01x09 - Episode 109

[bunniefuu]

- Tonight,
- hopeful entrepreneurs

- who believe they have
- the next big business idea

will enter the shark t*nk

seeking the financial backing

to make their dreams

come true.

I have, right now, a home

shopping network pursuing me.

I have never had an idea

in the shark t*nk

that I love this much.

It--it is pretty amazing.

The sharks

are ready to invest

using their own money,

but only

for the right person...

I gotta try this.

With the right idea.

Yeah, baby.

Gerbil in the rat race.

But first, the entrepreneurs

must convince a shark

to invest the full amount

they're asking for

or they'll walk away

with nothing.

Are you saying

your product cures disease

and cancer in pets?

Not cure, prevent.

Geoffrey, if that's true,

why aren't you in a real

hospital saving humankind?

- Wow. - And if the sharks hear
- a good idea,

they'll fight each other

for a piece of it.

- There is no need for Barbara
- in this deal.

- Who are you kidding? - You are guilty
- of murdering money.

You're going to go to jail.

Who are the sharks?

Kevin O'Leary

is a venture capitalist

- who started a software business
- in his basement,

which he eventually sold

for $3.2 billion.

Barbara corcoran

is a fiery real estate mogul

who turned a $1,000 loan

into an empire

worth hundreds of millions.

- Kevin harrington
- is the king of infomercials.

His genius marketing

of products

- has amassed
- billions of dollars in sales.

- Daymond John
- turned rags to riches

with his clothing brand fubu,

which has grossed

over $6 billion.

And Robert herjavec,

a technology tycoon

who sold his Internet companies

for over $350 million.

♪♪♪

♪ the best things

in life are free ♪

♪ but that ain't really

good enough for me ♪

♪ I need money ♪

♪ that's what I want ♪

♪ that's what I want ♪

♪ that's what I want ♪

♪ that's what I want ♪

♪ that's what I want ♪

♪ what I want ♪

♪ that's what I want ♪

First into the shark t*nk

is Dan mackey

with a healthy version

of America's favorite beverage.

♪♪♪

My name's Dan mackey, and I live

in sausalito, California.

I've created

a healthy alternative

to something Americans consume

in huge quantities.

I have a few teachers

in my family,

- and they were amazed
- that when California was

- getting rid of sodas
- from school campuses,

the things they brought in

- to replace them
- weren't any healthier.

They were juices

and sports drinks that still had

as many calories or more than

the sodas they replaced.

It's like, "oh, there's

an opportunity to really,

you know, help adults

and kids and everyone."

A lot of people have

great ideas,

- and it's just a matter
- of doing something about it

and seeing a need

- and seeing that no one else
- is making this happen--

well, I guess maybe I should--

and so that's what I've done.

Hi. my name's Dan mackey.

- Can I speak with
- your beverage manager, please?

- I'm a marketing guy.
- I know what sells.

I don't necessarily have

the entrepreneurial experience.

- I've never brought a product
- to market.

I'm new to this,

so I need the sharks' help.

With their investment

and their expertise,

I know we can really

make something of this.

♪♪♪

Hi, my name's Dan mackey,

and I am the creator

of chill soda.

I am seeking

a minimum investment of $50,000

for 10% equity.

Chill is a truly healthy line

of soda.

I have some teachers

in my family.

When California was getting rid

of sodas from school campuses,

we saw what

they replaced them with--

- these diet sodas
- that are full of chemicals

that no one wants to drink,

juices full of sugar.

And I'm like, "is this

the best they got?

- "If someone wanted to make
- a boatload of money,

they should invent a healthy

soda." oh, guess what. I did.

Chill is

uniquely low glycemic.

It's organic, it has

no high-fructose corn syrup,

no simple sugars,

it's nutritious,

it's light in calories,

it has antioxidants, vitamins,

but the best thing--

it tastes like regular soda.

It is good.

I brought a few samples...

Okay.

I'd love for you to taste.

Is there an artificial sweetener

in here?

Thanks, Dan.

There is

no artificial sweetener.

Because "organic" means

there's no chemicals,

nothing artificial whatsoever.

Thank you.

We use something called

agave nectar...

Oh, that was pretty good.

It's good.

And that's nutritious like

honey, but it's low glycemic.

And it's actually sweeter

than sugar,

so we're able to get

the same sweetness level

for less calories.

How many calories in one can?

In one can,

we have 85 calories.

That's pretty good.

Your typical soda is 140,

and a lot of the organic sodas

on the market are,

like, 160, 180.

- Okay, Dan, - here's a question for you.
- Sure.

What is the thing that is

the ultimate leverage of success

for all players

in the beverage market?

I hope you know this answer.

You gotta taste good.

- No, no, no. No. No.
- No. incorrect.

- What do you need
- that you don't have right now

and is the reason

you're standing in front of me?

