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00:00:01Tonight, Emma Greed, founder and CEO of smash hit apparel brand, Good American, and founding partner of Skims, returns to the tank.
00:00:09You can spend the next few years trying to accelerate this business, or you can work with me and do it a hell of a lot quicker.
00:00:14What about me? Am I chopped liver?
00:00:17Precious gold, sharks!
00:00:18You're nuts!
00:00:19My parents, they migrated to this country with nothing. The fact that their son is here today is huge.
00:00:24You've demonstrated every bit that you are an entrepreneur.
00:00:28Somebody could make this at home, but they're not going to want to.
00:00:33Oh, no!
00:00:34Don't panic!
00:00:44First in the tank is a beauty brand with inclusivity in mind.
00:00:55Hi, sharks! I'm Alicia.
00:00:57I'm Aisha.
00:00:58We're two cousins here from Atlanta, Georgia, and we're seeking $150,000 for 6% equity in our company.
00:01:07Sharks, how can you feel beautiful in the skin you're in if you feel forgotten?
00:01:11Not only did the both of us struggle to find makeup for our beautiful brown skin, but we also couldn't find skin care products made with our skin types in mind.
00:01:21That's why we set out on a mission to create...
00:01:23Range Beauty!
00:01:24Range Beauty!
00:01:25Range Beauty is clean beauty for the forgotten shades, and we utilize botanicals in our formulas, specially made for eczema and acne-prone skin.
00:01:34Now any and everyone can feel beautiful, comfortable, and confident in their own skin.
00:01:40At Range Beauty, our Transventions hydrating foundation is available in 21 underrepresented shades.
00:01:46Using calendula flower to help with itchiness and irritation.
00:01:50French clay to help with those nasty and unwanted toxins.
00:01:53And even vitamin E to help keep your skin healthy and glowing!
00:01:57That's right!
00:01:58We keep it clean!
00:01:59Sharks, we're merging inclusive makeup with natural skin care.
00:02:03Maisha, show off all that melanin!
00:02:05Sharks, you better get into this glow!
00:02:07We should all be in love with our skin, no matter the shade or type!
00:02:11So Sharks, will you join us in showing off our range to the world?
00:02:16Great job!
00:02:17You see our beautiful products in front of you?
00:02:20Emma, we gave you our True Intentions Hydrating Foundation, the full size, as well as our sample kit, which we offer online to help our guests find their perfect shade.
00:02:29Really nice packaging.
00:02:30Barbara, we gave you our Bali Full Body Glow.
00:02:34Mmm, I need it!
00:02:35Yes!
00:02:36It is packed with a superfood argan oil.
00:02:38Beautiful color!
00:02:39What about me?
00:02:40Am I chopped liver?
00:02:41Oh, don't worry.
00:02:42We're coming that way.
00:02:43We gave you Golden Hour Dual Eye Highlight to match that glowing smile.
00:02:48What?
00:02:49Lori, you have our True Intent Bronzing Primer.
00:02:52It's a moisturizer and a primer.
00:02:54And Mr. Wonderful, don't think we left you out.
00:02:56Yes, I mean, we know you have a lot of skin.
00:02:57I was thinking you don't love Mr. Wonderful.
00:02:59You have a lot of skin.
00:03:00I have a lot of skin, that's right.
00:03:01You have to keep shine free.
00:03:03And I was just, by the way, I was just admiring you.
00:03:06So we gave you our Smooth Out Translucent Powder, which is talc-free.
00:03:10And that helps combat shine and gives you a smooth, flawless look.
00:03:15What's your background?
00:03:16How did you even come up with this?
00:03:17I actually grew up loving fashion.
00:03:19I went off to Virginia Tech for fashion design and merchandising.
00:03:22And immediately after graduation, I was on my way to New York.
00:03:25And I would be behind the scenes at runway shows, campaign shoots.
00:03:29And I noticed a lot of the black models were coming to set with their own makeup kits.
00:03:34And it made me pause and finally ask a model what was so special about this kit.
00:03:38And she said on a previous campaign, the makeup artist flat out said,
00:03:42I can't do the look the designer is requesting because I don't have anything in my kit for your skin tone.
00:03:47And it resonated with me because I never felt represented or seen by the beauty industry.
00:03:52And at the same time, I was also dealing with very bad cystic acne and head-to-toe eczema.
00:03:57So I did not feel very pretty.
00:03:59And I just had an aha moment that why can't I merge both of these worlds?
00:04:04Why can't I create makeup that includes our tones and deeper and also takes care of your skin while you wear,
00:04:10especially if you're dealing with eczema and acne.
00:04:13Maisha, what do you do in the business?
00:04:14So I did 10 years in the United States Army. I'm a veteran.
00:04:17Oh.
00:04:18And I'm a single mom.
00:04:19Wow. Thank you for your service.
00:04:20I'm like the product manager.
00:04:22I went to school to be an esthetician to learn about skin care,
00:04:24just so I can assist her in any and everything that she needs.
00:04:27Talk to us a little bit about the business and also, like, what makes you guys different?
00:04:31I would say the main thing is that our angle is eczema and acne.
00:04:35Most of the times, makeup brands, they're thinking about,
00:04:37we want you to keep coming back to us so you can keep covering it up.
00:04:40While we're coming from the angle of, yes, we want you to be able to cover it up and feel comfortable,
00:04:44but at the same time, also have healthy skin. That's our angle.
00:04:47And we launched at the end of August of 2018.
00:04:50I completely bootstrapped this for about three years.
00:04:53At the end of 2018, we left with about 20K.
00:04:562019, we ended 45K.
00:04:58I quit my job in December of 2019 to take on range full-time.
00:05:02So last year was my first full year, and we ended up with 330K.
00:05:06Wow.
00:05:07Good man.
00:05:08How did you get to 330? How'd you do it?
00:05:10So last year showed us that actually e-commerce does reign supreme.
00:05:14And so I made sure I already had things in place to help us with that.
00:05:17Our sample kit for foundations, we gave you $5 in exchange for you to put towards a full-size product.
00:05:23So 80% of our customers who purchased our samples came back to buy a full-size.
00:05:27That's very smart.
00:05:28Last year, we actually picked up our first major big-box retailer,
00:05:32and we are currently in talks with one of the largest beauty retailers to actually go in-store and on.com with them.
00:05:37Which retailer?
00:05:38Target.
00:05:39How's it selling through?
00:05:40It's been selling out.
00:05:41Does Target explain the $330,000 uptick in sales?
00:05:45I would say last year, with everything going on, there was a huge spotlight put on black-owned businesses.
00:05:51And that exposure was exposure that we did not have the marketing budget for.
00:05:55We were featured by Beyonce on her website.
00:05:58We were covered by major publications.
00:06:00That's amazing.
00:06:01That'll do it right there.
00:06:02Yes.
00:06:03And that absolutely contributed.
00:06:04What's the price point?
00:06:06Give me a rough.
00:06:07Yes, so our foundation is $21.
00:06:09It lands at $425 for cost, and we wholesale at $10.50.
00:06:14So you're like at the mastige level.
00:06:16Absolutely.
00:06:17What is mastige?
00:06:18Mastige is in between drugstore products and prestige products.
00:06:22So if you're thinking...
00:06:23It's right in the middle.
00:06:24Mastige.
00:06:25I'm so happy to teach you something today.
00:06:26I don't know that.
00:06:27Well, at least we taught him something about your business today.
00:06:30I'm going to make it easy.
00:06:31I'm going to clear the deck, because literally the only two things I understand what they are,
00:06:34are the mirror and the toothbrush.
00:06:36So, for those reasons, I'm out.
00:06:39Okay, thank you.
00:06:40Thank you so much.
00:06:41Do you do the lighter skin shades, or is it just...
00:06:44Because you said 21 shades, right?
00:06:45Yes.
00:06:46So we are inclusive.
