1 00:00:01,068 --> 00:00:03,303 Narrator: Tonight, holiday cheer comes to the Tank... 2 00:00:03,303 --> 00:00:04,805 I love you, Santa. 3 00:00:04,805 --> 00:00:06,340 ...and the Grinch is back. 4 00:00:06,340 --> 00:00:08,141 This deal sucks. Okay. 5 00:00:08,141 --> 00:00:10,110 I hate it because it's seasonal. 6 00:00:10,110 --> 00:00:13,013 But if you ask any kid what the holidays are truly all about, 7 00:00:13,013 --> 00:00:14,448 you know what they'd say. 8 00:00:14,448 --> 00:00:15,682 Together: Presents! 9 00:00:15,682 --> 00:00:17,885 So, Sharks, who's ready to really clean up? 10 00:00:17,885 --> 00:00:19,953 Wow, this thing is serious. 11 00:00:19,953 --> 00:00:22,689 We're on the edge of an avalanche of opportunity. 12 00:00:22,689 --> 00:00:24,091 Cuban: Your sales have got to be, 13 00:00:24,091 --> 00:00:25,459 like, up there with Santa Claus. 14 00:00:25,459 --> 00:00:27,327 Yeah, we mortgaged the house. 15 00:00:27,327 --> 00:00:29,696 Damn. You're hot stuff, really. 16 00:00:29,696 --> 00:00:31,832 You guys couldn't have a more perfect background. 17 00:00:31,832 --> 00:00:33,867 Let's "wrap up" this deal. 18 00:00:33,867 --> 00:00:35,702 It's a Christmas miracle! 19 00:00:35,702 --> 00:00:43,343 ♪♪ 20 00:00:43,343 --> 00:00:44,878 Narrator: First in the Tank is a way 21 00:00:44,878 --> 00:00:47,347 to make the holidays more magical. 22 00:00:47,347 --> 00:00:56,757 ♪♪ 23 00:00:56,757 --> 00:00:59,059 Sharks, I'm Jonathan Dusing 24 00:00:59,059 --> 00:01:02,029 from the frozen tundra of Minnesota. 25 00:01:02,029 --> 00:01:06,967 I'm seeking a $50,000 investment for 10% of my company. 26 00:01:06,967 --> 00:01:10,103 I can confidently say I know snow. 27 00:01:10,103 --> 00:01:12,039 Where I come from, when it snows, 28 00:01:12,039 --> 00:01:14,207 it can come down like a blizzard. 29 00:01:14,207 --> 00:01:16,977 But for those who don't live in a winter climate, 30 00:01:16,977 --> 00:01:18,645 or simply love to play with snow, 31 00:01:18,645 --> 00:01:22,683 I have the perfect solution with Snow in Seconds. 32 00:01:22,683 --> 00:01:26,186 We bring the magic of snow indoors. 33 00:01:26,186 --> 00:01:27,421 It's easy. 34 00:01:27,421 --> 00:01:30,824 Just take one small scoop of our powder, 35 00:01:30,824 --> 00:01:34,194 add water, 36 00:01:34,194 --> 00:01:37,064 and watch as it instantly grows 37 00:01:37,064 --> 00:01:39,333 into fluffy white snow. Corcoran: Wow. 38 00:01:39,333 --> 00:01:40,534 [ Sharks exclaim indistinctly ] 39 00:01:40,534 --> 00:01:43,971 Snow that looks and feels real, but never melts. 40 00:01:43,971 --> 00:01:46,006 [ Chuckles ] With Snow in Seconds, 41 00:01:46,006 --> 00:01:49,309 you can bring the joy of snow anywhere. 42 00:01:49,309 --> 00:01:52,045 Snow in Seconds is cold to the touch, 43 00:01:52,045 --> 00:01:55,916 safe, and so realistic it's used in movies. 44 00:01:57,117 --> 00:02:00,220 We're on the edge of an avalanche of opportunity. 45 00:02:00,220 --> 00:02:03,090 Who's "yeti" to ride with me in a chair-lift [ready] 46 00:02:03,090 --> 00:02:05,959 up to the peak of profits? 47 00:02:05,959 --> 00:02:07,928 Don't give me the cold shoulder. 48 00:02:07,928 --> 00:02:10,330 Let's make this winter wonderland global 49 00:02:10,330 --> 00:02:14,468 and make every day a snow day. [ Sharks "aww" ] 50 00:02:14,468 --> 00:02:16,003 Corcoran: So nice. Wow. 51 00:02:16,003 --> 00:02:17,404 It falls like snow. 52 00:02:17,404 --> 00:02:19,373 It's a Christmas miracle! 53 00:02:19,373 --> 00:02:21,642 You know, my eighth-grade teacher had dandruff 54 00:02:21,642 --> 00:02:22,843 just like this. 55 00:02:22,843 --> 00:02:24,978 [ Laughs ] Ew. 56 00:02:24,978 --> 00:02:26,346 How did you come up with the idea? 57 00:02:26,346 --> 00:02:28,949 So, we stumbled across this chemical. 58 00:02:28,949 --> 00:02:31,551 It's actually mostly used for industrial use. 59 00:02:31,551 --> 00:02:34,521 About 99% of it is used for agriculture. 60 00:02:34,521 --> 00:02:37,991 They put it in soil so that it holds the water and can grow. 61 00:02:37,991 --> 00:02:39,192 Oh, really? 62 00:02:39,192 --> 00:02:41,194 And when it grows, it grows really quickly, 63 00:02:41,194 --> 00:02:42,462 which is really exciting. 64 00:02:42,462 --> 00:02:44,564 What is it essentially made out of? 65 00:02:44,564 --> 00:02:47,567 It's one chemical. It's called sodium polyacrylate. 66 00:02:47,567 --> 00:02:50,337 You guys want to try it? Which you should. 67 00:02:50,337 --> 00:02:52,439 So, this whole packet will fill up how much? 68 00:02:52,439 --> 00:02:54,241 That packet will make a gallon of snow. 69 00:02:54,241 --> 00:02:56,009 One scoop of snow? 70 00:02:56,009 --> 00:02:57,611 Yeah, one scoop of snow in there... 71 00:02:57,611 --> 00:02:59,246 Okay. ...and then take your water 72 00:02:59,246 --> 00:03:01,581 and pour it up about 80%, 90% of the way. 73 00:03:01,581 --> 00:03:03,483 Oh, wow. There it goes. Whoo! 74 00:03:03,483 --> 00:03:05,752 It's growing. Wow. Oh, that's cool. 75 00:03:05,752 --> 00:03:08,722 The little grains absorb 100 times their size in water... 76 00:03:08,722 --> 00:03:10,824 Wow. ...and you can make 77 00:03:10,824 --> 00:03:12,225 a small amount like this... That is cool. 78 00:03:12,225 --> 00:03:14,594 ...or you can make a giant pile and have, like, a huge party 79 00:03:14,594 --> 00:03:16,029 or even, like, a sledding hill. 80 00:03:16,029 --> 00:03:18,632 Greiner: It feels very powdery and soft. Mm-hmm. 81 00:03:18,632 --> 00:03:20,534 Then you feel that it's a little wet. 82 00:03:20,534 --> 00:03:22,269 I'm going to assume that there is 83 00:03:22,269 --> 00:03:25,372 absolutely nothing proprietary about this product. 84 00:03:25,372 --> 00:03:27,407 That is true, but we have tried dozens 85 00:03:27,407 --> 00:03:29,009 of different manufacturers out there. 86 00:03:29,009 --> 00:03:31,278 Most of them turn into, like, a gel, 87 00:03:31,278 --> 00:03:32,612 and they don't grow very fast. 88 00:03:32,612 --> 00:03:34,815 So why can't I go to your manufacturer with Wonder Snow 89 00:03:34,815 --> 00:03:36,016 and just do it myself? 90 00:03:36,016 --> 00:03:37,751 We've been selling it for 15 years, 91 00:03:37,751 --> 00:03:39,953 so we have, like, our own brand. 92 00:03:39,953 --> 00:03:41,688 Oh, you've been selling 15 years. 93 00:03:41,688 --> 00:03:43,223 That could be problematic. 94 00:03:43,223 --> 00:03:45,125 How's that problematic? How so, Daymond? 95 00:03:45,125 --> 00:03:47,160 Well, 'cause he's here after 15 years. 96 00:03:47,160 --> 00:03:48,328 Yeah. [ Chuckles ] Oh, yeah. 97 00:03:48,328 --> 00:03:49,863 But what are your sales in the 15 years? 98 00:03:49,863 --> 00:03:53,667 So, in 15 years, out of our one-stall garage, 99 00:03:53,667 --> 00:03:58,071 with my children and I packaging and shipping every single bag, 100 00:03:58,071 --> 00:04:00,207 we have sold $2 million. 101 00:04:00,207 --> 00:04:02,209 Wow! I didn't expect that. 102 00:04:02,209 --> 00:04:04,811 Oh, well, hey, not that bad. I appreciate that. Good for you. Good for you. 103 00:04:04,811 --> 00:04:06,279 But how much did you sell last year? Yeah. 104 00:04:06,279 --> 00:04:08,915 Last year, we sold about a quarter million, $241,000. 105 00:04:08,915 --> 00:04:10,183 Okay. And how much did you make from that? 106 00:04:10,183 --> 00:04:11,718 $40,000. 107 00:04:12,752 --> 00:04:14,688 Okay. Where do you sell it now? 108 00:04:14,688 --> 00:04:16,623 50% of what we sell is bulk, 109 00:04:16,623 --> 00:04:18,191 and that'll be for, like, movies 110 00:04:18,191 --> 00:04:20,427 and people that are using it in large amounts. 111 00:04:20,427 --> 00:04:22,362 32% we're selling wholesale. 112 00:04:22,362 --> 00:04:23,864 Some of it is white label, actually. 113 00:04:23,864 --> 00:04:26,466 So we can make Mr. Wonder Snow if you want. 114 00:04:26,466 --> 00:04:29,836 We sell 12% on Amazon, and 6% on our website. 115 00:04:29,836 --> 00:04:32,105 And what is the cost to make it, 116 00:04:32,105 --> 00:04:33,473 and what are you selling it for? 117 00:04:33,473 --> 00:04:34,908 Yeah, starting with the smallest size 118 00:04:34,908 --> 00:04:36,476 you see there that makes one gallon, 119 00:04:36,476 --> 00:04:40,914 that sells for $4.99, and it costs us 72 cents to make. 120 00:04:40,914 --> 00:04:44,151 Okay. The large sells for $12.99. 121 00:04:44,151 --> 00:04:45,952 That costs $1.20 to make. 122 00:04:45,952 --> 00:04:48,889 The extra large, that makes 10 gallons of snow. 123 00:04:48,889 --> 00:04:52,692 That sells for $24.99, and that costs $4.20 to make. 124 00:04:52,692 --> 00:04:54,427 Corcoran: Wow. So there's a lot of margin there. 125 00:04:54,427 --> 00:04:56,396 Is there any retail distribution at all? 126 00:04:56,396 --> 00:04:59,699 We were in Kroger and Fred Meyer, about 1,500 stores. 127 00:04:59,699 --> 00:05:02,969 It went great. They reordered a little more the next year. 128 00:05:02,969 --> 00:05:06,540 And then, at that time, I was going through a divorce, 129 00:05:06,540 --> 00:05:09,142 and my business partner was kind of running the company. 130 00:05:09,142 --> 00:05:11,444 And at that point, he had outsourced 131 00:05:11,444 --> 00:05:14,614 the entire production of it to someone else... Oh. 132 00:05:14,614 --> 00:05:18,585 ...and we missed the shipment on that third year. Ugh! Painful to hear. 133 00:05:18,585 --> 00:05:20,353 Eventually, they sent it all back. 134 00:05:20,353 --> 00:05:22,556 They didn't even accept it 'cause it was like a month late. 135 00:05:22,556 --> 00:05:24,691 Greiner: 'Cause it came too late, yeah. Yeah, season, yeah. 136 00:05:24,691 --> 00:05:26,960 How did you get into doing this in the first place? 137 00:05:26,960 --> 00:05:29,462 I am an entrepreneur. So, around the same time 138 00:05:29,462 --> 00:05:31,264 I started this company with my business partner, 139 00:05:31,264 --> 00:05:34,534 we also started a sports-technology company. 140 00:05:34,534 --> 00:05:37,504 That is also 15 years old, has about 10 times the revenue. 