lemonis: i felt like my business had a baby. and in all fairness, it wasn't that expensive for how much furniture i got. steve: right. lemonis: i still would have wanted a better deal. [ laughter ] ♪ lemonis: come on. amber: you know what? lemonis: what? amber: i'm actually 100% in charge. lemonis: no. you can't even deliver with conviction, so, no, you're not. i'm in charge. amber: i am. it's my show. lemonis: it's my show. amber: no, it's not. lemonis: it's my show. amber: i'm the executive producer of the show. lemonis: gee, you're right. amber: [ laughs ] ♪ lemonis: in the last five years, i visited over 70 businesses... it's delicious. woman: ah! lemonis: ...and i've traveled the country trying to fix the people... woman: i don't want to be that person that cries on tape. lemonis: ...fix the process... i don't think you guys have any idea what's in your inventory. holy [bleep] ...and create a few products. welcome to your new store. man: oh, my god. woman #2: i owe my life to this company. lemonis: that is the reason that i'm here.

i spend hundreds of days a year working on these companies. why didn't you do it? man #2: i thought that we did. lemonis: holy [bleep] but we can't always fit everything i'm thinking into the show. so tonight, i'm gonna give you an inside look at an episode from our second season -- "worldwide trailers." watch what's about to happen. over the next hour, i'm gonna take you behind the scenes to share with you what i was actually thinking during filming... tom: marcus, we didn't do a cost analysis. lemonis: oh, what a shocker. you didn't do a cost analysis again. ...share some secrets... what nobody knew -- i think maybe you knew -- is that i had a 103-degree fever. nancy: you've got that right! lemonis: ...and give you an honest assessment of my decisions. i probably felt pretty stupid in that moment. tom: i can't work with you. nancy: the deal is off! the deal's off! lemonis: the deal's off! my name is marcus lemonis, and this is "an inside look." ♪ man #3: all right, cameras rolling. man #4: audio speeds. man #3: all speed. all right, guys, whenever you're ready.

lemonis: with me tonight is amber mazzola. amber: no. lemonis: she's the -- why are you int-- why are you interrupting me? it's not your show. amber: i'm the producer. it's my job to get it right. lemonis: it's your job. and so with me tonight is amber mazzola. she's the executive producer of the show, and quite frankly, been my confidant and my friend for over five years. to say we've been to hell and back would be an understatement. we've seen everything you can imagine, and we've chosen one of our favorite episodes to give you an inside look. worldwide trailers designs, builds, and sells concession trailers, mostly to food vendors. tom etheridge and nancy pappas started the company in 2001 and took it from a backyard start-up to a multimillion-dollar business. nancy: you got 50%, i got 50%. lemonis: tom and nancy were a couple, and although their relationship came to an abrupt end three years ago, they have continued to work together. what people don't know about this whole process is that you know everything about the company before i go, and i know nothing about the company

other than their name and what they sell. i don't see financials, i don't know what their balance sheet is, i don't know what debt they have. you give me a summary of what kind of business it is, i tell you if i'm interested or not. amber: but i'll say to you, "okay, we're looking at worldwide trailers." lemonis: right. amber: you'll google them, 'cause you want to see their company, you want to see something about them. lemonis: yeah, i'll google them. amber: well, you can -- lemonis: you want me to make a deal on google? i try not to rely too much on it. i don't do that. i want the questions that i ask to be very authentic. i have a tendency, if i know too much, to not ask questions. amber: that's what happens sometimes. it's all in your brain, in your head, and you don't ask questions. you know the answer. lemonis: i think i've gotten better at that. amber: right. lemonis: worldwide trailers brings in $4 million in revenue, but their profits have flatlined around $400,000. from my experience in this industry, worldwide trailers should be making way more than 10% profit. i know there's a huge market for what tom and nancy make, and if i can grow this company as big as i know it can be, i stand to make millions.

♪ hi. i'm marcus. eva: i'm eva. lemonis: nice to meet you. what do you do here? eva: what everybody needs me to do. i'm the office assistant. lemonis: well, where will i find tom and nancy? eva: in the back. lemonis: she actually -- hold on a second, pause that for a minute. the conversation was much longer than that, by the way. amber: well, we had -- you know, we have to say a lot in 43 minutes. lemonis: i know, but there's moments where you cut out content that you just don't find interesting but that other people would learn from them. amber: do you remember back to what you learned that was so fantastic from her that you'd like to tell us? lemonis: no, i don't. amber: okay. so, you'd like to prove a point. you can't really prove it. lemonis: probably, yeah. amber: okay. all right, let's keep playing. ♪ eva: this is where everything takes place. they outfit here. lemonis: and so are they made here, too? eva: no. they're actually built from steam up in our georgia factory, and then they're delivered down here.

