0:00:27 > 0:00:30These are the Dragons.
0:00:30 > 0:00:34Wealthy, well-connected, innovative,
0:00:34 > 0:00:36and influential.
0:00:36 > 0:00:38Each week, they make or break
0:00:38 > 0:00:42the dreams of dozens of budding entrepreneurs.
0:00:43 > 0:00:46I'm irritated. Yes, I'm blinkin' irritated.
0:00:46 > 0:00:48It's rude.
0:00:48 > 0:00:51- Currently, it's valued at £1 million.- £1 million, yeah.
0:00:51 > 0:00:54I just... I couldn't believe my own maths!
0:00:54 > 0:00:56Oh, guys. I don't know what to do.
0:00:56 > 0:00:59I'd give us a load of money, if I were you.
0:00:59 > 0:01:02If you'd come to my office with this, I think, by now,
0:01:02 > 0:01:05I would have security escort you off the premises.
0:01:05 > 0:01:08I'm just going to leave it there because if I carry on,
0:01:08 > 0:01:10this is going to get messy.
0:01:10 > 0:01:14I think you've got huge potential. I'm going to make you an offer.
0:01:19 > 0:01:23Leisure and marketing expert Deborah Meaden,
0:01:23 > 0:01:26telecoms giant Peter Jones,
0:01:26 > 0:01:31and hotel and health club owner Duncan Bannatyne
0:01:31 > 0:01:35have between them struck deals worth more than £7 million in the Den.
0:01:37 > 0:01:40But ready to fight for the next shrewd investment
0:01:40 > 0:01:45is the creator of her own world-renowned interior design brand, Kelly Hoppen,
0:01:45 > 0:01:49and Cloud computing pioneer Piers Linney.
0:01:51 > 0:01:54The multimillionaires will give entrepreneur
0:01:54 > 0:01:57just three minutes to pitch their idea and then interrogate them
0:01:57 > 0:02:01on every aspect of their business.
0:02:01 > 0:02:03To face them takes nerve and vision,
0:02:03 > 0:02:06so who will leave with the Dragons' money?
0:02:14 > 0:02:17Welcome to the Dragons' Den.
0:02:17 > 0:02:20Tonight, the Den reopens its doors to a fresh batch
0:02:20 > 0:02:24of cash-hungry entrepreneurs. The stakes are high.
0:02:24 > 0:02:28Succeed and they secure the backing of a multimillionaire investor,
0:02:28 > 0:02:30fail and they leave with nothing.
0:02:31 > 0:02:33And we start with an inventor
0:02:33 > 0:02:37who wants to bring the bath into the 21st century.
0:02:37 > 0:02:39Will the Dragons tap into his vision?
0:02:45 > 0:02:48LIFT PINGS
0:03:13 > 0:03:16Hello, Dragons. My name is name is Fredy Vasilev
0:03:16 > 0:03:20and I'm here to offer you 20% share of my company, Unique Automation,
0:03:20 > 0:03:23in exchange for £1 million of your money
0:03:23 > 0:03:27and an undefined amount of your passion for success.
0:03:29 > 0:03:32- Did you say one million? - £1 million.
0:03:35 > 0:03:39Being a serial inventor, I, Fredy Vasilev,
0:03:39 > 0:03:42set out to create the ultimate modern home.
0:03:43 > 0:03:47There was nothing to automate the bath.
0:03:47 > 0:03:48Nothing.
0:03:48 > 0:03:52You don't go to your email room to check emails,
0:03:52 > 0:03:53you do it from your phone.
0:03:53 > 0:03:56Why should you run a bath and wait for it to happen?
0:03:56 > 0:04:00Over the last seven years, I spent one million of my own money,
0:04:00 > 0:04:05my time...and genius
0:04:05 > 0:04:09to set up the bathroom standard of the future.
0:04:11 > 0:04:16So, with your money, we can start the bathroom revolution in this country.
0:04:16 > 0:04:17Thank you.
0:04:20 > 0:04:26An evangelical pitch from Bulgarian entrepreneur Fredy Vasilev.
0:04:26 > 0:04:29Having requested a massive £1 million investment,
0:04:29 > 0:04:32it's essential that Fredy's claims stack up.
0:04:32 > 0:04:35Duncan Bannatyne is keen for him
0:04:35 > 0:04:38to put his automated bath tub through its paces.
0:04:41 > 0:04:43Let's see a demonstration, now then.
0:04:43 > 0:04:49Here's an example of a bath, which is sliced, to show how it works.
0:04:49 > 0:04:53If I press the button here, the system will take the instructions
0:04:53 > 0:04:57and will deliver the perfect bath for Duncan.
0:04:57 > 0:05:00The system monitors the true activities of the bath,
0:05:00 > 0:05:04so it knows how warm and how deep it is at any moment of time.
0:05:04 > 0:05:08- Perfection is achieved every time. - That's genius.
0:05:08 > 0:05:09That's genius.
0:05:09 > 0:05:11Thank you.
0:05:15 > 0:05:17Genius, it may be, but Peter Jones
0:05:17 > 0:05:23is not convinced that Fredy's latest invention is unique.
0:05:24 > 0:05:26I've got a self-fill bath in Portugal.
0:05:26 > 0:05:31And I can set it exactly the same as yours, on my iPad.
0:05:31 > 0:05:34What does yours do that's different to that?
0:05:34 > 0:05:36There is no other product on the market.
0:05:36 > 0:05:39Hang on, I want to clarify this.
0:05:39 > 0:05:41There is no other product on the market
0:05:41 > 0:05:45that will automatically fill a bath?
0:05:45 > 0:05:49OK, the first product I heard of was in 1999.
0:05:49 > 0:05:53There was a company that did it on timing,
0:05:53 > 0:05:55but working on timing, does not remember presets.
0:05:55 > 0:05:57No, no.
0:05:57 > 0:05:59- There are other products.- Thank you.
0:05:59 > 0:06:03- I could have told you that cos I know there are other products.- Yeah.
0:06:03 > 0:06:07Only because I've got one and it's not complicated.
0:06:07 > 0:06:10And yes, it was ridiculously expensive
0:06:10 > 0:06:13and I did it in a whim, I kind of regret even buying it.
0:06:13 > 0:06:14Do you use it?
0:06:14 > 0:06:17- I don't use it, actually. - Nobody does.
0:06:17 > 0:06:21I build houses for very rich people. Big houses.
0:06:21 > 0:06:26Not once in the last five or six years has anybody asked me
0:06:26 > 0:06:30to have a system like this installed because they're ridiculous.
0:06:30 > 0:06:32It takes five minutes to run your bath.
0:06:35 > 0:06:40Kelly Hoppen has cast serious doubt on the worth of Fredy's product.
0:06:42 > 0:06:47And Piers Linney is eager to test the logic underlying his valuation.
0:06:47 > 0:06:52You spent £1 million and you value the company at £5 million.
0:06:52 > 0:06:54How many have you sold?
0:06:54 > 0:07:00200 systems at a price starting from £5,000.
0:07:00 > 0:07:05- You've actually got orders for those systems?- We've sold them.- To who?
0:07:05 > 0:07:06To rich individuals.
0:07:08 > 0:07:11Fredy, you said you're a serial inventor.
0:07:11 > 0:07:13What have you previously invented?
0:07:13 > 0:07:17I've invented...new ways for many things.
0:07:17 > 0:07:20Is there an invention that you've invented, completed
0:07:20 > 0:07:24- and then you've sold it, on the market?- No.- No, OK.
0:07:24 > 0:07:27So you're not a serial inventor. You're still inventing.
0:07:27 > 0:07:30- May I leave this with you. This is... - Deborah would like to have it.
0:07:30 > 0:07:32Ah, here you are.
0:07:32 > 0:07:35Now, this is another product. It's called the Wow Switch.
0:07:35 > 0:07:39- Fredy, does this do anything, or is that just...?- Just to get a feel...
0:07:39 > 0:07:41So it doesn't do anything, it's just...
0:07:41 > 0:07:43At the moment, it's just a mock-up.
0:07:45 > 0:07:48Wow Switch is just the interface, it's on one of the other products,
0:07:48 > 0:07:51- but it's all based around the same technology.- It's not a product.
0:07:51 > 0:07:54It's a piece of plastic with some icons printed on it.
0:07:54 > 0:07:58The product you're holding is a development kit.
0:07:59 > 0:08:02You've put a serial port in here. Well, this does nothing, does it?
0:08:02 > 0:08:06It's not a product, this is one of your fantasy inventions.
0:08:06 > 0:08:09Piers, there is no fantasy in what I do.
