Shark Tank (2009–…): Season 13, Episode 7 - Episode #13.7 - full transcript
Tonight, Daniel Lubetzky,
the founder of groundbreaking
snack company KIND,
returns to the Tank.
You know, when you
hit rock bottom,
you get scrappy
and you get brave.
Okay,
historically, I agree about
people need to have
grit and hunger.
We've self‐funded.
She sold her house.
You sold your house?
Yeah.
Yes.
Wow.
You're not persuasive.
I'm sorry.
We need a mentor.
Don't just tell me
you need a Shark.
Whoa.
Abracadabra. Bubbles!
You have convinced
everybody here and everybody in America
that you have built
one heck of a business.
Don't sell yourself short,
because you are crushing it.
So do you want to
do this deal or not?
First in the Tank
is an environmentally minded
innovation in laundry care.
Hello, Sharks. I'm Chris.
And I'm also Chris.
We're the founders of
Sheets Laundry Club
from Mooresville,
North Carolina,
and we're seeking $500,000
for 5% of our company.
Sharks, in my 20
years in the U. S. Army
flying helicopters,
I was able to get
a bird's‐eye view
of the world's plastic crisis.
I was shocked by the
way other countries
were disposing of plastic.
Sharks, the plastic crisis
spans across our cities,
landfills, and our oceans,
and surprisingly, one
of the biggest culprits
is the laundry industry.
And so we decided to take
matters into our own hands,
and we started
Sheets Laundry Club
to combat the plastic crisis.
We did that by developing
a patented, eco‐friendly
dehydrated sheet
of laundry detergent.
It's lightweight.
It's mess‐free.
It's easy to use.
And best of all,
it's 100% plastic‐free
from start to finish.
You very simply take
one sheet of detergent,
and you toss it in
with your dirty laundry.
At the end of a wash cycle,
it leaves your laundry soft,
fresh, and clean every time.
It's more convenient
than liquids and powders,
it's more
cost‐effective to ship,
and it is far better
for our planet
than mainstream alternatives.
Sharks, it's obvious we
care about the planet, so...
Which one of
you wants to get hooked
on creating a
plastic‐free tomorrow?
So, in front of you,
you've got a glass bottle
and a detergent sheet.
Go ahead and pick
up that glass bottle.
Take off the lid. You
can set that down.
Grab the detergent sheet, and then roll
it up tight enough ‐‐ Smells really good.
Thank you. Thank you.
Yeah, it does smell good.
Roll it up tight enough
to fit inside that bottle.
Now, pick up the bottle,
and go ahead and drop it inside,
and notice that
the water is cold,
and as soon as it hits the
cold water, it begins to dissolve.
Now, once you've done
that, go ahead, grab your lid,
and we're going to
shake it for a few seconds.
Abracadabra. Bubbles!
We have turned your detergent sheets
into... - Wow. That's great.
Bubbles.
What are the
contents of the sheet?
The primary ingredients
in the laundry sheet
that we use for cleaning,
it's a sodium lauryl
sulfate surfactant.
It's derived from coconut oil.
It's a natural ‐‐ Stuff
that they put in shampoo.
It's found in shampoos,
and the enzymes in it
are plant‐based, as well.
We're also not using a laundry
list of synthetic chemicals
that are found in
mainstream detergent.
Wait, wait, wait.
What do you guys do?
What's your role?
What's your background?
It's like, you guys standing
here, you flew a helicopter.
Yeah. Yeah. I find
that a big jump.
Like, what happened
in between...
Sure... how'd you
come up with the idea,
and what role do each of you
play in the business operations?
Absolutely. So I am the
CEO of Sheets Laundry Club.
When I was 18, I joined the
Army as a military police officer.
My first 12 months
or so in the Army,
I got an opportunity to fly
in the back of a Blackhawk.
That was a game‐changer for me.
Shortly after my 25th birthday,
I graduated flight school,
became a Blackhawk pilot,
achieved a dream
that I wanted to do ‐‐
14 years around the
world, flying helicopters.
But my lungs are really bad,
and the lungs got destroyed
over in Iraq in 2007 and 2008,
and that's kind of where
my plastic journey started.
It was a war‐torn country.
They didn't have any type
of trash service established,
so they were burning it.
And everything obviously
rises to the skies,
and I spent every single day
of the week, for the most part,
flying in those skies
that had the toxins. Wow.
So about 6 to 12 months
after coming back from Iraq,
I had a lot of wheezing
and coughing issues.
I went to a pulmonologist
and found out
that my lungs were
now that of a 70‐year‐old.
I think I was about
33 at the time.
So I've been on
medication for my lungs.
My wife and I, we
decided to, you know,
rid plastic from our home.
I learned a lot about it.
I learned that, you know,
9% of plastic
worldwide is recycled,
and 12% of it's burned.
And the other 79% wind
up in landfills and oceans.
So in 2018, I met Chris,
and I was actively searching
for my next endeavor,
'cause I had 15 years
of starting businesses
at that point,
but none of them
really had a big purpose.
And so I was at a point in
my life, got a family now ‐‐
I want to start something
that has a purpose.
Okay, guys. So
what's in the box?
You have a lot of
things in here. What do we get?
So, we have about 46
different SKUs within our system.
Wow. It's about 30
different products.
The varieties are
based on the SKUs.
Oh, so it's not just the
sheets. It's all this other stuff.
The main focus has always
been the laundry sheets.
We have floor‐cleaning
sheets. We have scent boosters.
The mission of Sheets
Laundry Club... All your product?
Is to remove
plastic from laundry.
When were you guys launched?
We officially launched to
the public in January of 2020.
And what were
your sales in 2020?
In 2020, we did $2.046
million in total sales.
Wow.
So $2.04 sounds pretty
impressive. That's huge!
What percentage is
your number‐one item?
The laundry sheets are
our number‐one selling item.
‐They are? ‐Out
of those $2 million,
how much did you
sell in those sheets?
We sold about $1.2 million.
We also signed an exclusivity
agreement with Kimberly‐Clark.
Kimberly‐Clark owned the patent
on the dissolvable
laundry detergent sheet.
Do you pay them a
royalty? We do pay a royalty.
Wait a minute.
So you have it that
you are the only ones
that can also use the
patent. Absolutely correct.
Are there limitations on that?
As long as we pay
our royalties annually,
that patent is exclusive to us.
So guys, the con is, I don't
think you own anything,
and you've never answered yet
how long your agreement lasts
with the large consumer company.
Through October of 2024.
20‐‐ That's it? Yes.
Then what happens? Do
you have an option to renew?
It expires.
So, I have three concerns. Yes.
One, you have a
patent that expires.
Secondly, you have 46 SKUs.
I see that as a
formula for disaster.
It's like having
too many children
when one kid's your good kid
and you have to give
everybody attention.
Yeah. So I object to that.
But thirdly, even
without the first two,
you're not
persuasive ‐‐ I'm sorry.
For whatever reason,
forgive me for saying this,
I don't think
either of you sell.
You could have the best
product, the best production,
you could run the best
company, make people happy.
But if you don't have
that aggressiveness,
hunger on the front
end of your business,
it doesn't really go anywhere.
So for that reason,
sadly, I'm out.
No, I‐I think ‐‐ O'Leary:
She just called both of you
the worst salesmen she's ever seen
on "Shark Tank." Yeah, absolutely.
Yeah, we're on track to do
almost $7 million in sales this year.
That's a good answer. Yeah.
We've got a net profit
margin of 24%.
Okay, so you're going
from $2 million to $7 million
in one calendar year?
That is correct.
Why do you think you hit that?
Because Barb
says you can't sell.
Yeah, we built it
off of aggressive
advertising campaigns,
and we got user‐generated
content right off the bat
of customers talking about our
products, how much they loved it.
So quick videos. Absolutely.
Adding in testimonials.
Where were you running
them ‐‐ Instagram? Facebook?
Yeah. Social platforms.
We just recently rolled out
some campaigns on Pinterest.
We run AdWords.
So I'm not a
pound‐the‐pavement sales guy.
I'm a marketing guy.
I'm an e‐comm guy.
Alright, guys, look.
I don't think you have
to be embarrassed at all
about salesmanship.
You're blowing it out
of the water on revenue.
But I have a deal called
Blueland... I'm familiar.
Which also crystallizes
cleaning fluid. Absolutely.
Frankly, I'm competing with you.
I'm going after the
same customer.
I can't compete with
myself, guys. I'm out.
So, I like the product,
and I think the mission's
super important.
I'm super worried
about our oceans.
I'm worried about
our planet. Thank you.
But you came in
$500,000 for 5%. Mm‐hmm.
It just doesn't excite me.
Half a million dollars
is a lot of money,
and I want to be able to wake up
and feel like I'm going to
reap the benefits of what I sow.
This isn't for me.
I'm out.
So, $500,000. What's the point?
What is it that you
really need to do?
And don't just tell
me you need a Shark.
We want to expand globally.
We want to take this overseas.
We want to make a global impact.
Okay, let's stop right
there. That's expensive.
One of the biggest things I
try to teach my entrepreneurs
is conserve your cash.
You know what? This
just doesn't work for me.
So for that reason, I'm out.
So you're saying
you have traction
for $7 million this year?
What degree of confidence
do you have in that,
because if it's true,
your valuation's
surprisingly reasonable.
We've got over 21,000
monthly subscribers,
so the recurring
revenue for the year
is going to be close
to $3 million alone.
We're working with a CPG group,
and hopefully in
April, we'll be in Target.
Look, I historically agree
with Barbara's sense
about people need to
have grit and hunger,
but I'm somewhat persuaded
that you don't need to ‐‐
maybe like Barbara and
I used to go to the streets
and knock on every door ‐‐
if you know how to do it
with your digital savviness.
I will give you...
$500,000 for 10% of the company.
Okay.
I'm extremely
grateful for the offer,
and we came in with
our ceiling being at 8%.
We would do $500,000 for 8%.
Can we meet there?
How about $500,000 for 8%
and 2% in advisory shares?
‐So $500,000 for 10%? ‐Yes.
There are so many other things
that we haven't
even covered yet.
So do you want to
do this deal or not?
Can we take just
10 seconds? To talk?
Alright. We're ready.
Decision made. We'll do it.
