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(man) TONIGHT, JEFF FOXWORTHY JOINS THE SHARK TANK,

WHERE HOPEFUL ENTREPRENEURS

COME SEEKING AN INVESTMENT FROM THE SHARKS,

FIVE POWERFUL, SELF-MADE INVESTORS WORTH BILLIONS.

IN THE TANK, THE SHARKS

ARE READY TO INVEST USING THEIR OWN MONEY...

BUT ONLY FOR THE RIGHT PERSON WITH THE RIGHT BUSINESS.

T-SHIRTS, HATS, AND TANK TOPS ARE ONLY THE BEGINNING.

I'D LIKE TO INTRODUCE YOU TO VINNY PASTORE,

STAR OF "SOPRANOS."

YOU KNOW YOU'RE A REDNECK

WHEN YOUR KIDS ARE STRAPPED TO YOUR LUGGAGE.

(laughs)

AND IF THE SHARKS HEAR A GOOD IDEA,

THEY'LL FIGHT EACH OTHER FOR A PIECE OF IT.

I THINK THAT HE'S GIVING YOU A SUCKER DEAL.

HE MAKES NOISE. TYPICAL.

NOBODY WANTS TO DO BUSINESS WITH YOU.

MY DEALS ARE GOOD.

(laughs)

BUT FIRST THE ENTREPRENEURS

MUST CONVINCE A SHARK TO INVEST THE FULL AMOUNT

THEY'RE ASKING FOR OR THEY'LL WALK AWAY WITH NOTHING.

WE CERTAINLY DON'T WANT TO GIVE UP OUR WHOLE DREAM.

YOU'RE NOT SELLING THAT MUCH.

WORSE THING I'VE HEARD ON THIS SHOW.

WHO ARE THE SHARKS?

KEVIN O'LEARY KNOWS HOW TO MAKE MONEY.

HE STARTED A SOFTWARE BUSINESS IN HIS BASEMENT,

WHICH HE EVENTUALLY SOLD FOR $3.2 BILLION.

BARBARA CORCORAN-- THIS FIERY REAL ESTATE MOGUL

TURNED A $1,000 LOAN INTO A REAL ESTATE EMPIRE

WORTH HUNDREDS OF MILLIONS

IN THE SHARK-FILLED CITY OF MANHATTAN.

DAYMOND JOHN TURNED RAGS TO RICHES

WITH HIS CLOTHING BRAND FUBU, WHICH HAS GROSSED

OVER $6 BILLION IN WORLDWIDE RETAIL SALES.

ROBERT HERJAVEC,

THE SON OF A FACTORY WORKER TURNED TECHNOLOGY MOGUL,

SOLD HIS FIRST INTERNET COMPANIES

FOR OVER $350 MILLION.

AND JEFF FOXWORTHY,

THE BEST-SELLING COMEDY RECORDING ARTIST OF ALL TIME,

USED HIS BUSINESS SAVVY TO BRAND HIS STAND-UP ROUTINE

INTO A MULTIMILLION-DOLLAR MERCHANDISING EMPIRE.

FIRST INTO THE SHARK TANK

ARE DARRYL AND RANDY LENZ

WITH A PRODUCT

TO HELP EASE THE STRESS OF TRAVELING WITH CHILDREN.

COME ON, HONEY.

♪♪♪

(Darryl) COME ON.

COME ON, HONEY.

HI, SHARKS. MY NAME IS DARRYL.

THIS IS MY HUSBAND RANDY. WE'RE FROM ATLANTA, GEORGIA.

AND OUR BUSINESS IS RIDE ON CARRY ON.

WE'RE ASKING FOR $50,000

FOR A 25% EQUITY IN OUR BUSINESS.

NOW DOES THIS LOOK LIKE THE WAY TO TRAVEL?

ANYONE WHO'S TRAVELED TODAY HAS SEEN THIS SCENARIO PLAY OUT

IN AIRPORTS ALL ACROSS THE COUNTRY EVERY DAY.

NOW I'VE BEEN A FLIGHT ATTENDANT FOR 27 YEARS.

I'VE WATCHED COUNTLESS FAMILIES DEAL WITH THE FRUSTRATIONS

OF TRAVELING WITH SMALL CHILDREN.

ANYONE WHO HAS KIDS KNOWS HOW STRESSFUL IT CAN BE.

BY THE TIME YOU ARRIVE AT THE AIRPORT,

YOU'RE DEALING WITH...

(laughs)

PULLING YOUR CUMBERSOME STROLLER OUT OF THE TRUNK OF YOUR CAR...

(grunts) OH, CAN YOU HOLD MY DAUGHTER?

OH, THANK YOU. OH, SORRY.

SURE. BE HAPPY TO.

(laughs)

OH.

BY THE TIME YOU GET TO YOUR GATE,

YOU ARE TEARING YOUR HAIRS OUT.

IT'S JUST A NIGHTMARE.

THAT'S WHY RANDY AND I

CAME UP WITH THE RIDE ON CARRY ON.

(Robert laughs)

NOW THE RIDE ON CARRY ON INSTANTLY CONVERTS

ANY WHEELED CARRY-ON LUGGAGE INTO A TRAVEL STROLLER.

IT CARRIES ANY CHILD 8 MONTHS TO 5 YEARS

SAFELY AND COMFORTABLY THROUGH ANY AIRPORT,

TRAIN STATION, OR BUS STATION.

ONCE THERE, YOUR LITTLE ONE HOPS OUT.

THE RIDE ON CARRY ON FOLDS AGAINST THE TOP OF THE LUGGAGE.

IT EASILY STOWS IN THE OVERHEAD BIN.

WHEN YOU GET TO YOUR FINAL DESTINATION,

YOU PULL YOUR LUGGAGE DOWN, YOU OPEN THE SEAT,

YOUR LITTLE ONE HOPS IN, BUCKLE THE SEAT BELT,

AND AWAY YOU GO.

IT'S SO EASY.

WE'VE ALSO DESIGNED A HEADREST FOR TALLER CHILDREN.

IT EASILY CONVERTS INTO A HANDY TRAY TABLE

FOR EATING AND PLAYING WHILE YOU WAIT.

NOW WE HAVE SOLD THOUSANDS OF THESE ON THE INTERNET.

BUT WE NEED YOUR HELP GETTING INTO THE RETAIL MARKET,

BECAUSE IT IS TIME FOR PEOPLE

TO TAKE THE STRESS OUT OF TRAVELING WITH LITTLE ONES.

THE KIDS ABSOLUTELY LOVE THE RIDE.

PARENTS LOVE THE CONVENIENCE.

ANY QUESTIONS?

YES. YOUR DAUGHTER'S NOT BREATHING.

UH, Y-YEAH, SHE'S QUIET.

SHE LOOKS--SHE'S NOT--

NO, SHE'S QUIET.

SHE'S NOT HAPPY BECAUSE SHE'S NOT IN A RIDE ON CARRY ON.

I THOUGHT THE RIDE AND CARRY MIGHT HAVE KILLED HER.

YEAH, EXACTLY. EXACTLY. (laughs)

DARRYL, YOU HAVE A LAWN CHAIR STRAPPED TO A PIECE OF LUGGAGE.

EXACTLY.

WELL, THAT'S WHERE WE STARTED.

MY FRIENDS AND PILOTS AND FLIGHT ATTENDANTS

HELPED US DESIGN, UH, THE WHOLE CHAIR.

THEY TOOK OUR PROTOTYPES ON TRIPS.

AND IT JUST WAS PHENOMENAL--

THE ATTENTION EVERYBODY GOT, UH, WHEELING THROUGH THE AIRPORT--

AND THAT'S WHEN WE KNEW WE REALLY HAD SOMETHING.

AND WHAT AGE WILL IT WORK?

8 MONTHS TO 5 YEARS.

WE, UM, MY DAUGHTER USED IT TILL SHE WAS ABOUT 6. CHILDREN--

IS THERE A SEAT BELT ON IT?

THERE ABSOLUTELY IS A SEAT BELT WITH A CROTCH STRAP, YEAH.

(Randy) 3-POINT--

ARE--ARE YOU SELLING THE CHAIR SEPARATELY,

AND THEN I STRAP IT ON TO ANY PIECE OF LUGGAGE?

(Darryl and Randy) YES.

THAT'S HOW WE DESIGNED IT.

YOU SAID THOUSANDS HAVE BEEN SOLD. HOW--

WE SOLD UP--ALMOST 20,000 OUT OF OUR HOUSE.

WHAT HAS BEEN YOUR NUMBER IN THE LAST YEAR?

WE SOLD 2,000 CHAIRS LAST YEAR.

AT WHAT PRICE?

(Darryl and Randy) $39.95.

AND WHAT DO YOU PAY TO MAKE ONE?

$7.

(Barbara and Robert) $7?

(Darryl) YES.

GOOD MARGIN.

(Jeff) WHAT'S YOUR BACKGROUND?

I'M A POOL MAN, IF YOU CAN BELIEVE IT.

