0:00:02 > 0:00:07This programme contains some strong language.
0:00:07 > 0:00:11In an age of austerity and recession, Scotland needs more fresh, new businesses.
0:00:11 > 0:00:15In Glasgow and in Ayrshire, more than 100 budding entrepreneurs
0:00:15 > 0:00:19have come together in a programme designed to nurture
0:00:19 > 0:00:21and accelerate their growth.
0:00:21 > 0:00:23Everything you do is intentional.
0:00:23 > 0:00:26You make the damn best pitch you can!
0:00:28 > 0:00:30This is a business accelerator,
0:00:30 > 0:00:33the scale of which has never been seen before in Britain.
0:00:35 > 0:00:39You've come into Entrepreneurial Spark. Why are you here?
0:00:39 > 0:00:42I'm here to become more of a businessman.
0:00:42 > 0:00:47Entrepreneurial Spark was set up by former police sergeant Jim Duffy
0:00:47 > 0:00:51and his co-founder, businessman Brian McGuire.
0:00:51 > 0:00:55It's a not-for-profit organisation designed solely to help
0:00:55 > 0:00:58entrepreneurs through those difficult early stages
0:00:58 > 0:00:59of setting up a new business.
0:00:59 > 0:01:02Close your eyes. I want you to feel it.
0:01:02 > 0:01:06ALL: I'm great. I'm powerful. I'm magnificent.
0:01:06 > 0:01:08There is no money in the bank account yet.
0:01:08 > 0:01:12And actual expenses are going on my personal credit card.
0:01:12 > 0:01:16I know this will work Retailers are facing a problem.
0:01:16 > 0:01:18It's a 200 billion pain in the ass.
0:01:20 > 0:01:22These entrepreneurs come from all walks of life,
0:01:22 > 0:01:25each with their own definition of success.
0:01:25 > 0:01:28The masterplan is to build something big.
0:01:28 > 0:01:30Have lots of success, buy a yacht, sail round the world,
0:01:30 > 0:01:33and then start all over again.
0:01:33 > 0:01:37Well, basically, what I want to do is... I want to get my hair cut.
0:01:37 > 0:01:40OK, I mean, I don't have a penny.
0:01:40 > 0:01:43This isn't a game show. This is real life.
0:01:43 > 0:01:45This is business in the raw.
0:01:45 > 0:01:48And look, we've even got our own pens.
0:01:48 > 0:01:49How posh is that!
0:01:49 > 0:01:51But with a third of all start-ups
0:01:51 > 0:01:53failing within their first three years,
0:01:53 > 0:01:55can this initiative really make a difference?
0:01:55 > 0:01:58- What's your profit in year one? - What's my profit in year one?
0:01:58 > 0:02:01See, whuph, you should have that off the top of your head.
0:02:01 > 0:02:02I'm focusing on you, Mark.
0:02:02 > 0:02:04What the fuck are you going to do?
0:02:04 > 0:02:06I'm scared!
0:02:08 > 0:02:10I've been working on it for two years
0:02:10 > 0:02:13to get the foundations as solid as I can.
0:02:13 > 0:02:15I'm not going to fuck it up now.
0:02:15 > 0:02:18All my cards are on the table. I'm all in.
0:02:18 > 0:02:21And, so, yeah. This has to work.
0:02:21 > 0:02:22And it will work.
0:02:22 > 0:02:25The definition of entrepreneur.
0:02:25 > 0:02:29Wow. There are so many definitions of entrepreneur.
0:02:29 > 0:02:32For me, I have the simple definition.
0:02:32 > 0:02:35If I think I am one, I am one.
0:02:43 > 0:02:47The first ESpark centre, or "hatchery" as Jim calls it,
0:02:47 > 0:02:51was opened in the Gorbals in early 2012.
0:02:51 > 0:02:54A second hatchery in Ayrshire followed soon afterwards.
0:02:55 > 0:02:58Every few months, potential candidates,
0:02:58 > 0:03:01or "chicklets" as Jim calls them, are invited to the hatcheries,
0:03:01 > 0:03:06where they pitch their ideas to Jim and his dedicated team of enablers.
0:03:06 > 0:03:09- How can we help you in here? - Don't know.
0:03:09 > 0:03:13I'd be hoping you'd tell me that. That's brilliant.
0:03:13 > 0:03:15The business idea is important,
0:03:15 > 0:03:19but it's not the only criteria for entry to the hatchery.
0:03:19 > 0:03:20Anybody can come up with an idea.
0:03:20 > 0:03:23But can you actually turn that idea into a reality?
0:03:23 > 0:03:26You know, the idea might look great, but you meet the person
0:03:26 > 0:03:29and it's never going to happen.
0:03:29 > 0:03:31There is limited space within each intake
0:03:31 > 0:03:34and the candidates have to be whittled down to a final few.
0:03:34 > 0:03:37- What do you do to switch off? - I don't.
0:03:37 > 0:03:39Definitely loved them. Loved their attitude.
0:03:39 > 0:03:43You liked them because you saw the entrepreneurial grafter.
0:03:44 > 0:03:49What was the story? I liked the idea on paper.
0:03:49 > 0:03:50It's brilliant.
0:03:50 > 0:03:54One chicklet already well into their ESpark adventure
0:03:54 > 0:03:57is 44-year-old Steve Broadfoot.
0:03:59 > 0:04:03Steve's a former tour manager who's travelled the world
0:04:03 > 0:04:05with some of Scotland's top bands.
0:04:05 > 0:04:08His time on the road, surrounded by loud music,
0:04:08 > 0:04:13was the inspiration for his wearable and practical ear protection product.
0:04:13 > 0:04:19What I'm doing is attaching earplugs to lanyards.
0:04:19 > 0:04:21Steve was making the products by hand,
0:04:21 > 0:04:25but now he's found a local manufacturer in Paisley.
0:04:25 > 0:04:29What he doesn't have yet is a name.
0:04:29 > 0:04:32Get your thoughts on it. Just lay out my ideas
0:04:32 > 0:04:35and my thought processes just a bit more clearer than in the email.
0:04:35 > 0:04:39Branding is an essential part of launching any new product
0:04:39 > 0:04:42and Steve's recruited graphic designer Piers to develop
0:04:42 > 0:04:44an image for his company.
0:04:44 > 0:04:48I'd love to go away today and have a final three, let's say, names
0:04:48 > 0:04:51we can push forward so I can get a feel
0:04:51 > 0:04:53for how you see the brand being.
0:04:53 > 0:04:58The kind of line that I've gone down so far, is words like ear,
0:04:58 > 0:05:02hear, earshells or lugshells or something like that.
0:05:02 > 0:05:04Shell, lugs, or shellugs.
0:05:04 > 0:05:07Lugs, you know, are Scottish lugs
0:05:07 > 0:05:09so LugPlugs works quite well.
0:05:09 > 0:05:14It's very much like you are trying to name your child, basically.
0:05:14 > 0:05:18With Stevie, it's as precious as naming your own child.
0:05:18 > 0:05:21It's something very personal for Steve.
0:05:21 > 0:05:25Frustratingly, just as Piers leaves, Steve makes up his mind.
0:05:25 > 0:05:30I'm thinking just on doing LugPlugs and run with it.
0:05:30 > 0:05:34I like it. To be honest, the reason why I like it is cos it's Scottish.
0:05:37 > 0:05:41Scotland has traditionally been well represented in the food industry
0:05:41 > 0:05:46and at ESpark there's no shortage of chicklets with food-based ideas.
0:05:46 > 0:05:48There's chocolatier Jackie Wynne.
0:05:48 > 0:05:50It's a passion that I have.
0:05:50 > 0:05:51When people get a gift,
0:05:51 > 0:05:54there's nothing more I love than when they say, "That's amazing.
0:05:54 > 0:05:58"I love that chocolate," cos that's something I've made.
0:06:00 > 0:06:03Then there's 43-year-old dog lover Chris Loutit.
0:06:03 > 0:06:07She's developing a range of natural dog treats after discovering
0:06:07 > 0:06:11what ingredients go into some of the products currently on the market.
0:06:11 > 0:06:15The manufacturers use things like head, feet, feathers, wool,
0:06:15 > 0:06:19cancerous tissue and tumours.
0:06:19 > 0:06:24Is that the kind of things you want to be feeding your dog?
0:06:24 > 0:06:26The treats are suitable for all dogs,
0:06:26 > 0:06:28especially those with sensitive tummies.
0:06:28 > 0:06:32I actually made 11,000 of these little cookies.
0:06:32 > 0:06:35And that was a trial with 100 dogs.
0:06:35 > 0:06:37I wouldn't wish to do that every week.
0:06:37 > 0:06:42One ESpark foodie who's well on the way to getting his product to market
0:06:42 > 0:06:45is 33-year-old Donnie Maclean.
0:06:45 > 0:06:49With the help of a renowned nutritionist, Donnie has invented
0:06:49 > 0:06:54the world's first nutritionally balanced pizza.
0:06:54 > 0:06:57What we've done is what I call "health by stealth".
