0:00:25 > 0:00:32These are the Dragons, five of Britain's wealthiest and most enterprising business leaders.
0:00:32 > 0:00:39Over the coming weeks, they'll make and break the dreams of dozens of budding entrepreneurs.
0:00:40 > 0:00:43I think it will drop off a cliff.
0:00:43 > 0:00:48On the business side, it looks so far a complete and utter disaster.
0:00:48 > 0:00:52It's not just my foot that's itching. I'm getting frustrated.
0:00:52 > 0:00:56I've got a funny feeling you might end up with five offers.
0:01:03 > 0:01:08The multi-millionaire investors have each built up their fortunes from scratch.
0:01:12 > 0:01:14Retail magnate Theo Paphitis.
0:01:14 > 0:01:19Hotel and health club owner Duncan Bannatyne.
0:01:19 > 0:01:23Leisure industry expert Deborah Meaden.
0:01:23 > 0:01:25Logistics queen Hilary Devey.
0:01:25 > 0:01:28And telecoms giant Peter Jones.
0:01:29 > 0:01:35The Dragons have the credentials, the contacts, the commitment and the cash ready to invest,
0:01:35 > 0:01:38but only in the right business.
0:01:38 > 0:01:43Will any of these hopeful entrepreneurs walk away with their money?
0:01:50 > 0:01:56Welcome to the Dragons' Den. We have another group of anxious entrepreneurs waiting in the wings.
0:01:56 > 0:02:02All they have to do is get their pitch perfect and prove they have a great product.
0:02:02 > 0:02:07Oh, and demonstrate they have the skills to bring it to market, keep their costs down,
0:02:07 > 0:02:13see off the competition and turn a healthy profit. Just do that and they're on their way.
0:02:13 > 0:02:19First up is pentrepreneur Vicki Edmunds. It's a phrase we've coined for an entrepreneurial pensioner.
0:02:19 > 0:02:22Let's see how she gets on.
0:02:52 > 0:02:54SHE TAKES DEEP BREATH
0:02:54 > 0:02:58Hello, Dragons. My name is Vicki Edmunds
0:02:58 > 0:03:05and I'm here today to ask you for 15% of my business at £50,000.
0:03:06 > 0:03:12Eat With A Local connects travellers to local people who will cook for them in their homes.
0:03:12 > 0:03:18It's such a good site. It teaches you about different countries' culture.
0:03:18 > 0:03:23I've hosted a family from New Zealand in my home in Wales
0:03:23 > 0:03:27and until they dined with me they didn't know that I spoke Welsh.
0:03:27 > 0:03:34I have been hosted by Eat With A Local members and when I was in Goa
0:03:34 > 0:03:38I was taken to the beach with Megana and Parish
0:03:38 > 0:03:46and we sipped cocktails watching the sun go down and Megana chose little titbits off the menu for me to try.
0:03:46 > 0:03:48It was a wonderful experience.
0:03:48 > 0:03:53When I started the website, I tried to promote it on Twitter
0:03:53 > 0:03:59and I tweeted for two months before I realised I was tweeting myself, but I can do it now.
0:03:59 > 0:04:03I can do it now. The other day I talked to a man from Venezuela.
0:04:03 > 0:04:07Venezuela! And I did that. I did that!
0:04:07 > 0:04:12I would dearly like to cook for you my lava bread and bacon if you don't mind.
0:04:12 > 0:04:18Thank you very much for listening to my presentation. Thank you very much.
0:04:22 > 0:04:26A somewhat flighty pitch from a whimsical Vicki Edmunds.
0:04:26 > 0:04:31The children's entertainer is on a mission to unite food lovers across the globe
0:04:31 > 0:04:37and she needs a £50,000 injection to do so. In return, she's offering 15% equity.
0:04:37 > 0:04:43Can Duncan Bannatyne make sense of it all?
0:04:43 > 0:04:49- Can you talk and cook at the same time?- Well, I'll try. It'll take my mind off it a bit, won't it?
0:04:49 > 0:04:54- Perhaps I won't be so nervous. - I'll ask the easy questions, Vicki. - That'd be good.
0:04:54 > 0:04:58- How many members do you have? - 1,075 so far.
0:04:58 > 0:05:04- How many people have you cooked for? - Well, a student from the USA was studying in Oxford.
0:05:04 > 0:05:09So she came and ate with me. That day I had tonsillitis!
0:05:09 > 0:05:15I was in the doctor's when she arrived so my daughter had to go and meet her
0:05:15 > 0:05:20and she had cricked her neck. And I had tonsillitis. But we had a wonderful time.
0:05:22 > 0:05:25- So that's one, then. - No, no, no. Una in Ireland,
0:05:25 > 0:05:30she met up with a lady, Nina. Nina was a lot older than Una,
0:05:30 > 0:05:35but Una said it was as if they were destined to meet.
0:05:35 > 0:05:38I did that. My site was fundamental to them meeting.
0:05:38 > 0:05:44- So you are totally, utterly responsible for connecting Una to "Ena"?!- Yes! Yes!
0:05:46 > 0:05:50You've got to taste this. It's lovely. It's really nice.
0:05:50 > 0:05:54Oh, dear, I've missed one. Nobody said.
0:05:54 > 0:05:56Please help yourselves.
0:05:56 > 0:06:01Such a genial atmosphere rarely prevails in the Den.
0:06:01 > 0:06:05- What's in lava bread?- Seaweed. - Real seaweed?- Yeah. It's got iron.
0:06:05 > 0:06:10- Lovely.- But it's not Vicki's culinary skills that are on offer.
0:06:10 > 0:06:15Peter Jones wants to bring it back to business.
0:06:15 > 0:06:19Vicki, when I want to go and travel somewhere,
0:06:19 > 0:06:25- do I have to pay anything to eat with you?- Oh, right. First, you would go on the search engine.
0:06:25 > 0:06:33You would type Spain and the members come up. Some would say they want a fee and some cook for free.
0:06:33 > 0:06:37- OK. So I would then go and meet the family...- Yes.
0:06:37 > 0:06:43- ..have a bite to eat.- Yes. If you come to my house, I'd say, "There's a male voice choir tonight."
0:06:43 > 0:06:48You get local information that you can't get in the usual guidebooks.
0:06:48 > 0:06:55- Vicki...- Yes? - Out of the 1,075 members that you've currently got,
0:06:55 > 0:07:01- how many of those charge? - I can't give you a number, but surprisingly a lot of them don't.
0:07:01 > 0:07:08- And they don't charge because they'll make a friend and feel that friend will reciprocate?- Yes.
0:07:08 > 0:07:09Hmm.
0:07:13 > 0:07:17The Dragons seem to have bought in to Vicki's infectious enthusiasm
0:07:17 > 0:07:22and now Deborah Meaden wants more detail about the business itself.
0:07:23 > 0:07:29- So how are we going to make money out of this?- Deborah, do you mind if I call my daughter, please?
0:07:29 > 0:07:33- She knows all about the figures. - Good idea.- Thank you.
