- 2 days ago
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00:1111 a.m.
00:15The boardroom.
00:19Handing in proposals.
00:2318 ambitious entrepreneurs.
00:32Could you send the candidates in, please?
00:35You can go through to the boardroom now.
00:53Good morning.
00:54Now, you look a little bit nervous.
00:57You remind me of a tank full of 18 frightened lobsters in a restaurant.
01:03So, look, the world of business has changed.
01:07These days, you don't need bricks and mortar or a flash suit
01:10or a team of 100 people to get started.
01:13Some of the most successful businesses out there
01:16have been created by one person.
01:18So I'm looking for a Bezos rather than a Bozo,
01:22if you understand what I mean, you know?
01:25And I'm after movers and shakers
01:28and not schmoozers and fakers.
01:32Now, eventually, after 12 weeks,
01:34one of you is going to enjoy a £250,000 injection
01:39into a joint company that both of us will own.
01:43Yeah?
01:43So, look, I've got a bunch of CVs here.
01:46Some of them contain more crap than the River Thames.
01:48But, um, so, Dean, where's Dean?
01:52Yep.
01:53Pleasure to meet you, Lord Sugar.
01:54Yeah, you're in the air conditioning business.
01:56I am, indeed.
01:57You blow hot and cold, do you?
01:58I do.
01:59I think I'm the coolest candidate here.
02:01You're Mr Cool, yeah?
02:03And there's a market for it, I suppose,
02:05with climate change.
02:06Yeah.
02:06Things are getting hotter and...
02:07It's an energy-saving appliance.
02:09So a lot of people now are having it installed
02:11for heating, not only cooling.
02:12True.
02:12A lot of people don't know that.
02:15Emma S, I've got two Emmas here today, haven't we?
02:17Good morning, Lord Sugar.
02:18You like two-hour lunch breaks?
02:21Oh, I start a lot earlier
02:23and then I take longer lunch breaks to go to the gym.
02:26I still work my full work day.
02:28I just...
02:28You might be the first candidate
02:29who asks me if you can work from home.
02:32I'm bored of that.
02:33I'm bored of work from home.
02:34No, no, no.
02:36Johnny.
02:37Hello.
02:38Hello, Johnny.
02:38Tell me about yourself.
02:40I run a tutoring company
02:42and I work with young people.
02:43One of your ambitions is to jump out of a plane.
02:46Is that right?
02:46That's true.
02:47Yeah, no problem.
02:48There's plenty of people here who push you.
02:49That's for sure.
02:50Yeah.
02:52Let me speak to Nadia.
02:54Good morning, Lord Sugar.
02:56Tell me about yourself, Nadia.
02:58I started my own business in Knightsbridge
03:00and now I own four hair salons.
03:02You said you're mad as a box of frogs.
03:04What do you mean by that?
03:05Depends in which context you take it, Lord Sugar.
03:07I mean, in business, I'm fast-moving
03:10and in my personal life, I like to work hard, play hard.
03:13OK.
03:14Right, Emma R.
03:16That is me, Emma.
03:17Oh, that's you?
03:18Yes, Lord Sugar, if I may.
03:20I'm a little hard of hearing, so, like, partially deaf,
03:22so I won't be offended if any of you shout at me.
03:25OK.
03:25Because I genuinely need that.
03:27OK.
03:28What is your business?
03:30So, my business is an online gift store,
03:32so we do, like, coasters, bubbles and mugs.
03:35Mugs?
03:36Mostly mugs.
03:36I was in the mug business once.
03:38I bought spurs.
03:39Oh, yeah.
03:41Definitely.
03:41Yeah.
03:42Carlo.
03:43Yes, Lord Sugar?
03:44Tell me about your business.
03:45So, at the moment, I'm a hair transplant consultant,
03:47so, essentially, I connect patients
03:49to reputable clinics around the world.
03:51The industry, it's currently 5 billion,
03:53expected to go to 43 billion by 2026.
03:56And, Lord Sugar, if we capture a mere 0.0%,
04:00we'll hit some very impressive numbers.
04:02He's already doing his pitch.
04:04Right, OK.
04:06I'm very, very passionate, so I think the key...
04:07Enough.
04:09We want to get done today.
04:11Right, now, look, it's time to get down to business.
04:14I'm kicking things off by sending you to Austria.
04:19Oh, my God.
04:21You'll have to set up and run a tour,
04:23sell tickets and deliver your guests
04:26an unforgettable experience.
04:28The team that makes the most profit will win,
04:32and on the losing team,
04:33at least one of you will be fired.
04:36Now, I'm going to mix things up from the get-go.
04:39Forget boys versus girls.
04:41The two back rows swap with each other.
04:46No way.
04:50You lot will be running a tour on the glacier
04:52and will be watched over by Karen,
04:55and the rest of you will be in the forest,
04:57followed by Tim.
04:58Good luck.
04:59I'll see you back in the boardroom in a few days' time.
05:03Off you go.
05:03Thank you, Austria.
05:08Innsbruck, Austria.
05:12Nestled against a breathtaking alpine backdrop,
05:16tours in the Tyrol region can make a mountain of cash.
05:23Right, team, we're in Austria.
05:27Deciding who will guide them.
05:29Capital of the Alps, Innsbruck, apparently.
05:31It's up to serve out here.
05:33Team Forest.
05:35Right, anyone want to put themselves forward
05:37in terms of project manager?
05:38Any takers?
05:43No, I've got no experience with tours, to be fair.
05:45Not me.
05:45I'm going to be honest.
