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02:00...y win the competitors into submission.
02:02Wow, well done.
02:05I mean, I was a national champion with Shotokan for many years.
02:08Do I need to get on the mat and show anybody anything?
02:09Yes, you do.
02:11All right, look.
02:13Here, show me this.
02:15Guys, all right.
02:16All right.
02:17These are tight pants.
02:18You're wearing purple just like acai.
02:22Oh, yeah.
02:23From behind, Jeff.
02:24With four fingers, go my forearm and squat.
02:26Squat a little bit, lifting me.
02:27Whoa.
02:28Oh, man.
02:30And next time, you take the deal.
02:32All right.
02:34Guys.
02:35Whoa.
02:35Don't mess with our new dragon.
02:38Well done.
02:39Good job.
02:40Look at you.
02:41What dope you did, Drew.
02:42I know, right?
02:43That was really cool.
02:44I'm mad at many talents.
02:45We derailed you a little bit here, but I want to focus on what's underneath the...
02:49We?
02:49No, you did nothing.
02:51Meat Hyper Acai.
02:53Oh.
02:54It's real, authentic acai sorbet.
02:57That it's gluten-free, vegan, full of antioxidants, and it's delicious.
03:04We'd love for you, dragons, to have yours.
03:06Absolutely.
03:06Okay.
03:07It's frozen.
03:08Hey.
03:09That's how we have acai in Brazil.
03:11We keep the Brazilian tradition to have like a sorbet.
03:14Oh, wow.
03:15Yeah.
03:15Oh, wow.
03:15That is delicious.
03:16Because you're right.
03:17Usually, it's a more watered-down taste.
03:18Yeah.
03:19The difference between us and our competitors is because we have the highest amount in acai
03:23in the sorbet.
03:24That's our number one ingredient, but if you compare to most of our competitors, they go
03:29below 20%.
03:31I like the taste of it.
03:32I mean, I can see adding this to a smoothie as well, not just eating it like this.
03:35I like the texture.
03:37I think I find it a little too sweet.
03:39Yeah.
03:40Well, how much of it, how much of the sugar is natural sugars, and how much of it is added
03:45sugar?
03:46Most of them, it's natural sugar.
03:4813 grams is the added.
03:5013 grams is added?
03:51Yes.
03:52Okay, that's quite a bet.
03:55How much does this sell for?
03:56Yeah.
03:56Right now, we sell for $3.75 for the wholesale, and $5.99 for the B2C.
04:04It's suggested retail.
04:05Do you get pushback on the price, like $6 for this tiny little salad?
04:08I don't think it's that much.
04:09200 mils?
04:10Like, acai only grows in Brazil.
04:13Well, I get that it's an expensive ingredient, but I'm asking the customer.
04:17Yeah.
04:17Like, there's a lot of pressure on people right now, on their grocery bill, their household,
04:22you know, expenses.
04:23I completely agree.
04:24Dude, an acai bowl is like $15 to $20 now.
04:28I actually think this price point is very competitive.
04:30Where would I go buy this?
04:32We are in 60 locations right now, and we achieved this number in less than one year.
04:37And so, you're in the frozen section in there?
04:39We are in the frozen section, yes.
04:41That's a very hard space to get into.
04:43Maintain your sales, to stay in there, too.
04:46Like, just the logistics of making sure this never unfreezes for the price point you're
04:51doing it is really difficult.
04:54But the frozen section is the largest growth section in grocery today.
04:59It's a great category if you do it right, because the big kids are very, very competitive
05:05in terms of buying shelf space.
05:08The last 10 months, what were your revenues?
05:10$200,000.
05:11We are only in southern Ontario, so Fernando does the distribution by himself right now
05:18from Windsor to Kingston.
05:20Fernando, you drive these around yourself?
05:22You're the distributor?
05:23Yeah.
05:24When we started, we didn't have the event.
05:25I put a freezer in my truck with a generator, and I say I drive around Canada.
05:30Most of our clients are fitness centers.
05:33We have this freezer program where we lend the freezer to jujitsu places, for example, and
05:39they are able to provide a pre-post-workout snack to their clients.
05:44But why didn't you put protein in it?
05:46Oh, that's also another one that we are developing right now.
05:49We have the with protein.
05:51We're going to have one with creatine.
05:53But the thing that doesn't make any sense to me is that added sugar, because the whole
05:56point of somebody, especially in a fitness facility, whether it is a martial arts studio
06:00or a gym, the point is to have something that tastes good that is actually healthy and
06:04not just a bunch of added sugar.
06:05Well, I just developed the zero sugar that we will be launched.
06:10But for now, that was our first product, because we want people to understand what is the real
06:15taste of the acai.
06:17Right.
06:18Fernando, frozen, ethnic, high protein, high fiber, and superfoods.
06:27This could be a home run for you.
06:30You need to reformulate.
06:32And for those reasons, I'm going to be out.
06:33Fernando, I'm going to go next and just, I'm going to say, what Arlene is saying there
06:40is absolute gold.
06:41I think it's, you go back and you retool.
06:43You're too early for an investor.
06:45I'm out.
06:45But I wish you success.
06:48It does, I just can't get past the fact of your go-to was added sugar.
