14x21 - Episode 21

[bunniefuu]

Narrator:
Tonight on "Shark t*nk"...

Sharks, which one of you
is ready to wrap this deal up?

I'm on a mission
to destigmatize mental health.

You are making
a boatload of money.

Magic!

You have great instincts.

I'm hitting that point
where I need a mentor.

But I don't need a job.

Your margins are awful.

Last year, we lost
$2 million. Ooh.

You know what?
I'm getting anxiety.

I think it's just
too wacky for me.

No, no, no, no.

Big mistake.

We're sorry we wasted your time.

♪♪

♪♪

Narrator: First in the
t*nk is a unique fruit

that magically
transforms flavor.

♪♪

♪♪

Another dude stealing my hair.

[ Laughter ]

Hey, Sharks. I'm Juliano.

And I'm Hank.

We're from Santa
Monica, California.

And we're looking for $80,000

in exchange for


Hank, what are you doing?

You eating a straight
up lemon right now?

Yeah, dude, it's a lemon.

Ugh.

But because of
this berry right here,

it tastes like candy. Hold on.

What kind of a
berry makes a lemon

taste like candy?

Nature's Wild Berry.

Just chew this berry,

and it'll turn
anything sour, tart,

even fermented
sweeter than sugar.

That sounds like a
magic wizard berry to me.

Pop one of these bad boys open

and give it a try
for 30 seconds.

Okay, but you got
to explain to me.

How does this work?

Miracle berries
contain a glycoprotein

which right now are binding

to the taste receptors
in your mouth,

blocking anything sour

and instead making it sweet.

Anything?

What about that
pickle right there?

You make that sweet?

Try it.

Whoa ho-ho-ho! It's sweet.

Now, try some of this
ultra-tart cranberry juice.

Hmm?

It tastes like candy.

Whoa, ho-ho-ho! I told you.

Let's see if you
could throw back

this sh*t of apple
cider vinegar.

Okay.

It tastes like apple juice.

[ Laughter ] Wow.

Together: Magic!

With this berry,

you can transform
your taste buds,

unlocking hidden flavors
from food and drinks

you never thought were possible.

Together: So how
about it Sharks?

Who wants to get wild
with Nature's Wild Berry?

So intriguing. But
don't take our word for it.

Try the magic out yourselves.

So what you want to do first is

you got a whole
bunch of stuff there.

Try the food that's on
your plate beforehand.

I just kind of want you to get

a before-and-after
type of flavor.

Cuban: Oh, take a
bite of lemon. Exactly.

Wow. Oh, my God.

The cranberry was horrible.

That's unsweetened
cranberry. Ugh.

You won't want to
forget the grain juice,

so make sure you've
tried that. Yeah, that's tart.

I've tried everything.
What do I do with the berry?

Now we're going
to take two berries...

Two berries... and
you're going to chew those.

It's going to be like
fruit-infused popcorn.

Savor the berry 30 seconds.

Make sure it moves all over your mouth.
Oh, my God. Wait a minute. Wait a minute.

Cuban: Two at the same time?
Two at the same time? Yeah.

This just turned
into a sweet pickle.

[ Laughs ] That's crazy.

The lemon tastes
like an orange now.

Oh, wow. O'Leary:
Absolutely incredible.

Greiner: This is insanity.

Oh, it does taste
like an orange.

Yeah. Right?

How long does it last?

It lasts about 20 to 40 minutes.

I feel like a miracle is
happening in my mouth.

Yes, the lemon tastes like
an orange. You're right, Barb.

Is it a parlor trick, though?

Is there some
kind of trick to this?

O'Leary: It's getting
sweeter by the minute.

This is crazy.

And it starts to get
sweeter, yes, as you have it.

Greiner: So what's the purpose?

But, like, what are you thinking
to do with this as a product?

So this transformed my life.

I used to be 250 pounds,
size 40-plus waist,

and facing diabetes... Damn.

That's right. And...
Whoa, there you go.

Greiner: Wow. That's a
That's a picture of me.

You look a lot better
now. Thank you.

Well, I realized that people

were using this
berry a lot for novelty,

but my best friend
here had a restaurant,

and he was using me
as a guinea pig at the time

because he wanted to
test these berries out.

But I needed real help.

I had kind of lost hope. I
was just gaining weight and...

And what was it? You were
just attracted to sweet food?

Actually, I identify
as an emotional eater.

I started eating for anything,
drinking for anything,

and, really, the thing that
most people don't understand,

as emotional eaters,
is that discipline

and willpower have
absolutely nothing to do with it.

Oh, my gosh.

Sometimes all you
can think about is taste.

Lucky for me, he
specialized in taste,

and he made the
healthiest green juice

I'd ever seen, and that was...

So you got that... you
craved that sweet taste, right?

But... Right. So now
you could eat things

that were healthy for
you, but they tasted sweet,

so you liked them.
Alright. Exactly.

I have two... I have three
things here in front of me.

Yes, those are our
usual bestsellers.

That's called our travel
jar, because you can take it

and put it in your pocket
and travel with it. So...

How much is this? That is $24.

$26.99. $26.99.

$24? $26.99.

Wow, for just this
thing? So when...

Yes. That's not so sweet.

Hold on. Before you say that,

when we came into the
market, so I looked online,

I found it, and it said,
"Five berries for $50."

How much does it
cost you right now?

Okay, so, right now, that
cost is about $2.64. What?

So let's talk about sales.

What are you going
to sell this year?

We are projected to
do about $340,000.

