14x08 - Episode 8

[bunniefuu]

Tonight, Daniel
Lubetzky, the founder of

ground-breaking
snack company Kind,

returns to the t*nk.

I love you, man, because
you're hanging by a thread

and you don't give up.

Never play with your food.

But food is so much
fun to play with.

Devastating wildfires are taking
over many parts of our country.

You can get
a real bird's-eye view

thanks to my invention.

Oh, no. Oh, my God.

We average about a
million a week on TikTok.

My biggest video is 16 million.

It's going to take time for
people to understand this.

Are you patient?

I was made to be
an entrepreneur,

and I don't want to do
anything else with my life.

The product is completely nuts.

I told myself I
wasn't gonna cry,

but, like, I-I have
no other choice.

Thank you. Okay,
we're going to do this, John.

Have fun. We are.
We're going to do it.

Let's do it. Confidence. Here
we go. Let's do it all. Just for us.

We're gonna kick
their ass. Yeah, we are.

First in the
t*nk is a unique way

to get up close and
personal with nature.

Hi, Sharks. My name is Joan.

And I'm John. We're
from Loveland, Colorado.

We're seeking $75,000
for 10% of our company.

Sharks, one of nature's
most magnificent creatures

is the hummingbird.

You ever seen one up close?

I mean, like, really up close?

Well, they fly so fast,

it's almost impossible
to see their beauty.

But now you can get
a real bird's-eye view,

thanks to my invention.

The HummViewer!

Oh, no.

The HummViewer's a one-of-a-
kind hummingbird feeder

that you wear.

Oh, my God. Sounds crazy, right?

Well, it works! That's genius!

That's the best.

The HummViewer offers
a visually spectacular way

to both feed and
observe hummingbirds

right before your eyes.

That is great!

Oh, my goodness. Man!

The user is fully protected

as the hummingbirds perform
a full-on acrobatic show

as they swoop, dart, hover, and
even fly backward while feeding.

Oh, my God. That's so cool. The vibrant
red flowers attached to the clear mask

instantly attract any
hummingbirds nearby.

So, Sharks, which one of you
want to experience the view,

and hum along with
us on our journey

to feed the birds?

Wow.

So what do you put in here?

Is it like a sugar nectar?

Yeah, the sugar water.

And then how long do you have to sit before
they come? - That's so creative.

We recommend,
until the birds get used to it,

take down the bird feeder

and stand or sit
where the feeder was.

Gotcha.

What do you sell these for,

and what do they
cost you to make?

We sell them for $59.95,
and they cost $10 to make.

How many have you sold?

Oh, we've sold about 500.

Whoa! That's great.

How did you come
up with this idea?

This all started out by
me making one of these

and taking it to our family's
cabin up in the mountains.

My dear wife decided that we
needed to get on Twitter and Facebook.

So I tweeted a picture of
my brother wearing the mask.

The TV... The news
company in Denver,

one of their photojournalists
called, and she said,

"We want to do a
story on this mask."

And I wondered what
the story was, you know?

Is the story crazy
man in the mountain?

No. Crazy man in the mountains.

So, maybe that's it.

So, 15 minutes
after they aired it,

I got an e-mail from a
gentleman who said...

All it said was, "Put
me down for a dozen."

I looked at her and was like,
"We might be on to something."

Do you have a patent?

The people that own the
property above our cabin,

he's a retired patent agent.

His recommendation was
to get a patent application.

And then we decided,

"We can make a
business out of this, I think."

Obviously there's a lot of
bird watchers, bird lovers,

a hummingbird
community, I'm sure.

So have you put out videos?

Did you have anybody
within that community

try to help you to sell these?

We did.

I reached out last fall

to a hummingbird
influencer on TikTok.

And he wore it on his TikTok,

and it's his fourth-most
highest viewed.

He got 5.4 million
views on his video.

Okay, guys, one thing to know...

I'm sure my fellow
Sharks do not know this,

but I study Greek mythology.

We know.
And in Greek mythology,

the hummingbird is
known as a messenger.

It brings messages to humans...

and it's given me one.

I'm out.

Well, thank you for the
message. Thank you.

So, guys,

this is a really great
business/hobby

where you can talk to
your community of people

and have a great
time and experiences,

make some money.

I want you to enjoy yourselves.

I'm definitely going to
use it from time to time,

but I'm out.

You guys, this is not something
I would be passionate about.

I think it's awesome you
came up with the idea.

You know, necessity is
the mother of invention,

and you nailed it, but
it's not investable for me.

So for those reasons, I'm out.

Listen, guys, I
think it's super novel,

super cute idea.

I could totally see people
giving these to bird lovers,

and just a lot of fun.

But I do see it, as
my fellow Sharks do,

as something that is a
hobby, a fun thing for you.

I don't think it's something
that's going to make

millions of dollars.
It doesn't need to.

But as an investment for me,

I don't see it as an
investable product,

so I'm out.

You have one Shark left.

First of all, I am
very interested,

and I'll tell you why.

