Episode 3 Be Your Own Boss

Last time: I don't think that's an investable

proposition. Richard Reed picked three more ideas he was willing to

back. Oh crap. It was sink or swim. The market isn't there for it. I'm

not going to invest. Only two walked away with game-changing

money. I will invest �25,000. �50,000. Fantastic stuff. Which

three ideas will he take a risk on this time?

Meet Richard Reed, the smoothie behind Innocent Drinks.

He's Britain's hottest entrepeneur, and he's on the hunt for the

business stars of the future. about you, do you have an idea, and

are you prepared to work hard at it. If you can say yes to those two

things, then you have got what it takes to be an entrepeneur. He has

set aside up to a million to invest, and went nationwide to get you to

apply for a slice of it. I bet, big time on the UK as a source of

entrepeneurs. Now, 500 hopefuls will get the

chance to pitch their ideas to Richard.

Each week, he will pick the best three.

It is about the idea, but mostly it is about the team.

To put through their paces. Oh my God. I won't get the reward,

I have nothing. It is about as risky as things get, it is a single

person doing things they haven't done before. Before deciding who is

good enough to win a once-in-a- lifetime investment. I have to

understand what I'm investing in. There is a big difference between

what I think is the right answer and what you guys think is the

right answer. So, I'm afraid I'm not going to invest.

In one hour's time, the doors will open on this vast arena, and

hundreds of aspiring entrepeneurs will pitch their ideas to Richard,

to try to win his business backing. I'm not interested in making money

at the expense of the bigger picture. For me the sweet spot you

want to get to as an investor is to invest in something that makes some

money, and does some good along the way.Le

From those he will see today, Richard will pick only the three

best ideas. It will all come down to their 60-

second pitch. I know how it feels to be the

person pitching. We pitched time after time after time, and every

time we got turned down. The job of the entrepeneur, is to get round

that no and keep on going. These young guns know that one nod

from Richard could be the beginning of something beautiful. We sell

natural hair extensions. I can create anything out of paper.

I organised shuffle board tournaments. Everyone loves it.

Everyone wants it. Frozen yoghurts are the future. We are the future.

You invest in us. We are ready to make millions. It doesn't matter

about the competition, bring it on. Which of the ideas he is about to

hear will make it into Richard's top three? First to pitch are two

of the greatest minds since the dawn of civilisation. Richard's on

route to meet the men who have solved the world's greatest mystery,

how to improve the Scotch egg. John and Theo aren't even from Scotch

land, but they reckon they have the answer. We were inspired by an

evening when we fancied some Scottishegg, we thought let's go

and get some. Great story, John. But will their idea egg-cite

Richard, sorry! Tell us about Eggquisite? This is the full

English breakfast. I should try that? Definitely. You are going to

have to talk. There are so many flagship brands around today for

people who want to eat on the go, pays yeast, and smoothies, and

Sainsbury's does a really good one! Who makes Scotcheggs for the hungry

masses, the answer is everybody but nobody. You are at the early stage,

you are at concept development, essentially. All you have is the

Scotcheggs and a dream. And so much enthusiasm. A brand and enthusiasm.

I like the insight that no-one been the go-to guys for Scottisheggs. So

why not you. Give them money, I love

Scottisheggs. I'm glad he likes it and he didn't shoot it down.

spit the egg out, this is rubbish, I don't like it. They are quite

early on in that whole journey of working out how they are going to

do it. But what I did like about them, they say their next step they

figured, they are going to hire a van and go to a festival for the

weekend and start selling them. That is as good a place to start as

any. So, he's tried the hot food, but

what Richard's really looking for is three hot ideas. Here are two

hot ladies to give him one. Richard. I'm Ros, and Theo. I saw

The Vintage Scribbler. I thought that is something to do with

writing, but it is about music? are young, creative music-loving

individuals, our aim is to promote unsigned music. Are you directors

or promoters. We run a press company, we started running events.

What I'm trying to work out, I don't see how me putting money in

now will grow what you do? Obviously our website is very

showcase for awful these artists, to us that is the most important

thing. Sorry to be so rude and overtalk you, the idea of me giving

you money to sort out your website, that is a rubbish thing for me to

give money for, you should sort out your own website. Get round here

there is people who build websites for a living. That is a no then,

Richard? They are completely uninvestable, you can't say give us

money and we will work out what to d with it. Any investor who invests

on those terms is bonkers. If you find someone like that, take them

for everything they have got, I ain't that. Richard is relying on a

crack team of experts to help him hunt down the three exciting new

ideas he's willing to back. It should be a piece of cake, right?

