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00:01Shark Tank
00:01é para ninguém que tenta de rêver.
00:04Os dois de nós, de nós, de nós,
00:05há dois coisas que nós vamos ver.
00:07Você sabe, celebridades,
00:08atletes.
00:09Isso vai ser um jogo de geração
00:11de vida. Eu sei como fazer essas coisas.
00:13Eu sou um social media machine.
00:15E agora, Todd Graves,
00:17o founder de fast-dining fenômenon
00:19Raising Canes,
00:20joins a tank.
00:21Nós estamos todos em isso.
00:22Tem que trabalhar.
00:23Bring it in!
00:24Oh, meu Deus.
00:25Yeah, baby!
00:34First in the tank
00:35is a portable version
00:37of a classic game.
00:46Hey, Sharks.
00:48I'm Tom Filippini
00:49from the Mile High City.
00:50And today,
00:51I'm raising $150,000
00:53for a 10% stake
00:55in my company, Pepper Pong.
00:58I'm here to tell you
00:59that the world's largest
01:00racket sport,
01:03ping pong,
01:05is...
01:06The world's largest
01:07racket sport,
01:09ping pong,
01:11has become pretty crusty.
01:13This old dog
01:14was invented
01:15in the 1800s
01:17and has...
01:21And that was a century
01:22before sliced bread.
01:25And it shows.
01:27It's time to spice things up.
01:31Meet Pepper Pong,
01:33our brand-new game
01:34that is fun
01:36for all ages
01:37and sets up
01:38anywhere.
01:40Roll tape.
01:42Pepper Pong ditches
01:43the need
01:43for a dedicated table.
01:45Any reasonably flat surface,
01:48including the floor,
01:49becomes a battleground.
01:51Our fence expands
01:53to fit any surface
01:55and sets up in seconds.
01:57No flimsy clamps.
01:59But the real spice
02:01is in the peppers.
02:03Three unique balls
02:05designed to be adaptable
02:07to any surface
02:08and making Pepper Pong
02:10easy to learn
02:11but very difficult
02:13to master.
02:14Low bounce,
02:15jalapeno,
02:16is great for beginners
02:17and small tables.
02:19Medium bounce,
02:20habanero,
02:21is an all-around favorite
02:23for all table sizes
02:25and all skill levels.
02:27And then to really spice things up,
02:29you have the ghost pepper
02:30for intense rallies
02:33on larger tables.
02:35Pepper Pong is whisper quiet
02:37and furniture friendly.
02:39So even mom
02:40will be playing ball
02:41in the house.
02:43So sharks,
02:44which of you
02:45wants to rally this movement
02:48and serve up
02:50the spiciest game
02:51of our generation?
02:54Good job.
02:55All right.
02:55Who's going to play?
02:56So which of you
02:57wants to come up
02:58and play Pepper Pong?
02:59We'll play doubles.
03:00All right.
03:00Come on.
03:01Come on.
03:03All right.
03:04Now we're talking.
03:05Now we're talking.
03:06Oh!
03:08I think we won.
03:09I do too.
03:12Okay.
03:12So how many have you sold?
03:14We sold about $260,000
03:17worth of product.
03:18We launched
03:19less than a year ago.
03:20Are you selling
03:21to mostly on Amazon
03:21or where?
03:22We're only selling
03:23on our website.
03:23We're really trying
03:24to control
03:25the consumer experience
03:26and 100% of our reviews
03:28have been five-star reviews.
03:30Wow.
03:30How many reviews
03:31do you have?
03:32Four reviews?
03:33We have about 160 reviews.
03:35The cool thing about it is,
03:36you know,
03:37ping pong has some
03:37real flaws to it, right?
03:38You need the big table.
03:40You need the gear.
03:41I don't know if you've
03:41ever shown up somewhere
03:42where the paddles are broken
03:43or the balls are cracked
03:44like that.
03:45Yeah, paddles have splinters
03:46in them.
03:46Exactly.
03:47The other big problem
03:48with ping pong
03:48is it doesn't level
03:50the playing field.
03:50So if one person is good,
03:52the other person is not good,
03:54it's a blowout.
03:55And nobody likes blowouts.
03:57What do they cost to make?
03:58What do you sell them for?
03:58So landed cost
03:59is about $20.
04:00Yeah.
04:01We're selling them
04:01for $70.
04:03Why so little?
04:04Why so little?
04:05I thought so much, actually.
04:07I think we have
04:07some elasticity up to $89
04:08and, you know,
04:09without much detriment
04:10to sales or conversion rates.
04:12You got room on price.
04:13And Tom,
04:14you got to tell me,
04:15what's your background
04:15and how did you come up
04:16with pepper pong?
04:17It's actually a very
04:19interesting and personal
04:20story.
04:21So I've had a long
04:22career of success
04:24in business.
04:25In my mid-20s,
04:26I started a travel,
04:28large travel company.
04:29It was a well-known brand.
04:31Unfortunately,
04:31I was afflicted
04:33with alcohol,
04:35alcoholism
04:36for a number of years.
04:38And after my successes,
04:41I found quite a bit
04:43of failure.
04:44I was able to become
04:46sober in 2016.
04:47Good for you.
04:48With the amazing support
04:49of my wife
04:50and my three beautiful
04:51daughters,
04:52who I almost, frankly,
04:53almost lost,
04:54lost everything else.
04:56Financially,
04:56it was devastating for me.
04:58But I bounce back.
04:59I've had no relapses since.
05:01I feel like I was shot
05:02out of a cannon.
05:03This is truly
05:04my passion project.
05:05So are you the only investor?
05:07Is that you?
05:07Yes, it's only me.
05:09How much money
05:09you put into it?
05:10How much did you put into it?
05:10About $500,000.
05:12Wow.
05:13It's really my entire life story
05:15in a product.
05:16Well, did you make
05:17your own molds?
05:18Yeah, because what was
05:19this $500,000?
05:20Yeah, so we have our...
05:21Yeah, Lori, to your point.
05:22That was a big cost for you
05:23because it's probably
05:24a multi-cavity mold?
05:25Yeah, it's a multi-cavity mold.
05:27They're expensive.
05:28You know, we've got
05:28a good amount of inventory.
05:30How much?
05:31So a little under
05:3210,000 units
05:33remaining right now.
05:33Do you know
05:34what your customer
05:34acquisition cost is?
05:35It's about $21, $22.
05:38Basically, you're giving up
05:39a majority of your margin
05:41to acquire that customer,
05:42but they only buy one game.
05:44They don't buy multiple games.
05:45Well, we're actually seeing
05:46a tremendous amount
05:47how to repeat purchases.
05:49Because gifting.
05:50This is a massively popular gift.
05:53Tom, take us through your sales
05:54and your profitability
05:55since you started.
