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Narrator:
Tonight on "Shark Tank"...

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00:00:03,203 --> 00:00:04,238
Sharks, who doesn't love
a cheesy love story?

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If you draggin' a wagon,

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I mean, if you really sluggin'
back there, don't worry.

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There's got to be a product
that solves this problem.

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I don't really
understand the product.

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What are the sales today?
$8,000.

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Why are you not making money?
Let it go.

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There are only a few moments
that you get like this.

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For 3%,
you could lose this.

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I think Emma's wonderful,
but she's greedy.

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I'll be greedy
for you, too.

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No one has had the courage
to talk about on "Shark Tank"...

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Oh, my goodness.
Wait, wait, wait.

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Wait.
Oh.

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♪♪

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Narrator: First in the Tank
is a modern product

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made in traditional
artisanal ways.

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♪♪

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Hi, Sharks.
I'm Fred Zwar.

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And I'm Kirsten Maitland,
and we're from Austin, Texas.

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We're seeking $750,000 in
exchange for 5% of our company.

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Herjavec: Wow.
Sharks, who doesn't love
a cheesy love story?

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Boy falls in love.

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Because girl
is awesome.

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But also, the boy's a romantic
who loves to create

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these impressive
European-style picnics.

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Which girl loves.

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However, that meant the
foundation of our relationship

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relied on one
very important thing.

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Cheese! Cheese!

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But then, uh-oh,
the girl goes vegan.

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Uh-oh again,
boy goes vegan.

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And with no truly premium

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gourmet charcuterie-style
cheeses on the market...

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Boy and girl go into business
together and create...

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Rebel Cheese! Rebel Chees!

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The artisan
vegan cheese company

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that is inviting vegans back
to the picnic again.

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We create real cheese
but made only from plants.

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And just like with love,
there is no shortcut.

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We spent years mastering the
artisan cheesemaking techniques,

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such as culturing
and cave aging,

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to create the most perfect
textures and flavors

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that will fool even
the most committed cheese lover.

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Imagine a creamy rinded Brie
with a true rind,

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a tangy sharp cheddar smoked
with real mesquite chips.

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And with over 20 different
varieties of cheese,

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we're here to revolutionize
the vegan cheese game.

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So, Sharks, who's ready to write
their own cheesy love story

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and take a bite out of
the vegan cheese market with...

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Rebel Cheese? Rebel Chees?

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Herjavec: We got to try it.
Grede: I am. I am.

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Cuban: Yeah, I'm hungry
and ready to try it.

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And, Sharks,
in front of you,

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you have our five
top-selling SKUs.

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We have our Brie.

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We have our
Honee Pistachio Chèvre,

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Sundried Tomato Fromage,
sharp cheddar,

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and also our pimento.
Ooh!

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Oh, my God, that's so good.
The pimento is wow!

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O'Leary:
Is it primarily cashew,

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or have you used
multiple plant-based solutions?

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We do multiple.

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What sets us apart
is our techniques.

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So we actually have caves
that we cave-age the Brie in.

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Wow.
The Brie is incredible.

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Thank you, and it's
just four ingredients.

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O'Leary: Okay.
It's cashews, water,
salt, and culture.

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So it's super clean.

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Oh, my God.

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That Sundried Tomato Fromage
is fabulous.

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Really good.
O'Leary: I've tried them all.

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And I'm a huge cheese guy.
The cheddar is incredible.

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I'm a huge wine guy.
So I'm very sensitive.

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The one you nailed it on
is the Brie.

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There is no way
to tell the difference.
Maitland: Thank you.

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I mean, these are interesting,
but the texture's, like,

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pretty similar on all of them,
right?

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It's kind of very mushy
and pasty.

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The texture is throwing me
a little bit.

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Kirsten, are you the only one
that makes a vegan cheese?

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No.
Greiner: No.

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To this level.
Standard.

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There aren't
many people

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that are making artisan
vegan cheese at scale.

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There's no one making
vegan Brie at scale.

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We just built
our new production facility.

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We can make
8 million wheels a year there.

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Wow.
So, guys, you came in
with a pretty punchy ask.

91
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So explain to us
the business model today.

92
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Yes.
So we have three
different channels

93
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that we're selling in
currently.

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We have our e-commerce,
which is through subscription.

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That entails about 16%
of our business.

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We also have
our wholesale program,

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which is about
17% of our business,

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and then our restaurant,
that is 65% of our business.

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00:04:02,709 --> 00:04:04,311
Oh, that's interesting.
Herjavec: A single location?

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00:04:04,311 --> 00:04:05,612
Yes, a single location.

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Cuban: What's the restaurant?
Rebel Cheese.

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So, during COVID,
we had to pivot,

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like every other restaurant
in America.

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We pivoted to e-commerce
to start with,

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and that started
taking off.

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And now we're in
about 100 retailers.

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Any of the large majors,
like Whole Foods?
Not yet.

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They reached out to us
in the beginning,

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but we weren't
ready for them.

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Those 100 retailers --
Good for you
for recognizing that.

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O'Leary:
What's the price of this

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versus a traditional wheel
of high-end Brie?

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So it costs us about $4.67
to make that.

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And that's after
overhead and labor.

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We then landed at the retailer
for about $9,

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and then we have an MSRP
about $15 to $20 per wheel.

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How does that compare
with real cheese?

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Real cheese is anywhere
between $10 to $20.

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So we're right there
with them.

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Fred, what are
the sales today?

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So our last year of sales
were $2.5 million.

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This year, we're projecting
to make $3.5 million.

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O'Leary: What will
this whole thing make

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if you hit the $3.5 million
pretax this year

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after you pay yourselves?

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So we've been profitable
for four years.

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That's what also
sets us apart.

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What are you going to make
this year?
Wow.

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This year we're hoping to break
even, to be honest with you,

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because scaling.
Because of the factory.

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Next year,
we want to be in 500 stores,

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which will put us
about $7 million

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just in
our distribution revenue.

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I'm trying to get my head
around the deal,

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because the differentiation
for Rebel Cheese

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is this extraordinary
leap forward in Brie.

137
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And yet you're asking --
$15 million valuation.

138
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I think you asked
for too much money.

139
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If anybody here
should invest in this, it's me.

140
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But I'm out.

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00:05:35,235 --> 00:05:37,537
Alright, I'll offer you 750K
for 10%.

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Oh.

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Greiner: Wait.
What do you think?

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Wait, wait.

145
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Oh.
Wait, wait, wait.

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Narrator: One Shark is out.

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Fred and Kirsten have an offer
on the table from Mark

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00:05:59,226 --> 00:06:02,462
for their vegan cheese company,
Rebel Cheese,

149
00:06:02,462 --> 00:06:04,531
but Lori also seems interested.

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00:06:04,531 --> 00:06:07,267
Wait, wait, wait.

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Oh.
Wait, wait, wait.

152
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I just have to jump in.
She loves the cheese.

153
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I have to jump in
and say something.
My God.

154
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I did a deal
with Boarderie.

155
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We are surpassing,
by Christmas,

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$30 million in retail sales
within one year.

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We make the most fabulous
cheese and charcuterie boards

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that you can imagine.

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And we have
no vegan cheese.

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I'm happy to go in with Mark
if Mark wants to go in with me.

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We can do that.
I'm not your customer.

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I'm not a big cheese guy,
so I'm going to be out.

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Thank you.
We really appreciate it.
Thank you so much.

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Guys, I'll make this
really nice and easy for you.

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I'm going out.

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To me, I don't really
understand the product.

167
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Yeah.
I don't think it's as amazing
as everybody's talking about.

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I don't get it.
Apparently Mark and Lori do.

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750K, 10%.
You get two of us.

170
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Would you guys be willing
to drop down to 6%?

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00:06:54,014 --> 00:06:55,949
No.

172
00:06:55,949 --> 00:06:57,784
You're getting two of us.
You get two of us.

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A million for 10%?

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[ Laughs ]
Oh.

175
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You get two of us.
You get two of us.

176
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You can't hire -- Costs
more than that to hire us.
Come on, you guys.

177
00:07:04,424 --> 00:07:06,226
Yeah.

178
00:07:06,226 --> 00:07:08,228
So another thing
that we'd be looking for

179
00:07:08,228 --> 00:07:10,230
is help with
our distribution.

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We'd be also looking
for a spokesperson.

181
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We'd be looking for somebody
to help us with marketing.

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Yeah, look,
I'll even commit.

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I'll go to a grocery store
in Austin and hand out samples.

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[ Laughs ]
Okay.

185
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That sounds awesome.
Alright.

186
00:07:21,641 --> 00:07:23,810
I already have Boarderie,
where, boom,

187
00:07:23,810 --> 00:07:25,478
we sell to millions
of people,

188
00:07:25,478 --> 00:07:28,515
and this would go right
into our line like that.

189
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What do you think?

190
00:07:29,950 --> 00:07:31,985
Would you guys
be willing to do 7.5%?

191
00:07:31,985 --> 00:07:34,287
No.
[ Laughter ]

192
00:07:34,287 --> 00:07:36,623
Greiner: Don't lose this.
Fred, let it go.
Let it go.

193
00:07:36,623 --> 00:07:39,426
Well, you know, for 3%,
you could lose this.

194
00:07:39,426 --> 00:07:41,528
2.5%,
you could lose this.

195
00:07:43,296 --> 00:07:44,664
Do you want
to talk about it?
Yeah.

196
00:07:44,664 --> 00:07:46,266
Can we have a second
to talk about it?

197
00:07:46,266 --> 00:07:47,100
Greiner: Yeah.
Sure.

198
00:07:47,100 --> 00:07:48,101
Okay.

199
00:07:48,101 --> 00:07:49,703
O'Leary: Guys, guys,
before you leave,

200
00:07:49,703 --> 00:07:52,772
let me just say something.
in "Shark Tank" lore.

201
00:07:52,772 --> 00:07:53,940
I've been around here so long.

202
00:07:53,940 --> 00:07:56,309
I'm the vampire
on the set, okay?

203
00:07:56,309 --> 00:07:58,745
200-plus years here
on "Shark Tank."

204
00:07:58,745 --> 00:08:03,450
There are only a few moments
in your life you get like this.

205
00:08:03,450 --> 00:08:06,219
You made it on "Shark Tank."
That's impossible to do.

206
00:08:06,219 --> 00:08:07,721
You have an offer
from two Sharks

207
00:08:07,721 --> 00:08:09,456
who are passionate
about your business

208
00:08:09,456 --> 00:08:12,425
and give you
enhanced distribution.

209
00:08:12,425 --> 00:08:15,996
And you're worried
about 2% or 3%.

210
00:08:15,996 --> 00:08:17,397
You don't need to walk anywhere.

211
00:08:17,397 --> 00:08:20,000
You'd be out of your
you-know-what minds

212
00:08:20,000 --> 00:08:22,202
not to take that deal.

213
00:08:22,202 --> 00:08:23,436
And this isn't even my deal.

214
00:08:23,436 --> 00:08:26,106
I'm just saying,
this is your moment.

215
00:08:26,106 --> 00:08:27,807
What the [bleep]
are you doing?

216
00:08:27,807 --> 00:08:29,442
[ Laughter ]
Let's do it.

217
00:08:29,442 --> 00:08:31,678
I almost never
agree with him.

218
00:08:31,678 --> 00:08:33,913
But what he said,
for reals.

219
00:08:33,913 --> 00:08:38,318
♪♪

220
00:08:38,318 --> 00:08:40,120
Thank you.
We'll accept the deal.

221
00:08:40,120 --> 00:08:41,955
Yay!
Yay!

