0:00:02 > 0:00:04Tonight on Dragons' Den...
0:00:08 > 0:00:10I'm going to give you just a little piece of advice now -
0:00:10 > 0:00:12you could blow this.
0:00:12 > 0:00:17Physical orders, written down, confirmed - what have you got?
0:00:19 > 0:00:22Nope. Good try, but that doesn't answer my question, either.
0:00:22 > 0:00:26- If you develop a guerrilla brand, - if- you crack that,
0:00:26 > 0:00:28then you could make a fortune.
0:00:28 > 0:00:32If any one of my MDs is ordering a Michelin-star meal,
0:00:32 > 0:00:34I'd throw him out the nearest window.
0:00:35 > 0:00:37Ugh!
0:00:37 > 0:00:39- Ah!- Oh, Yes!
0:01:11 > 0:01:13Welcome to Dragons' Den.
0:01:13 > 0:01:15The Dragons have built empires
0:01:15 > 0:01:18by spotting great business opportunities.
0:01:18 > 0:01:22But here, only the entrepreneurs who can offer big returns
0:01:22 > 0:01:24will get a vital cash investment.
0:01:24 > 0:01:27The rest will walk away with nothing.
0:01:28 > 0:01:33First into the Den, a former blue-chip corporate lawyer
0:01:33 > 0:01:34who has stepped off the career ladder
0:01:34 > 0:01:38to try and clean up in the male grooming market.
0:01:41 > 0:01:42I took a gamble.
0:01:42 > 0:01:44It was an itch I had to scratch.
0:01:44 > 0:01:47But what we're setting out to achieve here could be enormous.
0:01:50 > 0:01:53Win, lose or draw, I'd love to work with these guys
0:01:53 > 0:01:56and take the business to where I think it can go -
0:01:56 > 0:01:58right up in the stratosphere.
0:01:59 > 0:02:01The sky's the limit for this entrepreneur,
0:02:01 > 0:02:06but will the Dragons be blown away by the fragrance of his business?
0:02:08 > 0:02:09Hello.
0:02:09 > 0:02:12Ladies and gentlemen, it's my pleasure to introduce you
0:02:12 > 0:02:13to the British start-up Gruhm.
0:02:13 > 0:02:16Gruhm makes and sells its own line of male fragrances.
0:02:16 > 0:02:18When I started this business three years ago,
0:02:18 > 0:02:20I did so out of frustration.
0:02:20 > 0:02:21I felt like there was so much more to come
0:02:21 > 0:02:23from the male grooming market.
0:02:23 > 0:02:26There was still a new 2.0 brand that was going to deliver what I wanted
0:02:26 > 0:02:29from the product - something fresh, masculine,
0:02:29 > 0:02:32modern and introducing the best of traditional techniques
0:02:32 > 0:02:34with a modern twist.
0:02:34 > 0:02:38We were also looking to develop a line of products that would
0:02:38 > 0:02:42complement the shaving routine, such as razors and brushes.
0:02:42 > 0:02:44My belief - that Gruhm is now ready
0:02:44 > 0:02:46to go into the mainstream corporate market.
0:02:46 > 0:02:48We have a supply chain based here in the UK,
0:02:48 > 0:02:51worth over 250 million in turnover,
0:02:51 > 0:02:55who also represent decades of experience in this field.
0:02:55 > 0:02:58The intention for Gruhm is to become a corporate player.
0:02:58 > 0:03:00We have been niche now for three years,
0:03:00 > 0:03:04last year turning over just £30,000 from our two fragrances.
0:03:04 > 0:03:08Before that, it was just £8,000, the year before, just four.
0:03:08 > 0:03:12I'm looking for an investment of £75,000,
0:03:12 > 0:03:14in exchange for 15% of the business.
0:03:14 > 0:03:17Ladies and gentlemen, I believe you're looking at the future of UK
0:03:17 > 0:03:20and, hopefully, global male grooming.
0:03:20 > 0:03:22My name is Rob. I'd love to take your questions
0:03:22 > 0:03:24and to offer you some samples.
0:03:26 > 0:03:29A well-coiffured pitch from Rob Hallmark,
0:03:29 > 0:03:33who's willing to shave 15% off his male grooming business
0:03:33 > 0:03:37in exchange for a £75,000 investment.
0:03:38 > 0:03:41I have some cards you can spray, if you'd rather not.
0:03:41 > 0:03:44- I was going to spray Nick, and smell him.- OK!
0:03:44 > 0:03:48And when you stand before the multi-millionaire Deborah Meaden,
0:03:48 > 0:03:51you only get one chance to make a first impression.
0:03:52 > 0:03:54So, Rob, thank you for that.
0:03:54 > 0:03:56- Hello. Deborah, thank you. - Can I start off by saying,
0:03:56 > 0:03:59- that is the sharpest suit and squarest jaw...- Thank you!
0:03:59 > 0:04:03..I've seen in a long-time, and you fit your product very well.
0:04:03 > 0:04:05- Thank you very much. - So, that's a great start.- So...
0:04:05 > 0:04:08- Are you flirting, Deborah? - I'm not blushing, it's make-up!
0:04:08 > 0:04:11It's slightly direct, if I am flirting, isn't it?
0:04:11 > 0:04:13No, I get much more coquettish when I flirt.
0:04:14 > 0:04:17Actually, you look like a Marvel cartoon character.
0:04:17 > 0:04:18I'm loving this!
0:04:18 > 0:04:20LAUGHTER
0:04:21 > 0:04:25Is it Mr Incredible with the really square jaw line?
0:04:25 > 0:04:27Is it Captain America?
0:04:27 > 0:04:29I'm going to scrap this. I'm going to go and try and get a job
0:04:29 > 0:04:32in Hollywood, maybe that's my missed calling.
0:04:32 > 0:04:34Anyway, the reason I say it,
0:04:34 > 0:04:36you actually represent your brand very well,
0:04:36 > 0:04:38- which is, you know...- Thank you. - That's great.
0:04:38 > 0:04:40So, you're making in the UK.
0:04:40 > 0:04:42- Correct.- You develop the fragrances?
0:04:42 > 0:04:44What I did was, I approached...
0:04:44 > 0:04:48The original plan was to be purely organic, so I researched UK-based,
0:04:48 > 0:04:51organic, certified fragrance houses, which limited it to just a handful,
0:04:51 > 0:04:52which helped.
0:04:52 > 0:04:54So, I started with the closest, and met the team.
0:04:54 > 0:04:56In fact, met the director.
0:04:56 > 0:04:58And he actually was a very good mentor,
0:04:58 > 0:05:01he recommended I didn't go purely organic - it was an acquired taste.
0:05:01 > 0:05:03So, I started on a learning curve,
0:05:03 > 0:05:06and developed what I really wanted above all else,
0:05:06 > 0:05:07which was a fresh, wearable fragrance,
0:05:07 > 0:05:10something you would throw on as a grooming routine,
0:05:10 > 0:05:12bring it back to that morning shower, shave, fragrance
0:05:12 > 0:05:14out of the house.
0:05:14 > 0:05:17And so we developed this scent, based on my brief, and a selection,
0:05:17 > 0:05:20so we whittled it down to this fragrance you have today.
0:05:22 > 0:05:23- Rob, erm...- Peter.
0:05:25 > 0:05:26I don't like the smell.
0:05:26 > 0:05:28It's very, erm...
0:05:31 > 0:05:33It feels like somebody's sort of grabbed me
0:05:33 > 0:05:35and I've gone through a few lemon trees.
0:05:35 > 0:05:37- OK.- And there's some...
0:05:38 > 0:05:41..lavender on the ground and I feel like I've been dragged along
0:05:41 > 0:05:43and then left up a lemon tree.
0:05:43 > 0:05:45Interestingly, not everyone's into citrus. My...
0:05:45 > 0:05:46That's quite specific!
0:05:46 > 0:05:50It's good, you should be a nose, Peter, I'm impressed by that.
0:05:50 > 0:05:52- What else is in it? - We've got patchouli,
0:05:52 > 0:05:54which starts to pull through as a heart note,
0:05:54 > 0:05:56so that's pulling in more of a woody texture.
0:05:56 > 0:05:58Then it's got oakwood and musk finishing at the end.
0:05:58 > 0:06:02So, it has a woody, smoky finish to it.
0:06:07 > 0:06:09Rob is standing firm on the smell,
0:06:09 > 0:06:12but it seems that Peter Jones is not for turning.
0:06:13 > 0:06:16Now, Deborah Meaden wants to know where he stands
0:06:16 > 0:06:19in a saturated fragrance sector.
0:06:23 > 0:06:26This is a market that has seen a lot of new entries recently.
0:06:26 > 0:06:29- Correct.- A - what was the gap that you saw
0:06:29 > 0:06:30and B - why do you attack that?
0:06:30 > 0:06:33I think what I was interested in in the marketplace is,
0:06:33 > 0:06:36there are a lot of start-ups, frankly hundreds coming in.
0:06:36 > 0:06:38A lot were in the beard market,
0:06:38 > 0:06:40a lot of the male brands coming out were a bit too...
0:06:41 > 0:06:44Not to be derogatory, but a bit too T-shirts, tattoos and beards,
0:06:44 > 0:06:47which wasn't my sort of marketplace.
0:06:47 > 0:06:50I just wanted something fresh and masculine.
0:06:50 > 0:06:51So, aimed at guys.
0:06:51 > 0:06:53Hence I like the monochrome colouring.
0:06:53 > 0:06:57The strong name, it's not trying to be too clever, but it's got a twist.