05:56Yeah, so we really started
05:58selling in earnest last fall.
06:00Okay, last fall.
06:00Yeah, and we did $160,000
06:02of net sales.
06:03Got it, and you're on track
06:04this year to do how many sales?
06:05Between $600,000 and $800,000,
06:08but this will be
06:09a generation-defining game.
06:11And it's patented.
06:12What is patented about it?
06:14So the fence is the patent.
06:16Foldable fence.
06:17Yep.
06:18What do you need the money for?
06:19We need a second mold,
06:21I believe, at some point
06:22to double output production.
06:23You know, that's one
06:24of the biggest lessons
06:25that entrepreneurs have to learn
06:28and mistake they make often.
06:30So you really should go slowly.
06:33Yeah.
06:33Don't start another mold,
06:34which is close to $100,000.
06:36Go step by step.
06:39Crawl, walk, run.
06:41Yeah.
06:41So anyway, I think it's very fun,
06:44but I don't think
06:45it's the right journey for me,
06:47so I'm sorry, I'm out.
06:48Thanks, Laurie.
06:50Thank you.
06:50It sounds like
06:51it's getting some traction,
06:53but it boils down to,
06:54well, how much of a royalty
06:55do I want to put on it?
06:56How do I ever get back my cash?
06:58I want to make 5X on that.
07:00It's not grabbing me
07:01by the ping-pong balls.
07:04Listen, I've enjoyed the presentation.
07:06I think it actually
07:07has proven itself,
07:08and now it's about
07:09how the gasoline gets poured on it.
07:10But for me, I'm out.
07:13Tom, look,
07:14what you've done is great.
07:15Your personal journey,
07:17I mean, just to go
07:18from where you are
07:19with your family
07:19to take the step
07:21and just have the confidence
07:22to keep on pushing forward
07:23is amazing.
07:24You deserve a ton of credit.
07:26But this is who you are.
07:27This is your identity.
07:29And those types of businesses
07:30are really difficult
07:31to invest in.
07:32I think you'll be great
07:33on your own,
07:34but for those reasons,
07:35I'm out.
07:36Tom, my question is just
07:38how do you feel about retail?
07:40That's where I kind of
07:41be interested.
07:41I think I'm really
07:42interested in your story.
07:43I mean, to come out here
07:44and be vulnerable
07:44and talk about sobriety,
07:45I haven't had a drink
07:47in two years.
07:48Congratulations.
07:48I didn't have,
07:49thank you.
07:50I kept saying,
07:50oh, dry January.
07:51Couldn't make it past
07:52dry January.
07:53And I looked at my life
07:54and said,
07:54I got over cancer.
07:55I got out of the clutches
07:56of drug dealers in the hood,
07:57but I can't get away
07:58from just doing this.
07:59You know,
07:59you went through that dark stage.
08:01All right,
08:01so welcome back.
08:02Hope you're feeling
08:03the same way.
08:04I'm feeling absolutely amazing.
08:05Love it.
08:07I'll give you the $150K,
08:09but my idea is to help you
08:11with the retail side,
08:12but I want 30%.
08:14Woo.
08:15But I think the Toddster
08:17is still in the deal.
08:17Yeah, I'm still in the deal.
08:19Todd, I read about your background.
08:21Maybe come in and save the day.
08:22I can see these
08:23at every raising canes
08:24just as a customer
08:27entertainment vehicle.
08:28I love ping pong.
08:29Like, actually,
08:30I did a collaboration
08:31restaurant
08:31with my friend Post Malone.
08:33I'm also invested
08:33in a pickleball team.
08:35That's been a great investment
08:36and continues to do better.
08:37And so I love the portability.
08:39I love you.
08:42So I'm going to make you
08:43an offer, right?
08:56Three sharks are out.
08:58Tom has an offer on the table
09:00from Damon for his portable
09:01ping pong game,
09:02Pepper Pong.
09:03But Todd is also interested.
09:06So I'll give you the $150,000
09:10and I'll go 25%.
09:12Todd, you animal.
09:14Why would you undercut me like that?
09:15You're a guest.
09:17I'd love to hear, you know,
09:19sort of your respective visions.
09:20Like, how could you help me?
09:21I mean, that's obviously
09:22a big haircut on the equity for me.
09:24Yeah, no doubt.
09:25I can tell you
09:26what I can add, right?
09:27I told you about the collaboration
09:29of Post Malone
09:29at our restaurant.
09:30Our sales went through the roof.
09:32I know how to do these things.
09:33I'm a social media machine.
09:35I got a whole team behind me
09:37that helps me with these things
09:38and I live it every day.
09:40And so I'll get your product
09:41out there.
09:42I'll help you expand it
09:42for low acquisition costs.
09:44I think that's what
09:45I bring to the table.
09:46I believe you.
09:47Damon, what's your sort of vision
09:48for how this would play in retail?
09:50Well, how do you think
09:51it would play in retail?
09:52Well, when you sell retail,
09:54you know, you have a difficult time,
09:55you know, bringing your customer
09:57into the family, so to speak.
09:58Yes.
09:59And I want to bring my customer
10:00into the family,
10:01at least in the beginning,
10:02to nurture that relationship,
10:04make them feel part of a movement.
10:05So I want to go to retail,
10:07but not right out of the gate.
10:09Well, then I want to be
10:12respectful of your dream.
10:14Tom, Tom.
10:15I'm in, buddy.
10:16You and me.
10:16Listen, listen, you know.
10:18I love it.
10:18All right, that helps.
10:19That helps.
10:21You're concerned about retail,
10:22which I can understand
10:23that you're building it up slowly.
10:24I think out of respect
10:25for you and your dream,
10:26I think that I'm going
10:27to take my offer off the table.
10:29I'm out.
10:30Okay.
10:31No, I get it.
10:33Todd, I would love
10:34to do a deal with you.
10:35I'm curious if you'd split
10:36the difference with me
10:37down to 17.5%.
10:3917.5%.
10:40In the spirit
10:40of a long-term partnership.
10:45Let's go 20
10:46and get yourself a deal.
10:48Could you go just 19,
10:49and just psychologically?
10:54Why not?
10:55All right.
10:56Let's do it.
10:58Let's go, Tom.
11:01I guess we're going to do it,
11:02baby.
11:02You're going to build it.
11:03It's going to be great.
11:04Thanks so much.
11:05Congrats.
11:06Thanks, guys.
11:06Well done.
11:07I appreciate all of you.
11:08Thank you.
11:12I believe Pepper Pong
11:13is going to make
11:13a big difference in the world,
11:15not just for fun,
11:15but as a way
11:16to inspire people
11:18to go do great things
11:19and to be vulnerable
11:21and to connect
11:22with other people
11:23and put your phone down
11:24and just build relationships
11:27through the joy
11:28of competition.
