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Narrator: Bring on the cheer.

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00:00:02,870 --> 00:00:04,070
It's the holiday episode
of "Shark Tank."

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00:00:04,070 --> 00:00:05,205
Merry Christmas!

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00:00:05,205 --> 00:00:07,040
♪ Deck the halls
with Shark offers ♪

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♪ Fa la la la la,
la la ka-ching ♪

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[ Laughs ]
You are a ball of fire.

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Bah humbug!

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The anticipation of Christmas
has lasted for months.

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Take this behind
the Christmas tree and burn it.

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00:00:17,684 --> 00:00:18,318
Kevin, it's the holidays.

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00:00:18,318 --> 00:00:20,954
Both:
So, Sharks, who's ready to play?

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00:00:20,954 --> 00:00:23,090
[ All cheering ]

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Yay!
Level it!

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O'Leary: Whoa!
Greiner: What?!

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What is going on here?
Are you kidding?

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[ Theme music plays ]

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Narrator: First into the tank
is a savory twist

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on a sweet holiday tradition.

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♪♪

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Hi, Sharks.

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00:00:50,350 --> 00:00:53,220
I'm Avital from San Francisco,
California,

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and I'm the founder
of Edible Architecture.

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Today, I'm seeking $150,000

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in exchange for a 10% equity
stake in my company.

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Sharks,
have you ever actually eaten

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one of these stale
gingerbread houses?

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[ Laughs ]
Let's be real.

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They're super cute,
but they're rock hard,

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overly sweet, and inevitably
end up in the trash.

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And this one --

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Well, this one's a fixer-upper.

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So I brought my crew
to demolish the old.

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[ Laughter ]

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How about it, boys?

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Level it!

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Oh, my...

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[ Laughter ]

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Let the frosting fly!

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And we're gonna build
a savory, new alternative --

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edible architecture --

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delicious holiday creations

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made from all of your favorite
charcuterie-board ingredients.

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Ooh la la.
Pretty.

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So think salami shingles...
Corcoran: Wow.

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...pretzel windows,
Parmesan snow...

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Pretty as could be.

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...and olive ornaments.

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Oh, yeah.
It's a grown-up
gingerbread house.

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No stale cookies,
just gourmet goodness.

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We offer three kits --
Lubetzky: Oh, wow.

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a classic charcuterie chalet,

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perfect for
a delightful family activity,

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a mini chalet

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for a fun wine-and-cheese night
with the girls,

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and a charcuterie tree,

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which we call the CharcuTree.

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And that's perfect

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for a delightful holiday
festive centerpiece.

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All of our kits --

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they're completely shelf-stable,

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using high-quality ingredients.

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We're not just building chalets
here.

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We're building memories,
one salami shingle at a time.

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[ Laughs ]

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So now my crew
is gonna come back out

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with a charcuterie and a chalet
for you to decorate.

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Don't forget to add
the Parmesan snow.

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So I'm building
my own salami shack.

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Okay.
I think it is creative.

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Ungar:
So, in front of you, you have
the mini charcuterie chalet.

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Okay.
There's all
of the ingredients

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that you can see in the box.

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This is a cracker house.

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Yeah, you can break it off
and taste it.

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This is cool.
What is this?

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That is the Brie cheese spread,
which is the glue.

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That's smart. It's creative.
So instead of frosting.

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The Brie spread.
Greiner: It is very creative.

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Lubetzky: Parmesan.

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And all the ingredients here
are on the side,

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so everything is shelf-stable.

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Everything is shelf-stable.
Let me stop for a second.

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There's something really weird

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00:03:05,919 --> 00:03:07,921
about a gingerbread house
made of salami.

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[ Laughter ]
I just don't get it.

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I mean, it's just --

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Ungar: So, the charcuterie
chalet is a concept

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that has been going viral
on the Internet

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for the holiday season
for years now.

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Food Network had a video
that had 9.8 million views.

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This is a concept
that people have loved.
Avital, I love your enthusiasm.

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And I love that you're
telling us it's gone viral.

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Tell us, what are your sales?

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So, last year was our first year
on retail shelves.

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We sold $123,000.

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This year, our sales
are $1.17 million.

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What?!
How can the people...

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John: Whoa!
We have POs and commitments
from Costco,

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World Market, Albertsons,

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and many nationwide retailers.

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And that doesn't even begin
to touch direct to consumer,

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which we want to continue
to build out.

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So, last year --
You think
you're gonna break through

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more than $2 million
in sales this year?
That's right.

105
00:04:04,945 --> 00:04:08,048
What does this cost, though?
And what do you sell it for?

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So, we have three different
kits, as I mentioned --

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the classic charcuterie chalet,

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which is the one
that you have in front.

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Known as the "salami shack."

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[ Laughter ]

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It's freaking me out
just looking at it.
Ungar: You know what?

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It's so fun. I'm glad
that you're having fun with it.

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Yeah.
The classic
charcuterie chalet,

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our MSRP is $29.99.

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And it costs you?

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We sell it wholesale $14.29,

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and it costs us $10.68 to make.

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Tight margins.
So that's about 25% margin.

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And 65% margin
if we sell direct to consumer.

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Are you making any money?
Are you profitable?

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So, on that $123,000,

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our gross profit was $11,000,

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and we netted $3,500.

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Now, you might say
that's not a lot,

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but I was really
just validating the market.

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But to me, you have violated the
honor of the gingerbread house.

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[ Laughs nervously ]
Children are gonna come home
during the holiday season,

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look at that thing, the salami
shack, and start crying.

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I'm out.

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I do a lot of girl parties.

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I don't think it's attractive.

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I think the place
looks like a disaster

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after you try to eat it.

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I'm not interested
in the product.

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I'm afraid I'm out.

136
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Okay. Thank you. Barbara.

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So, what are you gonna do
with the money?

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This year is about scale.

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I need a credit line
to finance my POs.

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Avital --
That's really where we're at.

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Let me tell you --
Yes, Daniel.

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Let me invite you
inside my head.

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The product is not doing it
for me.

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It's kind of like
I like peanut butter,

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I like tuna fish,
I like bananas,

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but not all
in the same sandwich.

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I really am very impressed
with you,

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but because the product
doesn't do it for me, I'm out.

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Okay.

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00:05:53,220 --> 00:05:55,488
You want access to capital.
That's right.

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00:05:55,488 --> 00:05:58,291
Money's difficult to get
these days, right?
It's expensive. Yeah.

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00:05:58,291 --> 00:06:00,760
I have a lot of companies
I work with.

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They ask me to finance the POs.

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00:06:02,095 --> 00:06:04,030
When I've ended up financing
POs,

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I end up owning
the entire company.

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00:06:07,734 --> 00:06:08,401
But what happens is,

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when you can't pay the POs
or something happens,

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I have a different interest now.

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One side I have
as an owner or a partner.

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The other side I have
is, "Sell, sell, sell.

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Get me my money."

162
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There's a conflict. Listen.

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Things happen in business,

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and unfortunately,
for that reason, I'm out.

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Avital,
you are a ball of fire.

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Like I would bet on you any day.

167
00:06:33,126 --> 00:06:36,096
Thank you.
So, I happen to have done
a deal with Boarderie.

168
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Yes.
2 1/2 years ago.

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And unbelievably, it's a cheese
and charcuterie board.

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It was fantastic.

171
00:06:42,969 --> 00:06:45,238
We are over $120 million
in sales.

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Congratulations.
In 2 1/2 years.

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Yeah.
So I clearly know

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there is a great market
in our space already.

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But as a Shark, I don't want to
just be somebody that funds POs.
Yeah.

176
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I'm not here
to be a Bank of Lori.

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00:06:59,653 --> 00:07:01,955
♪♪

178
00:07:01,955 --> 00:07:04,524
Because I'm gonna
be banking on you...

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I'm going to give you
a Shark-y offer.

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Narrator: Four Sharks are out.

181
00:07:19,940 --> 00:07:21,207
But Lori is interested

182
00:07:21,207 --> 00:07:24,110
in Avital's
holiday charcuterie kits,

183
00:07:24,110 --> 00:07:26,212
Edible Architecture.

184
00:07:26,212 --> 00:07:30,016
So, you came in
asking for $150,000 for 10%?

185
00:07:30,016 --> 00:07:31,051
That's correct.

186
00:07:31,051 --> 00:07:34,888
I will give you $150,000
for 25%.

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Lubetzky: Yay.
Wow.

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00:07:36,957 --> 00:07:38,992
You know,
you put two good minds together,

189
00:07:38,992 --> 00:07:40,327
you make magic.
Now, Lori, that's pretty good.

190
00:07:40,327 --> 00:07:42,963
What do you think about that?
Now, first of all, Lori,
thank you.

191
00:07:42,963 --> 00:07:45,165
And I love what you have done
with Boarderie.

192
00:07:45,165 --> 00:07:47,200
Would there be a component

193
00:07:47,200 --> 00:07:49,669
that you would also be able
to finance the POs

194
00:07:49,669 --> 00:07:50,337
as part of that offer?

195
00:07:50,337 --> 00:07:54,941
I'm always happy
when sales are there.

196
00:07:54,941 --> 00:07:56,242
I want you to succeed, right?

197
00:07:56,242 --> 00:07:59,012
But I don't want it
to be contingent on this deal.
Okay.

198
00:07:59,012 --> 00:08:00,814
Because I think
what I bring, too,

199
00:08:00,814 --> 00:08:02,015
is so much more important...

200
00:08:02,015 --> 00:08:04,317
Absolutely.
...than just paying for POs.

201
00:08:04,317 --> 00:08:06,019
But, Avital,
can I ask you a question?

202
00:08:06,019 --> 00:08:09,923
This year, you're gonna sell
over $2 million.

203
00:08:09,923 --> 00:08:11,291
Her valuation puts

204
00:08:11,291 --> 00:08:15,095
your valuation of the company
at $600,000.

205
00:08:15,095 --> 00:08:17,030
What, are you hating on Lori?
I'm trying to help her.

206
00:08:17,030 --> 00:08:18,231
Greiner:
Avital, I think it's worth it.
Well, Daniel,

207
00:08:18,231 --> 00:08:20,000
would you come back in
with Lori?

208
00:08:20,000 --> 00:08:23,136
I don't need him
as a partner. I don't.
Ooh! Nice.

209
00:08:23,136 --> 00:08:24,938
Especially after that, Daniel!

210
00:08:24,938 --> 00:08:26,172
[ Laughs ]
Greiner: Especially after that.

211
00:08:26,172 --> 00:08:28,308
But no.
This is your moment.
Ungar: Yeah.

212
00:08:28,308 --> 00:08:29,976
Greiner: You're standing here
on this carpet.

213
00:08:29,976 --> 00:08:31,277
And what you decide here today

214
00:08:31,277 --> 00:08:35,048
can make or change how the rest
of your business goes.

215
00:08:35,048 --> 00:08:37,917
It's a decision.
It's a moment.

216
00:08:37,917 --> 00:08:39,753
[ Suspenseful music plays ]

217
00:08:39,753 --> 00:08:41,587
Ungar: Would you do...

218
00:08:41,587 --> 00:08:44,991
♪♪

219
00:08:44,991 --> 00:08:48,628
$200,000 for 15%?

220
00:08:48,628 --> 00:08:49,996
Mm!

221
00:08:49,996 --> 00:08:53,833
No. I want to stick with
the $150,000.
Okay.

222
00:08:53,833 --> 00:08:55,602
You have a different counter?

223
00:08:56,936 --> 00:08:58,671
15%...

224
00:08:59,839 --> 00:09:01,708
for $150,000.

225
00:09:01,708 --> 00:09:03,209
I'd do $150,000,

226
00:09:03,209 --> 00:09:06,479
but the lowest I'll go is 20%.

