Narrator: Tonight
on "Shark t*nk"...
So, I rigged up a
camera inside this helmet
so you can see
exactly how it looks.
Now, these are cool.
If you could use one
word that describes us,
it's literally "clutch."
So you've got to be
making a boatload of money.
- Yeah.
- We're not defined by, like,
our biggest successes and
the greatest of the greats.
We're defined by what we
do when things get tough.
You guys, I will not stop
until I make this an
international company.
You'll never succeed without me.
[ Sobbing ]
♪♪
Narrator: First in the
t*nk is an accessory
that is functional
and versatile.
♪♪
Hello, Sharks. I'm Jenny Hutt.
This is my sister Stacy. And
this is our partner Andrea.
We are the team that
invented Bunny Eyez!
Today we're seeking
a $200,000 investment
for 10% equity in our company.
Sharks, years ago,
I was sitting at the salon
having my hair colored,
and I experienced a problem
that many people face.
I couldn't wear my glasses and
read while having my hair done.
I kept having to
take my glasses off
and put them on
and take them off...
just so my stylist
could do my hair.
In that moment,
I said to myself,
"I wish I could flip the
temple of my glasses
and hold them in my hand."
That was the moment that the
idea for Bunny Eyez was born.
Bunny eyes are
the first wearable...
tiltable... flippable...
O'Leary: Oh! ...reading glasses.
Pretty cool, huh? Wow.
Bunny Eyez can be
worn or used comfortably
no matter what activity
you're engaged in.
Sitting on the couch,
you want to watch TV
and scroll social
media at the same time?
Just tilt the front of
your Bunny Eyez frame.
You can do both.
Lying on your side in
bed reading a book?
Not a problem now. Mnh-mnh.
Just flip one temple down.
And boom... you're
comfortable reading in bed.
[ Laughter ]
Sitting in the makeup
chair or at the salon,
just hold your
Bunny Eyez like this.
Bunny Eyez even come in handy
when you want to give
your teenager that look.
You know the one. [ Laughter ]
We've taken the centuries-old
design of everyday glasses
and made them so much
more functional and stylish.
So, Sharks, who's
ready to wear...
tilt, and flip their way
into a clearer future
with Bunny Eyez?
-Ah. -Good job, good job.
Sharks, in front of you
are samples of Bunny Eyez.
- Yes.
- Thank you.
♪♪
So, I've got the
arms down. I get that.
Jenny: Right. Yes.
And now I'm like this.
Correct. Okay.
Jenny: So you all know,
it's a patented hinge.
We have two utility patents.
What's been the response?
We've had a really
tremendous response.
Lifetime-to-date
sales is over $5 million,
a little over 200,000 units.
Corcoran: Wow! Whoa!
Greiner: Wait, wait,
wait. I didn't expect that.
How did you sell $5 million?
Yeah, so, we started selling
them the summer of 2018 and...
Okay. How much
did you sell in 2018?
Little more than $600,000.
First year?
Yes. Wow.
Okay. 2019?
Wow. Okay. 2020?
Okay. What happened there?
The last couple years
have been downwards.
We had $700,000
in the next year,
and then last year, a
little more than $400,000.
Ohh.
So, what propelled you initially
to get that big bump of sales?
And then what happened
to slide them the other way?
So, initially, the response
was really strong.
A few famous people had
gotten their hands on them
and had talked about
them on television and...
Can you share who? Sure.
So, Hoda Kotb went
on the "Today" show
and said they were her
favorite thing. That's great.
Two weeks after we...
Launched.
Launched our product.
Wow. We didn't
know she was doing it.
- We had no idea.
- She didn't tell us.
That's great. That's great.
And so to answer your
question, Mark, look.
Stacy and I named the
company after our mother.
Our mom's name is
Bunny. She passed away...
- Aww.
- I'm sorry.
Jenny: in 2008.
And starting this company
and doing it in her honor
was the first time, after
all these years... Yeah.
We were able to say her
name and smile and have joy...
Wow... instead
of just falling apart.
Mm-hmm, so, then in 2020,
like everybody with
supply-chain issues,
we couldn't get our
product and our inventory.
We couldn't get it
right. It was spotty.
But on top of that, we also
had chemotherapy appointments
we had to take our father to
because our father got
diagnosed with cancer...
- Oh, no.
- During the pande...
in the end of 2020. Right.
In all fairness, the
business did suffer
because our
energies were diverted.
And I'll let the... I want
them to speak, too. I'm just...
And on top of it,
we spent our time...
We were redoing our website.
Coming out of the pandemic,
we were gonna put, you know...
Throw everything at this
to come back strong. Yeah.
And the day we
launched our new website
on Black Friday, our
dad passed away.
That's the day our dad d*ed.
Ohh. I'm so sorry.
Which year was this?
- This past... '22.
- This was the end of 2022.
Jenny: So, we lost our parents.
We didn't lose the
lessons that they told us.
We're not defined by, like,
our biggest successes and
the greatest of the greats.
We're defined by what we
do when things get tough.
And we are resilient,
and we are at a point
where we want to bring this back
and reclaim what we had and
the momentum that we had.
