Original subtitles

It's been 10 years since Shark Tank ignited America's entrepreneurial

spirit, and we are still blazing a trail for those who take their fate into their

own hands by working hard.

We took a huge chance. I quit a full-time job.

By working smart. Who here would like to help us refine the gentleman?

By thinking big.

Boom Boom is intended for intense refreshment and rejuvenation. And

chasing their dreams.

My dream is want to come America to be a fashion designer.

And tonight, legendary NBA star and investor Charles Barkley joins the tank.

Anytime it comes to investing, you're really invested in people.

You seem to be on the right track and I'm willing to take the chance.

Your margins suck. I think your evaluation is going to need a haircut.

First into

the tank is a product line for today's refined modern man.

Hi, my name is Steve King, and this is my son, Josh King.

and we're from San Diego, California.

Our company is Manscaped, and we're here today looking for $500,000 for 7%. 7%?

Whoo! Wow.

Sharks, it's time to talk about it.

Forget about the beard oils and the hair creams. When it comes to male grooming,

there's more to a man than meets the eye.

For what goes on below the neck and the waist can be ignored no longer.

At Manscaped, we're dedicated to beautifying and refining what truly

makes a man a man.

We have crafted the only kit you would ever need to practice proper lawn care.

When it comes to regions left neglected for far too long, we give you the Lawn

Mower 2.0.

A trimmer powerful enough to cut through any unruly shrubbery with abandon.

As you can see, when you trim the hedges, the tree stands taller.

Besides trimming and shaping the hedges, the first rule of Manscaping is... Wash

thy bits.

And there's no better way than with our specially formulated Hygiene Bundle.

These pH balanced solutions help hydrate and replenish an area too often

forgotten and left in the dark.

They're tough on funk and chafe.

whilst being delicate on your delicates. So, who here would like to help us

refine the gentleman? Charles wants to be a demo. Charles wants a demo. Perfect

packages for your perfect packages. You need to show Charles how it works. Thank

you. Of course.

Lori. Thank you. Just to be clear, it's not for the area here.

It's just for the area... Correct. It's below the waist grooming and hygiene.

The plow. Oh, my God. Absolutely. Wait a minute.

We have really crafted the only kit you would ever need to literally get started

from a manscaping position.

So wait, all of America and the world wants to know, Charles, do you manscape?

Not a day in my life.

So how did you get into this?

Well, one night, I was having some drinks with my friends. We started

talking about manscaping.

Horror stories where maybe we were getting ready for dates and it didn't

work out because we were using the wrong tools for the job. Every man is

manscaping. Nobody knows what they're doing.

Josh, how many percentage of men are manscaping down there? Back in 2008, it

was about 6%. Today, it's 73%. 73%?

So there's been a dramatic increase. What caused that?

Millennial, metrosexual movement of men wanting to take care of themselves.

What's your background?

I graduated college in 2010.

I spent the last five to six years in digital agencies and in a startup

environment, learning more SEO and the ins and outs of e-commerce.

After having that night, or faithful night with my friends, I brought the

insights to my pops.

After we dove into the market, found out it was $3 billion industry, he

introduced me to chemists.

and engineers, and that's when we started working on the first eight items

of our perfect package. So y'all are father and son?

Yes, we are. So you used to have hair that good?

Sadly, yes. Okay. Josh, why did you go to your pops?

My pops is my idol. He's a very successful businessman.

I wouldn't be where I am without him.

Okay, guys, let's focus on the task at hand.

$7.1 million valuation.

That's a lot of hair down there.

So, 2017, we finished off the year and did 1.5 million. Good for you!

Wow! We launched in January 2017.

It took us about four months to work out how to message our target market. And so

we actually almost walked away and closed the business. We just couldn't

get it going. Then we discovered we should try humour. Humour would appeal

and be able to resonate with our audience. So we had 3,000 sets.

these kits and we went back to market in april and we sold out in 13 days and so

what was the message where did you do this marketing what was the humor we

looked we plucked all the stories that i sat around that table with my friends

and turned them into live videos and we're at 48 million video views 48 yeah

yeah how much is this bag a whole kit you have in your hands is 51 wow that's

a great price what's your cost to make them 12. But, you know, isn't 51 an odd

price point?

