Condiments The Apprentice

This is not about a job any more.

I'm the investor and you are going to make me some money.

Heading to London, 16 potential business partners,

all keen to kick-start a company.

I'm not looking for a friend. If I want a friend, I'd get a dog!

I'm looking for a partner.

This is about me investing £250,000 into a business with one of you.

On offer, a 50-50 deal with the nation's most demanding investor.

I've put you in for a little piddly little business

and you made a complete MESS of the figures.

Willing to bankroll new business in tough times,

Lord Sugar is on the hunt for one winning partnership.

Basic business principles went right down the drain on this thing!

-You should have ALL known better.

-Start the car!

-It's a deal worth fighting for.

-It's the same thing happening again!

-No, no!

-We have an opinion and you just don't like it!

-16 candidates.

-If Plan A fails, we got Plan B.

If Plan B fails, we got Plan C.

-12 tough weeks.

-Where am I going?!

-One life-changing opportunity!

-You're fired.

You're fired.

This is my boardroom, and by the way, this is my money.

You're fired.

Previously on The Apprentice.

What you're going to do is design a household gadget.

What about tap cushions so you can put your feet up in the bath?

Project manager Jane poured cold water on Katie's tap cosy...

Basically, there were just too many design constraints.

It just wasn't going to work.

There's no point in market research if we're going to ignore it.

..convinced she'd blow the boys out of the water with Splish Splash...

-If you were to order a million units...

-That's a £9 million order.

-That doesn't quite add up.

-..while Maria fell asleep on the job!

-Do you have ideas that you want to add, or...?

-I'm thinking,

I'm thinking. I'm trying to... I don't know...I'm thinking.

Half the boys thought their product was rubbish.

So basically, we've invented the bin. HE LAUGHS

Azhar's pep talk left some team members feeling dumped.

We've all got some fantastic ideas. Everyone's ideas are valid!

We felt redundant today.

You've ignored me and said, this is the product, get behind it.

But in the boardroom, a second win for the boys.

It's not a gadget, I think it's a toy, to be frank.

For Jane, a shower of criticism.

I put you in for a little piddly little business

and you screwed it up!

And an early bath for Maria!

Your explanation to me, Maria, is not good enough.

As far as I'm concerned. Maria, you're fired.

She became the second casualty of the boardroom.

In the fight for Lord Sugar's quarter million pound investment,

14 candidates remain.

PHONE RINGS

6:30am.

-Good morning.

-Good morning, this is Lord Sugar's office.

Lord Sugar would like you to meet him at St Katharine docks.

-The cars will be outside in 20 minutes.

-Thank you, goodbye.

-Girls! St Katharine's Dock.

-Where?

-St Katharine's Dock. Boys...

The fact is, I know we lost the last one, but we didn't deserve to.

All I want to do is win. Win A task.

I think we have to put a couple of the lads in to sort them lot out!

They can't go on like this every week. There'll be no girls left!

I actually don't want them with us, cos there are some very weak

people on their team and a few of them deserve to get fired.

Today, a haven for yuppie yachts, St Katharine Docks,

once a bustling shipyard.

-Good morning.

-ALL:

-Good morning, Lord Sugar.

Welcome to St Katharine's Dock.

Now, I used a come and play here as a kid, believe it or not,

and one of the commodities that used to come into these docks

was spices, things like cinnamon and saffron.

You might be wondering, what's that got to do with the task today?

Well, the task today is all about you going off

and making a new condiment.

Of course, we all know about the big brands that monopolise the market,

but it's the innovative start-ups that have actually carved themselves

a niche in the market place, and that's what I want you to do.

Now, I've laid on a specialised factory for you.

This is about understanding the ingredients that go into it,

carefully calculating the formula.

You'll have to come up with a brand name and packaging design.

The team that makes the most profit will win,

and in the team that loses, one of you will be fired.

Now, Team Sterling, you haven't actually performed very well in the

last two weeks, so Duane and Nick, go and join Sterling,

and Katie, you come over here and join Phoenix and the boys.

Good luck, and I'll see you back in the boardroom in a few days.

Condiments, from ketchups to mustard, pickles to chutney!

We add more than £13 million worth to our food each week,

and the right recipe can make a tasty profit.

OK, Katie, I'd like to officially welcome you to Team Phoenix.

-Thank you, Adam!

-We do things a bit differently, like winning!

-This is Tom. Azhar.

-Thanks for being such winners.

The only person we have had slight issues with is Katie.

And she's gone to the boys team, so, we're happy.

Today, both teams must develop, brand

and manufacture an original condiment.

Tomorrow, they must sell it.

But first, both teams need project managers.

Because of the experience I've got from the other guys, I'd like to put myself forward,

just so we get some decisions made quickly and try and get some structure in the team.

Out to end the girls' losing streak, drinks entrepreneur, Duane.

I've got no specific knowledge of the market,

but I think if we delegate, work together and focus on winning,

I really believe it can lead us to this victory.

-Does anybody else want to be product manager?

-I wouldn't mind.

Wouldn't mind, or want to be? I WANT to be project manager, I want to be. So, let's make the vote.

-Vote for Duane.

-Yes. Got it.

I think the girls are a bit nervous. They've lost a couple of tasks so the pressure is against them,

so it'll be difficult to manage them because I don't know

what they do, so I'm hoping to bring some creativity,

some positive energy and some salesmanship and leadership.

I'd like to put myself up for project manager.

Joining the winning boys, Katie.

-It's very, very complicated. There's a lot to take on.

-All right?! Very, very complicated?!

No, no, I'm saying that in a positive way.

I think I'd do a really good job.

-Is there anybody else who feels they could...?

-I want to put myself forward as project manager.

-Let's vote on it, quickly. So, Katie or Stephen?

