14x13 - Episode 13

[bunniefuu]

Tonight on "Shark t*nk"...
Narrator:

that eats the small fish.
It's not the big fish

that eats the slow fish.
It's the quick fish

And I am the quick fish, alright?

Nobody says that.
What?

Who told you that? What
does this have to do with fish?

What is there to think
about? The product is crap.

Now, we are talking about
cockroaches, scorpions,

and even rodents.

Ew! Screw it.

I'm going to say it, okay?

This grind culture, it's [bleep]

♪

Narrator: First in the t*nk

is a solution to a serious
problem in the kitchen.

♪

Hi, Sharks. I'm Laura Lady.
I'm from New Orleans, Louisiana.

And today I'm seeking $250,000

for a 10% stake in
my company, FryAway.

Sharks,

there's a huge, stinking,
rotting monster afoot.

It grows larger,
greedier, Every day,

and it eats
everything in its path.

I'm not talking
about Mr. Wonderful.

[ Laughter ]

It's fatbergs.

This is what happens...

- Ew.
- Oh.

Is poured down the
drain... when cooking oil

That oil high-fives other
waste products along the way,

creating massive
blockages, fatbergs...

- Whoa.
- Wow.

That are not only disgusting...

I mean, ew, right?

They also cause sewer overflows

our precious water
resources. that contaminate

Every year, countless
gallons of cooking oil

U.S. household
drains. are poured down

We've all done it.

Hot water, a little dish
soap. We chase it with a little

It's only a little
oil, right? Wrong.

And I had to find a better
way Sharks, I love to cook,

to easily clean up and dispose
of used cooking oil responsibly.

Is a 100% plant-based
powder FryAway

that's non-toxic,

and it magically transforms

into solid organic
waste. used cooking oil

pour FryAway into
hot oil, After frying,

and as it cools down,
it turns the oil solid.

The best part is Wow. you
can then take that solid oil

into household organic
waste. and toss it straight

That's it. John: Wow.

Convenient, and responsible
FryAway is the easy, way

used cooking oil. to dispose of

So, Sharks, who's ready
to take a bite out of fatbergs

and fry away with me?

Herjavec: Laura, what's this?

This is vegetable oil that's
been solidified with FryAway.

So, I can show you how it works.

Laura, does it work
on peanut oil as well?

A lot of people
fry with peanut oil.

Any type of vegetable
oil. Lady: Oh, wow.

It's completely
solid. It's so solid.

This is great. Greiner: So it's
going in the garbage as opposed to

in the sink, down
the drain. Correct.

Not only throwing
in the garbage,

throwing in the garbage
without a container.

Pour oil down the
drain, So, a lot of people

dispose of oil in a container.
But a lot of people also

Oh, that's right. That's
what my mom used to do.

Yeah. It's the way my
mom did it, Like a can, right?

A can or a plastic bottle.

That ends up in a landfill
Now, a plastic bottle


Will take at least

Vegetable oil decomposes
naturally in about 30 days.

Yes. O'Leary: What
are your sales?

So we just made our first year
of business. Cuban: Congrats.

And we've done Yay!
Just under $700,000.

Wow! Wow!

Greiner: Wow! O'Leary:
That's impressive.

- Yeah!
- Nice!

I'm extremely proud of the
fact that within two months

we were cash-flow positive.
Of launching FryAway,

- Wow!
- Yeah!

Self-sustaining ever since,
The business has been

and we have no debt.

Where are you
manufacturing this?

I actually manufacture
in my garage.

What? Whoa.

If you have to
scale it, I mean...

That's great.

Have you already
figured out how to

go to a co-packer and do this?

Okay, so let me tell
you how this started.

I wanted to test first before,
obviously, I started scaling.

To be able to manufacture I
bought the equipment myself

production space in my
garage. and set aside a small

It took off like crazy. And so...

For the equipment?
How much did you pay

About $2,000.

Laura, how did you even
know what equipment to get?

That's what I love to do.

I love connecting the
dots and figuring things out.

When a machine
breaks down, I fix it.

And what is your background?

Professionally?
What were you doing

So, I actually spent 18 years
working as a toy marketer

toy companies in the
world. for some of the largest

I built, launched,
and grew Okay.

Multi-million and billion
- dollar brands globally.

I am a second-generation
American.

Both of my parents
are from Honduras,

and I come from a long line
of risk-takers and adventurers.

Honduras with $10 in his
My father, at 18, left pocket,

joined the police academy,
moved to New Orleans,

and put himself through college,

and then had a very successful
career in the diplomatic corps,

which took us to live in many
countries around the world.

So, I speak four
languages fluently.

What languages?

I speak Spanish, French,
Italian, and English, of course.

Wow.

So you buy the
machine for $2,000.

You put it in your garage,
you figure out how to use it.

How did you sell the first
What happens next? one?

So I created a website,
a Shopify website,

on a small budget,
under $15,000.

Wow. And so you go on Shopify,

and the demand is right there?

