14x14 - Episode 14

[bunniefuu]

Narrator: Tonight, Emma
Grede, founder and CEO

of smash-hit apparel
brand Good American

and founding partner of
SKIMS, returns to the t*nk.

This is a product that is
ripe for influencer marketing.

Do you know what chub rub is?

Oh!

I hope you have a lot of sales.

We're down $130,000.

Oh.

A licensing deal, Emma,
would be so great with you.

I just don't get the
business case here.

You've done
something extraordinary

in the Shark t*nk.

There's a thousand reasons
to go into business with you.

You have something
magical happening.

Decisive in this moment.
This is about you being

Like, time's ticking.

I'd do that deal, too.

Oh!

Well, here we go.

♪

Narrator: First in the t*nk
is a way to keep your smile

fresh and bright.

♪

Hi, Sharks. I'm Joelle

from Dana Point, California,

and I'm the inventor behind
FunkkOFF! TeethRefreshers.

Hi, Sharks. I'm Sonia
from Rye, New York,

and we've been friends
since the seventh grade.

Cheers, Joelle. Cheers.

Today we are seeking $250,000
for 5% equity in our company.

Whew.

Sharks, how many times
have you been so embarrassed

to find food and
stains on your teeth

and no one told you about it?

We call it funk,
and you need it off.

Listen, Sharks. Funk
happens. There's no escaping it.

There's coffee, tea, salad,
pesky pieces of pepper,

and, of course, red wine.

We all get funk, and
we need it off quickly

and discreetly when
we're on the go.

So introducing...

FunkkOFF! TeethRefreshers.

[ Sharks laugh ]

The first and only two-in-one
toothbrush and tooth gel

that's reusable 30 times
to refresh your teeth.

Listen, you refresh
your breath with gum.

You refresh your
lips with lipstick.

Now you can refresh your teeth
with FunkkOFF! TeethRefreshers.

That's right. It's brilliant,

and as easy to
use as a lipstick.

Twist the bottom. Simply
remove the aerated cap,

tooth gel. Up comes
our 100% natural

Brush your teeth and smile.

It's as easy as that.

But wait, Sharks, there's more.

You can check out your
fresh and white teeth

with a clever built-in
mirror on the bottom. Ding!

There you go.

And we all know Shark
teeth are very, very valuable.

So, Sharks, who's ready to...

Both: get your FunkkOFF!?

[ Sharks laugh ]

The name is cute and memorable.

So how did you come up with it?

I used to live up in
Northern California,

drivable to the wineries
in Napa and Sonoma,

and I love my red wine,

but I love my white
teeth just a smidge more.

So this is the purse
I would carry around,

and I would carry around this.

After I'd wine taste,
I'd go in the bathroom,

get the funk off of my teeth,

and then I would
put my lipstick on.

And there was just one
time I pulled it out my purse,

and I put my lipstick in my
hand after using it and go,

"Why isn't there
something like this

that's reusable and
compact, but for my teeth?"

It wasn't in the
marketplace, so I invented it.

After many, many years
of filing eight patents...

Eight?!

We have 10 now total,

and I know you have 12
times more than that, Lori.

Wow. Well, no, listen...

I'm impressed when
anybody even has one.

Okay. So, Sonia,
tell us about you.

After my MBA, I went
into brand marketing,

like Trident, and I
worked on iconic brands

Dentyne, Coppertone.

Oh, wow. Okay. So
you're a perfect fit.

Brand which was the fastest
Exactly. I launched a gum - growing

and most successful gum
brand launch in the category.

Then Joelle told me
about this brilliant invention.

And, of course,
I loved the idea.

Put together a business
plan, And we got together,

and we've been
running ever since.

About the actual
business. So tell us more

Where are you selling?
How much are you selling?

Give us the full rundown.

And did you raise any money?

Well, website, Amazon. Flynn:

We also are in 50
stores in 20 states,

and the stores range
from dental offices

to med spas to hotel gift shops.

And we've raised $675,000.

- Whoa.
- Wow.

Greiner: That's a lot of money.

How much did you put in?

Of $325,000. We
put in a combination

Wow.

And how many years have
you been in business now?

We just started selling
in July of last year.

And your sales to date?

$82,000. $80,000.

- That's it?
- Oh.

So, guys, if you've
raised $675,000 to date,

what are you here for?

We need inventory,
and we need to scale up.

How much cash do
you have in the bank?

$50,000.

That's the problem. $50,000?

What happened to the money?

This is a... It's a really
easy product to use,

but it's a sophisticated design.

What do you sell it for,
and what does it cost you?

It costs $22 retail.

Landed at $7.50, so
we have a 67% margin.

That's a good price point.

Did you make any money
off On the 82K, that?

No. We are not profitable yet.

How much did you lose?

We're down $130,000.

Where I see it is in a 7 Brilliant idea.
- Eleven

or an airport store,

when I'm at the checkout. Nope.

Like, why... why haven't
you tried to go there?

We are in talks
with big box retailers.

Cuban: That's the
wrong place to be,

because people don't
think of funk on their teeth

until they have
funk on their teeth.

And so have you thought
about doing it in bars,

in restaurants?

Yes. In fact, we want to be
wherever there's a counter.

No, wherever people
are getting funk.

How much inventory
Yeah. Do you have now?