-Stephen.

-I vote Katie.

-Katie.

-Great. Fab.

-We're behind you 100%, OK?

I feel all right about leading a pack of men,

I'm used to working in a male dominated field,

and the main thing I can bring to this task is my organisational

skills and really keeping the guys under control.

I'm a very strong salesman.

Next, decide what type of condiments to go for.

I think table sauces is just a really obvious one.

-We can market it really well.

-Mass appeal.

I'd be more likely to buy a table sauce than I would a jam or a chutney, you know?

-There's a huge market.

-I think something definitely with a spice, with a nice little kick to it.

A spicy, Italian sauce, because you can do a lot with it.

Looking for a dollop of the enormous ketchup markets,

Katie's boys go for a tangy table sauce.

I do like the Mediterranean, amore.

Quite good fun, selling the love aspect...

I don't think Katie is the strongest candidate in this process

by any stretch of the imagination.

It's not going to be too much of a talent to influence all of her decisions.

I am happy to take a second project in this sub-team for you

-and take charge of that sub-team, to give you a bit of structure?

-Yep.

-On Duane's team...

-Who's feeling the chutney?

-Top-class chutney for the connoisseur.

-I'm with chutney.

-I'm with chutney.

-OK. Are we all behind chutney?

-ALL: Yes.

-OK, guys, right.

-Dishing out some expert advice...

Obviously, I'll' go with what everybody says, but I just know

-that that particular market is ridiculously saturated.

-..food manufacturer, Jane.

You'll just find it impossible to differentiate yourselves.

Well, they went for chutney, against Jane's advice.

She is, after all , in the food business. Chutney gets the vote.

Jane is downcast. And if they get it wrong,

it really could end up in a bit of a pickle!

I know for a fact, health and well-being, everything in food is going down that line.

You know, it shouldn't be over 0.73 grams per hundred grams of salt.

Very important.

If the product isn't up to scratch, it's not allowed out.

I really do completely agree with what you just said then.

Before we get too technical, let's make this a quality, luxury product.

Condiments decided, half the teams head for a factory to make them.

-The rest must line up trade...

-Hi, James, I'm from Phoenix Foods.

Just looking to see if I can make an appointment with you, really.

..and think up brands.

I've got like Chunky Chutney and then I started going on names,

like Chucky Chutney or Charlie Chutney.

Spice Fusion. Spicy Nicey. Mix Master. Natural Fusion.

-Simple Goodness.

-The ones I like out of that are InFusion.

-I completely agree.

-Yeah, I like it.

-Perfect.

We're doing well! I like it!

This is actually the best sub-team I've been in.

I want to go for something passionate. Really passionate and vibrant.

Not sure what you think, Katie, but, like, Bellissimo. Bellissimo, I believe is fantastic in Italian,

or great, or brilliant, superb.

-We've got to check that, because it'd be awful if it was like crap in Italian!

-Yeah!

Bellissimo, red hot pepper sauce, I like it.

-Bellissimo!

-Let me get the spelling on that,

but I believe it is either with a B or a V.

That words is going to get us the victory, guys!

Tiptree, Essex. A leading condiment company,

with all of the kit to make sauces from scratch.

Sugar, white wine, vinegar, onion and water, please.

First job for both teams, knock up a sample.

Right, guys, we need to get the additional ingredient in here,

so we need 560 grams.

Heading up Katie's spicy ketchup squad,

biochemist turned recruitment manager, Ricky.

That still needs to cook longer.

And calculating the costings, fine wine investor, Tom.

I've worked out the costings on a 10% loss.

-This is the most expensive of the three.

-Yes.

-How much was it?

97.98, including the job.

For pitches laid on by Lord Sugar,

both teams must send samples to London within one hour.

That tastes nice.

At the other end of the factory, target for Duane's team -

a pineapple chilli chutney.

Right, we've got the chilli, we've got the pineapple,

-just need to know numbers.

-The chilli is quite expensive,

so, we need to know how much we should be putting in?

-Charged with crunching the numbers, Jane.

-So, per kilo, it's 2.2%.

OK, have we got the base recipe? And again, that's not accurate,

because you're going to use the sum amount of some...

-I really need a recipe of...

-We need to get something done.

But I know food and I know that if we don't follow this, that the product won't work.

We really need these ingredients to go into the base picture, I'm sorry.

I'm not trying to push you, I'm just telling you, it needs to go in, in the next two minutes.

Not getting a definite answer back and it's been 10 minutes now, I need a definite answer back.

I have. That's just not fair, but anyway.

I'm not an accountant. I'm taking on the role because basically,

Lord Sugar was not impressed with me last week,

so, you know, there's no point in being quite aggressive

towards somebody who is genuinely trying to get it right.

-Back in London...

-Hi, how are you?

..next job for Katie and her branding boys, design a label.

We have a Mediterranean sauce. The name of it is Bellissimo.

-Bellissimo.

-When you think of Italy, what typifies it for you?

-For me, it represents sun, sea.

-Sand.

-A sunset in the Mediterranean would be nice.

-We can try.

I have been very much the ideas man, I've been quite

opinionated on what the theme should be, Mediterranean. I've come up with Bellissimo.

It's quite, you know, Bellissimo!

It's quite Italian and expressive and things like this,

so hopefully, it means beautiful, or fantastic, one of those two,

not 100% sure, but I know it's not horrible.

That's the Mediterranean.

Bellissimo, Mediterranean sauce, bringing a touch of the Mediterranean to your food.

You want something that's really going to signify a holiday.

-I quite like that.

-I think it's a little bit like a suntan lotion.

-It's not right, is it?

-Peppers. Peppers would be better.

-Can you type in pepper, because Pepper is the main ingredients to this.

-Yeah.

-That looks good.

-Perfect.

