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Narrator: Tonight,
Michael Rubin, founder of

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the multi-billion dollar
sports retail behemoth Fanatics,

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joins the Tank.

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I want to give
the opportunity to the consumer,

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to the fan.

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We prep.
You bake.

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There had to be a better way.

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And now there is,
because I invented it.

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O'Leary: You have to change
your business model.

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You're cheating.

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We're helping
the common person.

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I like business.
I like making money.

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There is no goofing off
in this business.

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Get realistic about this.

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No, I like this.
I want these guys all to myself.

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Guys, do not be bullied by him.

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You got me.
That's a better Shark, anyway.

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Ooh.
It's the battle of billionaires.
Let's go.

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♪♪

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Narrator: First in the Tank is
a way for the everyday consumer

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to compete with technology.

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♪♪

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Hi, Sharks.
My name is Maurice Bachelor,

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and I'm from
Cleveland, Ohio.

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And my name
is Joel Griffith,

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and I'm from Trenton,
New Jersey.

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And together
we founded Bot-It,

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a website and mobile app

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that uses
artificial intelligence

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to complete online tasks.

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We're seeking
a $150,000 investment

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for a 10% stake
in our company.

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So, Sharks,
have you ever gone online

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to reserve
a dinner reservation,

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book a golf tee time,

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or buy concert tickets,

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and notice that
they're gone in seconds?

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Well, that's because
an online robot,

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also known as a bot,

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probably just
outbooked you.

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Bots now control
50% of online traffic

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for things like
booking reservations

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and making online purchases.

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But how can humans compete?

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It's almost impossible
to click as fast as a bot.

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And it's annoying to have
to sit at a computer,

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keep clicking refresh...
[ Laughter ]

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...hoping that
you're the lucky one

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to buy those concert tickets
before they disappear.

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Or having to set your alarm
for the crack of dawn,

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hoping to book a reservation
for a popular restaurant...
[ Laughter ]

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...only to find that a bot
has already beat you to it.

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Let's say, for example,

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you're looking
to book a reservation

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at one of our
favorite restaurants,

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Mr. Wonderful's
Fish and Chips,

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one of the best restaurants
in the world.

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You can select from one
of our pre-built bots

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to start automating
in seconds.

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Or you can customize,

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and we'll
build one for you.

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It's that simple.

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So, Sharks,
next time you're looking

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to book a golf tee time...

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Bot-It.

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Need tickets
to a popular concert?

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Bot-It.

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Want to impress your friends

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by having a reservation

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at the hottest restaurant
in town?

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Bot-It. Bot-It.

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So, Sharks,
now that you got it,

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let's Bot-It.
[ Laughter ]

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Good presentation.
That's a great start.

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If you don't mind, gentlemen,
help me understand

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why a bot beats you
to the reservation,

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why it has such
an advantage.

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And I'm sure
not everyone knows,

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what is a bot?

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A bot is --
well, it's a robot.

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It's going to automate
a manual process.

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So it's a program?
Yeah, yeah.

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We built an application
that allows you to be able

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to go on any website
and be able to say,

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"Hey, step one,
click this button.

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Step two, log in.

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Step three,
type in this information."

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Our back-end system
then takes that information

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and automates
that process for you.

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So, it just does it over and
over and over and over again

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until it gets through?
As many times --

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You can set the schedule,
you can do anything you like.

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So a popular female singer
that sells out in seconds.

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If you have Bot-It,
you can be in that stack, too.

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Absolutely.
Absolutely.

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Okay, so, humans
don't really matter anymore.

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This is good.
[ Laughter ]

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This is
a real issue.

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We have probably billions
of dollars of products

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that bots try to buy
from us each year.

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We, at Topps, when we make
a card release,

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bots come
to get everything.

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When we release
a new Mitchell & Ness jersey,

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same thing --
A bot tries to come in.

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We've built software
to eliminate that.

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And aren't all
the bigger companies

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gonna build something to really
eliminate a bot from being able

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to successfully do
what it's supposed to do?

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That's a great question,
Michael.

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So, we've built
our technology

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to now be able
to be undetectable.

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So we can get on any website
that we need to

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in order to run
our software systems.
Cuban: So what you're saying --

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"I can get whatever I want
from a drop at Fanatics."
[ Laughs ]

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So, yeah,
that's the beauty.

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But we're doing it in --

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We follow all
the standard practices

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when it comes to
automation,

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and we make sure
that we don't do anything

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that's outside
of what's regulated.

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What are your sales?
You making any money?

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So, right now, we have
a subscription-based model.

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So, currently, we have
over $30,000 in sales.

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We just started
three months ago,

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and we have over 350
current subscribers.

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And one thing
that Joel didn't mention --

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We also do B2B.

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So, we signed up the largest
shipping logistics company

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in Turkey using our service.

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What does it cost
for a subscription?

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The cost for
one subscription

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will be up to $40
for our standard package,

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then up to $300
for our pro package.

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And then we have
a couple upsell items.

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You can run a bot
every 15 minutes

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to pick up canceled tee times,
anything like that.

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Like, if I want to do this
as a consumer,

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if I want to go buy
a Travis Scott release at Nike,

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how quick is it
for me to sign up?

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Seconds, seconds.
Seconds?

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Our bots
build themselves.

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Sometimes we do have
to set it up manually.

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Yeah.
An example.
So, this is the process
of setting up a bot,

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and all of our technology
is custom-built by my hands.

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So, I'm a -- My background
is in software engineering.

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We want to hear
more about you.
So tell us about you,
tell us about you.

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-Yeah, yeah.
-Yeah.

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So, like,
over the last 15 years,

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I've been starting
and scaling businesses.

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I helped start the mobile
division at LegalZoom.

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How did you guys
get together?

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So, we met through
a mutual friend playing golf.

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I'm originally from
Trenton, New Jersey.

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After graduating
from Morehouse College,

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I spent 10 years working
in social media advertising

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for companies like
LinkedIn, Snapchat,

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Amazon advertising,
and most recently, TikTok.

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Guys, is there another
competitive product to this?

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Is somebody else doing this
for consumers?

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So, on the B2B side, yes.

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Can individuals use it?

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If I just want to buy
one Taylor Swift ticket

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or I want to buy one...
No, as far as --

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It's only for businesses?
That's what
separates us,

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is that we have
the B2C side.

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No, you can, they just --
it's just not pre-configured

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for typical
consumer things.

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Let me ask you
a different question.

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In society today,

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the use of bots
is becoming a moral issue.

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If you think about it from
being a very public investor...

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Sure.
...what does it say about us
if we're supporting this

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for those that think
you're cheating?

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So, that's part of the reason
why we're here today.

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We want to help change
the perception of bots
amongst consumers.

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Bots aren't always
the bad guy,

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and you can
have one, too,

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and it can do the same thing
to help you.

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See, we're trying
to eliminate them,

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to be honest,
at Fanatics.

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You may say
it's a moral dilemma.

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I'd much rather an individual
try to get us with a bot,

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than a business
try to get us with a bot.
Corcoran: For sure.

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So at least, you know,
they're supporting --

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O'Leary: Well, how do you feel
about the world knowing

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that Michael Rubin
invested in bots?
I-I don't know.

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I'd be fine
with it -- for me.
I'm thinking about that.

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But I'd rather
disrupt myself

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than have someone else
disrupt me.
Always. Always.

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And so, right now,
I know we're fighting.

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We're doing everything we can to
stop B2B bots, because, for us,

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we want to give things
to the actual consumer.

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So, in a lot of ways...
Right.

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We're helping
the common person.

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That's exactly what --
In a lot of ways --

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Well, it's
already existing.

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Being a common
person here...

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You're not common, Lori.
I'm not super tech-y.

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I actually think
I'm pretty normal.

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I am not super tech-y.
Yeah, right.

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And I'm thinking,
like, restaurants.

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A lot of people, they go,
"Oh, you know,

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I want to go to my favorite
X, Y, Z restaurant tonight.

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Can't get in."

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This is not gonna really
help you for that, right?
No.

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But where
there's contention

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is when something opens up
at a specific time.
Right.

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So, they're going to say,

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"We have 62 tee times
at 8:00 a.m. on Tuesday,"

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or, "We're opening up
online reservations

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to our new restaurant..."
And they
immediately grab it.

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But it's future
site things.
Griffith:
It immediately grabs it.

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There's nothing that
you have to do from your end.

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It's interesting to me,
because I think there's a lot

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of different directions
you can go.

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But then, with all the new

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AI stuff that's coming out...
Exactly.

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...people are going to be
more aware

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and more interested in
doing these types of things

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if you can create
the right user interface.

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Oh, yes.
Exactly.

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So, I'll give you the 150K,
but I want 20%.

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Rubin: Hold on.

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Before you guys
respond to that...

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Mark, would you have me
as your partner?

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No, I like this.

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I want these guys
all to myself.

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[ Bachelor and Griffith laugh ]

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What did you offer 'em?

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$150,000 for 20%.

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Great. I'll do $150,000
for 15%, then.

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♪♪

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-Yeah.
-Whew.

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So, you can work with a guy
who doesn't understand it

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or a guy who does.

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He makes a fair point.

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But if someone's
going to use a bot,

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I'd much rather be the consumer.
I want to learn from you,

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the way you guys
can learn from me.
O'Leary: It's a Shark fight.

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I offered to
partner with you,

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which I thought was smart.
Eh, you know.

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Listen, if you're better than
me, you don't want a partner...

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I didn't say that.
I didn't say that.
No, it's fine, it's fine.

244
00:08:00,613 --> 00:08:02,048
Hey, listen,
I love it.

245
00:08:02,048 --> 00:08:04,117
It's the battle of billionaires.
Let's go.

246
00:08:04,117 --> 00:08:05,518
You know me,
I don't stick around.

247
00:08:05,518 --> 00:08:06,986
I got that
24-second clock.
Just a second, Mark.

248
00:08:06,986 --> 00:08:08,221
Just give us
a second, please.

249
00:08:08,221 --> 00:08:09,723
Guys, do not be bullied by him.

250
00:08:09,723 --> 00:08:11,758
You got me.
That's a better Shark, anyway.

251
00:08:11,758 --> 00:08:13,126
So, guys,
what do you want to do?

252
00:08:13,126 --> 00:08:20,567
♪♪

253
00:08:23,236 --> 00:08:25,105
♪♪

254
00:08:25,105 --> 00:08:27,073
Narrator:
All Sharks are still in.

255
00:08:27,073 --> 00:08:29,376
Maurice and Joel have
two offers on the table

256
00:08:29,376 --> 00:08:30,577
from Mark and Michael

257
00:08:30,577 --> 00:08:33,747
for their bot service
for consumers, Bot-It.

258
00:08:33,747 --> 00:08:34,881
So, what do you guys
want to do?

259
00:08:34,881 --> 00:08:36,816
So, we appreciate
the offer,

260
00:08:36,816 --> 00:08:38,752
and we wanted to see if
anyone, other Sharks,

261
00:08:38,752 --> 00:08:40,820
had any opportunities
to jump in as well.

262
00:08:40,820 --> 00:08:42,155
Griffith:
Just to give them a chance.

263
00:08:42,155 --> 00:08:44,591
I love the fact that you
kind of level the playing field

264
00:08:44,591 --> 00:08:45,925
between the little guy
and the big guy.
Exactly.

265
00:08:45,925 --> 00:08:48,094
And I think that's
respectable and honorable.

266
00:08:48,094 --> 00:08:49,562
But I won't compete
with these big guys.

267
00:08:49,562 --> 00:08:52,332
They got the billions.
I've got the millions. I'm out.

268
00:08:52,332 --> 00:08:53,967
Cuban: Guys, what do you
want to do?
Thank you.

269
00:08:53,967 --> 00:08:55,168
Because if you don't want
to work with me, that's fine.

270
00:08:55,168 --> 00:08:56,669
No, no, that's not
the case at all.

271
00:08:56,669 --> 00:08:58,405
We just want to be respectful
and hear everyone's offer.

