Практика Shadowing: Dragons Den CA S19E01 - Изучайте разговорный английский по видео

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Tonight on Dragon's Den.

So the island of Newfoundland is the foggiest place on earth. Is it?

We use atmospheric harvesting to collect our water to produce a unique, exquisite vodka.

What?

You're making this stuff up.

So dragons, who would like to see

Riley get his teeth brushed?

Yes!

You have no time for this business.

You want $50 ,000 for money.

Like, I don't understand why you're here.

Well, if only there was a dragon on this panel who knew something about franchising.

Yeah, right?

I don't know. Or cleaning.

Cleaning.

Shaq shine.

We can do ride shine.

I'm just letting you know, when you stand on that mark, you are signing up to be a gambler.

Well, cheers, dragons, season 19.

Cheers.

Cheers to my new peers.

Cheers.

Here we go.

and O2E Brands, an international empire of home service companies.

Brian was a high school dropout,

but at 19 he used his life savings to buy a $700 pickup truck and start a one -man junk removal service.

He turned one truck into 2 ,500 vehicles.

Now 1 -800 -GOT -JUNK is a global brand with more than 170 franchises between

Canada, the US and Australia.

One, two, three, go for growth!

But being the junk boss wasn't enough for this self -made millionaire.

He's applied his secret formula to turn home services into household brands, revolutionizing residential makeovers by first founding WOW One Day Painting,

and then cleaning up with his latest venture, home detailing service Shack Shine.

Thank you for doing this, it's great.

I was in the neighbourhood, wanted to pop by.

Today his three companies make up half a billion dollar empire.

But Brian has stayed humble despite his huge achievements and credits his success to the people he employs.

There you go.

Take care of our people.

They'll take care of our customers.

Take care of our customers.

They'll take care of our growth, our profits and our opportunity.

He's gone on to serve as a board member for the Young Entrepreneurs' Organization

and is a two -time best -selling author on how to build a business.

A big gathering, a thousand franchise partners all coming together.

What can we do to make it better?

Out of the boardroom, Brian enjoys all that beautiful British Columbia has to offer with his family.

Look at the bunnies.

Oh, another reason to have Hula on leash right now is all the bunnies.

Yeah.

Spending his time out on the water, biking trails, or hitting the slopes at Whistler.

Now this business pioneer is ready to blaze a new trail in the den.

First up...

We're good.

We got this, man.

We're good.

Brothers hoping their charming spirit will help them weather the den.

Hello, Dragons.

My name is Bill Tuff.

And I'm Kenny Tuff.

We're brothers originally from Marystown, Newfoundland.

I now live in Metcalfe, Ontario, and Bill in Moorinville, Alberta.

We're here seeking $150 ,000 for 5 % of our company.

Living in Alberta, I'm no stranger to wildfires.

Back in 2016, my family and I found ourselves in some of the most stressful moments of our lives during the hellish

Fort McMurray wildfires.

We finally found safety in my wife's hometown back in Newfoundland and Labrador.

It was a particularly foggy day, and my wife professed her love for how wet and foggy it actually was.

And it was at that moment the light bulb went off.

We were literally standing in what seemed like an endless supply of sustainable water.

And the idea was made and in that

Fog Distillery Co was created with our first product Fog Vodka.

Oh wow.

You drink these you're gonna be foggy.

Oh look at that fog coming in.

Fog is coming in guys let's drink the vodka.

So the island of Newfoundland is the foggiest place on earth. Is it?

Fog Distillery Co we use atmospheric harvesting to collect our water to produce a unique exquisite vodka.

Huh, what?

Without further ado, we will welcome the dragons to try our vodka.

Okay.

Well, cheers, dragons, season 19.

Cheers.

Cheers to my new peers.

Cheers.

Mmm.

Cheers.

Good.

Oh, God, you like it.

It leaves a little bit of a mist in my mouth.

Menjeet, is this good vodka?

This tastes like vodka to me, but I also can't tell the difference.

Yeah, but it actually is smoother.

It is a bit smoother.

How many times distilled is it?

100

I don't see it.

101

Four times.

102

Four times distilled.

103

Well, that's not really much.

104

A premium vodka is 10 times or more.

105

We like to think the fog water helps give it that nice, smooth, refined finish.

106

I can't wait to hear how you capture the fog.

107

Yeah.

108

I'm just like, OK.

109

Yeah.

110

There's a big bucket.

111

I bet you it's complex.

112

Actually, incredibly easy.

113

Easy.

114

What we actually do, we have specialized netting.

115

So the netting itself is a very passive system.

116

It requires zero energy to actually collect our water.

117

You're making this stuff out.

118

I'm 100 % serious.

119

So the fog will actually interact with the net.

120

And during that interaction, the fog is allowed to hit its dew point.

121

What will happen is the water will turn into a droplet form.

122

And droplet forms will then be agitated by wind to go down to the collection.

123

Okay, so how much water do you actually collect?

124

We can collect enough water in one year to produce 67 ,000 cases of vodka.

125

What?

126

What?

127

Is this where the term fill your boots came from?

128

No, but that's an excellent Newfoundland term.

129

Water is a big cost in alcohol production, as you know.

130

So essentially, your water is free.

131

Exactly.

132

Wow.

133

Guys, how did you come up with the idea to trap the fog to make vodka?

134

When I was young, I was watching a documentary on desert coastal communities and water scarcity.

135

And the idea is always stuck in my head, and that's where I came to learn about fog capturing technology.

136

Cloud capturing, actually, in that case, yeah.

137

So this existed already.

138

Yeah, so the technology, yeah.

139

Yeah, the technology existed.

