All language subtitles for Shark.Tank.S15E02.720p.WEB.h264-EDITH_Legendas01.ENG

Narrator:
Tonight on "Shark Tank"...

The Earth
needs an alternative.

The way we are dying
is killing us.

So I invented a sports bra
for your man parts.

[ Laughter ]

Sharks, who's ready
to join the team?

What are you sales?

We are a money-losing
company.
Oh!

Why are you worth that?

Because you
have done nothing.

You blew it.

Your valuation
makes no sense.

I am a one-man show.

This is our baby.

But you
hurt my feelings.

This is your moment. You're on
the "Shark Tank" carpet.

You need to decide
if you want to swim with a shark

or be eaten by one.

♪♪

Narrator: First in the Tank
is an innovative product

for emergency situations.

♪♪

Hi, Sharks.
My name is Maurice.

And this
is my son, Miles.

We're from
Chico, California.

Today we are seeking
200,000 smackers

for 10% of our business
StormBag.

Miles: Sharks, when a flood
is on the way,

the last thing that you
want to be doing

is shoveling sand.

Traditional sandbags
require back-breaking labor.

Not to mention thousands
of pounds of sand.

But what if we
were to tell you

that there is a much easier way
to keep the water at bay?

That in a matter
of only a few minutes,

you and you alone
can build a wall like this

with no shoveling
and no sand required.

Introducing our invention,
the StormBag.

It's a sandbag
that needs no sand,

almost takes
no labor to deploy.

All you simply do
is add water.

Pretty cool.

You can see the time
lapse right there

how easy it is to deal
with the bag.

When the StormBag
is dry,

it only weighs one pound,
but in three to five minutes,

it weighs
a whopping 30 pounds.

What?!

The best thing
about the StormBag

is that it can
be used by anyone,

regardless of their
physical ability.

And with your help,

we can bring StormBag
to the next level,

allowing more people
to protect

their homes
and businesses.

Sharks, who's ready
to join the team...

Together:
And revolutionize the way

we all weather the storm?

That's pretty cool.
Greiner: Wow.

John:
That is very cool.
That's really cool.

So this is it
in front of us?

Yes, you have
a sample right there.

What you have in the jar
represents 50 pounds of sand.

So, Daymond, what you've got
in the jar right there

is exactly what's inside
each of those bags.

Lubetzky: What --
What material is it?

It is a absorbent polymer,
and it absorbs

300 times its weight
per granular in there.

Once I trigger it
to make it 35 pounds,

is there any way
to get it back?

Yes.
Or is it
a one-time deal?

If you have it
out in the sun

and there's no water
around it,

it will dehydrate again flat
to where it is now.

You can reuse it.
These are reusable as many times
as you need to, right?

Um...
Three times.

Okay.

Greiner:
So the million-dollar question,

were you in this field
before?

Did you have anything
to do with this before?

No,
I have a business.

I import military clothing
and vintage clothing.

I deal with
emergency equipment --

gas cans and fuel.
So intuitive then

to want to do something
that helps in emergencies.
Exactly.

Yeah.
And what about you?

Well, I studied
graphic design in school.

Um, my first love
is in typography.

But once I got into
the business

with Maurice,
I said, you know, you've --

Wait, wait,
wait, wait, wait.
That's your father,
isn't it?

This is my father.
Cuban:
Maurice is your dad,

My dad.
...and you're calling
him Maurice?

[ Chuckles ]
Yeah, Alright.
Hey, hey, hey.

Yeah, so I joined
the family business,

and he hadn't done any marketing
whatsoever for these bags.

They've just been selling
to the same regular customers.

But I thought, "Gosh,
we really should try
to push these things."

And so we did.
We took it to a trade show.

We filmed a video which ended up
going viral on TikTok,

and there were
7 million views

across TikTok
and Facebook combined.

Maurice and Miles, have you
ever worked together before?

Is this the first time
that you're working together?

So, like I said,
I was into graphic design

and then we sort of faced
a disaster of our own.

We're from a town
called Paradise, California.

I'm not sure
if any of you remember,

but that town completely
burned down.

I lost my home.
He lost his home.

The business burnt down.
Greiner: Oh, my God.

Lubetzky:
That was your home?

All of our employees
lost their homes.

That's our home.
So sorry.

John: Oh, my God.

Miles: And it was just time
to rebuild the business.

And I thought...
My warehouse.

Greiner: Wow.
It was a brutal
experience.

And we just
got out of town...

So scary.
...just in time.
Yeah.

Wow.
Unfortunately,
84 people

did not make it
out of the town.

Oh.
Oh.

And so when when
it came to rebuilding,

it seemed to me like
a really hard task by myself.

So here we are
working together.

And so he helped you?

He jumped in.
Gave up his career.

What a son.
What a son.

♪♪

Okay, $200,000, 10%,
$2 million valuation.

You're making any money?

So...
Dude, have a heart.

The guy's telling you
the story of his life.

No, that's...
And you're jumping
to money.

[ Laughs ]
Well, he made you laugh.

That's...
Thank you
for taking it away.

