13x20 - Episode 20

[bunniefuu]

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

Sharks, let's
get down to business.

We're on a mission
to heal, uplift,

and inspire
the community around us.

I'd really love
to have you on board.

That is a devil child!

[ Laughter ]

What made you decide
to start this?

I am an awkward engineer.
What?!

My parents didn't bring me here
to not seize opportunities.

I don't know
where you go from here.

Your children will
thank you for it forever.

♪♪

Narrator: First in the t*nk

is a business to
entertain bored felines.

♪♪

Hello. I'm Andrey. I'm
from Fort Lee, New Jersey.

And I'm seeking $200,000

for 10% of my
company, Cat Amazing.

Now, imagine for a moment
you're not Sharks, but cats.

[ Greiner chuckles ]
Modern house cats, in fact.

Your life is paw-some!

You're safe indoors.

There's climate control,
a couch to scratch,

food, loving on demand.

Fur-tastic!

Problem is, you're bored
out of your ever-loving mind!

[ Laughter ]

You evolved to hunt clever prey,

not lounge all day
with a food bowl.

But it's impossible
to hunt indoors.

Until now!

Introducing Cat Amazing,

a line of interactive
puzzle feeders

that brings the thrill of
the hunt to indoor cats.

[ Laughs ]

Treats go in, and
the hunter comes out.

Cat Amazing puzzles
activate their natural instincts

to explore, scratch, sniff,
and retrieve hidden rewards,

engaging their paws
and their brains for hours.

These are the only puzzles
designed to be a match

for a cat's intelligence
and dexterity.

And veterinarians love them
because they slow down eating

for better digestive
health and weight control.

There are three different sizes.

The Classic, the Sliders,
the Mega increase in difficulty,

so your kitty's always
being challenged.

And every sale
helps us donate toys

to shelter cats
awaiting adoption.

So, what do you think? Can
cats and Sharks get along?

So right now you guys

can get the full feline
experience, right?

I actually put some
treats inside there.

- Ah!
- So you guys are gonna be cats.

Oh, my gosh. But no cheating.

Put away the opposable thumbs.

- Oh.
- Put away the opposable thumb.

Put away my thumb. Uh-huh.

Who can get it the
fastest? Let's go.

♪♪

I got mine.

Oh, you got... I am a cat lover.

I am one with the cat.

You have the panther
inside. Mm-hmm.

What made you
decide to start this?

So, I originally came to
America when I was 8 years old.

I didn't know anyone. I
didn't know the language.

And when we got here, I
moved around constantly.

Where'd you come
from? I came from Russia.

And so that was a recipe for
not making friends very easily.

So what actually
ended up happening

is that my closest friendships,
my deepest friendships

ended up being with
our household pets.

Now, fast-forward 15 years,
my wife and I are moving

into our first
apartment together.

And what's the
first thing we do?

We adopt a cat, Mooky.

Problem was keeping Mooky active

and engaged in our
studio that we lived in,

which was basically the
size of, like, a litter box.

So it was actually Mooky
that came up with this product.

He started taking
a little red ball

and putting it inside
of a folding bookstand

that kind of was sitting on
the floor and getting it out.

And when I saw him do that,

I grabbed a box that was sitting
around, grabbed a box cutter,

and I started making
little mazes for him.

He kept getting the balls out.
I kept making more mazes.

And as we built, built, built
and realizing what we can do,

we can build this
into a business.

And that's how Cat
Amazing was born.

So does Mooky get a royalty?

[ Laughter ]

Um. Yeah. I wish he did.

Mooky was diagnosed
with kidney cancer.

Oh. Oh, I'm sorry.

And he didn't get to
live to see the launch,

but he lives on in all of this.

He lives on here. He's here.

Andrey, tell us
the sales journey.

Yeah, so, the sales journey.

So, basically from 2011 to 2017,

it was pretty much
like a hobby project.

It was selling about
like 20,000 a year.

So, in 2017, I
finally broke out of

my sort of first-generation
immigrant mentality

of, you know, get
a job, hunker down,

get the paycheck, be grateful.

Then I heard that sort of
second-generation voice calling

that, you know, my
parents didn't bring me here

to not seize opportunities.

I quit my six-figure job...

Wow... to go work on this.

I bring in a whopping $34,000.

Everyone close to
me was very concerned

as to what I was
doing with my life.

[ Laughter ] So
we kept hustling.


$300,000 in sales.

Good. Whoa. Okay.

- Yeah, so we 10x'd in one year.
- Okay.

$420,000 the following year.
$550,000 the year after that.

What? Yeah, there's
a lot of cat lovers.

And this year is on track
to do $720,000 with...

- Nice!
- Mooky comes through!

So what does it cost to make
it, and what do you sell them at?

So landed, they range
between $4 to $9.

They sell for $16 for
the smaller one, $23,

and then the third one's gonna
be launching in the $30 range.

Where do you sell this?

So, most of my sales
come from Amazon.

I actually deliberately
drove people to Amazon

because of Amazon's rankings,

so I wanted people to
actually buy on Amazon

so it goes up in the category
and gets more visibility.

And do you have profits today?