so, they pretty much come to us like an empty house, and we install everything. lemonis: i'll find my way. it's just on the way back there? i'll find my way. eva: nice meeting you. lemonis: nice meeting you. take care. nancy: hi, marcus. how are ya? lemonis: how are you? nancy: nancy pappas. lemonis: nice to meet you. nancy: nice to meet you. tom: hey, marcus. tom etheridge. nice to meet you. lemonis: how are you? tom: good. lemonis: this is the headquarters for worldwide trailer? nancy: yep. tom: this is the headquarters. lemonis: how much revenue will your company do? tom: we did $4 million last year. lemonis: and so how much of that actually fell to the bottom line? how much did you make? tom: maybe $400,000. amber: you have a lot more hair here. lemonis: no, i don't. not there i don't. no. amber: you do. lemonis: i don't. look at how much forehead -- amber: it's -- on the sides, it's -- lemonis: that's 'cause i wasn't trimming it tighter. tom: we've built mortuary trailers, casket trailers. we're pretty good at what we do, marcus. we've been doing it for a long time. lemonis: who's that? tom: that's kita. nancy: that's kita. tom: that's the shop dog. nancy: yeah. lemonis: whose dog is that? nancy: mine. tom: it's my dog. nancy: no, no. that's my dog. lemonis: your dog, his dog? nancy: no, it's mine. lemonis: oh. tom: it used to be my dog. nancy: no, it was ours, and she stays with me.

lemonis: oh. nancy: we were a couple for 20 years, but we're not together for the last 3. lemonis: how's it working together, and is that odd? nancy: i don't really have any issues as long as nobody gets in my way. lemonis: i'll make sure i stay out of your way. did you think it was necessary when i said i would stay out of her way, that you would just have that awkward silence for a moment while she's chewing her gum staring at me? amber: well, i mean, it really happened. she had a huge crush on you. there was a lot of awkward silences while she just stared at you and chewed her gum. lemonis: she was like... amber: uh-huh. lemonis: i was hoping i could get a tour of the place. do you guys want to give me a tour? both: sure. lemonis: oh, wow. nancy: yeah. lemonis: and so, is this essentially a commercial kitchen? tom: yes. lemonis: okay. french fries. nancy: yes. lemonis: is this the pass-through window for -- nancy: yes. tom: that's your serving area. lemonis: and so i'd come up, order my -- order at one window, pick up at another window? nancy: yep. lemonis: and so what is the cost to make something like this? ♪

tom: you know, that's a good question. nancy: i could figure it out in my head real quick, but i need a piece of paper and a pen, but -- lemonis: i thought you said your head. i have to ask you this question -- when you put these people through a background, what do you say to people? like, "hey, this guy's coming to potentially invest in your business. please do us a favor -- have a few answers." amber: well, they all know and they all watch the shows, so it doesn't make sense to me that still in season 2 that 3, 4, 5 -- lemonis: 6. amber: 6 -- that they still don't have their stuff together. lemonis: as a producer, how do you feel about -- amber: i used to laugh in the beginning, and then now i'm like, "it's kind of ridiculous," 'cause now i feel like you guys all know the drill, you know what we're coming to do, and i feel dumb for doing this business, 'cause i feel like they should be more on top of them for you to be interested in it. lemonis: so, nancy, why do you make them in two different places? nancy: because everybody who works at the factory in georgia has been doing it for 20 years-plus, so they're very good at what they do. the reason we have an office down here is 'cause he and i are here, so we wanted the finished product

to be here to see the end result. lemonis: so how much efficiency can be improved if you made everything in one place? tom: we're paying two mortgage payments. that's like 2,300 bucks a month. nancy: yeah. tom: and also, every trailer that gets built there has to be transported here. nancy: 60 grand is what we're paying in a year to transport them just down here. lemonis: to me, efficiency equals margin, margin equals profit, profit equals another bmw, right? tom: why not? lemonis: you know, the only that we've ever ragged on in this show is when people have bmws. amber: i think it's kind of ugly to me when you go to invest in a place and they're saying they need money, and their car's a bimmer. i'm not gonna, like, own a tesla and tell you i need help financially. lemonis: would you move? nancy: absolutely not. i live on the beach. i can't move. [ laughs ] amber: why invest in a trailer company? lemonis: because you told me they were really good characters. amber: but i thought it fit into your portfolio because of rvs. not at all? lemonis: i think there was definitely things that i understood about their business

that were similar to the rv business. i really looked at this trailer business and said, "okay, how do you streamline the manufacturing process, and how do you steal ideas from the rv business?" and so i think my knowledge of the rv business and the rv manufacturing space would lend itself to this. i just didn't know they were gonna be bat[bleep] crazy. you guys have a successful business here. it does $4 million a year. you didn't just wake up on the wrong side of the bed and trip into $4 million. nancy: right. lemonis: you've done very well, but, i mean, i can see why you guys called me. nancy: um, who called you? we -- you all called us. ♪ oh, you called him? tom: well, i spoke to them. nancy: oh, you did? tom: mm-hmm. nancy: oh, okay. and the first place, that right there, i was never aware of that, so, yeah, i'm not happy about this at all. you sending something in -- you've been lying all this time, making it look like, "oh, they called us and picked us out of the blue

and out of 100,000 people," and all this kind of stuff. in the meantime, you're sitting there lying every day. tom: some people don't know any better. so you have to help them help themselves. nancy: i don't need no help. tom: you sure do. nancy: no, you need help, because you're a pathological liar, is the way i look at it. what did you say about me? tom: nothing that everybody don't already know. nancy: okay, well, i need to see what was said. tom: it's funny how you're more interested in an application than improving the business. lemonis: listen, i have to tell you -- but i came to do business, and for me, it's all about business, and so -- nancy: that's it. that's why none of it should have been in anything expect for business, so hopefully, that's all that was in it. lemonis: i'm telling you that i wouldn't have come -- if i thought it was gonna be a circus, i wouldn't have come. nancy: that's it, then. we don't have a problem. lemonis: nancy, why don't we go outside and talk, okay? nancy: all right, let's go. lemonis: it was very uncomfortable. i think that tom ultimately reached out because he felt like she wasn't gonna listen to him, and i think she ultimately reacted that way because she doesn't want to be seen