That's the average order value. Oh, okay. So if I were to buy this kit,

though, so you have other choices. You don't have to buy the whole kit. Oh, I

can buy individual components. Yeah, we try to get you into a kit first so that

you can experience the products, and then we want you to replenish and come

back and repurchase. How much are you going to make on the 1.5?

We lost in that year for 1.5 million, we lost $133,000.

I'm going to assume because your margins aren't big enough on this to pay for

your customer acquisition costs. We've been reinvesting every penny.

Let's get down to the business model because there's nothing proprietary

about putting razor blades and perfumes into a bag and selling it online.

The whole business now is what's your customer acquisition cost versus the

margin of the bag. What does it cost you to acquire a customer, a new customer?

So right now, customer acquisition cost is $16.

What's the margin on the bag?

Right now, about $7 per kit. That sucks.

So why is it $16 per acquisition?

So year-to-date, we've done $2.1 million. We would have made about $60

,000 to $80,000 per month.

But we put all that money back into inventory and into paid media.

So on our paid media, any one month, we spend anywhere between $120,000 and

maybe $150,000. Otherwise known as advertising.

Yes. For every dollar that we spend on paid media, we're trying to generate $2

.5 of revenue.

Do women buy this product?

Yes. For men, yeah.

It's probably not a heavily gifted item from women. No, I think it's the other

way, because it's a present for the woman. It really is, yeah.

seriously women buying for men we found a huge lift in the holiday season

especially around november and december okay so i look at it from simply how do

i put up five hundred thousand dollars and i want to get back two million

that's the kind of investment i'd want it's not clear to me how this is going

to work and frankly i think the model isn't nailed down yet i'm out

charles what are you going to do i listen like

i told you I've never manscaped in my life, and I'm not starting now, so I'm

out. Thank you. All right, guys, I've heard enough. I think you have an

incredible brand.

You've got a great, I don't want to call it a shtick, because it undermines it.

It is shtick. It's great, though. Yeah, it's great. It's a great market angle.

I do manscape. I was on Dancing with the Stars, and they made me get a wax, and I

just kind of went crazy. Now I manscape everywhere, and I think a lot of people

do. Is that a Brazilian?

But the numbers scare me. There's no way I'm giving you $500,000 for 7%. I would

need a lot more.

I think your evaluation is going to need a haircut.

Two sharks are out.

Robert is interested in Josh and Steve's male grooming company, Manscaped, but he

wants a bigger stake of the company than the 7% they are offering.

I'll give you the $500,000, but I'm going to need, at this early stage,

35%. Oh, yippee-ki-yay.

What are you doing, Laurie?

So, when you first came in, before you started talking, and I just saw

Manscaped, I was thinking, well, this probably is not the product for me.

Honestly, like, you know, I'm just going to talk about, like, being careful with

scissors and get out, right?

But your routine was fabulous.

Funny as can be, the accent really boosts this.

This is a lovely kit.

I see how the customer could be women.

Mark said something was really interesting.

He said it's actually for the women.

Technically, it is. This is perfect for QVC.

Lori, I'll put up the money just to watch you sell it on QVC. Would you

really? All right, if Mark is in $500,000 and I'll sell it on QVC, what's

your offer?

Um, he was kidding.

Yeah, well, now I've trapped him.

If Lori can sell it on QVC, I'll put up the money, but just having seven or even

10 or 15%, that's just not enough because you guys will do what you do,

but Lori particularly can add a whole new market, particularly selling to

women. And so Lori and I will offer the $500,000 for 25%.

So your decision is your 7% versus 25%, that

18%. We'll more than make that up and increase sales and balance it all out.

Look, that's a better offer.

Sorry, I'm out.

Would you consider 20%?

No, because we'll make you more and save you more to more than balance it all

out. I'm going to find out if millions of women.