WERE YOU MARRIED BEFORE AND HE-- RANDY WAS THE POOL MAN?

NO.

NO, NO, THAT NEVER HAPPENS. IT'S ONLY IN THE MOVIES.

OH. (laughs)

YEAH, YEAH, ONLY-- ONLY IN THE MOVIES.

WE MET IN A BAR IN FORT LAUDERDALE 19 YEARS AGO.

STICK WITH THE POOL MAN STORY. IT'S BETTER.

(laughs) YEAH, EXACTLY. EXACTLY. EXACTLY.

FIRST OF ALL, I-I LOVE A-A WOMAN NAMED DARRYL.

(laughs) THANK YOU.

(laughs)

BECAUSE MY WIFE'S NAME IS GREGG.

OH. I FEEL FOR HER, TOO. (laughs)

MY FIRST THOUGHT IS, YOU'VE NEVER HAD ANY SAFETY ISSUES?

BECAUSE I DO WORRY ABOUT THE LIABILITY ON THIS.

ABSOLUTELY.

IT'S BEEN SAFETY TESTED IN THE U.S. AND IN EUROPE.

PASSED ALL THE SAFETY TESTS.

UH, ALL THE CHAIRS WE'VE SOLD HAVE HAD NO SAFETY ISSUES.

WE HAVEN'T EVEN HAD ONE COMPLAINT.

HOW LONG HAVE YOU BEEN DOING THIS?

WHEN WE CAME OUT WITH THE IDEA--

OUR SON WAS 2 WHEN WE THOUGHT OF IT.

HE'S 16 NOW, BUT WE--

YOU'VE BEEN DOING THIS FOR 14 YEARS?

THE FIRST FIVE OR SIX YEARS, WE PLAYED WITH THE IDEA.

I HAD TO CONVINCE MY HUSBAND TO INVEST IN THE PATENT.

YOU KNOW, THAT TOOK SOME TIME.

WE MORTGAGED THE HOUSE FOR $150,000.

MORTGAGED THE HOUSE.

DID YOU MAKE BACK THAT $150,000?

WE HAVE NO DEBT.

YEAH, WE HAVE NO DEBT. WE'RE IN THE BLACK.

AND YOU MADE IT BACK WITH THE CHAIRS?

(Darryl and Randy) YES.

(Robert) WOW. GOOD FOR YOU.

WHAT DO YOU WANT TO DO WITH THE $50,000?

PRODUCT AWARENESS. GET OUR WEB SITE--

IT'S NOT OPTIMIZED AT ALL.

OPTIMIZE THE WEB SITE.

YOU KNOW, PEOPLE DON'T KNOW IT EXISTS.

LET'S GET BACK TO THE PATH TO RICHES HERE.

FORGET ALL THIS "YOU DO YOUR OWN RETAIL" STUFF.

YOU KNOW THAT'S A SLAUGHTERFEST.

WE REALLY THOUGHT THAT, UM, GETTING INTO THE RETAIL MARKET

WOULD BE THE WAY TO GO.

WE WANT PEOPLE TO HAVE THE OPPORTUNITY

TO BUY THIS PRODUCT.

AS A PARENT, I WOULD BE INTERESTED

TO HAVE A-A MAJOR LUGGAGE MANUFACTURER...

RIGHT.

HAVE--HAVE A MODEL WHERE THIS IS BUILT IN.

THE REALITY IS, THOUGH, LUGGAGE IS VERY EXPENSIVE.

IS SOMEBODY GONNA BUY A SPECIAL PIECE OF LUGGAGE

JUST TO HAUL THEIR CHILDREN AROUND?

WHAT IF THEIR CHILDREN AREN'T TRAVELING WITH THEM?

(Kevin) I'LL TELL YOU, RANDY...

SO--

YOU COULD ADD ONE FEATURE TO MAKE THAT HAPPEN.

MAKE IT SO I COULD CHECK THE KID WITH THE LUGGAGE.

(laughs)

(laughs)

AND HOW MUCH INVENTORY DO YOU HAVE?

(Darryl and Randy) ZERO.

HOW MANY ORDERS DO YOU HAVE PENDING?

WE HAVE 2,000 RIGHT NOW, PENDING--

SO YOU'RE SAYING THAT THERE ARE RETAILERS OUT THERE

OR SOMEBODY EXISTING SAYING THAT WE NEED 2,000 OF THESE?

(Darryl and Randy) YES.

I THINK YOU'VE GOT A GREAT IDEA.

AND THAT'S 90% OF IT.

WHEN WE HEARD YOU MIGHT BE ON, WE SAID,

YOU KNOW YOU'RE A REDNECK WHEN YOUR KIDS

ARE STRAPPED TO YOUR LUGGAGE GOING THROUGH THE AIRPORT.

(Robert laughs) YEAH.

THAT'S NOT EVEN YOU MIGHT BE. YOU ARE. YOU ARE AT THAT POINT.

(all laugh)

YOU KNOW WHAT? I APPRECIATE YOUR ENTHUSIASM.

I-I AM JUST NOT INTO THIS BUSINESS.

I'M OUT.

LOVE THE FACT THAT YOU'RE HOLDING HANDS UP THERE.

THAT'S GREAT.

FOR ME, THE PATH TO WHAT YOU NEED TO DO IS SO OBVIOUS.

AND YOU MAY NOT AGREE WITH ME,

BUT I THINK IT'S A LICENSING IDEA.

I DON'T THINK YOU NEED TO BE HERE ASKING FOR MONEY.

I WOULD LICENSE IT. I'M OUT.

COUPLE OF YEARS AGO, "BUSINESSWEEK"

PICKED THIS AS ONE OF THEIR TOP 25 BEST...

TOP...

(Darryl and Randy) NEW PRODUCTS OF THE YEAR.

AND WE WERE THE ONLY COMPANY THAT WASN'T FORTUNE 500.

FORTUNE 500.

I'D LIKE TO PUT AN OFFER ON THE TABLE.

$50,000, EXACTLY AS YOU STATED, FOR 25%,

WITH THE ONLY CONTINGENCY BEING THAT WE BRAND THAT TRAY

WITH YOUR RIDE ON CARRY ON, BIG AND BOLD.

I THINK IT'S A CATALOG SALE. I THINK IT'S A RETAIL SALE.

I DON'T GO ALONG WITH THE WAY OF THINKING

THAT IT SHOULD BE SOLD TO A LUGGAGE COMPANY.

I THINK IT'S--IT'S SEPARATE.

WELL, I LOVE--I LOVE THE NEGOTIATION, BARBARA...

YEAH. WHAT?

WHERE YOU OFFER 'EM EXACTLY WHAT THEY'RE LOOKING FOR.

HEY, IT'S WORTH IT.

I COULD SEE THIS THING SELLING LIKE HOTCAKES.

(Darryl) OH, ABSOLUTELY.

I THINK YOU NEED HELP MARKETING.

OH, THAT'S WHAT WE NEED.

WE DEFINITELY DO. WE NEED YOUR HELP.

WE ARE WORKING FULL-TIME JOBS--

YOU ARE ADORABLE TOGETHER.

(Darryl laughs) THANK YOU.

OKAY, DARRYL AND RANDY, I'LL MAKE YOU AN OFFER.

IT GOES LIKE THIS.

TWO SHARKS ARE OUT.

BARBARA HAS OFFERED RANDY AND DARRYL $50,000

FOR 25% OF THE COMPANY,

WHICH IS WHAT THEY ORIGINALLY ASKED FOR.

BUT KEVIN HAS A COMPETING OFFER.

OKAY, DARRYL AND RANDY, I'LL MAKE YOU AN OFFER,

AND IT GOES LIKE THIS-- INSTEAD OF, UM, TAKING 25%,

I'M WILLING TO DO IT FOR 20%, BUT...

STOP MANUFACTURING ANY OF THIS ON YOUR OWN.

STOP SELLING IT ON THE INTERNET COMPLETELY.

AND YOU USE THOSE DOLLARS TO GO FIND ME

TWO DIFFERENT MANUFACTURERS THAT MAKE THOSE BAGS

THAT OWN 80% SHARE OF THE MARKET,

'CAUSE I DON'T WANT TO DO THE WORK.

I JUST WANT YOU TO BRING THEM TO ME,

AND I'LL NEGOTIATE THE LICENSE DEAL.

WHEN THEY'RE READY TO NEGOTIATE, YOU GIVE ME THEIR PHONE NUMBER,

AND YOU'LL KEEP 80%,

AND I'LL TAKE 20% OF EVERYTHING FOREVER.

YOU'RE GONNA SAY, "WOW.

"I COULD TAKE UNCLE KEVIN'S $50,000,

LIVE OFF THAT"--

CAN YOU EVEN IMAGINE CALLING THIS GUY "UNCLE KEVIN"?

(Darryl laughs)

I THOUGHT HE-- I THOUGHT HE WAS MEAN KEVIN.