Wrong. Going to get sticky. It's huge at the moment, cupcake

decoration, it is the cupcake kit. Cupcake and cocktail business.

is a qup cake business. Cakes again, I have seen about a million of

these cake companies today. We like to just keep the traditional sim

Policeic cakes. Cupcakes for all occasions. What is special about my

cakes is they are wholesome. There is nothing unique, ownable or

scalable. What is ironically different about these, is they are

affordable, middle of the range cupcakes, that is what is different,

ironically! Would you like to try one? I can't, I have eaten so much

cake. The room may be packed with budding

entrepeneur, but so far it has been slim pickings for Richard. Still,

there are plenty of other ideas flying around. The product speaks

for itself, keep it up with your feet. I believe in it, it is up to

making them to believe in it as well. David discovered this genius

toy on his travel, and thinks every kid should have one, big kids

included. Give us a little demo. I'm so rubbish, this will be really

embarrassing. Excellent. You can see what I don't have, baby.

aim of the game is just to...That Was your fault, not mine. It is

keep it in the air, it is great for kids to exer size with it. Give me

a sense -- Exercise with it. Give me a sense of it Trading for three

week, website up and running, I'm working five days a week to market

it. This is my own brand, I'm selling them at the moment for �35

a box. You are making a decent margin on it. What do we think, any

good? Brilliant guy, not great co- ordination with the feet! Not you,

David, I was asking Richard. thing is, I don't know anything

about the selling of toys for toy shops, you get a feel, some people,

you think if you have come this far, I bet you are going to get further.

So he's on my "maybe" list. Over lunch Richard remains

optimistic and inspired by the hundreds who have come to pitch to

him. I just love the idea of getting it on people's radar. We

can be an entrepeneur, why not. You don't need anyone's permission, you

don't need to know anyone. It is not who you are or where you come

from, any of that sort of nonsense. It is about having an idea and

going for it. The day I realised that, of the day my life started to

get better. It is a cool thing, it is open to everyone. It is the

ultimate equal opportunities employer. It is yourself, employ

yourself, create a job for yourself. Richard still has to find his top

three. So it's back out there to meet the imaginatively named App

Developers, I wonder what they do? We talk about apps, apps, apps

games. We have become obsessed to the point that we get on everyone's

nerves. Really, that is surprising? Hello. Pleased to meet you, Sam.

Ben. This looks very impressive. are The App Developers, we are

mobile phone enthusiasts, it is a passion of us, a love of our's.

are the passionate geeks. Qer. us a demo. This is Jimmy White, I

don't know if you are a snooker fan, we approached him, and said we want

to teach everyone to play snooker like you. Where are you, have you

given up the job to do it full-time. I have given up in January, to keep

my wife and the mortgage paid I have a one-day a week consultancy,

and then focus on the this full- time. What about you? I'm full-time

employed at the moment, but the hours I put in it is full-time. My

absolute dream is to do this. a risk, isn't the bigger risk not

to do it. I thought they were great, if you wanted to invest in an app-

building business, they seem super- credible. I think they have only

just go to making it full-time. digital gigs to devoted grandsons,

meet the buff Shane, who has roped in his nan to flog his eco-friendly

cleaning products. Is looking after the environment important to you,

gran? Of course Shane. I suppose you don't mind saving a few pennies

on the weekly shop. Of course I don't, Shane. I love nan, but will

Shane shine when Richard hears his pitch. Tele, eco booth? It is an

ethical cleaning company, we are ethical because I pay my employees

�8.30, which is the London minimum wage, we are echo friendly because

I make some of the cleaning products myself using my gran's

secret recipes. That is her there smiling. What is the total turnover

of the business? Last year �10,000, and �5,000 was profit. You are

making a 50% margin. Is this your full-time job? It is. You have

lived on �5,000 a year. Yeah, it was tough. If you got the Seed

Capital, the next �5,000, what would you spend it on? Patent the

idea, and get them tested, Government tested, at the moment

they are not Government tested, it is just not. Do you need to get

them Government tested? Definitely. Is that because they are cleaning

products, don't with food. still need food teting? We started

-- Tested. We started making it and selling it. You don't have to go to

someone and get them to sign a certificate, it is on your

responsibility to make sure it is good. How do they know what you say

is in the bottle, didn't you have to prove that? No, we started the

smoothie company from making smoothies in the kitchen in the

shared house and selling from a market stall, it got us started.