Well...

You gotta get this.

You're gonna have to answer it

for me, 'cause I--

distribution.

Shelf space.

Shelf space.

Right. okay. Sorry. I thought

that was a given, because--

you don't have it.

Oh, actually, I do.

What do you have?

We actually already have

a distributor on board.

- They're
- in 40 different territories

throughout the United States,

- so we're rocking and rolling
- already.

- Dan, is there a store
- that I can go into today

- and see your product
- on the shelf?

- There is not,
- because you're getting in

on the ground floor

of this thing.

Do you have any sales?

We already have sold 250 units,

and we have, you know, we're--



Cans.

Okay...

How much does 250 cans of soda

at approximately 40 cents equal?

Well, $175,000.

How--whoa, whoa,

whoa, whoa, whoa.

How many have you sold?





- Thousand.
- All right.

You said 250 cans.

I'm sorry. Yeah, that's not

very many cans, is it?

So how many dollars...

No.

How many dollars have--have you

collected in sales from that?

So, from that,

we got $175,000.

That's not bad.

Dan, you just gave yourself

mouth-to-mouth.

Dan, the $175,00 in sales

that you got--

you told me that it's not

available on any shelf.

So where did you sell

the $175,000 to?

That was sold

to the distributor,

and they're actually helping us

with the production run.

They are so behind it.

Why are they being

so unbelievably nice to you?

- Because they have
- a great relationship

with my beverage management

company.

- What is
- a beverage management company?

- Beverage management--
- is that a consultant?

They are consultants, yeah.

Because I don't know that much

about the beverage industry.

Ooh.

That's not something you should

have just said to me.

What are you doing here?

Well, no. I mean, I'm--

Dan, don't you think you should

know the beverage business

if you're gonna devote

your life to it?

At least lie to me.

Well, I'm a marketing guy. I'm

not in the beverage industry.

You know, you should

never have ever told me

that you do not know

that business. I am out.

You're gonna need

far more than $50,000

- to get over the hump here.
- You're gonna need millions

of dollars, and, uh,

I-I just gotta tell you,

you got a lot of guts, and good

luck to you, but I'm out.

- Dan, let me tell you...
- Yeah.

- I, uh, I think
- you're a good guy,

- but I think you're
- an incredibly naive guy.

- You gotta be in control
- of your own destiny,

and you're not. I'm out.

When you woke up

two years ago

- and said "I want to go
- into a business,"

why did you pick

the most brutally competitive

consumer goods market

in the world?

What would make you do that?

Because of the business model

behind it.

- Part of what I have to do
- every day is to--is to try

and find opportunities where

I put money in harm's way...

- Right.
- And I get a return.

I don't pick places

where there are

thousands of dead

and rotting corpses.

That's what

the beverage industry is.

- It's guys like you
- getting slaughtered.

- And look, I don't want
- to depress you

- or not give you
- the motivation you need.

Who are you kidding?

I think it's fraught

with risk. I'm out.

Don't worry, Dan, you got a lot

more hair than this guy has

- and a lot more enthusiasm.
- You're a lot more positive

- in my book.
- Are you cutting him a check?

I'm gonna tell you what I like

about this. I love the product.

- I don't know what to be afraid
- of, so maybe I'm as naive as he.

- I guess you'll find out
- the hard way.

- He's done it right
- from the beginning,

he's working from his heart,

and you want to know

- what I think the best trait is?
- You're not slick.

You stand there

and you answer honestly.

He knows nothing.

Hey. look at this guy.

He's a straight sh**t.

- Are you giving him an offer,
- Barbara?

- She is the type of person
- we're targeting.

- I mean, we want people
- who are smart

- and see the potential
- in this product.

- I love that
- you're interested, Barbara.

Barbara, please don't

give this guy any money. No!

Don't do it.

♪♪♪

Four sharks are out.

Barbara is Dan's last chance

at a deal.

- I love that
- you're interested, Barbara.

- Barbara, please don't give
- this guy any money. No!

Don't do it.

I am gonna write you a check.

No!

Are you crazy?

He's a thoughtful guy. He's

careful with what he's doing.

- I am, too.
- Give me the money.

I'll give you

$20,000 for therapy.

Barbara, you're gonna call your

partner, and you're gonna say,

- "well, I don't know
- what we're doing."

He's gonna go, "me, neither."

Don't do it.

- Please don't lecture me. - Barbara,
a moment, - just a moment. Listen.

I-I-i would never do this,

ever. you know that.

But I feel a power

in the room right now.

Ooh.

A force is guiding me, and it's

begging you, don't do it!

You must be out of your mind.

I would love to have

her on board,

'cause one, I'd love to have

a woman's perspective.

The offer is for the $50,000,

but I need to get 20%

of your business.

No!

I can't take it.

I can't...