When my dad passed away...

all of us saw a bird outside
of where he and my mom lived,

and he loved hummingbirds.

He always talked to us
about the hummingbird.

And they're just extraordinary
engineering feats of nature.

And every time that
we see hummingbirds,

we call each other,

my siblings and I and my
mom, thinking about my dad.

So for me, this is
beshert. This is, like, fate.

I actually think it can
go into novelty stores,

it can do well on Amazon.

I-I can see it
being a fun thing.

Yes.

Do you have any debt?

Not company debt. We
took out a home equity loan

in the beginning to
help pay for the patent

and buy the minimum amount
of these that we could get.

How much of your own money
has gone into this business?

About $40,000.

And what do you
need from a Shark?

I've been in the electrical
business my whole life.

I don't know much about the
retail and marketing industry.

So what we need is
that somebody to help us

set this business
up and market it.

Do you have any
inventory currently?

Yes. We have 1,500 left.

Oh. We bought
2,000 to begin with.

Okay. Um...

You have $25,000,
lifetime, of sales.

I don't even know how
to value these, like...

Well, that's been a
struggle for us, too,

to tell you the truth.
You'd be a third partner.

I... So the three of you.

33 and a 1/3 each.

I mean, they did put $40,000
in. That's a lot of money.

Yeah.

I was going to say 50/50,

but I will be, uh, channeling
my kindness of Lori,

and I'll do 35%.

That's a deal!
Let's do it! Yeah!

Come on! Come see Daddy!

Come to see Papa.

That's great!

Thank you so much.

Thank you. Oh, my
God. He's the best.

Oh, my God.

That was fantastic.

Thanks, guys. Wonderful.

Thank you.

Congrats.

We got it!

Ahh!

Just the one we wanted.

That's salt-of-the-earth
people, man.

I'm so... I mean, that's... Greiner:
Yeah. - Great people.

That's why we do the show.

You could have taken
90% of his company,

and he would have
been, "You got a deal!"

We finally did it. We did it.

We knew we had a
good idea. We pulled it off!

Yes.

The crazy man in
the mountains did it.

About that...

Yeah!

Next up is a teen entrepreneur

who started his business
while stuck at home

during the pandemic lockdown.

Hi, Sharks. My name is Mark Lin

from Burbank, California,

and I'm here seeking $150,000

in exchange for 10% equity
in my company, Sliimeyhoney.

Sharks, ever since I was little,

my parents always told me,
"Never play with your food."

But food is so much
fun to play with.

I couldn't get enough of all
the different textures, the smells,

and the way it squishes
between your fingers.

I wanted a way where everyone

could enjoy playing
with their food.

And that's why I
created Sliimeyhoney,

gourmet, next-level
slime that looks and smells

like your favorite foods.

We take real-life delicacies

and turn them into playable,
stress-relieving slime.

And the best part... They're
zero calories, Mr. Wonderful,

because you can't eat it.

Growing up with Asian culture,
one of my favorite snacks

was always banana
milk from Korean markets,

so I turned that into our
best-selling glossy slime,

Banana Milk, scented
exactly like bananas.

Banana Milk is so much fun
to poke, stretch, and squeeze,

and it comes with the
cutest banana charm

and some banana
sprinkles, as well.

With over 100 different
slimes to choose from,

from beginning
level to advanced,

Sliimeyhoney has the
perfect anxiety-relieving,

fun texture for everyone.

There's a reason our new
slime drops sell out every week.

I may only be 17,

but I already know I was
made to be an entrepreneur,

and I don't want to do
anything else with my life.

So, which one of you
is ready to take basic,

boring slime to the next
level with Sliimeyhoney?

Great job, Mark. John:
All right. - Great job.

I can't wait to smell it, because
you made it sound like it's amazing.

Oh, yeah, they smell amazing.

I prepared... Just to clarify this,
Mark, we cannot eat this, right?

You cannot eat
it, unfortunately.

What happens if you do eat it?

If you do eat it,
you won't die, and...

How do you know you won't die?

And, also, the second
that you put it in your mouth,

you know that you won't
want to eat it anymore

because it does not taste good.

Now, is this cookie supposed
to get mixed up into it,

or do I take it off? Uh, yes, you're
supposed to mix the clay into the slime.

This smells great.

It's a waffle.

How many different
slimes do you have?

There's over 100 different
slimes in my online store.

Where are you making the slime?

I'm currently
producing everything

out of my house's garage.

My mom does a lot to help me.

She's spent all-nighters
with me packing orders.

I actually hired many of
my high school friends.

There's about 11 in rotation.

They come Monday through Friday,
and they help me package orders,

package the slime...
They come to your house?

Yeah, they come to my house.
And you pay them? That's awesome.

That is awesome.
Yes, I pay them.

Yeah. Yeah, that's awesome.

What's this little
eyedropper thing?

Oh, that, um... That
makes it less sticky.

Makes it less
sticky. That's the activator,

which, if you are
having a problem with

the stickiness of the slime, you just add it
in... It really makes a big difference, yeah.

It does... and mix it in, and
it should become less sticky.

