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NEW CONCEPTS.”
ute segment makes it out to be. “The whole conversation [with the sharks] was much lighter, more jo- vial,” McMurray says. “We had all sorts of great conversations about things we like in wine.”
“But the way they cut it, they want to make it look tough,” McMurray adds.
Drama may make for good televi- sion, but so does a happy ending. By the segment’s conclusion, McMurray and O’Leary reach a historic agree- ment: $2.5 million for 10 percent eq- uity, the biggest investment in Shark Tank history to that time.
As for his performance on the show, McMurray’s colleagues (and family) were impressed. “I knew beforehand that Andrew had a lot of talents, but I was truly impressed how comfortable he was on Shark Tank,’” notes Jeff Zacharia. “He got everyone’s attention.”
Since their agreement was struck, O’Learyremainsactivelyinvolved in Zipz. He serves as one of the company’s “frontmen” and “deal- makers,” says McMurray, helping broker partnerships with major re- tailers, airlines, and hotel chains, giving Zipz an international iden- tity. “Kevin has the ability to get his calls answered and get the right
for various causes. Recipients are varied, including the victims of the Boston bombings and, more recently, a breast cancer charity.
In one case, McMurray helped raise funds for a Zachys employee battling prostate cancer. “We raised about $30,000 to pay for all his medical expenses,” McMurray says.
McMurray’s energy seems endless—so much so, the Beyond the Tank producers asked him where it comes from.
The answer is simple, he says: It’s the triathlons. They fuel his creativity.
people at the top to take notice,” McMurray says. When a major deal is in the works, McMurray notes he and O’Leary will sometimes huddle daily. “Bottom line: When we need him, he has been very responsive in getting back to us,” McMurray says.
If O’Leary’s media appearances are any indication, it’s a partnership he’shappyabout.“Ilovewine;Iin- vest in it; I buy futures,” O’Leary said during a CNBC interview late last year. “When I saw this deal, I had to do it.”
McMurray and O’Leary will have more screen time together in the near future, too: The pair spent a portion of this past summer filming an up- coming episode of Beyond the Tank, a sister show that spotlights Shark Tank entrepreneurs and their projects after the deal has been struck.
Getting creative
McMurray’s entrepreneurial en- ergy isn’t exclusive to Zipz. He’s lent his magic to Zachys, too.
McMurray takes a marketer’s approach to selling wine. Due to New York State law, all of Zachys’ wine transactions can only take place at or from a single location— the Scarsdale shop. Zachys may not be able to sell wine offsite, but they can tout their brand anywhere in the world. And so McMurray does just that.
Take, for example, Zachys’ rela- tionship with Centerplate, a major food-and-beverage provider. The wine store served as the national part- ner to Centerplate from 2013 to 2015, helping to pick wine for football and baseball stadiums across the country. There was no money exchanged in this partnership, which might leave a less imaginative entrepreneur scratching his head. But to McMurray, there’s still extraordinary value.
“I bartered my time and effort and services for recognition,” he says.
Zachys also runs the wine pro- gram for NetJets, a company that of- fers purchasers fractional ownership of a private jet. Now, when movers and shakers enjoy a bottle of wine onboard, they’re likely to spy the Zachys label.
Like any entrepreneur, not all ideas stick. “Probably 8 out of the 10 marketing ideas I come up with make [Don Zacharia] cringe,” McMurray laughs. “But I’m usually pretty good at spinning out new concepts.”
He’s also pretty good at not giv- ing up—he’s got that innate entrepre- neurial spirit, which just may be the keytohissuccess.“I’m•adrivenper- son,” McMurray says.
Kevin Zawacki is a writer and editor liv- ing in Southern Westchester. In report- ing this piece, he managed to mispro- nounce “Sauvignon” only once.
McMurray’s entrepreneurial approach to selling wine has led to relationships with major food-and- beverage players like Centerplate and the private-jet company NetJets.
Photograph by Stefan Radtke
Q1 2016 westchestermagazine.com 37
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