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Narrator:
Tonight, Michael Strahan

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from "Good Morning America"
and the NFL returns to the Tank.

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You know what makes people
have a better time?

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Making money.

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Sharks, say hello
to PeeSport.

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[ Laughter ]

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Both: Who's ready
to swing a deal with Flightpath?

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Are you making any money?
We sold $3.4 million.

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Wowza.
You're a hustler.

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You got to run fast.

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Help us make
better decisions.

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Help us grow this.

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That's what I offered you.

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Corcoran: You know,
the worst part of the story

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is you told it as a victim.

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Totally screwed it up.
That was horrific.

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Now I'm kind of mad.

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How do you feel about that?
I don't love it.

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Narrator: First in the tank
is a convenient way

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to answer nature's call
while on the go.

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♪♪

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What's up, Sharks?

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My name is Henry and it's
a beautiful day for a road trip.

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The top's down, the sun's out,

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the road's wide open
in front of me.

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And there's nothing for miles.

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Then out of nowhere,
nature calls.

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And I really gotta go pee.

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There's not a rest stop around.

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There's not a tree
to hide behind.

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Nothing for miles.

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Well, Sharks, going on the go
just got easier.

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Say hello to PeeSport,

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the world's
first performance pee bottle

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that lets you go anywhere.

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PeeSport has a discreet,

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ergonomic
and eco-friendly design.

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Its leak proof, stink proof,
odor free and judgment free.

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And it doesn't discriminate.

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For men, for women,

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whatever you're working
with down there,

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PeeSport's universal design is
super easy to use.

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All you got to do
is open up the lid,

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expand it like this,

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then let it go and let it flow.

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It's perfect for truckers,

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festival goers, nurses,
pilots, anyone that pees.

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Sharks,
I'm asking for $150,000

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for 10% for you to not worry
and pee happy!

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[ Laughter ]

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Whew.
I'm relieved that's over.

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[ Sharks groan ]

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You each have your own
PeeSports in front of you

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to check out for yourselves

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and know that our PeeSports are
super durable and made to last.

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So this is one size fits all?
It's one size fits all.

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Yeah.
Well, listen, it's well made.

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Let's just speak to that.
Regardless of the size.

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And the expandability
is good.

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It does almost look like
a toilet-seat cover.

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I'm sure you did that,
though, for women.

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Yeah. It's unisex.
Yeah.

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So that it can cup up
to your body.

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O'Leary: The use case you showed
us, you're in the desert.

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You pull the Jeep over,
you step outside.

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Nobody's around.
You get it over with.

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Why would you need this?
Snow: This is true.

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But there's so many use cases
you can use it for.

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Like, pilots of small planes,
truckers, Amazon drivers.

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And let me show you guys.
Let me show you something.

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There's more?

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You see this?
Yeah.

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This is our competition.

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Mr. Wonderful,
do you want to be seen with this

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and with your pee in here
in your car somewhere?

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Kevin carries one of those
around all the time.

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I didn't know what it was.
How much is the plastic --

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How much does the plastic
pee cup cost versus this?

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These go for around 20 bucks
in the pharmacy.

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What's this?
We sell that for $39.99.

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So it's a premium pee jug.

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What does it cost you
to make?

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It costs us $3 to make.
$3?

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$3?
We sell it for $40.

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How do you sell it?

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Only on our website so far.

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Are you making money?
We are making money. Yeah.

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So last year our sales were
$500,000.

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Herjavec: What?!
Wow.

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You sold $500,000 in a single
year of a pee-pee bottle?

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Yes. We're building
a premium product.

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Henry,
what is your background?

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How do you even
come up with this?

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I was just an entrepreneur
since I was young.

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I was selling things on eBay
when I was, like, 9,

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packing things,
having garage sales.

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I had my first online business
when I was 11,

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and I was making, like, 50K
a year, you know,

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pretty good for a teenager.
At 11?

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Teenager.
Yeah, yeah, yeah.

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I wish you were my kid.

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Greiner: That's not shabby,
that's for sure.

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And then I traveled a lot.

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You know, I ran
different online businesses.

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I just thought, like,
"What would be fun,

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what would be exciting
and useful?"

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And I tested all
these different ideas,

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and this one just started
selling.

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A pee bottle?

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It just started selling
like crazy.

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So last year,
you did $500,000?

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Yeah.
Did you make a profit
on that?

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Yeah,
we made about 130K in profits.

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You haven't given us
the CAC model.

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And our CAC is $17 and
our average order value is $60.

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But I've been learning
how to do manufacturing,

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and now is the time where we
really -- We got it fixed.

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So we're gonna order
100K units.

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We're really gonna start
going crazy.

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That's what you want
the $150,000 for?

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That's -- Yeah. We want to
expand to distribution

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because we've only
been selling on our website.

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Greiner: Yeah,
I think you're great.

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You did a good job.

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But as far
as a business for me,

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I just don't think
it's the right fit.

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So I'm sorry.
I'm out.

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You don't think
the luxury market is, uh,

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the higher-end pee-bottle
market?

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I'm a premium guy,
and I believe in high end.

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And even when it comes
to "peepeetoriums" like this,

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I want
the premium version.

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I like peepee.

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So let me make you
an offer here, okay?

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I mean, it's the only way
I'm gonna do this.

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I'm not negotiating on urine
at all.

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Okay.

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I'll give you the 150,000
for 15%.

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I want, of course,
a royalty on this deal.

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2 bucks a peepeetorium
or this thing.

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2 bucks per pee...
2 bucks per unit...

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Wow. Okay.

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...until I get back
my $150,000. Then --

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I'm sorry, Kevin. We can't --
I can tell you right away,

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we can't do 2 bucks.

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That's the quickest
I ever heard.

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Let me finish the offer.
So $150,000, 15%.

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2 bucks a unit
until I get the $150,000 back.

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Then it drops all the way down
to 50 cents in perpetuity.

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What a deal.

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Herjavec: Let me tell you
where I'm at.

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When I go for dinner

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and people say to me,
"Robert, what are you into?"

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Do I want to say,
"I'm into pee"?
Yes!

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It's funny.

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Is that something?

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I just -- I just don't
see it as a category

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that's good for me.

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I'm out.
Okay. Thank you.

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Barbara,
you like pee.

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I'm uncomfortable with it
for the same reason.

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And also, I'm the type of girl
that can pee anywhere.

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I really am.
I have to go,

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I have to go,
and I do it right away.

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I find a spot.

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I'm the only one I know that
could spend 12 hours on a beach

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and never use a bathroom
or go in the water,

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because I know how to part
the sand just right.

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Ah, okay.
Okay.

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So I don't really have
a need for the product,

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but I have to tell you,
you're a terrific entrepreneur.

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You did it exactly
how you're supposed to do it.

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So I'm out,
but I wish you

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the best of luck because
you've done a great job.

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Thank you.
Michael, think about this.

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You could be the peepee king
of the world.

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The one thing I like
about what Henry's done

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is something we all do.
I mean, it's no secret.

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If you don't,
you're probably...

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Yeah. I try to
destigmatize peeing.

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I did a lot of money
with the Squatty Potty.

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If you don't, you're dead.

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I'm never going to the beach
with Barbara.

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Ever. Ever.

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I'm a big car guy,
and I take a lot of drives,

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a lot of road trips.

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It's very hard,
all of a sudden,

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you have to use the bathroom,
to find a rest stop.

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Pull over!

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Oh, could you imagine
pulling over to the side

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and somebody drive --
"Oh, Michael Strahan!"

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I'm just...
It doesn't work that way.

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We have tens of thousands
of customers

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that keep it in their cars.

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A lot of our customers
are 60-plus,

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and they got to pee every hour.

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That's our number-one
customer right now actually.

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I believe it.
We have many customers...

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60-plus?
...but this is
the number one.

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Hmm.
What am I gonna do?

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♪♪

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Narrator: Three Sharks are out.

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Henry has an offer on the table
from Kevin for his pee bottle,

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PeeSport, and Michael
is on the fence.

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Hmm.
What am I gonna do?

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It's not a boring brand.
It's useful, fun, exciting.

207
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The team has a good time.
Everyone's laughing.

208
00:07:50,070 --> 00:07:51,838
Everyone's having a great time.

209
00:07:51,838 --> 00:07:53,640
You know what makes
people have a better time?

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Making money.

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I'm looking
at Kevin's offer.

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Makes a lot of sense,
doesn't it?

213
00:07:59,646 --> 00:08:00,647
Kevin, too much royalty.
I'm sorry.

214
00:08:00,647 --> 00:08:02,115
But, see,
I may be a little --

215
00:08:02,115 --> 00:08:03,783
I'm gonna change it
up a little bit.

216
00:08:03,783 --> 00:08:06,519
I'll give you $150,000,

217
00:08:06,519 --> 00:08:08,555
17.5% of the company,
though.

218
00:08:08,555 --> 00:08:09,923
Okay.

219
00:08:09,923 --> 00:08:12,759
A dollar per unit
until I'm paid back.

220
00:08:12,759 --> 00:08:14,494
Okay.

221
00:08:14,494 --> 00:08:16,496
And after that,
nothing in perpetuity.

222
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That sounds fair.
Greiner: That sounds good.

223
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That's a good offer.
Why 17.5?

224
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Because it's better
than his offer.

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[ Laughter ]

226
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Would did you do
$150,000 for 11%?

227
00:08:26,673 --> 00:08:29,309
No.
17% is way too high.
We can't do that.

228
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I have 75%
and my business partner has 25%.

229
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We're a brand-new company.
We're gonna grow fast.

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00:08:34,847 --> 00:08:37,616
You have two --
You have two offers here...

231
00:08:37,616 --> 00:08:38,985
For a peepee bottle.

232
00:08:38,985 --> 00:08:40,186
So you would not be
willing to do 11%?

233
00:08:40,186 --> 00:08:41,821
No. Absolutely not.

234
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Kevin, what about you?

235
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I have zero flexibility.

236
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I can't go beyond 12%.
That is the maximum.

237
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So you're telling me
you'd take my terms

238
00:08:48,862 --> 00:08:51,664
if I drop from 15 to 12%?

239
00:08:51,664 --> 00:08:53,400
Would you take his royalty?
Greiner: With the $2 royalty?

240
00:08:53,400 --> 00:08:55,435
I would --
No, I can't do the royalty.

241
00:08:55,435 --> 00:08:57,771
Well, you don't like anything,
any of the deals.

242
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$150,000 for 12%.

243
00:08:59,839 --> 00:09:02,008
And no royalty.
And no royalties.

244
00:09:02,008 --> 00:09:04,878
No. It's got -- It's got
to have a royalty

245
00:09:04,878 --> 00:09:07,614
because that's how an investor
like me offsets their risk.

246
00:09:07,614 --> 00:09:11,084
We can do a royalty
until the $150,000 is paid off.

247
00:09:11,084 --> 00:09:14,554
How unexciting is that?

248
00:09:14,554 --> 00:09:17,490
I could be flexible
on the amount of equity,

249
00:09:17,490 --> 00:09:19,192
but, no,
not on the royalty.

