173 --> 00:06:15,040 Ben: She's very involved in wholesale. 171 00:06:15,075 --> 00:06:17,175 I'm communicating as, like, 172 00:06:17,211 --> 00:06:19,378 an owner would to their employees. 173 00:06:19,413 --> 00:06:20,712 Lemonis: Who trains them? Kristin: Ben. 174 00:06:20,748 --> 00:06:23,148 He goes through training when they start. 175 00:06:23,183 --> 00:06:25,050 Lemonis: Wouldn't the chief of staff be doing that? 176 00:06:25,085 --> 00:06:28,053 Ben: She's very involved in managing the -- 177 00:06:28,088 --> 00:06:29,755 We have a 14,000-square-foot 178 00:06:29,790 --> 00:06:31,022 warehouse. Lemonis: Oh, you do? 179 00:06:31,058 --> 00:06:32,858 Ben: Where we make all these things. 180 00:06:32,893 --> 00:06:34,226 Lemonis: So, this whole section 181 00:06:34,261 --> 00:06:35,994 is third-party vendors. Ben: Yep. 182 00:06:36,029 --> 00:06:38,263 Lemonis: So who buys the stuff that you don't make 183 00:06:38,298 --> 00:06:39,698 for the store? Ben: I do. 184 00:06:39,733 --> 00:06:41,400 Lemonis: So let me understand this, Ben. 185 00:06:41,435 --> 00:06:42,901 You're the designer. Ben: Yep. 186 00:06:42,936 --> 00:06:44,436 Lemonis: You're the buyer. Ben: Yep. 187 00:06:44,471 --> 00:06:46,571 Merchandiser. Lemonis: The merchandiser. 188 00:06:46,607 --> 00:06:48,740 You're the chief communicator. 189 00:06:48,776 --> 00:06:50,675 So you have your hands full. Ben: Yep. 190 00:06:50,711 --> 00:06:52,878 ♪♪ 191 00:06:52,913 --> 00:06:54,513 Lemonis: And how long have you had this business? 192 00:06:54,548 --> 00:06:55,914 Ben: Since I was 8. 193 00:06:55,949 --> 00:06:57,949 Lemonis: How old are you now? Ben: 34. 194 00:06:57,985 --> 00:07:00,185 Lemonis: Was it a legitimate business at 8? 195 00:07:00,220 --> 00:07:02,020 Ben: Yep. Lemonis: That's awesome. 196 00:07:02,055 --> 00:07:04,055 Ben: Growing up, it was really -- 197 00:07:04,091 --> 00:07:05,590 My parents thought I was, like, really special. 198 00:07:05,626 --> 00:07:07,592 Like, "Wow, this kid's 199 00:07:07,628 --> 00:07:09,528 making all this stuff and selling all these things." 200 00:07:09,563 --> 00:07:12,197 But I wasn't communicating with kids on the playground. 201 00:07:12,232 --> 00:07:14,900 I was water coloring at home. 202 00:07:14,935 --> 00:07:18,403 About seven years ago, 203 00:07:18,439 --> 00:07:22,274 I was diagnosed with Asperger's Syndrome, 204 00:07:22,309 --> 00:07:23,775 which is a form of autism. 205 00:07:23,811 --> 00:07:27,946 And I think more creatively than emotionally. 206 00:07:27,981 --> 00:07:30,315 Lemonis: And what prompted that? Ben: Just noticed socially, 207 00:07:30,350 --> 00:07:32,918 like, I wasn't picking up on certain things. 208 00:07:32,953 --> 00:07:34,920 I don't actually generally liked to be touched, 209 00:07:34,955 --> 00:07:36,621 which after y-- 210 00:07:36,657 --> 00:07:38,089 Lemonis: That's going to be a problem. 211 00:07:38,125 --> 00:07:40,992 I'm a super-big hugger. Ben: I think I -- 212 00:07:41,028 --> 00:07:42,461 It kind of just creeps me out when, like, 213 00:07:42,496 --> 00:07:43,895 I don't know someone. 214 00:07:43,931 --> 00:07:46,398 I'd be, like, okay, this is really nice. 215 00:07:46,433 --> 00:07:50,635 And then we can let go at any point you'd like to. 216 00:07:50,671 --> 00:07:52,103 Lemonis: So you have a very special talent. 217 00:07:52,139 --> 00:07:53,572 Ben: Uh-huh. 218 00:07:53,607 --> 00:07:55,640 Lemonis: And you're ridiculously creative. 219 00:07:55,676 --> 00:07:57,175 I'd love to see the warehouse. Ben: Great. 220 00:07:57,211 --> 00:07:58,443 Lemonis: And so if we could meet there, 221 00:07:58,479 --> 00:07:59,845 that would be great. Ben: Okay. 222 00:07:59,880 --> 00:08:00,979 Lemonis: Then I really want to understand 223 00:08:01,014 --> 00:08:02,647 how it all comes together. 224 00:08:02,683 --> 00:08:04,916 Ben: Okay, thank you very much. Lemonis: Great job. 225 00:08:04,952 --> 00:08:11,323 ♪♪ 226 00:08:11,358 --> 00:08:17,762 ♪♪ 227 00:08:17,798 --> 00:08:19,030 Kristin: Hey, Marcus! Lemonis: Hi. 228 00:08:19,066 --> 00:08:20,665 This place is huge. Kristin: Yeah. 229 00:08:20,701 --> 00:08:22,100 Lemonis: How many square feet is this? 230 00:08:22,135 --> 00:08:23,335 Kristin: I think it's 14,000. 231 00:08:23,370 --> 00:08:24,769 Lemonis: Wow. Can I get a tour? 232 00:08:24,805 --> 00:08:26,238 Kristin: Yeah, of course. 233 00:08:26,273 --> 00:08:28,507 So, right when you walk in -- 234 00:08:28,542 --> 00:08:30,542 Ben: Okay, so you guys just entered -- 235 00:08:30,577 --> 00:08:31,943 You just entered through a door. 236 00:08:31,979 --> 00:08:33,178 Lemonis: Is it all right if she does it, 237 00:08:33,213 --> 00:08:35,447 or do you want to do it? Ben: Oh! Please. 238 00:08:35,482 --> 00:08:37,249 Kristin: So right when you walk in, 239 00:08:37,284 --> 00:08:39,784 this is where we're hoping to set up a sales team. 240 00:08:39,820 --> 00:08:41,186 Lemonis: Okay, you don't have one today. 241 00:08:41,221 --> 00:08:44,122 Kristin: No. Ben: Can we talk about the door? 242 00:08:44,157 --> 00:08:45,557 Kristin: Sure. Lemonis: Sure. 243 00:08:45,592 --> 00:08:47,526 Ben: Okay, so this complex 244 00:08:47,561 --> 00:08:51,029 was built by Irving Bush, and he deve-- 245 00:08:51,064 --> 00:08:54,566 he made his fortune importing bananas. 246 00:08:54,601 --> 00:08:57,068 Which is why our door is banana yellow. 247 00:08:57,104 --> 00:08:58,870 Lemonis: Because you like the history of it all? 248 00:08:58,906 --> 00:09:01,806 Ben: Yep. So, Kristin, you can now join in. 249 00:09:01,842 --> 00:09:03,642 Lemonis: So this is -- this area is setup 250 00:09:03,677 --> 00:09:05,644 for the future sales organization? 251 00:09:05,679 --> 00:09:07,379 Kristin: Yep, we hope to build a whole sales team. 252 00:09:07,414 --> 00:09:09,748 Ben: This is where the previous sales organization was. 253 00:09:09,783 --> 00:09:11,249 Lemonis: And what happened to the previous one? 254 00:09:11,285 --> 00:09:12,584 Ben: They turned out not to be so smart. 255 00:09:12,619 --> 00:09:14,052 Lemonis: Who was their leader, you? 256 00:09:14,087 --> 00:09:15,787 Ben: Yes. Lemonis: So... 257 00:09:15,822 --> 00:09:17,889 when you say they weren't good enough, 258 00:09:17,925 --> 00:09:20,225 some of that culpability has to fall back on you. 259 00:09:20,260 --> 00:09:22,160 Ben: I've never thought of it in that way. 260 00:09:22,195 --> 00:09:23,762 Ben: Can you and I look at the rest of the warehouse? 261 00:09:23,797 --> 00:09:25,163 I'm just going to take some time with her. 262 00:09:25,198 --> 00:09:27,332 Ben: Okay. 263 00:09:27,367 --> 00:09:29,367 What do I do? Do I leave? Kristin: Yeah, you -- 264 00:09:29,403 --> 00:09:33,572 Ben: I'm kind of curious to see what he looks at. 265 00:09:33,607 --> 00:09:35,574 Lemonis: So, all of this here is inventory, yeah? 266 00:09:35,609 --> 00:09:38,276 Kristin: Yes, so all of everything in the metal racks 267 00:09:38,312 --> 00:09:40,245 is going to be finished goods. 268 00:09:40,280 --> 00:09:41,746 Lemonis: All finished goods? Kristin: Finished goods. 269 00:09:41,782 --> 00:09:43,181 Lemonis: How long have you been here? 270 00:09:43,216 --> 00:09:44,749 Kristin: It's gonna be two years in October. 271 00:09:44,785 --> 00:09:46,685 Lemonis: Two years. What's it like working with him? 272 00:09:46,720 --> 00:09:49,354 Kristin: He does, like, really have a great vision. 273 00:09:49,389 --> 00:09:50,956 Lemonis: Oh, yeah. Kristin: You know? 274 00:09:50,991 --> 00:09:53,758 And, like, really, there's not like a nicer person 275 00:09:53,794 --> 00:09:56,261 that you would want to help succeed. 276 00:09:56,296 --> 00:09:58,263 So, like, that's what drives me. 277 00:09:58,298 --> 00:09:59,864 Lemonis: What's causing the revolving door? 278 00:09:59,900 --> 00:10:02,434 Kristin: I think from doing this for 25 years, 279 00:10:02,469 --> 00:10:04,836 he's got the highest standards of all of us. 280 00:10:06,807 --> 00:10:09,207 Lemonis: So, why do I see empties everywhere? 281 00:10:09,242 --> 00:10:10,709 Like this is an example. 282 00:10:10,744 --> 00:10:12,944 Ben: We're back ordered on crystal paperweights, 283 00:10:12,980 --> 00:10:14,546 and we don't have 4x6 trays. 284 00:10:14,581 --> 00:10:17,949 Why don't we take a look at a pick ticket? 285 00:10:17,985 --> 00:10:20,051 So these would be examples of orders 286 00:10:20,087 --> 00:10:22,320 that determine the pick quantity. 287 00:10:22,356 --> 00:10:26,658 This says we have zero on hand. We need to make four. So -- 288 00:10:26,693 --> 00:10:30,996 Lemonis: Let's keep going. "How do you spell love," a 4x6. 289 00:10:31,031 --> 00:10:33,999 Ben: That's a best seller. Lemonis: Zero in stock. 