Of course, right, michael . Ramona especially Michael Lemonis were gonna go ahead and get started any time we want. Taylore wait, is this real . Like, were really starting . Ramona yes. Yes, youre starting, taylore. Taylore oh, okay. Lemonis over the years that ive been making the profit, ive visited countless businesses. Lets go make some money [ horn honking ] ive traveled the country to try and 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 4 ashtae products. Michael shake it lemonis over the next hour, im gonna take you behind the scenes to share with you what i was actually thinking during filming. How do you think the booth looks . Taylore better than it did last year. Lemonis oh [bleep] taylore we physically put together those shelves. Lemonis that was clear. It looked like a school project. Share some secrets. Who does payroll . Ramona i do. Lemonis who does the payables . Ramona i do. Lemonis who collects the receivables from the customers . Ramona i do. I was thinking, please help me. I cant do this much longer. Lemonis . And give you an honest assessment of my decisions. It looks like a wholesale line, not a consumer line. Who thought it was a good idea to have 29 skus . Ramona my husband. Lemonis and how many do you have today . Michael 17. Ladies and gentlemen, we thank you all for coming out for our launch party. Lemonis lets go have some fun. The event that you guys put on was the best launch event i have ever been to by 100 miles. Taylore aw lemonis my name is Marcus Lemonis, and this is an inside look at the profit. Who applied to the show . Ramona ashley. Taylore my sister, ashley. Ramona you know, ashley, she said, mom, im going to sign you all up for the profit so that marcus can teach yall what youre doing wrong because it doesnt make any sense for you to have a company for over 20 years, and youre still working the long hours that youre working. Lemonis im gonna be honest. Marcus doesnt really mind that much. Im just gonna be honest. Hello . Sorry. Woman hi. How are you . Lemonis hi. How are you . Ramona oh, jesus. Oh, my god. How are you doing . Lemonis im marcus. Ramona im ramona. Lemonis ramona, nice to meet you. Ramona yes. I almost had a heart attack. You were really here in the flesh. Lemonis i came to see you and taylore. Then i had to have michael there as well. Ramona yes. Lemonis so is this whole complex you guys . Taylore yeah. We rent out office space, salon space, barbershops. Lemonis do you own those businesses . Taylore no. No, no, no. Ramona we own the building. Lemonis you own the building. Ramona yes. But my husband, i think he is. Michael dont talk about me without me being around. Lemonis how are you, sir . Im marcus. Michael so nice to meet you. Im Michael Woods. Lemonis michael, do you dress like this every day . Ramona every day. Michael every day. Lemonis you look like a million bucks. Michael thank you. Lemonis so tell me about ashtae. Ramona we are a multicultural haircare company. We only sell directly to beauty salons. Lemonis okay, youre not in any retail. Ramona right. Michael we service salons doortodoor. Lemonis and you were literally knocking on doors. Michael what it does for an individual who is trying to grow a business, it helps them to understand how to overcome objections. Lemonis is rejection key to being successful in business, knowing how to handle it and actually having it happen to you . Michael absolutely. Rejection is like a slap in the face, be like, okay, you hit me there, but im coming back again. Lemonis and how did you deal with rejection every time you asked ramona out, and she said, no . Howd you deal with that . Michael i kept coming back. I wore her down, man. Thats what you do. You wear them down. Lemonis is there a place where all the products are displayed or i could see it . Michael yeah. We can go see the products. Lemonis so how many different skus are there . Ramona 29. Lemonis okay. Who thought it was a good idea to have 29 skus . Ramona my husband, probably. Yeah. Michael the more, the merrier. Lemonis and how many do you have today . Michael 17. Taylore we go through a 6month process of getting feedback, surveys before introducing it into market, so. Lemonis how was it before you put that process in place . Ramona if michael said we need a, we would just get a. Taylore there was no process. Lemonis let me just give you my opinion. Michael uhhuh. Lemonis it looks like a wholesale line, not a consumer line, right . You have to wow people with packaging. Salon owners and consumers have tons of choices, and one of the most important things in making that choice is the package itself. This package couldnt be any more unappealing. Can you give me a tour . Michael mmhmm. Lemonis oh, my goodness. What is all this . We know that diversification is an important tool that we like to tell people in business, but i think you guys set the alltime high for what appeared to be intended diversification but looked like mass confusion with your building. Michael were less diversified but more focused on our core competencies. Thats what id say we changed. Lemonis right . You were running a church in your building. Michael the Bail Bonds Company is still here. Just in case you got to go to church, and you get out of jail, we can get you out. Either side, we got you covered. Lemonis so that viewers understand, you and your wife own the building. Michael yes. Lemonis and ashtae is a tenant of that building, much like all the other businesses are. Michael right. Lemonis so what actually happens in this warehouse . Walk me through it. Michael everything comes in in barrels, and then well fill the product. All the products are made in chicago. Lemonis so you have a copacker. Michael correct. Lemonis why doesnt your copacker actually give