(Kevin) NO, I-- I'LL LET YOU IN ON A SECRET.

EVERYBODY CALLS ME MR. WONDERFUL.

OH, THERE WE GO.

'CAUSE I DON'T ACTUALLY KNOW THE LUGGAGE BUSINESS, GUYS,

BUT I CERTAINLY KNOW HOW TO NEGOTIATE A LICENSE DEAL.

I'M VERY GOOD AT THAT.

I THOUGHT YOU KNEW EVERYTHING ABOUT EVERY BUSINESS.

NO, BUT I'M WILLING

TO ADMIT WHAT I DON'T KNOW, ROBERT, UNLIKE YOU.

I THINK BARBARA'S GIVING YOU A GREAT DEAL,

AND I THAT HE'S GIVING YOU A SUCKER DEAL. UM, I'M OUT.

OH, LISTEN TO THAT. HE BRINGS NO MONEY.

HE MAKES NOISE. TYPICAL. OKAY, SO YOU HAVE TWO OFFERS.

BARBARA KEEPS YOU IN A MANUFACTURING HELLHOLE.

FOR ME, IT'S A SMALL, FOCUSED PERIOD OF TIME

WHERE YOU GO GET ME TWO MANUFACTURERS,

GET ME THE PHONE NUMBER OF THE LICENSING GUY IN EACH,

AND I'LL COME HOME WITH THE DEAL.

(Barbara) YOU KNOW, HE'S MAKING A LICENSING DEAL

SOUND LIKE IT'S ROCKET SCIENCE. IT REALLY ISN'T.

ANY HALF-DECENT ATTORNEY COULD NEGOTIATE THAT DEAL.

DON'T BE WOWED BY HIS FANCY WORDS.

JUST LOOK AT THIS GUY. LOOK WHAT HE LOOKS LIKE.

(laughter)

AND THINK, DO YOU WANT TO DO BUSINESS WITH THIS GUY?

WHAT DOES THAT MEAN?

EXACTLY. THAT'S WHY THEY CALL ME MR. WONDERFUL,

BECAUSE EVERY DEAL THAT COMES OUT OF MY LIPS IS WONDERFUL,

IF YOU REALLY THINK ABOUT IT.

RIGHT, RIGHT.

AND BY THE WAY, TO KEVIN'S POINT ABOUT LICENSING,

I'M NOT RULING THAT OUT.

I JUST DON'T LIKE PUTTING ALL MY EGGS IN ONE BASKET

BECAUSE WHAT YOU NEED MORE THAN ANYTHING ELSE IS MARKETING HELP.

RIGHT. CORRECT.

OKAY, THAT'S ENOUGH. IT'S TIME TO MAKE A DECISION.

WHAT ARE YOU GOING TO DO?

WE WANT TO GO WITH BARBARA. WE THINK WE'LL HAVE FUN

WORKING WITH BARBARA.

BUT I STILL LOVE YOU, KEVIN.

(Barbara) RIGHT DECISION.

(Kevin) OH, YOU BROKE MY HEART.

MY PLEASURE. GREAT JOB.

YAY! THANK YOU, BARBARA! WE'RE GONNA HAVE FUN WORKING TOGETHER.

(Darryl) THANK YOU SO MUCH. APPRECIATE YOUR TIME.

(sighs)

THANK YOU.

WHOO-HOO!

(laughs)

AWESOME.

WHEW.

(Daymond) GOOD DEAL, BARBARA.

(Barbara) YOU KNOW, THE MAIN POINT IS,

IS THAT NOBODY WANTS TO DO BUSINESS WITH YOU.

HAVE YOU GOTTEN ON TO THAT?

I--YOU KNOW, MY DEALS ARE GOOD.

WHEN THEY ACTUALLY HAPPEN...

YEAH.

THEY MAKE MONEY, AND THAT'S ALL THAT MATTERS.

EVERYBODY SAYS "NO, THANK YOU. NO, THANK YOU. NO, THANK YOU."

NO, BARBARA, BECAUSE I THINK WHEN THEY FINALLY FIGURE IT OUT

AFTER TWO YEARS OF SWEATING IT OUT

TRYING TO MANUFACTURE THIS STUFF,

THEY'LL SAY, "I WISH I'D DONE THAT DEAL WITH UNCLE KEVIN."

I'M SURE.

I'M SURE YOU'RE RIGHT.

EXACTLY. I-I KNOW I'M RIGHT.

KEVIN, WHO EXACTLY IS CALLING YOU MR. WONDERFUL, BY THE WAY?

YOU ARE RIGHT NOW.

(all laugh)

WE ARE SO EXCITED THAT WE WERE ABLE TO MAKE A DEAL,

BUT WE ARE EVEN MORE EXCITED FOR THE KIDS OF AMERICA

THAT CAN FINALLY HAVE FUN TRAVELING THROUGH AN AIRPORT.

YEAH.

(laughs)

♪♪♪

LAST SEASON, WE SAW TIFFANY KRUMINS

STRIKE A $50,000 DEAL WITH BARBARA CORCORAN

FOR HER CHILDREN'S MEDICINE DISPENSER AVA THE ELEPHANT.

LET'S SEE WHAT SHE'S UP TO NOW.

♪♪♪

A YEAR AGO, I WALKED INTO THE SHARK TANK

WITH A HAND-MOLDED PROTOTYPE AND JUST AN IDEA.

AND I NEVER WOULD'VE THOUGHT

IT WOULD TURN INTO SOMETHING THIS BIG.

AND NOW 75,000 AVA THE ELEPHANTS

JUST ARRIVED FROM OUR MANUFACTURER IN CHINA.

WE'RE GETTING READY TO BOX THEM UP

AND SEND THEM OUT TO CVS STORES ALL ACROSS THE NATION.

NOW MILLIONS OF PARENTS CARING FOR MILLIONS OF KIDS

ARE GOING TO HAVE MY LITTLE AVA THE ELEPHANT

TO HELP WITH MEDICINE TIME.

CVS IS SO EXCITED ABOUT AVA THE ELEPHANT,

THEY'RE GONNA PUT HER PICTURE

ON EVERY PRESCRIPTION BAG FOR CHILDREN.

A YEAR AGO, I NEVER WOULD'VE IMAGINED WALKING INTO A STORE

AND SEEING MY AVA THE ELEPHANT ON THE SHELVES.

YES. OH, MY GOD. I CAN'T BELIEVE IT'S FINALLY HERE.

WE'RE ON TRACK TO HAVE OVER 2 AND A HALF MILLION DOLLARS

IN SALES IN JUST OUR FIRST YEAR.

I NEVER COULD'VE DONE THIS WITHOUT BARBARA CORCORAN

AND HER INVESTMENT.

♪♪♪

I'M KEN HOWELL,

AND THE NAME OF MY BUSINESS IS UNCLE ZIP'S BEEF JERKY.

WHAT MAKES MY BEEF JERKY SO SPECIAL--

IT COMES FROM A FAMILY RECIPE. MINE'S FRESH AND 100% NATURAL.

HEY! ANYBODY NEED JERKY?!

PEOPLE IN THE TOWN, THEY ABSOLUTELY LOVE MY JERKY.

THEY COME TO THE SPORTING EVENTS THAT I GO TO, THEY'RE ALWAYS,

"UNCLE ZIP! HEY. WHAT'S GOING ON? GIVE ME SOME JERKY.

GIVE ME SOME JERKY."

HEY!

BASICALLY, I'M A ONE-MAN BAND.

UNCLE ZIP!

WHAT'S HAPPENIN', Y'ALL?

THIS ISN'T JUST A BUSINESS TO ME. THIS IS A PASSION.

MY DAD ORIGINALLY STARTED THE BUSINESS.

HE WAS THE ORIGINAL UNCLE ZIP.

ABOUT FIVE, SIX YEARS AGO, HE PASSED AWAY.

SO I WANT TO CONTINUE ON HIS LEGACY AND MAKE HIM PROUD.

I KNOW MY BUSINESS CAN BE REALLY SUCCESSFUL

AND JUST WITH A LITTLE BIT OF HELP,

I CAN TAKE IT FROM A HOMETOWN BUSINESS

TO A NATIONALLY RECOGNIZED BRAND

IN STORES EVERYWHERE, ALL ACROSS THE UNITED STATES.

♪♪♪

HI. MY NAME'S KEN HOWELL.

I'M FROM FAYETTEVILLE, NORTH CAROLINA,

AND THE NAME OF MY COMPANY IS UNCLE ZIP'S BEEF JERKY.

NOW I'M ASKING FOR A $25,000 INVESTMENT

FOR A 20% PARTNERSHIP IN MY COMPANY.

NOW WHAT MAKES UNCLE ZIP'S BEEF JERKY BETTER

THAN ANY OTHER BEEF JERKY OUT THERE?

IT'S THE FRESH TASTE.

YOU SEE, I DON'T USE ANY ADDITIVES, NO PRESERVATIVES.

