15x15 - Episode 15

[bunniefuu]

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

When we tell
people you can light

and eat the candles,
their jaws drop.

Introducing the
world's first robotic chef.

No way.

Which one of you is ready
to be the coolest Shark?

It's not going anywhere.

Oh, my God. That's
gonna be a meme.

Is this really that
big a problem?

You came to the Advice t*nk.

We want to build a brand.

I really don't trust
the execution.

You're trying to find the
hole in my story, right?

I see a thousand holes.

Ooh, tough Shark.

♪♪

Narrator: First into
the t*nk is a product

that takes cooking
into the future.

♪♪

Hi, Sharks. My name is Assaf.

And I'm here raising $500,000

for 4% equity in my company,
Chefee Robotics. Wow.

Sharks, we all know
how hard it can be

to cook healthy, fresh meals
while juggling our busy lives.

How many millions of
parents around the world

care about the
nutrition of their families

but they hate cooking,
don't know how to do it,

don't have time to do
it, or just plain suck at it?

Well, what if all of
that could change?

What if cooking was so easy,

you could literally
walk into your home

and talk to your kitchen?

Nice.

Sounds like science fiction?

Not anymore.

Forget self-driving cars

and start thinking
self-cooking kitchens.

Introducing Chefee, the world's
first embedded robotic chef.

From meal planning and
cooking to tracking nutrition

and, yes, even
ordering the groceries,

Chefee will do it all.

Here's how easy it is to use.

Just once a week,
you'll restock ingredients,

then open the Chefee
app to place an order.

Chefee will do the rest,

weighing, combining,
dispensing, and cooking.

So, Sharks, who's ready to
bring personal private chefs

to everyone with Chefee?

You got to show us how it works.
You got to show us how it works.

Greiner: Yeah. Oh,
of course. Let's do it.

In front of you are three
dishes that Chefee prepared.

We have Spanish paella... Okay.

Spicy ratatouille,
and tofu tikka masala.

So Chefee made this? Yes.

And as my mom
would say, bete'avon,

which means bon appétit. Wow!

It's good. Greiner:
Paella's good.

Herjavec: The chicken
paella's amazing.

Can you add, like,
spices and stuff?

Of course, of course, so
you can customize it here...

Oh... based on ingredient,

if you're allergic to
anything, and so forth.

This tastes great.
Let's see it work.

Alright, I'm gonna
customize the recipe.

I'm gonna select the
number of servings.

I can even schedule it.
I'm going to say right now.

And Chefee receives the order.

That curry is delicious.

Really good, isn't it? Really.

Yeah. It's my favorite.

Ta-da!

Just like magic. Greiner: What?!

Chefee comes
out of your counter,

and the first thing it does,

it picks up the
lid of the cooker.

It's gonna invert it.

No way. It seems unbelievable.

The future is here,
Barbara. Wow.

Chefee is made of two
parts, upper and lower.

The upper stores and
dispenses ingredients.

The upper fits into a
standard upper kitchen cabinet.

Okay. Wait. What's it doing now?

So right now it's
dispensing and weighing.

So it goes under. Yep.

And based on what
you put in the app...

Exactly... it's going
to put the materials in.

Correct. What about
fresh things like proteins?

Right, so the left
side is refrigerated.

So we have a
refrigeration module

built specifically for Chefee.

But you're not
ordering from you.

No, we're a robotics company.

For the groceries, that's
a subscription model.

One of them is integration
with Instacart or Amazon Fresh.

You're in the robot business.

That's what we
do. We do the tech.

So now it has the material.
What's it doing now?

Yep, it's gonna pour
it right into the cooker.

Is that a standard
cooker or yours? Right.

We don't reinvent the wheel.

We're not here
to build a cooker.

We're here to build
a robotic ecosystem

that automates your appliances.

So it's a vending machine
connected to a bowl.

Far more than that, but,
yes, if it looks that simple,

then we've done a great
job in hiding the complexity.

It works with any stovetop?

No, so these are cookers. They're
inside of it. Oh, so you provide that.

But these are yours.

Correct. It's an induction
cooker. Greiner: Okay.

So it's all incorporated.
All incorporated.

You can install these in any
modern kitchen on the planet.

So what is this going to cost
me if I say, "I love Chefee.

I saw it on 'Shark t*nk.'

I want the whole thing,
including installation

and I hope a
maintenance contract.

There's a lot of moving parts."

What's that going to cost me?

For the value-engineered
version of Chefee,

as low as $9,500 is what
we want to launch with.


all the way up to...

That's a big buy-in.
That's 10 grand?

Yes. Everything I see here?

The refrigeration will probably
not be included in the 10 grand,

because it goes from $9,500

all the way up to a premium
version, which we want to...

Which... How much is
the premium version?

We're thinking between
$40,000 and $50,000.

Holy God, that's a lot. Wow,
so at $40,000 to $50,000,

what do I get that I
don't get at $10,000?

So you would get
more ingredients, right?

So you'll be able to
make a lot more things.

So how are you going
to bring this to market?

Have you done it yet?
Have you sold any?

If you have, what
are your sales?

What does it cost to make one?

What does it cost to
acquire a customer?