290 00:10:34,034 --> 00:10:35,800 Zero in hand. Make four. 291 00:10:35,836 --> 00:10:37,435 Zero on hand. Make four. Zero on hand. Make four. 292 00:10:37,471 --> 00:10:39,237 A lot of zeroes here. 293 00:10:39,272 --> 00:10:43,341 Ben: I'm apprehensive to spend that much money on 4x6 trays 294 00:10:43,377 --> 00:10:47,078 when I have $700,000 worth of on-hand inventory. 295 00:10:47,114 --> 00:10:49,180 Lemonis: You're telling me that there's 700,000 296 00:10:49,216 --> 00:10:51,249 of inventory in here? Ben: Yes. 297 00:10:51,284 --> 00:10:54,185 Lemonis: But what you have is the wrong stuff. 298 00:10:54,221 --> 00:10:56,988 Unfortunately, you have to actually put 299 00:10:57,024 --> 00:10:58,289 the right stuff on the shelf 300 00:10:58,325 --> 00:11:00,358 while you work out of the bad stuff 301 00:11:00,394 --> 00:11:03,028 because you create gridlock. 302 00:11:03,063 --> 00:11:05,964 Ben has what I call "inventory gridlock." 303 00:11:05,999 --> 00:11:07,465 He's made some choices 304 00:11:07,501 --> 00:11:09,167 with particular products that aren't selling, 305 00:11:09,202 --> 00:11:11,002 and he's unwilling to liquidate them. 306 00:11:11,038 --> 00:11:14,506 He has other products that are selling at a super-fast rate, 307 00:11:14,541 --> 00:11:16,207 but because he doesn't have the working capital 308 00:11:16,243 --> 00:11:18,209 because it's tied up in bad products, 309 00:11:18,245 --> 00:11:20,111 he can't even fulfill the orders 310 00:11:20,147 --> 00:11:22,280 of the products that people do want. 311 00:11:22,315 --> 00:11:24,983 Essentially, like, locking up everything. 312 00:11:25,018 --> 00:11:28,453 Bad inventory management and the wrong inventory 313 00:11:28,488 --> 00:11:30,388 are the two things that kill companies 314 00:11:30,424 --> 00:11:32,123 when they least expect it. 315 00:11:32,159 --> 00:11:34,192 Okay, do you have your financials? 316 00:11:34,227 --> 00:11:35,660 Ben: Yeah. They're in this folder. 317 00:11:35,696 --> 00:11:38,329 Lemonis: Okay. So, it shows that last year, 318 00:11:38,365 --> 00:11:41,032 the business lost $78,000. Ben: Yes. 319 00:11:41,068 --> 00:11:43,301 Something shifted with the economy 320 00:11:43,336 --> 00:11:44,903 and how people spend money, 321 00:11:44,938 --> 00:11:47,839 which has dramatically affected our bottom line. 322 00:11:47,874 --> 00:11:49,641 Lemonis: Consumers or your wholesale customers? 323 00:11:49,676 --> 00:11:50,975 Ben: Our wholesale customers, 324 00:11:51,011 --> 00:11:53,244 so they're stocking less of our product. 325 00:11:53,280 --> 00:11:56,414 Even though they're selling out of our product, they're -- 326 00:11:56,450 --> 00:11:58,683 we're either not getting back to them soon enough, 327 00:11:58,719 --> 00:12:00,018 and they'll be unhappy with us -- 328 00:12:00,053 --> 00:12:01,686 Lemonis: Or you don't have it in stock. 329 00:12:01,722 --> 00:12:04,189 Ben: Uhh, yes. 330 00:12:04,224 --> 00:12:05,557 Lemonis: Okay, that's essentially 331 00:12:05,592 --> 00:12:07,692 the business problem. Ben: Yes. 332 00:12:07,728 --> 00:12:12,030 Lemonis: So $1,659,000 in total revenue, 333 00:12:12,065 --> 00:12:15,867 and of that, $675,000 of it came 334 00:12:15,902 --> 00:12:17,902 from your retail stores. Ben: Right. 335 00:12:17,938 --> 00:12:21,106 Lemonis: So the total, the wholesale did $984,000. 336 00:12:21,141 --> 00:12:23,908 Ben: Um, I wouldn't know off the top of my hand. 337 00:12:23,944 --> 00:12:26,578 We have a challenge with our records. 338 00:12:26,613 --> 00:12:30,448 So I have a business consultant, Barry Moltz. 339 00:12:30,484 --> 00:12:34,052 And so he's supposed to be helping manage the finances. 340 00:12:34,087 --> 00:12:35,787 But since we've been working together, 341 00:12:35,822 --> 00:12:39,691 which is now over two years, sales have gotten worse. 342 00:12:39,726 --> 00:12:41,793 Lemonis: Because of his direction or yours? 343 00:12:41,828 --> 00:12:43,528 Ben: Well, his influence, 344 00:12:43,563 --> 00:12:46,297 but I-I've been trying to trust in him. 345 00:12:46,333 --> 00:12:47,599 Lemonis: Do you not trust people? 346 00:12:47,634 --> 00:12:48,933 Ben: No, I don't. Lemonis: Okay, well. 347 00:12:48,969 --> 00:12:50,468 That's problem number one. 348 00:12:50,504 --> 00:12:52,403 Thank you for telling me that. Ben: I don't -- 349 00:12:52,439 --> 00:12:55,273 There are still times when Kristin will be upset with me 350 00:12:55,308 --> 00:12:57,976 because I will say something, and it'll seem -- 351 00:12:58,011 --> 00:13:00,645 It'll come off as me not trusting her. 352 00:13:00,680 --> 00:13:02,781 Kristin: There's been times when he's said he hasn't trusted me. 353 00:13:02,816 --> 00:13:05,049 Lemonis: So, in order for us to work together, 354 00:13:05,085 --> 00:13:07,252 we would need to spend a disproportionate 355 00:13:07,287 --> 00:13:11,055 amount of time working on how you think about people, 356 00:13:11,091 --> 00:13:13,725 which means changing the way you think about employees, 357 00:13:13,760 --> 00:13:17,095 allowing Kristin to actually run a part of the business 358 00:13:17,130 --> 00:13:18,797 where you may not be involved, 359 00:13:18,832 --> 00:13:22,467 and I recognize what you called and labeled a disability, 360 00:13:22,502 --> 00:13:25,270 and I want to build an infrastructure around you 361 00:13:25,305 --> 00:13:27,505 that allows the other people to not have to go through 362 00:13:27,541 --> 00:13:29,607 whatever the collateral damage is from it. 363 00:13:29,643 --> 00:13:31,309 Ben: Thank you. 364 00:13:31,344 --> 00:13:32,977 Lemonis: For their sake... Ben: No, I want it for them. 365 00:13:33,013 --> 00:13:34,412 Lemonis: ...and for the business's sake. 366 00:13:34,447 --> 00:13:36,648 Get the best out of you. 367 00:13:36,683 --> 00:13:38,583 So, Ben, I want to make a commitment to you. 368 00:13:38,618 --> 00:13:40,318 I want to make an investment. 369 00:13:40,353 --> 00:13:42,787 ♪♪ 370 00:13:42,823 --> 00:13:47,158 I want to invest $200,000 for 25% of the business. 371 00:13:47,194 --> 00:13:49,994 ♪♪ 372 00:13:50,030 --> 00:13:52,530 Okay? 373 00:13:52,566 --> 00:13:54,332 All of a sudden, your face changed. 374 00:13:54,367 --> 00:13:57,101 Ben: It wasn't what I was expecting. 375 00:13:57,137 --> 00:13:59,404 Lemonis: What were you expecting? 376 00:13:59,439 --> 00:14:02,106 Ben: Uh, like... 377 00:14:02,142 --> 00:14:05,510 a million and a half. 378 00:14:05,545 --> 00:14:07,378 Lemonis: A million and a half dollars? 379 00:14:07,414 --> 00:14:12,650 Ben: Yeah, I think the business is worth at least $5 million. 380 00:14:12,686 --> 00:14:14,652 That's what I'm thinking. 381 00:14:18,658 --> 00:14:21,025 Barry: I'm frustrated that I can't help more. 382 00:14:21,061 --> 00:14:23,628 I put together all sorts of plans 383 00:14:23,663 --> 00:14:26,231 that I thought was the way to go forward for Ben, 384 00:14:26,266 --> 00:14:29,868 and we haven't really been able to implement any of those plans. 385 00:14:29,903 --> 00:14:30,902 Lemonis: Do you trust Barry? 386 00:14:30,937 --> 00:14:34,539 Ben: Uh, uh... 387 00:14:34,574 --> 00:14:35,874 No. 388 00:14:37,944 --> 00:14:40,645 ♪♪ 389 00:14:40,680 --> 00:14:45,483 Ben: I think the business is worth at least $5 million. 390 00:14:45,518 --> 00:14:47,085 That's what I'm thinking. 391 00:14:47,120 --> 00:14:50,221 ♪♪ 392 00:14:50,257 --> 00:14:53,558 Lemonis: For me, the business is worth no more than a million. 393 00:14:53,593 --> 00:14:55,059 'Cause the business doesn't make any money today, 394 00:14:55,095 --> 00:14:56,694 and it's not that big. 395 00:14:56,730 --> 00:14:58,963 For me, I don't want to invest more than $400,000, 396 00:14:58,999 --> 00:15:00,265 because I don't think the business needs 397 00:15:00,300 --> 00:15:01,332 more than $400,000. 398 00:15:01,368 --> 00:15:03,935 My offer is $400,000, 399 00:15:03,970 --> 00:15:05,837 and that would mean that for $400,000, 400 00:15:05,872 --> 00:15:09,674 I'd get 40% of the business. 401 00:15:09,709 --> 00:15:11,276 Ben: Right. Lemonis: Right? 402 00:15:11,311 --> 00:15:13,111 Ben: Yeah. Um... 403 00:15:13,146 --> 00:15:16,814 Um... 404 00:15:16,850 --> 00:15:18,082 Lemonis: You want to talk about it with her 405 00:15:18,118 --> 00:15:20,018 by yourself for a minute? 406 00:15:20,053 --> 00:15:21,686 Ben: Um... Lemonis: I'm gonna let you guys 407 00:15:21,721 --> 00:15:23,087 talk for a minute. Ben: I'm just -- I'm just -- 408 00:15:23,123 --> 00:15:24,889 Lemonis: I'ma let you talk for a minute. 409 00:15:24,925 --> 00:15:27,258 Kristin: I think that you're at kinda, like, a crossroad. 410 00:15:27,294 --> 00:15:28,793 Ben: Yeah. Kristin: And you have to decide. 