And how are you
selling that $340,000?

So right now we are on
the largest online retailer.

And people know what it is.

That is probably the
biggest difficult thing.

So education's the problem, right? So,
to most people's ears, it sounds wacky.

Exactly. Or they don't believe it. What are you
going to make on the $340,000, do you think?

We're expecting around 50... 50K.

And who else is selling
this? It's a commodity.

So when I go online

to look for people who
are selling these berries...

It's still pretty
rare, actually. So...

Why are they rare?

It's extremely
difficult to grow so...

Are you growing them, or
you have some supply of...

So we looked all over the
world for a supplier for the berry,

and then the one that
ultimately was the best supplier

was somebody in... in America.

And do you have a lot
of money in the business?

He initially dropped
$120,000... Greiner: Wow.

Whoa. So he was all in.

I threw as much
as I could in there.

In total, I probably threw
about 20 grand in there.

Okay, guys, I'm going
to take a flier on you,

'cause it's such a
crazy thing. [ Chuckles ]

Do you guys own the
business 50/50? Yes.

Okay, I want to
be a third partner,

so I'm going to give you
the $80,000 for 33%, okay?

I want $5 a unit until
I get back $160,000

so I double my money
'cause I'm a banker here,

but it's not a royalty
in perpetuity, okay?

But for me, it's a flier.

It kind of fits into
what I do as a chef.

Thank you so much.
I just want to help...

Guys, if you really
are passionate

about having somebody
take the journey, I'm... Yes, sir.

I believe I'm the one
situated for it now

with my newfound
faith in fitness.

$80,000 for 30%.

No royalty like the
bloodsucking Kevin over here.

Not a chef, though. Just a straight
partner to take that journey with you.

What do you say?

Let me change my offer just
to make it competitive, okay?

♪♪

Narrator: All
Sharks are still in,

and Hank and Juliano
have two offers on the table

for Nature's Wild Berry,

their supplement that
makes tart foods taste sweet.

Let me change my offer just
to make it competitive, okay?

$80,000 for 20% equity,

which is slightly higher
than what you want,

but I'm leaving
my royalty in place.

So you guys still are
in control anyways.

So I'm going to
take a flier, as well.

I will offer you
$80,000 for 20%,

but I would like $3 per
unit till I get my money back.

I don't... I'm just
willing to take the ride

because it's... it's so
interesting. Thank you.

Cuban: Guys, the question
I'm trying to answer is,

what's the accelerant?

Because you have your personal
experience, and it's been great.

People are always
trying to lose weight,

but you can't make that claim.

So who is the target audience?

If you're struggling
with sweets,

that's the most obvious,

and in that group
is a lot of people.

Bonanni: We've
had birthday parties.

We have parents who
want their kids to eat healthy.

'Cause I'm trying to
figure out how you sell

millions of dollars'
worth, right?

Look, I think it's great.

This is something
that, if you sell it right,

everybody's got it
all the time, right?

You got to have it all the time.
You got it in your pocket all the time,

and you've got little jars,
you know, on tables, whatever.

I just don't know
what that path is.

Greiner: Well,
here, I gave an offer.

I offered you $80,000,


and so I would like
to know whether or not

you like my offer, because
we've been sitting here.

No, you have two other offers.
You have two other offers.

We've been sitting here a while.

Corcoran: Let me clear
the deck on this side.

I think it's just
too wacky for me.

Although I'm very impressed
by you and the product,

I'm out. Well, thank you.

Greiner: By the way... John:
Alright, guys, you got... listen.

Can we take literally 4 seconds?

No, 'cause you have two other
people here. Okay. Can we... Okay.

I would rather go in
with another Shark.

Okay... 'Cause,
honestly, you know,

if one of you guys
wants to partner with me.

We would do 20%... 20%
for two Sharks, absolutely.

If anyone would do




Two Sharks? $3 per?

I mean, I'd do it with
Mark if he wants to do it.

Deal.

Okay. Alright.
Done. [ Laughter ]

Done? Done? Okay.
Greiner: Alright?

It's becoming the
interchangeable miracle berry.

[ Laughing ] Okay.

We're vegetarians,
too, by the way.

I know. I got you. I got you.

Big mistake. Why
would you do that?

[ Laughing ] I'm sorry.

Listen, I'll tell you what.
For all of you, though,

if you want to contact
us, you get free berries.

You guys get free berries
anytime you want. [ Laughs ]

Smart guy. Just let us know.

[ Laughs ]

We made a... Oh, my gosh.

For everyone that said we
should go on "Shark t*nk,"

they were right. I guess
they were right. Okay.

They knew what
they're talking about.

[ Laughs ] And we got the same
two Sharks that we always wanted.

Thinking about this
validation from Mark and Lori,

it makes me emotional
because it's been six years,

and it's been a very
long journey to get here

and we've traveled
through so many obstacles,

but now we're here and we
got the deal and it's all worth it.

Narrator: Earlier this season,
we watched Justin Baer

make a deal with Peter
Jones and Mark Cuban

for his dress-collar polo-shirt
company Collars & Co.

I could take this product
and sell it all over the world.



You're not gonna get a deal.

Cuban: He still has
a chance to say yes.

Here it is. Let's do it.

Narrator: Let's see
what he's up to now.

Baer: In the 18 months
before "Shark t*nk,"

we did $5.4 million in sales.

Since doing a deal
with Mark and Peter

only a couple months ago,

we've done over
$8.7 million in sales.

