Shark Tank (2009–…): Season 13, Episode 15 - Episode #13.15 - full transcript

Tonight on "Shark Tank"...

Tonight on "Shark Tank"...

There are 50 million women today
in the United States

There are 50 million women today
in the United States

with large breasts
struggling to find support.

That ain' no hat!

This is a hat.

- Afrobeat dance parties.
- Yeah!

Get it, Kev.
Get it, Kev.

I think
you're the whole package.

I mean, you've got it all.



How are you gonna get
your money back?

Why can't they hear
other offers?

They can hear other
offers, but why? Why?

I would make a deal with you

if you hadn't done one thing

that I think is a fatal error.

Oh, no.

First in the Tank is a product

that is natural and effective.

Hey, Sharks. My
name is Sarah Moret.

I'm from Los
Angeles, California,

and I'm seeking $300,000
for 5% equity in my company.

Sharks, we spend
thousands of dollars

on fancy lotions and potions
and skincare products,



yet completely neglect

one of the most sensitive,
vulnerable parts of our skin.

I'm talking about our armpits.

Do you think about what you
put on your pits every day?

I didn't until I learned

that most conventional
antiperspirants

are made out of this.

And I didn't want
this going on my body.

Sure, I tried
natural deodorants,

but they all either
irritated my skin

or left me smelling
like a human gym bag.

And that's why I created Curie,
an aluminum-free deodorant

that actually works

made with luxury
skin-care-quality ingredients.

Say goodbye to embarrassing
BO, ugly bumps, and painful rashes

and say hello to perfect pits.

Curie uses sage oil and
probiotics to beat the stink,

arrowroot powder
to absorb the sweat,

and chamomile and aloe
to soothe those delicate pits,

and it doesn't stop there.

Curie's line of
Better Body Basics

also includes our
full-body deodorant spray,

whipped body wash, and
innovative pit detox mask.

All our products are made
with clean ingredients,

smell amazing, and
they actually work.

Don't believe me?

I'm in the Shark Tank right now,

and my armpits
are completely dry.

Kevin, go and smell them.

Anyone want to take a sniff?

So, Sharks, who wants to
help me build my armpit empire?

In front of you, we have
one of each of our products

in each of our three
signature scents.

Lori and Barbara, white
tea is our fan favorite.

It smells nice. Yeah. We've sold
out twice on QVC with that scent.

The orange neroli for the men,
that is the most gender-neutral,

the most popular with
our male customers.

There are two types of
deodorants that we sell.

You have all of them
in front of you. Ah.

The stick deodorant
and the spray deodorant.

Spray deodorant is actually our
number-one bestselling product.

- It is?
- This one. This one.

Especially for men.

That is in locker rooms,
hundreds of gyms nationwide.

We started with
the stick deodorant.

We got approached by a
big national fitness chain,

but you can't share
a stick of deodorant.

So we developed
the spray deodorant

so that it could be
shareable. Oh, okay.

I'd love to know
your total sales.

Our first year in business,
2019, Curie was a side hustle.

I totally bootstrapped
that first year

to $125,000 in sales

while I still had
a full-time job.

It was 2020... Wait, Sarah,
before you get to your next year,

to do $125,000
in your first year

in a single product is not easy,

so there must have
been some secret sauce,

something you did that
really drove those sales.

Social media was huge
for us. Okay, that's...

Are you making any money yet?

Right now, we
are not profitable.

I raised a round of funding.

- How much?
- Beginning of 2020,

we raised $1 million
on a convertible note,

Whoa. And so at the moment,

we're really
investing in growth.

But we... we have
plans to be profitable

by end of year,
beginning of next.

What was the raise at?

We did a convertible
note at a $5 million cap.

What's your profit margin?

On the deodorant
stick, that retails for $12.

It's a $2.70 cost.

The spray deodorant
retails for $14.

It's $2.90.

The body-care products
have a little bit higher margins,

around 85%,

but the deodorants are
between 75% and 80%.

I gotta tell you something. Yes.

You are spot-on
with your numbers.

This is impressive, the
way that you can roll, walk...

- I was a CPA, so I got that.
- There you go.

I was gonna say, I know...

I knew I was gonna
guess your background.

I got out of college,

and I worked at a
venture capital fund,

very entry-level
job at a top VC fund.

As you know, there are
very few women investors.

I think it's like less than 5% of
VCs are females... 9%, yeah.

And so I knew if I wanted
to have a seat at the table,

I had to take it.

I literally started just
showing up at pitch meetings,

plopping down, and
people would be like,

"What is Sarah from
accounting doing here?"

Started to raise my hand,

grew the confidence, and
started to really add value,

earned myself a full-time
role on the investment team

and did that for
about four years,

meeting with hundreds of
entrepreneurs and seeing them

on the other side of
the table and being like,

"There is no difference
between me and them."

Really, all they had was
the guts to go out there

and make it happen.
Good for you.

So I went out.

I had this idea, started
with a personal need,

and was like, "Screw it,
what's the worst that happens?"

So 2019, first
year, bootstrapped,

had a full-time job,
did $125,000 in sales.

Second year was 2020.