222
00:08:41,955 --> 00:08:43,957
You can
thank me now, Mark.

223
00:08:43,957 --> 00:08:46,059
Thanks so much.
Oh, thank you.

224
00:08:46,059 --> 00:08:46,993
Well done, man.
Oh, my God.

225
00:08:46,993 --> 00:08:48,294
So exciting.
Thank you.

226
00:08:48,294 --> 00:08:49,362
It's really exciting.
Thank you so much.

227
00:08:49,362 --> 00:08:50,630
Appreciate it.
Yeah.

228
00:08:50,630 --> 00:08:53,166
So good. Well done.
Congratulations.

229
00:08:53,166 --> 00:08:54,567
Whew!
[ Chuckles ]

230
00:08:54,567 --> 00:08:56,703
Very excited to work
with Mark and Lori.

231
00:08:56,703 --> 00:08:58,204
The part
that really got me --

232
00:08:58,204 --> 00:08:59,506
I don't know about Kirsten,
per se --

233
00:08:59,506 --> 00:09:01,341
is where Mark even said
he'll come down to Austin

234
00:09:01,341 --> 00:09:02,642
to hand out samples.

235
00:09:02,642 --> 00:09:04,344
Yeah, we were like,
"Done," after that.
Yeah.

236
00:09:04,344 --> 00:09:05,979
I think Mark
one day will learn

237
00:09:05,979 --> 00:09:07,580
you don't have to
buy the company.

238
00:09:07,580 --> 00:09:08,848
You can just buy the product.
Just be a customer.

239
00:09:08,848 --> 00:09:09,983
Just buy the cheese.

240
00:09:09,983 --> 00:09:12,419
It's more fun when I get
to say, "But it's mine."

241
00:09:14,320 --> 00:09:17,190
Narrator: In Season 11,
Sarah Paiji Yoo and Syed Naqvi

242
00:09:17,190 --> 00:09:18,625
made a deal with Kevin O'Leary

243
00:09:18,625 --> 00:09:21,761
for their eco-friendly cleaning
product company, Blueland.

244
00:09:21,761 --> 00:09:22,962
Done.
Whoo!

245
00:09:22,962 --> 00:09:24,764
Narrator: Let's see
what they're up to now.

246
00:09:24,764 --> 00:09:26,933
Paiji Yoo: Our mission
at Blueland is to make it easy

247
00:09:26,933 --> 00:09:29,102
for everyone to make
more sustainable choices

248
00:09:29,102 --> 00:09:32,005
with products that eliminate
single-use plastic packaging.

249
00:09:32,005 --> 00:09:36,009
We built the foundation of
our online business on Shopify.

250
00:09:36,009 --> 00:09:39,145
The platform made it really easy
to upload a new image

251
00:09:39,145 --> 00:09:40,713
and change the copy
of the text,

252
00:09:40,713 --> 00:09:42,916
and we could do all that
with no engineers.

253
00:09:42,916 --> 00:09:44,317
When our episode aired,

254
00:09:44,317 --> 00:09:48,088
we got more traffic than
we could have ever imagined,

255
00:09:48,088 --> 00:09:50,890
and we did not have to worry
about our site going down.

256
00:09:50,890 --> 00:09:53,560
It continued running
as beautifully as it ever had.

257
00:09:53,560 --> 00:09:54,994
Naqvi: Before "Shark Tank,"
we were in business

258
00:09:54,994 --> 00:09:56,496
for less than two months,

259
00:09:56,496 --> 00:09:58,598
and our sales
were around $200,000.

260
00:09:58,598 --> 00:10:00,567
Since closing our deal
four years ago,

261
00:10:00,567 --> 00:10:03,770
we have done
$170 million in sales.

262
00:10:03,770 --> 00:10:06,873
We're now in Costco,
Target, Erewhon,

263
00:10:06,873 --> 00:10:10,443
and most recently we've launched
nationwide into Whole Foods.

264
00:10:10,443 --> 00:10:11,945
One of the best ways
that we found

265
00:10:11,945 --> 00:10:14,280
at attracting
new customers at retail

266
00:10:14,280 --> 00:10:15,815
is with our plastic swaps.

267
00:10:15,815 --> 00:10:18,251
We invite people to bring in
their cleaning products

268
00:10:18,251 --> 00:10:20,019
and trade it
for one of our products

269
00:10:20,019 --> 00:10:21,788
that can be reused forever.

270
00:10:21,788 --> 00:10:24,891
This is one of the things where
Kevin has gone above and beyond.

271
00:10:24,891 --> 00:10:28,161
He actually held on to all
of his single-use plastic waste

272
00:10:28,161 --> 00:10:29,929
and then decided
to wear it

273
00:10:29,929 --> 00:10:32,098
to show how much
single-use plastic

274
00:10:32,098 --> 00:10:33,933
a single person generates.

275
00:10:33,933 --> 00:10:35,835
O'Leary: There's a whole
generation of people

276
00:10:35,835 --> 00:10:37,871
that don't want to throw
plastic out anymore,

277
00:10:37,871 --> 00:10:39,272
and Blueland solved the problem.

278
00:10:39,272 --> 00:10:40,440
They have the best
of both worlds.

279
00:10:40,440 --> 00:10:41,708
They have direct-to-consumer
business

280
00:10:41,708 --> 00:10:42,909
that's huge and growing,

281
00:10:42,909 --> 00:10:44,844
and retailers are begging
for their product.

282
00:10:44,844 --> 00:10:46,779
Blueland is now a brand.

283
00:10:46,779 --> 00:10:48,615
Celebrating our
five-year anniversary,

284
00:10:48,615 --> 00:10:50,416
Shopify has invited us
to show us

285
00:10:50,416 --> 00:10:52,218
some of their newest
and greatest features.

286
00:10:52,218 --> 00:10:54,687
Shopify has been
an incredible asset

287
00:10:54,687 --> 00:10:56,623
to small businesses
everywhere,

288
00:10:56,623 --> 00:11:00,827
and we would not have been able
to create a business of our size

289
00:11:00,827 --> 00:11:02,795
at the speed
that we were able to do

290
00:11:02,795 --> 00:11:04,497
without a partner
like Shopify.

291
00:11:04,497 --> 00:11:06,299
Using the Shop app
is such a great way

292
00:11:06,299 --> 00:11:08,301
to connect with more customers
for your business.

293
00:11:08,301 --> 00:11:09,969
There's a new feature --
We add Shop Cash

294
00:11:09,969 --> 00:11:11,704
right on the front page,
so you can click here

295
00:11:11,704 --> 00:11:13,740
and see exactly how much
you have to spend.

296
00:11:13,740 --> 00:11:15,408
We are
a one-of-a-kind product,

297
00:11:15,408 --> 00:11:19,178
and Shopify enables us to really
customize the experience

298
00:11:19,178 --> 00:11:22,248
so that our brand and our
mission really shine through.

299
00:11:22,248 --> 00:11:25,718
We each do have the power
to go out and make it happen

300
00:11:25,718 --> 00:11:27,587
and to make a difference.

301
00:11:27,587 --> 00:11:30,356
Being a mother, I think
it's especially meaningful

302
00:11:30,356 --> 00:11:32,125
building this business.

303
00:11:32,125 --> 00:11:34,694
My children were honestly
the original inspiration

304
00:11:34,694 --> 00:11:37,063
for wanting to create
a cleaner planet.

305
00:11:37,063 --> 00:11:38,798
We've already
helped eliminate

306
00:11:38,798 --> 00:11:41,367
over a billion single-use
plastic cleaning bottles

307
00:11:41,367 --> 00:11:42,835
from oceans and landfills,

308
00:11:42,835 --> 00:11:44,737
and we're just
getting started.

309
00:11:44,737 --> 00:11:49,776
♪♪

310
00:11:53,313 --> 00:11:58,318
♪♪

311
00:11:58,318 --> 00:12:02,322
Narrator: Next up is a backup
for emergency situations.

312
00:12:02,322 --> 00:12:10,663
♪♪

313
00:12:10,663 --> 00:12:13,366
Hello, Sharks.
My name is Ashlee Turner.

314
00:12:13,366 --> 00:12:15,134
I'm from Compton, California,

315
00:12:15,134 --> 00:12:18,771
and I am seeking $80,000
for 10% of my business.

316
00:12:18,771 --> 00:12:23,776
Now, ladies, has Aunt Flo
ever come unexpectedly

317
00:12:23,776 --> 00:12:26,212
and left a total Picasso
in your panties?

318
00:12:26,212 --> 00:12:29,015
Oh.
Or you could be out
with your friends,

319
00:12:29,015 --> 00:12:30,416
laughing, having a great time.

320
00:12:30,416 --> 00:12:32,785
[ Laughs ]
You tinkle a little.

321
00:12:32,785 --> 00:12:36,055
And now you're forced to walk
around with a leaky teaky.

322
00:12:36,055 --> 00:12:40,093
[ Laughs ]
Or it gets
really hot outside

323
00:12:40,093 --> 00:12:43,062
and it gets even hotter below.

324
00:12:43,062 --> 00:12:46,299
Sharks, for these
unexpected moments --

325
00:12:46,299 --> 00:12:49,469
or as I would like to call them,
panty plot twists --

326
00:12:49,469 --> 00:12:54,107
allow me to introduce you
to The Pocket Panty.

327
00:12:54,107 --> 00:12:57,076
The Pocket Panty is a quick,
discreet, and comfortable option

328
00:12:57,076 --> 00:12:59,145
for whenever you're
in a panty pinch.

329
00:12:59,145 --> 00:13:01,447
The Pocket Panty comes
individually wrapped

330
00:13:01,447 --> 00:13:03,116
in its own package.

331
00:13:03,116 --> 00:13:05,618
The Pocket Panty
is no granny panty.

332
00:13:05,618 --> 00:13:10,857
The Pocket Panty is comfortable,
stylish, plus it's reusable.

333
00:13:10,857 --> 00:13:12,992
Now, The Pocket Panty
is a one size fits most.

334
00:13:12,992 --> 00:13:16,829
But listen, sis,
if you draggin' a wagon,

335
00:13:16,829 --> 00:13:19,666
I mean, if you really sluggin'
back there, don't worry.

336
00:13:19,666 --> 00:13:21,367
I got you.

337
00:13:21,367 --> 00:13:23,436
The Pocket Panty Plus
is coming soon.

338
00:13:23,436 --> 00:13:25,672
For women by women,

339
00:13:25,672 --> 00:13:27,607
The Pocket Panty
empowers all women

340
00:13:27,607 --> 00:13:29,942
to view the occasional need
for an emergency panty

341
00:13:29,942 --> 00:13:33,413
as a part of life and not a
source of stress or humiliation.

342
00:13:33,413 --> 00:13:35,748
So there's literally no need
to get your panties in a bunch,

343
00:13:35,748 --> 00:13:37,917
'cause I got your booty covered.

344
00:13:37,917 --> 00:13:41,120
So, Sharks, who's ready to
pair up with The Pocket Panty?

345
00:13:41,120 --> 00:13:43,122
In front of you, you can find
your own pair of Pocket Panties

346
00:13:43,122 --> 00:13:44,424
to check it out for yourself.

347
00:13:44,424 --> 00:13:46,993
Great presentation.
Yeah, great job.

348
00:13:46,993 --> 00:13:48,394
Thank you.
So cute.

349
00:13:48,394 --> 00:13:49,529
Greiner:
They're very nice.

350
00:13:49,529 --> 00:13:51,164
They remind me
of a very big brand.

351
00:13:51,164 --> 00:13:53,232
It has the same feel.
It has the same stretch.

