Narrator: Tonight, holiday
cheer comes to the t*nk...
I love you, Santa.
And the Grinch is back.
This deal sucks. Okay.
I hate it because it's seasonal.
But if you ask any kid what
the holidays are truly all about,
you know what they'd say.
Together: Presents!
So, Sharks, who's
ready to really clean up?
Wow, this thing is serious.
We're on the edge of an
avalanche of opportunity.
Cuban: Your sales
have got to be,
like, up there with Santa Claus.
Yeah, we mortgaged the house.
Damn. You're hot stuff, really.
You guys couldn't have a
more perfect background.
Let's "wrap up" this deal.
It's a Christmas miracle!
♪♪
Narrator: First in
the t*nk is a way
to make the holidays
more magical.
♪♪
Sharks, I'm Jonathan Dusing
from the frozen
tundra of Minnesota.
I'm seeking a $50,000
investment for 10% of my company.
I can confidently
say I know snow.
Where I come
from, when it snows,
it can come down
like a blizzard.
But for those who don't
live in a winter climate,
or simply love
to play with snow,
I have the perfect solution
with Snow in Seconds.
We bring the magic
of snow indoors.
It's easy.
Just take one small
scoop of our powder,
add water,
and watch as it instantly grows
into fluffy white
snow. Corcoran: Wow.
[ Sharks exclaim indistinctly ]
Snow that looks and
feels real, but never melts.
[ Chuckles ] With
Snow in Seconds,
you can bring the
joy of snow anywhere.
Snow in Seconds
is cold to the touch,
safe, and so realistic
it's used in movies.
We're on the edge of an
avalanche of opportunity.
Who's "yeti" to ride with
me in a chair-lift [ready]
up to the peak of profits?
Don't give me the cold shoulder.
Let's make this winter
wonderland global
and make every day a
snow day. [ Sharks "aww" ]
Corcoran: So nice. Wow.
It falls like snow.
It's a Christmas miracle!
You know, my eighth-grade
teacher had dandruff
just like this.
[ Laughs ] Ew.
How did you come
up with the idea?
So, we stumbled
across this chemical.
It's actually mostly
used for industrial use.
About 99% of it is
used for agriculture.
They put it in soil so that it
holds the water and can grow.
Oh, really?
And when it grows,
it grows really quickly,
which is really exciting.
What is it essentially
made out of?
It's one chemical. It's
called sodium polyacrylate.
You guys want to try
it? Which you should.
So, this whole packet
will fill up how much?
That packet will
make a gallon of snow.
One scoop of snow?
Yeah, one scoop
of snow in there...
Okay. And then take your water
and pour it up about
Oh, wow. There it goes. Whoo!
It's growing. Wow.
Oh, that's cool.
The little grains absorb
Wow. And you can make
a small amount like
this... That is cool.
Or you can make a giant pile
and have, like, a huge party
or even, like, a sledding hill.
Greiner: It feels very
powdery and soft. Mm-hmm.
Then you feel
that it's a little wet.
I'm going to
assume that there is
absolutely nothing
proprietary about this product.
That is true, but we
have tried dozens
of different
manufacturers out there.
Most of them turn
into, like, a gel,
and they don't grow very fast.
So why can't I go to your
manufacturer with Wonder Snow
and just do it myself?
We've been selling
it for 15 years,
so we have, like, our own brand.
Oh, you've been
selling 15 years.
That could be problematic.
How's that problematic?
How so, Daymond?
Well, 'cause he's
here after 15 years.
Yeah. [ Chuckles ] Oh, yeah.
But what are your
sales in the 15 years?
So, in 15 years, out
of our one-stall garage,
with my children and I packaging
and shipping every single bag,
we have sold $2 million.
Wow! I didn't expect that.
Oh, well, hey, not that bad. I appreciate
that. Good for you. Good for you.
But how much did you
sell last year? Yeah.
Last year, we sold about
a quarter million, $241,000.
Okay. And how much
did you make from that?
$40,000.
Okay. Where do you sell it now?
and that'll be for, like, movies
and people that are
using it in large amounts.
Some of it is white
label, actually.
So we can make
Mr. Wonder Snow if you want.
We sell 12% on Amazon,
and 6% on our website.
And what is the cost to make it,
and what are you selling it for?
Yeah, starting with
the smallest size
you see there that
makes one gallon,
that sells for $4.99, and it
costs us 72 cents to make.
Okay. The large
sells for $12.99.
That costs $1.20 to make.
The extra large, that
makes 10 gallons of snow.
That sells for $24.99, and
that costs $4.20 to make.
Corcoran: Wow. So
there's a lot of margin there.
Is there any retail
distribution at all?
We were in Kroger and Fred
Meyer, about 1,500 stores.
It went great. They reordered
a little more the next year.
And then, at that time, I
was going through a divorce,
and my business partner was
kind of running the company.
And at that point,
he had outsourced
the entire production of
it to someone else... Oh.
And we missed the shipment on
that third year. Ugh! Painful to hear.
Eventually, they
sent it all back.
They didn't even accept it
'cause it was like a month late.
Greiner: 'Cause it came too
late, yeah. Yeah, season, yeah.
How did you get into
doing this in the first place?
I am an entrepreneur.