411 00:15:28,828 --> 00:15:31,095 Ben: I think I real-- I think I need his help. 412 00:15:31,131 --> 00:15:33,197 Kristin: So what's the hesitation? 413 00:15:33,233 --> 00:15:37,635 Ben: That I guess now the clock has started, and it's tick. 414 00:15:37,671 --> 00:15:39,604 And we really have to be on our game, 415 00:15:39,639 --> 00:15:42,073 and that makes me anxious. 416 00:15:42,108 --> 00:15:43,441 Kristin: But the payoff could be big. 417 00:15:43,476 --> 00:15:45,476 Ben: Yeah. No, no, no, absolutely. 418 00:15:45,512 --> 00:15:47,245 So it's yes. 419 00:15:47,280 --> 00:15:48,780 Kristin: Okay. 420 00:15:48,815 --> 00:15:50,648 Ben: So now I have to hug him. 421 00:15:50,684 --> 00:15:52,083 Lemonis: Okay. 422 00:15:52,118 --> 00:15:55,787 Ben: So, we came to a conclusion. 423 00:15:55,822 --> 00:15:57,956 I would, um... I would like to be -- 424 00:15:57,991 --> 00:16:00,992 I'd be honored to work with you. 425 00:16:01,027 --> 00:16:02,760 Lemonis: That's awesome. 426 00:16:02,796 --> 00:16:03,995 I would be, as well. 427 00:16:04,030 --> 00:16:08,499 ♪♪ 428 00:16:08,535 --> 00:16:10,168 Congratulations. Ben: Thank you. 429 00:16:10,203 --> 00:16:11,602 Kristin: We're so excited. Lemonis: Congratulations. 430 00:16:11,638 --> 00:16:13,604 Ben: Very excited. Now we're going to -- 431 00:16:13,640 --> 00:16:16,774 Now we're gonna hug. [ Chuckles ] 432 00:16:16,810 --> 00:16:18,142 Lemonis: See, that's not so bad, is it? 433 00:16:18,178 --> 00:16:19,844 Ben: No, no, it's not. It's fantastic. 434 00:16:19,879 --> 00:16:21,479 Lemonis: All right. I'll see you guys. 435 00:16:24,317 --> 00:16:27,051 ♪♪ 436 00:16:27,087 --> 00:16:30,154 We're going to have a little team meeting real quick. 437 00:16:30,190 --> 00:16:31,990 The last time I was here before I left, 438 00:16:32,025 --> 00:16:35,426 I made a decision to make an investment in Ben's Garden. 439 00:16:35,462 --> 00:16:38,696 So I've agreed to invest $400,000. 440 00:16:38,732 --> 00:16:42,033 We're going to work on things like inventory and sales, 441 00:16:42,068 --> 00:16:44,635 and we're going to go see a rep or two to improve 442 00:16:44,671 --> 00:16:46,270 your wholesale business. Ben: Okay. 443 00:16:46,306 --> 00:16:48,306 Lemonis: Okay? That's the easy stuff. 444 00:16:48,341 --> 00:16:53,511 One thing that I'm worried about is fixing the culture 445 00:16:53,546 --> 00:16:55,947 of how people communicate and how they get along. 446 00:16:55,982 --> 00:16:58,716 It appears it's a little broken. 447 00:16:58,752 --> 00:17:01,452 So, what could be improved? 448 00:17:01,488 --> 00:17:03,354 Victoria: Um... 449 00:17:03,390 --> 00:17:06,657 I guess being -- being blamed for things. 450 00:17:06,693 --> 00:17:10,461 It's a lot of finger pointing that I'm not doing my job. 451 00:17:10,497 --> 00:17:13,331 I'm not doing anything. I'm costing the company money. 452 00:17:13,366 --> 00:17:15,333 Sometimes I have felt that way. 453 00:17:17,337 --> 00:17:20,838 Ben: I mean, I'm really sorry that you would feel that way. 454 00:17:20,874 --> 00:17:22,507 Lemonis: Ben, what we're gonna work on 455 00:17:22,542 --> 00:17:24,709 is the people side of things. 456 00:17:24,744 --> 00:17:27,045 Ben: Right. Lemonis: Okay? 457 00:17:27,080 --> 00:17:29,180 Ben: Mm-hmm. 458 00:17:29,215 --> 00:17:30,581 Lemonis: So, I want to get back to work, 459 00:17:30,617 --> 00:17:32,050 but what I do want to do is, 460 00:17:32,085 --> 00:17:35,720 I want to see one product from every category. 461 00:17:35,755 --> 00:17:37,722 A glass piece, a note card, 462 00:17:37,757 --> 00:17:38,990 and just put everything out. 463 00:17:39,025 --> 00:17:40,425 thank you. 464 00:17:40,460 --> 00:17:42,393 Kristin: So, I'll grab something from each. 465 00:17:42,429 --> 00:17:44,562 Ben: I can grab the stuff. Can you run the report? 466 00:17:44,597 --> 00:17:46,397 Ben: Actually, going forward, 467 00:17:46,433 --> 00:17:49,100 Kristin is going to be in charge of the inventory. 468 00:17:49,135 --> 00:17:50,601 Ben: Oh. Lemonis: Okay? 469 00:17:50,637 --> 00:17:53,237 Kristin: Okay. 470 00:17:53,273 --> 00:17:55,573 Lemonis: It's clear to me after this discussion 471 00:17:55,608 --> 00:17:57,008 with all the employees 472 00:17:57,043 --> 00:17:58,743 that there's a breakdown in communication. 473 00:17:58,778 --> 00:18:01,212 So my plan for this is very clear. 474 00:18:01,247 --> 00:18:04,115 Ben is going to focus on creating and designing 475 00:18:04,150 --> 00:18:05,450 and coming up with new products, 476 00:18:05,485 --> 00:18:07,185 and he's going to allow Kristin 477 00:18:07,220 --> 00:18:09,420 to manage the staff and interact with them 478 00:18:09,456 --> 00:18:12,690 in a way that can keep things moving in all departments. 479 00:18:12,725 --> 00:18:16,227 ♪♪ 480 00:18:16,262 --> 00:18:18,863 So there's one, two, three, four, five, six, 481 00:18:18,898 --> 00:18:21,299 seven, eight, nine things. Ben: Mm-hmm. 482 00:18:21,334 --> 00:18:23,868 Lemonis: Are they in -- is this in the right order? 483 00:18:23,903 --> 00:18:25,336 Ben: Of best selling? Lemonis: Of revenue? 484 00:18:25,371 --> 00:18:27,538 Kristin: Yeah. Ben: I don't think so. 485 00:18:27,574 --> 00:18:30,041 Lemonis: So the first thing is the decoupage. 486 00:18:30,076 --> 00:18:31,442 Kristin: There you go. 487 00:18:31,478 --> 00:18:32,710 Lemonis: Picture frames. Ben: Picture frames. 488 00:18:32,745 --> 00:18:34,378 These have exploded. 489 00:18:34,414 --> 00:18:37,615 Paperweights we sell for people who can't afford a tray. 490 00:18:37,650 --> 00:18:39,317 Lemonis: Okay. Ben: Magnets. Pillows. 491 00:18:39,352 --> 00:18:41,085 And artwork. 492 00:18:41,121 --> 00:18:43,888 Kristin: So all three of these don't really do that well. 493 00:18:43,923 --> 00:18:46,457 Lemonis: Six of them are great. Three of them are terrible. 494 00:18:46,493 --> 00:18:47,959 Kristin: I would have trouble placing these in -- 495 00:18:47,994 --> 00:18:49,894 Lemonis: Great. Don't ever make these again. 496 00:18:49,929 --> 00:18:51,896 Ben: The margins are really great on this. 497 00:18:51,931 --> 00:18:54,499 Lemonis: It doesn't matter. That's not her point. 498 00:18:54,534 --> 00:18:56,934 Her point is, is that you don't sell it. 499 00:18:56,970 --> 00:18:58,769 So who cares? Ben: No, but we do -- 500 00:18:58,805 --> 00:19:00,571 We just don't sell a lot of 'em. Kristin: We don't sell enough. 501 00:19:00,607 --> 00:19:02,340 Lemonis: To justify it? Kristin: Yeah. 502 00:19:02,375 --> 00:19:05,109 Lemonis: Should these go away? Should the pillows go away? 503 00:19:05,145 --> 00:19:06,677 Kristin: I like to keep it moving. 504 00:19:06,713 --> 00:19:07,979 They're not coming back. 505 00:19:08,014 --> 00:19:09,280 Lemonis: Should the artwork go away? 506 00:19:09,315 --> 00:19:10,815 Ben: No, I would be devastated. 507 00:19:10,850 --> 00:19:13,284 Kristin: I don't think we sell a lot of those. 508 00:19:13,319 --> 00:19:15,319 Lemonis: So, if these are gonna go away, 509 00:19:15,355 --> 00:19:19,023 you have to start to replace three or four things. 510 00:19:19,058 --> 00:19:22,426 Three or four new ones need to be born and developed by you. 511 00:19:22,462 --> 00:19:25,363 We're not gonna stock stuff that doesn't sell. 512 00:19:25,398 --> 00:19:30,501 Ben: Um...I would like to get into candles in a big way. 513 00:19:30,537 --> 00:19:32,203 Lemonis: Okay, so that's one. What else? 514 00:19:32,238 --> 00:19:33,704 Ben: Wrapping paper. 515 00:19:33,740 --> 00:19:35,273 Lemonis: Wrapping paper, I have a source for that. 516 00:19:35,308 --> 00:19:36,674 Ben: Wallpaper. 517 00:19:36,709 --> 00:19:38,276 Lemonis: If you want to be in that space, 518 00:19:38,311 --> 00:19:39,944 that's something we can explore. 519 00:19:39,979 --> 00:19:41,712 By eliminating the three bottom sellers 520 00:19:41,748 --> 00:19:44,215 of pillows, artwork, and magnets, 521 00:19:44,250 --> 00:19:47,985 I'm not only going to free up cash for the top-selling items, 522 00:19:48,021 --> 00:19:50,188 but I'm going to replace those three items 523 00:19:50,223 --> 00:19:52,823 with in-demand items like wallpaper, 524 00:19:52,859 --> 00:19:54,492 wrapping paper, and candles. 525 00:19:54,527 --> 00:19:57,328 Giving us a chance to regain our foothold 526 00:19:57,363 --> 00:19:58,663 in the wholesale market. 527 00:19:58,698 --> 00:20:01,132 If Ben takes his skill of design, 528 00:20:01,167 --> 00:20:05,203 and he applies them to more readily digestible products, 529 00:20:05,238 --> 00:20:08,039 then by definition, you're going to sell more. 530 00:20:08,074 --> 00:20:14,845 ♪♪ 531 00:20:14,881 --> 00:20:16,380 Lemonis: Guys... Barry: Hi. 532 00:20:16,416 --> 00:20:17,748 Ben: Hey, how are you? Lemonis: Barry? 