Jason Cochran

Stuff you never knew you never knew

Me with Mark Burnett

Me with Mark Burnett

It has been a while since I wrote about Shark Tank here, but that doesn’t mean I don’t often still get questions about the show.

The most common one? It’s whether I can connect people to Mark Burnett. (If you think I can, perhaps you aren’t ready for the intellectual rigors of pitching the Sharks. Here’s the general application link.)

But there are other things you didn’t know that I could tell you.

 

 

Producers get a percentage even if no deal is made.

If you pause the end credits of every episode, you’ll see this:

SharkTankEquityGrab

Scott Jordan, the owner of Scottevest (Season 3) explains, “merely appearing on the show, whether a deal is made or not, I have to give 5% of my “business” or 2% of the profits forever to the producers. So, my appearance was not free. … Free? They make money out of every deal I make from here forward.”

Jordan posted this scan of the pertinent contract clause:

SharkTankEquity

Jordan says he went to great lengths during his segment to speak only about his product, but to make no mention of his brand name that would trigger perpetual equity ownership of his brand by Sony and ABC.

Entrepreneurs who agree to be taped by the show do it because thy think the national television exposure will compensate for the percentage. They may have a point. Most entrepreneurs report their websites are slammed following every broadcast. KissTixx, a lip balm product, saw its Web traffic skyrocket by 3,000% when its segment aired. Rackspace, the server host for Villy Customs bikes, reported 3.2 million hits in a span of just 25 minutes. Litter, a jewelry brand, sold more than $250,000 in goods within 72 hours.

With ratings steadily rising — Shark Tank is now Friday’s #1 show on any network, with more than 6 million viewers per episode — exposure will only lead to even more conversions. Is that worth a 2% royalty of losing 5% of future equity? Many businesspeople think so.

Update: Just before Season Five, there was a huge behind-the-scenes fight over this clause, and it would appear one of the Sharks threatened to quit it it wasn’t removed. I cover the rebellion in this post.

Each pitch begins with 30 seconds of silence.

The entrepreneurs never meet the Sharks before their pitch (this has been true since the pilot, when Tiffany Krumins struck a deal for Ava the Elephant, then called ‘Emmy’), nor do the Sharks know who is coming down the hall once the doors open. All the Sharks know is what the stagehands have pre-set on the oriental rug in front of them.

Then the Entrepreneur is released into the Tank while hand-held camera operators trail their progress down the hall. The visitor is instructed to wait on a spot on the rug and not to speak. This gives Production a time to clear the hand-held camera operators from the set and to get a few static shots of anticipation between the Sharks and the Entrepreneur. Finally, after an adrenaline-drowned, Wild West-style standoff, a cue is given and the business owner/s may commence their pitch.

The nickname for this long, painful pause is “the stare-down,” and it’s edited out for the broadcast, although the havoc it plays with the nerves frequently pays off in TV-ready dividends.

The Sharks are wired.

The control room can prod them to ask questions that need answering or wrap up the negotiations, if necessary. IFB earpieces are common host crutches in the reality show world, but take note that the Shark Tank pre-show title card confirms that the Sharks “invest their own money at their discretion.” You’ll notice, however, that Kevin O’Leary (always in the center chair) is usually the guy who applies pressure at key moments. It would be a dangerous drinking game to swig every time he asked, “What are you going to do?” because he often issues recaps so the editors will have a logical place to stick their commercial breaks.

Kevin's hidden earpiece: "Mr. Wonderful, now say, 'So what are you gonna do?'"

Kevin’s hidden earpiece: “Mr. Wonderful, now say, ‘So what are you gonna do?'”

O’Leary is the Shark who prompts tension because the control room has given him the role of segment narrator. He is a veteran of Canada’s Dragon’s Den, so he knows the format well. His role as the subtle pacemaker is a large measure of his value on this show, since few of his offers are realistic enough to be accepted by most of the Entrepreneurs. He also reliably embodies the soul of venal greed that drives the ethos of the Tank.

This makes O’Leary both the de facto ringmaster and the spoiler who compels the Entrepreneurs to make choices. Is he a plant? All the Sharks are. But whether by forcing decisions or lobbing spoiler offers, O’Leary is almost always the Prompter Shark.

Many deals fall apart.