272
00:08:58,405 --> 00:08:59,639
But it's the Shark Tank,
it's not the Respect Tank.

273
00:08:59,639 --> 00:09:00,774
You don't have
to be respectful.

274
00:09:00,774 --> 00:09:02,442
And, very often,
you lose a deal that way.

275
00:09:02,442 --> 00:09:03,443
What would you like to do?
Greiner: Well, you guys,

276
00:09:03,443 --> 00:09:04,744
the thing is,
I will say this --

277
00:09:04,744 --> 00:09:07,480
I do think that there are
some better Sharks here

278
00:09:07,480 --> 00:09:10,483
that understand what
you're doing better than myself.

279
00:09:10,483 --> 00:09:12,619
And therefore, to give you
a better chance,

280
00:09:12,619 --> 00:09:14,187
I am taking myself out,

281
00:09:14,187 --> 00:09:15,488
and I would make
a decision quickly,

282
00:09:15,488 --> 00:09:17,957
because one of them
can swim away fast.

283
00:09:17,957 --> 00:09:19,526
Yes.
Yeah, we don't want that.

284
00:09:19,526 --> 00:09:21,528
Guys, I look at it
from the moral issue,

285
00:09:21,528 --> 00:09:23,196
and I'm highly regulated

286
00:09:23,196 --> 00:09:25,165
in every financial market
I work in.

287
00:09:25,165 --> 00:09:28,535
They don't all agree with
the idea that it's fair ball.

288
00:09:28,535 --> 00:09:29,869
I'm out.
Sure.

289
00:09:29,869 --> 00:09:31,137
Rubin: And by the way,
I want to say,

290
00:09:31,137 --> 00:09:32,772
I don't agree with
part of this, as well,

291
00:09:32,772 --> 00:09:34,841
but I'd rather -- again,
as I always say --

292
00:09:34,841 --> 00:09:36,443
I'd rather disrupt myself...
Yeah, you -- always.

293
00:09:36,443 --> 00:09:37,644
...than have someone else
disrupt me.

294
00:09:37,644 --> 00:09:39,612
I'd like to see you kick Cuban
under the bus.

295
00:09:39,612 --> 00:09:41,614
And for me, I really
hate when businesses

296
00:09:41,614 --> 00:09:43,483
take all the inventory,
because I want

297
00:09:43,483 --> 00:09:47,053
to give the opportunity
to the consumer, to the fan.

298
00:09:47,053 --> 00:09:48,321
We love both offers,

299
00:09:48,321 --> 00:09:49,823
and we appreciate
everybody's feedback.
Yes.

300
00:09:49,823 --> 00:09:52,225
We would love to have
both of you guys.

301
00:09:52,225 --> 00:09:54,260
Mark said no.
Mark, you know what?

302
00:09:54,260 --> 00:09:56,930
For the greater good of
their business, let's partner.

303
00:09:56,930 --> 00:09:59,799
If there's two of us, right,
there'd have to be more equity.

304
00:09:59,799 --> 00:10:01,568
If we go 20%...

305
00:10:01,568 --> 00:10:03,503
No, 20% is what I want.

306
00:10:03,503 --> 00:10:05,171
$150,000 for 20%.
O'Leary: Whoa-wee.

307
00:10:05,171 --> 00:10:07,474
Mark, why don't we give them
$175,000 for 20%?

308
00:10:07,474 --> 00:10:13,546
What we want is both of you guys
in at $300,000 for 20%.

309
00:10:13,546 --> 00:10:15,615
Yeah, that's not happening.
You went up in money.

310
00:10:15,615 --> 00:10:18,184
Yeah, now you're quickly
going to lose us.

311
00:10:18,184 --> 00:10:20,120
Why don't we talk
about a higher price

312
00:10:20,120 --> 00:10:21,554
for 30% or 40%?

313
00:10:21,554 --> 00:10:22,956
Cuban and Rubin --
Come on, y'all be great.

314
00:10:22,956 --> 00:10:24,057
Cuban and Rubin.
[ Laughs ]

315
00:10:24,057 --> 00:10:25,158
Mark, what do you think
is reasonable?

316
00:10:25,158 --> 00:10:26,693
So, make us an offer
we can't refuse.

317
00:10:26,693 --> 00:10:29,696
So, we can make an offer
of $500,000,

318
00:10:29,696 --> 00:10:32,398
and we'll do for 25%.

319
00:10:32,398 --> 00:10:34,534
Okay, now you've gone
way backwards very quickly.

320
00:10:34,534 --> 00:10:36,136
You're actually --
You're about to lose us

321
00:10:36,136 --> 00:10:37,804
'cause your math
isn't making sense.

322
00:10:37,804 --> 00:10:40,440
No. You didn't
mean $500,000.
No? No, no, I'm sorry.

323
00:10:40,440 --> 00:10:44,477
I did mean $350,000. Sorry.
So $300,000 for -- for 25%.

324
00:10:44,477 --> 00:10:46,146
You're not giving us
a whole lot.
So -- So --

325
00:10:46,146 --> 00:10:47,413
Because you asked
$150,000 for 10%.

326
00:10:47,413 --> 00:10:48,515
To get both of us in --

327
00:10:48,515 --> 00:10:50,083
'Cause I like Michael,
right?

328
00:10:50,083 --> 00:10:52,785
Why don't we do 30%,
go 15%/15% each for $300,000?

329
00:10:55,121 --> 00:10:58,091
If you guys can meet us
at 20% with that,

330
00:10:58,091 --> 00:10:59,359
then you have a deal.

331
00:10:59,359 --> 00:11:01,528
No, it'd have to be --
It was $150,000? Go ahead.

332
00:11:01,528 --> 00:11:03,863
I think that's a fair offer,
personally, but --

333
00:11:03,863 --> 00:11:05,899
So tell us what offer
you'll accept.

334
00:11:05,899 --> 00:11:09,335
[ Both speaking indistinctly ]

335
00:11:09,335 --> 00:11:11,404
I think this is our final,
Mark, from our end.

336
00:11:11,404 --> 00:11:16,442
♪♪

337
00:11:16,442 --> 00:11:17,844
Alright, let's do a deal.
Let's do it.

338
00:11:17,844 --> 00:11:19,946
Okay, tell me exactly,
so we know.

339
00:11:19,946 --> 00:11:21,581
Tell us.
Sorry?

340
00:11:21,581 --> 00:11:23,850
Tell us the number
that we agree.
30% for $300,000, correct?

341
00:11:23,850 --> 00:11:24,817
Yes.
Yes.

342
00:11:24,817 --> 00:11:26,352
-There you go.
-Good job.

343
00:11:26,352 --> 00:11:27,854
Cuban and Rubin, baby,
let's go.

344
00:11:27,854 --> 00:11:29,489
Cuban and Rubin,
that's what's up right there.

345
00:11:29,489 --> 00:11:31,591
Thanks, man.
Rubin: Let's go kill it, man.

346
00:11:31,591 --> 00:11:32,926
Yeah. Thanks a lot.
Let's go kill it.

347
00:11:32,926 --> 00:11:34,194
-Thanks, man.
-Thanks, man.

348
00:11:34,194 --> 00:11:35,361
Congrats, guys.
It'll be good.
Thanks, guys.

349
00:11:35,361 --> 00:11:36,729
Excited. Thanks, guys.
Kick ass.

350
00:11:36,729 --> 00:11:37,864
Thanks, everyone.
Hey.

351
00:11:37,864 --> 00:11:39,699
Let's go.
Let's go.

352
00:11:40,867 --> 00:11:43,703
This is the most important day
of the Bot-It life.

353
00:11:43,703 --> 00:11:46,206
We've been working so hard
to get to this point.

354
00:11:46,206 --> 00:11:49,175
To have both of those Sharks
on our team right now

355
00:11:49,175 --> 00:11:51,144
is going to take us
to the next level,

356
00:11:51,144 --> 00:11:52,712
and we're going to be
at a global scale,

357
00:11:52,712 --> 00:11:54,981
and you're going to hear
about Bot-It everywhere.

358
00:11:54,981 --> 00:11:57,317
Cuban: Just an aside --
When I opened my bar

359
00:11:57,317 --> 00:11:58,885
when I was a senior
in college,

360
00:11:58,885 --> 00:12:00,987
the first sandwich
we ever served,

361
00:12:00,987 --> 00:12:02,188
the Cuban Reuben.

362
00:12:02,188 --> 00:12:03,356
Really?
[ Laughter ]

363
00:12:03,356 --> 00:12:05,224
I like. And this leads to
our new partnership.

364
00:12:05,224 --> 00:12:06,759
Right?
The Cuban Rubin, Inc.

365
00:12:06,759 --> 00:12:07,894
Mark, you do all the work,

366
00:12:07,894 --> 00:12:09,195
and we'll just add
a little bit of value.

367
00:12:09,195 --> 00:12:10,730
Right? That's what
I always do.

368
00:12:10,730 --> 00:12:12,932
♪♪

369
00:12:12,932 --> 00:12:14,968
I was born
in suburban Philadelphia.

370
00:12:14,968 --> 00:12:17,804
I came from a very
middle-class background.

371
00:12:17,804 --> 00:12:20,340
I was never a good athlete.
I was never a good student.

372
00:12:20,340 --> 00:12:22,508
The only thing I was
good at was working.

373
00:12:22,508 --> 00:12:24,510
At 12 years old,
I started a ski-tuning shop

374
00:12:24,510 --> 00:12:25,878
in my parents' basement.

375
00:12:25,878 --> 00:12:27,680
First year, I did $2,500.

376
00:12:27,680 --> 00:12:29,849
Next year, there was
something called a ski swap

377
00:12:29,849 --> 00:12:32,018
where a bunch of
other local ski shops

378
00:12:32,018 --> 00:12:33,987
took all their
last year's inventory

379
00:12:33,987 --> 00:12:35,121
and put it on consignment.

380
00:12:35,121 --> 00:12:36,489
And I said,
"Hey, why don't you lend me

381
00:12:36,489 --> 00:12:37,457
some of the skis,

382
00:12:37,457 --> 00:12:39,058
and I'll pay you
for them as I go."

383
00:12:39,058 --> 00:12:40,360
The next year,
at 13 years old,

384
00:12:40,360 --> 00:12:42,829
I did $25,000 in business.

385
00:12:42,829 --> 00:12:44,731
After that,
I opened my first ski shop.

386
00:12:44,731 --> 00:12:47,934
The first year was amazing.
I did $125,000.

387
00:12:47,934 --> 00:12:50,003
By the time I was 15,
I started getting cocky.

388
00:12:50,003 --> 00:12:51,537
I actually went out
and bought a Porsche

389
00:12:51,537 --> 00:12:53,406
before I was old enough
to drive it.

390
00:12:53,406 --> 00:12:55,008
At 16 years old,

391
00:12:55,008 --> 00:12:57,577
I had a major problem --
It didn't snow.

392
00:12:57,577 --> 00:12:59,312
So, the first time
I almost went bankrupt,

393
00:12:59,312 --> 00:13:00,780
I was only 16 years old.

394
00:13:00,780 --> 00:13:02,782
I had $80,000
of inventory left.

395
00:13:02,782 --> 00:13:04,584
So I literally went through
the yellow pages

396
00:13:04,584 --> 00:13:05,685
finding different ski shops

397
00:13:05,685 --> 00:13:07,353
that could sell
this inventory to.

398
00:13:07,353 --> 00:13:08,788
Now, the great thing
about that story

399
00:13:08,788 --> 00:13:11,624
is that taught me about
the close-out business.

400
00:13:11,624 --> 00:13:13,226
Now, by the time
I'm 21 years old,

401
00:13:13,226 --> 00:13:15,862
I've got a $100 million-plus
closeout business

402
00:13:15,862 --> 00:13:18,364
buying and selling
excess sneakers and skis.

403
00:13:18,364 --> 00:13:19,866
What I learned there
is every failure

404
00:13:19,866 --> 00:13:21,734
turns into
your next opportunity.

