Shark Tank (2009–…): Season 13, Episode 12 - Episode #13.12 - full transcript
Tonight on "Shark Tank"...
Sharks, I stole a spoon
and turned it
into money‐making madness.
‐Ahh!
‐Y Chihuahua, caramba!
Oh, my God!
That is very cool.
Say hello to HiccAway.
The only scientific
hiccup remedy.
Please let it work.
I turned my trauma into triumph.
I turned my bullies into bucks.
Yeah!
This is not a typical
swimsuit company.
I don't think
we've ever had anybody
in 13 years of "Shark
Tank" stand on that carpet
that have achieved
what you have.
You're half courageous,
half crazy.
I really want to take this
business as far as I can
and reach the full potential.
It's hard to make
Mr. Wonderful humble,
but I am humbled.
You're a rock star.
You will be sitting here
in a couple of years
in one of these chairs.
First into the Tank is a
product born from a personal need.
Hi, Sharks. My name
is Tania Speaks.
I'm 19 years old, from
Baltimore, Maryland,
and I'm here seeking $400,000
for 10% equity in my company.
Oh.
In elementary school,
everyone looks forward
to playing outside
during recess.
Me too.
Until on the playground,
I was bullied for something I
couldn't control and hated ‐‐
my bushy, thick,
unruly eyebrows.
The torture of my
peers was exhausting
until I finally decided to
make my haters my motivators
and embrace my beautiful brows.
I searched for brow products,
but nothing worked for me.
So what did I do?
Decided to make my own.
Introducing Tania
Speaks Organic Skincare,
a powerful plant‐based brow gel
that tames thick brows
and grows thin brows.
It's organic, lightweight,
contains no harsh chemicals,
and actually works
for brow growth and styling.
And it's not just our
brow gel thriving.
We created other products,
like our foaming cleanser,
resurfacing toner,
facial moisturizer,
and for the guys,
the organic beard oil.
Our products are
carefully formulated
with natural ingredients
like aloe vera,
carrot seed, and
oatmeal vanilla honey.
I turned my trauma into triumph.
I turned my bullies into
bucks by blending innovation,
beauty, and confidence
in one organic package.
So, Sharks, who's ready
to join me on my mission
to inspire everyone to
embrace the skin they're in?
In front of you are your own
products to try for yourself.
So, now, you made the comment
that the brow gel
tames thick brows... Yes.
But also helps
thin ones grow. Yes.
Can you explain to us why?
The brow gel has a dual purpose.
If you just want to tame
your thick brows, like mine,
you only apply it once
a day, just to style them,
lay them in place.
But if you want growth,
you have to be consistent
and apply it twice a day.
So you sleep in the gel,
let it stimulate the growth
while you're sleeping.
What agent helps
the hair growth?
So what we have is the sap
from the aloe vera
plant and vitamin E.
The aloe vera plant is
normally used for cuts, burns.
So when I was making my formula,
I thought maybe it
could heal my eyebrows,
because I cut my brows.
I could not take it anymore.
I cried to my mom every day,
"Can I please get
my brows serviced?"
I wanted these bushy
caterpillars off of my face.
And she would not
allow me. She said,
"You're too young to
get your brows done."
So I decided to cut them
myself with a sharp razor.
I had to go to the hospital.
I had to get stitches.
It was a traumatic experience.
Wow. I went to the stores,
tried to find something
to grow them back,
and nothing worked.
And so I just started
researching natural ingredients,
like what works to
grow hair, what works ‐‐
Good for you. And it
was just very random.
And I would actually
just bring stuff home,
any type of ingredient, and
I would just mix it together.
And that formula
started to work for me,
just the aloe vera plant
that was in my house.
Mm. That's what it feels like.
Vitamin E that was in my house.
I didn't have to do much. So
you're, like, your own clinical study?
Basically. I like to think of
myself as a little chemist.
And today is the ‐‐ Tania, with
all this work and all this effort,
how are sales going?
Sales are amazing.
Okay, so last year, I did
a million dollars in sales.
‐Whoa! ‐What?!
And you're 19?! 19.
- Let me borrow something.
- $1 million?
$1 million in sales last year,
and this year, we
have done $1.4 million.
Yeah! How are you doing that?
Year to date?
How are you doing that?
All of our sales are
fully online. What?!
How I started was sharing
my story. Oh, my God.
I went to vending events.
I went to trade shows.
I even sold in my
high‐school bathroom.
I had the line wrapping around
the school. Oh, that's awesome.
And they would buy it.
So amazing! They
would really buy it.
And so I started my website.
I made everything
myself and got it going.
You've got to be making a fortune if
it's all online. And what about school?
So last year, I netted $700,000.
Oh, my God! Yeah!
‐Not only that. There's
more. ‐Holy cow!
$700,000? You're 19 years old?
Yes. Yes. What
does your mother say?
Kevin, Kevin. Get out of
the chair. Let her sit there.
No kidding. You
can sit in my chair.
What does your mother say?
What does your mother say?
‐What did my mom say? ‐Yeah.
She said, "Buy me
another house." She loved it.
She's like, "I am the proudest
mom in the world." Corcoran: Wow.
What is the cost to make it,
and what price
do you sell it at?
It's amazing. For the brow gel,
it costs us $1.10 to make.
And we sell it for $29.
Oh! Yeah, Tania!
Highway robbery. Shame on you.
That's like talking dirty. Whoa!
Tania, how'd you get started?
So, my mom didn't have
any money to give me.
So she actually
made the investment
and took out $10,000
from her 401. Wow.
And I was able to pay
her back immediately.
And so I feel very
proud about that.
In regards to this, how
do you protect yourself
against, obviously, the trolls...
I was wondering about that.
The legal trolls who
say there's claims? Yeah.
How do you do
that in this world?
Well, that's
what I was wondering.
To be able to make the
claim that it helps thin brows,
have you done any third‐party
accredited lab testing?
We have not done that yet.
If not, you need
to, right? Okay.
Because the reality
of this world is,
when you're
climbing up the ladder,
everybody just roots for you
and holds the ladder for you.
When you get to the top,
people you've never seen before
in your entire life
will take potshots
and try to pull the ladder
out from underneath you.
You make a claim, right,
and you don't have the
research, they will sue you.
And so you've got to be
really, really, really careful.
It's insane how good you
are at what you're doing.
And if this was my
core competency,
I'd be all over it to
help you, but it's not.
So for those reasons, I'm out.
Thank you so much.
And that's why I'm here
‐‐ because I'm only 19.
So there's only so
much information I have,
and I really need help.
You're only 19, but you're rich.
Yeah. I mean, it's ‐‐
I don't think we've
ever had anybody
in 13 years of "Shark Tank"
stand on that carpet that
have achieved what you have.
But, you know, Tania, I
don't think I'm your Shark.
This is ‐‐ This is not
a product category
where I can be a spokesperson.
I mean, I try and do my deals
where I can actually speak
out and support...
you know, what the product is.
It's hard to make
Mr. Wonderful humble,
but I am humbled.
Thank you so much. I'm amazed.
But I'm out.
I really appreciate
it. Thank you.
I don't see, with
that amount of cash
that you've accrued
from your business,
why you would have
any need for any Shark.
You've done well so far. So
why would I even advise you?
But because I don't
feel like I could help you,
and I really don't think
you need the help, I'm out.
Thank you.
I am so damn proud of
you. I don't even know you.
The fact about bullies ‐‐
People are gonna
find ways to bully you.
I don't care if it's your
age, sex, gender, hair.
You know, having hair,
not having hair, bushy hair.
But you know what? For you
to be able to even overlook that,
overcome that, and
then say, "By the way,
you know what you
were bullying me about?
Why don't you buy this?"
I mean, it is
absolutely incredible.
You're a rock star.
You will be sitting here
in a couple of years
in one of these chairs.
But there's no place
here for me to add value,
and I really wish I could.
I'm proud of you. I'm out.
Thank you.
If you had said that
you knew that this works,
that you had trials, that
we knew the efficacy,
I would have given you an offer,
but you don't
have that proof yet.
So it's early for me.
I'll be watching, and
I'll be a customer.
But at this moment, I'm out.
Thank you. I
really appreciate it.
Find a lab and do that testing.
Thank you, Tania, but
we're all out. Thank you.
Okay, but I still thank
you for your advice.
Wait, wait. Tania, wait.
Wait, wait, wait, wait.
Whoa.
All Sharks
have passed on investing
in Tania's brow gel company,
Tania Speaks,
but Mark has
something left to say.
Wait, wait. Tania, wait.
Wait, wait, wait, wait.
Whoa.
Honestly, I thought somebody
was gonna make you an offer.
You know, when I said, "Okay,
this isn't my wheelhouse
and everything,"
but my wheelhouse
is helping guide
amazing entrepreneurs
like yourself
and helping them deal
with the legal land
mines that come along.
Maybe I can't help
with eyebrow cream
and some of the other stuff,
but I can give you guidance
that can help you
avoid a lot of the pitfalls.
So I'm gonna make you an offer.
Alright? Okay.
I'm gonna offer
you the $400,000.
I want 20%.
But there's also two
other contingencies.
I have a daughter who's 14...
and a daughter who's 17.
Alyssa and Alexis. And
I want them to meet you,
and I want them
to learn from you.
And maybe you'll even
learn something from them.
So those are my
two contingencies,
and that's my offer.
Thank you. I'm honored
to meet your daughters.
I really would love that.
My counter...
is $400,000 for 15%.
Oh, Mark, you've met your match.
Alright, I'm a sucker.
You got a deal. Yeah!
Yay!
Yay. Thank you!
‐Congrats. ‐Oh, my God.
Congratulations.
Thank you so much.
Thank you so much, Tania.
You're amazing. Thank you.
I'm so excited. Thank
you. Me too. Me too.
Thank you, everyone, for your
advice. I really appreciate it.
Congrats, Tania.
You're the fire.
Thank you. Thank you!
I'm just so excited!
I can't believe this
just happened to me.
Like...