And while we were
down on logistics,

we actually decided to
take our tooth gel formula

that we love so much,

and we have three toothpastes
coming behind it as well.

Way too complicated.
In basketball,

there's a saying... $100
sh*t, 10 cent finish, right?

Beautiful, athletic,
Where you...

Looks great, but misses
the basket by five feet.

Right? Your marketing
misses the basket by five feet

because you think
people are going to think

about this all the time.

You just don't.

To high-end restaurants,
You should be going

going to all the
waiters or sommeliers

"Here's one." Right? And saying,

to one of your best
customers "Just give it away

so you can help them out.

And, oh, by the way, I'd
like to sell you 20 of them

or 100 of them a
month." or 50 of them

This isn't something
you're going to sell

one restaurant at a time.

It has to be ubiquitous.
But to get there,

I think, is going to
require a of money. lot

And when you said your
sales, I loved everything.

"And it's half a
million, I was hoping,

and we're on fire,
and we need fuel."

It's just too small right now.

I wish you all the best.
It's not for me. I'm out.

Thank you, Robert. Okay.
Thank you very much.

So much now So,
guys, you're spending

of sales. For that tiny amount

You've got to go out
and prove yourself.

So the business is not for me

too small. Because
it's a little bit

is to go out But
my advice to you

on board and get
that big retailer

and then go out and
raise your money,

because, you know,
you're struggling right now

to struggle. And
you're going to continue

I'm out.

Appreciate that,
Emma. Thank you.

And we appreciate the feedback.

Right now, you guys
have really small sales.

But not an investor.
I'll be a user,

I'm sorry. I'm out.

Thank you, Lori.
Thank you, Lori.

You needed more
sales to get me involved.

I'm out.

So, guys, I love the product.
Everybody loves the product.

But I disagree completely
on the marketing,

so for those reasons, I'm out.

- Thank you. Good luck, ladies.
- Good luck, you guys.

Thank you so much. Good product.

Thank you very much Thank
you. Thank you. for your time.

Herjavec: Hey, Sonia.
Every year, I go home,

and my beautiful wife, Kym,

inevitably finds a
product and says,

"Why didn't you invest in this?"

And I give her
all these reasons,

and she listens to
me, and then she says,

"It's a great product.
I would buy this."

[ Laughs ] Can we
talk to your wife?

And as I'm sitting here,
I'm thinking, "This is that."

It is such a great
product. I get the problems.

You need to sell more,
but I'm willing to take a flyer.

I'll make you an offer.

Yes, you're not selling.

Yes, we disagree
how to go to market.

But you got to be everywhere if you want
people to buy it. O'Leary: What's the offer?

The offer is I'll give you
the $250,000 for 12%.

You're going to use that
money to get it out in the market,

to get that proof of concept,

and then we can
raise the next value.

Cuban: So what do you
guys think? Absolutely. I love it.

[ Sharks cheer ]
Wait, wait, wait!

Sorry. No, no, no. I
have to talk to her first.

Hold on. I mean,
I love the idea...

I trust her. I trust her.
Is that a yes, or...?

Implicitly. It's a yes.

[ Sharks cheer and applaud ]

Thank you so much.
Thank you, Robert.

Thank you so much. Are you
kidding? Thank you so much.

We're gonna k*ll it.
We're gonna k*ll it.

This is great.
Thank you so much.

It's a flyer.

Congrats, guys. Hounsell:
Thank you, Robert.

Cuban: Congrats,
guys. Thank you.

♪

Whoo!

Yay! [ Laughs ]

Go FunkkOFF!

We are so grateful to
have Robert on the team,

and we are excited for FunkkOFF!

And pocket in the world.
To be in every purse

Did anybody not
love the product?

Great product. I
loved the product.

Greiner: It's a great
product. I loved the product.

When people interview
us, Why do we always say

entrepreneur or the
product? " " Do you invest in the

Great product.
Great entrepreneur.

To you, Robert. Cheers.

Cheers. To success.

♪

♪

Narrator: Next into
the t*nk is a solution

in the apparel industry.
To a growing problem

♪

Hi, Sharks, I'm Alan.

And I'm Amelia.
We're from California,

and we're seeking $300,000
for 15% equity in our company...

Both: Retold Recycling!

It goes without saying, Sharks,

everyone needs to wear clothes.

To get arrested, Alan.
Well, unless you want

[ Laughs ]

But, seriously, there's
another cost to not going naked.

That's right.
America throws away

around 12 million tons of
textiles every single year.

Retold Recycling.
That's why we created

and sustainable mailing
It's our convenient service

for recycling your unwanted
clothing and household textiles.

We send you an empty
Retold It's really simple. bag,

and comes with a pre-paid label.

You throw in around £5
of your unwanted items

We'll do the rest. And
then drop it in the post.

Sorted before going to thrift
Your items are carefully stores,

upcyclers, and
also textile recyclers.

Your unwanted items into
a They'll break down pulp.

So you can feel
really good knowing

that nothing goes to
landfill. Don't throw it away.

Retold them!

So how do you find people
that are going to fill these bags up

with their unwanted clothing?

Actually, there's so many
people looking for this service.

We've been running
Google AdWords,

typing in "clothing recycling and
the demand for people near me"

has very much been
fueling our business.

