- 3 months ago
Dragons Den UK S22E14
Category
📺
TVTranscript
00:00You can round here, warm up.
00:15Yeah, just stretch, stretch.
00:17Hi, I'm Laura. This is Stacey,
00:19my business partner, friend and confident.
00:23And we're from Nottingham.
00:26OK, great.
00:26I started dancing at the age of four.
00:29Worked professionally and then decided to set up my own dance school.
00:34My experience in the dance industry was as it is a disco dancer
00:37when I was a teenager.
00:41So our business is in the dancewear industry
00:43and we brought along four amazing dancers
00:46who come and show off our products
00:48and hopefully wow the dragons.
00:59Wow.
01:05Yeah, I think so.
01:09Wow.
01:20Yeah, I think so.
01:22Very impressive.
01:24Hi, I'm Stacey.
01:26Hi, I'm Laura.
01:27We're the founders of Shays Dancewear.
01:29We are here today to ask for £75,000 for 10% of our business.
01:35Shays Dancewear is an inclusive dancewear brand
01:37that allows dancers to embrace their ethnicity
01:40from the moment they step into their first dance class
01:42and retain their identity throughout their career.
01:46As a dancer from the age of four,
01:48I have become accustomed to being the only one in the room
01:50wearing pink tights and pink ballet shoes,
01:53which obviously didn't match my skin.
01:55As a dance teacher of 30 years, in my experience,
01:58the lack of racial representation in dance education
02:01has impacted the lives of global majority students.
02:04Now, I'm not sure if you're familiar with the term global majority,
02:07but basically it means that the majority of people
02:10on this globe are non-white.
02:12So we saw the gaps in inclusive dancewear
02:14and decided to develop our own brand to fill those gaps.
02:18So we remortgaged our houses and in February 23,
02:22we launched our own brand, Shays Dancewear,
02:24with five products in four shades.
02:27In our first year of trading,
02:28we have turned over £58,000 with a 53% gross profit.
02:33We are already partnered with some of the leading
02:35performing arts colleges supplying to West End theatres
02:38and are currently negotiating
02:40with some of the largest entertainment companies
02:42within the industry.
02:44It is our ambition to become the leading global dancewear brand
02:48that is genuine and inspiring.
02:50We would like you to join us on this journey
02:52because the more voices we hear,
02:55the louder we become.
02:59Inclusive dancewear that caters for a range of skin tones
03:04is the offering from Laura Grant and Stacey Green.
03:08Thank you, dancers.
03:11Well done.
03:12Brilliant.
03:12The pair are asking for £75,000
03:18in exchange for a 10% stake in their business.
03:23And the pitch has already made an impression on Peter Jones.
03:31That was good, really good.
03:33Impactful.
03:34You definitely get exactly what the business is.
03:38What really hit me, you both have gone all in, haven't you?
03:41You've gone big.
03:43Yeah.
03:43You've remortgaged your houses.
03:46Yeah.
03:47Talk to me about that.
03:47We're two single mothers.
03:49So really it was down to us to lean on each other
03:52and decide if we really wanted to go all in.
03:55For me it was a no-brainer.
03:57Shall we do it?
03:57Are you in?
03:58And we knew that that was the only way to do it,
04:01to do it properly.
04:01How much did you put in each?
04:03What was it actually?
04:04Yeah, so we put in just under £80,000 each.
04:08Wow.
04:12Stacey, Laura, hi.
04:13Hi.
04:14First of all, thanks for opening my eyes to this.
04:18Because so often we just go through life
04:20and unintentionally don't notice the discrepancies.
04:24So I mean it.
04:25Thank you for opening my eyes to this.
04:27And is there a sort of an obvious route to market?
04:30I don't really understand the landscape.
04:32You're going to have to help me.
04:32Is there sort of a big distributor that once you connect
04:36with that distributor, job done?
04:38Or are you going to have to work really hard
04:40about getting into each individual theatre
04:42or each individual dance school?
04:44So the sales strategy really is, you know,
04:46it's a mixed income model in terms of wholesaling,
04:50online and in shops.
04:52There's hundreds of dance shops across the country.
04:56And at the moment, where are you getting most success?
04:59Is it direct to the consumer or is it through wholesale?
05:03It's a mix of both.
05:05It's about 40% direct to consumer
05:07and then the rest through wholesale.
05:11Laura, Stacey.
05:13Hi.
05:13So last year you made the £58,000 turnover
05:16and a 53% margin and a net profit or loss of...
05:20Minus 27.
05:22Minus 27.
05:23I mean, we've got £90,000 worth of stock.
05:28Well, so that was going to be my next question.
05:30So I noticed, obviously,
05:32you've got the five SKUs in the range,
05:35but how many different sizes
05:36do you need to hold of all of those?
05:38How many different product lines do you have in total?
05:40So in the...
05:41Sorry.
05:42Sorry.
05:42I was just going to say that one of the reasons,
05:44you know, we were talking about filling in the gaps.
05:46There are other dance brands
05:48that have been around for many, many years
05:50that are offering inclusive dancewear,
05:52but they only do them in certain sizes.
05:55So our message is a child that is two years old
05:58that walks into their first dance class
06:00should be able to wear dancewear
06:03that matches their skin tone straight away.
06:04So it was important to us
06:06to make sure we got the whole range.
06:08Which is brilliant because you're driven by purpose,
06:10not just the figures.
06:12Yeah.
06:12But how many different SKUs do you have?
06:14So I couldn't tell you the number off the top of my head,
06:17but for the ballet shoes,
06:18we go from a child size five up to an adult size 11.
06:23Wow.
06:23Yeah.
06:24And all the sizes in between.
06:25Yeah.
06:26And then for the jazz shoes,
06:28we go from a child size 10 to an adult size nine.
06:31Right.
06:31So it's an awful lot.
06:32And, you know, the product range that you've got,
06:35obviously the girls that we saw come in,
06:38there was the top bits as well.
06:39So we're just having the leotards made at the moment.
06:42The leotards.
06:42Yeah.
06:42And I noticed they had four different leotards on.
06:45Yeah, yeah.
06:45So there's another few SKUs in another range of sizes.
06:49I mean, there's a reason why the fashion industry
06:52usually demands in exorbitant margins.
06:55I mean, 53% margin is actually really low for fashion.
06:58But because the stock holding is so cash intensive,
07:01because each product you're holding in multiple sizes,
07:03which is why a lot of brands just hold them in certain sizes,
07:07because it's so 80-20 rule.
07:10You'll make 80% of your sales from the 20% core sizes.
07:13Okay.
07:14So it's really hard.
07:15Yeah.
07:15So you're in a really, really difficult market already.
07:19Mm-hmm.
07:19But your stock holding, to be really credible,
07:23is probably going to have to at least quadruple
07:25from where you are now to get you on that right path and position.
07:30Okay.
07:31And that's before you start talking about buying in volume
07:33to be able to get the margins where they need to be.
07:39Stacey and Laura.
07:41Hi.
07:41Hi.
07:42At the end of the day, I can understand your mission.
07:45Mm-hmm.
07:46But also, I can understand this is a business.
07:49Mm-hmm.
07:50And you've got to try and differentiate the two.
07:54Yeah.
07:55All I'm trying to get to is you're trying to change something.
07:59At the moment, your turnover does not tell me
08:03that you're changing too much.
08:06This change is happening with or without us.
08:09It's happening.
08:10We've seen it in the bigger brands.
08:11Yep.
08:12We've seen it with the awarding bodies changing
08:14to skin tone dancewear.
08:15So it is happening.
08:17So you've mentioned that there's other brands doing this, correct?
08:19Yeah.
08:20And who are the brands?
08:21How big are they?
