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00:00Tonight on Shark Tank.
00:02Sharks, we want to make this pitch into a real party.
00:05We need a strategic partner.
00:07You're making it confusing. You're scaring us.
00:09You better have a ton of sales, guys.
00:11We surpassed 21 million in sales.
00:15When we built this company, we built it from the heart.
00:17That's the American dream.
00:19Yes.
00:20We're chickens running around with our heads cut off.
00:22Mwahaha!
00:29Dude, we're about to walk through those doors and pitch to this.
00:31A show that we've been watching for a decade.
00:33Yeah.
00:34We're about to do this.
00:35Like, this is crazy.
00:38First in the Tank is a way to transform your workouts.
00:41Hi, Sharks. I'm Dan from Missoula, Montana.
00:54And I'm Andy from Locust Grove, Georgia.
00:56We're the inventors of the Kettle Grip.
01:00Kettlebells have become increasingly popular
01:02and provide dynamic, full-body workouts
01:05that build functional strength and range of motion.
01:08However, kettlebells are expensive,
01:10nearly impossible to travel with
01:12and take up valuable floor space.
01:14So, I began thinking of a way to turn the dumbbells
01:17that I already owned into kettlebells.
01:20And that's when the light bulb went off.
01:22I made a rough sketch,
01:23and I sent it to my best friend, Andy.
01:25He was impressed by my talent as an artist.
01:29It looked like it was drawn by a five-year-old,
01:31but I could tell what it was supposed to be,
01:33and I loved the concept.
01:35Kettle Grip is a portable dumbbell adapter
01:37that allows you to do all of your favorite kettlebell exercises
01:40anywhere you can find a dumbbell.
01:42Simply open the Kettle Grip,
01:44insert nearly any dumbbell, secure the latch,
01:48and you're ready for your Kettle Grip workout.
01:50Clever.
01:51Kettle Grip is great for swings,
01:54upright rows, overhead presses,
01:58flexibility, and range of motion.
02:03We are seeking a $300,000 investment
02:06for 10% equity in our company.
02:08Ooh.
02:09So, sharks, who's ready to get a grip?
02:13Ta-da!
02:14In front of you, you'll find a Kettle Grip and a Dumbbell.
02:16Feel free to pick it up and check it out.
02:19And we just put it in?
02:20Put the dumbbell inside, close the two handles.
02:23To secure the latch, put your palm on the logo,
02:27and rock your hand forward.
02:30Great job, Robert.
02:32Here we go.
02:33Here we go.
02:34Jack, it's coming up.
02:35Here we go.
02:36You gave me the heavy one because you knew.
02:38All right.
02:39Just easy.
02:40Yeah, straightforward.
02:41Shoulder shrugs.
02:42Good form, Mark.
02:43The heavy's yours, Kevin.
02:44This is how it's done, Lori.
02:46See that?
02:47Actually, it's not, but...
02:50Really clever idea.
02:51There's a lot of exercises you just can't safely do
02:54with a dumbbell.
02:55Andy, I have to tell you,
02:56it actually felt better than a kettlebell.
02:58We agree.
02:59They kind of crunch your hands when you do it.
03:01This has a very comfortable grip.
03:02What's the max weight?
03:03What's the max dumbbell that you could use?
03:04Right now, it's rated to hold up to 55 pounds.
03:07Wow.
03:0855?
03:09With no problem.
03:10You're kidding.
03:11Okay, so why is this worth $3 million?
03:12$300,000 for 10%.
03:14You better have a ton of sales, guys.
03:16We do have sales.
03:17Our lifetime sales are $3.6 million.
03:21Whoa.
03:22That's impressive.
03:23Let's go through the years.
03:242018, we sold $391,000.
03:27Okay, 2019?
03:28$590,000.
03:29Wow.
03:30In 2020?
03:31In 2020, when COVID hit, gyms closed down.
03:34The demand for personal fitness equipment skyrocketed.
03:37Our 2020 sales, $1.9 million.
03:40Whoa.
03:41What about 2021?
03:43Year to date, we've sold 680,000, and we're going to finish the year at $1 million in sales.
03:49Right now, 92% of our sales come from online marketplace.
03:53Wow.
03:54Are you in sales or kind of spokesperson, something going on here?
03:57Never.
03:58I was a 20-year Marine Corps helicopter pilot.
04:01Thank you for your service.
04:02No way.
04:03That's cool.
04:04Probably what kind of helicopters?
04:05I flew the Cobra attack helicopter in the Marine Corps with multiple deployments to Iraq and Afghanistan.
04:09Wow.
04:10Man.
04:11Wow.
04:12Just doing my job.
04:13It was an honor.
04:14Yeah.
04:15It was an honor.
04:16But the Cobra attack helicopter is a bad machine.
04:18Yeah.
04:19Oh, yeah.
04:20Dan, what's your background?
04:21Andy and I have been good friends since high school.
04:23After that, I moved out to San Diego, California, where I opened multiple ice cream stores.
04:27And for 20 years, I was the ice cream king of Mission Beach.
04:30So, guys, what do they sell for and what do they cost you to make?
04:33It costs $6.57 to make, and we sell for $34.95.
04:37Wow, that's a good margin.
04:38That's an 81% margin.
04:39That's a good margin.
04:40Wow.
04:41A lot of people who are really into fitness will buy a whole set of dumbbells, and then
04:43they'll buy a separate set of kettlebells.
04:44Yeah, this actually saves you a lot of money.
04:46Exactly.
04:47So, it's saving you from it.
04:48It's making it super convenient.
04:49Wow, that's how I came up with it.
04:50That's how I came up with it.
04:51We're selling ourselves on your product.
04:53And where are you manufacturing?
04:54Kettle grip is 100% made in the USA.
04:57Good for you.
04:58Do you have a patent on this?
05:01You bet we do, Lori.
