Yes, it is true that hearing yes and hearing no is part of any founder's investment journey. But as one Elevator Pitch contestant notes, getting yeses beats the heck out of getting nos.
Welcome to the season 10 finale of Elevator Pitch, where three final contestants fight for the opportunity to lock in a life-changing deal with one of our investors. Will they rise above the pressure and win big, or will they walk away empty-handed?
We're not going to tell you what happens, but one thing we can say about this episode is that the money and emotions are flowing. You'll have to watch to find out why, at one point, investor Kim Perell spontaneously exclaims, "Supercalifragilisticexpialidocious!"
Welcome to the season 10 finale of Elevator Pitch, where three final contestants fight for the opportunity to lock in a life-changing deal with one of our investors. Will they rise above the pressure and win big, or will they walk away empty-handed?
We're not going to tell you what happens, but one thing we can say about this episode is that the money and emotions are flowing. You'll have to watch to find out why, at one point, investor Kim Perell spontaneously exclaims, "Supercalifragilisticexpialidocious!"
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NewsTranscript
00:00 Welcome to the elevator.
00:03 We've come to the closing act for our season finale.
00:07 Supercalifragilisticexpialidocious, that's amazing!
00:11 Three final entrepreneurs will make their way
00:13 into the elevator for the opportunity
00:16 to lock in a deal with one of our investors.
00:19 If you ain't got the clientele, hell no.
00:22 Will they rise above the pressure
00:24 and strike a deal of a lifetime?
00:27 I love your tenacity.
00:29 Or walk away empty-handed?
00:31 It's just three no's, I'm sorry.
00:32 Where's the money?
00:33 Find out on the season finale of
00:36 Entrepreneur Elevator Pitch,
00:39 presented by Amazon Business
00:41 with support from State Farm.
00:44 Meet our board of investors.
00:49 Kim Perel, serial entrepreneur and tech CEO of 100.co.
00:55 Mark Randall, co-founder and first CEO of Netflix.
01:00 Jonathan Hung, managing partner of The Entrepreneur Fund.
01:05 First to step in the elevator,
01:11 an entrepreneur plans to propel the world's health
01:14 with a simple solution for nutritious food in the office.
01:18 (dramatic music)
01:21 Going up.
01:26 Hello, Sam.
01:32 Welcome to the elevator.
01:34 Your pitch begins in three, two, one.
01:39 Hi, I'm Sam, the CEO and co-founder of BiteWell,
01:44 and we're on a mission to improve
01:45 the world's health through food.
01:48 Did you know that over 75% of US healthcare costs
01:51 go toward treating diet-related diseases?
01:54 That's over $3 trillion spent on diabetes,
01:57 obesity, heart disease, all of these diseases
01:59 that can be treated or prevented through food,
02:02 which is why we created BiteWell,
02:04 the world's first digital food pharmacy.
02:07 We do everything a traditional pharmacy does, just for food.
02:10 So we fulfill food prescriptions,
02:13 or if you need advice on how to manage
02:15 your cholesterol through food,
02:16 you can ask our AI-powered food pharmacists.
02:19 This is the future, and it's working.
02:23 This year, our launch year,
02:24 we did almost a million dollars in revenue,
02:27 and next year's projections are nearly 5X that.
02:30 We're seeking a million dollar investment
02:31 for 5% stake of our company.
02:33 So investors, if you believe the future of health is food,
02:36 and you're interested in accessing
02:37 this half a trillion dollar market, send me up.
02:40 That was a good pitch.
02:44 I agree, that was pretty clear.
02:45 I got the idea of what she was presenting,
02:47 what the app did.
02:49 It was interesting, because she's had great success
02:52 in a very short amount of time,
02:54 and it sounds like there's a lot of growth,
02:56 but who's buying this?
02:58 And really, who wants to use it?
02:59 Like, do you want to have someone tracking
03:01 what you eat every day,
03:02 and telling you if you're good or bad?
03:04 Jonathan, everyone is tracking what they're eating.
03:06 There's so many apps, but I guess that begs the question,
03:10 what makes hers different?
03:11 Absolutely, it's always the question.
03:13 You guys wanna vote?
03:14 Let's do it.
03:15 (dramatic music)
03:18 Attention, Sam.
03:24 Your pitch has been
03:26 approved.