352
00:13:53,232 --> 00:13:54,600
It's very thin.

353
00:13:54,600 --> 00:13:56,536
It probably doesn't
show panty lines.
Mm-hmm.

354
00:13:56,536 --> 00:14:00,373
And so you're trying to find
a generic that'll work for all

355
00:14:00,373 --> 00:14:02,075
because this is
an emergency item.

356
00:14:02,075 --> 00:14:04,277
Correct.
Did you do any type
of research

357
00:14:04,277 --> 00:14:08,214
to see how many people would be
picking up something in a pinch?

358
00:14:08,214 --> 00:14:10,183
Well, I did.
I did my own research.

359
00:14:10,183 --> 00:14:12,885
I literally, like -- And I don't
want this to sound silly,

360
00:14:12,885 --> 00:14:15,154
but I went to schools.

361
00:14:15,154 --> 00:14:18,825
I gave out so many samples
of panties, asked feedback --

362
00:14:18,825 --> 00:14:20,426
"Try these on.
Tell me what you think.

363
00:14:20,426 --> 00:14:22,195
Do you need it?"
And everyone says, "Oh, my God,

364
00:14:22,195 --> 00:14:24,230
I would love to have this
in my glove compartment."

365
00:14:24,230 --> 00:14:25,565
What are your sales,
Ashlee?

366
00:14:25,565 --> 00:14:28,000
So I launched
at the end of 2021.

367
00:14:28,000 --> 00:14:31,304
In September 2021,
I sold $8,000,

368
00:14:31,304 --> 00:14:32,472
which recouped
back my investment.

369
00:14:32,472 --> 00:14:35,074
Dollars? Dollars?
$8,000.

370
00:14:35,074 --> 00:14:37,376
$8,000?
So, Ashlee, before you get into
all the details,

371
00:14:37,376 --> 00:14:38,611
tell us about you.
Yeah.

372
00:14:38,611 --> 00:14:40,480
Turner: Sure.
When I was in college,

373
00:14:40,480 --> 00:14:42,315
I started working
in a real-estate company,

374
00:14:42,315 --> 00:14:45,017
got my license,
and I became the closer.

375
00:14:45,017 --> 00:14:48,988
So I would go out for other
agents who had a tough deal.

376
00:14:48,988 --> 00:14:51,491
I tend to be a little bit
more relatable to people,

377
00:14:51,491 --> 00:14:52,825
so it was easy
for me to close.

378
00:14:52,825 --> 00:14:54,160
So I would close my own deals,

379
00:14:54,160 --> 00:14:55,895
and I would be closing
all the agents in the office.

380
00:14:55,895 --> 00:14:57,764
I would be closing 20 deals.
Always be closing.

381
00:14:57,764 --> 00:14:59,565
Always be closing -- ABC.
Greiner: Yeah.

382
00:14:59,565 --> 00:15:02,435
So I left and I went back
to what I knew, which was sales,

383
00:15:02,435 --> 00:15:03,770
but this one right here,
this is my purpose.

384
00:15:03,770 --> 00:15:06,105
How did we get to the panty?
Grede: Exactly.

385
00:15:06,105 --> 00:15:08,374
So what happened here is
I went through a crummy breakup,

386
00:15:08,374 --> 00:15:09,942
as most of these stories start.

387
00:15:09,942 --> 00:15:12,445
I went and got this big
dumb apartment in downtown,

388
00:15:12,445 --> 00:15:14,514
and I was like,
"How am I gonna pay for this?"

389
00:15:14,514 --> 00:15:16,582
And then at that very moment,
heard God say,

390
00:15:16,582 --> 00:15:18,317
"The best ideas
come out of necessity."

391
00:15:18,317 --> 00:15:20,119
And I worked in
property management,

392
00:15:20,119 --> 00:15:21,954
so I would see
the residents come down.

393
00:15:21,954 --> 00:15:23,122
I'm talking to a girl.

394
00:15:23,122 --> 00:15:25,024
She's like, "Oh, I met this guy
on Bumble.

395
00:15:25,024 --> 00:15:26,626
And, you know, last night

396
00:15:26,626 --> 00:15:28,494
was the first night
I decided to spend the night."

397
00:15:28,494 --> 00:15:30,229
And I said, "Oh, really?"
She starts laughing.

398
00:15:30,229 --> 00:15:31,397
I said,
"What are you laughing at?"

399
00:15:31,397 --> 00:15:34,066
She goes, "I just stuffed
some panties in my bag."

400
00:15:34,066 --> 00:15:36,803
And I said, "Oh, girl,
you're my customer.

401
00:15:36,803 --> 00:15:38,438
You are my customer."

402
00:15:38,438 --> 00:15:40,373
And that was it.

403
00:15:40,373 --> 00:15:42,642
And what does one cost, and
what does it cost you to make?

404
00:15:42,642 --> 00:15:45,378
When I first launched,
I was new, I was green,

405
00:15:45,378 --> 00:15:47,480
and I was ordering
in small quantities.

406
00:15:47,480 --> 00:15:50,550
So I negotiated
$2.20 for a pair.

407
00:15:50,550 --> 00:15:52,385
I sell them for $10.

408
00:15:52,385 --> 00:15:53,886
O'Leary: 10 bucks?
And retail?
What about wholesale?

409
00:15:53,886 --> 00:15:55,388
Retail, wholesale, 5 bucks.

410
00:15:55,388 --> 00:15:57,423
For the whole package?
No, for one.

411
00:15:57,423 --> 00:16:00,226
10 bucks for one?

412
00:16:00,226 --> 00:16:02,295
Grede: Where do you make them?
I make them in China.

413
00:16:02,295 --> 00:16:03,696
And where are you
selling right now?

414
00:16:03,696 --> 00:16:05,965
I sell online.
I'm in several boutiques.

415
00:16:05,965 --> 00:16:08,267
I'm in all-girls
private schools.

416
00:16:08,267 --> 00:16:10,636
I'm in some vending machines.
And it's great.

417
00:16:10,636 --> 00:16:12,171
Like, the need is there.

418
00:16:12,171 --> 00:16:13,773
Why don't I just
go buy five pair

419
00:16:13,773 --> 00:16:18,110
and stuff one, just like
your friend did, in my purse?

420
00:16:18,110 --> 00:16:20,046
Why "Shark Tank," Ashlee?

421
00:16:20,046 --> 00:16:23,649
Well, so this is like
a dream, like,

422
00:16:23,649 --> 00:16:27,620
that I could have
never imagined.

423
00:16:27,620 --> 00:16:29,288
Full transparency,
I'm a black woman,

424
00:16:29,288 --> 00:16:31,791
and we don't get
this many opportunities.

425
00:16:31,791 --> 00:16:35,094
Since 2018, black women
businesses have tripled,

426
00:16:35,094 --> 00:16:38,664
yet we get 0.27%
of venture capital dollars.

427
00:16:38,664 --> 00:16:40,066
We don't get
these opportunities.

428
00:16:40,066 --> 00:16:41,334
So this is like --

429
00:16:41,334 --> 00:16:43,436
Whatever the outcome is today,

430
00:16:43,436 --> 00:16:47,607
I'm doing it for other women
that look just like me

431
00:16:47,607 --> 00:16:48,975
that just don't get this --

432
00:16:48,975 --> 00:16:50,576
This is surreal.

433
00:16:50,576 --> 00:16:53,546
Oh, good for you.
You said you did $8,000.

434
00:16:53,546 --> 00:16:55,047
That was in '21.
So where are you now?

435
00:16:55,047 --> 00:16:56,215
Paint the picture for us.
That was in 2021.

436
00:16:56,215 --> 00:16:58,184
My total sales are $60,000.

437
00:16:58,184 --> 00:16:59,352
$60,000.

438
00:16:59,352 --> 00:17:01,420
Ashlee, do you do anything
on social media?

439
00:17:01,420 --> 00:17:03,890
So...

440
00:17:03,890 --> 00:17:05,992
Social media is just not
my wheelhouse, so again --

441
00:17:05,992 --> 00:17:07,260
Because you're a star.

442
00:17:07,260 --> 00:17:09,762
You come up with
all these great sayings, right?

443
00:17:09,762 --> 00:17:11,264
Herjavec: Yeah.
That is what would sell.

444
00:17:11,264 --> 00:17:13,199
Grede: What do you mean it's not
your wheelhouse? At your age.

445
00:17:13,199 --> 00:17:14,967
Come on, now.
You're a salesperson.

446
00:17:14,967 --> 00:17:17,203
Greiner: Honestly, Ashlee,
I just personally think

447
00:17:17,203 --> 00:17:19,438
there are better people
on this panel here

448
00:17:19,438 --> 00:17:21,574
to help you with this product
than myself.

449
00:17:21,574 --> 00:17:24,076
I wish you good luck.
I will purchase.

450
00:17:24,076 --> 00:17:26,913
But unfortunately,
I'm out.

451
00:17:26,913 --> 00:17:29,582
Look, you are
a powerhouse.

452
00:17:29,582 --> 00:17:31,784
There's nothing about you

453
00:17:31,784 --> 00:17:35,554
that doesn't
instill confidence in me,

454
00:17:35,554 --> 00:17:39,892
but the aura and the energy
of Ashlee

455
00:17:39,892 --> 00:17:42,228
doesn't match the sales.

456
00:17:42,228 --> 00:17:44,163
And I'm trying
to understand why.

457
00:17:44,163 --> 00:17:47,900
Because I don't think there
isn't anything you would do

458
00:17:47,900 --> 00:17:49,535
not to get sales.
Sure.

459
00:17:49,535 --> 00:17:51,570
So I worry --
Except social media.

460
00:17:51,570 --> 00:17:52,638
Herjavec: Well, maybe.

461
00:17:52,638 --> 00:17:53,773
I'm trying.

462
00:17:53,773 --> 00:17:54,974
For me...
Uh-huh.

463
00:17:54,974 --> 00:17:57,043
...it's a good product,

464
00:17:57,043 --> 00:18:00,079
but I think the sales are
telling me it's not selling,

465
00:18:00,079 --> 00:18:01,948
'cause if anybody
can sell it, you could.

466
00:18:01,948 --> 00:18:02,982
Fair enough.
But let me tell you.

467
00:18:02,982 --> 00:18:04,083
Let me give you
something else.

468
00:18:04,083 --> 00:18:05,918
For me, I'm out.
Fair.

469
00:18:05,918 --> 00:18:07,019
But you got
three other Sharks.

470
00:18:07,019 --> 00:18:10,423
Ashlee, the hard part
about this product

471
00:18:10,423 --> 00:18:12,825
is the impulse buy,
right,

472
00:18:12,825 --> 00:18:14,126
being there
when they need it,

473
00:18:14,126 --> 00:18:18,064
unless you make them
think about it in advance.

474
00:18:18,064 --> 00:18:20,199
And that's the point
of social media.
Mm-hmm.

475
00:18:20,199 --> 00:18:23,602
You giving the exact same pitch
you gave us on TikTok,

476
00:18:23,602 --> 00:18:26,973
on Instagram, and then saying,
"Buy it at wherever,"

477
00:18:26,973 --> 00:18:31,110
or, "Buy it on my website,"
that is what sells this product.

478
00:18:31,110 --> 00:18:33,579
You are
a great salesperson,

479
00:18:33,579 --> 00:18:35,848
but the only place
that that's going to come across

480
00:18:35,848 --> 00:18:39,118
and allow you to sell
your product is on social media.

481
00:18:39,118 --> 00:18:44,790
And because that's the one spot
that you won't go, I'm out.

