12x20 - Episode 20

[bunniefuu]

Narrator: Tonight on
"Shark t*nk," Kendra Scott,

the founder of
billion-dollar jewelry brand

Kendra Scott,
returns to the t*nk.

I have over 2,000
women that work for me.

I'm the Guru of Gouda,

the Master of Mozzarella,
and Sultan of Swiss.

It solves the problem
every pet owner has.

The entire process
of getting ready

is all about to change.

I would love to work with you,
but...

We're gonna do over
$4 million this year.

-Whoo! -Whoo!

You're crushing it!

I can't be your queen bee here.

If you disappoint your customer,
you've lost.

This is -- This is --

No. [ Laughter ]

♪♪

Narrator: First into the
t*nk is a healthier version

of a favorite beauty item.

♪♪

Hello, Sharks. How are you?

My name is Anika
Goodwin Hilderbrand,

and I live in Greensboro,
North Carolina.

I am the head diva in charge
of OpulenceMD Beauty,

and I am here seeking $75,000

in exchange for


Sharks,
don't you love my eyelashes?

[ Laughter ]

Yes, I love everything.

They're fake. [ Chuckles ]

These days, Kevin,
lashes are the new boobs.

Every woman wants a bigger,
better pair.

[ Laughter ] It's not --

As much as I love
wearing lash extensions,

I suck at putting
them on correctly.

And worse, it bothers me
that I'm using harmful chemicals

like formaldehyde near my eyes.

Did you know that most
eyelash extensions on the market

are applied using
the same adhesive

used in superglue?

After years of eyelash abuse
and losing my own lashes

and walking around looking
like a hairless Chihuahua...

[ Laughs ] ...I decided,
"Enough is enough.

There has to be a better way."

So I created OpulenceMD Beauty.

It's a luxury beauty brand

specializing in eyelash
extension products

that take the trial, the error,

and the harmful ingredients
out of the process.

I have created an
eyelash extension

that is noticeably lighter,

more comfortable,

and amazingly easy to apply.

So, Sharks, don't blink on
this opportunity of a lifetime.

Your time to get involved on
this great deal may be short,

but your lashes should never be.

Wow. [ Laughs ] Great pitch.

Thank you.

I have personally chosen
lashes for each of you.

I can't wait to see mine!

So,
I have a video that will show you

how this is applied.

You first apply
the magnetic liner.

It has tiny iron
oxide particles,

and then,
the lash just pops into place

because of the
magnets on the band.

Wait, wait. This is the liner?

That's it. You want to try it?

Yes.

[ Laughter ]

All right, so,
what is the meaning of OpMD?

I am an eye surgeon.

I am an ophthalmologist.
You are. Okay.

And so, specifically,
an eyelid specialist.

That's my specialty. That adds a
little bit more credibility to this story.

Wow,
yes. It sure does. Corcoran: Enormous.

I do eyelid procedures,

tumors,
fractures -- those sorts of things.

That is my specialty. How'd I do,
Anika?

Mark,
I love it! Greiner: Let me see.

Oh, my gosh! Did you do it?

[ Laughter ]

If I can do it...
You did amazing!

How does it feel, Mark?

Oh. Think you're
gonna keep wearing it?

Hey, it's the new boobs, right?

My boobs are getting bigger,

so my eyelashes
have got to get bigger.

Oh,
my goodness. Greiner: Back to a question.

So,
I'm familiar with this space.

Do you have a patent on this?

I do not have a patent,

and I did not create
magnetic liner and lashes.

Okay. What I did
was basically build

a better mousetrap.

I created a lash
that is weightless.

You feel like
there's nothing there.

But they typically
will stay all day?

All day. Like,
I wouldn't be in a meeting,

and all of a sudden, I'd have a
cattywonkus eyelash on my -- Nope.

Okay. You can exercise in 'em.

You can nap in them.

Are these reusable?

Up to 40 uses. Really?

Yes, up to 40 uses,
so it's much more economical

than the traditional
lash with glue

that you can get maybe five
or six wears out of, at the most.

So, if I was -- You know, Anika,
may I say, these look so very real.

They're not too heavy.

Most eyelashes I could
spot eight feet away. Yes.

Yes. These are so
delicate. They look like real --

It's by design. What
are they made out of?

They're made of mink.

Most of the lashes in my
collections are made of mink.

What about the minks?
How do they feel about it?

The hairs actually come
from the tail of the mink.

It's totally cruelty free.

You brush through the mink's tail,
and that's how the --

No minks are harmed in
the making of this product.

No minks are harmed.
You're worried about that?

I'm one with minks. Oh, yeah.

So,
how did you go from doing eye surgery

to designing eyelashes?

Well,
I am not your typical doctor.

I love to look nice,

and lashes, for me,
have always helped me feel more confident.

I went through a
period in my life

where I lost my mom
and my dad 39 days apart.

Oh, my gosh. Greiner: Sorry.

I lost my marriage of 15
years three months after that.

No. And I've always
been confident,

but I really struggled

with my confidence
during that time.

Who wouldn't? My God. Yes.

And the last year's
helped me a lot,

so I don't want you
to just think of this

as a lash company.

I look at this as a way
for professional women

to own whatever
room they come in

because they are exuding
that much confidence.

