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That's a great photo.
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Perfect!
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So these are made from
old jumpers or insulation
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that would have gone to landfill.
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I used to be driven by this thought
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that I'll go out and
prove everyone wrong.
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Yes, we might have pushed you
to work hard then
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00:00:40,120 --> 00:00:42,280
because I don't want you
to strike the West.
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This platform could change
the world.
10
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Is it specifically for clothes
bought from here?
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No, we've built it
so it could be universal.
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Seen.
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Let me give you a card.
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The second-hand market
is the fastest-growing.
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This is the launch of our campaign,
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we're raising £300,000.
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Today, I'll be pitching
to 200 investors.
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This is so important for us.
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It's the final pitch today.
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Thanks, everyone,
for coming bright and early.
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So we're reimagining the shop today,
launching our autumn/winter line.
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So, Roberta, you're in charge
of merchandising.
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So, what's going in the windows?
Sticks.
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OK. Lots of foliage.
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OK. It's going to really lead
into all the autumnal colours.
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Cool.
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And Aoife, you are in charge of
making sure the right stock's out
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and the online orders.
Here to help you. Cool!
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My shop is a independent
ethical-fashion retailer.
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We want to make it really easy
for people to make green
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and socially sound choices
as they shop, so we do the job
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of, like, scouting brands
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and good-quality products
that we know are ethically made.
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So these are made from end-of-life
wool, old jumpers or insulation
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that would have gone to landfill
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and then made into just really
gorgeous blankets and scarves.
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Yeah, I think it's so cool.
38
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I started it after working
for a NGO in Ethiopia.
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In my spare time, I would visit
markets where stallholders
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would be selling clothes that were
being made right behind them,
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so seamstresses would be sitting
right behind the stalls.
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And they were creating
beautiful products.
43
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And I really fell in love with
the idea of telling people
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back in the UK,
45
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there is a lot of art and craft
and skill in Ethiopia,
46
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and I really wanted to see
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what I could do to support makers
48
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all over the world.
49
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Lip balms. Oh, they're cute.
50
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Oh, my gosh, they're lovely,
aren't they?
51
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Absinthe lip balm. Oh, nice.
52
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Do they have real absinthe in them?
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I think so.
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Mm!
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When we first started the business,
one of the first things
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that we did was write a little
business plan and go to our local
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bank and ask for a meagre
thousand pounds.
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What we were pitching was this idea
that fair trade would become
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the norm of shopping,
that consumers would pay more
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for sustainable products.
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00:03:45,440 --> 00:03:49,480
But our bank felt that not only
was it a bad business idea,
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but that we ourselves weren't
going to be able to run it
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and therefore refused us.
64
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Hello, how can I help?
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I think a lot of people
would have given up at that point.
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00:04:09,840 --> 00:04:11,120
Mm-hm.
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00:04:11,120 --> 00:04:14,320
But when I was younger, I used
to be driven by this thought that,
68
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you know, I'll go out
and prove everyone wrong.
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00:04:17,000 --> 00:04:20,840
So I took out the £1,500
overdraft myself.
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00:04:20,840 --> 00:04:25,640
Yeah, we've got the sports bra,
that's the recycled activewear.
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00:04:25,640 --> 00:04:27,920
OK, bye, bye.
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00:04:27,920 --> 00:04:31,400
Our first store was a pop-up,
just straight out of uni,
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and it was really fun.
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That went really well.
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We saved enough to be able to open
a store which is kind of half
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the size of this one, but much
more expensive than the pop-up.
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So it soon hits you that you need
to be able to, like, run a proper
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business and not just have fun.
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And then we opened this store here
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and, yeah, it was challenging.
81
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It's taken seven years for us to get
to the turnover we're at now,
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which is about £700,000.
83
00:05:03,880 --> 00:05:06,280
So I'm packing some online orders
84
00:05:06,280 --> 00:05:08,320
which, since the pandemic,
85
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has, like, increased majorly.
86
00:05:12,440 --> 00:05:14,560
I love seeing what people
put together.
87
00:05:14,560 --> 00:05:16,920
I always get a bit enthusiastic
88
00:05:16,920 --> 00:05:19,240
with the little handwritten notes
that we write.
89
00:05:19,240 --> 00:05:21,160
Oh, my gosh, this will look amazing!
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00:05:24,880 --> 00:05:28,920
I'm currently putting together some
window displays, so I gathered
91
00:05:28,920 --> 00:05:32,280
all this from the side of the road
and then went to our local florist
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for these autumnal extras.