We stumbled across magic.

That's spot-on. Oh, yes!

Well done, thank you so much.

The brand name is InFusion.

-The in, being with a capital I and a small N. And then the F...

-Capital?

-Exactly.

-The chutney is branded.

-OK, good, same size as that for in the ginger colour.

-Next to it?

-Yes.

-Next. Like that. Yes.

-The label is ready to print...

Going to mix ginger in. Oh, it's making my eyes water.

..and time is running out. The test batch of InFusion looks ready to go.

Can I suggest we taste it?

-Oh, my God. Tipped it off my tongue and my tongue is now burning.

-HE COUGHS

-Not a good start.

-Even though... HE COUGHS

-I told you not to taste it!

-Too much chilli by a factor of about three.

And what we ended up with, to put it bluntly,

is a VICIOUS chilli chutney. What does that mean?

It means no sample will arrive, because they cannot send that up.

Can I just say, from this next process forward, I'll try and take charge on this.

-I didn't do that.

-I know you didn't that.

-In the ketchup kitchen...

-That's quite nice. I quite like that one.

-I much prefer that one.

-There we go.

-..with samples signed off...

-Let's get it sent.

-..Ricky's boys receive labels from London.

-What's that?

-What's this?

-It's a red pepper, yeah?

-It's a bit basic.

-Where's the chilli?

It should have had a pepper and a chilli either side. Simple.

-Next job...

-Ricky, what else is to go in here?

-..batches made in bulk.

2 times 20. And we need 6.35 to go in that one.

Could do with one of these at home!

-Tick. Tick.

-Oh, hang on, there's a spoon in it.

Just a spoon, throw that in the wash, please.

-Ricky!

-Yeah?

-Ricky! I need you, mate.

Seems to be a lot darker in colour. There's something wrong with it.

There's something missing. The consistency is all wrong.

It's boiling like an omelette. Something's not right.

Something's missing. I don't know what.

It's not boiling right, do you see which I mean?

It's boiling like an omelette. Too many cooks spoil the broth.

Someone put too much in or too little,

I mean no-one seems to know what was going on.

What could it be?

It must be water! Unless it's vinegar? I don't know. Or the honey.

He said he ticked everything off.

Ricky is running the show, and I think it should have been less haste, more speed, really.

We're going to have to waste that batch then.

Dumped. Enough sauce to fill over 100 bottles.

For Katie's ketchup boys, time to play catch up.

-In terms of our costings though?

-Well, it's

-BLEEP.

There's no panic, but what can we do?

South-west London.

Organised by Lord Sugar,

a chance to pitch samples to a top class grocer.

Have to make a quick phone call to the other team. Any sign of the samples arriving?

If price, packaging and flavour hit the spot,

there's potential for big orders.

-Hello, Duane speaking.

-Hi, how's it going, mate?

Let me update you, quickly.

We can't send you over a sample to take,

because the quality wasn't that good.

What can we do to kind of solve...?

I don't know, but I wouldn't recommend they try this product.

We're going to do the tasting without a product?!

-Bellissimo!

-On time, and armed with a sample...

-Pleased to meet you.

-..the boys, led by Katie.

Can I just press you on the type of people you want to sell it to?

I really would be reluctant to say anything other than mass-market.

-It's the sauce to use with your burger.

-What's the cost?

The cost to you would be £1.49.

It's called Bellissimo, so presumably,

it's going for the Italian feel.

Yes, it's going for the Mediterranean feel,

and translated, it would be beautiful, fantastic, so, we've gone for that market.

There's a spelling mistake in Bellissimo. It should have two Ls.

They've made the sauce and they've had the sample,

and actually, the deal was in their sights, but what has let them down

is the spelling,

and I'm just not impressed.

If you're going to ask a stockist to put your product in their store, you have GOT to get it right.

-You may want to check that out before you take it a step further.

-Absolutely. Thank you for seeing us.

Thank you very much for your time.

There are issues around the product like the spelling.

I can't believe that. We checked the spelling.

On their way to Lord Sugar's appointment,

the chutney team cook up a pitch, without a product.

How are we going to make them... given that we have never tasted this product?

Because it's so...it's going to be so gorgeous, it's the citrussy...

-Comparison words. Citrus. Sweet?

-Sweet bursts of ginger. Yeah.

Rustic but revolutionary.

Good evening.

Conjuring up non-existent InFusion, business development manager Jade.

Obviously, chutney lovers are very much into it with their cheese and their crackers.

I know there is a wide range. And just made with really fresh ingredients, straight here,

just trying to make it as fresh as possible, which I think is in line with all of your products.

Unfortunately, and we're not actually able to give you

any of our chutney to taste today.

Well, I have two say this is probably the first

time in history that somebody has turned up to try

and sell as a product without the product! But until we taste it,

it's very hard to take any decisions unfortunately.

Sincere apologies for not bringing the product, we are obviously embarrassed by the fact as well.

Thank you very much.

It was very embarrassing pitching that product.

I thought, Jane and myself should be able to turn

this losing team around, but it's not happening,

so it's very frustrating,

it's a total shambles, it's fallen apart.

I have got no idea what's going on at the factory,

but it doesn't sound great.

6:00pm. Last-minute tweaks take the heat out of InFusion.

So we can go?

We're under absolute pressure here now.

What we have to do is get back in there

and get as much of this stuff done as possible.

My neck's on the line.

If we just go as fast as we can, we can still make this happen.

Duane, what you need to do to get production moving is you need

to make sure that the next lot of glasses are ready, right?

-I've got it! I've got that!

-Help me!

-Yes, yes, I'll do that first.

Well done, guys, you're pulling this back!

I think we need to give ourselves a serious

-pat on the back for that work.

-Yeah.

-On Bellissimo's production line...

