14x18 - Episode 18

[bunniefuu]

Narrator: Tonight,
Daniel Lubetzky,

the founder of groundbreaking
snack company KIND,

returns to the t*nk.

Any time somebody makes you
an offer that you can't refuse,

you need to learn that you can.

Greiner: No.
Don't do it.

Heavy metal fire. Whoo!

And if you can't tell already,
we're brothers.

Clearly, good genes
run in our family.

Very attractive.

Thank you. [ Greiner laughs ]

[ Thudding ]

Greiner: Oh, my God. Ay.

Whoa. Well, why
You know what?

Lori, we heard you for six hours
already. I'm trying to make an offer, guys.

[ Laughing evilly ]

[ Laughs ]

♪♪

Narrator: First in the
t*nk is a way to bring

humankind's greatest
discovery with you anywhere.

♪♪

Hello, Sharks. My
name is Josh Thurmond.

I'm CEO, Chief Eruption Officer,

for LavaBox Portable Campfires.

I'm here today seeking
$200,000 for 10% equity

in my world-saving products.

Sharks, humans have
some [Grunts] primal desires

[Grunts] that we can't
always control very well.

One of those primal desires
is the desire to build fires,

specifically campfires.

Now we all love a good campfire,

but the devastation created
by human-caused wildfires

is heartbreaking and
oftentimes totally preventable.

So I set out to create
something that would be clean,

easy to use, and
would keep us safe,

something we could
drink a beer around,

or wine, Mr. Wonderful,
and tell a great story.

That's why I created LavaBox.

Now, normally, we would
never light LavaBox indoors.

But this is "Shark t*nk."
Let's fire this baby up.

[ Laughter ]

So LavaBox is
deceptively simple.

It starts with a
m*llitary-style a*mo can.

You just pop the top.

Set that right there.

Check the propane,

light the lighter
that we provide,

and then slowly turn on the gas.

You guys ready? Mm-hmm.

Alright, here we go.

Ah. There it is. There it is.

Cuban: Pretty cool.

So it can go from Kumbaya
all the way to heavy metal fire.

Whoo!

[ Laughter ]

Alright, let's turn it down. [
Laughs ] Let's turn it down.

Alright, so about a
foot out of the box

is actually the perfect level

for roasting
marshmallows for s'mores.

This is also what
everybody asks me...

"Josh, can you cook on it?"

And the answer is a
resounding, "You betcha."

So you can lift the LavaBox
up to pass fire restrictions,

or you can close up the legs...

pop it on top,

and now you're ready
for tailgating burgers

at the stadium. That's cool.

Sharks, I think I've created
the perfect grab-and-go solution

for a very modern problem.

So the question is, who's going
to gather around the LavaBox

and get lit with me? Whoo!

[ Greiner laughs
] Get lit, baby.

Check out what I've
got in front of you.

These are actually custom.
We do a lot of custom work.

It's very hardy.

This is actually
the lightest product

on the market right
now with the biggest fire.

So in the bag is our goody bag,

and you get all the
things you need,

so you get the actual
regulator and hose...

Cuban: Everything
but the propane.

Everything but the propane.

So you have three sizes.

So there's, like, a
small, medium, and large.

Correct. Is this
the small, the size?

That's our small one.

And how do they sell?
What's the most popular one?

That's the most popular.

And it's actually called
The Tacana Twosome.

It comes with the
Over/Under Grill.

Retails for $195.

And it's about
$29 landed for me.

- Whoa.
- Wow.

So I have a
question. Yes, ma'am.

I mean, obviously, I'm assuming,

guessing you're a big camper,

but tell us about you,
what's your background...

Sure. Sure... and why
did you come up with this?

So I just left my job
a few months ago.

I was the program director

at the National Sports
Center for the Disabled.

And I teach all kinds of sports
for people with disabilities.

And my whole life has been
about service. Cuban: Good for you.

So, yeah, I designed this.

I sit on the board for the
Colorado Whitewater Association.

We had a camping
trip, and somebody said,

"Hey, I'm a big tinkerer.

I make all kinds of cool stuff,
including adaptive equipment."

I said, "Make something
that's not so cumbersome,

something that's not massive

that I'm going
to put into a raft."

'Cause you guys have
seen the big, portable fire pits,

and the rocks go everywhere,
and it's a big mess.

I went home, I built
seven prototypes,

and the seventh
was the best one.

Put it out on the market
I sold 40 in a week,

and I knew I had
something. Yeah.

Oh. Okay. Wow.

Now we've done to date...

Cuban: What a great
example for entrepreneurs.

You know, you figure it out,

you do multiple
versions of a prototype,

you keep on testing and
iterating... Thank you. Yeah.

you put them out there
and see if people buy them.

O'Leary: I want to
hear the numbers.

We've been open
for about 18 months.

To date, for this year,
we're about $610,000 and...

And are you profitable
on that $610,000? Nice.

Very profitable. So
we're at $290,000.

Alright, what will be
your sales this year?

I think we're going
to do $1.2 million.

Wow.

Are you selling
only direct online,

or are you selling
through retailers?

Direct to consumer
has been huge for us,

and actually my spend
has been really low.

I think we're at... Because it's
been all word of mouth, right?

All word of mouth, and people
love the product. Best price.