We did $700,000 in sales. Whoa!

- Whoa!
- Whoa!

This year, we are on track

to do $2 million in sales.

- Whoa!
- You got to be kidding.

That's not bad.

Did you do any type
of laboratory testing

that shows efficacy
of the deodorant?

We have not yet.
They're really pricey.

All of our ingredients
have been tested for safety,

tested for efficacy

by the manufacturers
of the ingredients,

so that was sufficient for the
claims that we wanted to make.

You're a powerhouse,
Sarah. I get it.

I get it. This just
isn't my space.

Okay. You know,
it's not a product

that Mr. Wonderful
is gonna get behind

'cause I don't add
a lot of value to it.

I don't think you're
worth 6 million bucks,

but anyways, I'm not
gonna fight you about it.

I'm out. Thank you.

Yeah, in terms
of your valuation,

I usually don't care,
but there's nothing

that just hits me
over the face saying,

"There's... There's that
hockey stick coming for sure."

I think for sure I can tell you
the hockey stick is coming

because those gyms that
we got postponed in COVID,

we just launched
with in the last month.

We put our products in every
single SoulCycle nationwide,

starting two weeks ago,

and we are seeing a
conversion essentially zero CAC,

aside from the product cost.

Yeah, but then your cash...
That is a massive channel for us.

So if you're in all those gyms,

you've got to convert fast

because your cash to do that

is going to be significant.

And that's exactly why
we're raising money.

It's just hard for
me to quantify that

as an investor, so for
those reasons, I'm out.

Is there a question specifically
you'd like for me to quantify?

No... No, because
it's still uncertain, right?

But coming in at a
$6 million valuation,

even if we negotiate
some, because...

I'm totally open to
negotiating. I know.

I'm here to negotiate.

Mark, please
give this woman $300,000.

Please.

I'm out, Sarah, I'm sorry.
I'm here to get a deal.

Sarah. All I need is
the connection. Yes, Barbara?

I think you're the
whole package.

I mean, you've
got it all, alright?

Thank you, Barbara.

But what I don't like...

Do you want to make a deal?

I'll tell you what,

I would make a deal with you

if you hadn't done one thing

that I think is a fatal error,

which is raise money too early,

and it scares me how
quickly you are moving,

how enthusiastic you are,

how many SKUs you have there,

how you can do this,
how you can do that.

It's almost an overconfidence

that can get you in trouble,

but unfortunately,

for that reason alone, I'm out.

You know, I have to
say, I agree with Barb.

I feel that when you
raise a lot of money fast

and you start getting
into so many SKUs,

it winds up you get in trouble.

If you had come in with
some great efficacy numbers,

I would have been in.

For all of these
reasons, I'm sorry,

I wish you good
luck, but I'm out.

Thank you, Lori.

Now there's one
Shark left. Daymond?

Yeah, I'm on the
fence about this.

Four Sharks are out.

Daymond is Sarah's
last chance for a deal

for her natural deodorant
company, Curie.

Yeah, I'm... I'm on
the fence about this.

How do you like the valuation?

I don't like the
valuation at all,

but if you want us to get
up and go to work at 5%,

that's challenging.

I'll give you $300,000 for 20%.

Yippee-yi-o-ki-yay.

20% is is a lot more than I
came here wanting to give up. I...

Yeah, it's a lot less than
I want to take, too, but...

Would you be open to
doing $300,000 for 12%?

We are not starting
at the starting line.

What do you think
a Shark premium is?

What do you think
it should be worth?

I think I would be giving

a significant Shark
premium for 12%.

I have gotten this business here

essentially on my own
by hustle and hard work.

And that's why
you have an offer.

I don't think...

If it was any other product,

I would invest in her in a
minute. I am willing to do 12%.

She's terrific.

She's amazing, but...

The deodorant's a great product.

It's just all the other
stuff I'm not sure about.

So come in with me.

It's a great product.
Let's swoop in.

I have the hustle. I
came here, you guys.

I was hiking on Griffith
Observatory two hours ago.

Sarah, stop, stop, stop. I got
a call from the producers, and here I am.

Ask him if he's got any
flexibility on 20. What?

I literally was hiking
Griffith Observatory,

sweating in the hot, hot sun...
Sarah, Sarah, Sarah, Sarah.

And I came here because I want
a deal. - Sarah, focus on him.

He gave you an offer. I'm out.

Oh, no.

Are you sure?

Wait, you got... you
got a call two hours ago?

Two hours ago?
That deserves an offer.

What do you say?
Two of us together?

Yeah. That's a lucky sign.

That never happens
on "Shark Tank."

Mark, Barbara...

The 300K for 14%.

How about 400K for 14?

What you're worried about is
the conversion number, right?

Yes.

So 2% in advisory shares.

So 12%...

$300,000, 12% equity,

2% advisory shares that
you issue after the deal,

and the note converts.

I would issue the adviser
shares after the note converts.

Correct.

They would be diluted post-round,
essentially. Right, right, right.

That takes care of your
problem with the other investors.

That takes care of that.

Okay. I...

What are you waiting for?

Would you be willing
to do $300,000 for 10%

and 4% advisor shares?