0:08:11 > 0:08:132,000 units of the Wow Switch
0:08:13 > 0:08:18have been specified on a key iconic building in Central London.
0:08:18 > 0:08:19Which one?
0:08:25 > 0:08:27Centre Point.
0:08:29 > 0:08:31What's in Centre Point?
0:08:31 > 0:08:34My office is next-door to Centre Point.
0:08:34 > 0:08:37- It's a new development. - Who's designed it?
0:08:41 > 0:08:43HE SIGHS
0:08:43 > 0:08:46- It's a big design, architectural design company.- Who?
0:08:56 > 0:08:57Conran?
0:08:59 > 0:09:02Conran Estates are developing this property.
0:09:04 > 0:09:08- Let me see the order. Show us the order.- He doesn't have an order.
0:09:08 > 0:09:132,000 will be specified on the Centre Point, which is...
0:09:13 > 0:09:15But you haven't sold them, then?
0:09:15 > 0:09:16- I haven't sold them, no.- OK.
0:09:18 > 0:09:20We're working on it.
0:09:20 > 0:09:23Nothing that you've said has made me feel confident
0:09:23 > 0:09:27that if I gave you £1 million that you would make money.
0:09:27 > 0:09:30Not only do I think it's a ridiculous invention,
0:09:30 > 0:09:31but I don't believe you.
0:09:32 > 0:09:34- You think I'm lying? - You talk in riddles.
0:09:34 > 0:09:37Something is not ringing true.
0:09:37 > 0:09:40I'm definitely not investing in your product. I'm out.
0:09:41 > 0:09:45It's a portfolio of more than five products.
0:09:45 > 0:09:48- I've only told you of one. - Thankfully.
0:09:50 > 0:09:53A clearly exasperated Kelly Hoppen has heard enough.
0:09:54 > 0:09:58But Duncan Bannatyne wants to find out how the Bulgarian bath tub
0:09:58 > 0:10:02entrepreneur intends to dispose of any potential investment.
0:10:04 > 0:10:07How are you going to spend my £1 million...?
0:10:07 > 0:10:12Your £1 million will be spent on, um... A large chunk is marketing.
0:10:12 > 0:10:14Marketing? How much?
0:10:14 > 0:10:18About...almost £200,000.
0:10:18 > 0:10:22200K. OK, keep going, then. What are you spending the rest of on?
0:10:22 > 0:10:26- Um... We need a new office because... - How much is the office?
0:10:26 > 0:10:30- Well, I'm thinking of an office in the Shard.- An office in the Shard?!
0:10:30 > 0:10:33You're going to need more than that!
0:10:33 > 0:10:35Let's get through the whole thing first.
0:10:35 > 0:10:38- I have good reasons for that. - Fredy,
0:10:38 > 0:10:44I don't know if you're absolutely and completely bonkers
0:10:44 > 0:10:46and off your head,
0:10:46 > 0:10:49or if you're just a little bit bonkers and off your head.
0:10:49 > 0:10:55But you're certainly not...in my opinion, worthy of any investment
0:10:55 > 0:10:58of my money, not a single penny. So, I'm out.
0:11:09 > 0:11:11I'm pretty dumbfounded.
0:11:16 > 0:11:19Have you ever...? Actually, I'm fascinated, I'm sorry...
0:11:19 > 0:11:22How many people have handed you a £1 million cheque?
0:11:23 > 0:11:26Somebody from here will be the first time.
0:11:27 > 0:11:29- Oh... - SHE CHUCKLES
0:11:29 > 0:11:31I wouldn't hold your breath...
0:11:33 > 0:11:37..because I don't hand out £1 million cheques.
0:11:37 > 0:11:40I make investments.
0:11:40 > 0:11:42And when I invest in something, I expect somebody to give me
0:11:42 > 0:11:47the respect of explaining to me what their product is,
0:11:47 > 0:11:51what it does, why it has a market and what you need my money for.
0:11:51 > 0:11:56Turnover in the first year, after the investment, will be £3 million.
0:11:56 > 0:11:57Of course it will(!)
0:11:57 > 0:11:59The second year, it will be £10 million.
0:11:59 > 0:12:00Absolutely.
0:12:01 > 0:12:03The third year,
0:12:03 > 0:12:07it will be in the range of 50 million.
0:12:07 > 0:12:08You don't believe me?
0:12:08 > 0:12:12Why would I believe you? I'm irritated.
0:12:12 > 0:12:14Yes, I'm blinking irritated.
0:12:16 > 0:12:18It's rude.
0:12:18 > 0:12:21- Please accept my... - And the day I come to you
0:12:21 > 0:12:23and ask you for £1 million
0:12:23 > 0:12:27I absolutely promise you I will show you the respect of explaining to you
0:12:27 > 0:12:31why what I've got is worth the money.
0:12:33 > 0:12:37I apologise for the negative feelings I've created.
0:12:38 > 0:12:40I guess you can understand that,
0:12:40 > 0:12:43after that little conversation from me,
0:12:43 > 0:12:46I would find it very difficult to invest in you.
0:12:47 > 0:12:49I'm out.
0:12:51 > 0:12:54Three Dragons have now bowed out.
0:12:54 > 0:12:56Time for Peter Jones to have his say.
0:12:57 > 0:13:00If you'd come in here with less of a,
0:13:00 > 0:13:05a sort of...almost a sort of a religious speech,
0:13:05 > 0:13:07I think you might have got a lot further.
0:13:07 > 0:13:10And if you'd had a little bit more humility,
0:13:10 > 0:13:12I think that might have worked as well.
0:13:13 > 0:13:18I can't invest in something like this, or you,
0:13:18 > 0:13:20so I'm going to say I'm out.
0:13:20 > 0:13:23But I do think hopefully it's a learning curve today.
0:13:27 > 0:13:29Fredy, if you come to my office with this,
0:13:29 > 0:13:31I think, by now,
0:13:31 > 0:13:35I would have had security escort you off the premises.
0:13:36 > 0:13:39You don't know your numbers. You don't know your products.
0:13:39 > 0:13:42You don't your market. And you want £1 million.
0:13:42 > 0:13:47I have been around a roundtable of the global players in this market,
0:13:47 > 0:13:50with the top ten companies in the world,
0:13:50 > 0:13:52from Japan to America,
0:13:52 > 0:13:56I've been sitting and discussing their future products.
0:13:56 > 0:13:58Some of the reflections you see in their products
0:13:58 > 0:13:59may be influenced by me.
0:13:59 > 0:14:02Listen, I think you just... It's just unbelievable, actually.
0:14:02 > 0:14:05I'm just pretty upset, but I'm just going to leave it there,
0:14:05 > 0:14:08because if I carry on it's going to get messy.
0:14:08 > 0:14:09So I'm out.
0:14:10 > 0:14:12- Thank you.- Thank you.
0:14:15 > 0:14:19So Fredy leaves the Den with his prospects of investment
0:14:19 > 0:14:21having disappeared down the plughole.
0:14:21 > 0:14:26Far from impressing the Dragons, his pitch simply irritated them.
0:14:33 > 0:14:35Delusional.
0:14:35 > 0:14:39'I'm a visionary. We are on the forefront of technology
0:14:39 > 0:14:41'in the bathroom. So we're unstoppable.'
0:14:41 > 0:14:44The future is bright.
0:14:44 > 0:14:47The future is Unique Automation and bath-o-matic.
0:14:54 > 0:14:58An overcomplicated product rarely goes down well with the Dragons,
0:14:58 > 0:15:01who would rather keep things simple.
0:15:01 > 0:15:05- That's almost over-engineered. - I just don't understand it.
0:15:05 > 0:15:07I can't get excited about it
0:15:07 > 0:15:11This is the most over-engineered way of holding your pen.
0:15:14 > 0:15:16Duncan Wood was seeking £100,000
0:15:16 > 0:15:21in return for a 20% stake in his company Big Waves.
0:15:21 > 0:15:26Hello. My name is Duncan Wood. My product is an LED face mask.
0:15:26 > 0:15:31It means we can offer colours which are beneficial to the skin
0:15:31 > 0:15:33and not harmful.
0:15:33 > 0:15:36Duncan believed that his beauty product
0:15:36 > 0:15:39offered a hi tech solution to some age-old problems.
0:15:39 > 0:15:41Peter Jones and Piers Linney
0:15:41 > 0:15:44were quick to put his face mask to the test.
0:15:46 > 0:15:49- That looks so weird. - That's the stuff of nightmares.
0:15:49 > 0:15:52So what is this doing now to my skin?
0:15:52 > 0:15:56The red colour is useful for cell regeneration.