The numbers. That's what I want.

First of all, we
are pre-revenue.

Okay, we haven't launched.

We have a $500,000
signed LOI from a high-end

kitchen remodeling company
already in Palm Springs.

Now, in terms of
where we're going,

we're going all in with social
media and organic marketing.

And we've also shown this
already to builders, designers,

high-end kitchen appliance
companies like Wolf Sub-Zero.

I presented this a
year and a half ago

face-to-face with
one of their top execs.

He loved it.

The idea with
someone like Sub-Zero

is that they would rebrand this?

That would be a licensing play.

Okay. Is that your
go to market...

It's not. It's not necessarily.

So everything is on the
table. That's the beauty.

Let's talk about
strategic partnerships

with celebrity chefs, right,

partnerships with
builders, designers.

We've been hosted by
high-end designing locations

in Austin, Texas.

What do you mean
you've been hosted?

You've actually
installed these units?

So we installed three total,
so one in our investor's home,

one in our HQ, and
now you're seeing this.

So why haven't you
shipped already?

Because I don't want to
overpromise, under-deliver.

I want to do the opposite.

That's the sales pitch, right?

Why specifically are
you not shipping yet?

Oh, we're not shipping,
which is why we're here.

We're raising $500,000
to get to manufacturing.

How much have you raised so far?

$450,000, and I injected


For the $10,000 unit,
what's your cost to make it?

About $1,500 materials,
$1,000 in labor.

So let's just be clear here.

You're not a robotics company.
You're an integration company.

You're taking off the shelf
or stuff you've licensed,

and maybe you've
written some software

and you have some IP

and you're doing that
to integrate it, right?

You're not manufacturing the
individual components yourself.

Is that true? That's
a great question.

So, we are a robotics company.

We have patents pending
in the U.S. and abroad

specifically for the entire
system, the custom parts,

and the embedded form factor.

I spent a thousand
hours on this.

I've learned everything
from mechanical engineering,


under the 3-D printers

in the office for
weeks to get this done.

So, yes, we're not
producing the motors,

but we're absolutely creating
the entire robotic system.

That's an integrator.

There's nothing wrong with
that. Nothing wrong with that.

No, I'm not saying
there's anything wrong,

but you got to say who you
are and what you're doing

and what's working,
what's not working,

because if we're
going to understand

how you get to a product,

we have to understand
why you're not already there.

If you truly created something

that is so
differentiated, so unique,

when you're in an industry

when everybody and
their brother, it seems like,

is coming out with a new
robotics space system,

there should be so much
money being thrown at you

that you can't
even keep up with it.

Well, but... Now I see
you're trying to find the hole

in my story, right?

I see a thousand holes.

I don't see any.

I have a question
to fill a hole.

I want to buy the product.

I want to put it in
my Miami kitchen.

Who's going to maintain it
for me when it stops working?

Because it's such a
simple, elegant system,

we can actually piggyback
on platforms like TaskRabbit.

Oh, you're k*lling me.

All they need is plumbing
the plumbing experience.

A handyman can install this.

Corcoran: Let me clear the deck.

It sounds sexy, definitely.

I was like, "Whoa." You
know, this is something

I'd love, but I really
don't trust the execution.

I'd be afraid to call and say
mine is broken, so I'm out.

You have the other Sharks.

Assaf, regardless
of what you've built

or haven't built from
an IP perspective,

it's a beautifully designed,
integrated machine.

I'll give you that. Thank you.

But if I don't want to cook,
there's lots of other services

where people can make
well-prepared food packages

that show up that
don't cost $10,000.

I just don't know
if I see the market.

I'm out.

Let me tell you guys a quick...

Assaf, do you have one
of these in your home?

Yeah, in our HQ.

You use it every day?

Not every day, but
we've used it a lot.

And let me tell you
the experience...

And what do you do if
you want a baked potato?

Order an Uber
Eats. No, I'm serious.

I want to hit the market with
something that's beautiful,

can make you hundreds
of dishes from scratch.

But yeah, I can't make
you everything on the planet.

But we can make a
lot of potato dishes.

You're like all
inventors, right?

You are so excited.
You are so passionate.

But I don't understand
how well this will adopt.

And maybe I'll be kicking
myself down the road.

But for today, I
wish you good luck.

But I'm out.

I'm not worried
about the price of this.

I know the other
Sharks are, but I know

there's a high-end market
for tricking out kitchens

because I buy Sub-Zero products.

That's why I was
interested in hearing more

about the Sub-Zero deal,
because if they take it over,

rebrand it, and provide
their maintenance contract,

that would be interesting.

But I'm choking on the 4%.

I mean, the next time you
raise money, I get diluted.

We're here, open to negotiation.

Look, I'll make you an offer.

I don't care if you
like it or you don't.

Narrator: Three Sharks are
out, but Kevin is interested

in Assaf's robotic
chef company, Chefee.

Look, I'll make you an offer.

I don't care if you
like it or you don't.

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

Thank you for that
offer. Yes. It's reasonable.

Cuban: Assaf,
I'll simplify things.

I think it looks
great conceptually.

Makes sense.