I'm but, I thought it was amazing you didn't need someone's

permission, maybe something to think about. It is great to meet

you, thank you for coming down, good luck. There was something

about that guy and the gran, and the natural products, I thought

there was something in that potentially, I was nervous about

the money in it. He said he lived off �5,000 for a whole year. That

is superdifficult. And I guess shows you how it can be a real

grind to set up a business as you go through the early hard yards.

is nearing the end of today's pitch, and Richard is still looking for

the three wow ideas he could back. Richard, you should have come to

see us, we gave you two opportunities, and you haven't been

over yet. If you want lovely skin, you should try Bare Naked Skin, it

is for you. We are aiming to verbalise language in the way

people learn languages. My company is more than just the clothing, the

sweat thirts and the T-shirts sweat shirts and the T-shirts and the

clothing, it is the message I'm trying to portray.

Last pitch of the day comes from MixPixie, a group of friend who

started a mix-tape business. But, will Richard go Lady Gaga for it?

Tell me, MixPixie, what's going on? We wanted to find a tangible way of

using digital music but to create unique, physical products, which

could be gifts for every occasion. The mix-tape market. This is what

you do for the teenager for the girl you fancied. Is this is the

on-line version, come and build your thing and sell it. We have a

website here, we launched this in November 2011, so we describe it as

a MoonPig meets iTunes, we have over eight million tracks on the

site. We have over 1,000 different designs, you upload your photos and

change the text you want to on it, you can choose it track-by-track.

That was a Lionel Ritchie CD, we have Westlife, and Justin Bieber.

With Bieber you can upload photographs, and actually

superimpose yourself alongside the artist. That is his album but you

personalise it. The base price is �5.99, that gets you the CD and one

track, and it is incremental after that. Like iTunes it is 99p after

that. The margin is 60% gross, and we have our own bit on top of that.

OK, well done, thank you, really strong, we will talk later. So, has

Richard bought Bieber fever. That is a good idea. When I was a kid

that's what I did, you made a mix- tape of your favourite songs and

give it to the girl at school you fancied. It never made any

difference, she never kissed you, you still did it any way. I think

it is strong. The day of pitching is over. And as

the punters pack up and leave, Richard must now decide which

ventures deserve a shot at being their own boss.

From the hundreds he has seen, Richard must pick three he's

willing to risk his money on. Great day, I have seen hundreds of

pictures, loved it. But now's the difficult bit, to get it down to

that shortlist. That's the less fun part. That's when you have to say

no to lots of people. Ideally you need to say yes.

If my instinct says no, then I can't go further forward. You have

to trust your instincts, right? few days later, Richard is keen to

meet the next three ideas he has chosen for backing.

What he hasn't decided yet is how much seed capital they are going to

get. Seed capital is you give a little bit of money to an

entrepeneur to help them get started. It is not the big amount

of money they will need for their business long-term, but it is

enough to get them in the gain. With up to �5,000 on the table for

each business, who will he say yes to first? It's David. UKick. With

his keepy-uppy toy, UKick, crossing deserts, climbing glaciers and

taking to the oceans, David's quest for success took him far and wide.

It was whilst travelling in Asia that he discovered UKick. I saw

this product called Jansie, similar to UKick, I immediately went and

bought one, brought it back home, and said it was going to be massive

in the UK. UKick is a huge part of David's life, he doesn't leave work

for the office, he lives in the office. Welcome to UKick HQ, quick

tour, behind me is the storage room, and then the admin office, with the

printer. That is the UKick brain storming area. Behind is the

executive office. Dreaming of millions, David's already planning

how to feather his nest! This is my dream car, this is what I want to

have enough money to buy myself one of these, it is an old classic, but

you have to be a millionaire, to afford it. A bit of a beast, with

loads of personality, a bit like me! Well! But UKick is not just

confined to his bedroom, his feathered friends can be found all

over his house. When I came back with the idea of feathers and the

plastic disc, I was a bit of a madman to be concentrating on this

as a career. Currently not sold in the UK by anyone. How can they get

one? I have a website launched about three weeks ago. You can

trade off the website? You can trade off the website. It is you

packing the boxes in your bedroom. Let's talk numbers, how much are

you looking for? �4,500. What do I think about all that? I don't want

to put in that full amount of money, I can offer �2,500, for you to get

into toy shops, I would want to understand the robustness of can

you fulfil the demand, can you get the stuff from over there to over

here. And then get it out to your customers, can you work with that.

