Narrator: Tonight, Emma Grede,
founder and CEO of smash-hit
apparel brand Good American
and founding partner of Skims,
returns to the t*nk.
Grede: You can spend
the next few years
trying to accelerate
this business,
or you can work with me and
do it a hell of a lot quicker.
What about me?
Am I chopped liver?
Precious gold, Sharks.
- [ Gasps ]
- You're nuts.
My parents, they migrated
to this country with nothing.
The fact that their son
is here today is huge.
You've demonstrated every bit
that you are an entrepreneur.
Somebody could
make this at home,
but they're not going to
want to.
- Oh.
- Oh, wow.
Don't panic.
[♪]
Narrator: First in the t*nk is a
beauty brand with inclusivity in mind.
[♪]
Hi, Sharks.
I'm Alicia.
I'm Myisha.
We're two cousins here
from Atlanta, Georgia,
and we're seeking 150K
for 6% equity
in our company.
Sharks,
how can you feel beautiful
in the skin you're in
if you feel forgotten?
Not only did the both of us
struggle to find makeup
for our beautiful
brown skin,
but we also couldn't find
skin-care products
made with our
skin types in mind.
That's why we set out
on a mission to create...
Range Beauty.
Range Beauty is clean beauty
for the forgotten shades,
and we utilize botanicals
in our formulas
specially made for eczema
and acne-prone skin.
Now any and everyone
can feel beautiful,
comfortable, and confident
in their own skin.
At Range Beauty,
our True Intentions
Hydrating Foundation
is available in 21
underrepresented shades,
using calendula flower to help
with itchiness and irritation...
Fresh clay to help with those
nasty and unwanted toxins...
And even vitamin "E"
to help keep your skin healthy
and glowing.
Both: That's right.
We keep it clean.
Sharks, we're merging
inclusive makeup
with natural skin care.
Myisha, show off
all that melanin.
Sharks, you better get into
this glow.
We should all be in love
with our skin,
no matter the shade
or type.
Both: So, Sharks,
will you join us
in showing off
our Range to the world?
[ Chuckles ] Great job.
You see our beautiful products
in front of you.
Emma, we gave you
our True Intentions
Hydrating Foundation,
the full size,
as well as our sample kit,
which we offer online
to help our guests
find their perfect shade.
Really nice packaging.
Barbara, we gave you
our Bali Full Body Glow.
Mm, I need it.
[ Chuckles ] It is packed
with a superfood, argan oil.
Beautiful color.
What about me?
Am I chopped liver?
Oh, don't worry.
We're coming that way.
We gave you Golden Hour
Dual Eye/Highlight
to match that
glowing smile. What?
Lori, you have our
True Intentions Bronzing Primer.
It's a moisturizer
and a primer.
- And, Mr. Wonderful, don't think we left you out.
- O'Leary: Yes, I mean, you know,
I was thinking you don't love Mr. Wonderful.
We know you have a lot of skin.
You have a lot of skin you have to keep
shine-free. I have a lot of skin. That's right.
And I was just... By the way,
I was just admiring it.
So we gave you our Smooth Out
Translucent Powder,
which is talc-free,
and that helps combat shine
and gives you
a smooth, flawless look.
What's your background? How
did you even come up with this?
I actually grew up
loving fashion.
I went off to
Virginia Tech
for fashion design
and merchandising,
and immediately
after graduation,
I was on my way
to New York.
And I would be
behind the scenes
at runway shows,
campaign sh**t,
and I noticed
a lot of the Black models
were coming to set
with their own makeup kits,
and it made me pause
and finally ask a model
what was so special
about this kit.
And she said
on a previous campaign,
the makeup artist
flat out said,
"I can't do the look
the designer is requesting
because I don't have anything
in my kit for your skin tone."
And it resonated with me
because I never felt represented
or seen
by the beauty industry.
And at the same time,
I was also dealing
with very bad cystic acne
and head-to-toe eczema.
So I did not feel very pretty,
and I just had an aha moment
that, why can't I merge
both of these worlds?
Why can't I create makeup that
includes our tones and deeper
and also takes care of your skin
while you wear,
especially if you're dealing
with eczema and acne?
Myisha, what do you do
in the business?
So I did 10 years
in the United States Army.
I'm a veteran, and I'm
a single mom. Oh, wow.
Thank you for your service.
I'm, like, the product manager.
I went to school
to be aesthetician
to learn about skin care
just so I can assist her
in any and everything
that she needs.
Talk to us a little bit
about the business
and also, like,
what makes you guys different.
I would say
the main thing
is that our angle
is eczema and acne.
Most of the times, makeup
brands, they're thinking about,
"We want you to keep
coming back to us
so you can keep
covering it up,"
while we're coming
from the angle of,
"Yes, we want you to be able
to cover it up
and feel comfortable
but at the same time
also have healthy skin."
That's our angle.
And we launched
at the end of August of 2018.
I completely bootstrapped this
for about three years.
At the end of 2018,
we left with about 20K.
I quit my job
in December of 2019
to take on Range
full time.
So last year
was my first full year,
and we ended up with 330K.
- Wow.
- Wow.
- Good for you.
And so how did you get...
How'd you get to $330,000?
How'd you do it?
So last year showed us
that, actually, e-commerce
does reign supreme,
and so I made sure
I already had things in place
to help us with that.
