“Where is your eject button?”— When Shark Tank’s Lori Greiner argued with Kevin O’Leary about the future of Lulu Bang

During Shark Tank season 8 episode 6, released on October 28, 2016, entrepreneurs Jorrae and Kelly Beard pitched their barbecue sauce brand, Joyce's Lulu Bang, seeking $150,000 for 10% equity.

While their product had gained traction in 170 Walmart stores, the sharks were skeptical about the challenges of breaking into the sauce market. No offers were made, leading to a debate among the investors after the entrepreneurs left the tank. Kevin O’Leary criticized the business, stating:

“The chances of that actually being successful even with the Walmart [deal]”, to which Lori Greiner countered, “Walmart will get behind [it]”.

The discussion escalated as Kevin argued that the barbecue sauce market was one of the hardest to succeed in, calling it a “business born in hell.”

Greiner, defending the entrepreneurs, pointed out that people had doubted her business in the past. Lori Greiner stated that if she had listened to those who doubted her, she would not be where she is today. As Kevin continued to push his viewpoint, Lori said:

“Shame on you. Where is your eject button?”

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The Shark Tank debate over Lulu Bang

After the Lulu Bang founders left without a deal from Shark Tank, Kevin O’Leary immediately questioned the brand’s chances of success, stating that even with Walmart distribution, the product had “no chance” of standing out. Lori Greiner and Mark Cuban disagreed, with Cuban arguing that Kevin was missing the point, stating:

“the issue is scale it's not whether or not they'll be profitable because they can sell it they can hire more people to sell it it's just how much.”

Kevin remained firm, stating that his main point about the discussions was that sharks were not providing the real risk profile amid all the glowing encouragement. He suggested that the Lulu Bang founders should reconsider whether spending the next two years selling hot sauce was worth their effort. Robert Herjavec added:

“Did you know everything when you started your first business?"

Daymond John also weighed in, pointing out that some businesses take time to establish themselves. Kevin, however, remained unconvinced, calling the barbecue sauce market one of the hardest to break into. He pointed out that if every shark liked the product so much, then why didn't any of them invest in it? He stated:

“If you guys loved it so much how come not a dime from any of you."

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What happened during the Lulu Bang pitch in Shark Tank?

Jorrae and Kelly Beard introduced Lulu Bang as a family-inspired line of barbecue and marinade sauces in Shark Tank, featuring flavors like:

• Original BBQ
• Bourbon Marinade
• It’s Just Hot
• Asian Persuasion

The entrepreneurs highlighted that Lulu Bang sauces were already sold in 170 Walmart stores. They sought an investment of $150,000 for 10% equity to scale production and marketing efforts.

The sharks appreciated the taste of the sauces but had concerns about the business model. Kevin O’Leary pointed out that breaking into the food industry required significant capital, stating that $150,000 would not be enough to establish a strong brand.

Daymond John, with prior experience in the sauce business (Bubba Q), noted the challenges of marketing a new sauce and declined to invest. Robert Herjavec felt the branding and packaging were not distinctive enough to compete with established brands.

Lori Greiner and Mark Cuban acknowledged the entrepreneurs’ achievements but saw the food industry as too competitive for an investor to step in at that stage. Ultimately, no shark made an offer, and Lulu Bang left without a deal.

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Shark Tank airs every Friday at 8/7c on ABC.