0:06:57 > 0:07:01Everyone knows we should be eating a balanced diet, but we're just
0:07:01 > 0:07:05making it easier by doing it with a product that they're likely to eat.
0:07:05 > 0:07:08Very quickly, Donnie managed to secure deals
0:07:08 > 0:07:10with two of the big four supermarkets
0:07:10 > 0:07:14and outsourced manufacture to the Edinburgh pizza makers, Cosmo.
0:07:15 > 0:07:19Some teething problems with up-scaling the recipe
0:07:19 > 0:07:23for Asda's first big order gave Donnie cause for concern
0:07:23 > 0:07:26but they managed to turn the order around.
0:07:26 > 0:07:28Bit of a rollercoaster.
0:07:28 > 0:07:33Five hours of hard graft amongst the team at the factory, so yeah,
0:07:33 > 0:07:38we're on track and if anything it's probably better than it was before.
0:07:44 > 0:07:48It's an exciting time, and a major achievement for Donnie.
0:07:48 > 0:07:50Today is the first time
0:07:50 > 0:07:53he'll get to see his pizzas on supermarket shelves.
0:07:55 > 0:07:59Should be...just down here.
0:08:00 > 0:08:05Ah, brilliant.
0:08:11 > 0:08:13Say "balanced"!
0:08:15 > 0:08:17It's a big section. You can see,
0:08:17 > 0:08:21there's only three other brands and their budget is huge.
0:08:21 > 0:08:24We've managed to do it on a shoestring, so far.
0:08:24 > 0:08:28Obviously, we have to make sure we do sell so we can keep them in here.
0:08:28 > 0:08:32It's definitely exciting.
0:08:35 > 0:08:38A week later, it's the official launch
0:08:38 > 0:08:41and Donnie has an unusual idea to help with promotion.
0:08:43 > 0:08:47He's commissioned an ice sculpture to attract people's attention.
0:08:54 > 0:08:57The ice sculpture is certainly pulling in the crowds,
0:08:57 > 0:09:00but people don't normally buy until they try.
0:09:00 > 0:09:02Pizzas that give you everything you need.
0:09:02 > 0:09:05All the vitamins and minerals, high in fibre and high in protein.
0:09:05 > 0:09:08Unlike other pizzas on the market, it's low in salt.
0:09:08 > 0:09:12- We've replaced the salt in the bases with seaweed.- Seaweed?- Yeah.
0:09:12 > 0:09:15I try to eat healthy as much as I can and that was nice,
0:09:15 > 0:09:18so if it's healthy and nice at the same time,
0:09:18 > 0:09:20it's a winning combination, isn't it?
0:09:20 > 0:09:22It was delicious!
0:09:22 > 0:09:24Scrummy.
0:09:24 > 0:09:26Mum, can we have it for our lunch today?
0:09:26 > 0:09:29"It tastes real". This is what he said..
0:09:29 > 0:09:31If we like this, we'll be buying more.
0:09:31 > 0:09:34Hoping I'm going to have a nice tea.
0:09:34 > 0:09:38And, if it tastes nice, we'll come back and get another one.
0:09:38 > 0:09:41Donnie and his colleague Katie have been working together
0:09:41 > 0:09:46tirelessly over the last few months and their relationship has developed
0:09:46 > 0:09:49into something more than just business.
0:09:49 > 0:09:51I know it's been a long journey, I guess, to get here.
0:09:51 > 0:09:53But I think the hard work's just started.
0:09:53 > 0:09:55- We're not going to sit back. - People are buying it.
0:09:55 > 0:09:59- Can't put your feet up now. - There's big plans.
0:09:59 > 0:10:03Lots of work to do, but it's all positive stuff.
0:10:03 > 0:10:06In Ayrshire, at the ESpark West Coast hatchery,
0:10:06 > 0:10:09there's another batch of chicklets with big ideas.
0:10:09 > 0:10:1435-year-old Mark Shervil makes a living as a golf pro,
0:10:14 > 0:10:16giving lessons to both kids and adults.
0:10:16 > 0:10:19His new company 2-do-sport,
0:10:19 > 0:10:23is developing a long-term athletic programme combining the discipline
0:10:23 > 0:10:27of martial arts with the notion that to become really proficient
0:10:27 > 0:10:31in any given sport you should put in at least 10,000 hours of training.
0:10:31 > 0:10:36His ambitious plans include launching his programme online
0:10:36 > 0:10:39and the opening of a state of the art golfing academy.
0:10:40 > 0:10:45He had been looking at this old hangar as a potential site,
0:10:45 > 0:10:48but the renovation costs proved to be too much.
0:10:49 > 0:10:53Undeterred, Mark's identified another potential location
0:10:53 > 0:10:56that's part of a regeneration scheme in Irvine
0:10:56 > 0:10:59and comes with some interesting funding incentives.
0:10:59 > 0:11:03- What's going to be there?- That's going to be our range.- No way!
0:11:03 > 0:11:07- You're fucking kidding! - Yeah, that's going to be our range.
0:11:07 > 0:11:10- We've got beyond that fence to the other fence.- Wow.
0:11:10 > 0:11:14- Love it, mate. Love it. - You can see through there.
0:11:14 > 0:11:17We're going to have the smash zone concept down this end.
0:11:17 > 0:11:19So, I'm smashing golf balls here.
0:11:19 > 0:11:22You're going to try to create the next Andy Murray for golf?
0:11:22 > 0:11:23Yeah.
0:11:23 > 0:11:26I'm going to work my nuts off.
0:11:26 > 0:11:28I think it's got great potential.
0:11:28 > 0:11:33It comes to two things. You, as the entrepreneur.
0:11:33 > 0:11:35Your mindset, your determination.
0:11:35 > 0:11:37You've already shown, you haven't just let this go.
0:11:37 > 0:11:41You could've gone away weeks and weeks ago and said, "Fuck that".
0:11:41 > 0:11:42You will see this through,
0:11:42 > 0:11:47but the next big hurdle you've got is get the investment.
0:11:47 > 0:11:49You don't get the investment, it's not going to happen.
0:11:49 > 0:11:53Mark's already found a potential investor who's been impressed
0:11:53 > 0:11:55by his energy and coaching philosophy.
0:11:55 > 0:12:00Here's the plan. Here's the fit-out. Here's what it's going to cost.
0:12:00 > 0:12:03Here's how I'm going to run it for the first two years,
0:12:03 > 0:12:04my operating costs.
0:12:04 > 0:12:07And some models of income coming in.
0:12:07 > 0:12:10Here's the sponsorship and the opportunities
0:12:10 > 0:12:12that are going to open up as a result of it.
0:12:12 > 0:12:14And here's how I'd hope to exploit them.
0:12:14 > 0:12:17And here's how I'm going to manage my life.
0:12:17 > 0:12:19And once we do that, we'll be able to see the gaps.
0:12:19 > 0:12:23So, when you go to your investor, you've de-risked the plan.
0:12:26 > 0:12:30- You're making progress. - Yeah, it's coming together.
0:12:30 > 0:12:32That's amazing.
0:12:34 > 0:12:37Mark has worked with some of the world's top golfers
0:12:37 > 0:12:40but never run his own business before.
0:12:40 > 0:12:41I'm a tracksuit manager.
0:12:41 > 0:12:44I like getting my boots on and getting out on the pitch
0:12:44 > 0:12:46and getting down and dirty. I struggled.
0:12:46 > 0:12:48I looked at profit and loss accounts and all that
0:12:48 > 0:12:50and it's absolutely all gobbledygook to me.
0:12:50 > 0:12:55His time in ESpark has really helped to shape that side of his game.
0:12:55 > 0:12:57Yo! This is 2-do-sport
0:12:57 > 0:13:01and we are changing the way sport is coached and learned.
0:13:01 > 0:13:04To help him grow as an entrepreneur, ESpark has given Mark
0:13:04 > 0:13:06the opportunity to win a place
0:13:06 > 0:13:09on an intensive entrepreneurial training course
0:13:09 > 0:13:12at the world renowned Babson College near Boston.
0:13:18 > 0:13:22To book his seat on the plane, Mark needs to pitch his business
0:13:22 > 0:13:26to a discerning panel of senior bankers who are sponsoring the trip.
0:13:26 > 0:13:29So, we piloted the programme. We'd 28 children starting.
0:13:29 > 0:13:32Average spend of £35 per month.
0:13:32 > 0:13:35We've now got over 200 children on the programme.
0:13:35 > 0:13:37How do you differentiate and get them
0:13:37 > 0:13:39to really buy into your energetic philosophy?
0:13:39 > 0:13:41I set down at a table like this
0:13:41 > 0:13:44and I put 62 sports down on a bit of paper.
0:13:44 > 0:13:47And out of those 62 sports, there's only really a handful of primary
0:13:47 > 0:13:50and secondary movement patterns.
0:13:50 > 0:13:53So if we can educate those movement patterns, then once they get
0:13:53 > 0:13:55to the specialisation years,
0:13:55 > 0:13:57they're going to have a real strong foundation.
