They got a deal… but did it really matter? That’s the Shark Tank myth every founder dreams of shattering. Fur, the body and pubic hair care brand that had the guts to walk into the Tank with a $20 million valuation, just might have pulled it off. Let’s cut the hype and look at the business facts behind Fur’s Shark Tank appearance, their post-show moves, and whether risking it all in front of the Sharks actually paid off.
Who’s Behind Fur? Meet the Founders With Grit
Before the bright lights, Fur was just a problem Laura Schubert and Lillian Tung wanted solved. These two weren’t background actors in the founder world—they were hustlers with a mission. After struggling to find safe, high-quality products for body and pubic hair, they created what they couldn’t find.
Laura and Lillian didn’t just toss another beauty product into the crowded shelves. They built Fur from the ground up, shaking off embarrassment and stigma, one bottle at a time. No Trust Fund shortcuts here: we’re talking cold emails, relentless pitch meetings, and slow, steady grind until a cult following started turning heads in retail and online. If you’re a builder, you know that energy.
What Actually Makes Fur Different?
We’ve all seen those copycat care brands chasing natural and inclusive tags; most get lost in the noise. Fur’s edge? They started with a hero: Fur Oil. It’s a $28 blend of tea tree, jojoba, grape seed, and clary sage oil—engineered to soften hair and smooth skin, and safe for any part of your body.
But it’s more than ingredients. Fur’s mission is gutsy: de-stigmatize intimate body hair for all genders. No nicknames, no shame. They sell a solution (and a movement) at a time when self-care is king, and when icons like Emma Watson sing your praises, you cut through plenty of static.
Breaking Down Fur’s Shark Tank Negotiation
You want Shark Tank drama? This pitch brought it. Fur hit Season 11, Episode 13, asking $500,000 for just 2.5% equity—a bold $20 million valuation that left most Sharks side-eyeing the numbers. Was it greedy? Maybe. Was it confident? Absolutely.
The pitch worked because Laura and Lillian had receipts: $5 million in annual sales, a viral moment with celebrity endorsements, and retail deals with major players—Goop, Neiman Marcus, Urban Outfitters, and more. They knew how to talk numbers and brand, but more importantly, they stuck to their guns about what they’d built.
You could see the hesitation on the Sharks’ faces: Is this just a flash-in-the-pan fad, or the next Billie for pubic care? Either way, they had something hot enough to spark multiple offers, even if the room questioned the math.
The Sharks’ Offers and the Real Outcome
Here’s where the deal got interesting. On most Shark Tank episodes, one bite is a win—Fur reeled in three.
| Shark | Offer | Outcome |
|---|---|---|
| Daymond John | $500,000 for 15% equity | Rejected |
| Kevin O’Leary | $500,000 for 2.5% equity + $1 per bottle until $1 million | Rejected |
| Lori Greiner | Started at 12% then settled at $500,000 for 8% + $50,000 to a charity | Accepted On Air |
What’s the lesson? The founders stood firm. They saw past what looked like quick cash for big equity chunks—a rookie move that kills cap tables down the road. Lori’s offer was the sweet spot: 8% equity and $50K toward a body-positivity cause, keeping Fur in control and tying the Shark’s money to their brand mission.
But, here’s the kicker: that handshake wasn’t the final word.
Did Fur’s Shark Tank Deal with Lori Greiner Really Happen?
Let’s call this what it is—classic Shark Tank whiplash. Many viewers think an on-air deal is a done deal. It isn’t. In Fur’s case, the deal with Lori Greiner never closed after filming ended. Sharp founders do their due diligence, and so do the Sharks. Things fall apart for a hundred reasons: terms, vision, or just a better offer on the table after the TV hype.
Were they left scrambling? Not a chance. Laura and Lillian used the on-air attention to drive sales higher, draw in retail deals, and own the story. I’ve seen deals fall through and founders panic. These two didn’t—they moved smart and fast, using the almost-Shark win as rocket fuel, not a crutch.
Fur’s Net Worth and Real Sales Numbers
Let’s get down to the numbers—the only place the truth lives. When Laura and Lillian pitched on Shark Tank, they set their own valuation: $20 million. Bold? Maybe. Outlandish? Not when you’re pushing $5 million in annual revenue and riding a wave of industry momentum.
Were they overvaluing? Depends. If you ask a Shark, maybe. If you ask anyone who knows big beauty exits and DTC multiples, they played the long game. Self-belief doesn’t mean you settle for a basement valuation.