05:46Not tours.
05:49Someone's got to be a project manager.
05:50It's the same for me, not being on any tours.
05:52OK, so just to clarify, no-one's been on tours before?
05:54No, no-one's been on tours.
05:56OK, so as someone who's been on tours before,
05:58I'm happy to put myself forward as project manager.
06:01Ah, that's great.
06:02Right, is everyone happy with that, yeah?
06:03Yeah.
06:03Is everyone happy?
06:04OK, great, fantastic.
06:09I'm going to put myself forward for this one, guys.
06:12Next door.
06:12I'm strategic and I'm militant,
06:14so I could really get things done.
06:17Two volunteers.
06:19I would also like to put myself forward,
06:21so I studied hospitality management.
06:24Aside from that, I do actually love Austria,
06:26so I came here skiing.
06:27I'm really passionate about the country.
06:29And in my day role, I am a project manager,
06:31so I'm very comfortable to get us across the line.
06:34Shall we take a vote?
06:35Let's do a vote.
06:36Emma?
06:39So I think Emma's going to be our project manager.
06:42OK.
06:42Nice one.
06:43Nice one.
06:46I do feel like I should have got that role as project manager.
06:49In terms of making key decisions,
06:51I'm absolutely awesome at it.
06:52Let's hope that Emma hasn't bitten off too much than she can chew.
06:56And Stabai, Glacier.
06:57We're going to be doing a sledge ride
06:59down to the bottom of the mountain.
07:01Getting to grips with tomorrow's tour.
07:03Well, we will be greeting them with snaps,
07:06which is Austria's national drink.
07:08Project manager Emma pins down a price point.
07:12Ticket price.
07:13So I really want to say, let's start 175.
07:16Yeah.
07:17I think that's really expensive.
07:19I don't agree on the 175 euros.
07:21I think we should be going at a sweet spot between 125 and 150.
07:26Potentially as well, we can do a package deal.
07:28Two tickets for 200.
07:31I disagree completely.
07:32I think if we're going in looking to drop prices, fundamentally, that's not how you sell.
07:37I think you set a price.
07:38Yeah.
07:38And you assume that you're going to sell at that price.
07:41And I agree with that.
07:42So I want to hold and I want to enter at 175.
07:45OK.
07:45OK.
07:49On the other team.
07:51I think we should go in high and then we're going to negotiate to go down.
07:54Serving up a plan for flexible prices, Pizza Pro and Nisa.
08:00So I think it's reasonable to go in for 200 euros to start with.
08:03Can I just flag up?
08:04Is 200 euros too much for a bike tour?
08:06But this is not just a bike tour.
08:07It's the forest experience.
08:09We're doing e-bikes.
08:11Plus we're doing honey and bread making.
08:13But I want them to think they're getting a deal.
08:15So start with 200.
08:16But I want you to be like, OK, special tool just for you.
08:18We'll go down to 175.
08:20Go down to 150.
08:21Minimum, don't go under 100 euros at all.
08:24OK?
08:25Yeah.
08:27200 euros is a lot.
08:29But I am confident in my sales techniques.
08:31Um, I can sell anything.
08:35Next for Nisa.
08:36OK, so we need a selling team and the tour team.
08:39Decide who will tout tickets.
08:41I would love to sell to the public.
08:42Likewise.
08:42I'll put my hand in for that.
08:44And who will plan the tour?
08:46I'm going to put myself on the tour team with Chisola, Max and Jana.
08:50And on the selling team, anyone want to be sub-team leader?
08:53I would love to be.
08:54I have experience in B2B selling and B2C.
08:56Ultimately, it's the same thing.
08:57How would you care for the customer?
08:58OK, everyone happy with that?
09:00Yeah.
09:00OK, so.
09:01When we're negotiating with the customer, first rule, we don't say the price first.
09:05Trying to establish what the customer's willing to do.
09:07Because if we say a price, the customer's going to counteract that.
09:10Yeah.
09:11So, everyone happy?
09:12Yeah.
09:12Again, can I just please emphasise, just don't drop the price so willingly.
09:16Understand the customer and what they're willing to pay.
09:18It looks unprofessional.
09:19OK, so.
09:20It's about creating value.
09:21Create the value.
09:22Understand the customer.
09:23We can sell it at any price.
09:24I trust Carla as sub-team leader to lead the pricing as well.
09:27The key here is to create as much value as possible.
09:29Yeah.
09:33Dividing her troops.
09:35I'm a good communicator to large groups and I also know a bit of German, so I think I'd be
09:38good in the tour team.
09:40Project manager Emma.
09:42For the tour team, a big part of this is negotiating a group entry ticket price.
09:47So, whoever puts himself forward as a sub-team leader, I'm going to hold them accountable for getting that to
09:52the lowest possible price.
09:54Happy to put myself on.
09:54So, whether strong.
09:55Yeah?
09:55Are you happy?
09:56Happy to put myself on.
09:57Right.
09:57High energy, passion.
09:59Come on, team.
10:0211 a.m. While half of each team finds takers for tickets, the rest will agree an entry price for
10:12tomorrow's tours.
10:14With the negotiation, guys, I would love if you guys could let me lead.
10:18Yeah.
10:18At the best price possible, leave that with me.
10:20Fab.
10:21Yeah.
10:24Base for the forest team, the Upper Inn Valley.
10:29Hello.
10:29Oh, hello.
10:31Hi.
10:31Nice to meet you.
10:32Nice to meet you.
10:33Pitching with Polish dentist, Jana.
