Shark Tank (2009–…): Season 13, Episode 10 - Episode #13.10 - full transcript

Tonight, world
renowned entertainer Kevin Hart

joins the Tank.

Kevin is a household name
in entertainment,

but he is also
a prolific entrepreneur

and seasoned investor.

I market.
I know how to reach consumers.

You made a fundamental
"Shark Tank" mistake.

Can I counter?
Ohh!

Just listen to what
you're doing right now.

I'm so frustrated
listening to this.

You're a walking billboard
of inspiration.



You have done nothing to prove
to us that you can execute.

But guess what,
Kevin? That can be us.

When I ask you that question,
I'm expecting a clear answer.

You might be my next husband.

I don't have to make
a deal here today.

I'll just marry you.

Kev. Fantastic. Pump. Pump.

Boom. Kev. Air.

Boom. Boom.

Intense. I love it.

First in the Tank is a tool

that takes snacking
to the next level.

Hi, Sharks. I'm Kevin.

And I'm Edwin, and we're
the founders of Snactiv.



We're seeking $200,000

in exchange for 10%
equity of our company.

Sharks, have a
look at Kevin here.

He really loves to snack.

I worked with Kevin
for many years,

and to call him a slob
is an understatement.

I never got things back from him

without stains or grease.

Hey, Eddie,

check out this concept
I've been working on.

Ugh, that's disgusting, man.

Dude, what was that for?

So, Sharks, as a problem maker,

I became my own problem solver.

Oh. Whoa. Whoa.

We revolutionized snacking

and created a snacking
tool of the future.

That's right, Sharks.

Working from home
in the past year,

I got tired of being
such a slob at my desk.

I'm sorry. Cheeto mouth.

That's right, Sharks.

Working from home
in the past year,

I got tired of being
such a slob at my desk.

Like many, I love
to enjoy a snack

while I'm gaming or working.

But keeping your
hands and devices clean

all at the same
time is a challenge.

I even tried using
these chopsticks,

but they're super inefficient.

So I asked myself, there's
got to be a better way.

And that was the
birth of Snactiv.

Oh, Lord.

It streamlines snacking
and keeps your hands

and devices clean
while you're working,

gaming, typing,
texting, or swiping.

It installs between your
pointer and middle finger

and keeps your hands
completely mobile and free.

By installing Snactiv,

you'll be more hygienic,
more productive,

and you'll look super cool.

It's like having an
extra pair of fingers.

That's right, Sharks.

No more dirty keyboards,

licking your fingers,
or piles of napkins.

Let Snactiv update your
snacking experience.

Who's ready to get Snactiv?
Who's ready to get Snactiv?

So, guys, can you actually
type on your keyboard

with both of those
attached to both hands?

Yes. Yeah, it's
just like this, right?

You just put it on your
fingers like this? Yeah!

And then you just pick up your
snack. - I could see it.

Like, instantly,
I just got happy.

How much does it
cost you to make them?

Landed cost right now is
$2.60 for the Snactiv. Wow.

And $2.82 for the
Snactiv with case, landed.

How'd you come
up with this idea?

It was a few months
before COVID hit,

and I was working from home.

I was snacking.

I found myself licking
my fingers, you know,

and wiping it on my shirt.

I was touching my
mouse, my keyboard.

It was disgusting, right?

You might be my next husband.

I don't have to make
a deal here today.

I'll just marry you.

So why is this worth
2 million bucks?

We're 5 1/2 months old.

We should be launching
in the next week or two,

and we did ‐‐ up to date, we
did $187,000 in sales. Wow.

I've been sitting here
writing all my notes

with it on, you know.

Perfect. That's exactly
what we want to see, yeah.

I'm such a slob, right?

I mean, my
12‐year‐old son, Jake,

literally just bought
me a new keyboard

because he wouldn't come
down to my computer in my office

because he said it
was so disgusting.

And so, yeah, this
timely and perfect.

I noticed that you
don't have lenses

in your glasses, or
am I just missing them?

Yeah, these are props.

I mean, I just wanted
to look kind of nerdy.

He got Lasik, so...

Those are fake?

Yeah. That's awesome, Kevin.

I got to be honest with you.

I like it, and I like
the simplicity of it.

It's just easy, simple, and fun.

You're not planning to
put this through retail?

This is direct‐to‐consumer
forever, right?

We have plans for retail.

We noticed a high
increase of interest in Asia,

so we actually put in place
an international dealer in Korea.

We've put it in Taiwan,

and we're working with
a Hong Kong distributor.

So world domination. Yes!

Yeah, we sold over
$50,000 in international POs.

Is it patented? We
have a utility patent.

So you have a utility
patent pending. Yes.

And did you mean to
say that you have filed it?

We filed with the accelerations,
so it has been filed.

Oh, good for you.

Alright, I like it. I'm
gonna make you an offer.

It fits into my portfolio
of crazy chicken deals.

Got to be a royalty, guys.

$200,000, I give you that.

I want a buck a unit till
I make back a million,

then the royalty
goes away completely,

but I get my 10% of
schmuck insurance

in case we sell this to IBM. Mm.