227
00:09:08,982 --> 00:09:10,950
$750,000 valuation.

228
00:09:10,950 --> 00:09:12,085
They cut your salami in half.

229
00:09:12,085 --> 00:09:15,155
Next year, our profit's
gonna be $800,000...

230
00:09:15,155 --> 00:09:16,923
Maybe you.
...on $6 million.

231
00:09:16,923 --> 00:09:18,825
You got an offer.
And I will help you

232
00:09:18,825 --> 00:09:20,994
for it
to not only be $800,000,

233
00:09:20,994 --> 00:09:23,029
but let's try to go
for $8 million.

234
00:09:23,029 --> 00:09:24,831
That's right.
That's right, Lori.
Right?

235
00:09:24,831 --> 00:09:26,800
Can you bring it down...

236
00:09:28,034 --> 00:09:30,003
17%, Lori?

237
00:09:30,003 --> 00:09:32,439
You're really pushing my max.

238
00:09:33,606 --> 00:09:35,475
18%.

239
00:09:36,810 --> 00:09:37,944
[ Sighs ]

240
00:09:37,944 --> 00:09:39,846
It's okay to say no.

241
00:09:39,846 --> 00:09:41,781
18% and you have a deal.

242
00:09:42,882 --> 00:09:44,050
Alright. Let's do it, Lori.

243
00:09:44,050 --> 00:09:45,685
Yay! [ Laughs ]

244
00:09:46,820 --> 00:09:48,955
You can run. [ Laughs ]
Oh!

245
00:09:48,955 --> 00:09:50,557
Greiner:
You are one smart cookie.

246
00:09:50,890 --> 00:09:53,593
Cracker -- cracker.
You are one smart cracker.

247
00:09:53,593 --> 00:09:54,894
Good job.

248
00:09:54,894 --> 00:09:55,995
Thank you, thank you.

249
00:09:55,995 --> 00:09:57,497
Congratulations.

250
00:09:57,764 --> 00:09:59,132
I was actually
quite surprised

251
00:09:59,132 --> 00:10:01,167
by some of the Sharks' feedback.

252
00:10:01,167 --> 00:10:04,404
Some of the Sharks are not
my customer, and that's okay.

253
00:10:04,404 --> 00:10:08,208
And that's why I have
such a great partner in Lori

254
00:10:08,208 --> 00:10:10,176
who really understood
the product.

255
00:10:10,176 --> 00:10:13,813
Boarderie is a classic
charcuterie board

256
00:10:13,813 --> 00:10:16,716
that has been delectable
for generations.

257
00:10:16,716 --> 00:10:18,051
This is a meat cookie.

258
00:10:18,051 --> 00:10:20,620
[ Laughter ]

259
00:10:22,322 --> 00:10:25,091
Greiner: I think one of the most
meaningful things for me,

260
00:10:25,091 --> 00:10:27,127
after so many years
on "Shark Tank,"

261
00:10:27,127 --> 00:10:29,229
is that I've been able
to change lives,

262
00:10:29,229 --> 00:10:33,066
help so many of my entrepreneurs
to be successful.

263
00:10:33,066 --> 00:10:34,767
And I feel like a proud mom.

264
00:10:34,767 --> 00:10:36,035
Echols: The night we aired,

265
00:10:36,035 --> 00:10:38,738
we had over 20,000 people
on our website.

266
00:10:38,738 --> 00:10:40,006
That was our biggest month ever.

267
00:10:40,006 --> 00:10:42,041
We did over $1 million
in sales.

268
00:10:42,041 --> 00:10:44,010
Liechty: It's been a year since
we closed our deal with Lori.

269
00:10:44,010 --> 00:10:47,380
And in that time, Chomp Shop
has made over $9.5 million.

270
00:10:47,380 --> 00:10:50,884
Jimenez-Meggiato:
It's been four years and we've
done millions in sales,

271
00:10:50,884 --> 00:10:52,785
and The Pizza Cupcake
has had a rebrand.

272
00:10:52,785 --> 00:10:54,187
We are now Incredifulls.

273
00:10:54,187 --> 00:10:56,890
Crowe: It's been two years since
we closed our deal with Lori,

274
00:10:56,890 --> 00:10:59,826
and Parting Stone
has made $8.3 million.

275
00:10:59,826 --> 00:11:02,295
We went in
with $500,000 in sales.

276
00:11:02,295 --> 00:11:06,199
Since then, we're nearly
at $60 million in revenue.

277
00:11:06,199 --> 00:11:08,001
Altieri: FlexScreen
had lifetime sales

278
00:11:08,001 --> 00:11:09,369
of right around $11 million.

279
00:11:09,369 --> 00:11:13,406
Since then, our lifetime sales
have grown to $200 million.

280
00:11:13,406 --> 00:11:16,276
Greiner: Collectively,
my family of entrepreneurs

281
00:11:16,276 --> 00:11:19,479
have done $3 billion
in retail sales.

282
00:11:19,479 --> 00:11:23,650
I just want to thank all of you
guys for being here tonight.

283
00:11:23,650 --> 00:11:24,951
The holidays are a time

284
00:11:24,951 --> 00:11:27,353
of giving and bringing joy
and sharing love.

285
00:11:27,353 --> 00:11:31,124
I've been raising money
for the LAFD for over a decade,

286
00:11:31,124 --> 00:11:33,426
but this year
it is particularly meaningful,

287
00:11:33,426 --> 00:11:36,930
because they went through some
of the worst fires in history.

288
00:11:36,930 --> 00:11:39,032
Every time
I think about the bravery,

289
00:11:39,032 --> 00:11:41,100
I am in awe
and feel these people

290
00:11:41,100 --> 00:11:44,037
are true heroes and deserve
all of our gratitude.

291
00:11:44,037 --> 00:11:45,405
When I reached out
to my entrepreneurs

292
00:11:45,405 --> 00:11:48,808
with the idea of us all
giving back to help the LAFD,

293
00:11:48,808 --> 00:11:50,944
every single one said yes.

294
00:11:50,944 --> 00:11:52,045
"What can we do to help you?"

295
00:11:52,045 --> 00:11:54,047
Nice to meet you.
Nice to meet you, too.

296
00:11:54,047 --> 00:11:55,248
Come! Sit down!

297
00:11:55,248 --> 00:11:57,217
Charitybuzz raises money
for nonprofits

298
00:11:57,217 --> 00:11:59,986
by offering
exclusive experiences

299
00:11:59,986 --> 00:12:01,821
with celebrities and brands.

300
00:12:01,821 --> 00:12:03,957
In this Charitybuzz,
I auctioned off

301
00:12:03,957 --> 00:12:05,925
several private,
hour-long meetings with me.

302
00:12:05,925 --> 00:12:07,293
Many of my incredible
entrepreneurs

303
00:12:07,293 --> 00:12:10,196
also auctioned off
mentoring sessions with them.

304
00:12:10,196 --> 00:12:13,933
The LAFD didn't just battle
fires this year.

305
00:12:13,933 --> 00:12:17,170
They saved lives, homes,
and gave hope to so many.

306
00:12:17,170 --> 00:12:19,138
Tonight is about honoring
the people

307
00:12:19,138 --> 00:12:21,441
who show up for us
every single day.

308
00:12:21,441 --> 00:12:24,777
I want to thank Lori,
all of the entrepreneurs,

309
00:12:24,777 --> 00:12:26,112
and the people from Charitybuzz.

310
00:12:26,112 --> 00:12:27,914
This money is not only
gonna go to help

311
00:12:27,914 --> 00:12:28,948
the Los Angeles Fire Department,

312
00:12:28,948 --> 00:12:30,116
it's really going to help

313
00:12:30,116 --> 00:12:31,985
all the people of Los Angeles
that we serve.

314
00:12:31,985 --> 00:12:34,287
Greiner: It's been such
a wonderful night celebrating

315
00:12:34,287 --> 00:12:37,190
with some of my most successful
"Shark Tank" entrepreneurs,

316
00:12:37,190 --> 00:12:39,058
honoring the brave firefighters

317
00:12:39,058 --> 00:12:41,227
who risk their lives for us
every day.

318
00:12:41,227 --> 00:12:43,863
There is no one
more deserving than that.

319
00:12:43,863 --> 00:12:45,999
Thank you to our heroes!

320
00:12:45,999 --> 00:12:48,534
[ Cheers and applause ]

321
00:12:55,041 --> 00:12:58,144
[ Festive music plays ]

322
00:12:58,144 --> 00:13:00,146
Narrator:
Next in the tank is a product

323
00:13:00,146 --> 00:13:04,017
to ensure the fun
for all your holiday gatherings.

324
00:13:04,017 --> 00:13:06,019
♪♪

325
00:13:06,019 --> 00:13:08,721
[ Laughter ]

326
00:13:08,721 --> 00:13:10,723
Sharks: Oh!

327
00:13:10,723 --> 00:13:11,824
Wow.

328
00:13:11,824 --> 00:13:13,226
Hey, Sharks, I'm Julian.

329
00:13:13,226 --> 00:13:15,161
And I'm originally
from the Netherlands.

330
00:13:15,161 --> 00:13:17,297
I'm David,
I'm originally from Scotland.

331
00:13:17,297 --> 00:13:19,299
But we're now based
in Los Angeles,

332
00:13:19,299 --> 00:13:23,102
and we're seeking $200,000
for a 5% stake

333
00:13:23,102 --> 00:13:24,937
in our viral
party-game company...

334
00:13:24,937 --> 00:13:26,339
McMiLLER!
McMiLLER!

335
00:13:26,339 --> 00:13:29,008
I hate that valuation!
You're never gonna get a deal.

336
00:13:29,008 --> 00:13:31,010
You're gonna waste my time.
[ Both laughing ]

337
00:13:31,010 --> 00:13:32,111
Go ahead.

338
00:13:32,111 --> 00:13:33,746
Miller: Okay. There's more.
Thank you.

339
00:13:33,746 --> 00:13:35,248
Sharks, imagine this --

340
00:13:35,248 --> 00:13:39,786
You're throwing a party,
but no one's having fun!

341
00:13:39,786 --> 00:13:41,821
Your friends are bored.

342
00:13:41,821 --> 00:13:43,923
Grandma -- she is. asleep.

343
00:13:43,923 --> 00:13:45,024
[ Laughter ]

344
00:13:45,024 --> 00:13:47,694
And the kids are cranky.

345
00:13:47,694 --> 00:13:48,394
Worst of all...

346
00:13:48,394 --> 00:13:50,596
Everyone's on their phones!
Everyone's on their phones!

347
00:13:50,596 --> 00:13:51,964
No!
No!

348
00:13:51,964 --> 00:13:54,100
They need a box full
of belly laughs.

349
00:13:54,100 --> 00:13:55,902
Miller:
Some screen-free fun.

350
00:13:55,902 --> 00:13:58,204
Both:
They need a McMiLLER party game.

351
00:13:58,204 --> 00:14:01,808
Our award-winning games
are easy to learn,

352
00:14:01,808 --> 00:14:04,177
so no long, boring instructions.

353
00:14:04,177 --> 00:14:06,312
And they are truly
multigenerational.

354
00:14:06,312 --> 00:14:09,182
Grandma loves them
as much as the kids.

355
00:14:09,182 --> 00:14:11,217
And as you can see,
our McMiLLER game

356
00:14:11,217 --> 00:14:13,319
is as fun to watch
as it is to play.

357
00:14:13,319 --> 00:14:16,089
So whether you claw your way
to victory

358
00:14:16,089 --> 00:14:17,156
with "The Cat Mitt Game"...