0:15:56 > 0:16:00It also stimulates collagen and elastin within the skin.
0:16:00 > 0:16:03It can get rid of fine lines and wrinkles.
0:16:03 > 0:16:06LAUGHTER
0:16:06 > 0:16:09What's so funny?
0:16:09 > 0:16:14Now the blue light is used basically to kill bacteria on the skin,
0:16:14 > 0:16:17so it is used as a treatment against acne.
0:16:17 > 0:16:19I feel like a traffic light.
0:16:19 > 0:16:21Duncan's futuristic face mask
0:16:21 > 0:16:23was a source of some hilarity in the Den,
0:16:23 > 0:16:28but the laughter stopped as soon as the Dragons began to question
0:16:28 > 0:16:30the science behind the product.
0:16:31 > 0:16:33You made a lot of claims there.
0:16:33 > 0:16:37I want the medical proof that one of those lights helps to cure acne.
0:16:37 > 0:16:41Well, there's a whole... There's lots and lots of documents and, er...
0:16:41 > 0:16:45lots and lots of researches have been conducted over the years.
0:16:45 > 0:16:47The Greeks were using light...
0:16:47 > 0:16:49But, Duncan, it wasn't the Greeks
0:16:49 > 0:16:52that were stood in front of me making the promises. It was you.
0:16:52 > 0:16:53- You made the claims.- Yes.
0:16:53 > 0:16:56I'm asking you to back up the claims that you made.
0:16:57 > 0:17:00The beauty entrepreneur's lack of hard evidence
0:17:00 > 0:17:02had troubled Duncan Bannatyne.
0:17:02 > 0:17:09And Kelly Hoppen was concerned by some of the steps necessary to obtain soft skin.
0:17:09 > 0:17:12I have facials and a lot of the places I've been to have facials,
0:17:12 > 0:17:15they have a red light which, strangely enough,
0:17:15 > 0:17:18they never put as close as you're putting it to Peter's face.
0:17:18 > 0:17:20Yes, it is feeling quite hot.
0:17:20 > 0:17:22I think I'm done now.
0:17:24 > 0:17:26Peter, you look fantastic.
0:17:26 > 0:17:30While Peter Jones's appearance might have attracted praise,
0:17:30 > 0:17:32the look of Duncan's product certainly didn't.
0:17:33 > 0:17:36People spend a fortune designing products
0:17:36 > 0:17:39so people actually want to use them.
0:17:39 > 0:17:41It's not just that something does a good thing,
0:17:41 > 0:17:44you've got to produce it in a way that people will actually use it.
0:17:44 > 0:17:46And that, I have to tell you, it looks dangerous.
0:17:46 > 0:17:53The range of...that we are applying to the light is not dangerous.
0:17:53 > 0:17:57But we would advocate that people shouldn't be exposed to it
0:17:57 > 0:17:59for more than 20 minutes.
0:17:59 > 0:18:02Sadly for Duncan, all of the Dragons agreed -
0:18:02 > 0:18:06when it came to achieving the perfect complexion,
0:18:06 > 0:18:09his face mask was a stretch too far.
0:18:09 > 0:18:15There is no scientific proof that this cures acne for definite.
0:18:15 > 0:18:18And very little to say that it even helps it.
0:18:18 > 0:18:22I've never said this before. Duncan, I'm out.
0:18:22 > 0:18:24OK, well, thank you. Thank you all.
0:18:37 > 0:18:40Next into the Den is backpacker Aurora Tyas,
0:18:40 > 0:18:43who recently returned from a round-the-world trip
0:18:43 > 0:18:46with what she believes is a money-spinning idea.
0:18:46 > 0:18:49An item of clothing designed to make life easier
0:18:49 > 0:18:52for her fellow travellers.
0:19:02 > 0:19:05Hello, Dragons. My name is Aurora.
0:19:05 > 0:19:09I'm looking for a £65,000 investment for a 20% stake in my business.
0:19:09 > 0:19:13Pop&Go is a brand of travel and outdoor clothing and equipment
0:19:13 > 0:19:17and its launch product is a new concept of quick dry travel underwear
0:19:17 > 0:19:19called Pop&Go Knickers.
0:19:19 > 0:19:22Pop&Go Knickers is the only quick-dry travel underwear
0:19:22 > 0:19:25with fasteners on the side.
0:19:26 > 0:19:29So you would simply unclip...
0:19:29 > 0:19:31remove the pair,
0:19:31 > 0:19:34pop a fresh pair from your carry pouch...
0:19:35 > 0:19:38..just clip it back on the sides.
0:19:38 > 0:19:41The knickers are currently stocked in 12 independent travel
0:19:41 > 0:19:43and outdoor retailers across the UK.
0:19:43 > 0:19:46Women can go backpacking, hiking, skiing
0:19:46 > 0:19:50and be sure of staying comfortable whilst living their lives to the max.
0:19:51 > 0:19:54I look forward to answering any questions you may have. Thank you.
0:19:56 > 0:20:00An intrepid pitch from globetrotter Aurora
0:20:00 > 0:20:05who's seeking £65,000 in return for a 20% stake in her company.
0:20:06 > 0:20:10But Peter Jones is struggling to get his head around her product.
0:20:13 > 0:20:16How do you take them off without pulling your trousers down?
0:20:16 > 0:20:19In this case, the way I've just demonstrated it,
0:20:19 > 0:20:22you would just lower your trousers to under-crotch level.
0:20:22 > 0:20:26That's if you're in a dirty toilet cubicle in a plane.
0:20:26 > 0:20:28So you would have to be in a toilet cubicle
0:20:28 > 0:20:30so you could pull your trousers down to your knees.
0:20:30 > 0:20:34- Just this much and then you unclip and reclip it.- Right.
0:20:34 > 0:20:38And if you are in a situation where privacy is really an issue,
0:20:38 > 0:20:42then you can actually change by just opening the buttons and the zip
0:20:42 > 0:20:44and sort of sliding it from the front of your trousers,
0:20:44 > 0:20:48reaching under your crotch and then clip it on the side. That's possible.
0:20:48 > 0:20:51So you've got to just put your hands down your trousers and...?
0:20:51 > 0:20:53It depends on the situation.
0:20:53 > 0:20:56You won't do this in Sainsbury's car park. You would get arrested.
0:20:56 > 0:21:00I spent lots of time outdoors and sometimes I'm mountain biking,
0:21:00 > 0:21:03and with ladies on bikes, and I'm just trying to picture
0:21:03 > 0:21:05when they'd actually want to use these,
0:21:05 > 0:21:08because typically they will...surreptitiously change.
0:21:08 > 0:21:10That's right.
0:21:10 > 0:21:12You can, but obviously it's a lot more involved
0:21:12 > 0:21:15if you have to remove everything, balance on your shoes,
0:21:15 > 0:21:20try not to drop anything on the floor, and obviously risk anyone,
0:21:20 > 0:21:25if you are in the outdoors, actually risk having anyone spotting you.
0:21:25 > 0:21:28- If you're climbing Kilimanjaro and you're on a trek for five days...- Come on,
0:21:28 > 0:21:32climbing Kilimanjaro, the last thing you're thinking about is changing your pants.
0:21:32 > 0:21:34- Excuse me. I've climbed Kilimanjaro. - You have?- Yeah.
0:21:34 > 0:21:37- Everybody who climbs Kilimanjaro stays in a tent.- Mm-hm.
0:21:37 > 0:21:39So you get changed in the tent in the evening.
0:21:39 > 0:21:40- It's as simple as that.- Yes.
0:21:40 > 0:21:43But the day is a long day. It's a long day.
0:21:43 > 0:21:45When you're backpacking or climbing,
0:21:45 > 0:21:48you don't have the luxury of changing from head to toe.
0:21:48 > 0:21:51Talk me through the assumptions
0:21:51 > 0:21:54that you've used to build up your business model.
0:21:54 > 0:21:57There's around four million young adults
0:21:57 > 0:21:59who take a gap year every year.
0:21:59 > 0:22:05And there's around 40 million adults who take an activity holiday.
0:22:05 > 0:22:07Which chunk are you going to be able to sell to?
0:22:07 > 0:22:14In year one, I'm targeting to sell 850 packs per month.
0:22:14 > 0:22:18That's across the whole travel and outdoor, military and health and care.
0:22:19 > 0:22:21I get the military.
0:22:21 > 0:22:26If every female soldier was equipped with your underpants,
0:22:26 > 0:22:29then there's a market for it. How far are you down that road?
0:22:29 > 0:22:35I've got someone trialling the products with the troops directly.