IBM?

Just saying.

So before we, you know...

Thank you for the
offer. That's an offer.

It's better than what you
started with... Absolutely.

Which was nothing.

Absolutely. I'm
very, very grateful.

I just wanted to mention
a couple other things

that we're working on.

We actually launched
a big marketing initiative

with one of the biggest food
delivery services in the nation

that are limited edition,
exclusive to their brand,

that'll be shipped to their
DashMarts across the nation.

Wow. I'd like
to call it Wonder Chop.

He's already trying
to change your name.

I mean, that's not a
good thing off the bat.

We could make
you some custom ones.

Here's what I think, right?

I think this is an
amazing product.

I love the idea. I
love the fun behind it.

I want to be involved, right?

But I think Lori would be
an amazing partner for me

in this space, as well as you,

just because of what
she does on the retail side.

Also, as a personality,

I think the idea of marketing
behind this product,

that's what I do very well.

I market. I know how
to reach consumers.

I think that Lori and myself
can really bring value to this.

What's your offer? Well, can
you let me get there, Kevin?

Stop trying to bully me.

Can you let me get there and
stop trying to bully me, please?

Alright.

Okay. How about we say
200K and we just want 20%?

Yeah, for two of us. That's it.

Thank you, guys.

We'll go 10% and 10%.

10% and 10%.

It makes us jump out of
bed and work hard for you.

I'd do the Mr. Wonderful deal.

You should say yes to that
deal before something changes.

And I can get you
better manufacturing, too.

I can get this
cost down for sure.

You're gonna make
a much better margin.

Would you guys be
willing to do at a 15%?

15%? Oh, man, don't
nickel and dime it.

Well, actually, I don't think ‐‐

Just listen to
what you're doing.

I'll drop my equity
request to 5%,

- just to squeeze their heads.
- Yeah, come on, you guys.

Honestly, two Sharks, 20%. Hart: Listen
to what you're doing right now, okay?

Listen to what you're doing

and look at the
opportunity, right?

You clearly see where the
advantages are in your favor

from taking this deal.

We don't want to
go back and forth.

Just to be competitive, I'm gonna
modify my deal. We're gonna go 20%.

I'm dropping the
royalty to 50 cents,

and I'm dropping the equity to
5%, just to squeeze their heads.

He's dropping it because he knows that
he made ‐‐ I can help you blow this up.

He knows that he made
an aggressive offer.

I'm just saying. I mean, if you
want to be global instantly...

Instantly.

Honestly, no‐brainer.
We'll take your deal.

We'll take your deal. Whoo!

It's a good go. I like it.

Let's go talk to our partners and
give them a handshake. Whoo! I love it!

You shouldn't have
came in so hot, Kevin.

‐Thank you so much.
‐We're so excited.

I love it! It's so good.

This is really good, man.

It's gonna be fun. It's so good.

Oh, you, too. Oh, my God.

Love the personalities.

Awesome. Thank you.

Love the personality. Awesome.

Loved how you came in.

These are so great. I
mean, especially now.

Yeah, feel free
to take those home.

Thank you. I love it.

I'm very disappointed, you guys.

‐Thank you. ‐Thank you.

I mean, who wants
to touch anything?

We did it, man.

Wow.

This is super exciting.

Kevin's one of the
funniest guys I know.

Kevin Hart, not Kevin Choi.

And having Lori in there,

this is gonna be great, right?

She's super good at
manufacturing, marketing.

We're just gonna
really blow this up.

I don't know why you
came in so aggressive.

My deal was much
better than yours.

It wasn't. Way better.

No, it wasn't.
It was so aggressive.

He always thinks his
deals are better than ours.

You went, "I want
a dollar off a dollar.

You give a million dollars
to me, I get my money back,

and after that ‐‐"

It was so aggressive.

Those guys had such a
nice quality about them.

You should have
lowered your tone.

You should have been
much more appealing.

I'm telling you ‐‐ And they
probably would have seen it.

They didn't see where
you were coming from.

I really like it. Lori, I'm
happy to be your partner.

I am happy to be your partner.

We're gonna blow this
up. Look at this. I love it.

I love it. Good job, Kev.

I was born in Philadelphia in
1979, grew up in the inner city.

My mother raised
two boys by herself.

My father was in and
out of my childhood.

This is Kevin
getting his act together.

He wants y'all to
see how he dance.

Of course we
struggled financially,

but my mom did a
great job being a parent.

I credit my mom for giving
me the understanding

of hard work, dedication.

What you put into something
is what you get out of it.

I did my first
stand‐up show in 1998.

My first big break was the Just
For Laughs Comedy Festival.

That comedy performance

was watched by
agents, execs, managers.

My acting career
got to be explosive

because of an amazing
producer named Will Packer.

He gave me an opportunity
to star in a movie called

"Think Like a Man," and
that movie was set up for me

to knock the ball
out of the park.

I've had 10 number‐one films.

Those films have surpassed
$4.2 billion in the box office,

and I am now the highest
paid comedian in the world.

Stardom is amazing, but I
quickly realized that stardom

only gets you so far.

