1 00:00:01,468 --> 00:00:04,304 Narrator: Tonight on "Shark Tank"... This is a billion-dollar product. 2 00:00:04,304 --> 00:00:05,572 I'm gonna make you an offer right now. 3 00:00:05,572 --> 00:00:07,841 You've persuaded me. My offer is not over yet. 4 00:00:07,841 --> 00:00:09,843 Wait. Wait. There's more. But wait. There's more. 5 00:00:09,843 --> 00:00:11,245 Let's do a four-Shark deal. 6 00:00:11,245 --> 00:00:13,714 Narrator: Which company stirs the feeding frenzy? 7 00:00:13,714 --> 00:00:15,749 And which Shark is left out? 8 00:00:15,749 --> 00:00:18,085 ¡Y Chihuahua, caramba! 9 00:00:18,085 --> 00:00:20,287 Narrator: Find out now. 10 00:00:24,324 --> 00:00:27,361 ♪♪ 11 00:00:27,361 --> 00:00:31,164 First in the Tank is a tool to fight an everyday addiction. 12 00:00:31,164 --> 00:00:39,573 ♪♪ 13 00:00:39,573 --> 00:00:41,542 Hey, Sharks. My name is Giancarlo Novelli. 14 00:00:41,542 --> 00:00:43,043 And I'm Danny Chmaytelli. 15 00:00:43,043 --> 00:00:48,015 And we're seeking $75,000 for 5% of our company, Bloom, 16 00:00:48,015 --> 00:00:51,318 an innovative new way for you to take back your time. 17 00:00:51,318 --> 00:00:53,253 Sharks, the average American -- [ Phone chiming ] 18 00:00:53,253 --> 00:00:57,391 Oh. I'm so sorry. One second. One sec. Sorry. 19 00:00:57,391 --> 00:00:59,993 Oh! Dude! Look at what Barbara just posted, bro. 20 00:00:59,993 --> 00:01:03,230 This is so good. Giancarlo, what are you doing? 21 00:01:03,230 --> 00:01:04,831 Wait. This is so funny, though. 22 00:01:04,831 --> 00:01:06,500 Dude, we're on "Shark Tank" right now. 23 00:01:06,500 --> 00:01:08,502 This is really important. Oh -- Guys. 24 00:01:08,502 --> 00:01:11,204 I'm so sorry. I-I'm so sorry. 25 00:01:11,204 --> 00:01:14,007 Sharks, this is exactly the problem. 26 00:01:14,007 --> 00:01:16,710 We're spending hours a day glued to our phones. 27 00:01:16,710 --> 00:01:17,945 Yep. Exactly. 28 00:01:17,945 --> 00:01:20,047 The average American is projected to spend 29 00:01:20,047 --> 00:01:23,951 over 17 years of their lives staring at a phone screen. 30 00:01:23,951 --> 00:01:25,419 As two college students, 31 00:01:25,419 --> 00:01:27,554 we tried everything to stay off our phones -- 32 00:01:27,554 --> 00:01:29,923 screen-time limits, app blockers. 33 00:01:29,923 --> 00:01:31,992 But they were all just way too easy to bypass. 34 00:01:31,992 --> 00:01:33,460 So that's why we created... 35 00:01:33,460 --> 00:01:34,695 Bloom... ...Bloom! 36 00:01:34,695 --> 00:01:37,497 ...a stainless-steel key card that taps 37 00:01:37,497 --> 00:01:39,566 and locks your addicting apps. 38 00:01:39,566 --> 00:01:41,034 A simple, physical way 39 00:01:41,034 --> 00:01:43,604 to break your screen-time addiction for good. 40 00:01:43,604 --> 00:01:44,938 Here's how it works. 41 00:01:44,938 --> 00:01:46,740 First, you open the Bloom app 42 00:01:46,740 --> 00:01:49,242 and choose the apps you find distracting. 43 00:01:49,242 --> 00:01:50,944 Then you press "Start Focus" 44 00:01:50,944 --> 00:01:52,713 and tap the Bloom card to your phone. 45 00:01:52,713 --> 00:01:54,681 You are now locked out of the apps 46 00:01:54,681 --> 00:01:56,516 that are stealing away your time. 47 00:01:56,516 --> 00:01:58,452 By leaving this card at a distance 48 00:01:58,452 --> 00:02:00,587 or even with a friend or a family member, 49 00:02:00,587 --> 00:02:03,156 you have no way of accessing your distracting apps. 50 00:02:03,156 --> 00:02:05,425 And when you're ready to get back online, 51 00:02:05,425 --> 00:02:08,195 go back into the Bloom app, hit "End Focus," 52 00:02:08,195 --> 00:02:09,930 and tap the Bloom card to your phone 53 00:02:09,930 --> 00:02:12,733 to unlock your distractions. It's as simple as... 54 00:02:12,733 --> 00:02:15,135 Tap it, block it, leave it, lock it. ...tap it, block it, leave it, lock it. 55 00:02:15,135 --> 00:02:17,504 [ Laughter ] I love that. 56 00:02:17,504 --> 00:02:20,841 So, Sharks, are you ready to help millions stop scrolling 57 00:02:20,841 --> 00:02:22,476 and start living with... 58 00:02:22,476 --> 00:02:23,477 Bloom! ...Bloom? 59 00:02:23,477 --> 00:02:24,745 Help me right now. 60 00:02:24,745 --> 00:02:26,313 Greiner: Yeah. Right? 61 00:02:26,313 --> 00:02:28,148 Exactly. I have a million-dollar question. 62 00:02:28,148 --> 00:02:30,083 Yes. What happens if you lose your card? 63 00:02:30,083 --> 00:02:32,252 So, users are granted three emergency exits 64 00:02:32,252 --> 00:02:35,055 so they can unblock all their apps if they lose the card 65 00:02:35,055 --> 00:02:37,024 or otherwise need to urgently access their app. 66 00:02:37,024 --> 00:02:38,525 I want to use this for my kids. 67 00:02:38,525 --> 00:02:39,793 Will it work on an iPad 68 00:02:39,793 --> 00:02:41,728 or someone else's phone other than yours? 69 00:02:41,728 --> 00:02:45,132 Yes. We are gonna expand by allowing parental controls 70 00:02:45,132 --> 00:02:46,900 and integrating with your tablets 71 00:02:46,900 --> 00:02:48,502 and all your laptops as well. 72 00:02:48,502 --> 00:02:52,039 If this is really something that users want, 73 00:02:52,039 --> 00:02:55,375 the nature of OS is to bring it in the next upgrade. 74 00:02:55,375 --> 00:02:58,645 It already exists. So this could be innovated away immediately, 75 00:02:58,645 --> 00:03:01,715 and then Bloom is crushed like the cockroaches you are. 76 00:03:01,715 --> 00:03:03,350 Scott: Ohh! No. 77 00:03:03,350 --> 00:03:04,885 Ouch. Apple already does have 78 00:03:04,885 --> 00:03:07,554 a screen-time-limit feature on their phone. Yeah. 79 00:03:07,554 --> 00:03:10,190 But the thing about it is that they're way too easy to bypass. 80 00:03:10,190 --> 00:03:12,092 If your kid is using their phone, 81 00:03:12,092 --> 00:03:13,527 they're just gonna click "Ignore Limit," 82 00:03:13,527 --> 00:03:15,095 and then they're gonna be right back on their phone. 83 00:03:15,095 --> 00:03:18,065 Interestingly, more than one-third of our customers 84 00:03:18,065 --> 00:03:20,000 actually buy two or more Bloom cards. 85 00:03:20,000 --> 00:03:21,601 So they want to focus in a community. 86 00:03:21,601 --> 00:03:23,470 You have customers? We do. 87 00:03:23,470 --> 00:03:25,772 Since launching six months ago, 88 00:03:25,772 --> 00:03:28,842 we've already done $220,000 in sales. 89 00:03:28,842 --> 00:03:31,311 Wow. How are you reaching these customers? 90 00:03:31,311 --> 00:03:32,746 All through Meta ads. 91 00:03:32,746 --> 00:03:34,581 And do you know who your consumer is? 92 00:03:34,581 --> 00:03:37,084 Do you have an age bracket? 18- to 25-year-olds, 93 00:03:37,084 --> 00:03:38,585 because that is the target demographic 94 00:03:38,585 --> 00:03:40,420 that was struggling with screen time the most. 95 00:03:40,420 --> 00:03:43,724 I'm 45, by the way, and I struggle, so... Exactly! We realize that. 96 00:03:43,724 --> 00:03:45,726 Everybody is struggling with screen-time addiction. 97 00:03:45,726 --> 00:03:47,694 So this is a pure direct-to-consumer play. 98 00:03:47,694 --> 00:03:49,529 What is your customer acquisition cost? 99 00:03:49,529 --> 00:03:51,064 $27 currently. 100 00:03:51,064 --> 00:03:52,899 Okay. Now, what do you sell it for? 101 00:03:52,899 --> 00:03:56,236 We currently sell the Bloom card on our website for $39. 102 00:03:56,236 --> 00:03:57,938 And what does it cost you to make? 103 00:03:57,938 --> 00:03:59,806 Landed is $2.77. 104 00:03:59,806 --> 00:04:00,907 Wow! Great margin. 105 00:04:00,907 --> 00:04:01,908 That's amazing. 106 00:04:01,908 --> 00:04:03,577 Is there a charge for the app? 107 00:04:03,577 --> 00:04:04,911 No. No. Completely free. 108 00:04:04,911 --> 00:04:06,379 Do you have any competition? 109 00:04:06,379 --> 00:04:08,248 There's one main competitor in the space, 110 00:04:08,248 --> 00:04:11,318 but we are the only one that is on iOS and Android. 111 00:04:11,318 --> 00:04:14,121 Okay. We have multiple other habit-building features. 112 00:04:14,121 --> 00:04:16,890 We are also cheaper than them. They're charging $60. 113 00:04:16,890 --> 00:04:20,459 And what was your profit after the 220K the last six months? 114 00:04:20,459 --> 00:04:23,563 So, we did actually $60,000 in profit. 115 00:04:23,563 --> 00:04:25,532 Our plan has been to launch it on Meta. 116 00:04:25,532 --> 00:04:28,135 Have you done TikTok yet? No, we have not. 117 00:04:28,135 --> 00:04:29,803 Did you create this yourself? 118 00:04:29,803 --> 00:04:31,538 Yes. Yes. Okay. 119 00:04:31,538 --> 00:04:32,939 So just tell us a little bit abut yourselves. So how did you do that? 120 00:04:32,939 --> 00:04:35,809 So, we're currently two college students at UCLA. 121 00:04:35,809 --> 00:04:37,410 Nice. Danny: I'm 19 years old. 122 00:04:37,410 --> 00:04:38,845 Giancarlo is 21 years old. 123 00:04:38,845 --> 00:04:40,847 So we're a part of the generation 124 00:04:40,847 --> 00:04:42,783 that grew up watching this show. Yes. 125 00:04:42,783 --> 00:04:45,118 I mean, I'm almost the same age as the show, right? 126 00:04:45,118 --> 00:04:46,520 And so... [ Laughter ] 127 00:04:46,520 --> 00:04:49,189 So both Giancarlo and I have really grown up watching this, 128 00:04:49,189 --> 00:04:50,924 and we've always wanted to be entrepreneurs. 129 00:04:50,924 --> 00:04:52,993 I'm kind of intrigued, 'cause I thought it was 130 00:04:52,993 --> 00:04:54,895 an absolute piece of crap when you came out, 131 00:04:54,895 --> 00:04:57,063 but then you showed up with some sales. 132 00:04:57,063 --> 00:04:59,266 And I like you two dudes, and if this doesn't work out, 133 00:04:59,266 --> 00:05:00,834 I'll put you in something else I got. 134 00:05:00,834 --> 00:05:03,537 So I'll make you an offer. I'll give you the $75,000. 