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VOICEOVER: Tonight...

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..Shark Tank history is made...

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(GASPING AND LAUGHTER)

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..as one of tonight's
entrepreneurs...

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..hits the ultimate jackpot.

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I'll give you $1 million.

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Phenomenal.

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But whose extraordinary invention...

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Ay, ay, ay.
I've never seen anything like.

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..is in line for
a big cash injection.

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(ECHOES) $1 million!

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First into the tank is Pascal Ward
from South Australia.

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I don't think the Sharks have seen
anything like this ever before.

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If they're scared of commitment,
I've got the perfect temporary fix.

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I'm gunning for Davie
because I'm a big fan of his.

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We're both from the same
hometown of Adelaide.

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I can't deny the nerves
that I'm feeling.

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So, yeah, it's quite
a handful of emotions right now.

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Hello, Sharks.

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My name is Pascal.

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I'm the founder at EasyTatt Ink Co.

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I'm here today asking for $300,000
in return for 15% of my company.

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So you test drive a car.

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Why don't you test drive a tattoo?

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This is the basis for my company,
EasyTatt Ink Co.

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We enable people to
test drive their tattoo ideas

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before they get the needle.

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They can experiment with different
designs, sizes and placements

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on the body and wear it for a few
weeks before walking in and getting

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that done for real.

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Not only do we have a library
of over 6,000 designs,

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we also allow people to upload
their own design

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and it's all direct to consumer.

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It's all self-applied.

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Today we have some models
wearing some of our tattoos.

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These are not stickers.
Can I...?

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That looks very, very real.

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Yeah.
JANE LU: Yeah.
The tattoo cannot be removed.

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You must wait until the skin
regenerates itself naturally.

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How long does that take?

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A little over two weeks.

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The big thing, of course -

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100% organic, vegan ink.

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No nasty chemicals.

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Pascal, there's no way I would get
a tattoo

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because I have the worst
buyer's remorse.

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I change my mind and I'm like...
I would hate it in an instant.

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And so you literally came in
and solved that problem.

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So that's brilliant.

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I'd love to know how
you came up with this idea.

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So...

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..this idea came to me
in a tragic circumstance.

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In 2017, I lost my brother.

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He took his own life.

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This moment completely broke me.

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I'm sorry to hear that.

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When I found out this news,

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I dropped to my knees and
I howled like a wolf.

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I wasn't the same person
for a very long time.

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And as I came out of that

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grieving period,

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I wanted to get a tattoo
to commemorate him.

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And obviously it was
a very important tattoo.

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I couldn't believe there
wasn't a way for me to see

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what it would look like on the skin
before going in that day

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and getting it needled in.

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And that was my a-ha moment.

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Pascal, what was
your brother's name?

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Paris. Yeah.

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So the idea came from
a tragic place,

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but it shows that adversity
can really seed success.

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So I've got a little gift
for you guys.

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Oh.

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I want you to pick any of these.

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Thank you.

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Oh, my God.
It is a picture of Davie.

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DAVIE: Oh, very nice.
Yeah.

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So what you saw on the girls,
it's the same technology.

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Why don't you have a go?

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You're getting a picture of Davie.

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Oh, hey!

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SABRI: Hey, look out!

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Got Cat!

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Yay! Bravo.

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That just leaves Jane.

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We had a double up.

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Our partners are going to be
very suspicious

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we've got tattoos of each other.

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Pascal, can you tell us
about what sales you have to date

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over what period?

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So we've grown tremendously
this year.

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And I tell you what, it's all thanks
to Davie because we weren't doing

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any advertising on Facebook
before this financial year.

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As soon as we started
doing that and I used some

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of David's YouTube videos,
we started scaling the company.

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Now, are you giving Davie
a royalty and how much?

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(LAUGHTER)
A bit of... A bit of a fan.

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I'm trying not to show it,
trying not to show it.

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I think you're showing it.
Yeah!
It's OK. I love it. I love it.

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But he does amazing things.

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I jumped the gun and I put
a Davie one on.

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ALL: Oh!
He does have a tattoo!

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Yeah!

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Pascal, let me ask the question.

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I ordered Davie's face.
I pay X dollars.

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What shows up at my house?

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You get one of those brown
envelopes, beautiful packaging.

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You get the primer wipe.
You get the instructions.

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When you apply it,
it's actually completely invisible.

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And then they'll develop
over two days.

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So you're the only one that makes
a tattoo that looks permanent

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and lasts for two weeks?

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We do have competitors in the US
doing a similar thing.

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You do?
Yeah.

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And what do you do
that they don't do?

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Our tattoos can be applied
in 30 seconds.

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The competitor in the US,
when you apply it,

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you actually have to leave it
on there for an hour.

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Got it.
Can you tell us about the business?

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So where are you based
and then what sales you have?

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I'm from Adelaide, so I was
pursuing my legal career.

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Oh.
So I have a degree
in business and law.

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A lawyer selling tattoos.

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Yeah, it's...

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Although that's kind of cool.
That's cool.

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Kind of cool.
Well, that's...that's what I am.

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So this year, sales are
1.3 million to date.

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Wow.

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What were they last year?
700,000.

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Wow.

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You're going to love
gross profit margin of 89%.

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Whoa.
Wow.

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So what were you net on the 1.3 mil?

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Just under 100K.
Why?

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You're making 800,000,
900,000 in gross profit.

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Yeah.
What are you spending that on?

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Rent, wages.

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(SIGHS) We invested heavily
in inventory as well.

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Why aren't you just doing every
single thing print on demand

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and not having any inventory?

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Oh, so print after...

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Print after?

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It's funny you mentioned that
because this was
our biggest problem.

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When you print, there's
a lamination process that happens

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and then they have to be manually
cut and it's not possible

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to fulfil fast enough
if you can't pick and pack.

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There's more manual labour,
so wages go up.

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it's just not... Yeah.
What if...

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With all due respect,

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like, all businesses are
a shit show to begin with.

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I'm wondering if you get
your shit together,

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are you going to be able
to do that process?

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Because suddenly
you're a global business

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if you can just set up
the print on demand everywhere

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and without any inventory risk
and you can just scale like crazy.

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It can be done.
It affects dispatch times.

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Customers get grumpy.

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Unless you solve the issue
of having, you know, a way to do

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print on demand, then it's going
to be very, very challenging.

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What are you going to use
the money for?

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So international expansion is
something that is on the cards.

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I really want to enter the US market
and I've been contacted

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by numerous people around Australia
and the world who want our products

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in their stores.

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It's an excellent impulse buy.

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You want to go retail?

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I want to go retail.

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Pascal, you're an amazing guy,
but all the problems I see

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in your business is simply stuff
that you haven't thought of.

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I think you could figure it out.

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Um... It's not for me. I'm out.

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For me, I don't have
a love for tattoos.

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Probably not the right business
for me to invest in.

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So I'm out. Sorry.

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Pascal, for me, the risk
versus reward of this investment

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just doesn't line up with everything
that would need to happen

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in symphony in order for you
to scale this successfully.

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So for those reasons, I'm out.

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I am a high-tech entrepreneur.

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So in the field of AI
and the metaverse,

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we're seeing a lot
of AI-generated art

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and AI-generated
tattoo design already.

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Yeah.

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So if you come in with a...

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..more of a approach around that,

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because that would
significantly reduce your costs,

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I'd perhaps be more interested.

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So for that reason, I'm out.

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Um.

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This is just so much work.

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It... It really is.

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Make me an offer.

193
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Look...

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..I'll give you the $300,000.

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But it will be as a loan.

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And I'll need 30% of the business.

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Three-year loan.

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15%?

199
00:10:08,240 --> 00:10:09,680
No.

200
00:10:14,160 --> 00:10:15,400
What, about 25%?

201
00:10:23,800 --> 00:10:26,360
VOICEOVER: Still to come,

202
00:10:26,360 --> 00:10:28,520
interrogations intensify.

203
00:10:28,520 --> 00:10:30,520
Why haven't you increased
your marketing to date?

204
00:10:30,520 --> 00:10:31,640
You've got to know your numbers.

205
00:10:31,640 --> 00:10:33,560
How did you get to the $2 million?

206
00:10:33,560 --> 00:10:35,480
But which perfect pitch...

207
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It sold out in under 24 hours.
Whoo!

208
00:10:38,200 --> 00:10:40,800
This year we'll hit 3.8 million.

209
00:10:40,800 --> 00:10:42,520
..leaves this Shark...
Yeah!

210
00:10:42,520 --> 00:10:45,600
..hooked.
I'll give you $1 million.

211
00:10:58,160 --> 00:11:00,440
Davie has offered $300,000

212
00:11:00,440 --> 00:11:03,360
for Pascal's temporary
tattoo business,

213
00:11:03,360 --> 00:11:07,520
but he wants 30% equity.

214
00:11:07,520 --> 00:11:09,240
(SIGHS) What about 25%?

215
00:11:17,280 --> 00:11:19,280
No. I'm at my limit.

216
00:11:19,280 --> 00:11:21,560
(SIGHS)

217
00:11:21,560 --> 00:11:23,040
Hmm.

218
00:11:29,920 --> 00:11:31,440
Uh...

219
00:11:35,240 --> 00:11:37,800
Yeah, I think I'm going to have
to turn that down, unfortunately.

220
00:11:40,320 --> 00:11:41,800
Yeah, it's just too much.

221
00:11:41,800 --> 00:11:44,080
I was hoping to have a bit
of a better deal,

222
00:11:44,080 --> 00:11:45,840
but, you know, that's OK.

223
00:11:45,840 --> 00:11:50,480
So, at the end of the day,
Davie wasn't worth 5% to you.

224
00:11:51,760 --> 00:11:56,360
Uh...
You were willing to give up
25, but not the 30.