05:02I figured.
05:03Grip me.
05:04Our utility patent protects integrating the closure into the handle.
05:11Kettle grip is the only dumbbell to kettlebell converter with redundant safety features.
05:15And so, within four years, you've had how many knockoffs?
05:18There's approximately two to three, but they're not nearly as successful as we are.
05:24But what are they pricing at?
05:25They are cheaper, but they're lower quality.
05:28If you buy one, it's lower quality and not nearly as safe.
05:31You guys did 1.9 million last year.
05:33Yes, sir.
05:34You have 81% margins.
05:35So, why are you here?
05:36Yeah, why do you need a shark?
05:37We are looking to make a deal with a shark because we need a strategic partner to help us make connections into new marketplaces.
05:44We have not been able to get in big box.
05:47Why are they not returning your car?
05:48Why are they not saying yes?
05:49Dan and I are not marketers.
05:51We have gotten really good at production.
05:53I got a couple of million dollars worth of sales to say that you may be better marketers than you think.
05:57Yeah, right?
05:58Yeah.
05:59What are you talking about?
06:00And you're selling a million dollars one unit at a time.
06:04We've sold lifetime 106,000 kettle gr...
06:08Excuse me, Shrox.
06:09106,000?
06:10We have now sold 106,003 kettle gr...
06:14Yes!
06:15We just keep selling these things.
06:18But wait, there's more.
06:19But wait, there's more.
06:20What's the number now?
06:22106,005 kettle gr...
06:25You're amazing guys.
06:28Take the money and run.
06:30Keep going as long as you can.
06:32As an investable business to grow beyond that, I don't see that.
06:38It's not an investment for me.
06:40I'm out.
06:41Thank you, Robert.
06:43I have always admired your hair.
06:46So guys, the challenge I have is that you're a secondary product.
06:49You have to have somebody who already has dumbbells.
06:53That means you're limited in the number of consumers that you can have.
06:57So for those reasons, I'm out.
06:59Mark, if you change your mind, we will take you back.
07:02Guys, are you familiar with my PRX gym deal?
07:06We have seen that.
07:07So guys, listen, I'll make you an offer.
07:09I'm in this space in a big way.
07:11PRX is way bigger than you.
07:13And that's great.
07:14And we've learned a lot in terms of how we did social.
07:16I've got a great team on that.
07:18We built that business direct to consumer.
07:20If you want to go to retail, I have no problem.
07:22Luckily, I'm a shark.
07:23Everybody returns my call.
07:25I'll do the $300,000 for 20%.
07:30That's an interesting offer, Mr. Wonderful.
07:32And we would love to work with you.
07:34Out of respect for the other sharks, we'd like to hear what they have to say.
07:36Absolutely, that's fine.
07:37Damon, Lori, what do you guys want to do?
07:42Lori, you've been quiet over there.
07:44I have been quiet.
07:45I'm sitting here thinking I'm just blown away at your sales.
07:48I could help you sell it to retail, to a much broader market internationally and all of that.
07:55But I was just wondering if I wanted to be in the conversion business.
07:58Lori, you can't even lift it up.
08:00I could lift it up.
08:01I use free weights every day.
08:03Lori, we...
08:04So I think a lot of women do, you know?
08:06Absolutely.
08:07And I think that the market's really interesting.
08:09All right, I'm going to give you a creative offer.
08:11Ooh.
08:12Okay.
08:13I'll give you the $300,000 for 20%.
08:17But I would like to do it as preferred stock,
08:20which means that I would get distribution first whenever there's profits that are paid out.
08:26I can help you make so much more money that you wouldn't mind that at all.
08:30Because everybody would be making money, right?
08:33Lori, could you bring that down to 15%?
08:40You got a deal.
08:41There you go.
08:42We have a deal.
08:46I think women really like this.
08:48This seems like a really smart converter.
08:50Thank you, Damon.
08:51Okay.
08:52Boom.
08:53Congratulations, guys.
08:54Thank you, sir.
08:55I thought you wanted to hear the other offers, too.
08:56You don't know.
08:57Damon, you should have jumped in quicker.
08:58We'll never know what happened, but congratulations.
09:00Thank you, guys.
09:01Congratulations, guys.
09:03Lori was our dream shard.
09:05We cannot wait to work with her.
09:07We don't have any experience in marketing, and that's what she does.
09:11So it's sky's the limit for Kettle Grip.
09:24Next up is a product to help anxiety.
09:37Hi, Sharks.
09:38I'm Michael Malkin.
09:39And I'm Lucy Fuller, and we're from Newport News, Virginia.
09:41Today we are seeking $250,000 in exchange for 10% of our company, ComStrips.
09:46ComStrips are a cool new way to help people reduce their anxiety, and that is just scratching
09:53at the surface.
09:54Have you ever had a day like my animated friend Charlie here?
09:58This traffic is stressing him out.
10:00This cartoon cloud came out of nowhere, and Charlie forgot his umbrella.
10:05Oh, Charlie.
10:06And now his phone is blowing up with angry messages from his comically evil boss.
10:11We've all gotten them.
10:13But this brings Charlie's anxiety to an all-time high.
10:16Luckily, Charlie remembers he has ComStrips, a healthy way to calm and ground himself.
10:23ComStrips might look like any other sticker, but they're actually textured sensory adhesives.
10:28People everywhere are rubbing, scratching, or picking at the textured surface of their ComStrips
10:34to help reduce fidgeting, increase focus, and regulate restless energy.
10:38They're reusable and residue-free, meaning they can be stuck to your phone, your laptop, your desk.
10:44Teachers and students alike love them because it helps kids manage their own restless energy
10:49without disrupting the rest of the class.
10:52So, Sharks, who wants to invest in ComStrips and show the world how easy it is
10:56to take a little bit of com with you everywhere?
11:00So, in front of you, I see you guys are all about it already.