08:22They're huge.
08:23So Block is one of the biggest dancewear brands,
08:27global dancewear brands.
08:28And then you have Capetia.
08:29And how big are they turnover-wise?
08:31Block turnover, 63 million.
08:35Stacey, Laura, I wonder here,
08:38because I completely believe that the change you're describing
08:41will happen.
08:42Mm-hmm.
08:42My concern as I think about how this plays out
08:45is that if your purpose is to be successful
08:48and you create the change that you're seeking,
08:50then all of the major suppliers of this equipment
08:52are going to offer the range.
08:54Yeah.
08:55And then where does that leave the profit part of your business?
08:58Well, I think that's really why it's important to do this now
09:01because what we are then doing is we're being the leading
09:04global dancewear supplier of inclusive dancewear.
09:07It's interesting because in business sometimes,
09:09but in life generally, the first person over the hill
09:11takes all the arrows.
09:12Right.
09:13And that's kind of my worry is that, you know,
09:15the brand that's making the 63 million or whatever,
09:18you said, they're going to sit, chill, wait.
09:20When culture changes, they pounce.
09:22So I go, purpose tick, profit, question mark.
09:26Right.
09:27And even if the business, you know,
09:28becomes a nice earner for you, for you guys,
09:30which I hope it does,
09:31the real benefit of this business's existence,
09:34I believe, will be the change that you cause in society.
09:37So I applaud you for that.
09:38I'm going to say that I'm out,
09:39but I wish you the very best.
09:44I'm not even going to try and say it as eloquently as Stephen
09:47because I absolutely, completely agree.
09:51This is important stuff.
09:55And I also agree, it's going to be tough for you
09:58because the first people out there always are.
10:01I tell you what scares me at the moment for you,
10:03the number of SKUs,
10:06so that's the number of items you're going to have to stock,
10:10means you're going to have a lot of cash tied up in stock.
10:1675,000 isn't going to touch the sides.
10:18So I'm really sorry, I'm really sorry,
10:21but I won't be investing.
10:22I'm out.
10:22Laura, Stacey,
10:28I reckon you're probably going to need
10:31five times what you've asked for.
10:37And I'm worried that the ask today really isn't the 75,000.
10:40It's going to be a kind of repeated funding of this business
10:43until we can get it to where it needs to be
10:45or to go out and do a bigger fundraise
10:47and you're not profitable enough to justify
10:50the valuations that we'd need to do a fundraise at.
10:53Potentially, I'd end up either having to buy
10:55a much bigger stake in the business
10:56or getting diluted to own a much smaller stake in the business.
10:59So from an investment opportunity,
11:02I can't get the numbers to stack
11:04to make it appealing for me.
11:06So I've got to say that I'm out.
11:11Laura and Stacey.
11:12Hello.
11:13What can I say?
11:14First of all,
11:16I think you've done a brilliant job.
11:19I can see your mission.
11:21That is definitely second to none.
11:24However,
11:26as an investment,
11:28from what I can see,
11:30it does make sense for me.
11:32So today,
11:33I can't invest them out.
11:39Hi.
11:39Hi.
11:41I think it's absolutely admirable
11:44that you have,
11:46and the commitment is off the chart.
11:48I do think you're going to do okay.
11:51I don't think that you have unwittingly risked your houses.
11:56I do think that if you continue,
11:59this is early stages.
12:00If you go to next year and you build again,
12:03I think you're going to have some traction.
12:05And I then think that's the time to raise potential investment for this business
12:09at a much larger level,
12:11because you'll end up giving less equity away.
12:13You'll have traction,
12:14because people love to buy things that are part of a movement as well,
12:20because it makes them feel good,
12:21and you've got that.
12:23I just think it's too early for me to invest today,
12:25so I'm going to say that I'm out.
12:27But I keep everything crossed for you,
12:30and I wish you the very best.
12:34That's it for Laura and Stacey,
12:41as the curtain falls on their hopes for investment,
12:45and they leave without a deal.
12:49Disappointed, but proud.
12:51Yeah, very proud of what we've done,
12:54and glad that we've had the platform to share.
12:58I think they're going to make it.
13:01I hope they do.
13:01Yeah.
13:02It's a brilliant scene.
13:03Unfortunately, they need a lot of money to make.
13:05A lot of money.
13:07They've put their house on the line, so.
13:08Yeah.
13:10We always say if we can educate one more person,
13:12so I feel like we've done that.
13:15To hear what Debra said to us about we've opened our eyes,
13:18that we'll take that.
13:19Hi, my name is Rajan.
13:34I'm from Nottinghamshire, and I'm an eye surgeon.
13:37This product that we've created helps everyone who uses it,
13:42and actually that is almost everyone on the planet.
13:45Rajan has recently swapped stitching for pitching.
13:51I am new to business.
13:54I've been in medicine and surgery for the past 20 years.
13:57I hope the Dragons will like my professional background
14:01and this product being inspired from a patient perspective.
14:04Perhaps that will be key to their interest in it.
14:07So will the eye surgeon-turned-entrepreneur
14:12prove to be a slick operator in the den?
14:17Hello, Dragons.
14:19My name's Rajan Bojwani.
14:21I'm an eye surgeon and founder of See The Tape.
14:25I'm here to ask for £35,000
14:27for a 25% share in the company.
14:30A few years ago, I was presented with a gift
14:34from a patient who was visually impaired.
14:37She apologised for the fact that she struggled with the packaging.
14:41I was later informed by my children
14:42that the worst witch was looking for a spell
14:45to find the end of sticky tape,
14:48highlighting this as a common problem
14:50and something I wanted to fix.
14:52It wasn't until I was creating a training programme
14:56about how to examine the eye
14:58that I realised that there may be
15:00a relatively simple solution to this problem.
15:03So when we examine the eye,
15:05we use special techniques
15:06to examine for fine detail,
15:09fine lines in the cornea.
15:12That's the clear window at the front.
15:14And these are best seen
15:15against the dark black background of the pupil.
15:20Now, if you think about a roll of clear sticky tape,
15:23that's similar to the human cornea.
15:25A clear curved structure
15:27and the edge is a fine line,
15:30similar to a corneal nerve.
15:32So housing the clear tape on a dark background
15:35should similarly allow you to be able
15:38to see the edge in a bit more detail.
15:40We've spent the past four years
15:42in design, theory, prototype production
15:45and patent protection
15:47and have just launched onto the market
15:49at a recommended retail price of £1.49.
15:52Thank you for listening.
15:54I welcome any questions.
15:56Can we see the tape?
15:57Sure.
15:57Clear sticky tape against a dark-coloured background,
16:02making it easier to spot the end,
16:04is Rajan Bojwani's potential eureka moment.
16:08So if you first of all have a look at the normal tape
16:11and see if you can find the edge of the normal tape
16:15and then just spin the cedar tape round
16:17and see how easy it is to find the cedar tape.
16:20I can't find the end on this one.
16:22On that?
16:23Well, that's the normal tape?
16:24Yeah.
16:25Rajan is seeking £35,000
16:27in return for 25% of his company.
16:31Can I show you this?
16:32Right, so I'll let this drop in your lap.
16:36So if you just spin that round
16:37and just have a look
16:40with your eyes to the edge.
16:42Rajan's product appears to work.
16:49But Tuukka Suleiman is well-versed
16:51at identifying a business's sticking points.
16:58Rajan.
16:59Yes.
17:00So how long have you been going as a company selling tape?
17:04Actually, physically selling it only a few weeks.
17:09So what have you sold so far?
17:10Just a couple of hundred rolls.
17:12All right, so there's a market out there.
17:14I believe so, yeah.
17:16Yes.
17:17Rajan.
