PiperWai Deodorant Update | Shark Tank Season 7

Jess Edelstein struggled to find a natural deodorant that worked. Everything she tried either didn’t stop the odor or had harsh chemicals. So, she started mixing ingredients in her kitchen until she created a charcoal-based formula that kept her fresh all day. She shared it with her best friend, Sarah Ribner, who was training for a marathon and needed something that could handle sweat without irritating her skin. When it worked for both of them, they knew they had something special. That’s how PiperWai was born. Will they get a deal? Let’s find out in our PiperWai update and pitch recap.

If you’re short on time, here’s a quick overview of what happened to PiperWai after Shark Tank.

Jess and Sarah entered Shark Tank Season 7, seeking $50,000 for 10% equity in their all-natural deodorant. After their pitch, they made a deal with Barbara Corcoran for $50,000 for 25% equity.

In terms of a PiperWai update, the company saw a massive sales boost after Shark Tank, surpassing $1 million in ten days, but its manufacturing partner couldn’t keep up, leading to long delays and 50,000 customer complaints.

Shark	Result
Barbara Corcoran	Accepted offer $50,000 for 25% equity
Lori Greiner	$50,000 for 35% equity
Kevin O’Leary	No offer
Robert Herjavec	No offer
Mark Cuban	No offer

Shark Tank PiperWai Pitch

• Entrepreneurs: Jess Edelstein and Sarah Ribner
• Business: All-natural deodorant with a charcoal base
• Ask: $50,000 for 10% equity
• Result: $50,000 for 25% equity
• Shark: Barbara Corcoran

Jess and Sarah entered Shark Tank to change how people think about deodorant.

They needed an investment to expand production and develop a stick version, something customers had been asking for. 

Most deodorants contain harsh chemicals, so they created PiperWai, a natural, charcoal-based deodorant that absorbs moisture, neutralizes odor, and keeps skin balanced without blocking pores.

To prove it worked, they introduced their trainer, who had just run five miles and completed a workout, all while wearing PiperWai.

When they invited the sharks to test the results, Lori Greiner stepped up, took a whiff, and confirmed there was no odor. With the sharks now engaged, Jess and Sarah handed out samples.

Lori immediately noticed the charcoal-based formula, while Robert Herjavec commented on its strong scent. Mark Cuban, however, shuddered at the smell.

Jess quickly explained that the scent came from their blend of essential oils, which not only provided fragrance but also had antimicrobial properties to fight odor.

She also clarified that sweat itself is odorless—body odor happens when bacteria break it down.

PiperWai changed the skin’s pH, creating an environment where bacteria couldn’t thrive, stopping odor at the source.

Despite the benefits, Barbara Corcoran found the paste format unusual. Mark thought it made the product less appealing to men.

Jess remained confident, pointing out that many customers had switched from clinical-strength antiperspirants and loved PiperWai.

Still, she acknowledged that most people preferred a stick format, which is why they were developing one.

Sarah shared their numbers: $110,000 in sales over 18 months, all through word of mouth, social media, and influencer marketing.

Each jar sold for $11.99 with a $2.74 production cost, giving them strong profit margins.

Barbara then asked if the charcoal formula turned people off. Sarah disagreed, saying activated charcoal was trending in beauty, making it a selling point rather than a drawback.

Lori raised another concern—had they tested for skin sensitivity? Jess admitted they hadn’t but assured her they planned to once they had funding.

Still, Lori also asked if the formula applied clear and wouldn’t stain clothes. Jess confirmed it did.

Despite their confidence, Kevin O’Leary wasn’t convinced. He pointed out that big brands already made natural deodorants, making it tough for PiperWai to stand out. He bowed out.

Robert liked the product but wasn’t sure a great deodorant meant a great business, so he also stepped out.

Mark was more skeptical. He believed that if customers loved the product as much as they claimed, sales should be five times higher.

He felt Jess and Sarah weren’t self-aware about their weaknesses, so he was out too.

Barbara, however, saw potential. She offered $50,000 for 33% equity, saying she would work closely with them.

Lori, also a believer in natural products, countered with $50,000 for 35% equity, explaining that PiperWai needed significant work to grow into a mainstream brand.

Jess pushed back, asking if they would lower their equity to 25%. Both refused, arguing that their expertise and effort would be crucial to the company’s success.

Jess and Sarah insisted they could handle more of the business than the sharks believed.

After some negotiation, Barbara agreed to lower her equity to 25%. Without hesitation, Jess and Sarah accepted the deal.

Let’s check in on our PiperWai update to see where the company stands today.

Shark Tank PiperWai Update

Our PiperWai update found that within ten days of its episode’s airing, sales surpassed $1 million, and they sold over 10,000 units.

However, this rapid growth resulted in a substantial backlog of orders.

The unexpected surge in demand overwhelmed their existing manufacturing capabilities.

Their sole manufacturing partner at the time was unable to meet the increased production needs, leading to significant delays and customer dissatisfaction.

The company faced approximately 50,000 customer complaints over a six-month backorder period.

Despite the initial agreement with Barbara Corcoran, the deal was never finalized. After a year of negotiations, both parties decided to part ways, and PiperWai continued without external investment.

In 2017, PiperWai’s annual revenue reached an estimated $5.9 million. That same year, both founders were recognized in Forbes’ “30 Under 30” list.

In April 2019, Jess departed from the company, selling her 50% stake.

Under Sarah Ribner’s leadership, PiperWai expanded its product line to include deodorant sticks, refillable deodorants, underarm oil, and body wash.

The company also emphasized sustainability by introducing packaging made from post-consumer recycled plastic and ocean waste plastic, aiming to reduce environmental impact.

At the time of this writing, their products are available through their official website, various online platforms, and select retail locations.

We can’t wait for another exciting PiperWai update.

To get caught up on the other company updates from Season 7 Episode 11, you can find our updates here.

• Geek My Tree Update
• BeardHead Update
• Lovepop Update

Before you go, be sure to check out our list of all the Shark Tank Season 7 products.