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00:00I won't be working, you will be working.
00:03Lord Sugar's on the hunt for a brand new business partner.
00:09The whole point of this is to prove that we can start a business with £250,000.
00:13This is not about chance in your arm. I want a business model, a business plan.
00:17I want someone who's going to go for it.
00:20Ready to fight for his funding, 20 aspiring entrepreneurs.
00:25This place is full of sharks. You've got a noose here around your neck.
00:29I am the judge, jury and executioner.
00:33On the table, a quarter million pound investment and a 50-50 partnership with Britain's toughest backer.
00:42Are you having a laugh? I'm telling you, for the last bloody time, clean your act up and stop being a clown.
00:49Come on, girls, we can do it.
00:50It's a deal worth fighting for.
00:53I see the pitch. You're already speaking rubbish, mate.
00:56They're all covering their own backsides.
00:5820 candidates.
01:00Well done. I'm going to hug you.
01:0212 tough weeks.
01:04I'm running this task.
01:05James, I am not finished talking.
01:07When I finish, when I finish, you can finish.
01:09One life-changing opportunity.
01:12You're fired. You're fired.
01:14It's too little, too late.
01:16You're fired.
01:17Previously on The Apprentice.
01:31What is very fashionable at the moment is wearable technology.
01:34A word of warning for Robert.
01:36Whilst I don't wish to choose the project manager from your team, he might wish to consider it.
01:42Fell on deaf ears.
01:44I'm not sure if I'm the right person for this.
01:46Scott left his team out in the cold.
01:49You need to come to us with solutions, guys.
01:51No problem.
01:52And their product had the retailers in stitches.
01:57You wouldn't go in a public place with it.
01:59No.
02:00You wouldn't go out and about.
02:01On the other team.
02:03It's kind of turning into like a science lesson here.
02:06Nooran got her wires crossed.
02:08We needed to know that.
02:10That was fundamental.
02:11And her management style unraveled.
02:14You're quite happy to take control when you want to, like yesterday.
02:16I said Nooran, please.
02:17No, no, I am.
02:18I am.
02:19I am.
02:20But in the boardroom.
02:21250 units.
02:23A lucky escape.
02:25Not convincing.
02:26Not at all.
02:27Robert went out of fashion fast.
02:29I don't like people who bottle out.
02:32You're fired.
02:33Then the boss got shot of Scott.
02:35It's no good just taking the job as a project manager
02:38and then washing your hands of it.
02:40You're fired.
02:41They became the second and third casualties of the boardroom.
02:45Now 17 remain to fight for the chance to become Lord Sugar's business partner.
02:595.45.
03:00Hello?
03:01Lord Sugar would like you to meet him at the Royal Exchange.
03:04The cars will be outside in 20 minutes.
03:05OK, thank you.
03:06Bye.
03:07What was that, Kitty?
03:08What was that, Kitty?
03:0920 minutes at the Royal Exchange.
03:10Everybody, 20 minutes.
03:11Wake up, everyone.
03:12What's at the Royal Exchange?
03:13Good answer.
03:1420 minutes, girls.
03:15Are you OK?
03:16Yes.
03:17We need to really step it up this time.
03:31We can't afford another loss for the boys.
03:34We need to really step it up this time. We can't afford another loss for the boys. It's going to start to get embarrassed then.
03:46Boys can't lose it again. It's been an absolute disgrace.
03:49I'm hoping we're not merged with the girls. I don't want to win a task as the boys do today.
04:08How would you girls feel if the teams were mixed up?
04:11I'll just get on with it. I've got to step up this time, so wherever I am, I've got to step up.
04:16The Royal Exchange. Once the commercial heart of the city.
04:25Today, home to some of the biggest names in luxury goods.
04:46Good morning. Good morning.
04:55Welcome to the Royal Exchange.
04:58Now in the luxury goods market, one trend is designer home fragrance products.
05:05Your task today is to come up with your own original fragrance, put it into products, and then you'll be selling to the general public and to some trade customers.
05:18And if you get it right, if you get the right fragrance, and if you get the right packaging, they don't cost you a lot of money to make, but you can sell them for high price.
05:28That's what it's all about. High margins. The team that comes in with the biggest profit is the team that's going to win.
05:35And in the losing team, one of you will be fired.
05:38Now, this is the third week. I've been a bit disappointed with what I've seen so far.
05:45What I'm going to do is going to mix the teams up.
05:47Steven, Daniel and Felipe move over to Team Tenacity.
05:53Lindsay, Roisin, Nooran and Bianca move over to Team Summit.
06:05Show me what you can do, OK?
06:07Good luck. I'll see you in a couple of days' time. Off you go.
06:12From scented candles to reed diffusers, home fragrance products are one of the hottest trends in retail.
06:27Teams have two days to turn melted wax into hard cash.
06:33But first...
06:35Does anybody have experience in this market?
06:37Newly mixed, both need leaders.
06:40I'm happy to put myself forward as somebody who is obsessive about the smell of my home.
06:45That sounds perfect.
06:47And I don't mean that in a light-hearted way.
06:50I buy reed diffusers, candles, plug-ins. I do do that. Hands up if you want me to be.
06:57I'm happy for you to be here.
07:00I'm very happy to be project manager for this task.
07:03We want to have the biggest profit at the end of this.
07:05Our strategy is to produce something that we can really make a lot of money from.
07:09It's a really high margin, very low cost, but having it looking fantastic at the end.
07:14We need to focus on the actual fragrance itself.
07:16Male and females can relate to food smells, something like chocolate or vanilla.
07:20Vanilla is something that both sexes can relate to.
07:23If you went to a hotel, would you want to smell food in your room?
07:27On one level, it's about creativity and candles. However, my strength is in the numbers and the margins and the business side of it.
