Narrator: Tonight, Fawn Weaver, the founder
of Uncle Nearest Premium Whiskey, returns to the Tank.
I think you're incredible. You're an absolute genius.
Creative genius.
I want to work with you so badly.
Why would anybody buy this pain in the ass?
Don't fall asleep at the switch.
Hold on one second. Let me get there.
Silence, please.
The industry is a sea of Sharks.
This has never happened in "Shark Tank" history.
You are living the American dream.
You have no idea how crazy this thing is going!
[ Screams ] [ Laughs ]
The drama!
Man on P.A.: Good morning, everybody.
Let's have a wonderful day.
We're gonna have a great day.
Yes, we are. Yay!
Here we go.
♪♪
Narrator: First in the Tank is an entrepreneur on a mission
to help the world sleep more soundly.
♪♪
[ Snoring loudly ]
Hey, Sharks. I'm Anders Olmanson,
I'm from Eagan, Minnesota.
And I'm here seeking $400,000
for 4% of my company... Wow.
...REMplenish, a new solution for a solid night of sleep.
[ Snoring ]
[ Light music plays ] [ Laughter ]
Have you ever shared a roof with someone who snores?
Then you know when one person's "sawing logs,"
the whole house is losing sleep.
[ Alarm rings ]
It's like sleeping with a lumberjack.
[ Laughter ]
[ Engine sputtering ]
Oh, no!
[ Engine sputtering ]
Weaver: No!
[ Engine cranks, sputters ]
[ Laughter ]
Olmanson: So, what if I told... [ Laughter ]
What if I told y'all those snoring struggles
could be snoozed away with just one simple daily routine?
Weaver: I'm in. By playing...
Right? I'm in.
...the didgeridoo, an ancient Aboriginal instrument.
What?! Oh, my God.
[ Didgeridoo plays ]
♪♪
So it looks crazy, Sharks. I know.
But studies have shown routinely playing the didgeridoo
can improve snoring and sleep apnea.
How? By exercising the upper airway muscles
that collapse during sleep.
What?
But who wants to play a didgeridoo every single day?
Sharks, you don't need a didgeridoo.
You just need...
the REMplenish Myo-Nozzle.
This patented innovation turns an ordinary straw
into powerful workout for your airway.
REMplenish provides guided exercise repetitions
with targeted resistance
all through the natural action of drinking.
Watch this.
♪♪
[ Laughter ]
And that's it.
Sharks, no more bulky machines,
painful surgeries, or silly gadgets.
Now, who's ready to ride this REM cycle momentum
and wake up the world to a whole new way of sleeping?
You have REMplenish products in front of you.
So, you two, how about you go get
a good night's sleep somewhere else?
Thank you.
And get that chainsaw to work.
So before you start,
so we'll just walk through a few different things.
So these are our main product lines.
We've got the REMplenish Myo-Nozzle.
And then you have the steel bottle.
So that makes it portable and convenient.
So when you drink out of a straw, you're pursing your lips,
you're using your cheeks, and your tongue's going back.
I can't get any water.
Yeah. So if you try and drink it like a straw,
you're not gonna get water. You couldn't get any water?
So how to use it --
We'll have an animation video play.
So there's three things. First is the spot placement.
So this is where the tip of your tongue should normally go
when you initiate swallowing.
When you put it in your mouth,
you're gonna go all the way to the large bump.
And then you're using your tongue to create the suction.
Mm! It's working?
Mm-hmm. How does it feel?
It's weird.
Okay. So... It's not comfortable.
Okay, so try doing this right here. Weaver: Well, it's...
Suction your tongue to the roof of your mouth.
...basically a workout for this area, right?
Yeah. So it's not supposed to be easy.
So yeah, it's not supposed to be easy. Yeah.
It's targeting -- It's like you're working out
muscles you haven't worked out for a while. O'Leary: Anders, Anders...
why would anybody buy this pain in the ass?
Yeah. So, people -- There's over a billion people
who suffer from sleep-related breathing disorders,
such as obstructive sleep apnea. Weaver: Listen...
you had me at "stopping snoring." [ Laughs ]
Because I am married
to the most incredible human being in the world... Yep.
...but the man snores very, very loud.
And he would be perfect if it weren't for that, right? Yep.
I just don't understand
how my husband goes from sucking on this to me
not needing to wear earplugs every night.
Really, it's -- As you drink more of it, you'll feel it more.
How long does it take before you see the benefits?
Yeah. So people start to see results in one month.
So in our original research, we had 37 participants.
A usability study. 93% of snorers
reported improvement in snoring after one month of use.
And that wasn't -- We didn't measure
if it was completely gone or... Is that your only test?