Just as Judge Judy isn’t performing as a true judge but as a binding arbitrator, the buy-ins we see on Shark Tank are not done deals but actually good faith agreements. Due diligence kills many deals after they are shot. It could be that the patents aren’t airtight, or there’s irregularity in the books, — anything, really, can excuse either party from consummating their union. Nothing’s firm until everyone signs on the dotted line, and that happens off-camera much later.

In the case of one product Kevin Harrington (a Shark from the first two seasons) has sidestepped naming, a pattern of defective merchandise sank the deal. After Season 2 guest Shark Jeff Foxworthy took the bait with HillBilly Brand clothes, he says the owners confessed they only went into the Tank because they wanted publicity. And Season 1’s The Chef in Black, Dorene Humason, told me, her deal hit a rocky road almost immediately when she and her Shark investors clashed over strategy.

“From what I’m told, only about 50% of the deals you see made on Shark Tank actually officially get DONE,” writes Fleetwood Hicks of Villy Customs Beachcruiser Bikes. “As a guest on the show, you have the right to pass on the deal and the Sharks have the same right. The deal made on TV is simply a “good faith” agreement that you will begin the due diligence process.  I’ve heard that some companies just go on the show to get PR, but my intentions were to close our deal. ” He did.

The weekly “update” usually shows you the deals that went right. But lots go wrong and you’re never told about them.

Daymond John has called out a plus-size designer named Gayla Bentley for taking his and Barbara’s money and then vanishing. “They’re not going to tell you they’re going to disappear. They’re not going to tell you they’re buying a Mercedes-Benz.  They’re not going to tell you that type of stuff. They’re not going to tell you they have tax liens or their wife really owns the company.”

Here I am interviewing Bentley. Tell me—does she look like a scammer to you?

They shoot way more than they use.

For many reasons  — timing, mood, variety, legal concerns, telegenic performances, complexity — some segments don’t make it to the final broadcast. How many? As many as 40% to half. When I shot on-set interviews during Season 2, several Entrepreneurs interviewed with me that did not make it to the final show edit. (Out of respect for the businesspeople and the show, I did not release those interviews.) For Season 3, the reported ratio was 52 used but 82 shot.

Likewise, some negotiations can go on for an hour or much longer, but the key moments are edited into palatable acts for television. Everything you see is true, none of it is re-taped, and the elements that are crucial to the outcome are included. But rather than drowning viewers in a Shark Tank that subjects viewers to, say, long minutes of going over sales numbers and distribution plans that don’t amount to much, the editors compress events.

Daymond John says the longest interrogation was for a product called Plate Toppers, which went on for 2 hours and 45 minutes. By the end of the segment, the entrepreneur is so tired of standing he’s seen rubbing his legs. But he got the deal.

The pitch for the Nubrella Hands Free Umbrella aired and an update was filmed on location with Daymond John, but that update was yanked from its scheduled broadcast when the deal ran aground. I’m sorry that never saw the light of day. It was pretty funny watching Daymond walk down a public street wearing a plastic umbrella bubble hat on his head.

The ‘stew room’ is on separate sound stage.

The area where Entrepreneurs are interviewed after their pitch is not on the same sound stage as the Tank. The filming location is on another stage nearby. This is mostly so the talking won’t interrupt the filming of the next incoming pitch and also Entrepreneurs can be kept away from the people who are next up in the Tank. After all, nothing will unnerve a pitchman more than seeing the person before them fleeing in tears.

Yes, the Sharks fly into Los Angeles several times a year (often in July and October, if not more) and shoot several marathon days in which 20 or so business pitch, one after the other, with time in between to set up for the next one and get make-up touch-ups. Then the segments are mixed and matched over multiple episodes — which is why Barbara Corcoran and Lori Greiner wear the same outfit week after week. They have to for continuity, so the look will remain the same no matter when the segment airs. The guys are wearing the same clothes, too, but few people seem to notice that. Sexism!

The set, by the way, is on the Sony Pictures Studios lot in Culver City, California. It was once the M-G-M lot, where The Wizard of Oz and countless classic musicals (Easter Parade, Singin’ in the Rain) were filmed. The Tank (click here to watch my tour of it) is not on the same sound stage for every season, but it is on the same lot. If another major picture (like Spider-Man) or TV show (Jeopardy! or The Wheel of Fortune) is shooting, it can slip into just about any size stage.

Anyone can take a tour of the Sony lot. Click here for details.

