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Transcript
00:00Tonight on the season finale of Shark Tank, Money Talks.
00:04Oh, you're making it rain.
00:05Sharks, let's talk about investing.
00:08Let's make some serious dough.
00:10I'm speaking my language right now.
00:11You love that word.
00:12Whose hopes will be dashed?
00:14Never let a greedy pig steal equity.
00:15Turn away from him.
00:16How much have you invested thus far?
00:18Almost a million dollars.
00:19Whoa!
00:19What?
00:20Oh, Lauren.
00:22And whose dreams will come true?
00:24All along, we've been invisible.
00:26We want to be more invisible.
00:27You are not invisible.
00:28This is gonna be our American dream.
00:32It all starts now.
00:34Stop the madness.
00:43First in the tank is a way to invest like the rich and famous.
00:56Hi, Sharks.
00:58I'm Nikki.
00:58I'm Lucy.
00:59And I'm Victoria.
01:00And we're from San Francisco, California, where the rent is high.
01:04And so are our ambition.
01:06We're seeking $250,000 for 2.5% equity in our company, Carrot Finance.
01:13Sharks, let's talk about investing.
01:17Right now, if you want access to the best investment strategies, you need to be rich.
01:22Like send a pop star into outer space rich.
01:25That's right.
01:26Wall Street is a gated community while the rest of us are stuck outside shaking the fence like,
01:31Please, sir, may I have a diversified portfolio?
01:35Meanwhile, the 1% are printing money and we're stuck with these things account collecting dust.
01:40And that's why we created Parrot Finance, an investing platform that lets everyday people mimic top tier professional investors like
01:49hedge funds, insider CEOs, and politicians.
01:52Because for decades, only the wealthy had access to these investing strategies.
01:57Now, you do too.
01:59Here's how it works.
02:00Connect your brokerage account, discover and subscribe to high performing portfolios with proven returns, and view exclusive investment activity.
02:10So when Mr. Wonderful buys a stock, you get alerted and can choose to mimic that trade instantly.
02:17It immediately goes into your connected brokerage account.
02:20It's that simple.
02:21The rich keep getting richer, and we let you in on their secrets.
02:26Now you can have your own mini Mr. Wonderful in your pocket.
02:30Only less grumpy.
02:33We partnered up with all the major North American brokerages to make it seamless and secure.
02:38Because smart investing shouldn't be just for the ultra rich.
02:41So sharks, who's ready to ruffle some feathers?
02:45And parrot the pros with Parrot Finance!
02:48Wow!
02:49Oh my goodness!
02:51Oh my goodness!
02:53Oh!
02:54Making it rain!
02:55Making it rain!
02:56Let's go!
02:57I love it!
03:00Good job, ladies!
03:01The first thing that comes to my mind is how are you getting information, and what about the privacy for
03:12the client?
03:12Yeah, so we have two ways to get information.
03:15One through 13F filings, which is government data and reported.
03:19And the second is through bespoke custom partnerships we do with funds.
03:23So you're just taking the public data, scraping it, and saying this person either bought or sold.
03:28Correct.
03:28Okay, so that's public information.
03:30You're just organizing it.
03:32But if I'm the brokerage company, I also sell advisory services.
03:37Why would I want you little teenagers telling me it's free?
03:40So before you answer, I know this space so well.
03:44I invested in Robinhood and Coinbase and all these.
03:46They direct flow, trading flow, to these brokerage houses and get a commission every time they bring a client in
03:53that directs that flow.
03:54Is there anything like this right now, Rashawn?
03:57Yeah, so this is interesting.
03:59First of all, I'm fired up about it because I love fintech.
04:01It's kind of like my thing, right?
04:02I'm trying to figure out if this is just a cool feature that a Robinhood can add or if you
04:07guys actually have a real business behind it.
04:08Do you have anything protectable about it?
04:11Yeah, so the biggest thing here is with the 13F filings, it is public information.
04:15However, it's extremely hard for the average person to be able to access this data because it's very messy and
04:21it's not aggregated well.
04:22Hedge funds do it right now.
04:23Yes.
04:23Retail does not do it.
04:24Retail cannot do it.
04:25You're trying to democratize it so that the average user can do it.
04:27Yes, and make it readable, digestible.
04:29So people looking on their phones will get an alert and it's very actionable.
04:33You're able to basically take action by mimicking it and customize that trace so you're not blindly putting $5,000.
04:39There you go.
04:40You're parroting.
04:41I got it.
04:42It's funny.
04:43Why is it parrot?
04:44Because you're parroting it.
04:45So it's customizable.
04:46I can choose to put $10 in this.
04:48And how many users do you have so far?
04:50Yes, so we launched last year and since then we've gained 25,000 users with 85 million assets connected into
04:56parrot.
04:57That's very impressive.
04:57How do you make money?
04:59Yes.
05:00So the biggest way we make money right now is through subscription model, a monthly fee.
05:03It ranges from $8 to $15 a month, depending on the bundle, whether it's CEOs, politicians, hedge funds.