as somebody that needs help. and i thought he was a little smug about it. it was a little uncomfortable for me, 'cause it almost felt like he set her up. amber: now you've also found out that you've come into the middle of a -- like a -- lemonis: domestic relationship. amber: yeah, domestic relationships. lemonis: i had never, ever invested in a business where the partners were exes and it was a tense relationship. it's like, you see people break up in business, and they can continue to do business. but in this particular case, it's like walking into a giant [bleep] show. i'm already sensing that these two can't communicate well together. any time you're in business with somebody that you have a scorned relationship with -- that doesn't bode well for the business. nancy: i mean, i'll be honest with you -- if we didn't have this business, i would never speak to him again. lemonis: why don't you buy him out? nancy: because he wouldn't let me. lemonis: has he tried to buy you out? nancy: no, and we're not in positions to basically buy each other out as far as the amount of money -- the thing is, yeah, we were together 20 years. tom just made some really bad choices and he starts banging this girl.

she just kept working him and working him. she's like, you know, "hey, can i [bleep]" this took place for about a month before i found out. i knew he was up to something, so 2011, february 6th, i get my [bleep] out of bed at 5:30, 'cause i'm like, "i know [bleep] doing something." he starts tramping her into my [bleep] beach house. up in my bedroom, laying in my bed in my [bleep] spot. i grab her [bleep] hair, her eyes are like [bleep] cue balls. she rolled out, tom turned over, and he's like, "nancy!" i [bleep] punched him so [bleep] hard, i gave him a black eye. and then our $50,000 viper -- which was a '95, 6,000 miles, ain't never been touched but with white gloves -- i took my [bleep] keys like a pitchfork, and i wiped out every panel that i could basically get my hands on, went home, packed my [bleep] up, and i left, and i ain't never dealt with it since. so, what's a guy like you doing being single? i already laid it out. i told my sister. i said, "oh, he's a great guy. great guys always" -- lemonis: you don't even know me yet. i could be crazy. nancy: i said, "oh, he's gonna have three kids"...

lemonis: no, no kids. nancy: ..."be married." lemonis: no. nancy: ching-ching. lemonis: did you think it was funny that she was flirting with me? amber: oh, my gosh, yes. i could have played, like, a whole scene of that. we had more. we have way more. [ laughing ] she, like, touched your chest. lemonis: i think in that moment, what i probably thought more than anything else is, "what did i get myself into?" and what nobody knew -- i think maybe you knew -- is i had 103-degree fever that entire day. and so i'm sick, it's hot as you know what, now she's telling me about beating the crap out of his girlfriend who was having sex in her bed, and now she's asking me if i want to go out, essentially... amber: right. lemonis: ...in a matter of, no b.s., less than five minutes. amber: and so now -- what are you -- like, what goes through your head? are you like, "why am i here?" lemonis: i think looking back, i was probably more embarrassed and more shy, 'cause i'm shy when it comes to stuff like that. but i never really thought that when i decided to make a show about business, it was gonna be going all the way down into literally their personal lives. amber: do you remember this?

i have this little thing, this little nugget that i've saved. lemonis: "hey, marcus. just wanted to tell you have nice eyes." amber: "your partner, nancy." lemonis: where did you get this? nancy: she stuck that in your coat pocket. remember when we were way across georgia? lemonis: like, how long have you had this? amber: when did we shoot the episode? lemonis: three years ago? that's pretty good. nancy: you come in here and make me feel like our inventory's off. i would beg to differ on that. lemonis: then go out and count it yourself if i'm wrong. i think we should have drinking game of how many times she puts lip gloss on. amber: [ laughs ] nancy: i still love you, though, marcus. can we go out on a date now? lemonis: [bleep] you.

♪ lemonis: before i make any investment decisions, i want to go to waycross, georgia, and see this manufacturing facility. [ cellphone rings ] well, i talked to the reporter again, and she's like, "oh, yeah, i've been talking to them for two days." amber: maybe we should record this. you'll see this is what the -- our life's really like. he just gets on calls when we're supposed to be shooting. you ready to do our show? lemonis: you ready to... amber: [ laughs ] what's your comeback? come on. lemonis: let's keep going. so, is this an entire manufacturing process? steve: this it here. we build everything from scratch, you know, from the frame up. if you want to take a look at -- lemonis: yeah, i would. steve: this trailer, that's a mobile daiquiri trailer. ♪ he has his daiquiri machines,

and he'll serve out of this side. lemonis: you know what that scene reminds me of? when i was a kid and i worked at my family's dealership, i remember my dad really being focused on the importance of understanding what really happens on the front lines. amber: well, i think you do that really well, too. you get your hands dirty, and you do that in all the businesses. lemonis: and so i always encourage people, if they're gonna invest in a business, go to the absolute front of the line and hang with those people. they'll tell you everything. why is there just stuff everywhere? steve: you know, we don't want to have axles outside. if we have room to put them inside, they need to be inside. lemonis: do you know how much in raw materials you have on the ground at one time? steve: i couldn't tell you right now. lemonis: you don't inventory it? steve: four years -- we have not done an inventory. amber: you do inventory a lot in all these episodes. lemonis: it's a common theme. inventory is one of those hidden jewels that will show people where their money went. how you treat your employees tells me what you think of people. the way your factory line runs tells me what you think of process. the way you treat your inventory tells me

