0:00:02 > 0:00:06'Small firms form the backbone of Britain.
0:00:06 > 0:00:11'They turn over annually £1,600 billion. If they fail...'
0:00:11 > 0:00:13- I can't do it! - '..Britain would be on its knees.'
0:00:13 > 0:00:17- Death is my exit plan.- 'But these firms face big challenges.'
0:00:17 > 0:00:18It's not easy.
0:00:18 > 0:00:22The shop's going downhill and we'll be closed in a year's time.
0:00:22 > 0:00:26'Almost a third of all small firms go bust within three years.'
0:00:26 > 0:00:30If we don't make those payments, the house goes.
0:00:30 > 0:00:33'I'm Alex Polizzi, a small business owner myself,
0:00:33 > 0:00:36'and I'm spending this year trying to find fixes for the critical
0:00:36 > 0:00:39'issues that kill so many companies...'
0:00:39 > 0:00:41You should be thinking on your feet.
0:00:41 > 0:00:44Ah, come on. We don't have long to prepare.
0:00:44 > 0:00:45'..home truths...'
0:00:45 > 0:00:47I hate your shop window!
0:00:47 > 0:00:49You should not be in business!
0:00:49 > 0:00:51'..and tough times lie ahead.'
0:00:51 > 0:00:54All I have heard about is you bitching and moaning!
0:00:54 > 0:00:56- You've ripped my- BLEEP- heart out!
0:00:56 > 0:00:58'If small businesses succeed...'
0:00:58 > 0:01:02It's not just my business you've given me back, it's my confidence.
0:01:02 > 0:01:04'..then Britain can boom.
0:01:07 > 0:01:10'This time, exporting.'
0:01:10 > 0:01:15This business is an animal. We threw £50,000 worth of beer down the drain.
0:01:15 > 0:01:19- 'Can I show a small firm...' - That's crap, innit?
0:01:19 > 0:01:20'..how to shape up...'
0:01:20 > 0:01:23He's not allowed to spend one more penny.
0:01:23 > 0:01:24'..in order to ship out?'
0:01:24 > 0:01:27If I fail, I'm letting the kids down.
0:01:27 > 0:01:30He's physically in pieces and I don't know how long that can go on.
0:01:30 > 0:01:33This is a kick right in between the legs.
0:01:33 > 0:01:36We're up a certain creek without a paddle.
0:01:41 > 0:01:46'Last year, the UK exported over £300 billion worth of goods,
0:01:46 > 0:01:50'helping to make Britain the fourth most valuable national brand.
0:01:50 > 0:01:52'For some small businesses,
0:01:52 > 0:01:54'exporting can mean success and growth,
0:01:54 > 0:01:57'but, for others, it can be an extremely risky move.'
0:01:57 > 0:02:01British products have always been popular throughout the world and
0:02:01 > 0:02:05are ever more so with the success of the Olympics and the royal wedding.
0:02:05 > 0:02:09Lots of small businesses already export, but for the newcomer,
0:02:09 > 0:02:12there are many challenges to confront during that process.
0:02:14 > 0:02:19I've got the Pheasant Plucker, Half Bore...
0:02:19 > 0:02:23One struggling microbrewery in Devon thinks jumping on the export
0:02:23 > 0:02:26bandwagon is their only hope of survival.
0:02:26 > 0:02:30What countries do you think you might want to export to?
0:02:30 > 0:02:33- I don't know. - I don't know where to start.
0:02:33 > 0:02:36Six years ago, owner Paul Walker gave up a high-flying
0:02:36 > 0:02:40corporate career to turn his passion for beer into a business.
0:02:40 > 0:02:44I used to work in pharmaceuticals, as a professional relations manager.
0:02:44 > 0:02:46I'd had a bad week at work,
0:02:46 > 0:02:50so I wrote a business plan on an aeroplane on how to set
0:02:50 > 0:02:53a microbrewery up, as a bit of fun cos I was bored.
0:02:53 > 0:02:56But then it sort of dawned on me this is what I should be doing.
0:02:56 > 0:03:00Paul found his slice of country life in some old farm sheds
0:03:00 > 0:03:04and set about making a living from producing good beer for local pubs.
0:03:04 > 0:03:06This is the best bit.
0:03:06 > 0:03:09That's hot worts coming out, nice extract.
0:03:09 > 0:03:12I come from a very working-class background.
0:03:12 > 0:03:16So microbrewing I wouldn't say is in my blood, but working hard is.
0:03:18 > 0:03:22Ah! That is good!
0:03:22 > 0:03:24But without any experience of brewing,
0:03:24 > 0:03:27Paul was quickly out of his depth.
0:03:27 > 0:03:29It's the first business I've set up myself.
0:03:29 > 0:03:32It's a bit of a shocker how much you have to learn.
0:03:32 > 0:03:36I've made many mistakes. All went wrong.
0:03:36 > 0:03:39I'd bought the wrong kit, it wasn't fit for purpose.
0:03:39 > 0:03:42So, we had to spend a lot of money putting the brewery right.
0:03:42 > 0:03:46And it became a habit to throw money at every problem he faced.
0:03:46 > 0:03:48Instead of being in profit,
0:03:48 > 0:03:52I've spent half a million pounds on the brewery.
0:03:52 > 0:03:56Paul remortgaged the house and spent his savings on the brewery,
0:03:56 > 0:03:59but the huge spend came with even bigger problems.
0:03:59 > 0:04:02It just sort of snowballed, it carried on snowballing.
0:04:02 > 0:04:05It was just every time you have to invest to put problems right,
0:04:05 > 0:04:09it meant that the only thing you could do was sell more beer
0:04:09 > 0:04:12and grow, and every time you grew, it needed more investment.
0:04:12 > 0:04:16To try and arrest the financial meltdown, Paul's wife Eline,
0:04:16 > 0:04:19gave up her job as a nursery nurse to join the business,
0:04:19 > 0:04:21but she was also in over her head.
0:04:21 > 0:04:24What are the supplier invoices? How far are we behind?
0:04:24 > 0:04:27- Got about three and a half thousand there.- Can you pay them?
0:04:27 > 0:04:30Not today, no. I don't really understand finances.
0:04:30 > 0:04:33I haven't come from this kind of background at all
0:04:33 > 0:04:36and it's been a massive learning curve.
0:04:36 > 0:04:39Even now, I don't fully know what I'm supposed to be looking at
0:04:39 > 0:04:42when these numbers churn out at the end of every month.
0:04:42 > 0:04:45Their financial naivety and Paul's excessive spending has
0:04:45 > 0:04:48caused the business to balloon out of control.
0:04:48 > 0:04:51And six years in, despite brewing nine beers
0:04:51 > 0:04:56and supplying 200 local pubs, they're not making a penny's profit.
0:04:56 > 0:04:59I'll take you to the cinema IF we can go for a bike ride.
0:05:01 > 0:05:03Paul's family have followed him with his dream,
0:05:03 > 0:05:06but now, their future is on the line.
0:05:06 > 0:05:09Our investment now is linked to the house.
0:05:09 > 0:05:12Not only will the business go, the house will go.
0:05:12 > 0:05:16If I fail, I'm not just letting Eline down, I'm letting the kids down.
0:05:16 > 0:05:20At work, he'll just carry on and do the job and keep everyone going.
0:05:20 > 0:05:23But the dad you see at home, who is a dad to four kids...
0:05:23 > 0:05:28- SHE SOBS - ..I don't want him to be doing stuff.
0:05:31 > 0:05:35He's physically in pieces and I don't know how long that can go on.
0:05:35 > 0:05:38They're desperate to turn the business around,
0:05:38 > 0:05:42and with 48% of their turnover taxed at source in the UK,
0:05:42 > 0:05:46they see export as their last chance of a future.
0:05:46 > 0:05:50If our exporting ideas don't work, I think there is
0:05:50 > 0:05:55limited time before it is unworkable and the cash flow is completely gone.
0:05:55 > 0:05:59Hm. It is tough.
0:05:59 > 0:06:02Paul really needs my help.
0:06:02 > 0:06:06But sending beers abroad now could land the brewery in deep water.
0:06:06 > 0:06:10I see business owners again and again who make massive
0:06:10 > 0:06:13decisions just cos their gut instinct tells them to do so.
0:06:13 > 0:06:15As with anything else,
0:06:15 > 0:06:19exporting is not a decision that should be taken lightly.
0:06:19 > 0:06:23With Alex, I'm just hoping that she's got some good ideas to help us
0:06:23 > 0:06:27cos if we don't get some help now and we don't sort this out,
0:06:27 > 0:06:29we lose everything.
0:06:30 > 0:06:33I suspect that Paul doesn't really understand where he's going
0:06:33 > 0:06:37wrong and I'm not going to make any decisions about how to take
0:06:37 > 0:06:40the brewery forward until I know he's got the business basics right.
0:06:41 > 0:06:45- Hello, hello! - Hello there. Hello, Alex!
0:06:45 > 0:06:49- Hello. How are you?- Nice to meet you, Alex.- So nice to be here.
0:06:49 > 0:06:51Welcome to Hunter's Brewery.
0:06:51 > 0:06:55- So, how many pints does one of these hold?- 72 pints.
0:06:55 > 0:06:58So, how much is in here at the moment?
0:06:58 > 0:07:01At the moment, there's about 400 casks in here.
0:07:01 > 0:07:04- So, we're getting low, actually. - I'm just wondering,
0:07:04 > 0:07:07I don't know you well enough to accuse you of arrogance quite
0:07:07 > 0:07:11yet, but I'm wondering why you didn't get someone who was
0:07:11 > 0:07:14incredibly expert right at the beginning.
0:07:14 > 0:07:18Well...when we got the brewery in, it was in January,
0:07:18 > 0:07:21and you can make beer very easily when it's cold,
0:07:21 > 0:07:24so we did the first one and it came out so nice...