11:04I love that.
11:05I love that.
11:06So, we have both the soft sand and the newer river rocks textures in the ComCircles and ComStrips.
11:14How does this work?
11:15I originally came up with the idea for ComStrips because I, for the last 13 years before doing ComStrips,
11:20worked in an Apple retail store.
11:22It was a really busy environment, and I found that it was incredibly stressful,
11:26and it would kind of trigger my anxiety.
11:28So, I found that if I started wrapping a little bit of Carpenter's tape around my finger
11:31and kind of rubbing on that, it would help me to kind of calm down.
11:35And science does show that touch, especially tactile sensory touch,
11:38can have a significant impact on reducing people's anxiety and making them feel calmer.
11:42So, guys, I just don't get it.
11:45What was your market research, though? You say it works for people.
11:48The reason I say that is because over 100,000 people get it.
11:54We have a return rate of less than 1%.
11:57What does it cost to buy one of these?
11:59You get a five-pack of either for $12.49.
12:03What does it cost you to make it?
12:05The soft sand costs us $1, and for the river rocks, it costs $2.
12:09I love the margins.
12:10We are e-commerce, so it does cost us a couple, you know, about $3 to ship them.
12:13I love the margins.
12:14How much are you selling of this stuff?
12:16Yeah, so we launched early last year.
12:18You guys, hold on to your socks.
12:19There you go.
12:20Since then, we've just crossed $2.5 million in sales.
12:23Oh, wow.
12:24I know, right?
12:25Are you kidding me?
12:26It's so cold.
12:27Lucy, Lucy.
12:28Say it again for everybody in the back.
12:29$2.5 million.
12:31I love comp strips.
12:33What is happening?
12:35What is happening?
12:36There you go.
12:37So we did, um, we did one.
12:38It's true.
12:39We did $1.6 million.
12:40That's amazing.
12:43Say it again.
12:44You are making a ton of money.
12:45I love it.
12:46Do you have a zero return rate because it's so inexpensive to buy that people aren't going
12:49to bother to ship it back for the price it costs them to get it?
12:51Yeah, it's more expensive to ship.
12:52In fact, what I will say is that we don't even make people ship the product back.
12:56If they don't like it and they let us know they don't like it, we offer them a full refund.
13:00So it's not an issue of the shipping cost.
13:02Michael, talk to me about the trend line.
13:05Are the sales continuing to increase at the same pace for the last three months?
13:09So we've done about $400,000 in the last three months.
13:12You've got to be making a boatload of cash.
13:15Last year, uh, we had a profit of about $193,000.
13:19This is our slow season.
13:20But, Michael, why would there be a slow season for anxiety?
13:22Because people have less anxiety in the summer.
13:24Stress is not seasonal.
13:25I mean, that surprises me.
13:26School, however, is.
13:27And that is a huge part of who we sell to.
13:29We're in 3,000 schools as of right now.
13:32We've actually spoken to doctors.
13:34We've had special ed teachers.
13:35And they all agree.
13:36And they all use our product.
13:37They all agree that, you know, to funnel excess anxiety energy, which is what it is.
13:43It's your fight or flight in gear, right?
13:45So put it here.
13:47Put it somewhere.
13:48I accept the premise.
13:49My godkids are artistic.
13:51And one of the things we really tried to do with them is to calm them down.
13:55Yes.
13:56We try to get them.
13:57In their case, it's not this.
13:58Sure.
13:59It's a small blanket.
14:00Yeah, it's sensory.
14:01Um, 45 million Americans live with anxiety.
14:04I don't think this is an issue that is ever gonna go away.
14:07Um, I talked a little bit earlier that when we built this company, we built it from the heart.
14:12And we're not in this to make a buck.
14:14I wasn't gonna mention this in this pitch, but I...
14:17I have a five-year-old son who was recently diagnosed with autism.
14:22And, like, we hear from parents who say, this is helping my son and my child.
14:27And so I'm not someone who's in it for the buck.
14:32I'm really, truly in it to help people.
14:34Lucy, I called her out of the blue and said, can you come help me with this?
14:37And she said yes.
14:38And I think...
14:40It's personal.
14:41Is it easy to look at and say, this is silly?
14:43Sure, it does look silly.
14:45But we do absolutely everything we can.
14:49We have a poster hanging up in our office that says,
14:51at Comstrips, we want all of our customers to be happy.
14:54These numbers are just astonishing.
14:57Amazing.
14:58And impressive.
14:59But I don't get it.
15:00I'm out.
15:01Yeah, but congratulations.
15:03You don't get it still?
15:05I'm sad about that.
15:07Look, it's a great business for you guys.
15:09But in order for it to be investable, in my opinion,
15:11it's gotta be a multi-product company that scales.
15:14So for those reasons, I'm out.
15:18All right, guys.
15:19Nobody buys fidget spinners anymore.
15:20They had a purpose.
15:21They were selling a lot.
15:22A year from now, what if no one's buying this?
15:24We are working on something right now where it can be die cut into shape,
15:28so you can trace your finger along it.
15:30I think there's a lot to do.
15:31It's all with the texture.
15:33You see a lot of runway.
15:35I think there's a lot of room for growth here.
15:36I want to come along for the ride, but I need to get my money out.
15:41So, Michael, here's my offer.
15:43I will give you the $250,000, um...
15:5035%.
15:51I believe in it, but I don't want to risk my money.
15:54Can we counter back?
15:55That's a lot of percents.
15:56There's a lot of percents.
15:57That's a lot of percents.
15:58That's a lot of percents.
15:59What else is?
16:00It's a lot of shark?
16:01Sure.
16:02All right, let's hear this offer.
16:15Two sharks are out.
16:17Michael and Lucy have an offer on the table from Robert
16:20for their anxiety-calming stickers, Calm Strips.
16:23But Kevin is also interested.
