♪♪

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Hi, there.

你好

My name is Jared Cannon from the great city of Philly, and I'm seeking $500,000 for 7% equity in my company.

我叫賈裡德-坎農，來自偉大的費城，我想用 50 萬美元購買我公司 7% 的股份。

Sharks, if you couldn't tell, I'm a chef.

鯊魚，如果你看不出來，我是個廚師。

I've prepared some of the most exquisite meals you can even imagine.

我已經準備了一些你能想象到的最精緻的飯菜。

But my favorite to prepare is, you're never going to guess, a salad.

但我最喜歡做的還是沙拉，你肯定猜不到。

But not just any salad, Sharks.

但不是普通的沙拉，鯊魚們。

I make a mean smoked salmon salad with pearled couscous, fennel, radish, feta, and aji amarillo vinaigrette that will knock your socks off.

我用珍珠粗麥粉、茴香、蘿蔔、羊奶芝士和阿吉-阿馬裡洛醋汁做的薰三文魚沙拉會讓你大吃一驚。

What if I told you you could have a five-star meal served to you right in a jar?

如果我告訴你，你可以在罐子裡享用一頓五星級大餐，你會怎麼想？

Well, that's where we come in.

這就是我們的優勢所在。

At Simply Good Jars, we are revolutionizing the packaged salad to create simply delicious, simply beautiful meals bursting with every bite.

在 Simply Good Jars，我們正在徹底改變包裝沙拉，創造出簡單美味、簡單漂亮的餐點，每一口都令人垂涎欲滴。

So say goodbye to messy, flavorless, and boring greens, and hello to fresh, vibrant, nutritious salads packed into our easy grab-and-go jars.

是以，告別雜亂無章、毫無味道和枯燥乏味的綠色蔬菜，向裝入我們方便隨取隨用的罐子裡的新鮮、充滿活力和營養豐富的沙拉問好吧。

So just shake it up, and the salad will mix itself.

是以，只要搖一搖，沙拉就會自己攪拌均勻。

You can eat directly out of the jar.

你可以直接從罐子裡拿出來吃。

And if you need to take a break or make a move, simply cap it, and you're good to go.

如果您需要休息或行動，只需蓋住蓋子就可以了。

And the best part, all our jars are returnable.

最重要的是，我們所有的罐子都可以退貨。

So for every jar that we get back, we not only reuse it to help Mother Earth, but we also donate one meal to feed someone in need.

是以，每拿回一個罐子，我們不僅會重新利用它來幫助地球母親，還會捐出一餐飯來餵養有需要的人。

Good for you.

對你有好處

Sharks, at Simply Good Jars, we believe fresh, healthy food should be easy to grab as a bag of chips.

鯊魚，在 "簡單好罐頭"，我們相信新鮮、健康的食物應該像一袋薯片一樣容易抓取。

So tell me, who wants to shake things up and help us create the new standard for eating on the go?

那麼，告訴我，誰想改變現狀，幫助我們創建外出就餐的新標準？

Can we try it?

我們能試試嗎？

Of course.

當然。

It really shakes.

它真的在搖晃。

Yeah.

是啊

You know, I really thought seeing it all layered there that it wouldn't, but it does.

你知道嗎，我真的以為看到這層層疊疊的東西不會這樣，但事實確實如此。

Yeah, it's very deceiving.

是的，這很有欺騙性。

That's wild.

太瘋狂了

Wow, yeah.

Wow, yeah.

Just want to shake the other one now.

現在只想搖搖另一個。

Oh!

哦！

Okay.

好的

Smoked salmon.

煙燻三文魚

This is very, very good.

這非常非常好。

Thank you, thank you.

謝謝，謝謝。

It's really good.

真的很不錯。

Thank you.

謝謝。

Yeah, it's fresh.

是的，很新鮮。

Wow.

哇

It is fresh.

它是新鮮的。

What's the shelf life of it?

保質期多長？

So it's a nine-day shelf life.

所以保質期只有九天。

Why can't anybody just put together a jar that's shake and bake, and I made it at home, right?

為什麼就不能有人把搖一搖、烤一烤的罐子放在一起，讓我自己在家做呢？

So the whole jarred salad thing is like a Pinterest fad.

是以，罐裝沙拉就像是 Pinterest 上的一種時尚。

It's been around forever, but nobody's ever commercialized it.

它一直存在，但從未有人將其商業化。

I see a cooler here.

我看到這裡有一個冷卻器。

Are you selling this where people are putting it into their own coolers?

你們是在人們把它放進自己的冷卻器的地方銷售嗎？

So before COVID, the primary revenue driver for our business was, you know, really supported by this fleet of these smart coolers that we would put into places where there was kind of a captive audience, not a lot of access to food, let alone fresh food.

