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Narrator:
Tonight on "Shark Tank"...

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When we tell people
you can light

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and eat the candles,
their jaws drop.

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Introducing the world's
first robotic chef.

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No way.

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Which one of you is ready
to be the coolest Shark?

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It's not
going anywhere.

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Oh, my God.
That's gonna be a meme.

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Is this really
that big a problem?

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You came to the Advice Tank.

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We want
to build a brand.

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I really don't trust
the execution.

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You're trying to find
the hole in my story, right?

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I see a thousand holes.

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Ooh, tough Shark.

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♪♪

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Narrator: First into the Tank
is a product

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that takes cooking
into the future.

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♪♪

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Hi, Sharks.
My name is Assaf.

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And I'm here raising $500,000

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for 4% equity in my company,
Chefee Robotics.
Wow.

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Sharks, we all know
how hard it can be

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to cook healthy, fresh meals
while juggling our busy lives.

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How many millions of parents
around the world

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care about the nutrition
of their families

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but they hate cooking,
don't know how to do it,

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don't have time to do it,
or just plain suck at it?

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Well, what if all of that
could change?

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What if cooking was so easy,

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you could literally
walk into your home

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and talk to your kitchen?

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Nice.

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Sounds like science fiction?

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Not anymore.

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Forget self-driving cars

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and start thinking
self-cooking kitchens.

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Introducing Chefee, the world's
first embedded robotic chef.

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From meal planning and cooking
to tracking nutrition

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and, yes, even ordering
the groceries,

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Chefee will do it all.

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Here's how easy it is to use.

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Just once a week,
you'll restock ingredients,

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then open the Chefee app
to place an order.

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Chefee will do the rest,

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weighing, combining, dispensing,
and cooking.

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So, Sharks, who's ready
to bring personal private chefs

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to everyone with Chefee?

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You got to show us
how it works.
You got to show us
how it works.

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Greiner: Yeah.
Oh, of course.
Let's do it.

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In front of you are three dishes
that Chefee prepared.

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We have Spanish paella...
Okay.

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...spicy ratatouille,
and tofu tikka masala.

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So Chefee made this?
Yes.

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And as my mom would say,
bete'avon,

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which means bon appétit.
Wow!

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It's good.
Greiner: Paella's good.

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Herjavec:
The chicken paella's amazing.

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Can you add, like,
spices and stuff?

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Of course, of course, so you
can customize it here...

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Oh.
...based on ingredient,

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if you're allergic to anything,
and so forth.

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This tastes great.
Let's see it work.

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Alright, I'm gonna
customize the recipe.

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I'm gonna select
the number of servings.

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I can even schedule it.
I'm going to say right now.

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And Chefee receives the order.

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That curry
is delicious.

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Really good, isn't it?
Really.

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Yeah.
It's my favorite.

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Ta-da!

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Just like magic.
Greiner: What?!

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Chefee comes out
of your counter,

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and the first thing it does,

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it picks up the lid
of the cooker.

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It's gonna invert it.

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No way.
It seems unbelievable.

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The future is here, Barbara.
Wow.

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Chefee is made of two parts,
upper and lower.

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The upper stores
and dispenses ingredients.

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The upper fits into a standard
upper kitchen cabinet.

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Okay.
Wait. What's it doing now?

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So right now it's dispensing
and weighing.

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So it goes under.
Yep.

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And based on what
you put in the app...

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Exactly.
...it's going to put
the materials in.

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Correct.
What about fresh things
like proteins?

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Right, so the left side
is refrigerated.

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So we have
a refrigeration module

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built specifically
for Chefee.

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But you're not
ordering from you.

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No, we're
a robotics company.

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For the groceries,
that's a subscription model.

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One of them is integration
with Instacart or Amazon Fresh.

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You're in
the robot business.

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That's what we do.
We do the tech.

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So now it has the material.
What's it doing now?

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Yep, it's gonna pour it
right into the cooker.

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Is that a standard cooker
or yours?
Right.

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We don't reinvent
the wheel.

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We're not here
to build a cooker.

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We're here to build
a robotic ecosystem

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that automates
your appliances.

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So it's a vending machine
connected to a bowl.

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Far more than that, but, yes,
if it looks that simple,

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then we've done a great job
in hiding the complexity.

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It works
with any stovetop?

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No, so these are cookers.
They're inside of it.
Oh, so you provide that.

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But these are yours.

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Correct.
It's an induction cooker.
Greiner: Okay.

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So it's all incorporated.
All incorporated.

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You can install these in any
modern kitchen on the planet.

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So what is this going to cost me
if I say, "I love Chefee.

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I saw it on 'Shark Tank.'

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I want the whole thing,
including installation

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and I hope
a maintenance contract.

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There's a lot
of moving parts."

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What's that
going to cost me?

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For the value-engineered
version of Chefee,

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as low as $9,500
is what we want to launch with.

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10 grand?
Right, all the way up to --

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That's a big buy-in.
That's 10 grand?

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Yes.
Everything I see here?

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The refrigeration will probably
not be included in the 10 grand,

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because it goes from $9,500

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all the way up to a premium
version, which we want to --

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Which -- How much
is the premium version?

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We're thinking between
$40,000 and $50,000.

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Holy God, that's a lot.
Wow, so at $40,000 to $50,000,

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what do I get that
I don't get at $10,000?

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So you would get
more ingredients, right?

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So you'll be able to make
a lot more things.

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So how are you going to
bring this to market?

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Have you done it yet?
Have you sold any?

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If you have,
what are your sales?

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What does it cost
to make one?

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What does it cost
to acquire a customer?

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The numbers.
That's what I want.

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First of all,
we are pre-revenue.

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Okay,
we haven't launched.

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We have a $500,000 signed LOI
from a high-end

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kitchen remodeling company
already in Palm Springs.

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Now, in terms
of where we're going,

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we're going all in with social
media and organic marketing.

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And we've also shown this
already to builders, designers,

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high-end kitchen appliance
companies like Wolf Sub-Zero.

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I presented this
a year and a half ago

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face-to-face with one
of their top execs.

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He loved it.

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The idea with someone
like Sub-Zero

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is that they would
rebrand this?

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That would be
a licensing play.

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Okay.
Is that your go to market --

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It's not.
It's not necessarily.

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So everything is on the table.
That's the beauty.

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Let's talk about
strategic partnerships

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with celebrity chefs, right,

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partnerships with builders,
designers.

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We've been hosted by high-end
designing locations

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in Austin, Texas.

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What do you mean
you've been hosted?

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You've actually installed
these units?

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So we installed three total,
so one in our investor's home,

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one in our HQ,
and now you're seeing this.

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So why haven't you
shipped already?

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Because I don't want
to overpromise, under-deliver.

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I want to do the opposite.

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That's the sales pitch,
right?

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Why specifically
are you not shipping yet?

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Oh, we're not shipping,
which is why we're here.

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We're raising $500,000
to get to manufacturing.

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How much have
you raised so far?

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$450,000, and I injected 90K
of my own money, as well.

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For the $10,000 unit,
what's your cost to make it?

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About $1,500 materials,
$1,000 in labor.

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So let's just
be clear here.

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You're not a robotics company.
You're an integration company.

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You're taking off the shelf
or stuff you've licensed,

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and maybe you've
written some software

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and you have some IP

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and you're doing that
to integrate it, right?

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You're not manufacturing the
individual components yourself.

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Is that true?
That's a great question.

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So, we are
a robotics company.

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We have patents pending
in the U.S. and abroad

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specifically for the
entire system, the custom parts,

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and the embedded form factor.

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I spent a thousand hours
on this.

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I've learned everything
from mechanical engineering,

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3-D printer --
I slept under the 3-D printers

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in the office for weeks
to get this done.

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So, yes, we're not
producing the motors,

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but we're absolutely creating
the entire robotic system.

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That's an integrator.

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There's nothing wrong with that.
Nothing wrong with that.

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No, I'm not saying
there's anything wrong,

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but you got to say who you are
and what you're doing

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and what's working,
what's not working,

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because if we're
going to understand

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how you get to a product,

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we have to understand
why you're not already there.

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If you truly
created something

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that is so differentiated,
so unique,

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when you're in an industry

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when everybody and their
brother, it seems like,

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is coming out with a new
robotics space system,

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there should be so much money
being thrown at you

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that you can't even
keep up with it.

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Well, but --
Now I see
you're trying to find the hole

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in my story, right?

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I see a thousand holes.

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00:07:47,667 --> 00:07:48,168
I don't see any.

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I have a question
to fill a hole.

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I want to buy the product.

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I want to put it
in my Miami kitchen.

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Who's going to maintain it
for me when it stops working?

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Because it's such a simple,
elegant system,

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we can actually piggyback
on platforms like TaskRabbit.

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Oh, you're killing me.

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All they need is plumbing --
the plumbing experience.

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A handyman can install this.

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Corcoran:
Let me clear the deck.

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It sounds sexy,
definitely.

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I was like, "Whoa."
You know, this is something

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I'd love, but I really
don't trust the execution.

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I'd be afraid to call and say
mine is broken, so I'm out.

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You have
the other Sharks.

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Assaf, regardless
of what you've built

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or haven't built
from an IP perspective,

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it's a beautifully designed,
integrated machine.

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I'll give you that.
Thank you.

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But if I don't want to cook,
there's lots of other services

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where people can make
well-prepared food packages

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that show up
that don't cost $10,000.

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I just don't know
if I see the market.

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I'm out.

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Let me tell you guys
a quick --

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Assaf, do you have
one of these in your home?

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Yeah, in our HQ.

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You use it every day?

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Not every day,
but we've used it a lot.

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And let me tell you
the experience --

243
00:08:51,030 --> 00:08:54,134
And what do you do
if you want a baked potato?

244
00:08:54,134 --> 00:08:56,169
Order an Uber Eats.
No, I'm serious.

245
00:08:56,169 --> 00:08:58,338
I want to hit the market
with something that's beautiful,

246
00:08:58,338 --> 00:09:00,507
can make you hundreds
of dishes from scratch.

247
00:09:00,507 --> 00:09:03,176
But yeah, I can't make you
everything on the planet.

248
00:09:03,176 --> 00:09:05,278
But we can make
a lot of potato dishes.

249
00:09:05,278 --> 00:09:07,180
You're like all inventors,
right?

250
00:09:07,180 --> 00:09:09,482
You are so excited.
You are so passionate.

251
00:09:09,482 --> 00:09:13,086
But I don't understand
how well this will adopt.

252
00:09:13,086 --> 00:09:15,355
And maybe I'll be kicking myself
down the road.

253
00:09:15,355 --> 00:09:17,924
But for today,
I wish you good luck.

254
00:09:17,924 --> 00:09:20,060
But I'm out.

255
00:09:20,060 --> 00:09:21,394
I'm not worried
about the price of this.

