The Shark Tank Episode: "Pitch Week" From The Capitalism Incubator

What's up team? Before we dive in, I want you to go to capitalism.com start. This is where we put all of our best free stuff on starting and building a seven figure business. So if you are looking for the right business to start or you haven't yet crossed seven figures, go over to capitalism.com start. This is our starting page where we put all of our best stuff for free. And there's actually a 10 part series on there that'll walk you through the methodology that I use to build businesses that I can scale and sell. So go there now. It's capitalism.com start.

Welcome ladies and gentlemen. It's a capitalism incubator pitch week.

You've been preparing but you ain't ready.

Come on in and grab a seat and join me and your fellow inkers for pitch week. Let me introduce this week's special judges. In the gray corner, he's the only man who can make Ryan laugh so hard that milk comes out of his nose. He's written 8 million dollar sales letters. He's the advisor to e commerce firms.

All over the world.

He's the man you want on your board. He helps entrepreneurs go from success to fulfillment. Put your hands together for the coolest man in the room, Sean McCool.

Oh, that's me.

Yeah. Cool, thanks. Good to be here.

And in the blue corner, the fittest man in the room, the man so cool, he has his own studio. The man who calls Grant Cardone a friend and is therefore no friend of mine.

The king of video ads, it's Billie Jean.

Let's go, baby. By the way, like, this is all you should be doing with your life.

Like Bruce Buffer. Get out the way. Like this is it. I'm convinced. This is your calling. No doubt about it.

And now, the only man who can out talk, Ryan Daniel Moran. The investor in the room, Sam Predis.

Thank you, Ryan. Hey, and look, we came prepared for this today because we've got the shirt underneath this. This is like Superman.

He's talking already. Can you hear him? Ladies and gentlemen, we're ready for capitalism. He can't stop. And now, your final host, the only man serious enough to wear a collared shirt for this world renowned sleep biohacker and product inventor, Ben Olson.

Thanks, man.

Good to see you. Good to be here.

Oh, that Australian accent is making it hot, Ben.

I try and make it a little more American so everyone can understand me.

And finally, the founder of capitalism.com, the man who speaks in the third person, Ryan Daniel Moran. And now your host.

The Person who makes us look like we know what the heck we're doing.

The Paula Abdul of business advising.

Please put it together for Kalyn Lew.

Thank you, Ryan.

Wow.

This is. Guys, who is ready for this? If you're ready, put like a heart or a yes in the questions box. Who's ready?

You ain't ready. No one's ready.

All right, so here's what we're going to do. I'm going to set up the rules and set up how this is going to work so that all of us can benefit from this pitch event. We're already jonesing for all the stuff that we're to see because Ryan really set it up well. Thank you, Ryan. So here's the skinny. Each person is going to. Who's pitching has about five minutes to pitch, and then we'll save 10 minutes for questions. I guess I have a question from the audience. Do we want or for the group, do we want to cut them off at five minutes, or should we let them finish and go cut them off? So I'm just going to take there this little Buddha bowl. That's when you're done. Okay, so I'm going to cut you off at five minutes. I'll give you a little private message that says one minute remaining, just so you know. And then we'll leave it for the the. The panel to really give their feedback. One thing as we do this, judges, if someone. One of the other judges, says exactly what you're going to say to save time, just be like, I second that and move on, because the more people that we can get into this pitch, the better. So. So we appreciate your succinct, crisp, and epic feedback for the pitch ease. All right, are we ready? We've got Kyle Wadsworth, a very tired father of three. Here you go, Kyle. Take it away.

So as they said, my name is Kyle Wadsworth, and I'm going to talk about Operation 86 and our plan to help small restaurants and fight hunger at the same time. Now, the neighborhood that I grew up in actually was down the street from a homeless shelter. And what happened is I went to elementary school with kids that were actually homeless. The kids sitting next to me didn't know where they were going to sleep. They didn't know where their next meal was coming from. They maybe only had a meal when they were at school. And at an early age, it showed me the truth that there are problems in our own neighborhoods. And this is a big problem. I mean, there are tons of people that go hungry every day. And it's not a problem that one person can solve on their own. And we'll see. There are a lot of foundations, there are charities, there's a lot of places set up to fight hunger. But there is a struggle with foundations or nonprofits. They're fighting for the same donations. They depend on others to be successful. There are ways that we can do that as a business as well. And there are certified B corporations. One is Tom's. And the intent of Toms, the founder, saw that kids didn't have shoes. He built a business with the entire purpose to get more kids in shoes. And every pair of shoes sold is a pair of shoes donated. That's what Operation 86 is going to do with meals. So in the restaurant industry, to 86 something means you're taking it off the menu. There's not any of it left. So we want an 86 hunger by working with restaurants. Now, restaurants or small restaurant companies specifically, they face a huge problem with IT support. They open a restaurant because they want to feed people, they want to help feed the local area. And in order to have any sort of online presence, they depend on big tech companies. And you may recognize this snapshot here is from viral post. After the pandemic, grubhub took a huge chunk out of this person. The small restaurants revenue, they lost a lot. They were not making money, they were spending money to allow grubhub to deliver for them. Also, consumers, they want an easy way to order from their local restaurants. They want to be able to support those businesses. And that's where we come in. OP86 is providing that digital ordering platform for small restaurants specifically. And we do that by helping them take back takeout with flat fee structure. So they know exactly what they're going to be paying every month. They know what expenses they're gonna face when they use our services. And also with the pandemic, we wanna make sure that people are able to order safely and not worry about COVID 19 the current US market. There's almost a $900 billion market in the US with these online ordering apps. There's actually over 2 million orders going on these apps every day. And there's over a million restaurants in the US and over 70% of those are actually small single restaurants.