17:18Yes.
17:19When I've got sellotape at home,
17:21I've got it in a sort of dispenser.
17:23True.
17:24Especially if I'm wrapping,
17:26which I do, to be fair,
17:27most wrapping I do would be at Christmas.
17:29Sure.
17:31Tara, to be blessed, does most of it.
17:33But if I end up doing some wrapping,
17:34I'll end up using the dispenser every time.
17:36Yeah.
17:38So my question to you is,
17:39have you ever lost the end of the roll in that dispenser?
17:41Yeah, good point.
17:42But that will go in a sellotape dispenser.
17:44That's what I mean.
17:45So like for like,
17:46if you've got a roll where you're going to lose the end,
17:48maybe if you're in a rush,
17:50and you can see the end,
17:52and you can purchase a roll like for like
17:54where you can't see the end.
17:55No, it definitely works.
17:56Yeah.
17:56Stephen just did a test with me here.
17:58Yeah.
17:58And it took me, how long with that?
18:00It took him 30 seconds.
18:01Yeah.
18:02With the typical roll.
18:03Yes.
18:03To find the edge.
18:04It took him six seconds.
18:05And I, by the way,
18:07in both, with your roll,
18:08I really tried to hide it.
18:10So it's a 25 second saving in this test.
18:13When you're wrapping presents,
18:15sometimes you get lucky with a normal roll of tape,
18:17but I've been there for two minutes
18:19throwing this thing out the window.
18:19And with that,
18:20and the thing about this product
18:22is if you cut it and drop it,
18:24you're going to see it within a few seconds.
18:26You cut and drop the normal roll,
18:28it could be lost for minutes.
18:29And it's frustrating.
18:31It is interesting.
18:32It's just one of the reasons
18:32why I love sitting in this chair.
18:34I get to meet the most outrageous concepts.
18:37It's quite clever.
18:38I genuinely don't get it.
18:40And the reason I don't get it is
18:42the people, the big people who make this,
18:45they can very, very easily
18:48put a colour on the inside of their tape.
18:51Sure.
18:51I mean, which would in a moment
18:54take your business out.
18:56But why don't they?
18:58They don't,
19:00because if I've got this on a shelf
19:01and I see what looks like a dark green tape,
19:04I'm not looking for a dark green tape.
19:06I'm looking for a clear tape.
19:08Sure.
19:10That's a good point.
19:11What's your answer to that?
19:13I think it's out of habit.
19:15We've kind of been habitualised over decades
19:17to scratch around with it and look at that.
19:20If, as soon as there's awareness there,
19:22the choice is clear.
19:24No, but the people who make the current tape
19:26are not trying to make my life difficult.
19:27They want to sell me product.
19:29And to change the colour of that card
19:32would be the simplest thing to do.
19:36True, but we've got a patent.
19:38You've got a patent?
19:39Yes.
19:40Goodness.
19:42What have you got a patent on?
19:44Sorry, we've got a patent
19:45for clear tape on a dark base.
19:51OK, I'm sorry.
19:53I've got to ask more about this patent,
19:54because I can feel the staggeredness.
19:57That isn't a word.
19:58I just made it up.
20:00First thing I wrote down, patent.
20:02Wow.
20:04So exactly what have you got a patent on?
20:08So we have a patent on mounting clear adhesive tape
20:14on a base which is black, near black,
20:19or any other colour close to black,
20:21which is within a range of light absorption values.
20:24Is that patent granted?
20:27I have a letter where it's going to grant this week, yes.
20:32Can I see it?
20:33Of course you can, yes, yes.
20:35It's here.
20:37Oh, the glasses are coming out.
20:38She means business.
20:40This is the actual patent.
20:43Kim?
20:44You do the claims.
20:45I'll check the claims.
20:46I'll do the letter.
20:47Patent, patent, claims.
20:49Has anybody got a coffee or anything?
20:56Rajan, can you answer the key question
20:58that Debra raised a second ago?
21:00Because I really think that's a really important point,
21:02which is, if I'm a retailer
21:04and I've got the option of stocking this or this,
21:06I would think this was black tape
21:08and I would ignore it
21:09and I'd continue to search for the clear tape.
21:11So that's why our campaign will be focused on TikTok videos,
21:15on social media,
21:15to try and get it out there,
21:17get the awareness out there.
21:18I mean, the idea works, the concept works.
21:22I think the real challenge now is the behaviour change.
21:24So if we get the exposure, the social media,
21:29the knowledge out there,
21:31that actually you can see the edge of tape now.
21:36Well, whatever, I'll just say, whatever...
21:39Clames, I've just got to clear one.
21:40...is reading,
21:42the IP office actually says that it is going to...
21:47It's recommended for a grant.
21:50So the intellectual property supporting this product is strong.
21:55You know, that patent document is very well written...
21:58Sure.
21:59...and the claim is really strong.
22:00However, there's one thing to own a patent
22:03and there's another thing to defend it.
22:07So if you actually get any sort of traction,
22:10my prediction would be
22:11one of the big guys are going to come along
22:13and they're just going to be so aggressive with you
22:16and it's going to cost you a fortune to defend that patent.
22:19And for all I've said, it's strong,
22:21you've got that patent granted.
22:22I wouldn't go into battle defending it.
22:24OK.
22:25And I've got plenty of money to go and defend it.
22:28Sure, sure.
22:28So I'm really sorry, Rajan, I'm out.
22:35Look, you've done really well to get a patent.
22:39But I'd almost prefer that you go and see if you can licence this.
22:43OK.
22:44Then I think that could end up being at least a chance of success
22:47because nobody will know it better than the very people
22:49that actually are selling the majority of tape in the world.
22:54But I'm not sure you actually need me to help you to do that.
22:59But I'm going to say good luck,
23:00but it's not an investment for me today,
23:02so I'm going to say that I'm out.
23:05Rajan, so I totally, Peter's advice,
23:09very, very brilliant.
23:11You know, the big people who make this...
23:13Yes.
23:14...look at taking it to them and saying,
23:16look, that's looked like that forever.
23:18How about you make it look like this?
23:20Now, they're very quickly either going to say,
23:23no, because it looks like black tape,
23:25or they're going to say, Deborah Meaden was wrong.
23:28That's actually a really, really good idea.
23:31I hope they tell me that I was wrong.
23:34That would be the best option.
23:36But I think that is absolutely the next thing you do,
23:39and I beg you, please do not spend a lot of money
23:42bringing this in and getting a load of stock
23:46and thinking that that's how you're going to make your millions.
23:50No, no.
23:50Look at licensing.
23:52But I'm afraid I can't see the path,
23:54so I won't be investing.
23:56I'm out.
23:59Rajan, I think you've had some great advice.
24:04You want to just get it out there to somebody,
24:09let them pay you the royalty.
24:11Every month you get a cheque and you'll be happy.
24:14Hopefully.
24:15But today you've not proven to me
24:17that this is an investable business ongoing,
24:20and that's the reason why I'm out.
24:21Thank you for your advice.
24:24Is it just me?
24:27Um.
24:31It works.
24:32It works.
24:35I am...
24:36I'm someone that loses the end of the tape a lot.
24:39I'm also someone that really will pay for convenience.
24:43But there's not really a business here at the moment.
24:46So as an investor,
24:48it becomes very hard to invest in this product.
24:50Sure.
24:51Um.
24:55But I like a challenge.
24:58Yeah.
25:00And who knows?
25:02Sometimes it's the simple,
25:06tiny, protected innovation
25:09that for whatever reason
25:11becomes a smash hit.
25:14And I'm a little bit uncomfortable with the feeling
25:16that this might be the one that got away.
25:19And I would love to be right.
25:22And these guys would never live it down if I am.
