Shark Tank (2009–…): Season 12, Episode 25 - Episode #12.25 - full transcript

Tonight on the
season finale of "Shark Tank"...

We partner with the best
coffee farms in Vietnam.

It is out of this world.

We make the most accurate
dinosaurs, full size.

I'll buy that one right now.

Let's fill your bank
with a lot of cash.

You're a wolf
in sheep's clothing.

Make me an offer.
50%.

You came here too early,
and you asked too much.

You want to lose
$1.4 million? Give it to me.

That is so disrespectful.



This is wrong.

That's insane.

Could you shut up?

Did not see that one coming.

First into the Tank
is a giant business

based on a childhood favorite.

Yo, Sharks.

I'm "Dino" Don Lessem
from Philadelphia.

I'm Val Jones, and
I'm married to this guy.

And we're excited to be here

to ask you for 500,000 bucks

in exchange for 10%
of our company, Dino Don, Inc.

Wow. When it comes to dinosaurs,

Don is a big deal.



He's a dinosaur explorer
who's excavated and recreated

the biggest dinosaurs
that ever roamed the Earth.

He's one of a handful of
human beings alive today

who's actually had a
dinosaur named after him ‐‐

the Lessemsaurus.

He's written dozens of
books about dinosaurs,

and he was science advisor

to Steven Spielberg
on "Jurassic Park."

‐Wow. ‐Wow. ‐Cool.

And Val, well, she just
loves spreadsheets.

She's raised millions of dollars

for nonprofits,
zoos, and museums,

and she's our
financial mastermind.

We distinguish ourselves
by creating the most accurate

and educational
dinosaurs ever made,

and they're always full size.

That means up to 110 feet long.

Wow.

You're looking at a
little Dakotaraptor.

A relative, a velociraptor,
is even smaller,

and this is just
a juvenile T. rex.

When they grow up,
they're 40 feet long.

They have a mouth big
enough to eat all of you.

Wow.

‐Oh! ‐Wow!

Whoa!

That's cool.

Look closely.

You won't believe
how realistic they are.

‐Oh, whoa. ‐Oh,
look at the eyes.

Wow.

I would think there's
somebody in that.

Very cool.

We just started making
these robots last year,

and we're already the leading
supplier in the United States.

So, dinosaurs are a big
staple of museums and zoos ‐‐

that's how they
increase their attendance.

But these institutions
are in trouble right now,

so we've come up with a
unique gate‐sharing plan

that will increase our
revenue, at the same time

getting them back on their feet.

But also, we really need
your expertise to expand.

So, what do you say, Sharks?

Do you want to make
millions of kids happy,

or do you want to
have to apologize

for the rest of your life

to your children
and grandchildren?

That's up to you.

So, what got you into
dinosaurs, Dino Don?

Well, I wasn't a
dinosaur nerd as a kid.

I was a reporter for
The Boston Globe,

and they sent me out
on a dinosaur story,

and I just fell in love with
this wonderful treasure hunt ‐‐

that you're searching
for lost animals

and you could be the first
person who ever saw this animal.

Well, Kevin, you
were there originally.

Are these realistic?

They look ‐‐ You know,
they look just like I remember.

Is this the
average size of the robots

that you're going to
make? - No.

One of the things
that distinguishes us is

we make the most
accurate and realistic animals

full size ‐‐ up
to 110 feet long.

You can't see animals this
size anywhere else. Wow.

So it's only in the movie?

So there's nowhere to
actually go and see them?

Even in the movie, I can
tell you from "Jurassic Park,"

the animals were cut in half
so they could get a close‐up.

I would say all the
time, "This is wrong."

And they would say,
"Could you shut up?"

So what I did was

I said, "Spielberg," or
"Steven, when you're done here,

can I have all the
sets and props?

I'm going to make an exhibit,

and we're going to raise
money for research."

We raised $3 million.

It was the most attended exhibit

in the history of
natural science.

‐Wow. ‐Wow.

It's what got me started
in the exhibition business.

Our business is we tour
groups of these dinosaurs

to zoos and museums,

and they increase the
attendance of the zoos ‐‐

just their presence
‐‐ 15% to 50%.

I'll give you an example.

Last year, we did a big exhibit,

45 dinosaurs.

440,000 people went
just to see the dinosaurs,

paying $6 additional a person.

They made $2.2 million. Wow.

How much does it cost to
make an average dinosaur?

What do you think it would cost?

$40,000?

What do you think, Mark?

$18,000.

I think it's about 50 grand.

15.

5.

‐$5,000? ‐5 grand to make that?

I win! John:

Are you kidding?

That's what it costs to
make. - Wow.

I'll buy that one right now.

So that's why I say
the percentage is...

I'll buy that one right now.

That's crazy.

I'll give you 10 for that one.

I'll give you 11.

The point is not to sell them.

The point is to make
them, rent them.

Zoos, you can attend
pretty safely outdoors,

so this is a big attraction
for them to boost attendance.

So, guys, part of your
premise here is that the zoos

are bringing in $2
million or plus in revenue.

You feel like you should be
getting a percentage of that

rather than just
charging a flat fee?

It's not quite that.

First of all, the
zoos used to pay us.