Our initial product offering, we have an automated phone service to help small restaurants focus on helping the people that are actually in their store instead of having to pick up the phone all the time. We have contactless menu with a QR code reader and then we have our web based Order ordering menu, which we've actually already had over 5,000 restaurants sign up for this in three months. I'm the founder again. My name is Kyle Wadsworth. I've been working in restaurants since I've been a teenager. Actually been a part of opening small restaurants and know what restaurant owners face every day. I actually work for one of the largest restaurant groups here in the US Right now. And our advisor is Satish. He has launched over 700 software products online and has a lot of experience marketing those products. There's been a lot of growth in this industry as well. There are 10 times more restaurants signing up for online ordering services than there were a year ago. Part of that is because of the pandemic and. And needing that online ordering process or there's also a huge growth in support for local businesses. This is an example of a group started on Facebook. Just somebody had the idea and now it's going to 80,000 members since March. There are people that want to help out. This is to give you an idea of what is going on in the market. Huge companies right now, over billion dollar valuations and that's. They're all doing over a billion dollars in revenue as well. But there's still a lot of space, a lot of room for us to grow focused on small businesses. What we are going to do with the capital raise, we want to continue to market to our small restaurant group and we want to develop an app specifically focused on centralizing all the restaurants that are using our service. And we want to educate everybody about our goal to help feed the hungry. Thank you for your time and if you have any questions, please feel free to contact me. Is my phone number and my email.

Awesome. Thank you, Kyle. Judges.

Kyle, quick question.

Real we got to give Mr. McCool the floor first.

Oh, yeah.

Real quick. In case I missed it. So if I did miss it, it wasn't very clear.

Like how do you make money again?

So we have a flat fee structure on using our software. Our software. So I said it quickly and we focus more on that.

Yeah. And what is that flat fee? Like, is it 10 cents an order?

No. So it's a monthly structure. So restaurants pay us an amount. It's $25 per month for each service. And then when someone orders on our Service, there's a $2 surcharge and $1 goes to Feed the Hungry and $1 goes to Cover the costs involved with feeding hungry.

So if I'm hearing that correctly, I.

Think I would definitely.

Oh, sorry. I didn't mean to cut you off, Sean?

Go ahead.

I think you're going the same direction I am, so go ahead.

Yeah, I was trying to figure out. So it sounds like you basically donate a dollar. So, hey, you pay 25 bucks a month, and then every time someone orders through the service, you order a dollar per blank.

Yes.

All right, I'll stop. I'll let someone else go. I gotta.

Yeah.

If I'm understanding correctly, 50% of your.

Revenue is going to charity and 50%.

Is going to the business.

Am I hearing that right?

No. So we have. So there's $25 a month per restaurant paying for using the service. And then anytime an order is placed on there, there's a $2 surcharge going to the person eating out at the restaurant. So just like a service fee. And a dollar of that goes to feed people, and a dollar goes to cover the expense for operating just that portion of it. But there's a $25 per month fee from the restaurant that they're paying.

But the vast majority of revenue would.

Come through that $2.

There. There will be a lot. So right now, over 5,000 restaurants have signed up for the online ordering system at $25 a month, which is about one and a half million a year.

If they continue.

Wait, so you have 5,000 paying customers already? 5,000.

So, yeah, with the teach, we. So we launched it and it's growing. Like, is that there's a huge need for that? And is it just through Facebook ads, through Instagram and such?

Like?

5,000 restaurants have already signed up.

How much did you spend to get 5,000 people to sign up? And is this just local right now? Is this across the nation right now? Is it. Where's that?

Yeah, so. So this. This is across the nation. So it's through Facebook ads and everything. Right now it's selling the software itself, but it was just, I mean, Facebook ads and developing the actual product. So.

How does the end user end up finding. So the end user. So if I'm a customer looking to purchase food, how do I end up finding this? Am I finding that through the establishment I'm ordering from? They have it on their website.

Good.

So right now it's. As an. Right now, the way we're set up is the restaurant. They're just really order. Hey, go to our website to order. So we want to help them get more to the order online. And then instead of using this to build the app as well, to where we can centralize everything, that way people can know, hey, if you want to order from anyone using OP86. You can go to one place instead of all the separate websites.

Who can you pitch me real quick on as a. I'm a restaurant owner. So I'm a restaurant owner. I have a small restaurant. You come up to me. Can you give me the Spill and like 15 seconds?

Yeah. So.

Okay, hold on. Different pitch here. So.

Everybody is ordering online right now. We got to stay safe with the pandemic. You want to make sure that you're not paying a ton of money to Grubhub or Uber Eats or those guys. They take 30% of your profit right there or all of your profit. You're paying them to sell your food. Keep that all in house.

You're cheaper than them.

Yes. $25 a month. They know exactly what they're going to pay.

I see. So no matter what happens, 25 bucks. So you have the best deal now. Can you bring me as much volume.

As them for small restaurants? Yeah. They're not even using anything right now. That's why all of these big companies have seen such an increase in people signing up, because they have nowhere else to go.

Someone who's not even in the game right now. They're not even thinking, got it.

Yeah. They don't even have it. That's why we found so many people interested, is they don't have it. They've avoided the big people because of the cost.

Kyle, if you want that pitch to work, you have to show me why I'm going to get more business working with you than I'm going to get from grubhub or Uber Eats or these other places. You've got to have that differentiating factor because otherwise you're just capturing the scraps and you don't want the scraps as a business. You want to be premier in this business. So this is what I really loved about your pitch was you showed an amazing amount of momentum about why now is the time for why this matters. So when you started talking about the valuations of grubhub and Uber, I thought this was fan. I thought it was fantastic. I totally got it right. So, like, I'm about to take over a restaurant franchise and I want exactly this. So I was all pumped. You lost me on the mission. You lost me on the mission. Cause I still don't know how they're related. When you open with we're going to solve world hunger and Toms and all of this, I do not know how that translates over to helping restaurants now. Had you flipped it, had you said, We're Project 86. And we're going to 86 the biggest problems in the world. And right now, the biggest problem in the world is the COVID pandemic. And as a result of that, we have 9 million restaurants in the United States alone who are struggling to get by. And, and part of the reason why they're struggling to get by is because they haven't made the pivot to delivery and on demand services. That's where we come in and help. And we donate a portion over to solve world hunger. That's the flip. Because you do not solve world hunger. No, you help restaurants. That's what you do.

So solve the problem that you actually solve. And don't try to get me to buy into world hunger. It was such a huge mental jujitsu that I couldn't follow. But if you just smack me in the face with the problem you solved, I was all in.

Like, Ryan going to what you're saying almost lost credibility too. Because when we did the math, it was like, wait, you're only giving away a dollar, but yet we're supposed to be like a Tom's model? My brain was like, hold on. It almost sounded scammy. Not saying that you are, but shit like, hey, we're solving word. Hang on. Then you're giving an actual dollar, but it's really a flat face. Like, I think he nailed it spot on. Eliminate the giveaway shit. Even though obviously we want to be mission driven and help people. But the value proposition is really simple. Hey, you can go with Grubhub, but they're going to take, you know, 1,000 to 500 bucks a month or just pay us 25 bucks and we still promise to deliver you a ton of customers. Sound fair?