0:06:57 > 0:06:59And the lawyer in me was saying, look, you can trademark that.
0:06:59 > 0:07:02It's a great name, so as soon as it was trademarked,
0:07:02 > 0:07:05that was really when I started to take the brand seriously.
0:07:05 > 0:07:06Gruhm, how do you...?
0:07:06 > 0:07:09I mean, it doesn't help that I can't read very well, but Gruhm,
0:07:09 > 0:07:11how do you...? Is that how you pronounce that?
0:07:11 > 0:07:12- "Groom", yeah.- What is that, German?
0:07:12 > 0:07:15Well, interestingly, I have a bit of German Heritage.
0:07:15 > 0:07:17Is that how you pronounce "groom" in German, then, or...?
0:07:17 > 0:07:21Or spell it? If I looked at that, I would say that's, like...
0:07:21 > 0:07:22"Grew" or "Grew-me".
0:07:22 > 0:07:26It has been heard before, that some have said, "Grew-me".
0:07:26 > 0:07:28I think the advantage is when they hear "Groom",
0:07:28 > 0:07:31it clicks and it stays, so it doesn't remain confusing.
0:07:31 > 0:07:33Oh, I think when you verbally said it, I knew what your brand was.
0:07:33 > 0:07:34- Yep.- Obviously.
0:07:34 > 0:07:37But I would have looked at that and said, that was "Grew-me".
0:07:40 > 0:07:43Gruhm for men clearly isn't growing on Peter Jones,
0:07:43 > 0:07:47and it appears that Touker Suleyman, the Dragon at the helm
0:07:47 > 0:07:49of a quintessential British menswear brand,
0:07:49 > 0:07:51is also feeling sniffy.
0:07:53 > 0:07:56Rob, you missed a big trick.
0:07:56 > 0:07:58Why didn't you pick an old English name?
0:07:58 > 0:08:00It could have been Smith & Jones,
0:08:00 > 0:08:03it could have been Barker & Smit, or whatever you want to call it.
0:08:03 > 0:08:09- Yep.- And package that as an old English type of product.
0:08:09 > 0:08:13- Yep.- That would have really attracted heritage, it would have...
0:08:13 > 0:08:18Lots of things. Rather than being very contemporary, and just another...
0:08:18 > 0:08:21Another piece on the shelf, piece of everything else.
0:08:21 > 0:08:26Yeah. I think it's quite rare to see a brand start today to be
0:08:26 > 0:08:28this punchy, you know, go for that corporate heart stone,
0:08:28 > 0:08:31that the big brands like to dominate, as you say, like Boss.
0:08:31 > 0:08:34The market, because it's worth billions, you know, we take 1%,
0:08:34 > 0:08:38that 35 million estimate in 17 years, that's only 1% of the market.
0:08:38 > 0:08:40But you've been doing it for three years!
0:08:42 > 0:08:4530 grand is what a little shop takes on Jermyn Street
0:08:45 > 0:08:48by two o'clock on a Saturday afternoon.
0:08:50 > 0:08:54My belief with Gruhm is, it's a new generation product, which means
0:08:54 > 0:08:57our USP is this start-up culture,
0:08:57 > 0:09:00the kind of Apple-IBM tussle between the big dogs
0:09:00 > 0:09:01and the new kid on the block,
0:09:01 > 0:09:04and I think consumers will come flooding to that eventually.
0:09:04 > 0:09:07Oh, really? Don't compare yourself to Apple.
0:09:08 > 0:09:09You've gone down the wrong track,
0:09:09 > 0:09:13you're going to compete with the big boys, you're going to struggle,
0:09:13 > 0:09:16you might do 60 grand next year, or 50, but you'll still lose money.
0:09:18 > 0:09:20Go back and read your books, maybe go back as a corporate lawyer,
0:09:20 > 0:09:22because that's not going to make you money.
0:09:22 > 0:09:25I'm not going to invest in you, and I'm out.
0:09:27 > 0:09:31Not enough heritage to be distinct for Touker Suleyman.
0:09:31 > 0:09:34And he's first to decline the deal.
0:09:34 > 0:09:39But has Nick Jenkins sensed a fighting spirit in the young pretender?
0:09:42 > 0:09:44This is one of those extraordinary businesses,
0:09:44 > 0:09:48where, if you look at the actual cost of producing a bottle
0:09:48 > 0:09:49of even one of the high street brands
0:09:49 > 0:09:51that sells for £50 a bottle,
0:09:51 > 0:09:53what would that actually cost to produce?
0:09:53 > 0:09:54If you're a major brand...
0:09:54 > 0:09:56- Yep.- They'd be looking at around about a dollar a bottle.
0:09:56 > 0:09:58Yeah, OK. So therein lies my point.
0:09:58 > 0:10:03You are looking at cost of sales of probably a few hundred thousand.
0:10:03 > 0:10:04The rest is gross margin.
0:10:04 > 0:10:09But, of course, what comes into that is this enormous marketing budget.
0:10:09 > 0:10:12- Yep.- So tell us about that.
0:10:12 > 0:10:15My strategy is to be an alternative, a challenger brand.
0:10:15 > 0:10:18So I'm trying to go in places where those brands
0:10:18 > 0:10:20wouldn't go into and create a kind of guerrilla attack
0:10:20 > 0:10:21to what we are trying to achieve.
0:10:21 > 0:10:25So we've approached hotel chains, who've really adapted the brand
0:10:25 > 0:10:27because it's different, it's innovative, it's new.
0:10:27 > 0:10:30If I'm honest, they're kind of done with the big corporates now.
0:10:30 > 0:10:33They're looking for something with more character, frankly.
0:10:33 > 0:10:36- If you develop a guerrilla brand... - Yep.
0:10:36 > 0:10:38If you crack that then, erm...
0:10:39 > 0:10:41Then you can make a fortune.
0:10:44 > 0:10:47E-commerce gifting millionaire Nick Jenkins
0:10:47 > 0:10:50is finding Rob's sense of adventure commendable.
0:10:51 > 0:10:56Can Deborah Meaden see the product in her investment portfolio?
0:10:59 > 0:11:02I have a thing about putting stuff on your skin.
0:11:02 > 0:11:05You know, I have publicly said I wouldn't put anything on my skin
0:11:05 > 0:11:07I wouldn't put in my mouth.
0:11:07 > 0:11:10So when you said you went down the organic route, I thought,
0:11:10 > 0:11:13"Oh, maybe he has found a way of doing..."
0:11:13 > 0:11:15I understand the issues about doing an organic product.
0:11:15 > 0:11:19The trouble is yours isn't organic.
0:11:22 > 0:11:24I won't be investing. I'm out.
0:11:29 > 0:11:32Rob, you know what, I'm probably going to be condemned
0:11:32 > 0:11:34for saying this, but I can't help but say what comes into my head.
0:11:36 > 0:11:38- If I wanted to bring out an aftershave...- Yep.
0:11:38 > 0:11:41..and I wanted to go and invest in a brand,
0:11:41 > 0:11:44I'd bring out Peter Jones aftershave.
0:11:44 > 0:11:47There's not a smell that I really buy into.
0:11:49 > 0:11:50So I'm going to say that I'm out.
0:11:55 > 0:11:59Too pungent for Peter Jones, who turns his nose up at a deal.
0:12:00 > 0:12:03Consumer specialist Sarah Willingham clearly sees the appeal
0:12:03 > 0:12:06of the man and his fragrance,
0:12:06 > 0:12:12but is the business potent enough for her to invest £75,000?
0:12:12 > 0:12:18Rob, haven't you picked the most difficult market in existence,
0:12:18 > 0:12:24with the most enormous brand names with enormous budgets,
0:12:24 > 0:12:27to try and, kind of, creep up on?
0:12:29 > 0:12:32It depends on how we want to achieve our growth.
0:12:32 > 0:12:36I think some of those big budgets aren't being as effective
0:12:36 > 0:12:38as they used to be and that's almost their only trick -
0:12:38 > 0:12:41mass advertising, push products into retailers,
0:12:41 > 0:12:43push products into the home.
0:12:43 > 0:12:45And even, I think, some retailers are finding the footfall's
0:12:45 > 0:12:48dropping away because they're all becoming very complacent.
0:12:48 > 0:12:52I honestly think in reality that unless you've got
0:12:52 > 0:12:56some kind of superhero power, it would be a market
0:12:56 > 0:12:59that would really, really scare me to try and...
0:12:59 > 0:13:01(It's exciting.)
0:13:01 > 0:13:04Without a USP, without a story,
0:13:04 > 0:13:09I think it's a tough, tough, tough market.
0:13:09 > 0:13:12I just think you're going to really struggle to break into it,
0:13:12 > 0:13:14I really do.
0:13:15 > 0:13:17I'm afraid I'm out.
0:13:21 > 0:13:25Four Dragons have declined the offer.
0:13:25 > 0:13:29Rob's hopes now all rest on Nick Jenkins' willingness
0:13:29 > 0:13:31to splash the cash.
0:13:33 > 0:13:37I actually quite like the brand, Gruhm,
0:13:37 > 0:13:40- because it's not trying to pretend to be anything else.- Yeah.
0:13:46 > 0:13:50The difficulty is in trying to understand the probability of you
0:13:50 > 0:13:53being able to pull this off and that is completely unpredictable.
0:13:57 > 0:14:00I'm afraid, unfortunately, I just can't get beyond the fact
0:14:00 > 0:14:04that what you are essentially have and what you've valued at £600,000
0:14:04 > 0:14:08is someone else's formula and a nice name,
0:14:08 > 0:14:12but not enough certainty that this will work for me
0:14:12 > 0:14:14to be able to invest.