I mean, like, I went
to one trade show,

and we sold
$100,000 worth of stuff.

Yeah. O'Leary: So I like it.

It's simple, easy
to understand. It is.

And I have millions of followers
who would be interested in this.

And if Chef Wonderful
gets behind this,

as they like to say, "to
the moon with a burger."

That's what's going to
happen. Hey. Hey. [ Laughs ]

I like it, so I'm going
to make you an offer.

But because I'm Chef Wonderful,

it's got to be 20%.

I'll give you the
$200,000 for 20%.

Thank you, Mr. Wonderful.
I appreciate the offer.

Well, I haven't heard what
you need from the Shark.

Is it just the money?

Yeah. So, no, we are
totally sold out all the time.

In fact, I actually want to
get into some big boxes.

I think, you know... I was
standing in Target yesterday.

Really? Really?

Greiner: Bass Pro,
Camping World. Like what?

Bass Pro. I mean, Bass Pro.

You need Bass Pro.
They'll go crazy for it.

No, you don't. Bass Pro!

They'll go crazy for it.

Josh, just to clarify,
because this is important,

have you taken any other
money from anybody else?

No, sir. And actually... You
own 100% of your company?

we were revenue
positive after eight months.

That's amazing.

That is great. That
is great. Thank you.

Greiner: I have
another question.

Tell me what is the
most important thing

to you in a partner?

I think I've done a
lot of the heavy lifting

and it's going to be an
easy partnership on that side.

I do want somebody
I can call and say,

"Should I make this call,
or should I make this call?"

Okay, I like this product
and I like the big-box idea,

I think, because this
has hanger appeal.

You walk in a big box,

generally you have two or
three type of grills, right? Yep.

The egg, the this one, and
the one, right? Precisely right.

And I this has, like,
that moment, like,

"Wait, a minute, honey,
I haven't seen this, ever."

I have an offer.

I think this is a
licensing play.

Big box, $200,000, and
I'll match Kevin's 20%.

I'm going to make you an offer.

Okay. [ Laughs ]

Okay. I see this...
Thank you, Daymond.

I think you don't need to
be in a ton of retail stores,

but Bass Pro and Camping
World, I mean, it's... why not?

I'm going to make
you a little bit

of a different kind of offer.

I think you have
really great margin.

I will be that person there

at 11:00 at night or
whenever, 1:00 at night.

My entrepreneurs, they do this.

They call me all
around the clock.

I'll give you the
$200,000 for 15%. Okay.

But I would like
to get a royalty

of 75 cents per

until I'm paid
back the $200,000.

Then the royalty will go away.

Okay. And I'll just have
the 15% equity stake.

You want 75 cents per unit?

Yes. 75 cents for your margins is
nothing. I've never seen such greed.

This whole royalty thing's
outrageous. No. Look at me.

[ Laughing ] 75 cents is nothing

to the margins that you have.

It's so nothing that I don't
know why you're doing it.

Then why are you even doing
it? If you need to get it back...

I know. It's so little, I don't know
why I'm doing it... put $10 in there.

But don't let them keep talking.

Josh, you're the real deal.
And you have three offers.

What do you want to do?

Lori, would you take 12%
and we'll keep the royalty?

I would do 12.5%.

♪♪

I'll go down to 15%. No royalty.

You want a Shark that
really does this stuff

because you want
to roll out other grills.

I'm an outdoors person like you.

I'll go down to 15% for $200,000.
I'll make it more interesting for you.

And I know the whole community.
Cuban: Lori, he's saying no to you

over half a percent?
Wait, wait, wait, wait.

Yeah, were you saying no to me?

Mark is saying
you said no to me.

Let me make it more
interesting for you, Josh.

I'll do the $200,000
for 10%. No royalty.

Hello. Come on,
Lori. Step it up.

Kevin... What's
with this royalty stuff?

Kevin, is this "Shark t*nk"
or "Let's Make A Deal"?

I just want to
make it interesting.

Greiner: Here's what I will say.

I think you have
to go with your gut,

and you go with what you think is right.
There's only one Chef Wonderful, Josh

And I offered you
exactly what you wanted.

And none of this
disgusting royalty.

You want to do a
deal with a person

that never goes camping?

I am Mr. Camp. Absolutely.

Well, here's the thing.

I'm successful, I believe,
because I trust my gut,

and I go for things
with conviction.

I went to the 12.5%,

but I hope that
you'd be that person

that knows in your gut

if I'm the right
partner for you or not.

Why give up extra equity
when you don't have to?

And even pay
royalties? That's just...

Thurmond: Would you do 50 cents?

So 75 cents is really low.

I'm your girl. Do you want to step
over dollars and save pennies?

Don't do it. No.
No, but I know...

Lori, you got a
deal. Okay, good.

[ Laughter ] [ Clapping ]

Thank you, everybody.
Congrats, Josh.

Yeah, I love it.
Thank you very much.

I like your mission.
Thank you so much.

Thank you. You're who
I wanted. Sorry, guys.

No congratulations to you, Josh.

Whoo!

So I would have been happy
with whoever I got from the Sharks,

but I was really
happy to get Lori.

That's who I wanted coming in.

And she really is the right fit
for me with my small product.

Plus, she's really
good at marketing,

and that's what I needed.

♪♪

Narrator: Next in the t*nk

is an innovation
in healthy vending.