I want to minimize my dilution.

Are you guys interested?

Yes. We have a deal.

Done.

Oh, my gosh.

I never thought I'd be in
women's deodorant business ever.

Can I hug you? Oh, my God.
Yes, yes. Congratulations.

How did that... two hours ago,

you were a hiking in a mountain,

and now you made
a deal? I was hiking,

and I will say I
didn't even shower.

I used our deodorant spray,

and I smell amazing right now.

Let me smell. So
the product works.

Does it smell
like orange neroli?

Great. It smells great.

Thank you guys so much.

I'm shocked. Two hours ago?

I know. That's impressive.

My God. That's impressive.

Congratulations. Alright, 18%.

Thank you you guys so much.

Bye. Congrats, Sarah.

I'm, like, shaking.

I've been a solo entrepreneur
through a pandemic,

and it's been really
lonely and hard.

And having people like them

to... to help me,
like, get the business

to the next level
is, like, amazing.

In Season 12,
Carson Grill and his dad, Jason,

made a deal with Blake Mycoskie

for their innovative paint
storage solution, Touch Up Cup.

I'd like to give it
some more cash flow.

I think it's gonna help
bring these ideas to life.

Let's see
what they're up to now.

Since "Shark
Tank," life has really changed.

I went into high school,
grew almost a foot,

and we grew the company
into a million-dollar corporation.

The night we aired
on "Shark Tank,"

our website absolutely blew up.

We had $50,000
in sales that night.

In the last year, we've done
a million dollars in sales.

We closed a 3,000-store
deal with Walmart

and 1,700 stores with Lowe's.

That puts us on track

to do over $3 million
in sales this year.

We are no longer
just the Touch Up Cup.

We have expanded our
line into new products,

such as the Touch Up Tarp,

One Minute Touch Up,

and the all-new
Touch Up Brushes.

So it sounds like
this is a really important year

not only to deliver the product,

but to really help
them make sure

that they merchandise it right
and to get great sell-through

because ultimately,
this business

is all about the sell-through.

I think the Touch Up Cup
has a huge opportunity

if they can be successful
with Walmart and Lowe's.

These are two huge retailers

that they're just getting
some traction with.

I think kind of the fate of
their company will rest in

whether they deliver or not

with these two big
retailers this next year.

They've come so
far since we first met.

I'm so impressed, and I
wish you guys the best.

With the success of the company

and Carson turning 16 last year,

he was able to
buy his first car.

By the time he gets to college,

we want to bring this
brand to a $5 million mark

and set ourselves up
very nicely for acquisition.

I really didn't know
what an entrepreneur was

before "Shark Tank."

After watching every
episode with my dad,

I was sparked with the
entrepreneurial spirit,

and I really knew that this is

where I wanted
to go with my life.

My advice for other
young entrepreneurs is

if you have a dream, chase it,

work hard, and don't look back.

Anything is possible,

no matter how old
or young you are.

Next up is a unique
way to show your team spirit.

Hi, Sharks.

We're Gabe and Sean
from Phoenix, Arizona,

and we're seeking a
$50,000 investment

for 25% equity in our company.

Sharks, we love
all things sports

and the rush of
repping our teams.

We know many people

consider being a fan
somewhat of a lifestyle,

but with little innovation
in the arena of sports

and promotional
apparel in decades,

it's time to shake things up.

Hey, Sean, what do
you think of my hat?

Come on, dude!
That ain't no hat!

This is a hat.

Let's go, baby!
Introducing NOGGIN Boss.

Come on. Come on, team. Come on.

Come on, let's go.

Oh, my
God. Looking good.

NOGGIN Boss!

Thank you so much.

- Looking good, Sharks.
- Love it. Love it.

You need that hat.

- Looking good. Looking good.
- Looking sharp.

- Way to go, Team Noggin.
- Take it off.

Appreciate y'all. Thank you.
Nice work, guys. Thank you.

Mine's too big. It's bad.

- Thank you so much.
- It's bad.

We have created the
world's first high-quality,

fully customizable
hat for our diehard fans

called NOGGIN Boss,

and they are turning
heads everywhere.

Our Noggins are made
with top-of-the-line materials

and fit every head
size, from kids

all the way to adults with
large noggins. Oh, my.

NOGGIN Bosses are
social-media magnets.

Players and fans
flock for selfies...

and are always asking

where they can get
their hands on one.

NOGGIN Boss is the
perfect way to promote

your favorite
team, charity, party,

event, business, or cause,

and you'll get even more
hype when you catch yourself

and your brand on the Jumbotron.

So, Sharks...

Use your noggin
and come be a boss with us.

Do you have any sales?

We've sold $30,000 in
four full months of business.

We actually launched our
business in February of 2020

at the largest attended
golf tournament in the world,

and it was a huge success.

We then followed
into spring training,

and as we all know,

the entire world and our
supply chain shut down

for about a year and a half.

But we used that time to hustle,

and we got on phone
calls with buyers

for both promotional teams
and for licensed teams,

and it paid off in
huge dividends.

We were actually recently
featured in the NFL draft.

