- 6 weeks ago
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00:01I'm not here to make friends. It's business.
00:05Lord Sugar is on the lookout for a brand new business partner.
00:10I need to see who's got a good business brain.
00:15At stake, a quarter of a million pounds.
00:19I feel so angry. There's no winner here.
00:22And a 50-50 deal with a business heavyweight.
00:26That's a massive, massive win.
00:28Action!
00:29It's an investment worth fighting for.
00:32Hang on, let me finish. Hang on, let me finish.
00:33You've got to tell her!
00:34I said it, tell her!
00:35No, you didn't!
00:36I'm fuming.
00:37Twelve testing weeks.
00:39I thought that was a bit of a car crash, to be honest.
00:41That was brutal.
00:42One life-changing opportunity.
00:44You're fired. You're fired.
00:46You are a loose cannon. You're fired.
00:49You're fired.
00:50Previously on The Apprentice...
00:59I want you to create your own gin.
01:02I can honestly put my hands up and say I've tried a lot of gin.
01:04Grania took a second shot as project manager.
01:07I have to stop drinking this.
01:08But the task went to her head.
01:10I keep forgetting. I don't want it. I want it a bit.
01:13But I think of it...
01:14Trishna's bold colouring...
01:16Orange. Quite a darkish orange.
01:18...meant they were hammered in their pitches.
01:20The colour of the liquid is somewhat different.
01:24Yeah.
01:25And team relations turned sour.
01:27If you don't think that what's going to happen is effective,
01:29you've got to tell her.
01:30You've got to be able to direct the room.
01:31What?
01:32On Courtney's team...
01:33I feel like it's a bit lame.
01:35Creativity dried up.
01:36Choose your concept.
01:37Which one?
01:38Trouble was brewing...
01:39What name have you gone for?
01:40Gin. G-I-I-N.
01:42I think you've made the wrong call.
01:43The correct way of pronouncing it is gin.
01:45And he almost lost his bottle.
01:47Where are we on this one?
01:50In the boardroom, Gin hit the spot...
01:53Final five, final five.
01:54...while Colony was confined to history.
01:57The product has got so many faults with it.
01:59For Granja, a sobering experience.
02:02Every time there's an opportunity for you to excel, you haven't.
02:06But for Trishna, last ordered.
02:08Bad moods, having the hump,
02:10that's not the calibre of person that I could work with.
02:14She became the 12th casualty of the boardroom.
02:16You're fired.
02:17Now, five remain to fight for the chance to become...
02:22Lord Sugar's business partner.
02:34One week till Lord Sugar makes his final choice.
02:38Hello, good morning.
02:39Good morning.
02:40Good morning.
02:41Lord Sugar would like you to meet him tomorrow morning at 122 Leadenhall Street.
02:45And please bring your business plans with you.
02:47Cheers.
02:49Bye-bye.
02:51So, tasks are over.
02:53We're going to be doing interviews.
02:54Wow.
02:55This is serious now.
02:56One of us is going to be his business partner.
02:58Ah!
03:03For the final five, a last chance to go over their business plans.
03:09I think Lord Sugar is quite intrigued by me.
03:12Despite losing eight tasks, kids clothing retailer, Frances Bishop, still has her eye on the prize.
03:20What I'm proud most of is that I've stuck to being myself.
03:24And whether people like that or not, I couldn't really give a monkey's arse because I'm here and they're probably gone now.
03:31You're one.
03:32Grania McCoy has 15 years' experience in the beauty industry.
03:37I think everybody thought, oh, she's just a make-up artist.
03:40But I'm a make-up artist who wants to think outside the box.
03:42I want the agency.
03:43I want the recruitment side.
03:44I want the training.
03:45I need to really show them that I will work hard to create it.
03:48It's business time.
03:50Novelty gift designer, Courtney Wood, set up his own business three years ago.
03:57They're going to go for every fine detail.
03:59But I entered this process because I knew I could win it.
04:02These interviews are just another hurdle.
04:04One final step to actually show and Lord Sugar what I'm made of.
04:08If you'd asked me week one or two if I'd be in the final five, no way.
04:11But I'm here.
04:12And that's all that matters.
04:1324-year-old cake manufacturer Alana Spencer...
04:18I think it's really important that the interviewers are able to try the cakes.
04:21..has been running her business since the age of 17.
04:25I've been doing it for a long time,
04:27so there's no doubt in my mind this business will work.
04:32I just hope none of them have got a nut allergy.
04:34Finish one of them off.
04:36128 grand, oh, that's a lot, isn't it?
04:39Internet fashion entrepreneur Jessica Cunningham...
04:42..was top salesperson in multiple tasks.
04:46I've just been reading through my business plan,
04:48and there's a few grammatical errors.
04:50However, the numbers all seem to add up, so...
04:52..delete.
04:54I've had businesses in the past.
04:56I am a credible business woman.
04:58I'm confident in my ability, and I know what I'm talking about.
05:01I don't think it's possible.
05:03You need a lot at the engine.
05:15Definitely think Claude's gonna make me a purse-berry.
05:19Really nice.
05:20Gold legacy.
05:21Victor?
05:22Wookie dress!
05:23Wovoor!
05:24Cheers.
05:25I got a bishop Всё, Samantha.
05:26No one in the world!
05:27Ah!
05:28These guys, oh shit, I am sorry to myself,
05:29that's when you can sit here.
05:30They be in the manga.
05:31You got a rabbit very little while I want.
05:33Oh yes I always say.
05:34A hitchhsystem!
05:35You know this never I am gonna be cool calm and collected today, and I'm gonna nail this
05:44They want to know every aspect of you every aspect what makes you take what makes you crumble. It's exciting
05:55The Leadenhall building
05:5818,000 tons of steel in the heart of London's financial district
06:05I
06:37Over a million pound with previous winners and I'm about to invest
06:41Another quarter of a million with one of you the day is all about
06:46Your business plans and you're going to present them to some of my trusted advisors and
06:54Trust me when I tell you that they will probe every inch of your plans and your CVs
07:00And if there are any holes
07:02I guarantee you they will be asking questions
07:07And you better have some answers
07:10Hand your business plans over to Claude and Karen
07:17So I look forward to seeing you in the boardroom where I'll be deciding which two of you will be going through to the final task
07:25Off you go
07:34I'm genuinely cacking myself now. It's like a sense of anticipation of what's gonna come
07:44Upstairs ready to put the candidates through their paces for business heavyweights
07:50After 10 weeks tracking their every move. There's nowhere to hide from Claude Littner
07:58Frankly, I'm finding it quite hard to find anything good about your performance
08:02Got any answer for that?
