Bro Glo Founders Present Their Pitch On Shark Tank Season 16
Highlights
- Jaron Nalewak, Tom Phillips, and Joe Mcdevitt pitch ‘Bro Glo’ in Shark Tank Season 16 Episode 8.
- The entrepreneur trio seeks $200K for 5% equity in the company.
- The Shark investors are amazed by the product and compete hard for a deal in the Bro Glo Shark Tank pitch.
Overview
| Category | Details |
| Name | Bro Glo |
| Founder | Jaron Nalewak, Tom Phillips, and Joe Mcdevitt |
| Industry | Cosmetics |
| Product | Self-tanner |
| Funding | Self-funded |
| Investment Ask | $200K |
| Equity Offered | 5% |
| Valuation | $4 million |
The entrepreneur trio of Jaron Nalewak, Tom Phillips, and Joe Mcdevitt appears before the Sharks with ‘Bro Glo’ – self-tanner for the boys. Jaron starts the pitch by recalling his honeymoon in Antigua. While his ‘sun-kissed’ Italian wife (Tom’s sister) looked amazing, he was nicknamed ‘Mayonnaise’ by the locals.
So, Jaron decided to get tanned. But his experience turned awful as he ended up looking completely red like a ‘lobster.’ This is what pushed the entrepreneur to try different sun-tanning products. But nothing changed, and he only looked blotched.
This is what made the three founders come up with ‘Bro Glo’ for the boys. The trio then state that their water-based self-tanner is lightweight and does not leave a greasy feel.
Plus, Bro Glo offers a whole product line, like an exfoliating soap, face moisturizer, and sea salt spray for the hair.
Bro Glo Shark Tank: What Happened In Season 16
Founders Jaron, Tom, and Joe approach the Shark investors seeking $200K for 5% equity in their sun-tanner product. After the pitch presentation, the trio invite Kevin O’Leary for a live demo of Bro Glo on Shark Tank. Wearing a glove, Kevin takes a small amount of the product and rubs it on Jaron in a circular motion.
Jaron says it will take six to hours for him to get tanned. While Kevin is trying Bro Glo, the other Sharks are having fun watching him do it. Lori Greiner wants to know if it goes on clear. The trio says it does. Lori is impressed that their self-tanner does not have any chemicals.
Tom says that when they were preparing the product, they were amazed to learn how much guys are ‘cognizant’ about the ingredients. Bro Glo’s self-tanner has DHA as the active ingredient and is sugar beet-derived. Additionally, Tom explains that it interacts with the amino acids of the skin, which results in the tan.
Kevin wants to know how long it lasts. Tom replies that their body tanner lasts for five to seven days. Mark Cuban is curious if he can apply it at night and wake up with the tan. Jaron says that is part of their instructions. Mark comments, ‘So that is the ultimate bro plan, right?’ Daniel Lubetzky chuckles.
Robert Herjavec thinks the trio’s brand is amazing but he does not like the $4 million valuation. Jaron interrupts and wants to reveal the sales. Joe adds that Bro Glo launched in March 2021 and made $107K in sales. The next year they made $482K through sales. In 2023, Bro Glo made just under $3.1 million.
Mark wants to know if they sell online only. Jaron replies that they are a ‘content machine’ as they make videos on TikTok, Instagram, and other social media handles.
Lori asks if all of Bro Glo’s sales are D2C. Jaron agrees and says their sales are made through D2C and Amazon (50% each). The average order size is $53, and customer acquisition costs are $20.05. Kevin is impressed that the entrepreneur trio knows its numbers.
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Did The Bro Glo Shark Tank Pitch End In A Deal?
Kevin O’Leary makes the first offer as he likes the ‘idea’ of Bro Glo. Mr. Wonderful’s offer is $200K for 5% equity. But on every sale, he wants $1, which incentivizes him to turn his social on as the ‘fourth Bro Glo guy.’ Although this will be a royalty offer, it will not be in perpetuity as he has ‘respect’ for them.
Mark interrupts Kevin and comments ‘just until you get 500% of your money.’ To this, Mr. Wonderful agrees and offers $200K for 5% equity alongside a royalty of $1 per item sold until $1 million is paid. He further describes himself as a ‘partner with an Adonis rack.’
Lori feels Kevin jumped ‘so fast’, and she still has some questions. She wants to know which of their products sells the most. Tom says it is their body tanner followed by their starter bundle (having the body tanner, the face tanner, and the mitt) worth $6.96. The bundle is sold for $59.
Daniel wants to know their vision for the next five years. The trio says they view Bro Glo as an eight to nine-figure brand. Plus, they describe their company as ‘Bro Glow Up,’ which does not have just one product.
Robert opts out of the Bro Glo Shark Tank deal as he feels Kevin’s offer is ‘quite decent.’ Plus, he thinks he would have offered 25% equity, which the Bro Glo founders will not accept.
Lori jumps in and comments, ‘Cash isn’t king. It’s queen.’ Her offer was $200K, $100K of it as cash and the rest as a loan at a standard rate of interest. Plus, she wants a royalty.
Saying that she will be ‘less greedy than Kevin,’ her final proposal is $100K along with $100K as a loan for a 10% stake. Additionally, Lori asks for a 50-cent royalty until $200K is paid. She thinks the brand can do well in retail, and she can be a perfect mentor for them in this space.
Daniel Lubetzky, too, shows an interest in Bro Glo as he thinks he can also help them with retail. While he is still talking, Mark jumps and offers $200K for 10% equity. But he wants an instant answer. Mark also refuses the entrepreneurs’ proposal of joining Lori.
The trio counters Mark with 8% equity; he denies it. Daniel says he will do the Bro Glo Shark Tank deal for $200K at 8% equity. Hearing this, Mark points out that he will connect the trio with Mad Rabbit, Beatbox, and Dude Wipes – his previous Shark Tank successes.
While the other Sharks try hard, Jaron, Tom, and Joe eventually accept Mark’s deal.