♪♪

Hi, Sharks! I'm Peter Shapiro.

And I'm Stuart Shapiro,

and we're based in
Havertown, Pennsylvania.

And if you can't tell
already, we're brothers.

Clearly, good genes
run in our family.

Very attractive. Thank you.

[ Laughs ]

We're here today
seeking $250,000

for a 6% equity stake in
our company, Bleni Blends.

Sharks, traditionally, if
you only have 60 seconds

between meetings or
before your shift starts,

limited time can
restrict your options

to standard vending machines.

Chips and a soda, candy
and an energy drink...

That won't keep
the Bleni brothers

running for long. No, it won't.

The future of food
is unattended retail.

Introducing Bleni Blends,

a fun and interactive
smoothie kiosk

that makes real fruit smoothies
with no artificial flavors...

No preservatives...

And no added sugar.

And what about
lactose and gluten?

No way, Stu!

Choose one of our


tap your card, that's it.

It's like picking
fruit from a tree

and putting it in
a blender yourself.

It also makes delicious,
clean-label iced coffee.

It's like having an
automated smoothie shop

in just 12 square feet.

So, Sharks, who's ready

to come on a
smooth ride with us?

Because...

Both: All's well
that blends well.

[ Laughter ]

So, Sharks, in front of you
we have some samples.

First is our Coffee Bean Bleni.

So that is made from oat milk,

real coffee... This
is really amazing.

Oh, that's really tasty.
Lubetzky: Yeah, it's very sweet.

What does it have
as a sweetener?

Just regular sugar in that one.

I love it. It's a real cold
brew mix of arabica beans.

Guys, there's no added sugar
in the Mango Tropical Bleni?

So there's no... In the fruits,

we have no added sugar
whatsoever. So it's just the fructose?

That is just the...

So it's just the mix. Very good.

Thank you. Do you guys
process the fruit yourself,

or you buy the pouches?

So they're proprietary blends.

They're aseptically
packaged in bags.

So they're actually
shelf-stable.

We have manufacturers.

We have three facilities
in the United States

that package it for us.

We didn't want something
that was refrigerated,

we didn't want
something that was frozen.

John: How long have
you been doing this?

And where are you guys from

and how did you put this together?
Sure. I'm happy to tell you about this.

So we both have
business backgrounds.

We grew up near Philadelphia.

We really wanted to go
out and be entrepreneurs,

so we got into real estate.

And one day I just
kind of was looking on,

and I was like, "Oh, my God,
there's this whole new world

of unattended retail that
hasn't been tapped yet."

And that's when Peter
called me late that night.

He's like, "I found it."

So we were introduced
to this product.

We ended up flying up to
Canada, seeing a prototype.

Within a few weeks,
we had negotiated

for the exclusive
rights to the U. S.

So you guys are a licensee

with exclusive rights
only to the United States?

Correct.

For the life of the patent.

And how many years
are left on the patent?



Lubetzky: So you
already have them in place.

What's your busiest one?
What are you revenues?

How much does
each of them produce?

So we have 41 of
these out in the market.

We have 20 more in our
warehouse that just got delivered.

So what's your most
prolific of your 41?

How many does it make a day?

So it does about $8,000 a month.

Wow. Yes, and we sell...


Greiner: That's a lot.

$8,000.

Do you have a
service entity going in

and refilling it all the time?

We can either have our team...

They'll actually
run it day to day,

and we own the machine.

Then we have a program

where we sell that
machine to the location,

then they buy the fruit from us.

And in perpetuity,
like you always like,

Mr. Wonderful, we're
making money...

So they have to buy the
fruit because it's packaged

in a proprietary way. We
own the entire supply chain.

What does one smoothie cost?

$5.25. On average.

On average.

The cost of goods
sold is, blended, $1.40.

Okay, so 5 bucks, basically.

Cost you guys a buck 40.

But then you've got
either commission

that you're paying to the host.

Tell us about the economics of the location.
John: Maintenance costs and personnel.

Right. All of the above.

So typically, a large
food-service company

will come to us,
we give them 15%

for them to take care of it.
Lubetzky: Elaborate on that.

Like you mean an
Aramark or a Sysco?

Exactly. We have master contracts.
We work with Aramark, Sodexo, Compass.

You already do? We already do.

In 2021, what were your
revenues and your profits?

So we started in




and then year to
date, it was $465,000.

We're on track to be
at least $1.5 million.

Nice growth. We're here.

We've put all of
the money into it.

We have been purchasing
all of the machines ourselves.

How much does each machine cost?

So each machine
costs $19,500... Oh.

and then we
sell it for $30,000.

So when we actually sell it,

we're looking at
a profit of 35%.

So is my money getting tied up
in the CapEx of the machines?

'Cause you're asking
me for $250,000 for 6%.

Correct, to buy fruit and more
machines. More machines and fruit.

So you actually
manufacture them?

I mean, the person that
owns the patent is overseas,

and they're handling
manufacturing right now.

We also added it
into our contract,

at any point, we can buy
all the IP and the patent

and then bring manufacturing
somewhere else.

Okay, and what is
that price? $4 million.

Whoa.

Do you guys have any
performance requirements

where you've got to buy X
number of units or you lose it?

Correct. Yes. What are those?