256
00:09:21,394 --> 00:09:23,563
I know the other Sharks are,
but I know

257
00:09:23,563 --> 00:09:26,299
there's a high-end market
for tricking out kitchens

258
00:09:26,299 --> 00:09:28,268
because I buy
Sub-Zero products.

259
00:09:28,268 --> 00:09:29,536
That's why I was interested
in hearing more

260
00:09:29,536 --> 00:09:33,072
about the Sub-Zero deal,
because if they take it over,

261
00:09:33,072 --> 00:09:36,276
rebrand it, and provide
their maintenance contract,

262
00:09:36,276 --> 00:09:37,343
that would be interesting.

263
00:09:37,343 --> 00:09:39,446
But I'm choking
on the 4%.

264
00:09:39,446 --> 00:09:42,048
I mean, the next time you
raise money, I get diluted.

265
00:09:42,048 --> 00:09:43,249
We're here,
open to negotiation.

266
00:09:43,249 --> 00:09:45,318
Look, I'll make you
an offer.

267
00:09:45,318 --> 00:09:47,687
I don't care if you like it
or you don't.

268
00:09:57,597 --> 00:10:01,134
Narrator: Three Sharks are out,
but Kevin is interested

269
00:10:01,134 --> 00:10:04,204
in Assaf's robotic chef
company, Chefee.

270
00:10:04,204 --> 00:10:06,039
Look,
I'll make you an offer.

271
00:10:06,039 --> 00:10:08,174
I don't care if you like it
or you don't.

272
00:10:08,174 --> 00:10:11,377
I'll give you the $500,000.
I want 15%.

273
00:10:11,377 --> 00:10:14,247
Thank you for that offer.
Yes. It's reasonable.

274
00:10:14,247 --> 00:10:15,348
Cuban:
Assaf, I'll simplify things.

275
00:10:15,348 --> 00:10:18,017
I think it looks great
conceptually.

276
00:10:18,017 --> 00:10:19,085
Makes sense.

277
00:10:19,085 --> 00:10:21,054
Technically,
not quite sure

278
00:10:21,054 --> 00:10:22,655
whose pieces and parts
you integrated,

279
00:10:22,655 --> 00:10:25,325
but the reality is, there's
no way you did it from scratch

280
00:10:25,325 --> 00:10:29,395
and created everything in
a couple years for $450,000.

281
00:10:29,395 --> 00:10:31,397
The fact that you think
it's so crazy

282
00:10:31,397 --> 00:10:33,233
that we did this
tells me that,

283
00:10:33,233 --> 00:10:35,401
"Holy [bleep]
yeah, we have done it."

284
00:10:35,401 --> 00:10:37,070
No, that's not what
I'm saying at all.

285
00:10:37,070 --> 00:10:38,338
I'm saying you haven't
said anything

286
00:10:38,338 --> 00:10:40,573
about the technology at all.
You've described it

287
00:10:40,573 --> 00:10:44,110
and you've sold the value
proposition, which is great.

288
00:10:44,110 --> 00:10:45,445
But I know a little bit
about robotics.

289
00:10:45,445 --> 00:10:48,214
I know about, you know,
operating systems

290
00:10:48,214 --> 00:10:50,016
and I know about integration.

291
00:10:50,016 --> 00:10:52,152
If you want,
I can shut off sales

292
00:10:52,152 --> 00:10:54,154
and go technical
and geek out with you from now

293
00:10:54,154 --> 00:10:55,221
until -- for an hour.
Fire away.

294
00:10:55,221 --> 00:10:57,390
-Okay.
-Oh, please don't.

295
00:10:57,390 --> 00:11:00,026
Mark, are you going
to do this deal or not?

296
00:11:00,026 --> 00:11:02,061
No. I'm out.

297
00:11:02,061 --> 00:11:04,364
So, I am
the only chef up here.

298
00:11:04,364 --> 00:11:05,465
Chef Wonderful.
I'm a real chef.

299
00:11:05,465 --> 00:11:08,368
I'm putting myself
out of business.

300
00:11:08,368 --> 00:11:10,937
Mr. Wonderful.
Yes.

301
00:11:10,937 --> 00:11:13,907
Can I counter you with 8%?

302
00:11:13,907 --> 00:11:14,541
No.

303
00:11:14,541 --> 00:11:17,544
No. The journey is
binary on this thing.

304
00:11:17,544 --> 00:11:20,280
I think the only way to
actually make this work

305
00:11:20,280 --> 00:11:23,216
and sell hundreds
of thousands of installations

306
00:11:23,216 --> 00:11:24,484
is with licensing.

307
00:11:24,484 --> 00:11:26,586
And you're gonna find that
out without me or with me,

308
00:11:26,586 --> 00:11:30,356
because the maintenance
is gonna be paramount.

309
00:11:30,356 --> 00:11:32,192
Would you be willing
to go down to 12%?

310
00:11:32,192 --> 00:11:33,393
No.

311
00:11:33,393 --> 00:11:34,661
Ooh, it's a tough Shark.

312
00:11:34,661 --> 00:11:38,998
I know.
12%, 15%, does it
really make a difference?

313
00:11:38,998 --> 00:11:40,433
I'm trying to save. Um...

314
00:11:40,433 --> 00:11:42,101
All right, Mr. Wonderful,
we got a deal.

315
00:11:42,101 --> 00:11:44,070
Wow.

316
00:11:44,070 --> 00:11:45,471
Congrats, Kevin.

317
00:11:45,471 --> 00:11:48,408
Let's focus on how we can
actually make some money.

318
00:11:48,408 --> 00:11:50,243
Let's go and see
Sub-Zero.

319
00:11:50,243 --> 00:11:51,511
-Congrats, Assaf.
-Good luck.

320
00:11:51,511 --> 00:11:53,012
-Congratulations.
-Good luck.

321
00:11:53,012 --> 00:11:54,514
Thanks, guys.

322
00:11:54,514 --> 00:11:57,483
I think Mark is going
to absolutely regret

323
00:11:57,483 --> 00:11:59,319
missing this opportunity
with Chefee,

324
00:11:59,319 --> 00:12:02,222
but Kevin is a perfect match.

325
00:12:02,222 --> 00:12:04,457
He understands the space,
he has connections.

326
00:12:04,457 --> 00:12:07,527
He understands strategic moves
that Chefee could take,

327
00:12:07,527 --> 00:12:10,730
and I'm super excited to work
with somebody of that caliber.

328
00:12:12,365 --> 00:12:15,101
Narrator: In season 14,
Fiona Co Chan made a deal

329
00:12:15,101 --> 00:12:16,202
with Mark Cuban

330
00:12:16,202 --> 00:12:19,105
for her clean makeup brand
Youthforia.

331
00:12:19,105 --> 00:12:21,040
I'm worth it.
I'll even go do demos.

332
00:12:21,040 --> 00:12:22,275
You'll do demos?
Yes.

333
00:12:22,275 --> 00:12:23,643
He's going to look terrible
with that makeup on.

334
00:12:23,643 --> 00:12:26,312
Narrator: Let's see
what she's up to now.

335
00:12:26,312 --> 00:12:27,513
Chan: At Youthforia,

336
00:12:27,513 --> 00:12:29,115
we create makeup
you can sleep in

337
00:12:29,115 --> 00:12:30,550
with the added benefit
of skincare.

338
00:12:30,550 --> 00:12:33,119
Before I pitched the Sharks,
we had two employees,

339
00:12:33,119 --> 00:12:34,654
we were doing $6,500 a day,

340
00:12:34,654 --> 00:12:37,390
and we had $2 million
in lifetime sales.

341
00:12:37,390 --> 00:12:39,559
Now, nine months later,
we have 10 employees

342
00:12:39,559 --> 00:12:42,128
and we're doing $15,000
a day in sales.

343
00:12:42,128 --> 00:12:43,329
Since "Shark Tank,"

344
00:12:43,329 --> 00:12:47,166
Youthforia has sold
over $8 million in product.

345
00:12:47,166 --> 00:12:49,569
[ Cheers and applause ]

346
00:12:49,569 --> 00:12:51,504
Today we're at Ulta Beauty
launching

347
00:12:51,504 --> 00:12:53,406
our newest foundation.
you can sleep in.

348
00:12:53,406 --> 00:12:55,775
We're going to demo our products
on real customers,

349
00:12:55,775 --> 00:12:58,478
help them shade match, and get
real-time customer feedback.

350
00:12:58,478 --> 00:12:59,746
And Mark, I don't know
if you remember this,

351
00:12:59,746 --> 00:13:02,382
but in the Tank you said you
were going to demo our products,

352
00:13:02,382 --> 00:13:03,416
so today
we're going to do that.

353
00:13:03,416 --> 00:13:04,651
I can't wait.
Let's go.

354
00:13:04,651 --> 00:13:06,719
Cuban: It's exciting for
Youthforia to be in Ulta

355
00:13:06,719 --> 00:13:10,256
simply because
everybody comes here, right?

356
00:13:10,256 --> 00:13:11,391
You want to be
where the traffic is,

357
00:13:11,391 --> 00:13:13,326
and Ulta has
an amazing reputation

358
00:13:13,326 --> 00:13:15,628
for just being the place
to go for hair,

359
00:13:15,628 --> 00:13:17,430
makeup,
all the things that you want.

360
00:13:17,430 --> 00:13:18,598
Chan: One of the biggest
challenges to creating

361
00:13:18,598 --> 00:13:20,400
a foundation
you can sleep in

362
00:13:20,400 --> 00:13:23,269
was that our formula cost
was really expensive,

363
00:13:23,269 --> 00:13:25,405
so it was really challenging
trying to figure out

364
00:13:25,405 --> 00:13:27,173
how could we even launch this.

365
00:13:27,173 --> 00:13:28,808
And without Mark Cuban's
investment,

366
00:13:28,808 --> 00:13:31,644
I don't know that we would be
able to afford to launch this.

367
00:13:31,644 --> 00:13:34,514
And here we are in over
600 stores nationwide.

368
00:13:34,514 --> 00:13:37,283
All right, guys, ready to see
Mark get his foundation match?

369
00:13:37,283 --> 00:13:39,385
[ Cheering ]

370
00:13:39,385 --> 00:13:41,320
Cuban: Youthforia
is an amazing product,

371
00:13:41,320 --> 00:13:42,622
Fiona is an amazing
entrepreneur,

372
00:13:42,622 --> 00:13:45,358
and this gives us a chance
to expand our shelf space,

373
00:13:45,358 --> 00:13:48,194
and we can stand out
among all the other brands

374
00:13:48,194 --> 00:13:50,063
and just be spectacular.

375
00:13:50,063 --> 00:13:51,197
So how do I look?

376
00:13:51,197 --> 00:13:52,432
[ Cheering ]

377
00:13:52,432 --> 00:13:54,267
Chan: My advice for
future entrepreneurs

378
00:13:54,267 --> 00:13:56,169
that want to break
into a saturated market

379
00:13:56,169 --> 00:13:57,336
is to just trust your gut.