0:07:24 > 0:07:27- This is easy! - We thought, "This is easy."
0:07:27 > 0:07:31I really did. So I thought I could manage it, but I was wrong.
0:07:31 > 0:07:35This isn't critical, but this has been clearly a process that
0:07:35 > 0:07:38has involved an enormous amount of trial and error.
0:07:38 > 0:07:41Yeah, we've served our apprenticeship in how to do it wrong.
0:07:41 > 0:07:44'I think he's made mistakes cos he's very confident.
0:07:44 > 0:07:47'He obviously thinks he can turn his hand to anything,
0:07:47 > 0:07:50'and I like that can do attitude in some ways.
0:07:50 > 0:07:53'In others, it's very dangerous cos actually experience does
0:07:53 > 0:07:56'count for a lot.
0:07:56 > 0:07:59'But moving from the corporate world to the country with no
0:07:59 > 0:08:03'experience of brewing, it's easy to see how Paul got into trouble.
0:08:03 > 0:08:07'Many small businesses dream of becoming bigger enterprises
0:08:07 > 0:08:09'and expand too quickly.
0:08:09 > 0:08:12'Paul's dream has snowballed into half a million pound
0:08:12 > 0:08:13'expenditure on kit.'
0:08:15 > 0:08:18This vessel here is the hot liquor tank.
0:08:18 > 0:08:21Liquor in the brewing industry is water.
0:08:21 > 0:08:25And we need to bring water up to the boil. This tank, we bought on eBay.
0:08:25 > 0:08:29Transfer your hot liquor, or hot water, into the mash tun...
0:08:29 > 0:08:30Into that, yeah.
0:08:30 > 0:08:33You add in your barley and your ingredients, stir it...
0:08:33 > 0:08:34Secret ingredients!
0:08:34 > 0:08:38You make it look like a porridge and that tricks out the natural
0:08:38 > 0:08:43sugar and that's called wort and that's the base of your beer.
0:08:43 > 0:08:47We picked up a massive tank from eBay...
0:08:47 > 0:08:52I'm sure your wife hates your internet auction site obsession.
0:08:52 > 0:08:54Look at the money that's gone down here!
0:08:54 > 0:08:58She does panic cos she's wondering what I'm going to buy next.
0:08:58 > 0:09:01I know. Darling, I mean, men have a lot of perverted desires,
0:09:01 > 0:09:03but yours is possibly the sickest!
0:09:05 > 0:09:09- Stainless steel! That's what I want! - That is sexy, though.
0:09:09 > 0:09:12'It's clearly a labour of love, but this investment is enough to
0:09:12 > 0:09:16'cripple his business if he's not selling enough beer.'
0:09:16 > 0:09:20- OK. So this is a perfect fermentation.- And it's very pretty.
0:09:21 > 0:09:26'95% of the ale brewed in these tanks is sold in casks to pubs
0:09:26 > 0:09:28'and over half of all pubs carry cask ale.
0:09:30 > 0:09:34'But the cask business alone doesn't bring in enough money to sustain
0:09:34 > 0:09:39'Hunter's Brewery, so Paul's turning his attention to bottling beers.'
0:09:39 > 0:09:42Ah, the merry bottling crew! Ho-ho!
0:09:42 > 0:09:47- You're still smiling?- Still smiling! - Gosh, through the pain!
0:09:47 > 0:09:51'Paul can get more money selling bottles than he gets selling casks.
0:09:51 > 0:09:55'If I do decide he's ready to export, there's big
0:09:55 > 0:09:59'opportunities for bottled beers abroad and no excise duty to pay.
0:09:59 > 0:10:03'But this method of bottling is unworkable!'
0:10:03 > 0:10:07We won a contract last year for 25,000 bottles
0:10:07 > 0:10:11and we did 5,000 bottles a week. Took us five weeks.
0:10:11 > 0:10:13Ah! And did you make money from that?
0:10:13 > 0:10:17Unfortunately, no, because we put four members of staff on it.
0:10:17 > 0:10:19- Yeah.- So, no.
0:10:19 > 0:10:22'Last year, Paul took a massive gamble
0:10:22 > 0:10:26'and spent £45,000 on a bottling machine.
0:10:26 > 0:10:28'But as yet, there's no sign of it
0:10:28 > 0:10:31'and it's left a huge gaping hole in the business.
0:10:31 > 0:10:36'If this doesn't turn up, he's blown an extraordinary amount of money.'
0:10:36 > 0:10:41So this is where the new automated bottling machine will be.
0:10:41 > 0:10:45Tell me, when is this supposed to come?
0:10:45 > 0:10:50- September 2013.- Yes. So, we're now almost six months over.
0:10:50 > 0:10:53Yes. I spoke to them on Friday and they reassured me
0:10:53 > 0:10:55they are making the machine.
0:10:55 > 0:10:59I believe in people and I believe we're going to get it.
0:10:59 > 0:11:02And you didn't build in any penalties for late delivery,
0:11:02 > 0:11:04- or anything? Obviously!- No.
0:11:04 > 0:11:07Stupidity. My own naivety.
0:11:07 > 0:11:09How does Eline feel?
0:11:09 > 0:11:12She's furious about the machine cos we've paid the money.
0:11:12 > 0:11:16She's losing a bit of confidence in the business itself.
0:11:16 > 0:11:19She's asked me would I seriously sell the business.
0:11:19 > 0:11:22- But what are you going to sell it for?- It's not worth anything.
0:11:22 > 0:11:25- It's not worth anything until you turn a profit.- Yeah.
0:11:25 > 0:11:27'I think it will be a disaster
0:11:27 > 0:11:29'for the business if that bottling machine'
0:11:29 > 0:11:33doesn't appear because it's a huge financial commitment that he can ill
0:11:33 > 0:11:37afford, but at the moment, he needs to go back to basics.
0:11:37 > 0:11:40He needs to concentrate on his original dream,
0:11:40 > 0:11:44he needs to make that work for him, and only then, maybe, if this
0:11:44 > 0:11:48bloody thing ever appears, will be able to take the next step.
0:11:48 > 0:11:51'Before I can make a plan for Hunter's, I've asked Paul to work
0:11:51 > 0:11:53'out precisely how much it cost to
0:11:53 > 0:11:56'run the company and produce his product.
0:11:56 > 0:12:00'It's something all small business owners should be doing.'
0:12:00 > 0:12:02- Oh,- BLEEP.
0:12:02 > 0:12:05'I leave Paul to start number crunching.
0:12:05 > 0:12:09'Eline's had no choice but to get involved in the business,
0:12:09 > 0:12:13'so I want to find out from her how it's affecting their family.'
0:12:13 > 0:12:16So let me talk to you about that mythical thing -
0:12:16 > 0:12:19- the work-life balance. - The work-life balance!- How is it?
0:12:19 > 0:12:22There have been times when it's just been completely ridiculous.
0:12:22 > 0:12:25The hours that you've put in this office used to be at home.
0:12:25 > 0:12:27Well, then, you never ever switch off.
0:12:27 > 0:12:29The phone's ringing all day.
0:12:29 > 0:12:33You've still got a toddler round by your legs. It was awful!
0:12:33 > 0:12:36Our family life and our lives as people,
0:12:36 > 0:12:40that's not right at the moment. Far, far from right. And he knows that.
0:12:40 > 0:12:42His health is telling him that.
0:12:42 > 0:12:45He's a shell of the guy that he used to be at home.
0:12:45 > 0:12:47He is! That's the truth!
0:12:47 > 0:12:51When he quit his job, they were almost mortgage-free.
0:12:51 > 0:12:55Now, their house is over 50% mortgaged again.
0:12:55 > 0:12:59This business can't go on losing them money, can't go on limping from
0:12:59 > 0:13:01one month to the next, one year to the next,
0:13:01 > 0:13:06by taking out their equity in their house. They have four kids!
0:13:06 > 0:13:09He's got to get serious at some point!
0:13:09 > 0:13:12Eline admits she doesn't have the skills to manage the figures
0:13:12 > 0:13:15and Paul is allowing his passion for the product to cloud
0:13:15 > 0:13:17the business realities
0:13:17 > 0:13:20and it's driving Hunter's and his marriage into the ground.
0:13:20 > 0:13:22Paul has had to refocus
0:13:22 > 0:13:26and work out how much beer he needs to sell a week just to break even.
0:13:26 > 0:13:32- So what have you discovered? - OK, this is my old spreadsheet.- Yeah.
0:13:32 > 0:13:36We were looking at a 68 barrels for break even.
0:13:36 > 0:13:40- Yeah.- However, now I've put the correct figures in...- Hm.
0:13:40 > 0:13:44..we are now 106 casks. I'm a bit gutted at that.
0:13:44 > 0:13:47And that doesn't factor in repaying any loans.
0:13:47 > 0:13:50Er...no. it doesn't actually.
0:13:50 > 0:13:52So just put that in and just see what difference...
0:13:52 > 0:13:54That is a good point.
0:13:54 > 0:14:00- Pushes it to 110.- That is if you do not spend another penny.- Yeah.
0:14:00 > 0:14:02- On anything.- Yes.
0:14:02 > 0:14:05- I can learn this. - I know you can.- I can learn this.
0:14:05 > 0:14:07It's just being willing to.
0:14:07 > 0:14:10'No wonder Hunter's hasn't been turning a profit.
0:14:10 > 0:14:14'Paul needs to sell £90,000 more beer a year just to cover
0:14:14 > 0:14:15'the costs of the brewery.'
0:14:15 > 0:14:19I've had my eye on the production itself and the customers, rather
0:14:19 > 0:14:24than the business and I think I've got to get better at the business.
0:14:24 > 0:14:28'It's becoming clear that to improve this small business,
0:14:28 > 0:14:30'I need to dramatically increase sales.