So for this year, we
have to get 80 machines,

which we've already
ordered and done.

Then do 100 more
for the following year.

So 80 one year,






Is there a point where
there's a cap on it

and you don't have
to hit that anymore?

Currently, we don't
have a cap in there

'cause our goal
would be to get that IP.

We want to keep the Bleni brand.

That's what we're
really growing.

We want to become a
brand that everyone knows.

O'Leary: Alright, guys, look,

what I don't like
about this deal for me

is the CapEx on the
machines, the $19,000.

If there was a way that I
could invest in the bags,

that's interesting.

But the curse of this is
the CapEx on the machines,

and for that reason, I'm out.

You know, we have
everything in this.

Stuart has sold his house
and he lives in my house.

Stuart and I personally
have put $1.2 million

into this project. Wow.

You're all in. Good
for you guys. Wow.

We've sold all that real estate.

Are you taking salary?

No, we're not taking salaries.

Alright, guys, my
general thoughts

is I think this is brilliant.

The stuff tastes
amazing. Thank you.

But the fact that you are

actually using another
person's product

where, things happen, you
may not hit those numbers.

You're not in control of that.

This is heavy
cash-intensive, as well.

I don't know if I'm
that comfortable

with you having a license
from somebody else.

So with that, I'm out.

Thank you, Daymond.
Thank you, Daymond.

Guys, I get pitched
self-service food this or that

every single day.

There's a huge amount of risk

in terms of technological
obsolescence.

If something better comes
along, you're still stuck.

That's really scary
for me as an investor.

So for those reasons, I'm out.

Thank you, Mark. Thanks, Mark.

So listen, guys, these
were phenomenal.

Thank you. Like,
honestly, phenomenal.

I was talking with my
fellow Shark Daniel,

who, you know,
he happens to know

quite a bit about the entire
food space. Yes, he does.

For me, it's going to
be a very Shark-y offer

because I'm very
concerned about this.

It's just going to
require from my team

a ton of investment to help you.

So I would only do this
for 35% of the company.

Oh, wow.

Wow. Talk about
squeezing the lemon.

It's not the money.

I'm going to put in
millions of dollars

of my team's time and my time.

All of our years of
expertise and connections

is going to cost
something, right?

Of course. And I would
like to do it with Daniel.

But it's gonna cost...

It will cost to have
partners like this.

So $250,000 for 35%.
You get two Sharks.

What do you guys say?

♪♪

Narrator: Three Sharks are out.

Stuart and Peter have
an offer on the table

from Lori and Daniel

for their smoothie vending
machine, Bleni Blends.

But they want 35% of
the company for $250,000,

a much bigger chunk than
the 6% they came in offering.

You are both behemoths.
We realize that.

Stuart and I can
put in the grit,

I promise you.

Would you do the deal for 15%?

No way. No.

I wouldn't do it for 34%.

I'm telling you guys,
this is going to be...

It's a firm deal. It's 35%.

It's not that I want
to be a tough person.

It's just that I know this is
going to be so much work.

You've got to make a decision.

I think 35% is a lot to ask for,

having already put in...
Greiner: Why don't you two

talk amongst
yourselves real quick...

already all of the money, all the
capital...and think about how you'd feel

if you walked
away without a deal.

We've taken all of the risks.
We want a deal with you.

Talk to him. We've done this.

I think 35% is a lot to ask.

Can you come
down at all from 35%?

I mean, I think
that's a lot. I can't

because it's just going to be
a tremendous amount of work.

Would you do it less?

No, I agree, because I
think the two of us together

is the perfect combination for you.
We want the two of you together.

Is there any chance you're
doing a deal for 35%, yes or no?

[ Indistinct whispering ]

Would you do 35%

with a $500,000 line of credit?

Million-dollar line of credit?

No!

[ Laughter ]

What's happening here?

So, we do 35% for $250,000,

and subject to us confirming

that everything
you said is as it is,

we'll give you a
$500,000 line of credit.

I'm good with that.

[ Indistinct whispering ]

The two of you are our dreams.

We love everything that you do,
Daniel. We love you. We love everything.

Both: You have
a deal! Let's do it.

[ All cheering ]
You're a tough one.

Do not give up on me, okay?

Oh, my God. I can't believe it.

- Thank you both.
- Thank you.

Congrats, guys. Well done.

[ Both cheering
] That was a lot.

That was a lot, but
we'll take it. We'll take it.

So we gave away 35%,

which was a lot more
than we intended to,

but we understand, you know,

like the famous line
that Mark always says,

"You rather have a
little bit of a watermelon

than just 100% of a grape."

Narrator: In Season


make a deal with Emma
Grede and Mark Cuban

for her adaptive clothing
company, No Limbits.

You got a deal.

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

Cole: In 2018, I was a chemist,

and I was in a car accident
and lost my leg below the knee.

Suddenly it was really
hard to dress myself.

I couldn't find anything that
would work over my prosthetic.

And so I started
altering my own clothes.

And that snowballed
into a startup,

which is now No Limbits.

There are over 30 million people

who struggle with
clothing due to a disability.

When I first walked
into "Shark t*nk,"

we had $70,000
in lifetime sales.

It's been less than a year,
and No Limbits has gone on

to make over $130,000 in sales.

We've been selling it to Walmart
and hundreds of wheelchair,

prosthetic, and VA clinics.