So, around the same time
I started this company
with my business partner,
we also started a
sports-technology company.
That is also 15 years old,
has about 10 times the revenue.
I have employees,
I have major clients.
Why didn't you bring that
to the show? [ Laughs ]
What does that do?
We do loyalty programs
and digital payments
inside stadiums.
That's a full-time job.
Now, that sounds
like a real business.
Yeah, well...
Well, Jon, I'm going
to tell you what I think.
I think your packaging is great.
Oh, thank you. I think
your name is great.
The only problem with
it is the fact that it is
so seasonal and so specific.
It's just not broad
enough for me.
And for those
reasons solely, I'm out.
Well, I appreciate
your comments.
Sometimes a deal comes
in that I really, really hate,
and this is top of the
list for this season.
Okay. I hate it
because it's seasonal.
I hate it 'cause the sales
are abysmal and irrelevant.
I hate the fact
that it distracts you
from a real business.
Why don't you tell him
what you really think?
This deal sucks. I'm out.
Alright. [ Laughs ]
Cuban: Jonathan, this is
a great business for you
but not investable
for me. I'm out.
Okay, I appreciate that.
I see that you have three
almost insurmountable problems.
Okay? Oh. Only three?
[ Laughter ]
$40,000 in profits. Yes.
I mean, doesn't
get anybody excited.
is always suspicious.
Consistency.
Low profits consistently
year after year.
And you're busy, and that's
the biggest problem of all.
But I think the business has
great upside potential. Yeah.
I have so many
holiday businesses.
I have Holiball and Hire Santa,
another seasonal business.
So I'll take a flyer on this.
For $50,000, I'll take a third.
Okay.
I was going to
give you an offer.
It wasn't going to be
as healthy as Barbara's,
so I'm out. Okay.
Okay, well, how about that?
There you go, Jonathan. What
do you want to do with that offer?
Barbara, can I get
you to go down to 25%?
I don't think so.
And you know what?
I can introduce you
to all the accounts
that those three hustling
girls opened for Holiball.
You could almost
ride their gravy train in.
That is a fantastic offer.
I would be happy to accept it.
Cuban: There you go. Thank you.
Happy for that one. Good
job. Good job, Jonathan.
We're going to sell like hell.
[ Both laugh ] Thank
you, thank you.
You look younger than you seem.
Oh. How about
me? Do I look young?
Oh, yeah. Definitely.
Good answer.
Jon, the fact that you got a
deal is a Christmas miracle.
Thank you, everybody.
Cuban: Alright. Take care.
Greiner: Congrats, Jonathan.
Whew! [ Chuckling ] Holy cow.
Barbara's a perfect
fit for Snow in Seconds
because she knows how to
sell products to consumers,
and she has a history of
working with seasonal products,
as she mentioned, so I'm
excited to hopefully join that crew
and get Snow in Seconds
in, like, stores everywhere.
Barbara, hundreds
of dollars for you.
Hundreds of
dollars for you, Lori.
Oh, thank you, Kevin.
This is a fantastic
business, Barbara.
Fantastic. [ Chuckles ]
♪♪
♪♪
Narrator: Next in
the t*nk is a gift
that parents will appreciate
as much as the kids.
[ Cuban chuckles ]
Oh, no.
Hello, Sharks.
I'm Aurora, and this is
my brother-in-law, Steven.
We're from Los
Angeles, California.
We're seeking $200,000
for 10% of our
company, Pick-Up Bricks.
Pain.
Sharks, we're here
to talk about pain.
Pain! Wow.
Pain. Oh, the horror.
The dreaded walk of pain.
The most painful
experience a parent can face.
Now, which one of you
Sharks is brave enough
to take your shoes off,
come up here, and...
Our attorney said no.
Our attorney said
no, but, actually,
there's an even more
universal pain for parents.
The pain of getting your
kids to just pick up their stuff.
It never ends.
And that's why I created...
Together: Pick-Up Bricks.
The kids toy vacuum that...
Picks up bricks.
And other little toys.
And let me tell you, Sharks,
this thing really sucks.
[ Laughter ]
In a good way.
In a good way.
We made Pick-Up Bricks
cordless, durable, easy to use.
It's perfect for kids.
But unlike a normal
vacuum, our patented design
separates the dirt and dust
from the toys... Corcoran: Ah.
Leaving you with cleaner
toys and a cleaner floor.
Keep the dog hair and cookie
crumbs out of your toy bin.
The best part is Pick-Up
Bricks empowers kids.
It teaches them to clean
up after themselves.
Amazing. They don't even realize
that that's what they're doing,
because, to them, it's fun.
It's their toy.
Which is why we say...
The bigger the mess,
the bigger the fun.
So, Sharks, who's ready
to really clean up with...
Pick-Up Bricks?
Sharks, you'll each find
your very own Pick-Up Bricks
and a pile of toys to suck up.
Have fun.
Okay. They're trying it.
Whoo!
[ Pick-Up Bricks whirring ]
Wow, this thing is serious.
♪♪
Oh, Mr. Wonderful's winning.
You don't have to
clean them all up.
[ Laughter ]
They're having so much fun.
Wow! I'm done. Look. Ah-ha-ha!
Oh!