03:31 Amazing, let's get a deal done.
03:34 Sam. Hello.
03:38 Welcome to the boardroom.
03:40 Thank you, I'm so glad to be here.
03:41 We were so impressed with your pitch.
03:44 Thank you.
03:45 But what I'm curious about is, who's buying this?
03:48 Great question.
03:49 So, we really see ourselves
03:51 in the healthcare, healthcare benefits space.
03:53 And so, we sell in B2B.
03:55 We sell in to employers, to health insurance plans,
03:58 and even recently to providers,
04:01 who are offering this access
04:03 to Bitewell's Digital Food Pharmacy
04:04 to their members, patients, and employees.
04:07 And so, of the million dollars
04:08 that you have on your current revenue,
04:10 can you break that down a little bit further
04:11 in terms of actually what is,
04:13 is it a subscription?
04:15 How much are you making per member?
04:17 How many members are actually using this?
04:19 Yep, absolutely.
04:20 So, you can imagine that there are two different tiers
04:23 of ability to use Bitewell.
04:25 Some companies, plans, providers,
04:27 are just offering access to Bitewell,
04:29 and that's through a subscription.
04:31 The subscription fee ranges anywhere
04:33 from a dollar per member per month on the low end,
04:35 to five dollars per member or employee per month
04:38 on the high end, depending on the size of the partnership.
04:41 And then there are a subset of employers, plans,
04:44 and providers who are also offering
04:45 additional food benefits.
04:47 So, some plans that are paying
04:49 for the cost of food prescriptions.
04:51 Some employers who are subsidizing
04:53 the cost of healthy foods for their employees.
04:55 So, imagine that there are two tiers of plans.
04:57 So, two streams of revenue.
04:58 A subscription stream of revenue,
04:59 and then a take rate on any purchases
05:01 that are made on the pharmacy.
05:02 But I love that, but of the million dollars,
05:03 how much is coming from each one of those?
05:05 Yep, for sure.
05:06 So, 20% is coming from subscriptions,
05:08 and 80% is coming from the take rate,
05:10 because our adoption and engagement rates.
05:12 This is a take rate, someone uses it to order food,
05:15 and you get a commission?
05:16 Exactly.
05:17 So, the customer source for your customer
05:19 is largely coming through referrals
05:21 and placement from the healthcare providers,
05:24 et cetera, companies.
05:25 That's right.
05:26 But then people are actually,
05:26 what percentage of people who actually
05:28 have access to it use it?
05:29 Very, very high.
05:31 That's one of the things that I'm most proud of
05:32 with BiteWell.
05:33 So, today we have 5,000 members
05:35 who have access to the platform,
05:37 and our adoption rate is 91%,
05:40 with 85% weekly active usage,
05:43 which blows health benefits out of the water.
05:46 The average for a good health benefits program
05:48 is 5% adoption.
05:50 What's the proprietary software that you have here?
05:52 So, every food on BiteWell,
05:53 like you're seeing on the table,
05:55 has a food score.
05:58 Then, when a user onboards onto BiteWell,
06:00 we're getting access to your health information,
06:02 either through info that you're giving us,
06:04 through claims data.
06:05 There are a variety of sources,
06:07 where we can get your overall health picture,
06:09 and we create a user health profile.
06:11 The score is a match between the user's health profile
06:15 and the food's health profile.
06:17 How much have you raised so far,
06:18 and how are you building this proprietary software?
06:20 Because right now, it's all AI,
06:22 it's a key phrase, everyone's using it,
06:23 and everyone's trying to, you know,
06:25 raise money off of that,
06:26 and you have a high valuation to justify an AI raise,
06:29 but I don't understand how.
06:31 Yeah, so we've raised $6 million to date.
06:34 We raised a $2 million pre-seed
06:36 that rolled over a series of safes,
06:38 and in the spring, we raised a $4 million price seed round
06:40 that was venture-backed.
06:42 And so, we're really looking for additional fuel
06:44 to add to the fire,
06:45 because we have a couple of very big partnerships
06:48 that are this close to the finish line,
06:50 that are giving us access to 500,000 members,
06:53 10 million members.
06:55 We need more fuel to be able to service those customers.
06:59 Am I the only one who feels like
07:00 this is almost too good to be true?