We... Also, in the NBA Finals,

we got so much attention that
even the NBA commissioner

asked to meet us
at one of the games

and was given a Noggin
during that session.

You're stating like there's
massive amount of interest,

but you only have $30,000
worth of sales, correct?

The main reason why
we're here is because we're...

We unfortunately can't
fulfill 95% of our orders.

Why? Because they
want a licensed logo.

Yeah. And so we're here to...

To find a partner that
understands... Oh.

How to navigate those waters

so that we can accelerate that.

Why'd the tell you... did
you get any kind of offer

if you could figure
it out? We haven't.

No, honestly, we just
relaunched this business.

Our supply chain
wasn't able to fulfill,

so we had to pull back until
we were ready to go full speed.

How much are you
making the hat for,

and how much you selling it for?

So landed is $20.

Whoa.

And we're retailing it for $65.

Whoa. $65... whoa.

We've actually sold the
hats at events for over $100,

and we've had some charities

actually auction them
off for over $1,000.

I believe that. So how did
you come up with this idea?

So the idea was born
when my daughter and I

entered a Best Dressed
golfer's competition,

and I wore a large hat
that everybody loved.

And when I got home,
we made a few prototypes

and tried it out
at a few events,

and the response was so positive

that we knew we
just had to do this.

Now, did you approach
any owners, such as Mark?

Because they can
sell in their own arenas.

Have you approached
anybody yet like that?

We haven't been able

to get through to
those individuals,

but again, at the NBA Finals,

our exposure was unreal.

I actually snuck in... What
kind of hat did you have on?

Over 40 of these
Noggins into the finals.

How would you
sneak 40 of these anywhere?

That's what was amazing.
I had two giant trash bags.

My wife didn't believe
that it was gonna happen,

and we got them in.

You got in with trash
bags? With trash bags.

They were in all the lower...

In which city?

In Phoenix.

I see security is tight
as a whistle. Wow.

So you need a Shark
to open doors for you.

That's why you're here?

Because you're not
asking for a lot of money.

We wanted to show that
we are here to do a deal,

and we wanted to come in fair. You did
it the right way. You did it the right way.

We did not want to put you
guys off with all these grandeurs

that these could be the sales.

We can tell you when
we wear these hats

and when we see
people wear them,

you're giving away
a million smiles,

and the amount of
people that walk up to you

and they want to take
their picture with you,

it unites people like no other.

You guys have the manufacturing
logistics nailed down?

We do. We're
actually able to scale.

And one of the things that we
pivoted during this whole season

was to figure out
local production,

which was very hard,

but we now have the
proprietary equipment.

But are you making these in the
USA or are you making them overseas?

Yeah, 'cause you just said you
got some expensive equipment.

That's the confusing part. Yeah.

Or is that for the
embroidery? Embroidery.

So we do customization
here locally.

Oh, alright. Okay,
so what does it cost

just for the hat without
the embroidery?

Around $12.

Okay, just for the
hat. - Oh, okay.

Do you have a patent on this?

You know, we've trademarked

and tradenamed
everything that we can.

But you don't have
a patent, right?

Well, it's probably
not patentable.

It's not patentable.
There's no way.

Yeah, I know, but I mean,
the concern becomes

if another company said,
"Let's turn on that switch,"

because they already
have the license.

Yeah, of course, but they're
only going to turn on the switch

if they're already big, right,
and there's a market there.

One of our biggest
advantages we feel

is that we have speed to
market and we're already here.

We're ready to go.

We've seen the
proof of concept go...

Because this is
probably a sublicense

of a person who
already has the licensing.

For hats. Yeah, for hats.

Yeah, so what he's saying
is you could go to somebody

who already has an
NBA license for hats

and just sublicense
it really easily.

And that's why we're here.

We genuinely want somebody
that understands that space

that can help us
navigate those deals

because you really
only get one shot.

I'll give you $50,000 for 30%.

Bingo.

And you know what?

If you do that deal
with Daymond,

I'll get you into the Mavs.

The Hangar is what we call it,

where we sell merchandise,
so you could put Mavs on there

and we'll bring 10 in or
whatever, see if they sell.

And I'll make it easy for you.

This isn't something
for me, so I'm out.

Thank you, Lori. Thank you. But
I think he gave you a great offer.

I'll give you $50,000
for 30%. Just take it right now.

Wait, wait, wait. Let me make
you an offer. I'm gonna give you...

Wait, wait, wait.
Don't. Be careful.

I'd like to make an offer, guys.

Are you down or
what? Are you decisive?

Hey, guys, over here.
I've been trying to talk.

Over here, please. Yes or no?

Give us the opportunity to see the
other offers. We only get one shot here.

I would, but I'd rather you know
what you're gonna get right now

and let's just do it. Why? Why?

Wait a sec, Daymond. Why can't they
hear other offers? - Gentlemen...

They can hear other offers, but
why? Why? Let Barbara speak.

Let me speak.
Daymond, you got a deal.

Good. Oh

Alright, there you go.

Let's go.

Alright, alright.

Thank you.

Thank you.

I'm sorry. Thank you so much.

Congratulations, guys.

Guys, I love it. Thank
you. Thank you so much.