140

Down in Chile and places like that where they have desert communities but high mountains, and they collect the water from the clouds,

141

which is piped down to the villages below.

142

Got it.

143

And you just said, hey, that could work in the foggiest place in the world.

144

Absolutely, absolutely.

145

Are there any impurities in the vodka?

146

I'm sorry, in the fog?

147

So what we're actually capturing, and we're quite proud of it, is we're capturing water that's coming off the Grand Banks of Newfoundland.

148

There's no, you know, amounts of air pollution.

149

And that fog that we're bringing in, what is actually forming around is the salt and minerals that are kicked up from the North Atlantic.

150

We like to say that you're actually getting a true taste of the North Atlantic right there.

151

Wow.

152

That is impressive, guys.

153

Thank you.

154

Thank you.

155

Tell us about your price, like what you're selling it for.

156

Sure.

157

What it costs us to make a bottle right now is $7 .34, and we're selling it for $9 .17,

158

which is a 20 % margin right now.

159

But since the inception of that, we've already negotiated our prices down in the packaging, so we're projecting 50 % margins in future sales.

160

And then what does it retail for?

161

We put it on retail for $39 .98.

162

Our initial market was Newfoundland and Labrador, and one thing that happened with us very recently, we actually got listing with the LCBO,

163

which I know is, for anyone that knows, that's quite the accomplishment.

164

Yeah, so it's brand new.

165

Congratulations.

166

What are your sales right now?

167

$34 ,000 in sales right now, showing a net profit of $7 ,000.

168

So we are a profitable company.

169

You aren't paying yourself out of that.

170

No, no, no. So you're not really profitable yet.

171

Fair point.

172

But having said that, 34 can sales, $3 million valuation.

173

Right.

174

So going back to the amount of water we could produce, if we were to sell those cases,

175

that would be over $7 .4 million in sales.

176

Right, but you're not there yet.

177

But we had to try and make a valuation that took into account our capacity and our performance.

178

And our performance started showing that, you know, we have broken into the world's biggest buyer of alcohol, the LCBO.

179

But at $39 retail, you're competing with a lot of other brands that have a lot of marketing dollars.

180

I'm not saying it's impossible, but I'm waiting for the plan that makes me think, yeah, these guys are going to get it done.

181

And, Manjee, beyond a plan, is the brand story enough here?

182

You know alcohol.

183

Is this enough of a brand story to differentiate in this space?

184

I think it is.

185

I think that it could be a couple more times distilled, but I absolutely think there's a really cool story here,

186

just like all of us thought.

187

But that's the start.

188

How do you sell it?

189

This is where we hope you come in.

190

Like, we're looking for brand awareness to make people realize that we're actually putting fog in a bottle.

191

What I want you to answer for me is, why did you think you could do this when nobody else has done it?

192

Well, just because I know me and I know Kenny, and I know that we were up to the challenge on it.

193

Simple as that.

194

It's just pure confidence in ourselves.

195

We know our work ethic.

196

We know our tenacity.

197

And here's your proof right here.

198

Good for you guys.

199

You guys are very endearing.

200

Like, what you need as a strategy is someone to follow you guys around all day long.

201

And bottle what you have. And bottle.

202

I actually really mean that.

203

Yeah.

204

That is how you are going to build a differentiated brand, is really you guys.

205

And the best part about that strategy is it costs nearly nothing.

206

You need to hire a kid to follow you guys around

207

and make content all day long about how you guys were crazy enough to capture the fog.

208

That creates leverage.

209

And you'll get there, but you're just not there yet.

210

So I'm out.

211

Bill and Kenny, you guys are great.

212

I want to make vodka with you guys, but your valuation is kind of giving me a hard time.

213

You know, I'm seeing double when I'm looking at your valuation here.

214

I'm gonna be out for that reason.

215

I am passionate about storytelling.

216

This isn't for me, but I would love to sit down with you guys over a vodka or two

217

and talk storytelling and figure out, because I agree with Michelle, you two brothers getting content out there,

218

telling your story, talking about the fog, the free water, it's unbelievable.

219

There's something here.

220

One of the reasons I came to the den was to understand all the different Canadian innovation,

221

and I would have never thought you can harvest fog and make vodka.

222

I wish you all the best and hope we sit down for a vodka one day.

223

Thank you very much.

224

I'm out.

225

Thank you.

226

Thank you.

227

Bill and Kenny, for me, I think it's a really fun, unique story.

228

It's a decent product.

229

Like, I do think that they're absolutely, for a premium product, there needs to be some tweaks,

230

and you're going to need a lot more than $150 ,000.

231

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

232

The wonderful thing about great stories is it gives you a foundation for a wonderful brand.

233

The challenge with building a wonderful brand is that it takes time, effort, and money for people to understand it enough

234

that they start to go to the stores to buy it off the shelf.

235

And I admire both of you, like, immensely.

236

I love the story.

237

I'm just, I'm really torn.

238

Like, the valuation is just so high.

239

So, I'm going to be out.

240

But, man, I love what you're doing. And good guys.

241

Yeah.

242

Good guys.

243

I would love to be their partner if they were a little bit further ahead.

244

Yeah.

245

Yeah.

246

I think we all would.

247

They're just too early.

248

And I don't have the foggiest idea about making vodka.

249

People love cat videos, and if you can incorporate a toothbrush and maybe some floss.

250

Hey, you guys didn't talk about floss.

251

I'm really concerned.

252

They actually love floss.

253

They actually love floss.

254

Next in the den.

255

It was a 45 -hour drive, but it's awesome to be here finally.

256

Super great.

257

Good boy.

258

You're going to do great.

259

All the way from B .C., a pair of entrepreneurs and their cat companion, who think they have the perfect pitch for the dragons.

