# #77 Making a deal on Shark Tank with wildwonder's Rosa Li

- Show: [The Startup CPG Podcast](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast)
- Published: 2023-01-24
- Length: 37m
- Episode: 54
- Page: https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2023-01-24-77-making-a-deal-on-shark-tank-with-wildwonders-rosa-li
- Listen: https://share.transistor.fm/s/b5342e4e

## Summary

Rosa Li, founder of gut-health beverage brand Wild Wonder, discusses her $500,000 deal with Tony Xu, CEO of DoorDash, on Shark Tank. She details the rigorous application process, the importance of her personal story in securing the investment, and the complex post-show diligence required to finalize the term sheet. Li also explains how the episode aired triggered a massive surge in direct-to-consumer sales, forcing her small team to pivot fulfillment strategies to handle the demand.

## Chapters

- [2:22](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2023-01-24-77-making-a-deal-on-shark-tank-with-wildwonders-rosa-li#t=142) Wild Wonder Brand Overview and Growth
- [6:31](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2023-01-24-77-making-a-deal-on-shark-tank-with-wildwonders-rosa-li#t=391) Shark Tank Application and Casting Process
- [10:30](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2023-01-24-77-making-a-deal-on-shark-tank-with-wildwonders-rosa-li#t=630) Pitch Preparation and On-Air Negotiation
- [13:12](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2023-01-24-77-making-a-deal-on-shark-tank-with-wildwonders-rosa-li#t=792) The Deal with Tony Xu and Advisory Shares
- [20:21](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2023-01-24-77-making-a-deal-on-shark-tank-with-wildwonders-rosa-li#t=1221) Post-Air Diligence and Fulfillment Surge
- [28:56](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2023-01-24-77-making-a-deal-on-shark-tank-with-wildwonders-rosa-li#t=1736) Marketing Impact and Future Plans

## Topics

- [Crowdfunding & preorders](https://hardwarepodcasts.com/topic/crowdfunding)
- [Direct-to-consumer & e-commerce](https://hardwarepodcasts.com/topic/direct-to-consumer)
- [Pricing, margins & unit economics](https://hardwarepodcasts.com/topic/pricing-and-unit-economics)
- [Marketing & brand](https://hardwarepodcasts.com/topic/marketing-and-brand)
- [Scaling production](https://hardwarepodcasts.com/topic/scaling-production)

## Most relevant to

companies scaling up

## Mentioned

- Wild Wonder (product)
- Tony Xu (other)
- DoorDash (company)
- Mark Cuban (other)
- Shark Tank (other)
- Amazon (company)
- Whole Foods (company)
- Sprouts (company)
- Expo West (other)

## Related episodes from other shows

- [Advice Line with Tony Xu of Doordash](https://hardwarepodcasts.com/podcast/how-i-built-this/2025-10-02-advice-line-with-tony-xu-of-doordash) (How I Built This)
- [008: Temporary Face Masks & Surviving Shark Tank, Doug Marshall of The Game Face Company](https://hardwarepodcasts.com/podcast/product-startup/2016-05-17-008-temporary-face-masks-surviving-shark-tank-doug-marshall-of-the-game-face-com) (Product Startup)
- [Poppi: Allison and Stephen Ellsworth.  From Farmers Market Vinegar Drink to $2B Soda Sensation](https://hardwarepodcasts.com/podcast/how-i-built-this/2025-09-22-poppi-allison-and-stephen-ellsworth-from-farmers-market-vinegar-drink-to-2b-soda) (How I Built This)
- [Happy Family Organics: Shazi Visram](https://hardwarepodcasts.com/podcast/how-i-built-this/2020-01-20-happy-family-organics-shazi-visram) (How I Built This)
- [Perfect Snacks: Bill and Leigh Keith](https://hardwarepodcasts.com/podcast/how-i-built-this/2025-06-09-perfect-snacks-bill-and-leigh-keith) (How I Built This)

## Citing this page

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