Took a flyer.

Is he in?

Barbara, I am in.

All right.

I love that you're in.

Barbara, the guy is gonna

get vaporized

by the beverage industry.

You're gonna be surprised.

You're gonna be so surprised.

No, vaporized.

This is--Barbara, this is

really remarkable.

I can't wait to have them

green with envy.

I can't either.

You are guilty

of murdering money.

You're going to go to jail.

[Imitates bugle

playing "taps"]

They are gonna be so sorry

- they didn't get in
- on the ground floor, Barbara.

- Thank you so much.
- You are such a sweetie.

- You are, too.
- It takes one to know one.

- What the hell happened here?
- I don't know.

- Have you lost
- your mind?

- Not at all. Can't wait
- to show you my profits.

- Thank you all.
- I greatly appreciate it.

Barbara, we'll be in touch.

Barbara, you have offended...

You have offended the primal

forces of capitalism here.

Enough.

I'm happy with the deal.

Good luck, Barbara.

Good luck.

I-I-i need a drink.

I got Barbara on board,

which is exactly

what I wanted to have happen,

so I am totally stoked.

Next in is

Dr. Geoffrey Broderick

and his daughter Kristina

with a product inspired

by their love for animals.

♪♪♪

I'm Dr. Geoffrey Broderick,

this is my daughter

Kristina Broderick,

- and our company
- is cornucopia express.

I've been a veterinarian

for over 40 years.

This is a family practice.

My wife is a registered nurse.

Um, looks a little, um,

looks a little red in the gums.

My other daughter Michelle

works here every day.

How is he?

My entire life

and career

has been dedicated

to helping animals.

What? oh, I know it. I know.

I created

these very special products

which protect the animal

against disease.

Currently

our products are being sold

at my father's animal hospital

in huntington, New York,

and online, but I will be

taking this product nationally

once we get the money

from the sharks.

- I hope and I know
- the sharks are gonna realize

how important this is

and what a difference

this is gonna make to the pet

population of this world.

♪♪♪

Hi, I'm Kristina Broderick,

and this is my father,

Dr. Geoffrey Broderick,

and this is Casey.

Our company is

cornucopia express,

- and our products are
- super food and phyto-food,

which are probiotics

for dogs and cats.

We are asking for $300,000

for 15% of our company.

I developed these products

to extend the lives of pets

by 50%.

These products save people

and pet owners

tremendous amounts of money

by keeping their pet healthy

and disease-free.

Geoffrey, did you say you extend

the life of pets by 50%?

Yes, 50%.

Is Casey 28 years old?

Not yet.

Not yet, but Casey will live

to be over 18.

How long does

a usual Casey live?

Uh, the average dog

in the United States dies at 10.

Geoffrey, can I see the food?

Sure.

And can I see Casey?

Of course.

I want to see

if he's gonna eat it.

Here, baby. Here, Casey.

Mmm.

Oh, look at that.

Oh!

Look at that. You want

to see if a dog likes it?

- Doc, how long have you been
- giving this product

to your--your patients?

Over a quarter of a century.

Wait a minute. Why are

we feeding that to a dog?

What about me?

Will it work on people?

This is human-grade.

People can eat this. He does.

I make a smoothie every morning,

and I dump it in the smoothie.

- If you put this in your food,
- you'll be around

- to play with all the money
- that you're making.

What is it? A supplement

I put into the pet food?

It's a supplement

that makes the food wild again.

It brings nature

back into the food.

Brings the food wild again--

I love that. Does it taste good?

Take a taste. Have a bite.

Yeah.

Am I gonna live forever

if I eat that?

You might.

Oh, no.

Oh, my goodness.

Oh, that stinks.

Don't do it. Oh!

Can I hold the dog?

- It's not bad.
- Bring one of those over here.

- What does it
- taste like?

- You know,
- it's a little funky, but...

What's in it, Geoffrey?

There are antioxidants

and there are all kinds of herbs

from all over the world.

How did you come up with this?

I have researched,

in the last 40 years,

all over the world,

to bring this to fruition.

They come from the longest

living people on the planet.

In Asia and Siberia,

I found--

during this research--

that their pets lived--

outlive other pets tremendously.

- Is there something proprietary
- about this

- or can you patent this?
- I'm not even certain.

We didn't patent it, because

if you make out a patent,

you've got to disclose

everything that's in it,

and we don't want to make it

so that it can be duplicated,

and people have tried to

duplicate it, and they cannot.

Can you make the claim

that fluffy lasts 50% longer,

- or do you have to back that up
- with clinical data?

Well, it's--it's my observation

over 40 years.

This cat is rocky.

Uh, Geoffrey...

Rocky's 24 years old,

lives in Colorado.



Geof-geof-Geoffrey,

hang on a sec.

- I just want to be very clear,
- because I want to

see if this is a fun idea

or if there is an element

of, um...