141 00:05:37,504 --> 00:05:39,739 I have employees, I have major clients. 142 00:05:39,739 --> 00:05:41,942 Why didn't you bring that to the show? [ Laughs ] 143 00:05:41,942 --> 00:05:43,210 What does that do? 144 00:05:43,210 --> 00:05:45,679 We do loyalty programs and digital payments 145 00:05:45,679 --> 00:05:47,614 inside stadiums. That's a full-time job. 146 00:05:47,614 --> 00:05:49,149 Now, that sounds like a real business. 147 00:05:49,149 --> 00:05:50,383 Yeah, well -- 148 00:05:50,383 --> 00:05:51,918 Well, Jon, I'm going to tell you what I think. 149 00:05:51,918 --> 00:05:54,154 I think your packaging is great. 150 00:05:54,154 --> 00:05:56,489 Oh, thank you. I think your name is great. 151 00:05:56,489 --> 00:05:59,526 The only problem with it is the fact that it is 152 00:05:59,526 --> 00:06:02,028 so seasonal and so specific. 153 00:06:02,028 --> 00:06:04,397 It's just not broad enough for me. 154 00:06:04,397 --> 00:06:07,434 And for those reasons solely, I'm out. 155 00:06:07,434 --> 00:06:09,169 Well, I appreciate your comments. 156 00:06:09,169 --> 00:06:12,572 Sometimes a deal comes in that I really, really hate, 157 00:06:12,572 --> 00:06:15,008 and this is top of the list for this season. 158 00:06:15,008 --> 00:06:17,878 Okay. I hate it because it's seasonal. 159 00:06:17,878 --> 00:06:21,781 I hate it 'cause the sales are abysmal and irrelevant. 160 00:06:21,781 --> 00:06:23,416 I hate the fact that it distracts you 161 00:06:23,416 --> 00:06:24,818 from a real business. 162 00:06:24,818 --> 00:06:26,353 Why don't you tell him what you really think? 163 00:06:26,353 --> 00:06:28,321 This deal sucks. I'm out. 164 00:06:28,321 --> 00:06:29,589 Alright. [ Laughs ] 165 00:06:29,589 --> 00:06:31,358 Cuban: Jonathan, this is a great business for you 166 00:06:31,358 --> 00:06:33,493 but not investable for me. I'm out. 167 00:06:34,628 --> 00:06:36,162 Okay, I appreciate that. 168 00:06:36,162 --> 00:06:39,933 I see that you have three almost insurmountable problems. 169 00:06:39,933 --> 00:06:41,768 Okay? Oh. Only three? 170 00:06:41,768 --> 00:06:43,703 [ Laughter ] 171 00:06:43,703 --> 00:06:46,172 $40,000 in profits. Yes. 172 00:06:46,172 --> 00:06:47,974 I mean, doesn't get anybody excited. 173 00:06:47,974 --> 00:06:50,877 15-year-old business is always suspicious. 174 00:06:50,877 --> 00:06:51,978 Consistency. 175 00:06:51,978 --> 00:06:55,048 Low profits consistently year after year. 176 00:06:55,048 --> 00:06:58,451 And you're busy, and that's the biggest problem of all. 177 00:06:58,451 --> 00:07:03,456 But I think the business has great upside potential. Yeah. 178 00:07:03,456 --> 00:07:06,192 I have so many holiday businesses. 179 00:07:06,192 --> 00:07:10,397 I have Holiball and Hire Santa, another seasonal business. 180 00:07:10,397 --> 00:07:12,699 So I'll take a flyer on this. 181 00:07:12,699 --> 00:07:15,035 For $50,000, I'll take a third. 182 00:07:16,069 --> 00:07:17,270 Okay. 183 00:07:17,270 --> 00:07:18,838 I was going to give you an offer. 184 00:07:18,838 --> 00:07:20,874 It wasn't going to be as healthy as Barbara's, 185 00:07:20,874 --> 00:07:23,510 so I'm out. Okay. 186 00:07:23,510 --> 00:07:25,011 Okay, well, how about that? 187 00:07:25,011 --> 00:07:26,746 There you go, Jonathan. What do you want to do with that offer? 188 00:07:26,746 --> 00:07:29,482 Barbara, can I get you to go down to 25%? 189 00:07:29,482 --> 00:07:31,184 I don't think so. And you know what? 190 00:07:31,184 --> 00:07:33,320 I can introduce you to all the accounts 191 00:07:33,320 --> 00:07:36,723 that those three hustling girls opened for Holiball. 192 00:07:36,723 --> 00:07:39,392 You could almost ride their gravy train in. 193 00:07:39,392 --> 00:07:42,195 That is a fantastic offer. 194 00:07:42,195 --> 00:07:43,930 I would be happy to accept it. 195 00:07:43,930 --> 00:07:45,598 Cuban: There you go. Thank you. 196 00:07:45,598 --> 00:07:47,968 Happy for that one. Good job. Good job, Jonathan. 197 00:07:47,968 --> 00:07:48,935 We're going to sell like hell. 198 00:07:48,935 --> 00:07:50,870 [ Both laugh ] Thank you, thank you. 199 00:07:50,870 --> 00:07:52,072 You look younger than you seem. 200 00:07:52,072 --> 00:07:53,740 Oh. How about me? Do I look young? 201 00:07:53,740 --> 00:07:55,175 Oh, yeah. Definitely. Good answer. 202 00:07:55,175 --> 00:07:59,312 Jon, the fact that you got a deal is a Christmas miracle. 203 00:07:59,312 --> 00:08:00,547 Thank you, everybody. 204 00:08:00,547 --> 00:08:02,882 Cuban: Alright. Take care. Greiner: Congrats, Jonathan. 205 00:08:02,882 --> 00:08:05,752 Whew! [ Chuckling ] Holy cow. 206 00:08:05,752 --> 00:08:07,687 Barbara's a perfect fit for Snow in Seconds 207 00:08:07,687 --> 00:08:11,024 because she knows how to sell products to consumers, 208 00:08:11,024 --> 00:08:13,860 and she has a history of working with seasonal products, 209 00:08:13,860 --> 00:08:18,264 as she mentioned, so I'm excited to hopefully join that crew 210 00:08:18,264 --> 00:08:21,401 and get Snow in Seconds in, like, stores everywhere. 211 00:08:21,401 --> 00:08:23,770 Barbara, hundreds of dollars for you. 212 00:08:23,770 --> 00:08:25,372 Hundreds of dollars for you, Lori. 213 00:08:25,372 --> 00:08:26,573 Oh, thank you, Kevin. 214 00:08:26,573 --> 00:08:27,774 20 cents for me. 215 00:08:27,774 --> 00:08:29,776 This is a fantastic business, Barbara. 216 00:08:29,776 --> 00:08:31,611 Fantastic. [ Chuckles ] 217 00:08:31,611 --> 00:08:36,516 ♪♪ 218 00:08:39,252 --> 00:08:43,523 ♪♪ 219 00:08:43,523 --> 00:08:45,158 Narrator: Next in the Tank is a gift 220 00:08:45,158 --> 00:08:49,129 that parents will appreciate as much as the kids. 221 00:08:50,697 --> 00:08:53,099 [ Cuban chuckles ] 222 00:08:53,099 --> 00:08:54,234 Oh, no. 223 00:08:57,070 --> 00:08:58,438 Hello, Sharks. 224 00:08:58,438 --> 00:09:00,807 I'm Aurora, and this is my brother-in-law, Steven. 225 00:09:00,807 --> 00:09:02,675 We're from Los Angeles, California. 226 00:09:02,675 --> 00:09:04,844 We're seeking $200,000 227 00:09:04,844 --> 00:09:07,881 for 10% of our company, Pick-Up Bricks. 228 00:09:07,881 --> 00:09:09,149 Pain. 229 00:09:09,149 --> 00:09:11,985 Sharks, we're here to talk about pain. 230 00:09:11,985 --> 00:09:13,987 Pain! Wow. 231 00:09:15,321 --> 00:09:17,557 Pain. Oh, the horror. 232 00:09:17,557 --> 00:09:20,060 The dreaded walk of pain. 233 00:09:20,060 --> 00:09:23,596 The most painful experience a parent can face. 234 00:09:23,596 --> 00:09:25,398 Now, which one of you Sharks is brave enough 235 00:09:25,398 --> 00:09:28,168 to take your shoes off, come up here, and -- 236 00:09:28,168 --> 00:09:29,836 Our attorney said no. 237 00:09:29,836 --> 00:09:33,072 Our attorney said no, but, actually, 238 00:09:33,072 --> 00:09:35,875 there's an even more universal pain for parents. 239 00:09:35,875 --> 00:09:39,312 The pain of getting your kids to just pick up their stuff. 240 00:09:39,312 --> 00:09:40,847 It never ends. 241 00:09:40,847 --> 00:09:42,248 And that's why I created... 242 00:09:42,248 --> 00:09:43,316 Together: Pick-Up Bricks. 243 00:09:43,316 --> 00:09:45,151 ...the kids toy vacuum that... 244 00:09:45,151 --> 00:09:46,619 Picks up bricks. 245 00:09:46,619 --> 00:09:47,987 ...and other little toys. 246 00:09:47,987 --> 00:09:50,557 And let me tell you, Sharks, this thing really sucks. 247 00:09:50,557 --> 00:09:51,958 [ Laughter ] 248 00:09:51,958 --> 00:09:53,293 In a good way. 249 00:09:53,293 --> 00:09:55,061 In a good way. 250 00:09:55,061 --> 00:09:58,798 We made Pick-Up Bricks cordless, durable, easy to use. 251 00:09:58,798 --> 00:10:00,867 It's perfect for kids. 252 00:10:00,867 --> 00:10:03,536 But unlike a normal vacuum, our patented design 253 00:10:03,536 --> 00:10:05,805 separates the dirt and dust from the toys... Corcoran: Ah. 254 00:10:05,805 --> 00:10:08,641 ...leaving you with cleaner toys and a cleaner floor. 255 00:10:08,641 --> 00:10:11,711 Keep the dog hair and cookie crumbs out of your toy bin. 256 00:10:11,711 --> 00:10:14,914 The best part is Pick-Up Bricks empowers kids. 257 00:10:14,914 --> 00:10:17,016 It teaches them to clean up after themselves. 258 00:10:17,016 --> 00:10:18,685 Amazing. They don't even realize 259 00:10:18,685 --> 00:10:21,154 that that's what they're doing, because, to them, it's fun. 260 00:10:21,154 --> 00:10:22,422 It's their toy. 261 00:10:22,422 --> 00:10:23,790 Which is why we say... 262 00:10:23,790 --> 00:10:26,459 The bigger the mess, the bigger the fun. 263 00:10:26,459 --> 00:10:29,629 So, Sharks, who's ready to really clean up with... 264 00:10:29,629 --> 00:10:31,297 Pick-Up Bricks? 265 00:10:31,297 --> 00:10:33,766 Sharks, you'll each find your very own Pick-Up Bricks 266 00:10:33,766 --> 00:10:35,835 and a pile of toys to suck up. 267 00:10:35,835 --> 00:10:36,669 Have fun. 268 00:10:36,669 --> 00:10:37,770 Okay. They're trying it. 269 00:10:37,770 --> 00:10:39,105 Whoo! 270 00:10:39,105 --> 00:10:41,674 [ Pick-Up Bricks whirring ] 271 00:10:41,674 --> 00:10:43,643 Wow, this thing is serious. 272 00:10:43,643 --> 00:10:48,214 ♪♪ 273 00:10:48,214 --> 00:10:50,083 Oh, Mr. Wonderful's winning. 274 00:10:50,083 --> 00:10:51,918 You don't have to clean them all up. 275 00:10:51,918 --> 00:10:52,986 [ Laughter ] 276 00:10:52,986 --> 00:10:54,487 They're having so much fun. 277 00:10:54,487 --> 00:10:57,323 Wow! I'm done. Look. Ah-ha-ha! 278 00:10:57,323 --> 00:10:59,025 Oh! 279 00:10:59,025 --> 00:11:01,427 You know, just picking up the bricks is fun. 280 00:11:01,427 --> 00:11:03,796 This is genius. Yes, exactly. Good to go. 281 00:11:03,796 --> 00:11:04,998 Thank you. It really is smart. It really is. 282 00:11:04,998 --> 00:11:05,865 It is. 283 00:11:05,865 --> 00:11:07,834 How much pain -- cash pain -- 284 00:11:07,834 --> 00:11:09,736 does it cost me to buy this thing for? 285 00:11:09,736 --> 00:11:12,105 The retail price is $99. 