Bee D'Vine Honey Wine Gets a 4-Shark Offer - Shark Tank - YouTube

Exactly. And that's why we got --

Well, I think there's a bigger problem.

I think it's price, 'cause $39.95,

that's not a price you would sample new wine at.

Here's a fact.

97% of wine sold in America

is sold for under $14 a bottle.

97%.

What's your cost for this bottle?

That's $5.93.

So why are you selling it so expensively when you can get

to that $14.99 price point?

Because, I mean, it's just classical strategy.

Either you're small volume, high margin or --

So how's that strategy working for you?

It's a long-term play because this is gonna grow over time.

Greiner: Well, it's something you could change.

You've got to have an introductory.

You've got to have a price point where people can --

No, but, Mark, I think you're going down the wrong road.

I don't think it matters what the price is.

And yes, 97% are sold to that. Greiner: I do. I think it matters a lot.

A Sauvignon blanc costs $35.

The problem here is people need to try it.

Well, that's my point, Robert.

Mark is right on the money.

It's that sweet spot of being under $15, right?

-Yeah. -And if it's not what you like,

you haven't really lost that much. Exactly.

I like all wines, and I appreciate the mastery

of what you've made here, but two big issues here.

One is getting trial. I think Robert brought that up.

Breaching the $14 price point is very hard.

Very hard.

-Well, I mean, lowering the price

is not going to get people to buy more.

We've experimented with that, and it's not sustainable.

I'm not sure about that. That's 97% of the market.

Let's focus on the issue of valuation.

You have to ship 50,000 cases to break even.

How many cases are you shipping?

Yeah.

Well, I was doing about 400 or 500 cases a year.

400 or 500? Yeah.

You know what? I'm a product person.

I've done wine deals.

I'm not Kevin,

but I'm not snobby about wines, frankly.

Tastes good. Looks good.

First white wine I've liked, and I like all four.

It's like drinking a soda.

It's kind of like a dream come true.

-Thank you. -I loved it.

And you're saving the bees.

So to me, I feel like it doesn't really matter

the things that you were just saying,

because at the end of the day -- What are you talking about?

This is a hobby. It's not a hobby!

And let me tell you something.

I have talked with my fellow Sharks.

Here's the bottom line.

We're going to make you an offer.

Herjavec: Yes. And the offer is this.

you're going to get four Sharks --

Mark, Daniel, myself, and Robert.

Okay. So we're going to make you an offer.

$750,000, but we want 40%,

10% for each Shark. Cuban: For each Shark.

We will help you.

You need the trajectory

of the publicity, the sales, the recognizability.

Do you know how rare it is that you get four Sharks?

I don't want Kevin to be left out, and I want him --

Kevin does not want to be in.

We are very comfortable without Kevin.

I can't do it. I have very complex contracts.

Solomon: Yeah, I know -- Kevin O'Leary Wines.

Look, there's two things. One, this is non-negotiable,

'cause this is the only way we're going to get four in.

So you're going to have to say yes to the 40%.

There's no negotiating.

And two, the second goal is,

other than the environmental issues,

we're going to destroy O'Leary Wines.

[ Laughter ] We're just going to blow them away.

And whatever he's going to sell, we're going to sell four times

as much 'cause there are four Sharks.

I don't want to put any business out of business.

You're gonna get an education. I just want you to do great.

Here's my counter.

-No. No. -Listen, listen, listen.

-No, no, no. -Nope.

Please understand, your numbers make no sense.

You asked for $750,000.

We're doing this because we're believing in the long term

and because of what Lori explained.

And because the value of four of us working together.

This is non-negotiable, Ayele. This is a yes or no.

If I were you, I wouldn't even think about that.

You're, like...

♪

Then let's do this.

Yes, sir!

[ Cheering ]

To Bee d'Vine honey wine!

We can do a little Ethiopian dance.

♪

What he did. Uh-huh. Okay. Greiner: Is that it? 00:03:58.822,00:00:00.000 I like to Pee-Wee Herman victory dance.