250
00:09:19,192 --> 00:09:23,063
This is a classic Shark Tank
peepeetorium royalty deal.

251
00:09:23,063 --> 00:09:25,365
Strahan: When you said royalty
until he's paid back,

252
00:09:25,365 --> 00:09:27,400
that's what
I offered you.

253
00:09:27,400 --> 00:09:29,736
But the equity was too high.
You offered 17.5%.

254
00:09:29,736 --> 00:09:31,604
Yeah, because
I'm taking a risk.

255
00:09:31,604 --> 00:09:34,441
Would you be willing
to do 12%?

256
00:09:34,441 --> 00:09:36,810
No.

257
00:09:36,810 --> 00:09:38,778
Now I'm kind of mad.

258
00:09:38,778 --> 00:09:40,113
[ Laughter ]

259
00:09:40,113 --> 00:09:42,315
I can't do more than 12%.
I can't do more than 12.

260
00:09:42,315 --> 00:09:44,984
Look, I said I'd do the deal
with my royalty structure

261
00:09:44,984 --> 00:09:47,120
as I detailed it at 12%.

262
00:09:47,120 --> 00:09:48,788
But I'm not gonna
give up on the royalty

263
00:09:48,788 --> 00:09:51,424
because that is
mitigating my risk.

264
00:09:51,424 --> 00:09:54,527
Henry, I've got to sell
75,000 peepeetoriums

265
00:09:54,527 --> 00:09:56,096
before I even get
the money back.

266
00:09:56,096 --> 00:09:59,899
Okay, how about $2 royalty
until $150,000

267
00:09:59,899 --> 00:10:02,435
and 12% equity?

268
00:10:02,435 --> 00:10:04,938
No, no, I got to get
the 50 cents.

269
00:10:04,938 --> 00:10:08,007
This is a big opportunity.
Think about it.
Greiner: It is.

270
00:10:08,007 --> 00:10:09,476
You're only gonna be
in that carpet once.

271
00:10:09,476 --> 00:10:11,244
This is your big moment,

272
00:10:11,244 --> 00:10:13,413
and you're gonna let
50 cents get in the way.

273
00:10:13,413 --> 00:10:14,581
50 cents for lifetime.

274
00:10:14,581 --> 00:10:15,915
Yeah, yeah.

275
00:10:15,915 --> 00:10:17,350
But, you know, Henry,
think about this.

276
00:10:17,350 --> 00:10:18,751
You're gonna walk
out that door.

277
00:10:18,751 --> 00:10:20,487
My life is not
gonna change.

278
00:10:20,487 --> 00:10:22,288
But if you do this deal,

279
00:10:22,288 --> 00:10:24,524
your life is gonna change
to the upside

280
00:10:24,524 --> 00:10:26,326
because you got a deal
with Mr. Wonderful.

281
00:10:26,326 --> 00:10:28,027
That's what
you got to focus on.

282
00:10:28,027 --> 00:10:30,330
Greiner: Think --
Think hard about that.

283
00:10:30,330 --> 00:10:32,198
Henry, what are you
gonna do?

284
00:10:34,968 --> 00:10:38,471
Are you flexible
on the 50 cents lifetime?

285
00:10:38,471 --> 00:10:40,974
Okay. 35.
But that's it.

286
00:10:40,974 --> 00:10:42,909
Would you go down to 20?
No.

287
00:10:42,909 --> 00:10:45,044
Good for you.
Wow.

288
00:10:45,044 --> 00:10:46,880
Snow: If it's a billion-dollar
company,

289
00:10:46,880 --> 00:10:48,948
we have, you know,
pee testing, urine testing.

290
00:10:48,948 --> 00:10:50,750
O'Leary: The only way
it's getting to a billion...

291
00:10:50,750 --> 00:10:52,218
But it's better for you
to have a piece

292
00:10:52,218 --> 00:10:54,120
of something that big
than nothing.

293
00:10:54,120 --> 00:10:55,822
That's true.
That's true. Yeah.

294
00:10:55,822 --> 00:10:58,057
What are you gonna do?

295
00:10:58,057 --> 00:11:00,293
You know what I'm gonna do
for you, Henry, right now?

296
00:11:00,293 --> 00:11:01,694
It's the last -- You got
to say yes or no.

297
00:11:01,694 --> 00:11:03,963
It's $150,000
for 12% equity.

298
00:11:03,963 --> 00:11:08,201
Then $2 a peepeetorium
until I get my $150,000 back.

299
00:11:08,201 --> 00:11:11,504
Then it drops to 30 cents
in perpetuity.

300
00:11:11,504 --> 00:11:14,073
Okay.

301
00:11:14,073 --> 00:11:17,343
Um...

302
00:11:17,343 --> 00:11:18,444
Okay, Kevin, let's do it.

303
00:11:18,444 --> 00:11:21,414
Okay.
O'Leary: Wow. Yes.

304
00:11:21,414 --> 00:11:23,449
He's so excited to be
in business with you.

305
00:11:23,449 --> 00:11:24,617
I think it could be
really good.

306
00:11:24,617 --> 00:11:25,652
Thank you.
I'm excited.

307
00:11:25,652 --> 00:11:26,953
Congratulations.

308
00:11:26,953 --> 00:11:28,821
Henry, you almost had me, man.
You are a hustler.

309
00:11:28,821 --> 00:11:30,557
That was close.

310
00:11:30,557 --> 00:11:31,925
You know,
I think it's gonna do well.

311
00:11:31,925 --> 00:11:33,593
Thank you. Thank you.
Thank you, Henry.

312
00:11:33,593 --> 00:11:35,795
Greiner: Bye, Henry.

313
00:11:35,795 --> 00:11:37,597
Snow: Now that I have Kevin
on my team,

314
00:11:37,597 --> 00:11:39,866
what's next for PeeSport
is to get into retail,

315
00:11:39,866 --> 00:11:42,835
get more stock,
get 100,000 PeeSports in stock

316
00:11:42,835 --> 00:11:44,671
and just grow from here.

317
00:11:44,671 --> 00:11:47,240
Narrator: In season 16,

318
00:11:47,240 --> 00:11:49,142
we watched Tami
and Michael DeLeeuw

319
00:11:49,142 --> 00:11:51,644
and Judah Houser
make a deal with Daymond John

320
00:11:51,644 --> 00:11:54,147
for their nasal
diffuser company, Essence.

321
00:11:54,147 --> 00:11:56,082
Tami: Place the essence
nasal diffuser over the septum

322
00:11:56,082 --> 00:11:57,917
of your nose and inhale deeply.

323
00:11:57,917 --> 00:11:59,852
It's like having
a personal air freshener.

324
00:11:59,852 --> 00:12:01,988
Narrator: Let's see what
they're up to now.

325
00:12:01,988 --> 00:12:03,723
Tami:
When we entered the Tank,

326
00:12:03,723 --> 00:12:05,825
we were averaging
about 500,000 a year.

327
00:12:05,825 --> 00:12:07,927
Within the first week
of being on "Shark Tank,"

328
00:12:07,927 --> 00:12:10,063
we did over 500,000 in sales.

329
00:12:10,063 --> 00:12:11,965
Houser: It was not easy.
There were 24-hour days.

330
00:12:11,965 --> 00:12:13,700
I mean, we really
did have to pull in neighbors

331
00:12:13,700 --> 00:12:15,301
to fulfill these orders.

332
00:12:15,301 --> 00:12:17,537
It was a literal
community outreach.

333
00:12:17,537 --> 00:12:20,206
It's now been five months since
we closed our deal with Damon,

334
00:12:20,206 --> 00:12:24,143
and we have done
over $1.2 million in sales.

335
00:12:24,143 --> 00:12:26,012
All the essentials
you need when flying.

336
00:12:26,012 --> 00:12:27,780
I love it.

337
00:12:27,780 --> 00:12:28,915
Damon is
an incredible brand advocate.

338
00:12:28,915 --> 00:12:31,050
He wears it.
It's part of his life,

339
00:12:31,050 --> 00:12:32,952
and it's really interesting
to see

340
00:12:32,952 --> 00:12:35,355
how doors open with just his
name associated with your brand.

341
00:12:35,355 --> 00:12:36,956
People realize you are legit

342
00:12:36,956 --> 00:12:38,625
because you work
with Daymond John.

343
00:12:38,625 --> 00:12:40,627
He's introduced us
to airport kiosks,

344
00:12:40,627 --> 00:12:41,995
which is a very cool thing
because this is

345
00:12:41,995 --> 00:12:43,296
where the idea was born.

346
00:12:43,296 --> 00:12:44,530
It was on an airplane.

347
00:12:44,530 --> 00:12:46,099
That's been a huge door
that he's opened for us.

348
00:12:46,099 --> 00:12:47,734
I think launching
a tabletop diffuser

349
00:12:47,734 --> 00:12:49,669
is a great extension
for the brand.

350
00:12:49,669 --> 00:12:52,038
I invested in Essence
because of the entrepreneurs,

351
00:12:52,038 --> 00:12:55,074
but I also have been wearing
essential oil for years.

352
00:12:55,074 --> 00:12:57,810
So now the ability
to keep it on you in a space

353
00:12:57,810 --> 00:12:59,746
where you get that scent
for hours,

354
00:12:59,746 --> 00:13:01,481
I love the concept.

355
00:13:01,481 --> 00:13:02,949
Michael D.: One of the biggest
things that's happened

356
00:13:02,949 --> 00:13:04,651
since "Shark Tank" is
we've been able to move

357
00:13:04,651 --> 00:13:07,186
from our rental,
1,800-square-foot building,

358
00:13:07,186 --> 00:13:09,889
to purchasing a 5,000-plus
square-foot building

359
00:13:09,889 --> 00:13:11,924
to help us expand
into the global markets

360
00:13:11,924 --> 00:13:13,893
that we're going into.

361
00:13:13,893 --> 00:13:16,095
We're living examples of
if you just stick with it

362
00:13:16,095 --> 00:13:18,264
and you keep leaning
on the people around you,

363
00:13:18,264 --> 00:13:20,166
this is where you end up.

364
00:13:20,166 --> 00:13:22,368
Thank you again for all
of you guys.

365
00:13:22,368 --> 00:13:24,404
We've been able to
double our workforce

366
00:13:24,404 --> 00:13:25,972
and bring other members
of the community

367
00:13:25,972 --> 00:13:27,307
into the Essence team.

368
00:13:27,307 --> 00:13:29,809
[ Cheers and applause ]

369
00:13:29,809 --> 00:13:31,110
John: What's next for Essence?

370
00:13:31,110 --> 00:13:33,012
Well, retail expansion,

371
00:13:33,012 --> 00:13:35,882
collaborations, expanding
into international territories

372
00:13:35,882 --> 00:13:38,951
like Korea, Taiwan,
servicing airlines.

373
00:13:38,951 --> 00:13:40,553
There's no end to
where this business is going.

374
00:13:40,553 --> 00:13:42,121
It is exploding.

375
00:13:42,121 --> 00:13:43,389
We are more energized
than ever

376
00:13:43,389 --> 00:13:44,791
to keep this
momentum going.