They don't have money anymore.

That's why we want to
do a gate share with them,

because they don't
have the money,

and we're going to help
them get back to health.

And is that because
of the pandemic?

Just this year. Yeah.

OK. So now, you guys,
your revenue has dropped off

and fallen off
a cliff, basically.

Actually, no.

OK. We've done very well.

Last year, we did $1.6 million.

This year, even
with the pandemic,

we're at $1.8 million.

Wow. How many dinosaurs
do you have ready to go on tour?

We have 150 dinosaurs

and the largest collection
of fossil skeletons. Wow.

150?

We paid $1
million for this stuff.

If we rent it like
we do the others,

it's $10 million
over five years.

OK, tell us about the
economics of the tour.

Seven months, nine venues,

about three weeks a venue.

12 staff to set
it up. Short run.

$40,000 a market.

We got the staff
costs of about $60,000.

We have the set up
of the technicians ‐‐

$20,000 ‐‐

and the dinosaurs are ours.

So that's it.

One full year from
now, what will you do?

$3 million in the
first‐‐ Next year.

Next year. Yeah. Yeah.

Plus whatever gate share.

What do you think you'll make
on the $3 million? - Yeah.

Last two years, we
made $250,000 profit.

So I actually will have to
last as long as a dinosaur

to ever get my money back.

No, that's not true,
because the profit

is going to go up hugely.

Next year, $3 million in sales,

$2 million in profit.

No way. That doesn't make sense.

Nah. Never.

3 staff ‐‐ We're not
paying those expenses.

No business can do that.

I mean, look, you've got
to give me real numbers.

I don't believe that.

All Sharks are still in,

but Kevin is skeptical about
Don and Val's projections

for their robotic dinosaur
company, Dino Don.

I mean, look. You've got
to give me real numbers.

I don't believe that.

You're all over the map

on terms of how you turn
this into a defined business.

I don't have the confidence,
Don, that you can execute.

I'm out.

I like to add value to
the companies I invest in,

and I just don't think
you need my help,

so I'm out.

I think it's a very cool idea,

but if you had come in
with a mocked‐up board

so I can visually
see, here's the zoo,

this is how they exhibit it,

it would have been very helpful.

All right. We'll come back
tomorrow with the board.

But you understand
what I'm saying?

Yes. Yeah. Absolutely.
And it's really important.

I'm sorry. I find a visual

is worth a thousand words.

But because I didn't
get all that today,

unfortunately, sadly, I'm out.

This is sad. Sorry, too.

Guys, look, I like the idea.

I really do, and I think I
can help you with marketing.

Have you explored
working with any of the big

concert promotion
companies at all?

Not yet. Not yet.

So, I can introduce
you there, right...

That would be big... because this
is their business, and guess what?

They're dying right now.

I'm going to make you an offer.

Whoa.

Wow.

I'll offer you the $500,000,

but I want 25%,

because it's going
to be a lot of work,

and I'm going to have
to dedicate a lot of people

and put in a lot of time.

‐Wow. ‐Wow.

OK, I ‐‐

Super generous, so way
more than I was thinking.

What were you going
to offer, Robert? So I'm out.

Well, you're going to ‐‐
you're going to generate

a lot more money for us.

Yes. So that is great.

Yes. 25% is an awfully big chunk

for a company that's
already making... Oh‐ho.

Hold on. You're
not making the deal.

I'm making the deal.

It's true!

So, 25%...

But, guys, look.
Is a big chunk.

If you didn't need help,
you wouldn't be here.

Absolutely. What
you've discussed

is, you know, $1.8
million in sales

going to 3, you're hoping,

but that's just based off of
what you already know. Right.

You don't know what I know. Yes.

So it really ‐‐ it's up to you.

We really appreciate it. Um...

What do you say?

We'll do it.

Thank you so much! Done!

I want you to know how
much we believe in you.

No, you had that ‐‐

Don. Don. This is going
to be a total game‐changer.

Before you go, you know
any good dinosaur jokes?

What do you call somebody
who puts their right arm

in a velociraptor's mouth?

What?

‐A lefty? ‐Lefty? ‐A lefty.

I knew they knew these.

Bye,
guys. Thanks, guys.

‐Bye. ‐Congrats.

I've been doing
dinosaurs for 30 years

because I see what
it does for children.

They love dinosaurs
and they always will,

and we're bringing
them more dinosaurs

than anybody ever
has ‐‐ and bigger, too.

This season was
like no other for "Shark Tank."

Together with the Venetian
Resort in Las Vegas,

we created a protected
bubble environment

to keep our entrepreneurs,
Sharks, and crew

as safe as possible
from COVID‐19.

Though the past year has
been one of the most challenging

for the entire world,

"Shark Tank" businesses
have persevered,

given back, and even thrived.

The future has a lot of
great potential for you guys.

With people trying to figure out

ways to work out at home,

we sold out immediately.

Now, in just 5 months,
we've done $7.5 million.

I knew that we had to find a way

to help our business
owners earn an income again.

We had just partnered
with 1‐800‐Flowers,

and our new virtual
experiences were born.

We supplied
everyday essential goods

out of our drive‐thru window

and donated to local
hospital workers,

police stations,
and fire departments

to thank them for their service.