286 00:11:12,105 --> 00:11:13,306 Okay. That's not awful. That's not bad. 287 00:11:13,306 --> 00:11:14,474 It costs you what to make it? 288 00:11:14,474 --> 00:11:16,976 Our cost is $32.64 landed. 289 00:11:16,976 --> 00:11:19,145 So you're not selling a lot of these in retail? 290 00:11:19,145 --> 00:11:20,380 You're selling them direct, right? 291 00:11:20,380 --> 00:11:21,681 We are selling them direct. Absolutely. 292 00:11:21,681 --> 00:11:23,416 Is there any retail distribution at all? 293 00:11:23,416 --> 00:11:24,350 Not yet. Not yet. 294 00:11:24,350 --> 00:11:25,852 You don't have the margin for that. 295 00:11:25,852 --> 00:11:27,020 We don't. Absolutely. How long have you been selling? 296 00:11:27,020 --> 00:11:28,588 We started the process 297 00:11:28,588 --> 00:11:31,057 of developing the product four years ago, 298 00:11:31,057 --> 00:11:32,692 but we started selling last summer. 299 00:11:32,692 --> 00:11:36,629 So you make about $57 a unit selling it direct-to-consumer. 300 00:11:36,629 --> 00:11:38,998 What does it cost you to get that incremental sale? 301 00:11:38,998 --> 00:11:40,500 Have you found that out yet? 302 00:11:40,500 --> 00:11:42,535 Yes. So, we started off -- 303 00:11:42,535 --> 00:11:44,737 Last year, we were at about $26 CPA. 304 00:11:44,737 --> 00:11:46,439 Right now, we're at $11. 305 00:11:46,439 --> 00:11:47,607 -$11? -Wow. That's great. 306 00:11:47,607 --> 00:11:49,108 $11. And we're shooting for -- 307 00:11:49,108 --> 00:11:50,610 to get it under $10. Under $10. 308 00:11:50,610 --> 00:11:53,046 So you got to be killing it, then, because you make money 309 00:11:53,046 --> 00:11:55,415 every time you advertise the product, right? 310 00:11:55,415 --> 00:11:57,216 So tell us about your sales. 311 00:11:57,216 --> 00:12:00,853 So, to date, we've sold $348,000. 312 00:12:00,853 --> 00:12:02,088 Yeah, that's not bad. 313 00:12:02,088 --> 00:12:03,489 And most of that was during Christmas? 314 00:12:03,489 --> 00:12:04,457 Yes. Exactly. 315 00:12:04,457 --> 00:12:05,758 The margins are really tight. 316 00:12:05,758 --> 00:12:07,694 So unless you get this down to 12 bucks, 317 00:12:07,694 --> 00:12:09,095 there's no chance for retail. 318 00:12:09,095 --> 00:12:11,431 Well, will it improve for you with quantity? Yes. 319 00:12:11,431 --> 00:12:12,966 So how much does it improve? 320 00:12:12,966 --> 00:12:15,668 So, we're talking to some manufacturers now, 321 00:12:15,668 --> 00:12:19,739 and in one of them we're just under $20 manufacturing cost. 322 00:12:19,739 --> 00:12:22,075 How much have you put into this so far? 323 00:12:22,075 --> 00:12:25,912 Well, we've invested $495,000 to date. 324 00:12:25,912 --> 00:12:27,513 Wow. What do you need the money for? 325 00:12:27,513 --> 00:12:30,583 Basically for inventory. It's expensive. 326 00:12:30,583 --> 00:12:32,352 We're getting set up for the holidays. 327 00:12:32,352 --> 00:12:35,054 75% of our sales 328 00:12:35,054 --> 00:12:35,989 come at the end of the year 329 00:12:35,989 --> 00:12:36,990 during the holidays. 330 00:12:36,990 --> 00:12:38,591 Corcoran: Do you have credit lines? 331 00:12:38,591 --> 00:12:40,093 No. We don't have credit lines right now, no, 332 00:12:40,093 --> 00:12:41,828 but we also don't have any debt, either. 333 00:12:41,828 --> 00:12:44,530 It makes sense that you found a solution to a pain point. 334 00:12:44,530 --> 00:12:45,765 I totally get that. 335 00:12:45,765 --> 00:12:48,468 But if I'm going to give you $200,000, 336 00:12:48,468 --> 00:12:50,203 I want a 10X on my investment. 337 00:12:50,203 --> 00:12:51,738 That's the nature of "Shark Tank." 338 00:12:51,738 --> 00:12:54,574 I want 10 times, 'cause you're not a company, you're a product. 339 00:12:54,574 --> 00:12:55,775 There's nothing wrong with that. 340 00:12:55,775 --> 00:12:57,377 And if it's a hit, maybe that happens. 341 00:12:57,377 --> 00:13:00,513 It means you have to sell this business for $20 million, 342 00:13:00,513 --> 00:13:02,348 and I have to wait a very long time. 343 00:13:02,348 --> 00:13:04,784 There's not enough margin here 344 00:13:04,784 --> 00:13:07,220 to actually help me get back my capital 345 00:13:07,220 --> 00:13:09,288 in the long journey it's going to take 346 00:13:09,288 --> 00:13:12,125 to get you to sell this thing for 20 million bucks. 347 00:13:12,125 --> 00:13:15,862 And I grew up in the toy space. It ain't easy. 348 00:13:15,862 --> 00:13:19,265 Guys, I'm out. 349 00:13:19,265 --> 00:13:20,400 Okay. Thank you. 350 00:13:20,400 --> 00:13:21,434 Where do you want to take it next? 351 00:13:21,434 --> 00:13:22,835 How big do you think it can be? 352 00:13:22,835 --> 00:13:26,839 So, the plan is, next year, we will start international. 353 00:13:26,839 --> 00:13:28,508 We'll start with the U.K. and Germany. 354 00:13:28,508 --> 00:13:30,176 And then, over the next year, 355 00:13:30,176 --> 00:13:31,678 and maybe with the help of a Shark, 356 00:13:31,678 --> 00:13:33,846 the expertise, we'll get that manufacturing cost down 357 00:13:33,846 --> 00:13:35,815 to where there's margin that we can go to retail. 358 00:13:35,815 --> 00:13:37,150 When you dream, what do you dream 359 00:13:37,150 --> 00:13:40,186 the sales will be over the next three years? 360 00:13:40,186 --> 00:13:41,487 I think, in three years, 361 00:13:41,487 --> 00:13:44,157 we dream about getting it to up to a million units. 362 00:13:44,157 --> 00:13:46,859 So $100 million in sales, basically. Yeah. 363 00:13:46,859 --> 00:13:49,896 So, first of all, I love this for so many reasons, 364 00:13:49,896 --> 00:13:51,330 but I think that the manufacturing 365 00:13:51,330 --> 00:13:52,465 is going to be your pain point 366 00:13:52,465 --> 00:13:55,468 'cause you have to constantly raise. 367 00:13:55,468 --> 00:13:57,170 I think this is something where 368 00:13:57,170 --> 00:13:58,738 it's a fusion of a license, 369 00:13:58,738 --> 00:14:02,375 where you get somebody to make the goods as a license, 370 00:14:02,375 --> 00:14:04,077 you get to sell it online direct, 371 00:14:04,077 --> 00:14:06,813 and they do all the big-box stores and all that 372 00:14:06,813 --> 00:14:08,014 because they're already in there. 373 00:14:08,014 --> 00:14:09,348 We're not averse to it. Okay. 374 00:14:09,348 --> 00:14:14,987 I'll offer you $200,000 for 20%. 375 00:14:16,289 --> 00:14:17,857 Let me throw something in here. 376 00:14:17,857 --> 00:14:21,127 I think you have all the makings of a hugely successful business 377 00:14:21,127 --> 00:14:24,530 based on one product, which is not easy to do, right? 378 00:14:24,530 --> 00:14:27,433 So, I think what you really need is just cash. 379 00:14:27,433 --> 00:14:30,203 So I'm going to give you a $400,000 credit line 380 00:14:30,203 --> 00:14:31,804 for 20% of your business. 381 00:14:31,804 --> 00:14:33,072 Period. End of story. 382 00:14:33,072 --> 00:14:34,841 And help you in any way I can. 383 00:14:34,841 --> 00:14:36,242 You're going to give them a predatory credit line? 384 00:14:36,242 --> 00:14:38,444 Not a predatory. At 20%? 385 00:14:38,444 --> 00:14:40,747 No, whatever the bank lends to me, at the cheapest rate in town. 386 00:14:40,747 --> 00:14:42,348 Well, while you're -- See what other offers you have here, 387 00:14:42,348 --> 00:14:44,050 but you have that as a fallback. 388 00:14:44,050 --> 00:14:47,954 I think it's super clever. I think Daymond was right. 389 00:14:47,954 --> 00:14:51,357 So I'm going to also be offering the same, 390 00:14:51,357 --> 00:14:53,760 the $200,000 for 20%. 391 00:14:53,760 --> 00:14:57,163 And if you needed money for inventory, 392 00:14:57,163 --> 00:14:58,998 I would be very open to it. 393 00:14:58,998 --> 00:15:01,267 I'm the only Shark up here right now, at the moment, 394 00:15:01,267 --> 00:15:04,537 with a 7-year-old, so I'm stepping on these things. 395 00:15:04,537 --> 00:15:06,072 So you get it. You got three offers. 396 00:15:06,072 --> 00:15:07,907 I got a 13-year-old. It's close enough. 397 00:15:07,907 --> 00:15:09,175 Wait, what are you doing, Mark? 398 00:15:09,175 --> 00:15:10,943 So, I'm just trying to get a good grasp on it. 399 00:15:10,943 --> 00:15:14,013 Steven: So, our response on the -- the offers 400 00:15:14,013 --> 00:15:15,982 is that they're -- they're great. 401 00:15:15,982 --> 00:15:18,551 Because this is, you know, closely held, family, 402 00:15:18,551 --> 00:15:21,254 we put a lot of money into it, 403 00:15:21,254 --> 00:15:23,589 holding on to equity is pretty important to us. 404 00:15:23,589 --> 00:15:26,025 And that's why we came in at 10%. Okay, that answers the question, yeah. 405 00:15:26,025 --> 00:15:28,561 O'Leary: So you don't like 20%? We don't like 20%. 406 00:15:28,561 --> 00:15:29,462 Okay, Mark, what are you going to do? 407 00:15:29,462 --> 00:15:31,998 I'll give you the 200K for 12%. 408 00:15:31,998 --> 00:15:34,434 ♪♪ 409 00:15:34,434 --> 00:15:37,036 So that's my offer. Okay. 410 00:15:37,036 --> 00:15:38,704 Listen, you got four offers. 411 00:15:38,704 --> 00:15:40,006 What are you going to do? 412 00:15:41,541 --> 00:15:43,776 You can counter. You're scaring me, 'cause you're even thinking 413 00:15:43,776 --> 00:15:46,379 about what that chump just offered you? 414 00:15:46,379 --> 00:15:47,713 Why wouldn't you take that deal? 415 00:15:47,713 --> 00:15:49,615 Well, I'll make it a little more interesting. 416 00:15:49,615 --> 00:15:53,920 ♪♪ 417 00:15:56,456 --> 00:15:59,959 ♪♪ 418 00:15:59,959 --> 00:16:02,462 Narrator: One Shark is out, but Steve and Aurora 419 00:16:02,462 --> 00:16:06,032 have four offers on the table for their vacuum for toys, 420 00:16:06,032 --> 00:16:07,500 Pick-Up Bricks. 421 00:16:07,500 --> 00:16:09,635 Well, I'll make it a little more interesting. 422 00:16:11,237 --> 00:16:12,538 I like when I see a product 423 00:16:12,538 --> 00:16:14,407 that has potential to grow the brand 424 00:16:14,407 --> 00:16:17,476 and have more iterations, like Scrub Daddy. 