Oh, we also have -- We did a feasibility study
with Mayo Clinic. And how did that happen there?
What happened with Mayo Clinic, though?
'Cause 37 people... Is not much.
...is not a lot. Yeah. Yeah.
Yeah. But Mayo Clinic did what?
So there's a statistically significant correlation
between tongue strength and H.I. reduction.
So that's apnea-hypopnea index,
how many times you stop breathing at night.
And what that means -- It's a positive indicator
that we should do an efficacy study.
So if I'm understanding right... Yep.
...that study told you that you should do more studies...
A bigger study. Yeah. 'Cause... ...because -- Right, a bigger study.
Yeah. You didn't really get an answer out of it.
Yeah. It just said that this is kind of hopeful.
Yeah, yeah. Okay.
What are your sales?
2022, we did $450,000.
2023, we went up to $1.1 million. Wow.
Last year, we had almost 300% growth for $3.9 million.
-Wow. -That's incredible.
What do you think you'll do this year?
We're projected to do between $8 million to $10 million.
Wow. Wow.
How did you go from in '23,
$1.1 million to triple in a single year?
What happened?
Through Meta advertising, mostly.
Well, let me ask you this.
On the $3.9 million, did you make a profit?
Yep. So we made $436,000.
What does it cost you to make?
And what do you sell it for?
So the nozzle, it's about $6,
depending on which version.
With the bottle, it ends up being about $16, cost of goods.
Okay. And what do you sell them for?
We sell through our website for $90 for the two together.
Weaver: Wow. That's a huge margin.
O'Leary: Let me kind of clear the field here a little bit.
I love sales.
I'll make you an offer.
I'll give you the $400,000...
I thought you were saying you were gonna clear the field.
Excuse me. I'm making an offer. Clear the field is get out.
Silence, please.
I'll give you the $400,000 for 10%.
No royalty? Wow. No royalty. Straight-on.
'Cause the only way you make your dough back... Greiner: Wow.
He loves his royalties. Herjavec: Anders, I love...
Thank you for the offer. Mm-hmm. I love sales.
You are absolutely living the American dream
and building a great business.
4% just isn't exciting to me. Yeah.
I'm out. Yeah.
Congratulations. Thank you. Thank you.
So, I'm a bit familiar in the "sleep" space.
I did a deal with a company called Hug Sleep with Mark.
They're at $47 million in sales.
And we did do a trial with Mayo Clinic
that showed that if you use the Hug Sleep,
you actually do sleep better.
We got results. Yep.
To me, the biggest thing that actually gets a consumer
to pay attention and buy
is when you actually have those trials and those statistics.
For me, it's just too early. You're great.
I wish you the best of luck. But I'm out. Yeah. Thank you, Lori.
Anders, don't fall asleep at the switch.
You have an offer.
Lubetzky: Wait a second.
I'm gonna tell you a story
that I don't think any of the Sharks know.
Um, when I was 12 years old, I developed insomnia.
And I think it had to do with when my dad talked to me
about what he went through through the Holocaust.
I could not put myself to sleep.
And then I accepted that I was meant to have insomnia
for the rest of my life.
Only last year -- I'm now 56 --
that I developed the ability to get a full night's sleep.
Yeah. And it's completely transformed my life.
Greiner: Wow. And there's a bunch of things that I did
that helped me finally conquer it.
I can already think of hundreds of ways
in which I can help you. Mm-hmm.
This has never happened in "Shark Tank" history.
I've -- This is my seventh season. Mm.
And Kevin signaled that he would do this together with me,
and he's very complementary to me.
So if you want, we will do...
Yeah, we'd split it. 'Cause I like the space.
I like you.
We're pure investors on this deal. Yeah.
If you're putting up $200,000, how much equity?
'Cause that's all it is, an equity deal.
I was gonna ask for more, but then you came with that 10%.
Well, no, but, listen, If you feel --
'Cause two Sharks is worth more. It is.
Let's go for 15% and split 7 1/2% each.
That's too high.
I would do 12%, 6% and 6%.
[ Dramatic music plays ]
How about 8% for the two of you?
Oh, that's not enough.
Fawn, we haven't heard from you either.
Yeah. So I'm intimately familiar with the problem.
I would love for wives all over the world
to be able to have a solution.
So this is what I will say.
I am going to take this home. Yep.
I'm going to have my husband use it
for the next three months. Yep.
And if it works,
I will put it all over my social media for free. Mm.
But I think that they're the better Sharks for you.
I'm out. Okay. Thank you.
Anders, what are you gonna do?
I'll do it -- You know, and this is...
I really value what you guys can bring to the table.
And I'll do it for 10%.