Our sample kit
for foundations,
we gave you $5
in exchange
for you to put towards
a full-sized product.
So 80% of our customers
who purchased our samples
came back to buy a full-size.
- That's very smart.
Last year,
we actually picked up
our first major
big-box retailer,
and we are currently
in talks
with one of
the largest beauty retailers
to actually go in-store
and on dot-com...
Which retailer?
Target.
And how's it
selling through?
It's been selling out.
Does Target explain the $330,000
uptick in sales?
I would say, last year,
with everything going on,
there was a huge spotlight
put on Black-owned businesses,
and that exposure
was exposure
that we did not have
the marketing budget for.
We were featured by
Beyoncé on her website. Wow.
Yes. We were covered
by major publications.
- That's amazing.
- That'll do it right there.
Yes, and that
absolutely contributed.
What's the price point?
Give me a rough...
Yes, so our foundation
is $21.
It lands at $4.25
for cost,
and we wholesale
at $10.50.
So you're, like,
at the masstige level.
Absolutely.
What is masstige?
Masstige is in between
drugstore products
and prestige products.
- It's right in the middle.
- Masstige.
I'm so happy to teach you something.
I'm amazed. I didn't know that.
Wow, at least we taught him
something about your business.
- Cuban: Guys...
- Yes?
...I'm gonna make it easy,
I'm gonna clear the deck,
'cause literally
the only two things
I understand what they are
are the mirror
and the toothbrush.
So for those reasons,
I'm out.
Okay, thank you. Okay,
thank you so much.
Do you do the lighter
skin shades, or is it just...
'cause you said
Yes,
so we are inclusive.
We prioritize Black women
and women of color
because we are
the most underrepresented,
even though
we spend the most.
So we spend annually
$7.5 billion in beauty.
We spend 80% more
on makeup
than the mainstream market
and two times more on skin care.
We are also exposed two times
more to toxic beauty products
because of the lack of clean
alternatives for our skin tones.
And so the necessity
for clean products
for women of color
is there,
but our line is inclusive
to go to fair shades
from fairest of fair
to deepest of deep.
- Oh, good.
- I think you're amazing,
but I like to make
a big difference
in the businesses
I invest in.
I'm listening hard as to
where I might fit in,
and I don't see the angle.
Okay.
So because of that reason,
I think you're gonna find
a better partner here.
So I'm out.
Thank you so much.
Thank you, Barbara.
I completely understand.
O'Leary:
You know, normally,
when makeup deals come
in "Shark t*nk,"
I'm pretty hard on them because
they don't have any strategy
on how to differentiate
themselves,
and I was expecting
to eviscerate you on that topic.
But, actually,
you do have a differentiation.
Yes.
I am not your Shark.
I'm going to be hopeful for you,
but I'm out.
We appreciate that.
Thank you. Thank you so much.
We've had
a little conversation.
We think that we'd like
to make you an offer.
♪ “Hold On, I'm Coming”-
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For whatever style
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Shop the Lowe's Bath
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Narrator:
Three Sharks are out,
but Lori and Emma are interested
in inclusive makeup company
Range Beauty.
We think that we'd like
to make you an offer.
So you know
when you get two Sharks,
got to be a little different
than what you walked in
asking for, right?
That's right.
So we would like
to offer you
the $150,000 but for 20%,
and you're gonna get
two Sharks
and you're going to get
all of our knowledge
and expertise
in every arena,
which is really going
to help you a lot.
I mean, if there was
a pair to have...
So thank you so much
for your offer.
Honored.
Would you be willing
to do $150,000 for 10%?
- No.
- No.
And, you know, girls,
I think that what you've done
is really great.
It feels good.
It feels...
It feels to me
like a premium product.
So I loved it when you said
this was priced
at the masstige level,
right?
And incoming, you know, requests
from retail is one thing.
Actually making it work
when it gets there
is something completely
different... Right.
...and that's where you're
gonna need the help, right?
That's where the experience
and the expertise
and taking
what you guys do over here
and actually making it work
on the shop floor
is going to become
really, really important.
I know that there
are retailers out there.
I sit on the board
of this incredible
nonprofit called The
Fifteen Percent Pledge. Yes.
And, actually, you know it.
Yes.
You know it because
all the retailers
that you're trying to get into
have taken the pledge,
and what that means is that
all of these businesses
are looking at, "How can
we increase the level of sales
that we have with
Black-owned businesses?" Yes.
Right?
They're all trying to get there.
So you guys are like a target
for any of those businesses,
but you still got to work.
Right.
And that's where the
benefit of two Sharks... Yes.
...can be really, really key
because it's not easy
once you get into retail,
I'll tell you.
It's every week
being on top of it.
It's constant, you know,
innovation
for your product line.
It's staying ahead
of the competition.
Considering where
your sales are today,
I think it's a good deal.
Would you be willing to do
I like these guys.
[ Laughter ]
You're going back
into the other direction.
Yeah, you ran
the other direction.
What she says is so true
because, for some people,
it's impossible to even
get in, right? Mm-hmm.
But it's staying on the shelf.
Yeah. Right. That's right.
It's hugely important.
If you don't, they're as quick
to knock you out
because it's valuable
real estate.
Right. Right? And it's limited.
So I-I think we've given you
an amazing offer.
[ Laughs ]
Okay,
you have a deal.