Most of us thought when you stepped out here with this presentation, the chance

of you walking out of the Shark Tank with half a million dollars was zero.

You have a real offer.

What are you going to do?

Guys,

we will take that deal.

This is going to be interesting.

Congratulations to you.

Congratulations,

guys.

Lori, Lori, I think first guy we get to test out the new products, Charles.

Ain't no woman going to leave me because I don't shave my butt.

We're agile as it is right now, but you add two strategic players. Imagine how

quickly we're going to solve issues.

I'm speechless.

Welcome to Shark Tank.

I was born in Leeds, Alabama.

I was raised by my mother and grandmother, two of the greatest people

ever. My childhood was great because we didn't know we were poor.

When I first started playing basketball, I just wanted to go to college for free.

I never even thought about playing in the NBA.

People actually told me I wasn't good enough to play in the NBA, and I proved

them wrong.

So that's where my drive came from.

I played the NBA for 16 years. Those were the best 16 years of my life. When

I retired, I got into broadcasting.

I get paid to watch basketball.

It's the greatest job in the world.

Thank you, guys. Can't wait.

You have to be really careful when you get money because you get 50 to 60

business proposals a month.

I have been very lucky that I got screwed right off the bat. My first

agent stole my money. And from that point on, I've been very judicious what

I invest in.

What people don't talk about is 80% of professional athletes go broke.

I made up my mind I ain't never going to be one of those guys that go broke,

ever. I'm Charles Barkley.

I prefer to invest with minorities.

Blacks and Hispanics because I think they have the hardest time getting

money. But it's not just minorities. I want to help poor whites who are in the

same boat who don't have economic opportunity.

Entrepreneurship is really important because you give people power.

The power to control your own life is a big deal.

And I love when I work with people and I give them that power where they can

control their own destiny.

When you grow up poor, You have a moral obligation to go back and bring as many

people along for the journey with you as possible.

And that's what I'm always going to do.

When I look at my life, I can't believe it.

I've exceeded all my expectations.

A little fat kid from the projects that leaves Alabama grew up to be Charles

Barkley. It's pretty cool.

Next into the tank is a unique way to get refreshed.

Hey Sharks, I'm John Pinto and this is my better half.

Hi Sharks, I'm Chelsea Pinto.

Our company's boom boom and we're seeking $300,000 in exchange for 10% of

our business.

Sharks, we have a new best friend for your nose.

It's time to turn breathing into money.

Think about it. Your eyes have eye drops, your mouth has mouthwash, and

your lips have lip balm.

But there's not an everyday healthy and safe product for your nose to enjoy.

Introducing Boom Boom. Boom Boom is an all-natural nasal inhaler made of

essential oils, menthol, and other stimulating scents. Most products for

your nose are for congestion or allergies.

Boom Boom is intended for intense refreshment and rejuvenation. Just

unscrew the cap, place the barrel inside each nostril, and inhale slowly but

deeply.

It's like gum for your nose, but ten times more minty fresh.

With each inhale, you'll experience a cooling, tingly sensation that makes you

feel alive.

So, Sharks, who wants to invest and get this business booming?

I want to smell it. Yeah, Chelsea has some samples. There's five scents.

Should I use it and pass it down? No, no, no. Thank you. Which is the

strongest one? They're all similar intensity.

Which is the most popular?

Tropical Rush is our best seller. There's a base of menthol and peppermint

in all of them.

There you go.

Yes.

That's really good.

It's really quite a hit. It enhances your breathing for sure. It does open

you up. Think of it like a mint for your nose.

There are so many different uses. I mean, for me, I love to boom, boom in

the car, going to work, you know, after a long flight. It's just refreshing.

Is there other products like this?

There are two other nasal inhalers, but they're not fun and vibrant like ours.

They have more of a medicinal kind of earthy smell to them. What are your

sales? Last year, we did $754,000 in sales.

And this year, we're on track to do $1.1 million.

Wow. Yeah, people love this stuff.

And how are you selling? Where are you selling?