0:14:16 > 0:14:18So I'm afraid I'm out.
0:14:23 > 0:14:24- Thank you, everyone. - Thanks, Rob.- Good luck.
0:14:24 > 0:14:26Thank you very much. Thank you.
0:14:26 > 0:14:30And so the former lawyer leaves the room empty-handed...
0:14:32 > 0:14:35..but with a third career choice.
0:14:35 > 0:14:38- Who is the Marvel character? - Is it Captain America?
0:14:38 > 0:14:41- No... No, I think it's Mr... - Is it not Buzz Lightyear?
0:14:41 > 0:14:43- It's Mr America. - I think it's Buzz Lightyear.
0:14:43 > 0:14:45I think it's Mr Incredible.
0:14:45 > 0:14:48'Not feeling Mr Incredible at the moment.
0:14:48 > 0:14:52'It surprised me they were so unwilling to have a crack.'
0:14:52 > 0:14:54They were concerned it couldn't be done
0:14:54 > 0:14:56and that's where we're different.
0:15:03 > 0:15:08Next in the Den, a man who believes people need more convenient access
0:15:08 > 0:15:11to some of the best cooking in the world.
0:15:12 > 0:15:14I'm passionate about the business.
0:15:14 > 0:15:16No-one else is doing what we're doing.
0:15:17 > 0:15:19The challenge of going into something
0:15:19 > 0:15:23which was forward thinking and Internet-based
0:15:23 > 0:15:25was really, sort of, quite a fun thing to do.
0:15:27 > 0:15:29It's tough, though, building something from scratch.
0:15:29 > 0:15:32I just hope they like what the business has got to offer, really.
0:15:43 > 0:15:46Hello. My name is Peter Georgiou.
0:15:46 > 0:15:49I'm the founder and CEO of Supper.
0:15:49 > 0:15:53Supper is a web-based, on demand, high-end food delivery service
0:15:53 > 0:15:55currently working in central London.
0:15:55 > 0:16:00I'm asking for 100,000 for 10% to help with marketing,
0:16:00 > 0:16:02key hires and further product development.
0:16:02 > 0:16:05We've so far partnered with 25 restaurants,
0:16:05 > 0:16:06two are Michelin-starred,
0:16:06 > 0:16:09four are represented by Michelin-star chefs,
0:16:09 > 0:16:11and the rest are award-winning.
0:16:12 > 0:16:15We've had sales of over £165,000
0:16:15 > 0:16:19and successfully processed over 2,000 orders.
0:16:19 > 0:16:22But we've only just scratched the surface.
0:16:22 > 0:16:24The aim is to curate the best restaurants in London
0:16:24 > 0:16:28and place them all together on the same platform for the first time,
0:16:28 > 0:16:31assuring customers the best choice of eateries
0:16:31 > 0:16:32available anywhere online.
0:16:48 > 0:16:50Supper is, in essence, a technology company.
0:16:55 > 0:16:58We've utilised cutting edge tech
0:16:58 > 0:17:01to link customers to restaurants seamlessly.
0:17:03 > 0:17:06However, the delivery process will now,
0:17:06 > 0:17:09and for the foreseeable future, remain human.
0:17:09 > 0:17:12I'd love for you to be part of this culinary journey.
0:17:12 > 0:17:14I believe your delivery has arrived.
0:17:18 > 0:17:22Singing for his supper is London-based Peter Georgiou...
0:17:26 > 0:17:30..whose company delivers food from high-end restaurants
0:17:30 > 0:17:31straight to your door.
0:17:35 > 0:17:41He's looking for £100,000 in exchange for 10% of his business.
0:17:42 > 0:17:44- Have you come from London?- Yes, sir. - You have?
0:17:44 > 0:17:48- All the way from London? - Not in that!
0:17:48 > 0:17:51Multimillionaire Touker Suleyman has entertained
0:17:51 > 0:17:53at some of the top tables in the capital.
0:17:53 > 0:17:56Is this an investment he could dine out on?
0:18:00 > 0:18:03Peter...
0:18:03 > 0:18:06I like the name. I like the branding. It's good.
0:18:06 > 0:18:08I live in central London so I know every restaurant
0:18:08 > 0:18:11you need to know.
0:18:11 > 0:18:14Have you got exclusivity with these restaurants
0:18:14 > 0:18:17or can they use any delivery service?
0:18:17 > 0:18:20Yeah, 80% of the restaurants you see on there have exclusivity,
0:18:20 > 0:18:22but a lot of the restaurants on there...
0:18:22 > 0:18:25Before we came, they wouldn't even consider delivery.
0:18:25 > 0:18:29Peter, I'm quite surprised that a Michelin-starred restaurant
0:18:29 > 0:18:31would allow their food to go out of their restaurant,
0:18:31 > 0:18:33be placed in your hands
0:18:33 > 0:18:35and delivered 40 minutes later somewhere else.
0:18:35 > 0:18:38Well, we don't work on those kind of timeframes.
0:18:38 > 0:18:41- What sort of timeframe is it? - About 15 minutes.
0:18:41 > 0:18:42- 15 minutes?- Yeah, we can get...
0:18:42 > 0:18:45The bike can get across London in three and a half,
0:18:45 > 0:18:47four miles, in 15 minutes.
0:18:48 > 0:18:51On an average week, how many orders would you take?
0:18:51 > 0:18:54100 or so at the moment, but the average order
0:18:54 > 0:18:57is in excess of £68-70.
0:18:57 > 0:19:00OK, so £70 is the order.
0:19:00 > 0:19:02We take commission from the restaurant.
0:19:02 > 0:19:04We have a delivery charge and a service charge.
0:19:04 > 0:19:06OK, so on £70...
0:19:06 > 0:19:10- Yeah, on a £70 order, we'll make £9. - You'll make £9.
0:19:10 > 0:19:13So how much money have you put into it, or how much money is invested?
0:19:13 > 0:19:17What is your structure of the business at the moment?
0:19:17 > 0:19:21I've put over £300,000 in so far.
0:19:21 > 0:19:25- Of your own personal money?- Yeah.
0:19:25 > 0:19:26Wow.
0:19:28 > 0:19:31A huge personal stake from a self-starter
0:19:31 > 0:19:35willing to put his money where his mouth is.
0:19:35 > 0:19:37Now, Peter Jones wants to work out
0:19:37 > 0:19:40whether the cash has been well spent.
0:19:42 > 0:19:45You've had the system developed which is the website, yeah?
0:19:45 > 0:19:46So far, it's the website.
0:19:46 > 0:19:49The amount of money that you've ploughed into developing that site
0:19:49 > 0:19:51is 300,000 or less?
0:19:51 > 0:19:53No, obviously that's the whole business.
0:19:53 > 0:19:54That's buying all the bikes...
0:19:54 > 0:19:56So, what have you spent the money on?
0:19:56 > 0:19:58A lot of the money has gone on technology,
0:19:58 > 0:20:02probably around 190,000 or so.
0:20:02 > 0:20:04Right, and where did you get your money from to put the money in
0:20:04 > 0:20:06in the first place?
0:20:06 > 0:20:08My background is trading.
0:20:08 > 0:20:10I was a City trader for 13 years.
0:20:10 > 0:20:13- Who for?- I traded for myself.
0:20:13 > 0:20:16- With whose money?- My own money.
0:20:16 > 0:20:18And how much did you make?
0:20:18 > 0:20:20I obviously did OK, because I've had enough money
0:20:20 > 0:20:22to put into this business, so...
0:20:22 > 0:20:26- Yeah, I've had quite a good run. - So, you made 300,000 or more, or...?
0:20:26 > 0:20:28- Yeah.- More than a million?
0:20:28 > 0:20:32Yeah, I've probably taken much more than a million out of the market.
0:20:32 > 0:20:34I didn't start the business to become, you know,
0:20:34 > 0:20:36a billionaire or anything like that.
0:20:36 > 0:20:38I started the business because I thought there was a gap
0:20:38 > 0:20:40in this particular market.
0:20:40 > 0:20:43We're here and we're proving that this works.
0:20:46 > 0:20:50Peter Jones identifies deep pockets supporting a personal passion,
0:20:50 > 0:20:53but Sarah Willingham, the Dragon that made her millions
0:20:53 > 0:20:57in restaurant roll-outs, has been here before.
0:21:02 > 0:21:04Peter, I'm going to be a bit controversial.
0:21:04 > 0:21:06I'm going to completely disagree, actually.
0:21:06 > 0:21:08I don't think you have got something.
0:21:10 > 0:21:14I had the largest chain of Indian delivery restaurants in the UK.
0:21:14 > 0:21:16I know how hard this is.
0:21:16 > 0:21:20The problem is, if this works, it will fail.
0:21:22 > 0:21:26There is a reason why top-end restaurants cap their seats
0:21:26 > 0:21:31and that is because they can control what is going through that kitchen.
0:21:31 > 0:21:35It is fine-tuned and, actually, they operate to their capacity.
0:21:37 > 0:21:41I've tried it in the lower end of the market with Gourmet Burger,
0:21:41 > 0:21:43with Pizza Express delivery.
0:21:43 > 0:21:47It didn't work for this very reason, and it's because the kitchens
0:21:47 > 0:21:50cannot cope with that extra level of turnover.
0:21:50 > 0:21:54So, if it's a success, it automatically fails,
0:21:54 > 0:21:56because they can't do it.
0:21:56 > 0:22:00It is a difficult thing, and I think one thing we haven't looked at -
0:22:00 > 0:22:04the corporate market, and how, when corporates order,
0:22:04 > 0:22:06- they will order £300, £400, £500 at a time.- Yeah.