Alright, guys, what
are you making them for
and what are you
selling them for?
Our cost of goods
landed is about $3.70.
The case is another
And we sell them
for $35 and $40.
- Wow!
- That's some good margins, yeah.
Are you selling this
primarily direct-to-consumer...
Yes. Yes... on your website?
Are you selling through
Amazon, as well? Andrea: Yes.
Do you have any other investors?
We are self-funded.
We have zero debt.
And we did recoup our initial
investment after year one.
That's the only monies
we've taken out...
So you guys are k*lling
it. I mean, well done.
Why do you need a Shark?
We need distribution.
We need big-box stores.
We need other
avenues and channels.
We want to make our reach as
big as possible because, look.
Corcoran: Jenny. Yes.
Every entrepreneur
that comes in here
wants their reach
as big as possible.
They want to be everywhere.
What's your actual plan to
market them to get to your goal?
Jenny: The way we see this is,
with the right channels
of getting the distribution,
of getting the right displays
in the big-box stores...
Because we know real estate
in these stores is very expensive.
To show the functionality of
our Bunny Eyez, we believe,
why would you want to wear
any other brand of reading glasses
when these are, like, the
Transformer of glasses?
So, guys. Look. This is
a very mature industry.
Yes.
And we have seen all
kinds of ideas in eyewear
over the last 15
years of "Shark t*nk."
We're all educated, and we
know there's a behemoth out there
that provides all of
the frames... Correct.
For everybody,
everywhere, all of the time.
Have you gone to them and said,
"Look. You have
distribution everywhere.
You provide an OEM service
to every brand in the world."
You know exactly
who I'm talking about.
-Exactly. We've
had a conversation...
We have the answer
to your question.
Okay. Yes or no. Are they
interested in licensing it?
- W-We're in discussions.
- We're in discussions.
- You are?
- Yes.
And I was gonna
say to you, Kevin,
because you're
the licensing master,
that that was one option.
It sounds like you've
already talked to them.
I don't think you need me.
Very preliminary stages,
but we had one
preliminary conversation.
Look, guys. I'm not your Shark.
I appreciate it. I'm out.
Okay. Look. Part of
the challenge to me is...
You know, when Hoda
wears them, these TV shows,
people watching linear
television are trending older.
So it's a great match
for what you're doing.
Social media, maybe
some on Facebook,
isn't as strong a
match. Jenny: Yeah.
It's really interesting.
It's really cool. Yeah.
But it's still just a reader
at the end of the day.
And it has to be demonstrated
to the age-appropriate group
that needs readers, right? Sure.
Which isn't as strong
a match to social media
as I think you need to
really get that momentum.
So for those reasons, I'm out.
Oh, come on back.
Aw, come on, Jenny!
Come on back,
Mark! Come on, Jenny!
Corcoran: I have to be
honest with you guys.
I don't think you could sell
it in the retail space at all.
I think you need someone to
show it, and that's a problem.
It's really the technology...
I think it's gonna
be a huge challenge.
And it's not one
for me. So I'm out.
- Thank you.
- I agree with Barbara
in a sense, because
when we said,
"What are you gonna
do with the money?"
one was in-store stands.
And it made me kind of go...
Well, this is the thing. We
want a partner to work with us.
Corcoran: No, but, you
know, you overestimate
what a Shark could do.
We're your financial partners.
We give you guidance.
Sure. But I think
you sounded to me
like you were looking
for, like, a working partner.
No! No, no, no! We're looking -
John: And so
going back to that...
But I think going back
to that, I'm interested.
♪♪
♪♪
Narrator: Three Sharks are out,
but Daymond is interested
in Stacy, Jenny, and Andrea's
eyeglass-frame
company Bunny Eyez.
John: Alright. So listen.
There are something
called granfluencers,
and they're highly respected
because, at a certain age,
they're saying what
they want to say...
Corcoran: Yes.
Because they believe it.
And I think that that
is a market that...
Everybody's trying to
go for the kids. Yeah.
But a lot of kids are
really having a great time
with their
grandparents on social,
and their grandparents
are the best.
So I will offer you
the $200,000 for 20%.
And I would want $2 a pair.
And when I get my $200,000 back,
it will go down to 15% equity.
Okay.
Cuban: Ooh.
♪♪
What about you, Lori?
Well, you know
what? Listen, ladies.
Lori, you have I mean, it's you.
I... Listen. I will tell you.
I think that what
you've done is so smart.
It really is a more clever,
better "mousetrap," so to speak.
Right?
I am the believer that
with this type of thing,
it's just highly demonstrable.
I don't think it's something
that goes into a retail store.
I think it's just way too hard.
I would have looked at this
as a licensing
play, really. Yeah.
And Daymond just
gave you a really...
He gave you a good
offer. It's... Yeah.
I think that Daymond
has a lot of context
within your glass arena.
He's also in our color.
Look. He's in pink.
Yes, and I feel like he
might be able to execute that
for you relatively
quickly. Okay.
For that reason, you guys,
I think that he would be
a great partner for you,
and so I'm out.
Alright, guys. What
are you gonna do?
♪♪
Daymond, we watch
the show religiously.