359
00:14:17,156 --> 00:14:19,959
...plop to the top
with "Fish Fight"...

360
00:14:19,959 --> 00:14:21,327
...monkey around
with "It's Bananas!"...

361
00:14:21,327 --> 00:14:25,231
...or plunder for treasure
with "Fire In The Hole!"...

362
00:14:25,231 --> 00:14:28,301
you're sure to find your fun
with McMiLLER.

363
00:14:28,301 --> 00:14:31,070
Both: So, Sharks,
who's ready to play?

364
00:14:31,070 --> 00:14:32,205
What games do we have here?
Let's look at this.

365
00:14:32,205 --> 00:14:33,706
McGranaghan:
So, we have "It's Bananas!"

366
00:14:33,706 --> 00:14:34,340
So, if there's two Sharks

367
00:14:34,340 --> 00:14:35,842
who's like to volunteer
to come and help.

368
00:14:35,842 --> 00:14:37,076
Maybe Daniel, Kevin.

369
00:14:37,076 --> 00:14:38,378
Do you want to play
our monkey-tail game?

370
00:14:38,378 --> 00:14:41,114
I've always wanted
to monkey around with Kevin.

371
00:14:41,114 --> 00:14:44,650
I'm just gonna make
sure it's at the right level.

372
00:14:44,650 --> 00:14:46,018
[ Laughing ]

373
00:14:46,018 --> 00:14:47,320
[ Laughter ]

374
00:14:47,320 --> 00:14:50,857
So, the first player to get
three monkeys on their tail

375
00:14:50,857 --> 00:14:52,325
wins this banana token.

376
00:14:52,325 --> 00:14:54,260
Ooh!
You're gonna pick up
the pink one,

377
00:14:54,260 --> 00:14:56,095
then the green one,
then the orange one.

378
00:14:56,095 --> 00:14:58,164
So pink, green, orange.
Ready.

379
00:14:58,164 --> 00:14:59,966
3...2...1.
3...2...1.

380
00:14:59,966 --> 00:15:01,968
It's bananas!
It's bananas!

381
00:15:01,968 --> 00:15:04,804
Alright.
Here we go, here we go.

382
00:15:04,804 --> 00:15:05,805
God.

383
00:15:05,805 --> 00:15:06,839
Look at that.

384
00:15:06,839 --> 00:15:08,841
Looks like he's done it before.

385
00:15:08,841 --> 00:15:09,976
There you go, there you go.

386
00:15:09,976 --> 00:15:11,911
Kevin looks like
he's pooping.

387
00:15:11,911 --> 00:15:13,679
Kevin, yes!

388
00:15:13,679 --> 00:15:14,747
Yes, Kevin.

389
00:15:14,747 --> 00:15:15,882
Okay, green one, green one.

390
00:15:15,882 --> 00:15:17,049
Green one next,
green one next.

391
00:15:17,049 --> 00:15:18,851
Go on, Kev! Go on, Kev!

392
00:15:18,851 --> 00:15:20,720
I love this gentle way
of playing.

393
00:15:20,720 --> 00:15:21,954
Yes. Next one.

394
00:15:21,954 --> 00:15:23,022
Kevin, you can win it.
Wait, wait, wait!

395
00:15:23,022 --> 00:15:24,157
You can win it,

396
00:15:24,157 --> 00:15:25,291
because someone didn't listen
to the instructions.

397
00:15:25,291 --> 00:15:27,493
McGranaghan:
In the wrong order.

398
00:15:27,493 --> 00:15:28,561
Hey!

399
00:15:28,561 --> 00:15:29,662
[ All cheering ]

400
00:15:29,662 --> 00:15:30,696
Yay, Daniel!

401
00:15:30,696 --> 00:15:32,031
You're saying --

402
00:15:32,031 --> 00:15:33,232
Yes, yes! Kevin won.
Thank you very much.

403
00:15:33,232 --> 00:15:34,967
Winner, winner!
You were too late.

404
00:15:34,967 --> 00:15:36,135
Daniel cheated.

405
00:15:36,135 --> 00:15:37,303
Miller:
Uh-huh. Exactly, Kevin.

406
00:15:37,303 --> 00:15:39,071
He was supposed to start
with the pink one.

407
00:15:39,071 --> 00:15:40,606
I want to play.
You got a big, black one?

408
00:15:40,606 --> 00:15:42,375
[ Laughter ]

409
00:15:42,375 --> 00:15:44,210
Kev, that was great. That's fun.
Miller: Yeah, I love it.

410
00:15:44,210 --> 00:15:46,913
He was slow, gentle,
knew he was going to win.

411
00:15:46,913 --> 00:15:48,047
He was very confident.

412
00:15:48,047 --> 00:15:49,215
He was very meticulous.

413
00:15:49,215 --> 00:15:51,317
So you're designing it
for adults or for kids?

414
00:15:51,317 --> 00:15:53,319
Because I could see both
having a lot of fun.

415
00:15:53,319 --> 00:15:56,322
Yes.
Great question.
It's very multigenerational.

416
00:15:56,322 --> 00:15:59,058
Something like "It's bananas!"
can go to bachelorette parties

417
00:15:59,058 --> 00:16:01,027
but can go right through
to Christmas,

418
00:16:01,027 --> 00:16:02,895
which is definitely
Gran and Grandpa,

419
00:16:02,895 --> 00:16:04,030
right down to the kids.

420
00:16:04,030 --> 00:16:06,065
You came in with the fish.

421
00:16:06,065 --> 00:16:07,967
What was that concept?
Miller: That's fish fight.

422
00:16:07,967 --> 00:16:09,769
We're launching that
this weekend.
John: Okay.

423
00:16:09,769 --> 00:16:11,070
It's our fifth game so far.

424
00:16:11,070 --> 00:16:13,105
We designed that
because "It's Bananas!"

425
00:16:13,105 --> 00:16:16,042
has sold over 650,000 units.

426
00:16:16,042 --> 00:16:17,243
Wow!
Whoa!

427
00:16:17,243 --> 00:16:19,946
650,000 units --
what's that in dollars?

428
00:16:19,946 --> 00:16:21,914
We've done $12.5 million
in sales.

429
00:16:21,914 --> 00:16:23,182
Wow!
Wow!

430
00:16:23,182 --> 00:16:26,219
Holy crap.
Since when was lifetime started
for this game?

431
00:16:26,219 --> 00:16:28,921
Pretty much during COVID,
that was when it took off.

432
00:16:28,921 --> 00:16:31,057
We started
as a kind of part-time hustle.

433
00:16:31,057 --> 00:16:33,726
Since then, the industry
has continued to grow

434
00:16:33,726 --> 00:16:35,061
10% year on year,

435
00:16:35,061 --> 00:16:37,330
with games like McMiLLER games,
they're kind of leading the way.

436
00:16:37,330 --> 00:16:39,298
Tell me about you.
What's your background?

437
00:16:39,298 --> 00:16:41,901
So, I'm the "Mc,"
and he's the "Miller."
I am the "Miller."

438
00:16:41,901 --> 00:16:45,137
We met in 2009 on a blind date.

439
00:16:45,137 --> 00:16:47,106
We've been married now
for eight years.

440
00:16:47,106 --> 00:16:49,008
Oh, congratulations.
Greiner: Aw!

441
00:16:49,008 --> 00:16:50,877
And we are running
this company together now

442
00:16:50,877 --> 00:16:52,845
for five years, yeah.
John: That's great.

443
00:16:52,845 --> 00:16:53,980
This is all you do?

444
00:16:53,980 --> 00:16:55,114
Yes. This is full-time.
This is all we do.

445
00:16:55,114 --> 00:16:58,184
Did you have anything to do
with games?

446
00:16:58,184 --> 00:17:00,286
Well, interestingly,
we started making these games

447
00:17:00,286 --> 00:17:02,688
initially for our families
for Christmas.

448
00:17:02,688 --> 00:17:03,890
As the "gay uncles,"

449
00:17:03,890 --> 00:17:06,224
the entertainment
was always on our shoulders.

450
00:17:06,224 --> 00:17:08,461
They liked it, so we were like,
"We must be on to something."

451
00:17:08,461 --> 00:17:12,031
How are you selling it --
online or is it in retail?

452
00:17:12,031 --> 00:17:14,700
So, we've been very e-commerce
up until now.

453
00:17:14,700 --> 00:17:15,935
All direct to consumer?

454
00:17:15,935 --> 00:17:18,237
Yes.
Amazon is a big part of that.

455
00:17:18,237 --> 00:17:21,907
We've been very heavily
quarter four, very seasonal.

456
00:17:21,907 --> 00:17:24,042
And we really want
to move into brick-and-mortar.

457
00:17:24,042 --> 00:17:26,746
Can you go through your sales
year by year?

458
00:17:26,746 --> 00:17:29,015
So, we did just under --

459
00:17:29,015 --> 00:17:32,285
I think just five years ago
about just under $1 million.

460
00:17:32,285 --> 00:17:35,421
And then we scaled
really quickly to $3 million.

461
00:17:35,421 --> 00:17:38,157
Wow.
We stayed at $3 million until
we got everything organized.

462
00:17:38,157 --> 00:17:40,960
Got it.
We said no to all opportunities,
and we stayed at $3 million.

463
00:17:40,960 --> 00:17:44,030
Last year we did $3.2 million,
with a profit of $120,000.

464
00:17:44,030 --> 00:17:45,231
This is the year
we're growing again.

465
00:17:45,231 --> 00:17:47,066
We're on track
to do $5 million in sales

466
00:17:47,066 --> 00:17:49,335
with a $750,000 profit.
Wow.

467
00:17:49,335 --> 00:17:51,971
McGranaghan: We're going into
China, Germany, France, Italy.

468
00:17:51,971 --> 00:17:53,472
Our games don't have
a lot of language in them.

469
00:17:53,472 --> 00:17:56,175
We're going viral
in these countries.
Which went viral for you?

470
00:17:56,175 --> 00:17:58,978
The first one that went viral
was "It's Bananas!"

471
00:17:58,978 --> 00:18:01,180
We design our games
for social media.
Yeah.

472
00:18:01,180 --> 00:18:03,082
We call it "thumb-stoppable."

473
00:18:03,082 --> 00:18:04,951
So when you're going through
social media,

474
00:18:04,951 --> 00:18:07,286
see one of our videos like,
"Oh, what the fun is that?"

475
00:18:07,286 --> 00:18:10,156
And we sold out within hours
with that video.

476
00:18:10,156 --> 00:18:11,924
It was crazy.
Good for you.

477
00:18:11,924 --> 00:18:13,059
How much do you sell it for?

478
00:18:13,059 --> 00:18:14,160
McGranaghan: $23.99.

479
00:18:14,160 --> 00:18:16,696
And what do you make it for?
It landed $3.

480
00:18:16,696 --> 00:18:17,830
Wow.
Great margin.

481
00:18:17,830 --> 00:18:19,031
Here's the problem
I'm having.

482
00:18:19,031 --> 00:18:22,201
The story of the company
is basically "It's Bananas!",

483
00:18:22,201 --> 00:18:25,304
because the risk on the deal
is you decide to go into retail

484
00:18:25,304 --> 00:18:27,039
with these new SKUs
that are unproven,

485
00:18:27,039 --> 00:18:30,042
they sit on the shelf in retail,
they tie up your capital.

486
00:18:30,042 --> 00:18:33,145
This is the challenge
of the toy industry.
Yeah.

487
00:18:33,145 --> 00:18:34,747
But you are not worth
$4 million.

488
00:18:34,747 --> 00:18:36,148
You're really on a model

489
00:18:36,148 --> 00:18:40,353
that makes $3 million in sales
and $120K.

490
00:18:40,353 --> 00:18:44,924
So you've got to get valued off
five times $120K.