So,
mink lashes are the most expensive.

They are. So,
how much does this cost?

So, the set that you have
would run about $245...

Hello! Whoa!

...for the entire set.
That's a surprise!

O'Leary: 245 bucks?! Wow.

I can buy my own mink for that.

What's your total cost for this package,
to make it?

My total cost for that
package is about $20.

Wow! My margins are
around 88% to 95%.

But how much are you selling?

I launched this
company in February.

In that time frame,
my sales are $685,000.

Wow! In February of
this year? O'Leary: Whoa!

February of this year.

You're crushing it!

That's k*lling it! Scott: What?!

And what are you
using as your mode

in which to get the word out?

Are you on Instagram ads,
Facebook ads?

Yes, I am paid advertising,

but a lot of education
and community building.

This is not just
selling lashes for me.

This is an opportunity
to tell and help women

learn how to take
care of their eyes

and make better
decisions for their vision.

Corcoran: Have you made
money? Have you made money?

'Cause your cost's very high.

I was profitable
as of last month.

Last month, I did $213,000.

All online. All
online. Cuban: Hello!

All online. Your
margins are incr--

Scott: And your competition sells
for what? You're not the first person

to come on "Shark t*nk" with lashes,
okay? I know I'm not.

But you're the first one
to have incredible margins.

I think I can get the mink community
behind it. Look at them closely, Anika.

"The mink community."
"The mink community"?

The mink community is very
concerned about their tails.

I think I can solve that problem. Yes,
very concerned.

Yes. Anika, you know,
as much now as I am --

as Kevin would say,
I am one with the lash,

it's not really my forte.

So, for those reasons,
I'm out, but congratulations.

Before you go out, Mark,
I have one thing to say.

So,
a percentage of all of our proceeds

goes back to helping people

who could not otherwise afford
to get eye screening exams.

Oh, that's nice. Love that.

Good for you. Wow.

Corcoran: One more question,
if I may.

You're presenting
such an ideal picture,

but you must have a challenge.

I do. Let's hear about that.

Fulfillment is my challenge. Well,
that's not a problem.

That's a blessing. I
have grown so quickly,

it is very difficult --

I'm having trouble
keeping up with fulfillment.

So,
what would you use the Shark's cash for?

What I really need from you,
Sharks --

I need the cash,

but I really need help
with the back end.

Right now, the only reason
my margins aren't even higher

is because I am paying
so many contractors.

I would love to be
able to have access

to your back end, to your teams.

You're saying the supply chain?

In other words,
you want help in assembly and distribution?

Right.

Anika,
I'm gonna make you an offer.

♪♪

♪♪

Narrator: One Shark is out,
but Kevin is interested

in Anika's healthier fake eyelash company,
OpulenceMD.

♪♪

Anika,
I'm gonna make you an offer.

♪♪

I'll give you the
$75,000 for 20%.

Okay. You've got an offer.

Those are fantastic numbers.

Okay, unlike Mr. Wonderful,

I know a lot about this.

O'Leary: I am wearing
eyeliner right now.

I know a lot about
this. I wear eyeliner.

I look spectacular.
And I will tell you,

at first, I was like,

"Oh,
I've seen this out here in the market."

I did not think I was
going to be interested

in giving you an offer.

And meeting you,
I'm so impressed.

First of all,
I think that you do

have something very different

than what I've seen out there --

that you have you
and your expertise

and your knowledge
of being a doctor.

Yes. And that goes
a long way for people,

especially when you're putting
something near your eyes.

Yes. I would feel much
better purchasing this

knowing that an eye
doctor is endorsing it

and creating these
products. Yes.

I also run a business,

and I have over 2,000
women that work for me.

My company,
we're over 96% women.

I am on Zoom calls all day
with these fabulous women --

with my Kendra Scott family --

and let me tell you,
they've got their lashes on.

Yes,
they do. They've got their jewelry on.

We are all neck-up right
now in this world... Right, right.

This is important. And this --
We want to look good, right?

Yes. And we want to
feel good about ourselves.

We want to feel
good. And you're right.

Lashes do just kind of like
brighten up the face. They do.

So,
I'm gonna match his offer at 20%.

♪♪

I would love to work with you,

but I'd like to counter.

Okay. Would you
do $75,000 for...

...12%?

Hmm.

♪♪

What if I give you
$100,000 for 20%?

♪♪

Would you do $125,000 for 20%?

Geez, you're just -- you know,
you're coming up --

I think $100,000 for 20%.
I'm gonna stick with that.

♪♪

Yes. Oh, my God!

Cuban: Good job. So excited!

That does it. The mink community

is gonna hear
about this. [ Laughs ]

I am so excited!
I'm so thrilled!

I am, too. I can't wait!

[ Laughs ]

Yeeeeeeees!

Whoo!

[ Exhales deeply ]

♪♪

[ Inhales deeply ]

[ Sighs ]

[ Voice breaking ] My parents
would be so proud right now.

[ Inhales quickly ]

[ Sighs ]

I wish they could
be here to see it.

[ Sniffles, sighs ]

♪♪

Narrator: Earlier this season,
Sarah Apgar made a deal

with Daniel Lubetzky
for FitFighter,

a line of innovative
strength-training tools.