405
00:13:21,734 --> 00:13:24,570
Now, 1998 comes,
and I asked everyone,

406
00:13:24,570 --> 00:13:25,938
"What are you doing
about this Internet thing?"

407
00:13:25,938 --> 00:13:27,206
Everyone said the same thing --

408
00:13:27,206 --> 00:13:28,574
"We don't really
have an answer."

409
00:13:28,574 --> 00:13:30,677
And that's what led me
to start GSI Commerce

410
00:13:30,677 --> 00:13:32,545
to reinvent my company.

411
00:13:32,545 --> 00:13:36,149
GSI Commerce became the leading
provider of e-commerce

412
00:13:36,149 --> 00:13:37,884
for the biggest retailers
in the world.

413
00:13:37,884 --> 00:13:42,355
eBay acquired GSI Commerce
in 2011 for $2.4 billion.

414
00:13:42,355 --> 00:13:45,024
Fanatics was started
within GSI Commerce,

415
00:13:45,024 --> 00:13:47,560
but by the time eBay bought it,
they didn't want Fanatics,

416
00:13:47,560 --> 00:13:49,262
they asked me to buy it,
I did exactly that.

417
00:13:49,262 --> 00:13:52,131
Fanatics today is the largest
retailer in the world

418
00:13:52,131 --> 00:13:53,566
of licensed sports merchandise.

419
00:13:53,566 --> 00:13:55,334
That means, you want to buy
any player merchandise,

420
00:13:55,334 --> 00:13:57,070
team merchandise,
we've got it all.

421
00:13:57,070 --> 00:13:59,672
Today,
Fanatics has 18,000 employees.

422
00:13:59,672 --> 00:14:02,175
We're a company that was
last valued at $31 billion.

423
00:14:02,175 --> 00:14:04,677
We have over $8 billion
of revenue this year.

424
00:14:04,677 --> 00:14:07,980
I use that craziness to, like,
be more focused.

425
00:14:07,980 --> 00:14:10,416
Was I ever afraid of failure?
Hell no.

426
00:14:10,416 --> 00:14:11,918
So many people in this world,

427
00:14:11,918 --> 00:14:13,986
they're scared to fail, and
that's why they never get ahead.

428
00:14:13,986 --> 00:14:15,521
I mean, if you sit there
trying to figure out,

429
00:14:15,521 --> 00:14:16,656
"Is this going to work,

430
00:14:16,656 --> 00:14:18,891
am I going to fail?"
then guess what?

431
00:14:18,891 --> 00:14:20,860
You've kind of failed
before you even started.

432
00:14:20,860 --> 00:14:22,628
I want to take my shot
all the time.

433
00:14:22,628 --> 00:14:23,629
I'm the person
who wants the ball.

434
00:14:23,629 --> 00:14:25,064
I want to go for it.
That's who I am.

435
00:14:25,064 --> 00:14:27,600
I'm a true entrepreneur.
I was born an entrepreneur.

436
00:14:27,600 --> 00:14:29,268
It's the only thing
I've ever been good at.

437
00:14:29,268 --> 00:14:30,970
For me, to be part
of "Shark Tank,"

438
00:14:30,970 --> 00:14:32,705
it's an honor,
it's a privilege.

439
00:14:32,705 --> 00:14:35,074
I can't wait to see
all these bright faces

440
00:14:35,074 --> 00:14:37,176
who want to come in
and show us their ideas.

441
00:14:37,176 --> 00:14:39,145
And I can't wait
to invest in some of them.

442
00:14:39,145 --> 00:14:45,451
♪♪

443
00:14:48,154 --> 00:14:51,524
♪♪

444
00:14:51,524 --> 00:14:53,493
Narrator:
Next up is a convenient way

445
00:14:53,493 --> 00:14:56,796
to enjoy a luxurious
but labor-intensive dish.

446
00:14:56,796 --> 00:15:01,934
♪♪

447
00:15:01,934 --> 00:15:07,106
♪♪

448
00:15:07,106 --> 00:15:09,108
Hi, Sharks.
I'm Arya.

449
00:15:09,108 --> 00:15:10,543
And I'm Tasha.

450
00:15:10,543 --> 00:15:12,044
We're seeking $200,000

451
00:15:12,044 --> 00:15:14,380
for a 10% stake
in our business.

452
00:15:14,380 --> 00:15:16,749
Sharks, we all know
that great food

453
00:15:16,749 --> 00:15:18,017
makes for
even better days,

454
00:15:18,017 --> 00:15:20,086
and we can all use
more of those.

455
00:15:20,086 --> 00:15:21,120
That's why we --
Sharks --

456
00:15:21,120 --> 00:15:22,488
That's why
we created...

457
00:15:22,488 --> 00:15:24,023
Wellingtons! Wellingtons!

458
00:15:24,023 --> 00:15:26,392
Sharks, a traditional
beef Wellington

459
00:15:26,392 --> 00:15:29,929
is a filet mignon wrapped
in a flaky puff pastry.

460
00:15:29,929 --> 00:15:32,799
It's a mouthwatering,
luxurious dish.

461
00:15:32,799 --> 00:15:34,267
Question is,
have any of you

462
00:15:34,267 --> 00:15:36,903
ever tried making
a beef Wellington?
[ Chuckles ]

463
00:15:36,903 --> 00:15:39,138
If you have, you'd know that
it's incredibly complicated

464
00:15:39,138 --> 00:15:40,506
and time consuming,

465
00:15:40,506 --> 00:15:43,176
which is why most people
only have it at a restaurant

466
00:15:43,176 --> 00:15:45,144
or on a special occasion.

467
00:15:45,144 --> 00:15:47,980
We thought, there has to be
a simpler way

468
00:15:47,980 --> 00:15:50,750
to enjoy our favorite dish
at home.

469
00:15:50,750 --> 00:15:53,386
So, we set out
to create Wellingtons,

470
00:15:53,386 --> 00:15:55,855
incredible
frozen beef Wellingtons

471
00:15:55,855 --> 00:15:58,057
shipped directly to you.

472
00:15:58,057 --> 00:15:59,325
We do the legwork

473
00:15:59,325 --> 00:16:00,927
on a traditional
beef Wellington

474
00:16:00,927 --> 00:16:02,595
so you don't have
to spend the time

475
00:16:02,595 --> 00:16:06,199
prepping or reading
a difficult recipe.

476
00:16:06,199 --> 00:16:07,967
We prep.
You bake.

477
00:16:07,967 --> 00:16:09,268
[ Greiner chuckles ]

478
00:16:09,268 --> 00:16:12,071
Here, we have our classic
full-size beef Wellington,

479
00:16:12,071 --> 00:16:14,507
which we prepare
in our commercial kitchen

480
00:16:14,507 --> 00:16:16,342
here in Los Angeles.

481
00:16:16,342 --> 00:16:19,212
All you have to do
is pop it in the oven

482
00:16:19,212 --> 00:16:22,949
for 35 minutes, and boom,
you're ready to serve.

483
00:16:22,949 --> 00:16:26,219
We've pretty much Wellified
all your favorite dishes.

484
00:16:26,219 --> 00:16:28,421
We have our classic
beef Welly,

485
00:16:28,421 --> 00:16:30,256
our cheeseburger Welly,

486
00:16:30,256 --> 00:16:31,624
our breakfast Welly,

487
00:16:31,624 --> 00:16:33,893
and our
hazelnut chocolate Welly.

488
00:16:33,893 --> 00:16:35,394
My personal favorite.

489
00:16:35,394 --> 00:16:37,263
We also have
our new bite-size line.

490
00:16:37,263 --> 00:16:39,232
We have the buffalo
chicken Welly bites

491
00:16:39,232 --> 00:16:40,933
and our cheeseburger
Welly bites.

492
00:16:40,933 --> 00:16:42,869
Corcoran: Oh.
Wow.
That's a lot of product.

493
00:16:42,869 --> 00:16:44,604
So, Sharks, are you ready
to join us and get...

494
00:16:44,604 --> 00:16:45,938
Wellified?! Wellified?!

495
00:16:45,938 --> 00:16:49,709
Sharks, time to get
some Wellies in your bellies.

496
00:16:49,709 --> 00:16:51,711
Dig in.
Wah-wah-wah-wah!

497
00:16:51,711 --> 00:16:53,412
We would love
to hear your feedback.

498
00:16:53,412 --> 00:16:54,914
Greiner: Thank you.

499
00:16:54,914 --> 00:16:56,315
♪♪

500
00:16:56,315 --> 00:16:57,516
Are you vegan-ish today or...
Mm, wow!

501
00:16:57,516 --> 00:16:58,818
...not vegan, Mark?

502
00:16:58,818 --> 00:17:00,620
Cuban: Oh!
Is it good?
Do you like it?

503
00:17:00,620 --> 00:17:01,988
Oh!
We tried really hard.

504
00:17:01,988 --> 00:17:03,456
[ Both laugh ]

505
00:17:03,456 --> 00:17:04,724
O'Leary: So, guys,
I'll have you know that...
Oh, my God.

506
00:17:04,724 --> 00:17:06,425
...Chef Wonderful makes
beef Wellington.
Mmm!

507
00:17:06,425 --> 00:17:08,995
And I must attest to one fact
you are correct on --

508
00:17:08,995 --> 00:17:11,364
It is extremely difficult
and time consuming.

509
00:17:11,364 --> 00:17:12,798
It is.
Michael, what do you think?

510
00:17:12,798 --> 00:17:14,166
Really good.
That's -- You love it?

511
00:17:14,166 --> 00:17:16,035
Great, not good.
Arya:
Welcome to "Shark Tank."

512
00:17:16,035 --> 00:17:17,737
I'm so happy
to hear that.
Oh!

513
00:17:17,737 --> 00:17:19,305
Well, let's get
to the economics.

514
00:17:19,305 --> 00:17:20,806
By the way,
that's delicious.

515
00:17:20,806 --> 00:17:24,076
Ooh!
Let's just take us right
through the number-one seller.

516
00:17:24,076 --> 00:17:25,311
It's gotta be
the classic Welly, right?

517
00:17:25,311 --> 00:17:26,345
For sure.
Yes.

518
00:17:26,345 --> 00:17:28,614
So, we sell
the classic Welly for $35.

519
00:17:28,614 --> 00:17:29,949
That's all?
Our food costs,

520
00:17:29,949 --> 00:17:32,885
including our kitchen
and labor, is $9.41.

521
00:17:32,885 --> 00:17:34,086
And when you say
you sell for $35,

522
00:17:34,086 --> 00:17:35,421
is it all
direct to consumer?

523
00:17:35,421 --> 00:17:36,956
How do you -- Where
are you selling it?

524
00:17:36,956 --> 00:17:38,424
So, we actually
sell on Goldbelly

525
00:17:38,424 --> 00:17:40,159
and, more recently,
on our own website.

526
00:17:40,159 --> 00:17:41,627
So, now we're selling
direct to consumer.

527
00:17:41,627 --> 00:17:43,562
Is that where you sell
most of it now or all of it?

528
00:17:43,562 --> 00:17:47,566
We still have -- A majority of
our business is on Goldbelly...
Less than 2%. Yeah.

529
00:17:47,566 --> 00:17:49,035
...especially during
the holidays.

530
00:17:49,035 --> 00:17:51,070
Am I going to look really dumb
when it ask what Goldbelly is?

531
00:17:51,070 --> 00:17:52,672
It's like Postmates,
but with overnight shipping.

532
00:17:52,672 --> 00:17:54,106
It's all
direct to consumer.

533
00:17:54,106 --> 00:17:57,243
So, on Goldbelly, they sell a
four-pack of the classic Wellies

534
00:17:57,243 --> 00:17:59,278
for 169 bucks.
Greiner: Wow.

535
00:17:59,278 --> 00:18:00,646
Cuban: Does that include
shipping?