533 00:20:17,784 --> 00:20:19,417 I'm Marcus. Barry: Hey, Marcus. Barry. 534 00:20:19,452 --> 00:20:20,918 Nice to meet you. Lemonis: Nice to meet you. 535 00:20:20,954 --> 00:20:22,353 Hey, buddy. Ben: Hey, how are you? 536 00:20:22,388 --> 00:20:24,188 Lemonis: I want to address the concerns 537 00:20:24,224 --> 00:20:27,058 that Ben has about Barry, his business consultant. 538 00:20:27,093 --> 00:20:28,826 So, I thought it would be a good idea 539 00:20:28,861 --> 00:20:31,729 to actually get Barry and Ben in the same room 540 00:20:31,764 --> 00:20:33,564 and find out if Ben's concerns 541 00:20:33,600 --> 00:20:37,101 are actually as legitimate as he thinks they are. 542 00:20:37,136 --> 00:20:38,436 How long have you guys been working together? 543 00:20:38,471 --> 00:20:39,770 Barry: About two years. 544 00:20:39,806 --> 00:20:42,406 Ben is really a genius at what he does. 545 00:20:42,442 --> 00:20:44,775 He's really creative, so I've tried to have him 546 00:20:44,811 --> 00:20:47,878 bring people in sales, bring people in production, 547 00:20:47,914 --> 00:20:49,580 bring people in customer service, 548 00:20:49,616 --> 00:20:52,583 but they've been driven away either by the environment 549 00:20:52,619 --> 00:20:54,785 or sometimes you get upset at them. 550 00:20:54,821 --> 00:20:56,754 They stay two weeks, or they stay a month 551 00:20:56,789 --> 00:20:58,155 or whatever it is, and then they leave. 552 00:20:58,191 --> 00:21:00,458 I'm frustrated that I can't help more. 553 00:21:00,493 --> 00:21:02,293 Lemonis: So were you helping him get his financials 554 00:21:02,328 --> 00:21:04,996 organized, as well? Barry: I was helping monitoring 555 00:21:05,031 --> 00:21:06,464 getting the financials organized, yes. 556 00:21:06,499 --> 00:21:08,132 Lemonis: Okay. Barry: They're better 557 00:21:08,167 --> 00:21:10,067 than they were two years ago. Lemonis: Oh, really? Wow. 558 00:21:10,103 --> 00:21:12,737 Barry: I put together all sorts of plans 559 00:21:12,772 --> 00:21:15,239 that I thought was the way to go forward for Ben, 560 00:21:15,275 --> 00:21:18,542 and we haven't really been able to implement any of those plans. 561 00:21:18,578 --> 00:21:21,445 So I'm frustrated that we haven't been able 562 00:21:21,481 --> 00:21:25,283 to take the necessary steps in order to make much progress. 563 00:21:25,318 --> 00:21:27,285 Ben: But I hesitate when you say, like, 564 00:21:27,320 --> 00:21:29,253 your financials are in a good place because -- 565 00:21:29,289 --> 00:21:32,256 Barry: I said they're better than they were. 566 00:21:32,292 --> 00:21:34,325 Filing your tax returns and not filing your tax returns, 567 00:21:34,360 --> 00:21:35,726 that's being in a better place. 568 00:21:35,762 --> 00:21:38,095 Lemonis: Do you trust Barry? 569 00:21:38,131 --> 00:21:40,765 Ben: Uh... 570 00:21:40,800 --> 00:21:43,401 no. 571 00:21:43,436 --> 00:21:45,503 To be -- To be frank, 572 00:21:45,538 --> 00:21:47,672 I don't -- I don't -- I don't really see -- 573 00:21:47,707 --> 00:21:49,974 I don't really see a relationship continuing. 574 00:21:50,009 --> 00:21:52,977 ♪♪ 575 00:21:54,480 --> 00:21:57,148 Kristin: We'll let those go. These go. 576 00:21:57,183 --> 00:21:58,849 Those are gone. 577 00:21:58,885 --> 00:22:01,152 Ben: That seems -- That seems like poor judgment. 578 00:22:01,187 --> 00:22:02,687 Lemonis: Don't say we have poor judgment. 579 00:22:02,722 --> 00:22:04,655 She doesn't want all this stuff in her inventory, 580 00:22:04,691 --> 00:22:06,924 and you don't want to say goodbye to the size option. 581 00:22:06,959 --> 00:22:09,126 Ben: No, I don't want to say goodbye to a sale. 582 00:22:10,897 --> 00:22:14,165 ♪♪ 583 00:22:14,200 --> 00:22:16,534 Barry: I just want to help, and by not being here, 584 00:22:16,569 --> 00:22:19,170 if that helps you, if you needed this meeting 585 00:22:19,205 --> 00:22:21,339 to be able to separate from me, that's okay. 586 00:22:21,374 --> 00:22:23,007 As you know, I've always wanted to do 587 00:22:23,042 --> 00:22:24,875 what was in your best interest 588 00:22:24,911 --> 00:22:28,279 because in the end, I love you, and I love what you're doing. 589 00:22:28,314 --> 00:22:29,680 And if I can be a part of it, great. 590 00:22:29,716 --> 00:22:31,782 But if I can help by not being a part of it, 591 00:22:31,818 --> 00:22:33,484 that's also great, too, Ben. 592 00:22:33,519 --> 00:22:35,019 Ben: I'm really good at hiring people. 593 00:22:35,054 --> 00:22:37,855 I'm not really good at the other part. 594 00:22:37,890 --> 00:22:39,924 Lemonis: Okay. I think you need to -- 595 00:22:39,959 --> 00:22:42,960 I think you need to stay around. Barry: I would agree. 596 00:22:42,995 --> 00:22:45,429 Lemonis: You're going to learn how to just not 597 00:22:45,465 --> 00:22:46,997 be so dismissive of people. 598 00:22:47,033 --> 00:22:49,033 It's not a good quality. 599 00:22:49,068 --> 00:22:51,869 And I think you need to stay around because he has to learn 600 00:22:51,904 --> 00:22:55,539 how to work with people in uncomfortable situations. 601 00:22:55,575 --> 00:22:57,675 And I need him to focus on making new, cool stuff 602 00:22:57,710 --> 00:22:58,909 so he can generate some revenue. 603 00:22:58,945 --> 00:23:00,211 Barry: I would agree with that. 604 00:23:00,246 --> 00:23:02,213 Lemonis: I want Ben to understand 605 00:23:02,248 --> 00:23:04,882 that everybody has a role in the company. 606 00:23:04,917 --> 00:23:06,751 And whether that's Barry fixing the books 607 00:23:06,786 --> 00:23:08,552 or Kristin working with the staff, 608 00:23:08,588 --> 00:23:10,988 that he has to rely on other people 609 00:23:11,023 --> 00:23:14,592 to help make the business as good as he wants it to be. 610 00:23:14,627 --> 00:23:16,527 He can't do it all himself. 611 00:23:16,562 --> 00:23:17,995 Ben: I just want it to be -- 612 00:23:18,030 --> 00:23:19,830 I don't want it to be, like, uncomfortable. 613 00:23:19,866 --> 00:23:22,233 Lemonis: For who? Ben: For anyone. 614 00:23:22,268 --> 00:23:24,368 Lemonis: Barry's not uncomfortable. 615 00:23:24,404 --> 00:23:26,170 Ben: Okay. Lemonis: You want to hug Barry? 616 00:23:26,205 --> 00:23:28,439 Barry: I've hugged him before. This is not the first time. 617 00:23:28,474 --> 00:23:30,808 Ben: Oh, Barry, you're a germ freak. 618 00:23:30,843 --> 00:23:32,676 Barry: That's not true. I hug people. 619 00:23:32,712 --> 00:23:34,578 I just don't kiss them. Lemonis: High five? 620 00:23:34,614 --> 00:23:36,447 Is that permitted, or -- Ben: Yeah. 621 00:23:36,482 --> 00:23:38,082 Lemonis: Okay. No, I'm not a germ freak. 622 00:23:38,117 --> 00:23:40,084 Lemonis: Good. 623 00:23:40,119 --> 00:23:43,921 ♪♪ 624 00:23:43,956 --> 00:23:45,790 I'm taking Ben to Agilex. 625 00:23:45,825 --> 00:23:48,959 It's one of the country's premiere fragrance developers. 626 00:23:48,995 --> 00:23:50,728 I want to accomplish two things. 627 00:23:50,763 --> 00:23:54,031 One, I want him to be able to launch his candle business, 628 00:23:54,066 --> 00:23:56,434 which is a replacement for an under performer, 629 00:23:56,469 --> 00:23:58,235 but more importantly, 630 00:23:58,271 --> 00:24:02,406 I wanted to see what his actual creative process was like. 631 00:24:02,442 --> 00:24:04,875 Ben: Hi, guys, I'm Ben. All: Hi, Ben! Welcome! 632 00:24:04,911 --> 00:24:06,143 Natalie: This is the team that put together 633 00:24:06,179 --> 00:24:07,545 our presentation today. 634 00:24:07,580 --> 00:24:08,913 Ben: Okay. Natalie: They did some work, 635 00:24:08,948 --> 00:24:11,081 and they looked at your brand online. 636 00:24:11,117 --> 00:24:12,950 Christie: Products are gorgeous. Ben: Thank you. 637 00:24:12,985 --> 00:24:15,453 Christie: So, the job of marketing is to inspire, 638 00:24:15,488 --> 00:24:17,955 and given that your company name is Ben's Garden, 639 00:24:17,990 --> 00:24:20,958 we immediately took it to the modern farmhouse, 640 00:24:20,993 --> 00:24:23,494 which is a really big trend among consumers right now. 641 00:24:23,529 --> 00:24:26,096 Ben: Right. 642 00:24:26,132 --> 00:24:27,898 Christie: But, like -- So, I'm imagining 643 00:24:27,934 --> 00:24:29,800 a collection of scents. 644 00:24:29,836 --> 00:24:33,737 There were four main categories of sentiment 645 00:24:33,773 --> 00:24:35,272 that people would connect with. 646 00:24:35,308 --> 00:24:38,943 So, like, family, love, friendship, and baby. 647 00:24:38,978 --> 00:24:42,346 So, I'm imagining four main categories 648 00:24:42,381 --> 00:24:44,315 that form a collection. 