Technically, not quite sure

whose pieces and
parts you integrated,

but the reality is, there's no
way you did it from scratch

and created everything in
a couple years for $450,000.

The fact that you
think it's so crazy

that we did this tells me that,

"Holy [bleep] yeah,
we have done it."

No, that's not what
I'm saying at all.

I'm saying you
haven't said anything

about the technology
at all. You've described it

and you've sold the value
proposition, which is great.

But I know a little
bit about robotics.

I know about, you
know, operating systems

and I know about integration.

If you want, I
can shut off sales

and go technical and
geek out with you from now

until... for an hour. Fire away.

- Okay.
- Oh, please don't.

Mark, are you going
to do this deal or not?

No. I'm out.

So, I am the only chef up here.

Chef Wonderful. I'm a real chef.

I'm putting myself
out of business.

Mr. Wonderful. Yes.

Can I counter you with 8%?

No.

No. The journey is
binary on this thing.

I think the only way to
actually make this work

and sell hundreds of
thousands of installations

is with licensing.

And you're gonna find that
out without me or with me,

because the maintenance
is gonna be paramount.

Would you be willing
to go down to 12%?

No.

Ooh, it's a tough Shark.

I know. 12%, 15%, does
it really make a difference?

I'm trying to save. Um...

All right, Mr. Wonderful,
we got a deal.

Wow.

Congrats, Kevin.

Let's focus on how we can
actually make some money.

Let's go and see Sub-Zero.

- Congrats, Assaf.
- Good luck.

- Congratulations.
- Good luck.

Thanks, guys.

I think Mark is going
to absolutely regret

missing this
opportunity with Chefee,

but Kevin is a perfect match.

He understands the
space, he has connections.

He understands strategic
moves that Chefee could take,

and I'm super excited to work
with somebody of that caliber.

Narrator: In season 14,
Fiona Co Chan made a deal

with Mark Cuban

for her clean makeup
brand Youthforia.

I'm worth it. I'll
even go do demos.

You'll do demos? Yes.

He's going to look terrible
with that makeup on.

Narrator: Let's see
what she's up to now.

Chan: At Youthforia,

we create makeup
you can sleep in

with the added
benefit of skincare.

Before I pitched the Sharks,
we had two employees,

we were doing $6,500 a day,

and we had $2
million in lifetime sales.

Now, nine months later,
we have 10 employees

and we're doing
$15,000 a day in sales.

Since "Shark t*nk,"

Youthforia has sold
over $8 million in product.

[ Cheers and applause ]

Today we're at Ulta
Beauty launching

our newest foundation.
You can sleep in.

We're going to demo our
products on real customers,

help them shade match, and
get real-time customer feedback.

And Mark, I don't know
if you remember this,

but in the t*nk you said you
were going to demo our products,

so today we're going to do that.

I can't wait. Let's go.

Cuban: It's exciting for
Youthforia to be in Ulta

simply because everybody
comes here, right?

You want to be
where the traffic is,

and Ulta has an
amazing reputation

for just being the
place to go for hair,

makeup, all the
things that you want.

Chan: One of the biggest
challenges to creating

a foundation you can sleep in

was that our formula
cost was really expensive,

so it was really challenging
trying to figure out

how could we even launch this.

And without Mark
Cuban's investment,

I don't know that we would
be able to afford to launch this.

And here we are in over


All right, guys, ready to see
Mark get his foundation match?

[ Cheering ]

Cuban: Youthforia is
an amazing product,

Fiona is an amazing
entrepreneur,

and this gives us a chance
to expand our shelf space,

and we can stand out
among all the other brands

and just be spectacular.

So how do I look?

[ Cheering ]

Chan: My advice for
future entrepreneurs

that want to break
into a saturated market

is to just trust your gut.

When I pitched on "Shark t*nk,"

I did not know if we would ever
be able to launch a foundation,

but I wore it because I wanted
to feel confident in the t*nk.

And now here we
are, one year later,

being able to launch
our foundations

and I get to live out my dream.

♪♪

♪♪

Narrator: Next up is a
convenient way for couples

to spend more time together.

♪♪

Hi, Sharks. I'm Brett.

And I'm Jeff, and we are
the co-founders of Boona.

We're seeking $400,000
for 10% of our company.

Sharks, let's just be honest,

showering with a
partner sounds fun,

but in reality it sucks.

One person is hogging
all the hot water.

And the other is left
shivering in the corner.

Sure, two shower heads
would solve the problem,

but am I really gonna
spend thousands of dollars

on a renovation?

Well, now you don't have to.

Introducing...

Boona's tandem shower.

[ Laughter ]

Tandem is the only easy
and cost-effective way

to add a second
showerhead to your bathroom.

It optimizes the water pressure

using our custom-engineered
shower heads.

Tandem installs in
minutes. It's simple.

All you have to do
is extend the rod,

add the valve, and
connect the showerheads.

That's it.

No fancy contractors,
no knocking down walls.

It's just an instant
spa upgrade.

Sharks, we're done
showering on our own.

Tandem is way more
fun with a partner.

And we're looking for
a long-term romance

with one of you.

All right, Hannah, David,
shower time is over.

Sharks, we've got some
samples of tandem in front of you,

and we'd welcome your questions.