Yes, OK that fantastic. All right, well done mate.

Yes. He drives a hard bargain, but he liked it. Next year I'll be a

millionaire. Yeah, that's the spirit.

Next up. It's MixPixie.

Hello. The personalised CD people. MixPixie is the brainchild of just

one person. MixPixie was my idea. dreamt it up one night, woke up.

hit my head in the bathroom and it came to me as a vision. What

actually happened, I went and met Adam and James at a watering hole,

perhaps. We had been there a few hours. Days, I think. And we

started talking it through, and imagined the possibility of

starting up a company that could make professionally-printed CDs.

Imagine, it will never work. Based in London, Adam, James, Buffie and

her brother Pete, all had successful jobs in the

entertainment industry, where they worked with some of music's finest.

But they have risked it all on a product some would argue is dying

out, the CD. So who's in charge? The lady is always the boss, but

Adam and I end up with difficult to take orders, but Buffie is the boss.

I fell in love with the idea, I got it straight away. I have got

reservations, how the hell to you future proof it? The decline of the

CD, there is so much media about nobody buying CD, 70% of the market

is still CDs. Is that right, 70%? 70% of albums are still CDs, it is

a huge chunk. I would enjoy having a working relationship with you. I

would be happy to put some money in now. I was going offer �3,500?

Excellent. Very exciting. Thank you very much.

I think we are feeling a little bit shocked, shell shocked at the

moment. MixPixie! So MixPixie's business splits into two halves,

you have customised CDs of your favourite artist, or your own

personalised compilation CDs, they have to prove to me that both have

real profit and opportunity for me to fully invest.

There's one place left, who is it gonna be? It's The App Developers.

We describe ourselves as geeks, we are not nerds, there is a slight

difference. I do own an Atari T- shirt, but I don't smell of Red

Bull and Whotsits. We cue up for all the devices, as soon as we got

the iPhone in 1997 we fell in love. It came out in 2007. We love

technology. We are cool geek. first app the boys developed was

"the woman remote". If I sit next to my wife. "can you get me a drink

please". She tells me, no. In an emergency. "give it a rest woman".

That's the woman remote, don't go and download that. Coming soon, the

divorce app! Who is the best gamer? What a question, what game. Halo

was me. FIFA was me. Prime Evil was me. You can have Trials on the XBox,

that one's for free. A geek-off! follow the passion. A passion into

profit. You are loving what you are doing? We're obsessed. I won't

sleep tonight if I can't do the exciting projects. Can I tell you

where I'm at, you have what is the two biggest important skills

necessary to make it in what you are doing. I know you are both tech,

you are pure tech, and you love the sell. That's dynamite to put those

two together. To me there is only a personal thing, you are really

likeable, and I just don't want to sit in rooms with people I don't

like. But I have big reservations about the industry, one because I

don't understand it. The numbers that you told me about, in terms of

what you get paid for developing an app, that is a low rate of return

in investment for how long it will take you to sell. That gets me to

think I'm not the right guy for you. You're not the right guys for me. I

don't think it is going to be an efficient investment for me. And if

I'm being completely blunt about it, I think you're going to get there

without me any way. Good luck, I genuinely mean it, I would like to

keep in touch. I feel a bit deflated. Not quite

the answer we wanted. No. I'm going to be the guy that passed up on the

Beatles. It is a mixed emotion, he said some fantastic things, he

likes the people and the passion, but we ...He Thinks we can do it on

our own, let's prove him right. Let's not prove him wrong.

After I had heard MixPixie and UKick, it was clear to me how they

could make money. Where as in the app world, it seems a lot less

tangible. I found myself feeling less confident about putting in the

cash. We're in London, home of UKick.

Eager to impress Richard, David is wasting no time in starting the big

sell. He chooses one of Britain's oldest

shopping streets to begin his millionaire dreams. Any bowl �1.

Market in Croydon, one of the oldest of his kind. This is my

first time ever in a market stall. Really, David, you look like a

regular. It looks like people have been here since 7.30. We are here

at 4.30! Wow, that's a work of art. My biggest fear today is I don't

sell any. UKick one for �3, two for a fiver. Can the UKick fly in

Croydon. I will buy one. Excellent, brand new product on the market.

Keepy-uppy with your feet. I don't think that was quite the right

clientele, it is always worth a try. There you go. One or two? One.

feel like Del Boy in the market place. You are not the only one.

UKicks. One for �3, two for a fiver.

