On the season nine finale of "Entrepreneur Elevator Pitch," find out what happens when entrepreneurs with big ideas meet investors with big money.
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00:00 >> Welcome to the elevator.
00:04 >> Today, three VIP titans.
00:07 >> He nailed it.
00:08 >> That was a pretty good pitch.
00:09 >> I'm going to have to pass.
00:10 >> Decide the fate of our rising entrepreneurs.
00:13 >> The Wolf elevator pitch is here.
00:17 >> Determined to prove their greatness.
00:19 >> I'm in shock.
00:19 I thought you had it.
00:20 >> In 60 seconds or less.
00:22 >> Take the deal.
00:23 Take the deal.
00:25 >> This is entrepreneur elevator pitch, presented by Amazon business with support from state farm.
00:36 Meet our board of investors.
00:38 Jonathan hung, managing partner of the entrepreneur venture fund.
00:44 Kim, serial entrepreneur and tech CEO of 100.co.
01:01 And entrepreneur who plans to reinvent snacking with her crunchy super food clusters.
01:22 >> Hello, Emily.
01:24 Welcome to the elevator.
01:26 Your 60 seconds begins in 3, 2, 1.
01:34 >> Hello, investors.
01:35 I hope you're ready to go buck wild.
01:37 My name is Emily.
01:38 I'm the founder and CEO of little bucks, America's buckwheat brand.
01:42 We sell crunchy snacks and super seed toppings made from sprouted buckwheat, a nutrient dense super seed high in protein and fiber and sourced from regenerative organic Midwest farms.
01:54 Being the first brand focused on this gluten free ingredient, we're bringing incremental sales to the $153 billion super foods market.
02:02 We've done about a million in sales to date, 500,000 trailing 12 months and are projected to do 1.8 million in revenue this year with 65% of that coming from current retail placements and velocities alone.
02:14 In about 750 doors from whole foods market to HGB and we're also sold on thrive market.
02:21 We're raising $1.2 million for talent and marketing to help us become the Quaker oats of buckwheat and I hope you'll agree, little bucks for the big bucks.
02:34 >> I mean, that was a great pitch.
02:35 The only thing is, what's the valuation?
02:38 I hate it when, you know, founders don't talk about that because that's really important as an investor.
02:43 >> Yeah, I thought it was a good pitch, too.
02:44 And it's kind of funny because normally I'm all over that stuff.
02:47 But I think I got caught up in the story and it didn't even occur to me.
02:50 >> I mean, maybe buckwheat is the new trend.
02:54 I don't know.
02:55 So I guess I'd have to learn a little bit more about that opportunity.
02:59 But she did a great pitch and I was impressed.
03:01 >> Well, let's take it to a vote.
03:12 >> Attention, Emily.
03:15 Your pitch has been approved.
03:22 >> Welcome, Emily.
03:24 >> Hello.
03:24 >> Yeah.
03:25 >> I'm so honored to be here.
03:26 >> Well, you got all three of our attention and we'd love to learn more about little bucks.
03:30 >> Wonderful.
03:31 Well, first of all, I guess I can bring you some to try and tell you more about it.
03:34 >> Yeah, we'd love that.
03:36 >> We have here for you to try coconut maple, chocolate sea salt, birthday cake, and snickerdoodle.
03:42 So snack time.
03:43 >> All right.
03:49 >> All right.
03:49 I'll try the chocolate.
03:51 And this is the birthday cake, right?
03:53 >> That's the snickerdoodle.
03:54 >> Oh, the birthday cake.
03:55 >> Yeah, excited.
03:56 >> All right.
03:57 Let's go.
03:58 >> Thank you very much.
03:59 >> A little greedy.
04:00 Let's see.
04:01 >> Yeah.
04:02 >> Let's see what we got.
04:03 >> I was going to say, before we even taste these cluster bucks.
04:06 >> Oh, yeah, there's a lot we can do here, buck.
04:09 >> Why is buckwheat better?
04:11 >> Buckwheat is a fruit seed.
04:13 Not a wheat.
04:14 So it's more closely related to strawberries than actual wheat.
04:17 So naturally it's gluten and grain free, high in protein and fiber, ten times more antioxidants
04:23 than quinoa, particularly good for your heart health and helps regulate blood sugar.
04:27 So just like this amazing ingredient.