649 00:24:44,350 --> 00:24:46,283 Christie: Let's smell a little bit. 650 00:24:46,319 --> 00:24:47,618 Natalie: Yeah, let's smell. 651 00:24:47,653 --> 00:24:49,220 Nancy: Do you see a little bit of greenness 652 00:24:49,255 --> 00:24:50,521 in the top note? Ben: I do, I do. 653 00:24:50,556 --> 00:24:51,856 This one is too light 654 00:24:51,891 --> 00:24:53,324 and a little too green. 655 00:24:53,359 --> 00:24:54,425 Lemonis: Let's keep it rolling. 656 00:24:54,460 --> 00:24:56,160 Ben: This I don't really smell. 657 00:24:56,195 --> 00:24:59,830 Nancy: It's based upon vanilla, bourbon, and woodiness. 658 00:24:59,866 --> 00:25:01,832 Natalie: Do you like it? Ben: No. 659 00:25:01,868 --> 00:25:04,034 To me, it smells like heavy floral. 660 00:25:04,070 --> 00:25:05,603 This is a no. 661 00:25:05,638 --> 00:25:07,771 I can't identify the components. 662 00:25:07,807 --> 00:25:09,006 Nancy: Basil and sage. 663 00:25:09,041 --> 00:25:10,508 Ben: Oh, basil is popular. 664 00:25:10,543 --> 00:25:11,775 Nancy: Do you want to smell it again? 665 00:25:11,811 --> 00:25:14,512 Ben: No. 666 00:25:14,547 --> 00:25:17,615 Lemonis: I think Ben kind of lacks the communication filter 667 00:25:17,650 --> 00:25:19,350 that most of us have. 668 00:25:19,385 --> 00:25:21,619 And so he just tells you exactly what he thinks. 669 00:25:21,654 --> 00:25:24,488 And if you don't know him, you could get offended. 670 00:25:24,524 --> 00:25:26,190 But it's also part of his charm. 671 00:25:26,225 --> 00:25:28,959 Ben, I think you got to really try to collaborate 672 00:25:28,995 --> 00:25:31,362 better than this. Ben: Okay. 673 00:25:31,397 --> 00:25:34,131 ♪♪ 674 00:25:34,166 --> 00:25:35,399 So, this one's pleasant. 675 00:25:35,434 --> 00:25:37,735 It smells like lilac or something. 676 00:25:37,770 --> 00:25:39,236 Nancy: And you're absolutely right. 677 00:25:39,272 --> 00:25:40,704 And jasmine. Ben: Okay. 678 00:25:40,740 --> 00:25:42,239 Nancy: And there's some citrus on top. 679 00:25:42,275 --> 00:25:44,208 Lemonis: So that's a yes. Ben: This would be a yes. 680 00:25:44,243 --> 00:25:45,876 Lemonis: So we have one yes. 681 00:25:45,912 --> 00:25:49,079 Ben: This, I like the citrus. 682 00:25:49,115 --> 00:25:53,584 I think that it would be directly geared to, like -- 683 00:25:53,619 --> 00:25:55,519 "Love you to the moon and back" would be a quote 684 00:25:55,555 --> 00:25:57,221 we could use or something like that. 685 00:25:57,256 --> 00:25:59,189 All: Aww. Lemonis: There's no question 686 00:25:59,225 --> 00:26:02,059 that Ben has unbelievable ideas. 687 00:26:02,094 --> 00:26:05,229 He is one of the smartest people that I have ever worked with, 688 00:26:05,264 --> 00:26:07,231 and he has one of the worst filters 689 00:26:07,266 --> 00:26:09,099 I've ever experienced in my life. 690 00:26:09,135 --> 00:26:12,403 And so they'll go work on creating libraries 691 00:26:12,438 --> 00:26:14,004 of fragrances. Ben: Mm-hmm. 692 00:26:14,040 --> 00:26:15,906 Lemonis: You're gonna go to work on creating designs 693 00:26:15,942 --> 00:26:17,274 around those four. 694 00:26:17,310 --> 00:26:19,076 Kristin, this is a project. 695 00:26:19,111 --> 00:26:20,544 We have to project manage it. 696 00:26:20,580 --> 00:26:22,413 There's going to be dates and times and tasks, 697 00:26:22,448 --> 00:26:25,215 and we have to hit 'em, okay? 698 00:26:25,251 --> 00:26:27,284 Thank you so much. So much fun. 699 00:26:27,320 --> 00:26:28,586 Natalie: it was a pleasure to meet you, Ben. 700 00:26:28,621 --> 00:26:30,421 Thank you so much. Ben: Thank you. 701 00:26:30,456 --> 00:26:31,622 Thank you again. Natalie: Thanks, again. 702 00:26:31,657 --> 00:26:33,891 Kristin: Bye, guys. Thank you. 703 00:26:33,926 --> 00:26:37,094 ♪♪ 704 00:26:37,129 --> 00:26:38,963 Lemonis: Can we see all the 10 designs? Ben: Yes. 705 00:26:38,998 --> 00:26:41,265 Lemonis: Ben is hard at work designing new products. 706 00:26:41,300 --> 00:26:43,534 You go this done already? Ben: Yeah. 707 00:26:43,569 --> 00:26:45,703 Lemonis: As part of our textile initiative, 708 00:26:45,738 --> 00:26:48,706 Ben has created 10 new designs for wrapping paper. 709 00:26:48,741 --> 00:26:50,074 These are awesome. Ben: Thank you. 710 00:26:50,109 --> 00:26:51,475 Lemonis: When I look at this work, 711 00:26:51,510 --> 00:26:54,211 it motivates me to want to work harder. 712 00:26:54,246 --> 00:26:55,913 Ben: This is my favorite one. Lemonis: What's this one? 713 00:26:55,948 --> 00:26:57,247 The "hello." 714 00:26:57,283 --> 00:26:58,916 This is actually really nice-looking. 715 00:26:58,951 --> 00:27:00,718 Next, we're taking Ben's designs 716 00:27:00,753 --> 00:27:03,253 to a textile company called Flavor Paper. 717 00:27:03,289 --> 00:27:04,622 Jon: Pleasure to meet you. Lemonis: Nice to meet you. 718 00:27:04,657 --> 00:27:06,290 This is my friend, Ben. Jon: Hey, Ben. 719 00:27:06,325 --> 00:27:08,626 Lemonis: Where they can bring his creations to life 720 00:27:08,661 --> 00:27:10,628 in large format as wallpaper. 721 00:27:10,663 --> 00:27:12,796 I mean, that is spectacular. 722 00:27:12,832 --> 00:27:16,567 Jon: I can see doing "hello" in every language known to man. 723 00:27:16,602 --> 00:27:17,601 Lemonis: Awesome. 724 00:27:17,637 --> 00:27:19,136 Also, Ben is designing 725 00:27:19,171 --> 00:27:21,805 and choosing new packaging for his candle line. 726 00:27:21,841 --> 00:27:23,807 What's the newest one? 727 00:27:23,843 --> 00:27:25,342 Ben: This one. 728 00:27:25,378 --> 00:27:27,244 Lemonis: Absolutely beautiful. Ben: Thanks. 729 00:27:27,279 --> 00:27:32,583 ♪♪ 730 00:27:32,618 --> 00:27:34,785 Kristin: So, all of these are bad. 731 00:27:34,820 --> 00:27:37,221 Sizes that we're just not moving forward with. 732 00:27:37,256 --> 00:27:39,123 Lemonis: And then what we'll do is we'll just build piles 733 00:27:39,158 --> 00:27:41,158 with that, okay? 734 00:27:41,193 --> 00:27:42,826 Kristin continues to move forward 735 00:27:42,862 --> 00:27:44,528 on the process of cleansing the inventory, 736 00:27:44,563 --> 00:27:46,964 and I tasked her with separating out 737 00:27:46,999 --> 00:27:48,999 the top sellers from the low sellers. 738 00:27:49,035 --> 00:27:51,835 And then take those low sellers and liquidate them. 739 00:27:51,871 --> 00:27:54,538 Kristin: 6x10, 4x9. 740 00:27:54,573 --> 00:27:56,106 Lemonis: The items that we're liquidating 741 00:27:56,142 --> 00:27:58,809 aren't just the pillows, the magnets, and the art, 742 00:27:58,844 --> 00:28:01,979 but the slow movers inside of the good categories 743 00:28:02,014 --> 00:28:05,049 like the oddball sizes of the trays. 744 00:28:05,084 --> 00:28:06,850 Kristin: Those are gone. 745 00:28:07,887 --> 00:28:11,021 ♪♪ 746 00:28:11,057 --> 00:28:15,159 Ben: So we're getting rid of 8x10, 8x12, and 9x14? 747 00:28:15,194 --> 00:28:17,461 Kristin: Yeah. 748 00:28:17,496 --> 00:28:19,363 Ben: Completely? Kristin: Yes. 749 00:28:19,398 --> 00:28:21,699 Ben: That seems -- that seems like poor judgment. 750 00:28:21,734 --> 00:28:22,833 Lemonis: Don't say we have poor judgment. 751 00:28:22,868 --> 00:28:24,234 Don't judge us. 752 00:28:24,270 --> 00:28:26,637 Ben: I think cutting some of this stuff, 753 00:28:26,672 --> 00:28:28,138 we'll lose opportunity. 754 00:28:28,174 --> 00:28:29,673 Lemonis: That's not her argument. 755 00:28:29,709 --> 00:28:32,142 Ben: I know her argument. Lemonis: Her argument is, 756 00:28:32,178 --> 00:28:34,178 she doesn't want all this stuff in her inventory, 757 00:28:34,213 --> 00:28:36,380 and you don't want to say goodbye to the size option. 758 00:28:36,415 --> 00:28:39,783 Ben: No, I don't want to say goodbye to a sale. 759 00:28:41,454 --> 00:28:42,820 Lemonis: If your business is in trouble, 760 00:28:42,855 --> 00:28:45,222 and you need my help, log on to... 761 00:28:47,860 --> 00:28:49,960 ♪♪ 762 00:28:49,995 --> 00:28:52,062 Lemonis: She doesn't want all this stuff in her inventory, 763 00:28:52,098 --> 00:28:54,331 and you don't want to say goodbye to the size option. 764 00:28:54,366 --> 00:28:57,768 Ben: No, I don't want to say goodbye to a sale. 765 00:28:57,803 --> 00:29:00,070 I just want you guys to be aware 766 00:29:00,106 --> 00:29:02,439 of opportunities I know we will lose. 767 00:29:02,475 --> 00:29:03,874 Lemonis: I don't want to tie up cash. 768 00:29:03,909 --> 00:29:05,209 I want to put cash in things 769 00:29:05,244 --> 00:29:06,810 that are right in the strike zone. 770 00:29:06,846 --> 00:29:08,145 Ben: Okay. Lemonis: Look... 771 00:29:08,180 --> 00:29:10,013 I know that it's hard for Ben 772 00:29:10,049 --> 00:29:11,949 to put his faith in other people, 773 00:29:11,984 --> 00:29:15,285 but it's my job to push him along that path. 774 00:29:15,321 --> 00:29:16,820 If he doesn't rely on other people 775 00:29:16,856 --> 00:29:18,288 to help his business, 776 00:29:18,324 --> 00:29:20,491 I don't know that it could actually survive. 