Quackery?

Are you suggesting that,

Robert?

Well, snake oil salesman

about it.

Oil?

Why do--why do animals die?

They die and they pass away

for the same reasons

as human beings--disease...

They die of heart disease,

kidney disease,

liver disease, cancer.

Right. are you saying--

very simple--

that your product cures

disease and cancer in pets?

I'm saying

that I haven't had a case

of cancer in my hospital

since I can remember.

Dr. Broderick, I'm sure you

believe that, but in my world,

the federal trade commission

will make you prove that.

Do you have proof?

I've been a veterinary surgeon

for over 40 years.

In that 40 years,

I have seen

every... disease imaginable

vanish from my practice.

There's only two kinds of people

that make this kind of claim.

There are people

who truly believe it

and are ignorant because they

don't know any better.

- And then there are people
- who make 'em

because they're slick con men

trying to take advantage

of people's desires and needs.

Or there's a vet that's had

experience feeding this to dogs

that have lasted a long time.

Is he in that category?

Maybe his claim is true,

Robert.

I find it...

Almost offensive...

That he's claiming he can b*at

cancer for people's pets.

He didn't say b*at cancer.

Did you say "b*at" cancer?

No, not b*at, not cure,

prevent.

- But, Geoffrey, you realize
- that in a society

where 50% of all of us

will probably get cancer

in our older age,

why I'm being very skeptical

about your fantastic claim?

♪♪♪

Geoffrey, you realize

that in a society

where 50% of all of us

will probably get cancer

in our older age,

why I'm being very skeptical

about your fantastic claim?

Of course you're--

you're being skeptical,

because you were led

to believe

that you're gonna die

of cancer or heart disease.

And you've discovered

the ability for me

not to do that by taking this?

Exactly.

I discovered the ability

for me not to get it,

for you not to get it

and your pet not to get it.

Geoffrey, if that's true,

- why the hell are
- we selling pet food?

- Why aren't you
- in a real hospital

getting funding from people

and saving humankind?

Maybe you should.

- Why are we wasting our time
- selling pet food

when you can cure cancer?

Because the animals are

my children. That's why.

I'm out.

Dr. Broderick,

you need documentation,

you need clinical studies.

It really doesn't matter if you

believe it or I believe it.

Once you come into

a national-type

advertising situation,

- you're not gonna be able
- to make those claims.

- There is no pet food store
- that will let you

put on this label the things

that you've said here tonight.

And on that note, I'm out.

I think

you're totally credible,

but you don't have the proof,

and for that, it's something

I just could not

put my money in, so I'm out.

Dr. Geoffrey and Kristina,

I lost both of my dogs

after 13 years.

I lost them last year.

But I can't let the strings

of my heart make this decision.

I am out.

I, personally,

believe your story.

The challenge is

marketing this stuff.

All we can say is this stuff

looks like it works,

but we can't make the claim,

- 'cause there's no study
- supporting it.

For that reason, I'm out.

Take it home for your pet,

because you'll see what happens.

Thank you, doctor.

♪♪♪

Preventing is one thing.

We never said we cured cancer,

but this is what, you know,

some--some people were hearing.

- Guys,
- what were you doing there?

- The guy is telling you - he can prevent cancer.
- He didn't say that.

- He didn't
- say that, Robert.

His experience was he had

less sickness in his practice.

It's either a fact or it isn't.

I believe in my father,

and I believe in his products,

and the bottom line is,

you cannot put a price

or a dollar sign

on the life of an animal.

So I believe

in what we're doing,

and we're gonna continue

doing what we do.

Just weeks ago,

we met entrepreneur

- Tiffany krumins,
- and watched her strike

a deal with Barbara corcoran.

Tiffany, I've made you

a good offer.

Yes.

- What are you gonna do about it?
- Do you want it?

- You know what?
- I'd love to take your offer.

I'm so happy. We're gonna make

money on this together.

Congratulations.

Here's what she's up to now.

I went into the shark t*nk,

and I came out with a $50,000

investment from Barbara.

And I went from this,

my homemade prototype,

to our finished product,

Ava the elephant.

- I'd like to introduce you
- to Stuart Amos, our c.E.O.

- Today we're at flavorx,
- one of the biggest

- pharmaceutical companies
- in the U.S.,

- and they want to put
- Ava the elephant

- in pharmacies
- across the nation.

- I'll take up the right amount
- of medicine.

Ava the elephant is a medicine

dispenser for children.

- She is a cute little elephant
- that hides medicine

- in her trunk.
- It's great.

- It seems like a perfect marriage
- to, um, you know,

to bring your product together

with our flavoring,

which is in 40,000 pharmacies

nationwide.

Since filming the show,

I was diagnosed with cancer.