So, what do you
sell these for, Mark?

So, depending on
the slime... Kevin.

It goes from anywhere
between $10 to $16

on my website, plus shipping.

And what's your cost to make it?

So, I produce it
myself in my garage.

It could cost about
$2 to $4 to make,

and then I sell
it for $10 to $16.

Alright, so why don't you
tell us a little bit about you.

So I just graduated high
school. Congratulations.

Congrats. And I'm currently... O'Leary:
Are you planning to go to college?

Yes, I am planning
on going to college.

I'm going to UCLA in the fall.

Congrats. Alright.
Thank you.

And I don't think that
me going to college

will produce negative
benefits on the business

because once I move
into a warehouse,

I'll be able to run my
business successfully.

And I think that my
high school experience

proves that I will be able
to sustain my business

and even continue to grow it...

What is happening
to Kevin over there?

I mean, there's something really going wrong.
Mark, can you help me? I'm... I'm slimed.

Yeah. Like, what do I do?

You gotta pour
some of that stuff on there.

I think he poured the whole bottle. O'Leary:
I can't open it. Open that up for me, will ya?

Okay.

Having trouble here.
I know. You really are.

And how do you sell it?

The way I market is
I post TikTok videos,

and I currently... today,

I have 900,000
followers on TikTok.

Our current business model
was we keep as many slimes

from previous drops
as possible in stock.

And every single week,
I try to come up with

anywhere between two
to five brand-new slimes

to launch to the shop.

So every Saturday,
at 11:00 a. m. Pacific,

I go on my website and I drop

the two to five
brand-new flavors,

and those are typically
the best hits of the week.

And what's your
typical shipping?

Shipping, on average for
one slime, is about $5 to $6.

Ooh. Okay, so about
20 bucks all in, typically? Yes.

What's your total
dollar amount sold?

Okay, so our lifetime
sales is $1.2 million.

Oh! Whoa! Good for you, Mark.

You said you're 17? Yes. And you
must have made a boatload of money,

because you're gonna tell us
that... - Are you kidding?

Your margins are huge, right?

Correct. My margins are huge.

Tell us. We make
about 70% margins.

Wow. So, two questions.

One, how much have
you made in profits?

And two, how do
you track all of it?

So, in 2020, we
did $50,000 in sales,

and we did $13,000
in profit from that.

In 2021, we did
$580,000 in sales,

and $300,000 profit
from that. Wow.

And, to date, we've
done $540,000 in sales,

and another $300,000 in profit.

Amazing. $300,000
over $540,000? Yeah.

So how do you know that's right?

My mom is a
certified accountant,

and she does all my
books for me.

Good for you. There you
go, then. That makes it all even better.

Good for Mom. Yeah.

That's amazing, because
literally in high school,

you created a business

that now will pay for all of
your college and then some.

I'm proud of your acumen.

I think you're
going to go very far.

I think this is just
your beginning.

But the slimy-slime
space is not my space,

so for those reasons, I'm out.

But I wish you just
the very, very best.

I mean, I'm
looking at you, saying,

"Okay, you're very credible."

I mean, the product
is completely nuts.

But the market decides, right?

Would you be willing to give
my own flavor, Wonder Slime?

Of course we can make you a
Wonder Slime, Mr. Wonderful.

Yeah. I mean, I'm interested
because you're a good operator,

but I have to have
some mechanism

by which I get my capital
back. Otherwise, I'm crazy.

Um, $150,000. I want 30%.

And we're basically... You're 2/3,
I'm 1/3. Oh, oh, oh, oh.

And we do
distributions accordingly.

Well, while you're
thinking about Kevin's offer,

I think that this
slime is very cute.

I really like that you
created something

innovative and different
in the slime world.

But I don't think that I want
to be in the slime business.

I'm all in on you, but you're
doing well enough on your own,

so I wish you good luck,

but I'm out. Okay. Thank you.

Yeah, Mark, congratulations.

What you've done
is insanely amazing.

I'm jealous.

But at the same time, I think
it's a great business for you,

but I think it's a mistake
to even take investment,

so for those reasons, I'm out.

Here's where I stand, and I'll probably
help you with your decision on Kevin.

I agree with Mark that
you don't necessarily need

an investor at this moment,

and, you know, you
need to go to school.

Education is key.

That's something
that you have a chance

to really accomplish.

You've done a great job here.

Um, and for that reason...

I'm in at $150,000 and 25%.

Three Sharks are out,

and Mark has two
offers on the table

for his homemade slime
company, Sliimeyhoney.

Thank you so
much for your offer...

Both of you, actually.

So, where I'm at right now is,

I think that my sales have
proven the value of my company.

And so, would either
of you be interested in

maybe raising the dollar
amount for more equity?

Why do you need more money?

Um, I think that I
need more money

to just be compensated
for the percentage

that I'm giving away.

Then I need about $10 million
to be compensated for my time.

Mark, you want to counter
either of their offers?

Yes, I would. Um...

So, would either of you got...

Be willing to do
$300,000 for 25%?