10:36And how much do you normally price your ticket at?
10:38Normally for about 130 euro per person.
10:42Okay.
10:43We want everyone to talk about this tour, to go back and tell their friends.
10:46I'm going to go and tell my parents when they come home.
10:48Guys.
10:49Thanks.
10:50You've got to come to Australia.
10:51All of you guys, too.
10:52Yeah.
10:54Well, I could do 1,000 for 12.
10:58Let's shake our hands at 620 euro.
10:59Which works out around 52 euros per person.
11:03It's fair for you, fair for us.
11:04We're going to make sure everyone has a great time.
11:07Okay?
11:07Let's do it, dude.
11:08Thank you so much.
11:09Thank you so much.
11:10It's brilliant.
11:11Fantastic.
11:12Yeah.
11:12Really, really well done.
11:13Have 52 euros per person gives us a good margin.
11:15If the selling team is able to start 200 euros, that's 75% profit, guys.
11:22Stubai Glacier.
11:24Johnny, I'd like you to start off.
11:25Yep.
11:26As you speak German.
11:26100%.
11:27And then Amber Rose and Liam, I want you to build more rapport with the client.
11:30For the other team, a plan to win hearts.
11:34If we stick to building that rapport with the client before talking about numbers, they'll
11:37want to help us, for sure.
11:38And melt prices.
11:39Let's do it.
11:42Hello.
11:43How are you?
11:43Hi.
11:44I'm Johnny.
11:45I'm in Kent, in London.
11:48Where are you?
11:48I'm directly here from the area.
11:51Wonderful.
11:51So how much would you usually charge per person?
11:5570 euros is the price.
11:57We had around the 35 euros per person in mind.
12:00That's not possible.
12:01Definitely a crazy price.
12:03Could you get closer to the 40 euro mark?
12:06I think we get closer to the 65 euros.
12:08Maybe 50 euros per person.
12:10No.
12:11Maybe 63.
12:12We can close around 55 euros.
12:14No.
12:14Let's talk about 60 euros.
12:1557 euros.
12:16I think it's a deal.
12:18Thank you so much.
12:20Deal done for 57 euros per head.
12:24Thank you, Ken.
12:25Their plan was to build rapport, charm the lady.
12:29Well, other than Johnny blurting out, Wunderbar, I didn't hear any charm because Fred opened his
12:34mouth and asked her, how much do you want for your tickets?
12:36I mean, they had a plan.
12:38Why didn't they stick to it?
12:39Amazing.
12:40So excited.
12:40Bye-bye.
12:44Innsbruck, Old Town.
12:45Tomorrow, we're holding a tour.
12:47It's for electric bikes.
12:49Is that something you'd be interested in?
12:51While air conditioning boss, Dean, gets grafting.
12:54Oh, thank you.
12:55No, thank you.
12:56You're welcome.
12:56Short and sweet like that.
12:57Yeah, yeah.
12:57In and out.
12:58Who likes e-bikes?
13:00Across town.
13:01They are going for 175.
13:03Not really at the moment.
13:05On the Glacier team, Emma's price point.
13:08175 per person?
13:10No.
13:10I think it'll be a little bit more.
13:12Okay.
13:12Gets an icy reception.
13:14175 euros.
13:15What are your thoughts?
13:16It's too expensive.
13:20Can we just have a quick regroup?
13:22Yeah.
13:22This is not happening, right?
13:24We've done absolutely zero sales.
13:26I really, really, and I've said this from the beginning, feel that this is too expensive.
13:31We could just change the approach, Emma, and maybe drop the price down a little bit.
13:35Yes, yeah.
13:36I think maybe a 149 mark.
13:37So, let's enter a 149.
13:39Yes, let's do it.
13:40But fundamentally, guys, this is about winning the task, right?
13:45I mean, what is going on?
13:47How can we possibly sell when we don't even have the basics right?
13:51This is why I wanted to be project manager.
13:54As we walk, can I just set the scene?
13:55Let's really be positive and motivated.
13:57We've got time.
13:58Let's just keep the numbers.
13:59Keep the numbers.
14:07This is so much fun.
14:11Look at that view.
14:14Absolutely amazing.
14:16Ahead of tomorrow's tour, for Anissa's forest team, the sound of music.
14:28Jodeling is our traditional singing style.
14:32Yeah.
14:32In the beginning, it's a communication from mountain to mountain.
14:36Do you like to learn it?
14:37Yes.
14:38Yes.
14:45Yes.
14:46Yes.
14:52Yes.
14:55Yes.
14:56Yes.
14:59Yes.
15:06Yes.
15:22Yes.
15:25Yes.
15:26Yes.
15:29Yes.
15:30Yes.
15:35Yes.
15:39Yes.
15:51Yes.
16:15Yes.
16:34Yes.
16:35Yes.
16:39Yes.
16:44Yes.
16:45Yes.
16:56Yes.
17:14Yes.
17:14Yes.
17:14Yes.
17:19Yes.
17:23Yes.
17:23Yes.
17:23Yes.
17:24Yes.
17:24Yes.
17:28Yes.
17:29Yes.
17:29Yes.
17:30Yes.
17:45Yes.
17:47Yes.
17:47Yes.
17:47Yes.
17:47Yes.
18:16Yes.
18:22Yes.
18:23Yes.
18:25Yes.
18:26Yes.
18:27Yes.
18:30Why would they speak to the 200 if they weren't selling?
18:33Yeah.
18:33In, two, hundred to make deals to go down.
18:36We have to pray that they get some cells here.