That's
an important...
Appreciate it.
Aww.

That's an important
question, obviously.
O'Leary: And...

What are you gonna
make this year?

Well, our fiscal year
just closed and we did $90,000,

but we have so far done
absolutely zero marketing.
Zero.

So I believe that there's
a huge untapped potential

to make millions because
with some investment,

we can make some really
wonderful videos,

really, truly demonstrating
this product

and get some good
marketing out there.

So, how much does
one bag cost?

Do you sell like sets of 20,
or how does it work?

Yeah, so we sell
the bags for $5.50 each.

That's sort of the lowest
price point.

$5.50 each?

Mm-hmm.
That's right.

And how does that compare
to a sandbag

if you bought a sandbag?

Sandbags are free.
Yeah.

Oh, they are?
I mean, yeah.

But you have to schlep
them around.

Schlep and shovel.
[ Laughing ] Yeah.
That's right.

And store them.
How much does it cost you
to make this?

$2.00.

And with a little bit
of better equipment,

we can get that
down to $1.75.
Yeah.

Okay, guys,
looking at the deal,

saying to myself,
the competition is free.

That's what the sandbag is.

And I get
that it's sand...
To schlep it
and store it.

But I'm going to guess
because you're only

selling $90,000 a year,

that 99.9% of the market
in floods

is using
traditional sandbags.

So there's a lot of education
to be done here.

Education.
And you're always going
to be fighting free,

which is a tough place.

So, for demonstration
purposes,

it's pretty fun
to talk about floods.

But the -- really the main use
for these --

for these bags
is in the home.

Let's say a pipe breaks.

Suddenly there's water
coming out

behind your
washing machine.

You can just
lay it down...

Hm.
...and it sucks up
five gallons of water.

And the other great thing
that my wife uses it for

on our -- on our farm,
she puts them around plants

when we go on vacation
where we can't water.

Oh!
You let it
just release the water.

Oh, and it
releases the water.

Greiner:
So wait a minute.

How long would it take
for that to lose all water?

It depends on
the weather.

Where we live, it's about
110 degrees in the summer.

So every two
to three weeks

is when we have to go up
and rehydrate them.

So it lasts two
to three weeks?

Yes.

O'Leary: Alright, guys, look,
this is something

that you have
a lot of passion for.

I get it, but I really hate
competing against free.

So for that reason,
I'm out.

Alright.
So if I -- if I may

just respond to that
quickly, Kevin.

Well, I don't think you can.
Free is free.

♪♪

Narrator:
One Shark is out.

Miles and Maurice have
four chances left to get a deal

for their sandbag
alternative StormBag.

So going back to --

You talked about that
it can water your plants.

So I'm just --
I'm just curious.
Yeah.

What if you made
a little baby bag?

Could somebody then use it
inside their house,

in their plants if they wanted
to go away and travel?

Sure.
Would it water their plants...

Absolutely.
...slowly while they're gone?

Yeah.
Absolutely.

That's a pretty
good idea.
Good idea.
Yeah.

[ Laughs ]
Kind of genius, honestly.

So, yeah.
Like, I -- Well...
Thank you for that.

Maurice and Miles, Daymond and I
would be interested.

We would consider
working with you,

but it would need
to be 40% because...

What percent?

40%.

John: So, yeah.
So there you go.

Daniel and I
will come in together.

We'll offer you $200,000 for 40%
and you will get two Sharks.

I have a lot of friends
that do a lot of contracts

with the military,
so I tried to add value there.

But what you'll have also
is what you want, right?

You'll have people who are
bringing public awareness

on television
and various other things.

Right?
Exactly.

So there you have it.

Yeah, you have
an offer right now, 40%.

Greiner:
So, gentlemen.
$200,000, two Sharks.

Gentlemen, gentlemen,
gentlemen.

It has been 15 years

making dreams come true for
entrepreneurs just like you.

So Mark and I
were just talking,

and we'd like to make
some dreams come true

for the two of you,
so we have an offer, as well.

So we're gonna offer
the $200,000, but for 30%.

Cuban: And here's where
we're coming from, guys.

I think this is great
for NGOs and the military

and all that
kind of stuff,

but you need to repackage it
for different applications.

So when people see it,
there's more of an explanation

and makes it easier
to buy.

Makes sense.
You know, we think selling it
through hardware stores

and wholesale, right,
I think is going to be huge.

I personally think $5.50
is way too cheap

for 90%
of the applications.

You know, you can charge $19.95
for commercial applications

and $9.95 for your home
plant applications

and make
a lot more money.

Miles and Maurice, when it comes
to design and excellence,

not only did I design one of the
most iconic brands named KIND,

but look at Daymond.

Is there anybody
more handsome

and better dressed
than this guy?

[ Laughter ]
He can help you
with the design.

He's got a point with
the handsome.

And in terms
of distribution,

whether it's Home Depot
or Lowe's or anybody else,

I have all those
connections also,

so I-I can deliver
for you.

So what do you guys --
What would you guys like to do?

Well...

♪♪

[ Whispering ] You know, I came
in here kind of wanting Lori.

