Shark Tank Season 12 Episode 5 Recap

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Shark Tank Season 12 Episode 5 Recap with Ed Jaffe, demo and presentation coach

Shark Tank Season 12 Episode 5 Recap with demo and presentation coach and Demo Solutions Founder, Ed Jaffe, is part of our pop culture series and underscores the importance of the pitch. You get one shot to make a deal, or it tanks

Another week, another episode of Shark Tank. Let’s get into it. But first, a warning – this post contains spoilers. If you don’t want to know what happens, watch the episode, then come back here for my analysis.

PSA before we get into it, since this is the biggest platform I have. Masks. Save. Lives. Period. Please wear a mask and don’t go anywhere for Thanksgiving. The sooner we all just do the right thing, the sooner this can just be over.

And now back to your regularly scheduled Shark Tank Recap.

The Sharks who appeared on this week’s Shark Tank – Robert, Lori, Mark, Kevin, Daniel Lubetzky.

The products that appeared on this week’s Shark Tank: FitFighter, LIFTiD Neurostimulation, Foam Party Hats and Bee D’Vine

Next (recap) into the Shark Tank: FitFighter

What is it: FitFighter. It looks like a segment of fire hose.

The ask: $250K for 15%

Who are the founders: Sarah Apgar

How many offers: 1

The result: $250K for 25% with Daniel Lubetzky

How was it presented to the Sharks?

Sarah walked out, and she is ripped. After giving her background (she’s an Iraq vet, parent, firefighter, athlete – an all around badass) she showed off her workout with the FitFighter. It looked TOUGH – she was out of breath at the end. She then had all of the Sharks stand up and do a few exercises with the FitFighter.

The Sharks applauded her demo, as they should have. It was a great demo.

What worked during the demo?

Having the Sharks participate in the demo – all of them doing the exercises with her instead of just one.

Sarah’s sales were a bit low when launching, but she didn’t give the sharks a chance to object. That gave her time to get to how she proved the concept for the B2C market.

This was one of the best presentations I’ve seen on Shark Tank in a long time. Sarah was poised, she showed her product well, and she communicated the benefits effectively.

What didn’t work during the demo?

The business model seemed a bit shaky. Cuban picked up that she’s “drowning in opportunity” – she’s a bit unfocused. But, in her defense, COVID has made things hard for everyone, and the fitness industry has been hit about as hard as anyone (seriously people, stop going to the gym. We’ll all get the #quarantine15 and be ok when it’s over).

Additional thoughts about the demo

Daniel offered 25%, she countered at 20%, so Robert had a “you’ve got to be kidding me” look. But, if she didn’t counter, she would have gotten the same reaction (how could you not counter!?). Pick a lane, Sharks!


Next (recap) into the Shark Tank: LIFTiD Neurostimulation

What is it: A device that shocks your brain to help you focus. Yeah. It’s like coffee (or adderall?) but in a thing that Doc Brown would wear on his head

The ask: $200K for 10%

Who are the founders: Allyson and Ken Davidov

How many offers: 0

The result: No deal

How was it presented to the Sharks?

Ken and Allyson came out and talked about their product, then they had the Sharks put it on their heads. It went about as well as you would expect based on that description.

What worked during the demo?

Not much. This product just felt shady, and Kevin called it one of the worst presentations in the history of Shark Tank.

What didn’t work during the demo?

Ken called it stylish. I don’t even know how to begin to comment on that one. Also, Allyson looked very uncomfortable when Ken put it on her head. Just look at her. Does this look like a person enjoying the product they’re selling?

Cuban read the product warnings. He was clearly skeptical (he hates stuff like this). Just look at this face. This is not the face of someone who is enjoying the demo.

When Kevin tried to ask question, Ken wouldn’t stop talking. He was way too intesne.

Robert: “You were a machine gun, and didn’t let me talk. This was a horrific presentation. The nicest thing I can say to you is ‘I’m out.'”

Additional thoughts about the demo?

When people come out with a science focused product, and no background in science, it immediately creates doubt. “You tried to sell science without using science. For that reason, I’m out.”

Also, on the show they claimed that what they’re pitching is backed by “5,000 studies” (the concept, not their product – which is a VERY important distiction). On their site, as of this post, they’re claiming 4,000. Which is it?


You seem like someone who wants to be our friend. Why not join our list?


Next (recap) into the Shark Tank: Foam Party Hats

What is it: As the name would suggest, a Foam Party Hat

The ask: $100K for 15%

The founders: Mother-and-son team Manuel & Grace Rojas

How many offers: 2

The deal: 25% for Mark and Lori

How was it presented to the Sharks?

A very fun mother-and-son team came out, had some streamers and noisemakers, and were wearing their hats. I really ejoyed this one.

What worked during the demo?

“This is the first time I’ve worn pants in a long time.” That was said in a demo. Excellent.

Everyone got a peraonalized party hat. Suit hat for Robert, Chef Wonderful hat for Kevin, etc. And they lit up. That was super fun.

Manuel and Grace were, for lack of a better word, adorable.

What didn’t work during the demo?

Cuban identified their biggest challenge – they’re not in the hat business, they’re in the fun business. This could be a good thing or a bad thing, but in this case, it was a bad thing.

Additional thoughts about the demo

It’s always interesting when the Sharks give the entrepreneurs career advice (don’t quit your day job). But then, after that advice, Mark and Lori gave them a great deal and Daniel just couldn’t compete.

This feels what Shark Tank used to be. An interesting product, haven’t really raised money, and it’s just different than anything else out there. I wish Shark Tank would do more of this type of product than the standard rotation of food/fitness/apps.


Next (recap) into the Shark Tank: Bee D’Vine

What is it: Honey wine. Also know as mead. Like what they drank in the middle ages (though, according to their website, it’s neither wine nor mead). But I very much want to drink some.

The ask: $750K for 20%

The founder: Ayele Solomon

How many offers: 1

The result: 4 Sharks (everyone but Kevin for 40%)

How was it presented to the Sharks?

A clear description of the wine, a bit of Ayekle’s story, then a wine tasting with the Sharks.

What worked during the demo?

Ayele did a great job. Sometimes, it’s clear that the presenter is being themself while they demo – their personality shines through. This was one of those times. I felt like I got to know Ayele through his presentation, which is exactly what I want to see. By being ourselves when we present, it gives us the brain space to focus on our audience, not on trying to be someone else.

What didn’t work during the demo?

The numbers weren’t great, but this also wasn’t Ayele’s full time job.

When he got an offer from 4 sharks, he tried to negotiate. Normally I would say that eveyrhitng should be negotiated, but not this time. He realized it too, which is why Ayele quickly took the deal.

Additional thoughts about the demo

Watching Mark and Lori talk to each other while Kevin was rambling was great. It was also great when Kevin said “you guys are going to lose money.”

I’m 99% sure they all actually got in on this to mess with Mr. Wonderful.


Recap of the Shark Tank Season 12 Episode 5 Recap

We hope you found some of the lessons from Shark Tank, Season 12, Episode 5 useful. Share Shark Tank Season 12 Episode 5 Recap with your team and come back next week for a new analysis. And, of course, if you want to see how we can apply this type of framework to make your demos better, feel free to get in touch.

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