Yeah, the business
is profitable.

So, I make... There
are costs in between.

So, I cover all the shipping
for the customers. Okay.

So the profit margin at
the end is about 20%.

That's it? It's about


Why 20%, though?
So I'm just curious.

I keep my profit
margins low on purpose.

To be honest, I mean, this is a
product that's close to my heart.

It's a cat enrichment product.
It brings happiness to people.

So it would really
break my heart

if somebody wanted to
buy this but couldn't afford it.

But, Andrey, you see a
problem there, don't you?

Because, you know, we
want to be one with the cat

and, you know, give cats
all the exercise they need,

but if you're gonna
take in an investor,

they're gonna
want you to at least

not necessarily
maximize profits,

but at least optimize profits.

Yeah, get a little more
buffer in there, yeah.

Yeah, if we're gonna
give you all that money,

we need to get a
return back on that.

How are you gonna support that?

So, with volume.

Yeah. Look, Andrey, you know,

your motivation is
great and honorable,

but it's not motivation
to take in an investor.

I don't agree with the "We'll
make it up in volume" approach.

So for those reasons, I'm out.

- I appreciate it. Thank you.
- You're welcome, Andrey.

So, the primary reason that I'm
here is actually not the money.

It's the partner.

It's the partner
who gets the brand

who understands what
I'm trying to do here with this

and who's willing to guide
and take it to the next level.

So I'm very much open
to guidance and advice

as to how to
increase that margin

and to make that
investment worthwhile for you.

You know, Andrey, I love
cats. I love cats. He does not.

So I'm gonna make
you an offer in honoring

Mooky's short life,
but inspirational one.

I'll do it for $2 a unit until
I get back my $200,000.

Then it drops to
$1 in perpetuity.

I don't want any equity.

The reason that works for you...

I'll just point out...
Wicked Good Cupcakes,

we've just sold
to Hickory Farms.

I never had equity, but
we were so incentivized

to make the sales grow

because I was getting
a royalty off every jar

that we turned it into
the number-one brand

cupcake gift in America.

So it became huge,

and it was all social
media telling the story.

There's millions of cat lovers.

You're not getting
to them right now.

I can help you do
that. That's my offer.

Thank you very much. I'm gonna
hear the... Herjavec: So, Andrey...

Andrey, everybody knows
I'm the pet lover up here.

I love animals.

I think where you
need some guidance is

what price to sell
it at, how to sell it.

But I think Kevin
made you a good offer.

I'll make you the same offer.

I'll give you the
$200,000, $2 a unit.

And then once I
get my money back,

a dollar a unit from there on.

Mm-hmm. John: I have a question.

Why haven't you gone to retail?

I'm on the Petco
Foundation. I'm on the board.

And I like the retail aspect.

So, that's a great question.

I actually tried
to get into retail.

I went to smaller stores.

It was a tough
nut for me to cr*ck.

That's one of the reasons
I'm really hoping for a partner

who can open
those doors. Alright.

I'll give you $200,000 for 25%.

That's not horrible.

Lori, what are you doing?
Do you want to make an offer?

So... So before you make
your offer, let me just...

Let me say one
more... one thing.

Ooh. Don't do
that. Don't do that.

Don't ever stop somebody from
making an offer! What are you doing?

I want to just level with
you guys on one other thing.

Herjavec: Uh-oh. John: Okay.

And I was really hoping
that one of you guys

would just take my initial offer
and I wouldn't have to go here,

but, um, I've never
said this to a soul,

and now national
television, of course.

♪♪

Narrator: One Shark is out.

Andrey has three
offers on the table

for his puzzle toy for
cats, Cat Amazing,

but he has something
to reveal to the Sharks.

I want to just level with
you guys on one other thing.

Herjavec: Uh-oh. Okay.

And I was really hoping
that one of you guys

would just take my initial offer

and I wouldn't have
to go here, but, um,

I've never said this to a soul,

and now national
television, of course.

♪♪

When Mooky d*ed, I
buried him with a note,

and the note made a promise,

and the promise was that
one day I would commit

all of Cat Amazing
to helping shelter cats.

Now, I understand completely
that promise binds only me

and my share of the business,
and I certainly understand

that giving away a
part of something big

is better than giving away
part of something small.

Yeah. I get all that.

But when you're talking about
royalty in perpetuity or 25%,

it starts to feel like I'm going
back on a promise to a friend.

Let me... You said


Can I make you a
slightly weird counteroffer?

And just consider
it. It's your company.

I would be willing to part
with 20% of the business...



to going towards shelter
cats in whatever way we can.

What would you say to that?

You're coming in with
me... You're offering me...

You offered me exactly
what you came in here with.

- Clever!
- What are you talking about?

Well, I'm still giving up...
You're giving away my 10%.

Yep. Yeah.

I'd be willing to give up 15%.

- You what?
- So a total of 25% I'd give up.

I would give up... So 10%
to you, 15% to shelter cats.

I just want you to
know that I'm not...

Wait, wait, wait,
wait. Wait. Hold on.

First of all, first
of all, first of all,

let's not compare
history of helping animals.