135 00:05:03,537 --> 00:05:06,206 I want to be the third partner -- 33 1/3%. 136 00:05:06,206 --> 00:05:08,208 And then I will jack this up 137 00:05:08,208 --> 00:05:10,410 for as long as it lasts on my social. 138 00:05:10,410 --> 00:05:12,913 I got a lot of followers. What do you think? 139 00:05:12,913 --> 00:05:13,980 Any other offers? Just one second. 140 00:05:13,980 --> 00:05:15,715 My kids, they have screen-time limits. 141 00:05:15,715 --> 00:05:18,251 They're like, "Dad, would you please give me 15 more minutes?" 142 00:05:18,251 --> 00:05:21,121 I can give them the 15 minutes just on my phone. 143 00:05:21,121 --> 00:05:23,590 How would this be superior to that experience? 144 00:05:23,590 --> 00:05:25,225 One is that we're gonna have more features 145 00:05:25,225 --> 00:05:26,827 on our parental controls. 146 00:05:26,827 --> 00:05:29,129 We're able to monitor what kind of screen time they're using. 147 00:05:29,129 --> 00:05:31,031 But I need to go find a card 148 00:05:31,031 --> 00:05:33,867 as opposed to use it from my phone. 149 00:05:33,867 --> 00:05:35,602 Given you have your wallet, typically, on you 150 00:05:35,602 --> 00:05:37,037 and you don't lose your credit cards, 151 00:05:37,037 --> 00:05:38,972 you would be able to find our card pretty easily. 152 00:05:38,972 --> 00:05:41,408 And arguably, you want to distance yourself from your card 153 00:05:41,408 --> 00:05:42,809 for our main use case. 154 00:05:42,809 --> 00:05:45,278 The selling point here is physical separation. 155 00:05:45,278 --> 00:05:48,515 Scott: I like the physical part of this, but for my own kids, 156 00:05:48,515 --> 00:05:50,217 if I'm in Los Angeles and he's in Texas, 157 00:05:50,217 --> 00:05:52,752 I can go on and be like, "Babe, you're on too much today. 158 00:05:52,752 --> 00:05:54,254 We're gonna adjust that." 159 00:05:54,254 --> 00:05:57,123 I'm not gonna have the card with me to be able to do that, right? 160 00:05:57,123 --> 00:05:58,792 I also see this as so early. 161 00:05:58,792 --> 00:06:00,360 It's gonna require so much work. 162 00:06:00,360 --> 00:06:02,462 And this is just not my wheelhouse. 163 00:06:02,462 --> 00:06:04,064 And for those reasons, I'm out. 164 00:06:04,064 --> 00:06:06,299 Thank you for your consideration, Kendra. Thanks so much. Yeah. 165 00:06:06,299 --> 00:06:09,069 However, I just do want to emphasize our primary use case 166 00:06:09,069 --> 00:06:10,804 isn't really parents and children. 167 00:06:10,804 --> 00:06:12,973 This is for individuals, young adults 168 00:06:12,973 --> 00:06:15,242 who realize they're wasting their lives on their phones. 169 00:06:15,242 --> 00:06:17,711 And how do you think Giancarlo and I came up with this idea? 170 00:06:17,711 --> 00:06:18,912 We'd spend hours a day 171 00:06:18,912 --> 00:06:21,047 just scrolling mindlessly on our phones. 172 00:06:21,047 --> 00:06:22,582 You know what? You've persuaded me. 173 00:06:22,582 --> 00:06:25,318 I actually see it's not a product for me. 174 00:06:25,318 --> 00:06:27,888 It's for those 18- to 24-year-old kids. 175 00:06:27,888 --> 00:06:30,290 So I will do it for 25%. 176 00:06:31,424 --> 00:06:33,793 Better than his. Williams: Let me chime in here. 177 00:06:33,793 --> 00:06:35,595 I agree that there's a problem, 178 00:06:35,595 --> 00:06:37,664 but I think there are multiple solutions. 179 00:06:37,664 --> 00:06:39,866 For me, I'm out. 180 00:06:39,866 --> 00:06:42,068 Greiner: Listen, guys. 181 00:06:42,068 --> 00:06:45,705 I was very, very impressed watching the both of you. 182 00:06:45,705 --> 00:06:47,908 And I think that "Shark Tank" 183 00:06:47,908 --> 00:06:51,845 has actually helped create people like you. 184 00:06:51,845 --> 00:06:56,283 But I think it only takes one great idea to change your life. 185 00:06:56,283 --> 00:06:58,852 And I see that coming in you. 186 00:06:58,852 --> 00:07:00,987 I don't think this one is it yet. 187 00:07:00,987 --> 00:07:04,925 So on this one, I'm going to be out. 188 00:07:04,925 --> 00:07:06,893 Well, thank you for your consideration, Lori, 189 00:07:06,893 --> 00:07:08,662 but I do want to push back on one point. 190 00:07:08,662 --> 00:07:11,131 This is a billion-dollar product. 191 00:07:11,131 --> 00:07:12,766 You have two Sharks that are in. 192 00:07:12,766 --> 00:07:14,100 You don't have to push back too much. 193 00:07:14,100 --> 00:07:15,468 You just have to get a deal done. 194 00:07:15,468 --> 00:07:17,370 Absolutely. But it still plays into the negotiation. 195 00:07:17,370 --> 00:07:19,372 Don't worry about the noes. Focus on the yeses. 196 00:07:19,372 --> 00:07:23,109 In a recent survey, over 57% of Americans admit 197 00:07:23,109 --> 00:07:24,978 that they feel addicted to their phones. 198 00:07:24,978 --> 00:07:27,213 50% of founders talk themselves out of a deal 199 00:07:27,213 --> 00:07:29,549 because they're still selling when you have offers 200 00:07:29,549 --> 00:07:31,251 on the table. All right. Enough. What are you gonna do? 201 00:07:31,251 --> 00:07:32,519 Okay. We're gonna heed your advice 202 00:07:32,519 --> 00:07:33,954 and we're gonna start negotiating. 203 00:07:33,954 --> 00:07:35,422 There you go. Greiner: Okay. 204 00:07:35,422 --> 00:07:37,290 [ Whispering ] If you do 75 for 10. 205 00:07:37,290 --> 00:07:39,659 Okay. Would either of you guys 206 00:07:39,659 --> 00:07:42,262 be willing to do $75,000 for 10%? 207 00:07:42,262 --> 00:07:43,863 Pshew. [ Laughs ] 208 00:07:43,863 --> 00:07:45,699 No. Greiner: Daniel? 209 00:07:45,699 --> 00:07:47,434 I just -- I'm just happy with my offer. 210 00:07:47,434 --> 00:07:49,269 Okay. We're projected to do 211 00:07:49,269 --> 00:07:51,905 over $2 million in sales this year alone. 212 00:07:51,905 --> 00:07:53,606 I've never seen a projection I didn't like, ever, 213 00:07:53,606 --> 00:07:56,776 from an entrepreneur standing where you are. [ Laughter ] 214 00:07:56,776 --> 00:07:58,645 I think that the work ahead 215 00:07:58,645 --> 00:08:01,514 is far, far greater than you guys realize. 216 00:08:01,514 --> 00:08:04,718 Okay. So what would be your counter to 75 for 10? 217 00:08:04,718 --> 00:08:07,620 I gave you my 25% offer. 218 00:08:07,620 --> 00:08:10,657 25 for the 75. I'm 33 1/3. 219 00:08:10,657 --> 00:08:14,961 Would you be willing to do the 75 for 15%? 220 00:08:14,961 --> 00:08:16,896 No. 221 00:08:16,896 --> 00:08:18,965 Okay. So wait. Give us 10 seconds. 222 00:08:18,965 --> 00:08:20,233 [ Laughter ] 223 00:08:20,233 --> 00:08:22,068 I love these guys. 224 00:08:22,068 --> 00:08:23,236 Okay. 225 00:08:23,236 --> 00:08:27,640 So what if we do, you know, 75,000 for 25%, 226 00:08:27,640 --> 00:08:30,777 but split equally between Mr. Wonderful and Daniel? 227 00:08:30,777 --> 00:08:32,812 Oh. Two Sharks. No. I'm not interested. 228 00:08:32,812 --> 00:08:34,514 I'm either doing this alone or I'm out. 229 00:08:34,514 --> 00:08:35,815 Not that I don't like Daniel, 230 00:08:35,815 --> 00:08:39,284 but this is not a deal where you need two Sharks. 231 00:08:39,284 --> 00:08:42,655 Guys, choose a Shark or just turn the deal down. 232 00:08:42,655 --> 00:08:45,392 Should we do one last counter? Or no? Try? 233 00:08:45,392 --> 00:08:47,427 He may take it. He'll feel bad for us. 234 00:08:47,427 --> 00:08:49,396 Mm... 235 00:08:49,396 --> 00:08:50,397 Okay. 236 00:08:50,397 --> 00:08:54,567 Daniel, how about 75,000 for 20%? 237 00:08:54,567 --> 00:08:56,870 I mean, we've come up from 5%. 238 00:08:56,870 --> 00:08:59,005 Could you give us a little wiggle room? 239 00:08:59,005 --> 00:09:03,176 ♪♪ 240 00:09:03,176 --> 00:09:04,411 You got a deal. 241 00:09:04,411 --> 00:09:05,578 Scott: Yes! Yes! 242 00:09:05,578 --> 00:09:07,447 Thank God. Oh, my goodness. 243 00:09:07,447 --> 00:09:09,682 Congratulations, you guys. You did it. 244 00:09:09,682 --> 00:09:11,851 Oh! I'm so happy! Danny: Thank you so much. 245 00:09:11,851 --> 00:09:13,486 Thank you. Really excited. We're excited. 246 00:09:13,486 --> 00:09:15,055 And thank you for your offer, Mr. Wonderful. 247 00:09:15,055 --> 00:09:16,589 It really meant a lot. 248 00:09:16,589 --> 00:09:18,124 You got it. Thanks. 249 00:09:18,124 --> 00:09:19,325 Congrats, guys. Williams: Good luck, guys. Congratulations. 250 00:09:19,325 --> 00:09:20,527 Oh, my God. My God. 251 00:09:20,527 --> 00:09:23,463 Dude, we got a deal! It's awesome! Ohh! 252 00:09:23,463 --> 00:09:26,032 Danny: We took Daniel over Mr. Wonderful 253 00:09:26,032 --> 00:09:28,701 because he was much more flexible with valuation. 254 00:09:28,701 --> 00:09:30,570 And we think his experience with Kind, 255 00:09:30,570 --> 00:09:32,539 turning it into a billion-dollar company, 256 00:09:32,539 --> 00:09:34,040 is exactly what Bloom needs. 257 00:09:34,040 --> 00:09:35,575 Williams: They drive a hard bargain, Daniel. 258 00:09:35,575 --> 00:09:37,277 Daniel, you are a very earnest Shark. 259 00:09:37,277 --> 00:09:39,112 You know how much time it takes. 260 00:09:39,112 --> 00:09:40,914 You really put your heart and soul into it, 261 00:09:40,914 --> 00:09:42,849 and you don't just give any deal easily. 262 00:09:42,849 --> 00:09:44,851 And they're very lucky to have you. 263 00:09:44,851 --> 00:09:46,186 Scott: They really are. Thank you. 264 00:09:46,186 --> 00:09:48,121 I couldn't agree more. 265 00:09:56,863 --> 00:09:59,599 ♪♪ 266 00:09:59,599 --> 00:10:01,534 Narrator: Next up is a product 267 00:10:01,534 --> 00:10:06,172 to improve performance and safety for a beloved pastime. 268 00:10:06,172 --> 00:10:12,278 ♪♪ 269 00:10:12,278 --> 00:10:13,580 Hello, Sharks. 