225
00:11:57,480 --> 00:12:01,760
If you gave a 300K line,
would you guide me as well?

226
00:12:01,760 --> 00:12:02,760
100%.

227
00:12:02,760 --> 00:12:04,080
I guide all of my entrepreneurs.

228
00:12:04,080 --> 00:12:06,200
I will help you
with every single step

229
00:12:06,200 --> 00:12:07,320
of the way as well.

230
00:12:07,320 --> 00:12:09,880
Because, you know, I do
believe in you.

231
00:12:09,880 --> 00:12:12,280
I mean, I really want to... I really
want to make a deal with you, man.

232
00:12:12,280 --> 00:12:14,360
Pascal, I'll make it easier for you.

233
00:12:16,680 --> 00:12:18,520
If this is hurting you so much now,

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it will ruin our partnership
going forward.

235
00:12:21,320 --> 00:12:24,040
So for those reasons, I'm out.

236
00:12:24,040 --> 00:12:26,640
Alright. Well, I appreciate it.
Good luck.
Thank you, everyone.

237
00:12:26,640 --> 00:12:27,880
You'll do well.
Thank you.

238
00:12:27,880 --> 00:12:29,320
You'll do great, man.
Yeah.

239
00:12:29,320 --> 00:12:31,360
You'll kill it.
No worries.
Thank you.

240
00:12:31,360 --> 00:12:34,480
So close yet so far.

241
00:12:34,480 --> 00:12:37,680
Pascal has just talked himself
out of a deal

242
00:12:37,680 --> 00:12:40,240
with his number one Shark.

243
00:12:40,240 --> 00:12:41,880
There's definitely a sense
of disappointment.

244
00:12:41,880 --> 00:12:44,280
I'm really happy that Davie
made an offer.

245
00:12:44,280 --> 00:12:48,400
It's a shame that we couldn't lock
something in, but, you know,

246
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that's the way the cookie crumbles.

247
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We're so excited
for this opportunity.
We can't even believe we're here.

248
00:13:02,400 --> 00:13:06,400
Competition in the clothing industry
can be tough,

249
00:13:06,400 --> 00:13:11,200
but that won't stop 13-year-olds
Myla Tucker and Liv Lorenz

250
00:13:11,200 --> 00:13:13,000
from taking on the challenge.

251
00:13:13,000 --> 00:13:15,200
We're besties.
We're still at school.

252
00:13:15,200 --> 00:13:19,160
And we really hope the Sharks love
what we have to show them.

253
00:13:21,320 --> 00:13:22,520
Aww!

254
00:13:32,240 --> 00:13:33,840
Hi, Sharks. I'm Myla.

255
00:13:33,840 --> 00:13:34,840
And I'm Liv.

256
00:13:34,840 --> 00:13:36,520
BOTH: And we're Cinnamon Cove.

257
00:13:36,520 --> 00:13:41,600
Today we're asking for $80,000
in exchange for 30% equity

258
00:13:41,600 --> 00:13:43,360
in our business.

259
00:13:43,360 --> 00:13:46,560
Cinnamon Cove is swimwear
designed by tweens

260
00:13:46,560 --> 00:13:47,680
for tweens.

261
00:13:47,680 --> 00:13:50,320
There's still a big gap
in the market when it comes

262
00:13:50,320 --> 00:13:55,000
to sustainable fashion, especially
swimsuits designed specifically

263
00:13:55,000 --> 00:13:57,080
for tweens' changing bodies.

264
00:13:57,080 --> 00:14:00,720
They were either too babyish
or way too skimpy.

265
00:14:00,720 --> 00:14:04,240
When we launched our first design,
it sold out in under 24 hours.

266
00:14:04,240 --> 00:14:05,640
Wow!

267
00:14:05,640 --> 00:14:08,440
Within the first six months
of launching Cinnamon Cove,

268
00:14:08,440 --> 00:14:11,840
we had a turnover of $30,000
and were debt-free.

269
00:14:11,840 --> 00:14:14,440
And we have run the entire
operation ourselves.

270
00:14:14,440 --> 00:14:15,760
So that's our pitch.

271
00:14:15,760 --> 00:14:18,440
And we know you probably
have a lot of questions.

272
00:14:18,440 --> 00:14:20,320
And we're really nervous.

273
00:14:20,320 --> 00:14:21,440
Aww.

274
00:14:21,440 --> 00:14:23,280
But we're ready, so bring it on.

275
00:14:23,280 --> 00:14:26,200
That was amazing, girls. You have
no reason to be nervous.

276
00:14:26,200 --> 00:14:28,280
You handled that very, very well.

277
00:14:28,280 --> 00:14:30,000
Myla and Liv, I'm Jane.

278
00:14:30,000 --> 00:14:32,720
I also have
a fashion retail business.
Yes.

279
00:14:32,720 --> 00:14:34,800
Showpo.
I think they knew that!

280
00:14:34,800 --> 00:14:37,520
So I'm really interested
in how you guys sold out

281
00:14:37,520 --> 00:14:39,080
of your first product after...

282
00:14:39,080 --> 00:14:40,400
Did you say, after one day?

283
00:14:40,400 --> 00:14:42,320
Yeah, it was just after one day.
Wow.

284
00:14:42,320 --> 00:14:45,480
So leading up to that launch,
we had done loads of marketing

285
00:14:45,480 --> 00:14:49,800
on Instagram and we released it
and it just sold out so quickly.

286
00:14:49,800 --> 00:14:50,880
I love that.

287
00:14:50,880 --> 00:14:53,840
I always say to people,
"Don't wait until you have a product

288
00:14:53,840 --> 00:14:57,320
"before you start building up
an Instagram account,
building up a following."

289
00:14:57,320 --> 00:14:58,320
Yeah.

290
00:14:59,360 --> 00:15:00,800
You mentioned sustainability.

291
00:15:00,800 --> 00:15:02,480
Can you run us through that?
Yeah.

292
00:15:02,480 --> 00:15:07,480
So our swimsuits are made
out of recycled fishing nets

293
00:15:07,480 --> 00:15:11,240
and we manufacture all of our
swimsuits locally in Newcastle

294
00:15:11,240 --> 00:15:14,000
and all of our packaging
is sustainable as well.

295
00:15:14,000 --> 00:15:16,840
Would you like us to show you some?
Yeah, we'd love to.
Yeah!

296
00:15:16,840 --> 00:15:19,360
Yeah, I want to see the quality.
Yeah.

297
00:15:19,360 --> 00:15:21,520
Um, these are the bottoms
to our best seller.

298
00:15:21,520 --> 00:15:23,760
Awesome.
What do you charge for them?

299
00:15:23,760 --> 00:15:26,200
So that retails for $135.

300
00:15:26,200 --> 00:15:27,880
That's... That's a fair price.

301
00:15:27,880 --> 00:15:29,160
And what does
it cost you to make it?

302
00:15:29,160 --> 00:15:33,120
So to get it to a customer's door,
it costs around $50 to $60.

303
00:15:33,120 --> 00:15:36,680
Now, just to clarify, so all
of these are made from

304
00:15:36,680 --> 00:15:37,960
recycled fish nets, you said?

305
00:15:37,960 --> 00:15:39,120
Yes.
Yes.

306
00:15:39,120 --> 00:15:40,600
Does that influence the cost of it?

307
00:15:40,600 --> 00:15:41,880
Is that why it's on the higher end?

308
00:15:41,880 --> 00:15:43,160
Yeah.
Because it's all recycled?

309
00:15:43,160 --> 00:15:45,800
Because we get our fabric
from Italy.

310
00:15:45,800 --> 00:15:46,800
OK.

311
00:15:46,800 --> 00:15:49,440
And it just took, by the way,
a long time to find that.

312
00:15:49,440 --> 00:15:51,160
Like, we didn't know how long
it would take.

313
00:15:51,160 --> 00:15:54,400
It's really difficult to find
recycled fabrics.
Exactly.

314
00:15:54,400 --> 00:15:57,240
Even if it's plastic bottles
or fishing nets.

315
00:15:57,240 --> 00:16:01,200
Can I just say I've been around
clothes manufacturing a lot?

316
00:16:01,200 --> 00:16:04,840
This is one of the best made
products I have ever seen.
Thank you so much.

317
00:16:06,560 --> 00:16:08,840
Do you have particular roles
in the business?

318
00:16:08,840 --> 00:16:10,040
Yeah.

319
00:16:10,040 --> 00:16:14,600
So generally I will do more of
the, you know,

320
00:16:14,600 --> 00:16:15,960
like replying to customers

321
00:16:15,960 --> 00:16:19,240
or the businessy side of it and
kind of doing it on the website.

322
00:16:19,240 --> 00:16:22,000
And then Myla is really creative
and honestly, like,

323
00:16:22,000 --> 00:16:25,520
there is so much that needs
to be done to grow our brand.

324
00:16:27,000 --> 00:16:31,760
So when I was 13,
I was selling hats.

325
00:16:31,760 --> 00:16:33,880
Last year? Was that last year?
Yeah!

326
00:16:33,880 --> 00:16:37,600
And then as I grew up, I realised
school actually gets harder.

327
00:16:37,600 --> 00:16:38,960
Yes.

328
00:16:38,960 --> 00:16:42,280
And I decided to drop
that completely so I could

329
00:16:42,280 --> 00:16:43,600
focus on school.

330
00:16:43,600 --> 00:16:46,200
How are you going to handle both?

331
00:16:46,200 --> 00:16:48,040
Um, you know,
if we get this investment,

332
00:16:48,040 --> 00:16:50,040
it means we can work
a lot harder on stock.