425 00:16:17,476 --> 00:16:20,780 You know, we started with 1, and we're like 64 SKUs 426 00:16:20,780 --> 00:16:22,882 and around the world, and we're all international. 427 00:16:22,882 --> 00:16:27,253 I am going to go to 15%. I think I'm worth it. O'Leary: Oh, okay. 428 00:16:27,253 --> 00:16:29,755 And, you know, I want to be in it to win it. 429 00:16:29,755 --> 00:16:32,391 And I feel like that's right. 430 00:16:32,391 --> 00:16:34,660 Okay, Daymond, you going to adjust your offer at all? 431 00:16:34,660 --> 00:16:37,296 You know what? That's fine. I'll go to 15%. 432 00:16:37,296 --> 00:16:38,664 I'm not going to go to 12%... Corcoran: Wow. 433 00:16:38,664 --> 00:16:41,601 ...but I will match Lori's $200,000 for 15%. 434 00:16:41,601 --> 00:16:43,336 Daymond, pain. Pain. You know. 435 00:16:43,336 --> 00:16:44,937 John: I know. Guys, and I will tell you, 436 00:16:44,937 --> 00:16:47,840 you don't want extensions of your product line for awhile. 437 00:16:47,840 --> 00:16:49,175 Some point in time -- 438 00:16:49,175 --> 00:16:50,877 Greiner: Well, I didn't say it was immediate. 439 00:16:50,877 --> 00:16:52,678 I just said that it's there. Okay, guys, let them decide. 440 00:16:52,678 --> 00:16:55,147 Let them decide. The amazing thing is, 441 00:16:55,147 --> 00:16:58,050 what you would add to it would be incredible, 442 00:16:58,050 --> 00:17:00,486 what you would add to it would also take it 443 00:17:00,486 --> 00:17:01,954 where we want to go. 444 00:17:01,954 --> 00:17:03,623 I don't know if there's a way for you to... 445 00:17:03,623 --> 00:17:05,958 There's just not enough equity there. 446 00:17:05,958 --> 00:17:07,226 Would you be able to go 447 00:17:07,226 --> 00:17:09,829 if you were to split it 7.5% each? 448 00:17:11,130 --> 00:17:12,498 Corcoran: Wow. Interesting. 449 00:17:12,498 --> 00:17:14,800 Cuban: So that would get us to 15%. Yeah. 450 00:17:14,800 --> 00:17:16,636 And I know you don't want to go to 20%. 451 00:17:16,636 --> 00:17:18,371 If you got up to 18%, 9% each, 452 00:17:18,371 --> 00:17:21,474 then I think we could probably do it together. 453 00:17:21,474 --> 00:17:23,109 O'Leary: 9% and 9%, 18%. 454 00:17:23,109 --> 00:17:25,478 Yeah, that's -- we're -- 15% was the biggest stretch for us. 8% and 8%? 455 00:17:25,478 --> 00:17:27,079 But you're getting two Sharks. 456 00:17:27,079 --> 00:17:30,182 Okay, we're going to confer here for a second. 457 00:17:33,319 --> 00:17:34,687 It is. It is. 458 00:17:35,721 --> 00:17:36,689 No. 459 00:17:36,689 --> 00:17:37,990 Can I ask one more time? 460 00:17:37,990 --> 00:17:39,592 Alright, I'm going to ask one more time, 461 00:17:39,592 --> 00:17:41,494 but don't get mad at me. 462 00:17:41,494 --> 00:17:44,430 Is there any chance you guys would do it for 16% split? 463 00:17:44,430 --> 00:17:51,771 ♪♪ 464 00:17:51,771 --> 00:17:52,939 Sure. 465 00:17:54,907 --> 00:17:56,375 Alright. Cuban: There you go. 466 00:17:56,375 --> 00:17:57,944 We've got a deal. Aah! 467 00:17:57,944 --> 00:18:00,012 Corcoran: Great that you asked. 468 00:18:00,012 --> 00:18:02,315 Congratulations. This is so exciting. 469 00:18:02,315 --> 00:18:04,116 Watch your feet. [ Chuckles ] Thank you. 470 00:18:04,116 --> 00:18:05,217 Cuban: You've done such a great job. It's great. 471 00:18:05,217 --> 00:18:06,419 Oh, my gosh. Congrats. Congrats. 472 00:18:06,419 --> 00:18:07,553 Have a great day. Thank you. 473 00:18:07,553 --> 00:18:10,556 Ooh. Ah. Ah. Oh, my God. 474 00:18:10,556 --> 00:18:11,857 You did it. You did it. 475 00:18:11,857 --> 00:18:12,858 You did it. You did it. 476 00:18:12,858 --> 00:18:13,926 No, you. We did it. 477 00:18:13,926 --> 00:18:15,428 Okay, we did it. 478 00:18:15,428 --> 00:18:18,064 Aurora: Steve and I have been working on this for four years, 479 00:18:18,064 --> 00:18:21,500 and it's such a validation of all our hard work. 480 00:18:21,500 --> 00:18:24,537 So I thought I'd ask one more time. 481 00:18:24,537 --> 00:18:26,372 And they said yes. 482 00:18:26,372 --> 00:18:27,606 I learned that from my kids. 483 00:18:27,606 --> 00:18:29,976 Just keep asking until they say yes. 484 00:18:31,477 --> 00:18:33,446 Narrator: In "Shark Tank" seasons past, 485 00:18:33,446 --> 00:18:36,415 Barbara Corcoran invested in two holiday-themed businesses, 486 00:18:36,415 --> 00:18:38,584 Holiball and Hire Santa. 487 00:18:38,584 --> 00:18:40,519 Let's see what they're up to now. 488 00:18:40,519 --> 00:18:43,055 Corcoran: I invested in Holiball and Hire Santa 489 00:18:43,055 --> 00:18:44,490 because I love the people. 490 00:18:44,490 --> 00:18:45,825 The minute I put my money 491 00:18:45,825 --> 00:18:48,494 into holiday-themed businesses, I'm feeling happy. 492 00:18:48,494 --> 00:18:50,663 Man: Come on up here. Holiball and Hire Santa 493 00:18:50,663 --> 00:18:53,866 are coming together to have a holiday extravaganza. 494 00:18:53,866 --> 00:18:56,435 Hall: We're here at the historic Grand Galvez Hotel. 495 00:18:56,435 --> 00:18:58,137 Barbara's connected us with Hire Santa 496 00:18:58,137 --> 00:19:00,006 to throw a holiday party. 497 00:19:00,006 --> 00:19:01,507 Couch: All of our guests are bringing presents 498 00:19:01,507 --> 00:19:03,342 to donate to those less fortunate. 499 00:19:03,342 --> 00:19:04,777 Allen: And together, we've worked to make this 500 00:19:04,777 --> 00:19:07,246 a magical night full of love and cheer. 501 00:19:07,246 --> 00:19:09,048 Oh, my gosh, thank you so much. 502 00:19:09,048 --> 00:19:11,150 Corcoran: What I loved about the Holiball girls 503 00:19:11,150 --> 00:19:14,487 is they have tremendous energy, and on top of that, 504 00:19:14,487 --> 00:19:17,623 they're three great salespeople, which is essential. 505 00:19:17,623 --> 00:19:18,891 Hall: When we came into the Tank, 506 00:19:18,891 --> 00:19:21,527 we had $117,000 in sales. 507 00:19:21,527 --> 00:19:25,197 Just three years later, we're at $14 million in sales. 508 00:19:25,197 --> 00:19:27,133 When it started, it was just the three of us. 509 00:19:27,133 --> 00:19:28,601 Now, we're working with a team of 12. 510 00:19:28,601 --> 00:19:30,136 Moore: We've developed a new product line, 511 00:19:30,136 --> 00:19:31,604 including our MINIS, 512 00:19:31,604 --> 00:19:32,571 and they deflate, 513 00:19:32,571 --> 00:19:33,773 so you can put your whole tree 514 00:19:33,773 --> 00:19:36,142 into one small storage box. 515 00:19:36,142 --> 00:19:38,411 Allen: After today, you're going to be professionals 516 00:19:38,411 --> 00:19:40,913 at delivering the love and joy of Christmas on days 517 00:19:40,913 --> 00:19:43,282 when the real Santa can't be here himself. 518 00:19:43,282 --> 00:19:44,950 All: Ho-ho-ho-ho! 519 00:19:44,950 --> 00:19:47,620 Corcoran: Mitch of Hire Santa is the hardest-working guy 520 00:19:47,620 --> 00:19:48,788 I've ever dealt with. 521 00:19:48,788 --> 00:19:50,489 He's just a phenomenal entrepreneur. 522 00:19:50,489 --> 00:19:52,024 Allen: When we first appeared on "Shark Tank," 523 00:19:52,024 --> 00:19:55,261 we had done less than $700,000 lifetime. 524 00:19:55,261 --> 00:19:56,629 That's over 10 years. 525 00:19:56,629 --> 00:19:59,498 Since then, we've done over $15 million in sales. 526 00:19:59,498 --> 00:20:01,767 We've sent Santa Claus entertainers to all 50 states, 527 00:20:01,767 --> 00:20:03,869 but not just the U.S. -- Canada, Mexico, 528 00:20:03,869 --> 00:20:06,105 the Caribbean, China, even the Middle East. 529 00:20:06,105 --> 00:20:07,873 And we're working with really great clients 530 00:20:07,873 --> 00:20:11,077 like the Ritz-Carlton, the NFL, NBA teams. 531 00:20:11,077 --> 00:20:13,679 Anyone who needs Santa to come to a home office 532 00:20:13,679 --> 00:20:15,815 or retail establishment, Hire Santa is there. 533 00:20:15,815 --> 00:20:19,552 Now, get out there and make this the best holiday season ever. 534 00:20:19,552 --> 00:20:22,088 All: Ho-ho-ho! [ Cheering ] 535 00:20:22,088 --> 00:20:25,157 You've been so, so generous with your hearts 536 00:20:25,157 --> 00:20:26,358 and your gift-giving. 537 00:20:26,358 --> 00:20:29,261 Thank you, and happy holidays. 538 00:20:29,261 --> 00:20:31,030 Corcoran: There's nothing better than people 539 00:20:31,030 --> 00:20:33,632 acting as a family to celebrate the holidays. 540 00:20:33,632 --> 00:20:35,534 They're coming together, they're helping each other, 541 00:20:35,534 --> 00:20:38,204 and they're creating a great event for people to come 542 00:20:38,204 --> 00:20:40,106 and support their favorite charity. 543 00:20:40,106 --> 00:20:41,073 Cheers. 544 00:20:41,073 --> 00:20:43,175 These companies are team players, 545 00:20:43,175 --> 00:20:45,077 and I would suggest find a teammate 546 00:20:45,077 --> 00:20:47,046 if you're going to build a big business. 547 00:20:47,046 --> 00:20:49,448 Together: Happy holidays! 548 00:20:49,448 --> 00:20:54,286 ♪♪ 549 00:20:56,822 --> 00:21:01,861 ♪♪ 550 00:21:01,861 --> 00:21:04,630 Narrator: Next up is a company seeking to be festive 551 00:21:04,630 --> 00:21:06,799 and inclusive. 552 00:21:06,799 --> 00:21:13,706 ♪♪ 553 00:21:13,706 --> 00:21:16,909 Hi, Sharks. I'm Jasmine Hudson from Cincinnati, Ohio. 554 00:21:16,909 --> 00:21:19,011 And I'm J'Aaron Merchant from the U.S. Virgin Islands. 555 00:21:19,011 --> 00:21:20,246 And I'm Madia Willis, 556 00:21:20,246 --> 00:21:22,982 a Liberian American from P.G. County, Maryland. 557 00:21:22,982 --> 00:21:28,420 And we are seeking $250,000 for 5% equity in our company. 558 00:21:28,420 --> 00:21:30,422 Sharks, the true meaning of the holidays 559 00:21:30,422 --> 00:21:32,391 is spending time with the ones you love. 560 00:21:32,391 --> 00:21:35,161 But if you ask any kid what the holidays are truly all about, 561 00:21:35,161 --> 00:21:36,495 you know what they'd say. 562 00:21:36,495 --> 00:21:38,197 Together: Presents! 