00:06:47We prioritize black women and women of color because we are the most underrepresented,
00:06:51even though we spend the most.
00:06:53So we spend annually $7.5 billion in beauty.
00:06:56We spend 80% more on makeup than the mainstream market, and two times more on skincare.
00:07:01We are also exposed two times more to toxic beauty products because of the lack of clean alternatives for our skin tones.
00:07:07And so the necessity for clean products for women of color is there.
00:07:11But our line is inclusive to go two fair shades from fairest to fair to deepest to deep.
00:07:16Oh, good.
00:07:18I think you're amazing.
00:07:19What?
00:07:20I like to make a big difference in the businesses I invest in.
00:07:22I'm listening hard as to where I might fit in, and I don't see the angle.
00:07:25Okay.
00:07:26So because of that reason, I think you're going to find a better partner here.
00:07:29So I'm out.
00:07:30Thank you, Barbara.
00:07:31I completely understand.
00:07:33You know, normally when makeup deals come in Shark Tank, I'm pretty hard on them because they don't have any strategy on how to differentiate themselves.
00:07:40And I was expecting to eviscerate you on that topic.
00:07:43But actually, you do have a differentiation.
00:07:47Yes.
00:07:48I am not your shark.
00:07:49I'm going to be hopeful for you, but I'm out.
00:07:52I appreciate it.
00:07:53Thank you so much.
00:07:54We've had a little conversation.
00:07:56We think that we'd like to make you an offer.
00:08:03Around the corner, you'll find the American dream hard at work.
00:08:10You'll find the food that brings us together and the stuff that makes life beautiful.
00:08:15And just around the corner, you'll find the UPS store, too, helping them every way we can.
00:08:21We're in the business of keeping you in business with printing, packaging, shipping, all designed to get you in, out, and on your way.
00:08:29So you can be stronger, be smarter, be unstoppable.
00:08:32Just around the corner, the UPS store.
00:08:35When you order carryout online from Domino's, you're no longer just a customer.
00:08:41You're a delivery driver.
00:08:46Delivering a delicious order of Domino's to yourself.
00:08:49And we believe every great delivery driver deserves a tip.
00:08:52So we'll tip you $3 to use on your next order.
00:08:56What was that?
00:08:57Domino's tip me $3.
00:08:59That's not what I meant.
00:09:01Get tipped when you order carryout online.
00:09:03Only at Domino's.
00:09:04The all new time.
00:09:17Toyota.
00:09:18Let's go places.
00:09:23Steven, did you know a TurboTax Live expert can do your simple tax return for you?
00:09:28For free.
00:09:29For free.
00:09:30It's true.
00:09:31For limited time, TurboTax is free for simple returns, even when an expert files for you.
00:09:39Welcome to Bel-Air.
00:09:41Hey all you cool cats and kittens.
00:09:42I'm Carol Baskin.
00:09:45This is me.
00:09:46This is who I am.
00:09:52You ain't seen nothing yet.
00:09:53Let's roll.
00:09:59I'm about to show you why I'm the king.
00:10:00Don't you want somebody to love?
00:10:06At Lowe's, you never have to be finished with your finishing touches.
00:10:09With aisles of ways to refresh and restyle for whatever style you're feeling.
00:10:14And prices you're really feeling.
00:10:16Shop the Lowe's Bath Style and Save Event now in-store and online.
00:10:20Huh.
00:10:2115 minutes could save you 15% or more in car insurance.
00:10:24Eh, I know that.
00:10:25How is that?
00:10:26Well, did you know that former pro football player Icky Woods will celebrate almost anything?
00:10:2944.
00:10:30Woo!
00:10:3144!
00:10:32That's me!
00:10:33Get some cold cuts.
00:10:34Geico.
00:10:35Get some cold cuts.
00:10:36Get some cold cuts.
00:10:37If some of the superstars that have come out of American Idol have never been discovered,
00:10:39the world would have missed out on happiness.
00:10:41So many people have been inspired.
00:10:44I'm Kennedy Anderson.
00:10:45I have been moving my whole life.
00:10:47Going into my teenage years, everybody else already had their friends.
00:10:50It can get really lonely.
00:10:51Music really is my therapy.
00:10:53Put your hands up, make them such, such.
00:10:57You might be the biggest star we've ever seen.
00:11:01Stop where you are and show us your hands.
00:11:08Well, on the bright side, we can tell he's not concealing any weapons.
00:11:12Are you ready to do this?
00:11:14I got this.
00:11:15Bring it, pretty boy.
00:11:17Looking good.
00:11:18All right, settle down.
00:11:21Sir, are you digging for buried treasure?
00:11:23Oh!
00:11:24Anyone else have a crazy day?
00:11:26You have no idea.
00:11:31Three sharks are out, but Lori and Emma are interested in inclusive makeup company, Range Beauty.
00:11:46We think that we'd like to make you an offer.
00:11:51So you know when you get two sharks, gotta be a little different than what you walked in asking for.
00:11:56That's right.
00:11:57So we would like to offer you $150,000, but for 20%.
00:12:03And you're gonna get two sharks, and you're gonna get all of our knowledge and expertise in every arena,
00:12:11which is really going to help you a lot.
00:12:14I mean, there was a pair to have.
00:12:18So thank you so much for your offer, Honored.
00:12:21Would you be willing to do $150,000 for 10%?
00:12:26No.
00:12:28And you know, girls, I think that what you've done is really great.
00:12:33It feels good.
00:12:34It feels, it feels to me like a premium product.
00:12:36So I loved it when you said this was priced at the prestige level, right?
00:12:39And incoming, you know, requests from retail is one thing.
00:12:44Actually making it work when it gets there is something completely different.
00:12:48And that's where you're gonna need the help, right?
00:12:50That's where the experience and the expertise and taking what you guys do over here
00:12:54and actually making it work on the shop floor is gonna become really, really important.
00:12:58I know that there are retailers out there.
00:13:00I sit on the board of this incredible nonprofit called the 15% Pledge.
00:13:03Yes.
00:13:04And actually, you know it.
00:13:05You know it because all the retailers that you're trying to get into have taken the pledge.
00:13:08And what that means is that all of these businesses are looking at how can we increase the level of sales that we have with black-owned businesses.
00:13:16Yes.
00:13:17Right?
00:13:18So you guys are like a target for any of those businesses.
00:13:21But you still gotta work.
00:13:22Right.
00:13:23And that's where the benefit of two sharks can be really, really key.
00:13:26Because it's not easy once you get into retail, I'll tell you.
00:13:29It's every week being on top of it.
00:13:30It's constant, you know, innovation for your product line.
00:13:33It's staying ahead of the competition.
00:13:35Considering where your sales are today, I think it's a good deal.
00:13:38Would you be willing to do 200K for 20%?
00:13:41I like these guys.
00:13:43You're going back into the other direction.
00:13:46Yeah, you're going the other direction.
00:13:47What she says is so true because for some people it's impossible to even get in, right?
00:13:53Mm-hmm.
00:13:54But it's staying on the shelf.
00:13:55Yes.
00:13:56Right.
00:13:57That's right.
00:13:58It's hugely important.
00:13:59If you don't, they're as quick to knock you out because it's valuable real estate.
00:14:02Right.
00:14:03Right?
00:14:04And it's limited.
00:14:05So, I think we've given you an amazing offer.
00:14:10Okay, you have a deal.
00:14:11Yay!
00:14:15Oh my gosh.
00:14:16Thank you so much.
00:14:17Thank you so much.
00:14:18Congratulations, guys.
00:14:19Well done.
00:14:21Oh my gosh.
00:14:22Thank you so much.
00:14:23Congratulations, guys.
00:14:24Well done.
00:14:26Oh my gosh.
00:14:27I feel like they can do so much.
00:14:29This is so hard.
00:14:30I feel like they can do so much.
00:14:31This is so hard.