11:30In Season 15,
11:32we watched Nicholas George
11:33and Kevin Mack
11:34make a deal
11:34with Mark Cuban
11:35for their innovative
11:36guitar pick company,
11:37TickPick.
11:38Put them on your guitar
11:39and they'll stay
11:40until you want to pick them up
11:41and you're ready to play.
11:42Let's see what
11:43they're up to now.
11:44Since appearing on Shark Tank,
11:46we've closed a major deal
11:47with Guitar Center.
11:48TickPicks are now available
11:49in every single
11:50Guitar Center store
11:51over 300 nationwide.
11:53One of the most exciting
11:54things to happen
11:55since Shark Tank
11:55is we just closed the deal
11:56to partner with Fender Guitars
11:58and we're going to be having
11:59Fender TickPicks
12:00coming in 2025.
12:01When we first started
12:02the business,
12:03our product was 100%
12:04manufactured in China.
12:06After appearing on Shark Tank,
12:06it proved to be a problem.
12:07We sold out three times.
12:09It was really difficult
12:10to get our orders shipped
12:10from overseas
12:11to our customers.
12:12Moving our manufacturing
12:13here to the U.S.
12:14has added about 20%
12:15to the cost of our product,
12:16but we have greater turnaround times
12:18and a far superior product.
12:19But most importantly,
12:20it supports American jobs
12:21and manufacturing.
12:22So when we came into Tank,
12:23we were just selling TickPicks
12:25here in Nashville, Tennessee
12:26with $60,000 in sales.
12:27It's been less than a year
12:29since we made a deal
12:29with Mark
12:30and we've got a total
12:30of over $700,000
12:32in lifetime sales.
12:34Mark's been an amazing
12:35partner with TickPick.
12:36He's been a vocal supporter
12:37of AI for a while now
12:39and he introduced us
12:40to Gemini
12:40for Google Workspace.
12:41Even small companies
12:42can benefit from Gemini.
12:44Oh, absolutely.
12:45Everybody knows I'm kind of a geek
12:46and one of my favorite products
12:47is Gemini
12:48for Google Workspace.
12:49You know,
12:49I put it into all my companies
12:51to become more efficient,
12:52more productive.
12:53I've made a prompt
12:54and it says,
12:54I need to summarize
12:55what our business
12:56has been working on
12:57the last 30 days
12:58for our partner,
12:58Mark Cuban.
12:59Can you read my email
13:00and build a summarized list
13:01of the successes?
13:02That's insane, is it?
13:03That's insane.
13:03Mark.
13:04That's insane.
13:05So now,
13:06what used to take me three hours
13:07takes me 30 seconds.
13:09Everything is in the
13:09Google Workspace ecosystem
13:11so it's really seamless
13:12to go from one product
13:13to the other.
13:13So whether you're going
13:14from Docs to Gmail
13:15or whether you're going
13:16from a slide to Docs,
13:18it's just as easy as a click.
13:19With Gemini,
13:19you get all sorts of suggestions
13:20based on your prompts
13:21but as business owners,
13:23we're in total control
13:23of which ones
13:24we want to use and implement.
13:25It's freed up so much time
13:26so we can do the things
13:27that we're passionate about.
13:28And for me,
13:28that's songwriting.
13:30We're at Analog
13:31at the Hutton,
13:32one of the best venues
13:32in Nashville
13:33and I just got done
13:34writing a country song
13:35with an unlikely partner.
13:37Here's our song together.
13:38One girl,
13:39one night,
13:40one bar.
13:41Take it away, K-Mac.
13:46You want Friday night
13:48two bar stools
13:50I didn't expect that Mark
13:51would want to write
13:52a country song
13:53but when he said
13:54he had the title for it,
13:55I was all in.
13:56With that one girl
13:58and that one night
13:59and that one guard
14:01with a couple drinks
14:03that do that one show
14:03My advice to every entrepreneur
14:05out there,
14:06make sure you have
14:07the right partners.
14:07You guys push it
14:08as far as you can.
14:09Be honest,
14:10be kind,
14:11and just work hard
14:12and I promise you,
14:13your business will be successful.
14:17Ladies and gentlemen,
14:18Mark Cuban.
14:28Next into the tank
14:29is a way
14:29to bring a party
14:30right to your own backyard.
14:38Hi, Sharks.
14:39I'm Enda.
14:40And I'm Paul.
14:41Today, Sharks,
14:42we are seeking $400,000
14:43for 10% equity
14:44in our company.
14:45Both of us being
14:46from Ireland,
14:47there are two things
14:47that we're good at.
14:48The first one being
14:49construction
14:50and, of course,
14:51drinking.
14:52Cheers.
14:53Sharks, isn't it true
14:54there's nothing quite like
14:55meeting up with your friends
14:55at your favourite bar
14:56and sipping on your favourite drink
14:57after a hard day's work?
14:59When you just want to
14:59kick back and relax?
15:01Or simply toast those
15:02cherished friendships
15:02and celebrate life?
15:04But what if you don't
15:04feel like going anywhere
15:05and you simply want
15:06the party to come to you?
15:08Well, that's where
15:08our Irish ingenuity
15:09comes into play.
15:10Introducing
15:11Taverns to Go.
15:12Your very own
15:13backyard bar.
15:15Delivered and assembled
15:16for you in under
15:1690 minutes
15:17in the comfort
15:17of your own backyard.
15:19Yes, that's right,
15:20we do it all for you.
15:21Crafted from
15:22pressure-treated lumber,
15:23our taverns can be used
15:24in any climate,
15:25making them perfect
15:26for anywhere
15:26in continental USA.
15:28And who knows, Sharks,
15:30with your help,
15:30we might just go
15:31global.
15:33With over 25
15:34different models
15:35to choose from,
15:35there's a tavern
15:36perfect for every backyard.
15:37Simply add your
15:38personal touch,
15:39stock it up
15:39and let the good times
15:40roll.
15:41So, Sharks,
15:42we'd like you to
15:42raise a glass.
15:45and embark
15:45on this tavern
15:46to go adventure
15:47with us.
15:47Launch it.
15:49Launch it.
15:50Salute.
15:51Salute.
15:52This is really cute.
15:54What does it cost
15:55for one?
15:56So this model here
15:57retails at
15:58$3,795
15:59and depending
16:00where you live
16:00it might be
16:01free delivery
16:01up to $590.
16:04And what does it
16:05cost you
16:05including all of
16:06your assembly costs
16:07and shipping costs?
16:08Typically about
16:08$2,200
16:09including overhead.
16:10What are your
16:11sales like?
16:12So right now
16:12year to date
16:13we're at $2.2 million.