No, the demand
was not right there.

It was crickets, and so...

So how do you go from
crickets to $700,000?

Amazon is how, running ads.

I placed a very big
focus And, honestly,

from the beginning on PR

Ah! and getting earned media...

because with this product,

there is a lot of education
that needs to happen.

That people understand cooking
There is a traditional way oil

should be disposed of,
and this is a new way.

Do they re-buy?

Do you have any
data on repurchase?

So, on Amazon, right now we have
about 1,500 monthly subscribers,


and that's growing at a rate.

Good for you. What
do you sell it for?

To make? What does it cost you

So I have four SKUs.

The entry-level price point is
$9.99, and they go up to $15.99.

My landed cost is
$0.96 for the $9.99

and $1.96 for the $15.99.

So your margin is amazing.

You were just
talking dirty to me.

To my next question
was, what are you making

from a cash basis this year?

So our gross
margin is about 34%.

Our net is 9% right now.

Wait, wait, wait, wait, wait.
So, explain the gross margin,

because that number doesn't
add up, right? It doesn't, yeah.

I've invested a lot.

I mean, this is my first
year starting this company,

has been reinvested.
So everything

Amazon fees keep climbing.

So you're putting
your Amazon fees

into your cost of
goods sold? Yes. Yes.

So what have you spent
so far this year, do you think?

Amazon alone is 43%
of my... Oh, of $700,000.

So you've spent about
$300,000 on Amazon advertising.

They're making bank on FryAway.

And you have done nothing
in retail distribution all all?

So, we're actually
going to be launching

in 1,100 Kroger
stores this fall.

Oh, wow.

The vegetable oil
aisle. On shelf in

I am going to need
financing for POs.

It's going to be reaching
a level that my cash flow

is simply not going
to be able to meet.

Alright, I'm looking
at this in the context of

Chef Wonderful.

The only problem for me,
Laura, is I don't fry anything.

It's a health issue.
I don't do this.

I don't believe in fried
foods. I don't eat them.

So it's hard for Chef Wonderful

to get out there and bang
the gong around a product

he would never use.

I believe in truth
in advertising,

so for me, I'm out.

I'm wrestling with this Thank
you. because I don't know

where I can add value
you can't do yourself.

The thing I would
do, honestly, is,

create small
packets, and you go to

the French fry makers,
the tater tot makers,

and you put that in their
packaging, and it's an upsell.

And it's kind of B2B.
That's a great idea.

I don't think you need
me for that, though.

I would need a certain
percentage just to be worth it, right,

and I don't think
it's worth it for you.

So you're going
to be great. I'm out.

Thank you, Daymond.
I appreciate that.

I can understand your
success working with big brands.

You're one of these people
that you say something,

it just draws me in.

I'm all in on Laura.

I just... The
category, fried food,

it's just not something
that's exciting for me.

Sorry. I'm out.

Okay, I understand. Thank you.

So, I think it's a great idea.

I think your
execution is amazing.

You have the
skill set to grow it,

but I think the trend is away.

People are trying
to get healthier,

and there's less frying,
and so that's my concern.

It doesn't take anything
away from your business at all.

Before you're out... Wait, Mark,

Okay.

Let me just talk about the
potential in international,

because we haven't
even gotten there yet.

That's true. Yeah,
that's true, too.

We're primed to do that.

Well, if you want
me to be your Shark,

just make me an
offer I can't refuse.

No, don't do that.
[ Herjavec laughs ]

♪

Narrator: Three Sharks are out,

and Mark has asked Laura

to give him her
best and final offer

disposal product,
FryAway. for her cooking oil

Well, if you want
me to be your Shark,

just make me an
offer I can't refuse.

[ Herjavec laughs ]
Greiner: No, don't do that.

Alright, listen, I think
you are amazing.

Right. You do every single thing

You are the dream entrepreneur.

Thank you.

I will make you an
offer, and I believe in you.

So, $250,000.

You came in asking for 10%.

Done enough to justify
Honestly, you haven't

that valuation for me.

What I think is fair is
I'll do $250,000 for 20%.

Okay, thank you for that
offer. O'Leary: That's an offer.

Wow. Mark, what are you doing?

Mark said he was out.

No, he didn't.

Lori, do you want
to work together?

Partnership happening
here? Do I see a potential

as a partnership together?
What would you offer us

Then you get the k*ller combo.

Would you do $250,000
for 20%, for the two of you?

Would you do it for 25%?

Yeah, you would. The two of us?

O'Leary: So you're keeping it
at $250,000 and you want 25%?

Wow.

You get two Sharks in
one, which is pretty good.

And a quarter of
the company gone.

♪

That is a lot higher,
and I'm in no way

diminishing the tremendous value that you both
bring. the Shark t*nk, Laura. Well, you are in

to counter. You know
that? Laura, you're allowed

And my counter would
still be $250,000 for 20%.

So they'd just split
it, $125,000 each,

if that's what you're thinking.

