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00:00Transcrição e Legendas por QTSS
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01:00Sharks, have you ever heard of tall, pale, and handsome?
01:03Me neither.
01:04And when I was on my honeymoon in Antigua with my new sexy sun-kissed Italian wife...
01:09Hey, take it easy!
01:11...who happens to be Tom's sister, I was nicknamed Mayonnaise by one of the locals
01:14because I stood out next to her perfect tan.
01:17The next day, I decided to finally try to get a tan.
01:20But this is how I ended my honeymoon.
01:23Hey, look! It's a lobster!
01:26So this started my journey in the self-tanning world, and I tried everything under the sun.
01:30Nothing worked for me.
01:31Left me all orange or blotchy, or left tanning streaks all over the sheets.
01:36I thought to myself, there's got to be a better way.
01:39A few years later, we launched BroGlo, self-tanner for the boys!
01:44Our self-tanner is water-based, it's lightweight, it goes on clear, and it doesn't leave you feeling all sticky
01:49or greasy, and it's so easy to use.
01:51Even a bro can do it.
01:54BroGlo is more than a great self-tanner.
01:55With a whole product line, like our exfoliating soap, face moisturizer, and see-saw spray for your hair.
02:00So which one of you sharks wants to be a bro and help this bro finish his BroGlo tan?
02:07And we can tan all the pale bros around the world with BroGlo.
02:11Self-tanner for the boys!
02:13So sharks, I'd really like to demonstrate exactly how easy it is to use BroGlo.
02:18So I need a shark that's built like Adonis to come up and finish my BroGlo tan.
02:23Kevin?
02:24Is this what I have this glove for?
02:26Yeah, bring that glove on up.
02:27Now remember, he is a married man.
02:31So we put three to five pumps in your hand, and what you're going to do is you're going to
02:35rub it in circular motions.
02:37Circular motion.
02:38Yep.
02:38And don't get too handy.
02:39And in six to eight hours, I'm going to be tan.
02:42I've got to wait six to eight hours?
02:43That's going to be a long show.
02:44Get his legs, Kevin, get his legs.
02:46All right.
02:47Thank you very much, Kevin.
02:48Appreciate it.
02:49Thank you.
02:49Jared, six to eight hours?
02:51Yeah.
02:52In six to eight hours, it's a gradual self-tanner.
02:54It goes on clear.
02:55Goes on clear.
02:56There's no dyes.
02:57You have very good, clean ingredients in this.
02:59You don't have really chemicals.
03:02You know, we were surprised how much guys are cognizant about ingredients.
03:06Our active ingredient, it's called DHA, is sugar beet derived, which is natural.
03:10It interacts with the amino acids in your outer layer of skin, and that causes the tan look.
03:15And how long does it last?
03:16How long?
03:16The body tanner lasts about five to seven days.
03:19If I just slather this stuff on, my face and my body, can I just go to sleep and wake
03:23up with the tan?
03:24So that's actually part of our instructions.
03:26So it's the ultimate bro plan, right?
03:28Yes.
03:29You got a wedding the next day, you got something going on.
03:34Then the next morning, I can gym, tan, and party.
03:36Yes.
03:37I have to tell you, your brand is amazing.
03:40Thank you.
03:41Thank you.
03:41And the way you've carried it through with the imagery, the surfboard.
03:46Thank you.
03:47You know what I don't love?
03:48What's that?
03:49Your valuation.
03:51Okay.
03:51You're saying the company's worth $4 million.
03:54Let's tell you what our sales are.
03:56Yeah, let's tell you the sales.
03:58We launched in March of 2021.
04:00We did $107,000 in sales.
04:022022, we did $482,000 in sales.
04:06Last year, we did just under $3.1 million.
04:09What?
04:10What?
04:10So hold on.
04:11Are you selling them all online, direct to consumer?
04:14We're a content machine.
04:15So I do all the videotaping with...
04:18Taping ages me.
04:19But I do all the recording with my phone, and I edit, and we do TikTok, we do Instagram,
04:26we do socials, on Meta.
04:27So is all your sales D to C?
04:29Yes.
04:30All of our sales are D to C and Amazon.
04:32Okay.
04:32How much is Amazon versus direct from your site?
04:35About 50-50 now.
04:36Average order size?
04:38Uh, $53.
04:39Customer's acquisition cost?
04:40$20.05.
04:42Wow, you know your numbers.
04:43Yeah.
04:43I like it.
04:44I'm going to make you an offer.
04:45Ready?
04:45Sure.
04:46We don't need any more noise.
04:47Because I'm really into this bro-glow.
04:50I feel like that, yeah.
04:51So here's what I think.
04:52I give you $200,000, I get 5% equity.
04:55But on every sale, I get back a dollar, which incentivizes me to turn my social on as the
05:01fourth bro-glow guy.
05:03So you want a royalty?
05:05Of course I want a royalty, but it's not in perpetuity because I have respect for you.
05:09I'm going to do it until I get back...
05:11500% of your money.
05:14Absolutely.
05:14I get a million back 5x on my money, which is what I want in venture deals.
05:17And you got yourself a partner with an Adonis rack.
05:20I want to ask you a question.
05:22Sure.
05:22You know, he jumped into that so fast.
05:25Because he's smart.
05:25But I didn't ask a few things.
05:27All of these products here, what sells the most?
05:31It's our body tanner.