377
00:13:44,791 --> 00:13:46,459
And if this past year
is any indicator,

378
00:13:46,459 --> 00:13:48,728
the future smells
like more success.

379
00:13:48,728 --> 00:13:54,734
♪♪

380
00:14:00,373 --> 00:14:03,509
Man: Folks, stand by.
Hey, I got to say,

381
00:14:03,509 --> 00:14:05,044
it stings a little bit
when they don't pick you.

382
00:14:05,044 --> 00:14:06,679
Corcoran:
Yeah, it really does.

383
00:14:06,679 --> 00:14:08,081
Well, Sharks are humans.
Herjavec: Are they?

384
00:14:08,081 --> 00:14:09,849
I thought they were fish.

385
00:14:09,849 --> 00:14:11,551
Sharks are humans.
They have feelings.

386
00:14:15,154 --> 00:14:16,889
Narrator:
Next up is an innovation

387
00:14:16,889 --> 00:14:19,959
to an overlooked piece
of golf equipment.

388
00:14:19,959 --> 00:14:27,900
♪♪

389
00:14:27,900 --> 00:14:29,535
Hello, Sharks.
I'm Caroline.

390
00:14:29,535 --> 00:14:30,670
And my name is Michael.

391
00:14:30,670 --> 00:14:32,705
We're from Orlando,
Florida,

392
00:14:32,705 --> 00:14:34,874
and we're seeking
$300,000

393
00:14:34,874 --> 00:14:37,877
in exchange for 10%
of our company...

394
00:14:37,877 --> 00:14:39,479
Both: Flightpath.

395
00:14:39,479 --> 00:14:40,913
Sharks,
golfers are relentless

396
00:14:40,913 --> 00:14:43,149
in their pursuit
of improving their game.

397
00:14:43,149 --> 00:14:46,052
They spend tons of money
on custom clubs,

398
00:14:46,052 --> 00:14:48,287
special shoes,
even coaching.

399
00:14:48,287 --> 00:14:51,424
Yet most golfers
still overlook one key piece

400
00:14:51,424 --> 00:14:54,293
of equipment --
the golf tee.

401
00:14:54,293 --> 00:14:57,930
And most golfers are still
using wooden tees

402
00:14:57,930 --> 00:14:59,565
that haven't been
evolved in over...

403
00:14:59,565 --> 00:15:02,568
Both: 100 years.

404
00:15:02,568 --> 00:15:04,804
Ugh!

405
00:15:04,804 --> 00:15:08,307
What if there was a tee
that was super durable

406
00:15:08,307 --> 00:15:10,109
and actually helped you
improve your game?

407
00:15:10,109 --> 00:15:12,678
Sharks, we're excited
to introduce

408
00:15:12,678 --> 00:15:14,514
Flightpath Performance
Golf Tees,

409
00:15:14,514 --> 00:15:17,183
the most innovative
golf tees in the world.

410
00:15:17,183 --> 00:15:20,620
Our tees are the first tees
that are robotically tested,

411
00:15:20,620 --> 00:15:24,357
proven to increase
distance and accuracy.

412
00:15:24,357 --> 00:15:27,460
And the best part is
they're approved for play

413
00:15:27,460 --> 00:15:29,796
and made in the USA,
baby.

414
00:15:29,796 --> 00:15:31,831
Sharks, it starts
with our innovative

415
00:15:31,831 --> 00:15:33,833
directional diamond design.

416
00:15:33,833 --> 00:15:36,869
It strategically reduces
backspin and side spin,

417
00:15:36,869 --> 00:15:40,006
which are the enemies
of a perfect drive.

418
00:15:40,006 --> 00:15:43,042
Our tees are the only tees
that offer a smart arrow

419
00:15:43,042 --> 00:15:44,310
where you can aim
in the direction

420
00:15:44,310 --> 00:15:46,012
you're hitting the ball.

421
00:15:46,012 --> 00:15:47,880
These things are
incredibly tough.

422
00:15:47,880 --> 00:15:50,850
You could use the same golf tee
for over 100 drives.

423
00:15:50,850 --> 00:15:54,053
Sharks,
with your investment,

424
00:15:54,053 --> 00:15:56,088
we can increase production,
enhance our marketing,

425
00:15:56,088 --> 00:15:58,691
and drive forward
into new markets.

426
00:15:58,691 --> 00:16:00,726
So Sharks,
who's ready to swing

427
00:16:00,726 --> 00:16:02,795
a deal with Flightpath?

428
00:16:02,795 --> 00:16:03,863
Great job.
Good job, good job.

429
00:16:03,863 --> 00:16:06,599
Strahan: Well done.
You did it!

430
00:16:06,599 --> 00:16:08,067
So I have to ask --
I'm a golfer.

431
00:16:08,067 --> 00:16:10,136
Better distance,
better accuracy.
Michael S.: Yes.

432
00:16:10,136 --> 00:16:12,572
I know
that you said it does that,

433
00:16:12,572 --> 00:16:14,774
but how do you prove
it does that?

434
00:16:14,774 --> 00:16:16,776
So our golf tees have
been robotically tested

435
00:16:16,776 --> 00:16:18,644
and under
controlled conditions,

436
00:16:18,644 --> 00:16:21,214
it should help about three,
three and a half yards.

437
00:16:21,214 --> 00:16:23,416
It's gonna help reduce
the spin on the ball

438
00:16:23,416 --> 00:16:25,318
to help your ball fly
straighter through the air.

439
00:16:25,318 --> 00:16:27,119
You can aim the direction
of the arrow.

440
00:16:27,119 --> 00:16:28,688
So the last thing
you think about

441
00:16:28,688 --> 00:16:30,723
before teeing off
is the fairway

442
00:16:30,723 --> 00:16:32,692
and it's not the trees on the
left or the water on the right.

443
00:16:32,692 --> 00:16:35,661
But, you know,
the tees are free in most clubs.

444
00:16:35,661 --> 00:16:38,197
A value point that
we drive with the tee is,

445
00:16:38,197 --> 00:16:40,800
"Hey, it is gonna be, like,
the last tee you ever buy."

446
00:16:40,800 --> 00:16:42,101
What do you sell it for?

447
00:16:42,101 --> 00:16:43,836
So we sell a box of eight,

448
00:16:43,836 --> 00:16:45,404
you can buy it
for $25.

449
00:16:45,404 --> 00:16:47,206
Ouch!
$25.

450
00:16:47,206 --> 00:16:48,407
For tees?!

451
00:16:48,407 --> 00:16:50,476
Yes.
But how much
have you sold?

452
00:16:50,476 --> 00:16:53,045
So we have $11.8 million
in lifetime sales.

453
00:16:53,045 --> 00:16:55,414
What?!
You gotta be kidding.

454
00:16:55,414 --> 00:16:56,816
Greiner: Wow.
Four years in business.

455
00:16:56,816 --> 00:16:58,217
This is our fifth year.

456
00:16:58,217 --> 00:17:00,119
Herjavec: What did
you sell last year?

457
00:17:00,119 --> 00:17:01,854
$4.3 million.

458
00:17:01,854 --> 00:17:03,256
And are you profitable?
Corcoran: How much profit
did you have?

459
00:17:03,256 --> 00:17:08,060
So we did approximately
$46,000 in profit.

460
00:17:08,060 --> 00:17:09,328
Herjavec: Why so low?
That's all?

461
00:17:09,328 --> 00:17:10,630
We're gonna
get into that.

462
00:17:10,630 --> 00:17:12,031
How about we go back
to the beginning

463
00:17:12,031 --> 00:17:13,366
and then walk you guys
through it?

464
00:17:13,366 --> 00:17:15,034
In 2020, we launched
the brand.

465
00:17:15,034 --> 00:17:18,237
That year, we did
$650,000 in sales.

466
00:17:18,237 --> 00:17:20,606
We lost $60,000
that year.

467
00:17:20,606 --> 00:17:22,508
Customer acquisition cost.
Was crazy.

468
00:17:22,508 --> 00:17:24,676
That's the problem.
Year one.

469
00:17:24,676 --> 00:17:26,546
Just from ad spend?
Yeah.

470
00:17:26,546 --> 00:17:28,414
So year two, we do
$60,000 in sales

471
00:17:28,414 --> 00:17:29,949
with $30,000 in profit.

472
00:17:29,949 --> 00:17:33,152
Year three,
we do $300,000 in sales

473
00:17:33,152 --> 00:17:34,887
with $60,000
in profit.

474
00:17:34,887 --> 00:17:36,656
What did you spend on ads?

475
00:17:36,656 --> 00:17:39,425
It's probably like
$2 million in total.

476
00:17:39,425 --> 00:17:41,060
The total was $2 million.

477
00:17:41,060 --> 00:17:42,461
Wow.

478
00:17:42,461 --> 00:17:45,131
So now we can explain
why last year

479
00:17:45,131 --> 00:17:46,832
we really got kicked
in the teeth.

480
00:17:46,832 --> 00:17:47,867
Okay.

481
00:17:47,867 --> 00:17:49,502
There's two things
that contributed.

482
00:17:49,502 --> 00:17:52,939
The first one was
we switched our 3PL

483
00:17:52,939 --> 00:17:55,608
because we had a terrible
relationship with them.

484
00:17:55,608 --> 00:17:57,910
So we negotiated
a cheaper pick

485
00:17:57,910 --> 00:17:59,979
pick and pack rate
with the new 3PL,

486
00:17:59,979 --> 00:18:01,881
moved everything
over there.
And?

487
00:18:01,881 --> 00:18:05,551
And they charged us
a much higher postage rate

488
00:18:05,551 --> 00:18:07,119
than we were paying before.

489
00:18:07,119 --> 00:18:08,888
We were paying
$2 extra per unit.

490
00:18:08,888 --> 00:18:10,957
But why did your
revenue go way down?

491
00:18:10,957 --> 00:18:14,026
That's -- That's --
That's problem
number one.

492
00:18:14,026 --> 00:18:15,394
So the second thing was

493
00:18:15,394 --> 00:18:18,965
we sold 40,000 units
to a company,

494
00:18:18,965 --> 00:18:21,033
and they turned around
and sold it directly

495
00:18:21,033 --> 00:18:23,569
to Amazon
as a one-piece seller.
What?

496
00:18:23,569 --> 00:18:25,137
And after a few months,

497
00:18:25,137 --> 00:18:26,806
they probably sold
38,000 units.

498
00:18:26,806 --> 00:18:28,808
Give me a second.

499
00:18:28,808 --> 00:18:31,911
You just gave me a litany
of ways on how you screwed up.

500
00:18:31,911 --> 00:18:34,213
Your story is,
"We screwed up this way,

501
00:18:34,213 --> 00:18:36,682
then we screwed up this way, and
then we screwed up this way.

502
00:18:36,682 --> 00:18:38,317
And by the way,
we screwed up this way."

503
00:18:38,317 --> 00:18:39,452
Here's how we're back,
though.

504
00:18:39,452 --> 00:18:41,954
And the worst part...

505
00:18:41,954 --> 00:18:43,522
Right now you're back
in the bottom of the toilet.

