Shark Tank Flashcards
Company blended gross Margin
56-57%
DDP for OG Puffy
$25
FOB for OG Puffy
$21
DDP for Nanoloft
$34
OG puffy product margin
75%
2014 revs and net income
450k, 80k
2015 revs and net income
950k, 20k
2016 revs and net income
2.7M and 225k
2017 revs and net income
5.3M and 1.2M
2018 revs and net income
8.8M and 1.2M
2019 revs and net income
6.5M and -1.2M
2020 revs and net income
7.5-8M and ~400k
lifetime revenue
~30M
total 2020 expenses
~3.8M
2020 HC expense, % of revs
~1.4M, 17%
2020 marketing expense, % of revs
750k, 9%
2020 ops expense, % of revs
1.1M, 14%
Nano product margin
81%
Down DDP
$52
Down product margin
79%
blended puffy margin
79%
DTC organic sale margin
75%
DTC paid margin
50%
Amazon Margin
50%
International Margin
20%
Custom margin
starts at 66%
US wholesale margin
50%
tariff impact
15% - reduced to 9% through US supplier assistance
total blankets sold
500-700k
how many styles do you offer?
50+ each season
current inventory on hand
~1M
annual inventory turns
~3
product lead time
120 days max
lean licensing team
MD - license acquisition, PL responsibility; VP sales&Marketing, Product Manager, Ops Manager
of investors
~50 people in our CAP table, about half are common stock holders, 18 from series A and the rest are unexercised options.
channel mix
45% DTC, 40% US ws, 5% amazon, 5% intl, 5% custom/corp
annual unit sales
160k
annual DTC unit sales
~40k
Annual US ws units
~70k
Annual corp units
~30k
Annual intl units
~15k
Annual Amazon units
~5k
mailing list size
~100k
YTD revenue
3.7M
YTD net income
(40k)
DTC repeat rate
12% in first 12, 20% in 24
CAC
~$25
LTV
$191
AOV
$150
DTC revs in 2020
$3.5-4M
Amazon Revs in 2020
~$450k (5-6%)
Annual Marketing spend
~750k (9% of revs), roughly 400k on performance marketing
number of US wholesale accounts
300 active accounts
number of stores in the US
Currently over 500 stores
top 5 Biggest wholesale customers
REI, Nordstrom, backcountry, zappos, moosejaw
top 5 biggest opportunities
REI, Nordstrom, backcountry, zappos, moosejaw
Site conversion rate
between 1.5 and 1.8%, Q4 is around 3%
IP
Rumpl Logo registered TM, stitch line art copyright (personally)
What did you do during COVID?
reduced expenses by 700k, increased digital spend by 50%
How often do stores re-order
we sell-in during 2 seasons, and most stores are able to buy at once 2-4 additional times per year.
Pre book vs at once WS biz
55% pre-book and 45% at once
wholesale terms
net 30 or net 45 with very small incentives for prebook.
average shipping cost
$13 in the US, including a custom mailer box
annual marketing spend
750k (9%) of revs
what is your upside
5% (400-450k)
how did you arrive at your valuation?
Very large category, category leadership, category pioneer, Revenue and profitability potential.
600k @ 4% is a 12% discount on series A
600k @ 5% is a 30% discount
do you rent office space
yes, 100k/yr
mailing list size
100k
audience size
230k
LTV
$191 (24 mo)
CAC
$25
TTM revenue
$7M
How many accounts and doors
300 accounts, and 500 doors
Shareholders
50 people on cap table, 25 common class, 18 series A, rest are unexercised options
repurchase rate
12% at 12 months, 20% at 24 months
monthly burn?
200k fixed costs
600k for 5% =
12M value, 30% discount on A round
600k for 4% =
15M value, 12% discount on A round
600k for 6% =
10M value, 40% discount on A round
600k for 7% =
8.5M value
600k for 8% =
7.5M value
600k for 9%=
6.5M value
600k for 10% =
6M value
Biggest country by revenue?
Canada ~120k annual
what did it cost you to offset your carbon in 2019?
17k
what will it cost you to offset your carbon in 2020?
21k
Current Cash position?
3.5M
Total Assets
5.4M
2021 projected sales
10M
2021 projected net income
1M
factory terms
30 down, 70 on receipt
Deal Preferrence
- 600k 2yr loan, 10% interest. 5% SL Royalty
- 600k 2yr loan, 10% interest. 10% SL Royalty
- 600k, 4%
- 600k, 4% equity. 5% Royalty (0.6m over 5yrs)
- 600k, 4% equity. 10% Royalty (1.2m over 5yrs)