0:13:57 > 0:14:00And the feedback that we have had, from the retention
0:14:00 > 0:14:03through the colour grading system, they love that.
0:14:03 > 0:14:06The kids buy into that. They're inspired by that.
0:14:06 > 0:14:08What sort of facilities do you have?
0:14:08 > 0:14:10Where do you do all this?
0:14:10 > 0:14:12Currently? I've come from the beach this morning.
0:14:12 > 0:14:15West Kilbride beach, quarter to eight this morning.
0:14:15 > 0:14:18I had three boys down there, 14/15 years of age before school.
0:14:18 > 0:14:21I work on the beach, I work at golf clubs,
0:14:21 > 0:14:24but I'm currently looking at taking Centre One in North Ayrshire.
0:14:24 > 0:14:26In Scotland, we need indoor space.
0:14:26 > 0:14:30So, if we can produce a really good indoor centre that's loaded up
0:14:30 > 0:14:33with really great technology and educates children in this process.
0:14:33 > 0:14:37So, join us and be a game changer.
0:14:37 > 0:14:40- Thank you very much.- Good. - Thank you, Mark.
0:14:40 > 0:14:44Mark's energetic pitch seems to have impressed the panel.
0:14:44 > 0:14:47He'll have to wait to find out if he's won a potentially
0:14:47 > 0:14:50game-changing place at the American college.
0:14:53 > 0:14:57Morning everybody. Hi. How are we all doing?
0:14:57 > 0:15:01Mark was one of the first intake at the ESpark West Coast Hatchery.
0:15:01 > 0:15:04Today it's the turn of a new batch of chicklets to begin
0:15:04 > 0:15:06their entrepreneurial journey.
0:15:06 > 0:15:12Leading the introductory session is ESpark co-founder Brian McGuire.
0:15:12 > 0:15:15How do you know if your business is going to work?
0:15:15 > 0:15:20How do you know if your great idea is going to fly?
0:15:20 > 0:15:24One of the new companies hoping that their idea will literally fly
0:15:24 > 0:15:25is Coolside.
0:15:27 > 0:15:31David and Michael met at university, studying engineering.
0:15:31 > 0:15:34Since graduating, they've been developing the prototype
0:15:34 > 0:15:38for Powernap, their new sleep-on-the-go travel device.
0:15:38 > 0:15:42This is Harry cool saw. The third part of Coolside.
0:15:42 > 0:15:44We bought him about three months ago
0:15:44 > 0:15:48and this is the first proper use of him we've found.
0:15:48 > 0:15:51Today they're at home, working on the ISS,
0:15:51 > 0:15:54or internal support system.
0:15:54 > 0:15:58So this is the last one here, the previous model.
0:15:59 > 0:16:02Just looking at the design.
0:16:02 > 0:16:05Once the ISS is ready,
0:16:05 > 0:16:08it will be placed in a specially designed padded scarf,
0:16:08 > 0:16:11to make it more comfortable for the traveller.
0:16:11 > 0:16:14It's a simple idea but those are often the best.
0:16:14 > 0:16:17David and Michael are hoping that Powernap will prove to be
0:16:17 > 0:16:22a neat alternative to the cumbersome travel pillows already available.
0:16:22 > 0:16:24They've had some encouraging news.
0:16:24 > 0:16:27Through contacts made at an ESpark event,
0:16:27 > 0:16:32an airport retailer based in Holland is interested in stocking it.
0:16:32 > 0:16:35Yeah, would just be a great stepping stone, basically.
0:16:35 > 0:16:38It would allow us to really test the product on a vast audience.
0:16:38 > 0:16:41These guys are based throughout Europe,
0:16:41 > 0:16:46but also it would be a gateway to America.
0:16:46 > 0:16:50It could be the break we need, so fingers crossed.
0:16:52 > 0:16:56ESpark was set up to help the chicklets to realise their ideas
0:16:56 > 0:17:00and stimulate a business renaissance in Scotland.
0:17:00 > 0:17:04The Hatcheries in Glasgow and Ayrshire are a start, but Jim wants
0:17:04 > 0:17:08to expand into the rest of Scotland and perhaps further afield.
0:17:08 > 0:17:13In the meantime, people from other parts of the country
0:17:13 > 0:17:15are having to travel.
0:17:16 > 0:17:21One of the chicklets making a big commute for the ESpark experience
0:17:21 > 0:17:23is 40-year-old Vicky Brock.
0:17:23 > 0:17:26So, here in Inverness we have my lovely house
0:17:26 > 0:17:29and my lovely garden and my lovely view.
0:17:29 > 0:17:32And in Glasgow we have my lovely Travelodge.
0:17:32 > 0:17:35On special occasions, I have the Premier Inn.
0:17:35 > 0:17:38But Cumbernauld Travelodge or Braehead Travelodge has been
0:17:38 > 0:17:41home from home for the last nine months.
0:17:41 > 0:17:44Vicky is a self-confessed analytics geek
0:17:44 > 0:17:49who's worked with major corporations including Google and Tesco.
0:17:49 > 0:17:53Seven years ago she set up her own successful market research company.
0:17:53 > 0:17:55As an entrepreneur,
0:17:55 > 0:17:58I think your brain has to be wired a little bit differently.
0:17:58 > 0:18:00It doesn't mean to say you can't learn it,
0:18:00 > 0:18:03but I think you've got to have a slightly different attitude to risk.
0:18:03 > 0:18:05Like all good business ideas,
0:18:05 > 0:18:08Vicky's new venture, Clear Returns,
0:18:08 > 0:18:10aims to solve a real life problem.
0:18:10 > 0:18:14Product returns cost e-commerce retailers
0:18:14 > 0:18:16billions of pounds every year.
0:18:16 > 0:18:20Vicky's idea is to build a piece of intelligent software
0:18:20 > 0:18:23that will predict which products are most likely to be returned.
0:18:23 > 0:18:26It's a pain in the neck to keep buying and returning things,
0:18:26 > 0:18:28especially from online.
0:18:28 > 0:18:32Can we forecast returns and...? Yes, we can.
0:18:32 > 0:18:35And we're getting better and better and better at doing that.
0:18:37 > 0:18:42Vicky has huge ambitions and wants to build an enterprise
0:18:42 > 0:18:45that tackles the problem on a global scale.
0:18:45 > 0:18:48In ESpark, she's assembled a team of mathematicians,
0:18:48 > 0:18:50retail gurus and software developers.
0:18:50 > 0:18:52She's also taken on an intern -
0:18:52 > 0:18:5621-year-old fashion and business graduate, Ellie Turner.
0:18:56 > 0:18:59I think Vicky's a really, really good boss.
0:18:59 > 0:19:03She knows that I'm there for the experience and I think
0:19:03 > 0:19:05she's a really approachable person.
0:19:05 > 0:19:07She's become a friend more than a boss.
0:19:07 > 0:19:12That's another reason why start-ups are such a good place to get experience.
0:19:12 > 0:19:15Because it's a kind of collaborative effort between you.
0:19:15 > 0:19:18I've got to create a job to keep her in our business
0:19:18 > 0:19:21because the business needs her. She's done that very clever thing
0:19:21 > 0:19:24of making herself invaluable to me very quickly.
0:19:24 > 0:19:26Vicky has recently been shortlisted
0:19:26 > 0:19:28for a major international pitching competition,
0:19:28 > 0:19:31the final of which is in New York City.
0:19:31 > 0:19:34Hello. How is one? How is two?
0:19:34 > 0:19:36Being first to market is critical for Vicky
0:19:36 > 0:19:39so she needs to raise some money quickly.
0:19:39 > 0:19:42The competition is a great opportunity
0:19:42 > 0:19:44to get in front of some serious American investors.
0:19:44 > 0:19:47There's a dress rehearsal, then a tour of Facebook,
0:19:47 > 0:19:49then an investor private dinner.
0:19:49 > 0:19:53They're the only non-US company left in the competition
0:19:53 > 0:19:56so getting the pitch right is critical.
0:19:56 > 0:19:57Right, OK, folks.
0:19:57 > 0:20:01Hello, I'm Vicky, this is Ellie, and we want to prove to you
0:20:01 > 0:20:05how Clear Returns will save e-commerce retailers billions.
0:20:05 > 0:20:08One in three garments bought online is sent back.
0:20:08 > 0:20:11Globally, this is a 200 billion pain in the arse
0:20:11 > 0:20:13that nobody's tackling.
0:20:13 > 0:20:16Returns are a pain for customers. We shoppers know that.
0:20:16 > 0:20:18As these trashbags of returns show,
0:20:18 > 0:20:22it leaves retailers' profits in tatters.
0:20:22 > 0:20:24It's a strong start from the confident duo
0:20:24 > 0:20:27but Jim has spotted a potential problem.
0:20:27 > 0:20:31Big problem. You need to stop talking...like a Scot.
0:20:31 > 0:20:34It's so broad. You are quite broad.
0:20:34 > 0:20:37A lot of them are going to struggle with that.
0:20:37 > 0:20:39Especially over a microphone system.