270 00:10:13,580 --> 00:10:16,116 My name is Alyson, and this is my husband, Ryan. 271 00:10:16,116 --> 00:10:19,285 And we're from beautiful San Clemente, California. 272 00:10:19,285 --> 00:10:24,524 We're here today seeking $360,000 and your expertise 273 00:10:24,524 --> 00:10:29,028 in exchange for 9% of our company, 9 Strap Technology. 274 00:10:29,028 --> 00:10:32,365 Sharks, every year, millions of baseball players 275 00:10:32,365 --> 00:10:35,869 and softball players, whether amateur or professional, 276 00:10:35,869 --> 00:10:37,704 struggle with one thing -- 277 00:10:37,704 --> 00:10:40,273 keeping both hands connected to the bat 278 00:10:40,273 --> 00:10:42,075 throughout their entire swing. 279 00:10:42,075 --> 00:10:44,577 This can lead to bad performance 280 00:10:44,577 --> 00:10:48,581 and, even worse, serious arm and shoulder injuries. 281 00:10:48,581 --> 00:10:50,783 We decided to do something about it 282 00:10:50,783 --> 00:10:54,721 and created the 9 Strap, the only game-ready hitting tool 283 00:10:54,721 --> 00:10:57,123 that keeps both hands connected to the bat 284 00:10:57,123 --> 00:11:00,627 and ensures that every swing is your best swing. 285 00:11:00,627 --> 00:11:04,264 And, Sharks, this thing works on your very first swing. 286 00:11:04,264 --> 00:11:05,532 Instant results. 287 00:11:05,532 --> 00:11:07,200 Let us show you how it works. 288 00:11:07,200 --> 00:11:08,668 As you'll notice here, 289 00:11:08,668 --> 00:11:11,771 the swing without the 9 Strap is weak, unbalanced, 290 00:11:11,771 --> 00:11:14,774 and puts both him and the catcher at risk of injury. 291 00:11:14,774 --> 00:11:19,145 The swing with the 9 Strap is clean, tight, powerful, 292 00:11:19,145 --> 00:11:21,347 and balanced, with good posture. 293 00:11:21,347 --> 00:11:24,651 And best of all, both he and the catcher are safe 294 00:11:24,651 --> 00:11:26,686 from single-arm-swing injuries. 295 00:11:26,686 --> 00:11:30,190 You'll see a clear distinction in this side-by-side video. 296 00:11:30,190 --> 00:11:33,159 And what started off for baseball and softball 297 00:11:33,159 --> 00:11:35,228 has also proven to be very effective 298 00:11:35,228 --> 00:11:39,065 among other sports, such as golf, pickleball, 299 00:11:39,065 --> 00:11:41,167 tennis, and even cricket. 300 00:11:41,167 --> 00:11:42,602 All right, Sharks. 301 00:11:42,602 --> 00:11:44,771 Who's ready to step up to the plate... 302 00:11:44,771 --> 00:11:46,773 and knock it out of the park... 303 00:11:46,773 --> 00:11:48,241 O'Leary: Ooh! Williams: My goodness. 304 00:11:48,241 --> 00:11:50,109 ...with 9 Strap technology? ...with 9 Strap technology? 305 00:11:50,109 --> 00:11:51,211 Scott: Wow! 306 00:11:51,211 --> 00:11:52,645 Rashaun, you played baseball, right? 307 00:11:52,645 --> 00:11:55,114 Yeah, I did. Come on up here and give this a try. 308 00:11:55,114 --> 00:11:57,016 Oh, my goodness. Now, it's been 25 years. 309 00:11:57,016 --> 00:11:58,818 I just want to put some disclaimers on it. 310 00:11:58,818 --> 00:12:00,420 And I was a pitcher. [ Laughter ] 311 00:12:00,420 --> 00:12:02,755 Okay. So put your fingers together, thumb extended. 312 00:12:02,755 --> 00:12:04,591 And we're gonna go ahead and slide this on 313 00:12:04,591 --> 00:12:06,859 all the way over to the palm area. 314 00:12:06,859 --> 00:12:10,630 And then he can just Velcro it up right here, just like that. 315 00:12:10,630 --> 00:12:12,865 And now what we're gonna do is we're gonna have Rashaun 316 00:12:12,865 --> 00:12:16,035 take his normal grip, just like he normally would. 317 00:12:16,035 --> 00:12:19,038 So keep this hand on tight, remove this hand real quick. 318 00:12:19,038 --> 00:12:21,107 And now we're gonna go ahead and cinch this down. 319 00:12:21,107 --> 00:12:23,309 Now go ahead and regrip with your bottom hand. 320 00:12:23,309 --> 00:12:25,078 And you will feel that. Ah. 321 00:12:25,078 --> 00:12:27,113 All right. We're gonna let Rashaun take a whack here. 322 00:12:27,113 --> 00:12:29,415 ♪♪ 323 00:12:29,415 --> 00:12:31,551 Nice! Yeah! 324 00:12:31,551 --> 00:12:32,685 That was really good. Thank you. Okay. 325 00:12:32,685 --> 00:12:33,686 Thank you very much. Yeah. 326 00:12:33,686 --> 00:12:34,921 Wow. That was great. 327 00:12:34,921 --> 00:12:37,590 Are there any regulatory restrictions, 328 00:12:37,590 --> 00:12:39,759 either in baseball or in any other sports? 329 00:12:39,759 --> 00:12:41,094 In baseball, in fact, 330 00:12:41,094 --> 00:12:43,263 one organization had actually banned it 331 00:12:43,263 --> 00:12:44,831 because it does improve your hitting. 332 00:12:44,831 --> 00:12:50,570 What they found is that when you swing with two hands and finish 333 00:12:50,570 --> 00:12:54,107 versus one hand and finish, you have more distance. 334 00:12:54,107 --> 00:12:56,809 And so we have 100% approval now 335 00:12:56,809 --> 00:12:58,845 for all high school competition. 336 00:12:58,845 --> 00:13:00,380 How did you guys, like, come up with this? 337 00:13:00,380 --> 00:13:03,283 I'm dying to know. So, July 6, 2023 -- 338 00:13:03,283 --> 00:13:05,051 In professional baseball, 339 00:13:05,051 --> 00:13:07,287 one of my favorite players took a swing, 340 00:13:07,287 --> 00:13:09,322 and it destroyed his shoulder. 341 00:13:09,322 --> 00:13:11,424 And I thought, "There's got to be a way 342 00:13:11,424 --> 00:13:16,396 to help ballplayers keep both hands on the bat in game." 343 00:13:16,396 --> 00:13:18,631 When he came up with this idea, he's like, 344 00:13:18,631 --> 00:13:21,401 "Can you get your sewing machine out and make this?" 345 00:13:21,401 --> 00:13:22,869 Chief product officer. I'm like, "I don't even know 346 00:13:22,869 --> 00:13:24,771 what the heck you want me to do." 347 00:13:24,771 --> 00:13:28,508 But I sewed something together with some Velcro on it, 348 00:13:28,508 --> 00:13:31,177 and we started manufacturing them from home 349 00:13:31,177 --> 00:13:33,346 in the kitchen. Yes. I love it so much. 350 00:13:33,346 --> 00:13:35,348 And it was -- O'Leary: Listen. This is all great. 351 00:13:35,348 --> 00:13:37,817 But let's talk about the product sales 352 00:13:37,817 --> 00:13:39,319 and why you're worth $4 million. 353 00:13:39,319 --> 00:13:42,121 In the last 11 1/2 months, 354 00:13:42,121 --> 00:13:44,557 we have sold $1.3 million in sales. 355 00:13:44,557 --> 00:13:46,326 Wow! Oh. 356 00:13:46,326 --> 00:13:48,227 That's a home run if I've ever seen one. And who are you selling to? 357 00:13:48,227 --> 00:13:51,030 So we understand. Right now it's direct to consumer. 358 00:13:51,030 --> 00:13:53,800 Everything's online. 99% is online. All D2C. 359 00:13:53,800 --> 00:13:56,869 We're just now starting to get major interest 360 00:13:56,869 --> 00:13:58,705 from the retailers. Alyson, are you sitting there 361 00:13:58,705 --> 00:14:00,606 sewing them all on your sewing machine? 362 00:14:00,606 --> 00:14:01,908 No! No longer. 363 00:14:01,908 --> 00:14:03,309 So what does it cost to make it now? 364 00:14:03,309 --> 00:14:04,944 Between a $1 and $1.40. 365 00:14:04,944 --> 00:14:07,080 Okay. Now, what do you sell it for? 366 00:14:07,080 --> 00:14:09,682 We sell it between $40 and $50, depending on the unit. 367 00:14:09,682 --> 00:14:11,984 ¡Y Chihuahua, caramba! 368 00:14:11,984 --> 00:14:15,555 We've sold over 31,000 units, okay? 369 00:14:15,555 --> 00:14:18,891 with less than a 1% return rate. 370 00:14:18,891 --> 00:14:21,861 How much profit did you make on that $40 sale? 371 00:14:21,861 --> 00:14:25,198 Our EBITDA was $432,000. 372 00:14:25,198 --> 00:14:27,533 Wait. This is year one. Your EBITDA is 432,000. 373 00:14:27,533 --> 00:14:29,202 Yes. 432,000. 374 00:14:29,202 --> 00:14:30,870 O'Leary: Do you want to hear offers 375 00:14:30,870 --> 00:14:32,472 or just keep talking how great it is? 376 00:14:32,472 --> 00:14:33,873 We would love to hear offers. I'm so excited to hear numbers. 377 00:14:33,873 --> 00:14:35,875 I'm gonna make you an offer right now, okay? 378 00:14:35,875 --> 00:14:39,746 I love it. I'll give you $360,000 for 15%. 379 00:14:39,746 --> 00:14:42,181 But I want a royalty of $2 a unit 380 00:14:42,181 --> 00:14:44,851 until I get back 3x on my money. 381 00:14:44,851 --> 00:14:45,985 Williams: Okay. 382 00:14:45,985 --> 00:14:48,554 So, I mean, I've done 180 investments. 383 00:14:48,554 --> 00:14:50,456 I've been playing baseball my whole life. 384 00:14:50,456 --> 00:14:52,492 I played semi-pro baseball. This is my life. 385 00:14:52,492 --> 00:14:54,494 And I mentor 50 Major League Baseball players. 386 00:14:54,494 --> 00:14:58,898 Anyway, I'll give you your 360. I want 27% of the business. 387 00:14:58,898 --> 00:15:01,434 27%? That's very precise, Rashaan. 388 00:15:01,434 --> 00:15:03,436 It's three times the 9% they offered. 389 00:15:03,436 --> 00:15:06,239 All right guys. I think that you're fabulous. 390 00:15:06,239 --> 00:15:08,508 But I think there are other Sharks here 391 00:15:08,508 --> 00:15:10,877 that would be more passionate about it. 392 00:15:10,877 --> 00:15:13,413 So I'm going to go out, but I wish you good luck. 393 00:15:13,413 --> 00:15:14,580 Thank you, Lori. Alyson: Thank you. 394 00:15:14,580 --> 00:15:16,983 The name -- Why 9 Strap? 395 00:15:16,983 --> 00:15:18,718 One night, we were out at dinner 396 00:15:18,718 --> 00:15:21,721 and Ryan puts the strap on the table, 397 00:15:21,721 --> 00:15:23,956 and it makes the shape of a 9, right? 398 00:15:23,956 --> 00:15:27,260 And also in baseball, there's nine innings, 399 00:15:27,260 --> 00:15:30,129 nine players in the field, nine players in the lineup. 