You in?
Are you in at 10%?
[ Dramatic music plays ]
Let's do it.
Done.
-Yay. -Okay.
There we go.
The drama!
[ Laughs ]
Congratulations. Thank you very much. Yeah.
I'm very excited for you. Yeah, thank you.
Great presentation. Yeah.
[ Didgeridoo playing sour notes ]
[ Laughs ]
Anders: With Kevin's marketing expertise
and Daniel really building up a company and a strong brand
and staying true to the mission, it's gonna be amazing.
So we're really excited to see where this will take us
and excited for the future of helping more people
on their airway health journeys.
[ Amplified ] What will happen now --
Fawn will take it home, give it to her husband,
and if it works, humanity will be saved.
[ Weaver and Greiner laugh ]
♪♪
Narrator: Next up is a version of beer
made for an overlooked consumer.
♪♪
Hi, Sharks. I'm Caroline,
founder of Beer Girl from Laguna Beach, California.
Today I am seeking $125,000
in exchange for 10% of my company.
Let's be honest -- Most beer has been made by men for men.
For decades, women in beer ads
were merely bikini-clad extras.
We weren't the customer. We were the scenery.
While running my family's brewery,
I noticed time and again women would come in,
browse our beer lineup, and then order a seltzer or cider.
So I started asking why.
And I kept hearing the same thing --
"Beer makes me feel too heavy, too bloated,
and it just doesn't feel like it's made for me."
So I teamed up with our head brewer to change that.
Introducing Beer Girl, a light,
crisp, Mexican-style lager
that's made from corn, not wheat.
It's gluten-reduced,
contains zero sugar,
and it has a low alcohol content,
and yes, even bikini-approved.
So what do you say, Sharks?
Are you ready to grow the beer industry
one cute can at a time?
-[ Laughs ] Great job! -Thank you.
What do we have in front of us? Weaver: Great job.
Foulk: In front of you is our Beer Girl light lager.
I'd love for you to give it a try
and let me know what you think.
Oh, it's really good.
You like it? Really good. Yeah.
Thank you. I like it, too.
Really? Very good. Mm-hmm.
Oh, my gosh. Thank you so much.
And is this lower alcohol? Is it...
3.5%.
What's the average beer?
A light lager, you'd be looking at around 4.2%.
Lubetzky: You said it's Mexican-style.
All Mexican lagers are corn-based,
so naturally they're easier on your digestive system,
as opposed to wheat.
Did you say you had a family microbrewery?
I mean, where are you making this stuff?
So my family has a brewery in the Central Coast, California,
called Wagon Wheel Brewing Company,
and that's where I had the idea for Beer Girl.
We started contract brewing at my family brewery,
but quickly hit capacity there.
And now we're brewing at a contract brewing facility
in Southern California.
Tell us about you.
My background is actually in music --
singer, songwriter, performer. Herjavec: Wow.
I was an opening -- Yeah, an opening act
for various R&B artists on tour.
And when the pandemic hit,
obviously entertainment industry shut down.
So I dove into business with my family,
and we built it from the ground up.
And, Caroline, what are your sales today?
In summer of 2023 is when we launched the brand on draft.
From summer of 2023 to summer of 2024,
it was $140,000 in sales.
And what about summer '24 to now?
It's around that -- $140,000, $160,000. Okay.
We are now in talks with all of the big distributors.
What percentage of beer drinkers are women?
25%. Okay.
What will you do this year?
With our retailer
that's already authorized us for the 150 doors in the fall,
and I do believe I'm very close to closing another 330 doors,
we'll be at $1.1 million by this time next year.
I'm in two categories of beverage. Yeah.
Wine, which I now sell 6 million bottles a year.
Yeah. And I've just launched tequila.
I looked at beer.
The only thing interesting about this is you,
because the beer category... -Not the category?
...there is no...
It's all marketing, as you've figure it out. Mm-hmm.
Have you started to tell this story about you on social?
I have not invested anything into social media.
I've invested into field marketing and events
because I knew to get the velocities up
that I needed to get the attention from distributors,
I needed to be in store every day demo'ing liquid to lips.
So I've invested the capital...
Liquid to lips. Liquid to lips.
And, Caroline... L.T.L.
...that's how Kind became what it became --
all field marketing. Yeah.
So what are you selling this for?
What does it cost you to make it?
It costs us $4.60 to make a six-pack.
We sell in at $8.40 and the MSRP is $11.99.
You're coming into an industry that is jam-packed,
and the only thing that really will set you apart
is great marketing... Yeah.
...which is -- I believe you have that here.
I have watched this industry.
You think this is a bunch of Sharks?
