14x10 - Episode 10

[bunniefuu]

Narrator:
Tonight, Gwyneth Paltrow,

Oscar-winning actress
and founder

of lifestyle juggernaut goop,
joins the t*nk.

I tend to invest in things
that I would use,

a huge opportunity here.
And I think you have

Our team of MIT engineers

award-winning technology.
Developed

Jica what?!

Corcoran: Oh! Jica yeah!

I'm a little nervous, so I'm
gonna need a drink for this.

Samuel: I fell in
love with an acrobat,

to a surprising
discovery. and it led me

Oh, my God. Whoa!

Hello! This is crazy.

In just one year
sales, $1 million. Wow.

O'Leary: No one is
gonna do this deal...

Not here, not anywhere.

Who coined you "Mr.
Wonderful"? Greiner: He did.

He did himself.

Gwyneth, there's
truth in advertising.

That's bold.

♪♪

First in the t*nk Narrator:

is a healthier version of a
favorite breakfast indulgence.

♪♪

[ Gasps ]

♪♪

♪♪

Corcoran: Wow. This is crazy.

♪♪

This is Lindsey.

[ Applause ] Greiner: Wow. Wow.

Hi, Lindsey. Hi, Sharks!

Cuban: Hi, Lindsey. Samuel:
Lindsey is the love of my life.

And I am Samuel Taylor,

Long Table in
Chicago. the founder of

I'm here to offer you


in exchange for $140,000.

See, I fell in love
with an acrobat,

to a surprising
discovery. and it led me

Are you telling the story

of how you won my
heart with pancakes?

Yeah. Nice.

[ Laughter ]

See, I badly wanted to impress

this deeply charming
acrobat with a pancake

that would be
nutrition-dense enough

one of her performances,
to carry her through

but also so light
that, like her,

it would practically float.

Damn. Now, I knew
that meant whole grains,

whole-grain flour out
there but there was no

that was fluffy enough.

So...

I invented a new one...

Hello! Oh, my God. Whoa!

Out of popcorn!

Corcoran: Oh. Crazy. Wow.

Popcorn flour is a new twist

on an heirloom whole grain,

and it makes the lightest...

Nicely done. Thank you.

Good job.

[ Applause ]

[ Chuckles ]

lightest whole-grain pancakes
Popcorn flour makes the

in the world.

He invented a flour
for me. [ Laughter ]

Of course I married him.

I love flowers.

Good luck, my love.

I'm out. Uh, do you want a ride?

Yeah, sure. Let's go.

♪♪

Corcoran: Whoa. Whoa!
Greiner: Oh, my God!

Oh, my God.

Wow.

Greiner: Wow! Good
job. That's great. Wow.

So these are our farm-to-
table, clean-label pancake mixes.

I sourced my heirloom
grains directly from

organic and
regenerative farmers.

And now is the
part where I ask you,

who wants to sit
at the Long Table?

Cuban: There you go. Greiner:
So we have samples in front of us?

As long as you're not asking
us to sit up on that thing.

No, no, no, no.

Yeah, yeah. Dig in.

Are arranged thusly.
So the pancakes

are definitely our best
The big pancakes seller.

Those are the
popcorn-flour pancakes.

Greiner: It's very interesting.

It tastes popcorn-y-ish.

Corcoran: It's lighter than
Yeah. a typical pancake.

That's also 100% stone-ground,
whole-grain pancake.

It's very good.

It's actually really
good. Corcoran: Ooh.

It's got Thank you.
A crunchy aftertaste.

That's very, very
good. Thank you.

And then the other
ones you've got there,

is my personal
favorite. the blue corn

make great pancakes,
They don't just

they also, of course, make
great waffles. Greiner: Ah, yeah.

And one of my best customers
is reminding me of this fact

so very frequently

he should just come
on down that I told him

and make y'all some waffles.

He's America's friend...
He's my good friend,

Mr. David Schwimmer!

♪♪

Aw. Greiner: [ Chuckles ]

♪♪

Cuban: There you go.

Corcoran: Wow. What?!

Schwimmer!

Wait, can I go hug
him? David: Hi, Sharks.

I have to hug him.
Gwyneth, come here.

We did a movie together in the
'90s. for ages. We've known each other

Hi. Hi. Hey.

How are you? What on
Earth are you doing here?

I'll explain. I
know, this is crazy.

Okay.

Hi, Sharks.

First of all, I just want to
say I'm thrilled to be here.

I've been a fan forever.

A movie together ages
ago, Yeah, Gwyneth and I did

and now you're a wildly
successful entrepreneur,

and I apparently
push a waffle cart.

[ Laughter ]

What's up, dude? Hey, Mark.

Let me move this
this out of the way.

I love waffles. Yum, yum.

David: Hey, Barbara.
Thank you so much.

My pleasure.

O'Leary: Right there.
Here you go. Thank you.

Wow. Raspberries and all. Nice.

Greiner: Thank
you. David: Hi, Lori.

Paltrow: Hi, honey.
Hi, again. [ Chuckles ]

This is... Crazy, right? Yeah.

Corcoran: Mmm!