93
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Can you give me a hand? Yeah.
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Vidmantas is my partner,
both in life and in business.
95
00:05:43,160 --> 00:05:46,640
So how come that isn't level
to that end? What's going on?
96
00:05:46,640 --> 00:05:47,960
No, it's OK.
97
00:05:47,960 --> 00:05:50,520
I tend to do kind of more creative
roles, where he tends to do
98
00:05:50,520 --> 00:05:53,280
more numerical roles.
99
00:05:53,280 --> 00:05:56,080
Yeah, that's not a good way
to do it, Vidmantas.
100
00:05:56,080 --> 00:06:00,600
Vidmantas has just been a rock,
really, but he is a pain in my butt!
101
00:06:03,080 --> 00:06:05,280
Pleased, yeah, it will do the job.
102
00:06:19,640 --> 00:06:22,520
So we're just in Reading
at my family's home.
103
00:06:22,520 --> 00:06:25,840
I've come home for the weekend
because it's been a long week
104
00:06:25,840 --> 00:06:29,960
and hoping to get just a chill time,
have some food with my parents
105
00:06:29,960 --> 00:06:31,360
and just relax.
106
00:06:33,800 --> 00:06:37,280
So I was born in Addis Ababa,
the capital city of Ethiopia,
107
00:06:37,280 --> 00:06:40,680
and my family migrated
to the UK when I was five.
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We sought asylum here.
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Hello!
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How are you?
I'm good. How are you?
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00:06:49,520 --> 00:06:51,400
Something smells good.
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I've got an older sister
and a younger brother,
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and I love them a lot.
114
00:06:56,280 --> 00:06:59,840
In Ethiopia, they say that hunger
makes... A good meal.
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00:06:59,840 --> 00:07:01,640
Yeah, a meal.
116
00:07:01,640 --> 00:07:05,280
So my dad's, like,
really jovial and fun.
117
00:07:05,280 --> 00:07:08,000
My mum, she's into fashion.
118
00:07:08,000 --> 00:07:10,240
I always think she should be
a blogger.
119
00:07:10,240 --> 00:07:13,280
She's got loads of clothes
and she loves to cook.
120
00:07:13,280 --> 00:07:15,360
Chicken toes. Hmm.
121
00:07:15,360 --> 00:07:19,720
This is one of our traditional
food for occasional time.
122
00:07:19,720 --> 00:07:21,960
Looks delicious.
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00:07:21,960 --> 00:07:25,560
My parents didn't have easy lives
and they wanted us to have security
124
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and they wanted more for us.
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Yeah, they're strongest people
I know.
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00:07:31,040 --> 00:07:33,000
These are my three gifts.
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00:07:33,000 --> 00:07:35,640
The eldest one is Bethlehem,
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and that one's Natty
129
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and the middle one is Kalkidan.
130
00:07:40,560 --> 00:07:42,600
I call her Sanjo.
131
00:07:42,600 --> 00:07:46,640
The reason was that there was
a film that we have seen,
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00:07:46,640 --> 00:07:51,920
me and her mum, back in Ethiopia
about a person called Sanjo.
133
00:07:51,920 --> 00:07:53,840
Mum, do you need a hand?
134
00:07:53,840 --> 00:07:57,920
He was trying to get more than
anyone will expect him to get.
135
00:07:57,920 --> 00:08:03,040
That's why when we saw her
growing up, then we said,
136
00:08:03,040 --> 00:08:05,360
Sanjo is the right name.
137
00:08:05,360 --> 00:08:09,040
This is Sanjo
when she got her first degree
138
00:08:09,040 --> 00:08:11,840
in politics,
philosophy and economics,
139
00:08:11,840 --> 00:08:15,280
and this is me when I was
at University of Hull
140
00:08:15,280 --> 00:08:17,640
to do my master's.
141
00:08:19,480 --> 00:08:22,560
I feel like they gave up
a lot for us.
142
00:08:22,560 --> 00:08:28,440
My parents have taken jobs in the UK
that are below their skill sets.
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00:08:28,440 --> 00:08:31,840
Mum, this looks amazing.
I can't wait to get stuck in.
144
00:08:33,600 --> 00:08:37,120
My mum works as a hospital carer
and cleaner,
145
00:08:37,120 --> 00:08:39,840
and my father works
as a security guard.
146
00:08:39,840 --> 00:08:41,640
That's enough, yeah.
147
00:08:42,920 --> 00:08:44,480
This is very good.