Yeah. Oh, yeah.
The industry you have chosen... Yeah.
...is a sea of Sharks.
And so you're going to need a road map for sure.
Definitely. One of the things
that people didn't really understand with,
how did Uncle Nearest grow?
We're not supposed to be here.
You come into this industry, you have two options --
You either fail, or if by some strange stroke of luck,
you're able to succeed a little bit,
then you are forced to sell.
And so I came into the industry
and said, "Mm...I'm gonna create a third option.
But I can't do that if I follow the model."
Yeah. And so my distributor network,
I went into all 50 states in 19 months...
That's amazing. ...with 17 distributors.
-Wow. -I have the best distributors...
Wow. ...in every single state.
Beer category is in so much trouble... Mm-hmm.
...that every single one
is looking for the next thing.
Where I'm not sure here is,
is what is it beyond the marketing?
I don't think I've heard that yet.
It's that it's gluten-reduced.
I will tell you. So I have Lyme disease.
I struggle with sugar. I think it's the low sugar
and then it being gluten-reduced and corn-based.
Herjavec: Caroline, look, I think it's a tough industry.
I'm getting a master class in distribution from Fawn. Yes.
It's not for me. I'm out.
Robert, can I say that your story has been one
of the biggest inspirations for me and my family?
My grandmother was a refugee from former Yugoslavia,
now Croatia, walked on foot to Austria,
immigrated to the U.S. at 19 years old
with nothing in her pocket.
And now I'm standing here on "Shark Tank" in front of you,
which is a definition of the American dream.
And that's why, for any of you,
I will work so hard, because the opportunities
that I am given are a responsibility...
Yeah. ...not just an opportunity.
You can see that. Weaver: We can see it.
I mean, it exudes from you. We can see it.
Love it. Lubetzky: I've been trying so hard
because I really like you to get into this. Yeah.
But every time you speak and every time that Fawn speaks,
I realize how little I know and the gap is too wide
for me to get there.
So for those reasons, I'm out.
Thank you so much and I admire you so much.
I think that you have something special here,
so I'm gonna make you an offer.
[ Dramatic music plays ]
But my offer's going to be Sharky.
♪♪
Narrator: Two Sharks are out,
but Fawn is interested in Caroline's
low-calorie beer brand, Beer Girl.
I will give you the $125,000,
but I want 20% of the company.
[ Dramatic music plays ]
¡Ay!
Can I tell you something, Fawn?
Absolutely.
You are one of my biggest inspirations
and the rea-- I'm gonna cry. Greiner: Oh.
And the reason why you are
is because of how you live out your faith every day.
And I want to work with you so badly.
I have to make a counter. Right?
And so what I really need is funding for my purchase orders.
Would you do $125,000. a $500,000 line of credit
that I would pay interest on,
and I'll do it for 20%?
[ Dramatic music plays ]
I'm good with the offer that I've given,
but getting your P.O.s financed
is not a very difficult thing.
You're self-distributing. Correct?
Yeah. As your back end?
I'm doing all the back and the logistics.
My husband is running that
and we're doing deliveries at 3:00, 4:00 in the morning.
And we have our own delivery truck
and two part-time delivery drivers. Wow.
-That's how I started. -Wow. You are a winner.
How much did you guys put in yourselves?
$200,000.
Oh, you're all in.
The offer I have on the table
is the only offer that I'm going to give.
I don't think anybody else is gonna give you an offer.
And I'll tell you why. It's difficult, this space.
And you've got a lifeline here.
-It's impossible. -She is the perfect partner.
This is an impossible space. I mean,
some deals are meant to be. This one is.
I'm out.
I am the one person who can make sure
that your brand is seen in a space... Yeah.
...that is so crowded... Yeah.
...that you will never get out of Southern California.
I feel this will be a surefire winner.
I would love to be a part of the journey
if you would like to have me and if she would like to have me.
On the same offer, $125,000 for 20%.
What do you think?
I think with this particular offer,
I can definitely go at it alone.
And I don't need Lori, but I...
You know what? I'm gonna let her go at it alone.
She doesn't really need a partner.
She's a powerhouse.
You have an offer. What do you want to do?
[ Dramatic music plays ]
♪♪
Fawn, it would literally --
I would be so humbled to accept your offer.
-Oh, yay. -I am excited.
[ Applause ]
Foulk: Yay! Oh, you are gonna be a superstar
in this industry. Oh, my...
There are so few women in the beer industry.
They are going to love you.
Thank you. They're going to love you.
Herjavec: They are gonna love her. Thank you so much.
Now it's off to the races.
Thank you.
Whoo! [ Chuckles ]
[ Sniffles ]
I'm really emotional.