是以，在 COVID 之前，我們業務的主要收入來源，你知道的，是由這些智能冷櫃組成的車隊提供的支持。

Like what kind of places?

比如什麼樣的地方？

Hotels, airports, convention centers, office buildings, universities.

酒店、機場、會議中心、辦公樓、大學。

So after COVID?

在 COVID 之後呢？

So, as you would imagine, all the places that we had distribution, 98% were gone.

是以，正如你所想象的那樣，我們所有的分銷點，98% 都已不復存在。

Yeah.

是啊

So literally almost overnight.

所以，幾乎是一夜之間。

So we had to figure out how were we going to follow that customer to where they were now, right, which was at home, working, shopping at their local store.

是以，我們必須想出如何跟蹤客戶到他們現在所處的位置，比如在家、工作、在當地商店購物等。

And we were able to very quickly make the pivot to retail.

我們很快就能轉向零售業。

And the reality was salad bars went bye-bye, right?

而現實是沙拉吧被淘汰了，對嗎？

Grocery stores.

雜貨店

That will stay bye-bye.

那就再見了。

Oh, yeah.

哦，是的

And they might not come back.

他們可能不會再回來了。

The industry thinks if they do come back, it's still going to be about two years.

業內人士認為，如果他們真的回來，也要兩年左右的時間。

Great point.

說得好

Yeah.

是啊

And Jared, how'd you get into retail?

賈裡德，你是怎麼進入零售業的？

How did you make that transition?

你是如何實現這一轉變的？

So between Easter and Memorial Day, we went from four locations to 230 doors.

是以，在復活節和陣亡將士紀念日之間，我們的門店從四個增加到 230 個。

Wow.

哇

We launched Walgreens in Chicago, and then we launched 175 C stores.

我們在芝加哥推出了沃爾格林，然後又推出了 175 家 C 店。

And we partnered with Cloud Kitchens, and we're able to list our products on these meal delivery platforms, where now we get low-friction trial.

我們與 "雲廚房 "合作，在這些送餐平臺上列出我們的產品，現在我們可以獲得低摩擦試用。

That's where you maximize your margin, and that's where you make the most money, right?

這就是利潤最大化的地方，也是你賺錢最多的地方，對嗎？

Can you afford the 30% that they take?

你能承擔他們收取的 30% 的費用嗎？

Oh, yeah.

哦，是的

It's only 10%.

只有 10%。

Okay, but are you going to actually, as a company, set up a Cloud Kitchen for each major demographic?

好吧，但作為一家公司，你真的打算為每個主要人群建立一個雲廚房嗎？

Yeah, so our contract with Cloud Kitchens is national.

是的，我們和雲廚的合同是全國性的。

And what do you sell one for?

賣多少錢？

So jars sell from $8.99 to $10.99 today.

是以，罐子今天的售價從 8.99 美元漲到了 10.99 美元。

And what do you sell it to the retailer for?

你賣給零售商的價格是多少？

So on the wholesale model, we're selling it $5 to $6.

是以，在批發模式下，我們的售價為 5 到 6 美元。

It costs us about $2.50 to $3.60.

費用約為 2.50 至 3.60 美元。

So you're making about $3.50 each.

所以你們每人能賺到大約 3.5 美元。

All right, why don't we talk about your numbers?

好吧，我們為什麼不談談你的數字呢？

So first of all, excellent, excellent, excellent.

所以，首先，非常好，非常好，非常好。

Oh, thank you.

哦，謝謝。

So what did you do last year?

你去年做了什麼？

And then what are you on track to do this year?

那麼你今年的目標是什麼？

So last year we did just shy of about $300,000.

是以，去年我們的收入還差 30 萬美元。

$300,000?

$300,000?

$300,000 last year.

去年為 30 萬美元。

Wait a minute, hold on.

等一下

Wait, I want to make sure that I heard the evaluation correctly.

等等，我想確認一下我有沒有聽錯評價。

You want $500,000 for 7%?

你想用 50 萬美元換 7%？

Oh, yeah.

哦，是的

All right, talk to me, baby.

好吧，跟我說話，寶貝

What are you on track to do this year?

您今年的目標是什麼？

So we're already, we're $475,000 year-to-date.

所以我們今年到目前為止已經有 47.5 萬美元了。

We're on track to do about $700,000, $750,000 this year.

我們今年的目標是 70 萬至 75 萬美元。

$750,000? And how much will you make on that?

$750,000?你能從中賺多少錢？

We're not profitable.

我們無利可圖。

We won't be for about a year.

大約一年後才會有。

And how much have you raised?

你們籌集了多少資金？

We've raised $2.5 million to date.