08:04I think if you break the tasks down. Yeah, well, I broke the tasks there and you lost eight out of ten
08:09Losing eight out of the ten tasks was a horrific
08:12It was horrific. It was
08:13Yeah, I don't know what you're doing here
08:17Uncovering the personality behind the plan
08:19Good to meet you. Take a seat
08:21Managing director of a billion-pound media agency, Claudine Collins
08:25Have a look at what you wrote here
08:28Describe something you would do if you knew you wouldn't get caught
08:32Farting a lift full of supermodels
08:34Why would you I mean I just I don't understand why you'd want to do that or do you think that's something that Lord Sugar would look at and think
08:43Yeah, this is my potential business partner
08:49Distinguishing hot air from cold hard fact
08:52You've done research showing that 90% of beauty hall managers are unhappy with their temporary staff. Yes publishing magnate Mike Souter
09:02How many managers did you actually speak to six? So what's 90% of six people?
09:0990% of six people
09:11So there was only one person that was happy with what they're getting, you know, so is five out of six 90%
09:17I'm on the spot now
09:23I don't know
09:26Finally assessing their plans with a sharp eye and even sharper tongue
09:32Founder of a global design company Linda plant
09:38How much profit did you make in that company?
09:40It was a massive loss
09:42Wait, you made a massive loss in that company?
09:45Not a loss but there was no
09:47I think it
09:48When the money was in the bank it seemed to just dwindle
09:51So you made a loss you don't know how much loss loss it was massive you had money in the bank it dwindled away
09:56Do you know what you're talking about here?
09:59Basically no I don't think I do actually
10:01No, that's what I think
10:02This is Claude's favourite day of the year, this is like Christmas for Claude
10:11Yeah
10:12Five young idiots with a business plan that he can completely rip apart
10:14Okay, speak for yourself Courtney
10:16I have one idiot and four successful people
10:19Oh God
10:21Go on Ilana
10:22Good luck
10:24Confidence, confidence, confidence, confidence, confidence
10:27I think Ilana will be brilliant
10:29She's changed so much
10:32When she first started she was crying, she had no confidence
10:35I wish I was one of the interviewers though, getting all the cake
10:40What's that?
10:42I thought as my business is in cake manufacturing I would let you have them to try
10:46Right, we'll leave that alone then Charlie
10:48Can you just sit back a bit?
10:50So, what is the business that you're proposing to Lord Sugar?
10:54It's a wholesale cake manufacturing business
10:56And they are tray bakes
10:59You've got a small business, Lord Sugar
11:01He's going to want to see some growth
11:02Yeah
11:03Real growth
11:04Yeah, I will be the driving force
11:05You're going to be the driving force
11:07It's going to be interesting if someone chips away at Ilana
11:10Is she going to crumble or is she going to build herself back up?
11:13That's the million dollar question
11:15I mean clearly, you're not exactly a forceful character
11:19If you're going to be running a large business, you've got to be strong
11:22Yeah
11:23I don't know whether you're really tough
11:25I...I...the first...
11:31The first two weeks of this process, I wanted to walk
11:35I really did, but there was no way I was going to be weak
11:38So I stuck it out and I think that has shown that I'm tough
11:41I know that I can do it
11:42It's a business plan that is going to work
11:45OK
11:49Right then Jessica, tell me about the business that you would like Lord Sugar to invest £250,000 in
11:55OK, so it's a fashion website, stocking casual wear
11:59It's going to be driven through social media influencers such as reality stars, fashion bloggers, people like that
12:06So your celebrity contacts, you're handing money over to them
12:10And they wear one of your dresses and they've got three million followers, then you'll sell lots of dresses
12:15Yep
12:17Marketing seems to be one of your strong points
12:18Yeah
12:19So you started up a fashion retail business with no money, just a social media account
12:25And within a year it was turning over £250,000
12:28Yes, that's right
12:29And you were bought out
12:30That's right, yeah
12:31OK, how much money did you make?
12:32Not a lot
12:34About £4,000
12:35What went wrong with this business?
12:37The operational side, it wasn't running like clockwork
12:40I mean, it's still running now, but it's not doing anything now
12:42Do you realise you're still a director of Famous Rocks?
12:46No, I didn't
12:47So if you go to Companies House, you are actually listed as the only director
12:53No, I'm not aware of that
12:54That's very amateurish
12:56You're also the director of another company
12:58Yeah
12:59That you own with your sister
13:01Yes, and a gentleman called Rickney as well
13:03Who's resigned according to Companies House
13:05Oh, has it?
13:06Yes
13:07Let me come on to something that has troubled me enormously
13:13I can see you've saved a lot of money over the years
13:15Yeah
13:16Bloody good for you
13:17My problem is that if you want to grow
13:20I don't know why you don't reinvest that money in your business
13:23It's a choice between investing in my business or a house
13:28So you're asking a third party to invest in your business
13:31When you haven't got the confidence to reinvest yourself
13:33I feel like I've worked really hard for my whole life, naturally
13:36No, and so is Lord Sugar
13:38And that's where the £250,000 comes
13:39Yes, but...
13:40I know what you're saying
13:41It's a commitment
13:42Yeah
13:43And it's got to be your commitment
13:44Yeah
13:52Be confident, Courtney
13:53Good dear
13:54Bloody hell, this is fascinating
14:01So, you're the last man standing
14:03Yeah, quite proud of that, actually
14:05Okay
14:06Going through your application
14:08When you were asked to describe yourself in one sentence
14:11You said, I'll give you one word
14:13Awesome
14:14Well, yeah, I think I've been pretty awesome
14:16I've won the most tasks out of everyone
14:18Well, let's talk about an area that you're not so awesome in
14:21Sales
14:22You've never been the top seller
14:24And as a business owner, you should absolutely be able to sell
14:28So, you pitch yourself to me
14:31Okay
14:32Three years ago, I decided to give up everything
14:35My job
14:36Live with my friends
14:38And create my own brand of gifts
14:40This business is ready for an investor to put some money in
14:45I'm trying to get a bit of something out of you, Courtney
14:48Sure
14:49Because charisma's important in business
14:51Yeah, but I think sometimes I've maybe found that difficult
14:54To be charismatic with my words or be elegant with it
14:58That's not very good going into business with Lord Sugar
15:01Yeah, but I...