-Mate, it's not pouring.

-..a bottleneck.

-Mate, we've got a sauce that doesn't pour.

-Well, be careful, be careful!

-The consistency is too thick.

Cooling down, the ketchup coagulates.

We got to go as quick as we can before the temperatures drop!

15 minutes to go.

-We're getting too much wastage. There's too much wasted from the product.

-From Ricky, a rescue plan.

Some of the products that we wasted earlier, if we get it in quickly, get the temperature high enough,

get a bit of water and check that the pH levels are right,

the sugar levels are up, we could probably save some product there.

If this works, we're going to have to move as quick as we can.

Get it poured, get it ready. Time is money, boys! Time is money!

Boys, we've got nine through, nine saved!

-Team Phoenix, rising from the ashes again!

-8:00pm.

-Shutdown.

-Well done. Well done, Tom.

There were a few hiccups on the way on the production line.

We didn't make maybe as much product as we wanted, but for me,

becoming sub-team leader today was to prove that I can take charge

and I can take the lead and I get my voice heard, so, yeah,

I thought I managed the sub-team very well today.

-Hi, everyone!

-Just so a note of warning, we had a bit of wastage.

And we didn't quite make the amount we thought we did,

so, the cost price will probably be a little bit higher than we said earlier.

Do you know how much it might be out?

We've only got 300 bottles there, so, we did as many as we could.

-Cheers, mate.

-Cheers. See you later, guys.

We've lost one fifth of our product.

Let's just do a quick calculation.

That's not as good. That's 850.

This is getting worrying now.

8:00am.

Today, the teams have 10 hours to turn condiments into cash.

Hello, boys!

With less stock than planned, the Bellissimo boys get a briefing.

The main thing is, because we got limited product,

we're given next to no product of trade.

So, the plan is to sell very expensive at market.

We all that we can do it. £3.99 to start with.

So, Michael, sub PM for the trade with Tom and Azhar,

the rest of us off to Stratford.

-Bellissimo!

-Bellissimo!

-Let's do this.

Katie has put me in charge of the trade team side of it.

At the end of the day, all we've got to do is sell 80 bottles,

so, it should be plain sailing for our end.

For the other team, the unveiling of InFusion.

First, I think we should try and have a look at the product. What do you think?!

Oh, my God, I love it! That hits the right spot!

-Let's go.

-Cheers, dude.

-Have a good day, guys. Good luck.

Duane, with a full load of product to shift, splits his chutney 50-50.

The job for Gabrielle, Nick and Jane -

tempt the trade with the foreign flavours of InFusion.

-Quite a soft set.

-Yes.

Flavours are pineapple, ginger and chilli,

so you've got the sweetness of the pineapple, the kick of the ginger.

And the chilly spice.

What we try and do here is we use British seasonal fruits.

-British grocers.

-That falls into the tropical, you know, framework.

It was handmade in Britain.

My feeling is, we're not going to fit in line with

-the rest of our offer, that's my final say.

-All right. OK.

The chutney maker has spoken.

-Disappointing.

-Yeah, but sure, what can we do?

Lunchtime. Oxford Street.

-Can I interest you in a chutney, sir?

-No, I won't, thank you.

-OK.

-Not even one?

-Pitching to the public - Duane and the girls.

-Sure I can't tempt you?

-No. Thank you.

-Have a lovely day.

-Can I interest you in purchasing one today?

-Not today, thank you, no.

I thought we would have been busy by now, being lunchtime, there'd be a bit more footfall.

-How many of these can I sell you?

-Let me think about it and I'll come around.

-No problem.

-Thank you, it does taste very nice.

-That's great, thank you.

Some people are happy to be approached during their lunch break,

some people don't want to know, which is understandable.

So we've still got quite a bit to get through.

You realise there is a clause?

-When you do try something, you have to buy hundreds!

-THEY LAUGH

Stratford, East London.

The capital's latest shopping mall gets a taste of Bellissimo.

-There you go, sweetheart, if you'd like to help yourself.

-Tickle the taste buds.

-Do you prefer the sweet or the spicy?

-Spicy.

You see, I am a sweet man,

but the sweet offsets the spice in my opinion.

Put your hands up when you feel the chilli kicking in.

That's an interesting effect.

Can you taste the honey?

-Oh, I can now.

-See that. You've got it. Love it.

-KAREN:

-They've got really limited stock,

because of complications in the kitchen,

which means they HAVE to get their margin on every single bottle,

and so far so good.

-It's £3.99 a bottle, three for £10.

-I would go for your offer!

-Might as well!

-Go on, I'll buy one.

-Three for £10.

There we go, Susan, there's your change!

They've got a nice way about them in terms of approaching the public.

-And they seem to be selling well.

-Arrivederci.

-Ciao.

-Ciao bella.

If we were to clear these out, what price are you comfortable going down to?

Well, the absolute lowest would be £1.99.

-Led by Michael, the trade team dip into retail.

-Hello, Louise, Michael.

Red pepper sauce with honey and chilli.

Really, you can have it with anything, crackers.

-Have a little taste with a spoon.

-Burgers, cheese.

I think it's a good sauce, actually.

What cost price are you looking at?

We're looking, the recommended retail price for that is £3.99.

To you guys, it would be £2.99.

I wouldn't want to take this for more than like £1.95 a bottle.

If we were to meet you in the middle on price? At say £2.50?

Would you, would that help in terms of your margins as well,

sort of trying to meet in the middle?

I really would want to be paying not much more than about £1.95.

Just four pence below Katie's cut-off price...

-We definitely couldn't do it for £1.95.

-..but Michael refuses to budge.

We've got other appointments we need to go to.

OK, Cheers.

I'm not very happy about the way that Michael

is taking decisions in terms of negotiation.