Corcoran: How
about the pressure?

Do you divide the
pressure in two?

So the pressure, first
thing that we thought about.

And, you know, the main thing
is we have 5,000 customers

and our average
rating is 4.7 out of 5.

But what about the pressure?

So yeah, I mean basically
we could speak to the pressure.

I think the point more
for us is the pressure

was always a top-of-mind
concern for any customer.

And so it was great for us
to see that the rating hit 4.75.



Just over 5,000
customers so far.

Over what period of time?

We did preorder first, and
that started in April 2022.

I'm actually surprised
you have that many.

Is this really that
big a problem?

Greiner: Yeah.

It's not a problem,
but it's an opportunity.

Well, is it?

Jeff: One thing
that's interesting is...

So we went live in July
and we started posting

some content on social media,
and we ended up blowing up.

We hit 50 million
views on TikTok

and 50 million
views on Instagram,

and have over 50,000
followers on both platforms,

and a mailing list of
over 40,000 people.

- Wow.
- So you must have some sales.

Why don't you walk us
through the business?

The sales off the
Kickstarter were $750,000.

- Wow.
- How many units is that?



What do you think you'll
do this calendar year?

And will you make any money?

We think we're
gonna do $1.7 million

because we have done
it's all organic this year.

Once we went live, we blew up.

How much are you going
to make on $1.7 million?

Our gross profit margin is 71%.

-Okay, but... -But
what's your net profit?

Net profit is 54%.

- Net profit is 54%?
- You're going to make 54%...

So you think you're going
to make over $850,000.

- Yeah.
- What does this item cost?

So we have... The
first SKU is $249.

And that's with one
of our showerheads.

And then the second SKU...
Why would you even sell that?

A lot of customers are married
to their handheld shower,

or maybe they purchased a
showerhead that they really like

and they're not ready to commit

to our aesthetic
and performance.

So what does the other SKU cost?

The two together is $299. Okay.

The single head... Can you
walk me through the cost,

landed cost of that one,
and then the dual head,

what's the landed
cost of that one?

$69 landed.

For the first one.

It's both. We averaged it.
They're very comparable.

So it's $69 landed for both
SKUs is what you're saying.

That's right. You're
making money

on every single sale right now.

That's right. Yeah.

What's your ultimate
goal out of this?

I mean, we want
to build a brand.

I think we have a lot of
IP around this product,

but we're not banking
the business on it.

I mean, the next
obvious opportunity for us

is just the handhelds.

We have tons of customers
that aren't converting.

So it's a derivative of this.

You're going to stay
in the shower stall.

Oh, for sure, for the beginning,

like, we are tandem focused.

When do you think you'll
hit $5 million in sales?

Next year? Next year, yeah.

I don't buy it as a company yet.

I see it as a very interesting
innovation as a product.

And some of the greatest
deals in "Shark t*nk" history

is when the entrepreneur
focused on that one application

and maxed it out.

That's our focus right now.

Well, I'm not sure.
You were telling me

about building a
business, other SKUs,

a brand strategy,
which scares me.

Cuban: That's the biggest
mistake startups make.

They want to be a brand
as opposed to just executing

on selling their product.
Why can't they do both?

Because what builds a
brand is your execution.

Totally. You know, what
too many companies do,

you know, I'm doing
brand marketing.

This is for the brand. I'm
going out there and I'm,

you know, I'm presenting
this. I'm going to this trade show

because I want
to build my brand.

That's why for us,
the absolute focus

is definitely on
tandem. And if we do

create new products,
it's to support tandem.

I jus want to say something.
I can't relate to the product

at all for two reasons.

One, I'm a bather,
and I love high pressure

and I'm concerned about
you cutting the pressure in half.

Secondly, I just couldn't
imagine getting into a shower

with my husband,
Bill, and getting naked.

[ Laughter ]

It would be my idea of the
worst nightmare on his side

and on mine, so forget it.

You have a younger
demographic. I'm out.

Brad, Jeff, you guys
have built a great business.

I bought a super fancy
house with 10 showerheads,

and consistently,
I just use one.

I'm not the person
who would buy this.

I think it's hard for me
to get there, so I'm out.

I wish you all the best.

Cuban: Guys, I think
it's a great product.

I think this is just going to
be a cash-generating machine,

and the biggest mistake
you could make would be

to try to grow too fast.

Just take the money
people are throwing at you.

But that's not
conducive to an investor

because if it's
$400,000 for 10%,

you have to generate $4
million in after-tax profits

just for me to get
my money back.

So I don't see it as
an investable business.

I see it as an amazing
business for you guys.

But for those reasons, I'm out.

Well, I think you
guys are amazing,

but I'm just not
connecting with the product

as something for me
to invest in, so I'm sorry.

I'm out.

I like it. I'm going to
make you two offers.

You can choose between
the two of them. Okay?

Number one, I'll do the $400,000
with a royalty per unit of $40.

I would stop the royalty
after I get $1.2 million back,

and I'll take the 10%
equity just in case we sell it.

Or I give you the $400,000,
and I'm the third partner.



- Wow.
- Oh, my Lord.