15:10Right
15:12Cronje
15:13You've kind of bombarded me with about 80 pages worth of stuff
15:17Briefly, explain what the main concept is
15:20To open a makeup training and recruitment agency in Northern Ireland
15:24Also on the premises, there's going to be what I have now
15:26Which is the studio and the store
15:28I've got to stop you
15:29I've got a problem with this because
15:31You've been up until now a sole trader
15:33Yes
15:34Basically
15:35Yes
15:36It's a bit of a jump, isn't it?
15:37No, I don't think it's a bit of a jump
15:38I think it's the next step
15:39No, no, no
15:40It's a huge, huge jump
15:42Do you not think it has to start somewhere though?
15:44Yes, it does
15:45But you start small and grow
15:46I thought it was small
15:47Genuinely, Cronje
15:49It's just too much in one go
15:52It does put into question the whole proposition
15:54I've never put a business plan together before
15:56So, you know
15:57Is this your sole work?
15:58This is mine
15:59Nobody else?
16:00Not a sinner, no
16:01There's some things you need to pass on to somebody else
16:03I didn't want anyone seeing it
16:04I know
16:05Why? They're not going to steal the idea
16:06And will I...
16:07Well
16:10Oh God
16:17I had Claude
16:18How was that?
16:19Interesting
16:20So, I knew it was never going to be perfect
16:22You know, I need to grow from this
16:24I need to learn what they're telling me
16:25And I'm going to take everything on board
16:27Because I still believe in, you know, having that agency
16:30Game on
16:31Good luck
16:32Good luck, Frances
16:33Thank you
16:34Welcome, Dad
16:40Hello, I'm Frances
16:42Lovely to meet you
16:43Hi, please take a seat
16:45So, Frances
16:47Tell me about the business
16:48Okay, so I've found a gap in the market for past season stock to be sold in a boutique environment and nobody's doing it in children's wear yet
16:58So you buy stock that's now out of season and then you sell that at rock bottom prices
17:03We do, yes
17:04Much larger chains do children's clothing at discount rates, so what makes you different?
17:09Because the second you walk into our store, it's the customer service element in our shops, there's breastfeeding rooms, there's colouring tables, my staff, they just, there's a heart in this business
17:21Your business plan says you've got two stores
17:23Yes
17:24Now I've heard differently
17:26You've actually heard three
17:28Yes, so we had one in Nottingham, it was just unprofitable and it just kind of cancelled itself out
17:34And there was another store as well
17:36And you haven't mentioned that in your business plan either
17:39No, because that was kind of an experimental store
17:41And that's
17:42This business plan is trying to pretend that the mistakes that you've made, they don't matter, well they do matter, it just undermines trust
17:49They, no
17:53No, everything
17:55How many more of these have we got to do today?
17:57Three more
17:58Can't get any worse
18:00Can it?
18:04Jessica, hmm
18:06You've had quite a lot of businesses haven't you?
18:09But let's talk about the new business with Lord Sugar
18:12What are you going to be selling?
18:14Jeans, t-shirts, jumpers, jackets, casual dresses
18:18Quite a vast product range isn't it?
18:21How many styles then do you plan in that range?
18:23Um, so we'd have, we'd, oh sorry, so we'd have, um, we'd have ten, sorry, like, oh sorry, I'm not 100% certain at that point
18:33You're asking Lord Sugar for £250,000 investment, but when I've asked you just the simplest question, you don't know
18:43I don't think that you can produce all those items, and I do have experience because my career was in the fashion business
18:51Oh really? Okay
18:53But just say you could, how have you planned the production?
18:55The production, I'd like to make a small manufacturing process within the UK
18:59For a jacket you have a seamstress used focusing on the arms and the final details
19:02No you don't
19:03First of all, who's going to cut your patterns? How many pattern cutters are you having?
19:07A jacket is an entirely different process to producing a dress, and a t-shirt is yet another process
19:13Another process
19:14And a jean is yet another process
19:16I think you're dreaming
19:18Wow
19:25She ripped me to absolute shreds
19:28I've lost my dignity up on the 42nd floor
19:31Oh my God, that was just so really fake
19:33Is taking cake to this woman a bad idea?
19:35She could have her for afternoon tea or something
19:37I've said I don't think she's an afternoon tea kind of woman, I'll be honest
19:40Oh my God, no
19:43Good luck
19:44I wonder if that cake will go down
19:46Alana, nice to meet you
19:50Nice to meet you Alana
19:53They are samples of my products, you can take them home or you can try them now
19:56Well, I think you should unwrap them
19:58Amazing
20:01Plain chocolate brownie, super rich, yeah
20:03Super rich
20:04Yeah
20:05They're 19 pence a slice to make
20:07Rocky Roads, 18 pence
20:09They sell for £3 at food festivals
20:12It is a very profitable business
20:14You've certainly got something here that's profitable
20:17But you have to have realistic expectations
20:19Currently, you turn over £75,000
20:22Mm-hmm
20:23But in the new business, projected in the first year
20:26£465,000
20:28Mm-hmm
20:29It's very, very ambitious
20:30But I am ambitious and I know that I absolutely know
20:33Can you tell me one of your competitors that's making anything like these profits
20:38There is, I know a lot of brownie producers
20:40Who?
20:41Who?
20:42How much are they making?
20:43I don't know
20:44Are there any competitors making the profits that you are projecting?
20:48Brown and blonde
20:49How much are they making?
20:50I don't know exactly
20:51Thank you, that's enough
20:52Thank you, that's enough
20:53That's enough, you don't know
21:03Hello Claude
21:07Well Courtney, I've been watching you for the last 11 weeks
21:09And frankly, for most of that time
21:11I've wanted to kind of smack you over the face to wake you up
21:15Seriously, I look in your eyes and I think
21:17Where's the energy?
21:18Where's the passion?
21:19What makes you think that?
21:20What makes you think that?