07:02 (laughing)
07:02 Yes.
07:03 I've never heard of an app
07:05 which has that high engagement on a sustained basis.
07:09 I mean, if you had said your six-month cohort
07:11 is 50% active, I'd still be blown away.
07:14 Honestly, I'm with Mark.
07:17 It sounds amazing, actually.
07:18 Like, congratulations,
07:19 'cause you had such great success.
07:21 You're very articulate and confident in where you're going,
07:24 and it's very impressive.
07:25 And for me, honestly, at the end of the day,
07:28 you're just betting on the person,
07:29 and I think that you have what it takes
07:32 to build a really great company.
07:34 So I'm going to offer you $200,000,
07:38 not at the 20 million valuation that you're asking,
07:40 but at the previous valuation at a 16 million post.
07:44 Thank you.
07:45 Wow, that's confidence, Kim.
07:48 Hi, you got to support fellow female entrepreneurs in tech.
07:51 Absolutely, thank you.
07:53 I love that.
07:53 Well, I guess in some ways
07:54 I can make it a little easier for Kim.
07:57 Unfortunately, the numbers don't resonate correctly with me.
08:03 I need to have something that I understand
08:06 and believe in here,
08:07 and you haven't gotten me to that point.
08:09 So I'm afraid I'm going to have to say I pass.
08:13 Well, thank you.
08:14 I totally see what you're doing,
08:17 and I totally agree with it.
08:19 It's just the issues with the payers
08:21 and the insurance company.
08:22 That's where it gives me worry.
08:24 I'm going to have to pass.
08:27 Okay, Sam.
08:28 So Jonathan and I are going to pass,
08:32 but you still have an offer on the table,
08:35 but I think you said $200,000,
08:37 but not at the $20 million valuation that you're looking for
08:40 but at your previous round close at 16 post.
08:43 How does that sound to you?
08:46 I think we can do it.
08:52 All right.
08:53 Can I come shake your hand?
08:54 Yes.
08:55 I have a hat for you.
08:56 I'm so excited.
08:57 You're a hug.
08:57 I know.
08:58 Here, this is my new hat.
09:00 Oh my gosh, thank you.
09:01 I love it.
09:02 Thank you.
09:03 Honestly, I'm thrilled to partner with you
09:04 and continue to see you do great things.
09:07 Thank you.
09:08 Let's do something amazing together.
09:09 I can't wait.
09:10 All right, Sam.
09:11 Thank you, Sam.
09:12 Good luck.
09:13 Bye, thank you.
09:13 Woo!
09:18 Yes!
09:19 We got a deal done.
09:20 That's what I wanted coming out of that elevator.
09:22 I am particularly excited to be partnering with Kim,
09:26 another female entrepreneur, a female investor.
09:29 Because of the $6 million that we've raised,
09:30 we have very few women on our table.
09:32 And it was a target of mine to make sure
09:36 that we bring more women around the table
09:38 as we're building Fightball.
09:39 So I can't wait to work with Kim.
09:41 Next in the elevator,
09:47 an entrepreneur paves the way for anyone
09:50 to easily create their own video game.
09:53 (dramatic music)
09:55 Going up.
10:03 Hello, Mariam.
10:08 Welcome to the elevator.
10:10 Your pitch begins in three, two, one.
10:15 Did you know that you can make your own video games
10:18 in less than 15 minutes?
10:20 Hi, I'm Mariam Nusrat
10:22 and I'm transforming the gaming industry
10:24 so that people like you and I can make our own video games
10:27 without writing a single line of code.
10:30 Our platform, vreshna.io,
10:32 creates games with no code at zero cost
10:35 and at lightning speed.
10:36 So think about a math teacher
10:37 that wants to make learning fun.
10:39 She can create her own run and catch game
10:41 where students are catching even numbers
10:43 and dodging odd numbers and having a blast.
10:45 It's like the Canva for purposeful gaming.
10:48 Since inception two years ago, we've made mad progress.
10:51 150,000 registered game makers,
10:54 $2.5 million raised from investors
10:57 like Paris Hilton and Brandy Zuckerberg,
10:59 $75,000 in revenue and a text-to-game engine
11:02 and an AI-powered platform launching next quarter.
11:06 We're currently raising five million
11:07 at a 50 million valuation
11:08 with three million already committed.