Whoo!
My grandmother, I'm just, like,
thinking about what she went through
to be able to let me stand here.
Like, I'm just -- I'm proud of myself for doing it
and for not being afraid...
and for doing it even when I am afraid.
The beer companies are in so much trouble
that they have a need for something that can stand out,
and this can actually stand out.
Yeah, Beer Girl. It's cool.
Narrator: In Season 15,
Coco and Mafe Cabezas made a deal with Daniel Lubetzky
for their frozen arepas company, Toast-It.
Our brand of better-for-you Latin American food staples
that are ready to eat in under 10 minutes.
Narrator: Let's see what they're up to now.
Mafe: The night after our "Shark Tank" episode aired,
my first daughter was born,
so you can imagine how crazy the time was.
The demand in stores was so high that we couldn't keep up,
so we went from 1 to 2 co-packers
and from producing 4,600 units per month to 24,000.
Coco: We've nearly tripled our distribution --
from 600 stores to over 1,500 stores.
We're now available at Whole Foods, Milam's,
Palm Market, Key Food, and many other amazing retailers.
The year before "Shark Tank," we had $200,000 in sales.
It's been two years since closing our deal with Daniel,
and we've made $2.3 million in sales.
Our velocities have actually increased
since we did the rebrand.
Coco: Once we started working with Daniel,
he mentioned that he loved our product,
but he felt our brand could be much better.
So we decided to rebrand to Kiosco.
Daniel helped us from picking the name, to the branding,
and to the messaging that we wanted to convey.
We're connected to the name Kiosco because it's a place
where we grew up eating when we were young.
Lubetzky: Kiosco is a space
where the Hispanic community gathers to eat snacks,
and Mafe and Coco
chose Kiosco because they realized
that the shared value of the product was Hispanic baked goods
and Toast-It was not conveying it.
And they also wanted to go beyond products
that were solely toasted.
We're so excited to launch a completely new line of products
focused on tres leches.
Tres leches is a traditional Latin dessert
composed of a vanilla cake soaked in three milks
and topped with whipped cream.
Mafe: Today, we've invited our friends, family to join us
in this celebration to launch our new products
and have a taste for themselves.
This product is literally part of who we are.
They remind us of home, of our family,
of our childhood,
and we know many of you know that feeling, too.
Lubetzky: When you think about it,
it's so hard to immigrate from another country,
come to a new culture,
let alone give birth to a company,
and Mafe and Coco demonstrate that the American dream is alive
and well, and if you work hard enough,
you can actually build something incredible.
What I would say for entrepreneurs
and for immigrants in the U.S. is, you can bring your culture
and be part of a new business.
You can share it with people. Knock on doors,
apply to "Shark Tank,"
'cause we never thought we were gonna get in
and we did. Ask people for help
and it can actually become a business you're very proud of.
♪♪
[ Dance music plays ]
♪♪
Hey, Sharks. I'm Lauryn Menard from San Francisco, California,
and I'm here seeking $250,000
in exchange for 5% of my company, GOB.
Wow. It's a big one.
So, are anyone's ears ringing?
I mean, I kind of hope so, personally,
because that means that they're working, right?
But that's what a live concert sounds like.
Add on a snoring partner,
a toddler that's screaming at 3:00 in the morning.
Or maybe you just live in a city that doesn't shut up.
What's the usual solution for any of these scenarios?
Earplugs, obviously.
But here's the real noise pollution.
The world produces 40 billion of these every single year,
and nearly all of them are made out of polyurethane,
which is a fossil fuel based plastic.
So they're single-use toxic chemicals.
It's like shoving oil into your ears, to be honest.
And they take over 500 years to break down.
So, what do you think the solution to this problem is?
Well, how about...
mushrooms?
[ Laughter ]
So... What?
GOB makes the world's first 100% bio-based earplugs
that are crafted entirely out of mycelium foam,
which, for those who don't know,
that's the root structure of mushroom.
They are completely naturally sound dampening,
extremely comfortable, hypoallergenic,
and home compostable.
So when you're done with them,
they disappear forever, just as they should.
So, whether you're at a music festival, on a job site,
or you're hiding from that screaming toddler of yours,
we got you.
So, Sharks, who's ready to cut through the noise
and plug into the future with GOB?
How interesting. Herjavec: Wow.
So, you simply place them into your ear canal
and you just push them in, and then that's it.
Lubetzky: When I put stuff in my ears like earplugs,
it's deeply uncomfortable.
Yes. This is less so.
This feels almost enjoyable.
[ Laughs ] I love that.
That's very weird. Weaver: That is weird.
[ Laughter ]
Okay, so how are these rated?