You guys want to do that?

We'll split the difference,
almost... 22% even together.

Oh, come on, Mark!

That's exactly what
I was going to say.

We're Sharks! We gotta
negotiate. 22% and you got a deal.

And you won't do 20%?

Nickel and diming You're me now.

Absolutely.

Come on!

We're worth it, baby!

I'm worth it, baby!

I know you are.

That's why you're
getting this deal.

To make a decision.


[ Sighs ]

Um...

a winning combination,
I think this is

and it would be an honor,

so I say yes!

[ Cheering ]

John: Oh, my God.

- Whoo!
- Ta-da!

You did such a good job.
Honestly, it's so good. Thank you.

Thank you so much.

Oh, my God. You're a
star. You truly are a star.

Thank you so much. This
is great. Congratulations.

That is Thank you.
The dream entrepreneur.

Cuban: No, she's incredible. She's incredible.
Greiner: Oh, my God, she's amazing.

For a better combination.
I couldn't have asked

The two of them
are a power team,

and I think the three of us

to be absolutely
unstoppable. are going

♪

Narrator: In season four,
we watched Aaron Krause

make a deal with Lori Greiner

for his innovative
sponge, the Scrub Daddy.

I'll go to 20%. We got a deal.

Let's see what he's up to now.

When I pitched the Sharks,
we only had $100,000

in retail sales and one product.

And now in 10 years...

the company has 273
employees, we have 160 products,

and we're sold in


Scrub Daddy is one of the
top-five grossing companies

in "Shark t*nk" history,

doing over $670
million in retail sales.

Before "Shark t*nk,"

manufacturing facility,
there was only one

which was in Germany.

And now, we've moved
our manufacturing into

Chattanooga, Tennessee,
and New Jersey,

in the United States.
And we're made

headquarters to be totally We
designed our new solar-powered.

In fact, we have so
much excess electricity,

in the surrounding we
power homes neighborhood.

Good to see you. Welcome! Hey!

Welcome to Smile
Central. Good to see you!

In another strategic move,
I am so excited to be here.

We've developed a
relationship with Unilever,

of soap products in the
world. the largest producer

to expand our brand
reach They will be able

to countries where people
have never heard of Scrub Daddy.

We are extremely excited to
reach more consumers globally

and make cleaning a
fun activity worldwide.

Into the Shark t*nk dreams
Everybody that comes

of global domination.

And after signing
this partnership,

you know what we just got?

Global domination! Together:

Yeah, you got it.
Krause: [ Laughter ]

The last ten years has taught me
so much about Aaron as a person,

the caring about the
planet. the creativity,

He is the consummate
inventor entrepreneur

and every investor's dream.

It's our 10-year anniversary!

Krause: It would be
difficult to put into words

what being on "Shark
t*nk" has done for my life

and the hundreds of
employees that we have now.

I go around the globe

and represent what "Shark
t*nk" means to entrepreneurs

and to the spirit of business.

Has not just changed my
life, This smiley face sponge

but people all over the
world are smiling now

the Scrub Daddy
product. as they use

All: Scrub Daddy!

[ Cheering ]

♪

♪

Next up is an
innovation Narrator:

to a common kitchen accessory.

♪

What's up, Sharks?

My name is Tog, and I'm
from Clifton, New Jersey.

For 20% equity in my
company. I'm seeking $150,000

Sharks, I love to cook,

and tongs are one
of the best tools

that I have in the kitchen.

But you know what sucks?

It seems I never have enough

when I'm cooking
or serving food.

"Just buy more
tongs." You might say,

Nobody wants to
do that. Come on.

They're large, they're
clunky, Look at these things.

They take up space, and
every time you need them,

they're buried in the
sink full of dirty dishes.

I invented Anytongs.
And that's why

It's a simple, compact tool
that transforms ordinary utensils

into versatile kitchen tongs.

Check out how they work.

You just grab any
combination of forks or spoons,

through the rubberized
slot, insert the handles

give it a firm tug...
And instant tongs.

[ Laughing ]

It's great because when you're
working with multiple dishes,

you don't have to worry
about cross-contaminating food.

And reload with clean
ones. You just detach

That's pretty cool. And smart.

And when you're done,

and toss them in the
wash. just pop them out

You got two spoons?
Boom. Now you got tongs.

How about forks? Boom.
Anytongs, any time.

So who's ready to
assemble some tongs

and grab a piece
of this company?

Yes, you can. So
we can make it here?

Just take the handles,
slide them through

the rubberized slots,
give it a little tug.

If it's a little bit loose,
am I not doing it right?

O'Leary: You put it
down, then you pull it up.

Herjavec: Oh. Got
it. This is crazy.

So, how did you
come up with this?

That's cool. Samphel:
So, I love product design.

A user experience designer,
I've been a designer,

for over ten years.

You know, I worked
for Nintendo, AOL.

I've worked at Facebook.

And I always wanted to
design a physical product.