For the clothes I send
you? Do you pay me

for the service of recycling.
No. You actually pay

walk me through the
economics. All right, So walk me...

A single bag is $14.50.

Let's say one, for
$14.50. So I buy a bag,

I put in my 5 pounds. Yep.

And then do you
sell it? I send it to you,

actually has So
our recycling partner

that he can clear items
to. A thrift store network

So you got $14 from me.

Your partner that recycles
it? How much do you get from

It's about 10 cents per pound.

Cuban: Look, I give
away a lot of clothes.

Drop to Goodwill I'll either

or there's certain charities
that I'll drop them off at.

But my cost is only some time.
Why would I use this instead?

Generally, they won't take
your old underwear or items

Huh. That they can't resell.

Okay. But $14 for somebody...
It seems a lot to me.

To the cost of
that? Can you speak

Yeah. Honestly,
we don't really have

a whole lot of price resistance

of bringing it into your home.
Because it's the convenience

You're not driving
anything around.

And for me, I'm a
busy professional.

I'm a solo mama.

To do all of that.
I don't have time

Okay, tell us about sales.

Yeoh: When we
launched in July of 2020,

the sales was around $12,000.

In 2021, our sales jumped
up to around $175,000.

Okay. And what did
you make on that?

The gross profit
last year was 43%.

And what are you going to
do through the end of the year?

Around $500,000.

What's your plan for growth?

How are you even
going to scale this?

Brands and different companies
We actually have a lot of

and saying, that
are coming to us

"We need a sustainable solution.

And play your program?"
Can we basically plug

You know, look, we do this
at Good American and SKIMS,

because what we do with end of
season goods or damaged goods

is we send them off,
we have them recycled.

For roofing insulation.
They're used

So what's the end game?

For these brands, What
we're actually providing

for a consumer-facing
program. They're coming to us

So we've white-labeled
the bags themselves,

on their website
and they sell the bags

so they can appear
to be sustainable. Oh.

To their customers.
To their customers.

O'Leary: And how big is that
business for you right now?

One brand. So
we've just launched

We have another brand that's
signed, and that will launch

Grede: But this makes in the next
couple of months. a lot more sense to me,

for something that because
all brands are looking

they can offer their
consumers... Correct.

To appear to be
more sustainable.

O'Leary: I'm trying to
figure out, how do I get...

How do I get back $300,000?

Let's go through
the economics again.

So you're charging $14.95.

$14.50. $14.50, yeah.

What are your costs
associated with that, typically?

So shipping costs
for us at the moment

runs about 80% of our revenues.

So about $12. Correct.

Important for us to scale
it Which is why it's very

so that we can actually
negotiate not just better rates,

but add shipping
locations as well.

Because we send...
All of our bags,

location in the Midwest.
We ship it to a single

Over 20% of our customers
are based in California,

which means that to
ship over to the Midwest...

Yeah, the more distance,
the more expensive, right?

So why couldn't
you work out a deal

with somebody who
buys clothes in California?

We can, and we would love
to add that into the network.

To negotiate multiple hubs.
Then we have the volume

So you guys can also
come up with multiple SKUs

that is sold in California,
so you have a bag

a bag that is sold in
New York... Correct.

To the closest
recycler? So it ships

Okay. Yeah. Correct.

So here's where I see a
business out of this. Mm-hmm.

So if they... Please
tell them, Mark.

If you put these at


if you can do it so
there's enough margin

for the retailer there... Your
cost of a bag is how much?



So you can put
tens of thousands,

around the country.
Hundreds of thousands of these

The problem is you
don't have any margin

to pay the host for those.

So that's why I'm
asking Correct.

If it's... And why is the
host going to sell it, Mark?

How is anybody going
to know what that is?

Because it's a
convenience for them, right?

So it's nice to be
able to say... How?

The mail room at
your office building.

You're right. And it's
additive to a brand.

To a building. It's additive
Yes, it's a great service.

Well, listen, while Mark
redefines your business,

okay? Let me take a sh*t at it,

what you're presenting.
I'm just looking at

as an investor, I'm
looking at the opportunity

and I'm looking at the $300,000.

I'll have been recycled
before I ever get that back.

[ Laughs ] Like,
that is just too much.

I'm not going to write a check
for $300,000 for this. I'm out.

Yeah, let me... Do you mind if I
respond to your question from before?

Grede: Guys, can I
just... I just feel like

it's important to clear the deck

a little bit here. Yeah.

I really respect the mission,

but I think that we're in a
time right now where $14.50...

Like, consumers are having
to pay so much for, like, gas

and just the cost of living.

To do this, I feel like
you're going to have

so much resistance
in the market.

For me, this is just not
an investable opportunity.

So I'm out.

Okay. Thank you.
I appreciate that.

I feel like this mission,
obviously, so important,

but I'm not sure how you're
going to make money out of this.

I don't... I don't know
how to figure it out.

I'm not the right Shark And
that's... Okay. for this deal.

I'm sorry. I'm out.

Thank you. I appreciate that.

Thank you, Lori.
Appreciate it. I think...

Your entire business
plan... Before I rewrite

[ Laughter ]

with is there is no business
What I'm really struggling here

that you're doing
it today. In the way

And as I'm sitting
here, I'm thinking,

"Alan and Amelia
are super smart.

There's got to be
something I'm missing."

Tell me the other
Yes. Revenue stream.

