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VOICEOVER: Tonight...

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Oh! Guys, distract him!
Oh!

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..it's all fun and games...

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Oh! It's rigged!

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..until the sharks get hungry.

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$350,000 for 45%.

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What?

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But as the tables turn...

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You are a shark!

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..who will fight for the chance...

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What would I need to do
to convince you right now?

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..to secure a deal of a lifetime?

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First into the tank,

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Perth innovator and the youngest
entrepreneur to face the sharks,

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13-year-old Lucas Lane

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and his mum, Brianna.

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I first started the business
when I was 12 years old

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and that's how I came up with
the whole idea.

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I'm good.
Alright.

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Just making something accessible
for guys like me -

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it's just kind of rad.

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It certainly is.

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OK.
OK.

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Hi. I'm Lucas.

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I'm 13, from Perth,
Western Australia

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and this is my company,
Glossy Boys.

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Glossy Boys is a three-in-one
gel nail polish pen,

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meaning that there's no need
for a top or base coat,

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you just paint straight on and dry.

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It's in a pen for
precision painting,

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'cause that's the easiest way
to paint your nails.

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This is my mum. She helps me
all the time with it and...

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Your mum.
Yeah, we're co-founders.

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Aww!
Does she have a name?

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Brianna.
(LAUGHS) My name is Brianna.

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When I was 12 years old,
I really wanted to paint my nails.

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But buying nail polish as a guy
can kind of suck.

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Just going into that big,
pink pharmacy,

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I didn't feel welcome -
I felt judged the whole time.

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I didn't want anyone else
to go through that.

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That's why I started Glossy Boys.

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In just the nine months of trading,

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we've done $67,000 in sales

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with a gross profit margin of 64%.

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Wow.

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And we're tapping into
the $110 million market.

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I'm offering 5% for $25,000

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and your help and support.

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So, Sharks, are you ready
to un-boring your hands?

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Thanks for listening.

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If I understand correctly,
the product is nail polish

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but what you've done is also
solve a pretty phenomenal problem

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that everybody has with nail polish,

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which is needing a bottom coat,
the colour and then a top coat

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and so is it more durable
than your average nail polish?

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Yeah. I like to go out
on the skateboard.

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I thrash around the skate park

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and these nails generally last
around two to three weeks.

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Wow. That's great.
Yeah.

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It's way more durable than
your average nail polish.

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Lucas, can we try it?
Hell, yeah!

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Alright. Let's get
some of the product.

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So, this is, uh, the starter kit
that we get.

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Oh, thank you.

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Yeah.
Thank you.

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What colour are you giving him?
We've gone purple.

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Purple Haze.
Purple Haze.

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Robert's gone the white.
Oh, Jane!

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Yes? Whoa, well done!

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Lucas, what do you think
of Robert's nails?

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I don't think I did
a very good job, Lucas.

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It's...it's interesting.

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(LAUGHTER)

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DR CATRIONA: Lucas and Brianna,
thank you for the demonstration.

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Talk us through, then -
what do you sell it for

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and what does it cost you to make?

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Yep, so, we sell the everything kit
for $49.95

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and with the pens,
the pens are $12.95

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and those cost about $3.00
to produce

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and we gain about
$8.00 gross profit from that.

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Hey, Lucas, amazing pitch.
Product looks really great.

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I just want to understand how you've
sold the...$67,000, was it?

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We went viral with Christian Hull,
who is an Australian LGBTQ comedian.

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He actually just
purchased our product

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and then he did a TikTok
and an Instagram.

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We've been all over TV,
all over the radio.

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(WHISTLES)

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And now landed here in Sydney
with the Sharks

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and it's been absolutely amazing.

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Lucas, when I was 13,

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I was at the markets,
busking with a harmonica

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to bring some income
into the family,

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so the fact that you're
standing up here today

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is remarkable.

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You mentioned in the pitch

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that the market for men's
nail polish is $110 million -

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is that globally or is that
just here in Australia?

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Believe it or not,
that's just here in Australia.

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Wow.

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So what happens when sales triples?

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What are you gonna do
in terms of school?

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I used to go to school -

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I'm actually doing
an online school right now

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and an entrepreneurial school.

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Wow.

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Somehow, I've balanced a lot
with school and work.

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It's hard being a young
entrepreneur.

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What made you want to be an
entrepreneur at an early age?

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Thing is, there's always been
stuff that I've wanted

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but no-one else offered.

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Wow. You know,
I always tell people...

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"How do I start a business?"

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I always say, find a problem,
solve the problem,

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start a business.

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Yep.

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Hey, Lucas, what's the big vision?

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Ooh.
That... Pretty big.

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One of the reasons why we're here is
to consolidate our manufacturing,

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so we need to get face-to-face
with our manufacturers in China.

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We want to go international,
we want to meet more people

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and we want to be the boys'
nail polish of OPI, basically.

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The margins in this category

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are massive.

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Like, typically 90% plus.

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I'm a little bit torn -
half of me says great idea.

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You're focusing on a smaller market
to dominate

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and then maybe you'll expand.

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The other half of me says
it's such a great application -

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why narrow it to only boys,
with this marketing?

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But there's no need to -

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so, 70% of our customers are female.

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70% are female?
Wow.

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Women absolutely want this product,
no question.

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Can we market it to women?

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We already are.

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Great answer.

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Look, incredibly impressive,
both of you.

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If you get market share,

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the very large companies
will come along

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and want to crush you.

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And usually it doesn't scare me

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but I need to know something
about the industry.

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I'm not the right Shark for this.

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I wish you all the best. I'm out.

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Thanks.
SABRI: Let me jump in.

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So, I think that in order to have
a Shark that's invested,

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our time is incredibly valuable,

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more than our money,

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and the mentorship
that you're gonna need

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to really be able to scale this up -

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to Robert's point, basically,
I think that's still too early.

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It's still too early as a concept,
so for that reason, I'm out.

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Thank you.

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So, Lucas, I think
you are so impressive.

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I can...I can't believe you're 13.

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So...

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..I would like to make you an offer.

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$25,000 at 10%.

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OK.

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(EXHALES)

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When you're so young
and so charismatic and ambitious,

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I think you're, as I said,
an absolute killer

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and I would love to support you.

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I'm gonna offer you $50,000 for 20%,

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because I want to be
really incentivised

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to get out of bed in the morning

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and I'm happy to partner with
any other Shark here as well.

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Wow.

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I'm much more interested in you
as a social entrepreneur,

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'cause that's what I think you are

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and so I am going to
make you an offer.

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I will give you $25,000
for the 5% of the business.

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Uh...what do you...
what do you think?

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VOICEOVER: Three Sharks
have made very different offers.

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It's decision time
for Lucas and his mum.

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Jane and Davie, 15%.

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We're incredibly humbled
for all of your offers.

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So, our offer
is to have Davie and Jane,

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$50,000 for 15%

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00:09:04,240 --> 00:09:08,240
and Catriona coming on board,
$25,000 for 5%.

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So you want Cat to pay more
for her equity?

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Wow.

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You are a shark!

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VOICEOVER: 13-year-old Lucas
and mum Brianna

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have had three separate offers
from the Sharks

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and have decided
to bravely counter them.

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They want to accept
Davie and Jane's $50,000

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for 15% of their Glossy Boys
business

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and Catriona's offer of $25,000

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for just 5%.

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How will their
bold proposition go down?

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DAVIE: I'm happy with it.
Alright. Fair enough. Fair enough.

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I'll put my money where my mouth is.

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I'll do it.
Do we have a deal?

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00:10:01,760 --> 00:10:03,400
We have a deal.
We have a deal!

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Oh, my god!

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00:10:05,280 --> 00:10:07,280
You're brilliant!

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00:10:07,280 --> 00:10:09,720
Oh, well done.
DAVIE: Good job.

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We need to have wine.

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00:10:14,800 --> 00:10:16,480
That was...that was a moment.

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DAVIE: Keep killin' it.
Did not see that coming.

202
00:10:19,000 --> 00:10:20,840
That was so good!

203
00:10:20,840 --> 00:10:25,400
VOICEOVER: Lucas has secured
a remarkable deal with the Sharks.

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00:10:25,400 --> 00:10:29,240
What a result for
the 13-year-old entrepreneur.

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00:10:29,240 --> 00:10:31,120
Oh, my god!
We just made a deal!

206
00:10:31,120 --> 00:10:32,760
We did a deal!

207
00:10:32,760 --> 00:10:35,600
So, we used 25K as bait
and we hooked three Sharks.

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00:10:39,800 --> 00:10:43,560
Next up, another entrepreneur
from the west.

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00:10:43,560 --> 00:10:47,000
If you're into Space Invaders,
Pac-Man or Pong,

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00:10:47,000 --> 00:10:50,840
then this pitch from Perth
could be right up your alley.

211
00:11:10,560 --> 00:11:12,040
G'day, Sharks.

212
00:11:12,040 --> 00:11:14,800
My name's David Greene,
from The Nostalgia Box,

213
00:11:14,800 --> 00:11:17,280
the retro video-game console museum

214
00:11:17,280 --> 00:11:21,240
where you get to learn and play
all the retro gaming history.

215
00:11:21,240 --> 00:11:23,600
I'm seeking $200,000

216
00:11:23,600 --> 00:11:25,440
for 20% of the business.

217
00:11:25,440 --> 00:11:28,040
Our museum, based in Perth,

218
00:11:28,040 --> 00:11:29,520
is a magical place.

219
00:11:29,520 --> 00:11:33,840
People can come through our museum
and see over 100 different consoles

220
00:11:33,840 --> 00:11:35,360
but we're a living museum -

221
00:11:35,360 --> 00:11:38,520
people can actually come and play
many of these consoles

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00:11:38,520 --> 00:11:40,760
with the original games
that go with it.