I started HartBeat Productions

because I didn't
want to be the star

that was just a work for hire.

Starting a production company

meant that I could actually
be a part of the creative.

That's when the business mind
kind of kicked into overdrive.

We produce television, movies,
develop and sell original IP.

There's a literature entity.

The goal was to have something
that acts as a complete circle

that services everything in it.

Then there's another
world, the world of venture,

the VC world, so I decided
to create HartBeat Ventures.

It's all about
financial inclusion.

These are doors that were
closed for quite some time,

especially to my culture.

We have about 35 companies
that we've invested in ‐‐

Fabletics, Beyond Meat,
Therabody, Liquid IV, 8 Sleep.

We've managed to
put ourselves in position

to be a real player
in this space.

So many people feel
like you have a cap

of opportunity in life.

I don't look at it that way.

I look at it as, life presents
you with so many doors.

You just got the choice to
turn the knob and open them.

Where I come
from, the little kids

that look like me, we're
not expected to make it.

We're not expected to
see the higher levels of life.

It's a fact.

My story does a lot
more for those kids

than people may think,

to show that the dream is real,

to say, "Hey, I came
from the same place.

I put my head down. I worked.

I got opportunities. I
made the best out of them.

But it's possible for us
all if we truly believe."

So as HartBeat Ventures
grows, you'll see a real initiative

in closing that
big financial gap

between my culture
and mainstream America.

My success is going to
ultimately help close the gap.

Next up is a company

hoping to change the
transportation industry

with an innovative
space‐age material.

Whoa.

Make an entrance. I like it.

Hi, Sharks. My
name is Brian Yennie.

And I'm Earl Cole,

and we're from Los
Angeles, California.

Sharks, imagine
an everyday product

that fails 7 times per
second in the US alone

and generates 50 billion
pounds of toxic waste every year.

Now, imagine that same
product was first patented

way back in 1847.

1847? 1847.

That's so old, the light
bulb didn't exist yet.

Look, we have put
a man on the moon.

We have put robots on Mars.

But still, this
particular product

hasn't changed much
in over 100 years.

Know what it is?

That's right, folks.

The everyday rubber tire,

filled with air,
that still gets flat.

And that's why we started...

The SMART Tire Company,

the world's first
high‐performance, airless tires

made of space‐age materials,
using proprietary technology

first invented at NASA.

‐Wow. ‐Wow. ‐Wow.

We use an advanced
material called Nitinol.

It's a shape memory alloy
that's elastic like rubber,

yet strong like titanium.

Wow. Shape Memory
Alloy Radio Technology,

or SMART, will change the way

vehicles perform
on and off‐road.

SMART tires make
transportation safer.

They're better for
the environment,

and they're made
right here in the USA.

So, Sharks, for $500,000 in
exchange for 2.5% equity...

who wants to join us
in reimagining the wheel

and building...

The next great
American tire company,

The SMART Tire Company?

That's cool.

Let me introduce what
you're looking at here,

these big, shiny tires.

So, this is actually
a spring tire.

This was originally
designed for missions to Mars,

for lunar expeditions.

We got some
springs in front of you.

What you have right
there is some space metal.

Feel free to mash it up.

You can get rough
with this material.

Tell them about
the bike tire. Alright.

So, this is going to be our
actual first commercial product.

This is a pure
Nitinol bicycle tire

that'll absolutely,
positively never go flat.

Wow.

So you don't actually
own this technology.

You developed a tire use
with it, right? That's the idea?

Yes. Yeah. Correct.

So, have you licensed
this from NASA?

Yeah, we licensed
this from NASA.

When we talk about Nitinol,

there really are a handful
of people on Planet Earth

that work in this material.

We have exclusivity
with the bike tire

in the micro‐mobility market,

which is our go‐to‐market.

And then there's a
piece missing here,

which is the rubber
integration. Mm‐hmm.

And so, we are patent pending
on the integration of Nitinol

with rubber.

To produce any tire
on Earth... - Oh.

You're going to
need that rubber.

So those that we're seeing there

is in the raw form.

Yes. But they're going to
have to be covered with rubber?

Okay.

Do you have exclusivity
for the tire use?

That's a good question.

We actually have a Space
Act agreement with NASA.

So they are helping
us commercialize this.

But that doesn't
answer my question.

So where are you now, right?

You had access
to this technology.

Now you have to
turn it into a business.

Right. Yeah.

Tell us about that business.

We have raised $1.3
million so far in crowdfunding.

In crowdfunding? Yennie:
Equity crowdfunding.

Equity crowdfunding?

And that was with
very little effort,

and we were kind
of testing the waters.

That's not a positive, guys.

I'm not a fan of equity
crowdfunding, but go ahead.

Yeah, sure.

I think we need just
to set up the context,

because, you know,
we haven't even said

why the bike tire, right?

So the segment that
was really interesting to us

was micro‐mobility
for a few reasons.

One, it's the fastest
growing segment.

Yeah, I don't need to hear

total addressable
market type stuff.

Sure, right.

We need to know
about your company.