'Cause I want to be in. Yeah.

So, honestly, there
is a huge opportunity

working with the brands,
because we have volume

who are looking to be
able coming to us of brands

to add that
consumer-facing program

so they can have
that sustainability flag.

So it's a marketing play.

It's basically a
licensing Correct. deal

where we will do
that program for them.

The bags are white-labeled
with their own branding,

and we'll provide that service.

Emma, would you do
this for your brands?


like they should be, like...

It's a nonprofit
that brands fund.

Like, I just don't get
the business case here.

Well, she... Right. Honestly...

I think it's a great mission.
She answered it for me.

The business part
of it. I didn't see

So I wish you all the
best. It's a good cause.

But I'm out.

Thank you. Thank you.

All is not thrown
out yet. O'Leary:

So, real quick, guys...
Because Mark is still in.

Right now, it's a small
business, right? Yeah.

And there's not an element
that you've shown us

that is just a*t*matic scale,

except for your
branding program... Right.

Where you charge an
office building or a company,

and you say, "Okay, you buy


and you guys are
responsible for the postage

and you send it to us."

And the 2,000 bags, you may
only charge two bucks apiece.

Right? Which is Mm-hmm.
Just all profit for you.

So if you're open to
those types of things,

I think I can help
you get there.

Great. I mean, honestly, that's
really what we're looking for,

to help us grow the awareness,
is one of your platforms

but also that, like,
back-end innovation.

I'll offer you
$300,000. I want 25%.

♪

And that's non-negotiable.

♪

Wow. Boy, and you've
got a really great partner.

So it's a yes or no.
That's non-negotiable.

I'm the one game in
town, so it's a yes or no.

I would run to that offer.

Run, don't walk, guys.

Fast. I would jump at
that offer Run, don't walk.

Can we have
one... [ Whispering ]

one quick minute?

Wow. I can't believe
they're thinking.

Are you crazy?

♪

♪

Four Sharks are out. Narrator:

one non-negotiable offer
Alan and Amelia have

on the table from
Mark... $300,000 for 25%

of their clothing recycling
company, Retold,

but they came in hoping
to only give up 15%

of their business.

[ Whispering ]
Can we have one...

one quick minute?

Wow. I can't believe
they're thinking.

Are you crazy?

♪

You would do it for


[ Laughs ]

No. [ Sharks laughing ]

That 3% is not going to
change... Take the deal.

You know. No.

♪

[ Conversing indistinctly ]

♪

You've got a deal.

[ Sharks cheering
and applauding ]

Yeoh: Thank you.
Thank you so much.

- Good one, Mark.
- I love that!

Thank you so much.
You're welcome.

We're so excited.
You're welcome.

Thank you, Mark.
We're really excited.

Yeah. Thank you. Thank you.

Congratulations.
Greiner: Congrats, guys.

Grede: Good luck,
guys. Take care. See you.

♪

Is... and I think Yeoh:
What's really exciting

is about... This is
what "Shark t*nk"

is a whole new business model,

think about, which
we did not even

it's going to grow
which we really believe

and scale our business.



You know, that's what I
love about "Shark t*nk."

You come in with one business,

you leave with a
different business.

[ Laughter ]

She said it. I hope
it's the same business.

I could just help them tweak it.

It's a completely different...

Their business. No,
you just didn't understand

She said brands. In your office,

when you go to
work in the morning,

there's a sign
that says "$17.50,

take this bag. Your
recyclable clothing,

just put it in the
bag and mail it."

It's all paid for. $17.50, done.

People are going to
feel good and do it.

You will do it because
you'll start feeling guilty

that you're not
recycling everything.

The risk is people
want stuff for free.

Or I can drive it for free
to the Salvation Army.

So your time isn't worth much.

For some people,
it's worth a lot more.

[ Greiner laughs ]

♪

Narrator: After
losing both parents,

siblings Christian,
Keira, and Kaley Young

made a deal with all five Sharks

for their late dad's
innovative cutting board,

the Cup Board Pro.

Kaley: It was his dream
to pitch it on "Shark t*nk."

As he was getting
his first prototype,

God called my mom home,
and then my dad was diagnosed

with a 9/11-related cancer
from being a fireman there.

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

Was a New York City
fireman, Our dad, Keith Young,

chef, and inventor
of the Cut Board Pro.

Unfortunately, he passed
away of a 9/11-related cancer

three months before we
made it onto the "t*nk."

It's a deal.

Even with just $15,000 in sales,

we were able to get
a deal from Lori, Mark,

and guest Shark Matt
Higgins. Kevin, Daymond,

Now, four years later,
the Cup Board Pro

has done over
$7 million in sales.

After airing, Daymond
helped create a licensing deal

between Cup Board Pro
and Williams-Sonoma.

It allows our dad's
dream to live on

get to pursue our own
dreams. While the three of us

I was able to buy us
a four-bedroom home

for us all to live together.

With animals,
Christian: I love working

as a veterinary assistant.
And now I get to work

And I'm now studying
business at my dream college.

My interior design
business, I'm building

and I just got married.

Today we are at Rescue


to the FDNY Foundation.

To see what the Cup Board
Pro is doing in our dad's name...

It's so special.

You are our everyday heroes,

and we appreciate
everything that you do.

Matt and I have decided

to match the contribution
that you just gave.