You know, just picking
up the bricks is fun.
This is genius. Yes,
exactly. Good to go.
Thank you. It really
is smart. It really is.
It is.
How much pain... cash pain...
Does it cost me to
buy this thing for?
The retail price is $99.
Okay. That's not
awful. That's not bad.
It costs you what to make it?
Our cost is $32.64 landed.
So you're not selling
a lot of these in retail?
You're selling
them direct, right?
We are selling them
direct. Absolutely.
Is there any retail
distribution at all?
Not yet. Not yet.
You don't have
the margin for that.
We don't. Absolutely. How
long have you been selling?
We started the process
of developing the
product four years ago,
but we started
selling last summer.
So you make about $57 a
unit selling it direct-to-consumer.
What does it cost you to
get that incremental sale?
Have you found that out yet?
Yes. So, we started off...
Last year, we were
at about $26 CPA.
Right now, we're at $11.
- $11?
- Wow. That's great.
$11. And we're sh**ting for...
To get it under $10. Under $10.
So you got to be k*lling it,
then, because you make money
every time you advertise
the product, right?
So tell us about your sales.
So, to date, we've
sold $348,000.
Yeah, that's not bad.
And most of that
was during Christmas?
Yes. Exactly.
The margins are really tight.
So unless you get
this down to 12 bucks,
there's no chance for retail.
Well, will it improve for
you with quantity? Yes.
So how much does it improve?
So, we're talking to
some manufacturers now,
and in one of them we're just
under $20 manufacturing cost.
How much have you
put into this so far?
Well, we've invested
$495,000 to date.
Wow. What do you
need the money for?
Basically for inventory.
It's expensive.
We're getting set
up for the holidays.
come at the end of the year
during the holidays.
Corcoran: Do you
have credit lines?
No. We don't have
credit lines right now, no,
but we also don't
have any debt, either.
It makes sense that you
found a solution to a pain point.
I totally get that.
But if I'm going to
give you $200,000,
I want a 10X on my investment.
That's the nature
of "Shark t*nk."
I want 10 times, 'cause you're
not a company, you're a product.
There's nothing wrong with that.
And if it's a hit,
maybe that happens.
It means you have to sell
this business for $20 million,
and I have to wait
a very long time.
There's not enough margin here
to actually help me
get back my capital
in the long journey
it's going to take
to get you to sell this
thing for 20 million bucks.
And I grew up in the
toy space. It ain't easy.
Guys, I'm out.
Okay. Thank you.
Where do you
want to take it next?
How big do you think it can be?
So, the plan is, next year,
we will start international.
We'll start with the
U.K. and Germany.
And then, over the next year,
and maybe with
the help of a Shark,
the expertise, we'll get that
manufacturing cost down
to where there's margin
that we can go to retail.
When you dream,
what do you dream
the sales will be over
the next three years?
I think, in three years,
we dream about getting
it to up to a million units.
So $100 million in
sales, basically. Yeah.
So, first of all, I love
this for so many reasons,
but I think that
the manufacturing
is going to be your pain point
'cause you have
to constantly raise.
I think this is something where
it's a fusion of a license,
where you get somebody to
make the goods as a license,
you get to sell
it online direct,
and they do all the
big-box stores and all that
because they're
already in there.
We're not averse to it. Okay.
I'll offer you $200,000 for 20%.
Let me throw something in here.
I think you have all the makings
of a hugely successful business
based on one product,
which is not easy to do, right?
So, I think what you
really need is just cash.
So I'm going to give
you a $400,000 credit line
for 20% of your business.
Period. End of story.
And help you in any way I can.
You're going to give them
a predatory credit line?
Not a predatory. At 20%?
No, whatever the bank lends to
me, at the cheapest rate in town.
Well, while you're... See what
other offers you have here,
but you have that as a fallback.
I think it's super clever. I
think Daymond was right.
So I'm going to also
be offering the same,
the $200,000 for 20%.
And if you needed
money for inventory,
I would be very open to it.
I'm the only Shark up here
right now, at the moment,
with a 7-year-old, so I'm
stepping on these things.
So you get it. You
got three offers.
I got a 13-year-old.
It's close enough.
Wait, what are you doing, Mark?
So, I'm just trying to
get a good grasp on it.
Steven: So, our response
on the... the offers
is that they're...
They're great.
Because this is, you
know, closely held, family,
we put a lot of money into it,
holding on to equity is
pretty important to us.
And that's why we came in at 10%.
Okay, that answers the question, yeah.
O'Leary: So you don't like
Okay, Mark, what
are you going to do?
I'll give you the 200K for 12%.
♪♪
So that's my offer. Okay.
Listen, you got four offers.
What are you going to do?
You can counter. You're scaring
me, 'cause you're even thinking
about what that
chump just offered you?
Why wouldn't you take that deal?
Well, I'll make it a
little more interesting.
♪♪
♪♪
Narrator: One Shark is
out, but Steve and Aurora
have four offers on the
table for their vacuum for toys,
Pick-Up Bricks.
Well, I'll make it a
little more interesting.
I like when I see a product
that has potential
to grow the brand
and have more iterations,
like Scrub Daddy.
You know, we started with
and around the world,
and we're all international.