I'm on a board of
Petco to save animals,

so don't make this end up

looking like I'm
the cruel one here.

No, no, no, no, no. So
why don't we do this?

I'll give you the $200,000.

I'll give you that for 25%.


towards this cause,

and you match that
with 5% of your portion.

Wait a minute. I'm
gonna make you an offer.

I'll give you the
$200,000 for 22%.

That's it. No royalty.
Just straight equity.

Cuban: Wow.

♪♪

Would you be willing to
do what Daymond just said,

to give 5% of yours
and I give 5% of mine,

and we commit that
to helping shelter cats

in whatever way we can?

So we would give 10%
to the shelters together.

♪♪

- I'll do that deal.
- You'll do that deal?

- I'll do that deal. Yeah.
- Cool.

Cuban: Congratulations.

Greiner: I like
that you like cats

and you figured out something
really good for them. It's good.

Thank you, guys.
Thank you, everyone.

I really appreciate
it. Thank you.

So, I just got a deal with the
Shark that I was here to get.

I got a deal with Lori,

and I'm fulfilling a
promise to a friend.

I give up a little more equity,

but I think it was worth it
to fulfill a promise to Mooky.

♪♪

Narrator: In Season 12,
Dax Holt and Matt Walsh

made a deal with Mark Cuban

for their online custom
trophy business, TrophySmack.

It's good to be the king.

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

Holt: We saw our biggest
jump post- "Shark t*nk"

in the fantasy-football season.

We did $1.2 million
in a single month.

Walsh: Now we've
expanded our product line

to serve all champions.

Our trophies and
championship belts

can now be applied
to any achievement.

Father's Day gift, birthday
gift, groomsmen's gift.

Any kind of recognition
they want to give to someone,

they plop it right onto a belt.

All the things that
athletes love...

Rings, belts... you
guys are providing.

Cuban: I invested in
TrophySmack for two reasons.

One I love, love,
love Dax and Matt.

They are selling
machines. They are creative.

And, two, I love the products.

Walsh: We upgraded to an


Our headquarters is
bustling with 20 people.

Using the latest printing
and engraving technologies,

we've developed
a proprietary way

to produce championship belts,

something that's
never been done before.

I've been in sales
my whole life.

After "Shark t*nk,"
doors are opening.

It's like the universe flipped,

where companies
are contacting me.

We've done huge custom projects.

Our lifetime sales
at TrophySmack,

we've hit the $10-million mark.

Your ability to
deliver and adapt

has just been so
critical to your success,

so I'm excited for you guys.

I can think of hundreds of times

during the growth of TrophySmack

where I felt like
this isn't working,

but the biggest takeaway
is to keep fighting through it,

keep adjusting, be agile.

This is just the beginning
of TrophySmack.

We have big plans in store.

There is so much opportunity
to bring winning and achievement

into the 21st century,

and we're not
stopping any time soon.

♪♪

♪♪

Narrator: Next up is a product

to aid an important
milestone for a child.

♪♪

Hi, Sharks. We're the Wright
family from Renton, Washington.

My name's Mindy.
And I'm Brandon.

We're seeking $300,000

in exchange for 15% equity
in our company, Lil ADVENTS.

♪♪

Sharks, let's get
down to business

and talk about
those stinky... Ahh.

Messy... poopy diapers.

Or, even worse, poopy pants.

Oh, Brandon. Living it.

That is nasty! But it's so true.

Yep, we're talking
about potty training.

We tried everything to
motivate our little daughter, Ruby,

from potty-training books...

To potty-training charts...

to even rewards
like candy and toys.

But nothing worked!

We could not be the only
parents struggling with this.

Imagine how difficult
it must have been

to potty-train a little
Baby Wonderful.

[ Laughter ]

That is a devil child!

[ Laughter ]

Makes you want to
adopt, doesn't it, Kevin?

I tell ya. What a cutie.

Brandon: Sharks,
it was difficult.

That's why we created
Potty Time ADVENTures.

- Ta-da.
- The first toilet-training

Advent game.

Part Advent calendar and
part potty-training chart.

Each set comes with


that kids love to
collect and play with.

All your little one needs to
do to earn these rewards is...

Get this... make
successful deposits.

Hey, Mindy, that's a great
way to say "poop and pee."

Why, thank you,
Brandon. [ Laughter ]

From farm animals and dinosaurs,
unicorns and cars and trucks,

our award-winning product
has the right motivation

for every
potty-training toddler.

So, Sharks, who
wants to help parents

ditch those stinky...

Messy... poopy diapers...

Both: And turn those
bathroom deposits

into bank deposits?

With Lil ADVENTS.

- Good job.
- Alright.

So, let's say Baby
Wonderful takes a [bleep]

What does he get?

So, step number one,
make a successful deposit.

We know what that
is now. Greiner: Okay.

You find your first potty
punch-out with the number 1.

Find your coordinating
sticker. Oh.

Greiner: Okay.

So your child will
take the sticker,

place it on your first
potty punch-out...

Ah! ...and then is
instantly rewarded.

There you go. Gotcha.

Baby Wonderful's deposited.

