Most entrepreneurs go on Shark Tank hoping to leave with a deal. Bob and Mollie Thorsen left without one — and then landed products in Lowe’s, Walmart, Home Depot, and over a dozen other major retailers. Here’s exactly what happened, and how they pulled it off.
What Little Burros Is and How the Product Works
Little Burros makes a hard-plastic tray that attaches over a standard wheelbarrow. The idea is simple: turn your wheelbarrow into a mobile workstation instead of just a dirt carrier.
The tray includes slots for long-handled tools like rakes and shovels, compartments for smaller hand tools, a cup holder, and a spot for your phone. The goal is to reduce the constant back-and-forth trips to the shed while you’re working in the yard.
The company also makes the Burro Buddy, a smaller and more compact version of the original tray. It keeps the core features — cup holder, phone holder, and tool slots — but fits more easily on retail store shelves. All Little Burros products are manufactured in the United States.
What Happened During the Shark Tank Pitch
Little Burros appeared on Season 11, Episode 20 of Shark Tank, which aired in May 2020. Bob Thorsen and his daughter Mollie Thorsen made the pitch together.
During the episode, the cost structure was laid out clearly. The product cost roughly $10.50 to manufacture, sold at $25 FOB, and had an MSRP of $39.95. Products were made in the United States, which added to the manufacturing cost but was a deliberate choice.
The Sharks made at least two offers — both royalty-based deals rather than straight equity investments. Bob and Mollie turned both down and walked away without signing anything.
Barbara Corcoran gave notable advice during the episode that reflected some investor skepticism around the pricing model. But the Thorsens had done the math and weren’t willing to give up a per-unit royalty on future sales. Royalty deals can chip away at margins quickly, especially when you’re trying to scale into big-box retail.
Turning down the offers was not a failure. It was a calculated decision — and it turned out to be the right one.
How the Business Changed After the Episode Aired
The Shark Tank episode gave Little Burros something money can’t buy directly: national attention. After the episode aired, the company saw a measurable jump in sales from the exposure alone.
More importantly, the appearance gave Bob and Mollie credibility when talking to retail buyers. Even without a signed deal, being on a nationally televised business show signals that your product has been evaluated at a high level. Buyers at major chains pay attention to that.
The team also used this period to work with BOLTGROUP, a design and engineering firm, to refine the product. The original Little Burro was functional but bulky. Retail stores care a lot about shelf space and packaging size, so the product needed to adapt.
That redesign work led to the Burro Buddy — a smaller, shelf-friendly version that could actually sit in a store aisle without taking up too much space. This is a practical example of listening to what the retail channel needs, not just what end customers want.
Where Little Burros Products Are Sold Today
About two years after the Shark Tank episode aired, Little Burros announced a major partnership with Lowe’s, placing their products in approximately 1,200 store locations across the United States.
That was just the beginning. The brand expanded into:
- Home Depot
- Walmart
- Sam’s Club
- Ace Hardware
- True Value
- Menards
- Exchange stores
Online, customers can find Little Burros products on Amazon, Houzz, The Grommet, QVC, and the company’s own website. It’s worth noting that Little Burro products were already performing well before the show — they reached Amazon’s Best Seller list in 2018, two years before the episode even aired.
By 2024, SharkTankBlog reported estimated annual revenue of around $2.5 million. Bob and Mollie continue to run the company with the support of their family.
Why Turning Down the Deals Made Sense
It’s worth understanding why walking away from Shark Tank money was a rational move, not a stubborn one.
Royalty-based deals mean you pay the investor a set amount for every unit sold — indefinitely. When you’re aiming to get into 1,200 Lowe’s locations, that royalty adds up fast. The Thorsens bet that they could grow the business on their own terms, keep control of their margins, and negotiate directly with retailers without giving up a slice of every sale.
That bet paid off. For entrepreneurs evaluating similar offers, the key question is: how much will this deal cost us per unit at scale? If the answer hurts your ability to price competitively in big-box retail, it may not be the right deal — regardless of the headline investment number.
The Story Behind the Brand
Little Burros is a family-owned business rooted in a personal story. The company was founded in honor of a family member named Becca, who passed away. As part of her legacy, Little Burros donates a portion of proceeds to A21, an organization focused on combating human trafficking.
This gives the brand a values-driven identity that goes beyond selling garden accessories. For customers who care about where their money goes, it’s a meaningful differentiator. It also gives the company a clear and consistent story to tell — in press releases, on retail packaging, and in conversations with buyers.
If you’re building a product-based business and want to understand how brand story, retail strategy, and media exposure can work together, the Little Burros journey is a useful case study. Repute Business covers stories like this regularly, breaking down what actually worked and why.
Key Takeaways From the Little Burros Story
Here’s what this story teaches in practical terms:
- National TV exposure has value even without a deal. Little Burros used the Shark Tank appearance as proof of consumer interest when approaching major retail buyers.
- Royalty deals deserve careful analysis. A deal that sounds good on camera can cost you significantly more at volume. Run the numbers before you say yes.
- Product design has to match your sales channel. The original tray was great for consumers but hard to shelve in stores. The Burro Buddy solved that problem and opened up retail doors.
- Niche products can scale big. A wheelbarrow tray is a specific, unglamorous product. It still made it into over a dozen major retail chains and generates millions in annual revenue.
- Made in the USA can be part of your brand. It costs more, but it’s a selling point — especially in brick-and-mortar retail where brand trust matters.
Is Little Burros Still in Business?
Yes — and it’s doing well. As of 2024, the company is active, products are widely available across major retailers and online platforms, and the family continues to lead the business. There’s no sign of decline, and the retail footprint has only grown since the Shark Tank episode aired.
Little Burros is a clear example of a business that used a national TV appearance strategically, made a tough call on investor terms, redesigned its product to fit the retail world, and scaled into a multi-million-dollar brand — all while staying family-owned and mission-driven.
If you’re building something similar, the lesson is straightforward: a Shark Tank deal is one path. It’s not the only one.
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