0:20:39 > 0:20:43You're going to have talk a bit like that, put a bit of something on
0:20:43 > 0:20:47or English. I think they might miss a bit.
0:20:48 > 0:20:52Another team preparing for an important pitch is Coolside.
0:20:53 > 0:20:55When you prepare for something properly,
0:20:55 > 0:20:58and you know that you know everything,
0:20:58 > 0:21:03then before you go in, you need to decide that you're going to win.
0:21:04 > 0:21:08This is from, er, Sun Tzu's Art Of War, which is
0:21:08 > 0:21:12like a 2,000-year-old book and it's kind of battle strategy.
0:21:15 > 0:21:17We should really kind of go, "boof!"
0:21:22 > 0:21:27We're here today to pitch for £28,000 of debt funding
0:21:27 > 0:21:30from Youth Business Scotland.
0:21:30 > 0:21:31Michael's doing the pitch today.
0:21:31 > 0:21:35We tossed a coin and last night in rehearsals, he nailed it,
0:21:35 > 0:21:38so looking forward to the same thing happening today.
0:21:38 > 0:21:41I am a little bit nervous but I'm excited.
0:21:41 > 0:21:44I'm looking forward to it and it'll be interesting to see what
0:21:44 > 0:21:48they think of the marketing strategy and what they think of the product.
0:21:48 > 0:21:51This is so important for us, to get this money at this stage.
0:21:51 > 0:21:54And it would accelerate us by probably five months.
0:21:54 > 0:21:57But, more than that, it would be a huge boost to our confidence.
0:21:57 > 0:22:00Time check.
0:22:00 > 0:22:0410.01. Let's go.
0:22:13 > 0:22:17The old trombone lungs are coming in handy.
0:22:17 > 0:22:20This is the competition. One of many.
0:22:20 > 0:22:24Kind of looks like a toilet seat round your neck.
0:22:30 > 0:22:34Hi, there. Nice to meet you. So, quick introduction.
0:22:34 > 0:22:38I'm Michael, this is David. We're the founders of Coolside.
0:22:38 > 0:22:42We make travelling comfortable. Coolside have solved a problem
0:22:42 > 0:22:44that's been annoying us all for years -
0:22:44 > 0:22:46how to sleep well on long-haul journeys.
0:22:46 > 0:22:50From market research, we found that more than half of all travellers
0:22:50 > 0:22:53struggle to sleep on planes. Unfortunately for travellers,
0:22:53 > 0:22:56every travel pillow on the market is useless.
0:22:56 > 0:22:59They provide very little comfort, very little support.
0:22:59 > 0:23:03Luckily, Coolside have invented and patented Powernap,
0:23:03 > 0:23:06the first sleeping aid on the market that solves all these issues.
0:23:06 > 0:23:09So, why is Powernap so much better?
0:23:09 > 0:23:13Well, it provides more comfort, more support.
0:23:13 > 0:23:16It packs small and looks fashionable as well.
0:23:19 > 0:23:22It's a solid pitch from Michael but the boys are concerned
0:23:22 > 0:23:25about what the panel thought of their financial projections.
0:23:25 > 0:23:28- I don't think it was that bad. - I thought we did quite well.
0:23:28 > 0:23:30I think you nailed the pitch. Nailed it.
0:23:32 > 0:23:34They'll have to wait to find out
0:23:34 > 0:23:37whether or not they've been successful.
0:23:39 > 0:23:43With banks still reluctant to lend and investors demanding big chunks
0:23:43 > 0:23:48of equity for their money, raising finance to get their business
0:23:48 > 0:23:51off the ground is a major challenge for the chicklets.
0:23:51 > 0:23:54It's an issue that Jim is working hard to address.
0:23:54 > 0:23:57Getting the fund round Entrepreneurial Spark
0:23:57 > 0:24:02and start-up entrepreneurs in Scotland is the last piece in the jigsaw.
0:24:02 > 0:24:05Two people this week have left jobs.
0:24:05 > 0:24:08They've walked out on their jobs to be an entrepreneur full time.
0:24:08 > 0:24:12And having that little bit of oxygen is life or death.
0:24:12 > 0:24:15So I just want to get some funding round it in a different way.
0:24:15 > 0:24:18Stick a million pounds aside and give £20-30,000 grants
0:24:18 > 0:24:23to high-calibre entrepreneurs who are willing to give it a go.
0:24:23 > 0:24:27I want to pull that off as fast as I can.
0:24:27 > 0:24:29I'm really pushing hard, pushing everybody hard.
0:24:29 > 0:24:33Back in town, for Michael and David, the wait is over.
0:24:33 > 0:24:37They're about to find out whether their pitch was successful.
0:24:39 > 0:24:44Not getting this loan would put back the launch of their product by months.
0:24:44 > 0:24:46OK. Thanks a lot for your time.
0:24:56 > 0:24:58Basically, the answer is yes.
0:24:58 > 0:25:01But what they want to see is exactly how much funding you need
0:25:01 > 0:25:04and they just weren't really sure they got that from the cash flow.
0:25:04 > 0:25:06They didn't pry too much on the numbers.
0:25:06 > 0:25:09They just thought, let's sort that out separately.
0:25:13 > 0:25:17- I was getting a wee bit emotional there.- I was as well.
0:25:17 > 0:25:22Bar crossing a few Ts and dotting a few Is, we just got 28 grand.
0:25:22 > 0:25:24That's awesome.
0:25:24 > 0:25:27- It's a great feeling. - That's a lot of money.- Yeah.
0:25:27 > 0:25:30- Hell, yeah!- That's going to kick-start our business.
0:25:30 > 0:25:34I'm going to get absolutely smashed tonight!
0:25:34 > 0:25:37It's a great result for the youthful entrepreneurs.
0:25:37 > 0:25:39But low-interest loans like this one
0:25:39 > 0:25:41aren't readily available to everyone.
0:25:50 > 0:25:55The Manhattan Center is one of New York's most celebrated concert venues.
0:25:55 > 0:25:59Over the years, it's played host to star performers
0:25:59 > 0:26:03like Judy Garland, Leonard Bernstein and David Bowie.
0:26:03 > 0:26:07Tomorrow, it's the turn of Clear Returns to take centre stage.
0:26:07 > 0:26:09Vicky and Ellie will be pitching their socks off
0:26:09 > 0:26:13in an auditorium packed with investors and potential customers
0:26:13 > 0:26:16attending the Women 2.0 pitch competition.
0:26:17 > 0:26:21- It's the biggest room I've ever seen!- That is scary.
0:26:21 > 0:26:25- I didn't expect it to be this big. - I feel like I'm in a chorus line!
0:26:27 > 0:26:32For 21-year-old Ellie, it's an incredible but daunting opportunity.
0:26:32 > 0:26:35She'd been worried about how her Scottish accent would go down
0:26:35 > 0:26:37with the American audience.
0:26:37 > 0:26:40We've timed it so we've got plenty time at the end.
0:26:40 > 0:26:42For me to slow down and pronounce properly.
0:26:42 > 0:26:44So, I don't think it'll be a problem.
0:26:44 > 0:26:46So long as I pronounce my Ts.
0:26:46 > 0:26:48Then they'll come up to me at the end and say,
0:26:48 > 0:26:50"I had no idea what you were saying. I didn't understand a word."
0:26:50 > 0:26:55- I'll be like, well, too late now! - It's OK, just sign here!
0:26:55 > 0:26:59But first, there's a more immediate issue to deal with.
0:27:08 > 0:27:11The mission tonight is to find a dress for the presentation tomorrow.
0:27:11 > 0:27:15The one I had was kind of blending into the background a wee bit,
0:27:15 > 0:27:19so the plan is to visit Forever 21, Macy's, Bloomingdales
0:27:19 > 0:27:21and find the perfect dress.
0:27:21 > 0:27:24If we're going to find it anywhere, we'll find it in New York City.
0:27:24 > 0:27:27The bright lights of the big city are a reminder of how far
0:27:27 > 0:27:31Ellie has come in the last few months since graduating.
0:27:31 > 0:27:34It generally hasn't sunk in that this is my first job
0:27:34 > 0:27:36and a month after, two months after I've started, I'm here
0:27:36 > 0:27:40pitching to 1,000 people, but I try not to think about that too much!
0:27:41 > 0:27:43When I first started the internship,
0:27:43 > 0:27:46my idea was that I wanted to set up my own business.
0:27:46 > 0:27:48Vicky's spoken to me about it
0:27:48 > 0:27:50and if I was to set up my own kind of fashion label,
0:27:50 > 0:27:51that she'd help me.
0:27:51 > 0:27:54So, I think that would be something I'd definitely want to do.
0:27:54 > 0:27:57With my exit money from Clear Returns when we make millions!
0:28:00 > 0:28:04I think Vicky's masterplan is global domination.
0:28:04 > 0:28:07She says that quite often, but I think it's completely possible
0:28:07 > 0:28:11as long as we can prove the concept, and we know that we can.
0:28:11 > 0:28:15I don't see why Vicky won't take it to global domination scale.