Oh, my gosh. Oh, my gosh.
I couldn't have asked
for a better outcome.
Like, it was amazing. They
even said I would sit there one day
and be a Shark.
Like, that's the highest
compliment I've ever had.
I have never seen you
emotional in an offer.
What was that about? Well,
when I talk about my kids, yeah.
I saw my daughters, and
my son, for that matter,
you know, in her, and, you know,
every father has
aspirations for their kids.
You know, if I can get
her to connect to my kids,
that's more important
than the money involved.
So that's why I came back in.
In Season 12, Aaron Powell
made a deal with
Barbara Corcoran
for his cargo bikes for
families, Bunch Bikes.
You got a deal.
Yeah! Yo!
Let's see what he's up to now.
After signing the
deal with Barbara, I expected
it would be life‐changing.
But what I didn't expect
was that I would get two
Sharks for the price of one.
When Robert saw that I had
made the deal with Bunch Bikes,
he was so jealous.
He begged me to
come into the deal,
so I gave him half the deal.
Robert was a perfect
partner for this deal.
He loved the brand.
He owned two bikes.
Robert's gonna help
this company grow
because he knows how
to do licensing deals.
I'm gonna give straight talk,
see what's wrong
with the business,
and fix it before
it's a real problem.
Having two Sharks that
are both enthusiastic about bikes,
they're using the product
and giving me feedback.
Robert's riding
around with his twins,
Barbara's riding
around Central Park.
It's great to have investors
that are also users
of the product.
Unfortunately, I
wasn't on the panel
the day you came
into the Shark Tank.
If I was, there would be
no Barbara on this call.
Oh, really?
After "Shark Tank"
aired, our sales exploded.
One week after airing, we
received a purchase order
for a literal
truckload of bikes.
Since "Shark Tank,"
we've made $1.8 million.
After "Shark Tank,"
we got noticed
by a company
called Lucca & Livvy,
a premium exotic
beverage company
that uses cargo
bikes to sell products
at local markets. Over
the next five years,
they're going to buy 500 bikes,
amounting to about $2
million worth of sales.
Barbara, thank you for
having me as part of the deal.
Now let's go out there and
achieve world bike domination.
Whoo!
Whee!
What I love most about
biking with my family
is the memories that
we've created together.
We've become more connected
with our city and our community.
What I would tell
other entrepreneurs
is that it's possible
to change your path.
I used to be a teacher.
That's what I'd
always wanted to do.
But when family
came into the picture,
I took a leap of faith
and made it work.
I'm showing my kids that if
you dream it, you can do it.
And getting them to
see that in real time
makes this all worth it.
Next in the Tank is
a company that makes it easier
to have your cake
and still look great.
Hi. My name is Leila Shams.
I'm a fashion designer
from Los Angeles.
And I'm here seeking $500,000
in exchange for
10% of my company.
Sharks, we all want to
look amazing in a swimsuit,
and when we don't,
we blame our bodies.
Well, it's time we start
blaming the real enemies.
First up, the bikini.
This flimsy thing is
doing us no favors. Ugh!
And next, we have
the typical one‐piece.
No support. They're
either too short or too long.
No, thank you.
And the suits that
do have support
like to hide your curves.
So much fabric. So much draping.
Oh, it hurts my eyes!
Sharks, I believe that your suit
should support and
enhance your body.
And that's why I created TA3,
the world's most
flattering swimsuit.
Simply pull...
Oh Sorry.
Ooh. Sorry, sorry.
Wait.
Best part of the presentation.
Oh, God.
The world's most flattering
swimsuit. What I do say next?
‐"Don't believe me?"
‐"Don't believe me, Sharks."
Okay. Start over? Okay. Pick it up
‐‐ Pick it up from the previous thing.
Yeah, don't worry.
And that's why I created TA3,
the world's most
flattering swimsuit.
Don't believe me,
Sharks? See it for yourself.
Simply pull the ties on
the back of the suit... Wow.
Yowza... to reveal a
gorgeous, sculpted shape.
And that's it. Corcoran: Oh.
Let the compression and
lacing do the hard work for you.
Sharks, my suits are not
just a piece of clothing ‐‐
They're freedom.
Freedom to relax and indulge
without swimsuit stress.
So, Sharks, who wants to suit
up and cinch in a deal with me?
‐Great job. ‐Yay!
Great job, great
job. - Terrific.
Is TA3 specifically designed
for Rubenesque women?
No, it's size‐inclusive.
So, right now, I offer
extra small to 3X.
It's thick‐enough material,
so it's gonna suck you in a bit,
which is nice. Exactly.
We all want suck‐in. Exactly.
And then, here, you can
do it to as tight as you want,
but it's gonna help
accentuate your waist.
Exactly. Right? Okay.
So you did a good job of that.
Thank you so much. It's nice.
It's really the
interior construction,
where there's
double‐layer lining
along the waist and the
front. So it's a corset, right?
Yes, it's similar to a corset,
but you'll never find a corset
that is one piece.
A corset is always ‐‐
It just goes to here. Just
a thing to jam in your ribs.
Yeah, and they're woven.
They're non‐stretch.
Oh, this is very nice.
So these are stretch.
Let's say you've solved a
problem here. Okay? Uh‐huh.
I want to get into this, $500,000 for
10% imputes a $5 million valuation.
Yep. Now, what would tell me
that you've solved a
problem would be sales.
Yep. And I have sales.
I've been in business
for 13 months,
and I've done
$1.4 million. Whoa.
‐Good for you. Nice. ‐Good job.
Thank you. What did
you make on that $1.4 million?
$800,000 gross.
That's your profit?
And $500,000 operating.
How did you do that? Wow.
I'm amazing.
Like, $500,000‐
into‐the‐bank‐type profit?
Yeah. Well, I put
most of it into inventory.
Back in inventory, yeah. Yeah.
Now, Leila, I want to understand
your background a little bit.
I've been a fashion
designer for over 20 years.
I was a design
director in New York
for multimillion and
billion‐dollar brands.
So DKNY Jeans, Express, Bebe.
So I worked for those
kind of, like, big... Okay.
So you've been around.
So who are you selling to?
And how are you
selling it to them?
Direct to consumer.
Retail? Direct?
I'm only direct to consumer,
so I sell through my website.
So what did
you do to get those sales?
I do a couple things.
The first thing
was Instagram ads,
but what's been
amazing is TikTok.
People see it, and they're
just like
You know? So, I mean,
I had a customer ‐‐
I didn't pay a dime for this ‐‐
and she got 4 million
views. I sold out. Pssh!
Now, do you have a
patent on this lining?
I noticed. There's a different
lining that you mentioned. Yes.
I have a patent pending.
You do have a patent pending?
Yes. So, Leila,
it's difficult to do
any clothing, right?
So what is your return rate
off of the sales of the $1.4?
My return rate is
20%, which is...
20%...pretty on par...
For a bathing suit... if not a
little better, for a bathing suit.
I think that's a little low.
It's pretty low. Usually,
women buy two sizes,
and then they return the
one that doesn't fit. Right.
My retail is quite high,
which doesn't make people
that enthusiastic
to buy a ton of them.
What does it sell for?
We don't even know.
What does a bathing suit cost?
Let's talk about your business.
What's the sales?
What's your margins?
What's your cost
landed? All that.
So my cost altogether is $45.
Okay, what do you sell it for?
$178.
$178. Whoa.
I invested in a swimwear
company called Raising Wild.
Uh‐huh. You know what
the overreaching lesson
I learned?
That we couldn't make
the customers happy.
We had a return
rate of about 25%.
By the time we
developed one suit season
and nipped and tucked it,
we were into a new color line.
We had so much excess
inventory that we could not unload.
I think you're courageous,
now that I've walked
down that road.
You're half
courageous, half crazy.
Okay?
But, for me, I'm going to go out
because I just don't want to
go down that road once again.
Okay, but I will say... Okay.
This is not a typical
swimsuit company at all.
I believe you. It's
shaping swimwear.
I see that. And I don't think
you would find those problems
in the shapewear industry.
‐You know what? ‐Perhaps.
Congratulations on your success.
I mean, it's
enormous. Thank you.
I mean, just what you've
been able to accomplish
in such a short period of
time and make money at it.
Amazing progress, but
it's just not a fit for me.
So I'm out.
Okay.
This is not a product
category I'm going to invest in,
because I have no
connection with it.
I have an Adonis body.
I don't need any
compression. I'm pretty happy.
Listen, I'm out. Sorry.
What are you thinking
to do with the money?
Buy more inventory.
I've been sold out
almost the whole time
I've been in business, so I
want to be prepared for next year.
I'm not going
through this again.
I want to have all the inventory
I need to meet my demand,
and my demand is huge.
I'm gonna look at
my phone after this,
and I'm telling you, I've
probably sold out again.
I've got to tell you
about this inventory thing.
So, Barbara
touched on it a little.
Inventory has killed more
people in our business
than smallpox have
killed people. Right.
Once you get to
a level of, let's say,
you were doing
$100 million a year...
Yeah... and $5 million of that
was extra inventory,
times 10 years,
now you have $50
million of excess inventory
that's taking up
warehouse space.
It's seasonal, and you have to
have what we call a second door.
That means a T. J. Maxx
or Burlington to get rid of it.
And when you say that you
paid $12 for it initially, they say,
"I'll give you 75 cents." Right.
What that does is, that kills
all of your profit
over the years.
So I'm really worried
about the inventory.
So I'm out.
Oh! I can't believe this!
Wait, there's still
one Sharkette left.
Talk to me, Lori.
Listen, I think you
are a great designer.
If you get a patent,
I think your play
is going to a major player
and licensing that technology,
that thought in all
sorts of different outfits.
I would never do that.
You would never do that?
No. Well, unfortunately,
that would be my vision.
So I'm sorry.
I'm out.
Thank you very much, Leila.
Leila, thank you very much.
- Thank you.
- Good luck,
but you don't need it.
You're gonna do well.
I cannot believe the Sharks
would not give me a deal.