It's primarily direct-to-consumer through our own website. Oh, good for

you. That's even better. And on Amazon.

What's the breakdown between the two? It's 20% direct-to-consumer, 30% through

Amazon, 45% is wholesale and other distributors. Okay, you are doing

wholesale. How much does it cost to make one of these little inhalers? That

single pack right there is $0.70 per unit. And what do you sell it for? We

sell that on our website for $7.95.

Wow. You must be making a ton of money.

Net profit last year was $120,000 after I paid myself.

Where's it made at?

It's made in Southern California.

You couldn't reduce your cost by going offshore?

To 69 cents.

At scale, we can bring our costs down about 25%. We want to make it in the U

.S. Because you're inhaling it, we want to make sure the ingredients are top

-notch. And what's your wholesale price?

Our wholesale price is $1.50.

$1.50?

That's not a good margin. Yeah.

But I like the other margin. Why did you do that? Is it because you're concerned

that they'll put it out at too high a price point? So we feel like the sweet

spot in retail is $399.

But you're selling it for more than that on the site, your own site. So you're

undercutting yourself at a lower margin.

I understand that, but we've tested $399 to $599, depending on the store.

And? And $399, it moves a lot quicker.

Is this your full-time job?

Yes. I'm actually a dentist.

So I do that part-time. That's why those smiles are so nice.

Yeah. Intriguing is you're saying that the retail price point that works, sub

$4, $3.99, is basically half of what you're putting it out on your own store

at.

Right? But you have to understand, there's been no focus in retail. That's

not a sustainable model, John. You can't do that long-term. Why would I pay $8

for it when I can get it for $4?

It's a point-of-purchase product. It really is. I get that. But, Sean, your

margins suck in retail.

How do you cut the cost? We sell wholesale to $2 as well, $150 to $2. We

have some customers that pay up to $2.

Are you all 50-50 partners?

So I own a little over 36% of the company.

The other co-founder is the same amount. And then we have...

Three other people who invested.

What value did they invest that? And how much? So they invested $200,000 and they

own 25% of the company. You gave them 25% for $200,000?

Correct. You want 300 to give us 10%?

Yeah. Well, there's value now. The company, we have sales.

Yeah, but there's value over here too.

I did not think that you'd be talking about a million dollar year when you

came out here with this thing because I've never heard of it. But now you want

to play in the big leagues.

And that is really expensive.

You know, I keep looking and I'm intrigued, but there's no way I would

give you a $3 million valuation.

I'm out, guys.

Thanks. You know, I was thinking, you know, maybe if it's in your purse or

whatever, you go into a public restroom, sometimes that's super unpleasant.

And I was thinking if you had that, you could use the boom boom.

Airplanes as well. But $300,000 for 10%, for something that I'm concerned is like

a one-time buy.

It just doesn't resonate, so I'm out.

Well, I think this is a really neat thing, but it's not something I'm going

to do on a consistent basis.

You being a dentist, don't you quit that job.

I'm going to have to pass. I'm out.

Thanks. It's not that the valuation is too high. It's that your margins, your

net margins are too low. You know, particularly if you're going to go so

heavily to retail, I just don't see that. It's only gone marginally viral as

opposed to, hey, everybody's picking it up. So for those reasons, I'm out.

Thanks.

Hang on a second.

Whoa!

Yes. I love it. I like it. What's interesting to me is all the sharks

liked it with some concerns, but nobody liked your valuation.

We must be tired or something because we do have the ability to change the

valuation. I see it as a bit of a flyer. It could go boom, boom, or

meh.

I'll give you that $300,000, but I want to be in where you're in.

36%. It's a flyer. That means you're no longer at 36%. It's the valuation.

How do I get to that $3 million?

I can't.

$300,000 for 36%. John and Chelsea, I think you asked for too much cash in

this deal. That's the problem. Everybody's trying to contort the

valuation. Robert's the only guy willing to take the risk.

What are you going to do?

Unfortunately, I can't give up that much equity.

What are you willing to give up?

