"I actually won't do the deal"— When Shark Tank investor Kevin asked entrepreneur to quit the job

Maternity nurse turned inventor Melissa Gersin showcased her baby-soothing Tranquilo mat on Shark Tank season 8. The maternity nurse sought $100,000 for 10% equity, valuing her company at $1 million. During negotiations, when Lori asked Melissa if she would leave her job or not, the entrepreneur was a bit indecisive about it.

Kevin O'Leary offered $250,000 for 25% of her baby product company Tranquilo during season 8 but with one strict condition.

"I actually won't do the deal unless you quit your job," O'Leary stated on the show.

Daymond John initially proposed $100,000 for 20% with a licensing deal but pulled out after the entrepreneur's indecisiveness regarding her job. After some negotiations, another regular Shark Tank investor Robert Herjavec closed with $200,000 for 15%.

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Kevin O'Leary demanded nurse quit her job for Shark Tank deal

Shark Tank entrepreneur Gersin's six years at Mount Auburn Hospital in Cambridge, Massachusetts shaped the Tranquilo mat's development. She witnessed parents' daily struggles with fussy infants, which motivated her to create the first prototype.

The battery-operated mat generated specific vibration patterns and white noise sounds matching womb conditions. After the hospital passed on a partnership opportunity, her fellow nurses became early customers, providing vital feedback.

As per her Shark Tank pitch, manufacturing costs stood at $20 per unit. Her market analysis supported a $99 retail price point, indicating strong profit margins. The product carried multiple safety certifications required for baby items. Gersin's design allowed the mat to fit standard cribs, strollers, and car seats. She secured vital patents protecting her technology.

Daymond John was the first to give an offer. He offered $100,000 for 20% equity, adding a licensing agreement requirement. Kevin O'Leary also stepped in with his offer. He proposed $250,000 for 25% equity, substantially more capital than Gersin's initial request.

In between negotiations, Lori questioned the entrepreneur’s career goals, and Gersin responded with clarity.

"I do feel that this was what I was put on this Earth to do."

However, O’Leary later cleared the dust stating that Melissa has to leave her nursing job to get the deal. Melissa agreed to this requirement and negotiations continued. After having multiple offers at hand, Shark Tank entrepreneur tweaked her ideal terms and proposed,

"If I could get an offer that has $200,000 for 15% equity, I will accept in a second."

This prompted Kevin O'Leary to modify his stance. Shark Tank investor matched the $200,000 figure but maintained a 20% equity request. Lori Greiner assessed the competing offers carefully. She supported Kevin's revised proposal, suggesting that if she made an offer, she would ask for more equity.

Mark Cuban remained silent during this exchange. Daymond John, noting Gersin's uncertainty about leaving her nursing position, withdrew from consideration.

Robert Herjavec watched the back-and-forth negotiations intently and at a critical moment, he stepped in with exactly what Gersin wanted. $200,000 for 15% equity. This offer aligned perfectly with her stated terms, leading to immediate acceptance.

As per Shark Tank Blog, the post-show period brought significant changes. Sales multiplied from 2,000 to 10,000 units within months of the episode airing. The product line expanded to include new mat sizes and cover designs. Major retailers, including BuyBuy Baby, added Tranquilo to their inventory. Amazon listings showed strong customer demand.

In November 2018, Baby Boom Consumer Products, a division of The Betesh Group, acquired Tranquilo. The acquisition price remained private. Today, the Tranquilo mat sells on Amazon for $80, while their Safe Sleep Swaddle Blanket retails at $30.

Gersin transitioned to Director of Product Development at Baby Brezza and relocated to Germany, where she advises startups on patents and sales strategies. Her company’s social media presence was limited till 2021. They haven’t posted anything after February 2021.

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Fans can see new episodes of Shark Tank’s on the ABC network.