[ Whispering ] Yeah.

So let's go with --

And also Daniel.
[ Laughs ]

I know.
Difficult.

♪♪

What do you want to do?

John: Daniel, are we staying --
Are we staying at 40%?

Or what do you want to do?

We'll do 30%, also.
We'll do 30%.
We'll match it.

Okay, now they're equal.
What do you want to do?

What you need to --
You need to think --

Let them decide, Daniel.
Come on, Daniel.

Stop, stop.
Who are you looking
for in a partner?

Make a decision, guys.
That sandbag's gonna blow up.

You've got to make
a decision.

Let them talk.

[ Indistinct conversation ]

♪♪

Yeah,
I'll let you say it.

Lori and Mark,
you got a deal.

[ Cheering ]
Aw.

Cuban: You're a smart
man, and we're gonna make
you a lot more money.

Thank you.
Thank you so much.
Congratulations.
This is amazing.

Congrats.
Appreciate you, Lori.
Thank you so much.

Greiner:
Great product.
Amazing.
Amazing product.

Good luck, guys.

Thank you.
Thank you.

Look at that.
That's great, huh?

Yeah, couldn't
have gone better.
That's awesome.

Maurice:
We wanted Lori and Mark

because Lori 100%
understood the home use

that we're going
after right now.

The home use is where
the moolah is.

That's, you know --
It's like toilet paper.

Everybody should have
a StormBag box at home.

You know where I got mad at
on that deal, Lori?

That little
cute idea you had.

The little baby bags?
I hated that you
came out with that idea.

I know.
You got me on that one.

And even the little mini bag
you can sell

for $5.95 or $9.95.
Eh, nobody's listening
to you anymore.

Mark, she didn't even
need you in that deal.

[ Laughter ]

Narrator: In Season 6,

we watch David Heath
and Randy Goldberg

make a deal with Daymond John

for their sock company
with a mission -- Bombas.

Heath: We learned that
socks are the number one

most requested clothing item
at homeless shelters.

So for every pair of socks
we sell, we donate a pair.

Let's see what
they're up to now.

We definitely wanted
to be one

of the most successful
companies on "Shark Tank,"

but I don't think we ever
thought it would come true.

No chance.

Our total sales in our first
year of business was $900,000.

And in our fifth year
of business,

we were at
$225 million.

And today,
in our 10th year of business,

we have done over
$1 billion in sales.

And that makes us the first
billion-dollar company

to get a deal
in the Tank.

We now have
186 employees.

We manufacture in
15 different facilities

across eight
different countries.

We founded Bombas with a mission
to help those in need.

One item purchased
equals one item donated.

And while achieving
over $1 billion

is an important milestone,

an even more important
milestone for us

is donating over 100 million
items to those in need.

Why do people love
Bombas so much?

Amazing product.

Amazing story.

Over $1 billion. It shows
that people want to give.

Every time I bought this,
I cleaned up the ocean.

Every time I bought this,
I stopped human trafficking.

Every time I bought one
of these garments on me,

somebody in need got a pair.

That's the double bottom line.

$1 billion is the grade.

They got an "A"
on their report card

and everybody else
should copy them.

And that's what
Bombas wants people to do.

I'm so proud to be part
of everything you're doing.

I always say that every single
thing in this world

started with one person
that had one idea

that took one action,
and Dave and Randy

and the entire Bombas community
shows it.

John: How you doing, man?
Man: Hey, man.

What's happening?
How you doing?

You know if you buy
one pair of socks,

you've helped one other person.

If everybody did one thing,

an act of kindness
like that in this world,

think about
where we would be.

Pretty amazing.

The impact that we're having
is beyond our wildest dreams.

And it's just
motivating us

to continue to do something
really good for the world.

Nice to meet you.

This company was built

around a single idea --

That a company can exist
to serve its community.

And that's what we're
gonna continue to do

as we build Bombas
for the next generation.

[ Cheers and applause ]

♪♪

Narrator: Next up
is an Earth-friendly option

for one of life's
big milestones.

♪♪

Hi, I'm Micah from
Seattle, Washington.

And I am the CEO
and founder of Return Home.

And I'm Katey, Return Home's
licensed funeral director.

Sharks, families of
the 3.4 million Americans

that die each year
must choose between

two really unsustainable
options --

cremation and burial.

Cremation is just plain
terrible for the earth.

Each year
in the United States,

the cremation industry
burns enough fuel

to send a person
from the earth

to the moon and back
1,300 times.

And caskets
are so wasteful

that we could build
a Golden Gate bridge

each year from
the steel we bury.

As a licensed
funeral director,

I know the methods
we use are toxic

to both our planet
and to our workers.

The way we are dying
is killing us.

The Earth needs
an alternative now.

And that is what we at
Return Home have created.

Our process,
which we call Terramation,

gently transforms
human remains into soil

in just 60 to 90 days.

Rather than pollute the earth,
air, and water when we die,

Terramation ensures our
last act on this planet

is to give back to it.

When the process
is complete,

our families are left with
beautiful life-giving soil

that can be returned
back to the earth,

restarting
the cycle of life.