07:39Heading up the other team, accountant Roisin.
07:42I know personally what I love is the smell of fresh linen, fresh laundry, but I also love the sort of adding in a note of maybe the beach or the sea.
07:50Everyone says, I want to go back to the beach, I miss the smell.
07:53It's very neutral as well.
07:54Can I be very clear on our vision here? It's simple, crisp, chic.
07:59I can definitely lead Team Summer to the first win. This is by far the most complex and intensive task we've had to date.
08:05We need to make sure that people are in the right places.
08:07I can support with being creative, numbers wise, probably not best.
08:11I'm not about fragrance, I'm in the creative side of it.
08:13I can do fragrance.
08:14So, she doesn't know about fragrances?
08:16Are you not confident to go, is that what you're saying?
08:18Yeah, with the scent, with the scent.
08:20Okay.
08:21We can all smell.
08:22I am worried about some of the team. There's no room for passengers. There's just no room for people to hide or step back. Everyone needs to be forward with their ideas and their contribution.
08:30I really want nobody covering their asses or any of that rubbish. We're a team, we're in it together, we pull together.
08:37So, keep in touch with us after the market be set.
08:39Good luck.
08:40Do it.
08:42Everybody.
08:43Is everybody very clear?
08:44Yes.
08:45Go.
08:46Let's do it.
08:47Do it.
08:4810.45.
08:49The teams divide.
08:54I'm really pleased with the team we've got.
08:56When Lord Sugar this morning announced that Felipe, Steven and Daniel were moving across to the other team, I could not have been happier.
09:05He's basically took the three weakest link in our team and put them in the other team.
09:11Sent by Katie to get the measure of the market.
09:17Hello.
09:18Hi.
09:19Lauren.
09:20Obviously, you must have found that plain white and cream candles are more popular.
09:24I'd keep it really, really simple.
09:25I wouldn't colour the wax if I were you.
09:29In terms of wax, can you explain what type of wax you actually use for all the candles?
09:34If you had the option of paraffin or having soy, then what would your decision be?
09:39I'd go with soy.
09:40OK.
09:41All right.
09:42Heading to Sussex to produce their scented stock.
09:46Katie's half of the team.
09:47I have done some calculations in relation to the wax, for example.
09:50And the difference between soy and paraffin is quite a lot of money.
09:54Yeah, I think you're right, Philippe.
09:56The Lord Sugar's message was very clear on margins, wasn't it?
09:59It might not be the best quality wax, but we can make the product look quality.
10:04Yeah.
10:08Hello, how?
10:09Hi.
10:10Hi, Katie.
10:11It's Lauren.
10:12So we've decided to go with paraffin wax.
10:13Stephen clarified that actually it should be soy.
10:15If we're going to win this task, we need to have things with the best margins, and by
10:20far, paraffin has the best margin.
10:22Also, paraffin is the only kind of wax that we can change the colour on.
10:26We don't need to change the colour.
10:27Shh.
10:28I'm thinking very pastel-y yellow.
10:31We're clearly told it should be as plain as possible and to keep it simple.
10:35We're pretty disappointed that some of these decisions have been made without consultation
10:38to our market research.
10:40We're not taking a stab in the dark here.
10:42We do know what we're doing.
10:43Yeah.
10:44Lunchtime.
10:46A Sussex perfumery.
10:50Oh, that's good.
10:51Oh, yes.
10:52A chance for the teams to figure out fragrances.
10:55You're on a beach, imagine the waves, imagine those scents, you know, sand.
11:00And that kind of vibe.
11:01Does anyone smell at the grass one yet?
11:03Experimenting with exotic aromas.
11:06What do we think of green tea base with lemongrass and aloe vera?
11:11Project manager, Katie.
11:13I just love that smell.
11:15It's just, I think it's really refreshing.
11:17It smells nice.
11:18Yeah, it does.
11:19Yeah.
11:20Scent sorted.
11:21I feel really strong that we need something that will kind of denote a meaning to the candle.
11:27The rest of the team focus on a fitting brand name.
11:30How about something like, like evoke?
11:33What about lemon eyes?
11:34Lemon eyes.
11:35That's a made up word.
11:36Lemon eyes.
11:37What about nostalgia?
11:38No.
11:39What about yellow submarine?
11:41Well, we're going to be here all day.
11:43We need to make a decision.
11:44British breeze.
11:45We're proud of being British.
11:47Green tea from China, aloe vera, Africa, lemongrass, Thailand.
11:51Well, let's call it British breeze.
11:54Injecting some fresh air into your home.
11:57Yeah, British breeze, a breath of fresh air.
11:59It's literally perfect.
12:00I want it to be kind of a relaxed writer.
12:03I don't want it to be too formal.
12:05Branding their high-end home fragrance.
12:08Roisin's team.
12:09My favourite is, I like Sandishore.
12:12What about smells from the surf?
12:14No, that sounds kind of stinky.
12:17I like to put forward beach dreams.
12:20Because I think when you are thinking, reminiscing about your holidays,
12:24it's always a kind of dream of going back to the, you know, to a beach.
12:27That looks perfect, guys.
12:30Roisin's vision was always a very high-end product.
12:34The most expensive ingredients, the classiest packaging.
12:37I think that's a good job, that.
12:39They really could sell this product.
12:42Sell it high and sell it well.
12:46Tomorrow, both teams must shift their stock.
12:49On the streets of London.
12:51In your experience of buying these products,
12:53how much will you reasonably pay in a shop for a candle?
12:56I would be expecting to pay around 25 to 30.
12:59Today, laid on by Lord Sugar, a chance to pitch samples to high-end customers.
13:06We can offer it to them for £15.
13:11Looking for a bulk sale of beach dreams, Roisin.