0:14:30 > 0:14:34'There could be opportunities for Hunter's to start exporting abroad,
0:14:34 > 0:14:39'but first I need to make sure there is a solid UK distribution strategy.
0:14:39 > 0:14:43'Paul must also do his part and become more frugal with
0:14:43 > 0:14:47'the finances, or risk getting the brewery deeper into trouble.
0:14:47 > 0:14:49'But first, we're heading to the
0:14:49 > 0:14:54'pub for a pint of Devon Dreamer, Paul's own bestselling beer.'
0:14:54 > 0:14:57Are you glad you did this?
0:14:57 > 0:15:01I know that on paper it looks crap, but what we've achieved is amazing.
0:15:01 > 0:15:06- Our family are all very proud of it, you know.- Yeah.
0:15:06 > 0:15:08They all want it to work.
0:15:12 > 0:15:14Lovely.
0:15:14 > 0:15:16Cheers.
0:15:16 > 0:15:19- Look at me with a pint of real ale! - And I've got my old man's glass.
0:15:19 > 0:15:23I'm very conscious of the fact that I was asked to come here cos
0:15:23 > 0:15:27you were interested in me helping you bring your product to export.
0:15:27 > 0:15:31- Yes.- I would love, before we approach the whole export dilemma,
0:15:31 > 0:15:36to consider exporting beyond Devon's borders.
0:15:36 > 0:15:40- But even that is problematic until we have a bottling plant.- Yes.
0:15:40 > 0:15:46- I think you have to do a trip down to...your machine makers.- Yes.
0:15:46 > 0:15:50I think you need to see for your own eyes.
0:15:50 > 0:15:53I think that as soon as you get this bottling plant that you will
0:15:53 > 0:15:56get an automatic spring in your step again.
0:15:56 > 0:16:01You'll get your mojo back and I want to make sure that it's kind of...
0:16:01 > 0:16:03I'm losing it, I'm sorry.
0:16:03 > 0:16:07- Why?- I don't know. I'm sorry. - Oh, it's fine.
0:16:07 > 0:16:10It's just, you know, you've got to find it...
0:16:10 > 0:16:12- You've got to find it again.- Mm.
0:16:12 > 0:16:15- I have. OK.- Yeah? - I'll take it fully on board.
0:16:15 > 0:16:19I think what Paul's going through is probably
0:16:19 > 0:16:21the experience of a lot of small business owners.
0:16:21 > 0:16:24You have a dream and then translating that into reality
0:16:24 > 0:16:26is incredibly hard.
0:16:26 > 0:16:29I just think that he's kind of lost faith in himself
0:16:29 > 0:16:33and that must be very hard for him and I'm sure very hard for his wife.
0:16:33 > 0:16:39I did get choked up. This means so much to us. Yeah.
0:16:39 > 0:16:41It's not been easy.
0:16:41 > 0:16:43We've got to succeed.
0:16:48 > 0:16:51To ready the Hunter's brand for UK distribution, I'm going
0:16:51 > 0:16:54to look at everything, from taste and branding
0:16:54 > 0:16:58to their sales strategy, but before I can move forward,
0:16:58 > 0:17:00I need Paul to get this bottling machine.
0:17:00 > 0:17:05Alex has given me a kick in the bum, so before Alex comes to see me
0:17:05 > 0:17:08next, I want to get that machine in.
0:17:08 > 0:17:12His whole strategy has been posited on having that machine.
0:17:13 > 0:17:17Without it, we're up a certain creek without a paddle.
0:17:18 > 0:17:22There is a lot of pressure on me now to get bottling.
0:17:22 > 0:17:25It's important we sort this out today.
0:17:25 > 0:17:28I would give any small business the advice to get some proper
0:17:28 > 0:17:32references from anyone that you're thinking of buying machinery from.
0:17:32 > 0:17:35Check them out in person and not to commit your money
0:17:35 > 0:17:39until you're absolutely sure that they're on the up and up.
0:17:39 > 0:17:40'I've asked Paul to meet
0:17:40 > 0:17:44'the manufacturers at their headquarters 200 miles away.'
0:17:44 > 0:17:46We're here.
0:17:46 > 0:17:49'But our cameras have been refused permission to film,
0:17:49 > 0:17:52'so he's going in alone.'
0:17:52 > 0:17:53OK.
0:17:53 > 0:17:56I've got a posh pen as well to make myself look professional.
0:17:56 > 0:17:59I know Alex said I'm not allowed to spend any money,
0:17:59 > 0:18:02but I thought I'd get away with three quid.
0:18:06 > 0:18:08Right.
0:18:08 > 0:18:10Wish me luck.
0:18:22 > 0:18:26Two hours later, Paul emerges from the meeting.
0:18:31 > 0:18:33Not good. I'm not happy.
0:18:33 > 0:18:36I'm not happy at all.
0:18:36 > 0:18:39Not happy. Unbelievable.
0:18:39 > 0:18:42Unbelievable.
0:18:42 > 0:18:46The coding machine is not there. The capping machine they've...
0:18:46 > 0:18:51- I just can't explain it. It's a bag of- BLEEP.
0:18:53 > 0:18:56This is a kick right in between the legs.
0:18:56 > 0:18:57Hard.
0:19:00 > 0:19:02Erm...
0:19:02 > 0:19:03It's not funny.
0:19:05 > 0:19:07Hello, Alex. It's Paul.
0:19:07 > 0:19:09'Hi, darling. What's happened?'
0:19:09 > 0:19:12This is a machine that should be doing 3,000 bottles an hour
0:19:12 > 0:19:15and it's just Mickey Mouse.
0:19:15 > 0:19:17'I'm just so cross for you, darling. I really am.
0:19:17 > 0:19:21- 'I'm really, really sorry.' - What do we do for the best here?
0:19:22 > 0:19:25'Well, I don't know.
0:19:25 > 0:19:28'Do nothing kneejerk until you have a really good long think.'
0:19:28 > 0:19:32- Yeah.- 'Because I think there's been lots of kneejerk reaction.'- Mm.
0:19:32 > 0:19:36'There's always, always, a solution. There really is. We'll find one.'
0:19:36 > 0:19:39- Mm. Absolutely. I agree. - 'All right, my darling.
0:19:39 > 0:19:42'Thank you for calling me. I really appreciate it.'
0:19:42 > 0:19:45No worries. Have a good day.
0:19:45 > 0:19:47She's right.
0:19:47 > 0:19:49I'd like to have my kneejerk reaction,
0:19:49 > 0:19:53just to make myself feel better, but that's not business, is it?
0:19:56 > 0:20:00The saga of the bottling machine is emotionally draining.
0:20:00 > 0:20:05You've got no reason to think that this would have happened.
0:20:05 > 0:20:08For Paul, it has definitely been setback after setback.
0:20:08 > 0:20:11He bottles it up, which means that every now and again,
0:20:11 > 0:20:14the stress level does get too much.
0:20:14 > 0:20:16And I think just it means that generally,
0:20:16 > 0:20:21he gets just emotionally and physically very exhausted, actually.
0:20:21 > 0:20:22This is a huge blow.
0:20:22 > 0:20:26The best that can happen is that the machine eventually turns up
0:20:26 > 0:20:30and works! The worst is that he's thrown £45,000 down the drain.
0:20:30 > 0:20:34Any hope of exporting bottled beer has now vanished
0:20:34 > 0:20:37and I need to think quickly about how I keep this business afloat.
0:20:41 > 0:20:45My only choice is to focus on increasing the sale of Paul's
0:20:45 > 0:20:49cask ales and getting them further afield than Devon.
0:20:49 > 0:20:53Sharp's in Cornwall also started as a small hobby brew, like Hunter's,
0:20:53 > 0:20:58and now sell their flagship beer in 7,000 outlets across Britain.
0:20:58 > 0:21:01Look at that! They're big, aren't they?
0:21:01 > 0:21:04'I think small firms can learn a lot from larger ones
0:21:04 > 0:21:07'and I want to tap into Sharp's strategy for growing their
0:21:07 > 0:21:12'beer across the UK, so I've asked the brand manager James for help.'
0:21:12 > 0:21:14So you've seen the ripple effect.
0:21:14 > 0:21:20- You started here and presumably, you started with local free pubs.- Yeah.
0:21:20 > 0:21:23But then the next big move was moving outside Cornwall.
0:21:23 > 0:21:26- Yes.- So, how did that happen?
0:21:26 > 0:21:28Well, kind of word of mouth, I think.
0:21:28 > 0:21:32There was obviously not big sort of advertising or above the line
0:21:32 > 0:21:34kind of marketing campaigns.
0:21:34 > 0:21:38Grew to Exeter, but by bit, just opened it up, account by account.
0:21:38 > 0:21:41So I'd be out there in my little hire car with my Burton's suit
0:21:41 > 0:21:44and my briefcase, knocking on doors and trying to open up that
0:21:44 > 0:21:47business and fortunately, it was sort of successful.
0:21:47 > 0:21:49What was the kind of thinking behind it?
0:21:49 > 0:21:50It was almost dictated to us,
0:21:50 > 0:21:52we had to be able to deliver to Land's End.
0:21:52 > 0:21:54To get to Land's End, it takes and hour and a half.
0:21:54 > 0:21:58I think we knew that Exeter has the farthest range in that direction.
0:21:58 > 0:22:01- Draw a little radius.- Exactly that.
0:22:01 > 0:22:03We started the distribution from Bristol,
0:22:03 > 0:22:05we then worked back to Exeter.
0:22:05 > 0:22:07So our Bristol depot could service everything on the kind of
0:22:07 > 0:22:11east side, and then the Rock obviously on the west side of that.
0:22:11 > 0:22:13And the strategy at that point was to really make
0:22:13 > 0:22:17Doom Bar a kind of top ten, if not top five, national brand.
0:22:20 > 0:22:23This is a lesson to all small businesses.
