Main Line Deodorant Entrepreneurs Get a Whiff of Big-Time Success After Shark Tank Appearance

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Jess Edelstein (left) and Sarah Ribner (right), founders of PiperWai--via Daily Local News.
The Main Line entrepreneurs on ABC's 'Shark Tank'--via Michael Desmond, Daily Local News.
The Main Line entrepreneurs on ABC’s ‘Shark Tank’–via Michael Desmond, Daily Local News.

A homemade recipe to keep body odor away without irritating skin was smelling of nothing but sweet success for a Lower Merion High School alumna and her childhood friend-turned-business partner. Until they appeared on the hit ABC show “Shark Tank.”

The primetime TV spotlight is now putting that odor-fighting formula to the test, as “Shark Tank” viewers swallowed up their 10,000-strong inventory of PiperWai deodorant instantly and are chasing Jess Edelstein and Sarah Ribner for 90,000 more.

“We sold out within minutes,” 27-year-old Edelstein said in a Daily Local News report by Linda Stein. “The rest were pouring in. We sold over 50,000 orders of over 100,000 jars for over $1 million worth of deodorant in less than two weeks.”

They’re now sweating to rush those orders out.

“Being an entrepreneur is hard, but it’s short term versus long term,” Edelstein said in the article. “It will be well worth it in the end.”

PiperWai is a non-irritating natural deodorant made with activated charcoal and essential oils, born out of necessity.

“I tried all of those brands and they were the same freaking formula, no innovation, relying on baking soda that causes rashes,” Edelstein said.

After succeeding in a months-long quest to create a formula that worked for her, Edelstein turned it into a business with Ribner through a $2,000 loan from her parents, then a $27,000 crowdfunding campaign and a $7,000 Columbia University School of Business investment.

On “Shark Tank,” they secured $50,000 more from Barbara Corcoran for a 25 percent stake in the future of the company.

Read more about PiperWai and its “Shark Tank” experience in the Daily Local News here, and check out previous VISTA Today coverage of local entrepreneurs who’ve survived the “Shark Tank” here.

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