260

A big cat.

261

Oh, hi.

262

Hi.

263

Hi.

264

Hi, dragons.

265

My name is Melanie, and this is my beautiful partner, Samantha, and this is our cat, Riley.

266

We drove here all the way from Vancouver, BC, seeking $150 ,000 in exchange for 15 % of our company, Ryercat.

267

Our story is, we took our cat, Henry, in for a routine vet visit, only to realize that his teeth were covered in tartar and plaque.

268

It was so bad that he needed surgery in order to remove it.

269

It was then that we discovered that over 70 % of cats have some form of dental disease.

270

And after spending $2 ,000 at the vet, we knew it was time to start brushing our cat's teeth.

271

But the biggest problem was that all the cat toothbrushes on the market were way too big for a cat's mouth.

272

Not to mention, they were hitting this big open nerve ending behind our cat's front teeth.

273

Of course they're going to hate it if you bump that at all while brushing.

274

So we decided to make our very own cat toothbrush.

275

Of course you did.

276

Our toothbrushes are a patented design based on feline anatomy to avoid hitting that open nerve ending behind cats front teeth.

277

It's micro -headed, dual -sided, it's made out of soft biodegradable cornstarch so you won't chip your cats teeth.

278

So dragons, who would like to see

279

Riley get his teeth brush?

280

Yes, yeah!

281

Ideally you want to brush your cats teeth once a day.

282

That's it?

283

It's kind of similar to our own teeth, right?

284

The Ryerkat toothbrush comes in nine different colours and retails online for $28.

285

We also have the pick side so you can pick out like extra debris in his teeth.

286

stuck in the back very often.

287

Melissa and Samantha say cats should change their toothbrush every three to four months.

288

Does Riley's mouth smell better after this?

289

Absolutely.

290

What will they think of next?

291

There's nothing else to think of, Wes.

292

They've got it all.

293

This is it.

294

I've seen it all in the den.

295

This is really expensive packaging.

296

This is, I know.

297

It's the iPhone of cat toothbrushes.

298

We wanted to make it premium, so we went with that.

299

It is premium.

300

How did cats ever survive before humans?

301

I'm always curious about how cats actually made it in the wild.

302

Like, how did they actually survive?

303

So cats that live on the street, cats that are in the wild, they have dental disease.

304

That's the short answer, is that cats are suffering in the wild with dental disease.

305

Okay, but cats, like, is it a bridge too far?

306

Maybe, like, is it a little bit too much?

307

I'm not, like, I'm not deemed disrespectful to the idea, but I...

308

Arlene has a good point, but I also know that humans are price insensitive in three categories.

309

Babies, weddings, and pets.

310

Just because you're going to make money at it doesn't mean you should.

311

So Samantha and Melanie, are you guys dental hygienists?

312

Like, what makes you the authority in cat teeth?

313

So my background, I work in Vancouver at a place called Anesthesia for Dentistry.

314

I'm a registered nurse there.

315

So I do have a background in dentistry.

316

That's a credible background, then.

317

Yes, okay.

318

Cover yourself.

319

My background is actually film and TV, but my biggest thing is the branding for Ryorkat.

320

I'm very picky.

321

I'm a perfectionist, so when it comes to colors and color schemes and how the packaging works, you have it going on.

322

You really do.

323

I will say that shows in the packaging, too.

324

Like, it's very well made, produced.

325

The packaging, the graphics, the designs, like, it's very well done.

326

Thank you.

327

Both of you very credible with the cat.

328

Thank you.

329

Thank you.

330

So are you really good at making content?

331

Yes.

332

You've blown this up making content if you're an ex -film producer?

333

On our TikTok and Instagram, we do have millions of views.

334

We've had several videos that have had millions of views.

335

Okay.

336

So what were your sales in 2023?

337

Last 12 months, we did $1 .1 million in sales.

338

In kitten toothbrushes.

339

Wow.

340

Yes.

341

Who would have thought?

342

Wow.

343

What a demand for cat toothbrushes.

344

Yes.

345

Lifetime sales is $1 .7 million.

346

I did not think you were going to say that name.

347

You know, just goes to prove my point.

348

Yay, we got you a million bucks.

349

A million down a baby.

350

Three dollars.

351

That's the best thing.

352

1 .1 million.

353

Man, okay.

354

And what are you projecting for 2024?

355

So we are working on launching a cat toothpaste.

356

Obviously, that's the next thing. Of course. Of course.

357

Why would you?

358

What is deep in cat dental?

359

Deep into cat dental because that's why everybody asks, well, what do I use for toothpaste?

360

Yeah, right.

361

Clearly.

362

So automatically, if we would have already had a toothpaste on the market designed specifically for cats,

363

that's double revenue right there because they're buying two products.

364

So to add in that to toothbrush, your revenue is going to be what, you think?

365

I would project us to be making between $3 .5 to $4 million next year.

366

Wow.

367

How much money did you guys make on the $1 .1 million?

368

So our margins after advertising is 52%.

369

What?

370

Okay.

371

So net profit overall would be about $250.

372

And you own 100 % of this?

373

Yes.

374

Okay.

375

So, you know, sometimes you get these businesses that are niche, that I'd put in the weird and wonderful category, that can print money.

376

And you might have discovered one of those right here.

377

Where do you see yourself in five years?

378

Paint a picture of that future.

379

So ideally, I would like to be in all the vet clinics.

380

You know, when you go to the store, you can find our product.

381

When you search for it online, you can find our product.

382

But vet clinics is exactly where you should be.

383

I mean, that makes a ton of sense.

384

Because they'll do the educating for you and get it in the hands of all of their pet owners, their cat owners.

385

I've got to think social must just be the ticket.

