         # Long time ago
     # There was a mama's boy
          # A little fat
    # Cos food brought him joy
         # His mama makes
     # The best chilli paste
       # When he left home
    # He missed all that taste
          # What taste?
       # Sweet chilli paste
       # Fire chilli paste
         # I'm so in love
     # With your exotic taste
       # You'll understand
   # What's all the cra-a-a-ze
        # It's time to buy
           # And invest
  # In Mak Tok's chilli paste. #
               OK.
      Well done, well done.
               OK.
    Hi, my name is Will, and
    I'm the heart of Mak Tok.
 At Mak Tok, we make one of the best
  Malaysian artisans in the UK and
         possibly the world,
        based on a recipe
      I nicked from my mum.
     So what makes our chilli
      paste so interesting?
   Number one - it's versatile.
 Have it as a dip, cook with it,
 or turn it into a curry sauce.
      Two - it's delicious.
       Try marinating with
       some chicken thigh,
  grill it in the oven, squeeze
   a tiny bit of lime over it
     and there you have it -
     succulent chicken satay.
  And three - it's irresistible.
      Just like yours truly.
  We started in May 2017, and we've
 sold more than 8,000 units to date.
  We've recently launch into our
 first supermarket, that's Booths,
 and we'll be exporting to the likes
 of Germany, Austria and Switzerland
      in a couple of months.
 I'm asking for £50,000 in return
  for 20% of my little company.
  And together let's bring Mak Tok
 to every kitchen and to every heart
        across the world.
 I know we'll get there because my
  name is Will, and when there's
      a will, there's a way.
      Well done. Well done.
         That was great.
    Let me pass you something
      for you guys to try.
 With a burning ambition to make
   a success of his fledgling
      chilli paste company,
         it's Will Chew.
  Mm, thank you. You're welcome.
    It's got a bit of a kick,
         hasn't it? Yep.
    It's quite nice, actually.
           It's lovely.
    Peter Jones is no stranger
 to propelling sauces to success.
     He's the first to open
  the lid on this cheeky chap's
        condiment company.
 The last person that entered the Den
  with a sauce and playing a guitar
  walked out with an investment.
 And today he's a multi-millionaire.
       You're looking to be
        the second person.
 I don't want to be a second person,
  cos that will be a shadow of him.
 But I think I can be my own person.
 And with the help of you guys here,
   I think we'll do great things.
 So, in essence, then, you've got
     a range of chilli pastes
     under the brand name of
          Mak Tok. Yes.
  When I moved to the UK for my
 studies, I was really homesick.
     I needed to make my mum's
 chilli paste, so she posted really
     good quality anchovies
    all the way from Malaysia
 so that I could enjoy something
    that my mum used to make.
               OK.
      Where are you selling
        it at the moment?
    Local farm shops and delis
        across Yorkshire,
 as well as at Booths supermarket.
   And where do you make them?
  So, at the moment we make them
     in my friend's factory.
 Why did you smile when you said
     your friend's factory?
   I think that I'm very lucky,
   cos without the support I've
  received from friends, family,
 I wouldn't get here, seriously.
    That's a very reflective,
      humble thing to say.
 My mum always taught me that...
         ..just be nice.
    Yeah. Yeah. I have exactly
         the same ethos.
 I think that's why I'm recognised
       as the nicest Dragon.
 The happy-go-lucky entrepreneur's
      positivity seems to be
   having an effect in the Den.
      WHISPERED: I love him.
  Now Tej Lalvani wants a taste
   of the company's structure.
 You've got people working for you?
 So I have myself, my co-founder,
   who works in this part-time.
 So did he get the listing at Booths?
    No, I did that, actually.
 How are the shares split, then?
   I hold 100% of the company.
     OK. And he has nothing?
         He's my cousin.
 Probably in paper we should have
 those percentage being drawn out,
 but in my culture, in my family,
   blood is thicker than water.
 So the intention is to give him
    half, is that right? Yes.
  I want to understand the sales
      you had from May 2017
    and then the whole of 2018
      and then 2019. Right.
      I don't actually have
  that figure in my head, but...
    You don't have that figure
          in your head?
       Yeah, unfortunately.
   I'm sorry about that. But...
 That's a little bit disappointing.
   Tej Lalvani is no stranger to
 the dynamics of a family business,
  but he's not impressed by Will's
 lack of knowledge about his sales.
 And it looks as though Peter Jones
 is taking a trip down memory lane
    to mistakes from the past.
  I've been involved in certain
    similar type of products,
     and it was interesting,
 because the product didn't sell
 as well in this type of containment.
       Moving forward, yes,
  we've thought about increasing
      the size of the jars.
  Another thing that we're looking
 into is we plan to actually license
 the product so that the big boys
          could actually
    manufacture our products.
  Why would they want to do that
   when they can actually make
   the same product and create
      something themselves?