0:22:35 > 0:22:39- So it's early stages for that. - Yeah. There's something there.
0:22:39 > 0:22:43- I can see somewhere people might want to use this.- Yes.
0:22:43 > 0:22:46I'm trying to work out how big the opportunity actually is.
0:22:49 > 0:22:51Piers Linney may be intrigued
0:22:51 > 0:22:54by some of Pop&Go's possible applications,
0:22:54 > 0:22:59but Deborah Meaden is unconvinced by the target markets
0:22:59 > 0:23:01that Aurora has identified.
0:23:03 > 0:23:07Even if the military are interested,
0:23:07 > 0:23:10you have completely overestimated the amount
0:23:10 > 0:23:14from dot to even 850 a month.
0:23:14 > 0:23:17Yes, but I have had a lot of interest already
0:23:17 > 0:23:19from all these different areas.
0:23:19 > 0:23:21Travel and outdoor, we're already there.
0:23:21 > 0:23:23- It's just a matter of selling... - But you're not already there.
0:23:23 > 0:23:27It's certainly not going to get you to the millions of pairs of knickers
0:23:27 > 0:23:28you're going to have to sell
0:23:28 > 0:23:31to give an investor a return on their investment.
0:23:31 > 0:23:33Anyway, I could go over, I'm just going to keep...
0:23:33 > 0:23:36I am in touch with Blacks as well, so they might be...
0:23:36 > 0:23:38Being in touch with somebody is very different
0:23:38 > 0:23:40to getting it in their stores.
0:23:40 > 0:23:42It does take time. I am obviously aware of this.
0:23:42 > 0:23:45I'm going to tell you exactly where I am very quickly.
0:23:45 > 0:23:48I don't think the retail market will work.
0:23:48 > 0:23:51I think the military market is going to be, if it happens at all,
0:23:51 > 0:23:54a very long and slow burn,
0:23:54 > 0:23:55and there are plenty of products
0:23:55 > 0:23:58that I've tried to get into the healthcare market
0:23:58 > 0:24:01that I would rate way above this,
0:24:01 > 0:24:05so I won't be investing. And I don't want to waste your time. I'm out.
0:24:06 > 0:24:07OK.
0:24:11 > 0:24:13I get the concept, but,
0:24:13 > 0:24:15even if there is a tiny market within a tiny market...
0:24:15 > 0:24:17- Why tiny? Why tiny?- Because...
0:24:17 > 0:24:20I'm just thinking about all the large outdoor stores.
0:24:20 > 0:24:23It's tiny because the number of people that will look at that
0:24:23 > 0:24:25and think, "That's a great convenience product,"
0:24:25 > 0:24:27the reality is they're not concerned
0:24:27 > 0:24:29that actually they can pop their knickers
0:24:29 > 0:24:31and pull them between their legs and put new knickers on.
0:24:31 > 0:24:34What I've found is that these people are actually always on the lookout
0:24:34 > 0:24:38for the latest gadget or accessory that is going to make a difference.
0:24:38 > 0:24:41Aurora, I actually don't believe in it.
0:24:42 > 0:24:45So I not going to invest in something I don't believe.
0:24:45 > 0:24:46I'm going to talk and go.
0:24:47 > 0:24:49I'm out.
0:24:52 > 0:24:55Two Dragons have now walked away from the deal.
0:24:56 > 0:25:01Will Duncan Bannatyne prove any more willing to make Aurora an offer?
0:25:02 > 0:25:06- I honestly don't believe there's a market there.- I think there is.
0:25:06 > 0:25:08I have sold to the trades.
0:25:08 > 0:25:11I have sold to individuals who have given me feedback.
0:25:11 > 0:25:12But to sell to the trade,
0:25:12 > 0:25:15it's when you sell the second time and the third time
0:25:15 > 0:25:17and they place more orders
0:25:17 > 0:25:19- that you start to get an idea... - That's right.
0:25:19 > 0:25:22..of how many of your product they're going to sell per year.
0:25:22 > 0:25:25But when they take a trial set, the minimum,
0:25:25 > 0:25:27and they don't come back and reorder,
0:25:27 > 0:25:31then selling to the trade hasn't made any dent at all.
0:25:31 > 0:25:33- It hasn't.- That's right. It's part of the process...
0:25:33 > 0:25:36Let me finish. Let me finish. You're not listening.
0:25:36 > 0:25:39You really, really, really need to listen.
0:25:39 > 0:25:43You might think I'm being pretty arrogant, but believe me,
0:25:43 > 0:25:45- I'm trying to help you.- Mm-hm.
0:25:45 > 0:25:51This is not going to ever be worth £65,000, let alone four times that,
0:25:51 > 0:25:53so, for that reason,
0:25:53 > 0:25:56- I'm not going to invest my money and throw it away. So I'm out.- OK.
0:25:59 > 0:26:01You have this thing where somebody's talking
0:26:01 > 0:26:03and you don't even let them finish the sentence
0:26:03 > 0:26:06and you're already talking. It would be good to listen.
0:26:08 > 0:26:11You might be better off selling this on a shopping channel on TV,
0:26:11 > 0:26:14- you know, where you're literally... - That is also my plan.
0:26:14 > 0:26:16..there selling it yourself where you can talk
0:26:16 > 0:26:19and not have anybody talk over you,
0:26:19 > 0:26:23- but it's definitely not something I want to invest in. So I'm out.- OK.
0:26:25 > 0:26:29Four Dragons have now declined the opportunity to invest.
0:26:29 > 0:26:33Only Piers Linney is yet to state his position.
0:26:36 > 0:26:41Aurora, I don't really mind this tunnel vision, in a way.
0:26:41 > 0:26:42I quite like it.
0:26:44 > 0:26:46You are the embodiment of an entrepreneur.
0:26:49 > 0:26:52I think I'd invest in you if you had a different idea probably.
0:26:53 > 0:26:55I'm not going to invest in this.
0:26:55 > 0:26:57So I'm out. What I am going to do
0:26:57 > 0:27:01is connect you with a chap who is a friend of mine,
0:27:01 > 0:27:04he owns the UK's largest outdoor retailer.
0:27:06 > 0:27:09Go and sit down with them. Listen to them.
0:27:09 > 0:27:11And then at least take that feedback on board,
0:27:11 > 0:27:13even if you don't take our feedback on board.
0:27:13 > 0:27:16OK. Thank you very much. Thank you for the opportunity.
0:27:18 > 0:27:23Aurora leaves the Den without the £65,000 she was seeking,
0:27:23 > 0:27:26but with the promise of a valuable industry contact.
0:27:26 > 0:27:30Someone with whom she can discuss her Pop&Go range.
0:27:39 > 0:27:42So far tonight, nobody has succeeded
0:27:42 > 0:27:44in parting the Dragons from their hard-earned cash.
0:27:46 > 0:27:47I'm going to leave it there,
0:27:47 > 0:27:50because if I carry on, this is going to get messy.
0:27:51 > 0:27:55Will any of these entrepreneurs be able to deliver a winning pitch?
0:27:55 > 0:27:59I think you've created a great product.
0:27:59 > 0:28:02And I'd respectfully ask that all four Dragons immediately say
0:28:02 > 0:28:06that they're out so that I can continue a negotiation with you.
0:28:06 > 0:28:07Absolutely not.
0:28:14 > 0:28:18OK, you've done Glastonbury, Reading, the Isle Of Wight,
0:28:18 > 0:28:22you've had T In The Park. What next? The world.
0:28:22 > 0:28:26That's what our next entrepreneurs hope, with a niche holiday business
0:28:26 > 0:28:30aimed at those who want a taste of festival action somewhere in the sun.
0:29:07 > 0:29:08Good afternoon, Dragons.
0:29:08 > 0:29:12My name is Rob Tominey and this is Aden Levin and we are here today
0:29:12 > 0:29:16to pitch for £100,000 for 10% of our company Mainstage Travel.
0:29:16 > 0:29:18Mainstage Travel is a fully bonded tour operator
0:29:18 > 0:29:20and has been operating for two years.
0:29:20 > 0:29:24The internet and low-cost airlines have seen the demise
0:29:24 > 0:29:27of the traditional package holiday model of flight plus accommodation.
0:29:27 > 0:29:30Our packages are different.
0:29:30 > 0:29:34The bottom line to our business model is to sell holidays at a lower price
0:29:34 > 0:29:37than if the customers were to buy each of the elements individually.
0:29:37 > 0:29:40Mainstage owns the fastest-growing youth clubbing brands.
0:29:40 > 0:29:42We operate Magaluf Takeover, Ayia Napa Takeover
0:29:42 > 0:29:45and we co-operate Awaken Ibiza.