0:22:23 > 0:22:26The reason big companies get bigger and more successful
0:22:26 > 0:22:28is because they strategise.
0:22:30 > 0:22:34Sharp's distribution strategy was to get one flagship brand
0:22:34 > 0:22:35put on the road.
0:22:35 > 0:22:38They chose which brand by rigorous testing.
0:22:38 > 0:22:39Paul's beers have won awards
0:22:39 > 0:22:43but out of competition he relies on his own palate and instinct.
0:22:43 > 0:22:45He needs expert impartial input.
0:22:45 > 0:22:48So I've asked Sharp's master brewer to help us
0:22:48 > 0:22:50decide which beer to get behind.
0:22:50 > 0:22:53I've brought Paul's best beers to test, including Devon Dreamer -
0:22:53 > 0:22:55the ale HE'S banking on.
0:22:57 > 0:23:00- I don't do beer tastings.- Right. - I do lots of wine tastings.
0:23:00 > 0:23:02So tell me what I'm looking for, when I taste a beer.
0:23:02 > 0:23:05Beer tasting is much more about excluding things
0:23:05 > 0:23:07which customers don't enjoy.
0:23:07 > 0:23:09So you're looking for off flavours
0:23:09 > 0:23:12like butterscotch or rotten eggs, or kind of green apple,
0:23:12 > 0:23:14those kind of unpleasant flavours.
0:23:14 > 0:23:17The first thing you want to do is smell and sniff the beer.
0:23:17 > 0:23:19It is important to swill it.
0:23:19 > 0:23:21That basically allows the CO2 to come off
0:23:21 > 0:23:23and pushes all the volatiles, all the fragrance from the beer.
0:23:23 > 0:23:28And then take a good sniff. And then it's down to the palate test.
0:23:31 > 0:23:33The whole of your mouth senses all the flavours that are in it -
0:23:33 > 0:23:36the bitterness, the astringency, the sweetness
0:23:36 > 0:23:38and the dryness that is there.
0:23:38 > 0:23:41Are there certain characteristics that successful beers share?
0:23:41 > 0:23:45Cleanness, crispness and a refreshing characteristic
0:23:45 > 0:23:47is something which a successful beer always has.
0:23:47 > 0:23:49- So, do you want go and get yours, then?- Yes.
0:23:51 > 0:23:54A bit nervous actually for him, with this connoisseur here.
0:23:54 > 0:23:57- I'm known for speaking my mind, so...- Yeah?- Oh, I love that.
0:23:57 > 0:23:59- We like that, don't we? We like that.- We might.
0:23:59 > 0:24:02- I don't know that Paul will. - THEY CHUCKLE
0:24:02 > 0:24:03What do you think of the labels?
0:24:03 > 0:24:06I'm not in love with the labels, to be honest with you.
0:24:06 > 0:24:09They do not have the touch of a marketeer about them.
0:24:09 > 0:24:12They look a little bit... the same as everyone else's.
0:24:12 > 0:24:14ALEX GASPS
0:24:14 > 0:24:17- Half Bore is a honey beer.- Right.
0:24:20 > 0:24:24- Critique on this one, please? - Um, for me it's a little bit bitter.
0:24:24 > 0:24:28If it's offering honey, there's not a lot of honey coming through.
0:24:28 > 0:24:31All you get is quite a lot of hop bitterness on this one.
0:24:31 > 0:24:35So I would hope for a little bit more sweetness.
0:24:35 > 0:24:36It's not a balanced beer.
0:24:36 > 0:24:39'This certainly isn't what I wanted to hear.
0:24:39 > 0:24:42'And it's the first time Paul's had this kind of feedback.'
0:24:42 > 0:24:47- Royal Hunt, then.- Go on, then. - We use Citra hop for a finish.- Right.
0:24:47 > 0:24:48And there's a lot of honey in this one.
0:24:52 > 0:24:54- Comments?- Yeah, that's good. That's good.
0:24:54 > 0:24:57We always worry with Citra that you're going to get
0:24:57 > 0:24:59real in-your-face, baseball-bat bitterness,
0:24:59 > 0:25:01but that is a good subtle bitterness
0:25:01 > 0:25:04and you're still getting the tropical fruit notes from that,
0:25:04 > 0:25:05which is really good.
0:25:05 > 0:25:07Stuart likes Royal Hunt
0:25:07 > 0:25:10despite it being one of Paul's less popular ales.
0:25:10 > 0:25:13But Devon Dreamer, his leading ale, is up next.
0:25:13 > 0:25:16Devon Dreamer, 4.1% ABV.
0:25:16 > 0:25:20A very simple process. We triple hop this.
0:25:20 > 0:25:23'The name alone is a big draw for Hunter's local market,
0:25:23 > 0:25:26'so it's no surprise it sells twice as much as the rest of the range.
0:25:26 > 0:25:29'But can this beer alone carry the Hunter's brand?'
0:25:29 > 0:25:33It's a good beer. The basics are there.
0:25:33 > 0:25:36The clarity of flavour could be improved
0:25:36 > 0:25:39and I think that is... potentially the boil.
0:25:39 > 0:25:41Do you like it or do you not like it?
0:25:41 > 0:25:43I wouldn't be happy if I brewed it.
0:25:43 > 0:25:46- I've got to say I'm going to defend Devon Dreamer...- Yeah.
0:25:46 > 0:25:49..because you're the first person EVER to say that.
0:25:49 > 0:25:53Another brewery from here could taste that and say it's the best thing
0:25:53 > 0:25:55- they've ever tasted.- Yes. - So it's subjective.- Yeah.
0:25:57 > 0:26:02'It's not what I was expecting from a bestseller. Paul's taken it badly.
0:26:02 > 0:26:05'But this is business and he needs to toughen up.'
0:26:05 > 0:26:08- I think Alex thinks, "You've got to be- BLEEP- joking?"- I know.
0:26:08 > 0:26:10- I think you did amazingly well. - Alex was shocked.
0:26:10 > 0:26:12You saw the shock on her face.
0:26:12 > 0:26:14- She did NOT expect that.- I know.
0:26:14 > 0:26:16I mean, it seems obvious to me.
0:26:16 > 0:26:19The beer that should go outside Devon, which is Devon Dreamer,
0:26:19 > 0:26:21it sells so much more than everything else.
0:26:21 > 0:26:24However, it clearly wasn't a particular winner with Stuart.
0:26:24 > 0:26:28So I'm not quite sure where that leaves us.
0:26:28 > 0:26:31Maybe Devon Dreamer is successful in Devon just because of the name.
0:26:31 > 0:26:35Perhaps Paul was overlooked Stuart's favourite - Royal Hunt.
0:26:35 > 0:26:38Could this underdog ale be the answer?
0:26:38 > 0:26:43I can't take the man from Doom Bar... his opinion as gospel.
0:26:43 > 0:26:45No, I understand what you're saying.
0:26:45 > 0:26:50- Because the only way to get a real test is blind tasting.- I know.
0:26:50 > 0:26:54I feel... I don't know. I don't know.
0:26:54 > 0:26:56Am I being too overprotective of my brand?
0:26:56 > 0:27:00A smidgen but that's OK, you're entitled to be, it's your beer.
0:27:00 > 0:27:04- It is.- So you're very entitled to be. So don't worry about it.
0:27:04 > 0:27:08'I think the feedback from Stuart at Sharp's,'
0:27:08 > 0:27:12I think it just put an inkling in his head, like a doubt in the back
0:27:12 > 0:27:16of his mind, "Is my beer good enough?" Because it was questioned.
0:27:16 > 0:27:19'Paul does struggle with negative feedback.
0:27:19 > 0:27:21'We would all call Paul a confident person.'
0:27:21 > 0:27:23He is very confident.
0:27:23 > 0:27:26But actually his confidence does get easily knocked.
0:27:26 > 0:27:29'Yeah, he just doesn't handle it terribly well. Yeah.'
0:27:31 > 0:27:36'The tasting at Sharp's may have hit Paul harder than I expected.'
0:27:36 > 0:27:38- Hello.- Hello.- Hi.
0:27:39 > 0:27:42'So before we resume our search for a flagship beer,
0:27:42 > 0:27:45'I've invited Paul and Eline to my home.'
0:27:47 > 0:27:51So, tell me, how has everything been going since I last saw you?
0:27:51 > 0:27:55I was worried that it would depress you or annoy you.
0:27:55 > 0:27:58In some ways I was quite angry about it.
0:27:58 > 0:28:01- It's easy to- BLEEP- on the chips of a smaller company, isn't it?
0:28:01 > 0:28:04- Yes.- But it's his opinion, he's entitled to it.
0:28:04 > 0:28:06I don't think you have to take anybody's wholesale advice
0:28:06 > 0:28:07apart from mine, of course.
0:28:09 > 0:28:10I insist upon that.
0:28:10 > 0:28:16So the plan for today is I've invited about 30 beer bloggers,
0:28:16 > 0:28:19- sommeliers, members of the drinking public...- OK.
0:28:19 > 0:28:22..to come and taste your fine beer.
0:28:22 > 0:28:25They will then vote on their preferred ones
0:28:25 > 0:28:26and we will a clear winner.
0:28:26 > 0:28:28- That would be the ideal scenario. - Yes.- Yeah.
0:28:28 > 0:28:30We will have a flagship beer.
0:28:30 > 0:28:32We will have the one that we really want to push.
0:28:32 > 0:28:35How are you feeling about the taste test?
0:28:35 > 0:28:37I was very nervous last night. I didn't sleep very well.
0:28:37 > 0:28:39- I was worried about this.- Why?
0:28:39 > 0:28:42Well, I'm worried that people won't like any of the beers.
0:28:42 > 0:28:45- I doubt it. - If they say they're all crap.
0:28:45 > 0:28:47It could happen, couldn't it?
0:28:47 > 0:28:49I think, first of all, let's not worry about that.