you finished goods in a bottle in a case . Michael because theyre saying that our volumes arent large enough. Taylore right. They got bought out. Lemonis so you have not been able to find a copacker that can give you a finished good in a case ready to go. Taylore we havent looked. Michael we havent looked. Lemonis why . Michael because, see, we own our formulas, so its not that difficult to make the product. Lemonis is your vision to have a fullfledged factory here . Michael it is. Lemonis where are you producing the product . Ramona with the connection that you gave us. Lemonis nothing is in house, or some stuff is in house . Taylore no. Ramona no. Ramona nothing is in house. Taylore nothing is in house. Lemonis whose desk is this . Ramona this is my desk. Lemonis so is this where all the payables happen . Ramona yes. Lemonis walk me through whats actually happening here. Ramona this is what you call multitasking. Lemonis who does payroll . Ramona i do. Lemonis who does the payables . Ramona i do. Lemonis who collects the receivables from the customers . Ramona i do. Lemonis who sets up the trade shows . Ramona i do. Lemonis whos helping you . Ramona nobody. Lemonis okay. Michael honey, im sorry. Sorry. We got a few clients that got some bulbs out on the other side. Can you make sure that these right here get done . And these the receipts that need to be taken care of. Lemonis does this kind of stuff happen with him all the time . Ramona it happens every day. In that scene, i was thinking, please help me. I cant do this much longer. My husband is a wonderful man, but hes not gonna change. I dont know how i did it to just keep it separate, knowing that every time he piled things on me, it wasnt personal. I remember one time that it did get really bad for me mentally. I sat down, and i literally did mikes list on the left, ramonas list on the right. Michael it was a book. I think it took me maybe 3 weeks to finish reading her list. Lemonis one of the tips that we want to give people is to understand the importance of separating homelife and work life. Most Small Businesses in america are defined by a familytype atmosphere because you dont have the financial resources, and it requires people to have a very clear line between whats gonna happen at the diningroom table and whats gonna happen at the boardroom table and keeping them very separate, and you guys have done a nice job doing that. Okay. Lets keep going. What is all of this equipment . Michael thats all of the equipment that we have left over from the television station. Lemonis what television. I dont. Im sorry. Michael yeah. Lemonis help me out here. Taylore basically, we tried to create a television station, and everything went south. Lemonis how much money did you spend on that venture . Michael about 200,000, maybe 250,000. Taylore what . what . Ramona Michael. Close to 1 million payroll, equipment, traveling. Lemonis taylore, can you and i just chat for a minute . Taylore yep. Ramona it was very scary, the whole process. Lemonis it was scary . You know what was scary . Ramona yes, at first. Lemonis that storage room that you had, that was scary. Taylore i told my parents that that station wasnt a good idea. I said multiple times. Its tough when you have this vision, and you have all these ideas, but you cant implement them, or you get this war in order to implement them. Lemonis i can see why you were frustrated by it. Taylore oh, absolutely. So we were supposed to meet and talk about, what are gonna be the terms and conditions of my role here . And the main condition is, they have to make me coo. Lemonis chief operating officer. Taylore yes. I have to have control over certain areas. Lemonis what was their response when you gave them that condition . Taylore we havent met yet. Lemonis oh, you havent . Taylore no. Lemonis alright. Well talk in a little bit. Taylore okay. Lemonis why did you, that early on, know that you wanted to run the company . What is it that you knew qualified you to do it . Taylore i am uniquely gifted at making things more efficient, and i knew from the moment of joining the company fulltime, this is not making sense. This is not adding up. There are so many Different Things we can do, and i believed in myself in being able to change that. Lemonis all these different ideas that michael has had, do you believe this business has been held back by those ideas . Ramona sure, absolutely. We put every penny we ever saved into all these ideas, and we, you know, my husband, i love this man to death, but there were some moments that i would just cry. Lemonis im amazed at how well you carry that pressure on your shoulders because theres a lot of crazyass ideas around here. Ramona yeah. Lemonis hey, guys. You have a business that does a million and a half a year and makes 200,000, which is a very high rate of return on not a lot of revenue. How much of an investment, michael, do you think the Business Needs . Michael i would probably say about 500,000. Lemonis okay. What is your number . Ramona 300,000. Lemonis what do you want to do with the money . Michael when i look at the business, i look at opportunity. I look down the road and say, well, what can we do that can be cuttingedge . Lemonis i dont agree with how much cash the Business Needs, so my offer is 200,000 for 25 of the business. Michael i think the number is just way too low, but if you said to me, im gonna put 200,000 into the company, and thats gonna make it all better, well, what is better . Lemonis its actually making the company entirely debtfree. Michael but what value does that increase in our sales . That doesnt necessarily increase in our sales. Lemonis yeah, but, michael, im asking you to justify what youre gonna do with the 500,000, and youre taking me to, whats