16:25All right, let's hear this offer.
16:28No equity.
16:29Zero.
16:30Okay?
16:31I want $2.50 a unit until I get back my $250,000,
16:35and then it drops to a buck in perpetuity.
16:38I am allergic to the word perpetuity, sir.
16:41I respect that, but we don't know if this has perpetual life at all.
16:44I'm hoping you'll come up with another product.
16:46All right, I like that better.
16:47I will give you $250,000, $2.50 a unit,
16:53until I get my money back,
16:55and then $1.50 until I get a 3X return on the initial capital.
17:04The difference is my deal ends.
17:07Mr. Wonderful, as long as the word perpetuity is there,
17:09I believe this is the problem.
17:10Well, how much would you allow me to make?
17:12When I give you $250,000, I get it back.
17:14I've made no money.
17:15We talked about this a little bit earlier.
17:16It's important for me...
17:17Does Lori have anything she wants to say?
17:19I don't know. Lori's not officially out.
17:22Do you have an offer you'd give me?
17:24How about $250,000 for...
17:26Guys, hang on, hang on.
17:27Look, I learned a long time ago,
17:29there's no point in crashing a party
17:31that people don't want you in.
17:33You obviously don't want to deal with me.
17:35I'm out.
17:37I would do the same offer as Kevin,
17:42but I would want to get 8% equity in the company.
17:47Because I think I'm worth it.
17:48$250,000.
17:49The royalties and equity are the same.
17:50$2.50 a unit.
17:52Until we got...
17:53I get my $250,000 back,
17:55and then $1.50 until I get $750,000.
17:58No imperpetuity.
18:00No equity.
18:02That's the offer I made you.
18:05So here's my question.
18:06Would you be willing to do $250,000
18:08for just 20% equity?
18:11With no royalties?
18:13No.
18:14I really want to blow this up.
18:15We want to go really quick.
18:16And I really think...
18:18I'm trying to be fair for you,
18:19because I really liked you guys,
18:20and I believed in it.
18:21Let me ask you, Robert.
18:22Until you stood me up.
18:23I know.
18:24You didn't even have an offer.
18:25Look, we haven't been on Shark Tank before.
18:27Seriously.
18:28I'm not one to bet.
18:30Michael!
18:31Michael, and you will never be back!
18:33Robert, will you put your offer back on the table?
18:35I'll take it right now.
18:36No questions asked.
18:37Don't stand me up for a maybe!
18:39No!
18:40We shake hands, we hug,
18:41it's all over!
18:42Oh!
18:43Hit!
18:44Whoo!
18:45The fans go wild.
18:47Come on, Michael!
18:48Thank you, Michael.
18:49Thank you, Michael.
18:50Thank you, Michael.
18:51Oh, shot!
18:52Whoo!
18:53Ah!
18:54Ah!
18:55High five!
18:56Oh!
18:57We walked into the tank
18:58wanting to work with Robert,
18:59so when he went out,
19:00it was heartbreaking.
19:01I mean, I was heartbroken,
19:03but we're like,
19:04we can bring him back in,
19:05and when we got him back in,
19:07it just, my heart sang.
19:08I mean, it's everything that we wanted.
19:14In Season 12,
19:15Judy Schott and Nita Gasson
19:16made a deal with Lori Grenier
19:17for their bed-making aide,
19:19The Better Better.
19:20You got a deal.
19:21Yay!
19:22Let's see what they're up to now.
19:23After Shark Tank aired,
19:25we sold $157,000 in one day.
19:28Prior to Shark Tank,
19:29our sales were about $950,000.
19:32We are now close to $2 million
19:34of lifetime sales.
19:35A better way to start your day.
19:38Lori spent over 60 hours
19:39filming, scripting,
19:40a video spot just for us.
19:42We are now in a variety
19:43of retail stores,
19:44including a nationwide rollout
19:46to Walmart with over 3,000
19:49Walmart stores.
19:50We're working on a better,
19:51better brand for hotels,
19:52RVs,
19:53and most importantly,
19:54the senior community.
19:55They no longer have to call
19:56their family or friends
19:58to come help them change their sheets.
19:59This has given them
20:00such a sense of independence.
20:02In the next year,
20:03we hope to expand
20:04our distribution worldwide.
20:06Here's a surprise.
20:08We are projected to hit
20:10$20 million in sales this year.
20:13No way.
20:14Better Better is something
20:15that makes people's lives easier.
20:17There's no struggle.
20:18It's just done in a snap.
20:19I love products like that.
20:21The plan from day one
20:22was to do an infomercial
20:24and to try to blast the product
20:25into retailers nationwide.
20:27And that's exactly what we did.
20:28Better Better is blowing up.
20:30Two, three!
20:32Being a single mother,
20:34Shark Tank has given me
20:35and my family security
20:36that we can count on.
20:37And I just can't wait to see
20:39what else is gonna happen.
20:40If you're an entrepreneur out there
20:42looking to invent a product,
20:43start a company,
20:44I would have to say,
20:45go with what you feel.
20:46You're gonna have a lot of people
20:47saying it's not gonna work,
20:48it's gonna get knocked off.
20:50But if you believe in it
20:51and you know that it's making a difference,
20:53stick to it,
20:54pound the pavement,
20:55and it will pay off.
20:56Hey, look,
20:57we made it to Shark Tank.
20:59You can too.
21:13Next up is a safer way to celebrate.
21:21Hello everyone, I'm Marc Apel.
21:26And I'm Marc Leroux,
21:27and we're seeking $100,000
21:28for 20% share in our company.
21:31Sharks, we wanna make this pitch
21:32into a real party.
21:34So, we brought some delicious cake.
21:36Thought we could share it with everyone.
21:38Just gonna make a quick wish.
21:40Ew.
21:42So, who wants a slice?
21:45Ew!
21:46Literally nobody wants a slice.