05:32The body tanner for sure.
05:33Yep.
05:34Our next best seller is our starter bundle, which includes the body tanner, the face tanner,
05:38and then the mitt.
05:38That bundle costs us $6.96.
05:41We sell it for $59.
05:43Wow.
05:44So guys, five years from now, 10 years from now, what do you see as success for yourself?
05:49What's your goal?
05:50What's your vision?
05:51What's your end?
05:51I see us as an eight to nine figure brand.
05:53We're not a one product brand.
05:55We're a bro-glow-up.
05:56We're bro-glow.
05:57So you've got momentum.
06:00You're offering 5% for $200,000.
06:03I actually think Kevin made you a decent offer.
06:06I'd want 25%.
06:08You're not going to give me that for $200,000.
06:11I don't see any room for me to get in on a deal.
06:14I'm out.
06:15Thank you very much.
06:16Appreciate it.
06:16Thank you.
06:17But you know, you do have an offer from Kevin.
06:19We do.
06:20That's a great offer.
06:20Is anybody else interested?
06:22I'm going to jump in.
06:23Okay.
06:23So, you know, cash isn't king.
06:26It's queen.
06:27I'm going to make you an offer.
06:29I would give you $200,000.
06:31$100,000 cash.
06:34Give you $100,000 as a loan at whatever interest rate there is out there right now.
06:39And then I would like a royalty.
06:41I'm going to be a little less greedy than Kevin.
06:42I'll go 50 cents until I make my money back.
06:46And I will ask for 10% equity.
06:49Now, I know that that might sound a little savage.
06:52But I would give you all of my advice and my expertise.
06:55I personally think you probably would do really well at retail because you're very visually effective.
07:02So, you did a great job.
07:03Wait a second.
07:03You have two other sharks that are still undecided.
07:06You have them sitting there.
07:10I'm interested in potentially working with you, but I'm struggling because you seem to think that these are interesting offers.
07:16So, I'm trying to understand what you want because if you want to go into retail, I probably can do
07:22it.
07:22Guys, I'll give you $200,000 for 10%.
07:23Yes or no?
07:26Can we talk about it?
07:27No.
07:28Would you be willing to go with Lori?
07:31No.
07:32Oh, my God.
07:33Well, then you should look over here because I'm more flexible.
07:35Why do you care about any of this when you get Mr. Wonderful?
07:38We would like to take one second, please.
07:44Mark, would you be willing to go 8%?
07:46No.
07:47No.
07:48I'll do that deal.
07:49I do 8%.
07:51I get what you guys are doing, right?
07:52I'll connect you with Mad Rabbit, what they've learned at retail.
07:55I'll connect you with Beatbox and when they do a party.
07:58I know it sounds like you have a man crush on Mark.
07:59I'll connect you with Dude Wife so they can figure out everything.
08:01Do you want a retail partner?
08:09Guys, with respect to the Sharks, bro, you got a deal.
08:14Let's go!
08:15Let's go!
08:16Let's go!
08:17Let's go!
08:18Let's go!
08:18Let's go, baby!
08:19Let's go!
08:19Let's go!
08:21Let's go!
08:22Let's go!
08:23All right, guys.
08:24Appreciate it, baby.
08:25For the boys!
08:26For the boys!
08:27For the boys!
08:28Yeah!
08:28Let's go!
08:29Let's go, baby!
08:30Hello!
08:31Hello!
08:31South dinner for the boys!
08:34I'm just overrun with emotion.
08:35We worked nights and weekends and Tommy's working.
08:38Like, it's just hard.
08:39It was very, very difficult.
08:41There was a lot of sacrifices.
08:42We're all three full-time dads.
08:43I have two daughters.
08:44He has two boys.
08:46He has two boys.
08:47Holy smokes, this is great.
08:50That was exhilarating!
09:05Next into the tank are entrepreneurs seeking to shine a light on a bright idea.
09:18Hi, sharks.
09:19I'm Ronnie Pritchett.
09:20And I'm Nancy Pritchett, and we're from San Diego, California, and we're the married
09:25co-founders and co-owners of Triple Light.
09:28We're seeking $400,000 for 10% equity in our company.
09:33Wow.
09:34Our patented technology actually improves the flash...
09:38Uh-oh!
09:39Oh, no!
09:40It's just our luck.
09:42The lights would go out right when we're getting ready to make our big pitch to the sharks.
09:45No!
09:46Well, it's a good thing you have a flashlight, Ron.
09:49That's right.
09:52That's not too bright, huh?
09:55Ron, that's not a flashlight.
09:57Now, this is a flashlight.
10:00Wow.
10:00You're right.
10:01That is a flashlight.
10:02I'm always right, Ron.
10:04You know that.
10:06Sharks, since the invention of the flashlight in 1899, the only significant improvement has
10:12just been the bulb inside.
10:13The light may be brighter, but the spill of light is still the same.
10:17Why would anyone want to use this ancient thing when they could use the Triple Light 180-degree flashlight?
10:25Our Triple Light patented technology shines crisp white LED light and a wide 180-degree arc.
10:32This is thanks to three perfectly positioned LED bulbs that shine an ultra-bright light 180-degree
10:39wide and 160 feet in front of you.
10:42The Triple Light will actually light up an entire room, your backyard, or anywhere you need
10:47it most, instantly helping you feel safe and secure.