400 00:15:30,129 --> 00:15:31,931 Will you hold this? Yes. 401 00:15:31,931 --> 00:15:33,399 Ready? Yep. 402 00:15:33,399 --> 00:15:35,201 Integrated with the batting gloves. 403 00:15:35,201 --> 00:15:37,003 Williams: Oh. That's nice. Ooh. More products coming. 404 00:15:37,003 --> 00:15:38,604 Ryan: When you put this on, 405 00:15:38,604 --> 00:15:42,308 this strap will no longer be able to slide over your knuckles 406 00:15:42,308 --> 00:15:44,844 or move or anything. Oh, my gosh. So cool. 407 00:15:44,844 --> 00:15:47,580 It's now 100% integrated, okay? 408 00:15:47,580 --> 00:15:49,048 O'Leary: Daniel, do you want to make an offer? 409 00:15:49,048 --> 00:15:50,550 What do you want to do? 410 00:15:50,550 --> 00:15:53,319 Oh, good. I was worried it was coming to you. Wait. Wait. 411 00:15:53,319 --> 00:15:55,588 Wait! I'm not -- Rashaun, you don't even know. 412 00:15:55,588 --> 00:15:57,256 Just because I'm a woman over here. 413 00:15:57,256 --> 00:16:00,827 I'm about all this. I am a mother of boys, okay? 414 00:16:00,827 --> 00:16:02,361 Yes. I am very excited about this. 415 00:16:02,361 --> 00:16:05,264 Let me tell you. Without her, there's no way this is possible. 416 00:16:05,264 --> 00:16:06,632 You know what? 417 00:16:06,632 --> 00:16:09,202 This right here is what the American dream is all about. 418 00:16:09,202 --> 00:16:10,403 And you guys represent that. 419 00:16:10,403 --> 00:16:13,439 So, guys, what would you be willing to do 420 00:16:13,439 --> 00:16:15,408 if Rashaun and I came together? 421 00:16:15,408 --> 00:16:17,777 I first would really want to know 422 00:16:17,777 --> 00:16:20,012 how two Sharks is actually gonna be better than one. 423 00:16:20,012 --> 00:16:21,948 It's a great question. 424 00:16:21,948 --> 00:16:23,115 Oh, I like that! 425 00:16:23,115 --> 00:16:24,350 O'Leary: Let me counter all that. 426 00:16:24,350 --> 00:16:26,252 The problem, we're gonna find out right now, 427 00:16:26,252 --> 00:16:27,787 is how much equity you want to part with. 428 00:16:27,787 --> 00:16:32,391 I'm gonna keep squeezing down to make his pain really bad. 429 00:16:32,391 --> 00:16:33,993 Because what's gonna happen 430 00:16:33,993 --> 00:16:35,962 if you want to put these two Sharks together, 431 00:16:35,962 --> 00:16:38,064 they're gonna ask for more equity. 432 00:16:38,064 --> 00:16:40,933 So I'll drop my equity ask down to 5%. 433 00:16:40,933 --> 00:16:44,470 Wow. Your margins are so fantastic now. 434 00:16:44,470 --> 00:16:45,771 You can afford two bucks. 435 00:16:45,771 --> 00:16:46,973 Look. He's a hard money lender. 436 00:16:46,973 --> 00:16:48,307 You can go to a bank and get that. 437 00:16:48,307 --> 00:16:49,809 Daniel and I are your equity partners. 438 00:16:49,809 --> 00:16:51,511 We gave you an offer combined -- 439 00:16:51,511 --> 00:16:53,246 Why would you part with more than 5% equity? 440 00:16:53,246 --> 00:16:55,047 ...360 K for 27%. 441 00:16:55,047 --> 00:16:57,016 If you want to counter, we're open to a counter. 442 00:16:57,016 --> 00:17:00,253 You'd need to be paying him back in his 3x over $1 million. 443 00:17:00,253 --> 00:17:03,155 My wife wants to know where Kendra's at. 444 00:17:03,155 --> 00:17:04,624 Really? Okay. Well, look. 445 00:17:04,624 --> 00:17:06,259 Yes. I know how to build a brand. 446 00:17:06,259 --> 00:17:07,827 That's what I've done with Kendra Scott. 447 00:17:07,827 --> 00:17:09,862 A lot of these are going to go to the masses. 448 00:17:09,862 --> 00:17:11,497 And guess who's gonna be buying them. 449 00:17:11,497 --> 00:17:12,798 Moms just like me 450 00:17:12,798 --> 00:17:14,767 and your gorgeous wife standing next to you. 451 00:17:14,767 --> 00:17:18,537 I would say I would want about 12%, no royalty, 452 00:17:18,537 --> 00:17:20,940 and I can bring in amazing advisers. 453 00:17:20,940 --> 00:17:23,776 It's really just taking a fantastic product 454 00:17:23,776 --> 00:17:25,912 and putting the branding and marketing machine behind it. 455 00:17:25,912 --> 00:17:28,214 And that, my friends, I'm an expert at. 456 00:17:28,214 --> 00:17:30,349 And what I would like to suggest is 457 00:17:30,349 --> 00:17:34,086 if you're comfortable with a two-Shark deal, Rashaun and I, 458 00:17:34,086 --> 00:17:36,455 we should do it for 20%, the two of us. 459 00:17:36,455 --> 00:17:38,057 Williams: I'm good with that. 460 00:17:38,057 --> 00:17:40,359 Okay. So you're now down to 20%? 461 00:17:40,359 --> 00:17:41,994 I'm 12%. You're 12%. 462 00:17:41,994 --> 00:17:44,630 So you guys have to make a decision. 463 00:17:44,630 --> 00:17:45,998 I'm really torn. 464 00:17:45,998 --> 00:17:48,601 Sometimes I think maybe going with multiple things 465 00:17:48,601 --> 00:17:50,570 could slip through the cracks. I agree with that. 466 00:17:50,570 --> 00:17:57,009 But I am open to doing, like, a three-Shark deal at 15%. 467 00:17:57,009 --> 00:17:59,612 What three Sharks do you want? 468 00:17:59,612 --> 00:18:01,314 Um... 469 00:18:10,923 --> 00:18:12,758 Narrator: One Shark is out, 470 00:18:12,758 --> 00:18:15,127 and the remaining four have offers on the table 471 00:18:15,127 --> 00:18:18,464 for Alyson and Ryan's baseball-swing aid, 9 Strap. 472 00:18:18,464 --> 00:18:22,468 But they seem only interested in doing a deal with three Sharks. 473 00:18:22,468 --> 00:18:27,673 I am open to doing, like, a three-Shark deal at 15%. 474 00:18:27,673 --> 00:18:30,343 What three Sharks do you want? 475 00:18:30,343 --> 00:18:32,311 I don't care. [ Laughter ] 476 00:18:32,311 --> 00:18:33,879 You have to make that decision. 477 00:18:33,879 --> 00:18:36,415 And then if it is multiple, which ones? 478 00:18:36,415 --> 00:18:38,250 If it's a single one, pick. 479 00:18:38,250 --> 00:18:42,355 Let's do a four-Shark deal at 15% and we'll split it. 480 00:18:42,355 --> 00:18:45,925 You offered three Sharks at 15%. If we got four Sharks in -- 481 00:18:45,925 --> 00:18:49,996 So what is that? 90K each -- and we did the 15%... 482 00:18:49,996 --> 00:18:51,597 I don't want to get less than 5%. Same here. 483 00:18:51,597 --> 00:18:53,532 If I'm gonna do all this work, it's got to be worth something. 484 00:18:53,532 --> 00:18:55,034 No. I-I understand. 485 00:18:55,034 --> 00:18:57,670 I think it's 20%. It's got to be 20 for four. 486 00:18:57,670 --> 00:19:01,007 And I want to do some distribution like right now. But you get four Sharks. 487 00:19:01,007 --> 00:19:05,177 Yeah. Can we do 20% between the four Sharks, 488 00:19:05,177 --> 00:19:08,314 but we absolutely have to get up to a $4 million valuation. 489 00:19:08,314 --> 00:19:12,752 I'm not gonna take $360,000 for 20%. 490 00:19:12,752 --> 00:19:13,919 There's no way. 491 00:19:13,919 --> 00:19:15,588 ♪♪ 492 00:19:15,588 --> 00:19:17,523 And you'll add a royalty? You got to put a royalty in there, 493 00:19:17,523 --> 00:19:19,458 'cause you're talking a huge amount of money. Yeah. The math doesn't work. 494 00:19:19,458 --> 00:19:21,527 It would be $800,000, right? Total? 495 00:19:21,527 --> 00:19:22,728 Mm-hmm. 496 00:19:22,728 --> 00:19:23,896 ♪♪ 497 00:19:23,896 --> 00:19:25,498 I'll give it to you. Here it comes. 498 00:19:25,498 --> 00:19:28,934 $800,000 for 20%, four Sharks. 499 00:19:28,934 --> 00:19:33,939 There is a $2 royalty until 3x on the capital is back. 500 00:19:33,939 --> 00:19:37,843 And we go to work like hell on distribution, obviously. Yes. 501 00:19:37,843 --> 00:19:39,745 Okay. Look. I will do that deal. I'm good with that. I'm in. 502 00:19:39,745 --> 00:19:41,280 Are you in? I'm in. 503 00:19:41,280 --> 00:19:42,782 I think you have agreement. Are you ready? I'm in. 504 00:19:42,782 --> 00:19:44,784 ♪♪ 505 00:19:44,784 --> 00:19:46,018 What do you think? 506 00:19:46,018 --> 00:19:48,287 I think we do it. Okay. 507 00:19:49,055 --> 00:19:50,489 You have a deal. 508 00:19:50,489 --> 00:19:52,324 All right. All right. All right. Oh, my God. I'm so excited! 509 00:19:52,324 --> 00:19:54,260 You know, that's unique. 510 00:19:54,260 --> 00:19:58,330 We need, like, a group hug. We need, like, a group hug! 511 00:19:58,330 --> 00:20:00,633 I'll come over here. Congratulations. 512 00:20:00,633 --> 00:20:02,968 Great product. Amazing numbers. 513 00:20:02,968 --> 00:20:05,504 Go, 9 Strap! Whoo! 514 00:20:05,504 --> 00:20:06,839 [ Laughing ] 515 00:20:06,839 --> 00:20:07,840 Scott: Thank you, guys. Alyson: Thank you so much. 516 00:20:07,840 --> 00:20:09,775 Thanks, guys. Thank you. 517 00:20:09,775 --> 00:20:11,310 Congratulations, you guys! 518 00:20:11,310 --> 00:20:12,778 This is amazing. 519 00:20:12,778 --> 00:20:16,482 Oh, my gosh. It's incredible! 520 00:20:16,482 --> 00:20:19,051 They all loved it. I know! 521 00:20:19,051 --> 00:20:22,188 [ Voice breaking ] They all loved it. 522 00:20:22,188 --> 00:20:24,590 Oh! 523 00:20:24,590 --> 00:20:29,061 ♪♪ 524 00:20:30,262 --> 00:20:33,165 Narrator: In Season 16, Anh and Joseph Trousdale 525 00:20:33,165 --> 00:20:34,500 made a deal with Kevin O'Leary 526 00:20:34,500 --> 00:20:37,269 for their instant-pho-soup company, PhoLicious. 527 00:20:37,269 --> 00:20:40,573 The most authentic instant pho you'll find on the market, 528 00:20:40,573 --> 00:20:42,842 developed by my mom's secret recipe. 529 00:20:42,842 --> 00:20:46,679 We didn't have investors, so we decided to sell our house. 530 00:20:46,679 --> 00:20:49,615 Our family of four lived in a camper for two years. Are you kidding? 531 00:20:49,615 --> 00:20:50,850 For two years. 532 00:20:50,850 --> 00:20:52,551 Narrator: Let's see what they're up to now. 533 00:20:52,551 --> 00:20:55,321 The following days after we aired on "Shark Tank," 534 00:20:55,321 --> 00:20:57,189 we sold out on Amazon. 