223
00:11:40,760 --> 00:11:43,320
Ultimately, Sharks,
you all have money.

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00:11:43,320 --> 00:11:46,160
I love money - I'm hoping you're
all gonna give me lots of money.

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00:11:46,160 --> 00:11:47,640
(LAUGHTER)

226
00:11:47,640 --> 00:11:49,840
But that's not the only reason
why I'm here.

227
00:11:49,840 --> 00:11:52,240
What I'm hoping is one or more of
you Sharks will come together,

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00:11:52,240 --> 00:11:55,840
get excited and help bring
The Nostalgia Box to the next level.

229
00:11:56,840 --> 00:12:00,480
Brought along a couple of consoles
but the main one is this one here.

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00:12:00,480 --> 00:12:04,000
It's your standard Pong game, where
you use the paddles, go up and down,

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00:12:04,000 --> 00:12:05,840
everything like that

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00:12:05,840 --> 00:12:07,840
but we have a segment called
Beat the Boss,

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00:12:07,840 --> 00:12:09,440
where any member of the public

234
00:12:09,440 --> 00:12:12,000
can come and challenge me
to a simple game of Pong

235
00:12:12,000 --> 00:12:14,080
and all they've gotta do
is beat me to 5 points

236
00:12:14,080 --> 00:12:15,920
and if they do that,
they get a loot box

237
00:12:15,920 --> 00:12:18,680
filled with chocolate, candy
and all kinds of goodies.

238
00:12:18,680 --> 00:12:20,880
So, Sharks, I would like to invite
you guys to come up,

239
00:12:20,880 --> 00:12:22,640
test your mettle against mine.

240
00:12:22,640 --> 00:12:24,680
You go first.
Jane is a world champion.

241
00:12:24,680 --> 00:12:26,280
I'll work out where your
weakness points are.

242
00:12:26,280 --> 00:12:27,840
That's right. Alright.

243
00:12:27,840 --> 00:12:30,320
So, all you've gotta do is move
the paddles up and down like that.

244
00:12:30,320 --> 00:12:31,920
It's first to 5 points.

245
00:12:31,920 --> 00:12:34,000
The interesting thing
about the Pong system...

246
00:12:34,000 --> 00:12:35,640
Ooh!
Hey!

247
00:12:35,640 --> 00:12:38,000
Yeah, you're better to stop pitching
and get into the game over here.

248
00:12:38,000 --> 00:12:40,480
Now, that would be so embarrassing
on national TV, wouldn't it?

249
00:12:40,480 --> 00:12:42,680
Oh, my good. Sabri, you suck!

250
00:12:42,680 --> 00:12:44,320
Oh!
Hey...

251
00:12:44,320 --> 00:12:47,040
Oh, my... 4?!
At least he's not gonna be 0 to 5.

252
00:12:47,040 --> 00:12:48,680
That would just be embarrassing.
That's true.

253
00:12:48,680 --> 00:12:50,600
Wait... Guys, distract him!

254
00:12:50,600 --> 00:12:53,360
Go, Jane.
Ask him about the valuation.

255
00:12:53,360 --> 00:12:55,320
What's with the valuation? Oh!

256
00:12:55,320 --> 00:12:57,800
You've gotta get 1 point.
Don't let me beat you.

257
00:12:57,800 --> 00:13:00,560
Oh!
Oh!

258
00:13:00,560 --> 00:13:02,760
It's rigged! I'm going home.

259
00:13:02,760 --> 00:13:05,000
Can she still have the loot box?

260
00:13:05,000 --> 00:13:07,640
You should never beat the person
that you're trying to impress.

261
00:13:07,640 --> 00:13:10,960
It gives you an incentive to come
back and beat me later, right?

262
00:13:12,000 --> 00:13:15,320
VOICEOVER: David
is asking for $200,000

263
00:13:15,320 --> 00:13:18,640
in return for 20% of his business.

264
00:13:18,640 --> 00:13:21,240
So, please, any questions
you would like to ask me?

265
00:13:21,240 --> 00:13:23,120
It was a great pitch, David.
Thank you.

266
00:13:23,120 --> 00:13:26,000
It seems like a really
interesting concept.

267
00:13:26,000 --> 00:13:28,640
Run us through the business element -
so, you...

268
00:13:28,640 --> 00:13:30,840
People can come in...
Yeah.

269
00:13:30,840 --> 00:13:33,000
People actually come
and they pay an entry fee -

270
00:13:33,000 --> 00:13:35,200
it's $18.70 for adults,

271
00:13:35,200 --> 00:13:36,840
$13.20 for kids

272
00:13:36,840 --> 00:13:38,960
and that's an all-day ticket,
so people can literally come in,

273
00:13:38,960 --> 00:13:41,400
play some video games,
maybe go for lunch and come back

274
00:13:41,400 --> 00:13:43,200
and lots of people do.

275
00:13:43,200 --> 00:13:46,240
We also hire the venue out for
birthday parties, functions,

276
00:13:46,240 --> 00:13:47,880
all kinds of events.

277
00:13:47,880 --> 00:13:49,360
Literally last week,

278
00:13:49,360 --> 00:13:51,480
we had a burlesque show
come down and do a gig.

279
00:13:51,480 --> 00:13:53,160
Whoo!
Yeah, it was a lot of fun.

280
00:13:53,160 --> 00:13:55,200
Spicing it up!
Oh, yeah! Absolutely.

281
00:13:55,200 --> 00:13:59,320
So, David, how capital-intensive
is it to set up?

282
00:13:59,320 --> 00:14:03,880
So, I bought the original business
back at the end of 2019.

283
00:14:03,880 --> 00:14:06,480
It was the original owner's
personal collection,

284
00:14:06,480 --> 00:14:08,400
so we built from there initially.

285
00:14:08,400 --> 00:14:10,120
What did you pay for the business?

286
00:14:10,120 --> 00:14:12,880
$120,000 at the time.

287
00:14:12,880 --> 00:14:16,480
What was the revenue
when you bought the business

288
00:14:16,480 --> 00:14:18,040
and what's the revenue today?

289
00:14:18,040 --> 00:14:20,280
Around about $130,000
when I was start...

290
00:14:20,280 --> 00:14:21,960
before we bought the business.

291
00:14:21,960 --> 00:14:23,760
A year?
A year.

292
00:14:23,760 --> 00:14:25,640
And what did you do last year?

293
00:14:25,640 --> 00:14:28,400
We did over $193,000 in turnover.

294
00:14:28,400 --> 00:14:30,720
We made an $18,000 profit.

295
00:14:30,720 --> 00:14:34,400
VOICEOVER: David's games were big
way before the internet

296
00:14:34,400 --> 00:14:36,120
and online marketing

297
00:14:36,120 --> 00:14:39,080
and even before some of our Sharks
were born.

298
00:14:39,080 --> 00:14:42,000
Will they be able to relate to it?

299
00:14:42,000 --> 00:14:46,440
I have an online fashion retail
business with a global reach

300
00:14:46,440 --> 00:14:50,160
but this is an in-person,
experiential business

301
00:14:50,160 --> 00:14:53,800
that is in a different industry,
in a different state -

302
00:14:53,800 --> 00:14:56,000
it's just too much of a leap for me.

303
00:14:56,000 --> 00:14:58,480
It's probably not something
that I would invest in.

304
00:15:01,760 --> 00:15:03,720
I am out but thank you.

305
00:15:03,720 --> 00:15:05,360
Thank you very much.

306
00:15:07,400 --> 00:15:09,040
David, I love the product -

307
00:15:09,040 --> 00:15:11,960
I used to go down to the milk bar
with my brother,

308
00:15:11,960 --> 00:15:13,440
with our pocket money

309
00:15:13,440 --> 00:15:16,240
and play these games for hours.

310
00:15:16,240 --> 00:15:17,960
You're selling memories

311
00:15:17,960 --> 00:15:20,080
and time has showed
that there is, kind of,

312
00:15:20,080 --> 00:15:23,360
no price that people would put
on that thing that they won't pay.

313
00:15:23,360 --> 00:15:26,240
The thing that, you know,
I'm struggling with

314
00:15:26,240 --> 00:15:31,120
is that this just isn't a business
that I would be able to jump on in

315
00:15:31,120 --> 00:15:32,960
and add a lot of value to -

316
00:15:32,960 --> 00:15:35,400
I'm looking for businesses
that I can scale.

317
00:15:37,120 --> 00:15:38,720
I'm out.

318
00:15:38,720 --> 00:15:40,280
OK. Thank you very much.

319
00:15:46,000 --> 00:15:49,080
I...I don't know how to
value your business

320
00:15:49,080 --> 00:15:52,760
and I just don't know enough
about the local market.

321
00:15:54,160 --> 00:15:56,360
For that reason, I'm out.
Thank you very much.

322
00:15:56,360 --> 00:15:58,600
And then there were two!

323
00:16:01,400 --> 00:16:03,200
So, David, hey. I'm Cat.

324
00:16:03,200 --> 00:16:05,880
So, I would never play this.

325
00:16:05,880 --> 00:16:07,360
I play Lightsaber,

326
00:16:07,360 --> 00:16:11,480
which is a full 3D virtual reality
game, which I love,

327
00:16:11,480 --> 00:16:14,640
so all the gaming I do
is in the metaverse,

328
00:16:14,640 --> 00:16:18,640
so for the reasons that I'm
interested in virtual games...

329
00:16:19,760 --> 00:16:21,080
..I'm out.

330
00:16:21,080 --> 00:16:22,840
Thank you so much anyway.