And every dollar that comes
out, I'm getting 33 1/3 cent.

They're gonna rush
to do those deals.

Well, you can decide,
because that's what I...

That's what I think it's worth.

Or you can just
go have a shower.

How about 20% for $600,000?

No.



The funny thing
is, you're not...

You don't actually
need $400,000.

Why would you do
that? To make it more...

He gets more equity
in the company.

No, I know why you would
do it to try to entice him.

Why would you need to do that?

That's the only red
flag that I've seen.

Why would you give up 20% of
your company, even for $600,000?

If you do $5 million next
year, you're making...

$2.5 million.

Millions... Yeah,
millions of dollars.

And you're giving up a
fifth of that, you know?

Guys, you have an
offer on the table.

What do you want to do?
What do you want to do?

Are you willing to
negotiate on your offer?

Well, wait.

I haven't heard anything.
I've just heard squawking.

All I hear is squawking.
The only offer you have is me.

We're allowed to come
back in. Remember that.

Go back in. I'm still curious.

Why would you give up 20%
of your company for $600,000

when you're anticipating doing
how much in sales this year?

We definitely think that
it's going to be a discount

on what we're worth and
what we've built here...

Right... and demonstrated.

But for us, like, it's
a costly business.

How much cash do
you have in the bank?

$250,000. Okay.

For us, it's like having a
resource that can help us

even strategize
between different...

But cash is an issue.
You may be profitable,

but because you're
growing... We can grow...

Which got back to my point,

which is why I asked the
question on profitability

versus let's just go, go go go.

Yeah, that's exactly
what we want to do.

Okay. I'm out. Thank you.

You got to make a
decision. You can't do it,

that tells me you're
not sharp enough.

You weren't gonna do that
deal anyway, so that's no loss.

Well, I don't know, but we
don't have to worry about it.

See you later.

Anyone else want
to come back in?

No, but, guys,
chase cash, not sales.

You came to the advice t*nk.

[ Laughter ]

Good luck, guys.

Thank you all so much.

Bye.

For us, it went about as
well as we could have hoped.

We would have loved
to have gotten a deal,

but I think their
logic makes sense

and I'm excited to
continue building

this business exactly
as per their advice.

They had no ability to focus
on the only offer they had.

You got to realize
you have a real offer,

you got to focus on
it. I actually got bored.

♪♪

Narrator: Next up is a way
to make birthday celebrations

even sweeter.

♪♪

Salutations, Sharks.
I'm Loree Sandler.

And I'm Bob Michaelson,
Loree's partner.

We're here from
Chicago seeking $250,000

for 10% stake in our company.

Sharks, congratulations
on another epic season.

We're celebrating too...


What drives our passion?

Igniting celebrations...
With our company...

Both: Let Them Eat Candles.

You heard that right.
Let Them Eat Candles

are premium chocolate
birthday candles to light and eat.

The flame lasts about a minute,

long enough to sing
"Happy Birthday"

and to strike a pose.

When we tell people you
can light and eat the candles,

their jaws drop.

See for yourselves.

♪♪

Let's make every cake a
stage and every candle a star.

So, Sharks, we invite
you to light the candle

in front of you, wake a wish,

and on my count, we'll
blow them out together.

- Ooh, let's do. Yes.
- All right.

- Yes.
- [ Laughs ]

Okay, three, two, one.

[ All blowing ]

- Yay!
- Yay!

Once it stops smoking,
can you eat the top?

The wick is very short,

so by the time you
sing and blow it out,

you can just pluck out the nub.

- Oh, you gotta take it off.
- Yeah, my wick was about out.

Yeah, exactly. Greiner: Gotcha.

You end up with a
solid bar of chocolate.

And how many different
flavors do you have?

Is there just dark and milk?

There's just dark and milk.

We have seven different
patterns on the candles.

Bob, how did you
get into this business?

One day you're sitting
around and saying,

"I got to eat a candle"?

Well, I will let
the inspiration,

Loree, tell you that story.

All right, Loree.

So we have three... three boys

and we were... our youngest

and I were baking his
birthday cake together.

And at the end, we
throw on these candles

and they drip all over the cake,
and I just was so disappointed.

Like, here is the last
product on the planet

that hasn't been
tweaked or optimized.

And I really just thought,

"How hard can it be to
make edible candles?"

So in Chicago, I took classes
at the French pastry School

in the Chocolate Academy.

How do I work with chocolate?
Who makes custom molds?

How would I package
something like this?

Well, good for you this
because you know what?

A lot of people
come up with ideas

and they look for shortcuts.
You did not take shortcuts.

Oh, no, I take the long road.

I have not seen
chocolate candles.

Is this the only one on
the market you know of?

There's only one other
edible candle we're aware of.

It is a chocolate candle.

However, it's not a
candle, it's just chocolate.

And to use it as a candle,

you have to insert
a wax candle into it.

Bob, what do you sell them for?

They're sold, right now,
anywhere from $2.99

to $3.99 a piece.

And what does it cost
you to make them?

So they're 85 cents, our cost.

We sell them wholesale
$1.69, and we sell direct...

We sell direct to
consumer for $3.99.

What are your total sales?