21:22Your demeanour
21:23Come on
21:24You're a young man
21:25You've got no vitality about you
21:27You haven't got that killer drive
21:29Lord Chugger doesn't want to invest in a deadbeat
21:31Well, I believe I've done well on the tasks and I believe that
21:34Well, I've won eight of them, ten tasks
21:38Oh
21:39And I believe that I've been a good part of winning them tasks
21:42Well, I'm not sure about that
21:45So your current business, how many staff do you have?
21:48One
21:49Who is that other one?
21:50That's my partner
21:51Your boyfriend?
21:52Yes
21:53Your boyfriend and your partner?
21:55Boyfriend
21:56Boyfriend
21:57Boyfriend and partner in the business?
21:58No, no, absolutely not
21:59So your boyfriend is also your employee?
22:02Correct
22:03So, we're clear
22:04What's his current role in the company?
22:06Um, he does the same as me, essentially
22:09So if you fall out with him, he could be replaced?
22:12I mean, that's a very cold thing to have to say
22:15It's not about emotions, it's about facts
22:18Those are the things Lord Chugger want to know
22:20Yes, then, he could be replaced
22:22Just tell me a bit about how this business evolved and where we are now with it
22:34I've created a product design company that specialises in making novelty gifts
22:38Who's the target market then?
22:39Um, it would be, uh, from the age of around 12 years old to say 35
22:44Come on Courtney
22:46Come on
22:47You want more room for me?
22:48It's like pulling up teeth
22:49Okay
22:50I, I personally do feel that my company is underperforming
22:53Why is it underperforming?
22:54That's not due to my demeanour, I can tell you that
22:57I work my bollocks off to be honest with you
22:59I haven't paid myself a proper wage
23:01I've, I've given up everything
23:02I could have a nice house
23:04I didn't, I wanted to spend my money on setting up my own business
23:06Come on Courtney, yes!
23:08I've worked for everything that I've got
23:10I've built the foundations
23:11And I feel like I'm on the cusp of something good
23:13Yes!
23:14Yes!
23:15Yes!
23:25Isn't this the toughest day ever?
23:27It's got to be up there one of the most difficult days of my life
23:29This is actually worse than childbirth
23:31Really?
23:32Absolutely
23:33This is contractions time 20
23:35On to the next one
23:37On to the next one
23:42So, Cronia
23:44Um, the numbers in your business plan are flimsy
23:48The cash flow numbers don't add up
23:50Yeah
23:51I think I have a lot more outgoins than ingoins
23:54Because I was gone a little bit spendy happy on that
23:57But
23:58You can't be running a business and be spendy happy
24:03My really big concern is your business plan lacks focus
24:06You want to be an agency for beauty counter staff
24:09Yeah
24:10You want to be an agency for makeup artists
24:12Okay
24:13You want to run a physical and online store
24:15But, you know, I want to open something really big
24:17And get a brand for myself in Northern Ireland
24:19You said in here as managing director you'll be liaising with clients
24:24Mm-hmm
24:25Training
24:26Yeah
24:27Managing staff
24:28And doing makeup
24:29Yeah
24:30The managing director can't be doing makeovers
24:32Mm-hmm
24:33Just focus on one thing, is that what you're saying?
24:36What do you think you should be doing?
24:38Do I...
24:39I don't know
24:45How have you been?
24:46I think this is the toughest day but it's exciting and I'm learning a lot from it
24:50I can tell from two minutes of sitting here but throughout this process you've been really energetic
24:55But sometimes you've been bordering on a bit hyper
24:58Why is that?
24:59I think just because I have high energy levels
25:02Everything I do I deliver with passion and I think sometimes that can come across a bit too much
25:08You're very emotional, you've been very emotional in this process haven't you?
25:12Do you worry that it affects the way that people view you in a business setting?
25:16Of course I worry, I want to be shrewd and I want to be able to control that because in the outside world
25:22I'm not emotional, I run two businesses and I've got three children that are very single handed
25:26And I'd say I'm a very strong person indeed
25:36Right
25:37How did you get to this idea that this is what you want to do as children's work?
25:40At the start of the business we started with two...
25:43We's who the we?
25:44So I previously had a business partner, she did the accountants and the figure side
25:48Good, well I can see you miss her
25:52She's a very smart girl
25:53A little fireball of Francis
25:55Is it really wrong that I'd quite like her to come unstuck?
26:00Let's move on
26:02Let's just get into the meat of this business plan
26:04These looks like they've been thrown together, it's appalling
26:08When I come to the appendix, which is the real interesting thing for me
26:11Who's responsible for these pages?
26:13That's me
26:14There's supposed to be four pages
26:15Yes
26:16I've got two
26:17Yeah, there was another page, the milestones and the sales forecast
26:20That was unfortunately left off
26:23How could you possibly put this to Lord Sugar? This is beneath you
26:28When I did this, this all didn't seem very real
26:30If I had my time again, I would absolutely
26:32God, look, you've got one time, this is your one shot
26:34Lord defo hates me
26:35What?
26:36What?