380
00:13:57,336 --> 00:13:58,571
When I pitched on "Shark Tank,"

381
00:13:58,571 --> 00:14:00,873
I did not know if we would ever
be able to launch a foundation,

382
00:14:00,873 --> 00:14:04,310
but I wore it because I wanted
to feel confident in the Tank.

383
00:14:04,310 --> 00:14:05,578
And now here we are,
one year later,

384
00:14:05,578 --> 00:14:07,346
being able to launch
our foundations

385
00:14:07,346 --> 00:14:09,315
and I get to live out my dream.

386
00:14:09,315 --> 00:14:15,121
♪♪

387
00:14:21,027 --> 00:14:23,463
♪♪

388
00:14:23,463 --> 00:14:26,232
Narrator: Next up is
a convenient way for couples

389
00:14:26,232 --> 00:14:28,301
to spend more time together.

390
00:14:28,301 --> 00:14:35,575
♪♪

391
00:14:35,575 --> 00:14:37,443
Hi, Sharks.
I'm Brett.

392
00:14:37,443 --> 00:14:41,447
And I'm Jeff, and we are
the co-founders of Boona.

393
00:14:41,447 --> 00:14:45,485
We're seeking $400,000
for 10% of our company.

394
00:14:45,485 --> 00:14:47,553
Sharks,
let's just be honest,

395
00:14:47,553 --> 00:14:50,223
showering with a partner
sounds fun,

396
00:14:50,223 --> 00:14:53,493
but in reality
it sucks.

397
00:14:53,493 --> 00:14:54,827
One person is hogging
all the hot water.

398
00:14:54,827 --> 00:14:57,497
And the other is left
shivering in the corner.

399
00:14:57,497 --> 00:14:59,599
Sure, two shower heads
would solve the problem,

400
00:14:59,599 --> 00:15:01,534
but am I really gonna spend
thousands of dollars

401
00:15:01,534 --> 00:15:02,568
on a renovation?

402
00:15:02,568 --> 00:15:05,505
Well,
now you don't have to.

403
00:15:05,505 --> 00:15:07,273
Introducing...

404
00:15:09,575 --> 00:15:11,177
Boona's tandem shower.

405
00:15:11,177 --> 00:15:13,379
[ Laughter ]

406
00:15:13,379 --> 00:15:16,382
Tandem is the only easy
and cost-effective way

407
00:15:16,382 --> 00:15:18,618
to add a second showerhead
to your bathroom.

408
00:15:18,618 --> 00:15:19,852
It optimizes
the water pressure

409
00:15:19,852 --> 00:15:22,655
using our custom-engineered
shower heads.

410
00:15:22,655 --> 00:15:26,626
Tandem installs in minutes.
It's simple.

411
00:15:26,626 --> 00:15:30,363
All you have to do
is extend the rod,

412
00:15:30,363 --> 00:15:33,466
add the valve,
and connect the showerheads.

413
00:15:33,466 --> 00:15:34,600
That's it.

414
00:15:34,600 --> 00:15:37,436
No fancy contractors,
no knocking down walls.

415
00:15:37,436 --> 00:15:39,605
It's just an instant
spa upgrade.

416
00:15:39,605 --> 00:15:42,542
Sharks, we're done
showering on our own.

417
00:15:42,542 --> 00:15:44,710
Tandem is way more fun
with a partner.

418
00:15:44,710 --> 00:15:46,579
And we're looking for
a long-term romance

419
00:15:46,579 --> 00:15:48,681
with one of you.

420
00:15:48,681 --> 00:15:51,551
All right, Hannah, David,
shower time is over.

421
00:15:51,551 --> 00:15:53,653
Sharks, we've got some samples
of tandem in front of you,

422
00:15:53,653 --> 00:15:55,555
and we'd welcome
your questions.

423
00:15:55,555 --> 00:15:56,722
Corcoran:
How about the pressure?

424
00:15:56,722 --> 00:15:58,791
Do you divide
the pressure in two?

425
00:15:58,791 --> 00:16:01,828
So the pressure, first thing
that we thought about.

426
00:16:01,828 --> 00:16:04,730
And, you know, the main thing
is we have 5,000 customers

427
00:16:04,730 --> 00:16:08,301
and our average rating
is 4.7 out of 5.

428
00:16:08,301 --> 00:16:09,702
But what about
the pressure?

429
00:16:09,702 --> 00:16:11,804
So yeah, I mean basically
we could speak to the pressure.

430
00:16:11,804 --> 00:16:13,706
I think the point more for us
is the pressure

431
00:16:13,706 --> 00:16:16,576
was always a top-of-mind
concern for any customer.

432
00:16:16,576 --> 00:16:20,313
And so it was great for us
to see that the rating hit 4.75.

433
00:16:20,313 --> 00:16:21,714
5,000 people bought it.

434
00:16:21,714 --> 00:16:23,282
Just over 5,000 customers
so far.

435
00:16:23,282 --> 00:16:25,685
Over what
period of time?

436
00:16:25,685 --> 00:16:28,754
We did preorder first,
and that started in April 2022.

437
00:16:28,754 --> 00:16:31,524
I'm actually surprised
you have that many.

438
00:16:31,524 --> 00:16:34,260
Is this really
that big a problem?

439
00:16:34,260 --> 00:16:35,628
Greiner: Yeah.

440
00:16:35,628 --> 00:16:37,363
It's not a problem,
but it's an opportunity.

441
00:16:37,363 --> 00:16:38,498
Well, is it?

442
00:16:38,498 --> 00:16:39,665
Jeff: One thing
that's interesting is --

443
00:16:39,665 --> 00:16:42,635
so we went live in July
and we started posting

444
00:16:42,635 --> 00:16:45,571
some content on social media,
and we ended up blowing up.

445
00:16:45,571 --> 00:16:47,807
We hit 50 million views
on TikTok

446
00:16:47,807 --> 00:16:49,876
and 50 million views
on Instagram,

447
00:16:49,876 --> 00:16:52,745
and have over 50,000 followers
on both platforms,

448
00:16:52,745 --> 00:16:54,447
and a mailing list
of over 40,000 people.

449
00:16:54,447 --> 00:16:56,682
-Wow.
-So you must have some sales.

450
00:16:56,682 --> 00:16:57,850
Why don't you walk us
through the business?

451
00:16:57,850 --> 00:17:00,553
The sales off the Kickstarter
were $750,000.

452
00:17:00,553 --> 00:17:03,322
-Wow.
-How many units is that?

453
00:17:03,322 --> 00:17:04,857
3,000-something.

454
00:17:04,857 --> 00:17:06,726
What do you think you'll do
this calendar year?

455
00:17:06,726 --> 00:17:08,528
And will you
make any money?

456
00:17:08,528 --> 00:17:09,795
We think we're gonna do
$1.7 million

457
00:17:09,795 --> 00:17:12,431
because we have done --
it's all organic this year.

458
00:17:12,431 --> 00:17:13,966
Once we went live,
we blew up.

459
00:17:13,966 --> 00:17:15,735
How much are you going
to make on $1.7 million?

460
00:17:15,735 --> 00:17:18,504
Our gross profit margin
is 71%.

461
00:17:18,504 --> 00:17:19,639
-Okay, but --
-But what's your net profit?

462
00:17:19,639 --> 00:17:21,874
Net profit is 54%.

463
00:17:21,874 --> 00:17:24,677
-Net profit is 54%?
-You're going to make 54% --

464
00:17:24,677 --> 00:17:27,446
So you think you're going to
make over $850,000.

465
00:17:27,446 --> 00:17:29,782
-Yeah.
-What does this item cost?

466
00:17:29,782 --> 00:17:32,585
So we have --
The first SKU is $249.

467
00:17:32,585 --> 00:17:33,819
And that's with
one of our showerheads.

468
00:17:33,819 --> 00:17:35,888
And then the second SKU --
Why would you even sell that?

469
00:17:35,888 --> 00:17:39,625
A lot of customers are married
to their handheld shower,

470
00:17:39,625 --> 00:17:41,661
or maybe they purchased a
showerhead that they really like

471
00:17:41,661 --> 00:17:42,695
and they're not
ready to commit

472
00:17:42,695 --> 00:17:44,530
to our aesthetic
and performance.

473
00:17:44,530 --> 00:17:46,465
So what does the other SKU cost?

474
00:17:46,465 --> 00:17:47,967
The two together is $299.
Okay.

475
00:17:47,967 --> 00:17:50,536
The single head -- Can you walk
me through the cost,

476
00:17:50,536 --> 00:17:53,673
landed cost of that one,
and then the dual head,

477
00:17:53,673 --> 00:17:55,274
what's the landed
cost of that one?

478
00:17:55,274 --> 00:17:56,709
$69 landed.

479
00:17:56,709 --> 00:17:58,611
For the first one.

480
00:17:58,611 --> 00:18:00,880
It's both.
We averaged it.
They're very comparable.

481
00:18:00,880 --> 00:18:03,683
So it's $69 landed for both SKUs
is what you're saying.

482
00:18:03,683 --> 00:18:05,551
That's right.
You're making money

483
00:18:05,551 --> 00:18:06,719
on every single sale right now.

484
00:18:06,719 --> 00:18:07,853
That's right.
Yeah.

485
00:18:07,853 --> 00:18:09,722
What's your
ultimate goal out of this?

486
00:18:09,722 --> 00:18:11,590
I mean, we want
to build a brand.

487
00:18:11,590 --> 00:18:13,793
I think we have a lot of IP
around this product,

488
00:18:13,793 --> 00:18:14,994
but we're not banking
the business on it.

489
00:18:14,994 --> 00:18:16,762
I mean, the next obvious
opportunity for us

490
00:18:16,762 --> 00:18:18,030
is just the handhelds.

491
00:18:18,030 --> 00:18:19,799
We have tons of customers
that aren't converting.

492
00:18:19,799 --> 00:18:20,967
So it's a derivative
of this.

493
00:18:20,967 --> 00:18:22,535
You're going to stay
in the shower stall.

494
00:18:22,535 --> 00:18:23,569
Oh, for sure,
for the beginning,

495
00:18:23,569 --> 00:18:24,770
like,
we are tandem focused.

496
00:18:24,770 --> 00:18:26,839
When do you think
you'll hit $5 million in sales?

497
00:18:26,839 --> 00:18:28,507
Next year?
Next year, yeah.

498
00:18:28,507 --> 00:18:29,742
I don't buy it
as a company yet.

499
00:18:29,742 --> 00:18:33,012
I see it as a very interesting
innovation as a product.

500
00:18:33,012 --> 00:18:35,915
And some of the greatest deals
in "Shark Tank" history

501
00:18:35,915 --> 00:18:39,819
is when the entrepreneur focused
on that one application

502
00:18:39,819 --> 00:18:41,620
and maxed it out.

503
00:18:41,620 --> 00:18:42,922
That's our focus
right now.