05:09What's your customer acquisition cost?
05:11So of the 25,000 customers that require, about 60% of them came from organic.
05:16So right now we have about 50,000 followers across our social.
05:18Oh, she's speaking my language right now.
05:20She is speaking my language.
05:21You love that work.
05:22Organic.
05:23Viral coefficient.
05:24I love it.
05:25I love it.
05:26So we have 50,000 across our socials and we have millions of impressions across all our
05:31socials as well.
05:3240% of that is through paid acquisitions.
05:35So like that's paid advertisements and influencer marketing.
05:38Just to understand a little bit about your backgrounds because it's so impressive what you feel.
05:42So impressive.
05:43And you look very young.
05:44Are you as young as you look or you just eat a lot of kindness?
05:47I wish we were actually teenagers.
05:49I gave you a great compliment.
05:52So we all have experience in top financial firms.
05:55I worked in the private equity world before this and then I went into the consulting world
05:59and then a hedge fund was at a $20 billion hedge fund.
06:02Amazing.
06:02And so it really inspired me to go into the space and build for this.
06:05So I actually worked at a large investment bank where I actually partnered with a lot of
06:09hedge funds working on the prime broker side.
06:11And Victoria and I are actually twin sisters if you can't tell.
06:14Yes.
06:14I'm a third sister.
06:16So I guess my background is very similar to Lucy's but I come from an engineering background.
06:20It's a very male dominated field but did product and engineering at various companies
06:24from small to like really large tech companies.
06:26You three are so inspiring.
06:29What's really impressive is your valuation.
06:31Why do you think you're worth $10 million?
06:33Yeah.
06:34It's a great question.
06:34Well we have the traction.
06:35You bet it's a great question.
06:37We have the traction in such short little time with limited resources.
06:41And we have scaled our AUM up to $85 million in just a few months.
06:45So we know the potential here.
06:46We can get billions of dollars.
06:47And it's not really your AUM.
06:48It's sitting on the brokerage account.
06:50As it's connected.
06:50Yes.
06:50But it's assets connected to Paris.
06:52I understand why it's important.
06:54But in the real world that doesn't really justify that valuation.
06:58What are your sales?
06:59So we were founded just a few months ago.
07:01About five to six months ago.
07:02Really?
07:02Yeah we launched.
07:03Congratulations.
07:04We were in development for quite a bit.
07:05So a year before that.
07:06Actually we were a freemium model till now.
07:08And we were kind of ramping up our user base.
07:11And now we just switched on pricing not too long ago.
07:13Okay so you really don't know your sales yet.
07:15But we do have projections.
07:17What's your projections?
07:18And so we're on track for one million in the next 12 months.
07:20You know Warren Buffett many many years ago made a bet that if you invested in an index.
07:26You would outperform all these hedge fund managers.
07:29And nobody was able to actually beat a standard passive index.
07:33So why are you so confident that this is a better opportunity than just buying an index?
07:38So these funds kind of offer diversification risk hedging.
07:41And then in addition to that there's just different ranges of investment site they can focus on.
07:45So I think it gives people more rationality into their investments.
07:48I don't think people are interested solely for returns.
07:52I think people are interested because they see politicians making trades.
07:55They see hedge funds making trades.
07:56People understand the volatility and they don't trust financial advisors.
08:00Who invested and how much have you raised?
08:02So we've raised to date about 2.5 million.
08:06Wow.
08:07Top Silicon Valley investors.
08:08And is it a safe note?
08:09It is a safe note.
08:10And what's the cap on the safe note?
08:1210 million.
08:13Guys I'm ready for an offer.
08:15Wow.
08:16So am I.
08:16Okay.
08:17Okay.
08:17Let's go.
08:22All sharks are still in.
08:24And Rashawn and Lori are interested in Victoria, Nikki and Lucy's financial tech company, Parrot.
08:30Lori you want to come in with me on this one?
08:32I do.
08:32I really do.
08:33He knows.
08:34I want to come in because I love ladies like you.
08:39And I just want to be there to be the accelerant along with him.
08:43So yes I'm in.
08:44So I know this face like the back of my hand.
08:46And you guys solved the magic equation.
08:48You've been able to find virality in adding users, not just by spending money on advertising.
08:53Now, the first thing you need to understand is seed round valuations, which is what you raised,
08:58don't exist.
08:59So I know you have this $10 million thing in your head.
09:01It's made up.
09:02That's not your valuation.
09:03That's the cap that it will convert to at some point in the future when folks like Lori
09:07and I help you get to the promised land.
09:09So you don't have a valuation now.
09:11We want to offer you a valuation.
09:13So for Lori and I, we'll split $250, but instead of 2.5%, which is a $10 million valuation,
09:19we'll do $250 for 10%, which is a $2.5 million valuation.
09:25And I'll share all the little tricks of the trade that I learned over 12 years with backing
09:2810 of these fintech companies who did the same thing that you guys were trying to do.