Would you be willing to do 15%?

No, no.

I'm comfortable with 36%. We do the 300,000 and we smell our way to the

future.

I don't want to negotiate down from that.

The highest we can do is 20%. Can't do it.

Sorry, guys.

Okay. Good luck. Thank you so much.

This was amazing. Thank you. Thanks.

It's definitely a bummer not getting a deal with Robert, but that's not going

to stop us from really making this happen. We know there's a place for Boom

Boom, and we look forward to everybody trying it out.

Next up is a sweet treat inspired by a popular diet trend.

Hi, sharks. I'm Billy.

And I'm Holly.

And we're Cave Shake.

We're seeking $250,000 in exchange for 10% of our company.

Have you ever tried to cut sugar, carbs, or gluten from your diet?

Find your hunting at the grocery store, then realize it's in everything.

Do you ever wake up, eat your pancakes, and then need a nap?

Because you crashed from all the carbs.

Are you ever craving sweets so badly, you can't resist the urge any longer,

and you melt down.

And binge on ice cream.

Cave shakes to the rescue.

Ta-da.

Cave shakes are great as a dessert, snack, or meal replacement.

They're dairy-free and gluten-free. Super low carb.

Ready to drink.

Great for pre and post workouts.

And a sweet treat without the sugar.

So sharks.

Don't you want a cave shake?

Monday, Tuesday, Wednesday, take it to the gym day cave shake.

Thursday, Friday, Saturday, take it to a party cave shake.

Sunday, fun day, take it to your honey cave shake.

They taste great.

Cave and do a cave shake.

The treat without the cheat.

So, we heard the sharks love to eat. We got some samples for you. Good. Done.

Great.

Charles, you got to get up there and do that dance. Nice dance.

Yeah.

Thanks.

Cave shake.

Come on, Charles. Take it. We've got samples for everybody. Lots of samples.

They're very filling. There you go, Rob. Okay. Just grab one of these puppies.

And then we've got a full. Stand up. Sorry, I was a little hard to grab

there. No problem.

And then the full chocolate is for you.

Cave shake.

Okay, it's a catchy song. Thank you. Thank you. So low in sugar,

huh?

Low in sugar. No sugar is added. No sugar.

So we have four flavors.

Oh, I hate it. It's actually good.

Thank you. I like it. Thank you. Why does it taste funny?

It's sweetened with stevia. So if you're not a stevia person, that's probably

what you're tasting.

We get like one out of a hundred that doesn't like stevia. So how many

calories in one of these?

The whole thing, 480?

480? Yes. You shouldn't be so concerned with the calories because there is a lot

of fat.

Charles, how concerned are you with calories? I'm very concerned.

Keto is basically what they're made for, so a high-fat, low-carb diet. You're

eating good plant-based fats. It's basically like tricking your body into

burning fat for fuel.

It's a low-carb diet.

Yeah, it's basically a low-carb diet. How much is this?

It retails for $7.99.

$7.99?

What's the cost to make it?

The average cost between the four flavors is $1.86.

Not bad. Where are you selling them at? Southern California currently.

Mostly in health food stores?

Mostly in health food stores, exactly, yeah. What are your sales, Holly? In

2017, our net sales was $270,000. Not bad. And this year, to date, we're at

$182,000.

So you double, basically. Yes.

What's your background? Are you an exercise person?

Yes. I did crazy hardcore sports growing up. Not as crazy as this guy.

But I was a ski racer, so I had a lot of injuries from sports.

And a keto diet was something I got turned on to with lowering inflammation

in the body and the brain.

Sugar and carbs really can make you feel like crap, honestly. I was in a really

bad car accident when I was 17.

Ever since then, my body has never felt the way it should.

And Billie contacted me and she says, you got to try this new thing. I did it.

My back pain is gone.

Why are you worth $2.5 million? You've asked $250,000 for 10%. What's the plan?

Did I mention that we partnered with the official incubator for the largest

beverage company in the world recently? Who is that?