13:15Should they order between 30 and 45 units, we can reduce it to £12.15.
13:20I'm just concerned, it's a very small margin.
13:23The starting price will be £35 per unit.
13:28Pushing for maximum mark-ups, Katie.
13:31Then on the diffusers, £25.
13:35Is that the cheapest for the per unit, by the way, for the candles?
13:37Because that seems an awful lot of money to sell for one candle.
13:40Can you tell Sarah to be quiet because it's making no sense?
13:43We can only win this task if we make the most profit.
13:48And we're only going to do that if we have the best margins.
13:515pm. Fragrances fixed.
14:01Next for both teams, manufacture their candles and reeds.
14:05Make do with that, yeah.
14:06First job for Sanjay, figure out the formula for mass production.
14:10We've got 60 reeds, and each one of those has 100 millilitres in, OK?
14:15Each of those 100 millilitres is equal to 100 grams.
14:18I feel like Carol Vorderman.
14:20Which is equal to 6 kilograms, right, is the total, yeah?
14:24Correct.
14:25I'm completely lost, I just don't understand it.
14:27Because I haven't got a clue with the figure, so I've got to trust in you.
14:31Next door...
14:33Go on, Pamela, make it melting.
14:35Hand movement, go on, go on.
14:37Katie's coloured candles start to take shape.
14:40Guys, you're doing fantastic, Linda.
14:42I just need to keep checking the wicks as well.
14:45Still very yellow. Yeah, it is.
14:50OK, girls, so you're in charge of filling up these diffuser bottles, yeah?
14:54Sanjay's done all the hard work, bless him with all the...
14:58He's in the intelligent bit.
15:00He's done all the, yeah.
15:01He's done all the scientific bit, and we're just doing all the glamorous stuff.
15:03Yeah, we can't all be intelligent.
15:05There are two weak links in this team, and unfortunately, both are girls.
15:10Nooran and Lindsay haven't made a contribution.
15:13There's a lot of candidates still in the process,
15:15and Lord Sugar doesn't have the patience to carry passengers.
15:18When this goes in, you need to start taking out those...
15:21Yeah, I'm quite happy for you to do it all.
15:268.30pm.
15:29Now armed with samples and checking in at a five-star hotel...
15:34Knock, knock, knock.
15:36...beach dreams.
15:39Hello. Welcome to the Goring. Come on in.
15:41Hello. James, nice to meet you.
15:43We're talking about the top end of the market here.
15:45We class ourself as the premium end of the scented arena.
15:49So first we have a soy wax candle.
15:52We don't want to have a luxury product
15:54that's burning off hot soot all over the place.
15:56Can we light one? Yeah, absolutely, yeah, sure.
15:58I can just picture myself doing this and then getting in bed.
16:01It'd be lovely.
16:03It'd cost you eight and a half thousand pounds a night.
16:05Well, hopefully we'll sell a few candles, we'll be all right.
16:08The smell, it's actually a reasonably gentle smell,
16:12which is quite important because we tend not to overpower our clients with scents.
16:16So what's the price to us if we buy them?
16:18We're looking at around 15 pounds per unit.
16:21Well, why don't we say 25 to start with?
16:23We bring 25 beers as well.
16:2525 of each.
16:26Lovely.
16:27Thank you very much for coming in.
16:28Thank you very much.
16:29See you.
16:30Giving Members Club Home House a taste of British breeze...
16:35It's an exclusive product.
16:37Daniel.
16:38If you're willing to buy in bulk, we've got a one-off sale of 20 pounds.
16:42What's bulk mean?
16:43Bulk, we can sell up to 50.
16:45We've only got 21 bedrooms, haven't we?
16:47Yeah.
16:48If you take 30 for 20 pounds, I will shake your hand and you will not regret.
16:53Guys, can you meet me at the 30? Can you not meet me?
16:56How about 25 at 20?
16:57No, no, no.
16:58Guys, can we go to 25?
16:59That is all I can do, guys.
17:00And that's because Stephen suggested that we've got a chance of doing it.
17:01Okay.
17:02Yes, we're interested.
17:03When you come back tomorrow, we want to see the finished product.
17:04It will be him.
17:05I really appreciate your time, guys.
17:06Deal done.
17:0725 reed diffusers at 20 pounds each.
17:08I felt like Steve jumped in saying 25 before I could get to 30.
17:11Excuse me, Dan.
17:12They were not going to buy more than 20.
17:13And you kept on saying 30, and I...
17:14They bought 25.
17:15Can you please stop while I'm speaking?
17:16They bought 25, so you're already speaking rubbish, mate.
17:17Dan, I'm speaking.
17:18And what...
17:19You kept on pushing 30, and I could see that they were getting...
17:20I could see from the look of their faces...
17:21But I got 25!
17:22You were intimidating them, and that's why I stepped in, and I saved the pin.
17:23I'm going to see the finished product.
17:24I'm going to see the finished product.
17:25It will be him.
17:26I really appreciate your time, guys.
17:27Deal done.
17:2825 reed diffusers at 20 pounds each.
17:29I felt like Steve jumped in saying 25 before I could get to 30.
17:30Excuse me, Dan.
17:31They bought 25, so you're already speaking rubbish, mate.
17:33Dan, I'm speaking.
17:34And what...
17:35You kept on pushing 30, and I could see that they were getting...
17:36I could see from the look of their faces...
17:38But I got 25!
17:39You were intimidating them, and that's why I stepped in, and I saved the pitch by saying 25.
17:43You saved the pitch?
17:44I saved the pitch.
17:45You're deluded, mate.
17:46You're actually deluded.
17:47So I had to stop.
17:48No, I've got it, I've got it.
17:49You can get on with that.
17:50Yeah.
17:5110.30.
17:52Lindsay, Lindsay, Lindsay.