06:52And that's the opposite of what you should be doing with a healthy product.
06:55So for those reasons, I'm out.
06:57All right.
06:57I believe that you guys can bring a lot in.
07:01And if you guys come in early, that would be like...
07:05We don't want to build businesses from scratch.
07:07You've got to do the hard work.
07:08Wait a second.
07:09The dream is free, but the hustle is sold separately.
07:11What we do is come and put fire on it.
07:15I'm out.
07:15I'm not going to sit here and say, you guys are not doing the work.
07:19You guys are doing the work.
07:21The fact is, you're not ready for an investor yet.
07:24I'm going to be out.
07:25Thank you, Wes.
07:27Frozen's the hardest aisle.
07:28Yeah.
07:29You need to reformulate.
07:31And until then, I'm going to be out.
07:33For sure, we're going to take this very seriously.
07:36I'm going to make some calls right now to reformulate it there.
07:40I can feel that energy.
07:41I think the thing in my mind that's good for you is, you already got the fight in you because you wouldn't be in jiu-jitsu if you didn't.
07:46Guys, did you hear that?
07:47He was just like, I'm going to go call them right now.
07:49Right now.
07:50Like, that is a good entrepreneur.
07:52He's going to come back in the den.
07:54I hope he does come back in the den.
07:55I hope he does, too.
07:56They're on to something.
07:58You are asking people and telling people that it is going to change your physical body.
08:04Do you know the liability and risk in that?
08:06There is some liability and risk.
08:08Absolutely.
08:08There's a lot.
08:11Next up, this entrepreneur is ready to share a product she's been holding close to her chest.
08:30Hello, Dragons.
08:32My name is Jillian, and I'm originally from Hamilton, Ontario.
08:36And today, I'm looking for $75,000 in exchange for 25% of my company, Booby Grill.
08:43You see, many years ago, I went through a massive weight loss transformation, lost over 40 pounds, and with it, my breasts went completely.
08:50With four years of herbal medicine education in California and years working as a holistic nutritionist, I wanted to do something about this.
08:58That's when I created Booby Grow.
09:02So, Booby Grow is an all-natural program designed to help the look, feel, and shape of the overall breasts.
09:08And I'm so, so grateful to have four of just some of the beautiful women who have had the chance to benefit from this program.
09:15After breastfeeding my son, I felt sad that I had lost my pre-baby body, especially my breasts.
09:22And so, after taking Booby Grow for a few months, the results were transformational.
09:29After the first month, I noticed significant fullness changes around the bottom and sides of my breasts.
09:34And then at around the four-month mark, I noticed significant changes in my cleavage, which was amazing.
09:41I now invite you to have a look at the products beside you.
09:46Oh, so it's a pill supplement.
09:48It is.
09:49These are natural things, seno, thistle.
09:53I studied kinesiology for four years, and that's a study of the body.
09:56And so, at first, I'm thinking, like, what are you pitching?
09:59Because you can't spot focus your fat reduction or anything like that.
10:04So, what exactly is it in here that it's adjusting?
10:08It is phytoestrogenic in nature, meaning that it's helping to adjust estrogen levels,
10:12as well as the fats in this blend are really balancing to the overall hormonal system.
10:16Are there side effects in this?
10:18Yeah, so as far as side effects go, we've had a couple of women where they had instances where they were sweating.
10:24One woman had, like, a breakout on her chin.
10:26Jillian, that's kind of anecdotal, though.
10:29Tell me about the science.
10:30There is some different background research into some of the different herbs around increasing the overall weight and density.
10:35What I would like to do with the funding is to be able to help support our own clinical research study,
10:39specifically into my product.
10:40If you've done any yourself, what you have done is created a mix based on publicly available research.
10:47Correct.
10:47And is this Health Canada-proof?
10:49That's what I want to get it to.
10:51So you're not?
10:52I know that there are steps to the process.
10:56You are asking people and telling people that it is going to change your physical body.
11:02Do you know the liability and risk in that?
11:04There is some liability and risk.
11:05Not some.
11:06There's a lot.
11:07You need to figure out a way to get some of that clinical trial and get that designation before you would even step foot into this arena.
11:14Because anytime I see somebody claiming something, but you literally have no research,
11:18even though there's public research on individual ingredients, that, to me, is still sort of big red flags.
11:23So I'm out on this.
11:27With the right funding, I would be able to get that clinical research to show, hey, this blend is amazing.
11:31But don't you think you should have done all of that before you brought this to market?
11:35Because it's a mix of garbage.
11:37The biggest problem is that when it comes to being able to get to market and get to that level,
11:41that I would love to be able to be there, Manjeet.
11:43I really would.
11:44Is there's a huge amount of funding that's needed.
11:46And that's truly why I'm in front of all of you today.
11:48I am all for do what's going to make you feel good in life.
11:51But I am not for anyone making claims that are health benefit related that do not have proof behind them.
12:00I think we can say that, guys.
12:02But I think there's a lot of supplement companies.
12:04Like, you can go to a Chinese medicine doctor and they're giving you 16 types of herbs.
12:09It's not that different.
12:11It's not that different.
12:12I'm saying that a lot of entrepreneurs get started and there's a lot of selling of supplements that are combined to do different things before people can get to the stage where they're doing research.
