Narrator: Tonight on "Shark Tank"... This is a billion-dollar product.
I'm gonna make you an offer right now.
You've persuaded me. My offer is not over yet.
Wait. Wait. There's more. But wait. There's more.
Let's do a four-Shark deal.
Narrator: Which company stirs the feeding frenzy?
And which Shark is left out?
¡Y Chihuahua, caramba!
Narrator: Find out now.
♪♪
First in the Tank is a tool to fight an everyday addiction.
♪♪
Hey, Sharks. My name is Giancarlo Novelli.
And I'm Danny Chmaytelli.
And we're seeking $75,000 for 5% of our company, Bloom,
an innovative new way for you to take back your time.
Sharks, the average American -- [ Phone chiming ]
Oh. I'm so sorry. One second. One sec. Sorry.
Oh! Dude! Look at what Barbara just posted, bro.
This is so good. Giancarlo, what are you doing?
Wait. This is so funny, though.
Dude, we're on "Shark Tank" right now.
This is really important. Oh -- Guys.
I'm so sorry. I-I'm so sorry.
Sharks, this is exactly the problem.
We're spending hours a day glued to our phones.
Yep. Exactly.
The average American is projected to spend
over 17 years of their lives staring at a phone screen.
As two college students,
we tried everything to stay off our phones --
screen-time limits, app blockers.
But they were all just way too easy to bypass.
So that's why we created...
Bloom... ...Bloom!
...a stainless-steel key card that taps
and locks your addicting apps.
A simple, physical way
to break your screen-time addiction for good.
Here's how it works.
First, you open the Bloom app
and choose the apps you find distracting.
Then you press "Start Focus"
and tap the Bloom card to your phone.
You are now locked out of the apps
that are stealing away your time.
By leaving this card at a distance
or even with a friend or a family member,
you have no way of accessing your distracting apps.
And when you're ready to get back online,
go back into the Bloom app, hit "End Focus,"
and tap the Bloom card to your phone
to unlock your distractions. It's as simple as...
Tap it, block it, leave it, lock it. ...tap it, block it, leave it, lock it.
[ Laughter ] I love that.
So, Sharks, are you ready to help millions stop scrolling
and start living with...
Bloom! ...Bloom?
Help me right now.
Greiner: Yeah. Right?
Exactly. I have a million-dollar question.
Yes. What happens if you lose your card?
So, users are granted three emergency exits
so they can unblock all their apps if they lose the card
or otherwise need to urgently access their app.
I want to use this for my kids.
Will it work on an iPad
or someone else's phone other than yours?
Yes. We are gonna expand by allowing parental controls
and integrating with your tablets
and all your laptops as well.
If this is really something that users want,
the nature of OS is to bring it in the next upgrade.
It already exists. So this could be innovated away immediately,
and then Bloom is crushed like the cockroaches you are.
Scott: Ohh! No.
Ouch. Apple already does have
a screen-time-limit feature on their phone. Yeah.
But the thing about it is that they're way too easy to bypass.
If your kid is using their phone,
they're just gonna click "Ignore Limit,"
and then they're gonna be right back on their phone.
Interestingly, more than one-third of our customers
actually buy two or more Bloom cards.
So they want to focus in a community.
You have customers? We do.
Since launching six months ago,
we've already done $220,000 in sales.
Wow. How are you reaching these customers?
All through Meta ads.
And do you know who your consumer is?
Do you have an age bracket? 18- to 25-year-olds,
because that is the target demographic
that was struggling with screen time the most.
I'm 45, by the way, and I struggle, so... Exactly! We realize that.
Everybody is struggling with screen-time addiction.
So this is a pure direct-to-consumer play.
What is your customer acquisition cost?
$27 currently.
Okay. Now, what do you sell it for?
We currently sell the Bloom card on our website for $39.
And what does it cost you to make?
Landed is $2.77.
Wow! Great margin.
That's amazing.
Is there a charge for the app?
No. No. Completely free.
Do you have any competition?
There's one main competitor in the space,
but we are the only one that is on iOS and Android.
Okay. We have multiple other habit-building features.
We are also cheaper than them. They're charging $60.
And what was your profit after the 220K the last six months?
So, we did actually $60,000 in profit.
Our plan has been to launch it on Meta.
Have you done TikTok yet? No, we have not.
Did you create this yourself?
Yes. Yes. Okay.
So just tell us a little bit abut yourselves. So how did you do that?
So, we're currently two college students at UCLA.
Nice. Danny: I'm 19 years old.
Giancarlo is 21 years old.
So we're a part of the generation
that grew up watching this show. Yes.
I mean, I'm almost the same age as the show, right?
And so... [ Laughter ]
So both Giancarlo and I have really grown up watching this,
and we've always wanted to be entrepreneurs.
I'm kind of intrigued, 'cause I thought it was
an absolute piece of crap when you came out,
but then you showed up with some sales.
And I like you two dudes, and if this doesn't work out,
I'll put you in something else I got.