We also secured a
partnership with Zappos.

With all these partnerships,

we're expecting $1.2 million in
revenue by the end of the year.

That's what this market
is really crying out for.

They're just starved
of innovation.

Grede: I think what
Erica's done so brilliantly

is she is the customer.

She knows better
than anybody else

what this market really
needs and what they deserve.

It's much like what I
do at Good American,

really bringing
inclusivity to the masses.

With No Limbits,
anybody with a prosthetic

now can buy a stylish outfit
designed specifically for them.

And to have that feeling that
someone's watching out for them,

that someone cares
is just amazing.

Cole: This year, No
Limbits was featured

on the Runway of
Dreams fashion show

in New York Fashion Week.

By being in New
York Fashion Week,

we've really shown
that adaptive fashion

needs to be a part of
mainstream fashion.

It's a dream for so
many fashion brands

to be able to go to New York

and show their
brands on a runway.

To be able to watch that

was one of the most
incredible experiences of my life.

No Limbits has allowed me

to take something really
traumatic and terrible

that happened to me
and give it purpose.

I'm really grateful

for the opportunity
that's in front of me,

which is to connect with
so many incredible people

that I otherwise
wouldn't have met.

I think a lot of people
struggle their entire lives

to find purpose and meaning,

and I'm really grateful that
I found mine through this,

even though it was a really
painful journey to get there.

Narrator: Next up is a product

that is good for your
body and the planet.

♪♪

Hi, Sharks. My name
is Dr. Staci Whitman.

I'm a board-certified pediatric
dentist from Portland, Oregon.

And I'm here today
seeking $200,000

for 10% equity of my company.

Now, Sharks, with
millions of people

seeing your beautiful
smiles every week,

I'm sure you floss daily.

And you should, because
cavities and gum disease

are two of the most
chronic diseases globally.

Well, are you ready for me to
drop some more truth bombs?

[ Thudding ]

[ Light laughter ]

Oh, my God. Ay!

Okay. Whoa!

Sharks, this is
only 3,000 flossers

repurposed from
my dental office.

If you use single-use plastic
every day to floss your teeth,

you will create nearly


in your lifetime.

That's 10 times this amount.

Now, these plastic flossers

will take nearly 400 years
or more to break down,

if they ever do,

potentially releasing plastics,

microtoxins, and microplastics
into our soil, oceans,

and eventually our bodies.

Sharks, say goodbye to
petroleum-based plastics

and say hello to Happi Floss.

Happi Floss is the
world's first flosser

designed for true
compostability.

It's made of layers of
post-consumer recycled paper,

making it biodegradable,
breaking down in under one year.

No toxins, no
microplastics, just clean soil.

It's good for you and
it's good for our planet.

So who's with me, Sharks?

Who wants to help
me create happier teeth

and a healthier planet together?

In front of you are
your own flossers

to check out and
get to flossing.

So this is like the ones that
we all know, we see in the store.

Yours is really very,
very similar, but it's paper.

Correct. So most
floss picks right now

are made of
petroleum-based plastics.

And I'm sure you've
read about microplastics

being found now in our
blood, in our soil, in our water.

John: How'd you
come up with this idea?

So, I was at a dental
conference in Hawaii,

and I was walking
to the conference

and I was shocked as I walked
along the marina and the shore

with how much trash was in...
On the shoreline, in the ocean.

And as I looked closer,

I noticed all these
plastic flossers.

And I had this epiphany,

because I encourage
parents of small children

to use floss picks

because it's so much
easier than using string.

The oral-healthcare industry,
it's a $5 billion industry.

Flossers make up about
half a billion dollars of that.

So when I saw those
flossers in Hawaii

and I paired that with
me telling parents,

"You need to floss
your kids' teeth,"

and I'm in Portland,
Oregon, where people

are very conscientious
about the environment,

parents would come
in to me and say,

"Nope, we're not flossing.

I can't use the string and
I'm not using plastic flossers.

No, thank you."
And I'd say, "Wait.

Your child might get
cavities here," you know.

So they felt that
strongly against

flossing their children's
teeth because of plastic?

Plastic. Which, I mean...

I mean, it kills me every
time I put one of these

into the trash can
with my own kids.

Like, I want to buy this.
I want to be a consumer.

So this isn't out there
yet. Wait, hold on, Lori.

Correct. This is a presale prototype.
Okay, so you're in the beginning.

And I am here... The
struggle is the machinery.

It is manufacturing, because
this has never been made before.

And that's why I am here,

is because I know
what pull you have.

And I want a partner
O'Leary: Okay, Staci,

let me drill down
on something here.

Let's say we all agree on
the merit of the project, okay?

I learned when I
was graduating...

I did my project on
the dental business

for dental cabinetry
in North America.

That's what my thesis was on.

And I learned that all the
dental equipment in your office

is controlled by three
behemoth companies...

Yeah... including distribution
of everything you use.

Why wouldn't you take this
idea to any one of those three

and you license it to them?

How could you
possibly make money

selling these
things one at a time

to a system that's
already pre-established?

Well, the margins can be up
to 50% on floss picks, actually.

But how are you
going to sell it?

Direct to consumer. Or are you
selling... You're not selling it yet?

I'm not selling it yet. Okay.

These have all been handmade.