The Terramated remains
are returned home

to the family or scattered
at our eight-acre woodland,

restarting
nature's cycle

and paying the gift of life
forward.

Sharks, the time is now.

For $2 million and 5%,

we would love
for you to join us

to help revolutionize
global death care

and help millions
return home.

Tell us
about the company.

Katey, why don't we try
process first.

Yeah.
And we go from there.

So people are placed
in a vessel

that looks
just like this.

You go into that
vessel with straw,

alfalfa, and sawdust,

and it's just the amazing
microbes in our body

that transform us
into soil.

So this vessel sits
in our front of house,

which is pictured here
30 to 40 days

while it
transforms into soil.

And then the compost
has to rest

for a further 30 days before
it's ready to return home.

Greiner: Let's say you have
40 bodies, right?

Where do you
put all those?

Like, those vessels take up
a lot of room, don't they?

Yeah, we have
74 vessels total.

Wow.
Which means, we can
take 74 people per month.

Oh, my gosh.
And we have
a 12,000-foot warehouse.

That's where all
of our vessels are.

They're open, doors that
open so families

can come
and visit their vessel.

Can I just start with
an overview of industry?

Sure.

So, 3.4 million
people die

in the United States
every year.

Cremation is skyrocketing.
Believe it's about 57% now.

Let's round up.

About 2 million people
are getting cremated.

Pricing -- $7,000 for a
cremation with matching funeral.

With burial,
burial and funeral -- $8,000,

does not include plot.

Our price, including
our service at our facility,

$5,500.

Cuban: Is there any
competition?

Yes, there are.

There are three companies

currently in
Washington State.

We are one.
There are two others.

Ours is utterly unique

in that our technology developed
allows our families

to take part and be next
to the process throughout.

What we allow is an experience
that no one has seen.

How did you
get to doing this?

I think Katey
should go first.

Katey, go first.
She's more interesting.

I was born and raised
in England.

I moved to the United States
at 18.

I started being a funeral
director in England at age 16.

I went to
my grandfather's funeral,

and while it
was average,

it was not something
that represented him well.

And I decided I could
probably do a better job.

And I have.

I have something in me
that allows me

to take care
of a two-year-old

for that mother
after she passes away

or take care of that husband
who never got to come home.

Funeral directing has
completely changed my life,

and it is something

I hopefully will do
for a long time.

So you have
a lot of empathy.

Right?
Yes.

And you?

After college,
went to China.

There I both worked,

at one point,
I was running The Knot.

You were running
The Knot?
China. China.

Okay.
So, yeah, 20 years
of my life in China.

Moved back
to the States

and was trying to figure out
the thing I needed to do.

So you went from
the wedding business

to the human composting
business?

I wanted
to build a company,

no kidding,
that the bigger it got,

the better off
the world was for it.

Okay.
And it was for that reason
that I made that pivot,

put the teams together,
built the science, technology.

And here we stand
in front of you.

I like it.
But this is your moment.

You're on
the "Shark Tank" carpet.

5% of a business,

and I have to give you
$2 million to get it.
Yes.

It imputes a $40 million
valuation.

It's not proprietary.

I could do it if I had
some sawdust and a box.

Yes.
I got it,
but I need to understand

why you're worth
$40 million.

Sure.
What are your sales?

We did $350,000
last year.

We have already
matched $350,000,

I think, as the end of May,
and continuing to grow.

How much did you
make off the $350,000?

We are a money-losing
company.

Oh, good!
Oh, my goodness.
[ Chuckles ]

So wait, how much money
have you raised

and at what valuation?

We raised at a total
of almost $5 million.

Whoo.

What was the last
valuation you raised at?

$20.6 million.

When was that?

About a year ago.

Wow.
O'Leary: Okay. Why did you
double the valuation

from the last raise?

Yeah.
What's changed that
would make you think

you could come in here
and say,

"It's not worth $21 million
anymore,

it's worth $40 million"?
He's gonna negotiate.

A lot.

Micah,
this is your moment!

Go, go, go!

Let's go,
2 million bucks.

Funeral homes are the worst
marketers in the world.

This is not about land grab.
It's about brand grab.

Tell me, guys,
how many funeral homes

do you know that are amazing
that are cross-country?

Oh, Micah, you blew it.
I'm out.

Greiner: I mean, honestly,
I want to understand

why I should give you
$2 million for 5%.

Why are you worth that?
Sure.

Because you have done
nothing to show me

that your sales
are anywhere near that.

I'd like you to walk us
through the unit profitability.

What are your margins?
$3,800.

Including --
So it costs about $1,200
to transform a body.

We can transform
70 bodies a month.

We are break even
at 23, right?

But are you saying that
the reason you acquire customers

is that it's cheaper
or is it better?

Because you have
to make your decision.

Because I'm looking
at it --

This is not a money-driven
decision on the family's part.

Well, then why not charge
the $8,000 that the burials do

except there's a better
burial strategy?

Well, because actually,
we want to make sure

it's as ubiquitous
and reachable as possible.