the 200,000 gonna do for my company . Michael okay. Lemonis the value in me isnt just supposed to be in my checkbook. Michael and were not asking for the checkbook. Lemonis you are asking for the checkbook because youre asking for more. Michael im saying. Lemonis if i am just a checkbook, im the wrong guy. Taylore these are a few things i need or i would like, let me say that. I would like to be chief operations officer. Ramona at that moment, i didnt think she was ready. Taylore ah ramona thats what i was thinking. Michael i felt the same way. Lemonis the value in me isnt ju there are times when our need to connect really matters. To keep customers and employees in the know. To keep business moving. Comcast business is prepared for times like these. Powered by the nations largest gigspeed network. To help give you the speed, reliability, and security you need. Tools to manage your business from any device, anywhere. And a team of experts here for you 24 7. Weve always believed in the power of working together. Thats why, when every connection counts. You can count on us. Hold on one second. Sure. Okay. 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So, if youve just bought a volkswagen or were thinking of buying sometime soon, were here to help with the Community Driven promise. To be in my checkbook. Michael and were not asking for the checkbook. Lemonis you are asking for the checkbook because youre asking for more. Michael im saying. Lemonis if i am just a checkbook, im the wrong guy. Ramona i wanted to just kick him because. Lemonis me too. Ramona . I just. I didnt care about the money. I just wanted the mind. I wanted the relationship. Michael yeah. For me, it was both, marcus. I mean. Im gonna be honest with you, man. We needed the money. Lemonis if you need more than 200,000, just tell me why because pay off your debt, and you put the rest of it in the bank. What else do you need the money for . Ramona the reason i would like to see three versus two is, ive been tight for so long. Lemonis mmhmm. You just need more cushion. Ramona i just dont want the tightness. Lemonis okay. If i give you this check for 300,000 for 25 , i want to have permission from you to find extra cash wherever i can. Michael okay. Lemonis great. I told you that i wanted to find extra cash. What were you thinking . Michael where is it gonna come from . Because i dont see that 100,000 youre talking about. Lemonis do we have a deal . Michael we have a deal. Lemonis we have a deal . Ramona yeah. Yes. You gave it to the right person. Lemonis i know i did. Let me ask you, michael. Both of us have a lot of pride, and at least initially, i felt like you were more concerned about how you looked and how you sounded and what people thought. Michael first of all, you have to put on the superman cape. Thats part of being a leader in your business. However, clark kent appears, and we dont, as clark kent, want to share that side of ourselves with anyone, and then when guys like you come along, and you shared with us, you know, hey, michael, you cant be strong all the time, it makes you feel like, wow, i could be the superman and the clark kent all in the same day, and its okay. Lemonis im excited michael hey. Lemonis youre about to get sold. So walk me through your strategy of, you know, making these individual sales calls all the time. Michael well, its not necessarily im making sales calls. Were serving people. Were serving people our gift. Lemonis were just in this neighborhood, really, and so i would think that a market like atlanta would be a huge target for you. Michael the next big event that we do is there. Its called the bronner brothers show. Thats the largest africanamerican trade show in the industry. Good morning. Good morning. How are you . Toya good morning. Michael how are you . Whats going on, ms. Lady . Good to see you. Whats up . Toya good to see you, too. Lemonis how are you . Toya im really good. Lemonis im marcus. Toya how you doing . Nice to meet you. Lemonis do you own the shop . Toya i do. Lemonis and do you also sell the product to your customers . Toya absolutely. We had somebody waiting just now. Lemonis where are the products that you would sell . Toya were sold out. We got a display. Lemonis thats normally where the display goes. Toya yes. Lemonis you literally have nothing. Toya we were really waiting on yall yesterday. Lemonis theres literally, literally nothing here. What michael should be doing every time he goes into a salon is understanding the sales history of his products in the previous week or month. He would then take that data and then give the salon a recommended stocking amount, so if they sold four bottles a week, and he only comes there every 2 weeks, they should have eight bottles on the shelf. Sellthrough will leading to stocking. Stocking will lead to the appropriate amount, and itll generate sales. Michael so now yall can sell. Now yall can make some money now. This wont happen again. Toya never. Michael im gonna make sure of that. Lemonis i love the enthusiasm. Lets put a little science with the love. Michael toya. Toya yes, sir . Michael let me see you for one second. One of the things that we do always talk about is that we always want you to make this look fresh, and what im gonna do is, im gonna get this upholstered. So i think you have a little screwdriver. Lemonis were taking a chair with us now . Michael yeah. Im gonna put it in the car. Toya a wrench. Michael have pliers . Toya pliers, we got pliers somewhere . Lemonis this seems to be a trend with michael where instead of focusing on product sales, he wants to repair their chair. People said to me, oh, you made michael pick up that chair. That was nonsense. It was just a day in the life with Michael Woods. Theres a deleted scene. We