0:28:49 > 0:28:52I don't think that's a realistic fear.
0:28:52 > 0:28:56Hopefully we will get and come away today with a much stronger sense
0:28:56 > 0:28:59of where we're going with it next.
0:28:59 > 0:29:00- Thank you.- Come on.
0:29:00 > 0:29:04'For this second taste test, we're sampling four beers including
0:29:04 > 0:29:08'Paul's top seller Devon Dreamer and Stuart's standout ale Royal Hunt.
0:29:08 > 0:29:11'I just hope this time we all agree on a winner.'
0:29:12 > 0:29:17So, ladies and gentlemen, welcome to The Calf in Clapham, my local.
0:29:17 > 0:29:20We are going to do this in a very measured manner.
0:29:20 > 0:29:25Each get a beer mat and I will ask you to vote for your favourite beer.
0:29:25 > 0:29:27What else is there to say, except
0:29:27 > 0:29:31goodness gracious me, it's time to start drinking. I mean tasting.
0:29:32 > 0:29:36MUSIC: "I'm Pretty Good At Drinkin' Beer" by Billy Currington
0:29:36 > 0:29:39# I wasn't born digging deep holes
0:29:40 > 0:29:45# I'm not made for paving long roads
0:29:45 > 0:29:49# I ain't cut out to climb high-line poles
0:29:49 > 0:29:51# But I'm pretty good at drinking beer... #
0:29:51 > 0:29:54Everyone's chatting. Nice atmosphere.
0:29:54 > 0:29:56Paul's obviously very nervous.
0:29:56 > 0:29:58I'm nervous. I want it to work.
0:29:58 > 0:30:00I want to find out if...
0:30:00 > 0:30:03I mean, I'm hoping they're going to like at least one of the beers.
0:30:05 > 0:30:07We've never really done this before.
0:30:07 > 0:30:08We've gone to beer festivals
0:30:08 > 0:30:11and we've had it judged with everybody else's beer.
0:30:11 > 0:30:14This is the first time we've had this with just our beer
0:30:14 > 0:30:15in the room.
0:30:15 > 0:30:19So it'll be interesting to see what people really do say and think.
0:30:19 > 0:30:21# ..Built for having a ball... #
0:30:22 > 0:30:24It's a good old-fashioned taste.
0:30:24 > 0:30:27It's not for me at all. I prefer it a bit more pale aley.
0:30:27 > 0:30:30Excuse the pun, it's very beery. I like beer to be beery.
0:30:30 > 0:30:33I've got to take this opinion now, rough or smooth,
0:30:33 > 0:30:38and I can't throw my toys out of my pram on this one.
0:30:38 > 0:30:40This is the way it is, isn't it?
0:30:40 > 0:30:42The cool, hard truth of the matter.
0:30:42 > 0:30:48- What's your favourite then, overall?- Overall? A.- Yours?- A.- A.
0:30:48 > 0:30:51- Just become A.- A.
0:30:51 > 0:30:54Unanimous - if it was just us.
0:30:54 > 0:30:56Let's see if everyone else agrees.
0:30:57 > 0:30:58- Cheers.- Cheers.
0:30:59 > 0:31:01# ..I'm pretty good at drinkin' beer. #
0:31:02 > 0:31:06So I have the overall results.
0:31:06 > 0:31:11Poor old D came trailing last which, interestingly enough, guys,
0:31:11 > 0:31:14is their bestselling beer locally in Devon.
0:31:15 > 0:31:22B, number three, Crack Shot. Then C, was number two, Half Bore.
0:31:24 > 0:31:26So A was the clear winner.
0:31:26 > 0:31:28CHEERING AND APPLAUSE
0:31:28 > 0:31:34So both your professional brewer and your drinking public agree.
0:31:34 > 0:31:37And it's Royal Hunt. Royal Hunt is the one.
0:31:37 > 0:31:39- Thank you very much, Alex.- Thank you.
0:31:39 > 0:31:42Thank you very much, I really appreciate it.
0:31:42 > 0:31:43'It's a result.
0:31:43 > 0:31:48'Royal Hunt came top, relegating Devon Dreamer into last place.
0:31:48 > 0:31:51'At least now I've convinced Paul the former underdog beer
0:31:51 > 0:31:53'is the right ale to champion.'
0:31:53 > 0:31:56After the last beer tasting, I was very nervous.
0:31:56 > 0:31:59What'd happen if people said this beer is no good?
0:31:59 > 0:32:01Um...
0:32:01 > 0:32:05They've no negative comments really about any of the beers.
0:32:05 > 0:32:09I'm really pleased. So it's sort of put the argument to bed.
0:32:11 > 0:32:14And back in Devon, there's some unexpected news.
0:32:17 > 0:32:21Seven months late, most of the bottling machine has arrived.
0:32:21 > 0:32:25The question is whether it's too Mickey Mouse to use.
0:32:27 > 0:32:28Perfect.
0:32:28 > 0:32:30ELECTRICAL WHIRRING
0:32:32 > 0:32:35It's pumping. It's working.
0:32:35 > 0:32:36With this machine up and running,
0:32:36 > 0:32:40we'll be able to fulfil large bottle orders out of the county
0:32:40 > 0:32:43and we may have the option to export when the time is right.
0:32:43 > 0:32:46So, just push your bottles down.
0:32:51 > 0:32:54- That's impressive, isn't it? - So they're on the wrong end, yeah?
0:32:54 > 0:32:56- Yeah.- OK.
0:32:59 > 0:33:02Eurgh!
0:33:02 > 0:33:04Oh, that's crap, isn't it?
0:33:06 > 0:33:09There's something wrong on the settings here.
0:33:11 > 0:33:13All right.
0:33:19 > 0:33:24- I've got my work cut out here... - Well, yeah. For today...- Yes?
0:33:24 > 0:33:25..I would stop tinkering.
0:33:25 > 0:33:27It would be too easy for it to run.
0:33:27 > 0:33:29You're not achieving anything now by fiddling.
0:33:29 > 0:33:31No, no, I don't we'll achieve anything.
0:33:31 > 0:33:34I totally agree with you but don't talk to me like I'm a kid.
0:33:34 > 0:33:35- No, I'm not.- I totally get you.
0:33:36 > 0:33:38- I do know.- Yeah.
0:33:39 > 0:33:44Paul and Eline have banked on this machine to the tune of £45,000.
0:33:44 > 0:33:47So there's massive pressure for it to work.
0:33:59 > 0:34:02Despite slaving over the machine day and night,
0:34:02 > 0:34:05Paul's worst fears have been realised.
0:34:05 > 0:34:07The bottling machine that we purchased,
0:34:07 > 0:34:11we've try to commission it and there's many faults with it.
0:34:12 > 0:34:16So we've decided to give up with it, put it to one side and start again.
0:34:17 > 0:34:18It's been a nightmare.
0:34:20 > 0:34:25So the plan is that we find a second-hand bottling machine,
0:34:25 > 0:34:30bring it here, commission it and start bottling automatically.
0:34:30 > 0:34:32We believe this is the way forward.
0:34:32 > 0:34:36I know it's more money but I haven't got any choice at all in it.
0:34:36 > 0:34:37I have to do this.
0:34:37 > 0:34:41So, um, we can take all the advice in the world
0:34:41 > 0:34:44but we can't carry on working the way we are.
0:34:46 > 0:34:50Two months in, we're back to square one on the bottling front.
0:34:51 > 0:34:53What are you going to do?
0:34:53 > 0:34:55'We're lucky that we have some friends in the industry,
0:34:55 > 0:34:57'who have a spare bottling line.
0:34:57 > 0:35:00'They've just upgraded. They've got a small one which works.'
0:35:00 > 0:35:02So...
0:35:02 > 0:35:03I don't even know where to...
0:35:03 > 0:35:07I just don't want you to go out and spend another whole load of money.
0:35:07 > 0:35:09I just want you to take the decision-making as slowly as you can
0:35:09 > 0:35:14because I really, really don't want to be involved
0:35:14 > 0:35:16in you making a mistake.
0:35:16 > 0:35:19'Alex, we are going to bottle beer. We have to -
0:35:19 > 0:35:21'it's part of our business.
0:35:21 > 0:35:26'And we have opportunities to grow our business massively.'
0:35:26 > 0:35:30- Mm.- 'We have to do this, one way or the other, Alex.'- OK.
0:35:30 > 0:35:34Despite my advice about not spending a penny more,
0:35:34 > 0:35:36Paul has made his mind up.
0:35:36 > 0:35:39He's paid £20,000 for the new machine
0:35:39 > 0:35:42by remortgaging the house, which horrifies me.
0:35:42 > 0:35:45But it is HIS business so I have to respect it.
0:35:45 > 0:35:48- ELINE:- Paul's personality definitely lets him get through it.
0:35:48 > 0:35:51He's got an incredible amount of self-belief that can,
0:35:51 > 0:35:54I guess, come across as that he's arrogant.
0:35:54 > 0:35:56But he isn't arrogant at all.
0:35:56 > 0:36:00I think he just holds true to what he knows he can do
0:36:00 > 0:36:02and he will never ever give up.
0:36:02 > 0:36:05Before brewing, we have faced a lot of challenges.
0:36:05 > 0:36:08What people don't know about me is I left school
0:36:08 > 0:36:12when I was 12 years old with no qualifications whatsoever.
0:36:12 > 0:36:16I managed to get a corporate job in pharmaceuticals
0:36:16 > 0:36:20without a degree background and did very well at that.
0:36:20 > 0:36:23So, in the face of adversity, I did very well
0:36:23 > 0:36:25as realistically I shouldn't have done.
0:36:25 > 0:36:26So there is that.
0:36:28 > 0:36:32But sort of my background has given me the attitude I've got,
0:36:32 > 0:36:34in that you don't give up, you must succeed.