26:37That was brutal
26:38Literally told me anyone
26:40Good luck
26:41Good luck
26:42Good luck
26:43Good luck
26:44Good luck
26:45Good luck
26:46Good luck
26:47Good luck
26:48Good luck
26:49Good luck
26:50Good luck
26:51Good luck
26:52Good luck
26:53Good luck
26:54Good luck
26:55Good luck
26:56Good luck
26:57Good luck
26:58Good luck
26:59Good luck
27:00Good luck
27:01Good luck
27:02Good luck
27:03Good luck
27:04Good luck
27:05Good luck
27:06Good luck
27:07High
27:30this plan that you are one of the leading designers in the novelty gift
27:34industry what facts is that claim based on yeah that is a self-proclaimed okay
27:42well look I've got a sketchbook here sketch me something completely really
27:46that's a lot of pressure isn't it well you are one of the leading novelty gift
27:50designers in the UK I don't think it's an unfair thing to ask somebody like
27:54that this would be the Lord sugar dispenser you could put his head back it
28:05out of his mouth pop some sugar cubes thank you very much for that yeah I may
28:11have inflated a few things on the CV it just said I was head designer a male
28:16company I was the only designer really you've got to give yourself a good job
28:22tell yourself like employee of the month every month yeah Francis tell me there
28:28is no doubting that you're a hard worker but you put in your application that
28:33you're really disorganized and that your filing is in your handbag that terrifies
28:37me yeah ask anyone in this process they will tell you how organized on the ball
28:42I have been I did write that is a very very flippant comment and if I could take
28:48it back I would do you think Lord sugar wants someone that writes flip absolutely not
28:54hello hello there nice to meet you how are you feeling I'm okay hello Claude just tell me a bit
29:07about your background this is a quick shot shot precise so I'm from Burnley let's go at 16 and
29:14I had six C's a D E F and a U for GCSE level and then I started working a little nightclub selling
29:20shots and then from that I started working abroad you said in your business plan you're going to train
29:31the makeup artist and to have all the knowledge of all the brands right so if I go into my makeup bag
29:37would you tell me the USP of say that and that product no this is a test so Courtney tell me about
29:49this product this is the Cheers baby bowl it's designed to be filled with milk and kids can go
29:55cheers at like their parents wedding it looks like a champagne flute is that appropriate for children
30:00sure that is a liquid blush isn't it it's not liquid oh it is better so you describe the main
30:09market for the business as independent delicatessence yes so how did you work out that there are 7,000 in
30:15the UK based on an average of how many there are in my town and how many people there are in my town do
30:21you think that's a robust and scientific enough way to do it that's that's you know you have no
30:27idea how many there are in the UK do you do you know what the main selling point is of this this
30:34brand's lipsticks and started clothing brand which was successful on the outside but the operation side
30:44wasn't great let's move on because I was going to get to the end oh so Courtney I see that you live
30:53on 8,000 pounds a year is that correct yeah I live my life on a shoestring I made the decision two years
30:58ago to to move back home into my parents in the spare room because I want to put everything into the
31:03business your castle has got 140 products in 33 are yours so the majority of what you're selling is not
31:12your own designs moving forward that's what I'd actually like to phase out and sell all my own
31:17product range well if you're on your own you won't have a catalogue with 140 products will you have a
31:21catalogue with 33 products the point I'm getting at here Courtney is there isn't really a lot of
31:27foundation to your design business but with that investment I want to make new products I'll then have
31:32more than the 33 products you have not convinced me that you've designed enough I believe 33 products
31:37is rather impressive to to create in three years it's nothing in this market this market is huge
31:42volumes by your own words you're operating from a bedroom lust and lies all I can see is a huge amount
31:53of problems you've got all these celebrities you're paying them like 3,000 2,000 1,000 you're paying the
31:59whole load of money yeah and no money coming in yes we are having to pay out the initial outlay of
32:04marketing but it's a marketing-led business but it's marketing their business which is very very
32:08uncertain it's all front-end risk you haven't got a certainty of actually selling that particular line
32:14plus the fact you've got to buy the fabric they have a machinist to make it yeah there could be the
32:18returns there's an admin work refunds I can see the money escaping you're almost dead before you start
32:24the business going that's been done for the day that's been growling it's like a verbal beating
32:39up I thought it'd be more like a meeting of minds and then it'll be like oh yeah what we've done is
32:43really impressive oh god I've still got Linda good luck all right let's go into your business a
33:00little bit you've got four stars for instance including me it's good you've got a business
33:05that can generate profits but there are a couple of areas that worry me you're showing a hundred and
33:11twenty one thousand pounds worth of stock yeah how have you valued that stock so I've worked it
33:17back and I've not good at figures and I'm sure it shows in that horrific at favorite figures so I
33:23here for a horrific at figures what's Lord sugar gonna say to that so that's why I have you know my
33:28bank manager is fantastic I'm just not gonna run your business let me finish I learned from everyone
33:35that is talking to me from the market traders to the wholesalers and I would be a fool not to listen to
33:40it and I what are you learning what are you what are you learning I happen to understand that
33:45business and I know how difficult it is and you tell me you're rubbish at figures you know that's
33:51no I haven't said rubbish because I've said figures are my weakness I'm worried how much weight there is
33:57behind this talk can Lord sugar invest and feel secure that he's going to build something you know
34:03you have to take it on what I have done and I have done an absolute lot I'm not sure at all
34:15I'm strong I'm invincible I am woman I am tired
34:21what day that's been I would never fear having an interview ever again I could do with a large brandy
34:32yesterday it was the most intense thing I've ever experienced there's nothing in life that can pay for the interviews
34:56it would be the worst thing to get this far and then fall at the final hurdle
35:02if I didn't agree with something I challenge the interviewers and I'll do the same today I'll never
35:11surrender Claude said I like passion I like drive that worries me I'm gonna show Lord sugar my business
35:22means everything to me I'm not ready to go home yet I feel really positive after the meetings yesterday
35:28I'm gonna take all that criticism on board and show Lord sugar I can have a business and it is worth investing into
35:34I genuinely believe I do deserve this more than the other candidates
35:39I'm not here to be in the final five I'm here to win it
35:42well welcome back to the boardroom you've had a look at the five last candidates in this process
36:06I'd like to suggest one that we should start off with Courtney okay Courtney I asked him to pitch himself
36:11to me but I didn't find him very engaging and when you put that together with sales it's a bit
36:17of he was never very good at pitching in fact before he starts a pitch you should start off with a warning
36:23that it may cause drowsiness it's a shame because people do business with people yeah and if you had
36:27a bit more personality because he's clearly bright yeah let's get down to the products shall we now when I
36:33drilled into his current business he's actually only invented 33 products in the last three
36:40years so actually he is an inventor but it's a small business but I'm looking for something that's going to be big
36:47could this be a big business the novelty gift sectors all about catching a wave if you back him then what you're doing is you're backing his instinct to be able to anticipate what a big hit product will be before it's a big hit when you look at his business plan we look what he's achieved