0:07:33 > 0:07:35Georgia!
0:07:40 > 0:07:42- PETER:- Hi, Georgia.- Hiya.
0:07:42 > 0:07:45Hello. Nice to meet you.
0:07:45 > 0:07:49So we've heard about the idea, but not how to make money out of it.
0:07:49 > 0:07:54OK. We believe in three years we can receive 1.3 million members.
0:07:54 > 0:08:01We're going to charge £10 to become verified and we think 2% of the members will take up that offer.
0:08:01 > 0:08:06Also we think we can sell spices, sauces, recipe books in supermarkets.
0:08:06 > 0:08:09- And also advertising.- OK.
0:08:09 > 0:08:13- That's a one-off payment, that £10? - Yes, that's it.
0:08:13 > 0:08:19- How much income would that give you? - A quarter of a million if 2%... - £260,000.
0:08:19 > 0:08:22260. Pretty much quarter of a million.
0:08:26 > 0:08:32Georgia's arrival has brought focus to the Den and revealed a plausible money-making opportunity.
0:08:32 > 0:08:35Theo Paphitis is intrigued.
0:08:35 > 0:08:38Georgia, what do you do?
0:08:38 > 0:08:43Georgia came up with another site. Tell them about your other site.
0:08:43 > 0:08:48- Come on. - Date My Sister. My sister was trying to find a date.- Date My Sister?
0:08:48 > 0:08:54- Yeah, and it was quite... - Did it work?- Yeah. She married someone from the local pub after...
0:08:56 > 0:08:59It didn't work for her.
0:09:00 > 0:09:05Um, OK. What evidence have you got that you can make that
0:09:05 > 0:09:10- into a commercially-viable business? - I looked at other websites.
0:09:10 > 0:09:17I've researched it. I think I've got these figures right. It's either 125 million or billion,
0:09:17 > 0:09:20- it's worth, the tourist industry in this country.- Billion.- Billion.
0:09:20 > 0:09:27And Crashpad, who got taken over the other day, they only had 7,000 members and got taken over by Airbnb
0:09:27 > 0:09:33and I said to Georgia, "They only had 7,000 members. We have 1,000 and we haven't even tried!"
0:09:33 > 0:09:40- So I reckon that it's going to get bigger and bigger and people will take over.- It'll be huge.- Huge.
0:09:40 > 0:09:43OK, so £50,000.
0:09:43 > 0:09:49- What were you intending to do with it?- £20,000 would be on the website.
0:09:49 > 0:09:52- OK.- And £30,000 on advertising.
0:09:53 > 0:09:57£20,000 on the website. What if it costs more?
0:10:03 > 0:10:06The advertising budget would have to go down.
0:10:06 > 0:10:14- We'd have to use more...- We'd have a really nice website, but couldn't tell anybody how to get there.
0:10:16 > 0:10:18Yeah, basically.
0:10:20 > 0:10:28Vicki, Georgia, to do what you want to do is going to cost a lot more than £50,000.
0:10:28 > 0:10:34And then to try to get £260,000 of revenue I think would be very difficult.
0:10:34 > 0:10:39So I'm sorry. I can't invest in you.
0:10:39 > 0:10:45CouchSurfing is huge, Crashpad is huge. We could be huge.
0:10:48 > 0:10:49No.
0:10:49 > 0:10:54You nearly did! You nearly did! You nearly said yes!
0:10:54 > 0:10:56I'm out.
0:10:58 > 0:11:03A dose of reality is finally served up to the enthusiastic entrepreneurs.
0:11:03 > 0:11:08And now Deborah Meaden looks to have made up her mind, too.
0:11:08 > 0:11:15I do get this whole travelling thing. It makes a big difference if you hook up with a local person,
0:11:15 > 0:11:20but I have got experience in a website in this space
0:11:20 > 0:11:25with a lot of traffic and a lot of members and it's still pretty tough to monetise it.
0:11:25 > 0:11:31So I wish I could have found a way because it would be a load of fun, but I don't see the business model.
0:11:31 > 0:11:38- So I'm really sorry. I won't be investing. - But thank you very much.- I'm out.
0:11:38 > 0:11:43- Georgia, can I say it was a real pleasure to have your mum in the Den?- Thank you.
0:11:43 > 0:11:48I do think 1,000 members, you've proved that it works.
0:11:48 > 0:11:53But as a business I don't think that it's there.
0:11:53 > 0:11:58- I'm out, but it's been a real pleasure to meet you.- Thank you.
0:11:58 > 0:12:05Well, Vicki, I think you're fantastic. I'll join your site and have dinner one day at your house.
0:12:05 > 0:12:12But it's not an investment that can give a return, so I've got to say that I'm out.
0:12:16 > 0:12:21Kind words, but no cash. Only Hilary Devey remains.
0:12:21 > 0:12:26Will she see an opportunity where her rivals have not?
0:12:31 > 0:12:32Hmm.
0:12:34 > 0:12:39- I think it's a fantastic idea. - Thank you.
0:12:39 > 0:12:45And if you're telling me that there's no other sites doing this, then I think it's very ingenious.
0:12:49 > 0:12:56And I can think of a lot of ways of generating profit by contacting airlines,
0:12:56 > 0:12:59if you get Eat With A Local vouchers, you know.
0:13:05 > 0:13:12The amount of money that you are asking for, for so little equity, is not a viable proposition.
0:13:14 > 0:13:17If I was to offer you...
0:13:18 > 0:13:20the £50,000
0:13:21 > 0:13:27for 95% of your company, what would you say?
0:13:31 > 0:13:36- We'd give 50% of the business for £50,000.- 50?
0:13:57 > 0:14:00Oh, gosh. Oh, gosh.
0:14:00 > 0:14:02Oh, gosh.
0:14:03 > 0:14:04No.
0:14:04 > 0:14:09- Oh, sausages!- What you're missing is so much commercial acumen here.
0:14:09 > 0:14:14- OK, right.- And £50,000 will not do this, for a kick off.
0:14:14 > 0:14:19- I'm afraid I've got to say I'm out. - Thank you.- Thank you very much.
0:14:20 > 0:14:24A tense finale to a light-hearted pitch.
0:14:24 > 0:14:31Vicki and Georgia may have entertained, but heads rule hearts and they leave with nothing.
0:14:31 > 0:14:35- You could not be unhappy around that woman.- Fabulous.
0:14:35 > 0:14:38- It's all about the person. - Absolutely.
0:14:38 > 0:14:45It was the most intense moment of my life, but then I felt all this love coming from the Dragons.
0:14:45 > 0:14:51- I thought Hilary would invest. - I met her gaze and she met my gaze. "I'm going to invest in you."
0:14:51 > 0:14:57- And I thought she had. I could tell by Georgia's face that she hadn't said that. She didn't, did she?- No.
0:15:03 > 0:15:09It's not unusual for the Dragons to get toilet-based products pitched to them in the Den
0:15:09 > 0:15:11and this year is no exception.