0:28:15 > 0:28:18That would be good to be involved in it, definitely.
0:28:27 > 0:28:30The next morning it's back down to business.
0:28:30 > 0:28:34Clear Returns is the only non-US company left in the competition
0:28:34 > 0:28:38and winning one of the cash prizes would be a real shot in the arm.
0:28:39 > 0:28:43There's also the potential that somewhere in the room
0:28:43 > 0:28:45there might be an investor who could help Vicky achieve
0:28:45 > 0:28:49her ambition of taking the company truly global.
0:28:49 > 0:28:52There is a lot at stake with this.
0:28:52 > 0:28:55But we haven't put the house on the line, yet.
0:28:55 > 0:28:56Doesn't mean we wouldn't.
0:28:56 > 0:29:00It's the fact there is no money in the bank account yet.
0:29:00 > 0:29:04And actual expenses are going on my personal credit card.
0:29:06 > 0:29:09Everybody's existing kind of on air at the moment.
0:29:09 > 0:29:12But, people do need to eat at some point.
0:29:12 > 0:29:14I know this will work.
0:29:16 > 0:29:18I really do need a pee so badly!
0:29:19 > 0:29:22So, I'm going to introduce our first company.
0:29:22 > 0:29:24Our first company is Clear Returns.
0:29:24 > 0:29:27APPLAUSE
0:29:27 > 0:29:30Retailers are facing a problem. Returned product.
0:29:30 > 0:29:34It's a £200 billion pain in the ass.
0:29:34 > 0:29:37And apparel retailers, they've got this worst of all.
0:29:37 > 0:29:40One in three garments sold online is sent back.
0:29:40 > 0:29:42Let's give you a few examples.
0:29:42 > 0:29:44Katie spots the perfect dress online.
0:29:44 > 0:29:48Classic, black, elbow length sleeves. She has to have it.
0:29:48 > 0:29:51So she buys it. A few days later, it arrives.
0:29:51 > 0:29:53But wait, it has no sleeves.
0:29:53 > 0:29:56It's a bit more Kim Kardashian than Katie Holmes.
0:29:56 > 0:29:58Disappointed, she sends the dress back
0:29:58 > 0:30:00and bad-mouths the retailer in the process.
0:30:00 > 0:30:04That is a real example from our first test with a retailer.
0:30:04 > 0:30:09Our algorithm spotted that mistake caused 500 returns and cost 20,000.
0:30:09 > 0:30:14- We gave them the opportunity to fix this.- Then there's Heather.
0:30:14 > 0:30:15She's very sneaky.
0:30:15 > 0:30:18If she's got a big night coming up, she buys her outfit online.
0:30:18 > 0:30:20She goes out, wears it, has a great time.
0:30:20 > 0:30:22Then she sends it all back on Monday.
0:30:22 > 0:30:24Time and time again.
0:30:24 > 0:30:27Clear Returns can spot the signs of this.
0:30:27 > 0:30:30Next time Heather wants to borrow one of the expensive dresses,
0:30:30 > 0:30:34she might find it's out of stock, or she may simply get a very friendly
0:30:34 > 0:30:38phonecall from customer services asking her if everything is OK.
0:30:38 > 0:30:43There hasn't been an effective solution to this problem for e-commerce.
0:30:43 > 0:30:47- Until now.- Clear Returns is early stage, but we've got traction.
0:30:47 > 0:30:50We have a sales pipeline, with retailers approaching us
0:30:50 > 0:30:52from the US, Europe, Singapore and in Mexico.
0:30:52 > 0:30:55And our next fantastic test customer is right here in the room.
0:30:55 > 0:30:59Give us a wave, Pinks and Greens. Hey!
0:30:59 > 0:31:03This is the fashion retail capital of America.
0:31:03 > 0:31:06Let's start to service shoppers better
0:31:06 > 0:31:09so that they can be returning to retailers for all the right reasons.
0:31:09 > 0:31:13Thank you from Clear Returns, intelligently protecting profits.
0:31:13 > 0:31:15APPLAUSE
0:31:19 > 0:31:23Back in Glasgow, there's another chicklet with high hopes
0:31:23 > 0:31:25for her tech-based idea.
0:31:25 > 0:31:29When 32-year-old Leah Hutcheon lost her job as a magazine editor,
0:31:29 > 0:31:32it gave her the time to develop a business idea
0:31:32 > 0:31:34that had been on her mind for quite a while.
0:31:35 > 0:31:39The result was Appointedd.com, an online service that makes it
0:31:39 > 0:31:42easier to book appointments at salons and spas.
0:31:42 > 0:31:46- Beauty salons?- Yep.
0:31:46 > 0:31:49Leah is attempting that very entrepreneurial thing
0:31:49 > 0:31:52of trying to sell her product before it actually exists.
0:31:52 > 0:31:56She's never done sales before, so she's getting some last-minute tips
0:31:56 > 0:32:00from fellow chicklet Marie Rogers of Total Sales Solutions.
0:32:00 > 0:32:02You'd better become a salesperson
0:32:02 > 0:32:05because if people don't buy your product, you won't have a business.
0:32:11 > 0:32:15I kind of feel like I'm waiting for a first date or something.
0:32:15 > 0:32:17It's a bit, like, nerve-racking.
0:32:18 > 0:32:21She's very nice.
0:32:21 > 0:32:24Hello, ladies. Are you OK?
0:32:24 > 0:32:28Leah's first sales meeting is with Glam Candy,
0:32:28 > 0:32:30two women who've set up a make-up academy
0:32:30 > 0:32:33and are potentially interested in Leah's product.
0:32:33 > 0:32:36So, are you going to show us an example of that?
0:32:36 > 0:32:40I'll show you the...booking portal.
0:32:42 > 0:32:44Sorry, I don't know why this isn't now coming up.
0:32:44 > 0:32:46It's not a good start.
0:32:46 > 0:32:48The Wi-Fi isn't working,
0:32:48 > 0:32:51so Leah has to do her sales pitch without a demo.
0:32:51 > 0:32:54So, how many people have you got using the booking system right now?
0:32:54 > 0:32:58You're my first proper appointment today. This is very exciting.
0:32:58 > 0:33:02When fully operational, Leah's service will allow consumers
0:33:02 > 0:33:05to browse many different salons from one site.
0:33:05 > 0:33:08For the salons, it offers useful business management tools
0:33:08 > 0:33:10to help connect with their customers.
0:33:10 > 0:33:13That's really what we've aimed to do, is to free up your time.
0:33:13 > 0:33:16You didn't set out in this business to sit there and do admin
0:33:16 > 0:33:18and you'll be able to plan all of the emails that are going to go out,
0:33:18 > 0:33:21exactly who they are going to, what date they're going
0:33:21 > 0:33:23and get those all scheduled.
0:33:23 > 0:33:25And that's only a tiny bit of what we can do.
0:33:25 > 0:33:28- We can do loads more. - Can we do that now?
0:33:28 > 0:33:30Yeah!
0:33:34 > 0:33:35My first proper paying customer!
0:33:35 > 0:33:38This is like on my wedding day, the photographer had to say to me,
0:33:38 > 0:33:42"Leah, will you stop grinning?" "I just can't!"
0:33:42 > 0:33:46So, we've gone from first date to wedding day straightaway.
0:33:46 > 0:33:48I'm going to become a total sales addict.
0:33:50 > 0:33:53Leah has been trialling the software for a few months now
0:33:53 > 0:33:57and today, she's come to meet Anna Mather at her salon in Gifford,
0:33:57 > 0:34:01near Edinburgh, to see how she's been getting on with it.
0:34:01 > 0:34:04I've been speaking to all of my clients about using Appointedd.
0:34:04 > 0:34:07And they are so excited about being able to go online,
0:34:07 > 0:34:09look at the website and book appointments.
0:34:09 > 0:34:11They just think it's a brilliant idea.
0:34:11 > 0:34:15I'm quite looking forward to just dumping the paper book now.
0:34:15 > 0:34:18How long's it going to be before we can have the appointments
0:34:18 > 0:34:20booked through the internet?
0:34:20 > 0:34:22Through the internet?
0:34:25 > 0:34:29Literally... No, no, it's fine. I want to say we could do it now.
0:34:29 > 0:34:32Because, yeah, we could do it. It's there.
0:34:32 > 0:34:34It all speaks to each other. It all works.
0:34:34 > 0:34:37It depends kind of how brave you want to be.
0:34:37 > 0:34:40If you want to... No, I don't think we should.
0:34:41 > 0:34:45Without a background in IT, Leah has underestimated
0:34:45 > 0:34:47how long it takes to build software.
0:34:47 > 0:34:51She's desperate to recruit a full-time tech support person
0:34:51 > 0:34:54who can manage any unexpected problems.
0:34:54 > 0:34:57But she's already invested all her life savings
0:34:57 > 0:34:59and doesn't have any money to pay wages.
0:35:01 > 0:35:05Back across the pond, the winners of the Women 2.0 pitch competition
0:35:05 > 0:35:07are due to be announced.