506
00:18:43,522 --> 00:18:44,924
You know,
the worst part of the story

507
00:18:44,924 --> 00:18:46,926
is you told it
as a victim.

508
00:18:46,926 --> 00:18:48,594
I've invested in a lot
of businesses,

509
00:18:48,594 --> 00:18:50,429
and I separate the men
from the boys

510
00:18:50,429 --> 00:18:52,665
and the women from the girls
on a little test I do.

511
00:18:52,665 --> 00:18:55,134
Usually about eight months
to a year,

512
00:18:55,134 --> 00:18:56,869
somebody screws up.

513
00:18:56,869 --> 00:18:59,639
"The attorney did this.
The production was wrong."

514
00:18:59,639 --> 00:19:02,041
The minute they sit there
and they're talking about,

515
00:19:02,041 --> 00:19:04,010
"They did this to us,
they did that,"

516
00:19:04,010 --> 00:19:05,911
instead of,
"We screwed up"...

517
00:19:05,911 --> 00:19:07,480
They don't take ownership.

518
00:19:07,480 --> 00:19:08,881
But that's what I heard
in your tone.

519
00:19:08,881 --> 00:19:10,850
So for that reason, I'm out.

520
00:19:10,850 --> 00:19:11,851
Understood.

521
00:19:11,851 --> 00:19:13,285
You've got
amazing sales.

522
00:19:13,285 --> 00:19:16,188
But the story for me
had a lot of loose dots.

523
00:19:16,188 --> 00:19:18,224
I couldn't quite
connect them.

524
00:19:18,224 --> 00:19:19,692
Wish you the best.
It's not for me.

525
00:19:19,692 --> 00:19:21,427
I'm out.

526
00:19:21,427 --> 00:19:23,329
How did you even
come up with this?

527
00:19:23,329 --> 00:19:25,665
Michael S.: So we actually own
a digital marketing company,

528
00:19:25,665 --> 00:19:28,067
and we started investing
into different

529
00:19:28,067 --> 00:19:30,102
direct-to-consumer
products.

530
00:19:30,102 --> 00:19:32,838
And Caroline met the inventor
of the product.

531
00:19:32,838 --> 00:19:36,008
So it's not your innovation.
It's the other guy.

532
00:19:36,008 --> 00:19:37,610
No. So he's a partner
in the business.

533
00:19:37,610 --> 00:19:39,345
But what is the equity
breakdown between you two?

534
00:19:39,345 --> 00:19:41,580
And is the -- Is the inventor
still a partner?

535
00:19:41,580 --> 00:19:43,449
We own 90%
of the business.

536
00:19:43,449 --> 00:19:46,419
What did you pay
to get 90% of the business?

537
00:19:46,419 --> 00:19:49,989
We have a seller
financing deal for $800,000.

538
00:19:49,989 --> 00:19:51,157
Have you paid him back yet?

539
00:19:51,157 --> 00:19:53,759
We've currently paid
$55,000.

540
00:19:53,759 --> 00:19:54,894
Of the $800,000.

541
00:19:54,894 --> 00:19:56,595
Of the $800,000.
Yes.

542
00:19:56,595 --> 00:19:58,064
Oh, you've got a lot
of work ahead of you.

543
00:19:58,064 --> 00:20:01,200
It's a long way to go.
We --

544
00:20:01,200 --> 00:20:03,269
Look, your story is a lack
of executional excellence.

545
00:20:03,269 --> 00:20:04,670
You know,
you had your opportunity.

546
00:20:04,670 --> 00:20:06,005
You totally screwed it up.

547
00:20:06,005 --> 00:20:07,773
That was horrific.

548
00:20:07,773 --> 00:20:10,643
The back end of
your presentation was F minus.

549
00:20:10,643 --> 00:20:12,278
Can I address this year

550
00:20:12,278 --> 00:20:13,946
and how we've resolved
these problems?

551
00:20:13,946 --> 00:20:15,948
No. I'm out.

552
00:20:17,983 --> 00:20:20,786
I will say you've had
a hard road.

553
00:20:20,786 --> 00:20:23,723
You have a lot of money
that you owe.

554
00:20:23,723 --> 00:20:27,993
And I don't want to take
on the problems of your journey.

555
00:20:27,993 --> 00:20:29,695
So I'm sorry.

556
00:20:29,695 --> 00:20:31,564
And I wish you good luck,
but I'm out.

557
00:20:32,631 --> 00:20:34,366
So, guys, I'm looking.

558
00:20:34,366 --> 00:20:38,370
There's just so many ups
and downs along the way.

559
00:20:38,370 --> 00:20:40,106
I think that you two
found something

560
00:20:40,106 --> 00:20:41,340
you thought was
interesting.

561
00:20:41,340 --> 00:20:43,109
You took out
the $800,000.

562
00:20:43,109 --> 00:20:44,410
Right. And we fought.
We're swinging.

563
00:20:44,410 --> 00:20:45,678
We're going.
We're not giving up.
You're swinging.

564
00:20:45,678 --> 00:20:47,747
You're taking a chance
at the entrepreneurship.

565
00:20:47,747 --> 00:20:49,782
You take a swing at it.

566
00:20:49,782 --> 00:20:51,617
But I just think
there have been

567
00:20:51,617 --> 00:20:52,718
so many mistakes
along the way

568
00:20:52,718 --> 00:20:54,320
and so much
catching up to do...

569
00:20:54,320 --> 00:20:56,255
Michael, can I -- can I
pause you for a sec...

570
00:20:56,255 --> 00:20:58,157
Go ahead.
...and ask you?

571
00:20:58,157 --> 00:20:59,825
I understand there have been
some ups and downs,

572
00:20:59,825 --> 00:21:01,560
but the first year is
the only year

573
00:21:01,560 --> 00:21:03,195
that we haven't
made profit.

574
00:21:03,195 --> 00:21:05,264
There's been profit
every year, right?

575
00:21:05,264 --> 00:21:07,867
And any business there's gonna
have ups and downs, right?

576
00:21:07,867 --> 00:21:09,668
Hard work will put you

577
00:21:09,668 --> 00:21:12,004
where good luck
will find you.

578
00:21:12,004 --> 00:21:13,739
We've been punched.

579
00:21:13,739 --> 00:21:15,808
I'm sure every Shark
invests in the businesses

580
00:21:15,808 --> 00:21:17,476
and then they get punched
afterwards.

581
00:21:17,476 --> 00:21:19,044
We've already had
the punches, guys.

582
00:21:19,044 --> 00:21:22,748
So what would need
to be true for you

583
00:21:22,748 --> 00:21:24,583
to be able to invest today
and feel comfortable?

584
00:21:24,583 --> 00:21:26,318
You know what my thing is?

585
00:21:26,318 --> 00:21:27,553
The past mistakes.

586
00:21:27,553 --> 00:21:29,288
As I did in football,

587
00:21:29,288 --> 00:21:31,290
I have to retire
from this deal.

588
00:21:31,290 --> 00:21:33,159
I'm out.

589
00:21:33,159 --> 00:21:37,363
I have one more idea
that has no risk...

590
00:21:37,363 --> 00:21:38,998
O'Leary:
I love it. You don't stop.
...if you'd be interested.

591
00:21:38,998 --> 00:21:40,599
What is that?
Greiner: What's your idea?

592
00:21:40,599 --> 00:21:44,403
I am proposing
a $300,000 royalty.

593
00:21:44,403 --> 00:21:47,506
And we would pay you
50 cents per unit.

594
00:21:47,506 --> 00:21:49,408
Until you make
double your money.

595
00:21:49,408 --> 00:21:50,910
Yes.

596
00:21:50,910 --> 00:21:52,211
And we'll do a 5%
equity kicker.

597
00:21:52,211 --> 00:21:53,946
Wow.

598
00:21:53,946 --> 00:21:55,714
Even though we've had
a crazy year last year,

599
00:21:55,714 --> 00:21:57,383
this year is gonna be
completely different.

600
00:21:57,383 --> 00:21:59,318
We're projected
to do $5 million this year.

601
00:21:59,318 --> 00:22:02,822
So help us make better
decisions, help us grow this.

602
00:22:02,822 --> 00:22:05,958
But you already owe $800,000
to your existing partner.

603
00:22:05,958 --> 00:22:07,092
Greiner: Right.
Now you're in fact adding

604
00:22:07,092 --> 00:22:08,761
just more debt
to the business.

605
00:22:08,761 --> 00:22:10,596
Our business
is cash flowing.

606
00:22:10,596 --> 00:22:12,731
Our business is profitable.
We feel confident.

607
00:22:12,731 --> 00:22:14,333
We've met with
our finance team.

608
00:22:14,333 --> 00:22:15,968
We've looked
at the numbers.

609
00:22:15,968 --> 00:22:18,170
Herjavec: Michael,
have they swayed you?

610
00:22:19,405 --> 00:22:23,008
No. No.
You are convincing.

611
00:22:23,008 --> 00:22:24,743
You really are.

612
00:22:24,743 --> 00:22:26,879
But I just can't make sense
of the numbers.

613
00:22:26,879 --> 00:22:29,448
Michael, you're a --
You're a mean guy.
Michael S.: Thank you, guys.

614
00:22:29,448 --> 00:22:30,916
Thank you, guys.
Greiner:
We wish you good luck.

615
00:22:30,916 --> 00:22:32,084
Thank you.

616
00:22:34,119 --> 00:22:36,522
I'm kind of like the big
negotiator of our business.

617
00:22:36,522 --> 00:22:38,157
I was ready to make
a deal happen,

618
00:22:38,157 --> 00:22:39,325
come hell or high water.

619
00:22:39,325 --> 00:22:41,594
So I'm just doing
the replays

620
00:22:41,594 --> 00:22:43,229
so I can play
better tomorrow.

621
00:22:54,039 --> 00:22:56,942
Narrator: Next up is a product
the founder believes

622
00:22:56,942 --> 00:23:00,446
can stop an embarrassing problem
for millions of Americans.

623
00:23:00,446 --> 00:23:08,153
♪♪

624
00:23:08,153 --> 00:23:10,155
Hi, I'm Josh Lippiner,

625
00:23:10,155 --> 00:23:12,224
and I'm the managing director
of Nampons,

626
00:23:12,224 --> 00:23:14,860
and I'm here today
seeking $350,000

627
00:23:14,860 --> 00:23:16,962
for 5% equity in my company.

628
00:23:16,962 --> 00:23:18,564
Herjavec: Wow.
Whoo.

629
00:23:18,564 --> 00:23:20,466
Sharks,
did you know that every year,

630
00:23:20,466 --> 00:23:24,003
60 million people in the U.S.
alone get a nosebleed?

631
00:23:24,003 --> 00:23:26,605
That's one out
of every five people

632
00:23:26,605 --> 00:23:28,440
who wake up in the morning,

633
00:23:28,440 --> 00:23:31,210
and at some point today
will get an annoying,

634
00:23:31,210 --> 00:23:34,346
messy, and often
very embarrassing nosebleed.

635
00:23:34,346 --> 00:23:36,448
And they're just simply
not prepared for it.

636
00:23:36,448 --> 00:23:39,084
So how are we taught
to deal with it?