04:29 And on top of that, super versatile.
04:31 It takes on flavors really well, both sweet and savory.
04:34 We actually have here, this is just a direct-to-consumer product right now, but it's our everything
04:39 buck seasoning, which is our take on the everything bagel seasoning, but make it crunchy.
04:43 >> So what's selling off the shelves right now?
04:46 >> Our hero product is the cluster bucks.
04:48 >> This one.
04:49 >> Yep.
04:50 >> The chocolate.
04:51 >> And those come in these six-ounce bags here.
04:52 So those are -- retail is going to be about 71% of our business this year.
04:58 >> Pardon me.
04:59 It doesn't do much for me, taste-wise.
05:00 >> Oh, I like it.
05:02 >> How much does it actually cost?
05:03 >> So the six-ounce size right here is $6.99.
05:08 >> And what are your margins?
05:09 >> 41% before marketing and 36% after kind of typical marketing fees in each channel.
05:15 >> And the investment you're looking for is?
05:17 >> $1.2 million.
05:19 So we just launched our seed round two weeks ago.
05:22 And so we're hoping to do it for a pre-money valuation of $5 million.
05:26 And so that would net out after dilution to 14.2%.
05:31 And then just looking at hopefully, to date, it's all been friends and family, angels.
05:36 We've done a crowdfunding campaign.
05:38 So we're really backed by a community that believes in this and believes in me.
05:41 >> And what is your current runway with the current capital you have?
05:45 >> Four months.
05:46 >> I do like the idea of a high-protein, gluten-free supplement that I can add to other things.
05:56 I don't understand the core proposition you're leading with.
06:02 I asked that first.
06:03 Jonathan asked it again.
06:06 It's so hard to break through with a new brand.
06:10 Shelf space is incredibly at a premium.
06:12 You'll get on the shelves.
06:13 >> Right.
06:14 >> But you need, I believe, one core proposition, and I find that a little confusing.
06:19 >> Okay.
06:20 >> I'm afraid I have to pass.
06:24 >> Right.
06:25 >> Given the current runway as an investor, I would like to see if you came and said,
06:31 hey, of my $1.2 million, $500K has already been committed, or you had some sight into that.
06:38 >> Right.
06:39 >> It's very hard to put money in an unknown outcome from a current runway position.
06:43 >> Cool.
06:44 >> Because four months is just not enough time for me to get secure in my investment.
06:50 >> Okay.
06:51 >> So for that reason, unfortunately, I'm going to pass.
06:52 >> Okay. Thank you.
06:54 >> So what is in the bank right now for four months?
06:57 >> $100,000.
06:58 >> $100,000.
06:59 >> So average burn to date has been, this year, has been $17K a month.
07:02 >> I'll tell you what I'll do.
07:04 I'm willing to give you $50,000 contingent that we find a way to extend your runway to the end of the year, and at your valuation of $5 million.
07:12 >> Okay. Wow.
07:14 >> Wait.
07:15 Before you say anything, I'm going to give you one last piece of advice.
07:20 I think Jonathan's low-balling you.
07:23 He knows this category.
07:25 He knows what it takes.
07:26 He certainly has the assets.
07:28 >> I mean --
07:29 >> You should see if you can get more.
07:30 See if he'll take you all the way to the end of the runway.
07:33 >> Do you have my wallet on you or something?
07:35 I mean, like, wow, spending my money.
07:37 >> I am serving as an informal advisor.
07:39 >> Listen, she has a low burn.
07:41 You know, $100,000 in the bank.
07:43 That's four months of runway.
07:44 This gives her another two months.
07:46 I actually think we can give her to the end of the year.
07:49 >> We do like saving money.
07:50 I'm wondering if you'd be open to doing $100K, and then we work together to, you know, close out the rest of the round quickly.
07:57 Because actually in Q4, we're planning to launch in 1,000 new doors.
08:00 >> I'm willing to give you $75,000, not $100,000.
08:03 >> That would mean a lot, because then we're hiring the ops person next week.
08:06 So that's just like a huge, huge deal, and it's going to really open up a lot of my time to be in front of this, be the Quaker Oats of Buckley.
08:12 >> Just take the deal.
08:13 Take the deal.
08:14 >> Okay.
08:15 Finally.
08:16 Oh, geez.
08:18 I'm sending you the bill.