And so I am here to try
to get manufacturing going

to get these on shelves. But why
would you want to manufacture it?

He has a good point.
Do you have a patent?

I have utility patents pending
in U. S., Europe, and Canada.

But they're pending.

So what's the likelihood of
you getting those granted?

Very high.

So, the biggest
competitor is Humble Co.,

if you've seen them. No.

They are taking over the market.

So how are you going
to compete against them?

You. I need you...

Us?

to help me, and
that's why I'm here.

With all due respect, we
do have full-time day jobs.

We need to rely
on the entrepreneur,

and then we can empower
them and help them. Yes.

But I just want to summarize
the story you're telling us.

"I don't have a product
out in the market.

I have a fierce competitor.

I haven't sold one cent,
but I'm worth $2 million.

And you're going to
help me do everything."

Well, I do have presales.

So we did a
crowdfunding last year,

and I've done presales
through my office, also,

about $100,000 to date.

Okay, so what are
you selling these for?

So, we started at
$12.99 for a 30-pack,

which is very high.

That's crazy. So we know
when manufacturing happens

that we will get the
price point down.

But you're not even entertaining
going to a manufacturer

that already does this?

I don't know who to go to.
I don't know who to go to.

You're a dentist and you
don't know the three suppliers?

They're not interested in this.
This is a consumer product.

This will be a
direct-to-consumer product.

I totally disagree with you.

I mean, my goodness,
I can't even imagine

you going into the
manufacturing of dental floss.

I mean, that's like a joke.

And for that reason, I'm out.

So, your heart is
in the right place.

Your caring about
the environment

is in the right place.

What you don't know is, to go
ahead and manufacture these

requires a person to be
running that business full time

and, you know,
doing so many things

that you don't know
anything about.

Not to say you
couldn't figure it out,

but I have to say,
I agree with Kevin.

It would be a much better
route for you and much easier

to give it to somebody
who's in that space already

and you'll get a royalty.

So for me, there's nothing
to invest in at this moment.

I wish you good
luck, but I'm out.

Thank you.

Dr. Whitman, like Lori said,

that your heart is
in the right place

and you want to
solve several issues.

I really, really applaud that.

But I don't think this business
is investable at this moment.

And for that reason, I'm out.

Thank you.

Well, I think that you would
be using my money for tuition.

Right now, I would have to
try to take 50% of the company,

and then all of a sudden,

I would be figuring
it out with you.

And then we figure out maybe
it's not going where you want to go.

And now I own 50% of your dream.

Or in a certain amount
of time, at your pace,

'cause you've got a day job,
you'll figure out those answers.

It's just a little too early
at the moment, so I'm out.

Thank you. Staci, you
have one Shark left.

Cuban: Staci, every entrepreneur

has different
types of challenges.

And in your particular case,
business is not your background.

You've got the mission,
which is admirable.

You've got the brainpower
to figure out how to get there.

But you don't have any of
the business chops at all.

And that makes you completely
dependent on somebody else.

And I just don't think I can
overcome those issues for you.

So for that reason, I'm not.

Good luck. Greiner: Good luck.

I appreciate all your advice.
Thank you. We hope you get it.

Cuban: Thank you. Thank you.

I didn't get a deal, but I
still look at it as a success

because I gained
so much information

and advice from the Sharks
and I'm spreading the message

about the importance
of oral health

and the importance
of sustainability

in the oral-healthcare
market, so I consider it a win.

I recently found
out I'm predisposed

to periodontal disease,

and now I've gone into a program

of getting my teeth cleaned
every single three weeks.

Greiner: Wow. That's
how you avoid it.

Well, Kevin, as a vampire,

you can't operate
without your teeth.

[ Laughs ] That was
really good, Daymond.

That's great, Daymond.

Narrator: Next up is a way to
carry America's favorite dessert

on the go.

♪♪

Hi, Sharks. My name is Jordan.

And I'm here today
asking for $100,000

in exchange for 5%
equity in my company,

The Ice Cream Canteen.

♪♪

Sharks, this is the
pint of ice cream.

This is the most delicious

and most popular
dessert in the country.

The problem is, ice
cream melts so quickly,

you can't take this anywhere.

That's why I created
The Ice Cream Canteen,

the world's first double-walled,
vacuum-insulated container

for the pint of ice cream

so you can keep
your ice cream cold

and enjoy ice cream anywhere.

Just drop in your favorite
ice cream, screw on the cap,

and The Ice Cream Canteen
will keep it frozen for hours.

No freezer, no problem.

If it sounds too good to
be true, let's put it to a test.

Mark, would you
like to come up here

and help me test out
The Ice Cream Canteen?

Sure.

Let's go ahead and
get our safety gear on.

Okay.

Hello! Hello.

[ Laughs ]

So I would like
you to do your best

to melt this pint of ice cream.

Okay. Are you ready?

I'm ready. Alright.

Nuke it, Mark, nuke it.
Back off, Mr. Wonderful.

[ Laughs evilly ]

[ Laughter ]

Ah!

Alright, get in there, Mark.
It's not gonna melt itself.

Back off.

[ Laughter ]

Let's get hot.

[ Laughter ]

Alright, we're
gonna burn the table.

Hang on back for a second.

Greiner: The table's on fire.

Alright, already at 425 degrees.

Wow. John: Wow.