0:22:06 > 0:22:08And some of them want to sit in their own offices
0:22:08 > 0:22:10and have private meetings.
0:22:10 > 0:22:12They don't want to go to these particular restaurants, because...
0:22:12 > 0:22:14Sensitive information.
0:22:14 > 0:22:16So if we can tap into that market, there's not many restaurants
0:22:16 > 0:22:19that don't want more business during the day.
0:22:19 > 0:22:22- And in the evening...- Except for the high-end, Michelin-starred ones
0:22:22 > 0:22:28that actually are so fine-tuned that every hour is all about prep.
0:22:28 > 0:22:32They cannot be making things randomly out of the hours.
0:22:34 > 0:22:36I think it is a big mistake.
0:22:38 > 0:22:40And for that reason, I'm not going to invest.
0:22:40 > 0:22:42So I'm out.
0:22:45 > 0:22:47Serial restaurateur Sarah Willingham
0:22:47 > 0:22:51predicts hell in the kitchen, and bows out.
0:22:51 > 0:22:55But Peter Jones is having concerns of a very different kind.
0:22:57 > 0:23:03Peter, you mentioned about having somebody order at a dinner table
0:23:03 > 0:23:07or lunch table in their office a Michelin-starred meal.
0:23:07 > 0:23:09I can tell you, I've been in business for 30 years,
0:23:09 > 0:23:11I own 28 different companies,
0:23:11 > 0:23:15if any one of my MDs was ordering a Michelin-star meal,
0:23:15 > 0:23:18I'd throw him out the nearest window.
0:23:18 > 0:23:20That's such a decadent lifestyle.
0:23:22 > 0:23:24So your business is not only niche,
0:23:24 > 0:23:26I think your model is really in question,
0:23:26 > 0:23:28your valuation is ridiculous,
0:23:28 > 0:23:30so I can't invest in something like that.
0:23:30 > 0:23:31So, sadly, I'm out.
0:23:35 > 0:23:38Two Dragons have declined the deal on the table.
0:23:38 > 0:23:43Is Touker Suleyman tempted to invest in Michelin-star meals on wheels?
0:23:47 > 0:23:49If you had come here today and said,
0:23:49 > 0:23:54"I have got a contract with every restaurant you can't get into..."
0:23:54 > 0:23:57You know, where you've got to wait three months to get a booking,
0:23:57 > 0:24:00or they're always fully booked unless they know you,
0:24:00 > 0:24:03and you had your USP, something very unique, and said,
0:24:03 > 0:24:05"People want to get into these restaurants, they can't,
0:24:05 > 0:24:07"but I can deliver it..."
0:24:07 > 0:24:11I agree with you, but we've spoken to all those restaurant groups,
0:24:11 > 0:24:13and they're on the wait-and-see.
0:24:13 > 0:24:16So, obviously, it's a sort of chicken and egg.
0:24:16 > 0:24:19We need to deliver and show that the business is taking off,
0:24:19 > 0:24:22and actually, this is working, and high-end restaurants
0:24:22 > 0:24:25can actually use our service and be confident
0:24:25 > 0:24:27that when they've given us the food, the customer will receive it
0:24:27 > 0:24:28at the other end.
0:24:28 > 0:24:33With all due respect, it's a very small proportion of the population
0:24:33 > 0:24:36in Kensington and Chelsea, in that area,
0:24:36 > 0:24:38- that are going to want Michelin food delivered.- No, but...
0:24:38 > 0:24:39They want the experience.
0:24:39 > 0:24:43So my thing is, they want the experience of going there
0:24:43 > 0:24:45and having that Michelin-star experience.
0:24:45 > 0:24:48They don't want a takeaway, and pay Michelin star prices.
0:24:51 > 0:24:53So, for that reason, I'm out.
0:24:56 > 0:24:58A flawed food concept for Touker Suleyman,
0:24:58 > 0:25:01who becomes the third Dragon to decline the deal.
0:25:03 > 0:25:08Now, Deborah Meaden is pondering whether a £100,000 investment
0:25:08 > 0:25:10will even touch the sides.
0:25:13 > 0:25:17How much have you allowed in your future projections
0:25:17 > 0:25:20for further investment?
0:25:20 > 0:25:21OK, well...
0:25:21 > 0:25:24I mean...
0:25:24 > 0:25:26The thing is...
0:25:27 > 0:25:29I know that the business...
0:25:29 > 0:25:32Like, obviously, we have however many customers...
0:25:32 > 0:25:3312,000-15,000 customers,
0:25:33 > 0:25:37and if we get to, say, 6,000 in the next, you know, three weeks,
0:25:37 > 0:25:41four weeks, whatever, we do a big marketing campaign,
0:25:41 > 0:25:43then hopefully we'll achieve those.
0:25:43 > 0:25:46And I understand, they're not super sexy for an investor.
0:25:46 > 0:25:48But they are quite conservative.
0:25:48 > 0:25:49Peter, I'm letting you run with this,
0:25:49 > 0:25:52- but it in no way answers my question.- OK.
0:25:52 > 0:25:58Probably, in order to achieve a growth of, say, 6-7%
0:25:58 > 0:26:01- on 30%, 40%-plus...- No.
0:26:01 > 0:26:05Nope. Good try, but that doesn't answer my question, either.
0:26:05 > 0:26:07Around 300,000-350,000, probably.
0:26:07 > 0:26:09Of what?
0:26:09 > 0:26:11Cash to keep the business going...
0:26:11 > 0:26:16So, you're going to need an additional 300,000-350,000?
0:26:16 > 0:26:18Yeah.
0:26:19 > 0:26:22- First of all, I'm glad you're aware of that...- Yeah.
0:26:22 > 0:26:26..because I absolutely promise you, you're going to need more money.
0:26:26 > 0:26:29And I can tell you now, knowing you're going to need more money,
0:26:29 > 0:26:33which means that I'm going to get more diluted and, I promise you,
0:26:33 > 0:26:36it'll be a lot more than 350,000,
0:26:36 > 0:26:38you're going to dilute me to the point at which I'm...
0:26:38 > 0:26:41I'm just not going to be interested.
0:26:41 > 0:26:45I'm sorry, Peter, but you've structured it wrong,
0:26:45 > 0:26:47which is a shame.
0:26:47 > 0:26:49So I'm out.
0:26:52 > 0:26:55The final bill is too much for Deborah Meaden,
0:26:55 > 0:26:58which leaves just one Dragon.
0:26:58 > 0:27:02Does e-commerce expert Nick Jenkins also take the view
0:27:02 > 0:27:06that Peter's food delivery concept is overcooked?
0:27:06 > 0:27:09Now, if you had come to me with someone who really understood
0:27:09 > 0:27:11the restaurant business, years and years of experience
0:27:11 > 0:27:13of understanding how kitchens worked,
0:27:13 > 0:27:15that would be helpful. If you had come to me with a really good
0:27:15 > 0:27:18understanding of how the logistics side of this worked,
0:27:18 > 0:27:19then that would have been really helpful.
0:27:19 > 0:27:22But, unfortunately, you've got lots of passion, lots of enthusiasm,
0:27:22 > 0:27:24and you have thrown a lot of money into this,
0:27:24 > 0:27:25and thrown your life into it,
0:27:25 > 0:27:28but that's not enough to convince me that you can make this work.
0:27:32 > 0:27:35So I'm afraid I can't invest, and I'm out.
0:27:39 > 0:27:40Thank you very much.
0:27:40 > 0:27:44So the final verdict is delivered, and Peter Georgiou heads back
0:27:44 > 0:27:48to London without a Dragon investor to join him for the ride.
0:27:48 > 0:27:52I think they, sort of, underestimate the sort of appetite
0:27:52 > 0:27:56for this kind of delivery service.
0:27:56 > 0:27:57I suppose it is niche right now,
0:27:57 > 0:28:00but it may not be niche in a year or two's time.
0:28:00 > 0:28:02- Made me hungry.- Yeah.
0:28:02 > 0:28:06- Is this beef tartare? - Beef or tuna?- I don't know.
0:28:06 > 0:28:09Nick will eat it. Just don't eat the plastic, Nick.
0:28:14 > 0:28:17Still to come on tonight's show...
0:28:17 > 0:28:19Boxing gloves.
0:28:19 > 0:28:21This is what I need!
0:28:22 > 0:28:24..a culinary challenge...
0:28:24 > 0:28:27It's probably the most alien food that I have consistently eaten
0:28:27 > 0:28:29over a period of time, ever.
0:28:29 > 0:28:32Nobody buys a snack that does that.
0:28:32 > 0:28:35..and a clash of personality.
0:28:35 > 0:28:37We didn't start off on the right foot.
0:28:37 > 0:28:39I think the excitement - you got a bit carried away with it.
0:28:39 > 0:28:41Don't blow it. Go and talk to the wall.
0:28:41 > 0:28:43- Go and climb the wall.- Sensibly.
0:28:46 > 0:28:50Next into the Den, a married couple trying to combine
0:28:50 > 0:28:52their family tradition of making a living
0:28:52 > 0:28:56from the South Wales shoreline with a popular Japanese snack.
0:28:59 > 0:29:03- Oh, they've got water here. - Can you pour me a glass, please?
0:29:03 > 0:29:05Don't drink too much now, right?
0:29:05 > 0:29:08(Just forget about the Dragons, yeah? Forget about them.)
0:29:10 > 0:29:13'I had lots of respect growing up with my grandfather.