We've
accelerated the digitization

of the American economy.

This is a whole new America,
and it's a really good one.

Boho isn't
just a business anymore ‐‐

it's a way for people
to get outside,

spend time with their families,
spend time with their friends.

It feels good to be able
to provide that to people.

There are so many
people dealing with anxiety, insomnia.

So it's been really rewarding
to help thousands of people

at least get a
better night's sleep.

For every Baby Toon sold,

we donate to the International
Fund of Animal Welfare.

Some of our sales will
go to protect animals

and their habitats.

The new customers
who found us after "Shark Tank"

helped create 200,000
hours of employment

for our weavers in Thailand.

As a Black‐owned business,

it's very important
for me to succeed,

because I represent the idea ‐‐

someone that looks like
me can succeed in America.

It gives the culture hope.

We're doing
important work in feline cancer,

feline diabetes in the hopes
of helping create therapeutics

to make sure that our cats
are staying stay healthy.

One of the biggest
lessons the military teaches you

is to leave it better
than you found it.

And it's been that
guiding principle

that's helped us
here in our hometown.

Whoo!

With this partnership,

we're going to take your
product to the masses.

In the year since "Shark Tank,"

we have tripled sales
to over $15 million.

We've sold over
7.5 million bags of Pipcorn

and done over
$18 million in sales.

Hungry Harvest has
delivered over 2 million boxes

to hundreds of
thousands of households

across the United States.

We've now done
$50 million in sales.

I can't wait to
see you in person

when this whole thing is over

and be able to give
you a big ol' hug.

I have so much hope

for our next generation
of entrepreneurs.

They are out here
to change the planet,

reach for the stars,

and they are
inspiring me, as well.

This pandemic, everybody
has had to change in every way.

As bad as it is,

wherever there's change,
there's opportunity.

We will come out of this,
and there will be entrepreneurs

that take this moment
and will change the world.

As painful as it may be,

there will be good
that comes out of this.

Next up is a way to have

a popular Vietnamese
beverage at home.

Hi, I'm Debbie,

and I'm here today
seeking $600,000

in exchange for
4% of my company.

‐Whoa! ‐Ohhhhh!

Wowza! Mullin:

My mom immigrated
here from Vietnam,

and even though I was
born and raised in California,

make no mistake, I
was definitely raised

in a Vietnamese household.

And I loved
everything about it ‐‐

I loved the food, I
loved the culture,

and I especially loved
the sweet, creamy treat

of Vietnamese coffee.

If you're not familiar with it,

it's just a simple,
dark‐roasted coffee

that's paired with
sweetened condensed milk,

and it is out of this world.

Sharks, nowadays, people
are looking more than ever

for that coffee shop experience,

and Copper Cow
Coffee is exactly that.

Our single,
individual pour‐overs

allow for anyone to
make a gourmet coffee

without any
additional equipment.

Simply take your pour‐over,

open it up, and grab
your biodegradable filter.

Gently hang it over your
cup, and then tear off the top,

and then pour hot water
over the organic grounds

and immediately watch
as your organic coffee

drips directly into the cup.

And we partner with
the best farms in Vietnam

to bring the absolute
best Vietnamese coffee

to the U. S.

Once brewed, then you get to
add your Copper Cow Creamer,

and there is nothing
else like it on the market ‐‐

there are no
preservatives or additives.

And then stir, and
within seconds,

you will be sipping on your own

perfectly balanced
Vietnamese coffee.

So Sharks, tell me ‐‐ who's
ready to be their own barista?

Tell us about
what's in front of us, Debbie.

Yeah, so, what you
have in front of you

is a sampling of our
best‐selling products.

You, of course,
have the classic,

which is what I just made here,

that comes with
the milk and sugar.

But we also have it just black.

And then on your far right,

you've got our churro
and our lavender.

They're natural infusions,

and trust me,
they're all delicious.

I got to tell you, you know,

this packaging is
absolutely incredible.

Thank you. And I just
came back from Ho Chi Minh,

and I stood on line two hours

for one coffee shop. Yup.

Now, I learned how
to ‐‐ Herjavec: Really?

Now, are you telling
me that I didn't have to

wait out there for two hours?

Nope. And you don't need to
buy any additional equipment.

This is great.
Why is it so sweet?

Well, we do sell it just black,
but we do find that most ‐‐

just like most Americans
drink their coffee

with milk and sugar, that's
how most people want to buy it.

Robert, that's the culture.
Philippines, Vietnam...

Yeah. Oh, yeah.
That's the profile.

That's the flavor profile. It's actually
normally much sweeter in Vietnam.

Yeah. It's like it packs
a punch, for sure.

So, what's your story? Ohh.

How did you come up with this?

Yes, so my background is,

is that I went to M.
I. T. and Berkeley.

I ended up working
at the World Bank

in finance supply‐chain
management,

and I wanted to do something
that really was more creative,

something where I could
go a million miles per hour.

During the last year
at the World Bank,

I did this on the side.

I was on the subway with
a duffel bag full of samples

selling door to door to
get into our first 30 stores

and, you know, was manufacturing
and living with my sister,

making it out of her garage.