0:35:07 > 0:35:11I'd like to thank all our live and also online judges.
0:35:11 > 0:35:12For Vicky and Ellie,
0:35:12 > 0:35:15getting some cash without having to give away equity
0:35:15 > 0:35:17would really make a difference.
0:35:17 > 0:35:20We start with the People's Choice award.
0:35:20 > 0:35:25That finalist team is Chandini and Peggy for ActivityHero.
0:35:25 > 0:35:28APPLAUSE
0:35:32 > 0:35:37We're really excited to announce the winner of the L'Oreal Women in Digital Award.
0:35:37 > 0:35:41And it goes to Citizen Made Rachel Brooks.
0:35:50 > 0:35:54Sadly, none of the prizes go Vicky and Ellie's way.
0:35:54 > 0:35:56But they console themselves with the thought that they've made
0:35:56 > 0:36:01some really useful contacts, not least their first American client.
0:36:02 > 0:36:04We didn't win, but we delivered what we came to do.
0:36:04 > 0:36:07One of the things that was very interesting
0:36:07 > 0:36:10was framing that whole question, do you take investment or not?
0:36:10 > 0:36:13If we take a small amount of money now,
0:36:13 > 0:36:15we're going to give away a heck of a lot for it.
0:36:15 > 0:36:17For us, investment isn't the thing we need just now,
0:36:17 > 0:36:20it's to build the customer base and prove ourselves
0:36:20 > 0:36:22before we need the money, really.
0:36:22 > 0:36:25It really consolidated down what this is all about.
0:36:25 > 0:36:29For me, I really did realise it's about getting big.
0:36:29 > 0:36:31It's about building something amazing.
0:36:31 > 0:36:34It's kind of global domination.
0:36:34 > 0:36:38I aspire to that and why not try and build that kind of business?
0:36:38 > 0:36:42MUSIC: "Rhapsody In Blue" by George Gershwin
0:37:01 > 0:37:04Steve is also struggling for money, but help is at hand
0:37:04 > 0:37:08from a very willing lender, the Bank of Mum.
0:37:08 > 0:37:10Gene Vincent, Eddie Cochran.
0:37:10 > 0:37:12The Beatles tour with Roy Orbison.
0:37:12 > 0:37:15You said when you went to this, you couldn't actually hear them.
0:37:15 > 0:37:18- No. You didn't hear a thing. - That's what all this is about.
0:37:18 > 0:37:22The difference is that PAs have become bigger, so everyone can hear.
0:37:22 > 0:37:25But the problem is, they are so loud.
0:37:25 > 0:37:28Steve has recently been diagnosed with brain cancer.
0:37:28 > 0:37:30Mum Carol came out of retirement to help him
0:37:30 > 0:37:32financially with his new business idea.
0:37:32 > 0:37:36If it wasn't for you, I wouldn't have been able to do this.
0:37:36 > 0:37:38You've contributed more than anybody,
0:37:38 > 0:37:41because you've basically kept me afloat for the past year.
0:37:41 > 0:37:43Setting up a new business
0:37:43 > 0:37:46has distracted them both from Steve's illness.
0:37:46 > 0:37:48That was one way I could help.
0:37:48 > 0:37:51And it was practical and it kept me focused.
0:37:51 > 0:37:55Steve is undergoing regular scans to check that the cancer
0:37:55 > 0:37:56is in remission.
0:37:56 > 0:38:00It's Stephen Broadfoot. Right, cheers.
0:38:00 > 0:38:02And although things are looking positive,
0:38:02 > 0:38:05it's still a tough time for Carol.
0:38:05 > 0:38:11Once you get over the initial shock, which is horrific,
0:38:11 > 0:38:14it's like being in...
0:38:17 > 0:38:19..another, a parallel world.
0:38:19 > 0:38:21You have your life
0:38:21 > 0:38:25and then there's this other one that's suddenly been introduced.
0:38:26 > 0:38:32While he's doing this and I'm working and focusing on what I need to do,
0:38:32 > 0:38:35it keeps this other world at bay, as if it doesn't exist.
0:38:35 > 0:38:37But it is still there.
0:38:38 > 0:38:40It's bury-your-head-in-the-sand stuff.
0:38:40 > 0:38:43Somebody mentions it, mentions the word...
0:38:43 > 0:38:45I don't want to know, I don't want to hear it.
0:38:45 > 0:38:49I don't want to go where it is, I don't... I just don't.
0:38:53 > 0:38:56Anybody with children knows that if your children are in pain,
0:38:56 > 0:38:59you're in pain.
0:38:59 > 0:39:01It's as simple as that.
0:39:01 > 0:39:04And if I could swap, if I could take your pain,
0:39:04 > 0:39:06then I'll take your pain.
0:39:06 > 0:39:09I'll do this. Stephen is my only son.
0:39:10 > 0:39:14I can't contemplate my life without him in it.
0:39:22 > 0:39:26Despite his illness, Steve is making progress with his business.
0:39:26 > 0:39:29He's sold his first 50 units to a drum school.
0:39:29 > 0:39:32Am I in a safe position here? Should I move back?
0:39:32 > 0:39:35You've seen me play before, so you're OK.
0:39:35 > 0:39:39He's been to Parliament to lobby the Government for more action
0:39:39 > 0:39:41on hearing protection.
0:39:41 > 0:39:43It's not just music. It's anywhere there's loud noise.
0:39:43 > 0:39:46You walk onto a construction site, you wear ear protection.
0:39:46 > 0:39:49What I can do is ask some Parliamentary questions
0:39:49 > 0:39:51about the regulations around this.
0:39:51 > 0:39:55And he's making a push into the local club scene,
0:39:55 > 0:39:59today visiting promoter Donald Macleod.
0:39:59 > 0:40:03- All right, Donald?- How you doing? - Not bad. You?- Not bad at all.
0:40:03 > 0:40:08- Thanks for your time.- No problem. - Keeping well?- Yes, yes.
0:40:08 > 0:40:10So, what brings you in here?
0:40:10 > 0:40:13You've been around the rock scene for long enough.
0:40:13 > 0:40:17Yes, yes, it shows. The lines are there. Well worn.
0:40:17 > 0:40:20- How's your ears?- What was that? Eh?
0:40:20 > 0:40:22Fall for that every time.
0:40:22 > 0:40:24It's there. It looks fairly trendy.
0:40:24 > 0:40:29Would you be interested in maybe a trial run of 50 of them?
0:40:29 > 0:40:33- I can speak to you, get The Garage logo.- Yep, OK.
0:40:33 > 0:40:35I'll get the logos over to you.
0:40:35 > 0:40:37Brilliant. Thanks very much.
0:40:37 > 0:40:40The thing about Donald as well, it's his company.
0:40:40 > 0:40:43The buck stops with him and he makes the decisions.
0:40:43 > 0:40:46I'll make up some samples over the Christmas period.
0:40:46 > 0:40:48So, getting on and moving forward.
0:40:59 > 0:41:00It's December in Edinburgh
0:41:00 > 0:41:03and the Christmas sales season has begun in earnest.
0:41:03 > 0:41:07With shoppers aplenty, it's the perfect time to launch
0:41:07 > 0:41:11an innovative new product in one of the many bustling markets.
0:41:11 > 0:41:14And that's just what David and Michael are intending to do.
0:41:16 > 0:41:20It's the first time Powernap, their new sleep-on-the-go travel device,
0:41:20 > 0:41:23has been on show to the public.
0:41:23 > 0:41:25Do you travel much? No?
0:41:25 > 0:41:28I'll show you how good it looks.
0:41:28 > 0:41:30If it looks good on me, it's going to look good on you.
0:41:30 > 0:41:32With your jawline. You look good.
0:41:32 > 0:41:35Are you single? You look so good.
0:41:35 > 0:41:39They're trialling the price at £24.99.
0:41:39 > 0:41:41Can I think about it?
0:41:41 > 0:41:43We'd rather you think about it right now.
0:41:43 > 0:41:46I kind of feel a lot of people are interested.
0:41:46 > 0:41:51A lot go, "I'll go and ask my husband" or come back later.
0:41:51 > 0:41:52After a slow start,
0:41:52 > 0:41:56Michael and David have honed their sales techniques.
0:41:56 > 0:41:59It's basically designed for public transport as well.
0:41:59 > 0:42:02And if you fall asleep like this, it's really bad for your neck.
0:42:02 > 0:42:03Really bad for your neck.
0:42:03 > 0:42:06So we basically don't allow it with that product.
0:42:06 > 0:42:09Would you like one then? I'll package it up for you.
0:42:09 > 0:42:11Because I do suffer from neck pains,
0:42:11 > 0:42:14trying that for a second seems to make a difference.
0:42:14 > 0:42:17He pitched it just right. He wasn't in your face.
0:42:17 > 0:42:19He was just there with a product and if you wanted to know about it,
0:42:19 > 0:42:21he would talk about it.
0:42:21 > 0:42:22I really liked him.
0:42:22 > 0:42:25I do business myself and I thought he was really good.