386

Like, people love cat videos and if you can incorporate a toothbrush and maybe some floss.

387

Hey, you guys didn't talk about floss.

388

I'm really concerned.

389

They actually love floss.

390

They actually love floss.

391

They do.

392

So actually making a catnip floss is in the brain.

393

Well, ladies, listen, I love your numbers.

394

Good job.

395

Thank you.

396

I'm still here going, why?

397

You know, I grew up poor in rural Jamaica, and there's certain things that I just don't get, like this business.

398

And so I'm going to be out.

399

When Wes says he doesn't get it, I get it.

400

I mean, people buy organic food now for their pets.

401

You know, our dog eats some

402

New Zealand organic fresh meat diet, and it seems to work.

403

As one dog does, you know.

404

Yeah.

405

I think it's cool what you guys are doing, and I hope you start a floss business.

406

I think it's a good add -on.

407

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

408

Melanie and Samantha, you guys are impressive.

409

Not only in a short amount of time have you built a business that is profitable, but has long runway and can become huge.

410

Utility, design, price, you got it.

411

Now it's about selling this.

412

Before the break, two dragons are out.

413

But will Manjeet see any potential in this cat toothbrush business?

414

You guys are impressive.

415

Not only in a short amount of time have you built a business that is profitable, but has long runway and can become huge.

416

Utility, design, price, you got it.

417

Now it's about selling this, and I want to help you do that.

418

I will offer you $150 ,000 for 20%.

419

I'm most compelled that you did this from a knowledge base with the passion that you have.

420

And I'm really interested that you already kind of have a road map to what you want to do into the future.

421

So I would give you $150 ,000.

422

Nah, I'd give you $150 ,000 for 17%.

423

And I promise you I do like cats.

424

Look, I'm a cat person through and through.

425

I have a meme chat with my siblings that our retirement plan is to own a giant cat farm.

426

Oh, no way.

427

You're going to need a lot of toothbrushes.

428

This is a great niche that I actually think you can build into a real company.

429

I would give you...

430

I would give you $150 ,000 for 15%,

431

but I would just want a 5 % royalty just till I get my money back.

432

And then the equity is the valuation you came for.

433

There is something to be said for a partner who doesn't make money until you make money.

434

Yeah.

435

You know, like, so that's the difference.

436

If you get your money back on a royalty deal...

437

You take it out of the business.

438

You have nothing at risk in the business.

439

I don't think that's fair.

440

That's true.

441

That's true.

442

Never in a million years would I have guessed joining this show

443

that some of the smartest investors on the planet would be competing over a cat deal.

444

See what they say.

445

For a cat toothbrush company.

446

Is there a world where all three of you would come in on a deal? In a parallel universe.

447

Well, I think that we already knew who we were coming here for today.

448

And Michelle, we would like to take your offer.

449

It seems like

450

Riley knew that too.

451

Oh, my goodness.

452

Oh, my goodness.

453

Thank you so much.

454

Excited to work with you.

455

They're not looking for income.

456

The babies I woke up today thinking I would not do was invest in kitten toothbrushes, but this is amazing.

457

You guys are awesome.

458

Thank you.

459

Thank you so much.

460

Thank you, everybody.

461

Appreciate it.

462

Was it perfect?

463

Meow, the work begins.

464

You did it.

465

You got the deal.

466

I'm also not willing to say that I don't stick my neck out or that I'm not special.

467

I will not subscribe to that.

468

I'm sorry.

469

Sorry.

470

I didn't say you're not special.

471

You did.

472

You said I'm not special enough.

473

There's nothing special about what you're doing in the business.

474

And me as a person.

475

I didn't say about you as a person.

476

You could watch the film.

477

You did.

478

Next in the den, a mom hoping her motivational jewelry will inspire the Dragons to make a deal.

479

Hello, Dragons.

480

My name is Rikki Barrett.

481

I'm from Napanee, Ontario.

482

My business is Glass House Goods, and I am here seeking $50 ,000 for a 10 % share in my company.

483

Six years ago, I was adjusting very poorly to life with a newborn and a toddler.

484

As many moms are, I was in a group chat with other moms who had kids around the same age as mine,

485

except that I was dealing with postpartum depression and anxiety, and out of a moment of self -preservation, I messaged the group to say,

486

I have to bow out.

487

I need to just take a step back for my own self.

488

After what felt like an endless silence, someone in the group wrote in, I'm so glad someone finally said something.

489

This really struck me.

490

We had wasted so much time just not being honest and supporting one another.

491

So this sparked my need to create

492

Glass House Goods.

493

My jewelry brand is meant to give strength and messages of hope in a funny and sassy, sometimes sweary way to other women.

494

All of my pieces have all the messaging on the inside only.

495

You can wear them around your kids, you can wear them to church,

496

and no one will know what is written on the inside except for you.

497

My goal is that women can gift these pieces to other women when they need to have that special boost.

498

So, Dragons, I'll have you take a look at the pieces that I've brought for you.

499

I need a bracelet that's like, shut the to my own brain.

500

Okay, so you're gonna be happy with what you see.

501

what they think.

502

I love it.

503

Oh, dear stress, let's break up.

504

Yeah.

505

I like that.

506

There's going to be a lot of bleeping.

507

You go high.

508

Yes.

509

Mine says, I am enough, which I like.

510

And I am enough, Brian.

511

The other one says, remember who the you are.

512

Can I ask what message is underneath your bracelet?

513

Yep.

514

I have one that says, your anxiety is lying to you.

515

Because today is going to be a day that would create a lot of anxiety.

516

And the third one I can't read on, or can't say on television.

517

Right.

518

It's fresh out of .

519

Ah, I like that one.