535 00:20:57,189 --> 00:20:58,724 Our Walmart inventory sold out. 536 00:20:58,724 --> 00:21:01,494 Kroger reached out to us after seeing it on "Shark Tank" 537 00:21:01,494 --> 00:21:02,862 and was like, "We want you in stores." 538 00:21:02,862 --> 00:21:04,563 Anh: With Kevin's check. 539 00:21:04,563 --> 00:21:08,300 We spent over $700,000 on new equipment and robotics. 540 00:21:08,300 --> 00:21:10,736 Which allowed us to go from 8,000 bowls a day 541 00:21:10,736 --> 00:21:12,605 to over 50,000 bowls a day. 542 00:21:12,605 --> 00:21:13,973 When we pitched to the Sharks, 543 00:21:13,973 --> 00:21:17,409 PhoLicious did $4.2 million in three years. 544 00:21:17,409 --> 00:21:19,512 Since we closed the deal with Kevin 10 months ago, 545 00:21:19,512 --> 00:21:21,981 we've done $8 million in revenue, 546 00:21:21,981 --> 00:21:27,019 pushing our total to $13.5 million in lifetime sales. 547 00:21:27,019 --> 00:21:30,456 Today we're sampling our new line of super-spicy ramen, 548 00:21:30,456 --> 00:21:32,958 and we've got a little bit of extra help. 549 00:21:32,958 --> 00:21:35,828 Hey, it's not every day Chef Wonderful hands out soup, 550 00:21:35,828 --> 00:21:37,229 but I love PhoLicious. 551 00:21:37,229 --> 00:21:40,933 PhoLicious is unique. The product was spectacular. 552 00:21:40,933 --> 00:21:42,735 But the real reason for that deal -- 553 00:21:42,735 --> 00:21:44,937 Their story made me feel confident 554 00:21:44,937 --> 00:21:47,606 that if I turned on the heat, they could deal with it. 555 00:21:47,606 --> 00:21:48,741 And they did. 556 00:21:48,741 --> 00:21:50,476 Joseph: You know, our pho did so well, 557 00:21:50,476 --> 00:21:53,112 they actually came to us and said, "Ramen's hot right now. 558 00:21:53,112 --> 00:21:54,713 Can you guys make a super-spicy ramen?" 559 00:21:54,713 --> 00:21:57,249 And they gave you an end cap. This is hard to get. 560 00:21:57,249 --> 00:21:59,385 O'Leary: If you get shelf space, which they're getting, 561 00:21:59,385 --> 00:22:00,719 you got to deliver! 562 00:22:00,719 --> 00:22:02,488 The retailer's blown away by the sell-through, 563 00:22:02,488 --> 00:22:05,891 and they give them more and more and more shelf space! 564 00:22:05,891 --> 00:22:07,092 That's how it works! 565 00:22:07,092 --> 00:22:09,428 We were in a few Walmarts and all H-E-Bs. 566 00:22:09,428 --> 00:22:11,297 Since airing, we're now in Kroger's, 567 00:22:11,297 --> 00:22:13,933 all Hy-vee's, and Walmart has expanded us 568 00:22:13,933 --> 00:22:16,001 to over 2,000 locations nationwide. 569 00:22:16,001 --> 00:22:20,372 When we started our business, we risked everything -- 570 00:22:20,372 --> 00:22:22,208 our mental health, our physical health, 571 00:22:22,208 --> 00:22:23,876 our soul -- everything. 572 00:22:23,876 --> 00:22:26,612 Sometimes you just got to risk big to go big. 573 00:22:26,612 --> 00:22:29,615 Fork or chopsticks? Everybody has that thing -- 574 00:22:29,615 --> 00:22:31,483 Do I really need "Shark Tank"? 575 00:22:31,483 --> 00:22:32,651 The answer is yes. 576 00:22:32,651 --> 00:22:34,119 The connections that come with it, 577 00:22:34,119 --> 00:22:35,888 the credibility that comes with it, 578 00:22:35,888 --> 00:22:38,657 and the opportunities that come after you air -- 579 00:22:38,657 --> 00:22:40,659 We couldn't even imagine until it happened. 580 00:22:40,659 --> 00:22:42,194 The power of the "Shark Tank" platform 581 00:22:42,194 --> 00:22:43,429 is not just for business. 582 00:22:43,429 --> 00:22:45,898 It changes lives! It makes them better. 583 00:22:45,898 --> 00:22:49,802 It's incredible, and I'm so proud to be part of it. 584 00:22:49,802 --> 00:22:54,340 ♪♪ 585 00:23:01,413 --> 00:23:04,250 ♪♪ 586 00:23:04,250 --> 00:23:09,421 Narrator: Next up is a tasty treat with just one ingredient. 587 00:23:09,421 --> 00:23:16,729 ♪♪ 588 00:23:16,729 --> 00:23:18,464 Hi, Sharks. I'm Michelle. 589 00:23:18,464 --> 00:23:20,266 I'm Aviv. I'm Jayna. 590 00:23:20,266 --> 00:23:21,901 And we keep it Hundy. And we keep it Hundy. And we keep it Hundy. 591 00:23:21,901 --> 00:23:25,204 Today we're seeking a $300,000 investment 592 00:23:25,204 --> 00:23:29,108 in exchange for 10% equity in our company, Hundy -- 593 00:23:29,108 --> 00:23:31,810 what the frozen fruit pop always should have been. 594 00:23:31,810 --> 00:23:36,048 Sharks, we are in the thick of an ingredient revolution. 595 00:23:36,048 --> 00:23:37,917 Today's consumers aren't just shopping. 596 00:23:37,917 --> 00:23:39,318 They're nutrition-label detectives 597 00:23:39,318 --> 00:23:41,120 demanding transparency. 598 00:23:41,120 --> 00:23:42,955 Take a walk down the frozen aisle 599 00:23:42,955 --> 00:23:46,158 and you'll find most products are filled with ingredients 600 00:23:46,158 --> 00:23:48,761 that belong in a lab, not in your food. 601 00:23:48,761 --> 00:23:50,462 Red 40? No, thank you. 602 00:23:50,462 --> 00:23:51,563 Ew! Ew! 603 00:23:51,563 --> 00:23:53,032 [ Laughing ] Geez. Yellow 5? 604 00:23:53,032 --> 00:23:54,199 But why? 605 00:23:54,199 --> 00:23:55,634 Gross. Gross. 606 00:23:55,634 --> 00:23:56,769 [ Laughing ] 607 00:23:56,769 --> 00:23:59,972 Sodium benzoate? What even is that? 608 00:23:59,972 --> 00:24:01,640 Can I buy that painting? 609 00:24:01,640 --> 00:24:03,509 That's why we created Hundy, 610 00:24:03,509 --> 00:24:06,879 the cleanest-label frozen fruit pop ever made. 611 00:24:06,879 --> 00:24:10,349 Now, Sharks, introducing the only ingredients in Hundy. 612 00:24:10,349 --> 00:24:13,185 Put your hands together for organic mango 613 00:24:13,185 --> 00:24:15,187 and organic pineapple! 614 00:24:15,187 --> 00:24:17,756 [ Cheers and applause ] 615 00:24:17,756 --> 00:24:21,193 Oh, my God. We've got samples! 616 00:24:21,193 --> 00:24:23,228 Yay! Thank you very much. 617 00:24:23,228 --> 00:24:25,297 Lubetzky: Go, mango! Williams: Oh! 618 00:24:25,297 --> 00:24:27,099 Go, mango! Go, mango! 619 00:24:27,099 --> 00:24:29,234 Scott: Thank you! Go, go, go, mango! 620 00:24:29,234 --> 00:24:31,603 Go, mango. Go, mango. 621 00:24:31,603 --> 00:24:34,306 Scott: You're very excited about that, Daniel. 622 00:24:34,306 --> 00:24:37,576 That's right, Sharks. No additives, no preservatives. 623 00:24:37,576 --> 00:24:42,848 Just fruit, frozen to peak ripeness and packed in a mess-free, on-the-go tube. 624 00:24:42,848 --> 00:24:45,784 Parents trust it. Kids crush it. 625 00:24:45,784 --> 00:24:48,053 Healthy eaters call it a miracle. 626 00:24:48,053 --> 00:24:49,455 We're not just a frozen treat. 627 00:24:49,455 --> 00:24:51,757 We're redefining what belongs in your freezer. Mmm. 628 00:24:51,757 --> 00:24:55,060 So, Sharks, who's ready to lead the clean-label takeover 629 00:24:55,060 --> 00:24:56,895 and freeze out the old guard? 630 00:24:56,895 --> 00:24:59,064 Come change the game and keep it Hundy with us. 631 00:24:59,064 --> 00:25:01,367 O'Leary: Very good. Very tasty. Yummy. Very delicious. 632 00:25:01,367 --> 00:25:02,601 Any added sugar? 633 00:25:02,601 --> 00:25:04,803 And there's nothing in it but the fruit? 634 00:25:04,803 --> 00:25:07,506 All you're eating is 100% USDA organic fruit. 635 00:25:07,506 --> 00:25:10,509 This stuff is insanely delicious. 636 00:25:10,509 --> 00:25:11,744 Thank you, Daniel. Aww! Thank you. 637 00:25:11,744 --> 00:25:14,279 Most popsicles is just water or whatever. 638 00:25:14,279 --> 00:25:16,548 Exactly. This, you feel that you're doing something good 639 00:25:16,548 --> 00:25:18,384 because you're eating the mango and the chunks, 640 00:25:18,384 --> 00:25:20,152 and it's a very nice experience. 641 00:25:20,152 --> 00:25:22,421 So we have in front of us mango and pineapple. 642 00:25:22,421 --> 00:25:24,089 But are there others? Michelle: That's a great question. 643 00:25:24,089 --> 00:25:25,691 One of the reasons we're here 644 00:25:25,691 --> 00:25:27,726 is that we want to introduce our next fruit. 645 00:25:27,726 --> 00:25:31,330 We've been asked for it by some retailers, to have a third SKU. 646 00:25:31,330 --> 00:25:33,732 It's berry. We love our berry. 647 00:25:33,732 --> 00:25:36,135 Yeah. Berry would be great. Aviv: It'll be a harmonious blend 648 00:25:36,135 --> 00:25:38,203 of organic raspberries and organic blueberries. 649 00:25:38,203 --> 00:25:39,738 We all love the product. 650 00:25:39,738 --> 00:25:43,308 So let's talk about the 300,000 for 10%, 3 million valuation. 651 00:25:43,308 --> 00:25:45,444 So you must have some sales. 652 00:25:45,444 --> 00:25:47,413 Michelle: We do. We launched in 2024. 653 00:25:47,413 --> 00:25:50,115 We've done $300,000 to date. 654 00:25:50,115 --> 00:25:52,217 We are in 350 retailers to date, 655 00:25:52,217 --> 00:25:54,620 mainly focused in the western region. 656 00:25:54,620 --> 00:25:56,455 What are you gonna do this year in sales? 657 00:25:56,455 --> 00:25:58,190 This year in sales, we're looking at 760,000 658 00:25:58,190 --> 00:26:00,392 with our current retailers. Wow! 659 00:26:00,392 --> 00:26:01,760 Impressive. Very good. 660 00:26:01,760 --> 00:26:03,028 You're not making any money yet, right? 661 00:26:03,028 --> 00:26:05,330 We do have margins, so we are making money, 662 00:26:05,330 --> 00:26:07,332 but we're reinvesting it back into the product 663 00:26:07,332 --> 00:26:08,500 to buy our raw materials. 664 00:26:08,500 --> 00:26:09,802 And where did the name come from? 665 00:26:09,802 --> 00:26:11,670 So, Hundy means 100%. 666 00:26:11,670 --> 00:26:14,706 It's 100% fruit, organic fruit. It would always be that way. 667 00:26:14,706 --> 00:26:16,942 We will never use any other ingredients. 