Narrator: Bring on the cheer.
It's the holiday episode of "Shark Tank."
Merry Christmas!
♪ Deck the halls with Shark offers ♪
♪ Fa la la la la, la la ka-ching ♪
[ Laughs ] You are a ball of fire.
Bah humbug!
The anticipation of Christmas has lasted for months.
Take this behind the Christmas tree and burn it.
Kevin, it's the holidays.
Both: So, Sharks, who's ready to play?
[ All cheering ]
Yay! Level it!
O'Leary: Whoa! Greiner: What?!
What is going on here? Are you kidding?
[ Theme music plays ]
Narrator: First into the tank is a savory twist
on a sweet holiday tradition.
♪♪
Hi, Sharks.
I'm Avital from San Francisco, California,
and I'm the founder of Edible Architecture.
Today, I'm seeking $150,000
in exchange for a 10% equity stake in my company.
Sharks, have you ever actually eaten
one of these stale gingerbread houses?
[ Laughs ] Let's be real.
They're super cute, but they're rock hard,
overly sweet, and inevitably end up in the trash.
And this one --
Well, this one's a fixer-upper.
So I brought my crew to demolish the old.
[ Laughter ]
How about it, boys?
Level it!
Oh, my...
[ Laughter ]
Let the frosting fly!
And we're gonna build a savory, new alternative --
edible architecture --
delicious holiday creations
made from all of your favorite charcuterie-board ingredients.
Ooh la la. Pretty.
So think salami shingles... Corcoran: Wow.
...pretzel windows, Parmesan snow...
Pretty as could be.
...and olive ornaments.
Oh, yeah. It's a grown-up gingerbread house.
No stale cookies, just gourmet goodness.
We offer three kits -- Lubetzky: Oh, wow.
a classic charcuterie chalet,
perfect for a delightful family activity,
a mini chalet
for a fun wine-and-cheese night with the girls,
and a charcuterie tree,
which we call the CharcuTree.
And that's perfect
for a delightful holiday festive centerpiece.
All of our kits --
they're completely shelf-stable,
using high-quality ingredients.
We're not just building chalets here.
We're building memories, one salami shingle at a time.
[ Laughs ]
So now my crew is gonna come back out
with a charcuterie and a chalet for you to decorate.
Don't forget to add the Parmesan snow.
So I'm building my own salami shack.
Okay. I think it is creative.
Ungar: So, in front of you, you have the mini charcuterie chalet.
Okay. There's all of the ingredients
that you can see in the box.
This is a cracker house.
Yeah, you can break it off and taste it.
This is cool. What is this?
That is the Brie cheese spread, which is the glue.
That's smart. It's creative. So instead of frosting.
The Brie spread. Greiner: It is very creative.
Lubetzky: Parmesan.
And all the ingredients here are on the side,
so everything is shelf-stable.
Everything is shelf-stable. Let me stop for a second.
There's something really weird
about a gingerbread house made of salami.
[ Laughter ] I just don't get it.
I mean, it's just --
Ungar: So, the charcuterie chalet is a concept
that has been going viral on the Internet
for the holiday season for years now.
Food Network had a video that had 9.8 million views.
This is a concept that people have loved. Avital, I love your enthusiasm.
And I love that you're telling us it's gone viral.
Tell us, what are your sales?
So, last year was our first year on retail shelves.
We sold $123,000.
This year, our sales are $1.17 million.
What?! How can the people...
John: Whoa! We have POs and commitments from Costco,
World Market, Albertsons,
and many nationwide retailers.
And that doesn't even begin to touch direct to consumer,
which we want to continue to build out.
So, last year -- You think you're gonna break through
more than $2 million in sales this year? That's right.
What does this cost, though? And what do you sell it for?
So, we have three different kits, as I mentioned --
the classic charcuterie chalet,
which is the one that you have in front.
Known as the "salami shack."
[ Laughter ]
It's freaking me out just looking at it. Ungar: You know what?
It's so fun. I'm glad that you're having fun with it.
Yeah. The classic charcuterie chalet,
our MSRP is $29.99.
And it costs you?
We sell it wholesale $14.29,
and it costs us $10.68 to make.
Tight margins. So that's about 25% margin.
And 65% margin if we sell direct to consumer.
Are you making any money? Are you profitable?
So, on that $123,000,
our gross profit was $11,000,
and we netted $3,500.
Now, you might say that's not a lot,
but I was really just validating the market.
But to me, you have violated the honor of the gingerbread house.
[ Laughs nervously ] Children are gonna come home during the holiday season,
look at that thing, the salami shack, and start crying.
I'm out.
I do a lot of girl parties.
I don't think it's attractive.
I think the place looks like a disaster
after you try to eat it.
I'm not interested in the product.
I'm afraid I'm out.
Okay. Thank you. Barbara.
So, what are you gonna do with the money?
This year is about scale.
I need a credit line to finance my POs.
Avital -- That's really where we're at.
Let me tell you -- Yes, Daniel.
Let me invite you inside my head.
The product is not doing it for me.
It's kind of like I like peanut butter,
I like tuna fish, I like bananas,
but not all in the same sandwich.