Cool.

And move on. Right? 30 second video ad done. Get it out to the.

Yeah, okay.

No, that's great.

Thank you.

I think the dollar play in Hungary is your consumer side play, but it's not the what's going to drive the business model. It's a nice, it's a nice to have for the consumer to choose you over somebody else. Maybe I'm going to disagree a little bit with Ryan. I think I'd be careful about being too pandemic centric as your pitch. I think it's obviously a hot topic right now, but how do you then grow a year from now if that's not, if that's not going on anymore? Like, what's your thing? I just don't want to be too heavy, reliant on pandemic, you know, people scared and doing that kind of stuff. And I still don't love the name. Like, I, it's, it's too much for my brain to kind of figure out what you're talking about. I mean, page 12. I was still wondering where we were going exactly on your deck. So tighten everything up.

Personally, I mean, the name's not going to stop it. If you do a bill of Jean and you go up to it, they don't care. You know, a restaurant, some, you can save them $1,000 a month. They don't care what the name is. So I could be wrong. But the consumer side, that might be more challenging.

All right, I agree 100% with everything Sean said. I want to tell you just from. As an investor, what got my attention is when you mentioned the different services. Because what you're really doing is you're facilitating a small business making the transition to more digital aspects, whether that's to take up. But you mentioned a couple other things you do as well. There's. Which is everything from QR menus to other things. So those are the other additional services that are there for a small business that looks at that and says, hey, I'm a small mom and pop restaurant. You go out there and you can bring those service to them for 75 bucks a month. To do all that that would cost them thousands of dollars to do on their own. To hire individual consultants to pull off that value pitch makes a ton of sense to me. I can see why your customer base would be easy to acquire. And that makes a lot of sense of how you have 5,000 customers. I would definitely say Alexand said shorten that pitch down at the beginning to get us to that point quicker.

Okay.

Because you're a, you're a SaaS business. You're selling software as a service.

Yes. Anything else?

I guess mine would be lastly, it's just retention. You know, you're going to 25 bucks a month. Are you going to send enough people to these restaurants where they think it's actually worth it? And I'm just trying to think of how much money you have to spend to get that much users. The hardest thing ever to do is change user behavior from someone to go from I got my Uber Eats, my Postmates, another shit on my phone that I'm a switch to. Like, fuck that. Like, so I'm really wondering, like you said, it's everywhere. 5,000 across the nation. It's not even in a concentrated area. So when it comes to bringing in users, I'm like, that sounds like the next uphill battle and the one that matters to me.

That brings up a good point from Billy of if you were to prove this in one state or one city, what kind of results could you showcase to the rest of the country? And to use those as case studies and ads and to bring on the adoption of other cities and other restaurants in other cities. So I want to see the results that you create for restaurants more than anything else in this. I want if you can show me one restaurant that increased total revenue by 16.5% in a three month period and thus allowed them to keep their doors open at a time when all other economic pressures are saying that they should go out of business. I'm in. I want to see that. And that would sell me.

Okay, make one quick comment. Ryan.

Kyle, you have 5,000 customers, but you kind of just said that as a handbrush wave at the last slide. I want to know more about that. Like what are they saying? What is coming back from that?

You have customers.

There's me.

That was like a huge opportunity you.

Missed is not talking about your current customers.

Okay.

Yeah.

And I mean in part of that I was. It's so early on, since they all sign up really quick, the concern is is it a pandemic driven thing? They've signed up and then they're gone. But yeah, I was just trying to get through things quickly. But all the streamline it, focus on what really is big and lose the fluff.

Awesome. Thank you. That was great.

And I guess the takeaway that we're hearing a trend lose the fluff and focus on what matters most and hone it in for the fewest, most clear words as possible. Don't try to be clever when you just need to be clear. I think that's one mistake that a lot of people make. Next up, we have Nathan and asia, founders of Aisle 5 Wellness Aisle 5. Hi everyone. We're excited to introduce IL5 Wellness intimate essentials for you and your partner.

After more than a few bad experiences, allergic reactions and can you grab a towel? We were sure there had to be a better way.

The sexual wellness industry has always been geared towards men. In recent years, female entrepreneurs have been diving into the sexual wellness market with polarizing success. As women globally flock to support female wellness companies. This is something to be celebrated. But where does that leave hetero couples that want sexual products designed for the both of them? Or a person who identifies as non binary or someone who just wants discreet products that blend in with the cosmetics on their bedside table or bathroom counter?

You're not left with many options and the horror of your child, younger sibling or grandmother finding another bottle of Uranus lubricant under the bed. Again that we can rectify. ResearchAndMarkets.com said. Evolvement of Gender Neutral Tone in the market Maximization of online opportunities and factors that are likely to contribute to the growth of the US sexual wellness market MarketResearch.com said. A push for evolving gender neutral tones becomes essential as the market is expected.

To attain maturity as gender neutral sexual wellness brand, we're committed in providing simple, safe, sleek, intimate essentials for all. With the push for gender neutral products and the expected lucrative growth in the market, this will position us to be a leader in the space within 24 months.

So what's the big idea to create.

A direct to consumer gender neutral sexual wellness company designed for the future day human, naturally sourced, eco friendly and inclusive to all. Our vision starts with minimalist designed intimate products that you can leave out on the nightstand. Our ultimate goal is to enhance your sexual experiences and connection with your partner.

Don't beat around the bush.

Okay, fine. Solo missions are encouraged as well.

The days of the drugstore, porn shops and harmful ingredients are passed. The days of healthy, intimate essentials delivered to your doorstep are upon us. Modern society is progressing with sex positivity movements and gender neutrality standing at the forefront. Inclusivity is the future. Our starting line sits at over US$9.1 billion just in the US market alone with 51% of those coming from E Commerce. With an annual growth rate of 5.2% from 2020-27, we'll be positioned over a $16 billion industry.

The lucrative growth over the next seven years is owning to growing acceptance of sexual exploration and acceptance of lesbian, gay, transgender and queer communities as well as the increasing concern about personal hygiene.