520

That's the one that you gave me.

521

I love that one.

522

I love that one.

523

I agree.

524

That's a best seller at market.

525

I did not anticipate you guys saying them out loud.

526

I love them.

527

So tell us about the business.

528

How many styles?

529

I have 39 phrases of bangles.

530

I also have rings that have hidden messages.

531

I have necklaces that have hidden messages.

532

Where do you get them made?

533

I get them made overseas in China.

534

How much does it cost you to produce?

535

How much does it cost you landed?

536

Delivered, packaged to my house, $5 apiece.

537

Okay.

538

And I retail them for $24 ,000.

539

And it's all online, your sales?

540

Yes.

541

And what was your sales last year?

542

The year before, I was $277 ,000.

543

Yeah.

544

And then last year, I had a dip to just under $200 ,000.

545

Okay.

546

And this year, what do you think you'll do?

547

I'm projecting to be the same as the year before.

548

So about $200 ,000.

549

Just around $300 ,000.

550

Why not more growth?

551

The reason why I believe I haven't grown more is that I'm just one woman and I have two kids,

552

a husband, and I work full -time as a high school counselor.

553

So while I eat, sleep, and breathe this business...

554

It's a side hustle still.

555

Yeah, and the goal was never to work two full -time jobs, which is currently what I'm doing.

556

I've reached the ceiling as far as I can bring it.

557

Now I need to...

558

Well, have you really?

559

Because you're not working full -time in it.

560

Imagine if you put all of your hours in this.

561

Yeah, well, I'm stuck because I love my career.

562

Is this making you enough money that you could leave your career counselor job?

563

It is, but I'm not a gambler, and I work for the government.

564

Ricky, Ricky, Ricky, you're standing on that mark.

565

I'm just letting you know, when you stand on that mark, you are signing up to be a gambler.

566

Yes.

567

A risk taker, nothing else.

568

No risk, no reward.

569

I'm sorry, I'm sorry.

570

Those that don't take risks don't drink champagne.

571

I feel like this is my risk.

572

By coming here...

573

No, no, no, I'm sorry.

574

I'm sitting here going, are we seriously not challenging Ricky on this stuff?

575

You have no time for this business or very little time for this business.

576

You want $50 ,000 off our money.

577

And you're telling us all the things that you're not able to do to take this business to the next level.

578

Like, I don't understand why you're here.

579

I think, well, she's here for help.

580

I mean, she's an entrepreneur.

581

We're not here to do that.

582

And she's testing the orders.

583

We're here to build people's businesses for them.

584

I think it's about working smarter and not harder.

585

To build our business.

586

And you get to a certain point where you need to say, now I need to take someone on, I need to...

587

No, working smarter means that you be all in.

588

I feel like it's smart business to be able to say

589

when you've taken something as far as you can and you need more for it.

590

It's smart business to do that.

591

What's not smart is to ask an investor to then invest in that.

592

Do it for you.

593

So the problem is that you're basically saying, I've taken it as far as I can and I can't take it farther.

594

That's something you should sell their business.

595

Like, you should actually sell your business.

596

I still want to own this business.

597

I want to be the person behind this business.

598

But I have to take the risk.

599

You have to take the risk.

600

There is no way around this.

601

Unless you want just a lifestyle business.

602

Ricky, you can keep talking to these guys, but I can give you my answer, okay?

603

There's no moat around your business, so anyone can do it.

604

Usually when there's no moat around a business, then we look at the person behind the business,

605

the entrepreneur, and go, are they going to kill the competition because there's something special about them?

606

You haven't shown that.

607

I'm out.

608

Ricky, $300 ,000 is nothing to sneeze at you've done really well as a side hustle

609

and Wes I think that's a little harsh

610

because I think she's got a lifestyle business not a scalable investable

611

and that's okay asking for my money well that's what I'm saying you're already not giving it

612

so yeah you said no I I think

613

it's fair as an investable business to have someone say I don't want to invest

614

and Wes has voted but you still have a great business I

615

understand what you're saying about going all -in

616

but I am also just not from the school of people that think that a woman can only do one thing.

617

I am a mom and I am a wife

618

and I am a counsellor and I am a businesswoman

619

and I can do them all but I'm also not willing to say

620

that I don't stick my neck out or that I'm not special.

621

I will not subscribe to that.

622

I'm sorry.

623

Sorry, I didn't say you're not special.

624

You did, you said I'm not special enough.

625

There's nothing special about what you're doing in the business.

626

And me as a person.

627

I didn't say about you as a I said the business is not special.

628

Look, I get it.

629

When I started Bitopia, the e -commerce company, I had a really good corporate job.

630

I was one of the youngest directors ever.

631

I did not want to leave.

632

And I literally had to sit there with my business partner as he yelled at me and he goes, Michelle, if you don't quit your job,

633

this is never going to work.

634

And I probably cried, and then I quit three days later.

635

And it was the only thing that changed my career.

636

So you're going to have to take that plunge if you want to build something more than a lifestyle business,

637

and those are the ones that I invest in.

638

So for that reason, I'm out.

639

I think as an entrepreneur, we need to take some risks.

640

I dropped out of college.

641

That was a big risk that I didn't know if it would pay off or not.

642

Full respect for what you've built and the side hustle you've built and keep building it,

643

but I think if you hold on to both and that's okay, there's just not the opportunity to grow it as an investment,

644

and for that reason, I'm out.

645

If you're not willing to take the risk, neither am I.

646

I'm out.

647

Rikki, you are a small business owner.

648

There is nothing wrong with that.

649

Thank you.

650

But it's just not the type of investment that I would invest in, so I'll be out for that reason.

651

Oh.

652

Erleyn, how is this a small business?