0:15:11 > 0:15:15Scottish entrepreneur Gordon MacSween's is probably the most hi-tech of all those proposals.
0:15:17 > 0:15:24And he hoped his advertising-based invention would be worth a £250,000 investment.
0:15:24 > 0:15:31When people come into a washroom, they'll see entertaining content, interspersed with promotions.
0:15:31 > 0:15:36They're standing in front of the world's first pee-controlled video game,
0:15:36 > 0:15:39which I'll now demonstrate for you.
0:15:39 > 0:15:42As soon as the person starts, it starts.
0:15:45 > 0:15:50To go right, aim right. To go left, aim left.
0:15:50 > 0:15:56- Theo Paphitis was able to sum up the pitch in just one letter. - So your whole USP
0:15:56 > 0:16:01is, in fact, the pee. You really expect anybody here
0:16:01 > 0:16:05to offer you £250,000 for this?
0:16:05 > 0:16:08I am optimistic. You'd expect that.
0:16:08 > 0:16:11- Can I try it?- You can.
0:16:11 > 0:16:16- Tech expert Peter Jones couldn't resist a closer look.- Excuse us.
0:16:17 > 0:16:23- Skiing.- I'm not telling you what you look like!
0:16:23 > 0:16:25- Is that fun, Peter?- It is.
0:16:25 > 0:16:31At the end of the game, it presents a leaderboard. That could be for a whole chain of venues.
0:16:32 > 0:16:36The problem is it's a game that you play when you have a wee.
0:16:36 > 0:16:39No, put it down, Gordon.
0:16:39 > 0:16:45In the end, it was Deborah Meaden who dashed Gordon's dreams of investment.
0:16:45 > 0:16:51Companies who buy them are looking for people to go away and say, "You won't believe what they've got!"
0:16:51 > 0:16:54And I agree that you'll sell some.
0:16:54 > 0:16:59But its novelty is what gives it opportunity.
0:16:59 > 0:17:03I think it will drop off a cliff,
0:17:03 > 0:17:06- so I'm out.- OK.- Good luck.
0:17:09 > 0:17:15Parents with young children often struggle to balance family time with the commitments of work.
0:17:15 > 0:17:19Yusuf Chadun and Shazia Mustafa decided to do something about that
0:17:19 > 0:17:23and think they've come up with a solution that's become a business.
0:17:23 > 0:17:27The only question: will the Dragons think there's money to be made?
0:17:56 > 0:18:03Hi. My name is Shazia Mustafa. I'm the co-founder of Third Door Workhub and Nursery.
0:18:03 > 0:18:06Hello. My name's Yusuf. I'm the co-founder of Third Door.
0:18:06 > 0:18:14We're here today to raise £120,000 in return for 20% equity in our innovative business.
0:18:14 > 0:18:18For many working parents, childcare can be expensive and inflexible.
0:18:18 > 0:18:24If you're a home-based employee having a new baby at home can be great,
0:18:24 > 0:18:26but it can also affect productivity.
0:18:26 > 0:18:34So we found a new solution and working. Third Door is an integrated combined professional workspace
0:18:34 > 0:18:40with an onsite flexible day care nursery. Basically, the parents drop their child off at the nursery,
0:18:40 > 0:18:45walk up the stairs and they're in the workhub - everything you need for a modern office.
0:18:45 > 0:18:50In the last four years, we've taken an idea through to concept, to break even
0:18:50 > 0:18:56and, hopefully, with your investment you can help us to grow. While we've been working, so has our daughter
0:18:56 > 0:19:02under the supervision of our nursery manager. She'd like to show you what she's been doing
0:19:02 > 0:19:06then we'll take any questions you may have. Thank you.
0:19:10 > 0:19:16Husband and wife team Shazia Mustafa and Yusuf Chadun and their four-year-old daughter Esha'al...
0:19:16 > 0:19:22- A dragon.- Thank you. - ..need a £120,000 investment in their office-cum-nursery concept
0:19:22 > 0:19:24for working parents.
0:19:24 > 0:19:30- Thank you very much. - Peter Jones looks impressed, but is it by the business proposition?
0:19:34 > 0:19:36- Hi, I'm Peter.- Hello, Peter.
0:19:36 > 0:19:43It's a very clever tactic to come into the Den with a very, very cute little girl
0:19:43 > 0:19:50and hand out little personal dragons, but getting back into reality of is this a real business,
0:19:50 > 0:19:56what was the cost of set up, how long have you been trading and what's been the return to date?
0:19:56 > 0:20:02OK. So our investment so far has been about £400,000.
0:20:02 > 0:20:09The turnover in our first year was only £58,000. Our loss was about £193,000.
0:20:09 > 0:20:16- Year Two has been £193,000.- Yeah. - With a net loss of £11,000.
0:20:16 > 0:20:21- Yeah.- Year Three, we're projected to make £381,000
0:20:21 > 0:20:27- with a net profit of about £90,000. - And this, your third year, is about to start?
0:20:27 > 0:20:35- Or you're in it now? - It's about to start.- OK. So where have you spent all that money?
0:20:35 > 0:20:37We paid £60,000 rent deposit.
0:20:37 > 0:20:40Our fit out was about £200,000.
0:20:40 > 0:20:44- Wow.- Well, the rent is £60,000 a year
0:20:44 > 0:20:50- and then working capital. - OK. Are you scared?
0:20:50 > 0:20:55- Scared? About...? - About losing that money.- Em...
0:20:55 > 0:21:02It is a risk, it is a new concept, but we believe passionately that there is a market for this.
0:21:02 > 0:21:07- Shazia, Yusuf...- Sorry.- You know I was in the nursery business?
0:21:07 > 0:21:14- I'm struggling to see why you're losing so much money.- OK.- How many children can you accommodate?
0:21:14 > 0:21:17- Twenty-four.- Twenty-four?
0:21:17 > 0:21:21Well, £400,000 to spend for 24 children
0:21:21 > 0:21:26- is too expensive.- OK. - That is a disaster.
0:21:26 > 0:21:30It's not a disaster. It does work. We've seen it work for two years.
0:21:30 > 0:21:34- I'm really sorry to...- OK, you're saying it's not a disaster.
0:21:34 > 0:21:38You've lost £114,000 in three years and it's not a disaster?
0:21:38 > 0:21:42But remember that also includes the office space as well.
0:21:42 > 0:21:49- What office space is there? - We can accommodate up to about 26 workers.
0:21:49 > 0:21:54What do you think the value of your office space is? What rent can you get?
0:21:54 > 0:21:58Em...I'd say more than £1,000 a day.
0:21:59 > 0:22:05Well, it seems to me that you should just close the nursery and rent it out. That's £365,000 a year.
0:22:05 > 0:22:10That's not our business. It isn't just the rental of office space.
0:22:10 > 0:22:15But a business is an operation that makes money.
0:22:16 > 0:22:20Not the best of starts for the two entrepreneurs
0:22:20 > 0:22:25as industry expert Duncan Bannatyne berates their business plan.
0:22:25 > 0:22:29Will they fare better under the scrutiny of Deborah Meaden?