到目前為止，我們已經籌集了 250 萬美元。

Oh, wow.

哦，哇

I know.

我知道

A lot of that was predicated on buying 60 of these things and really funding that model.

這很大程度上取決於購買 60 套這樣的設備，併為這一模式提供資金。

You did say that you're not going to make any money this year.

你確實說過，你今年賺不到錢。

Correct.

正確。

What did you lose last year?

你去年失去了什麼？

Probably not next year either.

明年可能也不會了。

What did you lose?

你失去了什麼？

$900,000.

$900,000.

Last year you lost $900,000?

去年你損失了 90 萬美元？

Yep.

是的。

How much did you lose?

你損失了多少？

We're going to probably lose that this year again.

今年我們可能又要失去這個機會了。

Ouch.

哎喲

We more than doubled our revenue.

我們的收入增加了一倍多。

But hear me out.

但請聽我說完。

So this is a food company that we're looking to take to a national distribution in 18 months.

這是一家食品公司，我們希望在 18 個月內將其推向全國。

We have the relationships, the production, and the distribution.

我們有關係、生產和銷售。

We're building this to a $50 to $100 million company in the next two years.

我們將在未來兩年內將公司發展成為一家價值 5000 萬至 1 億美元的公司。

How much of your own money did you invest in this?

你自己投資了多少錢？

So I started this entire company on a $1,000 loan.

是以，我用 1000 美元貸款創辦了整個公司。

Really?

真的嗎？

Oh, yeah.

哦，是的

I've been working on this for probably five years.

我已經為此努力了五年。

And how much of the company do you own?

你擁有公司多少股份？

51%.

51%.

Ooh.

哦

Ooh.

哦

Who owns the other $40?

另外 40 美元屬於誰？

We have probably about a cap table of maybe 12 other individuals and groups.

我們大概還有 12 個人和團體的上限。

But I've assembled a team to take this to scale in a big way and do it smartly.

但是，我已經組建了一個團隊，準備大刀闊斧地開展這項工作。

So we're paying for that.

所以我們要為此付出代價。

Jared, I think you're in trouble.

傑瑞德，我覺得你有麻煩了

I hope not.

希望不會。

I don't believe I'm in trouble.

我不相信我會有麻煩。

You know, you're going to need several more raises.

你知道，你還需要幾次加薪。

You're not going to be in control of the company anymore because you're 51.

你不會再掌控公司，因為你已經 51 歲了。

You're going to lose control right here today.

你今天就要在這裡失控了。

I'm not worried about that.

我不擔心這個。

I'm worried for you, man.

我為你擔心

Why?

為什麼？

Look, Yvette, if I'm going to raise a Series A, I'm going to lose control.

聽著 伊薇特 如果我要進行A輪融資 我就要失控了

No entrepreneur that's going to take something to the level that we are shooting for is going to have 80% of the company in his pocket.

任何一個企業家，如果想把公司發展到我們所追求的水準，都不可能把公司 80% 的股份收入囊中。

Do you remember plated?

你還記得電鍍嗎？

Yeah.

是啊

Oh, yeah.

哦，是的

That was my deal.

這是我的約定。

Your numbers are identical in the second year.

你們第二年的數字完全相同。

We were losing between $900 and $1.5 million for three years in a row.

我們連續三年的虧損額都在 900 到 150 萬美元之間。

Right.

對

It is expensive, baby.

很貴的，寶貝。

Sure.

當然。

So that was a big, big, big burn.

所以，那是一次非常、非常、非常大的燃燒。

And it was scaring the living you-know-what out of me until we sold it to Albertsons for $340 million.

直到我們以 3.4 億美元的價格把它賣給 Albertsons 時，我還被它嚇得半死。

Sure.

當然。

So I'm a believer in this space, and I like the product.

所以，我相信這個領域，我喜歡這個產品。

So I'm thinking you're going to need to raise somewhere between another $5 and $10 million.

所以我認為你需要再籌集 500 到 1000 萬美元。

That's exactly what we're doing right now.

這正是我們現在正在做的。

Okay.

好的

And so that's extremely dilutive.

是以，這具有極大的稀釋作用。

I'm going to make you the same offer I made the plated guys.

我給你們的報價和給那些鍍金的傢伙的一樣。

They choked on it, but we all made a lot of money later.

他們噎住了，但我們後來都賺了不少錢。

I will do the $500,000 as debt at 9.5%, and I'll take the 7% as equity.

我將以 9.5% 的利率償還 50 萬美元的債務，並以 7% 的利率作為股本。

Interesting.

有意思

So that you're not going to dilute yourself anymore.