I really am very impressed with you,
but because the product doesn't do it for me, I'm out.
Okay.
You want access to capital. That's right.
Money's difficult to get these days, right? It's expensive. Yeah.
I have a lot of companies I work with.
They ask me to finance the POs.
When I've ended up financing POs,
I end up owning the entire company.
But what happens is,
when you can't pay the POs or something happens,
I have a different interest now.
One side I have as an owner or a partner.
The other side I have is, "Sell, sell, sell.
Get me my money."
There's a conflict. Listen.
Things happen in business,
and unfortunately, for that reason, I'm out.
Avital, you are a ball of fire.
Like I would bet on you any day.
Thank you. So, I happen to have done a deal with Boarderie.
Yes. 2 1/2 years ago.
And unbelievably, it's a cheese and charcuterie board.
It was fantastic.
We are over $120 million in sales.
Congratulations. In 2 1/2 years.
Yeah. So I clearly know
there is a great market in our space already.
But as a Shark, I don't want to just be somebody that funds POs. Yeah.
I'm not here to be a Bank of Lori.
♪♪
Because I'm gonna be banking on you...
I'm going to give you a Shark-y offer.
Narrator: Four Sharks are out.
But Lori is interested
in Avital's holiday charcuterie kits,
Edible Architecture.
So, you came in asking for $150,000 for 10%?
That's correct.
I will give you $150,000 for 25%.
Lubetzky: Yay. Wow.
You know, you put two good minds together,
you make magic. Now, Lori, that's pretty good.
What do you think about that? Now, first of all, Lori, thank you.
And I love what you have done with Boarderie.
Would there be a component
that you would also be able to finance the POs
as part of that offer?
I'm always happy when sales are there.
I want you to succeed, right?
But I don't want it to be contingent on this deal. Okay.
Because I think what I bring, too,
is so much more important...
Absolutely. ...than just paying for POs.
But, Avital, can I ask you a question?
This year, you're gonna sell over $2 million.
Her valuation puts
your valuation of the company at $600,000.
What, are you hating on Lori? I'm trying to help her.
Greiner: Avital, I think it's worth it. Well, Daniel,
would you come back in with Lori?
I don't need him as a partner. I don't. Ooh! Nice.
Especially after that, Daniel!
[ Laughs ] Greiner: Especially after that.
But no. This is your moment. Ungar: Yeah.
Greiner: You're standing here on this carpet.
And what you decide here today
can make or change how the rest of your business goes.
It's a decision. It's a moment.
[ Suspenseful music plays ]
Ungar: Would you do...
♪♪
$200,000 for 15%?
Mm!
No. I want to stick with the $150,000. Okay.
You have a different counter?
15%...
for $150,000.
I'd do $150,000,
but the lowest I'll go is 20%.
$750,000 valuation.
They cut your salami in half.
Next year, our profit's gonna be $800,000...
Maybe you. ...on $6 million.
You got an offer. And I will help you
for it to not only be $800,000,
but let's try to go for $8 million.
That's right. That's right, Lori. Right?
Can you bring it down...
17%, Lori?
You're really pushing my max.
18%.
[ Sighs ]
It's okay to say no.
18% and you have a deal.
Alright. Let's do it, Lori.
Yay! [ Laughs ]
You can run. [ Laughs ] Oh!
Greiner: You are one smart cookie.
Cracker -- cracker. You are one smart cracker.
Good job.
Thank you, thank you.
Congratulations.
I was actually quite surprised
by some of the Sharks' feedback.
Some of the Sharks are not my customer, and that's okay.
And that's why I have such a great partner in Lori
who really understood the product.
Boarderie is a classic charcuterie board
that has been delectable for generations.
This is a meat cookie.
[ Laughter ]
Greiner: I think one of the most meaningful things for me,
after so many years on "Shark Tank,"
is that I've been able to change lives,
help so many of my entrepreneurs to be successful.
And I feel like a proud mom.
Echols: The night we aired,
we had over 20,000 people on our website.
That was our biggest month ever.
We did over $1 million in sales.
Liechty: It's been a year since we closed our deal with Lori.
And in that time, Chomp Shop has made over $9.5 million.
Jimenez-Meggiato: It's been four years and we've done millions in sales,
and The Pizza Cupcake has had a rebrand.
We are now Incredifulls.
Crowe: It's been two years since we closed our deal with Lori,
and Parting Stone has made $8.3 million.
We went in with $500,000 in sales.
Since then, we're nearly at $60 million in revenue.
Altieri: FlexScreen had lifetime sales
of right around $11 million.
Since then, our lifetime sales have grown to $200 million.
Greiner: Collectively, my family of entrepreneurs
have done $3 billion in retail sales.
I just want to thank all of you guys for being here tonight.
The holidays are a time
of giving and bringing joy and sharing love.
I've been raising money for the LAFD for over a decade,
but this year it is particularly meaningful,
because they went through some of the worst fires in history.
Every time I think about the bravery,
I am in awe and feel these people
are true heroes and deserve all of our gratitude.