331
00:16:29,840 --> 00:16:32,720
DAVIE: I think...
(STAGE WHISPER) Say yes!

332
00:16:32,720 --> 00:16:34,320
(LAUGHTER)

333
00:16:34,320 --> 00:16:40,480
Look, I love experiences and
I love that business model as well.

334
00:16:40,480 --> 00:16:44,320
I think that it's incredibly
scaleable through franchises.

335
00:16:46,400 --> 00:16:49,800
The problem is, I just...I don't
know what the place looks like.

336
00:16:49,800 --> 00:16:52,800
I don't think that you've ever
been to a place like this, right?

337
00:16:52,800 --> 00:16:54,560
No. No.
Yeah.

338
00:16:54,560 --> 00:16:57,280
I think, if you're gonna
demo a space

339
00:16:57,280 --> 00:16:59,480
and it's critical to your pitch,

340
00:16:59,480 --> 00:17:01,160
you should show it.

341
00:17:01,160 --> 00:17:03,760
Maybe a video walk-through.
Or a picture, even.

342
00:17:04,800 --> 00:17:07,920
What would I need to do
to convince you right now

343
00:17:07,920 --> 00:17:09,760
that this would be
a great investment?

344
00:17:09,760 --> 00:17:11,400
I mean, obviously,
I could show you pictures

345
00:17:11,400 --> 00:17:13,560
and you could say,
"Yes, that's amazing."

346
00:17:13,560 --> 00:17:15,440
'Cause I feel like
you're on the fence.

347
00:17:15,440 --> 00:17:17,560
This guy's a great salesman!
(LAUGHTER)

348
00:17:17,560 --> 00:17:20,800
I feel like you want to invest
but I feel the hesitancy,

349
00:17:20,800 --> 00:17:22,360
so what is it that...

350
00:17:22,360 --> 00:17:26,080
I want to invest because of you and
the business model of experiences

351
00:17:26,080 --> 00:17:27,560
but unfortunately,

352
00:17:27,560 --> 00:17:30,040
I just don't think that you're gonna
be able to get me over the line

353
00:17:30,040 --> 00:17:31,680
in the short time that we have today.

354
00:17:32,720 --> 00:17:35,280
I'm sorry, David. I'm out.
OK.

355
00:17:35,280 --> 00:17:37,760
Well, thank you very much,
everyone, for your time

356
00:17:37,760 --> 00:17:39,840
and, uh, maybe I'll see you
in Perth sometime.

357
00:17:39,840 --> 00:17:41,520
It was a really great pitch.
Thank you, David.

358
00:17:41,520 --> 00:17:43,440
I think you did really well.
Alright. Thank you, guys.

359
00:17:43,440 --> 00:17:45,000
JANE: Thank you, David.
(SIGHS)

360
00:17:48,000 --> 00:17:49,680
VOICEOVER: Next up...

361
00:17:49,680 --> 00:17:51,840
SHARKS: Aww!
Come on, come here!

362
00:17:51,840 --> 00:17:55,160
A brand-new solution
for doggy pollution.

363
00:17:55,160 --> 00:17:57,120
Oh, the poop goes in there!
Wow.

364
00:17:57,120 --> 00:17:58,760
And later...

365
00:17:58,760 --> 00:18:00,400
Ooh, I love it.

366
00:18:00,400 --> 00:18:02,200
..the Sharks are stunned...

367
00:18:02,200 --> 00:18:03,680
Oh, wow.
Wow. I'm ready!

368
00:18:03,680 --> 00:18:07,200
..as cutting-edge technology
enters the tank.

369
00:18:07,200 --> 00:18:09,920
Half a million dollars
for the entire business.

370
00:18:09,920 --> 00:18:11,520
What?!

371
00:18:17,000 --> 00:18:21,000
Next into the tank is Sydney-based
Sebastian Waddell,

372
00:18:21,000 --> 00:18:24,280
with a product that aims
to make life a little easier

373
00:18:24,280 --> 00:18:26,400
for pet owners across the world.

374
00:18:26,400 --> 00:18:29,000
Fydoo.
Oh, I love the name.

375
00:18:33,160 --> 00:18:34,960
Good boy.

376
00:18:42,520 --> 00:18:44,880
Hey!
Aww!

377
00:18:44,880 --> 00:18:47,400
A dog!
Yay!

378
00:18:47,400 --> 00:18:49,360
Hello!
Aww!

379
00:18:49,360 --> 00:18:51,920
Come on!
(LAUGHTER)

380
00:18:54,040 --> 00:18:55,880
Hi, Sharks.

381
00:18:55,880 --> 00:18:58,640
My name's Sebastian Waddell
and I'm the founder of Fydoo.

382
00:18:58,640 --> 00:19:03,240
I'm seeking $250,000
for a 20% share of my business.

383
00:19:06,000 --> 00:19:08,240
Sharks, we all know someone
who owns a dog,

384
00:19:08,240 --> 00:19:10,240
or we're lucky enough
to own a dog of our own,

385
00:19:10,240 --> 00:19:12,240
like me here with Hugo.

386
00:19:12,240 --> 00:19:14,200
However, it does have
some challenges,

387
00:19:14,200 --> 00:19:16,240
especially when it comes to
their toileting.

388
00:19:17,320 --> 00:19:19,120
I've invented Fydoo,

389
00:19:19,120 --> 00:19:21,440
a fully automatic, self-cleaning
toilet for dogs.

390
00:19:21,440 --> 00:19:22,920
What?

391
00:19:22,920 --> 00:19:26,320
And it has changed the way that we
look after our furry little friends.

392
00:19:26,320 --> 00:19:30,560
So, how Fydoo works is,
connect it to a waste drain,

393
00:19:30,560 --> 00:19:33,040
connect it to a water source,

394
00:19:33,040 --> 00:19:36,560
drop in the sanitiser discs,
that are specially formulated,

395
00:19:36,560 --> 00:19:40,440
and the grass rotates with the waste
into the cleaning chamber...

396
00:19:40,440 --> 00:19:42,200
Oh, the poop goes in there!

397
00:19:42,200 --> 00:19:45,360
Yeah, where the high-pressure
water jets dissolve the sanitiser,

398
00:19:45,360 --> 00:19:46,960
applying it to the grass,

399
00:19:46,960 --> 00:19:49,920
then the high-pressure jet
rinses the toilet.

400
00:19:49,920 --> 00:19:51,400
Wow.

401
00:19:51,400 --> 00:19:54,400
Um, people are quite
time-poor these days,

402
00:19:54,400 --> 00:19:58,160
especially with more and more people
living in apartments, townhouses

403
00:19:58,160 --> 00:20:00,120
or homes without backyards.

404
00:20:00,120 --> 00:20:04,600
Sharks, let's work together and let
Fydoo clean up after their dogs,

405
00:20:04,600 --> 00:20:06,560
so they don't have to.

406
00:20:06,560 --> 00:20:08,000
Sounds expensive.

407
00:20:09,280 --> 00:20:11,520
It has been expensive for me.

408
00:20:11,520 --> 00:20:14,000
How much is the unit?

409
00:20:14,000 --> 00:20:16,200
It's retailing for $1,299.

410
00:20:17,920 --> 00:20:20,040
Then what does it cost you to make?

411
00:20:20,040 --> 00:20:22,520
$225.

412
00:20:22,520 --> 00:20:24,320
Incredible margin.

413
00:20:24,320 --> 00:20:26,640
DAVIE: So, where are you at
with the business?

414
00:20:26,640 --> 00:20:29,000
Like, where... Have you got sales?

415
00:20:29,000 --> 00:20:32,360
VOICEOVER: Sebastian's business
has the Sharks intrigued.

416
00:20:32,360 --> 00:20:36,920
Dog-lover Davie Fogarty already owns
pet-related brands,

417
00:20:36,920 --> 00:20:40,720
so will he show interest
in this dog-friendly innovation?

418
00:20:40,720 --> 00:20:44,000
Uh, this is actually V2 version
of the Fydoo dog toilet.

419
00:20:44,000 --> 00:20:47,560
Um, the V1 version,
we went to pre-sale.

420
00:20:47,560 --> 00:20:52,280
Generated, um, nearly $200,000 worth
of pre-revenue sales.

421
00:20:52,280 --> 00:20:54,320
Wow.
There were about 100 units sold.

422
00:20:54,320 --> 00:21:00,000
Um, and unfortunately,
when we were pushing go-time,

423
00:21:00,000 --> 00:21:01,960
uh, to go to manufacturing,

424
00:21:01,960 --> 00:21:03,760
uh, we weren't quite ready,

425
00:21:03,760 --> 00:21:06,320
so I had to refund
the customer money.

426
00:21:07,640 --> 00:21:09,120
(HUGO WHINES)

427
00:21:10,440 --> 00:21:12,320
Do you need help with Hugo?

428
00:21:12,320 --> 00:21:14,600
Yeah, I think I might, um...

429
00:21:15,720 --> 00:21:17,800
..let him go to the toilet.

430
00:21:17,800 --> 00:21:20,080
Oh, you gotta go at the elevator.
Come on.

431
00:21:20,080 --> 00:21:21,640
See you, Hugo!
Bye, Hugo.

432
00:21:21,640 --> 00:21:23,720
See you, Hugo.
Good job, buddy.

433
00:21:26,040 --> 00:21:27,760
Awww!

434
00:21:27,760 --> 00:21:30,360
Sorry, guys.
Oh, man!

435
00:21:30,360 --> 00:21:32,040
Come. Good boy.

436
00:21:33,200 --> 00:21:34,960
So, Sebastian,

437
00:21:34,960 --> 00:21:36,480
what are your sales?