668 00:26:16,942 --> 00:26:18,911 And keeping it Hundy means, you know, 669 00:26:18,911 --> 00:26:20,846 galvanizing community to have a collective sense of joy -- 670 00:26:20,846 --> 00:26:22,514 Oh, I know what it means. I say it every day. 671 00:26:22,514 --> 00:26:24,249 Aviv: Heck, yeah. Hell, yeah, Rashaun. 672 00:26:24,249 --> 00:26:25,784 That expression exists? Yes. 673 00:26:25,784 --> 00:26:27,653 100% it exists! 674 00:26:27,653 --> 00:26:28,821 You like the name Hundy? 675 00:26:28,821 --> 00:26:31,290 I do. We are the first of its kind. 676 00:26:31,290 --> 00:26:33,926 We are the only product in the frozen-novelty section 677 00:26:33,926 --> 00:26:36,195 that is truly one ingredient. 678 00:26:36,195 --> 00:26:38,897 And, you know, we're reformatting something 679 00:26:38,897 --> 00:26:41,200 that you all know about from the past, 680 00:26:41,200 --> 00:26:43,669 that we grew up eating, which was those, you know, 681 00:26:43,669 --> 00:26:46,305 freeze pops that are essentially water, sugar, 682 00:26:46,305 --> 00:26:49,374 high-fructose corn syrup, and extremely harmful food dyes 683 00:26:49,374 --> 00:26:51,143 that I was splattering on that board for a reason -- 684 00:26:51,143 --> 00:26:52,744 because they're terrible for you. 685 00:26:52,744 --> 00:26:54,413 How big a mode is there here? 686 00:26:54,413 --> 00:26:56,415 'Cause, I mean, there's nothing really proprietary 687 00:26:56,415 --> 00:26:58,851 about crushing fruit and freezing it. 688 00:26:58,851 --> 00:27:00,252 We do have a patent pending. 689 00:27:00,252 --> 00:27:02,621 What would be the patent for? The process? 690 00:27:02,621 --> 00:27:03,856 The process itself. 691 00:27:03,856 --> 00:27:05,190 It is more complicated 692 00:27:05,190 --> 00:27:07,359 than just putting frozen fruit into a tube. 693 00:27:07,359 --> 00:27:09,728 If you did that, it wouldn't come out as a pop. 694 00:27:09,728 --> 00:27:11,230 It would come out like those smoothie bags. 695 00:27:11,230 --> 00:27:13,966 We're keeping the integrity of those chunks, 696 00:27:13,966 --> 00:27:15,300 and that's the really unique part. 697 00:27:15,300 --> 00:27:17,035 And then, again, not adding anything. 698 00:27:17,035 --> 00:27:19,404 And we also have a frozen shelf life of two years. 699 00:27:19,404 --> 00:27:21,940 So we're a little bit about sustainability. That's a long time. 700 00:27:21,940 --> 00:27:23,342 How much do you sell it for? 701 00:27:23,342 --> 00:27:26,812 Our suggested retail price is between $8.99 and $9.99. 702 00:27:26,812 --> 00:27:29,748 What does it cost you? Michelle: Our mango cost $3.22 to make. 703 00:27:29,748 --> 00:27:32,751 Our pineapple goes for $3.92 for us to make. 704 00:27:32,751 --> 00:27:36,221 The most popular fruits are strawberries, bananas. 705 00:27:36,221 --> 00:27:38,290 Why are you afraid to go there? 706 00:27:38,290 --> 00:27:39,958 Strawberries can be unpredictable. 707 00:27:39,958 --> 00:27:41,760 Even though they look amazing in appearance, 708 00:27:41,760 --> 00:27:44,196 they're not always that sweet, especially when they freeze. 709 00:27:44,196 --> 00:27:48,066 If you're not particularly crazy about mango or pineapple, 710 00:27:48,066 --> 00:27:50,035 then you might not pick it up. 711 00:27:50,035 --> 00:27:53,205 So I love the mission, but as an investment for me today, 712 00:27:53,205 --> 00:27:54,473 it's not the right one. 713 00:27:54,473 --> 00:27:56,108 So I wish you good luck, but I'm out. 714 00:27:56,108 --> 00:27:58,944 Thanks so much, Lori. We really appreciate that feedback as well. 715 00:27:58,944 --> 00:28:02,981 I agree with Lori 100%. I love that it's 100% fruit. 716 00:28:02,981 --> 00:28:04,850 I am always looking for something 717 00:28:04,850 --> 00:28:06,685 that's a healthy dessert for my family, 718 00:28:06,685 --> 00:28:08,787 and I'm so excited to become a customer. 719 00:28:08,787 --> 00:28:11,857 But as a Shark and coming in and trying to really help you grow 720 00:28:11,857 --> 00:28:14,326 and expand this brand, I just don't think I'm the right one. 721 00:28:14,326 --> 00:28:16,061 And for that reason, I'm out. 722 00:28:16,061 --> 00:28:17,596 Thanks so much, Kendra. Thank you. We appreciate it. 723 00:28:17,596 --> 00:28:18,897 We understand. And thank you. 724 00:28:18,897 --> 00:28:21,366 Uh, guys, you're not worth 3 million bucks. 725 00:28:21,366 --> 00:28:24,303 But I don't want to beat you up into a pulp. 726 00:28:24,303 --> 00:28:27,773 It's the hardest job in the world that you're facing. 727 00:28:27,773 --> 00:28:29,608 And we're here to do it. I just -- O'Leary: No, no. 728 00:28:29,608 --> 00:28:31,276 I believe you can. 729 00:28:31,276 --> 00:28:32,544 I just had a baby three weeks ago, and -- 730 00:28:32,544 --> 00:28:34,346 Greiner: You did?! Look at you! Amazing! 731 00:28:34,346 --> 00:28:36,982 I'm standing here for my other baby as well. Congratulations, you guys. 732 00:28:36,982 --> 00:28:38,150 Wow! 733 00:28:38,150 --> 00:28:39,618 You know, I love the kumbaya stuff, 734 00:28:39,618 --> 00:28:41,453 but at the end of the day, it's a business, all right? 735 00:28:41,453 --> 00:28:43,622 We're ready to scale. We know how to do it. 736 00:28:43,622 --> 00:28:45,791 The great news is you're on trend for your longevity. 737 00:28:45,791 --> 00:28:48,594 You could argue that, for the fructose versus cane sugar. 738 00:28:48,594 --> 00:28:52,064 All this stuff, but I'm not your guy because I j-- 739 00:28:52,064 --> 00:28:55,434 I want to shred you on valuation, but I'm too nice! 740 00:28:55,434 --> 00:28:57,936 Well, why do you... I've got anger management now. 741 00:28:57,936 --> 00:29:00,072 I've got anger management. But look... Yes. 742 00:29:00,072 --> 00:29:02,074 Good luck to you. I'm out. 743 00:29:03,408 --> 00:29:05,844 Lubetzky: Listen, guys. You're very credible. 744 00:29:05,844 --> 00:29:08,747 You know your stuff. I think you're gonna do well. 745 00:29:08,747 --> 00:29:11,149 I also know - I don't think. I know -- 746 00:29:11,149 --> 00:29:13,185 that it's gonna be like this -- Wha-hoo! 747 00:29:13,185 --> 00:29:15,554 Like a roller-coaster ride. 748 00:29:15,554 --> 00:29:18,123 Your valuation is completely mispriced... 749 00:29:19,691 --> 00:29:22,027 ...and your margins need to improve. 750 00:29:22,027 --> 00:29:25,063 There's just a huge gap between where you're at 751 00:29:25,063 --> 00:29:27,633 and where you need to be for me to be able to consider 752 00:29:27,633 --> 00:29:29,701 an investable business, so for those reasons, I'm out. 753 00:29:29,701 --> 00:29:32,170 So what do you think the valuation should be? 754 00:29:32,170 --> 00:29:35,007 And it just seems like the valuation is stuck for you guys. 755 00:29:35,007 --> 00:29:37,209 It's not solely your valuation. 756 00:29:37,209 --> 00:29:40,279 The bigger thing is you don't have product-market fit yet, 757 00:29:40,279 --> 00:29:41,980 and it's just too early. 758 00:29:41,980 --> 00:29:43,448 So let me give you an example. 759 00:29:43,448 --> 00:29:45,684 Is this for babies, adults, or workout people, right? 760 00:29:45,684 --> 00:29:47,619 Should I put it in a smoothie? 761 00:29:47,619 --> 00:29:50,856 Should I feed it to babies? Or should I put tequila in it? 762 00:29:50,856 --> 00:29:52,891 It's for babies who work out. [ Laughter ] 763 00:29:52,891 --> 00:29:55,927 Right. It's a little too early to know 764 00:29:55,927 --> 00:29:57,963 who the main buyers of this thing are, 765 00:29:57,963 --> 00:30:02,134 so you can't target them and add accelerator to your growth. 766 00:30:02,134 --> 00:30:04,303 And that's a very tough situation for an investor, 767 00:30:04,303 --> 00:30:06,338 'cause again, I'm not giving you lift. 768 00:30:06,338 --> 00:30:08,707 I'm giving you runway. And investors like to get lift. 769 00:30:08,707 --> 00:30:10,876 I have to say, Rashaun, every time I listen to you talk, 770 00:30:10,876 --> 00:30:12,010 I fall in love. 771 00:30:12,010 --> 00:30:14,513 Everything you say is so interesting. 772 00:30:14,513 --> 00:30:17,983 I'm highly susceptible to flattery, so I appreciate that. 773 00:30:17,983 --> 00:30:21,253 Now, so, the last thing is you have the right pitch. 774 00:30:21,253 --> 00:30:23,422 You're raising the right amount of money -- 775 00:30:23,422 --> 00:30:25,123 but just from the wrong people. 776 00:30:25,123 --> 00:30:28,560 You should really be talking to family, friends, 777 00:30:28,560 --> 00:30:30,729 and you know who the last F is? 778 00:30:30,729 --> 00:30:32,331 Fools. Those are the three people 779 00:30:32,331 --> 00:30:33,965 you should be raising from right now. 780 00:30:33,965 --> 00:30:36,702 So unfortunately, guys, I'm out. 781 00:30:36,702 --> 00:30:38,136 Okay. All right. 782 00:30:38,136 --> 00:30:40,806 We really appreciate it. Thank you for all the feedback. 783 00:30:40,806 --> 00:30:41,907 Thank you, guys. Good luck. 784 00:30:41,907 --> 00:30:42,974 Jayna: Thank you all so much. 785 00:30:42,974 --> 00:30:44,242 Really appreciate the opportunity. 786 00:30:44,242 --> 00:30:45,477 Thank you. Thank you. 787 00:30:45,477 --> 00:30:47,746 ♪♪ 788 00:30:47,746 --> 00:30:49,748 Jayna: Everything that hasn't worked out for us 789 00:30:49,748 --> 00:30:51,416 ends up really working out for us. 790 00:30:51,416 --> 00:30:55,053 So we're gonna stay optimistic, we're gonna stay motivated, 791 00:30:55,053 --> 00:30:57,856 and we're always gonna continue to keep it Hundy. 792 00:31:05,931 --> 00:31:08,567 ♪♪ 793 00:31:08,567 --> 00:31:10,635 Narrator: Next up is a beauty brand 794 00:31:10,635 --> 00:31:13,905 that both kids and parents will love. 795 00:31:13,905 --> 00:31:20,212 ♪♪ 796 00:31:20,212 --> 00:31:21,947 Hi, Sharks. I'm Sydney. 797 00:31:21,947 --> 00:31:23,915 And I'm Sydney's mom, Tiffany. 