Yay!
[ Laughter ]
Oh, my gosh. Thank
you so much. Beautiful.
- My gosh.
- Thank you so much.
- I love it.
- Thank you so much.
Oh, my gosh.
Thank you so much.
Congratulations, guys.
Well done.
Thank you.
[ Laughter ]
Oh, my God!
I feel they're gonna do so much.
This is so... They can do so much.
With Emma being all about
The Fifteen Percent Pledge... Yes.
...and really rooting
for Black-owned businesses
and Black-women-owned
businesses
and then
just understanding
how important
Range Beauty is
to that community...
Unbelievable.
[ Chuckles ]
Unbelievable.
♪
Narrator: In Season 4,
we watched Tracey Noonan
and her daughter, Dani Vilagie,
make a deal
with Kevin O'Leary
for their cupcakes in a jar,
Wicked Good Cupcakes.
O'Leary:
I don't want any equity.
I want a dollar
from every jar.
You have a deal.
Come to mama.
Narrator: Let's see
what they're up to now.
Vilagie:
Before airing on "Shark t*nk,"
we averaged about
$40,000 a month.
Noonan: After "Shark t*nk,"
we started averaging
$450,000 a month,
which brings us to a grand total
$40 million in sales.
Whoo!
We always considered
ourselves lucky
that we had this royalty deal
with Kevin,
but Kevin was also lucky
to get us.
Kevin's been paid over a
million dollars in royalty fees
since we started
working with him.
Wicked Good Cupcakes
collaborated with Hickory Farms.
We created
a Wicked Good Gift Crate
that was so popular
it sold out.
We know that our customers are
going to love the combination.
Because Hickory Farms
saw such positive growth,
they've offered
a multi-million dollar buyout.
We're gonna be acquired.
Everybody feels
warm and fuzzy.
Now it's time
to sign the deal.
The acquisition for me
is proof positive
royalty deals work.
When a company buys out
a royalty stream,
they buy out the net-present
value of that royalty stream,
so it's just as good as equity
and everybody
got treated fairly.
I loved that deal.
This has been a long journey
but a fantastic outcome.
This is a magic moment
for Wicked and Hickory Farms.
Are you worried the Sharks
won't understand our accent?
Noonan:
I have so many memories
of things Dani and I
have been able to do
and places we went together
because of "Shark t*nk."
I've watched my daughter
become a millionaire.
There are not a lot of parents
who can say that.
And I need
to stop crying.
[ Both laugh ]
But I'm also grateful
that something that started...
The two of us with
just high-school educations,
can achieve
this American dream.
It's amazing,
and I'll forever be grateful
to "Shark t*nk"
for this opportunity.
[UPBEAT ACOUSTIC MUSIC
THROUGHOUT]
[♪ ♪]
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with your finishing touches.
With aisles of ways to
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For whatever style
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At prices you're really feeling
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Style & Save Event NOW
in-store and online.
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♪ To be together
forever with you ♪
Listen, I'm done settling.
Because this is my Secret.
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♪
Narrator: Next up is a solution
to a stinky problem.
[♪]
Hello, Sharks.
My name is Regina Crisci.
I'm from
Winterville, North Carolina,
and I'm currently seeking
$75,000
for 40% equity in my company.
Sharks, who here wants
to smell a dirty, stinky diaper?
Nobody.
[ Chuckles ]
That's what I thought.
So it's no surprise
that parents everywhere
will try anything
to control diaper odor.
We'll try plastic bags.
We'll try fragrances.
We'll try
expensive diaper pails.
Let's be honest,
they don't always work.
And if they do, they don't
control the odor for very long.
So when we had to start putting
my son's dirty diapers outside,
I knew that something
had to change.
So that's why
I created Diaper Dust.
Diaper Dust is
a diaper deodorizing powder.
It's the first and only
of its kind.
You simply sprinkle it over
the contents of the dirty diaper
before you roll it up
and throw it away.
So, Sharks, if you're smelling
what I'm smelling...
[ Laughs ]
...that is a deal in the air
with Diaper Dust.
Oh, my gosh. I'm so worried
about how we're testing this.
- So what you have in front of you is a simulated "dirty diaper."
- Greiner: Ew.
Now, what I want you to do
is I want you to open it up
and give it
a nice, big whiff.
[ Sniffs ]
Oh!
- Ew!
- Oh.
- Oh, wow.
Don't panic. Reach for
your Diaper Dust. [Bleep]
Ugh!
Reach for your Diaper Dust.
It's so horrible.
[♪]
It works.
It absolutely worked.
You just did it? I
just did it. It works.
- It definitely works.
- I'm sorry.
What were we just smelling?
What was that?
So that's actually
a prank spray. Oh.
Let me tell you,
it's worse than the real deal.
[ Laughter ]
Is this powdered carbon?
Yes, it is activated charcoal
and sodium bicarbonate.
Greiner:
So the big question is,
are there others
like this out there,
and what would stop somebody
from doing it
and making
the same thing?
So, right now,
there is no other product
that is marketed to do
what we do
in terms of
the utilization of it.
So we have
a patent-pending application
for specifically using it
inside the diaper.
Somebody could make this
at home,
but they're not going to
want to.
I looked like I came right out
of the industrial revolution
after I'm finished making
this product in my backyard.
There I am.