777 00:29:20,526 --> 00:29:22,459 Do you trust her judgment? 778 00:29:23,829 --> 00:29:25,462 Ben: Um... 779 00:29:25,498 --> 00:29:27,664 I trust her judgment. 780 00:29:27,700 --> 00:29:29,333 Lemonis: So, you're not going to worry about it? 781 00:29:29,368 --> 00:29:31,201 Ben: I'm not -- I'm not -- I mean, I'm not worried. 782 00:29:31,237 --> 00:29:34,705 I just -- I would like to help. Whene-- Kristin knows this. 783 00:29:34,740 --> 00:29:36,473 I worry about not being able to help. 784 00:29:36,509 --> 00:29:37,941 Lemonis: And we're grateful for that, 785 00:29:37,977 --> 00:29:40,444 but we need you to focus on making this money. 786 00:29:40,479 --> 00:29:41,578 Ben: Okay. 787 00:29:43,649 --> 00:29:47,551 ♪♪ 788 00:29:47,586 --> 00:29:49,253 Kristin: This is the scan bob, 789 00:29:49,288 --> 00:29:51,622 and this will show you exactly how to link it up. 790 00:29:51,657 --> 00:29:54,625 Lemonis: In order to give Ben more time to focus on design, 791 00:29:54,660 --> 00:29:56,493 I've asked Kristin to train Fernando 792 00:29:56,529 --> 00:29:58,162 on being the store manager. 793 00:29:58,197 --> 00:30:00,197 Kristin: So go ahead and click that, 794 00:30:00,232 --> 00:30:03,033 and that kind of, like, links the iPad to the scanner. 795 00:30:03,068 --> 00:30:04,301 Lemonis: Meanwhile, Ben is working 796 00:30:04,336 --> 00:30:08,205 on his three new product lines. 797 00:30:08,240 --> 00:30:10,073 And Barry is working on streamlining 798 00:30:10,109 --> 00:30:13,177 the entire accounting process with the help of my team. 799 00:30:13,212 --> 00:30:15,312 Barry: You can go in, and you can actually look 800 00:30:15,347 --> 00:30:18,549 at the journal entries, but this can't stay where it is. 801 00:30:18,584 --> 00:30:20,818 Lemonis: While I was hoping that Ben would be happy 802 00:30:20,853 --> 00:30:23,554 about all the progress and maybe even ease up a little 803 00:30:23,589 --> 00:30:24,888 on Kristin... Kristin: The problem is, 804 00:30:24,924 --> 00:30:26,657 they're everywhere. Ben: So, umm -- 805 00:30:26,692 --> 00:30:28,358 Kristin: It's not really like -- Ben: They're not everywhere. 806 00:30:28,394 --> 00:30:30,327 They're under their respective work tables. 807 00:30:30,362 --> 00:30:32,062 Lemonis: ...apparently, that's not the case. 808 00:30:32,097 --> 00:30:35,199 ♪♪ 809 00:30:35,234 --> 00:30:36,934 What's happening? Kristin: Good to see you. 810 00:30:36,969 --> 00:30:39,069 How are you? Lemonis: Good to see you. 811 00:30:39,104 --> 00:30:41,605 Over the last week, I've gotten random texts 812 00:30:41,640 --> 00:30:44,508 from both Kristin and Ben separately expressing 813 00:30:44,543 --> 00:30:46,577 their frustration with each other. 814 00:30:46,612 --> 00:30:49,580 And rather than going back and forth like it's high school, 815 00:30:49,615 --> 00:30:51,748 I asked them both to sit down around the table 816 00:30:51,784 --> 00:30:55,853 and find out exactly what's going on. 817 00:30:55,888 --> 00:30:57,521 How's it been going between the two of you? 818 00:30:57,556 --> 00:31:00,524 Ben: Pretty bad. Lemonis: How come? 819 00:31:00,559 --> 00:31:03,927 Ben: We're having -- We're not communicating. 820 00:31:03,963 --> 00:31:08,198 And her disposition has changed in saying, 821 00:31:08,234 --> 00:31:10,033 I'm in charge of everything. 822 00:31:10,069 --> 00:31:11,635 Kristin: I've never said that. 823 00:31:11,670 --> 00:31:15,105 Ben: Just because Marcus gave you more responsibility, 824 00:31:15,140 --> 00:31:16,974 it doesn't give you the right to say this. 825 00:31:17,009 --> 00:31:18,942 Kristin: I really hate to break it to you, Ben, 826 00:31:18,978 --> 00:31:21,445 but I've never said that. Lemonis: Where's the strife 827 00:31:21,480 --> 00:31:23,280 between the two of you coming from? 828 00:31:23,315 --> 00:31:27,784 Ben: It really started with the pick up of the merchandise. 829 00:31:27,820 --> 00:31:29,453 Kristin: Inventory. 830 00:31:29,488 --> 00:31:31,889 Lemonis: The inventory that I had put on the floor, 831 00:31:31,924 --> 00:31:34,925 and a good chunk of it was sold, and the cash was brought in. 832 00:31:34,960 --> 00:31:36,426 Ben: Right, but -- 833 00:31:36,462 --> 00:31:38,328 Lemonis: So then what upset you about that? 834 00:31:38,364 --> 00:31:41,765 Ben: I don't understand how to steer a ship or how to lead 835 00:31:41,800 --> 00:31:43,934 when I don't know when things are happening. 836 00:31:43,969 --> 00:31:47,137 When Kristin had sent me a text message saying, 837 00:31:47,172 --> 00:31:48,805 "The stuff's on a pallet. 838 00:31:48,841 --> 00:31:50,374 The stuff's been palletized." 839 00:31:50,409 --> 00:31:52,309 And then I said, "Well, what's the plan? 840 00:31:52,344 --> 00:31:54,244 Is there a timeline?" Kristin: You didn't say that. 841 00:31:54,280 --> 00:31:55,879 Ben: Something like that. Kristin: You didn't say that. 842 00:31:55,915 --> 00:31:58,348 You didn't say that. You didn't say that. 843 00:31:58,384 --> 00:32:01,418 You did not say that. I'm sorry, no. 844 00:32:01,453 --> 00:32:03,921 You did not say that. 845 00:32:03,956 --> 00:32:05,856 As always, you're always fantastic 846 00:32:05,891 --> 00:32:08,025 about communicating. Ben: Right. 847 00:32:08,060 --> 00:32:10,627 Kristin: And I wrote back, if it's not working for you, 848 00:32:10,663 --> 00:32:12,629 I could work on it, and you wrote back, "Doubt it." 849 00:32:12,665 --> 00:32:14,431 Ben: Right, "Doubt it." Kristin: I mean, doubt it? 850 00:32:14,466 --> 00:32:16,333 Ben: And I never got a response. Kristin: That's when you said 851 00:32:16,368 --> 00:32:19,503 you're the "Real Housewives of New Jersey." 852 00:32:19,538 --> 00:32:21,371 This is just so ugly. 853 00:32:21,407 --> 00:32:23,273 Even coming here, you know, this morning. 854 00:32:23,309 --> 00:32:25,709 It's just, like... It's ugly. 855 00:32:25,744 --> 00:32:27,344 Lemonis: I really felt like I was making 856 00:32:27,379 --> 00:32:29,813 a lot of progress with Ben, but it's obvious to me 857 00:32:29,848 --> 00:32:33,684 that he still is reluctant to trust people. 858 00:32:33,719 --> 00:32:36,820 When it really comes down to it, I'm not confident 859 00:32:36,855 --> 00:32:39,823 that Ben's willing to give up control just yet. 860 00:32:39,858 --> 00:32:41,692 I think the question that you have to decide is, 861 00:32:41,727 --> 00:32:43,560 do you want to work with Kristin anymore? 862 00:32:43,595 --> 00:32:45,028 I mean, I think we should just get to that. 863 00:32:45,064 --> 00:32:48,231 Kristin: Just, yeah. 864 00:32:48,267 --> 00:32:49,967 Ben: Um... 865 00:32:50,002 --> 00:32:53,070 I don't know. I just-- Lemonis: Be honest. 866 00:32:53,105 --> 00:32:56,073 Ben: I think I just, um... 867 00:32:56,108 --> 00:32:57,607 Uh... 868 00:32:59,712 --> 00:33:01,011 Ben: This is, like, an example of what 869 00:33:01,046 --> 00:33:03,046 your reps on the road would use. 870 00:33:03,082 --> 00:33:04,681 Scott: Just looking at this product, 871 00:33:04,717 --> 00:33:06,416 we're not going to necessarily see 872 00:33:06,452 --> 00:33:09,052 what the brand is really all about. 873 00:33:09,088 --> 00:33:11,588 Ben: I guess this would -- Although -- Uhh... 874 00:33:11,623 --> 00:33:14,057 Lemonis: Ben, I want to just -- I want to just stop. 875 00:33:15,494 --> 00:33:18,962 Lemonis: I think the question that you have to decide is, 876 00:33:18,998 --> 00:33:20,864 do you want to work with Kristin anymore? 877 00:33:20,899 --> 00:33:22,199 I mean, I think we should just get to that. 878 00:33:22,234 --> 00:33:23,867 Kristin: Just, yeah. 879 00:33:23,902 --> 00:33:25,869 Ben: I don't know -- I just -- I, uh... 880 00:33:25,904 --> 00:33:27,471 Lemonis: Be honest. 881 00:33:27,506 --> 00:33:30,674 Ben: It's not that I don't want to work with her. 882 00:33:30,709 --> 00:33:33,343 It's just that, um... 883 00:33:33,379 --> 00:33:35,846 I guess I'm used to people not -- 884 00:33:35,881 --> 00:33:38,415 people disagreeing with me and then leaving. 885 00:33:38,450 --> 00:33:40,217 Lemonis: And so is that what you're anticipating us 886 00:33:40,252 --> 00:33:42,219 both doing? Ben: Yes. 887 00:33:42,254 --> 00:33:43,720 Lemonis: Is that what you want us to do? 888 00:33:43,756 --> 00:33:45,022 Ben: No. 889 00:33:47,793 --> 00:33:51,228 This is my home, this business. 890 00:33:51,263 --> 00:33:53,597 This is my life. 891 00:33:53,632 --> 00:33:57,567 And I can't -- sometimes I can't shake it 892 00:33:57,603 --> 00:34:00,237 if I don't feel comfortable. Lemonis: I understand. 