Now, does... You open this
up and you get the farm animal?

Yeah. So that's your reward.

Yes, and he gets
very excited about it.

Okay. Now they're hooked.

They're like, "Oh, I want
to get all of my toys."

So it gets a little bit harder.

Row 2 and 3, you have to
make two successful deposits

to get your reward,
and then the last line,

you have to make
three successful deposits

to earn your reward.

Brandon, Mindy, I
have 3-year-old twins...

We know... as you may know.

I like to take credit

for teaching my
daughter how to potty.

Good job. That's great.

Cannot get my son
to that same point.

Mm-hmm. But tell me
how you know this works.

Well, we have over


and we have a 4.8 star rating.

That's pretty good. That's
good. How many have you sold?

We're at $320,000 year to date.

We did $205,000 last year.

- That's pretty good.
- Wow. That's not bad.

What does each one sell for,

and what does it cost
you to make landed?

$24.99. Landed is $4.66.

Oh, that's cool. So you've
got some decent margin.

- That's pretty good.
- Brandon, Mindy,

tell me a little bit
about your background.

So, I grew up in
low-income housing.

It was tough, and by the
time I got out of high school,

I had no real direction and,
you know, kind of lost my way.

By the time I was 26, I
looked at myself in the mirror.

I was like, "Man, I
could be doing better."

And what I wanted to do
was be in business for myself.

We met in 2008,

and within a few years,
we had three businesses.

Wow. We wanted to start

an online retail store,
and so that's what we did.

We took $300, invested
in some products.

We would sell
it, take the profits,

reinvest it, and
grew the business.

Mindy: And then
we built that business

to do over $8 million in sales.

- What?!
- Wow!

- And where's that business now?
- What were you selling?

So, shortly after
we hit that marker,

we realized that that business
model was no longer sustainable

for one of the biggest
selling platforms online,

which I'm sure you could
figure out who that is.

And then our reluctant
potty trainer, Ruby,

starts to come into play.

So being seasoned entrepreneurs,

we knew that we needed
to create something

that was proprietary to us,

so no one else could
basically knock us off.

And then Brandon
thought of this genius idea.

I was looking at this
potty-training chart

that my wife made, and
the chart was completed,

and I missed buying the
toy to reward Ruby here.

And I was looking at it,

and I thought it
looked like a calendar.

And I said, "Hey, honey,
why don't we make

a potty-training Advent chart?"

Brilliant!

So, what did you
make on the $300,000?

We should profit
about $92,000 this year.

- Wow.
- Good for you.

Thank you. And
we're running about

a net income of about


Good for you. Next year,
on the track we're going,

we should do about 20...
We should be hitting 20%.

Well, also know that we
are all-in on this, as well.

So, we saved a lot of money
from that other business

that we just mentioned.

So we've been living off of
our savings this whole time.

Yeah. We haven't paid ourselves
any income for over two years.

And we still won't. What
do you need the money for?

If you ever go down
a major retailer,

there's not much in the aisle.

So you guys
want to go to retail.

Well, and also just... Yeah.

Just to paint a little picture,
as well, we've only skimmed

the surface of how much
our sales can actually scale.

Just this week, we landed a deal

with probably one of the
biggest license companies.

Who's the company? Hasbro.

Okay. Okay. So, basically,
what we're gonna do

is we're gonna
license their characters.

"My Little Pony," "PJ Masks,"
"Peppa Pig," and Tonka.

-Oh! - "PJ Masks" is huge!

I don't even know who
some of those characters are.

My potty-training days
are way behind me.

For those reasons, I'm out.

John: I've always found
this a challenging space

only because you have to
find the new customer, right?

There's a lot of competition
out there, from home remedies,

"Hey, I'll give you more
candy," or do this and that.

I just don't get this, but
congratulations on the business.

Hope you do really
well with it. I'm out.

I just noticed something.
And tell me if this is true.

The lamb that's your logo.

This is BaBa.

Okay, but I think he
looks a lot like Robert.

[ Laughter ]

Robert has pink ears, too.

I do see a little
bit of a similarity.

But you know what?
BaBa is very adorable, so...

All joking aside, you are a
testament to just hard work.

Thank you. Thank you.
That means a lot to us.

You know, I think people
over-complicate success.

And you guys work hard.

You built one
$8-million business.

Here you are on "Shark t*nk."

That's why my parents
love America. Uh-huh.

You can get anywhere
with hard work.

What I'm trying to
understand here is

I don't know where
you go from here.

So, we're gonna go to
all the major retailers.

We have a great team of people.

- Let me take a s*ab at that.
- Retail is your answer.

I would never
take this into retail.

That is a shrinking
business, not a growing one.

I'm sorry. So that's not
a great strategy for me.

I don't like that business plan.

I wish you the best.
Good luck. I'm out.

Thank you. Thank you. Thank you.

Listen, guys. Squatty Potty
came in here several years ago,

and I knew it was
gonna be a hero product.

We did $250 million in sales

and then just recently sold
the business for a nice chunk.

And that's because
it was so broad,

it was so mass-market.

This, I think, is a
very niche business.

And, for me, I like things
that are a little less niche.