There I am, making it.
Grede: Oh, it's like a
compost machine. Yes.
That is so awesome that
you just went for it. Yes.
- Oh, look at that.
- Greiner: Yeah, I mean, necessity is the mother of invention, right?
Is this
your full-time job?
It's not. I am actually
a full-time nurse.
I'm a travel nurse.
Oh, okay.
How are people responding
to the product so far,
and what have you sold?
So my sales...
I-I started in December...
December 1, 2020.
My sales aren't the greatest.
I've sold $3,000.
It started out
with just friends and family,
then I got on Amazon
in February.
What do you sell it for?
What does it cost you to make?
It's $3.15,
and I sell it for $14.
So what are you doing
to market the product?
Well, I'm just posting
on social media.
A lot of my... A lot of the
sales are just word-of-mouth.
It's also being used
for adult incontinence.
Okay,
so $75,000 for 40%.
You came in here to do a
deal. There's no question. Yes.
Now, how much work
is the Shark going to have to do
to make this product work?
You said you're
a full-time travel nurse.
This is an idea.
I'm looking for mentorship.
As a travel nurse,
I have to go onto different
units in different hospitals,
and I have to
hit the ground running.
The floor that I'm currently on
is trauma and transplant.
I had to get on that floor
and learn trauma.
I had to get on that floor
and learn transplant.
So I learned from the best.
I learned from the ICU nurses,
I learned from the doctors,
and I am proud to say
I am one of the best nurses
on that floor.
Good for you. And what
a serious floor to be on.
I mean,
it's really critical.
It's very intense,
but I love it.
I am calm, cool,
and collected during a code.
I am out of my element
in this room,
but it's the room
I'm meant to be in
because
you have so much to offer.
So, yes, I'm gonna be
asking you a ton of questions
and I hope you're okay
with that,
but I will be the quickest bird
to leave the nest
that you will ever see.
Look, I believe there's
a demand for this product,
but there's a ton of work
to do here,
and my baby-diaper days
are way gone.
Are your incontinence days
over, though?
Oh, whoa.
[ Laughs ]
Oh, wow. We've never been
asked that before.
[ Laughs ] Hoo-hoo-hoo-
hoo-hoo-hoo-hoo!
So you have parents. You have
parents, right, that are gonna be...
I get it,
but it's just not for me.
Okay. It's not for me. I'm out.
Thank you. Reg,
how do you scale it
so you can sell
a million of them?
I need this in a factory.
I need this out of my backyard.
But have you gone through
the process
of talking to people
to see... I have not.
Okay, so that's part of
the whole process. Right.
This isn't my first language.
My first language is nursing.
But I'm willing to learn.
I respect people's money,
and I will fight for our money.
I will fight.
I fight for my patients...
Regina, I'm objecting,
more than anything...
Certainly not to you.
You're 100% heartfelt.
The most important thing,
though, is you're part-time
with a high-pressurere job
that you take very seriously,
again, to your credit.
What you need, I believe,
is a working partner.
You don't need a Shark
who's going to invest.
You don't even know
what you use money for
and if you need money,
honestly.
So I won't be
your Shark today.
I'm out because I don't think
it's really what you need.
Thank you.
I will say
that I do have some capital.
I have a home that I own
that I am willing to sell,
but it would...
Cuban:
No, you're not.
Don't sell your house.
Listen, for me,
it's not far along enough.
I wish you the best,
but I'm out.
Thank you, Lori.
First of all,
I really commend you
for standing here
in front of all of us.
You've got
a really important job
and to be doing what you do
during COVID... unbelievable.
So hats off to you.
I think anyone who stands
in their garden
with a composting machine
barefoot, like, doing this
it's... it's unbelievable what
you've done. Thank you.
I completely get it.
I mean, I have two children,
and I've had that,
like, terrible...
You know, you open the trash
and it stinks
and, you know, it's like...
it's just awful. Oh, it's just bad.
I think the issue for me
on this right now
is that you've really
not figured out
how you're marketing
this product,
and there is this huge,
you know,
influencer economy
around mums.
The best way for you
to start creating awareness
around this product
is to make the "mumfluencers"
your best friend, right,
get the product out,
show them how it works.
So imagine you've got a mum
with a real following
who just likes
this product,
and you start to get
the word of mouth out.
If I were you, I'd put
any energy that I've got
into marketing this.
So for me right now,
I'm out,
but I do wish you
the best of luck.
Thank you so much.
I do plan on walking away
from nursing
as long as I have
the right mentor that can...
Cuban: Well, let... let's talk
about that, right?
I want to be that partner
that can help you, right,
'cause you've demonstrated
every bit
that you are
an entrepreneur.
You figured out how to make
this gunk in the backyard.
You figured out
how to sell it.
You figured out
the formulations.
You figured out
how to do a patent,
all while it not being
your first language.
So I'll make you an offer.
Okay.
I'll give you $75,000
for 40%.
That's a no-brainer.
[ Greiner laughs ]
Is that a yes?
That is a deal. Yes!
- Great.
- Wow.
- Congratulations.
- What a good ending!
I got a pinch.
Lucky woman.
We'll be great. I can't
believe this is happening.
It is happening.
Congratulations.
Thank you.
This will be amazing.
Thank you so much.
Aww.
Thank you so much. Well,
for all you do for other people,
now it's time for you
to have somebody help you.