They are going to regret this.
This is just gonna be like Ring,
like that doorbell that
none of them invested in.
And it went That's gonna be me.
I'm gonna be the
Ring of swimsuits.
Next into the Tank
is a solution for an
annoying problem.
Hello, Sharks. I'm Ali.
I'm Amanda. And I'm Victor.
And we're here
to ask for $250,000
in exchange for 10% of
our company. - Whoa.
Sharks, are you ever
in an important meeting
in front of pretty
important people,
and all of a sudden
you get the hiccups?
Hiccups can be
really embarrassing.
They can be annoying and
sometimes even painful.
Amanda, here, try
this. Pinch your nose,
drink this glass of water
all down in one gulp,
and stand on one
leg and balance.
It didn't work.
Um, try this. Uh...
Boo!
Oh, my gosh,
Sharks. I'm so sorry.
I don't know what's happening.
Guys, allow me,
a doctor, to help.
It's time to say goodbye
to all of these silly tricks
and instead say hello
to HiccAway, the
most effective way
that you can stop your hiccups.
Amanda, just take this.
Give me that glass of water.
Just put...
And drink through it.
That easy.
Wow! My hiccups are gone.
‐Amazing. ‐How does that work?
Shocking how that happens.
You know, hiccups
are a repeated cycle
of spasms in a diaphragm,
and drinking through
the HiccAway generates
enough pressure that can stop
those spasms in the diaphragm.
It may sound complicated,
but HiccAway does all the work.
Dr. Ali here created it,
the only scientific
hiccup remedy.
Sharks, who's
ready to put an end
to those farfetched
folk remedies
and solve an age‐old problem
that affects everyone with...
HiccAway!
Okay, I got a question.
Dr. Ali, what's the
effectiveness rate?
So there is actually a
study that we did a year ago,
and we published in JAMA,
Journal of the American
Medical Association.
Yeah, I actually
subscribe to JAMA.
We show 90% effectiveness.
90% effectiveness.
But, Doc, I
don't understand this,
because I have ‐‐
Honestly, I have a really
bad hiccup problem.
It's happened to me
about four times in my life
where I have them for
probably about 12 hours.
I have to even take muscle
relaxers or Valium. No. Wow.
I just took a sip of this.
It's just like, I
don't understand.
It felt like just
regular water going in.
Sure. I can show
you, how does it work?
Several things
can cause hiccups,
such as acid reflux disease,
carbonated soda, alcoholic
beverage, or spicy food, right?
So any of these can
trigger the diaphragm here.
And then this is spasm.
Then it quick send a
message to the brain
through the phrenic nerve
and then send a quick
message to our throat
and gonna close the valve.
And this is the time you hear
the sound of "hic‐cup," right?
And this gonna go again
and again as a vicious cycle.
When you drink
through the HiccAway,
we calculated the
length and the diameter
and the valve here to reach out
when you drink water through
it to reach a certain pressure.
And this keeps the
diaphragm for, like, let's say,
5 to 10 seconds, pull it
down and keep it there.
So for 5 to 10 seconds,
these two, the diaphragm
and the valve, are closed.
The brain resets the cycle,
so the spasms stop,
and it goes away.
Wow. Interesting. Dr. Ali, do
you have any testimonials??
Yes.
I have very strange hiccups.
They sound more like burps.
And they're very painful.
Wow.
And the only thing that has
actually worked is this straw.
So I'm gonna drink it now.
Please let it work.
No hiccups.
‐Wow. ‐That's crazy.
Wow. So why
can't I get a straw...
Right. Mm‐hmm.
And close it down
so it's taking me a lot
more pressure... Right.
And I don't need this
thing? Very good question.
You know, the thing is that,
to control that diaphragm,
you need to reach
to a certain pressure.
But you feel free to try ‐‐ So I
can't emulate this with a straw?
I've got to get this? Right.
So, I'm just curious
about your background.
What kind of medical
doctor are you? Sure. Sure.
I'm a neurointensivist.
Neurointensivist means
the brain ICU doctors.
I work with patients with head
trauma, stroke, brain aneurysm,
bleeding into the head. Wow.
Anything related
to brain and spine.
Do you own 100% of the business?
Victor and I, we
have 50%‐50% share
of the business of HiccAway.
What happened to Amanda?
She's the best‐looking one here.
My niece. Actually she
works with our marketing.
So, yeah. So I'm the
head of marketing,
and I get a commission on sales.
I didn't put up any
money. I don't have equity.
I'd love to one day, but
I'm very involved in this,
and it seemed ‐‐
It is like my baby.
So what do you sell them for?
Yeah. We sell them for $14,
and they are wholesale for $6.
And what does it
cost you to make?
It costs 70 cents.
And where are you selling them?
Currently on Amazon
and our website.
And then we're actually at
a big box retailer in Texas.
We've sold 21,000
units so far... Wow.
Which is $300,000 in sales
since we launched
July of last year.
Let me get
the bidding going here
because I'm sure you're gonna
have a lot of interested people.
I'm not gonna be one
of them. I'll tell you why.
I'm one of those moms,
whenever my kid was sick,
I could never find
the thermometer.
I'm just having a problem
thinking that I'm gonna
get my hands on this.
Yeah. It's gonna be
readily there when I need it.
So I wish you luck, but I'm out.
Thank you, Barbara,
but let me tell you this.
You know, I was surprised when
I found in Forbes magazine ‐‐
Actually, they published in 2019
that hiccups was the
third most common search
in the whole world. For health.
And this is ‐‐ For
the healthcare.
People are looking for it.
But I wonder,
at the point of purchase,
how much skepticism there
would be seeing it there.
I'm not saying it
doesn't have merit.
Clearly, it does.
I'm just thinking
it's a tough sell
to convince people
that it actually is...
I think it
seems intuitive, though.
I mean, I think when
people see something out
on the market like this,
I mean, it is so unique.
I don't think there's
other ones out there.
I haven't done the research. No.
But I don't think there's
anything else out there like it.
‐No, there isn't. ‐There is not.
The issue for me really is need.
I'm just not sure
how many people feel
they need to have it.
So for those reasons, I'm out.
Guys, look, I'll
save a lot of time.
I love it.
Anything that solves
a medical problem
that really bothers people
in one way or the other
and has the
science to back it up
is a good thing, right? Yeah.
It's not something that
you're just gonna blow up
and have 100,000
units sold in a day, right?
It's a slow burn
and you want it.
It's only been around
how many years?
‐One year. ‐One year.
One year. So it's
gonna take time
for people to
know that it's there.
But this, I guarantee you,
this will become part of
everybody's medicine cabinet.
Guarantee it, right? Yeah.
So I'll make you
an offer, right,
and I just want a yes or no.
The offer is the $250,000
that you asked for,
for 20%.
I'll do it for 15%.
Good, and now
we have two offers.
Well, no, you're about
to have one offer,
so you've got to tell me if
you want to work with me.
I'll do it for 15%.
Yeah, I'm not
going to wait around,
so you guys can decide.
Sorry, you ‐‐ one
second. So you ‐‐
Sorry.
Mark, would you do 15%? No.
No, because I know
where I can get you placed.
You know, I can get you
where you would be seen.
I know if I put my name
on it and get it out there
and said people should buy it ‐‐
All the same for me.
I have products in
every big box retailer.
Yeah, but he's Chef Wonderful
and he's everything else.
Of course. What about ‐‐ Okay.
How about you, Daymond? Greiner:
Daymond, what are you doing?
Guys, and I'm not gonna tell you
I'm gonna be here waiting.
Yeah, I'm not
going to wait around.
That's okay. So it's
your decision to make.
18%? No.
Mark, you have a
deal. You have a deal!
‐Alright. ‐Yes.
Crazy. Well done. Well
done. Thank you. Thank you.
Yes, absolutely.
That was horrible negotiating.
I tried! I tried! You
tried. You tried.
We tried. He's a tough cookie.
Congrats, guys. Thank you.
Yes! We did it! Good job, guys.
Good job. Yay!
Yay, yay, yay. We got the deal!
I'm so excited that
Mark understood
the vision of HiccAway,
that we wanted
every household to have
a device in their drawer,
and I think that vision
really drew us in there,
and we're really
excited to work with him
to get us there.
Next up is an accessory line
made from a unique
recycled material.
Hi, Sharks.
My name is Tristen Amal
Ikaikamaikai'ikaneokalani
Persons.
I'm from Orem, Utah,
and I'm seeking $250,000
in exchange for
5% of my business.
Sharks, what if I told you
that I stole a spoon from
my mom's kitchen drawer,
created a ring, and turned it
into money‐making madness?
You probably
wouldn't believe me,
but that's exactly
what I've done.
Here's the tea ‐‐
I travel all around the world
collecting spoons and
inspiration, and I create
customized collections based
specifically on my experiences.
Through my social media,
I do a drop once a month,
and guess what?
Guess what? What?
It sells out in
minutes. Mi‐nutes.
My drops created
these online frenzies ‐‐
and when I say
"frenzies," I mean I literally
have people camping out
in their work bathrooms,
fighting thumb and thumb
just to try to secure a
ring before it sells out.
Do you realize
how crazy that is?
I just woke up one day and
I was the ring freaking king.
This is because I have
utilized the power of branding,
social media, and the
unique world of Gen Z
to build a fire
brand off of myself.
Sharks, I am such
a branding genius
that I can even take a spoon
that's been in
Mr. Wonderful's mouth...
and turn it into a work of art
that any of you Sharks
would be obsessed with.
So, Sharks,
who wants to put a ring
on it and spoon with me?
Let's see 'em.
Sharks, you each have your
own customized press boxes
in front of you.
You're gonna open it
and dump that cup of water
behind the box
with your name on it.
Ahh!
- Y Chihuahua, caramba!
- Whoa!
Oh, my God. That is very cool.
Thank you. Open it
up. See what's inside.
Open it up, yeah. Ahh. Wow.
Oh, that
is beautiful. Wow.