11:10 So what do you say?
11:11 Are you joining our ride to empower
11:14 the next hundred million people
11:15 to tell their stories through games?
11:17 Well, that was pretty good.
11:19 One of the things I liked
11:20 is she quickly gave me a sense
11:22 of who on earth would want a game maker
11:25 by giving the example of the teacher.
11:27 But wow, there was a lot of numbers thrown around.
11:30 They are spinning in my head.
11:32 I'm confused.
11:33 And a $50 million valuation?
11:36 Wow.
11:37 It's like I play games, but I don't wanna make a game.
11:40 You guys ready to see how we all think?
11:42 Let's vote.
11:50 Attention, Miriam.
11:52 Your pitch has been
11:54 approved.
11:59 All right.
12:04 So exciting.
12:08 Miriam, welcome to the boardroom.
12:09 Thank you, Mark.
12:11 Hi, Jonathan.
12:11 Hi, Kim.
12:12 I think all of us have a bunch of questions.
12:14 Fair.
12:15 $75,000 revenue, but 50 million valuation.
12:19 Help us understand where that comes from.
12:22 Our valuation is kind of a factor
12:24 of three key things, right?
12:27 So first of all, the funds we've already raised.
12:29 So we've raised $2.5 million in our seed round last year,
12:33 and it closed at a 45 million post-money valuation.
12:38 The second factor is what did we do with that money?
12:40 We took that money and we 10X'd our growth targets.
12:43 So we were at 4,000 registered game makers
12:46 on our platform in December.
12:49 To date, we're at 150,000 registered game makers
12:53 that have created more than 130,000 video games.
12:56 One of the most innovative things we're doing
12:58 on our roadmap is our users asked us,
13:00 not just for the ability to make a game,
13:03 but to also showcase it and monetize it.
13:05 So that's where we started building a fully-blown
13:08 virtual carnival-themed metaverse.
13:11 I'm gathering that these investors got excited
13:13 about the fact that taking a share of that monetization
13:16 is gonna dwarf the income you get from your game makers.
13:19 So our recurring revenue channel subscription,
13:22 rev share, and immersive advertisements
13:24 within the Brezhnev Earth.
13:25 What are you thinking for next year?
13:26 So profitability, 800,000,
13:28 and then 2 million by the year after that,
13:30 and 31 million in total till 2027.
13:33 But tell us about the 150,000 people
13:35 that are currently making and creating games.
13:38 Two users that just stuck,
13:40 because if you're building for everyone,
13:41 you're building for no one.
13:42 So we wanted to identify the super users.
13:44 The users that stuck was edtech.
13:46 So the ability for teachers to make a game
13:50 in less than 15 minutes in any language,
13:52 without any coding,
13:54 this is Kahoot on steroids for them, right?
13:56 So that idea was really, really appealing.
13:59 And then the content creators.
14:00 We're in the generation of TikTokers.
14:02 Snackable content is what they want.
14:04 Games is a universal language,
14:06 and they wanna leverage that universal language
14:08 to create their own content.
14:09 And are they paying?
14:11 So right now we've been freed
14:12 because we're gonna be leveraging a freemium model.
14:15 So our biggest idea was it's behavior change.
14:17 'Cause most of the people don't even believe
14:20 that you can make a game so fast.
14:21 It's like it's lightning speed.
14:22 - It's really impressive what you've built so far.
14:25 How much revenue do you anticipate next year?
14:27 - Next year we're anticipating around $800,000,
14:30 and that's already profitable.
14:31 'Cause our burn rate,
14:33 annual burn is around $600,000.
14:35 So next year we're profitability,
14:37 the year after that, 2 million,
14:39 and then by 2027, 39 million in total.
14:42 - Annual burn, $600,000?
14:44 25 people?
14:45 - Boom!
14:46 (laughing)
14:48 - That's her line.
14:49 - I know.
14:50 - That's amazing.
14:51 - Yeah, yeah.
14:52 Capital efficient.
14:53 - I love the company.
14:55 I love the energy.
14:56 I love the capital efficiency.
14:59 I hate the valuation.
15:00 (laughing)
15:03 Because of the risk involved,
15:05 I'm looking for things that can 10X.
15:07 And it's not out of the question
15:11 to hit 500 million for the types of things you're doing.