When was this?

This was four years ago.

What I think is
really cool is this.

I've never seen
anything like it.

It's really clever,
this packaging.

Yes. Did you
create this yourself?

We perfected it in terms of
exactly the brew that we want,

but it's actually a technology
that's very common in Japan...

It's fantastic... and so we're the
first people to be bringing it over.

And how much does this sell for?

$15 for five servings,

and it costs us
$3.10 to make it.

So it's premium coffee.
It's premium coffee.

So I took it to the
Fancy Food Show,

and I was chosen as the
Innovation of the Show,

Really? and so we got into a
thousand stores that month.

What year was that? 2017.

So total sales to
date is $4 million.

$4 million?!

$4 million all ‐‐ People,
let her go through.

Please, go ahead.

2017, $170,000.

OK. '18?

And then in 2018,
we make $500,000.

OK, then?

Then in '19, we
make $1.6 million.

Whoa! And year to date?

Year to date is $2 million. Wow.

Tell me the margins, now.

Now we have a 70%
margin. - Wow.

So you're doing $2 million
year to date, right? Yes. Yes.

So what percentage
of that is online?

That's 80% online.

Wow. There you go. OK, so
that's your real business outlet.

80%.

You've evolved
from being retail,

which is good for you
now, right? - Right.

And retail ‐‐
we're still in retail.

That 20% is ‐‐ that's
from a growing number.

Last year, when your
sales were $1.6 million,

how much money did you lose?

We lost $1.4 million.

‐What! ‐Whoa! ‐$1.4 million?

Did you get an outside
investment in '18?

We raised $2 million.

How much cash do
you have in the bank?

We have $1.5 million.

Did you generate enough margins
‐‐ Did you raise more money?

Sorry, Mark. Wait. We did.
We did raise more money.

Ah, there you go.

So, the existing investors
invested another 1.5.

At what valuation? And
what was the valuation then?

$15 million.

15?! Yes.

What you're asking today. Yes.

That's insane!

So personally, like,

I like very, very weak coffee

and I love to get behind
what I do a deal with.

But the packaging,
I don't think,

conveys what this is about.

It says "pour‐over set."

If I walked by this in a store,

I would have thought it
was some type of glass.

That's why I think that
the digital is working for you

and the stores not so much.

So, I love the idea,

I think you're smart
as can be, very cool,

but I'm out.

You seem to grow in plateaus.

You seem to get
to a point... Right.

Something happens,
you raise money. Right.

You're at that plateau.

How do you get
to that next step?

Right. What's your secret
sauce? What's your secret sauce?

What's happening now is that,
you know, we've grown a lot ‐‐

like this past month,
we made $350,000,

and again, really, really
close to breaking even.

How much you think
you'll lose this year?

We'll probably lose
around $700,000.

- Lose $700,000?
- $700,000.

But that's OK. That's
not the issue for you.

Why is it always OK, Mark?

That's because if you can grow
your way out of those losses ‐‐

if you can keep on
growing... Right. Right.

Then let me just work with
the numbers for a second.

Wait, wait. Wait, no. Let
her answer my question.

Can we hear the
answer to the question?

Which question? Is it OK
to lose money every year?

Which one do we
have here? What I ‐‐

What I'm really excited
about in the next phase

is that we made
$250,000 online last month.

OK.

What did you make
in profit from that?

So we made about $120,000.

So the real question
becomes, your next six months,

what are you going
to do in revenue,

and what are you
going to do in profits?

In the next six months, we
plan to make another $3.5 million

In sales. In sales.

Then we were planning to
make $500,000 profit there.

There we go. So that's ‐‐

That'll be the first time.
First time. Mm‐hmm.

So I have to pay a
$15 million valuation

to see if maybe, for
the first time ever,

this 4‐year‐old business can
go cash flow positive, right?

And that's really
common, though,

with a consumer
packaged‐goods business.

You've raised a ton of money,

burned through
quite a bit of it.

How much do you still
own of the company?

I still own 40%.

So you've lost control of it
through these raises, right?

Uh, technically, yes.

You know, Debbie, this
is a very expensive bet

that I'm not going to take.

I'm out.

Debbie, you want me
to ‐‐ you want me to be ‐‐

you want me to
tell you the truth?

Yes.

This? Amazing, right?

Thank you.

Lost $700,000 then lost
another couple of million,

have 1.4 million in the bank.

You burn through all
that money, and you go,

"Well, that's very
common in a startup."

What would the everyday
person say about that right now?

They'd say, "Go
make some money."

Yeah. They'd say, "Go
make some money."

The everyday person would say,

"I just lost my job
and my house."

Mm‐hmm. The everyday
person might say to you,

"You got $1.4
million in the bank.

What are you doing
for others right now?"

Instead of asking for more money,
right? That's a great question.

Yes, yeah. Yeah, but
Daymond, that is so unfair.

But that ‐‐ That's not
unfair. That's just so unfair.

That is my belief. I don't
care. That's not even a belief.

You want to lose $1.4
million, give it to me.

I'm cool with that, alright?

What about the flip side?
She's trying to create jobs.

She's trying to bust her ass,
make money, and create jobs.

What about the flip side?
She's burned through enough

to give to enough people
to create other jobs.