00:14:32I feel like they can do so much.
00:14:33This is so hard.
00:14:34They can do so much with Emma being all about the 15% pledge.
00:14:36Yes.
00:14:37And really rooting for black-owned businesses and black women-owned businesses.
00:14:42And then just understanding how important range beauty is to that community.
00:14:47Unbelievable.
00:14:48Unbelievable.
00:14:49Unbelievable.
00:14:53In season four, we watched Tracy Noonan and her daughter, Dani Valagi, make a deal with Kevin O'Leary for their Cupcakes in a Jar Wicked Good Cupcakes.
00:15:01I don't want any equity.
00:15:02I want a dollar from every jar.
00:15:05Boom.
00:15:0640 cents a jar.
00:15:0745 cents, you have a deal.
00:15:08Come to mama.
00:15:09Let's see what they're up to now.
00:15:11Before airing on Shark Tank, we averaged about $40,000 a month.
00:15:16After Shark Tank, we started averaging $450,000 a month, which brings us to a grand total, $40 million in sales.
00:15:26We always considered ourselves lucky that we had this royalty deal with Kevin.
00:15:30But Kevin was also lucky to get us.
00:15:32Kevin's been paid over a million dollars in royalty fees since we started working with him.
00:15:38Wicked Good Cupcakes collaborated with Hickory Farms.
00:15:41We created a Wicked Good gift crate that was so popular it sold out.
00:15:45We know that our customers are going to love the combination.
00:15:48Because Hickory Farms saw such positive growth, they offered a multi-million dollar buy-up.
00:15:54We're going to be acquired.
00:15:56Everybody feels warm and fuzzy.
00:15:57Now it's time to sign the deal.
00:15:59The acquisition for me is proof positive.
00:16:02Royalty deals work.
00:16:03When a company buys out a royalty stream, they buy out the net present value of that royalty stream.
00:16:09So it's just as good as equity, and everybody got treated fairly.
00:16:12I love that deal.
00:16:13This has been a long journey, but a fantastic outcome.
00:16:16This is a magic moment for Wicked and Hickory Farms.
00:16:19Are you worried the Shocks won't understand that accent?
00:16:22I have so many memories of things Danny and I have been able to do in places we went together because of Shark Tank.
00:16:29I've watched my daughter become a millionaire.
00:16:31There are not a lot of parents who can say that.
00:16:34And I need to stop crying.
00:16:37But I'm also grateful that something that started the two of us with just high school educations can achieve this American dream.
00:16:45It's amazing, and I'll forever be grateful to Shark Tank for this opportunity.
00:16:50It's time to grow a little wildflower.
00:17:06So don't you worry now.
00:17:11There's no need to hurry now.
00:17:16It's been a long, long day.
00:17:21And you can shine now.
00:17:24I'm becoming a woman.
00:17:26It's my job to do everything in my power to prevent it.
00:17:28We thrive even though we're working.
00:17:30Where's my grandbaby dressed like Darth Vader?
00:17:32Keep the boys away like you did during the crusade.
00:17:35Ah!
00:17:36Ow!
00:17:37The Proud Family.
00:17:38Louder and Prouder.
00:17:39Only on Disney+.
00:17:40At Lowe's, you never have to be finished with your finishing touches.
00:17:44With aisles of ways to refresh and restyle for whatever style you're feeling.
00:17:49And prices you're really feeling.
00:17:51Shop the Lowe's bath style and save event now in store and online.
00:17:55Now wash day's dream for your curls.
00:17:58New L-Vibe Dream Lengths Curls Micellar Shampoo.
00:18:01With hyaluronic acid.
00:18:02A sulfate-free formula for deep clean without stripping.
00:18:05It's not a dream anymore.
00:18:07New L-Vibe Dream Lengths Curls from L'Oreal Paris.
00:18:09We're worth it.
00:18:40Listen.
00:18:41I'm done settling.
00:18:42Because this is my secret.
00:18:44I put it on once.
00:18:46No more touch-ups.
00:18:47Secret has pH balancing minerals.
00:18:49And it helps eliminate odor instead of just masking it.
00:18:52So pull it in close.
00:18:53Secret works.
00:18:54People today.
00:18:55They could spend half their lives over 50.
00:18:56But it's gonna take some planning.
00:18:57What can you do for me?
00:18:58Make sure your money lives as long as you do.
00:18:59The younger you are, the more you need AARP.
00:19:00Join today.
00:19:01Next into the tank is a family man who turned his passion for money into a snack food company.
00:19:15Proud Snacks.
00:19:16I love chips.
00:19:17Good.
00:19:18I have 500 monkeys ready to go.
00:19:20All I need is $75 and some monkey feed.
00:19:23Wow.
00:19:24One swallow will make you taste but taller.
00:19:26Look out!
00:19:27Look out!
00:19:28Ouch!
00:19:29Bye, Oscar!
00:19:30The Proud Family Louder and Prouder.
00:19:31Now streaming only on Disney+.
00:19:32They taste pretty good.
00:19:33If some of the superstars that have come out of American Idol have never been discovered,
00:19:45the world would have missed out on happiness.
00:19:47Over the hills and far over.
00:19:49The show continues to create superstars.
00:19:51Looking out for a better day.
00:19:54I'm fired up about this one.
00:19:56Are you ready for your life to begin?
00:19:58You're going to Hollywood!
00:20:00I'm going to Hollywood!
00:20:03I'm going to Hollywood!
00:20:04This is my happy day.
00:20:06American Idol returns Sunday on ABC.
00:20:11How you feeling?
00:20:12I'm ready to hit the streets.
00:20:14All right.
00:20:16Let's catch some bad guys.
00:20:18I can't imagine doing this alone.
00:20:23One thing I've learned all these years is that I'm never alone.
00:20:29Wow.
00:20:31Trust me.
00:20:32This is exactly where you want to be.
00:20:35I'm in.
00:20:36Me too.
00:20:37We all are.
00:20:48Next up is a solution to a stinky problem.
00:21:00Hello, Sharks.
00:21:01My name is Regina Krishy.
00:21:02I'm from Winterville, North Carolina.
00:21:04And I'm currently seeking $75,000 for 40% equity in my company, Sharks.
00:21:10Who here wants to smell a dirty, stinky diaper?
00:21:14Nobody.
00:21:17That's what I thought.
00:21:18So it's no surprise that parents everywhere will try anything to control diaper odor.
00:21:24We'll try plastic bags.
00:21:26We'll try fragrances.
00:21:29We'll try expensive diaper pails.
00:21:33Let's be honest.
00:21:34They don't always work.
00:21:35And if they do, they don't control the odor for very long.
00:21:38So when we had to start putting my son's dirty diapers outside, I knew that something had to change.
00:21:44So that's why I created Diaper Dust.
00:21:47Diaper Dust is a diaper deodorizing powder.
00:21:50It's the first and only of its kind.
00:21:53You simply sprinkle it over the contents of the dirty diaper before you roll it up and throw it away.
00:21:58So, Sharks, if you're smelling what I'm smelling, that is a deal in the air with Diaper Dust.
00:22:05Oh, my God.
00:22:06I'm so worried about how we're testing this.
00:22:09Um, so what you have in front of you is a simulated dirty diaper.
00:22:13Ew.
00:22:14Now, what I want you to do is I want you to open it up and give it a nice big whiff.
00:22:20Oh!
00:22:22Oh, wow.
00:22:23Don't panic.
00:22:24Reach for your diaper dust.
00:22:26Reach for your diaper dust.
00:22:27It's so horrible.
00:22:28It works.
00:22:29It absolutely works.
00:22:30You just did it?
00:22:31I just did it.
00:22:32It worked.
00:22:33It definitely works.
00:22:34I'm sorry.
00:22:35What were we just smelling?
00:22:36What was that?
00:22:37So that's actually a prank spray?
00:22:38Oh.