12:22We haven't even talked about sales yet.
12:24We can get into that.
12:25But Drew respectfully said, I don't even want to know sales numbers.
12:29I'm out.
12:29It doesn't make a difference to me at this point.
12:31Is this selling?
12:32Do you have a market here?
12:32Absolutely.
12:33We've done $13,000 in sales this year, $43,000 in sales the last year, and in the last four years, $108,000.
12:40You probably have pretty low liability risks because you have pretty small sales right now.
12:46How much do you think it's going to take for you to become, like, a legitimate supplement with research?
12:52With research, I believe that it's probably going to take close to $125,000, of which I'm happy to bring forward the money as well.
12:59Don't you think that your first step would have been to do all of that hard work up front before you launched a product?
13:07With what money?
13:08Beg, borrow, and steal.
13:10Entrepreneurs got to figure out a way.
13:11That's such a beautiful thing to say, but the challenge is when you have worked for yourself as an entrepreneur from day one.
13:17Which we all have.
13:18The access to money is very limited.
13:21It's not as easy as getting a loan for $100,000.
13:23If I could do that, I would have already done that.
13:25I wouldn't even be in front of you.
13:26Jillian, just hold on a second, okay?
13:30I raised four children as a single mom without a job and built a business.
13:36Do not stand in front of me and tell me that it's too hard to raise money because it's hard.
13:43That is absolutely you telling me that you're not an entrepreneur who can figure it out.
13:48I'm out.
13:50Jillian, I like reading fairy tales, not investing in them.
13:53I'm out.
13:54Health Canada needs to approve this in order for you to take it to market and in order for you to have confidence that people can put it in their bodies without the massive lawsuit.
14:07So for that reason, I'm going to be out.
14:10Without any research and without going through the proper Health Canada channels, I'm out.
14:15I absolutely agree with all of you that Health Canada is the destination.
14:22And I'm excited because I know whether it's one of you or it's someone else that I'm going to be able to figure this out and bring that to market in a really big way.
14:29You've got lots of fight.
14:31I do.
14:31You have to think about how you scale, how you test the market, and how you do that safely.
14:37And balancing those three things is never easy.
14:39And so you're just on that journey, but it's too early for an investor now.
14:43So I'm out.
14:47I don't understand pitching something when you have a safety angle.
14:50Let me just mix 10 things together and see if it works.
14:54What the heck?
14:56When you look at the testimonials and hear the women's feedback, you can tell, like, this is the real deal.
15:00I know that I can defend these claims.
15:03Coming up.
15:05I am so confused.
15:06Now I'm a high school dropout.
15:07You 3D printed soil?
15:09Correct.
15:10Wow.
15:10Entering the den, a scientist from Toronto, hoping the dragons think his soil alternative is groundbreaking.
15:36Hi.
15:36Hi.
15:36I'm Adnan, and I'm not here to bring another indoor farming company to you.
15:40Excellent.
15:41Well done.
15:41I'd like you to come join our journey today.
15:44I'm here to bring a new innovative disruptive product in exchange for $200,000 for 10% of our company, Lairada.
15:51This is rock wool, wall insulation that is the global standard for grow media, soil within indoor farming and hydroponics.
15:59It's made using mine rock and energy intensive processes, making it almost as polluting as cement, one of the most carbon intensive materials to make.
16:07We, in exchange, have created Smart Soil, a 3D printed grow media that instead of rock is using biopolymers and is fully reusable, meaning that we have cut carbon emissions by up to 65 times than our incumbents.
16:23Wow.
16:23We've proven this tech. We have three urban farms in Toronto that we have created and have been servicing large clients such as U of T and Michelin star restaurants using our Smart Soil technology.
16:34Wow.
16:35And today, dragons, we're here today to bring this from farms into people's homes.
16:40Sorry. My bad.
16:42Everybody, run!
16:43Oh, sorry.
16:45No, I won't explode on you.
16:46But I'd like you to open up your boxes.
16:49Okay.
16:49Great.
16:51They're so tiny.
16:52I'm confused. Now I'm a high school dropout. You 3D printed soil?
16:55Correct. And I think it's essential for us to do a demo.
16:59To demonstrate, the first indoor growing unit has lettuce planted in rock wool, the standard grow media, or material, plants grow in instead of soil.
17:08Now, how does it feel? Like, brittle?
17:10Yeah, it does.
17:11Do you think that we could reuse it?
17:13No. Garbage.
17:14Yep.
17:16And here we have Smart Soil.
17:18Oh.
17:18Next, Adnan's Smart Soil, a reusable, low-carbon alternative to rock wool, is the material used for the second wall of greens.
17:27And instead of rock wool, this actually biodegrades. Its main constituent is a material called polylactic acid.
17:34So it's completely natural and derived from plant-based materials.
17:37With a wash, the Smart Soil can be reused for up to a year.
17:41It's a little more labor-intense than traditional, but it's not that crazy.
17:45Doing this is much better than that.
17:48Correct.
17:49Yeah.
17:49So you can head back into your seat.
17:51Thank you.
17:51So, on the left side, you'll see the piece of rock wool.
17:56And I want to show you the test tube of Smart Soil that's also there as well.