536
00:18:00,646 --> 00:18:02,181
That includes shipping
to the customer.
Tasha: Yep.

537
00:18:02,181 --> 00:18:03,849
So, for the four-pack
on your website,

538
00:18:03,849 --> 00:18:05,151
$140.
It's 140 bucks.

539
00:18:05,151 --> 00:18:08,120
Yeah, but --
And our cost on it
is about $37.

540
00:18:08,120 --> 00:18:09,388
Okay.
Rubin: Plus shipping.

541
00:18:09,388 --> 00:18:10,823
Plus $27 shipping.
Right.

542
00:18:10,823 --> 00:18:13,993
Yeah.
Plus $9 for the box
and dry ice.

543
00:18:13,993 --> 00:18:15,861
Are you trying to move away
from Goldbelly

544
00:18:15,861 --> 00:18:17,563
onto your own website
for all of your orders?

545
00:18:17,563 --> 00:18:18,831
Is that your goal?

546
00:18:18,831 --> 00:18:19,932
That's kind of --
that's the goal.
Yeah.

547
00:18:19,932 --> 00:18:20,967
You know,
we were thinking about

548
00:18:20,967 --> 00:18:22,835
going straight into
grocery stores

549
00:18:22,835 --> 00:18:24,604
and go national and try
to get into 1,200 stores,

550
00:18:24,604 --> 00:18:27,473
but I just think
it's premature for that.
There's competition.

551
00:18:27,473 --> 00:18:28,774
Cuban:
What are your sales?

552
00:18:28,774 --> 00:18:32,311
Last year,
we did $313,000 in sales.

553
00:18:32,311 --> 00:18:35,281
Wow.
About $240,000
of that was Goldbelly.

554
00:18:35,281 --> 00:18:37,183
O'Leary:
Are you making any money?

555
00:18:37,183 --> 00:18:38,551
No. Last year...
How much did you lose?

556
00:18:38,551 --> 00:18:40,019
...we lost $260,000.

557
00:18:40,019 --> 00:18:42,088
So, you really
need to shift this

558
00:18:42,088 --> 00:18:43,489
direct to consumer
from your own site

559
00:18:43,489 --> 00:18:45,224
or you'll never make money.
Exactly.

560
00:18:45,224 --> 00:18:46,726
So, guys,
I can't do your deal.

561
00:18:46,726 --> 00:18:49,962
I'll tell you why --
I also sell sous vide,

562
00:18:49,962 --> 00:18:52,698
including prime rib
and filet mignon

563
00:18:52,698 --> 00:18:55,634
and lots of other meats on QVC
as Chef Wonderful.

564
00:18:55,634 --> 00:18:56,902
Okay.
I'm your competitor.

565
00:18:56,902 --> 00:18:58,137
Yeah.
While you have to --

566
00:18:58,137 --> 00:18:59,772
You're not gonna try to do
Wonderful Wellies, are you?

567
00:18:59,772 --> 00:19:01,374
Greiner: Oh!
[ Laughter ]

568
00:19:01,374 --> 00:19:03,409
Better not, Kevin.

569
00:19:03,409 --> 00:19:06,112
You have to change your business
model. You really do.

570
00:19:06,112 --> 00:19:07,947
You'll never make money
under this structure.

571
00:19:07,947 --> 00:19:09,882
But good luck to you.
I'm out.

572
00:19:09,882 --> 00:19:11,083
Thank you.

573
00:19:11,083 --> 00:19:13,486
Guys, I think you have
tremendous potential,

574
00:19:13,486 --> 00:19:14,754
but I don't think
it's working.

575
00:19:14,754 --> 00:19:15,788
You need to turn this

576
00:19:15,788 --> 00:19:17,523
into your own
direct-to-consumer business.

577
00:19:17,523 --> 00:19:21,627
I think the business
is just so young and so small.

578
00:19:21,627 --> 00:19:23,729
And for that reason,
I'm out.

579
00:19:23,729 --> 00:19:26,766
Thank you, Michael.
We appreciate
your time.

580
00:19:26,766 --> 00:19:29,468
This is a hard business,
and you're in between,

581
00:19:29,468 --> 00:19:31,070
where you have
a great product,

582
00:19:31,070 --> 00:19:33,105
but it's really expensive
to ship.

583
00:19:33,105 --> 00:19:36,409
You've got to find a different
way to sell, seriously.

584
00:19:36,409 --> 00:19:39,445
You know, whether
it's going to event services,

585
00:19:39,445 --> 00:19:41,547
whether it's working up
with party planners.

586
00:19:41,547 --> 00:19:44,050
Because, otherwise, you're never
going to find a way to scale.

587
00:19:44,050 --> 00:19:45,918
So for those reasons,
I'm out.

588
00:19:47,987 --> 00:19:49,755
So, thank you, Mark.

589
00:19:49,755 --> 00:19:51,824
We actually just closed
our first PO

590
00:19:51,824 --> 00:19:53,192
with a food service business.

591
00:19:53,192 --> 00:19:54,960
I think the food service
business is actually gonna be

592
00:19:54,960 --> 00:19:56,362
a really good route.
That's your best business.

593
00:19:56,362 --> 00:19:58,064
Yeah, we just closed it.
Yeah, so, it's a 70 --

594
00:19:58,064 --> 00:20:00,332
And could you give me
an example of what that is?

595
00:20:00,332 --> 00:20:02,368
Yeah, so, for this hotel
in particular,

596
00:20:02,368 --> 00:20:03,502
the product
that's going to resonate

597
00:20:03,502 --> 00:20:05,337
with their customer base
is the Welly bites.

598
00:20:05,337 --> 00:20:08,174
And they want to do
about 200 units.

599
00:20:08,174 --> 00:20:10,276
The PO's for 200 units
at two hotels

600
00:20:10,276 --> 00:20:11,811
to start per month.

601
00:20:11,811 --> 00:20:13,145
And that's just, you know,
just to get started.

602
00:20:13,145 --> 00:20:14,680
So, make sure you guys
get rooms at that hotel,

603
00:20:14,680 --> 00:20:15,815
and all your friends,

604
00:20:15,815 --> 00:20:17,316
and you go and buy
all the bites, right?

605
00:20:17,316 --> 00:20:19,151
Exactly. Exactly.
[ Laughs ] Mark.

606
00:20:19,151 --> 00:20:20,352
Rubin: Yeah, I think
that'll work --
Hell yeah.

607
00:20:20,352 --> 00:20:21,487
Control your own destiny,
right?
I like that.

608
00:20:21,487 --> 00:20:22,688
[ Laughs ]
You've done that, right?

609
00:20:22,688 --> 00:20:23,756
Of course.
Gotta get it started.

610
00:20:23,756 --> 00:20:24,890
Buy them all.
Of course.

611
00:20:24,890 --> 00:20:28,994
Listen, you guys,
everything here was great.

612
00:20:28,994 --> 00:20:32,898
The problem for me is, is when
I'm an investor in something,

613
00:20:32,898 --> 00:20:36,335
I feel I have to be passionate,
not only about the people,

614
00:20:36,335 --> 00:20:38,070
but also about the product.

615
00:20:38,070 --> 00:20:41,006
I eat meat,
but I don't eat very much meat.

616
00:20:41,006 --> 00:20:42,808
So, I wish you guys both
good luck,

617
00:20:42,808 --> 00:20:44,376
but I'm sorry, I'm out.

618
00:20:46,112 --> 00:20:48,447
May I ask you what you're
looking for in a Shark?

619
00:20:48,447 --> 00:20:49,782
We're looking for
a partnership.
We're looking for support.

620
00:20:49,782 --> 00:20:50,649
We're looking for
a partner.

621
00:20:50,649 --> 00:20:52,084
To do what specifically?

622
00:20:52,084 --> 00:20:54,553
We need mentors.
Access to
distribution channels...

623
00:20:54,553 --> 00:20:55,888
Mm-hmm.
...co-packers.

624
00:20:55,888 --> 00:20:58,390
We're really wanting to invest
in our own operational setup.

625
00:20:58,390 --> 00:21:00,192
I'm kind of
on the fence about it.

626
00:21:00,192 --> 00:21:01,594
I'm in a lot of
food businesses,

627
00:21:01,594 --> 00:21:04,563
but I'm not sure I can deliver
what you need, honestly.

628
00:21:04,563 --> 00:21:05,998
I've gone
the co-packing route.

629
00:21:05,998 --> 00:21:09,135
We've had as many disasters
as we've had successes.

630
00:21:09,135 --> 00:21:13,339
I feel almost like building a
food business is try everything.

631
00:21:13,339 --> 00:21:16,142
It's not an accurate business,
by any means.

632
00:21:16,142 --> 00:21:18,010
Well, you have two passionate
founders right here.

633
00:21:18,010 --> 00:21:19,445
I think, um...

634
00:21:19,445 --> 00:21:20,613
And we're ready
to learn.
I think we
can work together.

635
00:21:20,613 --> 00:21:21,614
Yeah.

636
00:21:21,614 --> 00:21:23,349
We just --
We need mentorship.

637
00:21:23,349 --> 00:21:25,351
And we're ready.

638
00:21:25,351 --> 00:21:27,686
♪♪

639
00:21:27,686 --> 00:21:30,656
I think -- I think
I'm going to pass on this.

640
00:21:30,656 --> 00:21:32,558
I like to feel like
I'm making such a difference

641
00:21:32,558 --> 00:21:34,126
to my partners, and I do,

642
00:21:34,126 --> 00:21:36,128
but I'm afraid
I might disappoint you.

643
00:21:36,128 --> 00:21:38,330
So I'm going to say I'm out.

644
00:21:38,330 --> 00:21:39,565
Okay.
Okay. Thank you.

645
00:21:39,565 --> 00:21:41,233
Thank you.

646
00:21:41,233 --> 00:21:42,868
Greiner: Thank you for
giving us your food...
Cuban: Good luck, guys.

647
00:21:42,868 --> 00:21:44,236
Thank you, guys.
The food was amazing.

648
00:21:44,236 --> 00:21:45,070
Thank you, guys.

649
00:21:45,070 --> 00:21:45,938
Take care.
Take care.

650
00:21:45,938 --> 00:21:46,772
-Thank you.
-Good luck.

651
00:21:46,772 --> 00:21:48,073
Thank you.

652
00:21:49,241 --> 00:21:50,543
Tasha: I think they were just
a little scared,

653
00:21:50,543 --> 00:21:51,544
I'm not going to lie.

654
00:21:51,544 --> 00:21:52,878
But we're
a young company,

655
00:21:52,878 --> 00:21:54,013
and we're not
playing it safe,

656
00:21:54,013 --> 00:21:56,081
and we're ready
to take risks.

657
00:21:56,081 --> 00:21:58,617
And I'm excited to see what
the future has in store for us

658
00:21:58,617 --> 00:22:00,152
and Wellingtons.
Yep.

659
00:22:00,152 --> 00:22:01,387
My old company,
GSI Commerce,

660
00:22:01,387 --> 00:22:03,622
we were in the business,
we ran Godiva's business.

661
00:22:03,622 --> 00:22:06,292
And it is hard, to Mark's point,
from a shipping perspective.

662
00:22:06,292 --> 00:22:08,394
But it's just,
I look at this and say,

663
00:22:08,394 --> 00:22:09,528
"For every one of these,

664
00:22:09,528 --> 00:22:12,598
there might be
five successful businesses

665
00:22:12,598 --> 00:22:14,099
that are more
than $100 million

666
00:22:14,099 --> 00:22:15,501
that sell these type
of products."

667
00:22:15,501 --> 00:22:17,269
And I think
99% don't work.

668
00:22:17,269 --> 00:22:18,571
And so, I just think
it's too hard.

669
00:22:18,571 --> 00:22:20,606
Kevin, you make those?
I make them.

670
00:22:20,606 --> 00:22:22,174
I can't make toast,
so you're killing it.

671
00:22:22,174 --> 00:22:23,275
No, no,
I can make them.

