Pitch Introduction
The Bar Bees Shark Tank pitch is a fantastic example of entrepreneurship born from necessity. When the pandemic halted their bartending gigs, founders Jess Blakley and Willow Sprague didn’t just wait for things to return to normal; they created a new normal. They pivoted their skills into Bar Bees, a mobile and virtual cocktail class experience that brings the party to you. Their journey from a struggling startup to striking a deal on national television is filled with valuable lessons for any aspiring entrepreneur. This deep dive will explore their pitch, the sharks’ reactions, the final deal, and the significant growth they experienced after their appearance.
Business Overview
Bar Bees is not a bar or a product; it’s an experiential service. The company provides 90-minute, instructor-led cocktail-making classes for groups. The business model is brilliantly simple and addresses a common pain point for party planners: how to offer a unique, engaging, and memorable activity without the immense hassle of setup and cleanup.
Here’s how it works: a customer books a class online, providing their own venue and alcohol. A Bar Bees instructor then arrives at the location with all the necessary mixers, fresh ingredients, professional tools, and expertise. They guide the group through crafting 2-3 delicious cocktails, turning a simple gathering into an interactive and fun-filled event. This BYOB (Bring Your Own Booze) model significantly lowers the barrier to entry and cost for customers while keeping Bar Bees’ operational costs streamlined.
The primary problem Bar Bees solves is the lack of unique, interactive entertainment for private events like bachelorette parties, birthday celebrations, and corporate team-building events. Instead of just hiring a bartender, hosts get an educator and entertainer all in one, creating an experience that guests will talk about long after the party ends. Their target market is clearly defined, with a heavy focus on bachelorette parties, which make up a majority of their clientele, followed by corporate groups looking for innovative team-building activities.
| Company Detail | Information |
|---|---|
| Company Name | Bar Bees |
| Industry | Experiential Entertainment / Hospitality |
| Founded | 2019 |
| Founders | Jess Blakley & Willow Sprague |
| Headquarters | Nashville, Tennessee |
| Business Model | Mobile & Virtual Cocktail Classes |
About Founder’s
The story of Bar Bees is inseparable from its founders, Jess Blakley and Willow Sprague. They are friends and business partners who started their journey in the Nashville service industry as event bartenders. Their initial business was a straightforward event bartending company, but their passion for mixology and creating memorable experiences set them apart. When the COVID-19 pandemic hit in 2020, their world was turned upside down as in-person events were cancelled, eliminating their primary source of income overnight.
Faced with adversity, they demonstrated true entrepreneurial resilience. Instead of giving up, they pivoted their entire business model to the virtual space. They began offering online mixology classes, a move that not only kept their business afloat but also laid the groundwork for their future success. This pivot proved to be a crucial step, allowing them to build a customer base and refine their teaching methodology before returning to in-person events when restrictions lifted. Their journey from two bartenders to leading a team of 25 in just a few years is a testament to their hard work, vision, and ability to adapt.
- Started as event bartenders in Nashville in 2019.
- Successfully pivoted to virtual classes during the 2020 pandemic.
- Grew the business from a 2-person team to a team of 25 by 2024.
- Mastered the art of the pivot, turning a crisis into an opportunity.
- Secured a deal on Shark Tank to fuel their next phase of growth.
Shark’s and Founder’s QnA
To kick things off, what are we drinking today?
We are so excited to share two of our signature cocktails with you. First up, we have a Rosemary Honey Paloma, and second is a Strawberry Old Fashioned. We brought everything you need except the alcohol. We hope you enjoy them.
This is delicious. So, walk me through the numbers. How did you start and how has the business grown?
We launched in 2019 as an event bartending company and grossed $19,000. When the pandemic hit, we transitioned to virtual classes in 2020 and doubled our revenue to $38,000. In 2021, we brought back in-person classes and grew to $76,000. Then in 2022, we expanded to four cities and did just under $190,000 in revenue.