So, a normal earplug
ranges everywhere between 10 and 30 decibels.
And ours is at 20 naturally. Now, I can still hear you.
Weaver: Yeah, I can still hear you very, very well.
Yes, yes, yes.
I have a lot of experience with earplugs
in that I have a snoring husband. Yes.
So I've been wearing them every night for almost 22 years.
Okay. Herjavec: Wow.
And if I had them on and you were talking,
I wouldn't hear you. Mm-hmm. Right.
But with these, I can hear you.
Yes.
But an earplug should really have strong efficacy.
With normal ear plugs,
whether they're polyurethane foam, silicones,
things like that,
it actually knocks down the top frequencies,
which is why music sounds bad.
It's why, like, everything sounds muffled.
But with our product, it's not full, full cancelation,
but it's an improvement of sound.
How did you wake up one day and look at a mushroom
and say, "I got it -- earplugs"?
So, on top of my mom losing her hearing five or so years ago
and watching her decline... Oh.
...I started thinking about protecting my own hearing.
Especially because my fiancé is in a hardcore band.
Oh, my gosh. So I am in loud spaces all the time.
Okay, okay. So I was at a spin class.
They handed me this jug of the polyurethane foam earplugs.
There's something that happened in that moment
where I was just like, oh, these are bad.
But how mushrooms?
We spent eight months looking for a material
that could actually solve this problem.
Our partners, they're called Ecovative.
They're mycelium gurus.
They contact me and said, you're the first person
we're letting know about this material.
Try it.
Okay. What have you sold? What are your sales?
How much does it cost you to make it?
We only launched about two months ago,
but we've done 40K in sales organically,
directly from our web site.
-Okay. -40,000.
Menard: $40,000 in sales, however --
And you have a $5 million valuation?
Hold on one second. Let me get there.
Okay. I'll get there.
So, the reason why our valuation is so high,
and this is actually half of the valuation
that I'm raising venture capital at right now,
is because we are ahead of schedule
with a live entertainment company,
one of the largest in the world,
getting these into all of their venues.
So, we will be the exclusive hearing protection on site.
And if we were to penetrate just 5% of the audience,
we would be at $15 million in revenue per year.
15? One-five? Per year.
What are your COGS on this?
So COGS are great. Okay.
It's a very hard margin business. Okay.
Right now we are at about under $0.10 per plug to make.
What do you sell this pack for? There's four.
So that one, that's our B2B pack that you'll get at venues.
It's an option there. That's $5.
And your cost on this is how much?
That's about a dollar.
What do the ordinary foam ones cost?
The ones that people use now.
So because they're made of a byproduct
from the fossil fuel industry,
they're, you know, pennies to produce.
I have one issue that I want to point out to you.
Before I started Kind, I had a company called PeaceWorks,
and it brought together Israelis, Palestinians,
Jordanians, Egyptians, Turks
to work through business and make peace,
and now are so enamored with my mission
that all I talked about was
how important it was to bring people together.
And the minute that I pivoted
and I started focusing on the product's features,
I started doing better.
And then, I had the idea for Kind
by focusing on the benefits of Kind being delicious
and nutritious,
rather than talking about how we wanted to foster kindness.
And that made all the difference.
In your case, you're very mission oriented,
but there's still a lot of work
for you to develop that hero product.
Yeah. And, so, for those reasons, I'm out.
Okay. I'm disappointed in that,
but I respect that. Thank you.
I really applaud the mission.
However, I think you're going to struggle.
This is one of those products,
when they're at a concert and it costs pennies versus dollars,
they're going to buy the pennies one.
So I -- I struggle with the concept.
It's not for me. I'm out.
I respect that, but I do want to address that note.
People care a lot about what they put on their bodies
and in their bodies.
If it is comfortable and performs well,
people will buy it.
Okay, so I want to jump in.
I think there's a big market you're missing
that really wants no noise.
They would like the sustainability and the mission,
but the part that you have right now I don't think is big enough.
I think it's great that you're going on the path that you are,
but the product's not for me.
I'm sorry. I'm out. Okay, I respect that.
O'Leary: I don't think you're worth 5 million.
I don't want to get into a fight about it,
because having been on "Shark Tank" 17 years,
I've seen every movie twice now,
and I hate the movies
where there's already a huge market established
with a really inexpensive option.
I'm choking on the 5 million valuation.
I mean, look,
that often is the problem in the Shark Tank,
the optimism you have versus the reality of the market,
which will come and eat you alive later,
and you'll come back and say --
I don't think that's going to happen,
respectfully, but thank you. I hope it doesn't for you,
but imagine how many people have stood
where you are with that kind of optimism --
and you should have it --
until the real world bites your ass.