We received thousands of e-mails

from women around
the country asking,

"Do you have a women's
line?" Well, now we do.

Our women's line
sold out within a week.

With the credibility of
a "Shark t*nk" deal,

We're now meeting with
buyers from Nordstrom,

Zappos, and even
Saks Fifth Avenue.

With the onslaught of
new orders since the show,

we've had to go from an


to a 20,000-square-foot
warehouse.

Look at this. We just
make this stuff look good.

I can't believe how
involved the Sharks are.

Sometimes Mark and I will
be e-mailing back and forth

up until 1:30 in the morning,

talking about social
media, marketing,

and just general
business strategy.

We talked about Localised.

I'm really pleased
you met with the team.

I promised to
take Justin Global,

and we're doing just that.

Localised is an e-commerce
software business

I happen to own, and
with it you get everything

that's local about an
e-commerce website,

local payment
systems, translation.

We can get him in


all over the world.

With Localised, we're going
to be a $100-million company,

no ifs, ands, or buts about it.

Hey, Justin. Got
some shirts for you.

Baer: We've partnered with
the nonprofit Hire Heroes USA.

It's always been a passion
of mine to help the m*llitary,

and now we can
help outfit veterans

so they can look
sharp and professional

when they reenter the workforce.

We're going to be
donating over $50,000

worth of product this year.

I wish my two biggest
mentors, my parents,

were around to see
what we've accomplished,

but now my kids look
up to me as their mentor,

and that's what's giving me
the drive to keep dreaming big.

My advice to entrepreneurs
is to know your worth.

No way. It's not
worth $7.5 million.

It's worth $20 million. I've
got a feeling that one day

you're going to
regret this moment.

Sometimes you got to dig
in your heels in a negotiation,

and sometimes
you've got to concede.

There you go. Greiner:
[ Laughs ] Whoa!

Because, at the end of the
day, if you make the deal,

it could change
your life forever.

All: Collars & Co!

♪♪

Narrator: Next up is a company

with a mission to normalize
mental-health struggles.

♪♪

Hi, Sharks. My
name's Sophie Nistico.

I'm from Trumbull, Connecticut,
and I am here seeking $250,000

for 10% of my business.

Sharks, you may not be
able to tell from the big smile

that I have on my face,
but I cry, and I cry a lot.

But guess what? We all
cry because we're human.

Kevin, I know you
have a tough exterior,

but I've seen even you
shed a tear in the t*nk.

Never happens. [ Laughter ]

I'm on a mission to
destigmatize mental health,

as it's not something
that we should hide,

but rather something
that we should embrace

and wear it proudly. Hmm.

And that's exactly why I created

See The Way I
See, a size-inclusive

mental-health-awareness
clothing brand

that emphasizes
positive affirmations

in a way that's never
been done before.

What we do is simple.

We add signature
reassuring reminders

to the sleeves of
your sweatshirts

to give people that little boost

that they find
themselves needing.

So, Lori, if you're anything
like me, you're an overthinker.

Just remember to
breathe in and breathe out.

[ Laughter ]

And, Mark, if you're
ever feeling anxious

about all the deals
you have in the works,

just look to your
sleeve to be reminded

that this feeling,
too, shall pass.

And I get it.

If you don't want to wear
your heart on your literal sleeve,

we also have rings,
stickers, key chains,

and so much more to
give people that reminder

to carry with them
throughout the day.

Sharks, I've built a community

through the power
of social media,

and my followers are with
me every step of the way.

Together, we are breaking
down barriers to end the stigma

surrounding common mental-health
struggles once and for all.

So what do you say?

Are you ready to
See The Way I See?

Sharks, in front of
you is a crew neck,

a key chain, and a
sticker that I designed,

so feel free to check them
out and get in your feels.

Sophie, how did you come
up with your business idea?

You know, since I was young,

I've always had a
passion for helping others.

I always knew that I
wanted to be a nurse.

And, you know,
going into high school,

I started to develop
pretty severe anxiety.

Fast-forward to my sophomore
year of nursing school.

I started to develop
even more severe anxiety,

so I decided to go
down to part-time,

and in that time I
refound my passion for art

that I've had since I was 10.

I took the $500 that I
had in my bank account.

I bought a printer and a
sticker-cutting machine.

I started to design
mental-health-based stickers.

I started selling them online,

and I just continued
to reinvest the money

until I was able to
actually purchase

my first order of crew necks.

And I thought it
was going to take

at least 2 to 3 to 4 months
to sell 100 sweatshirts,

and I was willing to do it,

but, to my surprise,
it only took 2 days.

Bam. What happened?
Greiner: Oh, my gosh.

Nice. What happened?

So I have been
using social media

for as long as it's been out,

but I was able to use it to
my advantage at this point

where I was sharing
my art on my page,

which was called
See The Way I See.

So that was also where
the name came from.

You're seeing my art
from my perspective.

O'Leary: So something's
happening here.

Are you spending a lot of
money on advertising or not?

None. I am com... This
is pure community?

None? None? None. None. None.

You go. That's awesome.

Sophie, what do you think
you're going to be doing this year?

So sales for this year
would be $260,000.

Is that year-to-date?
Greiner: Wow.

Oh, actually, I'm sorry. That
was $260,000 in 24 hours.

What? Corcoran: What?

Wait, wait, wait, wait.
O'Leary: Wait a second.

What was that item?

Hold on, guys. Let's
take a couple steps.

You're selling your stuff based
off of drops, then, apparently?

Yes, exactly. I've been
trying to do a drop a month.