0:36:37 > 0:36:39We're back to bottling and the next thing
0:36:39 > 0:36:42I need to do is reposition this product so it sells more.
0:36:42 > 0:36:47But one has to tread carefully when considering rebranding.
0:36:47 > 0:36:50In 1997, British Airways spent £60 million
0:36:50 > 0:36:53rebranding its entire fleet of planes
0:36:53 > 0:36:56by replacing the Union Flag trademark.
0:36:56 > 0:37:00But it received a frosty response and the decision was soon reversed.
0:37:02 > 0:37:05Others, like Compare The Market, did get it right.
0:37:05 > 0:37:07The launch of its meerkat campaign in 2009,
0:37:07 > 0:37:11boosted the brand's market share by 76%.
0:37:12 > 0:37:15I think to help Paul stand out against some of the leading
0:37:15 > 0:37:19beer brands, his mismatched labels need a radical overhaul.
0:37:19 > 0:37:22So I've brought them to a London-based design agency for help.
0:37:22 > 0:37:23ENTRY SYSTEM BUZZES
0:37:23 > 0:37:27- Hi, this is Alex Polizzi and team.- 'OK. Come up.'- Thanks.
0:37:27 > 0:37:31Underscore have worked with some of the biggest British brands -
0:37:31 > 0:37:32from Tesco to The Body Shop.
0:37:32 > 0:37:35They've helped breweries like Beavertown update their look
0:37:35 > 0:37:39and I'm hoping they can do the same for Hunter's.
0:37:39 > 0:37:42We'd start by looking at you as you are today.
0:37:42 > 0:37:47You've got a whole menagerie of different labels,
0:37:47 > 0:37:51that looks like you have a very eclectic mix of beers.
0:37:51 > 0:37:53But do they sit together as a family?
0:37:53 > 0:37:57Even though there is some level of symmetry in the shape,
0:37:57 > 0:37:59- they all look and feel different. - Mm-hm.
0:37:59 > 0:38:01From a design point of view,
0:38:01 > 0:38:04which is ultimately how your brand would be connected,
0:38:04 > 0:38:07you're working with different typography.
0:38:07 > 0:38:10Some of them we've got a very dominant name
0:38:10 > 0:38:15but then we suddenly veer over here into illustration.
0:38:15 > 0:38:17And it's very important to get the balance right
0:38:17 > 0:38:20between what the name is and what you're saying.
0:38:20 > 0:38:23The name alone can be a reason to stop you
0:38:23 > 0:38:25- getting into a certain country. - Yeah.
0:38:25 > 0:38:27There are cultural differences everywhere you look.
0:38:27 > 0:38:30You will find, for example if you're looking geographically,
0:38:30 > 0:38:33that certain nations have already OWNED a certain colour -
0:38:33 > 0:38:35whether that's the blue, red, you know...
0:38:35 > 0:38:37And it's usually primary colours, it has to be said.
0:38:37 > 0:38:39It depends on how far afield you want go.
0:38:39 > 0:38:42We don't want to strip this back until it is completely white.
0:38:42 > 0:38:46Um, but at the same time, it's about giving you
0:38:46 > 0:38:48a colour palette that feels right for your customers
0:38:48 > 0:38:50and actually has that feeling of tradition,
0:38:50 > 0:38:53whilst also being maybe a little bit more contemporary
0:38:53 > 0:38:55and forward-thinking than this has been before.
0:38:55 > 0:38:56Yeah, yeah.
0:38:56 > 0:38:59- I know.- The general trend is for less.
0:38:59 > 0:39:01- Yes.- Yeah, I think we need help, don't we?
0:39:01 > 0:39:03- ALEX CHUCKLES - Do you think(?)
0:39:03 > 0:39:05- You never know.- Do you think?
0:39:05 > 0:39:07I want you to have a look at something.
0:39:07 > 0:39:10We had to put together some brand values,
0:39:10 > 0:39:12just based on what we did know about you,
0:39:12 > 0:39:15to help inform our initial creative.
0:39:15 > 0:39:18Have a look at these and tell me what resonates with you.
0:39:18 > 0:39:21- Consistency.- Consistency. Why?
0:39:21 > 0:39:24Because all I've ever done is worked on that.
0:39:24 > 0:39:28- Yes, that is my life, is getting the consistency.- Yeah. Yeah.
0:39:28 > 0:39:31- Great.- Definitely cheeky.
0:39:31 > 0:39:33"Pub speak", what do you mean by that?
0:39:33 > 0:39:35You know, there's a difference between
0:39:35 > 0:39:37- pub speak and bar speak.- Yeah, yeah.
0:39:37 > 0:39:39- That's the subtle difference.- Yeah.
0:39:39 > 0:39:43- Yeah?- And informal is definitely where we are.- Yeah, definitely.
0:39:43 > 0:39:46I feel as well, we're kind of almost everyman.
0:39:46 > 0:39:51He was your every guy you speak to, that was stuck in the job
0:39:51 > 0:39:54with the family and the mortgage and he had to earn the money.
0:39:54 > 0:39:56And he just thought...
0:39:56 > 0:40:01- I can't do it any more. I'm sorry. All these words are exactly it.- Aw!
0:40:01 > 0:40:05Poor old wifey, look. She'll be all right in a minute.
0:40:05 > 0:40:08- I was waiting for that. It was coming out anyway.- It's- BLEEP.
0:40:08 > 0:40:11- It's that you've got to get it right.- That's what it has to be.
0:40:11 > 0:40:13It has to be real.
0:40:13 > 0:40:16What we need to do is, you've got all the basics there,
0:40:16 > 0:40:19- we just need to encapsulate that and really tell the story.- OK.
0:40:20 > 0:40:25'Neil and his team have put together four options to rebrand Hunter's
0:40:25 > 0:40:28'and I want Paul and Eline to choose their favourite.'
0:40:28 > 0:40:31What we're doing, we're taking the essence of where you were before
0:40:31 > 0:40:35and we're bringing it up to date and we're taking it into the future.
0:40:35 > 0:40:37It's got a certain amount of clarity in there
0:40:37 > 0:40:40so that it feels more established.
0:40:40 > 0:40:45- We're connecting with tradition... - I like that.- ..to get that gut feel we were talking about before.
0:40:45 > 0:40:48If you're reaching into new markets, if you're going further afield,
0:40:48 > 0:40:51because of the geographic issues and the regional issues,
0:40:51 > 0:40:54less is very much more.
0:40:55 > 0:40:58Well, I'm leaving Paul and Eline there.
0:40:58 > 0:41:00I know this discussion is going to go on for ages.
0:41:00 > 0:41:04It's the first time they've ever done any exercise like this
0:41:04 > 0:41:07and I don't think they're going to come to a decision in a moment.
0:41:07 > 0:41:10I just hope that seeing these fantastic designs
0:41:10 > 0:41:12is going to move on their thinking a bit
0:41:12 > 0:41:17and help them with the big next steps they have to take.
0:41:18 > 0:41:21I wasn't expecting it to be as good as that.
0:41:21 > 0:41:25And I really...I thought I'd say, Alex, I don't want you to change
0:41:25 > 0:41:28my branding too much, but it made a lot of sense in there.
0:41:28 > 0:41:30So Alex is right yet again.
0:41:30 > 0:41:34All four designs that were there were good in their own right
0:41:34 > 0:41:37but one of them stuck out really well and, erm...
0:41:37 > 0:41:39posh, smart,
0:41:39 > 0:41:44but it's still down to earth, which is what we're trying to be.
0:41:45 > 0:41:48'I'm confident that now the branding is more in keeping with
0:41:48 > 0:41:50'the modern image of microbrewering,
0:41:50 > 0:41:54'we have a better chance of rolling one beer out across the UK.
0:41:54 > 0:41:57# Do it, do it, do it, do it Do it now... #
0:41:57 > 0:42:00'And I'm wasting no time in finding out.
0:42:01 > 0:42:04'I've brought Paul, his flagship ale and the new branding
0:42:04 > 0:42:07'up the M5 corridor to Bristol - a cosmopolitan city
0:42:07 > 0:42:09'that's embraced the ale movement.'
0:42:11 > 0:42:14I think...it seems obvious to me that the first next place
0:42:14 > 0:42:17you have to supply is somewhere with a high population
0:42:17 > 0:42:20because there's an opportunity for a lot of sales.
0:42:20 > 0:42:23Bristol has a lot of pubs and restaurants.
0:42:23 > 0:42:27- Now, with the new bottling plant possibly coming online...- Yes.
0:42:27 > 0:42:31..there is the possibility for selling more in restaurants,
0:42:31 > 0:42:34which would not sell cask but will sell bottles.
0:42:34 > 0:42:38There's enough restaurants that I think you ought to be able to get
0:42:38 > 0:42:42- 20 or 30 to supply in Bristol, given a bit of leg-work.- Yeah.
0:42:42 > 0:42:46- We're just testing the water. - I like it. Let's do it.
0:42:46 > 0:42:49# Splish-splash, I was taking a bath... #
0:42:49 > 0:42:52'This historic lido boasts an award-winning restaurant
0:42:52 > 0:42:55'and I've heard the head chef is looking for a strong beer,
0:42:55 > 0:42:59'so it's the perfect opportunity for Paul to push Royal Hunt
0:42:59 > 0:43:01'and road test the new branding.'
0:43:02 > 0:43:06Currently looking for something that's a bit gutsy we can use in the winter months.
0:43:06 > 0:43:08Cooking pigs' cheeks and things like that.
0:43:08 > 0:43:11That's the sort of thing that will work with that.
0:43:11 > 0:43:15- Royal Hunt, a 5.5% strong winter beer, really.- OK.
0:43:15 > 0:43:18We've entered it into some national competition, and regional,
0:43:18 > 0:43:20- and we won both.- Sounds impressive.
0:43:26 > 0:43:28Mm. It's lovely.
