UnderWarmer Shark Tank Update – Shark Tank Season 18
Paul and Bryan Schaefer pitched a heated compression vest that removes the need to wear endless layers of clothing outdoors.
Paul and Bryan Schaefer appeared on Shark Tank Season 18 Episode 3 with a wearable, air-activated heated garment vest.
The founders observed that people usually had one of two options to stay warm outdoors: either wear never-ending layers of clothing or invest in expensive battery-powered heated jackets that required charging and additional maintenance.
Could they heat up the Shark Tank to negotiate the best deal for the company?
About UnderWarmer
| Category | Details |
| Business Name | UnderWarmer |
| Founders | Paul Schaefer and Bryan Schaefer |
| Product | Air-activated heated compression shirt |
| Industry | Apparel / Heated Clothing |
| Sales (Pre-Shark Tank) | ~$1,100,000 in lifetime sales (at the time of pitch) |
| Investment Asked | $100,000 for 15% equity |
| Deal Status | Deal secured with Kendra Scott |
| Deal Outcome | $100,000 for 20% equity, plus a $0.50 royalty per unit sold |
| Initial Valuation | ~$666,667 |
| Post-Deal Valuation | $500,000 |
Founders’ Backstory
Paul and Bryan Schaefer are brothers and founded UnderWarmer. Paul is an experienced salesperson, whereas Bryan is a self-employed painter with a background in graphic design.
They were born in the Midwestern part of the United States, where the winters were intense.
After exploring existing solutions for staying warm in cold weather, the Schaefer brothers decided to create a simple and easy-to-wear garment vest that could provide warmth immediately without the need for charging or elaborate setups.
Product Overview
UnderWarmer takes the convenience of disposable hand warmers and turns it into wearable body-warming clothing.
It is a compression-fitted and air-activated warmer that provides 12 hours of heat. It contains eight large heat packs, and the packaging can be resealed for multiple uses.
UnderWarmer Shark Tank Pitch
Paul and Bryan Schaefer came to Shark Tank seeking $100,000 for 15% equity. They presented a unisex disposable body warmer that can warm the body within minutes and cut down the need to wear multiple layers of clothing.
Kendra Scott said that the two words caught her attention: “disposable” and “affordable.” Steven instantly raised concerns that this product would also warm the environment after ending up in a landfill.
The product’s landed cost is $4.25, wholesale price is $6.75, and it retails for $13.99 on Amazon. Steven decided to try on the product after hearing those attractive margins and said the vest feels “hot and tight.”
Lori Greiner asked for the sales, and the founders replied with lifetime sales of $1,100,000 and 2025 revenue of about $268,000. However, they are involved in the business part-time.
Steven Bartlett compared the product’s utility to the lithium battery-powered jackets that cost upwards of $100. But Kendra found UnderWarmer more convenient to use on the go without any recharging.
She strongly believed that this is a great emergency product that people would jump to buy during extreme cold at sports venues and other outdoor events.
What Makes UnderWarmer Unique?
UnderWarmer aims to provide an affordable and handy solution to quickly keep the body warm for upto 12 hours.
- Easy to Use: The product doesn’t require batteries or charging. It can be removed from its packaging and activated by exposure to air.
- Compression fit: The vest has a compression-style fit, so it remains close to the body, making it easier to wear clothing on top.
Did UnderWarmer Get a Deal on Shark Tank?
After going through the numbers and future potential of the product, the Sharks began to make up their minds.
Kevin O’Leary clearly stated that the concept is easy to replicate and, considering the weak sales numbers, he’d be wary of investing his money in the company and decided to go out.
Steven said that while he would’ve been the perfect customer considering his sensitivity to cold weather, the environmental aspect still led him to the conclusion that there are more negatives than positives with the product.
Daniel Lubetzky said the business is a nice side-hustle, but the product doesn’t excite him enough to dedicate himself to the journey.
Kendra was a bit turned off, considering the entrepreneurs kept pitching to Kevin despite her being the top supporter.
Lori said the market is niche and, considering the environmental ramifications of the product ending up in a landfill, she decided to go out as well.
Despite all the Sharks going out, Kendra continued to believe in the product and wanted to make an offer, provided the effort is made to make it more environmentally friendly.
Kendra offered $100,000 for 25% equity with a royalty of $2 for every single unit sold. The founders instantly hesitated at the royalty ask and came up with a counter of $100,000 for 20% with a 50-cent royalty per unit.
Kendra decided to reduce the equity to 22%. But after seeing the hesitation on the founders’ faces, she accepted their counter of $100,000 for 20% with a 50-cent royalty per unit.
After the entrepreneurs left the Tank, Kevin jokingly told Kendra, “You’re going to make ‘hundreds’ of dollars with this product.”
Where Can You Buy It?
You can buy UnderWarmer products directly from their official website. They are also available on Amazon.
For updates and the company’s expansion plans, follow them on TikTok and Instagram.
Quick Summary
- UnderWarmer entered Shark Tank with a disposable compression heat vest that can provide quick warmth during intense cold.
- Founders and brothers, Paul and Bryan Schaefer, came in seeking $100,000 for 15% of the company.
- The company accepted Kendra Scott’s offer of $100,000 in exchange for 20% equity with a 50-cent royalty on each unit sold.