‐Good! ‐Wow!
‐Good job. ‐Thank
you. I Appreciate it.
‐Good luck. ‐Thank you, Daniel.
‐Thank you so much.
‐We are so excited.
Congratulations,
guys. Well done.
Good luck, guys.
Alright. Thank you very much.
Daniel's story is inspirational.
Just to get somebody
that's in a sustainable space,
for us, is huge.
So I know his knowledge
is going to help us grow
and just eliminate plastic
worldwide so much faster.
Next up is an elevated
version of a well‐known craft.
Somebody's serious.
Hi, Sharks. My
name is Ashley Silfies.
Hi, Sharks. My name
is Brittany Silfies.
So we are not only
business partners,
but we are also a wife team.
Today, we are
asking for $400,000
in exchange for
5% of our business,
Pink Picasso.
Each Pink Picasso kit comes
with a high‐quality canvas
with a template
for you to paint,
as well as the paint
and brushes you need
to create your own masterpiece.
All of that is packed
into a giftable tube
that shows what your
image can look like,
as well as estimated
time it'll take to complete it.
And when you're finished,
you can hang your
painting on the wall,
and you can be so
proud of what you did.
We believe we've created
a truly modern‐day craft,
one that you can
work at your own pace,
making it a relaxing
and enjoyable hobby.
So don't you think
it's just super neat
that anybody can be an artist?
So, Sharks, who's ready to
create your own masterpiece
with Pink Picasso?
‐Let's go. ‐Yeah.
‐So these are
beautiful. ‐Thank you.
These are ‐‐ Are
these painted from this?
Yes, it's like she said ‐‐
every single thing you
need comes in the tube,
and most of these images
are my own photography.
And so we turned
them into a kit,
and you just basically
sit down and paint.
It's just paint by
numbers, right? Right.
So what we found is
everybody needs self‐care.
This is something
that anybody can do.
Everybody loves puzzles, right?
But it requires you to
keep it out all the time.
And so this, you can
roll it up once it's dry.
I mean, don't roll
it up wet, right?
But once it's dry,
you can roll it up
and put it back in the tube
until the next time
you're ready to paint.
How did the two of you meet?
Funny story.
About 3 1/2 years ago,
our life looked
completely different.
We were married to our husbands
that we had been
with for over a decade,
and we were just best
friends doing life together.
And then one day, our
feelings just evolved,
and we blew up our lives.
It was not glamorous at all.
When we did that, I mean,
when you blow up your lives ‐‐
We were both basically
stay‐at‐home moms,
and we had no money.
So we were in two
apartments with three children
saying, "Okay,
our kids are used to
that American middle‐class life.
What are we gonna do?"
And, you know, when
you hit rock bottom,
you get scrappy
and you get brave...
Yes, you do... and you don't
have time to worry about that,
because you have
kids to take care of.
And so she literally
sat in the apartment
and was staring
at the wall, saying,
"What can we do to
provide for our children
and create the life
that we want to have?"
Why did you think of this?
She actually was sitting
there looking at the wall,
and she said, "What
skills do I have?"
Photography and manufacturing
were her background.
Like, that
was the biggest thing.
I was like, "What can
we package beautifully
and go into market
and just own it?"
So up until last summer,
Ashley and I did everything
from start to finish.
I made labels, and then we
would go downstairs at night
and we'd pack boxes.
All the kids were helping,
including our little
one, passing tubes.
What a life lesson
for your kids.
And y'all, they are
such good workers.
Why don't you ban them
from going to college
and keep them in the basement?
No, we really enjoy
their company.
If I'm being super honest,
we want them to know
that you have to
work really hard.
Amen to that. Amen to that.
And the family that works
together stays together.
So, there's got to be
a lot of these out there.
There's nothing proprietary
about what you're doing.
My question really goes
to the $400,000 for 5%
imputes an $8 million valuation.
Yippee‐ai‐yo‐kai‐yay. Yes.
You must have a ton of sales.
We do.
So, we started in 2019.
We went to market having
spent $1,500 on product
and sold out repeatedly.
So, our first year, we won
Oprah's Favorite Things.
‐You did? Wow. ‐Whoa.
What a lucky break.
Whoa. Right, right.
So we did $1.3
million in our first year.
‐Wow. ‐Wow.
What about 2020?
2020 was...
$3.5 million... 3.5, yeah.
‐Wow. ‐Wow.
What does it cost to make,
and what do you sell it for?
For our 16x20 Adults,
the costs are $3.77 to
make, and it's $4.00 landed.
It wholesales for $19,
but resales for $42.
Oh, wow. There's a ton of
margin. - My God!
Yes. Yeah.
These cost you $4 to produce?
Yes. That's insane.
You should be
ashamed of yourself.
2021, what were
your revenues to date?
So, $1.4.
We think we're gonna
end up, the year,
over $5 million.
Over $5 million? Greiner: Wow.
$5 million in gross
revenue? Gross revenue.
So at $5 million, what
are your net margins ‐‐
like, your profit margins,
after everything?
Last year, we brought
home around $900,000.
- Wow.
- I mean, basically,
you're extremely
profitable. - Right.
Like, you have
incredible margins.
So I'm curious ‐‐ what
do you need from a Shark?
We need a mentor.
I feel like I don't know
anything about here forward.
Like, we need a bigger bat.
I have a bucket list
retailer that I'd like to be in,
and they've said no.
Are you in Michaels?
No. No, we are not.
Why not?
- We need a bigger bat.
- She just brought it up.
It's really hard when
it's just the two of us.
Like, I've never done
anything big‐box.
I've only done these boutiques.
Like, we're in over
2,100 boutiques, right?
I know how to do that,
but we don't know
how to do the Target.
So you need a Shark
to call Michaels. Well...
Right. I know Michaels.
I also want licensing.
I want to be in Disney
World and Disneyland.
So you want to license Disney?
So you want
someone to make calls
to set up the Disney licensing.
Let me give you a point.
Lovepop greeting
cards, like you guys,
stood here with nothing when
they showed up on "Shark Tank."
Now they have the
Star Wars license.
They have the Disney license.
They've got every
license they want.
They got the Beatles.
You want to get there? Right.
Alright. Here's a deal for
you. I'll make you an offer.
The $400,000, I want
to be a 1/3 partner.
Ooh. 33 1/3%.
I want a share in
the distributions,
'cause I'm not a control guy,
so we're partners together.
We decide how much
capital goes into the business,
how much we
distribute to ourselves.
You got to feed your kids, okay?
This is a really
interesting business.
Listen. You two are amazing.
Thank you. Just my cup of tea.
Thank you. You are dynamos.
So, I love the look of
it, I think it's beautiful,
and I think we're in an age
where people are trying
to get away from the phone
and spend time doing
things that are creative,
that have to do with improving
your mind in a different way.
So I think you are spot on,
and that's why you
have done so well,
besides who you are and
the drive of what you've done.
So Lori, is
there an offer in there?
So Daniel saw all of
that potential in you, too,
and he said, "Why don't
we do this together?"
If you're interested
in two super‐Sharks
that are very complimentary,
we'd do it for $400,000
for 20% of the company.
I want to just
give you some feedback
and then address
the subject of an offer.
I remember distinctly when
I was building my business
at the point you
are at right now,
I was doing very
well very quickly,
and I remember thinking,
"Wow, do I need help."
And I almost brought
in a financial partner
and sold half my business,
because I realized it was beyond
me and my knowledge base
as to how I could grow and
compete with the big guys.
So I thought I
needed a big guy in.
Thank God I didn't
take in the big guy.
Thank God. He would have
had me for breakfast, alright?
So I don't think
you need a Shark.
It's no big science
to get into the ‐‐
Barbara, why are you on "Shark
Tank," by the way? One second.
Wait, excuse me.
No big deal getting
into any store you want.
You simply make a wish list,
and then hiring the right people
to help you execute it, alright?
But I just want to caution you
before you jump into
bed with a lot of Sharks.
Think about what
you really need.
You've got all the
knowledge base.
You just need more help.
Are you in or out? So
on that basis, I'm out.
I can help you guys out.
Her free advice is worth
every penny you're paying for it.
Okay, with all due respect,
I don't agree with
what Barbara's saying.
People ask me, what
is coming out of COVID?
What is happening? Right.
And what is happening is,
an influx of people wanting
to start their own businesses.
So you have a beautiful
idea. You're super successful.
And now what you've
got to do is race faster...
Right... because other people
are gonna be on your tail.
Now the good news is
here, you have two offers.
I've got to say
one more thing, right?
Don't sell yourselves short.
So I'm not here to
make you an offer,
because I'm not as good a
fit, even as those two, honestly.
But at the same time,
don't sell yourselves short,
because you are crushing it.
What you have is a
very valuable business.
You guys, you have convinced
everybody here and
everybody in America
that you have built one heck
of a business. Thank you.
But you got to make a
decision. You got two offers.
What do you want to do?
I'm gonna come back in.
Two Sharks are out.
Ashley and Brittany have
two offers on the table
for their paint‐by‐numbers
kit Pink Picasso,
but Barbara may have
had a change of heart.
I'm gonna come back in.
I'm gonna give
you a $400,000 loan
for just 5% of the business,
as long as you pay
me 8% in interest,
because I think you're
underselling yourself.
I'm gonna help you
structure your company
and convince you
in one week flat
you don't need help.
I want you, Ashley and
Brittany, I want you to understand,
before I approached Lori
about partnering with me,
I was gonna give
you $400,000 for 10%.
I don't want to
roll under the bus
or whatever the thing
is, and cut her off ‐‐
"Throw her under
the bus," it's called.
I sincerely think that
her and I, for 20%,
will help you more
than me for 10%.
I love your business,
okay? But I feel in my heart
that she and I together
are worth the 20%.
Time to make a decision.
Okay, one last twist.
Just 'cause I want to
screw around with them.
No more twists. No, no, no.
I want to modify my offer
to this ‐‐ No more twists.
I will do it for 3% equity
with a straight
royalty of $6 a kit.
Oh, my God.
I mean, think about that,
because you can afford it. Wow.
Your margins are crazy.
Barb's is the better deal.
Or no deal at all.
You want to know
something? The only deal
that's right for you... Okay,
let them make a decision, Lori.
Is the one that you
feel in the gut is right.