148
00:08:44,480 --> 00:08:48,240
Yeah, I prepared yesterday,
but I cooked this morning.
149
00:08:48,240 --> 00:08:50,840
When's the last time
Dad cooked, Mum?
150
00:08:50,840 --> 00:08:52,600
This week. No, not this week.
151
00:08:52,600 --> 00:08:54,240
Oh, no, no!
152
00:08:56,680 --> 00:08:59,960
When we grew up, I thought my
parents were the strictest parents
153
00:08:59,960 --> 00:09:04,360
in the world because they would make
us study every day. So we'd finish
154
00:09:04,360 --> 00:09:07,840
school and have to go home and
then do our two hours of studying
155
00:09:07,840 --> 00:09:09,400
every single day.
156
00:09:09,400 --> 00:09:14,920
But now I feel like they gave us,
like, a foundation for understanding
157
00:09:14,920 --> 00:09:18,560
how to navigate the world, and I'm
really grateful to them for that.
158
00:09:18,560 --> 00:09:21,840
Ask any African man,
159
00:09:21,840 --> 00:09:26,400
we have got two or three
specific, you know,
160
00:09:26,400 --> 00:09:30,000
qualifications that we aspire
our children to have.
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00:09:30,000 --> 00:09:33,680
That is engineer, doctor, lawyer,
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00:09:33,680 --> 00:09:38,200
but Kalkidan is a business owner.
163
00:09:38,200 --> 00:09:41,520
Now I will say what she did
is better
164
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because I know from helping others,
that makes her happy,
165
00:09:46,200 --> 00:09:49,120
which makes me happy and proud.
166
00:09:52,160 --> 00:09:56,600
I'm glad that we grew up with high
expectations. Like, it was hard,
167
00:09:56,600 --> 00:10:00,120
obviously, but I'm glad
that I'm, like, a resilient
168
00:10:00,120 --> 00:10:01,680
and capable person.
169
00:10:01,680 --> 00:10:05,640
Yeah. And that's because you guys
have created a really lovely home
170
00:10:05,640 --> 00:10:10,080
for me and Beth and Nat.
Yes, we will.
171
00:10:10,080 --> 00:10:13,320
We might have to admit
we might have pushed you
172
00:10:13,320 --> 00:10:16,520
more than necessary
173
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because it's my fear, who will
push my children in order
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to work hard because I don't want
them to strike the West.
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00:10:27,680 --> 00:10:30,200
For an immigrant person,
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00:10:30,200 --> 00:10:33,200
a black woman -
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with this, very hard to
put your feet in business.
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00:10:39,520 --> 00:10:42,280
I know it's hard work.
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00:10:42,280 --> 00:10:45,520
For sure, but I think,
like, I've got...
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I've got a lot of support.
181
00:10:49,400 --> 00:10:51,160
Yeah, yeah.
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00:10:51,160 --> 00:10:52,600
Don't cry.
183
00:10:52,600 --> 00:10:54,200
No, I'm fine.
184
00:10:54,200 --> 00:10:55,840
Everything will be fine.
185
00:10:55,840 --> 00:10:57,360
I'm good.
186
00:10:57,360 --> 00:11:01,680
I often wonder, like, why I've done
business, because of course
187
00:11:01,680 --> 00:11:03,280
it's very risky.
188
00:11:03,280 --> 00:11:05,840
There have been many years
where I have not had any money,
189
00:11:05,840 --> 00:11:08,840
and I think, for me, it's because,
yeah, my family is just a rock
190
00:11:08,840 --> 00:11:13,000
and they're really stable
and sound and risk-averse.
191
00:11:13,000 --> 00:11:15,800
So, yeah, they're wonderful.
192
00:11:21,800 --> 00:11:24,520
Shall we open the door today,
get some fresh air?
193
00:11:24,520 --> 00:11:28,400
Yeah, we've all got jumpers.
Yeah, yeah.
194
00:11:38,000 --> 00:11:41,440
I've literally brought a bag full
of old clothes and just swapped,
195
00:11:41,440 --> 00:11:45,120
like, seven items, so I feel
like I've got a new wardrobe now.
196
00:11:45,120 --> 00:11:47,800
Although I think my daughter's also
choosing something for me!
197
00:11:50,160 --> 00:11:55,200
So I've got a Laura Ashley cardigan,
old Gap dress
198
00:11:55,200 --> 00:11:57,640
which doesn't fit me any more.
199
00:11:57,640 --> 00:12:00,120
I just want it out of my wardrobe.