08:20 >> I'm so excited.
08:21 I can't wait to work with you.
08:23 >> Me as well.
08:24 >> Thanks, y'all.
08:25 >> I love when I can do great things for entrepreneurs.
08:28 Wait, Emily, hold on one sec.
08:31 Give me a sec.
08:36 I think because of a good plan.
08:38 >> All right.
08:39 >> You down with that?
08:40 >> All right.
08:41 >> Cool.
08:42 So, Emily, we'd like to throw in a little sweetener.
08:48 We're in this to make money, but listen, some businesses go beyond that.
08:53 They do things that are good for the planet.
08:56 They do things for female empowerment.
08:58 They do things to try and make the world a better place.
09:01 And so, on behalf of Amazon business, we'd like to award you $10,000 in cash that you can use to grow and invest in your business.
09:12 >> That would be incredible.
09:14 Thank you.
09:15 >> Amazing.
09:16 >> Wow.
09:17 >> A little bit more runway.
09:18 >> Yeah.
09:19 Everything helps.
09:20 I'm on it.
09:21 >> Fantastic.
09:22 Let's do it.
09:24 >> Thank you.
09:25 Thank you, Amazon business.
09:27 I'm so stoked to be able to use this.
09:30 I mean, it means so much.
09:32 I'm going to be able to keep an operations hire on who's just instrumental to our business, and it's like this is massive for us.
09:39 We're going to take this into every pantry in America.
09:42 So, Jonathan, get ready to go buck wild.
09:48 >> The new elevator pitch is presented by Amazon business for every organization at every stage of growth.
10:00 Next, a company that revolutionizes the healthcare industry with their innovative biomedical technology.
10:23 >> Hello, William.
10:24 Welcome to the elevator.
10:27 Your 60 seconds begins in 3, 2, 1.
10:35 >> Hi, my name is William Colton.
10:37 I'm the founder and inventor behind Pelletero Pharmaceuticals, and we're developing a platform medical device coding to prevent up to 99% of antibiotic resistant infections.
10:45 Our primary indication is as a coding for urinary catheters.
10:48 Infections from urinary catheters are responsible for 10,000 deaths and a $1.7 billion economic deficit in the American market alone.
10:57 We're working to help address the antibiotic resistance crisis.
11:00 Pelletero is currently raising a $2 million seed round at a $5 million pre-money evaluation based off a $5 million acquisition offer we had in quarter one of 2023.
11:09 We're working hard to help address a major healthcare crisis, and our beachhead market is around $940 million annually.
11:15 We're looking at a $2 billion AUM based on our three product pipeline, and we're working hard.
11:20 We are the future of healthcare and medicine.
11:23 We are protected by Pelletero.
11:25 Thank you.
11:28 >> Wow, that was quick.
11:29 >> Is he done?
11:30 >> Yeah.
11:31 >> Or did he leave something out?
11:33 >> I don't know.
11:34 He just stopped.
11:35 >> Just needed 50 seconds.
11:37 >> Did you hear something you liked there?
11:39 >> It was interesting, but I don't know.
11:41 It just seems like $2 million at $5 million pre for a pharmaceutical company.
11:45 Does that sound right?
11:46 >> But I heard billions of dollars of opportunity.
11:49 >> Seemed like a big market opportunity.
11:51 The question is how far along is he?
11:54 >> I got that exact same impression.
11:56 I mean, sometimes we all get upset about these grandiose valuations, but it's possible to be suspicious about one which is too low.
12:04 >> I mean, the thing is, are we the right investors?
12:06 >> Yeah, I'm certainly not renowned for my science acumen.
12:10 >> Let's find out for sure how we feel.
12:12 Ready to vote?
12:13 >> Let's vote.
12:21 >> Attention, William.
12:25 Your pitch has been denied.
12:33 >> Okay.
12:34 So I'm feeling a little bit disappointed, but I'm really happy I had this opportunity to participate and actually pitch on this show.
12:39 I think I showed my passion for what I'm doing.
12:41 I'm trying to change lives and make a difference.
12:43 So I'm going to keep working hard at my dream, no matter what gets in my way, and make this happen.
12:47 >> Well, once again, I was in the minority opinion here.
12:51 What didn't you like about that, Kim?
12:53 >> I actually thought he did a great pitch.