0:22:29 > 0:22:33Hi, guys. Hi. Do you know, I think it could work?
0:22:33 > 0:22:38There is a lot of office space around and what you've tried to do
0:22:38 > 0:22:41is add a reason for people to come to your office space.
0:22:41 > 0:22:45So what I'm interested in is the business model.
0:22:45 > 0:22:51- You're in Year Three. You're projecting £381,000-worth of revenue.- Yeah.
0:22:51 > 0:22:57- When does your year end?- August. But we've given you the figures based on when we've been open
0:22:57 > 0:23:02so May to April and then May to April again.
0:23:02 > 0:23:04Does that make sense?
0:23:04 > 0:23:09It gets slightly complicated! It does complicate things slightly.
0:23:09 > 0:23:14It would be nice to say that when I looked at a set of accounts that was my profit figures.
0:23:14 > 0:23:22- So if we looked at your accounts, what would they say?- OK, so the accounts for the end of Year One...
0:23:26 > 0:23:31So there were revenues of about £20,000.
0:23:31 > 0:23:36- And profit or loss of what? - The loss for that Year One...
0:23:36 > 0:23:38Em...
0:23:38 > 0:23:40..was...
0:23:42 > 0:23:45Sorry, let me just think about this.
0:23:45 > 0:23:47Can you help me with this?
0:23:56 > 0:24:00- You've got your accounts there. - I know...- You print them out.
0:24:00 > 0:24:07- The number at the bottom!- I know... - The most important number. You must remember them! Please!
0:24:07 > 0:24:14We do, we do. He's just gone blank at the moment. Can we have a couple of minutes?
0:24:14 > 0:24:17Or do we need to think in front of you?
0:24:18 > 0:24:21- DEBORAH: - Shall we?
0:24:21 > 0:24:23That's fine. Go to the back of the room.
0:24:23 > 0:24:26Come on, come on.
0:24:26 > 0:24:32Well, this is unusual. Conversations at the back of the Den normally centre around negotiation strategy,
0:24:32 > 0:24:37not discussions about how to rescue an ailing pitch.
0:24:37 > 0:24:40- I can't remember. - I've only looked to May.
0:24:40 > 0:24:42What is it, Yusuf?
0:24:48 > 0:24:51Guys, you really do need to do it.
0:24:53 > 0:24:55It's really embarrassing.
0:24:55 > 0:25:00Right. OK, what I can definitely tell you
0:25:00 > 0:25:06from September, 2011, to date, we have made £131,000 turnover.
0:25:06 > 0:25:11The two numbers before is what we can't remember because we focused on the others.
0:25:11 > 0:25:14The loss on that was...
0:25:14 > 0:25:19Do you remember the loss? The other two numbers on the...
0:25:19 > 0:25:23- They're getting fed up with us. - Yeah, I know.
0:25:23 > 0:25:25HE WHISPERS
0:25:30 > 0:25:34- I think this hasn't gone as you expected it to go.- No.
0:25:34 > 0:25:39One thing I will say to you, if you're going out to investors,
0:25:39 > 0:25:46you do not have long to get their attention. You need to focus on the things you need to say
0:25:46 > 0:25:53and you need to deliver them in a way an investor expects them to be delivered to them.
0:25:53 > 0:25:58That's where you've gone wrong here, which I think is a shame.
0:25:58 > 0:26:02- So I won't be investing. I'm out.- OK.
0:26:05 > 0:26:11It took courage to request a time-out in the Den, but sadly it hasn't paid off.
0:26:11 > 0:26:17More bad news, it doesn't look like Hilary Devey is in the mood to offer any relief.
0:26:19 > 0:26:25I've got so many numbers written down here and year ends and months, I don't know where I'm up to.
0:26:27 > 0:26:32Tell me how you did your research to get your first batch of clients.
0:26:32 > 0:26:36We wanted to quantify what the need was for that idea...
0:26:36 > 0:26:41- What did you discover? - What we discovered was there was five target segments.
0:26:41 > 0:26:46We then went to market by creating advertising and marketing material
0:26:46 > 0:26:52- attracting those potential individuals based on their... - Yeah, I can feel my foot tickling.
0:26:52 > 0:26:56- Over a period of time, we then... - Did you do a business plan?
0:26:56 > 0:27:01- Yeah.- So you would have identified that rental of office accommodation
0:27:01 > 0:27:06was far more profitable than what operating a nursery was.
0:27:06 > 0:27:11- You did?- Mm-hm. - So why the hell didn't you do that?!
0:27:11 > 0:27:16- Why didn't we do just the office? - Yeah!- Everyone else is doing the office only...
0:27:16 > 0:27:23But you've just stood here and said that you could command a rental income of...
0:27:23 > 0:27:27- £1,000 a day revenue, minimum. - Yeah.
0:27:27 > 0:27:34We go into business to make profit, do we not? So the most profitable part would be rental of offices
0:27:34 > 0:27:41and you wouldn't have had those losses had you not gone into that nursery.
0:27:41 > 0:27:44But we needed to make a loss before we could break even.
0:27:44 > 0:27:49It's not just my foot itching. I'm getting really frustrated here.
0:27:49 > 0:27:55- Sorry. Can I ask why you're getting frustrated?- I'm getting frustrated because you've ignored
0:27:55 > 0:28:02the most commercial, profitable part of that business plan and pitched the most unprofitable part.
0:28:02 > 0:28:07- And can't even remember the figures! - OK, let's...
0:28:07 > 0:28:10I'm very sorry. I'm out.
0:28:12 > 0:28:19A severe dressing down from Hilary Devey as the shell-shocked couple lose a second Dragon.
0:28:19 > 0:28:24Their time in the Den looks to be drawing to a close.
0:28:25 > 0:28:27What can I say?
0:28:27 > 0:28:33It beggars belief that you can't remember basic numbers.
0:28:34 > 0:28:39I've got a degree in Maths, believe it or not(!)
0:28:39 > 0:28:43- And...- I can't believe you just said that.- I know, I know.
0:28:43 > 0:28:49- This is really embarrassing. I'm sorry.- OK, it is difficult working from home all the time.
0:28:49 > 0:28:53You do need to get out to get some clarity of thought. That made sense.
0:28:55 > 0:29:00But I...I can't invest in you because you just haven't given me enough information.
0:29:00 > 0:29:06- Yeah.- You haven't given me the clarity of a business plan to put money in and get a return.
0:29:06 > 0:29:11- So I'm afraid...- OK.- ..I'm out. - Thank you, Theo.
0:29:11 > 0:29:18OK, the problem is I don't think the concept works. If you think it works, prove it, make a profit
0:29:18 > 0:29:22and operate for a couple of years before you start raising money.
0:29:22 > 0:29:28But until then I have to say I'm not investing. I have to say where I am and I'm out.
0:29:29 > 0:29:35Guys, I think that you forgot that the most important thing about the business is detail.
0:29:35 > 0:29:41Sometimes the pressure of the Den can get to people and it's clearly got to you.