17:53Yes.
17:54You haven't measured that one.
17:55It needs to be measured against the original.
17:56That one.
17:57Which is the original?
17:58Okay, guys, the next batch is coming.
17:59I've just dipped my tie in it.
18:02Waxed end of the tie.
18:03I need the fragrance as well.
18:05Yeah, I'm doing it, I'm doing it, I'm doing it.
18:06Yeah, the fragrance.
18:07Get it in, get it in, get it in.
18:08Guys?
18:09Yeah.
18:10Where did I grade you?
18:11Candles complete.
18:13That's it.
18:14Yay!
18:16Good work, guys.
18:17Well done.
18:18Diffusers done.
18:20I am exhausted.
18:22For now, it's back to the house.
18:299am.
18:30Good morning.
18:31Hi.
18:32Oh, thank you.
18:33First chance to check out their finished products.
18:36Oh, Katie, I think you should open them.
18:38For Roisin, her luxury Beach Dreams brand.
18:39Here it is.
18:40Oh, guys, these look great.
18:41Yeah, they're really good.
18:42Oh, my God, they are really nice, yeah?
18:44Don't they look good?
18:58Oh, I love the colour.
19:00The big reveal of British breede.
19:05It's a bit yellerer than I expected.
19:07It's a bit yellower than I was expected.
19:09Hurray.
19:10I'm a bit disappointed with the color if I'm honest I thought we would be a bit creamer than
19:16that one battery original reason that I became project manager in this was because I buy this
19:23stuff and you know what today both teams must sniff out sales so the people who are going to
19:31go sell to the public are Solomon James Lindsay and the run the people are going to go and sell
19:36to the business are Sanjay Mark Bianca and I it's a selling day I'm a salesman this is my task I'm
19:42going to be going to the retailers ensuring that we move all the volume and we've got no stock left
19:46at the end of the day there definitely needs to be sub team leader and the sub team leader I want
19:49somebody who's confident with the pricing I'll do that you're confident with okay if we put James
19:55on the stand put me out in the businesses I can rest easy know all the products are getting sold
20:00okay does everyone want to take this down pinning down price points Katie's team max we're going to
20:07try and sell it at 40 pounds minimum for the candle please don't go below 25 pounds lowest 20 our goal
20:15price is 25 pounds however if people aren't buying it for 25 pounds then we need to go lower and I'm
20:21perfectly happy for you to go lower if you need to go to 20 pounds or to 15 pounds that's fine if we're
20:26not shift it then then we're gonna have ten five whatever we can set that bottom line I think we
20:30need to do a deal like three for three for thirty quid something like that okay I don't think we should
20:34drop to ten then James no no no I will use my my initiative yeah and we'll play it by here let's go
20:40guys 10 30 a.m. we've got a table we've got a product we've got two handsome men we're in business
20:48in the heart of the city at market shopping center one new change everybody know what they're doing
20:58definitely let's go sales base for British breeze where are the little stickers have you got them
21:04there these are on the table without the labels please do them discreetly in the background where's
21:10discreet discreet but they can still see it I know but it doesn't you're making the product look I'm
21:15actually think the consumers like being seen like us making them and no I disagree I disagree
21:20Sarah I've asked you to do something please just listen to me make it very soon but you're not
21:25I've you're so bossy stop it Sarah's proving very difficult I gave her a basic task to do at the
21:30start of the day we're trying to work as a team you're telling me what to do and where to put the
21:33stickers on and immediately she created an atmosphere if she doesn't get what she wants
21:36she can be very difficult where should I do them then Lauren I would just do them out of the way
21:40where is out of the way everyone can see me to make to you to me Greenwich market you okay yeah
21:51yeah you sure yeah setting out his sales strategy I don't want to make the retail price more 45 so
21:57something more some 18 aren't we yeah James 45 pounds for the candle that's recommended retail
22:04price we're high-end product aren't we that's what Roisin is great we've created a high-end product okay
22:07okay where have you retailed them at 40 and 45 we haven't retail them you haven't so you can't
22:12say it's a recommended retail price because you haven't retail them so take it down because it's
22:17misleading across town the private members club obviously this is your finished product in its
22:28packaging okay delivering their reed diffusers Katie's team but the packaging is very clear
22:37and my only point would be is the labels non straight sorry can I just have a look at that
22:45yeah it is funny well what we can just say is obviously when it's put into a room hopefully from a
22:53distance it's not necessarily so if you weren't happy with this one we're more than happy to take this
22:59one out and give you an alternative without shadowed out we kind of a product that's especially
23:04representing your brand of mine that's not spot-on okay so I go with this too and in case we need
23:09anything else okay so I'm just going to go with it the customer yeah the customer is always right
23:21apologies for the delay sir okay we got yesterday's sales sewn up thank you thank you so much for your
23:32time pocketed 500 pounds heading for her first sale I would like to come out of the first three
23:42appointments with the stock on and discussing discounts Roisin we can be flexible I think you
23:49know if we need to we can go as low as eight pounds but I don't want to go anywhere below that
23:52so this is our rediffuser okay and this is our candle I think it speaks for itself it's high-end
24:01I think it would fit in beautifully here look at that beautiful oh my god the good thing about your
24:08product is that it's made here made in the UK in terms of quantity what would we be looking at 40 of
24:14each okay yeah that's gonna be eight pounds 50 by 80 units which is 680 pounds all their red diffusers
24:23sold half the candles snuffed out here's a wee receipt I'll take that off your hands for our hard work
24:31great sale that was brilliant we've gotten rid of some volumes we now need to get rid of smaller
24:38amounts for a much higher margin under how the sub team are getting on I just hope that the girls get
24:43out there and push it no really to her job is selling at stalls yeah this is this is what she
24:49does isn't it hello madam can I interest you in to some lovely scented candles now Greenwich how
25:02about two candles one of those yeah I'll do it yeah fine got 10 pounds pleasure I have a good day
25:09thank you the sales are picked up Solomon's doing a fantastic job I've sold quite a few now I'm not
