Inspiring pitch leaves Dragons in tears! | Dragons’ Den – BBC

# 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?

About the author


  1. It's so good to see love shining in the eyes of Peter Jones and the others for that honest self depreciating young man , poor Tkr was in tears . Lovely Sara is a typical warmhearted North Eastern lass , well done Hinny !!😇😇

  2. The world needs more people like her. Ive cried throughout the whole video. What a beautiful loving lad, i really hope they smash it with that product and they become very successful. Jesus what a lovely thing to do for him. Very Beautiful … She won't regret this investment xx

  3. Guys, that's his website

    Please make this stay at the top for others to see or just like someone else's comment with his website.

  4. Keep going! The other chilli companies cant do what you do because you have your mum's recipe and the genuine love for it. That love can be tasted.

  5. Businesses spend millions and search for years for spokespeople and representatives with even an ounce of the warmth, charm and likability of Will. That he's the business founder is just a cherry on top of a very joyous cake.

    Wishing him and Sara all the best for their business journey ahead!

  6. Dude, I felt the emotions all the way through this clip. From joy, passion, tears and relief. We need more people like Will in this world.

  7. I actually have tears in my eyes right now and I don't usually get emotional but this guy well I hope all his dreams came true.

  8. What a wonderful human being Will comes across as! Sara too is a Salt of the Earth Woman. I sincerely hope they both enjoy fabulous success with this!

  9. So sweet, Sara is the best! ♥ Also, sweet chilli paste! Yum! Never heard of it before but I love oriental foods so I'm sure I'd love it

  10. I watch a lot of youtube but don't normally comment on here but thought I'd leave a comment this time. I've tried this chilli paste and it's really tasty we have a few jars of it, brought tears to my eyes watching this, I bought the sauces before even seeing this. Best of luck in your business Will, you will go far!

  11. Fair play to this guy for getting the investment. Just like him I suffer from really bad social anxiety and would never have the courage to speak to these dragons or a large group of people.

  12. That female dragon is amazing so kind hearted and believes in the client and the product he's selling. Wills face when she said that comment. It's true he should of helped him if he's been in similar situations to him before because it's about believing sombody who clearly struggles with mental health but has become a great business man.

  13. Sarah Davies, God bless you and your family.
    Can't believe my tears would not stop. I call myself a strong A&E doctor, who faces very grim situations on daily basis

  14. What a lovely man! Completely relate with his struggle with social anxiety which makes me respect his bravery and confidence on a whole other level!

  15. See right through this clown, its all an act. "I have social anxiety" lel tell us another one. You just sang a cringy song infront of 5 multi millionaires

  16. Can't wait to his products in main stores. Have looked up reviews online and they are all 5 stars. Will, his cousin and Sara deserve to be sucessful. Can see this brand making millions because people buy peples products and the fact is that you cannot fail to love will. Being so humble is his fortune and rightly so. We should all take note and strive to be better by being kind to others and we too could have the wrld at our feet…

  17. his a malaysian, i am sure his product will be on singapore's shelves. i will buy to support him. his courage and his can do attitude is what the world needs. i think. and the investor? she is great. i hope she makes her fair share out of this investment.

  18. Asian food is a huge market.

    Me personally don’t really like curry to much. But I think he will work tirelessly to make this business work. & with her connections such as peter & others. Don’t think it will be long till I see it on the shelf

  19. Sometimes it's always not the product, but rather the person who made the product. Investing in someone with that personality and outlook will surely return you more than your investment

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