36:51I certainly wouldn't write him off Jessica her business idea I understand is all to do with online fashion that's right so they'll pay minor television celebrities to wear the outfits and promote them on social media in order to drive sales for those dresses I had a quick look at her business plan and it's all to do with online fashion
37:09that's right so they'll pay minor television celebrities to wear the outfits and promote them on social media in order to drive sales for those dresses I had a quick look at her business plan and it looked to me that one of her biggest costs was what she was going to be shelling out to these celebrities it's high risk because if they do wear it it may or may not catch on and if it does catch on can she capture the market and I think you could easily lose your money very very quickly
37:34as she did with her first business on a positive reality TV stars on social media have a huge following of people of young people that want to emulate them want to look like them she is incredibly engaging incredibly warm I think she could persuade celebrities to actually wear her dresses her new business is called lust and lies
37:57called what sorry lust and lies that's what she wants me to invest in a company called lust and lies less H&M and more S&M it sounds like moving on to Gronje her idea is to do two things train makeup artists and also become an agency also is that right there are three things she actually wants to have a shop where she can also sell to makeup artists actually there are four things because she also wants to run this as a
38:27recruitment agency for big department stores in Northern Ireland but I think by the time I had finished speaking to Gronje I think she appreciated that actually she really had bitten off more than she could choose yes she may have to concentrate on one particular thing but also one of the things she says in her business plan is that our staff are going to know everything about different brands and I actually said to her I'm going to take a couple of products out of my makeup bag and because you're going to be training them will you tell me what the USP is and she couldn't
38:57no so she's maybe shooting too high there yeah it's a shame because actually she's been a really strong candidate she's very logical she makes decisions well she's a good team player and her makeup was fantastic so she's obviously good at what she does
39:11now Francis she has a business which is a discount children's clothes retailer so what will she do with Alan's 250,000
39:20her plan is to expand out she has two physical stores at the moment I found out that there were previously two full-time stores which have since dissolved
39:30oh that's news she talked about her staff their loyalty to her how many staff she got four oh right she's buying ends of lines bankrupt stocks and she's making a nice profit but how scalable is that business going to be she did have a partner who did all the accounts
39:48all the kind of boring stuff and now it's all come onto Francis shoulders yes her filing system and her office has all run out of her handbag
39:55we've watched her over the past 11 weeks she's been very focused very very determined so for me to read her business plan it was extremely disappointing
40:04I think Francis has been a great candidate but I think she surprised herself in how far she's gone in this process so I think if she could do her business plan now it would be so much better
40:15yeah okay shall we talk about Alana now her business is cakes right her business is making cakes
40:21what I'm trying to understand is how does it get from knocking up a few cakes in the in your kitchen and flogging them to the local deli to something where you can start targeting someone in Glasgow for example
40:33exactly so Alana's plan was to scale her business in delicatessens around the UK now the only problem with that is there's no data on how many independent delicatessens there are
40:44independent delicatessens exist in the UK so how can you estimate your revenues when you don't know how many customers you might have
40:50and why would they buy for anywhere unless she gets a real great brand of cakes if you like how they're going to know about it to buy it and then she's got to get them to
40:58you're going to need distribution we've got things like sell-by dates coming into play now right this is stuff that has to be made delivered and eaten
41:06it's small now but it's got huge profit margins and the product is delicious
41:13she has made money the over the past few years and I said to her well why haven't you reinvested that in your business
41:18after all if you haven't got the confidence why would Lord Sugar have the confidence
41:22well that has been very very useful as ever thank you very much for your assistance
41:27thank you thank you
41:41yes Lord Sugar could you send the five of the women please thank you
41:47Lord Sugar will see you now
41:57good morning good morning
42:04I want to make clear that there is nothing wrong with businesses that employ one or two people
42:09it is the backbone of the British economy
42:12but I'm only interested in how the business that I'm going to invest in ends up being a big business
42:18and I'm going to decide today which two of you will be going through to the final
42:23so Jessica online women's fashion your name for this business is lust and liars
42:32it sounds like a Jilly Cooper novel to me
42:34but anyway one of your biggest costs 10,000 pounds per month
42:38which you want to spend with the so-called celebrities whoever they are
42:41don't you think it's a bit of a risk
42:43I don't because it's a business model that works I've used it in my previous business
42:47but that business didn't work
42:48it did the sales were there but the returns were quite high
42:51and the returns were chipping away at the money in the bank
42:54and
42:55okay so what's different now then
42:56the way I was thinking to reduce returns
42:58are by having videos of how the item flows
43:01you can have measurements of how an item the consumers got at home will
43:05well hold on hold on look
43:07it doesn't instill confidence in me
43:09okay
43:10I mean I'm open to adapt it
43:11if there's something that could be better
43:12I'm completely open to doing that
43:14however I know by using celebrity endorsements and social influences that we can and will sell them items
43:21hmm
43:22Gronje I'm a little confused about your idea
43:24because talking to my advisers
43:27one can interpret it as about five different things
43:30I was throwing a lot of eggs into one basket
43:32so I should have homed in more on the on the make-up the application the train in the academy
43:37and that side of it
43:38the make-up
43:39what do you mean by the make-up?
43:40I'm also creating a brand as myself as an ambassador for
43:43a brand of what?
43:44make-up
43:45of make-up?
43:46this is what it
43:47what your own brand of make-up?
43:48this is what it's
43:49so you're going to compete with the likes of Mac for example
43:51well I think you know everyone has to start somewhere
43:53and I am very experienced in the make-up industry and the teaching
43:57the teaching people how to do it
43:58yeah teaching
43:59people are going to pay you to train them
44:00yes pay the train with me
44:01it'll be a worldwide certified certificate for make-up artists
44:05how much are you going to charge them?
44:06well that certificate will be costing 7,000 per course
44:10and you're qualified to teach that course for you?
44:12I am half qualified I'm in the middle of it
44:14half qualified
44:15yeah I'm nearly finished
44:16oh you're not even qualified yet?
44:18no
44:19not certified yet
44:20sounds like I might need certifying to actually invest in this then
44:25Lord Sugar
44:26I want to open an academy
44:27create a make-up brand
44:28I want to have both
44:29I'm not just playing it safe
44:31I want to start a brand
44:32and get it out there
44:33look, look
44:34Grenier
44:38you know I'm going to be bluntly honest with you
44:40I just can't see this
44:42that's okay
44:44that's okay
44:45it's been nice to be associated with you but it is with regret that you're fired
44:49thank you so much
44:50I really appreciate everything
44:51girls good luck okay?
44:52best luck
44:53I love you
44:54I love you
44:55I love you
44:56I love you
44:57I love you
44:58you're good for you
44:59all right
45:04Alana you want me to invest in your cake business want me to provide the hundreds of thousands
45:09You want me to invest in your cake business, want me to provide the hundreds of thousands.
45:15Cupcakes was a great fad, wasn't it, three, four years ago.
45:18And people made a bit of money flogging them to friends.
45:21Then they go to the local deli and they sell a few to them also.