21:49This is our big Shark Tank moment,
21:51and you just slobbered all over the cake.
21:53Sorry about that.
21:54Disgusting.
21:56I always thought it was gross
21:57that people blow all over a cake
21:59before serving it.
22:00Would you let my kid blow all over your cheeseburger?
22:03Of course not.
22:04And it's not just that it seems gross,
22:06the science actually proves it.
22:07Journal of Food Research found that
22:09blowing out the candles on a cake
22:11increases the bacteria by more than 1,400%.
22:15Sharks, with recent events,
22:17societal norms around hygiene have changed forever.
22:20And that's why we invented the Blosie.
22:23When you blow into the open end of the Blosie,
22:25air pressure activates a battery-powered fan.
22:28Clean air blows out the candles,
22:30and your germy breath is directed away from the cake.
22:34Onto your little brother.
22:36It's that simple, guys.
22:38Now, you've all seen workarounds,
22:40like waving a paper plate
22:42or using a separate cupcake.
22:43But Sharks, I'm gonna let you in on a secret.
22:46The wishes don't count that way.
22:50Blosie's gonna change the future of birthdays
22:52by banishing slobber-covered cakes forever.
22:55So tell me, who wants in on the party?
22:57So you got one in front of you there.
22:59If you want to test that out,
23:00step one is most important, you make a wish.
23:03Once you have that wish made, go ahead,
23:05blow into the Blosie, and watch the candle go out.
23:08It's fun. Very cool.
23:10It is fun, isn't it?
23:12It's cool because the wind does not come out at all.
23:15You blow into it, the air goes in.
23:17There's a very sensitive sensor in there
23:19that detects that air pressure.
23:20Other side of that sensor is a solid plastic wall,
23:22so no air is getting through it.
23:23So it never go past here.
23:24It goes down, the air is directed down,
23:26it comes out that little tube on the bottom.
23:28Can we eat the cupcake?
23:29Yep.
23:30I wish you were around when I was a kid.
23:31I mean, I had a kid living next door to me.
23:33His name was Krusty Craig
23:35because he had this white build-up.
23:37Ew!
23:38I refuse to go to Krusty Craig
23:40when they party every year.
23:41You know, I know Krusty Craig.
23:42You don't want to know what he called you.
23:44You're blue, Mark.
23:45You're turning blue.
23:46Oh, my God, we're all blue.
23:48You look like an idiot, Robert.
23:52Oh, my God.
23:53Mark or Mark?
23:54How'd you come up with this?
23:55So, we're at a birthday party.
23:57We have sons, same age.
23:59Younger kid was there.
24:00He goes to blow off the candles on the cake.
24:02The light hits right.
24:03Everyone in the room just sees a spittle flying all over the cake.
24:07Really, it is gross.
24:08There's nothing else that you blow on.
24:10But, Mark, what's your background?
24:11Were you in that business?
24:12My background is in science and engineering,
24:14environmental sciences,
24:16and then I also taught school for a while.
24:18What about you?
24:19My background was in supply chain,
24:20so I've done logistics and supply chain consulting.
24:22Do you have a patent?
24:23Is this protected in any way?
24:24We filed our utility patent.
24:26And it's pending?
24:27It's pending, and our lawyer says
24:29he has a high degree of confidence in the patent
24:30just because of how unique this is.
24:32What do you sell it for, Mark?
24:34We've just started,
24:35but selling both retails and online.
24:36How much?
24:37Wholesale is $6.
24:38Retail and direct is $11.99.
24:40And what's it cost you to make it?
24:41$3.20 landed.
24:42And what are your sales, Mark?
24:44So, to date,
24:45we're just about to hit our five-month anniversary sales.
24:47We're at 1,200 units and about $12,000.
24:50Wah, wah, wah, wah, wah.
24:53You said you've only been in business five months.
24:55We started from nothing and figured it all out, right?
24:58So, we got together this ragtag army
25:00of Eastern European injection molding engineer, right?
25:03Chinese electro engineer.
25:04The world's changed in a way that you can get experts globally
25:07at a very reasonable rate.
25:08Why doesn't anybody care?
25:10$12,000 is actually nothing.
25:13It's not much, but I think it's more a reflection
25:14of how we've marketed it versus the true market sentiment.
25:17So, you're really bad marketers.
25:19Absolutely.
25:20Absolutely.
25:21So...
25:22Mark, have you put a lot of money into it?
25:24No.
25:25So, we put in about $16,000 each.
25:26Well, how did you pay the engineers and the consultants?
25:30Yeah.
25:31So, the upfront part was less than $2,000.
25:34So, it was just...
25:35What a great lesson for everyone at home.
25:37That's absolutely...
25:38What's the great lesson?
25:39That's a lesson I'd love to hear.
25:40You don't have to be a millionaire.
25:41Don't have sales?
25:42No, no, no.
25:43All joking aside, this is a pretty complex product
25:45to design, build, everything for $2,000.
25:48They use people all around the world.
25:50I mean, I actually like it.
25:51I actually think you're onto something,
25:53but you have to develop other things
25:55to really create a business.
25:57Is there another product on the roadmap?
25:59We think the roadmap within this product is huge.
26:02We did one order of 5,000 blue blowsies.
26:05What's the next feature of this product?
26:07So, the next feature is blue and pink.
26:10Damon, imagine if I get a Spider-Man blowsie
26:12for a six-year-old,
26:13I get a Darth Vader blowsie for an eight-year-old.
26:15That's cute.
26:16There's an opportunity to really customize this.
26:17So, where are you selling your product?
26:19We sell them on a combination online.
26:21We have a website as well as on Amazon.
26:23And how are you driving traffic to your own online?
26:25Mostly through PR.
26:27Mark, by traffic, you mean $12,000 in sales.
26:30Yes.
26:31But you've got to start somewhere.