333
00:16:50,040 --> 00:16:52,240
We might be able to pay someone
to package the orders,

334
00:16:52,240 --> 00:16:54,200
or at least half of them.

335
00:16:55,800 --> 00:17:00,160
You as young women will be able
to do your schooling

336
00:17:00,160 --> 00:17:02,120
and will be able to do
this business.

337
00:17:02,120 --> 00:17:03,480
I have no question about that.

338
00:17:03,480 --> 00:17:05,240
Look at how articulate
you already are.

339
00:17:05,240 --> 00:17:06,520
Thank you.

340
00:17:07,600 --> 00:17:10,320
Ladies, incredible.

341
00:17:10,320 --> 00:17:13,320
Thank you.
Incredible at your age.

342
00:17:13,320 --> 00:17:18,520
It is the dawn of
a new age of entrepreneurism.

343
00:17:18,520 --> 00:17:20,800
But someone's got to run
the operating business.

344
00:17:20,800 --> 00:17:21,840
Mm-hm.

345
00:17:21,840 --> 00:17:27,280
And with $80,000, I'm not sure
I can afford to hire Davie

346
00:17:27,280 --> 00:17:30,080
to work for us full time.

347
00:17:30,080 --> 00:17:32,400
I wish you all the best.
Very impressive,
but I'm out right now.

348
00:17:32,400 --> 00:17:33,920
Thank you.
Thank you so much.

349
00:17:33,920 --> 00:17:38,240
Myla and Liv, let me jump in.
I'm been blown away by you guys.

350
00:17:38,240 --> 00:17:40,360
This isn't my wheelhouse.

351
00:17:40,360 --> 00:17:43,560
I don't think that I would be able
to add a lot of value

352
00:17:43,560 --> 00:17:46,760
to this business,
and for that reason, I'm out.

353
00:17:46,760 --> 00:17:48,280
That's fine. Thank you so much.
Thank you.

354
00:17:48,280 --> 00:17:50,600
You're welcome. Thank you.

355
00:17:50,600 --> 00:17:53,280
You know, summer is a big business,
especially in Australia.

356
00:17:53,280 --> 00:17:57,040
I have a brand that does
over $1 million a year

357
00:17:57,040 --> 00:17:58,760
just in beach tents alone.

358
00:17:58,760 --> 00:18:01,160
I love everything you're doing
with the environment.

359
00:18:02,520 --> 00:18:05,560
I just think
the school element,

360
00:18:05,560 --> 00:18:08,200
you're just a little bit too early
for an investor

361
00:18:08,200 --> 00:18:09,680
to come in and help you.

362
00:18:09,680 --> 00:18:10,960
Yeah.

363
00:18:12,560 --> 00:18:13,520
I'm out.

364
00:18:13,520 --> 00:18:14,840
That's fine. Thank you.
Thank you.

365
00:18:15,840 --> 00:18:17,200
I'm so impressed by you guys.

366
00:18:17,200 --> 00:18:18,640
Honestly, so impressed.

367
00:18:18,640 --> 00:18:21,760
But I think whilst you're still
in school, this could be, like,

368
00:18:21,760 --> 00:18:23,160
the best hobby.

369
00:18:23,160 --> 00:18:26,680
Just gradually build this business,
learn how to create content,

370
00:18:26,680 --> 00:18:31,000
how to run ads so that when
you finish school, you know,

371
00:18:31,000 --> 00:18:34,120
you've got all these skills
and you're ready to go.

372
00:18:34,120 --> 00:18:36,800
So because you are looking
for a business partner, I think

373
00:18:36,800 --> 00:18:38,800
it's probably too much work for me.

374
00:18:38,800 --> 00:18:40,880
So for that reason, I'm out.

375
00:18:40,880 --> 00:18:43,120
That's fine.
Thank you so much for your feedback.

376
00:18:43,120 --> 00:18:45,040
Hmm, Myla and Liv,

377
00:18:45,040 --> 00:18:50,440
I'm just so...I'm in my happy place
now with young women
entrepreneurs...

378
00:18:50,440 --> 00:18:54,240
Yeah.
..so confidently pitching a
great product that's ethical,

379
00:18:54,240 --> 00:18:56,360
that you've thought about.

380
00:18:56,360 --> 00:18:58,960
I am interested in the two of you,

381
00:18:58,960 --> 00:19:03,600
so I'm going to go back to
my Sharky brothers and sister

382
00:19:03,600 --> 00:19:06,640
and pitch to them.

383
00:19:06,640 --> 00:19:11,040
So if I went in and partnered

384
00:19:11,040 --> 00:19:13,920
with Myla and Liv,

385
00:19:13,920 --> 00:19:18,120
would one of the Sharks
who has the experience

386
00:19:18,120 --> 00:19:20,560
in marketing online businesses

387
00:19:20,560 --> 00:19:25,120
join me to support
these two young women?

388
00:19:27,200 --> 00:19:30,040
I don't think you need an investor.

389
00:19:30,040 --> 00:19:32,680
Yeah, and to jump in on that,
like, in my business...

390
00:19:32,680 --> 00:19:36,000
But...!
I agree...
Let them sort that out.

391
00:19:36,000 --> 00:19:37,720
..with what Jane was saying,
is that like,

392
00:19:37,720 --> 00:19:40,320
this is a great business
for you guys

393
00:19:40,320 --> 00:19:42,120
to learn the ropes.

394
00:19:42,120 --> 00:19:44,040
Do the markets on the weekend

395
00:19:44,040 --> 00:19:46,600
and create
a phenomenal little income

396
00:19:46,600 --> 00:19:48,760
for yourself as a business.

397
00:19:48,760 --> 00:19:51,040
It's not something that is
big enough for me

398
00:19:51,040 --> 00:19:53,000
to come in as an investor.

399
00:19:53,000 --> 00:19:54,760
Yeah, sure.
Understandable.

400
00:19:54,760 --> 00:19:58,560
Oh, I really take exception
that we are taking

401
00:19:58,560 --> 00:20:01,960
an old-school mentality
and applying it to these.

402
00:20:01,960 --> 00:20:03,560
Well, Cat, you can just do
the investment.

403
00:20:03,560 --> 00:20:05,600
Invest! We'll give you advice.

404
00:20:05,600 --> 00:20:07,920
I mean, this business will take
time away from spending time

405
00:20:07,920 --> 00:20:09,480
with my own children.

406
00:20:09,480 --> 00:20:11,120
I have to consider that also.

407
00:20:11,120 --> 00:20:13,000
Davie?

408
00:20:13,000 --> 00:20:15,040
Alongside the beach tents...

409
00:20:16,080 --> 00:20:18,760
Davie, you and I supporting
these two young women,

410
00:20:18,760 --> 00:20:22,760
they can sort out with
their exceptional parents

411
00:20:22,760 --> 00:20:27,120
how they figure school
and education and fun.

412
00:20:28,520 --> 00:20:31,200
(EXHALES) It's a tough one.

413
00:20:33,160 --> 00:20:34,800
It's very tough.

414
00:20:47,320 --> 00:20:51,760
VOICEOVER: 13-year-old swimwear
designers Myla and Liv have an offer

415
00:20:51,760 --> 00:20:52,960
from Catriona Wallace.

416
00:20:52,960 --> 00:20:58,040
But to really take off, they need
a Shark with marketing expertise.

417
00:20:58,040 --> 00:21:00,120
(EXHALES)

418
00:21:01,640 --> 00:21:06,560
Davie, alongside the beach tents.

419
00:21:06,560 --> 00:21:09,040
Davie, you and I supporting
these two young women.

420
00:21:09,040 --> 00:21:13,600
They can sort out
with their exceptional parents

421
00:21:13,600 --> 00:21:16,840
how they figure school
and education and fun.

422
00:21:19,080 --> 00:21:21,720
(EXHALES) It's a tough one.

423
00:21:23,680 --> 00:21:25,320
It's very tough.

424
00:21:27,360 --> 00:21:29,760
Are you two both 50%?

425
00:21:29,760 --> 00:21:34,360
Um, yes, but we kind of count
it as together.

426
00:21:34,360 --> 00:21:36,040
Yeah. We're a team.
We work as a team.

427
00:21:38,520 --> 00:21:42,200
Alright, we'll do the $80,000,

428
00:21:42,200 --> 00:21:46,000
but we'll take 33%
just to keep it even numbers.

429
00:21:46,000 --> 00:21:48,720
You've got 33%, you 33%,

430
00:21:48,720 --> 00:21:50,640
because we'll need to iron
those things out.

431
00:21:54,240 --> 00:21:55,920
Um, yes, we will.

432
00:21:55,920 --> 00:21:57,920
(CHEERING)

433
00:21:57,920 --> 00:21:59,560
Figure it out.

434
00:21:59,560 --> 00:22:01,320
Thank you so much.
Thank you.

435
00:22:01,320 --> 00:22:02,320
You're welcome.
It was good.

436
00:22:02,320 --> 00:22:03,480
Thank you so much.

437
00:22:03,480 --> 00:22:05,600
great job. Good pitch.

438
00:22:05,600 --> 00:22:08,640
Davie, thanks, man. Appreciate it.
It'll be good.

439
00:22:08,640 --> 00:22:10,720
Pretty good! And two people.
(SQUEALS)

440
00:22:13,120 --> 00:22:15,920
VOICEOVER: It's a dream deal
for Myla and Liv.

441
00:22:15,920 --> 00:22:19,080
Their proud mums can't wait
to give their daughters

442
00:22:19,080 --> 00:22:20,280
a celebratory hug.

443
00:22:21,720 --> 00:22:25,960
You know, I'm so happy that both
Davie and Catriona believed in us.

444
00:22:25,960 --> 00:22:28,760
And we're just going to show
everyone what we can do.