- Bye, guys.
- Thank you.

Congrats.

Hey, hey, hey. Good job, guys.

Yeah! Yes!

Whoo! Let's go. Alright.

"Shark Tank"! NOGGIN
Boss, baby! Whoo!

That was incredible.

We know that Daymond
understands the challenges

and understands the context

to get us in the places that we
want to be. Oh, my gosh, yeah.

So we're excited for those doors

just to get knocked wide open,

and we're excited for the world to
get their hands on NOGGIN Boss.

I love those guys.
Those guys are great.

I love this thing!

I think it's very cool. I
could sell a ton of these.

We will sell a bunch.

Now, we'll have to deal
with people complaining.

"Take the hat off! I
can't see the game!"

"I can't see anything!"

Yeah, right?

Want to pitch
your business to the Sharks?

or to apply online.

Next in the Tank

is a support system for
an underserved market.

Hi, Sharks.

My name is Athena Kasvikis.

I'm from Boston, Massachusetts,

and I'm seeking $150,000

for 15% of my
company, Behave Bras.

So, Sharks, I grew up
in a big Greek family

and I always felt supported.

But I developed a problem.
Well, actually two big problems.

I developed
large breasts at a young age,

and they just destroyed my back
and my neck and my shoulders.

I used to have to wear not one,

not two, three sports bras
just to play soccer... Wow.

And keep the girls in
place without losing an eye.

And I am not alone.

There are 50 million women
today in the United States

with large breasts
struggling to find support

and comfortable options.

That's why I developed
patent-pending Stayz technology

that you can only
find on a Behave bra

because I know from
personal experience,

large breasts need a
lot more than just lift.

Let me show you how it works.

So Stayz are stretchy
pieces of fabric,

and they live in the
cup of every Behave bra.

They encapsulate each
breast and ensure that both

of the girls are staying
in their assigned seats.

They're kind of like a soft
seatbelt but for your bust,

and Stayz are so secure
that they keep you supported...

even if you go sideways.

So Stayz get rid of boob smash,
boob jiggle, and boob sweat.

And they are a huge
reason my customers tell me

Behave bras is not just

the most supportive
thing in their bra drawer,

but it's also the
most beautiful.

So, you guys have
Behave bras in front of you,

and I really am super excited
to show you the product.

I have a quick question. Sure.

So, I'm holding
up this one here,

and you were talking
about the Stayz.

Is this the Stay?

That is the Stay. The Stay.

So it's almost like an
underlining back here,

but it twists.

That's right. Okay.

It's a very obvious,
non-obvious construction.

You get a little twist so
that it can form a pocket

and catch each breast. Gotcha.

And it's the pocket...
Can you walk us through the sizing?

I'm not familiar with
the largest girl. Sure.

How big would that be?

We offer sizing right now
between a 30 and a 38,

a DD to I cup.

And so I know that
sounds large, but DD

is the average bra size
today in the United States.

- Wow.
- And is I the largest?

No. Breasts go all the way
up the alphabet from A to Z.

- Whoa.
- They do?

- Yes.
- Wow.

Don't they usually
have wire in them... Yes.

And things of
that nature, right?

And this is more supportive
than even those with the wire?

Yeah. So wire is the
fastest... Sorry, wire-free

is the fastest growing segment
of the entire lingerie industry.

COVID's just accelerated that.

And why don't you like wire?

At the end of a 16-hour day,

wires can feel like a torture
device that you want to burn,

even if they fit properly.

So you mean they're
just uncomfortable? Yes.

This is a wire, I
guess, of sorts,

but it feels totally
soft and very bendable

and almost just
feels like fabric.

Are you calling this
a new kind of wire?

And does it lend that
same kind of uplift to a bra?

So yes, I think what you're
also feeling is the padded straps,

- Yes.
- Which that is coming

from customer feedback.

That was something
that women wanted.

To answer your
question, my whole goal,

like, the utopia for a bra,

is to design something
for the heaviest breasts,

it's like a skyscraper, and
keep that supported and uplifted.

So what's your background
that you figured this out?

So, I'm Greek and Italian.

And in my family, you have
an A or you have a G cup.

That's really all we get
in my family.

So when I developed
breasts, I was very athletic

and I really struggled.

And I was a brand manager
on some of the largest brands

at Procter &
Gamble, and I loved it.

I left Procter to go work
for startups and learned

how to basically start a
company with zero dollars.

Can you tell us some
about the business?

Absolutely. I'm going to
go right down the list. Boom.

Launched in 2020. Uh-huh.

We have $110,000
in sales in 18 months.

Okay. We have
margins of 87 on the bras

and 83 on the panties. Wow.

We are killing it. Are you
only direct to consumer?

It's only through
our website today.

And what is the sale price?
The retail price for the bra?

$75.

Do you get a lot of returns?

You know what? We don't.

We have one of the lowest
return rates for online lingerie.

Which is what? Industry
average is 20% to 40%.

We're at 12% average for
18 months. Really? Wow.

Athena, what is the game plan?

Is it to blow it up
direct to consumer,

keep these 80-plus
percent margins?

Absolutely. Because
we own our consumer,

and she's already loyal.