672
00:22:23,275 --> 00:22:24,410
It's all day.
Greiner: Yeah.

673
00:22:24,410 --> 00:22:25,477
You spend all day
making this.

674
00:22:25,477 --> 00:22:26,879
I mean,
this is a crazy day.

675
00:22:26,879 --> 00:22:28,347
But, God, is it good.

676
00:22:28,347 --> 00:22:30,216
Narrator:
For our milestone 15th season,

677
00:22:30,216 --> 00:22:33,219
we're counting down the top 15
"Shark Tank" companies

678
00:22:33,219 --> 00:22:35,588
with the highest
total retail sales.

679
00:22:35,588 --> 00:22:39,325
Number 9 is Lovepop,
with $304 million.

680
00:22:39,325 --> 00:22:43,195
Number 8 is Tipsy Elves,
with $317 million.

681
00:22:43,195 --> 00:22:45,164
And number 7 is Dude Wipes,

682
00:22:45,164 --> 00:22:49,201
with $341 million
in total retail sales.

683
00:22:49,201 --> 00:22:50,569
Tune in to next week's episode

684
00:22:50,569 --> 00:22:52,104
for the next three.

685
00:22:54,807 --> 00:22:59,245
♪♪

686
00:22:59,245 --> 00:23:00,412
Narrator:
Next into the Tank

687
00:23:00,412 --> 00:23:03,115
is an easier way to
prepare for the big game.

688
00:23:03,115 --> 00:23:11,323
♪♪

689
00:23:11,323 --> 00:23:13,425
Hi, Sharks.
I'm Gavin.

690
00:23:14,560 --> 00:23:16,128
[ Laughter ]

691
00:23:16,128 --> 00:23:18,530
And I'm his big sister,
Morgan.

692
00:23:18,530 --> 00:23:20,733
And I'm their dad
and coach, Jon.

693
00:23:20,733 --> 00:23:22,601
We're from Orange County,
California,

694
00:23:22,601 --> 00:23:25,170
and we're here
seeking $50,000

695
00:23:25,170 --> 00:23:27,673
for 20%
of Gavin's business.

696
00:23:27,673 --> 00:23:30,643
Sharks,
I love playing baseball,

697
00:23:30,643 --> 00:23:33,212
and I learned that the secret
to catching a ball

698
00:23:33,212 --> 00:23:35,547
is by breaking in
and shaping your glove.

699
00:23:35,547 --> 00:23:37,383
Because when you buy
a brand-new glove,

700
00:23:37,383 --> 00:23:40,653
it's so stiff, rigid,
and so hard to close.

701
00:23:40,653 --> 00:23:42,187
So, whether
you play tee ball

702
00:23:42,187 --> 00:23:43,289
or you're
in the pros,

703
00:23:43,289 --> 00:23:45,424
you have to break in
your glove somehow,

704
00:23:45,424 --> 00:23:47,626
unless you like
dropping the ball.

705
00:23:47,626 --> 00:23:49,962
Players do
the craziest things

706
00:23:49,962 --> 00:23:51,664
to try and break in
their gloves.

707
00:23:51,664 --> 00:23:53,632
Like driving
a car over it.

708
00:23:53,632 --> 00:23:54,934
Poor glove!

709
00:23:54,934 --> 00:23:56,969
Or covering it
in shaving cream

710
00:23:56,969 --> 00:23:58,337
and throwing it
in the oven.

711
00:23:58,337 --> 00:24:00,072
What in the world?!

712
00:24:00,072 --> 00:24:01,140
[ Laughter ]

713
00:24:01,140 --> 00:24:02,107
When I was growing up,

714
00:24:02,107 --> 00:24:03,909
we'd even put it
under my mattress.

715
00:24:03,909 --> 00:24:05,144
There had to be a better way.

716
00:24:05,144 --> 00:24:07,413
And now there is,
because I invented it.

717
00:24:07,413 --> 00:24:08,714
Introducing...

718
00:24:08,714 --> 00:24:10,316
Together: Glove Wrap!

719
00:24:10,316 --> 00:24:12,351
Gavin: Glove Wrap is
the elastic band

720
00:24:12,351 --> 00:24:14,420
with exact width,
length, and thickness

721
00:24:14,420 --> 00:24:16,956
needed to break in and shape
your entire baseball glove

722
00:24:16,956 --> 00:24:18,991
while forming
a perfect pocket.

723
00:24:18,991 --> 00:24:20,693
Sharks, there's nothing else
like it.

724
00:24:20,693 --> 00:24:22,027
Just place a ball
in a glove

725
00:24:22,027 --> 00:24:23,295
and wrap it up
with Glove Wrap.

726
00:24:23,295 --> 00:24:24,897
That's literally it.

727
00:24:24,897 --> 00:24:26,665
So, which one of you Sharks

728
00:24:26,665 --> 00:24:28,467
want to join us
and make this business...

729
00:24:28,467 --> 00:24:30,703
Together: A grand slam?

730
00:24:30,703 --> 00:24:32,338
Good job, guys.
Sharks, each one of you

731
00:24:32,338 --> 00:24:34,673
have a glove in front of you
wrapped with Glove Wrap.
Greiner: Good job.

732
00:24:34,673 --> 00:24:35,841
Awesome.

733
00:24:35,841 --> 00:24:37,910
Gavin would love
to demonstrate for all of you

734
00:24:37,910 --> 00:24:40,446
how to wrap your glove.

735
00:24:40,446 --> 00:24:44,249
Sharks, first,
place a ball in the pocket.

736
00:24:44,249 --> 00:24:48,487
Next, begin wrapping
the entirety of the glove.

737
00:24:48,487 --> 00:24:49,822
No other product
on the market

738
00:24:49,822 --> 00:24:51,824
wraps the entirety
of the glove.

739
00:24:51,824 --> 00:24:53,292
When you get to the end,

740
00:24:53,292 --> 00:24:54,893
simply tuck it into itself,

741
00:24:54,893 --> 00:24:59,098
and it sticks together
in place.

742
00:24:59,098 --> 00:25:01,433
Gavin, How did you come
to figure this out?

743
00:25:01,433 --> 00:25:04,903
So, my dad and I
just bought me a new glove,

744
00:25:04,903 --> 00:25:06,805
and we were going to use
the old-fashioned way

745
00:25:06,805 --> 00:25:09,174
to break in it,
with rubber bands,

746
00:25:09,174 --> 00:25:10,442
but we didn't have enough.

747
00:25:10,442 --> 00:25:11,810
So I found a piece of rubber

748
00:25:11,810 --> 00:25:13,879
that my dad used
when he hurt his leg,

749
00:25:13,879 --> 00:25:15,614
and I asked him
if we can wrap

750
00:25:15,614 --> 00:25:17,416
the entirety of the glove
with it.

751
00:25:17,416 --> 00:25:19,785
And he looked online,
there was nothing else like it.

752
00:25:19,785 --> 00:25:21,420
And that's when
Glove Wrap was born.

753
00:25:21,420 --> 00:25:24,623
How do you feel, that you have
invented a product that works?

754
00:25:24,623 --> 00:25:25,924
I feel great.

755
00:25:25,924 --> 00:25:27,960
[ Laughter ]
Are you selling it already?

756
00:25:27,960 --> 00:25:29,428
You making any sales?

757
00:25:29,428 --> 00:25:31,330
We have sold
over 1,000 Glove Wraps.

758
00:25:31,330 --> 00:25:32,931
1,000?
Corcoran: Wow.

759
00:25:32,931 --> 00:25:35,868
Lifetime sales are
over $19,000.

760
00:25:35,868 --> 00:25:37,236
How much do these
Glove Wraps sell for?

761
00:25:37,236 --> 00:25:38,871
And what do they
cost you to make?

762
00:25:38,871 --> 00:25:41,106
It costs us
$3 landed to make.

763
00:25:41,106 --> 00:25:44,510
We sell it for $19.99 retail
and $10 wholesale.

764
00:25:44,510 --> 00:25:45,511
Greiner: Wow!
Good for you.

765
00:25:45,511 --> 00:25:46,645
What a great price.
Wow.

766
00:25:46,645 --> 00:25:48,247
And, Gavin, where do
you sell these?

767
00:25:48,247 --> 00:25:49,515
Amazon and our website,

768
00:25:49,515 --> 00:25:51,750
and in six
mom-and-pop shops.

769
00:25:51,750 --> 00:25:55,187
But I just presented
to a major retailer,

770
00:25:55,187 --> 00:25:57,222
and we're going to meet
with him in a few weeks

771
00:25:57,222 --> 00:25:58,424
and they want
to put Glove Wrap

772
00:25:58,424 --> 00:26:00,392
right next to where
they sell their gloves.

773
00:26:00,392 --> 00:26:02,661
O'Leary: Who's
the major retailer, Gavin?
Oh, that's a real win.

774
00:26:02,661 --> 00:26:04,430
Who is it?
It's Big 5.

775
00:26:04,430 --> 00:26:06,131
Big 5.

776
00:26:06,131 --> 00:26:08,667
You know, the first retailer
I ever sold to

777
00:26:08,667 --> 00:26:10,202
was Big 5 Sporting Goods.

778
00:26:10,202 --> 00:26:11,904
That's where it
all started for me.
That's awesome.

779
00:26:11,904 --> 00:26:14,039
Morgan, how do you fit
into the business?

780
00:26:14,039 --> 00:26:15,674
What do you do
in the business?

781
00:26:15,674 --> 00:26:17,843
I keep everybody
on track.

782
00:26:17,843 --> 00:26:20,312
There is no goofing off
in this business.

783
00:26:20,312 --> 00:26:22,648
We are a very serious
company.

784
00:26:22,648 --> 00:26:23,916
[ Laughter ]
Tell me, Morgan,

785
00:26:23,916 --> 00:26:25,484
do you guys ship
the orders yourself?

786
00:26:25,484 --> 00:26:26,919
Are you helping to ship
the orders?

787
00:26:26,919 --> 00:26:28,821
I help pack, label,
and ship orders

788
00:26:28,821 --> 00:26:30,689
every morning
before I go to school.

789
00:26:30,689 --> 00:26:32,658
Wow, that's great.
Dang.

790
00:26:32,658 --> 00:26:35,961
Mr. Mark, I know you know the
people at Dick's Sporting Goods.

791
00:26:35,961 --> 00:26:37,663
Yes, I do.
[ Laughter ]

792
00:26:37,663 --> 00:26:39,098
Glove Wrap would be good
to go right next

793
00:26:39,098 --> 00:26:40,466
to where they
sell their gloves.

794
00:26:40,466 --> 00:26:41,967
-Yes, it would.
-That's right.

795
00:26:41,967 --> 00:26:43,802
But, you know,
what I was thinking is,

796
00:26:43,802 --> 00:26:45,504
all the baseball teams
in the country,

797
00:26:45,504 --> 00:26:47,573
minor league and
professional in particular,

798
00:26:47,573 --> 00:26:49,942
would want their own
to give to their players

799
00:26:49,942 --> 00:26:51,643
and to give away
to their fans.

800
00:26:51,643 --> 00:26:54,480
So, instead of having
to sell them one at a time,

801
00:26:54,480 --> 00:26:56,782
you could sell them
a bunch at a time.

802
00:26:56,782 --> 00:26:58,050
Instead of having
bat day,

803
00:26:58,050 --> 00:27:00,385
you know, you can have
Glove Wrap days

804
00:27:00,385 --> 00:27:01,820
to give away to kids.

805
00:27:01,820 --> 00:27:03,455
I think they would
go for it.

806
00:27:03,455 --> 00:27:04,523
That's a great idea.
Corcoran: Wait a minute.

807
00:27:04,523 --> 00:27:06,291
I have a question
about the tape itself.

808
00:27:06,291 --> 00:27:07,793
I work out a lot.
Yes.

809
00:27:07,793 --> 00:27:10,896
And I feel I have
an identical band in my closet

810
00:27:10,896 --> 00:27:12,164
that I use all the time.