45:24And then they kind of hit a brick wall.
45:26My business is so far away from the cupcake.
45:29Who do you see a target customer?
45:30The food service industry.
45:31So anywhere that sells coffee.
45:35And then I see it going nationwide.
45:37Really?
45:37There's a huge market for them.
45:39I mean, his products, for example, you look at a picture of it.
45:42It would be sample based.
45:43So they have to taste it?
45:45They would absolutely have to taste it.
45:46So you find some bloke in Glossa, for example, that's running a coffee shop.
45:50And you've spent a couple of hours driving to him and they may or may not give you an order.
45:54But the main source of my current business is food festivals, country shows.
46:00And I will also still be going to the events.
46:02You can't be everywhere, can you?
46:04Yes, but whilst there's staff on my stand, I can be going and building relationships.
46:08Business calls.
46:09Exactly, yeah.
46:11Claude tells me that you've accumulated quite a lot of money from this already.
46:14I've been saving towards a house since the age of 16.
46:16When I started my business, as I was making money, I ploughed it back in to get it bigger
46:20and bigger and bigger.
46:21So why haven't you reinvested it?
46:23I have been reinvesting a small amount.
46:27You need to be a bit more ambitious, really.
46:29I do.
46:29I mean, for example, you're talking to me about more staff and all that stuff.
46:32It doesn't seem like you want to put your own money into that.
46:34No, I do invest in my own business.
46:36But the reason I'm here is because I want more than just the money.
46:39I want Lord Sugar and Lord Sugar's advisors and his team on board.
46:42Now, Courtney, you've got this gift design thing, yeah?
46:48What worries me about your business is that you just go online and you type in novelties
46:53and 20,000 things come up there straight away.
46:56So why are your products special?
46:58I personally feel that my industry is not really up to date with the current trends,
47:02and that's something that I bring.
47:04I look at future trends, I look at current trends,
47:06and I try and create products and gifts for people.
47:08Every single item of yours could be knocked off.
47:10Yeah.
47:10If it becomes popular, just by changing the dimension, the shape,
47:14another company could be knocking it off just like that.
47:16It's all about getting it out there cheaply and quickly,
47:18and so I can get a product from idea to market in under three months.
47:22That's true.
47:23It's speed.
47:24And then as soon as you're being copied, you're out on the next thing.
47:27I want the £250,000 to increase my sales distribution network in the UK to supermarkets,
47:33high-street retailers.
47:34That's the key of what I want to get my products into.
47:36I know my kind of product.
47:37Hold on, hold on.
47:38Look, knowing the retail market as I do,
47:40I'm trying to see why they would buy this type of stuff from you.
47:45And that's why I want you on board,
47:47because I believe having your name associated with my business will help me have success.
47:50Yeah, I mean, you know, let me tell you that I've heard that story before
47:53from a couple of previous winners who said,
47:56right, now you're behind me.
47:57When I pick up the phone to Mr. Supermarket and they say,
48:00I'm Lord Sugar's partner, you know what it comes to?
48:03Jack shit.
48:04Nothing.
48:04Don't mean anything.
48:05The product's got to stand on its own two feet.
48:09Now, Frances, you've got these two shops.
48:12Yeah.
48:12One of my advisors, Linda,
48:14she says one of the weaknesses of your business is the scalability of it.
48:18Because it relies upon end of lines,
48:22when you've bought a range of kiddies shoes and they sell like hotcakes,
48:25what do you do?
48:26You know, you can't get any more,
48:27so you've got to go and try and find something else.
48:29You don't know what's coming next, really.
48:31We do not know what's coming, but the stock is there available.
48:34I've been in this industry now for two years and I know it inside out.
48:37I've made good contacts.
48:39In terms of scalability, it is a case of we've only scratched the surface
48:42with the brands that we are speaking to.
48:44But I'm talking about scaling up, you know, shop number four, shop number five.
48:49You've got to think about inventory, the staff that you employ,
48:52and you've got to start putting in systems, right?
48:54Yeah.
48:55Yeah, but you're not very good on systems, for what I can understand.
48:58All your invoices and bills and everything go into your handbag at the moment.
49:02That was a very, very naive comment I made and...
49:05Well, do they or don't they?
49:07Six months ago, yes, but coming to this process, I'm...
49:10You know, these two...
49:11Can you do it, though? That's the point.
49:12I genuinely, genuinely believe I can.
49:14And I think that it is genuinely a very strong business investment.
49:24Jessica, you have been in business before.
49:28That didn't work out too well.
49:30No, it didn't.
49:30I do believe that you have got the personality and you're good at sales
49:34and I get the marketing side of it.
49:36Nevertheless, what you want to do is exactly the same thing again.
49:40Yeah, that's great.
49:40I have concerns, Courtney, about your business.
49:46I really do.
49:47You're in the unfortunate position of your business being the closest thing
49:51that I've been doing all of my life, manufacturing stuff.
49:54And I know of the sensitive things that can go wrong.
49:58Francis, my concern with you is your lack of understanding of the finances
50:02and it may have been a throwaway line about this handbag
50:05which had all the paperwork in it, but many a true word spoken in jest sometimes.
50:10Yes, this is very difficult at this stage.
50:18But Jessica...
50:20Lord Sugar, I know that would turn a profit a lot quicker
50:24than any of the four businesses here, a large profit.
50:26Well, she's making good profits at the moment.
50:28But our margins would be unbelievable as well.
50:30The business model is a tried and tested business model and it works.
50:33I think you've got great Sal's ability, but it's a very, very risky idea.
50:41Jessica, it is with regret that you're fired.
50:44Thank you so much.
50:45It's been absolutely incredible.
50:46Look, I've got three good businesses that have been explained to me
51:04and I've got two good people here also
51:06that have been around in this past 11 weeks.
51:09If you don't mind, I'm going to ask you to step outside for a few moments
51:13while I talk to them and I'll call you back in.
51:19Now, we've got young Courtney.
51:21I find him still a bit lacklustre.
51:23He needs a firework somewhere.
51:25I have to say I've seen him in pictures, Alan,
51:28and trust me, there's little or no charisma.
51:30We know what his weaknesses are,
51:31but look what he's achieved over a limited period of time.
51:35You've got to actually admire the guy.
51:37Right, now, Frances, she can talk up for herself
51:40and she's employing three other people.