What it's doing, right?

Because you've
raised this money.

You've got the opportunity
to use this technology,

but you have to execute.

Yeah, of course. It's
great to envision...

And who are you guys?
So, envision, execute, exit, right?

I think it'll help answer
how you're going to execute

if we understand who you are
and what's your background.

Okay. So I've been a
software engineer for 23 years.

I've worked for education
companies, gaming.

Was employee number one
at a home staging company.

I'm a serial entrepreneur,
just like Brian, you know.

You're not an astronaut?

Alright, I've been exposed.

So I have a big
business strategy

and marketing background.

Worked at some of the top
media companies in the world,

and all of that has been a
culmination to where I am now,

to where we're able to
handle a big task like this.

You know, the reason why
we got a Space Act agreement ‐‐

because we presented
the best argument

and the best strategy to NASA,

to where they trusted us to give
us that Space Act agreement.

You guys keep on
going back to that.

Okay, we know that,
right? ‐We've heard that.

At some point, we want
to invest in a business.

Yeah, right. Well, we've
opened up a 5,000‐square‐foot laboratory

to get things started.

So that is the infrastructure
for the tire business.

So we're buying equipment,
we're hiring people. To do what?

To do work, to build prototypes, to
continue ‐‐ To make the bicycle tire.

‐ Our first product is the bicycle tire.
‐ To bridge the gap between ‐‐

Do you get to go to
the car tire in your deal?

So how we get to the
car tire ‐‐ Couple of things.

There's a reason
we're very focused

on the rubber integration.

Now, yes, there's some
big tire companies out there.

They have a lot of resources.
Absolutely competition.

If they can't put
rubber on a tire,

they're not putting
it on their own.

So you're saying
you could corner it

and they'd have to pay you
a royalty to build their line

of big brand tires.

Is that the strategy?
Essentially, yeah.

That's our IP... versus big and
small. And you are patenting it, right?

So we're patent pending on that.

Okay, how much are
they going to cost for me?

We're still optimizing the
product, the final product.

Like, we're still early stage,

we're pre‐revenue, but
we're optimizing everything.

We want to do this correct. Are they gonna
be five times the price of a regular tire?

‐Okay, look, look, listen
‐‐ ‐Not five times, yeah.

Let's focus on
one thing, right? Yeah.

What does it cost
you to make the tire?

I want to start here.
Yeah, absolutely.

The tire, the Nitinol material
costs about $150 a pound.

So, we don't know what
that means. What does that mean?

How many pounds in a
tire? ‐ To make one tire ‐‐

Right. So, to make one
tire... Break it down for me.

You need to be under a pound.

You're going to have a heavy tire,
for a bicycle. Listen to me. Listen.

Yes. I don't know NASA.

I don't know. I'm ‐‐ I'm
lost at that language, right?

Yes. Yeah. Give me
a simplistic answer.

How much money does it cost
to make that thing right there?

That thing right
there... How much?

Costs us around
$150, $200. $150?

So how much
you gonna sell it for?

Right. So we're going to
sell wheel sets to begin with

because it's a premium product
integrated with carbon fiber.

You better believe
it's a premium product.

And how much are you
going to sell them for?

The wheel set will
be around $2,500,

$3,000 for the wheel set.

Oh!

Whoa, I could buy
a bicycle for that!

No wonder you
didn't want to tell us.

All Sharks are still in,

but they're concerned
about the high cost

and lack of a
clear business plan

for Brian and Earl's tires made
from space‐age technology,

The SMART Tire.

Right now, the goal is
to eventually get to cars.

If you're selling these, a set
for a bike, at $2,500, $3,000,

when you get to cars, what
are we selling it for? A million?

Are you talking about
15 to 20 grand for a set?

10 grand? How much is this?

No, that's not the plan. So when we
get to cars, we'd be selling just the tire.

So if you imagine
this tire right here,

this would cost around
$700, $800 for the tire,

which matches
up with like a sport,

you know, high‐end tire.

We're just not there yet.

You know, listen, guys, I
think the concept is really smart.

Tires are a pain in the ass.

I mean, nobody wants to
have to fill them with air.

Nobody wants to come
back and find their tire's flat.

But it's just right now,
you're too early for me.

I'm regretfully out.

Look, you guys had
this NASA opportunity.

‐You grabbed it,
right? ‐Yeah, mm‐hmm.

Can't blame any
entrepreneur for wanting that.

Now you have this big
vision that you put up on

this equity crowdfunding site,
and you sold the big vision.

Great. Now you figure
you get onto "Shark Tank,"

and you're trying to sell
the shiny object, big vision.

You have done
nothing to prove to us

that you can execute
on that big vision.

Not one operations
comment at all,

not one execution
comment at all.

So the only comment
left is, I'm out.

You know, guys, I don't
agree on your strategy.

I agree the technology works.

It's intriguing, but the
world does not need

another tire manufacturing
distribution company.

They already exist. It's
a very mature market.

And so at the end of the
day, the strategy should be that

if you've lock up these rights,

why don't you go to a
giant tire manufacturer

that already has
all the distribution

and manufacturing facilities
and license it to them?