00:22:39Let me tell you, it's worse than the real deal.
00:22:40Yeah.
00:22:41Is this powdered carbon?
00:22:42Yes, it is activated charcoal and sodium bicarbonate.
00:22:43So the big question is, are there others like this out there, and what would stop somebody
00:23:00from doing it and making the same thing?
00:23:02So right now, there is no other product that is marketed to do what we do in terms of
00:23:07the utilization of it, so we have a patent-pending application for specifically using it inside
00:23:14the diaper.
00:23:15Somebody could make this at home, but they're not going to want to.
00:23:18I look like I came right out of the industrial revolution after I'm finished making this product
00:23:24in my backyard.
00:23:25There I am.
00:23:26There I am making it.
00:23:27It looks like a compost machine.
00:23:28Yes.
00:23:29That is just so awesome that you just went for it.
00:23:30Oh, look at that.
00:23:31Yeah, I mean necessity is the mother of invention, right?
00:23:34Is this your full-time job?
00:23:35It's not.
00:23:36I am actually a full-time nurse.
00:23:38I'm a travel nurse.
00:23:39Oh, okay.
00:23:40How are people responding to the product so far, and what have you sold?
00:23:44So my sales, I started in December 1st, 2020.
00:23:49My sales aren't the greatest.
00:23:51I've sold $3,000.
00:23:53It started out just friends and family.
00:23:55Then I got on Amazon in February.
00:23:58What do you sell it for?
00:23:59What does it cost you to make?
00:24:01It's $3.15, and I sell it for $14.
00:24:04So what are you doing to market the product?
00:24:07Well, I'm just posting on social media.
00:24:09A lot of the sales are just word of mouth.
00:24:11It's also being used for adult incontinence.
00:24:14Okay, so $75,000 for 40%.
00:24:16You came in here to do a deal.
00:24:17There's no question.
00:24:18Yes.
00:24:19How much work is the shark going to have to do to make this product work?
00:24:24You said you're a full-time travel nurse.
00:24:26This is an idea.
00:24:27I'm looking for mentorship.
00:24:29As a travel nurse, I have to go onto different units and different hospitals, and I have to
00:24:34hit the ground running.
00:24:35The floor that I'm currently on is trauma and transplant.
00:24:37I had to get on that floor and learn trauma.
00:24:40I had to get on that floor and learn transplants.
00:24:42So I learned from the best.
00:24:43I learned from the ICU nurses.
00:24:44I learned from the doctors.
00:24:45And I am proud to say I am one of the best nurses on that floor.
00:24:50What a serious floor to be on.
00:24:52I mean, it's really critical.
00:24:53It's very intense, but I love it.
00:24:55I am calm, cool, and collected during a code.
00:24:58I am out of my element in this room, but it's the room I'm meant to be in because you
00:25:03have so much to offer.
00:25:05So, yes, I'm going to be asking you a ton of questions, and I hope you're okay with that.
00:25:11But I will be the quickest bird to leave the nest that you will ever see.
00:25:16Look, I believe there's a demand for this product, but there's a ton of work to do here,
00:25:21and my baby diaper days are way gone.
00:25:24Are your incontinence days over there?
00:25:27Oh, whoa.
00:25:29Oh, wow.
00:25:30We've never been here for that before.
00:25:32Who, who, who, who, who, who, who, who?
00:25:35So you have parents.
00:25:36You have parents, right?
00:25:37I get it, but it's just not for me.
00:25:38It's not for me.
00:25:39I'm out.
00:25:41Reg, how do you scale it so you can sell a million of them?
00:25:42I need this in a factory.
00:25:43I need this out of my backyard.
00:25:44But have you gone through the process of talking to people to see?
00:25:46I have not.
00:25:47Okay, so that's part of the whole process.
00:25:49Right.
00:25:50This isn't my first language.
00:25:51My first language is nursing, but I'm willing to learn.
00:25:55I respect people's money, and I will fight for our money.
00:25:58I will fight.
00:25:59I fight for my patience.
00:26:01Regina, I'm objecting, um, more than anything, certainly not to you.
00:26:05You're 100% heartfelt.
00:26:07The most important thing, though, is you're part-time.
00:26:10With a high-pressure job that you take very seriously, again, to your credit.
00:26:14Uh, what you need, I believe, is a working partner.
00:26:17You don't need a shark who's gonna invest.
00:26:19You don't even know what you'd use money for and if you need money, honestly.
00:26:22So I won't be your shark today.
00:26:23I'm out.
00:26:24Because I don't think it's really what you need.
00:26:28I will say that I do have some capital.
00:26:31I have a home that I own that I am willing to sell.
00:26:34But it would...
00:26:35No, you're not.
00:26:36Don't sell your house.
00:26:39Listen, for me, it's not far along enough.
00:26:42I wish you the best, but I'm out.
00:26:44That's right.
00:26:45Thank you, Lori.
00:26:49First of all, I really commend you for standing here in front of all of us.
00:26:52You've got a really important job.
00:26:54And to be doing what you do during COVID, unbelievable.
00:26:57So hats off to you.
00:26:58I think anyone who stands in their garden with a composting machine barefoot, like, doing this,
00:27:03it's unbelievable what you've done.
00:27:06I completely get it.
00:27:07I mean, I have two children, and I've had that, like, terrible, you know, you open the trash,
00:27:11and it stinks, and, you know, it's like, it's just awful.
00:27:14Oh, it's just fair.
00:27:15I think the issue for me on this right now is that you've really not figured out how you're
00:27:20marketing this product.
00:27:21And there is this huge, you know, influencer economy around mums.
00:27:25The best way for you to start creating awareness around this product is to make the mumfluencers
00:27:32your best friend, right?
00:27:33Get the product out, show them how it works.
00:27:35So imagine you've got a mum with a real following who just likes this product,
00:27:39and you start to get the word of mouth out.
00:27:41If I were you, I'd put any energy that I've got into marketing this.
00:27:44So for me right now, I'm out, but I do wish you the best of luck.
00:27:48Thank you so much.
00:27:54I do plan on walking away from nursing as long as I have the right mentor that can...
00:28:01Well, let's talk about that, right?
00:28:03I want to be that partner that can help you.
00:28:07Right?
00:28:08Because you've demonstrated every bit that you are an entrepreneur.
00:28:13You figured out how to make this gunk in the backyard.
00:28:16You figured out how to sell it.
00:28:17You figured out the formulations.
00:28:19You figured out how to do a patent, all while it not being your first language.
00:28:25So I'll make you an offer.
00:28:27Okay.
00:28:28I'll give you $75,000 for 40%.
00:28:31That's a no-brainer.
00:28:36Is that a yes?
00:28:37That is a deal.
00:28:38Wow.
00:28:40Congratulations.
00:28:41What a good ending.
00:28:42I got a pinch.
00:28:43Lucky woman.
00:28:45I can't believe this is happening.
00:28:46It's happening.
00:28:47Congratulations.
00:28:48This will be amazing.
00:28:50Thank you so much.
00:28:51Thank you so much.
00:28:52Well, for all you do for other people, now it's time for you to have somebody help you.
00:28:55Thank you so much.
00:28:57Congrats, Regina.
00:28:58Well done, you.
00:29:04I just got a deal with Mark Cuban.
00:29:07I am so grateful and blown away.
00:29:11Blown away.
00:29:12And not just with the deal, but with all of the feedback.
00:29:15And just how amazing those people really are.
00:29:19They're better than when you watch them on TV.
00:29:26That's open.
00:29:27Oh, the main is open.
00:29:28So this one's open, too?
00:29:29That one's open.
00:29:30Why are you delivering mail to me that's open?
00:29:31Well, don't worry.
00:29:32Nobody read them.
00:29:33And that's okay?
00:29:34Oh, that looks kind of serious.
00:29:35You cannot just bring me mail that's already open.