I think you have
incredible potential.

Co-captain Daniel Lubetzky!

Whoo! You got a deal.

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

Apgar: Come on, here we go!

As an Army veteran
and a volunteer firefighter,

I invented the Steelhose to
train firefighters to be better.

We began to realize
this was for everyone

who's needing strength,
conditioning,

and who has an everyday mission.

Prior to "Shark t*nk,"
I did $45,000 in sales.

In just one week
following "Shark t*nk,"

we had $250,000 in sales.

Now, just three months later,

we have almost
$900,000 in sales.

Bring it back and come down.

We put together an
on-demand training platform

that also includes
live training.

It feels incredible

that we have
thousands of new people

that are benefiting from
this new strength training.

We're very excited right now

that we've got
FitFighter online,

so people can get the
product everywhere.

d*ck's is a big deal for
Sarah and FitFighter.

It's one of the foremost
leaders in health and wellness,

and now she's gonna
have her product

across hundreds
of stores nationwide.

Aah, I'm so excited!

Apgar: Through
d*ck's Sporting Goods

and other retail partners,

we will be receiving $250,000
in new purchase orders.

We knew we had
something special here,

both in the product
and in Sarah,

and so we are just really,
really excited

to be in the early
innings of this one.

Alright, teammates.

I would tell any young girl,
entrepreneur, service member,

when you have a big dream,
seize that moment

because dreams
really do come true,

and that's something
worth fighting for.

A donation of $20,000.

Lubetzky: One of the
things I love about Sarah

is that she likes to give back.

So when she told us that she
was going to donate $10,000

to the Tunnel to
Towers Foundation

benefiting firefighters,

we were very
honored to match it,

and we hope to continue
serving that community

that is always risking
their lives to keep us safe.

♪♪

♪♪

Narrator: Next up is a
better way to cut the cheese.

♪♪

♪♪

Howdy, Sharks.

My name is Tate Koenig.

I'm the Guru of Gouda,
the King of Colby-Jack,

the Bad Boy of Brie,
Master of Mozzarella,

and Sultan of Swiss,
aka "Mr. Cheese."

[ Laughter ] Now,
if you love cheese as much as me,

it's not a question of,
"To cheese, or not to cheese,"

but rather,
"What kind of cheese do you please?"

The block or preprocessed,
sliced or grated?

[ Laughs ] The block is more
affordable and higher quality,

but we all know getting
that perfect slice --

it's no easy feat.

And afterwards,
it usually ends up

in some janky plastic bag,
oversized storage container,

or single-use plastic wrap
you throw away after each use.

If you do go with
the preprocessed,

sliced or grated,
it's more convenient, sure,

but it costs way more,
and it comes covered

in all of those gross
anti-clumping agents.

Ugh! [ Laughs ]

I've solved all of these
issues and then some

with the Cheese Chopper,

the "great" new way to slice,
[grate]

shred,
and store your cheese with ease.

The Cheese Chopper
comes equipped

with three handle options
to help you "cut the cheese."

Greiner: [ Laughs
] You have a wire...

I wanted to use that line.
...for your perfect, thin slices,

the blade to chop right
through your hard cheeses,

and the grater for all of
your shredding desires. Wow.

Wow. The cheese adjustment wheel

gives you perfect
cheese control,

so it doesn't matter if you
like your slices thick or thin --

you get the perfect
slice every time.

The Cheese Chopper
is fun. It's safe.

If that's not "Gouda
'nough"... [ Laughter ]

...the snap-on airtight seal
keeps your cheese fresh

for an "un-Brie-lievably"
long time.

I'm seeking $75,000
for 10% of my company.

So, Sharks,
who's ready to start making some cheddar?

Yeah! [ Laughter ]

Kendra,
unless you have something "feta" to do,

would you like to come up here and
chop some cheese? I would love to co--

How did you know
that I like cheese?

Cuban: Who knew you liked --
Everyone loves cheese! Come on!

Everybody loves cheese. I
was born in the diary state.

I'm a Wisconsin-- Oh,
I'm well aware.

I've been doing a lot of research. So I
can come up and taste? I'm so excited.

Yeah, so,
if you want to come over here. Okay.

That one over there is for you. Oh,
this side. Okay.

So,
it's really simple and easy to use.

How you do it is,
you pull right here on the side

to remove the lid. Mm-hmm. Okay.

The second step is,
raise the handle

to the raised position.

And then,
it's like the guillotine.

I just made a nice thick slice,
though, I think.

And then you
got a perfect slice.

Oh,
and then it's like a little escal-- Yep.

Like a little, like,
moving sidewalk. Yep.

The wheels move it. And then,
so, how to know

how thick or how
thin your slice?

You just kind of eyeball it on
the side? Yeah, you just eyeball it.

And that was one of
the things we've learned

talking to customers. I'm
gonna try to do a big one.

A lot of people have
a big preference

of thin slice or thick slice.

So, what do you do about
the wheel when it comes off?

[ Laughs ] The wheel
shouldn't come off.

It does snap back
together. It does? Okay.

Tell you,
this a very thin slice of cheese.

It's good. Okay, wait,
this came completely out.

Just push it right back in? Yep,
you push it right back in.