811
00:27:12,164 --> 00:27:14,867
So, I don't want to
throw water on your product,

812
00:27:14,867 --> 00:27:16,201
but what is the difference?

813
00:27:16,201 --> 00:27:18,103
I would think I would just
go out and buy one of these,

814
00:27:18,103 --> 00:27:20,138
and I wouldn't need
to buy your product.

815
00:27:20,138 --> 00:27:21,206
So, we've figured out

816
00:27:21,206 --> 00:27:23,041
the exact width, length,
and thickness...

817
00:27:23,041 --> 00:27:26,979
Mm-hmm.
...that can be used
effectively with any glove.

818
00:27:26,979 --> 00:27:29,214
So, guys, this pitch
is fantastic,

819
00:27:29,214 --> 00:27:30,949
because it's a simple product
that really works.

820
00:27:30,949 --> 00:27:32,851
My problem
with your deal is,

821
00:27:32,851 --> 00:27:37,256
and I insist on this
in any deal from an 8-year-old,

822
00:27:37,256 --> 00:27:38,590
you gotta drop out

823
00:27:38,590 --> 00:27:40,325
and you gotta
work for me full time.

824
00:27:40,325 --> 00:27:41,660
♪♪

825
00:27:41,660 --> 00:27:43,495
How do you feel
about that, Gavin?

826
00:27:45,964 --> 00:27:47,032
No.
No.

827
00:27:47,032 --> 00:27:48,267
I don't want
you to do that.

828
00:27:48,267 --> 00:27:49,601
But for that reason,
I'm out.

829
00:27:49,601 --> 00:27:51,403
[ Corcoran laughs ]

830
00:27:51,403 --> 00:27:52,938
Thank you
for your time.

831
00:27:52,938 --> 00:27:55,474
Listen, I think,
super clever.

832
00:27:55,474 --> 00:27:56,975
You are amazing.

833
00:27:56,975 --> 00:28:00,145
But I do think that there are
some more sporty Sharks up here

834
00:28:00,145 --> 00:28:02,014
that could help you
more than me.

835
00:28:02,014 --> 00:28:06,451
I will be rooting for you.
But on this, I'm out.

836
00:28:06,451 --> 00:28:08,987
Thank you so much
for your time, Lori.

837
00:28:08,987 --> 00:28:12,157
I think Mark
is your partner for sure.

838
00:28:12,157 --> 00:28:13,792
I wouldn't invest in this

839
00:28:13,792 --> 00:28:15,661
'cause I am afraid --
Why would Mark
be the partner and not me?

840
00:28:15,661 --> 00:28:17,129
Oh, well, he'd make
a better partner.

841
00:28:17,129 --> 00:28:18,330
I think I'd be
a better partner.
Why do you say that?

842
00:28:18,330 --> 00:28:19,598
I could tell -- I-I...
I mean, wow.

843
00:28:19,598 --> 00:28:21,533
I hardly know you,
but I could tell.

844
00:28:21,533 --> 00:28:22,334
-I mean...
-Oh!

845
00:28:22,334 --> 00:28:23,502
O'Leary: Look at that.

846
00:28:23,502 --> 00:28:26,204
But I do believe,
anyone watching, I think,

847
00:28:26,204 --> 00:28:28,674
would just go out and buy
what I have in my closet.

848
00:28:29,675 --> 00:28:31,710
I'm out.

849
00:28:31,710 --> 00:28:34,012
So, Gavin,
I think this is an idea.

850
00:28:34,012 --> 00:28:35,180
I don't know how big
this could be.

851
00:28:35,180 --> 00:28:37,249
I'm just being completely
honest with you.

852
00:28:37,249 --> 00:28:39,451
But here's why I want
to invest in you,

853
00:28:39,451 --> 00:28:41,887
is because I believe
you're going to be a winner,

854
00:28:41,887 --> 00:28:42,888
and I want to
be able to invest

855
00:28:42,888 --> 00:28:44,556
in anything you do
in the future.

856
00:28:44,556 --> 00:28:46,658
I own Fanatics. It's the largest
retailer in the world

857
00:28:46,658 --> 00:28:48,226
of licensed
sports merchandise.

858
00:28:48,226 --> 00:28:50,195
So, we sell all
the baseball jerseys,

859
00:28:50,195 --> 00:28:52,397
the football jerseys,
the basketball jerseys.

860
00:28:52,397 --> 00:28:54,700
MLB Store,
the NFL Shop.

861
00:28:54,700 --> 00:28:56,134
We also own Topps.

862
00:28:56,134 --> 00:28:58,170
We own Lids, the leading
headwear retailer in the world.

863
00:28:58,170 --> 00:28:59,471
I live in this business,

864
00:28:59,471 --> 00:29:02,240
so, for us,
we'd love to introduce you

865
00:29:02,240 --> 00:29:04,209
to some of the best
baseball players in the world.

866
00:29:04,209 --> 00:29:06,578
We'd love to introduce you to
some of the biggest retailers.

867
00:29:06,578 --> 00:29:09,982
So, Gavin, I'll make you
an offer on one condition.

868
00:29:09,982 --> 00:29:13,652
Mark, I want you to be
my partner with me.

869
00:29:13,652 --> 00:29:14,987
Yeah,
I'll come in on that.

870
00:29:14,987 --> 00:29:17,389
How much equity
should we get from him?

871
00:29:17,389 --> 00:29:19,091
You guys asked for 20%?
Jon: We did.

872
00:29:19,091 --> 00:29:23,729
♪♪

873
00:29:23,729 --> 00:29:26,264
We have to be Sharks.
You realize that.

874
00:29:26,264 --> 00:29:30,736
$50,000 split between
Michael and I for...

875
00:29:30,736 --> 00:29:33,872
♪♪

876
00:29:33,872 --> 00:29:35,107
...22%.

877
00:29:38,977 --> 00:29:41,046
You got a deal.
Deal!

878
00:29:41,046 --> 00:29:43,115
Let's go!
[ Laughter ]

879
00:29:43,115 --> 00:29:44,950
Rubin: Now, one more thing
I want a commitment from.

880
00:29:44,950 --> 00:29:47,052
I want to make sure,
anything you do in the future,

881
00:29:47,052 --> 00:29:48,220
you give us
a chance to invest in.

882
00:29:48,220 --> 00:29:49,354
Because I know
you're going to be a giant.

883
00:29:49,354 --> 00:29:50,355
There you go.
Thank you so much.

884
00:29:50,355 --> 00:29:51,290
Of course.
What position do you play?

885
00:29:51,290 --> 00:29:52,391
I like first base
the most.

886
00:29:52,391 --> 00:29:53,492
Oh, I can tell.

887
00:29:53,492 --> 00:29:54,760
Jon: Thank you
for your time.

888
00:29:54,760 --> 00:29:57,696
-Great presentation.
-Great job. Great job, guys.

889
00:29:57,696 --> 00:29:59,631
[ Laughs ]
Oh, my gosh!

890
00:29:59,631 --> 00:30:01,033
Morgan, good job!

891
00:30:01,033 --> 00:30:03,635
When Mark said,
"I have a Shark-y deal,"

892
00:30:03,635 --> 00:30:08,807
I was expecting
40% or 50%, not 22%.

893
00:30:08,807 --> 00:30:09,908
I was doing
millions of dollars in business

894
00:30:09,908 --> 00:30:11,476
when I was 18 years old.

895
00:30:11,476 --> 00:30:12,811
He is a young me.

896
00:30:12,811 --> 00:30:15,280
I want that kid running Fanatics
in 10 years.

897
00:30:15,280 --> 00:30:20,285
♪♪

898
00:30:22,988 --> 00:30:28,593
♪♪

899
00:30:28,593 --> 00:30:30,729
Narrator: Next up,
an entrepreneur

900
00:30:30,729 --> 00:30:32,431
looking to spread the love.

901
00:30:32,431 --> 00:30:40,672
♪♪

902
00:30:40,672 --> 00:30:42,774
Hi, my name is
Blaine Anderson,

903
00:30:42,774 --> 00:30:46,344
and I am the founder and CEO
of Dating By Blaine.

904
00:30:46,344 --> 00:30:52,150
I am here seeking $100,000 in
exchange for 2% of my company.

905
00:30:52,150 --> 00:30:54,653
Y'all may have found
your other halves,

906
00:30:54,653 --> 00:30:57,222
or in a few cases,
better halves.

907
00:30:57,222 --> 00:31:00,325
But in the day and age
of swiping and texting,

908
00:31:00,325 --> 00:31:04,763
for many people,
finding love is not so easy.

909
00:31:04,763 --> 00:31:07,165
Let's take Mark,
for example.

910
00:31:07,165 --> 00:31:09,501
And let's say
Mark was single

911
00:31:09,501 --> 00:31:11,236
and Mark meets a girl...
I'll take him.

912
00:31:11,236 --> 00:31:13,305
...like Barbara.
[ Chuckles ]

913
00:31:13,305 --> 00:31:15,006
Yes, thank God!

914
00:31:15,006 --> 00:31:17,008
But how does he flirt?

915
00:31:17,008 --> 00:31:18,310
What does he text her?

916
00:31:18,310 --> 00:31:20,011
Mark feels confused.

917
00:31:20,011 --> 00:31:24,349
He hesitates, and, ultimately,
he texts something awkward.

918
00:31:24,349 --> 00:31:25,450
Mark, can you...?

919
00:31:25,450 --> 00:31:26,918
"Hey, Barb, what's up?

920
00:31:26,918 --> 00:31:28,920
Want to meet on
my private jet next week?

921
00:31:28,920 --> 00:31:30,388
Or maybe my yacht?"

922
00:31:30,388 --> 00:31:32,124
Corcoran: Oh, God.
What a [bleep]

923
00:31:32,124 --> 00:31:34,392
[ Laughter ]
Anderson: Oh, God, Mark!

924
00:31:34,392 --> 00:31:36,528
Barbara decides
she's not interested,

925
00:31:36,528 --> 00:31:38,997
and that's that...again.

926
00:31:38,997 --> 00:31:41,800
Mark is so sick
of feeling confused

927
00:31:41,800 --> 00:31:43,702
with the women
he's interested in.

928
00:31:43,702 --> 00:31:45,137
That's where I come in.

929
00:31:45,137 --> 00:31:47,606
If Mark had taken
my texting course,

930
00:31:47,606 --> 00:31:49,741
he would have known
the exact message

931
00:31:49,741 --> 00:31:52,177
to send Barbara
to land a date.

932
00:31:52,177 --> 00:31:54,679
Something more like this.

933
00:31:54,679 --> 00:31:56,314
"Barb,
great to meet you.

934
00:31:56,314 --> 00:31:58,483
Your podcast
'Business Unusual'

935
00:31:58,483 --> 00:32:00,519
sounds fascinating.

936
00:32:00,519 --> 00:32:02,721
I'd like to hear more about it
over drinks.

937
00:32:02,721 --> 00:32:04,890
I know the best
whisky bar in town.

938
00:32:04,890 --> 00:32:06,558
Want to go Thursday?"

939
00:32:06,558 --> 00:32:08,126
Very good, Mark.
Much better.

940
00:32:08,126 --> 00:32:09,127
I knew
you would get there.
Thank you.

941
00:32:09,127 --> 00:32:10,328
Sounds great.
Thank you.

942
00:32:10,328 --> 00:32:13,298
My work is devoted
to helping single men

943
00:32:13,298 --> 00:32:15,400
build the skills they need

944
00:32:15,400 --> 00:32:18,003
to attract awesome partners

945
00:32:18,003 --> 00:32:21,706
through my online courses
and one-on-one coaching.

946
00:32:21,706 --> 00:32:24,609
So, who wants
to play cupid with me

947
00:32:24,609 --> 00:32:27,078
and get more singles mixing,
mingling,

948
00:32:27,078 --> 00:32:29,581
and in happy relationships?

949
00:32:29,581 --> 00:32:31,450
How many years have you
been doing this...