Why are you trying
to reinvent the wheel,

and I really mean
reinvent the wheel,

by starting
manufacturing facilities?

I mean, I can't even
comprehend how expensive

and how long that would take.

I'm so frustrated
listening to this.

I want to wra‐‐ No,
I shouldn't say that.

Anger ‐‐ Anger management.
Anger management. I'm out.

Look, as a
car enthusiast, right,

you were talking about
going into the world of cars.

I got interested for a second
because I wanted to know,

oh, man, maybe there's a
dope connection here. There is.

To his point, while
attaching yourself

to a brand that exists,
that already has success,

you're giving that
brand another tier,

I just feel like it's
a smarter route.

You didn't do a good job

of presenting the business
within your business.

You gave me some jargon
that I didn't understand.

I was waiting for the
pieces to the puzzle

that I could understand.

And as an investor, I
don't ever want to not know.

I didn't know what was going on.

It's way too early,
it's way too expensive,

so I'm going to
have to say I'm out.

The bottom line is,

and I think you've heard
it five different ways,

it was very confusing,
and it's a shame.

So I'll join my pals
here and say I'm out.

Good luck, guys. Okay, thank
you so much. Appreciate it.

Thank you.

‐Bye‐bye. ‐Good luck.

So, I think the
Sharks got a little stuck

on some of the
initial issues they had.

And I think if they
understood the full business,

they would see a lot more here.

We have a waiting list
of over 6,000 customers

waiting to buy these bike tires,

and we couldn't even
get that out to tell them.

It's like there's so
much we wanted to say,

but, you know, it's fine.

You know, we know we're
still going to raise a lot of money

and change the world.

Next up is a business

that creates meaningful
connections for fans.

Hey, Sharks. I'm Keithan.

Hi, I'm Quiante.

We're here from
Chicago, Illinois,

and we're seeking
$500,000 for 15% equity

in our company, Candi.

Sharks, imagine this.

Think back to
when you were a kid.

Think about your
favorite celebrity or athlete

that you always wanted to meet.

Now, imagine if
you had the chance

to actually meet that person.

Maybe it's a movie star.

Maybe it's a 5'5"
comedic rock star.

Who knows?

But imagine if you had a chance
to actually talk to that person.

I'm not talking about
an impersonal video

where the celebrity really
doesn't know who you are.

I'm talking about the
chance to really interact

with that person.

Sounds like a dream, right?

Well, at Candi, we're
making dreams come true

with one memorable
meet and greet at a time.

Candi is a social network
that allows fans to video chat

with their favorite
celebrities and influencers.

But don't just
take our word for it.

Take the word of Grammy
Award‐winning artist Mya.

Hey, Keithan. Hey,
Quiante. It's Mya here.

You look amazing in
that dress, by the way.

And hello, Sharks.

It's such a pleasure to
be in the Tank with you.

I love being on Candi so I
can chat with fans just like you,

and I hope that you
give them a great deal.

Much love, everyone.
Peace and blessings.

So Sharks...

Which one of you wants to walk

the red carpet with Candi?

So is this a business that you
already have up and running?

Yes, so we launched
in April of 2020.

Since launching, we've
made about over $100,000.

What's the business model?

Let's say I want to talk to
Kevin Hart. What happens?

Yeah, absolutely.

So each celebrity sets
their rate for a five‐minute

virtual meet and greet.

Of that rate, they keep
75%. We earn 25%.

How it works is you
come to our website,

you find Kevin's profile,

you suggest the time that
you would like to meet with him.

Our team coordinates to
try to make that happen.

Does Kevin set his price? Yes.

Each celebrity
sets their own rate,

but obviously, we
consult with them.

What's the lowest
and highest price?

Yeah, we have celebrities,

TikTok influencers as low
as, you know, 5 or 10 bucks,

and we have Chaka
Khan is 400 bucks.

What's the engagement that
you've had with your customers,

and how big is the platform?

Absolutely. So we have over
350 celebrities and influencers.

To date, we've done over
2,000 meet and greets.

40% of our fans have used
our service at least four times.

Where are these
fans coming from?

We don't do any traditional
forms of marketing.

Right now, we get our
customers from our celebrities

posting on their social
media and through outreach.

So you're using the platform

of the celebrities
that you guys have

in hopes that you'll get
a return in engagement

from their fans to
come over to Candi?

‐Absolutely. ‐As of now, yes.

So Candi doesn't
necessarily have an engine

that they've built that you guys
are using to distribute from?

Well, we would say the
engine is the celebrities, right ‐‐

That you posting,
obviously, to your fan base.

You'd be a billionaire
if he posted once.

Yeah, exactly,
right? That's the idea.

So tell us about you.

We were really
like a cliché couple.

I was the captain of
a cheerleading team.

He was the captain
of the football team.

Following high school,

I attended the
University of Illinois,

where I graduated within
three years with honors. Wow.

And we actually had
our first son, Scotty,

my last year of undergrad,

so that was
definitely difficult.

When we launched
Candi of April of 2020,

I was four months' pregnant
with our second son, Chase.