Um, I had to take

a little break in the middle

to, um, have surgery

and do radiation,

and now I am cancer-free

and back to work, so...

- And I want you to know,
- she never really took a break,

- because she was working
- from the hospital bed

right through the whole thing.

Amazing. just amazing.

- Barbara and I are jet-setting
- around the world right now,

- pretty much,
- from meeting to meeting.

- And even being romanced
- on a yacht--

- now that's an unusual business
- deal, and we're gonna enjoy

- every minute of it.
- Yes.

- Hello. nice to see you, Tiffany.
- Hi. nice to see you, too.

- We're on track to make millions
- with this product,

and it just goes to show you,

if you have the right product

with the right person,

anyone can succeed.

♪♪♪

t*nk are

Jim dimascio and ray latypov,

who hope to open the sharks'

eyes to a whole new world.

♪♪♪

Hello.

My name is ray latypov.

I am chief executive officer

of virtusphere, inc.

Hello. my name is

Jim dimaschio,

and I am the chief operating

officer of virtusphere, inc.

We are seeking an investment

of 1 and a half million dollars,

and we are willing to offer



- Whoa.
- Yikes.

Wow.

You are one crazy chicken.

Virtusphere is a virtual reality

locomotion simulator

- that is going to dramatically
- change simulation training.

Virtusphere is also

going to revolutionize

virtual entertainment

by allowing people

- to play inside
- their favorite video games.

- We'd like to give you
- a demonstration,

- which ray is gonna perform
- for you.

Whoa.

Oh!

Our hardware set consists

of a 10-foot sphere

which is placed on a special

platform that allows the sphere

to rotate, uh, freely,

- in any direction,
- according to user steps.

- What he sees
- in the head mount display,

you're watching on the monitor.

We transmit

a virtual environment

- to our wireless
- head mount display,

and the user can move freely



getting the most immersive

virtual experience.

I gotta try this.

Okay.

Can I go inside?

- Sure.
- Yeah? let's go.

- What is the end purpose,
- though?

- Why does somebody need to get
- into there to do that?

- For combat training.
- We can put a soldier

in the middle of Baghdad and go

through simulation training,

- both as a single
- and as a mission rehearsal

as a team.

So, uh, all right.

Your--your head inside.

Please be careful.

Yeah. yeah.

And now you could

step inside.

One more step, please.

Small steps. Thank you.

And please wait.

We will close the hatch.

Seal me

into the pleasure dome.

Okay, so I'm looking

at the television screen,

and I'm walking.

Be careful.

Be careful.

Whoa.

That is absolutely incredible.

Really?

Yeah.

- Now and again,
- as you can watch,

- he's physically moving
- in his virtual environment,

so now he's moving down

the fixture of the wall.

Yeah, baby.

Gerbil in the rat race.

And when he looks down,

he'll see the sidewalk.

When he'll look up,

he'll see the blue sky.

Okay,

I've got it, guys.

- Did you get dizzy at all?
- Did you get dizzy?

- Yeah,
- did you get dizzy inside?

- It's pretty wild.
- Really? did you feel dizzy?

It's disorienting. It takes

some time to get used to.

So the purpose is

to train marines?

- Absolutely. train any soldiers
- on the ground.

Imagine, with virtusphere,

people will be able

to be trained

in virtual dangerous environment

without the risk

for human life.

- How much would it be
- for people's homes?

- Do you--
- is there an application?

In future, the price could drop

maybe even to $10,000,

but right now, the price,

uh, is $55,000.

- And going back
- to the gaming application--

is this something that I can add

to an existing game?

Yes, we can. The biggest

asset about virtusphere

is our diversity in markets,

from m*llitary to video games

to entertainment to fitness.

- But this is clearly
- not going to be an easy sell

to the consumer in their home.

- You're thinking more of
- an arcade environment for this?

Virtual arcades. So again,

based on the same, uh, principle

as a paintball or laser tag,

we would add multiple spheres

in a room just like this,

where ten spheres--

- people would come in together,
- play against each other,

- inside the same
- virtual environment.

I-I buy it. I see

the application. Fantastic.

But all three of us know

that you are light-years away

from a consumer application.

Would you agree?

Yes.

- Have you sold any to m*llitary?
- Yeah.

For how much?

E-each of them,

we've sold for $50,000.

What's it cost you

to build one of these?

$14,000.

- How many do you have to sell
- in a year

for you to be profitable?



- 30?
- Yes.

- So I can buy 10% of your company
- for 1 million and a half,

- which tells me you think
- it's worth $15 million,

- and you haven't
- made any money yet.

It's a hell of a bet.

- What market would you pick
- you think has

the least path of resistance

to selling 30 of these spheres?

The army recruiting centers.

There are 1,600 recruitment

centers across America,

and last year they had

a $7.7 billion budget.

The U.S. army alone

has 400,000 soldiers.