18:414 PM.
18:43Up there, there's amazing few points where you can see Dolomites.
18:47See the Dolomites from there.
18:48After a morning in the mountains.
18:50How you go?
18:51guys 57 euros per person emma's tour team touch base okay give me some news give me some news how
19:02many tickets have you sold we've sold two at 82.50 and two at so 335 euros in total but
19:11i thought
19:11that the price was 175 that's why we went in with the price we did unfortunately a lot of the
19:17tourists felt it was too expensive the tour is epic it is brilliant so please do just try and push
19:23this out please let it out guys i'm sorry i'm sorry 80 euros that is concerning
19:355 pm we're gonna even do yodeling i'm gonna do a special performance it's a once in a lifetime
19:40opportunity you can't come yodeling with kia again for the forest team first sale of the day 100
19:46euros 100 euros all right driving up sales at rock bottom prices so the retail price normally of
19:58these tickets is actually 175 but very lowest i could go is 65. the glacier ticket team let's go down
20:05to
20:0560 and it's steel 62 62 62 mate you ain't getting a jeeper come on okay yes they started to
20:16sell some
20:17tickets well of course they have they're dropping the prices like a stone i mean their profit margin
20:22is now down to five euros you can't even buy coffee for five euros around here i'm a closer right
20:28that's
20:28what i do so the only thing that's letting you down right now is price i guess yeah can we
20:35agree
20:35on a rock paper scissors 50 if you win 70 if i win playing fast and loose with ticket prices
20:42rock
20:43paper scissors shoot we've got a deal 50. here's luck runs out i overheard that you're selling them to
20:53other people for 50 euros so it's not fair for me appreciate that totally we'll be totally honest with
21:01you it was a deal or no deal situation we had a game of rock paper scissors so how much
21:07is it still
21:08be 100 euros okay no i'm sorry will you still come with us if we agree whatever the price yeah
21:14okay all right yeah all right okay yeah lovely thank you i feel like we've completely lost the
21:22plot in all honesty kia he's got overly confident selling tickets at 50 euros when the cost of the
21:27vendor was 52. i think we've lost sight of the entire of the entire task this is what happens when
21:31we don't stick to our pricing we need to start making a profit as simple as that we can't sell
21:34at
21:3450 that's our break even okay let's keep positives high should we go back inside let's move
21:417 pm i think the key thing tomorrow is the information that we can provide yeah while anisa's
21:47team focus on facts individual stops is when we can hit them with more content rich information
21:53taking a different tack frederick's glacier gang the aim of the store is fun facts are good but we don't
22:02want to bombard them no no for sure so i think like one like a few one or two less
22:05is more sometimes
22:06100 we've got games we've got sledging our guests are in for such a treat i think they've got this
22:11in
22:11the bag yeah let's go yeah let's go now we need bums on seats for 59 euros okay
22:20one hour till sales must cease 100 euros each yes we've got this we've got this final push with 10
22:29tickets still to sell 80 euros that's great that's great for 75 if you shake my hand carlos sales team
22:38basically you know e-bikes up in the forest but it's so much more than that as well for emma
22:43one last
22:44chance to do a deal so you actually get um like a honey experience um and we've got a yordeling
22:52which
22:53i think you'll be phenomenal and we've also got bread making which will be fantastic that's something
23:01i'll be interested to you no okay no worries
23:097 30 pm rough day we don't know what we could yeah selling over
23:17not ideal for me the people that responsible will either be carlo or emma emma was quiet and didn't
23:22contribute made zero sales carlo didn't motivate a team like a leader's supposed to do
23:27all tickets gone all bums and seats honestly well done everyone
23:427am today both teams will run austrian excursions good morning everyone
23:48good morning catching up with her sales crew i'm dying to know how did you guys get on
23:53project manager alisa in the end we had a pretty successful afternoon we managed to
24:00yeah really turn it around so we finished on six sales six tickets
24:09how much for yeah so in terms of overall ticket price we sold them for a total of 375 euros
24:16and we spent 620 euros correct so currently we're at a net loss of 245 euros correct
24:23that's right charlamath is right on that so yes i'm extremely disappointed they only sold six tickets
24:29so now we're at a loss that's completely unacceptable the team approached every single person used every
24:35sales tactic that we had in our books like it was a tough game out there and yeah
24:43we are dying to know how you guys got on yesterday so all tickets sold oh wow
24:51wow okay how much did you guys sell the tickets for
24:57at the end of the day it was more important as times escaping to get the sales in what was
25:01the actual
25:02average order so the average was 70 euros so yeah we definitely didn't sell them 175 euros
25:10reason being the price was set at too high but i would say to that as well there was frustrations
25:16in the team right that we were getting cut up but we closed the sale as a result but we
25:20closed those
25:21sale as a result there was reason why you closed every sale it's because you were cutting everyone
25:24off did you close sales i got cut off that was brutal there was a lot of tension in the
25:32ticket
25:32selling team i think that definitely contributed to why they didn't get sales which is really
25:37disappointing because you should put your differences aside and just get the job done what a joke sorry
25:42you know honestly what a joke
25:46for the selling team you're now the master class team right so i want you guys to find out everything
25:52possible about honey planning to partner with a local food producer so one of you guys will need
25:57to lead that conversation with commission okay and make sure we get a good one anisa pins her hopes on
26:03a sweet deal i would happily lead that conversation however i will have to switch teams because i said
26:09that i was going to do some yodeling what why did you promise to yodel one you don't even know
26:16how to
26:16yodel and two that would mean that you'd have to end up swapping into the other team without even having
26:20a discussion with us or the project manager so the reason i said it is people want to come on
26:25a tour