So this was a press
box I did. That is nice.
So you're getting the full
experience. - Hey!
Oh, that's a presentation.
Thank you, guys. O'Leary:
These were all made from spoons?
So that's where it started,
and then it eventually evolved,
but when I was 12 years old,
I saw a family friend
with a spoon ring,
and I told my dad I thought
it was the coolest thing,
and he took me to the garage.
We literally stole one
of my mom's spoons
and we just beat it into a ring.
Well, I wore that
ring for years.
Fast forward to when I was 17
and my dad had a heart attack.
Um... Sorry.
I remember sitting
there with him
right before he went
into open heart surgery,
and I just understood
how short life was.
He got through it, and
things were really rough,
and then my mom got
diagnosed with breast cancer. No.
And in that moment,
I had made a promise to myself
that I was never gonna
be a burden to them.
I was gonna do everything in
my power to take care of them
physically,
emotionally, financially.
So I stole my sister's camera ‐‐
so I would use it to make money,
and I had this dream
of traveling the world,
and I would just
hustle and go on a trip
and then be broke again.
And I noticed a comment
on one of my Instagram
pictures that says,
"Does anyone know where
Tristen gets his rings?"
And I was like, "Okay,
maybe I can sell some,
make some for the
people who want them,
and then I'll figure
out my next step."
Now, how long ago was
this, Tristen? This was in 2017.
So I went to the thrift store,
bought some 25 cent spoons,
threw them on my
website, and that night,
I sold out of 155 rings.
Wow.
And I made $4,000,
and I literally thought
I was ready to retire.
Like, I was coming for
your chair right there.
Eventually, I had to evolve.
Bending thousands
of spoon rings by hand
wasn't a sustainable
business model,
so I really focused
on manufacturing.
I work with a supply
chain company.
I design them start to
finish, 3D CADs, all that.
We send them over. They're made.
How many followers do
you have on Instagram?
70,000. And what
about other platforms?
I just started
posting on TikTok.
I have 15,000 there.
Fast forward to today. Yes.
What are your sales overall?
So, sales overall
are $2.1 million.
Whoa! $2.1.
Good for you.
What about year to date?
Year to date, $575,000.
Okay, so people
know ‐‐ drops is like,
is a sale that you have.
Yeah. Yeah. And it's
just a one‐time sale,
and you put out your collection
or whatever it is
you're dropping... Yes.
And when they're gone, they're
gone. They're gone. Absolutely.
How often do you
have your drops?
So I have my drops
once a month right now.
Okay, so do you sell
outside of the drops at all? No.
And what's the
average price of a ring?
$50.
So for your last drop,
how many pieces... Yeah.
And what was the total
revenue from those pieces?
So I sold 3,200 units, and
the revenue was $155,000.
Wow. Tristen,
when you do a drop,
how quickly do
your rings sell out?
This last one was
just about 24 hours.
I've had some that
are like 20 minutes.
Tristen, you're
unique. I get it.
You're a one‐man band.
I give you a $250,000, and
then you get run over by a bus.
How's that gonna work out?
So, you'd be out of money,
and I'd be so sorry for you.
But...
Infrastructure. The most honest
answer we've ever heard in the Tank.
I mean, that is a
problem here, right?
Yeah. So right now,
it's a very lean team.
I'm really proud of
myself for how far
I've been able to take things.
I'm very resourceful.
So I think from
watching this show ‐‐
literally from when
I was 10 years old ‐‐
I think instilled in me
to believe in myself.
No matter the
cards you are dealt,
you're allowed to work hard.
So the challenge, Tristen,
is how do you grow?
Yeah. Right?
Because if you
do too many drops,
it kind of defeats the whole
purpose of doing a drop. Yeah.
Is it new lines?
Is it new brands?
How do you scale this?
One would be a core collection
that is a good
introduction to the brand.
It doesn't take away from drops,
because I've worked so hard
to build that hype and I
want to be careful with it.
But I'm leaving
money on the table
when people come to my
site and there's nothing to buy.
Tristen, how old were you
when you started the business?
And how old are
you now? I was 19.
I was fresh out of high
school, and now I'm 22.
I think that you
have a very cool model here,
and this is a great
business for you,
but I don't think it's
investable for me.
I'm sorry, I'm out.
You know, I continue to evolve.
I really want to take this
business as far as I can
and reach the full
potential with it.
It's obvious that this is a very
emotional business for you.
Absolutely. For me
to give you an offer,
it would take a sufficient
amount of your company,
the proper valuation,
and then I'm gonna
break your heart.
Well, I'm here to talk.
Listen, we've all been
here long enough,
and I know the proper valuation,
so I'm not going to insult you.
I'm out. Okay.
Last year, I did
$720,000 in sales,
and I netted close
to 60% of that,
like $440,000.
So I understand that scale,
that margin won't stay the same.
For me, it's also about ‐‐
I mean, you solved
your original problem,
worried about being broke.
I mean, I look at this
as a really unique deal.
I mean, you're it.
There's nobody else.
I'm really intrigued.
So I'm gonna make
you an offer. Okay.
But it reflects the risk
inherent in this deal.
Yeah. I have a lot more
followers than you do.
Maybe some percentage of
them, I can turn into buyers.
I don't know how many. Yeah.
Because I can tell, you guys
both hit the same demographic.
Yeah, definitely.
Definitely. Absolutely.
I'm gonna give you the
$250,000. It has some terms to it.
I want to be your partner.
It's 50/50. I want 50%.
Wait a second. Silence.
I don't need the noise.
Oh, my Lord.
You're gonna have to
buy keyman insurance
in case the bus does you in,
because I am worried
about that. Okay.
And then I'm gonna work
with you to blow this up.
I have a lot of people I can
work with to make that happen.
I've got so many businesses
that are synergistic to what you do.
And he's gonna take
insurance out on you as well,
which ‐‐ that worries me, too.
Why is that good for me,
for you to get run over?
Obviously, you are
the whole business.
Not some of it. You're 100%.
Yeah. Okay?
I love that offer. Very
creative. Of course you do.
But Tristen, you know,
fashion's a very talent‐driven
business. Mm‐hmm.
You've got to have the
talent, the eye, the feel
on both the product side
and the marketing side.
Right? And to Lori's point,
is a great business for you,
but you haven't really been
able to communicate what's next.
What can you do to make this
a $5 million or $10
million business?
Because it's not just having
more drops and more rings.
So this year, I'm projecting
$1.6 million on just the drops.
Where the scaling
will come from,
I think, is the core
collection of rings,
and then I really want to
break into other categories,
and that category expansion
will just make the
brand bigger and wider.
And... Well, are you ready to
give somebody 50% for that?
I am not. Not 50%.
Well, but
think of the value I bring.
Here you are on "Shark Tank,"
right in front of Mr. Wonderful,
who gave you a fantastic offer.
50% is too much.
Counter. Well, you can counter.
Would you be willing to go...
I have an offer for you.
Okay.
Two Sharks are out.
Tristen has an offer
on the table from Kevin
for 50% of his spoon ring
company, Tristen Ikaika.
But Barbara is also interested.
I'll give you the
$250,000 for only 20%.
I'll do it for 15%. Oh,
what a creepy guy.
Whoa!
‐Ooh. ‐Wow.
Wow, Kevin!
You came down 35%?
Why did you do that?
I just feel a real
connection here.
Suddenly, a connection. You know the
old style of, in the Renaissance period,
you remember the patron
and the young artist?
That's how I feel about it.
Now you're in a funding frenzy.
Okay. Um...
Okay, so...
You got two Sharks
wrapped around your finger.
Yeah, and,
Tristen, I'll simplify it.
I just don't see
your path to scale.
In order for me to get involved,
I've got to see a path to $5 million,
$10 million, $15 million in sales.
So for those reasons, I'm out.
Okay. Um...
$250,000 for ‐‐ you're at 20%?
Yes, I am. And you're at 15%.
Okay, um...
This definitely is...
You know what, Kevin is
willing to take a deal 5% under
just to undercut me
because he's a bastard,
That's the way rolls. No,
he's not. He's Mr. Wonderful.
Yes. Kevin, you
do it all the time.
There's nothing
wonderful about you.
That's why that name
is so preposterous.
He's not the cool
you want to be.
He's an animal.
He's after the buck.
It's very bad when you have to talk down your
competitor. That's exactly what he focuses on.
I never do that with
Barbara. I celebrate her.
You just undercut
your competitor.
And you should know something.
The only reason
she's here today is
I bought her a new broom.
I'll tell you where
I'll stick that broom.
Listen, I don't know
why you'd give up 20%
when you can do a deal for 15%.
That makes no sense.
Okay. Um...
The 5% is not going
to change your life.
It really will
not. You're right.
Very expensive, long‐term.
If you're a $20 million company,
5%, you won't even
know you gave it.
Yeah. Um...
What do you want to do, Tristen?
Okay. Um...
Um...
Kevin, you have a deal.
‐Oh! ‐Aw!
- Yes, sir!
- Congratulations.
It's like sleeping
with a dragon.
‐No. ‐Oh!
I can't wait to work with
you, man. Thank you.
I'm really excited. Thank you so
much. That's fantastic. Really interested.
Go call your dad.
Good luck, guys. Thanks
for the rings. Congrats.
I like that guy.
Oh, what just happened?
Holy crap.
Oh, I feel like I'm in a dream.
Oh! Wow.
At the end of the day,
the deal with Kevin
was the right deal for me
because it was less equity,
and I'm really protective
of everything that I've built,
but I'm really excited
to just take things
to the next level with him.
I know he is amazing
at what he does
and we'll just be unstoppable.
I'm shocked. Did you think
he was gonna take my offer?
I can't believe it. John: He
did a deal with somebody
who would take
him off of life support
to charge their cellphone.
Oh,
come on. It's horrible.
You just wanted to win. You went
from 50% to 15%. From 50% to 15%.
This was because you wanted to beat
me out. - Don't be a sore loser.
That's all. There
was no love there.
50% to 15%? Come on.