 The thing is, they don't have me.
 I can put a smile on anyone's face.
         Will. Yeah, hi.
 What have you come here today for?
 Your expertise and your contacts.
 Cos I suffer from social anxiety,
 so I'm not the best person to go up
 there and talk to people, and I'm
 not great at phoning up people.
 I get really, really scared to do
 that, but what I can do is stand
   in front of people and tell
    people about my products
       and my little story.
  And you're doing really well,
          considering,
 if that's what you struggle from,
        you wouldn't know.
  There's nothing but admiration
  in the Den for Will's honesty,
    and his own special blend
  of charm hasn't gone unnoticed
        by Deborah Meaden.
       Will, you ooze joy,
   goodness, fun and pleasure,
      and that's fantastic.
 But, of course, a product has to be
     able to convey that message
      and stand on its own.
       Describe you to me.
        How do I say this?
     I'm a person who loves
  to smile for whatever reason.
 Does that say that to you? Eh...
 Well, it's quite simple and fun,
      in a way, the colours.
     It's simple, but I'm not
     sure it's that much fun.
 If you don't find a way of getting
 people to pick your personality off
 the shelf, they're going to pick
   somebody else's personality
          off the shelf.
 This, to me, looks quite similar to
 quite a lot of products out there.
 I've really enjoyed your pitch.
 It has led me to what you said -
       a little bit of joy.
       But, unfortunately,
      I won't be investing.
             I'm out.
 Deborah Meaden may be the first
        Dragon to go out,
      but Will's smile shows
       no sign of wavering.
       But is his paste to
       Tej Lalvani's taste?
            For me...
        ..if you believed
    in yourself a lot more...
       ..a lot more people
       will believe in you.
      And I actually think
  you can achieve it and do it.
       I mean, YOU got that
        listing in Booths,
      but I think this area
    is a bit too niche for me.
 I think if you keep pushing at it,
  there's a will, there's a way.
 All right? Unfortunately, I'm out,
           but good luck.
            Thank you.
           Will. Yeah.
 I think you've got the makings...
 ..of being a real entrepreneur.
            Thank you.
       I have one problem.
     This is an area that I'm
      not too familiar with.
 There are better Dragons that could
   help you a lot more than I can.
  I'm not going to invest today,
           and I'm out.
         More sorrow for
     the sauce entrepreneur,
 as two more bow out of the deal.
   Is the Dragon with the most
    experience in this market
  ready to dish out his verdict?
  This is very, very early stage
     in what you've created.
 A big investment into your business
  right now, with your experience,
  is very risky for an investor,
  unless they're willing to jump
     into almost bed with you
   and run that whole project.
   So that's not something that
  I can go on that journey with.
       But I say carry on,
 but it's not for me, and I'm out.
 It's not looking good for Will,
      as Peter Jones becomes
     the fourth Dragon out...
   ..leaving just Sara Davies.
 Will she be willing to take a risk
    on this young entrepreneur?
 I'm sat here and I'm thinking...
    ..there's a guy up there
 who's been there and done this,
 who's seen an entrepreneur walk
 into here full of personality,
 a bit of a product there, and has
     made it into a worldwide
   global brand worth millions.
     And he said no to this.
         Which tells me,
     if I say yes, surely...
    I mean, I don't know more
      than that guy knows.
    When I came into the Den,
 I set myself some clear parameters.
              And...
 ..this is everything that I said
       that I wouldn't do.
 There's loads of chilli pastes,
   but there's only one Will,
    and I think you are great.
 And I just, I love you and I really
  want to make this work with you.
         Thank you. I do.
    And I just think someone
  needs to give you that break.
              Sorry.
 Here's what I think we should do.
     I'll make you an offer.
 I'll give you all of the money.
       Me, you and your cousin,
 I think we should have a third each.
     Can I talk to the wall?
       Go talk to the wall.
    Yeah, go talk to the wall!
 THEY LAUGH
 I always wanted to say that.
        Oh, that's sweet.
        I don't know what
   I'm talking to the wall for.
       Sara Davies lets her
       heart rule her head
 as she offers the full £50,000,
 but for 13% more equity than Will
  originally wanted to give away.
  I started my business because
   of my mum, and she's always
   been behind me all the way.
   And without her support and
 everyone else that's behind me,
     I wouldn't be here today
       talking to you guys.
 Thank you all for your time, and...
   ..I will accept your offer.
            Well done.
 Wow! She's going to be so proud
       of you, isn't she?
            Thank you.
    But it's you. That's what
   I've invested in. It's you.
 Thank you very much. Well done.
        Well done, Will.
 Will leaves behind an unusually
  emotional Den and heads back
 to Sheffield with an investment
 from seasoned business builder
           Sara Davies.
 I'm feeling confident and I think
 our future will be filled with joy,
       laughter and a bit
      of chilli in between.
         How hot is that?