00:29:57owner of don't be sour a sourdough doughnut company she was flying back from a
00:30:02conference when she got a text she needed a bigger fridge ASAP if she was
00:30:08going to fulfill her orders so she used her American Express business platinum
00:30:12card to earn more points on the big ticket purchase she got the new fridge
00:30:16fulfilled the orders and with her extra points she got new equipment that
00:30:20allowed her to expand her business by rolling out a new product get the card
00:30:23built for business by American Express what do we want delivered every month
00:30:29clumping litter salmon pate love that for me choose the frequency and ship it I
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00:31:04out cleans our old free detergent tide hygienic clean free hypoallergenic and
00:31:09safe for sensitive skin stuff we love stuff and there's some really great stuff out
00:31:15there but I doubt that any of us will look back in our lives and think I wish I
00:31:19bought an even thinner TV found a lighter light beer or had an even smarter
00:31:26smartphone do you think any of us will look back in our lives and regret the
00:31:30things we didn't buy
00:31:33or the places we didn't go
00:31:37I'm on the cutting edge of healthcare
00:31:43this machine test your blood
00:31:45her whole image is fake
00:31:48she's a fraud
00:31:50I've never met anyone quite like you miss Holmes
00:31:52there's not
00:31:53I can't marry you
00:31:57we love each other
00:31:58I don't want to marry someone just settling for me
00:32:02you killed a baby nothing like this ever happens again
00:32:07it is Salem's fault we have proof that her policies endanger patients
00:32:12there are some things that are out of your control
00:32:16this isn't one of them
00:32:18I want to stand up for all of you
00:32:21the good doctor returns Monday on ABC and stream on Hulu
00:32:26next in the tank is a food company based around an ancient grain
00:32:37hi sharks I'm Eddie
00:32:45I'm Kate
00:32:46and I'm Kyle
00:32:47we're here today seeking $300,000 for 10% of our business
00:32:51Pinole blue
00:32:52in Chihuahua, Mexico there's an indigenous community called the Tarumaras
00:32:57who run up to 100 miles in a single day
00:33:00up in the mountains with these sandals made out of tires
00:33:03so how do they have the endurance to do that?
00:33:07they consume this superfood called Pinole
00:33:10it is a roasted and ground corn mixture
00:33:12that's been used to fuel this tribe of incredible long distance runners
00:33:15growing up I wondered why this amazing superfood didn't exist here
00:33:19so I decided to bring back this ancient Mesoamerican tradition
00:33:23to the United States myself
00:33:24while donating back directly to the Tarumara community
00:33:28Pinole blue is a line of products made from 100% USDA organic heirloom blue corn
00:33:35sourced from Mexico and stone ground
00:33:37with an ancient method using volcanic rock
00:33:41this blue corn is rich in antioxidants, complex carbs
00:33:45and has more protein than other corn varieties
00:33:49and we use it in our drink mix, cookies and even our stone ground tortilla
00:33:56that would make your mouth water
00:33:58so sharks, who's ready to get on the grind with Pinole blue?
00:34:03well it smells great in front of us
00:34:05tell us what we have here
00:34:07we have prepared some sample for you
00:34:09azulita cookie and indoor bite tastes just like a peanut butter no-bake cookie
00:34:16and a tole latte tacos with our blue, green and pink tortillas
00:34:26this is very good
00:34:28you look like a very unusual
00:34:31we get that a lot
00:34:33how did you find each other?
00:34:34how did you get together?
00:34:35so give you a little of my story
00:34:37Pinole just has a certain place in my heart
00:34:39because it brings back a lot of memories of my parents
00:34:42because they migrated this country with nothing
00:34:44to come to a small town
00:34:46not knowing the language, the obstacles
00:34:48and my dad, he works in road construction to this day
00:34:52my mom was a housekeeper
00:34:54and the fact that their son is here today is huge
00:34:57after graduating high school
00:34:59I went to college to Wichita on a full-ride scholarship
00:35:02and I had a class with Professor Kate
00:35:06she is actually our business professor
00:35:07I told her I have this Pinole idea
00:35:10and she looked at me square in the eye and said
00:35:12Eddie, that's a brilliant idea
00:35:13you should start it
00:35:14next thing you know, that holiday break
00:35:16I drove to the border myself
00:35:18met my cousin
00:35:19and I brought back a thousand pounds of corn
00:35:21in the back of my pickup truck
00:35:22you're nuts
00:35:23amazing
00:35:23she introduces me to Kyle
00:35:25she's like, hey, Kyle's an engineer
00:35:27but he has a wonderful background in social media
00:35:30and Kyle was another student of Kate
00:35:32yes
00:35:33we both graduated
00:35:34we took this on full-time
00:35:36and we started the Tortilla Factory about a year later
00:35:38how much of this stuff do you sell?
00:35:40our lifetime sales so far are $720,000
00:35:43wow
00:35:43what are you projecting this year?
00:35:46are you predicting growth for the business?
00:35:47we're projecting $730,000 this year
00:35:50are you guys making money?
00:35:52the growth last year is $260,000
00:35:54and our net is a little bit over $5,000 last year
00:35:59so the biggest challenge I see right now
00:36:04it's very specific to a certain market, right?
00:36:07I don't know what that word means
00:36:08until you just explained it
00:36:10how are you going to educate people?
00:36:12how are you going to market it
00:36:13so that you get new customers
00:36:14that might not otherwise know the story?
00:36:16yes, our main customer segment
00:36:19is Hispanic populations
00:36:21however, we are using the tortilla
00:36:24as a gateway product
00:36:25to bring people in
00:36:26who is not familiar with
00:36:28you know, like the pinoli
00:36:29and the cookie
00:36:30tell me how many other companies make tortillas
00:36:33yes, there is a lot of tortilla companies
00:36:35I have noticed that when I go to a grocery store
00:36:37that's correct
00:36:38but I have a question
00:36:39how many stone ground tortillas
00:36:40that are blue corn like this?
00:36:41but you know what?
00:36:42I have never been in a circumstance
00:36:44where someone said
00:36:45is that a stone ground tortilla?
