Shark Tank Presentation: Fit Fighter

Presenter

• Name: Sarah Apgar
• From: Baltimore, Maryland
• Role: Founder and CEO of Fit Fighter
• Background:
  • Iraq War Veteran
  • Women's Rugby All-American from Princeton
  • Volunteer Firefighter
  • Spouse of West Point Grad and Army Vet
  • Mother of two

Proposal

• Ask: $250,000 for 15% equity
• Product: Fit Fighter Steel Hose
  • Made in the USA from real fire hose, recycled steel shot, and brass grommets
  • Functions as a free weight and a resistance tool
  • Numerous grip options: under, over, mixed, single arm
  • Applicable to different body parts: neck, chest, elbow, shoulder, side, hip, back, and ankle
• Program: Complete full body strength, power, and conditioning
  • Addresses everyday tasks, rotational sports, and grip strength
  • Safe for floors, toddlers, and toes

Demonstration

• Exercises: Overhead lifts, shoulder squats, side-to-side movements, and underhand flips
• Feedback: Different feel from conventional weights; more enjoyable

Origin Story

• Inspiration: Experience in volunteer fire department
  • Noticed gap between fitness training and real firefighting tasks
  • Developed to mimic a charged fire hose
• First Major Client: FDNY Training Academy

Personal Journey

• Military Service: ROTC scholarship to Princeton; 2nd lieutenant in Iraq
  • Leadership experience, lost a young soldier, valued community and camaraderie
• Post-Military: MBA at Dartmouth's Tuck School of Business
  • Joined the fire department to maintain public service and community

Business Development

• Funding:
  • $210,000 from friends and family
  • $50,000 of own money
• Production Partnership: Sorenex Exercise Equipment
  • Contract with the U.S. Army for new combat fitness test
• Sales:
  • $45,000 from B2B market (July-Dec 2019)
  • Pivoted to D2C due to pandemic
  • $40,000 in sales (April-May 2020)
• Digital Presence:
  • iOS app with 150+ movement library
  • Live online training program
  • Subscription model: $19/month, 302 subscribers

Concerns and Feedback from Sharks

• Concerns:
  • Lack of focus; spread too thin across multiple markets and channels
  • Strategies need to be more streamlined
  • High initial investment vs. early stage of business
• Sharks' Decisions:
  • Kevin O'Leary: Out (concerns about multiple focuses)
  • Other sharks also declined (competition, late digital pivot)
  • Daniel Lubetzky:
    • Offered $250,000 for 25%
    • Sarah countered with 20%, Daniel declined
    • Final deal at $250,000 for 25% equity

Conclusion

• Outcome: Sarah accepted Daniel's offer
• Vision: Build a strong strategy for future growth
• Mission: Inspire young girls and women by showcasing what's possible for a woman-owned, veteran-owned company