Nice, even number.

And Matt's matched donation,
Kaley: Because of Lori

we have now raised $100,000
for the FDNY Foundation.

To me, the Young
family represents the best

of "Shark t*nk,"
because this isn't a charity.

The cutting board is selling
because it's a great product.

♪

Both my mom and
my dad were Kaley:

the most special
people in my life,

to have a piece of
them and I'm so grateful

in both my siblings

and to have something
like the Cup Board Pro

that we're able
to work together.

Our dad's voice in our
mind. It's almost like we hear

It really just keeps
him alive in our homes

and all over the world.

♪

♪

Next up is a solution Narrator:

to what may be an
embarrassing personal problem.

♪

My name is Brittany
Lammon, Hello, Sharks.

And I'm from Fort
Lauderdale, Florida.

Today, I am seeking $200,000
for 30% equity in my company.

Do you know what
chub rub is? Sharks,

[ Laughs ]

Let me tell you
from firsthand...

Or first-thigh...
experience that it is awful.

Thighs rub together or chafe,
Chub rub happens when your

causing a nasty, painful
rash in between your thighs.

Oh! It's awful, right?

I can't. I cannot.
O'Leary: Nasty.

And no one wants to deal
with that when you're out trying

to have a good time.

The Chub Rub Patch. Introducing

[ Sharks laugh ]

Sharks, let me show
you how simple it is

to apply these lightweight
and thin patches

to your inner thighs, like this.

You can wear them all day,

and your thighs will thank you.

Sharks, my product
is the next big thing

that solves the
common issue of chafing.

So who is ready to
help me fight chub rub?

[ Cheers, Sharks laughing ]

Brittany, this is a
problem I suffer from.

No! Get out! Yes, I knew it!

You do, because you're a runner.

'Cause I have these
massive running legs.

Yes!

All the time. And
they rub together

Back in my more Rubenesque
days, when I would play basketball,

I would have the
same thing happen.

Yes! [ Gasps ] You, too, Mark?

Not any longer, Robert.

O'Leary: Oh, it's exploding
on social right now.

Greiner: Don't you love it, You've got
chub rub. Brittany, that the men up here

are the first ones to
talk about chub rub?

Yes. Because, honestly,
it's not talked about.

You must have sold a
lot of Chub Rub, actually.

Well, here we go.

Yeah. So we started
July of last year,

$105,000 in sales. And we have

That's not bad. So what
do you sell them for?

We sell them for $8.99.

And what do they
cost you to make?

Landing, $2.12.

That's not bad.

Or it's one time fits all?
Can you reuse them,

but you can also wear
them It's one time use,

up to three or four days.

How did you come up with this?

I actually work at
WWE, in wrestling,

and I'm a make-up
artist and hair stylist,

and a lot of those
people work out,

and so they have thicker thighs.

How I came about
it. And so that is

There's other products
on the market that...

There's creams, there's gels.

People use deodorants,
powders, all that stuff.

Really? I used to use Vaseline.

See? And the thing is, though,
is with products like that...

Fix, and so you have to
carry is that it's not an all-day it

in your bag and
you have to reapply.

This is a product that is
ripe for influencer marketing.

Yeah, it is. This will
go absolutely crazy,

because you can get
this to the right people.

Everybody loves to
do the demonstration.

It's a no-brainer. Yes.

The thing that's k*lling me
is Cuban: Yeah. the name.

"The Chub Rub Patch"?

Hysterical.

It's very catchy. Hysterical.

Ugh, it's... Yeah, I do think
it's memorable and funny.

Why don't you like the name?

I just don't. [ Shudders ]

It just feels, like, yucky.

You're too cool, Emma.
Most of us are like...

I am extremely cool. I
love it. The Chub Rub Club.

My name is Mark Cuban,

and I'm a member
of the Chub Rub Club.

Grede: Listen,
the other thing...

[ Laughter ]

in the club. See,
I don't want to be

I like to invest in
products Brittany. Brittany.

That I actually use,

and I am not a member
of the Chub Rub Club.

You're not? I don't
have a problem with that.

[ Laughs ] It's very exclusive.

I got millions of followers.
No one ever said to me,

"Oh, I'm chafing." [ Laughter ]

is nobody really talks
about Well, that's the thing, it.

The wrong way. Kevin,
you rub a lot of people

[ Laughter ]

Listen, I should
probably put this

over your mouth, Robert.

Because it's
stretchy. It would work,

you know, skin rashes, issues.
I'm just worried about, like,

This goes directly
onto your skin.

Are you having or
seeing any of that?

So we have had maybe
two or three people

that have said that, and
we said that you should

wearing it for a long amount
test it out first before of time.

Brittany, what are you going
to do with the $200,000?

I would like to put
it... Most of the money

into marketing, Facebook ads.

I would like to have
more influencers

show it on Instagram.

But you don't know what
that's going to cost you yet

in terms of customer
acquisition, right?

A lot.

Look, $200,000 for 30%...
I think you're too early.

Getting back the $200,000, I
don't know, it might be tough.

I just want to be clear
and be transparent about it,

so I'm out. And I
don't want any friction,

[ Laughter ]

Thank you.

What percentage of
your sales are reorders?

We have about 23%.

And why do you think the
other 77% don't reorder?

Well, I think it's because
they just haven't gotten to it.