what you think about product. you guys want to show me how to weld something, show you how to do your job? come on, let's go. show me how to do this. i didn't have gloves on. that was not smart. and i think too often, investors, owners, forget to get on the front lines and create that relatability, and then they wonder why they don't understand -- like, why nobody's telling them what's happening in their business. you don't want me to take your job, do you? man #5: i don't think i got to worry about that. lemonis: [ laughs ] i've seen both facilities now, and i think worldwide trailers has a lot going for it. although there's some real issues between inventory, shipping, and the production process, what i'm really concerned about is the behavior between tom and nancy. do you remember getting me dressed for that? amber: mm-hmm. you were sick. lemonis: i was really sick. amber: you had pneu-- you had walking pneumonia. lemonis: right. amber: i made sure you had dayquil. lemonis: you didn't make sure i had it. you poured it down my throat. amber: i d-- i needed you to shoot this episode. lemonis: so you were more concerned about your episode than my health? amber: no, i -- of course i was concerned about both,

but we have a show to finish. lemonis: great. ♪ tom: so, when'd you start drinking? nancy: oh, i... i've always drank. amber: what did you think you could make with this business? lemonis: i really thought that this business could go from $4 million to $10 million pretty quick just by changing the distribution model. tom: good to see you. lemonis: i met a labor force in waycross that i was really impressed with their dedication and their effort, and i was impressed by the guys there. nancy: they're really good. they're very good, and -- lemonis: considering what they have to work with. i think the inefficiency that i found there is bad but fixable, and if you take good people and a bad process and you can fix the process, then their output can grow dramatically. communication is a risk that's very obvious to me here. do you guys think you could work together? tom: should you be concerned about our relationship? i'm not gonna sit here and lie to you. absolutely. do i feel that nancy and i can come to some sort of terms

if we develop a relationship and a partnership with you? i think we can. lemonis: nancy, how about you? nancy: if it's business, we don't really have to have a personal relationship. lemonis: that's probably the thing that most people don't realize is that i feel like i learned how to invest differently. when i first started this process, i would ask enough questions, always assuming that what people are telling me was the truth. but as a seasoned investor, you have to really take a minute and ask more questions, even if you think you know the answer. nancy: i do have one thing i will say, though. i will not be willing to hire certain people. ♪ tom: you focus too much on the past. nancy: i am never gonna be willing to ever work with your girlfriend. lemonis: i never realized how much my facial expressions tell a story of what i'm really thinking. if somebody does something silly, and i'm, like, trying not to move my eyes and my mouth, but i can't. tom: she had nothing to do with our business. nancy: she thought she was gonna work for our business. tom: you -- you conspire these things in your head that are untrue.

nancy: trust is everything to me, loyalty. tom: you can't explain yourself, you have no proof -- nancy: oh, i explained myself very clearly. the bottom line is when you're disrespectful to me and you try to hurt me and my business, i'm not cool with it, and -- tom: well, then you probably should check yourself -- lemonis: guys, i don't know if i can do a deal with you guys because i'm concerned that you guys can't even have a conversation and just be calm about it. nancy: you know what? there's always problems there. tom: obviously. nancy: marcus! lemonis: she left. what, nancy? nancy: i really, really want to work this deal -- lemonis: it doesn't feel like it to me. look, i want to get down to business. i don't want to be in the middle of all that drama... nancy: there's gonna be no drama. lemonis: ...so you guys can either work out or you can't. nancy: there's gonna be no drama, 'cause he knows that's not a good idea. our personal business is done. lemonis: i don't have time for it. nancy: i know. ♪ lemonis: so, earlier, tom, you told me you made $400,000 in profit last year. tom: oh, absolutely, $400,000. lemonis: my offer is a half a million dollars into the business for 50% of the business. nancy: my number was $1 million.

lemonis: for 100% of the business? nancy: [ laughing ] absolutely not, marcus. tom: nance, i think with marcus onboard -- nancy: and no money in our pockets? tom: listen, i'm not -- i'm not saying it's the greatest deal. lemonis: here's what i'll -- here's my final offer. nancy: okay. lemonis: okay? so, i'll go to $700,000, and you'll each put $50,000 in your own pocket, and the rest will go into the business. nancy: now we're talking a little bit. lemonis: now we're talking, and that's it. cash in her pocket was more important than growing the business, which should have been -- it should have been some sort of, like, alarm bell for me. $50,000 goes to tom, $50,000 goes to you, $600,000 goes into the business, and i get 50% of the business. amber: can you do me a favor? explain to me how you place a valuation on a company? lemonis: there is never a formula. i mean, everybody always wants me to tell them exactly what my formula is to place valuations, and i factor a variety of things. how much the business makes? sure. what assets it has? sure. what debt it has? absolutely. and then the wild card is how easy is it gonna be to work with the people?

