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THE WINE WIZARD
It’s an opportunity most entrepreneurs dream of: a spot on Shark Tank, that irresistible reality show that places a plucky pitchman or pitchwoman in a room with celebrity moguls like Mark Cuban, Lori Greiner, Barbara Corcoran, and Kevin O’Leary.
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Photograph by Stefan Radtke
Entrepreneurs have the chance to pitch their ideas to the panel of eponymous “sharks”—and millions of viewers. If they succeed, entrepreneurs snag a hefty investment, plus the sharks’ incalculable wisdom. But if they fail, they fail hard: Entrepreneurs often wobble, stumble, and crack under the weight of the sharks’ prying questions and unbridled criticism.
During the summer of 2014, “Why is it different than [compet- and rebounds, sparring with Kevin Scarsdale’s Andrew McMurray, 48, itors’ products]?” interrogates shark O’Leary, the sole remaining shark found himself running that notori- and software titan Robert Herjavec (and the most ruthless). Despite those
ous gauntlet. The vice president of Zachys Wine & Liquor in Scarsdale, McMurray was pitching Zipz, a por- table, single-serve wine product he co-founded. Zipz is a canny idea: It’s wine on-the-go that doesn’t sacrifice elegance or taste. You simply peel off the wrapper, unscrew the plastic top, and voilà—fresh wine in a handy plastic glass. No unwieldy bottle, no pesky cork.
But despite Zipz’s clever de- sign and McMurray’s charisma, the sharks were relentless.
during the 13-minute segment. “What’s your sell-through?” asks
O’Leary.
“What are your total sales?” de-
mands Cuban an instant later.
For a moment, it seems McMurray might falter: His face grows anxious; the music reaches an ominous cre- scendo; the sharks grow increasingly impatient. “I’m out,” booms Cuban, show lingo for Thanks, but I’d rather not invest. Three other sharks quickly
follow suit.
But McMurray persists: He pivots
rough moments earlier, McMurray and O’Leary are able to strike a lucra- tive deal—and Zipz makes Shark Tank history.
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On a recent Saturday afternoon, McMurray sits in a conference room tucked into a corner of Zachys Wine & Liquor, the 72-year-old store that sits on East Parkway in Scarsdale. Just outside, Zachys’ main floor is humming: The store is hosting a tast- ing, and dozens of customers mill