You've got multiple offers. What do you
want to do? You've got to make a call, guys.
You've got to decide.
Any of them can help you.
Yep.
Would you guys be
willing to do 15%?
For the two of
them? For the two of them.
‐Yeah. ‐Yeah.
You got a deal.
You got a
deal. Awesome! Yay!
Thank y'all, each
of you. Pleasure.
Thank you guys. We
really appreciate it.
‐You guys are amazing.
‐Thank you so much!
You are just the
kind of women I love.
‐Thank you. ‐We
really appreciate y'all.
‐I'm so excited.
‐Thank you so much.
You guys are amazing.
But the most important
part of the day ‐‐
Look at what you
did! Wow!
You just did that?!
Your kids are gonna be so proud.
Oh, my God, Mark, who knew?
Look at that!
I just want to show our kids
what hard work looks like.
And that you can do it,
despite what anybody says
you can do. Yeah, that's right.
In Season
7, Sean, Ryan, and Jeff
made a deal with Mark
Cuban for Dude Wipes ‐‐
wet wipes for men.
And they combat stink
for all dude regions.
Let's see
what they're up to now.
We started Dude
Products with our own investment,
and we didn't know
if it would stay afloat
or go down the drain.
Before "Shark Tank,"
we were generating
$5,000 per week.
Today, we're generating
$1.4 million per week.
Our total gross
sales was only $300,000.
Dude Products now has a
total of $120 million in sales.
We started with
a 300‐square‐foot
spare bedroom.
Now we have over 200,000
square feet of warehouse
that houses 5,000 pallets.
Today, we're distributed
in over 15,000 retail
stores nationwide,
including Walmart, Kroger,
Target, and Amazon.
You guys are
taking on some heavy hitters
and changing the game.
One of the
reasons that Dude Wipes
has become one of
my better investments
is that they're literally taking
a category ‐‐ toilet paper ‐‐
and reinventing
it and growing it
and taking market share,
and that's not easy to do.
It really takes somebody
who eats, breathes,
and sleeps their business,
and that's exactly what
they do at Dude Wipes.
You're just shaking
up an industry,
so keep on being
you, and it'll happen.
Alright, you guys are throwing?
What started as a way
to have fun as friends
has turned into a
multimillion‐dollar enterprise,
and our butt wipes
are even saving lives.
We're working with a great
organization called Fight CRC,
who raises awareness and
dollars for colorectal cancer.
We do monthly blogs
to help raise awareness
and provide them with products
and monetary donations, too.
We're currently the #2
wipes brand in the US,
and as much as
we love that number,
we definitely want to be #1,
and then the next step will be
to take Dude Products worldwide.
Next up is skin
care taken to the next level.
Hi, Sharks.
My name is Lynda,
and I'm the "L" in "Love."
And I'm her husband
Paul, the "P" in "Pebble."
And we're here
from Atlanta, Georgia,
seeking $150,000 for 10%
equity of our company ‐‐
Love & Pebble! Love & Pebble!
Sharks, what if I told
you what we created
was a game‐changer
in the beauty industry?
Are you ready for the
best skincare hack?
Don't worry, Mr. Wonderful.
We'll let you in on
the best‐kept secret ‐‐
The Beauty Pops!
The Beauty Pops!
It looks like a lollipop, right?
But it's not for
your mouth, Sharks.
It's actually an ancient
skincare remedy
called skin icing
that's used to
de‐puff your face.
We've combined cryotherapy
with a skin‐loving face mask
to produce our cool, innovative,
one‐of‐a‐kind Beauty Pops.
It helps soothe
your succulent skin
and melts into a
nourishing face mask
that leaves you with a
fresh, wake‐me‐up glow.
Our pops are made from
all‐natural superfoods
rich in antioxidants
to help tighten and
brighten your skin
to help experience
that facial spa
in the comfort of your home.
All you have to do is pour our
nutrient‐dense facial powder
into our molds..
Pour water, and then
stir until combined.
Place the sticks over them,
and pop them in the freezer
for four hours to set.
And when you're ready
to get your facial on,
you take the Beauty
Pops out of the freezer.
Ta‐da! Ta‐da!
Peel back the silicone mold,
and you get super
cute Beauty Pops.
And get ready to glow
up, just like she did.
So who wants to
chill with the cool kids
and make some cold, hard cash?
What happens if I eat this?
Yeah, is it edible?
It is edible.
Oh, wow. Now you're
talking my kind of deal.
Yeah, because it's got bananas,
aloe vera, papaya, and turmeric.
Yes. Oh, maybe not.
Maybe not.
But basically,
this is a concoction
of fruit frozen, right? Yes.
And so is the
benefit just the fact
that I'm putting
something cold to my skin?
Could I get that
benefit with just water?
No, icing the
skin helps de‐puff,
so you get the
cryotherapy benefits,
and then you are left with
a nourishing face mask.
So, there's ice rollers
on the market, right?
It's a really popular skin tool.
And there's face masks.
We're the first to
combine the two.
How did you come
up with this idea?
I'm actually a pharmacist.
I did use some of my expertise
to help kind of formulate this.
Lynda does a lot
of DIY stuff at home.
And one day, I looked over,
and she was rubbing a
frozen banana on her face.
And I was like,
"What are you doing?"
And she's like, "No,
this really works."
So she had tried it on me,
and my skin was
instantly soft and smooth.
And so we spent about a
year and a half to two years
trying to formulate
something that we could scale,
'cause you can't ship
out a frozen banana.
Well, you have beautiful skin.
So, I actually struggled
from acne as a teenager,
and I was really self‐conscious
about my skin. You'd never know it.
Yeah, and honestly, you know,
we didn't have very
much growing up
and we couldn't afford skincare,
so I would go into the
kitchen and I would apply, like,
honey and yogurt on my face
because, you know, all
girls want to feel beautiful.
Did you make a
profession of that
after you did it at home?
No, I started my
entrepreneurial journey at 21,
and I had a clothing boutique.
I met Paul, and...
You're married?
We're married now, yeah.
This whole company, you know,
the whole story behind
it is inspired by penguins.
So, penguins in the wild,
when they find the
perfect pebble, right,
they give it to their mate.
And if she accepts it,
then, you know,
they mate for life.
And so this company,
Love & Pebble,
is actually my pebble to her.
‐Aww. ‐Aww.
God, you guys are killing me.
Love & Pebble. There you go.
‐Lynda and Paul.
‐This is too sweet.
Let's fall in love with the
numbers, okay? Yeah.
If you put a value on this
business of $1.5 million,
what are sales like?
So, lifetime sales,
we're at $890,000.
Wow.
How many years is that?
We actually just launched
this product in March.
In May, we sold over
$100,000 in four days.
How? What happened?
On TikTok, it went viral.
Yeah. Wow.
And I posted a video of
my mom's before and after,
and people fell in love
with her transformation.
Yeah, no kidding. Yeah.
We had over 4 million views,
and the sales were coming in.
Yeah. So it was incredible.
‐Wow. ‐Okay.
What does it cost, and
what do you sell it for?
So, $9.20 landed,
and we sell it for $46.
‐Wow. ‐That's a good margin.
Yeah. 80% margin, yeah.
How have you financed
the company to date?
We've self‐funded.
She sold her house,
and we put everything
into it. - Oh.
Yeah, I went all‐in.
You sold your house?
‐Yes. ‐Good for you.
And how much is that?
That was $100,000.
Wow. You are all in.
Yeah. I am.
So, I get the social media hits.
I get the viral stuff.
But that doesn't happen forever.
Have you done any
digital spend yet?
Have you actually
bought social media?
Yes. We have. We
do paid marketing.
And what are your
customer acquisition costs?
So, I mean,
blended, we're at $7.
And what's the margin
on the lowest base kit?
80%.
What are you looking for
in getting a Shark
to invest today?
So we're really
looking for a Shark
to help us navigate
the retail space.
I think that this product
would do really well.
Be careful with all that.
It's really easy
to get caught up.
You guys have got
something that works for you.
Social media, right now,
is an unsung hero
in selling products.
You should use it.
Don't get caught
up in just trying to
search for sales everywhere.
Look, guys, I have
this great, natural skin.
I don't need a lot of
products. It's just not for me.
Maintenance. Maintenance.
Nah, come on, it's
not a great fit for me.
So for those reasons, I'm out.
Yeah. Thank you
so much. Thank you.
Guys, this just isn't
for me, as a product.
I'm sorry, I'm out.
Paul and Lynda, I think
it's very well‐executed.
I thought about it, because
I like you guys a ton
and I like your product,
but it's just not ‐‐
I don't have any
expertise in this space,
so I'm sorry, I'm out.
So I just wanted to say,
we're working on
a patent right now.
So, you know, there's
something special here, and I...
What's the patent pending
on, freezing fruit into a pop?
Freezing and
melting into a mask.
It's a growing market.
We would love to
have you on board.
I'm just in love
with both of you,
and as much as I adore you guys,
I've got to say this,
though, I have to be...
We have a meeting with QVC.
Go with what I think is true.
And I think that you
should grow slow
so that you don't make
the one big mistake
that happens to entrepreneurs,
which sometimes can
be exploding too much
and having too much inventory
before you have the sales.
I think you're
on the right path.
It's not the right
product for me.
So I love you, but
I'm gonna go out.
Okay.
Paul and Lynda,
it's not all over yet.
Barbara?
I wonder if the social
media success you have
is a one‐hit wonder,
because it's responsible for
the great majority of your sales,
and that concerns me.
I mistrust the retail space.
Something about a
young entrepreneur,
when they think retail,
they don't think
about slotting fees.
They don't think
about return product.
‐ They don't feel ‐‐ ‐ Exactly.
‐ So much goes wrong.
‐ Mm‐hmm.
And that's the kind of
guidance we need, so...
Yeah, so I'm thinking. I
mean, this is a rough one.
Barbara, please. My
Beauty Pop is melting.
I think this is a
wonderful business
that you've created,
but I don't think it's a
business for an investor.
I'm out.
I'm sorry for that, though.
I really wanted to find my way.
Okay. Is everyone out?
Good luck, guys. All
the best. Thank you.
Good luck, guys.
Thank you. Bye.
I keep working
and I keep working,
and I know one day,
we're gonna succeed.