10:51Now, thanks to the Triple Light, you'll never have to wave your flashlight back and forth ever again.
10:58So, Sharks, who wants to join the Triple Light family and help us brighten up our world?
11:04Good job, guys.
11:05I got to tell you, that was good theater.
11:08Guys, tell us about you and how you guys met and how you got into business and all that.
11:12Okay.
11:12Well, I went to the University of Georgia, and a year after I graduated, I married Ronnie.
11:17Then we had two children.
11:19I became a stay-at-home mom.
11:22Wow.
11:22And when the kids grew up and left the house, Ron came up with this 180...
11:26How long have you two been married?
11:2841 years.
11:29Yeah.
11:29Wow.
11:29Congratulations.
11:31How long ago did you invent Triple Light?
11:33Actually, it was in 2012.
11:35I'm walking down the steps in our backyard, and I have a traditional flashlight like this.
11:40As I'm going down the steps, something left caught my eye, and I just did that to see what it
11:44was.
11:45Well, when I did, the steps became dark and almost tripped, and I waved it back.
11:49And I thought, why should I have to wave a flashlight back and forth?
11:53Why can't I just turn on the flashlight and not see it straight ahead, but left and right?
11:58And thus the idea of the Triple Light 180-degree flashlight.
12:01And were you an inventor in any way?
12:03Actually, I'm a golf professional.
12:05Golf?
12:05Oh, you are?
12:06Uh-huh, yeah.
12:06Are you serious?
12:07I've been a golf professional since 1976.
12:09So I knew I had to be the one to get it going because he was selling golf putters to
12:14make a living for us.
12:15But I had no business experience whatsoever.
12:18So I had to start from scratch, and I learned everything I could about business, marketing, and sales.
12:24What have you sold?
12:26Our lifetime sales is right at $5 million.
12:29Wow.
12:30Yeah.
12:31Good for you, Nancy.
12:33And that technically, he did come up with it in 2012.
12:37But it took him two years to get the patents and, you know, get it started, get the prototypes.
12:42We launched in 2014, but I want to say we really didn't launch until 2020.
12:50We've done over $4 million in four years.
12:53What did you do last year?
12:54Last year we did $1,077,000.
12:57And what will you do this year?
12:58We're projected to do $1.5 million this year.
13:01Wait. There's a disconnect here.
13:03So you came up with it in 2012.
13:05You got the patent in 2014, but you don't have sales to 2020.
13:09What happened?
13:10So we actually launched in the fall of 2014, and we sold over $100,000 worth of flashlights.
13:16In 2015, the sales jumped to $310,000.
13:21And then in 2016, in the first quarter, everything changed.
13:27We brought on an investor.
13:29We brought them on for capital and what we thought mentorship.
13:32Then in 2018, January, they sued us for control of our company.
13:38Sorry?
13:39What?
13:41So we fought back, and in just a very few months, actually August of 2018, they were removed from our
13:48company, and Nancy and I got our company back 100%.
13:51Wow.
13:52Yay.
13:53Nancy, there's something very special about being able to stand up to bullies.
13:56And get your company back, yeah.
13:57You know what?
13:57I have to tell you, like, at the time, we trusted people, and that was our mistake.
14:02I've had it happen to me, too.
14:03It happened to me, too.
14:03You know what?
14:04It's extremely sad.
14:05There's a lot of people out there that are wolves.
14:09Tell me what is your cost, what is your wholesale, what is your retail?
14:11Well, for the flashlights there in front of you, the TL800, that one landed at $6.50, wholesales for $15,
14:19retails for $29.95.
14:21Okay, so you did a million last year.
14:24Right.
14:24You think you'll do $1.5.
14:25Right.
14:25What will your profits be on that?
14:27$318,000.
14:28Is that before or after paying yourself?
14:30Before.
14:30Well, we really don't pay ourselves.
14:31Well, we don't pay ourselves.
14:32Okay, so why haven't you gone or been approached by other flashlight companies to get this technology?
14:40Like, I look at this and I say, why is every flashlight in the world not this?
14:46We were approached by a couple of the big boys.
14:49They wanted to pay us a very small royalty.
14:51We have five utility patents and a design patent in 27 countries around the world.
14:56But to me, this is so self-evident.
14:57Yes.
14:58Every flashlight should be this.
15:00That's correct.
15:01Look, I kind of get the whole story.
15:03I see the product innovation.
15:05I understand.
15:06Because you're freaked out about control, you've lived through that horrible slime ball, whoever he was, that screwed you out
15:11of your company.
15:12I don't want control.
15:14Okay.
15:14Okay?
15:14I want you to make every decision after I show it to you.
15:18I would like to make you an offer that says, look, I'll give you the $400,000.
15:22I want 49%.
15:25Oh, hell no.
15:26Excuse me.
15:26Do you want to hear the offer?
15:27No.
15:27And then you march with me into every single retailer in America.
15:33Haven't they suffered enough?
15:34Excuse me.
15:35In Shark Tank, after 15 years, I deal with everybody.
15:40Okay?
15:41I'm going to introduce you to the distributors of the three major, major retailers.
15:45And we may have to adjust pricing.
15:47And you say yes, no, yes, no, yes, no.
15:49You're giving them a valuation from less than one times their sales.
15:53So you're doing a decent amount of money.
15:55You've done $5 million in sales.