picked up a chair, and what else did we pick up . Michael i think i picked up two chairs . Lemonis what else . Michael bojangles thats what we had, some chicken. Lemonis so im gonna show you this deleted scene that nobodys ever seen before right now. I just have to tell you this, we are not driving past bojangles. Just go through the drivethrough. This is, like, maybe the highlight of my week here. Michael this was one of my first jobs, actually. Lemonis you worked at bojangles as your first job . Michael i worked at bojangles in college. Yep. Lemonis you were probably working there while i was 6 and driving on my bike, my big, fat ass on my bike, and i used to come over. My mom said, where were you . I said, at the park. She said, the park by bojangles . Michael and now you got a ice cream with that too, right . Lemonis bojangles. Michael thank you. Lemonis best day i ever had. Michael thank you. Marcus, guess what i got [ laughter ] hey. Im just gonna put this in the back. Ramona [ laughs ] honey, you are stretching your focus too much. Was that not our argument . Michael this is my last chair. This is my last. Ramona but, honey, you told me that. Michael okay, but this is my last. Ramona i cant believe you did this in front of marcus. Michael this is my last chair. Lemonis do you believe him . Ramona nope. Lemonis and everything is falling on you. Ramona yes. Where are your sales . Michael yeah, i didnt write a receipt for them. Lemonis you did spend more time fussing with this than you did talking about a way to get the inventory moving and get it on the shelf and never be out. Michael my friend marcus threw me under the bus. [ laughter ] lemonis im out of here. Youre on your own, buddy. Michael see . Thats what im telling you. Lemonis you are on your own. Taylore had expressed to me some concerns about her role in the company, and before we started digging in and rebranding and relaunching things, i wanted to get those issues behind us. Taylore mentioned to me that, as a family, you were contemplating getting together. Taylore has to determine if what is being offered to her from the company. Taylore oh, god. Lemonis . Is gonna satisfy her as well. Taylore can we not . Okay, so these are a few things i need or i would like, let me say that. You guys say you want me to take ownership. Well. I would like to be chief operations officer. Michael the role that youre asking for, theres a lot of responsibility that comes with that. Lemonis is it a yes or a no . Ramona youre pressing us to say yes or no, and at that moment, i didnt think she was ready. Taylore ah ramona thats what i was thinking. Michael i felt the same way. Michael you cant throw these away woman im not. I didnt put it on the to throw away. I put this on to give away. You cant sell it. Michael you can when youre in love with something, you dont want to let it go, and i think thats where i was at that particular time. Lemonis thats your answer . Michael thats my answer. Taylore i would like to be chief operations officer. This is kind of a first. For all of us. But maybe this is a time to put other things. First. Like being the first to check in. Or the first to try you hand at the culinary arts. Or all the arts. Be the first to volunteer. Or the first to say its all going to be okay. And when the day comes, when were no longer looking at our worlds from the inside out. It will be what we did in here that will make us stronger out there. Were committed to serving, our communities by doing what we do best. Serving you and making one great steak. Thats why we have curbside takeaway and delivery on outback. Com because at outback steakhouse, were here to serve you. It started with a few fifty dollars here. Eighty dollars. A hundred dollars. I had good health insurance. Why isnt this covered . Well, then they started getting bigger. Eighthundred dollars. Eighteen hundred dollars. I saved for this. But not that much. Im glad i had aflac. They gave me money when i needed it most. Thats why aflac is here, to help with the Expenses Health insurance doesnt cover. I love that aflac duck. Aflac get to know us at aflac. Com and sometimes, you can find yourself heading in a new direction. But when youre with fidelity, a partner who makes sure every step is clear, theres nothing to stop you from moving forward. A partner who makes sure every step is clear, michael the role that youre asking for, theres a lot of responsibility that comes with that. Lemonis is it a yes or a no . Taylore oh. Im concerned, and i think you guys work too hard to the point that its unhealthy, and, mom, the thing is, you know its unhealthy. Ramona once i get 100 from both of you, right, then my quality of living will change because ill be able to let go of so much. Lemonis ramona, thats really how you were feeling. Ramona oh, absolutely. Lemonis maybe the best thing for taylore is that she would be the director of seminars and trade shows. Michael im definitely comfortable with that. Lemonis okay. You say you want to have a big role. Your new challenge is for you to execute bronner and have a successful show. Taylore now hindsight is 20 20, and i think the role that you put me in was very, very much needed for me to get to where i am now. Lemonis michael, did you understand why that was important . Michael i think i do, marcus, and i think that was part of the being able to entrust her decisionmaking ability and to get her feet wet, to make mistakes but learn from those mistakes or have a huge success in the process. Lemonis today, michael and i are in new york meeting with rejuvenol, a top manufacturer for haircare products and cosmetics. Woman this is where we make the raw material. Im gonna show you the big tank. Michael oh, yeah, huge. Woman this is our cooling tank. They