482
00:18:44,790 --> 00:18:46,859
O'Leary: I've been listening
to your presentation.

483
00:18:46,859 --> 00:18:48,894
This product's
too expensive.
Okay.

484
00:18:48,894 --> 00:18:51,964
And I'm not a panty expert,
but I know pricing.
Sure.

485
00:18:51,964 --> 00:18:54,333
I'm sorry, Ashlee.
I'm out.

486
00:18:54,333 --> 00:18:56,435
Okay.

487
00:18:56,435 --> 00:18:58,104
Greiner:
Well, you have one left.
Herjavec: Emma's still in it.

488
00:18:58,104 --> 00:18:59,705
Emma?

489
00:18:59,705 --> 00:19:03,009
You know, Ashlee,
I really like you.

490
00:19:03,009 --> 00:19:04,977
You are
an excellent saleswoman.

491
00:19:04,977 --> 00:19:08,147
And the idea that you are
just not tearing it up

492
00:19:08,147 --> 00:19:10,750
on social media
is almost maddening to me,

493
00:19:10,750 --> 00:19:14,587
because it's like, if anyone
can sell this product, it's you.

494
00:19:14,587 --> 00:19:15,821
You are it.

495
00:19:15,821 --> 00:19:17,723
You told us as you came out here
why we all need this.

496
00:19:17,723 --> 00:19:19,258
And I was like,
"Oh, yeah, absolutely.

497
00:19:19,258 --> 00:19:20,526
I want to go back
to SKIMS now

498
00:19:20,526 --> 00:19:22,628
and put a pair of panties
in a pack and sell them."

499
00:19:22,628 --> 00:19:24,363
And that is
your big problem,

500
00:19:24,363 --> 00:19:27,733
because any of the big
underwear companies out there

501
00:19:27,733 --> 00:19:30,803
can take what they do
with all of their scale

502
00:19:30,803 --> 00:19:33,506
and offer you this at
what you want to pay for it,

503
00:19:33,506 --> 00:19:35,074
which is $3.99, right?

504
00:19:35,074 --> 00:19:36,976
That's what I really
want to pay for this.

505
00:19:36,976 --> 00:19:38,844
I think that's
your big issue.

506
00:19:38,844 --> 00:19:40,279
But I don't want
to dissuade you,

507
00:19:40,279 --> 00:19:42,548
because you will
be successful.

508
00:19:42,548 --> 00:19:44,316
But you've got to
actually take this

509
00:19:44,316 --> 00:19:45,584
and go one step further.

510
00:19:45,584 --> 00:19:47,486
For me right now, this is --
No, Emma, no, no, no.

511
00:19:47,486 --> 00:19:49,455
No, no, no, it's not
an investable opportunity

512
00:19:49,455 --> 00:19:50,723
for me right now.

513
00:19:50,723 --> 00:19:53,325
But that doesn't mean to say
that you can't get it there.

514
00:19:53,325 --> 00:19:55,227
You've got
some more work to do.
Sure.

515
00:19:55,227 --> 00:19:57,296
You've got to convince
every woman in this country

516
00:19:57,296 --> 00:19:59,432
that she actually needs
to go out and order this

517
00:19:59,432 --> 00:20:01,567
and keep three pairs
just for safekeeping.

518
00:20:01,567 --> 00:20:03,302
Once you've done that,
you'll be off to the races.

519
00:20:03,302 --> 00:20:06,038
Does it --
But for those reasons,
I'm out.

520
00:20:07,606 --> 00:20:09,108
We wish you good luck.
Best of luck, Ashlee.

521
00:20:09,108 --> 00:20:10,676
Grede: Best of luck.
Thank you guys so much.

522
00:20:10,676 --> 00:20:12,611
Cuban: Good luck, Ashlee.
Congrats.
This is, like, beyond anything

523
00:20:12,611 --> 00:20:14,113
I could have ever imagined
for myself.
You're amazing.

524
00:20:14,113 --> 00:20:16,115
You're amazing.
You really are.
Thank you guys.

525
00:20:16,115 --> 00:20:17,716
Thank you.
Good luck.

526
00:20:17,716 --> 00:20:19,085
Although I'm walking out
without a deal,

527
00:20:19,085 --> 00:20:21,220
I got excellent advice
from the Sharks.

528
00:20:21,220 --> 00:20:22,788
And this is just the beginning.

529
00:20:22,788 --> 00:20:24,490
I'm going to take
the Sharks' feedback.

530
00:20:24,490 --> 00:20:28,427
And what's next is
to get on social media.

531
00:20:28,427 --> 00:20:29,895
Wow. I don't want to go
on social media,

532
00:20:29,895 --> 00:20:31,997
but I guess that's what's next.

533
00:20:34,734 --> 00:20:37,169
This is your standard dead bolt.

534
00:20:37,169 --> 00:20:40,740
While it may feel secure
when you lock it,

535
00:20:40,740 --> 00:20:44,443
an experienced intruder
can get in in about five kicks.

536
00:20:44,443 --> 00:20:47,847
Alex, show them
how easy this is.

537
00:20:47,847 --> 00:20:50,116
Come on, Alex, kick it hard.

538
00:20:50,116 --> 00:20:51,350
[ Chuckles ]

539
00:20:52,818 --> 00:20:56,622
They tried to kick down
the non-HAVEN locked door.

540
00:20:56,622 --> 00:20:57,723
And they tried.

541
00:20:57,723 --> 00:21:00,259
Cuban: Alex, Alex!
Come on, Alex, kick it.

542
00:21:00,259 --> 00:21:02,328
[ Grunts ]
How much you sell
the dead locks for?

543
00:21:02,328 --> 00:21:03,696
[ Laughter ]

544
00:21:03,696 --> 00:21:06,565
The sweat's pouring
down his face.

545
00:21:06,565 --> 00:21:08,334
[ Laughter ]

546
00:21:10,136 --> 00:21:11,537
Oh!
Oh!

547
00:21:11,537 --> 00:21:13,472
There you go.

548
00:21:13,472 --> 00:21:14,940
He's getting mad now.

549
00:21:14,940 --> 00:21:16,642
[ Laughter ]

550
00:21:16,642 --> 00:21:18,711
[ Cheering ]

551
00:21:18,711 --> 00:21:19,812
He finally got it.

552
00:21:19,812 --> 00:21:21,247
That's right, baby!

553
00:21:24,116 --> 00:21:28,654
♪♪

554
00:21:28,654 --> 00:21:31,624
Narrator: Next into the Tank
is a way to safely travel

555
00:21:31,624 --> 00:21:33,559
with precious cargo.

556
00:21:33,559 --> 00:21:42,368
♪♪

557
00:21:42,368 --> 00:21:44,503
Hi, Sharks.
My name is Ryan Neergaard.

558
00:21:44,503 --> 00:21:46,806
And this is my business partner,
Ron Scharman,

559
00:21:46,806 --> 00:21:49,041
and we're from
Napa, California.

560
00:21:49,041 --> 00:21:51,677
Hey, Sharks, we're here
seeking $500,000

561
00:21:51,677 --> 00:21:53,479
for an 8% stake
in our company.

562
00:21:53,479 --> 00:21:55,214
Wow.

563
00:21:55,214 --> 00:21:57,850
Ron, you can go anywhere
in the world on vacation,

564
00:21:57,850 --> 00:22:00,152
where do you go?
That's easy, Ryan.

565
00:22:00,152 --> 00:22:02,621
Even though I live
in beautiful Napa Valley,

566
00:22:02,621 --> 00:22:05,090
I would vacation in a place
filled with vineyards

567
00:22:05,090 --> 00:22:06,425
as far
as the eye can see,

568
00:22:06,425 --> 00:22:08,761
where they make some of
the world's greatest wines.

569
00:22:08,761 --> 00:22:10,596
That place
is Bordeaux, France.

570
00:22:10,596 --> 00:22:11,730
That's amazing.

571
00:22:11,730 --> 00:22:13,165
And I bet you like
to bring home

572
00:22:13,165 --> 00:22:15,601
some of those expensive wines
when you go, don't you?

573
00:22:15,601 --> 00:22:17,102
Absolutely, Ryan.

574
00:22:17,102 --> 00:22:18,771
But, you know, Sharks,
it's not easy

575
00:22:18,771 --> 00:22:21,040
transporting
my wine babies back home.

576
00:22:21,040 --> 00:22:23,876
Hey, Ryan, what do most people
do when they travel with wine?

577
00:22:23,876 --> 00:22:25,644
Most people have
very expensive

578
00:22:25,644 --> 00:22:28,514
and very limited options
when they travel with wine.

579
00:22:28,514 --> 00:22:31,417
A lot of people even wrap
their wine in dirty underwear

580
00:22:31,417 --> 00:22:33,018
when they fly.

581
00:22:33,018 --> 00:22:34,720
Then we all go
to the airport

582
00:22:34,720 --> 00:22:38,023
and have the same fear
of this happening.

583
00:22:38,023 --> 00:22:43,696
♪♪

584
00:22:43,696 --> 00:22:45,431
No!
There goes
your wine babies.

585
00:22:45,431 --> 00:22:47,066
There's got to be
a better way.

586
00:22:47,066 --> 00:22:48,400
And there is.

587
00:22:48,400 --> 00:22:51,103
The solution is FlyWithWine
and the VinGardeValise.

588
00:22:51,103 --> 00:22:53,372
The VinGardeValise
is a wine suitcase

589
00:22:53,372 --> 00:22:56,075
that allows you to check
your wine right on the airplane.

590
00:22:56,075 --> 00:22:58,777
It comes in three colors
and three sizes --

591
00:22:58,777 --> 00:23:01,247
12-bottle, 8-bottle,
and 5-bottle.

592
00:23:01,247 --> 00:23:03,649
But wait, Sharks.
There's more.

593
00:23:03,649 --> 00:23:07,686
Meet the VinXplorer
wine and beverage backpack.

594
00:23:07,686 --> 00:23:10,890
It comes with a 1.5-liter
bladder and spout

595
00:23:10,890 --> 00:23:13,692
so you can take your favorite
beverages on the go

596
00:23:13,692 --> 00:23:14,960
wherever you go.

597
00:23:14,960 --> 00:23:16,896
It's a party on your back.

598
00:23:16,896 --> 00:23:20,432
And our products are made
by wine lovers for wine lovers.

599
00:23:20,432 --> 00:23:22,034
But you don't have to be
a wine aficionado

600
00:23:22,034 --> 00:23:23,435
to enjoy our products.

601
00:23:23,435 --> 00:23:26,238
Both the inserts and the
bladders can be easily removed

602
00:23:26,238 --> 00:23:29,742
so that our products can be used
as everyday luggage, too.

603
00:23:29,742 --> 00:23:33,379
So, alright, Sharks,
who's ready to help us...
Ship...

604
00:23:33,379 --> 00:23:37,583
And sip our way to "grape"
returns with FlyWithWine?

605
00:23:37,583 --> 00:23:38,817
Greiner: Oh, good job.
Cuban: Oh, my God, that's good.

606
00:23:38,817 --> 00:23:40,252
Herjavec:
That was a great pitch!

607
00:23:40,252 --> 00:23:41,987
That's funny as hell.
Hey!

608
00:23:41,987 --> 00:23:44,757
So we have a few things
for you guys to check
out in front of you.

609
00:23:44,757 --> 00:23:46,191
Primarily want
to bring attention

610
00:23:46,191 --> 00:23:48,727
to our flagship product,
the VinGardeValise,

611
00:23:48,727 --> 00:23:51,163
which is the suitcase
next to you on your right.