15:57You have 27 countries with patents.
16:00You have five utility patents.
16:02Are you happy doing what you're doing?
16:05The answer to that is yes.
16:06But here's the thing.
16:08Like, this has been my baby.
16:10And I want to stress that a little bit.
16:15So I didn't have any business experience whatsoever.
16:19But I learned and I grew.
16:21And I brought this.
16:24I brought this to almost $5 million in sales.
16:28But to what?
16:28In lifetime sales.
16:29So it's not like we haven't...
16:31I had to work really hard to get it to this point.
16:35But we are at a point, I'll tell you, that I've gotten it, I think, as far as I can
16:39get it.
16:40And I think now I feel like I'm ready.
16:42We need somebody.
16:43We need a shark to help us get to the next level because this can go global.
16:47This can be a $100 million company a year, I'm telling you.
16:52Listen, I think there's some magic in you guys.
16:55I will give you an offer non-negotiable for 25%.
17:00Okay.
17:01I will give you the $400,000.
17:03And we will partner with you to help you grow because you should have a much bigger size.
17:10Okay, great.
17:11Wow, that's a good offer.
17:12Ron, Nancy, I think you guys have done a great job.
17:15Lots of challenges.
17:18I'm skeptical.
17:19Not about you.
17:20That's okay.
17:20I just think the product is so good in all this time, no one's picked it up.
17:25I think there's more to the story.
17:26Ron and Nancy, what do you want to do?
17:27Do you want to close the deal?
17:28I'm out.
17:29Go for it.
17:30Sit your butt down.
17:31Before these bandidos trying to come in, are you ready?
17:34Well, she said, I love you and I absolutely love you.
17:36I love you too.
17:37Put your hand right here.
17:39Excuse me.
17:50One shark is out.
17:52Ron and Nancy have two offers on the table from Kevin and Daniel for their innovative flashlight company, Triple Light.
17:58But Mark and Lori may also be interested.
18:01Are you ready to partner with me?
18:02She said, I love you and I absolutely love you.
18:04I love you too.
18:05Excuse me.
18:06Hold your hand right here.
18:06Excuse me.
18:09Don't let those bandidos, Ronnie and Clyde.
18:11There's some people over here.
18:12Trust me.
18:13You are one of our sharks.
18:14That are sharks.
18:15Hello.
18:15Hello.
18:16Would you like to hear something?
18:18We'll do the same deal.
18:1925%, but you get two of us.
18:21Or one that's going to work extra hard and that's going to put...
18:24Oh, God.
18:25It's not like we're going to be sitting on a couch eating bonbons.
18:29Same deal as Daniel, but you get two for one.
18:32You do not necessarily want to have two sharks in a deal.
18:35A lot of things can go wrong.
18:37There's too much divide and conquer.
18:39We will carry the way with you.
18:41I give you my word.
18:42You will be in very good hands.
18:44Okay, so...
18:45We will try to get you into the major stores like Home Depot.
18:49I have great relationships with all of them, as does Mark.
18:51Okay.
18:51But also to try to license it.
18:53How do I?
18:54Because why not?
18:55You have all these patents.
18:56Why not also have a revenue stream?
18:58Here's the way I see it, guys.
18:59100% everything Lori said, right?
19:01We've worked together on a lot of companies.
19:02But when I look at Nancy and I see how emotional you get, this is like being a parent where
19:07you did all you could to get them through high school and college.
19:10Exactly.
19:10It's time for them to go in there.
19:12And you want to be the proud parents that say, I started that, I got them through school, and now
19:17it's a $50 million company.
19:19That would be our goal.
19:20Guys, it's your moment.
19:21What do you want to do?
19:22You got three offices.
19:22Okay, so...
19:23Oh my gosh.
19:27Would either of you take 20%?
19:31Anybody?
19:3220?
19:32You know, honestly, we're worth 25 because we're going to let you...
19:36I know.
19:37We're going to let you relax a little, but stay in a little.
19:41We want...
19:42I can tell you.
19:42I know what it's like.
19:43I'll do it for 20% if you say yes now.
19:46Look, if you want two sharks, I'm happy to go in with Daniel.
19:50I'll do the 20% with Daniel for $400,000.
19:55Oh my gosh.
20:01Daniel, thank you so much for your offer.
20:04We love you, and you were one of our top picks.
20:07But Lori and Mark, you have a deal.
20:11Let's go!
20:15Oh my gosh.
20:16Congratulations.
20:17Thank you very much.
20:18We are going to make that man rue the day he ever tried to hurt you.
20:22Congratulations, guys.
20:24Thank you very much.
20:24Thank to all of you.
20:25Good luck, guys.
20:27Oh my gosh.
20:28Congratulations.
20:31I took it to the point that I could get it,
20:33and now they're going to help us take it around the world.
20:38Around the world.
20:39And that's what we wanted.
20:40The two of them...
20:41You did a wonderful job.
20:43We could ask for more.
20:43Fantastic job, yeah.
20:49In season 14, Kayla Lupine made a deal with Barbara Corcoran
20:53for her portable dollhouse company, Play Maisie.
20:55Play Maisie is open on both sides to reveal two interchangeable rooms.
20:59Let's see what she's up to now.
21:02Play Maisie can now be found nationwide at Barnes & Nobles.
21:05We also are at MoMA in New York City.
21:08But the most exciting thing is that we created a custom case for the White House Historical Association.