His birthday is today.

And up until labor and delivery,

I was still working,

and the next day after I
delivered Chase... Of course.

I had to work a meet and greet,

and I had my baby on my
boob and my laptop on my knees,

so I've been
grinding ever since.

We like to say we don't really
have maternity policy at Candi.

What's your background?

So, unfortunately, I was born
to a mother who abandoned me

and my two younger brothers
when I was just 4 years old.

Fast forward a little
bit, I get to college,

I had an opportunity to
play Division I college football

at Eastern Illinois University.

I'm having the
best time in my life,

but I was unhappy because I
knew what my younger brothers

were facing on a
day to day basis.

And so after my freshman
year, I was 19 years old.

I went back and I adopted my
14‐ and 15‐year‐old brothers,

legally becoming their father.

‐That's so nice. ‐Mm!

So I was a full‐time

Division I college athlete.

I was a single father
of two teenage boys,

and I also graduated
undergrad in three years,

with my bachelor's
of applied engineering.

So in our house, if you
graduate with a bachelor's

in more than three years,
you're probably slouching.

Then I had the opportunity
to go to law school

at the University of
Illinois College of Law.

I graduated in three
years with honors. Yeah!

And for the past six years, I've been
practicing mergers, acquisitions, representing

some of the biggest numbers
in the world. Fabulous.

How did you think of the idea?

Yeah, absolutely.

We saw some reaction videos

from some competitors
in the industry,

and we saw how
excited fans were,

and happy and crying and elated.

And we said, how
amazing would it be,

instead of someone
giving you the phone

and saying, "Press play,"

they gave you the phone
and Barbara was actually there

to have a conversation with you?

How much more personal
that experience would be.

The first thing to
understand is this ‐‐

We have no
experience in Hollywood,

no connections.

I'm not a manager, she's not an
agent, no connection. Good for you.

We were everyday
people sitting on our couch.

In the first week from us having an idea of
really trying to push Candi to being live,

we got 26 influencers
and celebrities in one week.

How we do that is hustle.

You guys are
asking for $500,000.

What are you gonna
do with the money?

So, we want to do three things.

Most importantly, we want
to have better technology.

Yes, we do want an app.

And two, we want
to hire more team

for our talent acquisition

so we can hone in
on more quality talent.

And lastly, we want to
increase our marketing efforts.

So, you really need an
app, because it's very hard

to get people and acquire
customers and fans... Yes.

I mean, just out on the web.

I think what's even harder is,

you know, the
talent pool, right?

The talent pool is going
to guarantee you a return,

which is where
I'm having trouble,

because, you know, these
things have existed before.

And the reason why they
come far, few, and in between

in a place of success
is because they fall apart

based on not being able to stay
true to what the commitment was.

And I just don't
know if there's a world

where you can guarantee
that type of talent.

Yeah, no one's saying
it's a bad business for them. It's not.

Right? Look, if
you're doing $100,000

and you're netting
$25,000, right,

and you're working from home,

that's not a bad business,
but that's a different question

than whether or not it's an
investable business. That's the big side.

And if I can interject,
I think it is, right?

I heard you say
before, Mr. Wonderful,

you're looking for a
great business model

that you can pour
gasoline on. Right.

If you look at what we've been
able to do with no experience

in the industry, no
relationships, with no ties,

you pour a little
gasoline on that,

you're going to
have a huge fire.

Yeah, but you asked
for a lot of gasoline.

Honestly, I‐I love the
attempt, and I love the effort.

I just think it's too early to
attach myself or get involved,

even from an
investment perspective,

because we don't really know

if this is something
that not only works,

but who's to say that
somebody won't swoop in

and do the bigger
version of Candi, right?

Well, guess what,
Kevin? That can be us.

We just need your
validation, right?

We need the fact that
Kevin Hart has said

he puts his name and his
stamp on that. Life's not that way.

You don't get some golden bullet
that just builds a business. Fair.

It just doesn't happen that way.

That was a big
problem, when you said,

"Well, you know, we're
going to use our celebrities,

and then from them, in hopes

get people to come
on and X, Y, and Z."

It's a trickle effect.

You don't have an engine
right now that you're saying,

we know for sure we
have 10,000 people

that we're accessing
and that we're beating up

and that we want to start with,

and in hopes with
these 10,000 people,

well, we want to grow
some awareness in Candi.

It was all based on the
talent that you hope to get.

I think you guys came
in extremely aggressive

with the number, and
the business model,

it just didn't match the ask.

So it's honestly
too early for me.

I have to say it. I'm out.

You made a fundamental
"Shark Tank" mistake.

You asked for 500K, right?

And you only gave up
15%, and you're expecting us

to be that door
opener all the time.

That's a lot of work.
That's a lot of obligation.

And so the numbers
don't make sense to me.

So for that reason, I'm out.

I'm curious as to see, like, what
what numbers are investable?

If this was $50,000
and a flier, maybe.

But it's $500,000. It's
too much gasoline for me.

I'm out.

You're a walking
billboard of inspiration

for anybody who
would listen. 100%.