So our sales have
been $2.3 million

since we started selling
these. Good for you.

Last year, we did
$675,000 in sales.

Bob, what will
you sell this year

and what will you
make as a profit?

This year, we will
do $1 million in sales.

How much cash will you
make from that before tax?

Just cash. Probably $100,000.

Now, we're here
today... Clearly we want

to be able to grow our
business in grocery.

I wanted to go to
the big grocery chains

where you can sell one
time and get in 1,200 doors.

So our first focus
was on Publix,

and this was just before
the pandemic started,

and they loved the product.

So we're in all
the Publix stores.

We continue getting
reorders from them.

Now we're testing at Ahold,
Kroger, and Albertsons.

But as we take a look at
the big opportunity for growth,

it's direct to consumer.

So that is our
biggest challenge.

Well, that's because it's
hard to ship chocolate, right?

So how do you
overcome that problem?

We're shipping in a box
with insulation and gel packs.

And it's just costly.
That's so expensive.

It's very expensive.

It's a nightmare. I
wouldn't even try that.

I agree with what you're doing,

and I think you have
to get four other grocers,

and then you have
world dominance...

- That's it.
- In edible candles.

It's going to take you
two to three years.

That's how long
it's going to take.

Seen this movie, done it before.

There's nothing wrong
with what you're doing.

It's just a really long
journey because I've already

walked that road. I'm out.

Cuban: I just don't see where...

How are you going to take it
to the point where it's attractive

and it's big enough for
somebody to want to buy?

I mean, we're focused on getting

this to being a $10
million business.

But tell us how. Tell us how.

I will tell you how.
Since we've had

such great success with Publix,

taking that same strategy to
Ahold, Kroger, and Albertsons.

That's your credible story.

But there's other big
chains that are out there.

Loree, Bob, very clever idea.

I'm in a kind of a
competing category

where we make birthday
cards that actually become cakes

you make in the microwave
with a mini little candle included

so it's competitive to
a space I'm already in.

I wish you all the
best, but I'm out.

Thank you, Robert.
Sorry, Robert. Thank you.

Even if you hit your


you're, you know, at 20% margin.

And I think you can
get full distribution,

you know, 10 years,


you know, so you're in all
the Walmarts, all the big boxes.

But without direct to consumer,

I don't know that you can
get the $10 million in sales.

So for those reasons, I'm out.

Well, Mark, I just,
you know, as you look

at direct to consumer,

there's clearly a market.
There's an interest...

Guys, focus on the two
Sharks you still have in the deal.

Absolutely, absolutely.

I want to say a
couple of things.

I don't think you're crazy at
all selling to the consumer.

It's just ripe for social media.

Cuban: How are you
going to pay for shipping?

You include the
shipping. Absolutely.

And I don't think it's a problem
shipping 12 months a year.

I ship Daisy Cakes
all year round.

Chocolate cakes.
They come out fine.

I'd like to make
an offer, all right?

$250,000 for 25%.

Oh!

Wow, that's a $1 million
valuation. That's a big haircut.

O'Leary: Lori,
what are you doing?

You know, I've kind
of been on the fence.

I want to push you
to one side a little bit.

I like to take a concept
and then innovate

and turn it into more and more.

So I'm looking at this, and
I'm thinking it's chocolate,

but why can't it be

other things like a sugar
stick where you figure out

like a candy cane kind of thing.
- It's a good idea.

People just love
just candy sticks.

Absolutely. And why can't
you take, like, candy sticks

and make them with
wicks and beautiful colors?

Yeah. Lori, I've always
learned to be successful,

if you have a customer,
you've got a great relationship,

what else can you sell them?

Well, listen, I'm... I'm
going to give you an offer.

Boom!

♪♪

Narrator: Three Sharks are out.

Loree and Bob have an
offer on the table from Barbara

for their edible birthday
candle company

Let Them Eat Candles.
But Lori is also interested.

Well, listen, I'm... I'm
going to give you an offer.

Boom.

I would do $125,000 as
a loan and $125,000 cash,

but I would like to ask for 20%.

Ooh. Talk about a haircut.

Bob: Exactly. You just got bald.

But, you know, but
let me tell you why.

I'm gonna tell you why.

Because I know I'm gonna
have to go to work for you.

Remember, the big
difference with the offers,

other than the amount, is
it's $250,000 in cash for me.

So it's $125,000 for
the 20% stake of equity.

Yeah. So that's a
$600,000 valuation.

Yeah. Actually, it's
a $475,000 valuation

if you take the
loan. Pretty much.

What do you want to do?

I just want to just confer
with the boss here, really.

What a darling
marriage you have.



Wonderful. Okay. I...

Okay. All right.

Look at Loree's
face. [ Laughter ]

- I see pain on your face.
- You can counter.

Yeah. We're gonna
definitely counter.

No, I mean... Let's hear it.

We really do not want to
give up 20% of the company.

We don't want to give up
either Barbara or Lori either.

Yeah.

So is there a way
we could do 15%

and maybe you guys
could both come in?

That would be exciting.
You've got a bunch

of great ideas, you've
got a lot of passion.

I don't need a partner, but
make it 18% and I'll do it.