15:14 But wow, it would take a big investment on my part
15:17 to have a meaningful enough stake
15:19 to have enough upside in this.
15:21 This is too expensive for me.
15:24 I'm sorry, but I'm gonna have to pass.
15:27 - I can give you a 20% discount on the 50 million
15:31 if you wanna come in no minimum check size.
15:33 - Well, let me see.
15:34 That's very gracious of you, thank you.
15:36 Let's see whether you might be able to get
15:37 exactly what you're looking for from my associates here.
15:40 - I mean, I love your passion
15:42 and I do think there's a huge opportunity
15:45 in what you're doing.
15:46 Similar to Mark, I look to get a sizable amount
15:49 of investment in a company and your valuation's so high.
15:53 So I'm going to pass.
15:55 - It is a rich valuation.
15:58 I have to consider that.
15:59 I know I could help.
16:00 I know I have the right people
16:01 who could help with your growth.
16:03 It just is an issue of valuation
16:06 because your revenue is just not there.
16:08 This is a hispace business.
16:09 (dramatic music)
16:11 - If you're willing to give that valuation
16:13 that you offered Mark discount,
16:16 I'm willing to do 100,000.
16:18 - 100,000 with a 20% discount.
16:21 Can I also counter here?
16:22 Are you open to advisory shares?
16:27 - For what?
16:29 - I mean, that gives you a little bit more ownership.
16:31 You know what I'm saying?
16:32 I mean, I can open up a little bit more equity.
16:34 I'll take that hit myself.
16:36 - I love the flexibility.
16:37 I love the pushback.
16:38 But I think at this point,
16:40 Kim stays where she is, I stay where I am,
16:42 that you do have an offer on the table,
16:44 $100,000 at I think-
16:47 - 20%.
16:47 - The 20% discount.
16:50 What do you say?
16:51 - I think there's a lot in common.
16:57 I think you would be an amazing,
16:58 amazing investor on iCAP table.
17:00 With that, I would love to welcome you.
17:02 So thank you for being game.
17:03 - Wonderful.
17:04 - Thank you.
17:05 - Thanks for being game.
17:06 Thank you so much.
17:06 - Thank you.
17:07 I look forward to it.
17:08 - Thank you so much.
17:09 - Waiting to see you crush it.
17:10 - Thank you.
17:11 Thanks for being game.
17:11 - Thanks a lot.
17:12 - Thank you.
17:13 - Woo hoo!
17:14 (laughing)
17:15 - Thanks, Jonathan!
17:16 - Oh.
17:16 (laughing)
17:19 - Oh my God!
17:20 That was awesome.
17:21 That was so, so awesome.
17:22 The fact that we have Jonathan on the cap table,
17:26 super excited about that.
17:28 And super also excited about the fact
17:29 that both Mark and Kim saw the potential of Bresna.
17:33 And that's what we need.
17:34 I mean, I understand yeses and noes
17:36 are part of the founder journey.
17:38 You're not gonna get all yeses,
17:39 but I got the yes that matters a whole lot to us.
17:42 And I'm just super excited.
17:44 - Entrepreneur Elevator Pitch is presented
17:49 by Amazon Business for every organization
17:52 at every stage of growth.
17:54 Last to step in the elevator,
18:01 an entrepreneur plans to empower women
18:04 with protective cosmetic products.
18:07 - The epidemic of drug-facilitated sexual assault
18:10 and violence is massive.
18:13 The statistics are one in three women experience violence.
18:16 One in two women experience their food or beverage spike.
18:20 Unfortunately, the experiences I've had
18:23 within sexual and domestic violence in my life
18:27 have been vast.
18:28 And not only myself, but so many people I love.
18:31 And we truly have a solution.
18:34 And it is a solution that people are excited about
18:37 and it is in people's hands already.
18:39 - Going up.
18:48 Hello, Joy.
18:53 Welcome to the elevator.
18:56 Your pitch begins in three, two, one.
19:01 - My name is Joy Hoover
19:03 and I'm the founder and inventor of SOS Cosmetics.
19:07 After 13 years working with over 10,000 survivors
19:10 who've experienced violence,
19:12 I've invented and brought to market
19:14 an ecosystem of solutions to end this epidemic.
19:18 SOS Cosmetics is the first patent issued
19:21 smart safety cosmetics,
19:23 featuring multiple safety products in all the products.
