91Èȱ¬

Some of the entrepreneurs who come before the Dragons don't need investment as much as some honest advice. Cousins Lisa and Shelene are one such case.

Shelene and Lisa, visibly nervous, deliver a pitch for their stackable outdoor plant container and watering system. The initial reception from the Dragons is offputting, even rude, as Peter Jones and Theo Paphitis get sidetracked into arguing over who started giggling first.

At last Theo brings the conversation back to business. Shelene mentioned that their product is patented and Theo wants Deborah Meaden to look over the documentation while he asks Lisa and Shelene about their finances.

Duncan seems to have made up his mind already. He is unimpressed by the sales figures, or rather by the number of products left unsold. When he asks Lisa and Shelene if they have marketed the product over the internet, the ladies say they have been told that the large retail companies they have approached don't like them to sell independently. Duncan is surprised and says this was incorrect advice.

Deborah has been looking at their patent and is pleasantly surprised by how tidily it is laid out. Lisa and Shelene explain their thorough development and testing of their watering system. After Deborah's approval, the Dragons suddenly seem more willing to take the ladies seriously.

James Caan asks if Shelene and Lisa have approached the big gardening chains. They have, but are unable to get their attention and have so far only sold products through catalogues and garden centres.

When James asks for specifics on price, he thinks the profit margin is not good enough and declares himself out.

Following James's lead, Peter Jones declares himself out, saying that the market opportunity is limited and that the profit margin is too small to make his investment back.

Duncan thinks a shopping channel is a better bet for the pair. Lisa explains that she has approached them and again failed to get noticed. Duncan wonders what's going wrong and asks Lisa to talk through a telephone sales pitch with him.

Lisa is not a confident sales person and Duncan demonstrates how he thinks she should be more bombastic. Theo thinks they need to go even further than this: turn up at the company's office with the product, he says, and stay there until someone agrees to see it.

Duncan tells Lisa and Shelene that they can make a success of their business, but there isn't enough money in it for an outside investor. He has been free with his advice but his money stays in his pocket. Theo and Deborah follow his lead, with warm words of encouragement - but no investment.

The deal done in the Den:

No investment.