We own the most valuable

and fastest growing segment
of lingerie out there today.

So she spends more money
than A's, B's, C's, or D's

because she's in so much need.

- Yeah.
- It is the biggest white space.

She will buy anything she
thinks can solve a problem.

And so I would At this moment,

we are building something
larger than just technology.

We're building a brand.

Do you have patents on this?

We are patent pending.

But what we've patented
is the entire garment,

and it's under a
breast support garment.

Because Stayz
aren't just for bras.

Stayz are for swimmers.

Oh, okay. Stayz are for
sports bras and pajamas

and anything that
supports a breast

in any way, shape or form.

We're going to get our
patent in two weeks.

I think you're very impressive.

I love this deal,
and I want to be part

of keeping breasts behaved.

So, you know, I'll give you

the $150,000 for 20%.

Wow, that's a quick
deal from him. I know!

- You want to know something?
- Amazing.

That is unusual.
That is a rare...

- I'm betting on her.
- That is a rarity.

I'm betting on her.
You should grab it.

Look, listen, I think
you're going to pull this off.

-I really do -There's
no doubt. Yeah.

And there can't be a better
spokesperson for this than me.

Mr. Wonderful wants to
keep all this stuff controlled.

I think together, we'd be
a very interesting team.

I think we will.
Let's do this deal.

Done.

Would you consider...

- Wow.
- Why?

$150,000 for 17%?

Athena, what is your
largest obstacle right now?

The largest obstacle right now

is living off my
savings for two years.

So I moved back
home with Mama Bear,

who's like, amazing.

But I buy used
clothing if I need it,

used sneakers to go running.

Like, everything I have

is in this business
because I believe in it.

Athena, you have a really
good offer on the table.

- I know. I like it.
- I'm just curious.

I mean, you only countered
him with a 3% difference.

What are you going to
say back to her, Kevin?

I've heard great things
about Mr. Wonderful.

Oh, my gosh. They're all true.

They're all true. Impossible.

- From who?
- I swear to you.

Well, then, take my
deal and let's get going.

I don't want... 20 is great,
because I'll tell you why.

It's such a strange,

you know, partnership.

People are going to
say, "What is this?"

What do you want to do?

Would you be willing to
go for $150,000 for 17%?

No.

- I'm worth 20.
- Athena.

You know, the difference
is so small in the long run,

it's not going to matter.

I'm betting on you, and
I'm going to promote you

because I think you're terrific.

And get this. I
grew up in Cyprus,

so I'm very well aware of
where your name came from.

You're from Greek
mythology. I am.

So, Athena, what are you
gonna do? Listen. What do you want to do?

You want to do the deal or not?

I want to do the deal.

Okay!

- Yeah.
- Congratulations.

Fantastic. Great job, guys.

I would have never
thought I'd invest in this.

Never, never. But why not?

Congratulations. It's perfect.

Oh, my God! I'm so excited.

It's gonna be great. Alright?

- Thank you very much.
- Congratulations. Well done.

Come here. Aah!

Oh, I'm so excited! Oh, my gosh!

I feel like we just
won the lottery.

Mr. Wonderful is amazing.

Like, he's so amazing,

and I am so ready
for someone like him

to help me blow up Behave.

Hello, "Shark Tank" fans.

We appreciate you, and
we'd like to take a moment

to warn you about a
concerning problem... scam ads.

There are businesses
that are advertising online

and on social media claiming
to be "Shark Tank" companies,

but they've never
appeared on the show.

Many of these businesses
use the names and images

of us Sharks in an attempt
to sell you their product.

They might even
show a photoshopped picture

of their product in the Tank.

Before you buy, please go to

ABC's official
"Shark Tank" website

to see a full list
of all businesses

that have been on our show.

Be careful out there,

and thank you for
watching "Shark Tank."

Next up is a fashion
brand that celebrates African heritage.

Hi, Sharks. I'm
Temidayo. And I'm Abisola.

We're from Oakland, California,
and we're here seeking $175,000

for 10% of our company.

As Nigerian immigrants,

we value keeping strong
ties with our heritage.

So it's no wonder when we
were having our baby boy,

we wanted to make
sure he grew up enriched

by his Nigerian culture as well.

And one way we do
this, Sharks, is by having

Afrobeat dance parties!

Come on. Come on.
You guys can dance. Hey!

Hey!

- Yeah.
- Oh!

Mr. Wonderful. Nice moves.

- Yes, nice moves.
- Oh, get it, Kev. Get it, Kev.

- Aww.
- Oh, there you go. There you go.

- Aww.
- Oh, yeah.

Come on. Come on.

Yeah.

One way to bring Africa
home, am I right? Yeah.

But when we went out to look
for clothing, books, and toys

that would help our son
take pride in his roots,

the options were very limited.

- That's why we created...
- Ade + Ayo.

We bring the joy and vibrancy
of African cultures to children

through products
that are beautiful...

Thoughtful. We're
talking about you?

No, the products,

which... this is important
are... Affordable.

We are the first to
bring African prints

to organic cotton
fabric that are soft,

machine washable, and
perfect for everyday play.