We've already started
seeing it this year.
And, you know,
we've seen this growth,
and we're just gonna keep going.
Next in the Tank
is a family who turned
a hobby into a business.
Aww.
Hi, Sharks. I'm Zach. I'm Zoe.
I'm Kam. And I'm Summer.
And we're the founders of
Zach & Zoe Sweet Bee Farm,
and we're looking for
$150,000 for 10% in equity.
Did you know that most of
the honey that you see in stores
has actually been processed?
All of that processing
takes away the good stuff.
Some even add in
sugar and corn syrup.
Zach & Zoe Sweet Bee Farm
is taking the sweetener
industry by storm
by changing the way
people view bees and honey
by creating a delicious
twist on raw unfiltered honey.
No pesticides. No additives.
Just pure, raw honey
From ginger
to matcha to beetroot,
we take raw honey and
blend it with superfoods,
all in‐house, no co‐packer.
We started this
company by accident.
Five years ago,
we were looking for
a way to solve
our son's allergies,
and when we found raw honey,
it was a game changer for Zach,
because it actually
contains pollen,
which has a variety
of health benefits.
And we don't just sell our
honey, we farm it ourselves.
We started out with a few
hives and grew it to a full facility
that our whole family cares for.
The quality of our honey
and the health of our bees
is so important to us.
So, Sharks, who wants
to continue the buzz
and join our hive of busy bees?
So is this all your honeys?
Did you make all these
varieties right here in front of us?
We do. We make
all of our honey in‐house
in a facility in
Lebanon, New Jersey,
and we take care of
50 hives ourselves.
And we actually source
a lot of our honey,
about 80%, from local
farms right by our doorstep.
How did you become bee farmers?
Zachary had horrible allergies.
He was in and out of
the hospital. - Yep.
We started keeping bees for him.
It was a hobby for
my husband. Yep.
So we were able to treat
Zachary within a year,
and we saw that
one spring went by,
the next went by,
and here he was
with no symptoms of
allergy‐induced asthma.
I think you should tell
us what we're eating,
'cause we're already
chowing it down.
I wanted to add an
extra flair to the honey,
so I began to add organic
superfoods into the honey ‐‐
beetroot, ginger,
matcha. - Matcha.
Blueberry is, like, phenomenal.
That's great. Thanks,
Mark. Oh, thanks!
I think I've seen this.
Has this been in
restaurants or ‐‐ It has.
It is, okay. Yep, so, you know,
our wholesale accounts,
we're working with ‐‐
Macy's has picked
this up, Bloomingdale's.
We've had a lot of press.
We've been in New York Times.
2018, our sales were $62,000.
2019 ‐‐ $135,000.
In 2020, $401,000. Wow.
And in 2021, we're
already at $888,000.
Yeah, baby. Yeah!
Oh, now you're talking.
Wow! You said
you're already at $800,000.
Yep. Okay, so break that down
between wholesale, retail,
and direct to consumer. Yep.
Pre‐pandemic,
70% of our business
was Chelsea Market right
in New York, retail traffic.
And then during the
pandemic, we had to pivot
and really invest in our website
and direct to consumer.
'Cause everything switched.
Of course, yeah. And so right
now, we do 70% of our business
direct to consumer right
from our site. Website.
And we're not advertising.
Okay, what does
one of these cost,
and what does it
cost you to make?
Our 16‐ounce jar,
we make it for $6.
It wholesales for $13, and
it retails for $20. That size.
How do your prices compare
to the other honey
makers out there?
They're a little more.
By what percent, would you say?
Other honey makers are about $15 per ‐‐
16 ounce. Yeah, 12 or 16
ounces when you look them up.
But there's nothing else in it. So
you're charging about a 25% premium.
Yeah. Because of the organic
superfoods from the best farms.
We just got accepted to
Target's 2021 incubator program.
We're gonna do
$1.5 million this year,
we think, pretty easily.
What's going to accelerate
you to that? Target's a big one.
So how are you gonna
be able to deal with that?
Because going
from $880,000 a year
to having one
really big customer
takes a real commitment
in cash. Yeah.
Are you profitable,
first of all?
Yes. Yeah. 23% margins.
23% net income. 23% margins.
- So you're making about 200 -
K so far this year, right? Correct.
You know, in my industry,
we buy enormous
amounts of honey.
There's a huge problem
with bee colony collapse,
where huge groups of bees have died.
We're seeing that. We're seeing that.
Yeah, we've had a
problem with that, for real.
And bees are the
number‐one pollinator.
If we lose our bees,
vegetable crops, fruits,
we're gonna be in huge trouble.
Tell us a little bit about
how you see your role
in that ecosystem,
and do you have a
strategy related to that?
Yeah, I mean, I think,
you know, us having bees
is a differentiator, right?
We've got 50 hives on
our property in New Jersey,
and so we do a lot of talks
around beekeeping, bee health.
So this is so much
more than a company.
It's like a mission. Yeah.
I want to ask Zach a question.
Bees, they work very
hard to make this honey
so they can eat it.
You go in there and
rip it off and sell it.
They don't even get
a royalty or anything.
They don't have any equity
in your business. They don't.
How do you feel about that?
Every beekeeper,
kind of as a rule,
they don't take
a certain amount.
Like, they don't take ‐‐
never take too much honey.
Go, Zach.
I see a future with you, Zach.
The challenge I see,
though, is in the scaling.
You're trying to just add your
biggest customers right now
early in your life cycle. Yep.
I think that's gonna
be more difficult
than you're
giving it credit for.
Knowing what I know about
food supply chains... Yeah.
It's one thing to
get to $5 million,
which yeah, right? Yeah.
Another thing to get
to $10 million, yeah.
But now all of a sudden, the
complexity levels change. Of course.
I don't know that
you're accounting
for the complexity level.
And so for those
reasons, I'm out.
Listen, guys, I'm struggling
to find a role to fit in here
because it really does feel
to me like a family business,
and I think it'd be
uncomfortable for me
to, like, jump in
there at this stage.
So for those reasons, I'm out.
Thank you, Daniel. Thank you.
And thank you, Mark.
My biggest struggle
is on the product side,
because I'm a person who
doesn't eat honey. Oh, wow.
I know that sounds
crazy. Wow. Yeah.
But I actually really don't.
So sadly, for those
reasons, I am out.
Thank you, Lori. But I hope
that one of my fellow Sharks is in.
Thank you. That was so sweet.
That's nice. Thank
you. Thank you.
You guys remind me so much ‐‐
in fact, identical ‐‐ to
Wicked Good Cupcakes.
It was a family business,
'cause it was always for their kids.
And when they did sell it
recently to Hickory Farms,
everybody made
millions of dollars. Wow.
They were just like
you. I like this deal.
I'm gonna make you
the exact same offer
I made them nine years ago
when they were
standing right there.
Zero equity.
You have enough
margin in the larger jars
to pay me a dollar royalty
against the $150,000 I'll give you.
I knew you were gonna say that.
Shocking, right?
After I recoup the $150,000,
it drops down to 25 cents.
That's the identical deal.
And then we work
together to blow up sales,
as I did with Wicked
Good Cupcakes.
We ended up with commercial
kitchens all over the country. Yeah.
And we blew it up because
we were both incentivized.
I never took equity,
and when it got sold,
I did well, too.
Everybody made money.
I don't think there's room
for equity, because in the end,
this deal's for your kids.
Hold on, guys. I have an offer.
Three Sharks are out.
The Johnson family has an
offer on the table from Kevin
for their honey company,
Zach & Zoe Sweet Bee Farm,
but Barbara also
seems interested.
Hold on, guys. I have an offer.
My dream entrepreneur is
when they remind me of me,
like somebody who started with
nothing that made a little magic
and stayed on course
and built an empire.
So you might not think
you're sitting on an empire,
but I can see as clear
as I could see tomorrow.
Alright, so I'm gonna make
you probably a juicier offer
than you were looking for,
but I need to have more equity.
So I'm gonna give
you $200,000 for 20%.
Alright, but I am excellent
at strategy on building brand.
I'm an excellent marketer.
I don't have to sell you on that
because I have proven it
with so many of my brands.
$200,000 for 20%.
Mr. Wonderful ‐‐
Zero equity, because
you're a family business.
Kam, are you evaluating
his royalty deal?
So he's going to get paid back.
You understand you're adding like 13%
every single jar you
sell at the beginning.
13% weight like shackles.
You know why I'm coming over?
'Cause you're wearing yellow. Because
things can sometimes be so obvious.
Let's show Kevin
what's happening here.
He's not impressed. Who fits in?
He never wears anything but black. Barbara, I
have no interest in doing a deal with you in it.
Well, it's a simple question.
Do you want to part
with 20% of your equity?
Can we huddle? Can we
huddle? We need to huddle.
Okay, we can huddle. Go ahead.
You understand
both offers, right?
Yes, absolutely. Yep.
Talk to any of my partners.
I'm a different cut
of cloth than Kevin.
Okay, can we huddle
in there? Yeah, we can.
No, but ‐‐
We love it. Oh, that's so nice.
No, I'll let you
huddle on your own.
Thank you.
20%.
I'll kill you if
you get this deal.
I mean, who's gonna help?
Mr. Wonderful or Barbara, right?
Barbara. Barbara. I
think probably Barbara.
I don't know.
The Wicked Cupcake
thing was brilliant.
What a wholesome family.
Well, what have you decided?
We came in asking
for $150,000 for 10%.
Barbara, would you be willing
- to consider 200 - K for 12%?
15%, I would.
You got a deal. There you go.
Great, I didn't have
to justify. Great.
Well done.
Thank you, Kevin.
I'm very, very happy.
What proud parents you
should be. - Thank you.
Congratulations.
Thank you so much.
Congratulations. My pleasure.
Thank you. Can't wait
to get together with you.
Thank you. Can't wait. Same.
Congratulations,
guys. Well done.
‐Congrats, guys. ‐Thank you.
Alright, guys.
Nice job.
Excellent job, everyone. Yes.
Even though Kevin had that
deal with the cupcake business,
I think Barbara's
expertise is just ‐‐
is more helpful
for us specifically,
and I think she
can really put us
in those big retail stores,
and I think I'm excited
for the future.
I think we made
the right decision.
Yay!