You know what, as a waffle,

the texture even more. I
appreciate Cuban: Mmm!

That corn more in my mouth. I
feel like I feel It's really good!

So, yeah, I'm here,
obviously, This is very good.

Pancake and waffle
mixes because I think these

are hands-down the
best I've ever had.

For my daughter every weekend.
And I make these waffles

Having said that, I'm
not... I'm not an investor.

Other than seeing the
joy I have nothing to gain

these pancakes and
waffles. of more people eating

So, um, you're
probably wondering

how we know each other.

I'm with a not-for-profit
theater company in Chicago

called Lookingglass.

And Samuel and Lindsey are
part of the Lookingglass family.

They actually
met and fell in love

working on one of our
seminal productions.

Well, that's cool.

Yeah, so, when the pandemic hit,

involved in live performance
all my closest friends

in the theater were rendered
immediately unemployed.

For 19 months. Our
theater had to shut down

We had to let go
over half of our staff.

And frankly, we're
still struggling

to kind of find
our footing again.

And we're one of the lucky ones.

Small and midsize theaters
all across the country

have shuttered forever.

So about 10 months ago,

I reached out to
check in with Samuel.

They've got a four-year-old boy.

Occurred to me And,
um, and it suddenly

that he should be
on "Shark t*nk."

[ Chuckles ]

Cuban: It was your
idea? I was like...

Oh, that's awesome. Yeah.

So I urged him to apply,
and I told him he got on, if

and convince Lori, that
I would try to come on

a fan of pancakes... who
I know is not [ Chuckles ]

I told you I watch the show.

Anyway, so that's why I thought

Cuban: I'd pop in and
say hi. What a great story.

Great, great story.
But now, uh...

'cause I'm not a numbers
guy. I'll leave it to him

with the theater.
Good luck Go get 'em.

Bye. Bye.
Thanks, David.

O'Leary: Greiner: Bye. Thank
you. Well, that's wonderful.

Let's talk a little bit
about your business,

because the
product is fantastic.

Why, thank you.

I mean, I'm never
gonna eat anything else

when it comes to
pancake. This is great.

About popcorn flour,
itself? May I tell you, first,

Okay. Yes. That's
what's kind of the key innovation

that makes us really different
from a lot of our competitors.

And the reason
why is that this...

whole-grain wheat
flour... is five pounds of

Okay?

And this...

whole-grain popcorn
flour. is five pounds of

Corcoran: Wow. Greiner: Wow.

So it's a lot lighter, is
what you're saying? It is.

Did you ever tell us what
you sell a bag of this for?

That goes for $11.25.

The cost of making
those is $3.10 per unit.

You know you're
at premium price.

There's probably


that all sell
between $3 and $10.

The top end of the market,
I realize that I'm at yeah.

So let's talk about
sales. Let's do.

-million dollars in sales So
we've done a quarter total

over the years.

From 2015 to 2019,

we did about $20,000
a year in sales.

It's hard to live off that.
Doing $20,000 a year,

And where's the distribution?
Where are you finding traction?

Sort of independent
grocers, I'm in about 20

mostly in the Chicago area,
which is where I'm based.

Of our business,


has been direct to consumer.

So you're selling online?

Yeah, just on our website.
We're not on Amazon.

We're not on any
of the bigger players.

So you haven't done
any work on social?

Not my strong
suit. Social media is

Oh, that's a problem.

That is a problem.

♪♪

♪♪

All Sharks are
still in Narrator:

on Samuel's whole-grain
pancake mix, Long Table,

but his low sales and
lack of social-media skills

could be an issue.

Is not my strong
suit. Social media

Oh, that's a problem.

That is a problem.

I'll tell you, you
created a product

to capture someone's heart.

How romantic is that.

I don't think I've ever even
heard that story. [ Chuckles ]

You know, I'm not
really a pancake fan.

Was the best one
That blue-corn pancake

I've ever had in my life.

So, cheers to you
for that. Thank you.

I love it, but when I
invest in something,

passionate about it and get
I have to feel super behind it.

And it's not my right category,

but good job on what you did.

I'm sorry. I'm out.

Thank you.

Corcoran: What I don't like
is a slow start in business.

I think when you
start a business,

the moment you think
about it is the moment in time

that you have to grab it
from the sky, get it going.

For me, simply
because of the slowness

of the trajectory
of the business,

I don't have a lot of faith
in it hitting the goal post.

So, for that reason, I'm out.

Paltrow: Just to I hear
that. counter that, you know,

I don't know that I
agree with you, Barbara.

Especially when, you
know, I think that sometimes,

migrating into another
area you have an actor who's

and doing something with a
lot of heart and a lot of care,

like, sometimes it
takes time, you know,

along the way,
you're learning skills

to be an entrepreneur.
You're learning how

like, actor to entrepreneur,
So I just want to say,

for you, and... I
have a lot of respect

and I think the
product is beautiful,

but the business is a little
small for me at the moment.

But I'm regretfully
out. I wish you the best,

Why call it "Long Table"?

I mean, I get the farm-to-
table, but you're the pancake guy.

You're all about pancake love.