So again, we can help them

recruit new staff,

and they have an existing game

called "America's army."

We've opened up a discussion

- to make a compatible virtusphere
- with them.

Imagine putting a virtusphere

in an army recruitment center.

People will be lining up

at the door

- to at least talk to them,
- giving them a hook

to get people in the door

to help our country fight wars

across the nation.

Jim, what would you do

with the money?

There are 59 m*llitary bases

that we've targeted

- throughout America to go visit,
- to demonstrate,

to prove a concept. We can go

to the theme park industry.

The more I think about it,

the farther away

I think this is

from a consumer application,

if ever.

What--what do you--

what do you think, Kevin?

- Do you ever see this
- going to a consumer level?

I'm--I'm really torn on this.

I see it

as an arcade opportunity.

I mean, you think about--

the average home is not

- gonna be able to take
- that sphere in.

"Honey, the dome is here."

Like,

think about that. It is unique.

There's no question. I've never

seen anything like it.

Thank you.

But I'm out.

Okay. thank you.

- Jim, I-i have two problems.
- Yeah. yeah.

- If this became
- a consumer application,

- there'd be, I think,
- a lot of liability

from people getting hurt

inside the ball.

And secondly, it's--

I think it's a long time

before I would get

my money back, so I'm out.

Okay, thank you.

It's such a boy thing.

I can't even relate to it,

and it's certainly too rich

for me, so I'm out.

I think you need

a strategic partner,

- which I would not be able
- to assist you with this.

- I think there's
- a lot of maintenance

and--and a world of things

I have no idea about.

I'm out.

I've never had an idea

in the shark t*nk

that I loved this much.

It just--it's so early,

and there's no data.

We just don't know

who's gonna buy it.

Having sold 10 or 15 of them,

it's--it's so far away

- from the 1 and a half million
- you're asking for.

It's a tough one.

Um...

Too many questions. I'm out.

Thank you very much.

Thank you.

Thank you.

Good luck.

It--it is pretty amazing.

♪♪♪

Daymond, you gotta see

this thing inside.

It's unbelievable.

This is the ultimate boy toy.

It's like a whole nother world

in there. Look at that thing.

It's amazing

what people invent.

Wow!

That's nice.

♪♪♪

My name is gayla Bentley,

and I'm a fashion designer.

Hold that right up.

Let me see

these different colors.

Yeah.

There is a void

in the retail world

for high-end, beautiful clothes

for the modern woman,

sizes 12 and up.

- Yes.
- I love that.

I call her the modern woman

because 60%

of the American women

wear a size 12 or above.

It's amazing that no one is

really catering to this market.

Twirly.

Twirl it.

I want to make sure

that all women

have a chance to buy desirable,

beautiful, high-end clothes,

not just the skinny models

you see in the magazines.

I hope the sharks

will help me with my mission

and see that this ignored market

is a gold mine.

♪♪♪

Hello.

My name is gayla Bentley,

and I am the designer

and founder

of the gayla Bentley

fashion design group.

And I am here tonight

to ask you

for your wisdom

and your experience...

What about the money?

And--good question--

$250,000

for a 20% equity stake

in my company.

I am representing 60%

of the American women

that wear a size 12 or larger.

You know us.

We're your neighbor,

your sister, your friend.

And we are tired of being

discriminated against,

being forced to shop

in the far corners

of the department stores,

only to find clothes that don't

fit and that we don't even like.

I've spent the last ten years

focusing on building

the gayla Bentley brand--

modern sizes for modern women,

sizes 12 to 28.

We would like to open our first

gayla Bentley flagship store

in Houston, Texas,

where I'm very, very popular.

Like, Barbara,

if you and I went shopping,

- how come we have to split? "Oh,
- I'll see you in a little while.

- "I'll go upstairs
- with my flashlight

- "and try to find something
- to wear. You just stay down here

- on the first floor, where
- everybody will help you." Okay?

- This is why I want to put
- these type of things

- on the first floor,
- integrate the sizes.

I've dedicated my life to this

for 30 years now.

- I've been in retail management
- with saks fifth Avenue.

- But you're only 25.
- How can that be?

Oh, my god. Darling.

- Anyway, let me concentrate
- for a moment.

That's right.

Is it possible

that larger-sized women--

and don't b*at me with a stick,

'cause I'm just trying

- to find out... - Okay, 'cause there are
- four of them here.

- All right.
- Okay, I'll try not to.

Don't care about fashion

as much?

That's why the market

doesn't service them?

Oh, my. My, my, my. Oh.

- Gayla, b*at him with a stick. - b*at him with a stick.
- Oh, my gosh.

I--no, but, gayla, I believe

the market always serves demand.

Yes.

That's the way the world works.

But there always has to be

one pioneer.

Is that you?

It's gonna be me,

with your help and wisdom.