637
00:23:39,084 --> 00:23:42,021
Well, by shoving tissues
up our nose.

638
00:23:42,021 --> 00:23:43,555
Yes.
Yeah.

639
00:23:43,555 --> 00:23:46,292
Or my personal favorite...

640
00:23:46,292 --> 00:23:47,559
Greiner: No.
...a tampon.

641
00:23:47,559 --> 00:23:48,994
Corcoran: Oh, my gosh.
O'Leary: That's a look.

642
00:23:48,994 --> 00:23:50,429
I've never thought of that.
I've never seen that.

643
00:23:50,429 --> 00:23:51,497
I've never gone that far.

644
00:23:51,497 --> 00:23:52,831
This isn't embarrassing
at all.

645
00:23:52,831 --> 00:23:56,302
That's why I created Nampons.

646
00:23:56,302 --> 00:23:59,371
The leading product
for treating nosebleeds quickly

647
00:23:59,371 --> 00:24:02,141
and with less mess
and less embarrassment.

648
00:24:02,141 --> 00:24:04,443
Nampons are super small
and convenient,

649
00:24:04,443 --> 00:24:06,812
so you can bring them
with you anywhere.

650
00:24:06,812 --> 00:24:08,747
When you get a nosebleed,

651
00:24:08,747 --> 00:24:12,751
simply open up the Nampon
and stick it in your nose.

652
00:24:12,751 --> 00:24:14,320
That's it.

653
00:24:14,320 --> 00:24:16,055
The Nampon will
immediately expand,

654
00:24:16,055 --> 00:24:19,091
absorbing 10 times
more blood than tissues.

655
00:24:19,091 --> 00:24:20,092
So less mess.

656
00:24:20,092 --> 00:24:21,593
Greiner: Wow.

657
00:24:21,593 --> 00:24:23,629
And they have an advanced
clotting agent in them,

658
00:24:23,629 --> 00:24:27,132
which will stop the bleed fast
so you can get back to your day.

659
00:24:27,132 --> 00:24:29,368
Best of all, once it stops,

660
00:24:29,368 --> 00:24:31,937
you simply remove the Nampon.

661
00:24:31,937 --> 00:24:33,839
You don't have to worry
about it restarting.

662
00:24:33,839 --> 00:24:36,909
So, Sharks,
who wants to help me get Nampons

663
00:24:36,909 --> 00:24:41,180
into every medicine cabinet
and first aid kit in America

664
00:24:41,180 --> 00:24:43,082
and eventually the world?

665
00:24:43,082 --> 00:24:46,051
Because,
well, nosebleeds happen

666
00:24:46,051 --> 00:24:49,722
and nosebleeds need Nampons.

667
00:24:49,722 --> 00:24:52,091
Greiner: Oh, no.
Oh, yeah.

668
00:24:52,091 --> 00:24:53,892
So right in front of you
there,

669
00:24:53,892 --> 00:24:55,694
you have a little
fun science demonstration.

670
00:24:55,694 --> 00:24:57,062
Kind of like those old dinosaurs

671
00:24:57,062 --> 00:24:58,998
that used to explode
when they were a kid.

672
00:24:58,998 --> 00:25:01,767
You got a little dropper here
with some blue water.

673
00:25:01,767 --> 00:25:03,502
Don't worry. Not blood.

674
00:25:03,502 --> 00:25:07,306
Just take it and drip it
onto one of the Nampons there.

675
00:25:07,306 --> 00:25:08,841
Oh, it's very absorbent.

676
00:25:08,841 --> 00:25:10,943
And it should blow
right up there.
Herjavec: Wow.

677
00:25:10,943 --> 00:25:12,478
Strahan: Alright. Let's see
what we got here.
Greiner: Very absorbent.

678
00:25:12,478 --> 00:25:14,680
Lippiner: So now imagine that
actually happening in your nose

679
00:25:14,680 --> 00:25:16,382
when you have a nosebleed,

680
00:25:16,382 --> 00:25:18,484
uh, on the soccer field
and in the office,

681
00:25:18,484 --> 00:25:19,752
wherever you are.
O'Leary: Oh, wow,
they really expand.

682
00:25:19,752 --> 00:25:22,187
Wow.
Yeah.
They expand extremely fast.

683
00:25:22,187 --> 00:25:23,922
They expand, usually,
within 10 seconds.

684
00:25:23,922 --> 00:25:26,091
Is there any risk
that your head explodes?

685
00:25:26,091 --> 00:25:28,327
Because this thing
is expanding very quickly.

686
00:25:28,327 --> 00:25:31,163
So far we have sold
well over a million of them

687
00:25:31,163 --> 00:25:32,564
and nobody's head has exploded.

688
00:25:32,564 --> 00:25:33,966
Do you have
a patent on this?

689
00:25:33,966 --> 00:25:35,801
There's no patents on it.

690
00:25:35,801 --> 00:25:38,270
We have the IP on
the trademarks for the designs,

691
00:25:38,270 --> 00:25:40,205
but because of prior art,

692
00:25:40,205 --> 00:25:42,241
we weren't able to get
any kind of patent on that.

693
00:25:42,241 --> 00:25:44,676
However, we have
some new products coming out

694
00:25:44,676 --> 00:25:46,412
that are
completely revolutionary.

695
00:25:46,412 --> 00:25:49,081
You'll like this, Michael.
Nampon sport.

696
00:25:49,081 --> 00:25:50,916
It's gonna come out
next year.

697
00:25:50,916 --> 00:25:54,420
It allows athletes
to put the Nampon in their nose,

698
00:25:54,420 --> 00:25:56,955
get back into the game
and still be able to breathe

699
00:25:56,955 --> 00:25:58,891
while they're out...
Oh, that's cool.

700
00:25:58,891 --> 00:26:00,159
Through the nose?
Through the nose.

701
00:26:00,159 --> 00:26:01,860
Even through --
even through the device?

702
00:26:01,860 --> 00:26:04,096
It's got a mesh airway
inside of it

703
00:26:04,096 --> 00:26:05,964
that allows them to breathe
and get back out.

704
00:26:05,964 --> 00:26:07,833
Josh, you said you were
the managing director.

705
00:26:07,833 --> 00:26:09,068
Are you the founder
and owner?

706
00:26:09,068 --> 00:26:10,269
I am. Yeah.
You are?

707
00:26:10,269 --> 00:26:11,503
Wow.
Are you a doctor?

708
00:26:11,503 --> 00:26:13,372
Do you have
any medical background?

709
00:26:13,372 --> 00:26:15,741
I'm not a doctor.
We have medical advisory board.

710
00:26:15,741 --> 00:26:19,478
We've got hematologists.
We've got ENTs on our board.

711
00:26:19,478 --> 00:26:22,147
I just happen to like
how the scrubs look on me.

712
00:26:22,147 --> 00:26:24,049
What are you
selling it for?

713
00:26:24,049 --> 00:26:26,085
So that box you're holding
there, that's a 12 pack.

714
00:26:26,085 --> 00:26:27,719
That's $24.99.

715
00:26:27,719 --> 00:26:29,421
You're talking
about retail now.

716
00:26:29,421 --> 00:26:31,256
That's retail. Yeah.
Yeah.

717
00:26:31,256 --> 00:26:32,991
Six pack, which is
our biggest seller, is $15.99.

718
00:26:32,991 --> 00:26:36,328
Is that this?
What's it cost you
to make it?

719
00:26:36,328 --> 00:26:38,163
The six pack cost us $3.61
to make.

720
00:26:38,163 --> 00:26:39,465
And we sell it for $15.99.

721
00:26:39,465 --> 00:26:41,066
O'Leary:
What about the 12 pack?

722
00:26:41,066 --> 00:26:43,535
The 12 pack cost us $7.86
to make.

723
00:26:43,535 --> 00:26:46,872
Josh, did you say
you sold $1 million of it?

724
00:26:46,872 --> 00:26:48,607
No.

725
00:26:48,607 --> 00:26:50,342
Last year we didn't sell
$1 million.

726
00:26:50,342 --> 00:26:52,211
We sold $3.4 million.

727
00:26:52,211 --> 00:26:53,545
Corcoran: Wow.
Last year?!

728
00:26:53,545 --> 00:26:54,813
Last year was $3.4 million.
I can't believe that.

729
00:26:54,813 --> 00:26:56,515
How long have you been
in business?

730
00:26:56,515 --> 00:26:59,017
We launched in 2021.

731
00:26:59,017 --> 00:27:00,819
Tell us the sales
the year before.

732
00:27:00,819 --> 00:27:02,888
$1,100,000 the year before,

733
00:27:02,888 --> 00:27:05,757
$3.4 million the next year.

734
00:27:05,757 --> 00:27:07,025
And this year we're on track
to do $3.8.

735
00:27:07,025 --> 00:27:08,994
Greiner: Wow.
And before you say,

736
00:27:08,994 --> 00:27:10,929
"How come your growth isn't as
strong between the two years" --

737
00:27:10,929 --> 00:27:12,698
How come your growth
isn't as strong?

738
00:27:12,698 --> 00:27:14,533
Well, I'm glad you asked
that question.

739
00:27:14,533 --> 00:27:17,169
Last year, we had
a very large wholesale order

740
00:27:17,169 --> 00:27:19,905
from a global
first aid kit company

741
00:27:19,905 --> 00:27:22,141
that decided to put it
in all of their first aid kits,

742
00:27:22,141 --> 00:27:24,309
so they front loaded
that purchase.
Got it.

743
00:27:24,309 --> 00:27:26,278
So they bought
for a couple of years.

744
00:27:26,278 --> 00:27:28,847
Last year we did $2 million
in direct-to-consumer on Amazon.

745
00:27:28,847 --> 00:27:30,682
This year we're on track
to do $3 million.

746
00:27:30,682 --> 00:27:32,050
What about in drugstores?

747
00:27:32,050 --> 00:27:33,919
Do you sell this in retail?

748
00:27:33,919 --> 00:27:37,055
We are in a major big-box
retailer starting in April

749
00:27:37,055 --> 00:27:38,056
of this year.
Which one?

750
00:27:38,056 --> 00:27:39,258
We're in 1,200 Walmarts.

751
00:27:39,258 --> 00:27:41,059
Can you tell me what
you're gonna make off

752
00:27:41,059 --> 00:27:42,794
this $3.8 this year?

753
00:27:42,794 --> 00:27:44,263
So last year we did $3.4.

754
00:27:44,263 --> 00:27:45,731
We made $800,000.

755
00:27:45,731 --> 00:27:46,932
Yeah.
Greiner: Wow.

756
00:27:46,932 --> 00:27:48,100
Herjavec: Wow.
This year we're on track

757
00:27:48,100 --> 00:27:51,303
to net around $200.
$200,000? That's it?

758
00:27:51,303 --> 00:27:52,538
Yeah. Because
we've been reinvesting

759
00:27:52,538 --> 00:27:53,839
back into the new products
that are coming,

760
00:27:53,839 --> 00:27:55,240
plus an awareness in marketing.

761
00:27:55,240 --> 00:27:57,943
So you're making
$200,000.