cool the jars of pomades. Lemonis so youre producing at rejuvenol . Ramona yes. Lemonis one tip that we want to give people, and i appreciate you guys sticking with the plan, is that a lot of companies believe that the best thing to do is to produce it inhouse. They feel like its gonna be more lucrative to them, but when you take a look at the space, the equipment, the Raw Materials, the Labor Associated with it, and you add all that into the Raw Materials of the packaging and the filling and the ingredients, its just not the right thing to do, and so the fact that you guys are using it, and do you feel like your margins got better when you went with the copacker . Michael it makes a tremendous difference when the product comes in already ready to sell. Thats time and money. Man this is an adventurous brand. Lemonis the key to marketing and growing your business is to have attractive packaging and attractive branding. We dont have that today. Man other words that come to mind . Taylore he thinks big. Ramona we push the stylists to think big. Man i think we have everything we need, and well show you some ideas. Michael thanks a million. Ramona thank you so much. Michael i think, marcus, you hit the nail on the head with this one because i was really stuck on that black and red for quite a while. Lemonis were getting ready to go, team, go. I see a lot of wasted space in this building. Theres two postits here. Yall are gonna share these. Im gonna participate. If you mark it green, it means its going to be sold to collect cash. If you mark it red, that means its going in the. Taylore trash. Lemonis . Trash. Michael, have you always been a pack rat . Michael we keep everything. Everything is good. Lemonis is that why every time i pulled back a curtain, there was something there for a surprise . Michael new discoveries. Woman oh, my god. Ramona jesus, dont go in here. Ooh taylore its a fumigator mask. Woman mr. Woods, what is this . Michael thats cash. Lemonis no, no, no. Dont ask him. Dont ask him. Dont ask. Ramona everything was cash to you. Michael i cant find much to put a red sticker on. That is a piece of furniture. Lemonis no, no, dont. Michael all the stuff you have red on, taylore, those items are still lifes that are good. Ramona you cant take all the red off, michael. Michael no, but, look, these are. You cant throw these away taylore im not. I didnt put it on the to throw away. I put this on to give away. You cant sell it. Michael you can Ramona Michael michael thats a good speaker system. Ramona honey taylore that speaker was not sellable at all. Michael here, honey. Taylore you cant take my red off lemonis help me understand, michael. Im sorry. I must have missed something. Michael i think at that particular point, marcus, thats where i go back to, when youre in love with something, you dont want to let it go, and i think thats where i was at that particular time. Lemonis thats your answer . Michael thats my answer. Taylore its a good thing that weve cleared all that out. Lemonis yeah. You did. Your mom did, and i did. Your dad did not help. Hey hows it going . When he greets you like its christmas, hes hiding something, or hes nervous about something. Ramona oh lemonis i dont like how dark it is. Look, i know youre capable of more, but the booth looks terrible. If youre looking to take your business to the next level, log on to. 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. Were committed to serving, our communities by doing what we do best. Serving you and making one great steak. Thats why we have curbside takeaway and delivery on outback. Com because at outback steakhouse, were here to serve you. Neutrogena® rapid wrinkle repair®. Weve got the retinol that gives you results in one week. Not just any retinol. Accelerated retinol sa. 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Lemonis we were able to raise around 23,000 by clearing out the entire building. Meanwhile, we have 3 weeks until the bronner brothers convention, so were headed to chicago to vsa to finalize the branding. Woman drumroll, please. Taylore ah oh, my god i love the logo. I love the allblack. Michael i guess the only thing that sticks out to me is the black bottles. Woman sure. Lemonis so look at the vessel in white. Taylore it is more playful. Lemonis in this case, were going to have to stratify the packaging options for our two groups of consumers. Were gonna use white for the salon owners, and were gonna use dark graphite for their customers. Taylore our logo michael professional. Ramona yep, and the retail, and its just so beautiful. Im just so grateful for this. Lemonis that was a much tougher process than anybody knows. Michael we finally had to let go of our black, white and red, power to the people. We birthed that, so it was hard giving up that baby that weve been looking at for 20 years. Taylore i think it was just you. You were not on board. Lemonis michael, we sat there for almost 2 hours. Michael yeah. It was tough for me. Lemonis the scene was 20 seconds. You killed us for 120 minutes. Now that weve all agreed on the design, we can move forward on production, getting ready for bronner brothers. Woman so this is the screen for the 4ounce. Michael okay. Cool. Woman this is the screen for the 8ounce. Lemonis look how cool that is. Michael thats a big step, yeah. Lemonis meanwhile, back in greensboro. Taylore hey, quick question. Can we talk about bronner brothers for a quick second . Lemonis . Taylore is hard at working designing the booth for the event. This is her first real test as the director of seminars and trade shows, and my expectations are very high. Michael yes, Michael Woods speaking. Lemonis hi, michael, marcus. Michael hey, marcus. Lemonis were a week away from bronner brothers, and ive