I am going to go to 15%. I think
I'm worth it. O'Leary: Oh, okay.
And, you know, I
want to be in it to win it.
And I feel like that's right.
Okay, Daymond, you going
to adjust your offer at all?
You know what?
That's fine. I'll go to 15%.
I'm not going to go to
But I will match Lori's
$200,000 for 15%.
Daymond, pain. Pain. You know.
John: I know. Guys,
and I will tell you,
you don't want extensions
of your product line for awhile.
Some point in time...
Greiner: Well, I didn't
say it was immediate.
I just said that it's there.
Okay, guys, let them decide.
Let them decide.
The amazing thing is,
what you would add
to it would be incredible,
what you would add
to it would also take it
where we want to go.
I don't know if there's
a way for you to...
There's just not
enough equity there.
Would you be able to go
if you were to
split it 7.5% each?
Corcoran: Wow. Interesting.
Cuban: So that would
get us to 15%. Yeah.
And I know you don't
want to go to 20%.
If you got up to 18%, 9% each,
then I think we could
probably do it together.
O'Leary: 9% and 9%, 18%.
Yeah, that's... we're... 15% was the
biggest stretch for us. 8% and 8%?
But you're getting two Sharks.
Okay, we're going to
confer here for a second.
It is. It is.
No.
Can I ask one more time?
Alright, I'm going to
ask one more time,
but don't get mad at me.
Is there any chance you
guys would do it for 16% split?
♪♪
Sure.
Alright. Cuban: There you go.
We've got a deal. Aah!
Corcoran: Great that you asked.
Congratulations.
This is so exciting.
Watch your feet. [
Chuckles ] Thank you.
Cuban: You've done
such a great job. It's great.
Oh, my gosh. Congrats. Congrats.
Have a great day. Thank you.
Ooh. Ah. Ah. Oh, my God.
You did it. You did it.
You did it. You did it.
No, you. We did it.
Okay, we did it.
Aurora: Steve and I have been
working on this for four years,
and it's such a validation
of all our hard work.
So I thought I'd
ask one more time.
And they said yes.
I learned that from my kids.
Just keep asking
until they say yes.
Narrator: In "Shark
t*nk" seasons past,
Barbara Corcoran invested in
two holiday-themed businesses,
Holiball and Hire Santa.
Let's see what
they're up to now.
Corcoran: I invested in
Holiball and Hire Santa
because I love the people.
The minute I put my money
into holiday-themed
businesses, I'm feeling happy.
Man: Come on up here.
Holiball and Hire Santa
are coming together to
have a holiday extravaganza.
Hall: We're here at the
historic Grand Galvez Hotel.
Barbara's connected
us with Hire Santa
to throw a holiday party.
Couch: All of our guests
are bringing presents
to donate to those
less fortunate.
Allen: And together,
we've worked to make this
a magical night full
of love and cheer.
Oh, my gosh, thank you so much.
Corcoran: What I loved
about the Holiball girls
is they have tremendous
energy, and on top of that,
they're three great
salespeople, which is essential.
Hall: When we
came into the t*nk,
we had $117,000 in sales.
Just three years later,
we're at $14 million in sales.
When it started, it
was just the three of us.
Now, we're working
with a team of 12.
Moore: We've developed
a new product line,
including our MINIS,
and they deflate,
so you can put your whole tree
into one small storage box.
Allen: After today, you're
going to be professionals
at delivering the love and
joy of Christmas on days
when the real Santa
can't be here himself.
All: Ho-ho-ho-ho!
Corcoran: Mitch of Hire Santa
is the hardest-working guy
I've ever dealt with.
He's just a phenomenal
entrepreneur.
Allen: When we first
appeared on "Shark t*nk,"
we had done less
than $700,000 lifetime.
That's over 10 years.
Since then, we've done
over $15 million in sales.
We've sent Santa Claus
entertainers to all 50 states,
but not just the U.S...
Canada, Mexico,
the Caribbean, China,
even the Middle East.
And we're working
with really great clients
like the Ritz-Carlton,
the NFL, NBA teams.
Anyone who needs Santa
to come to a home office
or retail establishment,
Hire Santa is there.
Now, get out there and make
this the best holiday season ever.
All: Ho-ho-ho! [ Cheering ]
You've been so, so
generous with your hearts
and your gift-giving.
Thank you, and happy holidays.
Corcoran: There's
nothing better than people
acting as a family to
celebrate the holidays.
They're coming together,
they're helping each other,
and they're creating a great
event for people to come
and support their
favorite charity.
Cheers.
These companies
are team players,
and I would suggest
find a teammate
if you're going to
build a big business.
Together: Happy holidays!
♪♪
♪♪
Narrator: Next up is a
company seeking to be festive
and inclusive.
♪♪
Hi, Sharks. I'm Jasmine
Hudson from Cincinnati, Ohio.
And I'm J'Aaron Merchant
from the U.S. Virgin Islands.
And I'm Madia Willis,
a Liberian American from
P.G. County, Maryland.
And we are seeking $250,000
for 5% equity in our company.
Sharks, the true
meaning of the holidays
is spending time
with the ones you love.
But if you ask any kid what
the holidays are truly all about,
you know what they'd say.
Together: Presents!