51:42I think it would just be her organisational skills.
51:44That's what I would query.
51:46I can't ignore about her business in her handbag.
51:49It's a sort of sole trader mentality, that, isn't it?
51:52Alana has come out of her shell.
51:54She's been very quiet throughout the process,
51:56but it's not for lack of knowing her business.
51:57The problem is whether she can find some more trade customers
52:01to take volume off of her.
52:03Let's get them back in.
52:07Yes, Lord Sugar.
52:08OK, can you send the three of them in, please?
52:10Yes, Lord Sugar.
52:12Lord Sugar will see you now.
52:21You've done very well, you three, and you're good people.
52:25The business is one thing,
52:27but the nature of the people is another thing.
52:29So, Alana, for example, you've lacked a bit of confidence.
52:32I can guarantee you 100%.
52:35I do not have a lack of confidence now.
52:37No, I mean, I have seen an improvement.
52:40My concern is whether you've got that confidence to go forward.
52:43I wouldn't have stuck...
52:44Ambition is another thing, you know.
52:45I've got so much ambition.
52:47When I was in school, I was doing my business
52:49because this is what I have ambition in.
52:51Courtney, you always look like you have a lack of energy,
52:55and I wonder whether you are going to be able to talk to retailers
52:58to break through to that next level.
53:00I think I've suffered with maybe some nerves,
53:03and I believe I can work on that.
53:05All I say is that I want this so badly,
53:08and I've given absolutely everything for this.
53:12Like, Alana, I had a savings.
53:13I could have gone and got a flat, but I didn't want that.
53:15I wanted to put all my money into my business
53:17and risk everything that I've got
53:18to build up this company and be a success.
53:21I mean, my business plan is absolutely superior.
53:23I think the fact that I'm turning over just £75,000
53:27with a £39,000 profit shows how good my business is.
53:31You've done very well, but you've never employed anybody, have you?
53:34I'm currently employing one employee.
53:35You've got one employee.
53:37To scale this business up, you've got to employ staff,
53:39you've got to build your kitchens,
53:41you've got to get around the country and all that.
53:43You've never done it before, have you?
53:44Um, I have never done...
53:46I've not organised a large team, no.
53:49I genuinely feel that I'm confident
53:51leading my staff and managing teams,
53:54and I genuinely think it is difficult
53:56to come up with a business model
53:58that makes good profits and good margins.
54:01That is what I've shown I can do.
54:03As nice as they are at the moment,
54:04two shops is not really of any interest to me.
54:08But I feel that it does have the scalability
54:09and it does have the potential.
54:11I believe that I'm the only person sitting here
54:13that actually has the platform to build a big business.
54:16You are a one-man band, right?
54:17She employs four people, including herself.
54:20But with Frances's business plan,
54:22she wants to set up five more shops in the north of England.
54:25Alana wants to sell cakes nationwide,
54:26but I think that's going to be very difficult for her to do.
54:29I believe that my business...
54:30big stores buy your merchandise
54:32and they can go and buy it themselves.
54:33Because my product's unique.
54:34If I get them in the right shops,
54:35I think we will have big success together.
54:37If you get them in the right shops...
54:38I've got them in multiple high street shops already.
54:40OK, look.
54:41I have to consider who's going to be in my final.
54:49Frances, I think that your business is a bit risky
54:53as far as I'm concerned.
54:55Alana, I like the margins of your product.
55:00I like the improvement I've seen in the person
55:02that I met 11 weeks ago.
55:04But I've got to say,
55:09to scale this business up,
55:11you've got to employ staff, build your kitchens.
55:13How many cakes you've got to sell
55:14just to cover them alone?
55:17You know...
55:18Courtney,
55:21you may be at a disadvantage
55:24that your business,
55:25I can understand every detail,
55:27every nut and bolt.
55:28Alana,
55:35I'll be seeing you in a couple of days' time.
55:39You are going to be in the final.
55:41Oh, my gosh.
55:42OK, thank you very much.
55:46Well done.
55:54Frances and Courtney,
55:56it's a tough one.
55:59Yeah.
56:04Frances,
56:05this idea
56:06is not scalable.
56:09I want a big business.
56:11So,
56:12I wish you the best of luck,
56:14but I'm not going to be investing in you.
56:16So, Frances,
56:18you're fired.
56:20Good luck, guys.
56:21All the hats.
56:26You need his tea?
56:28Congratulations, you two.
56:31You've battled your way through 11 weeks
56:33of gruelling tasks.
56:35You're now going to go into the final.
56:37If you think what you've done so far is tough,
56:39the final is going to be even tougher still.
56:41But in the meantime,
56:42take a little rest,
56:44and I'll see you in a couple of days' time.
56:45Thank you so much.
56:46I love the people who've done it.
56:52All the best, yeah.
56:57I am a more charismatic person than Courtney.
57:00I genuinely,
57:01genuinely thought that,
57:02you know,
57:03I could be in that final,
57:04but I'm not,
57:05you know,
57:05I'm sat here instead,
57:06but I've got such a bright,
57:08brilliant future.
57:14You did it.
57:14Well done, Lana.
57:15Oh, God,
57:16that was right in my ear.
57:17Sorry.
57:17It's all smiles now,
57:19but you're the one person
57:21standing in my way of £250,000.
57:24Yeah,
57:24this investment is mine.
57:26My heels are firmly in the ground, Courtney.
57:28Maybe you could use that money
57:30you've saved up for that house.
57:32Just saying.
57:37Now,
57:37only two remain.
57:41The search for Lord Sugar's
57:42next business partner
57:44is nearly over.
57:47Next time.
57:49For your final task,
57:50I want you to launch your businesses.
57:52Hello, ladies and gentlemen.
57:54Three, two, one, action.
57:55Familiar faces.
57:57Oh, look at that,
57:57and I'm bored.
57:58You're really missing the points,
57:59Sophia.
57:59No, I think you're missing the points.
58:01Brand new businesses.
58:03Brand change,
58:03logos change,
58:04I've put my name in it.
58:06Cakes.
58:07Do I scream luxury?
58:09Or gifts.
58:10What we have here
58:11is a trophy baby beaker.
58:14Only one can win.
58:16You're going to be my business partner.
58:17You're going to be my business partner.
58:20All yours.
58:21The first time.
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