So that means no one
should ever start a business.

- That's socialism, Daymond.
- Daymond. Daymond.

That is so unfair.

I don't care if it's
unfair. That's my belief.

Socialism? That's Marxism.
I don't care. You know what?

When I started with my
goods, I didn't have $1 million.

I didn't have $10,000.

No, no, no. I'm not ‐‐

I'm not questioning your
belief. What I'm saying to you ‐‐

I don't care about
what they say. I'm out.

Alright. Debbie ‐‐ OK, well,
Daymond, I would like to just reiterate ‐‐

You can talk to them,
because they're so caring.

He's out.

Debbie, so...

There are some companies

that need to make
money along the way ‐‐

I'm with Daymond 100% ‐‐

but you know, I'm in tech.

Most companies
in tech have to start

with a lot of investment,

and it takes a while to
break even, so I get that.

I mean, I think ‐‐ I think
you're the real deal.

Thank you.

So I'll make you an offer.

I'll give you the
$600,000 for 8%.

I know it's aggressive,

but it's what I feel
comfortable with.

Look, the challenge of
this horrific COVID period,

as an investor, is as
trends accelerate ‐‐

in this case, going to online ‐‐

you don't know what
demand is organic,

what demand is temporary,

and so because I just don't know

what the demand drivers are,

for those reasons, I'm out.

What about 4% plus
1.5 advisory shares?

I don't care how
you get me to 8%.

Five point ‐‐ How about 5.5%?

To Mark's point, my gut tells
me you're onto something,

but there's so much
uncertainty right now,

so I'm pricing in
the element of risk.

That's why I want the 8%.

I would love to take your offer.

Done! All right!

Awesome. High five!

Thank you. Yay!

‐Congratulations. ‐Thank
you, guys, very much.

Thank you, Debbie. Great job.

I took Robert's offer,

even though it cut
my valuation in half,

because I really
think that he's going to

bring so much to the business.

In these times,

even though we're on
track to being profitable,

we always want to kind of
know what's the next thing,

and I think that
someone like Robert

can really help us
think that through

and also really help us

with a lot of the
marketing opportunities

that a Shark can bring
to a brand like ours.

A lot of entrepreneurs think,
"I'm going to start a company,

and the first thing I have
to do is raise money."

That's wrong. They
failed to learn ‐‐

That's what happened here.

Well, no, a lot of people think

just by raising money, they've
accomplished something.

It's not an accomplishment.
It's an obligation.

But that doesn't always work,
Mark. - Exactly. Exactly.

Well, I can't sleep
if I lose a dollar

of somebody else's money.

I don't like the
casual, "It's OK

burning a couple of
million to launch a brand."

She is not ‐‐

That is so disrespectful
to the hustle she's put in.

That's 100% wrong.
Yeah, that's 100% wrong.

You know how many people
are hustling? Everybody hustles.

Oh, my God. She put
four years' hustle into this?

Sometimes you got to
spend money to make money.

I know it's a cliché.
Well, you know what?

But it buys you time. You put
your money where your mouth was,

and I agree with that ‐‐
I respect what you did.

Next into the Tank

is an easier way to hold
your favorite beverage.

Hey, Sharks, my name
is Destiny Padgett,

and I'm from the small
town of Buna, Texas.

I'm seeking $200,000 for
10% equity in my company.

Sharks, around the world,
we all share a common need ‐‐

We all need a drink, am I right?

And no one likes holding a drink

that's ice‐cold wet and
dripping in condensation.

Whether you're
drinking a protein shake

from an ice‐shaker bottle,

an iced coffee
from a local cafe,

or just a brewski while
kicking it with the boys,

nobody wants
sweaty, clammy hands.

And, just like us,

our drinks come in all
different shapes and sizes.

So tell me, why don't
we have more sleeves

to fit all the beverages?

Well, Sharks, now we do.

Introducing LIT Handlers,

a revolutionary way to
consume your beverage

with style and efficiency.

These bad boys aren't just

your regular old
run‐of‐the‐mill insulators.

Our patent pending handlers
have an easy‐to‐grip handle

that's built right
into the sleeve

to help redistribute the weight.

That's not all, though.

We've also added a pocket
inside the reinforced handle,

so no more worrying about
leaving your go‐tos behind.

Easily slide your
lip balm, your pen,

or even your car key in
our cute and stylish pocket.

So tell me, Sharks.

Are you ready to
get a handle on it?

Absolutely.

‐Good job. ‐Great job.

Thank you!

So, Destiny,
before we get going,

tell us about yourself.

OK. I'm 31. I'm from Buna.

Where is Buna?

It's in the middle of nowhere.

I'm about 30 minutes
from Louisiana.

So when I was 17,
I moved to Utah.

I finished high school there,

I went to a little
bit of hair school,

I met a guy, I got pregnant,

and so then I moved to Texas.

I moved back in with my
parents, and from there,

I mean, I was pregnant,

so I had to do something
to take care of my kid.

And in 2014, I started
my first Etsy store.

And I've just been growing
and glowing since, y'all.

I have to say, this is
extremely comfortable.

Yes.

Sometimes the simplest
things are the best solutions.