445
00:22:34,800 --> 00:22:37,640
Next into the tank, and hoping
to ruffle the feathers

446
00:22:37,640 --> 00:22:39,760
of the chicken-keeping market,

447
00:22:39,760 --> 00:22:42,840
is West Australian Danielle Paraha.

448
00:22:42,840 --> 00:22:45,960
DANIELLE PARAHA:
It's very surreal that I'm here.

449
00:22:45,960 --> 00:22:49,600
I've created a product
that allows people to keep chickens

450
00:22:49,600 --> 00:22:51,840
without all
the flickin' chicken mess.

451
00:23:07,880 --> 00:23:09,120
Hi, Sharks.

452
00:23:09,120 --> 00:23:11,920
I'm Danni, the creator of
the Chicken Orb,

453
00:23:11,920 --> 00:23:16,880
the foraging accessory that gives
people control over when, where

454
00:23:16,880 --> 00:23:19,640
and how their pet chickens forage.

455
00:23:19,640 --> 00:23:25,240
I'm here today to ask
for $100,000 for 5% of Chicken Orbs.

456
00:23:25,240 --> 00:23:26,360
(WHISTLES)

457
00:23:27,720 --> 00:23:29,720
In Australia,

458
00:23:29,720 --> 00:23:33,080
there's over 400,000 households
with pet chickens.

459
00:23:33,080 --> 00:23:38,000
Chicken Orb has been designed
to allow chickens to walk wherever

460
00:23:38,000 --> 00:23:44,000
they want, but it restricts
their access into garden beds.

461
00:23:44,000 --> 00:23:49,440
The Chicken Orb has
a multi-million dollar potential,

462
00:23:49,440 --> 00:23:50,920
so, Sharks,

463
00:23:50,920 --> 00:23:54,000
would you like to help me
get these Chicken Orbs rolling?

464
00:23:54,000 --> 00:23:56,440
Nice. Got it.

465
00:23:56,440 --> 00:23:59,960
Danni, tell me how you even
came up with this.

466
00:23:59,960 --> 00:24:02,200
I was trying to live a more
sustainable life

467
00:24:02,200 --> 00:24:03,720
in an urban environment,

468
00:24:03,720 --> 00:24:07,200
and so I started growing my own
and producing my own.

469
00:24:07,200 --> 00:24:10,240
So I was trying to allow
these chickens to forage more

470
00:24:10,240 --> 00:24:12,200
because I knew the benefits
for them.

471
00:24:12,200 --> 00:24:14,160
Unfortunately, they were also
destroying my yard.

472
00:24:14,160 --> 00:24:15,840
They do dig up the ground.

473
00:24:15,840 --> 00:24:17,680
They do dig holes.

474
00:24:17,680 --> 00:24:21,640
So I started twitching wire
in my backyard and that's

475
00:24:21,640 --> 00:24:25,280
how my first prototype of
the Chicken Orb was created.

476
00:24:25,280 --> 00:24:28,360
The first thing that comes
to my mind, being an animal lover -

477
00:24:28,360 --> 00:24:31,160
isn't this cruel?

478
00:24:31,160 --> 00:24:35,640
This is a temporary accessory,
not a permanent enclosure.

479
00:24:35,640 --> 00:24:38,760
I just recently bought a farm
up in Mylor, South Australia,

480
00:24:38,760 --> 00:24:42,560
a beautiful place, and it came
with three chickens, so...

481
00:24:42,560 --> 00:24:45,040
And I did let them out, as you said.

482
00:24:45,040 --> 00:24:47,560
And they did cause a lot of mess.
Really?

483
00:24:47,560 --> 00:24:50,880
Yeah, as they dig a lot,
they flick everything.

484
00:24:50,880 --> 00:24:52,360
So I understand the need for it.

485
00:24:52,360 --> 00:24:56,920
The Chicken Orb is designed to give
them more freedom.

486
00:24:56,920 --> 00:24:58,040
(CLUCKS)

487
00:24:58,040 --> 00:24:59,960
So you can spread food
out for them.

488
00:24:59,960 --> 00:25:04,400
Chickens actually recognise
over 25 unique sounds.

489
00:25:04,400 --> 00:25:06,280
Do you speak any of those sounds?
(LAUGHS)

490
00:25:06,280 --> 00:25:09,000
I do, but I'm not going to today.
(LAUGHTER)

491
00:25:09,000 --> 00:25:13,000
Come on!
We're only on national television.

492
00:25:13,000 --> 00:25:14,680
It's gone viral on TikTok.

493
00:25:14,680 --> 00:25:17,480
We've had over
19 million people view this.

494
00:25:17,480 --> 00:25:19,120
Wow.

495
00:25:19,120 --> 00:25:20,600
How many orders did you get.

496
00:25:20,600 --> 00:25:25,120
So, out of that, we've increased
to over 100 orders,

497
00:25:25,120 --> 00:25:30,080
and that has actually
increased the sales.

498
00:25:30,080 --> 00:25:34,480
Run us through the financials
of looking for $100,000 at 5%,

499
00:25:34,480 --> 00:25:36,200
which puts the value at $2 million.

500
00:25:36,200 --> 00:25:37,480
Yeah.
Is that correct?

501
00:25:37,480 --> 00:25:38,640
Absolutely. Yeah.

502
00:25:38,640 --> 00:25:40,880
So run us through how many
have you sold.

503
00:25:40,880 --> 00:25:42,000
Sure.
At what price?

504
00:25:42,000 --> 00:25:43,920
So they're $69 each.

505
00:25:43,920 --> 00:25:49,400
So, so far, with the e-commerce,
I've sold over $40,000 worth

506
00:25:49,400 --> 00:25:52,280
of the Chicken Orbs over five years.

507
00:25:52,280 --> 00:25:53,520
Over five years.
Wow.

508
00:25:53,520 --> 00:25:55,920
Oh, sorry. Since 2020.

509
00:25:55,920 --> 00:25:56,960
Sorry. Three years.

510
00:25:56,960 --> 00:25:58,560
How many did you sell last year?

511
00:25:58,560 --> 00:26:02,200
Last year I only sold...

512
00:26:02,200 --> 00:26:03,440
Um...

513
00:26:05,400 --> 00:26:09,800
Sorry. ...$13,000 worth of stock.

514
00:26:09,800 --> 00:26:11,480
What will your sales be this year?

515
00:26:11,480 --> 00:26:16,160
Yes, so at the moment we've more
than doubled sales from last year

516
00:26:16,160 --> 00:26:20,200
and we're at 40,000, which is double
all of last year so far

517
00:26:20,200 --> 00:26:21,920
for the first quarter.

518
00:26:21,920 --> 00:26:23,320
I just want to understand
the numbers.

519
00:26:23,320 --> 00:26:27,160
You did 40,000 this year.
Yes.

520
00:26:27,160 --> 00:26:28,920
I guess here's
what I'm really asking.
Yes.

521
00:26:28,920 --> 00:26:32,920
You said something magical happens,
we went viral,

522
00:26:32,920 --> 00:26:35,720
and then we sold $40,000...

523
00:26:35,720 --> 00:26:38,600
Yeah.
..which would be really exciting.

524
00:26:40,640 --> 00:26:43,320
Danni, what am I doing wrong
with the math?

525
00:26:43,320 --> 00:26:45,800
Uh... So the... So....

526
00:26:45,800 --> 00:26:49,320
(SIGHS) um... I'm sorry.

527
00:26:51,000 --> 00:26:55,440
So the first year we sold
$600 worth of stock.

528
00:26:55,440 --> 00:26:58,240
Um, and then last year...

529
00:27:01,320 --> 00:27:02,320
Um...

530
00:27:05,000 --> 00:27:06,560
I can't remember off the top...

531
00:27:06,560 --> 00:27:08,560
So how did you...
How did you get to the $2 million?

532
00:27:08,560 --> 00:27:12,440
My projections are
that we can achieve

533
00:27:12,440 --> 00:27:17,600
1,000 Chicken Orbs a month
within the next 12 months.

534
00:27:17,600 --> 00:27:18,840
How?

535
00:27:18,840 --> 00:27:20,640
I'm going to increase my marketing.

536
00:27:20,640 --> 00:27:21,800
OK.

537
00:27:21,800 --> 00:27:24,360
This is a bit clucking mad, but...

538
00:27:24,360 --> 00:27:25,720
"Clucking mad!"
..I think...

539
00:27:25,720 --> 00:27:28,000
Did you just say, "clucking mad"?
I said "clucking mad."

540
00:27:28,000 --> 00:27:30,520
If you're hitting viral videos,
they're not all chicken owners.

541
00:27:30,520 --> 00:27:33,080
They're all just like,
"What is going on here?"

542
00:27:33,080 --> 00:27:35,760
So they're going
to the website to explore.

543
00:27:35,760 --> 00:27:40,160
So for us to suddenly apply such
a large valuation

544
00:27:40,160 --> 00:27:43,520
just based off a couple
of viral TikToks,

545
00:27:43,520 --> 00:27:45,600
the proof just isn't there.

546
00:27:45,600 --> 00:27:47,080
So, unfortunately...

547
00:27:48,240 --> 00:27:49,320
..I'm out.

548
00:27:49,320 --> 00:27:52,080
No worries. Thank you, Davie.

549
00:27:52,080 --> 00:27:55,000
Danni, I've never seen anything
like this,

550
00:27:55,000 --> 00:27:58,560
so I think the novel-ness
of it is...is outstanding.

551
00:27:58,560 --> 00:28:01,040
But to be honest, I know
that this is cage is

552
00:28:01,040 --> 00:28:04,360
to save the garden, but I'm still
just challenged about seeing

553
00:28:04,360 --> 00:28:05,560
a chicken in a cage.