Maude, a gender neutral sexual Wellness Company, raised 2.5 million in their first year and are currently valued at 6 million. Sustained Naturals the first company to bring ethically sourced natural latex condom to market, raised 25 million in two years after inception and recently sold to the grove collective in 2019 for an undisclosed amount. Unbound, a female Forward sexual Wellness Company raised 3.7 million in just one year.

Our initial product line consists of slippery organic aloe lubricant. Proceed with caution. Ethically sourced natural latex condoms Clean up on aisle five Pre and post Intimate Wipes Our future kits include the Overnighter and the Weekender which will contain condoms, lube packets, intimate wipes, exclusive cocktail recipes and ingredients for two.

Our strategy and core audience consists of millennials aged 19 to 39 and the LGBTQ community. Our plan of attack is to partner with influencers and bloggers offering affiliate programs for a 10% commission, thereby leveraging their audiences. We also plan to partner with alcohol companies for the alcohol that we feature in our kits. The initial product line will launch on Amazon USA and Canada, which is the market leader for sexual wellness transactions.

Introducing the team Nathan Crocker is the CEO and founder. He is the visionary behind Aisle 5. He recently developed foundations for a hemp product e commerce business. He brings to the team years of managerial experience from running a restaurant to running and building door to door sales teams.

Asia Smith, our co founder, the brain behind our all natural Intimate Wipe, the initial product in which Aisle five was built around. She owns and operates AMT Management, a construction, safety and consulting company in Vancouver, Canada.

Brady Fletcher, the managing director of TSX Venture Exchange, Canada's public venture market and.

Capitalism Incubator, a business incubator program led by Ryan Daniel Moran, a serial entrepreneur, physical products business owner, investor, author and host of capitalism.com we're seeking $250,000 in working capital for 25% equity with a target revenue of 1 million in the first 12 months.

This capital amount allows us to aggressively develop and release products to penetrate the sexual wellness market. Early participation allows investors to get in on the ground floor of a brand that will change the way people of all ages, genders and sexual orientations approach sexual wellness for years to come.

Similar businesses have exceeded 1 million revenue in the first 12 months, have been valued at 6 million within 24 months, raised up to 25 million in 12 months, and are being acquired by companies such as the Grove Collective, worth a billion dollars, and Procter and Gamble, which we all know over $70 billion. So we ask, will you be left in the past or you'll be inclusive in the future?

I'm going to get it started. An expert in this. I have a kid.

Go to my white screen here. I want to draw something for you guys. Okay. By the way, good job on your presentation. But it could have been a fucking great job. Let me show you. Go to my drawing board, please. Thank you. Sex. You just see the word and it causes an emotional reaction. When you guys first came out, I was like, oh shit, this is about sex. You should have saw the gallery. Everybody's faces were like paying attention, et cetera. Then it went to the boring number. Shit. And it just lost the energy. A product like this, this is demonstration. This is funny. This is laughing the whole time. Like, half the pitch is getting someone to just pay attention. And you guys had it. It already lends itself to, like, question marks. I mean, clean up on aisle five. How is that not the big laugh, the big thing to make them feel good inside? Like, it's smart. It's genius. It's so good. And then we just started going. And even the team, the way it's presented, do bullet points. I don't want to care that much. Like, bam, bam, bam, right? Keep the energy, keep the ether high. People sleep on that. How much, how important that is on a pitch. And then secondly, the other product lines, you know, I feel like highly competitive lube market, etc. Like, if people are using lube, then they probably have their preferred brand, et cetera. I was confused on, like, where the gender neutral thing came into play. I'm just like, look, you have sex, you pull out and then there's a problem. You gotta get that shit up. And here's a better solution. And there's no one who owns that market. Like, that to me, was interesting. I was like, goddamn. And it doesn't. The other thing too. I saw an opportunity. Cause it doesn't have to be like this. Like you're into sexy or intimate things. It's just like, no, you're a human being who has sex. You're in a loving relationship with your significant other. But after you finish, you don't know where to put a shit and you're tired of using towels and everything else that messes it up. We got a better solution. Aisle five. That's the fucking pitch that thing is. You can sell pre orders for that right now, this second. So I want to know more about that. That's where my head's at.

I 100% agree. I kept waiting for you to tell me what the real problem was, because you had me at the beginning when you were saying that all sexual wellness has been geared towards men. It's like, oh, I like where this is going. And then you were like, all about gender neutrality. And then I was like, well, well, then who's the market?

I thought we were going to one place. Like, I thought we had a really clear market where we were going to targeting women. It was like gender neutral packaging. Then I was like, well, wait, so now we just went from having a really clear market to having no market. Now it's. Now it's the product for everyone. And so you missed me. But if you had. If you had done what Billy is suggesting, have set up the problem, like, people are hooking up more than ever. And they're hooking up in this way and this way and this way and people who are gender neutral and you have people who are gay and you have people who are lesbian and they're straight and sometimes they're all of those things and everybody's hooking up and now we have a problem. Tell me what the problem is and what it is that you solve. I still don't really know who your target market is after going through all of this. Now, that said, there was some, like, there was some hilarious shit in this, right? I love the name of your products. I laugh so hard at the name of your products. And I loved how you opened with that slide lead with that lead with your best stuff because you had my attention at the very beginning. And then if you had hit me with a clear problem, I would have been throwing money at you right now.

Sounds good.

Yeah, I want to. I want to talk penetration a little bit.

So are you looking retail route? Like, I don't. I wasn't really clear, like the direct. I mean, you said Amazon, I guess. So it's direct to consumer. But how are you going to find those people? I mean, again, the market's not super clear, like Brian said. So I'm just.

First that question, then I've got one more comment about the presentation itself. But just how are you going to differentiate yourself other than the name? I mean, they're not, you know. You know, I love the name, but how are you going to differentiate? Is it just the organic play? What. What's the difference?

So a few things. So definitely being the organic play, everything's all natural. There's actually one. When we thought of this idea, there's only one company, we didn't think there was any. And there was only one, which is Mode, which we talked about in our presentation. So they basically have the same sort of direction that we're going. So they're kind of the same thing. Gender neutral. It's not directed at male, female, anybody.

It just.

Just sex. Plain and simple. It's sex. And they're doing 6 million within two years. So there's a market there for sure. I know we keep coming back to the male, female, that sort of thing, but we wholeheartedly, heartily believe, and I mean the stats and the market have told us the same thing. There is a market for this and that is a direction that. That it's going.