26:25with people that they want to have a good joke with and so i was trying to make something that
26:29was fun and as it is a joke i think you've actually put us in an awkward situation you forced
26:33us to
26:33have to switch you over to the other team because you prompted your juggling i'd like to bring you
26:37on to this team perfectly fine absolutely no problem and then jana because you're really good
26:41in negotiations on our team i want to go to the other team to be in charge of that commission
26:44sure okay
26:45okay and we have to make up that 245 euros plus more everyone feeling confident today yeah okay
26:50let's do a team huddle team forest three two one today half of each team will run their tours
27:01across that table it's like watching school children they were squabbling they were speaking over each
27:05other we can only control our actions which is making sure we put on a fantastic tour which is easy
27:10so let's just enjoy it and have some fun the rest will carve out commission on goods to sell their
27:17guests guys i've got a tactic for the negotiations let's hear it so what i'm going to do is right
27:23i'm
27:23going to stage this so when i say the word bitter that's the key word you come in right look
27:27you know
27:27what this is with 50 50 and we'll call it then right okay i'm going to look annoyed at you
27:31oh she's
27:32already said it now i guess we've got to do 50 50 and then we'll close it from there we've
27:35got a good plan
27:36while the forest team begin their bike tour
27:54three thousand two hundred meters up the glacier hello everyone you have made it up to one of the
28:00highlights of today's tour a geography lesson i'm going to give you a few facts about this incredible
28:06piece of infrastructure from english tutor johnny designed by local architects from the nearby town
28:16which is called remind me sorry bye valley no the town innsbruck there we go um and you can see
28:24the
28:24dolomites from this viewing platform in which direction are the dolomites actually very
28:30so i believe they're that way but i'm not 100 sure um we're not 100 sure what directed dolomites are
28:40but what we can tell you wherever you look it's mountains okay who wants a picture
28:49they've really focused on making this a fun tour but to the detriment of the facts
28:54they've gone all the way to the peak they couldn't even tell them where the dolomites were and they
28:58forgot the name of the local town i mean that's not a great start come over to the dolomites all
29:03right
29:03dolomites over there dolomites are everywhere
29:1011 a.m in need of a way to top up takings emma as soon as i say the word
29:16bitter that's a signal for you
29:17to step in 100 for janna a high stakes honey deal
29:23um we've got to put on a tour for six people um and we'd like to bring them over here
29:28to sell
29:28your amazing honey so is it possible to do 80 percent commission
29:36no that's not possible 15 15 15 percent no would we possibly be able to do 60
29:43percent it's not possible bitter bitter he's gonna be mad at me for this but what if we did
29:53a 50 50 split no no that's i would really appreciate it 50 50 she's already said it and we
29:59have to do it
30:00now what we'll do is we'll shake on it 52 to you 48 to us done okay thank you very
30:06much thank you
30:06yay i'm really happy that am i heard my code word and was able to step in we managed to
30:13get it to
30:1348 which i'm pleased with i'm hoping anisa is as well we just wanted to get kind of straight into
30:20the
30:21commission side on the other team haggling hard for a deal on schnapps how about us taking a 65
30:27commission on every sale that we sell salon owner nadia whoo sorry 65 it's it's too much
30:35i actually would say 10 would be good for me that doesn't really make sense for us how about the
30:41kind of 38 mark sorry no maximum 15 25 is that a clause no final after the 20 right it's
30:51a deal 20 okay
30:55the negotiation today has been really really challenging i personally like a soft approach
31:00whereas people like nadia go straight in for the kill i think we lost out on a great deal of
31:05commission today with such a low margin that really puts a lot of pressure on us now to get the
31:10sales
31:10i mean i wouldn't say it's a low margin is that a lot to you that is hell of a
31:14lot 20
31:16that's pretty decent in commission
31:20we're going over here towards the trees hitting the right notes on their tour
31:25yodeling back free the 1800s they reduced this communication from all the different mountains
31:31yodeling expert chisola okay
31:45so yesterday kira said he was going to an expert at yodeling no that's why we won a ticket
31:50in that case big boots to fill though here we go
32:04the highlight of the tour so far has been chisola and her yodeling
32:11however kia really wasn't up to scratch one thing that's a bit of a tradition here is tree hugging
32:17hands around the tree eyes shut and just believe guys
32:28thumbs 100 points on the slopes
32:34focused on fun frederick's tour team you guys feel your snow angel lie down and then move your hands and
32:43feet as fast as you can i'm loving angels instead and oh does anyone know the song
32:58that was good that was good this is meant to be a factual guided tour but the last stop was
33:05chaos
33:06frederick was rolling around on the floor doing snow angels and leon was doing a snowball fight
33:10i mean it's not very guided or professional all right guys it's time for the sledging so let's hike
33:16down there let's get going off we go
33:22mid-afternoon
33:26while emma's team get a taste for schnapps oh that's strong that's good
33:32before giving their guests a honey master class the enzymes at work dry the nectar from 80 percent water
33:39content to 20 percent a lesson for jenna on the birds and the bees
33:45how do bees mate we haven't been a sex
33:54so the queen flies really high and then the male bees that follow her will be able to fertilize her
34:00and that could be seven or eight male bees seven eight to them mating with her at the same time
34:08no one after another one after one after one
34:12take you in turns can i just say i just think the type of questions i'm asking
34:16we have to be relevant to the audience we're going to be delivered to later does that make sense
34:30while the forest tour reaches a peaceful conclusion three two one
34:36fred for frederick's fun squad
34:43fred you let us down man a high-octane finish
34:49a high-octane finish
34:59right who enjoyed that
35:03let's go let's go
35:07how was the tour do you have a good time yeah how would you rate it out of 10 11.