Who doesn't love opening
a meticulously wrapped gift
from under the Christmas tree?
But for many Black children,
the festive images of
families in holiday sweaters
and of Santa delivering
presents with his elves
don't reflect their
experience or family.
That's right. Black people
are visually underrepresented
in seasonal products.
And did you know that Black
Americans spend 15% more
than the average during
the holiday season?
That's why we created...
Together: Black Paper Party!
Culturally relevant
seasonal products
that celebrate Black families
and spread joy
during the holidays.
We make wrapping
paper, ornaments,
gift bags, and decor.
We have Papa and Nana
Klaus, the Klaus babies,
and, of course, Aunt Holly,
who is single all the way
and ready to jingle all the way.
Along with a host of
angels and gnomies,
because gnomies
are our homies. Get it?
[ Laughter ]
So, Sharks, join the
Black Paper Party,
and let's "wrap up" this deal.
Good job. Alright.
Thank you. Sharks,
in front of you,
you have samples of our
stockings, two wrapping papers,
our signature mug,
and an ornament.
You know, I didn't know
Santa Claus was Black.
I swear to God.
Listen, I'm telling you.
O'Leary: How many
SKUs do you have?
'Cause you've got paper,
you've got the ornaments.
Overall, we have about 200 SKUs.
That's including our
direct-to-consumer
and our licensed products.
So who designs them?
So, I design all the characters
that you see in the Black
Paper Party universe.
And then Madia
takes those characters
and creates all these amazing
patterns. Cuban: Good for you.
[ Sharks speaking indistinctly ] So,
yeah, all our creative is done in-house.
You sell in retail? Willis: Yes.
We'll be in six
retailers this Christmas,
ranging from Macy's,
Target, Walmart,
Family Dollar,
and Dollar General.
And how many stores
in total will you be in?
Over 6,000 points
of distribution.
- Wow.
- Whoa, ladies.
So your sales have got to be,
like, up there with Santa Claus.
Rising sales. Yeah,
we have some sales.
Yeah, well, tell us
about your sales.
Sure. In 2020, we
did about $44,000.
That's prior to us
going into retail.
And this year, we're on
track to do $1.1 million.
- Alright.
- That's fantastic.
Wow. Excellent, excellent.
That is really amazing.
Tell me your background.
Um... Yes. So, just recently,
I did pre-visual development
for Disney Junior's
"The Little Mermaid."
Wow! Did you?
So you're quite the artist.
Willis: Yes, she
is quite the artist.
Jasmine and myself come
from a retail background.
I was a textile designer
at Target for many years.
I was also a product development
and sourcing manager at Walmart.
Wow. Excellent. So
design is truly my passion,
and representation is
also something that ties
our whole career
backgrounds together, as well.
Yeah, and then, for me, my
entire career was at Walmart.
So, I started as an associate
merchant with bakeware,
and then I went on to be a
merchandise financial planner.
So I had pretty much
all of home decor,
which was about $2.3
billion in spend. Greiner: Wow.
So, can I go back to 2022 and
get into this $844,000? Yeah.
That's a pretty good
number. Impressive.
Did you make money on that?
We did. So, that year
was a 53% gross margin.
We made $158,000 net,
and that was about 14% of sales.
Did you pay yourselves
anything? Is that cash profit?
That is cash
prof... That's profit.
And do you pay
yourselves salaries?
Did you pay yourselves anything?
We do pay ourselves.
We pay ourselves now.
So that's after you
paid yourselves.
Yes, sir. Yes.
Good for you. Okay, and this
year, what do you think you'll do
on the $1.1 million?
Hudson: On the 1.1,
we'll make $150,000.
The gross margin percent is 65.
So, this year, 57% of our
sales are going to come
from wholesale,
What do you sell a roll of
paper for direct-to-consumer?
What's it cost you to make?
Yep, so that is $10,
and $2.33 to make.
And how's that
compared to other paper?
So, we're comparable
in the market.
So, is there a plan
to be not as seasonal?
Willis: Yes. So glad you asked.
We are actually looking forward
to a Black History Month
program. Excellent, yeah.
We'll have a
Valentine's Day program,
Developing into that.
Weddings, showers, graduations.
Yeah. And we are super excited,
actually, to launch
our party collection,
which will be everyday
birthday celebrations,
which we believe are
the second-largest
market after Christmas.
Okay, let me just jump in with
one thing, 'cause I'm curious.
I mean, you guys couldn't
have a more perfect background
than to be doing
what you're doing.
So, why do you need a Shark?
What do you need from a Shark?
We really would like to scale
our e-commerce business.
We would like to scale
our marketing strategy.
And also to drive
sales in stores, as well.
Exactly. Right, because, guys,
it sounds like you might not
be making money in stores.
We actually can't
take on the business...
Right. That we could.
Our retail business is
limited by how many accounts
we can manage.
Mark, there are three of us,
and we do our own
sales and back end.
But the interest in retail,
in addition to our
licensing business, is there.
We literally cannot... We
are turning down the ability
to supply retailers who are interested in us.
O'Leary: So, guys, let me take a s*ab at it, okay?
The good news is, this
category is far larger
than what you're
selling... Indeed.
And you've found a unique niche,
and you're very
credible to serve it.