Can I see the aisle five wipe? What the hell does it look like? Show me the aisle five wipe.

We don't have Any on us. But what do you mean you're not.

Prepared with your own shit?

What are you talking about?

It's basically like the dude wipes, right?

We only have the lube. If you can see, this is our product design. We actually, when we started this back in February, March, that's when Covid hit and we were going to get our wipes manufactured and then boom. Covid, all the Lysol wipes are sold out. Next, you know, we had to order 50,000 minimum water quality units. It's like we couldn't stretch 75, 80 grand to pump those out.

So we've had to go standpoint. It's like, what's that product that's going to grab people's attention? Because lube, you're just. It's so competitive. It's been around forever. Right. But like, I don't know if there's too many people who have like, who own the idea of the right after wipe, whatever the hell you're calling.

Yeah.

So that was the initial, the initial base for a product. But obviously Covid hit and we had to switch some stuff around. So we're going in a little bit of reverse order here.

The other thing I was going to say is don't read to me like your longest slide. You read the whole thing. And that is like the worst thing you can do in a presentation. Like throw some bullet points. If you're going to go with the like back and forth, you know, each of you have your things to say. You need to rehearse it more because it came off as very like robotic and there's an opportunity there for lots of humor and you really need to, if you're going to do that. This needs to be like a stand up set. If you're going to go that route, like it's got to be crisp, it's got to be on because you delivery, I mean jokes and you know, I heard the one word things that you put in there, the sexual terms that you put in there. But it didn't land because you didn't give it the right delivery. And it's all about delivery. You know, how you, how you deliver in Sex Matters.

Yeah, exactly.

See.

I was waiting for a connection between the products.

So lubricant is the first product.

I was waiting for a connection between.

Something about that lube and ingredient, something.

Upon a difference and then linking that with the target market.

I was looking for that connection because.

Otherwise it's just lube and a vague.

Target market which others are chasing as well.

So I really would have loved to.

Have heard something like that.

Sam, you get the last word.

The one time. Sam has nothing to say. This is amazing. I'm in investing right now. You shut up. Sam Prentice, ladies and gentlemen.

Sam was actually on mute there.

So to piggyback on what else was said there, guys. So first off, I think that the pitch had a lot of potential. And if you're trying to differentiate, one of the ways you can differentiate is one is focusing on what's different, what pain point you're actually solving, and. And then two is in the pitch itself. You know, just like Dude Wipes. Dude Wipes is not a new invention. It's Huggies and a different packaging. That's all there is to it. So you can. You can take that same model behind it. But the way Dude Wipes worked is it was interesting, it was funny. It triggered something, some emotion out of me. This. This pitch did not trigger an emotion. The first slide triggered an emotion. We were locked in everything past that. You had a chance to build on it. I think that that's where this was missed, is find a way to build on that, trigger the emotion. Even if that emotion is amusement. We're talking about something fun. Sex is fun. Let's make it fun. Let's talk about it. And talk about how this can move the ball forward on that.

Well, sex can be fun. Not always fun. It depends.

No absolutes here.

Sometimes it comes with 18 years of responsibility.

Hey, listen, sex is messy. Babies are even messier. So this is going to solve two problems right there. If you have sex, you can clean that up. And if you have a condom, we'll have the second mess Problem solved.

Hey, Billie Jean, if sex isn't fun, you know, you're the common denominator there.

I always say it wasn't a person that I've just heard from others.

Oh, okay.

Good work, team.

That was awesome. That was really good.

Thank you, Kalen. I feel like we're missing out on this singing bowl, whatever gong thing that it has.

What is kind of amazing is how you guys have got it locked down. It's within seconds. So, I mean, if you want me.

To gong some shit. Yes.

Bang Job is Casey with rx.

Okay.

I want to introduce you to RX Elite level naturals. I'm sure each of us can tell a story about a friend or a family member or possibly even yourself that have been affected by cancer. And the problem is a big one. And it's becoming more and more prevalent in our world today with the ingredients and products that have been caused to and linked to cause cancers and other illnesses. So there are solutions for this. But another big problem is that there's a natural. There's a belief that natural products just don't work and they're not effective. So how are we going to fix this? Our solution is simple. We're going to create natural products that just freaking work.

What we want to do is create and create products that reduce cancers by eliminating those ingredients that have caused those illnesses. If we can do that, then we can help those people live a long and healthy life with their family and loved ones.

So our product line right now starts with a natural chemical free deodorant. We already have that initial inventory in place and ready to launch here in the next 30 days. To follow that up, we will be releasing a female athlete version that's currently being developed and tested in our gym by a group of athletes. The third product will be antimicrobial workout apparel. We have an agreement with a distributor in place, so we're ready to go for that.

So the plan is to have those three products launched by the end of Q2 in 2021. We'll follow those up with a natural workout and pre workout recovery supplements and also with an emergency shower kit.

The founder is myself, Casey Craig and my partner Andy Bolliger. Together we have a combined experience of over 20 years in the CrossFit and extreme fitness market. This gives us a real advantage on being able to know the demands and expectations of products that our athletes and that our members want and what they demand. And it also gives us a chance to get firsthand knowledge of what works and what doesn't work in the gym.

Advisors.

You know Ryan Moran and his Capital Link team marketing. We also have turnkey management. They're going to be handling all of our Amazon marketing and sales channels.

Our strategy is simple and straightforward. We have a group of existing customers that we're going to initially launch to. So that'll give us the initial momentum on Amazon and also get those crucial customer reviews at the beginning. Second, we're going to partner with two to three audience influencers. We'll use their audience to grow our customer base.

Then we'll also use Amazon and its growing marketplace just through organic searches for our products on their platform. And then one of the things that's often overlooked is we'll have a founder led customer service team. We feel like this would give us, our customers direct feedback and a direct line to the leadership of the company for any improvements or feedback or improvements that they want. To see in our products.

So market trends. Right now it's estimated there's an active 4 million CrossFitters in the US alone. The other numbers there on the screen are the yearly Amazon sales in natural deodorants, fitness gear and supplement sales.

Legacy brands have spent almost 1 billion in acquisitions. Acquisitions just between these four companies. So there's definitely a realization that the bigger companies are realizing the demand for natural products in the market.

Today.

We're seeking a partner to bring in 125,000 in exchange for 10% of our company. This will go directly towards new inventory and further our product development and also allow us to be able to get aggressive with our marketing campaigns through Amazon and other social media platforms.

