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00:00Tonight on Shark Tank
00:02So I rigged up a camera inside this helmet
00:05So you can see exactly how it looks
00:07Now these are cool
00:08If you could use one word that describes us
00:11It's literally clutch
00:12So you've gotta be making a boatload of money
00:14We're not defined by like our biggest successes
00:17And the greatest of the greats
00:19We're defined by what we do when things get tough
00:21You guys I will not stop until I make this an international company
00:25You'll never succeed without me
00:27That was so much
00:39First in the tank is an accessory that is functional and versatile
00:50Hello Sharks, I'm Jetty Hut
00:52This is my sister Stacy
00:53And this is our partner Andrea
00:55We are the team that invented bunny eyes
00:58Today we're seeking a $200,000 investment for 10% equity in our company
01:04Sharks, years ago I was sitting at the salon having my hair colored
01:08And I experienced a problem that many people face
01:11I couldn't wear my glasses and read while having my hair done
01:14I kept having to take my glasses off
01:17And put them on and take them off just so my stylist could do my hair
01:22In that moment I said to myself
01:24I wish I could flip the temple of my glasses and hold them in my hand
01:28That was the moment that the idea for bunny eyes was born
01:31Bunny eyes are the first wearable, tiltable, flippable reading glasses
01:40Pretty cool
01:42Bunny eyes can be worn or used comfortably no matter what activity you're engaged in
01:46Sitting on the couch, you want to watch TV and scroll social media at the same time
01:52Just tilt the front of your bunny eyes frame, you can do both
01:55Lying on your side in bed reading a book, not a problem now
01:59Just flip one temple down and boom, you're comfortable reading in bed
02:04Sitting in the makeup chair or at the salon, just hold your bunny eyes like this
02:10Bunny eyes even come in handy when you want to give your teenager that look
02:15You know the one
02:17We've taken the centuries old design of everyday glasses
02:20And made them so much more functional and stylish
02:23So sharks, who's ready to wear, tilt, and flip their way into a clearer future with bunny eyes?
02:32Good job
02:33Sharks, in front of you are samples of bunny eyes
02:35Yes
02:35Thank you
02:39So I've got the arms down, I get that
02:42And now I'm like this
02:43Correct
02:43Okay
02:44So you all know it's a patented hinge
02:47We have two utility patents
02:49What's been the response?
02:51We've had a really tremendous response
02:53Lifetime to date sales is over $5 million, a little over 200,000 units
02:57Wow
02:58I didn't expect that
02:59How did you sell $5 million?
03:02Yeah, so we started selling them the summer of 2018
03:07Okay, how much did you sell in 2018?
03:10A little more than $600,000
03:11First year?
03:12Wow
03:12Okay, 2019
03:141.9
03:15Okay, 2020
03:171.3
03:18Okay, what happened there?
03:20The last couple of years have been downwards
03:23We had $700,000 in the next year
03:25And then last year a little more than $400,000
03:27Wow
03:28So what propelled you initially to get that big bump of sales?
03:32And then what happened to slide them the other way?
03:34So, initially the response was really strong
03:37A few famous people had gotten their hands on them
03:41And had talked about them on television
03:43And so
03:44Can you share who?
03:45Sure, so Hoda Copy went on the Today Show
03:47That's great
03:48And said they were her favorite thing
03:49Two weeks after we launched our product
03:51We didn't know she was doing it
03:52Wow
03:52We had no idea
03:53She didn't tell us
03:54That's great
03:54So to answer your question Mark
03:56Look, Stacey and I named the company after our mother
03:58Our mom's name was Bunny
04:00She passed away in 2008
04:02And starting this company and doing it in her honor
04:05Was the first time after all these years
04:07Yeah
04:07We were able to say her name and smile and have joy
04:11Wow
04:12Instead of just falling apart
04:13Mm-hmm
04:13So then in 2020, like everybody with supply chain issues
04:18We couldn't get our product and our inventory
04:21We couldn't get it right
04:22It was spotty
04:23But on top of that, we also had chemotherapy appointments
04:27We had to take our father to
04:28Because our father got diagnosed with cancer
04:30Oh, no
04:31During the end of 2020, right
04:34In all fairness, the business did suffer
04:37Because our energies were diverted
04:39And I'll let them see
04:41I want them to speak too
04:42And on top of it
04:43Yeah
04:43We spent our time
04:45We were redoing our website
04:47Coming out of the pandemic
04:48Yes
04:49And we were going to put
04:49You know, throw everything at this
04:51To come back strong
04:52Yeah
04:52Yeah
04:53And the day we launched our new website
04:55On Black Friday
04:56Our dad passed away
04:58This is the day our dad died
04:58Oh
04:59Which year was this?
05:00I'm so sorry
05:00This was the end of 2022
05:02So we lost our parents
05:04We didn't lose the lessons that they told us
05:06We're not defined by like our biggest successes
05:09And the greatest of the greats
05:10We're defined by what we do when things get tough
05:12And we are resilient
05:14And we are at a point where we want to bring this back
05:17And reclaim what we had and the momentum that we had
05:22All right, guys
05:22What are you making them for?