That's awesome, guys.
‐Mm!
‐Love you guys.
the founder of groundbreaking
snack company KIND,
returns to the Tank.
You know, when you
hit rock bottom,
you get scrappy
and you get brave.
Okay,
historically, I agree about
people need to have
grit and hunger.
We've self‐funded.
She sold her house.
You sold your house?
Yeah.
Yes.
Wow.
You're not persuasive.
I'm sorry.
We need a mentor.
Don't just tell me
you need a Shark.
Whoa.
Abracadabra. Bubbles!
You have convinced
everybody here and everybody in America
that you have built
one heck of a business.
Don't sell yourself short,
because you are crushing it.
So do you want to
do this deal or not?
First in the Tank
is an environmentally minded
innovation in laundry care.
Hello, Sharks. I'm Chris.
And I'm also Chris.
We're the founders of
Sheets Laundry Club
from Mooresville,
North Carolina,
and we're seeking $500,000
for 5% of our company.
Sharks, in my 20
years in the U. S. Army
flying helicopters,
I was able to get
a bird's‐eye view
of the world's plastic crisis.
I was shocked by the
way other countries
were disposing of plastic.
Sharks, the plastic crisis
spans across our cities,
landfills, and our oceans,
and surprisingly, one
of the biggest culprits
is the laundry industry.
And so we decided to take
matters into our own hands,
and we started
Sheets Laundry Club
to combat the plastic crisis.
We did that by developing
a patented, eco‐friendly
dehydrated sheet
of laundry detergent.
It's lightweight.
It's mess‐free.
It's easy to use.
And best of all,
it's 100% plastic‐free
from start to finish.
You very simply take
one sheet of detergent,
and you toss it in
with your dirty laundry.
At the end of a wash cycle,
it leaves your laundry soft,
fresh, and clean every time.
It's more convenient
than liquids and powders,
it's more
cost‐effective to ship,
and it is far better
for our planet
than mainstream alternatives.
Sharks, it's obvious we
care about the planet, so...
Which one of
you wants to get hooked
on creating a
plastic‐free tomorrow?
So, in front of you,
you've got a glass bottle
and a detergent sheet.
Go ahead and pick
up that glass bottle.
Take off the lid. You
can set that down.
Grab the detergent sheet, and then roll
it up tight enough ‐‐ Smells really good.
Thank you. Thank you.
Yeah, it does smell good.
Roll it up tight enough
to fit inside that bottle.
Now, pick up the bottle,
and go ahead and drop it inside,
and notice that
the water is cold,
and as soon as it hits the
cold water, it begins to dissolve.
Now, once you've done
that, go ahead, grab your lid,
and we're going to
shake it for a few seconds.
Abracadabra. Bubbles!
We have turned your detergent sheets
into... - Wow. That's great.
Bubbles.
What are the
contents of the sheet?
The primary ingredients
in the laundry sheet
that we use for cleaning,
it's a sodium lauryl
sulfate surfactant.
It's derived from coconut oil.
It's a natural ‐‐ Stuff
that they put in shampoo.
It's found in shampoos,
and the enzymes in it
are plant‐based, as well.
We're also not using a laundry
list of synthetic chemicals
that are found in
mainstream detergent.
Wait, wait, wait.
What do you guys do?
What's your role?
What's your background?
It's like, you guys standing
here, you flew a helicopter.
Yeah. Yeah. I find
that a big jump.
Like, what happened
in between...
Sure... how'd you
come up with the idea,
and what role do each of you
play in the business operations?
Absolutely. So I am the
CEO of Sheets Laundry Club.
When I was 18, I joined the
Army as a military police officer.
My first 12 months
or so in the Army,
I got an opportunity to fly
in the back of a Blackhawk.
That was a game‐changer for me.
Shortly after my 25th birthday,
I graduated flight school,
became a Blackhawk pilot,
achieved a dream
that I wanted to do ‐‐
14 years around the
world, flying helicopters.
But my lungs are really bad,
and the lungs got destroyed
over in Iraq in 2007 and 2008,
and that's kind of where
my plastic journey started.
It was a war‐torn country.
They didn't have any type
of trash service established,
so they were burning it.
And everything obviously
rises to the skies,
and I spent every single day
of the week, for the most part,
flying in those skies
that had the toxins. Wow.
So about 6 to 12 months
after coming back from Iraq,
I had a lot of wheezing
and coughing issues.
I went to a pulmonologist
and found out
that my lungs were
now that of a 70‐year‐old.
I think I was about
33 at the time.
So I've been on
medication for my lungs.
My wife and I, we
decided to, you know,
rid plastic from our home.
I learned a lot about it.
I learned that, you know,
9% of plastic
worldwide is recycled,
and 12% of it's burned.
And the other 79% wind
up in landfills and oceans.
So in 2018, I met Chris,
and I was actively searching
for my next endeavor,
'cause I had 15 years
of starting businesses
at that point,
but none of them
really had a big purpose.
And so I was at a point in
my life, got a family now ‐‐
I want to start something
that has a purpose.
Okay, guys. So
what's in the box?
You have a lot of
things in here. What do we get?
So, we have about 46
different SKUs within our system.
Wow. It's about 30
different products.
The varieties are
based on the SKUs.
Oh, so it's not just the
sheets. It's all this other stuff.
The main focus has always
been the laundry sheets.
We have floor‐cleaning
sheets. We have scent boosters.
The mission of Sheets
Laundry Club... All your product?
Is to remove
plastic from laundry.
When were you guys launched?
We officially launched to
the public in January of 2020.
And what were
your sales in 2020?
In 2020, we did $2.046
million in total sales.
Wow.
So $2.04 sounds pretty
impressive. That's huge!
What percentage is
your number‐one item?
The laundry sheets are
our number‐one selling item.
‐They are? ‐Out
of those $2 million,
how much did you
sell in those sheets?
We sold about $1.2 million.
We also signed an exclusivity
agreement with Kimberly‐Clark.
Kimberly‐Clark owned the patent
on the dissolvable
laundry detergent sheet.
Do you pay them a
royalty? We do pay a royalty.
Wait a minute.
So you have it that
you are the only ones
that can also use the
patent. Absolutely correct.
Are there limitations on that?
As long as we pay
our royalties annually,
that patent is exclusive to us.
So guys, the con is, I don't
think you own anything,
and you've never answered yet
how long your agreement lasts
with the large consumer company.
Through October of 2024.
20‐‐ That's it? Yes.
Then what happens? Do
you have an option to renew?
It expires.
So, I have three concerns. Yes.
One, you have a
patent that expires.
Secondly, you have 46 SKUs.
I see that as a
formula for disaster.
It's like having
too many children
when one kid's your good kid
and you have to give
everybody attention.
Yeah. So I object to that.
But thirdly, even
without the first two,
you're not
persuasive ‐‐ I'm sorry.
For whatever reason,
forgive me for saying this,
I don't think
either of you sell.
You could have the best
product, the best production,
you could run the best
company, make people happy.
But if you don't have
that aggressiveness,
hunger on the front
end of your business,
it doesn't really go anywhere.
So for that reason,
sadly, I'm out.
No, I‐I think ‐‐ O'Leary:
She just called both of you
the worst salesmen she's ever seen
on "Shark Tank." Yeah, absolutely.
Yeah, we're on track to do
almost $7 million in sales this year.
That's a good answer. Yeah.
We've got a net profit
margin of 24%.
Okay, so you're going
from $2 million to $7 million
in one calendar year?
That is correct.
Why do you think you hit that?
Because Barb
says you can't sell.
Yeah, we built it
off of aggressive
advertising campaigns,
and we got user‐generated
content right off the bat
of customers talking about our
products, how much they loved it.
So quick videos. Absolutely.
Adding in testimonials.
Where were you running
them ‐‐ Instagram? Facebook?
Yeah. Social platforms.
We just recently rolled out
some campaigns on Pinterest.
We run AdWords.
So I'm not a
pound‐the‐pavement sales guy.
I'm a marketing guy.
I'm an e‐comm guy.
Alright, guys, look.
I don't think you have
to be embarrassed at all
about salesmanship.
You're blowing it out
of the water on revenue.
But I have a deal called
Blueland... I'm familiar.
Which also crystallizes
cleaning fluid. Absolutely.
Frankly, I'm competing with you.
I'm going after the
same customer.
I can't compete with
myself, guys. I'm out.
So, I like the product,
and I think the mission's
super important.
I'm super worried
about our oceans.
I'm worried about
our planet. Thank you.
But you came in
$500,000 for 5%. Mm‐hmm.
It just doesn't excite me.
Half a million dollars
is a lot of money,
and I want to be able to wake up
and feel like I'm going to
reap the benefits of what I sow.
This isn't for me.
I'm out.
So, $500,000. What's the point?
What is it that you
really need to do?
And don't just tell
me you need a Shark.
We want to expand globally.
We want to take this overseas.
We want to make a global impact.
Okay, let's stop right
there. That's expensive.
One of the biggest things I
try to teach my entrepreneurs
is conserve your cash.
You know what? This
just doesn't work for me.
So for that reason, I'm out.
So you're saying
you have traction
for $7 million this year?
What degree of confidence
do you have in that,
because if it's true,
your valuation's
surprisingly reasonable.
We've got over 21,000
monthly subscribers,
so the recurring
revenue for the year
is going to be close
to $3 million alone.
We're working with a CPG group,
and hopefully in
April, we'll be in Target.
Look, I historically agree
with Barbara's sense
about people need to
have grit and hunger,
but I'm somewhat persuaded
that you don't need to ‐‐
maybe like Barbara and
I used to go to the streets
and knock on every door ‐‐
if you know how to do it
with your digital savviness.
I will give you...
$500,000 for 10% of the company.
Okay.
I'm extremely
grateful for the offer,
and we came in with
our ceiling being at 8%.
We would do $500,000 for 8%.
Can we meet there?
How about $500,000 for 8%
and 2% in advisory shares?
‐So $500,000 for 10%? ‐Yes.
There are so many other things
that we haven't
even covered yet.
So do you want to
do this deal or not?
Can we take just
10 seconds? To talk?
Alright. We're ready.
Decision made. We'll do it.
‐Good! ‐Wow!
‐Good job. ‐Thank
you. I Appreciate it.