She's countering at 18%.

And we haven't
heard from Barbara.

I'm staying where I am, yeah.

Okay, Barbara, 25%,
Lori saying she'll do 18%.

I'll do 18%, and
I'll do it straight up

because I want to innovate.

Let's do it.

Let's do it. Let's do it.

Mazel tov!

Yay!

We're gonna have so much
fun. Thank you so much.

- Thank you.
- Yay!

- I know. The best possible.
- Yes.

Congrats, guys.

- Thank you guys.
- Oh, my God.

[ Laughs ]

Oh, my God.

All right, I want to tell
you something, though.

It might be a lucky day for you,

but I can't promise
a lucky night.

[ Laughter ]

There is only one business,
only one that got away.

And I'm going to
tell you what it is.

Hi, Sharks. I'm Aaron
Krauss. from Philadelphia,

and I'm known as the
daddy of the Scrub Daddy,

the cutest but most high-tech
scrubbing tool in the world.

- Whoo!
- Wow.

- Wow.
- Scrub Daddy.

So I'm offering $50,000 for 15%

if you can raise
the rest from Laurie

and if she wants to
do business with me.

No offense, Damon,
I don't need you.

This vicious woman named Lori

and I got into a
negotiation over it,

and I wanted to stick it to her.

So mine just went
to $175,000. Whoa.

Mine just went to $200,000.

Whoa!

I'm out. I wanted
to stick it to her.

But guess what?
I think it's like

the second best-selling
product in "Shark t*nk" history.

And every time
I go to the store,

I see that stupid-looking
little sponge smiling at me.

And I feel like Lori's peering
through that sponge at me.

Narrator: Next into the t*nk
is a solution for new moms

feeling the heat.

♪♪

Hi, Sharks. I'm Jackie, and
this is my husband, Jeremy.

We are from hot and
sunny Mesa, Arizona,

and we're here seeking $100,000
for 10% equity in our company.

Last year, we were blessed

with the most beautiful
baby girl, Sunny.

Herjavec: Aww.

Sunny brought the
sunshine into our lives.

But man, did she
also bring the heat.

Literally, Sharks.

Every time I breastfed,
I'd be drenched in sweat.

Me and Sunny would
come out so hot.

And we found no solution.

And Jackie tried every
nursing cover under the sun

but kept running into
the same problem.

Left sweaty, stressed,
and without a solution,

we were forced to take matters
into our own hands with...

The Lady Alpha
Nursing Cool Cover.

The only breastfeeding
cover on the market

with an integrated fan

to keep your baby cool
while breastfeeding.

Simply attach our light

and breathable
cover onto the fan

using the Velcro and place
it over you and your baby.

Our rechargeable
and bladeless fan

has three airspeeds
for you to choose from.

And its flexible design
creates an adjustable opening

for hands-free eye contact
with your baby at all times.

And, Sharks, we have
really thought of it all.

Our 100% muslin cotton
cover is baby tug-proof,

so rest assured that even
with the squirmiest baby,

it's not going
anywhere. Oh, my God.

That's gonna be a meme.

People always say don't
sweat the small stuff,

but we say, why sweat at all?

So tell us which one of you is
ready to be the coolest Shark

and help moms and
babies everywhere?

- Good job.
- Great job.

Greiner: So this is
it right here? Yeah.

In front of you is the
Nursing Cool Cover.

So this sweating baby
thing is a big deal?

-It's a real... -It's
because the...

Oh, my gosh, it
really works. Yes.

You feel it?
That's kind of cool.

How much do you sell it for?

We sell it for $59.95
for the complete unit.

That's not bad.

What does it cost you to make?

It costs us $17.30
for the complete unit.

So your margins are fantastic.

Have you sold many of them?

Yes, Barbara. Great
question. How many?

So since launching
seven months ago,

we have sold 1,400
units for a total of...

Wow. Good for you. Thank you.

For a total of $79,000.

We initially bought 300 units,

thinking it was gonna
take us all year to sell.

And we sold out... we
sold out four weeks later.

Isn't it a great feeling
to sell out so fast?

Yeah. It's a great
problem to have.

I was gonna be ecstatic
if we sold one a day,

and we sold all 300. I
was gonna be very happy.

How did you bring
your customers to you?

Strictly social media.

We initially got an
investment of $15,000,

and all of it was taken
up with IP and inventory.

So I knew if I was
going to make this work,

we had to take
social media by storm,

and I built a community
around moms.

Do you have a
background in that?

Like, are you a social
media expert or... No.

Why don't you both
tell us about you?

And who gave you the $15,000?

My Uncle Robert, actually. Yeah.

Seriously? He could be
your next Uncle Robert.

Okay, so let's go back
to your backgrounds.

Tell us about you.
Yeah, my background.

So I currently work for a
hospital system in Scottsdale,

Arizona, as a strategic
sourcing program manager,

but my background
is unrelated to that.

I'm from a very small
farm town of 500 people,

Faith, South Dakota, and I grew
up working on our family farm.

Had to start operating
machinery at a very young age.

At the time I
absolutely hated it,

but looking back,
I'm extremely grateful.