And that's coming to a theater near you very shortly.
So -- I really don't think so.
Let me just get -- Listen, listen --
So this B2B deal is not our only vertical.
We're going retail, as well. So...
Besides, you will be the competition
at a significantly lower price.
Look, I loved it. No chance in hell I'm investing.
I'm out.
Well, you still have one shark left.
Listen, for me personally,
I have used earplugs to eliminate noise for 22 years.
Mm-hmm. I don't understand earplugs
to make sound better.
Hmm. I don't understand that,
as a consumer, who that would be for.
Yeah. So, for that reason, unfortunately, I'm out.
-Okay. -Thank you so much.
-Thank you very much. -Good luck, Lauryn.
-Thank you, Lauryn. -Thank you. Cheers.
Menard: One of the benefits of owning an earplug company
is you get really good at tuning out the noise and tuning out,
you know, unwanted things.
And, so, you know, Kevin was a tough critic,
but, you know, I was able to pretty much tune him out
and not let it bother me too much.
Her mission is dictating her product. Yeah, yeah, exactly.
As opposed to product... Greiner: Right.
Product. Yeah. ...pulling the mission.
She is going to get run over by a train.
Well, isn't that cheerful?
Greiner: I know. [ Laughs ]
♪♪
Narrator: Next up is an artistic way to express yourself.
♪♪
Hi, Sharks. My name is Susana.
I'm from New York City, and if you can't tell, I'm an artist.
One way I express my creativity is through the art on my nails.
But getting your nails done can cost a lot of time
and a lot of money.
When you're in a pinch, you need to take your naked nails
from zero to full glam in a minute,
press-on nails are the way to go.
But most press-on nails
just straight up boring, basic, and janky.
That's why I created Never Have I Ever,
an instant beauty brand that lets you slay anytime, anywhere.
Our hero product lines of artists-licensed press-on nails
are wearable art that you can collect, wear everywhere.
We collaborate with influential rising artists
to create beautiful works of nail art.
Meanwhile, monetize their art in a unique way.
So, Sharks,
Never Have I Ever is stood here in the Tank
asking you for $150,000 for 8% equity of my company.
Sharks, I think I just nailed this pitch.
Who's ready to nail this business with me?
Weaver: Good job. Whoo!
O'Leary: That was great. That was great. Very good job.
Sharks, in front of you,
you each have your own custom sets of nails
to try on for yourself.
Are there stick-on nails in the market already?
Yes, there are stick-on nails,
but we are the first artist-licensed
press-on nail brand. Got it.
So your advantage is not you're the first.
You have the artistic design.
It's a really cool idea.
Can you walk me through the economics
if I'm an artist? What does it look like for me?
Every pair of nail that we sell, you get 5%.
So what is -- What do these sell for?
So, each box sells between $18 to $20.
What's it cost you to make?
$2 to $3? Tell us about you.
Actually, I was born and raised in New York City,
and I'm always that one odd Asian kid that's --
that doesn't know how to play any instrument
and also bad at math.
[ Laughter ]
But I know how to draw.
I love paintings, I love being creative.
And I went to Parsons for full scholarship,
graduate for -- Wow.
Great design school. Wow. That's amazing.
For major in product design.
Your 150,000 for 8% imputes a $1.875 million.
Where have been your sales and through which channels?
Our lifetime sales goal has hit $900,000.
Wow. Good. In how long? And our receivable --
Our receivable -- account receivables are $600,000...
Wow. ...waiting to come in.
No, no, no. That is horrible news.
That's not exciting.
Wait. Wait, wait. That's exciting.
If you have a lifetime sales of 900,000
and receivables of 600,000 --
This is our year two,
and we already confirmed $1.6 million sales.
She's done 1.6 -- Yeah.
$1.6 million. Sorry, I'm so confused.
How long have you been in business?
This is year two, so -- Got it.
So, last year, what were your sales?
$400,000.
And what will your sales be this year?
We are projected at $1.6 million.
So far, year to date? But what have you done thus far?
Yes. What have you done so far?
Year to date in our business account,
$900,000, and account receivables, nine.
No, no, Susana, let me explain something to you.
You want your accounts receivable
to be as low as possible.
Accounts receivable is when you sell to the retailer,
and the retailer has yet to pay you.
And if, at any point, you've delivered the product
and you don't get paid, it can kill you.
So AR -- Well, we don't know what her AR is.
Did you sell $600,000... Daniel.
...in the last 30 days? Yes, yes, yes!
I'm telling you, this category is a growing category.
Okay, so -- so -- Sus-- So --
It's projected more than 50 billion by 2030.