0:29:41 > 0:29:47- So I'm going to say that I'm out. - Thank you very much. Thank you. - Good luck. All the best.
0:29:48 > 0:29:54An emotionally-charged pitch, but for Shazia and Yusuf not one with the ending they'd hoped for.
0:29:54 > 0:29:57They leave with nothing.
0:30:08 > 0:30:14The Den has proved there's an appetite for making money in some unlikely ventures.
0:30:14 > 0:30:20Business partners Gwen Bailey, Dr Patrick Handley, Graham Morgan and pet dog Spider
0:30:20 > 0:30:24had one to savour for the Dragons. They needed £125,000.
0:30:24 > 0:30:29We are Pawsonality, creators of the dog personality test.
0:30:29 > 0:30:35It's an exciting new way for owners to find out more about their dog's true personality.
0:30:35 > 0:30:43I'm an independent hound who likes to do my own thing. If you want me to behave, you need food and games.
0:30:43 > 0:30:45And that's exactly it.
0:30:45 > 0:30:51Hilary Devey had high hopes it would finally resolve a long-standing four-legged problem of her own.
0:30:51 > 0:30:59I'd like to know why my horse won't move out the stable in the morning until it has a bacon barm cake.
0:31:01 > 0:31:07- Your horse eats bacon?- Yeah. Give him a bacon barm cake with brown sauce and a cup of tea and he comes.
0:31:07 > 0:31:13Peter Jones had a more likely scenario for the entrepreneurs to consider.
0:31:13 > 0:31:17Do I get personal specifics about how to treat my dog
0:31:17 > 0:31:22over a different test that's done by another member of the family?
0:31:22 > 0:31:26We encourage each member of the family to take it.
0:31:26 > 0:31:33Would it not be very confusing? I've got a few dogs and there's seven of us.
0:31:33 > 0:31:39- We'd have about 14 manuals!- The trio didn't need a test to uncover the personality of the Dragons,
0:31:39 > 0:31:46- who all seemed to have investment aversion issues.- In three months, how much have you managed to gross?
0:31:46 > 0:31:52- About £1,700.- Graham, you have a psychometric test for a dog!
0:31:52 > 0:31:55You cannot value it at £1 million. It's crazy.
0:31:55 > 0:32:02This I could have been convinced on, but you have completely got the financial offer wrong.
0:32:02 > 0:32:04I'm out.
0:32:04 > 0:32:11- So far tonight, none of the entrepreneurs have walked away with the Dragons' cash.- Oh, sausages!
0:32:11 > 0:32:18To find out how Vicki and Georgia felt about coming so close, press the red button after the programme.
0:32:21 > 0:32:25When planning their pitch, entrepreneurs have a choice -
0:32:25 > 0:32:31do they adopt a serious, formal delivery or go all out and bring a bit of spectacle to the Den?
0:32:31 > 0:32:36Our next entrepreneur, 32-year-old Andy Robertson, is firmly in the second camp.
0:32:44 > 0:32:45Hello.
0:32:49 > 0:32:51Phew!
0:33:05 > 0:33:06Hello.
0:33:06 > 0:33:12My name's Andy, but everyone calls me Sandy because of what I do.
0:33:12 > 0:33:18I'm here today to ask for £100,000 for 10% of my company, Dirty Beach.
0:33:19 > 0:33:24Six years ago, I was homeless in London
0:33:24 > 0:33:29and I made a sand sculpture just for fun on the Thames. And someone threw a pound at me.
0:33:29 > 0:33:34So I kept doing it and it's turned into my full-time job, my career,
0:33:34 > 0:33:41I travel round making sculptures. I built an installation for Brad Pitt in the Cannes Film Festival.
0:33:41 > 0:33:44I've done some work with Banksy.
0:33:44 > 0:33:50I've done all sorts. I've made the world's largest sand sofa with Dexter Fletcher.
0:33:50 > 0:33:53So I go round to festivals, events.
0:33:53 > 0:33:58We don't make much money. The Isle of Wight Festival paid us £2,500 to go there.
0:33:58 > 0:34:04We made £2,500 selling music. But if we sell drinks, food, tea, coffee, sandwiches,
0:34:04 > 0:34:07we can make a lot of money at these festivals.
0:34:07 > 0:34:15So this is what I'm asking from you today. 100 grand in this...beach company.
0:34:15 > 0:34:17I'll have a quick look at this.
0:34:20 > 0:34:24- By bringing a bit of the seaside into the Den...- It really is sand!
0:34:24 > 0:34:29..South Londoner Sandy Robertson hopes to catch the Dragons' imagination.
0:34:29 > 0:34:35Having spent six years creating sand sculptures for free, he now believes there's money to be made
0:34:35 > 0:34:40from the crowds they attract. He needs £100,000 to put his plan into action.
0:34:40 > 0:34:45Andy/Sandy... I have three questions for you.
0:34:45 > 0:34:53- Yeah.- Number one. Where did you get your hat?- This was a present from my girlfriend.- Can I have a look?
0:34:59 > 0:35:04- If it gets windy...- Does it suit me? - Very apt. I'd keep it if I was you.
0:35:04 > 0:35:08- Yeah, I quite like that. So it's £100,000 for the hat?- Yes.
0:35:08 > 0:35:14- And my time and my company. - Right. Well, we'll keep that in abeyance for the moment.
0:35:14 > 0:35:18Number two. What do you wear under your kilt?
0:35:18 > 0:35:24- Em, I don't wear anything under the kilt.- Really? That's a bit dangerous with sand!
0:35:24 > 0:35:31And number three... which part of the business are you actually asking for investment in?
0:35:31 > 0:35:37This is the thing. If you have a bar, a lot of the expense is the venue that it is,
0:35:37 > 0:35:42but we could run a beach bar and run it from a little shack,
0:35:42 > 0:35:48but you can still cater hundreds, thousands. We just expand by building more sofas.
0:35:48 > 0:35:50Sandy...
0:35:51 > 0:35:57I think what you're suggesting is that you could open a beach bar and save a lot of money
0:35:57 > 0:36:02- because instead of buying furniture you would make it from sand.- Yeah.
0:36:02 > 0:36:06This is the draw to the beach bar, yeah.
0:36:06 > 0:36:13So pop-up bars at festivals and events and they could be anywhere on the planet where there's an event
0:36:13 > 0:36:17or where there's sand or we can put it in if it's not. At Glastonbury,
0:36:17 > 0:36:20if we had a beach bar there, it could make a killing.
0:36:20 > 0:36:27OK, so you're going to ship sand to Glastonbury, build sand beaches and sell beer?
0:36:27 > 0:36:29Yeah.
0:36:29 > 0:36:32You cannot be for real, Sandy.
0:36:32 > 0:36:38It seems Sandy's business vision isn't shared by an incredulous Duncan Bannatyne.
0:36:38 > 0:36:44Can the quirky entrepreneur remain upbeat and convince Theo Paphitis of his sand-sculpting scheme?
0:36:45 > 0:36:49Sandy, we're here to make money.