653

This is not a small business.

654

This is not a small business.

655

Sure, you call it a small business.

656

Sure, this is a solopreneur business.

657

This is not a small business.

658

Yes, it is.

659

It's a side hustle.

660

There's a difference between a small business and a side hustle.

661

No. This is a side hustle.

662

She's generating revenue and she's paying taxes.

663

That's not the definition of a small business.

664

Come on, you guys.

665

Knocking on doors puts hair on your chest.

666

Oh, yeah.

667

Like a new work with our attorney.

668

It makes you the strongest.

669

I knocked on doors.

670

That's right.

671

When you go door to door and talk to a partner.

672

The best training to be an entrepreneur is knock on people's doors.

673

It is so hard.

674

And finally, an entrepreneur from Toronto, hoping the Dragons will appreciate his attention to detail.

675

Dragons, my name is Ryan O 'Neill Knight here from Ajax,

676

Ontario, pitching for $150 ,000 for 18 % of my company, Detailing Nights Canada.

677

We provide mobile, waterless car cleaning using plant -based, eco -friendly cleaning supplies.

678

But what best to demonstrate than going out and finding the dirtiest car in the parking lot?

679

The dirtiest car in the parking lot.

680

I love it.

681

It's not Wes's.

682

My car is never dirty.

683

I know, right?

684

What happened to my car?

685

Whoa.

686

What the?

687

Oh, oh, oh.

688

If the car comes with the deal, I'm in.

689

Hey, Ryan, if you scratch that bad boy, I'm coming after you, man.

690

But Detailing Nights, we provide mobile waterless car cleaning, going to clients' homes or their offices, cleaning their cars on the spot without using water.

691

Over the years, we've worked with over 5 ,000 clients.

692

Clients include Zipcar, Enterprise Auto Share, and car dealerships around the city.

693

But I feel the next evolution of our company is franchising.

694

So is it crazy for a knight to be here asking a dragon for help?

695

Wes, you wanna come check it out?

696

Yeah, absolutely man.

697

I gotta check it out.

698

Check that bad boy out.

699

Detailing Nights has three locations in the greater Toronto area.

700

And you'll notice it is not scratching.

701

Oh yeah.

702

We're able to go to a person's house.

703

Packages range from basic detailing for $129 to a premium exterior and interior clean for $279.

704

Whoever owns this Ferrari shouldn't own a Ferrari.

705

Seriously.

706

No, appreciate that.

707

That's good, man.

708

Fantastic.

709

Fantastic.

710

Well done.

711

I approve.

712

Yeah.

713

Ryan, so I've never heard of waterless cleaning.

714

So what's the advantages?

715

It really helps to increase convenience.

716

Also, instead of wasting 100 gallons of water cleaning a car, we're able to use only six ounces.

717

So what's your story?

718

What's your background?

719

You know, I started a company back in 2009, was laid off two weeks before my wedding.

720

And that was a real gut shot.

721

No kidding.

722

It reminded me that my dad always said, hey, if you want to control your own destiny, start a business. So true.

723

Being able to start the business and use it as a tool to teach others to start businesses too.

724

Because I've gone through College Pro Painters, and I know you've hired through College Pro Painters,

725

so I love the concept of being able to teach high school,

726

university students to show them they have the potential to start a business by using our company as a mini example.

727

But the road to success is paved with hundreds of car deal tailing companies, like hundreds.

728

Yes.

729

The thing I love right now is there's no household name in car cleaning.

730

So we want to become that household name, similar to Molly made.

731

Yeah.

732

I know, wow, one day painting is a household name.

733

So being able to take car cleaning into

734

that open space to actually have a proper system that you can put in a box,

735

teach to anybody in any city where there are cars around the world, that's what we want to build here.

736

Well, if only there was a dragon on this panel who knew something about franchising.

737

Yeah.

738

I don't know.

739

Cleaning.

740

Home services with a massive cost of your base.

741

Shack shine.

742

We can do ride shine.

743

So what were your revenues in 2023?

744

I'll say on average $120 ,000.

745

The downtown area did about $150 ,000.

746

All together?

747

Over $400 ,000.

748

What will you do this year?

749

We're projecting to hit that half a million.

750

I want to see each location do $150 ,000 each.

751

That, to me, proves the viability that we can open up a new city.

752

How much money did you make on the $400 ,000 last year?

753

Gross is about 48%.

754

Are you paying yourself a salary?

755

No. How are you living without a salary?

756

I do work part -time for a non -profit, the Afro -Caribbean Business Network, so that does offer a bit of salary,

757

but I'm ready to go full 100%.

758

Could you talk about that network?

759

Absolutely.

760

So we started the Afro -Caribbean Business Network about six years ago, and it was really because I was building back from a personal bankruptcy.

761

I didn't have the support around me to build this company properly.

762

So we brought six other entrepreneurs together to create an entity that would help them exponentially grow their companies.

763

And to date, we have over 6 ,000 black entrepreneurs in our network.

764

Amazing.

765

We do micro -lending.

766

Amazing.

767

We do marketing and sales for them.

768

We've worked with youth that are out of detention to show them they have the potential to start a business.

769

You're a real community builder, Ryan.

770

I appreciate that, Manjeet.

771

What would you charge for a franchise?

772

So about $25 ,000 would get you up and going.

773

That's it?

774

No franchise fee?

775

There's no percentage.

776

Oh, the royalty.

777

Yeah, the royalty.

778

Right, we do 8 % of sales.

779

8 % of sales, okay.

780

That's pretty standard.

781

That's pretty standard.

782

I'm reading your book, that's why.

783

Oh, you are.

784

Awesome.

785

Thank you.