My family is from Tibet, and
we always had these parties,

she always needed a lot of
and I remember my mom, tongs

for the different
kind of dishes.

She used to make tongs
out of plastic utensils

to clothesline
pins. and tape them

So that's the idea that I came
up with as my first product.

It's really brilliant. It
really is great. Thank you.

It is. And did you
patent this? No.

It wasn't worth it. For this V1,

So what I did was I ran
a Kickstarter campaign.

The original goal was $10,000.

We ended up doing
over $33,000, right?

Their tongs? Did
you ship everybody

Yeah, so...

And what did you sell them for,

and what did it cost
you to make, landed?

Those are being sold
for $19.99 for one.

And our most popular
was a two pack for $24.99.

What did it cost you to make?

$2.

Look, tongs are
as little as $9.99.

Some are even cheaper than
that. It's like a standard utensil.

I mean, there are
thousands of tongs for sale.

And I've done the
research. Definitely,

pretty fair price. $19.99 was a

It resonated with
people on the Kickstarter.

We got a lot of great feedback.

So there's no validation
past Kickstarter, right?

When I started
selling this on my own,

with social media
ads. I got really good

My return on ad spend was
around a dollar, which wasn't much,

but soon after,
I got that to $3.

But I ran out of money.
I ran out of inventory.

That doesn't make sense.

With your margins,

you shouldn't run out of
money, because you're getting

paid upfront because
you're selling them online,

and you should be able
to recycle your buys.

Yeah, so that's the thing...
There wasn't much inventory.

Our sales were about
$7,000. So, for 2021,

Since the Kickstarter
campaign ended till now,

you've only sold $7,000?

Yes, because of COVID,

had massive problems.
Our manufacturer

So at that point, I said,
"Okay, you know what?

Screw it, we're going
to work on version two."

So in 2021,

and working on version
two. I spent time designing

Got it.

What's different? It has,
like, a thicker gripping handle?

A lot. One, it's using
much better materials.

It's more eco-friendly.

It has a much more secure
way of attaching utensils.

How much does that cost to make?

A little over a dollar
to manufacture.

Yeah. That's it?

Why is that one
cheaper than this one?

For this would be much higher.
Because the production run

So you're going to
just make more of them.

Oh, so you were paying for
a very, very low volume price.

Samphel: Yes.

Okay, so I'm very involved
in the kitchen space,

the food space.

An interesting
journey You are on

and you have a
lot of enthusiasm,

but I don't see much potential
here at your price point.

You've got to make
this thing so inexpensive.

It's not going to work.
Certainly $19.99,

I'm sorry, my friend. I'm out.

For the design So,
something in your passion

isn't translating in the market.

I'm not saying
you can't get there,

but the early signs
aren't great for me,

so I don't see it.

I'm out.

You know what, Tog? I
think it's a genius product.

But you're only


Having a great product
is not near enough

to have a great company.

As an investor, as a Shark,

we'd have to come in and
structure a lot of that for you

because you're
not there full time.

So for that reason, I'm out.

Before you say
anything... Hold on, Mark,

I already said it, but go ahead.

Look, I'm doing
this all by myself.

This grind culture, right,
this whole thing where

you got to give up
everything to start something,

you always dreamed
about, to do something that

it's [bleep], okay?

What do they always
tell you? "Okay.

You got to put your
family in financial crisis.

You got to give up seeing
all your friends and family.

You got to sacrifice your health
and lose sleep." You know...

Nobody says that.
Who told you that?

Nobody says that.

I don't think any
of us heard that.

And that's the message. It's out
there. It's true. You have to work 24/7.

This is easy work,
I'm not saying

but what I refuse to do is
put my family in financial crisis.

Miss the most important
time What I refuse to do is

It is your company, in
my kids' life. my friend!

You get to make all the
choices. But it's our money.

And I'm going to tell
you again, I'm out.

Alright, Daymond.
What are you doing?

I was more
interested in Tog's...

how to become
successful. letting us know

[ Laughter ]

The business is not
commanding enough

to put full attention
there. for you to be able

I agree with you.

You need to do the
basics to keep the bills paid

and the lights
on for your family.

Because if you don't have your
family, you don't have anything.

With that being said, you've
still got $7,000 in sales.

Because of the fact that
there was a lot of issues,

I knew... I know...

Sales because you sold $7,000.
No, man. You got $7,000 in

You can't always externalize.

No, I'm definitely
not. I'm definitely not.

This is your company.

It is your responsibility to
do your job, okay? 100%.

I'm not... I'm not...

Maybe you're a little early.

However, this is a flyer. I'll
give you $150,000 for 49%.

[ Chuckles ]

But you know what?
That's not a bad offer.

It's actually not a bad
offer. That's not a bad offer.

And, honestly, Tog, I think
he gave you a really good offer.

Mine would be worse.

And? So therefore, I'm out.

I think you should
take Daymond's offer.

Daymond, can you do 40%?

And you know what?

Just for everyone out
here, okay, screw it.