I learned a lot of hard work,

sacrifice, and that if you
want something done,

you've got to roll up your
sleeves and do it yourself.

And I do this full-time. I
take care of the business

on top of being a full-time
stay-at-home mom.

But I am a first-generation
Latina raised here in the US

by an immigrant single mother

who came here for
the American Dream.

Growing up, I watched
her work multiple jobs

and struggle to provide for us.

After high school,
I went to college

for a whole half
semester. I did drop out

because I've always just
been really bad in school,

but somehow I ended
up in corporate America.

I worked in credit
cards, collections,

I did personal loans, and I
was even a car saleswoman.

-Wow. -But I've always...

So you can sell,
right? You can sell.

I don't know, kind of.
Well, we're here, huh?

But I've always just had
an entrepreneurial spirit

and that hustler mentality.

I did watch my mom
also quit her three jobs

and start her own
cleaning company.

So I began cleaning
houses with her,

knowing that I was gonna at
least be in charge of my future.

And then Sunny came
along, and she just inspired

such a beautiful
and cool product,

and I taught myself everything
there is to know about business.

If I, the daughter of an
immigrant single mother

with no college education,

can go from cleaning
houses, scrubbing toilets,

to building a
successful business

and being on "Shark
t*nk," they can do it too.

- That's right.
- Wow.

- Yes, absolutely.
- Yes, you can.

So we just wanted to share

when we first became
parents last year,

breastfeeding out in public
became a very stressful ordeal,

and we began debating
if we wanted to go

to family events
or public functions.

And so when a light
bulb clicked in my head

to just simply attach
a fan that I had seen

that seemed to be the right
shape around the neckline,

and I told Jackie and
she really ran with it.

I ran... I ran to
my grandmother.

She is a 65-year-old
seamstress from Mexico,

where she learned all
of her amazing skills.

And with $15, we
built our first prototype.

She had it completed
in two days,

and the next day
after that is when I filed

our provisional patent.

Corcoran: Go, Grandma!

Actually, our utility patent just
got approved two weeks ago.

- Two weeks ago.
- Congratulations.

So I'm curious how
big a problem is this?

I've really not
heard of it before.

How often do women talk
about this and complain about it?

So it's actually an
unspoken pain point

that I feel moms
really don't talk about.

When we had created
the first prototype,

I took it to the park.

In my family, there's never a
shortage of pregnant women.

Someone's pregnant or someone's
on their way to get pregnant.

[ Laughter ]

So I showed this to the
moms, and I can just...

It looked like
they've seen a ghost.

Like, their jaws dropped,

and they're asking me
if we can get them some.

So it's a huge problem.

To help just understand
the demand a little bit

and what kind of
moms are wanting it,

we opened up waitlist
orders this last month...

And your customers
are happy to wait?

Happy to wait. And they have
actually reached out saying...

There's no alternative
with a fan right now?

This is it?

There's nothing else
on the market with a fan.

What does it cost you to
acquire these customers?

$0. It's all social
media-driven.

What do you need
the $100,000 for?

Since we launched,

we've consistently
ran out of inventory.

The demand that
Jackie's been able

to create through social media

is far greater than
our access to capital.

How many people do you
have waiting for an order?

So we're waiting on 600 units
that are scheduled to arrive

in the next couple of days,

but I was being bombarded
with e-mails and DMs, Instagram,

TikTok of moms saying, "Can
I pay for this ahead of time?

Because I want to make sure
I get it before the next restock,

so before it sells out."

So that kind of just
gave us a confidence

to open up waitlist
orders or preorders.

And so we did
that two weeks ago.

And in one day, we did...

We sold 482 units
for a total of $29,000.

Cuban: And what's your
lead time for delivery?

I want to make you an offer

just to shortcut
it a little bit.

- There you go.
- I'll give you the $100,000

for 10%, exactly what you asked.

What? Yeah. Why not?

But let me tell you,
numbers speak for itself

and you are a charmer. For 10%?

Yeah, exactly what
you came in asking for.

Would you also be able
to fund purchase orders

if and when we do
decide to go into retail?

I'm a good girl. No problem.

Cuban: When you got
an offer, you say yes.

- What's there to think about?
- No more talking.

- Just say yes.
- Yeah, you just say yes.

I would like an
answer right away.

If you want to shop
around, that's no problem.

No. Yes, we'll accept
that offer, Barbara.

[ Laughter ]

She's my favorite
Shark. Can I give her...

Well, she's your favorite
Shark now, that's for sure.

[ Laughter ]

Yeah, I'm my own favorite Shark.

You are a lucky devil.
You treat her well.

I will. Thank you, Barbara.

Looking forward
to working with you.

Congrats, guys.

You guys are the real
deal. Congratulations.

Thank you. Love
you guys. Thank you.

Greiner: Bye.

Jackie: My piece of
advice for entrepreneurs

is believe in your dream.
Believe in your vision.

Anything is possible if
you're willing to work for it,

no matter your background.

Watching my mom work three jobs,

I feel like she would
just be really proud.

And it's a way for us to
be able to pay her back

for all the sacrifices
that she has done,

and be able to give
Sunny opportunities

that maybe we didn't have.

♪♪

♪♪

♪♪