35:12wow creating a buzz around honey once upon a time we had a small bee called bella jana gets down
35:24to
35:24business watching bella is a group of male bees and thought wow she's so beautiful i want to mate with
35:31her those that did took their time with bella but as soon as they mated with her they passed out
35:39and
35:39died over to you so what they do they uh collect um nectar from the pollen once it gets digested
35:47through the bee it then turns into 20 nectar and then 80 water and that's what creates the honey
35:53sorry that's not quite correct 80 20 is it the other way around right no no no 80 water oh
36:01and it
36:01comes out as 20 water 80 percent nectar
36:06and that's what creates your honey yeah
36:136 pm
36:16with one hour till guests depart so if any of you were interested in taking home a bottle today
36:21the schnapps are really as fresh as you can get a final push to boost profits this is 21 euros
36:28and the
36:29small bottle is 12. i'm gonna take the small one oh if you were to purchase two that would be
36:34uh
36:34then give me one big one and one small one then fantastic thank you would you like to purchase one
36:38no all right we we're traveling tomorrow we've got no room they're taking the small one but just one
36:44two for 20 euros no i don't know so these are 13 euros there you go sir we're more than
36:52happy to do
36:53a deal 120 euros for all six photos 10 euros for four i'll give you no it's non-negotiable i'll
37:00happily
37:00drop it to 15 euros for you for this picture yeah yeah deal 7 pm
37:11tours complete
37:14nadia was a constant frustration for me however overalls pm i think we did a good job and i do
37:19not
37:19expect to be in that boardroom that was good hopefully it's enough to get us through get some
37:24profit and win the task yeah yeah i'm very disappointed in my sub team however i'm super
37:29happy with how day two went hopefully the sales are enough for us to win this task
37:36tonight takings will be totaled refunds reviewed tomorrow's trip to the boardroom
37:53you can go through to the boardroom now
38:12good morning so for this task i sent you to run tours in austria so glacier team
38:21emma you became the project manager that's correct lord sugar you decided first of all that
38:28you're going to try to get 175 euros for a ticket you never sold a ticket for 175
38:34no not even close so i know the prices start coming tumbling down correct so for the pricing as the
38:43day
38:43went on it had to be flexed really because they bought 12 tickets i wanted them all of them gone
38:49by the end of the day did you sell all 12 yes yes now nadia i heard that um you're
38:56a bit of a gazumpa
38:58occasionally like so somebody's talking to somebody and then all of a sudden you jump in and
39:04take over yeah it was highly frustrating lord sugar um we stood around for five hours making zero
39:10decisions sorry sorry what they say was at three o'clock can i just add to that sorry i appreciate
39:15everyone speaking but there were countless occasions where nadia just absolutely steamrolled at the end of
39:22a pitch you wanted to keep a von trap shut then did you could say that anyway um you went
39:30off
39:30to talk to the tour operator so to speak yes so as sub team leader i was told i was
39:37going to be held
39:37accountable i think you should start by telling lord sugar what your plan was yeah so everyone had
39:42their role johnny spoke a little bit of german so we did you johnny it was two or three lines
39:47lord
39:47sugar is that all i'm johnny and i come from kent yeah i think i think you think wunderbar is
39:54something
39:55from victoria secret you know what lord sugar it was a few lines but i do think it set a
40:03good
40:03foundation for the negotiation i think yeah i think in hindsight you know we could have had a little bit
40:07more time to just really get to know her and speak to her a little bit more before going in
40:12with the
40:13price so she wanted 70 euros right and we ended up closing around 57 years 57 i spoke to her
40:20afterwards and she said she would have actually gone down to 50. so maybe if you had let your other
40:24teammates smooze her a bit more you might have got the 50. hmm okay so on day two we get
40:31to go on our
40:33first uh trek up the mountain i believe johnny you had trouble with your dolomites do you know what
40:39lord sugar i said there's some cream for that i said to the guests being candid with them i said
40:45i'm pretty sure it's in that direction pretty sure it's over there yeah what i would say is that we
40:50wanted the tour to be fun and exciting you know i got the karaoke out i really tried to engage
40:55all of
40:56our guests didn't quite catch on the way i wouldn't give up your day job um i would agree
41:01fit view on the facts i thought all right um moving on forest team i heard in the beginning
41:10that when asked who wants to be the project manager uh everybody went silent right completely silent
41:18tumbleweed yeah kia you're the only kia that didn't want to become the pm you know anyway boils down to
41:28anisa yeah so i've been on multiple tours and i knew how to step up and also ultimately this is
41:33a profit and loss task so i knew the strategy was to maximize sales and minimize costs okay so tell
41:39me
41:39about your negotiation for the tour operator so we managed to get from 1600 um and knocked up around
41:46a thousand euros which uh the team were very happy with yeah yeah i was very happy what is that
41:50per
41:5052 per person 52 euros yeah there's a 57 yeah 52 that was good yeah so once we found out
41:57we had
41:57the phone call between the teams but i asked them how they did and they sold zero tickets which i
42:02was
42:02very disappointed by right how long did it take you to before you sold the first about six hours six
42:08hours yeah were you waiting around for hansel and gretel or something like that no so my biggest concern
42:14from that phone call when i asked what you've been pitching for you said 200 and we had that 100
42:19flex
42:19yeah i mean it very good yeah i guess we we were very clear from the feedback that we shouldn't
42:24go
42:24below 100 euros per ticket and for some bizarre reason that we did we adopted this um some of the
42:30members adopted this rock paper scissors approach to close some kind of sales which i wasn't happy