I'm going to say it, okay?

What is it going
to take? I'll quit.

I'll focus on this 100%.
I'm ready to go all in on this.

Don't. Don't. You just
had... You just gave us...

Herjavec: What happened to the whole speech
about... Yeah, you just have us a speech.

At financial risk? ...not
putting your family

Well, you know what?

That I was gonna get
here Who the hell knew

in this spot right now?

But you're selling
yourself out of a deal.

I don't want to
speak for Daymond,

but he made you an
offer, you countered,

and rather than waiting to hear

what he had to
say to that counter,

you went off on this wild
tangent about "screw it."

Let's focus on the deal. what
do you want to do? Daymond,

I'm asking... I'm asking... You're
trying to show your dedication.

Exactly. O'Leary: Okay.

What do you want to do, Daymond?

I'm gonna stay at the 49%.

The reason I'm staying at 49%

is 'cause I want
you to be in control.

I want you to keep your company.

Daymond, I love your offer,

and the fact that I
got one is incredible.

Let's make a deal.

- Alright.
- Good!

- Yes!
- Whoo!

Very good, man. Very good.

Thank you.

Mazel tov. Congratulations.

♪

[ Laughs ]

I said I was going to quit
my job because of the fact

that I got to this point,

and if I didn't go all in
in front of the Sharks,

I would regret it forever.

I'm happy to be a
flyer. So, you know,

I'll be his number-one flyer.

♪

♪

Narrator: Next in the t*nk

is a way to save time
and lessen fatigue.

♪

Scotty. I'm from Fresno, Hey,
Sharks! My name is California.

For 25% equity in my
company. I'm seeking $40,000

hurting. Do you know why?
Sharks, my fingers were

'Cause after 12 hours
Why? of copying and pasting

into a spreadsheet,

my hand was cramping
into a lobster claw.

[ Laughter ] Aah!

The dreaded lobster
claw, You know,

the throbbing, red pain
in the hand you get from

copying and pasting
all day, Ctrl C and Ctrl V.

On average 50 times a
day. See, I copy and paste

I've had customers tell
me over 1,000 times a day.

So you can see how
surprised I was when I tried

to buy a copy keyboard,
but it wasn't for sale.

So I had to make it.

The Copy Keyboard
was born, Right then,

copy and paste
keyboard. the world's first

I did it for all of handkind,
because look how relaxed

with the Copy
Keyboard. the hand is

Ooh! Ahh!

And notice how
cramped the hand is

with the shortcut
Ctrl C and Ctrl V,

because the shortcut
Ctrl C and Ctrl V

was made for the computer,
but not for the consumer.

No longer do you
need to Ctrl C or Ctrl V.

Just plug it in, USB.

Plug-and-play-ready means
you never need to call IT.

But wait, that's not all!

Because the Copy Keyboard
went viral on social media,

with over 20 million views. Wow.

So, Sharks, what do you
say? Who wants to lend a fin?

You can lay on the beach,
and I'll copy and paste

Oh, my God.
Our profits right in.

Why were you copying and pasting


I was a former
e-commerce manager,

and I was putting
a lot of documents

in spreadsheets, PnLs,

and so I had to copy and paste

over 50 times a
day doing my sales.

I think it's a very great
tool for accountants,

financial industries,
even just as a present.

During Christmas last season,

the top tech gift of 2021,
this was the present...

Self-proclaimed.

[ Laughing ] Greiner:
Yeah, self-proclaimed.

I was gonna say,
how do you know that?

I don't know that, but...
Okay, so maybe... maybe

[ Laughter ]

because I need to
provide Guys, I need money

enough of this inventory
and have it ready,

because last holiday,
what happened was,

I posted the video
on December 1st.

On December 2nd, I already
had $20,000 worth of orders.

And I programmed
those. I packaged those.

I shipped those
out from my kitchen.

I need a little bit more
money to help me

bring my product costs down.

They can go from
$9.14, which we're at now,

to $6.50 with a 2,000
order. to all the way

What do you sell
them for? O'Leary:

We sell them for $19.99 for
Trujillo: the standard USB version.

We sell them for $24.99
for our LED version.

My sales right
now? Can I give you

- Yes, please.
- Sure.

Sales right now are $42,209.

We've only been operating
for less than a year.

We really did our
launch December 1st.

That was when we launched,
and I did not expect it

to blow up like it did.

I had about 200
units ready on hand.

I thought I was going
to sell maybe 20 or 30,

and my phone was going
off, and all of those sold,

brrrrr!

And I'm like... You're
very good at that.

[ Laughter ] Thank you.

But I was just worried.

Number one is I needed
to fulfill all of these products

and I needed to make
my customer happy,

because, you know, I can
take all the orders in the world

and let them keep flowing
in, but I cut the orders off

all pre-orders after.
And made them

So I saw a big
dip in all the orders

but I also wanted...
Because of that,

Pre-orders or wait list orders?

Because a pre-order is, like,
before you ever sold anything.