554
00:28:05,560 --> 00:28:06,560
Sure.

555
00:28:06,560 --> 00:28:07,840
I'm out.

556
00:28:07,840 --> 00:28:09,040
Thank you.

557
00:28:09,040 --> 00:28:13,720
Danni, I think that if
you would have stepped in here today

558
00:28:13,720 --> 00:28:16,760
with a more reasonable valuation,

559
00:28:16,760 --> 00:28:19,960
then I would be willing
to take a flyer on you.

560
00:28:19,960 --> 00:28:23,160
The valuation just isn't
making sense for me.

561
00:28:23,160 --> 00:28:24,280
I'm out.

562
00:28:24,280 --> 00:28:25,960
Thank you.

563
00:28:25,960 --> 00:28:30,320
Danni, I think it's so innovative
what you've done in the design

564
00:28:30,320 --> 00:28:32,960
and finding a solution to a problem

565
00:28:32,960 --> 00:28:36,800
and just like getting hands-on
and doing it yourself.

566
00:28:36,800 --> 00:28:42,200
But to have made $13,000 in sales
over the last 12 months and to ask

567
00:28:42,200 --> 00:28:46,120
for a $2 million valuation,
it's just too much of a stretch.

568
00:28:46,120 --> 00:28:48,960
So...I'm out.

569
00:28:48,960 --> 00:28:50,320
Thank you.

570
00:28:51,520 --> 00:28:55,880
Danni, Chicken Lady, I don't worry
as much about valuation

571
00:28:55,880 --> 00:28:57,640
because I can control the equity.

572
00:28:57,640 --> 00:28:59,920
I could have made you
an offer on that.

573
00:28:59,920 --> 00:29:03,960
My issue, I guess,
is when you're going to ask

574
00:29:03,960 --> 00:29:06,120
an investor for $100,000,

575
00:29:06,120 --> 00:29:07,320
it's real money.

576
00:29:07,320 --> 00:29:09,200
You've got to know your numbers.

577
00:29:09,200 --> 00:29:10,720
Today, you didn't.

578
00:29:10,720 --> 00:29:12,320
I'm out.

579
00:29:12,320 --> 00:29:14,920
Thank you. Thanks, Sharks.
Thanks, Danni.

580
00:29:14,920 --> 00:29:17,160
Thanks.
Thank you.

581
00:29:17,160 --> 00:29:19,840
VOICEOVER: Unable to get
the ball rolling on a deal,

582
00:29:19,840 --> 00:29:23,360
Danielle leaves
the tank with nothing.

583
00:29:23,360 --> 00:29:26,960
It's the first time I've ever done
anything like this, so the nerves

584
00:29:26,960 --> 00:29:28,960
just got the better of me.

585
00:29:28,960 --> 00:29:31,680
I know that there's demand
for the Chicken Orbs,

586
00:29:31,680 --> 00:29:33,880
so this won't be the end of it.

587
00:29:41,000 --> 00:29:42,680
Watch everyday Aussies

588
00:29:42,680 --> 00:29:44,640
go after their business dreams
with full episodes

589
00:29:44,640 --> 00:29:47,840
of Shark Tank Australia on 10play.

590
00:29:53,400 --> 00:29:56,440
Businesswoman Kat Hanzalek
is on a mission

591
00:29:56,440 --> 00:30:00,920
to break down barriers and remove
the taboo around sexual health.

592
00:30:00,920 --> 00:30:03,560
KAT HANZALEK: The Sharks will be
really surprised about our product.

593
00:30:03,560 --> 00:30:05,560
I hope that I give them a little bit
of a giggle when talking

594
00:30:05,560 --> 00:30:09,240
about what it is, but also
from a serious note, it's important

595
00:30:09,240 --> 00:30:12,040
for us to target women
in this market because we want them

596
00:30:12,040 --> 00:30:14,680
to be educated, empowered
and feel sexy.

597
00:30:17,840 --> 00:30:20,280
God, I haven't seen
a condom in years.

598
00:30:20,280 --> 00:30:21,960
(LAUGHTER)

599
00:30:21,960 --> 00:30:23,600
What is a condom?

600
00:30:23,600 --> 00:30:26,200
Yeah, like...
That's what happens after
you have babies.

601
00:30:26,200 --> 00:30:27,800
Yeah.

602
00:30:27,800 --> 00:30:29,280
That's funny.
That is funny.

603
00:30:38,800 --> 00:30:40,000
Hello, Sharks.

604
00:30:40,000 --> 00:30:41,320
My name is Kat Hanzalek.

605
00:30:41,320 --> 00:30:43,640
I'm from Mount Beauty
Regional Victoria,

606
00:30:43,640 --> 00:30:46,280
and I'm one of the founders
of Get Down.

607
00:30:46,280 --> 00:30:51,720
Today I'm asking for $160,000
for a 20% stake in my business.

608
00:30:52,800 --> 00:30:57,680
We know that women are 40%
of condom buyers in market,

609
00:30:57,680 --> 00:31:00,520
but they're overwhelmingly
marketed towards men.

610
00:31:00,520 --> 00:31:01,880
I want you to picture this.

611
00:31:01,880 --> 00:31:04,040
You've just swiped right on
a dating application

612
00:31:04,040 --> 00:31:06,800
and your future Tinderella
or Prince awaits you.

613
00:31:06,800 --> 00:31:10,000
You shave every crevice,
put on your new sexy dress,

614
00:31:10,000 --> 00:31:12,760
and then it's time to head down
to the store to sort out
protection.

615
00:31:12,760 --> 00:31:15,840
with embarrassing sizes
like King, Extra king,

616
00:31:15,840 --> 00:31:17,680
Extra Galactic King,

617
00:31:17,680 --> 00:31:20,040
You don't know which one
you should be choosing.

618
00:31:20,040 --> 00:31:22,440
There's non-gynaecological-friendly
flavours

619
00:31:22,440 --> 00:31:24,080
that are all around cocktails

620
00:31:24,080 --> 00:31:25,840
and things that just really
shouldn't be down there

621
00:31:25,840 --> 00:31:27,120
in the first place.

622
00:31:27,120 --> 00:31:29,880
And then, additionally, you don't
know really where your rubber

623
00:31:29,880 --> 00:31:31,320
has come from.

624
00:31:32,520 --> 00:31:34,040
We've created these beautiful boxes,

625
00:31:34,040 --> 00:31:36,240
so when you put them
into your shopping basket,

626
00:31:36,240 --> 00:31:37,840
it looks like skincare.

627
00:31:37,840 --> 00:31:38,880
Sharks...

628
00:31:40,680 --> 00:31:43,000
..will you help us Get Down better?

629
00:31:43,000 --> 00:31:45,840
Um, Kat, I'm very distressed
by your story.

630
00:31:45,840 --> 00:31:47,200
It's the first date.

631
00:31:47,200 --> 00:31:49,000
Why are you getting down?

632
00:31:49,000 --> 00:31:51,680
We have to realise that times
have changed.

633
00:31:51,680 --> 00:31:54,440
People are having more casual sex
than they ever had before.

634
00:31:54,440 --> 00:31:57,960
In Australia, the rates
of STIs are increasing.

635
00:31:57,960 --> 00:31:59,360
Ay, ay, ay.

636
00:31:59,360 --> 00:32:00,560
Yeah, significantly.
Really?

637
00:32:02,040 --> 00:32:04,520
Could we see the packaging?
Yeah.
Absolutely.

638
00:32:04,520 --> 00:32:06,280
The branding and packaging
is amazing.
Beautiful.

639
00:32:06,280 --> 00:32:07,960
Yeah, it looks incredible.

640
00:32:07,960 --> 00:32:09,640
So this is the sixpack.

641
00:32:09,640 --> 00:32:11,600
This one is called the Motel.

642
00:32:11,600 --> 00:32:13,840
This is the one that would be more
appropriate for like,

643
00:32:13,840 --> 00:32:16,160
put it in your handbag
or your bum bag.

644
00:32:16,160 --> 00:32:17,840
CAT: Thank you.
There you go.

645
00:32:17,840 --> 00:32:19,280
It looks incredible.

646
00:32:19,280 --> 00:32:20,680
A modern condom.

647
00:32:20,680 --> 00:32:22,840
DAVIE: Is the condom
itself different?

648
00:32:22,840 --> 00:32:25,520
To the naked eye, you probably
couldn't tell the difference.

649
00:32:25,520 --> 00:32:27,880
We have partnered with Fair Rubber,
which means everything

650
00:32:27,880 --> 00:32:32,920
that it's made from is all
with sustainability in mind.

651
00:32:32,920 --> 00:32:36,400
Inside every condom packet
is a little connection-building game

652
00:32:36,400 --> 00:32:38,160
called "A little head or tail."

653
00:32:38,160 --> 00:32:41,720
VOICEOVER: Kat's quiz game
means her condoms

654
00:32:41,720 --> 00:32:44,800
address mental health as well
as physical health.

655
00:32:44,800 --> 00:32:47,960
So, Kat, we're about to get down.
Yeah.

656
00:32:47,960 --> 00:32:50,320
I open my package and I say,

657
00:32:50,320 --> 00:32:53,840
"But wait! We're going
to play a game."

658
00:32:53,840 --> 00:32:57,280
We encourage users to say,
"Hey, use some of these questions

659
00:32:57,280 --> 00:33:00,360
"as a framework to enable women
to feel comfortable with your
partner."

660
00:33:00,360 --> 00:33:02,840
So it's a way for people to talk
about their bodies...

661
00:33:02,840 --> 00:33:05,360
Absolutely.
..what they want, and so on.

662
00:33:05,360 --> 00:33:07,320
Hello, Kat. I'm Cat.
Hey, Cat.