491
00:18:44,924 --> 00:18:46,158
You're worth a million bucks.

492
00:18:46,158 --> 00:18:48,494
You just crushed the joy
right out of him.
It's true!

493
00:18:48,494 --> 00:18:52,164
Look, "It's Bananas!" certainly
is right now our flagship game.

494
00:18:52,164 --> 00:18:55,034
It's been doing really well
for five years.

495
00:18:55,034 --> 00:18:57,103
It's true in every business
that there's a winner.

496
00:18:57,103 --> 00:19:00,339
Right. We had to go with the one
that was selling really well.

497
00:19:00,339 --> 00:19:02,174
Have you raised any money
up till now?

498
00:19:02,174 --> 00:19:03,809
No, we haven't raised
any money.

499
00:19:03,809 --> 00:19:05,011
So you own this all yourself?

500
00:19:05,011 --> 00:19:06,178
50/50?
50/50. Yeah.

501
00:19:06,178 --> 00:19:09,649
So, guys,
my only gay brother,

502
00:19:09,649 --> 00:19:10,216
he always asks me,

503
00:19:10,216 --> 00:19:12,084
"Why do you call me
your gay brother

504
00:19:12,084 --> 00:19:13,953
when you don't call
your other four brothers

505
00:19:13,953 --> 00:19:15,187
the straight brothers?"

506
00:19:15,187 --> 00:19:17,890
[ Chuckles ]
He's more fun
than anyone in the family.

507
00:19:17,890 --> 00:19:19,392
So I love it,
mostly because I love Uncle T,

508
00:19:19,392 --> 00:19:21,927
and I just believe
in all of that.
And the offer is?

509
00:19:21,927 --> 00:19:25,031
I'm gonna make you
an offer of $200,000 for 10%,

510
00:19:25,031 --> 00:19:27,066
which is more
than you're willing to offer.

511
00:19:27,066 --> 00:19:28,200
Not a lot more.
But I want $2 a game.

512
00:19:28,200 --> 00:19:30,269
That is until you get
your money back?

513
00:19:30,269 --> 00:19:32,938
Definitely, which I suspect
will be very quickly.

514
00:19:32,938 --> 00:19:34,306
In six months, yeah.
You will be
very, very quickly.

515
00:19:34,306 --> 00:19:36,776
Yes. About six months
you'll get your $200,000.

516
00:19:36,776 --> 00:19:37,810
Thank you. I'll take it.

517
00:19:37,810 --> 00:19:39,111
Hold on.
I've heard enough.

518
00:19:39,111 --> 00:19:40,680
I'm actually gonna make you
an offer.

519
00:19:51,924 --> 00:19:53,325
Narrator:
All Sharks are still in.

520
00:19:53,325 --> 00:19:55,394
Julian and David
have an offer on the table

521
00:19:55,394 --> 00:19:59,065
from Barbara for their
party-game company, McMiLLER.

522
00:19:59,065 --> 00:20:01,267
But Daniel
also wants to make an offer.

523
00:20:01,267 --> 00:20:04,236
Guys,
I will match Barbara's offer.

524
00:20:04,236 --> 00:20:07,239
I think when you consider
who's the right Shark for you,

525
00:20:07,239 --> 00:20:08,941
you need to ask them
if any of them know

526
00:20:08,941 --> 00:20:10,142
what "gezellig" means.

527
00:20:10,142 --> 00:20:12,211
Gezellig! Oh, Daniel!
Ah!

528
00:20:12,211 --> 00:20:14,013
I don't know what it is.
What does it mean?

529
00:20:14,013 --> 00:20:15,114
Gezellig.

530
00:20:15,114 --> 00:20:17,083
It's such a Dutch word...
He's Dutch.

531
00:20:17,083 --> 00:20:20,019
...that just means "cozy,"
fun times together.

532
00:20:20,019 --> 00:20:21,287
Everything is gezellig
if you're having a good time.

533
00:20:21,287 --> 00:20:23,222
Yeah, but there's nothing
about this guy that's cozy.

534
00:20:23,222 --> 00:20:24,890
I'm very gezellig.
[ Laughter ]

535
00:20:24,890 --> 00:20:27,093
And, also, you need to consider

536
00:20:27,093 --> 00:20:28,294
that I'm very, very good friends

537
00:20:28,294 --> 00:20:31,697
with the C.E.O.s and family
from Hasbro

538
00:20:31,697 --> 00:20:33,099
and the C.E.O. of Mattel.

539
00:20:33,099 --> 00:20:36,302
So if there's a strategic
partnership or an opportunity,

540
00:20:36,302 --> 00:20:38,037
I'm very close friends
with both of them.

541
00:20:38,037 --> 00:20:41,307
I've been waiting all this time
to try to find a company

542
00:20:41,307 --> 00:20:43,209
that I could partner with
and help you grow.

543
00:20:43,209 --> 00:20:44,944
Close friends help you
to make the call.

544
00:20:44,944 --> 00:20:46,679
But close friends
don't always buy it.

545
00:20:47,413 --> 00:20:50,216
Look, I think you're terrific,
what you've done,

546
00:20:50,216 --> 00:20:52,351
and I always respect sales,
100%.

547
00:20:52,351 --> 00:20:54,653
But I just can't get my head
around your valuation,

548
00:20:54,653 --> 00:20:55,821
so I'm out.

549
00:20:55,821 --> 00:20:56,989
Okay. Thank you.
Thank you, Kevin.

550
00:20:56,989 --> 00:20:59,725
John: I'm trying to think to see
where I add value.

551
00:20:59,725 --> 00:21:01,026
I probably add more value,

552
00:21:01,026 --> 00:21:03,162
like, bringing you to, like,
my friends in McClure twins

553
00:21:03,162 --> 00:21:05,664
and people with 4 billion
and 5 billion views

554
00:21:05,664 --> 00:21:06,932
to help push it out.

555
00:21:06,932 --> 00:21:08,968
So I'll match the offer
that's on the table.

556
00:21:08,968 --> 00:21:10,903
Oh, how boring.
[ Laughs ]

557
00:21:10,903 --> 00:21:11,937
And, Lori,
what are you gonna do?

558
00:21:11,937 --> 00:21:13,205
I mean, honestly,

559
00:21:13,205 --> 00:21:16,075
the making the money back
within a handful of months --

560
00:21:16,075 --> 00:21:19,311
We will do 200,000 units
in the next six months.

561
00:21:19,311 --> 00:21:21,747
So at $2 a unit,
that would be done

562
00:21:21,747 --> 00:21:23,082
probably by Halloween.

563
00:21:23,082 --> 00:21:25,951
And that's even before
fourth quarter, really.

564
00:21:25,951 --> 00:21:28,854
Corcoran: May I say to you,
it was too greedy an offer?

565
00:21:28,854 --> 00:21:30,156
I would drop it to $1.

566
00:21:30,156 --> 00:21:32,591
Ooh!
Lubetzky: I would drop it
to $0.99.

567
00:21:32,591 --> 00:21:33,726
Miller: Okay.

568
00:21:33,726 --> 00:21:35,060
What are you doing, Lori?

569
00:21:35,060 --> 00:21:36,228
Here we go. $0.98.
I would give you an offer,

570
00:21:36,228 --> 00:21:37,963
But I would stay
where you were --

571
00:21:37,963 --> 00:21:41,534
$200,000, 10%, $2 a game.

572
00:21:42,201 --> 00:21:45,004
And, Damon, which offer
are you gonna match now?

573
00:21:45,004 --> 00:21:46,806
I'm gonna match
Barbara's offer.

574
00:21:47,406 --> 00:21:51,010
Daniel, would you be able
to do 8% for 200,000

575
00:21:51,010 --> 00:21:53,679
at 99 cents a unit
until you get your $200,000?

576
00:21:53,679 --> 00:21:54,380
You said I was gezellig.

577
00:21:54,380 --> 00:21:57,016
Yeah, you are gezellig.
Yeah. [ Laughs ]
Yeah.

578
00:21:57,016 --> 00:21:58,751
I'll do it for 9%.

579
00:21:58,751 --> 00:22:01,687
[ Suspenseful music plays ]

580
00:22:01,687 --> 00:22:03,155
Can we go for it?

581
00:22:03,155 --> 00:22:04,990
Let's go for it, Daniel.
Yes!

582
00:22:04,990 --> 00:22:06,959
[ Indistinct shouting ]

583
00:22:06,959 --> 00:22:08,160
[ Dramatic music plays ]

584
00:22:08,160 --> 00:22:10,796
Lubetzky: [ Grunts ]
McGranaghan: Thank you.

585
00:22:10,796 --> 00:22:11,797
We really appreciate
the offer.

586
00:22:11,797 --> 00:22:12,865
We'll do so well together.

587
00:22:12,865 --> 00:22:13,999
I'm so jealous.

588
00:22:13,999 --> 00:22:15,301
Congratulations, guys.
Great presentation.

589
00:22:15,301 --> 00:22:17,837
All three of you together,
you're not gonna know

590
00:22:17,837 --> 00:22:19,572
what anybody's talking about.

591
00:22:19,572 --> 00:22:20,673
Get out of here.

592
00:22:20,673 --> 00:22:22,441
Oh, God! We did it!

593
00:22:23,042 --> 00:22:25,044
Wow.
Oh, my God.

594
00:22:25,044 --> 00:22:28,214
We are very lucky
to get Daniel at 9%.

595
00:22:28,214 --> 00:22:31,784
I think it's because he can see
the future of our brand

596
00:22:31,784 --> 00:22:33,252
really expanding
internationally.

597
00:22:33,252 --> 00:22:36,188
He's got the right context
for us to take it there,

598
00:22:36,188 --> 00:22:40,593
so it's a match
made in heaven.

599
00:22:48,901 --> 00:22:51,837
[ Festive music plays ]

600
00:22:51,837 --> 00:22:53,939
Narrator:
Next up is a new tradition

601
00:22:53,939 --> 00:22:57,543
to make your holidays
more fun and meaningful.

602
00:22:57,543 --> 00:23:04,750
♪♪

603
00:23:04,750 --> 00:23:05,951
Hi, Sharks.

604
00:23:05,951 --> 00:23:08,854
My name's Kate Stewart,
and I'm from Atlanta, Georgia.

605
00:23:08,854 --> 00:23:11,290
I'm here seeking $250,000

606
00:23:11,290 --> 00:23:15,761
in exchange for 15% of my
company, Bauble Stockings.

607
00:23:15,761 --> 00:23:17,096
[ Festive music plays ]

608
00:23:17,096 --> 00:23:18,364
Sharks, you know the feeling.

609
00:23:18,364 --> 00:23:21,467
The anticipation of Christmas
has lasted for months.

610
00:23:21,467 --> 00:23:24,737
On Christmas morning, you gather
your family around the tree.

611
00:23:24,737 --> 00:23:25,971
You open the presents.

612
00:23:25,971 --> 00:23:27,873
There's gift-wrapping paper
everywhere.

613
00:23:27,873 --> 00:23:29,875
And...that's it.

614
00:23:29,875 --> 00:23:32,011
Christmas morning is over.

615
00:23:32,011 --> 00:23:33,379
It went by too quickly.

616
00:23:33,379 --> 00:23:36,448
It was nice, but it feels like
something's missing.

617
00:23:36,448 --> 00:23:40,152
But what if the best moments
of the day were still waiting?

618
00:23:40,152 --> 00:23:43,088
That's the magic
behind Bauble Stockings.

619
00:23:43,088 --> 00:23:46,025
Bauble Stockings
are small stockings.