504
00:18:42,922 --> 00:18:44,557
Well, I'm not sure.
You were telling me

505
00:18:44,557 --> 00:18:46,559
about building a business,
other SKUs,

506
00:18:46,559 --> 00:18:48,694
a brand strategy,
which scares me.

507
00:18:48,694 --> 00:18:50,129
Cuban: That's the biggest
mistake startups make.

508
00:18:50,129 --> 00:18:53,099
They want to be a brand
as opposed to just executing

509
00:18:53,099 --> 00:18:55,801
on selling their product.
Why can't they do both?

510
00:18:55,801 --> 00:18:57,770
Because what builds a brand
is your execution.

511
00:18:57,770 --> 00:19:00,806
Totally.
You know, what too many
companies do,

512
00:19:00,806 --> 00:19:02,074
you know,
I'm doing brand marketing.

513
00:19:02,074 --> 00:19:04,744
This is for the brand.
I'm going out there and I'm,

514
00:19:04,744 --> 00:19:06,746
you know, I'm presenting this.
I'm going to this trade show

515
00:19:06,746 --> 00:19:08,814
because I want
to build my brand.

516
00:19:08,814 --> 00:19:10,616
That's why for us,
the absolute focus

517
00:19:10,616 --> 00:19:11,917
is definitely on tandem.
And if we do

518
00:19:11,917 --> 00:19:13,753
create new products,
it's to support tandem.

519
00:19:13,753 --> 00:19:15,521
I jus want to say something.
I can't relate to the product

520
00:19:15,521 --> 00:19:16,722
at all for two reasons.

521
00:19:16,722 --> 00:19:20,126
One, I'm a bather,
and I love high pressure

522
00:19:20,126 --> 00:19:23,062
and I'm concerned about you
cutting the pressure in half.

523
00:19:23,062 --> 00:19:26,632
Secondly, I just couldn't
imagine getting into a shower

524
00:19:26,632 --> 00:19:27,767
with my husband, Bill,
and getting naked.

525
00:19:27,767 --> 00:19:28,968
[ Laughter ]

526
00:19:28,968 --> 00:19:32,571
It would be my idea of
the worst nightmare on his side

527
00:19:32,571 --> 00:19:33,739
and on mine, so forget it.

528
00:19:33,739 --> 00:19:36,842
You have a younger demographic.
I'm out.

529
00:19:36,842 --> 00:19:40,012
Brad, Jeff, you guys have built
a great business.

530
00:19:40,012 --> 00:19:45,684
I bought a super fancy house
with 10 showerheads,

531
00:19:45,684 --> 00:19:48,788
and consistently,
I just use one.

532
00:19:48,788 --> 00:19:50,856
I'm not the person
who would buy this.

533
00:19:50,856 --> 00:19:54,560
I think it's hard for me
to get there, so I'm out.

534
00:19:54,560 --> 00:19:55,761
I wish you all the best.

535
00:19:55,761 --> 00:19:57,830
Cuban: Guys,
I think it's a great product.

536
00:19:57,830 --> 00:20:00,866
I think this is just going to be
a cash-generating machine,

537
00:20:00,866 --> 00:20:02,802
and the biggest mistake
you could make would be

538
00:20:02,802 --> 00:20:04,937
to try to grow too fast.

539
00:20:04,937 --> 00:20:06,939
Just take the money people
are throwing at you.

540
00:20:06,939 --> 00:20:08,708
But that's not conducive
to an investor

541
00:20:08,708 --> 00:20:11,744
because if it's $400,000
for 10%,

542
00:20:11,744 --> 00:20:14,914
you have to generate $4 million
in after-tax profits

543
00:20:14,914 --> 00:20:16,115
just for me
to get my money back.

544
00:20:16,115 --> 00:20:18,084
So I don't see it
as an investable business.

545
00:20:18,084 --> 00:20:20,986
I see it as an amazing business
for you guys.

546
00:20:20,986 --> 00:20:23,055
But for those reasons,
I'm out.

547
00:20:23,055 --> 00:20:26,959
Well, I think
you guys are amazing,

548
00:20:26,959 --> 00:20:29,195
but I'm just not connecting
with the product

549
00:20:29,195 --> 00:20:32,565
as something for me
to invest in, so I'm sorry.

550
00:20:32,565 --> 00:20:33,766
I'm out.

551
00:20:33,766 --> 00:20:35,901
I like it. I'm going
to make you two offers.

552
00:20:35,901 --> 00:20:37,970
You can choose between
the two of them. Okay?

553
00:20:37,970 --> 00:20:43,109
Number one, I'll do the $400,000
with a royalty per unit of $40.

554
00:20:43,109 --> 00:20:45,978
I would stop the royalty
after I get $1.2 million back,

555
00:20:45,978 --> 00:20:49,782
and I'll take the 10% equity
just in case we sell it.

556
00:20:49,782 --> 00:20:53,752
Or I give you the $400,000,
and I'm the third partner.

557
00:20:53,752 --> 00:20:54,887
33 1/3%.

558
00:20:54,887 --> 00:20:56,188
-Wow.
-Oh, my Lord.

559
00:20:56,188 --> 00:20:59,792
And every dollar that comes
out, I'm getting 33 1/3 cent.

560
00:20:59,792 --> 00:21:01,760
They're gonna rush
to do those deals.

561
00:21:01,760 --> 00:21:03,028
Well, you can decide,
because that's what I --

562
00:21:03,028 --> 00:21:06,699
that's what I think it's worth.

563
00:21:06,699 --> 00:21:08,934
Or you can just
go have a shower.

564
00:21:08,934 --> 00:21:12,805
How about 20%
for $600,000?

565
00:21:12,805 --> 00:21:14,073
No.

566
00:21:14,073 --> 00:21:17,009
20% of the company
for $600,000?

567
00:21:17,009 --> 00:21:18,744
The funny thing is,
you're not --

568
00:21:18,744 --> 00:21:20,012
you don't actually need
$400,000.

569
00:21:20,012 --> 00:21:22,848
Why would you do that?
To make it more --

570
00:21:22,848 --> 00:21:24,049
He gets more equity
in the company.

571
00:21:24,049 --> 00:21:26,819
No, I know why you would do it
to try to entice him.

572
00:21:26,819 --> 00:21:28,721
Why would you need
to do that?

573
00:21:28,721 --> 00:21:30,322
That's the only red flag
that I've seen.

574
00:21:30,322 --> 00:21:34,960
Why would you give up 20% of
your company, even for $600,000?

575
00:21:34,960 --> 00:21:37,796
If you do $5 million next year,
you're making --

576
00:21:37,796 --> 00:21:38,864
$2.5 million.

577
00:21:38,864 --> 00:21:40,966
Millions --
Yeah, millions of dollars.

578
00:21:40,966 --> 00:21:42,968
And you're giving up
a fifth of that, you know?

579
00:21:42,968 --> 00:21:45,070
Guys, you have an offer
on the table.

580
00:21:45,070 --> 00:21:46,872
What do you want to do?
What do you want to do?

581
00:21:46,872 --> 00:21:47,873
Are you willing to negotiate
on your offer?

582
00:21:47,873 --> 00:21:49,141
Well, wait.

583
00:21:49,141 --> 00:21:50,910
I haven't heard anything.
I've just heard squawking.

584
00:21:50,910 --> 00:21:53,045
All I hear is squawking.
The only offer you have is me.

585
00:21:53,045 --> 00:21:54,780
We're allowed to come back in.
Remember that.

586
00:21:54,780 --> 00:21:58,184
Go back in.
I'm still curious.

587
00:21:58,184 --> 00:22:02,922
Why would you give up 20% of
your company for $600,000

588
00:22:02,922 --> 00:22:05,224
when you're anticipating doing
how much in sales this year?

589
00:22:05,224 --> 00:22:07,826
We definitely think that it's
going to be a discount

590
00:22:07,826 --> 00:22:09,028
on what we're worth
and what we've built here...

591
00:22:09,028 --> 00:22:10,963
Right.
...and demonstrated.

592
00:22:10,963 --> 00:22:13,899
But for us, like,
it's a costly business.

593
00:22:13,899 --> 00:22:15,768
How much cash do you
have in the bank?

594
00:22:15,768 --> 00:22:17,970
$250,000.
Okay.

595
00:22:17,970 --> 00:22:20,072
For us, it's like having
a resource that can help us

596
00:22:20,072 --> 00:22:21,874
even strategize
between different --

597
00:22:21,874 --> 00:22:23,909
But cash is an issue.
You may be profitable,

598
00:22:23,909 --> 00:22:24,977
but because you're growing --
We can grow --

599
00:22:24,977 --> 00:22:26,212
Which got back to my point,

600
00:22:26,212 --> 00:22:28,848
which is why I asked
the question on profitability

601
00:22:28,848 --> 00:22:30,749
versus let's just go, go go go.

602
00:22:30,749 --> 00:22:32,651
Yeah, that's exactly
what we want to do.

603
00:22:32,651 --> 00:22:34,453
Okay. I'm out. Thank you.

604
00:22:36,088 --> 00:22:38,224
You got to make a decision.
You can't do it,

605
00:22:38,224 --> 00:22:40,059
that tells me
you're not sharp enough.

606
00:22:40,059 --> 00:22:41,927
You weren't gonna do that deal
anyway, so that's no loss.

607
00:22:41,927 --> 00:22:43,562
Well, I don't know, but we don't
have to worry about it.

608
00:22:43,562 --> 00:22:45,064
See you later.

609
00:22:45,064 --> 00:22:46,165
Anyone else want to
come back in?

610
00:22:46,165 --> 00:22:49,134
No, but, guys, chase cash,
not sales.

611
00:22:49,134 --> 00:22:50,903
You came to the advice tank.

612
00:22:50,903 --> 00:22:51,904
[ Laughter ]

613
00:22:51,904 --> 00:22:52,972
Good luck, guys.

614
00:22:52,972 --> 00:22:54,673
Thank you all so much.

615
00:22:54,673 --> 00:22:57,009
Bye.

616
00:22:57,009 --> 00:22:59,245
For us, it went about as well
as we could have hoped.

617
00:22:59,245 --> 00:23:01,046
We would have loved
to have gotten a deal,

618
00:23:01,046 --> 00:23:02,882
but I think their logic
makes sense

619
00:23:02,882 --> 00:23:04,783
and I'm excited
to continue building

620
00:23:04,783 --> 00:23:06,986
this business
exactly as per their advice.

621
00:23:06,986 --> 00:23:10,055
They had no ability to focus
on the only offer they had.

622
00:23:10,055 --> 00:23:11,890
You got to realize
you have a real offer,

623
00:23:11,890 --> 00:23:14,727
you got to focus on it.
I actually got bored.

624
00:23:24,536 --> 00:23:26,338
♪♪

625
00:23:26,338 --> 00:23:29,942
Narrator: Next up is a way to
make birthday celebrations

626
00:23:29,942 --> 00:23:31,677
even sweeter.

