Want to Be on Shark Tank? This is How You Win Even Without a Deal | Ep 220 with Dr. Arjen de Jong Founder of AirTulip

Dr. Arjen de Jong, an aerospace engineer and founder of AirTulip , joins Founder’s Story to share how clean-room tech, fluid mechanics, and a little smoke visualization led to a Shark Tank pitch—and a consumer sleep product unlike anything else on the market. From clean air in dentist offices to hydrogen water-style traction for your bedroom, Arjen walks us through how laminar airflow can drastically improve health, reduce allergies, and even reinvent how we think about air. Key Discussion Points Clean Room to Clean Sleep: How a cigarette in a laminar flow booth sparked the product idea Pivoting Post-COVID: Why dentistry was the real product-market fit before sleep Shark Tank Secrets: The casting line, the 30-minute pitch, and walking away from an offer Visualizing Air: How lasers and wind tunnels helped explain an invisible product Consumer Trust vs. Engineering Genius: Why educating the market is the hardest part Scaling a Physical Product: The difference between B2B machinery and consumer DTC Long-Term Vision: From side hustle to orbiting planet—Arjen’s exponential success roadmap Key Takeaways Think Laterally: The best innovations come from cross-industry application of existing tech Educate First, Sell Second: Customers need to believe the invisible before buying Personal Experience Sells: Real stories of health improvement drive conversion Community = Credibility: DTC success hinges on trust, repetition, and consistency Don’t Just Launch—Prepare for the Surge: Shark Tank is a spotlight, not the finish line Closing Thoughts AirTulip isn’t just another sleep gadget—it’s a physics-first approach to rethinking how we breathe. Dr. Arjen de Jong’s journey proves that the smartest solutions aren’t always the loudest. Tune in to learn how engineering curiosity, strategic pivots, and real-world validation turned laminar airflow into a movement. Our Sponsors: * Check out Indeed: https://indeed.com/FOUNDERSSTORY * Check out Northwest Registered Agent and use my code FOUNDERS for a great deal: https://northwestregisteredagent.com * Check out Plus500: https://plus500.com * Check out Rosetta Stone and use my code TODAY for a great deal: https://www.rosettastone.com Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.