The real sharks aren’t real, but they are from Reno.

The sharks you see swimming on either side of the corridor into the Tank are not there. They’re on video.

More surprising is where they come from. The end crawl credits the 1,635-room Peppermill Resort and Casino for them.

Maybe the sharks were downloaded from its Bimini Steakhouse, where “you dine in the surrounds of a virtual aquarium.” The fact they come from a casino means that like their human counterparts, Shark Tank‘s sharks are gamblers, too.

Here are the Nevada sharks up close:

After your pitch, you talk with a shrink.

“ABC sent in a psychiatrist to our room to make sure I was ok,” wrote Hicks. “I think they do that to make sure you aren’t depressed or freaked out, but, I was good because I was excited.” Then the network reminds you that if you breathe a word about the outcome to anyone before your air date, it will sue you to a crisp.

Now if it would just make sure some of those crackpots passed the psych test before they hit the Tank…

Update: I’m often asked how much the Sharks earn per episode. Until recently, there were guesses, but no proof. But now we have a paper trail that reveals a Sharks’ salary: It’s in my post How much do the Sharks make per episode?.

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63 comments. Add a Comment:

  1. Lou Fogel says:

    The Show doesn’t automatically get 5% equity or 2% of the net profits. If you appear on the show OR make a deal with a Shark (which could happen even if your episode doesn’t air, or if you make a deal later), they have the OPTION to get that equity or revenue share.

    One other secret: They’ve rarely exercised the option.

  2. How interesting, Lou. The show rarely exercises the option to make that money it’s entitled to and the Entrepreneur agreed to? That’s like leaving money on the table! Mr. Wonderful would not be impressed.

    Are there any Entrepreneurs who got a deal but can vouch that the Show never exercised that clause?

  3. Stratos says:

    Wow, this is fascinating stuff, it’s always so interesting to learn about television show production. Your video tour of the set was really cool to see as well. Thanks for sharing.

  4. Wow, thanks for sharing what we went thru and saw firsthand when we walked the carpet. I was under the impression that during filming of first season, the ‘stew room’ was within studio stage 29? Where Sony also filmed Moneyball and Armored. We had some problems with voices that would carry between the Sharks and filming the reaction shots after.

  5. Kooz says:

    I’d suspect the option would be exercised whenever it’s worth exercising. A lot of the products are crap and the cost/benefit analysis probably favors avoiding the time and hassle (and potential fight) of exercising the option. 2% of the operating profits of a business that sold $100k in product is nothing ($2k). I am assuming that operating profits as opposed to net profits means it’s 2% in advance of operating expenses, etc. Certainly their in-house lawyers have more important things to do than follow-up on this deal and try to enforce the contract provision. And I’d doubt that most of the businesses even reach the $100k. The important thing to remember is that there are costs associated with enforcing a contract and collecting a debt.

    As for the equity interest, I wonder if they’d be exposed to any liability in any way. Doubt it, but still. Plus, equity may not see any money for a long time–or may be on a roller-coaster ride that results in $0 at the end of the day.

    My guess is they only exercise the option on real businesses with legit profits that will make the producers (or whomever) some actual coin.

  6. My name is Michele and my sister and I were on Season ONE with our SENDaBALL business. They did not exercise their OPTION to us until just this year, in January. We did not make a deal. But we were super funny!!!

    Your recap of what happens is spot on! They told us a hundred times we could not talk about the “process” of how the show was made, so it was great to see they let you in and told the story.

    I did actually see the Nubrella update with Daymond …. so I do think it aired. I also heard the deal did not go well after that. They filmed that update at Sharper Image, and didn’t that company go belly-up? I filmed my segment with Alan and the NuBrella.

    Michele

  7. Thanks, Michele! It’s good to hear from you again. Do you mind letting us know which option was taken? Also, do you get to choose it, or does the show?

    And I remember talking to you right after the broadcast! It was fun. Our AfterShark episode is here: http://www.youtube.com/watch?v=MUdgc38CGOU

  8. Thanks for sharing Jason! Investments always have a risk reward…

  9. Jason, I LOVE that they let you behind the scenes!

    When Lena and I appeared on the show (with Xero Shoes Original Barefootware), the two moments that you described as nervous- or anxiety-making (walking down the hall and the silent bit), were our FAVORITE moments.