When I reached out to my entrepreneurs
with the idea of us all giving back to help the LAFD,
every single one said yes.
"What can we do to help you?"
Nice to meet you. Nice to meet you, too.
Come! Sit down!
Charitybuzz raises money for nonprofits
by offering exclusive experiences
with celebrities and brands.
In this Charitybuzz, I auctioned off
several private, hour-long meetings with me.
Many of my incredible entrepreneurs
also auctioned off mentoring sessions with them.
The LAFD didn't just battle fires this year.
They saved lives, homes, and gave hope to so many.
Tonight is about honoring the people
who show up for us every single day.
I want to thank Lori, all of the entrepreneurs,
and the people from Charitybuzz.
This money is not only gonna go to help
the Los Angeles Fire Department,
it's really going to help
all the people of Los Angeles that we serve.
Greiner: It's been such a wonderful night celebrating
with some of my most successful "Shark Tank" entrepreneurs,
honoring the brave firefighters
who risk their lives for us every day.
There is no one more deserving than that.
Thank you to our heroes!
[ Cheers and applause ]
[ Festive music plays ]
Narrator: Next in the tank is a product
to ensure the fun for all your holiday gatherings.
♪♪
[ Laughter ]
Sharks: Oh!
Wow.
Hey, Sharks, I'm Julian.
And I'm originally from the Netherlands.
I'm David, I'm originally from Scotland.
But we're now based in Los Angeles,
and we're seeking $200,000 for a 5% stake
in our viral party-game company...
McMiLLER! McMiLLER!
I hate that valuation! You're never gonna get a deal.
You're gonna waste my time. [ Both laughing ]
Go ahead.
Miller: Okay. There's more. Thank you.
Sharks, imagine this --
You're throwing a party, but no one's having fun!
Your friends are bored.
Grandma -- she is. asleep.
[ Laughter ]
And the kids are cranky.
Worst of all...
Everyone's on their phones! Everyone's on their phones!
No! No!
They need a box full of belly laughs.
Miller: Some screen-free fun.
Both: They need a McMiLLER party game.
Our award-winning games are easy to learn,
so no long, boring instructions.
And they are truly multigenerational.
Grandma loves them as much as the kids.
And as you can see, our McMiLLER game
is as fun to watch as it is to play.
So whether you claw your way to victory
with "The Cat Mitt Game"...
...plop to the top with "Fish Fight"...
...monkey around with "It's Bananas!"...
...or plunder for treasure with "Fire In The Hole!"...
you're sure to find your fun with McMiLLER.
Both: So, Sharks, who's ready to play?
What games do we have here? Let's look at this.
McGranaghan: So, we have "It's Bananas!"
So, if there's two Sharks
who's like to volunteer to come and help.
Maybe Daniel, Kevin.
Do you want to play our monkey-tail game?
I've always wanted to monkey around with Kevin.
I'm just gonna make sure it's at the right level.
[ Laughing ]
[ Laughter ]
So, the first player to get three monkeys on their tail
wins this banana token.
Ooh! You're gonna pick up the pink one,
then the green one, then the orange one.
So pink, green, orange. Ready.
3...2...1. 3...2...1.
It's bananas! It's bananas!
Alright. Here we go, here we go.
God.
Look at that.
Looks like he's done it before.
There you go, there you go.
Kevin looks like he's pooping.
Kevin, yes!
Yes, Kevin.
Okay, green one, green one.
Green one next, green one next.
Go on, Kev! Go on, Kev!
I love this gentle way of playing.
Yes. Next one.
Kevin, you can win it. Wait, wait, wait!
You can win it,
because someone didn't listen to the instructions.
McGranaghan: In the wrong order.
Hey!
[ All cheering ]
Yay, Daniel!
You're saying --
Yes, yes! Kevin won. Thank you very much.
Winner, winner! You were too late.
Daniel cheated.
Miller: Uh-huh. Exactly, Kevin.
He was supposed to start with the pink one.
I want to play. You got a big, black one?
[ Laughter ]
Kev, that was great. That's fun. Miller: Yeah, I love it.
He was slow, gentle, knew he was going to win.
He was very confident.
He was very meticulous.
So you're designing it for adults or for kids?
Because I could see both having a lot of fun.
Yes. Great question. It's very multigenerational.
Something like "It's bananas!" can go to bachelorette parties
but can go right through to Christmas,
which is definitely Gran and Grandpa,
right down to the kids.
You came in with the fish.
What was that concept? Miller: That's fish fight.
We're launching that this weekend. John: Okay.
It's our fifth game so far.
We designed that because "It's Bananas!"
has sold over 650,000 units.
Wow! Whoa!
650,000 units -- what's that in dollars?
We've done $12.5 million in sales.
Wow! Wow!
Holy crap. Since when was lifetime started for this game?
Pretty much during COVID, that was when it took off.
We started as a kind of part-time hustle.
Since then, the industry has continued to grow
10% year on year,
with games like McMiLLER games, they're kind of leading the way.
Tell me about you. What's your background?
So, I'm the "Mc," and he's the "Miller." I am the "Miller."
We met in 2009 on a blind date.