You're basically saying you
wanted $150,000 for 12.5%... No.

At the end of the day.
That's what you're saying.

You're saying the same thing.

I would not do
that deal with you, Mark.

I would not do that
deal. Daymond might.

I would not do that deal. Okay.

I mean, I want to be in the
premium slime business,

because everything about
Mr. Wonderful is premium.

And so that fits with
the branding. And slimy.

And I want to do Wonder Slime.

I think that would
be a lot of fun.

I think a lot of my
millions of followers

would want to buy some of that.

But that's not free.

There's value there,
tremendous value. - Right.

You're not willing
to give me any.

That's the frustration.

And that's my challenge, as well, right,
because... - Stick to your g*ns, Mark.

I look at it and say, you
must have had flexibility

when you walked in here.

You knew you weren't
going to get a deal at 10%.

That's not "Shark t*nk." Right.

Would you guys be willing
to do $200,000 for 20%?

I'm at $150,000 because
you came in at $150,000.

You keep asking for cash
when you have cash, right? Right.

I'm at $150,000. We can
play with the percentages...

Okay... but I'm not
going to go over that,

because that's
what you came in for.

And you're good on
cash at the moment. Right.

Because all the things we're
adding is not going to be cash

when you have my team and
all this and marketing. Right.

- Mark, I think I have a solution.
- Counter with a lower equity.

I think I have a solution. Okay.

You come up with the most
equity you're willing to give right now

in your moment on "Shark t*nk,"

we decide yes or no.

Each of us can make
that decision. Yeah.

You have to come
up at... for $150,000.

It's not 10%. It's gotta
be higher, obviously.

Right. What is it?

Would you guys be willing
to do $150,000 for 20%?

I'll do that deal. I'll
do it for 20%, as well.

Now it just depends on
which Shark you want.

Okay.

Which one do you think
would be a better mentor?

Mr. Kevin O'Leary? No.
Which one could sell more slime

is what you should be asking.
Or the one with the child?

He wanted a mentor.

Um...

I've already got my hands
dirty with your business.

- That's true.
- Super dirty.

Because he didn't know
how to play with slime.

That's true, too.

What are you going to do, Mark?

Um...

Sorry, guys. This is a lot
of... - No, it's alright.

Why don't you turn around
so you can think for a minute

without staring at us? Cuban: Do you
need some slime to reduce the anxiety?

I'll use the slime. Yeah, yeah.

We don't want to stress you out.

It's an important decision.

Mm.

Daymond, I will
take your offer. Yay!

Whoa!

Good deal! John:
You got a partner,

and we defeated evil,
all at the same time.

I'm sorry, Mr. Wonderful.

- That's alright.
- Don't be sorry.

- Don't be sorry.
- Congrats, Mark.

Thank you so much.
Congratulations, man.

Congrats, Mark.
We'll be great partners.

Yes. I believe in you.

And we're going to make
sure you go to school. Yes.

And I'm gonna help you with
this business, alright? Okay.

Tell Mom and Dad
I said, "What's up?"

Okay. Alright.

Congratulations. Congrats.

Congrats.

I'm so glad that I
was able to get a deal

and gain the
mentorship of a Shark,

which is really what I
came in here looking for.

I just felt a spark with
Daymond over Mr. Wonderful,

who was having a really
hard time playing with it,

and I think that it was just
a better partnership overall.

In Season 10,
we watched Anna Skaya

make a deal with Kevin O'Leary

for her cat DNA test
company, Basepaws.

- Let's do it.
- Alright.

Let's see what she's up to now.

When I first
pitched on "Shark t*nk,"

we had a four-person team,

and we just hit
$200,000 in revenue.

Since closing a deal with Kevin,
we have over 30 employees,

and last year, we hit
$3.5 million in revenue.

Today, I'm in
Parsippany, New Jersey,

to meet with the CEO
of the world's leading

animal-health company.

When we think about taking
the genetics of Basepaws

and we combine it with
Zoetis' ability to predict,

prevent, detect, and treat,

together, we're gonna
create a new world

for precision animal health.

Zoetis creates some
of the world's best

medication for pets,

and we believe that our database

holds an enormous
amount of value

to the development of
vaccines and medication.

The Basepaws vision
resonated so well

that company made
an offer to acquire us,

and that offer was for
more than $50 million.

Basepaws started
on "Shark t*nk,"

grew with "Shark t*nk,"

and we are so proud to
be part of this outcome.

Basepaws is such a
success story for "Shark t*nk"

'cause it proves,
if you work hard,

the outcomes are extraordinary.

Anna's a wealthy woman
today because she delivered.

It only took her three years.

Remember, this acquisition
is over $50 million cash.

That's what I like.

Did I say that right? Cash.

I will continue to
run day-to-day operations

at Basepaws with a
focus on new test kits

to understand not just
our cats, but also our dogs.

The launch of our dog
kits expands our reach

to 69 million new
households in America.

Today is a huge milestone,

not just for you at Basepaws,

but for us here
at Zoetis, as well.