0:29:13 > 0:29:16'People knew his name for miles on end.'
0:29:16 > 0:29:19There was always an obligation on me to keep his name alive.
0:29:21 > 0:29:24And I think he'd be immensely proud to...
0:29:26 > 0:29:27To see his name...
0:29:27 > 0:29:30To see his name on the products throughout the shops.
0:29:31 > 0:29:35(Come on. Do it for the boys.)
0:29:35 > 0:29:37An emotional connection to the past,
0:29:37 > 0:29:40but will the entrepreneurs manage to hold it together
0:29:40 > 0:29:43when laying out plans for the future?
0:29:47 > 0:29:50Hello, Dragons. My name's Ashley Jones and this is my wife Kate.
0:29:50 > 0:29:55We're here today seeking a £70,000 investment for 20% equity
0:29:55 > 0:29:57in our company Selwyn Seaweed Ltd,
0:29:57 > 0:30:00which produces light and healthy seaweed snacks.
0:30:00 > 0:30:03Selwyn was my grandfather, and established a business
0:30:03 > 0:30:06over 50 years ago on the beautiful shores of the Gower Peninsula.
0:30:06 > 0:30:09Selwyn would gather his cockles, mussels and laverbread daily
0:30:09 > 0:30:13and sell them throughout the South Wales valleys.
0:30:13 > 0:30:15In 2008, I visited Japan, and I was impressed
0:30:15 > 0:30:17by their mutual love for seaweed.
0:30:17 > 0:30:21Whilst there, I discovered flavoured, roasted seaweed snacks,
0:30:21 > 0:30:22and after some research,
0:30:22 > 0:30:25decided this was a perfect new direction for our company.
0:30:25 > 0:30:28We've sailed the seven seas to source only the best -
0:30:28 > 0:30:32dim ond y gorau, grade A nori seaweed.
0:30:32 > 0:30:37And in July 2015, we launched three flavours of seaweed snack -
0:30:37 > 0:30:40honey and sesame, which has won a Great Taste award,
0:30:40 > 0:30:44sea salt and vinegar and coconut and chilli.
0:30:44 > 0:30:47Seaweed-flavoured food and drink
0:30:47 > 0:30:50are set to be the next big superfood trend in Europe.
0:30:50 > 0:30:56This presents a great opportunity for manufacturers such as ourselves.
0:30:56 > 0:31:00And we would love it if a Dragon or Dragons were to join us
0:31:00 > 0:31:03on our adventure. Who would like to try some?
0:31:03 > 0:31:07- ALL:- Yes, please!
0:31:07 > 0:31:11A passionate pitch by a couple with the sea in their blood.
0:31:11 > 0:31:13So, we have three plates there.
0:31:13 > 0:31:18Kate and Ashley Jones are looking for £70,000 for a 20% stake
0:31:18 > 0:31:20in their seaweed snack business.
0:31:21 > 0:31:25Deborah Meaden has digested both pitch and product,
0:31:25 > 0:31:28and appears to be grappling with a snack food dilemma.
0:31:30 > 0:31:33So I've eaten and all of my salt and vinegar I thought were lovely.
0:31:33 > 0:31:35Thank you.
0:31:35 > 0:31:39And, actually, I agree with you, they're actually quite satisfying.
0:31:39 > 0:31:42But I'm slightly disappointed by the consistency.
0:31:44 > 0:31:47When I'm eating a snack, I kind of want to...
0:31:47 > 0:31:50You know, we're all used to tearing this off and pick up fingerfuls.
0:31:50 > 0:31:52This doesn't feel like a snack.
0:31:52 > 0:31:54I've got slightly sticky fingers
0:31:54 > 0:31:56and I'm not quite sure how to eat it.
0:31:57 > 0:32:01It kind of feels to me like it should be a little less alien.
0:32:01 > 0:32:03The seaweed comes in very thin forms,
0:32:03 > 0:32:05so it's almost like a sushi sheet.
0:32:05 > 0:32:08There are, obviously, secondary processes where we can maybe make
0:32:08 > 0:32:09a sandwich or different ideas...
0:32:09 > 0:32:12We can make the product thicker, but at this stage,
0:32:12 > 0:32:15this is what has been eaten around the world and that's the format
0:32:15 > 0:32:16we've decided to take on.
0:32:18 > 0:32:20- Kate, Ashley.- Hi.
0:32:20 > 0:32:24I'm a convert of seaweed, so I just want to start by saying that.
0:32:24 > 0:32:28I spent a year in Japan and it's probably the most alien food
0:32:28 > 0:32:32that I have consistently eaten over a period of time, ever,
0:32:32 > 0:32:35anywhere in the world, but I actually think just because
0:32:35 > 0:32:37they eat it in Japan doesn't mean that
0:32:37 > 0:32:39it will translate over to a Western palate.
0:32:39 > 0:32:42It's quite hardcore, isn't it, as a flavour?
0:32:42 > 0:32:46Do you think the UK market's ready for a seaweed snack?
0:32:46 > 0:32:48I absolutely adore the flavours.
0:32:48 > 0:32:52I snack on them all the time, my kids snack on them and, yes,
0:32:52 > 0:32:55it is relatively new to the UK market,
0:32:55 > 0:32:58but we believe that it has great potential.
0:32:58 > 0:33:03It's healthy, it's nutrient dense and the flavours, I think,
0:33:03 > 0:33:05do appeal to the UK consumer.
0:33:07 > 0:33:10One question for you - how much does a packet of this cost
0:33:10 > 0:33:13- at retail?- Retail, 99p. - OK, the slight issue I have here -
0:33:13 > 0:33:15- it is only 4g.- Yeah.
0:33:15 > 0:33:17So this is actually a snack for people
0:33:17 > 0:33:20who don't want to fill themselves up.
0:33:20 > 0:33:23It's like a weenie, weenie, weenie packet of crisps.
0:33:23 > 0:33:27I would much rather pick that up and feel better
0:33:27 > 0:33:29about the way I've eaten and...
0:33:29 > 0:33:31I get that but it's like, "Here's a packet of crisps
0:33:31 > 0:33:33- "with a crisp in it."- Yeah.
0:33:33 > 0:33:37Yeah, it is the same as other seaweed snacks on the market.
0:33:37 > 0:33:39I think, as it is at the moment,
0:33:39 > 0:33:42you're pioneering in a very risky market.
0:33:42 > 0:33:45You're producing what is, per gram,
0:33:45 > 0:33:47an extraordinarily expensive product.
0:33:47 > 0:33:49I would be more attracted to this business
0:33:49 > 0:33:52if it was starting with the raw seaweed
0:33:52 > 0:33:53and you were doing it locally
0:33:53 > 0:33:55because then it would be an interesting story.
0:33:55 > 0:33:58I really hope you end up producing your own,
0:33:58 > 0:34:02but I'm going to have to leave you to it, I'm afraid.
0:34:02 > 0:34:04- I'm out.- Thank you very much. - Thank you.
0:34:07 > 0:34:09Not authentic enough for Nick Jenkins,
0:34:09 > 0:34:12who becomes the first Dragon out.
0:34:12 > 0:34:17Peter Jones has backed everything from hot sauce to noodles,
0:34:17 > 0:34:20but are the numbers attached to this seaweed snack rock-solid?
0:34:22 > 0:34:24So take me through the amount of money
0:34:24 > 0:34:25that's gone into this business.
0:34:25 > 0:34:28We spent, personally, about £275,000.
0:34:30 > 0:34:35- Are you serious?- Yeah. - You've spent £270,000?- Yeah.
0:34:35 > 0:34:38We've built a new factory which is...
0:34:38 > 0:34:41We think is good enough for any supermarket.
0:34:41 > 0:34:42- Do you own the factory?- No.
0:34:43 > 0:34:46We've built the factory under previous owner's land
0:34:46 > 0:34:47and we have a rent-free agreement.
0:34:47 > 0:34:50You built the factory out and you don't own that factory?
0:34:50 > 0:34:53No, but I have a great relationship with the owners of the land
0:34:53 > 0:34:55- and we have a lease agreement for 20 years.- I bet you do.
0:34:55 > 0:34:59You've just given them money for the next 20 years in advance
0:34:59 > 0:35:02on the back of a business that you haven't yet properly launched.
0:35:07 > 0:35:11Peter Jones is struggling to get to grips with their strategy,
0:35:11 > 0:35:13but does Touker Suleyman share his concerns?
0:35:16 > 0:35:19Guys, it's all about the brand.
0:35:21 > 0:35:25You are entering a very, very competitive field
0:35:25 > 0:35:28and unless you have the cost of production really low
0:35:28 > 0:35:31and you have an excess capacity that you can really churn out...
0:35:31 > 0:35:34Yeah, we can produce 20,000 packets of seaweed a day
0:35:34 > 0:35:37- in an eight-hour shift.- And how many are you selling at the moment?
0:35:37 > 0:35:39Not enough at the moment, obviously.
0:35:39 > 0:35:41We're only producing three days a month at the moment
0:35:41 > 0:35:43because we have spare capacity.
0:35:43 > 0:35:45So you actually run the factory three days a month?
0:35:45 > 0:35:47- Yeah, and then we sell the stock then. So we have...- It's just us.
0:35:47 > 0:35:51- The rest of the time, the factory stays idle?- Yeah, yeah.
0:35:53 > 0:35:56A factory only operating three days a month
0:35:56 > 0:35:59is small fry for Touker Suleyman.
0:35:59 > 0:36:02Deborah Meaden is a convert to the taste,
0:36:02 > 0:36:05but will she see seaweed as a solid investment?