05:24And what are you selling them for?
05:25Our cost of goods landed is about $3.70
05:28The case is another $0.60
05:30And we sell them for $35 and $40
05:33Wow
05:33That's some good margins, yeah
05:34Are you selling this primarily direct to consumer
05:37Yes, yes
05:37On your website?
05:38Are you selling through Amazon as well?
05:40Yes
05:40Do you have any other investors?
05:42We are self-funded
05:43We have zero debt
05:44And we did recoup our initial investment after year one
05:48That's the only monies we've taken out of the company
05:50So you guys are killing it
05:51Yeah
05:51I mean, well done
05:53Why do you need a shark?
05:55We need distribution
05:57We need big box stores
05:58We need other avenues and channels
06:01We want to make our reach as big as possible
06:04Because look
06:05Jenny, every entrepreneur that comes in here
06:07Wants their reach as big as possible
06:09Yes
06:09They want to be everywhere
06:10What's your actual plan to market them to get to your goal?
06:14The way we see this is with the right channels of getting the distribution
06:18Of getting the right displays in the big box stores
06:20Because we know real estate in these stores is very expensive
06:23To show the functionality of our bunny eyes
06:26We believe why would you want to wear any other brand of breeding glasses
06:30When these are like the transformer of glasses
06:33So guys, look
06:33This is a very mature industry
06:35Yes
06:36And we have seen all kinds of ideas in eyewear over the last 15 years of Shark Tank
06:42We're all educated
06:43And we know there's a behemoth out there that provides all of the frames
06:48Correct
06:48For everybody, everywhere, all of the time
06:50Have you gone to them and said
06:52Look, you have distribution everywhere
06:55You provide an OEM service to every brand in the world
07:00You know exactly what I'm talking about
07:01Exactly
07:01We've had a conversation
07:02We have the answer to your question
07:04Yes or no?
07:05Are they interested in licensing it?
07:07We're in discussions with them
07:08We're in discussions
07:09You are?
07:09Yes, and I was going to say to you, Kevin, because you're the licensing master
07:13That that was one option
07:16It sounds like you've already talked to them
07:17I don't think you need me for that
07:19Just very preliminary stages
07:20But we had one preliminary conversation
07:22Look guys, I'm not your shark
07:25I appreciate it
07:27I'm out
07:31Okay, look, part of the challenge to me is, you know, when Hoda wears them, these TV shows
07:36Yeah
07:36People watching linear television are trending older
07:39So it's a great match for what you're doing
07:42Social media, maybe some on Facebook, isn't as strong a match
07:46Yeah
07:46It's really interesting, it's really cool
07:48Yeah
07:48But there's still just a reader at the end of the day
07:51And it has to be demonstrated to the age-appropriate group that needs readers, right?
07:56Sure
07:56Which isn't as strong a match to social media as I think you need to really get that momentum
08:01Yeah
08:02So for those reasons, I'm out
08:03Oh, come on, Ben
08:04Adjust it
08:04Come on, Jenny
08:05Come on, Ben
08:06Come on, Jenny
08:07I have to be honest with you guys
08:09I don't think you could sell it in the retail space at all
08:12I think you need someone to show it, and that's a problem
08:15It's really the technology
08:16I think it's going to be a huge challenge, and it's not one for me, so I'm out
08:19Thank you
08:20I agree with Barbara in a sense, because when we said, what are you going to do with the money?
08:24One was in-store stands, and it made me kind of go
08:28Well, this is the thing, we want a partner to work with us
08:31No, but you know, you overestimate what a shark could do
08:34We're your financial partners, we give you guidance
08:36Sure
08:37But I think you sounded to me like you were looking for like a working partner
08:40Yeah, and so we're going back to that, but I think going back to that, I'm interested
08:55Three sharks are out, but Daymond is interested in Stacy, Jenny, and Andrea's eyeglass frame company, BunnyEyes
09:03All right, so listen, there are something called grandfluencers
09:07And they're highly respected because at a certain age, they're saying what they want to say
09:13Yes
09:13Because they believe it
09:14And I think that that is a market to go, everybody's trying to go for the kids
09:18Yeah
09:18But a lot of kids are really having a great time with their grandparents on social
09:23And their grandparents are the best
09:25So I will offer you the $200,000 for 20%
09:32And I would want $2 a pair
09:36And when I get my $200,000 back, it will go down to 15% equity
09:42Okay
09:47What about you, Lori?
09:49Well, you know what, listen, ladies
09:50Lori, you have, I mean, it's you
09:53Listen, I will tell you, I think that what you've done so smart
09:57It really is a more clever, better mousetrap, so to speak, right?
10:02I am the believer that with this type of thing, it's just highly demonstrable
10:07I don't think it's something that goes into a retail store
10:10I think it's just way too hard
10:11I would have looked at this as a licensing play, really
10:14Yeah
10:15And Damon just gave you a really, he gave you a good offer
10:19Yeah
10:19I think that Damon has a lot of context within your glass arena
10:23He's also in our color, look, he's in pink
10:25Yes
10:25And I feel like he might be able to execute that for you relatively quickly
10:29Okay
10:29For that reason, you guys, I think that he would be a great partner for you
10:33And so, I'm out
10:36All right, guys, what are you gonna do?