26:32Nobody starts with a million dollars of sales day one.
26:35That's very encouraging.
26:36Let me give you something that's not encouraging.
26:38I hate this very, very much, and I'm out.
26:42All right.
26:43I'm sorry to hear it, but thank you for the feedback.
26:44Oh, man.
26:45Woo!
26:46Woo!
26:47Woo!
26:48Woo!
26:49Woo!
26:50Woo!
26:51The best PR we got was a local news anchor demonstrated on the show.
26:54He blew it out.
26:55He laughed.
26:56He had a great time.
26:57Everyone gets it because there's a prom everybody has.
26:59The way that you're blowing birthday candles out now is different than it was a year ago.
27:02It will be forever.
27:03You're not going back.
27:04Guys, I give you a ton of credit because you are what Shark Tank is all about.
27:07You have an idea.
27:08You sort it out with all your friends.
27:09Do they like the idea?
27:10Will it work?
27:11Then you go through the whole hassle of getting it done.
27:14That's the American dream.
27:16Yes.
27:17The challenge, though, is that you're still not a company.
27:19You're a product.
27:20And that's just not enough for me to make an investment right now.
27:23So for those reasons, I'm out.
27:25Thank you, Mark.
27:26For the others, what I would say would be it's super early.
27:30We've tried to price it in that regard, try to give you enough equity and bring the price
27:33to that valuation.
27:34That's fair.
27:35It's a product in the sense that, you know, you can with us see the path.
27:38Listen, I agree that people are very conscious now about these matters.
27:44Definitely have a small business now, but it's not investable at the moment for me, so I'm out.
27:48Thank you, Dan.
27:49Mark, I think you've done an amazing job.
27:51If I was buying candles and there was a picture of somebody blowing through it, I probably would buy one once.
27:58I don't know if I'd buy it again.
28:00I wish you all the best.
28:01You didn't blow it today.
28:02I'm out.
28:03Hey, thanks, Robert.
28:04Right across the top here, you should have blow out the candles without the germs.
28:12Big.
28:13That is everything.
28:14This is a product that is really smart, but it's not something you use every single day.
28:18You use it on special occasions.
28:20And so it's a great business for you guys.
28:23It's just not really an investment where I can sink my teeth into it.
28:26I know you'll do really well, but I'm out.
28:29Thanks so much, Laura.
28:30Congratulations, guys.
28:31Good luck.
28:32Thanks, guys.
28:33Thanks so much.
28:34Congrats, guys.
28:35We're going to put some more money into marketing, maybe go make some bigger bets on that front,
28:39and just scale this thing.
28:40Everyone has a birthday.
28:41Everyone hates spitty cake.
28:42There's a huge market, and we're just ready to go.
28:56Next up is a business capitalizing on a growing hobby.
29:00Sharks, I'm Chet Weiler from Lancaster, Pennsylvania.
29:12My company is Overeasy Chicken Coops, and this is my pal, Chuckles.
29:17All right, Chuckles, you get in there.
29:20Lay me some eggs, would you?
29:22All right.
29:23Sharks, it's no secret.
29:25America is crazy for backyard chickens right now.
29:28Families want more sustainable living and self-reliance, and they love having fresh organic eggs every day.
29:35Plus, backyard chickens bring joy to families as kids and grandkids make lifelong memories caring for these adorable pets.
29:43That's why we created Overeasy Chicken Coops.
29:47Our proprietary modular coops are easy to ship and easy to assemble.
29:52All you need is 30 minutes, a screw gun, and two people to assemble your Overeasy Coop.
29:59We offer four different sizes that perfectly accommodate between 5 and 20 chickens.
30:05America is so cuckoo for these coops that we can hardly keep up with the demand.
30:10We're chickens running around with our heads cut off.
30:13Sorry, Chuckles.
30:14Sharks, I need a partner so I can finally stop having all my eggs in one basket.
30:23So, who wants to acquire 4% of Overeasy Chicken Coops for an investment of $1 million?
30:31Whoa!
30:32Tell us why this is worth $25 million.
30:35And for 4%.
30:36I mean, he's only four points away from him for zero.
30:38First of all, our IP is locked down, and the cash register is ringing, and we've only just begun.
30:45We are on a path to become the category king for backyard chickens in America.
30:50And with your help maybe, or anybody else who's interested, we will expand to Europe, where the interest in backyard chickens is even stronger than in the United States.
31:01Chet, you're one crazy chicken.
31:03What are these?
31:04Are we supposed to open these?
31:05Can I just say I opened the egg?
31:07I was all excited thinking I was going to get something wonderful.
31:10It is wonderful.
31:11I mean, it's nice.
31:12It's a little brochure.
31:13It talks about quick facts about your business.
31:16There is some golden information in there.
31:18Okay, so how much have you sold?
31:21Oh, you want numbers.
31:23I got numbers.
31:24This week, we surpassed $21 million in sales.
31:27Wow.
31:28What?
31:29Lifetime or last month?
31:30Lifetime.
31:31And year-to-date, $9 million.
31:32Year-to-date, $9 million?
31:34And best of all, $1.35 million in profit.
31:38Which, if you do the math, you know our EBITDA is 15%.
31:41It should have been 18.
31:43Why wasn't it?
31:44Because of the supply chain issues that we had.
31:46Lumber prices, you know, went up fourfold.
31:49Yeah.
31:50True.
31:51Chad, I was not expecting those kind of numbers.
31:53How are you selling $9 million?
31:55Ah, it breaks my heart.
31:57We were not ready.
31:58COVID, it spiked big time.
32:00And we had the frustrating situation where we could not fill orders.
32:04We did not have enough coupes.
32:05Got it.
32:06So we missed out on millions of dollars in sales.
32:09Despite that, $6.8 million in sales last year.
32:12Wow.
32:13How much did you net on that?