If you'd like to be a part of reducing cancers in the world, we'd love for you to join RX and our mission.

Thanks.

All right, I'll kick this thing off. All right, so, Casey, I really like your brand. I really like the product line that you're considering. I really like the approach that you're taking. I really like the comparisons that you made to other companies that exist. I didn't care for your pitch because the problem that you're attempting to solve has nothing to do with your product line. So at the very beginning, you're like, we're out to reduce cancer in the world. I'm like, oh, you have my attention. Let me tell you about the pre workout that we've developed. I have no idea how that connects at all. So you've either got to change the problem that you're solving or you got to tell me why CrossFitters care about solving this problem that you've got. There's a huge disconnect here. So if you had just opened with the fact of we serve CrossFitters. CrossFitters have different desires and demands in the rest of the world. They buy different food, they buy different deodorant, they buy different clothes. And there's only ever been a couple companies that went all in on serving those specific needs, and both of them were acquired for over $100 million. That right there, you have my attention. But this, like, we're out to reduce cancer and now we're talking about CrossFit made no sense at all. So you've got to change one of those. You're not a cancer company, man. You're not a cancer company at all. You pulled that out to try and make it an emotional pitch and it fell really flat. So you've got to pick the problem that you really want to solve. Or you've got to completely redo the company to be a cancer company. But trying to do both of those things was a huge disconnect. My suggestion to you would be to actually find the piece of this that you really care about, because I can tell that there was a disconnect in what you really want out of this and what you were presenting. So you want to be a CrossFit company?

I think so.

If you want to be a CrossFit company, go be a fricking CrossFit company, man. CrossFit companies are great. There's all kinds of multimillion dollar CrossFit companies. There's CrossFit companies that have been sold for hundreds of millions of dollars. So own that shit. Be like, look, the problem that we saw that we face is that CrossFitters work out. They smell like hell, and they don't want to put deodorants that don't work. And we don't want. They don't want to put aluminum on their. On their skin. So we've got a natural deodorant that is the RX deodorant and our next product. And now you're actually in alignment with what you actually believe. Okay, but if you really believe, if you really wanted to reduce cancer in the world, you would have opened with an emotional story about how this affected you and then painted a picture about how it led you to become this type of an entrepreneur. But that wasn't there. And you've got to solve that mismatch if you want to be persuasive with this pitch.

Okay.

Yeah.

I guess my question was I was trying to figure out. So my marketing brain, I love stereotyping, and I just couldn't wrap my head around CrossFitters really being super passionate about what they smell like. To me, when you see all of the CrossFit band, it's like, oh, I'm sweaty. I fucking hit my box.

Now.

Where's my natural deodorant, please? Like, it's just, like. It just doesn't fuck. Like, so for me, it's like, okay, now I'm gonna invest. Like, okay, here's 100 racks to go invest to really find out if people want it. So to me, what I would need to see there to raise interest is like, pre orders. Hey, we have this natural thing coming out, and people are raving. I mean, they cannot wait to fucking see this natural. Because for me, I just around the product, like, it's just like, do. Do they care? Like, I don't know. And I Don't know that answer. And so that's actually my biggest concern, the whole thing.

Yeah, I definitely agree with you. The whole cancer fell flat. I was excited the first slide, like, oh, we're gonna have like some all natural way to battle cancer. And then all of a sudden I see deodorant T shirts and stuff. I'm like, what? I'm out. Like I just, it didn't make sense. So yeah, so I agree with Ryan, I disagree with Billy that I think that CrossFitters, there's a big health concern in that market. It's probably a sub market of the CrossFitters, but it's definitely there. And if. Same thing. Yeah, if you say Rxbar sold for this, you know, all these CrossFit centric brands, that'd be great. So I see Billy's point though. So yeah, I would need to see some sales before I would throw it out.

Sean, it's a good point. Like, and for me mine wasn't do I believe it or not believe it. It was, I don't know. And a lot of investors don't because they haven't been in the game like you guys have for a decade place. So I just wanted the education of like, oh, you didn't know. But CrossFitters, even though they're, you know, they're also like eh, you know. So I just wanted to know both, that's all.

So Casey, real quick here, I'm going to tell you literally what I wrote down. As you're writing is the first thing I wrote down. As I said I love the affected by cancer pitch. Like that actually spoke to me personally. So I went through a 10 year cancer battle with my mom. It just, just a really, it really hit home to me. So it actually generated some emotion which I love and have a pitch generates that off the, off the first couple slides. What the disconnect that Ryan mentioned was a hundred percent on point is I wrote down connect your solution to your target market. So I understand what's happening here. I do get the connection of connecting deodorant to cancer, connecting deodorant to CrossFit. And I like the idea of saying, okay, here's a niche you're going to go after where you're going to go. Instead of just being another me too brand that's launching healthy alternatives and just going and you're launching to a very specific market that you think there is, that is underserved. I can get that connection. I can make that by doing a lot of work. But it wasn't clear to the pitch. So if you can speak to the connection between your target market and why you're choosing this target market, be it that they're underserved or that they haven't allowed them to adapt to more health conscious things, that's going to be the big connection that can be made. I think that it could be a home run.

All right, thanks.

In terms of your launch strategy, I would have liked to have heard a.

Little more around what would happen there.

In terms of you mentioned lead customers.

How many customers and how are we.

Going to get Amazon reviews from them.

Out of the gate? So that'd be interesting.

Also, you mentioned that there was testing by athletes. It'd be interesting to just elaborate on.

That a bit more.

I've seen startups launch and they've collaborated.

With a sports team to get local.

Media coverage as part of PR efforts.

And that kind of thing, you know.

Is that what you're talking about or.

Is it something just very informal?

So I would have liked to have heard a bit more about that. And on the branding, if it's a natural product, red and black branding doesn't.

Strike me as natural.

That's just not what I think. When I see primarily black bottle with.

Red splashed across it, I get it's very masculine and it might make sense.

Across a lot for your target market. Didn't speak to me in terms of natural though.

But I think that's what I liked about it, is the branding was sick and it's changing the feel of natural because, like, that would be a turn off, right? Like you're this dominant alpha male and now you're like, oh, I'm gonna like. I think I actually like that spin. And then you guys had a slide. It said, partner with influencers. Like, how do you bring excitement to the pitch? Imagine giving that whole pitch and saying, by the way, the influencer that we have locked in guaranteed and writing is the Rock. I'd be like, oh shit, the Rock. Saying, yeah, that is cool. Da da da. Like, who are the influencers?