10:46Damon, we watch the show religiously, of course, because what entrepreneur doesn't?
10:51How else are we supposed to learn?
10:52I watch it too
10:53Right? And so, we know better than to haggle over 2%
10:57So, I think that what you're offering us is, you know, pretty exciting
11:02And we'd love to have you on board
11:04Yeah
11:04Oh, nice
11:07Congrats to Jerry
11:07Give me a hug
11:08Why is it working out for me today so well?
11:11Thank you so much
11:12Thank you so much
11:13Pretty good
11:13Thank
11:14This is just the coolest thing ever and like the best day ever
11:17Congratulations
11:18We just got a deal
11:19Yeah
11:20We just got a deal
11:20We just got a freaking deal
11:24In season 14, Rachel Solomon and Aaron Menetoff made a deal with Lori Grenier for their gourmet cheese and charcuterie
11:30board business, Bordery
11:32You got a deal
11:33Let's see what they're up to now
11:35Bordery is the only company in the world that ships pre-arranged cheese and charcuterie boards nationwide
11:39Nobody else is doing this and it's really a completely new concept
11:43When we started, we were selling through other third-party vendors online
11:46Our product was selling well, but we really needed to sell through our own website to connect directly with our
11:51customers and see what they wanted
11:5395% of our sales now are through our own website
11:56I think a lot of small businesses have a lot of fear going into direct-to-consumer
12:00But at the end of the day, nobody is going to drive sales like you can
12:04You can sell it at the price that you think is right and then you also make the best profit
12:09margin
12:10I've helped Bordery scale in that I've given them great marketing advice
12:13I've introduced them to cheese purveyors where they got better cheeses
12:17I've given them entree into my entire social media world and millions of followers
12:22Before Shark Tank we had 3.3 million dollars in sales
12:25It's been 10 months since we've been on the show and we've done 15 million dollars in sales
12:30We only had 15 full-time employees
12:33Now we have over 60 full-time employees
12:36Something that's really important to us is keeping our production in-house
12:39And hopefully next year we will have an additional 15,000 square feet
12:43So we can double our order capacity
12:46We want to be the company that is synonymous with cheese and charcuterie
12:50And that's why we decided to build the largest cheese and charcuterie board in the world
12:54I can confirm that you all achieved a total of 769 pounds and 13 ounces of qualifying ingredients
13:02Congratulations! You are officially amazing!
13:06None of this board is going to waste
13:08In fact, we're donating all of the food to a non-profit whose mission is to end homelessness
13:12Hello!
13:14How are you Lauren?
13:16I just want to say congratulations
13:18The achievements in such a short 10 months is astounding
13:23Three cheers everybody!
13:26Looking back over the past year just how far we've come blows our mind
13:30It just is so exciting to be here and Shark Tank has been such a big part of that for
13:34us
13:34It's given our business so much validation and so much opportunity and we're just really grateful
13:52Next up is a way to make learning more fun
14:04Hi Sharks, welcome to my classroom
14:07My name is Brandy, I'm an ex-teacher turned entrepreneur
14:11Today's lesson is
14:12Why you should give me a ton of cash so I can make you a ton of cash
14:16So together we can tackle the literacy crisis in America
14:20Sharks
14:21When I was a teacher, my students who struggled to read were frustrated and embarrassed
14:26I watched my students turn from confident learners to thinking they were stupid
14:31And I realized that can follow a child for the rest of their life
14:35So I decided to gamify reading in my classroom to make it fun and stress-free
14:40And the results were astounding
14:42My students who once struggled to read started devouring books like hungry sharks
14:48And that's why I created the fidget game
14:51This is not your average board game
14:53This is basically a teacher in a box
14:56My games are multi-sensory aligned with the science of reading and they work
15:01Here is how you play
15:02First a child chooses a card
15:04If they get a heart card, it signals they need to know the word by heart
15:08They cannot sound it out
15:09If they get a lightning bolt card, it signals they need to read it in a flash by sounding it
15:13out
15:13If the child says the word correctly, they can roll the die, pop the bubbles down on the mat
15:18Whoever pops all the bubbles down first, wins
15:22So sharks, I know you're probably nervously fidgeting, waiting for my offer
15:27Here it is
15:35I'm seeking a $500,000 investment for 10%
15:39You've got to be crazy
15:40Now we're nervously twitching
15:41Now you're fidgeting
15:42A 10% equity in my company
15:45Sharks, listen, connect with your inner child
15:48They're saying, invest
15:50Who is ready to fidget your way forward to a ton of cash and tackle the literacy crisis with me?
