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Shark Tank cram > Shark Tank > Flashcards

Shark Tank Flashcards

1
Q

Company blended gross Margin

A

56-57%

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2
Q

DDP for OG Puffy

A

$25

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3
Q

FOB for OG Puffy

A

$21

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4
Q

DDP for Nanoloft

A

$34

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5
Q

OG puffy product margin

A

75%

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6
Q

2014 revs and net income

A

450k, 80k

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7
Q

2015 revs and net income

A

950k, 20k

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8
Q

2016 revs and net income

A

2.7M and 225k

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9
Q

2017 revs and net income

A

5.3M and 1.2M

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10
Q

2018 revs and net income

A

8.8M and 1.2M

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11
Q

2019 revs and net income

A

6.5M and -1.2M

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12
Q

2020 revs and net income

A

7.5-8M and ~400k

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13
Q

lifetime revenue

A

~30M

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14
Q

total 2020 expenses

A

~3.8M

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15
Q

2020 HC expense, % of revs

A

~1.4M, 17%

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16
Q

2020 marketing expense, % of revs

A

750k, 9%

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17
Q

2020 ops expense, % of revs

A

1.1M, 14%

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18
Q

Nano product margin

A

81%

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19
Q

Down DDP

A

$52

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20
Q

Down product margin

A

79%

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21
Q

blended puffy margin

A

79%

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22
Q

DTC organic sale margin

A

75%

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23
Q

DTC paid margin

A

50%

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24
Q

Amazon Margin

A

50%

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25
Q

International Margin

A

20%

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26
Q

Custom margin

A

starts at 66%

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27
Q

US wholesale margin

A

50%

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28
Q

tariff impact

A

15% - reduced to 9% through US supplier assistance

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29
Q

total blankets sold

A

500-700k

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30
Q

how many styles do you offer?

A

50+ each season

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31
Q

current inventory on hand

A

~1M

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32
Q

annual inventory turns

A

~3

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33
Q

product lead time

A

120 days max

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34
Q

lean licensing team

A

MD - license acquisition, PL responsibility; VP sales&Marketing, Product Manager, Ops Manager

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35
Q

of investors

A

~50 people in our CAP table, about half are common stock holders, 18 from series A and the rest are unexercised options.

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36
Q

channel mix

A

45% DTC, 40% US ws, 5% amazon, 5% intl, 5% custom/corp

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37
Q

annual unit sales

A

160k

38
Q

annual DTC unit sales

A

~40k

39
Q

Annual US ws units

A

~70k

40
Q

Annual corp units

A

~30k

41
Q

Annual intl units

A

~15k

42
Q

Annual Amazon units

A

~5k

43
Q

mailing list size

A

~100k

44
Q

YTD revenue

A

3.7M

45
Q

YTD net income

A

(40k)

46
Q

DTC repeat rate

A

12% in first 12, 20% in 24

47
Q

CAC

A

~$25

48
Q

LTV

A

$191

49
Q

AOV

A

$150

50
Q

DTC revs in 2020

A

$3.5-4M

51
Q

Amazon Revs in 2020

A

~$450k (5-6%)

52
Q

Annual Marketing spend

A

~750k (9% of revs), roughly 400k on performance marketing

53
Q

number of US wholesale accounts

A

300 active accounts

54
Q

number of stores in the US

A

Currently over 500 stores

55
Q

top 5 Biggest wholesale customers

A

REI, Nordstrom, backcountry, zappos, moosejaw

56
Q

top 5 biggest opportunities

A

REI, Nordstrom, backcountry, zappos, moosejaw

57
Q

Site conversion rate

A

between 1.5 and 1.8%, Q4 is around 3%

58
Q

IP

A

Rumpl Logo registered TM, stitch line art copyright (personally)

59
Q

What did you do during COVID?

A

reduced expenses by 700k, increased digital spend by 50%

60
Q

How often do stores re-order

A

we sell-in during 2 seasons, and most stores are able to buy at once 2-4 additional times per year.

61
Q

Pre book vs at once WS biz

A

55% pre-book and 45% at once

62
Q

wholesale terms

A

net 30 or net 45 with very small incentives for prebook.

63
Q

average shipping cost

A

$13 in the US, including a custom mailer box

64
Q

annual marketing spend

A

750k (9%) of revs

65
Q

what is your upside

A

5% (400-450k)

66
Q

how did you arrive at your valuation?

A

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

67
Q

do you rent office space

A

yes, 100k/yr

68
Q

mailing list size

A

100k

69
Q

audience size

A

230k

70
Q

LTV

A

$191 (24 mo)

71
Q

CAC

A

$25

72
Q

TTM revenue

A

$7M

73
Q

How many accounts and doors

A

300 accounts, and 500 doors

74
Q

Shareholders

A

50 people on cap table, 25 common class, 18 series A, rest are unexercised options

75
Q

repurchase rate

A

12% at 12 months, 20% at 24 months

76
Q

monthly burn?

A

200k fixed costs

77
Q

600k for 5% =

A

12M value, 30% discount on A round

78
Q

600k for 4% =

A

15M value, 12% discount on A round

79
Q

600k for 6% =

A

10M value, 40% discount on A round

80
Q

600k for 7% =

A

8.5M value

81
Q

600k for 8% =

A

7.5M value

82
Q

600k for 9%=

A

6.5M value

83
Q

600k for 10% =

A

6M value

84
Q

Biggest country by revenue?

A

Canada ~120k annual

85
Q

what did it cost you to offset your carbon in 2019?

A

17k

86
Q

what will it cost you to offset your carbon in 2020?

A

21k

87
Q

Current Cash position?

A

3.5M

88
Q

Total Assets

A

5.4M

89
Q

2021 projected sales

A

10M

90
Q

2021 projected net income

A

1M

91
Q

factory terms

A

30 down, 70 on receipt

92
Q

Deal Preferrence

A
  1. 600k 2yr loan, 10% interest. 5% SL Royalty
  2. 600k 2yr loan, 10% interest. 10% SL Royalty
  3. 600k, 4%
  4. 600k, 4% equity. 5% Royalty (0.6m over 5yrs)
  5. 600k, 4% equity. 10% Royalty (1.2m over 5yrs)

Shark Tank cram (1 decks)

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