25:25So I'm going to make you an offer.
25:28Okay.
25:29I can help with the marketing side of this business,
25:32which I think is really do or die.
25:33Right.
25:35I'm going to offer you all of the money,
25:37the $35,000 that you came for,
25:39but I want 50% of the business.
25:44Okay.
25:44Thank you so much for your offer.
25:53So,
25:53so it,
25:54would you consider 40%?
25:57Rajan,
26:08you've got a deal.
26:13Unfortunately.
26:14I mean,
26:14you've worked very hard,
26:15so let's see what we can do.
26:16All right.
26:17Thank you,
26:17everyone.
26:18Success for Rajan.
26:21Who leaves the den with £35,000
26:24and the backing of a dragon
26:26who's ideally qualified to tell the tale behind his tape.
26:31Flabber is gaster.
26:34I was feeling quite deflated towards the end,
26:36thinking this is probably four years of work,
26:39which is going to fail,
26:40but that life find has been indescribable.
26:44It's an absolute dream come true.
26:48Hi,
27:00I'm Andy.
27:01This is Josh,
27:02and we've known each other since we were 11.
27:03We actually met on the first day of school.
27:06Andy was the annoying kid
27:07that was always top of the class,
27:08probably the brightest guy on the year.
27:12All right.
27:13You ready?
27:13Yeah.
27:15If you ask someone what they think of their mobile network,
27:18they normally pull an ugly-looking face at you
27:20and take a deep breath
27:21before they tell you all the things that are wrong with it.
27:25We're looking at improving the industry as a whole
27:27and building the most sustainable network that we can as well.
27:30There goes nothing.
27:31Hi, Dragons.
27:41I'm Andy.
27:42And I'm Josh.
27:43And we're the co-founders of Honest.
27:45We're on a mission to build the world's best mobile network.
27:49Andy and I are old school friends.
27:50We've known each other since we were 11,
27:52and in 2019, we'd both been working in telecoms.
27:55We were catching up in the pub
27:56and found ourselves ranting about
27:58how terrible our mobile networks were.
28:00So we decided we'd try and build something better.
28:02We spoke to thousands of people before we started,
28:05and it was obvious that so many people
28:07really dislike their mobile networks.
28:09They tie you into long contracts
28:11and then put your prices up every year.
28:14Customer support makes you want to scream,
28:16and there are millions who are extremely unhappy
28:19with their mobile signal.
28:20So at Honest, we're doing things different.
28:22Your bill goes down every month just for sticking around,
28:26and we respond to customers in seconds.
28:28And we're about to launch our new product, SmartSIM,
28:31which gives you four times better signal in the UK
28:33and free roaming in 182 countries around the world.
28:38Plus, we're on a mission to build
28:39the most sustainable mobile network possible.
28:42We're the UK's first certified B Corp mobile network,
28:45and we remove double the CO2 that we emit.
28:48So far, we have over 8,000 happy customers,
28:50and our customer satisfaction score
28:52is almost four times higher
28:54than some of the big networks.
28:56We're here today to ask for £110,000
28:58for 1% of the business.
29:01And we'd love for you to join us on our mission
29:03to transform this trillion-dollar dinosaur
29:06of an industry.
29:07A mobile phone network looking to disrupt the market
29:14by prioritising people and planet as well as profits
29:18is the offering of Josh Myhill and Andy Aitken.
29:22This is the main page of the app,
29:24so it makes it super easy to manage
29:25all of your SIMs in one place,
29:26which is really great for families.
29:28They're looking for £110,000.
29:31If you tap into any of the SIMs,
29:33it's really easy to change any of your settings,
29:36change any of your plans,
29:37and you can see here that I've already maximised
29:39my loyalty discount up at 30%.
29:41In exchange for 1% of their company.
29:45And this is our impact screen,
29:47so we try really hard to be as transparent
29:49as possible with our customers
29:50in terms of the positive impact
29:51that they're having on the planet
29:52so they can track how much carbon
29:53they're helping to remove.
29:54Peter Jones may be the dragon
29:56most familiar with the telecoms industry,
29:59but Deborah Meaden is the den's queen of green,
30:02and all this talk of planting trees
30:04has pricked up her ears.
30:09Guys, hi.
30:10You've identified sustainability
30:12as one of the key issues,
30:14which on a shallow level,
30:15there's a lot of organisations
30:16that can very easily,
30:18you know, would plant a tree, carbon offset.
30:20So what is it specifically
30:21that makes you properly sustainable
30:24as opposed to exposing yourself
30:27to the accusation of greenwashing?
30:30So firstly, we're certified B Corp,
30:32which means we're legally obliged
30:34to consider the planet
30:35in every decision that we make.
30:36We've, like, changed our articles of association.
30:39And then secondly,
30:39we're a member of 1% for the planet,
30:41so that means 1% of our revenue
30:42goes towards environmental causes.
30:44And then the third point
30:45is around our carbon emissions.
30:48So we are carbon negative,
30:50which means we remove double
30:52our carbon footprint as a business.
30:53Which means as a customer joining Honest,
30:56you know that your phone is a force for good.
30:58It's actually helping to remove CO2
31:00from the atmosphere.
31:05Josh, Andy.
31:06Hello.
31:07Hiya.
31:07Hi, I'm Sarah.
31:08I don't understand.
31:10Can you just explain to me
31:11in layman's terms,
31:12how come if I moved to your service
31:15versus one of the big providers,
31:17I could have four times
31:18better mobile phone coverage?
31:19Okay, so that is the product
31:21we're about to launch.
31:22It's called SmartSim.
31:23So I'll give you a kind of 101
31:25on how telecoms works in the UK
31:27at the moment.
31:28Peter might already know.
31:30So in the UK,
31:30there's four big networks,
31:323, EE, O2, and Vodafone.
31:34They have about 80% market share in the UK.
31:38The other 20% of the market
31:39is shared between what's called
31:40virtual operators,
31:41which is what we are.
31:42So we work mostly with three
31:44and from them,
31:45we buy data,
31:46we buy minutes,
31:47and we buy texts.
31:48When you want to talk
31:49to customer support,
31:50you talk to us,
31:51we send you the bill,
31:52we collect the cash,
31:53all of those things.
31:54So that's what the core business does.
31:55But I would be using
31:56that other mobile phone networks.
31:58Exactly.
31:58Right, yeah.
31:59What we do with SmartSim
32:00is super cool.
32:02So SmartSim is a secondary SIM
32:04that goes in your phone.
32:06And quite a lot of the time,
32:07it does nothing.
32:09But if you lost signal on,
32:11I don't know,
32:11let's say you're with Vodafone,
32:12your SmartSim would kick into life
32:14and it would connect you
32:15to either Vodafone or O2
32:17or EE or 3's infrastructure.
32:20So if there's signal where you are,
32:22you'll be connected to it.
32:25Andy, Josh.
32:27Hi.
32:28Really, really interesting business.
32:29My concern is just
32:31the competitive landscape here
32:32because the competitive landscape
32:34is vicious.
32:35So it's a super competitive market.
32:37We are competing against people
32:39with billion-dollar marketing budgets.
32:42And so...
32:42But how do you win?
32:44We win by having
32:45really amazing customer support
32:47and customers who love
32:49what we're doing.
32:53Andy, Josh.
32:55Hi, Peter.
32:56I do have a little bit
32:57of experience in this.
33:00I've done this.
33:02I've gone on the journey.
33:03I own Generation Telecom,
33:05which was exactly the same
33:08as a virtual network.
33:09And actually,
33:1010-plus years ago,
33:11would you believe?
33:12I think there's no doubt
33:15that you're here for me.
33:18I understand that.