So I'll make you an offer. I'll give you the $75,000.
I want to be the third partner -- 33 1/3%.
And then I will jack this up
for as long as it lasts on my social.
I got a lot of followers. What do you think?
Any other offers? Just one second.
My kids, they have screen-time limits.
They're like, "Dad, would you please give me 15 more minutes?"
I can give them the 15 minutes just on my phone.
How would this be superior to that experience?
One is that we're gonna have more features
on our parental controls.
We're able to monitor what kind of screen time they're using.
But I need to go find a card
as opposed to use it from my phone.
Given you have your wallet, typically, on you
and you don't lose your credit cards,
you would be able to find our card pretty easily.
And arguably, you want to distance yourself from your card
for our main use case.
The selling point here is physical separation.
Scott: I like the physical part of this, but for my own kids,
if I'm in Los Angeles and he's in Texas,
I can go on and be like, "Babe, you're on too much today.
We're gonna adjust that."
I'm not gonna have the card with me to be able to do that, right?
I also see this as so early.
It's gonna require so much work.
And this is just not my wheelhouse.
And for those reasons, I'm out.
Thank you for your consideration, Kendra. Thanks so much. Yeah.
However, I just do want to emphasize our primary use case
isn't really parents and children.
This is for individuals, young adults
who realize they're wasting their lives on their phones.
And how do you think Giancarlo and I came up with this idea?
We'd spend hours a day
just scrolling mindlessly on our phones.
You know what? You've persuaded me.
I actually see it's not a product for me.
It's for those 18- to 24-year-old kids.
So I will do it for 25%.
Better than his. Williams: Let me chime in here.
I agree that there's a problem,
but I think there are multiple solutions.
For me, I'm out.
Greiner: Listen, guys.
I was very, very impressed watching the both of you.
And I think that "Shark Tank"
has actually helped create people like you.
But I think it only takes one great idea to change your life.
And I see that coming in you.
I don't think this one is it yet.
So on this one, I'm going to be out.
Well, thank you for your consideration, Lori,
but I do want to push back on one point.
This is a billion-dollar product.
You have two Sharks that are in.
You don't have to push back too much.
You just have to get a deal done.
Absolutely. But it still plays into the negotiation.
Don't worry about the noes. Focus on the yeses.
In a recent survey, over 57% of Americans admit
that they feel addicted to their phones.
50% of founders talk themselves out of a deal
because they're still selling when you have offers
on the table. All right. Enough. What are you gonna do?
Okay. We're gonna heed your advice
and we're gonna start negotiating.
There you go. Greiner: Okay.
[ Whispering ] If you do 75 for 10.
Okay. Would either of you guys
be willing to do $75,000 for 10%?
Pshew. [ Laughs ]
No. Greiner: Daniel?
I just -- I'm just happy with my offer.
Okay. We're projected to do
over $2 million in sales this year alone.
I've never seen a projection I didn't like, ever,
from an entrepreneur standing where you are. [ Laughter ]
I think that the work ahead
is far, far greater than you guys realize.
Okay. So what would be your counter to 75 for 10?
I gave you my 25% offer.
25 for the 75. I'm 33 1/3.
Would you be willing to do the 75 for 15%?
No.
Okay. So wait. Give us 10 seconds.
[ Laughter ]
I love these guys.
Okay.
So what if we do, you know, 75,000 for 25%,
but split equally between Mr. Wonderful and Daniel?
Oh. Two Sharks. No. I'm not interested.
I'm either doing this alone or I'm out.
Not that I don't like Daniel,
but this is not a deal where you need two Sharks.
Guys, choose a Shark or just turn the deal down.
Should we do one last counter? Or no? Try?
He may take it. He'll feel bad for us.
Mm...
Okay.
Daniel, how about 75,000 for 20%?
I mean, we've come up from 5%.
Could you give us a little wiggle room?
♪♪
You got a deal.
Scott: Yes! Yes!
Thank God. Oh, my goodness.
Congratulations, you guys. You did it.
Oh! I'm so happy! Danny: Thank you so much.
Thank you. Really excited. We're excited.
And thank you for your offer, Mr. Wonderful.
It really meant a lot.
You got it. Thanks.
Congrats, guys. Williams: Good luck, guys. Congratulations.
Oh, my God. My God.
Dude, we got a deal! It's awesome! Ohh!
Danny: We took Daniel over Mr. Wonderful
because he was much more flexible with valuation.
And we think his experience with Kind,
turning it into a billion-dollar company,
is exactly what Bloom needs.
Williams: They drive a hard bargain, Daniel.
Daniel, you are a very earnest Shark.
You know how much time it takes.
You really put your heart and soul into it,
and you don't just give any deal easily.
And they're very lucky to have you.
Scott: They really are. Thank you.
I couldn't agree more.
♪♪
Narrator: Next up is a product
to improve performance and safety for a beloved pastime.
♪♪
Hello, Sharks.
