Deal in the show, out after the show: The Scharfensteins delight the lions with scented shirts – but after the show there is a complete realignment.
Always smell like your favorite perfume – until the next wash? The married couple Tim (24) and Kai Scharfenstein (30) from Cologne enchanted the lions in the latest episode with this idea. They demand 100,000 euros for 25 percent and ultimately convince Jana Ensthaler – but after the broadcast everything turns out differently.
Convincing pitch with live taster test
The founders started their appearance with the words: “Thanks to Scharfenstein, you will soon always smell of your favorite scent.” As proof, they brought in reality star Laurenz Pesch, who demonstrated via video and live how his T-shirt should still smell fresh after a whole day of sport, work and everyday life. The lions were able to see for themselves. Ralf Dümmel led the way and was allowed to smell the test model. His conclusion: Not bad at all! And even Frank Thelen nodded approvingly.
The trick behind it: tiny microcapsules that are integrated into a small area on the back of the textiles. If you then spray your favorite perfume on it, the capsules charge and release the scent through friction and body heat. This should then last for up to a week. The next wash should then completely neutralize the scent.
Criticisms and emotions
After the scent test, lion Frank Thelen becomes critical: “Why is the scent pad on the back? You smell a lot more under your arms?” The founders believe that the scent of the capsules can also balance out the smell of the arms. Thelen is not convinced by this and says: “That’s unappetizing, you should wash your T-shirt after exercise!” The founders calmly counter that this is just an extreme example – the capsules are only intended to improve the smell of textiles in everyday life.
And then Judith Williams gives a “million dollar tip”: “You chose the wrong item of clothing – carpets, curtains or bed linen make much more sense!” Lioness Janna Ensthaler first wants to get to know the two founders personally. So they tell the story of how they met and got married. The two say they got along so well that they had to start a business together.
Numbers, rejections and a deal
Leo Frank Thelen then gets back to the facts. He wants to understand the business model and the numbers. The Scharfensteins say their startup started a month ago and has already made 2,000 euros in sales. The founders plan to stand on two legs: on the one hand, they would build their own fashion brand for end customers, and on the other hand, they would offer their microcapsules to sports and outdoor clothing companies.
The founders primarily want the lions’ help to get to large companies and important people. However, Ralf Dümmel sees high hurdles in the textile market and therefore does not want to invest. Judith Williams doesn’t like the dual strategy with end customers and corporate customers, which is why she’s out. Frank Thelen says textiles are not his topic. That’s why he feels “no energy to make the product big.” He also cancels. Guest lion Christian Miele praises the founders as top personalities, but his network cannot help with the specific product.
In the end, only Jana Ensthaler is left, who reads out her list of pros and cons. She is still unsure which product the founders should specialize in. Away from T-shirts and towards carpets, curtains and the like? The Scharfensteins promise to be flexible with their product. After Ensthaler sets the condition that the three of them talk about product specialization again, she strikes and makes the deal.
Radical pivot into the longevity business
But what happened after the show? Janna Ensthaler tells Gründerszene that an investment ultimately did not materialize. The critical exchange and a market analysis led the founders to rethink their approach. They have now stopped producing the scented T-shirts. New regulations would also have classified the microcapsules as microplastics. According to their own statements, the founders also did not want to take the associated risk.
Alternatively, they would have switched to a new business model: “Scharfenstein Longevity”. The founders now want to enable healthy aging with an all-in-one longevity cell complex. Your product? Two capsules, which are taken daily and contain four scientifically proven micronutrients. It should no longer be necessary to take countless other medications.
Janna Ensthaler is no longer invested due to the realignment. However, she remains connected as a sparring partner and supports the team with network, experience and strategic exchange.