Rather than having something
for sale all the time... Mm-hmm.

you make an announcement
on social media. Exactly.

If you're doing it right,
then there's a frenzy,

everybody tries to get it, and
it sells out quickly, right? Yes.

And so this is your
primary product? Your...

The crew necks and hoodies, yes.

Okay, so crew necks and
hoodies, what do you sell them for

and what do they
cost you to make?

Crew necks, I sell
them for $60 retail,

and they cost $21
landed to make.

Okay, and hoodies?

Hoodies... I charge $75, and
those cost about $25 landed.

Okay, this year, year-to-date?

Year-to-date?
Year-to-date is $790,000.

Whoa. Wow.

And how many people
are in your company?

Just me.

You are making a
boatload of money.

Congratulations.
Thank you so much.

How old are you? 24.

What's taken you
so long? [ Chuckles ]

So how much money is in
your bank account right now?

So I just had a drop,

and I need to
purchase my next drop,

but it's around $450,000.

John: Nice. Corcoran: My gosh.

Wow. That's really amazing. Wow.

And that's profit, but you're just
reinvesting your profits. Right.

Exactly. I started with
$500 in my bank account,

and I've grown it to this point
with nothing. Yeah. Yeah.

John: Wow. You know
what? I'm getting anxiety.

Listen, I have a
crew neck for it.

Cuban: That'll reduce
your anxiety, for sure.

Sophie, I got an... I
got an idea of a business

that I want to start.

I'll sell you 20% for $450,000.

Corcoran: What?
You're selling to her?

Yeah, she got the money.

[ Laughter ]

So, what do you
need a Shark for?

You're doing so well.

So I'm proud of myself
for how far I've gotten it,

but I have zero
background in business,

my family has zero
background in business,

and I just feel like

I'm hitting that point
where I need a mentor.

Sophie why do you think
you're worth 2.5 million bucks?

So total sales for my company
has been just over $2.3 mil.

Nice. And I'm projecting
to finish at a million this year

and then next
year, $1.75 million.

I just continue to see
this business growing

and continuing to scale.

How much did you
make on that $2.3 million?

So the first year was
$900,000 in sales,

and that was the year
that I really did not know

what I was doing. [ Chuckles ]

So I profited... still a good
number... around $115,000.

And then the next year, 2021,

I made $640,000 in sales,
profited around $235,000.

And then this year, $790,000.

So starting... I'm
finding my way.

You're a star.
You're... [ Laughs ]

Sophie, this cash flow should
bring a lot of peace to you.

I mean, I got to tell you

that I don't really
know how to help you.

A lot of people talk about...
When they're sitting or standing

where you are...
What's going to happen.

Just listening to what
already happened

gives you 100% street cred.

I mean, it's unreal.

So this thing where you don't
know anything about business,

I don't really buy
it anymore, okay?

I mean, it's... you're doing
better than 90% of the people

who stand in front of me there.

That's just
incredible. Thank you.

But, look, I... it's
not a fit for me.

I don't know how to help you.

You're k*lling it. Thank you.

But for that reason,
I'm out. Okay.

People should be able
to show their emotions,

and that's probably why
we're in such a bad situation,

because people
shame you for doing that.

So I applaud you for...
For doing this. Thank you.

But you don't need our help.
I think you're doing excellent.

And right now you
have a great community.

That community is
searching for people like you

who they resonate with... Yeah.

and they're ready
to support you,

and the proof is here.

You don't need me.

I don't think I'll
add much value.

So I'm out.

Okay. Thank you.

Listen, I think you're
amazing. Thank you.

I had no business background.

A true entrepreneur, to me,

is somebody who knows
how to drive a business.

You have great instincts,
and you figured it out.

You actually maybe
don't realize it,

but you are a businesswoman.

You already are. Thank you.

I would not feel good taking a
percentage of your company.

I don't think you need it.

I will be a supporter,
not an investor.

So I'm out. Thank you so much.

Sophie, what does being
an entrepreneur mean to you?

It means... you know, to me,

it shows me that I'm
capable of a lot more

than what I thought I was

'cause it let me find that I
am capable of doing this.

And to become an
entrepreneur is just something

that I never thought... not...

I never thought I'd be
standing here alone.

So, you know?

What you've been able to
accomplish is insane, right?

And I'll caution
you that, right,

let your community grow
your business, not a team.

Because when you bring
in a team, you try to act

like an old-school business
because that's what people think

they... they're supposed
to do for a business.

Be who you are
to your community,

and your community
will... you'll grow with it.

And you don't want
an investor for that

because you're already
putting money in the bank.

And all we'd be doing is
taking what you earned, right?

Keep on being you. Keep
on doing what you're doing,

'cause it's... it's
amazing. Thank you.

But I just wouldn't feel right,
so for those reasons, I'm out.

Thank you. You're welcome.

You know, I think your great
strength is your vulnerability.

You would be
hard-pressed to convince me

that you were the least bit
anxious on this carpet today.

You have no idea.
[ Cuban laughs ]

Really? You have no idea.

Well, you've got
quite an act going

because I couldn't pick it up,

and I'm listening carefully. Oh.

Like the other Sharks
here, my problem...

I don't mind
investing in your deal.

You're a winner, but I
like to feel important,

and I... I play a key role with
every one of my entrepreneurs.

You know, either a mother,
grandmother, advocate,

supporter, basher.

Whatever they need, I become.

What would I do for you?

I think Mark put it best
where maybe I'm in

that old mind-set of
where I think I need a team.