We've been married now for eight years.
Oh, congratulations. Greiner: Aw!
And we are running this company together now
for five years, yeah. John: That's great.
This is all you do?
Yes. This is full-time. This is all we do.
Did you have anything to do with games?
Well, interestingly, we started making these games
initially for our families for Christmas.
As the "gay uncles,"
the entertainment was always on our shoulders.
They liked it, so we were like, "We must be on to something."
How are you selling it -- online or is it in retail?
So, we've been very e-commerce up until now.
All direct to consumer?
Yes. Amazon is a big part of that.
We've been very heavily quarter four, very seasonal.
And we really want to move into brick-and-mortar.
Can you go through your sales year by year?
So, we did just under --
I think just five years ago about just under $1 million.
And then we scaled really quickly to $3 million.
Wow. We stayed at $3 million until we got everything organized.
Got it. We said no to all opportunities, and we stayed at $3 million.
Last year we did $3.2 million, with a profit of $120,000.
This is the year we're growing again.
We're on track to do $5 million in sales
with a $750,000 profit. Wow.
McGranaghan: We're going into China, Germany, France, Italy.
Our games don't have a lot of language in them.
We're going viral in these countries. Which went viral for you?
The first one that went viral was "It's Bananas!"
We design our games for social media. Yeah.
We call it "thumb-stoppable."
So when you're going through social media,
see one of our videos like, "Oh, what the fun is that?"
And we sold out within hours with that video.
It was crazy. Good for you.
How much do you sell it for?
McGranaghan: $23.99.
And what do you make it for? It landed $3.
Wow. Great margin.
Here's the problem I'm having.
The story of the company is basically "It's Bananas!",
because the risk on the deal is you decide to go into retail
with these new SKUs that are unproven,
they sit on the shelf in retail, they tie up your capital.
This is the challenge of the toy industry. Yeah.
But you are not worth $4 million.
You're really on a model
that makes $3 million in sales and $120K.
So you've got to get valued off five times $120K.
You're worth a million bucks.
You just crushed the joy right out of him. It's true!
Look, "It's Bananas!" certainly is right now our flagship game.
It's been doing really well for five years.
It's true in every business that there's a winner.
Right. We had to go with the one that was selling really well.
Have you raised any money up till now?
No, we haven't raised any money.
So you own this all yourself?
50/50? 50/50. Yeah.
So, guys, my only gay brother,
he always asks me,
"Why do you call me your gay brother
when you don't call your other four brothers
the straight brothers?"
[ Chuckles ] He's more fun than anyone in the family.
So I love it, mostly because I love Uncle T,
and I just believe in all of that. And the offer is?
I'm gonna make you an offer of $200,000 for 10%,
which is more than you're willing to offer.
Not a lot more. But I want $2 a game.
That is until you get your money back?
Definitely, which I suspect will be very quickly.
In six months, yeah. You will be very, very quickly.
Yes. About six months you'll get your $200,000.
Thank you. I'll take it.
Hold on. I've heard enough.
I'm actually gonna make you an offer.
Narrator: All Sharks are still in.
Julian and David have an offer on the table
from Barbara for their party-game company, McMiLLER.
But Daniel also wants to make an offer.
Guys, I will match Barbara's offer.
I think when you consider who's the right Shark for you,
you need to ask them if any of them know
what "gezellig" means.
Gezellig! Oh, Daniel! Ah!
I don't know what it is. What does it mean?
Gezellig.
It's such a Dutch word... He's Dutch.
...that just means "cozy," fun times together.
Everything is gezellig if you're having a good time.
Yeah, but there's nothing about this guy that's cozy.
I'm very gezellig. [ Laughter ]
And, also, you need to consider
that I'm very, very good friends
with the C.E.O.s and family from Hasbro
and the C.E.O. of Mattel.
So if there's a strategic partnership or an opportunity,
I'm very close friends with both of them.
I've been waiting all this time to try to find a company
that I could partner with and help you grow.
Close friends help you to make the call.
But close friends don't always buy it.
Look, I think you're terrific, what you've done,
and I always respect sales, 100%.
But I just can't get my head around your valuation,
so I'm out.
Okay. Thank you. Thank you, Kevin.
John: I'm trying to think to see where I add value.
I probably add more value,
like, bringing you to, like, my friends in McClure twins
and people with 4 billion and 5 billion views
to help push it out.
So I'll match the offer that's on the table.
Oh, how boring. [ Laughs ]
And, Lori, what are you gonna do?
I mean, honestly,
the making the money back within a handful of months --
We will do 200,000 units in the next six months.
So at $2 a unit, that would be done
probably by Halloween.
And that's even before fourth quarter, really.
Corcoran: May I say to you, it was too greedy an offer?
I would drop it to $1.
Ooh! Lubetzky: I would drop it to $0.99.
Miller: Okay.
What are you doing, Lori?
Here we go. $0.98. I would give you an offer,
But I would stay where you were --
$200,000, 10%, $2 a game.
And, Damon, which offer are you gonna match now?
I'm gonna match Barbara's offer.