627
00:23:31,677 --> 00:23:39,151
♪♪

628
00:23:39,151 --> 00:23:41,954
Salutations, Sharks.
I'm Loree Sandler.

629
00:23:41,954 --> 00:23:44,256
And I'm Bob Michaelson,
Loree's partner.

630
00:23:44,256 --> 00:23:47,760
We're here from Chicago
seeking $250,000

631
00:23:47,760 --> 00:23:50,062
for 10% stake
in our company.

632
00:23:50,062 --> 00:23:53,299
Sharks, congratulations
on another epic season.

633
00:23:53,299 --> 00:23:57,770
We're celebrating too --
35 years of "wedded bliss."

634
00:23:57,770 --> 00:23:59,071
What drives
our passion?

635
00:23:59,071 --> 00:24:01,974
Igniting celebrations...
With our company...

636
00:24:01,974 --> 00:24:03,909
Both:
Let Them Eat Candles.

637
00:24:03,909 --> 00:24:06,078
You heard that right.
Let Them Eat Candles

638
00:24:06,078 --> 00:24:09,048
are premium chocolate birthday
candles to light and eat.

639
00:24:09,048 --> 00:24:11,250
The flame lasts
about a minute,

640
00:24:11,250 --> 00:24:13,852
long enough to sing
"Happy Birthday"

641
00:24:13,852 --> 00:24:16,288
and to strike a pose.

642
00:24:16,288 --> 00:24:19,725
When we tell people you can
light and eat the candles,

643
00:24:19,725 --> 00:24:21,126
their jaws drop.

644
00:24:21,126 --> 00:24:22,895
See for yourselves.

645
00:24:22,895 --> 00:24:28,067
♪♪

646
00:24:28,067 --> 00:24:31,937
Let's make every cake a stage
and every candle a star.

647
00:24:31,937 --> 00:24:34,940
So, Sharks, we invite you
to light the candle

648
00:24:34,940 --> 00:24:37,076
in front of you,
wake a wish,

649
00:24:37,076 --> 00:24:39,278
and on my count,
we'll blow them out together.

650
00:24:39,278 --> 00:24:41,180
-Ooh, let's do. Yes.
-All right.

651
00:24:41,180 --> 00:24:44,950
-Yes.
-[ Laughs ]

652
00:24:44,950 --> 00:24:49,121
Okay,
three, two, one.

653
00:24:49,121 --> 00:24:52,024
[ All blowing ]

654
00:24:52,024 --> 00:24:54,259
-Yay!
-Yay!

655
00:24:54,259 --> 00:24:56,929
Once it stops smoking,
can you eat the top?

656
00:24:56,929 --> 00:24:58,163
The wick is very short,

657
00:24:58,163 --> 00:24:59,965
so by the time
you sing and blow it out,

658
00:24:59,965 --> 00:25:01,233
you can just
pluck out the nub.

659
00:25:01,233 --> 00:25:03,936
-Oh, you gotta take it off.
-Yeah, my wick was about out.

660
00:25:03,936 --> 00:25:06,004
Yeah, exactly.
Greiner: Gotcha.

661
00:25:06,004 --> 00:25:07,339
You end up with
a solid bar of chocolate.

662
00:25:07,339 --> 00:25:10,209
And how many
different flavors do you have?

663
00:25:10,209 --> 00:25:11,810
Is there just dark and milk?

664
00:25:11,810 --> 00:25:12,444
There's just
dark and milk.

665
00:25:12,444 --> 00:25:15,247
We have seven different patterns
on the candles.

666
00:25:15,247 --> 00:25:17,316
Bob, how did you
get into this business?

667
00:25:17,316 --> 00:25:20,085
One day you're sitting around
and saying,

668
00:25:20,085 --> 00:25:21,253
"I got to eat a candle"?

669
00:25:21,253 --> 00:25:23,188
Well, I will let
the inspiration,

670
00:25:23,188 --> 00:25:24,857
Loree,
tell you that story.

671
00:25:24,857 --> 00:25:26,125
All right, Loree.

672
00:25:26,125 --> 00:25:28,327
So we have three --
three boys

673
00:25:28,327 --> 00:25:30,462
and we were --
our youngest

674
00:25:30,462 --> 00:25:32,931
and I were baking
his birthday cake together.

675
00:25:32,931 --> 00:25:35,601
And at the end, we throw
on these candles

676
00:25:35,601 --> 00:25:39,338
and they drip all over the cake,
and I just was so disappointed.

677
00:25:39,338 --> 00:25:41,907
Like, here is the last product
on the planet

678
00:25:41,907 --> 00:25:44,777
that hasn't been tweaked
or optimized.

679
00:25:44,777 --> 00:25:45,411
And I really just thought,

680
00:25:45,411 --> 00:25:48,113
"How hard can it be
to make edible candles?"

681
00:25:48,113 --> 00:25:51,016
So in Chicago, I took classes
at the French pastry School

682
00:25:51,016 --> 00:25:52,284
in the Chocolate Academy.

683
00:25:52,284 --> 00:25:54,153
How do I work with chocolate?
Who makes custom molds?

684
00:25:54,153 --> 00:25:55,387
How would I package
something like this?

685
00:25:55,387 --> 00:25:57,089
Well, good for you this
because you know what?

686
00:25:57,089 --> 00:25:59,224
A lot of people
come up with ideas

687
00:25:59,224 --> 00:26:01,226
and they look for shortcuts.
You did not take shortcuts.

688
00:26:01,226 --> 00:26:04,062
Oh, no,
I take the long road.

689
00:26:04,062 --> 00:26:06,131
I have not seen
chocolate candles.

690
00:26:06,131 --> 00:26:07,499
Is this the only one
on the market you know of?

691
00:26:07,499 --> 00:26:10,269
There's only one other edible
candle we're aware of.

692
00:26:10,269 --> 00:26:12,404
It is
a chocolate candle.

693
00:26:12,404 --> 00:26:15,140
However, it's not a candle,
it's just chocolate.

694
00:26:15,140 --> 00:26:16,341
And to use it as a candle,

695
00:26:16,341 --> 00:26:19,211
you have to insert
a wax candle into it.

696
00:26:19,211 --> 00:26:21,046
Bob,
what do you sell them for?

697
00:26:21,046 --> 00:26:23,816
They're sold, right now,
anywhere from $2.99

698
00:26:23,816 --> 00:26:25,317
to $3.99
a piece.

699
00:26:25,317 --> 00:26:27,119
And what does it cost
you to make them?

700
00:26:27,119 --> 00:26:29,288
So they're 85 cents,
our cost.

701
00:26:29,288 --> 00:26:33,358
We sell them wholesale $1.69,
and we sell direct --

702
00:26:33,358 --> 00:26:35,961
We sell direct to consumer
for $3.99.

703
00:26:35,961 --> 00:26:37,262
What are your total sales?

704
00:26:37,262 --> 00:26:40,299
So our sales have been
$2.3 million

705
00:26:40,299 --> 00:26:42,468
since we started selling these.
Good for you.

706
00:26:42,468 --> 00:26:46,004
Last year,
we did $675,000 in sales.

707
00:26:46,004 --> 00:26:48,006
Bob, what will
you sell this year

708
00:26:48,006 --> 00:26:49,374
and what will you make
as a profit?

709
00:26:49,374 --> 00:26:52,211
This year, we will do
$1 million in sales.

710
00:26:52,211 --> 00:26:55,247
How much cash will you make
from that before tax?

711
00:26:55,247 --> 00:26:57,249
Just cash.
Probably $100,000.

712
00:26:57,249 --> 00:26:59,451
Now, we're here today --
Clearly we want

713
00:26:59,451 --> 00:27:02,187
to be able to grow
our business in grocery.

714
00:27:02,187 --> 00:27:04,289
I wanted to go
to the big grocery chains

715
00:27:04,289 --> 00:27:07,059
where you can sell one time
and get in 1,200 doors.

716
00:27:07,059 --> 00:27:09,294
So our first focus
was on Publix,

717
00:27:09,294 --> 00:27:12,197
and this was just before
the pandemic started,

718
00:27:12,197 --> 00:27:13,332
and they loved
the product.

719
00:27:13,332 --> 00:27:15,100
So we're in all
the Publix stores.

720
00:27:15,100 --> 00:27:17,269
We continue getting reorders
from them.

721
00:27:17,269 --> 00:27:22,207
Now we're testing at Ahold,
Kroger, and Albertsons.

722
00:27:22,207 --> 00:27:24,309
But as we take a look at
the big opportunity for growth,

723
00:27:24,309 --> 00:27:26,144
it's direct to consumer.

724
00:27:26,144 --> 00:27:28,247
So that is our
biggest challenge.

725
00:27:28,247 --> 00:27:31,116
Well, that's because it's hard
to ship chocolate, right?

726
00:27:31,116 --> 00:27:32,618
So how do you overcome
that problem?

727
00:27:32,618 --> 00:27:35,420
We're shipping in a box
with insulation and gel packs.

728
00:27:35,420 --> 00:27:37,122
And it's just costly.
That's so expensive.

729
00:27:37,122 --> 00:27:38,357
It's very expensive.

730
00:27:38,357 --> 00:27:40,259
It's a nightmare.
I wouldn't even try that.

731
00:27:40,259 --> 00:27:42,294
I agree
with what you're doing,

732
00:27:42,294 --> 00:27:44,263
and I think you have
to get four other grocers,

733
00:27:44,263 --> 00:27:45,531
and then you have
world dominance...

734
00:27:45,531 --> 00:27:47,499
-That's it.
-...in edible candles.

735
00:27:47,499 --> 00:27:50,269
It's going to take you
two to three years.

736
00:27:50,269 --> 00:27:52,104
That's how long
it's going to take.

737
00:27:52,104 --> 00:27:53,605
Seen this movie,
done it before.

738
00:27:53,605 --> 00:27:55,340
There's nothing wrong
with what you're doing.

739
00:27:55,340 --> 00:27:57,376
It's just a really long journey
because I've already

740
00:27:57,376 --> 00:28:01,213
walked that road.
I'm out.

741
00:28:01,213 --> 00:28:02,714
Cuban: I just don't see where --

742
00:28:02,714 --> 00:28:05,417
How are you going to take it to
the point where it's attractive

743
00:28:05,417 --> 00:28:07,219
and it's big enough
for somebody to want to buy?

744
00:28:07,219 --> 00:28:08,487
I mean, we're focused
on getting

745
00:28:08,487 --> 00:28:10,122
this to being
a $10 million business.

746
00:28:10,122 --> 00:28:11,356
But tell us how.
Tell us how.

747
00:28:11,356 --> 00:28:13,125
I will tell you how.
Since we've had

748
00:28:13,125 --> 00:28:14,726
such great success
with Publix,

749
00:28:14,726 --> 00:28:19,264
taking that same strategy to
Ahold, Kroger, and Albertsons.

750
00:28:19,264 --> 00:28:20,632
That's your credible story.

