[Applause] first into the tank is a way to work out like a hero [Music] hey sharks my name is sarah apgar i'm from baltimore maryland and i'm the founder and ceo of fit fighter i'm seeking 250 000 for 15 equity in the company i'm an iraq war veteran women's rugby all-american from princeton volunteer firefighter spouse of a west point grad and fellow army vet and mom of two gorgeous little girls and i invite you to train like a hero like our nation's bravest with the most versatile and durable fitness product on the market the fit fighter steel hose made in the usa from real fire hose recycled steel shot and brass grommets the steel hose is both a free weight and a resistance tool with countless grips on the hose itself under over mixed grip and single arm and eight ways to layer on the body at the neck chest elbow shoulder side hip back and ankle i know the steel hose system is a complete full body strength power and conditioning program we can work basic strengths for your everyday mission hauling gear and kids train for rotational sports and finally grip strength for climbing your golf swing robert or the mayonnaise jar all that without switching our tool and safe for our floors toddlers and toes wow sharks with your help this product and training system will bring the strength and spirit of public service to households training centers and athletic fields nationwide and turn every american watching into the next fit fighter wow yeah fabulous so the question is amazing are you ready too because i need a team so it's your turn if you'll stand up on your feet and join me sharks awesome so you each have a steel hose set in front of you i recommend my favorite hose is the one i worked with the 15. the 15. hey mark's just bragging what are we going to do i can't do it with my hands right here for me to do the little well if mark's doing 35. how did i know that was gonna happen so what i want you to do is just stand strong and tall for me and i want you to lift out above your head it's going to feel a little different than weights you're used to put your arm out to the side it does feel different all i want you to do is come down to your shoulder and squat as you do that press everything back up okay optional you can come down up and over your head and get a sense for how soft and valuable that is excellent let's bring it out front so you're gonna come side to side okay that one's gonna be hard with the 35. okay and then final move optional underhand and you're gonna just give it a flip there you go awesome job sharks your first steelhose moves ever thank you so much love to talk to you oh geez i broke the table did you really i did so robert why is experience opacity because it does feel much more enjoyable than the weights why why is that that was so hard as i mentioned it's made from real fire hose and the original intent was to mimic a fire hose charged with water when i joined my volunteer fire department i noticed there was a gap between the fitness training in the gym and what really happened out there on the fire ground the obvious place to start was how to mimic charged hose without pulling hose off the trucks charging it on the hydrant with water once we had prototyped this in the firehouse i then went to the fdny training academy the premier institution for training in the world for firefighters and i walked into the fitness director's office i said i've got something special for you to see and there was a moment of magic he immediately agreed and the fdny was my first major client on our fire i want to understand two things one what did you do in the military and number two why did you join to be a volunteer firefighter when i was looking at college the rotc scholarship was an option to pay tuition to princeton and so i left college and went straight into the military as a second lieutenant and after nine months of training was on a charter aircraft to mosul to support the 101st airborne divisions reconstruction of northern iraq so i was a 23-year-old platoon leader and my youngest soldier i lost my youngest soldier under my command he was 19 at the time and i remember that night huddling my platoon up around me and kneeling down in the center and i just thought this is this is the moment this is one of the most important moments of my life that leadership moment to get us through so when i left the service i really there was something really powerful about that community and camaraderie um that i missed and i vowed that i would always work to honor the memory of that soldier that i lost and so i did my mba and i was um also pregnant with my first baby girl and i was feeling like this desire to have the camaraderie back i thought that joining local fire volunteer fire department would be a great way to just keep that threat of public service in my life where did you find time to spend two years doing an mba so i did my nba tuck school of business at dartmouth you are such an underachiever you do win in proud how much have you raised i launched the company with 210 000 in friends and family funding okay and that's uh 50k of my own money also importantly in terms of the scalability of our business i launched a production partnership with sorenex exercise equipment in may sorenex is one of the largest and most well-respected exercise equipment manufacturers in the country and is a contract for the united states army to provide the equipment for the new army combat fitness test we have the perfect tool to train soldiers so i intend to generate the enterprise value in this company by selling institutionally to the military to the fire service let's get into the business about what your distribution strategy is we had 45 000 in sales proving the concept in the b2b market who did you sell that to last year trainers coaches and small boutique kids you're talking about a variety of different markets there so your 45 000 was for what period mm-hmm that was from july through the end of 2019. that's all your sales all in that was the sales all in correct okay so here we are so here we are january 1st i was lining up the soronex partnership so that we could be ready to scale to the future and during this pandemic that b2b market was effectively shut down completely we decided well what looks to be the way that we can scale the company forward is to pivot and to build a home direct to consumer brand what are your sales since you made that pivot we immediately in april and may time frame had 40 000 in sales wow so in in just those 10 weeks that's great and how did you get those customers did you spend digitally did you start trying different ads on facebook we did and when we did that we launched an ios app that has a 150 plus movement library that's developed by my training partners who are the best in the business we launched also a live online training platform program charge you charge for i'm watching you i'm in my home i'm watching my video and it's you doing it with me and why do i pay for that right so the app model is that it's a free download it's free so if i'm understanding correctly the app is designed to create demand and then you want people to download it for free so that they can order these right and then we do have a 19 a month option where you can also then have how many subscribers do you have for that complete workouts we have 302 so let's walk through because there's a lot of bouncing around here yes right and i understand that together here with covid right everybody's reacting and trying to be agile so i get that yeah but sarah you're all over the map and you're not helping yourself with that okay you're drowning in an opportunity it's hard to be in a business and do one thing well it's harder to be in a business and try to do multiple things you know one minute you say you want to sell to firefighters and the department of defense the next minute you have you know live online and you're building your community the next second you want to work through your trainers and everybody's working this together and you want to direct to consumer you can't take on 15 battles and expect to succeed in any of them hopefully you'll get a deal because you need help just going on the path that you're going you're going to fail at this right so for those reasons i'm out okay i'm in this space with prx we had to go through the same pivot yep the digital pivot works yeah and and our sales are up 400 percent selling direct consumers but for me i'm not going to invest because i'd be competing with myself in customer acquisition i'm out look you're one of the most impressive human beings we've ever seen but the business side of it falls apart a little when you came out i said oh my god she is killing it she's selling subscription classes online and this is nothing i'm paying for a subscription but yet your model seems to be let's a lot of these and use the subscription to somehow promote it what i've learned in this industry is you got to move really fast and if you haven't moved online already i don't know if you can make that transition at this point i'm out sarah listen to me okay um everything they said is actually true you're ridiculously impressive you need to focus more but i think you have incredible potential i think your presentation can become something that inspires people i think you can do something really really big and it's gonna take a lot of work and a lot of focus i'm willing to take that journey with you because i'm just so inspired by your story so i'm gonna give you one of two offers depending on whether laurie wants to join me okay um if she wants to join me you get two sharks 30 for 250 000 what would you offer her if it was just you alone 25 myself sarah i'm not going to join daniel on the offer i feel that he's a partner that can bring a lot to the table for you i think it's a better deal for you okay i'm sorry i'm out okay so sarah you're robin okay for 250 000 i think that's a generous number given where you're at in terms of dollars but it's knowing where you're gonna head yeah um i'm super grateful so i'd like to counter at 250 000 for 20 percent and it's a done deal and it's going to respect the toughness of your counter but the answer is no because i'm already stretching myself to 25 percent is that already [Music] [Applause] thanks daniel i'm so psyched congratulations i mean wow and great feedback i can't wait to work with you me too let me just with a partner like daniel we can build a strategy for the future as a woman owned veteran-owned company young girls and women will look up to us and they will know what's possible you