32:14Well, last year it was about 12%.
32:16So going from $6.8 million to $9 million through six months is a big step.
32:20Mm-hmm.
32:21Right.
32:22What are you even doing?
32:24What am I?
32:26Yeah, what are you looking at?
32:27Oh, I was trying to make sure I cover everything.
32:30And...
32:31Well, go ahead and make sure.
32:33There we go.
32:34There we go.
32:35I'm sorry.
32:36So how are you paying for all this inventory?
32:38I am here to raise money for more inventory.
32:41We're gonna need it.
32:42But have you raised money?
32:43And who are your partners and how much of your company do you still own?
32:47I own 100%.
32:48Oh.
32:49Actually, I bought the company last June 30th.
32:52And that's when I owned 68%.
32:54I didn't tell you.
32:55I'm from the Amish country in Pennsylvania.
32:57Oh.
32:58But back to your question about COVID, we missed the COVID bump.
33:01Last year, it could have been well over $10 million if we hadn't had enough coups.
33:05I'd like to go back to the numbers.
33:07Just give me the last three years in revenue.
33:092019 was $2.2 million.
33:132020 was $6.8 million.
33:15Wow.
33:16This year, we'll probably do $20 million.
33:18You've got a big ramp going in here.
33:20That takes capital, because there's a capex to this business.
33:23You've got to make this stuff.
33:24Mm-hmm.
33:25How did you raise the money?
33:26So I had to do creative finance to support the POs and receivables.
33:30We were able to borrow against all the POs that we had.
33:35It all worked out great in the second quarter, paid everyone back.
33:38But now we're facing much greater opportunity along those lines.
33:41And that's one of the challenging things about this business.
33:44Chet, I've got to understand some basic things.
33:46So, number one, I don't know what that costs.
33:49The large is $18.99.
33:51The medium is $14.99.
33:54And the small is $10.99.
33:56Our overall gross profit margins are about 36%.
34:00So, COVID did have a heavy price.
34:02It did have an impact.
34:03So, on the one hand, you said it had a negative effect on you,
34:06because you didn't have supply chain.
34:07We missed out.
34:08But you didn't miss out.
34:09That's right.
34:10All right. Well, you get what I'm saying.
34:12You are suggesting that I was inconsistent in my answer.
34:16Here's the thing.
34:17Yes, we missed the COVID bump.
34:19I swear we could have sold 3, 4 million more last year when we did 6.8 million.
34:25It could have been 10 if we would have had enough coupes.
34:27But now we have a factory set up in Lancaster County, Pennsylvania.
34:31We have one down in Dublin, Georgia, Central Georgia, and in Colorado.
34:34So, we can hit the whole country.
34:36So, I would like you to answer for me in two sentences.
34:41Why Europe would want your coupes more than the coupes they have over there?
34:47Most of what's available in Europe and in the United States are, frankly, cheap imports.
34:51And we came up with this beautiful coup in a box.
34:55And it is selling big time.
34:57And already 700 units have sold.
35:01But back to Europe, what we know is that in Europe, they have backyard chickens more.
35:06But you're wondering, how is it that we could compete in that market?
35:09Same as here.
35:10Well, no. I said in two sentences.
35:12I mean, just being fair.
35:13When you're selling something, you need to be able to tell people in a couple of sentences what it is and why it's great.
35:19It's a knock-down, high-quality coup.
35:22Quality is great, but it's not a strong enough differentiator.
35:26And unfortunately, I have to be out.
35:31What is the lifespan of a chicken?
35:33Five to ten years.
35:35My fear with going into business with you is it is going to take me longer than the lifespan of a chicken to find out the details of your business.
35:45Now, before you go out, I've got to talk to you about Europe.
35:48You didn't have me over here with Europe.
35:50You really catapulted me into not interested.
35:53No, let me tell you this.
35:54Look, Robert, listen.
35:55The most valuable thing in my life is my time.
35:58I don't want to spend it learning about your business.
36:01I'm out.
36:02Okay, Chet, let me take a stab at it, all right?
36:05I love revenue.
36:06I think your presentation was a little wandering.
36:09Do you think?
36:10But you've got a lot of revenue here.
36:12I'll make you an offer.
36:14I'll give you the million bucks in debt because you need capital.
36:18I'll take the 4% equity, and I want to pay back over three years.
36:24The average right now is 11.5%.
36:26That capital will let you do what you want to do stateside.
36:29I don't know what you're talking about in Europe, but that's your decision.
36:32I don't control the business.
36:33But that's an offer.
36:34At least you can peck on that one.
36:36All right.
36:37A million bucks, and, you know, the added bonus is you get Mr. Wonderful the shark,
36:42which could really help blow this business up big time because I just love chicken.
36:46I like it with cream sauce.
36:47I like it roasted.
36:48Oh, stop.
36:50Chet, you're already cash constrained, to Kevin's point,
36:53and now you want to go out and effectively have to build factories around the world,
36:57starting in Europe because you can't just ship everything over there,
36:59and somebody's going to have to make them.
37:01So you have the capital expense of doing that.
37:03A million dollars, whether it's debt or equity,
37:05isn't going to allow you to keep up with your growth.
37:07I think you're coming in talking overseas and Europe because you think that sounds good to us.
37:11I don't think you've really projected it out, so for those reasons, I'm out.
37:15You know, Chet, you're asking a million dollars for 4%.
37:18I think we all know here that, as you said, materials have just been...
37:22Brutal.
37:23Yeah, that's the problem.
37:24I think your margins are going to shrink.
37:26Well, the materials came down.
37:27Yeah, they did.
37:28Yep, it's all settled now.
37:29They've come way down.
37:30I don't think it's settled.
37:31Our margins will go up.
37:33I believe the materials will still go up, and I don't like your valuation.
37:37So what valuation would make you comfortable?
37:39Because I'm here to help you make money.