But the ask is just too much.

And like the other Sharks,

that's the reason
I'm out, as well.

I'm out. Thank you.
I appreciate that.

Thank you for your time.

‐Lori? ‐Lori?

What happened is, is
your ask was much higher

than what you've
actually sold. Absolutely.

And I'm not confident
that you're going to be able

to grow it that big, that fast,

with all the competition
that's out there already.

I'm so sorry, but I'm out.

Keithan, you guys are
smart. You will figure it out.

‐And we are. ‐Thank you, guys.

‐Thank you. ‐Thank
you. Have a good one.

We do regret the amount of the ask,
but it was great just meeting Kevin Hart.

I mean, any time you
have a guest Shark like that

that can give you
such invaluable advice,

you know, I feel
like we got a free

consulting session,
right? Mm‐hmm.

Really, is how I feel.

I'm way too familiar
with that space,

and a lot of mistakes early
on in my business career

were made in that space.

‐Oh, really? ‐Oh, yeah.

All based off of, "Oh, said
person has this many followers.

If we get them to do this, then
this is going to be a success."

And that's not true.

Can have high numbers,

but what's important is
high engagement. Exactly.

Next up is an
entertainment company

with representation
as a mission.

Hi, Sharks. I'm Manuel.

‐And I'm Geiszel.
‐And I'm Teunis.

And we are Black
Sands Entertainment.

We're currently seeking $500,000
for 5% of our company.

Sharks, America
loves entertainment,

be it movies, television,
anime, or comics.

There has never been more
content than there is today.

But there is still a struggle
to find content and characters

that represent the
Black community's

historical achievements
before slavery.

That's why we created
Black Sands Entertainment.

Black Sands is one
of the only successful

Black‐owned publishing
houses in America,

and it all started
with the flagship title

"Black Sands the
Seven Kingdoms."

And after 100,000 copies sold,

we knew a legend
had been born. ‐Wow.

Our sales are phenomenal.

But one thing that can take
a $1 million publishing IP

and turn it into a
$1 billion licensing

and merchandising IP

is to make it into
an animated series.

We are here to give
Black and brown creators

a place to tell their stories
and shine a spotlight

on the rich history
of our people.

So Sharks...

Who is ready to join
the Black Sands family?

Ooh! Okay.

Please sit back, relax.

We're going to give you
a little taste of the future

of Black Sands Entertainment.

How long has he trained you?

I did not train him.

I took him into the
wilderness for five years.

He has survived.

I forbid this battle!

You will stop nothing.
Damn it, brother!

Why must you be
like this all the time?

Ausar, you
need to think this through.

There is nothing to think about.

Blacks Sands. You
can read it and watch it.

Now let's go.

All right. Well, you know
what? I'm gonna start here.

And not just because I'm Black,

but because I understand
the value behind IP,

the want and need for it.

What's the cost that
you put into this so far?

So our animated property,
which is an eight‐minute pilot,

is $250,000.

And Teunis is
the expert in that.

He is our head of studio.

Is this all self‐engineered,
self‐developed?

Yeah, like, I've
been in the business

like 25‐plus years. Wow.

I've been with Disney,
Pixar, like major studios,

and I left all that
to join Black Sands

because it's something I
really believe in. Mm‐hmm.

And what I saw was
like a real winner.

How are you creating
a revenue stream?

Most of our revenue
stream is physical books.

That's what we do.

Currently, we're on pace to do
about 120,000 units this year.

‐Direct to consumer?
‐Direct to consumer.

And what do you sell them for?

So we sell that one for ‐‐

It costs $2 at landing,

$20 retail, and $8 wholesale.

Good for you.

$20 retail? Is that
a typical retail price?

That is the
typical retail price.

You mentioned
comic books as well.

We have a lot of comic books.

We have 12 titles that
are currently signed

to Black Sands.

The one that you
currently have in your hand

is our flagship title,

which makes the
bulk of our money.

So from comic book one to now,

what has been the progression
of sales that have gotten

you guys to that
number of 120,000?

In our first year, we did
about $40,000 in sales.

We just started in 2017.

In 2018, we did about
$220,000 in sales.

2018, we raised
capital for a DVD.

We built that.

In 2020, we had
$600,000 in sales.

This year, we're at
$800,000 in sales.

‐Year to date?
‐Yeah, year to date.

Manuel and Geiszel,
what's your backgrounds?

So I'm a military veteran. I served in
the Army. Thank you for your service.

Thank you so much.

And we took that
military background,

me and my husband
‐‐ So you're married.

Yes, we are. Did you know
anything about animation?

Anything about comic books?
We didn't know anything.

But with the
military background,

we knew how to execute
and manage a business.

And who created
the stories? Manuel.

I'm a big entertainment guy.

I constantly see the
same Egyptian story flop

over and over
again in the industry,

very detached from
the historical setting.

And so I said, I'm going to
make my own story about Egypt.

I'm going to put everybody
in the Middle East into it.

So we got Spartans,
Minoans, Canaanites.

You got the whole
Bible right there.

We got the whole
Middle East involved.