Since the show, Fur’s annual sales have hung steady around the $5 million mark (that’s as recently as April 2023). No huge hockey-stick growth after the Shark Tank bounce, but also no crash landing. That’s actually rare—I’ve watched plenty of buzzy brands spike, then flatline. Fur kept moving steady, if not spectacular.
So where does that put Fur’s net worth? Not publicly updated, but if you trust those margins, retail clout, and consistent top-line revenue, you’re still looking at a business worth eight figures, easy.
Fur’s Post-Shark Tank Traction: Growth or Plateau?
This is the part founders don’t talk about: what happens after the cameras shut off. For Fur, the answer’s clear—they stayed in the game. The publicity surge that hits after a Shark Tank episode can crush weak brands who aren’t ready with inventory, site capacity, or fulfillment. Fur leveled up in all those areas.
More retail partners came calling. Fur products showed up across more high-street and high-end shops—still on Amazon too, so no barriers if you’re shopping online. They didn’t just sit back and hope for the best, they used their “almost” deal to gain trust and access some doors that are usually locked for indie brands.
There’s a lesson here: The publicity from Shark Tank is just a launch pad. What you do after separates the hobbyists from real operators. Fur executed, didn’t overpromise, and stuck to their brand promise. That’s how you keep loyal customers and avoid becoming a punchline.
What’s Next for Fur? Betting on Smart Expansion, Not Flash
Fur hasn’t shown a thirst for wild pivots or rapid-fire new SKUs. They’re building on a tight hero-product core and expanding their presence, not their pitch deck. The personal care market isn’t slowing down, and they’ve earned a seat at the table for honest conversations about body positivity and self-care.
Prediction time? Fur will keep doubling down on retail deals, influencer marketing (let’s not pretend Emma Watson’s endorsement didn’t help), and possibly launching more products built off the original oil’s cult status. They’d be smart to stay focused, keep margins healthy, and avoid getting distracted by the next buzzword trend. If a strategic investor steps up—one who lives and breathes beauty—they might finally pull a mega-round, but don’t expect them to be desperate for it anytime soon.
The Real Takeaways: Fur’s Shark Tank Journey for Founders and Startup Junkies
What can you learn from Fur if you’re plotting your own pitch, or just wish you could play the Shark game from the other seat?
- A bold ask isn’t a liability if you can back it up with data, momentum, and story.
- A handshake deal on Shark Tank only matters if you can close it off-camera—always do your diligence.
- Sales surges are only as good as your ability to capitalize on them. Fur hit the infrastructure challenge and didn’t fumble.
- Building a brand isn’t just about going viral. It’s about consistent sales, loyal fans, and controlling your story.
In the end, Fur is still in business, still growing, and still writing their own script. As someone who watches companies rise and flame out every season, I respect that. They took the chance, played the publicity right, and didn’t blink when things didn’t go to plan.
Now, let’s tackle the real questions that still come up.
Fur Shark Tank: Real FAQs People Want Answered
Is Fur Shark Tank still in business?
Yes—the business is alive, kicking, and still expanding, with products in stores and online.
Did Lori Greiner really invest in Fur?
No. The on-air deal didn’t close. Fur and Lori Greiner could not finalize things after filming.
What is Fur’s annual revenue now?
Around $5 million—a level they’ve maintained since their appearance in 2020 through 2023.
Where can I buy Fur products?
Fur sells online (yes, Amazon), their website, and at major retailers like Neiman Marcus, Free People, and Urban Outfitters.
What sets Fur apart from other personal care brands?
They own the body/pubic hair space and sell a stigma-busting message, not just another oil. Formula and mission both matter.
Have Fur’s founders raised money since the show?
Nothing public on new funding rounds. But strong sales and stockists keep the lights on and shelves full.
Do any celebrities use Fur?
Emma Watson helped break them big. If you’re on SharkWorth, you know celeb buzz can make or break a brand like this.
Was Fur’s Shark Tank valuation fair?
Depends who you ask—some say it was a stretch, but with the right SaaS multiples and solid DTC traction, I’d say Laura and Lillian’s confidence wasn’t misplaced.
The Bottom Line: Fur’s Shark Tank Playbook—And Why It Works
Here’s what most folks miss: Getting a deal on TV is just a trick. Building a real business in the months after—that’s the hustle. Laura Schubert and Lillian Tung didn’t exit with fireworks, but they own a healthy, scaling, 7-figure beauty brand. In the trenches, that’s the dream.
Want more no-fluff Shark Tank business breakdowns and real numbers? Check out SharkWorth—where the spotlight ends, and the business lessons start.