Alright. Thanks, Mark.

Let's check it out. Let's
see how we're doing.

Let's see if we got
some ice cream.

Oh, yeah, it's open.

Okay. That is very hot.

But...

we still have an ice-cold
frozen pint of ice cream.

Wow. That's crazy.

As you can see, The Ice Cream
Canteen stands up to the heat.

And what that means is that
now ice cream can be enjoyed

at the beach, at picnics,
barbecues, or birthday parties

or really anywhere.

So, Sharks, don't let
this deal melt away.

Jordan, I want to ask
you a couple questions.

First of all, I think you're
solving a huge need.

This seems genius.
I love the idea.

How long will it
last before it melts?

And also, do you need to
freeze the container beforehand?

So, The Ice Cream Canteen
does not need to be pre-chilled.

It works a little better
if you do pre-chill,

but it's not necessary.

The Ice Cream Canteen
will keep it frozen

for up to four hours on its own.

Or if you put it in a cooler
with other food and drinks,

it'll work for up
to eight hours.

Nobody come up with it before?

No one came up
with that before me.

That is my... Greiner:
Did they after you?

Good for you, Jordan.
O'Leary: Do you have a patent?

Here's the question, the way you
said it... Do you have a patent on this?

You said, "No one came
up with it before me."

What did they do after you?

If I came here two months ago,
I would have been able to say

I was the very only ice
cream canteen on the market.

As of the last two months, I
have had two very much inferior

but similar products
come to market.

Do you have a patent? I do.

I still have a design
patent that's still pending,

and I have three
registered trademarks.

Cuban: Break down
the numbers for me.

Tell us what you sell them
for, what they cost you to make.

I sell The Ice Cream
Canteen right now for $44.99.

Oh! Wow.

O'Leary: Wow. And
what's your cost to make it?

My landed cost is
$7.50. Well, there you go.

That's good margins,
if you're selling it.

All direct to consumer? No,
not all direct to consumer.

I think the huge
potential here is retail.

And one of my largest
retail partners right now

is the ice cream industry.

So we look across the country,
there's 80,000 ice cream,

gelato, or frozen yogurt
shops in the country.

They all sell
pints of ice cream,

but customers cannot
take that pint of ice cream

from the store to their home.

Lubetzky: That's a neat idea. They can't
take it from their store to the beach.

Jordan, what's your
revenues to date?

I sold $98,000 in 2021.

O'Leary: How about this year?
In this year, sales are going great.

I've done $185,000 to date.

So you should have made a
boatload of money off of that.

What were your profits?

I'm netting over 50% right now.

So you've put $99,000, give
or take, in your pocket already?

Correct, yeah.

This year, we expect to
do over $400,000 in revenue

and net over 50%.

That's awesome. That's
awesome. Thank you.

How much of your own
money have you put into this?

To get started, I was
$15,000 in credit card debt.

And what do you need
more than anything?

More than anything, right
now, I am capital-constrained,

and I'm having to leave a lot
of opportunities on the table

because I don't
have the inventory

and I don't have the money to
purchase large purchase orders.

So, listen, you need
$100,000 basically for inventory.

That's your problem. You
don't have enough product.

Alright. I like this deal. It's
very simple to understand.

I'll give you the
$100,000. I want 30%.

Okay. Don't think you're
worth 2 million bucks,

but I think you've got
a really interesting idea.

And as Chef Wonderful, I
can blow this up huge for you.

Thank you, Kevin. I
appreciate the offer.

I appreciate the
feedback. Let's...

Oh, that's what Kevin
O'Leary did to your valuation.

[ Laughs ]

Look, I really do
feel that this business

is worth $2 million.

I've done $450,000
in lifetime sales.

I understand that.
Jordan, I like your business.

Zero advertising.

I like your business.
Thank you, Mark.

But what he knows
that we're all going to say

and why he's doing
his slam thing is,

we were all going to
say 5% is not enough.

You knew we were
gonna say that. Right.

But when was the last time

someone came in and
said 20% and left with 20%?

You come in and say 20%,
you guys are taking 50%.

No. No, no, no. You're
right, you're right.

I've seen the show.

You've got to be
somewhat reasonable.

So let me just tell you...
O'Leary: You have an offer.

But let me tell you the thesis.
Wait, Mark, what are you gonna do?

I'm gonna make an offer. Well, let me
tell you my thesis really quick, alright?

It's not about the
amount of money.

Most likely, you're not
only asking for funding,

you're asking for help. Yeah.

And you're asking for
a $2 million valuation.

But we've done this
time and time again.

You don't value the
participation of the Shark.

I understand you
go low, we go high.

It's just frustrating because
the foundation of the show,

when I first started,
when we all first started,

said, "Banks are
not loaning money.

There's no other place to go."

You don't go to
someplace and go,

"There's no other place
to go. I'll give you 5%."

I'm out.

Daymond, no, thank you.

I really do appreciate
the feedback.

Jordan. Alright, listen to me.

Okay. I'm very
excited about you.

I just want to understand
what you're looking for.

If what you need is to grow,

I have the relationships with
every retailer in the nation

and every manufacturer
in the nation.

And you have KIND ice cream.
I'm friends with all of them.

Absolutely. But if what you
need is inventory financing,

then you should go to a bank.

So what is it that you
need from a Shark?