33:20But I'm just a little bit concerned
33:21about the size
33:22of where you've got to.
33:25Why are you at 8,000 customers?
33:28And to put this in perspective
33:29so it doesn't seem
33:29because 8,000 sounds a lot.
33:31When I started,
33:32we ended up year two
33:34with 46,000 to 50,000 subscribers.
33:37Yeah, so we've focused
33:39less on those big
33:41sort of channel opportunities
33:42of going after huge industries
33:44and more on individuals.
33:46And, you know,
33:47we've been pretty constrained
33:48by cash over the years.
33:50We started the business
33:50on a credit card
33:51and we've been pretty scrappy.
33:54And we've been focused
33:55on trying to keep
33:56as close to
33:58profitable as possible
33:59or as sensible as possible.
34:01I think you've kind of
34:02answered Peter's question there
34:03which is,
34:04in fact,
34:05you're here for me
34:06because your key challenge
34:08in this business
34:09is customer acquisition.
34:12And I am the king
34:13of customer acquisition.
34:15Which, of course,
34:15they both believe
34:16but we all know
34:17that you're here for me
34:18because obviously
34:19I have the sustainability audience
34:22that you're really,
34:23that's your key driver.
34:25If we're going to play
34:26that particular game,
34:26it's your turn now, Sarah.
34:28I know what you're
34:31really interested in
34:31is me
34:32because crafting
34:34is at the heart
34:35of this business.
34:37Atuka?
34:39Well, you know that
34:40I don't get out of bed
34:40for 1% for a start.
34:43That's the word.
34:44I was waiting for that line.
34:45Right.
34:46Guys,
34:47risk.
34:50So,
34:51what are your risks?
34:53So, we know that
34:54you rely on
34:56third party signals
34:58and whatever
34:58and at the moment
34:59you'll be free.
35:00Yeah.
35:01And for how long?
35:03So, the new contract
35:04that we will sign
35:05in the next couple of days
35:06runs for 24 months.
35:0724 months.
35:08So, at any given time
35:09if they think you're a risk
35:11negotiations could get
35:13quite difficult.
35:15Yes.
35:16If they wanted a way out.
35:17Yeah, if they want to.
35:18But they want
35:19big successful customers.
35:21Of course.
35:21No, no.
35:21I'm just thinking
35:23of the risks.
35:24So, that's one risk.
35:25Yeah.
35:25So, what other risks
35:27do you believe
35:28are a risk
35:29to the business?
35:31I think, you know,
35:32the biggest risk
35:33is continuing growth.
35:36It's really hard to grow.
35:38You need money to grow.
35:39And you need money.
35:40If you can't raise money
35:41you won't grow.
35:45Are you going to go,
35:46Dean?
35:46You go first.
35:48I could even
35:49lose the whole thing,
35:50so, do you want to go?
35:51You go first.
35:53Okay.
35:53Guys, hi.
35:55Hi.
35:57Um, you've been brilliant.
36:00You've pitched really well.
36:02It's been really clear
36:03what your vision is.
36:06And I know this
36:08unequivocally
36:11better than everybody
36:12in this room.
36:13Um, and guys,
36:17you don't have anything.
36:21You don't have anything
36:22here to invest in.
36:24You have no
36:25long-term contract
36:26and I think that's
36:26a massive issue
36:28that you should have
36:29addressed before
36:30walking in here.
36:31You've got only
36:328,000 users.
36:33I think that's poor.
36:35And I haven't heard
36:36anything today
36:37that would make me
36:38or even incentivize me
36:40to want to invest,
36:41so I'm going to say
36:42that I'm out.
36:44Okay.
36:44Noted.
36:49I will follow.
36:52I think the product
36:53seems great.
36:54I feel like you've
36:55really educated me
36:56in the market
36:56and I'm going to
36:58walk out of here
36:58and I am going to
37:00sign up for your program.
37:02Thank you so much.
37:03But, for me,
37:05it's just not a journey
37:07that I feel excited
37:07to go on.
37:09So, I don't want
37:10to invest.
37:12So, good luck with it,
37:14but I'm out.
37:15It's all right, thanks.
37:16Okay, I'm going to
37:27break cover.
37:28Silence is a good thing
37:29from your point of view,
37:30by the way.
37:31I'm obviously
37:32deeply passionate
37:34about businesses
37:36generally becoming
37:38more properly
37:39sustainable.
37:40And I think you know
37:41I have a very clear
37:42and trusted
37:43and honest voice
37:45within that community.
37:47And, you know,
37:47listening to Peter
37:48I can absolutely
37:49this guy knows
37:51more than, you know,
37:52than anyone.
37:54So, it could have
37:56given me a wobble
37:57except that I think
37:58you guys are exceptional.
37:59So, you know,
38:01I think you'll work it out.
38:03So, I'm going to
38:04make you an offer.
38:06I also recognise
38:07that more will be needed.
38:09So, I'm going to offer
38:10you half of the money
38:11and specifically
38:13because I think
38:14there's some
38:15some other opportunity
38:16within Dragons
38:17that would be able
38:18to help the business.
38:19So, I'm going to offer
38:20you half of the money
38:21for one and a half percent
38:22and I'll tell you why.
38:24If you do want me out there,
38:26you know,
38:26properly representing you,
38:29it needs to be worth
38:30my while.
38:31You know,
38:32and I think when it starts
38:33dropping below that,
38:35you just become
38:36one of my investments.
38:38Yeah.
38:40That's my offer.
38:45Nice.
38:47Might as well.
38:48I think you're both great.
38:50The one thing
38:51that concerns me
38:53as an investment,
38:54this is a long-term investment.
38:57Five to seven years.
39:00Yep.
39:00I would have thought so.
39:01I just think
39:02I can use my money
39:03more effectively.
39:05So, I'm out.
39:06Okay.
39:07Let's take care.
39:14Andy, Josh.
39:16One of the best things
39:18that I could think
39:19I could do for this business
39:20is help you uncover
39:23a very cost-effective,
39:25innovative way
39:25to acquire customers
39:26through exposure
39:28to a large audience,
39:32if you know what I'm saying.
39:33I run a media company
39:34and we worked
39:36with Giftgaff for two years
39:37and our remit
39:38was customer acquisition.
39:40And I remember
39:40how difficult
39:41that battle was
39:42and we discovered
39:43a couple of really
39:44innovative ways
39:45to acquire customers.
39:46But I know how difficult
39:46it is because
39:47of the competitive landscape.
39:49The best thing
39:49I genuinely think
39:50I could do
39:51is structure a deal
39:53in such a way
39:53that we give you access
39:55to really great audiences
39:56in a way that would mean
39:57that you don't have
39:57to spend so much money
39:59on customer acquisition
40:00in the same way
40:01that Mint Mobile
40:01had access
40:02to Ryan Reynolds' audience
40:05and everything
40:07that he could bring
40:07with that.
40:08So I'm going to make you
40:09an offer
40:10and that offer is for
40:11all of the money
40:13for the $110K
40:14for
40:163% of the business
40:22and inbuilt
40:23into my offer
40:24will be
40:25me getting behind
40:27the business.
40:29Cool.
40:30Thanks, Stephen.
40:30Deborah,
40:34where does that
40:34leave your offer?
40:36Well,
40:37I have only offered
40:38half of the money
40:39so that is reliant
40:40on either you
40:41choosing Stephen
40:42or whether or not
40:44you wanted to share
40:45but that doesn't mean
40:46Stephen will share.
40:49We really see
40:50how much value
40:51you could both
40:51bring to the business.
40:52So, Stephen,
40:53would you be open
40:54to sharing?
41:00In this case,
41:02because of how
41:02I've structured
41:02my offer,
41:03I wouldn't.