09:33This is your shark.
09:33Thank you so much.
09:34I'll throw something out there just to make it more interesting.
09:36No, no, don't.
09:37So I think there's a reason you put Mr. Wonderful in the presentation.
09:41I am the financial services guy.
09:43The whole idea is how much share can you get and drive users, but never let a greedy pig
09:48steal equity.
09:49So I'm saying I'll do the deal.
09:51Turn away from him.
09:52I'll do the deal.
09:53I'll make it seven, around 7%.
09:57What do you want to do?
09:58So Lori and Rashawn, thank you so much for your offer.
10:00Will you guys go in at $250K for 4%?
10:06How about we go $250K for 7%?
10:16Can you do $250K for 4% and 2% advisory shares, which brings it to 6%?
10:22I'll do that deal.
10:23She wasn't talking to you.
10:24She was talking to us.
10:26$250K, you want to do it?
10:29Yeah.
10:30We'll do it.
10:31We'll do it.
10:32Amazing.
10:33There you go.
10:34Oh my God!
10:36Oh my God!
10:37Congratulations, you guys.
10:38Oh my God!
10:40So much to be excited to work together.
10:43Thank you so much.
10:44Thank you too.
10:45Congratulations, you guys.
10:46Bye!
10:48Thank you!
10:49Thank you!
10:51Here we go!
10:52Here we go!
10:52Here's the shark!
10:53We got Lori and Rashawn, and they're the perfect event for us.
10:55Yeah, I think they're great.
10:56They're so aligned with what we want to do and they know what we want to do. They see the
11:00vision. They believe in us and we're so excited
11:08Earlier this season Ben Rosenbaum and Pete Davidson made a deal with Kendra Scott for their sock company Double Soul
11:13Do you mind if we make a quick call to my wife and co-founder? She's a CEO. I'm gonna
11:18come talk to you. What do you think?
11:19Are we good? Let's do it. Yeah, we're good. We're good. Let's see what they're up to now
11:24The biggest change to our business is our son Spencer who was born just a couple months ago
11:29He's the reason I wasn't able to pitch to the sharks. I was there to close the deal
11:32I got a call from Kendra and she was the shark
11:34I was really hoping to hear from after Shark Tank
11:37We experienced our biggest surge in orders ever within just an hour
11:40We sold out of all of our Amazon inventory and over the course of just a week
11:43We sold over half a million dollars in sales before Ben and Pete pitched on Shark Tank
11:47We were doing about 2.3 million in revenue for the entire year and in just two months after Shark
11:53Tank
11:53We've already done over 2 million dollars in sales
11:56The Kendra Scott socks that we did sold out immediately
11:59I know I can't even get one
12:00An incredible testament to Kendra as a shark is we got to work right away
12:04Designing a collaboration that was really inspired by her jewelry designs
12:07Both for one of her brands Yellow Rose and her other brand Kendra Scott
12:10And those are already available in store and online
12:12Not only has Kendra been able to open up doors to some of the biggest retailers in the country
12:16But she's given us access to her in-house merchandising team
12:19Who's been helping us build the infrastructure we need to just skyrocket and fly off the shelves
12:23Selling to other retailers
12:24I mean that's really how I built my business and brand
12:27Where people can touch, can feel it in brick and mortar
12:29And us starting to turn that on is so exciting
12:32I'm proud of you guys, this is a great idea
12:34With our baby at home and Pete also having a newborn
12:37We knew what our next launch needed to be
12:39We've been for years getting emails from frustrated customers
12:42Why don't we have these in children's sizes, toddler, baby
12:44Your socks actually stay on your foot
12:46We're using EarthSafe dyes
12:47We need a brand that we can trust
12:49And that's why we're launching baby socks
12:51It's going to be really fun to have a baby soul sock play day tonight
12:54There's so much more in store for us
12:56We have an amazing collection coming out with Von Dutch
12:59We're going to eventually go into underwear, to sports bras, to loungewear
13:03And you'll be able to find our product everywhere
13:06The projections this year were insane
13:08When we take a look back at what we've built
13:11And we started packing socks in his mother's basement
13:13And then we ended up on Shark Tank with Pete Davidson
13:16It's proof of concept to every single person out there
13:18You could get there, it's a matter of trying
13:21Getting on Shark Tank was the best way for us
13:23To bring this product to millions of people
13:24The sky's really the limit for us
13:26And ultimately we see Double Soul being the next billion dollar brand
13:29To come out of Shark Tank
13:38Next up is a guilt-free way to satisfy your sweet tooth
13:51Hi Sharks, I'm Santiago Arroyo
13:53And I'm Diego Arroyo
13:55We're brothers
13:56And today we're seeking for 500,000 dollars
14:00For 5% equity in our company
14:02Don't worry, Snacks
14:05Sharks, let's be real
14:06How many times have you tried a healthy snack that tastes awful
14:11Or a delicious snack that is loaded with sugar, fat and calories?