19:26 Our hero SKU is our lipstick that combines
19:29 roofie test strips in a panic button
19:32 that connects to a customizable safety app.
19:35 Lipstick is a $9 billion industry
19:37 and ours is the only one that could save your life.
19:41 We've sold out of our first run in over 40 states,
19:44 have over 10 million views on social media
19:47 and are in contact with 10 colleges for partnerships.
19:50 We are raising $700,000 on a $6 million safe
19:54 and we've already raised $350,000.
19:58 At SOS we say, if it's not a hell yes, it's a no.
20:02 - Got it right in. - Wow.
20:04 Yeah, that was great. Good timing.
20:05 Covered the basic points.
20:07 Really innovative.
20:08 I've actually never heard of anything like this.
20:10 Well, I've heard of some various cosmetics
20:12 that are all trying to address that same issue,
20:14 which is date safety.
20:16 - Yeah. - But seems reasonable.
20:19 Yeah, and the valuation seems good
20:21 and she's raised half the money already.
20:23 - Well, let's take a vote. - All right.
20:26 (dramatic music)
20:29 - Attention, Joy.
20:33 Your pitch has been
20:38 approved.
20:42 (laughing)
20:46 - Congratulations, Joy. - Thank you.
20:50 So excited to meet y'all.
20:53 - Well, we all thought you did a great job pitching,
20:55 but we obviously have some questions to ask.
20:56 - Yes. - I think first and foremost,
20:58 we'd love to hear more about where your sales are at.
21:00 - We officially went to market just over six weeks ago
21:04 and we've sold, we had $30,000 in pre-sales.
21:07 So we've gotten the products into people's hands.
21:10 We have over 50 positive reviews already
21:12 and people are already feeling the safety,
21:15 really like that they've never felt before.
21:18 - Oh my gosh, supercalifragilisticexpialidocious.
21:21 That's amazing, Joy.
21:22 I can't believe it. - Thank you, thank you.
21:25 - Wow, so please tell me a little bit more
21:29 about your story. - Yeah, absolutely.
21:31 So I'm from Vegas and I've been in Vegas
21:35 just over 13 years serving mainly women
21:38 who've been experiencing sex trafficking
21:40 and people experiencing all types of violence.
21:43 And so this is very personal to me.
21:45 On April 10th in 2013,
21:47 we also lost my mother-in-law to violence
21:50 and her final words were on a 911 phone call.
21:53 So this is personal on my own level, my own family.
21:57 We have two little girls
21:58 and we wanna end generational violence in our family.
22:02 - Thank you for creating this company.
22:04 Is it actually lipstick though?
22:05 - It is real lipstick.
22:07 So the color I have on is called Hell Yes
22:09 because I know we didn't get that last part in
22:11 but our slogan is if it's not a hell yes, it's a no.
22:15 And so my question was,
22:16 who wants to say hell yes to the lipstick revolution?
22:19 - Is there a demo?
22:20 - Yeah, absolutely.
22:22 So we have, as you can see,
22:23 our colors are really bright and wild.
22:26 This is actually our app
22:27 and this is the actual features on our app.
22:31 So I'm just gonna show you
22:32 because on the bottom of the lipstick is our panic button.
22:35 - And the panic-- - That's the lipstick?
22:36 - This is the real lipstick, yes.
22:39 When you open it up, it's the real lipstick, right?
22:42 And then when you push the button,
22:45 it connects to your phone with your app
22:47 and you customize your own plan.
22:50 So some people don't feel safe
22:52 if calling emergency services or calling the police,
22:55 they might wanna call a friend or a trusted family member.
22:58 They might wanna send their location to their partner
23:01 or they might wanna sound a loud alarm to what's going on.
23:04 I have it set up right now to set up, sound a loud alarm
23:08 and then let's see if you can hear this
23:09 'cause it also is on the phone call.
23:11 - Hey, it's Joy.
23:13 I'm not sure who I just met.
23:15 I'm testing my drink in a medical service.
23:18 Could you just call me back right away?
23:20 - Can you hear that? - I hear it.
23:21 - Yeah. - It's basically saying,
23:22 can you, here's where I am. - Right.
23:24 - Can you call me back right away?