Daniel, would you be able to do 8% for 200,000
at 99 cents a unit until you get your $200,000?
You said I was gezellig.
Yeah, you are gezellig. Yeah. [ Laughs ] Yeah.
I'll do it for 9%.
[ Suspenseful music plays ]
Can we go for it?
Let's go for it, Daniel. Yes!
[ Indistinct shouting ]
[ Dramatic music plays ]
Lubetzky: [ Grunts ] McGranaghan: Thank you.
We really appreciate the offer.
We'll do so well together.
I'm so jealous.
Congratulations, guys. Great presentation.
All three of you together, you're not gonna know
what anybody's talking about.
Get out of here.
Oh, God! We did it!
Wow. Oh, my God.
We are very lucky to get Daniel at 9%.
I think it's because he can see the future of our brand
really expanding internationally.
He's got the right context for us to take it there,
so it's a match made in heaven.
[ Festive music plays ]
Narrator: Next up is a new tradition
to make your holidays more fun and meaningful.
♪♪
Hi, Sharks.
My name's Kate Stewart, and I'm from Atlanta, Georgia.
I'm here seeking $250,000
in exchange for 15% of my company, Bauble Stockings.
[ Festive music plays ]
Sharks, you know the feeling.
The anticipation of Christmas has lasted for months.
On Christmas morning, you gather your family around the tree.
You open the presents.
There's gift-wrapping paper everywhere.
And...that's it.
Christmas morning is over.
It went by too quickly.
It was nice, but it feels like something's missing.
But what if the best moments of the day were still waiting?
That's the magic behind Bauble Stockings.
Bauble Stockings are small stockings.
They're ornament-sized,
and they're meant to contain or hold a clue to
each person's final gift of Christmas.
It doesn't have to be the biggest or the flashiest
or even most expensive,
but it's the most thoughtful gift.
It's the one that makes you feel warm and fuzzy,
like your family thought just about you.
Maybe it's a heartfelt note, or a shiny trinket
or the first clue of a scavenger hunt
that sends the recipient running through the house.
What started as a "save the best for last" tradition in my family
has grown to thousands of others.
So, Sharks, who wants to help me
turn the last gift into the best gift
and create a little more magic with Bauble Stockings.
Good job. Nicely done.
I picked out Bauble Stockings for each of you.
So, like, Lori, you have Santa's Bountiful Sleigh.
Daniel, I went with the Peace on Earth doves.
Mr. Wonderful, for your wedding empire,
we have the Champagne Toast.
Of course New York City Noel for you, Barbara.
I love it. And Damon, I went with
the best-dressed nutcracker we have,
our Gifting Nutcracker.
The homey nutcracker.
Yes. I love him.
Mr. Wonderful, because you scare me a little bit...
Good. ...I put a clue in yours,
so you get a Bauble Stockings gift.
"Christmas magic is hiding under your chair.
Your very own Bauble Stockings. surprise awaits you there."
Okay. So aren't you a poet?
I love a good rhyming clue.
Oh! Look at that.
I thought this might put you at ease a little bit.
Oh, isn't that nice?
Oh, my God. Katie! Greiner: Is it wonder...
Is that yours, Kevin?
It's O'Leary Fine Wine. Nice.
It is?
Okay. What is this?
So, this is our new product that has not launched yet.
I actually just got these prototypes in.
And it is our mass-market item.
So, Bauble Stockings are needle-pointed,
as you can tell, which is a hand-stitched product.
They retail for $89.50.
$89.50 for that sock?! Apiece?
Yes. That's right.
What does it cost you for one? Corcoran: Wow.
$30.49.
We actually employ women in Haiti.
In Haiti. So they're all handmade?
Excellent.
How many people have spent $89 on this baby stocking?
I have done $6.3 million.
Whoa! [ Sharks murmuring ]
What! What is going on here?!
I could sell a mini stocking all day.
Now you're talking! Oh, my God.
Merry Christmas! O'Leary: Okay. Over what period of time?
Stewart: I launched my company in 2018.
We're now carried in stores like Neiman Marcus.
Wait. I got to have a drink.
I'm in shock. [ Laughs ] Me too.
Corcoran: Wow.
What accounts for your success?
So, our success is that
we've pivoted a lot throughout the years.
Good for you. I went for retail,
and then retail was great, right. until about 2021.
And then retail kind of went, "Eh!"
And I was like, "Okay.
Well what can we do to pivot here?"
So, then, we started hitting direct to consumer,
which my margins are way better.
Okay, this is a new product.
This is brand-new. At a lower price point.
Yes. And it's just a velvet stocking.
And here's a book.
Yes. And what is this book? Tell us.
The book tells the story of the tradition,
how the final gift of Christmas
is meant to be the most thoughtful.
And what does this book and the velvet stocking sell for?
I want to retail it around $30,
so it's more of a mass-market product. O'Leary: But hold on.
When you've got such a hit with this,
why are you messing around with this?
Because I never meant for Bauble Stockings
to be exclusive.
It's a tradition that everyone should have. What's wrong with that?
Well, because growing up with Bauble Stockings,
the way that we did it was my dad took my big brothers and I
shopping for my mom for a special gift.