So, part of what I am
about Well, I'll tell you...

Regenerative
agriculture, is about

and it's about
building a supply chain

from farms to consumers.
That goes directly

But I have a fundamental issue.

I'm a big believer
in your mission,

but sometimes it's the
mission that drives the company

rather than the product
driving the company.

You get so caught
up in the mission

that you forget to
feature the product

and you forget to
make the product

what the company's all about.

And, so, I think you're
more on the mission first,

product second.

And, so, for those
reasons, I'm out.

But congrats on what
you've accomplished.

I appreciate that, Mark.
Thank you. You're welcome.

O'Leary: So, the way
I look at this is, um,

this business is very on trend

for a change that's
happening in America on diet.

I'm part of that movement
that seeks out food like this now.

This is the kind of thing
that I can get behind

because I would use the product

and I would explain that
to my social-media base.

But what we've all
learned on "Shark t*nk,"

you have to have a
social-media platform...

Not maybe, you have to.

I mean, this is the best
pancake I've ever had, period.

If you told this story every
day on every platform,

your sales would
be in the millions.

And I'd be a very
happy investor.

But you don't have that
and you should have that.

And if there's anything
you learned here

in the Shark t*nk today

is you brought
the story, all right?

Now go tell it.

I'm out. Cuban:
He's right. He's right.

Good luck with it. Greiner:

And congrats, again.

Don't diminish what you've
accomplished. It's amazing.

Good luck. Thank you.

♪♪

I didn't get a deal today,

but I got some great
advice from the Sharks.

And hopefully, with the power
of the Shark t*nk behind me,

in terms of getting to
tell my story to people

and that advice,

in a very different
position I hope to be

in a couple of years.

♪♪

Thanks.

Thanks. Best pancake.

♪♪

I was born into a
show-business family.

My mother is an amazing actress,

and my mother was a
television producer and a director.

For as long as I can remember,
I wanted to be an actor.

My mother rehearse
plays I used to watch

when I was very, very little.

She was so inspiring.

Especially my
father, My parents,

was really, really strict around

having a very, very
strong work ethic.

He would never give me a dime.

It instilled in me
that working hard

and having a consciousness
of manifestation,

you can... you can do it.

I worked pretty steadily,

a big turning point in


when "Shakespeare
in Love" came out.

I was getting lots of
awards. It changed my life.

It was an incredibly
intense year.

I did a film in Paris,

and I remember
being really struck

find what the great cafés
were by how difficult it was to

and wellness
practitioners. and stores

And that's really where the
very, very kernel of the idea

for goop was born.

I was living in London In 2008,

the first goop newsletter.
And pressed "send" on

In a nutshell, goop is a
multi-vertical lifestyle brand.

Wellness, home, fashion, food
We have clean beauty, delivery.

We have five retail stores.

We launched a podcast that has
more than 30 million downloads.

We have over 200 employees,
over 8 million subscribers,

and at our last valuation, we
were valued at $390 million.

People thought I was
crazy for walking away

from this big movie-star career
and being a startup founder.

But for me, it's been

an incredibly
fulfilling transition.

We want it to feel
sexy, right? Yeah.

So I think the spice does that.

Identifying trends very
early I think I'm good at

and where the consumer
is thinking about going

before they even know.

I want to be a Shark because

I have an extra-soft
spot for entrepreneurs

because it's so hard.

You're pushing a boulder
up the same hill every day.

Around every corner.
There's problems

I have always leaned into
helping other entrepreneurs

because I respect
the journey so much.

Leather one with the
tie. I like the simplified

I think the great thing
about "Shark t*nk"

is that it really sets the stage

for people to accelerate
the growth of their business

and to really have a
seat on the world stage.

It's a huge opportunity to
go from being in your garage

trying to make a product

to being able to show
America and the world

that you have something
viable and exciting.

♪♪

♪♪

Next up is a product designed
Narrator: to help you keep your cool.

♪♪

♪♪

And this is my wife, Lisa.
Hi, Sharks. I'm Randall,

We're from Austin, Texas, and
we are the founders of VoChill.

We are here seeking $300,000

for a 5% stake in our company.

Hang on, Sharks.
I'm a little nervous,

so I'm gonna need
a drink for this.

[ Laughs ]

Randall: Wh-What are you doing?

Bottle of wine, That
was a really nice

and you're gonna put ice in it?

Well, it's getting
kind of warm in here.

And who likes warm wine?

No one. No one.

Of crazy things
People do all kinds

to keep their wine chilled,

from putting ice in it
or other frozen things,

to using these metal cups,

which, you can't see
the wine or smell it,

and they just make
your wine taste awful.

And none of these things work.

So that's why we
created VoChill.

The world's first and
only personal wine chiller.

It keeps your wine
crisp, cool, and refreshing

without compromising the
wine or the wine experience.

That's right. With
our innovative design

cradle that is re-freezable,
and its detachable chill

in VoChill you
simply rest your glass

perfectly chilled between
sips to keep your wine

from the first sip to the last.

And it's incredible for reds.

It'll bring a room-temperature
red down to cellar temp

in about 10 minutes,

bringing out the wine's
best characteristics.