After you sold things,
A wait list order is

and then you are
putting people on wait list

inventory. because you're out of

Oh, I like that.

I never thought
about that, Sorry,

but that sounds good.

Yeah, that's what I like. I
like that idea. Sound good?

Let me ask you a quick question.

Patent, yes or no?

But let me tell you
something No patent...

Let me just stay on
that. Wait. Alright.

What stops me from copy
and pasting this idea myself?

Oh, thank you. I thought you
would ask me this question.

That eats the small
fish. It's not the big fish

that eats the slow
fish. It's the quick fish

And I am the
quick fish, alright?

Herjavec: That's
not really true.

What does this
have to do with fish?

I like that.

So you're saying you're
going to get out there bigger,

faster, stronger
than anybody else?

Absolutely, yes. And that's
how you'll b*at your competition.

But you do realize,

if somebody really knew
what they were doing,

you could assign those
keyboard combinations

to one of the
F-characters up at the top?

So I'm out.

Okay. Thank you. I understand.
I appreciate it. Whoa. Whoa.

Sorry, Scotty, but I love you.
Thanks for letting me be here with you.

Yeah, I love you, buddy.
Thank you. I love you.

My lifelong dream. This has been

As a child, all I wanted
to be is an entrepreneur

and build electronics.

For this? Did you go to school

So, I went to school
for engineering.

I dropped out, I got a job
as an e-commerce manager

electronic recycler. at a large

I grew their e-commerce
department from nothing

into $250,000 a month in sales.

And that was consumer
electronics and laptops.

My bread and
butter. That's kind of

unfortunately, my job
got cut. But during COVID,

So, right now, I actually
work at a car shop part time.

Alright, so I'm a front
desk clerk at a car shop,

and I check people in and I
say, "Hi, how are you doing?"

And I copy and
paste their information.

[ Laughter ]

So I'm just saying,
like, I use my own item.

Okay, so I love your honesty.

Putting my arms around
this. I am having trouble

I don't think that this is

the right kind of
business for me.

I'm really not a techie person.

Okay, okay.

And I think there
are better partners

up here for you than me.

And I'm out. I wish
you good luck, though,

Thank you. I hope you add
me as a friend on TikTok.

[ Laughter ]

Always selling. So much
great energy with you.

I tend to be somebody who's
just... I'm really on my phone.

I don't... I don't even
carry a laptop, actually,

as much as you do. so
I don't really relate to it

So for that reason, I'm out.

Okay, I understand. Thank you.

Thank you for letting me
be here in front of you today.

Yeah, my pleasure.

I wish I had some good
news for you, but I don't.

Whew!

Um, no. I'm out.

Breaks my heart,
Mr. [ Sighs ] Wonderful.

Robert, it's all down to you.

Whew! Wow!

It's such a complex technology.

Robert and Scott. Wow!

Scott and Robert. Hey.

You're captivating.

You're a little bit eccentric
in a very nice way.

Oh! The product is crap.

Robert, Robert! But I want...

Robert Herjavec! Greiner: Oh!

But...

in it somehow.
But I want to invest

a Copy Keyboard
product. I just... I can't own

Scotty, seriously, all
joking aside... Yeah.

I actually think you could
do brilliant and great things.

But for now, I'm gonna have
to do what the other Sharks did.

Copy, paste.

Oh! I'm out. I'm sorry.

I'll take my lobster claws.

You did the cut
instead of the paste?

Oh, Robert!

O'Leary: Good luck to you. That
was interesting. Thank you, guys.

It's been amazing being
here. This is my dream forever.

I appreciate you
guys. Have a great day.

You're great, Scotty.
Thanks. Greiner: Bye.

♪

Thinking about how hard
I've worked to get here.

This is my dream
since I was a kid.

I think about it all the time.

It's constantly
business. Every day,

Just to come here...

Because I didn't get a
deal, I am a little bit sad

but ultimately, I'm so happy
because I showed myself

all of this by myself.
That I could do

♪

♪

Next up is a product designed
Narrator: to prevent home intruders.

♪

Hi, Sharks. I'm Tony,
and this is Aaron.

And we're from Gilbert, Arizona.

Sharks, worldwide,

there are intruders breaking
into our home right now.

Now, we are talking
about spiders, cockroaches,

ants, and even rodents.
Scorpions, bedbugs,

Ew! Ew!

But these nasty creepy crawlers

with our product. do
not stand a chance

We're here today to introduce...

Slick Barrier! Together:

Slick Barrier is
a pesticide-free

physical barrier that goes
around the base of your home.

You just apply it a few
inches on your house

around anything you do not want

creepy, crawly
pests to crawl on.

No poisons at all.

When you apply Slick Barrier
to the base of your home,

and slick. it dries
hard, smooth,

system It's a physical barrier

from climbing up. that
stops crawling pests

Like if you look at our
displays over here, Sharks,

the red house doesn't
have any protection at all.

And you can see
there's scorpions

that have already
started to move in.