Thank you so much. Thank
you. I'll be in touch soon.
- Congrats, Regina.
- Well done, you!
Thank you.
♪
Crisci: I just got a deal
with Mark Cuban.
I am so grateful
and blown away.
Blown away.
And not just...
Not just with the deal,
but with all of the feedback
and just how amazing
those people really are.
They're better than...
They're better than when
you watch them on TV.
[ Laughs ]
[♪]
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[Mail Recipient 2]
All the mail is open.
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[Delivery Man]
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[Mail Recipient 6]
And that's okay?
[Delivery Man] Oh that
looks kind of serious.
[Mail Recipient 6]
You cannot just bring me mail
that's already opened.
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Stuff. We love stuff.
And there's some really
great stuff out there.
But I doubt that any of us
will look back on
our lives and think,
"I wish I'd bought
an even thinner TV,
found a lighter light beer,
or had an even smarter
smartphone."
Do you think any of us
will look back on our lives
and regret the things
we didn't buy?
Or the places we didn't go?
♪ I'd go the whole wide world ♪
♪ I'd go the whole wide world ♪
♪
Narrator: Next in the t*nk
is a food company
based around
an ancient grain.
[♪]
Hi, Sharks.
I'm Eddie.
I'm Kate.
And I'm Kyle.
We're here today
seeking $300,000
for 10% of our business,
Pinole Blue.
In Chihuahua, Mexico,
there's an indigenous community
called the Tarahumaras,
who run up to 100 miles
in a single day
up in the mountains with
these sandals made out of tires.
So how do they have
the endurance to do that?
They consume this superfood
called pinole.
It is a roasted and ground
corn mixture that's been used
to fuel this tribe of incredible
long-distance runners.
Growing up, I wondered why
this amazing superfood
didn't exist here,
so I decided to bring back this
ancient Mesoamerican tradition
to the United States myself
while donating back directly
to the Tarahumara community.
Pinole Blue is a line
of products
made from 100%
USDA organic heirloom blue corn
sourced from Mexico
and stone-ground
with an ancient method
using volcanic rock.
This blue corn is rich
in antioxidants, complex carbs,
and has more protein
than other corn varieties.
And we use it
in our drink mix, cookies,
and even
our stone-ground tortilla
that would make
your mouths water.
[ Chuckles ]
So, Sharks, who's ready to get
on the grind with Pinole Blue?
[ Chuckles ] Well, it smells
great in front of us, right?
Tell us what we have here.
We have prepared
some samples for you...
Azulita cookie
and Enduro-Bites.
Tastes just like
a peanut butter no-bake cookie.
And atole latte,
tacos with our blue,
green, and pink tortillas.
This is very good.
You look like a very
unusual... [ Laughter ]
We get that a lot.
Yeah.
We get that a lot. How
did you find each other?
How did you
get together?
So give you a little
of my story.
Pinole just has
a certain place in my heart
because it brings back
a lot of memories of my parents
'cause they migrated
to this country with nothing.
To come to a small town,
not knowing the language,
the obstacles,
and my dad,
he works in road construction
to this day.
My mom was a housekeeper,
and the fact that their son
is here today is huge.
After graduating
high school,
I went to college to Wichita
on a full-ride scholarship,
and I had a class
with Professor Kate.
She was actually our business
professor. Ah, the world changed.
I told her,
"I have this pinole idea,"
and she looked at me
square in the eye and said,
"Eddie,
that's a brilliant idea.
You should start it."
Next thing you know,
that holiday break,
I drove to the border myself,
met my cousin,
and I brought back
in the back
of my pickup truck.
- You're nuts.
- Amazing.
Yeah.
She introduces me to Kyle.
She's like,
"Hey, Kyle is an engineer,
but he has a wonderful
background in social media."
And Kyle was another
student of Kate?
Yes.
We both graduated,
we took this on full time,
and we started
the tortilla factory
about a year later.
How much of this stuff
do you sell?
Our lifetime sales so far
are $720,000.
Wow.
What are you projecting
this year?
Are you predicting growth
for the business?
We're projecting $730,000
this year.
Are you guys
making money?
The gross last year
is $260,000,
and our net is a little bit
over $5,000 last year.
Cuban: So, the biggest challenge
I see right now...
It's very specific
to a certain market, right?
I don't know
what that word means
until you just
explained it.
How are you going to
educate people?
How are you going to market it
so that you get new customers
that might not otherwise
know the story?
Yes, our main customer segment
is Hispanic populations.
However,
we are using the tortilla
as a gateway product
to bring people in
who is not familiar with, you
know, the pinole and the cookie.
But... But tell me how many
other companies make tortillas.
Yes, there is a lot
of tortilla companies.
I have noticed that
when I go to a grocery store.
- That's correct.
- But I have a question.
How many stone-round tortillas
that are blue corn like this?
But you know what? I have never
been in a circumstance
where someone said,
"Is that a stone-ground
tortilla?" Yeah.
You know, just because you're
the only stone-ground tortilla
doesn't mean people care.
Look, guys,
what you've done is great,
but to get me excited,
I have to be able to visualize
it going to be $7.5 million...
Or not even...
$75 million in sales,
and you guys haven't given me an
idea of a path that you'll take
because you do have challenges
to get there.
So for those reasons,
I'm out.