200
00:12:06,640 --> 00:12:09,040
You observe customers over time
and you realise, OK, well,
201
00:12:09,040 --> 00:12:12,080
these customers are coming in
and they're buying four or five
202
00:12:12,080 --> 00:12:15,440
of the same type of item, or maybe
they're buying it each year
203
00:12:15,440 --> 00:12:17,960
and you have to ask the question,
OK, well, what are they doing
204
00:12:17,960 --> 00:12:20,920
with what they've purchased before?
205
00:12:20,920 --> 00:12:24,080
But it's that kind of questioning
that really led me to think
206
00:12:24,080 --> 00:12:27,120
about, what are the opportunities
for the second life of the products
207
00:12:27,120 --> 00:12:28,800
that we sell?
208
00:12:33,280 --> 00:12:37,960
I've borrowed £50,000 in order
to develop the pilot product
209
00:12:37,960 --> 00:12:40,760
for Shwap, which is
essentially a web app.
210
00:12:40,760 --> 00:12:42,760
So, reselling clothes.
211
00:12:48,360 --> 00:12:51,120
Although there are lots of apps
currently that you can resell
212
00:12:51,120 --> 00:12:53,680
clothes on,
this platform is different.
213
00:12:53,680 --> 00:12:56,280
This platform could change
the world.
214
00:13:00,560 --> 00:13:03,400
What I'm really passionate about
is environmental progress,
215
00:13:03,400 --> 00:13:06,800
and the fashion industry is putting
this huge weight on the planet
216
00:13:06,800 --> 00:13:09,400
because businesses overproduce.
217
00:13:09,400 --> 00:13:12,280
And the reason they overproduce
is because they only make money
218
00:13:12,280 --> 00:13:14,160
when they sell new items.
219
00:13:14,160 --> 00:13:16,880
They make their profit
on that initial sale.
220
00:13:16,880 --> 00:13:19,920
And the problem with that is,
basically, there's finite resources
221
00:13:19,920 --> 00:13:23,320
on the world - like, there's only
so much land to produce clothing.
222
00:13:23,320 --> 00:13:25,920
There's only so much water
to dye jeans.
223
00:13:25,920 --> 00:13:28,520
And there's only so much land
at the end of an item
224
00:13:28,520 --> 00:13:30,480
to put a garment into landfill.
225
00:13:33,000 --> 00:13:36,160
My ambition, what I hope,
is that every high-street shop
226
00:13:36,160 --> 00:13:39,160
in the UK will use this platform
for resale.
227
00:13:39,160 --> 00:13:43,080
So whenever a second-hand product
sells on our marketplace,
228
00:13:43,080 --> 00:13:45,560
we pay brands a commission
on that sale.
229
00:13:45,560 --> 00:13:49,000
What that means for high-street
retailers is that they're going to
230
00:13:49,000 --> 00:13:52,600
earn profit in the secondary market
as items are resold.
231
00:13:54,360 --> 00:13:57,360
So we're going to give her
£5 store credit for the top.
232
00:13:57,360 --> 00:13:59,960
But we're going to sell these both
on and then pay Lizzie
233
00:13:59,960 --> 00:14:02,080
the commission once we have done so.
234
00:14:02,080 --> 00:14:03,400
Thank you so much.
235
00:14:12,760 --> 00:14:16,400
So what we built is a way
to integrate your purchases
236
00:14:16,400 --> 00:14:19,920
with your digital wardrobe,
and if you want to resell,
237
00:14:19,920 --> 00:14:23,520
you already have the information
of that product here for you
238
00:14:23,520 --> 00:14:26,280
and then you can set
a price and list it
239
00:14:26,280 --> 00:14:29,600
onto the marketplace
through a click of a button.
240
00:14:29,600 --> 00:14:31,960
So I brought a couple of things
that had been just sitting
241
00:14:31,960 --> 00:14:34,080
in the bottom of my wardrobe.
Yeah, it's gorgeous.
242
00:14:34,080 --> 00:14:35,720
We've got two options, really.
243
00:14:35,720 --> 00:14:39,880
We can manage the resale for you,
or you could do it at home yourself.
244
00:14:39,880 --> 00:14:44,240
We hope over time to add
other services like repairing
245
00:14:44,240 --> 00:14:46,760
and recycling and donating
clothes there, as well.
246
00:14:46,760 --> 00:14:49,640
Is it specifically for clothes
that I bought from here?
247
00:14:49,640 --> 00:14:51,840
No, that's the really
exciting thing.