0:36:08 > 0:36:10If I were you, I would try to do something different.
0:36:11 > 0:36:14I wouldn't do what everybody else is doing.
0:36:14 > 0:36:17I'd turn it into what I would call a snack.
0:36:17 > 0:36:20You know, I've make it edible for me when I'm walking around,
0:36:20 > 0:36:23because I'm not quite sure what it is.
0:36:23 > 0:36:25Nobody buys a snack that does that.
0:36:29 > 0:36:32So I'm afraid I won't be investing. So I'm out.
0:36:35 > 0:36:38I just feel that the consumer is...
0:36:38 > 0:36:41- It's just not there yet.- OK.
0:36:41 > 0:36:44You need to have a particular palate,
0:36:44 > 0:36:48you need to really yearn for new, exciting, healthy things.
0:36:48 > 0:36:50Of course there is a market for that,
0:36:50 > 0:36:53but it's not a particularly big market. It remains quite niche.
0:36:53 > 0:36:55I don't think we're there yet.
0:36:57 > 0:37:00It's not for me, I'm afraid. I'm sorry, I'm out.
0:37:03 > 0:37:06Sarah Willingham and Deborah Meaden
0:37:06 > 0:37:09cast the business proposition adrift.
0:37:09 > 0:37:13It's down to Touker Suleyman to revive the hopes and aspirations
0:37:13 > 0:37:15of a seaweed harvesting dynasty.
0:37:18 > 0:37:23I'm very concerned that you've got this production facility
0:37:23 > 0:37:25and you've got three days' production per month.
0:37:25 > 0:37:30My advice would be to find out what else can that factory make?
0:37:30 > 0:37:36And keep the brand totally separate, otherwise you'll always lose money.
0:37:36 > 0:37:39I personally think you're very passionate about seaweed,
0:37:39 > 0:37:41I can understand why,
0:37:41 > 0:37:45but I'm not going to be on that journey and I'm out.
0:37:47 > 0:37:49That just leaves me.
0:37:54 > 0:37:56I do like the product.
0:37:56 > 0:37:58Thank you.
0:37:58 > 0:38:04Both of you are incredibly passionate and driven.
0:38:05 > 0:38:09That's a positive thing because people buy people first.
0:38:12 > 0:38:16The issue is that I still can't get my head round why you would spend
0:38:16 > 0:38:19a quarter of a million pounds on rent
0:38:19 > 0:38:21as opposed to buying the very thing
0:38:21 > 0:38:26that actually is an appreciating asset.
0:38:26 > 0:38:29Nobody in their right mind would pay 20 years in advance on a building.
0:38:29 > 0:38:32I've never heard of it in 30 years of business.
0:38:32 > 0:38:33I guess that shows my commitment,
0:38:33 > 0:38:36that I want to be there for 20 years, running a business.
0:38:36 > 0:38:38I think that's bordering on ludicrous.
0:38:41 > 0:38:43We could do something else with the building, obviously.
0:38:43 > 0:38:45It's ours for 20 years.
0:38:45 > 0:38:47So, therefore, we could make different seaweed products
0:38:47 > 0:38:50or even leave the seaweed behind and do other food manufacturing
0:38:50 > 0:38:53- in the premises. - But that's not our intention.
0:38:53 > 0:38:54We truly believe in this product.
0:38:54 > 0:38:57My grandfather's been in business all his life, my father, my mother.
0:38:57 > 0:39:00We're passionate about being in business and doing the best we can.
0:39:00 > 0:39:02Yeah, but there's a difference between passion
0:39:02 > 0:39:04and the direction of that in business
0:39:04 > 0:39:07and what you get out of it as a result.
0:39:08 > 0:39:11I would get concerned, if I was to invest,
0:39:11 > 0:39:14the speed at which you would make those emotional decisions
0:39:14 > 0:39:16and not really protect the very thing that would be important to me,
0:39:16 > 0:39:18which is my investment.
0:39:20 > 0:39:23I'm not going to make you an offer. So I'm out.
0:39:25 > 0:39:27- OK.- Thank you.
0:39:29 > 0:39:32So it's all over for the kelp crusaders,
0:39:32 > 0:39:35who failed to take a Dragon back to Wales,
0:39:35 > 0:39:39but still have fire in their belly for the business.
0:39:39 > 0:39:44- We tried.- Did well. We'll make it. - We will.- Yeah, for our boys.
0:39:44 > 0:39:47We're still passionate about our product and about our brand...
0:39:47 > 0:39:49And certainly determined to succeed.
0:40:03 > 0:40:06- OK?- Good luck.- Let's do this.
0:40:06 > 0:40:09The final entrepreneur in the Den is a Cornish engineer
0:40:09 > 0:40:12with a passion for building things.
0:40:12 > 0:40:15When I was a kid, playing with Lego that was...
0:40:15 > 0:40:17I've always known that was what I wanted to do.
0:40:17 > 0:40:18I always wanted to make stuff.
0:40:18 > 0:40:21'And because I am passionate about sport,'
0:40:21 > 0:40:24it was a natural progression to work in an area
0:40:24 > 0:40:26to do with sport and fitness.
0:40:26 > 0:40:28So...
0:40:31 > 0:40:32It's all good.
0:40:32 > 0:40:34'We're a small business from Cornwall'
0:40:34 > 0:40:39and we want to take over the world, and why shouldn't we?
0:40:39 > 0:40:42A confident prediction from an inventor with ambition.
0:40:43 > 0:40:45But will the Dragons share his vision?
0:40:49 > 0:40:52Hello, Dragons. My name is Simon Heap
0:40:52 > 0:40:56and I'd like to introduce Rugged Interactive.
0:40:56 > 0:41:00I'm here today to ask you for £100,000
0:41:00 > 0:41:04in return for a 10% equity share in our company.
0:41:06 > 0:41:08Using motivational technology
0:41:08 > 0:41:13and innovative new software techniques,
0:41:13 > 0:41:16we've, erm...
0:41:16 > 0:41:23We've tried to take the best of gamification and competition
0:41:23 > 0:41:27and make exercise more motivational, more fun, more exciting.
0:41:29 > 0:41:33Interactive fitness is just at the beginning of its market growth.
0:41:35 > 0:41:38There is no doubt that, in years to come,
0:41:38 > 0:41:43going into a gym and running on the treadmill or lifting weights
0:41:43 > 0:41:46will become archaic and unusual.
0:41:46 > 0:41:50Our CardioWall, FitMakr and TrailBlazer products
0:41:50 > 0:41:55are now profitable and we expect to triple our turnover next year.
0:42:06 > 0:42:09We sell globally and...
0:42:09 > 0:42:13design and manufacture our products in Cornwall
0:42:13 > 0:42:16and we're very proud to do so.
0:42:16 > 0:42:19I'd now like you to come up and have a go
0:42:19 > 0:42:22with our sports scientist Lucy and our designer Lauren.
0:42:23 > 0:42:25OK, so who would like to have a go?
0:42:25 > 0:42:27TOUKER GROANS
0:42:27 > 0:42:30Futuristic sports equipment inventor Simon Heap
0:42:30 > 0:42:33is looking for £100,000 for a 10% stake
0:42:33 > 0:42:36in his lightpod-bopping business.
0:42:36 > 0:42:39- Do I just go here?- Yes, you're on this side, you're on that side.
0:42:39 > 0:42:42- Go!- Hit the red one. - Just the red one.
0:42:42 > 0:42:47They test various things - stamina, high impact, interval training.
0:42:49 > 0:42:50More speed, less power!
0:42:51 > 0:42:55Faster, faster! Four, three, two, one, zero.
0:42:55 > 0:42:59- You're done.- 64-45!
0:42:59 > 0:43:01Some friendly competition in the Den.
0:43:01 > 0:43:03I might have a go. Sarah, are you going to have a go?
0:43:03 > 0:43:04I'll have a go.
0:43:04 > 0:43:07But when it comes to spotting a business opportunity,
0:43:07 > 0:43:08the gloves are off.
0:43:08 > 0:43:11Boxing gloves.
0:43:11 > 0:43:12This is what I need!
0:43:14 > 0:43:17I might just wear these in the Den constantly.
0:43:17 > 0:43:19Go, go, go!
0:43:21 > 0:43:24- That's good.- Hit right on the... Right in the middle.
0:43:24 > 0:43:27Oh, it's really even.
0:43:27 > 0:43:28Come on.
0:43:28 > 0:43:30Stop, stop, stop! It's finished!
0:43:30 > 0:43:33- SARAH GROANS - Deborah wins.
0:43:33 > 0:43:34Deborah wins.
0:43:34 > 0:43:39That's just as well because I get really grumpy when I lose.
0:43:39 > 0:43:41Technology business guru Peter Jones
0:43:41 > 0:43:45is the only Dragon with enough puff left to ask the first questions.
0:43:48 > 0:43:50- OK, so that's game one.- Yes.
0:43:50 > 0:43:52And what's the difference between the other two?
0:43:52 > 0:43:54So they all run off the same core technology.
0:43:54 > 0:43:57- So, it's the same idea with that? - Exactly, yes. Yeah.
0:43:57 > 0:44:00It's in a different body. It's more suitable for different environments.
0:44:00 > 0:44:02So that particularly goes well in schools
0:44:02 > 0:44:05and trampoline centres, recently.
0:44:05 > 0:44:08And, obviously, the climbing wall is for climbing,
0:44:08 > 0:44:11so it goes well in climbing centres and in schools.
0:44:12 > 0:44:14It's the same thing.
0:44:14 > 0:44:17And if you had it up there, you'd be climbing along and around it.