563 00:21:38,197 --> 00:21:41,300 Who doesn't love opening a meticulously wrapped gift 564 00:21:41,300 --> 00:21:43,135 from under the Christmas tree? 565 00:21:43,135 --> 00:21:44,770 But for many Black children, 566 00:21:44,770 --> 00:21:48,574 the festive images of families in holiday sweaters 567 00:21:48,574 --> 00:21:51,343 and of Santa delivering presents with his elves 568 00:21:51,343 --> 00:21:53,946 don't reflect their experience or family. 569 00:21:53,946 --> 00:21:56,749 That's right. Black people are visually underrepresented 570 00:21:56,749 --> 00:21:58,117 in seasonal products. 571 00:21:58,117 --> 00:22:00,786 And did you know that Black Americans spend 15% more 572 00:22:00,786 --> 00:22:02,922 than the average during the holiday season? 573 00:22:02,922 --> 00:22:04,924 That's why we created... 574 00:22:04,924 --> 00:22:06,759 Together: Black Paper Party! 575 00:22:06,759 --> 00:22:09,328 Culturally relevant seasonal products 576 00:22:09,328 --> 00:22:11,063 that celebrate Black families 577 00:22:11,063 --> 00:22:13,265 and spread joy during the holidays. 578 00:22:13,265 --> 00:22:15,100 We make wrapping paper, ornaments, 579 00:22:15,100 --> 00:22:16,902 gift bags, and decor. 580 00:22:16,902 --> 00:22:19,638 We have Papa and Nana Klaus, the Klaus babies, 581 00:22:19,638 --> 00:22:22,308 and, of course, Aunt Holly, who is single all the way 582 00:22:22,308 --> 00:22:24,210 and ready to jingle all the way. 583 00:22:24,210 --> 00:22:26,645 Along with a host of angels and gnomies, 584 00:22:26,645 --> 00:22:29,148 because gnomies are our homies. Get it? 585 00:22:29,148 --> 00:22:30,216 [ Laughter ] 586 00:22:30,216 --> 00:22:32,852 So, Sharks, join the Black Paper Party, 587 00:22:32,852 --> 00:22:35,421 and let's "wrap up" this deal. 588 00:22:35,421 --> 00:22:36,722 Good job. Alright. 589 00:22:36,722 --> 00:22:38,557 Thank you. Sharks, in front of you, 590 00:22:38,557 --> 00:22:43,095 you have samples of our stockings, two wrapping papers, 591 00:22:43,095 --> 00:22:45,998 our signature mug, and an ornament. 592 00:22:45,998 --> 00:22:47,933 You know, I didn't know Santa Claus was Black. 593 00:22:47,933 --> 00:22:50,202 I swear to God. Listen, I'm telling you. 594 00:22:50,202 --> 00:22:51,837 O'Leary: How many SKUs do you have? 595 00:22:51,837 --> 00:22:53,839 'Cause you've got paper, you've got the ornaments. 596 00:22:53,839 --> 00:22:55,641 Overall, we have about 200 SKUs. 597 00:22:55,641 --> 00:22:58,310 That's including our direct-to-consumer 598 00:22:58,310 --> 00:22:59,778 and our licensed products. 599 00:22:59,778 --> 00:23:00,913 So who designs them? 600 00:23:00,913 --> 00:23:02,281 So, I design all the characters 601 00:23:02,281 --> 00:23:04,149 that you see in the Black Paper Party universe. 602 00:23:04,149 --> 00:23:05,818 And then Madia takes those characters 603 00:23:05,818 --> 00:23:08,287 and creates all these amazing patterns. Cuban: Good for you. 604 00:23:08,287 --> 00:23:10,890 [ Sharks speaking indistinctly ] So, yeah, all our creative is done in-house. 605 00:23:10,890 --> 00:23:12,825 You sell in retail? Willis: Yes. 606 00:23:12,825 --> 00:23:15,694 We'll be in six retailers this Christmas, 607 00:23:15,694 --> 00:23:18,464 ranging from Macy's, Target, Walmart, 608 00:23:18,464 --> 00:23:19,665 Family Dollar, and Dollar General. 609 00:23:19,665 --> 00:23:21,967 And how many stores in total will you be in? 610 00:23:21,967 --> 00:23:23,302 Over 6,000 points of distribution. 611 00:23:23,302 --> 00:23:25,004 -Wow. -Whoa, ladies. 612 00:23:25,004 --> 00:23:27,940 So your sales have got to be, like, up there with Santa Claus. 613 00:23:27,940 --> 00:23:29,275 Rising sales. Yeah, we have some sales. 614 00:23:29,275 --> 00:23:31,076 Yeah, well, tell us about your sales. 615 00:23:31,076 --> 00:23:33,712 Sure. In 2020, we did about $44,000. 616 00:23:33,712 --> 00:23:35,981 That's prior to us going into retail. 617 00:23:35,981 --> 00:23:39,785 2021 -- $274,000. 618 00:23:39,785 --> 00:23:43,022 2022 -- $844,000. Wow. 619 00:23:43,022 --> 00:23:45,090 And this year, we're on track to do $1.1 million. 620 00:23:45,090 --> 00:23:46,625 -Alright. -That's fantastic. 621 00:23:46,625 --> 00:23:49,495 Wow. Excellent, excellent. That is really amazing. 622 00:23:49,495 --> 00:23:50,930 Tell me your background. 623 00:23:50,930 --> 00:23:54,133 Um -- Yes. So, just recently, I did pre-visual development 624 00:23:54,133 --> 00:23:56,135 for Disney Junior's "The Little Mermaid." 625 00:23:56,135 --> 00:23:58,003 Wow! Did you? 626 00:23:58,003 --> 00:23:59,338 So you're quite the artist. 627 00:23:59,338 --> 00:24:01,040 Willis: Yes, she is quite the artist. 628 00:24:01,040 --> 00:24:04,176 Jasmine and myself come from a retail background. 629 00:24:04,176 --> 00:24:08,314 I was a textile designer at Target for many years. 630 00:24:08,314 --> 00:24:10,716 I was also a product development 631 00:24:10,716 --> 00:24:12,985 and sourcing manager at Walmart. 632 00:24:12,985 --> 00:24:15,587 Wow. Excellent. So design is truly my passion, 633 00:24:15,587 --> 00:24:18,791 and representation is also something that ties 634 00:24:18,791 --> 00:24:20,759 our whole career backgrounds together, as well. 635 00:24:20,759 --> 00:24:24,363 Yeah, and then, for me, my entire career was at Walmart. 636 00:24:24,363 --> 00:24:27,266 So, I started as an associate merchant with bakeware, 637 00:24:27,266 --> 00:24:29,902 and then I went on to be a merchandise financial planner. 638 00:24:29,902 --> 00:24:31,804 So I had pretty much all of home decor, 639 00:24:31,804 --> 00:24:34,606 which was about $2.3 billion in spend. Greiner: Wow. 640 00:24:34,606 --> 00:24:38,644 So, can I go back to 2022 and get into this $844,000? Yeah. 641 00:24:38,644 --> 00:24:40,713 That's a pretty good number. Impressive. 642 00:24:40,713 --> 00:24:42,147 Did you make money on that? 643 00:24:42,147 --> 00:24:47,086 We did. So, that year was a 53% gross margin. 644 00:24:47,086 --> 00:24:49,922 We made $158,000 net, 645 00:24:49,922 --> 00:24:53,859 and that was about 14% of sales. 646 00:24:53,859 --> 00:24:55,394 Did you pay yourselves anything? Is that cash profit? 647 00:24:55,394 --> 00:24:56,528 That is cash prof-- That's profit. 648 00:24:56,528 --> 00:24:57,529 And do you pay yourselves salaries? 649 00:24:57,529 --> 00:24:58,630 Did you pay yourselves anything? 650 00:24:58,630 --> 00:24:59,798 We do pay ourselves. We pay ourselves now. 651 00:24:59,798 --> 00:25:01,500 So that's after you paid yourselves. 652 00:25:01,500 --> 00:25:02,968 Yes, sir. Yes. 653 00:25:02,968 --> 00:25:04,403 Good for you. Okay, and this year, what do you think you'll do 654 00:25:04,403 --> 00:25:05,838 on the $1.1 million? 655 00:25:05,838 --> 00:25:07,673 Hudson: On the 1.1, we'll make $150,000. 656 00:25:07,673 --> 00:25:11,343 The gross margin percent is 65. 657 00:25:11,343 --> 00:25:14,847 So, this year, 57% of our sales are going to come 658 00:25:14,847 --> 00:25:16,348 from wholesale, 659 00:25:16,348 --> 00:25:19,251 16% direct-to-consumer, 660 00:25:19,251 --> 00:25:21,687 27% licensed. 661 00:25:21,687 --> 00:25:23,989 What do you sell a roll of paper for direct-to-consumer? 662 00:25:23,989 --> 00:25:25,190 What's it cost you to make? 663 00:25:25,190 --> 00:25:28,360 Yep, so that is $10, and $2.33 to make. 664 00:25:28,360 --> 00:25:30,863 And how's that compared to other paper? 665 00:25:30,863 --> 00:25:32,731 So, we're comparable in the market. 666 00:25:32,731 --> 00:25:36,101 So, is there a plan to be not as seasonal? 667 00:25:36,101 --> 00:25:38,170 Willis: Yes. So glad you asked. 668 00:25:38,170 --> 00:25:39,905 We are actually looking forward 669 00:25:39,905 --> 00:25:42,674 to a Black History Month program. Excellent, yeah. 670 00:25:42,674 --> 00:25:44,843 We'll have a Valentine's Day program, 671 00:25:44,843 --> 00:25:47,579 Developing into that. Weddings, showers, graduations. 672 00:25:47,579 --> 00:25:49,181 Yeah. And we are super excited, 673 00:25:49,181 --> 00:25:52,017 actually, to launch our party collection, 674 00:25:52,017 --> 00:25:55,287 which will be everyday birthday celebrations, 675 00:25:55,287 --> 00:25:56,789 which we believe are 676 00:25:56,789 --> 00:25:59,625 the second-largest market after Christmas. 677 00:25:59,625 --> 00:26:02,161 Okay, let me just jump in with one thing, 'cause I'm curious. 678 00:26:02,161 --> 00:26:05,197 I mean, you guys couldn't have a more perfect background 679 00:26:05,197 --> 00:26:06,665 than to be doing what you're doing. 680 00:26:06,665 --> 00:26:09,468 So, why do you need a Shark? What do you need from a Shark? 681 00:26:09,468 --> 00:26:13,539 We really would like to scale our e-commerce business. 682 00:26:13,539 --> 00:26:16,408 We would like to scale our marketing strategy. 683 00:26:16,408 --> 00:26:19,178 And also to drive sales in stores, as well. 684 00:26:19,178 --> 00:26:20,679 Exactly. Right, because, guys, 685 00:26:20,679 --> 00:26:24,917 it sounds like you might not be making money in stores. 686 00:26:24,917 --> 00:26:27,953 We actually can't take on the business... 687 00:26:27,953 --> 00:26:30,122 Right. ...that we could. 688 00:26:30,122 --> 00:26:34,426 Our retail business is limited by how many accounts 689 00:26:34,426 --> 00:26:35,561 we can manage. 690 00:26:35,561 --> 00:26:37,196 Mark, there are three of us, 691 00:26:37,196 --> 00:26:39,631 and we do our own sales and back end. 692 00:26:39,631 --> 00:26:41,967 But the interest in retail, 693 00:26:41,967 --> 00:26:44,670 in addition to our licensing business, is there. 694 00:26:44,670 --> 00:26:48,507 We literally cannot -- We are turning down the ability 695 00:26:48,507 --> 00:26:51,343 to supply retailers who are interested in us. O'Leary: So, guys, let me take a stab at it, okay? 696 00:26:51,343 --> 00:26:54,246 The good news is, this category is far larger 697 00:26:54,246 --> 00:26:55,781 than what you're selling... Indeed. 698 00:26:55,781 --> 00:26:57,082 ...and you've found a unique niche, 699 00:26:57,082 --> 00:26:59,084 and you're very credible to serve it. 700 00:26:59,084 --> 00:27:01,420 The way the big people play in this space, 701 00:27:01,420 --> 00:27:04,189 the big players, they use distributors. 