612
00:23:51,163 --> 00:23:53,132
So the VinGardeValise,
what you're looking at

613
00:23:53,132 --> 00:23:56,635
is the Piccolo, which is
a five-bottle unit carrier.

614
00:23:56,635 --> 00:23:59,905
Gotcha.
When you open that up,
you have the inserts,

615
00:23:59,905 --> 00:24:01,774
and all of the inserts
can come out.
Oh, I see.

616
00:24:01,774 --> 00:24:03,942
So you can also use it
as a normal suitcase.

617
00:24:03,942 --> 00:24:06,011
Greiner: That's really genius.
Oh, so this whole thing
comes out.

618
00:24:06,011 --> 00:24:08,013
The suitcase
will get you to Hawaii,

619
00:24:08,013 --> 00:24:10,049
and the backpack
will get you to the beach.

620
00:24:10,049 --> 00:24:12,518
[ Laughs ]
Gotcha. Okay.

621
00:24:12,518 --> 00:24:15,254
Oh.
Each one of you, we've
prepared a special drink...

622
00:24:15,254 --> 00:24:17,956
Oh, there's something in it.
...because we heard that there's
a drink you might like to enjoy,

623
00:24:17,956 --> 00:24:20,159
and you're going to just put
both fingers on both sides

624
00:24:20,159 --> 00:24:21,860
and push just like this.

625
00:24:21,860 --> 00:24:23,629
O'Leary:
Oh, check it out.

626
00:24:23,629 --> 00:24:26,098
Grede:
Oh, I've got a glass of rosé.

627
00:24:26,098 --> 00:24:28,600
Cabernet Sauvignon.
From Napa, California.

628
00:24:28,600 --> 00:24:30,069
Espresso martini.
Greiner: Wow!

629
00:24:30,069 --> 00:24:31,637
Lori, cheers.
Cheers, darling.

630
00:24:31,637 --> 00:24:33,572
Oh, my God. Yes, Kevin.
I'm really impressed.
Oh, my God.

631
00:24:33,572 --> 00:24:36,075
We all have to stand up
and do a tradition.
Cheers.

632
00:24:36,075 --> 00:24:37,776
One, two, three.

633
00:24:37,776 --> 00:24:41,213
Together:
Chevaliers du Tastevin!

634
00:24:41,213 --> 00:24:42,681
Greiner:
Thank you very much.

635
00:24:42,681 --> 00:24:44,116
Scharman: And that's why
it's a party on the back.
Ahhh!

636
00:24:44,116 --> 00:24:46,919
Y Chihuahua, caramba.
That's good.
Ahhhh!

637
00:24:46,919 --> 00:24:48,988
Ryan, you know,
after 15 years,

638
00:24:48,988 --> 00:24:50,656
what people have learned is,

639
00:24:50,656 --> 00:24:54,093
if you give the Sharks some
alcohol, the pitch goes better.

640
00:24:54,093 --> 00:24:55,594
Mama didn't raise
no fool.

641
00:24:55,594 --> 00:24:57,129
[ Laughter ]

642
00:24:57,129 --> 00:24:59,264
Listen, wine dudes,
we have a question here.

643
00:24:59,264 --> 00:25:01,867
Very important --
$500,000, 8%.

644
00:25:01,867 --> 00:25:05,371
That's
$6.25 million valuation.
Right.

645
00:25:05,371 --> 00:25:08,974
Why is this luggage company/
wine boozery

646
00:25:08,974 --> 00:25:10,542
worth $6 million-plus?

647
00:25:10,542 --> 00:25:12,378
Well, that's a great question.
I think it is.

648
00:25:12,378 --> 00:25:14,980
And the answer is that we've
done $19 million to date...

649
00:25:14,980 --> 00:25:16,749
Greiner: What?!
Ooh!
...selling our product.

650
00:25:16,749 --> 00:25:20,052
And 50,000 travelers
have bought the suitcases,

651
00:25:20,052 --> 00:25:22,454
traveling hundreds
of thousands of miles.
Herjavec: Are you kidding?

652
00:25:22,454 --> 00:25:24,556
We started
at the end of 2016.

653
00:25:24,556 --> 00:25:26,158
So tell us
about the last 12 months.

654
00:25:26,158 --> 00:25:29,528
Yeah, tell us year to date.
Well, last year,
we did $5.6 million.

655
00:25:29,528 --> 00:25:32,164
and we were
about -$47 million.

656
00:25:32,164 --> 00:25:33,265
This year
year to date?

657
00:25:33,265 --> 00:25:35,167
Year to date,
we're doing $2.3 million.

658
00:25:35,167 --> 00:25:38,370
And we're -- so far,
and we've lost around $100,000.

659
00:25:38,370 --> 00:25:39,772
Is it all
advertising money?

660
00:25:39,772 --> 00:25:41,507
Yeah, we spent a lot of money
on advertising.

661
00:25:41,507 --> 00:25:44,576
Last year, we spent about
$400,000 on $5.6 million.

662
00:25:44,576 --> 00:25:46,011
You've done amazing.

663
00:25:46,011 --> 00:25:47,980
You've done millions
and millions of dollars.
Yes. Yes.

664
00:25:47,980 --> 00:25:50,416
Why are you not making money?
That's a good question.

665
00:25:50,416 --> 00:25:51,884
Well,
it's a great question.

666
00:25:51,884 --> 00:25:55,454
We continually reinvested in
our business hiring good people.

667
00:25:55,454 --> 00:25:57,322
We take salaries.
Yeah.

668
00:25:57,322 --> 00:25:58,490
We have good benefits.

669
00:25:58,490 --> 00:26:00,893
And we we plow our money
back into the company.

670
00:26:00,893 --> 00:26:02,327
What are your salaries?
What are your salaries?

671
00:26:02,327 --> 00:26:04,396
Salaries
are $150,000 each.

672
00:26:04,396 --> 00:26:06,031
So, where's the money going,
right?

673
00:26:06,031 --> 00:26:07,466
So there's only
a couple places

674
00:26:07,466 --> 00:26:09,068
you can spend
that much revenue, right?

675
00:26:09,068 --> 00:26:10,636
Yeah, there's something
called COVID that happened.

676
00:26:10,636 --> 00:26:12,070
So last year, we had --
Alright, fair enough.

677
00:26:12,070 --> 00:26:14,273
You know, we had a lot
of non-recurring expenses

678
00:26:14,273 --> 00:26:15,674
that we're not going to
have this year.

679
00:26:15,674 --> 00:26:18,644
Year to date, the first four
months, we lost $100,000

680
00:26:18,644 --> 00:26:21,814
because we went to about
13 trade shows around the U.S.

681
00:26:21,814 --> 00:26:23,682
It's very heavy
expense side.

682
00:26:23,682 --> 00:26:25,551
So, I mean, the marketing
that we spend

683
00:26:25,551 --> 00:26:27,786
is really on building
and expanding our business.

684
00:26:27,786 --> 00:26:29,521
We have a philosophy
which is important

685
00:26:29,521 --> 00:26:32,925
about trying to use one pool of
inventory for multiple channels.

686
00:26:32,925 --> 00:26:34,493
So how much do you have
in inventory?

687
00:26:34,493 --> 00:26:36,028
1,500,000 right now.

688
00:26:36,028 --> 00:26:37,696
Ron, tell me,
how did you come up with this?

689
00:26:37,696 --> 00:26:39,064
I'm really curious
to understand

690
00:26:39,064 --> 00:26:40,766
the origin story
a little bit more.

691
00:26:40,766 --> 00:26:41,934
It was 2015.

692
00:26:41,934 --> 00:26:44,002
I went on a trip to Burgundy
with my wife,

693
00:26:44,002 --> 00:26:45,871
went to some great wineries,

694
00:26:45,871 --> 00:26:47,306
and every place we went,
we said,

695
00:26:47,306 --> 00:26:48,674
"We want to ship
the wine home."

696
00:26:48,674 --> 00:26:50,843
They said, "Well, you can take
the wine physically yourself

697
00:26:50,843 --> 00:26:53,245
and bring it to Mail Box Etc
in Beaune,

698
00:26:53,245 --> 00:26:55,314
a little village
in Burgundy."

699
00:26:55,314 --> 00:26:56,915
And so ultimately
that's what we did.

700
00:26:56,915 --> 00:26:59,485
We shipped it back home.
It took 45 days.

701
00:26:59,485 --> 00:27:02,287
Wow.
Who knows what happened
to the quality of the wine?

702
00:27:02,287 --> 00:27:06,058
But I decided, there's got to be
a product out there somewhere

703
00:27:06,058 --> 00:27:07,459
that solves this problem.

704
00:27:07,459 --> 00:27:10,195
And so I researched it,
and I found a guy in New Mexico

705
00:27:10,195 --> 00:27:13,832
who'd come up with the idea
of version one of the suitcase.

706
00:27:13,832 --> 00:27:16,502
And so I was able to negotiate,
eventually, a deal with him

707
00:27:16,502 --> 00:27:18,670
for exclusivity
in the wine industry.

708
00:27:18,670 --> 00:27:21,039
And so at that point,
I reached out to Ryan,

709
00:27:21,039 --> 00:27:23,041
who used to work for me
at a prior company.

710
00:27:23,041 --> 00:27:25,911
And we started the company.
So, Ron, you're licensing
this idea from someone else.

711
00:27:25,911 --> 00:27:28,280
This is not actually
your product and your idea.

712
00:27:28,280 --> 00:27:29,781
Well, it's our product.

713
00:27:29,781 --> 00:27:32,651
So, we have an investor who's
our manufacturer, our importer

714
00:27:32,651 --> 00:27:34,553
and manages
our supply chain.

715
00:27:34,553 --> 00:27:37,456
She bought out the original
inventor, all the IP,

716
00:27:37,456 --> 00:27:39,158
all the assets,
and everything.

717
00:27:39,158 --> 00:27:40,792
She then invested
in our company,

718
00:27:40,792 --> 00:27:43,829
owns 20% of our company,
so it's a strategic investment.

719
00:27:43,829 --> 00:27:45,664
There's no other financial
relationship with her,

720
00:27:45,664 --> 00:27:47,933
just straight 20%?
Just 20%.

721
00:27:47,933 --> 00:27:50,035
She doesn't allow
anybody else to use the patent

722
00:27:50,035 --> 00:27:51,036
or to make this product?

723
00:27:51,036 --> 00:27:52,838
We have exclusivity
worldwide.

724
00:27:52,838 --> 00:27:54,306
Does your company
own the patent,

725
00:27:54,306 --> 00:27:55,374
or does she own the patent?

726
00:27:55,374 --> 00:27:57,242
She owns the patent
on the suitcase.

727
00:27:57,242 --> 00:28:00,145
We jointly applied this year
for the patent on the backpack.

728
00:28:00,145 --> 00:28:02,180
How long is the agreement
in place for?

729
00:28:02,180 --> 00:28:03,182
10 years.

730
00:28:03,182 --> 00:28:04,883
What happens at the end?

731
00:28:04,883 --> 00:28:07,419
There's an evergreen thing
that allows us to renew,

732
00:28:07,419 --> 00:28:08,987
I mean,
at that point in time.

733
00:28:08,987 --> 00:28:11,223
What does it cost you to make,
and what do you sell it for?

734
00:28:11,223 --> 00:28:13,058
What a great question.

735
00:28:13,058 --> 00:28:16,562
The Grande 12-bottle
is $379.95.

736
00:28:16,562 --> 00:28:19,131
The eight-bottle
is $339.95.