A LOT OF PEOPLE, WHEN THEY HAVE THAT MASS-PRODUCED STUFF,

THEY SAY IT'S TOUGH

AND THEY TASTE THAT CHEMICAL TASTE, YOU KNOW,

THAT CHEMICAL BLAH TASTE.

MINE IS FRESH, FRESH MADE.

NOW I GOT A SAMPLE IF YOU WANT SOME.

HERE YOU GO.

YOU KNOW, I TRIED THAT JEFF FOXWORTHY BEEF JERKY.

WHAT DID YOU THINK OF IT, ROBERT?

WELL, I LOVED IT, JEFF. HOW DOES THIS COMPARE?

IT IS REALLY, HANDS DOWN--

CAREFUL NOW, KEN.

(laughs)

(Ken) EVERYBODY LOVES THE BEEF JERKY.

WHAT'S THE STORY? IS THIS THE BEST YOU'VE EVER EATEN?

IT'S GOOD, VERY GOOD.

THANK YOU. I APPRECIATE THAT.

KEN, WHY IS IT CALLED UNCLE ZIP?

MY FATHER WAS ACTUALLY IN THE YELLOW PAGE SALES,

AND HE WAS REALLY, REALLY GOOD.

HE COULD ZIP IN, ZIP OUT WITH A SALE, SO ZIP STUCK.

WELL, HE ORIGINALLY STARTED THE BEEF JERKY. HE WAS LIKE,

"WELL, YOU KNOW, WE'RE GONNA DO ZIP'S BEEF JERKY."

SO I SAID, "YEAH, YEAH," THEN ALL OF A SUDDEN, HE GOES,

"YEAH, GOOD OL' UNCLE ZIP," AND I WENT... "(gasps)

THAT'S IT. UNCLE ZIP'S BEEF JERKY."

I SAID, "THAT'D BE PERFECT."

NOW EVERYBODY KNOWS ME AS EITHER UNCLE ZIP OR JERKY MAN.

HONESTLY, I CAN GO WALKING INTO A-ANY STORE,

AND I'LL HEAR, "JERKY MAN. HEY, HEY, JERKY MAN. JERKY MAN.

JERKY MAN."

(sharks laugh)

I'LL TELL YOU SOMETHING. THIS IS PRETTY GOOD.

THANK YOU.

HOW DOES IT STAY IN THE PACKAGE WITHOUT PRESERVATIVES,

WITHOUT CHEMICALS? DOES IT GO BAD RIGHT AWAY?

NO, IT DOESN'T GO BAD RIGHT AWAY,

BUT HERE'S THE THING,

I PUT ABOUT A TWO MONTH, UM, SHELF LIFE ON IT.

ISN'T THAT A PROBLEM? DOESN'T THAT BEEF JERKY

STAY ON FOR YEARS ON THE SHELF?

EXACTLY, AND THE REASON WHY IT DOES STAY ON FOR YEARS

IS BECAUSE OF THOSE-- LIKE I SAID BEFORE,

IS THOSE CHEMICALS THAT ARE IN THERE,

AND THAT'S ALL YOU'RE TASTING.

HOW MUCH SALES HAVE YOU HAD IN THE LAST YEAR?

RIGHT. WELL, UNFORTUNATELY... IN THE LAST--IN THE LAST--

OH! YOU'RE STARTING OFF WITH "UNFORTUNATELY"? LET'S GO.

WELL, IN THE LAST COUPLE OF-- ACTUALLY, THE LAST SEVEN YEARS,

I-I'VE BEEN KINDA DOWN FOR THE SIMPLE FACT THAT

I LOST MY--I LOST MY FATHER.

I'M ALMOST IN A REBUILDING STAGE.

YOU'VE BEEN DOING THIS FOR SEVEN YEARS?

I-I'VE BEEN DOING IT FOR RIGHT AT TEN YEARS NOW.

WHAT ARE YOUR SALES?

THE HIGHEST SALES, I WAS RIGHT AT $100,000.

THAT WAS RIGHT BEFORE MY DAD TOOK ILL.

AND WHAT WERE YOUR SALES LAST YEAR?

UM, IT WAS-- YOU'RE PROBABLY LOOKING--

IT WAS ABOUT $40,000 OR $50,000.

NOW WHAT DO YOU WANT THE $25,000 FOR, KEN?

THE $25,000 IS--WE'RE GONNA START OUT BY UPGRADING

THE--THE, UM, PROCESSING FACILITY

I ALREADY HAVE.

THAT'S GONNA ALLOW US

TO BE ABLE TO EXPAND INTO THESE LARGER MARKETS.

ONCE WE GET IN THERE, WE'LL HAVE SMALL PROCESSING PLANTS.

AND YOU'RE LOOKING TO OPEN UP ON OF THESE,

YOU'RE LOOKING ABOUT $60,000, AND THAT'S THE--

(Robert) BUT, KEN, ISN'T THAT JUST CRAZY?

EVERY TIME YOU OPEN UP A NEW REGION,

YOU NEED A NEW PROCESSING PLANT?

WELL, THAT--THAT NEW REGION IS GONNA BE ABLE TO PUT

FRESH BEEF JERKY ON THE SHELF

THAT OTHERWISE HAS BEEN SITTING THERE FOR A YEAR.

AND THAT'S THE THING--

NOBODY KNOWS REALLY FRESH BEEF JERKY.

I DON'T THINK THE PROBLEM IS GONNA BE

HAVING THE LOCAL PROCESSING PLANT.

I DON'T THINK YOUR SHELF LIFE IS LONG ENOUGH.

YOU CAN'T BE MAKING A LIVING ON--ON THIS.

WELL, I-I DO HAVE A LITTLE PART-TIME--

I GOT A CARPET BUSINESS THAT I DO--DO PART-TIME, TOO.

KEN, IT'S BEEN TEN YEARS,

AND YOU'RE STILL NOT MAKING A LIVING DOING IT.

I'M STRUGGLING TO UNDERSTAND WHY YOU'RE STILL DOING IT.

ARE YOU STILL DOING IT

BECAUSE IT'S A BUSINESS?

IS THIS SOME KIND OF A TRIBUTE TO YOUR DAD?

IT DOES LEAN A LITTLE BIT TOWARDS,

THAT WAS MY DAD, AND HE WANTED THE BUSINESS.

AND WE TALKED MANY TIMES

ABOUT WANTING TO PUT IT ON SHELVES.

AND I JUST--I JUST KNOW I CAN DO IT.

JUST LIKE ANY BUSINESS, WHEN THEY HIT THAT--THAT LITTLE HUMP,

THEY JUST NEED THAT LITTLE BOOST OF CAPITAL TO GET ROLLING AGAIN.

AND I--AND I REALLY THINK THIS RIGHT HERE,

PARTNERING UP WITH YOU GUYS--

ONE OF YOU, TWO OF YOU, ALL OF YOU--

I REALLY THINK THAT WE CAN GET THIS BACK--BACK ON TRACK

AND GET GOING AGAIN.

(Robert) KEN, WE ALL HAVE A DREAM.

BUT NOT ONLY DOES EVERY DREAM HAVE A PRICE,

EVERY DREAM HAS A SHELF LIFE, JUST LIKE YOUR BEEF JERKY.

RIGHT.

THIS ISN'T AN INVESTABLE BUSINESS.

I'M OUT.

OKAY. OKAY.

THIS IS A SMALL BUSINESS, NOT AN INVESTMENT.

I'M OUT.

I'M GONNA TELL IT THE WAY IT IS.

LOOK, I LOVE THE STORY, I LOVE THE PAST,

I LOVE ALL THAT STUFF, BUT I'M AN INVESTOR, ALL RIGHT?

WHAT YOU PRESENTED IS A SMALL, REGIONAL BRAND--

A MICRO BRAND, REALLY SMALL.

IT'S GOOD. I ATE IT. IT IS FRESH. THAT'S GREAT.

THE TROUBLE IS, YOU'RE NOT SELLING THAT MUCH.

I'M OUT.

THREE SHARKS ARE OUT.

KEN ONLY HAS TWO MORE CHANCES TO MAKE A DEAL.

ALL RIGHT, KEN, I'M GONNA-- I'M GONNA SAY THIS.

YOU'VE GOT A GOOD PRODUCT.

OKAY.

IT TASTES FRESH. IT TASTES GOOD.

I'M OUT...

BUT MAINLY BECAUSE I'M IN THE SAME BUSINESS.

RIGHT, RIGHT.

BUT I THINK YOU'VE GOT SOMETHING HERE

THAT YOU COULD MAKE A GOOD LIVING ON WITH THE RIGHT THINGS.

I DON'T THINK IT'S BIG ENOUGH YET

FOR OTHER PEOPLE TO COME IN AND INVEST IN IT,

BUT YOUR PRODUCT'S GOOD ENOUGH THAT YOU COULD MAKE

A GOOD LIVING ON IT.

YOU KNOW, YOU MADE $100,000

IN YOUR THIRD YEAR IN THE BUSINESS, OKAY?