My name is Alyson, and this is my husband, Ryan.
And we're from beautiful San Clemente, California.
We're here today seeking $360,000 and your expertise
in exchange for 9% of our company, 9 Strap Technology.
Sharks, every year, millions of baseball players
and softball players, whether amateur or professional,
struggle with one thing --
keeping both hands connected to the bat
throughout their entire swing.
This can lead to bad performance
and, even worse, serious arm and shoulder injuries.
We decided to do something about it
and created the 9 Strap, the only game-ready hitting tool
that keeps both hands connected to the bat
and ensures that every swing is your best swing.
And, Sharks, this thing works on your very first swing.
Instant results.
Let us show you how it works.
As you'll notice here,
the swing without the 9 Strap is weak, unbalanced,
and puts both him and the catcher at risk of injury.
The swing with the 9 Strap is clean, tight, powerful,
and balanced, with good posture.
And best of all, both he and the catcher are safe
from single-arm-swing injuries.
You'll see a clear distinction in this side-by-side video.
And what started off for baseball and softball
has also proven to be very effective
among other sports, such as golf, pickleball,
tennis, and even cricket.
All right, Sharks.
Who's ready to step up to the plate...
and knock it out of the park...
O'Leary: Ooh! Williams: My goodness.
...with 9 Strap technology? ...with 9 Strap technology?
Scott: Wow!
Rashaun, you played baseball, right?
Yeah, I did. Come on up here and give this a try.
Oh, my goodness. Now, it's been 25 years.
I just want to put some disclaimers on it.
And I was a pitcher. [ Laughter ]
Okay. So put your fingers together, thumb extended.
And we're gonna go ahead and slide this on
all the way over to the palm area.
And then he can just Velcro it up right here, just like that.
And now what we're gonna do is we're gonna have Rashaun
take his normal grip, just like he normally would.
So keep this hand on tight, remove this hand real quick.
And now we're gonna go ahead and cinch this down.
Now go ahead and regrip with your bottom hand.
And you will feel that. Ah.
All right. We're gonna let Rashaun take a whack here.
♪♪
Nice! Yeah!
That was really good. Thank you. Okay.
Thank you very much. Yeah.
Wow. That was great.
Are there any regulatory restrictions,
either in baseball or in any other sports?
In baseball, in fact,
one organization had actually banned it
because it does improve your hitting.
What they found is that when you swing with two hands and finish
versus one hand and finish, you have more distance.
And so we have 100% approval now
for all high school competition.
How did you guys, like, come up with this?
I'm dying to know. So, July 6, 2023 --
In professional baseball,
one of my favorite players took a swing,
and it destroyed his shoulder.
And I thought, "There's got to be a way
to help ballplayers keep both hands on the bat in game."
When he came up with this idea, he's like,
"Can you get your sewing machine out and make this?"
Chief product officer. I'm like, "I don't even know
what the heck you want me to do."
But I sewed something together with some Velcro on it,
and we started manufacturing them from home
in the kitchen. Yes. I love it so much.
And it was -- O'Leary: Listen. This is all great.
But let's talk about the product sales
and why you're worth $4 million.
In the last 11 1/2 months,
we have sold $1.3 million in sales.
Wow! Oh.
That's a home run if I've ever seen one. And who are you selling to?
So we understand. Right now it's direct to consumer.
Everything's online. 99% is online. All D2C.
We're just now starting to get major interest
from the retailers. Alyson, are you sitting there
sewing them all on your sewing machine?
No! No longer.
So what does it cost to make it now?
Between a $1 and $1.40.
Okay. Now, what do you sell it for?
We sell it between $40 and $50, depending on the unit.
¡Y Chihuahua, caramba!
We've sold over 31,000 units, okay?
with less than a 1% return rate.
How much profit did you make on that $40 sale?
Our EBITDA was $432,000.
Wait. This is year one. Your EBITDA is 432,000.
Yes. 432,000.
O'Leary: Do you want to hear offers
or just keep talking how great it is?
We would love to hear offers. I'm so excited to hear numbers.
I'm gonna make you an offer right now, okay?
I love it. I'll give you $360,000 for 15%.
But I want a royalty of $2 a unit
until I get back 3x on my money.
Williams: Okay.
So, I mean, I've done 180 investments.
I've been playing baseball my whole life.
I played semi-pro baseball. This is my life.
And I mentor 50 Major League Baseball players.
Anyway, I'll give you your 360. I want 27% of the business.
27%? That's very precise, Rashaan.
It's three times the 9% they offered.
All right guys. I think that you're fabulous.
But I think there are other Sharks here
that would be more passionate about it.
So I'm going to go out, but I wish you good luck.
Thank you, Lori. Alyson: Thank you.
The name -- Why 9 Strap?
One night, we were out at dinner
and Ryan puts the strap on the table,
and it makes the shape of a 9, right?
And also in baseball, there's nine innings,
nine players in the field, nine players in the lineup.
Will you hold this? Yes.