798 00:31:23,915 --> 00:31:25,684 I'm Sydney's dad, Byron. 799 00:31:25,684 --> 00:31:27,986 And we're from Santa Barbara, California. 800 00:31:27,986 --> 00:31:30,956 Today we're seeking $200,000 801 00:31:30,956 --> 00:31:33,592 for 10% of my company, Glimmer Wish. 802 00:31:33,592 --> 00:31:36,395 I have always loved cute and fun beauty products 803 00:31:36,395 --> 00:31:38,063 for as long as I can remember, 804 00:31:38,063 --> 00:31:40,198 but my mom would take one look at the ingredient list 805 00:31:40,198 --> 00:31:41,767 and say, "No way." 806 00:31:41,767 --> 00:31:44,836 Because they were packed with harsh and unhealthy chemicals. 807 00:31:44,836 --> 00:31:47,606 I wanted Sydney using safe and clean ingredients, 808 00:31:47,606 --> 00:31:49,808 but the health-food-store options I offered her 809 00:31:49,808 --> 00:31:51,410 did not appeal to Sydney. 810 00:31:51,410 --> 00:31:53,545 All of the clean products were not fun, 811 00:31:53,545 --> 00:31:55,147 smelled bad, and were just boring. 812 00:31:55,147 --> 00:31:56,848 And who wants boring? 813 00:31:56,848 --> 00:31:59,851 See, Sydney wanted the fun and delicious scents, 814 00:31:59,851 --> 00:32:02,754 but Mom wanted the clean and safe ingredients. 815 00:32:02,754 --> 00:32:05,424 We couldn't find any products that had both. 816 00:32:05,424 --> 00:32:08,026 That's when I decided to start Glimmer Wish 817 00:32:08,026 --> 00:32:10,262 and make clean products fun. 818 00:32:10,262 --> 00:32:12,898 The Unicorn collection smells like Sydney's favorite, 819 00:32:12,898 --> 00:32:15,467 cotton candy, and the Mermaid collection 820 00:32:15,467 --> 00:32:17,402 smells like a tropical island vacation. 821 00:32:17,402 --> 00:32:19,938 Both collections include shampoo, conditioner, 822 00:32:19,938 --> 00:32:23,608 body wash, hair detanglers, hairbrushes, and more. 823 00:32:23,608 --> 00:32:25,811 Our formulas are made in the USA 824 00:32:25,811 --> 00:32:28,647 with our strict clean-ingredient protocol. 825 00:32:28,647 --> 00:32:33,218 They're dermatologist tested, 100% vegan, and cruelty free. 826 00:32:33,218 --> 00:32:36,822 All: So, Sharks, who's ready to swim with the mermaids? 827 00:32:36,822 --> 00:32:39,925 So, Sydney, how old are you? 828 00:32:39,925 --> 00:32:41,927 I'm 16. You are so impressive. 829 00:32:41,927 --> 00:32:43,428 Thank you. And you're like, 830 00:32:43,428 --> 00:32:47,399 "I want 200,000 for 10% of my $2 million company!" 831 00:32:47,399 --> 00:32:50,368 Like, bam! Look at you! Go, girl! 832 00:32:50,368 --> 00:32:51,937 Thank you. I love this! 833 00:32:51,937 --> 00:32:55,640 How involved were you in bringing this brand to life? 834 00:32:55,640 --> 00:32:57,843 My grandma and I actually sketched out 835 00:32:57,843 --> 00:33:00,345 the designs for the bottles. 836 00:33:00,345 --> 00:33:02,581 Yeah. I was very involved in it. These are beautiful. 837 00:33:02,581 --> 00:33:04,316 Thank you. Really a beautiful package. 838 00:33:04,316 --> 00:33:06,017 So nice, right? I mean, it's so pretty, 839 00:33:06,017 --> 00:33:08,220 after I use it, I wouldn't want to throw it away. 840 00:33:08,220 --> 00:33:09,921 Thank you. It's so pretty. 841 00:33:09,921 --> 00:33:11,389 I will tell you -- I think the fragrances -- 842 00:33:11,389 --> 00:33:13,625 I love the smell of cotton candy... 843 00:33:13,625 --> 00:33:15,227 Oh, my goodness! ...vanilla. 844 00:33:15,227 --> 00:33:18,897 Like, I love -- The three here. smell just phenomenal. 845 00:33:18,897 --> 00:33:20,866 You want to eat them, really. 846 00:33:20,866 --> 00:33:23,134 I would love having them in my hair. 847 00:33:23,134 --> 00:33:25,270 I'm dying to know right out of the gate -- 848 00:33:25,270 --> 00:33:26,538 What are your sales? 849 00:33:26,538 --> 00:33:29,341 Yes. 2023 is our first full calendar year, 850 00:33:29,341 --> 00:33:31,142 and we did $1 million in sales. 851 00:33:31,142 --> 00:33:32,010 Whoa! Scott: Wow. 852 00:33:32,010 --> 00:33:33,278 Wow. Sydney! 853 00:33:33,278 --> 00:33:36,448 Unbelievable. Okay. Let's talk the next year. 854 00:33:36,448 --> 00:33:37,849 '24? 855 00:33:37,849 --> 00:33:40,385 In 2024, we did $1.1 million in sales. 856 00:33:40,385 --> 00:33:41,653 Okay. O'Leary: Okay. 857 00:33:41,653 --> 00:33:43,255 And then this year, we are projected to do 858 00:33:43,255 --> 00:33:45,657 $1.5 million in sales. 859 00:33:45,657 --> 00:33:47,893 And where are you guys selling right now? 860 00:33:47,893 --> 00:33:50,729 So, 90% of our sales are direct to consumer. 861 00:33:50,729 --> 00:33:52,397 Are you making any money? 862 00:33:52,397 --> 00:33:54,900 This year will be profitable. Last year, we were not. 863 00:33:54,900 --> 00:33:56,401 How did you end last year? 864 00:33:56,401 --> 00:33:58,937 On the 1.1 million, we lost 185,000 last year. 865 00:33:58,937 --> 00:34:01,172 And why? Advertising costs. 866 00:34:01,172 --> 00:34:05,443 So we wanted to, out of the gate, really see -- 867 00:34:05,443 --> 00:34:07,112 Do we have product-market fit? 868 00:34:07,112 --> 00:34:09,880 How much did you spend? We've put in 1.2 million. 869 00:34:09,880 --> 00:34:11,516 Whoa. Wow. 870 00:34:12,717 --> 00:34:15,152 So, tell us about you and your background. 871 00:34:15,152 --> 00:34:18,757 In college, I co-founded a med-tech firm. 872 00:34:18,757 --> 00:34:20,158 Oh. Okay. 873 00:34:20,158 --> 00:34:23,027 And I grew revenue to more than $360 million per year. 874 00:34:23,027 --> 00:34:25,263 Oh, wow. Impressive. 875 00:34:25,263 --> 00:34:28,433 Very. And we took the company public in 2014, 876 00:34:28,433 --> 00:34:32,170 and things were going great, but then we started to falter, 877 00:34:32,170 --> 00:34:35,206 and the pandemic really hurt our business. 878 00:34:35,206 --> 00:34:36,908 Sorry. Our CEO retired, 879 00:34:36,908 --> 00:34:40,745 and the new CEO proceeded to replace 880 00:34:40,745 --> 00:34:43,915 the entire executive team, myself included. 881 00:34:43,915 --> 00:34:47,018 And so after 20 years of building my company, 882 00:34:47,018 --> 00:34:48,753 it was taken away from me. 883 00:34:48,753 --> 00:34:50,322 I didn't know what to do. 884 00:34:50,322 --> 00:34:53,190 And Tiffany, my wife, said, "Well, look at what you have. 885 00:34:53,190 --> 00:34:54,626 What about Glimmer Wish?" 886 00:34:54,626 --> 00:34:59,197 And I said, "Am I really gonna go from med tech to mermaids? 887 00:34:59,197 --> 00:35:01,833 But we really analyzed the company. Yes. 888 00:35:01,833 --> 00:35:04,869 I made Sydney write a business plan and present it to me. 889 00:35:04,869 --> 00:35:06,938 Tiffany: I have a degree in communication studies 890 00:35:06,938 --> 00:35:09,507 and advertising, and that's how I met Byron. 891 00:35:09,507 --> 00:35:11,409 He was starting his med-tech company. 892 00:35:11,409 --> 00:35:13,445 And we fell in love, get married, 893 00:35:13,445 --> 00:35:15,814 a few years later have Sydney, 894 00:35:15,814 --> 00:35:18,717 and I started having some really scary symptoms -- 895 00:35:18,717 --> 00:35:20,452 chest pain, shortness of breath. 896 00:35:20,452 --> 00:35:22,854 I was in and out of the E.R. Oh, my goodness. 897 00:35:22,854 --> 00:35:24,990 Oh, my gosh. And I didn't know what was going on, 898 00:35:24,990 --> 00:35:26,992 and neither did any of the doctors. 899 00:35:26,992 --> 00:35:29,060 And it took three years 900 00:35:29,060 --> 00:35:31,796 for me to finally get a diagnosis of Lyme disease. 901 00:35:31,796 --> 00:35:33,498 Oh, my gosh. Oh, wow. 902 00:35:33,498 --> 00:35:37,035 It was a really hard time, and I remember in the E.R., 903 00:35:37,035 --> 00:35:39,204 I was laying in the hospital, and I was... 904 00:35:39,204 --> 00:35:42,240 just prayed that God would let me raise my young kids. 905 00:35:42,240 --> 00:35:44,976 [ Voice breaking ] And it's so amazing 906 00:35:44,976 --> 00:35:46,911 to be here today because... 907 00:35:46,911 --> 00:35:49,080 I didn't know how it was gonna work out. 908 00:35:50,115 --> 00:35:54,085 And to be here today with Sydney is such a blessing, 909 00:35:54,085 --> 00:35:58,423 and I'm so thankful to God that I'm here and healthy. 910 00:35:58,423 --> 00:36:01,459 And...there's so much to this company. 911 00:36:01,459 --> 00:36:06,197 Um...because I realize how sick people can get. 912 00:36:06,197 --> 00:36:07,866 And it changed everything -- 913 00:36:07,866 --> 00:36:10,368 every product we used, everything we ate. 914 00:36:10,368 --> 00:36:12,937 And I was, like, on a mission to heal myself, 915 00:36:12,937 --> 00:36:15,206 to heal my family, and to make sure 916 00:36:15,206 --> 00:36:18,176 that anybody else wouldn't be caught in this situation 917 00:36:18,176 --> 00:36:20,512 of just continual toxins in our body. 918 00:36:20,512 --> 00:36:21,946 Yeah. 919 00:36:21,946 --> 00:36:23,448 This is the silver lining. 920 00:36:23,448 --> 00:36:25,150 Yes. Williams: Mm. 921 00:36:25,150 --> 00:36:26,718 Greiner: All right guys. 922 00:36:26,718 --> 00:36:29,354 What is the price to make this, and what do you sell it for? 923 00:36:29,354 --> 00:36:31,856 $4 on average to make it, 924 00:36:31,856 --> 00:36:34,526 and we sell it for $22 on average. 925 00:36:34,526 --> 00:36:36,861 Wow. 22? That's a premium product. 926 00:36:36,861 --> 00:36:40,198 So it's a high price point for a shampoo. 927 00:36:40,198 --> 00:36:41,900 O'Leary: So you're 90% direct to consumer. 928 00:36:41,900 --> 00:36:43,134 Correct. 929 00:36:43,134 --> 00:36:45,270 So you know your customer acquisition cost. 930 00:36:45,270 --> 00:36:47,605 Yes. So, our CAC is $10. 931 00:36:47,605 --> 00:36:48,773 That's high. 932 00:36:48,773 --> 00:36:51,276 ROAS? ROAS is 2.3. 