カテゴリ
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テレビトランスクリプション
00:00Tonight on Shark Tank...
00:02Sharks, I stole a...
00:04Kiwawakarambe!
00:06That is very cool.
00:08Say hello to Hickeway.
00:10The only scientific hiccup remedy.
00:12Please let it work.
00:14I turned my trauma into triumph.
00:18I turned my bullies into bucks.
00:20Yeah!
00:22This is not a typical swim-tooth company.
00:24I don't think we've ever had anybody in 13 years of Shark Tank
00:27stand on that carpet and have achieved what you have.
00:29You're half courageous, half crazy.
00:32I really want to take this business as far as I can
00:35and reach the full potential.
00:37It's hard to make Mr. Wonderful humble, but I am humbled.
00:40You're a rock star.
00:41You will be sitting here in a couple of years
00:43in one of these chairs.
00:53First into the tank is a product born from a personal need.
00:59First into the tank.
01:01First into the tank
01:03First into the tank
01:04First into the tank
01:06First in Spring
01:09Hi sharks. My name is Tania Speaks.
01:11I'm 19 years old, from Baltimore, Maryland.
01:14$400,000 for 10% equity in my company.
01:17Dude.
01:19In elementary school, everyone looks forward
01:21to playing outside during recess.
01:23Me too.
01:25Until on the playground, I was bullied
01:28for something I couldn't control and hated,
01:31my bushy, thick, unruly eyebrows.
01:35The torture of my peers was exhausting
01:38until I finally decided to make my haters my motivators
01:42and embrace my beautiful brows.
01:45I searched for brow products, but nothing worked for me.
01:49So what did I do?
01:50Decided to make my own.
01:52Introducing Tania Speaks Organic Skin Care,
01:56a powerful plant-based brow gel that tames thick brows
02:00and grows thin brows.
02:03It's organic, lightweight, contains no harsh chemicals,
02:06and actually works for brow growth and styling.
02:10And it's not just our brow gel thriving.
02:13We created other products, like our foaming cleanser,
02:16resurfacing toner, facial moisturizer,
02:19and for the guys, the organic beard oil.
02:22Our products are carefully formulated with natural ingredients,
02:26like aloe vera, carrot seed, and oatmeal vanilla honey.
02:30I turned my trauma into triumph.
02:33I turned my bullies into bucks by blending innovation, beauty,
02:38and confidence in one organic package.
02:41So sharks, who's ready to join me on my mission
02:45to inspire everyone to embrace the skin they're in?
02:50In front of you are your own products to try for yourself.
02:54So now you made the comment that the brow gel tames thick brows,
03:00but also helps thin ones grow.
03:02Yes.
03:03Can you explain to us why?
03:06The brow gel has a dual purpose.
03:09If you just want to tame your thick brows, like mine,
03:12you only apply it once a day, just to style them,
03:15lay them in place.
03:16But if you want growth, you have to be consistent
03:18and apply it twice a day, so you sleep in the gel.
03:21Let it stimulate the growth while you're sleeping.
03:22What agent helps the hair growth?
03:24So what we have is the sap from the oliveira plant and vitamin E.
03:28The oliveira plant is normally used for cuts, burns.
03:31So when I was making my formula, I thought maybe
03:34it could heal my eyebrows because I cut my brows.
03:38I could not take it anymore.
03:40I cried to my mom every day, can I please get my brow service?
03:44I wanted these bushy caterpillars off of my face,
03:47and she would not allow me.
03:49She said, you're too young to get your brows done.
03:52So I decided to cut them myself with a sharp razor.
03:55I had to go to the hospital.
03:57I had to get stitches.
03:58It was a traumatic experience.
03:59Wow.
04:00I went to the stores, tried to find something to grow them back,
04:02and nothing worked.
04:04And so I just started researching natural ingredients,
04:06like what works to grow hair, what works.
04:09And it was just very random.
04:10And I would actually just bring stuff home,
04:12any type of ingredient, and I would just mix it together.
04:14And that formula started to work for me.
04:17Just the oliveira plant that was in my house,
04:19vitamin E that was in my house.
04:21So you're like your own clinical study.
04:23Basically, I like to think of myself as a little chemist.
04:26Tanya, with all this work and all this effort,
04:28how are sales going?
04:29Sales are amazing.
04:31OK, so last year, I did a million dollars in sales.
04:34Whoa!
04:35And you did a million dollars?
04:36A million dollars?
04:37Let me borrow something.
04:38A million dollars?
04:39A million dollars in sales last year.
04:41And this year, we have done $1.4 million.
04:44Yeah!
04:45How are you doing that?
04:46How are you doing that?
04:47All of our sales are fully online.
04:50How I started was sharing my story.
04:53I went to vending events.
04:54I went to trade shows.
04:56I even sold in my high school bathroom.
04:58I had the line wrapping around the school.
05:00Oh, that's awesome.
05:01And they would buy it.
05:02They would really buy it.
05:04And so I started my website.
05:06I made everything myself and got it going.
05:09You've got to be making a fortune if it's all online.
05:11So last year, I netted $700,000.
05:13Oh my god!
05:14Yeah!
05:15Not only that big!
05:16Wow!
05:17$700,000?
05:18You're 19 years old?
05:20Yes.
05:21What does your mother say?
05:22Kevin, get out of the chair.
05:23Let her sit there.
05:24No, you're kidding.
05:25What does your mother say?
05:26What does your mother say?
05:27What did my mom say?
05:28She said, buy me another house.
05:29She loves it.
05:30She's like, I am the proudest mom in the world.
05:33Wow.
05:34What is the cost to make it?