751
00:28:20,632 --> 00:28:23,202
But there's other big chains
that are out there.

752
00:28:23,202 --> 00:28:25,204
Loree, Bob,
very clever idea.

753
00:28:25,204 --> 00:28:28,307
I'm in a kind of
a competing category

754
00:28:28,307 --> 00:28:30,609
where we make birthday cards
that actually become cakes

755
00:28:30,609 --> 00:28:34,246
you make in the microwave with
a mini little candle included

756
00:28:34,246 --> 00:28:37,349
so it's competitive to a space
I'm already in.

757
00:28:37,349 --> 00:28:39,551
I wish you all the best,
but I'm out.

758
00:28:39,551 --> 00:28:41,353
Thank you, Robert.
Sorry, Robert. Thank you.

759
00:28:41,353 --> 00:28:44,122
Even if you hit your
10 million in sales,

760
00:28:44,122 --> 00:28:46,391
you're, you know,
at 20% margin.

761
00:28:46,391 --> 00:28:49,194
And I think you can get
full distribution,

762
00:28:49,194 --> 00:28:51,330
you know,
10 years, 5 to 10 years out,

763
00:28:51,330 --> 00:28:53,465
you know, so you're in all
the Walmarts, all the big boxes.

764
00:28:53,465 --> 00:28:55,400
But without direct to consumer,

765
00:28:55,400 --> 00:28:58,170
I don't know that you can get
the $10 million in sales.

766
00:28:58,170 --> 00:29:00,238
So for those reasons, I'm out.

767
00:29:00,238 --> 00:29:01,974
Well, Mark, I just, you know,
as you look

768
00:29:01,974 --> 00:29:03,575
at direct to consumer,

769
00:29:03,575 --> 00:29:05,344
there's clearly a market.
There's an interest --

770
00:29:05,344 --> 00:29:08,380
Guys, focus on the two Sharks
you still have in the deal.

771
00:29:08,380 --> 00:29:10,148
Absolutely,
absolutely.

772
00:29:10,148 --> 00:29:11,450
I want to say
a couple of things.

773
00:29:11,450 --> 00:29:15,120
I don't think you're crazy
at all selling to the consumer.

774
00:29:15,120 --> 00:29:16,288
It's just ripe for social media.

775
00:29:16,288 --> 00:29:18,256
Cuban: How are you going
to pay for shipping?

776
00:29:18,256 --> 00:29:19,758
You include the shipping.
Absolutely.

777
00:29:19,758 --> 00:29:22,327
And I don't think it's a problem
shipping 12 months a year.

778
00:29:22,327 --> 00:29:23,495
I ship Daisy Cakes
all year round.

779
00:29:23,495 --> 00:29:26,431
Chocolate cakes.
They come out fine.

780
00:29:26,431 --> 00:29:29,134
I'd like to make an offer,
all right?

781
00:29:29,134 --> 00:29:31,203
$250,000 for 25%.

782
00:29:31,203 --> 00:29:33,572
Oh!

783
00:29:33,572 --> 00:29:37,175
Wow, that's a $1 million
valuation. That's a big haircut.

784
00:29:37,175 --> 00:29:39,311
O'Leary: Lori,
what are you doing?

785
00:29:39,311 --> 00:29:41,280
You know, I've kind
of been on the fence.

786
00:29:41,280 --> 00:29:44,383
I want to push you
to one side a little bit.

787
00:29:44,383 --> 00:29:48,220
I like to take a concept
and then innovate

788
00:29:48,220 --> 00:29:49,554
and turn it into
more and more.

789
00:29:49,554 --> 00:29:52,457
So I'm looking at this,
and I'm thinking it's chocolate,

790
00:29:52,457 --> 00:29:54,793
but why can't it be

791
00:29:54,793 --> 00:29:59,498
other things like a sugar stick
where you figure out

792
00:29:59,498 --> 00:30:02,134
like a candy cane kind of thing.
-It's a good idea.

793
00:30:02,134 --> 00:30:04,469
People just love
just candy sticks.

794
00:30:04,469 --> 00:30:06,638
Absolutely.
And why can't you
take, like, candy sticks

795
00:30:06,638 --> 00:30:08,473
and make them with wicks
and beautiful colors?

796
00:30:08,473 --> 00:30:12,544
Yeah. Lori, I've always
learned to be successful,

797
00:30:12,544 --> 00:30:15,113
if you have a customer,
you've got a great relationship,

798
00:30:15,113 --> 00:30:16,615
what else can you sell them?

799
00:30:16,615 --> 00:30:19,951
Well, listen, I'm --
I'm going to give you an offer.

800
00:30:19,951 --> 00:30:21,019
Boom!

801
00:30:21,019 --> 00:30:26,958
♪♪

802
00:30:33,565 --> 00:30:35,600
Narrator:
Three Sharks are out.

803
00:30:35,600 --> 00:30:38,403
Loree and Bob have an offer
on the table from Barbara

804
00:30:38,403 --> 00:30:40,605
for their edible birthday
candle company

805
00:30:40,605 --> 00:30:44,409
Let Them Eat Candles.
But Lori is also interested.

806
00:30:44,409 --> 00:30:47,112
Well, listen, I'm --
I'm going to give you an offer.

807
00:30:47,112 --> 00:30:49,381
Boom.

808
00:30:49,381 --> 00:30:56,521
I would do $125,000
as a loan and $125,000 cash,

809
00:30:56,521 --> 00:30:58,623
but I would like
to ask for 20%.

810
00:30:58,623 --> 00:31:00,659
Ooh.
Talk about a haircut.

811
00:31:00,659 --> 00:31:02,594
Bob: Exactly.
You just got bald.

812
00:31:02,594 --> 00:31:04,529
But, you know,
but let me tell you why.

813
00:31:04,529 --> 00:31:06,465
I'm gonna tell you why.

814
00:31:06,465 --> 00:31:09,668
Because I know I'm gonna
have to go to work for you.

815
00:31:09,668 --> 00:31:12,437
Remember, the big difference
with the offers,

816
00:31:12,437 --> 00:31:16,408
other than the amount, is
it's $250,000 in cash for me.

817
00:31:16,408 --> 00:31:19,711
So it's $125,000 for
the 20% stake of equity.

818
00:31:19,711 --> 00:31:21,646
Yeah. So that's
a $600,000 valuation.

819
00:31:21,646 --> 00:31:25,350
Yeah.
Actually, it's
a $475,000 valuation

820
00:31:25,350 --> 00:31:26,451
if you take the loan.
Pretty much.

821
00:31:26,451 --> 00:31:27,686
What do you want to do?

822
00:31:27,686 --> 00:31:29,621
I just want to just confer
with the boss here, really.

823
00:31:29,621 --> 00:31:31,590
What a darling marriage
you have.

824
00:31:31,590 --> 00:31:33,358
35 years, Barbara.

825
00:31:33,358 --> 00:31:36,261
Wonderful.
Okay. I...

826
00:31:36,261 --> 00:31:37,396
Okay.
All right.

827
00:31:37,396 --> 00:31:39,731
Look at Loree's face.
[ Laughter ]

828
00:31:39,731 --> 00:31:42,567
-I see pain on your face.
-You can counter.

829
00:31:42,567 --> 00:31:43,602
Yeah. We're gonna
definitely counter.

830
00:31:43,602 --> 00:31:44,836
No, I mean --
Let's hear it.

831
00:31:44,836 --> 00:31:47,706
We really do not want to give
up 20% of the company.

832
00:31:47,706 --> 00:31:50,442
We don't want to give up
either Barbara or Lori either.

833
00:31:50,442 --> 00:31:51,610
Yeah.

834
00:31:51,610 --> 00:31:53,645
So is there a way
we could do 15%

835
00:31:53,645 --> 00:31:56,314
and maybe you guys
could both come in?

836
00:31:56,314 --> 00:31:57,516
That would be exciting.
You've got a bunch

837
00:31:57,516 --> 00:31:59,484
of great ideas,
you've got a lot of passion.

838
00:31:59,484 --> 00:32:02,487
I don't need a partner, but
make it 18% and I'll do it.

839
00:32:02,487 --> 00:32:04,322
She's countering at 18%.

840
00:32:04,322 --> 00:32:05,624
And we haven't heard
from Barbara.

841
00:32:05,624 --> 00:32:06,892
I'm staying where I am,
yeah.

842
00:32:06,892 --> 00:32:11,596
Okay, Barbara, 25%,
Lori saying she'll do 18%.

843
00:32:11,596 --> 00:32:14,432
I'll do 18%,
and I'll do it straight up

844
00:32:14,432 --> 00:32:16,468
because I want to
innovate.

845
00:32:16,468 --> 00:32:17,669
Let's do it.

846
00:32:17,669 --> 00:32:20,338
Let's do it.
Let's do it.

847
00:32:20,338 --> 00:32:23,408
Mazel tov!

848
00:32:23,408 --> 00:32:24,676
Yay!

849
00:32:24,676 --> 00:32:27,646
We're gonna have so much fun.
Thank you so much.

850
00:32:27,646 --> 00:32:29,648
-Thank you.
-Yay!

851
00:32:29,648 --> 00:32:32,584
-I know. The best possible.
-Yes.

852
00:32:32,584 --> 00:32:33,585
Congrats, guys.

853
00:32:33,585 --> 00:32:36,154
-Thank you guys.
-Oh, my God.

854
00:32:36,154 --> 00:32:37,322
[ Laughs ]

855
00:32:41,293 --> 00:32:42,561
Oh, my God.

856
00:32:42,561 --> 00:32:44,796
All right, I want to tell you
something, though.

857
00:32:44,796 --> 00:32:46,698
It might be
a lucky day for you,

858
00:32:46,698 --> 00:32:48,466
but I can't promise
a lucky night.

859
00:32:48,466 --> 00:32:51,937
[ Laughter ]

860
00:32:54,773 --> 00:32:58,844
There is only one business,
only one that got away.

861
00:32:58,844 --> 00:33:00,612
And I'm going to tell you
what it is.

862
00:33:00,612 --> 00:33:02,714
Hi, Sharks. I'm Aaron Krauss.
from Philadelphia,

863
00:33:02,714 --> 00:33:04,816
and I'm known as the daddy
of the Scrub Daddy,

864
00:33:04,816 --> 00:33:09,321
the cutest but most high-tech
scrubbing tool in the world.

865
00:33:09,321 --> 00:33:10,322
-Whoo!
-Wow.

866
00:33:10,322 --> 00:33:11,389
-Wow.
-Scrub Daddy.

867
00:33:11,389 --> 00:33:16,528
So I'm offering $50,000
for 15%

868
00:33:16,528 --> 00:33:18,496
if you can raise the rest
from Laurie

869
00:33:18,496 --> 00:33:20,465
and if she wants
to do business with me.

870
00:33:20,465 --> 00:33:23,535
No offense, Damon,
I don't need you.

