Shark Tank Season 12 Episode 6 Recap

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Shark Tank Season 12 Episode 6 Recap with Ed Jaffe, demo and presentation coach

Shark Tank Season 12 Episode 6 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.

One more PSA because, again, I have a soapbox. This week is Thanksgiving, and I love thanksgiving as much as anyone, but I will be spending it with my wife and son, and no one else. Please don’t break your bubble for Thanksgiving, otherwise the rest of the holidays are going to suck. Zoom isn’t the same, but it could save someone’s life.

And now back to your regularly scheduled Shark Tank Recap.

The Sharks who appeared on this week’s Shark Tank – Daymond, Lori, Mr. Wonderful, Cuban and Blake Mycoskie (the Toms Shoes guy).

The products that appeared on this week’s Shark Tank: Pan’s Mushroom Jerky, K9 Mask, Moment, Prime 6

Next (recap) into the Shark Tank: Pan’s

What is it: Mushroom jerky

The ask: $300K for 10%

Who are the founders: Michael Pan

How many offers: 2

The result: Cuban for 18%

How was it presented to the Sharks?

“I’m going to talk something near and dear in all of my heart (overly sincere),” then yelling “jerky.”

He showed a video of someone pulling apart a piece of jerky that was weirdly sexual. Mr. Wonderful was not into it.

What worked during the demo?

The reveal about it being mushroom jerky made the rest of the demo make more sense. It was an excellent reveal.

He has a genuinely interesting product – my first reaction was “ugh, another food product,” but this was different.

Michael seemed like a genuinely good guy, and I was happy to see him get a deal.

What didn’t work during the demo?

Michael’s pacing was a bit jerky (#dadjokes) – his style sort of felt all over the place as he was building up to the reveal. It was likely nerves – he seemed to calm down once he started the Q&A.

Additional thoughts about the demo

Blake said “I only make 2-3 investments per year.” Then why the hell is he on Shark Tank? He also gave WAY too much of a preamble before making an offer.

I don’t think I’ve ever seen all of the Sharks talk over each other during the offers – I particularly enjoyed when Cuban said “I’m a vegetarian” and Lori responded with “I’m almost a vegetarian.”

Lori was selling HARD. “You don’t get 2 Sharks. You get 1 1/2 Sharks.” Then, after Cuban was almost done at 18% for the “between 15 and 20% offer,” Lori threw Blake out and offered 15%. I’m really surprised she wasn’t more aggressive on the offer considering how bad she wanted it.


Next (recap) into the Shark Tank: K9 Mask

What is it: Air filtration masks for your dog. Yes, there are no typos in that sentence.

The ask: $200K for 20%

Who are the founders: Kirby Holmes and Evan Dougherty

How many offers: 1

The result: $200K for 40% (Daymond)

How was it presented to the Sharks?

Kirby and Evan walked out with silly looking masks (for dogs), talked about the need for a mask, but then the reveal was that it was about the dog. It was fine.

What worked during the demo?

Once they got to the use case of it being a “crisis mask” (wildfires, toxins, etc), then it actually made sense why someone would buy it.

Countering to Daymond after he said he wasn’t going to negotiate. Sometimes the Sharks yell at entrepreneurs for countering, but I think they were all so surprised that Daymnond made an offer to argue with the counter.

What didn’t work during the demo?

Walking out while wearing the masks was a bit tacky, and got some eye rolls from the sharks.

They should have played up the crisis thing pretty much right away. It was clear the main objection was going to be somewhere between “why” and WTF.” If I were doing this pitch, I would have made a much stronger emotional appeal about why it matters and the type of impact it can have.

Additional thoughts about the demo?

This was a dog product, so Robert would have invested in it.

“<hand wave>, no.” – Kevin


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


Next (recap) into the Shark Tank: Moment

What is it: Meditation juice (that’s what I’m calling it – it’s a drink that (per the pitch) has the same effects to the brain as meditating.

The ask: $200K for 10%

The founders: Aisha Chottani and Fahim Kajee

How many offers: 0

The deal: N/A

How was it presented to the Sharks?

They leaned into the fact that they are terrible actors – particularly Fahim. There wasn’t any scenery left by the time he was done chewing it.

What worked during the demo?

A demo like that requires going all in on how ridiculous it is – there is no going halfway. Fahim knew that, and he overacted in a way that perhaps only William Shatner can match (and I mean that as a compliment).

Aisha had a powerful personal story about how her parents supported her as she avoided an arranged marriage and went to college.

What didn’t work during the demo?

Fahim said “honestly” WAY too much.

It would have been helpful to see a bit more of the science behind the product.

Additional thoughts about the demo

I’m really surprised Cuban didn’t roll his eyes or make comments as they talked about the herbs and their effects on the brain – he usually hates that sort of thing.

Blake liked the product name, but I’m going to disagree with that one. It’s a nice tie-in to what the product does, but just Google the word “moment” and you’ll see why it’s a bad name.


Next (recap) into the Shark Tank: Prime 6

What is it: Charcoal briquettes but made out of sawdust

The ask: $200K for 10%

The founder:Riki and Oron Franco

How many offers: 2

The result: $200K for 25% with Mr. Wonderful (they got the same exact offer from both him and Daymond.

How was it presented to the Sharks?

A “there’s got to be a better way” type demo.

What worked during the demo?

There wasn’t a lot not to like about this demo. Solid product, good presenters, they had a good “we drove around and hustled” story, which the Sharks love.

They plant one tree per sale, which is a nice thing to do (and Blake likes that)

They brought out the first PO (Lowe’s) during the pitch. Nice touch!

What didn’t work during the demo?

I understand nerves, but Oron presented a bit too quickly. That said, I don’t have much else to critique on this one – this is a case of “I’m being super nitpicky because there’s not much else to comment on.

Additional thoughts about the demo

“I’m gonna sell the shit outta this.” – Mr. Wonderful.


Recap of the Shark Tank Season 12 Episode 6 Recap

We hope you found some of the lessons from Shark Tank, Season 12, Episode 6 useful. Share Shark Tank Season 12 Episode 6 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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