The way the big
people play in this space,
the big players,
they use distributors.
So, they bring the lines out,
and they go out and
put it everywhere,
and their sales are
All seasonal, all
holiday. Mm-hmm.
I don't like your distribution
strategy, doing it yourself.
I would have partnered
with one of these behemoths,
and there's three of them.
What you're doing
here is too small.
You should be doing way more
than a million bucks in sales.
You have the best part of it.
You have the I.P.
You got the hard
part done, yeah.
You've got the hard part done.
You just have not
got distribution nailed.
Willis: We just... I'm
sorry, guys. I'm out.
♪♪
So, you are asking for
a $5 million valuation...
We are. With $1.1
million in sales.
That's a pretty tough number.
I'm trying to find
where I have room.
While you're looking for
room, I'd like to make an offer.
I think you guys are amazing.
Top to bottom, everything
you said is perfect.
Your background, your
enthusiasm, your product line.
I'll make you an
offer of $250,000,
but I'd like 15%
of the business.
O'Leary: 15%, Barbara?
Actually, it's not bad.
I mean, listen, I
look at you guys,
and all I think... I
think about market,
product, people.
On people, you are
check, check, check, check,
A-plus-plus-plus.
You have fabulous backgrounds,
perfect for this business,
and you guys are bosses.
Like, that is clear.
As a woman in
business, I really admire
what you've done.
I know it's not easy.
Truthfully, for me, I
don't like seasonal items.
I kind of wince away from
them because it's just not me.
Barbara actually has done a
lot of good seasonal deals...
Mm-hmm. and she
threw in a good offer,
and I think she'd be a
really good partner for you.
Do you know, I just
recruited Mark as my partner.
So, for that reason, I'm out.
Thank you, Lori.
Thank you, Lori.
We're not going to miss
her. What's the new deal?
Okay, Mark is going
to come in with me,
and our offer's going
to be $250,000 for 20%
because we're each
going to be a 10% partner.
Cuban: But you get
the two of us together.
Do you want to give up more
equity and take two partners,
or would you rather just
have one partner with less...
Don't put that idea in their
head. Well, why can't... If it's fair.
We would love to have
two Sharks. We would.
Would you consider $450,000...
Y Chihuahua, caramba!
For 18%?
No. Definitely not.
Like I said, you're savvy.
Barbara, would you
consider $250,000
for 10% equity in our company?
And leave my poor guy Mark out?
'Course I will.
[ Cheers and applause ]
I'm sorry, Mark.
That's okay, Barbara.
[ Laughter ]
Oh, wow! Thank you!
Let me give him my
stocking. Good job.
Yay! Barbara! Bring it in.
- And we even, like, match.
- Yay!
Congratulations,
guys. Well done.
[ Laughter ]
♪♪
Hudson: Barbara's
absolutely amazing.
She has a history of
supporting diverse women,
strong entrepreneurs,
and she is a strong-woman
entrepreneur herself.
We would love...
We can't express
how excited we are
to partner with her.
[ Ducks quacking ]
Narrator: Next in the t*nk are
unexpected feathered guests.
[ Laughs ]
O'Leary: You know
what this is now, guys?
It's the "Duck t*nk."
[ Laughter ]
Cuban: Duck-a-palooza.
Oh, my gosh! Tipsy Elves!
- Hey, Robert.
- Good to see you, Robert.
Surprised to see you here.
Welcome back to "Shark t*nk."
So, Sharks, it's
been exactly 10 years
since being in the t*nk.
What started as ugly
Christmas sweaters has grown
into countless exciting
collections and products.
After being inspired
by Illumination's new
movie "Migration,"
we are confident
that the next big trend
in ugly Christmas sweaters is...
Ducks... ducks.
Wow! [ Laughter ]
Corcoran: Wow. Tipsy Elves
could be first in the duck space.
The future of holiday fashion.
Duck sweaters for
the whole family.
A frock for your flock.
One for mom, the natural leader.
One for the overly
cautious father.
And some for your youngest,
most adorable ducklings.
Who's along for
the flight with us?
[ Herjavec chuckles ]
The characters are so cute,
but I'm not sure
about the sweater.
♪♪
[ Chuckles ] I'm
seeing green ducks,
but I'm thinking golden goose.
What a "fowl" idea,
guys. I'm sorry.
Listen, guys, I love
the duck theme.
These could be great
for the entire family.
I'm willing to
take a flyer here,
but I have a
contingency this time.
My twins and I need
to go see "Migration,"
and if they love it
and I love it, I'm in.
Do we have a deal?
We have a deal. We
know they'll love it.
It's one of the best
new movies this year.
Whoo!
[ Laughter and applause ]
Great job!
Narrator: Flock
to see "Migration,"
flying into theaters
this Christmas.
Rated PG. Tickets on sale now.
♪♪
Narrator: Next up is a mom hoping
to start a new holiday tradition.
♪♪
Hi, Sharks. My name's
Miranda Vaughn,
and I'm from Portland, Oregon.
I'm seeking $200,000 in exchange
for 10% equity of my company.
'Twas the month before Christmas
when I received the worst gift,
the useless gingerbread-house
decorating kit.
Let's face it, there're no fun.
We all know why they suck.
Impossible to assemble.