Coke. LA Libations is the incubator. Why are you worth $2.5 million? They're a

strategic partner, so they give us... What did you give them?

15%. 15%. He gave up to the incubator. Yes. That's a lot for an incubator.

Yeah. We felt like they were a really good partner for us because they come-

They better be a damn good partner for you. Yeah, they've been awesome.

Then what do you need us for?

I feel like having a lot of good people in the mix to make great decisions is

the best thing you can do. Put yourself in our shoes.

Why would you even listen to someone saying, give me $250,000 to get less

equity than someone else who's offering similar expertise?

that i gave for free we don't come from this industry we took a huge chance i

mean i quit a full-time job i moved across the country i got a question for

you i know incubator deals inside out is there a royalty or a commission on your

deal everyone i've seen has one um so the commission is anything above 10 000

then they get that commission only what they bring in only what they bring in

correct yes so wait a minute you're well over 10 000 now what commission are you

paying on your sale

We, since we have no money, essentially, we have actually deferred that until

they reach. What is the percentage amount? Hang on, but how much do you owe

them? What is the percentage amount that you have to give them?

We just started our deal with them, so... Guys, don't make me peel you like

an onion. Just tell me the number. I guess I'm not understanding the

question.

All sharks are still in.

But Holly and Billy seem unsure about the terms of the deal they've made with

the incubator they enlisted to help their keto shake company, Cave Shake.

I guess I'm not understanding the question. The question is, what

percentage of sales are you giving to them? What accounts did they bring in?

They have not brought in any accounts. We just started with them. You're asking

for real money. A quarter of a million dollars is real money.

I always look at what's leaking from the deal behind me.

I'm just looking at the $400,000 to $500,000 you're going to do this year

and the challenges you're going to have. We're going to do $750,000 this year at

least, even with launching our pre-orders just now.

If you're going to do that, why are you leaving the risk of getting diluted?

Turn around and whack that incubator. Get rid of them.

I can't stand another guy getting a royalty when Mr. Wonderful's not wetting

his feet. That's crazy.

Are you making an offer? No, I'm not. I'm out.

Billy, it tasted bad to me.

I find the branding a little confusing, and I really didn't know what keto was.

It's a lot of information.

I'm not sure that I get that from the name. Totally.

I'm out.

Thank you so much.

Charles, you and I are both on eternal diets. Every day is a diet struggle,

right? Would you drink this?

Well, two of the flavors I liked and two of them I did not like, in fairness.

But I don't see the nutritional value as far as, like, it might be good for you.

I'm talking about as far as the stuff you need to play sports. You need great

energy. Well, that is energy.

That's great energy.

It's loaded with MCTs, which are the best burning fuel in our bodies.

I appreciate your energy, the product I like, but there's just too much work to

do with you guys. For that reason, I'm out.

I like what you're doing.

I personally follow a more paleo diet, sometimes keto if I want to lose weight.

The only thing that kind of stops me is it's a lot of calories, a little bottle,

and I'm not really the person who likes to drink their calories versus eat them.

So I don't think it's the right product for me.

I'm out.

Charles, what are you going to do?

I'll tell you what. Yeah.

Uh-oh.

I will give you the $250.

Oh! What? What?

But... Hang on.

20%. $250.

That's not crazy at all.

Would you come down to $14?

$14? That's a long way down.

Listen, you've already gave somebody 15% who didn't put a dime in. Yep. Yippee-yi

-oh.

I have to take my office fair.

What did you like about this business that would actually make an offer like

that? I've struggled with my weight since I retired.

I would like to be involved with a product that helped people lose weight.

You know, and listen, let's get one thing straight. Anytime it comes to

investing, it's great to have a great product, but you're really invested in

people. And I like you too.

So what are you going to do?

$250?

My friend of 20 years talked to her every day. I trust her more than anybody

on the planet. Well, you better talk to me right now.

You're staying at 20%. There's no budging with that.

I think my offer's fair.

I don't think we're willing to give away that much equity, but... What?

Yeah. It's Charles Barkley.

I know.

We're like... Well... I want it.