That's actually how
you swap handles.

So, in the bag,
you've got handles

with a grater,
a blade, and the wire.

Can you tell me how you
came up with the idea?

This came about -- I
was living on the river

with a bunch of buddies,
and we --

Living on a river. Oh, man.

It was on the Willamette River.

We were the poorest
people on the river by tenfold

and had more fun than
everyone else combined.

Always. Oh, it was great.

So, you know, naturally,
we've got the dock,

and we're barbecuing
all the time.

Sunday,
we come clean up the pigsty,

and there'd be half
a brick sitting there,

another quarter in the
fridge that no one put away.

We're like, "Man,
this is ridiculous."

And then, finally,
one afternoon,

we're sitting there
having a margarita.

All of a sudden,
screams from the kitchen.

My friend had cut
her finger... [ Gasps ]

Corcoran: Oh,
boy... chopping cheese.

So,
we get her kind of doctored up,

and we're like, "Guys,
there's gotta be a better way."

So, we looked on the Internet,

and there was
absolutely nothing.

Mm. So, we went to the shop --

to my garage -- and the first
Cheese Chopper was born.

Greiner: Aww. I love that.

And then I had some
old modeling clay and stuff

from some old projects we did,
so we put it all together.

I'm like, "Holy smokes,
this thing kind of works."

[ Laughing ] This is the 39th
prototype we've gone through.

O'Leary: So, it's still a prototype
or are you actually -- 39th?

No, I'm sorry. So -- Wait, wait.


actually shipping it?



You're actually
shipping this product?

We're not currently
shipping it yet.

So,
we have $125,000 in presales that we did.

This is at Kickstarter? Was it Kickstarter,
or...

Kickstarter, yeah. So,
we did a Kickstarter.

Started at the end of April.

We ended up raising --

This year? This year.

So, this is pre-sales,
pre-shipping of the product.

Correct,
but those are out of our injection molds.

We hit couple speed
bumps just with COVID

and the manufacturing
and whatnot.

I got these three days
before I left for the show.

Scott: Really? So,
talk about cutting it close.

You don't take -- You probably
know I'm Chef Wonderful.

There's lots of alternative
ways... You do not sell cheese.

....to cut cheese. Correct.

Number one,
as you know... Here it goes.

...this device is sold
by itself to slice cheese.

Correct. The biggest
differentiation for us is,

we are the only one that slices,
shreds, and stores.

And we actually do have a
pending utility patent on that.

What's the price gonna
be of this product?

So,
the retail price on that is $39.99.

And that's delivered door
-- And the cost to make it?

So, it costs me $6.65 to make.

By the time you package,
ship it, land it,

we're at $8.30 landed
in the warehouse.

Okay, so,
when you went and put this on Kickstarter,

how much did you try to raise?

So, our goal was $15,000.
And how much did you do?

$100,436.

That's amazing. Wow!

What do you think
brought all the traffic?

So,
we drove a lot of it with Instagram,

Facebook, social media,
but we also had --

the Kickstarter
community bought a lot.

Did they? There
was a lot of them.

Yeah, so, we've sold another


Zero marketing,
zero advertising,

Word of mouth,
people just finding our website.

So, of the $125,000 in sales,

it's gonna cost us $47,000
to fulfill all those orders.

We've spent $29,000
on our marketing,

our content, our ad spend,
everything else,

which leaves us $49,000 profit.

Tate, look, you know,

congratulations on
what you've done.

The challenge with
Kickstarter-driven sales is,

you don't really have a lot
of customer feedback yet,

not even minimal customer feedback,
right?

Right. Because you're
waiting for the first units.

And so, the challenge there --

because you have
to deliver en masse,

if one little thing is wrong
or the customer expectation

doesn't match up
with what you deliver,

now, all of a sudden,
that $47,000

or whatever it is
in profit -- gone.

And not only is that gone,

you've got to deal
with reputational issues.

You've got to figure out
how to solve the problem.

Things tend to
cascade very quickly

and go south very quickly.

And so, for those reasons,
I'm out. All right.

Sorry to hear that,
but fair enough.

Tate, I would have loved to
have customer feedback on this.

No question, all right?

I know you're almost
pre-revenue in the sense

that Kickstarter, to me,
doesn't mean much.

What matters to
me is a long history --

at least a year
worth of sales --

'cause I actually think
your price point of $39.95

is $10 too high. Okay.

It's a $29.95 item.

Your competition is this.

I cut cheese like
crazy with this device

and a cylindrical
shredding device,

but they're really inexpensive.

You know,
the one thing that it has merit for

that I'll give you is -- the
storage aspect is interesting.

Right. The
valuation's not crazy.

$750,000.

I just -- There's not
enough data here for me.

Okay, fair enough,
so just -- Sorry, I'm out.

Okay, fair enough.

Just to kind of touch on
-- Scott: You know, look...

Yep. I'm the dairy
state girl over here.

I love cheese.

But I've got to tell you,
this needs some work.

When I was trying to do it,
it did get stuck.

And you may
need further testing,

further time to perfect it,
because on Mark's point,

if you don't have
the product right

and you ship it out too soon

and you disappoint your customer,
you've lost.

This product has to be perfect.