16:14Wow.
16:15And when did you start?
16:172020 when COVID hit
16:18and we're just about
16:19to hit the $10 million
16:20mark.
16:21Paul and Nita
16:21you're obviously
16:22not from around here.
16:23Tell me where you're
16:24from in Ireland
16:24and how did y'all
16:25start this business?
16:26So I'm from the
16:27west coast of Ireland
16:27a place called
16:28County Mayo.
16:29Very rural.
16:30I didn't really come
16:31from much in Ireland
16:31and you come to America
16:32and I just kind of
16:33fell in love
16:33with the place.
16:34Same with you?
16:34I'm from Dublin.
16:35I came in 2012
16:36and got an opportunity
16:37to come out here.
16:38I thought it'd come
16:39for six months
16:39and 12 years later
16:41I was still here.
16:42We actually met
16:44over here
16:44amongst the Irish
16:45community
16:46in New York.
16:47And what's your
16:48background?
16:48So I'm a mechanical
16:50engineer.
16:51Mine is construction
16:51management.
16:52How much money
16:53did you guys put
16:54into this
16:54to start it?
16:56A couple hundred
16:57dollars to build
16:58the first bar.
16:59Good for you man.
17:00That's awesome.
17:00It's just true grit.
17:01Your hands,
17:02your brains,
17:03your backs into it.
17:04So the first one
17:04and it's just kind of
17:05we have put our
17:06heart and soul
17:06in this for the last
17:08four years.
17:08It's obvious.
17:10Is it just the two
17:11of you?
17:12Correct, yeah.
17:12How are you
17:13outsourcing the
17:14build of them?
17:14It's all our own
17:15in-house crews.
17:16So what happens
17:17say we have
17:17just for instance
17:18we've got orders
17:19in California,
17:20Illinois.
17:20We'll send a truck
17:21with maybe 20 bars
17:22and the guys will go
17:23and deliver
17:24along that route.
17:25You've got to be
17:26kidding.
17:26They'll cruise a country
17:27with a bar in the back.
17:2920 bars.
17:31My wait time then?
17:32What is my wait time?
17:33Depending on where
17:34you're located
17:35we communicate that
17:36with customers.
17:37We'll say for California
17:37it's like four to six weeks.
17:39Oh, okay.
17:40That makes sense.
17:41So what does it cost you
17:42to acquire the next
17:43incremental customer?
17:44You're talking somewhere
17:45about $200, $250.
17:47The mall seems to be working.
17:49What do you think
17:49you'll do in sales this year?
17:50We're on track
17:51to do four million.
17:53What are you making
17:54free cash after that?
17:55Our profit margin
17:56is about 30 to 40%.
17:57Well, listen guys
17:58I love it.
17:59The only way I do this
18:00deal is say
18:00okay, here's $400,000
18:01I want to be
18:02the third Irish dude
18:04and I am an Irish dude.
18:05I'm actually an Irish citizen.
18:06I'm from Malahy.
18:07Oh, no.
18:08Yeah, yeah, yeah.
18:09Yeah, first thing
18:10$400,000 for 30...
18:1233 and a third
18:13I'm a third Irish dude.
18:15My only role in this thing
18:16blow out the social.
18:18I got millions of followers
18:20that know I'm an Irish guy
18:21and I'm very, very good
18:23at reducing CAC.
18:24Really good.
18:27Listen, I love you both
18:28and I love your concept.
18:30I'm going to order one.
18:31But look, there's other sharks
18:33that I think can help you
18:34more than I could
18:35so for that reason
18:36I'm out.
18:36Yeah, guys, I'm on
18:37in the same boat.
18:38I don't know that
18:38I'm best suited to help.
18:40I'm a drinker
18:40but not a construction guy
18:42so for those reasons
18:42I'm out.
18:43Okay, no way.
18:44Thanks.
18:44So guys, it's never been
18:45my thing to deal with
18:47construction and that type of stuff
18:48so I'm definitely
18:50going to be a customer
18:51but I'm out.
18:53Thank you.
18:54Thank you.
18:55I think it's really cool
18:57and you know, I'm on the fence
18:58I could totally see
18:59people loving this.
19:01I just, you know,
19:01I'm sitting here thinking
19:02like how would I get
19:03my money back
19:04like fast enough?
19:07Taking something
19:07out of his book
19:08like I was thinking
19:09I would want a royalty deal.
19:11Okay.
19:12I would give you
19:13the $400,000
19:16but I would like
19:20$30
19:21on each one sold
19:24until I made
19:26$600,000
19:27so my $400 back
19:29and $600,000
19:30and I would only take
19:3515%.
19:36Okay.
19:37Hello.
19:38Yeah, given what you sell these for
19:40$30,000 is nothing.
19:41Yeah.
19:41Yeah.
19:41$30,000 is,
19:42I can't believe you're saying
19:43should I make it $60,000?
19:44It's not my business.
19:47What do you think?
19:48Thank you guys.
19:52Laura, we like your offer
19:53with the royalties.
19:54Would you be open
19:55to going to 12 and a half
19:56equity after you hit
19:57the mark?
20:00I feel really good
20:01with what I did
20:02because I think
20:03$30,000 was a really
20:03sweet, nice royalty.
20:05I could have asked
20:06for $100,000
20:07and they all said
20:08I should have.
20:09There you go.
20:09I didn't say that.
20:10I thought royalty
20:11was greedy.
20:13What do you guys
20:13want to do?
20:18We're going to take
20:19your offer, Laura.
20:20Thank you so much.
20:22Thank you.
20:23Thank you, guys.
20:23Thank you very much.
20:24I like it.
20:25It's going to be so fun.
20:27It's going to be so fun
20:28to listen to you guys
20:29talk all day.
20:31I have a toast
20:32to you guys, man.
20:34You guys came
20:34from the American dream
20:35from Ireland
20:36starting with a couple
20:37hundred dollars,
20:38building an amazing
20:40business,
20:41coming on Shark Tank
20:42and getting a deal
20:43with Laurie Grenier.
20:45Thank you so much.
20:45Cheers, guys.
20:47Congrats.
20:48To the American dream.
20:49Thank you so much.
20:50We're going to crush it.
20:51Looking forward to it.
20:55Well done.
20:55Well done.
20:57Okay.
21:09Next up is a fun way
21:11to create family memories.
21:23Hi, Sharks.
21:24I'm Ashley.
21:25And I'm Kenny,
21:25and we're from Fort Wayne, Indiana.
21:27We're two originals
21:29who met at Indiana University.
21:31Yes.
21:32Got married
21:33and had the remix.
21:36Then we had the encore.
21:40And finally,
21:42we dropped the mic.
21:45Mic drop.