With distinct
patterns and colors

that are inspired
by African textiles.

Sharks, representation matters.

What kids see in
their lives every day

helps them to establish
what the world looks like

and shapes their
views about the future.

Yes, so that's why we
invite you Sharks to join us

in filling homes
across the world

with awe-inspiring
African artistry.

In front of each of you

are your very own
Ade + Ayo pieces

to check out for
yourselves. Have a look!

- Aww, it's cute.
- So, Mark and Daymond...

Thank you. You each have
pieces from our Bogo collections.

I think it'll fit me, too.

This is
cute. This is... this...

This is inspired by
Malian mud cloth fabrics.

And then, Barbara, what
you have is the Tukula print,

and that is inspired
by a Congolese fabric

called Kuba cloth.

You want to know something?
As I was touching this,

there's an incredible
softness to it.

This normal cotton
feels starchy, you know?

Like stiff and kind of
crackly and starchy.

Is this cotton? 100% cotton?
It's 100% organic cotton, actually.

It has a beautiful
feel, really. It does.

Thank you. That really
was a priority for us.

I wanted my son to be
able to play in these clothes

and to feel comfortable
wearing them

as part of his everyday life.

So the way the fabrics
feel is a very important part

of what we're doing here. I
will say, we've seen so many

collections for children over
the years on "Shark Tank,"

but never anything like this
ever. - It's beautiful.

Each of the prints we hold
are all so sophisticated.

They feel like designer
clothing. Thank you.

- I wish I had it in my size.
- What's the game plan

for distribution on this stuff?

So we are focused on
our direct to customer

channel through our
website. And how's it going?

Over 11 months we've
been running now,

and our sales are
really, really strong.

They're showing up at $160K.

What is the average
cost to make it?

Yes, so... And what
do you sell it at?

It takes about $6 to make,

$19 retail to sell.

You sell this for $19?

Accessibility is
so important to us.

We really want
the average person

to be able to
purchase these clothes.

And that's why you're
sticking to direct to consumer

because you need those
margins. Exactly. Exactly.

So we can keep
our margins healthy.

So, can you tell us
a little bit about you,

about your background?

So, I was actually an
attorney before doing this.

But I also understood
as I began to do that job

that I had a draw
to something else,

and I found myself tinkering
ideas outside of work.

And I knew at some point I
was going to come across an idea

that I was going
to have to build out.

And that's what this is, right?

He has a supply chain
background. He can get into that.

Thank you.

So my background is in...

I have an engineering
degree and an MBA at Yale,

where I met my beautiful wife.

And then after that, like,
I have a 15-year career

where I've worked at
Amazon and also at Apple

for both the retail and
the consumer side.

So in terms of who
we actually are, right,

so I was 4 years old when
my family moved from Nigeria

to Montreal, Canada,

and my parents
began from scratch.

There were washing
bathrooms. They were line cooks.

My parents would wake me up
in the wee hours of the morning,

shovel me into their car,

and we would go around
and distribute newspapers.

So they were really hustling.

And they went from that
to earning multiple degrees

and having their own businesses.

Watching that growing
up just ignited in me

a belief in the power
of a dream and a vision

and putting everything you
can into making it happen.

Are you doing this full time?

We are both full time. But you're
only doing 15K a month in sales,

and obviously not
all of that is income.

How are you guys surviving?

We're able to save some
money and sort of invest our funds

into the company...
Our funds and our time.

So, let me ask you a question.
What would you use the $175,000 for?

What would you use our money,

and what would you
hope a Shark would do?

We're going to invest a
lot of it into the product.

You mean inventory?

- Exactly.
- Inventory.

The other part is
growing our team.

We want to grow our
team to be able to market,

get the message out to
people in creative ways.

I think we need implementers,

so we have really wonderful
strategies and ideas,

particularly on
the marketing side.

And it's really a matter
of, like, we are two people.

And so there are only
so many hours of the day

to get that work actually done.

So at this juncture
in the business,

do you think it was
wise for both of you

to give up high-paying jobs?

I mean, you're all-in here.

If this doesn't work out, this
is a bad outcome. It'll work out.

We're very confident it's
gonna work out. It's gonna...

There's no reason why
this shouldn't work out.

It's a binary outcome.
Either it works or it doesn't.

If it doesn't work,
you guys are screwed.

We are betting on
ourselves, right?

But realize, every entrepreneur

bets on themselves,
right? Right.

That's the nature, right?

But why such a high valuation?

I mean, right now, you're
asking $175,000 for 10%.

If you distributed
$100,000 a year

and I made 10% off that,

that's $10,000 a
year I would have.

It would take me 17 years
to get my money back.

Do you understand
what you're asking?

The way we see the
value of the company today

is based on the potential...

You said today. Right.

Yes. Not potential.
You said today.

What is the value of
the company today?

We see based on the
traction we have so far,

we think we can grow
to a place where...

Let me make a comment about
that. Well, you can make up your own.

The fact today is what you are.

But don't you think the
business is gonna grow?

- That's why they're here.
- I'm already giving them

three to four times more today.

- Yeah, but from a small base.
- $500,000.

I'm asking an honest question.