Of course. Because
what entrepreneur doesn't?
How else are we
supposed to learn?
I watch it, too. Yeah. Right?
And so we know better
than to haggle over 2%.
So I think that what
you're offering us
is, you know, pretty
exciting. Is great.
And we'd love to
have you on board.
Oh! Alright! Congrats, D.J.
I need a hug!
Why is it working out
for me today so well?
Thank you so much.
Thank you so much.
Cuban: Pretty in pink.
This is just the
coolest thing ever
and, like, the best day ever.
Congratulations!
- You guys!
- We got a deal!
We just got a deal! We
just got a freaking deal!
♪♪
Narrator: In season 14,
Rachel Solomon
and Aaron Menitoff
made a deal with Lori Greiner
for their gourmet-cheese
and charcuterie-board
business, Boarderie.
Both: You got a deal!
Narrator: Let's see
what they're up to now.
Menitoff: Boarderie is the
only company in the world
that ships prearranged
cheese and charcuterie
boards nationwide.
Solomon: Nobody
else is doing this,
and it's really a
completely new concept.
When we started, we
were selling through
other third-party
vendors online.
Our product was selling well,
but we really needed to
sell through our own website
to connect directly with our
customers and see what they wanted.
through our own website.
I think a lot of
small businesses
have a lot of fear going
into direct-to-consumer,
but at the end of the day,
nobody is going to
drive sales like you can.
You can sell it at the
price that you think is right,
and then you also make
the best profit margin.
Greiner: I've helped
Boarderie scale
in that I've given them
great marketing advice,
I've introduced them
to cheese purveyors
where they got better cheeses.
I've given them entrée into
my entire social-media world
and millions of followers.
Before "Shark t*nk," we
had $3.3 million in sales.
It's been 10 months since
we've been on the show,
and we've done
$15 million in sales.
We only had 15
full-time employees.
Now we have over
Something that's
really important to us
is keeping our
production in house,
and hopefully next
year we will have
an additional 15,000 square feet
so we can double
our order capacity.
We want to be the company
that is synonymous with
cheese and charcuterie,
and that's why we
decided to build the largest
cheese and charcuterie
board in the world.
I can confirm that
you all achieved
a total of 769
pounds and 13 ounces
of qualifying ingredients.
Congratulations! You
are officially amazing!
None of this board
is going to waste.
In fact, we're
donating all of the food
to a nonprofit whose mission
is to end homelessness.
Hello.
How are you, Lori?
I just want to say
congratulations.
The achievements in such a
short 10 months is astounding.
Three cheers, everybody!
[ All cheering ]
Solomon: Looking
back over the past year,
just how far we've
come blows our mind.
It just is so
exciting to be here,
and "Shark t*nk" has been
such a big part of that for us.
It's given our business
so much validation
and so much opportunity,
and we're just really grateful.
♪♪
♪♪
Narrator: Next up is a way
to make learning more fun.
♪♪
Hi, Sharks. Welcome
to my classroom.
My name is Brandi.
I'm an ex-teacher
turned entrepreneur.
Today's lesson is...
why you should
give me a ton of cash
so I can make
you a ton of cash...
so together we can tackle
the literacy crisis in America.
Sharks, when I was a teacher,
my students who
struggled to read
were frustrated and embarrassed.
I watched my students
turn from confident learners
to thinking they were stupid.
And I realized that
can follow a child
for the rest of their life.
So I decided to gamify
reading in my classroom
to make it fun and stress-free.
And the results were astounding!
My students who
once struggled to read
started devouring
books like hungry sharks.
And that's why I created
The Fidget Game.
This is not your
average board game.
This is basically
a teacher in a box.
My games are multisensory,
aligned with the
science of reading.
And they work!
Here is how you play.
First, a child chooses a card.
If they get a heart card,
it signals they need to
know the word by heart.
They cannot sound it out.
If they get a
lightning-bolt card,
it signals they need to read
it in a flash by sounding it out.
If the child says
the word correctly,
they can roll the die, pop
the bubbles down on the mat.
Whoever pops all of the
bubbles down first wins.
[ Laughs ]
So, Sharks, I know
you're probably
nervously fidgeting
waiting for my offer.
Here it is.
♪♪
I'm seeking a $500,000
investment for 10%.
Corcoran: You gotta
be crazy! John: Whoa!
Now we're nervously twitching.
Ooh! Brandi: Now
you're fidgeting.
A 10% equity in my company.
Sharks, listen.
Connect with your inner child.
They are saying, "Invest!"
Who is ready to fidget your
way forward to a ton of cash
and tackle the
literacy crisis with me?
I can't wait for you
to justify that number.
I am so excited, Barbara!
[ Laughter ]
Barbara, I have to
tell you something.
My entire company would not
have happened if it wasn't for you.
- What?
- Well, I'm happy to hear that.
I came home one day,
and my husband
completely shocked me,
and he said he wanted a divorce.
Out of the blue.
I fell into a very
deep depression,
and I was laying in bed...
This is a week after he left...
And a TikTok video
pops up on my phone.
And it's your story. It was
about you being a waitress.