248
00:14:51,840 --> 00:14:53,520
We've built it
so it could be universal.
249
00:14:53,520 --> 00:14:57,040
Yeah, it's so exciting to see people
here and just get their feedback
250
00:14:57,040 --> 00:14:58,640
for the app.
251
00:14:58,640 --> 00:15:02,080
Basically, what we're trying to do
now is raise money in order
252
00:15:02,080 --> 00:15:04,320
to take our product to market
253
00:15:04,320 --> 00:15:07,240
and hope that we can attract
people to it.
254
00:15:23,040 --> 00:15:25,920
Today, I'll be pitching
to 200 investors.
255
00:15:25,920 --> 00:15:28,080
It's going to be an online
Zoom pitch...
256
00:15:28,080 --> 00:15:29,520
Hi.
257
00:15:29,520 --> 00:15:33,240
..and we've come here to the science
park to some offices to get super
258
00:15:33,240 --> 00:15:34,600
practised and prepared.
259
00:15:34,600 --> 00:15:36,240
Wish me luck.
260
00:15:36,240 --> 00:15:38,280
So the pitch is at 11.30.
261
00:15:38,280 --> 00:15:41,480
That just gives us an hour
to go through the slide deck,
262
00:15:41,480 --> 00:15:43,120
do a spell check.
263
00:15:43,120 --> 00:15:46,960
What we're going to do is give away
a percentage of our company
264
00:15:46,960 --> 00:15:49,120
in return for some cash.
265
00:15:49,120 --> 00:15:52,520
Within the next three months,
I'd like us to have raised £300,000
266
00:15:52,520 --> 00:15:54,800
and then within the next six months,
267
00:15:54,800 --> 00:15:59,200
I'd like us to have closed
in the million pound.
268
00:15:59,200 --> 00:16:01,520
Hi, guys. So, as I said
in my post today,
269
00:16:01,520 --> 00:16:03,280
this is the launch of our campaign.
270
00:16:03,280 --> 00:16:05,960
We're raising £300,000 and we're
going to turbo boost
271
00:16:05,960 --> 00:16:07,640
circularity in retail.
272
00:16:07,640 --> 00:16:10,160
So send me positive vibes, please.
273
00:16:10,160 --> 00:16:12,120
Bye!
274
00:16:12,120 --> 00:16:14,360
So this is for our
Instagram followers.
275
00:16:14,360 --> 00:16:17,280
You know, we have thousands
of customers who... Believe in you.
276
00:16:17,280 --> 00:16:18,840
..who believe in us.
277
00:16:18,840 --> 00:16:21,600
That money is going to allow us to
build the core team that we need.
278
00:16:21,600 --> 00:16:24,640
So we're going to hire a marketing
person, a salesperson,
279
00:16:24,640 --> 00:16:27,800
some more product developers,
some software engineers.
280
00:16:27,800 --> 00:16:29,880
This is a slide
that I added at the end.
281
00:16:29,880 --> 00:16:33,120
Currently, our technology
can integrate with 200,000 stores,
282
00:16:33,120 --> 00:16:35,120
but with this investment
we'll be able to connect
283
00:16:35,120 --> 00:16:37,680
with any store in the UK.
284
00:16:37,680 --> 00:16:39,600
Well, I'm going to practise
a pitch to you.
285
00:16:39,600 --> 00:16:41,480
Then I'll time myself as well
286
00:16:41,480 --> 00:16:43,480
because it needs to be
under five minutes.
287
00:16:43,480 --> 00:16:46,960
The current model of retail
in business isn't working.
288
00:16:46,960 --> 00:16:49,160
This is so important for us.
289
00:16:49,160 --> 00:16:53,080
If investors think
this is a good business model,
290
00:16:53,080 --> 00:16:57,920
I'm so confident we will raise
what we need and more.
291
00:16:57,920 --> 00:17:00,720
So, yeah, so I guess
I've got to do a good job!
292
00:17:00,720 --> 00:17:02,400
Six minutes.
293
00:17:02,400 --> 00:17:04,080
We need to get it down
by, like, one minute.
294
00:17:13,760 --> 00:17:17,080
Don't, leave, get out, get out,
don't disturb me.
295
00:17:21,280 --> 00:17:23,080
OK.
296
00:17:25,280 --> 00:17:26,760
Hi.
297
00:17:26,760 --> 00:17:28,520
Hi, there. How are you?
How are you doing?