05:35And what price you sell it?
05:36It's amazing.
05:37For the brow gel, it costs us $1.10 to make.
05:40And we sell it for $29.
05:42Oh!
05:43Yeah!
05:44That's Taneah.
05:45Highway robbery.
05:46Shame on you.
05:47That's like talking dirty.
05:48Whoa!
05:49Taneah, how'd you get started?
05:50So, my mom didn't have any money to give me.
05:52So, she actually made the investment and took out $10,000 from her 401k.
05:56Wow.
05:57And I was able to pay her back immediately.
06:00And so, I feel very proud about that.
06:02In regards to this, how do you protect yourself against, obviously, the trolls, the legal trolls
06:09who say there's claims?
06:10Yeah.
06:11How do you do that in this world?
06:12Well, that's what I was wondering.
06:13To be able to make the claim that it helps thin brows.
06:17Have you done any third party accredited lab testing?
06:20We have not done that yet.
06:21If not, you need to.
06:22Okay.
06:23Because the reality of this world is, when you're climbing up the ladder, everybody
06:27just roots for you and holds the ladder for you.
06:30When you get to the top, people you've never seen before in your entire life will take pot shots
06:35and try to pull the ladder off from underneath you.
06:37If you make a claim, right, and you don't have the research, they will sue you.
06:41And so, you've got to be really, really, really careful.
06:45It's insane how good you are at what you're doing.
06:48If this was my core competency, I'd be all over it to help you, but it's not.
06:51So, for those reasons, I'm out.
06:53Thank you so much.
06:54And that's why I'm here, because I'm only 19.
06:57So, there's only so much information I have, and I really need help.
07:01You're only 19, but you're rich.
07:03Yeah.
07:04I mean, I don't think we've ever had anybody in 13 years of Shark Tank stand on that carpet
07:10that have achieved what you have.
07:12But, you know, Tania, I don't think I'm your shark.
07:14This is not a product category where I can be a spokesperson.
07:17I mean, I try and do my deals where I can actually speak out and support, you know, what the product is.
07:24It's hard to make Mr. Wonderful humble, but I am humbled.
07:28Thank you so much.
07:29I'm amazed.
07:30But I'm out.
07:31I really appreciate it.
07:33I don't see, with that amount of cash that you've accrued from your business,
07:37why you would have any need for any shark.
07:40You've done well so far, so why would I even advise you?
07:43But because I don't feel like I could help you, and I really don't think you need the help, I'm out.
07:49I am so damn proud of you. I don't even know you.
07:52The fact about bullies. People are gonna find ways to bully you.
07:55I don't care if it's your age, sex, gender, air, you know, having hair, not having hair, bushy hair.
08:01But you know what?
08:02For you to be able to even overlook that, overcome that, and then say, by the way, you know what you were bullying me about?
08:08Why'd you buy this?
08:09I mean, it is absolutely incredible.
08:12You're a rock star. You will be sitting here in a couple of years in one of these chairs.
08:18But there's no place here for me to add value, and I really wish I could.
08:23I'm proud of you. I'm out.
08:26If you had said that you knew that this works, that you had trials, that we knew the efficacy, I would have given you an offer.
08:34But you don't have that proof yet, so it's early for me.
08:37I'll be watching, and I'll be a customer. But at this moment, I'm out.
08:43Thank you. I really appreciate it.
08:46Find a lab and do that testing.
08:48Thank you, Tania, but we're all out.
08:50Okay. Bye still.
08:52Wait, wait, wait, wait, wait, wait, wait.
08:54Whoa.
08:55All sharks have passed on investing in Tania's brow gel company, Tania Speaks.
09:12But Mark has something left to say.
09:14Wait, wait, Tania, wait, wait, wait, wait, wait.
09:16Whoa.
09:17Honestly, I thought somebody was going to make you an offer.
09:21You know, when I said, okay, this isn't my wheelhouse and everything.
09:24But my wheelhouse is helping guide amazing entrepreneurs like yourself
09:29and helping them deal with the legal landmines that come along.
09:33Maybe I can't help with eyebrow cream and some of the other stuff,
09:36but I can give you guidance that can help you avoid a lot of the pitfalls.
09:40So I'm going to make you an offer.
09:42All right.
09:43I'm going to offer you the $400,000.
09:45I want 20%, but there's also two other contingencies.
09:49I have a daughter who's 14, and a daughter who's 17, Alyssa and Alexis.
09:56And I want them to meet you, and I want them to learn from you,
10:00and maybe you'll even learn some from them.
10:02So those are my two contingencies, and that's my offer.
10:10I'm honored to meet your daughters.
10:11I really would love that.
10:13My counter is $400,000 for 15%.
10:18Oh, Mark, you've made your match.
10:22All right.
10:23I'm a sucker.
10:24Good idea.
10:25Yay!
10:26Yay!
10:28Congrats.
10:29Congratulations.
10:30Thank you so much.
10:31Thank you so much, Tania.
10:32You're amazing.
10:34I'm so excited.
10:36Me too.
10:37Thank you everyone for your advice.
10:38I really appreciate it.
10:39You're the fire.
10:42I'm so excited.
10:43I can't believe this just happened to me.
10:45Like, oh my gosh.
10:48I couldn't have asked for a better outcome.
10:50Like, it was amazing.
10:51They even said I would sit there one day and be a shark.
10:54Like, that's the highest compliment I've ever had.
10:57I have never seen you emotionally in an orphan.
11:01What was that about?
11:02I want to talk about my kids.
11:03Yeah.
11:04I saw my daughters and my son, for that matter, you know, in her.
11:07And, you know, every father has aspirations for their kids.