I was hoping that there
was more definition

of the business model.
Sure.

Because I like the deal, okay?
I like what you're doing.

Thank you.
But I'm not confident yet

that you have found
the business model.

Look, this is a better way
to be put to rest.

I totally agree.

It's a great innovation...

Uh-huh.
...in terms
of sustainability,

That's the message.

But you gave up
30% of your margin.

Go higher.
But if everybody's
willing to pay $8,000,

you're giving
a discount death. Why?
Sure.

There's no reason.
I'm out.

I got it.
Daniel.

I-I could actually see myself
accepting your valuation,

but only
if I close my eyes

and kept them shut
with Krazy Glue.

[ Laughter ]

Your valuation makes no sense.
I'm out.

John: First of all,
I have a massive respect

about people like you
who deal with the --

with the more
challenging aspects in life.

And I've lost a lot of people in
my life, so I do respect that.

But I have to be
passionate about

everything I invest in,

and I am not passionate
about this, so I'm out.

Yep.

So I did Parting Stone
last year, a deal with Kevin.

It's phenomenal.

Take the ashes, you turn it
to a beautiful stone.

It's less expensive
than all of this and...

O'Leary:
Absolutely.

I feel that the valuation

is a real stumbling block

because I need proof,
concrete proof.

And I really look at this

and I feel like you need
valuation evaluation.

Got it.

I'm out.

Thank you, guys.

John: Thank you.
Lubetzky: Thank you,
guys. Good luck.

Good luck, guys.

We really
appreciate you.

And thank you
for what you do.

♪♪

Truman: The Sharks were
really tough on valuation.

I was high on valuation.

It got into a snarl
on that side,

wanted very much
to talk mission,

why it matters, why it changes
the world so much.

But obviously that was
a hard one to shake

and the Sharks were not
ultimately interested.

Narrator:
For our milestone 15th season,

we're counting down the top
15 "Shark Tank" companies

with the highest total
retail sales.

Number 12 is CordaRoy's
with $195 million.

Number 11 is PRx Performance
with $200 million.

And number 10 is Squatty Potty
with $260 million

in total retail sales.

Check out next week's episode

for the next three.

♪♪

Narrator:
Next into the Tank

is a discrete innovation
in men's activewear.

Oh, my goodness.

♪♪

Barbara would be
going nuts.

[ Chuckles ]

Hey, Sharks,
I'm Valentine,

founder
of Matador Meggings.

I'm seeking 250K
for 10% equity in my company.

Mr. Wonderful, I know you've
always been jealous of Lori

and all women for enjoying
their lives in leggings.

[ Laughter ]
But also been
quite concerned

about exposing too much
of your goodies.

So I invented a sports bra
for your man parts.

[ Laughter ]

Matador Meggings is an
innovative activewear brand,

best known
for its men's leggings,

specifically designed
for the male anatomy,

featuring a modesty pad

that conceals
the groin department

and gives you a perfectly
rounded superhero crotch.

[ Laughter ]

Take it in.

Take it in.

Studies show
that compression pants

help increase blood circulation
and activate minor muscles.

This leads to improved
performance during workouts

and faster gr--
faster recovery.

Oops. [Bleep] it up.
I'll repeat.

[ Laughter ]

Studies show that
compression pants

help increase blood circulation
and faster recovery.

We offer leggings, compression
shorts, and bike gear

in over 50 unique prints
and bold colors.

So, Sharks,
show me a superhero

who doesn't wear leggings.

I'll wait.

[ Laughter ]

Oh, wait, I forgot.

Here's my contribution
to humanity.

An open pocket
for your phone.

John: Uh-huh.
Greiner: Mm-hmm.

A zipper pocket
for your valuables.

Nice.

A T-shirt towel loop
at the back.

Oh. That's cool.
Yeah, baby.
Wow.

Whoo!

And high-performance,
sweat-wicking

silky-smooth fabric

that feels like
a second skin.

Good job.
I am ready to be eaten alive
by your questions.

Oh.
Oh.
Lay them on me.

Let's talk about
the package zone here. Okay.

So it's a soft,
molded crotch cup,

also known as a modesty pad,
that gives you that round shape.

It's not gonna augment
the groin department.

So all the products
in the market,

we're the only product
in the market

that offers
this crotch solution.

[ Laughs ]

So, Valentine,
how did you get here?

Tell us about you.

I was born
and raised in Turkey.

If you guys couldn't figure out
by the accent or the charm.

I'm an immigrant
in the United States.

I'm also half Spanish,
hence the name Matador

and all the Spanish influence
on the brand's esthetic.

I worked at Facebook
for eight years

building their
global organization
all around the world.

What got you to this?

Eight years ago, I was training
to become a yoga teacher,

and I found myself in a room
full of women in leggings,

and I was the only one
who didn't wear them

or, better said, couldn't.
[ Laughs ]

So that day, I started
looking for men's leggings

that would conceal the groin
department, and I couldn't find.

So I said, "You know what?
I'm gonna make it."

I stole my sister's old bras,
cut the foam out,

and sewed it to a pair
of old leggings that I owned.