21:46And together,
21:47we all make
21:48Can's Designs.
21:50Can's Designs
21:52is a parenthood lifestyle brand
21:53on a mission
21:54to encourage
21:54and inspire families
21:56to get in the picture.
21:57Our popular tees
21:58have been seen
21:59on celebrities,
22:00athletes,
22:01and even Oprah's
22:02favorite things.
22:04Twice.
22:05Our family works hard
22:06to make your memories
22:07a little more special.
22:09Creating matching apparel
22:10and accessories,
22:11we capture the essence
22:12of shared moments.
22:14So, Sharks,
22:15grab a tea
22:16and your crew.
22:17We'd love to welcome you
22:19to the family.
22:20It's a very cute concept.
22:23Wait, what were you asking?
22:23Thank you so much.
22:24What are you asking for?
22:25I'm so sorry.
22:26We are seeking $75,000
22:28for a 15% stake
22:30in our company.
22:30So, the quality
22:31is really nice.
22:32I'm holding the sweatshirt.
22:34And it's very soft
22:35on the inside.
22:36Yes, quality is a huge difference.
22:37So, tell me how it works.
22:39You don't keep inventory
22:40for all these different versions,
22:41do you?
22:41We actually hold
22:42blank inventory
22:43and we screen print them
22:45as the orders come in.
22:45Okay, you screen print it.
22:46Got it.
22:47Correct.
22:47The whole thing comes down
22:48to how do you acquire customers
22:49because there's others
22:51doing this
22:52and the key to success
22:53is low customer acquisition costs
22:54and return business
22:55so that your return
22:57on ad spend goes up.
22:58And that's really the model
22:59because there's nothing proprietary
23:00about what you're doing.
23:01Absolutely.
23:02Currently,
23:03our cost of acquisition
23:04is around $9.37
23:06but we do have
23:08a 30% customer return rate.
23:10Okay.
23:10So, if you spend $1,000
23:12on advertising
23:13on any of the digital platforms,
23:15do you make a return on that?
23:17We do.
23:17Last time,
23:18it was like a 5X
23:19for Father's Day?
23:20Yeah.
23:205.
23:215X.
23:21What's your margin
23:22on these products?
23:23The adult shirts,
23:24we make them for $5.12
23:26and then the kids' shirts
23:27we make for $4.24.
23:29Yeah.
23:29We sell the adult shirts
23:30for $26
23:31and we sell the kids' shirts
23:32for $21.
23:33Okay, that's good margins.
23:34Those are reasonable prices.
23:35Yeah.
23:35So, you're actually profiting
23:37on a 5X ROAS
23:39so it's a pretty decent return.
23:40Is it consistently 5X
23:42on ROAS?
23:42Not always a 5X.
23:44During our highest seasons,
23:46which is usually around
23:47Father's Day
23:47and during the holidays,
23:50on average,
23:51we're averaging
23:52about a 3X.
23:53Tell us about yourself
23:54and how this business
23:55came to be.
23:55Before getting into
23:56this business in 2014,
23:58I was a high school
23:59English teacher
24:00and my husband, Kenny.
24:01I was in social work.
24:03Right.
24:03And so,
24:04we started this business
24:05while I was out
24:06on maternity leave.
24:07I lost my mom
24:09when I was 21 years old.
24:12She was 40.
24:12She died
24:13in 07
24:14on Mother's Day.
24:15It was sudden.
24:16Is that your mom there?
24:17Yeah, that's my mom
24:18and it's actually
24:19the only picture
24:20we have together
24:21and so,
24:22I wanted to create
24:23matching apparel
24:24that forced you
24:25to get in the picture.
24:26Our tagline is
24:27get in the picture.
24:28That's where
24:29it stemmed from.
24:30I wanted to
24:32create a brand
24:33that forced you
24:34to document
24:35those memories.
24:36And this was your inspiration
24:37to get her in the picture.
24:38It became my mission
24:39to make sure
24:40that you're going
24:41to take a picture
24:41in my shirt.
24:42You're going to
24:43take a picture
24:43surrounded by your family.
24:45What I love is
24:46I love how cute
24:48the concept is.
24:50So how cute
24:50are the sales?
24:51Our sales,
24:52our lifetime sales
24:53are 3.2 million.
24:54Nice.
24:55Cool.
24:56Drop the mic.
24:57Drop the mic.
24:58Over what period of time?
25:00So that 3.2 million
25:01is from 2016.
25:04What about this year?
25:05What will you do
25:06this year in total sales?
25:07This year,
25:07I believe that we'll hit
25:09around 280
25:09to 300,000.
25:11We are up
25:11from last year.
25:13Okay,
25:13your margins
25:14are close to 80%.
25:16So to get
25:18that 300,000 sales,
25:19how many dollars
25:20will you have to spend?
25:21Right now,
25:22we're only spending
25:23about 5%
25:24in revenue
25:24on ads.
25:26And that's just
25:27because
25:28just cash flow.
25:29That's why
25:30we need a shark.
25:30Are you breaking
25:31even on this 300,000
25:32in sales?
25:33No,
25:33we were profitable
25:34last year.
25:34We were profitable
25:35at 44,000.
25:37Why do you need
25:38a shark?
25:38Our issue
25:39and why we're here
25:40today is that
25:41we can't produce
25:42fast enough
25:43for what our customers
25:44are asking us for.
25:45And you make to order.
25:45So I think actually
25:47that's a good thing
25:47to hear to the extent
25:49that you don't have
25:49a warehouse sitting
25:50full of a whole bunch
25:52of different odd sizes.
25:54We're making this
25:54out of our home garage.
25:56The issue is expanding
25:57our product category.
25:59Once they go
25:59through the sets,
26:00they don't have
26:01anything else to buy.
26:02So how much
26:02of your own money
26:03did you put in
26:03to start the business?
26:05Actually,
26:06I borrowed $200
26:07from my dad.
26:09I haven't paid him
26:10back yet,
26:10but I'm going to.
26:12I'm working on it.
26:13Am I going to do this?
26:14Well,
26:14how are we going
26:15to get back $75,000
26:16if you ain't paid dad?
26:17You don't want
26:18to get your money back.
26:19You know,
26:19we'll talk to my dad.
26:21Guys,
26:21I look at it
26:22as a business
26:22that you can probably
26:23even get to $2 million.
26:24And so that would
26:25supply you
26:26with a pretty good
26:27cash flow each year
26:28of $400,000,
26:29$500,000 pre-tax.
26:31That's the goal
26:32of this business.
26:32I don't think
26:33there's room
26:33for an investor.
26:34I really don't.
26:34You can't go
26:35to retail.
26:36The margins
26:36aren't big enough.
26:38Guys,
26:39it's not for me.
26:40It's not for me.