Barbara, don't be a sore loser.
I'll send you a ring.
Sharks, I stole a spoon
and turned it
into money‐making madness.
‐Ahh!
‐Y Chihuahua, caramba!
Oh, my God!
That is very cool.
Say hello to HiccAway.
The only scientific
hiccup remedy.
Please let it work.
I turned my trauma into triumph.
I turned my bullies into bucks.
Yeah!
This is not a typical
swimsuit company.
I don't think
we've ever had anybody
in 13 years of "Shark
Tank" stand on that carpet
that have achieved
what you have.
You're half courageous,
half crazy.
I really want to take this
business as far as I can
and reach the full potential.
It's hard to make
Mr. Wonderful humble,
but I am humbled.
You're a rock star.
You will be sitting here
in a couple of years
in one of these chairs.
First into the Tank is a
product born from a personal need.
Hi, Sharks. My name
is Tania Speaks.
I'm 19 years old, from
Baltimore, Maryland,
and I'm here seeking $400,000
for 10% equity in my company.
Oh.
In elementary school,
everyone looks forward
to playing outside
during recess.
Me too.
Until on the playground,
I was bullied for something I
couldn't control and hated ‐‐
my bushy, thick,
unruly eyebrows.
The torture of my
peers was exhausting
until I finally decided to
make my haters my motivators
and embrace my beautiful brows.
I searched for brow products,
but nothing worked for me.
So what did I do?
Decided to make my own.
Introducing Tania
Speaks Organic Skincare,
a powerful plant‐based brow gel
that tames thick brows
and grows thin brows.
It's organic, lightweight,
contains no harsh chemicals,
and actually works
for brow growth and styling.
And it's not just our
brow gel thriving.
We created other products,
like our foaming cleanser,
resurfacing toner,
facial moisturizer,
and for the guys,
the organic beard oil.
Our products are
carefully formulated
with natural ingredients
like aloe vera,
carrot seed, and
oatmeal vanilla honey.
I turned my trauma into triumph.
I turned my bullies into
bucks by blending innovation,
beauty, and confidence
in one organic package.
So, Sharks, who's ready
to join me on my mission
to inspire everyone to
embrace the skin they're in?
In front of you are your own
products to try for yourself.
So, now, you made the comment
that the brow gel
tames thick brows... Yes.
But also helps
thin ones grow. Yes.
Can you explain to us why?
The brow gel has a dual purpose.
If you just want to tame
your thick brows, like mine,
you only apply it once
a day, just to style them,
lay them in place.
But if you want growth,
you have to be consistent
and apply it twice a day.
So you sleep in the gel,
let it stimulate the growth
while you're sleeping.
What agent helps
the hair growth?
So what we have is the sap
from the aloe vera
plant and vitamin E.
The aloe vera plant is
normally used for cuts, burns.
So when I was making my formula,
I thought maybe it
could heal my eyebrows,
because I cut my brows.
I could not take it anymore.
I cried to my mom every day,
"Can I please get
my brows serviced?"
I wanted these bushy
caterpillars off of my face.
And she would not
allow me. She said,
"You're too young to
get your brows done."
So I decided to cut them
myself with a sharp razor.
I had to go to the hospital.
I had to get stitches.
It was a traumatic experience.
Wow. I went to the stores,
tried to find something
to grow them back,
and nothing worked.
And so I just started
researching natural ingredients,
like what works to
grow hair, what works ‐‐
Good for you. And it
was just very random.
And I would actually
just bring stuff home,
any type of ingredient, and
I would just mix it together.
And that formula
started to work for me,
just the aloe vera plant
that was in my house.
Mm. That's what it feels like.
Vitamin E that was in my house.
I didn't have to do much. So
you're, like, your own clinical study?
Basically. I like to think of
myself as a little chemist.
And today is the ‐‐ Tania, with
all this work and all this effort,
how are sales going?
Sales are amazing.
Okay, so last year, I did
a million dollars in sales.
‐Whoa! ‐What?!
And you're 19?! 19.
- Let me borrow something.
- $1 million?
$1 million in sales last year,
and this year, we
have done $1.4 million.
Yeah! How are you doing that?
Year to date?
How are you doing that?
All of our sales are
fully online. What?!
How I started was sharing
my story. Oh, my God.
I went to vending events.
I went to trade shows.
I even sold in my
high‐school bathroom.
I had the line wrapping around
the school. Oh, that's awesome.
And they would buy it.
So amazing! They
would really buy it.
And so I started my website.
I made everything
myself and got it going.
You've got to be making a fortune if
it's all online. And what about school?
So last year, I netted $700,000.
Oh, my God! Yeah!
‐Not only that. There's
more. ‐Holy cow!
$700,000? You're 19 years old?
Yes. Yes. What
does your mother say?
Kevin, Kevin. Get out of
the chair. Let her sit there.
No kidding. You
can sit in my chair.
What does your mother say?
What does your mother say?
‐What did my mom say? ‐Yeah.
She said, "Buy me
another house." She loved it.
She's like, "I am the proudest
mom in the world." Corcoran: Wow.
What is the cost to make it,
and what price
do you sell it at?
It's amazing. For the brow gel,
it costs us $1.10 to make.
And we sell it for $29.
Oh! Yeah, Tania!
Highway robbery. Shame on you.
That's like talking dirty. Whoa!
Tania, how'd you get started?
So, my mom didn't have
any money to give me.
So she actually
made the investment
and took out $10,000
from her 401. Wow.
And I was able to pay
her back immediately.
And so I feel very
proud about that.
In regards to this, how
do you protect yourself
against, obviously, the trolls...
I was wondering about that.
The legal trolls who
say there's claims? Yeah.
How do you do
that in this world?
Well, that's
what I was wondering.
To be able to make the
claim that it helps thin brows,
have you done any third‐party
accredited lab testing?
We have not done that yet.
If not, you need
to, right? Okay.
Because the reality
of this world is,
when you're
climbing up the ladder,
everybody just roots for you
and holds the ladder for you.
When you get to the top,
people you've never seen before
in your entire life
will take potshots
and try to pull the ladder
out from underneath you.
You make a claim, right,
and you don't have the
research, they will sue you.
And so you've got to be
really, really, really careful.
It's insane how good you
are at what you're doing.
And if this was my
core competency,
I'd be all over it to
help you, but it's not.
So for those reasons, I'm out.
Thank you so much.
And that's why I'm here
‐‐ because I'm only 19.
So there's only so
much information I have,
and I really need help.
You're only 19, but you're rich.
Yeah. I mean, it's ‐‐
I don't think we've
ever had anybody
in 13 years of "Shark Tank"
stand on that carpet that
have achieved what you have.
But, you know, Tania, I
don't think I'm your Shark.
This is ‐‐ This is not
a product category
where I can be a spokesperson.
I mean, I try and do my deals
where I can actually speak
out and support...
you know, what the product is.
It's hard to make
Mr. Wonderful humble,
but I am humbled.
Thank you so much. I'm amazed.
But I'm out.
I really appreciate
it. Thank you.
I don't see, with
that amount of cash
that you've accrued
from your business,
why you would have
any need for any Shark.
You've done well so far. So
why would I even advise you?
But because I don't
feel like I could help you,
and I really don't think
you need the help, I'm out.
Thank you.
I am so damn proud of
you. I don't even know you.
The fact about bullies ‐‐
People are gonna
find ways to bully you.
I don't care if it's your
age, sex, gender, hair.
You know, having hair,
not having hair, bushy hair.
But you know what? For you
to be able to even overlook that,
overcome that, and
then say, "By the way,
you know what you
were bullying me about?
Why don't you buy this?"
I mean, it is
absolutely incredible.
You're a rock star.
You will be sitting here
in a couple of years
in one of these chairs.
But there's no place
here for me to add value,
and I really wish I could.
I'm proud of you. I'm out.
Thank you.
If you had said that
you knew that this works,
that you had trials, that
we knew the efficacy,
I would have given you an offer,
but you don't
have that proof yet.
So it's early for me.
I'll be watching, and
I'll be a customer.
But at this moment, I'm out.
Thank you. I
really appreciate it.
Find a lab and do that testing.
Thank you, Tania, but
we're all out. Thank you.
Okay, but I still thank
you for your advice.
Wait, wait. Tania, wait.
Wait, wait, wait, wait.
Whoa.
All Sharks
have passed on investing
in Tania's brow gel company,
Tania Speaks,
but Mark has
something left to say.
Wait, wait. Tania, wait.
Wait, wait, wait, wait.
Whoa.
Honestly, I thought somebody
was gonna make you an offer.
You know, when I said, "Okay,
this isn't my wheelhouse
and everything,"
but my wheelhouse
is helping guide
amazing entrepreneurs
like yourself
and helping them deal
with the legal land
mines that come along.
Maybe I can't help
with eyebrow cream
and some of the other stuff,
but I can give you guidance
that can help you
avoid a lot of the pitfalls.
So I'm gonna make you an offer.
Alright? Okay.
I'm gonna offer
you the $400,000.
I want 20%.
But there's also two
other contingencies.
I have a daughter who's 14...
and a daughter who's 17.
Alyssa and Alexis. And
I want them to meet you,
and I want them
to learn from you.
And maybe you'll even
learn something from them.
So those are my
two contingencies,
and that's my offer.
Thank you. I'm honored
to meet your daughters.
I really would love that.
My counter...
is $400,000 for 15%.
Oh, Mark, you've met your match.
Alright, I'm a sucker.
You got a deal. Yeah!
Yay!
Yay. Thank you!
‐Congrats. ‐Oh, my God.
Congratulations.
Thank you so much.
Thank you so much, Tania.
You're amazing. Thank you.
I'm so excited. Thank
you. Me too. Me too.
Thank you, everyone, for your
advice. I really appreciate it.
Congrats, Tania.
You're the fire.
Thank you. Thank you!
I'm just so excited!
I can't believe this
just happened to me.
Like...
Oh, my gosh. Oh, my gosh.