41:05Okay.
41:07You could also ask
41:08whether or not
41:08I'd like my offer
41:09would stand.
41:10You could have...
41:12You've got to get
41:12more money
41:13than you came in for.
41:14Yes.
41:15Would your offer
41:16stand alongside
41:17Stephen's offer?
41:18It would.
41:18We're not sharing.
41:20It's just
41:21Stephen's doing his thing.
41:22On top of it.
41:23On top of.
41:23We're open to that.
41:24Yeah.
41:24More money
41:25than you came in for.
41:26Thank you for your offers.
41:31We'd love to take
41:31you both on
41:32on those terms.
41:33So,
41:33Deborah would get
41:34one and a half percent
41:35for £55,000
41:37and Stephen
41:38would get
41:39£110,000
41:40into business
41:41for 3%.
41:42Excellent.
41:43Amazing.
41:44Well done.
41:45Excellent.
41:45I'm so pleased.
41:47Well done.
41:48Well done.
41:49Deal done.
41:51Josh and Andy
41:51may have given away
41:52more of their company
41:53than they'd plan to
41:54but they leave
41:55the den
41:56with an extra
41:56£55,000
41:58plus two dragons
42:00with the exact
42:01skill sets
42:01they need
42:02to make their
42:03business a success.
42:04Well done.
42:05Well done.
42:07Super excited actually.
42:08Really excited.
42:09Still a bit on edge.
42:12Adrenaline still pumping
42:13and yeah,
42:14still can't quite believe
42:14we left with
42:15more money
42:15than we were expecting to.
42:18Anyone know
42:19a mobile phone giant
42:20that we could talk to
42:21about advice?
42:25Really, really pleased
42:26with the two dragons
42:27that we got on board.
42:29And at the end of the day
42:29it gives us more horsepower
42:30to go and show the industry
42:32how to do it properly.
42:47Hello, my name's Simon Sansom
42:48and I'm from Leicestershire.
42:49In 2014
42:50I had a life-changing injury
42:52and that was the inspiration
42:53for my business.
42:55I think my strength
42:56is that I'm living
42:57as a disabled person
42:58where beforehand
42:59I was living
43:00as a fully mobile person.
43:02So I can see the world
43:03from two different perspectives.
43:05My weakness is
43:06I'm not a business person
43:07and so I'm entering a world
43:09that I'm not fully aware of yet
43:11and learning as I go.
43:12To get an investment
43:16from a dragon
43:16would be fantastic.
43:17It just gives it
43:18that vindication
43:18that eight years
43:19of all that hard work
43:20all that research
43:22all that savings
43:23that I've put into it
43:24has come off.
43:29Hello, dragons.
43:30My name's Simon Sansom
43:32and I'm the founder
43:32and CEO
43:33of Snowball Community Limited.
43:37So, in 2014
43:38I sustained
43:39a life-changing injury
43:40and following months
43:42in hospital
43:42and a year in recovery
43:43me and my wife
43:44visited our favourite restaurant
43:46this time
43:46as a full-time wheelchair user
43:48and it was a disaster.
43:50Having paid no attention
43:51to disabled access before
43:52we were shocked
43:53at the lack of accessibility
43:54but also
43:54the lack of information
43:55available to customers
43:56at the time.
43:58This was the inspiration
43:59for Snowball.
44:01So what is Snowball?
44:02Think of it
44:02as an advanced version
44:03of TripAdvisor
44:04for the disabled community.
44:07It's a free app
44:08available on Apple and Android.
44:10You can create a profile
44:11and you can add places
44:13leave reviews
44:13and say if you'll go back
44:15on how good
44:16or how bad
44:16the accessibility is.
44:18But it's more than that.
44:19You can now fill up
44:20your car
44:21if you need assistance
44:22find an accessible
44:23toilet
44:24to changing places
44:24facility
44:25restaurant
44:26pub
44:26hotel
44:27tourist attractions
44:28and much much more.
44:30Because we use Google Maps
44:31as well
44:31we'll even direct you
44:32to your location
44:32and where you want to go
44:33anywhere in the world.
44:35On top of all this
44:36we're launching
44:36a national disability
44:38access rating system.
44:39A Snowball assessor
44:40will come and visit
44:41your business
44:42and assess on how good
44:43or how bad
44:44your business is
44:44for disabled access.
44:46And we'll issue
44:47a rating for it as well.
44:49We have recently won
44:51the Santander
44:51UK National Award
44:52for the best start-up business.
44:54We are also in talks
44:55with HSBC
44:56and Google.
44:58One in five people
44:59I'm sure you're aware
44:59have a disability
45:00in the UK
45:01and according to
45:02the Purple Pound
45:02it's worth
45:03£274 billion
45:04to the UK economy.
45:06I believe technology
45:07can improve people's lives
45:08and I believe this app
45:09does just this.
45:10So I'm asking for
45:11£80,000
45:12for 15% of Snowball.
45:14Can I show you
45:15how it works?
45:16Please.
45:17Yeah, thank you.
45:19A free to download
45:20smartphone app
45:22which provides
45:23its users
45:23with information
45:24about the accessibility
45:25of businesses
45:26and services
45:27is the offering
45:28from Simon Sansom.
45:29So that's the app.
45:31You download it
45:31and you type in
45:32where you want to go
45:33whether it's London,
45:34Leicester,
45:34Manchester wherever
45:35and then you select
45:36which category you want.
45:37For example
45:37if we just choose
45:38a disabled car parking bay
45:39Simon is seeking
45:41£80,000
45:42and then it brings up
45:44the roadside car parking
45:45bays in Manchester
45:45and if you click on this
45:47go off the app
45:47and then connect
45:48to Maps
45:49and then you can see
45:50it's a 10 minute drive
45:51and it'll direct you there.
45:53In return
45:53for a 15% share
45:55in his company.
45:57And that works
45:57for any other
45:58restaurant, pub,
45:59tourist attraction
46:00anywhere in the UK
46:01or anywhere in the world.
46:02Sarah Davies
46:05is first
46:05to explore
46:06the proposition.
46:10Excellent.
46:10So I've got
46:11a good few questions
46:12for you Simon.
46:12I'm sure you have.
46:14First one.
46:15Yes.
46:15Why snowball?
46:17There's a number
46:18of reasons for that.
46:19One,
46:20it doesn't mean anything.
46:21You know when you talk
46:22about Facebook
46:22or you talk about Amazon
46:24it doesn't mean anything.
46:25But also
46:25because we're introducing
46:26the rating system
46:29as well
46:29you can go to a business
46:30and say
46:30does your business
46:31have a snowball rating?
46:33Okay.
46:33Because you can't go to it
46:34and go has it got
46:34a McDonald's rating
46:35or has it got
46:36you know
46:36it doesn't work.
46:37But if you've got
46:37a snowball rating
46:38people will hopefully
46:39recognise what it is.
46:40It's a brand.
46:41So we're trying to
46:41build a brand.
46:42Now that takes me
46:42quite nicely
46:43onto my next question
46:44which was
46:45when and how
46:45are you going
46:46to make money?
46:47So the snowball scheme
46:48is obviously
46:49a membership scheme
46:50and we will go out
46:51and do an assessment
46:52of that business
46:52and therefore
46:53we charge £250
46:54and therefore
46:56that generates income
46:57and what we want
46:57to do eventually
46:58is moving to
46:59a little bit
47:00like TripAdvisor
47:01where you can
47:02go and book a hotel
47:03knowing that
47:04there's a link on there
47:05so you know
47:05it's got an accessible hotel
47:06it's got an accessible room
47:07and you click on that link
47:08it takes you to that
47:09and you can automatically
47:10book a room
47:11which is accessible.