893 00:34:00,272 --> 00:34:02,072 The only way this company can move forward is 894 00:34:02,107 --> 00:34:07,244 if there are people around you that you truly trust. 895 00:34:07,279 --> 00:34:11,715 And will take some criticism from 896 00:34:11,750 --> 00:34:14,684 and not be upset about it. 897 00:34:14,720 --> 00:34:16,920 ♪♪ 898 00:34:16,955 --> 00:34:18,922 Where do we go from here? 899 00:34:18,957 --> 00:34:21,058 Ben: Kristin and I have always been most effective 900 00:34:21,093 --> 00:34:22,759 when we work hand-in-hand. 901 00:34:22,795 --> 00:34:26,129 Kristin: Let's give it a whirl. What do we have to lose? 902 00:34:26,165 --> 00:34:29,800 If anything, like, I kind of see this as like the bottom. 903 00:34:29,835 --> 00:34:32,469 So we could only kind of climb back up. 904 00:34:32,504 --> 00:34:34,137 Lemonis: Kristin, we trust you 905 00:34:34,173 --> 00:34:35,739 to make good decisions for our business, 906 00:34:35,774 --> 00:34:37,374 and we need you to actually make them. 907 00:34:37,409 --> 00:34:38,909 Kristin: Okay. Lemonis: But you got to let her 908 00:34:38,944 --> 00:34:40,877 help you. Ben: I understand. 909 00:34:40,913 --> 00:34:43,547 Lemonis: Do you feel better? 910 00:34:43,582 --> 00:34:45,282 Ben: Yeah, I do. 911 00:34:45,317 --> 00:34:46,917 Kristin: Thanks. 912 00:34:46,952 --> 00:34:49,052 Lemonis: After Ben vented his frustrations 913 00:34:49,088 --> 00:34:50,854 and his anxiety about Kristin, 914 00:34:50,889 --> 00:34:53,390 he committed to trying to do better. 915 00:34:53,425 --> 00:34:54,891 Okay, buddy. Smile. 916 00:34:54,927 --> 00:34:56,493 Ben: Thank you. Kristin: Thanks, Marcus. 917 00:34:56,528 --> 00:34:58,728 Lemonis: And he's open-minded to the idea 918 00:34:58,764 --> 00:35:01,465 that other people can help him in his business. 919 00:35:01,500 --> 00:35:02,933 That's progress. 920 00:35:02,968 --> 00:35:04,634 Ben: Thank you. Lemonis: Take care, buddy. 921 00:35:06,705 --> 00:35:13,477 ♪♪ 922 00:35:13,512 --> 00:35:15,645 Back at the warehouse, Kristin has been doing 923 00:35:15,681 --> 00:35:17,981 an amazing job managing the inventory. 924 00:35:18,016 --> 00:35:21,418 Kristin: So I did $20,000 the first two days, 925 00:35:21,453 --> 00:35:23,687 and then yesterday, I probably sold another $10,000, 926 00:35:23,722 --> 00:35:25,288 so it's probably like 40 grand all-in. 927 00:35:25,324 --> 00:35:27,090 Lemonis: Have you been able to order raw materials 928 00:35:27,126 --> 00:35:29,025 that solve our cold products? Kristin: yes. 929 00:35:29,061 --> 00:35:29,993 Lemonis: Great. 930 00:35:30,028 --> 00:35:31,361 And Ben is staying focused 931 00:35:31,396 --> 00:35:32,963 on the development of the new products. 932 00:35:32,998 --> 00:35:35,165 Natalie: This is all the individual ingredients. 933 00:35:35,200 --> 00:35:37,200 Ben: Wow. Lemonis: So he's back at Agilex, 934 00:35:37,236 --> 00:35:39,603 finalizing the scent and candle line. 935 00:35:39,638 --> 00:35:41,738 Natalie: Okay, I'm going to make this one 6%, okay? 936 00:35:41,773 --> 00:35:43,440 Ben: Yeah, I love it. 937 00:35:43,475 --> 00:35:45,142 Lemonis: And completing the designs 938 00:35:45,177 --> 00:35:47,144 for the wallpaper and wrapping paper. 939 00:35:47,179 --> 00:35:48,445 Ben: So this would be, 940 00:35:48,480 --> 00:35:50,013 "Make a wish. It's your birthday." 941 00:35:50,048 --> 00:35:53,283 Lemonis: These are excellent. Ben: Yeah, thanks. 942 00:35:53,318 --> 00:35:58,889 ♪♪ 943 00:35:58,924 --> 00:36:00,857 Lemonis: Although it's going to take a while 944 00:36:00,893 --> 00:36:02,993 for the newly created products to go into production, 945 00:36:03,028 --> 00:36:05,028 I wanted to start to generate some revenue, 946 00:36:05,063 --> 00:36:06,563 so I've set up a huge opportunity 947 00:36:06,598 --> 00:36:08,198 with the Harper Group. 948 00:36:08,233 --> 00:36:10,734 The Harper Group is one of the foremost rep groups 949 00:36:10,769 --> 00:36:12,302 in the marketplace. 950 00:36:12,337 --> 00:36:14,838 Are you ready to go in? Ben: I'm very excited. 951 00:36:14,873 --> 00:36:16,806 Lemonis: A rep group essentially acts 952 00:36:16,842 --> 00:36:19,543 as a sales agent that will wholesale the products 953 00:36:19,578 --> 00:36:22,546 to other retailers around the country. 954 00:36:22,581 --> 00:36:24,214 We need the rep group. 955 00:36:24,249 --> 00:36:25,582 Scott: So we kind of work in 956 00:36:25,617 --> 00:36:27,584 four primary product categories. Ben: Okay. 957 00:36:27,619 --> 00:36:29,052 Scott: We work in personal care, home fragrance. 958 00:36:29,087 --> 00:36:31,254 We work in personal accessories in gift. 959 00:36:31,290 --> 00:36:32,889 We work in a little home and tabletop, 960 00:36:32,925 --> 00:36:34,257 and then we have our paper 961 00:36:34,293 --> 00:36:36,059 and publishing business, as well. 962 00:36:36,094 --> 00:36:37,861 Ben: Very good. 963 00:36:37,896 --> 00:36:39,930 Kristin: We were interested in having you rep our brand. 964 00:36:39,965 --> 00:36:41,698 Scott: Oh, that would be great. 965 00:36:41,733 --> 00:36:43,333 Kristin: So we do a little bit of tabletop, home decor -- 966 00:36:43,368 --> 00:36:46,903 Ben: So we're here -- I make home -- 967 00:36:46,939 --> 00:36:50,540 We make home and gifts gifts and stationery. 968 00:36:50,576 --> 00:36:53,577 And we were interested in -- 969 00:36:53,612 --> 00:36:56,846 Do we have like a table? Scott: Absolutely. 970 00:36:56,882 --> 00:37:00,717 Ben: So these are examples of key products of, like, 971 00:37:00,752 --> 00:37:03,119 what your reps on the road would use. 972 00:37:03,155 --> 00:37:07,757 ♪♪ 973 00:37:07,793 --> 00:37:09,426 Scott: Just looking at this product here, 974 00:37:09,461 --> 00:37:11,428 we're not going to necessarily see 975 00:37:11,463 --> 00:37:14,431 what the brand is really all about. 976 00:37:14,466 --> 00:37:17,934 I mean, really, Ben, what we find is that 977 00:37:17,970 --> 00:37:20,270 if the retailer is new to the brand, 978 00:37:20,305 --> 00:37:22,939 they're gonna wanna see and feel the product. 979 00:37:22,975 --> 00:37:25,008 Especially some of the bestsellers 980 00:37:25,043 --> 00:37:27,410 in each of the categories in order to show that. 981 00:37:27,446 --> 00:37:29,079 Ben: Okay. Scott: If our team 982 00:37:29,114 --> 00:37:31,615 doesn't have the right tools 983 00:37:31,650 --> 00:37:33,617 when they're in the stores, sometimes that can be 984 00:37:33,652 --> 00:37:36,620 an impediment to trying to get sales. 985 00:37:36,655 --> 00:37:38,455 Lemonis: I'm frustrated with the fact that Ben didn't 986 00:37:38,490 --> 00:37:41,091 even bring any of the new stuff that he's been working on. 987 00:37:41,126 --> 00:37:43,627 He could have at least brought a few samples, 988 00:37:43,662 --> 00:37:45,962 even if they weren't perfectly ready. 989 00:37:45,998 --> 00:37:48,765 Now I know why his sales people have struggled. 990 00:37:48,800 --> 00:37:51,968 An artist is terrible at picking the frame for the art, 991 00:37:52,004 --> 00:37:53,303 and it's the same for Ben 992 00:37:53,338 --> 00:37:55,305 where he doesn't actually understand 993 00:37:55,340 --> 00:37:56,840 the kind of packaging 994 00:37:56,875 --> 00:37:58,475 that needs to go around his art 995 00:37:58,510 --> 00:38:02,012 for the salesperson to actually deliver it. 996 00:38:02,047 --> 00:38:05,649 Ben: I guess this would -- Although terribly -- 997 00:38:05,684 --> 00:38:09,753 Uh...uh... not a terrible introduction. 998 00:38:09,788 --> 00:38:13,023 Lemonis: Ben, I'm embarrassed. 999 00:38:13,058 --> 00:38:15,158 I want to just -- I want to just stop. 1000 00:38:18,363 --> 00:38:21,264 For exclusive, extras, and business advice, 1001 00:38:21,300 --> 00:38:22,565 visit... 1002 00:38:25,671 --> 00:38:30,407 Lemonis: Ben, I'm embarrassed, so I want to just -- 1003 00:38:30,442 --> 00:38:33,343 I want to just stop. 1004 00:38:33,378 --> 00:38:35,312 Ben: Okay. 1005 00:38:35,347 --> 00:38:40,717 Lemonis: This is a terrible representation of the business. 1006 00:38:40,752 --> 00:38:42,652 Ben: Oh. Lemonis: I'm not comfortable 1007 00:38:42,688 --> 00:38:45,388 asking him to take on this product. 1008 00:38:45,424 --> 00:38:47,857 Ben: We did this based upon past experience, 1009 00:38:47,893 --> 00:38:49,426 but from both of your reactions, 1010 00:38:49,461 --> 00:38:51,361 this wasn't what you were expecting, 1011 00:38:51,396 --> 00:38:54,030 and you expected more of me. 1012 00:38:54,066 --> 00:38:56,399 So I'm embarrassed. 1013 00:38:56,435 --> 00:38:57,867 Lemonis: Let's turn it into a positive. 1014 00:38:57,903 --> 00:38:59,536 Ben: Right. 