737
00:28:19,131 --> 00:28:22,167
And the five-bottle Piccolo
is $289.95.

738
00:28:22,167 --> 00:28:24,636
It's reasonable.
And the margins
are 60% to 62%.

739
00:28:24,636 --> 00:28:27,439
The backpack retails
for $199.95.

740
00:28:27,439 --> 00:28:29,408
Ooh.
It has a 71% margin on it.

741
00:28:29,408 --> 00:28:31,343
About 400 to 500 wineries

742
00:28:31,343 --> 00:28:33,178
carry it in their tasting room
or have bought it.

743
00:28:33,178 --> 00:28:34,680
But, you know,
the last 12 months,

744
00:28:34,680 --> 00:28:36,548
we did $3.4 million
on Amazon.

745
00:28:36,548 --> 00:28:38,250
Just on Amazon?
Wow.

746
00:28:38,250 --> 00:28:40,285
We sell about --
You know, on our own website,

747
00:28:40,285 --> 00:28:43,188
we do about 13%, 14%,
as well.

748
00:28:43,188 --> 00:28:44,356
And then
wholesale's about --

749
00:28:44,356 --> 00:28:46,525
this year will be probably
40% of our business.

750
00:28:46,525 --> 00:28:49,895
Look, guys, I just think
it's a hard business to scale

751
00:28:49,895 --> 00:28:51,663
to the level
of profitability

752
00:28:51,663 --> 00:28:53,565
that makes it work
for me as an investor.

753
00:28:53,565 --> 00:28:55,567
So for those reasons,
I'm out.
Alright.

754
00:28:55,567 --> 00:28:57,069
Hey, Ron,
just so I'm clear,

755
00:28:57,069 --> 00:29:00,172
you can only buy
the product from her.

756
00:29:00,172 --> 00:29:02,040
Only she can manufacture it.

757
00:29:02,040 --> 00:29:04,910
Yes, only she can
manufacture certain products.

758
00:29:04,910 --> 00:29:07,079
If we come out
with a new product --
No, I got it.

759
00:29:07,079 --> 00:29:08,947
But your number-one product,
the suitcase,

760
00:29:08,947 --> 00:29:10,415
you can only buy from her.
Yeah, she manufactures.

761
00:29:10,415 --> 00:29:13,418
In my world, in tech world,
I would call you an integrator

762
00:29:13,418 --> 00:29:15,654
or a VAR,
value-added reseller.

763
00:29:15,654 --> 00:29:17,289
There's nothing
wrong with that.

764
00:29:17,289 --> 00:29:19,258
The problem is,
as an investor,

765
00:29:19,258 --> 00:29:21,393
I don't think you're going to
scale to the point

766
00:29:21,393 --> 00:29:22,594
where I'm going to
make my money back.

767
00:29:22,594 --> 00:29:24,730
So somebody would have to
sell the business,

768
00:29:24,730 --> 00:29:26,498
and it goes back
to the problem --

769
00:29:26,498 --> 00:29:31,536
You actually aren't aligned with
the people that own your IP.

770
00:29:31,536 --> 00:29:32,971
As long as she's
making the stuff

771
00:29:32,971 --> 00:29:36,174
and you guys are holding
inventory, she's making money.

772
00:29:36,174 --> 00:29:38,110
You only make it
on the sell-through.

773
00:29:38,110 --> 00:29:39,811
Great business for you guys.
Keep going.

774
00:29:39,811 --> 00:29:43,148
And I appreciate the drink,
but as an investment, I'm out.

775
00:29:43,148 --> 00:29:44,549
Appreciate
the comments.

776
00:29:44,549 --> 00:29:46,685
To me, there does feel like
there's real disalignment

777
00:29:46,685 --> 00:29:49,621
between you
and your primary investor.

778
00:29:49,621 --> 00:29:52,858
What you should have done is
tried to reduce the complexity

779
00:29:52,858 --> 00:29:55,027
before coming in here
and talking to us.
Mm-hmm.

780
00:29:55,027 --> 00:29:57,963
So for that reason, I'm out.
But I wish you the best of luck.

781
00:29:57,963 --> 00:29:59,765
Okay. Thank you.

782
00:29:59,765 --> 00:30:01,867
You've had such
magnificent sales.

783
00:30:01,867 --> 00:30:05,237
You've done such great traction.
I see the need for it.

784
00:30:05,237 --> 00:30:06,672
But there's something going on

785
00:30:06,672 --> 00:30:09,641
as to why you're not actually
making more money

786
00:30:09,641 --> 00:30:11,510
to the bottom line,
more profitable.

787
00:30:11,510 --> 00:30:13,979
And that concerns me.

788
00:30:13,979 --> 00:30:16,448
And so I'm so sorry,
but I'm out.

789
00:30:16,448 --> 00:30:18,316
Thank you.
Thank you.

790
00:30:18,316 --> 00:30:23,522
So, guys, let me explain
why this is a difficult deal

791
00:30:23,522 --> 00:30:24,990
from a different perspective.

792
00:30:24,990 --> 00:30:28,293
In nature,
very successful parasites

793
00:30:28,293 --> 00:30:29,961
never kill their host.

794
00:30:29,961 --> 00:30:33,198
Your manufacturer is a parasite,
and you're the host.

795
00:30:33,198 --> 00:30:36,268
And she controls how much money
you make every year.

796
00:30:36,268 --> 00:30:38,970
What you could be doing
and what I would be doing

797
00:30:38,970 --> 00:30:42,140
is be looking for a different
price point on these

798
00:30:42,140 --> 00:30:44,710
and probably find a way
to save 15%, 20%.

799
00:30:44,710 --> 00:30:48,447
But I can't because the IP
is tied to the manufacturing,

800
00:30:48,447 --> 00:30:52,017
and I understand the symbiotic
parasitic relationship,

801
00:30:52,017 --> 00:30:53,752
but it's going to
make it impossible

802
00:30:53,752 --> 00:30:56,421
to get an investor
for $500,000.

803
00:30:56,421 --> 00:30:58,290
You know,
that's a lot of dough.
Right.

804
00:30:58,290 --> 00:31:00,492
And I'd like to --
I got to make back $5 million.

805
00:31:00,492 --> 00:31:02,694
I mean, after all,
I'm an investor and I don't --

806
00:31:02,694 --> 00:31:04,229
There's no way to get it back.

807
00:31:04,229 --> 00:31:06,765
You'd have to sell the company
for 150 million bucks.

808
00:31:06,765 --> 00:31:09,434
Well, you could make it as part
of a royalty deal, as well.

809
00:31:09,434 --> 00:31:10,569
You get your money back
earlier.

810
00:31:10,569 --> 00:31:12,304
Yeah, I thought about that,
believe me.

811
00:31:12,304 --> 00:31:13,505
[ Laughs ]

812
00:31:13,505 --> 00:31:16,241
I don't like being beholden
to a parasite.

813
00:31:16,241 --> 00:31:17,709
I'm the parasite.

814
00:31:17,709 --> 00:31:19,111
[ Laughter ]
Herjavec: Oh.

815
00:31:19,111 --> 00:31:21,580
That's true.
Truer words
have never been spoken.

816
00:31:21,580 --> 00:31:24,583
Ever, ever, ever, ever.
Ever on "Shark Tank."

817
00:31:24,583 --> 00:31:27,386
Guys, thank you very much.
I'm out.

818
00:31:27,386 --> 00:31:28,587
Okay.
Thank you, though, guys.

819
00:31:28,587 --> 00:31:29,821
Thank you guys.
Congrats, guys.

820
00:31:29,821 --> 00:31:31,490
Good luck with everything.
It was a great presentation.

821
00:31:31,490 --> 00:31:33,191
Good luck, both of you.
Scharman: Thank you.

822
00:31:36,495 --> 00:31:38,096
Neergaard: You want to walk
out of here with a deal,

823
00:31:38,096 --> 00:31:40,632
but at the end of the day, they
made some really good points

824
00:31:40,632 --> 00:31:42,200
that we're going to be able to
go back, adjust our company.

825
00:31:42,200 --> 00:31:43,902
We're gonna apply this and we're
gonna be stronger than ever.

826
00:31:43,902 --> 00:31:46,772
So we're not deterred
in any way, shape, or form.

827
00:31:54,479 --> 00:31:58,850
♪♪

828
00:31:58,850 --> 00:32:00,819
Narrator: Next up is a solution

829
00:32:00,819 --> 00:32:03,388
for a persistent problem
for women.

830
00:32:03,388 --> 00:32:12,230
♪♪

831
00:32:12,230 --> 00:32:13,865
Hi, Sharks.
I'm Taylor.

832
00:32:13,865 --> 00:32:14,900
And I'm Casey.

833
00:32:14,900 --> 00:32:16,368
And we're here today
to talk to you

834
00:32:16,368 --> 00:32:18,003
about something
very serious.

835
00:32:18,003 --> 00:32:20,906
Something women are suffering
in silence over.

836
00:32:20,906 --> 00:32:22,541
Something no one
has had the courage

837
00:32:22,541 --> 00:32:25,143
to talk about
on "Shark Tank" until now.

838
00:32:25,143 --> 00:32:27,879
We're talking
about NFO.

839
00:32:27,879 --> 00:32:29,581
Both: Nipple freak-out!

840
00:32:29,581 --> 00:32:30,682
[ Laughter ]

841
00:32:30,682 --> 00:32:32,250
Sharks, when those
headlights turn on,

842
00:32:32,250 --> 00:32:34,219
sometimes it's impossible
to turn them off.

843
00:32:34,219 --> 00:32:36,188
At the gym,
going for a swim.

844
00:32:36,188 --> 00:32:37,489
In the freezer aisle.

845
00:32:37,489 --> 00:32:39,024
Guys,
a little background.

846
00:32:39,024 --> 00:32:40,559
Most sports bras
and swimsuits

847
00:32:40,559 --> 00:32:42,828
come with foam pads
to prevent NFO,

848
00:32:42,828 --> 00:32:44,229
but one round
in the washing machine,

849
00:32:44,229 --> 00:32:47,098
and those babies are toast
and impossible to get back in.

850
00:32:47,098 --> 00:32:50,202
This left us with two options --
use adhesive nipple covers

851
00:32:50,202 --> 00:32:53,338
that irritated our skin
and collected lint and dust.

852
00:32:53,338 --> 00:32:54,973
Or wear an actual bra.

853
00:32:54,973 --> 00:32:56,575
But not every outfit
calls for one,

854
00:32:56,575 --> 00:32:58,310
nor does every woman
want to wear one.

855
00:32:58,310 --> 00:33:01,279
Well, now there's
no need to freak out.

856
00:33:01,279 --> 00:33:04,115
Say hello to CAKES Body.

857
00:33:04,115 --> 00:33:07,152
CAKES are reusable,
washable silicone nipple covers

858
00:33:07,152 --> 00:33:09,921
that adhere naturally to
your body heat just like this.

859
00:33:09,921 --> 00:33:12,424
Greiner: Wow.
We don't use
any irritating adhesives,

860
00:33:12,424 --> 00:33:14,392
so CAKES are gentle
on your skin

861
00:33:14,392 --> 00:33:17,562
and don't rip your nipples off
at the end of the night.

862
00:33:17,562 --> 00:33:19,564
With our signature
patent-pending design,

863
00:33:19,564 --> 00:33:22,334
CAKES are seamless, plus you can
use them till you lose them.

864
00:33:22,334 --> 00:33:24,436
Simply rinse, reuse,
and wear again and again.

865
00:33:24,436 --> 00:33:27,572
And NFO is just
the tip of the iceberg.
Ha-ha.