It's genius! [ Laughs ]

And it's become your new
best friend. So say you.

To introduce you
Sharks, we are here

to the future of wine enjoyment.

So, who here...

Or how many of you...

Together: want to sip,
savor, and chill with us?

[ Laughter ]

So, Sharks, you have
samples in front of you.

You have some wine.

To chill it down, do you
have to put the whole unit

No, sir. in the freezer?

So you just... this top portion
is separable from the stand.

So this part you just
keep in the freezer.

So it takes up
minimal... It's very cold.

It is. Very cold.

It takes up minimal
freezer space. Very cold.

[ Chuckles ] Hello.

Yes, Mark, you have a martini.

Mark has a martini,
so... O'Leary: Ohhh.

[ High-pitched ] Yes, I do!

Yes, we often
get questions like,

does it work with
martinis or beers?

Anything besides
wine? Of course it does.

Can you tell me what you sell
it for and what it costs to make?

The stemmed version is $49.95,

and the stemless
version is $44.95.

It costs us $9.21
to make the stem

and $8.62 to make the stemless.

Do you sell it online?

Yes, on our website.

Paltrow: If you put
one in the freezer,

how are you modulating
the temperature

between the reds and the whites?

'Cause I like my
white super-ice-cold

and the red not as cold.

Sure. So the... for white wines,

it's designed to preserve the
chill in the glass, right? Okay.

For red wine, it'll bring
a room-temperature red

down to 65 degrees, or cellar
temp, in about 10 minutes.

O'Leary: So I'm in the wine
business, as you know. Yes.

Understand how that
started... Icing wine, just so we

Oh, sh**t me now.

Saint-Tropez, 1955,

Brigitte Bardot, cinquante
-cinq, was sh**ting a film.

She asked the server,
because she was so hot,

to put some ice in the
rosé, and he'd say...

He was shocked.

Today, 50% of rosé
is consumed with ice,

rosés are blended
differently. and as a result, now

to do with why Greiner:
That has nothing

The point is, 50%
today put in ice.

Not everybody needs
to chill their wine.

Imputes to $6 million
value. $300,000, 5%,

You got to be selling
a ton of these, right?

So, uh, last year we did
$800,000, $820,000 in sales.

That's healthy.

Yes, we've been around
less than two years.

Congrats. Whoa. Amazing.
Just with these two SKUs?

That was just...
Randall: Well...

Last year, that was
just with that stem SKU

and only three colors.

And where were
you selling these that?

On our website and on Amazon.

And this year?

$1.8 million.

$1.8? Wow.

Are you making any money

after customer
acquisition on this?

We are not making any money yet.

We're not profitable yet. Why?

Because it's costing so much
to acquire the customer, right?

Our acquisition,
our CPA, is $57.

$57 an hour. Cuban:
There you go. That's a lot.

You're here, right? Which is why

Your EBITDA loss last year?

Our cash loss last year
was $470,000. Wow.

What has the reaction
been from wine drinkers

and the wine community?

They love it. Very
strong, very good.

Here's an offer,
okay? Hey, guys,

I have zero flexibility.

That's why they call
me "Mr. Wonderful."

This company is not worth
$6 million right now. Sorry.

So, I'll do the
$300,000 for 10%,

but I want a $2 royalty until
I recoup a million dollars.

Okay?

Then the royalty goes away.

And then I have


and I'm still incentivized

to keep growing it.

The trouble with
your deal is your CAC,

your customer-acquisition
cost, is too high.

I think I can help you
reduce that dramatically.

Guys, I'll simplify
it for Cuban: you.

Kevin's the wine guy, right?

But it's just not a fit for me.
So for those reasons, I'm out.

Thank you. Thank you, Mark.

Functionally, I love
this Corcoran: I think,

because it makes great sense,

it's so ugly-looking. but I
think Cuban: Oh, I love it.

I have a beautiful
kitchen, beautiful dishes,

everything's beautiful
beautiful, beautiful.

I would have to hide it. Hm.

So, for that reason, I'm out.

Paltrow: Um, for me,
I tend to really invest

in things that I would use,

and every wine, like,
"trick" that I've ever bought,

I just... I never implement it.

I got the thing that, you
know, sucks the air out

so you could have
one nice glass at a time.

I never used it.

I tried to use it once, I
thought it was gonna explode.

That's why they're called
"wine accessories." Right.

So I love this, and I think
you're gonna do great

but for those reasons, I'm out.

Okay. Thank you.
Randall: Thank you.

Greiner: And I will tell
you, I would be sitting there

trying to, like, change it,

and to make it simpler,
to make it smaller

all of this stuff.
And, you know,

what you need or what
you I don't think that's want.

I wish you good luck,

it's the right product
for me. but I don't think

I'm sorry. I'm out.

Thank you. Thank you,
Lori. Appreciate that.

Cuban: So, go ahead
and say it, Kevin.

All roads lead back to him.

As usual, all roads lead
back to Mr. Wonderful.

Who coined you You
know, the... "Mr. Wonderful"?

He did himself. Greiner: He did.

You did that to yourself?