0:42:25 > 0:42:27I shall get you a black one then.
0:42:27 > 0:42:29To achieve my first sale felt absolutely awesome.
0:42:29 > 0:42:31I couldn't believe it.
0:42:31 > 0:42:34To think we've made something and people have bought it.
0:42:34 > 0:42:35Class. Absolutely class.
0:42:36 > 0:42:40The Powernap launch is a success and over the next four days
0:42:40 > 0:42:43the boys sell more than 150 units.
0:42:46 > 0:42:49Back in Glasgow, at the ESpark offices,
0:42:49 > 0:42:52the mood is not quite so festive.
0:42:52 > 0:42:55It's been a tough few months for the Eat Balanced team.
0:42:55 > 0:42:59Getting into the supermarkets was a great achievement
0:42:59 > 0:43:02but staying there is proving much more of a challenge.
0:43:04 > 0:43:07Hi, there. Do you work in the frozen section?
0:43:07 > 0:43:12I've noticed that there's zero stock for all three lines at the store
0:43:12 > 0:43:16and do you know what the problem is there?
0:43:16 > 0:43:18The pizzas are selling pretty well,
0:43:18 > 0:43:22but supplying to two of the big four supermarkets is a complex process.
0:43:22 > 0:43:27Yep, thanks anyway. Cheers. Bye.
0:43:27 > 0:43:29Inactive line.
0:43:29 > 0:43:31I don't even know what that means.
0:43:31 > 0:43:34Donnie and Katie are working around the clock
0:43:34 > 0:43:38to try and build some brand awareness and sell more pizzas.
0:43:38 > 0:43:41It's not fun. I've thrown everything I have into it.
0:43:43 > 0:43:45There's no sort of fallback.
0:43:45 > 0:43:47I don't have any savings left.
0:43:47 > 0:43:51I have to make this work or I'm going to have to sell my flat.
0:43:59 > 0:44:04In order to help people like Donnie through the bumpy first stages of their businesses,
0:44:04 > 0:44:09Jim's been lobbying the Scottish Government for help.
0:44:09 > 0:44:12Now they've set aside a million pounds to create
0:44:12 > 0:44:14the EDGE Fund competition.
0:44:14 > 0:44:18The challenge is for 100 of Scotland's most promising new companies
0:44:18 > 0:44:21to pitch for a chance to make it through to the final round
0:44:21 > 0:44:23and win vital financial support.
0:44:23 > 0:44:28The competition's fierce and the bar's set really high.
0:44:28 > 0:44:31For Donnie, Vicky and Leah, winning an award of up to £50,000
0:44:31 > 0:44:34could totally transform their businesses.
0:44:34 > 0:44:36And you're done.
0:44:36 > 0:44:40I've hit the point where there's, you know,
0:44:40 > 0:44:44no money in the business, so, yeah, it would be amazing.
0:44:44 > 0:44:46Phew. Golly!
0:44:46 > 0:44:51Go home and have a good cry tonight. Yeah.
0:44:54 > 0:44:56It's just everything coming out.
0:45:00 > 0:45:04A week later, the 20 survivors arrive in the capital
0:45:04 > 0:45:07for a final round of pitching.
0:45:07 > 0:45:10There are 10 ESpark chicklets left in the competition
0:45:10 > 0:45:15and Donnie, Vicky and Leah have all made it through.
0:45:19 > 0:45:23Getting through to this final has been amazing for my confidence.
0:45:23 > 0:45:27I've had some tough times recently and this would be a massive boost.
0:45:27 > 0:45:29Not just financially, but mentally.
0:45:32 > 0:45:36The next bit is where we turn into a real business as opposed to a start-up.
0:45:36 > 0:45:39And we actually have a future.
0:45:40 > 0:45:44And I really know that I can't take anything for granted today
0:45:44 > 0:45:47cos there's not enough money to go round.
0:45:47 > 0:45:51Good luck, good luck, good luck. You're going to be great.
0:45:51 > 0:45:53- Thanks guys.- You're going to be great, man.
0:45:57 > 0:45:59I'm scared!
0:46:07 > 0:46:10On the judging panel are two of Scotland's top business people,
0:46:10 > 0:46:15a senior banker and officials from Scotland's two enterprise agencies.
0:46:17 > 0:46:19OK, Leah. You're away.
0:46:19 > 0:46:23Hi. My name's Leah and I'm the founder of Appointedd.
0:46:23 > 0:46:28Appointedd is a ground breaking business management system for salons and spas.
0:46:28 > 0:46:31It connects salons with customers to drive profit.
0:46:31 > 0:46:33Now, the hair and beauty industry...
0:46:33 > 0:46:36It's a no-nonsense start from Leah,
0:46:36 > 0:46:39but now the clock is ticking.
0:46:39 > 0:46:42Our addressable market is around 6,000 salons,
0:46:42 > 0:46:46and we're confident we can reach 240 of those in year one
0:46:46 > 0:46:48to generate turnover of £140,000.
0:46:48 > 0:46:51This increases to £560,000 in year two
0:46:51 > 0:46:53and a million in year three.
0:46:56 > 0:47:01We want to utilise EDGE money to market our product and to add to our team
0:47:01 > 0:47:03creating at least six positions over three years.
0:47:03 > 0:47:08So, support Appointedd and support a whole industry of small businesses.
0:47:08 > 0:47:12ALARM BEEPS
0:47:12 > 0:47:15I really wished that would happen, so it was lucky.
0:47:15 > 0:47:18It's a perfectly timed pitch from Leah
0:47:18 > 0:47:21but now she'll face the questions
0:47:21 > 0:47:24and the panel want some clarity about her figures.
0:47:24 > 0:47:27And what kind of margin does that give you?
0:47:27 > 0:47:31Our margins are great on it. Obviously at the beginning,
0:47:31 > 0:47:34we're spending a lot on business development and that sort of thing.
0:47:34 > 0:47:37But profit-wise we're talking around 77,000 in year one,
0:47:37 > 0:47:43370,000 in year two and up to 750,000 in year three.
0:47:45 > 0:47:47Thank you.
0:47:47 > 0:47:50I think it went as well as it could have done.
0:47:50 > 0:47:55I'm delighted that the pitch was on the three-minute button,
0:47:55 > 0:47:58cos it just looked so rock'n'roll.
0:47:58 > 0:48:00It was just like, you finish and it goes.
0:48:00 > 0:48:04So that was the sweetest sound I've ever heard.
0:48:04 > 0:48:06Next up is Vicky.
0:48:08 > 0:48:12Not winning any of the prizes in New York was a major disappointment,
0:48:12 > 0:48:15so she's hoping to do better on home soil.
0:48:15 > 0:48:20Boomerang. One in three garments sold online comes right back.
0:48:20 > 0:48:24So returns...incurs costs that wipe out profit margins
0:48:24 > 0:48:28and leave product out of stock when demand is at its...its peak.
0:48:28 > 0:48:31E-comm... Clear Returns offers a solution.
0:48:31 > 0:48:35It's a shaky start from a normally unflappable Vicky.
0:48:35 > 0:48:41It went really badly! That's the worst presentation that I've done.
0:48:41 > 0:48:45The questions went fine and I hope I still made a good case,
0:48:45 > 0:48:47but in terms of the presentation,
0:48:47 > 0:48:51I somehow lost the ability to speak a whole sentence in the right order.
0:48:51 > 0:48:54Which is quite bad when you're presenting.
0:48:54 > 0:48:56I don't know how this is going to go.
0:48:56 > 0:48:59How it will pan out.
0:48:59 > 0:49:02Back in the den, Donnie's pitch is going well.
0:49:02 > 0:49:06The buyer in Tesco said this is one of the biggest innovations
0:49:06 > 0:49:08they've seen in the frozen section for 20 years.
0:49:08 > 0:49:11We're trying to get people questioning things.
0:49:11 > 0:49:14So, you would never think that a pizza was going to be good for you.
0:49:14 > 0:49:17It's always seen as a junk food.
0:49:17 > 0:49:21If I did win, it would make it a lot easier to continue.
0:49:21 > 0:49:24Every penny's a prisoner at the moment.
0:49:24 > 0:49:28If we can get this injection, it makes a huge difference.
0:49:28 > 0:49:32You cannot leave start-up businesses and really high-potential people
0:49:32 > 0:49:35to chance and just hope that they'll bubble away out there.
0:49:35 > 0:49:37You have to give them the ecosystem.
0:49:37 > 0:49:40You have to give them the oxygen in terms of the cash to do it.
0:49:40 > 0:49:43And then you have to support them after it with really good mentors.
0:49:43 > 0:49:47Cos if you get them on the right path, there's absolutely nothing to stop them.
0:49:47 > 0:49:51One of the entrepreneurs bubbling away out there is Steve.
0:49:54 > 0:49:57He's persuaded some staff at Glasgow's busiest clubs
0:49:57 > 0:50:00to try out his new LugPlugs.
0:50:00 > 0:50:04So, the idea is, it's attaching earplugs to a lanyard
0:50:04 > 0:50:06to make them cooler, more convenient.