For all of those reasons,
I'm out,

but I congratulate you

on taking that risk,
taking that chance.

Good luck. Thank you.

Greiner: You know,
let me tell you a little story.

So, aerodynamically,

the bumblebee should
not be able to fly.

Its little wings are too
small for its fat little body,

but, yet,
the bumblebee flies. [ Laughs ]

So,
even if you don't know something,

you will make it happen.

Unfortunately,
here, it's so early

that I can't be your
queen bee here.

But I know that you
will make things happen,

I know you will work it out,
and so, I wish you good luck,

but, unfortunately, I'm out.

Corcoran: You know what's great about you,
Tate? What's that?

For every 10 people
who have an idea,

one person maybe eventually
does something with it.

You saw it, and the same day,

you turned around
and got it going,

and you actually
turned out a product.

And you raised
funding on Kickstarter.

There's probably
a thousand people

who couldn't do that,
so you've got a great start. Right.

I think the weakness
to your product,

from my view as a consumer,
is that I love cheese,

and I typically
have four or five

kinds of cheeses
in my fridge. Right.

And they probably all
store in that kind of space --

that much space.

So I can't envision myself

using all this space
to store one cheese,

and then having three or four
more in addition to that. Okay.

And so,
it's not a product that appeals to me,

but that doesn't mean it
wouldn't appeal to everybody.

But I do commend you
how quickly you got it going,

and even though
you might leave here

being a little discouraged that
you didn't get our cash... Right.

...it's only because
it's too early.

You haven't proved it yet.

But for those reasons,
because you're too early,

I am out.

Okay, fair enough.

Good luck, Tate. Man,
congrats on what you've done.

-All right. -Yeah,
good luck, Tate.

Keep working,
getting this going.

Corcoran: Thank you. Thank you,
guys. Yeah.

Have a good day. Take care,
Tate. Wow.

-Bye. -Bye-bye.

Koenig: We're taking this
as a little bit of a speed bump.

It definitely sucks,

and it's kind of a kick
in the you-know-where,

but we're gonna get through it.

We're gonna keep going
and keep chopping cheese.

Cuban: So, Lori,
did we really have to hear

the bumblebee story? Don't you
like hearing about the bumblebee?

No, it's a stupid story.

It's not stupid! Very bad story.

[ Laughter ] What I
wanted to say was,

"This is never going to work.

It's going to go to zero,
and you've wasted your time."

What stopped you, Kevin?

Because I'm in my
anger-management class.

It's not working. I'm thinking
about my tutor and saying, "Yes.

Ohm." Ohm.

Kevin. Ohm.

Kevin,
I'm surprised you didn't just shred him.

I was going to. Ohh!

♪♪

♪♪

Narrator: Next into the
t*nk is a product designed

to maximize your counter space.

♪♪

Hi, Sharks.

I am Melissa Clayton from Acton,
Massachusetts,

and I am so excited to be here.

I am coming here today
asking for $100,000

for 20% equity in my company,
The Matte.

♪♪

If you were to ask most women

at some point in their life

have put a hair dryer
on top of a toilet bowl,

and that's disgusting.

And they bounce their
makeup and their brushes

all around the edges of the sink

because there's
no counter space,

and it's just waiting for
something to fall and break.

Greiner: [ Gasps ] The
entire process of getting ready

is messy and unorganized

because there's
no counter space.

Well,
that is literally all about to change

with my product, The Matte.

I'm gonna clean this up,
and then I'm gonna show you.

♪♪

[ Objects clattering lightly ]

♪♪

Introducing The Matte.

This simple,
compact product simply unfolds,

lays right over
your bathroom sink,

and creates an instant counter.

It can also hold your hairbrush,

and it lays flat and sturdy.

And The Matte
can hold two pounds

of makeup and product.

The Matte also has little ridges

so that your makeup
won't fall on the floor

and your brushes
will stay clean.

And, literally,
it will hold everything

that was just all over
that bathroom sink.

See? It's all there.

And then,
the best part about The Matte

is that it folds up to
the size of a tablet

for easy storage and for travel.

Sharks,
The Matte is an absolute game-changer

for the millions and
millions of women

getting ready in bathrooms
with no counter space.

So, now,
who is getting ready to give me a deal?

So, Melissa, tell us about you.

So,
when I came up with the idea for The Matte,

I had already started
another company,

and the entire time I was
building that company,

I was always
working on The Matte.

And I'm proud to say that the
other company that I started

is actually what
supports my family now.

What's your other company?
What is your other company?

So, my other company,

we do fine personalized
jewelry for moms.

So, Kendra,
you're kind of my idol.

Aww! So I'm honored
to be with you here today.

That company,
I have a team now with nine people

and doesn't need me the
way they used to need me.

This is -- This is --

No.

In the last -- You don't
have all this products!

Kevin -- "No."

In the last 30 days,

we have sold $20,000
worth of this product.

What's your total sales,
lifetime?

About $200,000.

And when did you start?

I started -- Really,
that's three years

that we've been selling
The Matte. Three years.

So,
$200,000 in three years. Yeah.

Okay. And where are
you selling the product?

So, we do Amazon,
our own website,

and one third-party retailer.

And last year,
we did $85,000 in revenue.