that business is worth 2 million or 3 million bucks. i offered a million in terms of valuation, 'cause i thought these two presented a lot of downside risk, and i had to prepare for it. ♪ nancy: we got a deal. lemonis: we got a deal? tom: we got a deal. thank you, marcus. nancy: i was gonna work you a little bit more, so... lemonis: [ chuckles ] all right, guys, i'll see you tomorrow in waycross. nancy: all right, partner. lemonis: you guys were lying about your financials. nancy: no. lemonis: it was the first time that the two of them looked like they were in cahoots together. you guys better get [bleep] together. ♪

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lemonis: steve! nancy: okay. lemonis: let's meet up. nancy: all right, fred, come on. lemonis: tom and nancy and i have made a deal, and i'm gonna be putting in $600,000 into the business. that $600,000 is gonna go into building a new facility in waycross. it doesn't make sense to me to run a company in two places. i believe in people, process, and product,

but people's the most important thing. most people could not work in this environment. there's no process in place, and the issues that have existed between these two have impacted the business. well, that's not gonna exist any longer. that's why i'm 100% in charge. nancy: there wouldn't be no drama out here. lemonis: thehas been drama. nancy: they don't know about that. amber: nancy keeps bringing it around to the drama. lemonis: she always wants to bring the drama. yeah, that is interesting. this isn't about personal drama, nancy. nancy: well, i was just gonna try to stop you in your tracks if you were talking about that, because there's no drama that comes out here. lemonis: well, here's a news flash for ya -- you'll never stop me in my tracks... nancy: okay. lemonis: ...because i'm focused on two things -- making money and protecting my guys. nancy: yep. so am i. lemonis: so you should visit them. i think nancy, candidly, knew her business better than she showed me, but she was so focused on tom and making tom look bad and bringing up the drama that it almost derailed her from moving the business forward. amber: of course.

he cheated on her with a girl that's his girlfriend. lemonis: i think she was still a little in love with tom. $100,000 smoker trailer's arriving. it's going to a big barbecuer out of texas. man #6: yeah, just keep an eye on the dip. lemonis: that is a good-looking unit, though. amber: i think they did good work. lemonis: did everything come in right? man #6: um... nancy: hey. how are you? lemonis: i'm good. i was just walking the unit... nancy: mm-hmm. lemonis: ...trying to do a little bit of an inspection. what happens if it comes here damaged? do you have a check-in checklist? tom: there is no -- so sort of check-out list. lemonis: it's silly to me. if i'm paying 100 grand for this unit, it may seem silly to somebody that this thing's crooked. the brake light, it's crooked. i've got a side light that's crooked. i mean, look at the wave here. this thing isn't even a day old, and i got waves. that happened with a lot of their units. amber: because they're going from waycross to tampa. lemonis: i think that -- i think the lack of supervision --

because you have split factories, and the lack of tom and nancy actually being in the shop and walking the units and touching the side walls and fixing their process, that's why that stuff happens. when i see stuff like this and these walls bowing, i mean, this unit really should go back. how much is this unit? how much does it cost us to make? tom: marcus, we didn't do a cost analysis on it. lemonis: oh, what a shocker. you didn't do a cost analysis again. you should know down to the nickel what it costs you to make, an 8 1/2 x 20. nancy: right. lemonis: right? nancy: so, we need to go get our price list, right? lemonis: i won't get that? tom: you won't get that. lemonis: why's that? tom: because we don't have it. nance, you don't -- you don't -- nancy: not the hat channels -- tom: you will not be able to go through this trailer and identify all the cost for him. it's not possible. we don't have that. i'll go grab some stuff and see what i can -- lemonis: why don't you go grab what you can and grab the financials while you're at it. tom: sure. ♪ lemonis: you can see how frustrated i was. amber: yeah. lemonis: and you were probably entertained by it. amber: i was entertained by them. i mean, look, it's always been hard for me because i want a great, fun, entertaining episode,

and i still want you to do well. that balance of good tv and something something bad for business -- lemonis: but it's not a tv show. for me, it's not a tv show. for me, it's real. it's real money and real people. i think what happened was over the years, you and the rest of the team learned more about business... amber: i think you're right. lemonis: ...and your tolerance for people that are scammers and liars and cheaters went away. amber: right. lemonis: so, let me understand this, guys. this is the first time i've seen the financials. where's 2013? nancy: um... we don't have them yet. lemonis: do you have january through today? any month this year? nancy: no. lemonis: how come? nancy: truthfully, because our accountant is behind, and we have probably not provided him with everything he needs. lemonis: this is a real problem. i don't know how you run your business this way. nancy: well... lemonis: and so how much does your business make on an annual basis?

tom: about $400,000 a year. lemonis: why does this say $200,000? ♪ tom: let's be honest. i mean, we don't keep good track of stuff. i mean, that's the bottom line. lemonis: let's be honest, why would i put my money in something that you guys don't know how much you make? hey, let's be honest -- why am i asking this question this late? and this is a good example of me going into the process and just trusting people... amber: right. lemonis: ...and not feeling like, "oh, i'll just... believe what they tell me." amber: you maybe should have backed out when she was flirting with you. lemonis: we negotiated on something. you told you me it was $400,000 of earnings. it's $200,000 of earnings. who's in charge of the accounting here? nancy: nobody, really. when you come in, that's all gonna stop. it has to have a format, it has to have a procedure. lemonis: you mean do all the work? nancy: no, not do all the work. i'll be right in there with you working, but -- lemonis: did you guys think you knew your numbers before i came? nancy: we're making money, and i kind of know -- lemonis: but you don't know how much. nancy: no.