950
00:32:31,450 --> 00:32:32,951
Yeah.
...and what are your sales?

951
00:32:32,951 --> 00:32:36,121
Absolutely. So, I started
mid-way through 2020.

952
00:32:36,121 --> 00:32:38,557
My overall sales are
$2.2 million.

953
00:32:38,557 --> 00:32:40,458
[ Sharks exclaim ]
Yes.

954
00:32:40,458 --> 00:32:41,793
-God, I didn't expect that.
-$2.2 million?

955
00:32:41,793 --> 00:32:44,129
Good for you.
I did $22,000

956
00:32:44,129 --> 00:32:45,897
in the first six months
of my business.

957
00:32:45,897 --> 00:32:49,501
2021, I did $484,000.

958
00:32:49,501 --> 00:32:50,335
Yeah.

959
00:32:50,335 --> 00:32:51,937
2022, I did $1 million.

960
00:32:51,937 --> 00:32:55,273
And I'm expecting to do
$1.5 million this year.

961
00:32:55,273 --> 00:32:56,842
Dang!

962
00:32:56,842 --> 00:32:58,944
How's the model work?
How do you charge?
Yeah, absolutely.

963
00:32:58,944 --> 00:33:03,648
So, my primary course
is my Dating Masterclass.

964
00:33:03,648 --> 00:33:07,786
I sell this for $1,295.

965
00:33:07,786 --> 00:33:09,354
It is an online course.

966
00:33:09,354 --> 00:33:12,123
It is prerecorded and it allows
the man to watch it

967
00:33:12,123 --> 00:33:13,692
and go at his own pace.

968
00:33:13,692 --> 00:33:16,428
It includes a small amount
of one-on-one interaction.

969
00:33:16,428 --> 00:33:18,697
They get a profile makeover,
for example.

970
00:33:18,697 --> 00:33:20,866
This is just you,
or do you have staff?

971
00:33:20,866 --> 00:33:22,868
I'm the only
full-time employee.

972
00:33:22,868 --> 00:33:24,202
I have...
I'm in the wrong business.

973
00:33:24,202 --> 00:33:26,204
Yeah, I have
some contractors.

974
00:33:26,204 --> 00:33:29,007
I'm curious to, why are you not
doing this for women?

975
00:33:29,007 --> 00:33:30,375
When I got into it,

976
00:33:30,375 --> 00:33:33,778
I wasn't totally sure
I wanted to work with just men.

977
00:33:33,778 --> 00:33:35,213
But from a marketing
perspective,

978
00:33:35,213 --> 00:33:36,615
I realized very quickly

979
00:33:36,615 --> 00:33:38,583
I needed to narrow
who I was speaking to.

980
00:33:38,583 --> 00:33:40,752
So, what makes you
the expert of love?
They need the most help.

981
00:33:40,752 --> 00:33:42,854
Absolutely. I love love.

982
00:33:42,854 --> 00:33:44,890
So, ever since
I was a kid...
Amore.

983
00:33:44,890 --> 00:33:47,092
...I was so interested
in relationships,

984
00:33:47,092 --> 00:33:49,060
even on the playground --
"Who's going out with who,

985
00:33:49,060 --> 00:33:50,762
who likes who," you know?

986
00:33:50,762 --> 00:33:52,464
I didn't see
a career in that.

987
00:33:52,464 --> 00:33:54,065
I was working
in the travel industry,

988
00:33:54,065 --> 00:33:56,001
and then the pandemic hit.

989
00:33:56,001 --> 00:33:57,435
And basically overnight,

990
00:33:57,435 --> 00:34:00,405
I went from employed
to unemployed.

991
00:34:00,405 --> 00:34:03,074
And I thought,
okay, what could I do?

992
00:34:03,074 --> 00:34:05,443
My boyfriend at the time,
who's now my husband,

993
00:34:05,443 --> 00:34:08,179
he suggested,
"What if you made a course?

994
00:34:08,179 --> 00:34:09,981
It's infinitely scalable,
you know,

995
00:34:09,981 --> 00:34:11,483
you don't need any money
to start it,"

996
00:34:11,483 --> 00:34:13,285
which was good,
because I didn't have any.

997
00:34:13,285 --> 00:34:15,654
So, before I ever
wrote my program,

998
00:34:15,654 --> 00:34:19,090
I went on dating apps
and I made a profile of myself,

999
00:34:19,090 --> 00:34:21,426
and I said,
"I'm a dating coach.

1000
00:34:21,426 --> 00:34:22,961
I'm not here to date.

1001
00:34:22,961 --> 00:34:26,331
Message me if you want
my free pandemic dating guide."

1002
00:34:26,331 --> 00:34:27,999
What a clever thing to do.
Cuban: Smart.

1003
00:34:27,999 --> 00:34:30,702
Really, really smart.
Yeah. So, then, people would
match with me.

1004
00:34:30,702 --> 00:34:32,904
And I got hundreds
of e-mails this way.
Wow.

1005
00:34:32,904 --> 00:34:34,506
Is anyone
knocking you off?

1006
00:34:34,506 --> 00:34:37,943
There are competitors and
there are other dating coaches.

1007
00:34:37,943 --> 00:34:39,411
But I am the leader
in this space.

1008
00:34:39,411 --> 00:34:41,546
And the question is,
a dating coach

1009
00:34:41,546 --> 00:34:43,648
is probably not really
a scalable business,

1010
00:34:43,648 --> 00:34:46,184
versus if you could turn this
into a scalable product.

1011
00:34:46,184 --> 00:34:48,453
Correct. My courses
are absolutely scalable.

1012
00:34:48,453 --> 00:34:51,723
So, I have my texting course,
which is $149.

1013
00:34:51,723 --> 00:34:55,493
And how many of those
have you sold at $149?
Um...

1014
00:34:55,493 --> 00:34:58,196
I'm not sure of actually
my exact numbers on that one.

1015
00:34:58,196 --> 00:35:00,899
So, break it down for us,
because we want to know
what's scalable, right?

1016
00:35:00,899 --> 00:35:02,467
So, one-on-one coaching.

1017
00:35:02,467 --> 00:35:03,668
Text --
So, yeah, correct.

1018
00:35:03,668 --> 00:35:05,170
The one-on-one coaching
is not as scalable.

1019
00:35:05,170 --> 00:35:09,641
My one-on-one coaching
is $6,295

1020
00:35:09,641 --> 00:35:12,177
for six 45-minute
one-on-one sessions.

1021
00:35:12,177 --> 00:35:13,678
Well, good for you.
How much did you sell?

1022
00:35:13,678 --> 00:35:15,614
Let's just use last year,
when you did over $1 million.
Yeah.

1023
00:35:15,614 --> 00:35:17,816
Your texting class,
you did how much in?

1024
00:35:17,816 --> 00:35:19,851
I'm not sure
of the breakdown exactly

1025
00:35:19,851 --> 00:35:22,887
between my $149 and --
Ooh, that's
a "Shark Tank" no-no.

1026
00:35:22,887 --> 00:35:24,322
Um...

1027
00:35:24,322 --> 00:35:26,891
Okay, so, the rest of it
was in your classes?
Yes.

1028
00:35:26,891 --> 00:35:28,093
And so,
do you have an idea

1029
00:35:28,093 --> 00:35:29,928
of how many
classes you sold?

1030
00:35:29,928 --> 00:35:33,198
Last year, I sold --
Let's see...

1031
00:35:35,700 --> 00:35:37,035
Can someone help me
with some math?

1032
00:35:37,035 --> 00:35:39,270
$900,000 divided by...

1033
00:35:39,270 --> 00:35:40,739
So, 900, yes.
Yeah.

1034
00:35:40,739 --> 00:35:42,474
Around 900, yeah. Mm-hmm.
Yeah, 900.

1035
00:35:42,474 --> 00:35:45,443
Okay, that's cool.
Blaine, you're
not too sharp on the numbers.

1036
00:35:45,443 --> 00:35:47,278
But what are your margins?

1037
00:35:47,278 --> 00:35:51,583
So, last year, in profit,
I had just under 500K.

1038
00:35:51,583 --> 00:35:53,785
Good for you.
But I had some very big

1039
00:35:53,785 --> 00:35:55,720
one-time expenses last year

1040
00:35:55,720 --> 00:35:57,322
that won't be reoccurring.
What were they?

1041
00:35:57,322 --> 00:35:59,824
I film on my iPhone
in my car.

1042
00:35:59,824 --> 00:36:02,527
I bought myself a car to film in
and I built a home office.

1043
00:36:02,527 --> 00:36:04,396
Blaine, why do
you need a Shark?

1044
00:36:04,396 --> 00:36:07,699
The vision I have for
my business is having a Shark

1045
00:36:07,699 --> 00:36:11,036
that the kind of men I work with
look up to.

1046
00:36:11,036 --> 00:36:14,506
They think,
"Wow, he has the type of life --

1047
00:36:14,506 --> 00:36:16,975
he has a family,
he has a successful business."

1048
00:36:16,975 --> 00:36:18,943
Or she?
It could be a she.

1049
00:36:18,943 --> 00:36:22,313
But what I think could be really
valuable is having a guy say,

1050
00:36:22,313 --> 00:36:25,483
"It's okay that
you need help dating."

1051
00:36:25,483 --> 00:36:29,087
The problem I have is
I think you're a consultant.

1052
00:36:29,087 --> 00:36:32,424
Any dating company that sees you
is going to immediately think,

1053
00:36:32,424 --> 00:36:35,827
"Well, I should just make this
a product within my app."

1054
00:36:35,827 --> 00:36:38,596
And so, I don't see this
as a scalable product.

1055
00:36:38,596 --> 00:36:40,665
And for that reason,
I'm out.

1056
00:36:40,665 --> 00:36:41,733
Thank you.

1057
00:36:41,733 --> 00:36:43,134
Blaine, I can see
the challenge

1058
00:36:43,134 --> 00:36:44,402
and why you need help,
right,

1059
00:36:44,402 --> 00:36:46,438
because since you're selling
mostly classes,

1060
00:36:46,438 --> 00:36:49,541
to go from 900
to 9,000...
Yeah.

1061
00:36:49,541 --> 00:36:51,676
...would be
incredible.
Yeah.

1062
00:36:51,676 --> 00:36:54,779
But you only
offered us 2%.

1063
00:36:54,779 --> 00:36:57,048
If you really,
really wanted a Shark,

1064
00:36:57,048 --> 00:36:58,750
you would have come in
offering more.

1065
00:36:58,750 --> 00:37:01,352
And so, for those reasons,
I'm out.

1066
00:37:01,352 --> 00:37:03,388
But, Mark, I would like
to point out

1067
00:37:03,388 --> 00:37:05,323
the $100,000 investment

1068
00:37:05,323 --> 00:37:08,059
makes it much, much less
downside for you.

1069
00:37:08,059 --> 00:37:09,294
$100,000 --

1070
00:37:09,294 --> 00:37:10,361
When I make
an investment,

1071
00:37:10,361 --> 00:37:11,596
I'm not worried
about the downside.

1072
00:37:11,596 --> 00:37:13,665
I'm investing because I think
there's a lot of upside.

1073
00:37:13,665 --> 00:37:16,835
Because if you make $1 million,
and I get my 2%...

1074
00:37:16,835 --> 00:37:19,037
But what if we make
$10 million together?

1075
00:37:19,037 --> 00:37:22,507
$10 million, that's $200,000
on a $100,000 investment.

1076
00:37:22,507 --> 00:37:24,642
You know,
that's just not gonna --

1077
00:37:24,642 --> 00:37:26,478
Blaine, numbers is not
your strength.

1078
00:37:26,478 --> 00:37:27,979
Feelings are my strength.

1079
00:37:27,979 --> 00:37:28,980
Passion.

1080
00:37:28,980 --> 00:37:30,148
I'm fascinated,

1081
00:37:30,148 --> 00:37:31,483
and I can help you
get it out there,

1082
00:37:31,483 --> 00:37:32,917
but I'm not
doing it for 2%.