26:41I'm out.
26:43Let me tell you,
26:44I love the design.
26:46I love the story.
26:48Quality's great.
26:49You guys are great.
26:51I wish I knew
26:51more about
26:52the fashion industry.
26:53I think there are
26:54better sharks
26:54sitting here.
26:55so I sadly say
26:57I have to be out,
27:00but I hope
27:00that someone else
27:01is in.
27:01Thank you so much.
27:02Thank you, Lori.
27:02We love you, though.
27:03Yes.
27:04Damon,
27:04what are you going
27:05to do?
27:06Damon,
27:06we would love you
27:07as a shark.
27:08Damon, we love you, man.
27:08Come on.
27:09Damon.
27:13I think
27:14you can grow
27:14this business yourself.
27:16You can grow
27:17this business
27:17to literally
27:18be a $5,
27:19$10 million
27:19print-on-demand business.
27:21you don't need
27:22our help.
27:23So I'm going
27:23to pass on this
27:24because I think
27:26you're going
27:26to make it
27:27without me,
27:28and for that reason,
27:29I'm out.
27:33Look, I love
27:34both of your stories.
27:35This is too good,
27:36and so here's
27:36what I can do
27:37for you.
27:37I'd like to offer
27:38you the $75,000,
27:39but I'd like to do
27:40it as a loan,
27:41and I'd only take
27:4210% equity
27:43off of that.
27:45Can't beat that, man.
27:47What do you think?
27:49Very standard structure
27:50called Venture Debt.
27:51That's what that is.
27:53Here's my thing.
27:54This is not really
27:55in my wheelhouse.
27:56I love the product.
27:57I can see I'm very
27:57good at branding.
27:59Obviously, I've grown
27:59a restaurant
28:00from one location
28:01to 800,
28:01and I've got millions
28:03and millions of customers
28:04that are fanatical
28:05about our product.
28:06I can help you
28:06with some of the
28:07branding components.
28:08I'd love it.
28:09Damon, you wanted
28:09to come on
28:10and partner with this
28:11and just help out
28:12on that mentorship
28:13in the actual
28:14apparel business.
28:15I'm there.
28:16I'm there for you
28:16any time.
28:17Absolutely.
28:17I've got no problem
28:18with that.
28:18You're going to partner?
28:21I'm going to mentor you,
28:22but I'm not going to invest.
28:24He'll give you advice.
28:25But we'll have
28:25a great resource
28:25with Damon
28:26to be able to get
28:27some great advice
28:28and the mentorship
28:28you want.
28:30But you do have an offer.
28:31It's a real cash offer.
28:32What do you want to do?
28:33Wait, wait, wait, wait, wait.
28:34I'll defer to these guys
28:35because I think
28:36that's a better offer
28:36than I would make.
28:37And honestly,
28:38those two together,
28:39I think is a great combo.
28:41I'm out.
28:43You're leaving us?
28:44Oh, Mark.
28:45So Todd,
28:46would you be willing
28:47to go up in equity
28:48to not do a loan?
28:51Here's what I encourage
28:52you to do.
28:53When you have
28:53a successful business
28:54and you're growing,
28:55don't give up
28:56so much equity.
28:57Look, so Raising Cane
28:58is now a multi-billion
28:59dollar organization.
29:00I was able to maintain
29:02the majority of my company
29:03overwhelmingly.
29:04I own over 90%
29:05of my multi-billion dollar
29:07valuation of the company.
29:08And so I don't want
29:09to take that, right?
29:10You're working hard.
29:11You're making this happen.
29:12and this is your story.
29:13So that's why
29:14the loan comes.
29:15And I would bet
29:16on yourself.
29:17You have these orders
29:17coming up.
29:18So at less equity,
29:20longer term is more value
29:21for you and your family.
29:23What do you want to do?
29:25Oh, my gosh.
29:31Go ahead.
29:32Do it.
29:32Yes!
29:33Yes!
29:35Oh, my gosh.
29:36David, you've got
29:36to come out of here with me.
29:37I guess, you know what,
29:38I'm on the advisory board.
29:40You're on the advisory board.
29:41Yes.
29:42Thank you.
29:42It's so nice
29:43to be here.
29:44Thank you so much.
29:45Thank you so much.
29:46Congratulations.
29:47Have a great day, guys.
29:48Congrats, guys.
29:49Oh, my gosh.
29:51Oh!
29:52We did it here.
29:54I'm so excited
29:55to work with Todd.
29:56I'm so excited
29:57to be mentored by Damon.
29:58This is a dream come true.
30:00This is just a testament
30:01to just keep going
30:02and that you can do things
30:04outside of your home.
30:05You can do them
30:06in your garage.
30:06You can reach the world
30:08and you can even up here
30:09on Shark Tank.
30:09Like, this is a God thing
30:11and we're so thankful.
30:25Next up is an innovative way
30:27to keep things light and cool.
30:33Welcome to The Tank.
30:37Hi, Sharks.
30:38I'm David Kittle
30:39from Charlotte, North Carolina.
30:41Hi, Sharks.
30:42I'm Chad Lee
30:42from Bentonville, Arkansas.
30:44We're here today
30:44seeking $150,000
30:46for 10% equity
30:48in our company, Foam.
30:50Sharks,
30:51the cooler industry
30:52has a major problem.
30:54The cooler!
30:56That's right, Sharks.
30:57So many of the coolers
30:59that are out there today
30:59are really more geared
31:01for the hardcore,
31:02top-of-the-mountain,
31:04crazy outdoor experience.
31:06What about most of us
31:07that don't need to keep ice
31:08for 10 days
31:09or a heavy, expensive,
31:12bear-proof cooler
31:13with all the bells and whistles?
31:15We just wanted
31:16a simple, functional way
31:17to keep our drinks cold
31:19and use it at the beach,
31:20park, pool,
31:21or on the boat.
31:23Sharks,
31:24we saw a huge hole
31:25in the market,
31:26so we created Foam.
31:27We're the world's first
31:29100% EVA foam cooler.
31:31You might know this material
31:33from those popular
31:34clogged shoes.
31:35This material
31:36makes our cooler
31:37extremely lightweight,
31:39sustainable,
31:40and did I mention
31:41it'll even float on water?
31:43It's perfect
31:44for swimming with sharks.
31:46It's incredibly durable,
31:48but don't take my word for it.
31:49Bring it in!
31:51Oh, here we go.
31:54Oh, my goodness.
31:56Yeah, baby!
32:00Oh, yeah!
32:02Can I drive that thing?
32:05Well done.
32:09Yeah!
32:12Oh, oh.
32:15Oh!
32:16Oh!
32:20Well, I guess the stage
32:22isn't as durable
32:23as our cooler.
32:24Wow, that was pretty amazing.