Ready? Yep.
Integrated with the batting gloves.
Williams: Oh. That's nice. Ooh. More products coming.
Ryan: When you put this on,
this strap will no longer be able to slide over your knuckles
or move or anything. Oh, my gosh. So cool.
It's now 100% integrated, okay?
O'Leary: Daniel, do you want to make an offer?
What do you want to do?
Oh, good. I was worried it was coming to you. Wait. Wait.
Wait! I'm not -- Rashaun, you don't even know.
Just because I'm a woman over here.
I'm about all this. I am a mother of boys, okay?
Yes. I am very excited about this.
Let me tell you. Without her, there's no way this is possible.
You know what?
This right here is what the American dream is all about.
And you guys represent that.
So, guys, what would you be willing to do
if Rashaun and I came together?
I first would really want to know
how two Sharks is actually gonna be better than one.
It's a great question.
Oh, I like that!
O'Leary: Let me counter all that.
The problem, we're gonna find out right now,
is how much equity you want to part with.
I'm gonna keep squeezing down to make his pain really bad.
Because what's gonna happen
if you want to put these two Sharks together,
they're gonna ask for more equity.
So I'll drop my equity ask down to 5%.
Wow. Your margins are so fantastic now.
You can afford two bucks.
Look. He's a hard money lender.
You can go to a bank and get that.
Daniel and I are your equity partners.
We gave you an offer combined --
Why would you part with more than 5% equity?
...360 K for 27%.
If you want to counter, we're open to a counter.
You'd need to be paying him back in his 3x over $1 million.
My wife wants to know where Kendra's at.
Really? Okay. Well, look.
Yes. I know how to build a brand.
That's what I've done with Kendra Scott.
A lot of these are going to go to the masses.
And guess who's gonna be buying them.
Moms just like me
and your gorgeous wife standing next to you.
I would say I would want about 12%, no royalty,
and I can bring in amazing advisers.
It's really just taking a fantastic product
and putting the branding and marketing machine behind it.
And that, my friends, I'm an expert at.
And what I would like to suggest is
if you're comfortable with a two-Shark deal, Rashaun and I,
we should do it for 20%, the two of us.
Williams: I'm good with that.
Okay. So you're now down to 20%?
I'm 12%. You're 12%.
So you guys have to make a decision.
I'm really torn.
Sometimes I think maybe going with multiple things
could slip through the cracks. I agree with that.
But I am open to doing, like, a three-Shark deal at 15%.
What three Sharks do you want?
Um...
Narrator: One Shark is out,
and the remaining four have offers on the table
for Alyson and Ryan's baseball-swing aid, 9 Strap.
But they seem only interested in doing a deal with three Sharks.
I am open to doing, like, a three-Shark deal at 15%.
What three Sharks do you want?
I don't care. [ Laughter ]
You have to make that decision.
And then if it is multiple, which ones?
If it's a single one, pick.
Let's do a four-Shark deal at 15% and we'll split it.
You offered three Sharks at 15%. If we got four Sharks in --
So what is that? 90K each -- and we did the 15%...
I don't want to get less than 5%. Same here.
If I'm gonna do all this work, it's got to be worth something.
No. I-I understand.
I think it's 20%. It's got to be 20 for four.
And I want to do some distribution like right now. But you get four Sharks.
Yeah. Can we do 20% between the four Sharks,
but we absolutely have to get up to a $4 million valuation.
I'm not gonna take $360,000 for 20%.
There's no way.
♪♪
And you'll add a royalty? You got to put a royalty in there,
'cause you're talking a huge amount of money. Yeah. The math doesn't work.
It would be $800,000, right? Total?
Mm-hmm.
♪♪
I'll give it to you. Here it comes.
$800,000 for 20%, four Sharks.
There is a $2 royalty until 3x on the capital is back.
And we go to work like hell on distribution, obviously. Yes.
Okay. Look. I will do that deal. I'm good with that. I'm in.
Are you in? I'm in.
I think you have agreement. Are you ready? I'm in.
♪♪
What do you think?
I think we do it. Okay.
You have a deal.
All right. All right. All right. Oh, my God. I'm so excited!
You know, that's unique.
We need, like, a group hug. We need, like, a group hug!
I'll come over here. Congratulations.
Great product. Amazing numbers.
Go, 9 Strap! Whoo!
[ Laughing ]
Scott: Thank you, guys. Alyson: Thank you so much.
Thanks, guys. Thank you.
Congratulations, you guys!
This is amazing.
Oh, my gosh. It's incredible!
They all loved it. I know!
[ Voice breaking ] They all loved it.
Oh!
♪♪
Narrator: In Season 16, Anh and Joseph Trousdale
made a deal with Kevin O'Leary
for their instant-pho-soup company, PhoLicious.
The most authentic instant pho you'll find on the market,
developed by my mom's secret recipe.
We didn't have investors, so we decided to sell our house.
Our family of four lived in a camper for two years. Are you kidding?