620
00:23:46,025 --> 00:23:47,393
They're ornament-sized,

621
00:23:47,393 --> 00:23:50,863
and they're meant to contain
or hold a clue to

622
00:23:50,863 --> 00:23:52,998
each person's final gift
of Christmas.

623
00:23:52,998 --> 00:23:55,968
It doesn't have to be
the biggest or the flashiest

624
00:23:55,968 --> 00:23:57,303
or even most expensive,

625
00:23:57,303 --> 00:23:59,038
but it's the most thoughtful
gift.

626
00:23:59,038 --> 00:24:01,040
It's the one that makes you feel
warm and fuzzy,

627
00:24:01,040 --> 00:24:03,042
like your family
thought just about you.

628
00:24:03,042 --> 00:24:06,845
Maybe it's a heartfelt note,
or a shiny trinket

629
00:24:06,845 --> 00:24:09,114
or the first clue
of a scavenger hunt

630
00:24:09,114 --> 00:24:11,116
that sends the recipient
running through the house.

631
00:24:11,116 --> 00:24:15,254
What started as a "save the best
for last" tradition in my family

632
00:24:15,254 --> 00:24:17,222
has grown to thousands
of others.

633
00:24:17,222 --> 00:24:19,024
So, Sharks,
who wants to help me

634
00:24:19,024 --> 00:24:21,160
turn the last gift
into the best gift

635
00:24:21,160 --> 00:24:24,029
and create a little more magic
with Bauble Stockings.

636
00:24:24,029 --> 00:24:25,931
Good job.
Nicely done.

637
00:24:25,931 --> 00:24:28,233
I picked out Bauble Stockings
for each of you.

638
00:24:28,233 --> 00:24:30,970
So, like, Lori, you have
Santa's Bountiful Sleigh.

639
00:24:30,970 --> 00:24:33,272
Daniel, I went with
the Peace on Earth doves.

640
00:24:33,272 --> 00:24:35,941
Mr. Wonderful,
for your wedding empire,

641
00:24:35,941 --> 00:24:37,109
we have the Champagne Toast.

642
00:24:37,109 --> 00:24:39,778
Of course New York City Noel
for you, Barbara.

643
00:24:39,778 --> 00:24:40,980
I love it.
And Damon, I went with

644
00:24:40,980 --> 00:24:42,948
the best-dressed nutcracker
we have,

645
00:24:42,948 --> 00:24:44,016
our Gifting Nutcracker.

646
00:24:44,016 --> 00:24:45,884
The homey nutcracker.

647
00:24:45,884 --> 00:24:47,286
Yes.
I love him.

648
00:24:47,286 --> 00:24:49,121
Mr. Wonderful, because
you scare me a little bit...

649
00:24:49,121 --> 00:24:52,024
Good.
...I put a clue in yours,

650
00:24:52,024 --> 00:24:54,159
so you get
a Bauble Stockings gift.

651
00:24:54,159 --> 00:24:57,062
"Christmas magic is hiding
under your chair.

652
00:24:57,062 --> 00:25:00,799
Your very own Bauble Stockings.
surprise awaits you there."

653
00:25:00,799 --> 00:25:02,101
Okay. So aren't you a poet?

654
00:25:02,101 --> 00:25:04,036
I love a good rhyming clue.

655
00:25:04,036 --> 00:25:06,038
Oh! Look at that.

656
00:25:06,038 --> 00:25:07,873
I thought this might put you
at ease a little bit.

657
00:25:07,873 --> 00:25:09,341
Oh, isn't that nice?

658
00:25:09,341 --> 00:25:11,643
Oh, my God. Katie!
Greiner: Is it wonder...

659
00:25:11,643 --> 00:25:12,745
Is that yours, Kevin?

660
00:25:12,745 --> 00:25:13,979
It's O'Leary Fine Wine.
Nice.

661
00:25:13,979 --> 00:25:15,514
It is?

662
00:25:15,848 --> 00:25:17,349
Okay. What is this?

663
00:25:17,349 --> 00:25:20,886
So, this is our new product
that has not launched yet.

664
00:25:20,886 --> 00:25:23,155
I actually just got
these prototypes in.

665
00:25:23,155 --> 00:25:25,190
And it is our mass-market item.

666
00:25:25,190 --> 00:25:27,359
So, Bauble Stockings
are needle-pointed,

667
00:25:27,359 --> 00:25:30,662
as you can tell, which is
a hand-stitched product.

668
00:25:30,662 --> 00:25:33,032
They retail for $89.50.

669
00:25:33,032 --> 00:25:35,868
$89.50 for that sock?!
Apiece?

670
00:25:35,868 --> 00:25:37,002
Yes. That's right.

671
00:25:37,002 --> 00:25:38,837
What does it cost you
for one?
Corcoran: Wow.

672
00:25:38,837 --> 00:25:39,938
$30.49.

673
00:25:39,938 --> 00:25:41,907
We actually employ women
in Haiti.

674
00:25:41,907 --> 00:25:43,642
In Haiti.
So they're all handmade?

675
00:25:43,642 --> 00:25:44,276
Excellent.

676
00:25:44,276 --> 00:25:47,780
How many people have spent $89
on this baby stocking?

677
00:25:47,780 --> 00:25:49,014
I have done $6.3 million.

678
00:25:49,014 --> 00:25:50,115
Whoa!
[ Sharks murmuring ]

679
00:25:50,115 --> 00:25:52,951
What!
What is going on here?!

680
00:25:52,951 --> 00:25:55,020
I could sell a mini stocking
all day.

681
00:25:55,020 --> 00:25:57,056
Now you're talking!
Oh, my God.

682
00:25:57,056 --> 00:25:59,858
Merry Christmas!
O'Leary: Okay.
Over what period of time?

683
00:25:59,858 --> 00:26:02,294
Stewart: I launched my company
in 2018.

684
00:26:02,294 --> 00:26:04,897
We're now carried in stores
like Neiman Marcus.

685
00:26:04,897 --> 00:26:06,065
Wait. I got to have a drink.

686
00:26:06,065 --> 00:26:08,600
I'm in shock.
[ Laughs ] Me too.

687
00:26:08,600 --> 00:26:09,134
Corcoran: Wow.

688
00:26:09,134 --> 00:26:10,769
What accounts
for your success?

689
00:26:10,769 --> 00:26:11,904
So, our success is that

690
00:26:11,904 --> 00:26:13,272
we've pivoted a lot
throughout the years.

691
00:26:13,272 --> 00:26:16,008
Good for you.
I went for retail,

692
00:26:16,008 --> 00:26:18,944
and then retail was great,
right. until about 2021.

693
00:26:18,944 --> 00:26:20,712
And then retail
kind of went, "Eh!"

694
00:26:20,712 --> 00:26:21,280
And I was like, "Okay.

695
00:26:21,280 --> 00:26:23,015
Well what can we do
to pivot here?"

696
00:26:23,015 --> 00:26:25,117
So, then, we started
hitting direct to consumer,

697
00:26:25,117 --> 00:26:27,719
which my margins are way better.

698
00:26:27,719 --> 00:26:29,254
Okay, this is a new product.

699
00:26:29,254 --> 00:26:31,056
This is brand-new.
At a lower price point.

700
00:26:31,056 --> 00:26:33,926
Yes.
And it's just
a velvet stocking.

701
00:26:33,926 --> 00:26:35,227
And here's a book.

702
00:26:35,227 --> 00:26:37,229
Yes.
And what is this book?
Tell us.

703
00:26:37,229 --> 00:26:39,098
The book tells the story
of the tradition,

704
00:26:39,098 --> 00:26:40,899
how the final gift of Christmas

705
00:26:40,899 --> 00:26:42,167
is meant to be
the most thoughtful.

706
00:26:42,167 --> 00:26:47,039
And what does this book and
the velvet stocking sell for?

707
00:26:47,039 --> 00:26:48,540
I want to retail it
around $30,

708
00:26:48,540 --> 00:26:50,876
so it's more of
a mass-market product.
O'Leary: But hold on.

709
00:26:50,876 --> 00:26:52,111
When you've got
such a hit with this,

710
00:26:52,111 --> 00:26:54,980
why are you messing around
with this?

711
00:26:54,980 --> 00:26:56,715
Because I never meant
for Bauble Stockings

712
00:26:56,715 --> 00:26:58,083
to be exclusive.

713
00:26:58,083 --> 00:27:00,018
It's a tradition
that everyone should have.
What's wrong with that?

714
00:27:00,018 --> 00:27:02,488
Well, because growing up
with Bauble Stockings,

715
00:27:02,488 --> 00:27:06,191
the way that we did it was my
dad took my big brothers and I

716
00:27:06,191 --> 00:27:08,127
shopping for my mom
for a special gift.

717
00:27:08,127 --> 00:27:10,329
And we would hide it,
or a clue to it,

718
00:27:10,329 --> 00:27:13,065
in her needlepoint stocking
that hung on our tree.

719
00:27:13,065 --> 00:27:15,067
My dad called it
her "bauble stocking,"

720
00:27:15,067 --> 00:27:17,936
because on a good year
it was a bauble,

721
00:27:17,936 --> 00:27:19,771
which is a piece of jewelry.
[ Chuckles ]

722
00:27:19,771 --> 00:27:21,306
And for me, it's those memories.

723
00:27:21,306 --> 00:27:23,942
That's what I wanted
to re-create with this company.

724
00:27:23,942 --> 00:27:25,944
So somehow you translated that
into a business

725
00:27:25,944 --> 00:27:27,779
that's very successful

726
00:27:27,779 --> 00:27:29,148
which has nothing to do
with this.

727
00:27:29,148 --> 00:27:30,883
So it's another gift
for Christmas.

728
00:27:30,883 --> 00:27:31,950
Yes!
O'Leary: Anyways, look.

729
00:27:31,950 --> 00:27:33,152
We have history
here on "Shark Tank,"

730
00:27:33,152 --> 00:27:35,654
specifically around
this kind of thing --

731
00:27:35,654 --> 00:27:37,055
Tomte Cake.

732
00:27:37,055 --> 00:27:39,158
Miranda -- she blew it away,

733
00:27:39,158 --> 00:27:42,094
because she stayed focused
on the one thing.

734
00:27:42,094 --> 00:27:43,395
Hanukkah Tree Topper.
You know?

735
00:27:43,395 --> 00:27:45,164
And so tree topper,
another thing.
Mensch on a Bench.

736
00:27:45,164 --> 00:27:47,099
So I just want to find out
where you're going with this.

737
00:27:47,099 --> 00:27:51,003
Because if you're telling me
that you want $250,000

738
00:27:51,003 --> 00:27:53,105
to focus on the proven winner,

739
00:27:53,105 --> 00:27:56,141
and, then, all of a sudden,
you show up with a book,

740
00:27:56,141 --> 00:27:59,978
the most crowded category
in the entire world --

741
00:27:59,978 --> 00:28:03,315
children's books
are a dime a dozen.

742
00:28:03,315 --> 00:28:05,717
These books that I have here
in front of you are prototypes.

743
00:28:05,717 --> 00:28:08,320
Yeah, but you have no proof
of sell-through on these.
Stewart: There's no inventory
on them.

744
00:28:08,320 --> 00:28:10,155
And so if you made a deal
with me --
You have proof of this.

745
00:28:10,155 --> 00:28:12,357
We don't have to do that.
Here's my thought about this.

746
00:28:12,357 --> 00:28:16,862
I'm having a challenge
on the higher-middle market.

747
00:28:16,862 --> 00:28:19,264
Because in one way,
you're right.

748
00:28:19,264 --> 00:28:23,068
If you don't take up that space
in the middle, somebody will,

749
00:28:23,068 --> 00:28:25,737
because everybody can't afford
this $90 piece.