23:26 - Yep, and there actually is a test strips
23:28 right in like covertly placed inside the lipstick.
23:30 So you just pull this off, test your drink
23:34 and what you're looking for is two lines means it's safe.
23:37 One line means it detects benzodiazepines.
23:39 So any benzo, roofies, Xanax, Klonopin,
23:42 it can detect that in your drink.
23:44 But we didn't wanna just do only the test strips
23:47 because we know it only takes an average of 13 minutes
23:51 for those drugs to metabolize in your system.
23:53 So that's why we created the panic button.
23:55 So not only if you experience, you know,
23:57 drug facilitation, can you push that button?
24:01 But also if you're running, if you get in a car accident,
24:04 if you're walking to your car feeling unsafe
24:06 because our partnership with emergency services
24:09 allows for you to push the button
24:10 and in seven seconds, they text you and say,
24:12 hi, we see your SOS, what's going on?
24:15 If you don't respond, they send emergency services
24:18 to your location through your location services.
24:21 How much were you selling the lipstick for?
24:23 Yeah, so it's 59.95 for the starter kit
24:26 and that includes one, the device,
24:28 one color lipstick and two test strips.
24:30 My only concern though, Joy, is like the marketing angle.
24:33 Like you pronounce the name of the company, I get it.
24:36 Yeah.
24:37 But when I look at it, I don't think of it as SOS.
24:38 Totally, yeah.
24:39 So how are you gonna get around that issue?
24:41 Yeah, so you know, the main thing that we have here
24:44 is that we have to toy between covert safety
24:47 and helping people understand what we're doing, right?
24:50 So I really think again, that strategic investor
24:52 coming on with us to really look at
24:54 how do we make sure people know what it is?
24:56 In six months on TikTok, we went from zero followers
24:59 to almost 75,000.
25:00 And is there anyone else doing something like this?
25:04 No, that's literally,
25:05 we have a patent issued on this product
25:08 and the patent is cosmetics with safety features.
25:11 Like, are you kidding me?
25:12 Do you guys wanna try?
25:14 (laughing)
25:15 Sure, I'll try one.
25:16 Okay.
25:18 So this one's shine on.
25:19 This will be perfect for you, Mark.
25:20 I think you'd look very beautiful in shine on gloss.
25:22 So how do I, just kinda dip it?
25:24 Yeah, just put it on there.
25:26 So we have three gloss colors
25:28 and we have two matte colors.
25:31 (laughing)
25:33 Let me show you how to do this, Mark.
25:35 Yeah, so this is called We Believe You.
25:37 We Believe You.
25:38 It brings out your eyes.
25:39 All right, here we go.
25:40 Piece of tissue.
25:41 Jonathan, do you wanna try some?
25:42 You could try It's Not The Dress.
25:44 Okay.
25:45 Let's see, Jonathan.
25:46 I don't know, am I doing it right?
25:48 Looks nice.
25:49 Nice peach.
25:50 You look marvelous.
25:52 So first of all, I love what you're doing.
25:53 Thank you.
25:54 And I love the social passion behind it.
25:55 I love how you're doing good for the world.
25:58 For me, I kinda like to see a little bit more
26:04 real world traction.
26:06 Sure.
26:07 Those first 500, fantastic initial feedback.
26:10 But those first 500,
26:12 usually you're going to get great feedback.
26:14 The question is, will this scale?
26:16 Sure.
26:17 Can you really develop the audience for it?
26:19 So you have a great phrase,
26:20 which I guess if it's not hell yes, it's no.
26:23 I have a slightly different one,
26:25 which is if you ain't got the clientele, hell no.
26:31 Okay.
26:31 And I'm afraid because of that, I have to pass.
26:36 Sure, understood.
26:37 Thank you so much.
26:38 I actually love what you're doing.
26:40 My only concern is just the name.
26:43 I just feel like it doesn't necessarily resonate
26:46 on first glance, you know?
26:48 So we got to work on that first.
26:50 And to a certain extent, I do agree with Mark
26:52 on the traction is still not there.
26:54 I like to see a little bit more,
26:55 because right now, is it hardware or is it cosmetics?
26:59 And I know it's both.
27:00 Yeah.
27:01 I know absolutely it's both.
27:02 I just need to see more sales.
27:04 Sure.
27:05 I'm happy to pass.