For two years.
Narrator: Let's see what they're up to now.
The following days after we aired on "Shark Tank,"
we sold out on Amazon.
Our Walmart inventory sold out.
Kroger reached out to us after seeing it on "Shark Tank"
and was like, "We want you in stores."
Anh: With Kevin's check.
We spent over $700,000 on new equipment and robotics.
Which allowed us to go from 8,000 bowls a day
to over 50,000 bowls a day.
When we pitched to the Sharks,
PhoLicious did $4.2 million in three years.
Since we closed the deal with Kevin 10 months ago,
we've done $8 million in revenue,
pushing our total to $13.5 million in lifetime sales.
Today we're sampling our new line of super-spicy ramen,
and we've got a little bit of extra help.
Hey, it's not every day Chef Wonderful hands out soup,
but I love PhoLicious.
PhoLicious is unique. The product was spectacular.
But the real reason for that deal --
Their story made me feel confident
that if I turned on the heat, they could deal with it.
And they did.
Joseph: You know, our pho did so well,
they actually came to us and said, "Ramen's hot right now.
Can you guys make a super-spicy ramen?"
And they gave you an end cap. This is hard to get.
O'Leary: If you get shelf space, which they're getting,
you got to deliver!
The retailer's blown away by the sell-through,
and they give them more and more and more shelf space!
That's how it works!
We were in a few Walmarts and all H-E-Bs.
Since airing, we're now in Kroger's,
all Hy-vee's, and Walmart has expanded us
to over 2,000 locations nationwide.
When we started our business, we risked everything --
our mental health, our physical health,
our soul -- everything.
Sometimes you just got to risk big to go big.
Fork or chopsticks? Everybody has that thing --
Do I really need "Shark Tank"?
The answer is yes.
The connections that come with it,
the credibility that comes with it,
and the opportunities that come after you air --
We couldn't even imagine until it happened.
The power of the "Shark Tank" platform
is not just for business.
It changes lives! It makes them better.
It's incredible, and I'm so proud to be part of it.
♪♪
Narrator: Next up is a tasty treat with just one ingredient.
♪♪
Hi, Sharks. I'm Michelle.
I'm Aviv. I'm Jayna.
And we keep it Hundy. And we keep it Hundy. And we keep it Hundy.
Today we're seeking a $300,000 investment
in exchange for 10% equity in our company, Hundy --
what the frozen fruit pop always should have been.
Sharks, we are in the thick of an ingredient revolution.
Today's consumers aren't just shopping.
They're nutrition-label detectives
demanding transparency.
Take a walk down the frozen aisle
and you'll find most products are filled with ingredients
that belong in a lab, not in your food.
Red 40? No, thank you.
Ew! Ew!
[ Laughing ] Geez. Yellow 5?
But why?
Gross. Gross.
[ Laughing ]
Sodium benzoate? What even is that?
Can I buy that painting?
That's why we created Hundy,
the cleanest-label frozen fruit pop ever made.
Now, Sharks, introducing the only ingredients in Hundy.
Put your hands together for organic mango
and organic pineapple!
[ Cheers and applause ]
Oh, my God. We've got samples!
Yay! Thank you very much.
Lubetzky: Go, mango! Williams: Oh!
Go, mango! Go, mango!
Scott: Thank you! Go, go, go, mango!
Go, mango. Go, mango.
Scott: You're very excited about that, Daniel.
That's right, Sharks. No additives, no preservatives.
Just fruit, frozen to peak ripeness and packed in a mess-free, on-the-go tube.
Parents trust it. Kids crush it.
Healthy eaters call it a miracle.
We're not just a frozen treat.
We're redefining what belongs in your freezer. Mmm.
So, Sharks, who's ready to lead the clean-label takeover
and freeze out the old guard?
Come change the game and keep it Hundy with us.
O'Leary: Very good. Very tasty. Yummy. Very delicious.
Any added sugar?
And there's nothing in it but the fruit?
All you're eating is 100% USDA organic fruit.
This stuff is insanely delicious.
Thank you, Daniel. Aww! Thank you.
Most popsicles is just water or whatever.
Exactly. This, you feel that you're doing something good
because you're eating the mango and the chunks,
and it's a very nice experience.
So we have in front of us mango and pineapple.
But are there others? Michelle: That's a great question.
One of the reasons we're here
is that we want to introduce our next fruit.
We've been asked for it by some retailers, to have a third SKU.
It's berry. We love our berry.
Yeah. Berry would be great. Aviv: It'll be a harmonious blend
of organic raspberries and organic blueberries.
We all love the product.
So let's talk about the 300,000 for 10%, 3 million valuation.
So you must have some sales.
Michelle: We do. We launched in 2024.
We've done $300,000 to date.
We are in 350 retailers to date,
mainly focused in the western region.
What are you gonna do this year in sales?
This year in sales, we're looking at 760,000
with our current retailers. Wow!
Impressive. Very good.