00:36:47you know, just because
00:36:48you're the only stone ground tortilla
00:36:50doesn't mean people care
00:36:51look guys, what you've done is great
00:36:54but to get me excited
00:36:55I have to be able to visualize
00:36:56it's going to be 7.5
00:36:57not even 75 million in sales
00:36:59and you guys haven't given me
00:37:01an idea of a path
00:37:02that you'll take
00:37:02because you do have challenges
00:37:04to get there
00:37:05so for those reasons, I'm out
00:37:06I wanted to say that
00:37:10I think it's nothing short of a miracle
00:37:11that you found each other
00:37:12it's pretty remarkable
00:37:14it almost seemed like a family
00:37:15but I think it's a little too early
00:37:18for me to have the confidence
00:37:19of the traction
00:37:20that I think it would make enough money
00:37:22to have an investment in
00:37:23so for that reason, I'm out
00:37:25you know guys, I love your stories
00:37:29you know, it was so amazing to hear that
00:37:32you know, I was raised by a single mom
00:37:35in East London
00:37:36I'm one of four sisters
00:37:37I know what it means for parents
00:37:38to sacrifice everything
00:37:40I think for me
00:37:42this is just a really hard thing
00:37:43to invest in at this point in time
00:37:45it isn't for me right now
00:37:47so for that reason, I'm out
00:37:48thank you
00:37:50so, product tasted great
00:37:52I like that it does more than
00:37:54you know, traditional corn tortillas
00:37:56but, while I think it's a great business for you
00:38:00it's just so early
00:38:02I don't know about this as an investment for me
00:38:04so I'm sorry
00:38:05I'm out
00:38:06thanks Lori
00:38:08thank you
00:38:09I respect the sales
00:38:12700,000 sales
00:38:13that's proof of concept for sure
00:38:15I'm gonna buy it
00:38:16I mean, I'm just gonna go online
00:38:17and put it in my fridge
00:38:19because it's better than the stuff
00:38:20I'm eating right now
00:38:21but I've had to listen to you
00:38:23for a long time
00:38:24to understand that
00:38:25and that's where the challenge lies
00:38:27for me as an investor
00:38:27I think it's pretty hard
00:38:29to tell that story
00:38:30without a tremendous amount of work
00:38:32but I don't want to discourage you
00:38:33I mean, anybody that gets past half a million
00:38:35has found something
00:38:37the reason
00:38:38we are not able to scale
00:38:41the way that you are talking about
00:38:42is because that's why we are here
00:38:44we are
00:38:45we are at the point
00:38:46that the rocket is ready
00:38:48it's the classic chicken and tortilla problem
00:38:50it's too early
00:38:52just gotta have more tortilla on the bone
00:38:53I'm out
00:38:55good luck guys
00:38:57congratulations
00:38:57thank you so much
00:38:58you know, before you let us go
00:39:01Professor Kate, it's over
00:39:03Professor Kate, it's only an hour show
00:39:04I understand
00:39:05but at the end of the day
00:39:07you need to let the professor
00:39:08have a few more minutes
00:39:10you know, to have a conversation
00:39:12Kate, we can't
00:39:12same thing like my students say
00:39:14we want to leave the classroom
00:39:15I say, come on
00:39:17we're not done
00:39:17just a little bit longer
00:39:19well, it took us a while
00:39:20to get the sales up and going
00:39:22was because
00:39:22you know, we were trying to figure out everything
00:39:24and then we also had a setback in 2018
00:39:26um, with Kate's husband
00:39:29uh, he had a sudden death
00:39:31and that kind of hit us hard
00:39:34um, devastating for me and my daughter
00:39:37we choose to go to hospice
00:39:39and, uh, they come to visit him
00:39:43and after they leave
00:39:44this is what he said to me
00:39:46you have to help those two kids
00:39:48because, uh, they are scrappy
00:39:49um, because they, no money
00:39:52and that's why
00:39:53you know, and so
00:39:54Professor, you have helped them
00:39:56you're here on Shark Tank
00:39:57sales will grow
00:39:58it's just, it's early
00:40:00it's too early
00:40:01I'm sorry, but we drove here from Kansas
00:40:05we started three years ago with nothing
00:40:07Eddie had this hand crank
00:40:10and started with just this
00:40:13hand cranking it out of the dorm room
00:40:16like, scrappy is what we do
00:40:17we've had anybody
00:40:18Emma, were you scrappy when you got started?
00:40:20oh, scrappy is
00:40:21did you have a lot going for you?
00:40:23right, did you have a lot going for you?
00:40:24not a lot
00:40:25Lori
00:40:25scrappy
00:40:27you will keep grinding this out
00:40:29it's really important to know
00:40:31you're young
00:40:32like, you're just starting
00:40:33this is not the end-all be-all
00:40:35this is the beginning
00:40:36good luck, guys
00:40:37thank you very much
00:40:38you know, really, truly
00:40:39thank you
00:40:39for this opportunity
00:40:40and then, uh, you know
00:40:41all the advice that you have
00:40:43but I just wish that, uh, you know
00:40:45Kate
00:40:46Kate
00:40:46Kate
00:40:47Kate
00:40:47yes
00:40:47we wish we could stay and talk forever
00:40:49we can't
00:40:50you guys gotta go
00:40:51thank you, guys
00:40:52thank you
00:40:52thank you, guys
00:40:53thank you
00:40:53bye, guys
00:40:54thank you
00:40:54thank you
00:40:55keep your chin up
00:40:56I think the sharks made a huge mistake
00:41:06and we've made it clear
00:41:07that we've been able to do something really great
00:41:09out of nothing
00:41:10it's part of our pitch
00:41:12the grind never stops
00:41:14allergies just try to stop us being the greatest versions of ourselves
00:41:20Allegra lasts up to six times longer than Benadryl
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00:42:02I'm Maylin Lee
00:42:03I wear what I want
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00:42:06I'm all about the hustle
00:42:08streaming March 11th on Disney Plus
00:42:10it's a lot
00:42:10in any strong emotion
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00:42:32I don't think I can do this
00:42:33you said you wanted to feel the power of cricket 5G
00:42:36I thought you meant like live streaming
00:42:38Oh, we're live streaming, all right.
00:42:40Let's roll.
00:42:42Smile, you're on cricket.
00:42:47It's my 310, no accident sight, migraine medicine.
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00:43:34I call it the wheel.
00:43:36Okay, this is a miss.
00:43:39It's a fork.
00:43:40I got dead forks right here, baby!
00:43:43A toilet?
00:43:44We're not animals.
00:43:46We go outside like humans.
00:43:48Nobody's gone on the moon, ever.
00:43:50Why not?
00:43:50It's too far.
00:43:51It's far.
00:43:52Like I was saying, it's FTX.
00:43:54It's a safe and easy way to get into crypto.
00:43:57Yeah, I don't think so.
00:43:58And I'm never wrong about this stuff.
00:44:01Never.
00:44:02It's Saturday primetime.
00:44:05Nets, Bucks on ABC.
00:44:06How you feeling?
00:44:10I'm ready to hit the streets.
00:44:13All right.
00:44:14Let's catch some bad guys.
00:44:17I can't imagine doing this alone.
00:44:21One thing I've learned all these years is that I'm never alone.
00:44:23Trust me, this is exactly where you want to be.
00:44:32I'm in.
00:44:33Me too.
00:44:34We all are.
00:44:34The Bachelor comes home.
00:44:40You are a tall drink of water.
00:44:42Back to the mansion.
00:44:44In a new season.
00:44:47I'm falling in love with this guy.
00:44:48Every girl here brings something special and different.
00:44:51With everything you love.
00:44:53It looks juicy.
00:44:54You don't realize how nasty some people can be until you live with them.
00:44:57I'm looking for love and all I'm fighting is drama.
00:44:59Question for you.
00:45:00Has anyone ever taken a rose back before?
00:45:03The new season of The Bachelor, Monday on ABC and stream on Hulu.
00:45:09If some of the superstars that have come out of American Idol have never been discovered,
00:45:13the world would have missed out on happiness.
00:45:16Are you ready for your life to begin?
00:45:18We're going to have to go!
00:45:20American Idol returns Sunday on ABC and stream on Hulu.
00:45:24Next up is a way to save every last drop of a precious resource.
00:45:34Hi, I'm Nikki Ramsey and I'm from West Lafayette, Indiana.
00:45:46And I'm here seeking $100,000 for 10% equity in my company.
00:45:51Sharks, when I became a mom and started breastfeeding,
00:45:53I was going through thousands of these single-use plastic storage bags to give my baby white gold.
00:46:01I wanted a better way to store my breast milk.
00:46:04And I knew it wasn't just me that felt this way.
00:46:07After countless attempts of trying to store my breast milk,
00:46:11I was left with white gold leaking all over the place.
00:46:14Precious gold, Sharks!
00:46:17So, instead of the five ounces that I needed, I was only left with two.
00:46:21I literally cried over spilled milk.
00:46:24I needed to create a safe, effective, and space-saving storage option for all mamas out there.
00:46:31Sharks, no more crying over spilled milk, because now you have Genobi,
00:46:35a revolutionary plastic-free and reusable breast milk storage bag of its kind.
00:46:41Genobi is eco-friendly, made using 100% food-grade silicone,
00:46:44and stands the test of time.
00:46:47Unlike other products out there that have no lines or measurements
00:46:50and can't stand upright,
00:46:53our patent-pending product is specifically made with your baby in mind.
00:46:58I'm on a mission to bring Genobi to parents everywhere,
00:47:00for the future of our planet and for the future of our children.
00:47:04So, if you want your milk fresh, fresh as can be,
00:47:07then you have to try Genobi.