750
00:28:25,737 --> 00:28:26,972
On the other side,

751
00:28:26,972 --> 00:28:30,242
a lot of the buyers
will push you down on that.

752
00:28:30,242 --> 00:28:32,878
I think there's a challenge
that you're gonna face,

753
00:28:32,878 --> 00:28:34,613
and I don't know
if I want to face that with you.

754
00:28:34,613 --> 00:28:35,214
I'm out.

755
00:28:35,214 --> 00:28:37,149
Understood.
Thank you so much.

756
00:28:37,149 --> 00:28:39,251
Lubetzky: My favorite part
about your presentation

757
00:28:39,251 --> 00:28:41,987
was how you lit up when
you talked about your parents.

758
00:28:41,987 --> 00:28:44,790
I really think bringing meaning
to the holidays

759
00:28:44,790 --> 00:28:46,792
means a lot, and I love that.

760
00:28:46,792 --> 00:28:48,994
When we at Kind realized

761
00:28:48,994 --> 00:28:51,930
that our product was premium
with premium ingredients

762
00:28:51,930 --> 00:28:53,031
and not everybody
could afford it,

763
00:28:53,031 --> 00:28:55,067
for years, we would struggle

764
00:28:55,067 --> 00:28:56,935
with how could we make
the product

765
00:28:56,935 --> 00:28:58,904
reach masses,
reach more people?

766
00:28:58,904 --> 00:29:00,205
But one thing
we were never willing to do

767
00:29:00,205 --> 00:29:03,041
was sacrifice
the premium ingredients,

768
00:29:03,041 --> 00:29:04,810
because even though
they're more expensive,

769
00:29:04,810 --> 00:29:05,978
they're more healthful.

770
00:29:05,978 --> 00:29:08,714
But we had to set a set
of guardrails

771
00:29:08,714 --> 00:29:10,215
for what we stand for

772
00:29:10,215 --> 00:29:12,084
and what we're never
gonna compromise on.

773
00:29:12,084 --> 00:29:15,721
My sense is you haven't had that
conversation yet with yourself.

774
00:29:16,822 --> 00:29:19,725
So for those reasons, I'm out.

775
00:29:19,725 --> 00:29:20,993
Thank you.

776
00:29:20,993 --> 00:29:23,528
Look. This is crap
compared to this.

777
00:29:23,528 --> 00:29:27,966
[ Gasps ]
And you will be stuck
in the used bin in seconds

778
00:29:27,966 --> 00:29:29,368
after the first season.
[ Laughs ]

779
00:29:29,368 --> 00:29:31,403
Because I don't know
who talked you into this,

780
00:29:31,403 --> 00:29:33,071
but it was a bad, bad thing.
Tell him what you're thinking,
'cause I saw your face.

781
00:29:33,071 --> 00:29:35,007
'Cause you brought it here
saying, "Look.

782
00:29:35,007 --> 00:29:37,209
Look at this shiny bead
over here."

783
00:29:37,209 --> 00:29:38,410
Kevin, it's the holidays.
It's the holidays, man.

784
00:29:38,410 --> 00:29:42,247
Take this behind the Christmas
tree and burn it, okay?

785
00:29:42,247 --> 00:29:43,915
This is what
you should be focused on.

786
00:29:43,915 --> 00:29:45,150
I can totally focus on that.

787
00:29:45,150 --> 00:29:46,952
We just got that sample
in the mail.

788
00:29:46,952 --> 00:29:48,153
I was very excited
to bring it to y'all.

789
00:29:48,153 --> 00:29:51,156
I have applied to the show
for the last seven years.

790
00:29:51,156 --> 00:29:53,091
Hey, are you excited anymore
about it?

791
00:29:53,091 --> 00:29:54,860
I'm very excited.
But I think --
Okay.

792
00:29:54,860 --> 00:29:56,094
You're very excited.
I get it.

793
00:29:56,094 --> 00:29:57,863
But I am not. I'm out.

794
00:29:57,863 --> 00:29:59,898
[ Suspenseful music plays ]

795
00:29:59,898 --> 00:30:02,968
$6.3 million in sales

796
00:30:02,968 --> 00:30:05,370
on a little needlepoint stocking
and a story.

797
00:30:05,370 --> 00:30:10,876
That speaks volumes to the fact
that you've done an amazing job.

798
00:30:10,876 --> 00:30:12,277
But I don't think
you need a Shark.

799
00:30:12,277 --> 00:30:14,913
I don't think
you need to give anybody

800
00:30:14,913 --> 00:30:16,815
a percentage of your company.

801
00:30:16,815 --> 00:30:18,050
I think you're a phenomenon.

802
00:30:18,050 --> 00:30:21,053
So I wish you good luck
and I'll be a customer,

803
00:30:21,053 --> 00:30:23,955
but I'm out.
Thank you, thank you.

804
00:30:23,955 --> 00:30:26,024
Barbara, I am the person
you want on your team

805
00:30:26,024 --> 00:30:27,292
if you want to hustle,

806
00:30:27,292 --> 00:30:29,094
I can hustle harder.
Corcoran: You know what
I loved most

807
00:30:29,094 --> 00:30:30,862
about everything
you said here today?

808
00:30:30,862 --> 00:30:32,030
That you're willing to change.

809
00:30:32,030 --> 00:30:34,666
You're willing to pivot
when the condition changes.

810
00:30:34,666 --> 00:30:36,068
Do you know rarely

811
00:30:36,068 --> 00:30:39,104
does an entrepreneur
have that willingness?

812
00:30:39,104 --> 00:30:42,774
I would like to give you
$250,000 for 25%.

813
00:30:42,774 --> 00:30:45,043
Wow. You got an offer there.

814
00:30:45,043 --> 00:30:46,778
I do have an offer there.

815
00:30:47,979 --> 00:30:49,748
Can we do it for 20%?

816
00:30:49,748 --> 00:30:56,788
♪♪

817
00:30:56,788 --> 00:30:58,123
You've got yourself a deal.

818
00:30:58,123 --> 00:31:00,625
[ All cheering, laughing ]

819
00:31:00,625 --> 00:31:01,660
Good one.

820
00:31:01,660 --> 00:31:02,928
Amazing. Amazing.

821
00:31:02,928 --> 00:31:05,764
Thank you! Oh, my gosh!
You're welcome very much.

822
00:31:05,764 --> 00:31:07,099
Congratulations.

823
00:31:07,099 --> 00:31:08,900
And please keep the festive,
thin ones and your --

824
00:31:08,900 --> 00:31:11,002
Don't worry, Kate.
I'll burn this for you.

825
00:31:11,002 --> 00:31:12,804
I know you will.
O'Leary: Thank you.

826
00:31:12,804 --> 00:31:14,106
We don't have to do it!

827
00:31:14,106 --> 00:31:15,841
Thank you so much.
Thank you. Good Luck.

828
00:31:15,841 --> 00:31:16,975
Greiner: Appreciate it.

829
00:31:16,975 --> 00:31:18,076
Phew!

830
00:31:18,076 --> 00:31:20,912
I am so excited
for my deal with Barbara.

831
00:31:20,912 --> 00:31:22,614
We are going to take
Bauble Stockings

832
00:31:22,614 --> 00:31:23,281
to the next level.

833
00:31:23,281 --> 00:31:25,217
We are gonna get this story
out to the masses

834
00:31:25,217 --> 00:31:28,420
so everybody can celebrate
the Bauble Stockings tradition.

835
00:31:35,961 --> 00:31:38,964
[ Festive music plays ]

836
00:31:38,964 --> 00:31:41,867
Narrator: Next into the tank
is a classic tradition

837
00:31:41,867 --> 00:31:44,636
to put everyone
in the holiday spirit.

838
00:31:44,636 --> 00:31:50,776
♪♪

839
00:31:50,776 --> 00:31:52,144
What a miserable guy.

840
00:31:52,144 --> 00:31:54,813
[ Laughs ]
Bah humbug!

841
00:31:55,914 --> 00:31:58,817
My name is Ebenezer Scrooge,

842
00:31:58,817 --> 00:32:00,819
as if you didn't
already know that.

843
00:32:00,819 --> 00:32:03,121
And I have an idea for you

844
00:32:03,121 --> 00:32:06,925
that's more innovative
than a lump of coal.

845
00:32:06,925 --> 00:32:08,226
[ Laughs ]

846
00:32:08,226 --> 00:32:10,996
Carolers: ♪ Joy to the world ♪

847
00:32:10,996 --> 00:32:13,064
♪ The Lord is come ♪

848
00:32:13,064 --> 00:32:17,035
♪ Let Earth receive her King ♪

849
00:32:17,035 --> 00:32:18,203
[ Carolers humming ]

850
00:32:18,203 --> 00:32:20,939
Scrooge,
you don't own this business.

851
00:32:20,939 --> 00:32:23,241
We're the ones pitching today.

852
00:32:23,241 --> 00:32:24,876
That's right. Scrooge.
Go stand over by the carolers.

853
00:32:24,876 --> 00:32:26,178
We've got this.
[ Sighs ]

854
00:32:26,178 --> 00:32:28,013
Hi, Sharks.
My name is Kenyon Ross,

855
00:32:28,013 --> 00:32:29,948
and I'm the owner
of The Christmas Carolers.

856
00:32:29,948 --> 00:32:31,049
And I'm Jessica Harris,

857
00:32:31,049 --> 00:32:32,984
the head elf
at The Christmas Carolers.

858
00:32:32,984 --> 00:32:34,319
The most wonderful time
of year.

859
00:32:34,319 --> 00:32:36,087
And people are craving
something real --

860
00:32:36,087 --> 00:32:38,023
moments that bring us together.

861
00:32:38,023 --> 00:32:39,057
And that's exactly what

862
00:32:39,057 --> 00:32:40,892
The Christmas Carolers
has to offer.

863
00:32:40,892 --> 00:32:42,794
We offer live,
professional carolers

864
00:32:42,794 --> 00:32:44,963
dressed in Dickens-era costumes,

865
00:32:44,963 --> 00:32:46,765
singing classics like...

866
00:32:46,765 --> 00:32:47,899
[ Kazoo blows ]

867
00:32:47,899 --> 00:32:52,103
♪ Hark! The herald angels sing ♪

868
00:32:52,103 --> 00:32:56,241
♪ Glory to the newborn King ♪

869
00:32:56,241 --> 00:32:59,211
From corporate
to residential holiday parties,

870
00:32:59,211 --> 00:33:01,913
The Christmas Carolers
is already in 14 cities

871
00:33:01,913 --> 00:33:03,148
across the United States,

872
00:33:03,148 --> 00:33:04,282
and we're just getting started.

873
00:33:04,282 --> 00:33:07,018
And with your help
and our business model,

874
00:33:07,018 --> 00:33:08,286
we can bring
the timeless tradition

875
00:33:08,286 --> 00:33:11,156
and the magic of caroling
to every corner of the country.

876
00:33:11,156 --> 00:33:15,126
We're seeking $250,000 for
20% of the Christmas carolers.

877
00:33:15,126 --> 00:33:17,696
Whoa!
So come on, Sharks.

878
00:33:17,696 --> 00:33:18,897
[ Kazoo blows ]

879
00:33:18,897 --> 00:33:23,735
♪ O come, all ye Sharks, now ♪

880
00:33:23,735 --> 00:33:26,905
♪ Joyful and investing ♪

881
00:33:26,905 --> 00:33:28,173
[ Carolers humming ]
Who wants to be a part

882
00:33:28,173 --> 00:33:30,275
of bringing harmony
back to the holidays?

883
00:33:30,275 --> 00:33:34,980
Sharks, it appears all roads
lead to Ebenezer.