Gwyneth, there's
truth in advertising.

Wow. That's bold.

I know and I
respect The point is,

to protect your valuation,
that you're trying

if you should really
sweat but I don't know that.

You should try and figure out,

what's the best deal
for you and this product?

How can you blow this up?

Yes.

If I give you $300,000,

I'm actually gonna
care about that.

Like, that, you know,
I have to work for that,

pay tax on it and
then give it to you.

I don't want to lose it.

Our interests will be aligned.

You know, I don't think
that we'd be interested

in the royalty piece.

We want to keep all the
money in the business.

Cuban: Smart. That's fair.

So how would I ever
get my capital back?

Well, you get it back
whenever we get it back...

When there's an exit.

Your money Great
answer. at the same time.

But you're asking me
to give you $300,000

and then go work for you.

I have a job.

I'm really busy.

I mean, that's basically
what you're saying.

You guys are allowed to counter

or you can decline.

Would you do...

$300,000...

and, I'm sorry...
Randall: It's all good.

$300,000 for 8%?

And if you can tell me
what that valuation is,

that would be...

No, if there's no royalty
return of capital on this,

and I have to do
all the work to sell it,

I'm not gonna do the deal.

You should know that.

Right.

Well, we appreciate the offer,

but the royalty is something
that we just can't do.

And understand it. And I respect

Way to stand your ground,
guys. It's a great company.

Thank you. Nothing
wrong with that.

Good luck, guys.
Paltrow: Thanks, guys.

Cuban: Congrats, guys. Well
done. Thank you. Lisa and Randall:

Bye. Bye.

♪♪

Lisa: We literally have
put everything we had

into this company.

You know, we
drained our life savings,

we tapped into our 401[k]'s.

We have put everything
we had into this company,

and we will continue to do that

because it means
that much to us.

It is our third child,

and we're gonna take
it above and beyond.

♪♪

♪♪

Next into the t*nk Narrator:

hoping to wrap up
a deal is a couple

-calorie superfood.
For their low

♪♪

Hi, Sharks. My name is Xin Wang.

And my name's
Melissa Colella-Wang,

and we're from New York,


Seeking $300,000 for

Sharks, let's talk about
something important...

Tacos.

Everyone loves tacos,

but my doctors say I
can't eat tacos every day.

That's 'cause of the
calorie-laden tortilla.

And switching to
lettuce wraps? Uh, no.

They break apart
whenever you pick them up

and they just don't taste great.

That combined If only
there was something

of a lettuce wrap
the nutritional benefit

of a traditional tortilla.
And the functionality

Well, now there
is. Say hello to...

Jica wraps! Jica wraps!

A crisp and refreshing
tortilla alternative

of fresh jicama.
Made from thin slices

Jica what?!

Corcoran: Oh! Jica yeah!

Hey! It's Jicaman, a member
of the League of Superfoods!

Jicama's our hero ingredient

'cause it truly is a superfood.

[ Grunts ] It's
super low calorie...

[ Grunts ] ...super low carb...

[ Both grunting ]
super high fiber...

and one of its superpowers
is improving gut health.

[ Grunts ] Ooh! Jica yeah!

Xin: Compared to a tortilla,

which contains 100
calories and 15 carbs,

our wraps are
only eight calories

and one net carb per wrap.

Use them to "skinny" any taco.

Round and pliable,
Plus, they're perfectly

and their neutral taste
pairs well with any recipe.

Paleo, keto, So whether
you're gluten-free,

Whole30, or just
looking for a healthier way

to make every day
Taco Tuesday...

you can say
"See ya, tortilla."

"Lettuce do better
with... [Let us]

Jica wraps!"

Jica yeah!

Come on, Sharks,
and join the jica mania.

Jica what?! Xin: Jica what?!

So you guys have got samples

of our Jicama Tacos,

you've got samples
of our Jicama Sticks

with cilantro-lime seasoning,
and our Jica de Gallo.

Pico de gallo with jicama
in The Jica de Gallo is our it.

Without the stuffing?
Can I get one

I just want to taste
the actual tortilla.

Jicama before? Paltrow:
Have you never had

very pleasant-tasting... It's like
a watery, I have not had it before.

Slightly sweet root.

I actually have jicama taco
recipes in my last cookbook.

Greiner: Oh, you do?

How much do you sell it for?
What does it cost to make?

So, we make it for $1.85.

$2.99, and it's on shelf for
We sell it to retail for $4.99.

And how many do I
get in that package?

So you have about


About $0.30. Each
wrap is actually

a regular tortilla like this.
You're gonna pay $0.28 for

like a cassava And
a grain-free tortilla

or an almond-flour tortilla,
you're paying over a dollar

a lot of times for
that kind of a tortilla.

So it's very reasonably priced.

Paltrow: I see, as a
trend in the wellness world,

a huge thing.
Grain-free is becoming

First, it was gluten-free

and now it's, like,
full on grain-free.

So people are not even
having rice or quinoa.

This category. They're
really moving into

getting traction, for sure.
So I understand why it's

Hey, are you making any
money? Do you have any profits?