Alright, what I would
like help with from a Shark

is getting into
retail distribution.

I'm looking for a strategic
partner that understands

when 9 out of 10 households
in the United States

have ice cream in their
freezer at any given time,

and they cannot
take it anywhere...

Greiner: I totally get
it. This is a huge idea.

Wait, here. Look at me.

I'm gonna go.

Look at me. Wait, wait.
Jordan, who do you think

is best positioned to
help you achieve that?

I just want to be able
to talk for a minute here.

I'm sorry. So, I understand
your mission completely.

I got it the minute
you said hello, right?

It's obvious.

Yeah. It's a very
intuitive product to me.

I see this everywhere.

But here's the thing I also get.

I did the deal with
Frozen Farmer.

I know ice cream inside out.

We're closing in on
$15 million in sales,

and that's in just 2 1/2 years.

Is there an offer in the future?

Kevin's offer's melting.
You need a team that knows

how to run this
business for you.

So Mark was talking to me

because he does also Ice
Shaker and other products.

Yeah. We're going to offer you

$100,000 up front in cash,

$100,000 as a line of credit,

the two of us as
partners together,

but we would like 25%.

By the way, Jordan,
that one on the low end

is five times what
you were asking for.

I hear that. And
this is six times.

Jordan. Jordan. But we
are going to accelerate you.

Do you want to hear my
offer? Let him get his offer out.

Lori, we heard you.
Does Daniel have an offer?

Well, you know what?
Let him get his offer out.

Are you making
an offer right now?

No, I am making an offer. You
guys sit and squawk, squawk, squawk

when I talk... I'm trying
to save myself time.

Daymond, enough. Lori, Lori, Lori,
Lori... when you're doing something.

Lori, we heard you for six hours
already. I'm trying to make an offer, guys.

Daniel's trying
to make an offer.

I really appreciate your offer.

And would you like
me to counter now?

Yes, please, counter now,

because we may not be there when
Daniel comes in. Greiner: Yes, I would.

I would like that.

Jordan, you don't
want to hear my offer?

Narrator: One Shark is out.

Jordan has two
offers on the table,

one from Kevin and
another from Mark and Lori,

for his ice cream travel
container, Ice Cream Canteen.

But Daniel also
seems interested.

I really appreciate your offer.

And would you like
me to counter now?

Yes, please, counter now. You
don't want me to... Wait, wait.

Alright. I would like that.

Jordan, you don't
want to hear my offer?

I'm gonna finish with this one,

and then I would love
to hear your offer, Daniel.

That's bad negotiation tactics.
I got to counter their offer.

I would love to work
with both of you.

So thank you very
much for the offer.

I do believe that this company
does have a $2 million...

Or close to it... valuation.

Let me tell you why.

This year alone, we're on
track to do $400,000 in sales.

If I had more
inventory this year,

I would have done
maybe double that.

So, wait, think about your
ownership percentage now.

Think about how much
money goes into your pocket

if you own 100%.

Now think 10X that. Yeah.

And then it doesn't come down
to the percentage of ownership.

It comes down to
how big you can be.

Absolutely. Absolutely.
That's the difference.

Greiner: And he's right, and that's what you
need to do. Jordan, can I ask you a question?

And that's what we
can do for you. Exactly.

Can I ask you a question?

I didn't finish countering.
Go ahead and counter.

Can I listen... Go ahead and
counter. Because we may not be here.

I don't wanna offend anyone. Yeah, that's
the problem. You know the Shark t*nk.

Lori, let him counter. I
really want to talk to all of you.

Jordan, Jordan, any time
somebody makes you an offer

that you can't refuse, you
need to learn that you can.

You have to wait. Don't
let people bully you.

If they have a good
offer, they're going to wait.

It's a good offer, but
to take one step further,

what I'm doing with
The Ice Cream Canteen

is right now what you're
seeing is one product.

But what I'm creating...
No. Stop selling, Jordan.

We're trying to
get the offers out.

You don't need to sell anymore. I'm
trying to justify the $2 million valuation.

The problem, Jordan, is
if you want to stick to 5%.

John: You can't justify... I
don't want to stick to 5%.

Okay, so you have to
come back and tell us.

You got to counter
or listen to him.

Will you do it for 15%?

What if we threw in
$200,000 line of credit,

would you go up to 20%?

Yeah, I definitely think that
we are worth 20%, for sure.

I'll do, uh...

I do want to...

I'm sorry, Daniel. I
came all this way.

I want to hear
your offer, but I...

You know Daniel owns an ice
cream company. Go ahead, Jordan.

Can I leave this
on the table? No.

Jordan, any time in business...
No. You know what? You know what?

Any time in business
This is good advi...

I'll take your deal.

Good. Yay. Done.

[ Laughs ]

Awesome. Thanks a lot, Mark.
Appreciate it. It's gonna be awesome.

I'm excited. Thank you.
It's gonna be awesome.

So excited. We're
gonna crush it.

It's great. So smart.
Thank you, Lori.

I'm excited. Yeah,
really, really smart.

Congratulations.
Boom.

Thank you.
Whoo!

It was a gnat.
Sorry.

Stern: I would have loved
to hear Daniel's offer,

but at the end of the day,

I'm really happy to have a deal
with Mark and Lori.

So had to make the deal.