00:47:10Sharks, in front of you are your very own Genobi products,
00:47:14to try out and test for yourselves.
00:47:16So, do you just slide this off?
00:47:18Yes.
00:47:19So, it's nice and cold.
00:47:20Yes, it comes with a slider in order to make sure that the breast milk stays secure,
00:47:24because silicone is a very soft material,
00:47:27and it has to have something a little bit hard to keep it closed.
00:47:29Vicki, how do you wash it?
00:47:30So, it's dishwasher safe, it's high-heat tolerant.
00:47:34I have to say, this particular slider is very easy to put on,
00:47:37which I didn't expect to be put on, and very secure as it slides into place.
00:47:41It stands on its own?
00:47:42Absolutely so.
00:47:43Well, not really.
00:47:44You are not getting high for us.
00:47:46She's already not doing the demonstration right.
00:47:48So, Barbara brings up a great point.
00:47:50They can stand upright, or if you compress them and squeeze all the air out,
00:47:54they have the capability to lay flat,
00:47:56because moms, we all know, they like to freeze their breast milk.
00:47:59Of course.
00:47:59Just for later use.
00:48:01How did you come up with this?
00:48:02So, I was a traveling therapist, just returned from maternity leave.
00:48:06I had a baby, of course, and he had a tongue-tied lip tie,
00:48:11and it's like a medical condition, and he was nursing a lot.
00:48:14As a result of his nursing, my body thought,
00:48:17okay, I need to produce more milk,
00:48:18and I was going through thousands of these single-use plastic breast milk bags.
00:48:24I went to the marketplace to look for something that was a reusable product,
00:48:29specifically made for the size of breast milk,
00:48:31which typically women store in four to six ounces,
00:48:34and I couldn't find anything, of course, like it because it didn't exist.
00:48:38So, I started working on it,
00:48:40and I tapped into a need, honestly, that I did not know existed.
00:48:44Incredible.
00:48:45Okay, how much?
00:48:48They retail at $34.99 for the four-pack,
00:48:51and our two-pack retails at $19.99.
00:48:53Okay, and what does it cost you to make the four-pack?
00:48:56The four-pack landed is at around $7.80,
00:49:00and our two-pack landed is around $4.
00:49:03Okay, good margins.
00:49:05I was just going to say, I love this product.
00:49:07I breastfed both of my children,
00:49:08but both of my children were born very early,
00:49:11so the breast milk, like, that hasn't kind of kicked in yet becomes, like, gold.
00:49:15But what I want to understand is, like, what your competition is.
00:49:18Who else is doing this?
00:49:20So, Genobi launched November 2019.
00:49:23Within six months, unfortunately, we did have some knockoffs come in the market,
00:49:26and the knockoffs, they can't compare to Genobi.
00:49:29One of our competition, they have a bag,
00:49:33and literally, you can take the bag and just squeeze it open,
00:49:36and the milk just spills out.
00:49:38Ugh.
00:49:39What are your sales?
00:49:40Our sales for this year today have been $86,000.
00:49:43Did you light up Amazon yet?
00:49:44So, we were on Amazon,
00:49:46but because we have an inventory crisis, I'll say,
00:49:50we diverted our sales from Amazon to our website
00:49:53so we can retain more of our money.
00:49:54You're not on Amazon now?
00:49:56Not on Amazon now.
00:49:57Well, but she said something more interesting.
00:49:58You said you didn't have enough inventory to keep up, because...
00:50:00Right, so, since we've been self-funding ourself,
00:50:03pretty much with money that comes into the company,
00:50:05we would...
00:50:06So, you needed to have money come in before you could buy.
00:50:08Exactly, yes.
00:50:09What's your lead time for the manufacturing?
00:50:11Six weeks.
00:50:12Nikki, I want to hear a little bit more about you.
00:50:15I grew up in a very nontraditional household.
00:50:17As a teenager, I experienced homelessness.
00:50:20One night, while I was sleeping on this abandoned apartment floor,
00:50:26I thought to myself,
00:50:28there has to be a way out of this generational cycle,
00:50:33this generational curse of poverty.
00:50:35And thankfully, I told my school counselor
00:50:39what was going on with me,
00:50:40and she was able to connect me with this homeless shelter,
00:50:42and they let me stay there
00:50:45until I finished my academics,
00:50:47and then I went on to college and graduated.
00:50:50College and graduate school,
00:50:52it's a blessing and a miracle that I'm standing here right now.
00:50:55You'll never give up.
00:50:56Great story.
00:50:56What a fabulous story.
00:50:58Talk to us a little bit more about the business.
00:51:00You said you've done $86,000 in sales this year,
00:51:03but what are you projecting for the rest of the year?
00:51:05And I'm assuming the main reason you're here talking to us
00:51:07is because you don't have the money to fund your production.
00:51:10Is that right?
00:51:10Yes, so we are projecting $300,000 in sales
00:51:14by the end of this year.
00:51:15Wow, amazing.
00:51:17Do you have them in stores?
00:51:18We were working with a broker to get us in retail,
00:51:22but when you work with a broker,
00:51:24it can get a little expensive,
00:51:25and with the pandemic,
00:51:26we thought that it was better to take the money
00:51:29that we were giving the broker
00:51:30and put it back into our inventory.
00:51:32All right, so when I do a deal on Shark Tank,
00:51:35I like to get my hands dirty in the product.
00:51:37Okay.
00:51:38And it's true because I try and tell a story about it
00:51:42to my millions of followers,
00:51:43but obviously this is a disconnect for me.
00:51:45I mean, I haven't been worrying about breast milk too much lately.
00:51:48I mean, I think you're terrific.
00:51:50I wish you the best, but I'm out.
00:51:52Thank you, Kevin.
00:51:53Yeah, I'm kind of in the same boat.
00:51:55Congratulations on your success.
00:51:56The road you've taken to get where you're at,
00:51:59I mean, it's incredible,
00:52:00and you deserve so much credit,
00:52:02but this is certainly not my wheelhouse,
00:52:04so for those reasons, I'm out.
00:52:06Thank you, Mark.
00:52:06You're welcome.
00:52:08Well, after 13 seasons, you know,
00:52:10it is hard to say that you're not going to go in on a deal
00:52:13when you really love an entrepreneur.
00:52:15You're unbelievably impressive.
00:52:17I think you're fantastic.
00:52:19You saw a need.
00:52:20You had a problem.
00:52:21You created a solution.
00:52:22But I don't think that this is the right business for me.
00:52:25I wish you good luck.
00:52:27I'm out.
00:52:28Okay, thank you, Lori.
00:52:29You know, Nikki, I really, really like you.
00:52:32I love your story,
00:52:33and I love where you're at right now.
00:52:35I think it's incredible.
00:52:37I think that the businesses that do really well right now
00:52:41are those that have a purpose
00:52:42and that can really, you know,
00:52:45get an audience and speak to a very, very specific audience,
00:52:48and I love the fact that this is a sustainable product
00:52:51and that you've got a real clear market.
00:52:55So I'm actually going to make you an offer.
00:52:57I think that you are at the beginning of the journey.
00:52:59You're going to need a lot of help.
00:53:01So I'm going to give you the $100,000,
00:53:03but I think I need 25% of the business.
00:53:07That's my offer.
00:53:08Okay.
00:53:11May I hear other offers?
00:53:14You're so nice.
00:53:16Nikki, I would like to hear your offer.
00:53:16I mean, you have an offer right here,
00:53:17so I'll just, you know,
00:53:18I'm just raising my hand.
00:53:19You just never know.
00:53:20She might change her mind.
00:53:21The offer's here.
00:53:22Ready to roll.
00:53:23That's a great offer.
00:53:24Let me just tell you,
00:53:24I would have given the same offer, 25%,
00:53:26so I wish you lucked them out.