32:26Let's see the results.
32:26Sharks,
32:27no one's getting crushed
32:28like a cockroach today.
32:29Really?
32:30Look at that.
32:31Here's the problem.
32:32I'm going to give $150,000,
32:33but 10 of it's going to go
32:34to the set
32:34to get a repair.
32:36Yeah!
32:38Sharks,
32:38please take a look at it
32:39and run it over
32:41in your spare time.
32:43That was really impressive.
32:44Is this a good
32:45insulator, though?
32:46I mean, it's very thin, right?
32:48It's a day cooler.
32:48Very light.
32:49But how do you convey
32:50the durability
32:51to somebody
32:52when you're trying to sell them?
32:53And I guess the bigger question
32:53is where do you sell them?
32:54So, so far,
32:56year-to-date,
32:57we've done $114,000,
32:59but on the way here,
33:01we got a commitment
33:02for another $137,000,
33:04so that brings us
33:05to a total of $251,000
33:07for this year,
33:08year-to-date.
33:09All direct-to-consumer?
33:10No, actually,
33:11one of our weaknesses
33:12is direct-to-consumer,
33:13and we want to put that out there.
33:14We've come from
33:15the big cooler companies.
33:16That's our background,
33:17and we'll get into that.
33:18What cooler company
33:18did you come from?
33:19Yeah, me and Chad
33:19actually met each other
33:21while working at Coleman,
33:22so I'm a designer,
33:24and I've actually designed
33:25product for several
33:26Shark Tank brands.
33:27I've designed product for...
33:28You have?
33:29Like what?
33:29Like Tush Baby,
33:31Guardian Bikes.
33:32There you go.
33:32Yeah, so, you know,
33:33I've seen all my clients
33:34go out and make
33:35millions of dollars,
33:36and I'm like,
33:37man, I should do that myself.
33:39My background is in
33:40the sales and product
33:41development side
33:42of the business.
33:43I've worked for Walmart
33:44my whole career,
33:45as well as pretty much
33:46every other major retailer,
33:48Costco, Target, etc.
33:49So, guys,
33:50there's a lot of coolers,
33:51as you know.
33:52A lot.
33:52So, what's going to
33:54differentiate foam
33:55from the other
33:569,000 coolers
33:58that are out there
33:59from $29 to $399?
34:02In the cooler market,
34:03everyone's doing
34:04the same thing.
34:05Everyone's trying
34:05to go ultra-durable,
34:07hardcore,
34:08you know,
34:08hold ice for 10 days,
34:09be bear-proof.
34:10You don't need that.
34:11And we said,
34:11okay, that's cool,
34:12and that's fun.
34:13For certain situations, yeah.
34:15But what do the masses want?
34:16Like, what area
34:18is being ignored?
34:18They want less weight.
34:19Exactly.
34:19This is a perfect beach cooler.
34:21You're going to find,
34:21Mr. Wonderful,
34:22when you take this
34:22to the beach,
34:23and it gets all sandy.
34:24One of the benefits
34:25is how easy this is to clean.
34:26There's no nooks,
34:27there's no cranny,
34:27there's no fabric.
34:28No nooks and cranny.
34:29I'm going to throw ice
34:30in the bottom.
34:31You have to put ice in it, right?
34:32and champagne in there.
34:34Your caviar.
34:34It's going to keep it cool.
34:35It'll hold four bottles of wine,
34:3730 cans.
34:38How much does it call you to make?
34:39We retail them for $99.
34:40We wholesale for approximately $50,
34:42depending on the channel,
34:43and then we land it for $25.
34:45Let's talk about retail for a second,
34:46because a lot of coolers
34:47are actually purchased in retail,
34:49spur of the moment.
34:49I know the distributor
34:51Coleman uses, okay?
34:52I know how they do
34:53their pallet programs,
34:54because I compete with them
34:55for pallets in pizza ovens,
34:58same distributor.
34:58Right.
34:59Because you guys know the industry,
35:01and you know the distributors.
35:02Have you talked
35:03to any of the big guys?
35:04Yeah, so we launch in Target
35:05in about a week.
35:06How are you getting
35:07distribution in there?
35:08We sell direct, so...
35:09Well, you're not getting
35:10every store then, right?
35:11No, we're doing about
35:1197 stores to start.
35:13That's nothing.
35:13Well, it's nothing to start,
35:14but one of the things
35:15I've learned from watching
35:16this show over the last 14 years
35:17is never walk into,
35:19say, a Walmart or a Target
35:20and say...
35:20No, you want to prove
35:20yourself to, but if you
35:22prove yourself to,
35:23and you want to get
35:232,000 stores,
35:24what are you going to do?
35:25That's actually really smart.
35:25You could get killed
35:26with the size of this
35:28if you had gone into
35:29a lot of stores.
35:30If you had gone into
35:301,000 Walmart stores,
35:32and they could return to you
35:33after the summer season,
35:35and it's this size...
35:35Oh, yeah, then it's over.
35:36Your business is done.
35:37Your business would be destroyed.
35:38We're moving slow,
35:39because we don't want
35:39that to happen.
35:40Exactly.
35:40But I think I'm having
35:42a challenge here,
35:43because when you said
35:44that price, you know,
35:46if I walked into the store,
35:47I would think that this
35:48is either the normal
35:50Styrofoam cooler.
35:50Yeah.
35:51It doesn't present itself
35:52as a high-end cooler,
35:55and then when I would
35:55see the price on it,
35:56I think I wouldn't
35:57understand it at all.
35:58So there's nothing
35:58in the market like this today.
36:00This is the world's first.
36:01But I understand,
36:01but it's very hard
36:02from the way it looks right now.
36:04I like this cooler.
36:05I do like it.
36:06Yeah.
36:06Me too.
36:08Guys, how much do you
36:09have invested your own money?
36:11We both have $150,000
36:13into it together.
36:15He locked my house.
36:16Chad left his W-2.
36:17So we're all in this.
36:19It has to work.
36:20It better work.
36:20My wife said it better work.
36:21That's all in.
36:22That's the power of broke
36:23that Damon talks about
36:24all the time.
36:25So what happens
36:26if it doesn't sell through?
36:27So we don't have
36:28a take back for Target.
36:29But that's not the point,
36:30you know, really,
36:31because if they just
36:31don't reorder,
36:32then the whole premise
36:33of the company is...
36:34It fails, yeah.
36:35Do they feel 99
36:36is a good price?
36:38Yes.
36:38Yeah, let me tell you
36:39just real briefly
36:40the Target story.
36:41We cold called them.
36:42We got a Zoom meeting.
36:44They just loved it.
36:45And the merchant said to us,
36:46there's just nothing new.
36:47And so they bought it
36:49sight unseen.