I'm not as clear on that
answer anymore, to be honest.

You're not sure you
even need a Shark.

We're convincing you you
don't need anybody. I know.

I mean, all of you guys
have such great points.

So I still feel as though I
would need that extra guidance,

but maybe that's the
overthinker in me, you know?

Yeah, because you've
come full circle on that,

I'll go out, for sure.

Yeah, you don't need
anybody. Thank you. Thank you.

Alright. John:
Soph, we're all out.

We're sorry we wasted your time.

[ Laughter ] Far from it.

You guys, this has
been eye-opening for me.

Thank you guys
so much. Good luck.

Cuban: Good luck. Congrats,
Sophie. Greiner: Good luck, Sophie.

Thank you.

Well, she just went up a
notch in self-confidence.

Yeah. Man, what a start.

That was very
difficult for me to do,

but they really did give me
a boost of self-confidence.

[ Exhales sharply ] I did it.

I never thought that I would
be standing here today,

let alone being capable
of actually forming a pitch

and practicing it and saying
it in front of the Sharks.

But after today,

I really feel as though I
can almost do anything.

[ Chuckles ]

♪♪

Narrator: Next into the t*nk

is a company that encourages
kids to play with their food.

♪♪

♪♪

No, no, no, no, no. [ Chuckles ]

Sharks, my name is Tomo.

I'm a stay-at-home dad to
two very, very picky eaters,

and I cannot tell you
the number of times

I've heard the word "no."

It's the one superpower
that kiddos can wield

over their parents
from a really young age,

and the place they use
it most is the dinner table.

They'll push it, pull
it, slide it, hide it.

Kids will do anything
to avoid eating the food

on the plate in front of them.

So, Sharks, let's turn
those nos into yeses

with Noshi... edible, organic
Food Paint and condiments

that kids can use to turn any
meal time into an art class.

Write your name
on your breakfast,

a smiley face on a cheeseburger,

or just go wild and
spray abstract art

over whatever's in front of you.

The options are limitless,
just like a child's imagination.

Use flavors like strawberry,

peach, or mango for fruity fun
or our kid-approved condiments

like Sketchup, Crayonnaise,
MustArts, and more.

Noshi contains no preservatives,

no artificial colors,
no artificial flavors,

just good, clean, organic fun.

Sharks, get imaginative
with me here for a second.

I'm asking... [ Laughter ]

for $250,000 of these in
exchange for 17% of Noshi.

Sharks, I'm working at a
distinct disadvantage here

because none of
you is 6 years old.

If you were, I'd
already have a deal.

That's how much kids
love this stuff. [ Chuckles ]

But for now, I'm asking
you all to get in touch

with your inner child
and play with Noshi.

And after that, let's
play with some numbers.

Please, play with your
food. Okay. Very well.

Why not?

So you've got a box of Sketchup,

a box of "Peppa Pig" Food Paint,
and a box of Crayola Food Paint.

O'Leary: This is branded
Crayola. Greiner: Cute.

Yeah. So you must
have a deal with them.

Yeah, we've got license
deals with "Peppa Pig," Crayola,

"Very Hungry Caterpillar,"
and "Daniel Tiger."

The part I like about that
is you like royalty deals.

[ Laughter ]

I'm not averse to
them, that's for sure.

It seems like not a
lot of ketchup for a kid.

I-I think it's about right.
The box has three tubes in it,

and I think, you know, you
use a tube per mealtime.

And even with two kids,
you could probably, you know,

split a tube between two kids.

And what does a
container sell for?

It sells for $5.46.

$5.46. Okay, and what
are you making it for?

At the moment, it's about $2.72,

but with the money
from here, if I got it,

we would buy two
pieces of machinery

which takes 60
cents off each unit.

And what do you sell
the box of three for?

Wholesale? Wholesale.

$3.70.

Okay, so your margins are awful.

[ Groans ]

Okay, you must have sales.

Last year was $117,000.

What do you think
this year will be?

This year, so far, we've
sold just under $80,000,

and I think it's pretty going
to end up being $200,000

by the end of the year,
especially... Why so...

Why so small? How... How
many stores do you have?

We're in 370 Walmart stores.

How much are
you selling it online?

We haven't sold
any online this year

because I've got a
situation at home.

My wife has got long COVID,

and she's been in
bed for three years. Oh.

Corcoran: Three
years? Greiner: Oh, no.

Oh, my God. Yeah, so since then,

I've been bringing
up my two children

almost as a single parent
and looking after her.

So she's a long-hauler in COVID?

Yeah. I mean, she had a
really successful career,

and I don't think she's
ever going to work again.

Oh, my God. So that makes it

incumbent on me to
make this a success.

John: Where are
based? In New York.

At the end of last year,
my wife and I sat down,

and, for the first time,
we discussed the fact

that she probably
wouldn't ever work again.

So we agreed that she
would move back to England

and be cared for by her parents,

which is where she's been
for the last nine months.

Oh, wow. Greiner: Oh,
wow. That must be horrible.

Terrible. I mean,
the kids especially,

you know, I mean, my priority
as a human being, as a parent,

is to keep them as happy
and healthy as possible.

What were you doing
before this happened?

I grew up in the
English countryside,

and when I was 13, I started
reading my mom's Vogue magazine,

and I thought, "I
want to work there."

So I left home when I was 16,

and three years later, I was
working at Vogue magazine.

Wow. So, you know,
I was a producer,

I was a product photographer

working for Tom
Ford, Donna Karan.