15:56I can't wait for you to justify that number
15:58I'm so excited, Barbara
16:00Barbara, I have to tell you something
16:04My entire company would not have happened if it wasn't for you
16:08Well, I'm happy to hear that
16:09I came home one day and my husband completely shocked me
16:13And he said he wanted a divorce
16:15Out of the blue
16:16I fell into a very deep depression
16:18And I was laying in bed, this is a week after he left
16:23And a TikTok video pops up on my phone
16:25And it's your story
16:27It was about you being a waitress
16:29Then your, I think it's your ex-boyfriend
16:32The bastard came, yeah
16:33The bastard
16:34And he, I think, left for the secretary
16:36He sure as hell did
16:37And then you created your empire
16:39Yeah
16:40The best thing that happened to that story
16:42I hope I included it
16:43Was on the way out the door
16:44We divided the business
16:46He said, you'll never succeed without me
16:48And I knew that second
16:50That I was gonna succeed beyond my own dreams
16:54I was gonna show him how far I could go
16:56Yes, I just felt if you could do it, I could do it as well
17:00I wrote up my entire business plan
17:02I moved into my mom's basement
17:03And I found a supplier
17:04And created all the designs within a week
17:06And I've been in business for 13 months
17:10That's all?
17:12And I've done 3.2 million dollars in sales
17:15What?
17:15Wow!
17:16Amazing!
17:19Wow!
17:20Let me guess
17:21Your husband's calling you out for a date
17:25You know what?
17:25It was the best thing that ever happened to me
17:27Good for you
17:28Oh, absolutely
17:29Best thing
17:29Barbara should do this deal
17:31By the way, also, Barbara, just like me
17:33She can't read
17:34I can read now
17:35Because we're dyslexic
17:37I know, I know
17:38And Mr. Wonderful, you are as well
17:40Yes, he is
17:40Yeah, yeah
17:41Just to support your story
17:43I made my first
17:44My first success was The Learning Company
17:46And all we did was advance reading and math scores
17:49The power of telling a parent that you can solve for reading scores
17:54Is...
17:56It's unsatiated
17:57This is the reason you've done 3.2 million in 13 months
18:00Kevin, I was a teacher for 6 years
18:03And I had parents, teacher-parent interviews
18:06Crying about their kids' reading scores
18:09You guys, I will not stop until I make this an international company
18:13So Brandy, how did you sell that much?
18:16What was your way, your mode of selling?
18:18So 85% of my sales are Amazon
18:2015% is from my website
18:22Okay
18:22I...
18:23Initially, I made a teacher council of 100 teachers
18:26And I sent them the games
18:28And I said, I need feedback
18:30I need to know what games you want me to create next
18:33That's smart
18:33They blew it up all over TikTok
18:35That helped my ranking on Amazon
18:36Because people started organically searching
18:39So I became the number one reading game within 6 months on Amazon
18:42Wow
18:42And are you one of the only reading games?
18:45Or the only one like yours?
18:46The only one like mine
18:47I do have people who have copied my game
18:50And I think what keeps me ahead of that competition
18:53Is the learning guide and resource I provide in that game
18:56It is completely aligned with the science of reading
18:59Which is actually mandated in states now
19:01I believe that keeps me ahead as well as my teacher council
19:05Okay, so let's walk through the numbers
19:07Yes
19:07What does it cost to buy a kit?
19:09What does it cost you to make it?
19:10Yeah
19:10What's your customer acquisition cost?
19:12What's your return on advertising spend look like?
19:14Yes
19:14Okay, so the fidget game site words is landed $3.89
19:18Word pop is $3.45
19:21Customer acquisition cost is $6.80
19:23Wow
19:24And my return on ad spend for Facebook going to my website is a 2.6 ROAS
19:29And it's a 3.7 on Amazon
19:31What do you sell that for?
19:32$29.99 sorry for both things
19:34Wow, so you've got to be making a boatload of money
19:36Yeah
19:36I am
19:39Okay, so my net margin is at 25% but last month it was at 32%
19:45So you'll make over a million dollars this year if you just continue your sales
19:49Yeah, this year I will make $1,250,000 in profit
19:55Thank you, Mark
19:56Wow
19:57Tell me why do you need a shark?
19:58Why I want a shark is for two very important reasons
20:02I want product expansion
20:05So how I view this is basically from pre-K to grade 6
20:09I want to create a reading funnel where I take kids through their entire literacy journey
20:13And then I want to go into gamifying other parts of the curriculum
20:17I want to go international expansion
20:19I want to translate to other languages
20:21I also want to go into the English as a second language market
20:24Why would you need a shark to do those items though?
20:27Okay, because I feel like to go from where I am right now to where I want to go
20:32To be a $50 billion, $100 billion company
20:37I want to focus on the creative side
20:39Like I'm working 13 hour days
20:40I haven't taken a weekend off
20:42You always will, by the way
20:43Don't dream about that
20:43And that's fine, I love it
20:45I love what I do
20:45But I would love to be focused on the creative aspect of it
20:48And for a shark to
20:49I'm not saying you guys are going to be doing the work for me at all
20:52But basically that you could help mentor me
20:56Who's the right people to hire?
20:58What's the next step for this?
20:59I'd like to make you an offer if I may
21:01All right
21:03The 10% for $500,000 doesn't feel to me about right
21:07Okay?
21:08I'll give you $500,000 for 20%
21:11I would be very happy at 20%
21:14Honestly
21:16That's like getting all your money back in day one, Barbara
21:18I love you
21:19I can't tell you how much I love you
21:21She's your right partner
21:22You are definitely my right partner
21:24But, what are you thinking?