14:15Most of the snacks makes you choose between feeling good or tasting good
14:19We set out to achieve the impossible
14:22A snack with the lowest calorie
14:24And with the highest indulgence
14:25With absolutely no sacrifice in flavor
14:28Introducing Don't Worry Snacks
14:30Our Melting Your Mouth meringue cookie are so airy, so lucious
14:34That you won't believe it only has as little as one calorie per piece
14:38No
14:39One?
14:40Yes
14:40One calorie per piece
14:41Stop the madness
14:42And our crispy quinoa bites
14:45They are bold, they are craveable
14:47And perfectly pop-able
14:49Like a crunchy little fiesta with zero sugar, low carb and gluten-free
14:53So Sharks, who's ready to turn Don't Worry from the American Dream
14:58Into the next American Obsession
15:00I don't believe it, I want to taste it
15:02For the first time in seven years that I'm here
15:04You're finally speaking English properly
15:07Now you guys know what it feels like
15:09Okay, this is one calorie
15:11No, that's four calories
15:12Because it's fulfilled with chocolate
15:14But see, I could eat a whole time
15:16Oh my God
15:17I just want to speak to this because I am a meringue lover
15:20Okay
15:21I love that you make it with allulose
15:24That for me is like ding ding ding home run
15:26So there's no cane sugar in here?
15:28No cane sugar
15:28Wow
15:29Which is phenomenal
15:30What's your background?
15:32We always love sweets
15:33And when we realized when we get older
15:36It was like
15:37They don't love you back
15:38No
15:38They don't love you back
15:39And we like to indulge
15:42So we said okay, we have to make something that really tastes delicious
15:46And you are not worried about eating it
15:48Right
15:48And after two years
15:50We knocked the door on ATV Mexico in Monterey
15:54And they opened us the door
15:56And what year was that?
15:58That was in 2012
15:59Oh wow
16:00Oh wow
16:01So that's a long time ago
16:02Okay
16:02A long time ago
16:03We have been doing this for 15 years
16:05Okay
16:05The product was very sensational in Mexico
16:08And then we opened Costco and other
16:11Wow
16:11Big retailers
16:12Big retailers
16:13In Mexico
16:13Or in Mexico
16:14In Mexico
16:15In Mexico
16:15Everything
16:15Okay
16:15Until this is Mexico
16:17Okay
16:18And one thing that changed our life is we receive a call on 2020 from ATV US
16:26And they told us I want to bring your product into the US
16:30And I went with Diego and I said like
16:32Can you believe that?
16:33This is gonna be our American dream
16:37We have to do it
16:38Oh I love this
16:39We start on the retail
16:41After that we got viral on TikTok
16:43And this explodes
16:45What are your sales?
16:462021
16:471 million
16:482020 to 1 million
16:502020 to 23
16:511 million
16:512024 we did 2 millions
16:53And up to now we have done 2 million
16:57Wow
16:57Good job
16:58All right guys
16:59When you impute a 10 million dollar valuation
17:01That makes us like
17:03What do these guys think they're doing?
17:05They're pricing it like a rocket
17:05But they're a motorcycle
17:06Last 12 months sales is 3.3 million
17:10In 2024 when you did 2 million what was your net?
17:14It was 6% EBITDA
17:15So what are you gonna do this year?
17:18Our objective is 7 million
17:20How are you guys gonna do 7 million this year when you did 2 million last year?
17:24So right now we are currently doing 2 million in 5 months
17:28That will take us to 5 million
17:30But we have a positive trend
17:31For you to get from the trajectory of 1 million, 1 million, 2 million to 7 million
17:37You're gonna need to have recurring revenue and recurring miracles
17:41I mean it is a very aggressive projection
17:44He's the king of healthy snacks
17:45It's like uh
17:46The king
17:46Mike Tyson said
17:47Everybody has a plan to get they get punched in the face right?
17:51Yeah but this year definitely we're gonna reach 5 millions
17:54Yeah but you're not valued at net sales
17:57That's for hyper growth companies in the venture capital space
18:00You're valued as a private equity investment
18:02Which is a multiple of EBITDA
18:043 to 5 times EBITDA
18:06Profit
18:06Prime did get those valuations
18:08But we had 25% EBITDA margins
18:11You have a 6% EBITDA margin
18:13Right
18:13In the retail is 50% gross margin
18:1650% on e-commerce is 72%
18:19What percentage of your sales are e-commerce?
18:22Direct to consumer is 90%
18:24So what happened when you went into H-E-B
18:26When they said we're gonna bring you to America
18:28That land of opportunity
18:30What happened?
18:30We tried to open doors in the other retailers
18:33But it has been so difficult for us to get in front of the right buyers
18:38There are too many brokers
18:40Too many people promising you that they will get you in front of the buyers
18:43Limited shelf space
18:44So what are the stores that you are in?