You're not making any money yet, right?
We do have margins, so we are making money,
but we're reinvesting it back into the product
to buy our raw materials.
And where did the name come from?
So, Hundy means 100%.
It's 100% fruit, organic fruit. It would always be that way.
We will never use any other ingredients.
And keeping it Hundy means, you know,
galvanizing community to have a collective sense of joy --
Oh, I know what it means. I say it every day.
Aviv: Heck, yeah. Hell, yeah, Rashaun.
That expression exists? Yes.
100% it exists!
You like the name Hundy?
I do. We are the first of its kind.
We are the only product in the frozen-novelty section
that is truly one ingredient.
And, you know, we're reformatting something
that you all know about from the past,
that we grew up eating, which was those, you know,
freeze pops that are essentially water, sugar,
high-fructose corn syrup, and extremely harmful food dyes
that I was splattering on that board for a reason --
because they're terrible for you.
How big a mode is there here?
'Cause, I mean, there's nothing really proprietary
about crushing fruit and freezing it.
We do have a patent pending.
What would be the patent for? The process?
The process itself.
It is more complicated
than just putting frozen fruit into a tube.
If you did that, it wouldn't come out as a pop.
It would come out like those smoothie bags.
We're keeping the integrity of those chunks,
and that's the really unique part.
And then, again, not adding anything.
And we also have a frozen shelf life of two years.
So we're a little bit about sustainability. That's a long time.
How much do you sell it for?
Our suggested retail price is between $8.99 and $9.99.
What does it cost you? Michelle: Our mango cost $3.22 to make.
Our pineapple goes for $3.92 for us to make.
The most popular fruits are strawberries, bananas.
Why are you afraid to go there?
Strawberries can be unpredictable.
Even though they look amazing in appearance,
they're not always that sweet, especially when they freeze.
If you're not particularly crazy about mango or pineapple,
then you might not pick it up.
So I love the mission, but as an investment for me today,
it's not the right one.
So I wish you good luck, but I'm out.
Thanks so much, Lori. We really appreciate that feedback as well.
I agree with Lori 100%. I love that it's 100% fruit.
I am always looking for something
that's a healthy dessert for my family,
and I'm so excited to become a customer.
But as a Shark and coming in and trying to really help you grow
and expand this brand, I just don't think I'm the right one.
And for that reason, I'm out.
Thanks so much, Kendra. Thank you. We appreciate it.
We understand. And thank you.
Uh, guys, you're not worth 3 million bucks.
But I don't want to beat you up into a pulp.
It's the hardest job in the world that you're facing.
And we're here to do it. I just -- O'Leary: No, no.
I believe you can.
I just had a baby three weeks ago, and --
Greiner: You did?! Look at you! Amazing!
I'm standing here for my other baby as well. Congratulations, you guys.
Wow!
You know, I love the kumbaya stuff,
but at the end of the day, it's a business, all right?
We're ready to scale. We know how to do it.
The great news is you're on trend for your longevity.
You could argue that, for the fructose versus cane sugar.
All this stuff, but I'm not your guy because I j--
I want to shred you on valuation, but I'm too nice!
Well, why do you... I've got anger management now.
I've got anger management. But look... Yes.
Good luck to you. I'm out.
Lubetzky: Listen, guys. You're very credible.
You know your stuff. I think you're gonna do well.
I also know - I don't think. I know --
that it's gonna be like this -- Wha-hoo!
Like a roller-coaster ride.
Your valuation is completely mispriced...
...and your margins need to improve.
There's just a huge gap between where you're at
and where you need to be for me to be able to consider
an investable business, so for those reasons, I'm out.
So what do you think the valuation should be?
And it just seems like the valuation is stuck for you guys.
It's not solely your valuation.
The bigger thing is you don't have product-market fit yet,
and it's just too early.
So let me give you an example.
Is this for babies, adults, or workout people, right?
Should I put it in a smoothie?
Should I feed it to babies? Or should I put tequila in it?
It's for babies who work out. [ Laughter ]
Right. It's a little too early to know
who the main buyers of this thing are,
so you can't target them and add accelerator to your growth.
And that's a very tough situation for an investor,
'cause again, I'm not giving you lift.
I'm giving you runway. And investors like to get lift.
I have to say, Rashaun, every time I listen to you talk,
I fall in love.
Everything you say is so interesting.
I'm highly susceptible to flattery, so I appreciate that.
Now, so, the last thing is you have the right pitch.
You're raising the right amount of money --
but just from the wrong people.
You should really be talking to family, friends,
and you know who the last F is?
Fools. Those are the three people
you should be raising from right now.
So unfortunately, guys, I'm out.
Okay. All right.
We really appreciate it. Thank you for all the feedback.
Thank you, guys. Good luck.
Jayna: Thank you all so much.
Really appreciate the opportunity.
Thank you. Thank you.
♪♪
Jayna: Everything that hasn't worked out for us
ends up really working out for us.