0:36:49 > 0:36:53And to invest in people who can show us how they're going to make money,
0:36:53 > 0:36:59not if we give them our 100 grand that they're going to go around saying, "Oh, I might do this.
0:36:59 > 0:37:05"You know, I did make some money once. I don't know where it went. Hey, cool."
0:37:05 > 0:37:09- That's nonsense. Have you got a business plan?- Yes.
0:37:09 > 0:37:13What is the business plan that will make me a return?
0:37:13 > 0:37:19I've done a lot of travelling and found some good sites that are perfect for a permanent beach bar.
0:37:19 > 0:37:25So Miami would be a great place. And there's a beach bar in St Tropez
0:37:25 > 0:37:30- where they count their good days... - Stop. Let me give you a clue here.
0:37:30 > 0:37:37A business plan does consist of some words, but alongside those words there's some numbers, right?
0:37:37 > 0:37:44I spoke to a guy who runs a bar at a festival and they turn over 70 grand in the weekend.
0:37:45 > 0:37:49I spoke to a guy who is a nuclear physicist!
0:37:49 > 0:37:53It doesn't mean I know anything about being a nuclear physicist.
0:37:54 > 0:37:57You know what, Andy?
0:37:57 > 0:38:01By all means come in here, quirkily dressed,
0:38:01 > 0:38:07showing your skills. You're obviously bright, obviously talented.
0:38:07 > 0:38:13But - and there's a big but - what you haven't got is a detailed plan
0:38:13 > 0:38:19of how you're going to make this money, how we'll get our return and what a great business we'll build.
0:38:19 > 0:38:22You haven't done that today.
0:38:23 > 0:38:30- It's very disappointing.- OK. - So I'm going to wish you luck, but I'm afraid to say I'm out.
0:38:30 > 0:38:35Not good for Sandy as his business dream receives short shrift.
0:38:35 > 0:38:41Will he fare any better under the scrutiny of Deborah Meaden?
0:38:42 > 0:38:47- So how much do you think you value this business at? - I value it at £1 million.
0:38:47 > 0:38:48Yeah.
0:38:48 > 0:38:54Now to support a business valued at £1 million, there's got to be some numbers that tell an investor
0:38:54 > 0:39:01this is going to be worth putting my cash in because you are going to get a return.
0:39:01 > 0:39:07So take one bar. What have you got to do? How much money will it take to do that? How much will you earn?
0:39:07 > 0:39:12To set up, I'd like to put about 50, 60 grand into the beach bar
0:39:12 > 0:39:17and then we could be turning over five, ten grand a night.
0:39:17 > 0:39:21- What kind of margins?- I think we're talking about... Numbers(!)
0:39:21 > 0:39:26I've got them all written down. I do know a lot about bars.
0:39:26 > 0:39:33- My parents owned a few pubs in the Midlands, so I grew up in pubs. - So what are the normal margins
0:39:33 > 0:39:35when you're running a bar?
0:39:35 > 0:39:40Er...I can't remember off the top of my head.
0:39:40 > 0:39:44Sandy, I'll tell you, to get investment you have to have something that I can't do.
0:39:44 > 0:39:48You've got that. I can't do that.
0:39:48 > 0:39:54But that doesn't make the money. The mechanics of making the money sits around running the bars,
0:39:54 > 0:39:58getting the licences, having all of the knowledge about running bars.
0:39:58 > 0:40:05That's the bit that makes the money, that gives you your USP. But you don't know how to do it.
0:40:05 > 0:40:11- That's because I've never ran a bar in my life.- That's my point! - I've worked in bars...
0:40:11 > 0:40:15- That's my point.- Yeah.- You don't even know what the margins are.
0:40:18 > 0:40:21I'm out.
0:40:21 > 0:40:25A second Dragon walks away from the deal
0:40:25 > 0:40:30and the once-optimistic Sandy is now looking shell-shocked, but three Dragons still remain.
0:40:30 > 0:40:35Will Peter Jones see opportunity where his rivals have not?
0:40:35 > 0:40:43Sandy, I think they're pretty tough on you. I actually personally think it is an amazing piece of art.
0:40:44 > 0:40:47And actually I can see
0:40:47 > 0:40:51a hotel, for example, saying,
0:40:51 > 0:40:56"For two or three nights, we would like to have somebody come in and sculpt for a gala night
0:40:56 > 0:40:59"the most amazing beach sculptures."
0:40:59 > 0:41:06- I get that.- Yeah. - But the issue is the beach bar will never make money.
0:41:06 > 0:41:08Drop it.
0:41:08 > 0:41:13You will be far better to keep doing what you're doing because it gives you
0:41:13 > 0:41:17what you're good at, but at the same time it gives you an income.
0:41:18 > 0:41:23I can't invest because it's not a business at the moment.
0:41:23 > 0:41:28- So I'm going to say I'm out, but I'm going to wish you the very best of luck.- Sandy...
0:41:28 > 0:41:32- How old did you say you were? - 32.- 32.
0:41:32 > 0:41:38Well, you know, when I was 29 I virtually lived on a beach in the Channel Islands.
0:41:38 > 0:41:45I had no money. And I decided that I was going to start making money because I wanted to have children
0:41:45 > 0:41:49and children need clothes and food so my whole life changed at 30.
0:41:49 > 0:41:54But then I found that I enjoyed business so I kept doing business
0:41:54 > 0:41:58and it was great, but the money was a sideline to enjoying the business.
0:41:58 > 0:42:05Em, I can see you're enjoying life, but I just can't see you enjoying the business or making money.
0:42:05 > 0:42:10- So for that reason I'm out. - All right.
0:42:12 > 0:42:17Sandy, I don't want you to look so dejected because I tell you,
0:42:17 > 0:42:21if nothing else, you've made me laugh and brightened my day up.
0:42:21 > 0:42:26- That's made me happy. - But it's not investable,
0:42:26 > 0:42:32- so I've got to say I'm out, but don't give up, you know. - All right, thanks.
0:42:34 > 0:42:40So it's all over for Sandy. He dared to dream but these Dragons deal only in reality.
0:42:40 > 0:42:43He leaves with nothing.
0:42:46 > 0:42:54I came prepared with the business plan and my numbers, but I didn't have the bar numbers in my head.
0:42:54 > 0:42:57I should have wrote them down on my hands.
0:43:03 > 0:43:09Other entrepreneurs who tried and failed in the Den included Lancaster-based Nikki Hesford,
0:43:09 > 0:43:12who put on a show for the investors.
0:43:14 > 0:43:17She wanted £50,000 of the Dragons' cash.
0:43:21 > 0:43:27The business was formed after realising there was a need for lingerie clothing, swimwear,
0:43:27 > 0:43:30everything for ladies with big boobs.
0:43:30 > 0:43:35- Whilst four Dragons did their best to assess Nikki's business... - What you're saying is
0:43:35 > 0:43:41- all the big brands of lingerie are missing the point? - There's only one brand in the world
0:43:41 > 0:43:43manufacturing for big-busted ladies.