762
00:27:57,943 --> 00:27:59,144
I know you're reinvesting,

763
00:27:59,144 --> 00:28:01,280
but you've priced
this valuation

764
00:28:01,280 --> 00:28:03,515
at $7 million
for the company.

765
00:28:03,515 --> 00:28:04,716
Okay?
Mm-hmm.

766
00:28:04,716 --> 00:28:10,055
So I have to pay you
35 times what you make

767
00:28:10,055 --> 00:28:13,025
to buy any equity
in this thing.

768
00:28:13,025 --> 00:28:17,162
In today's market, very few
companies get 35 multiples.

769
00:28:17,162 --> 00:28:19,198
The stock market itself
doesn't trade at a 35.

770
00:28:19,198 --> 00:28:21,867
Yeah. I mean, if you're looking
at it from the net,

771
00:28:21,867 --> 00:28:23,168
from the EBITDA perspective...
Why wouldn't l look at it?

772
00:28:23,168 --> 00:28:24,536
That's the only way
to look at it.

773
00:28:24,536 --> 00:28:26,104
Because when
you look at comps, right now,

774
00:28:26,104 --> 00:28:27,839
what's going on in
the health and wellness space,

775
00:28:27,839 --> 00:28:30,142
the lowest that any company
that's right now

776
00:28:30,142 --> 00:28:33,045
looking at is 2.2 times revenue,
not times EBITDA.

777
00:28:33,045 --> 00:28:36,582
The revenue days are over.
So that's a problem here.

778
00:28:36,582 --> 00:28:39,084
So -- So who is your competition
in something like this?

779
00:28:39,084 --> 00:28:40,452
Is there --
Is there any?

780
00:28:40,452 --> 00:28:42,387
We basically created
the category.

781
00:28:42,387 --> 00:28:44,523
And that's been the challenge
here, right?

782
00:28:44,523 --> 00:28:47,526
Since then, you've had a bunch
of knockoff companies come

783
00:28:47,526 --> 00:28:50,596
and try to gain market share.
Oh, really?

784
00:28:50,596 --> 00:28:51,897
They don't have
the clotting agent.

785
00:28:51,897 --> 00:28:53,365
We have that proprietary.
No clotting agent.

786
00:28:53,365 --> 00:28:55,100
They just have
either expanding foam.

787
00:28:55,100 --> 00:28:56,535
It's a cotton ball.

788
00:28:56,535 --> 00:28:58,303
And can you do anything
to stop them?

789
00:28:58,303 --> 00:29:00,339
Innovation is the only way
we can stop it.

790
00:29:00,339 --> 00:29:02,474
Your only barrier to entry

791
00:29:02,474 --> 00:29:04,910
is the trademark
and the brand.

792
00:29:04,910 --> 00:29:07,079
Yep. The brand,
trademark or distribution.

793
00:29:07,079 --> 00:29:09,314
And yes.
Listen, I'm impressed.

794
00:29:09,314 --> 00:29:12,150
And the only problem
I have with it is valuation.

795
00:29:12,150 --> 00:29:15,921
I would never,
ever pay 35X for this.

796
00:29:15,921 --> 00:29:17,623
I actually think
your company is worth

797
00:29:17,623 --> 00:29:19,224
about $2 to $2.5 million,

798
00:29:19,224 --> 00:29:20,626
so I'm out.

799
00:29:20,626 --> 00:29:21,760
But I wish you
the best of luck.

800
00:29:21,760 --> 00:29:22,995
You've done something
remarkable.

801
00:29:22,995 --> 00:29:24,229
No, I appreciate it.
Thank you very much.

802
00:29:24,229 --> 00:29:26,098
Greiner:
I think it's very cool.

803
00:29:26,098 --> 00:29:28,233
But I have to say,
I'm in the same camp as Kevin.

804
00:29:28,233 --> 00:29:31,503
I think your valuation,
I don't love,

805
00:29:31,503 --> 00:29:32,704
Well...

806
00:29:32,704 --> 00:29:34,539
And I like a little more
skin in the game.

807
00:29:34,539 --> 00:29:37,709
So for that reason,
I'm out.

808
00:29:37,709 --> 00:29:40,145
Corcoran: You know what
I'm bothered by?

809
00:29:40,145 --> 00:29:41,847
That you had
$3.8 million in sales,

810
00:29:41,847 --> 00:29:43,949
but you only had
$200,000 in profit.

811
00:29:43,949 --> 00:29:45,183
And I understand
because you're putting it back

812
00:29:45,183 --> 00:29:46,585
into the business.

813
00:29:46,585 --> 00:29:48,320
However, you are
the kind of person

814
00:29:48,320 --> 00:29:49,655
that's always gonna
be putting it back

815
00:29:49,655 --> 00:29:51,490
into the business.

816
00:29:51,490 --> 00:29:53,091
I'm just wondering
how the cash will come out.

817
00:29:53,091 --> 00:29:55,427
I agree with, wholeheartedly,
everyone else here.

818
00:29:55,427 --> 00:29:57,763
I thinks it's totally
overpriced.

819
00:29:57,763 --> 00:30:00,065
So for that reason,
I'm out.

820
00:30:00,065 --> 00:30:03,869
Look, when you go into a very
large category like Band-Aids,

821
00:30:03,869 --> 00:30:05,804
the mistake people make
is they try to take

822
00:30:05,804 --> 00:30:07,673
on the entire category.

823
00:30:07,673 --> 00:30:11,343
You found a very narrow
point of entry

824
00:30:11,343 --> 00:30:13,278
and you want to own
that category.

825
00:30:13,278 --> 00:30:15,347
Yeah.
There are competitors.

826
00:30:15,347 --> 00:30:18,583
Your valuation is --
is -- is high.

827
00:30:18,583 --> 00:30:20,986
But I'm more creative
than the other Sharks.

828
00:30:20,986 --> 00:30:24,856
The premise of our show is,
if I don't like your valuation,

829
00:30:24,856 --> 00:30:27,993
I can simply choose
to offer you a valuation

830
00:30:27,993 --> 00:30:29,861
that I feel comfortable.

831
00:30:29,861 --> 00:30:31,163
Or something else creative.

832
00:30:31,163 --> 00:30:34,433
So I will give you
the $350,000

833
00:30:34,433 --> 00:30:36,802
because I think you're
the real deal, my friend.

834
00:30:36,802 --> 00:30:37,836
Appreciate it.

835
00:30:37,836 --> 00:30:39,971
I'll give you
the $350,000.

836
00:30:39,971 --> 00:30:44,176
The valuation I feel comfortable
with is 25%.

837
00:30:44,176 --> 00:30:45,944
Greiner: Whew!
25%?

838
00:30:45,944 --> 00:30:47,679
Wow.
Itchiwawa, carumba.

839
00:30:47,679 --> 00:30:49,448
Wowza.
Hmm.

840
00:30:49,448 --> 00:30:52,184
So you're valuing it
at roughly $1.6 million

841
00:30:52,184 --> 00:30:54,886
on $3.4 million in revenue
from last year?

842
00:30:54,886 --> 00:30:56,021
How do you feel
about that?

843
00:30:56,021 --> 00:30:57,089
I don't love it.

844
00:30:57,089 --> 00:31:00,058
Well, are you in?

845
00:31:00,058 --> 00:31:01,326
Michael, are you in or out?
What are you doing?

846
00:31:01,326 --> 00:31:04,096
You know what?
I'm -- I'm intrigued by it,

847
00:31:04,096 --> 00:31:07,399
but I don't know if I'm
comfortable doing this alone.

848
00:31:07,399 --> 00:31:09,101
Well, go in on Robert's.

849
00:31:09,101 --> 00:31:10,802
But Robert's got
to agree with that.

850
00:31:10,802 --> 00:31:12,604
I think he will.

851
00:31:12,604 --> 00:31:14,740
Yeah, I would do that.
Sure.

852
00:31:14,740 --> 00:31:16,575
Michael knows a little bit
about sport.

853
00:31:16,575 --> 00:31:19,444
I'm comfortable
with the offer with Robert.

854
00:31:19,444 --> 00:31:21,613
$350,000 for 25%.

855
00:31:21,613 --> 00:31:24,449
Can I propose something
creative?

856
00:31:24,449 --> 00:31:25,717
And I'm actually surprised

857
00:31:25,717 --> 00:31:27,119
Mr. Wonderful
didn't bring this up.

858
00:31:27,119 --> 00:31:28,887
Let's hear what you got.
I might come back in.

859
00:31:42,467 --> 00:31:44,369
Narrator:
Three Sharks are out.

860
00:31:44,369 --> 00:31:47,038
Josh has an offer on the table
from Michael and Robert

861
00:31:47,038 --> 00:31:50,375
for his first aid
for nosebleeds, Nampons,

862
00:31:50,375 --> 00:31:52,144
but he has a counteroffer
to make.

863
00:31:52,144 --> 00:31:54,880
Can I propose something
creative?

864
00:31:54,880 --> 00:31:56,047
And I'm actually surprised

865
00:31:56,047 --> 00:31:57,549
Mr. Wonderful
didn't bring this up.

866
00:31:57,549 --> 00:32:01,420
Let's hear what you got.
I might come back in.

867
00:32:01,420 --> 00:32:04,055
Royalty.
What royalty?

868
00:32:04,055 --> 00:32:06,158
Well, these two gentlemen
believe in me a bit, so...

869
00:32:06,158 --> 00:32:07,926
I believe in royalties.

870
00:32:07,926 --> 00:32:09,828
So what if I was
to offer you a royalty

871
00:32:09,828 --> 00:32:12,164
until you made
your investment back?

872
00:32:12,164 --> 00:32:14,199
Right.
And then after that point,

873
00:32:14,199 --> 00:32:16,501
you would have equity
in the company.

874
00:32:16,501 --> 00:32:17,936
Greiner: How much?
Corcoran: How much?

875
00:32:17,936 --> 00:32:19,604
What would be the royalty
and what would be the equity?

876
00:32:19,604 --> 00:32:21,540
Same $350,000 for same 5%,

877
00:32:21,540 --> 00:32:26,111
but 5-cent royalty
on every individual, not box,

878
00:32:26,111 --> 00:32:30,348
individual Nampon sold until
you've made your money back.

879
00:32:30,348 --> 00:32:32,951
So that means in a six pack,
30 cents,

880
00:32:32,951 --> 00:32:34,219
so forth and so on.
Greiner: Gotcha, gotcha.

881
00:32:34,219 --> 00:32:36,054
Josh, here's my view.
Uh-huh?

882
00:32:36,054 --> 00:32:39,424
Unlike Kevin, I don't need
the money along the way.

883
00:32:39,424 --> 00:32:42,527
I am happy to invest in the
entrepreneur and the business.

884
00:32:42,527 --> 00:32:43,795
I don't want to speak
for Michael.

885
00:32:43,795 --> 00:32:45,464
No, I'm with you.

886
00:32:45,464 --> 00:32:46,565
This is, for me,
very binary.

887
00:32:46,565 --> 00:32:47,666
You're creating
a new category.

888
00:32:47,666 --> 00:32:49,267
Competitors are chomping
at the bit.