And voilà.
That was my first prototype.

Are there really no leggings
for men that you know of?

Every single activewear brand
sells one form of this product,

but they're designed
as an undergarment

to be worn shorts
over them.

Are you making any money?

I think you'll be
happy to know

that we've sold
over $2 million...

Oh! $2 million?!
...worth of this clothing.

His package is expanding
right now.
Wow, in what time?

In what time period?

Aseyo: Exactly, because --
In what time period?

Since we launched, a little
bit less than three years ago.

Okay,
so what about the last --
What about this year?

Last 12 months.

Last year we did
$620,000 in revenue.

And this year our projection
is to hit $1 million in sales.

Whoa.

The year before,
we did $800,000 in sales.

And our first year in the
business, we did $365,000.

And are you
running this alone?
How are you selling it?

Direct to consumers?

I am a one-man show.

I do everything from design,
development, manufacturing,

sourcing to marketing.
Really?

Valentine, how many SKUs
do you have?

Currently we have 50.

-50?
-5-0?
-Correct.

Whoa.

Talk to us a little bit about
your costs and your profits.

Of course.

It costs $18 to make them,

and we currently
retail them for $92.

Whoo! Nice.

Talk to us about why your sales
went down in 2022.

The first two years
in the business,

my pure focus
was customer acquisition,

but this year we shifted our
entire focus to profitability

because I have
to start paying myself.

So we dialed down
on marketing dollars

in order to increase
profitability.

Valentine, you said you were
gonna do $1 million this year.

We're six months into the year.
How much have you sold so far?

So, so far we're over 200K,
but keep in mind

that we make our biggest sale
in the second half of the year.

Greiner: As gifts?
So you're gonna make
up two-thirds of
it in the back end?

Exactly, for example --

All direct to consumer.
You're not using --

All direct to consumer.
95%, 97% is direct to consumer.

There's nothing proprietary
about taking a pad

and sticking it
in the package region,

and the big brands
that own this space

that do billions of dollars
in leggings,

what stops them
from doing it?

I mean, if the market
was big enough --

You know what?
I want them to copy it.

I want big brands
to normalize this product

so that they can grow
the market size,

which will only
benefit for me.

Then how are you going
to differentiate yourself?

Yeah, so our biggest
differentiator

is our colors
and unique prints.

O'Leary: Valentine,
if I give you the $250,000

and you get run over by a truck,
what do I got?

A picture of you --
You got a broken truck.

'Cause look
how fit he is.

[ Laughs ]
That's a problem.
You are not a business yet.

You've built a really
interesting hobby.

But I don't like
my entrepreneurs

getting run over by trucks,

and there's nobody
backing them up, so I'm out.

So first of all,
all the guys with the Mavericks

wear compression leggings

and almost all of them
will just wear shorts over them.

Exactly.
It's a hideous look.

Well...
And restricting as well.

[ Laughing ]
It's not restricting.

But...
I'm a Yogi.
So I'm, like, look at this.

[ Laughter ]
John: Get at it.
Get at it, baby.

There's absolutely
no restriction.

But...
And everything
stays in place.

That's right.
Right.

So your competition

isn't Nike
or whatever coming in.

It's just guys putting on
a pair of shorts, you know?

And then the question becomes
functionality versus look.

You're gonna win
the look side every time,

and that's great.

But for functionality,
you know,

you're not talking about
the quality of the compression.

And for athletes,
that's gonna be most important.

It's been a good
business for you,

but I don't think there's
a large business there.

So for those reasons,
I'm out.

Thank you.

For me, looking
at this product,

I'm just not sure guys
will wear it a lot.

I don't know.
So I'm sorry. I'm out.

But there are other
Sharks here.

This is for a super active
or good active person.

So that was my starting point,
but I couldn't be more wrong.

When I look at
our customer base,

I see huge diversity based on
age, fitness level, body shape.

But to get that scale,
that high scale,

if you don't know exactly
who your customer is,

you're using our money
for tuition.

We don't know
who it is.

It's mostly 25 to 55.

Okay.
It's not 18

because the product is
relatively higher in price.

You know, Valentine,
I think your gift

is the fact
that you're agile.

You know, this is
a great business for you,

but just not
an investable business.

So I'm out.

♪♪

The reason I'm
struggling here

is that I actually really
do believe

that the trend line
is for comfortable wear.

Where I think, um,
I lost my confidence

is when you were
answering to Daymond,

saying that this was
for everyone,

'cause to his point,

if you try to be
everything to everyone,

you end up being
nothing to no one.

And I do think you need to spend
a little bit more time

figuring out
who's your target consumer.

So for those reasons,
I'm out.

Thank you so much.
Bye, guys.

Cuban:
See you, guys.

John: Good luck.

♪♪

Matador Meggings
will be changing the world

one meggings at a time.

And this is gonna be
the hottest trend of the year.

There's nothing proprietary
about this product.

Why would you ever
put a dime into this?

It's a million bucks in sales

in a multi-billion dollar
industry.

Right, so he's got a lot
of room to grow. [ Chuckles ]

Everything
starts off like that.