Now?

It doesn't have to be the Rock, but you guys know the industry. My guess is you guys have a relationship with every single top crossfit person out there. Get them on board. Show me that. Cause that's exciting, right? Like, okay, hey, even if I don't fuck with the product or whatever, and I see all of the top people in the industry, I this, it's. You can make anything cool. If everybody says it's cool, then it's cool by default. So that's exciting from a monetary standpoint.

To me, I think that's. I think that's really good advice. The fact that I like the idea of making natural cool, of making natural masculine, I really like that approach, especially if you're taking a crossfit angle. Again, forgive me for repeating myself. There was just too much of a disconnect between what you said your company was and what the company actually was. And you can make this a home run in a variety of different directions if you just own what your actual company is rather than trying to force this mission that doesn't connect in okay, awesome.

Thank you, Casey.

Thank you.

Judge Gong us Kaylin.

There we go.

We were so efficient and so epic with our pitches. We have time for one more.

Let's do it.

I've got Tiffany presenting Squish Face. Are you ready, Tiffany?

Okay, so the brand is Squish Face. It is a dog skincare brand with a focus on wrinkly dog breeds. Quick origin story is that I got my first dog, Milo in 2007 and had no idea that infected dog wrinkles was a thing, let alone a problem. But I did quickly find out. I assumed the product was on the market, but there wasn't anything. I went on Google and Pinterest looking for DIY options, but nothing worked. Fast forward several years later I saved up $5,000 bootstrap selling items on ebay, then decided to create a solution to that problem and Squish Face was born. The gentleman on the right was my dog Milo, and he is the sole reason that this business exists.

Video In 2009, approximately $96 billion was spent on pets in the US 2020 is predicted to reach 99 billion. We've got the estimated number of pet dogs at almost 90 million. We already know the pet industry is huge and still growing, so I'm not going to harp on those industry statistics, but I do want to point out a couple of the contributing demographics for that continued growth. One of the main ones being dinks, which means dual income, no kids. With increase of dual dink households, many of those households are now veering away from having children and often redirect parental desires and resultingly capital caring for their pets. They want the best for them. Further, there is more information readily available about what a quality product is made of and these households are willing to pay for the best for their dog. On the other end of the spectrum is the boomers, accustomed to several decades or so of a busy household bustling with family. The reality is that many people in this demographic are suddenly finding the house empty and they are lonely and resultingly get a dog for companionship. They too are more educated about quality products and also want the best for them. So I've touched on trends for customers and who's contributing to that spend and why. But I also want to point out the popularity of wrinkly dog breeds and what that means to us. When we look at the idea that There are approximately 90 million pet dogs in the US and consider the high popularity of the bulldog as a mascot for sports teams, colleges, and even the US Marine Corps, there's some very strong supporting evidence that there are millions upon millions of wrinkly pet dogs out there. Which is a fantastic opportunity for us because that means there are millions upon millions of dirty wrinkles and tear stains that need our help.

Wrinkly dog breeds are a there we go problem solution Wrinkly dog breeds are a huge moneymaker for vets, especially when it comes to reoccurring skin infections and unnecessary surgeries, including surgically removing dog wrinkles and even tails that are hot spots for repeat infections.

Not all issues need a vet for a solution though, and that's where Squish Face comes in. Our products help a dog parent avoid pricey surgeries and repeated and costly vet visits while prioritizing natural and safe skin care for dogs. Squish Face products clean and protect dog wrinkles, tear stains and tail pockets from infection. Our flagship product is Squish Face Wrinkle Paste, a paste that cleans and protects dog wrinkles, tear stains and tail pockets. Antibacterial and antifungal, the paste forms a water repellent barrier that helps keep moisture, fungus and bacteria at bay. To amplify the lasting effects of Wrinkle Paste and with significant upsell potential, we recently launched our newest product, Squish Face Wrinkle Wipes. While each was designed to deliver a quality result individually, when used together, they pack a double wallet against microbial growth. Our sister product to the Wrinkle paste is Squish Face Tear Stain Paste, formulated specifically for long haired breeds such as Shih Tzus, Pomeranians, Poodles and Maltese. The formulation is similar to the Wrinkle paste yet thinner so that it can be more easily pulled through longer dog hair. Future Products Slated for release March of next year we have our toe clay coming out which is a powder application to address interdigital ptosis. Slated for release in July of next year we have our ear wipes which are similar to the wrinkle wipes but will be differentiating from other products as they will be individual finger sheath type wipes so it delivers the solution better and also no debris gets on human hands. Where we're going, we've got lots of room to grow and I am very excited about what's going to happen next. Slated to begin mid next year, we will expand to a wholesale program for grooming supplies distributors, animal hospitals and boutique pet stores of which we do already have a growing waiting list. We will also expand our online offerings in other countries because currently we're only selling the wrinkle paste outside of the US So we need to fund fulfill inventory needs for those additional international listings. Also launching later next year we will begin our affiliate program with influencers and bloggers of which we also have a growing waiting list. As far as money goes, these projections for the next couple years are including what's laid out on the left side. So that means not only reaching 100 units a day across each of our listings, but also expand expanding our international offerings wholesale and affiliate programs. It is a cumulative effort. The ask we're asking for a lot because we're doing a lot and we've got a lot of room to grow. Those funds will be used for inventory and the two upcoming product launches, but also advertising to drive traffic for these launches. Further, they'll be used for the new wholesale and affiliate program infrastructures and launch. I feel extremely confident that with this capital we'll be able to scale this brand to 5 million and beyond at exit. Thank you very much for your time.

Well, I want to lead off. Tiffany.

Yes.

That was an outstanding pitch. You did a great job answering a variety of questions that typically answered. You did a phenomenal job. So first of all, that was very well put together. I appreciate the detail you brought to that as an entrepreneur.

I'll put it this way. I have a dog. I got a Yorkie. My ex has a bulldog. I had a bulldog for years and I could care less about dog wrinkles. Like everything. You made me interested in the subject. I was like wow, actually. And so that's a sign that you did a good job is you take someone who's not interested and you make it interesting. That's a good test for everybody. If you can. No matter what you pitch, you should be able to garner interest if you're delivering it correctly. So well done on that. How much bigger or how many more customers do you think you could get? So five years is actually a good amount of time to get some brand awareness. I saw that you were featured on Buzzfeed et cetera. Well, now that you've been featured on buzzfeed so much, is the PR boost kind of gone? Like, are we going to start seeing kind of a flat line? Is there still a spike for this? Like, do the people who should know you already know you? Like, where's the. Give me some of the.

