1 00:00:01,603 --> 00:00:03,538 Narrator: Tonight on "Shark Tank"... 2 00:00:03,571 --> 00:00:04,639 Stein-Bischoff: This is the next massive children's brand. 3 00:00:04,639 --> 00:00:05,740 O'Leary: Why? Imagine, Kevin -- 4 00:00:05,740 --> 00:00:07,542 Why does anybody need any of this? 5 00:00:07,542 --> 00:00:09,611 Dang. I said, "Give me two years. 6 00:00:09,611 --> 00:00:10,645 Let me give it a swing." 7 00:00:10,645 --> 00:00:12,614 But the sales are so low. 8 00:00:12,614 --> 00:00:15,316 [ Chuckles ] You went all in. 9 00:00:15,316 --> 00:00:16,751 We came here today to make a deal. 10 00:00:16,751 --> 00:00:18,653 I actually think you're pretty brilliant. 11 00:00:18,653 --> 00:00:20,488 What?! I want to have some fun. 12 00:00:20,488 --> 00:00:24,359 All of our problems have gotten too dang big! 13 00:00:24,359 --> 00:00:26,828 We need more... 14 00:00:27,428 --> 00:00:28,997 Herjavec: Oh, my goodness! 15 00:00:28,997 --> 00:00:33,301 O'Leary: 15 years, never seen anything like this on "Shark Tank." 16 00:00:33,301 --> 00:00:37,539 ♪♪ 17 00:00:37,539 --> 00:00:39,507 Narrator: First into the Tank is a solution 18 00:00:39,507 --> 00:00:43,244 for an inconvenient problem in the great outdoors. 19 00:00:43,244 --> 00:00:50,551 ♪♪ 20 00:00:50,551 --> 00:00:52,887 Good morning, Sharks. I'm Bob Legg. 21 00:00:52,887 --> 00:00:56,691 And I'm Keith Lindsey. And we are Air Boss Outdoors. 22 00:00:56,691 --> 00:00:58,860 And we're from Jacksonville, Texas. 23 00:00:58,860 --> 00:01:05,767 And we're here to ask you for $65,000 for a 10% equity 24 00:01:05,767 --> 00:01:10,104 in our necessities product business. 25 00:01:10,104 --> 00:01:11,573 At Air Boss Outdoors, 26 00:01:11,573 --> 00:01:15,476 we design and develop innovative solutions 27 00:01:15,476 --> 00:01:18,346 to some of those age-old problems 28 00:01:18,346 --> 00:01:21,416 that outdoorsmen have experienced for years. 29 00:01:21,416 --> 00:01:24,585 In the outdoors, you go out and you relax 30 00:01:24,585 --> 00:01:26,587 and you have a good time, 31 00:01:26,587 --> 00:01:30,458 but there's always -- there's a number-one problem -- 32 00:01:30,458 --> 00:01:33,394 relieving yourself in the woods. 33 00:01:33,394 --> 00:01:36,431 [ Laughter ] 34 00:01:36,431 --> 00:01:41,302 We've developed the number-one necessity 35 00:01:41,302 --> 00:01:44,272 for doing number two outdoors. 36 00:01:44,272 --> 00:01:46,441 [ Laughter ] 37 00:01:46,441 --> 00:01:50,979 Let me introduce you to the Krapp Strapp. 38 00:01:52,313 --> 00:01:55,183 [ Laughter ] 39 00:01:55,183 --> 00:01:58,453 ♪♪ 40 00:01:58,453 --> 00:01:59,520 Cuban: That's great! 41 00:01:59,520 --> 00:02:03,391 It allows everybody a comfortable -- 42 00:02:03,391 --> 00:02:06,327 doing the deuce outdoors. 43 00:02:06,327 --> 00:02:08,463 Wait a minute, now. 44 00:02:08,463 --> 00:02:09,564 Wow. Cuban: "Doing the deuce outdoors." 45 00:02:09,564 --> 00:02:11,332 Don't be laughing. 46 00:02:11,332 --> 00:02:12,533 You can see how it works. 47 00:02:12,533 --> 00:02:15,336 You just simply attach it around your waist, 48 00:02:15,336 --> 00:02:17,438 attach it to a strong structure 49 00:02:17,438 --> 00:02:20,475 like a tree or even a fence post. 50 00:02:20,475 --> 00:02:23,478 You could use the bumper on a vehicle, even. 51 00:02:23,478 --> 00:02:25,413 John: There you go. And you simply lean back, 52 00:02:25,413 --> 00:02:27,615 squat down... And let it fly. 53 00:02:27,615 --> 00:02:30,451 ...and relieve yourself. 54 00:02:30,451 --> 00:02:31,753 Oh. 55 00:02:31,753 --> 00:02:33,554 Herjavec: Bob, I was worried we were going to see... Brilliant. 56 00:02:33,554 --> 00:02:35,490 ...everything there. 57 00:02:35,490 --> 00:02:38,326 I tried to get it on TV, but I couldn't get there. 58 00:02:38,326 --> 00:02:42,330 [ Laughter ] 59 00:02:42,330 --> 00:02:46,534 It will take and hold 400 pounds. 60 00:02:46,534 --> 00:02:50,438 It's got two pockets, each -- one on each side. 61 00:02:50,438 --> 00:02:54,075 Toilet paper, corncobs, leaves... 62 00:02:54,075 --> 00:02:54,675 Corncobs?! 63 00:02:54,675 --> 00:02:56,744 ...or any other thing you want to put in it. 64 00:02:56,744 --> 00:03:01,315 Now, how many of you, one-handed, 65 00:03:01,315 --> 00:03:03,451 can take a piece of toilet paper 66 00:03:03,451 --> 00:03:07,388 and make it into a nice wipeable piece of equipment... 67 00:03:07,388 --> 00:03:08,856 While you're hanging on to the tree? 68 00:03:08,856 --> 00:03:11,426 It's hard. ...while you're still hanging on the tree? 69 00:03:11,426 --> 00:03:13,494 Let's say you get through that. 70 00:03:13,494 --> 00:03:17,699 Well, you got to finish up the job one-handed. 71 00:03:17,699 --> 00:03:19,667 Mm. Well, let me just tell you. 72 00:03:19,667 --> 00:03:22,603 One-handed and you don't do enough 73 00:03:22,603 --> 00:03:24,572 and you leave a residual, 74 00:03:24,572 --> 00:03:27,275 it's going to itch when it dries. Oh! 75 00:03:27,275 --> 00:03:28,276 Right. 76 00:03:28,276 --> 00:03:29,877 [ Laughter ] 77 00:03:29,877 --> 00:03:33,514 Fact! Now, by God, the reason you're laughing 78 00:03:33,514 --> 00:03:35,349 is because you've been there. 79 00:03:35,349 --> 00:03:37,251 Oh, it's so true, right? It's so true, right? 80 00:03:37,251 --> 00:03:39,454 It is true! 81 00:03:39,454 --> 00:03:42,690 Now, Sharks, we've come a long way 82 00:03:42,690 --> 00:03:44,425 from Jacksonville, Texas. 83 00:03:44,425 --> 00:03:46,861 And, honestly, we came here today to make a deal. 84 00:03:46,861 --> 00:03:49,630 We'd like to be also -- Mark -- Mark, owns Texas. Get up here. 85 00:03:49,630 --> 00:03:51,699 Mark, go demonstrate. 86 00:03:51,699 --> 00:03:54,268 John: Yeah, Mark. Cuban: No one drops a deuce 87 00:03:54,268 --> 00:03:56,137 better than me. Yeah, baby. 88 00:03:56,137 --> 00:03:57,605 You're the man! 89 00:03:57,605 --> 00:03:59,340 Bob? Yes, sir? 90 00:03:59,340 --> 00:04:01,609 Why do you say it holds corn on the cob? 91 00:04:01,609 --> 00:04:06,514 'Cause anything you want to put in it to do the wiping job... 92 00:04:06,514 --> 00:04:08,749 People use corncobs. A corncob?! 93 00:04:08,749 --> 00:04:11,385 What?! Where are you from? Oh, my God! 94 00:04:11,385 --> 00:04:13,387 [ Laughs ] 95 00:04:13,387 --> 00:04:15,523 All right, Mark. Hey, wait a minute. 96 00:04:15,523 --> 00:04:16,791 Move it down on his crack. 97 00:04:16,791 --> 00:04:18,759 Down on your waist a little bit and pull your feet -- 98 00:04:18,759 --> 00:04:20,428 pull your feet forward. Come on. 99 00:04:20,428 --> 00:04:21,529 All the way, Mark. All the way. 100 00:04:21,529 --> 00:04:23,297 Herjavec: Oh, yeah! You go boy! Now, 101 00:04:23,297 --> 00:04:24,532 hands-free. Oh! 102 00:04:24,532 --> 00:04:26,634 Mark, go -- No, Mark, Mark! Oh, yeah! 103 00:04:26,634 --> 00:04:29,504 Like Lori would tell you, knees up, Squatty Potty level. 104 00:04:29,504 --> 00:04:31,439 I need the knees way up there, baby. That's right! 105 00:04:31,439 --> 00:04:33,374 Get Squatty Potty level. Like a dog. 106 00:04:33,374 --> 00:04:35,276 Like, knees way up there. Lower! 107 00:04:35,276 --> 00:04:38,279 Yeah, yeah! Oh! Eee! 108 00:04:38,279 --> 00:04:40,114 Eee! 109 00:04:40,114 --> 00:04:41,649 [ Laughter ] 110 00:04:41,649 --> 00:04:42,817 This is great. Well done. Greiner: Now, Mark, 111 00:04:42,817 --> 00:04:44,919 do you feel like you're seated? Stand up. 112 00:04:44,919 --> 00:04:46,587 Like, comfortable, seated? It's comfortable. 113 00:04:46,587 --> 00:04:49,357 It actually works. Yeah. It's comfortable. Yeah. 114 00:04:49,357 --> 00:04:50,558 That's cool. 115 00:04:50,558 --> 00:04:54,228 So I have to find out about you. 116 00:04:54,228 --> 00:04:55,630 I'm 81 years old. 117 00:04:55,630 --> 00:04:57,465 Okay. You're a young pup. Congratulations. 118 00:04:57,465 --> 00:04:59,367 I'm an old man. Dude, I got to watch. 119 00:04:59,367 --> 00:05:02,603 I can bend my knees, but then I can't get up. 120 00:05:02,603 --> 00:05:04,605 And is this your first invention? 121 00:05:04,605 --> 00:05:09,343 No, ma'am. Our company started with motion decoys. 122 00:05:09,343 --> 00:05:10,678 Herjavec: What's a motion decoy? 123 00:05:10,678 --> 00:05:14,348 When you put decoys out to go duck hunting, what do they do? 124 00:05:14,348 --> 00:05:16,551 They just pfft. They just sit there. 125 00:05:16,551 --> 00:05:17,852 Right? Right. 126 00:05:17,852 --> 00:05:21,556 Well, I put a motor in them so they'd move 127 00:05:21,556 --> 00:05:23,624 and the ducks would say, "Hey, dude. 128 00:05:23,624 --> 00:05:26,260 There's someone down there. Let's go." 129 00:05:26,260 --> 00:05:28,329 [ Laughter ] 130 00:05:28,329 --> 00:05:31,666 Anyway, I sold the company and whatever. 131 00:05:31,666 --> 00:05:33,701 And then about three or four -- Three. 132 00:05:33,701 --> 00:05:37,338 Four years back, got associated with Keith, 133 00:05:37,338 --> 00:05:40,408 whom I have known for 30 years, 134 00:05:40,408 --> 00:05:43,878 and we developed an outdoor business. 135 00:05:43,878 --> 00:05:46,280 Greiner: That's good. Okay, well, let's talk about sales. 136 00:05:46,280 --> 00:05:48,216 Has anybody bought the Krapp Strapp? 137 00:05:48,216 --> 00:05:49,317 Yes. How many? 138 00:05:49,317 --> 00:05:50,518 The Krapp Strapp went on the market 139 00:05:50,518 --> 00:05:53,421 in October of last year, okay? Yeah. 140 00:05:53,421 --> 00:05:56,490 With zero advertising dollars spent... 141 00:05:56,490 --> 00:05:57,758 Yep. ...last year, 142 00:05:57,758 --> 00:06:00,861 we sold approximately 4,000 units 143 00:06:00,861 --> 00:06:02,663 between October and January. What? Wow. 144 00:06:02,663 --> 00:06:04,799 O'Leary: How many dollars is that? Wow! Impressive! 