We've gone from a
very small company

to now being part of a
$8 billion organization,

creating products that
will change the world.

It's a very humbling
place to be.

We are now entering a
much, much bigger phase

where our tests will
create value forever.

Next up is
an innovative solution

to fight a growing problem.

Hello, Sharks. My name
is Bianca Wittenberg.

I am from El Dorado
Hills, California,

and I am the co-founder
of FireFighter1.

Today I am seeking $150,000
for 15% equity of my company.

How many of you know somebody
who's lost property due to fire,

been evacuated, or had
a fire scare themselves?

Increasing temperatures and
drought are limiting resources,

and devastating wildfires

are taking over many
parts of our country.

As a homeowner, you
don't have many options.

If there's a fire,
you could evacuate

and hope that
the fire department

has enough resources to
help protect your property,

or you could grab a garden
hose and spray your roof

and perimeter,
hoping for the best.

That's what my dad
would see people doing

while watching news coverage
of the wildfires every single year.

He knew there had
to be a better way.

So many of those homes,
just like ours, had pools.

It got him thinking, what
about fast access to pool water?

And FireFighter1 was born.

FireFighter1 is the
first affordable resource

designed for pool
owners to quickly access

the average 25,000 gallons
of pool water in seconds.

If there ever is a fire,

you grab your FireFighter1 hose

from its stored location,

connect our adapter to
your pool pump, just like that,

grab the nozzle,

be ready,

turn the pump on, aim,

and in less than 30 seconds,
spray valuable pool water

a distance of 40 feet at a
rate of 80 gallons per minute.

That's pretty cool. This
is a 35-foot roof line.

In about 7 minutes, you could
drench the entire property. Wow.

So, Sharks, together we can
keep properties safer from fire,

and I can continue building
the FireFighter1 legacy

for my dad. That's very cool.

What happens if you've been...

If you've been
instructed to evacuate?

If you've been instructed
to evacuate, you evacuate.

But a lot of times, a fire is a
couple miles in the distance,

and embers fly over a
mile, so the fires jump.

You could wet the property
well before you're evacuated.

Or in other instances, you
know, a backyard barbecue,

something happens, and
you want to put that out

before a fire spreads.

Are you just selling the hose?

So, I'm selling the
hose with the adapter.

You already have the pump.

That pump is a standard
pump in every pool?

So, this is standard.

Our adapter is not standard.

So what you do is you
have your pool person

install the three-way valve.

It takes only about 15 minutes.

So it takes some proactive.

You're gonna have to get
your pool guy or pool girl...

Yes. Yes... or whatever.

Yeah, but then you leave it that
way? And then you just leave it.

It's a one-time thing. And many
people already have these installed

with an open port
just for an out spout.

So when you have those,
which ends up being about

25% of my customers,

you just add our adapter
onto that three-way valve,

and you're good to go.

What do you sell it for,

and what does it
cost you to make?

This 50-foot unit,
I sell for $499.

It costs me about
$124 to build it.

Wow. And that's right now.

I'm only building about
25 to 30 units at a time,

so I could definitely
increase my margins.

The 100-foot sells for $399,

and it costs me
about $200 to make.

Educate me.

So, I was assuming, when
these fires come through, that,

I mean, it's just timber

and a lot of things falling
right onto the property.

That is something that
a drenched property...

It would not solve that.

But you're saying
it's really the embers?

So, that's a huge problem.
It's the flying embers.

Because the embers
fly more than a mile.

They hit another roof line,

they hit some
dry patch of trees,

they hit a bunch of trash,
anything catches. Got it.

And then it spreads again.
And these embers are just, like...

So that's a huge problem.
They're large pieces of...

Yep, just pieces of debris
that are kind of flying,

and they'll pick up air and then they fly to
a new place. The windier, the worse it is.

I'm curious. You
talked about your father,

that this is his
invention. Yes. Yeah.

So I would love
to hear about you,

your background,
and your father.

This was his idea. Like I said,
we're in Southern California,

and we, every single year,

would have different
fires occurring.

And one day, he looked
at the pool and he said,

"Why don't we have access?"

Obviously, a lot
of us have pools.

So he started looking into it,

and there are some big pumps

where you could
buy a separate engine

and drop it into the pool,

but they're expensive and
many people can't afford

to spend thousands
of dollars on something.

So he came up with
FireFighter1 when we were kids.

He passed a little bit
over five years ago,

so I started redeveloping it.

So, can the firemen use
your product in some way

to help them to
fight the fires... Yes.

By draining pools
if they needed to?

Absolutely.

So, the goal in the long term

is that fire departments
would know

where every single
one of these is,

and they could use it.

And I'm really surprised Kevin
O'Leary didn't ask you this.

Let's hear it. What
are your sales?

We just launched
this February 2022.

My cash flow is
$22,000 in sales.

And how many units is that?

I've sold 49 units, actually.

Okay. Yeah, just under 50 units.

You're just starting.

The sales are generally small,

but that doesn't
mean anything, right?

Well, it means they're small.

Where did the sales come from?