So -- So --
You have no idea how crazy this thing is going.
Aah!
We just started.
We focused a lot on wholesale because we got very lucky.
We got picked up right away with this concept.
By who? By who?
By Urban Outfitters, actually.
We're first --
You're in Urban Outfitters, every store?
Yes. Every store, more than 200 stores.
So you're in 200 Urban Outfitters.
What other retailers are you in?
We're in Pacsun.
Pacson. How many stores is that?
200 stores.
O'Leary: Listen, I really enjoyed the presentation,
but for me, it's not buttoned up enough.
I just want to be able to give you 150,000.
I wouldn't do it for 8%. I'm out.
Susana, I could not get clarity to understand
where your numbers are actually at.
I apologize, but I'm out.
Susannah. I think you're incredible.
You're an absolute genius. Creative genius.
It's not for me because I'm just not into nails, right?
Unfortunately, I'm out.
Um, you know, I love products that have a big audience,
and unfortunately, this just is too niche.
I'm sorry. I'm out.
Um...
I want to give you an opportunity.
O'Leary: Whoa. Wow.
Didn't see that coming.
Thank you. Thank you, Robert.
Here's what I can do for you.
I have a social team that I've been working with
for the last year. They're incredible.
You are made for social.
I think that retail will pull through.
It's a bit of a flyer, but I need a bigger stake.
I'll give you 150,000...
for 25%.
Ay Chihuahua. That's my offer.
Whew! That hurts.
♪♪
Narrator: Four Sharks are out.
Susana has an offer on the table from Robert
for her nail art company Never Have I Ever.
But he wants a much bigger stake than the 8%
she came in offering.
I'll give you 150,000 for 25%.
Ay Chihuahua. That's my offer.
Whew!
I would like to counter.
What's your counter?
150,000 for 10%,
plus the royalty of $0.50 per box until it capped at 150,000.
I just heard royalty.
[ Laughter ] Ooh.
[ Speaks Spanish ] I'm thinking,
I'll do the deal.
I'll drop the equity down to 10%.
But I want that $0.50 a box
until I make three times on my 150.
You've got two offers. Susana, I'll modify my offer.
Do you want a counter from me,
or do you want to do a deal with Kevin?
Well, you have two offers. You have to decide.
Do you want to hear back from Robert?
Yes. I would like to hear back from Robert.
150,000 for 20%.
So I'll come down from the 25.
That's my offer. 150,000.
So that's twice the amount of equity you got to give up.
And if your business is going to be successful,
you can afford giving me $0.50.
But the royalty goes away after 3X.
Wow. That's a tough...
...tough decision.
You got to make it. Here you are in Shark Tank.
Make the decision.
150,000, 10%...
...and royalties 2X.
No.
Susana, all due respect, I --
I'm out.
No, I -- Look, you can't --
Like I -- I-I believe in you,
but you come in here, I make you an offer.
You got to make a decision. You're negotiating with Kevin.
No, I made the decision, Robert.
Actually, I go for you. No, I'm out. I'm out.
Because thank you so much for believing in me.
No, no, no. I actually really, I-I-I--
Susannah, I can't do it. I'm sorry. I can't do it.
You -- You -- I gave you a chance.
With all due respect, to make a decision --
No, I take -- You deflected from me.
You wanted to do a deal with Kevin.
I'm okay with that. My feelings aren't hurt.
I-I-- I can't do it. I'm sorry.
I wish you all the best. I'm out.
Well?
The Sharks.
You're in the Tank.
All roads lead back to Mr. Wonderful.
♪♪
Okay, I take the offer. Yeah, no kidding.
[ Laughing ] Oh, my God.
Thank you so much. Congratulations.
I think we'll do just great together.
Just great together. Thank you.
You got it. Thank you, Robert.
It's a simple idea, and it's working.
Take care. Thanks.
I'm sorry we couldn't do a deal.
Thank you. Thank you. Greiner: Good luck, Susana.
I'm gonna put my nails on now.
That was so hard!
It was so hard! Oh, my God, these Sharks!
Robert is great. I really wanted to go for Robert.
I don't know why I didn't. I -- Yeah.
I don't know if it's the right decision, but I made it.
Because of your chirping, she lost a good deal.
She lost a really good deal.
Let's be honest with each other.
The greed. Listen --
No, no, she -- She tried to take his deal.
Thank goodness I was here.
The lesson here is there's a time to sell
and there's a time to close.
Yeah. And she had an opportunity to close.
She had it and she should have closed.
She should have closed. Robert, it's sour grapes for you.
It was Mr. Wonderful to the rescue.
Ohh. [ Laughs ] That's it.
♪♪