lemonis: so, these tax returns show the same thing. it's $207,000 of earnings. it's half of what you guys told me it was. ♪ nancy: like, i -- truthfully, i haven't had that much time to look at it. lemonis: do you know how much you have in the bank account? nancy: yeah. lemonis: how much your payables are? nancy: um, pretty close. lemonis: did you guys accept a deal from me? tom: yes, we did. but you also came here -- you also came here today and said that, you know, you got to think about it, and i understand that. lemonis: i do have to think about it. you told me the numbers were x, and they're really not x. nancy: it's underhanded, the way i look at it. lemonis: from him? nancy: yeah, somebody lying to me for months, including -- lemonis: you guys were lying about your financials. nancy: no. lemonis: it was the first time that the two of them looked like they were in cahoots together. you guys shook my hand, you took my check based on certain numbers... nancy: that's right, and we worked a deal -- lemonis: ...and you never told me anything last night. you needed to see me -- nancy: if you're not in the picture, we're not gonna have a couple hundred grand and [bleep] that's all i can say. lemonis: if i'm not in the picture, you guys aren't gonna be open. nancy: we [bleep] up a lot. lemonis: you guys better get [bleep] together. ♪

i probably felt pretty stupid in that moment. i was probably more agitated and embarrassed that i -- you know, that somebody was able to do that. amber: you would not tolerate this today. you would not care what i said, you would not care -- [ laughing ] like, back then you actually cared what i said. if i had said, "marcus, please stay for a little bit, and just"... lemonis: see what happens? amber: ...you know, "see what happens," you'd stay. today, you would never stay. right? lemonis: so, basically you have no control anymore? amber: i have no control anymore. lemonis: if your business is in trouble and you need my help, log on to the theprofitcasting.com.

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lemonis: you guys have spent a lot of time telling me about trust. tom: sure. lemonis: you don't trust him, he doesn't trust you, all the nonsense back and forth. i move forward in the negotiation based on trust. i made a deal with tom and nancy because they said they were making $400,000 in profit. but when i look at these financials, it says $200,000, i need to get to the bottom of this. amber: well, i mean, you did a deal based on $400,000. now it's $200,000. how different would your deal have been? lemonis: i wouldn't have done one. amber: at all? lemonis: no. i asked you to see your financials two days in a row, you didn't have them. i feel like you guys are [bleep] with me a little bit. nancy: not at all. lemonis: so, has somebody stolen from you guys... tom: no. lemonis: ...is there illegal activity? nancy: no. lemonis: are you guys taking money out that you're not supposed to? nancy: no. lemonis: the dissension between the two of them

was probably more toxic to me than them doing something funny with the numbers. lemonis: nancy, can you give us a minute, please? nancy: mm-hmm. lemonis: so, how does it tie to the net income? tom: i don't think you fully grasp the seriousness of the situation here between nancy and i. lemonis: you show me 2012, and it's half -- tom: marcus, listen -- i have to hide money from nancy. lemonis: uh-huh. tom: listen, i was locked out of the bank account at one time. she's president. she took me off the bank account. lemonis: so then you do more than $4 million? tom: yeah. the break-up was not a pleasant one, so i do have to do secret stuff from time to time. tom: she [bleep] held me hostage. my boat was taken, my rv, my home in st. pete beach was taken, so all those were gone. i don't want to rehash all the stuff with her because even though it's not civil, for the first time in 2 1/2 years, nancy and i can have somewhat of a conversation. lemonis: i understand. if you confront people too much, they'll say less, and so i was trying to create an environment where he felt like it was safe to talk to me. amber: at that moment, it was like, "what are they hiding?" lemonis: it started to go from ignorance to intentional.

amber: mm-hmm. lemonis: that's how it started to feel for you, right? amber: yeah. yeah. lemonis: ultimately, i think they were both in on whatever the secret was, because you can see the smile on his face. amber: and he just blamed it on nancy. ♪ nancy: let's go. come on. now. get over here. lemonis: was she talking to tom or the dog? amber: she was talking to the dog. nancy: hey, guys. lemonis: i've asked tom and nancy to meet me in waycross. nancy: hey, marcus. lemonis: good to see you again. they've never done an inventory, and that's a problem. tom and his team are from wis, and they go around and they really do a lot of inventory audits. tom #2: so, do you have any reports for me? tom: you know, we don't have... tom #2: do we have a person who's responsible here in this location for inventory? tom: no. lemonis: we'll start up here. ♪ woman #3: do you have a sheet saying, like, what you have, what you use? lemonis: hey, guys.

i think we should have a drinking game of how many times she puts lip gloss on throughout the entire episode. amber: she wants to look pretty for you. lemonis: keep going. amber: [ chuckles ] tom #2: you guys said you had roughly $100,000 worth of inventory on hand. you'd be lucky if you got $20,000 on hand right now. lemonis: this is a good example of when you're not present in your business, and then when you don't have that process in place, you can't track this. nancy: i'm just kind of feeling like you're kind of beating up on us on, you know, the worst inventory, this and that. i, myself, feel that we've been quite successful with what we've done. lemonis: it sounds to me like you're not open to systems. nancy: no, i'm open to systems, but -- lemonis: because every time i turn around, you're telling me how i'm putting something in place to make the business better isn't a good idea. nancy: no! i have not said that one bit. lemonis: but i'm feeling that. i have to tell you that i'm sensing -- nancy: it's just like we're still a growing company. lemonis: i've seen a lot of businesses over the years and they've had great sales, but they don't track their cash, they don't track their financial statements, they don't know how much they make, and they don't know what's leaving, and they go out of business! nancy: well, we -- we do track our money.