21:12And it is now being sold at the newly opened People's House Experience right across the street from the actual
21:18White House.
21:19So this is the entire setup that we have for Christmas.
21:22This case features the Oval Office and the State Dining Room,
21:25and it's a perfect way for kids to learn more about these historical rooms at the White House.
21:29When I first came onto Shark Tank, Play Maisie's lifetime sales were $150,000.
21:34I really believed that after airing on Shark Tank, I was going to sell out of my inventory and become
21:39an overnight millionaire.
21:41But honestly, it has been an uphill battle for me.
21:44Can you set the table for them?
21:46It's been a year and a half since I closed my deal with Barb, and Play Maisie has generated $370
21:50,000 in revenue.
21:52But after taking into account all of the expenses, manufacturing, shipping, logistics, and royalties,
21:58at the end of the day, only 10% of that revenue actually comes back.
22:02As a single adoptive mom and the sole employee of this business,
22:05it has been an incredibly difficult time trying to grow this business
22:09while also trying to prioritize time with my daughter.
22:12When I first started Play Maisie, I had a fire burning inside of me.
22:16But today, that fire just is not there anymore.
22:20At the same time that my feelings began to change, one of my neighbors had forwarded me a job listing
22:25that my local high school would be looking for a Shark Tank-style teacher for an entrepreneurship course,
22:31which is something that I have lots of experience in.
22:34So can anyone tell me what problem Boot Box is trying to solve with their business?
22:38The school hired me and my experience in the classroom has been what brought the spark back to my life
22:43that I'd been missing from my business.
22:44Over the next year, Barb and her team will be helping me to transition the business to a new owner
22:49-operator
22:50so that they can recoup their investment and I can move forward with teaching full-time.
22:54Who is the shark that you would want to invest in your company?
22:57Not everybody's meant to be an entrepreneur.
22:59It's actually very courageous to go out and start a business, but even more courageous to decide to end a
23:05business.
23:05I totally respect the decision she's made for her and her daughter to take what she's learned as an entrepreneur
23:10and to teach other people all about entrepreneurship.
23:13I think it's a fabulous thing.
23:15The entrepreneurial journey can take you on so many different paths,
23:18but I truly believe that this is the path that I'm supposed to be on.
23:22And the seeds that I am planting in my classroom today could blossom into the world-changing business leaders of
23:27tomorrow.
23:42Next up is a sustainable way to hydrate on race day.
23:50Oh, my lord.
23:56Hello, sharks. My name is Christina and I'm seeking $200,000 in exchange for 10% of my company.
24:03Sharks, it's marathon day. The streets are bustling with runners, all with the united goal of crossing that finish line.
24:09But along the way, they are parched. They need to stay hydrated.
24:13At every hydration station, they grab a cup or two, take a mere sip of water, and then discard the
24:18cup to continue along the course.
24:20Look at that mess! Who's going to clean that up? Enter Hiccup.
24:25Hiccup offers a solution. We are a reusable cup service for aid stations at running events.
24:30Oh.
24:30We deliver these silicone cups, collect them post-race, and clean them for reuse at another event.
24:36With every event we serve, we are inching closer towards our ultimate goal,
24:40a world where cup waste in the running industry is a thing of the past.
24:44So, sharks, who's ready to save the planet with me?
24:48Great idea.
24:49Yeah, really good.
24:49Thank you, Robert.
24:50I've done a number of marathons.
24:52Oh, awesome.
24:53I'm usually the one at the back.
24:55And by the time I'm getting there, I'm running over all the cups.
24:59Yeah, and it's such a sad scene.
25:00But Christina, when I go to a marathon, the people giving me the water, that's something that the marathon is
25:07absorbing the cost for.
25:09Yes.
25:09So, they're paying for the paper cups.
25:11What is the price difference to the organizer with your cup versus a paper cup?
25:16So, I charge $0.15 per cup, and we rent them out by the thousands.
25:21How does it compare to paper?
25:23Paper is probably $0.07 a cup right now.
25:26After 10,000 cups are rented, we lower the cost to $0.10 per cup for all of the preceding.
25:32It's closer, but it's still 30% more.
25:35Well, the proof is in the pudding.
25:36How much do you have in sales?
25:37Walk us through your...
25:37So, last year I did $67,000 in sales.
25:41$67,000?
25:42Yes.
25:43So, what's the most cups you've ever sold to a race?
25:4550,000 cups.
25:4750,000 cups is how much in revenue to you?
25:49So, that would be $6,500.
25:52How big do you think you could be?
25:53I think I could be really big with the right partnership.
25:56Is it just you right now?
25:57How big is really big, though?
25:58How big is really big?
25:59How big is really big?
26:00Two million cups for the world major marathons.
26:02Are you a marathoner?
26:03How did you come up with this idea?
26:06I came up with the idea after I ran a marathon in California.
26:09And when I flew home, I drank coffee and water every time the beverage cart came through.
26:14I drank six cups.
26:15And I did the math.
26:17The Boeing 737, I believe, had 180 passengers.
26:21And I just thought back to the race I ran the day prior, and they used 150,000 cups within
26:26six hours.
26:26And that made you say, oh, Eureka, I need to come up with something that stops all the waste of
26:32all the paper cups.
26:33So, at the time, I worked on a tugboat, and I watched a lot of Shark Tank.