889
00:32:49,267 --> 00:32:51,036
You got to run fast.

890
00:32:51,036 --> 00:32:54,206
For me, the interest is
to build this company,

891
00:32:54,206 --> 00:32:57,175
not take money out of it,
and then hopefully sell it.

892
00:32:57,175 --> 00:32:59,845
You would have to sell
7 million Nampons

893
00:32:59,845 --> 00:33:01,780
for us to get
that $350,000 back.

894
00:33:01,780 --> 00:33:03,148
How long --
How long would that take?

895
00:33:03,148 --> 00:33:04,683
With your involvement,

896
00:33:04,683 --> 00:33:06,084
less than two years
in my opinion.

897
00:33:06,084 --> 00:33:09,187
I don't want to do it
for 5%.
Yeah. Me either.

898
00:33:09,187 --> 00:33:12,057
Okay.
Would you do it for 10%?

899
00:33:12,057 --> 00:33:14,659
And still the royalty?
And still the royalty.

900
00:33:14,659 --> 00:33:16,461
Would you up the royalty?

901
00:33:16,461 --> 00:33:19,030
You're not even in,
but I respect you, so...

902
00:33:19,030 --> 00:33:21,399
I might be.

903
00:33:21,399 --> 00:33:23,168
I would do the deal
for 10 cents a unit,

904
00:33:23,168 --> 00:33:26,304
and I'd do it for 7.5%...

905
00:33:26,304 --> 00:33:27,639
Greiner: Hmm.
...equity.

906
00:33:27,639 --> 00:33:29,808
10-cent royalty.
Yeah.

907
00:33:29,808 --> 00:33:32,677
I'll do the royalty until you've
made back $500,000.

908
00:33:32,677 --> 00:33:35,347
10 cents,
you make back $500,000,

909
00:33:35,347 --> 00:33:36,781
and you still get the 5%.

910
00:33:36,781 --> 00:33:39,818
I would do that
for 10% equity at the end.

911
00:33:39,818 --> 00:33:42,254
Not to speak for Michael.
Michael, would you do that?

912
00:33:42,254 --> 00:33:43,822
I'm in on that.

913
00:33:43,822 --> 00:33:45,257
Would you do it for 7.5?

914
00:33:45,257 --> 00:33:47,425
No, but I'd do it
for 10%.

915
00:33:49,461 --> 00:33:51,563
Would you put more money
in it?

916
00:33:51,563 --> 00:33:53,932
You said it yourself.
This has got to move fast.

917
00:33:53,932 --> 00:33:56,801
I would do the $350,000
for 10%.

918
00:34:00,138 --> 00:34:01,873
Kevin,
what was your offer again?

919
00:34:01,873 --> 00:34:05,844
I said I'd do it for 10 cents
and 7.5%.

920
00:34:05,844 --> 00:34:07,212
But I want the bump
to $500,000.

921
00:34:07,212 --> 00:34:08,580
What did you offer,
500K?

922
00:34:08,580 --> 00:34:09,848
I got to get a lift
on the capital.

923
00:34:09,848 --> 00:34:12,117
What did we say?
$350,000, 10%,

924
00:34:12,117 --> 00:34:14,518
10 cents
until we get back.

925
00:34:14,518 --> 00:34:16,721
$350,000, 10%.

926
00:34:16,721 --> 00:34:18,089
Till we get our money back.

927
00:34:18,089 --> 00:34:20,257
And then...
Till we get
our money back.

928
00:34:20,257 --> 00:34:21,458
I don't need the bump
to $500,000.

929
00:34:21,458 --> 00:34:23,261
...10 cents until you get
your money back.

930
00:34:23,261 --> 00:34:24,629
Yeah, we don't need
the bump to $500,000.

931
00:34:24,629 --> 00:34:25,630
And I get both of you.

932
00:34:25,630 --> 00:34:27,399
Yes.

933
00:34:27,399 --> 00:34:29,266
You got a deal.

934
00:34:29,266 --> 00:34:31,870
Whoo! Yeah.
Alright.

935
00:34:31,870 --> 00:34:35,106
You know what?
I'm gonna go around

936
00:34:35,106 --> 00:34:36,908
and start punching
people in the nose.

937
00:34:36,908 --> 00:34:39,411
Man, I love this.

938
00:34:39,411 --> 00:34:41,246
I don't want to get
too excited by it.

939
00:34:41,246 --> 00:34:43,047
Brand-new category.
Michael.

940
00:34:43,047 --> 00:34:44,683
Whoo!
Very excited.

941
00:34:44,683 --> 00:34:46,751
Greiner: Thank you.
Thank you, thank you.

942
00:34:46,751 --> 00:34:48,018
Nice!

943
00:34:48,018 --> 00:34:49,688
Going into the Tank today,

944
00:34:49,688 --> 00:34:51,755
I was definitely hoping
to get a deal with Michael

945
00:34:51,755 --> 00:34:53,024
when I heard he was
the guest Shark.

946
00:34:53,024 --> 00:34:54,726
Super excited.

947
00:34:54,726 --> 00:34:56,328
And Robert,
I think those two together,

948
00:34:56,328 --> 00:34:58,196
incredible combination,
dynamic duo.

949
00:34:58,196 --> 00:34:59,831
They're gonna do wonders
for Nampons.

950
00:35:10,709 --> 00:35:12,744
Narrator: Next into the Tank
is a product

951
00:35:12,744 --> 00:35:16,815
that can transport you to the
location of your dreams anytime.

952
00:35:16,815 --> 00:35:23,254
♪♪

953
00:35:23,254 --> 00:35:24,923
Hello, Sharks.

954
00:35:24,923 --> 00:35:28,026
My name is Mitch Braff and I'm
from San Rafael, California.

955
00:35:28,026 --> 00:35:32,831
I'm seeking $250,000
for a 2.5% of my company.

956
00:35:32,831 --> 00:35:34,199
Herjavec: Wow.

957
00:35:34,199 --> 00:35:36,534
Sharks, how many of you
have ever lived

958
00:35:36,534 --> 00:35:38,903
or worked in a room
without windows?

959
00:35:38,903 --> 00:35:40,171
Corcoran: Horrible.

960
00:35:40,171 --> 00:35:41,906
I have. It's soul crushing.

961
00:35:41,906 --> 00:35:44,142
When you're cut off
from the outside world,

962
00:35:44,142 --> 00:35:45,910
your stress goes up,

963
00:35:45,910 --> 00:35:48,580
your sleep is affected,
and your work suffers.

964
00:35:48,580 --> 00:35:52,884
Windowless rooms are silently
affecting the mental health

965
00:35:52,884 --> 00:35:55,620
of millions of people every day.

966
00:35:55,620 --> 00:35:58,056
That's why I created
LiquidView --

967
00:35:58,056 --> 00:36:04,796
virtual windows with beautiful
and gorgeous 24-hour views...

968
00:36:04,796 --> 00:36:08,099
Wow.
...that breathe life
into any room.

969
00:36:08,099 --> 00:36:10,468
Wow. Beautiful.
Sharks, welcome to Hawaii.

970
00:36:10,468 --> 00:36:12,470
Wow.
Yeah, it's really pretty.

971
00:36:12,470 --> 00:36:16,341
Shot in stunning 8K
with motion-picture cameras,

972
00:36:16,341 --> 00:36:19,844
our high-resolution views
dynamically sync

973
00:36:19,844 --> 00:36:21,746
to your circadian rhythms.

974
00:36:21,746 --> 00:36:23,181
God, it looks so real.

975
00:36:23,181 --> 00:36:26,718
When it is sunrise
in your house

976
00:36:26,718 --> 00:36:29,888
and outside,
it is sunrise in LiquidView.

977
00:36:29,888 --> 00:36:31,456
Let me give you an example.

978
00:36:31,456 --> 00:36:35,193
Here is sunrise at Rodeo Beach.

979
00:36:35,193 --> 00:36:39,531
And now you can see
if it was then sunset,

980
00:36:39,531 --> 00:36:41,166
check this out.

981
00:36:41,166 --> 00:36:42,734
The magic hour
in Northern California.

982
00:36:42,734 --> 00:36:44,869
Corcoran: Wow.
How beautiful.

983
00:36:44,869 --> 00:36:46,805
This is what you can expect.
What a great idea.

984
00:36:46,805 --> 00:36:48,006
Thank you so much.
Greiner: Really pretty.

985
00:36:48,006 --> 00:36:49,641
Now it feels --

986
00:36:49,641 --> 00:36:52,777
and with our stereo
sound design -- sounds

987
00:36:52,777 --> 00:36:54,312
like you're really there.

988
00:36:54,312 --> 00:36:57,782
With our growing library
of 24-hour views,

989
00:36:57,782 --> 00:37:00,085
we can take you anywhere
you want to go

990
00:37:00,085 --> 00:37:01,820
with a simple click.
Wow.

991
00:37:01,820 --> 00:37:03,321
That's cool.
How about Miami?

992
00:37:03,321 --> 00:37:06,257
Wow.
O'Leary: Yeah.
That's Miami.

993
00:37:06,257 --> 00:37:07,959
That is so cool.

994
00:37:07,959 --> 00:37:09,894
Venice.

995
00:37:09,894 --> 00:37:11,362
I'm coming, baby,
I'm coming.

996
00:37:11,362 --> 00:37:13,231
I seriously love this.

997
00:37:13,231 --> 00:37:15,200
I mean, it's like we've
gone on vacation everywhere.

998
00:37:15,200 --> 00:37:17,068
And in the meantime,
I don't know about you,

999
00:37:17,068 --> 00:37:18,737
but when I like to close a deal,

1000
00:37:18,737 --> 00:37:20,004
I like to be in the south
of France.

1001
00:37:21,406 --> 00:37:23,108
Woo-hoo!
Yes!

1002
00:37:23,108 --> 00:37:24,509
Corcoran: I want to go
on vacation with you.

1003
00:37:24,509 --> 00:37:26,978
Yeah, we're going there.
Yeah.

1004
00:37:26,978 --> 00:37:28,847
How many locations
do you actually have to offer?

1005
00:37:28,847 --> 00:37:32,383
We have 10 views.
10 24-hour views that we shot.

1006
00:37:32,383 --> 00:37:33,651
Is it a loop?

1007
00:37:33,651 --> 00:37:35,386
It's a 24-hour loop.

1008
00:37:35,386 --> 00:37:37,555
It matches
wherever city you are

1009
00:37:37,555 --> 00:37:39,491
on whatever date it is,

1010
00:37:39,491 --> 00:37:41,793
it's gonna know the sunrise
and sunset of that day

1011
00:37:41,793 --> 00:37:43,461
in your specific location.
Wow.

1012
00:37:43,461 --> 00:37:44,696
O'Leary: But, Mitch,
where do you think the value

1013
00:37:44,696 --> 00:37:46,431
is actually
captured here?

1014
00:37:46,431 --> 00:37:48,032
Because I don't want to pour
water on the presentation,

1015
00:37:48,032 --> 00:37:49,467
but I'm living through this
right now.