We sell it for $24.99,
and it costs $7 landed.

Melissa,
I haven't even bought it,

and I want my money back.

Okay. [ Laughter ]

It's definitely a product,
I think,

that women understand
better than men.

On this product
and this opportunity,

all I see is a barn...

...so I'm out.

I understand. Thank
you for your time.

Look, this is great.

I have a 17- and a


and so, I see it in their rooms.

I think you're amazing,
but it's just not a fit for me,

so, for those reasons, I'm out.

But congratulations,
Melissa. Thanks for your time, Mark.

I appreciate it. No, thank you.

Are you doing advertising?

Are you doing --
No advertising at all.

None at all? Not at all.

Well, then,
how did you get $200,000 in sales?

From word of mouth

and from working with
different influencers.

I think there's a need for it.

I'm curious as to whether
you have other competition.

There's nothing else like
it out there on the market,

and we have a patent on it.

Melissa, when I was a kid,

we had 10 kids and one bathroom. Oh,
my gosh.

We each had our own plastic --

like a cafeteria tray,
and we were not allowed

to go into the bathroom
without our tray. Wow.

So I don't agree that you
don't have something here.

I think this is a problem.
I think it's well-designed.

But, I mean,
it's not something I find investable.

But I wouldn't want
you to be discouraged.

So I sadly go out. Thanks.

I appreciate it, Barbara.

I have three sisters. Four girls,
okay?

We shared one
bathroom growing up.

So it was two sinks

and very little counter
space in between.

And guess who's
the youngest. You.

Me, meaning that I had nothing.

I think I was on the floor
picking out my mascara.

So, this could be something
that would be super cool.

My problem is, though,
is when I saw this,

I thought it was for
a tablet or notebook.

The name "The Matte"

did not at all register with me
at all what you were solving.

I think you're onto something,
but I'm just not there yet,

and for that reason,
unfortunately,

I've gotta say I'm out.

Thank you. I
appreciate your time.

Lori,
I feel like you and me could

do something amazing
with this product.

I think hotels.

I think college dorms, RVs.

I mean,
there's 50 million apartments.

There's 5 million hotel rooms.

I think branding The
Matte and licensing --

there's a lot of
opportunity there.

I have made tons of cosmetic
organizers over the years.

The biggest problem
is organization

and mess and space.

So,
women usually have tons of makeup.

It's all over the place. You
have a small apartment.

I mean,
you don't have a lot of room.

You need another countertop.

So I see opportunity here.

Are you kidding me? Thank you.

I also see that there's a lot of
work I'm going to have to do.

I'm gonna give you an offer.

So, I'll give you $100,000,

but I want to be
a 33 1/3% partner.

♪♪

Your evaluation
just got demolished.

♪♪

Lori,
I think that you and I together

would do amazing
things with this product.

I did feel my valuation
was reasonable

with the utility patent
and the skills I bring.

What? Would you consider 25%?

You know, I love you, Melissa,
and I love your product,

but I think I need
to be a third partner.

I really do,
because I need to get in there.

I need to give you the
muscle and the hustle,

and I want to do it,

and I want to
blow it up for you.

♪♪

Lori,
I trust you. I believe you.

Let's do a deal! Whoo!

Corcoran: Wow!
Scott: A great decision.

Greiner: Yay! Great decision.

Thank you so much! I
appreciate all your time.

Corcoran: Nice
going. Congratulations.

Thanks, Melissa. Congrats,
Melissa.

♪♪

Clayton: I gave up more equity
to Lori than I had hoped for,

but in the end,
I am just so thrilled

to do a deal with her.

I think it's just
gonna be amazing.

A moment of silence for $100,000

that just lost its life.

You have no idea.
You don't wear makeup.

Yes, he does. Please,
Lori, respect the money.

I'm taking your Matte. It
d*ed. It had a horrible death.

Please. [ Laughing ] It did not.

♪♪

♪♪

Narrator: Next up is a solution

for a problem of pet ownership.

♪♪

Hello, Sharks.

My name is Harry Levin!

And I'm Michael Sweigart,
inventor of the FurZapper,

the first pet hair remover for
your washer and your dryer.

We are both from New Jersey
and are asking for $600,000

in exchange for


Hello. Whoa.

Levin: Hello, Sharks!

This is the amazing FurZapper.

It is the best and only
patented pet hair remover

that solves the problem
every pet owner has.

Pet owners,
you have a huge and hairy problem.

You put your clothes
into the washer,

and they come
out of the dryer...

looking like this --
still covered in pet hair.

Ugh! Pet hair, fur,

lint,
and dander sticks to your laundry,

even after you wash it and dry it many,
many times.

Sweigart: We have solved
this problem with the FurZapper,

the world's only
pet hair remover

that works in your
washer and your dryer.

So, here's how it works.

Simply take your FurZappers
and add them into your washer.

♪♪

So, FurZapper's tacky
surface grabs onto pet hair,

dislodges it,
and washes it down the drain.

But there's more --

in the dryer,
FurZapper grabs any remaining pet hair

and puts it right
into your lint trap,

giving you fur-free
laundry every time.

It's really that good,
huh? That's great.

Honest to God! I believe you.