0:43:43 > 0:43:47So can you give me some insight into the trading figures?
0:43:47 > 0:43:50So far we've turned over just short of £30,000.
0:43:50 > 0:43:55Nikki, you are desperate to talk to the Dragon to my right.
0:43:55 > 0:44:01Entrepreneur be warned. Pitching to such an expert in your field can be a high-risk strategy.
0:44:01 > 0:44:07You're obviously incredibly passionate, but why do you think a lot of people stop at DD?
0:44:07 > 0:44:10It's obviously the safer market.
0:44:10 > 0:44:14You can grade a bra up to DD, the same fabrication.
0:44:14 > 0:44:20The minute you go over DD, the cost of manufacturing goes up, your margin gets hit.
0:44:20 > 0:44:23It's a totally different bra.
0:44:23 > 0:44:29- You're not going to make the sort of numbers that you think. I'm out. - Thank you, Theo.
0:44:31 > 0:44:34Next were business partners Al Campbell and Gerard Dare
0:44:34 > 0:44:39who needed £75,000 for their handy, on-board exercise invention.
0:44:41 > 0:44:45Combating the risk of DVT in flight,
0:44:45 > 0:44:50a work out in just a couple of minutes will ensure good blood flow even while sitting.
0:44:50 > 0:44:55As frequent flyers, the multi-millionaires were keen to test their claims.
0:44:55 > 0:45:01- Am I doing this right? It don't seem to be doing anything! - Yeah, that's all it does.
0:45:01 > 0:45:06This is just another way to exercise on a plane. It gives you a focus.
0:45:06 > 0:45:10- How long were you designing this? - About five or six years.
0:45:10 > 0:45:12- Five or six years?- On and off.
0:45:12 > 0:45:17In the end, it was fitness expert Duncan Bannatyne who had the final word.
0:45:17 > 0:45:21OK, I can be very, very kind
0:45:21 > 0:45:26or very, very nasty. I'll be nasty first.
0:45:26 > 0:45:29It's fantastic. You'll make a fortune.
0:45:29 > 0:45:36Or I can be kind and say it's a complete and utter waste of time and money
0:45:36 > 0:45:40and, for that reason, I'm out.
0:45:43 > 0:45:49Business is all about relationships and here in the Den we've seen quite a few of a personal kind -
0:45:49 > 0:45:52husbands and wives trying to start a business together.
0:45:52 > 0:45:56So let's see how the next couple fare. Geoff and Colette Bell.
0:46:23 > 0:46:28- Hi, Dragons. My name is Geoff Bell. - Hi. My name's Colette Bell.
0:46:28 > 0:46:33Today we're here to ask for £75,000 for a 15% investment
0:46:33 > 0:46:36in our business, Shampooheads.
0:46:36 > 0:46:39Together, Geoff and I have three children, Annie, Rosie and Robert.
0:46:39 > 0:46:44And it is really down to the fact that, em...
0:46:44 > 0:46:49- (Shampoo.) - ..Shampooheads as a brand, er...
0:46:50 > 0:46:54..was, em, developed by us
0:46:54 > 0:46:58with regard to our children as the main focus of the brand.
0:46:58 > 0:47:04Our market research shows us that children from the age of 2 can instantly recognise characters
0:47:04 > 0:47:06and it plays a place in their minds.
0:47:06 > 0:47:11And we think bath time is the time for children and parents to talk.
0:47:11 > 0:47:17At present, we are registered within the UK. We also have the brand registered in Europe
0:47:17 > 0:47:24and the United States of America. We also own all the domain names for the characters and Shampooheads.
0:47:24 > 0:47:32We believe we have a fantastic brand, a fantastic product and that we're a great team.
0:47:32 > 0:47:36We'll be happy to take any questions.
0:47:38 > 0:47:42A few nerves on show from Tyneside couple Geoff and Colette Bell,
0:47:42 > 0:47:48but they hope the Dragons will see potential in their character-based shampoo range for children
0:47:48 > 0:47:54and invest £75,000. They're offering 15% in return.
0:47:55 > 0:47:58Hilary Devey looks impressed.
0:47:59 > 0:48:06- Brilliant idea. Love it.- Thank you. - You know, I look back to when my son was a baby.
0:48:06 > 0:48:11- It was terrible to try to get him in the bath.- Yeah, yeah.- That's...
0:48:11 > 0:48:15So I've got Awesome Annie here. What's she like?
0:48:15 > 0:48:22She's our daughter, but she's the role model. The one everyone looks up to, confident, the eldest child.
0:48:22 > 0:48:24She takes after her mum.
0:48:26 > 0:48:30Is there a specific reason why the product can only be used at age 2?
0:48:30 > 0:48:35- Em...- The brand is actually to be for children from age 2 to 6.
0:48:35 > 0:48:41Only because the pump is a child-friendly pump, so it's a measured amount
0:48:41 > 0:48:46- to create the independence.- But not leaving a two-year-old in the bath? - Not at all, no.
0:48:46 > 0:48:51It's been all tested in other areas like dermatologically, tear-free.
0:48:51 > 0:48:57- So it is clinically-approved?- Yes. We paid a lot of money to have that done.- We've left no stone unturned.
0:48:57 > 0:49:04- Tell me where you're at, at the moment?- We've got 41,000 units for the UK's leading chemist chain
0:49:04 > 0:49:06in 483 stores across the UK.
0:49:06 > 0:49:11- Which stores?- It's Boots. - Boots. So Boots have already
0:49:11 > 0:49:14- given you an order for 41,000 units? - Yeah.
0:49:18 > 0:49:24The backing of a high street multiple is bound to go down well with any cash-hungry investor.
0:49:24 > 0:49:30Now retail magnate Theo Paphitis wants to drill down further into the detail of that deal.
0:49:33 > 0:49:39- So there's 41,000 units on the way to their head office now to be distributed?- Yeah.
0:49:39 > 0:49:45- How much is the cost price per unit? - The brand itself, it retails at £2.99.
0:49:45 > 0:49:50- Yeah. - It costs us to manufacture, on average, about 65p per unit.- Yeah.
0:49:50 > 0:49:54- And we make 45p off each unit. - Approximately.
0:49:54 > 0:49:58- So you're selling it to them for £1.10?- £1.10.
0:49:58 > 0:50:03And they've given us a promotional site within the store to launch it as a new product.
0:50:03 > 0:50:08- Have you got a gondola end? - A mid-size gondola.- Brilliant.
0:50:08 > 0:50:13- Did you have to pay them for that? - No.- They gave you that free? For how many weeks?- Four.- Four.
0:50:13 > 0:50:19- Wow.- We know how much that's worth. - A lot. They obviously believe in the product.
0:50:19 > 0:50:24- They're really excited about this. - OK, so have they given you a forecast?
0:50:24 > 0:50:30- They say they're going to be selling two per week per store. - So that's 1,000 a week.- Yeah.
0:50:30 > 0:50:35- OK, thank you. - Colette, Geoff, hi.- Hi, Deborah.