I couldn't have asked
for a better outcome.
Like, it was amazing. They
even said I would sit there one day
and be a Shark.
Like, that's the highest
compliment I've ever had.
I have never seen you
emotional in an offer.
What was that about? Well,
when I talk about my kids, yeah.
I saw my daughters, and
my son, for that matter,
you know, in her, and, you know,
every father has
aspirations for their kids.
You know, if I can get
her to connect to my kids,
that's more important
than the money involved.
So that's why I came back in.
In Season 12, Aaron Powell
made a deal with
Barbara Corcoran
for his cargo bikes for
families, Bunch Bikes.
You got a deal.
Yeah! Yo!
Let's see what he's up to now.
After signing the
deal with Barbara, I expected
it would be life‐changing.
But what I didn't expect
was that I would get two
Sharks for the price of one.
When Robert saw that I had
made the deal with Bunch Bikes,
he was so jealous.
He begged me to
come into the deal,
so I gave him half the deal.
Robert was a perfect
partner for this deal.
He loved the brand.
He owned two bikes.
Robert's gonna help
this company grow
because he knows how
to do licensing deals.
I'm gonna give straight talk,
see what's wrong
with the business,
and fix it before
it's a real problem.
Having two Sharks that
are both enthusiastic about bikes,
they're using the product
and giving me feedback.
Robert's riding
around with his twins,
Barbara's riding
around Central Park.
It's great to have investors
that are also users
of the product.
Unfortunately, I
wasn't on the panel
the day you came
into the Shark Tank.
If I was, there would be
no Barbara on this call.
Oh, really?
After "Shark Tank"
aired, our sales exploded.
One week after airing, we
received a purchase order
for a literal
truckload of bikes.
Since "Shark Tank,"
we've made $1.8 million.
After "Shark Tank,"
we got noticed
by a company
called Lucca & Livvy,
a premium exotic
beverage company
that uses cargo
bikes to sell products
at local markets. Over
the next five years,
they're going to buy 500 bikes,
amounting to about $2
million worth of sales.
Barbara, thank you for
having me as part of the deal.
Now let's go out there and
achieve world bike domination.
Whoo!
Whee!
What I love most about
biking with my family
is the memories that
we've created together.
We've become more connected
with our city and our community.
What I would tell
other entrepreneurs
is that it's possible
to change your path.
I used to be a teacher.
That's what I'd
always wanted to do.
But when family
came into the picture,
I took a leap of faith
and made it work.
I'm showing my kids that if
you dream it, you can do it.
And getting them to
see that in real time
makes this all worth it.
Next in the Tank is
a company that makes it easier
to have your cake
and still look great.
Hi. My name is Leila Shams.
I'm a fashion designer
from Los Angeles.
And I'm here seeking $500,000
in exchange for
10% of my company.
Sharks, we all want to
look amazing in a swimsuit,
and when we don't,
we blame our bodies.
Well, it's time we start
blaming the real enemies.
First up, the bikini.
This flimsy thing is
doing us no favors. Ugh!
And next, we have
the typical one‐piece.
No support. They're
either too short or too long.
No, thank you.
And the suits that
do have support
like to hide your curves.
So much fabric. So much draping.
Oh, it hurts my eyes!
Sharks, I believe that your suit
should support and
enhance your body.
And that's why I created TA3,
the world's most
flattering swimsuit.
Simply pull...
Oh Sorry.
Ooh. Sorry, sorry.
Wait.
Best part of the presentation.
Oh, God.
The world's most flattering
swimsuit. What I do say next?
‐"Don't believe me?"
‐"Don't believe me, Sharks."
Okay. Start over? Okay. Pick it up
‐‐ Pick it up from the previous thing.
Yeah, don't worry.
And that's why I created TA3,
the world's most
flattering swimsuit.
Don't believe me,
Sharks? See it for yourself.
Simply pull the ties on
the back of the suit... Wow.
Yowza... to reveal a
gorgeous, sculpted shape.
And that's it. Corcoran: Oh.
Let the compression and
lacing do the hard work for you.
Sharks, my suits are not
just a piece of clothing ‐‐
They're freedom.
Freedom to relax and indulge
without swimsuit stress.
So, Sharks, who wants to suit
up and cinch in a deal with me?
‐Great job. ‐Yay!
Great job, great
job. - Terrific.
Is TA3 specifically designed
for Rubenesque women?
No, it's size‐inclusive.
So, right now, I offer
extra small to 3X.
It's thick‐enough material,
so it's gonna suck you in a bit,
which is nice. Exactly.
We all want suck‐in. Exactly.
And then, here, you can
do it to as tight as you want,
but it's gonna help
accentuate your waist.
Exactly. Right? Okay.
So you did a good job of that.
Thank you so much. It's nice.
It's really the
interior construction,
where there's
double‐layer lining
along the waist and the
front. So it's a corset, right?
Yes, it's similar to a corset,
but you'll never find a corset
that is one piece.
A corset is always ‐‐
It just goes to here. Just
a thing to jam in your ribs.
Yeah, and they're woven.
They're non‐stretch.
Oh, this is very nice.
So these are stretch.
Let's say you've solved a
problem here. Okay? Uh‐huh.
I want to get into this, $500,000 for
10% imputes a $5 million valuation.
Yep. Now, what would tell me
that you've solved a
problem would be sales.
Yep. And I have sales.
I've been in business
for 13 months,
and I've done
$1.4 million. Whoa.
‐Good for you. Nice. ‐Good job.
Thank you. What did
you make on that $1.4 million?
$800,000 gross.
That's your profit?
And $500,000 operating.
How did you do that? Wow.
I'm amazing.
Like, $500,000‐
into‐the‐bank‐type profit?
Yeah. Well, I put
most of it into inventory.
Back in inventory, yeah. Yeah.
Now, Leila, I want to understand
your background a little bit.
I've been a fashion
designer for over 20 years.
I was a design
director in New York
for multimillion and
billion‐dollar brands.
So DKNY Jeans, Express, Bebe.
So I worked for those
kind of, like, big... Okay.
So you've been around.
So who are you selling to?
And how are you
selling it to them?
Direct to consumer.
Retail? Direct?
I'm only direct to consumer,
so I sell through my website.
So what did
you do to get those sales?
I do a couple things.
The first thing
was Instagram ads,
but what's been
amazing is TikTok.
People see it, and they're
just like
You know? So, I mean,
I had a customer ‐‐
I didn't pay a dime for this ‐‐
and she got 4 million
views. I sold out. Pssh!
Now, do you have a
patent on this lining?
I noticed. There's a different
lining that you mentioned. Yes.
I have a patent pending.
You do have a patent pending?
Yes. So, Leila,
it's difficult to do
any clothing, right?
So what is your return rate
off of the sales of the $1.4?
My return rate is
20%, which is...
20%...pretty on par...
For a bathing suit... if not a
little better, for a bathing suit.
I think that's a little low.
It's pretty low. Usually,
women buy two sizes,
and then they return the
one that doesn't fit. Right.
My retail is quite high,
which doesn't make people
that enthusiastic
to buy a ton of them.
What does it sell for?
We don't even know.
What does a bathing suit cost?
Let's talk about your business.
What's the sales?
What's your margins?
What's your cost
landed? All that.
So my cost altogether is $45.
Okay, what do you sell it for?
$178.
$178. Whoa.
I invested in a swimwear
company called Raising Wild.
Uh‐huh. You know what
the overreaching lesson
I learned?
That we couldn't make
the customers happy.
We had a return
rate of about 25%.
By the time we
developed one suit season
and nipped and tucked it,
we were into a new color line.
We had so much excess
inventory that we could not unload.
I think you're courageous,
now that I've walked
down that road.
You're half
courageous, half crazy.
Okay?
But, for me, I'm going to go out
because I just don't want to
go down that road once again.
Okay, but I will say... Okay.
This is not a typical
swimsuit company at all.
I believe you. It's
shaping swimwear.
I see that. And I don't think
you would find those problems
in the shapewear industry.
‐You know what? ‐Perhaps.
Congratulations on your success.
I mean, it's
enormous. Thank you.
I mean, just what you've
been able to accomplish
in such a short period of
time and make money at it.
Amazing progress, but
it's just not a fit for me.
So I'm out.
Okay.
This is not a product
category I'm going to invest in,
because I have no
connection with it.
I have an Adonis body.
I don't need any
compression. I'm pretty happy.
Listen, I'm out. Sorry.
What are you thinking
to do with the money?
Buy more inventory.
I've been sold out
almost the whole time
I've been in business, so I
want to be prepared for next year.
I'm not going
through this again.
I want to have all the inventory
I need to meet my demand,
and my demand is huge.
I'm gonna look at
my phone after this,
and I'm telling you, I've
probably sold out again.
I've got to tell you
about this inventory thing.
So, Barbara
touched on it a little.
Inventory has killed more
people in our business
than smallpox have
killed people. Right.
Once you get to
a level of, let's say,
you were doing
$100 million a year...
Yeah... and $5 million of that
was extra inventory,
times 10 years,
now you have $50
million of excess inventory
that's taking up
warehouse space.
It's seasonal, and you have to
have what we call a second door.
That means a T. J. Maxx
or Burlington to get rid of it.
And when you say that you
paid $12 for it initially, they say,
"I'll give you 75 cents." Right.
What that does is, that kills
all of your profit
over the years.
So I'm really worried
about the inventory.
So I'm out.
Oh! I can't believe this!
Wait, there's still
one Sharkette left.
Talk to me, Lori.
Listen, I think you
are a great designer.
If you get a patent,
I think your play
is going to a major player
and licensing that technology,
that thought in all
sorts of different outfits.
I would never do that.
You would never do that?
No. Well, unfortunately,
that would be my vision.
So I'm sorry.
I'm out.
Thank you very much, Leila.
Leila, thank you very much.
- Thank you.
- Good luck,
but you don't need it.
You're gonna do well.
I cannot believe the Sharks
would not give me a deal.
They are going to regret this.