He's made his mark in Croydon, but has he turned a profit. �30 �50, �

55, next year I will be a millionaire. Shout anything the

streets has earned enough for a cheap date, but if he wants to

impress Richard, he needs to bed the big boys of retail, Hamleys or

ToysRus. With almost no experience or contacts, can he do it.

after the buying department. Fingers crossed. Magic finger.

Could I leave a message, if that's all right. I could e-mail him one,

if I could have his e-mail address, that would be great. You can't.

oh. Is it possible to be put through to the buying department,

please. Yeah? This will be the one? Magic finger. This afternoon, OK,

thank you very much. So the crossing of the fingers isn't

working, but that is life. Sadly, there's no getting past first base

for this retail virgin. In Wandsworth MixPixie are getting

comfy in their office, someone's been to IKEA! As well as mix-tape

CDs, boss, Buffie, plans to cash in on personalised versions of albums

by artists. Shall we have a sit up around the table. We are in a

circle. Let's go now. Then I can show you. Hold my calls, I'm moving

to the tables. Such a lunatic. Silly boys. With the artist sales

we are not picking and choosing, we need the right artists, we need two

or three of these deals to make it to Christmas.

Buffie's wisely left the children, I mean boys, behind, and is off for

a popstar pow wow. It is about getting the artist on board, not

just the record label. That is why it is good to do these sorts of

meetings. One man could hold the fate of MixPixie in his hand who

can it be, it's, it's, Joe McElderry. Oh well, his mum will

want one. I have been writing McElderry on presentations and

things, when you write McElderry on the spellcheck it comes up as

McCelerey, we have been calling him McCelerey in the office, I can't

call him that when I meet him. Don't say McCelerey, don't make

McCelerey, don't say Mel. Hello, I'm Buffie, nice to meet you.

Thank you for meeting me, I know you are extremely busy. We are

taking mix tapes to a whole new level. We have been working with

specific artists, we did Westlife's greatest hit in November. The great

thing about the artist ones is they are chart eligible as well. It is a

very exciting idea. It is really good. Very clever. They say success

is about getting the foundation right, eh Joe! We have been looking

at different add-ons and things like that, and framed discs is

something we are looking at for a lot of artists. So we took the

liberty of, forgive uts, this image is a dodgy one -- forgive us, this

is a dodgy image from the Internet. For superfans. When anyone comes to

my house I have the two I get from the sales. Everyone is fascinated

by them. Everyone comes to the house and asks where did you get

them from. I think Buffie's idea is incredible, some of my family

members give my album to people for gifts, if they could have a

personalised message in them it would be fabulous. You are right,

it is cringey. I'm feeling confident that is a positive result

from that meeting. Buffie has landed this one on her own, but

will Joe's Geordie charm give MixPixie the X Factor. When Richard

was handing out the seed capital, at the last minute he turned The

App Developers down and didn't give them any cash. And now he can't

stop thinking about them. I will be the guy that passed up on the

Beatles. So he gives Sam a call. want to reverse my decision, I have

regreted, since you walking out, of giving you a no, I thought, bugger,

that should have been a yes. If you are up for it I am. After I picked

my jaw up off the floor, and came back round, I said, absolutely, yes.

I will put in �3,000 now, my advice is do not start blowing things on

overheads like offices. With the boys on board, he gives them one

piece of advice. Don't start blowing things on overheads like

offices. Yeah, I'm going to say it, this

looks like an office. We have a new addition to the office, there is

two of them, permanent employee, they are not going anywhere. I

think we should introduce you. Here we are, the bean bag, mine is

currently sporting quite a nice buttock-shape from the previous

time I was in there. Give it some of that, and you get

in there. A little wiggle, shirt down,

because you stick to the back. get a sweat pocket. There we go.

Don't throw it back, I don't want it to hit the laptop. That is a

Skittle. I don't know anyone with bean bags in their office. It is

cool. Even this Nigella doesn't get this excited about a bag of beans.

I love the app guys, have they the skills and ethic, setting up the

business is a really hard work, I hope they understand it. Someone

once said if you love what you do you will never work a day in your

life. We never intend working day in our life.

Perfect. Exactly how we wanted it to be.

Which app is that for, guys? With no big retailers biting, David

heads for the one place where he believes he will get the kind of he

insight that will allow him to dominate the market, top marketing

firm, forensic focus group, no, it is back to school. Guys, I have a

new product I want to show you, I want you to take it away, play with

it, have as much fun as you want. Is it something you would go out

and buy for yourselves. Yes, I have never seen anything like it, I know

it would go for any age, even from five to teenagers. It is arty and

sporty. I think it is really good, it is unique. Would you buy it in a

shops, put your hands up, you like the product. It is amazing. In the

future it could be a good Olympic or professional sport. Which would

be an amazing achievement for him. So, go David! Yeah, go David.