But then when our son
was born in 2010, I thought,

"I'm really... I'm starting
to grow out of this industry."

My wife, at the
time, was the CEO

of a marketing
company in New York

and was making
really good money.

So we decided that I would become
the stay-at-home parent. Mm-hmm.

At which point I discovered
that both of my kids

were extremely picky eaters.

Took me a year
to find a formulator,

took him another 18
months to get the formulas

to a point where we
were happy with them,

and we launched in 2017.

We went straight into about


and every branch of Jewel-Osco,

and I think we probably sold
about $20,000 worth that year.

Out of all those stores?
Because they couldn't see it?

Yeah, it's because...
People don't know what it is.

Because it's a unique product,

people didn't know what it was.

I had designed the packaging,

thinking I was a creative genius.
O'Leary: Okay, let's... can we go to 2018?

I just want to
see the trajectory.



They were all the same because
the packaging was wrong.

John: Did you stay in
that re... in the retailers?

No, we came out of those Safeway
and Albertsons stores in 2018.

Got it. In early 2019,
I was at Expo West,

and on the last day of the show,

this young guy came
out of the crowd,

and he handed
me a business card.

And I turned it around
and it said Walmart on it.

It was that easy.

I've got these four
amazing license deals.

We're in Walmart.

Walmart has stuck
with us for three years.

How does Walmart feel
about how you're selling?

We heard last week that
Walmart are going to put Sketchup

into 1,500 stores
next year in a display.

Corcoran: But are they
selling through currently?

Yeah, we sell... you know,
the last three production runs

are the first three ever
that we've sold through,

and we sold through all three in a
row. That's good. That's a good sign.

O'Leary: I'm listening to
the story, and, you know,

I would say you're
a remarkable man

given what you've been through.

What's bothering
me is a lack of sales.

Since 2017, it's
been relatively flat.

Then I have to consider

that you're a one-man
show on this thing.

Well, that's why I want
you guys. No, I get it.

But I don't need a
job. I'm an investor.

You may find that one
of these other Sharks

wants to take this journey
with you, but it's not me.

I'm out.

Okay, I'm sad to hear
that, but thank you, Kevin.

I'm feeling that this doesn't
belong in a food aisle.

I think it needs
to be a gift item.

I don't see it as a
competitive food item

and appearing next to
the ketchup in a food aisle.

Because I don't have
confidence in the product,

where it's positioned, and
how you sell it, I'm out, yeah.

Okay, that's a shame.

Tomo, I think
it's a clever idea.

There's a lot of
things you did right,

But there's not enough
here for me today

to give you an offer... Okay.

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

Thank you. That's a shame,
but thank you very much.

I think that, at $6,

I think this is a great
novelty one time,

and then a parent says,

"It's almost $6
every... every meal."

I think that's where you
may be having a little bit

of resistance on the
sales, and I wish you luck

and I really respect
who you are, but I'm out.

Okay. Thank you.
Thank you very much.

Yeah. O'Leary: Mark?

It's a tough call.

Nothing I can do
to convince you?

Yeah, the hard part is...

I think, is shelf
presence, right?

You've got to know
what you're looking for

or you've got to get
attention very quickly.

Yeah. This says nothing.

This is pretty damn cool.

Corcoran: Yeah. Thank you.

I think Crayola will
get a lot more attention.

I agree. I mean, the reality is

what you do online is going
to be far more important.

Yeah. That's how you're
going to make all your money.

Yeah. So what are you
going to do to get online?

Well, the problem is, of course,

is that I'm going to need funds

to produce the
product to sell online.

Yeah. Yeah, I mean...

Um...

Help me out, Mark. Come on.

We've got Walmart expansion.

Is there any way
you would consider

doing these as one-offs

so that people can
see them and try them?

To... To Daymond's point, right,

it's hard to make an
investment of the $6

or whatever it is they
sell for at retail. Yeah.

If you have a little basket
just full of different flavors

and each of these are $1.99,

parents are going to
pick them up, and they'll...

Yeah, I'm open to doing
anything, absolutely. You know...

From day one, I knew that
this was a really good idea,

and whenever you
show this stuff to a child,

you're reassured of that.

Alright, I'll offer
you the 250K...

I don't believe it, Mark.

for 25%.

Okay. Done.

Greiner: [ Laughs
] Good job, Tomo.

May I hug you? Yes, you can.

[ Chuckles ] Congratulations.

We'll get to work.

Thank you so much. Thank you.

Good job. Good
job. Thank you all.

Congrats, Tomo. Really
nice to meet you all.

Thank you so much.
Congratulations.

This is a journey that I
always knew was worth taking

and I can see the end
game and we can get there.

Phew! [ Chuckles ]

So much was riding on this.

You know, my situation at home

is such that I
had to get a deal.

I had to do something to provide
for my family, for the future,

and Mark's just
helped me do that.

Hello, "Shark t*nk" fans.

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

to warn you about a
concerning problem.

There are a lot of
deceptive ads out there

on social media and online

claiming to be
"Shark t*nk" products.

In many cases, they are not.

Before you buy,
please go to ABC's

official "Shark t*nk"
website to see a full list

of all businesses that
have been on our show.

If a business is not listed, it is
not a "Shark t*nk" business.

Be aware, and
stay safe out there.

♪♪

Narrator: Next up is a
product designed to protect

while being stylish.

♪♪

Hey, Sharks. I'm
Monique Little, CEO.

And I'm David Dundas, COO.