25:14Lynn's been doing it seems to me for last half an hour she's been sitting there putting labels on
25:18boxes so I need to know what the story is good to be sales do me to say yeah yeah yeah it's a bit
25:23wasted there you're gonna make some money got plenty of plenty made up how yeah okay yeah I have tried
25:28I'm just obviously not got the knack you still bit of time yeah you're after me some energy cheer up come
25:34on the scented candle and and the diffuser for 52 pounds lunchtime the city all right 52 pounds thank
25:49you sir sticking to Katie's top-end prices Lauren's sales squad 30 pound well done that's 40 pounds
25:57I'll get you the card machine oh yeah okay okay can I interest you in a nice candle at all still
26:03searching for her first customer personal assistant Sarah every single person I've asked won't pay any
26:10more than 10 pounds for it I've sold I've sold 35 points I've sold three so far and I've sold them
26:17all like around the 30 pound mark so I've experienced from all of the people around here they're not
26:21prepared to pay more than 10 pounds what does that say to you Sarah null point no sales is saying we've
26:29really got to drop the price people are saying it too expensive well they're not saying that to the
26:33others the others are selling not much but they're selling can I just do an incentive handle today or handmade
26:39Greenwich 15 pounds no you said 10 10 pounds 10 pounds pushing hard for sales six quid six pounds
26:49all right what I do it six pounds of their high-end products James is half of the team two for 10
26:55pounds yeah the sales are sales no such thing as bad profit you're burning the candle at both ends aren't
27:01you hey I used to bend it don't seem to burn each individual member of the team is selling the candles
27:13or the diffusers for whatever they can get some people are charging 15 some people are charging
27:19five thank you very much are they following the pricing strategy no they're not I'm not in the
27:24market for crying today love I'm afraid I'm on my way to the cinema to have a look at Pierce Brosnan
27:29oh very nice
27:32Mayfair
27:35hi nice to meet you Ella nice to meet you an exclusive nightclub I love the fact that you
27:42have candles here I go in and you I can see every day yeah so you obviously use them quite a lot dancing
27:50round the deal I think we can do 50 50 at 16 pounds Ella Jade are you interested in the diffusers as
27:57well how much are they so these are 25 20 50 at 16 and we'll take six of them it was a 20 20 yeah
28:11all right okay thank you thank you over 900 pounds netted thank you so much
28:20thank you nice to meet you the luxury hotel here to deliver the promised products good to see you
28:34again Roisin but interesting I don't suppose I was actually expecting a square glass my expectations
28:41weren't phenomenal yesterday on what you were sort of telling me but I don't mind that you have
28:47actually got yourself a sale and what was the price we said on that 12 pounds 15 pounds we do
28:52actually have 42 with us here today can I get them slightly cheaper we'll sell you 42 at 13 pounds
28:5842 at 13 pounds okay thank you very myself a deal candle sale confirmed next the small matter of 25
29:08reed diffusers that is through a reed diffusers well that's the next bit we've actually sold out that
29:13is a bit disappointing I think that was an error on our part was an error on your part because I'm
29:19gonna buy those and who knows what I would have all of the absolutely the hotel made it clear last
29:24night that he would like to see 25 diffusers he was close to doing a sale clearly a good price however
29:30Roisin's team decided to sell all their diffusers eight pound fifty to a gift shop summit's pricing
29:37strategy well it's been non-existent margin is king in this task I only wish they recognized it
29:43hello yeah yeah hi we're on our way to Kensington to an appointment have you still got stock I know but if we
29:50make a sale we're gonna get you to bring our stock so I need to know what stock you have 53 candles
29:55left we've got we've got about about 40 fuses two two two good work that's very dumb come to Kensington
30:03Kensington wrap-up wrap-up wrap-up still got candles left ten pound for one one candle ten pounds two for a
30:10tenner give me a chance we're going we're going anybody 3 30 p.m. hello madam can I interest you in
30:21our scented products today in the city no you sure sales of British breeze have dried up awesome if
30:30they want to smell it I think we should just hold the box this ago would you like to smell I mean you
30:35know make it enticing hi guys hi Katie okay yeah how you doing it's not been great in terms of sales
30:43we're looking at about the 200 pounds if even that's it I think if you get to a new location start hustling
30:51again I think you can do it all right let's go guys so they've sold about 200 quids worth that's
30:57probably about ten yeah yeah one hour till trading ends in tone we've got just over a hundred candles
31:09left guys I'm confident it was confident it's a much better place to sell can I interest you in any of
31:15the best fragrance products today would you be interested in spelling this lovely candle
31:18oh god okay okay let's go for um 15 pounds maybe ten realistically these candles are worth no more than
31:2815 pounds and I'm sure Lord sugar in the boardroom tomorrow will say exactly the same thing he won't
31:33be prepared to pay more than 40 pounds but I can assure you 12 on 50 10 okay I'll take 10 I'll take 10
31:39okay hmm very nice thank you Kensington I would like to take to those two sorry excuse me I don't mean to
31:49interrupt we just have to take this call sorry okay thank you hello probably just gonna make it have you
32:01sold anything sale on the two rediffusers that it leave it leave it leave it if you couldn't sell
32:07too we'll be able to sell more on the high street okay we're gonna have to cancel the sale okay James go
32:13ahead and sell just trade okay we'll crack on 10 minutes to go
32:25hi I am Ella nice to meet you what we have for you today is the diffusers and they're handmade in
32:32Britain they'd be perfect for the toilet nice smell around the bar mmm we like that smell of beer nice to meet you James how do you do you all right okay here we go this is the candle
32:45so we've got 50 units we're looking at 10 pound a piece based on you take a lot and we could also
32:49throw in a few diffusers yeah you can have that for three all right um would you take ten maybe and that would have your toilet smelling fresh for like a full year just because of the amount of times you've said
33:01the toilet so I'll take five off of your hands deal thank you so much thank you
33:05let's do a deal shake your hand eight pounds eight pounds yeah nine pounds me halfway
33:09nine pounds deal well done
33:23six o'clock oh Jesus trading over