47:12So once we got
47:13all the companies
47:14on board hopefully
47:14we can put links
47:16on there
47:16which direct them
47:16to an accessible room
47:18or you know
47:19cinema tickets
47:19theatre tickets
47:20whatever it might be.
47:23Simon.
47:24Yes Stephen.
47:26Congratulations.
47:27And well done.
47:28Cheers.
47:29What's your personal
47:31dream
47:32for this business?
47:35I'd love it to go global.
47:37That would be fantastic.
47:39And what's your strategy
47:39then for marketing
47:40because obviously
47:40this is a business
47:41that's contingent
47:42on network effects
47:43as you say.
47:44Yeah.
47:45London on this app
47:46as a consumer experience
47:47is only valuable
47:48if there's other people
47:49in London using it.
47:50so in terms of
47:52how you're going
47:52to make this
47:54reach those
47:55large scale
47:56sort of network effects
47:57what's the strategy?
47:59Get a dragon.
48:00Okay.
48:01Great strategy
48:03Simon.
48:03Brilliant strategy.
48:05Simon.
48:06Peter.
48:08It's interesting
48:08I always love a business
48:10when it does
48:11what it says
48:11on the tin
48:11and I'm thinking
48:12what on earth
48:13is snowball?
48:14Yeah.
48:14And I was hoping
48:15your answer to Steve
48:16and them
48:17about what's the effect
48:18how are you going
48:19to do this?
48:19I thought maybe
48:20you'd say
48:20it's going to snowball.
48:22Yeah.
48:23There is a snowball effect.
48:24Yeah.
48:24Because it can
48:25can't it?
48:25It can very much so.
48:26Yes.
48:27So you said
48:28that you're having
48:29conversations with Google.
48:31We are.
48:32What type of conversations
48:33are those now?
48:34They're building
48:35a 10 story building
48:36and they want
48:37snowball in there
48:38to make sure
48:38that building
48:39is fully accessible
48:40because this does set
48:41a basic standard
48:42for every business
48:43to provide disabled
48:44access for their customers.
48:46And what could
48:47if we go one step further
48:48what could a strategic
48:49deal with Google
48:50look like?
48:51That I don't know
48:52because I'm not
48:52from a business world
48:53so I'm not 100%
48:54sure on that.
48:55It'd look like Waze
48:56wouldn't it?
48:57Exactly.
48:58Yeah.
48:58I'm sorry
48:58I don't know
48:59what Waze is
48:59I do apologize.
49:00Basically it's
49:01a traffic app
49:02for it's
49:03it's like
49:03sort of maps.
49:05Okay.
49:05You type in a destination
49:06press go
49:07but it will
49:08the key part about it
49:09is because
49:09it's getting user
49:10feedback and interaction
49:12Oh from traffic users
49:13who are stuck in traffic.
49:14It tells you
49:15when there are
49:15traffic jams
49:16further ahead
49:17in advance
49:18it tells you
49:18also where
49:19there are issues
49:20and it then
49:20reroutes you
49:21to faster routes.
49:23Exactly the same thing
49:24yeah so again
49:25you look at a location
49:25it will direct you there
49:26and if not
49:27it can direct you
49:28somewhere else.
49:28if you can persuade Google
49:31to incorporate
49:32snowball against their algorithm
49:37you could find yourself
49:39with every location
49:42on maps
49:43either
49:45with a snowball tick
49:48or without
49:49and obviously
49:50initially
49:51it will be without
49:53but then you could do
49:55a click to review
49:56an update
49:57Yeah
49:58because that would
50:00ultimately mean
50:01that you could have
50:03several million
50:04people
50:05paying you
50:07£100 a year
50:08£99 a year
50:09for membership
50:10Yeah
50:11of Snowball
50:11for accessibility
50:12Yeah
50:13I think that
50:14that for me
50:15is where
50:16I think the opportunity
50:17is here
50:18Yeah
50:18I mean the other thing
50:19is I work with Google
50:20Okay
50:21brilliant
50:22I think I could help
50:25very specifically
50:27working alongside
50:29and helping you
50:30within the Google
50:30empire
50:31Okay
50:32to find Snowball's place
50:34Okay
50:36and that's why
50:37I'm going to make you
50:38an offer
50:38Brilliant
50:39Thank you
50:41You've asked for
50:42£80,000
50:43for 15%
50:45I'm going to offer you
50:47all of the money
50:48for 25%
50:51Okay
50:51Thank you
50:52However
50:53I'm also
50:55willing to share that
50:56with one
50:59or all
51:00of my
51:00fellow dragons
51:01because
51:03there's elements
51:04of where
51:05each and every one
51:06of the dragons
51:07plays a part
51:08in this
51:08But I'd also
51:11very happily
51:12go on my own
51:13£80,000
51:14for 25%
51:15Okay
51:15Wow
51:16Okay
51:17Thank you
51:17Simon
51:18I would like
51:20to add
51:21to what Peter
51:22said
51:22I think
51:25this could be
51:25huge
51:26Okay
51:27And I think
51:29you've done
51:29the right thing
51:30coming here
51:31because I think
51:32Dragon's Den
51:32provides a variety
51:34of skill sets
51:35and contacts
51:35that we all have
51:36that really could
51:38allow us to
51:38divide and conquer
51:39in a really
51:39interesting way
51:40Sorry
51:41Do you mind if I
51:41just get
51:41I'm just getting
51:42a bit overwhelmed
51:42Do you mind
51:43if I just get
51:43a glass of water
51:44100%
51:44I don't want to
51:45Sorry
51:45100%
51:46100%
51:47The offers are nice
51:48It's really nice
51:49Yeah
51:50Thank you
51:50Oh sorry
51:52Eight years
51:53is a long time
51:53I can feel it mate
51:55It's difficult
51:59to do what
52:00you've done here
52:00It's difficult
52:01to build some
52:02technology
52:02It's difficult
52:03to get the
52:04network effects
52:04going
52:05It's difficult
52:06to conceive
52:07and design
52:08all of this
52:09I even love
52:09the brand name
52:10and I always
52:10hate brand names
52:11So I'd absolutely
52:12love to be involved
52:13and I'd love to
52:13support you
52:14in any way
52:14that I can
52:14So I'm going
52:16to make you
52:16an offer
52:17which is
52:17I'll give you
52:18all of the money
52:1880,000
52:19for the 25%
52:22of the business
52:23Okay
52:23But I'm also
52:24willing to
52:25partner with
52:26a drag din
52:27or drag ins
52:28to support this
52:30Okay
52:31Thank you very much
52:32Stephen
52:32What I can bring
52:34to the party
52:35is on the retail front
52:36Yeah
52:36So I can get you
52:39in front of the
52:39right people
52:40Thank you
52:41So I too
52:42would offer you
52:43all of the money
52:43Yeah
52:44That's 80,000
52:45Yeah
52:46Well I'd also
52:47want 25%
52:48but I'm also
52:49willing to share
52:50with my fellow
52:51dragons
52:52Thank you very much
52:52Tuka
52:53That's very kind
52:53of you
52:53Simon
52:58Yeah
52:59Wow
52:59I know
53:00I'm feeling
53:01a little bit
53:01overwhelmed
53:02sitting here
53:02so I can't
53:03even imagine
53:03how you must
53:04be feeling
53:05Yeah
53:05It's nice
53:06I'm just
53:07getting a bit
53:08poor
53:09So I know
53:10this hasn't
53:10gotten anything
53:10to this
53:11my mum died
53:11a couple of
53:11months ago
53:12She loves snowball
53:13and she used to
53:14go camping
53:14with my stepdad
53:15and they used to
53:16leave reviews
53:17on campsites
53:17and pubs