Then your... I think
it's your ex-boyfriend.
Corcoran: The
bastard came. Yeah.
The bastard.
And he, I think, left
for the secretary?
He sure as hell did.
And then you
created your empire.
Yeah. The best thing that
happened to that story...
I hope I included it... was
on the way out the door...
We divided the business.
He said, "You'll never
succeed without me."
And I knew that second
that I was gonna succeed
beyond my own dreams.
I was gonna show
him how far I could go.
Yes. I just felt if you could
do it, I could do it, as well.
I wrote up my
entire business plan.
I moved into my mom's
basement, and I found a supplier
and created all the designs
within a week. Greiner: Wow.
And I've been in
business for 13 months.
That's all?!
And I've done
$3.2 million in sales.
- Wow!
- What?!
- Wow!
- Are you kidding me?
- Amazing!
- Yeah!
O'Leary: Ohh! Let me guess.
Your husband's calling
you out for a date.
[ Laughter ]
You know what? It
was the best thing
that ever happened
to me, that divorce.
Cuban: Good for you.
Greiner: Oh, absolutely.
Greiner: Barbara
should do this deal.
By the way, also... Barbara,
just like me, she can't read.
I can read now.
Because we're dyslexic.
Brandi: I know. I know.
And, Mr. Wonderful,
you are, as well.
Yes, he is. Yes, I am.
Yeah. Yeah.
Just to support your
story, I made my first...
My first success was
The Learning Company,
and all we did was advance
reading and math scores.
The power of telling a parent
that you can solve
for reading scores is...
It's unsatiated.
This is the reason you've
done $3.2 million in 13 months.
Kevin, I was a
teacher for six years,
and I had parents at
teacher/parent interviews
crying about their
kids' reading scores.
You guys, I will not stop
until I make this an
international company.
So, Brandi, how did
you sell that much?
What was your way,
your mode of selling?
So, 85% of my sales are Amazon.
I... Initially I made a teacher
council of 100 teachers,
and I sent them the games
and I said, "I need feedback.
I need to know what games you want
me to create next." That's smart. Yep.
They blew it up all over TikTok.
That helped my ranking on Amazon
because people started
organically searching.
So I became the
number-one reading game
within six months on
Amazon. Corcoran: Wow. Wow.
And are you one of
the only reading games
or the only one like yours?
The only one like mine.
I do have people who
have copied my game.
And I think what keeps me
ahead of that competition
is the learning
guide and resource
I provide in that game.
It is completely aligned
with the science of reading,
which is actually
mandated in states now.
I believe that keeps me ahead,
as well as my teacher council.
Okay, so, let's walk
through the numbers.
What does it cost to buy a kit?
What does it cost
you to make it?
What's your customer
acquisition cost?
What's the return on
advertising spend look like?
Yes. Okay. So, The
Fidget Game Sight Words
is landed $3.89.
Word Pop! is $3.45.
Customer acquisition
cost is $6.80. Wow.
And my return on ad spend for
Facebook going to my website
is a 2.6 ROAS.
And it's a 3.7 on Amazon.
What do you sell that for?
$29.99 for both games.
- Wow.
- Wow.
So you've got to be
making a boatload of money.
- Yeah.
- I am.
[ Laughter ]
Okay. So, my net
margin is at 25%.
But last month, it was at 32%.
So you'll make over
$1 million this year
if you just continue your sales.
Yeah. This year, I will
make $1.25 million in profit.
Thank you, Mark. Corcoran: Wow.
Tell me, why do
you need a Shark?
Why I want a Shark is for
two very important reasons.
I want product expansion.
So, how I view this
is basically, from
pre-K to grade six,
I want to create
a reading funnel
where I take kids through
their entire literacy journey.
And then I want
to go into gamifying
other parts of the curriculum.
I want to go
international expansion.
I want to translate
to other languages.
I also want to go into
the English as a
second language market.
Why would you need a Shark
to do those items, though?
Okay, because I feel like to
go from where I am right now
to where I want to go,
to be a $50-billion,
$100-billion...
Or a hundred... "Billion."
Million-dollar
company... [ Laughs ]
I want to focus on
the creative side.
Like, I'm working 13-hour days.
I haven't taken a weekend off.
You always will, by the
way. Don't dream about that.
And that's fine. I love
it. I love what I do.
But I would love to be focused
on the creative aspect of it.
And for a Shark to...
I'm not saying you guys
are going to be doing
the work for me at all,
but basically that you could
you could help mentor me.
Who's the right people to hire?
What's the next step for this?
I'd like to make you
an offer if I may, alright?
The 10% for $500,000 just
doesn't feel to me about right.
Okay? Mm-hmm.
I'll give you
$500,000 for 20%.
I would be very happy
at 20%, honestly.
[ Laughter ] Barbara...
That's like getting all your
money back on day one, Barbara.
Brandi: I love you. I can't
tell you how much I love you.
She's your right partner.
You are definitely
my right partner.
But what are you
thinking? "But..."
Can we go to 15%?
Yes, we can. Do we have a deal?
We have a deal. Okay.
[ Laughter ] John: Wow.
I am your poster baby for
this. What an incredible story.