And we want to
be in big box stores,

because it's, like,
you have to order it.

It takes 2 to 3
days to get to you.

And that's the reason why.

To get 22 million views,

you know it's not just
about the product, right?

It's the name and it's the fun.
That's what makes this work.

Right? But when I'd be
working out and my thighs...

I'd just use Vaseline.

And when I think about
the trainers with the Mavs,

that's what they'll
do, is Vaseline.

And so for those
reasons, I'm out.

Some products are just not
meant for a large-scale investment.

This isn't something that's
going to go very big right now.

Thank you for inventing
the product, but I'm out.

I'll send you a pack. Thank you.

Brittany, you don't always
need to take on an investor.

Of responsibility.
That brings a lot

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

Investable opportunity for
me. I'm sorry. This is not an

but not for me. So I'm
out. I wish you a lot of luck,

♪

I feel like a licensing
deal, Thank you so much.

Would be so great
with you, Emma,

because I feel like
Kim Kardashian

has the breast tape,

and I feel like it
would go along

colors. We're just trying
to with those lines and the...

Wow, Brittany, you
have no quit in you.

No, but she's right
not to have any quit.

I think that you're right,
And, you know, like,

trying to figure out some
alignment with other brands

that can help you
sell this product

and help you get the scale.

That's the right way to go.

You should be gifting these
products alongside other brands,

like Good American or SKIMS.

Like, that's the right move.

That's a perfect fit.

I don't feel like it's an
investable opportunity,

but I do think that
your head... you know,

your thoughts are right in
the right direction for this.

Okay. Thank you very much.

Good luck. Congrats, Brittany.

Herjavec: Thank you. Thank you.

Have a good one.

♪

I am a very brand-new
company, but it was amazing

of five brilliant
Sharks, to get in front

I definitely got great
advice, and I feel like

and I will take that just to
scale my business even more.

♪

♪

Narrator: Next up is a
company with a mission

to fairly compensate
its laborers.

♪

Hi, Sharks. My name's
Margaret Nyamumbo.

I live in New York City.

Today, I'm seeking $350,000
for 5% of my company...

[ Laughs ] Wow.

Kahawa 1893 Coffee.

Sharks, did you know
that the best coffee

in the world grows in
Kenya? I would know.

I grew up on my grandfather's
coffee farm in Kenya.

As Kenyans, we're
very proud of the coffee

that grows on our
soil. But there's a catch.

The farmers don't always make
enough for the delicious coffee

that they produce.

In fact, 90% of the labor in
coffee comes from women.

Compensated because they don't
But so many are not own the land.

That's why I created a
new way to compensate

the coffee farmers.

We source our coffee
At Kahawa 1893,

directly from women
farmers in Africa.

We go one step
farther. But that's not all.

Our customers can
tip the coffee farmers,

and we match the tips.

So, Sharks, who's ready
to brew a coffee revolution,

share the wealth, and change
the story of coffee for good?

So we have over


You like a dark
roast. Robert, I know

And we have I do. an
African spiced coffee,

which is chai spices.

It's a very popular
coffee drink in Kenya.

Yeah? Oh, that's a good coffee.

I'm a tea girl, but that's
a good cup of coffee.

[ Laughs ] Yeah. And then...

Emma, you don't drink coffee?

I'm English. I like a cup
of English breakfast tea.

Oh. I don't know
how you survive.

That iced coffee is very smooth.

It's tasty. Wow. That's
really nice. Yeah.

I'm going to give you nine
out of ten on the coffees.

I'm very, very, very
particular about my coffee.

I'm glad to hear that. Nyamumbo:

And when you say "leave a tip,"

how do they leave a tip?

Yeah. Who leaves the tip?

Cuban: And by the
way, I think that's brilliant.

Brilliant idea.

I want to understand the
tip. How does that even work?

So on the back of the bag, Yeah.

That the customer
scans, there's a QR code

and it takes them
to a landing page

information and leave the
tip. Where they can enter the

What happened in 1893?

So that's when coffee was first
commercially grown in Kenya.

So coffee's originally
from East Africa.

"Kahawa" means "coffee"
in Swahili, by the way,

which is the language
that we speak in Kenya.

So with Kahawa


the rich origins
of coffee in Africa.

Explain why the female farmers

are not properly
remunerated in country.

To the cultural context.
Yeah, it comes down

In Kenya, the male
member of the household

typically owns the land.
And so when we buy coffee,

the payments go to the male
member of the household.

But the female member
of the household

is the one that's
doing the work,

doing the harvesting,
the processing.

Wow. And who gets the tip?

When we send the tips,
we've made it very clear

that these are for the women.

So the men respect
that. Oh, okay.

Are okay with that? And the men

Yeah, they're okay
with that. Yeah.

How much have you donated
via tips from your customers

and that you've also
matched? So how much in total?

Yeah. So right now,
we've done $10,000,

and we've matched
another $10,000.

Wow! Grede: That's amazing.

O'Leary: Okay, that has merit.

I'm fascinated,
though, Now, wait, wait.

Because you said
you came from this.

Yeah. So I grew up there,
and I got a scholarship

to come to the U.
S. For undergrad.

So I went to undergrad.

I ended up going to do my
MBA at Harvard. Actually...

Wow! I should mention,
I was in London,

so I studied abroad at the
London School of Economics.