871
00:33:23,535 --> 00:33:25,470
This vicious woman
named Lori

872
00:33:25,470 --> 00:33:27,806
and I got into
a negotiation over it,

873
00:33:27,806 --> 00:33:29,741
and I wanted
to stick it to her.

874
00:33:29,741 --> 00:33:33,612
So mine just went to $175,000.
Whoa.

875
00:33:33,612 --> 00:33:37,115
Mine just went
to $200,000.

876
00:33:37,115 --> 00:33:37,782
Whoa!

877
00:33:37,782 --> 00:33:40,752
I'm out.
I wanted to stick it to her.

878
00:33:40,752 --> 00:33:42,587
But guess what?
I think it's like

879
00:33:42,587 --> 00:33:44,456
the second best-selling product
in "Shark Tank" history.

880
00:33:44,456 --> 00:33:45,757
And every time
I go to the store,

881
00:33:45,757 --> 00:33:49,094
I see that stupid-looking
little sponge smiling at me.

882
00:33:49,094 --> 00:33:54,399
And I feel like Lori's peering
through that sponge at me.

883
00:34:02,574 --> 00:34:05,610
Narrator: Next into the tank
is a solution for new moms

884
00:34:05,610 --> 00:34:07,279
feeling the heat.

885
00:34:07,279 --> 00:34:15,787
♪♪

886
00:34:15,787 --> 00:34:18,957
Hi, Sharks. I'm Jackie,
and this is my husband, Jeremy.

887
00:34:18,957 --> 00:34:21,092
We are from hot and sunny
Mesa, Arizona,

888
00:34:21,092 --> 00:34:25,864
and we're here seeking $100,000
for 10% equity in our company.

889
00:34:25,864 --> 00:34:27,532
Last year,
we were blessed

890
00:34:27,532 --> 00:34:30,268
with the most beautiful
baby girl, Sunny.

891
00:34:30,268 --> 00:34:30,869
Herjavec: Aww.

892
00:34:30,869 --> 00:34:32,604
Sunny brought
the sunshine into our lives.

893
00:34:32,604 --> 00:34:35,507
But man, did she
also bring the heat.

894
00:34:35,507 --> 00:34:36,775
Literally, Sharks.

895
00:34:36,775 --> 00:34:39,444
Every time I breastfed,
I'd be drenched in sweat.

896
00:34:39,444 --> 00:34:41,446
Me and Sunny would
come out so hot.

897
00:34:41,446 --> 00:34:43,682
And we found
no solution.

898
00:34:43,682 --> 00:34:45,850
And Jackie tried every
nursing cover under the sun

899
00:34:45,850 --> 00:34:48,019
but kept running
into the same problem.

900
00:34:48,019 --> 00:34:50,755
Left sweaty, stressed,
and without a solution,

901
00:34:50,755 --> 00:34:53,892
we were forced to take matters
into our own hands with...

902
00:34:53,892 --> 00:34:55,527
The Lady Alpha
Nursing Cool Cover.

903
00:34:55,527 --> 00:34:58,496
The only breastfeeding cover
on the market

904
00:34:58,496 --> 00:34:59,698
with an integrated fan

905
00:34:59,698 --> 00:35:02,467
to keep your baby cool
while breastfeeding.

906
00:35:02,467 --> 00:35:03,768
Simply attach our light

907
00:35:03,768 --> 00:35:05,637
and breathable cover
onto the fan

908
00:35:05,637 --> 00:35:08,606
using the Velcro and place
it over you and your baby.

909
00:35:08,606 --> 00:35:10,542
Our rechargeable
and bladeless fan

910
00:35:10,542 --> 00:35:12,677
has three airspeeds
for you to choose from.

911
00:35:12,677 --> 00:35:15,046
And its flexible design
creates an adjustable opening

912
00:35:15,046 --> 00:35:18,016
for hands-free eye contact
with your baby at all times.

913
00:35:18,016 --> 00:35:20,719
And, Sharks, we have
really thought of it all.

914
00:35:20,719 --> 00:35:24,823
Our 100% muslin cotton cover
is baby tug-proof,

915
00:35:24,823 --> 00:35:28,860
so rest assured that even
with the squirmiest baby,

916
00:35:28,860 --> 00:35:30,795
it's not going anywhere.
Oh, my God.

917
00:35:30,795 --> 00:35:32,030
That's gonna be a meme.

918
00:35:32,030 --> 00:35:34,499
People always say
don't sweat the small stuff,

919
00:35:34,499 --> 00:35:35,867
but we say,
why sweat at all?

920
00:35:35,867 --> 00:35:39,571
So tell us which one of you
is ready to be the coolest Shark

921
00:35:39,571 --> 00:35:41,740
and help moms
and babies everywhere?

922
00:35:41,740 --> 00:35:43,642
-Good job.
-Great job.

923
00:35:43,642 --> 00:35:44,876
Greiner: So this is it
right here?
Yeah.

924
00:35:44,876 --> 00:35:46,878
In front of you
is the Nursing Cool Cover.

925
00:35:46,878 --> 00:35:49,681
So this sweating baby thing
is a big deal?

926
00:35:49,681 --> 00:35:50,782
-It's a real --
-It's because the --

927
00:35:50,782 --> 00:35:51,850
Oh, my gosh, it really works.
Yes.

928
00:35:51,850 --> 00:35:54,753
You feel it?
That's kind of cool.

929
00:35:54,753 --> 00:35:56,654
How much
do you sell it for?

930
00:35:56,654 --> 00:35:59,658
We sell it for $59.95
for the complete unit.

931
00:35:59,658 --> 00:36:00,825
That's not bad.

932
00:36:00,825 --> 00:36:01,960
What does it cost you
to make?

933
00:36:01,960 --> 00:36:05,563
It costs us $17.30
for the complete unit.

934
00:36:05,563 --> 00:36:07,599
So your margins
are fantastic.

935
00:36:07,599 --> 00:36:08,800
Have you sold
many of them?

936
00:36:08,800 --> 00:36:11,603
Yes, Barbara. Great question.
How many?

937
00:36:11,603 --> 00:36:13,071
So since launching
seven months ago,

938
00:36:13,071 --> 00:36:15,540
we have sold 1,400 units
for a total of --

939
00:36:15,540 --> 00:36:17,442
Wow. Good for you.
Thank you.

940
00:36:17,442 --> 00:36:19,577
For a total of $79,000.

941
00:36:19,577 --> 00:36:21,046
We initially bought
300 units,

942
00:36:21,046 --> 00:36:23,748
thinking it was gonna take us
all year to sell.

943
00:36:23,748 --> 00:36:26,818
And we sold out -- we sold out
four weeks later.

944
00:36:26,818 --> 00:36:28,920
Isn't it a great feeling
to sell out so fast?

945
00:36:28,920 --> 00:36:30,755
Yeah.
It's a great problem to have.

946
00:36:30,755 --> 00:36:32,757
I was gonna be ecstatic
if we sold one a day,

947
00:36:32,757 --> 00:36:35,760
and we sold all 300.
I was gonna be very happy.

948
00:36:35,760 --> 00:36:38,496
How did you
bring your customers to you?

949
00:36:38,496 --> 00:36:39,764
Strictly social media.

950
00:36:39,764 --> 00:36:42,033
We initially got an investment
of $15,000,

951
00:36:42,033 --> 00:36:45,603
and all of it was taken up
with IP and inventory.

952
00:36:45,603 --> 00:36:47,672
So I knew if I was going
to make this work,

953
00:36:47,672 --> 00:36:49,841
we had to take
social media by storm,

954
00:36:49,841 --> 00:36:52,811
and I built a community
around moms.

955
00:36:52,811 --> 00:36:54,679
Do you have a background
in that?

956
00:36:54,679 --> 00:36:57,615
Like, are you a social media
expert or --
No.

957
00:36:57,615 --> 00:36:59,017
Why don't you both
tell us about you?

958
00:36:59,017 --> 00:37:00,985
And who gave you
the $15,000?

959
00:37:00,985 --> 00:37:03,888
My Uncle Robert, actually.
Yeah.

960
00:37:03,888 --> 00:37:05,857
Seriously?
He could be
your next Uncle Robert.

961
00:37:05,857 --> 00:37:08,726
Okay, so let's go back
to your backgrounds.

962
00:37:08,726 --> 00:37:10,161
Tell us about you.
Yeah, my background.

963
00:37:10,161 --> 00:37:11,996
So I currently work for
a hospital system in Scottsdale,

964
00:37:11,996 --> 00:37:14,899
Arizona, as a strategic
sourcing program manager,

965
00:37:14,899 --> 00:37:16,868
but my background
is unrelated to that.

966
00:37:16,868 --> 00:37:20,004
I'm from a very small farm town
of 500 people,

967
00:37:20,004 --> 00:37:24,209
Faith, South Dakota, and I grew
up working on our family farm.

968
00:37:24,209 --> 00:37:27,712
Had to start operating machinery
at a very young age.

969
00:37:27,712 --> 00:37:29,748
At the time
I absolutely hated it,

970
00:37:29,748 --> 00:37:31,883
but looking back,
I'm extremely grateful.

971
00:37:31,883 --> 00:37:33,151
I learned
a lot of hard work,

972
00:37:33,151 --> 00:37:35,220
sacrifice, and that
if you want something done,

973
00:37:35,220 --> 00:37:37,856
you've got to roll up
your sleeves and do it yourself.

974
00:37:37,856 --> 00:37:40,191
And I do this full-time.
I take care of the business

975
00:37:40,191 --> 00:37:42,994
on top of being a full-time
stay-at-home mom.

976
00:37:42,994 --> 00:37:45,630
But I am a first-generation
Latina raised here in the US

977
00:37:45,630 --> 00:37:46,865
by an immigrant single mother

978
00:37:46,865 --> 00:37:49,134
who came here
for the American Dream.

979
00:37:49,134 --> 00:37:51,569
Growing up,
I watched her work multiple jobs

980
00:37:51,569 --> 00:37:53,772
and struggle to provide for us.

981
00:37:53,772 --> 00:37:55,073
After high school,
I went to college

982
00:37:55,073 --> 00:37:57,809
for a whole half semester.
I did drop out

983
00:37:57,809 --> 00:37:59,844
because I've always just been
really bad in school,

984
00:37:59,844 --> 00:38:02,147
but somehow I ended up
in corporate America.

985
00:38:02,147 --> 00:38:04,916
I worked in
credit cards, collections,

986
00:38:04,916 --> 00:38:07,752
I did personal loans,
and I was even a car saleswoman.

987
00:38:07,752 --> 00:38:08,853
-Wow.
-But I've always --

988
00:38:08,853 --> 00:38:10,221
So you can sell, right?
You can sell.

989
00:38:10,221 --> 00:38:13,858
I don't know, kind of.
Well, we're here, huh?

990
00:38:13,858 --> 00:38:16,060
But I've always just had
an entrepreneurial spirit

991
00:38:16,060 --> 00:38:17,862
and that hustler mentality.