884
00:33:34,980 --> 00:33:36,214
[ Laughter ]

885
00:33:36,214 --> 00:33:40,218
I'd like to start the bidding
at 6 shillings and 2 pence.

886
00:33:40,218 --> 00:33:42,921
Ross: Sharks, I know
I wouldn't want to be visited

887
00:33:42,921 --> 00:33:44,856
by the Ghost
of Missed Opportunities,

888
00:33:44,856 --> 00:33:46,691
so don't let this slip you by.

889
00:33:46,691 --> 00:33:47,859
Come join...

890
00:33:47,859 --> 00:33:49,828
All: The Christmas Carolers!

891
00:33:49,828 --> 00:33:50,962
[ Laughs ]

892
00:33:50,962 --> 00:33:52,397
Ebenezer owes me
a royalty right now.

893
00:33:52,397 --> 00:33:54,833
[ Laughter ]
I mean there's no question
about it.

894
00:33:54,833 --> 00:33:56,868
I am the Scrooge
of the modern age.

895
00:33:56,868 --> 00:33:58,136
That's why you're here.
That's right.

896
00:33:58,136 --> 00:34:00,138
Listen.
Talk about seasonal business.

897
00:34:00,138 --> 00:34:03,108
Sure is.
How many weeks does this
actually bring in revenue for?

898
00:34:03,108 --> 00:34:05,143
Early November
all the way through December.

899
00:34:05,143 --> 00:34:08,045
So would somebody gift this
to you,

900
00:34:08,045 --> 00:34:09,281
to have carolers
come to your door,

901
00:34:09,281 --> 00:34:13,051
or would a business bring
them in for their office party?

902
00:34:13,051 --> 00:34:16,121
We do primarily mostly
corporate parties and events,

903
00:34:16,121 --> 00:34:18,290
but residential parties happen,
as well.

904
00:34:18,290 --> 00:34:20,792
And all of your business
comes from online?

905
00:34:20,792 --> 00:34:22,060
So yes, online.

906
00:34:22,060 --> 00:34:23,328
And how many followers
do you have?

907
00:34:23,328 --> 00:34:27,866
We have hundreds
of social-media followers.

908
00:34:27,866 --> 00:34:29,833
Hundreds?
Yes, hundreds.

909
00:34:29,833 --> 00:34:30,869
Wow!
[ Laughing ]

910
00:34:30,869 --> 00:34:32,103
Ross:
I know. isn't that amazing?

911
00:34:32,103 --> 00:34:33,938
You know, it's actually very
hard to keep it at hundreds.

912
00:34:33,938 --> 00:34:35,239
I don't know what you're doing,
Yeah.

913
00:34:35,239 --> 00:34:37,842
Break down the numbers
for us.

914
00:34:37,842 --> 00:34:40,045
It's $700 for the first hour.

915
00:34:40,045 --> 00:34:41,980
Ross: And, then, if you continue
to book more hours

916
00:34:41,980 --> 00:34:43,748
for the same event,
it keeps stair-stepping.

917
00:34:43,748 --> 00:34:44,983
What do people
typically book?

918
00:34:44,983 --> 00:34:46,585
Our average is two hours.

919
00:34:46,985 --> 00:34:48,987
How much do you keep,
and how much do they get?

920
00:34:48,987 --> 00:34:50,989
Sure. So, I know the $700,

921
00:34:50,989 --> 00:34:53,324
it's $230
that covers the carolers.

922
00:34:53,324 --> 00:34:55,726
We also have city directors
in every city.

923
00:34:55,726 --> 00:34:56,360
$200 for the carolers?

924
00:34:56,360 --> 00:34:58,930
Why don't you just give them
a lump of coal?

925
00:34:58,930 --> 00:35:00,165
Yeah, well...
[ Laughter ]

926
00:35:00,165 --> 00:35:03,735
Even though it sounds like,
you know, a small amount,

927
00:35:03,735 --> 00:35:05,437
to them,
it's $40 or $50 an hour.

928
00:35:05,437 --> 00:35:09,107
So it does add up over the week,
'cause they get paid per week.

929
00:35:09,107 --> 00:35:10,241
When did you start
this business?

930
00:35:10,241 --> 00:35:12,711
I know you said --
1996 is when I first started.

931
00:35:12,711 --> 00:35:13,945
1996?
Wow.

932
00:35:13,945 --> 00:35:15,280
Yeah.
Kenyon, I have two questions.

933
00:35:15,280 --> 00:35:17,182
Daniel, I want to know
lifetime sales.

934
00:35:17,182 --> 00:35:18,984
Over a million.
[ Laughter ]

935
00:35:18,984 --> 00:35:20,018
Over a million!

936
00:35:20,018 --> 00:35:21,219
Over a million dollars!

937
00:35:21,219 --> 00:35:23,221
Since 1996,
he's made over a million.

938
00:35:23,221 --> 00:35:25,223
I could have said that
if I worked at Red lobster.

939
00:35:25,223 --> 00:35:27,459
You sure could.
[ Laughter ]

940
00:35:27,926 --> 00:35:29,027
John: Alright. So, listen.

941
00:35:29,027 --> 00:35:30,929
To get a real understanding,
a snapshot,

942
00:35:30,929 --> 00:35:34,032
how did the last three years go?
Ross: Yeah.

943
00:35:34,032 --> 00:35:36,201
So, three years ago,
we did about $60,000.

944
00:35:36,201 --> 00:35:40,972
The year the year after that,
2023, we did $90,000.

945
00:35:40,972 --> 00:35:42,874
Last year, we did $255,000.

946
00:35:42,874 --> 00:35:44,109
What about this year?

947
00:35:44,109 --> 00:35:46,344
We're projecting to move
from 14 cities to 50 cities.

948
00:35:46,344 --> 00:35:48,747
And what will that generate
for the season?

949
00:35:48,747 --> 00:35:50,081
A million dollars gross profit.

950
00:35:50,081 --> 00:35:52,083
Hold on, hold on, hold on.
[ Sharks murmuring ]

951
00:35:52,083 --> 00:35:53,818
Greiner: How are you having
this massive growth?
Gross sales.

952
00:35:53,818 --> 00:35:54,919
You're saying
you're going to go

953
00:35:54,919 --> 00:35:57,255
from 14 cities to 50 this year.

954
00:35:57,255 --> 00:35:59,124
That's correct.
That is a huge increase.

955
00:35:59,124 --> 00:36:01,860
That is a huge jump.
So tell us
how you plan to do that.

956
00:36:01,860 --> 00:36:04,663
It's not difficult
to go from one city

957
00:36:04,663 --> 00:36:05,897
to 10 cities to 50 cities.

958
00:36:05,897 --> 00:36:07,666
Why didn't you do it before,
then?

959
00:36:07,666 --> 00:36:08,400
It costs money.

960
00:36:08,400 --> 00:36:11,970
So we need the help of a Shark
to go from 14 cities to 50.

961
00:36:11,970 --> 00:36:13,972
Why? What can we do for you
that you can't do?

962
00:36:13,972 --> 00:36:15,240
Ah! So if you don't get
the money here today,

963
00:36:15,240 --> 00:36:16,975
then you won't go to 50 cities.
We won't.

964
00:36:16,975 --> 00:36:18,843
We'll just keep growing
at a slower pace.

965
00:36:18,843 --> 00:36:20,245
Are you paying yourselves now?

966
00:36:20,245 --> 00:36:22,280
I'm not. I'm a full-time
medical sales rep.

967
00:36:22,280 --> 00:36:24,916
Okay.
So I'm not putting
my salary as a burden.

968
00:36:24,916 --> 00:36:26,117
So who works --
And, Jessica, are you?

969
00:36:26,117 --> 00:36:27,485
And I'm part-time.
You're part-time.

970
00:36:27,485 --> 00:36:29,888
And you both --
Ross: We want to bring her on
full-time.

971
00:36:29,888 --> 00:36:31,189
Do you own 100%
of the company?

972
00:36:31,189 --> 00:36:32,257
I own 100% of the company.
John: Okay.

973
00:36:32,257 --> 00:36:35,026
But, Jessica,
I am making her a part-owner.

974
00:36:35,026 --> 00:36:36,995
Excellent.
Who's on the phone
with clients?

975
00:36:36,995 --> 00:36:37,996
She's made the difference.

976
00:36:37,996 --> 00:36:39,097
How much?
Client calls --

977
00:36:39,097 --> 00:36:40,365
who's on the phone with them?
3%.

978
00:36:40,365 --> 00:36:43,268
John: 3%?
I'm sorry. Who's on the phone
with the client?

979
00:36:43,268 --> 00:36:46,004
Who's on the phone?
Jessica is mostly on the phone.

980
00:36:46,004 --> 00:36:48,807
Yes. Yes.
I handle it.
I handle the people.

981
00:36:48,807 --> 00:36:50,275
Are you making any money?

982
00:36:50,275 --> 00:36:53,078
Last year,
we made 20% net profit.

983
00:36:53,078 --> 00:36:55,146
So that's 50 grand. $50,000.
Yeah. Correct.

984
00:36:55,146 --> 00:36:59,284
So this business is not worth
$1,250,000 right now.

985
00:36:59,284 --> 00:37:01,352
If you were to take
what we did in 14 cities

986
00:37:01,352 --> 00:37:03,988
and multiply it by 50,
it'd be a million dollars.

987
00:37:03,988 --> 00:37:05,056
Huh?
Lubetzky: Right.

988
00:37:05,056 --> 00:37:06,057
I think, you know,
your projections

989
00:37:06,057 --> 00:37:08,193
are actually very achievable...

990
00:37:08,193 --> 00:37:10,762
Thank you.
...as long as we're talking
about doing them

991
00:37:10,762 --> 00:37:11,896
in an alternative dimension.

992
00:37:11,896 --> 00:37:14,466
[ Laughter ]

993
00:37:14,899 --> 00:37:16,101
Do you do a lot
of social media?

994
00:37:16,101 --> 00:37:17,268
Not social media yet.

995
00:37:17,268 --> 00:37:18,970
We're getting to that.
This is an area

996
00:37:18,970 --> 00:37:20,105
that I think we could use
a lot of help.

997
00:37:20,105 --> 00:37:23,942
But, Kenyon,
am I right that what fuels you

998
00:37:23,942 --> 00:37:25,076
is that you just love
what you do?

999
00:37:25,076 --> 00:37:26,311
Enjoy it.
Ross: I love what I do.

1000
00:37:26,311 --> 00:37:29,247
Like, it's pretty clear
to me that you just have fun...

1001
00:37:29,247 --> 00:37:31,116
I do. Yes.
...and you're enjoying the ride.

1002
00:37:31,116 --> 00:37:32,884
I really think
this is really beautiful,

1003
00:37:32,884 --> 00:37:35,787
but it's not really investable.

1004
00:37:35,787 --> 00:37:37,055
I'm sorry, but I'm out.

1005
00:37:37,055 --> 00:37:39,724
Mm.
Well, that wasn't very kind.

1006
00:37:39,724 --> 00:37:40,992
[ Laughter ]

1007
00:37:40,992 --> 00:37:43,328
I'd like to make you an offer,
if I may.

1008
00:37:43,328 --> 00:37:46,297
♪ Deck the halls
with Shark offers ♪

1009
00:37:46,297 --> 00:37:47,999
♪ Fa la la la la,
la la ka-ching ♪

1010
00:37:47,999 --> 00:37:50,034
[ Laughter ]
Listen, guys.

1011
00:37:50,034 --> 00:37:52,570
I would like to buy you
out of the business.

1012
00:37:53,138 --> 00:37:54,873
You want to take him
out of his passion?

1013
00:37:54,873 --> 00:37:55,940
I'm not taking him
out of his passion.