702 00:27:04,189 --> 00:27:06,091 So, they bring the lines out, 703 00:27:06,091 --> 00:27:08,026 and they go out and put it everywhere, 704 00:27:08,026 --> 00:27:10,362 and their sales are 100X what you're doing. 705 00:27:10,362 --> 00:27:13,565 All seasonal, all holiday. Mm-hmm. 706 00:27:13,565 --> 00:27:15,834 I don't like your distribution strategy, doing it yourself. 707 00:27:15,834 --> 00:27:18,470 I would have partnered with one of these behemoths, 708 00:27:18,470 --> 00:27:19,738 and there's three of them. 709 00:27:19,738 --> 00:27:22,474 What you're doing here is too small. 710 00:27:22,474 --> 00:27:25,077 You should be doing way more than a million bucks in sales. 711 00:27:25,077 --> 00:27:26,478 You have the best part of it. 712 00:27:26,478 --> 00:27:27,579 You have the I.P. 713 00:27:27,579 --> 00:27:29,014 You got the hard part done, yeah. 714 00:27:29,014 --> 00:27:30,282 You've got the hard part done. 715 00:27:30,282 --> 00:27:32,251 You just have not got distribution nailed. 716 00:27:32,251 --> 00:27:33,919 Willis: We just -- I'm sorry, guys. I'm out. 717 00:27:33,919 --> 00:27:36,488 ♪♪ 718 00:27:36,488 --> 00:27:40,359 So, you are asking for a $5 million valuation... 719 00:27:40,359 --> 00:27:42,628 We are. ...with $1.1 million in sales. 720 00:27:44,863 --> 00:27:46,498 That's a pretty tough number. 721 00:27:46,498 --> 00:27:48,967 I'm trying to find where I have room. 722 00:27:48,967 --> 00:27:52,237 While you're looking for room, I'd like to make an offer. 723 00:27:52,237 --> 00:27:55,140 I think you guys are amazing. 724 00:27:55,140 --> 00:27:57,843 Top to bottom, everything you said is perfect. 725 00:27:57,843 --> 00:28:01,246 Your background, your enthusiasm, your product line. 726 00:28:02,247 --> 00:28:04,082 I'll make you an offer of $250,000, 727 00:28:04,082 --> 00:28:06,151 but I'd like 15% of the business. 728 00:28:06,151 --> 00:28:08,654 O'Leary: 15%, Barbara? 15%. That's reasonable. 729 00:28:08,654 --> 00:28:11,023 15%. It's not bad. Actually, it's not bad. 730 00:28:11,023 --> 00:28:12,391 I mean, listen, I look at you guys, 731 00:28:12,391 --> 00:28:15,727 and all I think -- I think about market, 732 00:28:15,727 --> 00:28:17,596 product, people. 733 00:28:17,596 --> 00:28:19,865 On people, you are check, check, check, check, 734 00:28:19,865 --> 00:28:21,433 A-plus-plus-plus. 735 00:28:21,433 --> 00:28:24,770 You have fabulous backgrounds, perfect for this business, 736 00:28:24,770 --> 00:28:26,038 and you guys are bosses. 737 00:28:26,038 --> 00:28:27,839 Like, that is clear. 738 00:28:27,839 --> 00:28:29,341 As a woman in business, I really admire 739 00:28:29,341 --> 00:28:30,242 what you've done. 740 00:28:30,242 --> 00:28:31,677 I know it's not easy. 741 00:28:31,677 --> 00:28:34,846 Truthfully, for me, I don't like seasonal items. 742 00:28:34,846 --> 00:28:37,916 I kind of wince away from them because it's just not me. 743 00:28:37,916 --> 00:28:40,852 Barbara actually has done a lot of good seasonal deals... 744 00:28:40,852 --> 00:28:43,088 Mm-hmm. ...and she threw in a good offer, 745 00:28:43,088 --> 00:28:44,890 and I think she'd be a really good partner for you. 746 00:28:44,890 --> 00:28:46,725 Do you know, I just recruited Mark as my partner. 747 00:28:46,725 --> 00:28:48,527 So, for that reason, I'm out. 748 00:28:48,527 --> 00:28:49,795 Thank you, Lori. Thank you, Lori. 749 00:28:49,795 --> 00:28:51,230 We're not going to miss her. What's the new deal? 750 00:28:51,230 --> 00:28:52,998 Okay, Mark is going to come in with me, 751 00:28:52,998 --> 00:28:56,902 and our offer's going to be $250,000 for 20% 752 00:28:56,902 --> 00:28:59,238 because we're each going to be a 10% partner. 753 00:28:59,238 --> 00:29:01,273 Cuban: But you get the two of us together. 754 00:29:01,273 --> 00:29:03,609 Do you want to give up more equity and take two partners, 755 00:29:03,609 --> 00:29:06,044 or would you rather just have one partner with less -- 756 00:29:06,044 --> 00:29:08,547 Don't put that idea in their head. Well, why can't -- If it's fair. 757 00:29:08,547 --> 00:29:09,748 We would love to have two Sharks. We would. 758 00:29:09,748 --> 00:29:13,352 Would you consider $450,000... 759 00:29:13,352 --> 00:29:15,053 Y Chihuahua, caramba! 760 00:29:15,053 --> 00:29:16,588 ...for 18%? 761 00:29:19,291 --> 00:29:20,525 No. Definitely not. 762 00:29:20,525 --> 00:29:21,927 Like I said, you're savvy. 763 00:29:21,927 --> 00:29:26,398 Barbara, would you consider $250,000 764 00:29:26,398 --> 00:29:28,433 for 10% equity in our company? 765 00:29:28,433 --> 00:29:30,736 And leave my poor guy Mark out? 766 00:29:33,972 --> 00:29:35,173 'Course I will. 767 00:29:35,173 --> 00:29:38,276 [ Cheers and applause ] 768 00:29:38,276 --> 00:29:39,111 I'm sorry, Mark. 769 00:29:39,111 --> 00:29:40,178 That's okay, Barbara. 770 00:29:40,178 --> 00:29:41,413 [ Laughter ] 771 00:29:41,413 --> 00:29:42,848 Oh, wow! Thank you! 772 00:29:42,848 --> 00:29:45,284 Let me give him my stocking. Good job. 773 00:29:45,284 --> 00:29:47,819 Yay! Barbara! Bring it in. 774 00:29:47,819 --> 00:29:49,855 -And we even, like, match. -Yay! 775 00:29:49,855 --> 00:29:51,890 Congratulations, guys. Well done. 776 00:29:51,890 --> 00:29:53,892 [ Laughter ] 777 00:29:53,892 --> 00:29:55,327 ♪♪ 778 00:29:55,327 --> 00:29:56,995 Hudson: Barbara's absolutely amazing. 779 00:29:56,995 --> 00:30:00,298 She has a history of supporting diverse women, 780 00:30:00,298 --> 00:30:02,034 strong entrepreneurs, 781 00:30:02,034 --> 00:30:04,670 and she is a strong-woman entrepreneur herself. 782 00:30:04,670 --> 00:30:06,872 We would love -- We can't express 783 00:30:06,872 --> 00:30:08,974 how excited we are to partner with her. 784 00:30:09,975 --> 00:30:11,443 [ Ducks quacking ] 785 00:30:11,443 --> 00:30:15,347 Narrator: Next in the Tank are unexpected feathered guests. 786 00:30:15,347 --> 00:30:17,516 [ Laughs ] 787 00:30:17,516 --> 00:30:18,717 O'Leary: You know what this is now, guys? 788 00:30:18,717 --> 00:30:20,419 It's the "Duck Tank." 789 00:30:20,419 --> 00:30:21,620 [ Laughter ] 790 00:30:21,620 --> 00:30:23,722 Cuban: Duck-a-palooza. 791 00:30:23,722 --> 00:30:25,324 Oh, my gosh! Tipsy Elves! 792 00:30:25,324 --> 00:30:26,591 -Hey, Robert. -Good to see you, Robert. 793 00:30:26,591 --> 00:30:27,993 Surprised to see you here. 794 00:30:27,993 --> 00:30:30,328 Welcome back to "Shark Tank." 795 00:30:30,328 --> 00:30:32,964 So, Sharks, it's been exactly 10 years 796 00:30:32,964 --> 00:30:34,232 since being in the Tank. 797 00:30:34,232 --> 00:30:36,501 What started as ugly Christmas sweaters has grown 798 00:30:36,501 --> 00:30:39,371 into countless exciting collections and products. 799 00:30:39,371 --> 00:30:40,772 After being inspired 800 00:30:40,772 --> 00:30:43,008 by Illumination's new movie "Migration," 801 00:30:43,008 --> 00:30:45,610 we are confident that the next big trend 802 00:30:45,610 --> 00:30:48,213 in ugly Christmas sweaters is... 803 00:30:48,213 --> 00:30:49,081 Ducks. ...ducks. 804 00:30:49,081 --> 00:30:50,716 Wow! [ Laughter ] 805 00:30:52,784 --> 00:30:55,721 Corcoran: Wow. Tipsy Elves could be first in the duck space. 806 00:30:55,721 --> 00:30:58,190 The future of holiday fashion. 807 00:30:58,190 --> 00:31:00,392 Duck sweaters for the whole family. 808 00:31:00,392 --> 00:31:03,095 A frock for your flock. 809 00:31:03,095 --> 00:31:05,697 One for mom, the natural leader. 810 00:31:05,697 --> 00:31:08,033 One for the overly cautious father. 811 00:31:08,033 --> 00:31:11,269 And some for your youngest, most adorable ducklings. 812 00:31:11,269 --> 00:31:13,105 Who's along for the flight with us? 813 00:31:13,105 --> 00:31:15,807 [ Herjavec chuckles ] The characters are so cute, 814 00:31:15,807 --> 00:31:17,676 but I'm not sure about the sweater. 815 00:31:17,676 --> 00:31:18,677 ♪♪ 816 00:31:18,677 --> 00:31:20,679 [ Chuckles ] I'm seeing green ducks, 817 00:31:20,679 --> 00:31:24,516 but I'm thinking golden goose. 818 00:31:24,516 --> 00:31:26,818 What a "fowl" idea, guys. I'm sorry. 819 00:31:27,819 --> 00:31:30,689 Listen, guys, I love the duck theme. 820 00:31:30,689 --> 00:31:34,659 These could be great for the entire family. 821 00:31:34,659 --> 00:31:36,628 I'm willing to take a flyer here, 822 00:31:36,628 --> 00:31:39,431 but I have a contingency this time. 823 00:31:39,431 --> 00:31:42,934 My twins and I need to go see "Migration," 824 00:31:42,934 --> 00:31:47,239 and if they love it and I love it, I'm in. 825 00:31:47,239 --> 00:31:49,307 Do we have a deal? 826 00:31:50,509 --> 00:31:52,077 We have a deal. We know they'll love it. 827 00:31:52,077 --> 00:31:53,745 It's one of the best new movies this year. 828 00:31:53,745 --> 00:31:54,846 Whoo! 829 00:31:54,846 --> 00:31:57,349 [ Laughter and applause ] 830 00:31:57,349 --> 00:31:59,284 Great job! 831 00:31:59,284 --> 00:32:00,452 Narrator: Flock to see "Migration," 832 00:32:00,452 --> 00:32:02,120 flying into theaters this Christmas. 833 00:32:02,120 --> 00:32:04,556 Rated PG. Tickets on sale now. 834 00:32:07,759 --> 00:32:12,664 ♪♪ 835 00:32:12,664 --> 00:32:16,434 Narrator: Next up is a mom hoping to start a new holiday tradition. 836 00:32:16,434 --> 00:32:26,444 ♪♪ 837 00:32:26,444 --> 00:32:28,280 Hi, Sharks. My name's Miranda Vaughn, 838 00:32:28,280 --> 00:32:29,948 and I'm from Portland, Oregon. 839 00:32:29,948 --> 00:32:35,220 I'm seeking $200,000 in exchange for 10% equity of my company. 840 00:32:35,220 --> 00:32:38,757 'Twas the month before Christmas when I received the worst gift, 841 00:32:38,757 --> 00:32:41,927 the useless gingerbread-house decorating kit. 842 00:32:41,927 --> 00:32:45,297 Let's face it, there're no fun. We all know why they suck. 843 00:32:45,297 --> 00:32:47,132 Impossible to assemble. 844 00:32:47,132 --> 00:32:50,302 The children all hate the stale, cardboard-y taste. 845 00:32:50,302 --> 00:32:51,937 What a waste. 