26:36You worked on a tugboat and watched a lot of Shark Tank.
26:40I was always coming up with million-dollar ideas.
26:42And so, I had recently gotten married two months prior, and I knew that you could rent out China.
26:47You could rent out chairs.
26:48And so, I thought there had to already be the service for renting cups at a race, and there wasn't.
26:55So, I want to get back to the two million number you threw out there.
26:57Does that mean the Boston Marathon, arguably one of the most famous on Earth, they burned through two million cups?
27:02Yes, as well as Chicago and London.
27:07So, do you have any of those marathons in this deal?
27:09So, I piloted at the Chicago Marathon with the inventory I did have.
27:13So, why haven't you gone to sponsors and put their logos on this cup?
27:17Because I've honestly been kind of busy washing the cups.
27:22That's the answer?
27:23That's the answer, yeah?
27:24Wait, how many people are working with you?
27:26Who's on your team?
27:27It's just me.
27:28Listen, the way that you really can really, really make a lot of money, find a sponsor that goes across
27:33races.
27:34Whether it's a beverage company, whether it's a snack company, whether it's a bank, that's the opportunity.
27:40Look, I love marathons.
27:42When I did my first marathon, my friend and I were arguing about the power of the mind.
27:46And he said, I bet you, without training, you couldn't run a marathon.
27:50I'd never run a marathon.
27:51And this was on a Thursday.
27:53So, I found a marathon on Saturday in Arizona.
27:56And I show up.
27:57And there's like 50 people at this marathon.
28:00And it starts.
28:01And I'm like, yes!
28:03And I get to a mile late.
28:04And I'm like, I'm going to qualify for Boston in my first marathon.
28:08Mile 15.
28:10I'm in the middle of the desert.
28:11There's nobody around me.
28:13I'm walking.
28:14I don't know what to do.
28:15I cross the street.
28:16I start hitchhiking.
28:19A guy picks me up.
28:20I'm sitting there.
28:21I'm exhausted.
28:22And he goes, aren't you the guy from Shark Tank?
28:25That's great.
28:26The guy took him to the finish line.
28:28He popped out.
28:29And I won!
28:32Look, there's definitely a demand here.
28:35I just don't know how you're going to scale enough to make it a large business.
28:42I don't see the investment possibility.
28:44I wish you all the luck.
28:46But it's not for me.
28:48I'm out.
28:49Thank you, Robert.
28:50Thank you.
28:51I get the essence of the business.
28:53I think it's admirable that you care about the environment.
28:56I think you're an amazing, gritty person who could do anything.
29:01But it's not really the right business for me.
29:03So I'm sorry.
29:05I wish you good luck.
29:06But I'm out.
29:07Thank you, Lori.
29:09Cristina, the reason I love this show is I get to be here and witness amazing human beings
29:15that are coming up with solutions, rolling up their sleeves, and being entrepreneurial.
29:19This is just a really beautiful thing to witness.
29:23I think you're very early in your journey.
29:25And I do think you're going to figure it out.
29:27But it's not a very scalable business.
29:30I don't know how I could contribute.
29:32So for those reasons, I'm out.
29:34But I'm really, really grateful to be able to be here with you and to see you.
29:38Let me interpret that for you.
29:39Thank you, Daniel.
29:40Let me interpret that for you.
29:42Hiccup sucks.
29:43No, it doesn't.
29:44No, it doesn't.
29:44It's a horrible business.
29:45That was highly harsh.
29:46I like, listen, they're not going to give you a dime.
29:49I love this.
29:50Yeah, yeah, yeah, yeah.
29:50Keep going.
29:51Keep going.
29:51Do not keep going.
29:52Shut this thing down.
29:53You obviously have talents you can pursue.
29:56This sucks.
29:58I'm out.
29:59Cristina, this is one of those deals when you came out and said, I'm like, that makes
30:02perfect sense, right?
30:04Absolutely.
30:04There's an absolute need for it.
30:06The companies that put together these races don't like the sustainability problems they
30:11cause, right?
30:12That's not the issue, right?
30:13The issue is it's not a big enough business for an investor.
30:17It is a great business for you.
30:19And I think once you lock in a big marathon, they're not going anywhere else because you
30:22made their lives a lot easier.
30:24So they're repeat customers every single year.
30:26And so your business won't go like that straight up, but it'll be a nice gradual grow.
30:31And by the time you look around, you'll have 30% of the market and be making a million dollars
30:36a year.
30:37The problem is I don't know how much bigger that you can get than 30% of the market.
30:41So for those reasons, I'm out.
30:43Thank you.
30:44I don't know.
30:44I think at the end of the day, it'll be just like Robert, hitchhiking in the middle of
30:47the desert.
30:49I really, I really...
30:50Oh my God, Kevin.
30:51That is so mean.
30:52You know, I tell you to stop being a jerk, but what would you do?
30:55That is the biggest compliment you can get because if Kevin hates it, you know it's a
30:58good idea.
30:59Very true.
31:00Congratulations, Christina.
31:06This isn't the end for Hiccup because I have a lot of braces on the books.
31:10Next weekend, I'll be renting 50,000 cups, and I'm honestly too busy washing cups to worry
31:16about it.
31:17So I'll just continue growing.
31:32Next in the tank is an instant version of an authentic Vietnamese dish.
31:43Hi, Sharks.
31:44I'm Joseph.