1015 00:38:59,571 --> 00:39:02,272 Lemonis: When I went into the store in Soho, blown away. 1016 00:39:02,307 --> 00:39:03,773 I apologize, and I'm being sincere. 1017 00:39:03,809 --> 00:39:06,242 I don't know what your schedule is tonight. 1018 00:39:06,278 --> 00:39:09,612 Is there any possible way that you could swing by the store 1019 00:39:09,648 --> 00:39:12,382 so we can get, like, a restart? 1020 00:39:12,417 --> 00:39:13,850 Scott: Yeah, we can do that. 1021 00:39:13,885 --> 00:39:15,952 Lemonis: Look, this was a total mess, 1022 00:39:15,987 --> 00:39:17,921 and I knew that if I could get Scott 1023 00:39:17,956 --> 00:39:21,224 to come to Ben's store, he would see what I saw. 1024 00:39:21,259 --> 00:39:25,261 If we could just pack up -- Ben: There's not very much. 1025 00:39:25,297 --> 00:39:27,797 Lemonis: I didn't say it, but thank you for -- 1026 00:39:27,833 --> 00:39:30,867 genuinely sorry, but I want to put our best foot forward. 1027 00:39:30,902 --> 00:39:32,202 Scott: No, that's fine. 1028 00:39:34,139 --> 00:39:37,974 ♪♪ 1029 00:39:38,009 --> 00:39:39,242 Ben: Hello! 1030 00:39:39,277 --> 00:39:40,443 Scott: How are you? Ben: Great. 1031 00:39:40,479 --> 00:39:43,546 Welcome to Ben's Garden, round two. 1032 00:39:43,582 --> 00:39:45,448 Scott: Wow. 1033 00:39:45,484 --> 00:39:47,784 This is really very impressive. 1034 00:39:47,819 --> 00:39:50,387 This is a completely different vibe and feel 1035 00:39:50,422 --> 00:39:52,889 from what we saw in the showroom, for sure. 1036 00:39:52,924 --> 00:39:54,257 Ben: I'm really embarrassed 1037 00:39:54,292 --> 00:39:58,094 and still kind of, like, unsettled. 1038 00:39:58,130 --> 00:40:00,430 I don't -- I generally try to get things right. 1039 00:40:00,465 --> 00:40:04,667 Scott: Uh-huh. So, I'm going to -- 1040 00:40:04,703 --> 00:40:07,337 Kristin might lead for a little bit 1041 00:40:07,372 --> 00:40:09,139 to walk through things. 1042 00:40:09,174 --> 00:40:11,341 Kristin: When you come right in through the door, 1043 00:40:11,376 --> 00:40:12,942 our number-one category 1044 00:40:12,978 --> 00:40:14,644 that we sell through is going to be decoupage. 1045 00:40:14,679 --> 00:40:16,513 Scott: I was just going to say, so you're keeping 1046 00:40:16,548 --> 00:40:18,848 your high-selling categories up front 1047 00:40:18,884 --> 00:40:21,084 so that's the first thing that the consumers see. 1048 00:40:21,119 --> 00:40:23,653 Scott: Oh, it's beautiful. Kristin: Then the next category 1049 00:40:23,688 --> 00:40:26,423 that we excel very well at would be tabletop. 1050 00:40:26,458 --> 00:40:28,324 So our coasters are fantastic. 1051 00:40:28,360 --> 00:40:30,160 They come in these great giftable boxes, 1052 00:40:30,195 --> 00:40:31,795 which is very easy 1053 00:40:31,830 --> 00:40:33,596 for our wholesale customers to kind of gift wrap. 1054 00:40:33,632 --> 00:40:36,166 They come ribboned, and they're all set to go. 1055 00:40:36,201 --> 00:40:38,268 And then a really fantastic category 1056 00:40:38,303 --> 00:40:41,304 that does really well for us would be photo frames. 1057 00:40:41,339 --> 00:40:43,106 And they, too, will come in the really great 1058 00:40:43,141 --> 00:40:45,208 orange and yellow boxes. 1059 00:40:45,243 --> 00:40:48,778 Scott: That's very cool. This is really very impressive. 1060 00:40:48,814 --> 00:40:50,513 In the showroom, when I saw the samples 1061 00:40:50,549 --> 00:40:52,182 and the product that you had, 1062 00:40:52,217 --> 00:40:54,617 it in no way reflects what is here. 1063 00:40:54,653 --> 00:40:57,320 Now seeing this and immersing us 1064 00:40:57,355 --> 00:40:59,355 in the experience and in the product, 1065 00:40:59,391 --> 00:41:01,291 I think it's a great opportunity for us. 1066 00:41:01,326 --> 00:41:03,526 Lemonis: So, is this approved to do a deal? 1067 00:41:03,562 --> 00:41:05,628 Scott: It's approved. Thank you very much. 1068 00:41:05,664 --> 00:41:06,663 Ben: Thank you. Kristin: Love it. 1069 00:41:06,698 --> 00:41:08,031 Ben: We look forward to it. 1070 00:41:08,066 --> 00:41:10,066 Lemonis: Kristin really stepped up, 1071 00:41:10,101 --> 00:41:12,969 and Ben actually let her do the talking. 1072 00:41:13,004 --> 00:41:14,070 Finally. 1073 00:41:14,105 --> 00:41:15,505 Ben: Thank you for coming here. 1074 00:41:15,540 --> 00:41:16,973 Scott: Of course, yeah. 1075 00:41:17,008 --> 00:41:18,408 Ben: And I'm sorry for what -- I'm sorry for -- 1076 00:41:18,443 --> 00:41:20,176 Lemonis: No. We're moved on past that. 1077 00:41:20,212 --> 00:41:22,145 We're all good. Ben: I'm learning. 1078 00:41:22,180 --> 00:41:23,880 I got to stop sometimes. I just keep going. 1079 00:41:23,915 --> 00:41:25,014 Lemonis: Don't talk past the sale. 1080 00:41:25,050 --> 00:41:26,716 He said yes. 1081 00:41:26,751 --> 00:41:28,251 All right, thanks, Scott. Ben: All right, thank you. 1082 00:41:28,286 --> 00:41:29,319 Lemonis: See you, buddy. 1083 00:41:31,022 --> 00:41:34,524 ♪♪ 1084 00:41:34,559 --> 00:41:36,059 Kristin: Hi! Lemonis: Hi, how are you? 1085 00:41:36,094 --> 00:41:37,760 Kristin: Good to see you. Lemonis: Where's Ben at? 1086 00:41:37,796 --> 00:41:40,563 Kristin: He's on his way. Lemonis: He texted me, 1087 00:41:40,599 --> 00:41:42,565 and he said he couldn't get his bow tie on. 1088 00:41:42,601 --> 00:41:44,400 Now that Ben's landed the Harper Group, 1089 00:41:44,436 --> 00:41:45,668 and he's developed the new products... 1090 00:41:45,704 --> 00:41:47,337 Hey! 1091 00:41:47,372 --> 00:41:49,772 ...I wanted to invite local sales reps and customers 1092 00:41:49,808 --> 00:41:54,010 to Ben's Soho store for product unveiling and a celebration. 1093 00:41:54,045 --> 00:41:56,546 Is Ben's mother here? Ben: Mom? 1094 00:41:56,581 --> 00:41:59,516 Lemonis: Oh, hi, Ben's mother. 1095 00:41:59,551 --> 00:42:01,117 I'm Marcus, by the way. Mira: Nice to meet you. 1096 00:42:01,152 --> 00:42:02,752 Lemonis: Can I hug you? Oh, my God. 1097 00:42:02,787 --> 00:42:04,587 Your mom's a hugger. I love that. 1098 00:42:04,623 --> 00:42:08,758 Ben: Thank you very much for coming and celebrating 1099 00:42:08,793 --> 00:42:10,793 what we're trying to do here. 1100 00:42:10,829 --> 00:42:12,262 Woman: We're excited to see your talent. 1101 00:42:12,297 --> 00:42:14,764 Ben: So, well, I appreciate that. 1102 00:42:14,799 --> 00:42:16,533 So thank you very much. 1103 00:42:16,568 --> 00:42:20,370 I think the experience has enriched my life 1104 00:42:20,405 --> 00:42:23,940 and really brightened my future. 1105 00:42:23,975 --> 00:42:25,408 Lemonis: There's a lot of new products. 1106 00:42:25,443 --> 00:42:27,644 Ben: Yep, so these are all of our designs. 1107 00:42:27,679 --> 00:42:31,948 I designed the candles and wrapping paper and wallpaper. 1108 00:42:31,983 --> 00:42:34,117 All these things are things that I have wanted 1109 00:42:34,152 --> 00:42:35,752 to work on for a long time, 1110 00:42:35,787 --> 00:42:39,923 and Marcus has been able to create these opportunities 1111 00:42:39,958 --> 00:42:41,925 to manifest themselves. 1112 00:42:41,960 --> 00:42:43,459 Lemonis: You want to tell everybody to have a good time, 1113 00:42:43,495 --> 00:42:45,161 or what do you want to do? Ben: Please, enjoy. 1114 00:42:45,196 --> 00:42:47,564 Lemonis: Thank you for coming. Ben: Thank you. 1115 00:42:47,599 --> 00:42:48,831 Lemonis: the new products 1116 00:42:48,867 --> 00:42:50,400 and the deal with the Harper Group 1117 00:42:50,435 --> 00:42:53,069 should help us clear at least $2 million 1118 00:42:53,104 --> 00:42:55,405 in wholesale business during the next year -- 1119 00:42:55,440 --> 00:42:56,973 double what we currently do. 1120 00:42:57,008 --> 00:43:01,578 Ben: Virginia, hi, you are the sweetest thing. 1121 00:43:01,613 --> 00:43:02,946 Lemonis: And in my journey with Ben, 1122 00:43:02,981 --> 00:43:04,814 I've seen a ton of growth. 1123 00:43:04,849 --> 00:43:07,083 I do like the fact that he's more self-aware 1124 00:43:07,118 --> 00:43:09,819 of how his interaction with people can affect them, 1125 00:43:09,854 --> 00:43:13,656 and he's now trusting people to pitch in. 1126 00:43:13,692 --> 00:43:16,292 And it really allows Ben to focus on the things 1127 00:43:16,328 --> 00:43:20,330 that he's spectacular at -- designing and creating. 1128 00:43:20,365 --> 00:43:23,800 This guy may be the most creative person 1129 00:43:23,835 --> 00:43:26,269 that I have ever met. Ben: Thank you. 1130 00:43:26,304 --> 00:43:27,537 Lemonis: I'll see you soon, okay? 1131 00:43:27,572 --> 00:43:29,372 Ben: Thank you for coming. Really. 1132 00:43:29,407 --> 00:43:31,941 You're really very nice. Lemonis: I'll see you soon. 1133 00:43:31,977 --> 00:43:34,677 ♪♪