    That’s when we knew there was nothing left to do. We couldn’t prepare any more or rehearse any more. MONTHS of preparation we were done was over and it was time to have fun. We were excited on our walk (Lena says I was going so fast she had to jog to keep up), and during the silent bit both of us and all of the Sharks were nothing but smiles. Lena and I kept thinking, “We’ve can’t wait to tell you how our product has changed people’s lives and how fast our business is growing.”

    Admittedly, it’s surreal to walk down that hall that we had seen on TV for years, and then to stand in front of those 5 people who we felt like we knew, both from seeing them every Friday night and from having read all of their autobiographies. But once the pitch began and then the questions started firing at us… it was like being caught in a tornado. I’ve done a LOT of pitches, but this was a whole other animal.

    Now, when it was all OVER, and we were walking back the other way (after turning down Kevin’s offer of $400,000 for 50%), we were overcome with the realization that the editors could make our segment look like, well, anything they wanted.

  10. it don’t think it said which option. I will go find the file and see what it said.
    i filled the forms out as they requested. not much to report in the big money world tho, so perhaps they were just making sure I wasn’t one of the MILLIONAIRES.

    Yes, after the show aired it was SO FUN to get to do press. We had a blast!

  11. This is the best article about the Shark Tank I have read, kudos!

  12. AznNerd says:

    This is straight of ABC’s user agreement.
    “You understand that your submission is not confidential nor submitted in confidence or trust and no confidential or fiduciary relationship is intended or created by making an email submission. You understand that the Shark Tank Entities are diversified companies who may possess or come to possess information similar or identical to information contained in your submission, and you agree that any such similarity or identity shall not give rise to any claim or entitlement, whether for compensation, credit or otherwise. By making a submission, you hereby release the Shark Tank Entities and their respective directors, officers, shareholders, members, employees, and licensees from any and all claims relating to your email submission, including without limitation arising from the risk of misdirection or misdelivery of your email”

    You have to give them permission to steal your idea just to apply for the show.

  13. Barbara says:

    I find that Barbara is one of the only ones that actually seems interested in investing in products and businesses on the show. The others just seem to be there for the sake of making tv.

  14. Anne says:

    Thanks for sharing…..
    My family member was on..got the deal but no money yet..

  15. Denise says:

    So what people are saying that it is another reality show just trying to get the viewers attention

  16. The secret is that the real money to be made isn’t from these investments but from the advertisers. Think how much they make per show from the commercials.

  17. […] already not enforced uniformly; in an earlier post on this site, the co-owner of SendABall reported no one from the show ever came to collect for three […]

  18. Dean Sala says:

    I constantly get people telling me to go on the shark tank. Reading this website really helped me with the answers I need and to perhaps stay clear of the Shark Tank.

    Our company, Suntactics, manufactures portable mobile device solar chargers and we are now very successful. Sales have grown from 280K(2012), to 485K(2012) now heading for 750K(2013). We have been using SCORE to help us, an establishment supported by the Small Business Administration. They are made up of experienced business volunteers that help small businesses. They have helped our company a great deal and it’s free. We have not needed funding in the beginning but are at a point where we are now looking for funding. I think we can move to the next level with a business loan. We need more machinery and employees. We are creating jobs! Overall SCORE is worth looking into.

  19. B. Balduf says:

    Dean, thanks for the comments. Was considering going on Shark Tank with a great business that provides therapy to children with autism…would be interesting if they would turn their backs on a business that is helping children that makes them money at the same time…I am now going to look into SCORE as we look to expand our operations.

  20. Dean Sala says:

    Yes SCORE is useful but also be prepared. In a way, these guys are also like the sharks. They will tell you the hard truth and ask a lot of questions. Have a preliminary business plan before your appointment and they will take you more seriously. If you show them profitable details, and if you are lucky, you will get a SCORE rep that will help you though out your endeavors. The cause is not always the most important piece of the puzzle. Helping the children is very noble and heart felt. But I would not overwhelm to much about these poor children, it may get uncomfortable. Talk business and they will respond better. Best of luck.

  21. Ali says:

    I love watching Shark Tank and found this fascinating.
    I am interested in sending information to Lori Greiner through snail mail, but am unable to find that information. Would you know where I could send something to her directly, not to Shark Tank.
    Thanks for your helpl

  22. Ali, I would try her website, http://www.lorigreiner.com/, or her Twitter account, @lorigreiner.

  23. lccompo says:

    What do the sharks get paid for being a shark from the network?