I've been partnering
with pool companies

because they already have
the relationship with pool owners.

And are you paying
them a commission?

Exactly. So I pay them...
How much do you pay them?

So, if they just sell the units
themselves on a commission base,

they get 20%.

If I have a pool store
who's buying inventory,

it's 25% to 30% off wholesale,

depending on how
many units they buy.

I love the space of
helping people stay safe.

It means a lot to me.

But, um, I feel that
this is not a place

where I could add
enormous value.

So, regretfully, I'm out.
But I wish you the very best.

Look, Bianca, um, not
every business is investable.

Because you're so
nascent, you're so early.

You're so just figuring
out how to sell it.

It has merit, but I just...

My feeling is I could
make hundreds of dollars.

You could make
millions of dollars.

I don't know that.
And so could I.

You have to go prove that. And so
could a couple of Sharks if they want in.

So, for that reason, I'm out.

I think you're on the
right path to success

by figuring it out small.

I don't know
anything about this.

You see, you are
educating me. Yeah.

I don't think I could add value.

I think a lot of
people need this,

but I wouldn't be
able to help you.

So I'm out.

Thank you. Thank you,
guys. - Bianca, listen.

In my opinion, I feel like
this is the type of product

that needs a lot of
mouthpieces behind it...

And that's why I need
and promotion,

and I think this is one
of these things that,

Mark, if you're willing
to go in with me, Okay.

I think that we'll just help figure
it out. But I... Let me just ask...

Let me ask a question. Are
you patient? Yeah, absolutely.

I'm very patient and I'm
very hard working, yes.

This is a patience
business, right? I know.

To Lori's point,

some of the greatest changes,

you know, entrepreneurial
changes, took time.

Absolutely. Right?

It's going to take time for
people to understand this.

It's going to take time
for word to get out. Right.

But the good thing
about this business...

There's a lot of great
leverage points.

Yes. Because all
the pool servicers

all throughout California,

the minute there's a wildfire

and someone's, you
know, home is threatened,

all of a sudden, they
understand it. Right.

So, Mark, she's asking
for $150,000 for 15%.

So, I mean, we're gonna
have to do quite a bit of work

to help you here. It'll
be a slow burn, literally.

You're gonna need
a lot of us, so...

I understand that.

So, $150,000 for 25%.

For 25%? For both
of you? The two of us.

The two of us. For both of you.

Don't let that hose get away.

Don't let that hose get away.

Would you guys do it
for 20% for both of you?

Nope. No.

No. Ha! I could
tell by your faces.

You have a deal.

We have a deal, yes.

No, we have a deal.

I need to do it, for sure.

We need to help this world.
Oh, my gosh. I'm so excited.

Thank you. Oh, thank you.

Thank you, guys. No, it's good.

Congratulations. Bye, guys.

Congrats. Congrats.

Oh, I need to start working

to start getting
FireFighter1 to people,

and to start showing my dad

that he did not disappoint,

he didn't let us down,

and that we're
gonna help people.

Yeah.

Next into the t*nk

is a way to make the
most out of your workouts.

Hey, Sharks. My
name is Kalaii Griffin II.

I am the CEO and
founder of ShredSkinz.

Today, I'm seeking $60,000
for 20% equity of my company.

Now, Sharks, there
are usually two ways

to feel instant satisfaction
after a great workout.

One, you push
yourself to the limit

where you're so
sore the next morning,

it just feels so good.

And, two, being covered
head to toe in your own sweat.

But with the current sauna
suits on the market today,

if you don't clean
and dry them properly,

you might irritate
your skin really bad.

Mark, you've gotta know
what I'm talking about.

I know exactly. I sweat
when I think about it.

Right.

I mean, the only other
option is using a trash bag.

Who wants to use
a trash bag? Ew!

Let's save that for the
trash and use ShredSkinz,

the first and only

single-use sauna suit
on the market today.

At ShredSkinz, we use
an eco-friendly plastic

to conveniently show you
your massive sweat progress.

With our unique design,

we have elastic around
the waist and the wrists,

and on top of that, a
drawstring on the hood.

This allows you to trap heat,
minimize your time warming up,

and maximize your
time actually working out.

And it just makes
you sweat faster.

So I hope you make
a deal with me quickly.

Let me show you what I mean.

Ah!

Oh, my.
That's all real sweat.

Don't believe me?
Check this out.

Ah. Ew!

Ah!

Singing my song.

Wait, that's a joke, right?

Not a joke.
That is all real sweat.

But, see, that may be their
favorite part about ShredSkinz,

but let me show you my
favorite part about ShredSkinz.

Ahhh!

Kevin, show him
how to really do it.

Now, Sharks, I
know what you're thinking

when you hear "single-use,"

but we use an
oxo-degradable plastic,

soon a newly-developed resin
to help break that plastic down

even faster,

as we strive to be as
eco-conscious as possible.

This way you can feel just as
good about using ShredSkinz

as you do wearing
ShredSkinz during a workout.

So, Sharks, which one of you
wants to shed fast, easy sweat

and shred fast, easy
money with ShredSkinz?