21:25But
21:27Can we go to 15%?
21:29Yes, we can
21:30Do we have a deal?
21:32We have a deal
21:33Okay
21:37I am your poster baby for this
21:38What an incredible story
21:40We are going to make the smart kids so jealous
21:43I love you
21:44Thank you, Barbara
21:44Bye, guys
21:45Thank you so much
21:46Congratulations, Randy
21:47Good job, Barbara
21:48Thank you
21:49Well done
21:49Right up my alley
21:51I feel such an affinity with Barbara
21:53Because, you know
21:54She worked through her life as a waitress
21:56To get to where she was
21:57She came from a very middle-class family
21:59I feel so aligned with how hard-working she is
22:02And dedicated and determined she is
22:04And it feels like a perfect partnership
22:12You want to pull it up to your chest
22:14Yeah
22:14Now, Robert, start hopping
22:15So, it's it
22:16It is
22:17We don't advise to do that
22:18Yes, because we don't want you to fall
22:20Look, being a shark is all about the commitment
22:23I've even bled on this set
22:26Oh, baby
22:29You okay, Robert?
22:31That definitely normally doesn't happen
22:33See what we have to deal with
22:35Oh, my God, I'm bleeding
22:37Oh, hey
22:38Robert is bleeding
22:39Robert, you okay?
22:40I hate you
22:41No
22:41I think Kevin pushed me, honestly
22:44I'm bleeding
22:45People
22:46Get a lawyer
22:55Next up is a high-tech way to stay connected on the slopes
23:08Hey, Sharks, my name's Fletcher
23:10And these are my brothers, David and Henry
23:12And we're the RECCI team
23:14Today, we're seeking a $300,000 investment
23:17In exchange for 10% equity in our company, RECCI
23:20The three of us grew up skiing together
23:22And we still believe there's nothing better than the perfect day on the mountain
23:26Catching that first chairlift up in the morning
23:28And cruising all day long
23:30The problem
23:32When we get split up
23:33Well, losing this guy happens a lot
23:35Look, I'm the middle child
23:37I have to be different
23:38While these two skiers race each other down icy cruisers
23:41I'm peeling off with my snowboard to find fresh powder
23:44In my own way down the mountain
23:46That's all well and good, Fletch
23:48Until we get to the bottom of the chairlift
23:49And don't know which way you went
23:51Sharks, this happens all the time
23:53And he could try to text us or call us
23:56But it's hard to whip out your phone in the middle of a ski run
23:59We knew there had to be a better way
24:01So we created it
24:02With RECCI
24:04RECCI's are smart snow goggles
24:05With a built-in heads-up display
24:07The display projects directly onto the lens
24:10And just seems to float out in front of your forehead
24:12With just a quick glance up
24:14You can see where your friends are
24:16How fast you're going
24:17Read your unread text
24:18Control your music
24:20Answer phone calls
24:21And so much more
24:22But these aren't VR goggles
24:24We're not blocking your view
24:26In fact, we're using state-of-the-art
24:28And lens clarity
24:28Anti-fog
24:30And contrast-boosting technologies
24:31To make them the best ski goggles possible
24:34And that's before you even turn them on
24:36Sharks, it's time to grab your skis or your snowboard
24:39And join us on the mountain
24:40We know with your help
24:42We can take RECCI to the next level
24:44Before we get into the business
24:46Henry's going to walk you guys through a demo
24:47And show you how the goggles work
24:48Okay
24:49So, I rigged up a camera inside this helmet
24:52So you can see exactly how it looks
24:54When you're wearing RECCI goggles
24:56The default display is the dashboard
24:58Which has your speed
25:00Elevation
25:00A clock
25:01Number of new notifications
25:03In that top left
25:04And of course the compass
25:06Alright sharks
25:06You each have a set of goggles out in front of you
25:08Feel free to try them on
25:13Now these are cool
25:15Let's say you're coming down the mountain
25:17Fletcher goes off like crazy to the right
25:20I don't understand how that helps me find somebody
25:23You are in a group of friends on our app
25:26And you can either just have the app on your phone
25:29So it's tracking where the phone's GPS location
25:31Or if you're in an area say with low cell service
25:34Like out in the back country
25:36The goggles themselves have a built in long range radio
25:40So you can still know where your friends are
25:42Even if you don't have cell service
25:44The app's really easy to use
25:46You create a ski group
25:47You can see where your friends are on a map
25:49You pair your goggles
25:50And then you can also track your stats
25:52But the friend is tagged by their cell number?
25:55By their cell phone
25:56For me, and I ski a lot
25:58My biggest problem is finding my friends
26:00It wouldn't help me so much to know
26:02The distance from me
26:03But I need to know the name of the run
26:06And the chair that feeds that run
26:08Does this show this?
26:10We're working on that
26:11That'll be hopefully coming in a software update
26:14But you can see
26:15If you do have time to pull out your phone
26:17Say you're on a chairlift or the gondola
26:19You can see on the maps tab of the app
26:22Exactly the name of the run they're on
26:25But you still have to pull out your phone
26:25Yeah, but I want you back to stage one again
26:26Putting out your phone
26:30What does this cost?