438
00:21:36,480 --> 00:21:40,480
So, we've only not long
finished this product,

439
00:21:40,480 --> 00:21:43,440
so I haven't gone to pre-sale...

440
00:21:43,440 --> 00:21:45,400
You haven't sold this yet?

441
00:21:46,400 --> 00:21:48,360
Not yet. Not the V2.

442
00:21:52,320 --> 00:21:54,720
When you were selling version 1...

443
00:21:55,840 --> 00:21:58,360
..how did you collect cash up-front?

444
00:21:58,360 --> 00:22:00,080
Was it a crowd-funding?

445
00:22:00,080 --> 00:22:03,760
No, it was, um, pre-payment.

446
00:22:03,760 --> 00:22:07,640
So you got people to pay you
up-front with the order?

447
00:22:07,640 --> 00:22:09,200
Yep, I did.

448
00:22:09,200 --> 00:22:10,880
Wow.

449
00:22:10,880 --> 00:22:13,000
And has V2 arrived yet?

450
00:22:13,000 --> 00:22:15,280
Is it in Australia?
Uh, no.

451
00:22:15,280 --> 00:22:19,640
So, V2 will go to production
once I seek funding.

452
00:22:19,640 --> 00:22:22,400
The really obvious question
for me...

453
00:22:24,000 --> 00:22:27,120
..why not just call those 100 people
and sell it to them

454
00:22:27,120 --> 00:22:29,160
and say, "Guys, I'm ready!"?

455
00:22:29,160 --> 00:22:31,000
Yeah.

456
00:22:33,600 --> 00:22:37,840
You know, I didn't want to feel like
I'm doing the wrong thing to people.

457
00:22:37,840 --> 00:22:40,880
I just want to have the product
and then I can just sell it.

458
00:22:40,880 --> 00:22:44,040
Seb, it sounds to me that
you might have been a bit scarred

459
00:22:44,040 --> 00:22:46,280
by what happened before -
is that right?

460
00:22:47,880 --> 00:22:50,720
Yeah. Look, there has been times
where I've wanted to give up.

461
00:22:50,720 --> 00:22:55,000
You know, um, it's played
on my mental health,

462
00:22:55,000 --> 00:22:57,680
it's impacted relationships,

463
00:22:57,680 --> 00:23:01,280
it's...it's really been
a difficult path

464
00:23:01,280 --> 00:23:06,600
and I've just persevered because,
you know, I believe in my product.

465
00:23:06,600 --> 00:23:10,120
I've spent over $350,000 myself...

466
00:23:10,120 --> 00:23:11,600
SHARKS: Wow.

467
00:23:11,600 --> 00:23:13,440
..so I'm all in.

468
00:23:13,440 --> 00:23:15,840
I've secured patents and IPs,
trademarks,

469
00:23:15,840 --> 00:23:19,040
design registrations across
the globe,

470
00:23:19,040 --> 00:23:22,440
covering 52 points of protection

471
00:23:22,440 --> 00:23:24,400
and now I'm here.

472
00:23:24,400 --> 00:23:28,040
Sebastian, you know,
business is a contact sport.

473
00:23:28,040 --> 00:23:29,760
Yeah.

474
00:23:29,760 --> 00:23:31,680
If you're gonna be successful,

475
00:23:31,680 --> 00:23:34,520
you're gonna get bloodied and you're
gonna get bruised along the way.

476
00:23:34,520 --> 00:23:35,880
Yeah.

477
00:23:35,880 --> 00:23:38,440
I don't know if this is
a retail product or not.

478
00:23:39,480 --> 00:23:42,040
It doesn't feel right for me.
I'm out.

479
00:23:42,040 --> 00:23:43,880
OK. Thank you.

480
00:23:46,480 --> 00:23:50,560
Hey, Sebastian. I think this product
can really be revolutionary.

481
00:23:50,560 --> 00:23:53,760
But having never
owned a pet in my life,

482
00:23:53,760 --> 00:23:55,880
probably not the right business
for me to invest in,

483
00:23:55,880 --> 00:23:58,080
so for that reason, I'm out.

484
00:23:58,080 --> 00:24:00,040
Thank you.

485
00:24:00,040 --> 00:24:03,000
Sebastian, I'm a high-tech
entrepreneur.

486
00:24:03,000 --> 00:24:06,800
I build AI, I build robots

487
00:24:06,800 --> 00:24:10,240
and...I don't think
I'm the best Shark for you.

488
00:24:10,240 --> 00:24:12,160
I'm out.

489
00:24:12,160 --> 00:24:13,840
Thank you.

490
00:24:23,000 --> 00:24:26,000
I'm still um-ing and ah-ing.
We can wait for you.

491
00:24:29,520 --> 00:24:31,200
This one's a difficult one...

492
00:24:32,280 --> 00:24:34,400
..because I truly believe

493
00:24:34,400 --> 00:24:39,240
that you have something that
has huge mass-market appeal.

494
00:24:41,240 --> 00:24:44,680
The challenge that I have is that...

495
00:24:44,680 --> 00:24:47,200
as you stand in front of us today,

496
00:24:47,200 --> 00:24:49,880
you don't have a product
that you can sell.

497
00:24:50,880 --> 00:24:52,360
OK.

498
00:24:52,360 --> 00:24:54,240
So for that reason, I'm out.

499
00:24:54,240 --> 00:24:56,120
Thank you. Thank you.

500
00:24:59,000 --> 00:25:00,800
Then there was one.

501
00:25:03,920 --> 00:25:06,320
Your story's really touching.

502
00:25:06,320 --> 00:25:08,000
I think it's pretty clear

503
00:25:08,000 --> 00:25:11,880
that you've been through a hard path
the past three years -

504
00:25:11,880 --> 00:25:14,000
you know, you've brought that story
up - and that's OK.

505
00:25:14,000 --> 00:25:16,560
Like, we've all failed.
I've got a very similar story.

506
00:25:16,560 --> 00:25:19,640
A lot of people don't know, like,
I almost lost all of my businesses,

507
00:25:19,640 --> 00:25:21,240
I couldn't get out of bed,

508
00:25:21,240 --> 00:25:23,280
I was having panic attacks
every single day...

509
00:25:23,280 --> 00:25:24,760
Yeah.

510
00:25:24,760 --> 00:25:26,560
..and it takes a toll.

511
00:25:26,560 --> 00:25:28,200
So I'm gonna give you two offers.

512
00:25:30,160 --> 00:25:31,240
Whoa.

513
00:25:32,760 --> 00:25:36,000
And these two offers will...

514
00:25:36,000 --> 00:25:38,520
it'll allow you to choose
your destiny.

515
00:25:40,080 --> 00:25:41,760
The first one

516
00:25:41,760 --> 00:25:44,200
is $250,000...

517
00:25:44,200 --> 00:25:46,040
for 45%,

518
00:25:46,040 --> 00:25:48,320
because you really need
business help.

519
00:25:48,320 --> 00:25:52,080
OK? You really do need business help
and you need manufacturing help.

520
00:25:52,080 --> 00:25:53,680
Yep.

521
00:25:57,920 --> 00:25:59,440
The other offer

522
00:25:59,440 --> 00:26:01,320
is half a million dollars

523
00:26:01,320 --> 00:26:03,000
for the entire business.

524
00:26:03,000 --> 00:26:04,800
What?!

525
00:26:06,920 --> 00:26:08,480
Ooh, I love it.

526
00:26:08,480 --> 00:26:09,960
Oh!

527
00:26:19,240 --> 00:26:24,000
VOICEOVER: Sebastian entered the Tank
seeking a $250,000 investment

528
00:26:24,000 --> 00:26:27,000
for a 20% share of his business.

529
00:26:27,000 --> 00:26:30,440
He finds himself in
an unusual position,

530
00:26:30,440 --> 00:26:34,520
with not one but two offers
from Davie Fogarty.

531
00:26:34,520 --> 00:26:38,240
DAVIE: The first one is $250,000

532
00:26:38,240 --> 00:26:40,360
for 45%.

533
00:26:40,360 --> 00:26:41,840
The other offer

534
00:26:41,840 --> 00:26:44,000
is half a million dollars

535
00:26:44,000 --> 00:26:45,520
for the entire business.

536
00:26:45,520 --> 00:26:47,360
What?!

537
00:26:50,880 --> 00:26:52,560
Ooh, I love it.
Oh!

538
00:26:55,360 --> 00:26:57,000
On the...

539
00:26:57,000 --> 00:26:58,920
buying it out...

540
00:27:00,000 --> 00:27:02,200
..straight away, that's a no for me.

541
00:27:02,200 --> 00:27:04,760
I love it.
That's what I wanted to hear.

542
00:27:04,760 --> 00:27:06,720
Perfect answer.

543
00:27:08,920 --> 00:27:12,400
The value that you could bring is...
invaluable.

544
00:27:12,400 --> 00:27:16,640
I've sold tens of millions of dollars
of pet products myself.

545
00:27:16,640 --> 00:27:18,440
I understand this market.

546
00:27:21,000 --> 00:27:23,440
Do you think you could do it for...

547
00:27:23,440 --> 00:27:25,400
30%?

548
00:27:28,400 --> 00:27:30,600
It's too...it's too low,

549
00:27:30,600 --> 00:27:34,360
because you haven't
got a product to market yet

550
00:27:34,360 --> 00:27:38,000
and that means that it's gonna be
a lot of work for me

551
00:27:38,000 --> 00:27:41,440
and therefore, I understand
the value that I bring,

552
00:27:41,440 --> 00:27:43,280
so 30% is a no.

553
00:27:43,280 --> 00:27:45,000
OK.

554
00:27:49,640 --> 00:27:51,560
I can do 40%.