18:00That volume of rock wool, we can do the same amount of work with just 10 to 12 of these pellets.
18:06Adnan, where'd you go to school?
18:09I went to UFT.
18:10UFT.
18:10I did my undergrad there, and I actually invented this during my fourth year as a research project there.
18:15Do you know you're looking at the chancellor?
18:17I do know.
18:18Do we need to talk anymore? Do you want to just make an offer now?
18:20Yeah.
18:20And so when you say you're 3D printing soil, you're 3D printing the plastic that the plant is using to secure the seeds and grow from.
18:31Okay.
18:31Are you going to get better produce out of this?
18:33So we also have proprietary coatings that we put onto it that can actually make it grow faster.
18:38So you could add nutrients to it as well?
18:41Correct.
18:42Yeah.
18:42We can infuse nutrients.
18:43We've also received funding to also get into a biopesticide project, which we'll be able to coat our soil with very specific compounds to keep plants much more healthy in really stressful conditions.
18:56Adnan, are you an entrepreneur or a scientist?
18:59I would say both.
19:00So I've been running this company for five years now.
19:03I've raised more than $1.3 million in capital, mainly in non-dilutive.
19:07We plan to take this into market in the consumer market specifically right now.
19:11So you haven't sold this to anybody yet?
19:13We have not sold the soil.
19:14How much do you want to charge consumers?
19:18Rockwool or many of the refill plant pods on the market go for around $2 to $3 per pod.
19:26Okay.
19:26We want to charge around $9.
19:30So this is more expensive.
19:31This is a better version of this, but more expensive.
19:34Yeah, but that's where the reusability comes into play.
19:37So in one year, you'd be growing about six heads of lettuce based on the time it takes to harvest, which means you'd be going through six blocks of rockwool.
19:47So essentially you're half the price then, you're trying to say.
19:50Correct.
19:51Can you sell this not just to the consumer, but also to the big farms?
19:55Yeah, and we've designed our sort of go-to-market strategy in this way, where it's essential for us to get this out to consumers first.
20:02I'm going to just push you a little bit about why you want to go to the consumer when you have a market that would be dying for something that would actually help them.
20:09I mean, the end goal is to be able to take a large global share of the market.
20:15That's the end goal, but the path to get there, the strategy is what we're wondering.
20:20There's different ideas up here, but we're asking, what is your plan?
20:23After doing this business, I do know that getting my product into my customers' hands easily, which I can do through the consumer market, which is a low-hanging fruit,
20:32I'd be able to get essential feedback to know.
20:34So Adnan, first of all, you're solving the problem of food insecurity, which is a massive problem for the world.
20:41I don't think he's solving that problem.
20:43Well, you know, you can say what you want when it's your turn.
20:46So you're a smart guy, but your valuation is not very smart.
20:52I'm going to offer you the $200,000, but I want 33%, right?
20:58But I know that there's going to be follow-on capital that you're going to need to do this.
21:01Oh, yeah.
21:02And also, you're going to need my kind of resources, especially the additional resources from the University of Toronto.
21:08It's a great offer.
21:09It's an offer.
21:11It's an offer.
21:12Is there any other dragons who would like to counter-offer or have another offer?
21:16No?
21:17Well, maybe.
21:18Just hold on.
21:20So, Adnan, I put an offer on a table, right?
21:23And, you know, I'm still waiting.
21:26I feel offended here because none of these people put an offer.
21:31None of these people put an offer on a table.
21:33I'll hop in.
21:34So, again, I love the idea of less waste.
21:36I mean, we put a lot of that rockwell in our walls for insulation with what we do.
21:40But I just think, for me, your costs are too high.
21:43I don't know enough about this area.
21:45And I think the valuation is a little off for my liking.
21:48I love that you are getting the entrepreneurship side and the science side.
21:54I don't think I know enough about this space clearly to be able to properly help.
21:59So, for that reason, I'm out.
22:00Adnan, you get an A for innovation and Canadian innovation.
22:06But for me, you get an F so far in execution and strategy.
22:10I'm out.
22:12This is the space I live, breathe, eat every day.
22:15I'm in the consumer market.
22:17I know almost all of the vertical farms.
22:19I've either looked at investing in them or examined them or have invested in them.
22:24My offer would be $200,000 for 15%.
22:29$200,000 for 15.
22:30Okay.
22:31Wow.
22:31Trying to take the chancellor out from the knees.
22:36You can compete.
22:38There should be a U of T discount.
22:39I don't like to pretend that I'm an expert in things that I don't know as much about.
22:48So, I'm going to bow out.
22:49Got it.
22:51I know you're looking over here, right?
22:52I know, Chancellor.
22:53So, I am going to take my number down.
22:55$200,000 for 20%.
22:57$200,000 for 20%.
22:58Arlene's offer is technically on paper better than mine.
23:04But you know what I can bring to you?
23:06Well, I've invested close to $200 million in the space.
23:10Wow.
23:10So, I think I know the space better than anybody up here does.
23:16Well, Dragons, I will have to take Wes's offer.
23:22Mainly because I've been working with U of T for a very long time and do need the resources.
23:27Done.
23:28Right.
23:28Thank you, Wes.