0:43:29 > 0:43:33So we've got to start somewhere now to branch out of Devon
0:43:33 > 0:43:36with the correct product and the correct marketing.
0:43:37 > 0:43:40I like them. What they are, though, is quite rural.
0:43:40 > 0:43:43- It's great, it's where it's from... - Yeah.
0:43:43 > 0:43:46..but we're obviously quite a city location.
0:43:46 > 0:43:49Something we're really good at as well is,
0:43:49 > 0:43:52if a restaurant as large as this or a chain as large as this,
0:43:52 > 0:43:57if you wanted to rebrand a product, I'm happy to look at that.
0:43:59 > 0:44:02Or one thing I love doing - Alex will probably kill me -
0:44:02 > 0:44:05I love making different beers with different hops.
0:44:05 > 0:44:08'After weeks of getting him to focus on one beer,
0:44:08 > 0:44:13'I can't believe Paul is offering to brew small bespoke batches.'
0:44:13 > 0:44:17Certainly the idea of maybe branding our own, if we've already got one of
0:44:17 > 0:44:20our ales that's branded, perhaps to have our own again
0:44:20 > 0:44:23and work with you and develop something.
0:44:25 > 0:44:29'This was not what we planned and I was expecting much more from Paul.
0:44:29 > 0:44:33'He needs to stick to our strategy if we're ever going to get his beers
0:44:33 > 0:44:36'out of Devon, let alone the country.'
0:44:36 > 0:44:40- So I think you've got to say "no" a bit more.- Mm-hm.
0:44:40 > 0:44:44Although brewing for them a whole batch might have been appealing,
0:44:44 > 0:44:46it isn't particularly financially viable.
0:44:46 > 0:44:49I do have trouble saying "no"
0:44:49 > 0:44:52and I saw a different opportunity and I shouldn't have done that.
0:44:52 > 0:44:55I should have gone down the route of protecting Royal Hunt.
0:44:55 > 0:44:59The last thing we need is for you to do another bloody speciality beer.
0:44:59 > 0:45:01- OK.- Yeah?
0:45:01 > 0:45:05You should come up for three or four days and organise ten meetings a day
0:45:05 > 0:45:09and then, once we get the automated bottling plant up and running
0:45:09 > 0:45:11and once we've got the new branding in place,
0:45:11 > 0:45:15you can press the button and start actioning all those orders.
0:45:15 > 0:45:17I just don't want the bottling plant to be sitting there
0:45:17 > 0:45:20and us not have anything to put through it.
0:45:20 > 0:45:22Let's get on the ball, basically.
0:45:23 > 0:45:25'I feel a bit frustrated.'
0:45:25 > 0:45:27I'm trying to improve his profitability.
0:45:27 > 0:45:31What we really want is to drive demand for Paul's beer.
0:45:31 > 0:45:33You want someone to have Royal Hunt in one place
0:45:33 > 0:45:36and look for Royal Hunt in another.
0:45:36 > 0:45:38That's how successful businesses work.
0:45:38 > 0:45:42I've let Alex down. I definitely regressed into the old Paul.
0:45:42 > 0:45:46I've got a fair idea of what Alex is expecting now
0:45:46 > 0:45:49so, when we revisit Bristol, I've got a good feeling
0:45:49 > 0:45:52that we'll get some beer in this area.
0:45:55 > 0:45:59'I've had to rein Paul in to keep him on course with our strategy.
0:45:59 > 0:46:01Just Google...
0:46:01 > 0:46:05"Bristol drinks wholesalers" or something like that.
0:46:05 > 0:46:09'This time, not only his he staying on message
0:46:09 > 0:46:12'but he's now contacting wholesalers and going great guns
0:46:12 > 0:46:14'to get his beer into Bristol.'
0:46:15 > 0:46:17Go on, give me the phone.
0:46:19 > 0:46:22Hello, my dear. This is Paul from Hunter's Brewery.
0:46:22 > 0:46:26Yeah. We are trying to launch our brand into Bristol.
0:46:26 > 0:46:29# He's got high hopes... #
0:46:29 > 0:46:32Your company keeps popping up
0:46:32 > 0:46:34as a good way in to distribute our products.
0:46:35 > 0:46:39What wholesalers will do is improve his reach.
0:46:39 > 0:46:42In return for that, they'll expect a discounted product.
0:46:42 > 0:46:46He has to remember what his margins are.
0:46:46 > 0:46:50He has to remember the exact figure it costs him to produce his beer
0:46:50 > 0:46:54and he must not deviate or dip below that figure.
0:46:55 > 0:47:00'Wholesalers expect sizable discounts, often around 20%,
0:47:00 > 0:47:02'but if Paul can sell to them in volume
0:47:02 > 0:47:04'he stands to make good profits.'
0:47:06 > 0:47:11So I am wondering if I can come in and see you on Friday
0:47:11 > 0:47:13with some product?
0:47:13 > 0:47:14Yeah.
0:47:14 > 0:47:17That's lovely. Cheers, buddy. Bye-bye.
0:47:18 > 0:47:21- That's quite a positive call. - That's good, isn't it?
0:47:21 > 0:47:23That was a real positive call.
0:47:23 > 0:47:27We've got to get our game heads on that day, then. Are you up for that?
0:47:27 > 0:47:29- Do I need to buy a new suit? - What have you got?
0:47:29 > 0:47:31I can't fit into mine.
0:47:34 > 0:47:38'Paul is working hard to grow the business and he's starting to pay
0:47:38 > 0:47:41'more attention to the financial situation of Hunter's,
0:47:41 > 0:47:44'which proves to me he's becoming more of a businessman
0:47:44 > 0:47:46'and not just a brewer.'
0:47:46 > 0:47:50Divided by 46, times by 52...
0:47:50 > 0:47:53'Not only has he cut back on spending, but he's getting
0:47:53 > 0:47:56'more efficient in the day-to-day running of the brewery.'
0:47:56 > 0:47:58I had a big week in ordering materials.
0:47:58 > 0:48:01We're ordering materials a little bit differently.
0:48:01 > 0:48:04Order a little bit more, get a little bit more off.
0:48:04 > 0:48:06We save money in the long run.
0:48:06 > 0:48:09We're on a £440,000-£450,000 turnover this year.
0:48:09 > 0:48:12Turnover is going up in the right direction
0:48:12 > 0:48:14and we're controlling this spend.
0:48:15 > 0:48:18Paul, I'm happy with this because I know you get it
0:48:18 > 0:48:21and I know you're looking at it so I'm perfectly happy with this.
0:48:22 > 0:48:27Eline has seen a difference in me. She's seen a more motivated person.
0:48:27 > 0:48:30I'm more well into trying to make things work.
0:48:30 > 0:48:34I check the break-evens every day.
0:48:34 > 0:48:36I watch it going up and down.
0:48:36 > 0:48:39Erm, so every day I then look at...
0:48:39 > 0:48:43if it's going down, why is the profit going down?
0:48:43 > 0:48:47Before, I wouldn't have had a clue, so that's the difference.
0:48:51 > 0:48:54'I'm heading back to Hunter's for the final time.
0:48:54 > 0:48:58'I'm not sure what I'm coming back to but for the sake of the business,
0:48:58 > 0:49:01'I really hope the new bottling machine is working out.'
0:49:03 > 0:49:07I would love this to actually be a success.
0:49:07 > 0:49:11I feel so passionately about Hunter's Brewery
0:49:11 > 0:49:13and I feel so fond of Paul and Eline,
0:49:13 > 0:49:16I just do not want this to cock-up again.
0:49:17 > 0:49:21To get to this point, it has been an amazing struggle.
0:49:21 > 0:49:24A lot has been riding on bottling beer automatically
0:49:24 > 0:49:27because this is our strategy for building the business and moving it forward.
0:49:27 > 0:49:31It's been hard work the last two or three weeks, putting this equipment in.
0:49:31 > 0:49:34The other thing I'm really worried about is...
0:49:34 > 0:49:38the knock-on effect it would have on Paul's confidence
0:49:38 > 0:49:40if this machine isn't up and running.
0:49:40 > 0:49:42When I first came to Hunter's Brewery,
0:49:42 > 0:49:46Paul's mojo was at an all-time low, as he admitted himself,
0:49:46 > 0:49:50and I don't want to find him back in that situation.
0:49:50 > 0:49:53Gosh, here we are. Here we go!
0:49:53 > 0:49:56Fingers crossed for the bottling line.
0:50:09 > 0:50:11- Hello, hello!- Hello.
0:50:12 > 0:50:14- How are you?- Good.
0:50:14 > 0:50:16Really well.
0:50:16 > 0:50:20- Look at this thing of beauty! - A little bit different, isn't it?
0:50:20 > 0:50:24- It's enormous.- It is. I've never heard that before, Alex.
0:50:24 > 0:50:27This looks like the real deal.
0:50:27 > 0:50:29We're lucky, we've got the engineers...
0:50:29 > 0:50:31Look at Alex!
0:50:31 > 0:50:34- Thanks, Alex. - I'm so pleased for you.
0:50:34 > 0:50:37- It's good, isn't it? - Yes! I can't believe it.
0:50:37 > 0:50:41- Can't believe it.- Do you feel like it's a weight of your shoulders?
0:50:41 > 0:50:44Of course it is. It's really good, Alex, yeah.
0:50:44 > 0:50:47We can move on now, can't we?
0:50:47 > 0:50:49'I can't believe Paul's pulled it off.
0:50:49 > 0:50:53'He's still using the old labels until he runs out of stock
0:50:53 > 0:50:55'but now he can get bottling.'
0:50:55 > 0:50:57Just get the machine going.
0:50:59 > 0:51:03It'll come down and label the bottle, it'll fill the bottles,
0:51:03 > 0:51:05and this will put a cap on the bottles
0:51:05 > 0:51:08rather than that hand thing we were doing.