But if I had to just
hold it myself like this,

it's a pain. Yeah.

This is really good.

Why can't somebody
just knock you off?

Well, I do have the
pending patents.

What's your patent on?

It on the pocket
with the handle.

Which is ingenious,
right? Where is the pocket?

It just makes it so much
easier. Oh, it's in the handle. OK.

There's no pocket. I
could put my pen in here...

There is. Your
spoon was in it. Oh.

So I could be ready to sign
a contract at any moment.

That's right. On
the ready.

OK, what's your best seller?

It's really a tie between
this slim that's in your hand,

the pint‐size ice cream,
and the 30‐ounce size.

Do you make these by hand?

No, sir. No.

They're manufactured
overseas in China.

So what are your
sales, Destiny? Wow.

Year to date, we are at 630.

‐Whoa! ‐Wow! ‐Nice!

$630,000? What?!

Yeah. Thousand?

Yes, sir. Daaaang!

‐Wow. ‐Whoa!

Wow, this story got
really interesting real fast.

That's crazy. Yeah.

I have to admit,

I thought it was a
total piece of

but it's actually pretty
good. -

It's an easier way to eat ice
cream, that's for sure. Right?

It is. Does somebody
else make one

with a handle and no pocket?

So, right after I did
my first run of these,

before I had the pocket,

someone in China, they
started trying to sell them.

Oh, you were getting
knocked off. Yes.

On the 30‐ounce size.

With the pocket or without
the pocket? Without the pocket.

You own 100% of
the company? 100%.

Do you have any loans? Nope.

And what do you think
you're on track to do this year?

It's amazing. Thank you.

I'm on track to do $780,000.

Wow.

So how much does
this cost you to make?

Let's just say this size.

That size costs
me $1.20, landed.

For wholesale, we
sell them for $3.19

in minimums of three,

and retail on that is $8.99.

Our biggest size,
the 30‐ounce size,

it costs me $1.60.

Wholesale is $4.44,
minimum of three.

Retail on that is $12.99.

Destiny, I gotta tell you ‐‐

you are a wolf in
sheep's clothing.

Thank you.

You know, you came out here

and you're bubbly
and you're fun,

and then, bam! Cuban: Boom!

You know your numbers.

What percentage of
your sales are wholesale,

and what percentage are retail?

It is split right
down the middle.

Is it from Etsy, mostly,

or do you also sell
from your own website?

I sell from my website,

I sell from Etsy, and
I sell on Amazon.

And what will you net this year?

I'm hoping I net
around $200,000.

Yeah! Wow! Nice.

So what do you
need the money for?

Um, I really want y'all.

I ‐‐ With the money, though,
I would just keep growing.

I really want help
with licensing ‐‐

I want to be able
to do sports ones,

I want to be in bookstores,
college bookstores.

I didn't go to college for this.

So, my dad was an entrepreneur.

My mom was a photographer.

All six of their kids
are entrepreneurs.

I have a little pool of
people that I can call

and ask things to,

but they've never done
anything on this kind of scale.

How's that feel to be in a
family of entrepreneurs?

Two parents and one of six kids,

and you're the
kick‐ass entrepreneur.

My sister hates it.

Listen, Destiny,
it's a simple business,

but it's working.

I like it. I don't have LIT
Handlers in my portfolio.

So I'll make you an offer.

I'll do it for 20%. I'll
give you 200 grand.

OK. 200 for 20.
That's somewhat ‐‐

Wow. Yeah.

Wasn't expecting that, Kevin.

Listen, I want to
get in the family.

Wow.

We would welcome
you in with open arms.

Destiny, you've
done an amazing job

of growing this business.

I mean, truly, I really don't
think you need an investor.

I think you've done
an incredible job,

and I think
you'll figure it out.

So I appreciate the
opportunity, but I'm out.

Thank you, Mark. I'm sorry.

I'm the tall one.

Thank you.

Destiny, congratulations.

I mean, lots of
people can get sales.

Not a lot of people can
get $200,000 in profits

and just be getting
started. Mm‐hmm.

So, I mean, what you've
accomplished is incredible,

but I don't think it'd
be a great fit for me.

But for those reasons, I'm out.

Alright. Thank you,
Mark. You're welcome.

I got the name right
this time, y'all. Yeah.

I really don't think
that you need a partner.

You're already there.
You're on all the platforms.

You're getting your
own manufacturing.

You really picked good ‐‐
good designs. Thank you.

I wish you good luck.
I'm out. Thank you, Lori.

Daymond, what
are you going to do?

I guess ‐‐ Hey, listen.

If I have to roll up my
sleeves with my team on this,

then we're just going
to need a little bit more.

I'll offer you $200,000 for 25%.

OK. So we have 25% and 20%.

I'm going to raise mine to 25%.

I'm better than he is.

Mm! Oh, my g‐‐

So now you got to choose.

Because I've been
in this space now,

we know who the premium
companies are to sell goods to

that are going to put logos on,

and we're already
talking to them. Mm‐hmm.

And that's why I feel
the value is there,

because we could probably
increase the company

by a large amount

and then get you
what you want ‐‐

licensing and all
that kind of stuff.

So that's where I
feel the value is.