♪

The blue house has
our protection on it,

and it's protected
by the Slick Barrier.

We even have a rodent
right here that has a post,

and that rodent
can't climb that post

because it's also
protected with Slick Barrier.

Sharks, our patented technology

is the future of pest control.

So, Sharks, we are
asking for $500,000

for 10% of our business.

But, wait, before
you give us an offer,

we think it's only fair to
have you Sharks come up

and test our products
for yourselves.

Kevin, you're a rodent.

I'm looking at you, man.
Kevin, Herjavec: Alright.

Kevin, we have Alright.
A surprise for you.

So, we decided that we
needed to have some pests

to test our product,
right? Yeah.

And we heard you had
a special relationship

with a particular type of pest.

And what we're talking
about is... cockroaches!

[ Sharks groan, laughter ]

Cuban: Say it, Kevin. Say it!

It's a family reunion! John:

Greiner: Oh, no, Kevin.

Since I spoke
roach. It's been years

you were talking about
them, Aaron: These guys heard

and they wanted to
meet you firsthand.

But, Mr. Wonderful,

those bricks are protected
with our Slick Barrier coating.

That is nasty!

Feel free to step right up

and show them how it works.

You want me to step on them?

- We do.
- We do.

Greiner: Oh-ho-ho! Ugh.

Tony: Even though he has

a special
relationship with them,

♪ Ahhh ♪ they're
not getting him.

I am impressed.

They're not going up
the side of the plastic.

Aaron: Yeah. Come on off, Kevin.

Thank you so
much for doing that.

So, we want to one up you guys

and take this to
the next level with...

scorpions!

[ Sharks groan ]
John: Oh, my God.

These are Arizona
bark scorpions.

They're the most
venomous scorpions,

or one of the most
venomous in the world.

And these scorpions,

they cannot climb the
Slick Barrier product.

And so what we're going
to do is we're going to stand

on these blocks and
we're going to pitch,

and we're not going
to get off these blocks

until you guys give us a deal.

Okay, when it comes to
the poisonous scorpions,

I think I've done
my thing already.

I'm out of here.
Greiner: Oh, my God!

Thank you, Mr. Wonderful.

Alright, guys, let's do this.

You guys have a couple
of materials in front of you,

a box.

What we wanted to show you

was all the different
types of materials

that we can put this product on.

Mark, we also did some
studies with some universities.

So, Texas A&M, New
Mexico State University. Cool.

They've tested it on bedbugs.

They tested it on roaches. They've
tested it on scorpions. Really?

I just want to point
something out.

They're not climbing
up the brick. I get that.

But they're also not
climbing up the plexiglass.

Does that mean I should
Right. put plexiglass

around the base of my house?

Yeah, so, my house was infested

with these scorpions right here.

Me and my wife
could not get them out.

So it was Wow. a
frustrating experience.

We tried going through the
regular pest-control channels

and we battled
these things for years.

I ended up getting
stung. Horrible experience.

She's like, "I don't know,
we're gonna have to sell

our house that we just bought,

because we
can't live like this."

I noticed, just like Kevin said,

they couldn't climb
up smooth surfaces.

If I could coat my
foundation with a product

that made this
same type of surface,

out of my house. then I
could keep these things

And it worked. It stopped them.

But don't they typically come
in through pipes underneath?

Or a hole in a wall somewhere?

So, every single crawling
pest starts from the ground up.

Wait, quick question.

You're not... Your background
isn't pesticides or...?

Aaron: No, I've been in sales,

in corporate sales
pretty much my whole life.

But you know what,
guys? I give you credit.

I took a look at your
third-party testing

from New Mexico State
and from Texas A&M,

and the results were amazing.

In neither case did the
scorpions climb the wall.

So there was zero
penetration, so it was really cool.

Your sales. Okay,
so tell us about

In 2020, that was the
first year we had sales,

in sales. and we had $180,000

Was that just for product
or including your service...

That was just service.

We were not selling
the product at that time.

Oh, so that was
for your service.

With this product. Two
guys to coat my house.

How about 2021?

So, total revenue
for the entire year

was about $650,000.

In '21. In '21?

$450,000 with
service. Services only?

About $200,000 Okay.
Was selling the product.

And who were you selling it to?

We were selling it to
pest-control companies. Okay.

And then starting in 2022,

we wanted to just solely
focus on selling the product.

So the product that you
guys have in front of you here

is our most recent product.

It's a water-based product.

We sold about $50,000
just in the last month.

It does not require a mask.

It's as easy to use as paint.

Right now, our
vision for the future

is to go consumer,
but we still intend on

pushing it into the
pest-control side.

Here's the problem I'm
having... 10% of $500,000.

It's a $5 million valuation.

You guys make no
money whatsoever.

You don't even
have to tell me that.

I know because
I speak rat. Right.

The rats said, "No
dough Alright? here."

this company,
When we first started

we figured out that it worked.