I wanted to say that I think
it's nothing short of a miracle
that you found
each other.
- Thank you.
- Thank you.
That's pretty remarkable.
You almost seem like a family.
But I think it's
a little too early for me
to have the confidence
of the traction
that I think it would make
enough money
to have an investment in.
So for that reason,
I'm out, yeah.
You know, guys,
I love your stories.
You know, it was so amazing
to hear that.
You know, I was raised
by a single mum in East London.
I'm one of four sisters.
I know what it means for parents
to sacrifice everything.
I think, for me,
this is just a really hard thing
to invest in
at this point in time.
It isn't for me
right now.
So for that reason,
I'm out.
- Thanks.
- Thank you.
- Thank you.
- So, product tasted great.
I like that it does
more than, you know,
"traditional"
corn tortillas.
But while I think
it's a great business for you,
it's just so early.
I don't know about this
as an investment for me,
so I'm sorry.
I'm out.
- Thanks, Lori.
- Sandoval: Thank you.
- So...
- O'Leary: I respect the sales.
$700,000 in sales.
That's proof of concept
for sure.
I'm gonna buy it,
and I'm just gonna go online
and put it in my fridge
'cause it's better than
the stuff I'm eating right now.
But I had to listen to you for
a long time to understand that,
and that's where the challenge
lies for me as an investor.
I think it's pretty hard
to tell that story
without a tremendous
amount of work.
But I don't want
to discourage you.
I mean, anybody who gets past
half a million...
- Quite a feat.
- ...has found something.
The reason
we are not able
to scale the way
that you are talking about
is because that's why
we are here.
We are... We are at a point
that the rocket is ready...
It's the classic
chicken-and-tortilla problem.
[ Chuckles ]
It's too early.
It's got to have
more tortilla on the bone.
I'm out.
Good luck, guys.
Congratulations.
- Good luck, guys.
- Thank you so much.
You know,
before you let us go...
- Professor Kate, it's over.
- Before you let us go...
Professor Kate,
it's only an hour show.
I-I understand,
but the end of day,
you need to let the professor
have a few more minutes,
you have to kind of have a
conversation. Kate, we can't.
Same thing
like my students say,
"We want to leave
the classroom."
I say, "Come on.
We are not done.
Just a little bit longer."
Well, it took us a while to get
the sales up and going
was because, you know, we were
trying to figure out everything,
and then we also had a setback
in 2018
with Kate's husband.
He had a sudden death
and that kind of
hit us hard.
Devastating for me
and my daughter.
We choose to go
to hospice,
and they come
to visit him,
and after they leave,
this is what he say to me.
"You have to help
those two kids
because they are scrappy,
because they... no money."
And that's why, you know...
And so...
But, Professor,
you have helped them.
You're here on "Shark t*nk."
Sales will grow.
It's just... It's early.
It's too early.
I'm sorry, but we drove here
from Kansas.
We started three years ago
with nothing.
Eddie had this hand-crank
and... Don't break it.
...and started
with just this,
hand-cranking it
out of the dorm room.
Like, scrappy is what we do.
We've had...
Emma, were you scrappy
when you got started?
I was scrappy as [bleep]
Sorry.
Did you have a lot
going for you?
Right? Did you have a
lot going for you? Not a lot.
Lori?
Scrappy.
You will keep
grinding this out.
It's really important
to know you're young.
Like, you're just starting.
This is not
the end all, be all.
This is the beginning.
- Well, I thank you very much...
- Good luck, guys.
- Thank you.
- ...really and truly...
- Thank you.
- ...for this opportunity...
- Thank you, guys.
- ...and all the advice
that you have,
but I just wish that,
you know...
- Kate. Kate. Kate!
- Kate.
- Yes?
- We wish we could stay
and talk forever.
We can't.
You guys got to go.
- Thank you, guys.
- Thank you.
- Thank you, guys. Thank you.
- Bye, guys.
- Thank you.
- Thank you.
Keep your chin up.
[ Grinder clatters ]
Aw.
Offutt: I think the Sharks
made a huge mistake,
and we've made it clear
that we've been able
to do something really great
out of nothing.
It's part of our pitch,
the grind never stops.
♪ ♪
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I call it... the wheel.
Ok, this is a miss.
It's a fork.
I got ten forks
right here, baby.
A toilet?
We're not animals.
We go outside like humans.
Nobody's going
to the moon, ever!
Why not?
It's too far! It's far.
Like I was saying, it's FTX,
it's a safe and easy way
to get into crypto.
Ehh, I don't think so.
[♪ ♪]
And I am never wrong
about this stuff.
Never.
[♪]
Narrator:
Next up is a way to save
every last drop
of a precious resource.
[♪]
Hi.
I'm Nickey Ramsey,
and I'm from
West Lafayette, Indiana,
and I'm here seeking $100,000
for 10% equity in my company.
Sharks, when I became a mom
and started breastfeeding,
I was going through
thousands
of these single-use
plastic storage bags
to give my baby white gold.
I wanted a better way
to store my breast milk,
and I knew it wasn't just me
that felt this way.
After countless attempts of
trying to store my breast milk,
I was left with white gold
leaking all over the place.
[ Gasps ]
Oh, no.
Precious gold, Sharks.
So instead of the five ounces
that I needed,
I was only left with two.
I literally cried
over spilled milk.