We are gonna make
the smart kids so jealous.
I love you. Thank you, Barbara.
Bye, guys. Thank you so much.
Cuban: Congratulations, Brandi.
Good job, Barb.
Corcoran: Thank you.
Well done. Right up my alley!
Brandi: [ Exhales deeply
] I feel such an affinity
with Barbara because, you
know, she worked through her life
as a waitress to get
to where she was.
She came from a very
middle-class family.
I feel so aligned with
how hardworking she is
and dedicated and
determined she is,
and it feels like a
perfect partnership.
♪♪
You wanna pull it up to your chest.
You may wanna go back on the... Yeah.
- Now, Robert, start hopping.
- So it fits...
It is. Yes.
We don't advise to do that.
Yes, 'cause we
don't want you to fall.
Look. Being a Shark is
all about the commitment.
I've even bled on this set.
[ Laughter ]
You okay, Robert?
[ Whimpering ] I'm okay.
That definitely
normally doesn't happen.
Ohh! [ Laughter ]
See what we have to deal with?
Oh, my God! I'm
bleeding! [ Sighs ] Hey.
Greiner: [Laughing] Oh, my
God! Cuban: Robert is bleeding.
Robert, are you
okay? I hate you!
Kupper: Oh, no!
I think Kevin
pushed me, honestly.
I'm bleeding, people!
Get a lawyer. [ Chuckles ]
♪♪
Narrator: Next up
is a high-tech way
to stay connected on the slopes.
♪♪
Hey, Sharks. My
name is Fletcher.
And these are my
brothers, David and Henry.
And we're the Rekkie team.
Today we're seeking
a $300,000 investment
in exchange for 10% equity
in our company, Rekkie.
The three of us grew
up skiing together,
and we still believe
there's nothing better
than the perfect
day on the mountain,
catching that first
chairlift up in the morning
and cruising all day long.
The problem...
When we get split up!
Well, losing this
guy happens a lot.
Look. I'm the middle
child. I have to be different.
While these two skiers race
each other down icy cruisers,
I'm peeling off
with my snowboard
to find fresh powder and my
own way down the mountain.
That's all well
and good, Fletch,
until we get to the
bottom of the chairlift
and don't know
which way you went.
Sharks, this
happens all the time.
And he could try
to text us or call us,
but it's hard to
whip out your phone
in the middle of a ski run.
We knew there had
to be a better way,
so we created it... with Rekkie.
Rekkies are smart snow goggles
with a built-in
heads-up display.
The display projects
directly onto the lens
and just seems to float
out in front of your forehead.
With just a quick glance up,
you can see where
your friends are,
how fast you're going,
read your unread texts,
control your music, answer
phone calls, and so much more.
But these aren't VR goggles.
We're not blocking your view.
In fact, we're
using state of the art
in lens clarity, anti-fog,
and contrast-boosting
technologies
to make them the best
ski goggles possible.
And that's before
you even turn them on.
Sharks, it's time to grab
your skis or your snowboard
and join us on the mountain.
We know with your help we
can take Rekkie to the next level.
Before we get into the business,
Henry's gonna walk
you guys through a demo
and show you how
the goggles work. Okay.
So, I rigged up a
camera inside this helmet
so you can see
exactly how it looks
when you're wearing
Rekkie goggles.
The default display
is the dashboard,
which has your speed,
elevation, a clock,
number of new
notifications in that top left,
and, of course, the compass.
Alright, Sharks, you
each have a set of goggles
out in front of you.
Feel free to try them on.
♪♪
Now, these are cool.
Let's say you're coming
down the mountain.
Fletcher goes off
like crazy to the right.
I don't understand how
that helps me find somebody.
You are in a group
of friends on our app,
and you can either just
have the app on your phone
so it's tracking where
the phone's GPS location.
Or if you're in an area,
say, with low cell service
like out in the back country,
the goggles themselves
have a built-in long-range radio,
so you can still know
where your friends are
even if you don't
have cell service.
The app's really easy to
use. You create a ski group.
You can see where
your friends are on a map,
you pair your goggles,
and then you can
also track your stats.
But the friend is tagged
by their cell number?
By their cellphone. Okay.
For me... and I ski a lot...
My biggest problem
is finding my friends.
It wouldn't help me so much
to know their distance from me,
but I need to know
the name of the run
and the chair that feeds
that run. Does this show this?
- We're working on that.
- Ah. That's everything.
That'll be hopefully
coming in a software update.
But you can see...
If you do have time
to pull out your phone...
Say you're on a
chairlift or the gondola,
you can see on the
maps tab of the app
exactly the name
of the run they're on.
But you still have to
pull out your phone.
John: Yeah, but aren't
you back to stage one again,
pulling out your phone?
What does this cost and what
does it cost you to make it?
And how many years
have you been selling it?
So, we just launched
late last year,
so we have one ski
season under our belts.
So far, we've done
about $175,000 in sales.
- Good for you.
- Great. How did you sell it?
Through the ski shops?
- All direct-to-consumer.
- Wow.
Price point?
It's $349. O'Leary: $349?
What does it cost
you to make it?