And we would hide it, or a clue to it,
in her needlepoint stocking that hung on our tree.
My dad called it her "bauble stocking,"
because on a good year it was a bauble,
which is a piece of jewelry. [ Chuckles ]
And for me, it's those memories.
That's what I wanted to re-create with this company.
So somehow you translated that into a business
that's very successful
which has nothing to do with this.
So it's another gift for Christmas.
Yes! O'Leary: Anyways, look.
We have history here on "Shark Tank,"
specifically around this kind of thing --
Tomte Cake.
Miranda -- she blew it away,
because she stayed focused on the one thing.
Hanukkah Tree Topper. You know?
And so tree topper, another thing. Mensch on a Bench.
So I just want to find out where you're going with this.
Because if you're telling me that you want $250,000
to focus on the proven winner,
and, then, all of a sudden, you show up with a book,
the most crowded category in the entire world --
children's books are a dime a dozen.
These books that I have here in front of you are prototypes.
Yeah, but you have no proof of sell-through on these. Stewart: There's no inventory on them.
And so if you made a deal with me -- You have proof of this.
We don't have to do that. Here's my thought about this.
I'm having a challenge on the higher-middle market.
Because in one way, you're right.
If you don't take up that space in the middle, somebody will,
because everybody can't afford this $90 piece.
On the other side,
a lot of the buyers will push you down on that.
I think there's a challenge that you're gonna face,
and I don't know if I want to face that with you.
I'm out.
Understood. Thank you so much.
Lubetzky: My favorite part about your presentation
was how you lit up when you talked about your parents.
I really think bringing meaning to the holidays
means a lot, and I love that.
When we at Kind realized
that our product was premium with premium ingredients
and not everybody could afford it,
for years, we would struggle
with how could we make the product
reach masses, reach more people?
But one thing we were never willing to do
was sacrifice the premium ingredients,
because even though they're more expensive,
they're more healthful.
But we had to set a set of guardrails
for what we stand for
and what we're never gonna compromise on.
My sense is you haven't had that conversation yet with yourself.
So for those reasons, I'm out.
Thank you.
Look. This is crap compared to this.
[ Gasps ] And you will be stuck in the used bin in seconds
after the first season. [ Laughs ]
Because I don't know who talked you into this,
but it was a bad, bad thing. Tell him what you're thinking, 'cause I saw your face.
'Cause you brought it here saying, "Look.
Look at this shiny bead over here."
Kevin, it's the holidays. It's the holidays, man.
Take this behind the Christmas tree and burn it, okay?
This is what you should be focused on.
I can totally focus on that.
We just got that sample in the mail.
I was very excited to bring it to y'all.
I have applied to the show for the last seven years.
Hey, are you excited anymore about it?
I'm very excited. But I think -- Okay.
You're very excited. I get it.
But I am not. I'm out.
[ Suspenseful music plays ]
$6.3 million in sales
on a little needlepoint stocking and a story.
That speaks volumes to the fact that you've done an amazing job.
But I don't think you need a Shark.
I don't think you need to give anybody
a percentage of your company.
I think you're a phenomenon.
So I wish you good luck and I'll be a customer,
but I'm out. Thank you, thank you.
Barbara, I am the person you want on your team
if you want to hustle,
I can hustle harder. Corcoran: You know what I loved most
about everything you said here today?
That you're willing to change.
You're willing to pivot when the condition changes.
Do you know rarely
does an entrepreneur have that willingness?
I would like to give you $250,000 for 25%.
Wow. You got an offer there.
I do have an offer there.
Can we do it for 20%?
♪♪
You've got yourself a deal.
[ All cheering, laughing ]
Good one.
Amazing. Amazing.
Thank you! Oh, my gosh! You're welcome very much.
Congratulations.
And please keep the festive, thin ones and your --
Don't worry, Kate. I'll burn this for you.
I know you will. O'Leary: Thank you.
We don't have to do it!
Thank you so much. Thank you. Good Luck.
Greiner: Appreciate it.
Phew!
I am so excited for my deal with Barbara.
We are going to take Bauble Stockings
to the next level.
We are gonna get this story out to the masses
so everybody can celebrate the Bauble Stockings tradition.
[ Festive music plays ]
Narrator: Next into the tank is a classic tradition
to put everyone in the holiday spirit.
♪♪
What a miserable guy.
[ Laughs ] Bah humbug!
My name is Ebenezer Scrooge,
as if you didn't already know that.
And I have an idea for you
that's more innovative than a lump of coal.
[ Laughs ]
Carolers: ♪ Joy to the world ♪
♪ The Lord is come ♪
♪ Let Earth receive her King ♪
[ Carolers humming ]
Scrooge, you don't own this business.
We're the ones pitching today.
That's right. Scrooge. Go stand over by the carolers.
We've got this. [ Sighs ]
Hi, Sharks. My name is Kenyon Ross,
and I'm the owner of The Christmas Carolers.
And I'm Jessica Harris,
the head elf at The Christmas Carolers.
The most wonderful time of year.