Ah.

♪♪

Narrator: Next up,
a Latin American food staple

that the entrepreneurs hope will
be big in the United States.

♪♪

Hola, Sharks.
I'm Mafe.

And I'm her sister,
Coco.

We're originally
from Caracas, Venezuela,

and together
we founded TOAST-IT.

We're here today
seeking $100,000

in exchange for 5% equity
in our business.

Sharks, when we move
to the US from Venezuela,

we spent years creating
great South American food,

but we couldn't
find authentic

and convenient options
in the market.

And that is why we decided
to create TOAST-IT,

a brand of better-for-you
Latin American food staples

that are ready to eat
in under 10 minutes.

We decided to focus on
a South American classic,

the arepas.

It is a cornmeal bread

that is crispy on the outside,
fluffy on the inside,

and perfect for stuffing
with your favorite fillings.

We offer different flavors
from chia flaxseed to yuca

to our original
corn recipe,

all with zero added sugars
and trans fats

with three to four grams
of protein per serving.

And they're also
gluten free.

Sharks,
the Hispanic community

is the fastest growing
minority in the US,

and the love
for Hispanic food,

it's mainstream
across America.

Who's ready to join us
in becoming the go-to brand

for great and authentic
Hispanic food?

Alright, Sharks,
let's try some samples.

Cuban: Yeah,
I'm starving.
Greiner: Yeah.

What we have here today
are our original arepas.

They're filled with
sweet plantain

and queso blanco.
Mm-hmm.

We also have the chia
flaxseed arepas

with some guacamole.
Mmm.

And our cassava, or yuca arepas
with some mozzarella cheese.

This is really good.

Thank you so much.

This is the classic
with the cornmeal.

It's a bread that you can
do anything with.

You can stuff it with
all different fillings

or you can top it
as a toast.

Is that kept
refrigerated or frozen?

Yeah, all of our products
are frozen.

But are you
already in stores?

That is correct. Yes.
This is real packaging?
You're already on the shelves?

So we are currently
in about 900 stores,

including Publix,
Walmart.

Wow.
We recently
got distribution

at Whole Foods Markets
and Winn-Dixie.

Congratulations.
Also, Central Market
in Texas.

Wow.

Tell us a little bit
about your background.

So we're both originally
from Venezuela.

Like we mentioned,
we're sisters.

We moved to the States
about eight years ago

basically because of the
political and social turmoil

that the country
is still currently facing

and looking for better
opportunities for ourselves.

We worked really hard
to get a good education

and start
our corporate careers here.

I started working in
one of the largest

CPG companies in the US

and my sister started her career
in the banking industry.

But there was something or
a feeling between the two of us.

We were missing a part of
our culture and our traditions

and specifically
our food.

And so we started thinking
between the two of us,

like, what
we could innovate.

And so we started experimenting
with recipes in our own homes

while keeping
our full-time jobs.

We came up with
the first SKU,

which is the
traditional arepas

that is ready to toast
in five minutes.

Did you have any background
in manufacturing foods at all?

Nothing.
Nothing.

We literally
knew nothing.

So what do you sell them for?
How much do you make them for?

What's the revenue?
Let's talk cornbread.

Sales last year
were $200,000.

This year we've made about
$190,000 in just 5 months.

So we're --
So you think you'll get
to $400,000 this year?

Greiner:
You sold or you made?
We're gonna get about to

$500,000 by the end
of this year.

Yeah.
We sell them for $3.23

as a blended
of the four SKUs.

It costs us $2.30.

So our gross margins
are 30%.

A little light.

Yeah.
A little light on
the gross margins.

After selling and distribution
expenses, it's 20%.

That's not good enough.
We -- We --

What are you gonna -- What are
you gonna do to fix that?

Just packaging.

We already have a deal
to reduce packaging by half.

And in ingredients,

there's a lot of opportunity
to bring costs down.

And do you
have competition?

Not in
the frozen aisle.

There are other arepas
sitting in the...
In the refrigerated.

...the refrigerated
aisle.

I like the product.
I got to tell you why.

I'm not a diabetic,
but I monitor my glucose.

So I wanted
to try this root one.

It actually didn't spike it.

Yay.
So I found a bread
I can eat.

Thank you for bringing that up.
That's amazing.

This is a solution for me

and lots of other people
that diet the way I do.

We don't eat gluten,
and the taste is phenomenal.

Thank you.

I love to invest in --
And back to what
you were saying --

I love to invest in stuff
that I use.

I -- I just -- I don't know how
you're gonna make any money

with these crummy margins.

This is actually
the first year

that we're actually
gonna be profitable.

But...
Have you paid
yourselves anything?

We don't.
No. So that's
the thing.

Wow.
We haven't been
paying ourselves.

Okay, look, it's a flier.
I'll give you the 100 grand.

I want 20%.

-Hmm.
-Ooh.
-Hmm.

Um...

Narrator:
All Sharks are still in.

Coco and Mafe have an offer
on the table from Kevin

for their South American
arepas company TOAST-IT,

but he wants
a much bigger stake

than the 5%
that came in offering.