I was always reluctant for him to negotiate initially anyway.

He's made the call, he's our sub project manager

and obviously I have to respect his decision.

-East London...

-Thank you very much.

-Sold!

-Take care.

Sales of Bellissimo are brisk.

Please do come and try our Bellissimo sauce, it's Mediterranean.

Bellissimo, come across and get this unbelievable deal.

OK, there's three. Use it wisely, cos there's only 200 bottles.

They're gone today. And they're spicy as well.

-Good morning.

-Hello. We meet again.

-Thank you for seeing us again.

Back at the high-end grocer, this time with something to taste,

Nick and the rest of the chutney trade team.

I just want you to be aware this is very much the last chance saloon in terms of this project

and we really hope it's going to be worth waiting for.

Different flavours. It's something you wouldn't usually taste together.

-That's what we want to do.

-Good.

-I think it's very interesting, actually.

-Fantastic.

-It's good.

Now, we've got a recommended retail price of 3.65

and that's with a trade price to you of 1.95.

You've got a lot of competition on those shelves.

You cannot put it at the top end.

Coming down to £1.75 could be possible I think.

1.70, fine. We can stock...

If you're happy at £1.70, we'd be very happy to go ahead.

So we'll give you an order for 50 cases.

-Thank you.

-At 1.70, yes?

-Yes. Thank you so much.

-Thank you.

Deal done. 300 jars at £1.70 each.

That's brilliant. Absolutely brilliant!

That's a turn up for the books.

Sterling!

'So they've sold 300 jars.'

The trouble is - yes, they've got rid of it, but at a very low price.

On the Bellissimo trade team, with most of their stock unsold,

signs of a hostile takeover.

We don't want to be wasting our time.

I completely appreciate your position

but if I was pitching on that, I would have myself made my own executive decision

-in the pricing we need to be aiming for.

-Completely agree.

It was a little bit awkward for us. I know you were keen to negotiate and I was keen to negotiate as well.

I'll lead the pitching on the next one

and you can be my supporting element from the ingredients prospective.

We don't see it as a typical supermarket shelf product

because of the quality of the produce it is.

Obviously, sweet chilli is a very, very popular sauce.

I'm Italian, and I hate to tell you, but that's actually spelt wrong.

-"Bellissimo" actually should have...

-It should have two Ls.

-It should have two Ls.

-Yes.

Aesthetically, it's pleasing to the eye.

If you look at that sauce, you know that's well made.

'As I thought, Azhar and Tom,'

they're jumping in with loads of ideas and stuff like that.

Based on your establishment, it's all about the quality of the food and the produce.

I feel a little bit left out the old situation, to be fair,

but, at the end of the day, as long as we sell, that's the main thing.

-What price would you be coming in at?

-2.70.

-2.70.

-2.15, and I'll take the 12 bottles.

-2.15. OK.

-Yeah. That's fine.

-That's fine.

-All right.

-Thanks very much.

-Cheers.

One hour to go.

We should go to plan B now.

There we go.

With 119 jars of chutney still to sell,

Duane's team heads for foodie Marylebone.

I love this. How are you? It's a pleasure to meet you.

Pineapple chutney is very seasonal.

We're hoping to get it ready as a gift.

-We'd use it with meats and cheeses.

-Probably gammons.

-Yeah.

-Maybe.

-A chilli and ginger...

-He's gone back for more, I think he likes it.

-Nice. How much is it?

-Basically, the recommended retail price for this product is £4.50.

-How much is it?

£2.15 and we can do that, cos then we've covered our own end.

-ALL: Deal.

-Yay! Thank you so much.

Well done. Well done, guys.

-One case on the side.

-Yeah, show him what we've got.

Still with 48 bottles of Bellissimo left to shift,

Katie's team lower their sights.

-What do you think we could sell that for in your shop?

-1.99 or something.

-You need profit. One pound a bottle.

-Everyone's a winner.

-Go on.

-Yeah, but...

-Negotiate with us.

-I'll give you £40.

-And you'll take the lot?

-Done.

-Done.

-Can you meet us halfway?

-No, let's go.

-That'll do.

You've got yourself a cracking deal.

Well done, guys. Well done.

With trading over, it's time to take stock.

Hiya, how are you getting on?

-We've left with 23 bottles.

-What? Left?

-We sold everything!

-Really? Wicked. How did you do that?

-ALL: Selling!

Adam, ignore that question, mate. Well done.

Seriously? You've got stock left?

-Sorry?

-Adam, mate, it's Tom.

Yeah, we let you down, mate. We didn't sell all the product.

-How have you guys done?

-We sold them all for an average of two pounds.

-Well done.

-Well done.

-That's good.

-How have you got on?

Not well. We've still got 72 units.

Tomorrow, the boardroom.

You can go through to the boardroom now.

-Afternoon.

-ALL: Good afternoon, Lord Sugar.

Well, an interesting task. Food industry orientated.

I'm going to start with Phoenix.

Now, I sent Katie across to join the gentlemen here.

-Who ended up being the project manager?

-I did.

-Good.

You said in your application form here, "Men can be manipulated."

SHE LAUGHS

-Good team leader?

-Don't criticise me!

-Yes, good team leader.

She made decisions and she delegated responsibilities.

-Did you feel you got good cooperation?

-Yeah, fantastic. Really pleased.

-Good.

-Went really well.

-OK, tell me how you set about the whole thing.

So we very quickly decided we wanted table sauce.

We felt it was more of a mass-market and that was a unanimous decision.

One team was going to the factory to produce the product

and obviously do the costing.

-Who was that?

-It was myself, Azhar,

-Adam, and Tom.

-I had a major role in the operation, as per usual.

-Ricky ran the job...

-Was that modesty manager, was it, yeah?

Well, you know, credit where it's due.