0:29:45 > 0:29:48One September we launched our ski festival Snowboxx
0:29:48 > 0:29:50and by January we had completely sold out.
0:29:50 > 0:29:53The festival happened in March and was a great success.
0:29:53 > 0:29:56Later on this year, we'll be launching our new website,
0:29:56 > 0:29:59weareski.com, which is set to take the skiing industry by storm.
0:30:00 > 0:30:03Our marketing is smart and our operation is slick.
0:30:03 > 0:30:07This year we will have over 5,000 people going on holiday with us
0:30:07 > 0:30:10and we have a huge plan for future growth.
0:30:10 > 0:30:13I'm now going to hand you out our brand portfolios
0:30:13 > 0:30:15and I'll be happy to take any questions.
0:30:16 > 0:30:19A no-nonsense pitch from Rob and Aden,
0:30:19 > 0:30:25who are seeking £100,000 in return for a 10% stake in their company.
0:30:25 > 0:30:28But Kelly Hoppen is keen to establish precisely what
0:30:28 > 0:30:31sets their business apart in a crowded market.
0:30:32 > 0:30:35I go to Ibiza a lot, not to club, but I love the place.
0:30:35 > 0:30:40I'm trying to understand what's the difference between your brand
0:30:40 > 0:30:44and, say, the under 20s or over 30s -
0:30:44 > 0:30:47- what was it called?- 18-30.- 18-30s.
0:30:47 > 0:30:52Everything done by the existing large travel agents is SO outdated
0:30:52 > 0:30:54and they just don't get the current market at all.
0:30:54 > 0:30:59Ours are more festival holidays. So they're more of an actual event.
0:30:59 > 0:31:01- They are going... - So it's music related?
0:31:01 > 0:31:02It's much more music-led.
0:31:02 > 0:31:07It's essentially the clubs and outdoor events are our stages
0:31:07 > 0:31:11and the hotels are our campsites. They are essentially festivals.
0:31:11 > 0:31:13And that is what people want at the moment.
0:31:13 > 0:31:15The festivals are... There's a common experience.
0:31:15 > 0:31:18Do people feel as though they're all going together?
0:31:18 > 0:31:21There's a mixture, really, because some people are coming
0:31:21 > 0:31:24just for the deal, and some people come
0:31:24 > 0:31:27because they want to be part of the trip.
0:31:27 > 0:31:29Young people especially want to go on holiday
0:31:29 > 0:31:31where there's going to be people of the same age there.
0:31:31 > 0:31:35Great start. What's the plan?
0:31:35 > 0:31:38Yes, basically we'll be taking the Takeover brand
0:31:38 > 0:31:41that we've developed to other clubbing destinations,
0:31:41 > 0:31:44but the main thing that we're going to do for the summer things,
0:31:44 > 0:31:46is expand on our current capacity.
0:31:46 > 0:31:50So last year we had four weeks in Magaluf. This year we've got eight.
0:31:50 > 0:31:54We've got so much potential to increase that to the full summer,
0:31:54 > 0:31:56to increase the numbers and capacity per week.
0:31:56 > 0:32:00We've already seen our passenger numbers increase by 4,000 from last year.
0:32:00 > 0:32:02How are people behaving in this market?
0:32:02 > 0:32:05Do they keep going back to the same place or do you find them moving between your products?
0:32:05 > 0:32:08There's a lot of people who move between the products,
0:32:08 > 0:32:11so it would generally be, Magaluf would be the entry point
0:32:11 > 0:32:14and then they'd go to Ibiza and then Snowboxx.
0:32:14 > 0:32:18But we have had quite high rates of return customers.
0:32:18 > 0:32:21The rate of returning customers suggests that if people
0:32:21 > 0:32:24do want to come back to these places, they want to come back with us.
0:32:24 > 0:32:29We have also experienced it ourselves, not being past this age -
0:32:29 > 0:32:32past the clubbing holiday age - too far. Er...
0:32:32 > 0:32:36- You're not suggesting I am, are you?- No, I'm just suggesting that maybe three years ago,
0:32:36 > 0:32:40- I might have gone on it. - Cos that could be the moment I just declare myself out.
0:32:40 > 0:32:43Deborah, if you want to come to Ibiza, that's fine. You can come.
0:32:43 > 0:32:44My mum came to Snowboxx.
0:32:44 > 0:32:47Maybe I won't. Thank you very much for the offer. I might sit here!
0:32:49 > 0:32:54A relaxed response to leisure-industry expert Deborah Meaden's questioning.
0:32:54 > 0:32:57Now Duncan Bannatyne wants to get to grips
0:32:57 > 0:32:59with the business's bottom line.
0:33:01 > 0:33:04What do your accounts to October 2012 show?
0:33:04 > 0:33:08- Our accounts show a £60,000 profit. - What about the turnover?
0:33:08 > 0:33:11Turnover - 247.
0:33:11 > 0:33:13And what are they going to show...
0:33:13 > 0:33:14What's your projection for this year?
0:33:14 > 0:33:18This year will be £1.4 million turnover
0:33:18 > 0:33:22and the lower-bound estimate of the profit would be £257,000.
0:33:24 > 0:33:27Hm. That's very interesting. You've done very, very well.
0:33:27 > 0:33:30- Thanks, Duncan.- How old are you? - I'm 24. 25.- 25.
0:33:30 > 0:33:32I knew I wanted to run a business after uni
0:33:32 > 0:33:35and we just said we'd do something together
0:33:35 > 0:33:38and, er, yeah, this is what we did.
0:33:39 > 0:33:41The Dragons are clearly impressed
0:33:41 > 0:33:44by the young travel entrepreneurs' progress to date.
0:33:46 > 0:33:50But Peter Jones is concerned that some of their claims
0:33:50 > 0:33:52are simply too good to be true.
0:33:53 > 0:33:55You're running at nearly 20% margin,
0:33:55 > 0:33:58when the whole of the package-tour industry runs at about 10, 11 average.
0:33:58 > 0:34:00And I'm trying to get to understanding,
0:34:00 > 0:34:04how have you done that and still saved the customer 20% to 30%?
0:34:04 > 0:34:09I guess we're just great at getting the deals.
0:34:09 > 0:34:11We've got really low overheads.
0:34:11 > 0:34:16Our model is, kind of, to go for areas where there's, er,
0:34:16 > 0:34:19things with high fixed costs, low variable costs.
0:34:19 > 0:34:22So, for example, club tickets and lift passes.
0:34:22 > 0:34:27When we're buying them in bulk, we can get such great discounts on them.
0:34:27 > 0:34:31By packaging that in, we're able to offer that great deal.
0:34:31 > 0:34:35You'll have to go back to his office and show him how to run a business!
0:34:37 > 0:34:41So far, Rob and Aden have stood up well
0:34:41 > 0:34:43under the scrutiny of the Dragons.
0:34:43 > 0:34:48But some of the detail they've revealed has troubled Kelly Hoppen.
0:34:48 > 0:34:50In my mind, I'm seeing all these gorgeous young kids
0:34:50 > 0:34:53dressed up as hippies in these wonderful fields,
0:34:53 > 0:34:56and up on the top of the mountain.
0:34:56 > 0:35:01I think my imagination of what I consider your business to be isn't what it is,
0:35:01 > 0:35:05in terms of where people are staying and where they're going.
0:35:05 > 0:35:09Don't let the price fool you. We have everything from two-star to four-star hotels.
0:35:09 > 0:35:13The four-star hotel, including ski pass and festival ticket,
0:35:13 > 0:35:18will be from £350, and the two-star will be from £199,
0:35:18 > 0:35:21- including lift pass and festival ticket.- Do you get a bed for that?
0:35:21 > 0:35:24- You get a bed. - It all seems fantastic.
0:35:24 > 0:35:27The reality is, if there is a disaster of some sort,
0:35:27 > 0:35:30how are you going afford to be able to put that right?
0:35:30 > 0:35:34That is why we require to have 5% of turnover as free cash flow,
0:35:34 > 0:35:38so if one of our hotels does have a catastrophe,
0:35:38 > 0:35:42then we will put on a different hotel somewhere else.
0:35:43 > 0:35:45I don't think I could sleep easy at night.
0:35:45 > 0:35:48I just think the responsibility of something going wrong,
0:35:48 > 0:35:51with that many people booking holidays through you...
0:35:51 > 0:35:54I think you're very brave and I want to wish you luck
0:35:54 > 0:35:57- but I'm afraid I'm out. - Thanks a lot.- Thank you.