So for those reasons, I'm out.

Okay. Thank you, Lori.

Thank you so much.

What I really like

is I think you'll be great
custodians of my money.

And I love the Hasbro deal.

What I'm stuck with is Lori's
point, is, how big is this?

Like, if I take
this home tonight

and it works on
Hudson... It would.

I'm never buying another one.

Well, see, that's the thing.
Sometimes you do only need one.

But that's not good.

Well, I don't know. If it's...

There's a lot of
market out there.

I mean, a lot of kids
are born every year.

I got to be completely
honest with you.

I'm really, really struggling.

I can't get there.
I'm sorry. I'm out.

We understand.

Yeah, that's great.
Thank you so much.

Congratulations, guys. You
guys have accomplished a lot.

Good luck.

- Thank you.
- Yeah.

♪♪

Mindy: We did come
here today to get a deal.

Unfortunately,
that didn't happen.

And we will persevere
because we are entrepreneurs,

and that's what you do.
That's what we do. Yep.

♪♪

Narrator: Next in the t*nk

is a way to save
money on haircuts.

♪♪

Hello, Sharks.

My name is Tony, and I'm
from Derby, Connecticut.

I'm here seeking
$25,000 for 20% equity

in my product, the HairFin.

Sharks, as you
probably already know,

most home hair cutters
rely on hair clippers

to cut hair evenly.

These are great
for cutting short hair,

but these clipper combs
only go up to about an inch.

That's not very long.

You can always do a
bowl cut, but they're out,

and the colander cut,
it's not much better.

[ Laughter ] So if you
don't want one of those,

you're gonna need a way
to cut longer hair evenly.

Now, measuring
your hair as you cut it

seems like an obvious solution,

but if you're holding
your hair in one hand

and you're holding a measuring
tape in your other hand,

how are you gonna cut it?

What we need is
a modern solution

to this age-old problem.

Introducing the HairFin,

a measuring tool that
mounts to your hand

and stays out of the way
so that you can grasp hair.

Then, as you're
pulling the hair straight,

you can slide the
guide into place.

Once the guide is in
place, you can go ahead

and trim any hair that
comes out above your hand...

[ Clippers buzzing ]

Cuban: There you go.

Knowing that you're
cutting it the right length.

The HairFin is perfect
for home hair cutters.

It comes with 2-, 3-,
and 4-inch-long guides

so you can do a
multitude of haircuts.

[ Chuckles ]

It takes the guesswork
out of judging hair length

because you can measure hair

while holding it in
place for the perfect cut.

So, Sharks, who's
ready to make and shred

some hair-cutting
waves with the HairFin?

Tell us about you. [ Laughter ]

I started working when I was 14.

I worked to pay my
way through school...

Computer engineering at
Penn State. Quakertown.

And when I graduated, the
dot-com bubble had burst.

But, luckily, I had
done an internship

at a helicopter company,

so I got a job there
working on helicopters,

and I have 12 utility patents

for doing research
and development

on helicopter flight
control systems.

So that's a perfect
connection to HairFin. Wow.

So how did you get
from there to HairFins?

So, I also met my wife,
and when we got married,

we made a goal
to retire by 2020.

So, after years of
saving aggressively,

I was able to retire early.

- Good for you.
- Congratulations.

Greiner: Wow. Thank you.

So now I get to work on
things that I'm passionate about.

And part of what got me to
retirement is that I'm frugal.

I drive a $3,000 car. Wow.

And I also cut my own hair.

That worked out really
good until I grew my hair out.

And then all of a sudden,
I didn't have a way

to cut it even anymore.

And so I just had bad
haircuts for a while

until one night I got
to thinkin'. For a while?

O'Leary: I got to tell you,
Tony, with all due respect,

it looks like you
cut your own hair.

Thank you, Kevin. [ Laughter ]

I got to thinking.
I'm an engineer.

We measure things.

I'll just use a
ruler or something,

and I'll just measure
my hair and cut it.

So then one night
I got to thinking,

what I really need is something
that can mount on my hand

and then stay out of the way

so that I can still
grasp my hair.

And then when I'm
pulling it straight,

I can slide it into place.

Good idea. So, the next
day, I made a prototype,

and I cut my hair for
the first time in years.

And it was the best haircut,

believe it or not, that
I had had in years!

[ Laughter ]

I am curious...
What are the sales?

So, since I started selling
them in July of 2020,

we've sold $41,000 worth.

- Good for you.
- Wow! Wow!



- Never thought you'd say that.
- What do you sell them for,

and what does it
cost you to make?

I sell them for $14.95
on sale right now.

And it costs me $2 to
make them in the USA.

- Good for you.
- Tony, that's a good business.

Litwinowicz: I always knew I
wanted to make this in the USA.

I sell them directly
to consumer online.

Only on Amazon right now.

Tony, I admire anybody
who has a mission to retire,

doesn't work for money
but works for freedom in life.

But there's a price to my
time and where I put my time.

This is just too
small for me. I'm out.

But the thing is,
I don't think so

because we have a
very broad audience.

I make these for $2,
and I sell them for $14,

and it's super-scalable.