555
00:27:55,000 --> 00:27:57,480
For $250,000?
For $250,000.

556
00:27:59,720 --> 00:28:02,840
And that's the best that you can do?
That's the best I can do.

557
00:28:11,000 --> 00:28:12,800
Done.
Yes!

558
00:28:12,800 --> 00:28:15,680
We're gonna make
so many of these things!

559
00:28:15,680 --> 00:28:18,400
Thanks, Davie.
Awesome. I can't wait to help you.

560
00:28:18,400 --> 00:28:20,720
I really appreciate it. Thank you.
It's a great product.

561
00:28:20,720 --> 00:28:22,160
We'll chat soon.
Thank you.

562
00:28:22,160 --> 00:28:23,680
Well done.
Thank you.

563
00:28:23,680 --> 00:28:25,440
Great job.

564
00:28:25,440 --> 00:28:27,680
It's an incredible win for Sebastian.

565
00:28:27,680 --> 00:28:33,320
He's secured himself
a $250,000 investment in Fydoo

566
00:28:33,320 --> 00:28:34,840
from Davie Fogarty.

567
00:28:34,840 --> 00:28:36,880
Uh, Davie loved the product

568
00:28:36,880 --> 00:28:39,800
and he was the one that I wanted.

569
00:28:39,800 --> 00:28:41,920
Kind of hasn't sunk in yet.

570
00:28:49,440 --> 00:28:54,520
Next up to face the Sharks are
27-year-old designer Ryan Tilley

571
00:28:54,520 --> 00:28:57,120
and Paralympian Bryce Allman,

572
00:28:57,120 --> 00:28:59,120
who are looking for an investment

573
00:28:59,120 --> 00:29:02,000
to help revolutionise
the wheelchair market.

574
00:29:05,080 --> 00:29:08,520
You got this. We got this. Let's go.

575
00:29:08,520 --> 00:29:10,040
Here we go.

576
00:29:19,480 --> 00:29:20,880
G'day, Sharks.

577
00:29:20,880 --> 00:29:22,400
We're Ryan and Bryce

578
00:29:22,400 --> 00:29:25,160
and we're building the slickest
wheelchairs on the planet.

579
00:29:26,720 --> 00:29:31,040
We're here today looking for
$350,000 5% equity in our company.

580
00:29:31,040 --> 00:29:32,480
Oh, wow.

581
00:29:32,480 --> 00:29:35,280
My life changed in an instant.

582
00:29:35,280 --> 00:29:38,600
When I was younger
and not so smart...

583
00:29:40,000 --> 00:29:41,640
..a day at the beach

584
00:29:41,640 --> 00:29:44,200
and a bad decision
to dive into a breaking wave...

585
00:29:46,400 --> 00:29:48,400
..resulted in me hitting a sandbar,

586
00:29:48,400 --> 00:29:50,240
breaking my neck...

587
00:29:51,560 --> 00:29:54,000
..and leaving me quadriplegic.

588
00:29:55,520 --> 00:29:59,000
And from that day on, I had to adapt
to a life in a wheelchair

589
00:29:59,000 --> 00:30:04,000
and, uh, was unable to continue
an engineering apprenticeship

590
00:30:04,000 --> 00:30:07,440
and I actually took up
pursuit of wheelchair rugby

591
00:30:07,440 --> 00:30:10,200
and had a 10-year career
representing Australia

592
00:30:10,200 --> 00:30:12,000
and was lucky enough
to go to three Paralympics.

593
00:30:12,000 --> 00:30:13,760
Wow.

594
00:30:13,760 --> 00:30:15,440
What we're doing with our Rove brand

595
00:30:15,440 --> 00:30:17,480
is changing the way
chairs are perceived

596
00:30:17,480 --> 00:30:22,440
and hopefully creating a chair that
becomes an extension of the user.

597
00:30:24,200 --> 00:30:25,760
So, as a result,

598
00:30:25,760 --> 00:30:29,040
we built the world's first
3D-printed titanium wheelchair.

599
00:30:29,040 --> 00:30:31,440
One of our biggest advocates
and supporter

600
00:30:31,440 --> 00:30:33,120
has got a few words to say.

601
00:30:34,520 --> 00:30:37,320
Go, Sharks! It's Dylan Alcott here.
Oh, wow.

602
00:30:37,320 --> 00:30:40,000
Sitting in my Rove wheelchair.

603
00:30:40,000 --> 00:30:42,280
I've been in this wheelchair
for about seven months

604
00:30:42,280 --> 00:30:45,640
and it is the best wheelchair
that I've ever had.

605
00:30:45,640 --> 00:30:49,600
I like the product so much, I've
actually invested into Rove as well.

606
00:30:49,600 --> 00:30:51,480
I believe in the team.

607
00:30:51,480 --> 00:30:55,000
I believe in Bryce, I believe in Ryan
and it's a disability-led company.

608
00:30:55,000 --> 00:30:57,400
We really appreciate the opportunity
to pitch to you today

609
00:30:57,400 --> 00:30:59,600
and hopefully we can all
start working together soon.

610
00:31:00,600 --> 00:31:03,480
That's awesome. You could...
Well, I'm gonna clap him in.

611
00:31:03,480 --> 00:31:06,680
You could not have got
a better spokesperson.

612
00:31:06,680 --> 00:31:08,840
So, Ryan and Bryce, I'm Cat.

613
00:31:08,840 --> 00:31:11,400
Thank you for a really great pitch.

614
00:31:11,400 --> 00:31:16,440
Talk to us about
what a wheelchair sells for.

615
00:31:16,440 --> 00:31:20,000
A typical Rove wheelchair
will sell for around $16,000.

616
00:31:20,000 --> 00:31:22,680
How much did it cost you to make?

617
00:31:22,680 --> 00:31:25,440
Costs us about $6,500 to make it.

618
00:31:26,920 --> 00:31:28,560
We've been trading now,
commercially,

619
00:31:28,560 --> 00:31:30,320
for just over 12 months

620
00:31:30,320 --> 00:31:32,760
and we're approaching now
half a million dollars in sales.

621
00:31:32,760 --> 00:31:35,000
Yeah, probably the best thing about
our chair

622
00:31:35,000 --> 00:31:37,240
is it's designed by
people with a disability

623
00:31:37,240 --> 00:31:40,000
for people with a disability.

624
00:31:40,000 --> 00:31:43,520
50% of our staff
are active chair users.

625
00:31:43,520 --> 00:31:45,000
By the way,

626
00:31:45,000 --> 00:31:46,720
I'm a big car guy.

627
00:31:46,720 --> 00:31:51,480
You know, um,
titanium is like porn to me.

628
00:31:51,480 --> 00:31:53,120
Like, you know, all my cars,

629
00:31:53,120 --> 00:31:56,120
I'm like, "Can I get more titanium
on this thing?"

630
00:31:56,120 --> 00:31:58,480
These things are beautiful.

631
00:31:58,480 --> 00:32:01,000
So, this is the technology
that we're using.

632
00:32:01,000 --> 00:32:03,680
So, inside the parts
is, like, a lattice structure.

633
00:32:03,680 --> 00:32:07,720
VOICEOVER: To make these
titanium parts using 3D printing

634
00:32:07,720 --> 00:32:10,600
is incredible, cutting-edge
technology.

635
00:32:10,600 --> 00:32:14,040
That's what allows us to reduce
the mass and keep it super-strong.

636
00:32:14,040 --> 00:32:16,000
Are they carbon fibre also?
Yes.

637
00:32:16,000 --> 00:32:18,240
You can feel the frame weight.
DAVIE: That's incredible.

638
00:32:18,240 --> 00:32:21,480
Oh, my... Oh, man!

639
00:32:21,480 --> 00:32:24,640
Pass it around.
This is unbelievable!

640
00:32:24,640 --> 00:32:26,800
Look at it!
This is the actual frame you're on?

641
00:32:26,800 --> 00:32:28,240
BRYCE: Yeah.

642
00:32:28,240 --> 00:32:30,800
Obviously, you've gotta add the
fittings and fixtures and the wheels.

643
00:32:30,800 --> 00:32:32,320
So, you've got your carbon fibre

644
00:32:32,320 --> 00:32:34,760
and then all of these are
3D-printed titanium parts

645
00:32:34,760 --> 00:32:36,280
and that gives you the frame.

646
00:32:36,280 --> 00:32:38,360
And so these are significantly
lighter, are they,

647
00:32:38,360 --> 00:32:40,440
than existing wheelchairs
that are on the market?

648
00:32:40,440 --> 00:32:41,960
Yep. Yep.

649
00:32:41,960 --> 00:32:43,960
And stronger?
And stronger.

650
00:32:43,960 --> 00:32:45,840
Whoo!

651
00:32:45,840 --> 00:32:47,600
How do you two know each other?

652
00:32:47,600 --> 00:32:49,960
I actually developed
a wheelchair product

653
00:32:49,960 --> 00:32:51,920
that allowed wheelchairs
to go on the beach,

654
00:32:51,920 --> 00:32:53,800
as part of my university project.

655
00:32:53,800 --> 00:32:55,280
Wow.

656
00:32:55,280 --> 00:32:57,040
I started selling it.
Bryce was one of the agents.

657
00:32:57,040 --> 00:33:00,040
We met and I pitched to him
back in 2020,

658
00:33:00,040 --> 00:33:02,440
like, "Do you want to do a
lightweight Australian chair?"

659
00:33:02,440 --> 00:33:03,920
And he was all in.

660
00:33:03,920 --> 00:33:06,040
What about the National
Disability Insurance Scheme?

661
00:33:06,040 --> 00:33:08,520
If I...have a disability

662
00:33:08,520 --> 00:33:11,840
and I'm registered with NDIS
and I want to buy a wheelchair...