866
00:33:27,572 --> 00:33:31,009
That's why we're seeking
$300,000 for 5% equity.

867
00:33:31,009 --> 00:33:32,477
-Wow.
-Hello.
-Hello, girls.

868
00:33:32,477 --> 00:33:37,015
So, Sharks, who wants to make
every day a no-bra day?

869
00:33:37,015 --> 00:33:38,650
Sharks, in front of you,
you have CAKES

870
00:33:38,650 --> 00:33:42,420
in our three signature sizes --
OG, Plus, and Itty Bitty.

871
00:33:42,420 --> 00:33:45,156
But first, Mr. Wonderful,
come on up here.

872
00:33:45,156 --> 00:33:46,691
We want to show you
how to use them.

873
00:33:46,691 --> 00:33:47,993
Absolutely.
Grede: Thank God it's you.

874
00:33:47,993 --> 00:33:50,228
Cuban: Go ahead, Kevin.
Grede: Thank God it's you.

875
00:33:50,228 --> 00:33:51,563
I'm your man.
Greiner: Yes!

876
00:33:51,563 --> 00:33:53,198
Grede: Oh, come on.
You come right here.

877
00:33:53,198 --> 00:33:55,634
So, Mr. Wonderful,
you have a beautiful head.

878
00:33:55,634 --> 00:33:57,102
Thank you.
I'm sure you get that a lot.

879
00:33:57,102 --> 00:33:59,571
Well,
it's the Dome of Desire.

880
00:33:59,571 --> 00:34:02,073
First of all, do you mind
if we put a CAKE on your head?

881
00:34:02,073 --> 00:34:03,575
No problem.
Okay. Thank you.

882
00:34:03,575 --> 00:34:06,278
Everyone said you're
such a good sport, so...

883
00:34:06,278 --> 00:34:07,646
Ta-da!

884
00:34:07,646 --> 00:34:09,247
Greiner: Won't fall off?
O'Leary: Cools the dome.

885
00:34:09,247 --> 00:34:10,482
Greiner: It cools?

886
00:34:10,482 --> 00:34:12,717
We do you recommend CAKES
under snug-fitting tops,

887
00:34:12,717 --> 00:34:14,753
like a bodysuit
or a bralette?

888
00:34:14,753 --> 00:34:16,187
Yeah, just in case.

889
00:34:16,187 --> 00:34:17,756
Herjavec: Right.
Yeah, and they're grippy,
not sticky.

890
00:34:17,756 --> 00:34:19,991
And as you sweat
and produce body heat,

891
00:34:19,991 --> 00:34:21,660
they actually grip
even better.

892
00:34:21,660 --> 00:34:24,496
Thank you so much for being
such a good sport.
Thank you, thank you.

893
00:34:24,496 --> 00:34:26,598
They don't call you
Mr. Wonderful for nothing.

894
00:34:26,598 --> 00:34:28,867
Who knew?
Herjavec: They do, actually.

895
00:34:28,867 --> 00:34:30,502
There's no reason.

896
00:34:30,502 --> 00:34:32,237
Greiner: Well, it's
really interesting to me.

897
00:34:32,237 --> 00:34:34,673
I mean, I put on my arm.
It is comfortable.

898
00:34:34,673 --> 00:34:36,174
It's light.
I barely feel it.

899
00:34:36,174 --> 00:34:37,375
I have to also ask.
Awesome.

900
00:34:37,375 --> 00:34:39,778
I want to know about you
and your backgrounds.

901
00:34:39,778 --> 00:34:41,146
And are you twins?

902
00:34:41,146 --> 00:34:42,147
Yes.
We are.

903
00:34:42,147 --> 00:34:44,549
We started our business
very simply.

904
00:34:44,549 --> 00:34:46,084
We were like,
"We need this solution.

905
00:34:46,084 --> 00:34:48,153
Let's see if anyone else
will buy it."

906
00:34:48,153 --> 00:34:50,155
So we both were working
in corporate

907
00:34:50,155 --> 00:34:51,790
for the last 10 years.

908
00:34:51,790 --> 00:34:53,158
Things were going great.

909
00:34:53,158 --> 00:34:56,027
And I don't know if this was a
sign from the universe or what,

910
00:34:56,027 --> 00:34:58,630
but we were both on the verge
of a layoff at the same time.

911
00:34:58,630 --> 00:35:01,700
Greiner and Grede: Wow.
And that was really
when we were like,

912
00:35:01,700 --> 00:35:04,369
"Do we want to look
for another job?"
The nipple came to the rescue.

913
00:35:04,369 --> 00:35:06,271
Nipple covers.
Nipple covers.

914
00:35:06,271 --> 00:35:07,973
That's it.
Nipple freak-out.

915
00:35:07,973 --> 00:35:09,541
Who knew it was a big problem?

916
00:35:09,541 --> 00:35:10,976
Grede: But, guys,
there's so much competition.

917
00:35:10,976 --> 00:35:13,044
I really want to know
what makes yours better.

918
00:35:13,044 --> 00:35:14,679
This is a saturated market.
Better than what?

919
00:35:14,679 --> 00:35:15,914
Well, there's everything,
right?

920
00:35:15,914 --> 00:35:17,682
There's tape.
There's silicone patches.

921
00:35:17,682 --> 00:35:19,417
There's Band-Aid-type
situations.

922
00:35:19,417 --> 00:35:20,885
Herjavec: Wow.
But what makes this unique?

923
00:35:20,885 --> 00:35:23,054
It's crazy.
When we first started,

924
00:35:23,054 --> 00:35:24,489
there was no one
necessarily owning,

925
00:35:24,489 --> 00:35:26,858
like, the boob accessory
and solution space.

926
00:35:26,858 --> 00:35:28,960
There's a boob
accessory space?

927
00:35:28,960 --> 00:35:30,829
There's a boob solution space.
I'm in it.

928
00:35:30,829 --> 00:35:33,198
When we first started,
we designed the solution

929
00:35:33,198 --> 00:35:34,766
that didn't exist for us.

930
00:35:34,766 --> 00:35:37,202
In our case, we wanted
something extremely seamless

931
00:35:37,202 --> 00:35:38,870
that didn't poke
through our clothes.

932
00:35:38,870 --> 00:35:40,805
Typically, what we were finding
on the market

933
00:35:40,805 --> 00:35:42,874
was a lot smaller
and thicker.

934
00:35:42,874 --> 00:35:44,342
So ours is thick
in the center,

935
00:35:44,342 --> 00:35:46,978
but it tapers to almost nothing
at the edges.

936
00:35:46,978 --> 00:35:49,514
So you get
a seam-free situation.
Yeah.

937
00:35:49,514 --> 00:35:52,584
Oh, well,
that's a good point.
Well, you guys came in with
a $6 million valuation, right?

938
00:35:52,584 --> 00:35:55,420
So you must have sales.
Tell us about the business.

939
00:35:55,420 --> 00:35:58,890
We started with only $10,000
from our savings,

940
00:35:58,890 --> 00:36:01,893
zero dollars in marketing
our first year, no investors,

941
00:36:01,893 --> 00:36:03,595
and in our first year
of business,

942
00:36:03,595 --> 00:36:04,729
we did $1 million
in revenue.

943
00:36:04,729 --> 00:36:06,564
Together: Wow!

944
00:36:06,564 --> 00:36:08,566
Year to date,
in the last five months...
Wow.

945
00:36:08,566 --> 00:36:10,368
...we've done $1.5 million

946
00:36:10,368 --> 00:36:12,937
and are projecting to end
the year at $5 million.

947
00:36:12,937 --> 00:36:13,938
Wow.
Wow!

948
00:36:13,938 --> 00:36:15,073
Good for you two.
That's insane.

949
00:36:15,073 --> 00:36:16,975
So you must be profitable,
then, too, right?

950
00:36:16,975 --> 00:36:20,345
We are operating
at a 35% net profit margin.

951
00:36:20,345 --> 00:36:23,948
So last year, we did
about 300K in net profit.

952
00:36:23,948 --> 00:36:25,884
And this year,
we've done over 500K.

953
00:36:25,884 --> 00:36:27,752
Good for you two.
You're amazing.
Both: Wow.

954
00:36:27,752 --> 00:36:29,954
Tell us how you're
selling, then, yeah.
Where are you selling it?

955
00:36:29,954 --> 00:36:33,458
Last year, 90% of our revenue
came from organic TikTok

956
00:36:33,458 --> 00:36:35,260
at a zero-dollar
customer acquisition cost.
Good for you.

957
00:36:35,260 --> 00:36:36,761
Wow.
Yeah, that is awesome.

958
00:36:36,761 --> 00:36:37,862
Herjavec: That's incredible.
That's amazing.

959
00:36:37,862 --> 00:36:39,831
Guys, let me ask you
a tougher question.

960
00:36:39,831 --> 00:36:42,333
What happens if TikTok
gets shut down or diminished?

961
00:36:42,333 --> 00:36:44,402
Our focus for the first half
of this year was,

962
00:36:44,402 --> 00:36:46,704
how do we diversify
where revenue?
Smart.

963
00:36:46,704 --> 00:36:49,541
We were able to take
our winners from TikTok,

964
00:36:49,541 --> 00:36:50,875
put them on paid channels,

965
00:36:50,875 --> 00:36:53,812
and they're extremely efficient,
doing much better.

966
00:36:53,812 --> 00:36:55,547
What's the return?

967
00:36:55,547 --> 00:36:58,516
Our ROAS on paid ads
is over a 5X.

968
00:36:58,516 --> 00:36:59,684
Grede: Wow.
Herjavec: 5X?

969
00:36:59,684 --> 00:37:00,885
O'Leary: 5X?
Amazing.

970
00:37:00,885 --> 00:37:02,487
So, Taylor,
what's the cost of the product?

971
00:37:02,487 --> 00:37:05,056
Yeah, what is the cost,
and what do you sell them for?

972
00:37:05,056 --> 00:37:08,293
Our costs landed are $8,
and we sell them for $30.

973
00:37:08,293 --> 00:37:10,195
So we're at
a 75-ish percent.
Yeah, good for you.

974
00:37:10,195 --> 00:37:14,499
Nice. I want to know,
why do you need a Shark?

975
00:37:14,499 --> 00:37:17,869
We feel like we're just
at the beginning.

976
00:37:17,869 --> 00:37:19,571
We've been able to get it
to this point,

977
00:37:19,571 --> 00:37:22,073
but we're smart enough to know
that we need the expertise

978
00:37:22,073 --> 00:37:24,943
of taking this
from a single-product company

979
00:37:24,943 --> 00:37:28,847
to an actual brand with lasting
power and staying power.

980
00:37:28,847 --> 00:37:32,150
And truly solving problems
that women are facing.

981
00:37:32,150 --> 00:37:33,685
We started with $10,000.

982
00:37:33,685 --> 00:37:35,954
We weren't able to launch
a whole line,

983
00:37:35,954 --> 00:37:36,988
and also,
we wouldn't have known --

984
00:37:36,988 --> 00:37:38,389
You're lucky.
That saved you.

985
00:37:38,389 --> 00:37:39,758
Let me give you some advice.
Oh. Thank you.

986
00:37:39,758 --> 00:37:42,060
What I would suggest --
talk to your customers,

987
00:37:42,060 --> 00:37:43,595
'cause that's
what you do best,

988
00:37:43,595 --> 00:37:45,230
and let them tell you
what they're going to buy

989
00:37:45,230 --> 00:37:46,798
and what they're
going to order.