[ Laughter ]
Been there.
I needed to create
a safe, effective,
and space-saving storage option
for all mamas out there.
Sharks, no more crying
over spilled milk
because now you have Junobie,
a revolutionary, plastic-free,
and reusable breast-milk
storage bag of its kind.
Junobie is eco-friendly,
made using 100%
food-grade silicone,
and stands the test of time.
Unlike other products out there
that have no lines
or measurements
and can't stand upright,
our patent-pending product
is specifically made
with your baby in mind.
I'm on a mission to bring
Junobie to parents everywhere
for the future of our planet
and for the future
of our children.
♪ So if you want
your milk fresh ♪
♪ Fresh as can be ♪
♪ Then you have to try
Junobie ♪
[ Laughs ]
Sharks, in front of you
are your very own
Junobie products to try out
and test for yourselves.
So do you just
slide this off?
So mine's nice and cold.
Yes. So it comes with a...
Yes, it comes with a slider
in order to make sure
that the breast milk
stays secure
because silicone
is a very soft material,
and it has to have something
a little bit hard
to keep it closed. Nickey,
how do you wash it?
So it's dishwasher safe.
It's high-heat tolerant.
I have to say this particular
slider is very easy to put on,
which I didn't expect to
be put on... Absolutely.
...and very secure
as it slides into place.
It stands on its own.
Absolutely. So...
[ Laughs ] Barbara. You are
not getting hired for a demo, Barb.
She's really not doing
the demonstration right.
Ramsey: So Barbara brings up
a great point.
They can stand upright,
or if you compress them
and squeeze all the air out,
they have the capability
to lay flat because moms,
we all know, they like
to freeze their breast milk...
Of course.
...just for later use.
How did you come up
with this?
So I was
a traveling therapist,
just returned
from maternity leave.
I had a baby, of course, and
he had a tongue-tie lip-tie...
Aw... and it's, like,
a medical condition,
and he was nursing a lot.
As a result of his nursing,
my body thought,
"Okay, I need to produce
more milk,"
and I was going through
thousands
of these single-use
plastic breast-milk bags.
I went to the marketplace
to look for something
that was a reusable product
specifically made
for the size of breast milk,
which typically women
store in four to six ounces.
And I couldn't find anything,
of course, like it
because it didn't exist.
So I started working on it,
and I tapped into a need,
honestly,
that I did not know existed.
Incredible.
Okay, how much?
They retail at $34.99
for the four-pack,
and our two-pack retails
at $19.99.
Okay, and what does it cost you
to make the four-pack?
The four-pack landed
is at around $7.80,
and our two-pack landed
is around $4.
Okay, good margins.
I was just gonna say,
I love this product.
I breastfed
both of my children,
but both of my children
were born very early.
So the breast milk,
like,
that hasn't kind of kicked in
yet becomes like gold.
But what I want to
understand
is, like,
what your competition is.
Who else is doing this?
So Junobie launched
November 2019.
Within six months,
unfortunately,
we did have some...
Some knock-offs
come in the market,
and the knock-offs,
they can't compare to Junobie.
One of our competition,
they have a bag,
and, literally,
you can take the bag
and just squeeze it open,
and the milk just spills out.
Ooh.
What are your sales?
Our sales for this year to date
have been $86,000.
Did you light up
Amazon yet?
So we were on Amazon,
but because we have
an inventory crises, I'll say,
we diverted our sales
from Amazon to our website
so we can retain
more of our money.
You're not on Amazon now?
Not on Amazon now.
Well, but she said something
more interesting.
You said you didn't have
enough inventory to keep up. Right.
Because? So since we've
been self-funding ourself
pretty much with money
that comes into the company,
we would... So you needed
to have money come in
before you could buy.
Exactly, yes.
What's your lead time
for the manufacturing?
Six weeks.
Nickey, I want to hear
a little bit more about you.
I grew up in a very
nontraditional household.
As a teenager,
I experienced homelessness.
One night
while I was sleeping
on this abandoned
apartment floor,
I thought to myself,
"There has to be a way
out of this
generational cycle,
this generational
curse of poverty." Mm.
And, thankfully,
I told my school counselor
what was going on with me,
and she was able to connect me
with this homeless shelter,
and they let me stay there
until I finished my academics,
and then I went on
to college
and graduated college
and graduate school.
It's a blessing
and a miracle
that I'm standing here
right now.
You know, never give up.
Great story.
What a fabulous story.
Talk to us a little bit more
about the business.
You said you'd done $86,000
in sales this year,
but what are you projecting
for the rest of the year?
And I'm assuming the main reason
you're here talking to us
is because you don't have the
money to fund your production.
Is that right?
Yes, so we are projecting
$300,000 in sales
by the end of this year.
Wow.
Amazing.
Corcoran:
Do you have them in stores?
We were working with a broker
to get us in retail,
but when you work with a broker,
it can get a little expensive. Yeah.
Yeah. And with the pandemic,
we thought that it was better
to take the money
that we were giving the broker
and put it back
into our inventory.
Alright, so when I do a deal
on "Shark t*nk,"
I like to get my hands dirty
in the product.
Okay.
[ Laughs ]
It's true because I try
and tell a story about it
to my millions
of followers,
but, obviously, this is
a disconnect for me.
I mean,
I haven't been worrying
about breast milk
too much lately.