Why do you think
you haven't sold more?

I am an awkward engineer.

When it comes to
marketing and sales,

I'm more like a
dolphin than a Shark,

so I need somebody that
knows more about marketing

and also has the connections

that can help me
to promote this.

Look, Tony. First,
congratulations.

The most valuable
asset you can ever get...

You've bought
freedom for yourself,

so I commend you
significantly on that.

But this is just
not a fit for me.

So for those reasons, I'm out.

- Thank you.
- Tony, a question for you.

Tony, to best maximize your
chances with another Shark...

- Yes.
- And getting a deal there,

I'm gonna take myself
out of the equation.

- Oh, really, Lori?
- I'm out.

Tony, are you worried
that the two Sharks

that are left are
follically challenged?

So, Tony, what would motivate
you before you sold any Fins

to take some of that money,

which now you supposedly
have put aside for retirement,

and risk it starting a
new basic business?

Well, I have a lot of hobbies.

Making pizza. I'm really
good at making pizza.

But... [ Laughter ]

But the thing is, it's just...

It's just that weird... you
know, the circumstances.

Like, I like to mountain
bike. I like to surf.

I care a little bit but not
too much about my hair.

And I just need to get
it cut the way I want to.

"The HairFin... when
you care a little bit

about your hair
but not too much."

[ Laughter ] Tony, you're
amazing. You really are.

Thank you, Mark. O'Leary:
I don't have a hair problem.

Very simple for
me to cut my hair.

I've seen you
younger. You had hair.

You would've used one of these.

- Yeah, but here I am now.
- Kevin was never younger.

[ Laughter ]

- So, you got $41,000 in sales.
- Which is great.

A fantastic margin. I
mean, it's a great business,

but it's just... I don't
think it's investable.

I think it's terrific for you.

[ Chuckles ] Yeah. I'm out.

Cuban: Daymond. Daymond!

Daymond! Yo, Daymond!

I actually like the guy
so m... I like him so much.

And we're close by.
You're in New York.

I would love to
have you come up,

have some pizzas
and beers with us.

Herjavec: Get your hair cut.

Daymond, you
know this is for you.

I invested in the hair-cutting
device Cut Buddy.

He got his deal on Andis.
Makes a good amount of money.

I think does about a
million dollars a year in total.

He has a good living. I'll
actually give you a deal.

- Yeah.
- Yeah.

I'll give you a
deal because I...

Well, reason being I'll just
put you with my Cut Buddy.

Yeah. And you guys
can run the business.

I'll give you
$25,000 for, uh, 40%.

[ Sharks groaning ] 40%?

Daymond!

None of these guys made
an offer, but I'm very...

I got to be very honest.

I don't have time to run around

and do this stuff, but
I do have a partner.

You can counter,
Tony. You can counter.

Okay. I appreciate it.

So, I came in, and I'm offering
what the business is worth today

for, you know, $25,000,
valuing the company at that.

Understood.

Would you consider coming
in at $28,000 for 25%?

I got to give it to, honestly,
my partner to run it.

Oh, Lord, Daymond.

You're gonna do well when
this thing airs by yourself.

But I'd really love to have
you on board, Daymond.

Okay, well, you have
an offer, and that's it.

Are you willing to
go up in the cash?

Daymond, do you
have any flexibility?

Yeah. [ Stammers ]

- Come on, Daymond. Work with me.
- Daymond, come on.



- Ooh.
- Go to 25%.

Greiner: Oh, do it.

No. That's it.
That's my final offer.

Would you... Would
you go up in cash?

Would you do $35,000
for 30%, Daymond?

You know, I'm sorry,
man. I don't want to...

This is really important to you.

You have a lot of time
on your hands to think.

I think you're gonna be okay.

So I want to take
the offer off the table.

-Aw. -Oh, Daymond.

[ Sharks booing ]

I feel bad. I feel bad
doing that to you.

And they are not
offering you anything!

Boo!

- Aw, come on.
- Boo!

-I can't bel... -What
was your final offer?

My final offer, I think,
was $25,000 for 30%.

♪♪

Would you do $30,000 for 30%?

- No, man. No!
- Boo!

Please, Daymond. Come on.

Tony, Tony, this
is what we got...

This is what we're gonna
go through all the time

when we're talking? No.

You have a lot of
time on your hands.

Daymond, you've got a deal.

- Hey!
- Hey!

Thanks, I think.

[ Laughter ]

[ Chanting ] Tony, Tony, Tony!

- Tony, Tony, Tony!
- I can't wait to hang out.

All: Tony, Tony, Tony,
Tony, Tony, Tony, Tony!

I can't wait to hang
out with this guy.

Tony, Tony, Tony, Tony!

[ Laughter ]

- Way to go, Tony!
- I love it.

"We care about our
hair, but not that much."

Litwinowicz: That's
right. [ Laughter ]

Congrats, Tony.

- Alright. Thank you, guys.
- You got it.

[ Laughter ]

- Bye, Tony.
- Tony, Tony...

All: Tony, Tony,
Tony, Tony, Tony!