The children all hate the
stale, cardboard-y taste.
What a waste.
So I decided to create a
new Christmas tradition,
The Tomte Cake,
a 3-D gingerbread-house
baking pan
ready to create
beautiful and delicious
no-assembly-required
gingerbread houses
fresh out of the oven,
ready for your kids to decorate.
But The Tomte Cake is
really so much more than that.
Each set comes with
an original children's story
I wrote and illustrated about a
pocket-sized gnome named Tomte
who accidentally falls
into the cake batter
and gets baked into a
gingerbread-house cake.
But don't worry, this
is a children's story,
so Tomte makes it
out happy and healthy,
and the story goes that whoever
finds Tomte in their dessert
will have good luck for the
rest of the Christmas season.
Each three-piece set comes
with everything your family needs
to re-create the
storyline of the book
and begin a brand-new
Christmas tradition.
Sharks, it's about time we gave
gingerbread-house decorating
an upgrade.
Who wants to have
a lucky Christmas
with The Tomte Cake?
Each one of you has a
Tomte Cake gingerbread house
in front of you. You're
welcome to eat it.
Let's find out who
has the lucky Tomte.
Oh! Corcoran: Wow.
Very cute.
It's Tome...?
Vaughn: Tomte is
a Swedish gnome.
Very tasty. Good.
Cuban: Not bad. Not bad at all.
You said one of us
have a Tomte in here?
You should, yeah.
If it's not the Tomte I'm
hitting, something's wrong.
Oh, Mark's the lucky one.
Greiner: Ohh. He's
had enough luck already.
He didn't need
that. Wah-wah-wah!
I'm out. [ Laughs ]
How'd you come
up with this idea?
I was sitting at the dining
table with my two kids.
They were 4 and 6 at the time.
And we could not,
for the life of us,
get those things
to stay together.
And I ended up using
a hot glue g*n on his,
and he's crying 'cause
now he can't eat it.
And I was like, "There
has to be a better way."
I thought, "Why don't
we just have a nice cake
that we don't have to assemble?"
And I thought it'd
be a lot more fun
if there was a
story to go with it.
And what is included
in your little packet?
So, each set comes
with the baking pan
and the gnome and the book.
And what do you sell it
for, and where do you sell it?
I sell it online.
It's $60 per set.
That's pretty
pricey, do you think?
What's it cost you to make?
$15 a set.
And so tell us about
the company, the sales.
I launched October
I ended up selling
out all 5,000 sets
that I was able to
have in my inventory.
Really? And how quick?
In 35 days. Wow.
That's great. Congrats. And
how did you get the customers?
I had a static-graphic
Facebook ad that I ran.
It just said "A new
Christmas tradition,"
and people just
clicked the link.
You said 5,000 units.
I don't know if you
discounted them.
What was the dollar amount?
Right. I did $200,000 in that
And how much did the ad cost?
I believe it was about $40,000.
That's not bad.
That's a profitable
return on ad spend.
Did you have a
history in online?
No, not at all. I've been
a stay-at-home mom
for the last eight years
and homeschooled my kids.
What is your background?
Well, one interesting part
that has sort of made me
a little Christmas-obsessed
is I left a religious
cult that I was raised in.
We didn't celebrate
holidays growing up.
We didn't celebrate
birthdays, Christmas,
Mother's Day, Father's
Day, and so, after I left,
I was able to experience
Christmas for the first time.
I just really was so amazed.
I was blown away
at how magical it is,
and it's just so beautiful.
And so, when I had my own kids,
I wanted to just really
immerse them in, like,
all of the traditions.
I mean, I see this
being something
that could be the
next Elf on the Shelf.
It could blow up
into a tradition
that everyone
wants to take part in.
The book has had rave reviews,
and kids absolutely love it.
It's a great gift item.
It is such a good gift.
Did you write this
book yourself?
I wrote it and illustrated it.
You're hot stuff,
really. You've done it all.
John: You know, I'm curious.
I want to know what
your expectations are
on the participation of
the Shark, besides money.
I want mentorship.
I am really creative.
I'd love to come up
with another concept
that branches off of this.
I'd love more of a product line.
I am not a
businessperson at heart.
Yeah, you could've
fooled us. You've fooled us.
Vaughn: Thank you. And how
much have you personally invested?
$150,000, roughly.
Ooh, that's a lot.
Where'd you get that from?
Yeah, we mortgaged
the house... Damn.
Took a loan against
the car. O'Leary: Whoa.
You and your partner, husband?
It's all been paid back. Yeah.
Look, I think it's so simple, so
eloquent, such an easy story.
I get it. I'd do
the deal for 25%,
and the way it works is
when you take out a
dollar, I get 25 cents.
And you don't have
to take out a dollar,
but at some point, you
have to pay yourself,
and I want to get paid, too.
So, what do you
need the money for?
I want to be able to
bulk up my inventory
and financing purchase orders.
If I were to get a
hard purchase order
and make a deal with anyone...
You don't want to
sell in retail, do you?
I do.
Who's asked you to go to retail?
My heart.
Oh, you want to go
to... [ Laughs ] I love that.
You want to go to retail when you've
got a hit online? Oh, I know, but...
That's kind of taken
a little air out for me.