786

You have some franchise experience having been with College Pro.

787

Yes.

788

Some of our best people have come from College Pro.

789

They nail how to systematize a business.

790

Why do you want to franchise?

791

I feel being able and learning from them that you can put a business in a box and learning how to clean,

792

I mean, to paint houses is way more difficult than cleaning cars, I feel. Of course.

793

So if you can teach a college student or a high school student

794

or a university student how to start a painting company, that business in a box, I feel, is really powerful.

795

And one of my missions is to teach young entrepreneurs that they can start businesses.

796

And then from there, we're able to grow with them.

797

I'm a big fan of that, too.

798

I think when you start really early becoming an entrepreneur, it's so much easier to grow out.

799

College Pro is very good at getting their franchisees to find customers by door knocking.

800

How do you acquire customers?

801

We love door knocking.

802

And to me, knocking on doors puts hair on your chest.

803

Oh, yeah.

804

It makes you the strongest.

805

I knocked on doors.

806

And that, to me, battle tests you.

807

And even when we talk to our high school and college students, when you go door to door and talk to a client...

808

The best training to be an entrepreneur is knock on people's doors.

809

It is so hard.

810

All that teaches you how to be resilient.

811

Yeah.

812

And for me, entrepreneurship is persistency and consistency.

813

You're very impressive.

814

You really are.

815

I appreciate that.

816

You're very impressive.

817

Thank you so much.

818

This is a space we've been following forever.

819

We knew that one day we would be in the space.

820

It makes sense.

821

We shine people's homes.

822

Why not shine their rides?

823

Yes.

824

What excites me the most about this is you.

825

Okay.

826

You're building a community with a massive smile.

827

You believe in entrepreneurship.

828

100%.

829

I will give you the 150 you're asking for, but I want 25 % of the business.

830

All right.

831

That's a great offer.

832

You're very impressive.

833

Thank you so much.

834

And you think big, which is what we want on the show.

835

We want people who think big.

836

But as far as investing, I'm going to be out.

837

Ryan, I love what you're doing for the community.

838

Congratulations.

839

What you've done this far, I wish you luck, but I'm up.

840

Okay.

841

I think you as a founder has an enormous amount of presence, of optimism, and of grit.

842

And I would back you in a heartbeat.

843

I think on this deal you have, you know, a way stronger partner.

844

I'm going to be out.

845

I support the work you're doing to build up other entrepreneurs.

846

Yes, appreciate that, Wes.

847

Sometimes in our community we go, I'm successful so everybody else can stand behind me.

848

And you're bringing everybody else along.

849

That's fantastic.

850

But I'm going to be out because I think you have an amazing partner already.

851

I'll kick myself if I don't ask.

852

Are you willing to do 22 .5?

853

Ryan, you have three locations.

854

This man can take you nationally, okay?

855

Whatever you're going to haggle over and negotiate over

856

pales in comparison to what he's going to be able to do for you.

857

I got to stick to the 25.

858

Brian, you got a deal.

859

Yes!

860

Woo!

861

My man.

862

Oh.

863

I appreciate you.

864

Thank you.

865

It's awesome.

866

Great meeting you.

867

Great meeting you.

868

Congratulations.

869

Thank you, Ryan.

870

Let's go!

871

Brian's going to be a great partner for him.

872

Woo!

873

He's going to be fun.

874

He's a community builder.

875

He's doing this for the right reasons, and it's going to be awesome.

876

Coming up this season...

877

Woo!

878

I like the walk.

879

I like the swagger.

880

Look at that.

881

I am here today for $4 million.

882

What?

883

10 % of my company.

884

What?

885

I'm not kidding. And later...

886

Hello there.

887

Okay, feels kind of nice.

888

For the first time ever, a celebrity dragon looking to carve out his own space in the den.

889

I want to do $100 ,000, but I would want a 2 % royalty on all sales.

890

This season, the drama is real.

891

I'm here for a franchise.

892

Don't say the F word.

893

So what's your offer, Michelle?

894

$2 .25 for $20?

895

Or the royalty deal?

896

Not or, like...

897

I think you guys are going to figure this out, and that's what I hope entrepreneurs do is they learn from the nose.

898

I'm going to throw you a curveball.

899

Okay.

900

I want to buy the company.

901

Whoa.

902

Oh, wow.

903

And the stakes are higher than ever.

904

I wanted to make my parents proud.

905

They had passed away just when I had watched this 10 years ago.

906

Just the fact that someone has a little bit of faith in me means a lot.

907

I feel it's a very out -of -body experience right now.

908

Look, we're just a couple of Asian kids from the 905, all right?

909

Michelle and Brian, we would love to do it too.

910

Thank you.

911

After all that.

912

Thank you.

913

There's no words to describe how I feel.

914

I don't get surprised much in the den, but I just got surprised.

915

Blown away.

916

Mind blown.

917

Mind blown.

918

Mind blown.

919

Put some money in your mouth

920

Is your mama said that you know it's real

921

Put some money in your mouth

922

And your hands fly up on the wheel

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FOR YOU

Лексика и советы по произношению к этому уроку

Этот урок разговорной практики построен на видео «Dragons Den CA S19E01». В этом видео 921 предложений и 7283 слов для шедоуинга. Речь длится 43:52. Говорящий говорит в естественном темпе, около 166 слов в минуту, близком к повседневной речи. 82% слов входят в 3000 самых частых слов английского языка; остальные стоит разобрать перед занятием.