663
00:33:11,840 --> 00:33:13,920
Definitely.
So how does that work?

664
00:33:13,920 --> 00:33:17,720
NDIS covers everyone with
a disability under 65 in Australia

665
00:33:17,720 --> 00:33:20,000
but for example, if you've
had a traffic accident,

666
00:33:20,000 --> 00:33:22,960
then you would probably be covered
by, like, um, TACs.

667
00:33:22,960 --> 00:33:25,360
What percentage of the cost
of a wheelchair,

668
00:33:25,360 --> 00:33:26,960
or up to what dollar amount...

669
00:33:26,960 --> 00:33:28,600
100%.
100%.

670
00:33:28,600 --> 00:33:30,880
Regardless of how much I spend?
Yep.

671
00:33:30,880 --> 00:33:33,520
If I buy your wheelchair...
Within reason.

672
00:33:33,520 --> 00:33:38,000
It's gotta be deemed by the NDIS

673
00:33:38,000 --> 00:33:40,520
to be reasonable and necessary

674
00:33:40,520 --> 00:33:42,880
and so they have to go through
a series of steps,

675
00:33:42,880 --> 00:33:44,600
including involving a therapist.

676
00:33:46,840 --> 00:33:49,880
VOICEOVER: Ryan and Bryce have
provided all the answers

677
00:33:49,880 --> 00:33:51,440
to the Sharks' questions

678
00:33:51,440 --> 00:33:56,400
but Robert Herjavec has concerns
about the product's path to market.

679
00:33:56,400 --> 00:33:59,400
Here's the challenge -
it's so complicated,

680
00:33:59,400 --> 00:34:01,880
because not only do you have to
sell to the retailers -

681
00:34:01,880 --> 00:34:05,440
you have to get approved
by the co-payees

682
00:34:05,440 --> 00:34:07,000
or the insurance companies,

683
00:34:07,000 --> 00:34:10,040
so you're...you have to sell
to multiple people,

684
00:34:10,040 --> 00:34:13,280
just to get the product
in the retailer

685
00:34:13,280 --> 00:34:14,840
to be approved.

686
00:34:14,840 --> 00:34:16,440
Sure.

687
00:34:16,440 --> 00:34:18,120
All I'm seeing is risk.

688
00:34:20,000 --> 00:34:23,000
Why not sell the technology

689
00:34:23,000 --> 00:34:25,160
instead of being
in the wheelchair business?

690
00:34:25,160 --> 00:34:29,640
We have had several of the larger
multinational companies

691
00:34:29,640 --> 00:34:32,840
that are in North America
and in Europe

692
00:34:32,840 --> 00:34:35,320
already interested in our system.

693
00:34:35,320 --> 00:34:36,880
That might be a path.

694
00:34:36,880 --> 00:34:38,360
There's just so much potential.
Right.

695
00:34:38,360 --> 00:34:40,040
Like, the wheelchair market
is, like,

696
00:34:40,040 --> 00:34:42,200
still very traditionally,
like, medical, sterile -

697
00:34:42,200 --> 00:34:44,040
it's ripe for some disruption,

698
00:34:44,040 --> 00:34:46,600
as far as making it cool
and consumer-led.

699
00:34:46,600 --> 00:34:50,000
$350,000, 5%, um...

700
00:34:55,080 --> 00:34:57,000
My life changed in an instant.

701
00:35:00,760 --> 00:35:02,760
What are you gonna do, Robert?

702
00:35:17,560 --> 00:35:21,000
VOICEOVER: Rove co-founders
Ryan and Bryce

703
00:35:21,000 --> 00:35:23,640
are planning to disrupt
the disability market

704
00:35:23,640 --> 00:35:26,480
with their 3D-printed wheelchair.

705
00:35:26,480 --> 00:35:29,800
Robert Herjavec has
commended their innovation

706
00:35:29,800 --> 00:35:34,480
but will he invest the $350,000

707
00:35:34,480 --> 00:35:36,520
the pair is looking to secure?

708
00:35:37,960 --> 00:35:39,480
Uh, I...

709
00:35:39,480 --> 00:35:43,000
really think you have an
incredible business and mission,

710
00:35:43,000 --> 00:35:47,400
uh, but there's so many people
you have to sell this to.

711
00:35:48,760 --> 00:35:50,400
Guys, I...

712
00:35:50,400 --> 00:35:52,760
I'm not the right Shark, right now.

713
00:35:52,760 --> 00:35:55,280
I'm out.
RYAN: Thank you.

714
00:35:56,360 --> 00:35:58,520
Look, it's so impressive,
what you've done.

715
00:35:58,520 --> 00:36:01,040
I think I'm learning more from you

716
00:36:01,040 --> 00:36:04,000
than what I can probably
help you with.

717
00:36:04,000 --> 00:36:06,280
For that reason, I'm out

718
00:36:06,280 --> 00:36:08,400
but I hope you get a deal
from someone else.

719
00:36:08,400 --> 00:36:10,000
Thank you. I appreciate it.
Thanks, Jane.

720
00:36:10,000 --> 00:36:12,120
VOICEOVER: With two Sharks out,

721
00:36:12,120 --> 00:36:16,280
Davie Fogarty's keen to know more
about Rove's slick look.

722
00:36:16,280 --> 00:36:19,360
DAVIE: Now, I've gotta ask -
the branding's so beautiful.

723
00:36:19,360 --> 00:36:22,040
Beautiful.
Who was in charge of that?

724
00:36:22,040 --> 00:36:23,680
That was me.
That's incredible.

725
00:36:23,680 --> 00:36:25,240
Did you use an agency for it, or...

726
00:36:25,240 --> 00:36:27,760
Um, my background's in industrial
design and mechanical engineering,

727
00:36:27,760 --> 00:36:29,320
so I've been responsible

728
00:36:29,320 --> 00:36:31,280
for the development and everything
of the product.

729
00:36:31,280 --> 00:36:33,240
The logo, the colour...
Logo and everything.

730
00:36:33,240 --> 00:36:35,440
What a dream team! This is great.

731
00:36:41,240 --> 00:36:43,080
It's a tough one, guys,

732
00:36:43,080 --> 00:36:46,080
because you've got
such a great product

733
00:36:46,080 --> 00:36:48,880
and you've...you're such
great founders as well.

734
00:36:50,000 --> 00:36:53,520
My concern is, I feel like this is
a really important mission for you.

735
00:36:55,000 --> 00:36:57,760
I'm certain you guys
are going to be successful but...

736
00:36:57,760 --> 00:36:59,880
just not with me,
so for those reasons, I'm out.

737
00:36:59,880 --> 00:37:01,440
Thanks, Davie.
Thanks, guys.

738
00:37:01,440 --> 00:37:02,920
BRYCE: Cheers.

739
00:37:02,920 --> 00:37:04,560
CAT: Ryan and Bryce,

740
00:37:04,560 --> 00:37:07,480
look, I'm in AI and the metaverse,

741
00:37:07,480 --> 00:37:10,320
so this stage of the business
is a little early,

742
00:37:10,320 --> 00:37:12,080
'cause you're not using any AI

743
00:37:12,080 --> 00:37:13,680
but I do just recommend,

744
00:37:13,680 --> 00:37:17,200
just take Dylan and just
flog him everywhere, right?

745
00:37:17,200 --> 00:37:20,440
He's your greatest
brand and sales ambassador,

746
00:37:20,440 --> 00:37:22,480
uh, but unfortunately...

747
00:37:23,880 --> 00:37:25,520
..I'm out.

748
00:37:25,520 --> 00:37:27,320
Thank you.
Thanks, Catriona.

749
00:37:28,440 --> 00:37:33,200
VOICEOVER: So any investment
opportunity lies with Sabri Suby.

750
00:37:33,200 --> 00:37:36,840
Will he see something in Rove
the other Sharks haven't?

751
00:37:38,560 --> 00:37:41,240
I am so impressed with you guys

752
00:37:41,240 --> 00:37:44,560
and the product is phenomenal.

753
00:37:44,560 --> 00:37:46,600
Where you sit right now,

754
00:37:46,600 --> 00:37:50,440
how do you do a direct-to-consumer
play with this product?

755
00:37:50,440 --> 00:37:52,760
Seeing your comments
around, you know,

756
00:37:52,760 --> 00:37:55,400
the percentage of chairs
that are covered by the NDIS

757
00:37:55,400 --> 00:37:59,000
I see that is gonna be
the main purchaser

758
00:37:59,000 --> 00:38:01,680
and the main path to actually
sell this thing.

759
00:38:07,400 --> 00:38:09,440
Regrettably,
I'm gonna have to be out.

760
00:38:09,440 --> 00:38:11,640
Oh, I appreciate your honesty.
I wish you all the best.

761
00:38:11,640 --> 00:38:13,440
Thanks, Sabri.
Thank you.

762
00:38:13,440 --> 00:38:15,360
DAVIE: Thanks, guys.
Good luck with it.

763
00:38:15,360 --> 00:38:17,000
Good luck.

764
00:38:17,000 --> 00:38:20,680
VOICEOVER: A disappointing end
to a promising pitch.

765
00:38:20,680 --> 00:38:24,480
Ryan and Bryce leave the Tank
empty-handed.

766
00:38:26,000 --> 00:38:27,920
Damn.

767
00:38:27,920 --> 00:38:30,480
I had it all mapped out
and I was like...

768
00:38:30,480 --> 00:38:32,120
Same.

769
00:38:32,120 --> 00:38:34,480
I think it's gonna take 5 to 10 years
to get your money back.

770
00:38:34,480 --> 00:38:36,280
Would you agree?
Longer.