145 00:06:04,799 --> 00:06:08,035 Every unit went through our e-commerce website. 146 00:06:08,035 --> 00:06:10,304 What do you charge for it? Greiner: How much do they cost? 147 00:06:10,304 --> 00:06:11,539 $49.95 each. 148 00:06:11,539 --> 00:06:13,174 What does it cost you to make it? That's a good price. 149 00:06:13,174 --> 00:06:14,408 $50?! Wow! 150 00:06:14,408 --> 00:06:16,344 200 grand worth of Krapp Strapps? 151 00:06:16,344 --> 00:06:17,411 In four months. 152 00:06:17,411 --> 00:06:19,146 What does it cost you to make? 153 00:06:19,146 --> 00:06:20,414 It costs $17. 154 00:06:20,414 --> 00:06:23,017 And it was no advertising whatsoever? 155 00:06:23,017 --> 00:06:26,354 No advertising. We spent zero dollars. So how do people know? 156 00:06:26,354 --> 00:06:28,556 Was it your existing customer? 157 00:06:28,556 --> 00:06:29,690 Oh, no. No, ma'am. 158 00:06:29,690 --> 00:06:32,260 How did they know? I'll tell you exactly. 159 00:06:32,260 --> 00:06:34,562 July the 1st, he put it online 160 00:06:34,562 --> 00:06:37,398 just -- just for grins. 161 00:06:37,398 --> 00:06:39,634 One social media post by me. 162 00:06:39,634 --> 00:06:41,836 That was on the 1st. That's a Friday. 163 00:06:41,836 --> 00:06:48,476 Tuesday, it had been seen by 1,000,200 people. 164 00:06:48,476 --> 00:06:50,478 And we had a list of... Wow! 165 00:06:50,478 --> 00:06:51,679 I could see that. ...wild and wooly stuff. 166 00:06:51,679 --> 00:06:54,448 John: So can I ask you, what do you need the money for? 167 00:06:54,448 --> 00:07:00,087 I want to be clear about our intentions for your $65,000. 168 00:07:00,087 --> 00:07:00,821 Okay? 169 00:07:00,821 --> 00:07:04,759 You know the people that have been really successful 170 00:07:04,759 --> 00:07:10,531 at marketing, e-commerce, social media, advertising. 171 00:07:10,531 --> 00:07:13,334 We have tried some of that. 172 00:07:13,334 --> 00:07:14,302 And failed. 173 00:07:14,302 --> 00:07:16,470 We waste money, okay, on that. 174 00:07:16,470 --> 00:07:17,705 We've tried. We do. 175 00:07:17,705 --> 00:07:19,573 Help us! We waste money on that. 176 00:07:19,573 --> 00:07:22,310 So we get it. So right now, what you're saying is, 177 00:07:22,310 --> 00:07:23,678 that you want to take the money 178 00:07:23,678 --> 00:07:27,481 and, I guess, the partnership to do the sales and marketing. 179 00:07:27,481 --> 00:07:29,450 That's exactly what we want. 180 00:07:29,450 --> 00:07:31,452 Let me have this. I want a partnership. 181 00:07:31,452 --> 00:07:34,188 Go ahead. I want a part-- 182 00:07:34,188 --> 00:07:36,190 I want to have some fun. 183 00:07:36,190 --> 00:07:37,792 [ Laughter ] 184 00:07:37,792 --> 00:07:41,329 You know, I think it's so inspiring to see you here, 185 00:07:41,329 --> 00:07:43,631 creating products and building a business. 186 00:07:43,631 --> 00:07:46,467 Bless you. And I think it's a great product, 187 00:07:46,467 --> 00:07:49,370 because sales don't lie. 188 00:07:49,370 --> 00:07:51,505 And you've got sales. Right. We do. 189 00:07:51,505 --> 00:07:53,441 But I will not 190 00:07:53,441 --> 00:07:56,410 be going on the Krapp Strapp journey with you. 191 00:07:56,410 --> 00:07:59,413 It's not for me. But I wish you all the best. 192 00:07:59,413 --> 00:08:02,149 I'm out, but there's four other Sharks. 193 00:08:02,149 --> 00:08:04,385 And one from Texas. 194 00:08:04,385 --> 00:08:05,553 Well, thank you. 195 00:08:05,553 --> 00:08:08,222 Keith and Bob, fantastic presentation. 196 00:08:08,222 --> 00:08:09,390 And right to the point -- 197 00:08:09,390 --> 00:08:11,726 I was a camp counselor as a teenager, 198 00:08:11,726 --> 00:08:14,195 and I've had my rear end bitten by mosquitoes 199 00:08:14,195 --> 00:08:14,829 while doing number two. 200 00:08:14,829 --> 00:08:18,466 And that's why I have a new motto for my life. 201 00:08:18,466 --> 00:08:20,368 Every night, I have to sleep somewhere 202 00:08:20,368 --> 00:08:22,236 where there's a mint on my pillow. 203 00:08:22,236 --> 00:08:23,637 That's how I work. 204 00:08:23,637 --> 00:08:26,640 I think this is a fantastic product. 205 00:08:26,640 --> 00:08:29,410 You think about products on "Shark Tank" for 15 years. 206 00:08:29,410 --> 00:08:31,545 No, there's never been a Krapp Strapp. 207 00:08:31,545 --> 00:08:33,180 Never. Ever. 208 00:08:33,180 --> 00:08:34,415 And it works. 209 00:08:34,415 --> 00:08:36,884 But, guys, I'm not your Shark. I'm out. 210 00:08:37,651 --> 00:08:39,653 We appreciate that, Mr. Kevin. 211 00:08:39,653 --> 00:08:42,556 Keith and Bob, I think that I'm actually interested. 212 00:08:42,556 --> 00:08:45,926 I'm one of -- I think I'm the only outdoors person here. 213 00:08:45,926 --> 00:08:49,597 But I'll be very honest. There's another Shark here. 214 00:08:49,597 --> 00:08:52,533 She would be interested because she happens to 215 00:08:52,533 --> 00:08:55,403 have been in this space in different categories -- 216 00:08:55,403 --> 00:08:56,670 Squatty Potty. 217 00:08:56,670 --> 00:08:58,606 I think you have some other products in this area. 218 00:08:58,606 --> 00:09:00,674 I'm asking if I can get another Shark in on here 219 00:09:00,674 --> 00:09:02,309 or if she's interested. Greiner: Yes. 220 00:09:02,309 --> 00:09:03,711 I will go in on it with you, Daymond. 221 00:09:03,711 --> 00:09:05,646 I'll clear the -- I'll clear the deck 222 00:09:05,646 --> 00:09:08,282 because I wanted to make sure you guys got an offer 223 00:09:08,282 --> 00:09:10,251 because you'd be fun to work with. 224 00:09:10,251 --> 00:09:12,353 But Daymond's the outdoors Shark, 225 00:09:12,353 --> 00:09:14,388 and he understands better than I do, 226 00:09:14,388 --> 00:09:15,556 so I'll go out. 227 00:09:15,556 --> 00:09:18,159 And if their deal is nasty, then I'll come back in. 228 00:09:18,159 --> 00:09:19,527 [ Laughter ] 229 00:09:19,527 --> 00:09:20,528 So what are you guys going to do? 230 00:09:20,528 --> 00:09:21,629 Lindsey: We have 31 -- 231 00:09:21,629 --> 00:09:23,431 Wait, they're getting ready. You got to stop selling. 232 00:09:23,431 --> 00:09:28,903 ♪♪ 233 00:09:31,472 --> 00:09:34,708 ♪♪ 234 00:09:34,708 --> 00:09:36,644 Narrator: Three Sharks are out. 235 00:09:36,644 --> 00:09:39,680 Daymond and Lori are interested in teaming up to make an offer 236 00:09:39,680 --> 00:09:45,519 for Keith and Robert's outdoor bathroom aid, Krapp Strapp. 237 00:09:45,519 --> 00:09:48,756 Okay, so Daymond and I discussed this. 238 00:09:48,756 --> 00:09:51,659 We realize you need a lot of help with a lot of things. 239 00:09:51,659 --> 00:09:53,527 Yes, we do. Thank you. 240 00:09:53,527 --> 00:09:54,662 But Daymond and I are going to go in on it, 241 00:09:54,662 --> 00:09:58,632 but we want to be more equal partners to you. 242 00:09:58,632 --> 00:10:02,436 You came in asking for $65,000 for 10%. 243 00:10:02,436 --> 00:10:09,176 We're going to ask for $65,000 for 35%. 244 00:10:11,245 --> 00:10:12,480 Cuban: Ooh! 245 00:10:12,480 --> 00:10:15,082 Ichiwawa! Caramba! 246 00:10:15,082 --> 00:10:16,550 It's not bad. 247 00:10:16,550 --> 00:10:17,685 John: There you go. There you go. 248 00:10:17,685 --> 00:10:19,787 So we will collectively own one-third. Hey! 249 00:10:19,787 --> 00:10:22,256 And I'm assuming -- Let's go 25% 250 00:10:22,256 --> 00:10:24,225 and be done with this. 251 00:10:26,727 --> 00:10:28,696 Give us a little bit of room. Yeah, let's do 25%. 252 00:10:28,696 --> 00:10:29,830 Come back this way a little bit. 253 00:10:29,830 --> 00:10:34,068 You want 33.3%? Daymond loves that number. 254 00:10:34,068 --> 00:10:37,605 ♪♪ 255 00:10:37,605 --> 00:10:39,607 Bob, we're there? We're done. 256 00:10:39,607 --> 00:10:41,542 We're done. Cuban: Congratulations, guys. 257 00:10:41,542 --> 00:10:43,410 Well done, well done! 258 00:10:43,410 --> 00:10:44,612 John: I love this thing! 259 00:10:44,612 --> 00:10:47,781 Now you two can say you help people do the deuce outdoors. 260 00:10:47,781 --> 00:10:49,617 Thank you. Cuban: Do the deuce outdoors. 261 00:10:49,617 --> 00:10:51,452 Help people do the deuce. Thank you, man. 262 00:10:51,452 --> 00:10:52,620 I love ya. Great. Thank you. 263 00:10:52,620 --> 00:10:54,388 I love you, too, man. Thanks, darling. 264 00:10:54,388 --> 00:10:56,824 All right. Thank you, brother. 265 00:10:56,824 --> 00:11:00,194 Now, you didn't take a crap while we were here talking, did you? 266 00:11:00,194 --> 00:11:02,429 Daymond! Ooh. 267 00:11:02,429 --> 00:11:05,132 How did you know? 268 00:11:05,132 --> 00:11:07,434 [ Laughter ] 269 00:11:07,434 --> 00:11:10,237 Bob, you're a star, buddy. You're a star. 270 00:11:10,237 --> 00:11:11,505 Thank, y'all. Thank you. 271 00:11:11,505 --> 00:11:13,541 We love ya. They're going to be so much fun. 272 00:11:13,541 --> 00:11:15,075 [ Laughing ] Oh, my God. 273 00:11:15,075 --> 00:11:16,510 Oh...my...God. 274 00:11:16,510 --> 00:11:19,213 Good job, Bob! You go, boy! 275 00:11:19,213 --> 00:11:20,481 Whoo! 276 00:11:20,481 --> 00:11:22,316 We'll all make some money. 277 00:11:22,316 --> 00:11:23,417 It's fun! 278 00:11:23,417 --> 00:11:25,486 They enjoyed it. I loved it. 279 00:11:25,486 --> 00:11:26,921 That's just us. 280 00:11:26,921 --> 00:11:30,558 Narrator: In season 14, we watched Whitney and Chaz Gates 281 00:11:30,558 --> 00:11:31,759 make a deal with Mark Cuban 282 00:11:31,759 --> 00:11:33,928 for their wine-based cocktail company, WONDRY. 