992
00:38:17,862 --> 00:38:19,864
I did watch my mom
also quit her three jobs

993
00:38:19,864 --> 00:38:21,866
and start her own
cleaning company.

994
00:38:21,866 --> 00:38:24,068
So I began cleaning houses
with her,

995
00:38:24,068 --> 00:38:26,204
knowing that I was gonna at
least be in charge of my future.

996
00:38:26,204 --> 00:38:28,673
And then Sunny came along,
and she just inspired

997
00:38:28,673 --> 00:38:31,009
such a beautiful
and cool product,

998
00:38:31,009 --> 00:38:34,212
and I taught myself everything
there is to know about business.

999
00:38:34,212 --> 00:38:36,681
If I, the daughter
of an immigrant single mother

1000
00:38:36,681 --> 00:38:37,882
with no college education,

1001
00:38:37,882 --> 00:38:40,818
can go from cleaning houses,
scrubbing toilets,

1002
00:38:40,818 --> 00:38:42,020
to building
a successful business

1003
00:38:42,020 --> 00:38:43,988
and being on "Shark Tank,"
they can do it too.

1004
00:38:43,988 --> 00:38:45,023
-That's right.
-Wow.

1005
00:38:45,023 --> 00:38:46,691
-Yes, absolutely.
-Yes, you can.

1006
00:38:46,691 --> 00:38:47,792
So we just wanted to share

1007
00:38:47,792 --> 00:38:50,061
when we first
became parents last year,

1008
00:38:50,061 --> 00:38:53,832
breastfeeding out in public
became a very stressful ordeal,

1009
00:38:53,832 --> 00:38:55,733
and we began debating
if we wanted to go

1010
00:38:55,733 --> 00:38:57,869
to family events
or public functions.

1011
00:38:57,869 --> 00:39:00,071
And so when a light bulb
clicked in my head

1012
00:39:00,071 --> 00:39:02,974
to just simply attach a fan
that I had seen

1013
00:39:02,974 --> 00:39:05,243
that seemed to be the right
shape around the neckline,

1014
00:39:05,243 --> 00:39:07,679
and I told Jackie
and she really ran with it.

1015
00:39:07,679 --> 00:39:09,180
I ran --
I ran to my grandmother.

1016
00:39:09,180 --> 00:39:12,083
She is a 65-year-old
seamstress from Mexico,

1017
00:39:12,083 --> 00:39:14,085
where she learned all of
her amazing skills.

1018
00:39:14,085 --> 00:39:17,889
And with $15,
we built our first prototype.

1019
00:39:17,889 --> 00:39:19,190
She had it completed
in two days,

1020
00:39:19,190 --> 00:39:20,858
and the next day after that
is when I filed

1021
00:39:20,858 --> 00:39:22,627
our provisional patent.

1022
00:39:22,627 --> 00:39:24,095
Corcoran: Go, Grandma!

1023
00:39:24,095 --> 00:39:26,965
Actually, our utility patent
just got approved two weeks ago.

1024
00:39:26,965 --> 00:39:28,900
-Two weeks ago.
-Congratulations.

1025
00:39:28,900 --> 00:39:31,169
So I'm curious
how big a problem is this?

1026
00:39:31,169 --> 00:39:33,171
I've really not
heard of it before.

1027
00:39:33,171 --> 00:39:36,174
How often do women talk about
this and complain about it?

1028
00:39:36,174 --> 00:39:39,210
So it's actually
an unspoken pain point

1029
00:39:39,210 --> 00:39:41,946
that I feel moms
really don't talk about.

1030
00:39:41,946 --> 00:39:43,982
When we had created
the first prototype,

1031
00:39:43,982 --> 00:39:45,250
I took it to the park.

1032
00:39:45,250 --> 00:39:48,052
In my family, there's never
a shortage of pregnant women.

1033
00:39:48,052 --> 00:39:50,722
Someone's pregnant or someone's
on their way to get pregnant.

1034
00:39:50,722 --> 00:39:52,890
[ Laughter ]

1035
00:39:52,890 --> 00:39:55,026
So I showed this to the moms,
and I can just --

1036
00:39:55,026 --> 00:39:56,694
It looked like
they've seen a ghost.

1037
00:39:56,694 --> 00:39:58,129
Like, their jaws dropped,

1038
00:39:58,129 --> 00:39:59,964
and they're asking me
if we can get them some.

1039
00:39:59,964 --> 00:40:02,100
So it's a huge problem.

1040
00:40:02,100 --> 00:40:04,102
To help just understand
the demand a little bit

1041
00:40:04,102 --> 00:40:06,304
and what kind of moms
are wanting it,

1042
00:40:06,304 --> 00:40:09,807
we opened up waitlist orders
this last month --

1043
00:40:09,807 --> 00:40:11,976
And your customers
are happy to wait?

1044
00:40:11,976 --> 00:40:14,045
Happy to wait. And they have
actually reached out saying --

1045
00:40:14,045 --> 00:40:15,914
There's no alternative
with a fan right now?

1046
00:40:15,914 --> 00:40:17,181
This is it?

1047
00:40:17,181 --> 00:40:18,950
There's nothing else
on the market with a fan.

1048
00:40:18,950 --> 00:40:21,953
What does it cost you
to acquire these customers?

1049
00:40:21,953 --> 00:40:23,855
$0.
It's all social media-driven.

1050
00:40:23,855 --> 00:40:25,823
What do you need
the $100,000 for?

1051
00:40:25,823 --> 00:40:27,025
Since we launched,

1052
00:40:27,025 --> 00:40:29,193
we've consistently
ran out of inventory.

1053
00:40:29,193 --> 00:40:30,828
The demand
that Jackie's been able

1054
00:40:30,828 --> 00:40:32,163
to create
through social media

1055
00:40:32,163 --> 00:40:34,966
is far greater than
our access to capital.

1056
00:40:34,966 --> 00:40:37,168
How many people do you have
waiting for an order?

1057
00:40:37,168 --> 00:40:39,704
So we're waiting on 600 units
that are scheduled to arrive

1058
00:40:39,704 --> 00:40:41,139
in the next couple of days,

1059
00:40:41,139 --> 00:40:44,175
but I was being bombarded
with e-mails and DMs, Instagram,

1060
00:40:44,175 --> 00:40:47,078
TikTok of moms saying, "Can I
pay for this ahead of time?

1061
00:40:47,078 --> 00:40:49,681
Because I want to make sure I
get it before the next restock,

1062
00:40:49,681 --> 00:40:51,015
so before it sells out."

1063
00:40:51,015 --> 00:40:52,183
So that kind of just
gave us a confidence

1064
00:40:52,183 --> 00:40:55,053
to open up waitlist orders
or preorders.

1065
00:40:55,053 --> 00:40:56,754
And so we did that
two weeks ago.

1066
00:40:56,754 --> 00:40:57,922
And in one day,
we did --

1067
00:40:57,922 --> 00:41:01,292
we sold 482 units
for a total of $29,000.

1068
00:41:01,292 --> 00:41:03,795
Cuban: And what's your lead time
for delivery?

1069
00:41:03,795 --> 00:41:04,896
I want to make you an offer

1070
00:41:04,896 --> 00:41:06,197
just to shortcut it
a little bit.

1071
00:41:06,197 --> 00:41:08,933
-There you go.
-I'll give you the $100,000

1072
00:41:08,933 --> 00:41:10,935
for 10%,
exactly what you asked.

1073
00:41:10,935 --> 00:41:13,972
What?
Yeah. Why not?

1074
00:41:13,972 --> 00:41:16,007
But let me tell you,
numbers speak for itself

1075
00:41:16,007 --> 00:41:18,109
and you are a charmer.
For 10%?

1076
00:41:18,109 --> 00:41:21,112
Yeah, exactly what you
came in asking for.

1077
00:41:21,112 --> 00:41:23,948
Would you also be able
to fund purchase orders

1078
00:41:23,948 --> 00:41:25,149
if and when we do decide
to go into retail?

1079
00:41:25,149 --> 00:41:28,152
I'm a good girl.
No problem.

1080
00:41:28,152 --> 00:41:29,988
Cuban: When you got an offer,
you say yes.

1081
00:41:29,988 --> 00:41:31,055
-What's there to think about?
-No more talking.

1082
00:41:31,055 --> 00:41:32,123
-Just say yes.
-Yeah, you just say yes.

1083
00:41:32,123 --> 00:41:33,358
I would like an answer
right away.

1084
00:41:33,358 --> 00:41:35,093
If you want to shop around,
that's no problem.

1085
00:41:35,093 --> 00:41:37,061
No. Yes, we'll accept that
offer, Barbara.

1086
00:41:37,061 --> 00:41:39,197
[ Laughter ]

1087
00:41:39,197 --> 00:41:42,066
She's my favorite Shark.
Can I give her --

1088
00:41:42,066 --> 00:41:43,868
Well, she's your favorite Shark
now, that's for sure.

1089
00:41:43,868 --> 00:41:44,936
[ Laughter ]

1090
00:41:44,936 --> 00:41:49,107
Yeah, I'm my own
favorite Shark.

1091
00:41:49,107 --> 00:41:50,875
You are a lucky devil.
You treat her well.

1092
00:41:50,875 --> 00:41:52,310
I will.
Thank you, Barbara.

1093
00:41:52,310 --> 00:41:53,878
Looking forward to
working with you.

1094
00:41:53,878 --> 00:41:55,146
Congrats, guys.

1095
00:41:55,146 --> 00:41:57,148
You guys are the real deal.
Congratulations.

1096
00:41:57,148 --> 00:41:58,816
Thank you.
Love you guys. Thank you.

1097
00:41:58,816 --> 00:41:59,384
Greiner: Bye.

1098
00:41:59,384 --> 00:42:01,219
Jackie: My piece of advice
for entrepreneurs

1099
00:42:01,219 --> 00:42:04,522
is believe in your dream.
Believe in your vision.

1100
00:42:04,522 --> 00:42:07,859
Anything is possible if you're
willing to work for it,

1101
00:42:07,859 --> 00:42:09,961
no matter your background.

1102
00:42:09,961 --> 00:42:13,164
Watching my mom
work three jobs,

1103
00:42:13,164 --> 00:42:14,399
I feel like she would
just be really proud.

1104
00:42:14,399 --> 00:42:17,135
And it's a way for us
to be able to pay her back

1105
00:42:17,135 --> 00:42:19,003
for all the sacrifices
that she has done,

1106
00:42:19,003 --> 00:42:21,205
and be able to give Sunny
opportunities

1107
00:42:21,205 --> 00:42:22,840
that maybe
we didn't have.

1108
00:42:28,646 --> 00:42:35,720
♪♪

1109
00:42:35,720 --> 00:42:42,760
♪♪

1110
00:42:42,760 --> 00:42:49,801
♪♪

1111
00:42:49,801 --> 00:42:56,607
♪♪