Litwinowicz: I thought
they were gonna love it,

but they started dropping
out, and I had to pull out,

you know, all the stops.

And thank goodness
Daymond came through.

And thank goodness
Daymond came through.

I mean, he's, like,
my favorite Shark.

So I'm so stoked.

♪♪

Narrator: Next in the
t*nk is a company

with an inclusive version

of a product found
in every home.

♪♪

Hi, Sharks. I'm Rashid.

And this is my
beautiful wife, Intisar.

And we're here
from Columbus, Ohio,

seeking $75,000 for


So, Sharks, when you
have a cut, what do you do?

You put a bandage on it.

But as you can see, it
doesn't match my flesh at all.

Sharks, we come in all
different tones and hues,

and there's no
"one size fits all"

when it comes to
the color of our skin.

So that's why we created...

Both: Browndages.

A line of flesh-tone bandages

made to match all
individual shades.

So, Sharks, when
you wear Browndages,

people see you
and not your wound.

We're on a mission
to heal, uplift,

and inspire the
community around us.

Browndages has five different
shades of flesh-tone bandages,

so whether you're chocolate
and divine like Daymond

or fair and fabulous like Lori,

we have the bandage for you.

But we don't stop at
just flesh-tone bandages.

Our character
Browndages were created

to inspire our kids to dream big

and become whomever
they want to be.

All while healing
them at the same time.

So, Sharks, you can't put
a bandage on all wounds,

but for the ones that you can,
Browndages have you covered.

So, in front of you, Sharks,
you have our amazing

first-aid kits, our
flesh-tone bandages,

as well as our kids bandages.

O'Leary: So, very
cool idea, okay?

Appreciate it.

But the bandages
industry has to be

a multibillion-dollar
business globally.

Yes. Why wouldn't
they just add this

to their existing
set of products?

Yeah, that was gonna
be my question, honestly.

So, they actually
did try to do that.

One of our bigger
competitors came out

with flesh-tone
bandages, as well.

Last year, when this happened,

all of our followers,
all of our supporters,

they had our backs.

They told the world that,
"No, it's already been done."

And when that happened,
we actually ended up

selling out of our product,
and we were doing this

before it was
cool to do it. Yes.

And I think because of that,
people, they've gotten behind us

and they've been
extremely supportive.

Last year, we had maybe


And within six days,
it went up to 75,000.

Yeah, what happened?
Around that time,

the country was in a
little bit of social unrest,

so people were
already standing behind

Black-owned,
small-owned businesses.

What were your
sales during that time?

During the six days, we
had $130,000 worth of sales.

- Just in six days?
- In six days.

- Whoa.
- And that's when we sold out.

We sold out completely.

And to manufacture
it, it takes some time.

So we were sold out for
about three, four months.

What were your
total sales last year?

It was around the
$135,000, $140,000 mark.

So you just blew through
your inventory right away?

- Yeah.
- Yeah.

When were you able to
replenish your inventory?

Not until November.

November 2020. End of the year.

Okay, so, November 2020 to
now, how much have you sold?

Probably like $50,000.

So, what's the normal sales,

and where are you
selling your product?

Our normal sales, honestly,

is around $7,500 to
$10,000 a month. Right.

And we sell exclusively
online, our own website.

And it's all word of mouth.
It's all on social media.

Got it. So you're all
direct-to-consumer. Yes.

But as of right now, we're
not in any big-box stores.

We're in the process of trying
to get into some right now,

which is why we need your help.

Greiner: Have any
reached out to you?

Yes, we actually...

Last year, we were reached
out by Dollar General,

but the only thing about that,

we would have to sign an
exclusivity deal with them.

- You don't want to do that.
- And we couldn't do that.

Good for you.

How are you compared to
any type of other bandage?

Price-wise, we're
very competitive, yeah.

The tins, those
retail for $4.99.

We bought them for $1.27.

The paper boxes,
we sell those at $3.99.

We bought those for 63 cents.

But, Intisar, what was
the aha moment that said,

"We are gonna take on these
huge Band-Aid companies"?

We wanted to
instill in our children

and show them
that even a product

as small as a bandage should
take you into consideration.

The character bandages
that were already out,

they didn't have images on
them that were of characters

that they can
grow and aspire to.

I love the mission.

So how do you get to a
million dollars, $10 million?

Rashid: So, the
good thing for us

is our product
essentially sells itself.

When people see it, they buy it.

Our issue is we don't have
the marketing knowledge

to put it out there.

You've solved the problem,
but now you identified

the number-one
issue... distribution.

It is really hard,

particularly in a
mature industry like this.

You're asking for $75,000,

but that doesn't solve any
of your distribution problems.

It's nothing.

So, for us, our vision
is honestly to hopefully

start talking to daycare,
talking to schools,

talking to hospitals,
getting them in there.

We have so much
room that we can grow.

What volume do you
think you're doing today?

We order 60,000 boxes,

and each box has


And how many do you think

the largest bandages
companies order at a time?

Like, I have no idea.

Billions. Would it be
hundreds of millions?

Probably millions, yeah.

Alright. Let me tell
you where I'm at.