gotten an email that is quite concerning, so i wanted to give michael a call and find out what the heck is going on. The email that im reading says that you specifically are making changes to the package that is slowing the process down. Michael but we have to have the back of the container correct. Lemonis but, michael, i cannot believe that this product is not ready yet. I cannot believe it. Its got to be ready by sunday ramona yeah, see, i didnt know you guys had this conversation. Michael guilty. Lemonis this is a good example of him not being focused on one task. This is a big deal. Its a big deal for you. Its a big deal for me. Youre confident that this stuff will be done for the event . Michael im very confident itll be done for the event. Lemonis okay, buddy. Im looking forward to seeing it. Im excited. Michael yeah. Lemonis see you there. Michael alright. Thanks. Lemonis ive just arrived at the bronner brothers convention and the energy and the excitement and the number of people. Ive been to hundreds of conventions in my business career. [ indistinct conversations ] but ive never seen anything like this. Michael hey hows it going . Lemonis okay, so let me tell you a Little Something that i know about michael after spending weeks with him when he greets you like its christmas, and hes laughing, and hes excited, thats a sign of hes hiding something, or hes nervous about something. Michael hows it going today . Lemonis how you doing . Michael you just getting in . Lemonis yeah. I just got in. So the old products are still out. Michael the old products are still out, yep, so. Lemonis so none of the new stuff came. Michael none of the new stuff came. Ramona you have always been in love with the black for retail and the white for professional. That has. Lemonis well, your husband did not, and he probably thought to himself, ill agree. Ill just make sure that rejuvenol doesnt print them. Taylore oh, my god. Michael i know. I know. I know. Lemonis if the product is going to be missing, then the rest of the booth better be on point. What the [bleep] honestly, we look average. The stage is too small. The banner across the back is crooked. Theres really no flow for people to get around. The energy of the booth does not come even close to being what anybody at the front of the show looked like. Taylore. Taylore hi. Lemonis hi. How do you think the booth looks . Taylore better than it did last year. Lemonis because if it looked better than it did last year, i dont even want to see pictures from last year. Taylore you dont. That was an upgrade. Lemonis i dont like how dark it is. Wheres all the personality . Taylore right. Lemonis wheres your personality . Its all so serious. If you look at the banner, it looks. Taylore yeah. Lemonis look, i know youre capable of more, but the booth looks terrible. I remember when we walked back there, i literally was stunned. Taylore i remember for that show, shay and i literally drove down to atlanta. You guys dont remember that . We physically put together those shelves ourselves. Lemonis and by the way, taylore, i love you, but that was clear that yall did it. It looked like a school project. [ laughter ] michael here we go here we go here we go everybody said, you got marcus to dance . I said, i really wouldnt call it dancing, but, you know, there was some similarities there. Lemonis for exclusives, extras and business advice, visit. That Liberty Mutual customizes your insurance, i just love hitting the open road and telling people lemonis look, i know youre capable of more, so you only pay for what you need [squawks] only pay for what you need. Liberty. Liberty. Liberty. Liberty. Were committed to serving, our communities by doing what we do best. Serving you and making one great steak. 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Com covid19. [ piano playing ] thats why working together ist more important than ever. At t is committed to keeping you connected. So you can keep your patients cared for. Your customers served. Your students inspired. And your employees closer than ever. Our network is resilient. Our people are strong. Our job is to keep your business connected. Its what weve always done. Its what well always do. Im going to start the bidding at 5. Thank you, sir. Looking for 6. 6 over there do i hear 7 . 7 in the front 7 going once. Going twice. Sold to the onion lover in the front row next up is lot number 17, a spinach and artichoke dip, beautifully set in a hollowedout loaf of sourdough bread. Dont get mad get e trade and get more than just trading investing. Banking. Guidance. Were committed to serving, morour communitiesding by doing what we do best. Serving you and making one great steak. Thats why we have curbside takeaway and delivery on outback. Com because at outback steakhouse, were here to serve you. 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. But the booth looks terrible. In my mind, i genuinely wasnt upset with taylore. I felt like you guys went back to your old tricks and took taylores authority away from her. Im not saying thats what happened, but thats what went through my head. Michael no, no, not at all, not at all. Lemonis taylore . Taylore no, no. I think it was a blend of, one, the time span, you know, just, that we had, two, yeah, going back to the old ways. Lemonis the key for this task for me was seeing if she could actually solve these problems on her own. The most important thing is what shes going to do with that criticism and how shes gonna turn that into a positive, but aside from all my issues with the booth, were here to sell. Michael 36, you can get six others then. You wanted to take the shampoo . You want the four colors for 60 . You got your moisture plus. You get your scalp solution. That makes a gallon. You