0:35:59 > 0:36:03A blow for Rob and Aden who, despite an assured performance,
0:36:03 > 0:36:05have now lost their first Dragon.
0:36:07 > 0:36:10Will Duncan Bannatyne be prepared to offer them the cash
0:36:10 > 0:36:13which will allow their travel business to truly take flight?
0:36:16 > 0:36:19I've got a great picture of the business. That's why I want to make an offer.
0:36:22 > 0:36:24Er... My offer...
0:36:25 > 0:36:32..is subject to the company making £257,000 net profit this year.
0:36:32 > 0:36:35- You've got your out, then!- Yeah, I've got my out. Of course I have.
0:36:35 > 0:36:40If they make 50, then the offer isn't worth it. If they make 257...
0:36:40 > 0:36:42- That's completely fine. - There you are.
0:36:42 > 0:36:44He's got total confidence in his figures.
0:36:44 > 0:36:49- So the caveat is, you must make 257,000 this year.- Fine.
0:36:49 > 0:36:52So, subject to that, I'm going to offer you half the money,
0:36:52 > 0:36:54which is £50,000,
0:36:54 > 0:36:56but I want 12½% of the company.
0:36:57 > 0:36:59OK.
0:37:04 > 0:37:06Oh, guys! I don't know what to do.
0:37:16 > 0:37:18I'd give us a load of money if I were you!
0:37:21 > 0:37:23Guys, I...
0:37:23 > 0:37:24I have a real...
0:37:24 > 0:37:28bugbear, and that is that I can't quite get myself over the line
0:37:28 > 0:37:30with regards to the profitability.
0:37:33 > 0:37:37But that's not to say that it's not a business to invest in.
0:37:42 > 0:37:44I would match Duncan's offer
0:37:44 > 0:37:48of 50,000 for 12½%.
0:37:51 > 0:37:53I think you are very good.
0:37:55 > 0:37:57I'm going to make you an offer
0:37:57 > 0:37:59and I'm going to offer all of the money,
0:37:59 > 0:38:01and I want 25% of the business.
0:38:03 > 0:38:04OK.
0:38:07 > 0:38:11Rob and Aden now have three competing offers to consider.
0:38:11 > 0:38:15But accepting any would mean giving away 15% more equity
0:38:15 > 0:38:18than they were originally offering.
0:38:18 > 0:38:21Time for Piers Linney to show his hand.
0:38:21 > 0:38:23I don't know if you know my background
0:38:23 > 0:38:26but I used to be involved in a business where we ran
0:38:26 > 0:38:28some of the world's largest DJ management, record label
0:38:28 > 0:38:33experiential events with big brands in Ibiza and all round the world.
0:38:33 > 0:38:34Oh, wow!
0:38:34 > 0:38:38The question is, getting somebody excited about 10% - that's the thing.
0:38:38 > 0:38:41You know, actually, sort of, getting out of bed
0:38:41 > 0:38:43and trying to help you do these things that you have to do.
0:38:43 > 0:38:46We don't need much. We just need to be pointed in the right direction.
0:38:56 > 0:38:59Oh, OK, I'll make you an offer.
0:38:59 > 0:39:01So...
0:39:01 > 0:39:03£100,000,
0:39:03 > 0:39:05but for 15%.
0:39:06 > 0:39:07OK.
0:39:13 > 0:39:14- PETER:- Flipping hell!
0:39:14 > 0:39:17- DUNCAN:- Wow! You really undercut us, didn't you?
0:39:17 > 0:39:22- Didn't he, Deborah, eh? - Was that 100,000 for 15%?- Yeah!
0:39:25 > 0:39:28Piers Linney's highly competitive bid
0:39:28 > 0:39:32has caused a stir amongst the more established Dragons.
0:39:32 > 0:39:36But will it be enough to secure him the deal?
0:39:36 > 0:39:37We'll just have a little chat.
0:39:48 > 0:39:50THEY WHISPER
0:39:55 > 0:39:59Er, right. Well, one of the two Dragons we wanted has offered us
0:39:59 > 0:40:01the lowest percentage, so we're going to go for that one.
0:40:01 > 0:40:04- DEBORAH:- Excellent. Well done. - PETER:- Well done!
0:40:04 > 0:40:07- Thanks a lot.- Cheers, mate. Nice one. - Excellent.
0:40:07 > 0:40:08Party on!
0:40:09 > 0:40:12- DEBORAH:- So, which was the other Dragon you wanted, then?
0:40:12 > 0:40:14- You, Deborah.- Damn!
0:40:14 > 0:40:17- Thanks a lot, guys. DUNCAN:- Thank you, guys. Good luck.
0:40:17 > 0:40:20When you realise that Piers isn't very good, just call me.
0:40:20 > 0:40:22I'll help you anyway.
0:40:26 > 0:40:31So, success for Rob and Aden, who depart the Den with £100,000
0:40:31 > 0:40:35and one of the Dragon investors they were seeking.
0:40:35 > 0:40:37Terrible, Piers. You undercut us all there.
0:40:37 > 0:40:41- You had to undercut to get it. It was the right thing to do. - Otherwise I'd never get it.
0:40:41 > 0:40:43The only mistake they made there
0:40:43 > 0:40:46is they did not come back to renegotiate.
0:40:46 > 0:40:49Because if they'd wanted something, they'd probably... But good.
0:40:55 > 0:40:59'The main thing that we have from here is opportunity.'
0:40:59 > 0:41:02That's what Piers has given us and so, yeah, we'll see where it takes us.
0:41:15 > 0:41:18Every entrepreneur who enters the Den
0:41:18 > 0:41:22hopes to savour the sweet smell of success.
0:41:22 > 0:41:24Woo-hoo!
0:41:24 > 0:41:27But the Dragons often find themselves confronted
0:41:27 > 0:41:30with a more varied range of odours.
0:41:32 > 0:41:35Brother-and-sister duo Stuart Kirby and Helen Morris
0:41:35 > 0:41:40were seeking £70,000 in return for a 7% share in their business -
0:41:40 > 0:41:43a new take on the pooper-scooper.
0:41:43 > 0:41:46Simply grab from the garden, place over the waste,
0:41:46 > 0:41:48swiftly push the lever. Whilst clearing,
0:41:48 > 0:41:52it simultaneously sprays a garden-friendly sanitising fluid
0:41:52 > 0:41:56over the affected area, preventing the spread of some of the 23 million bacteria
0:41:56 > 0:41:58- contained in dog waste.- Dragons...
0:41:58 > 0:42:01the future's bright - the future's brown.
0:42:03 > 0:42:06Stuart and Helen were optimistic about their business future.
0:42:06 > 0:42:09But Duncan Bannatyne was keen to discover
0:42:09 > 0:42:12whether that optimism had any basis in fact.
0:42:13 > 0:42:16Let's go over the first year's trading. Tell me what happened then.
0:42:16 > 0:42:21The turnover for year one was 30,000. And a net loss of 29,000.
0:42:23 > 0:42:26You've valued this company at... what?
0:42:26 > 0:42:28Currently, it's valued at £1 million.
0:42:28 > 0:42:31£1 million, yeah. I just... I couldn't believe my own maths.
0:42:31 > 0:42:34Duncan, I'm surprised that you're...
0:42:34 > 0:42:36It is an everyday product.
0:42:36 > 0:42:38There is a need for a device
0:42:38 > 0:42:41that clears waste in gardens more effectively.
0:42:41 > 0:42:45The pet-accessory entrepreneurs believed that their product
0:42:45 > 0:42:48was a boon for the conscientious dog owner.
0:42:48 > 0:42:52But given a price tag of between £50 and £80,
0:42:52 > 0:42:54both Piers Linney and Peter Jones
0:42:54 > 0:42:58felt there were issues with the dooup's design.
0:42:58 > 0:42:59Your handle should be up here.
0:42:59 > 0:43:02So what market are you going to put it into?
0:43:02 > 0:43:04Are you going to sell it Lilliput first or something?
0:43:04 > 0:43:06We tend to lean into the product like that.
0:43:06 > 0:43:10If you're bending down almost to the point of picking up the poo anyway,
0:43:10 > 0:43:12you may as well do it with a carrier bag and you're done.
0:43:12 > 0:43:15- PIERS:- Once I've used it a few times
0:43:15 > 0:43:18around my garden, this is not going to be pretty, is it?
0:43:18 > 0:43:20Well, remember, it stays out in the garden.
0:43:20 > 0:43:22Then your kids are in the garden playing with this.
0:43:22 > 0:43:26- Yeah, right.- The dooup monster.