She's on a mission, Kevin.
This is not a
company. It's a mission.
She says she wants it
to be like Elf on the Shelf.
Vaughn: That's the thing.
It's not just selling a cake pan.
You're selling a tradition.
Eventually, if you
do well enough
and you start to build the name
and the legend and the brand,
I see it at Valentine's Day
with a cute Valentine's house
with a hidden heart or
something inside. Yes.
I see it year round,
but a fun tradition
where the kids are
waiting to find the thing
and they get the good
luck for that holiday.
Or birthdays and just have it be
totally evergreen. Birthdays. All of that.
So, here's my offer.
$200,000, but 33.33%.
I know it's steep, but,
you know, it takes work.
Okay, thank you.
Cuban: And I'll
clear the deck some.
That's better than
I could possibly do.
I'm out. Okay, thank you.
I think what you're
really looking for
is a team of mentorship,
because there's nothing better
than having a team of
people surrounding you.
I get around my entrepreneurs,
not only one-on-one with them,
but everyone in my office
knows everything
about their business.
We constantly have
brainstorming. Mm-hmm.
So I would love to
make you an offer,
and it's going to be
a little less greedy
than Mr. Wonderful here, and a lot
less greedy... I'm not even the greediest.
Than Mrs. Not So Wonderful next
to him, okay? I think "The Greedette."
But I'm going to offer
you $200,000 for 20%.
But what I guarantee
is you will be focused,
and you will find
all the right answers.
And you're a phenomenal
businessperson, by the way.
Don't ever say you're not again.
John: Barbara, would
you let me come in on that?
If we do it for 25%... We
don't need you. I got so many...
Come on, Barbara,
I help with the publishing
side... No, it's too greedy. No.
And all that good stuff. No, no,
no. No, thank you. I don't need you.
O'Leary: So, you
have three offers.
Lori, would you want
to get it into retail?
Is that something that
you think is a good idea?
I am a believer that
we do a master plan
and then we
strategically go into retail.
Lori, you let me
in on your deal?
Well, I don't really think
I need another Shark.
I love you... I know, I know.
But I don't think I need
another Shark. I know, but...
This one is better alone.
Alright, I'll give you
$200,000, but 25%.
Thank you, Daymond.
Well, that's four offers.
What do you want to do?
♪♪
♪♪
Narrator: One Shark is out.
Miranda has four
offers on the table
for her gingerbread-cake
mold set, The Tomte Cake.
What do you want to do?
Barbara, how would
you want to approach it?
I have the most
important ingredient...
Great people.
I have so many
holiday businesses.
I never meant to
get into that business,
but I have so many.
They cross-fertilize
everything they do.
It sounds amazing.
O'Leary: Well, it sounds great.
But I'll tell you what my
entrepreneurs do with my team.
We make money.
If that's why you're
here, I'm your guy.
You may want to go
in a different direction...
I know that you each have
something really special to bring.
What do you want to do?
Lori, would you do 20%?
Corcoran: That's
what I offered you,
but you'd prefer
working with Lori?
No, I'm not saying
that. I just want...
I would do it for 25%,
but I can't go lower.
You will not be disappointed.
Would you do 22%?
I'll do 25%. You
want me to be in it.
I want to make a
good decision also.
But you'll be making
so much money.
Okay, just to move things along,
I'm going to change my offer.
$200,000 for 15%. Just
to make it interesting.
- Mmm.
- Wow.
'Cause I'm really getting frustrated
watching this. Oh, my gosh.
Just to put a little pressure.
You know, by the
way, every one of us
have the same teams
that work on all that.
No, you don't. It's the
quality of the people.
Miranda, stick to your g*ns.
I may be helping you here.
I know. You have 6. I have 30.
Stick to your g*ns. You
know what you want.
Either these Sharks
are coming down
or you're going to go with me.
I'll go 24%. You have
to make a decision.
Well, I went down a
little. I know you did.
I mean, I feel I'm worth
it, but I want to show you...
Alright. What are you going to
do? I know. That's really diff...
Time for a decision.
It's time for a decision.
♪♪
Um, I'm pretty interested
in working with Kevin at 15%.
Wow! Whoa! Cuban: Hello!
Egg on our face. Swoop!
I've never seen a
Mr. Wonderful swoop before.
Wow. What a surprise.
Greiner: You want to
know something? Wow!
Corcoran: It was
all about money.
Stay focused. Alright.
I will. Thank you.
Congratulations.
John: Congratulations.
♪♪
Vaughn: I was really
wanting to work with Lori
because I've heard
such great things,
but I know that Kevin's
an incredible businessman,
and he gave me a
really fantastic offer.
It was the Grinch
that stole Christmas.
Cuban: Swoop! Greiner:
No, honestly, Kevin...
Corcoran: Wow. That is
the first Mr. Wonderful swoop
in the history of "Shark t*nk."
Wow. I cannot
believe that, Kevin.
All that mattered was the
percentage. O'Leary: Wait for it.
You know what he's saying?
"Lori's so greedy.
She's so greedy."
[ Laughter ]
"Daddy, Daddy,
don't let me near her.
She's so greedy."
[ Laughter ]
♪♪
♪♪
♪♪
♪♪
15x07 - Episode 7
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.