I'll decide whether there's any credit due. Tell me what you did.

Off to the production factory, I worked very, very hard - we all did,

we all got stuck in. Ricky ran the job, Ricky ran the job well, it tasted lovely.

We cracked on and we got the job done.

The only problem we had at the factory side of things

is we produced five batches, of which only four batches were able to be bottled,

so in the end, the cost price went up.

-So you had a handle on your cost price?

-ALL: Yeah.

We knew very quickly this was about margins

and we would make our margins by selling to the public rather than trade.

OK. Now, Sterling, who was the team leader on this occasion?

-I was, Lord Sugar.

-Duane.

-Yes.

-How was he as your team leader?

-I thought he was very good.

-He was good.

-He led from the front, motivated us.

Going to give him any credit, Jane? I saw you just drop your head down.

-No, he was fine.

-He was OK? You're in this kind of business, aren't you?

I knew I could help a lot with the production process and making it more efficient

so that we could produce a lot in the time period.

-Did you know about her background when you became...?

-Yeah.

-Did you exploit that, then?

-I tried to.

-Good. You ended up with chutney.

-Yes.

-Tell me about the tasting process.

I made one shocking batch of the produce, Lord Sugar.

-Which was a dangerous and poisonous concoction.

-It was.

-LAUGHTER

-Who tasted that, then?

To be in the same room was to be in danger,

but Duane thought he'd be very machismo about it

and went off coughing into a corner.

ALL LAUGH

You then had a business model of selling some to the trade

and some to the public and I lined up the high-class delicatessen for you to go and talk to.

Apparently, I'm hearing here, you went to the person without a product.

We did, unfortunately.

And you said you tried to describe to him

that you've got a chutney, "Please buy it off of me."

-The product hadn't arrived in time and we...

-I've got that bit.

-You take an empty bottle there or something? A label or anything?

-No.

Let's look at the financials here.

Karen, tell me about your team.

-How many units did they sell and how much profit did they make?

-OK.

Well, they actually sold 305 bottles of table sauce.

And that produced a profit for them of £585.56.

Right. And Nick, your team?

Well, almost twice as many bottles, 607 bottles sold...

..generating a profit of £1,028.

THEY CHEER

Right. First win for Team Sterling.

I'm going to send you somewhere where another Stirling used to run around.

-It's Silverstone.

-ALL: Yes!

But this time, you're going to be trying out cars

and riding them around the racetrack there.

-So have a good time.

-ALL: Thank you, Lord Sugar.

-And I'll see you on the next task.

-ALL: Thank you.

THEY LAUGH JOYFULLY

Now you're going to have to go away and think about it.

We'll have a chat, because, as you know, one of you will be leaving today.

-OK? Off you go.

-Thank you.

-Thank you, Lord Sugar.

THEY WHOOP AND CHATTER

-Check this out.

-Oh, wow.

The first car you're going to drive in your driving challenge is this 911 GTS.

You've got no chance, guys.

ENGINE REVS

-Oh, I could get used to this.

-She'll be screaming all the way round.

Woo-hoo!

It's a good day and I don't want to put a downer on it

but I'm disappointed with Jane.

She did get the figures wrong and she did hold us up.

When asked, was I a good project manager,

she was rather unenthusiastic and miserable, quite honestly.

Half-turn.

That's it. Catch it. Left, left, left. Push down.

Duane and I didn't really see eye-to-eye.

I won't be sending him any Christmas cards

but it feels great to win.

ALL SCREAM

I don't understand how they managed to produce double the amount that we did.

The fact that it's me

three times in a row obviously doesn't feel very good

'but I don't think I'm the weak link here.'

In saying that, we ran the job tight, we ran the job well,

and could we actually have sold any more than we sold?

'Without me, they would have made half the profits.'

The good things that happened were thanks to me.

The bad things, the other guys. It's...oh, terrible.

In terms of the production plant, one of the batches went missing.

In terms of selling, I think Michael didn't pull his weight at all.

There's nothing anyone can say I've done wrong.

All you can do is look in the mirror and be honest with yourself. Have you given 100%?

PHONE RINGS

-Tell the candidates to come in, please.

-'Yes, Lord Sugar.'

You can go through to the boardroom now.

OK, perhaps someone would like to start me off?

We didn't make enough product and therefore we didn't sell enough and the profits weren't right.

You're spot on. You only had 330-odd products to sell.

-Yeah.

-Why didn't you have 600?

-Lord Sugar, if I may.

I was in charge of the numbers

and what I worked out was from six batches, we could produce 500 bottles.

During the process of manufacturing it, we only made five batches,

-of which one batch had to be chucked away.

-Tell him what happened to one of the batches.

-One of the batches didn't have enough ingredients.

-It had too much or too little.

It was the story of too many cooks spoil the broth.

-You still don't actually know what happened to that batch, do you?

-No.

- Adam, you were singing your praises about, you know, taking the credit.

- I like to think so. - You'll get a credit note from me.

Credit where credit is due. You were telling me how good you were in the production process.

- The production line was good. Ricky ran the production line.

- It wasn't good, was it? It didn't make enough.

It seems to me the production was all screwed up.

One batch gets messed up because it's not the correct ingredients in it and not enough is produced.

-We made five batches, we wasted one batch.

-That leaves you four.

There was wastage because the temperature wasn't right and we couldn't bottle it.

In the last 15 minutes, I made a decision to get on the wastage,

to reuse that, not waste that money, "Let's get it bottled,"

and we got that entire wastage back onto the bottom line and saved an additional 21 bottles.

This great recovery, this great comeback that you're talking about,

it was like the best recovery since Dunkirk -

it's 20 bottles you're talking about.

-You screwed up one production.

-Correct.

Is that the sole purpose and reason for the failure of this task?