663
00:33:07,320 --> 00:33:08,600
Great product.

664
00:33:08,600 --> 00:33:12,760
I'd like to get down a bit more
on what would you be selling

665
00:33:12,760 --> 00:33:16,120
a box of condoms for,
and then what does it cost you?

666
00:33:16,120 --> 00:33:19,400
Yeah, so that box there is $3.20,

667
00:33:19,400 --> 00:33:21,360
and that one sells for $16.50.

668
00:33:21,360 --> 00:33:22,640
How does that compare?

669
00:33:22,640 --> 00:33:24,880
It's been so long since
I've bought condoms!

670
00:33:24,880 --> 00:33:29,000
Yeah, we sit at the premium line
with the premium condoms.

671
00:33:29,000 --> 00:33:31,000
Tell us about how
you're marketing the product.

672
00:33:31,000 --> 00:33:34,680
We started the brand right
when the pandemic kicked off.

673
00:33:34,680 --> 00:33:37,440
I was nine months pregnant,
gave birth to my daughter,

674
00:33:37,440 --> 00:33:39,640
and then my partner lost his job.

675
00:33:39,640 --> 00:33:42,200
Wow.
And we're like, "We've got no money.
What are we going to do?"

676
00:33:42,200 --> 00:33:45,200
So I entered all of us
on a game show.

677
00:33:45,200 --> 00:33:47,680
My partner went on and then
he won $100,000.

678
00:33:47,680 --> 00:33:49,320
ALL: Wow!
Yeah.

679
00:33:49,320 --> 00:33:51,080
It's a logical play. Go on to...

680
00:33:51,080 --> 00:33:53,240
Yeah, go win a game show!

681
00:33:53,240 --> 00:33:56,120
So from that, I guess we then were
like, "OK, use this money

682
00:33:56,120 --> 00:33:57,600
"to buy the stock."

683
00:33:57,600 --> 00:33:59,600
How much inventory do you have?

684
00:33:59,600 --> 00:34:03,640
So if I was to sell all my product,
it would be 225,000 worth of it.

685
00:34:06,200 --> 00:34:10,120
When did the products arrive
at your home?

686
00:34:10,120 --> 00:34:11,760
Pfft. I'd say about 15 months ago.

687
00:34:11,760 --> 00:34:13,400
15 months?!
What have you been doing?

688
00:34:16,000 --> 00:34:17,560
I actually got really ill.

689
00:34:17,560 --> 00:34:20,200
I wasn't able to do any work,
which...I'm all better now.

690
00:34:20,200 --> 00:34:21,280
All sorted.

691
00:34:21,280 --> 00:34:23,080
And then second thing is, kids.

692
00:34:23,080 --> 00:34:24,960
Life doesn't wait for you,
though, Kat.

693
00:34:24,960 --> 00:34:26,720
If you're going to start a business,
let's...

694
00:34:26,720 --> 00:34:28,040
Yeah.
..let's be real.

695
00:34:28,040 --> 00:34:30,200
No, but I'm going to jump in.
Kat, I'm going to...

696
00:34:30,200 --> 00:34:31,720
I'm going to back you on this.

697
00:34:31,720 --> 00:34:35,680
I think we need to be really careful
with devaluing women

698
00:34:35,680 --> 00:34:37,680
who have children and being unwell.

699
00:34:37,680 --> 00:34:38,800
When were you really,

700
00:34:38,800 --> 00:34:40,920
"OK, now I'm going
to do this"?

701
00:34:40,920 --> 00:34:42,280
How many months ago?

702
00:34:42,280 --> 00:34:44,600
I'd say two months ago.

703
00:34:44,600 --> 00:34:46,840
Then Priceline approached us.

704
00:34:46,840 --> 00:34:48,360
Urban Outfitters approached us.

705
00:34:48,360 --> 00:34:49,840
And then they told us how much money

706
00:34:49,840 --> 00:34:52,360
that we would need to kind
of produce, and that's

707
00:34:52,360 --> 00:34:54,040
where we stopped.

708
00:34:54,040 --> 00:34:57,600
Can we focus a second
on Urban Outfitters?
Yes.

709
00:34:57,600 --> 00:34:59,280
Mm.
What happened to that?

710
00:34:59,280 --> 00:35:02,440
A buyer contacted us and was like,
"We want to order this many."

711
00:35:02,440 --> 00:35:03,440
How many?

712
00:35:03,440 --> 00:35:06,520
It was essentially, like,
200 grand worth,

713
00:35:06,520 --> 00:35:08,600
but it was way out of our budget.

714
00:35:09,640 --> 00:35:11,600
And so what happened
with the Priceline deal?

715
00:35:11,600 --> 00:35:14,160
Priceline, again,
we just don't have the money.

716
00:35:14,160 --> 00:35:17,160
OK, I started my first company
working out of my basement.

717
00:35:17,160 --> 00:35:20,960
I walk into General Electric,
they give me a $400,000 order.

718
00:35:20,960 --> 00:35:24,000
I walk out.
I'm like, "Yeah!" I'm on cloud nine.

719
00:35:24,000 --> 00:35:26,120
So I call the people
that make the product.

720
00:35:26,120 --> 00:35:30,160
The manufacturer says,
"Fantastic, Robert. When are you
going to send us the money?"

721
00:35:30,160 --> 00:35:32,040
I'm like, "What do you mean?"

722
00:35:32,040 --> 00:35:34,880
They're like,
"Well, you need to pay us."

723
00:35:34,880 --> 00:35:36,840
I'm like,
"Oh, that's how business works."

724
00:35:36,840 --> 00:35:38,240
Guess what I did?

725
00:35:38,240 --> 00:35:41,280
Drove to General Electric, knocked
back on the door and said,

726
00:35:41,280 --> 00:35:44,520
"Really appreciate the order, but
I don't have the cash to buy it.

727
00:35:44,520 --> 00:35:45,960
"Will you guys prepay?"

728
00:35:47,120 --> 00:35:49,200
And they did.

729
00:35:49,200 --> 00:35:52,000
You're going to have to learn
those lessons the hard way.

730
00:35:52,000 --> 00:35:53,760
In entrepreneurship,
it doesn't get easier.

731
00:35:53,760 --> 00:35:55,360
You just get better.

732
00:35:55,360 --> 00:35:57,000
Have you made any sales?

733
00:35:57,000 --> 00:36:00,000
Selling condoms - not easy.

734
00:36:00,000 --> 00:36:02,880
You've got to consider
TGA restrictions,

735
00:36:02,880 --> 00:36:04,600
all the medical guidelines.

736
00:36:04,600 --> 00:36:06,360
You have no sales.
No sales.

737
00:36:16,600 --> 00:36:19,080
You have no sales.
No sales.

738
00:36:19,080 --> 00:36:24,840
VOICEOVER: Kat's seeking $160,000 for
20% equity in her condom business.

739
00:36:24,840 --> 00:36:29,520
But with zero sales, has she blown
her chances of investment?

740
00:36:29,520 --> 00:36:31,160
That's not good.

741
00:36:33,440 --> 00:36:35,280
What are you going to use
$160,000 for?

742
00:36:35,280 --> 00:36:36,680
What's the next six months
look like?

743
00:36:36,680 --> 00:36:40,920
The $160,000 will go to fulfilment
of stock to be able to get,

744
00:36:40,920 --> 00:36:43,320
I would say, one big retailer
in Australia,

745
00:36:43,320 --> 00:36:45,400
and then having other big e-tailers.

746
00:36:45,400 --> 00:36:48,080
We have factored into that budget
adding lubricants...

747
00:36:48,080 --> 00:36:50,320
As a second product?
As a second product.

748
00:36:50,320 --> 00:36:52,240
It looks good because
then you can have a shelf

749
00:36:52,240 --> 00:36:53,680
with all your products together.

750
00:36:53,680 --> 00:36:56,240
I actually had a furniture business
that required massive events,

751
00:36:56,240 --> 00:36:57,480
so massive crowds.

752
00:36:57,480 --> 00:36:58,880
The worst thing for COVID.

753
00:36:58,880 --> 00:37:01,440
When Covid hit, I cancelled
a party that night.

754
00:37:01,440 --> 00:37:03,600
I went and took a photo
of every bit of furniture

755
00:37:03,600 --> 00:37:06,240
and set up a Shopify store
and launch ads that day.

756
00:37:06,240 --> 00:37:09,240
That is what I would
have expected here.

757
00:37:09,240 --> 00:37:11,920
So I'm out.

758
00:37:11,920 --> 00:37:13,200
No problem.

759
00:37:13,200 --> 00:37:18,000
I really admire the fact
that you are solving a problem

760
00:37:18,000 --> 00:37:20,080
that women genuinely have.

761
00:37:20,080 --> 00:37:21,360
Yeah.

762
00:37:24,160 --> 00:37:25,800
However...

763
00:37:29,640 --> 00:37:33,520
..I don't think you've quite yet
got product market fit.

764
00:37:33,520 --> 00:37:35,720
Yeah.
And so for that reason...

765
00:37:36,720 --> 00:37:39,520
I'm out.
Thank you.

766
00:37:39,520 --> 00:37:40,800
For me...

767
00:37:42,680 --> 00:37:47,080
..I didn't like the answer to, "What
are you going to do with the money?"

768
00:37:47,080 --> 00:37:50,160
You said, "I'm going to build
more product."

769
00:37:50,160 --> 00:37:53,040
That scares the crapola out of me.

770
00:37:54,600 --> 00:37:58,720
Man, if you would have said,
"I'm back, I'm Kat,

771
00:37:58,720 --> 00:38:00,000
"I'm going to do this thing,

772
00:38:00,000 --> 00:38:01,920
"I'm going to use that money
to go and sell,"

773
00:38:01,920 --> 00:38:04,200
I would have been interested.