Who is your primary customer for these classes? You’re asking for $75,000 for 10% of the company. How do you plan to use that money? Mark Cuban, what are your thoughts? Daymond John, you’re next. Kevin O’Leary, what’s your take? Daniel Lubetzky, you’re a guest shark today. Are you interested? 20% equity? That seems high. We were hoping for 10%. Would you consider $75,000 for 15%? Okay, how about we meet in the middle on the valuation? We need more capital to really scale fast. What about $115,000 for 20% equity? Lori Greiner, any final thoughts before they decide? Jess and Willow, what’s your decision? The financial journey of Bar Bees is a compelling story of consistent, year-over-year growth. Their ability to more than double their revenue annually demonstrates strong product-market fit and an effective business model. The founders came into the Tank with a clear understanding of their numbers and a solid plan for future expansion, which is exactly what the sharks look for. Their valuation request was reasonable for a service business at their stage, though the sharks ultimately saw a higher risk, leading to the increased equity ask. The potential for Bar Bees lies in the booming experience economy. Consumers, particularly millennials and Gen Z, are increasingly spending their money on experiences rather than material goods. Bar Bees taps directly into this trend by offering a unique, shareable, and Instagram-worthy activity. The Total Addressable Market (TAM) is vast, encompassing anyone planning a private event. This includes a multi-billion dollar bachelorette party industry, a massive corporate team-building sector, and countless birthdays and celebrations. Their model is highly scalable because it doesn’t require a brick-and-mortar presence in every city, reducing overhead and allowing for rapid expansion into new markets where demand is proven. Bar Bees: Ideal Target Audience & Demographics Bar Bees employs a savvy marketing and distribution strategy centered around digital channels and strategic partnerships. Their primary distribution channel is their own website, which features an integrated booking system. Their marketing is heavily focused on social media, particularly Instagram and Pinterest, where they showcase vibrant photos and videos from their events. This visual approach is highly effective for attracting their target demographic of bachelorette party planners. They also leverage partnerships with event planners, hotels, and other vendors in the wedding and events industry to generate a steady stream of referrals. After a tense round of negotiations, Jess and Willow struck a deal with guest shark Daniel Lubetzky. While their initial ask was for $75,000 in exchange for 10% equity, Daniel saw a higher risk in the service-based model and required more equity for his investment. His final offer, and the one the founders accepted, was $75,000 for 20% of the company, effectively halving their initial valuation from $750,000 to $375,000. The key to the deal was Daniel’s promise of providing not just capital, but also the operational systems and strategic guidance necessary to scale the business efficiently. The Bar Bees story after Shark Tank is a textbook example of the “Shark Tank Effect.” The deal with Daniel Lubetzky was successfully closed after the episode aired. Immediately following their television debut, the company experienced a massive spike in bookings, both for their in-person and virtual classes. This newfound national attention allowed them to accelerate their expansion plans significantly. They invested the $75,000 into the automated booking system and improved onboarding processes as planned. Today, Bar Bees operates in numerous cities across the United States, including Nashville, New York, Austin, Scottsdale, and Las Vegas. They have continued to innovate their offerings, sometimes including charcuterie pairings with their classes, and have used promotional discounts to maintain momentum. The founders have also become advocates for entrepreneurship, sharing their story on podcasts and celebrating their five-year milestone. The Bar Bees pitch offers several powerful lessons for entrepreneurs. First and foremost is the importance of the pivot. When faced with an existential threat from the pandemic, they didn’t cling to their old model; they reinvented their business for a new reality. This agility saved their company and positioned them for future growth. Second, they clearly identified and dominated a niche. By focusing heavily on bachelorette parties, they became the go-to service in that space, creating a powerful word-of-mouth engine. Third, knowing your numbers is non-negotiable. Their clear presentation of revenue growth and a specific plan for the funds gave them credibility with the sharks. Finally, the deal teaches a lesson in valuation versus value. While they gave up more equity, they gained a strategic partner in Daniel Lubetzky, whose expertise and systems could be far more valuable than cash alone in the long run. The journey of Bar Bees, from a pandemic-born idea to a Shark Tank success story, is truly inspiring. Jess Blakley and Willow Sprague demonstrated resilience, business acumen, and a deep understanding of their market. They secured a deal that not only provided capital but also the strategic partnership needed to scale their vision. Their post-show success is a direct result of their solid foundation and the ability to capitalize on the opportunity Shark Tank provided. For anyone looking to build a business in the experience economy, the Bar Bees story is a masterclass in finding your niche, adapting to change, and creating a brand that people love to celebrate with.
We have a clear plan for the investment. $20,000 will go towards building an automated booking system to make the customer experience seamless. Another $20,000 will be used to improve our onboarding process for hiring and training new instructors in different cities. The remaining $35,000 will help us expand into new markets, as it costs about $5,000 to launch in each new city.
I think you ladies are doing great and the execution is fantastic. However, I worry about the scalability of a service-based business like this. It’s very people-intensive and hard to replicate at a massive scale without losing quality. For that reason, I’m out.
I really like the concept and the energy you bring. But my focus is on product-based businesses, not services. I don’t have the expertise to help you scale this in the way it needs to be scaled. I’m going to pass as well.
Your numbers are impressive and you’ve clearly found a niche. I love the revenue growth. But cocktails aren’t my space; I’m more focused on wine. It’s just not a market I want to invest in. I’m out.
I am very interested. I love what you’ve built and the resilience you’ve shown. I think there’s a huge opportunity here. I am going to make you an offer. I will give you the $75,000 you’re looking for, but I need 20% equity.
I understand your position, but I bring a lot more than just money. I have systems and expertise that can help you scale efficiently. My offer of $75,000 for 20% is firm. If you push too hard, I might have to go up to 25%.
I appreciate the counter, but I am not willing to change the terms of my offer. My value is in the strategic support, not just the cash. The offer is $75,000 for 20%. Take it or leave it.
Daniel’s offer is very strong. He has the systems and experience to help you grow. I think it’s a great offer and you should consider taking it. I’m out, but I wish you the best.
We believe in the vision for Bar Bees, and we know we need the right partner to get there. We accept your offer, Daniel. $75,000 for 20% equity.
Key Stats & Financials
Financial Metric Figure at Time of Pitch Original Ask $75,000 for 10% Equity Requested Valuation $750,000 Final Deal $75,000 for 20% Equity Final Valuation $375,000 2022 Revenue $190,000 Business Potential and TAM
Demographic Details Primary Client Bachelorette Party Planners (Ages 25-40) Secondary Client Corporate HR & Event Managers Other Clients Birthday Planners, Friend Groups, Social Clubs Geographic Focus Major cities with strong tourism and event scenes Marketing and Distribution Strategy
Bar Bees Deal Outcome
Deal Aspect Details Investing Shark Daniel Lubetzky (Guest Shark) Final Investment Amount $75,000 Final Equity Given 20% Post-Money Valuation $375,000 Deal Status Accepted & Closed Bar Bees Post-Show Update
Business Analysis & Lessons
Pitch Conclusion