So, we started the
company in 2015,

and we launched
with a different product.

It was a jicama chip.

And that jicama chip, we
got to $500,000 in sales.

The issue was, we were competing
in the salty-snacks category,

and we were competing
with large giants,

and we were losing
so much money.

We got to the point

where we only had
$300 in our bank account

and $70,000 in credit-card debt.

We literally Airbnb'ed our house

just to survive. Oh, my gosh.

We sold our car.
We sold everything.

So we pivoted in 2019

from our jicama chips
to fresh-cut jicama.

So in 2019, just one
year sales, $1 million.

Wow!





This year, we're
doing $6 million.

Wow. Okay.

This year, in terms of profits,

about $400,000, about
the same as last year.

Down this year Our
profits are a little

because we've been putting a
lot of our money and resources

into actually building our own
self-manufacturing capacity.

Where are you manufacturing?

The jicama products are
processed and sourced in Mexico.

Mexico's actually
the only country

that grows jicama commercially.

So we like to put
our manufacturing

very close to the source.

Paltrow: And how
long does it stay fresh?

I mean, they package
it in Mexico and ship it?

Is 19 days, Yeah,
so, our shelf life

which is actually 2 to 3 times

processors what
normal, fresh-cut

will get on Jicama

optimized the packaging
because we've really

to extend that shelf life.

What national retailers
are you in, or grocers?

Some of the retailers that we're
in are Whole Foods, Sprouts,

and we actually have a big push

into food services
here with Sysco.

We're actually being pushed into

all of their
distribution centers.

So that's a great
thing for food services.

So how many stores are you in?

We're in about 700 doors.

And that leads to
$6 million in sales?

They're very popular.

Yes. O'Leary: Can I
ask you a question?

$300,000 for 3%.

To $10 million valuation.
I think that imputes

You're gonna make $400,000.

You're asking for a 25 multiple.

The stock market, currently,

the entire S&P trillion-dollar
market capitalization,

trades at 17.5.

Who is going to
pay you 25x for this?

Let's be realistic.
Well, I mean,

Well, we did come in here

asking for two times our sales.

So, actually, this year
we're gonna do $6 million,

next year we're
gonna do $9 million.

Yeah, but at the end of
the day, it's what you make,

and you're making thin
margins in a food category.

No one is gonna
do this deal at 3%...

Not here, not anywhere.

Well, we'd love to hear
some offers from you guys.

If you want to increase
the percentage,

we're more than ha...
I'll start with an offer.

Sure. All right.

$300,000 for 10%, I'll give you

but I'd like a pro rata share of
what you earn from a business.

Okay. So, therefore,
if you're taking out $90,

you're handing me $10. Okay.

I'll save you some
time. Look, I'm...

The jicama's good
'cause I'm starving.

I'm not a huge
jicama fan. [ Laughter ]

So for those reasons, I'm out.

Okay, thank you so much,
Mark. Got it. Thank you, Mark.

I'm gonna follow
Mark on this one.

I love you, Jicama
man. I-I'm sorry.

You're adorable.

The product is
fantastic. I love jicama.

But for me, I make this
myself at home, so...

You buy the whole jicama, you
peel it, you use it. Paltrow: Right.

So, for that reason, I'm out.

I like what you're
doing. I like jicama.

Completely in the right
space I believe that you are

doing the right
thing. at the right time,

I think it's a great
business for you.

The right business
for me. I don't think it's

I wish you good
luck, but I'm out.

Okay, thank you, Lori.

You're k*lling Jicama Man over
here. Greiner: Aw, Jicama Man.

You know, you have
an offer from Barbara.

What do you think of it?

Percentage, um, are you
So, in terms of the willing

to do, uh, the
$300,000 for, um...

do it at 5%?

No, I wouldn't.

I would have to
stay with the 10%.

I'll do it for 9%,

just to make it
interesting for Barbara.

And then you get Chef Wonderful.

Just squeezing her
jicama a little bit. Okay.

And pro rata deal for Kevin,
as well. Oh, absolutely.

Otherwise, you'll never
get your capital back.

Are you guys
willing to do, uh, 7%?

Definitely not. Not for me, no.

O'Leary: I've pointed
out what you've done.

You valued your business
at an extraordinary multiple.

I'm a financial services
guy. I'm a multiple guy,

private-equity
deals. I do a lot of

You would not get that
deal in the world today.

Other than the money, Corcoran:

what is it you're looking
for in a Shark partner?

As we mentioned before, we
have the manufacturing set up,

but we need help in
sales and marketing.

I can open up the
doors of grocery

because I have so many
other products in there.

He's honestly... But
she's talking her book.

Corcoran: I know what I do
well. I do sales and marketing.

That's how I became
rich in the first place.

I know it better
than anyone else.

The same social marketing
I can certainly deliver

as Mr. Wonderful, who thinks
he's much more wonderful

than he actually is.

Because he's Paltrow:
Oh! an overstater.

O'Leary: You want the truth?
The only reason she's here

a new broom this
year. is I bought her

And I'm gonna tell him where
to shove that broom any minute.

You guys have to
make a decision.

You got two offers.