What--can you tell us what

these items sell for retail

as you demonstrate them?

Yes, this would sell

for $470.

$470?

Yes. it's a luxury coat.

Wow. pretty.

It's Italian wool, very

lightweight and very tailored.

What is that costing you

to make,

- that--the--the jacket?
- $125.

- Wow.
- No.

- Okay. hey.
- Wow.

You are getting that

at $125? That's Italian wool?

Yes.

It's a beautiful jacket.

- Thank you.
- What retail stores are you in?

I am online

with neiman Marcus.

So, gayla, you don't have

a store now?

- You only wholesale--you
- wholesale goods totally?

- I've only been working
- in wholesale, yes.

What are your sales today?

My sales

in the last six years

are a little under

a half a million.

Oh, my goodness.

$500,000 over 6 years?

Oh, no, a year.

- Oh, well, that...
- Oh, a year.

Oh, sorry, darlings.

We thought you were doing

under $100,000 a year.

- Oh, no, no, no. We couldn't
- survive. look at us.

- We're very high maintenance.
- You know we need more

money than that.

My next question was gonna be

what do you eat?

What do you survive on?

Well, you can see

we're eating carbohydrates.

That's all we can afford.

You know?

Okay, gayla, so I'm stuck

on one thing, and it--

okay.

The skinny buyer

that buys fashion--

- they won't put larger sizes
- into retail.

- I gotta know why.
- Why, gayla?

- Yes, can I tell you why?
- Yeah.

They don't have any clothes

in their luxury retail space

over a size 12.

Yes, I-i understand that.

- That's why this is - such a great opportunity.
- Yeah.

But why don't they have them?

Because it's not the "luxury"

look. when we are--

is that true, daymond?

That's why we're tired

of being discriminated against.

I find that

hard to believe.

No, it's true.

To the world,

luxury is not plus sizes.

This is not luxurious?

- Not to them,
- not to the world right now.

- We need someone to be a pioneer,
- to break through.

- I just want to ask the most
- important question,

- which is, Barbara--
- you have to be honest--

is this some good stuff?

I happen to think the clothing's

beautiful, without a doubt,

and I think the attention

to detail, uh,

is usually very expensive

to be done.

Right.

Daymond, is her idea

to now expand the line

by opening up a flagship store

the right strategy?

It all depends.

I don't know.

I do believe that she can

make a new space.

- I mean,
- that's exactly what I did.

- There was not
- a young men's market in 1990,

until we made that so-called

"urban space." So she--

but, daymond, hang on a sec.

If fashion is really about

the brand, the designer,

why go after just large?

Why can't she go after

the entire market?

See, and--and that is

a good point, because that--

- some of these pieces, I think,
- would be attractive on anybody.

Thank you for saying that.

- But it's a crowded field
- if you go out there

and--and put those designs to--

- but they don't want to buy
- the large stuff.

- Excuse me. I want to mention
- that I didn't mention

it's a $30-billion-a-year

industry,

and wouldn't you like

a piece of that pie?

Gayla, you've done a good job

of getting to this point.

Thank you.

Let's go back to the $250,000

for a second, for me.

Thank you. Okay.

Why do you now want

to take $250,000

and open a retail store?

- And as an investor, how would
- I ever get my

money out of sinking it

into one retail location?

- Because we're gonna roll it out
- into others.

This will be the first one,

in the Simon malls.

Th-this is the worst time

in the history of retail--

but let me tell you,

since the first quarter,

the wholesale went down, so I

had to think quickly on my feet,

'cause I don't want

to stop my momentum.

- I said, "why don't we take
- the front part

of our wholesale showroom

and turn it into retail?"

We're up 137%, with my average

sale being $1,000.

Good for you.

Why do you need $250,000 from me

to open up a retail store?

Why not just do it

on your own?

- I-I've gone to the banks,
- and they're not in the mood

to lend right now.

I'm sure that's the case.

Gayla, there's so many

different, um, products here,

and when I do an infomercial,

I have one product...

Right.

In 30 minutes.

When I see all the sizes,

- and now to couple that
- with retail,

it's a very scary business

for me, so I'm gonna leave this

to the experts here.

Before you go out--

before you go out...

Yeah.

Which is--is that

where you were going?

I'm going out, yeah.

You're sure?

- I have to, yeah,
- because it--it--

- let me just stop you
- a minute. Okay?

- I've been watching qvc.
- There's some adorable little guy

- that demonstrated
- his clothing exactly like

she's demonstrating, and he's

selling off the shelves.

I have, right now, a home

shopping network pursuing me.

I did not want to sign

any contracts...

Mm-hmm.

Until I came to see you all,

- 'cause I need someone
- with your wisdom and experience

- to help make sure - I make the right deal.
- And she's adorable.

She's got that instant,

thinking-on-her-feet charm.