36:49They said, you know what?
36:50How many stores can you do?
36:52So you didn't even
36:52send a sample?
36:53They just said,
36:54we're going to...
36:54We got an end cap.
36:55That's pretty cool.
36:56Yeah, they asked.
36:57That's very hard to get.
36:58How many stores can you do?
36:59And that never happens.
37:00Yeah, we're like...
37:00And we said,
37:01we want to be intentional.
37:02So we want to do
37:03about one container.
37:04That's about 97 stores.
37:05So we dictated that number.
37:07I think that the reason
37:08why Target did it
37:10sight unseen
37:10is because they see
37:12tons of product
37:13and you have a category buyer.
37:15Like if you're a buyer,
37:16you know what this is.
37:17Well, we can speculate
37:17why they did it,
37:18but it doesn't matter
37:19if it doesn't sell through.
37:20It does matter.
37:21They're bright.
37:22What does it matter?
37:22Just shut up.
37:23What does it matter?
37:25Who cares?
37:25So what you did
37:27is you did disrupt a category.
37:28So with no sales,
37:30they disrupted the category.
37:31But what I want to say
37:33is you controlled the buyer
37:34instead of the buyer controlling you.
37:3799.9% of anybody selling to a store
37:40is so excited to get into the store
37:42that they do whatever the buyer says.
37:44You're doing everything right.
37:46I will be a customer.
37:48It's just not the right investment for me.
37:50You are definitely great entrepreneurs.
37:53Thank you.
37:54But I'm sorry on this one.
37:55I'm out.
37:57I think the product's good.
37:59You guys are great.
38:00You're driven.
38:01You're focused.
38:01You've planned this whole thing out.
38:03The problem is
38:04I don't see the risk reward for me.
38:05You guys have to really hit it big.
38:07You know, and there's just so much.
38:09I think there's potential for that.
38:09No, I know there's potential for it, right?
38:11But like I said,
38:12I don't see the risk reward for it for me.
38:14So for those reasons, I'm out.
38:17Thank you, Mark.
38:17We appreciate that.
38:18We appreciate it.
38:19Gentlemen.
38:19Yes, sir.
38:20You have great knowledge in the business.
38:23You're very sharp.
38:24I love your product.
38:24I'm going to be a customer.
38:25But ice chests aren't my business wheelhouse.
38:28And I think you can do better with other sharks.
38:30Hey, hey, you've got to keep chicken cold somehow.
38:34Don't go out just yet.
38:35We're still going.
38:35I'm sorry, but I'm out.
38:37Best of luck to you.
38:38I appreciate your time.
38:39Appreciate you.
38:40Thanks.
38:41Guys, I mean, look, it's a total crap shoot.
38:43If it sells to Target, things are going to happen.
38:45If it doesn't, it's bad news.
38:47So I'm going to make an offer commensurate with the risk.
39:03Three sharks are out, but Kevin seems interested in Chad
39:07and David's lightweight cooler company, Foam.
39:12I'm going to make an offer commensurate with the risk.
39:15But for me, I'm going to take it to my distributor
39:17that does my pizza ovens and puts them everywhere.
39:20They know the space.
39:21They know every single big box guy,
39:24including the pallet programs and everything else.
39:25But we've got to have the sell-through data.
39:27So the risk is if those first units sell through,
39:31then it's Katie bar the doors.
39:33If they don't, I'm the only guy on the beach with this.
39:36That's it.
39:39It's a problem.
39:40I'll give you $150,000.
39:41I want $33,000.
39:43I want to be a third partner.
39:45I appreciate that offer.
39:46OK, guys.
39:47I think your play is to use other people's brands,
39:50because I don't think that this is self-explanatory.
39:52So I think this is going out and getting the license
39:55to various brands.
39:56I can take a flyer on it, but it's going to be the same as Kevin.
40:02No, actually better than Kevin.
40:03$150,000 for 30%.
40:07Thank you.
40:07Thank you.
40:08I appreciate that.
40:09You actually have two great offers.
40:11We are absolutely considering both your offers.
40:14What are you going to do?
40:18Yeah.
40:18$19,000.
40:19All right.
40:20So I think for either Mr. Wonderful or Damon,
40:24just because we are putting all in on the target order,
40:27we know that's going to sell through.
40:29And it's going to be, you know, it's just like you said.
40:31I wish I knew that, too.
40:32We're going to have to Katie bar the doors after that.
40:33We would be looking at 17% for $150,000.
40:39Yeah.
40:39We're going to be going in REI next year.
40:42You've got a whole lot of will be going somewhere.
40:44That's great.
40:45But today, I've got to go up on what it is today.
40:47Understood.
40:48I'm going to stick with my number, guys.
40:50I'm going to stick with mine because I actually have to go to the meeting with the master distributor
40:53and convince them to do this, hopefully, off the numbers that we get in the first two weeks in Target.
40:59That's how we did Bertello's Pizza Oven.
41:02The minute we had sell through, we went to see the big guys.
41:05And that's how we sold the big deals.
41:07Because we had to get the financing, the factoring, the pallet programs, all that stuff.
41:12And this is seasonal.
41:13The question is, do you think that my route of us inbounding licenses is the route?
41:21I wouldn't want it to be the exclusive route, but I do think bringing licenses in is absolutely something we
41:26can do,
41:27especially since we can easily design various looks.
41:30Damon, would you do 25%, 150, be done with this, shake hands?
41:34No, I'm where I'm at, guys, because I know the pain that I'm going to endure.
41:37It would be 35 normally.
41:39I don't think you're going to endure as much as you might think.
41:41Because this is what we've done our whole career.
41:43We will do the work.
41:44And this is what I've done my whole career.
41:45Absolutely.
41:46You've got to make a decision.
41:53Yeah, let's do it.
41:54Ah!
41:56The big deal is when we both feel uncomfortable.
41:59That's right.
41:59All right.
42:00Thank you.
42:01Thank you.
42:01Thank you.
42:01Thank you.
42:02Thank you.
42:02Thank you.
42:02So I'm looking forward to it.
42:03Yeah, thank you.
42:04Appreciate you.
42:05Thank you.
42:05Thank you, guys.
42:06Really appreciate you.
42:07Good job.
42:07Great job.
42:08Thank you.
42:09Damon fits the brand.
42:10Damon is foam.
42:12Foam is fun.
42:12Damon's fun.
42:13We're going to love working with him.
42:14I hope this shows people that, yes, you can work for a company for 15, 20 years, whatever
42:18it is, but you can step out and go do it yourself.
42:21Yeah, just take that first step.
42:21You can make it happen.
42:22Absolutely.
42:23Absolutely.
42:28Thank you.
42:41Thank you.
42:43Thank you.
42:58Abertura
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