11:10You know, if I can get her to connect to my kids, that's more important than the money involved.
11:16So, that's why I came back in.
11:18In season 12, Aaron Powell made a deal with Barbara Corcoran for his cargo bikes for families, Bunch Bikes.
11:28You got a deal!
11:29Yeah!
11:30Let's see what he's up to now.
11:32After signing the deal with Barbara, I expected it would be life-changing.
11:35But what I didn't expect was that I would get two sharks for the price of one.
11:39When Robert saw that I had made the deal with Bunch Bikes, he was so jealous.
11:43He begged me to come into the deal, so I gave him half the deal.
11:46Robert was a perfect partner for this deal.
11:49He loved the brand.
11:50He owned two bikes.
11:51Robert's going to help this company grow because he knows how to do licensing deals.
11:55I'm going to give straight talk, see what's wrong with the business, and fix it before it's a real problem.
12:00Having two sharks that are both enthusiastic about bikes, they're using the product and giving me feedback.
12:06Robert's riding around with his twins.
12:08Barbara's riding around Central Park.
12:10It's great to have investors that are also users of the product.
12:14Unfortunately, I wasn't on the panel the day you came into the Shark Tank.
12:18If I was, there would be no Barbara on this call.
12:21Oh, really?
12:22After Shark Tank aired, our sales exploded.
12:25One week after airing, we received a purchase order for a literal truckload of bikes.
12:29Since Shark Tank, we've made $1.8 million.
12:32After Shark Tank, we got noticed by a company called Luca & Libby,
12:36the premium exotic beverage company that uses cargo bikes to sell products at local markets.
12:41Over the next five years, they're going to buy 500 bikes amounting to about $2 million worth of sales.
12:46Barbara, thank you for having me as part of the deal.
12:49Now, let's go out there and achieve world bike domination.
12:54Woo!
12:55What I love most about biking with my family is the memories that we've created together.
13:01We've become more connected with our city and our community.
13:04What I would tell other entrepreneurs is that it's possible to change your path.
13:08I used to be a teacher. That's what I'd always wanted to do.
13:11But when family came into the picture, I took a leap of faith and made it work.
13:15I'm showing my kids that if you dream it, you can do it.
13:18And getting them to see that in real time makes this all worth it.
13:22Next in the tank is a company that makes it easier to have your cake and still look great.
13:41Hi, my name is Lila Shams. I'm a fashion designer from Los Angeles.
13:53And I'm here seeking $500,000 in exchange for 10% of my company.
13:58Sharks, we all want to look amazing in a swimsuit.
14:01And when we don't, we blame our bodies.
14:04Well, it's time we start blaming the real enemies.
14:08First up, the bikini.
14:10This flimsy thing is doing us no favors.
14:14And next we have the typical one piece.
14:18No support. They're either too short or too long.
14:22No thank you.
14:24And the suits that do have support like to hide your curves.
14:28So much fabric, so much draping.
14:31Oh, it hurts my eyes.
14:33Sharks, I believe that your suit should support and enhance your body.
14:39And that's why I created TA3, the world's most flattering swimsuit.
14:49Don't believe me sharks? See it for yourself.
14:51Simply pull.
14:53the ties on the back of the suit.
14:55Wow.
14:57to reveal a gorgeous sculpted shape.
14:59And that's it.
15:01Let the compression and lacing do the hard work for you.
15:05Sharks, my suits are not just a piece of clothing.
15:09They're freedom.
15:10Freedom.
15:11Freedom to relax.
15:12And indulge.
15:13without swimsuit stress.
15:14So sharks, who wants to swim?
15:15The world's most flattering swimsuit.
15:16Don't believe me sharks?
15:17See it for yourself.
15:18Simply pull the ties on the back of the suit.
15:20Wow.
15:21Yow.
15:22To reveal a gorgeous sculpted shape.
15:25And that's it.
15:26Let the compression and lacing do the hard work for you.
15:30Sharks, my suits are not just a piece of clothing.
15:33They're freedom.
15:34Freedom to relax and indulge without swimsuit stress.
15:40So sharks, who wants to suit up and cinch in a deal with me?
15:46Great job.
15:47Yay.
15:48Terrific.
15:49Is TA3 specifically designed for Rubenesque women?
15:54Uh, no.
15:55It's, uh, size inclusive.
15:56So right now I offer extra small to 3X.
15:59It's thick enough material so it's gonna suck you in a bit.
16:03Exactly.
16:04Which is nice.
16:05We all want to suck in.
16:06Exactly.
16:07And then, here, you can do it to as tight as you want, but it's gonna help accentuate
16:10your waist.
16:11Exactly.
16:12Right?
16:13Okay, so you did a good job of that.
16:14Thank you so much.
16:15It's really the interior construction where there's double layer lining along the waist.
16:21So it's a corset, right?
16:23Yes, it's similar to a corset, but you'll never find a corset that is one piece.
16:27You know, a corset is always, it just goes to here.
16:29Just the thing to jam in your ribs.
16:31Yeah, and they're, they're woven.
16:33They're non-stretched.
16:34Oh, this is very nice.
16:35So these are stressed.
16:36Let's say you've solved a problem here, okay?
16:38Uh-huh.
16:39I want to get into this $500,000 for 10% and use a $5 million valuation.
16:42Yep.
16:43Now, what would tell me that you've solved the problem would be sales.
16:46Yep, and I have sales.
16:47I've been in business for 13 months and I've done $1.4 million.
16:51Whoa.
16:52Good job.
16:53What did you make on that $1.4 million?
16:56Uh, $800,000 gross and $500,000 operating.