She's gonna romance--

I think I'd do great on that.

We want to do the deal,

but I don't want to do it--

make sure I make the right deal.

Gayla, I-i love the story.

I-I have a huge amount

of respect

- for the sales
- you built in your business.

But bricks and mortar

is the wrong strategy.

I know enough to know

that's wrong.

For that reason, I'm out...

With a heavy heart.

Okay, but I am flexible,

and I am open

- to what we think would be
- the best thing to do here.

- I think the home shopping
- is a good way to go,

because I think it builds

my global brand,

- with more people looking--
- I gotta get my name out there.

- But all roads lead
- to this fact--

yes or no, true or false--

you are shut out of retail,

where 90% of clothes are sold?

Oh, my god.

You are really ruthless.

- No. no. I'm telling the truth.
- You are really right.

Thank you.

Gayla, I cannot be the pioneer

- with the arrows in my back,
- all right?

- Darling, it's okay.
- I am out.

- That's quite all right.
- Gayla, I was gonna say it - before,

but I'm gonna say it now--

thank you so much, but I'm out.

- You sure you don't want to
- consider going in half, Kevin?

- I can't imagine you can't sell
- this stuff on the air.

- Barbara, are you
- on commission with her?

I mean, I've never seen

a shark work so hard

to bring

somebody else back in.

I love this lady, and you're not

giving her the chance,

and you guys aren't married

to heavyset ladies. The truth--

- he's on his third, fourth,
- fifth--a trophy wife or--

- what does any of this
- have to do with making money?

- All skinny.
- She's talking about me?

- Yeah. I'm trying
- to prompt him to get in,

- because I think you should
- jump in on this.

- Are you talking about
- daymond's trophy wife

- or Kevin's trophy wife?
- They all have them.

What does that have

to do with making money?

- Because you're not listening.
- Here is an opportunity

in an area you can do well with.

Open your ears.

I'll put in half the money

if you can get this

clothing king and tell them--

give them one more reason

to go in with you.

Three sharks are out.

Barbara has offered

to give gayla $125,000,

- which is only half the money
- that she is seeking.

Gayla must convince daymond

to put up the other $125,000

or she'll walk away

with nothing.

Daymond,

may I ask you a question?

Yes.

- With the success you've had
- with your clothing line,

you have a built-in clientele

for the women that wear my size.

It'd be such a natural fit for

the two of us to do business,

because you already have

the distribution

and the power in the industry.

And coming out of the gate, this

is not just a great opportunity,

- it's an extraordinary
- opportunity

for hit--to hit this

out of the ballpark.

Let me...

I jotted down some notes.

You have to convince me

to fall in love with you,

- and then after that...
- Oh.

- You have to convince America
- to fall in love with you.

Don't lose this opportunity.

You promise that

you will not blow this?

I promise. I promise you.

I promise you that.

You couldn't get a more loyal,

hard-working group of people

than we are.

Here is--

here is my proposal.

I would... want to go partners

with you in the company,

so it would be 50%

for the $250,000.

- It would be contingent on us
- getting a deal

with a women's house,

which are many of my friends.

I know Barbara wants to be in.

I find that there is no need

for Barbara in this deal.

How nice.

But I do value the fact

- that I would have a partner
- with skin in the game

that does know

women's fashions.

An eloquent female

like Barbara

can tell me it's crap

or it's not.

Yes.

Barbara, are you in on this,

so I know what's going on?

Absolutely.

Okay, let's discuss this.

I want to remain

in creative control,

- because I know and believe
- what the women want.

And can we look at 45%?

Keep in mind

that normally I ask for 51%.

So the reason

why I'm asking for 50%

- is so you have
- creative control,

- we make these decisions
- together.

- That is why
- I did not make it 51%.

We have a deal.

Good.

Oh, my god!

You're fantastic!

Mwah. mwah.

Mwah. mwah. Mwah.

- Now you can do as much touching
- as you want

'cause we're partners.

Darling, mwah! Oh, Barbara,

this is so exciting.

Oh,

they're crying about--

- they're crying.
- What a nice team you have.

You guys are their

family. you guys are family.

Thank you so much.

I guess we can pick up our signs

and go home now.

Let's go eat.

Oh, my god.

- This is not just a victory
- for gayla Bentley.

It's a victory for modern women,

for all sizes to have style.

♪ Mr. poncho ♪

We're gonna offer you $400,000.

Unfortunately,

I would have to decline.

- Wow.
- I'm speechless.

What are you offering me?

Well, let's pull out

a calculator.

He got a calculator on him.

- You're sitting on my carpet
- asking for money,

and I'm telling you

how I'd give it to you.

$600,000 for 50%.

- This isn't monopoly money.
- You realize that, Brian?

It's a big mistake to...

With me on this one.

Are you--

are you threatening here?