$300,000 for 6% Barbara,
would you consider

and then 2% in advisory shares?

Well, how about one more
percent in advisory shares?

Total of 9%. 3%
in advisory shares.

Yes, I would, actually,
just to b*at him out. Okay.

♪♪

What would you guys like to do?

So, Barbara...
you've got a deal.

Cuban: Congrats, guys.
Thank you very much.

That's smart. Really smart
move. Greiner: Good deal.

Corcoran: Congrats,
Barb. Thank you very much.

By the way. You're terrific
together, Xin: Thank you.

Corcoran: Get rid
of this bozo, though.

[ Laughter ] Xin: Yeah!

Together: Jica yeah!

With Barbara. Xin:
We made a deal

I can't believe This is insane!

I mean, we've been watching
"Shark t*nk" forever now, so...

Dream of our lifetime.

♪♪

♪♪

Like each other?
Paltrow: Do you guys

No, I hate all of them.
Corcoran: Very much do. Yeah.

No, I'm kidding. You do?

♪♪

Narrator: Next up is
an eco-friendly version

of one of the world's
biggest polluters.

♪♪

My name is Amrita
Saigal, Hi, Sharks.

Los Angeles,
California. and I am from

for 5% equity in my
company, I'm seeking $250,000

Kudos.

So, Sharks, this may
seem a little odd to you,

being wrapped in plastic,

disposable diapers are
made but this is what most of,

meaning most babies spend
two to three years of their lives

wrapped in plastic, not
letting their butts breathe,

and not to mention,

diapers are the third-largest
consumer item in landfills.

So we decided to diaper
the world differently

with Kudos.

Kudos are premium
disposable diapers

where baby's sensitive tush

touches 100% soft,
natural cotton all day...

Not plastic.

Cotton is the number-one
doctor-recommended material

for rash and eczema.

It's natural, chlorine free,
Our customers love that

and far more sustainable.

And these are natural
diapers that actually work!

Our team of MIT engineers
developed award-winning,

double-dry technology
patent-pending,

absorption layers that uses two

instead of just one to avoid
those leaks and blowouts

and keep your baby
sleeping all night long.

So, Sharks, who's in to
help change the world with us

one tush at a time?

So, in front of you,

you each have an
individual pack of diapers.

The first thing you might notice
about them is how soft they are.

Our customers love about
them. And this is something

Greiner: So very soft, like, if I'm
comparing, right? Saigal: Yeah.

The plasticky feel. Doesn't have

Obviously there's
something on the outside here

that keeps it leakproof. Yeah.

Not super thick. Correct.

Your average diaper, for sure.
I think this is thinner than Yep.

Will you tell us a little
about your background?

So, I come from a
family of all engineers.

I was fortunate to go to MIT,

in mechanical engineering,
where I majored

and I later went to
Harvard to get my MBA.

I got my dream
job out of college,

engineer for Procter & Gamble.
Working as a manufacturing

And I saw firsthand
just how much plastic

sanitary pads and
diapers. we were putting into

to take a huge
risk. So I decided

I decided to quit my
stable job and move to India

and start my first
company there,

making biodegradable
sanitary pads

banana-tree fiber, out of waste

and that has grown to become

eco-friendly brands
there. one of the leading

I transitioned out of that,
moved back to the US,

and as I entered my early 30s,

my first wave of friends
started having babies,

and I knew we could do
better with diapers, as well.

Do you have a baby at this time, or just
for your friends? No. No. Um, yeah, no baby.

I actually am now a new mom
with a 12-week-old at home.

Congrats. Corcoran: Ah.

There's a picture of her right
here where she is wearing Kudos

and has been testing
them every day.

Kind of wild.

I actually got the call
for... from the producers

for "Shark t*nk" when I
was in the delivery room,

and I was like, "Oh,
my God! That's crazy.

How is this all gonna happen
in the next couple of weeks?"

That's a very special day, then,
huh? A lot of new beginnings.

A lot of new beginnings. Saigal:

But, like, as a new mom,
this is even more personal.

I want the cleanest
and safest ingredients

touching her... her skin.

And what are your sales?

So, we launched a year ago.

We have done $850,000
in In this first year, sales.

That's pretty good.
Greiner: It's very good.

O'Leary: And how have
you sold... direct to consumer

or you're going through
retail distribution?

We are... been 100%
direct to consumer.

Have you bootstrapped
this whole thing?

Saigal: We have not.

We have raised $3.2 million.

Dang! Wow.

O'Leary: And what valuation?

Our last valuation
was $12.5 million.

I'm assuming you're not profitable.
Saigal: We are not profitable.

What are your aggregate
losses since you started this?

Since we've
started, $1.5 million.

That being said, we do expect
to become profitable next year.

$4.5 million sales next
year. We do expect to do

How much are the diapers?
Saigal: We have two options.

A one-time purchase
for $88 You can make

or join our subscription
for $78 a month.

Each box of diapers we sell is
a one-month supply of diapers.

How does your product price

compared to the
general market out there?

So, in the eco-friendly space,

we are very much
on par with them.