1014
00:37:55,940 --> 00:37:57,175
I'm taking him
out of his business.

1015
00:37:57,175 --> 00:37:59,644
I'm listening.
You listen.

1016
00:37:59,644 --> 00:38:00,979
[ Laughter ]

1017
00:38:00,979 --> 00:38:04,616
I'm offering you $125,000 cash
as a purchase price.

1018
00:38:04,616 --> 00:38:05,483
100% of your stock,

1019
00:38:05,483 --> 00:38:10,989
plus $125,000 loan to see
the business through to success.

1020
00:38:10,989 --> 00:38:13,191
What you're lacking here --

1021
00:38:13,191 --> 00:38:15,827
the only thing you're lacking
is not your heart,

1022
00:38:15,827 --> 00:38:17,095
but you're lacking social media.

1023
00:38:17,095 --> 00:38:19,297
Now, I know this for a fact

1024
00:38:19,297 --> 00:38:22,033
because I own a business
that's a direct parallel to you.

1025
00:38:22,033 --> 00:38:23,201
It's called Hire Santa.

1026
00:38:23,201 --> 00:38:26,971
And Mitch, who runs it,
is a social-media genius.

1027
00:38:26,971 --> 00:38:28,206
He was in the social-media
business,

1028
00:38:28,206 --> 00:38:30,642
and then he went into
this crazy business.

1029
00:38:30,642 --> 00:38:31,442
He hired Santa.

1030
00:38:31,442 --> 00:38:33,878
Was that the one with all
the Santas came in here?
You got it.

1031
00:38:33,878 --> 00:38:35,213
The ugly Santas
that were all derelicts.

1032
00:38:35,213 --> 00:38:38,183
He's really cleaned up his act.
[ Laughter ]

1033
00:38:38,183 --> 00:38:40,652
He just surpassed $16 million
in sales.

1034
00:38:40,652 --> 00:38:41,352
Yeah!
Wow. Whoa!

1035
00:38:41,352 --> 00:38:43,154
Wow.
Corcoran: So there's money
to be made here.

1036
00:38:43,154 --> 00:38:45,156
Ross: Sure is.
But he focuses on
social media.

1037
00:38:45,156 --> 00:38:46,825
So you want to whack
the founder?

1038
00:38:46,825 --> 00:38:47,959
You're not being whacked.

1039
00:38:47,959 --> 00:38:49,093
I'm making you the chairman
of the board.

1040
00:38:49,093 --> 00:38:52,964
You're gonna go home
with $125,000 in your pocket

1041
00:38:52,964 --> 00:38:54,165
and still have your day-to-day

1042
00:38:54,165 --> 00:38:56,067
or every-other-week involvement
or whatever you want.

1043
00:38:56,067 --> 00:38:57,235
But he doesn't have any equity
in the business.

1044
00:38:57,235 --> 00:38:58,870
Do I have any equity
in the business?

1045
00:38:58,870 --> 00:39:00,104
Yeah. I'll leave you 1%
if you'd like.

1046
00:39:00,104 --> 00:39:03,374
Kenyon, basically, she wants
to make shark soup with you.

1047
00:39:03,374 --> 00:39:06,444
Yes.
I actually think
it's a fabulous offer.

1048
00:39:06,444 --> 00:39:09,147
I think it's amazing. $125K.
I do. And I think she'll turn
your business around.

1049
00:39:09,147 --> 00:39:11,783
Your business isn't even --
it's barely worth that, really.

1050
00:39:11,783 --> 00:39:12,917
No.

1051
00:39:13,384 --> 00:39:15,186
Greiner: I don't agree.
I thought it was a great offer.

1052
00:39:15,186 --> 00:39:16,254
You don't get if you don't ask.

1053
00:39:16,254 --> 00:39:17,822
Corcoran:
It's got to be great for him.

1054
00:39:19,190 --> 00:39:21,226
Ross: I am really
looking for an investor.

1055
00:39:21,226 --> 00:39:24,829
I'm not willing to give away the
ownership of the business.

1056
00:39:24,829 --> 00:39:26,264
Good for you.
What about a counter?

1057
00:39:26,264 --> 00:39:31,536
I would consider my walking
away with 51% of the business.

1058
00:39:32,337 --> 00:39:34,272
No. I'd really need to have
the control,

1059
00:39:34,272 --> 00:39:37,175
I must say, to bring it
to what it's supposed to be.

1060
00:39:37,175 --> 00:39:38,943
Why wouldn't you want us
to be a part of it?

1061
00:39:38,943 --> 00:39:41,846
No. Your job is essential
to the business.

1062
00:39:41,846 --> 00:39:42,981
So is his job.

1063
00:39:42,981 --> 00:39:44,883
That's not
what I'm messing with here.

1064
00:39:44,883 --> 00:39:46,784
You're staying
exactly as you are.

1065
00:39:46,784 --> 00:39:48,820
It's just that she owns it now.

1066
00:39:48,820 --> 00:39:50,288
I'm not interested
in just the 1%.

1067
00:39:50,288 --> 00:39:53,625
Good for you, Kenny.
My counter would be 50%.

1068
00:39:53,625 --> 00:39:54,859
At least 50%.

1069
00:39:54,859 --> 00:39:56,761
He loves what he does.
Yeah.

1070
00:39:56,761 --> 00:39:58,196
It's not just about the money.

1071
00:39:58,196 --> 00:40:00,064
He's passionate about this.

1072
00:40:00,064 --> 00:40:01,933
The chairman of the board,
you could love what they do.

1073
00:40:01,933 --> 00:40:03,801
I kind of agree
with what she's doing.

1074
00:40:03,801 --> 00:40:04,869
It makes sense.
I do, too.

1075
00:40:04,869 --> 00:40:06,004
I would like
to be a part of the journey

1076
00:40:06,004 --> 00:40:07,839
that makes it into the millions.

1077
00:40:07,839 --> 00:40:09,007
Okay.
You talk to the other Sharks.

1078
00:40:09,007 --> 00:40:10,341
Let me think about that. Okay.
Ross: Okay. Thank you.

1079
00:40:10,341 --> 00:40:14,846
Kenyon, there's nothing wrong
with you walking out with pride

1080
00:40:14,846 --> 00:40:15,980
and continuing to do
what you do.

1081
00:40:15,980 --> 00:40:17,215
Yes. Thank you.
John: There's nothing wrong

1082
00:40:17,215 --> 00:40:19,117
with him walking out with
$125,000 in his pocket either.

1083
00:40:19,117 --> 00:40:20,351
What do you want to do?
He hasn't made a dime.

1084
00:40:20,351 --> 00:40:22,120
Greiner: Let me tell you
what I think.
In or out?

1085
00:40:22,120 --> 00:40:25,056
I personally think Barbara
gave you a very good offer.

1086
00:40:25,056 --> 00:40:27,725
I would not do the same offer.

1087
00:40:27,725 --> 00:40:28,760
I am out.

1088
00:40:30,094 --> 00:40:32,163
I just don't get it.

1089
00:40:32,163 --> 00:40:33,998
Right now you can put
that money in your pocket,

1090
00:40:33,998 --> 00:40:35,400
and you can become a caroler

1091
00:40:35,400 --> 00:40:39,804
and work around
and hang out in the business.
Yeah.

1092
00:40:39,804 --> 00:40:41,272
I'm out.

1093
00:40:41,272 --> 00:40:43,107
I don't get the whole deal.
I'm out.

1094
00:40:43,107 --> 00:40:44,842
[ Laughing ]
Thank you.

1095
00:40:44,842 --> 00:40:46,144
That was it?

1096
00:40:46,144 --> 00:40:48,012
Corcoran:
Well, this is the only deal.

1097
00:40:48,012 --> 00:40:50,181
I've really worked my heart
out reshuffling the deck,

1098
00:40:50,181 --> 00:40:52,016
and this is what I'll propose,
okay?

1099
00:40:52,016 --> 00:40:55,286
I'm gonna give you,
Jessica, 10% of the stock.

1100
00:40:55,286 --> 00:40:59,857
I'm gonna give you Kenyon,
20% of the stock.

1101
00:40:59,857 --> 00:41:03,027
$125,000 cash for that deal.

1102
00:41:03,027 --> 00:41:07,165
And I'm gonna lend you
$125,000 in a line of credit

1103
00:41:07,165 --> 00:41:10,001
to extend into all the cities
you want to extend to.

1104
00:41:10,001 --> 00:41:11,235
Awesome.

1105
00:41:11,235 --> 00:41:12,870
Corcoran: Is that clear?
You know what -- Yes.

1106
00:41:12,870 --> 00:41:16,007
Can I ask you to go to 30%
for me?

1107
00:41:16,007 --> 00:41:21,079
♪♪

1108
00:41:21,079 --> 00:41:22,814
Yeah. That's right.

1109
00:41:24,549 --> 00:41:25,650
It's a deal.

1110
00:41:25,650 --> 00:41:26,684
You got it.

1111
00:41:26,684 --> 00:41:27,852
Man: Finally!

1112
00:41:27,852 --> 00:41:29,053
Carolers: ♪ Hallelujah! ♪

1113
00:41:29,053 --> 00:41:33,091
♪ Hallelujah, hallelujah,
hallelujah ♪

1114
00:41:33,091 --> 00:41:35,526
♪ Hallelujah ♪

1115
00:41:36,728 --> 00:41:38,029
Hallelujah!
Greiner: Yay!

1116
00:41:38,029 --> 00:41:39,130
Great, great.
[ Laughter ]

1117
00:41:39,130 --> 00:41:41,032
Put it there, brother!
He's my little brother.

1118
00:41:41,032 --> 00:41:42,333
Aw, really?

1119
00:41:42,333 --> 00:41:44,969
Aw, thank you so much!
Well, you're a tough cookie.

1120
00:41:44,969 --> 00:41:47,805
I'm sorry.
I'm your retirement fund.

1121
00:41:47,805 --> 00:41:48,906
And you play for me.

1122
00:41:48,906 --> 00:41:50,775
Oh, thank you so much.
Thank you so much.

1123
00:41:50,775 --> 00:41:51,943
My pleasure, my pleasure.

1124
00:41:51,943 --> 00:41:53,111
Oh, such an honor.
Thank y'all for everything.

1125
00:41:53,111 --> 00:41:54,812
I'm very happy for you, man.

1126
00:41:54,812 --> 00:41:55,980
Did we...

1127
00:41:55,980 --> 00:41:57,782
What in the world?!

1128
00:41:57,782 --> 00:41:59,150
This deal
was really unexpected.

1129
00:41:59,150 --> 00:42:00,251
I don't know
if you could see it on my face.

1130
00:42:00,251 --> 00:42:03,121
I did not expect
to want to be purchased out.

1131
00:42:03,121 --> 00:42:07,025
So I'm glad we got to the terms
that was agreeable for me.

1132
00:42:07,025 --> 00:42:08,059
And I got more money!

1133
00:42:08,059 --> 00:42:09,327
Whoo! [ Laughs ]
Whoo-hoo!

1134
00:42:09,327 --> 00:42:11,729
You really just saved
his business.

1135
00:42:11,729 --> 00:42:12,997
I gave him a retirement fund.

1136
00:42:12,997 --> 00:42:15,933
Barbara, it hit me.
It's a Christmas miracle!

1137
00:42:15,933 --> 00:42:17,035
It is, it is!

1138
00:42:17,035 --> 00:42:19,771
[ Laughter ]

1139
00:42:28,746 --> 00:42:30,748
[ Theme music plays ]

1140
00:42:30,748 --> 00:42:39,590
♪♪

1141
00:42:39,590 --> 00:42:47,899
♪♪

1142
00:42:47,899 --> 00:42:56,774
♪♪