So we're gonna stay optimistic, we're gonna stay motivated,
and we're always gonna continue to keep it Hundy.
♪♪
Narrator: Next up is a beauty brand
that both kids and parents will love.
♪♪
Hi, Sharks. I'm Sydney.
And I'm Sydney's mom, Tiffany.
I'm Sydney's dad, Byron.
And we're from Santa Barbara, California.
Today we're seeking $200,000
for 10% of my company, Glimmer Wish.
I have always loved cute and fun beauty products
for as long as I can remember,
but my mom would take one look at the ingredient list
and say, "No way."
Because they were packed with harsh and unhealthy chemicals.
I wanted Sydney using safe and clean ingredients,
but the health-food-store options I offered her
did not appeal to Sydney.
All of the clean products were not fun,
smelled bad, and were just boring.
And who wants boring?
See, Sydney wanted the fun and delicious scents,
but Mom wanted the clean and safe ingredients.
We couldn't find any products that had both.
That's when I decided to start Glimmer Wish
and make clean products fun.
The Unicorn collection smells like Sydney's favorite,
cotton candy, and the Mermaid collection
smells like a tropical island vacation.
Both collections include shampoo, conditioner,
body wash, hair detanglers, hairbrushes, and more.
Our formulas are made in the USA
with our strict clean-ingredient protocol.
They're dermatologist tested, 100% vegan, and cruelty free.
All: So, Sharks, who's ready to swim with the mermaids?
So, Sydney, how old are you?
I'm 16. You are so impressive.
Thank you. And you're like,
"I want 200,000 for 10% of my $2 million company!"
Like, bam! Look at you! Go, girl!
Thank you. I love this!
How involved were you in bringing this brand to life?
My grandma and I actually sketched out
the designs for the bottles.
Yeah. I was very involved in it. These are beautiful.
Thank you. Really a beautiful package.
So nice, right? I mean, it's so pretty,
after I use it, I wouldn't want to throw it away.
Thank you. It's so pretty.
I will tell you -- I think the fragrances --
I love the smell of cotton candy...
Oh, my goodness! ...vanilla.
Like, I love -- The three here. smell just phenomenal.
You want to eat them, really.
I would love having them in my hair.
I'm dying to know right out of the gate --
What are your sales?
Yes. 2023 is our first full calendar year,
and we did $1 million in sales.
Whoa! Scott: Wow.
Wow. Sydney!
Unbelievable. Okay. Let's talk the next year.
'24?
In 2024, we did $1.1 million in sales.
Okay. O'Leary: Okay.
And then this year, we are projected to do
$1.5 million in sales.
And where are you guys selling right now?
So, 90% of our sales are direct to consumer.
Are you making any money?
This year will be profitable. Last year, we were not.
How did you end last year?
On the 1.1 million, we lost 185,000 last year.
And why? Advertising costs.
So we wanted to, out of the gate, really see --
Do we have product-market fit?
How much did you spend? We've put in 1.2 million.
Whoa. Wow.
So, tell us about you and your background.
In college, I co-founded a med-tech firm.
Oh. Okay.
And I grew revenue to more than $360 million per year.
Oh, wow. Impressive.
Very. And we took the company public in 2014,
and things were going great, but then we started to falter,
and the pandemic really hurt our business.
Sorry. Our CEO retired,
and the new CEO proceeded to replace
the entire executive team, myself included.
And so after 20 years of building my company,
it was taken away from me.
I didn't know what to do.
And Tiffany, my wife, said, "Well, look at what you have.
What about Glimmer Wish?"
And I said, "Am I really gonna go from med tech to mermaids?
But we really analyzed the company. Yes.
I made Sydney write a business plan and present it to me.
Tiffany: I have a degree in communication studies
and advertising, and that's how I met Byron.
He was starting his med-tech company.
And we fell in love, get married,
a few years later have Sydney,
and I started having some really scary symptoms --
chest pain, shortness of breath.
I was in and out of the E.R. Oh, my goodness.
Oh, my gosh. And I didn't know what was going on,
and neither did any of the doctors.
And it took three years
for me to finally get a diagnosis of Lyme disease.
Oh, my gosh. Oh, wow.
It was a really hard time, and I remember in the E.R.,
I was laying in the hospital, and I was...
just prayed that God would let me raise my young kids.
[ Voice breaking ] And it's so amazing
to be here today because...
I didn't know how it was gonna work out.
And to be here today with Sydney is such a blessing,
and I'm so thankful to God that I'm here and healthy.
And...there's so much to this company.
Um...because I realize how sick people can get.
And it changed everything --
every product we used, everything we ate.
And I was, like, on a mission to heal myself,
to heal my family, and to make sure
that anybody else wouldn't be caught in this situation
of just continual toxins in our body.
Yeah.
This is the silver lining.
Yes. Williams: Mm.
Greiner: All right guys.
What is the price to make this, and what do you sell it for?
$4 on average to make it,
and we sell it for $22 on average.