So, during the pandemic,
chip prices spiked.
Things got a little expensive.
We were at $160...
Mm-hmm... per unit.
Our current run that's
in production right now
is $130 a unit.
And we think with some scale,
given the nature of the product,
we can get that down to about
$100 landed. That's our goal.
How does $349 compare
to the cost of a typical
good ski goggle?
Same general ballpark.
So, like, the top brands
usually have something
that's in kind of the low $300s.
We believe this is the best
ski goggle on the market,
even without the display.
Is there other people
anywhere close to doing this
right now in your market?
No, not really. No.
There are some people
in some other sports.
Rekkie is about action sports.
We think this is practical,
really cool augmented reality
for action sports.
Is this patented?
So, we do have a patent
pending on the... on the display
and the way that
the display reflects
off of the curved lens
of the goggle. Right.
So, guys, who's the tech dweeb?
Greiner: Yeah. So,
Henry's the hardware...
What's your background, Henry?
So, I got a mechanical and
aerospace engineering degree
from Princeton then...
Whew! Oh, that's nothing!
Wow. [ Laughs ]
Then I worked in Silicon Valley
as a research engineer
for a car company.
And what about you guys?
So, our backgrounds
are in business.
David started his career
in management consulting
then went into private equity.
I was in investment
banking in New York
and then went into
private equity, as well.
So you guys went out and
raised how much money for Henry?
Between the co-founders,
we're fully
bootstrapped to date.
- Oh, wow. Good for you.
- Unusual.
And we've put in $200,000 of
our own hard-earned money.
That's it? Just 200 grand?
Greiner: Wow. Good for you.
And we also won a $40,000
grant from a local firm...
- You haven't taken any money?
- Good for you guys. Amazing.
That seems so
cheap, right? It is.
We have not raised
any outside capital
or given any equity away.
Okay. Are you full-time
running the business now?
I'm full-time on it and
have been for over a year.
Okay. And you two?
David and I are entrepreneurs.
We have a couple other
direct-to-consumer companies
that we spend our
time on, as well.
David: So we do know
how to grow and scale
profitably a
direct-to-consumer business.
So, our other
businesses this year
are gonna do $8 to $10
million, and they're both...
Ohh! $8 to $10 million?!
So, guys, do you know what
it costs to acquire customers?
Yeah, so, to acquire
customers for Rekkie,
we're looking right now at
about $120 per customer.
Wow.
But our average order
value is like 475 bucks.
You guys have any
debt? We do not.
So, I think the three
of you are amazing.
I think that this is
so wonderfully made,
and I am sure that you're
gonna do really, really well.
The only thing for me is,
is I am not a cold-weather
sports enthusiast.
But I think they're very
cool. Thank you, Lori.
I don't think it's the
right business for me.
I know you'll do
great and go far,
but in this one,
I'm sorry... I'm out.
Look, the only thing that's
freaking me out is the fact
that you're so distracted
by other opportunities.
And I get why. You
guys are very credible.
I'll do the deal,
with this one contingent.
I get 20 cents when a dollar
is put out to pay yourselves.
I'm not telling
you when to do it
because you're
running the business,
but there's a 20% payout to
me on every dollar that exits.
♪♪
What do you think of his offer?
♪♪
[ Laughs ] No answer.
Let me ask you some questions
while you chew on his offer.
Yeah. Okay?
When do you think
you would incorporate
the ski runs and the
chairlifts in the map feature?
That's part of the R&D funding.
[ Chuckles ] Um,
because that... that is a...
Wait, wait, wait. I'm out.
John: Barbara, why?
Corcoran: Why? Yeah.
Because I believe the
one feature they don't have
is seeing where your
friends are skiing on a run.
I think it's essential.
That's just a software update.
It's just... But
they don't have it.
♪♪
Alright. I'll make
you guys an offer.
Just really simple.
Just basically yes or no.
If you want Kevin, great.
If not...
Can you give us
a second to talk?
Sure.
[ Indistinct conversation ]
Did Daymond give an offer?
[ Indistinct conversation ]
Should we counter it?
[ Indistinct conversation ]
So, what do you guys want to do?
So, Mark, we'd love
to work with you,
but we can't go any
higher than 12.5%.
- O'Leary: Why?
- Why?
David: Well, we... So,
we believe that not only
is this a great company
in the ski space,
but we think that with
the other action sports,
then eventually m*llitary
and law enforcement,
it could be a
really big company.
♪♪
Okay.
- Done?
- Done.
- Huh!
- Let's do it.
Congratulations, guys. You got
a great product. Thanks, Mark.
I'm not a skier, but
everything else, so...
Oh, you will be. You will be.
I like to geek out.
Thank you.
Mr. Wonderful, as well.
Greiner: Congrats,
guys. Really appreciate it.
- Yeah.
- Thanks, guys.
- Thank you.
- Thanks, Mark.
- Let's go!
- Yo, we did it.
Yeah, man.
From day one, we
asked ourselves,
"What would the Sharks say?"
when we were building this,
when we were just, like,
hacking prototypes together,
what would the Sharks say?
And now we got Mark Cuban.