283 00:11:33,928 --> 00:11:36,564 Mark, you got a deal. Welcome to WONDRY. Welcome to our wino family! 284 00:11:36,564 --> 00:11:38,766 Let's see what they're up to now. 285 00:11:38,766 --> 00:11:41,769 Whitney: Before "Shark Tank," we were just a local Texas business. 286 00:11:41,769 --> 00:11:45,072 But after, we became a nationally-recognized brand 287 00:11:45,072 --> 00:11:46,140 overnight. 288 00:11:46,140 --> 00:11:46,807 Within 24 hours, 289 00:11:46,807 --> 00:11:49,777 we had sold out of every single product. 290 00:11:49,777 --> 00:11:51,478 Chaz: After signing the deal with Mark, 291 00:11:51,478 --> 00:11:52,746 he got to work immediately. 292 00:11:52,746 --> 00:11:54,682 He connected us with Southern Glazer's, 293 00:11:54,682 --> 00:11:56,750 the world's preeminent alcohol distributor. 294 00:11:56,750 --> 00:11:59,620 Within two weeks, we signed a 10-year partnership 295 00:11:59,620 --> 00:12:03,290 that gives us access to restaurants, retailers, 296 00:12:03,290 --> 00:12:05,326 airlines across the nation. 297 00:12:05,326 --> 00:12:06,393 When we pitched the Sharks, 298 00:12:06,393 --> 00:12:08,495 we were in just 50 retail accounts. 299 00:12:08,495 --> 00:12:11,665 Today, we're in nearly 400 retail stores. 300 00:12:11,665 --> 00:12:14,468 We're in Sam's Club, Costco, Target. 301 00:12:14,468 --> 00:12:16,637 We started in a 1,400-square-foot facility. 302 00:12:16,637 --> 00:12:19,406 Now we're in a 10,000-square-foot facility. 303 00:12:19,406 --> 00:12:20,674 When we went into the Tank, 304 00:12:20,674 --> 00:12:22,776 we had just been in business 11 months 305 00:12:22,776 --> 00:12:26,213 and done roughly $250,000 in revenue. 306 00:12:26,213 --> 00:12:27,514 It's been less than a year, 307 00:12:27,514 --> 00:12:32,419 and WONDRY has gone on to make $1.1 million in sales. 308 00:12:32,419 --> 00:12:34,722 They had a vision, and they went for it. 309 00:12:34,722 --> 00:12:36,957 Chaz and Whitney eat, sleep, and breathe this business. 310 00:12:36,957 --> 00:12:40,794 They took everything they had -- $100,000 -- and went all in. 311 00:12:40,794 --> 00:12:43,497 Introducing our newest innovation, 312 00:12:43,497 --> 00:12:46,267 Creamy Chocolate Martini. 313 00:12:46,267 --> 00:12:47,635 [ Cheers and applause ] 314 00:12:47,635 --> 00:12:50,337 Cuban: You know, when you're a Black winemaker, 315 00:12:50,337 --> 00:12:51,572 you're a rarity. 316 00:12:51,572 --> 00:12:54,742 And as a rarity, their community looks up to them, 317 00:12:54,742 --> 00:12:57,478 and you compound that with them being successful 318 00:12:57,478 --> 00:12:58,712 and growing so quickly, 319 00:12:58,712 --> 00:13:01,281 they are going to be encouraging entrepreneurs 320 00:13:01,281 --> 00:13:02,549 across the country. 321 00:13:02,549 --> 00:13:04,752 To WONDRY Wines. Let's go! 322 00:13:04,752 --> 00:13:07,488 Chaz: We know that there's not a lot of people 323 00:13:07,488 --> 00:13:09,523 who've gotten into this business who looks like us. 324 00:13:09,523 --> 00:13:11,725 You know, we have two boys now who look up to us. 325 00:13:11,725 --> 00:13:13,694 We also know that there's a lot of children out there 326 00:13:13,694 --> 00:13:15,696 and people in the community who look up to us. 327 00:13:15,696 --> 00:13:18,666 And they see that we're literally breaking curses 328 00:13:18,666 --> 00:13:20,501 from the past that could have held us back. 329 00:13:20,501 --> 00:13:21,568 But we persevered. 330 00:13:21,568 --> 00:13:24,605 And if we walk away with one message today, 331 00:13:24,605 --> 00:13:27,441 it's to young people out there to know that 332 00:13:27,441 --> 00:13:30,444 they can do it, too, and they can also create 333 00:13:30,444 --> 00:13:32,680 generational wealth for their families. 334 00:13:32,680 --> 00:13:34,715 We are living proof that you can break barriers 335 00:13:34,715 --> 00:13:38,385 while chasing your dreams, one glass at a time. 336 00:13:38,385 --> 00:13:42,089 ♪♪ 337 00:13:45,426 --> 00:13:48,829 ♪♪ 338 00:13:48,829 --> 00:13:53,233 Narrator: Next up is a big idea for those who think small. 339 00:13:53,233 --> 00:14:01,341 ♪♪ 340 00:14:01,341 --> 00:14:04,511 Hello, Sharks! My name is Jared Waters. 341 00:14:04,511 --> 00:14:06,347 I'm from Portland, Oregon. 342 00:14:06,347 --> 00:14:08,582 And I am seeking $100,000 343 00:14:08,582 --> 00:14:11,618 in exchange for 20% equity in my company. 344 00:14:11,618 --> 00:14:16,223 Sharks, the world has been through a lot of big changes 345 00:14:16,223 --> 00:14:17,558 these past few years -- 346 00:14:17,558 --> 00:14:20,694 a big pandemic, a big recession. 347 00:14:20,694 --> 00:14:26,133 In fact, all of our problems have gotten too dang big! 348 00:14:26,133 --> 00:14:27,534 We need more... 349 00:14:27,534 --> 00:14:29,436 cute in the world. 350 00:14:29,436 --> 00:14:32,272 It's time to think small. 351 00:14:34,141 --> 00:14:35,843 Smaller. 352 00:14:37,044 --> 00:14:38,278 Smaller? 353 00:14:40,314 --> 00:14:42,015 Smaller. 354 00:14:43,283 --> 00:14:45,285 That's what I'm talking about. 355 00:14:47,221 --> 00:14:49,690 Introducing Mini Materials, 356 00:14:49,690 --> 00:14:53,393 authentic, high-quality, modern miniature building supplies 357 00:14:53,393 --> 00:14:55,496 for dollhouse construction, dioramas, 358 00:14:55,496 --> 00:14:57,464 and to-scale re-creations. 359 00:14:57,464 --> 00:15:01,034 We deliver joy by the pallet-load. 360 00:15:01,602 --> 00:15:04,471 We use innovative techniques to bring high-quality products 361 00:15:04,471 --> 00:15:05,672 that are made in the USA, 362 00:15:05,672 --> 00:15:09,209 and they are as real as they are adorable. 363 00:15:09,209 --> 00:15:10,477 Aw! 364 00:15:10,477 --> 00:15:13,680 Real concrete, real wood, even real metal. 365 00:15:13,680 --> 00:15:17,417 Traditional dollhouse companies do Victorian molding. 366 00:15:17,417 --> 00:15:18,786 We do breeze blocks. 367 00:15:18,786 --> 00:15:22,423 They do picket fences. We do Jersey barriers. 368 00:15:22,423 --> 00:15:24,358 They do doilies and frills. 369 00:15:24,358 --> 00:15:26,226 We do moving dollies and pallet jacks. 370 00:15:26,226 --> 00:15:26,860 That's pretty good. 371 00:15:26,860 --> 00:15:29,663 We are not your grandmother's dollhouse company. 372 00:15:29,663 --> 00:15:32,499 We cater to a new generation of creatives 373 00:15:32,499 --> 00:15:35,369 who make art with fingerboards 374 00:15:35,369 --> 00:15:38,539 and action figures and RC crawlers. 375 00:15:38,539 --> 00:15:41,842 If your hobby is small, then we are the perfect fit. 376 00:15:41,842 --> 00:15:46,613 Now, Sharks, we don't like to make guarantees about gains, 377 00:15:46,613 --> 00:15:50,184 but after one day with many materials, 378 00:15:50,184 --> 00:15:51,518 you will be able to lift 379 00:15:51,518 --> 00:15:54,354 an entire pallet of cinder blocks 380 00:15:54,354 --> 00:15:57,524 over your head with one hand. 381 00:15:57,524 --> 00:16:00,394 So, Sharks, who wants to... 382 00:16:00,394 --> 00:16:03,397 demolish a stagnant industry 383 00:16:03,397 --> 00:16:05,699 and make a big deal with Mini Materials? 384 00:16:05,699 --> 00:16:07,568 That's great. Good job. Good job. Greiner: Good job. 385 00:16:07,568 --> 00:16:10,337 Thank you. Bravo! John: That was great. 386 00:16:10,337 --> 00:16:13,407 Why? Why does anybody need any of this? 387 00:16:13,407 --> 00:16:14,441 It's a toy. 388 00:16:14,441 --> 00:16:15,442 What are you talking about? 389 00:16:15,442 --> 00:16:16,543 Because people need joy. 390 00:16:16,543 --> 00:16:18,378 And everybody has some samples in front of them 391 00:16:18,378 --> 00:16:19,580 if you guys want to start playing. So cute! 392 00:16:19,580 --> 00:16:21,415 I'm here to answer questions when you're done playing with 393 00:16:21,415 --> 00:16:22,883 the sample. Oh, that's so crazy. [ Grunting ] 394 00:16:22,883 --> 00:16:26,720 Honestly, from someone who has had to wrap a lot of pallets, 395 00:16:26,720 --> 00:16:28,622 this is adorable. Yeah. Thank you. 396 00:16:28,622 --> 00:16:30,691 When you said, "This is real"... 397 00:16:30,691 --> 00:16:32,693 Real concrete. Yeah. This is real. Yes. 398 00:16:32,693 --> 00:16:35,128 It's actually mortar? It's actually mortar. Yeah. 399 00:16:35,128 --> 00:16:36,530 Greiner: So cute! 400 00:16:36,530 --> 00:16:37,865 Oh, look, even a little buzz saw. 401 00:16:37,865 --> 00:16:40,167 O'Leary: 15 years, never seen anything like this. 402 00:16:40,167 --> 00:16:42,436 Super cute. 403 00:16:42,436 --> 00:16:44,505 How does it translate into sales? 404 00:16:44,505 --> 00:16:47,941 Give us an idea of when you started this and what occurred. 405 00:16:47,941 --> 00:16:51,645 I actually bought the business one year and one month ago. 406 00:16:51,645 --> 00:16:52,779 Oh. Daymond: Okay. Herjavec: Oh. 407 00:16:52,779 --> 00:16:55,582 So the business has a lot to do with Reddit. 408 00:16:55,582 --> 00:16:57,584 With the online forum Reddit? Yeah. 409 00:16:57,584 --> 00:17:00,387 One of the original cofounders was looking on Reddit, 410 00:17:00,387 --> 00:17:02,656 and somebody had handmade a concrete block, 411 00:17:02,656 --> 00:17:04,625 and they were like, "That is awesome." 412 00:17:04,625 --> 00:17:05,826 And so, he started making them. 413 00:17:05,826 --> 00:17:08,595 And then he put it on Reddit, as well, saying, 414 00:17:08,595 --> 00:17:11,531 "Look, I have this whole pallet with cinder blocks." 415 00:17:11,531 --> 00:17:13,567 And people were like, "I love that," 416 00:17:13,567 --> 00:17:14,735 went to the front page of Reddit, 417 00:17:14,735 --> 00:17:16,537 went to the front page of Reddit again. 