Good for you. Because
I got really interested

in economics. Wow.

But you got into Harvard?

After Harvard, I actually
went to work on Wall Street.

Just talk to us a little
bit about that journey,

because it must have been
really difficult to come from Africa

and go to school
in this country.

I didn't know anyone in
the U Yeah. I mean, S.

I had $200 in my pocket.
When I arrived here,

my scholarship, When I got

my parents actually didn't
have enough money for a ticket.

So my village... I'm
sorry. [ Voice breaking ]

They fundraised.

- Oh, wow.
- Oh.

They fundraised to get you here?

Oh, that's amazing.
Greiner: So nice.

You deserve it.

Thank you.

I'm very impressed, but I
want to go back to the business.

You're putting a value of
$7 million on this business.

I hope you have a lot of
sales. [ Greiner laughs ]

So? We do. We do.

We've done $2 million.
So last 12 months,

Wow! Wow!

We're at $1.3 million.
Yes. Year to date, Wow!

We're hoping to finish
the year at $4 million.


we'll do $10 million.

What?! O'Leary:
How are you selling?

Margaret, tell us
how you're selling.

How did you sell $2 million?

How will you do $4
million? How do you sell it?

Our business is
through 85% right now

grocery and wholesale.



Last year, Okay. We
launched in Trader Joe's.

Oh. We actually became the first
Black-woman-owned coffee brand

to ever launch in Trader Joe's or
in a national chain. Good for you.

Other retailers came
calling Right after that...

So Target, Sprouts.

Wow. Oh, my gosh.

What does it cost?
What do you sell it for?

That we sell at grocery.
We have four SKUs

You're going to spend $14.99.

Why don't you walk us
through the margins. So...

Yeah. So we sell them
$8 to the grocery store.

Yes. At wholesale.

And then we... It
costs us about $5.

Wow. That's not good margins.

I just want to know
how much pre-tax profit

you're going to make this year.

Hoping to make about $600,000.
So on the $4 million, we're

On the $2 million for
the last 12 months,

what did you make on that?

I made about $150,000.
On the $2 million,

That's really, really amazing.

You're a very impressive
woman. I get it.

You've done a heck of a job.

And, coffee,
you've established...

A growth stock, by the
way. Starbucks is still

So they're valued
at 5X. [ Laughter ]

Greiner: This isn't
Starbucks! Just so you know.

Starbucks is a growth stock.

The good news is the
product and the story is good.

Yeah.

To scale this business for
an investor to get a return,

when I give you
$350,000, I want a 10X.

The only way that happens is
you scale to pass $50 million

in sales and a bigger brand
with distribution buys you.

It's a commodity
business. Alright?

You're not worth
$7 million today.

The problem with this
deal... You're worth more.

Worth more. [ Laughs ]
Yeah, she's worth more.

Wait, I'm just looking at
it as an investor, okay?

You've asked for too much money.

That's the problem.
Too much money?!

She hasn't asked
for enough money.

She hasn't asked for enough.

Not for 5%. If I'm going
to give you $350,000,

I think this business is worth
like 2 million bucks right now.

You're out of your mind,
Herjavec: Kevin! Kevin.

No, it's not. That's
crazy. No, get out of town.

It's not. It really...
It's a commodity...

You can tell which one
of you two has the MBA

and went to a good school.

[ Laughter ]

Mark, the good news is you get
to make an offer, because I'm out.

Cuban: Wow. There
you go. Oh, wow.

You are going to need a
lot more than $350,000.

And if I get on
board with you... Yes.

We are going to be
raising money immediately.

So I have an offer for you.

I am willing to give
you the $350,000,

but I'd like you to
consider that for 12.5%

of your business.

Okay. Thanks for the
offer. Thanks for the offer.

I want to point something out.

I said earlier I thought
you were worth $2 million.

Her offer is a $2.8
million valuation.

She's giving you a bonus
above me of $800,000,

but it's $2.8 million,
not $7 million.

Okay.

Deal with that, MBA. Yeah.

So... So basically... Kevin!

Is that I acknowledge... What
I want to say Fair point, Kevin.

Grede: Well, you know,
you've got an offer here, so...

Yeah. I have an offer.
Thank you for the offer.

Just saying. Just waving
my hand over here.

Margaret, I love the story.

I don't know if I'm
the good lead investor.

I think having a
female-run business

gives you a lot of advantages,
and I think you can scale that.

But I want to be involved,

you're going to need
more and I do think money,

so I'm going to
make you an offer.

If you accept Emma's offer,

I will give you an
additional $350,000

for 12.5%.

♪

So $350,000 from Emma for 12.5%,

and I'll give you an
additional $350,000

for 12.5%.

That's unique.

So that would be 25%?

Grede: There you go.
So the total would be 25%.

Okay. Listen, you
need more cash.

You have something
magical happening,

Yeah. But it's
not going to last.

This magic... Like,
while you have

Exactly. You got to go.

Yeah. You got to pour
fuel on this fire now.

Let's focus on this
offer, Okay, can we get...

Something extraordinary
because you've done

in the Shark t*nk...
You've got double here.

$700,000.

Are you willing
to, in any scenario,

give up 25% of your
company for that?

♪

♪

Narrator: One Shark is out.

Margaret has one offer
on the table from Emma...