And people are craving something real --
moments that bring us together.
And that's exactly what
The Christmas Carolers has to offer.
We offer live, professional carolers
dressed in Dickens-era costumes,
singing classics like...
[ Kazoo blows ]
♪ Hark! The herald angels sing ♪
♪ Glory to the newborn King ♪
From corporate to residential holiday parties,
The Christmas Carolers is already in 14 cities
across the United States,
and we're just getting started.
And with your help and our business model,
we can bring the timeless tradition
and the magic of caroling to every corner of the country.
We're seeking $250,000 for 20% of the Christmas carolers.
Whoa! So come on, Sharks.
[ Kazoo blows ]
♪ O come, all ye Sharks, now ♪
♪ Joyful and investing ♪
[ Carolers humming ] Who wants to be a part
of bringing harmony back to the holidays?
Sharks, it appears all roads lead to Ebenezer.
[ Laughter ]
I'd like to start the bidding at 6 shillings and 2 pence.
Ross: Sharks, I know I wouldn't want to be visited
by the Ghost of Missed Opportunities,
so don't let this slip you by.
Come join...
All: The Christmas Carolers!
[ Laughs ]
Ebenezer owes me a royalty right now.
[ Laughter ] I mean there's no question about it.
I am the Scrooge of the modern age.
That's why you're here. That's right.
Listen. Talk about seasonal business.
Sure is. How many weeks does this actually bring in revenue for?
Early November all the way through December.
So would somebody gift this to you,
to have carolers come to your door,
or would a business bring them in for their office party?
We do primarily mostly corporate parties and events,
but residential parties happen, as well.
And all of your business comes from online?
So yes, online.
And how many followers do you have?
We have hundreds of social-media followers.
Hundreds? Yes, hundreds.
Wow! [ Laughing ]
Ross: I know. isn't that amazing?
You know, it's actually very hard to keep it at hundreds.
I don't know what you're doing, Yeah.
Break down the numbers for us.
It's $700 for the first hour.
Ross: And, then, if you continue to book more hours
for the same event, it keeps stair-stepping.
What do people typically book?
Our average is two hours.
How much do you keep, and how much do they get?
Sure. So, I know the $700,
it's $230 that covers the carolers.
We also have city directors in every city.
$200 for the carolers?
Why don't you just give them a lump of coal?
Yeah, well... [ Laughter ]
Even though it sounds like, you know, a small amount,
to them, it's $40 or $50 an hour.
So it does add up over the week, 'cause they get paid per week.
When did you start this business?
I know you said -- 1996 is when I first started.
1996? Wow.
Yeah. Kenyon, I have two questions.
Daniel, I want to know lifetime sales.
Over a million. [ Laughter ]
Over a million!
Over a million dollars!
Since 1996, he's made over a million.
I could have said that if I worked at Red lobster.
You sure could. [ Laughter ]
John: Alright. So, listen.
To get a real understanding, a snapshot,
how did the last three years go? Ross: Yeah.
So, three years ago, we did about $60,000.
The year the year after that, 2023, we did $90,000.
Last year, we did $255,000.
What about this year?
We're projecting to move from 14 cities to 50 cities.
And what will that generate for the season?
A million dollars gross profit.
Hold on, hold on, hold on. [ Sharks murmuring ]
Greiner: How are you having this massive growth? Gross sales.
You're saying you're going to go
from 14 cities to 50 this year.
That's correct. That is a huge increase.
That is a huge jump. So tell us how you plan to do that.
It's not difficult to go from one city
to 10 cities to 50 cities.
Why didn't you do it before, then?
It costs money.
So we need the help of a Shark to go from 14 cities to 50.
Why? What can we do for you that you can't do?
Ah! So if you don't get the money here today,
then you won't go to 50 cities. We won't.
We'll just keep growing at a slower pace.
Are you paying yourselves now?
I'm not. I'm a full-time medical sales rep.
Okay. So I'm not putting my salary as a burden.
So who works -- And, Jessica, are you?
And I'm part-time. You're part-time.
And you both -- Ross: We want to bring her on full-time.
Do you own 100% of the company?
I own 100% of the company. John: Okay.
But, Jessica, I am making her a part-owner.
Excellent. Who's on the phone with clients?
She's made the difference.
How much? Client calls --
who's on the phone with them? 3%.
John: 3%? I'm sorry. Who's on the phone with the client?
Who's on the phone? Jessica is mostly on the phone.
Yes. Yes. I handle it. I handle the people.
Are you making any money?
Last year, we made 20% net profit.
So that's 50 grand. $50,000. Yeah. Correct.
So this business is not worth $1,250,000 right now.
If you were to take what we did in 14 cities
and multiply it by 50, it'd be a million dollars.
Huh? Lubetzky: Right.
I think, you know, your projections
are actually very achievable...
Thank you. ...as long as we're talking about doing them
in an alternative dimension.
[ Laughter ]
Do you do a lot of social media?
Not social media yet.
We're getting to that. This is an area
that I think we could use a lot of help.
But, Kenyon, am I right that what fuels you
is that you just love what you do?
Enjoy it. Ross: I love what I do.