418 00:17:16,537 --> 00:17:17,871 Dang. So lo and behold, 419 00:17:17,871 --> 00:17:21,174 pretty soon they had a very healthy side business. 420 00:17:21,174 --> 00:17:22,676 I came across this post, 421 00:17:22,676 --> 00:17:24,611 "Hey, I have a business, and I'm looking to sell it." 422 00:17:24,611 --> 00:17:26,480 So I reached out via Reddit 423 00:17:26,480 --> 00:17:28,615 and ended up purchasing the company from them. 424 00:17:28,615 --> 00:17:30,851 What did you buy the business for? $200,000. 425 00:17:30,851 --> 00:17:33,420 And where did you get the money for that, Jared? 426 00:17:33,420 --> 00:17:35,789 So I took a HELOC against my house. 427 00:17:35,789 --> 00:17:37,391 So... Wow. You really believe. 428 00:17:37,391 --> 00:17:38,659 Cuban: You went all in. I did. 429 00:17:38,659 --> 00:17:41,695 I have been always wanting to start a business. 430 00:17:41,695 --> 00:17:44,498 What attracted me to this is it's making things. 431 00:17:44,498 --> 00:17:46,433 And what are your margins on this? 432 00:17:46,433 --> 00:17:48,302 So on an individual product basis, 433 00:17:48,302 --> 00:17:51,571 they go from 50% to like 93%, 434 00:17:51,571 --> 00:17:53,674 with a blended rate of about 75%. 435 00:17:53,674 --> 00:17:55,642 Well, that's not bad at all. What are your sales? 436 00:17:55,642 --> 00:17:59,546 So in the last year, I've done $200,000 in sales. 437 00:17:59,546 --> 00:18:01,615 Good for you. Greiner: Good for you. Oh, pretty good. 438 00:18:01,615 --> 00:18:03,350 And you own it 100% yourself? Waters: I own it 100%. 439 00:18:03,350 --> 00:18:05,419 And you're making them? I make them, yeah. 440 00:18:05,419 --> 00:18:07,454 How much does this sell for? 441 00:18:07,454 --> 00:18:09,790 That one, without the logo printed on it, is $20. 442 00:18:09,790 --> 00:18:12,192 And what does it cost you to make this? 443 00:18:12,192 --> 00:18:13,460 $4. 444 00:18:13,460 --> 00:18:14,595 John: That's pretty pricey. 445 00:18:14,595 --> 00:18:16,730 So this is really for enthusiasts or hobbyists 446 00:18:16,730 --> 00:18:18,699 that are probably a little more mature. 447 00:18:18,699 --> 00:18:20,400 Is this for children, really? 448 00:18:20,400 --> 00:18:21,935 Like, I'm trying to get the age. 449 00:18:21,935 --> 00:18:25,339 Like 8 to 12 is what my packaging guidelines recommend. 450 00:18:25,339 --> 00:18:26,740 What's the average? 451 00:18:26,740 --> 00:18:28,709 I don't know if I have a hard number on that 452 00:18:28,709 --> 00:18:31,078 that I would be 100% confident in saying. 453 00:18:31,078 --> 00:18:32,245 I do know -- 454 00:18:32,245 --> 00:18:33,246 Generally? 455 00:18:33,246 --> 00:18:34,748 So generally, I -- 456 00:18:34,748 --> 00:18:36,750 Well, what do you see -- Let's talk social media, 457 00:18:36,750 --> 00:18:38,585 because that will reflect -- Well, he still didn't answer my question. 458 00:18:38,585 --> 00:18:39,820 Well, because he doesn't know his demographic. 459 00:18:39,820 --> 00:18:41,455 Greiner: Maybe he doesn't know. Yeah. I mean, I would say -- 460 00:18:41,455 --> 00:18:43,957 Well, for, then, that reason, I'm out. 461 00:18:44,658 --> 00:18:46,393 Daymond! What do you want me to tell you? 462 00:18:46,393 --> 00:18:47,494 So what do you do with social media? 463 00:18:47,494 --> 00:18:48,695 You know, I could see this, like, doing a lot 464 00:18:48,695 --> 00:18:50,764 of stop-action animation. Yeah. Stop animation. 465 00:18:50,764 --> 00:18:52,899 People do stop animation with things, for sure. Yeah. 466 00:18:52,899 --> 00:18:55,435 But are you doing any of that to increase sales? 467 00:18:55,435 --> 00:18:57,604 I am, but one of the reasons I'm here right now 468 00:18:57,604 --> 00:19:00,507 is marketing is my biggest weakness as a company. 469 00:19:00,507 --> 00:19:02,309 I'm not horrible at it. 470 00:19:02,309 --> 00:19:03,577 Tell us about your background. 471 00:19:03,577 --> 00:19:05,545 I'm doing this full-time right now. 472 00:19:05,545 --> 00:19:09,416 I grew up in rural Idaho, went to a two-room schoolhouse. 473 00:19:09,416 --> 00:19:12,686 And then after I graduated, I moved to Portland. 474 00:19:12,686 --> 00:19:16,757 I blinked and got my first real, professional job, 475 00:19:16,757 --> 00:19:19,693 blinked and then was married, blinked and had kids, 476 00:19:19,693 --> 00:19:22,596 blinked and had a house, and life just was flying by. 477 00:19:22,596 --> 00:19:25,699 And this, like, desire to start a business was always there. 478 00:19:25,699 --> 00:19:29,669 But starting a business and not having sales 479 00:19:29,669 --> 00:19:31,605 just seemed slightly irresponsible 480 00:19:31,605 --> 00:19:34,474 for having kids and having a mortgage. 481 00:19:34,474 --> 00:19:36,643 I love how you said that. You know, "I blinked, 482 00:19:36,643 --> 00:19:38,645 and 15 years later"... Blinked, yeah, for real. Yeah. 483 00:19:38,645 --> 00:19:40,614 Truer words have never been spoken. ..."here we are on 'Shark Tank.'" 484 00:19:40,614 --> 00:19:42,716 Yep. Yeah, life just goes by. And blink, you have a business. 485 00:19:42,716 --> 00:19:45,652 Are you making money on the $200,000? 486 00:19:45,652 --> 00:19:47,387 I am making money. Yes. 487 00:19:47,387 --> 00:19:48,689 Are you paying yourself? How much? 488 00:19:48,689 --> 00:19:50,590 I am paying myself -- So, so far 489 00:19:50,590 --> 00:19:51,858 in that last year and a month, I have pulled out 490 00:19:51,858 --> 00:19:53,927 about $55,000 out of the business. Good for you. 491 00:19:53,927 --> 00:19:56,463 Good for you. You know, it's really interesting. 492 00:19:56,463 --> 00:19:58,665 I can see a forever, perpetual demand for it 493 00:19:58,665 --> 00:20:00,834 from a very small segment of the market. 494 00:20:00,834 --> 00:20:03,603 Everything about it is small, literally. 495 00:20:03,603 --> 00:20:05,972 Yeah. And that makes it a difficult investment for me 496 00:20:05,972 --> 00:20:08,575 because, I mean, I don't know how you blow this thing up. 497 00:20:08,575 --> 00:20:11,611 It's just too small for me, Jared. I'm out. 498 00:20:11,611 --> 00:20:13,480 I'm sorry to hear that. 499 00:20:13,480 --> 00:20:15,415 I do think there is a lot of good upside. 500 00:20:15,415 --> 00:20:17,417 I think it's cute as can be. 501 00:20:17,417 --> 00:20:18,819 It's not a business for me, 502 00:20:18,819 --> 00:20:21,555 but I think it's a great business for you. 503 00:20:21,555 --> 00:20:24,491 And I wish you good luck, but I'm out. 504 00:20:24,491 --> 00:20:25,692 Thank you. 505 00:20:25,692 --> 00:20:28,695 Jared, I blinked, and I've been here for 15 years. 506 00:20:28,695 --> 00:20:31,731 What I've learned is, if you have a good business, 507 00:20:31,731 --> 00:20:33,800 you can get it to $2 to $3 million 508 00:20:33,800 --> 00:20:37,270 by sheer willpower of your execution. 509 00:20:37,270 --> 00:20:39,506 You can make a fantastic living. 510 00:20:39,506 --> 00:20:42,509 But as an investor, I need to see more scale. 511 00:20:42,509 --> 00:20:43,777 I don't see it beyond that. 512 00:20:43,777 --> 00:20:46,246 So I'm going to be out just for that. 513 00:20:46,246 --> 00:20:47,547 Wish you all the best. 514 00:20:47,547 --> 00:20:51,685 So I think there is upwards of -- room for it to happen. 515 00:20:51,685 --> 00:20:53,620 Cuban: Look, Jared, Jared, Jared, 516 00:20:53,620 --> 00:20:56,690 entrepreneurs are willing to take the pain of working, 517 00:20:56,690 --> 00:21:00,527 working to avoid the pain of looking back 518 00:21:00,527 --> 00:21:03,563 when you're 70, 80, 90 years old and never had tried. 519 00:21:03,563 --> 00:21:06,600 Yes. And so, you get a ton of credit for going for it. 520 00:21:06,600 --> 00:21:08,635 I think this business can be successful, 521 00:21:08,635 --> 00:21:12,639 but because it's so new and inventing a new industry, 522 00:21:12,639 --> 00:21:15,642 in a lot of respects, it can take decades, right? 523 00:21:15,642 --> 00:21:17,577 And I know that you don't want to hear that sound of it. 524 00:21:17,577 --> 00:21:18,845 That's a lot of pain. 525 00:21:18,845 --> 00:21:22,249 But I just -- I'm not ready to go along for that long a ride. 526 00:21:22,249 --> 00:21:24,151 So for those reasons, I'm out. 527 00:21:25,519 --> 00:21:26,887 Everybody loves the product. 528 00:21:26,887 --> 00:21:28,855 Yeah. It's great. You just got to grind it out, Jared. 529 00:21:28,855 --> 00:21:31,658 John: Yeah, it is very cool. Jared, you really have something here, 530 00:21:31,658 --> 00:21:33,593 and it'll never happen fast enough, 531 00:21:33,593 --> 00:21:35,395 but when you blink again, 532 00:21:35,395 --> 00:21:37,430 it could be a $2, $3, $4 million business 533 00:21:37,430 --> 00:21:38,899 with $1 million in your pocket. 534 00:21:38,899 --> 00:21:40,467 Yeah. All right, man. Good luck, Jared. 535 00:21:40,467 --> 00:21:42,869 Good luck. Thank you, guys. 536 00:21:43,503 --> 00:21:45,438 I am disappointed, for sure. 537 00:21:45,438 --> 00:21:47,274 There's no way to not be. 538 00:21:47,274 --> 00:21:49,409 But I know that I will succeed 539 00:21:49,409 --> 00:21:53,213 and end up with mini world domination. 540 00:21:53,213 --> 00:21:57,617 ♪♪ 541 00:21:57,617 --> 00:22:01,154 You can toilet train your cat with CitiKitty. 