[ Laughs ]

And, Sharks,
the best part is this --

you can reuse FurZapper

over and over and
over and over again.

So, Sharks, with your help,
we'll be zapping the fur

off of pet owners'
clothes around the world.

And as we say...

"Shed happens!" "Shed happens!"

Okay, guys, quick question.

When I do my
laundry and I just throw

everything in there --
You do your own laundry?

Yes, of course. No, he doesn't.

Yes, of course I do. When Mark is
at home doing everyone's laundry...

Not everybody's. Just mine.

If only one or two pieces have
our dog's hair on it -- right --

that's fine -- I don't have
to segregate them all?

No, no, no,
no. So I just put it in there.

It knows which is
which. That's cool.

You throw it in there,

and because it
has holes in it --

so it allows the holes
to touch the clothing.

And as it touches the clothing,

since it's made of silicone,
it's tacky initially.

Yeah, I mean, watch.

Like, I was playing with it.

Yep, it's great. Look at that.

Okay,
how did you come up with this idea?

So, I've been, like,
a work-at-home dad

for 15 -- almost 20 years.

So I would do the laundry,
and I'd pull out the laundry,

and the stuff would be dry.

And I'd be folding it,
and it still had pet hair on it.

I accidentally
found the solution.

I had done some work in, like,
the special-effects industry,

more as a hobby.

I had a silicone zombie mask --

like,
no joke -- and it was ripped.

And I dropped it on the floor,

and I noticed that my dog
and cat's hair was on it.

And I said, "Whoa,
that's -- something's going on here."

So I threw it in the washer,

and it was the most
effective thing I'd ever used.

Corcoran: Wow. That's
great. What a great story.

That is such a good
story! Greiner: Interesting.

So you figured it out by
chance. Sweigart: Yep.

How did you two meet?

So, Michael and I were members

of the same business
networking group.

So,
I have a keen interest in animal welfare.

I also happened to be
a lawyer for 40 years.

So, we got together,
we started talking,

and there was just a chemistry.

O'Leary: All right, guys, look,

you're asking for
$600,000 for 10% --

imputes a $6 million valuation. Yes,
sir.

How much are you selling? Well,
in our first year,

which was a partial
year -- it was '18 --

we did $640,000 in sales.

Last year,
we did $2.2 million... Whoo!

Whoo! Wow.

What did you make
on the $2.2 million?

We made $580,000.

Wow! That's after you
paid yourself something?

That's with
salaries out of that.

'Cause I was gonna say...

[ High-pitched voice ] "Oh,
no, there's no sales!"

Oh, no,
there's sales! There are sales!

[ Normal voice ] But there are.
Even with COVID here now...

Yeah. Like,
we had -- we had expected

a $5 million year,

but we're gonna do
over $4 million this year.

We're already on track.
And where are you selling it?

Actually, our first deal was --

Walmart was actually
our first customer.

-Wow. -Wow.

And we are in every
Walmart in the entire country.

Every single one?

Dang! Every one.

That's a "Shark
t*nk" first. Wow!

And our margins
on our two-pack --

which is our top seller --

This one. Yeah,
that's the majority. Yep.

Okay. That's right. 71%. Yep.

What?! What does
the two-pack sell for?

What's the retail?
Levin: $14.99.

Wow. And I want
you to know this --

our acquisition cost
-- you sittin' down? --

ha-ha -- a nickel!

Wow! It costs a
nickel to sell a product.

Fantastic.

We've been on QVC.

Yeah,
what happened when you were on QVC?

Well, you know what?

We got on QVC.

They showed us, Lori,
at 3:00 in the morning. Yeah.

'Cause you weren't with me,
Harry.

Well, that's what I'm saying!

Cuban: So, guys,
what are you gonna use the money for?

Okay, love that question.

What we're doing is --

Our biggest challenge
has been the fact

that we have had to
outsource manufacturing.

Although we have patents

in the United States,
Canada, China,

and all the European
Union countries,

dealing with a United
States manufacturer

is just too expensive.

So, what we're gonna use
every dollar of the investment is,

bringing manufacturing
in-house...

There you go! ...which we
already know how to do...

Yeah. There you go.

...and cut out $2
of our profit... Yep.

...bring it back in-house.

It gives jobs... Yep.

...and it allows
us to be able...

Yep... to continue to
produce in the United States.

You say you're gonna build,
in essence, your own facility?

That's correct, Barbara.

Okay, guys,
let me take a sh*t at this... Sure, please.

...because I like deals
with sales... Sure.

And I'm in the cat
business -- Basepaws.

We do cat DNA testing,

and I have all their names,
e-mail addresses, et cetera.

I'd love to sell this direct
to those customers, okay?

I'm gonna make a
two-part offer to you

so you can choose
which way you want to go.

This business is so successful
in terms of free cash flow

that it can support debt,

so I'll offer you $600,000

for debt for three
years at 9.5%,

and I'll only take 5% equity
in that scenario, okay?

And then,
if you want to go equity,

I'll do the $600,000 for 20%.

Then,
I go to work expanding what you're doing

direct to customer.

That, to me,
is far more interesting,

because the margins are obscene.

There's an offer
to put some fur on.

Anybody else, please?

Corcoran: Well, I'm curious
what you think about that offer.