18:46We are in H-E-B
18:48H-E-B
18:48It's out of Texas
18:49Texas
18:50Okay
18:50The rest is online
18:52So guys this is the value pen
18:54It smells value
18:55I just have to hold it to my head
18:57And it tells me exactly what you're worth
18:59There we go
18:59You're worth between one and a half and two million dollars
19:02Facts
19:03It's tough because if you're only worth a million and a half
19:06I gotta get a third of the business to even just make it realistic 33%
19:11I don't want to fight that out with you so um I'm out
19:15You know when you came in you had me at hello
19:20And then you lost me with almost everything else
19:22Oh
19:22And for that reason I'm out
19:25Well for me I think you guys should be valuing this business as a multiple of EBITDA
19:30Because you're not growing at a scale at a venture-backed company scale
19:34So that's number one
19:34Number two I'm a numbers guy
19:36And the numbers seem a little shaky to me
19:38It's just not adding up
19:39Unfortunately guys I'm out I'm sorry
19:42I think your valuation I greet the guys over here
19:45I mean it's it's too inflated
19:47There's no way you can base your valuation on top line revenue
19:49I love this product I will be a customer
19:52But I cannot be an investor for that reason so I'm out
19:56Lori
19:57Am I the only one left?
19:58You are the only one left
20:00Give them the money Lori
20:01I have a problem
20:03Listen I love you guys and I love meringues
20:07I love the name don't worry and I think that could be great for a full brand of
20:12Then don't Lori and give them a deal
20:14Low calorie here's my problem
20:16I hate your valuation
20:18Lori remember what the pen said one and a half million that's what it's worth
20:21The pen says one and a half million is what you're worth
20:24So so that would be five hundred thousand
20:28For thirty three and a third percent
20:30For thirty three and a third percent
20:31What say you?
20:33What about what about doing the five hundred for ten percent?
20:39You know I understand you're on the carpet it's difficult
20:42Now I'm giving you a flyer right?
20:45I believe in you I like the product I want to be a third partner
20:50We don't want to be just marines
20:51We want to be a whole line of products
20:53It is a ton of money on my part
20:56It's not going to work for her
20:57It's very risky for me
21:04For us part of the american dream has been people trusting in us
21:08Believing in our brand and helping us out to achieve our dream
21:12So we want to take the offer
21:14And thank you
21:15Thank you very much
21:16Oh my god
21:18You made me start to cry
21:20All right good job guys
21:21Oh my god
21:22Thank you
21:23Great job
21:24Literally you made me start to cry saying that
21:26I was like oh my god
21:28Thank you
21:29Thank you for your trust
21:29I trust you
21:31I believe in you
21:31Thank you
21:32It's going to be phenomenal
21:33I know definitely
21:34Thank you
21:35How exciting
21:35Thank you
21:36Thank you
21:37Great job
21:38Nice to meet you
21:39And
21:42Lori will help us to get all over the US and make our dream come true
21:47And the most important thing she trusts in us in our brand in our company and we will make it
21:55happen
22:02Next up is a solution to help lighten the load while traveling
22:16Hi sharks i'm lauren from salt lake city and i am here seeking a hundred and fifty thousand dollars
22:21For fifteen percent equity in my company packed
22:25Okay sharks let me paint you a familiar picture
22:27You are wrapping up the vacation of a lifetime
22:30You've hiked you've lounged you shopped like no one's watching and now
22:36It's time to repack your suitcase
22:41Exploding your dirty laundry is taking up half the space and true that adorable souvenir you had to have
22:48To commemorate the most important trip of your life
22:52Is now a baggage fee liability
22:55It's time to make some serious sacrifices
22:58Or not
22:59Introducing packed
23:01Packed bags are prepaid pre-labeled and eco-friendly mailer bags
23:06That let you take up to 10 pounds of your vacation clothing out of your suitcase
23:13And ship it directly to your doorstep from anywhere in the US
23:16No need to hunt down a post office buy a second piece of luggage
23:21Or sit on your suitcase while zipping it up again stuff it full
23:26Seal it
23:28And drop it off at the front desk of your hotel or schedule a free pickup it's that simple
23:34You get more space less stress and maybe even one less suitcase to lug through tsa
23:40And your stuff arrives at your doorstep in three to five days
23:43So sharks who's ready to help travelers ditch the dirty clothes and lighten up with pact wow nice
23:50So i need that tomorrow
23:52I can relate to that suitcase
23:54Oh my gosh yes
23:55Like all too well
23:55It's like
23:56I'm just wondering
23:57I already do this with stuff from hotels
24:00Using two giant delivery services sure
24:03Yeah
24:03I just drop it off the concierge say take this and ship it to my home in miami
24:07Yeah
24:08So what
24:10Why do I need you?
24:11I think that this is a more affordable option for more folks
24:15So what would it cost to ship that one pack right there?
24:19So this bag for a customer is $35 flat rate
24:23Whoa
24:24Is that USPS?
24:26USPS
24:26Okay
24:26Yes
24:27Lauren that sounds really high to me
24:28It does
24:29Yeah
24:29So a three pack which is what we sell most of is $90
24:32Lauren why is it so expensive for the bag though
24:34But why wouldn't I just go to USPS and get their bags?