Are the eco-friendly
category of diapers

about twice as expensive as the rest
of the diapers? Not twice as expensive.

I would say it's anywhere
from 20% to 50%.

And what is your
margin on the diapers?

Is $39. So, landed
at our warehouse

That's not a lot of margin for
a direct-to-consumer business.

For the diaper industry,
And the reality is,

it's very, very typical.

No, I'm not saying this, but
you're direct to consumer.

How much do you
spend on marketing?

$100,000 in marketing in our
We have spent less than first year.

Of customer acquisition
Our blended cost

which we're really
proud of. has been $23,

has been huge for
us. Word of mouth

So where do you see
yourself in five years?

I really think of baby
diapers as just the beginning.

We just launched with
baby wipes three weeks ago.

We expect to be launching
And then, additionally,

with training pants
and swim pants.

That's just the beginning.

Then where I really
see us going, Mark,

is the adult diaper market.

You could be a customer.
So, Kevin, [ Laughter ]

It is a booming market. Saigal: Listen, I'd
like to wear a pair with the Mavs logo on it.

[ Laughter ]

This is a very mature market.

You worked at the largest
player in this space. I did.

There was a behemoth
brand there. Yeah.

Do you really think,
after you get, let's say,



they're not gonna
wake up and say

"We need an
eco-friendly diaper"?

And I know you've said
it's very hard to do...

Kevin, if they get 4%...

If she gets 4% or


The numbers into
perspective, Kevin, just to put


would be $7 million in sales.

Paltrow: But these
big incumbents,

they cannot build brands
themselves in-house.

You see it all the time.

Companies are... I
mean, big soft-drink

Gwyneth, the only way you get out...
An authentic brand. They can't develop

So anyway, let me...
While they're arguing, right?

What are you missing?

In terms of what?

What are you looking
for? We need to figure out

how to make this product
a household name.

We know we have
a better product,

we know parents love it.

We need to expand
into other online retailers.

We know the goop audience
is very, very aligned with...

Has shared values in...

Gwyneth. Gwyneth, is
this something you like?

♪♪

♪♪

Narrator: All
Sharks are still in,

and Mark has asked
Gwyneth if she's interested

in Amrita's eco-friendly
diaper brand, Kudos.

Gwyneth, is this
something you like?

Paltrow: I like it.

About what you're
doing. I am very excited

white space in the
market. I do see a really big

I was using eco diapers
When I had babies,

Yeah. and had a
mustard expl*si*n.

So, I... if it's true that
these really function the way

that you're saying
that they function,

I mean, this is...

A huge opportunity here. I
think you have Yep. 100%.

I do too.

Do you want to do
something together?

Yeah... whether
it's mastering your...

Moments, and I've felt that
There are a lot of tough

You know what? We're gonna
try to save you some time.

Right? Okay. Okay.

So, I'd like to make an
offer with Gwyneth, right?

And you're gonna need
money, but this is a starting point.

You asked for 250K for 5%. Yeah.

I'm thinking 12%, Gwyneth.
Does that work for you?

Perfect. That works for me.

We'll offer you
the 250K for 12%.

But you'll have both of us.

All the online
retailers are easy.

Obviously, Gwyneth
is a superstar.

We've got products in
every retail organization,

so I think we can get you there.

So now it's up to you.
What do you want to do?

Okay. Could... That's...

Than I wa... that I wanted
to That's a little more...

Welcome to the Shark t*nk.
O'Leary: Welcome to the Shark t*nk.

What do you think
happens in here?

You can counter.
You can counter.

The value a Shark brings.
I completely understand

Two Sharks. I 100%
understand that.

And I am so
thankful. Two Sharks.

With complementary skill sets.

I understand all of that.
So, first of all, thank you.

Could I counter that
for $250,000 for...



Would you be willing to do that?

Make it 10%?

I'd be good with 10%.


We'll split the difference.

And they could
be advisory shares.

Could we do 3% advisory
shares Okay. Okay.

And then split the 7%
between the two of you?

That's the total of


Oh, my God. [ Laughs
] You got a deal!

Greiner: Congrats! [ Laughs ]

This is honestly... Oh, my God!

This is gonna be amazing.
Cuban: You're a star.

A dream come true!

Congratulations, and
congrats on the baby.

Oh, my God!

This is literally a dream!

It's exciting. Thank
you so much!

Congratulations. Greiner:

Thanks. Thank you!

Congrats.

♪♪

Oh, my God!

Did that really just happen?!

Ahhh!

No one understands
the Kudos audience

better than Gwyneth Paltrow.

With her on board,

we are going to have
cotton on every baby's butt

as soon as possible.

I think you're right, Gwyneth.

I think this is a star.

She's got a dynamic
pedigree, obviously,

with all the engineering. Yeah,
you got to bet on a jockey like that.

She's an engineer.
She went to HBS.

I mean, she clearly
has a business mind,

an engineer's mind. Yep.

And I think that she's doing
something really important

and really needed in the
market. Mm-hmm. 100%. Yeah.

She also has enough energy
for about five entrepreneurs.

I was waiting for her to
spontaneously combust.

♪♪

♪♪

♪♪