And today, we're
here asking for 400K

for 5% of our Dallas-based
company, You Go Natural.

[ Laughter ] Corcoran: Wow.

Sharks, what do y'all do when
you're having a bad hair day

or those days you just don't
feel like washing your hair?

We can't all be,
"No hair, don't care,"

like Mr. Wonderful over here.

[ Laughter ]

And some of us
just can't put on a hat

because... that's because...

That's because our natural
hair can get damaged.

Sorry.

Take a breath.
One... [ Chuckles ]

One go-to option
is the headwrap,

but traditional headwraps
can be made from harsh fabrics

like cotton or polyester
that can damage the hair,

and learning how to tie
them can be time-consuming

and confusing.

That's why I
created the first-ever

satin-lined, easy-tie headwraps.

You Go Natural wraps
are not only super stylish

and super easy to use,
they're designed to protect

and promote the
health of your hair

with super-soft satin
lining that reduces friction

and retains the
moisture in your hair.

Greiner: How easy.

Cuban: That's cool.

Our core line features cool
turbans from lots of styles

for both women and men

so you can look good on the
go no matter what kind of hair...

Yeah. [ Laughter ]

And that's not all.

Our latest invention,
the swim turban,

is made with silicone lining

so anyone can enjoy the
water without worrying about

the harsh effects of saltwater
and chlorine on your hair.

To date, we've built a massive
customer base directly online,

but we're here to make You
Go Natural a household name.

So, Sharks, which one of you

is ready to wrap this deal up?

- Wow.
- That's cool.

Clever idea. Are you married?

No, we're brother and sister.

Ohhh. [ Laughter ]

John: Brother and sister, yeah.

- How darling.
- So there's two things here.

This is for the
swim one, correct?

Yes, that is our
silicone-lined swim cap,

and the swim turban is
patent-pending design,

and it's made to keep the water

out of your hair when you swim.

That went viral on TikTok,

has amassed over 10
million views on TikTok.

We sold tens of thousands
of them this summer.

Greiner: Very
luxurious-feeling. Thank you.

Thank you. This seems
very expensive to me,

which we'll get
into next. Right.

[ Laughter ]

You twist, you twist,
you turn, Daymond.

I twist? So loop,
cross it in the front.

Cross it in the
front. Like this?

Yeah, there you go.
Then throw it back, yep.

And then loop it to the
back, and you're done.

It's kind of like an
elevated do-rag.

You've worn a do-rag,
Daymond. Yeah, of course.

You know how to put it
on. Yeah, I know a do-rag.

I mean, you know. There you go.

Keep that on, Daymond.
You look cool with it.

- It looks great.
- I'm very cool.

This is grippy. This
is strong. It's heavy.

This is heavier than, like,
an average bathing cap.

Absolutely. John:
This thing is amazing.

It's the, "Why didn't
I ever think about it?"

looking at this
thing. [ Laughter ]

What do you sell them for,
and what do they cost you?

Yeah, so we manu... all of
our products in Dallas, Texas.

They range from $4
to $7 to manufacture,

and the pricing
ranges from $35 to $48.

- Wow. Good margin.
- That's relatively cheap.

How'd you get the
production so low in Dallas?

Because we know how
to work in Dallas, Kevin.

Yeah, we do.

Maybe it's time to talk about
sales... Greiner: Absolutely.

Because you have a
valuation of $8 million here.

Alright, so I'll work backwards.

So we... today, we've sold
over $15 million of product.

- What?
- Whoa!

- What?
- Yes, sir.

- $15 million?
- Oh, my God.

We're a six-year-old company.





This year, we're tracking
$10 million in sales. Wow.

- Wow.
- Did you make any money

on that $7.5 million... the
year you did $7.5 million?

So the beginning of last
year, we raised $2 million.

Oh, wait a minute.

Why? What did you use that for?

So we used it to expa...
To expand our product line

and invest in a
manufacturing facility.

Did you profit on your
sales? We did not, last year.

Last year, we lost $2 million.

This year, we
will be profitable.

Wait, wait, wait.
Last year you lost...

I'm sorry. I heard
you raised... Yeah.

and then you
also lost 2 million?

Yeah. You're running...

So, wait... so with all the
margins you guys have,

what were the costs?

So we over-ordered
on inventory last year.

So how much did you have?

That means you wrote
off a lot of inventory.

Right. Exactly.

So you fell into the trap
where you raised a lot of money,

thought you were going
to grow really fast. Right.

So now how much cash
do you have in the bank?

So we have just about


Ooh, that is not
good. And we will be...

So we... we will be
profitable this year. Wow.

So we're going to Target
in February of 2023.

Your sales grew very quickly,
and you thought that was

going to be sustainable,
so you went all in thinking

you're going to
grow 5, 10 times.

What are your customer
acquisition costs now?

Customer
acquisition's about $30.

How much did you spend
last year in advertising?

We spent about $3 million
in advertising last year.

- Holy cow.
- Wow. That's a lot.

Going into this year,

our goal was moving
into an efficiency.

We had the decision,
okay, do we raise,

do we keep on hitting the gas,

or do we pull
back, have money...

Yes, trying to make money
was a good call, yeah.

Yeah. Right, and so
we've kind of turned...

We've turned that around.

So I make it for $7.

I sell it for $48 direct
to consumer. Mm-hmm.

I pay $30 of that in
customer acquisition costs.

So I'm dealing with just
under 10 bucks of profit.

This is why we're here.
That's why we're looking

at our raise is that we
want to prepare for Target.