17:00How did you do that?
17:01Wow.
17:02I'm amazing.
17:03Like $500,000 into the bank type profit?
17:06Yeah, well, I put most of it into inventory.
17:08Put back into inventory, yeah.
17:09Yeah.
17:10Now, Layla, I want to understand your background a little bit.
17:12I've been a batch designer for over 20 years.
17:15I was a design director in New York for multi-million and billion dollar brands.
17:20So, DKNY Jeans, Express, uh, BB.
17:23So, I work for those kind of like things.
17:25So, you've been around.
17:26So, who are you selling to?
17:27And how are you selling it to them?
17:28Direct to consumer.
17:29Retail?
17:30Direct?
17:31I'm only direct to consumer.
17:32So, I sell through my website.
17:33So, what did you do to get those sales?
17:35Um, I do a couple things.
17:36The first thing was Instagram ads.
17:38But what's been amazing is TikTok.
17:40People see it and they're just like, you know?
17:42So, I mean, I had a customer.
17:44I didn't pay a dime for this.
17:46And she got 4 million views.
17:48I sold out.
17:49Now, do you have a patent on this lining?
17:51Yes.
17:52I noticed there's a different lining that you mentioned.
17:53I have a patent pending.
17:54You do have a patent pending.
17:55Yes.
17:56So, Layla, it's difficult to do any clothing, right?
17:59So, what is your return rate off of the sales of the 1.4?
18:04My return rate is 20%.
18:0520%.
18:06Which is pretty on par, if not a little better for bathing suits.
18:11I think it's a little low.
18:12It's pretty low.
18:13I think because usually women buy two sizes and then they return the one that doesn't fit.
18:17Right.
18:18My retail's quite high, which doesn't make people that enthusiastic to buy a ton of them.
18:23What does it sell for?
18:24We don't even know.
18:25Let's talk about your business.
18:26What's the sales?
18:27What's your margins?
18:28What's your cost?
18:29Landed?
18:30My cost all together is $45.
18:32Okay.
18:33What do you sell it for?
18:34$178.
18:35$178.
18:36I invested in a swimwear company called Raising Wild.
18:39Uh-huh.
18:40You know what the overreaching lesson I learned?
18:43That we couldn't make the customers happy.
18:45We had a return rate of about 25%.
18:47By the time we developed one suit season and nipped and tucked it, we were into a new color line.
18:53We had so much excess inventory that we could not unload.
18:56I think you're courageous now that I've walked down that road.
18:59You're half courageous, half crazy.
19:02Okay.
19:03But for me, I'm going to go out because I just don't want to go down that road once again.
19:06Okay.
19:07But I will say this is not a typical swimsuit company at all.
19:10I believe you.
19:11It's shaping swimwear.
19:12I see that.
19:13And I don't think you would find those problems in the shapewear industry.
19:16You know what?
19:17Congratulations on your success.
19:19I mean, it's enormous.
19:20I mean, just what you've been able to accomplish in such a short period of time and make money
19:24at it.
19:25Amazing progress, but it's just not a fit for me.
19:27So come out.
19:29Okay.
19:30This is not a product category I'm going to invest in because I have no connection with
19:34it.
19:35I have an Adonis body.
19:36I don't need any compression.
19:37I'm pretty happy.
19:38I'm out.
19:39Sorry.
19:40What are you thinking to do with the money?
19:44Um, buy more inventory.
19:46I've been sold out almost the whole time I've been in business.
19:49So I want to be prepared for next year.
19:51I'm not going through this again.
19:53I want to have all the inventory I need to meet my demand and my demand is huge.
19:57I'm going to look at my phone after this and I'm telling you I probably sold out again.
20:01I got to tell you about this inventory thing.
20:04So Barbara touched on it a little.
20:06Inventory has killed more people in our business than smallpox have killed people.
20:10Right.
20:11Once you get to a level of let's say you were doing $100 million a year and $5 million of
20:15that was extra inventory times 10 years.
20:19Now you have $50 million of excess inventory that's taking up warehouse space.
20:23It's seasonal.
20:24And you have to have what we call a second door.
20:26That means a TJ Maxx or Burlington to get rid of it.
20:29And when you say that you paid $12 for it initially, they say I'll give you 75 cents.
20:34Right.
20:35And what that does is that kills all of your profit over the years.
20:38So I'm really worried about the inventory.
20:41So I'm out.
20:42Uh, I can't believe this.
20:45Wait, there's still one Sharkette left.
20:47Talk to me, Laurie.
20:48Um, listen, I think you are a great designer if you get a patent.
20:54I think your play is going to a major player and licensing.
20:58That technology, that thought in all sorts of different outfits.
21:02I would never do that.
21:03You would never do that?
21:04No.
21:05Well, unfortunately, that would be my vision.
21:06So I'm sorry.
21:07I'm out.
21:10Thank you very much, Layla.
21:11Thanks, Layla.
21:12Thank you very much.
21:14Good luck, but you don't need it.
21:15I cannot believe the sharks did not give me a deal.
21:21They are going to regret this.
21:23This is just going to be like ring, like that doorbell that none of them invested in.
21:27And it went poof.
21:28That's going to be me.
21:29I'm going to be the ring of swimsuits.
21:31Next into the tank is a solution for an annoying problem.
21:47Hello, sharks.
21:48I'm Ali.
21:49I'm Amanda.
21:50And I'm Victor.
21:51And we're here to ask for $250,000 in exchange for 10% of our company.
22:04Whoa.
22:05Sharks, are you ever in an important meeting in front of pretty important people and all
22:10of a sudden you get the hiccups?