12:56 For me, it's just so outside my wheelhouse and just he's so early.
13:01 I just couldn't get the conviction to actually want to bring him up and learn more.
13:05 I mean, from my point of view, if he got offered $5 million, why not take it?
13:09 I mean, like, it sounds perfect.
13:11 I mean, this is great IP.
13:13 He seems like he knows what he's doing.
13:15 Take that offer and go with it.
13:17 >> Pretty good payday for probably not too much work.
13:19 >> Yeah.
13:20 >> Usually I'd be all in saying you guys are crazy out of your mind for voting no on that.
13:23 But I've got to say, I was really on the fence.
13:26 >> You guys ready to see the next pitch?
13:28 >> Mm-hmm.
13:29 >> Let's go.
13:32 >> Listen, you can have a great product.
13:34 Strong sales and plenty of traction.
13:36 But none of that means anything if you're pitching to the wrong person.
13:40 So do your research.
13:42 Has that investor engaged with a company like yours?
13:45 Do they make investments in your space?
13:47 It's hard enough to land a big investment.
13:50 So don't waste your time on someone who's never going to bite.
13:58 >> Last to step into the elevator, an entrepreneur hopes to drive into the boardroom with a revolutionary local delivery service.
14:22 >> Hello, A-Lope.
14:24 Welcome to the elevator.
14:27 Your 60 seconds begins in 3, 2, 1.
14:33 >> Hi, my name is Aloka Hooja and I'm the CEO and cofounder of Trexity.
14:37 Now imagine if your favorite local merchant could outperform Amazon on delivery.
14:41 Well, that's what we do.
14:42 Trexity is a superior last mile logistics technology platform that empowers all small and medium-sized businesses to truly own their customers' doorsteps in a very intimate way through local delivery.
14:53 Not their product in someone else's box with someone else's logo.
14:56 We're giving these local merchants a fighting chance against the Amazons and the Walmarts in the world, and they're winning.
15:01 And they're doing this through a multitude of ways.
15:03 We can show up as a shipping option during the checkout experience of their online store, and if they don't have that, they can use Trexity as a standalone merchant portal.
15:10 It's because of this technology we've scaled across the country with thousands of merchants, doing $2.2 million in AR last year with 50,000 deliveries a quarter and doubling our revenue year over year.
15:20 I'm here today seeking $500,000 for 2.5% equity to help us continue our growth in the United States.
15:26 So to all of the judges out there, who wants to get local delivered?
15:30 He nailed it.
15:35 Yep, that was a pretty good pitch.
15:36 And the funny thing is you can tell within the first five words that this person has it under control.
15:42 You can see his passion for what he's doing just coming through in the pitch, which makes me excited.
15:46 I saw some passion for those numbers, too.
15:48 I mean, it sounds like he's growing.
15:50 It sounds like he's pretty large.
15:52 I mean, it sounds like he has something here.
15:54 Absolutely.
15:55 But delivery?
15:56 I think we've heard this before.
15:58 I mean, what's so different about this?
16:00 Maybe Trexity might be the solution.
16:02 But I want businesses which are the future.
16:05 And this feels a little bit like he's holding on to the past.
16:08 Do you want to take it to a vote?
16:09 Do you want to take it to a vote?
16:10 Attention, A-Lok.
16:21 Your pitch has been approved.
16:27 Let's go, baby!
16:28 Let's go!
16:29 Welcome to the boardroom, A-Lok.
16:33 Thank you.
16:34 Your passion just shines through.
16:36 So, we unanimously voted you up, but we still have some questions to ask.
16:40 And my first question is, what makes you different from all the other delivery services out there?
16:47 We're an assetless business.
16:49 You see a lot of these companies out here with massive leases on warehouses, or they use a hive system with multiple people moving it to where it needs to go.
16:55 I've decided to go with technology to solve for the problems around local delivery.
17:00 Instead of throwing tons of humans at the problem, trying to bloat our company,
17:04 we've stayed very lean and leveraged technology.
17:06 How do you deliver a product with a cell phone?
17:10 I mean, you need a car.
17:11 You do need a person.
17:13 I don't have fleets of vehicles.
17:14 What I've done is I've leveraged systems that have been in place for many years now,
17:19 and I'll always be thankful to those gig economy companies for making driver communities a thing.