53:18and she'll go
53:18oh mum
53:19you know my son's
53:19doing this
53:20and she would have
53:21loved this
53:22so I do apologise
53:22sorry
53:23I'm sure
53:23we should be
53:24immensely proud
53:25She is very much
53:26so yes
53:26Simon it's testament
53:29to what you've
53:30built over the
53:30last eight years
53:31and I believe
53:32that you are
53:33the right person
53:34to front this
53:34Thank you
53:35You absolutely
53:36embody everything
53:37this business
53:38is about
53:38Thank you
53:39So I am
53:40prepared to offer
53:41whatever split
53:43comes about
53:43in equal
53:45partnership
53:45Cool
53:45Thank you very
53:46much
53:46Simon
53:50so my
53:52sister's a
53:52wheelchair user
53:53and it won't
53:54surprise you to
53:55know obviously
53:55this is something
53:56that I care
53:58pretty deeply
53:58about
53:59having had
54:00absolute
54:01first-hand
54:01experience
54:02and being
54:02blinking frustrated
54:03with you know
54:05with what Emma
54:06has to face
54:06all day every day
54:07so surprise
54:09surprise
54:10what would
54:13surprise you
54:13if I said
54:14I'm out now
54:14wouldn't it
54:15now that would
54:15surprise you
54:15That would really
54:16surprise me
54:16yes
54:17Okay well I'm
54:17not going to
54:18so Simon
54:19I'm obviously
54:20I'm going to
54:20make you an offer
54:20and I'm you know
54:22I'd love to
54:22be all in
54:23on my own
54:23absolutely
54:24you know
54:25£80,000
54:26for 25%
54:27or I would
54:27love to
54:28share it
54:28with the
54:29fellow dragons
54:29as well
54:30Okay
54:30thank you
54:31Yeah I was
54:33doing Google
54:33searches on you
54:34all of you
54:34last night
54:35and
54:36okay
54:37and you
54:38all do
54:38you all
54:39bring specialist
54:40expertise to it
54:41I would love
54:42to accept
54:43all your offers
54:43for 25%
54:45for the five
54:45of you
54:46yes
54:47thank you so much
54:51success for Simon
54:53amazing job
54:55who's managed to
54:56turn his life
54:57changing injury
54:58Stephen
54:58appreciate it
54:59thank you
54:59thank you so much
55:00into a life
55:01transforming opportunity
55:03thank you
55:04take care
55:04the fledgling
55:07entrepreneur leaves
55:08the den with
55:09£80,000
55:10having secured
55:12a rare
55:12clean sweep
55:13of dragons
55:14oh my god
55:17can't believe
55:18that just happened
55:19you know what
55:21I think
55:22that now
55:22has a much
55:23bigger chance
55:23of success
55:24with all five
55:24of us
55:25no good
55:25good suggestion
55:26perfect
55:27it was
55:28perfect
55:28I'm just
55:31elated at the
55:31moment
55:31I've got five
55:33fantastic dragons
55:34with great
55:34connections
55:35and this could
55:36turn into a
55:37huge app
55:38to help
55:38millions of
55:39people
55:40that's it
55:51for this
55:52series
55:52gosh I feel
55:53a bit choked
55:54up
55:54dragons den
55:55will return
55:56but for now
56:01let's take a
56:02look back
56:02at some of
56:03the most
56:03memorable
56:03moments
56:04from this
56:05year
56:05you alright
56:07forget the
56:08coin picker
56:08banner
56:08this is the
56:09ultimate
56:09cooper cabana
56:10a cock free
56:11zone
56:12where all the
56:12ladies can
56:13relax
56:13did you actually
56:15just say those
56:16words
56:16I will give you
56:18all of the money
56:19as long as I get
56:19my money between
56:20three months
56:20and keep the
56:21three percents
56:22okay
56:23great
56:24why is everyone
56:26making that face
56:26I'm a bit nervous
56:27you are actually
56:28individually the
56:29definition of
56:30human beauty
56:30gross profit
56:32I'm sorry
56:34I haven't got
56:35that
56:35gosh it was
56:36all going so
56:37well
56:37do you know
56:38if it gets
56:38recycled
56:38yeah 100%
56:401 billion
56:40plastic food
56:41trays end up
56:42in landfill
56:43get him ladies
56:44so yes you put
56:45it in the bin
56:45you put it in
56:46the right bin
56:46as far as you
56:47know
56:47but what happens
56:48at the end
56:48of it
56:49mine goes into
56:50a recycling centre
56:50in maidenhead
56:51and is recycled
56:52you've been there
56:53yourself
56:53I believe
56:53he owns it
56:54yeah
56:54so I'm gonna
56:55give you
56:55the 90,000
56:56because I believe
56:57in the two of you
56:58and you deserve
56:59that somebody
57:00takes a chance
57:01on you
57:01he's name dropped
57:02so many names
57:03now
57:03I'm name dropping
57:04nobody
57:05he doesn't know
57:05anybody
57:05I've got 50 years
57:06experience
57:07Alex
57:08yeah
57:09stressful isn't it
57:11I must be mad
57:13you're not
57:14you're not
57:15you can bank
57:16on a geezer
57:16like me
57:17what would you
57:17be offering
57:17for the 4%
57:18100,000
57:19between the three
57:20of us
57:20no we already
57:21had five
57:21this is the
57:23messiest set
57:24of negotiations
57:25I think I've
57:25ever heard
57:26my concern
57:27is your reliance
57:28on life
57:29Trinia
57:29doesn't it
57:30like you agree
57:30with that
57:31you always
57:31come up
57:32with this
57:32thing
57:32of like
57:33the end
57:34of D2C
57:34and I just
57:35take umbrage
57:36because I think
57:36there is
57:37power in D2C
57:38let me tell you
57:40that I successfully
57:41sold for more
57:42than 200 million
57:43Francisco
57:44I'd like to
57:45make you an offer
57:45I'll offer you
57:46all of the money
57:47you're about to
57:48ask me for
57:48for the percentage
57:49that you want
57:50I can't imagine
57:51putting my house
57:52on the sale
57:52to fulfill my dream
57:53that's so brave
57:54but maybe there's
57:55a world where
57:56you ain't got to
57:56do that you know
57:57I've got to give
57:58you a little cuddle
57:59I'm feeling a bit
58:00emotional now
58:00because you're up
58:01here mate
58:01you're struggling
58:02ain't you a little
58:02bit
58:02you're alright mate
58:03you're doing
58:04brilliant mate
58:04you're doing great
58:06it's emotional man
58:07but listen
58:07you're doing great
58:08have a breather
58:08because I love it
58:11does that mean we've got
58:12a deal
58:13but in that case
58:14we've got a deal
58:15are you looking for
58:16investment for your
58:17business
58:18I told you you came
58:19for me
58:19whether it's a
58:20start-up or a
58:21going concern
58:22I know we put you
58:22through all of that
58:23but I decided within
58:24about five minutes
58:25that I wanted to
58:26make an offer
58:26if you think you've
58:27got the smarts
58:28ideas and acumen
58:29to strike a deal
58:30with the Dragons
58:31done
58:32oh amazing
58:33then head to
58:35bbc.co.uk
58:37slash
58:38Dragons Den
58:39and apply
58:40isn't that the
58:41biggest investment
58:42ever on Dragons Den
58:43yeah biggest deal
58:44in the den
58:45half a million
58:45queens in fierce
58:54competition
58:54singing
58:55dancing
58:56and acting
58:56RuPaul's Drag Race UK
58:58continues on BBC3 now
59:00this and everything
59:02across the BBC
59:03is made possible
59:04because we're
59:05funded by you
59:06thank you
59:15you
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