00:53:28Nikki, what do you want to do?
00:53:31Would you do $150,000 for 12%?
00:53:36Whoa.
00:53:36Whoa, Nikki.
00:53:38Whoa.
00:53:42This is Antonelli's Cheese Shop.
00:53:44And we're the Antonellis.
00:53:46Do good, eat good.
00:53:47That's our mission.
00:53:48We chose our Spark Cash Plus card from Capital One
00:53:51because it gives us unlimited 2% cash back
00:53:53on everything we buy.
00:53:55And it has no preset spending limit,
00:53:57so our purchasing power adapts to our business needs.
00:53:59We use our 2% cash back
00:54:01to help cover our employees' health care costs.
00:54:03That's how we take care of our most valuable asset.
00:54:05Our people.
00:54:06It may sound cheesy,
00:54:07but we like it that way.
00:54:08What's in your wallet?
00:54:09Did you know you can get your prescriptions for less?
00:54:15You can with GoodRx,
00:54:16the free app that gets you discounts at your local pharmacy.
00:54:18If a customer is about to pay a high price,
00:54:20I have them check GoodRx,
00:54:22even if they have insurance.
00:54:23You can also compare prices
00:54:24and have your doctor send it where it's the lowest.
00:54:27Can you send it here?
00:54:28Sure.
00:54:28It works at over 70,000 pharmacies across the country.
00:54:32I use GoodRx at Walmart.
00:54:33I use it at Kroger.
00:54:34We're a Rite Aid family.
00:54:35Here's a tip.
00:54:36Before you top off your prescription,
00:54:37just check the app.
00:54:38To save on your prescriptions,
00:54:40check GoodRx.
00:54:59This game.
00:55:05When you carry out Domino's three-topping pizzas for $7.99 each,
00:55:16it takes skill to get that pizza from our store to your door.
00:55:21Through tight spots,
00:55:23slow walks,
00:55:26and water shots.
00:55:31So next time you order carry out online,
00:55:32we're going to tip you for delivering your own pizza to yourself.
00:55:36After all,
00:55:37you earned it.
00:55:38Get a $3 tip to use on your next order
00:55:40just for carrying out only at Domino's.
00:55:44Uber is the future.
00:55:45We're kings.
00:55:47Gods.
00:55:48And sometimes,
00:55:49you gotta play dirty.
00:55:53He is bold and uncompromising.
00:55:57Travis needs a liability.
00:55:58The city has been taken!
00:56:00Yeah!
00:56:00Yeah!
00:56:02Are you willing to listen to wise counsel?
00:56:04I will always listen,
00:56:06but I will never take orders.
00:56:07Are we superpowers?
00:56:14At Lowe's,
00:56:15you never have to be finished with your finishing touches,
00:56:17with aisles of ways to refresh and restyle
00:56:20for whatever style you're feeling,
00:56:22and prices you're really feeling.
00:56:24Shop the Lowe's Bat Style and save a vent now,
00:56:26in-store and online.
00:56:28I want to go in for more dramatic roles.
00:56:29I wasn't joking.
00:56:31Okay.
00:56:31I got the new Galaxy S22 Ultra
00:56:34on Verizon 5G Ultra Wideband.
00:56:36Wow.
00:56:36It's got amazing video on a crazy fast network.
00:56:38I can film whatever I want.
00:56:40This is a crime.
00:56:42A crime happened here.
00:56:44What do you think?
00:56:44Oh, yeah.
00:56:45Night video on this thing's wild.
00:56:47Don't you die on me!
00:56:50Just sent you my reel.
00:56:51That was fast.
00:56:52New and current Verizon customers
00:56:54get up to $1,000 off.
00:56:555G Ultra Wideband,
00:56:56now in many more cities.
00:56:58Sometimes, a person will walk into the room.
00:57:02We can empathize with them.
00:57:04There are no mistakes when you're honest.
00:57:08I'm dedicating this to my nephew who passed away.
00:57:11When Noah passed, he was one.
00:57:13Just started walking.
00:57:14The song that I'm going to sing today
00:57:16is the song I used to sing to him
00:57:18when I would rock him to sleep.
00:57:19Singing is my way of healing.
00:57:21Katie is a mess.
00:57:28Are you ready to do this?
00:57:30I got this.
00:57:32Bring it, pretty boy.
00:57:33Looking good.
00:57:36Anyone else have a crazy day?
00:57:38You have no idea.
00:57:43They were a killing team.
00:57:45A mother and daughter poisoning her family members.
00:57:49Unbelievable.
00:57:50She's never talked publicly until now.
00:57:53What is the truth, Diane?
00:57:542020, next on ABC.
00:58:06Four sharks are out.
00:58:08Emma has offered Nikki $100,000
00:58:11for 25% of her silicone breast milk storage company,
00:58:15Janobi.
00:58:18Would you do $150,000 for 12%?
00:58:24Whoa.
00:58:25Whoa, Nikki.
00:58:26No.
00:58:27No, Nikki.
00:58:28Whoa.
00:58:28Here's the thing.
00:58:28Don't overnegotiate.
00:58:29Everybody here has dropped out.
00:58:32So I'm your only hope right now, right?
00:58:34I'm just going to tell you how it is.
00:58:35Because what you need right now is so much.
00:58:38I can help you, but I think that my offer is pretty fair.
00:58:41Look, you're still going to own 75% of it.
00:58:44Right.
00:58:44So when this blows up, you're still going to be rich.
00:58:47I'll give you the other side of that.
00:58:4825% is a hefty slice.
00:58:50Yes.
00:58:51I'm sure you got to where you were trusting your instinct
00:58:53and making your own judgments.
00:58:54And from the way I see it, you've done pretty well.
00:58:57So you might go into your own self
00:58:59and ask you how that fits.
00:59:02Well, I wasn't looking at giving up that much equity
00:59:04out of our company just yet.
00:59:06Would you do $100,000 at 15% equity?
00:59:11Oh.
00:59:11Oh.
00:59:12I'll do $100,000 at 22.5.
00:59:16Final offer.
00:59:19Um, that is a lot of liquid gold spilling.
00:59:23We were not looking at giving up that much equity.
00:59:28You can definitely walk back out of that door
00:59:30and you can spend the next few years
00:59:32trying to accelerate this business
00:59:33or you can work with me and do it a hell of a lot quicker.
00:59:36But, you know, it's your choice.
00:59:41Um.
00:59:45Wow.
00:59:48You got a deal.
00:59:49Yeah.
00:59:50Oh, my goodness.
00:59:55You know how many moms I know.
00:59:57We're going to kill this thing.
00:59:58I'm excited.
01:00:00Well done, darling.
01:00:01That's so good.
01:00:02I don't think I was breathing for five minutes.
01:00:05Congratulations, Nikki.
01:00:06Thank you, guys.
01:00:08Bye, Nikki.
01:00:08I am really glad that I countered back with Emma
01:00:13because not only did I keep more equity in my company,
01:00:16but I also got an amazing shark
01:00:19who I feel is going to be perfect for Genovi
01:00:21and perfect for me.
01:00:25Next time on Shark Tank.
01:00:27I was raised by a single mom
01:00:28who instilled the confidence in us
01:00:31to go after our dreams.
01:00:32What are your sales?
01:00:33$30,000.
01:00:34What?
01:00:35Okay.
01:00:36You're a niche of a niche of a market.
01:00:38Like, I could have told you that.
01:00:39Duh.
01:00:39It's just not right.
01:00:40We came here to find and leverage your expertise
01:00:43to really help us grow.
01:00:44It's a brutally competitive space.
01:00:46I do not put my name on deals to fail.
01:00:49I think this would be a good time to reveal
01:00:50a bit of a secret.
01:00:52Hello.
01:00:52Whoa!
01:00:54A mother and daughter killing team.
01:00:56The exclusive prison interview.
01:00:58The all-new 2020 starts now.