846 00:32:51,937 --> 00:32:55,040 So I decided to create a new Christmas tradition, 847 00:32:55,040 --> 00:32:56,775 The Tomte Cake, 848 00:32:56,775 --> 00:32:58,910 a 3-D gingerbread-house baking pan 849 00:32:58,910 --> 00:33:01,379 ready to create beautiful and delicious 850 00:33:01,379 --> 00:33:04,115 no-assembly-required gingerbread houses 851 00:33:04,115 --> 00:33:05,417 fresh out of the oven, 852 00:33:05,417 --> 00:33:07,419 ready for your kids to decorate. 853 00:33:07,419 --> 00:33:10,522 But The Tomte Cake is really so much more than that. 854 00:33:10,522 --> 00:33:12,924 Each set comes with an original children's story 855 00:33:12,924 --> 00:33:17,863 I wrote and illustrated about a pocket-sized gnome named Tomte 856 00:33:17,863 --> 00:33:20,398 who accidentally falls into the cake batter 857 00:33:20,398 --> 00:33:23,401 and gets baked into a gingerbread-house cake. 858 00:33:23,401 --> 00:33:25,270 But don't worry, this is a children's story, 859 00:33:25,270 --> 00:33:27,639 so Tomte makes it out happy and healthy, 860 00:33:27,639 --> 00:33:31,243 and the story goes that whoever finds Tomte in their dessert 861 00:33:31,243 --> 00:33:34,179 will have good luck for the rest of the Christmas season. 862 00:33:34,179 --> 00:33:37,082 Each three-piece set comes with everything your family needs 863 00:33:37,082 --> 00:33:39,284 to re-create the storyline of the book 864 00:33:39,284 --> 00:33:41,653 and begin a brand-new Christmas tradition. 865 00:33:41,653 --> 00:33:44,189 Sharks, it's about time we gave gingerbread-house decorating 866 00:33:44,189 --> 00:33:45,357 an upgrade. 867 00:33:45,357 --> 00:33:46,925 Who wants to have a lucky Christmas 868 00:33:46,925 --> 00:33:48,560 with The Tomte Cake? 869 00:33:48,560 --> 00:33:50,762 Each one of you has a Tomte Cake gingerbread house 870 00:33:50,762 --> 00:33:52,197 in front of you. You're welcome to eat it. 871 00:33:52,197 --> 00:33:54,799 Let's find out who has the lucky Tomte. 872 00:33:54,799 --> 00:33:56,234 Oh! Corcoran: Wow. 873 00:33:56,234 --> 00:33:57,569 Very cute. 874 00:33:57,569 --> 00:33:59,004 It's Tome...? 875 00:33:59,004 --> 00:34:01,239 Vaughn: Tomte is a Swedish gnome. 876 00:34:01,239 --> 00:34:03,241 Very tasty. Good. 877 00:34:03,241 --> 00:34:04,476 Cuban: Not bad. Not bad at all. 878 00:34:04,476 --> 00:34:05,844 You said one of us have a Tomte in here? 879 00:34:05,844 --> 00:34:07,312 You should, yeah. 880 00:34:07,312 --> 00:34:09,114 If it's not the Tomte I'm hitting, something's wrong. 881 00:34:09,114 --> 00:34:10,916 Oh, Mark's the lucky one. 882 00:34:10,916 --> 00:34:13,852 Greiner: Ohh. He's had enough luck already. 883 00:34:13,852 --> 00:34:15,287 He didn't need that. Wah-wah-wah! 884 00:34:15,287 --> 00:34:17,022 I'm out. [ Laughs ] 885 00:34:17,022 --> 00:34:18,523 How'd you come up with this idea? 886 00:34:18,523 --> 00:34:20,725 I was sitting at the dining table with my two kids. 887 00:34:20,725 --> 00:34:22,260 They were 4 and 6 at the time. 888 00:34:22,260 --> 00:34:24,763 And we could not, for the life of us, 889 00:34:24,763 --> 00:34:26,631 get those things to stay together. 890 00:34:26,631 --> 00:34:29,200 And I ended up using a hot glue gun on his, 891 00:34:29,200 --> 00:34:31,770 and he's crying 'cause now he can't eat it. 892 00:34:31,770 --> 00:34:34,105 And I was like, "There has to be a better way." 893 00:34:34,105 --> 00:34:35,840 I thought, "Why don't we just have a nice cake 894 00:34:35,840 --> 00:34:37,542 that we don't have to assemble?" 895 00:34:37,542 --> 00:34:38,910 And I thought it'd be a lot more fun 896 00:34:38,910 --> 00:34:40,245 if there was a story to go with it. 897 00:34:40,245 --> 00:34:42,180 And what is included in your little packet? 898 00:34:42,180 --> 00:34:44,115 So, each set comes with the baking pan 899 00:34:44,115 --> 00:34:45,750 and the gnome and the book. 900 00:34:45,750 --> 00:34:47,986 And what do you sell it for, and where do you sell it? 901 00:34:47,986 --> 00:34:49,754 I sell it online. 902 00:34:49,754 --> 00:34:51,256 It's $60 per set. 903 00:34:51,256 --> 00:34:52,390 That's pretty pricey, do you think? 904 00:34:52,390 --> 00:34:53,592 What's it cost you to make? 905 00:34:53,592 --> 00:34:54,926 $15 a set. 906 00:34:54,926 --> 00:34:57,028 And so tell us about the company, the sales. 907 00:34:57,028 --> 00:34:59,230 I launched October 7th of last year. 908 00:34:59,230 --> 00:35:02,100 I ended up selling out all 5,000 sets 909 00:35:02,100 --> 00:35:04,002 that I was able to have in my inventory. 910 00:35:04,002 --> 00:35:05,203 Really? And how quick? 911 00:35:05,203 --> 00:35:07,172 In 35 days. Wow. 912 00:35:07,172 --> 00:35:09,107 That's great. Congrats. And how did you get the customers? 913 00:35:09,107 --> 00:35:11,776 I had a static-graphic Facebook ad that I ran. 914 00:35:11,776 --> 00:35:13,612 It just said "A new Christmas tradition," 915 00:35:13,612 --> 00:35:15,246 and people just clicked the link. 916 00:35:15,246 --> 00:35:17,215 You said 5,000 units. 917 00:35:17,215 --> 00:35:18,350 I don't know if you discounted them. 918 00:35:18,350 --> 00:35:19,951 What was the dollar amount? 919 00:35:19,951 --> 00:35:24,789 Right. I did $200,000 in that 35-day period when I ran the ad. 920 00:35:24,789 --> 00:35:26,257 And how much did the ad cost? 921 00:35:26,257 --> 00:35:28,827 I believe it was about $40,000. 922 00:35:28,827 --> 00:35:29,961 That's not bad. 923 00:35:29,961 --> 00:35:31,930 That's a profitable return on ad spend. 924 00:35:31,930 --> 00:35:34,666 Did you have a history in online? 925 00:35:34,666 --> 00:35:36,668 No, not at all. I've been a stay-at-home mom 926 00:35:36,668 --> 00:35:39,571 for the last eight years and homeschooled my kids. 927 00:35:39,571 --> 00:35:40,905 What is your background? 928 00:35:40,905 --> 00:35:44,609 Well, one interesting part that has sort of made me 929 00:35:44,609 --> 00:35:45,977 a little Christmas-obsessed 930 00:35:45,977 --> 00:35:49,814 is I left a religious cult that I was raised in. 931 00:35:49,814 --> 00:35:51,883 We didn't celebrate holidays growing up. 932 00:35:51,883 --> 00:35:53,652 We didn't celebrate birthdays, Christmas, 933 00:35:53,652 --> 00:35:56,521 Mother's Day, Father's Day, and so, after I left, 934 00:35:56,521 --> 00:35:58,790 I was able to experience Christmas for the first time. 935 00:35:58,790 --> 00:36:01,626 I just really was so amazed. 936 00:36:01,626 --> 00:36:03,428 I was blown away at how magical it is, 937 00:36:03,428 --> 00:36:04,929 and it's just so beautiful. 938 00:36:04,929 --> 00:36:06,531 And so, when I had my own kids, 939 00:36:06,531 --> 00:36:09,000 I wanted to just really immerse them in, like, 940 00:36:09,000 --> 00:36:10,335 all of the traditions. 941 00:36:10,335 --> 00:36:11,903 I mean, I see this being something 942 00:36:11,903 --> 00:36:13,705 that could be the next Elf on the Shelf. 943 00:36:13,705 --> 00:36:16,007 It could blow up into a tradition 944 00:36:16,007 --> 00:36:17,609 that everyone wants to take part in. 945 00:36:17,609 --> 00:36:19,277 The book has had rave reviews, 946 00:36:19,277 --> 00:36:20,912 and kids absolutely love it. 947 00:36:20,912 --> 00:36:21,980 It's a great gift item. 948 00:36:21,980 --> 00:36:22,947 It is such a good gift. 949 00:36:22,947 --> 00:36:24,416 Did you write this book yourself? 950 00:36:24,416 --> 00:36:26,384 I wrote it and illustrated it. 951 00:36:26,384 --> 00:36:28,787 You're hot stuff, really. You've done it all. 952 00:36:28,787 --> 00:36:29,921 John: You know, I'm curious. 953 00:36:29,921 --> 00:36:32,023 I want to know what your expectations are 954 00:36:32,023 --> 00:36:35,260 on the participation of the Shark, besides money. 955 00:36:35,260 --> 00:36:38,730 I want mentorship. I am really creative. 956 00:36:38,730 --> 00:36:40,532 I'd love to come up with another concept 957 00:36:40,532 --> 00:36:41,866 that branches off of this. 958 00:36:41,866 --> 00:36:43,401 I'd love more of a product line. 959 00:36:43,401 --> 00:36:45,937 I am not a businessperson at heart. 960 00:36:45,937 --> 00:36:47,472 Yeah, you could've fooled us. You've fooled us. 961 00:36:47,472 --> 00:36:49,240 Vaughn: Thank you. And how much have you personally invested? 962 00:36:49,240 --> 00:36:51,109 $150,000, roughly. 963 00:36:51,109 --> 00:36:52,510 Ooh, that's a lot. Where'd you get that from? 964 00:36:52,510 --> 00:36:54,946 Yeah, we mortgaged the house... Damn. 965 00:36:54,946 --> 00:36:56,381 ...took a loan against the car. O'Leary: Whoa. 966 00:36:56,381 --> 00:36:57,916 You and your partner, husband? 967 00:36:57,916 --> 00:36:59,484 It's all been paid back. Yeah. 968 00:36:59,484 --> 00:37:02,921 Look, I think it's so simple, so eloquent, such an easy story. 969 00:37:02,921 --> 00:37:05,957 I get it. I'd do the deal for 25%, 970 00:37:05,957 --> 00:37:07,392 and the way it works is 971 00:37:07,392 --> 00:37:10,095 when you take out a dollar, I get 25 cents. 972 00:37:10,095 --> 00:37:12,130 And you don't have to take out a dollar, 973 00:37:12,130 --> 00:37:14,165 but at some point, you have to pay yourself, 974 00:37:14,165 --> 00:37:15,834 and I want to get paid, too. 975 00:37:15,834 --> 00:37:17,202 So, what do you need the money for? 976 00:37:17,202 --> 00:37:19,571 I want to be able to bulk up my inventory 977 00:37:19,571 --> 00:37:21,005 and financing purchase orders. 978 00:37:21,005 --> 00:37:23,975 If I were to get a hard purchase order 979 00:37:23,975 --> 00:37:25,176 and make a deal with anyone -- 980 00:37:25,176 --> 00:37:26,845 You don't want to sell in retail, do you? 981 00:37:26,845 --> 00:37:27,979 I do. 982 00:37:27,979 --> 00:37:29,647 Who's asked you to go to retail? 983 00:37:29,647 --> 00:37:30,982 My heart. 984 00:37:30,982 --> 00:37:33,084 Oh, you want to go to... [ Laughs ] I love that. 985 00:37:33,084 --> 00:37:36,488 You want to go to retail when you've got a hit online? Oh, I know, but -- 986 00:37:36,488 --> 00:37:38,022 That's kind of taken a little air out for me. 987 00:37:38,022 --> 00:37:39,157 She's on a mission, Kevin. 