This is just gonna be like Ring,
like that doorbell that
none of them invested in.
And it went That's gonna be me.
I'm gonna be the
Ring of swimsuits.
Next into the Tank
is a solution for an
annoying problem.
Hello, Sharks. I'm Ali.
I'm Amanda. And I'm Victor.
And we're here
to ask for $250,000
in exchange for 10% of
our company. - Whoa.
Sharks, are you ever
in an important meeting
in front of pretty
important people,
and all of a sudden
you get the hiccups?
Hiccups can be
really embarrassing.
They can be annoying and
sometimes even painful.
Amanda, here, try
this. Pinch your nose,
drink this glass of water
all down in one gulp,
and stand on one
leg and balance.
It didn't work.
Um, try this. Uh...
Boo!
Oh, my gosh,
Sharks. I'm so sorry.
I don't know what's happening.
Guys, allow me,
a doctor, to help.
It's time to say goodbye
to all of these silly tricks
and instead say hello
to HiccAway, the
most effective way
that you can stop your hiccups.
Amanda, just take this.
Give me that glass of water.
Just put...
And drink through it.
That easy.
Wow! My hiccups are gone.
‐Amazing. ‐How does that work?
Shocking how that happens.
You know, hiccups
are a repeated cycle
of spasms in a diaphragm,
and drinking through
the HiccAway generates
enough pressure that can stop
those spasms in the diaphragm.
It may sound complicated,
but HiccAway does all the work.
Dr. Ali here created it,
the only scientific
hiccup remedy.
Sharks, who's
ready to put an end
to those farfetched
folk remedies
and solve an age‐old problem
that affects everyone with...
HiccAway!
Okay, I got a question.
Dr. Ali, what's the
effectiveness rate?
So there is actually a
study that we did a year ago,
and we published in JAMA,
Journal of the American
Medical Association.
Yeah, I actually
subscribe to JAMA.
We show 90% effectiveness.
90% effectiveness.
But, Doc, I
don't understand this,
because I have ‐‐
Honestly, I have a really
bad hiccup problem.
It's happened to me
about four times in my life
where I have them for
probably about 12 hours.
I have to even take muscle
relaxers or Valium. No. Wow.
I just took a sip of this.
It's just like, I
don't understand.
It felt like just
regular water going in.
Sure. I can show
you, how does it work?
Several things
can cause hiccups,
such as acid reflux disease,
carbonated soda, alcoholic
beverage, or spicy food, right?
So any of these can
trigger the diaphragm here.
And then this is spasm.
Then it quick send a
message to the brain
through the phrenic nerve
and then send a quick
message to our throat
and gonna close the valve.
And this is the time you hear
the sound of "hic‐cup," right?
And this gonna go again
and again as a vicious cycle.
When you drink
through the HiccAway,
we calculated the
length and the diameter
and the valve here to reach out
when you drink water through
it to reach a certain pressure.
And this keeps the
diaphragm for, like, let's say,
5 to 10 seconds, pull it
down and keep it there.
So for 5 to 10 seconds,
these two, the diaphragm
and the valve, are closed.
The brain resets the cycle,
so the spasms stop,
and it goes away.
Wow. Interesting. Dr. Ali, do
you have any testimonials??
Yes.
I have very strange hiccups.
They sound more like burps.
And they're very painful.
Wow.
And the only thing that has
actually worked is this straw.
So I'm gonna drink it now.
Please let it work.
No hiccups.
‐Wow. ‐That's crazy.
Wow. So why
can't I get a straw...
Right. Mm‐hmm.
And close it down
so it's taking me a lot
more pressure... Right.
And I don't need this
thing? Very good question.
You know, the thing is that,
to control that diaphragm,
you need to reach
to a certain pressure.
But you feel free to try ‐‐ So I
can't emulate this with a straw?
I've got to get this? Right.
So, I'm just curious
about your background.
What kind of medical
doctor are you? Sure. Sure.
I'm a neurointensivist.
Neurointensivist means
the brain ICU doctors.
I work with patients with head
trauma, stroke, brain aneurysm,
bleeding into the head. Wow.
Anything related
to brain and spine.
Do you own 100% of the business?
Victor and I, we
have 50%‐50% share
of the business of HiccAway.
What happened to Amanda?
She's the best‐looking one here.
My niece. Actually she
works with our marketing.
So, yeah. So I'm the
head of marketing,
and I get a commission on sales.
I didn't put up any
money. I don't have equity.
I'd love to one day, but
I'm very involved in this,
and it seemed ‐‐
It is like my baby.
So what do you sell them for?
Yeah. We sell them for $14,
and they are wholesale for $6.
And what does it
cost you to make?
It costs 70 cents.
And where are you selling them?
Currently on Amazon
and our website.
And then we're actually at
a big box retailer in Texas.
We've sold 21,000
units so far... Wow.
Which is $300,000 in sales
since we launched
July of last year.
Let me get
the bidding going here
because I'm sure you're gonna
have a lot of interested people.
I'm not gonna be one
of them. I'll tell you why.
I'm one of those moms,
whenever my kid was sick,
I could never find
the thermometer.
I'm just having a problem
thinking that I'm gonna
get my hands on this.
Yeah. It's gonna be
readily there when I need it.
So I wish you luck, but I'm out.
Thank you, Barbara,
but let me tell you this.
You know, I was surprised when
I found in Forbes magazine ‐‐
Actually, they published in 2019
that hiccups was the
third most common search
in the whole world. For health.
And this is ‐‐ For
the healthcare.
People are looking for it.
But I wonder,
at the point of purchase,
how much skepticism there
would be seeing it there.
I'm not saying it
doesn't have merit.
Clearly, it does.
I'm just thinking
it's a tough sell
to convince people
that it actually is...
I think it
seems intuitive, though.
I mean, I think when
people see something out
on the market like this,
I mean, it is so unique.
I don't think there's
other ones out there.
I haven't done the research. No.
But I don't think there's
anything else out there like it.
‐No, there isn't. ‐There is not.
The issue for me really is need.
I'm just not sure
how many people feel
they need to have it.
So for those reasons, I'm out.
Guys, look, I'll
save a lot of time.
I love it.
Anything that solves
a medical problem
that really bothers people
in one way or the other
and has the
science to back it up
is a good thing, right? Yeah.
It's not something that
you're just gonna blow up
and have 100,000
units sold in a day, right?
It's a slow burn
and you want it.
It's only been around
how many years?
‐One year. ‐One year.
One year. So it's
gonna take time
for people to
know that it's there.
But this, I guarantee you,
this will become part of
everybody's medicine cabinet.
Guarantee it, right? Yeah.
So I'll make you
an offer, right,
and I just want a yes or no.
The offer is the $250,000
that you asked for,
for 20%.
I'll do it for 15%.
Good, and now
we have two offers.
Well, no, you're about
to have one offer,
so you've got to tell me if
you want to work with me.
I'll do it for 15%.
Yeah, I'm not
going to wait around,
so you guys can decide.
Sorry, you ‐‐ one
second. So you ‐‐
Sorry.
Mark, would you do 15%? No.
No, because I know
where I can get you placed.
You know, I can get you
where you would be seen.
I know if I put my name
on it and get it out there
and said people should buy it ‐‐
All the same for me.
I have products in
every big box retailer.
Yeah, but he's Chef Wonderful
and he's everything else.
Of course. What about ‐‐ Okay.
How about you, Daymond? Greiner:
Daymond, what are you doing?
Guys, and I'm not gonna tell you
I'm gonna be here waiting.
Yeah, I'm not
going to wait around.
That's okay. So it's
your decision to make.
18%? No.
Mark, you have a
deal. You have a deal!
‐Alright. ‐Yes.
Crazy. Well done. Well
done. Thank you. Thank you.
Yes, absolutely.
That was horrible negotiating.
I tried! I tried! You
tried. You tried.
We tried. He's a tough cookie.
Congrats, guys. Thank you.
Yes! We did it! Good job, guys.
Good job. Yay!
Yay, yay, yay. We got the deal!
I'm so excited that
Mark understood
the vision of HiccAway,
that we wanted
every household to have
a device in their drawer,
and I think that vision
really drew us in there,
and we're really
excited to work with him
to get us there.
Next up is an accessory line
made from a unique
recycled material.
Hi, Sharks.
My name is Tristen Amal
Ikaikamaikai'ikaneokalani
Persons.
I'm from Orem, Utah,
and I'm seeking $250,000
in exchange for
5% of my business.
Sharks, what if I told you
that I stole a spoon from
my mom's kitchen drawer,
created a ring, and turned it
into money‐making madness?
You probably
wouldn't believe me,
but that's exactly
what I've done.
Here's the tea ‐‐
I travel all around the world
collecting spoons and
inspiration, and I create
customized collections based
specifically on my experiences.
Through my social media,
I do a drop once a month,
and guess what?
Guess what? What?
It sells out in
minutes. Mi‐nutes.
My drops created
these online frenzies ‐‐
and when I say
"frenzies," I mean I literally
have people camping out
in their work bathrooms,
fighting thumb and thumb
just to try to secure a
ring before it sells out.
Do you realize
how crazy that is?
I just woke up one day and
I was the ring freaking king.
This is because I have
utilized the power of branding,
social media, and the
unique world of Gen Z
to build a fire
brand off of myself.
Sharks, I am such
a branding genius
that I can even take a spoon
that's been in
Mr. Wonderful's mouth...
and turn it into a work of art
that any of you Sharks
would be obsessed with.
So, Sharks,
who wants to put a ring
on it and spoon with me?
Let's see 'em.
Sharks, you each have your
own customized press boxes
in front of you.
You're gonna open it
and dump that cup of water
behind the box
with your name on it.
Ahh!
- Y Chihuahua, caramba!
- Whoa!
Oh, my God. That is very cool.
Thank you. Open it
up. See what's inside.
Open it up, yeah. Ahh. Wow.
Oh, that
is beautiful. Wow.
So this was a press
box I did. That is nice.
So you're getting the full
experience. - Hey!