23:29There you go.
23:29Congrats, guys.
23:30I'm looking forward to working with you.
23:31Okay.
23:32Take care.
23:32Well done.
23:33Congratulations.
23:33Thank you.
23:34Good luck.
23:34Arlene, let me pitch you another 3D printed soil offer.
23:38Does the U of T tie in?
23:39Will it help them that much?
23:40You can't do anything.
23:41A hundred percent.
23:42Just be your chancellor.
23:42You can't make it happen for him.
23:44Well, you'll see.
23:57I'm Phil.
23:58I'm Brutal.
23:58I'm Anthony.
23:59I'm Rob.
24:00And we're man-made.
24:01Woo!
24:02In season 17, we went on the den and we were only eight months into our business.
24:08Woo!
24:09Thank goodness it wasn't a full Monty.
24:13Our first product was the Boxer Brief.
24:15Then we had socks, T-shirts, caps.
24:19They feel really good.
24:21Michelle actually challenged us on the unit economics.
24:23$60 average order value.
24:25What's the product cost on that basket?
24:27It's a 25% cost of COG soda.
24:29You might not be making money on your first order here.
24:31We knew that we had a lot of room to correct it and to really go for the economy as a scale.
24:38And we had a lot to learn still.
24:40We mentioned that we had 380 or 400,000 of sales.
24:43What do you think you're going to do next year?
24:45$7.2 million.
24:47$7.2 million?
24:48What?
24:49They all were like, whoa, 7 point.
24:52Well, not only did we hit it, but we doubled it that year.
24:56And fixed our unit economics.
24:58Big time.
25:00Yeah!
25:00Dragons den will be forever stamped in the history of man-made.
25:05Wow!
25:06What a line!
25:08What a line!
25:10This is nice.
25:11We've known each other since we were little kids.
25:13And we all knew we had that entrepreneurial itch.
25:16And when your back's against the wall and you quit your job, you have a family, a mortgage,
25:19you only have one shot at this.
25:21When we first started the business, it was really just the four of us.
25:24Since then, we've grown to a team of 70.
25:26We ship across the country, and we have now over 500,000 customers.
25:31All from right here in Canada.
25:33One, two, three, let's go!
25:38And now with the projections that we have going forward, we know that we need a new space that's nice and big.
25:44It was really important for us to find something in the Montreal Garment District, and we did.
25:48We're going to have certain sections like customer service, fulfillment, marketing.
25:53You get the idea.
25:54Yeah!
25:55Coming into the 20th season and being part of the Dragons and alumni honestly means so much for us
26:01because we, as kids, used to watch it and dream of one day being on there.
26:05Truly blessed to build this company with my three best friends, and especially to bring it to the point where it is right now.
26:12And I feel grateful to be doing it with you guys.
26:15Let's build it, baby!
26:16Fire!
26:16Let's build this empire!
26:18Like on the show.
26:18Four middle-aged men with bad backs.
26:25For the kids.
26:25For the kids.
26:25Next in the den.
26:44When I started Dynamic Downsizers, I actually started following Brian Scudamore and his businesses, and just to emulate his style.
26:58Let's see if these downsizers can prove that less really is more.
27:04Hello, Dragons.
27:06My name is Leanne Masellis.
27:08My company is Dynamic Downsizers, and I'm from Markham, Ontario.
27:12My name is Laurie Willison, I'm from Paulgrave, Ontario, and I am the Operations Manager at Dynamic Downsizers.
27:19We are here today to ask for $100,000 for 10% equity in my business.
27:26Dragons.
27:27Seniors are overwhelmed at the thought of leaving the home that they have lived in for 40-plus years.
27:34Dynamic Downsizers are their helping hands.
27:36We downsize, declutter, pack, move, and set up their new place.
27:41Our dynamic guarantee is to set them up by the end of their moving day.
27:46Now, please.
27:47Come on in, ladies.
27:49No.
27:50As you watch the teamwork, what you're seeing is more than just furniture placement.
27:56Imagine your mother waking up in her home, and then at the end of the day, arriving at her new retirement suite,
28:02to open the door and see her bed is made, her toothbrush is in place.
28:06She is ready for the next chapter.
28:09And this is for people moving from their original primary residence into a home.
28:15Yes, exactly.
28:16Now, there's lots of full-service moving companies out there that will do the packing, the moving, the reset up.
28:22Is this unique, just that you're focused strictly on people downsizing, and more specifically, just seniors?
28:29The uniqueness really comes in because we specialize in helping seniors with cognitive impairments, dementia, Alzheimer's.
28:36We partner with the Alzheimer's Society.
28:38We train them in dementia-friendly community training, as well as UFIRST training.
28:41The aging demographic seniors is a massive, massive demo, and aging in place is one thing,
28:49but as you're saying, anyway, with cognitive decline that needs to move into facility,
28:52is absolutely somewhere we've been looking at seeing what we can do to be a part of the solution.
28:56Whereas our competition may focus more on the physical aspect of the move, we focus on the emotional aspect.
29:01Why did you start this business?
29:03So, for me, I started this business right about the same time that my father got diagnosed with vascular dementia.
29:12I'm telling you, I feel that my life has kind of went 360 full circle, and this is where I was meant to be.