31:45And I'm Ann.
31:46And we are the proud owners of Felicious.
31:49We are seeking $500,000 in exchange for 10% of our company.
31:54Sharks, we've all had instant noodles before, right?
31:57But whether it's beef or chicken, they all seem to have the same flavor.
32:02Basic.
32:03Not with Felicious.
32:05We make an instant pho that is as authentic as it is fast.
32:09And speaking of authentic, you may be wondering how do you actually say the word?
32:14Some people say pho, but no.
32:16It's more like pho, like bruh, this is the best soup I've ever had.
32:22What is pho?
32:23It is a delicious Vietnamese rice noodle soup.
32:27The flavors are warm, it's complex, and it's just aromatic.
32:32It's just perfect for any time of the day.
32:35To make the broth, you normally have to get fresh beef bones mixed with a variety of aromatic
32:40spices.
32:41Simmer them for hours to get this amazingly rich broth that's filled with flavor.
32:46With Felicious, it takes only five short minutes to prepare.
32:50And it's the most authentic instant pho you'll find on the market.
32:54All crafted from a family formula developed by my mom's secret recipe.
33:00So, Sharks, who's ready to take this flavorful journey and make Felicious a staple in households across the nation?
33:08We gotta try it.
33:10Yes.
33:11So, in front of you, Sharks, you have our traditional beef pho, and then you have our chicken and vegetarian.
33:16So, great for work on the go, but if you wanna get that traditional, like, restaurant feel, you add your
33:22own sides.
33:23It's really good.
33:23Thank you.
33:24It is very good.
33:25Thank you.
33:25Yeah.
33:26That's that authenticity showing through.
33:28Really good.
33:28Our product is different from the other instant pho is that we have this pho tea bag.
33:33So, in the bag, it comes with whole cinnamon, cloves, star anise, fennels, and coriander.
33:39So, is Vietnamese food taking off?
33:43Is your sense that there's a market shift happening?
33:46Is there more demand?
33:48What are you seeing?
33:48Yes, it is.
33:50Some of the major retailers that we're in have actually, instead of putting us in the Asian aisle,
33:55are putting us right next to the ramen because of the popularity of specifically pho taking off.
34:02What are your margins?
34:04It retails for $5.48 in the store.
34:07Cost is $1.75 per bowl.
34:09That's out the door.
34:10And then we wholesale it for $3.89 to wholesalers.
34:13And how long ago did you start this?
34:152021.
34:16May of 2021.
34:17Oh, really?
34:18That's so quick.
34:18So, walk us through the sales since 21 year by year.
34:21From May of 2021 through the end of December, we did $68,000 on launch, direct to consumer only.
34:28Okay.
34:292022, we did $438,000 in sales.
34:33Wow.
34:34Last year, we did $2.1 million in sales.
34:37Congratulations.
34:38Thank you.
34:38And this year, we're going to finish between $5 and $6 million.
34:41Did you go into some major retailer?
34:43Yes.
34:43We're in over 133 Sam's Clubs now.
34:46Over 250 Walmarts now.
34:49Sam's Club, actually yesterday, just gave us notice that this fall, they're adding another
34:53107 clubs.
34:55Who's doing the distribution for you into Walmart, Sam's, and all that?
34:58So, we do our own manufacturing and our own distribution.
35:01We have a 47,000 square foot food manufacturing facility that's also our warehouse.
35:06That's yours?
35:07That's ours in Houston, Texas.
35:08We don't own it.
35:09We lease it.
35:10Wait, wait, wait.
35:11This is really interesting.
35:11You started from scratch and went into manufacturing yourself from scratch?
35:15Correct.
35:16Wow.
35:16What was your background?
35:18I've been a nurse for over 10 years.
35:20And during the pandemic, everything was closed.
35:23You know, the restaurants were closed.
35:25And as an ER nurse, and Joseph was a hotel manager, we just didn't have time.
35:30We were essential workers with no times, no access to the Vietnamese restaurants.
35:34So, we went to the supermarkets looking for the authentic pho to fill the void.
35:40And we've tried everything on the market, and it was not satisfactory.
35:44So, we ended up making this from scratch from our kitchen.
35:48So, when you were back saying, okay, Eureka, we did this, we want to bring it to the market.
35:52Where did you get the money to do that?
35:54All right.
35:54You guys ready?
35:55That's the next part of our story.
35:56So, we didn't have investors.
35:58So, at that time, we decided to sell our house.
36:02Ooh.
36:02We sold a house.
36:03Wow.
36:04A four and our two dogs.
36:05We moved into a camper.
36:07We lived in a camper for two years.
36:09For two years.
36:09Two years.
36:10Two years?
36:11That's where we got our money.
36:12Two years in a camper.
36:13Oh, my God.
36:13Wow.
36:14For you to say that you went to live in a camper.
36:17How old were your kids when you did that?
36:19Six and eight.
36:20Yeah.
36:20So, they say, mommy, what the hell are we doing?
36:23They were all for it.
36:24So, when we sold our house, it was $250,000 extra after what we paid.
36:29Luckily, we were able to get a good chunk of money.
36:32At first, we were like, okay, that's going to be our reserve in case something doesn't work out that we
36:37can live off of.
36:38But things started picking up so fast.
36:40We got to deal with Walmart.
36:41We got to deal with Sam's Club.