1083
00:37:32,917 --> 00:37:34,919
Now, I'm not going
to negotiate with myself.

1084
00:37:34,919 --> 00:37:36,154
What else
can you offer me?

1085
00:37:36,154 --> 00:37:37,956
[ Sighs ]

1086
00:37:37,956 --> 00:37:40,091
I mean, get realistic
about this.

1087
00:37:40,091 --> 00:37:42,360
I'll give you the 100K.
Give me --
He's the only man left,
so what you would you offer --

1088
00:37:42,360 --> 00:37:43,394
Anderson: I'm interesting in
hearing from the women.

1089
00:37:43,394 --> 00:37:45,497
I am absolutely
open to women as well.

1090
00:37:45,497 --> 00:37:47,766
As are you open because
the two gentlemen

1091
00:37:47,766 --> 00:37:50,435
to my left and to my far right
dropped out?

1092
00:37:50,435 --> 00:37:51,770
I think so.

1093
00:37:51,770 --> 00:37:54,405
Listen, you are entitled
to your opinion

1094
00:37:54,405 --> 00:37:56,207
and to what you think is right
for your business.

1095
00:37:56,207 --> 00:37:59,511
But Barb and I both heard
you really clearly say

1096
00:37:59,511 --> 00:38:01,880
that you wanted
to have a man.
Yeah.

1097
00:38:01,880 --> 00:38:04,616
I will not lie,
I had my eye on a specific Shark

1098
00:38:04,616 --> 00:38:07,652
that I think has shown
a lot of empathy and kindness.

1099
00:38:07,652 --> 00:38:09,053
That's got to be me.

1100
00:38:09,053 --> 00:38:11,156
[ Laughter ]

1101
00:38:11,156 --> 00:38:12,390
I appreciate that.
That's nice of you to say.

1102
00:38:12,390 --> 00:38:13,858
You know, I-I-I --

1103
00:38:13,858 --> 00:38:15,593
I mean, nobody's more kind than
I am, telling the truth.

1104
00:38:15,593 --> 00:38:19,364
You are.
I have some concerns about

1105
00:38:19,364 --> 00:38:21,032
business being
the most important --

1106
00:38:21,032 --> 00:38:22,867
I like business.
I like making money.

1107
00:38:22,867 --> 00:38:24,202
Well, I hope
you like business.
Clearly, I'm building
a business...

1108
00:38:24,202 --> 00:38:25,537
You're in
the Shark Tank.

1109
00:38:25,537 --> 00:38:26,871
...that's going to make
a lot of money.

1110
00:38:26,871 --> 00:38:30,808
But I operate from a place of
empathy and kindness

1111
00:38:30,808 --> 00:38:34,679
and really feeling passionately
about helping people.

1112
00:38:34,679 --> 00:38:37,315
Empathy and kindness
are my middle names.

1113
00:38:37,315 --> 00:38:38,917
[ Laughter ]

1114
00:38:38,917 --> 00:38:40,618
I heard exactly
what Lori heard,

1115
00:38:40,618 --> 00:38:42,153
and I happen to
agree with you.

1116
00:38:42,153 --> 00:38:45,957
I think to have a happy,
rich, good-looking guy,

1117
00:38:45,957 --> 00:38:48,493
whoever you choose --
and he's the best choice here,

1118
00:38:48,493 --> 00:38:50,728
of course --
I think it's very clever.

1119
00:38:50,728 --> 00:38:54,232
But I don't see what the heck
any Shark could do for you.

1120
00:38:54,232 --> 00:38:55,600
You have
the whole package.

1121
00:38:55,600 --> 00:38:57,068
So for that reason,
I'm out.

1122
00:38:57,068 --> 00:38:58,536
Thank you, Barbara.

1123
00:38:58,536 --> 00:38:59,771
Lori?

1124
00:38:59,771 --> 00:39:01,072
Greiner: Well,
I'll be honest with you.

1125
00:39:01,072 --> 00:39:03,474
I was listening,
and I heard you say,

1126
00:39:03,474 --> 00:39:04,876
"I would like a man."

1127
00:39:04,876 --> 00:39:07,445
And I believe
that is truly

1128
00:39:07,445 --> 00:39:09,514
what you feel is
the best thing

1129
00:39:09,514 --> 00:39:10,848
for your business.

1130
00:39:10,848 --> 00:39:12,350
So for that reason,
I'm out.

1131
00:39:12,350 --> 00:39:14,652
But I hope that he gives you
an offer.

1132
00:39:14,652 --> 00:39:16,321
You know, Blaine,
one thing I would say

1133
00:39:16,321 --> 00:39:18,189
about empathy
and warmth is

1134
00:39:18,189 --> 00:39:20,391
it's very important
to tell the truth,

1135
00:39:20,391 --> 00:39:23,361
even when it's something
people don't want to hear.

1136
00:39:23,361 --> 00:39:25,763
You are sometimes forced
to tell people the truth

1137
00:39:25,763 --> 00:39:26,698
in your business, too.
It's true.

1138
00:39:26,698 --> 00:39:28,866
And they may not want
to hear that,

1139
00:39:28,866 --> 00:39:31,669
but it doesn't mean
you're not empathetic.

1140
00:39:31,669 --> 00:39:34,772
I'll give you the $100,000
for 15%.

1141
00:39:34,772 --> 00:39:36,341
Corcoran: Wait a second.
Before you say anything,

1142
00:39:36,341 --> 00:39:37,508
let's just test Mark,

1143
00:39:37,508 --> 00:39:39,210
because you're obviously
after Mark.

1144
00:39:39,210 --> 00:39:40,845
Would you reconsider?

1145
00:39:40,845 --> 00:39:49,254
♪♪

1146
00:39:51,956 --> 00:39:53,992
♪♪

1147
00:39:53,992 --> 00:39:55,827
Narrator:
Four Sharks are out.

1148
00:39:55,827 --> 00:39:58,096
Blaine has an offer
on the table from Kevin

1149
00:39:58,096 --> 00:40:00,531
for her online dating
coaching service,

1150
00:40:00,531 --> 00:40:02,166
Dating By Blaine.

1151
00:40:02,166 --> 00:40:04,969
But Blaine had her heart set
on a deal with Mark,

1152
00:40:04,969 --> 00:40:08,506
who wasn't interested in
her offer of only 2% equity.

1153
00:40:08,506 --> 00:40:10,842
I'll give you the $100,000
for 15%.

1154
00:40:10,842 --> 00:40:12,810
Corcoran:
Before you say anything,
let's just test Mark,

1155
00:40:12,810 --> 00:40:14,579
because you're obviously
after Mark.

1156
00:40:14,579 --> 00:40:16,381
Would you reconsider?

1157
00:40:16,381 --> 00:40:18,549
Look, I'm the luckiest guy
in the world.

1158
00:40:18,549 --> 00:40:20,785
You know, I wake up every day
and try to never take

1159
00:40:20,785 --> 00:40:22,453
what's happened to me
for granted.

1160
00:40:22,453 --> 00:40:24,756
When I die, I want to
come back as me, you know?

1161
00:40:24,756 --> 00:40:26,758
But I've also been on
the other side of it, right?

1162
00:40:26,758 --> 00:40:28,726
I was the ugly kid
that was 16

1163
00:40:28,726 --> 00:40:32,630
and, you know,
5'7" and 220 pounds.

1164
00:40:32,630 --> 00:40:35,466
So, I've been on the can't
talk to girls side either.
Yeah.

1165
00:40:35,466 --> 00:40:37,902
So I see the value,
and I understand.

1166
00:40:37,902 --> 00:40:39,470
But you've got
to tell me a number

1167
00:40:39,470 --> 00:40:41,205
that makes it
worth my while,

1168
00:40:41,205 --> 00:40:42,440
because you know
how much time

1169
00:40:42,440 --> 00:40:44,275
and what you'd
expect from me.

1170
00:40:46,678 --> 00:40:47,946
I'm going to do you
a favor.

1171
00:40:47,946 --> 00:40:49,514
I'm going to be
a matchmaker for you.

1172
00:40:49,514 --> 00:40:53,251
How about 15%?
Would you give him 15%?

1173
00:40:53,251 --> 00:40:55,687
How about 8%?
Ooh.

1174
00:40:55,687 --> 00:40:58,089
Well, Blaine, you don't have
to take the offer.

1175
00:40:58,089 --> 00:40:59,924
I can't do 15%.

1176
00:40:59,924 --> 00:41:03,061
What is your flexibility?

1177
00:41:03,061 --> 00:41:05,997
I mean, I offered 8%...

1178
00:41:05,997 --> 00:41:08,700
for my special Shark.
[ Laughs ]

1179
00:41:08,700 --> 00:41:09,701
He didn't take it.

1180
00:41:09,701 --> 00:41:11,602
Mark, she called you
a special Shark.

1181
00:41:11,602 --> 00:41:12,737
Give her a counter in
the middle. I mean...

1182
00:41:12,737 --> 00:41:14,439
Blaine, I'll do it at 10%.
I'll do it at 10%.

1183
00:41:14,439 --> 00:41:16,140
You'll do it for 10%?
Yeah.

1184
00:41:17,909 --> 00:41:18,910
Yeah.

1185
00:41:18,910 --> 00:41:19,844
There you go.
Let's do it.

1186
00:41:19,844 --> 00:41:20,878
Rubin: Let's go.

1187
00:41:20,878 --> 00:41:22,547
[ Applause ]

1188
00:41:22,547 --> 00:41:24,449
Yay.
[ Chuckles ]

1189
00:41:24,449 --> 00:41:26,117
Thanks.
Thank you.

1190
00:41:26,117 --> 00:41:27,885
I Think we'll do really well.
I'll help you a lot.

1191
00:41:27,885 --> 00:41:29,153
Thanks so much.
I appreciate it.
I'm excited.

1192
00:41:29,153 --> 00:41:30,922
I want a 6% commission.

1193
00:41:30,922 --> 00:41:33,391
[ Laughs ]
Thank you for your help.

1194
00:41:33,391 --> 00:41:34,392
Congrats.

1195
00:41:34,392 --> 00:41:36,160
♪♪

1196
00:41:36,160 --> 00:41:37,729
Whoo!

1197
00:41:37,729 --> 00:41:40,098
Mark is the perfect match
for Dating By Blaine.

1198
00:41:40,098 --> 00:41:42,600
He is kind, he is empathetic,
and, most importantly,

1199
00:41:42,600 --> 00:41:45,803
he is a role model
for the type of men I work with.

1200
00:41:45,803 --> 00:41:48,006
And that's really
what I wanted in a Shark.

1201
00:41:48,006 --> 00:41:49,707
She'd be just
great to talk to.

1202
00:41:49,707 --> 00:41:50,842
Oh, for sure.
Yeah.

1203
00:41:50,842 --> 00:41:52,210
And I had to save her
from you, Kevin.

1204
00:41:52,210 --> 00:41:54,245
Listen, I thought I was
absolutely the right partner,

1205
00:41:54,245 --> 00:41:56,381
'cause she didn't know
her numbers at all.
Oh, God.

1206
00:41:56,381 --> 00:41:58,916
You're, like, anti-romance.

1207
00:42:10,795 --> 00:42:12,864
Narrator: ...for a chance to win
a video chat with a Shark,

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00:42:12,864 --> 00:42:15,400
"Shark Tank" gear, or a visit
to the "Shark Tank" set.

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00:42:18,569 --> 00:42:20,505
Winners will be contacted
on Instagram.

1210
00:42:20,505 --> 00:42:21,873
We can only contact followers

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00:42:21,873 --> 00:42:24,075
of "Shark Tank's"
official Instagram.

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00:42:28,980 --> 00:42:31,983
-- Captions by VITAC --

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00:42:31,983 --> 00:42:40,391
♪♪

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00:42:40,391 --> 00:42:48,766
♪♪

1215
00:42:48,766 --> 00:42:57,108
♪♪