22:13Hiccups can be really embarrassing.
22:15They can be annoying and sometimes even painful.
22:19Amanda, here.
22:20Try this.
22:21Pinch your nose.
22:22Drink this glass of water all down in one gulp and stand on one leg and balance.
22:27It didn't work.
22:31Try this.
22:32Boo!
22:33Oh my gosh, sharks.
22:34I'm so sorry.
22:35I don't know what's happening.
22:36Guys, allow me, a doctor, to help.
22:38It's time to say goodbye to all of these silly tricks and instead say hello to Hiccaway,
22:48the most effective way that you can stop your hiccups.
22:52Amanda, just take this.
22:54Give me that glass of water.
22:56Just put it and drink through it.
22:59That easy.
23:00Wow, my hiccups are gone.
23:04Amazing.
23:05How does that work?
23:06Shocking how that happens.
23:07You know, hiccups are a repeated cycle of spasms in a diaphragm and drinking through
23:12the Hiccaway generates enough pressure that can stop those spasms in a diaphragm.
23:17It may sound complicated, but Hiccaway does all the work.
23:20Dr. Ali here created the only scientific hiccup remedy.
23:25Sharks, who's ready to put an end to those far-fetched folk remedies and solve an
23:30age-old problem that affects everyone with Hiccaway.
23:34I got a question.
23:35Dr. Ali, what's the effectiveness rate?
23:37So there is actually a study that we did a year ago and we published in JAMA, Journal of American Medical Association.
23:44Yep, I actually subscribed to JAMA.
23:45We showed 90% effectiveness.
23:4690% effectiveness.
23:47Wow.
23:48But, Doc, I don't understand this because I have, honestly, I have a really bad Hiccup
23:52problem.
23:53It's happened to me about four times in my life where I have them for probably about 12
23:57hours.
23:58I have to either take muscle relaxers or Valium.
24:00I just took a sip of this.
24:01It's like, I don't understand.
24:03It feels like just regular water going in.
24:06Sure.
24:07I can show you how does it work.
24:08Several things can cause hiccups such as acid reflux disease, carbonated soda, alcoholic
24:14beverage, or spicy food, right?
24:17So, any of these can trigger the diaphragm here.
24:21And then this is spasm.
24:23Gonna quick send a message to the brain through the phrenic nerve.
24:27And then send a quick message to our throat.
24:29And gonna close the valve.
24:31And this is the time you hear the sound of hiccups, right?
24:35And this gonna go again and again as a vicious cycle.
24:39When you drink through the hiccups, we calculated the length and the diameter and the valve here
24:45to reach out when you drink water through it to reach a certain pressure.
24:49And this keeps the diaphragm for like, let's say, 5 to 10 seconds, pull it down and keep it there.
24:57So, for 5 to 10 seconds, these two, the diaphragm and the valve are closed.
25:02The brain reset this cycle.
25:04So, the spasms stop and it goes away.
25:06Wow.
25:07Dr. Ali, do you have any testimonials?
25:09Yes.
25:10I have very strange hiccups.
25:13Uh, they sound more like burps.
25:16And they're very painful.
25:18Wow.
25:19And the only thing that has actually worked is this straw.
25:24So, I'm gonna drink it now.
25:29Please let it work.
25:36No hiccups.
25:37Wow, that's crazy.
25:38Wow.
25:39So, why can't I get a straw and close it down so that it's taking me a lot more pressure?
25:45Right.
25:46And I don't need this thing.
25:47Very good question.
25:48You know, the thing is that to control that diaphragm, you need to reach to a certain pressure.
25:54So, I can't emulate this with a straw.
25:57I've gotta get this.
25:58Right.
25:59So, I'm just curious about your background.
26:02Sure.
26:03What kind of medical doctor are you?
26:04I'm a neurointensivist.
26:05Neurointensivist means that the brain ICU doctors, I work with patients with head trauma, stroke, brain aneurysm, bleeding into the head.
26:12Wow.
26:13Anything related to brain and spine.
26:14Do you own 100% of the business?
26:16Victor and I, we have 50%, 50% share of the business of Hickaway.
26:20What happened to Amanda?
26:21She's the best living one year.
26:22My niece, actually, she works with our marketing.
26:25Yeah.
26:26So, I'm the head of marketing and I get a commission on sales.
26:29I didn't put up any money.
26:30I don't have equity in love to one day, but I'm very involved in this and it seems, it is like my baby.
26:36So, what do you sell them for?
26:38Yeah.
26:39We sell them for $14 and they are wholesale for $6.
26:43And what does it cost you to make?
26:44It costs $0.70.
26:46And where are you selling them?
26:48Currently on Amazon and our website and then we're actually at a big box retailer in Texas.
26:54We've sold 21,000 units so far.
26:57Wow.
26:58Which is $300,000 in sales since we launched July of last year.
27:03Let me get the bidding going here because I'm sure you're going to have a lot of interested people.
27:07Right.
27:08I'm not going to be one of them.
27:10I'll tell you why.
27:11I'm one of those moms, whenever my kid was sick, I could never find the thermometer.
27:16I'm just having a problem thinking that I'm going to get my hands on this.
27:19Yeah.
27:20It's going to be readily there when I need it.
27:22So, I wish you luck.
27:23But I'm out.
27:24Thank you, Barbara.
27:25But let me tell you this.
27:27You know, I was surprised when I found in Forbes magazine.
27:30Actually, they published in 2019 that hiccups was the third most common search in the whole world.
27:36And this is for the healthcare.
27:38People are looking for it.
27:40I wonder at the point of purchase how much skepticism there would be seeing it there.