0:51:08 > 0:51:12It will come out the other side and down to the person that's pulling the bottles off.
0:51:12 > 0:51:15But we've kept the old piece of kit. Our museum!
0:51:15 > 0:51:17It's great, isn't it?
0:51:17 > 0:51:20We can bottle the same batch of beer in half the time
0:51:20 > 0:51:24- and with less people. - With half the number of people.
0:51:24 > 0:51:25Yay!
0:51:25 > 0:51:28Brilliant, darling. Really well done.
0:51:29 > 0:51:33- Hi!- Hi, darling. - Hello. Lovely to see you.
0:51:33 > 0:51:36So...how are things?
0:51:36 > 0:51:38Very excited. I mean, it's all actually here.
0:51:38 > 0:51:41When they had another day in Bristol,
0:51:41 > 0:51:44- they saw a few big wholesalers. - How did that all go?
0:51:44 > 0:51:48Well, two of those bog wholesalers that are national wholesalers
0:51:48 > 0:51:51have got us listed with them and have actually taken ground stock.
0:51:51 > 0:51:54- Good.- Yes. Hooray!
0:51:54 > 0:51:59I think Paul has finally let the debacle of the last machines go.
0:51:59 > 0:52:03Yeah. I think Trading Standards will be getting involved at some point
0:52:03 > 0:52:05but we'll just wait and see on that.
0:52:05 > 0:52:08At the moment it's just about moving forward.
0:52:08 > 0:52:12How is he? Is he still keeping a close eye on the figures?
0:52:12 > 0:52:15Oh, my God! Yes, he's really, really good.
0:52:15 > 0:52:18Absolutely his mindset has changed because the minute
0:52:18 > 0:52:21that that's what you're looking at, it just alters your whole plan.
0:52:21 > 0:52:26He is in a much, much better place, mentally and physically, actually.
0:52:26 > 0:52:28- He seems quite calm.- Yeah, he is.
0:52:28 > 0:52:32Both of us are under no illusions this is not out of the water...
0:52:32 > 0:52:35I know, but you'd be an idiot if you thought that.
0:52:35 > 0:52:37The fact that we both understand that
0:52:37 > 0:52:40rather than one painting one picture and one the other...
0:52:40 > 0:52:42Trying to balance it out!
0:52:42 > 0:52:47We're now in the middle somewhere and I think that's alleviated the whole pressures of everything
0:52:47 > 0:52:50which is good because it's saved the marriage as well.
0:52:50 > 0:52:54- Oh, I'm glad you're getting on well. I'm so glad, darling.- All good.
0:52:55 > 0:52:57'Four months ago, they were at breaking point,
0:52:57 > 0:53:01'but with a little help from me and masses of hard work from them,
0:53:01 > 0:53:04'we've brought the business back from the brink.
0:53:04 > 0:53:08'But I know Paul is still desperate to send his beers abroad.'
0:53:10 > 0:53:12First time I came to the brewery...
0:53:12 > 0:53:16you told me you thought you had the silver bullet to all your problems
0:53:16 > 0:53:20and that was going to be taking your beer down the export route,
0:53:20 > 0:53:23which I took issue with, not because I didn't think overall
0:53:23 > 0:53:26it could be a strategy at some point in the future
0:53:26 > 0:53:28but because there were a lot more
0:53:28 > 0:53:30immediate and pressing problems to tackle.
0:53:30 > 0:53:34It's pretty amazing how much you've done in the time.
0:53:34 > 0:53:38- You're much more focused on the business side of things.- Yeah.
0:53:38 > 0:53:42We have a bottling plant in, you've got deals with wholesalers.
0:53:42 > 0:53:46As a result, I've decided that I will...
0:53:46 > 0:53:50help you dip your toe in the water of export
0:53:50 > 0:53:54and I'm going to send you off to France this afternoon
0:53:54 > 0:53:57to meet someone called Richard Wilson who runs Yummies,
0:53:57 > 0:54:00which is a company specialising in promoting British products
0:54:00 > 0:54:02into the French market.
0:54:02 > 0:54:05To try and help you, I have prepared your labels in French.
0:54:05 > 0:54:07Slightly tweaked the colour
0:54:07 > 0:54:10because green is a colour that commands trust in France.
0:54:10 > 0:54:12As you'll see, the back...
0:54:12 > 0:54:15- is now all in French. - Very good.- Wow.
0:54:15 > 0:54:20- The main thing is to see whether he thinks that if this is the kind of product that has legs.- Definitely.
0:54:20 > 0:54:23The other thing is, you don't have to go all dressed up.
0:54:23 > 0:54:26They're quite casual in France in meetings.
0:54:26 > 0:54:28This is my last visit with you.
0:54:28 > 0:54:31I've got to admit, it was tough at the beginning, but...
0:54:31 > 0:54:35just a change of mindset for me, looking at the figures
0:54:35 > 0:54:40and realising where the spend was going has made a massive difference. It's been amazing.
0:54:41 > 0:54:43There we go.
0:54:44 > 0:54:47'I'm really sad to be saying goodbye to Paul and Eline
0:54:47 > 0:54:50'and that my time with Hunter's Brewery has come to an end.'
0:54:50 > 0:54:52They are at the very beginning.
0:54:52 > 0:54:56It's only just calmed down and got onto an even keel.
0:54:56 > 0:55:00I really can only see them going from strength to strength.
0:55:13 > 0:55:15Oh, hello, my dear. Are you all right there?
0:55:15 > 0:55:18- Where are you travelling to? - To Paris, my dear.
0:55:18 > 0:55:20- Have you got your passport?- I have.
0:55:24 > 0:55:28'British beer exports are worth more than £600 million
0:55:28 > 0:55:32'and we send over £90 million of beer to France.
0:55:33 > 0:55:35'If Paul's meeting with Richard goes well,
0:55:35 > 0:55:38'it could give Hunter's a foothold in the foreign market
0:55:38 > 0:55:41'and open up the path to export.
0:55:41 > 0:55:45The French beer market is an extremely difficult market to break into
0:55:45 > 0:55:48but we're already working with a number of microbreweries
0:55:48 > 0:55:52and I certainly think a British microbrewery could be something we could add to our portfolio.
0:55:52 > 0:55:54'Can Paul impress
0:55:54 > 0:55:58'and will Royal Hunt prove worthy enough to take on France?'
0:55:58 > 0:56:02We've done some rebranding of one of our products, which is Royal Hunt.
0:56:02 > 0:56:04- If I show you that...- Sure.
0:56:04 > 0:56:08I mean, first off, mentioning "britanniques" - British, is good,
0:56:08 > 0:56:13and "traditionelles", having those in big letters on the front of the label is a good thing.
0:56:13 > 0:56:18- Is there any idea of putting a Union Jack somewhere?- Do you think that would go down well?- It would.
0:56:18 > 0:56:22It would be very eye-catching straight away before anybody gets the time to read it.
0:56:22 > 0:56:25The image and the logo, obviously what it represents.
0:56:25 > 0:56:27- Shall we check a bottle out? - Sure. OK.
0:56:27 > 0:56:32- This is how the label will look on the bottle. - It's a beautiful label anyway.
0:56:32 > 0:56:35In France, there's quite a following of hunting.
0:56:35 > 0:56:38The green is very royal, in a way.
0:56:38 > 0:56:41- Good. Shall we open one? - It's just about midday, isn't it?
0:56:41 > 0:56:43We can taste.
0:56:43 > 0:56:46It is quite cloudy, isn't it? Having something cloudy is fine
0:56:46 > 0:56:49because they're used to their white beer - biere blanche.
0:56:49 > 0:56:53- They're used to that coming out cloudy. You want to chink?- Cheers.
0:56:56 > 0:56:59- Mm. That's falling down the mouth lovely.- Yeah.
0:56:59 > 0:57:01That's certainly a very easy drink, isn't it?
0:57:01 > 0:57:05Richard, the Royal Hunt, do you think this has a place in France?
0:57:05 > 0:57:07Erm...
0:57:08 > 0:57:11MUSIC: "Non, Je Ne Regrette Rien" by Edith Piaf
0:57:12 > 0:57:14Bonjour, Alex.
0:57:14 > 0:57:17Bonjour, mon ami. Hi, Paul. How are you?
0:57:17 > 0:57:21Very well indeed. In Paris, looking straight at the Eiffel Tower.
0:57:21 > 0:57:23It's beautiful.
0:57:23 > 0:57:27Good. Was it successful is all I care about. Forget the Eiffel Tower.
0:57:27 > 0:57:33Alex, we went through the prospects of will Royal Hunt be good for France
0:57:33 > 0:57:36and the answer to that is he believes it could be.
0:57:36 > 0:57:39Yes, a very good scenario and I still believe for the future
0:57:39 > 0:57:41that this is a good opening.
0:57:41 > 0:57:45I'm so pleased for you, Paul. I am so very pleased for you, darling.
0:57:45 > 0:57:47Thank you, Alex.
0:57:47 > 0:57:48Bye.
0:57:50 > 0:57:53Very good. Very happy lady on the other end of the phone.
0:57:53 > 0:57:56I can't see that it's the end of the journey.
0:57:56 > 0:57:58I think we'll see Alex again.
0:57:58 > 0:58:00I really can.
0:58:00 > 0:58:04I'd love to see the Royal Hunt symbol at the top of there at some point.
0:58:04 > 0:58:06Wouldn't that be fantastic?
0:58:07 > 0:58:11What if we can achieve that one? That would be good, wouldn't it?
0:58:11 > 0:58:14'Hunter's have now signed with two Bristol wholesalers
0:58:14 > 0:58:18'and a pub company and are on the verge of a supermarket deal
0:58:18 > 0:58:21'that could see their beer stocked in 90 stores
0:58:21 > 0:58:24'and the bottling machine is still going strong.'