THEN YOU CAME THROUGH YEARS OF HARDSHIP

FOR ONE REASON OR THE OTHER.

MUCH MORE DIFFICULT OBSTACLES TO OVERCOME

THAN SELLING BEEF JERKY.

RIGHT.

THERE'S NO HELP YOU NEED FROM ANYBODY

TO GET THIS BACK ON THE ROAD.

YOU'VE GOT IT IN YOU. I DON'T THINK YOU NEED US HERE.

YOU'RE VERY CAPABLE OF GETTING BACK ON YOUR FEET,

SO I'M OUT.

ALL RIGHT. THANKS, Y'ALL. I APPRECIATE IT.

WE'LL SEE YA. (sighs)

(groans)

(chuckles)

I'M JUST GONNA KEEP PRESSIN' ON,

BECAUSE THAT-- I-I KNOW THIS WILL MAKE IT.

WHEW.

OH.

AND...

(voice breaking) AND I KNOW THEY SAID THAT,

ARE YOU HOLDING ON BECAUSE... WHEW.

MAYBE I AM.

MAYBE I AM HOLDING ON 'CAUSE OF MY DAD.

(sniffles)

BUT IT'S SOMETHING I LOVE TO DO, TOO.

(sniffles) I JUST...

(sniffles) I'M NOT GON' QUIT.

♪♪♪

♪♪♪

MY NAME IS MIKE.

MY NAME'S SHON. WE'RE FROM PARKLAND, FLORIDA.

WE'RE THE FOUNDERS OF THE NEXT GREAT AMERICAN CLOTHING COMPANY,

HillBilly BRAND.

THE TERM "HILLBILLY" IS NOT WHAT IT USED TO BE.

IT REPRESENTS THE COUNTRY LIFESTYLE, OUTDOOR LIVING.

PLEASE ARE PROUD TO WEAR IT. IT'S A BADGE OF HONOR.

OUR WIVES THOUGHT WE WERE CRAZY

WHEN WE FIRST STARTED THIS COMPANY.

BUT AFTER SELLING OUT AT OUR FIRST EVENT,

THEY STARTED TO COME AROUND.

WELL, THEY STILL THINK WE'RE CRAZY,

BUT NOW THEY'RE TRUE BELIEVERS.

RIGHT NOW, THE MAJORITY OF OUR SALES

ARE COMING FROM EVENTS LIKE RODEOS, MUD FESTS, CONCERTS.

(cheering)

WHEN PEOPLE PASS BY OUR TENT TO SEE OUR BRAND

FOR THE FIRST TIME, IT'S ALWAYS THE SAME REACTION.

THEY'RE SMILING, THEY'RE MOUTHS ARE OPEN,

THEY'RE POSING FOR PICTURES IN FRONT OF OUR SIGN.

I MEAN, PEOPLE JUST LOVE THE BRAND.

WHEN WE SET UP AT AN EVENT, WE BRING THE PARTY.

WE HAVE THE COUNTRY MUSIC CRANKIN',

WE'VE GOT THE HillBilly HOTTIES THERE.

WE'VE GOT THE CROWD AT THE BOOTH,

AND EVERYBODY'S HAVING A GOOD TIME.

AND WE'RE BRINGING THAT SAME PARTY TO THE SHARK TANK.

(5th Gear's "HillBilly Saturday Night" playing)

HillBilly, HillBilly SATURDAY NIGHT

HillBilly... ♪

YEAH, I WANT THE CAMO. THANK YOU.

(Robert) CAN I HAVE A COWBOY HAT?

(Daymond) THANK YOU.

♪♪♪

YOU LOOK RIDICULOUS.

(laughs)

HI, MY NAME'S SHON LEES. THIS IS MY PARTNER MIKE ABBATICCHIO.

AND WE'RE CO-OWNERS OF HillBilly BRAND,

A COUNTRY LIFESTYLE CLOTHING COMPANY.

WE ARE HERE TO ASK FOR A $50,000 INVESTMENT

FOR A 25% EQUITY STAKE IN OUR COMPANY.

MIKE AND I HAVE KNOWN EACH OTHER SINCE ELEMENTARY SCHOOL.

WE WERE ALWAYS LOOKING FOR A BUSINESS TO START,

BUT WE NEVER REALLY FOUND ONE WE ENJOYED DOING IN OUR SPARE TIME.

THAT ALL CHANGED ON A SKI TRIP TO COLORADO.

ON THAT TRIP, MIKE SHOWED ME THE HillBilly LOGO HE CREATED,

AND I THOUGHT IT WAS GREAT.

WE WENT TO OUR FIRST EVENT, A SMALL LOCAL RODEO,

AND WE SOLD EVERYTHING WE BROUGHT IN FOUR HOURS.

WE KNEW WE WERE ONTO SOMETHING BIG.

NOW THE TERM "HILLBILLY" IS NOT WHAT IT USED TO BE.

PEOPLE LOVE THE BRAND. THEY WEAR IT PROUD.

IT REPRESENTS THEIR LIFESTYLE-- THE COUNTRY LIFESTYLE.

I WANT YOU TO THINK OUTDOORS-- HUNTING, FISHING, SKIING,

AND MORE. AND COUNTRY MUSIC AND NASCAR FANS ARE AMONG

THE MOST LOYAL CONSUMERS. AND THERE'S MILLIONS OF 'EM,

SO THIS IS JUST THE TIP OF THE ICEBERG.

T-SHIRTS, HATS, AND TANK TOPS ARE ONLY THE BEGINNING.

OUR CUSTOMERS ARE ASKING US FOR BLUE JEANS, BATHING SUITS,

FISHING GEAR, HUNTING GEAR, AND BACKPACKS.

WE CAN PUT THIS LOGO ON JUST ABOUT ANYTHING.

I'M TELLING YOU GUYS,

THE PRODUCT AND LICENSING OPPORTUNITIES ARE ENDLESS.

WITH THE RIGHT MANUFACTURING, DISTRIBUTION, AND MARKETING,

HillBilly BRAND WILL BE A HOUSEHOLD NAME.

EVERYBODY'S GOT A LITTLE HILLBILLY IN 'EM. FIND YOURS.

FIND YOURS. AND, JEFF, YOU MIGHT BE A REDNECK,

BUT WE KNOW YOU GOT A LITTLE HILLBILLY IN YOU.

WHAT IS THE DIFFERENCE BETWEEN A HILLBILLY AND A REDNECK?

I'VE ALWAYS DEFINED REDNECK

AS A GLORIOUS ABSENCE OF SOPHISTICATION.

(sharks laugh)

AND IT REALLY DIDN'T MATTER HOW MUCH MONEY YOU HAD.

RIGHT.

I MEAN, YOU KNOW, I'VE KNOWN RICH GUYS

THAT CAME HOME AND POPPED A BEER

AND SAT OUT ON THE PORCH AND WATCHED THE BUG ZAPPER.

(laughs)

I MEAN, THAT'S QUALITY ENTERTAINMENT.

I-I MEAN, I THINK IT'S THE SAME ATTITUDE.

IT'S A FUN, "DON'T WORRY ABOUT TOO MANY THINGS" KINDA ATTITUDE.

AND--AND I LIKED YOUR STUFF.

GUYS, DO YOU HAVE ANY SALES?

YES. (chuckles)

YES. SO FAR, WE'VE SOLD ABOUT $271,000

IN A LITTLE OVER 3 AND A HALF YEARS.

NEVER ANSWER A SALES QUESTION

WITH WHAT YOU'VE SOLD OVER THREE YEARS.

YEP.

THAT ALWAYS MAKES ME THINK YOUR SALES AREN'T VERY GOOD.

WHAT'D YOU SELL IN THE LAST 12 MONTHS?

SO FAR, ABOUT $50,000 THIS YEAR,

WE'RE ON TRACK TO DO $60,000.

DO YOU HAVE ANY DISTRIBUTION? WHERE'S THIS STUFF SOLD?

UH, WE DO EVENT SALES. WE DO ABOUT 12 A YEAR.

ONE A MONTH.

YOU HAVE NO RETAIL DISTRIBUTION.

WELL, WE JUST ACTUALLY SIGNED A VENDOR AGREEMENT

WITH SPORTS AUTHORITY, AND WE'RE GONNA START IN APPROXIMATELY

30 STORES IN THE SOUTHEAST. AND WE GOT PICKED UP

BY A DISTRIBUTION COMPANY CALLED BARJAN,

WHICH DISTRIBUTE PRODUCTS TO ALL THE TRAVEL PLAZAS

AND TRUCK STOPS ACROSS THE NATION.

SO YOU OWN THE NAME HillBilly?

YES. WE ACT--WE OWN--

IN WHAT CATEGORIES?

WE OWN--WE OWN THE BRAND AS FAR AS THE DESIGN LOGO

AND WE OWN JUST THE WORD "HillBilly" FOR APPAREL--

BELTS, T-SHIRTS, HATS.