990
00:37:46,798 --> 00:37:48,433
You have to always know
what business you're in

991
00:37:48,433 --> 00:37:49,901
and what you're great at,

992
00:37:49,901 --> 00:37:52,103
and you're great
at marketing on social.
Thank you. Thank you.

993
00:37:52,103 --> 00:37:53,471
And so you've got to
play that.

994
00:37:53,471 --> 00:37:56,241
Unfortunately --
So many things I could say.

995
00:37:56,241 --> 00:37:57,842
[ Laughter ]

996
00:37:57,842 --> 00:38:00,712
But unfortunately, it's not
really my wheelhouse.

997
00:38:00,712 --> 00:38:02,080
So for those reasons,
I'm out.

998
00:38:02,080 --> 00:38:03,481
Thank you.
We love what you do.
Thank you.

999
00:38:03,481 --> 00:38:04,482
Thank you so much.
And thank you.

1000
00:38:04,482 --> 00:38:05,483
Cuban: Thank you.

1001
00:38:05,483 --> 00:38:07,452
What I love
about "Shark Tank"

1002
00:38:07,452 --> 00:38:10,088
is you learn about stuff
you didn't even know.

1003
00:38:10,088 --> 00:38:11,790
NFO, who knew?
Who knew?

1004
00:38:11,790 --> 00:38:14,259
Boob accessory market,
who knew?

1005
00:38:14,259 --> 00:38:15,794
Cuban: Who knew?

1006
00:38:15,794 --> 00:38:20,365
Right, I like to think I know
a little bit about everything,

1007
00:38:20,365 --> 00:38:23,168
but I may have hit an industry
I know nothing about.

1008
00:38:23,168 --> 00:38:24,302
Not for me. I'm out.
Thank you.

1009
00:38:24,302 --> 00:38:25,804
Thank you so much.
We look up to you so much.

1010
00:38:25,804 --> 00:38:27,672
So thank you.
Thank you. Amazing.

1011
00:38:27,672 --> 00:38:29,340
Ladies, I actually
think you're more

1012
00:38:29,340 --> 00:38:31,609
than just really good
marketeers.

1013
00:38:31,609 --> 00:38:34,512
I think that you are
really early in this business,

1014
00:38:34,512 --> 00:38:36,080
and I've seen
so many businesses

1015
00:38:36,080 --> 00:38:39,317
where you get that
early groundswell, you know,

1016
00:38:39,317 --> 00:38:40,818
and it's like
TikTok's on fire.

1017
00:38:40,818 --> 00:38:44,756
But it isn't a business
until you've figured out,

1018
00:38:44,756 --> 00:38:47,058
how many ways
can you find that customer?

1019
00:38:47,058 --> 00:38:48,760
Yeah.
And right now you're
going through one channel.

1020
00:38:48,760 --> 00:38:50,728
There's a huge opportunity
for this in wholesale

1021
00:38:50,728 --> 00:38:52,197
and more traditional retail

1022
00:38:52,197 --> 00:38:53,965
if you choose
to go down that way,

1023
00:38:53,965 --> 00:38:55,767
and I think there's
a ton more products you can do.

1024
00:38:55,767 --> 00:38:57,635
So with all of that
being said,

1025
00:38:57,635 --> 00:38:59,304
I'm actually going to
give you guys an offer.

1026
00:38:59,304 --> 00:39:00,505
Herjavec: Ooh.

1027
00:39:10,315 --> 00:39:13,451
Narrator: Two Sharks are out,
and Emma is interested

1028
00:39:13,451 --> 00:39:17,021
in Casey and Taylor's nipple
solution business, CAKES Body.

1029
00:39:17,021 --> 00:39:21,125
Grede: You came in asking
for $300,000 for 5%,

1030
00:39:21,125 --> 00:39:23,494
and I'll happily
give you $300,000,

1031
00:39:23,494 --> 00:39:26,798
but I want 12.5%
of the business.

1032
00:39:26,798 --> 00:39:30,235
First of all, we can't
thank you enough for the offer.

1033
00:39:30,235 --> 00:39:34,572
You're a queen, our icon.
Lori, also the QVC queen.

1034
00:39:34,572 --> 00:39:36,174
Wait a second. What am I,
chopped liver over here?

1035
00:39:36,174 --> 00:39:38,042
Mr. Wonderful,
the best sport.
Basically.

1036
00:39:38,042 --> 00:39:39,544
You're a queen,
too, Kevin.

1037
00:39:39,544 --> 00:39:41,012
O'Leary: Well, look,
I may have an offer, too,

1038
00:39:41,012 --> 00:39:42,614
same time adding
a little boost.
You got a great offer, guys.

1039
00:39:42,614 --> 00:39:44,115
You have
a really good offer.

1040
00:39:44,115 --> 00:39:45,850
Wait a second.
Let me put an offer out there

1041
00:39:45,850 --> 00:39:48,319
that doesn't cost you as much,
because I find her very greedy.

1042
00:39:48,319 --> 00:39:50,255
Okay? 12.5% is very selfish
of her.

1043
00:39:50,255 --> 00:39:51,823
What's my name?
Mrs. Grede.
Right? Exactly.

1044
00:39:51,823 --> 00:39:56,194
So I will offer you
the $300,000 at the 5%.

1045
00:39:56,194 --> 00:39:57,662
But if I ever saw a product

1046
00:39:57,662 --> 00:39:59,464
that could handle a royalty,
it's this.

1047
00:39:59,464 --> 00:40:02,533
So I would like a dollar per set

1048
00:40:02,533 --> 00:40:03,935
until I get back
a million bucks.

1049
00:40:03,935 --> 00:40:06,170
That's just over 3X
on my investment,

1050
00:40:06,170 --> 00:40:08,339
and I'll keep the 5% equity
to just,

1051
00:40:08,339 --> 00:40:09,807
you know, help you build it.

1052
00:40:09,807 --> 00:40:12,210
We'll sell it one day
to a behemoth.

1053
00:40:12,210 --> 00:40:14,679
I think Emma's -- she's
wonderful, but she's greedy.

1054
00:40:14,679 --> 00:40:16,748
I'll be greedy for you, too.
It's disgusting.

1055
00:40:16,748 --> 00:40:18,883
12.5% equity.
It's ridiculous.

1056
00:40:18,883 --> 00:40:20,451
Here's the thing.

1057
00:40:20,451 --> 00:40:22,920
I have built businesses
in this space

1058
00:40:22,920 --> 00:40:25,223
to be worth billions
and billions of dollars.

1059
00:40:25,223 --> 00:40:27,625
You want to build
a giant business,

1060
00:40:27,625 --> 00:40:29,360
and I can actually
help you do that.

1061
00:40:29,360 --> 00:40:30,962
Not because I'm talking about
it, because I'm doing it...
Well -- Excuse me.

1062
00:40:30,962 --> 00:40:32,130
So what are you
waiting on, guys?

1063
00:40:32,130 --> 00:40:34,132
...over and over and over again
in this space.

1064
00:40:34,132 --> 00:40:36,467
Mr. Wonderful,
thank you so much.

1065
00:40:36,467 --> 00:40:39,504
Those are two
very interesting offers.

1066
00:40:39,504 --> 00:40:41,239
Where do you see,
from a partnership --
Oh, my goodness.

1067
00:40:41,239 --> 00:40:43,341
Oh, my gosh.
Casey, he knows nothing.
Oh, my goodness.

1068
00:40:43,341 --> 00:40:45,543
You're actually
asking him questions?
It's a valid question.

1069
00:40:45,543 --> 00:40:47,445
When you have Emma Grede
right here,

1070
00:40:47,445 --> 00:40:48,980
who's done this
multiple times.
Excuse me, Mark.

1071
00:40:48,980 --> 00:40:49,981
May I answer?

1072
00:40:49,981 --> 00:40:51,649
This is early,
to Emma's point.

1073
00:40:51,649 --> 00:40:53,885
And so we want to make sure
it's worth your time.

1074
00:40:53,885 --> 00:40:55,954
I would love to be able
to just put the money

1075
00:40:55,954 --> 00:40:58,389
back into the business
as much as we can

1076
00:40:58,389 --> 00:40:59,691
to grow it
as much as we can,

1077
00:40:59,691 --> 00:41:03,094
so the royalty component
wouldn't work for us.

1078
00:41:03,094 --> 00:41:04,929
Why are you still
talking to him, seriously?

1079
00:41:04,929 --> 00:41:07,432
No, I'll give you $300,000.
You want to do
a deal with him?

1080
00:41:07,432 --> 00:41:09,534
Seriously, why are you
still talking to him?

1081
00:41:09,534 --> 00:41:11,869
Guys, what are you
waiting for?

1082
00:41:11,869 --> 00:41:13,071
This is our baby.

1083
00:41:13,071 --> 00:41:15,907
Obviously we want to keep
as much equity as we can.

1084
00:41:15,907 --> 00:41:20,812
As you should.
Would you be willing
to do 300K for 8%?

1085
00:41:22,280 --> 00:41:24,248
No.

1086
00:41:24,248 --> 00:41:28,553
I'll do 300K for 10%,
final offer.

1087
00:41:28,553 --> 00:41:33,491
♪♪

1088
00:41:33,491 --> 00:41:36,027
Okay. Done.
Whoo!

1089
00:41:38,830 --> 00:41:41,199
Herjavec: Wow!
You've got a deal.

1090
00:41:41,199 --> 00:41:43,000
Well done, girls.
You killed it.

1091
00:41:43,000 --> 00:41:44,569
Grede: I love it.
I cannot wait.
Thank you so much.

1092
00:41:44,569 --> 00:41:46,337
This is going to be so good.
You're a queen.

1093
00:41:46,337 --> 00:41:47,905
Herjavec: You guys are amazing.
Good luck, guys.

1094
00:41:47,905 --> 00:41:50,274
Yay!
Thank you so much!

1095
00:41:50,274 --> 00:41:52,477
Okay, bye.
Bye.

1096
00:41:52,477 --> 00:41:55,279
Oh, my God.
I can't digest that.

1097
00:41:55,279 --> 00:41:57,348
What the [bleep]
just happened?

1098
00:41:57,348 --> 00:42:00,785
Sarai: Emma is setting
the trends in the industry.

1099
00:42:00,785 --> 00:42:03,354
And I think our company
is a perfect complement

1100
00:42:03,354 --> 00:42:05,089
to some of the other things
she's working on,

1101
00:42:05,089 --> 00:42:07,291
and she is going to help us
blow this out of the water.

1102
00:42:07,291 --> 00:42:09,660
I didn't think that plane
was going to land for a while.

1103
00:42:09,660 --> 00:42:10,828
I knew it was.

1104
00:42:10,828 --> 00:42:12,764
If there was anybody
who was ever a perfect fit

1105
00:42:12,764 --> 00:42:13,965
for a business,
you're the perfect --
Greiner: You were
the perfect partner.

1106
00:42:13,965 --> 00:42:15,933
I feel like
I'm fitting perfectly.
Yeah.

1107
00:42:15,933 --> 00:42:18,169
I'm a boob solution queen.
Yeah.

1108
00:42:18,169 --> 00:42:19,804
What's incredible, though,
is Kevin thinks

1109
00:42:19,804 --> 00:42:21,539
he's the perfect fit
for
every
business.

1110
00:42:21,539 --> 00:42:22,907
That's right. I am.

1111
00:42:28,980 --> 00:42:31,983
-- Captions by VITAC --

1112
00:42:31,983 --> 00:42:40,391
♪♪

1113
00:42:40,391 --> 00:42:48,766
♪♪

1114
00:42:48,766 --> 00:42:57,108
♪♪