How many stores are you
going to do on that rollout?



That's a test, right? Yeah.

The first products are
going to be our headbands,

which is really interesting.

The headbands are made
from our remnant of the turbans...

This? Yes.

and it's the
lowest-price-point product.

So it's a $10 product.

It's made from our
remnant product.

It goes into Target,
and we still get to sell

our core product online. Right.

Because we're
innovating this market...

That's your efficiency
thing that you're trying to do

by using excess
materials. Exactly.

No, but let me
tell you something.

Using the remnant inventory
sounds clean and smart,

but it's going to
take your time.

You've got to look
that way, this way.

You have to contend
with the store itself.

You have to ship. It's
not just remnant inventory.

It's the most valuable
thing you have,

which is your time and
your focus. Mm-hmm, yeah.

I think it has to
be demonstrated

you should stick with your lane.

I think your play,
clearly, is online.

So I'm out. I can't
really bring anything

to the table here on
this deal. Thank you.

Yeah, thank you, thank
you, thank you. Sorry, I'm out.

O'Leary: When I
heard your sales ramp,

I thought maybe I
should grow my hair back.

I'm not kidding. [ Laughter ]

That was really impressive,
but I dig into the numbers.

I'm not a fan of the retail
move for a bunch of reasons.

Servicing a retailer is a
whole different bag... Yeah.

Mm-hmm... and I'd prefer
to see you spend all your time

reducing your customer-acquisition
costs. Mm-hmm.

Right. Guys, it's
not for me. I'm out.

Okay. Thank you. Appreciate
it. Thank you. Thank you.

The way I look at it is, um
no pun intended, though.

It looks like you
wearing too many hats.

But if I just did the math,

it would take me five
years just to break even,

you having no problems at
all and doubling your business.

So I don't want to
take away from the fact

that this is great, the product.
Thank you. We appreciate it.

Thank you. But with
that being said, I'm out.

You guys, product
amazing. I love it.

What scares me is the losses
that just happened. Yeah.

You had incredible sales,
but you also took a real hit.

And to invest almost
a half-a-million dollars

for 5% is just scary.

But we're... we have
room for negotiation.

Yeah, we have
room for negotiation,

and I think it's one of
those things where...

I'm sorry. I can't. Well...

Unfortunately, I'm out.

Okay, so, guys, the
big question has been,

"How much are you
willing to give," right? Yeah.

So I'm willing to make an offer,

but it's gonna be really,
really, really Sharky.

♪♪

Narrator: Four Sharks are out.

Mark is Monique and
David's last chance for a deal

for their hair wrap,
You Go Natural.

Okay, so, guys, the
big question has been,

"How much are you
willing to give," right? Yeah.

So I'm willing to make an offer,

but it's gonna be really,
really, really Sharky

'cause of all the
uncertainty, right? Okay.

I'll give you the


O'Leary: Mmmmmm!

That's Sharky, right?
No, I think that's accurate.

Because of all the uncertainty
that you guys have...

Wear that bathing
cap for a while.

You want to start
sweating? You'll get my help,

and, obviously, in
Dallas, I can help. Yeah.

This is how Sharky
that offer was.

He took your valuation
from $8 million to $2 million.

Mm-hmm. What
are you going to do?

So what we propose is 12%
of the company for that 400K.

We also wanted to throw out
a deal to everyone else here

that is 400K as a debt deal
with some form of royalty.

Wait. So wait, wait, wait, So wait,
wait, wait, wait. Corcoran: Interesting.

So now you're walking away...

You're looking at others from
me? No, no, no, no, no. No, no.

We're countering. Come on, now.

We're countering
at 12% for the 400K.

That's like, "Baby,
let's go to dinner.

But, he-e-e-e-y." No, no, no,
no, no. We are countering...

But... But wait. Are you
offering that debt deal to Mark?

O'Leary: Why don't we just get to
that deal before we... Yes, to everyone.

To everyone. To everyone,
yes. Before we talk royalties,

why don't we figure
out what that deal is?

Greiner: But you have... you have
a fish on the line, which is Mark.

Don't offend this
fish. I know him.

No, no, no. No,
we're... I mean, we...

We love you, Mark. John:
And that fish is cash-heavy.

Corcoran: It sure doesn't sound like love.
Right, right, and so we want a partner.

And so we think that...
Cuban: Okay, the only way I'll...

The way I would do
it, then... Mm-hmm.

so if you're saying
you're open to a royalty,

so let's say $3 on the headband,

$5 on everything else
till the loan is paid back,

then what equity
are you offering me?

We would offer 7%.

Make it 10%, and
you have a deal.

It's up to you. You do it.

Deal.

Greiner: [ Laughs
] Good job, guys.

Corcoran: You're making
us all nervous there.

- Yeah.
- We'll make it work.

- Thank you. Thank you so much.
- Wow, look at that.

Appreciate it, yeah. Thank you.

Thank you, thank you, thank you,
thank you, thank you. Thank you.

Thanks, guys. Congratulations.

Greiner: Congrats, guys.
Thank you, thank you, thank you.

O'Leary: Mark, what's with this
royalty-deal stuff? Corcoran: Nice job.

They offered. I'll take it. Wow.

You are learning,
grasshopper. You are learning.

It was their offer, not mine.

We did it. [ Both laugh ]

Dundas: Because we
manufacture it right there in Dallas,

this can be super helpful
for him to help us understand,

okay, what are good areas
that we can grow our facility

and build for the long term?

So we're just...

You know, I think
it's going to be game changing.