AND WE HAVE THREE TRADEMARKS IN THE U.S. AND ONE IN CANADA.

(Robert) MIKE, HERE'S MY CHALLENGE WITH IT.

HOW WOULD YOU EVER GET YOUR NAME OUT THERE?

LIKE, THE ADVERTISING COSTS TO BUILD A BRAND,

IF YOU'RE NOT A BRAND ALREADY, WOULD COST MILLIONS OF DOLLARS.

YOU'RE ASKING FOR $50,000.

WELL, HERE'S--HERE'S WHAT WE'VE DONE SO FAR.

WE'VE CLOSELY ALIGNED OURSELVES WITH COUNTRY MUSIC.

YOU KNOW, WE GO OUT TO THE CONCERTS,

WE SET UP OUR TENT, AND MOST OF THE TIME,

WE SELL MORE T-SHIRTS THAN THE ARTISTS DO.

SO IN A TYPICAL EVENT, HOW MANY T-SHIRTS WOULD YOU SELL?

IT'S IT'S A BIG CONCERT, UM, IF IT'S 20,000 PEOPLE,

WE CAN SELL AS MUCH AS $10,000.

BUT THAT--THAT'S NOT A NET NUMBER

BECAUSE I-I MEAN, I SELL T-SHIRTS AT CONCERTS...

YES.

AND I KNOW THAT THE VENUES BEAT YOU OVER THE HEAD.

I MEAN, THERE'S KIND OF A LOW MARGIN ON THAT, ISN'T THERE?

WELL, IT DEPENDS. I MEAN, IF IT'S--SOME--SOME EVENTS,

IT'S $100 TO GET IN. SOME, IT'S $1,000.

ARE YOU GONNA MAKE A PROFIT ON THAT?

YEAH, WELL, WE'RE CASH FLOW-POSITIVE,

ABOUT IT OVER $7,000 FOR THE YEAR.

WE'VE BEEN PUTTING EVERYTHING BACK INTO THE BUSINESS.

BUT YOU DON'T PAY YOURSELVES ANYTHING.

NO, NOT YET.

SO YOUR BUSINESS MAKES ABOUT $7,000.

NOT REALLY. THEY DON'T PAY THEMSELVES ANYTHING.

SO, SHON, THE--THE $50,000 YOU'RE ASKING FOR,

WHAT--WHAT WOULD YOU USE THAT FOR?

WELL, WE WANNA START ATTENDING THE TRADE SHOWS

TO GET IT IN FRONT OF THE BUYERS

AND WE WANNA EXPAND OUR TRADEMARKS INTO OUR COUNTRIES.

I MEAN, WE WANNA TAKE OUR PARTY TO THE TRADE SHOW.

YOU CAN'T JUST HAVE ONE TABLE AND TWO GUYS SITTING BEHIND IT,

YOU KNOW, BECAUSE WHEN WE SELL THIS STUFF,

WE GOT THE MUSIC BLASTING, WE THROW IMPROMPTU CONCERTS.

YOU KNOW, WE HAVE ARTISTS COME INTO OUR TENT.

YOU KNOW, SO IT IS A HUGE PARTY,

AND--AND I THINK THAT'S WHY WE HAVE SUCH A GREAT FOLLOWING.

NOW YOU'RE ASKING FOR $50,000 FOR 25% OF THE BUSINESS.

THAT MEANS YOU'RE VALUATING YOUR BUSINESS AT $200,000.

ON $7,000 IN PROFIT.

NO PROFIT. THERE'S NO PROFIT. STOP SAYING THAT.

OH, YOU'RE RIGHT. ON NO PROFIT.

WE BASED THAT ON THE $60,000 IN SALES,

2 AND A HALF TIMES EARNINGS,

PLUS $50,000 VALUE ON THE 4 TRADEMARKS WE'RE HOLDING.

I THINK YOU WERE SMART ENOUGH

TO UNDERSTAND THE POWER OF THE MARK.

THAT RIGHT THERE IS A GREAT BUSINESS ITSELF.

SO YOU GONNA WRITE A CHECK?

ARE YOU SELLING SOMETHING?

THEN MIND YOUR BUSINESS.

WHY NOT LICENSE THIS OUT TO SOMEBODY...

(O'Leary) EXACTLY.

AND LET THEM GO AFTER THE BIG RETAILERS?

AND--AND YOU REAP THE BENEFITS.

THAT'S DEFINITELY SOMETHING THAT WE WANTED TO EXPLORE.

I MEAN, WE'VE ALREADY SIGNED A LICENSING DEAL

WITH A CANADIAN RECORD COMPANY.

AND THEY'RE GONNA START PACKAGING IT WITH THEIR MUSIC

AND THEIR ARTISTS, AND SELLING IT IN A HUNDRED HMV STORES,

YOU KNOW, COMING UP IN THE NEXT COUPLE OF MONTHS.

(O'Leary) OKAY, HERE'S WHAT I TAKE FROM THIS.

NOW YOU'VE COME OUT HERE AND SAID,

"LOOK, WE'RE SMART ENOUGH TO KNOW

"THAT THE ONLY THING OF VALUE WE HAVE IS OUR MARK--

"OUR BRAND HillBilly.

"WE'RE SO SMART THAT WE'VE GOT FOUR DEALS TO LICENSE THIS,

AND THERE'S A COST TO SET THAT UP, AND IT'S $50,000."

THAT WOULD'VE BEEN INTERESTING TO ME.

THAT WOULD'VE BEEN SOMETHING I WOULD'VE WRITTEN A CHECK FOR.

I HAVE NO INTEREST IN COMPETING IN RETAIL--

A CATEGORY THAT'S SO CROWDED, GROWN MEN WEEP.

LICENSING'S NOT OFF-- YOU KNOW, NOT OFF THE TABLE.

WE ALREADY DID LICENSING.

LOOK, YOU CAN ONLY HAVE ONE VISION. YOU CAN'T HAVE 15,

AND LET ME PART OF THE ONES THAT DON'T WORK.

I ONLY WANNA BE PART OF THE ONES WHERE I GET RICH.

THAT'S ALL I CARE ABOUT. HillBilly--I GOT IT.

I THINK IT WORKS.

I MEAN, WE'RE JUST STARTING ON THE RETAIL SIDE.

BUT I DON'T WANNA BE IN RETAIL.

THAT IS THE MOST BRUTAL BUSINESS ON EARTH.

YOU'RE ABOUT TO FIND THAT OUT. I'M OUT.

♪♪♪

ONE SHARK IS OUT.

SHON AND MIKE HAVE FOUR CHANCES LEFT TO MAKE A DEAL.

I'M WITH THEM. YOU GOT GOOD-LOOKING STUFF.

YOU LICENSE IT, AND LET SOMEBODY ELSE GO OUT THERE AND FIND IT.

(Shon) WE'RE ALL FOR THAT.

WE'RE NOT AGAINST LICENSING. WHEN WE GO TO THESE EVENTS,

AND THERE'S TEN OTHER T-SHIRT VENDORS

AND THEN THERE'S THE SINGER'S TENT, WE OUTSELL ALL OF THEM.

AND THEY COME TO US SAYING, "WHAT ARE YOU GUYS DOING?

HOW--HOW ARE YOU DOING THIS?"

WELL, LET ME JUST SAY TO YOU,

I WISH I HAD THE LICENSING CONTACTS TO HELP YOU OUT.

I THINK THAT IS THE WAY TO GO, FOR SURE,

WITH SOMEONE YOU CAN TRUST. SO I'M OUT

'CAUSE I JUST DON'T HAVE THOSE CONTACTS.

SHON, I THINK THE ULTIMATE REDNECK-

IS THAT DISRESPECTFUL, JEFF?

NO, I--THAT'S A COMPLIMENT.

OKAY, THE ULTIMATE REDNECK/HILLBILLY

IS SITTING RIGHT THERE AT THE END.

JEFF, WOULD YOU LICENSE THIS?

IF YOU CAN GET JEFF TO COME IN ON THE DEAL, I'LL MAKE AN OFFER.

BUT I WANT 100% OF THE NAME. I JUST WANT TO BUY THE NAME

AND PAY YOU BACK A ROYALTY FEE ON IT.

JEFF, DO YOU WANNA COME IN ON IT?

WHAT KIND OF ROYALTY ARE YOU THINKING ABOUT?

I MEAN, I THINK WE WOULD PAY THEM BACK A 7% FEE

ON ANY FUTURE DEALS.

I JUST WANNA LICENSE IT FOR OTHER PEOPLE,

HAVE THE CHECK SHOW UP, AND YOU GET A FEE OUT OF THAT.

BUT WE--WE CERTAINLY DON'T WANNA GIVE UP OUR WHOLE DREAM.

I MEAN, WE CREATED THIS.

SO...

I MEAN, WE WOULD LOVE TO PARTNER WITH YOU OR ANY OF THE SHARKS

AS--AS LONG AS WE'RE INVOLVED. WE KNOW HOW TO SELL IT.