Like, it's pretty clear to me that you just have fun...
I do. Yes. ...and you're enjoying the ride.
I really think this is really beautiful,
but it's not really investable.
I'm sorry, but I'm out.
Mm. Well, that wasn't very kind.
[ Laughter ]
I'd like to make you an offer, if I may.
♪ Deck the halls with Shark offers ♪
♪ Fa la la la la, la la ka-ching ♪
[ Laughter ] Listen, guys.
I would like to buy you out of the business.
You want to take him out of his passion?
I'm not taking him out of his passion.
I'm taking him out of his business.
I'm listening. You listen.
[ Laughter ]
I'm offering you $125,000 cash as a purchase price.
100% of your stock,
plus $125,000 loan to see the business through to success.
What you're lacking here --
the only thing you're lacking is not your heart,
but you're lacking social media.
Now, I know this for a fact
because I own a business that's a direct parallel to you.
It's called Hire Santa.
And Mitch, who runs it, is a social-media genius.
He was in the social-media business,
and then he went into this crazy business.
He hired Santa.
Was that the one with all the Santas came in here? You got it.
The ugly Santas that were all derelicts.
He's really cleaned up his act. [ Laughter ]
He just surpassed $16 million in sales.
Yeah! Wow. Whoa!
Wow. Corcoran: So there's money to be made here.
Ross: Sure is. But he focuses on social media.
So you want to whack the founder?
You're not being whacked.
I'm making you the chairman of the board.
You're gonna go home with $125,000 in your pocket
and still have your day-to-day
or every-other-week involvement or whatever you want.
But he doesn't have any equity in the business.
Do I have any equity in the business?
Yeah. I'll leave you 1% if you'd like.
Kenyon, basically, she wants to make shark soup with you.
Yes. I actually think it's a fabulous offer.
I think it's amazing. $125K. I do. And I think she'll turn your business around.
Your business isn't even -- it's barely worth that, really.
No.
Greiner: I don't agree. I thought it was a great offer.
You don't get if you don't ask.
Corcoran: It's got to be great for him.
Ross: I am really looking for an investor.
I'm not willing to give away the ownership of the business.
Good for you. What about a counter?
I would consider my walking away with 51% of the business.
No. I'd really need to have the control,
I must say, to bring it to what it's supposed to be.
Why wouldn't you want us to be a part of it?
No. Your job is essential to the business.
So is his job.
That's not what I'm messing with here.
You're staying exactly as you are.
It's just that she owns it now.
I'm not interested in just the 1%.
Good for you, Kenny. My counter would be 50%.
At least 50%.
He loves what he does. Yeah.
It's not just about the money.
He's passionate about this.
The chairman of the board, you could love what they do.
I kind of agree with what she's doing.
It makes sense. I do, too.
I would like to be a part of the journey
that makes it into the millions.
Okay. You talk to the other Sharks.
Let me think about that. Okay. Ross: Okay. Thank you.
Kenyon, there's nothing wrong with you walking out with pride
and continuing to do what you do.
Yes. Thank you. John: There's nothing wrong
with him walking out with $125,000 in his pocket either.
What do you want to do? He hasn't made a dime.
Greiner: Let me tell you what I think. In or out?
I personally think Barbara gave you a very good offer.
I would not do the same offer.
I am out.
I just don't get it.
Right now you can put that money in your pocket,
and you can become a caroler
and work around and hang out in the business. Yeah.
I'm out.
I don't get the whole deal. I'm out.
[ Laughing ] Thank you.
That was it?
Corcoran: Well, this is the only deal.
I've really worked my heart out reshuffling the deck,
and this is what I'll propose, okay?
I'm gonna give you, Jessica, 10% of the stock.
I'm gonna give you Kenyon, 20% of the stock.
$125,000 cash for that deal.
And I'm gonna lend you $125,000 in a line of credit
to extend into all the cities you want to extend to.
Awesome.
Corcoran: Is that clear? You know what -- Yes.
Can I ask you to go to 30% for me?
♪♪
Yeah. That's right.
It's a deal.
You got it.
Man: Finally!
Carolers: ♪ Hallelujah! ♪
♪ Hallelujah, hallelujah, hallelujah ♪
♪ Hallelujah ♪
Hallelujah! Greiner: Yay!
Great, great. [ Laughter ]
Put it there, brother! He's my little brother.
Aw, really?
Aw, thank you so much! Well, you're a tough cookie.
I'm sorry. I'm your retirement fund.
And you play for me.
Oh, thank you so much. Thank you so much.
My pleasure, my pleasure.
Oh, such an honor. Thank y'all for everything.
I'm very happy for you, man.
Did we...
What in the world?!
This deal was really unexpected.
I don't know if you could see it on my face.
I did not expect to want to be purchased out.
So I'm glad we got to the terms that was agreeable for me.
And I got more money!
Whoo! [ Laughs ] Whoo-hoo!
You really just saved his business.
I gave him a retirement fund.
Barbara, it hit me. It's a Christmas miracle!
It is, it is!
[ Laughter ]
[ Theme music plays ]
♪♪