Everyone seems to be really, really enthusiastic about it, they love it.

They said they were all going to buy one. This is great evidence to

take back to Richard and say, look, all these kids want one.

But, where are they going to buy one from? Hoping for a surge in

sales, David gets his mum to drop off some more UKick. Yep, they have

been cluttering up her house too. have a whole carful? How many have

you got? About 12 boxes. Shall I help get them out. Now I will get

the conservatory back, that would be brilliant. His mum's

conservatory might be empty, but so is the order book. Concerned with

the lack of progress, Richard calls him in for a meeting. Hello. How

are you doing? All right. UKick, how is it going, what's new?

biggest problem is trying to get in front of the buyers. I went to

school the other day, they went absolutely NUT over the product. I

went to Croydon market place, ...I'm Not interested in the market

stall level. You need retail outlets stocking, you need to be

out there, literally, banging down doors on little shops, and getting

a base of independent retailers. Everything I say is based on our

personal experience, we set ourselves thele challenge of six

stockists a day. We did it by street and by postcode,

systematically. Every single day, so I would have expected for you,

by now, because we are talking quite a few weeks since we last

spoke, you would be into the high double figures. OK. I'm nervous

that he's not working in a particularly focused way. He should

really be focused on the selling. He should be out every day trying

to get retail outlets. It is a shame, because here is a guy that

is slogging his guts out, but, unfortunately, it is not just about

how hard you work, you have also got to be doing the right things.

With Richard's investment at stake, and no-one else to turn to, David

has been feeling the pressure build for weeks. Doing it alone just gets

a bit, I think it has a bit on top of me. I won't lie. But I know it

will be a sucks, it is just making it a success -- a success, it is

just making it a success, and thinking about the strategy rather

than concentrating too much, I have to go a bit narrower.

But, determined to poverish charred was right to invest, David has

taken to -- to prove Richard was right to invest, David has taken to

find a network of stockists, one by one. It is a cool product. First

sports shop I have been into. boxes is great. We will take a case,

very nice, thank you. Brilliant, I have sold ten for �20,

next place. It is great start, but is it going to be enough?

On the other side of London, some of the pixies are still misbehaving.

Enough of the chat, let's get this thing on, open it up. Righthand

side one is the one that is open. We haven't worked out how to

dispose of it. I thought it is liquid, we will throw it into the

Thames, it doesn't look dangerous. That is why you do numbers. I think

he's taking the pixie. Boys are you paying attention, paying attention

007. Keep up boys, this is important. These are all the

passwords for all the machines. we have lost James. And Pete.

MixPixie, Buffie speaking. Now they are losing orders. We have lost all

the sales for yesterday, and sound like we will today as well, then.

Just keep me updated. Really, really annoying. It is all getting

a bit much for Buffie. So far we have no signed contracts. If these

deals don't come through, then we will be closing the doors before

Christmas. The pressure that puts on me is huge. Right now the

pressure is just all a bit too much. To cap it off, this little pixie is

pretty much flying solo. It feels quite lonely too. Buffie decides to

ask Richard for advice. It is really important, with a start-up

team, that everyone's pulling their weight. You can't afford to have

dead wood. Innocent has worked, because we have all worked equal

low hard as a team but been good as different things. I hope the same

is true of MixPixie. What is new, what progress is there since we

last spoke? So far we have had five different deals that have come in.

So far I brought all five in. It does not surprise me that the

five that you have got was down to you. Would I be right in saying you

are overcompensating for some of your team? Perhaps, at times. I

feel like I'm running around like a headless chicken at the moment,

trying to do and be everything to everyone. You should be the

conductor of the orchestra. It is about reprioritising it, so the

most important things come first, for you and the consumer.

With Richard's advice ringing in her ears, Buffie wastes no time in

heading back and kicking butt. most important thing is to bring

deals in, above everything else. Also he was asking the question of

all of us, are we each doing the right roles, and he said if I'm the

only one bringing in the deals, then that's solely what you should

be doing, and everyone else should be doing everything else. Why isn't

that the case? In an hour and 45 minutes the postman is coming, and

we have about 70 orders to get out the door. Can I help with that, to

help get some orders out? That would be great. Give us a B-U-F-F-

I-E, go Buffie. Without more artists signed up, Richard may walk.