37:42Damon, that's a good offer.
37:44Throw out a number.
37:4725%.
37:49Are you making an offer?
37:51Yeah.
37:52A million dollars with 25%.
37:54Uh, let me see.
37:56You three are out.
37:57Yes, and you have a real offer.
37:59You have two offers.
38:00I'm bringing you back in.
38:02Let me explain.
38:03May I have two minutes to please explain something?
38:05I can't very...
38:06Don't speak to Robert's out.
38:08They're out.
38:09I know, but I've got to tell them something.
38:25Three sharks are out.
38:27Chet has two offers on the table for his business, Over Easy Chicken Coops.
38:32But his attention is still focused on Robert.
38:35Don't speak to Robert's out.
38:36They're out.
38:37I know, but I've got to tell him something.
38:39No, please don't.
38:40No, but you should be talking to...
38:41Why are you here if you weren't doing exactly what he said?
38:44You're making it confusing.
38:45You're scaring us.
38:46Damon, I want to hear what he was going to say.
38:48Go ahead, Chet.
38:49Bear with me.
38:51I have gone to Europe many times because we were looking at expanding our business over there.
38:55So next week, I'm flying to Prague.
38:58And if they are interested, there's these amazing folks.
39:02And by the way, in the Czech Republic and in Eastern Europe, they want you guys.
39:05Chet, I just want to say one thing.
39:06Okay?
39:07One thing.
39:08I can actually speak chicken.
39:09Those chickens are saying right now, Chet, why don't you get focused on the two offers?
39:13Okay.
39:14Instead of talking to a guy that's been out for 15 minutes.
39:18I'm going to have to counter on yours.
39:20I want both you guys.
39:22I'd love to say yes to Mr. Wonderful there in terms of the debt.
39:26It doesn't bother me because we're so profitable.
39:28But I need to ask you one question.
39:29Yeah?
39:30There might be another million or two that we need in PO support that the banks won't give.
39:35I understand.
39:36My answer is always the same to every entrepreneur.
39:39I support all my companies, okay?
39:41Yeah.
39:42Our interests are aligned.
39:43I want you to succeed.
39:44The answer is, of course.
39:45If you actually come in with business that makes sense and I can make more money with my
39:494%, I'm going to support you.
39:51That's what I do with all my entrepreneurs.
39:52You know, I'm not in love with your European strategy.
39:54I don't get it.
39:55There's so much opportunity stateside.
39:57Yeah, particularly since you need cash for POs, right?
39:59You're not going to have any money left over for European expansion.
40:02Chet, I ask you not to entertain him, which, you know, you're a grown man.
40:06You can do whatever you want.
40:07But you have two offers on the table and you just keep getting distracted.
40:10And I just got to say that I think that is exactly what it's going to be in business with you.
40:14So I like you, but I'm out.
40:15Well, then it's just the two of us, Mr. Wonderful, isn't it?
40:19That's right.
40:20For now.
40:21For now.
40:22Do you want to get together in this or not?
40:24Mr. Wonderful, I want to say yes to your offer as long as you are going to support the other POs.
40:29I'm not guaranteeing you that right now because I don't know enough about your income statement and balance sheet.
40:33But I told you, I support my companies.
40:36The offer I'm making you right now is the million dollars.
40:38Oh, no, I'm accepting that.
40:40We have a deal.
40:41Well, then forget all the rest of the noise.
40:43Then what's the what?
40:44Yeah.
40:45Are you done?
40:46I just wanted to talk with Robert a little bit about our designs in Eastern Europe.
40:50He's out!
40:51I want him to come back in.
40:52Come on, let me talk to him.
40:53Wait a second.
40:54Don't you want someone from Europe who has a passion for helping create jobs behind...
40:57He's not really from Europe.
40:59He's been here a very long time.
41:00I've been here a very long time.
41:02Is Alan Fudd around here?
41:03Is this candid camera?
41:04What's going on?
41:05All right, if you say so.
41:06But Robert, come on.
41:08I wanted us to do special things in Europe.
41:09All right.
41:10Chet.
41:11I'm with you.
41:12Chet, I'm out.
41:13Oh, really?
41:14I said yes, though.
41:15I said yes.
41:16Yes, Kevin.
41:17Yes, thank you.
41:18You do not understand when a guy offers you a million dollars, but then you start talking
41:21to a guy that's out.
41:23I was the only shark to offer you a million dollars.
41:26And I said yes.
41:27The only one that was going to find your business after everybody else dropped out.
41:30And then you say, oh, no, I want to talk to Robert about Czechoslovakia?
41:33No, that is...
41:35I just wanted to have that.
41:36I've said yes to you.
41:37No, I'm out.
41:38I'm out.
41:39Good luck, Chet.
41:40Good luck, Chet.
41:41Well, thank you.
41:42And I hope that you'll enjoy Backyard Chicken someday if you want this.
41:46Have a good day.
41:47Bye, Chet.
41:48Well, it looked like I had a shark, but then he swam away because I got distracted in talking
42:03to Robert after Mr. Wonderful was going to step up.
42:08So that was a strategic error.
42:10Wow.
42:11Wow.
42:12What the was that?
42:13I've never seen anything like that, ever.
42:18I'm not even Czechoslovakian.
42:20I'm not even Czechoslovakian.
42:48I'm not even Czechoslovakian.
42:49I'm not even Czechoslovakian.
42:50I'm not even Czechoslovakian.
42:51I'm not even Czechoslovakian.
42:52I have noよね.
42:53I'm not the rest of my life then despite that.
42:54I'm not so good.
42:55I'm not even Czechoslovakian.
42:56You know, I haven't done it yet.
42:57Oh, no.
42:58We've certainly felt the way, it's better.
42:59I'm just getting closer.
43:00You know, you can't believe it, they're better.
43:01You know?
43:02I'm just getting closer.