933 00:36:51,276 --> 00:36:54,913 And obviously that's directly attributed revenue 934 00:36:54,913 --> 00:36:56,081 to that ad spend. 935 00:36:56,081 --> 00:36:58,016 Williams: Let me ask you a question. 936 00:36:58,016 --> 00:37:00,518 What do you need to do to do 10 million in sales? 937 00:37:00,518 --> 00:37:01,886 Your money. 938 00:37:01,886 --> 00:37:03,421 "Your money"! [ Laughs ] 939 00:37:03,421 --> 00:37:06,157 So for 200 grand, you guys would do 10 million in sales? 940 00:37:06,157 --> 00:37:08,460 Well, that's the catalyst. Maybe a little more than that. 941 00:37:08,460 --> 00:37:10,128 But we're growing, 942 00:37:10,128 --> 00:37:13,732 and we're really starting to get now interest in retail, 943 00:37:13,732 --> 00:37:15,400 which can really accelerate it. 944 00:37:15,400 --> 00:37:17,235 Oh, I wouldn't go there right now. 945 00:37:17,235 --> 00:37:19,204 You know, I sold my first company 946 00:37:19,204 --> 00:37:21,239 to Mattel, the toy company. 947 00:37:21,239 --> 00:37:24,542 One of our targets was 4- to 14-year-old girls -- 948 00:37:24,542 --> 00:37:25,910 dolls, plush toys. 949 00:37:25,910 --> 00:37:27,645 One thing I learned right away 950 00:37:27,645 --> 00:37:29,280 is they don't have any credit cards. 951 00:37:29,280 --> 00:37:32,584 You got to capture the parent at a time 952 00:37:32,584 --> 00:37:36,821 when they want to introduce this fun, safe, clean product. 953 00:37:36,821 --> 00:37:39,991 And that was what really, really was tough. 954 00:37:39,991 --> 00:37:42,727 Mom is always on the lookout for products, 955 00:37:42,727 --> 00:37:44,262 and especially health-conscious moms 956 00:37:44,262 --> 00:37:45,997 that want clean ingredients. 957 00:37:45,997 --> 00:37:48,233 I get it. I get it. We see moms that say, "Okay. Clean ingredients --" 958 00:37:48,233 --> 00:37:50,168 But that is the target -- the mother. 959 00:37:50,168 --> 00:37:53,104 The mom is the target. And it's not only -- The mother with the credit card. 960 00:37:53,104 --> 00:37:54,572 But this isn't a journey I'm gonna take with you guys. 961 00:37:54,572 --> 00:37:56,074 The numbers are pretty tough for me. 962 00:37:56,074 --> 00:37:57,509 Look. I'm out. 963 00:37:57,509 --> 00:37:59,110 ♪♪ 964 00:37:59,110 --> 00:38:01,913 Sydney, can I tell you guys how to get to 10 million in sales? 965 00:38:01,913 --> 00:38:03,648 You guys need to create YouTube content, 966 00:38:03,648 --> 00:38:05,450 and you need to be an influencer for girls 967 00:38:05,450 --> 00:38:07,318 that are your target demo. 968 00:38:07,318 --> 00:38:09,554 If you just went and became an influencer, 969 00:38:09,554 --> 00:38:11,723 the sales will come because all of these kids 970 00:38:11,723 --> 00:38:14,192 are glued to YouTube and TikTok. 971 00:38:14,192 --> 00:38:16,494 That's how you get Yes. to 10 million and get 972 00:38:16,494 --> 00:38:19,697 your customer-acquisition costs down overnight, right? 973 00:38:19,697 --> 00:38:21,599 Yeah. But it's not my area of expertise. 974 00:38:21,599 --> 00:38:24,035 I don't think I can help you along that journey, 975 00:38:24,035 --> 00:38:25,970 so, unfortunately, I'm out. 976 00:38:25,970 --> 00:38:27,605 Thank you. Thanks for your feedback. 977 00:38:27,605 --> 00:38:30,141 Lubetzky: I think I'm also gonna step out 978 00:38:30,141 --> 00:38:33,144 just because you have two formidable women joining forces. 979 00:38:33,144 --> 00:38:34,612 They're not inviting me. 980 00:38:34,612 --> 00:38:37,949 And also it's not an industry that I am an expert in. 981 00:38:37,949 --> 00:38:39,651 So for those reasons, I'm out. 982 00:38:39,651 --> 00:38:40,885 Thank you. Thank you. 983 00:38:40,885 --> 00:38:42,554 So, guys, this is a phenomenal product. 984 00:38:42,554 --> 00:38:44,756 I think you have a beauty brand 985 00:38:44,756 --> 00:38:48,827 that could absolutely blow up if you have the right partners. 986 00:38:48,827 --> 00:38:51,963 And I think that's where my beautiful friend Lori and I 987 00:38:51,963 --> 00:38:53,064 would come in. 988 00:38:53,064 --> 00:38:56,267 So what we're thinking... Uh-oh. 989 00:38:56,267 --> 00:38:58,536 We think your valuation's a little off, okay? 990 00:38:58,536 --> 00:39:00,038 Look, guys. You lost some money. 991 00:39:00,038 --> 00:39:01,906 We know you've invested so much in this. 992 00:39:01,906 --> 00:39:05,543 But we feel like a fair offer is 200,000 993 00:39:05,543 --> 00:39:07,045 for 20% of your business. 994 00:39:07,045 --> 00:39:10,715 We each would take 10% to make it worth our while. 995 00:39:10,715 --> 00:39:13,117 We're gonna have to do a lot of work here 996 00:39:13,117 --> 00:39:15,019 to really help you guys propel this. 997 00:39:15,019 --> 00:39:16,988 So less than what you're projecting to sell this year. We're not done. 998 00:39:16,988 --> 00:39:18,323 My offer is not over yet. 999 00:39:18,323 --> 00:39:21,159 Wait. Wait. There's more. But wait. There's more. 1000 00:39:21,159 --> 00:39:24,262 ♪♪ 1001 00:39:32,537 --> 00:39:34,606 Narrator: Three Sharks are out, 1002 00:39:34,606 --> 00:39:36,074 but Kendra and Lori have an offer 1003 00:39:36,074 --> 00:39:39,811 for Sydney's clean beauty line, Glimmer Wish. 1004 00:39:39,811 --> 00:39:44,582 So we are gonna offer you 200,000 for 20% of your company. 1005 00:39:44,582 --> 00:39:45,984 10%, 10%. 1006 00:39:45,984 --> 00:39:49,487 But we want a royalty -- a dollar per every item sold 1007 00:39:49,487 --> 00:39:51,890 until we get one and a half times back our money. 1008 00:39:51,890 --> 00:39:55,026 Very fair and reasonable to be able to put that risk in. 1009 00:39:55,026 --> 00:39:56,527 Thank you. And also -- 1010 00:39:56,527 --> 00:39:58,263 So you have to pay them back 300,000. 1011 00:39:58,263 --> 00:39:59,530 They have learned -- 1012 00:39:59,530 --> 00:40:02,400 The grasshoppers have learned from the master. 1013 00:40:02,400 --> 00:40:07,171 We understand the desire for liquidity on the royalty. 1014 00:40:07,171 --> 00:40:11,075 Our ask was 10% for common stock. 1015 00:40:11,075 --> 00:40:15,747 What if we did the 10% for preferred stock? 1016 00:40:15,747 --> 00:40:19,717 So you could participate in all of distributions 1017 00:40:19,717 --> 00:40:22,453 right along with us along the way? Mm! Mm. 1018 00:40:22,453 --> 00:40:24,322 ♪♪ 1019 00:40:24,322 --> 00:40:26,324 I kind of like that. 1020 00:40:26,324 --> 00:40:29,360 How about preferred at 15%? 1021 00:40:30,461 --> 00:40:31,863 And still the payback. 1022 00:40:31,863 --> 00:40:33,731 Oh. 1023 00:40:33,731 --> 00:40:35,700 Oh. You still want the royalty? Yeah. I still want the royalty. 1024 00:40:35,700 --> 00:40:38,970 Well, then... 1025 00:40:38,970 --> 00:40:42,173 Would you be willing to come down on the royalty 1026 00:40:42,173 --> 00:40:45,576 just so we can fully invest back into the company, 1027 00:40:45,576 --> 00:40:47,545 grow as fast as we can? 1028 00:40:47,545 --> 00:40:49,681 It's only $1, and there's two Sharks. 1029 00:40:49,681 --> 00:40:51,482 Right. 1030 00:40:51,482 --> 00:40:54,285 O'Leary: What are you gonna do? 1031 00:40:54,285 --> 00:40:56,721 We're good with the 15%. 1032 00:40:56,721 --> 00:40:59,657 Our ask is that the royalty is capped 1033 00:40:59,657 --> 00:41:01,726 at the investment of 200,000. 1034 00:41:01,726 --> 00:41:03,895 ♪♪ 1035 00:41:03,895 --> 00:41:06,097 So it's just they get their money back. 1036 00:41:06,097 --> 00:41:07,498 Instead of 300,000, it's 200,000. 1037 00:41:07,498 --> 00:41:10,068 Correct. 1038 00:41:10,068 --> 00:41:11,669 I'm gonna let you make this decision, Lori. 1039 00:41:11,669 --> 00:41:13,071 Ooh. 1040 00:41:13,071 --> 00:41:15,573 I trust your gut. 1041 00:41:15,573 --> 00:41:16,908 ♪♪ 1042 00:41:16,908 --> 00:41:18,543 Look at these faces. 1043 00:41:18,543 --> 00:41:20,979 Oh, my God! [ Laughter ] 1044 00:41:20,979 --> 00:41:24,682 ♪♪ 1045 00:41:24,682 --> 00:41:25,883 All right. 1046 00:41:25,883 --> 00:41:27,885 Whoo! [ Laughs ] Whoo! 1047 00:41:28,653 --> 00:41:31,356 Oh, my God. [ Laughs ] 1048 00:41:31,356 --> 00:41:34,959 [ Indistinct conversations, laughter ] 1049 00:41:34,959 --> 00:41:37,962 Oh. You're amazing! Look what you did! 1050 00:41:37,962 --> 00:41:40,531 Did you ever think? [ Voice breaking ] No. 1051 00:41:40,531 --> 00:41:42,800 Aww! Don't cry. 1052 00:41:42,800 --> 00:41:44,535 Those are tears of joy, right? 1053 00:41:44,535 --> 00:41:47,605 You are a little rock star! Lori! Oh, my God! 1054 00:41:47,605 --> 00:41:49,574 ♪♪ 1055 00:41:49,574 --> 00:41:51,509 Sydney... Oh, my gosh! 1056 00:41:51,509 --> 00:41:54,012 You did such a good job. Whoo! 1057 00:41:54,012 --> 00:41:57,181 We just got a deal. I mean, dreams do come true. 1058 00:41:57,181 --> 00:41:58,316 This is amazing. 1059 00:41:58,316 --> 00:41:59,650 This is why we love "Shark Tank." 1060 00:41:59,650 --> 00:42:02,086 This is why it changes people's lives 1061 00:42:02,086 --> 00:42:05,723 and just fuels small business and entrepreneurs and ideas. 1062 00:42:05,723 --> 00:42:07,658 This is what the American dream is. 1063 00:42:07,658 --> 00:42:10,028 Well, I just want to say to you two... I love it! Yes. 1064 00:42:10,028 --> 00:42:12,730 ...that 16-year-old took you for a ride. 1065 00:42:12,730 --> 00:42:14,132 [ Laughter ] I love her! 1066 00:42:14,132 --> 00:42:15,933 You're gonna glimmer-wish -- You guys are crazy! 1067 00:42:15,933 --> 00:42:17,935 You're gonna glimmer-wish that you did the deal. 1068 00:42:17,935 --> 00:42:19,871 That's right. Oh, yeah. You bet. You bet. 1069 00:42:28,546 --> 00:42:37,989 ♪♪ 1070 00:42:37,989 --> 00:42:47,498 ♪♪ 1071 00:42:47,498 --> 00:42:57,008 ♪♪