  24. I have applied. This is all good info. Scary as heck because I may not even get on tv. I may not get a deal. I may get a deal and then nothing happens. And so many other factors. But I am glad they took out the % clause because that was freakin me out. My business Trisha Trixie Designs is at a jumping off point I feel. I have done my research and I have yet to find anything like my business. I have found things close but not quite like mine and not like what I desire to do and go. I make Couture Designer Aprons and Accessories and one day desire to be a Celebrity Apron Designer. http://www.trishatrixie.com I am a pin up model, blogger and designer and as I said I have applied. I have done well this year but I need that next step.

    Who knows what will happen next. Maybe I won’t be accepted who knows. That is actually my questions I have yet to find. Out of the applicants who apply, how many are generally accepted? Hoe long after applying and sending the email do the applicants generally find out?

  25. Stevie says:

    Great article on Shark Tank! Thanks!!

    Do people get paid by the network for showing up and giving their pitch?

  26. Scott Jordan says:

    So, all dirt is revealed about my episode on #SharkTank here https://www.youtube.com/watch?v=QzhE7WrwqxI

  27. Marissa says:

    I have a friend who got funded by Mark Cuban and has had a good experience through Shark Tank; still, after asking her and researching details, I’m not sure that even a best-case scenario would be right for my business ( http://www.bearfruithair.com) – I’d need to get in-depth info on the numbers from an on-point numbers person. And on the opposite hand, provided that clause is gone, it could only help to make the attempt.

  28. I applied, got a call from a Casting person from the show who asked me a few questions and then hung up on me after she seemed to get the questions she had answered. She then told me by the end of this week I would hear either way as to whether I would be asked to be on the show.
    It seems to me that I must have a pretty good idea if they contacted me so if I don’t hear from them I’ll have to improve my business and then apply again.
    I am a Children’s Entertainer that needs not only a better website with a store but I would like to get an Educational Television Show for children of my own.
    http://www.sillydave.com

  29. Josh C says:

    I still don’t understand what happened to Texas Jack?
    I understand you lost the weight but what happened after that?

  30. I know in Canada on Dragon’s Den, we hear all the time about deals falling through. They also have talked openly about going through due diligence first on the shows, so it’s always assumed that the deals aren’t set in stone. There was a famous deal that went awry when Robert felt insulted by a professor and tore up the cheque. I haven’t watched episodes in awhile and I’m marathoning them right now. So it’s actually a shame they don’t bring up deals falling through more, as that could make the shows more interesting as well.

  31. Gene Savage says:

    We are big Shark Tank fans. I have a couple products that I have developed. The trouble I am having, is finding a manufacturer. It appears that all products which have appeared on Shark Tank have been professionally manufactured. Although my prototypes are decent, I feel that a professionally made product would show a lot better. The other issue would be lack of sales. It seems that the sharks are only interested in companies with sales, instead of individual products. For one of the products, I have Davison (similar to inventhelp) looking for a manufacturer, but no luck as of yet. All help is appreciated.

  32. Carl Robertbert says:

    Gene, my advice is worry about sales first and foremost. If you can’t get manufacturing easily done, make your product yourself if feasible for a small run to show proof of concept in terms of sales. Once you’ve proven people will buy it you will open up a lot of doors.

  33. Alex R says:

    Can you email an application? And if so, where?

  34. arlene klein says:

    sha

  35. Michelle Shaw says:

    I will not refer to my 10-year-old son as a genius, because every parent considers their child exceptionally smart, but I will say that he has come up with ingenius products. He is always coming up with ideas. Three of them are quite extraordinary. He keeps his intentions close to the vest, and has pulled out handwritten non-disclose agreements a few times. If it was only me, his bias mother, who thought his ideas were truly marketable, I would not be investigating avenues. I have yet to see a person react with anything but pleasant surprise and belief in his inventions. So, I was wondering, can my son pitch his product as long as my husband and/or I are there to help him in his final decision. Obviously we would need to be in contractual agreement, on his behalf, but will the show allow him to make the pitch? Thank you for your direction.