33:26I'm just so disappointed because I really I really really thought that we could get rid of
33:32yeah I'm just so disappointed I really wanted a win today and everyone seems to feel like we've lost
33:40it's kind of seeping through to me and I feel like I've lost before I've even gone to the boardroom but
33:45all I can do is concentrate myself concentrate and make sure I made the sales and that's what I think I did
33:49you can go through to the boardroom now
34:17this task was dead simple choose a nice scent
34:46package them beautifully and work out your costs and your margins
34:51so I don't want to be hearing any excuses from anybody
34:54I'm in the internet business I don't understand this or I'm in the swimming business
34:58I'm a lawyer oh I'm an accountant I don't understand all this stuff
35:02there's nothing much to understand in this right this is so simple
35:06anybody could do this
35:07I don't care whether you are the butcher baker or in this case candlestick maker
35:13it's an easy task right I think we'll start with summit
35:19Roshan you became the project manager that right yes
35:22I felt that with my experience that I could really add value there your experience as an accountant you saw the numbers
35:27being an important part of this I did so what did you decide to do I basically a very clear vision of what I wanted from the product I was very specific about that
35:35I was very particular about the design of of the labeling and the branding so you went for that you went for high quality market high quality yeah
35:42Beach dreams it's very neat you know it looks quality actually you know it looks it looks good
35:50now let's get on to the selling side of things where did you go we made an appointment with a luxury hotel he suggested that we come back with 25 candles and 25 reads
35:59if the packaging was what we said that he'd buy them it was a problem then when you arrived we'd sold out of reads by that point in the day
36:06James having pushed it you couldn't sell it to him correct so he got you got there having spent time convincing to buy reads the day before you didn't have any
36:15he was pretty shocked you turned up without them without them yeah
36:18now did you define a pricing policy yeah initially for the candles we said to start high in the morning between 20 and 25 pounds and then to be very adaptable depending on the appetite of the market so to reduce your price accordingly
36:35all right so generally speaking team good project manager happy yeah organized yeah did you sell out
36:42I see a lot of sugar we had we had 50 units left at the end of the day 10 minutes to go and I managed to do a deal and sell all 50
36:47sold out yeah sold out sounds good okay let's move on to tenacity Katie I believe you're the project manager
36:53yes I put my hand up with somebody who actually buys these products I do spend money on them have done for years
37:00and have experience as a consumer British breeze what were your main ingredients lemongrass green tea and aloe vera
37:09right market research what did you learn from there it was to be simplistic all her products were actually
37:14neutral in color this looks like a glass full of custard well yes we said neutral and that was that was a very
37:25clear focus of the market research but unfortunately the decision had already been made hold it hold it a minute
37:29yes the idea of the market research team is to feed back to the team leader and everybody else what we're going to be doing
37:36we fed that back to project manager Katie she just responded by saying the color had already been decided
37:42we were appalled yeah I mean at your market research actually was a waste of time so did you set out a pricing policy
37:53yes we did yes we decided to have our highest retail price starting at 35 so did you stick to these prices then
37:59I didn't sell in retail I did yeah I tried to stick to it as much as possible because at the end of the day you said
38:03this was about margins I didn't because I found it very very difficult to sell at the high-end price and even
38:09dropping it down what did you do this time that's it that's a different advice that was I just have to do so I
38:15think it must have been later on in the afternoon three units for 25 pound at what time of day it was within the first hour
38:24no it wasn't it wasn't the first hour it was later on yeah I wouldn't have done all right don't mind bloody aloe vera
38:29it sounds like it's goodbye Sarah here at the moment I mean I want to hear some positive stuff now did you sell out
38:35no so you've got some stock over candles and diffusers on have we got candles yeah we we have all right
38:45well I think what we should do now is to go through some of these numbers and let's see how he ended up tell
38:53me about the sales gone I'm getting what are you doing sorry Karen let's hear about your team summit had
39:02total sales of 2177 pounds and they spent on the products 607 pounds and 68 pence which left them
39:11with a profit on the day of 1569 pounds and 32 pence Nick how about your team tenacity so total sales
39:232217 pounds 35 pence having spent 633 26 generating a profit of 1584 pounds and nine pence you won by 14
39:41pounds seven to seven on the margin you stuck to the margins that was what this was all about high margins
39:50you had stock left over also meaning that if you had had a few more hours you may have gone on and
39:55they made even more profit yeah sugar well after this performance I suppose you deserve a little bit of
40:01relaxation so I'm sending you off to a luxury spa so well done and I'll see you on the next task
40:09thank you you lost this because you took your eye off the ball as far as margins were concerned
40:30basically you sold the stuff too cheap go off and talk amongst yourselves I'll see you back in here
40:37shortly and one of you who will be leaving the process today okay thank you little sugar
40:42oh my god
40:54I think we made a really good team yeah I hope that team tenacity continues to be the winning team
41:16I'm bitterly disappointed that we lost by 14 pounds the price of one candle the key thing here is that
41:36we didn't actually stick to the price I told the team thought they needed to sell them for James didn't
41:42stick to the margins in my mind we had put up there we had to sell it so at times I sold two for tenner
41:46eight quid seven quid nine quid whatever I could sell it wasn't a fire sale yes I made a few deals
41:53below the price that she gave us but at the end of the day if I didn't make them sales but even in that
41:58boardroom today with a lot less profit I made 450 at the wholesale she sold 12 pound I was really
42:05shocked that Lindsay has only sold one unit neuron didn't seem to contribute much either she's a market
42:10expert it's just not acceptable