36:42We were only in 1,700 square foot facilities.
36:45What about Costco?
36:45What about Target?
36:46We put all that money in the business.
36:49So, we ended up putting all that money into the business.
36:511,700 square foot with a commercial kitchen wasn't big enough.
36:54So, we moved to Houston to 10,000 square feet, which was easy to move in a camper.
36:58We just went.
37:01So, this is actually a commodity that you've really done a great job in branding.
37:07But I'm particularly interested in the retailers you're not in, because I am in those retailers.
37:12So, if you told me that you're selling through 15 bowls or 20 bowls in, let's say, a Walmart, I
37:19can get this into a Costco.
37:20I can get it into a Target.
37:21I can do this for you overnight.
37:23What are you selling per week in Walmart?
37:2530 bowls per week per store across all three flavors in our retail outlets.
37:2930 bowls per week per store.
37:31Per flavor.
37:32Do you have to control the manufacturing of this, or are you open to working with other commercial kitchens?
37:38At this point, they're all in.
37:39They can't walk away.
37:40Yeah.
37:41Just tell me a little bit about the 2.1 million.
37:44Were you profitable on that last year?
37:46So, we are profitable as of the end of last year.
37:49How much?
37:50So, this year, we made $390,000 in profit.
37:53So far this year.
37:53Yes.
37:54Wow.
37:55That's amazing.
37:57I'm going to give you the $500,000.
37:59I want 20%.
38:00But I got to tell you something.
38:02I am going to triple the size of this distribution in 60 days.
38:06And you're going to have to make sure you deliver.
38:09Joseph and Ann, I will match that offer, but I will bring 30 years of food experience.
38:13And I'll be your partner, not just to help you.
38:16You know when we started making Kindbras, we used to make thousands at a day.
38:19Now we make millions every single day.
38:21I was there to figure all of those pieces out.
38:24I'll help you with manufacturing.
38:25I'll help you with development.
38:27I'll help you with every aspect of operations.
38:29I want to be your partner.
38:30I really, really like you guys.
38:32What he can't help you with is social media.
38:34So, I'll turn on my team on this.
38:36I think you can tell the story.
38:37There is no competition.
38:38So, what do you want to do?
38:54All sharks are still in.
38:56Kevin and Daniel have both made the same offer of $500,000 for a 20% steak of Joseph and
39:03Ann's instant noodle company, Falicious.
39:07So, let me jump in and share with you guys.
39:09I think it was delicious.
39:10What you've done is really remarkable.
39:13I think they gave you a really good offer and I'm glad you're doing so well, but I'm going to
39:20be out on this one.
39:22Thank you so much.
39:22Anna Joseph, I've never had pho.
39:26It's so fun to say.
39:27It was incredible.
39:30Look, they've made you a better offer than I'm going to make.
39:33I'm out.
39:34Thank you so much.
39:36I'm glad you enjoyed the pho for your first experience.
39:38Loved the pho.
39:38Yeah, really good.
39:39Guys, here's where I stand.
39:41I think the business is based on shelf space proximity, right?
39:45And that can be very fleeting.
39:46If the next one comes along, particularly since you're in the lower cost stores or price competitive stores, you know,
39:52somebody comes along, maybe it doesn't taste quite as good, but good enough.
39:56I think it's too limited for me.
39:58So, for those reasons, I'm out.
40:01Thank you so much.
40:02You're doing something genius.
40:03I think you know a little bit about how I start a company from $10,000 to $6 or $7
40:09billion in value.
40:10You know what I've done.
40:12I will help you run an efficient machine, grow like crazy.
40:17And I'm very excited to take that journey with you.
40:19So, what do you guys want to do?
40:25So, 20% is a little much for us to give.
40:30We understand what you guys bring to the table.
40:33We would love to work with either one of you sharks.
40:37You're both great.
40:38Daniel?
40:38Really? Either one?
40:40Okay.
40:40Then 25% for me, if you would think it's 20.
40:43Yeah.
40:44Would you do 12% for $500,000?
40:47Ooh.
40:48I can't, guys.
40:50The amount of work that my team is going to be putting into this, I mean, for me, the scarcest
40:55thing is the time.
40:57I'll make it easy for you.
40:59I'll do the deal for 15%.
41:04Listen, guys.
41:05If you wanted to hire somebody with my expertise of 30 years experience going from zero to everything that I
41:11built, it would cost you a ton of money.
41:13I'm actually going to give you money to invest in that journey with you and be there every step of
41:18the way.
41:18But I have to step 20% because I'm going to bring a team of 13 people that are going
41:23to be there to help you every step of the way grow and scale and build this extraordinary company you've
41:29ever built.
41:29So it's 15 or 20.
41:40Kevin, you have a deal.
41:41I'm glad you made that decision.
41:43I really am.
41:44Congrats.
41:44Shocking.
41:45Oh, my gosh.
41:47Thank you so much.
41:48I can't believe they did that.
41:48Daniel, thank you so much.
41:50Thank you.
41:50Guys, thank you.
41:53Oh, that was intense.
41:55I'm like, what?
41:56And I really like Daniel and his offer, but, man, it's just what we're going to do, that 5%
42:03extra is going to be so much in the future.
42:05Daniel, are you shocked that they went with Kevin instead of all your experience?
42:11You know what's the lesson?
42:12Nobody should be overconfident.
42:35That's all.
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