I mean,
I think you're terrific.
I wish you the best,
but I'm out.
Thank you, Kevin.
Cuban: Yeah, I'm kind of
in the same boat.
Congratulations
on your success.
The... The road you've taken
to get where you're at,
I mean, it's incredible,
and you deserve so much credit,
but this is certainly
not in my wheelhouse.
So for those reasons,
I'm out.
Thank you, Mark.
You're welcome.
Well, after 13 seasons,
you know, it is hard
to say that you're not
going to go in on a deal
when you really love
an entrepreneur.
You're unbelievably
impressive.
I think you're fantastic.
You saw a need.
You had a problem.
You created a solution.
But I don't think that this is
the right business for me.
I wish you good luck.
I'm out.
Okay, thank you, Lori.
Thank you. Mm-hmm.
You know, Nickey, I really,
really like you.
I love your story, and I love
where you're at right now.
I think
it's incredible.
I think that the businesses
that do really well right now
are those
that have a purpose
and that can really, you know,
get an audience
and speak to
a very, very specific audience.
And I love the fact that this is
a sustainable product
and that you've got
a real clear market.
So I'm actually gonna
make you an offer.
I think that you are at
the beginning of the journey.
You're gonna need
a lot of help.
So I'm going to give you
the $100,000,
but I think I need
Okay.
That's my offer.
Okay.
May I hear other offers?
[ Laughter ]
You're so nice.
I would like to hear your offer. I mean, you
have an offer right here, so I'll just...
You know, I'm just raising
my hand to let you know.
You just never know.
She might change her mind.
The offer's here.
I'm ready to roll.
Corcoran: That's a great offer.
Let me just tell you,
I would have given
the same offer... 25%.
So I wish you luck.
I'm out.
Thank you. Thank you.
Nickey, what do you want to do?
Would you do $150,000
for 12%?
- Whoa.
- Whoa, Nickey.
- Wow.
- Whoa.
This is Antonelli's
Cheese Shop...
and we're the Antonellis!
Do good. Eat good.
That's our mission.
We chose our Spark Cash
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And it has no preset
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so our purchasing power adapts
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We use our two percent cash
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our employees'
healthcare costs.
That's how we take care
of our most valuable asset...
our people.
It may sound cheesy...
but we like it that way!
What's in your wallet?
[♪]
[♪]
[♪]
♪ “No Rain” -
Blind Melon ♪... plays
♪ Escape... ♪
[♪]
THE ALL-NEW TUNDRA.
Toyota.
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[♪ ♪]
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I want to go in
for more dramatic roles.
[Agent laughs]
I wasn't joking.
Ok.
I got the new Galaxy S22 Ultra
on Verizon 5G Ultra Wideband.
- Wow!
- It's got amazing video
on a crazy fast network.
I can film whatever I want.
This is a crime.
A crime happened here.
What do you think?
Oh, yea. Night video
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Narrator:
Four Sharks are out.
Emma has offered Nickey
$100,000 for 25%
of her silicone breast-milk
storage company Junobie.
Would you do $150,000
for 12%?
- Whoa.
- Whoa, Nickey.
- Wow.
- No.
No, Nickey. Alright, here's
the thing. Don't overnegotiate.
Everybody here
has dropped out,
so I'm your only hope
right now, right?
I'm just gonna tell you
how it is
because what you need right now
is so much.
I can help you,
but I think that my offer
is pretty fair.
- Look, you're still gonna own 75% of it.
- Greiner: Right.
- So when this blows up, you're still gonna be rich.
- Yeah, but I'll give you the other side of that.
Corcoran: I'll give you
the other side of that.
Yes, it is.
I'm sure you got to where
you were trusting your instinct
and making
your own judgments,
and from the way I see it,
you've done pretty well.
So you might go into your own
self and ask you how that fits.
Well, I wasn't looking at
giving up that much equity
out of our company just yet.
Would you do $100,000
at 15% equity?
- Aw.
- Ah!
I'll do $100,000
at 22.5%.
Final offer.
[♪]
That is a lot
of liquid gold spilling.
[ Laughs ]
We were not looking at
giving up that much equity.
You can definitely
walk back out of that door,
and you can spend
the next few years
trying to accelerate
this business,
or you can work with me and
do it a hell of a lot quicker.
But, you know,
it's your choice.
Um...
Wow.
You got a deal.
Yay!
[ Applause ]
Ah! Smart move, smart
move, smart move.
Oh, my goodness. You
know how many mums I know?
We're gonna k*ll
this thing. I'm excited.
Ah-ha!
[ Laughs ]
Well done, darling.
That's so good.
Ah. I don't think I was
breathing for five minutes.
Cuban: Congratulations.
Congrats, Nickey.
Thank you, guys.
Bye, Nickey.
I am really glad that
I countered back with Emma
because not only did I
keep more equity in my company,
but I also got an amazing Shark
who I feel is going
to be perfect for Junobie
and perfect for me.
13x14 - Episode 14
Watch/Buy Amazon Merchandise
Shows entrepreneurs making business presentations to a panel of five venture capitalists (investors in start-ups) called "sharks" on the program, who decide whether to invest in their companies.
Shows entrepreneurs making business presentations to a panel of five venture capitalists (investors in start-ups) called "sharks" on the program, who decide whether to invest in their companies.