42:30Yes little sugar yeah could you send the candidates in case yes you can go through to the boardroom now
42:40have you gotten the early insight into what do you think has gone wrong here yeah I do I think
43:02first of all I'm bitterly disappointed to lose by such a small margin but I think yeah I'd like to
43:07Roisin I'd like to qualify that the other team had a bundle of stuff that they could have carried
43:13on selling and in the real world of business that's what would have happened so you know it's more than
43:1714 pounds no I understand that Roisin you are an accountant by profession yeah and I thought you
43:25know I made it quite clear when we set this task that you should understand that everybody should
43:30understand this is all about margin yes okay and you should have been on the money there no yeah
43:36so get your brain around this one the other team their average selling price for all of the items was
43:43sixteen pounds yeah your average selling price for selling everything that you made was nine pound fifty
43:51therein lies the story no focus on the margins no focus on price control panic selling panic like a fire
44:00sale no sure you can ask what the percentage of themselves were to the businesses I'm asking the
44:05questions here not you do you understand it's not sure okay so just keep quiet when I want to
44:10talk to you I'll talk to you okay yes the why don't you tell Lord sugar what you sold the diffusers
44:16for in the gift shop we sold them in the gift shop for eight pounds fifty this is it's just like
44:23selling caviar in a fish and chip shop high-end product low-end price James from I heard are you
44:30was having a closing down sale before you even opened he was talking about much lower prices I was
44:35trying to make it more appealing but when I got there of course it's appealing any bloody salesman
44:39can sell something for half the bloody price I sent them out to do it for if I said I want 20 quid for
44:44this it's because I've made a calculation and that's what it's commercially worth and I went
44:49into that any bloody salesman so I'll get 10 quid for of course you can I understand low sugar I
44:53mean how does a loose cannon like this go off and start selling two candles after an hour for half the
45:00price that you said you supposed to sell it I was very clear before anyone went off anywhere and asked
45:05again and again is everybody clear on the strategy but then you did say you can start to discount when
45:10you want without any clear instructions can I just say please are true the only reason why I made
45:14themselves at that price because I did not want to leave that market with selling no products yeah you
45:18were there low sugar if you were me you'd have done what I did honestly when we were sat in the
45:25brain tell me why excuse me young man please don't tell me what I would have done okay you don't know
45:30what I would have done you were selling two candles for 10 quid whatever it was I sold my 15 and 18 as
45:35well but at some point we had to do a deal with people to get that business but the issue is that
45:39it was too early or get some profit out of it no it wasn't get no money because what could have
45:43happened was if we knew you know what as well you're pointing all the finger at me about the
45:47prices right you went in just let me speak we did a deal at the hotel at 15 pounds I let you talk you
45:52went into the next business and sold 88 pound you're pointing finger at me about doing a few deals
45:56James James I'm not pointing the finger at you I'm just stating facts that I told you the price that we
46:01needed to sell it for I told you the price not to go below and from you Lindsay and Iran all went
46:07below the guy who tried you know around what was you doing on day one I was actually part of
46:12manufacturing and making the cans sold a few 92 quids worth that's right neuron who is a market
46:17specialist hang on a minute and an expert and knows all the markets I don't trade in Greenwich I'm
46:22a specialist in the market in London I'm from Peterborough here and Lindsay sold 12 pounds worth yeah I
46:28didn't do very well at selling I don't know what you did on the team for the whole task if I'm
46:33completely honest I don't know how you can sell 12 quid in a whole day nobody was interested he
46:38raises the point there I'd like you to explain to me what you actually did on this task I helped
46:43create the candle and I helped sell I didn't do a very good job at selling it's a cop-out you'd never
46:48speak up you never make decisive decisions you don't sell either you're just an empty seat in our team I
46:54I did I did try I yeah I know I know I didn't do very well I know I'm not gonna say Lindsay you
47:01know as a swimming instructor I can tell you you're drowning at the moment I know okay you really
47:06are this this place is full of sharks okay you've been treading water in my opinion for the last three
47:14weeks now what have you got to say about this I know I know I haven't I haven't been at the person I
47:22thought I was going to be when I came here I think if anything I've learned that probably I'm best at
47:28sticking what I what I know best and that's swimming I'm sorry to have to say I I've not done very well
47:35I'm disappointed with myself you didn't do any selling you were walking around aimlessly holding a
47:48candle three weeks have gone by and I think you're taking up someone's space to be honest with you
47:54yeah okay so look Lindsay I'm sorry to say it is with a grant you're fired
48:18machine I don't think there's much more to be gained in this particular session now other than
48:32you telling me who you're going to bring back into this boardroom I'm going to bring in the run and James
48:41okay the rest of you go back to the house very disappointing this you know still very disappointing
48:52you're going to come back in here and at least one of you will be fired okay off you go
49:07it's regretful about Lindsay the rigor of the process has taken its toll on you know I haven't
49:20got time for people that don't have the heart for it anymore she had to go there's no question of it
49:25we've got three people here I mean as far as Roshin is concerned it's all gone wrong because she didn't
49:33control making sure that they were getting the right margins and selling at the right price last
49:38week no one was out of her comfort zone but this was the right task for her she's a market seller she
49:43was in a market sales figures don't look great more I she outsell Lindsay with Lindsay's gone that
49:49leaves her the lowest seller James he didn't know when to stop talking he didn't listen to his project
49:56manager and you know will he improve as time goes by I don't know yes or trigger could you send me three
50:05of them in place no sugar we'll see you now okay Roshin why have you brought James back into this boardroom