42:34paper scissors who whose good brainstorm was that then that wasn't mine yeah that was myself instead
42:41of losing the sale i went for the price that i originally wanted and the price that he was comfortable
42:45paying uh as a way of hopefully at least getting that ticket you might be able to play a game
42:50of
42:50rock paper fired um anyway let's get into day two when the tour starts so we had our meeting in
42:59the
42:59morning and the team only sold six tickets and then we worked out we were at our 245 euro loss
43:04so as so you thought you were dead in the water straight away i try to keep it positive all
43:09of day two
43:09was about us getting that back getting back into the game and hopefully winning it's very synergistic
43:14to football for example that uh you go in at half time three nil down yeah um you're used to
43:22that aren't
43:22you that would be load of bill fine one to talk yeah um no but it is synergistic uh in
43:31this case that
43:32your second half your day out you're actually is was your equivalent of the big comeback also when
43:39kia did sell he promised yodeling um so it made sense to bring him over to the tour team you're
43:44a
43:45yodeler no i'm not but you know at the end of the day you know you're talking to random people
43:49to
43:49get them to come to a tour his yodeling sounded like she had a strangulated hernia
43:56they were happy i understand very happy very good very good very good well i think it's that
44:03time now ladies and gentlemen that we start to look at the numbers we'll start off with tim
44:08can you tell me the total spend of your team well the team in total spent 620 euros on their
44:17tour
44:17right how much did they make from ticket sales commission on honey and photos and tips and all
44:24that stuff well you heard they struggled with the ticket sales throughout the day but they managed 511
44:29euros and 40 cents hmm any refunds well the guests loved the tour they rated it incredibly highly so
44:39there were no refunds however the low ticket sales meant natural loss of 166
44:47euros wow a lot of effort and a loss
44:56okay um karen uh same question uh well uh this team obviously spent more 684 euros but when it came
45:06to
45:06ticket sales commission on schnapps uh photos uh they made 914 euros and 50 cents right any refunds
45:17well um um they didn't ask for any so um they made a profit 230 euros
45:26and 60 cents well the glacier team uh has won right okay so i've got a great house for you
45:38um there'll be
45:39a welcome drink there and i'll see you uh on the next task thank you thank you
46:00well um um you lot have to go away now and uh have a chat amongst yourselves we'll come back
46:07in
46:07this boardroom later and we'll decide who's leaving the process off you go thank you
46:24wow i love it it's insane it feels absolutely amazing to have won the first task i played a really
46:33strong part in the winning so what an achievement oh my god oh my goodness i'm just so elated that
46:44we won there was definitely a clash in styles it was pretty cut front but at the end of the
46:48day i
46:49think it was a convincing win the winning team guys this is really unacceptable when you weren't
47:01selling you need to make a new strategy how can i make a new strategy when the strategy that we're
47:06currently currently it wasn't working in four hours there's no sales they spent hours not selling
47:12anything and they didn't adapt to the situation carlo has to be accountable for that failure of the task
47:17lies on either emma for zero sales and also dean the issue was we didn't stick to a strategy no
47:23game
47:24plan you had no game the game plan was to sell the thing about emma she's not consistent enough in
47:29terms of her energy levels it tailed off towards end of the day which cost us sales the fact that
47:33kia
47:33made two sales which would blow the price that we paid for the tickets i think is unforgivable i sold
47:37the most from the team so to say that i was to blame for the lack of selling you're about
47:43as
47:43motivational as a pillow i think we failed the task because of carlo he didn't organize anything he
47:49had no game plan for us he was just in the way could you call the candidates in please
48:19so
48:22on the theme of that famous movie has a little song in it which talks about do re me and
48:31the problem is is
48:32that there's no dough for me in in in this task right um lord sugar i'd like to say of
48:39course as
48:39project manager i have to take some level of accountability however i was very clear on the
48:44first day to sell the tickets for around 200 euros as a top part and i gave a 50 buffer
48:50and said don't
48:51go below 100 euros ultimately the failure of the task is with the selling team on day one let me
48:56just
48:57say lord sugar uh personally i feel like there wasn't enough effort to begin with i kind of envisioned
49:01this more wasn't enough effort no i think we all made it what do you mean by effort i feel
49:05like
49:06there could have been more energy lord sugar um sorry are you joking no complete rubbish i'm sorry
49:11from the off so much energy i'm not trying to blow my own trump here but i think i was
49:14extremely
49:15persistent throughout the task in trying to gain at least one ticket malika one ticket but the highest
49:21value ticket out of everyone again it's i know it's below 100 but it was the highest out of everyone
49:25lord sugar you didn't sell any tickets did you i didn't but then i was and dean neither did you
49:30no there you are the chirpy chappy from essex i was very unlucky lord sugar yeah very unlucky yeah
49:36oh no um kia you sold three tickets correct two of them below cost right and this rock paper scissors
49:45nonsense this is not what you apply in business we were not going to get the sale because he wanted
49:51it for a particularly low price so as a way of hopefully trying to get the rate that we actually
49:56traditionally wanted gambling gambling with the company's money it was either that or we weren't
50:01going to get a deal for for the rate we wanted i was hopeful in our abilities to then upsell
50:06at the
50:07time of the tour but the margins surely lied in the um tickets as opposed to the honey honestly i
50:12think
50:12the whole selling team did badly i think they're just fighting over who did worse normally speaking i