Ключевая лексика этого видео

15 слов из видео, которые стоит выучить, с произношением и значением:

Слово	Произношение	Значение
dragon существительное	/ˈdɹæɡən/	драко́н, змей
vodka существительное	/ˈvɑdkə/	во́дка, горе́лка
entrepreneur существительное	/ˌɑn.tɹə.pɹəˈnɝ/	предпринима́тель, предпринима́тельница
cheers	/t͡ʃɪəz/	за ва́ше здоро́вье, за твоё здоро́вье
knock глагол	/nɑk/	стуча́ть, сту́кнуть
shine глагол	/ʃaɪn/	свети́ть, сия́ть
impressive прилагательное	/ɪmˈpɹɛsɪv/	впечатля́ющий, внуши́тельный
capture глагол	/ˈkæp.(t)ʃɚ/	захва́тывать, захвати́ть
collect глагол	/ˈkɑlɪkt/	собира́ть, собра́ть
invest глагол	/ɪnˈvɛst/	вкла́дывать, вложи́ть
dental прилагательное	/ˈdɛn.təl/	зубно́й
royalty существительное	/ˈɹɔɪəlti/	ца́рственность, вели́чие
hustle глагол	/ˈhʌsəl/	спеши́ть, торопи́ться
package существительное	/ˈpæk.ɪd͡ʒ/	паке́т, посы́лка
premium существительное	/ˈpɹiː.miː.əm/	приз, вознагражде́ние

Фразовые глаголы, которые вы услышите

Слово	Значение
build up глагол	накапливаться, скапливаться
come off глагол	отвалиться, отсоединиться
come up глагол	поднима́ться, подня́ться
come up with глагол	придумывать, приходить в голову
figure out глагол	разбира́ться, разобра́ться
go off глагол	взрыва́ться, взорва́ться
go out глагол	выходи́ть, вы́йти
grow up глагол	расти́, выраста́ть

Фразы, которые стоит повторять

Короткие законченные фразы из видео, которые пригодятся в повседневном разговоре:

What can we do to make it better?
I'm sorry, in the fog?
What are your sales right now?
How do you sell it?
I'm still here going, why?

Грамматика в этом видео

Конструкции, которые говорящий использует чаще всего, с точными словами из видео:

Конструкция	В видео
Present Perfect have/has + причастие прошедшего времени — прошлое действие, важное сейчас	has stayed · have specialized · we've already negotiated
Пассивный залог be + причастие прошедшего времени — важно, что происходит, а не кто это делает	was made · was created · is allowed
Придаточные определительные who / which + предложение — уточнение о человеке или предмете	jobs, which is · big, which is · people who think

Произношение, на которое стоит обратить внимание

Говорящий использует 211 сокращённых и редуцированных форм, например I'm, you're, we're. Произносите их коротко, так, как слышите.

Звуки «th»: smooth /smuːð/, breathe /bɹiːð/, gather /ˈɡæðɚ/, toothbrush /ˈtuːθ.bɹʌʃ/, toothpaste /ˈtuθpeɪst/
Звуки «sh» и «zh»: shine /ʃaɪn/, capture /ˈkæp.(t)ʃɚ/, valuation /ˌvæ.ljuːˈeɪ.ʃən/, brush /bɹʌʃ/, congratulations /kənˌɡɹæt͡ʃəˈleɪʃ(ə)nz/
Длинные слова — следите за ударением: entrepreneur /ˌɑn.tɹə.pɹəˈnɝ/, valuation /ˌvæ.ljuːˈeɪ.ʃən/, anxiety /æŋˈzaɪ.əti/, congratulations /kənˌɡɹæt͡ʃəˈleɪʃ(ə)nz/, utility /juːˈtɪlɪti/

Звуки, трудные для русскоязычных:

/w/ — губы округлены, это не /v/: runway /ˈɹʌnweɪ/, whoa /woʊ/, microwave /ˈmaɪkɹoʊˌweɪv/, exquisite /ɪkˈskwɪzɪt/, awareness /əˈwɛɹ.nəs/
/h/ — лёгкий выдох, а не русское «х»: hustle /ˈhʌsəl/, household /ˈhaʊshoʊld/, hire /ˈhaɪɹ/, harvest /ˈhɑɹ.vəst/, whoever /huˈɛvɚ/
Звонкие согласные в конце слова — не оглушайте их: cheers /t͡ʃɪəz/, franchise /ˈfɹænt͡ʃaɪ̯z/, impressive /ɪmˈpɹɛsɪv/, package /ˈpæk.ɪd͡ʒ/, household /ˈhaʊshoʊld/

Как заниматься с этим видео

Прослушайте всё видео один раз молча и выпишите незнакомые слова.
Начните со скорости 0,75×, повторяйте предложение за предложением и вернитесь к обычной скорости, когда станет легко.
Запишите себя и сравните с оригиналом, обращая внимание на такие слова, как dragon, vodka, entrepreneur.

Что такое техника Shadowing?

Shadowing — это научно обоснованная техника изучения языка, изначально разработанная для подготовки профессиональных переводчиков и популяризированная полиглотом доктором Александром Аргуэльесом. Метод прост, но эффективен: вы слушаете аудио на английском от носителей языка и немедленно повторяете вслух — как тень, следующая за говорящим с задержкой в 1–2 секунды. В отличие от пассивного прослушивания или грамматических упражнений, Shadowing заставляет мозг и мышцы рта одновременно обрабатывать и воспроизводить реальные речевые паттерны. Исследования показывают, что это значительно улучшает точность произношения, интонацию, ритм, связную речь, понимание на слух и беглость речи — что делает его одним из самых эффективных методов для подготовки к IELTS Speaking и реального общения на английском.

Техника шедоуинга: читать полное пошаговое руководство →

Практика Shadowing: Dragons Den CA S19E01 - Изучайте разговорный английский по видео

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Как заниматься с этим видео

Что такое техника Shadowing?