771
00:38:36,280 --> 00:38:38,000
Longer.

772
00:38:38,000 --> 00:38:39,600
Yeah, it's a challenge.

773
00:38:41,600 --> 00:38:44,200
Yeah, we had great reception
from all five Sharks

774
00:38:44,200 --> 00:38:48,240
but yeah, a little disappointed
that none of them took the bait.

775
00:38:48,240 --> 00:38:50,000
After you.

776
00:38:50,000 --> 00:38:51,560
Not getting an investment today

777
00:38:51,560 --> 00:38:53,760
is not gonna stop
what we're doing, you know?

778
00:38:53,760 --> 00:38:56,480
We love what we do
and we're keen to expand

779
00:38:56,480 --> 00:38:59,000
and excited to see
what the future holds.

780
00:39:08,720 --> 00:39:11,840
WOMAN: We're feeling a little
nervous about being on Shark Tank.

781
00:39:13,000 --> 00:39:15,840
VOICEOVER: The final entrepreneurs
to face the Sharks

782
00:39:15,840 --> 00:39:21,400
are mother-and-daughter duo
Tara Croker and Mel Davy.

783
00:39:21,400 --> 00:39:24,240
We organically created a product

784
00:39:24,240 --> 00:39:27,800
over many years of playing
plant-ladies together.

785
00:39:45,360 --> 00:39:47,000
Yiradhu marang, Sharks.

786
00:39:47,000 --> 00:39:49,120
I'm Tara and this is Mel.

787
00:39:49,120 --> 00:39:50,760
We're a mother-and-daughter team

788
00:39:50,760 --> 00:39:53,200
and we're the founders
of Yaala Sparkling.

789
00:39:54,240 --> 00:39:59,880
We're here today seeking $125,000
for a 10% stake in our company.

790
00:39:59,880 --> 00:40:01,400
Wow.

791
00:40:01,400 --> 00:40:04,200
Yaala Sparkling is an
Indigenous-owned business

792
00:40:04,200 --> 00:40:07,000
that creates premium
and healthy drinks,

793
00:40:07,000 --> 00:40:10,720
sourced from Indigenous
wild harvesters and local farmers.

794
00:40:11,880 --> 00:40:14,920
I'm a proud Wiradjuri woman
and in my language,

795
00:40:14,920 --> 00:40:17,160
'yaala' means 'the present moment'.

796
00:40:17,160 --> 00:40:19,200
Ah!

797
00:40:19,200 --> 00:40:22,840
MEL: Our drinks are sugar-free
and completely natural.

798
00:40:22,840 --> 00:40:26,520
Yaala Sparkling recipes have been
12 months in development

799
00:40:26,520 --> 00:40:29,080
and over 80,000 years in the making.

800
00:40:29,080 --> 00:40:31,000
Yeah, nice.

801
00:40:32,520 --> 00:40:34,920
We've just self-launched our website

802
00:40:34,920 --> 00:40:38,680
and we've already sold over
700 bottles in just a few weeks.

803
00:40:38,680 --> 00:40:40,360
Nice.

804
00:40:40,360 --> 00:40:42,040
Sharks, this is more
than just a drink.

805
00:40:42,040 --> 00:40:45,760
This is a journey through
the flavours of our land

806
00:40:45,760 --> 00:40:47,520
and we'd love you to join us.

807
00:40:48,560 --> 00:40:50,560
Well, can we try some first?

808
00:40:50,560 --> 00:40:52,280
Yes, absolutely.

809
00:40:52,280 --> 00:40:54,000
Looks amazing.

810
00:40:55,240 --> 00:40:57,760
Jane, there you go.
What flavour should I try?

811
00:40:57,760 --> 00:41:00,280
So, this one's lemon myrtle
and native blossom

812
00:41:00,280 --> 00:41:02,760
and then the pink one is
Davidson plum and waratah.

813
00:41:02,760 --> 00:41:05,160
Thank you so much. Cheers.

814
00:41:05,160 --> 00:41:07,880
Maybe green to go with the dress.
Thanks, Tara.

815
00:41:07,880 --> 00:41:09,960
Beautiful.
SABRI: Pink, to match my eyes.

816
00:41:09,960 --> 00:41:11,520
Yeah!
Thank you.

817
00:41:11,520 --> 00:41:14,320
Cheers, Jane.
Cheers, Robbo.

818
00:41:16,440 --> 00:41:17,920
Oh, that's good!

819
00:41:19,760 --> 00:41:21,400
What does a bottle cost?

820
00:41:21,400 --> 00:41:24,120
So, the bottle costs $5.50.

821
00:41:24,120 --> 00:41:26,000
Oh, it tastes so good!

822
00:41:27,600 --> 00:41:30,360
Costs us to make, $1.70.

823
00:41:30,360 --> 00:41:32,680
What do you sell
to distribution for?

824
00:41:32,680 --> 00:41:34,680
Per bottle is $3.20.

825
00:41:34,680 --> 00:41:37,800
It's good. It's not too sweet
at all. It's nice and subtle.

826
00:41:38,840 --> 00:41:41,800
And very dry and nice on the palate.

827
00:41:41,800 --> 00:41:43,320
So, what makes it sweet?

828
00:41:43,320 --> 00:41:46,400
Uh, it's naturally sweet - with
that lemon myrtle, you may taste...

829
00:41:46,400 --> 00:41:49,360
You haven't used, like, a stevia
or a xylitol in this, right?

830
00:41:49,360 --> 00:41:50,920
So that's why it doesn't have

831
00:41:50,920 --> 00:41:53,600
that really shallow, like,
spike of sweetness.

832
00:41:53,600 --> 00:41:56,720
Correct, yeah. So nothing
artificial. It's all natural.

833
00:41:56,720 --> 00:41:59,120
It tastes great. Very nice.

834
00:41:59,120 --> 00:42:01,080
Thank you.
We're so glad to hear that.

835
00:42:01,080 --> 00:42:04,240
The sweetness is actually...
it comes from the leaf.

836
00:42:04,240 --> 00:42:05,800
Like, it's got that citrus flavour

837
00:42:05,800 --> 00:42:07,600
that you're used to
with a lemon or a lime

838
00:42:07,600 --> 00:42:11,960
but it's different - it's softer
and sweeter from a native plant.

839
00:42:11,960 --> 00:42:15,880
You get the florally taste from
the blossoms in both of them.

840
00:42:15,880 --> 00:42:17,520
There's drinks that are, like...

841
00:42:17,520 --> 00:42:19,560
there's, like, a tea
that's not too sweet -

842
00:42:19,560 --> 00:42:21,240
that's quite popular

843
00:42:21,240 --> 00:42:23,000
and there's nothing like this
in Australia.

844
00:42:23,000 --> 00:42:25,120
I'd love to hear about
how you guys started.

845
00:42:25,120 --> 00:42:28,520
So, Mum and I have always been
really passionate about plants

846
00:42:28,520 --> 00:42:32,800
and we just kind of organically,
through playing around with plants

847
00:42:32,800 --> 00:42:35,000
and wanting to share those flavours,

848
00:42:35,000 --> 00:42:37,680
and we just kind of made loads of
drinks, just similar to this,

849
00:42:37,680 --> 00:42:39,200
at home,

850
00:42:39,200 --> 00:42:40,880
'cause you can put
a lot of the ingredients

851
00:42:40,880 --> 00:42:43,520
just straight into hot water
and it'll become a delicious tea.

852
00:42:43,520 --> 00:42:46,200
There's definitely nothing like that
out there in the market,

853
00:42:46,200 --> 00:42:48,240
which is, um, yeah,
kind of mind-blowing,

854
00:42:48,240 --> 00:42:51,000
considering we're in Australia
and it's Australian plants, right?

855
00:42:52,040 --> 00:42:54,440
I'm Cat, by the way.

856
00:42:54,440 --> 00:42:58,000
I do a fair amount of plant medicine

857
00:42:58,000 --> 00:43:01,440
and since that, have not
been able to drink alcohol

858
00:43:01,440 --> 00:43:05,800
and now look for something that
I can drink that's not kombucha,

859
00:43:05,800 --> 00:43:08,920
'cause that's the only other one
that's not, like, a super-sweet one.

860
00:43:09,920 --> 00:43:12,840
So I think this is...
pretty impressive.

861
00:43:12,840 --> 00:43:14,480
Thank you.
Thank you.

862
00:43:14,480 --> 00:43:16,440
Hey, Tara and Mel.

863
00:43:16,440 --> 00:43:18,600
I'd like to hear a little bit
about you guys.

864
00:43:18,600 --> 00:43:20,480
Can you give us a little bit
of the backstory?

865
00:43:20,480 --> 00:43:24,280
My background is, um,
product development

866
00:43:24,280 --> 00:43:26,920
in IT and fashion accessories

867
00:43:28,480 --> 00:43:31,480
I still currently work full-time
for Google in marketing and...

868
00:43:31,480 --> 00:43:33,760
Oh, you work for Google?
Yeah.

869
00:43:33,760 --> 00:43:36,360
I'm the biggest security partner
for Google in the world.

870
00:43:36,360 --> 00:43:38,920
Ah, wow. That's already
a partnership there!

871
00:43:38,920 --> 00:43:40,480
(LAUGHTER)

872
00:43:40,480 --> 00:43:42,640
So, I've been in marketing
for the last 10 years

873
00:43:42,640 --> 00:43:44,200
and yeah, I'm really passionate

874
00:43:44,200 --> 00:43:46,080
about everything
related to marketing.

875
00:43:46,080 --> 00:43:48,800
So, with your marketing background,

876
00:43:48,800 --> 00:43:50,800
how have you marketed
this business so far?