-Yes or no?

-No.

-No.

-No.

-Who said yes?

-I said yes. I'm not one for faffing about.

The bottom line is, if we had more stock, we would have sold it.

Every other conversation we have about it is a load of hot air, as far as I'm concerned.

I think also we didn't actually sell all of our product either.

The trade team only sold 53 bottles

and the public team sold 252 bottles.

-- That's a huge difference.

-Huge difference.

- On our side, the trade team, one of the massive reactions we got from people was, "We don't know what is."

-That's called selling.

-A red pepper on the front...

-You have to let them know what is.

-Yeah, the public who will go home and use it - what about retailers?

-We didn't encounter a problem.

How can they put it out when it doesn't explain what it is?

-Did you sell out the stock you were allocated?

-No.

-That's not good.

That was a disappointing part of what we did.

I'm just saying that bottle does not help the retailer sell it.

-How did the spelling mistake come about?

-Not one single person the whole day corrected the spelling.

-The trade guy...

-You sold some bottles to a retailer and he was Italian

and he spotted it but he still bought some bottles.

I'm taking the point on board what Stephen is saying here.

The margin that's come out the sub-team is a joke. It's a total joke.

The average profit per bottle is 60 pence,

compared to the retail sales of £1.92.

-Yeah, that's clearly not good enough.

-Well, yeah.

-I wasn't... It was Michael who was sub-team manager for the day.

-Well, irrespective,

your sub-team, the team you were in, didn't do very well. And the reason for that is, you're saying?

-We didn't have a clear strategy.

-Let me ask you a question.

-Simple question.

-Yes.

-What is this? Is it supposed to be an upmarket thing?

I can't see a lorry driver in the greasy spoon asking, "Harry,

"pass us the Bellissimo to put on my pork pie," or something like that.

-What market is it for?

-It was mass-market.

It was supposed to rival the ketchup.

Nothing wrong with going for the mass-market. It can be cheap.

But that endorses my biggest problem, and that is you didn't make enough.

Obviously, we said it was going to be a mass-market product.

I was then faced with only 300 and whatever units.

I had no choice but to actually increase the price.

Who's the waste of space in this group here?

Who do you feel is not contributing?

For me, the blame would fall on Michael.

You're leaning towards a sales issue, is that what you're saying?

-Well, because once we had what we had...

-Michael was in charge of the sub-team, yeah.

So he's one, and who's the other?

I'm still not completely clear exactly where the blame falls

-within the production.

-You can join me on that.

-I don't feel like it's been addressed...

-Who did you put in charge of production?

Well, Ricky, but Ricky absolutely sold his heart out...

-Let's face it...

-Even the volumes we produced, he didn't sell those.

You two were patting each other on the shoulder no more than half an hour ago saying how great you were.

You doing all the calculation and you running the production line as if you were Henry Ford.

Katie, who are you bringing back into this room?

Michael and Ricky.

-Right.

-Are you sure? Because if we produced any more product it would have been a waste.

It's a production and a sales issue.

-If we produced any more, we wouldn't have sold it.

-Ricky, you got some strong opinions about this?

-I have.

-Well, express them when you come back in this boardroom.

The rest of you go back to the house and you three step outside.

-Thank you, Lord Sugar.

-I'll call you back in.

Katie may not be as forceful as she should be.

Her strategy was mass-market but when faced with only 330 bottles,

she had to create a premium price for what is a mass-market product.

Must be production.

That'll be up to Ricky to actually fight his corner

if he feels it's an unreasonable reason to be brought back in here.

But the one I don't understand what he's been doing for the last two weeks is this Michael.

I have to say the sub-team headed up by Michael were pretty dire.

But he does the occasional good thing.

PHONE RINGS

-Could you send the three of them in, please?

-Yes, Lord Sugar.

Lord Sugar will see you now.

-Ricky, Katie saw this thing as falling into two categories.

-Yes.

-Production and sales. And you were put in charge of production.

-Correct.

-What would you like to say?

-I was responsible for production

and we made enough product for what we sold.

The thing is this. You looked at sauces, you chose table sauces.

By making that decision,

you actually put a stake in the ground in saying

that your pricing policy has got to be relatively competitive.

-That means you need volume.

-Yes.

Back to you in the kitchen. Why didn't you make volume?

It was never made crystal clear to us what our target market was.

It was never not... Obviously, it's always produce as much as we can.

I never heard any input from you to say this product is being sold to the mass-market,

-the price is low.

-That was said.

I went in blind trying to make as many as I could as quickly as I could.

-I have no doubt about that.

-If you put anyone else in charge of that operation,

they would not have made as many bottles.

-You know what? I don't actually have any doubt about you or that.

-OK.

-I really don't.

-Something went wrong with production...

-Why bring me in here if you have no doubt?

Hear me out. Quite simply, you headed up the production team

and we didn't produce enough products.

The strategy was mass-market - it was as many as possible.

-You didn't tell him that.

-That was discussed. No, I never set a quantity.

- I think Katie should have actually said, "Look, let's get as many bottled up as we can."

- It's a null point. It's like saying to someone, "Please do sell as many as you possibly can."

- I think it's a bit of a null point. - It was never said, was it?

OK, fine, I didn't say, "Can you make of many as you physically can in the factory?"

Before I move on to the selling stuff, Karen,

have you got any insight into the production stuff?

The problem in the production was you had too many people "cooking"

and not enough filling.

It was a complete mismanagement of the process.

- It was an absolute oversight from my perspective.

I'm not a food man, I'm not a food factory manager,

it's something I was learning as I was going in a short period of time.

Michael, we'll get back to this sales thing.

-You actually only sold 53 units to trade sale people.

-Yeah.

-53 units.

It was hard going into a trade customer trying to sell at the prices we were given.