Oh, that's a presentation.
Thank you, guys. O'Leary:
These were all made from spoons?
So that's where it started,
and then it eventually evolved,
but when I was 12 years old,
I saw a family friend
with a spoon ring,
and I told my dad I thought
it was the coolest thing,
and he took me to the garage.
We literally stole one
of my mom's spoons
and we just beat it into a ring.
Well, I wore that
ring for years.
Fast forward to when I was 17
and my dad had a heart attack.
Um... Sorry.
I remember sitting
there with him
right before he went
into open heart surgery,
and I just understood
how short life was.
He got through it, and
things were really rough,
and then my mom got
diagnosed with breast cancer. No.
And in that moment,
I had made a promise to myself
that I was never gonna
be a burden to them.
I was gonna do everything in
my power to take care of them
physically,
emotionally, financially.
So I stole my sister's camera ‐‐
so I would use it to make money,
and I had this dream
of traveling the world,
and I would just
hustle and go on a trip
and then be broke again.
And I noticed a comment
on one of my Instagram
pictures that says,
"Does anyone know where
Tristen gets his rings?"
And I was like, "Okay,
maybe I can sell some,
make some for the
people who want them,
and then I'll figure
out my next step."
Now, how long ago was
this, Tristen? This was in 2017.
So I went to the thrift store,
bought some 25 cent spoons,
threw them on my
website, and that night,
I sold out of 155 rings.
Wow.
And I made $4,000,
and I literally thought
I was ready to retire.
Like, I was coming for
your chair right there.
Eventually, I had to evolve.
Bending thousands
of spoon rings by hand
wasn't a sustainable
business model,
so I really focused
on manufacturing.
I work with a supply
chain company.
I design them start to
finish, 3D CADs, all that.
We send them over. They're made.
How many followers do
you have on Instagram?
70,000. And what
about other platforms?
I just started
posting on TikTok.
I have 15,000 there.
Fast forward to today. Yes.
What are your sales overall?
So, sales overall
are $2.1 million.
Whoa! $2.1.
Good for you.
What about year to date?
Year to date, $575,000.
Okay, so people
know ‐‐ drops is like,
is a sale that you have.
Yeah. Yeah. And it's
just a one‐time sale,
and you put out your collection
or whatever it is
you're dropping... Yes.
And when they're gone, they're
gone. They're gone. Absolutely.
How often do you
have your drops?
So I have my drops
once a month right now.
Okay, so do you sell
outside of the drops at all? No.
And what's the
average price of a ring?
$50.
So for your last drop,
how many pieces... Yeah.
And what was the total
revenue from those pieces?
So I sold 3,200 units, and
the revenue was $155,000.
Wow. Tristen,
when you do a drop,
how quickly do
your rings sell out?
This last one was
just about 24 hours.
I've had some that
are like 20 minutes.
Tristen, you're
unique. I get it.
You're a one‐man band.
I give you a $250,000, and
then you get run over by a bus.
How's that gonna work out?
So, you'd be out of money,
and I'd be so sorry for you.
But...
Infrastructure. The most honest
answer we've ever heard in the Tank.
I mean, that is a
problem here, right?
Yeah. So right now,
it's a very lean team.
I'm really proud of
myself for how far
I've been able to take things.
I'm very resourceful.
So I think from
watching this show ‐‐
literally from when
I was 10 years old ‐‐
I think instilled in me
to believe in myself.
No matter the
cards you are dealt,
you're allowed to work hard.
So the challenge, Tristen,
is how do you grow?
Yeah. Right?
Because if you
do too many drops,
it kind of defeats the whole
purpose of doing a drop. Yeah.
Is it new lines?
Is it new brands?
How do you scale this?
One would be a core collection
that is a good
introduction to the brand.
It doesn't take away from drops,
because I've worked so hard
to build that hype and I
want to be careful with it.
But I'm leaving
money on the table
when people come to my
site and there's nothing to buy.
Tristen, how old were you
when you started the business?
And how old are
you now? I was 19.
I was fresh out of high
school, and now I'm 22.
I think that you
have a very cool model here,
and this is a great
business for you,
but I don't think it's
investable for me.
I'm sorry, I'm out.
You know, I continue to evolve.
I really want to take this
business as far as I can
and reach the full
potential with it.
It's obvious that this is a very
emotional business for you.
Absolutely. For me
to give you an offer,
it would take a sufficient
amount of your company,
the proper valuation,
and then I'm gonna
break your heart.
Well, I'm here to talk.
Listen, we've all been
here long enough,
and I know the proper valuation,
so I'm not going to insult you.
I'm out. Okay.
Last year, I did
$720,000 in sales,
and I netted close
to 60% of that,
like $440,000.
So I understand that scale,
that margin won't stay the same.
For me, it's also about ‐‐
I mean, you solved
your original problem,
worried about being broke.
I mean, I look at this
as a really unique deal.
I mean, you're it.
There's nobody else.
I'm really intrigued.
So I'm gonna make
you an offer. Okay.
But it reflects the risk
inherent in this deal.
Yeah. I have a lot more
followers than you do.
Maybe some percentage of
them, I can turn into buyers.
I don't know how many. Yeah.
Because I can tell, you guys
both hit the same demographic.
Yeah, definitely.
Definitely. Absolutely.
I'm gonna give you the
$250,000. It has some terms to it.
I want to be your partner.
It's 50/50. I want 50%.
Wait a second. Silence.
I don't need the noise.
Oh, my Lord.
You're gonna have to
buy keyman insurance
in case the bus does you in,
because I am worried
about that. Okay.
And then I'm gonna work
with you to blow this up.
I have a lot of people I can
work with to make that happen.
I've got so many businesses
that are synergistic to what you do.
And he's gonna take
insurance out on you as well,
which ‐‐ that worries me, too.
Why is that good for me,
for you to get run over?
Obviously, you are
the whole business.
Not some of it. You're 100%.
Yeah. Okay?
I love that offer. Very
creative. Of course you do.
But Tristen, you know,
fashion's a very talent‐driven
business. Mm‐hmm.
You've got to have the
talent, the eye, the feel
on both the product side
and the marketing side.
Right? And to Lori's point,
is a great business for you,
but you haven't really been
able to communicate what's next.
What can you do to make this
a $5 million or $10
million business?
Because it's not just having
more drops and more rings.
So this year, I'm projecting
$1.6 million on just the drops.
Where the scaling
will come from,
I think, is the core
collection of rings,
and then I really want to
break into other categories,
and that category expansion
will just make the
brand bigger and wider.
And... Well, are you ready to
give somebody 50% for that?
I am not. Not 50%.
Well, but
think of the value I bring.
Here you are on "Shark Tank,"
right in front of Mr. Wonderful,
who gave you a fantastic offer.
50% is too much.
Counter. Well, you can counter.
Would you be willing to go...
I have an offer for you.
Okay.
Two Sharks are out.
Tristen has an offer
on the table from Kevin
for 50% of his spoon ring
company, Tristen Ikaika.
But Barbara is also interested.
I'll give you the
$250,000 for only 20%.
I'll do it for 15%. Oh,
what a creepy guy.
Whoa!
‐Ooh. ‐Wow.
Wow, Kevin!
You came down 35%?
Why did you do that?
I just feel a real
connection here.
Suddenly, a connection. You know the
old style of, in the Renaissance period,
you remember the patron
and the young artist?
That's how I feel about it.
Now you're in a funding frenzy.
Okay. Um...
Okay, so...
You got two Sharks
wrapped around your finger.
Yeah, and,
Tristen, I'll simplify it.
I just don't see
your path to scale.
In order for me to get involved,
I've got to see a path to $5 million,
$10 million, $15 million in sales.
So for those reasons, I'm out.
Okay. Um...
$250,000 for ‐‐ you're at 20%?
Yes, I am. And you're at 15%.
Okay, um...
This definitely is...
You know what, Kevin is
willing to take a deal 5% under
just to undercut me
because he's a bastard,
That's the way rolls. No,
he's not. He's Mr. Wonderful.
Yes. Kevin, you
do it all the time.
There's nothing
wonderful about you.
That's why that name
is so preposterous.
He's not the cool
you want to be.
He's an animal.
He's after the buck.
It's very bad when you have to talk down your
competitor. That's exactly what he focuses on.
I never do that with
Barbara. I celebrate her.
You just undercut
your competitor.
And you should know something.
The only reason
she's here today is
I bought her a new broom.
I'll tell you where
I'll stick that broom.
Listen, I don't know
why you'd give up 20%
when you can do a deal for 15%.
That makes no sense.
Okay. Um...
The 5% is not going
to change your life.
It really will
not. You're right.
Very expensive, long‐term.
If you're a $20 million company,
5%, you won't even
know you gave it.
Yeah. Um...
What do you want to do, Tristen?
Okay. Um...
Um...
Kevin, you have a deal.
‐Oh! ‐Aw!
- Yes, sir!
- Congratulations.
It's like sleeping
with a dragon.
‐No. ‐Oh!
I can't wait to work with
you, man. Thank you.
I'm really excited. Thank you so
much. That's fantastic. Really interested.
Go call your dad.
Good luck, guys. Thanks
for the rings. Congrats.
I like that guy.
Oh, what just happened?
Holy crap.
Oh, I feel like I'm in a dream.
Oh! Wow.
At the end of the day,
the deal with Kevin
was the right deal for me
because it was less equity,
and I'm really protective
of everything that I've built,
but I'm really excited
to just take things
to the next level with him.
I know he is amazing
at what he does
and we'll just be unstoppable.
I'm shocked. Did you think
he was gonna take my offer?
I can't believe it. John: He
did a deal with somebody
who would take
him off of life support
to charge their cellphone.
Oh,
come on. It's horrible.
You just wanted to win. You went
from 50% to 15%. From 50% to 15%.
This was because you wanted to beat
me out. - Don't be a sore loser.
That's all. There
was no love there.
50% to 15%? Come on.
Barbara, don't be a sore loser.
I'll send you a ring.