My fear about this business is

sometimes, in some businesses,

the scale of something
is so massive,

you can't even get
close to that price point.

Gotcha. And many
people have tried.

It's a journey that you're
gonna continue to go down,

regardless of what
I tell you. Yeah.

I wish you all the
best, but I'm out.

Okay. Appreciate it.
Thank you. Thank you.

But to that point,
our price point,

compared to our competitors,

it's not that big of
a difference. Yeah.

There are many
global companies today

that want to be supportive
of families just like yours.

Mm-hmm. Mm-hmm.

'Cause it's the
right thing to do,

and people care about that.

The big challenge
is to get to them

'cause getting up to the CEO
of a global company is not easy.

- Right. Correct.
- Luckily, Sharks can do that.

Because everybody
returns my call. Everybody.

- Not everybody.
- Everybody.

Even you, Mark. [ Laughter ]

So my view of this is to simply

go to the number-one,
-two, and -three players

in this space and say, "Look.
This is an incredible family.

It's an incredible story.

It's a brand that
you could own."

'Cause the name is
spectacular. Okay?

That's probably worth
millions of dollars.

It's just so well-thought-out.

I'd give you the
$75,000. I want 15%.

That's the path for me.

I don't want to get market
share and fight with them.

I want to partner with them.

And your children will
thank you for it forever.

We went into it wanting to
inspire the kids, definitely.

But we also want to make
sure that we leave something

for the kids when we're
gone, so I think in that sense...

Daymond, do you want
to do something together?

It does make sense, and it's
a smart, um... a smart proposal.

I love this because it's...
It's bigger than the product.

Intisar: Yes. Important mission.

So why don't we go in together?

I'd like Mark and
Daymond to go in with me.

I'm not sure what percentage
you would like, gentlemen,

but are you game to do it?

♪♪

Narrator: One Shark is out.

Kevin has an offer on
the table for Browndages,

bandages for diverse skin tones,

but Lori would like to team up

with Mark and
Daymond on an offer.

I'm not sure what percentage
you would like, gentlemen,

but are you game to do it?

I... For the obvious reasons,
I love the diversity of it.

I find that when this country's
been separated for no reason,

I find that when Black and white
get together, we make green.

Yeah. Yeah. Period, right?

There's diversity, and
that creates innovation.

I would be in on that,
Lori, but I think if Mark is in,

I think it's at 30%,

and maybe we even give
them a little more money.

Yeah, I'd rather give more
money and have more equity.

I'd be in on that deal.
So it'd be 10%, 10%, 10%.

John: 100K?

So $100,000 for 30%
Mark, Lori, and myself.

Does that make my offer
look a lot more attractive?

[ Chuckles ] Rashid, would
you like to make a counter?

So, if we went in with the 30%,

even though that's
a lot of percent...

A lot... what exactly
would you be doing?

So, I'll tell you exactly
what I would do.

First, I'll tell you
guys to put your URL,

you know, your dot-com
right on the back of these

so everybody always sees it.

Then I'd go to our players
and I'd say, "Hey, guys,

these are the
Band-Aids we're using."

The Mavericks partner with
schools all around the city.

I can get them into the
nurse's office and say,

"Look. Here it is."

And on top of that, it's
not just Black people.

It's Browndages.
Right? So it fits Hispanic.

So we'd extend into
multiple communities

so they all can
feel represented.

That's the approach
I would take.

Same thing I would do.
My music community.

I would do co-branding with you

with my line Coogi
as well as FUBU.

We'd do exactly what we do best.

And I would help
you on the retail end

of trying to get this out there

into as many
retailers as we can.

Intisar, I think they did a
good job of pitching you.

- I agree.
- What would you like to do?

We're gonna counter.

For $100,000, the
three of you guys,

and you each get 7.5%.

Apiece? Yes.

What if we gave you a
credit line for your inventory?

You know, for another $75,000,

which gets you a
nice inventory run.

- I'll agree to that.
- I would agree to that.

♪♪



[ Laughs ] He sounds
like a commercial.



Um...

Okay, okay, listen. I'll match
the 100K. Right. It's true.



[ Laughter ]

Can you come
down to at least 25%?

I'm good with that.



We got a deal.

- Let's go. -Alright.
- [ Laughs ]

I thought you were gonna
mess this thing up, man.

- No, no. Of course not.
- That's still a lot.

Appreciate it.

- Thank you so much.
- Congratulations.

- Congrats, guys.
- Appreciate it.

- Thank you.
- Congrats.

- Thank you so much.
- Congratulations, guys.

Have a good one.

Whew! Ha ha! That just happened!

I don't know why he took
that offer. I really don't.

Kevin was right on.
The value's in that name.

Cuban: Yeah, but think about
what's sold the bandages to this point.

There's a big difference
when a company

takes a small business
and blows it up.

People don't get behind it.

The community
doesn't trust it as much.

I can't even fathom right
now exactly what it means

and what it's gonna
do for us to have

Mark and Lori and Daymond
all on the Browndages team,

but I only expect
things to go up

and for us to continue to grow

and leave an even bigger legacy
for our children.

Yes. Definitely.

♪♪

♪♪