26:31And what does it cost you to make it?
26:33And how many years have you been selling it?
26:35So we just launched weight last year
26:37So we have one ski season under our belts
26:39So far we've done about $175,000 in sales
26:42Good for you
26:42How did you sell it? Through the ski shops?
26:45All direct to consumer
26:46Wow
26:47Price point?
26:47It's $349
26:48What does it cost you to make it?
26:50So during the pandemic chip prices spiked
26:53Things got a little expensive
26:54We were at $160 per unit
26:56Our current run that's in production right now
26:58Is $130 a unit
27:00And we think with some scale
27:01Given the nature of the product
27:03We can get that down to about $100 landed
27:05That's our goal
27:06How does $349 compare to the cost of a typical good ski goggle?
27:11Same general ballpark
27:12So like the top brands usually have something
27:14That's in kind of the low $300s
27:16We believe this is the best ski goggle on the market
27:18Even without the display
27:19Is there other people anywhere close to doing this right now in your market?
27:25No, not really
27:26There are some people in some other sports
27:28Recce is about action sports
27:30We think this is practical
27:32Really cool augmented reality for action sports
27:35Is this patented?
27:37So we do have a patent pending on the display
27:40And the way that the display reflects off of the curved lens of the goggle
27:45So guys, who's the tech dweeb?
27:47Yeah
27:48So what's your background Henry?
27:50So I got a mechanical and aerospace engineering degree from Princeton
27:54Oh that's nothing
27:56Wow
27:57Then I worked in Silicon Valley as a research engineer for a car company
28:03And what about you guys?
28:04So our backgrounds are in business
28:06David started his career in management consulting
28:09Then went into private equity
28:11I was in investment banking in New York
28:12And then went into private equity as well
28:14So you guys went out and raised how much money for Henry?
28:17Between the co-founders
28:18We're fully bootstrapped to date
28:20Wow
28:20And we put in $200,000 of our own hard earned money
28:23That's it?
28:24Just to our grand?
28:25Wow
28:25And we also won a $40,000 grant from a local firm
28:29Who did you?
28:30You haven't taken any of them
28:31That's amazing
28:31That seems so cheap
28:32It is
28:33We have not raised any outside capital or given any equity away
28:36Okay
28:37Are you full-time running the business now?
28:39I'm full-time on it and have been for over a year
28:42Okay and you too?
28:43David and I are entrepreneurs
28:45We have a couple other direct-to-consumer companies that we spend our time on as well
28:49So we do know how to grow and scale profitably a direct-to-consumer business
28:53So our other businesses are this year going to do $8 to $10 million and they're both
28:57Oh $8 to $10 million?
28:58Do you know what it costs to acquire customers?
29:00Yeah, so to acquire customers for Recce
29:02We're looking right now at about $120 per customer
29:06But our average order value is like $475
29:10You guys have any debt?
29:11We do not
29:12So I think the three of you are amazing
29:15I think that this is so wonderfully made
29:17And I'm sure that you're going to do really, really well
29:20The only thing for me is I am not a cold-weather sports enthusiast
29:24But I think they're very cool
29:26Thank you, Maurice
29:27I don't think it's the right business for me
29:30I know you'll do great and go far
29:32But in this one, I'm sorry
29:35Look, the only thing that's freaking me out is the fact that you're so distracted by other opportunities
29:40And I get why, you guys are very credible
29:42I'll do the deal $300,000 for 20% with this one contingent
29:46I get $0.20 when a dollar is put out to pay yourselves
29:51I'm not telling you when to do it because you're running the business
29:53But there's a 20% payout to me on every dollar that exits
29:59What do you think of his offer?
30:04Let me ask you a few questions while you chew on his offer, okay?
30:07When do you think you would incorporate the ski runs and the chairlifts in the map feature?
30:40That's part of the R&D funding
30:41It's just basically yes or no
30:42If you want Kevin, great
30:43If not
30:45Can you give us a second to talk?
30:46Sure
30:50Did Damon give an offer?
30:53Should we counter?
30:54Should we counter?
30:56Should we counter?
30:56Should we counter?
30:57Should we counter?
30:59So what do you guys want to do?
31:01So Mark, we'd love to work with you
31:03But we can't go any higher than 12.5%
31:07Why?
31:08Why?
31:09Well, so we believe that not only is this a great company in the ski space
31:14But we think that with the other action sports
31:15Then eventually military and law enforcement
31:18It could be a really big company
31:24Okay
31:27Let's do it
31:27Congratulations guys
31:29Thanks Mark
31:29Great product
31:30I'm not a skier but everything else so
31:32Oh you will be
31:32You will be
31:34Thank you
31:34Mr. Wonderful
31:35Thank you guys
31:36Thanks guys
31:38Thanks Mark
31:40Let's go
31:40We did it
31:42Yeah man
31:43From day one we asked ourselves
31:45What would the sharks say when we're building this
31:47When we're just like hacking prototypes together
31:50What would the sharks say?