IT'S NOT A DREAM TILL IT MAKES MONEY.

IT'S JUST A NIGHTMARE TILL THEN.

I DON'T THINK WE'RE GONNA GIVE UP 100% OF OUR COMPANY,

YOU KNOW, WHEN WE KNOW HOW TO SELL THIS.

I MEAN, EVEN THOUGH YOU LICENSE IT, SOMEONE'S STILL GOTTA GO OUT

AND SELL IT, YOU KNOW.

JEFF, ARE YOU IN ON IT?

'CAUSE THAT'S PRETTY IMPORTANT TO ME.

YEAH. I-I'LL GO IN ON THAT WITH YOU, ROBERT.

SO YOU'VE GOT THE KING OF HILLBILLY AND REDNECK

WILLING TO USE HIS NAME AND LICENSE IT.

DAYMOND, YOU WANT IN?

I THINK THAT IF THE GUYS GO OUT AND LICENSE IT...

AHEM, WITH MY EXPERTISE...

(laughs)

UH, YOU KNOW--

JEFF, I THINK DAYMOND BRINGS SOME VALUE.

I THINK DAYMOND BRINGS A LOT OF VALUE.

ALL RIGHT, SO LET ME-- LET ME REPHRASE THE DEAL.

IF YOU DON'T MIND, JEFF.

GUYS, YOU'RE GONNA GET $50,000

SPLIT BETWEEN JEFF, DAYMOND, AND I,

FOR THE RIGHTS TO THE NAME IN EXCHANGE FOR A ROYALTY.

WHAT ARE YOU GONNA DO?

I THINK WHAT WE'D LIKE

IS IF WE COULD GO UP TO MAYBE $100,000,

10% INSTEAD OF 7% ON THE ROYALTIES,

AND THEN SOME TYPE OF GUARANTEE

THAT IF YOU GUYS JUST SAT IT ON THE SHELF,

WE'D HAVE AN OPPORTUNITY TO TAKE IT BACK AT SOME POINT.

YOU'RE NOT HILLBILLIES.

I'M GONNA DEFER THE ANSWER TO THAT QUESTION BACK TO JEFF.

IS IT WORTH THE $100,000?

MAN, I GOTTA TELL YOU. EMOTIONALLY, I'M--I'M TORN.

BECAUSE I WAS YOU 25 YEARS AGO, GETTIN' UP

AT 5:00 IN THE MORNING AND DOING 15 RADIO SHOWS

DOING REDNECK JOKES,

TRYING TO DEVELOP THAT BRAND.

(Daymond) TOUGH ONE.

I WAS--I WAS THEM AS WELL.

YEAH.

THEN HAVE A HEART, GUYS,

AND OPEN YOUR BIG, FAT WALLETS RIGHT HERE. LET'S GO.

BARBARA, ENOUGH WITH THE...

I WILL COUNTER WITH $75,000,

7% ROYALTY.

$25,000 EACH.

$25,000 EACH.

YOU OKAY WITH THAT?

YEAH.

GUYS, $75,000.

WE GET THE NAME. YOU GET A 7% ROYALTY.

THE 10% IS... OUT OF THE QUESTION?

I THINK 7% IS GENEROUS. I THINK YOU GUYS KNOW THAT.

7% IS--IS INDUSTRY STANDARD.

(Robert and Daymond) WE NEED AN ANSWER.

WHAT DO YOU THINK?

LET'S DEAL?

ALL RIGHT. LET'S GO. DEAL.

(Robert) ALL RIGHT!

(Jeff) YEEHAW!

YEEHAW!

WHOO!

(Shon) YOU LIKE THAT, HUH, JEFF?

(Daymond) I'M ALREADY WORRIED ABOUT YOU GUYS.

(Robert) COME ON, JEFF. PUT YOUR HAT ON, GUYS. YEAH!

(Mike) I LIKE THAT. I LIKE THAT. LOOKS GOOD, MAN.

(Daymond) ALL RIGHT, MAN. CONGRATULATIONS.

HEY, JEFF, THANKS.

(Jeff) THANKS, MAN.

IT COULD WORK.

(sighs)

DO OR DIE, MAN. WHEW!

IT MEANS A LOT TO HAVE A DEAL WITH FOXWORTHY.

I MEAN, THAT GUY IS COUNTRY, YOU KNOW.

HE LIVES AND BREATHES COUNTRY.

SO FOR US TO HAVE A LICENSING DEAL WITH HIM BACKING IT

IS AMAZING, AND I THINK THIS IS

PROBABLY THE BEST THING THAT COULD'VE HAPPENED TO US.

♪♪♪

NEXT INTO THE SHARK TANK

ARE JOHNNY GENNARO AND VINNY PASTORE

WITH A PRODUCT INSPIRED BY THE MAFIA'S WISE GUYS.

♪♪♪

HI, MY NAME IS JOHN GENNARO.

I'D LIKE TO INTRODUCE YOU TO MY ASSOCIATE,

MR. VINNY PASTORE,

THE CELEBRITY STAR OF HBO's SERIES, "SOPRANOS."

I CREATED A PRODUCT CALLED THE BROCCOLI WAD.

(laughs)

I'M HERE TODAY LOOKING FOR AN INVESTMENT OF $50,000,

AND FOR THAT, I'M WILLING TO GIVE 20% OF THE COMPANY AWAY.

AS THEY SAY, IT'S AN OFFER, HOPEFULLY, YOU CAN'T REFUSE.

JOHNNY, LET ME JUST START BY SAYING,

IF HE'S PACKING HEAT...

(laughs)

I DON'T CARE HOW MUCH MONEY IS INVOLVED, I'M IN.

NOW MOST GUYS CARRY THEIR MONEY IN A WALLET.

BUT WISE GUYS CARRY THEIR MONEY IN A WAD LIKE THIS.

LADIES AND GENTLEMEN, THIS IS THE BROCCOLI WAD.

(Johnny) THE BROCCOLI WAD CONCEPT CAME FROM AN IDEA

OF A BOOK I READ SEVERAL YEARS AGO.

AND IT WAS TALKING ABOUT AN FBI AGENT

WHO INFILTRATED THE MOB IN NEW YORK.

AND ONE OF THE KEY CHARACTERISTICS

WAS THAT WISE GUYS NEVER CARRY WALLETS.

THEY CARRY THEIR CASH IN BROCCOLI BANDS,

NOT EVEN RUBBER BANDS.

THE BROCCOLI BAND IS A PERFECT FIT

TO WRAP AROUND CASH AND AROUND A--

WHERE DO WISE GUYS KEEP THEIR CREDIT CARDS?

WISE GUYS DON'T CARRY CREDIT CARDS.

JUST CASH?

YEAH, JUST CASH.

YOU DON'T WANT TO BE I.D.'d IF THEY STOP YOU.

OF COURSE.

THEY DO CARRY A LICENSE, BUT NORMALLY,

IT'S FROM OUT OF STATE AND IT'S EXPIRED.

(laughs)

HAVE YOU GOT SOME THERE THAT WE CAN SEE AS YOU--

ACTUALLY, I HAVE ONE FOR EVERYBODY.

NOW I MET JOHNNY, AND HE SAYS,

I CREATED THIS PRODUCT, THE BROCCOLI WAD.

SO I THOUGHT HE WAS A LITTLE, YOU KNOW, OFF HIS ROCKER.

BUT WHAT I WAS IMPRESSED ABOUT WITH THIS BROCCOLI WAD

WAS, I MEAN, LOOK HOW CUTE IT IS. (laughs)

(laughs)

VINNY, DON'T--DON'T BREAK MY LEGS FOR ASKING THIS...

OKAY.

BUT--BUT COME ON, IT--IT'S A PIECE OF RUBBER.

RIGHT.

THAT YOU'RE SAYING IS WORTH $250,000 AS A COMPANY?

WELL, UM,

HOW MUCH YOU GIVING ME EVERY TIME WE SELL ONE?

YOU GET 50 CENTS A UNIT.

SO IF I GET 50 CENTS A UNIT...

(sharks laugh)

AND IF HE SELLS ENOUGH OF 'EM, I'LL GET MY HOUSE IN MALIBU.

YOU KNOW, I THINK YOU'RE BOTH TOTALLY NUTS.

I DON'T GET IT.

I AM SO OUT ON THIS.

WORSE THING I'VE HEARD ON THIS SHOW.

BARBARA, I WOULDN'T TALK TO HIM LIKE THAT.

IT'S ALL RIGHT. THAT'S ALL RIGHT. SHE'S A SWEETHEART.

BARBARA, I THINK IN FAIRNESS TO THE PRODUCT,

IT'S A DIFFICULT FEMALE ITEM.

GUYS GET IT 'CAUSE GUYS HAVE ALWAYS USED RUBBER BANDS.

AND I WILL SAY THIS, AS A GUY, I MEAN, I'VE GOTTEN TO THE POINT,

I--MY WALLET GOT WHERE IT WAS THE SIZE OF A PHONE BOOK,

SO I'M ALWAYS LOOKING FOR SOMETHING TO PUT MY CASH IN.