0:50:35 > 0:50:39So far, amazing. So why do you need the cash?
0:50:39 > 0:50:46We haven't got a huge cash flow. We built this business from scratch with any spare cash we've had
0:50:46 > 0:50:51- and we've also borrowed money from my father.- So how much cash have you used so far?
0:50:51 > 0:50:53Up to now about £60,000.
0:50:53 > 0:50:57And do you have any loans other than from your father?
0:50:57 > 0:51:03We've kind of exhausted everything that we can do from the people that we know.
0:51:03 > 0:51:07We know you could help us take this as far as we want it to go.
0:51:07 > 0:51:10We love it, we really believe in it.
0:51:10 > 0:51:16It's really our dream to create the world's most successful children's haircare brand.
0:51:18 > 0:51:23Geoff and Colette have yet to put a foot wrong in the Den
0:51:23 > 0:51:30and the Dragons are clearly enthralled. What's their background? Duncan Bannatyne wants to know.
0:51:32 > 0:51:38- Geoff, Colette, is this your first business?- Yeah. - What did you do before?
0:51:38 > 0:51:43- I've worked in professional haircare for 14 years.- For whom?
0:51:43 > 0:51:50L'Oreal Professional for a number of years. And more recently the Mascolo Group, who own Toni and Guy's.
0:51:50 > 0:51:55I have just handed my notice in because this is what I believe in.
0:51:56 > 0:51:58Hmm. OK.
0:52:00 > 0:52:05- You've done extremely well. - Thank you.- Thank you.
0:52:07 > 0:52:13I've got a funny feeling you might end up with five offers in a minute.
0:52:29 > 0:52:32The couple seem to have silenced the rival investors.
0:52:37 > 0:52:41No Dragon is prepared to break cover.
0:52:51 > 0:52:53Right.
0:52:54 > 0:52:57What would you like?
0:52:58 > 0:53:04If you had a magic wand, you come into the Den, you've done the painful bit,
0:53:04 > 0:53:11- what would you like to come out of this now?- We want the right investor to be as passionate as we are.
0:53:12 > 0:53:15Make it the best it can be.
0:53:19 > 0:53:22So who would you like your investment from?
0:53:24 > 0:53:31That's a question I'd ask you. Who thinks they can bring the most to supporting our business and brand?
0:53:40 > 0:53:43I think that the product is fantastic.
0:53:43 > 0:53:48Having kids is quite an interesting thing. I've got five kids.
0:53:48 > 0:53:53I've got two children in the age bracket of the brand,
0:53:53 > 0:53:55so I think that plays a part.
0:53:58 > 0:54:01- DUNCAN: - I think what you've done is great.
0:54:01 > 0:54:06I do have a product that I sell which is not children's,
0:54:06 > 0:54:11- but online I do sell shampoos and things like that.- OK.
0:54:13 > 0:54:19In a remarkable turnaround, it's now the Dragons who are pitching to the entrepreneurs.
0:54:19 > 0:54:24I think your product's great, but, moreover, you two are great.
0:54:24 > 0:54:29- I know I could work with you, I know I could add value.- Thank you.
0:54:29 > 0:54:34But Geoff and Colette have yet to actually receive an offer.
0:54:36 > 0:54:39- THEO: - Right, guys. Moment of truth.
0:54:39 > 0:54:46You've got five Dragons all interested. You're very investable. I don't think anyone would argue.
0:54:46 > 0:54:50If you'd like to work with one of us, speak now.
0:54:53 > 0:54:59- Do you mind if we go to the back for a moment just to discuss it? - No, do that.
0:55:00 > 0:55:03Right. What are we going to do?
0:55:03 > 0:55:06(I think we should go with...
0:55:08 > 0:55:12(But I like Peter as well. He's a dad.
0:55:15 > 0:55:19(Do you think that's the right decision?
0:55:19 > 0:55:21(All right, OK.)
0:55:30 > 0:55:36Thank you, everyone, for listening today. We're really pleased that you like what we've done.
0:55:36 > 0:55:43It's amazing to us that you do because, obviously, you're the experts.
0:55:45 > 0:55:49We'd like to ask for two Dragons if that's OK.
0:55:49 > 0:55:53Obviously, that would be up to yourselves.
0:55:57 > 0:56:00So we would like to ask for Theo...
0:56:02 > 0:56:07..and Hilary, if you would be able to somehow come to an agreement together.
0:56:17 > 0:56:21I-I don't have any issue
0:56:21 > 0:56:23- in backing you two.- OK.
0:56:24 > 0:56:26I'd be quite happy
0:56:26 > 0:56:29to offer you the £75,000
0:56:29 > 0:56:32for 15%, on my own.
0:56:32 > 0:56:33OK.
0:56:34 > 0:56:38And I'd also share it with Hilary,
0:56:39 > 0:56:42but I'm going to be wanting 10%.
0:56:42 > 0:56:43OK.
0:56:46 > 0:56:48Thank you.
0:56:54 > 0:57:01I would be happy to go for the 20%, sharing 10% each with Theo and myself,
0:57:01 > 0:57:04for the full 75K.
0:57:09 > 0:57:11Yeah?
0:57:11 > 0:57:16- Yeah.- We'll gladly accept.- Yeah, we'll gladly accept.- It's a deal!
0:57:16 > 0:57:21Geoff and Colette have done it. It was a somewhat unorthodox negotiation,
0:57:21 > 0:57:26but it resulted in getting two well-connected Dragons on-board.
0:57:30 > 0:57:32- Elated!- Yeah, excited.
0:57:32 > 0:57:37We thought they might offer, but because no one had offered,
0:57:37 > 0:57:41we kind of felt it was a strange situation. "Who do you want?"
0:57:41 > 0:57:43- Well done, you.- Well done, you.
0:57:52 > 0:57:58We quite often see entrepreneurs in the Den suffering from what I call Shaky Start syndrome,
0:57:58 > 0:58:05but some of the most entertaining pitches are those where a nervous beginning has a triumphant end
0:58:05 > 0:58:10and so it was with Geoff and Colette who turned things round so emphatically,
0:58:10 > 0:58:14they actually got to pick any Dragon they wanted.
0:58:14 > 0:58:19For more on why the Dragons were so impressed with them, hit the red button now
0:58:19 > 0:58:25to access behind the scenes interviews with Hilary and Theo. Goodbye.
0:58:26 > 0:58:28Next week in the Den:
0:58:28 > 0:58:33If I've been harsh and you have been listening, it's a great exercise.
0:58:33 > 0:58:36It's absolutely stupid.
0:58:36 > 0:58:38I'm not going to waste my words.
0:58:38 > 0:58:41This looks...such a great business.
0:58:42 > 0:58:45KIOSK PLAYS "Wedding March"
0:58:45 > 0:58:49I can't say I've stood over anybody and watched them saw wood.
0:58:49 > 0:58:55What is going on?! I have never, ever seen... What have you done?!
0:59:07 > 0:59:10Subtitles by Red Bee Media Ltd