27:06 Okay.
27:07 I mean, I love your passion.
27:08 I love what you're doing.
27:10 I want to see more traction.
27:13 Like you're going to have the minimum order quantity
27:15 of 10,000.
27:16 Once you get that, how fast can you actually sell that?
27:19 And again, you sold 500 already.
27:21 So it could be, but at the current valuation
27:25 with the limited traction you have,
27:27 unfortunately I'm going to pass.
27:29 Okay.
27:30 Are you sure you don't want to join in
27:32 to help us get there,
27:34 to really truly make a difference?
27:35 I mean, you have daughters, so do I, right?
27:38 And they deserve better.
27:39 Unfortunately, from an investment standpoint,
27:43 I just can't do it right now.
27:45 Okay.
27:46 Well, thank you so much for your time.
27:48 Yes.
27:48 Thanks, Joy.
27:49 Appreciate it.
27:50 Thanks, Joy.
27:51 You know, just because we didn't get an investment
27:56 does not mean we're stopping.
27:58 We have so much more impact to make,
28:00 and we're bringing Drunk Girl Bath and Energy
28:02 to as many people as we can this year.
28:05 Please return to the boardroom immediately.
28:07 Okay.
28:10 What the heck?
28:13 Joy, welcome back to the boardroom.
28:21 I'm trying.
28:22 Won't show you too many tears, but I'm back.
28:24 We just wanted to bring you back
28:27 and let you know how proud we are of you, first of all.
28:30 Thank you.
28:30 And what you're doing and your passion and dedication
28:33 is truly inspiring.
28:35 And as you said, I have a daughter too,
28:36 and this is changing the lives for all of our daughters.
28:40 And today, on behalf of Amazon Business,
28:43 we wanna gift you $10,000 cash
28:48 to invest and grow your business.
28:50 Thank you so much.
28:51 It means so much.
28:54 You've all been there.
28:55 You know how much some little support can do,
28:57 so hopefully this helps a little bit.
28:59 And my daughters are ready for me
29:00 to bring home a check, y'all.
29:02 So this is, they are gonna be really excited,
29:05 and I'm seriously so grateful.
29:07 Oh, you're gonna walk away with a big hug from us.
29:09 Oh, thank you.
29:10 I love it.
29:13 Thank you guys so much.
29:14 This is not gonna be the last you hear from me.
29:16 So I will use this money
29:18 and start really, truly making impact.
29:21 Good luck, Joy.
29:21 Thank you.
29:22 What a major impact this is gonna make
29:28 going towards our marketing
29:30 and really getting towards that injection
29:32 willing to get 16,000 products into folks' hands.
29:35 I cannot thank you enough.
29:37 And also thank you for my daughters
29:39 who were ready for me to bring that check back
29:41 so we can start really, truly making some impact
29:43 and keeping people safe.
29:45 It means so much, and I'm still in shock.
29:48 Thank you so much, Amazon Business.
29:50 It means the world.
29:51 While two entrepreneurs were able
29:57 to secure a high-flying deal,
30:00 one was granted a generous $10,000 cash prize
30:05 from Amazon Business.
30:07 Attention, Rick.
30:10 Hello, Zach, Ross, Rocco, Alexander, David,
30:13 Brandon, Sandy, Amy, Lucy, Kyle.
30:17 Going up.
30:18 Whether dreams transcended into reality.
30:20 (screaming)
30:22 I know!
30:23 Nailed it!
30:24 Yeah.
30:25 Or faded from existence.
30:27 Save yourself, come on!
30:29 Your pitch-
30:30 Get what?
30:30 Has been denied.
30:33 Oh, man.
30:34 Our ambitious entrepreneurs marched into the elevator
30:37 for a chance to change their lives
30:41 at the push of a button.
30:42 Soon, more inspired entrepreneurs
30:47 will approach the elevator doors,
30:49 hoping to take their careers to new heights.
30:52 They just might be able to pull it off.
30:55 So make sure to tune in to the next season
30:57 of Entrepreneur Elevator Pitch.
31:00 And to apply for the next season,
31:03 go to entrepreneur.com/elevatorpitch.
31:07 Investors personally styled
31:09 by celebrity stylist, Kim Bolifay.
31:13 (dramatic music)
31:15 [BLANK_AUDIO]