0:43:26 > 0:43:29Though it wasn't the dooup monster
0:43:29 > 0:43:32that was giving Deborah Meaden cause for alarm.
0:43:32 > 0:43:35Often, the consistency is not as tidy as you had down there
0:43:35 > 0:43:38and it doesn't matter how well you try and pick it up -
0:43:38 > 0:43:40there is residue.
0:43:40 > 0:43:45- Your spray won't deal with that residue.- You'd be surprised.
0:43:45 > 0:43:48I mean, you'll see that it does actually clear softer waste
0:43:48 > 0:43:52a lot more effectively than, say, any other pooper-scooper type device.
0:43:52 > 0:43:53I would be that customer
0:43:53 > 0:43:56and I'm sitting here thinking, "I wouldn't pay that money."
0:43:56 > 0:44:00When it came to Stuart and Helen's pimped-up pooper-scooper,
0:44:00 > 0:44:02the Dragons were all in agreement.
0:44:02 > 0:44:04It simply wasn't that super-duper.
0:44:05 > 0:44:07Have you ever...
0:44:07 > 0:44:10thought about looking in the mirror and saying,
0:44:10 > 0:44:12"Stuart, you need to have a reality check"?
0:44:14 > 0:44:17- It's ridiculous and I'm out. - Thank you.- Thank you.
0:44:21 > 0:44:24I'm really, really surprised.
0:44:25 > 0:44:28I guess it's just about proving them wrong, isn't it?
0:44:36 > 0:44:41There are 83 million mobile-phone subscriptions in the UK.
0:44:41 > 0:44:43That's more than one for each person.
0:44:43 > 0:44:46And it certainly means that one hazard of modern life
0:44:46 > 0:44:49is that of damaging a mobile handset accidentally.
0:44:49 > 0:44:52Well, our next entrepreneur believes he has a solution.
0:45:23 > 0:45:26Hi. My name's Oliver Murphy and I'm here today
0:45:26 > 0:45:30looking for an investment of £50,000 for a 15% equity stake
0:45:30 > 0:45:32in my company Reviveaphone,
0:45:32 > 0:45:35a repair kit for water-damaged phones.
0:45:35 > 0:45:38The reason I started the company was after seeing on Twitter,
0:45:38 > 0:45:42there was a post every minute about someone damaging their phone with water...
0:45:43 > 0:45:46..losing all of their e-mails, important contacts
0:45:46 > 0:45:48and all their personal photos.
0:45:50 > 0:45:52I'll now show you how easy it is to use the repair kit.
0:45:52 > 0:45:56Remove the phone from the water and turn off immediately.
0:45:56 > 0:45:59The quicker you can turn the phone off,
0:45:59 > 0:46:02the more chance you have of repairing the phone.
0:46:02 > 0:46:04Carefully cut the top of the pouch with scissors.
0:46:07 > 0:46:12Place the phone inside with the Reviveaphone solution for seven minutes.
0:46:12 > 0:46:14Seal it up and leave.
0:46:16 > 0:46:20Remove the phone and dispose of the Reviveaphone solution.
0:46:22 > 0:46:27Place the phone back into the pouch with the sachet for 24 hours.
0:46:27 > 0:46:32Once the 24 hours is up, remove the phone from the pouch
0:46:32 > 0:46:35and power up the device. It should be fully restored.
0:46:36 > 0:46:39I have so far had a high success rate with the kit,
0:46:39 > 0:46:42selling 1,300 in the first 10 months of trading.
0:46:42 > 0:46:45From a £400 start-up cost,
0:46:45 > 0:46:49I've turned over £20,000 and taken a net profit of £3,000.
0:46:49 > 0:46:53Thank you for listening. I'll be happy to answer any questions.
0:46:56 > 0:46:58An intriguing pitch from Oliver Murphy,
0:46:58 > 0:47:03whose product demonstration certainly appears to have caught Deborah Meaden's eye.
0:47:04 > 0:47:09Oliver, I feel like I've been watching a magic show.
0:47:09 > 0:47:12That's amazing!
0:47:12 > 0:47:14DEBORAH CHUCKLES
0:47:14 > 0:47:16If only I'd had that about a month ago, when I did exactly that thing,
0:47:16 > 0:47:19which was drop my phone, and I've had to transfer everything.
0:47:19 > 0:47:22Like I say, it looks like magic to me but I'm sure it's not.
0:47:22 > 0:47:25It's not as much magic as it seems. I, er...
0:47:25 > 0:47:30Basically, I wanted to fix water-damaged phones and, er...
0:47:30 > 0:47:33I decided that I'd investigate it a bit more
0:47:33 > 0:47:36and see what caused the damage.
0:47:36 > 0:47:40It's not actually the fluid itself that creates the damage.
0:47:40 > 0:47:43It's the contents of the water, cos water isn't pure.
0:47:43 > 0:47:47So it's the minerals attaching themselves to the phone's components.
0:47:47 > 0:47:50When I was at my villa a couple of months ago
0:47:50 > 0:47:53- and I jumped in the pool with my phone in my pocket...- Yep.
0:47:53 > 0:47:56..and I got out of the pool and dismantled my phone
0:47:56 > 0:47:59and left it on the side to dry. Was that a stupid thing to do?
0:47:59 > 0:48:03If it didn't work at all, there's a chance it would have short-circuited.
0:48:03 > 0:48:06You obviously tried to turn it on afterwards.
0:48:06 > 0:48:09- It came back on but it just did silly things.- Yeah, yeah.
0:48:09 > 0:48:12Like I say, those connections need to be cleared.
0:48:12 > 0:48:14You're putting it in another fluid - is that right?
0:48:14 > 0:48:16- Yes, that is right. - So, you are literally...
0:48:16 > 0:48:19That solution is literally washing away...
0:48:19 > 0:48:23Yes, it cleans the minerals and excess... Whatever's in the water.
0:48:25 > 0:48:28I saw the back of your package and lots of warning signs
0:48:28 > 0:48:34- and yellow triangles and skulls and bones.- It's highly flammable.
0:48:34 > 0:48:36I just said to myself in my head,
0:48:36 > 0:48:40"This is what I would buy at an airport to take on holiday,"
0:48:40 > 0:48:42- but you couldn't.- No.
0:48:42 > 0:48:44It's a massive flaw.
0:48:46 > 0:48:48I'm really upset about that.
0:48:50 > 0:48:53Oliver's product might not be joining the travel plug
0:48:53 > 0:48:57or the inflatable pillow as an airside essential
0:48:57 > 0:48:59but the Dragons still want to discover more
0:48:59 > 0:49:03about the young entrepreneur behind Reviveaphone.
0:49:04 > 0:49:08Oliver, what else have you done? I'm not suggesting that...
0:49:08 > 0:49:12You can't have done a lot if you only left school two years ago, but what else have you done?
0:49:12 > 0:49:16- In terms of... What, like, business-wise, or...?- Yeah.
0:49:16 > 0:49:20No, what have you done? You're hiding something there!
0:49:20 > 0:49:22What have you done?!
0:49:22 > 0:49:25I'm not asking if you've been naughty. I'm asking whether...
0:49:25 > 0:49:29You know, what else have you done in terms of business? Any other ideas you've had?
0:49:29 > 0:49:32When I was younger, I used to buy wholesale items
0:49:32 > 0:49:35and then sell them on. That was a little thing I did.
0:49:35 > 0:49:38Then with the phones, I used to buy them broken
0:49:38 > 0:49:41- and then sell them on eBay. - So how did you fix them?
0:49:41 > 0:49:43I'd buy the parts in...
0:49:43 > 0:49:45- PIERS:- How did you know how to fix them?
0:49:45 > 0:49:47Er, trial and error, pretty much.
0:49:50 > 0:49:51How big is your market?
0:49:51 > 0:49:54How many people are dropping phones in the toilet
0:49:54 > 0:49:57or jumping into the pool, like Duncan likes to do?
0:49:57 > 0:50:02There's lots of facts around saying 10% of people damage their phone with water.
0:50:02 > 0:50:07They say in the UK there's been 860,000 dropped down the loo a year.
0:50:07 > 0:50:11And, for instance, on Twitter there's constant posts about people
0:50:11 > 0:50:15damaging their phones with water or iPods with water.
0:50:15 > 0:50:19I think you've created a great product.
0:50:19 > 0:50:21Thanks.
0:50:21 > 0:50:24And I respectfully ask that all four Dragons immediately
0:50:24 > 0:50:28say that they're out so that I can continue negotiation with you.
0:50:28 > 0:50:30- KELLY:- Absolutely not!
0:50:30 > 0:50:33- DUNCAN:- Is that because you're trying to get it cheap, Peter?