1016
00:37:49,467 --> 00:37:51,069
I'm building a den

1017
00:37:51,069 --> 00:37:53,171
for my buddies to watch
Sunday football,

1018
00:37:53,171 --> 00:37:57,375
and I learned you can now
build a complete digital wall.

1019
00:37:57,375 --> 00:37:59,477
And it comes in panels
that are seamless,

1020
00:37:59,477 --> 00:38:02,247
bigger than that wall.
$22,000.

1021
00:38:02,247 --> 00:38:03,848
And, Mitch,
how much is yours?

1022
00:38:03,848 --> 00:38:06,851
The system we're looking
here, turnkey, including

1023
00:38:06,851 --> 00:38:08,853
the hardware, everything

1024
00:38:08,853 --> 00:38:12,457
and -- and 3 24-hour views
is $48,000...

1025
00:38:12,457 --> 00:38:13,825
Whoo.
Corcoran: Wow.

1026
00:38:13,825 --> 00:38:15,226
for -- for this system.

1027
00:38:15,226 --> 00:38:16,928
It's only for the rich.
Wow.

1028
00:38:16,928 --> 00:38:18,630
And I would say
the -- the profit on us

1029
00:38:18,630 --> 00:38:20,498
as a business is 45%.

1030
00:38:20,498 --> 00:38:22,133
O'Leary: Somebody comes
to you like me,

1031
00:38:22,133 --> 00:38:24,435
with a wall already installed
at 6K

1032
00:38:24,435 --> 00:38:26,571
and wants to license
your 10 images.

1033
00:38:26,571 --> 00:38:29,474
I'm interested.
How much does that cost me?

1034
00:38:29,474 --> 00:38:31,075
Right now, we're gonna have
a media player alone,

1035
00:38:31,075 --> 00:38:32,544
since you don't need
everything else.

1036
00:38:32,544 --> 00:38:33,711
You already have the display.

1037
00:38:33,711 --> 00:38:35,914
All I need is
an HDMI input, right?

1038
00:38:35,914 --> 00:38:37,115
Correct.

1039
00:38:37,115 --> 00:38:38,616
We're gonna charge you
around 2 grand

1040
00:38:38,616 --> 00:38:41,352
for the media player
and $299 a month.

1041
00:38:41,352 --> 00:38:42,887
I get all 10 for $299?

1042
00:38:42,887 --> 00:38:44,255
And you get one new view
a month.

1043
00:38:44,255 --> 00:38:46,257
That's our business model.

1044
00:38:46,257 --> 00:38:49,027
So the hardware is just a way
for you to get your content out.

1045
00:38:49,027 --> 00:38:50,929
Yeah, exactly.
We're a content company.

1046
00:38:50,929 --> 00:38:53,064
So why aren't you just
pitching that model here?

1047
00:38:53,064 --> 00:38:54,966
Because that's interesting.
Yeah.

1048
00:38:54,966 --> 00:38:56,835
Strahan: I mean, I'm thinking
about the average person.

1049
00:38:56,835 --> 00:38:59,204
Right.
I think this is priced
out of the price range of --

1050
00:38:59,204 --> 00:39:01,773
of most people,
unless you're really wealthy.

1051
00:39:01,773 --> 00:39:04,809
But I'm just curious, are there
different price points for this?

1052
00:39:04,809 --> 00:39:06,744
I'm really glad
that you mentioned that.

1053
00:39:06,744 --> 00:39:09,013
So -- So I should say
two things about our business.

1054
00:39:09,013 --> 00:39:12,050
80% is commercial,
20% is residential.

1055
00:39:12,050 --> 00:39:14,452
Commercial is not
as price conscious.

1056
00:39:14,452 --> 00:39:17,956
We are in hospitals, we are in
assisted living, in memory care.

1057
00:39:17,956 --> 00:39:19,624
It's perfect for that.

1058
00:39:19,624 --> 00:39:21,192
Greiner: Oh, that's a really
good market for you.

1059
00:39:21,192 --> 00:39:22,527
Herjavec: You're already
out there selling this.

1060
00:39:22,527 --> 00:39:23,928
Yeah, we're already
out there selling this.

1061
00:39:23,928 --> 00:39:26,698
Last year we had $1 million
in sales in 750,000...

1062
00:39:26,698 --> 00:39:29,100
About time we heard that.
$1 million in sales.

1063
00:39:29,100 --> 00:39:30,201
You didn't mention that.

1064
00:39:30,201 --> 00:39:31,302
Yeah, on the million
last year,

1065
00:39:31,302 --> 00:39:32,937
what did you make?

1066
00:39:32,937 --> 00:39:35,306
We are gonna be profitable
by the middle of next year.

1067
00:39:35,306 --> 00:39:36,608
You haven't made
any money yet.

1068
00:39:36,608 --> 00:39:38,576
You're still burning.

1069
00:39:38,576 --> 00:39:41,679
I think this is one of
the coolest things I have seen

1070
00:39:41,679 --> 00:39:43,281
come into the Shark Tank.

1071
00:39:43,281 --> 00:39:45,016
Don't you all feel better
sitting here...
Definitely.

1072
00:39:45,016 --> 00:39:46,885
...looking at
the different scenes?

1073
00:39:46,885 --> 00:39:49,454
I mean, I would love
to be in Venice one day

1074
00:39:49,454 --> 00:39:51,189
and in the south
of France the next,

1075
00:39:51,189 --> 00:39:54,092
but to me,
I'm a consumer-product person.

1076
00:39:54,092 --> 00:39:57,128
I love product
at an affordable price.

1077
00:39:57,128 --> 00:40:00,398
Mm-hmm.
And so while I adore this,

1078
00:40:00,398 --> 00:40:02,901
it's not really
the right investment for me.

1079
00:40:02,901 --> 00:40:07,171
But I commend you so much
for something so cool

1080
00:40:07,171 --> 00:40:08,339
and I wish you good luck.

1081
00:40:08,339 --> 00:40:10,241
But I'm out.

1082
00:40:10,241 --> 00:40:12,143
Strahan: Yeah, Mitch, I think
this is -- this is unbelievable.

1083
00:40:12,143 --> 00:40:14,112
To see actually movement
and a time

1084
00:40:14,112 --> 00:40:16,281
and it equals up to
wherever you are,

1085
00:40:16,281 --> 00:40:17,849
it is fantastic.

1086
00:40:17,849 --> 00:40:20,919
For me, the price point,
when you said it,

1087
00:40:20,919 --> 00:40:21,920
I went [gasps]

1088
00:40:21,920 --> 00:40:23,521
Like, I took
a deep breath in

1089
00:40:23,521 --> 00:40:26,324
because I think that would be
the reaction of most customers.

1090
00:40:26,324 --> 00:40:27,725
And I know that, you know,

1091
00:40:27,725 --> 00:40:29,494
it's more commercial
applications

1092
00:40:29,494 --> 00:40:31,529
that you're looking for.

1093
00:40:31,529 --> 00:40:33,631
I just think this is a little
too niche for where I'm at.

1094
00:40:33,631 --> 00:40:35,366
So with that being said,

1095
00:40:35,366 --> 00:40:37,101
I wish you the best,
but I'm out.

1096
00:40:39,904 --> 00:40:42,373
I do object to the price
as well,

1097
00:40:42,373 --> 00:40:46,144
but I do think the commercial
application is enormous,

1098
00:40:46,144 --> 00:40:49,213
especially because I live
in a city called New York...
Greiner: Yeah.

1099
00:40:49,213 --> 00:40:51,849
...and there's vast
commercial spaces,

1100
00:40:51,849 --> 00:40:54,986
and you walk into a vacuum
of a whole city block

1101
00:40:54,986 --> 00:40:56,187
and there's no view.

1102
00:40:56,187 --> 00:40:58,423
I think even
for sales purposes,

1103
00:40:58,423 --> 00:41:00,625
bringing it to life
and putting a view on the wall,

1104
00:41:00,625 --> 00:41:03,161
I think would help
tremendously.

1105
00:41:03,161 --> 00:41:05,196
So I think there's a lot
of application,

1106
00:41:05,196 --> 00:41:06,864
but I think the price is
just too high

1107
00:41:06,864 --> 00:41:08,399
for where you're going with it
right now.

1108
00:41:08,399 --> 00:41:10,802
So unfortunately,
I'm out.

1109
00:41:10,802 --> 00:41:12,103
Thank you.

1110
00:41:12,103 --> 00:41:13,972
I think it's really early,

1111
00:41:13,972 --> 00:41:16,140
and this model is for 1%
of the market.

1112
00:41:16,140 --> 00:41:18,042
It's so expensive.

1113
00:41:18,042 --> 00:41:20,778
I want to get into it
when it's for 50% of the market.

1114
00:41:20,778 --> 00:41:22,947
And I'm watching
this market develop.

1115
00:41:22,947 --> 00:41:25,083
This is crazy pricing.
I'm out.

1116
00:41:25,083 --> 00:41:26,617
Alright.
Thank you.

1117
00:41:26,617 --> 00:41:28,553
Um, look, I-I disagree
with the other Sharks.

1118
00:41:28,553 --> 00:41:30,989
I don't think for the
application you're going with,

1119
00:41:30,989 --> 00:41:32,724
your price is too high.

1120
00:41:32,724 --> 00:41:35,293
I'm in enterprise sales.
I'm in commercial sales.

1121
00:41:35,293 --> 00:41:37,996
That's more my world
than the consumer world.

1122
00:41:37,996 --> 00:41:39,964
There's a saying
in that world,

1123
00:41:39,964 --> 00:41:42,066
which is where
there's mystery,

1124
00:41:42,066 --> 00:41:45,870
there's margin,
and it's beautiful.

1125
00:41:45,870 --> 00:41:48,706
I mean,
it's got a real wow effect.

1126
00:41:49,774 --> 00:41:52,043
The challenge
I have is

1127
00:41:52,043 --> 00:41:53,778
I don't think
this is gonna scale

1128
00:41:53,778 --> 00:41:55,947
to something really big.

1129
00:41:57,382 --> 00:41:58,583
I'm out.

1130
00:41:58,583 --> 00:42:00,518
Alright. Thank you.

1131
00:42:00,518 --> 00:42:02,387
Greiner:
It really is fantastic.

1132
00:42:02,387 --> 00:42:04,756
Just blown away by
how great that is.

1133
00:42:04,756 --> 00:42:05,990
Thank you.
Thank you very much.

1134
00:42:05,990 --> 00:42:07,425
Good luck.
Bye.

1135
00:42:07,425 --> 00:42:09,494
Thank you, guys.
Bye.

1136
00:42:09,494 --> 00:42:12,463
I wish we got a deal, 100%.

1137
00:42:12,463 --> 00:42:14,432
We just have to find
a better way to position it.

1138
00:42:14,432 --> 00:42:16,601
There are millions of people
with windowless rooms,

1139
00:42:16,601 --> 00:42:19,370
and it made me feel good that
the Sharks loved our product.

1140
00:42:27,645 --> 00:42:36,954
♪♪

1141
00:42:36,954 --> 00:42:46,230
♪♪

1142
00:42:46,230 --> 00:42:55,573
♪♪