50:18would be asking all of you why did you foul uh and all you're going to tell me is is
50:23because that lot
50:25got it wrong no yeah what are you going to say then the fault lies within the fact that we
50:30didn't sell
50:31enough tickets yes but if we had we had a clear negotiation strategy we had a clear tour strategy
50:37we should have had a clear sell strategy i think i made it quite clear on the first meeting what
50:41the
50:41strategy was as i said multiple times the top selling is 200 don't go below you think it's all
50:47down to him then do you no i think it's not just on one person it's on the the sub
50:51team i think that
50:53carlo as a sub team leader should have dropped the price a lot quicker instead of sticking to the 200
50:58euros per person carlo wasted a lot of time throughout the whole time you guys had smiles on your faces
51:03and
51:03then we're going to rock paper and scissors which just confirms exactly what i'm saying the
51:07professionalism wasn't there that's what i was trying to maintain throughout right but excuse me
51:14excuse me i don't like to waste my time in this boardroom and so i've come to the conclusion as
51:21far as i'm concerned that this is all down to the sales team and the lack of sales so on
51:28that basis
51:29you three can go back to the house thank you okay okay so look dean go and sit over there
51:43next to please
51:48the bottom line is this is where the schnitzel really hits the fan right um because these people
51:56were in charge of the sales and they were the ones that caused the failure of the task okay but
52:03you
52:03were the leader yeah so dean you sold no tickets that is a problem so i tried to tell the
52:11sub team
52:12leader that we need to target our customers right and he didn't listen sorry could you repeat that last
52:19part you said about volume i said nope we need to focus on a specific customer well don't be so
52:25picky
52:25and choosy when it comes to business and just up the energy yeah but there's no point targeting the
52:29like the people that's never going to buy the ticket you approached you approach someone 90 years of
52:34age okay and try to put them on an electric bike okay okay so he was not he was not
52:39he was with
52:39his wasted about 15 minutes that wasn't a 15 minute conversation dean guys yeah
52:44what did you do okay okay okay apologies for that particular customer my approach you had a son it
52:51was an electric bike okay this is what i'm saying yes that's your opportunities that was loads of
52:55opportunities i was taking this task task very serious hence why i opted to be sub team lead in
53:01the first place because people who take a back seat in this process um it's not going to be good
53:06hmm emma defend yourself to me tell me why i shouldn't fire you
53:12i literally gave my all to this task um i'm constantly positive always thriving trying to
53:19get the best result as a team um and yeah i literally gave my all
53:26didn't sell anything did you technically no but yeah what about you
53:34paul sugar the reason you shouldn't get rid of me is because from a sales perspective i generated the
53:40most revenue when it came to ticket sales if we hadn't got sales well then no one would come to
53:45the tour i mean what is the point of selling something if you're losing money i did still
53:52generated the most revenue from the sales team i did also help both malika and emma i didn't need
53:58any help you help i didn't i didn't need any help i would say out of everyone i was very
54:02persistent
54:03um i uh closed the again i know it was below 100 but it was still the highest compared to
54:09everyone
54:09at 80 euros down to the sub team leader to let us know if that was the right approach i
54:14think you
54:14have to take accountability as well i think from my standpoint i stand by every decision i made
54:19i've never been to austria before and i've never done a tour before however i know i'm a good
54:24businesswoman and i'm a great leader and i knew what we had to do to win the task from every
54:29decision
54:30i made i was strategic about it and i adapted to the situation hmm you know the thing is this
54:37is the
54:38first task and because of the reluctance in the beginning of people putting themselves forward
54:44to be the project manager that that means a lot to me to the people that actually finally did do
54:50it
54:51you know and so anisa um you are remaining in the process thank you carlo
55:07i think you're your own worst enemy it seems to me that you've got no colleagues here that have got
55:14good word to say about you right and that sends a warning to me
55:23kia selling stuff below cost rock paper scissors
55:30amateur
55:34dean you know in your cv you say you're a salesman i mean you didn't sell anything as bad news
55:39as far
55:40as i'm concerned very bad news and emma you also haven't sold any tickets and you haven't explained
55:51to me what in fact you did do so look it's difficult but my gut feeling is telling me emma
56:03it is with regret you're fired oh thank you so much for the opportunity
56:18there's a shambles you know a bloody shambles go back to the house all of you thank you appreciate
56:30the thing is she just didn't fight for it and if you can't show me what you're about i can't
56:36invest
56:37in you simple as that
56:51lord sugar has absolutely made a mistake i'm more than good enough to be his business partner and
56:57this will not be stopping me well sugar basically said we're not responsible for anything so you can
57:04go back to the house i do think carlo is responsible but carlo sold two tickets he did
57:14who didn't sell any tickets emma and dean both didn't sell any tickets
57:43what happened yeah basically said like he respects people who put themselves out there
57:48he doesn't like people who hide and he went off instinct and fired emma i think it goes to show
57:54guys there's no hiding in this process yeah yeah now 17 candidates remain the search for lord sugar's
58:06next business partner has begun next time for this task you're going to create a new virtual pop star
58:16high's we're in the wrong industry guys we are in the wrong industry lows guys this is a disaster
58:23and in the boardroom i couldn't understand a bloody word you were saying a total flop you're fired
58:31so
58:42so
58:59Transcription by CastingWords
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