17:24 And so I went to these amazing driver communities, and I said,
17:27 "What can I give you more than what you're already getting from somewhere else and what I need from you?"
17:31 And so we leveraged gig economy workers to do these deliveries.
17:35 They sign up.
17:36 They get the Trexity driver app, just like all the other gig economy companies,
17:39 but the difference is I don't own them.
17:41 They're not my employees, and so we scale from there.
17:44 How is this different than Uber Eats?
17:46 The difference is we're honest delivery, okay?
17:49 So these other modern-day robber barons taking 25 to 30 points of the merchant's invoice cost,
17:53 where they're basically losing money on every sale, is not what we do.
17:57 We're honest delivery.
17:58 The algorithm we wrote is based on time and distance with a flat fee.
18:01 So the charge of moving something from point A to point B is all you pay.
18:05 So our merchants, the thousands that we have across the country, they're actually earning money on delivery.
18:10 Talk to me about your customers.
18:12 Our primary focus is small to medium-sized businesses.
18:15 This is why I built this.
18:16 My parents immigrated from India many years ago as small to medium-sized businesses,
18:22 and they had a hard time doing it, and I wanted to help people like my mom and dad.
18:30 So when we started making an impact on these merchants' lives and their businesses,
18:34 we started to grow exponentially, and we had a lot of help from a lot of our strategic angels.
18:38 Now, one of the things that happened not by design about 13 months ago is I started getting phone calls
18:44 from CEOs of large enterprise big-box stores.
18:47 I hate to interrupt the storytelling because you are very compelling, and it's awesome.
18:52 But why don't we jump to the numbers?
18:53 Let's do it.
18:54 So tell me about your revenues and tell me how it's growing.
18:56 And you said some impressive things about the 2X.
18:58 Sure.
18:59 So like I said, last year we did $2.2 million in ARR.
19:03 So of the cost of delivery, 70% of the cost goes to the driver, and 30% of that comes to Truncity as profit.
19:09 Well, what's your current runway, given your cash?
19:11 Our current runway right now is 14 months.
19:14 Listen, I've been a food tech investor, you know, and I've been a food tech founder, and I know how hard it is.
19:18 And I could see what you're doing is a little different.
19:21 Like I agree, Uber, DoorDash, they kill businesses, especially small and medium businesses.
19:26 They do.
19:27 I just know how hard it is to keep going because to sell to those small and medium businesses, it takes a long time.
19:34 And because they're used to these name brands already in delivery, they're already on those platforms.
19:38 The switching costs are going to be a little bit more than you think.
19:41 So for that reason, I'm going to have to pass.
19:43 Appreciate the input.
19:45 Okay.
19:59 I am ready to make an offer.
20:01 It took that kind of rallying cry.
20:03 The Wolf elevator pitch is here.
20:05 Let's go.
20:08 I'd like to be involved.
20:10 I think there is an element of long shot here.
20:13 They do believe that you have something different.
20:15 I agree with you.
20:16 I think the delivery services right now charge a lot of money.
20:19 They do kill small businesses.
20:21 They're bundling demand creation.
20:23 And I like the fact that you're splitting the two.
20:25 I'm not going to come in at a half a million dollars because I'm not that confident.
20:31 Your last round was capped at what?
20:34 15 pre-20 post.
20:36 I should have mentioned this earlier.
20:37 Canadian dollars.
20:39 Oh, a little deal.
20:40 So $1317 US.
20:42 That feels better.
20:43 So I would do the $100,000 at the 15 pre-Canadian 20 post.
20:49 I would love to make an offer at $200,000 at the current term.
20:55 Fantastic.
20:57 Is there a way I can get both of you guys involved?
21:01 Two heads are always better than one.
21:03 No, not in this case.
21:04 Because she'll be saying, "Go this way."
21:06 I'll be saying, "Go that way."
21:07 It'll tear you apart.
21:08 You got really two great offers.
21:10 Mark is in for $100,000 US and Kim's in for $200,000 US.
21:15 Who's it going to be?
21:16 Honestly, based on my experience, I literally just launched a brand in Canada yesterday at 100 stores.
21:26 I love Canada.
21:27 I think it's a great target market.
21:29 I think there's a huge opportunity that you can literally own it.
21:32 That's why I feel that if you can own Canada, you can definitely own the US.
21:36 Sorry, go ahead, Mark.