542 00:22:01,154 --> 00:22:03,323 [ Laughter ] 543 00:22:03,323 --> 00:22:05,292 Take a look here. 544 00:22:05,292 --> 00:22:06,459 [ Cat urinating ] 545 00:22:06,459 --> 00:22:09,129 [ Laughter ] 546 00:22:10,597 --> 00:22:13,700 I mean, just think about a cat sitting on a toilet seat, 547 00:22:13,700 --> 00:22:16,169 having a coffee, smoking a cigarette, 548 00:22:16,169 --> 00:22:17,337 waiting to take a dump. 549 00:22:17,337 --> 00:22:18,572 That's what I was thinking on that deal. 550 00:22:18,572 --> 00:22:20,574 This is so crazy. Rescate: Just remember -- 551 00:22:20,574 --> 00:22:23,143 Okay, if you don't have cats, you don't understand. 552 00:22:24,110 --> 00:22:24,945 [ Cat meows ] 553 00:22:28,815 --> 00:22:32,452 Narrator: Next up is a solution to an annoying problem 554 00:22:32,452 --> 00:22:34,454 for guitar players. 555 00:22:34,454 --> 00:22:39,492 ♪♪ 556 00:22:39,492 --> 00:22:44,531 ♪♪ 557 00:22:44,531 --> 00:22:46,466 Hey, Sharks. I'm Nicholas George. 558 00:22:46,466 --> 00:22:47,601 And I'm Kevin Mac. 559 00:22:47,601 --> 00:22:50,337 We're here seeking $75,000 560 00:22:50,337 --> 00:22:53,406 for 10% equity in our business TIK PIK, 561 00:22:53,406 --> 00:22:54,674 the pick that sticks. 562 00:22:54,674 --> 00:22:56,643 Now, before we get down to business, I'm sure 563 00:22:56,643 --> 00:22:58,812 you're asking yourselves, "What exactly is a TIK PIK?" 564 00:22:58,812 --> 00:23:01,715 So, Kevin, I was thinking maybe you could sing them a little song. 565 00:23:01,715 --> 00:23:04,851 ♪ Well, hey there, Sharks, I like playing guitar ♪ 566 00:23:04,851 --> 00:23:07,721 ♪ But I'm always losing picks in them honky-tonk bars ♪ 567 00:23:07,721 --> 00:23:09,889 ♪ Don't worry, y'all, I got the fix ♪ 568 00:23:09,889 --> 00:23:11,958 ♪ All you really need is a pack of TIK PIKs ♪ 569 00:23:11,958 --> 00:23:14,761 ♪ See, before TIK PIKs, I put picks in my mouth ♪ 570 00:23:14,761 --> 00:23:16,897 ♪ I'd drop them on the floor, I'd lose them in the couch ♪ 571 00:23:16,897 --> 00:23:19,666 ♪ No one ever made a pick Kevin Mac couldn't lose ♪ 572 00:23:19,666 --> 00:23:21,701 ♪ But with TIK PIK, that's hard to do ♪ 573 00:23:21,701 --> 00:23:23,903 ♪ See, TIK PIK has a real good grip ♪ 574 00:23:23,903 --> 00:23:26,706 ♪ And it feels mighty fine on your fingertips ♪ 575 00:23:26,706 --> 00:23:28,541 ♪ Just put them on your guitar ♪ 576 00:23:28,541 --> 00:23:30,410 ♪ And they'll stay till you want to pick them up ♪ 577 00:23:30,410 --> 00:23:31,478 ♪ And you're ready to play ♪ 578 00:23:31,478 --> 00:23:33,580 Both: ♪ With TIK PIK, TIK PIK ♪ 579 00:23:33,580 --> 00:23:36,283 ♪ The only pick that sticks ♪ 580 00:23:36,283 --> 00:23:38,451 ♪ TIK PIK, TIK PIK ♪ 581 00:23:38,451 --> 00:23:41,488 ♪ For $29.95, that'll get you six ♪ 582 00:23:41,488 --> 00:23:43,323 Yeah! Good job. 583 00:23:43,323 --> 00:23:44,691 Yeehaw! Greiner: Good job. 584 00:23:44,691 --> 00:23:46,459 Nice! George: Thank you, guys. Thank you. 585 00:23:46,459 --> 00:23:48,528 Sharks, we have some samples out in front of you. 586 00:23:48,528 --> 00:23:51,398 You guys can all put them on the guitar, see how they stick. 587 00:23:51,398 --> 00:23:52,766 Kevin, play something for us. 588 00:23:52,766 --> 00:23:54,801 Well, Kevin, if you want, I got that electric sitting up there 589 00:23:54,801 --> 00:23:56,703 if you want to plug that in and play. John: This is actually the only thing 590 00:23:56,703 --> 00:23:58,605 that Kevin is decent at. Let's do the electric. 591 00:23:58,605 --> 00:23:59,806 Let's do the electric? Okay. Let's do it. Yeah. Yeah. 592 00:23:59,806 --> 00:24:02,275 Let's do it, Kev. Give me some -- There you go. 593 00:24:02,275 --> 00:24:03,576 Let's do blues in E. 594 00:24:03,576 --> 00:24:07,514 [ Guitars playing ] 595 00:24:07,514 --> 00:24:11,151 Oh, come on, man! Give me something. 596 00:24:11,151 --> 00:24:13,186 [ Playing continues ] 597 00:24:13,186 --> 00:24:14,354 Whoo! 598 00:24:14,354 --> 00:24:17,957 Ah-haw! Yeah! 599 00:24:19,125 --> 00:24:20,493 Get it, Kev! 600 00:24:20,493 --> 00:24:22,228 Go, Kevin! 601 00:24:22,228 --> 00:24:23,363 Come on, Kevin. 602 00:24:23,363 --> 00:24:25,432 [ Playing continues ] 603 00:24:25,432 --> 00:24:28,001 Yeah, Kev! Oh! 604 00:24:28,001 --> 00:24:29,269 Whoo! 605 00:24:29,269 --> 00:24:31,037 ♪♪ 606 00:24:31,037 --> 00:24:33,740 [ All cheer ] Kevin: Thank you, thank you. Thank you very much. 607 00:24:33,740 --> 00:24:36,276 There you go, Kev! George: Excellent. 608 00:24:36,276 --> 00:24:38,278 My man! Yes! 609 00:24:38,278 --> 00:24:39,713 Oh, man. Greiner: Great job, Kevin! 610 00:24:39,713 --> 00:24:42,282 Yeah, good job. So Kevin was playing with one of our guitar picks. 611 00:24:42,282 --> 00:24:43,450 What do you think, Kevin? 612 00:24:43,450 --> 00:24:47,721 So how do players feel about the -- the raised pod 613 00:24:47,721 --> 00:24:50,623 of -- of silicone or whatever that is? Yeah. 614 00:24:50,623 --> 00:24:53,426 First off, I've been a guitar player for 25 years. 615 00:24:53,426 --> 00:24:55,895 I make a good living being a professional musician. 616 00:24:55,895 --> 00:24:58,898 I had a guy who brought me this pick, one of our partners, 617 00:24:58,898 --> 00:25:02,302 and he was telling me about this pick with a grip on it. 618 00:25:02,302 --> 00:25:03,503 I didn't care. 619 00:25:03,503 --> 00:25:05,805 When he handed it to me, I lost my mind 620 00:25:05,805 --> 00:25:09,542 because, the thing is, picks that are in the industry now, 621 00:25:09,542 --> 00:25:11,244 they don't have a grip. 622 00:25:11,244 --> 00:25:11,845 People are dropping picks. 623 00:25:11,845 --> 00:25:15,448 If a pick company tries to put a grip on a pick, 624 00:25:15,448 --> 00:25:17,884 it's not comfortable, so that's what I liked about it. 625 00:25:17,884 --> 00:25:21,554 Then he stuck it to my guitar, and I about passed out. 626 00:25:21,554 --> 00:25:24,324 I told him, I said, "You've missed it. 627 00:25:24,324 --> 00:25:25,759 The grip is great. 628 00:25:25,759 --> 00:25:27,660 Sticking to my guitar with no adhesive 629 00:25:27,660 --> 00:25:29,696 or residue or stickiness," I said, "that's the home run." 630 00:25:29,696 --> 00:25:32,665 That's key. There's no residue? None. 631 00:25:32,665 --> 00:25:35,168 What about the sweat? Does it take away the stick factor? 632 00:25:35,168 --> 00:25:35,802 No, it does not. No. 633 00:25:35,802 --> 00:25:37,804 You can drop it in the dirt and pick it up -- 634 00:25:37,804 --> 00:25:40,573 it'll get dirty -- and rinse it in water, 635 00:25:40,573 --> 00:25:42,609 and it's brand-new. 636 00:25:42,609 --> 00:25:45,378 What's your background? I got a crazy story, man. 637 00:25:45,378 --> 00:25:46,746 I used to work back in Virginia Beach 638 00:25:46,746 --> 00:25:48,715 with a lot of hip-hop artists who were from Virginia Beach, 639 00:25:48,715 --> 00:25:51,584 who helped me get into the studio and learn the studio, 640 00:25:51,584 --> 00:25:53,586 which I played a hip country music at a -- 641 00:25:53,586 --> 00:25:55,655 Would that be Timbaland and those guys? Yeah. 642 00:25:55,655 --> 00:25:58,691 So Timbaland and Missy Elliott and Teddy Riley. 643 00:25:58,691 --> 00:26:01,494 Then I played shows with them. Met a guy, a big producer. 644 00:26:01,494 --> 00:26:03,596 He was like, "Kevin Mac, you're dope. 645 00:26:03,596 --> 00:26:06,766 You're great. Move to Nashville. Here's a publishing deal." 646 00:26:06,766 --> 00:26:08,668 My wife moved back in with her parents. 647 00:26:08,668 --> 00:26:10,403 I got in a truck, moved to Nashville, 648 00:26:10,403 --> 00:26:12,739 slept on a couch for two years. 649 00:26:12,739 --> 00:26:14,741 And my wife believed in me for it. 650 00:26:14,741 --> 00:26:17,343 Man, I said I wasn't gonna cry on the show. 651 00:26:17,343 --> 00:26:18,445 Greiner: Aw! 652 00:26:18,445 --> 00:26:19,712 She's gonna kill me. 653 00:26:19,712 --> 00:26:23,383 But she -- she believes in me so much. 654 00:26:23,383 --> 00:26:24,717 And she -- I said, 655 00:26:24,717 --> 00:26:27,520 "Give me two years. Let me give it a swing. 656 00:26:27,520 --> 00:26:29,656 I don't want to be 70 years old going, 'What if?'" 657 00:26:29,656 --> 00:26:30,924 Right? And I said, "But if it works out, 658 00:26:30,924 --> 00:26:32,859 you come to Nashville," and we've been there for eight years. 659 00:26:32,859 --> 00:26:34,661 And we got a 3-year-old little boy out there. 660 00:26:34,661 --> 00:26:36,596 Good for you. And through the community 661 00:26:36,596 --> 00:26:40,233 I built there, record producer who's done so much for me, 662 00:26:40,233 --> 00:26:41,534 his name is Keith Stegall, 663 00:26:41,534 --> 00:26:42,702 and that's how I met Nick. 664 00:26:42,702 --> 00:26:44,404 You can tell them. So I was born and raised 665 00:26:44,404 --> 00:26:45,505 in the Cayman Islands. 666 00:26:45,505 --> 00:26:46,573 Cuban: Hey, I get it. Oh, wow! 667 00:26:46,573 --> 00:26:48,575 East End, baby! Yeah. East End! 668 00:26:48,575 --> 00:26:49,809 My father's a career musician. 669 00:26:49,809 --> 00:26:52,879 50-plus years singing in Cayman on the beach. 670 00:26:52,879 --> 00:26:56,349 Blond-haired calypso singer goes by The Barefoot Man. 671 00:26:56,349 --> 00:26:57,684 The Barefoot -- The Barefoot Man. 672 00:26:57,684 --> 00:27:01,654 Oh, my God, my wife, like, just, like, just goes nuts. That's my dad. 673 00:27:01,654 --> 00:27:04,457 That's my father, right? Oh, my God! 674 00:27:04,457 --> 00:27:07,393 So my dad -- I've always been Barefoot's son. 675 00:27:07,393 --> 00:27:09,329 So I never wanted to get into music, 676 00:27:09,329 --> 00:27:10,497 though I always wrote music. 677 00:27:10,497 --> 00:27:12,665 And during COVID, my daughter said, 678 00:27:12,665 --> 00:27:15,602 "I think I might want to be a musician like grandpa." 