‐Good luck. ‐Thank you, Daniel.
‐Thank you so much.
‐We are so excited.
Congratulations,
guys. Well done.
Good luck, guys.
Alright. Thank you very much.
Daniel's story is inspirational.
Just to get somebody
that's in a sustainable space,
for us, is huge.
So I know his knowledge
is going to help us grow
and just eliminate plastic
worldwide so much faster.
Next up is an elevated
version of a well‐known craft.
Somebody's serious.
Hi, Sharks. My
name is Ashley Silfies.
Hi, Sharks. My name
is Brittany Silfies.
So we are not only
business partners,
but we are also a wife team.
Today, we are
asking for $400,000
in exchange for
5% of our business,
Pink Picasso.
Each Pink Picasso kit comes
with a high‐quality canvas
with a template
for you to paint,
as well as the paint
and brushes you need
to create your own masterpiece.
All of that is packed
into a giftable tube
that shows what your
image can look like,
as well as estimated
time it'll take to complete it.
And when you're finished,
you can hang your
painting on the wall,
and you can be so
proud of what you did.
We believe we've created
a truly modern‐day craft,
one that you can
work at your own pace,
making it a relaxing
and enjoyable hobby.
So don't you think
it's just super neat
that anybody can be an artist?
So, Sharks, who's ready to
create your own masterpiece
with Pink Picasso?
‐Let's go. ‐Yeah.
‐So these are
beautiful. ‐Thank you.
These are ‐‐ Are
these painted from this?
Yes, it's like she said ‐‐
every single thing you
need comes in the tube,
and most of these images
are my own photography.
And so we turned
them into a kit,
and you just basically
sit down and paint.
It's just paint by
numbers, right? Right.
So what we found is
everybody needs self‐care.
This is something
that anybody can do.
Everybody loves puzzles, right?
But it requires you to
keep it out all the time.
And so this, you can
roll it up once it's dry.
I mean, don't roll
it up wet, right?
But once it's dry,
you can roll it up
and put it back in the tube
until the next time
you're ready to paint.
How did the two of you meet?
Funny story.
About 3 1/2 years ago,
our life looked
completely different.
We were married to our husbands
that we had been
with for over a decade,
and we were just best
friends doing life together.
And then one day, our
feelings just evolved,
and we blew up our lives.
It was not glamorous at all.
When we did that, I mean,
when you blow up your lives ‐‐
We were both basically
stay‐at‐home moms,
and we had no money.
So we were in two
apartments with three children
saying, "Okay,
our kids are used to
that American middle‐class life.
What are we gonna do?"
And, you know, when
you hit rock bottom,
you get scrappy
and you get brave...
Yes, you do... and you don't
have time to worry about that,
because you have
kids to take care of.
And so she literally
sat in the apartment
and was staring
at the wall, saying,
"What can we do to
provide for our children
and create the life
that we want to have?"
Why did you think of this?
She actually was sitting
there looking at the wall,
and she said, "What
skills do I have?"
Photography and manufacturing
were her background.
Like, that
was the biggest thing.
I was like, "What can
we package beautifully
and go into market
and just own it?"
So up until last summer,
Ashley and I did everything
from start to finish.
I made labels, and then we
would go downstairs at night
and we'd pack boxes.
All the kids were helping,
including our little
one, passing tubes.
What a life lesson
for your kids.
And y'all, they are
such good workers.
Why don't you ban them
from going to college
and keep them in the basement?
No, we really enjoy
their company.
If I'm being super honest,
we want them to know
that you have to
work really hard.
Amen to that. Amen to that.
And the family that works
together stays together.
So, there's got to be
a lot of these out there.
There's nothing proprietary
about what you're doing.
My question really goes
to the $400,000 for 5%
imputes an $8 million valuation.
Yippee‐ai‐yo‐kai‐yay. Yes.
You must have a ton of sales.
We do.
So, we started in 2019.
We went to market having
spent $1,500 on product
and sold out repeatedly.
So, our first year, we won
Oprah's Favorite Things.
‐You did? Wow. ‐Whoa.
What a lucky break.
Whoa. Right, right.
So we did $1.3
million in our first year.
‐Wow. ‐Wow.
What about 2020?
2020 was...
$3.5 million... 3.5, yeah.
‐Wow. ‐Wow.
What does it cost to make,
and what do you sell it for?
For our 16x20 Adults,
the costs are $3.77 to
make, and it's $4.00 landed.
It wholesales for $19,
but resales for $42.
Oh, wow. There's a ton of
margin. - My God!
Yes. Yeah.
These cost you $4 to produce?
Yes. That's insane.
You should be
ashamed of yourself.
2021, what were
your revenues to date?
So, $1.4.
We think we're gonna
end up, the year,
over $5 million.
Over $5 million? Greiner: Wow.
$5 million in gross
revenue? Gross revenue.
So at $5 million, what
are your net margins ‐‐
like, your profit margins,
after everything?
Last year, we brought
home around $900,000.
- Wow.
- I mean, basically,
you're extremely
profitable. - Right.
Like, you have
incredible margins.
So I'm curious ‐‐ what
do you need from a Shark?
We need a mentor.
I feel like I don't know
anything about here forward.
Like, we need a bigger bat.
I have a bucket list
retailer that I'd like to be in,
and they've said no.
Are you in Michaels?
No. No, we are not.
Why not?
- We need a bigger bat.
- She just brought it up.
It's really hard when
it's just the two of us.
Like, I've never done
anything big‐box.
I've only done these boutiques.
Like, we're in over
2,100 boutiques, right?
I know how to do that,
but we don't know
how to do the Target.
So you need a Shark
to call Michaels. Well...
Right. I know Michaels.
I also want licensing.
I want to be in Disney
World and Disneyland.
So you want to license Disney?
So you want
someone to make calls
to set up the Disney licensing.
Let me give you a point.
Lovepop greeting
cards, like you guys,
stood here with nothing when
they showed up on "Shark Tank."
Now they have the
Star Wars license.
They have the Disney license.
They've got every
license they want.
They got the Beatles.
You want to get there? Right.
Alright. Here's a deal for
you. I'll make you an offer.
The $400,000, I want
to be a 1/3 partner.
Ooh. 33 1/3%.
I want a share in
the distributions,
'cause I'm not a control guy,
so we're partners together.
We decide how much
capital goes into the business,
how much we
distribute to ourselves.
You got to feed your kids, okay?
This is a really
interesting business.
Listen. You two are amazing.
Thank you. Just my cup of tea.
Thank you. You are dynamos.
So, I love the look of
it, I think it's beautiful,
and I think we're in an age
where people are trying
to get away from the phone
and spend time doing
things that are creative,
that have to do with improving
your mind in a different way.
So I think you are spot on,
and that's why you
have done so well,
besides who you are and
the drive of what you've done.
So Lori, is
there an offer in there?
So Daniel saw all of
that potential in you, too,
and he said, "Why don't
we do this together?"
If you're interested
in two super‐Sharks
that are very complimentary,
we'd do it for $400,000
for 20% of the company.
I want to just
give you some feedback
and then address
the subject of an offer.
I remember distinctly when
I was building my business
at the point you
are at right now,
I was doing very
well very quickly,
and I remember thinking,
"Wow, do I need help."
And I almost brought
in a financial partner
and sold half my business,
because I realized it was beyond
me and my knowledge base
as to how I could grow and
compete with the big guys.
So I thought I
needed a big guy in.
Thank God I didn't
take in the big guy.
Thank God. He would have
had me for breakfast, alright?
So I don't think
you need a Shark.
It's no big science
to get into the ‐‐
Barbara, why are you on "Shark
Tank," by the way? One second.
Wait, excuse me.
No big deal getting
into any store you want.
You simply make a wish list,
and then hiring the right people
to help you execute it, alright?
But I just want to caution you
before you jump into
bed with a lot of Sharks.
Think about what
you really need.
You've got all the
knowledge base.
You just need more help.
Are you in or out? So
on that basis, I'm out.
I can help you guys out.
Her free advice is worth
every penny you're paying for it.
Okay, with all due respect,
I don't agree with
what Barbara's saying.
People ask me, what
is coming out of COVID?
What is happening? Right.
And what is happening is,
an influx of people wanting
to start their own businesses.
So you have a beautiful
idea. You're super successful.
And now what you've
got to do is race faster...
Right... because other people
are gonna be on your tail.
Now the good news is
here, you have two offers.
I've got to say
one more thing, right?
Don't sell yourselves short.
So I'm not here to
make you an offer,
because I'm not as good a
fit, even as those two, honestly.
But at the same time,
don't sell yourselves short,
because you are crushing it.
What you have is a
very valuable business.
You guys, you have convinced
everybody here and
everybody in America
that you have built one heck
of a business. Thank you.
But you got to make a
decision. You got two offers.
What do you want to do?
I'm gonna come back in.
Two Sharks are out.
Ashley and Brittany have
two offers on the table
for their paint‐by‐numbers
kit Pink Picasso,
but Barbara may have
had a change of heart.
I'm gonna come back in.
I'm gonna give
you a $400,000 loan
for just 5% of the business,
as long as you pay
me 8% in interest,
because I think you're
underselling yourself.
I'm gonna help you
structure your company
and convince you
in one week flat
you don't need help.
I want you, Ashley and
Brittany, I want you to understand,
before I approached Lori
about partnering with me,
I was gonna give
you $400,000 for 10%.
I don't want to
roll under the bus
or whatever the thing
is, and cut her off ‐‐
"Throw her under
the bus," it's called.
I sincerely think that
her and I, for 20%,
will help you more
than me for 10%.
I love your business,
okay? But I feel in my heart
that she and I together
are worth the 20%.
Time to make a decision.
Okay, one last twist.
Just 'cause I want to
screw around with them.
No more twists. No, no, no.
I want to modify my offer
to this ‐‐ No more twists.
I will do it for 3% equity
with a straight
royalty of $6 a kit.
Oh, my God.
I mean, think about that,
because you can afford it. Wow.
Your margins are crazy.
Barb's is the better deal.
Or no deal at all.
You want to know
something? The only deal
that's right for you... Okay,
let them make a decision, Lori.
Is the one that you
feel in the gut is right.
You've got multiple offers. What do you
want to do? You've got to make a call, guys.