29:19How long and how much does it take for a typical house?
29:22I don't know, 3,000, 4,000 square foot house?
29:25Like, how long and how do you charge?
29:27That's not a typical house.
29:28Okay.
29:29The average 4,000 square foot home.
29:31I get sitting down from my own house.
29:34There's eight stories.
29:34What do they do with those?
29:36Okay, okay, okay.
29:38How long and how much?
29:40So, typical package to move a client into a one-bedroom suite,
29:43it costs $5,000 for packing and complete setup by the end of the day.
29:49Let's get into numbers a little bit.
29:50When do you start, and what's the numbers?
29:53Like, for example, last year, the year before?
29:54So, I started this business in November 2018.
29:57Last year, in 2024, my numbers were $155,000 growth, and I doubled that in one year.
30:05We just finished our year-end in February, and I was $334,000.
30:09And what's your profits on $334,000, for example?
30:12My net net was $54,000.
30:15So, how many vehicles do you have?
30:17I just have that vehicle.
30:19And do you have any, like, near-term expansion plans?
30:23Oh, well, I hope by the end of May that I will have hired a salesperson.
30:27But I'll be honest with you, I have high school education.
30:32So, I feel that I need an investor in order to sort of take it to the next level.
30:39I want to tell you, I've invested in probably 50 founders,
30:44and some of my best founders only have high school education.
30:48Great.
30:48So, do not underestimate that for a second.
30:51I only have a high school education.
30:53I only have a high school education.
30:54I don't even have.
30:54I don't even have high school.
30:56There you go.
30:57There you go.
30:58So, never, never let that get in the back of your mind,
31:02that you are not ready, or you are not doing it,
31:04or you cannot iterate, or you cannot build a business.
31:06I do believe in myself.
31:08I used to competitively dance, and I'm telling you, I can compete.
31:11Do you take it to the next, you know, unfortunate level?
31:16Because when one of our parents passes away,
31:19you are dealing with the same issue, but now you're dealing with grief.
31:23And you've got all of theirs.
31:24They're good, you know, I'm sorry, I'm going to cry.
31:30How do you deal with that?
31:31Yeah.
31:32We take care of everything, and we literally leave the house empty,
31:36ready for real estate.
31:38Tell me about your growth plan.
31:39Originally, when I started this business,
31:42I believed that franchise was the way to go.
31:44It is so complicated.
31:46We got out of the moving space because there was just too much,
31:49the complexity of going into a big house
31:51and trying to estimate how long it'll take,
31:54and stuff gets broken, no matter how good you are.
31:57I think anything can be franchised,
31:59but I think being in business for five profitable,
32:02really strong years would be a good foundational move
32:05before you look at franchising.
32:07What are you looking to do with the money?
32:09$100,000 won't go very far.
32:11It won't go very far, but really, how could I come in here asking for $200,000?
32:16You did value the company at a million dollars.
32:19It's not worth a million dollars today,
32:21but I do hope that somebody sitting here
32:24understands that we are worth investing in.
32:27But we can't value you on a dream and a hope.
32:32I think you're going to have people that will come along and look at your franchise model,
32:35and they're going to say,
32:36well, yes, I could be here and really connect to people emotionally,
32:39but in reality, my numbers could be a lot better.
32:41If I streamline, I hire movers that are a little bit cheaper,
32:43and I can make more margin,
32:45and you're going to start to lose the quality,
32:46and for that reason, I'm out.
32:49Okay.
32:50Thank you.
32:51So listen, you guys have identified a niche,
32:53but you have one vehicle.
32:55You know, there's going to be a lot more than that
32:57that you're going to need
32:58to be able to expand this into different markets.
33:01So I'm going to be out because it's just too small right now.
33:07Your presentation was flawless,
33:09except the part how you make money and how I make money.
33:14I'm out.
33:16Listen, my mother went through all this,
33:18so that's why I was feeling emotional before
33:20because I understand exactly the pain that you're talking about
33:24and how hard it is to move them into a senior's residence.
33:27But I feel like your business model is wrong,
33:30and I don't know what the business model is.
33:33It's kind of...
33:34It is cumbersome.
33:35I'm sorry, but I'm going to be out.
33:39I'm with Arlene here.
33:40Like, Leanne, I would trust you with my family.
33:43I think you understand the mindset and the business.
33:46Right.
33:47How you monetize this and how you scale this
33:49is very, very difficult.
33:51I'm out.
33:55Brian.
33:56Okay, then there was one.
33:57Yeah.
33:58I've spent a lot of time thinking about the space.
34:01Right.
34:01Like, years and years and years going.
34:03There is a need.
34:05I think it's up to you to sort of figure out
34:07exactly how to make this model work.
34:10And when you do, I do want to talk about franchising.
34:13Okay.
34:14But at this point right now, I'm out.
34:16Well, I'm going to put a lot of thought into that one
34:18and then give you a call.
34:20Keep the passion.
34:21Oh, we will.
34:22We'll keep the passion.
34:23There is a business here, though.
34:26And they're not the only ones confused.
34:28We've had so many brilliant minds on this.
34:30There's a problem here.
34:30I don't know if there's a problem.
34:32There's not a solution yet.