24:37For free
24:37For free
24:37Right
24:38They're not free and their boxes
24:40But how much are they?
24:41But they kind of are free
24:42Like sure they're free to pick up
24:44Most people go in and just pick up whatever supplies they want
24:46Absolutely yeah
24:47The idea is you're not leaving a vacation location
24:50Except where you spend money to be
24:51Got it
24:52There is some skepticism one
24:53But however you can eliminate that immediately
24:56By simply talking about sales
24:58So last year we did $61,500
25:03Okay
25:04Okay
25:04And this year we are already at over $41,000
25:08Okay that is not a lot
25:11All of this to make $81,000 this year
25:15$61,000
25:16I hate to correct you and say it was lower
25:18Okay
25:18But I don't want to say it was honest
25:20Last year where you made $61,000
25:22Yes
25:23How much did you make or lose on that year?
25:26Um I don't know about that year specifically
25:28I haven't made any profit
25:58So
26:00I'm married into a family that has a very successful business
26:03Okay
26:03Okay
26:04Okay
26:04I want to talk about something different
26:05So in 2023 we did a market research study
26:08And found that 44 million travelers in the US fit into our bracket of folks that travel more than three
26:15times a year
26:16Make more than $150,000 a year and then 85% of them that were presented with the brand
26:22They watched an ad they saw the website they saw all of these things
26:25And they know how much it cost
26:26And they know how much it cost
26:27And they said they would buy it
26:29Yes absolutely
26:29And so the issue has been reaching that audience
26:32I need to put more money behind that
26:33No no no
26:34We already put a million dollars
26:38What in the world did that million dollars go towards help me
26:43We were buying advertising for six years
26:45It cost money to make the bag
26:49Do you know what advertising is in this situation
26:51It's a tax for the unremarkable
26:54That's what advertising is
26:55You're being taxed because your product isn't priced right
26:58And people don't want it
26:59So in this case advertising is not a good thing
27:02The problem is I would not pay more than $10 for three of these things
27:05So the problem is the pricing of it
27:07Sure
27:07I'm out
27:08I'll pass it to the other sharks to see if there is
27:10I'm out with extreme prejudice
27:11And I actually forbid you to go on
27:12There's nothing but pain and darkness ahead
27:14I mean you can't go on with this
27:18I'm out
27:19Lauren listen
27:20You have such a wonderful personality
27:23And part of your challenge is your charm
27:26Is probably helping you continue
27:28Without hearing the feedback that you can
27:31This time Mr. Wonderful is correct
27:33Like you need to adjust
27:34I actually think if you listen
27:37Because of your incredible energy and personality
27:40You'll figure it out
27:41But you have a long ways to go
27:43And for those reasons I'm out
27:46I don't personally think this is the right business for you
27:50Now think of other things
27:52Because you have a wealth of knowledge
27:54I'm so sorry I'm out
27:58Lauren I'm going to share a story with you
28:00My first business I went in the hat business
28:03And I was convinced that I was going to make people wear hats again like it was 1940
28:09Everyone in the world is going to wear hats
28:11Guess what?
28:12Nobody wanted to wear hats
28:14And I kept putting money into it until I was sucked dry
28:17And I had nothing left
28:18And I had to come to the realization
28:20People are not going to wear hats Kendra
28:23And I had to have the bravery right to say
28:26Enough
28:27Yes
28:27How much more am I going to lose?