You've got to decide.
Any of them can help you.
Yep.
Would you guys be
willing to do 15%?
For the two of
them? For the two of them.
‐Yeah. ‐Yeah.
You got a deal.
You got a
deal. Awesome! Yay!
Thank y'all, each
of you. Pleasure.
Thank you guys. We
really appreciate it.
‐You guys are amazing.
‐Thank you so much!
You are just the
kind of women I love.
‐Thank you. ‐We
really appreciate y'all.
‐I'm so excited.
‐Thank you so much.
You guys are amazing.
But the most important
part of the day ‐‐
Look at what you
did! Wow!
You just did that?!
Your kids are gonna be so proud.
Oh, my God, Mark, who knew?
Look at that!
I just want to show our kids
what hard work looks like.
And that you can do it,
despite what anybody says
you can do. Yeah, that's right.
In Season
7, Sean, Ryan, and Jeff
made a deal with Mark
Cuban for Dude Wipes ‐‐
wet wipes for men.
And they combat stink
for all dude regions.
Let's see
what they're up to now.
We started Dude
Products with our own investment,
and we didn't know
if it would stay afloat
or go down the drain.
Before "Shark Tank,"
we were generating
$5,000 per week.
Today, we're generating
$1.4 million per week.
Our total gross
sales was only $300,000.
Dude Products now has a
total of $120 million in sales.
We started with
a 300‐square‐foot
spare bedroom.
Now we have over 200,000
square feet of warehouse
that houses 5,000 pallets.
Today, we're distributed
in over 15,000 retail
stores nationwide,
including Walmart, Kroger,
Target, and Amazon.
You guys are
taking on some heavy hitters
and changing the game.
One of the
reasons that Dude Wipes
has become one of
my better investments
is that they're literally taking
a category ‐‐ toilet paper ‐‐
and reinventing
it and growing it
and taking market share,
and that's not easy to do.
It really takes somebody
who eats, breathes,
and sleeps their business,
and that's exactly what
they do at Dude Wipes.
You're just shaking
up an industry,
so keep on being
you, and it'll happen.
Alright, you guys are throwing?
What started as a way
to have fun as friends
has turned into a
multimillion‐dollar enterprise,
and our butt wipes
are even saving lives.
We're working with a great
organization called Fight CRC,
who raises awareness and
dollars for colorectal cancer.
We do monthly blogs
to help raise awareness
and provide them with products
and monetary donations, too.
We're currently the #2
wipes brand in the US,
and as much as
we love that number,
we definitely want to be #1,
and then the next step will be
to take Dude Products worldwide.
Next up is skin
care taken to the next level.
Hi, Sharks.
My name is Lynda,
and I'm the "L" in "Love."
And I'm her husband
Paul, the "P" in "Pebble."
And we're here
from Atlanta, Georgia,
seeking $150,000 for 10%
equity of our company ‐‐
Love & Pebble! Love & Pebble!
Sharks, what if I told
you what we created
was a game‐changer
in the beauty industry?
Are you ready for the
best skincare hack?
Don't worry, Mr. Wonderful.
We'll let you in on
the best‐kept secret ‐‐
The Beauty Pops!
The Beauty Pops!
It looks like a lollipop, right?
But it's not for
your mouth, Sharks.
It's actually an ancient
skincare remedy
called skin icing
that's used to
de‐puff your face.
We've combined cryotherapy
with a skin‐loving face mask
to produce our cool, innovative,
one‐of‐a‐kind Beauty Pops.
It helps soothe
your succulent skin
and melts into a
nourishing face mask
that leaves you with a
fresh, wake‐me‐up glow.
Our pops are made from
all‐natural superfoods
rich in antioxidants
to help tighten and
brighten your skin
to help experience
that facial spa
in the comfort of your home.
All you have to do is pour our
nutrient‐dense facial powder
into our molds..
Pour water, and then
stir until combined.
Place the sticks over them,
and pop them in the freezer
for four hours to set.
And when you're ready
to get your facial on,
you take the Beauty
Pops out of the freezer.
Ta‐da! Ta‐da!
Peel back the silicone mold,
and you get super
cute Beauty Pops.
And get ready to glow
up, just like she did.
So who wants to
chill with the cool kids
and make some cold, hard cash?
What happens if I eat this?
Yeah, is it edible?
It is edible.
Oh, wow. Now you're
talking my kind of deal.
Yeah, because it's got bananas,
aloe vera, papaya, and turmeric.
Yes. Oh, maybe not.
Maybe not.
But basically,
this is a concoction
of fruit frozen, right? Yes.
And so is the
benefit just the fact
that I'm putting
something cold to my skin?
Could I get that
benefit with just water?
No, icing the
skin helps de‐puff,
so you get the
cryotherapy benefits,
and then you are left with
a nourishing face mask.
So, there's ice rollers
on the market, right?
It's a really popular skin tool.
And there's face masks.
We're the first to
combine the two.
How did you come
up with this idea?
I'm actually a pharmacist.
I did use some of my expertise
to help kind of formulate this.
Lynda does a lot
of DIY stuff at home.
And one day, I looked over,
and she was rubbing a
frozen banana on her face.
And I was like,
"What are you doing?"
And she's like, "No,
this really works."
So she had tried it on me,
and my skin was
instantly soft and smooth.
And so we spent about a
year and a half to two years
trying to formulate
something that we could scale,
'cause you can't ship
out a frozen banana.
Well, you have beautiful skin.
So, I actually struggled
from acne as a teenager,
and I was really self‐conscious
about my skin. You'd never know it.
Yeah, and honestly, you know,
we didn't have very
much growing up
and we couldn't afford skincare,
so I would go into the
kitchen and I would apply, like,
honey and yogurt on my face
because, you know, all
girls want to feel beautiful.
Did you make a
profession of that
after you did it at home?
No, I started my
entrepreneurial journey at 21,
and I had a clothing boutique.
I met Paul, and...
You're married?
We're married now, yeah.
This whole company, you know,
the whole story behind
it is inspired by penguins.
So, penguins in the wild,
when they find the
perfect pebble, right,
they give it to their mate.
And if she accepts it,
then, you know,
they mate for life.
And so this company,
Love & Pebble,
is actually my pebble to her.
‐Aww. ‐Aww.
God, you guys are killing me.
Love & Pebble. There you go.
‐Lynda and Paul.
‐This is too sweet.
Let's fall in love with the
numbers, okay? Yeah.
If you put a value on this
business of $1.5 million,
what are sales like?
So, lifetime sales,
we're at $890,000.
Wow.
How many years is that?
We actually just launched
this product in March.
In May, we sold over
$100,000 in four days.
How? What happened?
On TikTok, it went viral.
Yeah. Wow.
And I posted a video of
my mom's before and after,
and people fell in love
with her transformation.
Yeah, no kidding. Yeah.
We had over 4 million views,
and the sales were coming in.
Yeah. So it was incredible.
‐Wow. ‐Okay.
What does it cost, and
what do you sell it for?
So, $9.20 landed,
and we sell it for $46.
‐Wow. ‐That's a good margin.
Yeah. 80% margin, yeah.
How have you financed
the company to date?
We've self‐funded.
She sold her house,
and we put everything
into it. - Oh.
Yeah, I went all‐in.
You sold your house?
‐Yes. ‐Good for you.
And how much is that?
That was $100,000.
Wow. You are all in.
Yeah. I am.
So, I get the social media hits.
I get the viral stuff.
But that doesn't happen forever.
Have you done any
digital spend yet?
Have you actually
bought social media?
Yes. We have. We
do paid marketing.
And what are your
customer acquisition costs?
So, I mean,
blended, we're at $7.
And what's the margin
on the lowest base kit?
80%.
What are you looking for
in getting a Shark
to invest today?
So we're really
looking for a Shark
to help us navigate
the retail space.
I think that this product
would do really well.
Be careful with all that.
It's really easy
to get caught up.
You guys have got
something that works for you.
Social media, right now,
is an unsung hero
in selling products.
You should use it.
Don't get caught
up in just trying to
search for sales everywhere.
Look, guys, I have
this great, natural skin.
I don't need a lot of
products. It's just not for me.
Maintenance. Maintenance.
Nah, come on, it's
not a great fit for me.
So for those reasons, I'm out.
Yeah. Thank you
so much. Thank you.
Guys, this just isn't
for me, as a product.
I'm sorry, I'm out.
Paul and Lynda, I think
it's very well‐executed.
I thought about it, because
I like you guys a ton
and I like your product,
but it's just not ‐‐
I don't have any
expertise in this space,
so I'm sorry, I'm out.
So I just wanted to say,
we're working on
a patent right now.
So, you know, there's
something special here, and I...
What's the patent pending
on, freezing fruit into a pop?
Freezing and
melting into a mask.
It's a growing market.
We would love to
have you on board.
I'm just in love
with both of you,
and as much as I adore you guys,
I've got to say this,
though, I have to be...
We have a meeting with QVC.
Go with what I think is true.
And I think that you
should grow slow
so that you don't make
the one big mistake
that happens to entrepreneurs,
which sometimes can
be exploding too much
and having too much inventory
before you have the sales.
I think you're
on the right path.
It's not the right
product for me.
So I love you, but
I'm gonna go out.
Okay.
Paul and Lynda,
it's not all over yet.
Barbara?
I wonder if the social
media success you have
is a one‐hit wonder,
because it's responsible for
the great majority of your sales,
and that concerns me.
I mistrust the retail space.
Something about a
young entrepreneur,
when they think retail,
they don't think
about slotting fees.
They don't think
about return product.
‐ They don't feel ‐‐ ‐ Exactly.
‐ So much goes wrong.
‐ Mm‐hmm.
And that's the kind of
guidance we need, so...
Yeah, so I'm thinking. I
mean, this is a rough one.
Barbara, please. My
Beauty Pop is melting.
I think this is a
wonderful business
that you've created,
but I don't think it's a
business for an investor.
I'm out.
I'm sorry for that, though.
I really wanted to find my way.
Okay. Is everyone out?
Good luck, guys. All
the best. Thank you.
Good luck, guys.
Thank you. Bye.
I keep working
and I keep working,
and I know one day,
we're gonna succeed.
We've already started
seeing it this year.