34:38Our leader is laughing.
34:40Oh, my gosh.
34:41Do we need to call an ambulance?
34:44Well, if you wanted to see dragons breathe fire,
34:46you just helped us with that.
34:47This is it.
34:47Last in the den.
35:01I feel like I'm about to have a heart attack,
35:02but it's okay.
35:04An excited entrepreneur from Toronto
35:06hoping her hot product will have the dragons breathing fire.
35:10Hi, dragons.
35:12Welcome to Root Mama,
35:13the home of authentic Vietnamese hot sauce
35:15that handcraft in Canada using Canadian ingredients.
35:19My name is Viet An Nguyen.
35:20I come here asking for $130,000
35:22in exchange of 10% of our equity.
35:25So without further ado,
35:26let me introduce you to the family of Root Mama.
35:30Whoa.
35:30Whoa.
35:31Hmm.
35:32Hmm.
35:32So the original one is the rootest of the house.
35:37She made me cry the first time I tried her.
35:38For the fruity flavor,
35:41we use the same base.
35:42We just add fruit inside.
35:44So in the way,
35:44they're carrying on the same DNA,
35:46which make the original one the mom of the house
35:49and me as the grandma of the brand.
35:51Our mango is our firstborn.
35:54She's the bestseller one.
35:55She's just a diva.
35:57And the pineapple one is our middle chow.
36:00Very sweet,
36:01but also have a really short temper.
36:04She hit you the first when you try her.
36:05We assume it's just for attention grabbing.
36:10And our passion food one is the youngest one.
36:13She's a little bit westernite,
36:15so she's pearly night with cheese,
36:17like a piece of steak.
36:19So with that part,
36:20then you can welcome to try her.
36:22Wonderful.
36:23The four flavors come in two sizes
36:25and are available online
36:26and in stores across Ontario.
36:28That's rude, mama.
36:32A rude boy at this.
36:33Whoa.
36:34That was saying to make up.
36:35The pineapple is spicy.
36:37The sauces retail for $10 per small jar
36:40and $15 for the large.
36:41Wait, the original didn't taste.
36:43Oh, no, there it comes.
36:44Oh, yeah.
36:44Oh, it's spicy, all right?
36:46Really good, guys.
36:47The pineapple punches you in the face right away.
36:49Right away.
36:50The original takes a minute
36:51and then five seconds later
36:52punches you in the throat.
36:53Come on.
36:54If you can't taste it,
36:55you see me crying right now?
36:56My wife loves spice
36:58and she's always trying to, like,
36:59trick me into a bit more.
37:01Yeah.
37:01But this would do the trick
37:02because just like you said,
37:04it doesn't,
37:04aside from the pineapple
37:06that hit me right away,
37:06the mango and the passion fruit,
37:08I can taste the flavor
37:09and it makes me want to come back some more.
37:10Oh, my gosh.
37:11Do we need to call an ambulance?
37:12It's been a while, hasn't it?
37:15Well, if you wanted to see dragons breathe fire,
37:17you just helped us with that.
37:18This is it.
37:20Guys, everyone's here like, wait.
37:22I love this.
37:22My taste buds are gone.
37:23I would eat this every night on my food.
37:25I would have fed this
37:26to some of my exes.
37:31Try this, honey.
37:32What's your passion for hot sauce?
37:34I fell in love immediately
37:35with the traditional recipe
37:38when I try it.
37:40And when I came to Canada,
37:41I couldn't find anything alike.
37:44And it's in stores now, right?
37:46It's in stores.
37:46It's in over 70 stores now.
37:5070 stores.
37:51Oh, wow.
37:52And what are your sales?
37:53Last year, it was 120.
37:55And then this year, we forecast at 300.
37:59On the 120,000, how much did you gross in net?
38:02No, last year, we lost 100.
38:06The reason behind that is we have two channels
38:08that we have to invest at once,
38:11which is retail and e-commerce
38:12to catch up with demand.
38:14What was the hustle
38:15that you put in to get you there?
38:16So I started the business from scratch.
38:18I don't have family here.
38:20I started the business with $30,000.
38:23Where'd you get that from?
38:24My whole savings.
38:26Your entire life savings?
38:27Entire life savings, yeah.
38:29So back in Vietnam,
38:30I have a university degree
38:33of finance and banking.
38:35And then when I came to Canada,
38:37my experience doesn't transfer.
38:39So I started working in the restaurant as a chef.
38:44I have school.
38:46I have three part-time jobs at a time.
38:49Three part-time jobs.
38:49Why are you going to school?
38:51Oh, my goodness.
38:52You're a hustler in, like, the best ways possible.
38:54I love it.
38:55Yeah.
38:55And to talk to,
38:56tell us about the name, Rude Mama.
38:58I love the name.
38:59I love it, too.
39:00So on the funny note, Rude Mama,
39:03when people ask me, like,
39:05if I'm the Rude Mama,
39:06I get to tell them,
39:07I'm only rude when I'm hungry.
39:08Those rude on this one.
39:10And 24-7, no break.
39:13Yeah.
39:13But then on a deeper note,
39:15I don't have a supportive family.
39:17And then growing up,
39:18if I dare to have a dream,
39:21I get called paranoia.