28:29But that business was the foundation for the successful business I launched ahead
28:34And I think you have that in you to be a successful entrepreneur
28:38But you are so stuck right now in tunnel vision on this idea
28:42Yes
28:42Has to be the thing
28:43That you're not opening yourself up to the fact that this may not be it
28:48Something better may be waiting for you
28:50I don't want you to drown
28:52And I can't give you a life preserver
28:54And I wish you the best but I'm sorry I'm out
28:59And this isn't the end
29:00Right
29:01This could be the beginning
29:02That's right
29:03I just want you to know you're incredibly courageous
29:06And a lot of people would not have the strength that you have to have gone this far
29:11So you deserve appreciation for that
29:13Thank you
29:14That means a lot
29:15Thank you
29:17Oh look at that
29:19This is very beautiful
29:20I don't know
29:20Very fancy
29:21And look most entrepreneurs make most of their money on their second or third business
29:25Right
29:25You got to get this one out of your system
29:27Yes
29:27Lauren we'll see great things from you down the road
29:30Thank you
29:31Thank you
29:32Bye
29:35So obviously I have some decisions to make
29:39It would be stupid of me not to recognize
29:42The people in that room know what they're talking about
29:45Um
29:46So I guess I just have a lot to think about
29:48Look we just did her a huge favor
29:50Yes
29:50We need a moment of silence for a million dollars
29:53A moment of silence please
29:55Please
30:04Next up is a family that's serving up pies with a passion
30:12Oh wow
30:21Hello sharks i'm melody
30:23And i'm russ
30:25I'm taisha
30:26I'm rylan
30:28And together we are deaf
30:30And coda family owned business
30:32Coda means children of deaf adults
30:34That's me and taisha
30:36We're here seeking 200,000 in exchange for 5% of our company
30:42I've always wanted to be a professional chef but because I was deaf no one would hire me
30:46So I trained in italy and became a master neapolitan pizza maker
30:50So almost 15 years ago these two crazy kids decided to open up their very own neapolitan pizzeria
30:56And after many years of watching our parents sling dough we decided to band together as a family of four
31:01In the form of frozen pizza
31:02With piola
31:05Piola is the first frozen handmade globally inspired neapolitan pizza company
31:11It's light chewy crisp restaurant quality pizza made in minutes within the comforts of your own homes
31:18Each pizza is hand stretched and made from imported italian double zero flour
31:23Which is considered to be the gold standard in dough making
31:25Piola isn't just about pizza
31:29Although our pizzas are amazing
31:32We've also created a mission that matters
31:34We're providing job opportunities for the deaf community and building businesses that are inclusive and impactful
31:40We put in the work the passion and the time
31:44And now we're here looking for the right shark to help us scale
31:48Let's make some serious dough
31:52You guys are the most beautiful family
31:57Sharks in front of you have our four current frozen pizza flavors we have our margarita
32:01Quattro formagi super soda and of course our miso eggplant
32:04Plus you also have in front of you our spicy chili crunch to put on top of pizza
32:09Oh my goodness
32:10This looks very attractive
32:11Oh my gosh it smells so good
32:14This was frozen?
32:15Yes it's frozen
32:15This tastes like a fresh pizza from a restaurant
32:19Wow
32:19This is incredible
32:20Thank you so much
32:21This is really different and really special
32:23What is this?
32:24That's our miso eggplant
32:25This is off the charts
32:27Oh my god
32:28This is so good
32:30The quality is excellent but are you still making them by hand now?
32:35Currently yes
32:36How can the economics of that be viable?
32:38Right
32:38Yeah we have a great team that we work with to do that by hand
32:41How many can you make a day by hand?
32:42About 250 right now
32:44And where are you guys selling the pizzas now?
32:46Right now we just launched our first larger retailer Earth Fair in the Carolinas
32:49But we're actually going to be launching into a couple of natural retailers in Southern California
32:53Whole Foods
32:54Crystal Farms
32:55And Mother's Market
32:56And you're delivering them frozen?
32:58Yep frozen
32:58And does it come packaged like this?
33:00Yes exactly like that
33:01I want to get my head around if you hire a new employee that is a master pizza maker
33:08How many can they make in a day before they just drop on the floor?
33:12So the two of us, Russ and I, we are the first certified professional Napoleotano pizza makers
33:19So we do hire a deaf team we teach every one of them how to make these pizzas
33:23Why is it called Pio?
33:25Yeah so Pio is the word pizza replacing the z's with double zero which is the type of flower we
33:30use
33:30So instead of all-purpose flour semolina flour we use double zero flour which is imported from Italy
33:34So that's where there are two things that I know really well
33:36Number one is pizza because I'm from Chicago
33:38We eat deep dish pizza
33:39Me too
33:39But the other thing that I know really well is numbers
33:42So I would love to know how much you guys are selling what revenue and when you start
33:46We started about two years ago
33:48Our lifetime sales are at 422,000
33:51Last year alone we earned 222,000
33:55Currently we've made about 125,000 with the goal of meeting 350,000 by the end of the year
34:02Our food cogs right now are $3.64
34:05Our wholesale pricing is $6.50
34:08MSRP is $13.99
34:10Were you profitable last year on that $222,000 in revenue?
34:15No, we haven't made a profit at the moment the profit margin right now is at 30%
34:20With the funds we're seeking and with scale and increased automation we can increase that to about 50% profit
34:25margins
34:26And have you raised money?
34:27We have invested about 250,000 of our own money
34:30We have raised $300,000 so far
34:32That is a lot
34:33What do you need from a shark?
34:34We need capital to assist us in terms of purchasing the equipment
34:37That's a key part of our process and we will be able to streamline our process with that equipment with
34:42that automation and go to scale
34:44So we'll be able to go nationwide
34:45We'll be able to meet the demand that is already there
34:48Yeah
34:48Receiving a lot of opportunities and unfortunately we can't say yes to all of them
34:52Like what opportunities?
34:54Well, 1.4 million dollars in revenue that we've had to turn down
34:58Really? From who?