0:44:19 > 0:44:23Can I just feel the...? I just want to feel the grip on it, actually.
0:44:23 > 0:44:28Because that is the deal-breaker, isn't it?
0:44:28 > 0:44:30The thing is, these are really easy for kids to hold on to,
0:44:30 > 0:44:33so they forget about how much they're using their body
0:44:33 > 0:44:35and they scamper around the place and they love it.
0:44:35 > 0:44:37OK, that's good.
0:44:37 > 0:44:40OK, so you turned over, the most recent year,
0:44:40 > 0:44:42- and your best year is 250,000 revenue?- Yes.
0:44:42 > 0:44:46Can I call my advocate at this point?
0:44:46 > 0:44:49Would that be OK?
0:44:49 > 0:44:52- What does he do? - He's new business and sales.
0:44:52 > 0:44:55- What's his name?- Martin Worth. - OK, let's get Martin up, then.
0:44:55 > 0:44:56Thank you.
0:44:58 > 0:45:00With a financial grilling looming,
0:45:00 > 0:45:03it appears the sports equipment innovator
0:45:03 > 0:45:06isn't prepared to take on Peter Jones alone.
0:45:06 > 0:45:11Enter Simon's business associate, Martin Worth.
0:45:11 > 0:45:15Will he be able to provide clarity on the fitness of the finances?
0:45:15 > 0:45:19- This is Martin.- Hi, Martin.- Hello.
0:45:19 > 0:45:23So, I was just asking Simon, the last 12 months you've turned over...
0:45:23 > 0:45:25- Generated sales of 250,000?- Yes.
0:45:25 > 0:45:28And he then, I don't know why,
0:45:28 > 0:45:30but seemed to get a little bit worried and then called for you.
0:45:30 > 0:45:33- Are you his safety blanket? - I don't know.
0:45:33 > 0:45:35I've never been called that before.
0:45:36 > 0:45:40So, talk me through the last... This last year, 250,000 in revenue.
0:45:40 > 0:45:42What was the gross profit that you made?
0:45:42 > 0:45:46So, in the last 12 months, we anticipate posting...
0:45:46 > 0:45:49Just about breaking even on that figure.
0:45:49 > 0:45:51Was that what I asked you?
0:45:51 > 0:45:55- Gross profit. - Oh, sorry, the gross profit.
0:45:55 > 0:45:57In the last... Well, the...
0:45:57 > 0:45:59The gross profit that we're posting at the moment
0:45:59 > 0:46:04is around about 50% on the turnover.
0:46:04 > 0:46:08- So around about 125,000?- Yes.
0:46:10 > 0:46:14- You've valued your business at £1 million.- That's right.- Yes.
0:46:14 > 0:46:17And you're definitely old enough to be slightly sensible.
0:46:17 > 0:46:19Yes. Careful.
0:46:19 > 0:46:22So, what's... What am I missing?
0:46:22 > 0:46:25Well, it's been an incredible run rate over the last quarter.
0:46:25 > 0:46:28Our run at the moment is £50,000 a month
0:46:28 > 0:46:30and that is growing month on month.
0:46:32 > 0:46:34- Shall we go through the balance sheet?- Go ahead.
0:46:34 > 0:46:36Ask me questions and I'll respond.
0:46:36 > 0:46:39I'm not an accountant. You know, numbers... I'm an engineer.
0:46:39 > 0:46:41My background is not, you know, numbers.
0:46:41 > 0:46:43So, you know, I've left that to others.
0:46:43 > 0:46:45What's the number at the bottom of your balance sheet?
0:46:45 > 0:46:48- Is it positive or negative? - Positive.- How much?
0:46:48 > 0:46:53Obviously, that varies, but, at the moment, it is...
0:46:53 > 0:46:55Roughly £10,000.
0:46:55 > 0:46:57Actually, it's a bit less than that.
0:46:57 > 0:47:00- Simon, do you not know? - I don't know exactly.- No?
0:47:00 > 0:47:03The trouble is, if you put enough ish-es into a balance sheet,
0:47:03 > 0:47:07- you can end up being several hundred thousand pounds out.- Yes, yeah.
0:47:07 > 0:47:10So, I'm asking you. You don't really know, do you?
0:47:10 > 0:47:11I don't.
0:47:15 > 0:47:18Despite the arrival of backup in the Den,
0:47:18 > 0:47:23it hasn't saved Simon from an edgy exchange over the balance sheet.
0:47:23 > 0:47:28Will Touker Suleyman go any easier on the business duo?
0:47:29 > 0:47:33How big is your forward order book in money terms?
0:47:33 > 0:47:37In money terms for the next year, we're looking at 800,000.
0:47:37 > 0:47:40- Physically written orders?- We've...
0:47:40 > 0:47:44No, no, no, physical orders, written down, confirmed -
0:47:44 > 0:47:46- what have you got? - We've got several commitments...
0:47:46 > 0:47:51No, no, no! Physical orders in money terms, signed, sealed and delivered,
0:47:51 > 0:47:53- that would confirm?- Yes.- How much?
0:47:53 > 0:47:56We've got commitment on the 800,000.
0:47:56 > 0:47:59So your next year's turnover would be in excess of,
0:47:59 > 0:48:01what, £800,000-1 million?
0:48:01 > 0:48:02That's our estimate, yes.
0:48:04 > 0:48:08You have not got £800,000 worth of committed orders, have you?
0:48:08 > 0:48:10Can I ask the boss?
0:48:10 > 0:48:13Have you got £800,000 worth of committed orders?
0:48:13 > 0:48:15- Can I answer you in a different way? - No, just... It's a yes or no.
0:48:15 > 0:48:18We... We have a forward...
0:48:18 > 0:48:20We have a forward order book for...
0:48:20 > 0:48:22- 800,000?- No, for half a million.
0:48:22 > 0:48:23Our pipeline is half a million.
0:48:23 > 0:48:25- Your pipeline?- Yes.
0:48:25 > 0:48:28You have not got forward orders of 800,000, have you?
0:48:28 > 0:48:29No.
0:48:33 > 0:48:35Confusion around what's been promised
0:48:35 > 0:48:39and what's been confirmed has left the Den disgruntled.
0:48:40 > 0:48:43The Dragon who made her millions in holiday parks
0:48:43 > 0:48:47wants to drill down into what's driving their sales to date.
0:48:47 > 0:48:50Can I ask - how much do they cost? How much do they sell for?
0:48:50 > 0:48:53This one here, depending on the...
0:48:53 > 0:48:57The warranty and the support, is around about £8,000-9,000.
0:48:57 > 0:49:01So, what I'm interested in is how that will enhance my revenue.
0:49:01 > 0:49:04Why would that make my business in a gym better?
0:49:04 > 0:49:07OK, so... So, you know, gyms are boring.
0:49:07 > 0:49:08They have a high churn rate.
0:49:08 > 0:49:11People go to the gym and I think it is something like two thirds
0:49:11 > 0:49:13of gym users buy a membership and never go back.
0:49:13 > 0:49:16I can cut this short and say it makes it more interesting...
0:49:16 > 0:49:18- It makes it more interesting. - ..when you go to a gym.
0:49:18 > 0:49:20- It makes it more compelling. - OK, OK.
0:49:20 > 0:49:24I've played something really similar to this on Brighton Pier.
0:49:24 > 0:49:27- Yes.- I've played it many, many, many times.
0:49:27 > 0:49:28- Because it's a lot of fun.- It is.
0:49:28 > 0:49:30So, what is your USP?
0:49:30 > 0:49:33You know, as a business, our USP is our...
0:49:33 > 0:49:35Our ability to create and innovate.
0:49:37 > 0:49:39One thing we don't talk about is it is Internet-connected,
0:49:39 > 0:49:41it goes up to the Cloud.
0:49:41 > 0:49:42But why is that a benefit?
0:49:42 > 0:49:44It's not a benefit for the majority of people,
0:49:44 > 0:49:47but for professional sport and health care and schools,
0:49:47 > 0:49:49it's a real benefit because it means
0:49:49 > 0:49:51they can track longitudinal performance.
0:49:51 > 0:49:53You know, this isn't just a British business.
0:49:53 > 0:49:56This is a British business selling worldwide.
0:49:56 > 0:49:58We know it's popular in America.
0:49:58 > 0:49:59We know it's popular in China.
0:49:59 > 0:50:01We know it's popular in France.
0:50:01 > 0:50:03We're ahead of the game. Nobody else is where we are.
0:50:07 > 0:50:10The entrepreneurs have come back fighting.
0:50:10 > 0:50:13But for one Dragon in particular, it's wasted energy.
0:50:16 > 0:50:21As you probably know, I was at university business school
0:50:21 > 0:50:24with your business partner, Harry Stevens.
0:50:24 > 0:50:26So, according to the rules of the Den,
0:50:26 > 0:50:29I won't be able to invest.
0:50:29 > 0:50:33I didn't actually know that you were coming in today
0:50:33 > 0:50:35and I didn't say anything until the end
0:50:35 > 0:50:37because I just thought I would sit back and...
0:50:37 > 0:50:39And watch the fireworks.
0:50:39 > 0:50:42- But we will let nature take its course.- Thank you.
0:50:42 > 0:50:44But I'm out.
0:50:45 > 0:50:48Den rules dictate that the Dragons can't know anything
0:50:48 > 0:50:53about the business beforehand, so Nick Jenkins walks away.
0:50:53 > 0:50:56But are Simon's products innovative enough
0:50:56 > 0:51:00for tech pioneer Peter Jones to overcome his concerns
0:51:00 > 0:51:02about their order book?