31:51And now we got Mark Cuban
32:02Next up is a way to make a tree even more over the top
32:15Hey sharks, my name is Delson Gene Vilma
32:18And I'm Zayden Gene Vilma
32:20And we're from Edgewater Florida
32:21Today we're seeking $100,000 for 10% of our business
32:27Sharks, do you remember the first time you had ice cream with sprinkles on it as a kid?
32:31I know I do
32:32I know I do
32:33It changed my life
32:34But over time sprinkles, you know, got kind of boring
32:38I know exactly what you mean kiddo
32:40You deserve better
32:41You deserve variety
32:43You deserve
32:45Yum Crumbs
32:48Yum Crumbs is a versatile dessert topping that enhances both the taste and texture of any dessert
32:55Our unique blend of low sugar non-dairy toppings comes in over 26 different flavors
33:02That means you can add the decor of sprinkles and the taste of, well, just about anything you can think
33:09of
33:09From our nostalgic strawberry shortcake
33:11To our famous chocolate eclair
33:13And my personal favorite, banana cream pie
33:18Oh wow, that's enough kiddo
33:22Our playful and innovative toppings turns any ordinary dessert into a masterpiece
33:29So move out of the way sprinkles, Yum Crumbs is here to stay
33:33So Sharks, who's ready to elevate their dessert game with Yum Crumbs
33:41Alright kiddo, I'm getting ready to swim with the sharks, you can head on back
33:45Okay, be careful
33:46I will
33:47See you kiddo
33:49I'm sure you guys are ready to dig in
33:52Yes
33:53Tell us what's in front of us
33:55On the strawberries actually our pumpkin pie
33:57On the ice cream you actually have strawberry shortcake
34:01Man this is good
34:02Is this blueberry?
34:03The blue one is actually our berry blue flavor
34:05That's very tasty
34:06Really good
34:07Awesome, thank you so much
34:08What is it made out of?
34:10So, if you think about it, it's almost like if cookies and sprinkles had a kick
34:15They would literally name it Yum Crumbs
34:18It's more of a cookie texture, but it gets that sprinkle consistency to be able to hold up in just
34:25about any dessert
34:25Are you selling this for commercial use?
34:28Yes, that's our biggest market, B2B
34:30Oh, tell us about that
34:31One of our biggest clients is actually a gas station that puts this on their Bundt cake
34:36I don't know if you've heard of them, Wawa
34:38Of course
34:38And that's where we're targeting right now, is big bulk buy where they use it as an ingredient
34:43So what are your options for sales?
34:44Lifetime sales is $1.7 million dollars
34:46Wow!
34:48Oh, wow
34:49Wow
34:49We didn't expect that
34:51Bam!
34:51And how many years have you been in business?
34:53We've been in business for three years
34:55Last year, we sold $462,000
34:59We started in the middle of 2020
35:01We literally started with just a few hundred dollars in our pockets
35:04Didn't know how we were gonna make it
35:06But little by little, we just did what we had to do
35:09We went door to door from cake shop to cake shop
35:12Selling them our product
35:13That first year, we did $220,000
35:16Oh, nice
35:17Come next year, we did $575,000 in sales
35:22I want everybody to hear this
35:24You had a product, right? Just like this
35:26Yes
35:27You had no customers
35:28No customers
35:29So you went to cake shops
35:30Because you thought they could put this on their cakes
35:32And be a better solution for them, right?
35:35Exactly
35:35And you walked up to those doors and those cake shops
35:37You opened the door, you walked up to the counter
35:40What did you say?
35:41And we said, listen, we have a new product
35:43And you don't even have to believe in us now
35:46We're willing to do demos for all of your customers
35:48And see how they like it
35:50And that's how we got into over 33 cake shops
35:53What have you done year to date?
35:55So year to date, we're at $505,000
35:57And we're projected to do $900,000
35:59And the main reason we're projected to do that
36:02Because we just had a purchase order
36:04Where we're gonna be in one of the largest craft stores nationwide
36:08I can't imagine you're gonna maintain 20 plus SKUs
36:11So they're actually picking up nine SKUs
36:14Really?
36:14But the way we're able to capture that is
36:17Because we're manufacturing our own product
36:19You have your own kitchen?
36:20Our own facility
36:21It's about 2,500 square feet
36:23But that's the reason we're here to date
36:25We're capped off at capacity
36:27Our partnership with Wawa
36:29They wanna move to different flavors
36:31But they're worried about our capacity
36:33Okay, we know this year you're gonna try and make $900,000
36:37Are you gonna make any money on that?
36:38Uh, $200,000 in profit
36:40What does this cost?
36:41And how much does it cost to make?
36:42So that cost $0.42 to make
36:45And right now we're selling it at $5.49
36:48Wow, that's a good profit
36:50That's a good profit
36:51What do you sell this to the Wawa's for?
36:54We don't sell that
36:55Actually, we sell to Wawa a 50-pound box
36:58Like a big bulk
36:59Right, even better
37:00Even better
37:01Okay, so a 50-pound box costs you what
37:04And what do you sell it for?
37:04It costs $42 to make
37:06And then we sell it to them for $282
37:09Oh my god
37:10And most of your sales are bulk sales like that?