這樣你就不會再稀釋自己了。

And that 7% is going to get diluted down to about 4% by the time you finish.

而這 7% 在你完成學業時會被稀釋到 4%。

Yep.

是的。

And it'll help you with the A-Round.

它還能幫助你完成 A 輪比賽。

A lot more than that.

遠不止這些。

You know how to do that syndication.

你知道如何進行聯合。

I love the deal, so I'm definitely considering it.

我喜歡這筆交易，所以我肯定會考慮的。

It's not off the table.

這不是不可能的。

Jared, I love it, except I just realized something.

賈裡德，我很喜歡，只是我剛意識到一件事。

I don't think it's going to work.

我認為這行不通。

I actually think you're going to start losing far more money as you get bigger.

實際上，我認為隨著規模的擴大，你會損失更多的錢。

And the only light at the end of that tunnel is somebody buying you out.

而隧道盡頭唯一的曙光就是有人把你買走。

You've got to be everywhere tomorrow.

明天你得無處不在。

I see too much risk for me in this.

我認為這對我來說風險太大。

I hear you.

我聽到了

I'm out.

我不幹了

I appreciate it.

我很感激。

Thank you very much.

非常感謝。

Yeah, so I think you're in trouble.

是啊，所以我覺得你有麻煩了。

But I actually like you so much, maybe because of the salad, that I...

但實際上我很喜歡你，也許是因為沙拉，我...

You started with $1,000.

你從 1000 美元起步。

That's as underdog as you get.

這就是劣勢。

I'm not mad at it, right?

我沒生氣吧？

I think you're going to have to raise a lot of money or you're going to die.

我想你必須籌到很多錢，否則你會死的。

And I see a lot of these deals.

我看到過很多這樣的交易。

But I just don't know if you're going to be able to make it through that critical time.

但我就是不知道，你能不能挺過這關鍵時刻。

Sure.

當然。

And this is the critical time, right?

現在是關鍵時刻，對嗎？

And for us, $500 represents $5 million.

對我們來說，500 美元就是 500 萬美元。

I know it is, but I don't want it to be a critical time for my money, so I'm out.

我知道是這樣，但我不想在關鍵時刻用錢，所以我退出了。

Listen, you were in a situation in COVID.

聽著，你在 COVID 遇到了麻煩。

It wasn't working.

沒有用。

Everything closed down.

一切都關閉了。

You created something new.

你創造了新的東西。

I would actually consider going in on this deal with Kevin.

實際上，我會考慮和凱文做這筆交易。

Kevin.

凱文

I would consider that.

我會考慮的。

Because I don't normally...

因為我通常不...

I'm a loan shark.

我是個放高利貸的。

I like to do things myself.

我喜歡自己動手。

But the reason why I would consider is because I think with my sales and marketing skills, packaging skills, and I like Kevin and his experience with Plated.

但我之所以會考慮，是因為我認為我的銷售和營銷技巧、包裝技巧，以及我喜歡凱文和他在 Plated 的經驗。

I find very appealing.

我覺得非常有吸引力。

I think it's a good combo because we get the marketing from Lori, but I want to work with you on the A round.

我認為這是一個很好的組合，因為我們可以從羅莉那裡獲得營銷，但我想在 A 輪方面與你合作。

Look, I'll make it official.

聽著，我正式宣佈

I'll go in with her.

我和她一起進去

Same deal.

一樣的交易。

We'll go 50-50, exactly the terms detailed.

我們五五分成，具體條款詳見附件。

I want to work on funding the next round.

我想努力籌集下一輪資金。

Or do you want to hear what Mark has to say?

還是想聽聽馬克怎麼說？

Well, Mark's quiet over there.

馬克那邊很安靜

Yeah, Mark's always quiet.

是啊，馬克總是很安靜

I always want to entertain what's in front of me, too.

我也總是想把眼前的事情娛樂化。

If you want to throw your foot in, please do.

如果你想插一腳，請便。

So, I'll match their offer, but at 3% interest.

是以，我同意他們的報價，但利息為 3%。

But I'm going to suggest that we don't push for the Series A.

但我建議我們不要推動 A 輪融資。

That's a mistake.

這是一個錯誤。

You will never be at Plated if you stay small.

如果你的規模太小，就永遠無法成為 Plated 的一員。

Look, you're already positioned to scale.

聽著，你已經具備了擴大規模的能力。

Yes.

是的。

Right?

對不對？

This is tough.

這很困難。

You know what?

你知道嗎？

I would not be a billionaire if I had just kept on raising money over and over and over again.

如果我只是一而再、再而三地籌集資金，我就不會成為億萬富翁。

I'm with it.

我同意

Right?

對不對？

Damn, that's nice to say.

媽的，說得真好。