27:44I'm not saying it doesn't have merit.
27:45Clearly, it does.
27:46I'm just thinking it's a tough sell to convince people that it actually is.
27:51I think it seems intuitive, though.
27:53I mean, I think when people see something out on the market like this, I mean, it is so unique.
27:58I don't think there's other ones out there.
27:59I haven't done the research, but I don't think there's anything else out there like it.
28:02No, there is not.
28:03The issue for me really is need.
28:06I'm just not sure how many people feel they need to have it.
28:11So for those reasons, I'm out.
28:14Guys, look, I'll save a lot of time.
28:16I love it.
28:17Anything that solves a medical problem that really bothers people in one way or the other
28:22and has the science to back it up is a good thing, right?
28:26Yeah.
28:27It's not something that you're just going to blow up and have 100,000 units sold in a day, right?
28:33It's a slow burn, and you want it.
28:35It's only been around how many years?
28:36One year.
28:37One year.
28:38One year.
28:39So it's going to take time for people to know that it's there.
28:41But this, I guarantee you, this will become part of everybody's medicine cabinet.
28:45Guarantee, right?
28:46Yeah.
28:47So I'll make you an offer, right?
28:48And I just want a yes or no.
28:50The offer is $250,000 that you asked for for 20%.
28:58I'll do it for 15.
29:02Good.
29:03Now we have two offers.
29:04You only have, you're about to have one offer.
29:06So you've got to tell me.
29:07I'll do it for 15%.
29:08So if you want to work with me.
29:09Yeah, I'm not going to wait around.
29:10So you guys can decide.
29:11One second.
29:12So you.
29:13Sorry.
29:14Mark, would you do 15?
29:24No.
29:25No.
29:26Because I know where I can get you placed.
29:27You know, I can get you where you would be seen.
29:29I know if I put my name on it and get it out there and said you should, people should buy it.
29:33All the same for me.
29:34I have products in every big box retailer.
29:36Yeah.
29:37But he's, he's chef wonderful and he's everything else.
29:38Of course.
29:39Yeah.
29:40Okay.
29:41What about you, Damon?
29:42Damon, what are you doing?
29:43Guys, and I'm not going to tell you I'm going to be here waiting.
29:45Yeah, I'm not going to wait around.
29:46That's okay.
29:47So it's your, your decision to make.
29:5218?
29:53No.
29:56Mike.
29:57You have a deal.
29:58You have a deal.
29:59Yes.
30:00Crazy.
30:01Well done.
30:03Yes, absolutely.
30:04That was horrible negotiating.
30:06I tried.
30:07I tried.
30:08I tried.
30:09He's a tough cookie.
30:10Congrats, guys.
30:12Yes.
30:13We did it.
30:14Good job, guys.
30:15Good job.
30:16Yay.
30:17Yay.
30:18We got the deal.
30:19I'm so excited that Mark understood the vision of Hickaway that we wanted every household
30:25to have a device in their drawer and I think that vision really drew us in there and we're
30:29really excited to work with him to get us there.
30:36Next up is an accessory line made from a unique recycled material.
30:57Hi, Sharks.
30:58My name is Tristan Amal Ikaikamaikai Kanyokalani Persons.
31:01I'm from Orem, Utah and I'm seeking $250,000 in exchange for 5% of my business.
31:06Sharks, what if I told you that I stole a spoon from my mom's kitchen drawer, created
31:12a ring, and turned it into money making madness?
31:15You probably wouldn't believe me, but that's exactly what I've done.
31:19Here's the tea.
31:20I travel all around the world collecting spoons and inspiration and I create customized collections
31:25based specifically on my experiences.
31:27Through my social media, I do a drop once a month and guess what?
31:32Guess what?
31:33Waters.
31:34It sells out in minutes.
31:35Minutes.
31:36My drops created these online frenzies and when I say frenzies, I mean I literally have
31:40people camping out in their work bathrooms fighting thumb and thumb just to try to secure
31:45a ring before it sells out.
31:46Do you realize how crazy that is?
31:48I just woke up one day and I was the ring freaking king.
31:51This is because I have utilized the power of branding, social media, and the unique world
31:56of Gen Z to build a fire brand off of myself.
31:58Sharks, I am such a branding genius that I could even take a spoon that's been in Mr. Wonderful's
32:04mouth and turn it into a work of art that any of you sharks would be obsessed with.
32:10So sharks, who wants to put a ring on it and spoon with me?
32:13Let's see them.
32:14Sharks, you each have your own customized press boxes in front of you.
32:18You're going to open it and dump that cup of water behind the box with your name on
32:23it.
32:24Oh.
32:25Itchy wabakaramba.
32:28Oh my god.
32:30That is very cool.
32:32Open it up.
32:33See what's inside.
32:34Open it up.
32:35Wow.
32:36Oh.
32:37That is beautiful.
32:38Wow.
32:39So this was a press box I did.
32:40That is nice.
32:41So you're getting the full experience.
32:43Oh.
32:44That's a presentation.
32:46These are all made from spoons?
32:47So that's where it started.
32:48And then it eventually evolved.
32:50But when I was 12 years old, I saw a family friend with a spoon ring.
32:53And I told my dad I thought it was the coolest thing.
32:55And he took me to the garage.
32:57We literally stole one of my mom's spoons and we just beat it into a ring.
33:01Well, I wore that ring for years.
33:03Fast forward to when I was 17 and my dad had a heart attack.
33:08Sorry.
33:09I remember sitting there with him right before he went into open heart surgery.
33:12And I just understood how short life was.
33:15He got through and things were really rough.
33:18And then my mom got diagnosed with breast cancer.