Yeah. Would you be
willing to go to 20%?

If you do it right now
and don't look at Kevin.

Done. Alright!

There we go. Oh!

Congrats. Well,
I'm glad I saved you 5%.

Congratulations, Destiny.

Thank you. I appreciate
it. Thank you, Destiny.

Thanks, y'all.

‐She's great. ‐How fun was she?

I think she's terrific.

I just made a deal with Daymond.

This means everything.

This means we're going to grow

and be a multimillion‐dollar
company.

Next up is a product

to aid an important
childhood milestone.

Hola, Sharks.

My name is Judy Abrahams.

I am from San Andrés
Island, Colombia,

and I am the Queen
of Potty Training.

And I am Chris Guerrera,

and I am the King
of Manufacturing.

We are seeking $300,000

for 10% of our company... Dang.

The Super Potty Trainer.

Wow.

Sharks, potty training
can be stressful,

scary, and a messy experience

for both the parent
and the child.

So, let's say adiós
to those bulky tops,

bye to those soiled seats,

and say hello to the
Super Potty Trainer,

the perfect training device

to quickly and safely
potty train your child

to go like a pro. Like a pro.

So Sharks, let
me show you how it works.

Simply take your
Super Potty Trainer,

lift up your toilet seat,

place the Super Potty
Trainer in position,

lower your seat, and that's it.

The Super Potty Trainer
has a steady back support

that allows the child

to sit directly on
the toilet on day one.

Also, the Super Potty
Trainer has some nonskid pads

that makes it adjustable. Wow.

The Super Potty Trainer
is the real deal here ‐‐

is the real tool to potty
train your child in no time.

So Sharks, let's fill your
banks with a lot of cash.

‐Yowza. ‐Whoo!

Yowza.

Let's get down to business...

With the Super Potty Trainer!

Ha! ‐

Uh, great idea. Great idea.

Yay! I have a
question, Judy, though.

Won't the baby's
back just push it back?

Because I have 2
1/2‐year‐old twins,

so I'd have it
right at the front.

Wouldn't they push it back
right away when they sat on it?

No, because you have
the nonskid pads. Yeah?

So if the child is small,
you move it forward

and it doesn't move.

It doesn't move.
It does not move.

So with the weight of the
child and the nonskid pads,

that's your break.

And it grows with the child.
You don't need anything else.

That is a cool idea.

It's a really good idea, yeah.

So, tell us about you. How
did you come up with this?

So back in 2012,

I was trying to potty
train my daughter.

She was struggling,

so I quit my job
to potty train her.

‐You quit your job?
‐You quit your job?

I quit my job.

To potty train your child?

Yeah, because
when the child is afraid

of going down on the
potty, they won't go.

My daughter is deathly
afraid. It can be really stressful.

Yeah. So when they are
really afraid, they hold it.

Yes. And then ‐‐ So that's
what happened to my daughter.

So the magic moment was
when she, with her own words ‐‐

she was almost
3 ‐‐ she said, like,

"If you sit on the
toilet, I'll sit with you."

So this is what I did.

I sat down on
the toilet with her,

she sat in front of me,

so my stomach
became her back support

and she went number
two several times that day.

So that worked because
you were there with her?

Yes, I thought, at some point,

I cannot be on the toilet
the whole day with her.

So, I'm a legal assistant.

I used all that
background that I have,

and I said, "I
have an invention."

So that day, I did
all the legal research

and I filed for a patent.

I have my utility patent.

And Chris, what do you
do? What's your background?

And who are you?

OK, so I'm a guy

that comes out of
corporate America.

I'm on patents for
Ford Motor Company

and ran BMW plants.

So, I come into play here
with the manufacturing side,

where we can do
all of this in the USA,

and we can do it
for $2.30 for my cost.

Wow. And with higher
volume, I can do it below $2.

Let's talk about sales.

OK, so we launched
this in March.

Wow.

Lots of good sales
volume with a big, big box.

Who? Walmart.

OK, sales, sales.

So, in six months,
we're at $65,000 in sales.

How many stores are you in?

Just under 400.

Chris, that's not exciting.

What's your packaging look
like? Do we see it? That's it.

Just this? With the sticker?
No, it's in a display box.

Stay on the numbers.
Stay on the numbers.

$65,000. Right.

Breaking news ‐‐ you're
not worth $3 million.

Well, hang on, Kevin. There's more
to the story. - Kevin, wait.

I need to finish telling you the
numbers. - They're not done yet.

OK. OK.

So, now, Walmart's going to
carry us through next spring.

Yes. And they made a
commitment to put us in 4,800 stores

which is a $1.1
million P. O. Yes.

And Menards just
made a commitment

to put us in 350 stores. Yes.

So you have a $1.1
million purchase order?

I ‐‐ I have in talks of it.

I don't physically have ‐‐

Ohhh! We
don't have it yet.

‐No. ‐But they ‐‐ they ‐‐

All Sharks are still in.

However, they are concerned
about the lack of actual sales

of Judy and Chris'
business, Super Potty Trainer.

So, you have a $1.1
million purchase order?

I ‐‐ I have in talks of it.

I don't physically have ‐‐

Ohhh! I
don't have it yet.