774
00:38:04,200 --> 00:38:07,040
Not the right answer for me.
I'm out.

775
00:38:12,040 --> 00:38:15,600
I just want to clarify, there's
no other competitors doing this

776
00:38:15,600 --> 00:38:18,680
in the Australian market
and the US market?

777
00:38:18,680 --> 00:38:19,880
No.

778
00:38:21,000 --> 00:38:24,000
We really have huge ambitions
to get this product, you know,

779
00:38:24,000 --> 00:38:26,480
Australia-wide and then also
in the UK, Ireland

780
00:38:26,480 --> 00:38:28,600
and getting it
over there eventually.

781
00:38:34,040 --> 00:38:36,640
I do want to give you a chance.

782
00:38:36,640 --> 00:38:37,960
Yes.

783
00:38:40,720 --> 00:38:44,640
So I'll give the 160 at 20%,

784
00:38:44,640 --> 00:38:45,840
which is what you're asking for.

785
00:38:49,360 --> 00:38:50,760
I'll come in on that.

786
00:38:53,680 --> 00:38:57,080
I can give it my 110%, which is
what I do for my other roles,

787
00:38:57,080 --> 00:38:59,080
except with this,
I'm so passionate about this.

788
00:38:59,080 --> 00:39:01,280
It's like I just want
to make it work.
Kat, Kat, Kat...

789
00:39:01,280 --> 00:39:02,920
Close the deal.
Close the deal.

790
00:39:02,920 --> 00:39:05,200
Time kills.
Stop talking.
That's the... That's the first...

791
00:39:05,200 --> 00:39:06,600
..the first rule of selling, yeah?

792
00:39:06,600 --> 00:39:11,200
Yeah.
So this is my offer.

793
00:39:11,200 --> 00:39:12,600
Yeah.

794
00:39:12,600 --> 00:39:13,880
And I'd love to have Jane in on it.

795
00:39:16,120 --> 00:39:18,080
We'll give you the 160,000.

796
00:39:20,400 --> 00:39:23,040
We would need 20% each
of the business.

797
00:39:23,040 --> 00:39:24,640
So, 40%.
(DAVIE WHISTLES)

798
00:39:24,640 --> 00:39:29,640
And a $2 royalty
on the first 100,000 units sold.

799
00:39:29,640 --> 00:39:31,040
Whoa.

800
00:39:40,680 --> 00:39:42,120
Deal.

801
00:39:42,120 --> 00:39:44,360
(CHEERING)

802
00:39:44,360 --> 00:39:49,280
Thank you. (LAUGHS)
Thank you.
Well done.

803
00:39:49,280 --> 00:39:52,240
Oh!
Let's go sell some condoms.

804
00:39:56,800 --> 00:39:58,720
I'm really overwhelmed,
but I'm so excited.

805
00:39:58,720 --> 00:40:02,080
I've got two Sharks, both
with incredibly different skills.

806
00:40:02,080 --> 00:40:03,960
So it's a dream team.

807
00:40:03,960 --> 00:40:07,280
Sabri, what made you change
the offer on Jane?

808
00:40:07,280 --> 00:40:08,840
Why aren't I Sharkier?

809
00:40:08,840 --> 00:40:11,880
No, because you actually
have a good, fair, heart.

810
00:40:11,880 --> 00:40:13,960
Kind soul.
So does Sabri.

811
00:40:13,960 --> 00:40:15,720
No, he doesn't!

812
00:40:15,720 --> 00:40:18,080
Why?
King Kong heart.

813
00:40:18,080 --> 00:40:20,440
(LAUGHTER)

814
00:40:23,680 --> 00:40:27,560
VOICEOVER: Single mum Susan Toft is
determined to add some sparkle

815
00:40:27,560 --> 00:40:30,520
to one of those
dreary household chores.

816
00:40:31,520 --> 00:40:34,520
I'm a human fairy godmother
of laundry.

817
00:40:34,520 --> 00:40:37,040
Most people's chores
are our bread and butter.

818
00:40:55,080 --> 00:41:00,000
Hi, Sharks. I'm Susan Toft,
CEO of the Laundry Lady.

819
00:41:00,000 --> 00:41:03,240
The Laundry Lady is a mobile
laundry service,

820
00:41:03,240 --> 00:41:07,520
offering washing and ironing picked
up and delivered right to your door.

821
00:41:07,520 --> 00:41:09,880
We service a broad range
of customers,

822
00:41:09,880 --> 00:41:12,280
including residential customers,

823
00:41:12,280 --> 00:41:16,200
people living
with a disability through the NDIS,

824
00:41:16,200 --> 00:41:18,560
and lots of different
small businesses.

825
00:41:20,160 --> 00:41:23,320
We'll even wash your Oodies
and iron your Showpo outfits.

826
00:41:23,320 --> 00:41:25,600
I love it!

827
00:41:25,600 --> 00:41:26,800
Love it.

828
00:41:26,800 --> 00:41:30,280
And I'm here for a $750,000
investment

829
00:41:30,280 --> 00:41:31,760
for a 10% equity in my business.

830
00:41:31,760 --> 00:41:35,400
(THEY GASP AND WHISTLE)
Wow!
Wha...?! Ho-ho-ho!

831
00:41:35,400 --> 00:41:39,080
We deliver our services
through a team of 150

832
00:41:39,080 --> 00:41:41,360
Laundry Ladies and Lads.

833
00:41:41,360 --> 00:41:44,400
They are independent contractors
who all work from their own homes

834
00:41:44,400 --> 00:41:45,680
using their own cars and equipment.

835
00:41:45,680 --> 00:41:46,960
Mm.

836
00:41:46,960 --> 00:41:52,520
Since starting the business in 2020,
when our revenue was just $200,000,

837
00:41:52,520 --> 00:41:55,040
this year we'll hit 3.8 million...

838
00:41:55,040 --> 00:41:58,840
Wow.
..in revenue, and we're set
to double that again next year.

839
00:41:58,840 --> 00:42:01,120
But, Sharks,
we're just getting started.

840
00:42:01,120 --> 00:42:04,240
There's a lot of dirty laundry
out there and we would love

841
00:42:04,240 --> 00:42:06,000
to have you on the journey with us

842
00:42:06,000 --> 00:42:08,640
to clean it up with
the Laundry Lady.

843
00:42:08,640 --> 00:42:10,280
Wow, Susan.
Wow.

844
00:42:10,280 --> 00:42:11,800
That's so impressive.

845
00:42:11,800 --> 00:42:15,040
It's kind of like Uber for laundry.
I love that.
Yes!

846
00:42:15,040 --> 00:42:19,600
So run me through a typical
transaction along with its costs.

847
00:42:19,600 --> 00:42:20,960
So customers go online.

848
00:42:20,960 --> 00:42:23,960
The Laundry Lady or Lad will come
and pick it up from you,

849
00:42:23,960 --> 00:42:26,640
go away and wash or iron it
and bring it back to you

850
00:42:26,640 --> 00:42:28,680
same time the next day.

851
00:42:28,680 --> 00:42:32,880
It's $25 per load of washing,
and then ironing is per item.

852
00:42:32,880 --> 00:42:35,320
$25 for all of that?!
That's right.

853
00:42:35,320 --> 00:42:36,760
Yeah.
Seems cheap.

854
00:42:36,760 --> 00:42:37,800
Wow.

855
00:42:37,800 --> 00:42:39,440
Does that include the pick-up or...

856
00:42:39,440 --> 00:42:42,520
The pick-up is $12.50.
OK.

857
00:42:42,520 --> 00:42:47,160
And most customers spend on average
around $100 per service.

858
00:42:47,160 --> 00:42:48,480
On average?
Wow.
Yeah.

859
00:42:48,480 --> 00:42:50,880
Some customers will have weekly,

860
00:42:50,880 --> 00:42:53,160
some will even have
multiple times per week,

861
00:42:53,160 --> 00:42:57,280
particularly beauty salons
or some of our NDIS customers.

862
00:42:57,280 --> 00:43:01,400
So over the course of the year
they'll be worth $2,500 to you.
Exactly right.

863
00:43:01,400 --> 00:43:03,960
We have a 95% retention rate.
Wow.

864
00:43:03,960 --> 00:43:07,760
I will say that I have friends
that use the service,

865
00:43:07,760 --> 00:43:12,080
busy entrepreneurs
and they rave about it.

866
00:43:12,080 --> 00:43:14,720
Thank you.
Absolutely rave about it.

867
00:43:14,720 --> 00:43:16,920
Are there any competitors
in this space or are you

868
00:43:16,920 --> 00:43:19,040
the OG Laundry Lady and the only?

869
00:43:19,040 --> 00:43:21,080
So there's not really
any competitors

870
00:43:21,080 --> 00:43:22,960
on the national scale
that we are.

871
00:43:22,960 --> 00:43:25,360
We're certainly starting
to see some copycats.
Yeah.

872
00:43:25,360 --> 00:43:27,160
And they're a franchise model.

873
00:43:27,160 --> 00:43:29,920
We're very different, being
an independent contractor model.

874
00:43:29,920 --> 00:43:33,200
It means we can get our contractors
started really quickly,

875
00:43:33,200 --> 00:43:36,360
easily with low start-up costs,

876
00:43:36,360 --> 00:43:40,480
just $399 compared to
a franchise model,

877
00:43:40,480 --> 00:43:43,440
which costs $60,000 to join
and get set up.

878
00:43:43,440 --> 00:43:45,280
So do you get an override

879
00:43:45,280 --> 00:43:49,280
of what those
independent contractors are earning?

880
00:43:49,280 --> 00:43:53,080
Our contractors are paid
an 85% commission.
OK.