37:13Even on our e-commerce, 85% of our sales is small businesses
37:18That can't afford to buy wholesale
37:20Okay, so now I'm getting a better understanding, right?
37:22Yeah
37:22So you're selling to bakeries, you're selling to Wawa's
37:26Ice cream shops
37:27Ice cream shops
37:28Because it takes time for them to do all that
37:31Right
37:31They don't get consistency from day to day to day
37:34Right
37:34And it's probably more expensive
37:35Because one of their employees has got to do all the work
37:38Exactly
37:38So you save them all the money, no fuss, no must
37:40No time
37:41And they can literally transform the line of product that they're offering
37:44With just a sprinkle
37:45Right, just like that, just by getting different sprinkles
37:46Right
37:47Delson, everything is great
37:49I love your logo
37:51I love everything that you've done
37:53But I feel like your business is really a B2B business
37:57And I just so prefer to be in the B2C business overall
38:01So unfortunately, while I love you, I'm sorry, I'm out
38:06Look, what you've accomplished is incredible
38:09Because you're smart, you're direct, you're fearless
38:13And that's the most important part
38:14You're not afraid of making mistakes and creating an amazing business
38:18You know, and it's obvious what you need is help in expanding that kitchen
38:21I just don't know anything about that
38:23But I have no doubt you'll figure it out
38:27Congratulations on everything you've accomplished
38:29I'm out
38:29Thank you so much
38:31I promise you guys that you'll never find somebody that's going to work harder than me
38:39If you could use one word that describes us, it's literally clutch
38:43And when the time comes, four seconds left on the clock, that's us
38:48We make it happen
38:49All right, I'll give you $100,000 for 25%
38:53I'll do it for $20
38:55I'll do it for $15
38:56I'll do it with Damon for 25%
39:08Two sharks are out
39:09And there's a bidding war over Delson's dessert topping company, Yum Crumbs
39:14I'll give you $100,000 for 25%
39:17I'll do it for $20
39:18I'll do it for $15
39:20I'll do it with Damon for 25%
39:24We don't need her in there
39:25Yeah, but you know, you really do
39:26Take the 15 and say yes
39:27Can I tell you why?
39:28I know the baking space
39:29And I'll tell you, you've got the magic thing that most bakers don't
39:34They can't sell
39:34You are a phenomenal salesman and hustler
39:37That's unique
39:38That's years of selling cars
39:40Yes, sir
39:41Yes, sir
39:42Look, just to squeeze heads
39:44I'll do it for 12 and a half percent
39:46I know this space inside out
39:48I know every commercial kitchen and toppings in this country, okay?
39:52Because I did it for Wicked Good Cupcakes
39:53He knows everything
39:54And I think I could scale your B2B
39:56Delson, 25%
39:59Barbara and I
39:59Barbara, are you willing to partner?
40:01Sure, of course
40:01I'll do it either way, but let me tell you something
40:03Barbara has a big history in daisy cakes
40:07And she's been doing this baking stuff for a long period of time
40:10Everybody has baking
40:11I know
40:11I have a history in the C stores
40:13Do you remember Wicked Good Cupcakes?
40:14That's exactly one of the things I was going to say
40:16That's why I think I can solve for this in two ways
40:19But they weren't in C stores
40:20Commercial kitchens
40:21And trimming down the number of SKUs for B2C
40:24Everybody's going to do that
40:25Would you guys do it for 20%?
40:28I would, would you think?
40:31Come on
40:32Yeah, let's do it
40:32Done
40:33Deal
40:37Good job
40:41Oh
40:43Oh
40:44Oh
40:47My mom just passed away
40:49And
40:54Getting here is so hard
40:56Come here, she's looking upon you, man
41:01Thank you so much
41:03You guys don't understand what this is
41:05And what you guys do
41:10I'm sorry
41:11It's okay
41:12It's okay
41:15It's okay
41:16Nothing stops
41:17Your mom passes, whatever
41:18The world just keeps spinning
41:20You gotta keep going
41:21You gotta put your emotions aside
41:24And you just gotta make it happen
41:25Your employees still have to get paid
41:28You know what I mean?
41:29Everything still has to keep going
41:31And that's why I know this partnership
41:34Barbara, my wife said
41:36Please don't leave there without a deal with, with you
41:38Cause she, she said
41:41No
41:41All good
41:42No offense
41:45You've been through a rollercoaster of a lot, man
41:47Yeah, yeah
41:47Oh, my kids too, oh my God
41:49You're gonna be great, Barbara
41:50Come here, Barbara
41:50Come on, three, some hug
41:53Congratulations
41:53Congratulations
41:54Congratulations
41:54That's awesome
41:55That's amazing
41:56Yes
41:58Oh, yes
41:59Yes
42:01Whoo
42:03Oh
42:05Wow
42:06Let's go
42:10This is so crazy
42:12Everything we ever dreamed of
42:14This is what's going to happen
42:16I'm so proud of you
42:20We did it, we did it
42:37We did it
42:48You
42:49We did it, we did it
42:55Legenda Adriana Zanotto
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