679 00:27:15,602 --> 00:27:17,537 And I said, "Well, let's go make a song." 680 00:27:17,537 --> 00:27:19,739 And in the process of doing that, I wrote a whole album. 681 00:27:19,739 --> 00:27:22,575 And in that process -- He just mentioned Keith Stegall. 682 00:27:22,575 --> 00:27:25,311 We met through Keith, who's been a friend of my father's. 683 00:27:25,311 --> 00:27:26,813 And we became friends. We hit it off. 684 00:27:26,813 --> 00:27:29,749 So, guys, who said, "I'm going to put two silicone pads 685 00:27:29,749 --> 00:27:31,684 on a pick"? We have a third partner. 686 00:27:31,684 --> 00:27:34,087 There's actually five of us in the business. 687 00:27:34,087 --> 00:27:34,654 Five owners? 688 00:27:34,654 --> 00:27:36,389 It's like a herd of ticks in that. 689 00:27:36,389 --> 00:27:38,358 But we need six to fill the pack. 690 00:27:38,358 --> 00:27:39,759 Yeah, we need six. 691 00:27:39,759 --> 00:27:42,395 So he was searching for the best grip 692 00:27:42,395 --> 00:27:44,597 and came across this nano-suction material. 693 00:27:44,597 --> 00:27:46,499 And when they brought it to Kevin and I in the first place, 694 00:27:46,499 --> 00:27:48,401 it was, "It's a really good grip," 695 00:27:48,401 --> 00:27:49,736 and we just went right past that 696 00:27:49,736 --> 00:27:51,671 to, "It sticks to your guitar." 697 00:27:51,671 --> 00:27:54,440 I buy that it's a better product. 698 00:27:54,440 --> 00:27:56,376 Tell us about the sales. Absolutely. 699 00:27:56,376 --> 00:27:58,411 So we've been selling since October of last year, 700 00:27:58,411 --> 00:27:59,579 barely eight months. 701 00:27:59,579 --> 00:28:02,482 We have a total of $60,000 sales lifetime. 702 00:28:02,482 --> 00:28:04,684 We sell a six-pack, which is our main product. 703 00:28:04,684 --> 00:28:07,387 So that has either one of each of the gauges. 704 00:28:07,387 --> 00:28:09,322 We do a thin, medium, and a heavy gauge, 705 00:28:09,322 --> 00:28:10,390 or we have a multipack, 706 00:28:10,390 --> 00:28:12,492 and that's two of each gauge in the multipack. 707 00:28:12,492 --> 00:28:14,594 What do you sell it for? What does it cost to make? 708 00:28:14,594 --> 00:28:16,195 You Sharks are going to like this. 709 00:28:16,195 --> 00:28:18,464 It costs $2.44 landed. 710 00:28:18,464 --> 00:28:20,567 For six of them? For six of them in that pack. 711 00:28:20,567 --> 00:28:22,402 $29.95 retail. 712 00:28:22,402 --> 00:28:23,636 Greiner: Wow! $15 wholesale. 713 00:28:23,636 --> 00:28:25,505 And, Nicholas, are you making any money? 714 00:28:25,505 --> 00:28:26,873 Did you make any money on the $60,000? 715 00:28:26,873 --> 00:28:31,311 We're expecting this year to have about $120,000 total sales, 716 00:28:31,311 --> 00:28:33,446 and we expect anywhere from breaking even 717 00:28:33,446 --> 00:28:35,615 to about $20,000 in profit. 718 00:28:35,615 --> 00:28:38,384 We sell primarily on our website and on Amazon. 719 00:28:38,384 --> 00:28:39,786 We also have four music shops 720 00:28:39,786 --> 00:28:42,455 that we've been able to get as wholesalers so far. 721 00:28:42,455 --> 00:28:43,756 And our split this year we're estimating to be 722 00:28:43,756 --> 00:28:46,459 about 85% direct to customers 723 00:28:46,459 --> 00:28:47,860 and about 15% wholesale. 724 00:28:47,860 --> 00:28:50,263 So, guys, how big do you think this could be? 725 00:28:50,263 --> 00:28:51,464 So the entire pick industry, 726 00:28:51,464 --> 00:28:52,699 I can tell you, without naming names, 727 00:28:52,699 --> 00:28:55,768 one of the biggest manufacturers of guitar picks 728 00:28:55,768 --> 00:28:58,204 sells tens and tens and tens of millions 729 00:28:58,204 --> 00:28:59,539 of packs of picks a year. 730 00:28:59,539 --> 00:29:01,874 So what is an average cost of a pack of six? Fifty cents. 731 00:29:01,874 --> 00:29:03,710 Fifty cents. And this is -- This is $5. 732 00:29:03,710 --> 00:29:06,212 So you have to be a committed guitar player. 733 00:29:06,212 --> 00:29:07,313 Yeah. No, no. 734 00:29:07,313 --> 00:29:08,748 I've had a company talk to me about 735 00:29:08,748 --> 00:29:11,351 wanting to put it in new guitar players. 736 00:29:11,351 --> 00:29:12,619 They love it for the student. Yeah. 737 00:29:12,619 --> 00:29:14,487 They love it for the guitar player coming up. 738 00:29:14,487 --> 00:29:16,456 You know what my mom hated most of all? 739 00:29:16,456 --> 00:29:18,291 Picks in the dryer, picks in the couch, 740 00:29:18,291 --> 00:29:19,025 the dog eating a pick. 741 00:29:19,025 --> 00:29:21,361 Understood. So you guys are, like, in Guitar Center 742 00:29:21,361 --> 00:29:22,662 at all, or have you tried? 743 00:29:22,662 --> 00:29:24,430 We tried to reach out to the big-box stores, 744 00:29:24,430 --> 00:29:26,499 and their response has been, 745 00:29:26,499 --> 00:29:29,235 "When we get the demand, we'll give you a call." 746 00:29:29,235 --> 00:29:31,571 Okay, so I love your name. 747 00:29:31,571 --> 00:29:32,872 TIK PIK -- the pick that sticks. 748 00:29:32,872 --> 00:29:34,674 It's great. Thank you. Thank you so much. 749 00:29:34,674 --> 00:29:36,476 Guys, let me shortcut. Well, let me finish, Mark. 750 00:29:36,476 --> 00:29:38,478 Wait. No, hold on, hold on. 751 00:29:38,478 --> 00:29:40,813 Honestly, I don't know how big this can be. 752 00:29:40,813 --> 00:29:43,483 Yes, sir. But as someone who tried to teach themselves guitar -- 753 00:29:43,483 --> 00:29:46,486 I was sitting up all night teaching myself chords -- 754 00:29:46,486 --> 00:29:48,521 I see the value of a good pick. 755 00:29:48,521 --> 00:29:50,490 So I'll tell you what -- I'll make you an offer. 756 00:29:50,490 --> 00:29:52,325 You have five partners. 757 00:29:52,325 --> 00:29:53,526 I'll be the sixth partner. 758 00:29:53,526 --> 00:29:56,329 $75,000 for 16%. 759 00:29:56,329 --> 00:29:58,197 For 16%. Uh-huh. 760 00:29:58,197 --> 00:29:59,499 [ Chuckles ] 761 00:29:59,499 --> 00:30:01,467 I'm a Shark. I know you are, man. 762 00:30:01,467 --> 00:30:03,303 You're a good guy, too. Yeah, you're a good guy. 763 00:30:03,303 --> 00:30:04,637 Yeah. Thank you for the offer, Mark. 764 00:30:04,637 --> 00:30:07,507 Can -- Does anyone else have any other offers? 765 00:30:07,507 --> 00:30:09,442 Oh... Are you waiting? 5...4... 766 00:30:09,442 --> 00:30:11,244 Yeah, I'm not waiting. Dude? ...3... 767 00:30:12,311 --> 00:30:13,346 George: Yeah. ...2... 768 00:30:13,346 --> 00:30:14,380 Yeah. You got a deal, Mark. 769 00:30:14,380 --> 00:30:15,682 John: Oh! Ooh! Okay. 770 00:30:15,682 --> 00:30:17,517 I was waiting to see what happened. Whoa! 771 00:30:17,517 --> 00:30:19,419 Good one. Mac: We're going to have fun. 772 00:30:19,419 --> 00:30:20,753 Done. Let's go. God bless you, man. 773 00:30:20,753 --> 00:30:22,522 Guys, thank you all so much. Good job! 774 00:30:22,522 --> 00:30:24,757 Give us a song. Hold on one sec. Hold on a second. 775 00:30:24,757 --> 00:30:28,461 ♪ Well, hey there, Sharks, let me tell you how I feel ♪ 776 00:30:28,461 --> 00:30:31,331 ♪ Mark Cuban, we're so happy that we got a deal ♪ 777 00:30:31,331 --> 00:30:32,598 Yeehaw! 778 00:30:32,598 --> 00:30:34,333 Herjavec: Good one. 779 00:30:34,333 --> 00:30:35,468 Thank you, guys. Appreciate it, guys. 780 00:30:35,468 --> 00:30:37,136 Greiner: Good one! Thank you. Thanks, Keith. 781 00:30:37,136 --> 00:30:37,637 Congrats, guys. 782 00:30:37,637 --> 00:30:39,439 That's crazy, bro. Crazy. 783 00:30:39,439 --> 00:30:40,540 Awesome! 784 00:30:40,540 --> 00:30:41,741 I think there would have been a bad taste in my mouth 785 00:30:41,741 --> 00:30:43,843 if he tried to just beat us up, and he didn't. 786 00:30:43,843 --> 00:30:46,646 His offer was fair for the amount of money we're asking 787 00:30:46,646 --> 00:30:48,347 and, you know, where we're at now. 788 00:30:48,347 --> 00:30:49,615 He understands we're just getting started, 789 00:30:49,615 --> 00:30:52,185 but he sees where we can go. Yeah. 790 00:30:56,422 --> 00:31:00,359 ♪♪ 791 00:31:00,359 --> 00:31:01,761 Narrator: Next up, an original way 792 00:31:01,761 --> 00:31:05,131 for kids to express themselves. 793 00:31:05,131 --> 00:31:13,539 ♪♪ 794 00:31:13,539 --> 00:31:16,342 Hi, Sharks. My name is Jennifer Stein-Bischoff, 795 00:31:16,342 --> 00:31:17,710 and I'm from Brooklyn, New York. 796 00:31:17,710 --> 00:31:23,316 I'm seeking $250,000 in exchange for 10% equity of my company, 797 00:31:23,316 --> 00:31:24,617 Supermix Studio. 798 00:31:24,617 --> 00:31:27,787 Sharks, as a mom, I've witnessed the self-esteem boost 799 00:31:27,787 --> 00:31:30,590 that kids get when they pick out their own outfit. 800 00:31:30,590 --> 00:31:33,659 As a designer, I wondered how I could enable kids 801 00:31:33,659 --> 00:31:37,663 to create something that's a true reflection of who they are. 802 00:31:37,663 --> 00:31:39,966 Introducing Supermix Studio, 803 00:31:39,966 --> 00:31:45,338 the world's first interactive custom kids clothing brand. 804 00:31:45,338 --> 00:31:47,607 Our innovative platform empowers kids 805 00:31:47,607 --> 00:31:50,209 to celebrate their individuality 806 00:31:50,209 --> 00:31:52,645 by designing their own clothes. 807 00:31:52,645 --> 00:31:56,315 If a video game and a clothing brand had a baby, 808 00:31:56,315 --> 00:31:57,850 it would be Supermix Studio. 809 00:31:57,850 --> 00:32:01,621 Users can hyper-personalize our clothing and accessories 810 00:32:01,621 --> 00:32:04,624 and create something that's 100% original. 811 00:32:04,624 --> 00:32:08,361 Just like Jake, who loves soccer and skating. 