Wow. 22? That's a premium product.
So it's a high price point for a shampoo.
O'Leary: So you're 90% direct to consumer.
Correct.
So you know your customer acquisition cost.
Yes. So, our CAC is $10.
That's high.
ROAS? ROAS is 2.3.
And obviously that's directly attributed revenue
to that ad spend.
Williams: Let me ask you a question.
What do you need to do to do 10 million in sales?
Your money.
"Your money"! [ Laughs ]
So for 200 grand, you guys would do 10 million in sales?
Well, that's the catalyst. Maybe a little more than that.
But we're growing,
and we're really starting to get now interest in retail,
which can really accelerate it.
Oh, I wouldn't go there right now.
You know, I sold my first company
to Mattel, the toy company.
One of our targets was 4- to 14-year-old girls --
dolls, plush toys.
One thing I learned right away
is they don't have any credit cards.
You got to capture the parent at a time
when they want to introduce this fun, safe, clean product.
And that was what really, really was tough.
Mom is always on the lookout for products,
and especially health-conscious moms
that want clean ingredients.
I get it. I get it. We see moms that say, "Okay. Clean ingredients --"
But that is the target -- the mother.
The mom is the target. And it's not only -- The mother with the credit card.
But this isn't a journey I'm gonna take with you guys.
The numbers are pretty tough for me.
Look. I'm out.
♪♪
Sydney, can I tell you guys how to get to 10 million in sales?
You guys need to create YouTube content,
and you need to be an influencer for girls
that are your target demo.
If you just went and became an influencer,
the sales will come because all of these kids
are glued to YouTube and TikTok.
That's how you get Yes. to 10 million and get
your customer-acquisition costs down overnight, right?
Yeah. But it's not my area of expertise.
I don't think I can help you along that journey,
so, unfortunately, I'm out.
Thank you. Thanks for your feedback.
Lubetzky: I think I'm also gonna step out
just because you have two formidable women joining forces.
They're not inviting me.
And also it's not an industry that I am an expert in.
So for those reasons, I'm out.
Thank you. Thank you.
So, guys, this is a phenomenal product.
I think you have a beauty brand
that could absolutely blow up if you have the right partners.
And I think that's where my beautiful friend Lori and I
would come in.
So what we're thinking... Uh-oh.
We think your valuation's a little off, okay?
Look, guys. You lost some money.
We know you've invested so much in this.
But we feel like a fair offer is 200,000
for 20% of your business.
We each would take 10% to make it worth our while.
We're gonna have to do a lot of work here
to really help you guys propel this.
So less than what you're projecting to sell this year. We're not done.
My offer is not over yet.
Wait. Wait. There's more. But wait. There's more.
♪♪
Narrator: Three Sharks are out,
but Kendra and Lori have an offer
for Sydney's clean beauty line, Glimmer Wish.
So we are gonna offer you 200,000 for 20% of your company.
10%, 10%.
But we want a royalty -- a dollar per every item sold
until we get one and a half times back our money.
Very fair and reasonable to be able to put that risk in.
Thank you. And also --
So you have to pay them back 300,000.
They have learned --
The grasshoppers have learned from the master.
We understand the desire for liquidity on the royalty.
Our ask was 10% for common stock.
What if we did the 10% for preferred stock?
So you could participate in all of distributions
right along with us along the way? Mm! Mm.
♪♪
I kind of like that.
How about preferred at 15%?
And still the payback.
Oh.
You still want the royalty? Yeah. I still want the royalty.
Well, then...
Would you be willing to come down on the royalty
just so we can fully invest back into the company,
grow as fast as we can?
It's only $1, and there's two Sharks.
Right.
O'Leary: What are you gonna do?
We're good with the 15%.
Our ask is that the royalty is capped
at the investment of 200,000.
♪♪
So it's just they get their money back.
Instead of 300,000, it's 200,000.
Correct.
I'm gonna let you make this decision, Lori.
Ooh.
I trust your gut.
♪♪
Look at these faces.
Oh, my God! [ Laughter ]
♪♪
All right.
Whoo! [ Laughs ] Whoo!
Oh, my God. [ Laughs ]
[ Indistinct conversations, laughter ]
Oh. You're amazing! Look what you did!
Did you ever think? [ Voice breaking ] No.
Aww! Don't cry.
Those are tears of joy, right?
You are a little rock star! Lori! Oh, my God!
♪♪
Sydney... Oh, my gosh!
You did such a good job. Whoo!
We just got a deal. I mean, dreams do come true.
This is amazing.
This is why we love "Shark Tank."
This is why it changes people's lives
and just fuels small business and entrepreneurs and ideas.
This is what the American dream is.
Well, I just want to say to you two... I love it! Yes.
...that 16-year-old took you for a ride.
[ Laughter ] I love her!
You're gonna glimmer-wish -- You guys are crazy!
You're gonna glimmer-wish that you did the deal.
That's right. Oh, yeah. You bet. You bet.
♪♪