Yeah.

Are you sure you can't come down to like 18?

No.

You got an offer for a quarter of a million dollars here. Are you saying no?

Do you want to do it?

I do. I think it'll help us kill it with the athletes.

Holly. Holly. Holly. Give me the code word. Very good.

Yeah.

Let's do it. All right.

Congratulations.

Everybody had to sell Holly.

Congratulations. Let's kill it.

Thank you guys.

Congratulations, guys.

Good job, CBC. I can see you're losing weight already.

Congrats, big dog. Thank you.

I love girls.

Oh, my God. What a nice guy. Come on. That guy's amazing.

You know what? They were fun. They were. They were a great personality, great

energy. Yeah.

And, you know, people need special downloads. I've gotten older. It sucks

trying to lose weight.

Yeah, I know. So you need every shortcut you can get. Charles, you didn't even

know what a keto diet was until they came in.

I still don't know what it is.

Cheers to Shark Tank for 10 amazing seasons.

Since our episode aired in 2014, we've got over $6 million in total sales.

Our advice to anyone out there with an idea is to grab some people who believe

in you and go for it, because you never know how far it'll take you.

Cheers, Shark Tank.

Next up is a way to look stylish while staying comfortable.

I gotta tell you, man, you're a funny dude.

No, thank you.

Hi, Sharks. My name's Gary Falkenberg. I'm Dan Trent.

We are from Long Beach, California.

And we are... Buttercloths!

Sharks, we're seeking $250,000 for 10% interest in our company.

Listen, I always... hate it when a dress shirt, they are stiff, they are

scratchy. That's why I invented Buttercloth. The shirt that make you

feel like you are wearing your favorite T-shirt, but still look like you are

fully employed.

Buttercloth's a unique fabric made of 100% natural, sustainable, long fiber

cotton. But don't take my word for it. Let's bring in our long fiber in-house

scientist, Metta Worldpeace.

Oh, no.

Oh, my goodness. Oh, there goes the neighborhood.

Oh, my goodness.

What's up, sharks?

How are you sharks doing?

It's so good to be here. As your in-house, butter cloth, long fiber

cotton scientist, it's my job to ensure that every shark maintains its six-way

stretch and breathability. Watch this.

OK, here we go.

Slamma jamma.

They used to call me Shaq in the whiskey.

Ah!

It wasn't like yours.

But not every day you can see a dunk like that in a shirt like this.

Butterclaw feels like you're wrapped in a hammock in the Caribbean under a palm

tree, but looks like you're giving a keynote at NASA.

Let's put it this way. When you are wearing Butterclaw's shirt, anything is

possible.

Let's note it.

Run this way. Ready?

Go.

There we go.

Now, who would like to join the team and make the world a softer place to live?

Hey, Sharks, you got to feel it to believe it. Give me one second. You have

a very good model.

Thank you. And this is for you, and this is an order.

Thank you.

Thank you.

Oh, it feels so nice. Very soft.

Thank you.

Perfect for you, big fella. All right, appreciate it. Nice job.

It's 100% cotton. 100% cotton.

Guys, you're a very eclectic-looking group.

I'm just saying. I'm just saying.

How did you come together?

Want me to start? Yeah. Okay, I'll start. So I have a background in

college. I majored in math.

Obviously, I went to the NBA, but I'm very into marketing because I only want

to get involved in things I can market, you know? And when I put this shirt on,

I was like, wow, it's perfect. It's right up my alley. It's athletic.

I can run and play basketball in it, and the sweat goes away, and it doesn't

wrinkle. And I'm like, I want to be involved.

And Dan, how did you meet Gary?

I had another friend of mine who's actually the COO of Buttercloth now.

And Bob had asked me to come out and help him with some of his sales and

marketing. I watched this guy closely.

Dan is the most dedicated, unbelievably remarkable person I've

ever met in my life. Dan, tell us your story.

I grew up in Vietnam. My mom, my dad run a...

tailor shop in Vietnam.

And when I was 10, I was making my own clothes.