812 00:32:08,361 --> 00:32:09,395 John: Nice. 813 00:32:09,395 --> 00:32:10,429 Herjavec: Cool. And Jasmine, 814 00:32:10,429 --> 00:32:13,666 who loves tennis and dance. 815 00:32:13,666 --> 00:32:18,104 But Supermix is really all about the design experience. 816 00:32:18,104 --> 00:32:19,338 Let me show you. 817 00:32:19,338 --> 00:32:21,674 First, visit our website and choose a style. 818 00:32:21,674 --> 00:32:25,311 We have sweats, denim jackets, backpacks, and accessories, 819 00:32:25,311 --> 00:32:27,447 all made of sustainable materials. 820 00:32:27,447 --> 00:32:29,382 Then click "customize now." 821 00:32:29,382 --> 00:32:30,850 Our design platform opens up, 822 00:32:30,850 --> 00:32:34,787 and you'll find over 500 premium patches to choose from. 823 00:32:34,787 --> 00:32:37,457 Just drag and drop and place them 824 00:32:37,457 --> 00:32:39,392 anywhere you want on the style -- 825 00:32:39,392 --> 00:32:43,196 the front, back, sleeves, and even the hood. 826 00:32:43,196 --> 00:32:44,697 Step three is our job. 827 00:32:44,697 --> 00:32:48,668 In our studio, we bring your child's masterpiece to life. 828 00:32:48,668 --> 00:32:51,704 As you can see, May is wearing the final product 829 00:32:51,704 --> 00:32:55,141 just like the one designed onscreen. 830 00:32:55,141 --> 00:32:56,275 Nice. Nice. 831 00:32:56,275 --> 00:32:57,543 And the best part? 832 00:32:57,543 --> 00:33:00,413 Your kid won't want to take Supermix off 833 00:33:00,413 --> 00:33:02,415 because they're proud of it. 834 00:33:02,415 --> 00:33:04,584 That's the Supermix magic. 835 00:33:04,584 --> 00:33:06,519 Sharks, who wants to join me 836 00:33:06,519 --> 00:33:08,654 in empowering kids to express themselves 837 00:33:08,654 --> 00:33:12,191 by literally wearing their hearts on their sleeves? 838 00:33:12,191 --> 00:33:16,128 All: Ready, set, patch! 839 00:33:16,128 --> 00:33:16,963 [ Laughter ] 840 00:33:16,963 --> 00:33:19,465 Good job. Good job, guys. Cuban: Good job, guys. Very good. 841 00:33:19,465 --> 00:33:20,800 Stein-Bischoff: Thank you, guys. You were amazing. 842 00:33:20,800 --> 00:33:22,134 Thank you. Thank you. Good job, guys. 843 00:33:22,134 --> 00:33:24,503 Greiner: Thank you. Herjavec: Thank you, guys. John: Excellent. Excellent. 844 00:33:24,503 --> 00:33:25,605 Bye! Bye! 845 00:33:25,605 --> 00:33:27,740 Sharks, in front of you you'll find Supermix 846 00:33:27,740 --> 00:33:30,309 that I took the liberty of designing for you. 847 00:33:30,309 --> 00:33:33,112 This is super cute. Oh, my goodness! 848 00:33:33,112 --> 00:33:35,314 Look at this! 849 00:33:35,314 --> 00:33:37,116 Of course -- All right, I'm in. 850 00:33:37,116 --> 00:33:38,451 It's really cute. 851 00:33:38,451 --> 00:33:39,752 Sniffle. 852 00:33:39,752 --> 00:33:41,787 Robert, you have our classic denim jacket. 853 00:33:41,787 --> 00:33:45,358 And what you're seeing there are our super-sized patches. 854 00:33:45,358 --> 00:33:47,560 As I mentioned, we have over 500 patches, 855 00:33:47,560 --> 00:33:50,663 and we have over 30 of these large, super-sized patches, 856 00:33:50,663 --> 00:33:53,699 which is really what everybody gets super excited about. 857 00:33:53,699 --> 00:33:56,636 Greiner: It's really a cute idea. Very cute. 858 00:33:56,636 --> 00:33:59,572 This is really well-made. It is thick. 859 00:33:59,572 --> 00:34:02,508 And this is a jean jacket, but it's soft. 860 00:34:02,508 --> 00:34:03,676 Yes. And how much is it? 861 00:34:03,676 --> 00:34:05,478 What would this jean jacket cost? 862 00:34:05,478 --> 00:34:09,715 Sure. So that jean jacket is $69. That's the base price. 863 00:34:09,715 --> 00:34:14,420 We're seeing an additional $15 to $20 upsell 864 00:34:14,420 --> 00:34:16,455 in all of the patches per design. 865 00:34:16,455 --> 00:34:17,957 It comes -- That's an amazingly good price. 866 00:34:17,957 --> 00:34:20,526 Yeah, that's a great price. Thank you. It is an amazing price. 867 00:34:20,526 --> 00:34:21,727 What does it cost you to make? 868 00:34:21,727 --> 00:34:24,664 So that denim jacket is $13.75. Wow. 869 00:34:24,664 --> 00:34:26,699 And as I mentioned, it retails for $69. 870 00:34:26,699 --> 00:34:29,468 So the margins on denim are in the high $70s. 871 00:34:29,468 --> 00:34:30,670 What about in the sweatshirts? 872 00:34:30,670 --> 00:34:32,571 The sweatshirt -- So, Daymond, the sweatshirt 873 00:34:32,571 --> 00:34:36,442 that you have there is $7.05 and retails for $55. 874 00:34:36,442 --> 00:34:38,678 And it appears that you're actually 875 00:34:38,678 --> 00:34:41,147 manufacturing the patches yourself. 876 00:34:41,147 --> 00:34:41,781 All of them. 877 00:34:41,781 --> 00:34:44,917 All of the patches are 100% proprietary artwork. 878 00:34:44,917 --> 00:34:48,454 I'm a designer. I've been in the industry for two decades. 879 00:34:48,454 --> 00:34:49,755 I'm responsible for generating 880 00:34:49,755 --> 00:34:51,290 billions of dollars in apparel sales. 881 00:34:51,290 --> 00:34:52,692 What companies were you with? 882 00:34:52,692 --> 00:34:55,861 Well, my first big job was for Gloria Vanderbilt. 883 00:34:55,861 --> 00:34:59,532 I was hired to launch their first ever junior brand. 884 00:34:59,532 --> 00:35:03,502 I would create a jean there that ultimately was written up 885 00:35:03,502 --> 00:35:05,571 as the $100 million fit. 886 00:35:05,571 --> 00:35:08,474 Tommy Hilfiger saw that article, and the next thing I knew, 887 00:35:08,474 --> 00:35:10,242 I was sitting in his office. 888 00:35:10,242 --> 00:35:11,677 And at 28, he hired me 889 00:35:11,677 --> 00:35:14,513 to be the vice president of design for Tommy Jeans, 890 00:35:14,513 --> 00:35:16,115 to breathe some new energy into the brand. 891 00:35:16,115 --> 00:35:16,816 Wow. Wow. 892 00:35:16,816 --> 00:35:19,485 Jennifer, you're a real loser. Yeah. 893 00:35:19,485 --> 00:35:20,686 Thank you. So you have no experience at all. 894 00:35:20,686 --> 00:35:22,488 Greiner: Yeah, keep going. 895 00:35:22,488 --> 00:35:25,558 My last role was as chief merchandizing officer 896 00:35:25,558 --> 00:35:29,428 for a large-scale private children's wear manufacturer. 897 00:35:29,428 --> 00:35:30,763 It took my entire career to finally figure out 898 00:35:30,763 --> 00:35:32,832 that kids is what I love doing the most. 899 00:35:32,832 --> 00:35:35,768 This is definitely the most fun I've had in -- in my whole career. 900 00:35:35,768 --> 00:35:38,804 What inspired you to say, "Enough of the corporate world"? 901 00:35:38,804 --> 00:35:41,607 It was the pandemic, and my kids were home, 902 00:35:41,607 --> 00:35:43,776 and I was just looking for things to keep them busy. 903 00:35:43,776 --> 00:35:46,746 We started tie-dyeing and putting patches on things. 904 00:35:46,746 --> 00:35:48,781 I was like, "This is so much fun. 905 00:35:48,781 --> 00:35:51,450 This is the white-space idea that I'm keeping for myself. 906 00:35:51,450 --> 00:35:52,618 I love this." 907 00:35:52,618 --> 00:35:54,653 John: So you're rolling out kiosks? Yes. 908 00:35:54,653 --> 00:35:56,422 Where would the kiosk be going? 909 00:35:56,422 --> 00:35:58,391 So we're looking at taking these kiosks 910 00:35:58,391 --> 00:35:59,925 to all kinds of physical locations. 911 00:35:59,925 --> 00:36:03,396 The first people that we're testing the kiosk with 912 00:36:03,396 --> 00:36:04,730 is actually with Claire's. 913 00:36:04,730 --> 00:36:07,500 They're the premiere destination of all things tween. Oh. 914 00:36:07,500 --> 00:36:08,634 That's smart. 915 00:36:08,634 --> 00:36:11,370 But we're also looking at putting them in kids' clubs 916 00:36:11,370 --> 00:36:13,472 at resorts and on cruise ships. 917 00:36:13,472 --> 00:36:16,542 And, of course, department stores and boutiques. 918 00:36:16,542 --> 00:36:18,611 Greiner: Okay, so when you came in, 919 00:36:18,611 --> 00:36:21,313 I thought that this was you do this online... 920 00:36:21,313 --> 00:36:22,548 Yes. ...direct to consumer. 921 00:36:22,548 --> 00:36:24,316 I go to your website. That's correct. That's correct. 922 00:36:24,316 --> 00:36:27,319 Yeah. Me too. Is this now an expansion? 923 00:36:27,319 --> 00:36:28,587 Yes. But, Jennifer, why? 924 00:36:28,587 --> 00:36:30,623 Well, because I'm a trend forecaster, 925 00:36:30,623 --> 00:36:32,458 and that's how I've been successful in my career, 926 00:36:32,458 --> 00:36:34,627 by doing things that haven't been done before. 927 00:36:34,627 --> 00:36:37,730 And this is an incredible in-store experience. 928 00:36:37,730 --> 00:36:40,199 Everything's about retail-tainment. 929 00:36:40,199 --> 00:36:41,434 What are your sales? 930 00:36:41,434 --> 00:36:44,336 I launched in October of '22. 931 00:36:44,336 --> 00:36:47,139 My first holiday season was $60,000. 932 00:36:47,139 --> 00:36:47,673 Okay. 933 00:36:47,673 --> 00:36:50,276 And year to date, we've done $110,000. 934 00:36:50,276 --> 00:36:52,411 So it's $170,000 lifetime sales. 935 00:36:52,411 --> 00:36:54,647 You're not making any money yet, are you? Not yet. 936 00:36:54,647 --> 00:36:56,482 Cuban: You're not selling the kiosks at all. 937 00:36:56,482 --> 00:36:58,551 You're putting them in stores. Right? 938 00:36:58,551 --> 00:37:01,520 It's a very interesting relationship 939 00:37:01,520 --> 00:37:04,323 with our retail and venue partners. 940 00:37:04,323 --> 00:37:06,392 I hate this kiosk idea. 941 00:37:06,392 --> 00:37:09,261 Take your retail shackles off. 942 00:37:09,261 --> 00:37:11,330 No, no, no. Set yourself free. 943 00:37:11,330 --> 00:37:13,466 I am -- Be reborn. 