Educators, they love this stuff.

So the next big question is

your profitability
and cash burn.

This year, we're
$108,000 in the green.

How much cash do
you have in the bank?

$300,000.

To Kevin's point
on leveraging IP,

where do you see
the series going, right?

You've got to have a
place you like to see it,

because it's not a traditional
television type thing. Absolutely.

So we are eventually going
to find a distributor, right?

Let me stop you right here.

I act as a one stop
shop. I'm a distributor.

I'm a production hub.

$500,000 is a lot.

What are you
using the money for?

So the money that we're
going to get, you know,

when we get this deal, right,

is to expand the production
of Black Sands. Just like that.

You're gonna get that deal.

Manuel's got confidence. I
love that. I like it. I love that.

We do eight issues a year.

We will massively expand it.

We'll probably get to
30 different issues a year,

including pumping out at least
a full season of the main title,

and all these ridiculously
lovable characters

in the series, they
get their own series.

See, but when I ask
you that question,

I'm expecting a clear answer.

Tell me where you're
spending the money.

That's what I need to know.

Hiring artists to basically
build this pipeline.

We need writers, too,
and everything else.

These artists are like
$30,000, $40,000 each,

every single year.

All right, guys.

I do understand
what you're doing

and I understand the world.

The 5% is ‐‐ that's ridiculous.

I'm going to throw that out
the window. That can't happen.

I mean, you're asking
for an investment

and you're asking
for the added value

in you creating IP.

So I'm just going
to tell you the value

I feel like I'm bringing to
you before I give you my offer.

Okay? I own distribution
in the world of audio.

I own distribution in
the world of television.

Because of my ecosystem

and what I know we
can bring to the table,

I see the significant
value in just a brand.

And if you have a
brand and you're already

moving product in that
brand, that's of value to me

because if you do
strike gold in this space

and you get to the
world of toys, et cetera,

well, this can be ‐‐

this can be a moneymaker.

Oh, I just cursed. I'm
sorry. Whoa, big guy!

This can be a moneymaker.

So I am going to put
an offer on the table.

Wait, can I get in?
Of course you can.

You tell me if you like
where I'm at, okay? Okay.

You're asking for
$500,000 and you're saying,

we want it because
we want to bring in

the other people to help create.

Well, I already have that.
We already have those people.

So you're not paying
for that necessarily

because you'll be
accessing mine.

Kev, I'll help on the
technology, right? Okay.

I'll help on the online
distribution side of it. Okay.

But you've got
the whole pathway.

In this case, I've never
been more comfortable

about taking ‐‐
about taking an asset

and being able to
bring value to an asset.

This is what I do.

You're the green light
that they need in order

to get to the next level, right?

Look, you got
$500,000 on the table,

but we want 30%.

All Sharks are still in.

Mark and Kevin Hart

are interested in animation
company Black Sands,

but they want a much
bigger stake in the company

than the 5% they
came in offering.

This is what I do.

You're the green light
that they need in order

to get to the next level, right?

Look, you got
$500,000 on the table,

but we want 30%.

And I think that's
more than fair.

Can I counter? You're nuts.

Of course, of course.

You have to tell me
if I'm crazy or not.

$500,000 for 10%
between the two of you

and perpetuity on books.

25 cents per hardcover.

The royalty deal, no, that's
our competition as well.

‐Thank goodness I'm here. ‐No.

Because you know
as well as I do,

the grand slam doesn't
come from making per book.

It's when this gets
picked up for a movie

and turns into a franchise
and he's the producer.

I'll take the royalty.

I'll give you ‐‐ here's
the last example.

Okay. This is ‐‐ this is where
my creative mind goes as a CEO.

What I'm telling you
is that my 30% ask

is not because of the
"hypothetical" opportunity.

I'm embedding
you into my system.

I understand 100%,
but I raised capital

on that last valuation.

And to literally go six
times ‐‐ But will you ‐‐

How much have you raised?

I've raised $1 million, and
the last $500,000 was at 5%.

Yeah, but that's not the
point. It's just ‐‐ it's just ‐‐

The problem here
is there's partners,

and then there's partners.

Get the difference?

Some partners
aren't created equal.

And when you tell your
investors who you just brought in,

it's not about the
valuation that they paid,

it's the valuation
of where it's going

so they can get a
return, right? Yes.

And by the way, I
would not be asking

for this particular number

if you didn't have to
access my real resources.

You said, we're going to get
some creative people to come in,

new animation, new
stories. I have that.

That engine is already
working. It's already pumping.

You're tapping into an
ecosystem that exists.

Okay, my fans...

they want this done,
so you guys got a deal.

‐Wow. ‐Whoo‐hoo!

‐Let's go. ‐Good job.

It's a game of IP. All right?

I didn't know you
were this tough.

Thank you, thank you.

Thank you so much. Thank you.

Rats.

Thank you very much.

‐Let's go! ‐Let's go!

It's awesome.

Hey, the investors
will get over it.

Let's go, man. Yeah.

What this means is there's
going to be a Black Sands

anime hitting the top 10
list on the world, period! Yes.