33:21No.
33:22And in that moment I made a promise to myself that I was never going to be a burden to them.
33:27I was going to do everything in my power to take care of them physically, emotionally, financially.
33:32So I stole my sister's camera so I would use it to make money.
33:36And I had this dream of traveling the world.
33:38And I would just hustle and go on a trip and then be broke again.
33:41And I noticed a comment on one of my Instagram pictures that says,
33:43does anyone know where Tristan gets his rings?
33:45And I was like, okay, maybe I can sell some, make some for the people who want them,
33:48and then I'll figure out my next step.
33:49And how long ago was this, Tristan?
33:51This was in 2017.
33:52So I went to the thrift store, bought some 25-cent spoons, threw them on my website,
33:58and that night I sold out of 155 rings.
34:00Wow.
34:01And I made $4,000 and I literally thought I was ready to retire.
34:06Like I was coming for your chair right there.
34:09Eventually I had to evolve.
34:11Bending thousands of spoon rings by hand wasn't a sustainable business model.
34:14So I really focused on manufacturing.
34:17I work with a supply chain company.
34:19I design them, start to finish, 3D cabs, all that.
34:22We send them over.
34:23They're made.
34:24How many followers do you have on Instagram?
34:2570,000.
34:26Then what about other platforms?
34:27Um, I just started posting on TikTok.
34:29I have 15,000 there.
34:30Fast forward to today.
34:32Yes.
34:33What are your sales overall?
34:34So sales overall are 2.1 million.
34:372.1.
34:38For you.
34:39What about year to date?
34:40Year to date, 575,000.
34:42Okay.
34:43So people know, Drops is like, is a sale that you have.
34:45Yeah.
34:46It's a one time sale.
34:47Yeah.
34:48And you put out your collection or whatever it is you're dropping.
34:50Yes.
34:51And when they're gone, they're gone.
34:52They're gone.
34:53Absolutely.
34:54How often do you have your drops?
34:55So I have my drops once a month right now.
34:56Okay.
34:57So do you sell outside of the drops at all?
34:58Um, no.
34:59And what's the average price of a ring?
35:00$50.
35:01So for your last drop.
35:02Yeah.
35:03How many pieces and what was the total revenue from those pieces?
35:05So I sold 3,200 units, um, and the revenue was $155,000.
35:09Wow.
35:10Tristan, when you do a drop, how quickly do your rings sell out?
35:13This last one was just about 24 hours.
35:16I've had some that are like 20 minutes.
35:18Tristan, um, you're unique.
35:19I get it.
35:20You're, you're a one man band.
35:22I give you $250,000 and then you get run over by a bus.
35:26How's that going to work out?
35:27So you'd be out of money and I'd be so sorry for you.
35:31But, um, I need infrastructure.
35:34It's the most honest answer we've ever heard in the time.
35:37I mean, that is a problem here, right?
35:39Yeah.
35:40So right now it's a very lean team.
35:42I'm really proud of myself for how far I've been able to take things.
35:45I'm very resourceful.
35:46So I think from watching this show, literally from when I was 10 years old, I think instilled in me to believe in myself.
35:52No matter the cards you are dealt, you're allowed to work hard.
35:56So the challenge, Tristan, is how do you grow?
35:58Yeah.
35:59Because if you do too many drops, it kind of defeats the whole purpose of doing a drop.
36:02Yeah.
36:03Is it new lines?
36:04Is it new brands?
36:05How do you scale this?
36:06One would be a core collection that is a good introduction to the brand.
36:09It doesn't take away from drops because I've worked so hard to build that hype and I want to be careful with it.
36:14But I'm leaving money on the table when people come to my site and there's nothing to buy.
36:17Tristan, how old were you when you started the business?
36:20I was...
36:21And how old are you now?
36:2219.
36:23I was fresh out of high school and now I'm 22.
36:24I think that you have a very cool model here.
36:27And this is a great business for you.
36:30But I don't think it's investable for me.
36:33I'm sorry.
36:34I'm out.
36:35You know, I continue to evolve.
36:37I really want to take this business as far as I can and reach the full potential with it.
36:42It's obvious that this is a very emotional business for you.
36:46Absolutely.
36:47For me to give you an offer, it would take a sufficient amount of your company, the proper valuation, and then I'm gonna break your heart.
36:55Well, I'm here to talk.
36:57Listen, we've all been here long enough and I know the proper valuation, so I'm not gonna insult you. I'm out.
37:03Okay.
37:04Last year I did $720,000 in sales and I netted close to 60% of that, like $440,000.
37:11So I understand that scale, that margin won't stay the same.
37:14For me, it's also...
37:15I mean, you solved your original problem, but worried about being broke.
37:17I mean, I look at this as a really unique deal.
37:19I mean, you're it, there's nobody else.
37:22I'm really intrigued, so I'm gonna make you an offer.
37:24Okay.
37:25But it reflects the risk inherent in this deal.
37:28Yeah.
37:29You know, I have a lot more followers than you do.
37:30Maybe some percentage of them I can turn into buyers.
37:32I don't know how many.
37:33Yeah.
37:34Because I can tell you guys both hit the same demographic.
37:36Yeah, definitely.
37:37Absolutely.
37:38Definitely.
37:39I'm gonna give you the $250,000.
37:40It has some terms to it.
37:42I wanna be your partner.
37:43It's 50-50.
37:44I want 50%, and you have to buy...
37:46Wait a second.
37:47Silence!
37:48I don't need the noise.
37:49Oh, my Lord.
37:50You're gonna have to buy Keyman Insurance in case the bus does you in, because I am worried
37:54about that.