944 00:37:13,466 --> 00:37:15,367 I am reborn, and I'm very happy 945 00:37:15,367 --> 00:37:17,670 to go into this from a DTC perspective. 946 00:37:17,670 --> 00:37:20,606 But we all know that customer acquisition costs 947 00:37:20,606 --> 00:37:22,741 are very expensive, and they're rising, 948 00:37:22,741 --> 00:37:25,211 and they're getting more and more difficult. 949 00:37:25,211 --> 00:37:27,379 This is customer acquisition. 950 00:37:27,379 --> 00:37:28,514 Yeah, but it's not. This is -- 951 00:37:28,514 --> 00:37:29,749 It's not. And here's why. 952 00:37:29,749 --> 00:37:32,451 Because we've gotten to the point now 953 00:37:32,451 --> 00:37:35,254 with direct to consumer where there's online 954 00:37:35,254 --> 00:37:36,755 and there's in-store. 955 00:37:36,755 --> 00:37:39,759 And typically, when you make the decision to go in-store... Right. 956 00:37:39,759 --> 00:37:42,595 ...it's the immediacy of the product, right? Right. 957 00:37:42,595 --> 00:37:45,364 I can grab it and get it right there. 958 00:37:45,364 --> 00:37:47,433 That doesn't happen with your kiosk. 959 00:37:47,433 --> 00:37:49,502 I think you're going to have people walk up to it 960 00:37:49,502 --> 00:37:51,337 and maybe put in some information, 961 00:37:51,337 --> 00:37:52,705 which is great for customer acquisition, 962 00:37:52,705 --> 00:37:54,673 and then expect it to pop out. Right. 963 00:37:54,673 --> 00:37:57,309 And you're going to get a lot of canceled carts 964 00:37:57,309 --> 00:37:59,445 because that product isn't right there. 965 00:37:59,445 --> 00:38:01,781 So, for those reasons, I'm out. 966 00:38:01,781 --> 00:38:03,449 O'Leary: Daymond, what are you doing? 967 00:38:03,449 --> 00:38:06,452 I'm struggling. I like this thing a lot. 968 00:38:06,452 --> 00:38:09,188 You know, this kiosk thing can either be a massive hit 969 00:38:09,188 --> 00:38:10,723 or a real problem. 970 00:38:10,723 --> 00:38:13,559 It's just too risky for me. So I'm out. 971 00:38:13,559 --> 00:38:17,296 Jennifer, incredible quality, great price point. 972 00:38:17,296 --> 00:38:19,632 The sales are so low. 973 00:38:19,632 --> 00:38:22,401 And now we're going into kiosks. 974 00:38:22,401 --> 00:38:25,171 But I still love it. 975 00:38:25,171 --> 00:38:29,108 ♪♪ 976 00:38:32,845 --> 00:38:35,848 Narrator: Two Sharks are out, and Robert may be interested 977 00:38:35,848 --> 00:38:39,251 in Jennifer's customizable kids clothing brand, 978 00:38:39,251 --> 00:38:41,487 Supermix Studios. 979 00:38:41,487 --> 00:38:43,522 I hear your feedback about the kiosk, 980 00:38:43,522 --> 00:38:45,724 and it's certainly giving me a lot to think about. 981 00:38:45,724 --> 00:38:48,494 The people in this space that I've shown it to 982 00:38:48,494 --> 00:38:51,397 have been very, very excited about it. 983 00:38:51,397 --> 00:38:53,332 It's an incredible in-store experience, 984 00:38:53,332 --> 00:38:55,734 keeping people in the store longer. 985 00:38:55,734 --> 00:38:58,504 What do you pay the retailer? And so -- And the arrangement here, 986 00:38:58,504 --> 00:39:01,574 as we're discussing going into Claire's, 987 00:39:01,574 --> 00:39:04,443 is that they will receive 30% of the revenue 988 00:39:04,443 --> 00:39:06,278 driven from the machine. That's fine. 989 00:39:06,278 --> 00:39:07,446 It's a win-win. 990 00:39:07,446 --> 00:39:09,849 Ultimately, I'm holding the inventory and fulfilling, 991 00:39:09,849 --> 00:39:13,452 so all they have to do is put this kiosk in their store, 992 00:39:13,452 --> 00:39:14,520 and then it's 100% incremental volume. 993 00:39:14,520 --> 00:39:16,655 Right. Greiner: No, I agree. 994 00:39:16,655 --> 00:39:20,392 I'm telling you, this is the next massive children's brand. 995 00:39:20,392 --> 00:39:22,761 Imagine it as the Build-A-Bear of apparel. 996 00:39:22,761 --> 00:39:25,831 O'Leary: Let me take a stab at it. Okay? You're very impressive. 997 00:39:25,831 --> 00:39:27,800 Thank you. And I really believe in the demand. 998 00:39:27,800 --> 00:39:29,735 And it all came to you during COVID-19. 999 00:39:29,735 --> 00:39:32,438 But before COVID-19, you got a different virus. 1000 00:39:32,438 --> 00:39:33,806 It's called retail-19. 1001 00:39:33,806 --> 00:39:37,276 And it's -- it's running through your veins even now. 1002 00:39:37,276 --> 00:39:38,544 You can't let it go. 1003 00:39:38,544 --> 00:39:40,646 It's 30% to 40% of your margin forever. 1004 00:39:40,646 --> 00:39:43,515 It's a curse. But she's selling online. 1005 00:39:43,515 --> 00:39:46,318 She's about to do retail, which I hate. 1006 00:39:46,318 --> 00:39:48,621 I'm sorry, I'm out. Kevin -- 1007 00:39:48,621 --> 00:39:51,123 Don't come too close to me with that retail-19. 1008 00:39:51,123 --> 00:39:52,258 [ Laughter ] 1009 00:39:52,258 --> 00:39:53,859 I mean, that's just -- 1010 00:39:53,859 --> 00:39:56,629 Listen, I actually think you're pretty brilliant. 1011 00:39:56,629 --> 00:39:59,331 Thank you. I think that you think out of the box. 1012 00:39:59,331 --> 00:40:00,532 You're an innovator. Thank you. 1013 00:40:00,532 --> 00:40:02,468 You've done something completely unique and different, 1014 00:40:02,468 --> 00:40:04,436 and I think it's super smart. 1015 00:40:04,436 --> 00:40:06,405 I see this for Disney. Yes, that's right! 1016 00:40:06,405 --> 00:40:08,207 I see this as... Yes! Yes, of course. 1017 00:40:08,207 --> 00:40:09,408 Of course. ...in places where 1018 00:40:09,408 --> 00:40:10,709 you have the mom and the kid. 1019 00:40:10,709 --> 00:40:12,511 They're a captive audience. Right. 1020 00:40:12,511 --> 00:40:14,446 It's empowering. It feels empowering to me. 1021 00:40:14,446 --> 00:40:15,714 Yes. Let's make an offer. 1022 00:40:15,714 --> 00:40:18,384 All right. So, okay, we're going to make you an offer. 1023 00:40:18,384 --> 00:40:19,818 I don't know. We're going to figure it out. 1024 00:40:19,818 --> 00:40:22,855 I mean, honestly, I've never done a kids clothing line. 1025 00:40:22,855 --> 00:40:25,691 But I think there's -- Oh, we're going to do a kids clothing line. 1026 00:40:25,691 --> 00:40:28,027 So at this point... Yeah. 1027 00:40:28,027 --> 00:40:32,298 ...while you're on to a great thing, it's still pretty early. 1028 00:40:32,298 --> 00:40:34,500 We're going to offer you the $250,000. 1029 00:40:34,500 --> 00:40:36,502 We want 25%. Okay. 1030 00:40:36,502 --> 00:40:38,570 Ooh. We'd also like a royalty 1031 00:40:38,570 --> 00:40:41,807 because we think you have a cash flow of 5%. Mm! Oye! 1032 00:40:41,807 --> 00:40:44,677 Until we make back the initial investment. The $250,000. 1033 00:40:44,677 --> 00:40:46,478 After that, it goes away. Of 5%? 1034 00:40:46,478 --> 00:40:48,981 5%. And then it goes away. 1035 00:40:50,516 --> 00:40:51,717 What a bad deal. 1036 00:40:51,717 --> 00:40:52,885 Greiner: Well, you can negotiate. 1037 00:40:52,885 --> 00:40:54,553 O'Leary: I mean, Mark, you're not putting up any money. 1038 00:40:54,553 --> 00:40:55,754 And Mark is not in this deal here. 1039 00:40:55,754 --> 00:40:57,623 Cuban: I'm just saying. I do not find that a bad deal 1040 00:40:57,623 --> 00:40:58,724 in today's market. 1041 00:40:58,724 --> 00:41:00,426 Capital is completely dried up, 1042 00:41:00,426 --> 00:41:01,827 particularly in your space. 1043 00:41:01,827 --> 00:41:04,630 The fact you have an offer goes to your credibility 1044 00:41:04,630 --> 00:41:06,465 of your past. Greiner: Right. Yeah, it's all you. 1045 00:41:06,465 --> 00:41:10,235 Even though you are infected with retail-19. 1046 00:41:11,770 --> 00:41:14,540 Obviously, it's really important for me 1047 00:41:14,540 --> 00:41:17,476 to remain liquid and to be able to grow this company. 1048 00:41:17,476 --> 00:41:23,248 So I'd like to counter at 20% and 2% royalty. 1049 00:41:26,251 --> 00:41:29,388 I'm sorry, I just can't. 1050 00:41:29,388 --> 00:41:34,226 All right, Jennifer, $250,000, 20% equity, 1051 00:41:34,226 --> 00:41:36,128 3.5% royalty. 1052 00:41:36,862 --> 00:41:39,498 Lori? I'm good with that. Are you? 1053 00:41:39,498 --> 00:41:42,234 The royalty goes away after you're paid back? 1054 00:41:42,234 --> 00:41:43,836 Correct. 1055 00:41:45,437 --> 00:41:46,672 You have a deal! 1056 00:41:46,672 --> 00:41:49,007 John: Wow! O'Leary: There you go. 1057 00:41:49,007 --> 00:41:51,143 Amazing! 1058 00:41:51,143 --> 00:41:52,311 Thank you so much! 1059 00:41:52,311 --> 00:41:54,279 Lori! It's such a cute idea. 1060 00:41:54,279 --> 00:41:55,414 Thank you. Congrats. Well done. 1061 00:41:55,414 --> 00:41:56,515 Thank you, guys. O'Leary: Great presentation. 1062 00:41:56,515 --> 00:41:58,150 Thank you. Thank you so much. Good luck. 1063 00:41:58,150 --> 00:41:59,485 Lose the retail. 1064 00:41:59,485 --> 00:42:02,321 Oh, my gosh, we did it! 1065 00:42:02,321 --> 00:42:03,589 Ahh! 1066 00:42:03,589 --> 00:42:05,624 This is so awesome! 1067 00:42:05,624 --> 00:42:09,395 Lori and Robert just got it. 1068 00:42:09,395 --> 00:42:11,563 They really understood what I was doing 1069 00:42:11,563 --> 00:42:13,966 and this is the next big thing and this is revolutionary. 1070 00:42:13,966 --> 00:42:18,370 And they saw the vision, and I couldn't ask for anything more. 1071 00:42:18,370 --> 00:42:20,372 This is absolutely incredible. 1072 00:42:20,372 --> 00:42:22,274 So exciting. 1073 00:42:22,274 --> 00:42:25,244 ♪♪ 1074 00:42:29,214 --> 00:42:32,217 -- Captions by VITAC -- 1075 00:42:32,217 --> 00:42:39,091 ♪♪ 1076 00:42:39,091 --> 00:42:45,397 ♪♪ 1077 00:42:45,397 --> 00:42:52,204 ♪♪ 1078 00:42:52,204 --> 00:42:57,242 ♪♪