We decided to raise capital.
And then at that point,

But why is it worth $5 million?
Oh, you've raised capital.

So, we've raised capital.

Have you raised? How much

At the end of 2020, we raised
about half a million dollars.

Tony: And the most
recent one, Ooh.

We raised $700,000 at
like a $3 million valuation.

So what do you sell the product
to pest-control companies for?

Our average price is $70.

So what does it take
to do your house?

It takes roughly
about two gallons,

two to two-and-a-half gallons.

Yeah. So 150 bucks.

What do they
charge the end user?

So the average
charge is about $1,400

to go out and do the service.

And do you get a
percentage of that at all?

No, we just sell the
product directly. Okay. Oh.

The big problem
with pest control

is there's no innovation.

It's just spray,
spray, spray, spray.

They're banning these
And guess what? products.

The idea that you
don't take a percentage

of that service
revenue is insane.

You're going to have to
sell so much in order to have

to justify your
valuation. a real business

how you guys can get
there. I just don't see

So for those reasons, I'm out.

Alright. Thank you, Mark.

For the consumer
brand, Herjavec: Look,

what does it cost to sell,
what does it cost to make?

That's why we're here.

Right now, to actually
have this product

delivered in our warehouse,

we're paying $30 for one gallon.

What do you sell it for?

We sell it for $100.

O'Leary: Let me take
Huge mistake. a s*ab at this.

Cockroach community. I know the

with the scorpion
community. I'm very familiar

But I got to tell you something.

Your valuation,
$500,000 for 10%,

I can't decide if you're
cockroaches or scorpions or both

is not worth $5 million.
Because this business Both!

But I'm looking at this as
the beginning of the journey,

even started yet. you know, not

'Cause you want
to go to consumer.

You've proved your model
on selling services. Crazy.

I can't get there on valuation.

I'm out.

Herjavec: Tony, Aaron,
your product is great.

But I don't think any house
is a completely solid vacuum.

Like, they're gonna get
in, so I can't get there.

I just... I can't.

Freaking me right out.
And the rats are just

[ Laughter ]

I'm out. Well, and that's...

I'm out, guys.

♪

John: When you
live in the Northeast,

those pests and those
when it gets cold, critters,

they're coming into the house.

They're gonna
find a way in there.

And where I'm from in New York,

when I got locked
out of my house,

I'd call a rat to let me
in the house, right?

You're not stopping
these things.

I'm sorry. I'm out.

One thing people really
hate Listen, first of all,

is pests. Right.

And anything that can
harm them or their family.

So scorpions, rats, Right.
Cockroaches, bedbugs,

Kevin. you know.

I think you are in
desperate need of a Shark,

because this isn't
really your thing,

so I am going to
take a flyer on you.

But there's conditions. Wow.

♪

Narrator: Four Sharks are out.

Lori is Tony and Aaron's
last chance for a deal

for their pest control
product, Slick Barrier.

I am going to take
a flyer on you, okay?

But there's conditions. Wow.

Okay.

I'll give you the $500,000.
I want 15%. Okay.

And I'm going to give it
to you $100,000 upfront,

because I really see this as
and the rest is a loan, dicey.

People would want
to But I think that

spray their home with it
and at least give it a go.

The amount that gets
in, Even if it cuts down

it's better to have 1
scorpion than 500.

What are the terms of the note?

So the terms of
the note, two years,

whatever the standard rate is.

I can easily figure out how this
can be a great consumer product.

I look at, what can I take
with it and make happen?

So I have no worry
about that. Right.

And then I think I can
just help you immensely

with the licensing,
because I've done it,

You guys understand the offer, you
know, so many times. right? $100,000...

We do.

And it's steep in some
ways, but, you know...

We know exactly why we need you.

We need help on
the consumer side.

We need help on the value side.

So now you know, right?
So what do you want to do?

[ Sighs ]

You want to talk
to the rats first?

Could we...?

I so want to do
this with you, Lori.

By the way, you struck
out with every other Shark.

There's only one offer here.

She's only taking 5%
more than you're asking.

What is there to think about?

There's not. Let's do it.
Let's do it! Greiner: Oh!

- Alright, let's do it.
- Let's do it.

[ Cheering ]

I'm in this, like, business!
Oh, I can't believe

of these horrible
things. But we'll get rid

Thank you so much. Yeah.

Thank you, thank you.
I think it's really cool.

Tony: Thank you so much. I
mean, if it works, it's really cool.

Aaron: Thank you,
guys. Alright, good.

Cuban: Congratulations. Well done. Thank
you, guys. Thank you, Thank you so much.

Yes!

Howdy!

Oh, gosh. That was rough.
That was rough. Whoo!

But, man...

When all of those
Sharks said no to us,

that was hard to hear,

but then there was Lori.

For us to move into
consumer with our marketing,

branding, and
even manufacturing,

we needed a Shark
to get us there.

Aaron and I can have
the next 20 years,

and we'd be successful,
but having Lori,

that's gonna accelerate
the process.