lemonis: but no, you don't track your money. i have to be honest with you, and the difference between you and tom is that tom has put his pride aside, and he has said, "i want to get better." nancy: i guess what it is -- i just don't look like -- kind of looking like we haven't, you know, done such a good job. lemonis: people who allow themselves to learn -- give themselves an opportunity to open up and be open-minded -- end up learning the most. and then, i think nancy was more concerned about how she looked or how people were gonna perceive her. amber: right. lemonis: and tom was more concerned about "how are we gonna grow the business?" nancy spent more time putting on lip gloss than she did trying to figure out why there was $20,000 of inventory instead of $100,000. amber: right. lemonis: it wasn't alarming to her. nancy: i could care less if i get any credit for any of this out here as long as it's moving and going and making money. lemonis: you don't want any credit? you keep telling me that, "we do awesome. we're $4 million. we're this, we're that." nancy: i guess what it is, up until this point, i've been proud of what i've done in business. you come in here and make me feel like a piece of [bleep]

just like our inventory's off by 80 grand. i would beg to differ on that. lemonis: then go out and count it yourself if i'm wrong. these people do this for a living, and we want to move forward. and we can't rely on any one person to make sure that happens. i'm replaceable, and i can tell you for damn sure you're replaceable. amber: i'm surprised that we stayed as long as we did. you really should have left a lot sooner. it just gets worse and worse. lemonis: you gave me your sad face. amber: with this one i didn't, did i? ♪ nancy: you're a [bleep] scammer and a liar, mother[bleep] tom: [bleep] that's you [bleep] nancy: yeah, you got that right! lemonis: nancy, tom. guys, shut up! for a minute, shut up!

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and a credit? amber: one you pay interest rate on, and one just comes out of your account. lemonis: one you what? amber: pay an interest on, and one just comes automatically out of your account. lemonis: do you know the difference? amber: didn't i explain the difference? lemonis: you were wrong. why don't you watch the show? have you ever actually seen a full episode? amber: i've seen so many hours of the show it's not even funny. lemonis: can you guys just play this thing? i don't want to hear her anymore. nancy: you come in here and make me feel like a piece of [bleep] it's, like, our inventory's off by 80 grand. i would beg to differ on that. i mean, we're off. there's no -- lemonis: then go out and count it yourself if i'm wrong. these people do this for a living. i've made the same mistakes. i was a punk kid who thought inventory didn't matter until my father grabbed me by the hair and said, "i'm gonna teach you how to count $2 million of inventory

and i'm gonna explain to you why it matters because it ain't your cash, kid. it's my cash." and so it ain't nancy's cash, it's our cash, and i want everybody to have the same respect for the cash. that's the issue that i have. and so that's why i'm as intense as i am, not because i want to chop you down, because i don't want to make the same mistakes. nancy: well, i'm onboard. there's no question about that. amber: i think it's really different being in the moment and then watching it years later. i think there's a fine line between fun-to-watch tv, and, like, "get the heck out of there." lemonis: i think in this particular episode, i -- i almost, like, dug my heels in that i was gonna prove something to them. amber: right. lemonis: and that's probably why i hung out as long as i did, is because i didn't want to feel like a failure myself. amber: yeah. lemonis: and so i have someplace i want to take you, okay? nancy: oh, i'm excited. lemonis: go ahead and take this bend. i'm taking nancy to a house in waycross in a neighborhood that i think she'll like.

i want her to understand how important it is to her business that she live here. does your house in tampa look like this? nancy: no. i have a beach house. lemonis: you know, i called the realtor, 'cause i thought she was all about the money and about the look -- lip gloss, jaguar, bmw. so when i contacted this realtor, i was like, "give me one of the nicest houses in waycross," 'cause i thought if i could show her how she could have a nice lifestyle living in this town, she would be able to feel better about herself and the business would benefit. in order to be in this business, you have to live here. i showed you today examples of if you're not where the business is, things happen. inventory isn't counted right, you can't get the books and records right, and a lot of it is because you're not actually there. nancy: that's not something i really considered or thought about, so -- lemonis: moving to waycross is not something you thought about? nancy: mnh-mnh. lemonis: it doesn't make sense to me that you don't think it's important to be where the business is. nancy: mm...i'm not sure. i do love the beach. lemonis: but the beach isn't where we make trailers. nancy: but -- exactly. lemonis: do you think she thought she was gonna live with me in waycross?

amber: no, but why not tom live in wayc-- why are you just taking nancy? lemonis: because i felt like tom was gonna be easier to get to the other side. amber: mm-hmm. nancy: what's up with tom? lemonis: tom says he's willing to move. nancy: i can't imagine in a million years that tom would move to waycross. he likes the city life and he likes the rolexes, and he likes to be a big shot. lemonis: you think he was lying? nancy: he does that a lot, so -- lemonis: he does lie a lot? nancy: oh, god. lemonis: has he been lying to me? nancy: oh, no. i'm just saying that. i would believe it when i see it. lemonis: and his girlfriend's there? nancy: where? lemonis: in tampa. nancy: oh, i don't know. i'm the type -- i don't do any drama at all. [ scoffs ] amber: [ laughs ] lemonis: did she just say she doesn't do any drama? amber: yeah. nancy: tom was just -- took advantage of a situation. he would have hooked up with anybody. like i tell him, he'd have hooked up with the girl that had no teeth and whatever if she'd have came on to him. he knew there would never, ever -- he would never, ever have a chance with me again.