You guys all have
samples in front of you.

Check those out while I
put my shirt on. Alright.

Yeah.

You're lucky Barbara's not here.

Explain to me the
target market, okay?

And is it just to lose weight?

The ironic part is ShredSkinz
actually does target women

because women carry
a ton of water weight.

But also, my biggest market
is athletes and fighters.

Fighters need this, one, to
make weight all the time. Oh.

This isn't something
that I created

that didn't exist before.

What didn't exist is
the convenience of it.

So it allows you to, again,
minimize your warm-ups

so you can heat up that
core temperature in your body

and actually get
to your workouts.

And then, some
people love the sweat.

Some people love the
idea of looking at their sweat

while they're working out.

There's also if you need to
be ripped for whatever reason.

I'm going to be a little bit
more doughy if I don't sweat,

and I'm a lot more
ripped if I do sweat.

Because that's what guys do. So what you're
saying is that it's all water weight.

Yes, exactly. Like, so, if I
need to fit into something I can't,

I'm a little fluffy...
Just... Just to...

I can just put this on,
and it might fit me better?

Maybe. So just
to be clear, right,

I-I never promote this

as a get skinny, fit
fast product ever. Right.

The goal is to, yes,
give you that safety net

where if you do need
to make a certain weight

or you want to go on
those jogs and those runs

'cause you know you have
to fit into your wedding dress,

or you know you have to make
that weight cut for your fight,

you know you have an option
to do so and it's convenient.

I love the fact that
you're not overselling

and that you're underselling.

That's a great gift
for an entrepreneur

that has self-confidence.

That you said you're not trying

to make silly
weight-loss claims. Right.

I really love what you said.

Is there enough
of an established market

that knows the merits of this,

or do you have to educate
people to wear these?

I believe that, in my market,
everyone loves this product

because it's convenient.

But it's a subset of people that
work out... - Mm-hmm.

That put on a plastic
bag on themselves.

So how do I find them? How
are you finding them? Yeah.

I blew up on TikTok.

One of my biggest
videos is 17... or 16 million,

and we average about a million a
week on TikTok because... Wow.

What does that
translate into in sales?

A million a week on
TikTok gets you what?

Sure. So when I first
started, October 2020,

I did $15,000 in sales
in those two months.

I was like, "I'm ready
for 'Shark t*nk.'

Yes. 15K, it's more than
I've ever made in my life.

Put me on."

What shocked me
was, the next year,

we did about
$190,000 in sales in Q1.

Really? Yes, sir.

And year to date now,
we're a little over 100K,

and we're projected to do a
quarter million this year. What?

So how much did you
do in revenue last month?

We did about $23,000.

And how much did
you make out of that?

About $5,000.

That's still not
bad. That's not bad.

Now, are you running
Tell us about you.

Tell us about your background.

I'm an ex-college
football player.

Where'd you play?

I played linebacker for UTEP,

University of Texas at El Paso.

Obviously, it didn't work out. I
broke my arm my senior year.

But I'm a dad,
dad first, always.

My wife and my son and I,

you know, you spent the last
four years chasing the dream.

I remember I was
training for these leagues,

and I was using a trash
bag, just like I was saying.

And I kept feeling embarrassed

leaving the house using
a trash bag.

So then I would go

and I would get
these reusable ones.

Mind you, I just
got out of college.

I have no money. I
keep spending $20

on these reusable suits
that would rip on me

every time I'm trying
to do a pass rush move.

So it would rip on me, and
I remember I looked it up,

and I said,
"Single-use sauna suit."

And it didn't exist. And I
looked it up everywhere.

I looked it up everywhere.

And I remember I
turned to my wife, I said,

"I'm going to start a
company called SweatSkinz."

And she was like,
"Ugh, no."

And then it hit me.
So ever since then,

it's just been a serious grind.

I've been trying to get my
family back in the same house.

I stay with a few friends,
sleeping on the couches,

doing the entrepreneurial thing.

They stay with my mother-in-law,

and I've just been
grinding ever since.

And it's been a journey,
but it's been great.

You're making
five grand a month.

Why are you living
in a separate house?

Because I still I do owe debt.

Tell us about the debt. My
debt comes from my partner.

He kept giving us money to
keep the inventory demand up.

How much have you raised?

Well, he... Okay, so he
gave me $25,000 for equity.

He owns 25%.

He put a loan through
the business for $100,000.

$100,000? Correct.

Why can't you live at home?

Because I can't take a
salary. I-I have a job now.

I had to get a job two months ago.
That's fine. That's fine. That's fine.

And it's away from home? It's
not in the same city? Correct.

Yep. It's in Boston.
They're in South Carolina.

Oh, got it. There we go.

So what are you doing in Boston?

Yep, I work in cyber security.

Boston is extremely expensive.

Nothing against Boston, but
I'm leaving there as soon as I can.

Kalaii, I want to
understand one thing.

I see you here, and you have,

like, this supreme
self-confidence.

But then you're telling me
a story where other people

would be defeated and depressed.