My mom pulled me aside and said, fashion business is a very, very poor

career. I want you to be a lawyer or a doctor.

But my dream is to come to America to be a fashion designer.

So I had a big decision to make.

Whether I make my parents happy

Follow my heart.

So I decided to apply for a fashion school, which is Otis. It costs $120

,000. Unfortunately, I can't afford it. And my first job in fashion

business was working for Mattel, making clothes for Barbie dolls.

And then I worked there for five years, learned a lot, saved every dollar, and

then I applied for Otis. And I finally...

I get my BA degree in fashion.

I'm very lucky to work with Affliction Clothing. I was a head designer for them

for 10 years.

So you're the real deal.

I'm the real deal. Hey, so let me ask you a question. This feels amazing.

Thank you. So how much is this shirt?

It costs from $98 to $118.

And where are you selling them?

We're strictly online right now. 100% online. And what does it cost you to

make one?

Costs are from between $20 to $25.

And that has landed.

How much have you sold?

Seven months, we do over $500,000 in sale.

Wow. Good for you. How are you reaching the public?

Right now, strictly everything online through either Facebook or Instagram.

Are you buying those ads?

We have a digital marketing company. How much money have you spent running the

company since November?

I invested in the company so far is $240,000 with my own money. I

quit my job, I sold my house, and I cashed out my 401k. Wow.

You're all in. I'm all in. Wow.

You're basically selling it for $100 each.

They cost you what to make on average?

$20 to $25. Okay, so you've got $75 to play with, and you're acquiring

customers at what price? Right now, about $40.

Whoa. What are you going to do with the $250,000?

We're actually two-thirds of it's going to be going into additional inventory

and about a third of it into additional marketing. Are you bringing the

marketing in-house?

That's what our goal is. That's what we need some advice on.

There are people that are extremely good at reducing customer acquisition costs.

They're not inexpensive, but I think for what you're doing, you're going to

definitely need one of them because that's how you're going to survive. But

you're missing that piece right now.

I'm out.

Obviously, you've got a customer acquisition cost that's less than the

margin on each shirt.

And so the more cash you have for advertising, the more you can make.

But yet you want to put more into inventory. That money is more valuable

for advertising than it is for more SKUs and refreshing SKUs. Preach it, Mark.

He is so right. Yeah, that's a challenge. So for those reasons, I'm

out.

I've learned a lot in the last couple of years about the clothing business, all

really by happenstance, because I just decided I wanted to make the clothes

that I was wearing on Shark Tank the last couple of years. And so many people

have been asking me for the outfits I was wearing that I'm already have my

feet into that.

And I just don't think it would be fair to you to take on another one. So I'm

out. Thank you, Lauren.

Guys, I do know the clothing business is...

Cutthroat.

And I'm not willing at this point to put up the money, so I'm out.

Thank you.

One shark left. Robert, what are you doing? I just want to say that, you

know, I put everything on this company, and I just want to be here and

make a deal. Yeah, I like it.

The material is incredible and the fit looks great. I love your story, Dan, how

you came to America.

Thank you. I know a lot about this space. I made a couple investments that

have done really well for me.

One of them is Tipsy Elves. So I like the online strategy. And I think that

the guys that I'm working with and the ladies can really help you do a better

job online. I can't do it for 10%. And I know how risky it is.

I'll give you the $250,000, but I want 25%.

Robert, would you do $250,000 for 20%?

No, I can't do it for 20%. It's a lot of work. In my mind, I was going to go with

35%. Those are the words coming out of my mouth.

And for some reason, I went to 25.

I just feel I'm a quarter partner.

This is the guy.

I accept your offer.

Congratulations, Dad.

That's awesome, isn't it? That's the best reaction ever.

That's awesome, man. We're going to try this shirt.

Congratulations, guys. Thank you. Thank you so much. I didn't even know America

could sew.

I'm great at it. We're scientists.

We got it.

We did it.

Yay.

This is a dream come true. Shark Tank is a big help. And this America,

I live in the dream.

and living your dream.