50:25then James is here because as the sub-PM he didn't get the prices that we needed to get and he didn't
50:30get the rest of the team to get the prices that he needs to get no sure can I say that I've worked my
50:35absolute balls off the candles weren't selling that price I had to use my intuition I didn't want any
50:39money left sat in that stock but it wouldn't have been something yeah at the hotel Lord sugar I got a
50:44deal on the table to buy 25 candles and 25 reads at 40 25 times James James you're a young man
50:50that's right and I admire your enthusiasm okay but you need some polishing a lot of polishing a lot of
50:57polishing look sugar I mean I mean from I understand from Karen you start off this thing by putting up a
51:03poster for 40 pounds and now it's reduced to whatever we never sold one at 40 pounds did we I mean
51:12professional ethics are wrong that's the point I'm making you know what ethics are absolutely you do know
51:18what ethics are yeah and I'm just just so there's no confusion ethics is not where Southend or
51:23Colchester I understand right I was just trying to make it appealing so I'm 26 years old Lord sugar
51:27this is why I'm here I'm most the most passionate hungry person you're ever going to meet I was
51:31like you Lord sugar when you was my age honestly stop with a like me son there's no you're not like
51:37me I'm sorry I'm here because I want your guidance Lord sugar I've got that much hunger that much
51:41determination and with your help away where's the failure of this task then realize with Roshi I feel
51:48when I had the brainstorm initially I feel I directed people well I guided people well we produced a
51:54really good product because of us I knew the margins I knew the numbers I knew what we needed to get I
51:58told them what we needed to guess she didn't give me a concrete answer I didn't say you didn't you left
52:03to my own discretion so then put you think you lack command I don't think so I have so much drive and
52:10energy and ambition and I just because I conduct myself and maybe a more professional manner than
52:15everybody shouting around me I don't think that that makes me any less of a an authority figure I
52:20want to go back on on on the past three weeks now um Nuran you were the project manager last week and
52:28your team came in with a fortuitous win uh with uh quite a horrible product and it just was less
52:36horrible than the losing team's product and I have to say if you'd have lost I don't think you'd be um
52:43be sitting here today to be honest with you you've got these small businesses you know one has to take
52:48one's hat off to you how enterprising you are but you know there is a giant leap between what I would
52:55call this kind of small-time business into something big and my concern is whether you'll
53:01be able to make that transition into the kind of large-sized business that I have in mind for the
53:07winner of this process I am not your type a sort of kind of person who's the overachiever the hyper
53:14organized I'm a type c type of person law sugar with pure determination perseverance and relentless
53:19ambition I'm not perfect law sugar but that's not going to stop me law sugar no one can convince me
53:24that I can't do it no sugar I am convinced that I can and I am absolutely you know 100% determined
53:32and confident that I should be your business partner given the opportunity I will you know
53:37prove you um yeah
53:38rushing the first half of the task was very very good and then it all went downhill
53:50and where does it go downhill and your lack of management in ensuring what price the product
53:56is sold for James you are a little bit of a wide boy and you've come into this thing here in my
54:05opinion with the wrong kind of attitude okay let's show that the failure of this task is all down to the
54:11the fact that you know this products got sold too cheap and you had total disregard for the pricing you
54:18know it is just shut up at the moment definitely not sure you can't shut up now sir neuron I worry
54:30tremendously as to whether you can make that transition from very small trader up to the next leap
54:38if you give me the opportunity well I can actually neuron I've got you there I've got him it's regretful
54:48James the somewhere within you you've got you've got something but you have this way of of carrying on as
54:56if you're a bit of a jack the lead you ain't going to be a jack the lead in this place no no no I'm
55:02telling you right now Rasheen the task was a simple simple task margin that's all it was about as an
55:13accountant you let it slip it'll never happen again no it may not but neuron last week your
55:25team won by luck it clearly demonstrated to me you don't have the project manager's acumen I wish
55:34you the best of luck in the future with your other businesses but you're fired
55:38you listen listen to what the project manager says they want you to do and get on with it and if
55:59something is going wrong you pick up that bloody phone and you explain yourself you don't go off and
56:05and do what you want to do point taken off you go back to the house thank you
56:20neuron a lovely lady but spaced on the past three weeks I couldn't see her making that giant leap up
56:27into a big business which is what I'm interested in I mean I'm a bit sad the dream that has ended so soon
56:43no sugar definitely overlooked my potential in that boardroom I think that definitely James got lucky there
56:50your problem was that you tried to create a Ferrari and you tried to sell it for a Ford the big
57:00question is who do you think is gonna get fired now James was okay but he was just talking a little
57:06too much too much he might shoot himself in the fur
57:09everybody
57:11what's up guys
57:16we live to meet again oh my goodness it was really intense the reality checking from now I think it's head down and
57:27you know a bit more of this and a bit less of this and I think I might be all right we've been saying that
57:36now 15 candidates remain Lord Sugar's search for his next business partner continues
57:44next time I want you to launch your own online video channel action cyber bullying
57:55video nasties okay it might be offensive having said that but it's a talking point
58:04and in the boardroom the only way you lot are going viral if you kiss someone with the bloody flu
58:10a crash you are a lost cause you're fine
58:14oh it looks like a good one that's next wednesday night at nine now it's over to bbc2 and darrow bream for
58:24you're fired with guests candle queen joe malone dj sarah cox and comedian hugh dennis now and more from
58:30noor and tomorrow afternoon she'll be waxing lyrical with greg james on radio one from four
58:35you
58:38you
58:39you
58:39you
58:41you
58:43you
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