877
00:43:50,800 --> 00:43:53,000
Yeah, good question.

878
00:43:53,000 --> 00:43:54,960
We...I've been focusing more

879
00:43:54,960 --> 00:43:58,000
on doing the manufacturing
and production.

880
00:43:58,000 --> 00:43:59,640
Um...

881
00:43:59,640 --> 00:44:03,360
so, um, we haven't really done,
um, any marketing yet.

882
00:44:04,440 --> 00:44:06,000
Really?

883
00:44:07,400 --> 00:44:12,880
So, how do we know that this is
going to sell, without sales data?

884
00:44:21,440 --> 00:44:24,280
VOICEOVER: Don't miss
a single pitch or project -

885
00:44:24,280 --> 00:44:27,440
watch full episodes
of Shark Tank Australia

886
00:44:27,440 --> 00:44:29,000
on 10Play.

887
00:44:37,480 --> 00:44:39,920
How have you marketed
this business so far?

888
00:44:39,920 --> 00:44:41,840
Um...

889
00:44:43,840 --> 00:44:46,560
..we haven't really done
any marketing yet.

890
00:44:48,280 --> 00:44:51,200
VOICEOVER: Sparkling drinks founders
Tara and Mel

891
00:44:51,200 --> 00:44:53,000
are being grilled by the Sharks

892
00:44:53,000 --> 00:44:54,720
over their marketing.

893
00:44:54,720 --> 00:44:57,160
So, we've just set up
our Instagram page

894
00:44:57,160 --> 00:44:59,000
and also LinkedIn page,

895
00:44:59,000 --> 00:45:00,560
um...

896
00:45:00,560 --> 00:45:02,640
and then...

897
00:45:02,640 --> 00:45:05,800
So, what is the go-to-market
strategy for this?

898
00:45:05,800 --> 00:45:07,960
We really want to position this

899
00:45:07,960 --> 00:45:12,000
as that premium, um, healthy
alternative to alcohol,

900
00:45:12,000 --> 00:45:14,200
a special-occasion drink.

901
00:45:14,200 --> 00:45:18,400
Launching to market, we're really
looking at aligning our brand

902
00:45:18,400 --> 00:45:22,280
to higher-end hotels
or higher-end restaurants, cafes,

903
00:45:22,280 --> 00:45:25,000
so that we can establish our brand
in that position.

904
00:45:25,000 --> 00:45:27,400
And who's gonna do that work?

905
00:45:27,400 --> 00:45:29,240
Do you have a team?

906
00:45:29,240 --> 00:45:32,000
It's just us in the business -
Mum's full-time in the business.

907
00:45:32,000 --> 00:45:33,880
I assume, at a certain point, Tara,

908
00:45:33,880 --> 00:45:36,320
you're gonna transition
into the business.

909
00:45:36,320 --> 00:45:39,000
That would be the idea, yeah.
Definitely the dream.

910
00:45:39,000 --> 00:45:41,680
What would you do with the $125,000?

911
00:45:41,680 --> 00:45:43,680
What we need at the moment
is product.

912
00:45:43,680 --> 00:45:45,400
Been holding back a little bit

913
00:45:45,400 --> 00:45:49,000
in terms of, um, a sales date
for the product being available,

914
00:45:49,000 --> 00:45:51,600
because we need the production there
to be able to service that.

915
00:45:51,600 --> 00:45:53,280
My concern is...

916
00:45:54,280 --> 00:45:55,880
..the hustle part -

917
00:45:55,880 --> 00:45:59,200
someone's gotta go out there,
calling the cafes, get it out there.

918
00:45:59,200 --> 00:46:02,000
I think that's...missing for me.

919
00:46:02,000 --> 00:46:04,080
Who's gonna do that?

920
00:46:05,080 --> 00:46:08,160
Only for that reason, I'm out.

921
00:46:08,160 --> 00:46:09,680
Thank you, Robert.
Thank you.

922
00:46:11,120 --> 00:46:13,480
I'm very impressed and delighted

923
00:46:13,480 --> 00:46:16,800
that we're seeing Indigenous-run
and owned business

924
00:46:16,800 --> 00:46:20,920
with Indigenous product, with
Indigenous story coming to market

925
00:46:20,920 --> 00:46:23,840
and I'm very interested in
investing in this business.

926
00:46:25,920 --> 00:46:27,640
But what I'm gonna look for

927
00:46:27,640 --> 00:46:31,680
is probably a partner
with one of the Sharks -

928
00:46:31,680 --> 00:46:34,640
and there are three sitting with me

929
00:46:34,640 --> 00:46:39,800
who are actually very, very good
at taking product to market.

930
00:46:41,160 --> 00:46:43,000
Hmm.

931
00:46:44,920 --> 00:46:47,240
If you spend $100,000 on stock,

932
00:46:47,240 --> 00:46:50,240
I'd want to know
if you're going to hustle

933
00:46:50,240 --> 00:46:53,520
and find these cafes and stores
to sell it to.

934
00:46:53,520 --> 00:46:56,280
And with you working full-time,
I think that's part of it as well.

935
00:46:56,280 --> 00:46:57,920
What's the plan there?

936
00:46:57,920 --> 00:47:01,160
For as long as we need to, we'll
be out there, knocking on doors.

937
00:47:01,160 --> 00:47:03,840
And we will make this work,
'cause this is our dream.

938
00:47:03,840 --> 00:47:05,520
Yeah. There's...

939
00:47:05,520 --> 00:47:08,680
I'm struggling to see
the D to C play.

940
00:47:08,680 --> 00:47:12,200
Without a doubt, the path
that you're going down,

941
00:47:12,200 --> 00:47:15,240
I believe that is 100%
the play for you

942
00:47:15,240 --> 00:47:17,320
but I just can't add
a lot of value in that.

943
00:47:18,360 --> 00:47:20,520
So for those reasons, I'm out.

944
00:47:20,520 --> 00:47:22,200
Thanks, Sabri.
Thanks, Sabri.

945
00:47:23,760 --> 00:47:28,760
Every week, I'm seeing these brands
just go out of business,

946
00:47:28,760 --> 00:47:31,280
trying to raise more money,

947
00:47:31,280 --> 00:47:34,400
so the profit-per-bottle just
doesn't work for that space,

948
00:47:34,400 --> 00:47:36,480
so for that reason, I'm out.

949
00:47:37,480 --> 00:47:39,120
Thanks, Davie.

950
00:47:43,360 --> 00:47:48,480
At a $1.25 million valuation...

951
00:47:49,800 --> 00:47:53,000
..I just don't have
the certainty of the business.

952
00:47:54,800 --> 00:47:58,560
I believe Indigenous businesses
should be run by Indigenous people

953
00:47:58,560 --> 00:48:00,200
and I would want an arrangement

954
00:48:00,200 --> 00:48:03,240
whereby that investment
could be paid back

955
00:48:03,240 --> 00:48:05,040
and you earn the equity back.

956
00:48:06,120 --> 00:48:09,280
And what value would you
work that out at?

957
00:48:09,280 --> 00:48:13,000
I think the valuation is...too high.

958
00:48:16,040 --> 00:48:19,840
So, let's start with $125,000
between the two of us...

959
00:48:19,840 --> 00:48:21,440
30%.

960
00:48:21,440 --> 00:48:23,520
Yes.
Whew!

961
00:48:23,520 --> 00:48:25,120
But we'll...

962
00:48:26,240 --> 00:48:28,320
..we can come down with royalties.

963
00:48:30,000 --> 00:48:32,560
So after all this talk
about it being kumbaya,

964
00:48:32,560 --> 00:48:34,120
you guys are savages!

965
00:48:34,120 --> 00:48:35,640
But there's no...

966
00:48:35,640 --> 00:48:38,760
We've sold 700 bottles!
DAVIE: Royalties AND 30%!

967
00:48:38,760 --> 00:48:40,880
That's a sharky offer.

968
00:48:41,920 --> 00:48:44,000
Once we make our investment back,

969
00:48:44,000 --> 00:48:46,680
we'll come down to...

970
00:48:46,680 --> 00:48:49,280
15% between the two of us.

971
00:48:49,280 --> 00:48:51,040
So 7.5% each.

972
00:48:51,040 --> 00:48:52,840
JANE: Yeah.
Wow.

973
00:48:52,840 --> 00:48:56,560
I think 30% is a little too high -

974
00:48:56,560 --> 00:48:59,080
would you consider
dropping down to...

975
00:48:59,080 --> 00:49:00,960
20?

976
00:49:11,440 --> 00:49:13,240
I'll do it.
I'll do it.

977
00:49:13,240 --> 00:49:14,920
Let's do it!

978
00:49:14,920 --> 00:49:16,400
DAVIE: You got a deal!

979
00:49:16,400 --> 00:49:18,200
VOICEOVER: They've done it!

980
00:49:18,200 --> 00:49:22,400
Tara and Mel have secured $125,000

981
00:49:22,400 --> 00:49:25,280
for a 20% share of Yaala

982
00:49:25,280 --> 00:49:28,240
with not one but two Sharks.

983
00:49:28,240 --> 00:49:29,880
You've got good partners.

984
00:49:29,880 --> 00:49:34,680
VOICEOVER: And they could not be
happier with their all-girl team.

985
00:49:37,320 --> 00:49:39,040
Oh, my god!
Oh!

986
00:49:39,040 --> 00:49:41,560
We're so excited to have them
on board with us.

987
00:49:42,720 --> 00:49:46,760
Working with Cat and Jane
is just a dream come true.

988
00:49:46,760 --> 00:49:48,240
Yeah.

989
00:49:49,240 --> 00:49:52,240
Captions by Red Bee Media