What we actually see on TV is just a small portion of the actual presentation, disclosure and events that precede the contestants’ pitch. Regardless, this reality show is still instructive; notice how soon after the contestants’ demonstration and big picture dream is presented, the Sharks start asking the tough questions. Some of the most revealing and enlightening ones include: How long have you been in business? What are your gross sales and net profit? How many purchase orders do you have signed? What percentage of your business is online, retail, wholesale? One of my favorite is what’s your cost of customer acquisition? Pay attention to that answer and watch the expressions on the Sharks faces. Airs on Fridays at 9:00 p.m. on ABC.
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