♪♪
Narrator: Next up is
a way to make a treat
even more over-the-top.
♪♪
Hey, Sharks. My name
is Delson Jeanvilma.
And I'm Zayden Jeanvilma.
And we're from
Edgewater, Florida.
Today we're seeking $100,000
for 10% of our business.
Sharks, do you
remember the first time
you had ice cream with
sprinkles on it as a kid?
I know I do! It changed my life!
[ Laughter ]
But over time, sprinkles,
you know, got kind of boring.
I know exactly what
you mean, kiddo.
You deserve better.
You deserve variety.
You deserve...
Both: Yum Crumbs!
Yum Crumbs is a
versatile dessert topping
that enhances both the taste
and texture of any dessert.
Our unique blend of
low-sugar, nondairy toppings
comes in over 26
different flavors!
That means you can
add the decor of sprinkles
and the taste of...
well, just about
anything you can think of,
from our nostalgic
strawberry shortcake...
To our famous
chocolate éclair...
and my personal
favorite, banana cream pie!
Oh, wow! That's enough, kiddo!
[ Laughs ]
Our playful and
innovative toppings
turns any ordinary
dessert into a masterpiece!
So move out of
the way, sprinkles.
Yum Crumbs is here to stay!
[ Laughter ]
So, Sharks, who's ready
to elevate their
dessert game with...
Both: Yum Crumbs?! [ Laughter ]
Alright, kiddo. I'm getting
ready to swim with the Sharks.
You can head on back. Okay.
Be careful. I will.
See ya, kiddo.
Delson: [ Laughs ]
I'm sure you guys
are ready to dig in.
Greiner: Yeah. Yes, sir.
- Yes.
- Tell us what's in front of us.
On the strawberry is
actually our pumpkin pie.
On the ice cream, you actually
have strawberry shortcake.
Man, this is good!
Is this blueberry?
The blue one is actually
our Berry Blue flavor.
Greiner: That's very
tasty. Cuban: Really good.
Awesome. Thank you so much.
What is it made out of?
So, if you think about it,
it's almost like if cookies
and sprinkles had a kid,
they would literally
name it Yum Crumbs.
It's more of a cookie texture,
but it gets that
sprinkle consistency
to be able to hold up in
just about any dessert.
Are you selling this
for commercial use?
Yes, that's our
biggest market. B2B.
Oh, tell us about that.
One of our biggest clients
is actually a gas station
that puts it on
their bundt cake.
I don't know if you heard
of them. Oh, that's cool.
Wawa. Of course.
And that's where we're
targeting right now,
is big bulk buy where
they use it as an ingredient.
So, why don't you
walk us through sales?
Lifetime sales is $1.7 million.
Wow! Hello!
Whoa. Whoa, whoa,
whoa. Greiner: Wow.
- We didn't expect that.
- Bam!
And how many years
have you been in business?
We've been in
business for three years.
Last year, we sold $462,000.
Hm!
We started in the
middle of 2020.
We literally started with
just a few hundred dollars
in our pockets, didn't know
how we were gonna make it,
but little by little, we just
did what we had to do.
We went door to door,
from cake shop to cake shop,
selling them our product.
That first year,
we did $220,000.
Unh!
- Greiner: Wow.
- O'Leary: Nice.
Come next year, we
did $575,000 in sales.
Ohh! I want
everybody to hear this.
You had a product,
right, just like this.
Yes. You had no customers.
- No customers.
- So you went to cake shops
because you thought they
could put this on their cakes
and be a better
solution for them, right?
Exactly.
And you walked up to those
doors and those cake shops.
You opened the door, you
walked up to the counter.
What did you say?
And we said, "Listen.
We have a new product.
And you don't even
have to believe in us now.
We're willing to do demos
for all of your customers
and see how they like it."
And that's how we got
into over 33 cake shops.
What have you done year to date?
So, year to date,
we're at $505,000,
and we're projected
to do $900,000.
And the main reason
we're projected to do that...
Because we just had a purchase
order where we're gonna be
in one of the largest
craft stores nationwide.
I can't imagine you're gonna
to maintain 20-plus SKUs.
So, they're actually picking
up 9 SKUs. Greiner: Really?
But the way we're
able to capture that
is we're manufacturing
our own product.
You have your own kitchen?
Our own facility. It's
about 2,500 square feet.
But that's the reason
we're here today.
We're capped off at capacity.
Our partnership with Wawa,
they want to move
to different flavors,
but they're worried
about our capacity.
Okay. We know this year you're
gonna try and make $900,000.
You gonna make
any money on that?
$200,000 in profit.
What does this cost and how
much does it cost to make?
So that costs 42 cents to make.
And right now we're
selling it at $5.49.
You're so greedy!
Greiner: Wow.
That's a good Profit.
What do you sell
this to the Wawas for?
We don't sell that, actually.
We sell to Wawa a 50-pound box.
Like a big bulk. Right.
We can sell 4,000
pounds a month.
Okay, so a 50-pound box costs
you what and what do you sell it for?
Cost us $42 to make,
and then we sell
it to them for $282.
Oh, my God! [ Laughs ]
And most of your sales
are bulk sales like that?