  36. dennis says:

    I was contacted by shark tank in May the Same day that my patent got approved and I was wondering if they keep an eye on things like that. they told me that if I don’t hear anything by September I won’t be on the show I was wondering if it’s the beginning or the end of September. I feel like everyone else That tries to get on that show that I have a great product my problem is I can’t afford to get it manufactured so I can’t show sales I’m trying to get a deal for just licensing with one of the Sharks does anybody know if this is a good idea to go strictly for licensing agreement. I am an inventor and not a great business person so I need someone like them to help me get it in the stores. if you have the time check out my product at http://www.Hideawaytrim.com you can also check out my goofy audition video there. I am very hopeful I get on the show and I do believe I will get a deal because of the size of the market of my product

  37. Andy says:

    Michelle, Moziah Bridges was 11 when he pitched his line of bow ties (Mo’s Bows) to the sharks. His mother stood with him on the set but he made the pitch.

  38. Michelle Shaw says:

    Thank you so much for your reply, Andy! I think my little inventor and I need to get moving on the Shark Tank idea. ????

  39. Lori Butler says:

    Jason…can you tell me who does the set design? The new season 6 has a set of 3 blue vases I love! Thank you!!

  40. larry says:

    How much money do the sharks make per episode?

  41. Lisa Wellington says:

    Each shark makes $7,500 / pitch…and with approximately 6 pitches / episode, each shark makes $45,000 / one hour show

  42. Ty says:

    The show initially required each contestant to sign an agreement with Finnmax, the producer of Shark Tank, promising Finnmax the option of taking a “2 percent royalty” or “5% equity stake” in the contestant’s business venture.[14] However, in October 2013, this requirement was repealed by the network, retroactively, due to pressure from panel member Mark Cuban.[15] Cuban felt the requirement would lower the quality of the entrepreneurs, as savvy investors would be wary of trading away a portion of their company just for appearing on the show.[16] A number of participants have declined to appear on the show for this reason

  43. p. collins says:

    Could you make an offer with a pending patent, a protype and zero sales?? I have a great idea, just dont know where to start.

  44. Eric says:

    Actually was employed at the company that developed/maintained the ScotteVest website during the time Scott was featured on the show. Pretty cool cheering him on and compelling to see how that pitch went down.

  45. John says:

    What a great piece! I love the show but all the behind the scenes info is very interesting. Never would have thought a shrink was brought in to check on the entrepreneurs. I’ve also heard about the ‘stare down’, it has to be excruciating. Again, great piece!

  46. Sarah says:

    Ty is correct. They no longer require the royalty or the equity. Thank goodness.

  47. Carla Novak says:

    Thank you for this article, I’m a HUGE fan and never miss an episode since my cousin’s Hoodie Pillow aired. I love knowing the behind the scenes. This was very well written. Great article!

  48. Brittan says:

    Thank you for this… I have a question. I have come up with a baby product for sleeping. I feel stuck because I have done lots of research but can’t seem to figure out what to do next. I have taken every safety measure I can think of but I feel it should be tested before I sell it. Mainly because I want parents to have the peace of mind that their little one is safe when sleeping. Also, do I try to get a patent before or after getting it tested for safety? I can’t seen to find where to get it tested. I also do not want to put it for sell without a patent and other individuals to start making them and sell them onlike places like Etsy. I have made this for my baby and for friends and everyone loves it but I cannot seem to figure out what to do next. If it wasn’t a baby product, I could immediately start selling and see how my numbers are but since it is I just don’t know what to do next. Any help would be appreciated. Thanks

  49. Barry says:

    Jason,
    Lots of great info here. My brother and I own a gourmet sauce business. We have 3 BBQ sauces, a wing sauce, and a dessert sauce that’s from the original recipe that my great, great grandmother created in 1895. I do remember in one of the early season they made a deal with someone that owner a BBQ establishment. Then a couple of seasons ago they made a deal with a former football player who played with the Lions for his “boneless” ribs.

    I really don’t recall much food pitches unless it’s unique. The uniqueness about our sauces is that our number one product is loved by everyone who has tasted it. We’ve never had any jar of our sauces returned to the higher end specialty grocers that sell our products.

    Everyone that taste it say we should go on Shark Tank, but I just don’t see even many unique food products. So in your expert opinion do you think we would have much of a chance of getting to the Tank. People tell us when we conduct taste test in stores that it’s the best BBQ sauce they’ve ever tasted. Even people who don’t like BBQ sauce purchase our sauces without fail.

    Your thoughts and advice? Thanks, as I await your guidance.

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