RIGHT.

AND MOST OF THE CLIPS DON'T WORK RIGHT.

I MEAN, I'M-- I LIKE THIS IDEA.

JUST EXPLAIN HOW WE'RE GONNA SELL THESE.

FIRST OF ALL, THE PRODUCT COMES

WITH FOUR BANDS AND FOUR METAL SLIDES.

THIS IS GONNA BE A $10 TO $14 ITEM.

I'VE ALREADY CREATED TWO

2-MINUTE SPOTS, UH, ALREADY WITH VINNY IN IT.

HE SHOT IT WITH SOME OF MY "SOPRANO" CAST MEMBERS,

AND WE'RE, UH, ABOUT TO DO THIS WHOLE CAMPAIGN.

WE ALREADY TALKED, UH, TO THE CASINOS IN ATLANTIC CITY

AND VEGAS, WHERE I WILL BE DOING PERSONAL APPEARANCES,

AND THE CASINO WILL BE GIVING THEM OUT TO CASINO PLAYERS.

HOW MUCH DO YOU HAVE INVESTED IN THIS COMPANY?

I ALREADY HAVE ABOUT $200,000 INTO IT.

HOW'S THAT POSSIBLE?

(Robert) WOW.

'CAUSE HE PAID ME $190,000.

(sharks laugh)

I WANT TO BE VINNY. YOU FIGURED THIS WHOLE THING OUT.

NAH, NAH. HE TOOK CARE OF ME.

HOW DOES HE TAKE CARE OF YOU?

HE TAKES CARE OF ME.

(sharks laugh)

I COME FROM A BACKGROUND OF NOVELTY ITEMS.

I SEE THIS AS

AS SEEN ON TV, 2-MINUTE SPOT, $9.99 PLUS SHIPPING--

SO--SO, JOHN, DO YOU NEED THE 50K

TO BUY THE AIRTIME TO FINALLY PUT THIS COMMERCIAL

OUT THERE WHERE PEOPLE CAN SEE IT?

I NEED THE $50,000,

SOME OF THAT, YES, TO HELP IN THE TV ITSELF,

BUT THE REALITY IS, I'M LOOKING FOR

THE SALES AND MARKETING EXPERTISE.

WHY DON'T I SEE VINNY'S PICTURE ANYWHERE?

WHY ISN'T IT CALLED THE VINNY WAD?

LIKE WHY ISN'T HE--

IF YOU CALLED IT THE VINNY WAD--

WHY ISN'T HIS PICTURE ON HERE?

THE VINNY WAD'S PROBABLY BETTER, SURE.

DO YOU SEE VINNY AS-- AS KIND OF THE FACE OF THIS?

(John) WITHOUT VINNY, THIS IS-- THIS IS A RUBBER BAND.

YEAH, I'M BACK IN FOR THE VINNY WAD.

YOU WANT TO DO THE VINNY WAD?

YEAH. THAT'S DIFFERENT.

YOUR GREATEST ASSET IS STANDING NEXT TO YOU.

NO DOUBT ABOUT IT.

BUT YOU HAVEN'T BRANDED HIM ANYWHERE.

IS HE WITH THIS LONG-TERM?

COULD BE.

UH, I THINK, THEN TRUTHFULLY,

TO SPEAK HONESTLY IN FRONT OF JOHNNY WAD,

THAT IT'S A MATTER OF ECONOMICS.

HE'S NOT PAYING YOU ENOUGH.

HE'S NOT PAYING YOU ENOUGH.

I THINK THAT SOUNDS VERY EXPENSIVE. I'M OUT.

YOU KNOW WHAT?

THIS JUST ISN'T FOR ME.

I'M OUT.

YEAH, I-I DON'T HAVE AN OFFER. I'M OUT.

I'M GONNA MAKE A DEAL FOR YOU.

VINNY, LISTEN TO THIS--

WE'RE GONNA MAKE AN OFFER, VINNY AND I...

(Robert) VINNY'S NOT A SHARK.

WAIT, WELL--

WHAT, ARE YOU GUYS DATING NOW? WHAT'S GOING ON?

THIS IS WHAT I'M GONNA SAY-- 40% FOR THE $50,000.

YOU PUT UP THE FACE AND THE VINNY WAD NAME,

AND VINNY GETS HALF OF MY 40%.

WELL, I'M OUT. THAT'S A GREAT OFFER.

THAT'S A DEAL, BARBARA. THANK YOU.

BABY, HONEY.

I LOVE YOU.

I LOVE YOU. GIVE ME A SQUEEZE.

OH. (speaks Italian)

WHAT JUST HAPPENED THERE?

(Daymond) WHAT JUST HAPPENED?

WHERE DO I GO?

BARBARA BOUGHT ME OUT. WHAT ARE YOU TALKING ABOUT?

(sharks laugh)

I DON'T NEED JOHNNY WAD.

JOHN, YOU JUST GOT WHACKED.

YOU DIDN'T GET WHACKED. YOU'RE STILL INTO IT FOR 60%.

I GOT WHAT, 60%?

LET ME JUST SAY IT AGAIN.

I'M GIVING YOU THE $50,000.

OKAY, YEAH.

FOR THAT, I GET 40%.

OKAY.

I'M GONNA GIVE 20%, OR HALF OF MY 40%, TO VINNY.

OKAY.

AND VINNY'S GONNA DONATE HIS FACE

AND HIS BRAND TO YOUR PRODUCT.

SO BASICALLY, SHE FUNDED GETTING HIM INTO THE DEAL

WITH HIS FACE, AND HE AGREED.

HE NOW HAS 20% OF THE COMPANY. SHE HAS 20% OF THE COMPANY.

YOU'VE GOT $50,000.

AND YOU STILL RUN THE BUSINESS.

HOW MUCH PRODUCT DO YOU HAVE IN YOUR WAREHOUSE?

50,000 PIECES.

CAN I SEE THE PACKAGE?

JUST PUT VINNY'S PICTURE ON IT.

YOU NEED A STICKER WITH VINNY ON IT.

THAT'S IT.

THAT'S ALL YOU NEED, RIGHT UP HERE.

BUT HOW ARE WE GONNA MOVE FORWARD?

I CAME HERE NOT JUST FOR MONEY,

BUT FOR SALES AND MARKETING EXPERTISE.

DO I GET YOUR EXPERTISE?

THE ONLY THING I KNOW REALLY, REALLY WELL

IS SALES AND MARKETING.

THE MINUTE I THOUGHT OF THE VINNY CLIP,

I KNEW THIS WAS A HOME RUN.

(Robert) THIS IS ONE TOUGH BROAD.

(Vinny) I LIKE HER.

BARBARA'S MY STYLE.

AND YOU KNOW WHAT? YOU'RE MY STYLE, TOO.

BARBARA, WHATEVER YOU WANT TO DO, WE'RE GONNA ROLL.

WHOA. YOU GUYS GO AHEAD AND TAKE IT.

NO, WE'RE GONNA MAKE MONEY.

STOP, JOHNNY. RELAX.

(Barbara) WAIT A MINUTE. (laughs)

(sharks laugh)

DO YOU ACCEPT THE DEAL?

I'LL ACCEPT IT.

(Barbara and Robert) ALL RIGHT.

THIS IS--THIS IS HISTORY IN THE MAKING.

I GOT TWO MEN FOR THE PRICE OF ONE. THANK YOU.

AND I WANT TO HUG MY PARTNER. THANKS, GUYS.

YOU MADE A GREAT DEAL.

WAS IT A BLUFF, OR YOU SAID, "THIS IS THE WORST IDEA

I'VE EVER HEARD ON 'SHARK TANK,'"

AND NOW ALL OF A SUDDEN, YOU'RE HUGGING AND KISSING?

NO, I MEANT IT WAS THE WORST IDEA.

IT STILL IS, BUT ONCE YOU MARKET IT,

IT'S GENIUS.

I'M REALLY GLAD I MADE THE DEAL WITH BARBARA. SH--

YOU DIDN'T MAKE THE DEAL WITH BARBARA.

I MADE THE DEAL WITH BARBARA.

MY PRODUCT, AGAIN, VINNY. MY--

OKAY, WELL, WE BOTH MADE THE DEAL.

WE BOTH MADE THE DEAL.

OKAY, GREAT. I'M HAPPY.

I THINK SHE'S GOOD.

SHE'S WONDERFUL.

I THINK SHE'LL BE GREAT FOR SALES AND MARKETING,

WHICH IS WHAT WE NEED.

RIGHT, VINNY'S-- VINNY'S WAD.

VINNY'S WAD. VINNY'S CLIP. VINNY'S WHATEVER.

VINNY'S WAD.

THAT'S FINE. VINNY'S WAD IT IS.

AS LONG AS I SELL FOUR MILLION.

(laughs) OKAY.

The Description of Week 3