21:37 Yeah, yeah, yeah.
21:38 Do you want to hit it up?
21:39 Do you want to do five more?
21:40 No, I think I have some other Matthew McConaughey tricks, but I'm not going to pull those off on TV here.
21:46 Okay.
21:47 I would sweeten the offer somewhat.
21:51 I want to have it be a conclusive win over Kim, which means I'm going to offer less money just to make the sting a little bit harder if I win.
22:00 But I'll go to $150,000 US at the current valuation, and that, my friend, would be my final offer.
22:10 Both very compelling offers, and the fact that you guys are putting your necks out there to want to join us in what we're building at Trexity just means the world to me.
22:20 Mark, I'll be honest with all three of you.
22:23 When they interviewed me when I came here and they asked who did I really want to get a deal from, it was you, Mark.
22:28 I've studied you, and I think your thesis of having a number in your head and walking away from your business to travel with your family was something that I'll never forget, and it's what I aspire to do one day.
22:38 Better not do that once I put money in here.
22:40 Absolutely not.
22:42 Okay.
22:43 And thanks for your offer.
22:44 It's extremely compelling.
22:46 But there's something that's more important to me, and that's my daughter and female empowerment.
22:52 And I'm trying to teach her that, and my biggest job right now is being a father and making those right decisions for her and for her future.
23:00 So I can't wait to do it.
23:02 Oh, I might cry, too.
23:03 Oh, I'm so excited.
23:05 Female empowerment and your daughter.
23:07 The next generation.
23:08 Yes, I'm thrilled to invest.
23:10 Thank you so much.
23:11 And I can't wait to bet on you and your daughter.
23:13 I appreciate it.
23:14 Thank you guys so much.
23:15 This is an absolute honor.
23:17 Congratulations.
23:18 Wow.
23:19 Being in the boardroom was incredible, and I think I loved the feedback from Jonathan.
23:23 All of them, I think it was incredible.
23:25 It was very candid.
23:26 It was open.
23:27 It was to the point.
23:28 And to be honest, I'm not really thinking about the fact that there was two that were interested.
23:32 I'm thinking of the fact that I'm lucky enough to get to work with Kim and to have an opportunity to learn from her and lean on her as a mentor.
23:40 And for me, that's all the value in the world.
23:42 And obviously, as everybody heard, is my daughter, Aria, to see that women can do it, and they are doing it.
23:50 And I want her to understand that it's not just men in the boardroom.
23:53 You know, women are the force to be reckoned with.
23:56 I'm in shock.
23:57 I thought you had it.
23:58 I'm a little stung, but I must say that his reasons were pretty compelling.
24:02 I think it is a great thing.
24:04 We need more female investors.
24:05 Amazing.
24:06 And so I think the fact that he's recognizing how important that is is fantastic.
24:09 It is so important because right now, women get less than 2% of BC funding,
24:14 and we need to show them that we, together, can help the next generation of women and girls rise.
24:24 While two entrepreneurs were able to secure high-flying deals, one was sent down with nothing to show.
24:38 Hello, Ashley.
24:39 Hello, Tiffany.
24:40 Danny.
24:41 Arvin.
24:42 Alexa.
24:43 Kelly.
24:44 Emily.
24:45 Going up.
24:46 Yes!
24:47 Opportunity opened its doors with the press of a button, welcoming over 20 ambitious entrepreneurs into the boardroom.
24:53 Homegirl.
24:54 Congratulations.
24:55 With a chance to transform their dreams into reality.
24:59 Woo!
25:00 Get ready.
25:01 Have a little bit more.
25:02 Some found glory.
25:03 Hoo-ha!
25:04 I mean, actually, I'm back in.
25:05 Oh!
25:06 Oh!
25:07 Yes!
25:08 That's awesome.
25:09 Let's go!
25:10 While others fell from grace.
25:12 Stay strong, sister.
25:14 A new assembly of entrepreneurs will soon step foot in the elevator, hoping to strike life-changing deals.
25:23 We're going to come at you. We didn't know you have what it takes.
25:25 So make sure to tune in to the next season of Entrepreneur Elevator Pitch.
25:31 Well, that was a good one.
25:33 And to apply for the next season, go to entrepreneur.com/elevatorpitch.
25:39 Investors personally styled by celebrity stylist Kim Bollefe.
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