0:51:02 > 0:51:04- Martin, we didn't start off on the right foot.- No.
0:51:04 > 0:51:07I think the excitement - you got a bit carried away with it.
0:51:07 > 0:51:10But I've got to say, I really like it.
0:51:12 > 0:51:14And I don't think it's a game, potentially,
0:51:14 > 0:51:16that will become repetitive and boring, either,
0:51:16 > 0:51:20because it's got that whole cardiovascular fitness piece.
0:51:20 > 0:51:22It's not a game.
0:51:22 > 0:51:27You know, this is basically to try and get you healthy.
0:51:28 > 0:51:32The thing I do like also, it's typically, quintessentially British.
0:51:34 > 0:51:38I love it and I love it so much, I want to make you an offer.
0:51:39 > 0:51:41But I want to make you an offer on the basis
0:51:41 > 0:51:44that I do think it works best in terms of collaboration,
0:51:44 > 0:51:47so I'm going to offer you half of the money...
0:51:49 > 0:51:51..but for that, I want 15% of the company.
0:51:53 > 0:51:55And I'll offer the other half.
0:51:58 > 0:52:03It's an extraordinary turnaround, with two Dragons ready to invest,
0:52:03 > 0:52:07although asking for 20% more of the business than was on offer.
0:52:07 > 0:52:12Has Deborah Meaden also seen anything in the game of throws
0:52:12 > 0:52:15to tempt her to invest?
0:52:18 > 0:52:22Do you know the thing, for me, you actually got me very, very early on,
0:52:22 > 0:52:26and it's the fact that it was watching these two play
0:52:26 > 0:52:30that made Sarah and I think, "We want a go".
0:52:30 > 0:52:33I've seen games that work and games that don't work
0:52:33 > 0:52:35and I've seen why they work and why they don't work and this is...
0:52:35 > 0:52:38This has got something about it.
0:52:38 > 0:52:41So, I, too, am going to make you an offer.
0:52:45 > 0:52:47I'm going to offer you half of the money
0:52:47 > 0:52:49and I want 15% of the business.
0:52:52 > 0:52:54Thank you.
0:52:54 > 0:52:59OK, we need somebody that understands global business
0:52:59 > 0:53:02and, you know, can make those deals happen.
0:53:02 > 0:53:06And, you know, I don't want to sort of, say,
0:53:06 > 0:53:09"Peter, give me your CV," but, you know...
0:53:09 > 0:53:10I wouldn't.
0:53:10 > 0:53:15I'm amazed. You must have done your research.
0:53:15 > 0:53:17Yeah, but I'd like to hear, you know, not in terms of...
0:53:17 > 0:53:18Not your experience...
0:53:18 > 0:53:21No, I can give you all the words till I'm blue in the face.
0:53:21 > 0:53:24- Yeah.- All right, you tell me, what does Peter's global business do?
0:53:24 > 0:53:27Well, international technology and expansion
0:53:27 > 0:53:29and exploitation of new ideas around the world.
0:53:29 > 0:53:33- So, you know... - So, which bit of that...?
0:53:33 > 0:53:36- No, listen.- That sounds like a slam dunk to me! I mean...
0:53:36 > 0:53:38Don't blow it... Don't blow it now.
0:53:40 > 0:53:43I need to declare my hand. I'm going to give you
0:53:43 > 0:53:46just a little piece of advice now - you could blow this.
0:53:46 > 0:53:48I do think you've got amazing offers.
0:53:50 > 0:53:52So, I'm out. Don't blow it.
0:53:58 > 0:54:00- Go and talk to the wall. - Go and climb the wall.
0:54:00 > 0:54:01- Sensibly. - We're going to talk to the wall.
0:54:03 > 0:54:06(Of all the questions in all the world...!)
0:54:08 > 0:54:11With Sarah Willingham and Nick Jenkins out,
0:54:11 > 0:54:14there are three Dragon offers to consider.
0:54:14 > 0:54:18But they're demanding 30% of the company,
0:54:18 > 0:54:21three times as much as the 10% the entrepreneurs wanted
0:54:21 > 0:54:23to exchange for the cash.
0:54:23 > 0:54:25They're getting a great deal.
0:54:31 > 0:54:34I think 30% is a little high.
0:54:34 > 0:54:38I think, you know, if you could come back with a lower percentage,
0:54:38 > 0:54:40that would... That would seal the deal.
0:54:42 > 0:54:44We were looking somewhere around 15.
0:54:46 > 0:54:48I mean, we are... We are way apart, aren't we?
0:54:48 > 0:54:51You're 15 and we're 30. That's way off.
0:54:51 > 0:54:53But there's a middle point, isn't there?
0:55:01 > 0:55:04Deborah, would you do anything if your investment was repaid?
0:55:07 > 0:55:09Yeah.
0:55:09 > 0:55:12Yeah. Yeah, that could be an option, a buy-back.
0:55:12 > 0:55:14- Cos this is all about risk.- Yes.
0:55:14 > 0:55:19The minute I receive back my investment, I will give you back 5%.
0:55:19 > 0:55:22So, that leaves me then with 10% in the company.
0:55:22 > 0:55:25I would agree that, but I would put a timescale on it.
0:55:25 > 0:55:28- OK.- Within the next two years, Peter, would that sound sensible?
0:55:31 > 0:55:35Deborah Meaden and Peter Jones have joined forces to clinch the deal.
0:55:36 > 0:55:39Touker Suleyman is now flying solo.
0:55:39 > 0:55:41Will he up the ante?
0:55:43 > 0:55:46Touker, where are you here?
0:55:48 > 0:55:52I would say, I'll give you the whole 100,000 for 20%.
0:55:52 > 0:55:53HE EXHALES
0:55:55 > 0:55:59A bold late move from outsourcing supremo Touker Suleyman,
0:55:59 > 0:56:01who undercuts the other Dragons
0:56:01 > 0:56:05by letting them keep more of their company upfront.
0:56:05 > 0:56:09- 30% with a 10% buy-back...- Yes.
0:56:14 > 0:56:16Thank you for your offer...
0:56:22 > 0:56:25..but I think we're going to go with Deborah and Peter.
0:56:25 > 0:56:27- Excellent!- Wow!
0:56:27 > 0:56:30- SARAH:- Well done. Congratulations. - Well done.
0:56:30 > 0:56:34The entrepreneurs snatch victory from the jaws of defeat...
0:56:34 > 0:56:37- Well done.- Lovely.- Glad we got there in the end. It's very exciting.
0:56:37 > 0:56:40..and they walk away with £100,000
0:56:40 > 0:56:42and two Dragons well-suited
0:56:42 > 0:56:45to take the interactive fitness machines global.
0:56:47 > 0:56:49'It was up to us not to mess it up.'
0:56:50 > 0:56:52There was a point where perhaps it looked
0:56:52 > 0:56:55as though it was going that way but, you know, I think it was...
0:56:55 > 0:56:57They understood and they got it.
0:56:57 > 0:56:59Well done, guys.
0:56:59 > 0:57:01Well, Touker, you put the cat amongst the pigeons then.
0:57:01 > 0:57:04- I thought it was going wrong at one point with Martin.- So did I.
0:57:04 > 0:57:07It was the structure I was worried about - about who they employ.
0:57:07 > 0:57:10Was that why you got so worried, you offered 100,000 to undercut us?
0:57:18 > 0:57:22A triumphant end to a pitch that looked for a while
0:57:22 > 0:57:25like it was going totally the opposite way.
0:57:25 > 0:57:27Three Dragons vying for a business
0:57:27 > 0:57:30is a fitting way to conclude tonight's show
0:57:30 > 0:57:33and, indeed, this current series.
0:57:33 > 0:57:36The Den has opened its doors to a myriad of entrepreneurs
0:57:36 > 0:57:39and an accomplished few have secured investment.
0:57:39 > 0:57:43Along the way, the Dragons have encountered the innovative,
0:57:43 > 0:57:47the ingenious and the outright implausible.
0:57:47 > 0:57:50- That...- Oh, he's going to break it.
0:57:50 > 0:57:53Dragons, I'm a multimillionaire.
0:57:53 > 0:57:56- I don't need money.- I'm oot!
0:57:58 > 0:57:59It's quite good, isn't it?
0:57:59 > 0:58:02Oh, yes, now we're talking.
0:58:02 > 0:58:05- You all right there, Nick? - I've been reborn!
0:58:05 > 0:58:07How about if we just cut to the chase?
0:58:07 > 0:58:10Do you understand you are standing in Dragons' Den?
0:58:10 > 0:58:12Don't blow it.
0:58:12 > 0:58:15You worked in three investment banks. God help us!
0:58:15 > 0:58:17I think you're just a scaredy-cat.
0:58:17 > 0:58:18Ohh!
0:58:19 > 0:58:21I like what I see.
0:58:21 > 0:58:22I think you've got a cracking business.
0:58:22 > 0:58:24I'm going to make you an offer.
0:58:24 > 0:58:26I would prefer it that you didn't try and negotiate
0:58:26 > 0:58:29and then at the end of all of this, we can share the honey.
0:58:29 > 0:58:32- Bee-hive yourself.- Like it.
0:58:32 > 0:58:33Excellent!
0:58:33 > 0:58:34Well done.
0:58:34 > 0:58:36Oh, I'm really pleased.
0:58:36 > 0:58:37Thank you.
0:58:37 > 0:58:38Thank you.
0:58:39 > 0:58:41Thank you!
0:58:41 > 0:58:43- Unbelievable!- Brilliant!