0:50:06 > 0:50:09So far, we've just been talking to people
0:50:09 > 0:50:11and people think it's a good idea.
0:50:11 > 0:50:14But it's not until you actually take it into clubs and into bars
0:50:14 > 0:50:17and actually talk to people that are going to be using it.
0:50:17 > 0:50:19Just like headphones, eh?
0:50:19 > 0:50:22You can think what they think,
0:50:22 > 0:50:26but to actually find out what they think is what it's all about.
0:50:44 > 0:50:48For Steve, LugPlugs are more than a product,
0:50:48 > 0:50:51they're an essential part of modern life.
0:50:51 > 0:50:53A lot of people out there don't understand it.
0:50:53 > 0:50:55Kids think their ears will toughen up.
0:50:55 > 0:50:58If your ears are ringing, that's damage.
0:50:59 > 0:51:03And the more you expose yourself to it, they don't toughen up.
0:51:03 > 0:51:05It takes longer for the ringing to go.
0:51:05 > 0:51:07And, eventually, it doesn't go.
0:51:09 > 0:51:12At the end of the night, the bar staff are happy.
0:51:12 > 0:51:14I'm glad I've got a pair of these.
0:51:14 > 0:51:16I could definitely tell the noise difference.
0:51:16 > 0:51:20When you wake up in the morning, your ears won't be ringing then?
0:51:20 > 0:51:23And Steve's made a new contact at a security firm
0:51:23 > 0:51:27with over a thousand door stewards, all of whom need ear protection.
0:51:27 > 0:51:30I think it should be a good product to use.
0:51:43 > 0:51:46The EDGE Fund awards ceremony has finally arrived.
0:51:46 > 0:51:49For Jim, it's the culmination of months of hard work
0:51:49 > 0:51:53lobbying to provide more support for entrepreneurs.
0:51:53 > 0:51:57I'm going to sit at the back and I'm just going to lap it all up.
0:51:57 > 0:52:00And go, "Woo, woo, woo," for the winners!
0:52:00 > 0:52:02For some of his ESpark chicklets, it's a night
0:52:02 > 0:52:04that could totally shape their future
0:52:04 > 0:52:07but there isn't enough money for everyone.
0:52:07 > 0:52:08Well, ladies and gentlemen,
0:52:08 > 0:52:11we have now reached the main event of the evening.
0:52:11 > 0:52:12Our first winner is...
0:52:15 > 0:52:17Geraldine Abrahams from TWM Productions.
0:52:17 > 0:52:19APPLAUSE
0:52:19 > 0:52:23With so much at stake, emotions are running high.
0:52:28 > 0:52:30The next Scottish EDGE Fund winner
0:52:30 > 0:52:35provides online business management software for salons and spas.
0:52:35 > 0:52:37Scottish EDGE funding will allow them to hire
0:52:37 > 0:52:41a full-time member of staff to support the business on technical issues.
0:52:41 > 0:52:43Could I ask Leah Hutcheon to come
0:52:43 > 0:52:48and receive her award of £30,000 from Scottish EDGE Fund.
0:52:48 > 0:52:51It means I'll have someone with me all of the time.
0:52:51 > 0:52:54It's going to make such a difference, it really is.
0:52:54 > 0:52:59Our 14th winner of the evening offers e-commerce and multi-channel retailers
0:52:59 > 0:53:04the chance to preserve as much of the basket value as possible, post sale.
0:53:04 > 0:53:08Please put your hands together and say well done to Vicky Brock of Clear Returns,
0:53:08 > 0:53:11who's awarded £30,000 from Scottish EDGE Fund.
0:53:13 > 0:53:16It's going to go on selling, getting us out there,
0:53:16 > 0:53:19but first and foremost it's going on people.
0:53:19 > 0:53:21Yes!
0:53:28 > 0:53:32As the list of winners mount, Donnie's hopes are fading.
0:53:38 > 0:53:41The final funding award of the evening
0:53:41 > 0:53:44goes to a business incorporated in 2010.
0:53:44 > 0:53:47Please put your hands together for our final funding winner
0:53:47 > 0:53:50of this evening, Donnie Maclean of Eat Balanced,
0:53:50 > 0:53:54who wins an award of £40,000 from Scottish EDGE Fund.
0:53:54 > 0:53:57APPLAUSE
0:54:00 > 0:54:04As soon as Gordon said "the penultimate prize"
0:54:04 > 0:54:07and they started talking about another business,
0:54:07 > 0:54:10I was like, "Oh, shit."
0:54:10 > 0:54:14We've achieved a lot in the last year or year and a half.
0:54:14 > 0:54:17- It's a real confidence boost. - Yeah, for you especially.
0:54:17 > 0:54:20A morale boost, as well as a financial boost,
0:54:20 > 0:54:22so it's exactly what we were hoping for.
0:54:24 > 0:54:26Well done, you.
0:54:26 > 0:54:29One of the most important aspects of ESpark
0:54:29 > 0:54:32is that collective environment.
0:54:32 > 0:54:34A bunch of entrepreneurs together
0:54:34 > 0:54:38all on a kind of similar emotional roller coaster.
0:54:38 > 0:54:40There's actually a huge amount of confidence
0:54:40 > 0:54:45and growing up I think that you do in that space.
0:54:45 > 0:54:49There is no way on this earth that I'd have been in that final
0:54:49 > 0:54:51had it have not been for ESpark.
0:54:51 > 0:54:56This last year has been, without a doubt, the best year of my life.
0:54:56 > 0:55:01I've got married, I've really put myself into my own business.
0:55:01 > 0:55:04I'm really excited to see what comes next, I guess.
0:55:06 > 0:55:09But for Jim there's no time to celebrate.
0:55:09 > 0:55:12The brand new Edinburgh hatchery is opening its doors
0:55:12 > 0:55:16to another eclectic mix of people and ideas.
0:55:16 > 0:55:17What's it all about?
0:55:17 > 0:55:21It's all about the chicklets, the start-up entrepreneurs.
0:55:23 > 0:55:26My name is Melanie and my business is Onestopshowshop.com.
0:55:26 > 0:55:31I'm the chief executive of... I guess chief executive of Identity.
0:55:31 > 0:55:33My company is EcoWeddingsUK.
0:55:33 > 0:55:36My name is Owen O'Leary and my business is O'Really.
0:55:36 > 0:55:39We buy select brand whisky and we sell it around the world.
0:55:39 > 0:55:41I'm in manufacturing at the moment.
0:55:41 > 0:55:43I have an idea and I have a name.
0:55:43 > 0:55:45I'm writing a book.
0:55:45 > 0:55:49As a solo entrepreneur, it's a kind of a lonely road.
0:55:49 > 0:55:51Success just seems to be so far away.
0:55:51 > 0:55:53I don't know what's in it for me.
0:55:53 > 0:55:58I would love to own a reasonably sized studio space.
0:55:58 > 0:56:00I want to have a couple of million users.
0:56:00 > 0:56:04Suddenly, a million doesn't sound that big of a deal, you know.
0:56:04 > 0:56:06Can there be more?
0:56:06 > 0:56:08Five years from now, I want...
0:56:08 > 0:56:09..to be...
0:56:09 > 0:56:11..a successful entrepreneur!
0:56:11 > 0:56:13Whatever that means.
0:56:14 > 0:56:18My ambition is to get down, get my boots on, get in here.
0:56:18 > 0:56:20I want to see this place fill up with families.
0:56:20 > 0:56:23I want see kids in here growing up with something to do.
0:56:23 > 0:56:26Let them fall in love with the sport and all the life skills
0:56:26 > 0:56:30and everything that brings with it. That'd be a great success for me.
0:56:37 > 0:56:41One thing I said to myself was, "I'm not going to call myself
0:56:41 > 0:56:43"an entrepreneur until I make a sale."
0:56:43 > 0:56:48Now, we've made a sale, so I'm kind of like, maybe I am one now.
0:57:00 > 0:57:03To actually maybe come up with an idea and get affirmation
0:57:03 > 0:57:06from other people that, yeah, this is a good idea,
0:57:06 > 0:57:10let's do something about it. At least you feel you're making a contribution.
0:57:10 > 0:57:12I think everybody needs a reason to do stuff.
0:57:12 > 0:57:14So, yeah, interesting year.
0:57:14 > 0:57:18Hopefully, it's going to be an interesting another couple of years.
0:57:18 > 0:57:20And enjoy the ride as long as I can.
0:57:59 > 0:58:01Anyone thinks, oh, entrepreneurship,
0:58:01 > 0:58:04they're selling, all that money and they become rich.
0:58:04 > 0:58:07No. It's hard. Big jaggy periods.
0:58:07 > 0:58:09Troughs and peaks to get to where they are,
0:58:09 > 0:58:11but they keep going all the time.
0:58:11 > 0:58:14It's about creating hungry, confident entrepreneurs
0:58:14 > 0:58:18that can go out there and make it happen.
0:58:18 > 0:58:20That's it.
0:58:56 > 0:58:59Subtitles by Red Bee Media Ltd