It's a brilliant offer.

There's no two ways about it.

That's 'cause I'm Mr. Wonderful.

Not so brilliant,
Harry. Levin: And you know what?

Today,
you have underscored your reputation.

But I am very interested in
hearing from your colleagues.

I'm sure you are.
As you should be.

Of course. That's why -- I'm
from New Jersey! Come on!

[ Laughs ] Corcoran: Wait,
wait, wait.

I'd like to make you an offer.

I think I could take your
sales to the moon and back,

much like I have
done with Comfy.

They have $250 million in sales.

In Costco alone,
we're doing $30 million in Comfys.

Ah! Okay.

What we're about to do with
Comfy is do an infomercial,

and I happen to think you
should be doing it, too. Yeah.

You're, like, made for TV.

I'd like to give you
$600,000 for 20%.

Thank you.

Scott: You know what?

I have fallen in
love with you both,

but as I'm sitting here
in the t*nk today --

Look,
there are things that I'm great at,

but some of these Sharks
have access to give you things

that I could not.

I'm going to pass

because I know
it's better for you,

but if one of these
Sharks let me in a little bit,

I sure as heck
would like to invest.

But for that reason, I'm out.

I think that you've
got great options here,

so listen to them all.
I respect that. Yeah.

Okay, do you know that,
every single year,

I bring my same pad?

I scribble my notes.

In all these years,
I have never sat

and written one thing.

I wrote,
"This is so right for me."

♪♪

♪♪

Narrator: One Shark is out.

Michael and Harry have
two offers on the table

for their laundry pet hair remover,
FurZapper,

but Lori is also interested.

Greiner: Wait a minute.

Do you know that,
every single year,

I bring my same pad?

I scribble my notes.

In all these years,
I have never sat

and written one thing.

I wrote,
"This is so right for me."

Lori, that's funny. I wrote,
"It's better for me."

I -- [ Laughter ]

Greiner: No,
this is so right for me.

I mean, it's in my bones, right?

So,
I would give you the $600,000.

And I want you to feel good,

so I'm going to
give it for 19.99%.

-Ohh! -Whoa!

Cuban: Whoa! God.



O'Leary: That is so corny.
I'll do it for 15%, guys.

$600,000 for 15%?
You'll do it for 15%? 15%.

No, Harry. Wait a sec.

Wait, wait, wait, wait. Harry.

Wait, wait, wait,
wait. $600,000 for 15%. Harry.

Wait a sec.

Harry. Lori.

Lori, let him make an offer.

Michael. No,
we need to. I'm listening.

Lori, listen,
listen. We need to do this together, Harry.

You -- you're the queen,

and I'm not blowing
smoke at you,

but I've gotta talk to Mark.

No, don't talk to Mark, Harry.

Lori -- Don't talk to Mark,
Harry.

Do you want to match his offer, Lori,
or not? You need me. You want me.

Do you want to match his


If I walk out of here and
I don't talk to this man,

my wife is going to cut me off.

[ Laughing ] All right?
So I gotta talk to Mark.

Yeah,
but do you want me as your partner?

$600,000 -- Let
him talk to Mark!

Lori, relax. $600,000,


Will you jump in with him?

I won't jump in with him,
but I'll match it, Harry.

I'll give you $600,000... Oh,
wow.

Oh,
it's getting intense in here... for 15%,

but you have to pick me.

I'm the right partner for you,
and if you don't know that...

No, no, no, no, no -- I'm going
to blow you up internationally,

U.S.A., everywhere.

♪♪

Barbara,
what can I do to get you in this deal?

Cuban: Wait, wait, wait. Well,
hold on, guys. Hold on, guys, right?

When you say to Barb,

"What can I do to get you in?"

What are you trying to
get to? What's your goal?

Greiner: Why are you
trying to get more people in?

'Cause sometimes that's not the
best deal. Corcoran: He just wants --

Listen,
he wants to know he's got the best deal.

He's a businessman. No,
sometimes it's not the best deal.

Listen,
we -- Sometimes when the Sharks work alone,

you can just hit the
ground running and race.

♪♪

Okay, guys,
Mark and Lori at 15%,

Barbara and I at


The only debt offer's mine. Yes.

$600,000 plus the 5% equity. No,
I think I'm gonna go down to 15%, as well,

and I'm gonna give you
another $600,000 credit line.

♪♪

What are you gonna do?

♪♪

Lori,
if you go to 15% for $600,000

with the understanding that
you're going to have to provide

some additional
finance if we need it...

we're okay.

Good!

Lori, you have a deal! Lori,
you have a deal!

Yeah, whoo! Cuban: There you go.

Whoop-whoop-whoop! 15%! Hey!

Thank you. I am so glad!

Congratulations. Thanks
so much! Thank you.

Corcoran: Congratulations, Lori.

Nicely done. Congratulations,
Lori.

Lori, it was perfect for you.

[ Laughs ]

We did it.

I have been watching
Lori on "Shark t*nk"

for all of the seasons,

and I've fallen
in love with her,

and I respect
everything she does.

So making a deal with her
-- other than getting married,

the birth of my children
and my grandchildren --

this is, without a doubt,
the best day of my life.

♪♪

♪♪

♪♪