But I feel like you're... Yeah.

Maybe 'cause on national TV,

not showing us your struggles.

Can you be very earnest
about where you are today

with this this business
and with your life?

100%.

And honestly, full
transparency, I always told myself

I would never come
onto "Shark t*nk" and cry,

but it's because I've
been through worse.

When I was 13 or 14,
I lost both my parents.

I had to find a way through
football to get a scholarship.

I have a little brother that
I had to help take care of.

I've been through
worse. And I have a son.

I'm a dad, so I
can't... I can't fold.

Like, I can't... like, I
have to make him proud

because my dad made me proud
when he was an entrepreneur.

I told myself I
wasn't going to cry,

but, like, I-I have
no other choice.

Like, I owe debt, and I
pay it back every month.

I went and got a job
because I didn't want

to take from the business.

Everything I put back
was into the business.

I don't like owing
anything to anybody.

I have a son that I want to
pass this down to one day.

I never thought I would
create this business.

It seems silly when
you think about it.

You think of, like, a trash bag.

But they say some of
the craziest inventions

that you come up with,

come up with things that you've
already done every single day.

How much inventory
do you have right now?

About $35,000 worth.

How much did you
pay for the inventory?

We bought $80,000 worth.

Our cost is $4.17 per 5-pack.

We sell it for $19.99.

What is a minimum-size
order from the the maker?

10,000 to get it to
that cost of 55 cents.

It's $4.20 for
5 in a package, right?

And that includes the packaging?

Yup. Right.

And so, there's 5 of
them. That's $2.75.

So the packaging
itself is a $1.50? Right.

For me, I don't see how there's
room for an investor in this,

or other investors.

He's ahead of me
on the cap table.

I'm an equity investor.

He's got the debt. He's first.

I get it.

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

Thank you. Um...

I guess, to really
answer that again,

if I have the inventory,
I will sell the inventory.

There has never been a problem
with me sitting on inventory.

Last year, we
sold out five times.

How are you selling
this right now?

Only direct to consumer
or in any stores?

Only direct to the consumer.

So, I think there's tons of
merit to what you've done here.

Sometimes you take the
nugget of the simplest idea

and you turn it into something
that really can become

something great.

You're so honorable and so good.

I love you.

I just don't think
that the product

is the right fit with me.

So for that reason, I'm out.

Thank you so much,
Lori. I appreciate it.

Daniel, what are you doing?

I love you, man,
because you're so honest.

You're so honest,

and you're so real,
and you don't give up,

and you're hanging by a thread,

and you're just going for it.

So I would love
to give you a hand.

I will give you the $60,000,

and I'll do my best to give
you a hand for your 20%.

Thank you so much. Um...

Wow. Yeah.

He just offered you exactly
what you came in asking for.

Wait, wait, wait, wait, wait.

Let's talk.

Two Sharks are out,

and Daniel has offered Kalaii

exactly what he
came in asking for...

$60,000 for 20%

of his single-use sauna
suit company, ShredSkinz.

But Mark may also be interested.

Wait, wait, wait, wait, wait.

Let's talk.

If you were to send
an order to somebody

that didn't have the
fancy bag... - Right.

Would they still be happy?

I mean, there's a handsome
guy on the back of there, but, um...

Not really. But,
yes, they will...

They will be happy. They're
not gonna care, right?

Correct. Right, so you
can add almost 10% more,

a $1.50 more per unit.

And you sold
12,000 units, right?

That's $18,000 in
your pocket... Right.

If you don't use these.

So now, all of a sudden,
you're making money.

So, I'll do the deal.

I can help you just with
basic guidance, right?

So I'll give you the
60 grand for the 20%.

Wow.

What are you looking
for? What do you need?

Manufacturing and
inventory, for sure.

Well, you do have two offers.
Daymond, what are you doing?

I think you need to consider
the offers on the table.

Yeah, for sure.

I want to say, I-I love the
way you feel about me.

I-I appreciate that passion,

and that alm... that
really made me tear up.

And I appreciate that. I'm
glad that you see that in me,

and I'm glad all of
you see that on me,

because I'm very hard on myself

because I have to be
that rock for my son.

I can't let him see the
struggles that I do go through.

Um...

But with that being said,
Mark, you got yourself a deal.

Let's go.

Let's go!

Congratulations.

Yes, sir. Good job, man.

We'll get this done. We'll get this
done. Yes, sir. Thank you so much.

Congrats! You just won in the t*nk.
Thank you, guys. I appreciate you.

Thank you.

Good luck, Kalaii.

Thank you so much.

Do I help clean this up?

Don't worry about that.
Don't worry about that.

- Aww.
- Hard-working man.

Yes, sir. He's so sweet.
He's like, "Can I clean up?"

I've never seen an entrepreneur
pick up his own trash.

I know, right?

Let's go, man!

Let's go!

Though I loved Daniel
and I loved his offer

and I appreciate him,

I felt like Mark
was more up my alley,

and I feel like
I can expand more

with having someone
like Mark Cuban on board.