Deeply Absorbing: The ShamWow Story
Across three weekends in the summer of 2007, an Israeli-born filmmaker and entrepreneur named Offer Shlomi shot a two-minute commercial extolling the virtues of the ShamWow, a cleaning towel that promised to soak up 20 times its weight in spilled liquids.
Shlomi—going by the name Vince Offer—handled the yellow cloth with the dexterity of a stage magician, wiping up small puddles and blotting soda-soaked carpets.
The towels were made in Germany. “You know the Germans always make good stuff,” Offer told the camera. And it wasn’t just for the kitchen: you could use it as a bathmat, as an RV polisher, or to dry the dog. “Olympic divers use it as a towel," Offer said. Did they? Who knew?
In contrast to the polished infomercial pitchmen of the era, like the high-decibel Billy Mays, Offer’s approach was more conversational. “You following me, camera guy?” he asked, motioning for a close-up of a wring-out. Even the ad’s catchphrase (“You’ll be saying 'wow' every time”) was delivered as though Offer had just rolled out of bed. He seemed profoundly unconcerned with the whole thing. If viewers didn't know a good deal when they saw it, it wasn't his problem.
The lackadaisical approach worked: millions of ShamWows were sold. Offer became the Chewbacca Mom of his time, a curious personality that lent a new kind of attitude to the kitschy direct-sales market once dominated by chicken roasters and hair-in-a-can.
"The ShamWow Guy," however, would stress that he wasn’t looking to become the next Ron Popeil. (Or the next Billy Mays, who would shortly become something of a nemesis.) What he really wanted to do was direct.
Vince Offer had arrived in Los Angeles after dropping out of his Brooklyn high school in the late 1970s, picking up odd jobs before finding that he could capture attention at area flea markets. Raised on a diet of Crazy Eddie commercials that once showered the East Coast, he spoke quickly and with conviction, pushing items like an early version of the Slap Chop vegetable dicer and honing his blasé attitude.
“Nice doesn’t get people to stop,” Offer told CNBC in 2008. “People stop when you are aggressive and when you bring them in.”
By 1996, Offer had sold enough Slap Chops to fund an independent sketch comedy film he wrote and directed titled The Underground Comedy Movie. The reviews were unkind—The New York Times called it a "sorry enterprise"—but Offer was convinced the raunchy approach could work with the right marketing. After watching an infomercial for the amateur video series Girls Gone Wild, Offer produced an ad pushing the film that ran between the hours of 2 and 4 a.m. on Comedy Central. Underground went on to sell 50,000 copies via mail order, and another 50,000 in stores.
The direct-to-consumer approach made Offer think back to his flea market days. In 2006, he developed a twist on the kind of super-absorbable and reusable cleaning towels common at booths by stressing their value over sponges and disposable paper towels. After dismissing Sham It Up! and Sham It as possible names, Offer settled on ShamWow. (It was a play on the French pronunciation of chamois, a soft leather wipe.) The commercial, shot in Glendale, California, cost $20,000 to produce and began to air in early 2008.
Almost immediately, Offer’s bizarre sales approach captured people's attention. Slate columnist Seth Stevenson endorsed Offer's “street smart” persona. “He makes us feel like idiots for even entertaining the notion of not buying a ShamWow,” Stevenson wrote. “He seems truly dumbfounded that anyone might fail to see the wisdom of dropping $28 … on a set of rags.”
The 23.5-inch by 20-inch rags (and a smaller 15- by 15-inch blue version) came eight to a set, but three of them went for a wholesale price of just 50 cents. The real value was in Offer's demonstration, which made the ShamWow seem like the kind of forward-thinking sponge that would emerge from an Apple lab.
But the towel wasn’t without controversy. Both Consumer Reports and Popular Mechanics tested Offer’s claim that the cloth could soak up 20 times its weight in spills, finding that it was closer to 10 to 12 times for water and soda. (Consumer Reports did, however, endorse its exceptional motor oil-sucking abilities.) A columnist for the Chicago Tribune inexplicably wrapped a ShamWow around his infant’s midsection and declared the towel contained the coming urine without spilling a drop.
Mays was unimpressed with ShamWow's capacity for baby pee. He expressed annoyance that the product was similar to the Zorbeez towel he had already been pitching for two years, asserting that his cleaning wipe was the more effective of the two. But in a 2009 test, Popular Mechanics reported the Zorbeez had simply pushed liquids around while the ShamWow had taken care of beer and even melted snow without incident, the messes “sucked up as if with a straw.”
Offer followed the ShamWow with a pitch for his Slap Chop, inserting innuendo in ads in an attempt to draw more viral attention to the product. (Mays popped up again to counter it was derived from the Quick Chop he had been peddling.) Though he declined to offer sales specifics, Offer told CNBC sales of the ShamWow were “in the millions” and that he had no interest in pitching anyone else’s products.
If there was opportunity to do so, it came to a halt in February 2009, when Offer was arrested for fighting with an alleged prostitute. According to NBC, the altercation resulted in a charge of aggravated assault for both parties. (Prosecutors didn’t pursue the case.) Speaking about the incident in 2013, Offer told NBC that he took “full responsibility” and that the event caused him to throttle back on his partying habits.
He later marketed the Schticky, an adhesive roller, and a cleaning solution called InVinceable, but neither resonated with consumers quite like the ShamWow. The product is still for sale via direct mail, and Offer's face still graces the product's home page, which also makes use of consumer testimonials.
“I received a ShamWow set as a gift at Christmas,” reads one endorsement. “I never used them, but yesterday our toilet overflowed. We opened the box of ShamWows, and they were a real life saver! The ShamWows worked better than both mops we had in the house, and they washed up really well. I'm ordering another set today!"