They have to pull out all the stops if MixPixie is to become a Irish

pick Picky. In bed -- a rich picky. In Bedford the scale of what they

have taken on has finally hit Sam. I left a full-time job to do this.

It is an all or nothing here, we either succeed or live on the

streets with our kids with a couple of boxes. We need just under

�10,000 a month with the office and us and so on. There is a huge A

pressure. There is a real urgency to get the money in. We took the

plunge without a pot of cash to support us. We need to make some

sales pretty soon. Richard warpbld you about the office, maybe some --

warned you about the office. Maybe some silver tongue and bring

something in. Just calling someone about an app. There is definitely

some cool stuff, and we will come and wow you with ideas. I like

being wowed. You flirt! Breaking on veings, the geeks head outside --

convention, the geeks head outside for a fais-to-face meeting. Can't

wait, excited, cool ideas. We worked until midnight last night,

back in the office again at 6.00, a little bit tired, but four Red

Bulls and a six-pack of Whotsits, we're all right. Where is Ben?

in the back, working. I'm keeping going today, because if we don't,

we don't pay the mortgage. Are you sure you are not paying Angry Birds.

I have Wi-Fi in the joint, I have eight megabytes of broadband in the

Passatt. Successful entrepeneurs do what they know best, are they off

to a science fair or technical meeting, no, they are heading to a

beauty spa. What will happen when beauty meets the geeks. I'm not

really technical, when you start talking about android this, I don't

know what that is all about. When you talk about brows. I can see you

don't know. We have already apologised. Brows are huge at the

moment, people have ignored them in the past, people get their lips and

eyes done, I think brows are really important. Pete had an idea about,

you know, he was looking through beauty app, one of the most popular

ones is the hair one where you have the face with a different style.

Can you do it with eyebrows. You do a little eyebrow. It will be called

brow booth, put that down. You are like a double act you two. With

eyebrows like these, no way. I will beat my brow when we get back.

Meeting done, without a raised eyebrow in sight.

But, have they plucked enough deals to convince Richard a final

investment? In a matter of days, these budding entrepeneurs need to

prove to Richard, that they can be their own boss.

With the timing -- the time he has left, David must keep his eye on

the ball and land retail buyers for UKick. This is what will get me the

millions, Richard. The app developers need to prove the

business is scalable and has a healthy profit line. We get this

working on football, rugby, hockey, it is about a 92% on the geek scale

today. And MixPixie need to pull together and decide which direction

to take their product. Well done. Good job.

My job as the investor is to make sure that both the team, and the

business, warrant the money going Richard's offering a game-changing

level of investment. That will transform the prospect of all three

businesses. The question is, are any of them good enough.

Today is extremely important, ultimately I need his investment. I

don't see why he wouldn't, I have proven I can sell it. Today is

massively important for us, we have done everything we said we would do.

We are trying to figure out why he would say no to an investment, it

seems like an easy choice. I think we stand a good chance. Today means

pretty much everything to us, we have worked so hard to get to this

point. This isn't a game for us, this is our lives. We have given it

our all, it is case of whether that's enough.

It's D-Day at Richard's HQ. They wait while Richard take one

last look at their business plans. If they are hoping for Mr Nice Guy,

they are in for a surprise. When Richard's money is at stake, there

is not much room for chat. Tell me, why should I invest in The App

Developers. We quit jobs, we got an office, we got some orders, we

fulfilled the orders, we have got some money in, we have done

everything we said we can do. we last met I said you need to get

independent retailers, how many have you got? I have 29, in the

last week got my first international order, I have gone

international for 5,000 units. know how tough it is for you doing

it by yourself, and how helpful it would be if you had a team-mate.

know. What progress there? Absolutely none. What do you each

do? Initially when I came in I would be commercial direct to Adam

finance, and Buffie managing director. Best feature of her as a

boss? Hard working and inspirational. If she could be

better at one thing what would it be? She can feel things keenly at a

time, work-life balance, in a way. What do you think? Absolutely.

that on the chin? Absolutely. many contracts have you landed?