‐No. ‐But they ‐‐ they ‐‐

Listen.

Breaking news, breaking news,

back to not where you
were with $3 million.

I think I'm just trying to
understand, because ‐‐

because if you have
a purchase order,

you have a purchase
order. I think ‐‐

So, when Walmart said to you,
"I'm giving you a commitment,"

what does that mean?

So Walmart said, with
the pandemic, right,

everybody's sales were flat
completely for two months.

There was nobody in the
stores. Not digital direct.

You know, I got to tell you,

kids are still pooing
during the pandemic.

Yep. So Walmart says,

"Let's carry you
through the holiday,

and if the sales continue to
grow the way they're growing,

we're going to put you
in all the stores for 2021."

Are you still talking
about it, or is it real?

No, it's real.

Wait.
But the P. O. isn't.

You know how many guys have
come in here, Chris... Understand.

Telling us they got their
million‐dollar Walmart P. O.?

Then we start probing... Yeah.

And it's we're talking,
we're liking, they're liking.

Chris, what
was your sell‐through

through the doors of Walmart?

What was the
sell‐through? ‐ Right.

So, 356 stores.

It's about 600 a month.

600 units a month? Correct.

Is this two units in a
month? I think you're right.

It's about two.

That's a low number.

I mean, is it the
advertising? Is it confusing?

Because I'm looking
at this toddler ‐‐

I never seen a toddler taking
a dump reading a good book.

I've never seen that.

Maybe people are thinking you're
just trying to sell a book or something.

Look, it's cute. I get it.

I think ‐‐ It's adorable.

I've just never seen
it. I'm confused.

I can tell you the
customer feedback

has been pretty strong. Yes.

So, OK, the product looks great.

I remember with my son,

trying to get him potty
trained, it was hard.

It was a pain in the butt. Yes.

But you priced it as
if you already have

three years of great results.

Yes. And you don't.

And that's the challenge,

and so for those
reasons, I'm out, guys.

I'm sorry, Mark.

Chris, you got
to walk me through that.

Like, I love the product,
but you're pricing this thing

on potential commitments
from Walmart.

You're telling me
this is worth $3 million

and you've got $60,000 in sales.

Your valuation is so nuts,

we're never going to get there.

I'm out.

You came here too early,
and you asked too much.

I'm sorry, my friends.

King and Queen of Super
Potty Trainer, I'm out.

Thank you, Kevin. Thank you.

Yeah, but, I mean,
you've seen the show ‐‐

I mean, we've been
on over a decade.

You knew we were going to
give you a problem about that.

I mean, you didn't do
your homework on that?

We did.

But then why would you
value the company so much

with literally no sales?

They t‐‐ You're very optimistic,
which you should be ‐‐

I mean, it is a great product.

But you're charging
us again on the future.

So make me an
offer, Daymond, really.

You know what? I would
insult you to make you an offer

because first of all ‐‐ Equity of the
company, don't let it go away from you.

I'd insult you, because ‐‐

How many ‐‐ How many
units do you have in inventory?

Uh, 3,500 right now.

‐3,500. ‐Wow.

So, that's, right there, the
underlying problem, right?

You know, during four
months or five months

after COVID hit,

you were unable to market those

and sell those units
direct to the customer.

I think that's what
we're all saying up here.

And then it's just
a high valuation.

I mean, listen, if
Lori was interested,

then maybe I'd come in with her,

because she's the
Queen of Poo, you know.

When it comes to number two, she's
number one. - Lori, that's why.

You know what I mean? But
‐‐ Do you really mean that?

Ha‐ha.

He's been saying
that for 10 years.

Listen.
Lori, we have to ‐‐

Daymond, if you
want to go in with me...

Please... we can go 50/50.

And my feeling is

that we would have to
give you the $300,000.

Hold on, Lori. Yep.

Are you writing me a note?

No, go ahead. Say it.

50%.

So, 300,000 for 50%.

Exactly where I was at.
See? Oh, that's so funny.

Listen, that's
better than nothing.

You got an offer ‐‐ 50%.

That's a great
offer. I'm shocked.

So we'll give you
the $300,000 for 50%,

and then we will figure
out who we license it to

and see if we can get somebody
to take this under their wing

and spread you out
nationwide in all retailers.

For me, that is what
this needs right now,

and it will sell, and
you will not regret it.

Lori, from Queen to Queen...

you
got a sweet deal,

so we'll take your offer.

Oh, good! Yay.

Thank you, Daymond, and
thank you, guys. Thank you.

And now you have made Daymond also the King
of Poo. - Well done. Congratulations.

All right, listen, you're no
fool when it comes to stool.

‐Hey, congrats, guys. ‐Thank
you, guys. Congratulations.

‐You're welcome. ‐Thank you.

Did not see that one coming.

Me either.

Oh, my God.

Lori and Daymond have no idea

what they just did to my life.

I have struggled
financially for a long time,

and I have worked so hard
for the Super Potty Trainer

because I know it's
an amazing product.

Can I get a hug?

"Shark Tank" changed my life.

I'm living the American
dream. I can't believe it.

This is amazing.

We got two Sharks, not
one. We got two Sharks!

I know. Thank you.