34:59From food services
35:00Sports stadiums
35:01Sports stadiums
35:03And I also just want to add my kids are beautiful people
35:06They've dove in and are full-time
35:08Myself, I support as much as I can
35:11I'm the company's best cheerleader
35:13I also work full-time at a deaf university
35:16Amazing
35:17I am the director of an entrepreneurship program there
35:20Oh, wow
35:21The unemployment rates for the deaf community are about 55% very high
35:25So it's super important for us as a family as deaf community members because we experience a lot of rejection
35:30We want to apply for jobs
35:32We do apply for jobs and that rejection rate is so high because people don't want to work with deaf
35:36folks
35:37So this is an opportunity to grow
35:38This is an opportunity for us to have stores all across the nation for people to see that wow
35:43We can provide opportunities for work for people all over the place
35:46Wow
35:47You standing on this carpet today is showing them that it's possible
35:50And what a representation of what family looks like
35:53Really
35:55I'm gonna get emotional because just to see the love between the four of you
35:59Your commitment to each other and this dream is just awe-inspiring
36:03But this is just not I don't know anything about grocery
36:06I just don't yet
36:07And I don't want to do something that I know I couldn't absolutely do something amazing and help you deliver
36:12what you need to deliver
36:13But I will be your biggest fan and supporter
36:16But I just don't think I'm the right shark for this deal
36:19So for that reason i'm out but thank you for inspiring me today
36:22Thank you sir thank you so much
36:23Pizzas are are very competitive space very competitive freezer space very competitive
36:28And so um i wish you the very best an amazing story uh but i'm out
36:34Thank you
36:35I think you guys are an amazing family and this pizza was so good
36:39But i don't know much about frozen food
36:42There's way too much competition in this space
36:45Sorry but i'm out
36:47Thank you appreciate it thank you guys uh i really
36:50Like everybody here feel so touched it's so clear the love that you guys have for each other there's something
36:56about
36:57Cora families the unity the love the commitment of the kids to the parents
37:02I'm not crying you're crying but i'm also crying
37:06There's just something really beautiful and it's a dream of any parent to have your children love you so much
37:11that they want to
37:12Partner with you and work with you and i really
37:13Comment both generations for what you guys have built like it's so clear it is how united you are
37:18Yeah
37:19But i just don't see this business as investable right now there's way too much competition in the space for
37:26that reason i'm out
37:30Thank you so much well there's still one shark left okay laurie what are you doing
37:46Four sharks are out laurie is the stein family's last chance for a deal for their deaf and coda family
37:53owned pizza business piola
37:56i'll tell you how i'll tell you how i feel
37:59i look at you and
38:02My heart fills up i mean there's certain people that come here and touches me
38:06When you said that only 50 of people that are deaf get an opportunity to even work
38:13That broke my heart
38:15Because it's so unfair you deserve a deal
38:21I want to be the first shark to have a deaf
38:25Founder and family as part of my family and give you that opportunity and lead by example
38:32So i'm going to make you an offer
38:34I'm going to go 200 000
38:37But i'd like to get 15 percent
38:40And i will help blow you up in the best way imaginable
38:45What do you say?
38:48Thank you so much
38:53Can we have a second to yes yes give us just a second
39:01I see a billion dollar exit in the future on this one for you yeah i hope for them
39:10Okay, so first of all thank you so much we definitely appreciate this offer we have been working so hard
39:16all along
39:17We've been invisible we want to be more visible and so we definitely need a shark's help to get nationwide
39:24To have people to see us finally and so we do want to thank you for the opportunity
39:29We would like to counter offer if we might
39:32So can we say 10 percent?
39:37Let's say 12 and you have a deal
39:47Okay
39:47We're happy for you guys
39:50Oh my god
39:55Thank you so much
39:57Oh my god
39:58Thank you so much
39:59Thank you
39:59Oh my god
40:00I see you
40:00I see you
40:01You are not invisible
40:02Oh my god
40:03I see you
40:04And the world's going to see you and they're going to know this pizza and they're going to love it
40:09Yes thank you so much
40:10Thank you
40:11Congratulations
40:11Thank you so much
40:12Oh you're crying
40:14Oh my god
40:15I never see him cry
40:16Very moving
40:17I never see Kevin cry
40:21All you have to do is start with a dream
40:23And then chase that dream and not let anyone tell you no you can't do it
40:27Persist persevere break through those obstacles break through those barriers and show people that you can
40:32You are worth it
40:35You know what it's got to start right like it starts little places people be seen they were seen today
40:42And I you know and I hope this brings such awareness
40:44I hope so too
40:46To everybody watching
40:47That's why we're sharks
40:48I'm so happy they got you
40:49Thank you
40:49You are the right shark for this
40:51Thank you
40:51My goodness
41:00Everyone has a signature story
41:02I went through some challenges growing up
41:03Forks was my outlet
41:05The NFL Draft is live on ABC
41:07Through these moments that can knock you to the ground
41:10You got to get back up you got to keep fighting
41:12I believe that's what football is all about
41:13The fans your teammates and family
41:16Hosted by Reece Davis, Kirk Herbstreit, Nick Saban, Desmond Howard and the college game day crew
41:22Who will write their name into NFL history
41:25Welcome to the NFL Draft
41:27Live starting Thursday on ABC
41:30Adam Scott and Governor
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