0:50:35 > 0:50:40Peter Jones isn't the only one in the Den with a sharp eye for a deal.
0:50:40 > 0:50:44The generous margin on Oliver's phone-repair kits
0:50:44 > 0:50:48has made the Dragons eager to find out more about their manufacture.
0:50:49 > 0:50:54- Where are you getting them made? - I make them myself.- Oh, right.
0:50:54 > 0:50:57So you're at home in a room somewhere,
0:50:57 > 0:50:59with a big bucket full of chemicals and these pouches,
0:50:59 > 0:51:02tipping in there in plastic gloves?
0:51:02 > 0:51:04In my mum's utility room!
0:51:04 > 0:51:09If you went into a proper premises, manufactured this properly...
0:51:09 > 0:51:11You've got a very nice margin but you won't be able to maintain that.
0:51:11 > 0:51:13It won't be the same in large volumes, no.
0:51:13 > 0:51:18Have you worked out - if I bought a unit and manufactured it properly...
0:51:18 > 0:51:19At scale...
0:51:20 > 0:51:25- Roughly.- £2... £2.30, maybe. I...
0:51:25 > 0:51:28- I don't want to give you a figure... - No, that's fine.
0:51:28 > 0:51:31- The answer is, "I don't know." - Yeah, I don't know, to be honest.
0:51:31 > 0:51:35Is there a whole world out there who repair water-damaged phones?
0:51:35 > 0:51:39There are... There are repair services that can repair phones,
0:51:39 > 0:51:44but it's a bit more inconvenient going to the repair store
0:51:44 > 0:51:48and you need to trust them, obviously, with your expensive phone.
0:51:48 > 0:51:51If you're a phone repairer, it's your business.
0:51:51 > 0:51:55- Is this how they fix water-damaged phones?- Yes, they may do that, yes.
0:51:55 > 0:51:59- So you've made a consumer... - A consumer product, yes.
0:51:59 > 0:52:01So this process - you can't protect it in any way?
0:52:01 > 0:52:05- This is used in lots of big repairers already.- Yes.
0:52:05 > 0:52:09My view is, the product itself I'm not entirely convinced by,
0:52:09 > 0:52:11because it could be replicated.
0:52:11 > 0:52:15This is a bit too, sort of, early-stage,
0:52:15 > 0:52:18not entirely sure what the next step is.
0:52:19 > 0:52:21Good luck with it but I'm out.
0:52:24 > 0:52:26A setback for the young entrepreneur
0:52:26 > 0:52:30as a first Dragon declares himself out.
0:52:30 > 0:52:34Will Deborah Meaden be any more willing to strike a deal?
0:52:34 > 0:52:38I think you will make some money out of this and I suspect
0:52:38 > 0:52:41this will be a stepping stone to your next big product.
0:52:41 > 0:52:45But right now, my instinct is saying this isn't the big one.
0:52:45 > 0:52:48- So I'm afraid, Oliver, I'm out. - Thank you very much.
0:52:51 > 0:52:55- I believe in you and I think you're going to do great.- Thank you.
0:52:55 > 0:52:57In about 20 years' time when I'm in a nursing home,
0:52:57 > 0:53:00reading the papers about you being halfway up the rich list.
0:53:05 > 0:53:07But I'm not going to make you an offer.
0:53:08 > 0:53:11I don't really think there's anything I can add.
0:53:11 > 0:53:15So for that reason, I'm going to say I'm sorry but I'm out.
0:53:16 > 0:53:18Thank you very much. Thanks.
0:53:20 > 0:53:23Despite praise from Duncan Bannatyne,
0:53:23 > 0:53:27Oliver's chances of securing an investment appear to be slipping away.
0:53:28 > 0:53:30Will telecoms giant Peter Jones
0:53:30 > 0:53:34be prepared to back his initial enthusiasm for the product
0:53:34 > 0:53:36with an offer of cash?
0:53:39 > 0:53:41Hmm...
0:53:45 > 0:53:47It's a tough one, Oliver.
0:53:51 > 0:53:55Lots of people come up with some great ideas
0:53:55 > 0:53:58and the ones that succeed, they succeed for two reasons.
0:53:58 > 0:54:01One is that they've not only got the right idea
0:54:01 > 0:54:04and they know how to take it to market.
0:54:04 > 0:54:09- Or their idea is protectable.- Yep.
0:54:13 > 0:54:15This is something that you...
0:54:17 > 0:54:21You need a little bit more in terms of...
0:54:21 > 0:54:24the protectability against your idea, and there are -
0:54:24 > 0:54:28including me - people out there that could do this at speed.
0:54:28 > 0:54:30So I'm going to say, Oliver, sadly, I'm out.
0:54:33 > 0:54:34OK. Thank you.
0:54:36 > 0:54:38So a change of heart from Peter Jones
0:54:38 > 0:54:42spells further disappointment for Oliver.
0:54:42 > 0:54:47His chances of securing £50,000 now rest with Kelly Hoppen alone.
0:54:50 > 0:54:53I take on board everything everybody's said in this room
0:54:53 > 0:54:54and yes, it can be replicated.
0:54:54 > 0:54:57But as an entrepreneur, you invest in people.
0:54:59 > 0:55:03I think you're great. I think you've got huge potential.
0:55:04 > 0:55:07And I might be mad but I'm going to make you an offer...
0:55:10 > 0:55:12..for the full amount,
0:55:12 > 0:55:14er...
0:55:14 > 0:55:16for...
0:55:21 > 0:55:23..25%.
0:55:25 > 0:55:26OK. Thank you.
0:55:31 > 0:55:34Wh-What could you bring to help?
0:55:34 > 0:55:38I'm sure that I can get this into big supermarket chains
0:55:38 > 0:55:41and other stores around the world.
0:55:41 > 0:55:46And I can also bring fantastic PR to the table and get it out there.
0:55:46 > 0:55:48Er...
0:55:48 > 0:55:50And I know I'm asking for more of a percentage
0:55:50 > 0:55:52and you might decide today
0:55:52 > 0:55:55that you just want to go away and you can do it on your own.
0:56:02 > 0:56:03I don't know what to do!
0:56:09 > 0:56:13- Would you be able to come down to 20% or...?- No.
0:56:19 > 0:56:22- I think I'd like to accept the offer.- Yeah!- Wahey!
0:56:24 > 0:56:25- Thank you.- Thank you.
0:56:27 > 0:56:32I'll now go and drop my phone down the loo and see if it works!
0:56:32 > 0:56:34- Well done.- Thank you.
0:56:36 > 0:56:39So, a positive result for Oliver,
0:56:39 > 0:56:44who leaves the Den with £50,000 and a promise of the backing needed
0:56:44 > 0:56:47to potentially crack the high street.
0:56:47 > 0:56:49I did think I was going to have all of them at one point
0:56:49 > 0:56:52and I was hoping for Peter Jones and I didn't really...
0:56:52 > 0:56:54I didn't really know much about Kelly, so I was a bit,
0:56:54 > 0:56:57"Am I happy, am I not?" I didn't really know.
0:56:57 > 0:57:00But it all went well, so I'm very happy.
0:57:03 > 0:57:06- Well done, Kelly.- Yeah, good one there, Kelly. He's great.
0:57:06 > 0:57:09He's a smart... Great guy to invest in.
0:57:09 > 0:57:13- I'd better get on with that idea quick, then.- You bloody dare!
0:57:21 > 0:57:24The end of another incident-packed day in the Den.
0:57:24 > 0:57:27You might have spotted the common thread -
0:57:27 > 0:57:30our three successful entrepreneurs are relatively young.
0:57:30 > 0:57:34A triumph of youth over experience.
0:57:34 > 0:57:36They'll soon get plenty of experience
0:57:36 > 0:57:38and probably some grey hairs, too.
0:57:38 > 0:57:40The conversation about all of tonight's pitches
0:57:40 > 0:57:43continues on Twitter, using the hashtag:
0:57:46 > 0:57:48Next time in the Den...
0:57:48 > 0:57:51I don't think this is in the slightest bit commercial.
0:57:51 > 0:57:53I think it's ridiculous.
0:57:53 > 0:57:55You're saying it's a natural product. You don't get that feeling.
0:57:55 > 0:57:58It looks like drain cleaner.
0:57:58 > 0:57:59What?!
0:58:00 > 0:58:04People are paying £1,500 for THAT?
0:58:04 > 0:58:06I'm just trying to get to the understanding of why you think
0:58:06 > 0:58:10putting some handles on a blanket is worth half a million pounds.
0:58:12 > 0:58:13I'm going to make you an offer.