And, you know,
we've seen this growth,
and we're just gonna keep going.
Next in the Tank
is a family who turned
a hobby into a business.
Aww.
Hi, Sharks. I'm Zach. I'm Zoe.
I'm Kam. And I'm Summer.
And we're the founders of
Zach & Zoe Sweet Bee Farm,
and we're looking for
$150,000 for 10% in equity.
Did you know that most of
the honey that you see in stores
has actually been processed?
All of that processing
takes away the good stuff.
Some even add in
sugar and corn syrup.
Zach & Zoe Sweet Bee Farm
is taking the sweetener
industry by storm
by changing the way
people view bees and honey
by creating a delicious
twist on raw unfiltered honey.
No pesticides. No additives.
Just pure, raw honey
From ginger
to matcha to beetroot,
we take raw honey and
blend it with superfoods,
all in‐house, no co‐packer.
We started this
company by accident.
Five years ago,
we were looking for
a way to solve
our son's allergies,
and when we found raw honey,
it was a game changer for Zach,
because it actually
contains pollen,
which has a variety
of health benefits.
And we don't just sell our
honey, we farm it ourselves.
We started out with a few
hives and grew it to a full facility
that our whole family cares for.
The quality of our honey
and the health of our bees
is so important to us.
So, Sharks, who wants
to continue the buzz
and join our hive of busy bees?
So is this all your honeys?
Did you make all these
varieties right here in front of us?
We do. We make
all of our honey in‐house
in a facility in
Lebanon, New Jersey,
and we take care of
50 hives ourselves.
And we actually source
a lot of our honey,
about 80%, from local
farms right by our doorstep.
How did you become bee farmers?
Zachary had horrible allergies.
He was in and out of
the hospital. - Yep.
We started keeping bees for him.
It was a hobby for
my husband. Yep.
So we were able to treat
Zachary within a year,
and we saw that
one spring went by,
the next went by,
and here he was
with no symptoms of
allergy‐induced asthma.
I think you should tell
us what we're eating,
'cause we're already
chowing it down.
I wanted to add an
extra flair to the honey,
so I began to add organic
superfoods into the honey ‐‐
beetroot, ginger,
matcha. - Matcha.
Blueberry is, like, phenomenal.
That's great. Thanks,
Mark. Oh, thanks!
I think I've seen this.
Has this been in
restaurants or ‐‐ It has.
It is, okay. Yep, so, you know,
our wholesale accounts,
we're working with ‐‐
Macy's has picked
this up, Bloomingdale's.
We've had a lot of press.
We've been in New York Times.
2018, our sales were $62,000.
2019 ‐‐ $135,000.
In 2020, $401,000. Wow.
And in 2021, we're
already at $888,000.
Yeah, baby. Yeah!
Oh, now you're talking.
Wow! You said
you're already at $800,000.
Yep. Okay, so break that down
between wholesale, retail,
and direct to consumer. Yep.
Pre‐pandemic,
70% of our business
was Chelsea Market right
in New York, retail traffic.
And then during the
pandemic, we had to pivot
and really invest in our website
and direct to consumer.
'Cause everything switched.
Of course, yeah. And so right
now, we do 70% of our business
direct to consumer right
from our site. Website.
And we're not advertising.
Okay, what does
one of these cost,
and what does it
cost you to make?
Our 16‐ounce jar,
we make it for $6.
It wholesales for $13, and
it retails for $20. That size.
How do your prices compare
to the other honey
makers out there?
They're a little more.
By what percent, would you say?
Other honey makers are about $15 per ‐‐
16 ounce. Yeah, 12 or 16
ounces when you look them up.
But there's nothing else in it. So
you're charging about a 25% premium.
Yeah. Because of the organic
superfoods from the best farms.
We just got accepted to
Target's 2021 incubator program.
We're gonna do
$1.5 million this year,
we think, pretty easily.
What's going to accelerate
you to that? Target's a big one.
So how are you gonna
be able to deal with that?
Because going
from $880,000 a year
to having one
really big customer
takes a real commitment
in cash. Yeah.
Are you profitable,
first of all?
Yes. Yeah. 23% margins.
23% net income. 23% margins.
- So you're making about 200 -
K so far this year, right? Correct.
You know, in my industry,
we buy enormous
amounts of honey.
There's a huge problem
with bee colony collapse,
where huge groups of bees have died.
We're seeing that. We're seeing that.
Yeah, we've had a
problem with that, for real.
And bees are the
number‐one pollinator.
If we lose our bees,
vegetable crops, fruits,
we're gonna be in huge trouble.
Tell us a little bit about
how you see your role
in that ecosystem,
and do you have a
strategy related to that?
Yeah, I mean, I think,
you know, us having bees
is a differentiator, right?
We've got 50 hives on
our property in New Jersey,
and so we do a lot of talks
around beekeeping, bee health.
So this is so much
more than a company.
It's like a mission. Yeah.
I want to ask Zach a question.
Bees, they work very
hard to make this honey
so they can eat it.
You go in there and
rip it off and sell it.
They don't even get
a royalty or anything.
They don't have any equity
in your business. They don't.
How do you feel about that?
Every beekeeper,
kind of as a rule,
they don't take
a certain amount.
Like, they don't take ‐‐
never take too much honey.
Go, Zach.
I see a future with you, Zach.
The challenge I see,
though, is in the scaling.
You're trying to just add your
biggest customers right now
early in your life cycle. Yep.
I think that's gonna
be more difficult
than you're
giving it credit for.
Knowing what I know about
food supply chains... Yeah.
It's one thing to
get to $5 million,
which yeah, right? Yeah.
Another thing to get
to $10 million, yeah.
But now all of a sudden, the
complexity levels change. Of course.
I don't know that
you're accounting
for the complexity level.
And so for those
reasons, I'm out.
Listen, guys, I'm struggling
to find a role to fit in here
because it really does feel
to me like a family business,
and I think it'd be
uncomfortable for me
to, like, jump in
there at this stage.
So for those reasons, I'm out.
Thank you, Daniel. Thank you.
And thank you, Mark.
My biggest struggle
is on the product side,
because I'm a person who
doesn't eat honey. Oh, wow.
I know that sounds
crazy. Wow. Yeah.
But I actually really don't.
So sadly, for those
reasons, I am out.
Thank you, Lori. But I hope
that one of my fellow Sharks is in.
Thank you. That was so sweet.
That's nice. Thank
you. Thank you.
You guys remind me so much ‐‐
in fact, identical ‐‐ to
Wicked Good Cupcakes.
It was a family business,
'cause it was always for their kids.
And when they did sell it
recently to Hickory Farms,
everybody made
millions of dollars. Wow.
They were just like
you. I like this deal.
I'm gonna make you
the exact same offer
I made them nine years ago
when they were
standing right there.
Zero equity.
You have enough
margin in the larger jars
to pay me a dollar royalty
against the $150,000 I'll give you.
I knew you were gonna say that.
Shocking, right?
After I recoup the $150,000,
it drops down to 25 cents.
That's the identical deal.
And then we work
together to blow up sales,
as I did with Wicked
Good Cupcakes.
We ended up with commercial
kitchens all over the country. Yeah.
And we blew it up because
we were both incentivized.
I never took equity,
and when it got sold,
I did well, too.
Everybody made money.
I don't think there's room
for equity, because in the end,
this deal's for your kids.
Hold on, guys. I have an offer.
Three Sharks are out.
The Johnson family has an
offer on the table from Kevin
for their honey company,
Zach & Zoe Sweet Bee Farm,
but Barbara also
seems interested.
Hold on, guys. I have an offer.
My dream entrepreneur is
when they remind me of me,
like somebody who started with
nothing that made a little magic
and stayed on course
and built an empire.
So you might not think
you're sitting on an empire,
but I can see as clear
as I could see tomorrow.
Alright, so I'm gonna make
you probably a juicier offer
than you were looking for,
but I need to have more equity.
So I'm gonna give
you $200,000 for 20%.
Alright, but I am excellent
at strategy on building brand.
I'm an excellent marketer.
I don't have to sell you on that
because I have proven it
with so many of my brands.
$200,000 for 20%.
Mr. Wonderful ‐‐
Zero equity, because
you're a family business.
Kam, are you evaluating
his royalty deal?
So he's going to get paid back.
You understand you're adding like 13%
every single jar you
sell at the beginning.
13% weight like shackles.
You know why I'm coming over?
'Cause you're wearing yellow. Because
things can sometimes be so obvious.
Let's show Kevin
what's happening here.
He's not impressed. Who fits in?
He never wears anything but black. Barbara, I
have no interest in doing a deal with you in it.
Well, it's a simple question.
Do you want to part
with 20% of your equity?
Can we huddle? Can we
huddle? We need to huddle.
Okay, we can huddle. Go ahead.
You understand
both offers, right?
Yes, absolutely. Yep.
Talk to any of my partners.
I'm a different cut
of cloth than Kevin.
Okay, can we huddle
in there? Yeah, we can.
No, but ‐‐
We love it. Oh, that's so nice.
No, I'll let you
huddle on your own.
Thank you.
20%.
I'll kill you if
you get this deal.
I mean, who's gonna help?
Mr. Wonderful or Barbara, right?
Barbara. Barbara. I
think probably Barbara.
I don't know.
The Wicked Cupcake
thing was brilliant.
What a wholesome family.
Well, what have you decided?
We came in asking
for $150,000 for 10%.
Barbara, would you be willing
- to consider 200 - K for 12%?
15%, I would.
You got a deal. There you go.
Great, I didn't have
to justify. Great.
Well done.
Thank you, Kevin.
I'm very, very happy.
What proud parents you
should be. - Thank you.
Congratulations.
Thank you so much.
Congratulations. My pleasure.
Thank you. Can't wait
to get together with you.
Thank you. Can't wait. Same.
Congratulations,
guys. Well done.
‐Congrats, guys. ‐Thank you.
Alright, guys.
Nice job.
Excellent job, everyone. Yes.
Even though Kevin had that
deal with the cupcake business,
I think Barbara's
expertise is just ‐‐
is more helpful
for us specifically,
and I think she
can really put us
in those big retail stores,
and I think I'm excited
for the future.
I think we made
the right decision.
Yay!
That's awesome, guys.
‐Mm!
‐Love you guys.