Question. And the answer is no. We are still growing in our awareness for the Squish Face wrinkle paste. We just launched the two more products. We've got two more coming out in the future. So it's a full brand line that we're working on building the base.

Tiffany, I loved the way that you opened. I loved that you made me understand a problem that I didn't know existed. I loved the story that you told. I also loved when you showed the costs of the problem on slide. I think it was slide three. The vet bill is $4,400. You showed me how big this problem was to the average consumer that could be solved with a $30 investment in one of your products. The problem was in the middle there. You had this slide. I don't know what it read because I fell asleep. Everybody fell asleep. Because you're talking about, like, this broad, like, millennial not having kids, and you had me with this emotional problem and who you were and why you were doing this, and you have me talking about how big the problem is, and then there's all this fluff in the middle. I don't know how this. This relates to. So you need to just remove that slide. You need to show me. You need to show me the problem. You show me the cost of the problem. And then when you started showing me momentum again in the business, you had me right back. So if you take out that lull where you spent way too much energy trying to sell me on why this was a growing problem on the dog market getting bigger. If you cut that out, you have a really clear sign of, like, momentum. Momentum. Momentum growth. Perfect.

I think I would just reorder the. The presentation a little bit. From just a presentation standpoint, everything's in there, but it just, it felt a little dried a couple places. So I would do something like, I would show pics, like, live pictures, Cartoons were cute, but show some live pictures of these, of these breeds that people love. Show how cute they are and say, aren't they cute? Get buy in from the, from the panel and then say, but there's a hidden problem that even people who buy these dogs and get these dogs don't know. And then you Zoom in on these things and you show the damage that's happening in these wrinkles. And then from there you would go, we know that this is a problem because we've sold $750,000 in products this year to solve this problem. And we know that's a big thing because compared to the vet bills that are $4,400, we're a bargain. Right? So you're building this case and then the last thing you would do is you'd go, but we're just getting started because the size of this market is $95.7 billion and the wrinkly face has about 30% of that or whatever the number is. Now you can show them, hey, this is a $20 billion opportunity. Forget Ryan thinks small, $50 million. He's a small thinker. We got to work on that with him. But you show them that this is a 15 to 20 billion dollars and you're already got a foothold in it and nobody else does. And you're going there now you got me.

That was the best advice you've heard today. It literally laid out exactly. That was great. You can literally turn that into a video ad too and run the same.

I want to invest now based on that reordering of positioning.

Give me five minutes.

And like Tiffany, you've got to believe that to sell it. And so part of this is convincing yourself that you're sitting in the middle of a $15 billion opportunity, because you are and you have the momentum to be able to do exactly that.

The tear stain product actually does open you up to the the majority of that $95 billion market. You may be squish based, but the tear stains are pretty much any dog.

Right?

And one last final question I want to ask real quick here is on your product line that you have right now here, number one, is there any competition on any of the three product line that's emerged since you started the business? And then two, is there anything that you have that's proprietary behind your product line right now?

So there are a couple of the other products out there that are aimed at that issue. They are not made in the same way and they are not necessarily antibacterial and antifungal, which is a priority for my brand line. As far as Amazon, we have the market cornered for that.

And then what was the next question?

Sorry.

Like you said, from a proprietary standpoint, I think you spoke to that as you have different ingredients in yours. So there's nothing patented, nothing that is, that couldn't be replicated. But you have proprietary ingredients that you put together a blended formula that is not replicated right now.

Correct.

Okay.

Quick comment.

So when you talk about the problem, everyone keeps talking about the money. They're going to say, but I think the real pain point is the torture the dog has to go through if.

It has to have surgery.

So your alternative is your dog getting cut up with a knife from getting.

Their tail chopped off, and your product.

Prevents that from happening. To me, that's much more emotional impact to understand the pain point you're solving versus just saving four grand.

Yeah, that's my second set of pictures that I suggested. So, like, show the pain and that stuff. We've talked about that before, but yeah, I think that's. You're right. You're right on Jason.

Yeah.

Okay. On that note, though, and I. Give me some feedback. So I debated presenting some of the before and after photos and some of the more graphic dirty wrinkle versus clean wrinkle photos, but they are incredibly graphic. Good off putting. Oh, that's good. Because I was thinking that be just distasteful to throw in there.

You can connect it to your product. It's good if you're just showing it for shock and awe. Not good.

I think if you make that connection and you can.

Neck the dirty, it gives you the shock and awe where someone is a little bit repulsed by it. And then you attack the heartstring of saying, here's the solution. If you let it get from here clean to here dirty, here's the current solution is you have to go over here to vet Bill and you have to do this to the dog. Boom, boom, boom. All the people who are sitting there like, oh, I don't want to watch this. It's kind of like, oh, you know, do you want to watch what gets worse after that? You corner people into a spot where they really have no choice but to buy your product or else they're terrible human beings. And that's a great place to be in.

Honestly, like what you say, it's always the how you say it, right?

Absolutely.

You can get away with anything as long as you say it.

With what everyone's saying today, you have.

The moral high ground by 100%. Like, you're actually preventing a real problem for a being that cannot do that for itself, and to not take action on that would be negligible.

On that note, can we give a special thanks to our special judges for coming out and analyzing your pitches? Billie Jean, Sean McCool, Ben, Sam, thank you very much for lending Your expertise inside the capitalism incubator today. Really appreciate you guys. Thank you.

Billy.

Thanks for bringing the heat, my friend.

Thank you guys for having us. And by the way, Ryan, shout out to you. This is such a dope. This is so cool of you to bring this to your community, to do something like this. I mean, I mean, I learned a ton. And I mean, I go on every. What can I learn? But even I learned a ton here and I appreciate you guys having me. Everybody's super cool, but I think this is just such a dope thing that you're providing for your community. So shout out to you. This is really smart. It's fun, it's engaging. It's a great way to learn.

Thank you. Thank you. Thank you, Sam. Thank you, Sean. Thank you, Ben.

Thank you, guys. We appreciate it.

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