They just didn't want to buy at those prices.

If you realised the product was too expensive, why did you not get on the phone

and say, "This isn't going to shift at this price"?

-It's change.

-Why didn't you take the conviction to say,

"It's not selling, I'm going to make a decision on my own,

"I can't get through to Katie, I need to make this work, and sell."

You under-delivered. You sold rubbish figures.

I'd be embarrassed with those figures you've sold. Your team sold 53 products.

-Let's be fair.

-We sold 250.

If I was in that Westfield, I would have sold a lot more.

You made it easy for yourself as well.

You knew you would sell a lot more to the general public.

- I didn't make it easy for myself. The strategy was we would sell to the market - I had to be there.

- You've got the footfall.

-We sold 80 bottles.

-BOTH: In an hour.

And you saw 50 bottles in a whole day.

I'm not the best salesman in the world, I can sell,

but it's not my best skill.

Everything I've done in life, I've done through my own hard graft.

I wasn't born with a silver spoon in my mouth, I wasn't given a step up or anything like that.

I just think there's a lot of people here who are highly educated,

-that's all well and good...

-No, no, no, don't run that.

Don't run that past me, all that educated stuff, that's got nothing at all to do with it.

I don't care where you come from, I don't care whether you got a 2:1 at Oxford or Cambridge

or whether you're just a streetwise person.

That doesn't bother me at all.

You're the one in your own business. You started your own business from scratch. Fair enough.

-Yeah, I've got my own brand...

-This is a business process here.

-Of course.

And I'm sure you're just not looking for a salesman either.

I'm not looking just for a salesman, I'm looking for someone

who I'm going invest £250,000 with to go into business with me.

Lord Sugar wants to go into business with someone who makes things happen and makes money

-and you're not the man.

-Well, I disagree.

Who do you think should be fired from this task?

Katie. I think she should have been a lot more directive in getting the product line sorted out.

You've been a passenger the whole way through this.

-You've sat on the fence...

-I think you guys underestimate me, to be honest.

Michael, I want to ask you a very simple, straightforward, good old East End question.

-Do you think you're out your depth here in this process with all these people?

-Not at all, Lord Sugar.

I think there's a lot of strong characters here

and there's a lot of people who can talk the talk.

I'm probably the one who's the most quiet here, I would say,

I'm not the one who's a motormouth.

The other thing is, Katie, I'm sitting here

and I'm remembering those words of yours, "Men can be manipulated."

You know what? I'm sitting here and you've got a posture

at the moment as if it's not you, it's them.

Absolutely not. The strategy was wrong at the beginning.

Do you accept that's your fault?

I don't know because I absolutely at every single point saw what was going wrong

and what we could do to readdress it.

-I still think...

-Strategy. Strategy. Tell me what to do.

-I was constantly strategising.

There's a queen bee and then there's the workers.

The point I'm making is, perhaps these two guys can do things if they're told what to do.

-Were they told what to do?

-Yes. They went off to the factory,

as far as I was concerned, to make as many products as possible.

There was a problem in how the process went ahead.

There's nothing I could have done to instruct them to change the process.

-So you maintain, "Go off and make as many as possible?"

-Yes, I do. I absolutely do.

We didn't know how many was possible at the time.

-In terms of Michael...

-Your strategy to him was do what?

I gave him next to nothing to sell. I knew it was going to be difficult.

We knew it would be difficult to trade,

which is why I changed the strategy and it was all about selling straight to the public.

You know what? I think I've heard enough here for the moment.

Ricky, yeah, you were put into the factory,

and the lack of volume of this thing meant the project was doomed,

because it was a low-cost item.

And, Michael, I don't know what you were doing, really.

You didn't do your trade selling properly.

But, then again, you're a man who started his own business

and you've got some credibility there.

Katie, this is the third week you've been in the losing team,

and, I think, the second time you've been sat in this last three.

I don't know whether there's some kind of message coming to me already about you.

The only glimmer is that you did recognise there was an error

once he realised you only had 300 to sell

and you tried to sell something for a higher price than what it's worth.

Ricky...

I think the failure of this task

was absolutely down to the factory, that not enough was produced.

But I also have to use an instinctive gut feeling

of whether the candidates I have in front of me are going to be able to hack it.

And on that basis, I've got to say it to you...

Michael, you're fired.

Thank you for the opportunity, Lord Sugar.

I don't really want to see you in this boardroom again in the last three, OK?

-Go back to the house.

-Thank you, Lord Sugar.

When there's tough times, he's running a business on his own,

I just honestly believe he's just out of his depth here.

I'm feeling a little bit frustrated with myself

that I didn't represent myself to the best that I could have.

At the end of the day, I have a successful business outside of this,

so I know what I've actually achieved already in life, so the future is bright for me.

How do you think Katie will be?

Because she's been in the firing line before.

The way I see it, OK, she might have made a couple of mistakes but at least she tried.

-Michael didn't do anything.

-Didn't try at all.

I think because Ricky doesn't have much competition in that boardroom right now,

he'll be coming back.

ALL CHEER

Ricky's back. We knew Ricky would be back.

Lord Sugar looked at me and said, "The mistake is with production."

And I sat there and my heart dropped in my hand.

Yeah, he proper had me for a minute but then I realised Michael was there, so...

ALL LAUGH

Now 13 remain to fight for the chance to become Lord Sugar's business partner.

Next time...

You're going to have to source your second-hand stock and then you're going to sell it.

..one man's trash...

-We're selling crap.

-..is another man's treasure.

Found some great stuff in the skip.

CLATTERING

Please come and take this furniture off of me!

And someone gets binned.

You bought a lot of stuff and the shop looked like a tip.

Nothing tells me that you are this great business person,

so on that basis, you're fired.

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