In her Kenyan coffee business,
$350,000 for a 12.5% stake

Kahawa 1893.

And Robert has offered
to match Emma's offer,

doubling the investment,
but also doubling

the amount of equity
Margaret would have to give up.

You've done something
extraordinary in the Shark t*nk...

You've got double here.

$700,000.

Are you willing
to, in any scenario,

give up 25% of your
company for that?

I'll simplify it, Margaret. Look,
I think you're phenomenal.

You're a superstar.

There's a thousand reasons
to go into business with you.

But to do the things
that you've defined,

to be where you want to go,

you're looking at having to
raise $50 million, possibly,

or even more. 100%.

Right? And we will.

And I'm not saying
Yeah. You can't do it.

You obviously can. Right?

But that's just typically
not the type of business

I like to invest in. I like
to invest in businesses

that grow more organically,
as opposed to go out and raise,

raise, raise to try to, you
know, hit grand slams.

For those reasons, I'm out.

Thanks, Mark.

O'Leary: But you still have
two offers. So I have two offers.

I just need to check if
Lori [ Clears throat ]...

Are you still in play? Greiner:
No, I'll tell you, Margaret...

I wish I had a watch
on. No kidding, right?

I mean, you're... I think that
you have very good offers,

and because you have
such a great offer from them...

Lori, throw another $350,000 in.

I think I'm gonna...
I'm gonna go out.

♪

Talking to you When
Mark's sitting here

about raising more
capital, it's really difficult

for Black women to get access to
that capital. Yeah, it is. Yeah, yeah.

But guess who's sitting
right in front of you?

Me. I know!

Who has done it over and over
again. So why have you not said yes?

Time's ticking.
So, honestly, like,

I'm thinking. I'm thinking.

Are you going to do it or
not? The decision is the 25%.

Um, so 25% is on the higher side

than I came in looking for.

What's your counter?
What do you want to do?

Um...



No.

I'll take the half off Would you
be able to... and do it for 12%.

If the half's the thing [
Laughs ] that's troubling you.

[ Laughs ]

Come on. You've
got it. Like, seriously,

I think that you really have to think
about this one. So, Emma, are you...

I'm worried about giving
that much equity at this point,

but I'm wondering whether you...

Do you want to do
something more creative...

No. No, I don't. In the future?

I'm not into... I'm
not into the royalties.

I don't want to fanny around.

I think that you've got a
really, really great brand.

I'm into you and the
story that you've got.

So you have to make a
decision based on that.

Margaret? What's your counter,

If you wanted to do
some of that as debt.

So let's say you wanted to do
$200,000 as debt, and then $150,000...

No, I want to do the
deal I've set out with you.

That's how I prefer
All right. to do it.

Straightforward. I'm
not a complicated girl.

Herjavec: Margaret.
I love coffee.

Even drink coffee. I
mean, Emma doesn't

I really want you on the
deal, Yeah. So, Robert,

but you were contingent
on Emma, right?

What is the counter?
What was your counter?



Just so everybody's on the
same page, right? Yeah, yeah.

So it's 8% in equity

and $150,000 in cash
and $200,000 in debt.

Yeah, that's the counter.

I can do that counter.

So you can do that.
And then, Robert,

are you able to do the
same deal or you want

to do something
different? I'll do the same.

Oh, no, I'll... Yeah, I'll
do the same thing, too.

Grede: Oh, oh, oh! Oh, come
on. [ Cheering and laughter ]

Cuban: It's up to
you. Oh, my God!

But, Margaret, you don't
need to have three Sharks.

Grede: I mean... You don't
need to give up that much.

No, and I'm not
arguing with that.

You know? It's just...
That's your option.

Everybody would.
I'd do that deal, too.

What do you need? So what
do you need? Oh, my God.

You can choose your
Sharks. It's a big...

- Yeah.
- Okay.

That's what this comes down to.

Cuban: Yeah, it comes down
to how much equity are you...

Decisive in this moment.
This is about you being

And you have to show Yeah,
yeah, yeah. the decisiveness.

You've got 4 Sharks
here. Yeah, yeah, yeah.

Okay. So now I have
to pick the Sharks.

Look, it's getting
very complicated.

I'll give you the
$350,000 for 8%.

Oh! Equity.

No debt. You don't
need debt. Look at that!

Pow!

Let me make this really, really
simple for you. Yeah. Yeah.

I will do the deal.

$350,000 for 8%, basta.

Okay. And I get two Sharks?

You get one Shark.
No, you get one.

You want to do
a deal over there,

that's a separate thing. Okay.

I'm telling you,
$350,000 for 8%.

For 8%.

♪

Robert, thank you
so much for your offer.

I really appreciate it...

But I'll accept your offer.

[ Cheers ] Cuban: There you go.

Greiner: Good job.
Herjavec: We got there.

- Oh, my God.
- Yeah.

[ Greiner laughs ] It
was a winding road.

Oh, my God.

You did it. Well done.

Thank you! [ Laughs ]

What a sweetheart.
Cuban: Congrats, Emma.

Love it. Congrats, Margaret.

Appreciate it.

- Well done.
- Very well done.

So this is such a
dream come true for me.

Really getting Emma
and another Black woman

supporting me and mentoring me

and, you know, supporting
all the other women farmers

that we work with... They're
going to be so excited.