I'll give you the 100 grand.
I want 20%.

There's only one Mr. Wonderful.

Thank God for that.

But, Mr. Wonderful, you're
cutting our valuation by one --

Like, you're valuing it
at $500,000.

Oh, I know that.

And that's what we're going
to make this year.

It's really unfair
to valuate us at $500,000.

One-time sales makes sense to me
for a commodity.

Greiner: That's right.
Stick to your guns.

Guys, I'll simplify things
to help you figure things out.

Look,
it's a great product.

Getting to $200,000 sales

with the distribution
you have, you know,

from where you've started,
it's phenomenal.

It's just not something
that I get excited about,

even though the product
is amazing.

So for those reasons,
I'm out.

Mafe: Thank you so much.
Thank you, Mark.
We appreciate it.

John: I love this,
but my concern was...

refrigerated trucks
cost a lot.

Now there's not a lot of space
in those grocery stores.

And for you to get
where you have gotten,

I have no idea
how you've done that.

So I will be purchasing this,
but I'm out.

Thank you, Daymond.
Thank you so much,
Daymond.

I think you're
so impressive.

Thank you so much.
And you two
are very mighty.

Thank you.
You have gotten into
five major retailers

in the shortest amount
of time.

It's fantastic.

Thank you, Lori.

I tasted it.
It's really delicious.

But it's not
the right business for me.

So, this deal, I am out,
but I'm not worried about you.

Thank you, Lori.
Thank you so much.
You're fantastic.

What is your path
for improving your margins?

Because
to Mr. Wonderful's point,

it's the more you grow,

the more you're digging a hole,
and with a 33% margin,

you're not gonna be able
to run a viable business.

So have you thought about
what you're gonna do?

So we are attacking it
at different fronts, right?

One is the machinery
that we just bought

that's gonna help us optimize
our production processes.

Second, we were able
to negotiate

a better packaging deal

that cut the cost
of our packaging by half.

One last question.

What level of commitment
do you have?

Daniel, I mean,
this is our baby.

It's my first baby.

I have the second baby
in the belly currently.

-We can see that.
-Congrats.

Thank you.
O'Leary:
Congratulations.

Thank you.

We started this, as we said,
from our own kitchen.

I was the first
to quit my full-time job.

I had a great job.

And then, literally,
my sister did the same thing.

We are extremely passionate
about not only the product,

but our mission
to promote our culture

and to be ambassadors of the
food that we grew up eating.

John: Daniel,
so you just know.

You know, Mr. O'Leary has
an offer and their destiny...

My offer
is getting toasted.

...maybe in your hand.

Lubetzky: I like you guys.
I like your energy.

I like your commitment.
I don't like the margins.

I don't like -- The frozen space
is very, very tricky.

Based on your $200,000
in sales...

the best I can do
is to match his offer.

So I will give you
the $100,000 for 20%.
Mm!

You need to decide
if you want to swim with a shark

or be eaten by one.

Hmm.
[ Laughter ]

♪♪

Would you do
$150,000 for 15%?

I wouldn't do that deal.
Sorry.

[ Speaking Spanish ]

I also give you
that offer, Daniel.

[ Speaking Spanish ]

No, but you hurt
my feelings.

No, no, no, I gave you
the exact same offer.

I would love to work
with you, Daniel.

I think there's so many things
that we could do together.

What was your
counter again?

$150,000 for 15%.

That's a...

$1 million valuation.

[ Chuckles ]

I'm valuing the business
at $500,000 one times-revenue

for a baked goods nonproprietary
terrible margin business.

The only reason I like it
is you guys.

And it doesn't spike
my glucose.

Lubetzky: I'll give you
instead of $100,000,

I'll give you $150,000
for 20%.

♪♪

[ Conversing in Spanish ]

$150,000 for...

Guys, this is my final offer.
It's a very generous offer.

♪♪

You have a deal,
Daniel.

[ Cheering ]

Cuban: Good job, Daniel.
Good job, guys.

Greiner: Good job.
Thank you.

[ Conversing in Spanish ]

Oh, I'm so glad
to hear that.

[ Speaking Spanish ]

Yay!
We're so excited.

Greiner:
Congratulations.
Cuban:
Congratulations, guys.

Thank you.
Go out
and crush it.

Yay!
Coco: We are so excited
to work with Daniel.

He is the dream Shark
for us,

and I think we're gonna
be a great team.

[ Speaking Spanish ]

[ Both chuckle ]

We got a deal.

Narrator: Calling
all high-school students

13 or older.

What was your favorite pitch

from tonight's episode and why?

Head to "Shark Tank's"
official Instagram @SharkTankABC

and comment
on our sweepstakes post

using
#SharkTankSchoolSweepstakes

for a chance to win
a video chat with a Shark,

"Shark Tank" gear, or a visit
to the "Shark Tank" set.

Go to ABC.com/sharktank
for more details.

Winners will be contacted
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We can only contact followers

of "Shark Tank's"
official Instagram.

-- Captions by VITAC --

♪♪

♪♪

♪♪