Even on our e-commerce,
is small businesses
that can't afford
to buy wholesale.
Okay, so now I'm getting a
better understanding, right?
So you're selling to bakeries,
you're selling to Wawas.
Ice-cream shops. You're
selling to ice-cream shops.
Because it takes time for
them to do all that. Right.
They don't get consistency
from day to day to day. Right.
And it's probably more expensive
because one of their employees
has got to do all the
work. Right. Exactly.
So you save them all the
money. No fuss, no muss.
And they could literally
transform the line of product
that they're offering
with just a sprinkle.
Just like that. Just by getting
different sprinkles. Right.
Delson, everything is great.
I love your logo.
I love everything
that you've done.
But I feel like your business
is really a B2B business,
and I just so prefer to be
in the B2C business overall.
So unfortunately,
while I love you,
I'm sorry... I'm out.
Look. What you've
accomplished is incredible.
Because you're
smart, you're direct.
You're fearless. And that's
the most important part.
You're not afraid
of making mistakes.
And created an amazing business.
You know, and it's obvious
what you need is help
in expanding that kitchen.
I just don't know
anything about that.
But I have no doubt
you'll figure it out.
Congratulations on everything
you've accomplished. I'm out.
Thank you so much.
I promise you guys that
you'll never find somebody
that's willing to
work harder than me.
If you could use one
word that describes us,
it's literally "clutch."
[ Laughs ] And
when the time comes,
four seconds left on
the clock, that's us.
We make it happen.
Alright. I'll give you
$100,000 for 25%.
I'll do it for 20%.
I'll do it for 15$.
I'll do it with Daymond for 25%.
Narrator: Two sharks are
out, and there's a bidding w*r
over Delson's dessert
topping company, Yum Crumbs.
I'll give you $100,000 for 25%.
I'll do it for 20%.
I'll do it for 15%.
I'll do it with Daymond for 25%.
We don't need her in there.
Yeah, but, you know, you
really do. Can I tell you why?
I know the baking
space, and I'll tell you.
You've got the magic
thing that most bakers don't.
They can't sell.
You are a phenomenal salesman
and hustler. That's unique.
That's year of selling cars.
Yes, sir! Yes, sir!
Look. Just to squeeze
heads, I'll do it for 12.5%.
I know this space inside out. I
know every commercial kitchen
and toppings in
this country, okay?
Because I did it for
Wicked Good cupcakes.
Aw, yeah, yeah, yeah.
He knows everything.
I think I could scale your B2B.
Delson, 25%. Barbara and I.
Barbara, are you willing
to partner? Sure. Of course.
I'll do it either way, but
let me tell you something.
Barbara has a bake
history in Daisy Cakes,
and she's been
doing this baking stuff
for a long period of time.
Everybody has baking.
I have a history
in the c-stores.
Do you remember
Wicked Good Cupcakes?
That's exactly one of the
things I was gonna say.
Well, that's why I think I
can solve for this in two ways.
But they weren't in c-stores.
Commercial kitchens
and trimming down the
number of SKUs for B2C.
Everybody's gonna do that.
Would you guys do it for 20%?
I would. Would you, Daymond?
Come on. Yeah. Let's do it.
Alright. Great. Done. Deal!
[ Laughter ]
[ Sobbing ]
Greiner: Good job!
Greiner: Ohh! Oh.
Corcoran: Ahh.
♪♪
My mom just passed away, and...
[ Sobbing ]
Getting here is so hard.
Come here. She's
looking upon you, man.
Thank you so much.
You guys don't understand
what this is and what you guys do.
♪♪
[Laughing] I'm sorry.
- Greiner: It's okay. It's okay.
- Cuban: Don't be.
Delson: I said I
wasn't gonna cry.
[ Sobbing ]
Nothing stops. Your
mom passes. Whatever.
The world just keeps
spinning. You gotta keep going.
You gotta put your
emotions aside
and you just gotta
make it happen.
Your employees still have to
get paid. You know what I mean?
Everything still
has to keep going.
And that's why I
know this partnership...
Barbara, my wife said,
"Please don't leave there
without a deal," with you
'cause she... she
said... [ Cuban laughs ]
No.
John: All good.
[ Laughter ]
You've been through a
roller coaster of a lot, man.
Oh, my kids, too. Oh, my God.
Hey, man. We're gonna be
great partners. Come in here, Barb.
- Thank you so much.
- Come on. Threesome hug.
Thank you so much.
Cuban: Congratulations.
Congratulations.
That's amazing.
Yes! Ohh! Yes! Yes!
[ Inhales deeply ] Whew!
Ohh! Wow!
Let's go!
This is so crazy. Everything
we ever dreamed of.
This is what's going to happen.
I'm so proud of you.
Ohh! We did it. We did it.
♪♪
♪♪
♪♪
♪♪
15x06 - Episode 6
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Shows entrepreneurs making business presentations to a panel of five venture capitalists (investors in start-ups) called "sharks" on the program, who decide whether to invest in their companies.
Shows entrepreneurs making business presentations to a panel of five venture capitalists (investors in start-ups) called "sharks" on the program, who decide whether to invest in their companies.