37:55Okay.
37:56And then I'm gonna work with you to blow this up.
37:57I have a lot of people I can work with to make that happen.
37:59I've got so many businesses that are synergistic to what you do.
38:03And he's gonna take insurance out on you as well, which that worries me, too.
38:07Why is that good for me, for you to get run over?
38:10Obviously, you are the whole business.
38:12Not some of it.
38:13You're 100%.
38:14Yeah.
38:15Okay?
38:16I love that offer.
38:17Very creative.
38:18Of course you do.
38:19But Tristan, you know, fashion's a very talent-driven business.
38:22You've got to have the talent, the eye, the feel on both the product side and the marketing
38:26side.
38:27And to Lori's point, it's a great business for you.
38:29But you haven't really been able to communicate what's next.
38:32What can you do to make this a $5 million or $10 million business?
38:35Because it's not just having more drops and more rings.
38:38So this year I'm projecting $1.6 million on just the drops.
38:41Where the scaling will come from, I think, is the core collection of rings.
38:45And then I really want to break into other categories.
38:48And that category expansion will just make the brand bigger and wider.
38:51And I want...
38:52Well, are you ready to give somebody 50% for that, Kevin?
38:54Not 50%.
38:55No, but think of the value I bring.
38:57Here you are in Shark Tank, right in front of Mr. Wonderful, who gave you a fantastic offer.
39:0050% is too much.
39:02Counter him.
39:03Well, you can counter him.
39:04Would you be willing to go...
39:06I have an offer for you.
39:09Okay.
39:10Two sharks are out.
39:24Tristan has an offer on the table from Kevin for 50% of his spoon ring company, Tristan E.
39:29Ikaika.
39:30But Barbara is also interested.
39:32I'll give you the 250 for only 20%.
39:36I'll do it for 15%.
39:38Oh, what a creepy guy.
39:39Wow.
39:40Wow, Kevin.
39:41What a drop.
39:42Why would you do that?
39:43I just feel a real connection here.
39:47You know, the old style of the Renaissance period.
39:50You remember the patron and the young artist?
39:52That's how I feel about it.
39:54Now you're in a funding frenzy.
39:56Okay.
39:57Um...
39:58Okay, so...
39:59You got two sharks wrapped around your finger.
40:01Yeah, and Tristan, I'll simplify it.
40:02I just don't see your path to scale.
40:04In order for me to get involved, I've got to see a path to 5, 10, 15 million in sales.
40:09So for those reasons, I'm out.
40:12Okay.
40:13Um...
40:14250 for...
40:15You're at 20?
40:16Yes, I am.
40:17And you're at 15.
40:18Okay.
40:19Okay.
40:20Um...
40:21This definitely is...
40:22You know what?
40:23Kevin is willing to take a deal of 5% under just to undercut me because he's a bastard.
40:28That's the way he rolls.
40:29No, he's not.
40:30He's Mr. Wonderful.
40:31Kevin, you do it all the time.
40:32There's nothing wonderful about you.
40:33That's why that name is so preposterous.
40:35He's not the cool you want to be.
40:37He's an animal.
40:38He's after the buck.
40:39That's exactly what he focuses on.
40:40It's very bad when you have to talk down your competitor.
40:42I never do that with Barbara.
40:44I celebrate her.
40:45You just undercut your competitor.
40:46You should know something.
40:47The only reason she's here today is I bought her a new broom.
40:50I'll tell you where I'll stick that broom.
40:56Listen, I don't know why you'd give up 20 when you can do a deal for 15.
40:59That makes no sense.
41:00Oh, okay.
41:01Um...
41:02The 5% is not going to change your life.
41:04Yeah.
41:05It really will not.
41:06Very expensive long-term.
41:07If you're a $20 million company, 5%, you won't even know you gave it.
41:10Yeah.
41:12Um...
41:13What do you want to do, Tristan?
41:16Okay.
41:17Um...
41:18Um...
41:22Kevin, you have a deal.
41:23Oh!
41:24Yes, sir!
41:25It's like sleeping with the dragon.
41:26I can't wait to work with you, man.
41:28I'm really excited.
41:29Oh, thank you so much.
41:30Go call your dad.
41:31Good luck, guys.
41:32Thanks for the rings.
41:33Congrats.
41:35I like that guy.
41:36Oh, what just happened?
41:37Holy crap.
41:38Oh, I feel like I'm in a dream.
41:39Oh.
41:40Wow.
41:41At the end of the day, the deal with Kevin was the right deal for me because it was less
41:42equity, and I'm really protective of everything that I've built, but I'm really excited to
41:44just take things to the next level with him.
41:45I know he is amazing at what he does, and we'll just be unstoppable.
41:48It does work with the...
41:49I'm shocked.
41:50Did you think he was going to take my offer?
41:51I can't believe it.
41:52He did a deal with somebody who would take him off a life support to charge their cell phone.
41:57Oh, God.
41:58It's horrible.
41:59You just wanted to win.
42:00You went from 15 to 15.
42:01This was because you wanted to beat me out.
42:03That's all.
42:04There was no love there.
42:0550 to 15.
42:06Barbara, don't be a star loser.
42:07Don't be a star loser.
42:08Don't be a star loser.
42:09Don't be a star loser.
42:10Don't be a star loser.
42:11Don't be a star loser.
42:12Don't be a star loser.
42:13Don't be a star loser.
42:15Don't be a star loser.
42:16You wanted to beat me out.
42:17That's all.
42:18There was no love there.
42:1915 to 15, come on.
42:20Barbara, don't be a star loser.
42:21I'll send you a ring.
42:46Bye.