get your curl wax, 25. Woman thank you. Michael that was sold. Thank you, dear. Thank you. Thank you. Lemonis its impressive for me to watch michael do his thing. Michael let me see. Can you hold that . Can you hold that . Can you hold it, and it still doesnt mess up . Lemonis we need to get him on the Home Shopping network. Ramona exactly. Woman so we went in with our moisture plus leavein conditioner. Michael shake it lemonis the guys perpetual motion and his energy level and his enthusiasm for what hes doing is infectious. Michael give me some walkingout music. Give me some walkingout music, ladies and gentlemen. Lemonis i knew that when i made this investment, i was investing in him and his ability to pitch product. Michael here we go here we go here we go lemonis and i had not really seen him in action like this, but i would say the guy is awesome at it. Michael i laugh at that every single time, and everybody said, you got marcus to dance . I say, i really wouldnt call it dancing, but, you know, there was some similarities there. Lemonis lets see some moves from you. Michael what . You dont want my. You dont want my moves. You dont want. You dont want my moves, marcus . Lemonis because im not sure we look very different right there. I think thats how i was dancing. Taylore marcus, weve got a viral video that proves otherwise. People say he was getting it in that video ramona viral video got almost 2 million views michael 2 million views, Marcus Lemonis of what . Taylore of him dancing lemonis i want to go to another scene here. I want you to be thinking about a Product Launch where we can actually invite stylists from around the community, and we literally do a red carpet Product Launch. Im gonna put you in charge of it. Taylore okay. Lemonis youre gonna have a 10,000 budget. Lets see how to create a grassroots effort to get the product out there. Michael okay. Lemonis okay . The team has one week to prepare for the Product Launch party that will take place in charlotte, north carolina, and with the newly completed offices, everyone should be able to focus, finally. We spent over 25,000. Taylore oh i did a good job on that space lemonis what did we actually spend . Because i think that total was more than 25,000. Taylore the budget was 30,000, and i was right on budget. Lemonis it does look nice, too. Taylore oh, yeah. Lemonis is that where yall are sitting right now . Ramona yes. Michael yep lemonis i just want to make sure that everything for tonight is set. Tonight is the big Product Launch, and i couldnt be more excited, but theres clearly a lot that still has to get done. So are there salon owners coming . Taylore yes. Michael there are salon owners. Lemonis and professionals . People in the industry . Michael yep. Ramona yes. Lemonis wheres the product . Michael already there. Lemonis okay. Lets get back to work. Michael alright. Taylore okay. Lets load up. Woman hey, michael. Michael hey. Whats up, girl . Woman ive got an issue going on in the salon. I need you to help me. Michael right now . Woman yes. Michael ive been loading up for the event for tonight. Woman no, i need you to come to the salon. Lemonis i walk outside, and i see michael talking to the salon owner about a problem, and i think to myself, okay, ive seen this movie before, and i can tell that he wants to go and help. Michael we have a client. One of my tenants has some dryer issues. Lemonis in this brief moment, im thinking to myself, if he tries to solve this problem, him and i are gonna have our own problem. Yeah were gonna have our own problem but you know i asked her to do that, right . Michael i didnt know that. Ramona i didnt know that. Lemonis yeah, because the only way youre gonna see if people change their stripes is to put them out there and see what happens, and so i went and talked to her, and i said, listen, ive lost a little bit of confidence in michaels ability to stay focused, and she said, what do you need me to do . And i told her, and she said, oh, i dont want to do that, and when she did it, you were actually thinking, like, oh, maybe i should help her. You felt bad for her. Michael right. Lemonis youve really impressed me because the event looks amazing, and i really feel like youve come a long way. Taylore thank you. I appreciate that. Lemonis i think taylore provides the kind of leadership and insight to do probably more than the three of us could have ever done with this business. Michael one of my tenants has some dryer issues. [anthony] hey mama, whats up . [mama] im confused. Confused about what, everything ok . Yeah, i only see one price on my phone bill. That doesnt sound confusing mama. Youre on tmobile, taxes and fees are included. Oh come on, theres always extra fees not on tmobile mama. Why cant all my bills be like this . I dont know mama. Bye mama, love you. Anthony . Umph at tmobile, taxes and fees are included. And right now, when you switch your family, get 4 lines of unlimited for just 35 a line. It started with a few fifty dollars here. Eighty dollars. A hundred dollars. I had good health insurance. Why isnt this covered . Well, then they started getting bigger. Eighthundred dollars. Eighteen hundred dollars. I saved for this. But not that much. Im glad i had aflac. They gave me money when i needed it most. Thats why aflac is here, to help with the Expenses Health insurance doesnt cover. I love that aflac duck. Aflac get to know us at aflac. Com this is kind of a first. For all of us. But maybe this is a time to put other things. First. Like being the first to check in. Or the first to try you hand at the culinary arts. Or all the arts. Be the first to volunteer. Or the first to say its all going to be okay. And when the day comes, when were no longer looking at our worlds from the