I mean, Mark, how are you
going to get your money back?

- It's a good question.
- It's a fair question, and...

But I look at it this way.

Mark, any acquisition
is four times sales,

6 times, 10 times...

Except when you're a
relatively small, unique startup.

It's hard to argue a $1.7
million value on this one.

I'm sure they're
gonna negotiate.

Let me tell you,
there's no way to...

There's no real
formula out there.

We're all making it up.

- Exactly.
- Exactly.

Anyways, I was going to
say clothing is not my thing.

I like to dig into things
I add a lot of value in,

and I don't think this is
one of them, so I'm out.

Hey, guys, I'm
kind of in the same boat.

The accelerant that you
need is then the details

and the operational
elements of it,

and that's just not my
strong suit for clothing.

So for those reasons, I'm out.

Thank you. My feeling here
is I don't agree with your vision

of what to do with the money.

I was listening carefully

because I could have gone
either way... I think you're right, Lori.

I think you're right.
But I don't think

that you should be
hiring on staff at all.

Right. And I think you can
outsource the needs that you have.

You can hire
somebody in marketing

and not have to pay a salary

and not have to train
and deal with all of that.

Yeah. Instead, pay
them for what they do.

I wish you the best, but
unfortunately, I'm out.

Here's my thought on it.
You know, I love your product.

But... the amount that you're
asking for is so much that

I would insult you... We're
here to negotiate, right?

So... I know, but what
I would have to ask,

I wouldn't even be happy being
a partner asking for that much,

because now I'm taking
50% of your dream.

So for that reason, I'm out.

There's still one Shark left
Barbara. Yes, Barbara.

You underestimate yourself.

I don't think you realize
the potential you have here.

I see it, right?

I have not seen baby clothing

with these cool
designs, the fabric.

When you said they
sell for under 20 bucks,

I was blown away.

Target should be
carrying a line immediately.

Okay, so I think you're going
to grow like gangbusters.

But I also think
you're underestimating

what you're gonna need to do it.

Biggest danger
is underestimating

how successful you could be

and what you're going
to need to get there.

You need me because
I've done it before, right?

That's why I'm going to give
you an aggressive, a greedy offer.

- Okay. Let's see.
- Let's hear it, Barbara.

Let's hear it.

Four Sharks are out.

Barbara is interested in
Temidayo and Abisola's

African-inspired children's
clothing company, Ade + Ayo,

but she requires a
much bigger stake

than the 10% they
came in offering.

Your biggest danger
is underestimating

how successful you could be

and what you're going
to need to get there.

You need me because
I've done it before, right?

That's why I'm going to give
you an aggressive, a greedy offer.

- Okay. Let's see.
- Let's hear it, Barbara.

Let's hear it.

So I'm going to
give you $175,000.

I'd like to take a
third of your business,

but I'm going to also give
you a $500,000 credit line,

which you're going
to really need.

And you're going to need
it faster than you think.

Barbara, we can tell
that you get it, honestly.

There is so much potential
here. And 33% is high for us.

- It's 33 and a third.
- 33 and a third.

So, yeah, that's higher
than we would like to go.

You're 66 and two
thirds percent is worth

far, far more with
Barbara. Yeah.

So rather than that number
you had coming in here

that you thought you
couldn't go above...

Because everybody
who stands on that carpet

does the exact same thing.

And the biggest
winners are the ones

that don't nickel and
dime the valuation.

You never told us who
owns your business.

Are you 50-50? We
own it... Yeah. 50-50.

So she becomes a
third partner equal to you.

We... Yeah. So we're
thinking, what if we could do

going up a little bit
on the dollar amount

to $200,000 and then still
having the line of credit,

and then we could
do... at that amount,

we could do... was it 30?

Yeah, we could do 30%.

I will take that deal,

but I need 33 and
a third percent.

I want to feel equal to you.

And remember, I'm coming

with a lot more than you
came in here asking for.

- Yeah.
- You've got more money,

and you're quibbling over
three and a third percent.

I mean, you're going to
make so much money in this business.

What are you going to do?

We accept that deal.
Thank you so much.

- Yay!
- Good job. Yeah.

Yahoo! Yes!

Hey! Whoa!

Whoa, baby.

- We did it.
- Ooh.

Come on, Barbara. Hey. Wow.

Hug me, baby. Hug
me, baby. Hug me.

- Barbara, shake it.
- Get it, Barb.

Thank you guys so much. Thank
you all. - Congratulations.

- Good luck to you.
- Well done. Well done. -Thank you.

Good job, Barb. Corcoran:
Oh, I'm s... I love these people,

and I love their clothing.

I think it's going to work. I
think you got a good one.

I think it's going to
work. It is gonna work.

At $20 price point,
that's fantastic.

20 bucks?

That's a high valuation.

-No. -No, it's not.

You know what the
problem with valuation talk is?

You focus on the wrong stuff.

Well, it's either... it's
either gonna work or not.

The only thing that counts
is what can you do with it?

We are
absolutely living our parents'

and our grandparents' dreams.

They're going to be so joyful
and happy for us.

No, I'm so excited.

Good job.
Yeah.

Crushed it.
We did it.