lemonis: did you notice how much darker it got out there? amber: yeah, you were talking for a long time. lemonis: i talked outside for over an hour. amber: did you want us to show the whole thing? lemonis: no, i didn't want you to show the whole thing. i just wanted some sympathy for standing out there for an hour. and we went in and looked inside the house -- 4 bedroom, 4 1/2 bath, 2,780 square feet. amber: that's it? that house looks bigger. lemonis: i'm sorry. amber: that house bigger, though, i'm saying. lemonis: i'm sorry. that's a big house. amber: it is a big house, but it looks bigger right now from the outside. lemonis: i know, producers have big houses. for exclusives, extras, and business advice, visit theprofit.cnbc.com.

♪

lemonis: hey, tom. tom: hey, marcus. lemonis: hey, you know what i wanted to do is i wanted to go over that tailgate trailer that you guys were working on. tom: yes. lemonis: with the waycross facility getting sorted out, i wanted to head back to tampa to see what tom and nancy were working on. i gave them the task of coming up with a new product, and them working together is important to me. tom: all right, let me pull up the file here. lemonis: and so, did you do the sketches on these? tom: yeah, i did the sketches on these. i did a -- nancy: hey, guys. lemonis: what? amber: i can't get past your khaki pants. [ laughs ] nancy: hey, do me a favor. walk through the shop there and grab the guys, okay? real quick -- i want to go ahead and pass this out and let everybody take a look at it, okay? and then we're gonna go into some [bleep] right now. you see, this is a customer-service order. there's an imaginary tammy that works for this company in one of our dealers that he will not allow me to meet! whose phone number is tammy's?! whose number is this on tammy's piece of paper? tom: why don't you call your dealer? why don't you call your dealer? nancy: just so we all know... tom: you put us in this situation.

nancy: ...tom's girlfriend has been working in this company for three [bleep] years. lemonis: i was actually entertained by the back-and-forth... amber: yeah. lemonis: ...till i had had enough. nancy: i have so much proof right here that she's been working in this company. it is un-[bleep]-real. tom: really? really? nancy: this is her cellphone, tammy's cellphone, which is your girlfriend's. so it is his girlfriend, tammy. this is the number. this is her direct line. lemonis: tom is that -- does she work there? tom: sure does. yeah. lemonis: your girlfriend works for a dealer that sells your product? tom: that's correct. nancy: she's not allowed to be working anything to do with this company. tom: a dealer who produced half our volume last year. nancy: i don't give a [bleep] tom: you know what, nance? you -- you've put us in this situation. if you want to start airing the dirt, nance, maybe you shouldn't have been at a wedding and [bleep] some guy in a bathroom. nancy: you know what? the deal's off! the deal's off! lemonis: the deal's off! the deal is off! it was the greatest news, honestly, that she could have given me. amber: i'm surprised she said it first. lemonis: i was so relieved. i was like, "yes." nancy: the deal is off! tom: whatever. nancy: watch out.

tom: this is why i'm gonna pick my [bleep] up and go home. nancy: good! tom: i don't have to listen to this [bleep] nancy: good, 'cause you're a [bleep] scammer and a liar, mother[bleep] tom: that's you [bleep] nancy: [bleep] you got that right! lemonis: why don't you guys just liquidate this company and go start your own -- nancy: no! the bottom line is that i'm not liquidating anything. tom: listen, i've thought of it many times, but i invested half-a-million dollars in this company. nancy: i shouldn't have to be dealing with somebody like -- lemonis: nancy, tom. guys, shut up! for a minute, shut up! amber: i've never seen you like that -- so angry, so irate. lemonis: 'cause i was sick, and i was tired of listening to that. amber: yeah. lemonis: how does all this stuff you just talked about do anything to help you sell more trailers? nancy: it doesn't, but what i'm saying is that it shows that he is underhanded. he's got to just be up-and-up. lemonis: i can't do business with you guys. i can't do business with you guys. tom: well, when you want to do business, give me a call. nancy: that's all right. i mean, as far as that goes -- tom: just leave your number, marcus. nancy: there's other people -- i have a backup plan, so... lemonis: watch what's about to happen. after all that craziness... nancy: i still love you, though, marcus. can we go out on a date now? lemonis: [bleep] you. ♪

are you proud of yourself for that episode? amber: i think we made a good show. how do you think she feels now? lemonis: today? i don't know. have you talked to her? amber: we tried to call her, tried to call her and tom. they wouldn't get on the phone with us. lemonis: i actually thought that this would be an easy business to go from $4 million to $8 million -- not a lot of money in with a huge amount of money out, and i was always looking for those. i almost became the guy that got comfortable dealing with the dysfunctional personalities because in my mind, i convinced myself that i could actually change their mind set. and in some cases, it works. in this case... amber: i mean, this is reality gold, if you... as a producer, you look for crazy like this. lemonis: i actually have come to the conclusion that there are many moments where i think you actually set me up. amber: i would never do that. ♪ [ laughs ]

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