39:22If I dare to speak my mind,
39:25I get called rude, unmannered.
39:27And if I dare to talk back,
39:29I get a straight slap in the face.
39:31So I lean on to the image
39:33of strong, independent woman
39:34that from my boss,
39:36from my teacher,
39:37from my best friend,
39:38and those are the one
39:41that shaped my upbringing.
39:42Hmm.
39:43I love that story
39:44because I love how you're making
39:46those two words, Rude Mama,
39:47mean something totally different.
39:49Powerful.
39:49Mm-hmm.
39:50Yeah.
39:50Empowering.
39:51How does your family at home feel
39:53about you and the business success
39:54you've had?
39:55I don't,
39:56I haven't told them about that.
39:57You haven't told your family
39:58about any of this?
39:59Yeah.
40:00Wow.
40:00It's a long history of trauma,
40:03and so I cut connection with them.
40:05Hmm.
40:06Oh, I'm sorry to hear that.
40:07I'm so sorry.
40:08No way.
40:09It happens,
40:10but then it builds me stronger.
40:12My dream today
40:13is to lay a strong foundation
40:16for Rude Mama.
40:18Legacy.
40:18Give, yeah,
40:19prosperity for Canada,
40:22which is a country
40:22I owe so much to.
40:24Well-behaved women
40:25rarely make history,
40:27and every part
40:28of the Rude Mama brand
40:29and what that embodies for you,
40:32I think is like an amazing story,
40:34an amazing mission.
40:35I can't imagine
40:36what you've gone through
40:38to get to this point.
40:39I think for me,
40:40the space is very competitive,
40:42and I just can't give you
40:43the help you need,
40:45so I'm going to be out,
40:46but I'm going to be cheering you on.
40:47No way.
40:48Thank you.
40:49I love this story,
40:50and I love you.
40:50I think this isn't a space
40:52I have a lot of experience in.
40:53I think especially
40:55being at a loss still right now,
40:57I know you're on a trajectory
40:58and a path that will turn to profit,
41:01but I just don't think
41:02there's as much I can offer
41:03as they can.
41:05I'm out.
41:05Okay, I'll go.
41:07I, you're,
41:08you are a survivor.
41:09You really are.
41:10From an investment perspective,
41:12you're way too early for me,
41:14and I think the space
41:15is very crowded and difficult,
41:16and I wish you well,
41:18but I'm going to be out.
41:19No way.
41:19Thank you so much.
41:22I too am rude when I am hungry.
41:24I think my fellow dragons
41:25can test that.
41:25She's rude when she's not hungry.
41:27I love it.
41:27Yeah.
41:28Like, you figured this out,
41:29and you haven't had
41:30the easiest path,
41:31which is actually amazing
41:33in so many ways
41:34because it shows your resilience.
41:35You're still smiling
41:36through all of this,
41:37not only the questions,
41:38but telling your story.
41:39Like, it's incredible.
41:41And I am willing
41:42to back a founder like you.
41:45I'll offer you $150,000
41:46for 15%.
41:48$150,000 for 15%?
41:51Is there any other offer
41:54in the den?
41:55I'll go.
41:56Yeah.
41:56I love you.
41:58You are funny.
41:58Your story of how you started
42:00with your life savings,
42:01that's how I started my business.
42:03But I can't compete with Manjeet.
42:05She can turn up the heat
42:06on this business
42:07and really partner with you.
42:09I'm out.
42:10You know, Fela,
42:11there's a lot of people
42:12going through
42:13what you've gone through
42:14and they're embarrassed
42:15to tell their stories.
42:16Yeah.
42:17But it's not the end of you.
42:19I need for you
42:20to keep telling that story.
42:21And I'm going to be out,
42:23but keep at it.
42:25Thank you.
42:26Manjeet?
42:27We got to do.
42:28Can I do a money shot?
42:29Where's the money?
42:30Money shot?
42:31I love her.
42:32She wants it.
42:33She wants it.
42:33She wants it.
42:33We are going to have
42:34so much fun together.
42:36Wait, record this.
42:42That's my TikTok.
42:45More money shot.
42:47More money shot.
42:49Get her money shot.
42:51Manjeet's face is like,
42:52what is happening?
42:53Thank you, B.
42:54Don't worry.
42:54Bye.
42:55Bye.
42:55Bye, B.
42:56Congrats.
42:58I know.
42:59Oh, my God.
42:59I need somebody
43:00to hold my hand.
43:02She's the entrepreneur
43:03that I want it back.
43:05Like, talk about resilience.
43:06For sure.
43:07I got my juice.
43:08She's my dream dragon.
43:10Coming up next week,
43:12Dragon's Den gets
43:13into the holiday spirit.
43:14Is this our first
43:15holidays together?
43:16Total family Christmas.
43:18Oh, there you go.
43:19Lift her up.
43:20Yeah.
43:20Cheers, dragon.
43:21Cheers.
43:22Cheers.
43:22I saw this when I painted
43:29my picture three years ago
43:31that I knew
43:32Toothie was destined
43:33to be on Dragon's Den
43:34and work with Arlene.
43:37Put some money in your mouth
43:40and your hands right upon the wheel
43:56Gracias por ver el video.
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