inside out. It will be what we did in here that will make us stronger out there. The xfinity my account app puts you in control with Digital Tools to give you the help you need when you need it. Get fast and easy answers with personalized help 24 hours a day, 7 days a week. Change your wifi password to a phrase thats easy to remember. Even troubleshoot your services on your own. Were working to make things a little easier for everyone. Download the xfinity my account app today. Woman mmhmm, and i need michael to come fix my dryer. Lemonis im worried to see how michael is gonna handle this. Michael give me 2 minutes. Lemonis if he actually bites, i may lose confidence in him. Woman you cant come look at it . Michael let me send dennis over there. I got to finish up here, but dennis would definitely take care of you. Woman alright. Michael alright. Lemonis the fact that he was able to solve the problem and delegate it seems like a small thing to most people, but it was a really big thing for michael. Ramona that was huge for him. That was huge. Michael i cant deal with the smaller things. I cant deal with the things that really are timeconsuming but not profitable for the company. Lemonis id like to know where Michael Woods went. Michael [ laughs ] lemonis you only said that because i was standing there, for sure. Michael i changed. Lemonis tonight is a big night for ashtae because its a chance for them not only to launch their new brand and their new look but talk to salon owners from throughout the east coast. Now, i just want to tell you that in all the years that ive been doing this, the event that you guys put on in charlotte was the best launch event i have ever been to. Taylore aw lemonis . By 100 miles. [ indistinct conversations, music playing ] ramona that was a great night. Taylore it was. Lemonis it was so fun. Taylore . Such a great event. Ramona that was a great night. Lemonis how are you . Michael hey, looking sweet. You looking sweet. Lemonis how are you . Woman you like it . Lemonis i love it. Woman good. Lemonis wheres the product . I was like, that product better be here. Michael lets go. Lemonis lets see. Im excited. Michael alright. Alright. Lemonis honestly, it looks. Ramona amazing. Lemonis . Amazing. It looks amazing. Lets go have some fun. Michael thats it. Ladies and gentlemen, we thank you all for coming out for our launch party, and were about to set it off here in charlotte, north carolina. Lemonis oh, my gosh. Look at that hair. These are the types of styles that you can create using ashtae products. Wow. Quality styles, quality products, well, we know what that means quality earnings. You really impressed me because the event looks amazing. It just feels really classy, and i really feel like youve come a long way. Taylore thank you i appreciate that. Lemonis one of the benefits of taylore having some success is that shell gain confidence in herself, and ramona will gain confidence in assigning more things to her that make her even more valuable to the business. Ramona, this organization, you are the heartbeat of it. Ramona, i mean, i said it to you then, and i say it again today. You really are the leader, and i learned a lot about unconditional love in a relationship because youre married to the nutjob next to you, and i also learned about unconditional work ethic, and you always put the business in front of your own self. I want to compliment you. I tell you that im very proud of how you got focused. Ill see you guys soon. Whats happened to the revenue over the last 3 1 2 years . Taylore within the past 3, 3 1 2 years, weve definitely seen about, i would say, about 20 increase in sales each year steadily. Lemonis great. Ramona, walk us through what the organizational structure is today. Ramona taylore has taken the role of c. E. O. , and i am now her best employee michael he honestly stepped down. Hes doing real estate fulltime, and it is much easier. We can definitely agree to that. Lemonis when i met you on day one, ramona was buried in paperwork. You were out fixing plumbing, and as you fastforward to the end, you almost rebirthed the entire Company Start to finish. Michael mmhmm. Ramona we did. Michael it forced us to make a change that we needed to make. Lemonis i hope youre as proud as i am that taylore has taken the business to another level. You know, we all know that secondgeneration businesses struggle sometimes to succeed. I think taylore provides leadership and insight to do probably more than the three of us could have ever done with this business, and so that, to me, is what makes your family so special and your products so special. Ramona mike is definitely people. I am product, and taylore is absolutely process. Lemonis taylore, how old are you now . Taylore 27. Lemonis 27, and youre the c. E. O. Of a multimilliondollar company. Ramona shes single lemonis are you accepting applications, taylore . Taylore why dont we come up with the hashtag tayfindsbae . Lemonis i love you guys very much. Michael hey, marcus. Lemonis yes, sir . Michael you want me to warm that chicken up . [ laughs ]. Im craig melvin. And im Natalie Morales. And this is dateline. Was beautiful. Her eyes were just remarkable. I was going to be there for her, and she was there for me. I didnt matter what it was. I thought that maybe she had been kidnapped. No one knew what was happening. Theres nothing that i could have done or anyone couldve done. [music playing] Natalie Morales skylar, rachel, sheila, total bffs. [laughing] they hung out all the time. I always thought of them as a team. The three of them became inseparable. Natalie morales then one ended up missing. Nobodys heard from her. Nobody knows where she is. Dave neese somethings wrong. Somethings bad wrong. Natalie morales where was skylar