988 00:37:39,157 --> 00:37:40,592 This is not a company. It's a mission. 989 00:37:40,592 --> 00:37:42,494 She says she wants it to be like Elf on the Shelf. 990 00:37:42,494 --> 00:37:44,295 Vaughn: That's the thing. It's not just selling a cake pan. 991 00:37:44,295 --> 00:37:45,930 You're selling a tradition. 992 00:37:45,930 --> 00:37:48,433 Eventually, if you do well enough 993 00:37:48,433 --> 00:37:51,903 and you start to build the name and the legend and the brand, 994 00:37:51,903 --> 00:37:55,306 I see it at Valentine's Day with a cute Valentine's house 995 00:37:55,306 --> 00:37:57,575 with a hidden heart or something inside. Yes. 996 00:37:57,575 --> 00:38:00,078 I see it year round, but a fun tradition 997 00:38:00,078 --> 00:38:01,813 where the kids are waiting to find the thing 998 00:38:01,813 --> 00:38:03,681 and they get the good luck for that holiday. 999 00:38:03,681 --> 00:38:07,085 Or birthdays and just have it be totally evergreen. Birthdays. All of that. 1000 00:38:07,085 --> 00:38:08,153 So, here's my offer. 1001 00:38:08,153 --> 00:38:11,089 $200,000, but 33.33%. 1002 00:38:11,089 --> 00:38:14,893 I know it's steep, but, you know, it takes work. 1003 00:38:14,893 --> 00:38:15,894 Okay, thank you. 1004 00:38:15,894 --> 00:38:16,928 Cuban: And I'll clear the deck some. 1005 00:38:16,928 --> 00:38:18,429 That's better than I could possibly do. 1006 00:38:18,429 --> 00:38:19,831 I'm out. Okay, thank you. 1007 00:38:19,831 --> 00:38:21,533 I think what you're really looking for 1008 00:38:21,533 --> 00:38:25,537 is a team of mentorship, because there's nothing better 1009 00:38:25,537 --> 00:38:28,006 than having a team of people surrounding you. 1010 00:38:28,006 --> 00:38:32,443 I get around my entrepreneurs, not only one-on-one with them, 1011 00:38:32,443 --> 00:38:33,945 but everyone in my office 1012 00:38:33,945 --> 00:38:35,513 knows everything about their business. 1013 00:38:35,513 --> 00:38:37,382 We constantly have brainstorming. Mm-hmm. 1014 00:38:37,382 --> 00:38:39,884 So I would love to make you an offer, 1015 00:38:39,884 --> 00:38:41,719 and it's going to be a little less greedy 1016 00:38:41,719 --> 00:38:45,023 than Mr. Wonderful here, and a lot less greedy... I'm not even the greediest. 1017 00:38:45,023 --> 00:38:48,726 ...than Mrs. Not So Wonderful next to him, okay? I think "The Greedette." 1018 00:38:48,726 --> 00:38:51,996 But I'm going to offer you $200,000 for 20%. 1019 00:38:51,996 --> 00:38:54,766 But what I guarantee is you will be focused, 1020 00:38:54,766 --> 00:38:56,401 and you will find all the right answers. 1021 00:38:56,401 --> 00:38:59,103 And you're a phenomenal businessperson, by the way. 1022 00:38:59,103 --> 00:39:00,405 Don't ever say you're not again. 1023 00:39:00,405 --> 00:39:01,973 John: Barbara, would you let me come in on that? 1024 00:39:01,973 --> 00:39:04,175 If we do it for 25% -- We don't need you. I got so many -- 1025 00:39:04,175 --> 00:39:07,011 Come on, Barbara, 25%. I come in with it. 1026 00:39:07,011 --> 00:39:09,981 I help with the publishing side... No, it's too greedy. No. 1027 00:39:09,981 --> 00:39:12,517 ...and all that good stuff. No, no, no. No, thank you. I don't need you. 1028 00:39:12,517 --> 00:39:14,085 O'Leary: So, you have three offers. 1029 00:39:14,085 --> 00:39:16,821 Lori, would you want to get it into retail? 1030 00:39:16,821 --> 00:39:18,556 Is that something that you think is a good idea? 1031 00:39:18,556 --> 00:39:20,858 I am a believer that we do a master plan 1032 00:39:20,858 --> 00:39:23,895 and then we strategically go into retail. 1033 00:39:23,895 --> 00:39:25,330 Lori, you let me in on your deal? 1034 00:39:25,330 --> 00:39:28,032 Well, I don't really think I need another Shark. 1035 00:39:28,032 --> 00:39:29,434 I love you... I know, I know. 1036 00:39:29,434 --> 00:39:30,902 ...but I don't think I need another Shark. I know, but -- 1037 00:39:30,902 --> 00:39:32,070 This one is better alone. 1038 00:39:32,070 --> 00:39:35,073 Alright, I'll give you $200,000, but 25%. 1039 00:39:35,073 --> 00:39:36,174 Thank you, Daymond. 1040 00:39:36,174 --> 00:39:38,776 Well, that's four offers. 1041 00:39:38,776 --> 00:39:39,944 What do you want to do? 1042 00:39:39,944 --> 00:39:46,884 ♪♪ 1043 00:39:49,587 --> 00:39:51,623 ♪♪ 1044 00:39:51,623 --> 00:39:53,024 Narrator: One Shark is out. 1045 00:39:53,024 --> 00:39:55,159 Miranda has four offers on the table 1046 00:39:55,159 --> 00:39:58,229 for her gingerbread-cake mold set, The Tomte Cake. 1047 00:39:58,229 --> 00:39:59,464 What do you want to do? 1048 00:39:59,464 --> 00:40:02,367 Barbara, how would you want to approach it? 1049 00:40:02,367 --> 00:40:04,836 I have the most important ingredient -- 1050 00:40:04,836 --> 00:40:05,904 great people. 1051 00:40:05,904 --> 00:40:08,139 I have so many holiday businesses. 1052 00:40:08,139 --> 00:40:09,874 I never meant to get into that business, 1053 00:40:09,874 --> 00:40:10,975 but I have so many. 1054 00:40:10,975 --> 00:40:12,977 They cross-fertilize everything they do. 1055 00:40:12,977 --> 00:40:14,879 It sounds amazing. O'Leary: Well, it sounds great. 1056 00:40:14,879 --> 00:40:17,715 but I'll tell you what my entrepreneurs do with my team. 1057 00:40:17,715 --> 00:40:20,051 We make money. 1058 00:40:20,051 --> 00:40:22,854 If that's why you're here, I'm your guy. 1059 00:40:22,854 --> 00:40:24,455 You may want to go in a different direction -- 1060 00:40:24,455 --> 00:40:26,357 I know that you each have something really special to bring. 1061 00:40:26,357 --> 00:40:28,493 What do you want to do? 1062 00:40:28,493 --> 00:40:30,628 Lori, would you do 20%? 1063 00:40:30,628 --> 00:40:31,863 Corcoran: That's what I offered you, 1064 00:40:31,863 --> 00:40:33,331 but you'd prefer working with Lori? 1065 00:40:33,331 --> 00:40:35,133 No, I'm not saying that. I just want -- 1066 00:40:35,133 --> 00:40:39,370 I would do it for 25%, but I can't go lower. 1067 00:40:39,370 --> 00:40:41,139 You will not be disappointed. 1068 00:40:41,139 --> 00:40:42,907 Would you do 22%? 1069 00:40:44,175 --> 00:40:46,678 I'll do 25%. You want me to be in it. 1070 00:40:46,678 --> 00:40:48,579 I want to make a good decision also. 1071 00:40:48,579 --> 00:40:50,548 But you'll be making so much money. 1072 00:40:50,548 --> 00:40:52,850 Okay, just to move things along, 1073 00:40:52,850 --> 00:40:54,085 I'm going to change my offer. 1074 00:40:54,085 --> 00:40:56,654 $200,000 for 15%. Just to make it interesting. 1075 00:40:56,654 --> 00:40:58,122 -Mmm. -Wow. 1076 00:40:58,122 --> 00:41:00,291 'Cause I'm really getting frustrated watching this. Oh, my gosh. 1077 00:41:00,291 --> 00:41:02,460 Just to put a little pressure. 1078 00:41:02,460 --> 00:41:03,728 You know, by the way, every one of us 1079 00:41:03,728 --> 00:41:05,797 have the same teams that work on all that. 1080 00:41:05,797 --> 00:41:07,699 No, you don't. It's the quality of the people. 1081 00:41:07,699 --> 00:41:10,034 Miranda, stick to your guns. I may be helping you here. 1082 00:41:10,034 --> 00:41:11,569 I know. You have 6. I have 30. 1083 00:41:11,569 --> 00:41:13,571 Stick to your guns. You know what you want. 1084 00:41:14,572 --> 00:41:15,974 Either these Sharks are coming down 1085 00:41:15,974 --> 00:41:17,275 or you're going to go with me. 1086 00:41:17,275 --> 00:41:18,676 I'll go 24%. You have to make a decision. 1087 00:41:18,676 --> 00:41:21,045 20%. Do 20%, Lori! 1088 00:41:21,045 --> 00:41:22,947 Well, I went down a little. I know you did. 1089 00:41:22,947 --> 00:41:24,782 I mean, I feel I'm worth it, but I want to show you -- 1090 00:41:24,782 --> 00:41:26,851 Alright. What are you going to do? I know. That's really diff-- 1091 00:41:26,851 --> 00:41:29,687 Time for a decision. It's time for a decision. 1092 00:41:29,687 --> 00:41:34,125 ♪♪ 1093 00:41:34,125 --> 00:41:36,027 Um, I'm pretty interested 1094 00:41:36,027 --> 00:41:38,329 in working with Kevin at 15%. 1095 00:41:38,329 --> 00:41:41,399 Wow! Whoa! Cuban: Hello! 1096 00:41:41,399 --> 00:41:42,900 Egg on our face. Swoop! 1097 00:41:42,900 --> 00:41:44,602 I've never seen a Mr. Wonderful swoop before. 1098 00:41:44,602 --> 00:41:45,837 Wow. What a surprise. 1099 00:41:45,837 --> 00:41:47,739 Greiner: You want to know something? Wow! 1100 00:41:47,739 --> 00:41:48,940 Corcoran: It was all about money. 1101 00:41:48,940 --> 00:41:50,708 Stay focused. Alright. I will. Thank you. 1102 00:41:50,708 --> 00:41:52,143 Congratulations. John: Congratulations. 1103 00:41:52,143 --> 00:41:54,145 ♪♪ 1104 00:41:54,145 --> 00:41:55,947 Vaughn: I was really wanting to work with Lori 1105 00:41:55,947 --> 00:41:57,615 because I've heard such great things, 1106 00:41:57,615 --> 00:42:00,151 but I know that Kevin's an incredible businessman, 1107 00:42:00,151 --> 00:42:03,421 and he gave me a really fantastic offer. 1108 00:42:03,421 --> 00:42:05,356 It was the Grinch that stole Christmas. 1109 00:42:05,356 --> 00:42:07,024 Cuban: Swoop! Greiner: No, honestly, Kevin -- 1110 00:42:07,024 --> 00:42:09,694 Corcoran: Wow. That is the first Mr. Wonderful swoop 1111 00:42:09,694 --> 00:42:10,828 in the history of "Shark Tank." 1112 00:42:10,828 --> 00:42:12,697 Wow. I cannot believe that, Kevin. 1113 00:42:12,697 --> 00:42:14,298 All that mattered was the percentage. O'Leary: Wait for it. 1114 00:42:14,298 --> 00:42:15,500 You know what he's saying? 1115 00:42:15,500 --> 00:42:17,902 "Lori's so greedy. She's so greedy." 1116 00:42:17,902 --> 00:42:19,237 [ Laughter ] 1117 00:42:19,237 --> 00:42:20,638 "Daddy, Daddy, don't let me near her. 1118 00:42:20,638 --> 00:42:21,506 She's so greedy." 1119 00:42:21,506 --> 00:42:22,840 [ Laughter ] 1120 00:42:22,840 --> 00:42:25,710 ♪♪ 1121 00:42:28,713 --> 00:42:31,716 -- Captions by VITAC -- 1122 00:42:31,716 --> 00:42:40,158 ♪♪ 1123 00:42:40,158 --> 00:42:48,533 ♪♪ 1124 00:42:48,533 --> 00:42:56,908 ♪♪