881
00:43:53,080 --> 00:43:57,480
So you as a company would get
15% of the 3.8 million,

882
00:43:57,480 --> 00:43:59,000
roughly 600,000.

883
00:43:59,000 --> 00:44:00,080
Yeah.

884
00:44:00,080 --> 00:44:01,760
So our margin is actually around 20%

885
00:44:01,760 --> 00:44:05,000
because we have the extra
revenue stream of the supplies.

886
00:44:05,000 --> 00:44:07,440
They purchase
that themselves through us.

887
00:44:07,440 --> 00:44:09,120
Do they have to buy your stuff?

888
00:44:09,120 --> 00:44:12,080
They do, yes, because we advertise
to our customers

889
00:44:12,080 --> 00:44:14,440
that that's the liquids
that are used.

890
00:44:14,440 --> 00:44:16,480
This is our first year
making a profit.

891
00:44:16,480 --> 00:44:19,120
And we'll have a net profit
of around $100,000.

892
00:44:19,120 --> 00:44:21,240
The first two years, we just went
really hard

893
00:44:21,240 --> 00:44:23,960
to try and get the business
to a sustainable level

894
00:44:23,960 --> 00:44:26,040
and grow it really fast.

895
00:44:26,040 --> 00:44:29,400
VOICEOVER: Susan is aiming
to deliver a spotless pitch,

896
00:44:29,400 --> 00:44:30,560
but Davie Fogarty

897
00:44:30,560 --> 00:44:35,360
wants to explore how she plans
to scale the Laundry Lady business.

898
00:44:35,360 --> 00:44:38,040
This is what we refer to as
a two-party marketplace

899
00:44:38,040 --> 00:44:40,680
because you've got the washers

900
00:44:40,680 --> 00:44:43,560
and then you've also got
the customers as well.

901
00:44:43,560 --> 00:44:46,160
What do you see as
the bottleneck for growth?

902
00:44:46,160 --> 00:44:49,760
Our bottleneck is definitely
the contractors.

903
00:44:49,760 --> 00:44:53,160
Certainly in the last 12 months,
labour shortages have been massive.

904
00:44:53,160 --> 00:44:55,640
So we are turning away customers
in some areas.

905
00:44:57,560 --> 00:45:01,240
You mentioned that you've just come
into profitability

906
00:45:01,240 --> 00:45:04,280
and you're focusing
on cash flow now.

907
00:45:04,280 --> 00:45:08,280
But now you're asking
for 750,000 and an investor.

908
00:45:08,280 --> 00:45:10,000
What is the plan?

909
00:45:10,000 --> 00:45:11,680
It's about being first to market.

910
00:45:11,680 --> 00:45:14,560
And that's really why we want to get
the investment

911
00:45:14,560 --> 00:45:18,120
and grow fast so that we
do have that market share

912
00:45:18,120 --> 00:45:20,640
before someone else comes along.

913
00:45:20,640 --> 00:45:23,240
I'm struggling with this one.

914
00:45:23,240 --> 00:45:25,800
When the concentration of
competition increases,

915
00:45:25,800 --> 00:45:29,080
I see that you're going to need
a lot more money

916
00:45:29,080 --> 00:45:31,120
as this journey continues.

917
00:45:31,120 --> 00:45:32,480
Interesting.

918
00:45:42,600 --> 00:45:44,440
I'm struggling with this one.

919
00:45:44,440 --> 00:45:47,640
When the concentration of
competition increases,

920
00:45:47,640 --> 00:45:50,800
I see that you're going
to need a lot more money

921
00:45:50,800 --> 00:45:53,440
as this journey continues.

922
00:45:53,440 --> 00:45:54,920
Interesting.

923
00:45:54,920 --> 00:45:57,160
And so for that reason...

924
00:45:57,160 --> 00:45:59,200
..I'm out.
Thank you.

925
00:45:59,200 --> 00:46:04,600
You're asking for quite a lot
of money at a significant valuation.

926
00:46:04,600 --> 00:46:09,120
Can you tell us what you would use
three quarters of $1 million to do?

927
00:46:09,120 --> 00:46:12,120
So there's three different areas
that we would focus on.

928
00:46:12,120 --> 00:46:14,800
The first is certainly marketing,
and then we would spend

929
00:46:14,800 --> 00:46:18,120
around a third continuing
to develop our digital systems.

930
00:46:18,120 --> 00:46:22,200
And then the third is really just
beginning on global markets.

931
00:46:22,200 --> 00:46:24,680
We're ready to launch into
New Zealand and we're starting

932
00:46:24,680 --> 00:46:27,600
to look at other markets
internationally.

933
00:46:31,720 --> 00:46:33,200
Jane?

934
00:46:36,000 --> 00:46:39,120
The whole two-sided
marketplace thing really scares me.

935
00:46:42,080 --> 00:46:43,960
At $750,000,

936
00:46:43,960 --> 00:46:47,360
it's just probably too much risk
for me to invest.

937
00:46:47,360 --> 00:46:50,000
So, for that reason, I'm out.

938
00:46:50,000 --> 00:46:51,920
Thank you.

939
00:46:51,920 --> 00:46:56,520
My feeling is if the business
was at a different size

940
00:46:56,520 --> 00:46:58,040
and it was a different valuation,

941
00:46:58,040 --> 00:47:00,120
then I would most definitely
consider it

942
00:47:00,120 --> 00:47:03,560
because I've only heard
amazing things about your service.

943
00:47:07,800 --> 00:47:10,000
I may regret it in five years...

944
00:47:12,480 --> 00:47:14,320
..but I'm out.
Thank you.

945
00:47:16,520 --> 00:47:21,640
Susan, I am extremely impressed
with the fact that you are helping

946
00:47:21,640 --> 00:47:28,400
with Labour in the home, but also
creating fabulous jobs for people

947
00:47:28,400 --> 00:47:30,640
on your contractor side.

948
00:47:30,640 --> 00:47:35,280
The challenge I have is really with
the valuation at 7.5 million.

949
00:47:35,280 --> 00:47:39,880
Feels a bit high and
for that reason I'm out.

950
00:47:39,880 --> 00:47:41,680
Thank you.

951
00:47:41,680 --> 00:47:42,880
And then there was one.

952
00:47:42,880 --> 00:47:45,440
VOICEOVER: Susan is in
the fourth year

953
00:47:45,440 --> 00:47:47,160
of her laundry delivery business,

954
00:47:47,160 --> 00:47:49,600
but four of the Sharks
have pulled out

955
00:47:49,600 --> 00:47:52,160
due to her high company valuation

956
00:47:52,160 --> 00:47:56,200
and the amount of money needed
to beat the competition.

957
00:47:56,200 --> 00:47:59,600
Robert Herjavec is the only Shark
left circling.

958
00:48:01,000 --> 00:48:04,440
Susan, Susan, I'm not going to tell
you what a great entrepreneur

959
00:48:04,440 --> 00:48:05,960
you are because you are.

960
00:48:05,960 --> 00:48:07,760
Thank you.

961
00:48:07,760 --> 00:48:12,120
There will not be
a Laundry Lady leader

962
00:48:12,120 --> 00:48:15,760
and multiple Laundry Lady followers.

963
00:48:15,760 --> 00:48:18,800
You've got to
be the winner takes all.

964
00:48:18,800 --> 00:48:20,720
You've got to win this marketplace.

965
00:48:20,720 --> 00:48:22,920
So I do think Sabri is right.

966
00:48:22,920 --> 00:48:24,360
You need more money.

967
00:48:27,720 --> 00:48:29,240
So I'll give you more money.

968
00:48:36,760 --> 00:48:39,480
I'll give you $1 million.
What?

969
00:48:43,760 --> 00:48:45,680
But I want 30%

970
00:48:45,680 --> 00:48:48,360
because I've been there.

971
00:48:48,360 --> 00:48:49,680
I see the risk.

972
00:48:49,680 --> 00:48:51,600
I see the scale problems.

973
00:48:51,600 --> 00:48:53,760
I'm trying to price in
the risk for me.

974
00:48:53,760 --> 00:48:55,160
So that's my offer.

975
00:49:07,320 --> 00:49:08,760
I will take it, yes.

976
00:49:08,760 --> 00:49:10,280
(CHEERING)

977
00:49:12,040 --> 00:49:14,840
Oh, my God.
That's awesome!

978
00:49:14,840 --> 00:49:16,040
Thank you.

979
00:49:17,440 --> 00:49:19,320
VOICEOVER: Susan and Robert
have made history,

980
00:49:19,320 --> 00:49:24,160
with the largest sum of money
invested in the tank so far.

981
00:49:24,160 --> 00:49:26,320
Well done.
Thank you.

982
00:49:26,320 --> 00:49:28,360
(EXCITED CHATTER)

983
00:49:28,360 --> 00:49:31,400
It was an amazing deal
from an amazing Shark,

984
00:49:31,400 --> 00:49:35,160
who I think, will be able to open up
international markets for us

985
00:49:35,160 --> 00:49:37,680
and help really grow the business.

986
00:49:37,680 --> 00:49:40,560
I am the Uber of laundry.
Oh, my God!

987
00:49:40,560 --> 00:49:43,080
Who would have thought?
Oh, that's exciting.

988
00:49:43,080 --> 00:49:45,080
That's a great deal, Robert.
I'm so excited.

989
00:49:45,080 --> 00:49:46,920
I've got to get my laundry done.
Yeah.

990
00:49:46,920 --> 00:49:49,680
CAT: Great work, Robert.
Oh, my God!
It's a great business.

991
00:49:49,680 --> 00:49:51,240
It is. Oh, my God.

992
00:49:51,240 --> 00:49:53,240
Captions by Red Bee Media