Six contracted agreed, the total value of that? Today we're sitting

at �20,0 50 of orders. What you have been managed to do in terms of

getting a big retailer? An on-line store will give me a yes or no on

Monday. There is a US distributor that will probably buy off me.

will you use the money for. What will it change? For me the most

important thing about your money is the cashflow, the marketing is a

big important thing to do. There is no point, there is no point

generating brand awareness if there isn't somewhere someone can go and

buy it. I need to understand, firstly, what

really at the heart is the MixPixie strategy? Is it, NaNN doing the

customise -- (a) doing the customised CDs for the established

artist, or (b) just the customer ability to customise CDs and track

list. It is all about MixPixie.com. What difference will I make to your

business? There is two parts here, the investment, but on top of that

it is you, we're a little, without sounding too much like a dodgy

stalker, we are a bit of a fan. That's what we want, you are the

type of person who would buy an app, you know loot of people. We are

just a couple of geeks, and there is a lot of room for improvement.

still don't get it. Why walk away from the thing that is giving you

massive amounts of revenue, I believe zero upfront cost, to go to

the thing where you have to spend hundreds of thousand of pounds that

might never pay back. I have some concerns around the strategy by

which you are going after this opportunity. I'm really old school.

I believe in the importance of slowly, slowly build business, shop

by shop, by shop. I think this may be more about a trading business.

That's pretty unexciting for an investor. I will take time out, I

want to reflect on it a little bit. It is not an easy one for me. Give

It was really sweet when they were saying they really liked me.

Because actually I really like them. They really impressed me. I really

think that they stand a good chance of probably making it. What did he

say when we met him first time, two things in a business to invest, one

do I like the people and will it make money. He liked us and we have

shown him we can make money. There are some people you want to be

successful, those guys are those kind of guys. Here is a guy I think

is hard working, trustworthy and honest, and is having some degree

of success, starting to. I balance that against I don't think he's

particularly strategic, and I don't think he's particularly focused.

This is a situation I have not been in before. You have got a credible

team, from the music industry, talking about their strategy for

making their business successful. And I'm sat here, as a guy not from

the music industry thinking, I think you have got the strategy

wrong. I just don't get it. To me Hello, back again. Wow. Sorry, but

I wanted, you know, I know how important it is, I wanted to give

it proper consideration. Let me tell you where I'm at. For me it is

a finely balanced one. The money is essentially being asked to fund the

cashflow of your trading. I think you're in that position where you

have lots of things you are chasing after. But I need to work with

someone who will just keep focus on what I believe is the main thing.

On the positive, I have got a strong degree of trust and faith in

you, that you're hard working, you have got that entrepeneural gene in

your blood, and you are out there doing it. That for me gets you a

big fat tick. So, in terms of whether I'm in or I'm out. I'm

sorry, mate, I'm out. Thank you very much. Good luck mate.

Probably one of the most intense moments of my life, I'm not going

to lie. Yep. David, I like a lot. But, he's not the right guy for me

to invest. Which does not mean he's not going to be successful.

Sorry to keep you sat here. It's OK, I have had three heart attack.

are looking good for it, mate. I have got to decide whether to

invest. I could just ram in some money and sit on your tail coats

and blast off to success, that's not my philosophy. We don't want

that either. So, I'm afraid, I'm not going to invest. OK. But if you

want I will offer myself as a non- executive director to work with you.

We would love to have you. We would love the help. I'm sorry it is not

money. But it's...Love. It is love, better than nothing. Those boys

have a �20 contract in the first month, that is insane. They don't

need my money. They just just have the confidence have to do what they

are doing. If someone tells you how great you are, it is great.

I have never had the situation before. On the one hand, right,

there is an idea, which I think has real potential. And there is a team

that, you know, are credible and have the right experience from the

industry. Then I have the third dynamic which is there is a big

difference between what I think is the right answer and what you guys

think is the right answer. I can't put money into something that I

don't think the answer is the right answer. But I don't want to pass up

on the potential that I see there is here. Do you see my dilemma, it

is an awkward one. So how is this. Let's work together and see if we

can get to having a shared vision and a shared strategy that we both

believe is the right answer. If we get that, then I will invest up to

�100,000. Brilliant. Thank you. That's amazing. Great.

I'm a bit emotional. This has been such a roller coaster, to have

someone like Richard's endorsement is huge for us, it is overwhelming

just to have someone to go, I get it, you guys are doing a good job.

Next time. Just get back out there and find more talent. He's my hero.

Can the next batch of entrepeneurs weather the storm. We can't go

faster than we are, there is no miracles. Richard calls in

reinforcements. I can't believe it, oh my God. But, will this be the

end of the road. How come the business went out of business.

don't think you should want me to invest, I will choose not to.

Molly says she would have a giant room where the water beds are made