298
00:17:28,520 --> 00:17:29,760
Yeah, really well, thank you.
299
00:17:29,760 --> 00:17:32,280
We're going to be, you know,
very soon so numbers wise,
300
00:17:32,280 --> 00:17:34,000
you had 200 registered
for the session.
301
00:17:34,000 --> 00:17:35,880
So we will... No pressure, then!
302
00:17:35,880 --> 00:17:37,880
Can we just check the sound levels
303
00:17:37,880 --> 00:17:40,120
on the emergency backup video?
304
00:17:40,120 --> 00:17:42,400
Yeah, here we go.
305
00:17:42,400 --> 00:17:44,680
This meeting is being recorded.
306
00:17:50,320 --> 00:17:53,200
She's only got five minutes,
307
00:17:53,200 --> 00:17:59,360
and she could talk about it for an
hour, so just need to keep calm.
308
00:17:59,360 --> 00:18:02,000
Yeah, she'll be fine.
309
00:18:02,000 --> 00:18:04,560
Final pitch today
is from Kalkidan.
310
00:18:04,560 --> 00:18:09,520
Kalkidan, if could come on to
camera and share your screen.
311
00:18:09,520 --> 00:18:11,680
Yes.
312
00:18:11,680 --> 00:18:13,440
Switch your camera on.
313
00:18:13,440 --> 00:18:15,200
Hello. Hello, everybody.
314
00:18:16,960 --> 00:18:18,720
Yeah, my name is Kalkidan.
315
00:18:18,720 --> 00:18:21,760
I'm... What?
316
00:18:21,760 --> 00:18:23,120
Hello?
317
00:18:28,840 --> 00:18:31,720
Yep, the worst possible
thing has happened!
318
00:18:31,720 --> 00:18:34,040
Did you sign out? Yep.
319
00:18:34,040 --> 00:18:37,040
I think Kalkidan accidentally
left the room.
320
00:18:37,040 --> 00:18:39,040
Like, how did that happen?
321
00:18:40,960 --> 00:18:42,920
We've actually just launched...
322
00:18:42,920 --> 00:18:44,560
So they're playing
the pitch recording.
323
00:18:44,560 --> 00:18:47,560
It was recorded earlier,
just in case
324
00:18:47,560 --> 00:18:50,120
of any technical difficulties.
325
00:18:50,120 --> 00:18:53,200
In their digital catalogue, users
can get itemised information...
326
00:18:53,200 --> 00:18:55,480
I don't know what happened.
327
00:18:55,480 --> 00:18:59,240
I think I turned off my Zoom,
like some sort of Zoom novice,
328
00:18:59,240 --> 00:19:02,640
as though I haven't been on Zoom
every single day for two years.
329
00:19:02,640 --> 00:19:04,240
So our team has found...
330
00:19:04,240 --> 00:19:06,160
It's just a shame
because obviously
331
00:19:06,160 --> 00:19:09,240
he pitch has developed a lot
since we recorded last week,
332
00:19:09,240 --> 00:19:10,920
and...yeah.
333
00:19:12,360 --> 00:19:16,080
..hundreds of thousands of products
and seen many of them listed...
334
00:19:16,080 --> 00:19:18,040
That's all we've got time for,
obviously.
335
00:19:18,040 --> 00:19:21,280
So thank you to everyone
that's pitched today.
336
00:19:24,280 --> 00:19:27,520
And the reason that I think I closed
it is because I really was trying
337
00:19:27,520 --> 00:19:30,360
not to run over so I was
turning on my phone timer.
338
00:19:30,360 --> 00:19:34,320
When I clicked at my phone time
and pressed the back button
339
00:19:34,320 --> 00:19:36,600
and then I exited
the same call!
340
00:19:38,160 --> 00:19:41,920
Oh, my goodness, I'm so stupid!
341
00:19:43,320 --> 00:19:46,040
Yeah, I think...
Well, I think we're done.
342
00:19:46,040 --> 00:19:47,920
I think actually they need
this office room.
343
00:19:47,920 --> 00:19:50,520
So I think we've got to pack
up and go, yeah.
344
00:19:50,520 --> 00:19:52,160
Come on, let's bounce.
345
00:19:52,160 --> 00:19:54,600
Yeah, let's go. OK. Bye!
346
00:20:04,760 --> 00:20:07,840
That pitch was a bit of a disaster,
347
00:20:07,840 --> 00:20:11,280
but you're constantly on a learning
curve because as soon as you've
348
00:20:11,280 --> 00:20:13,880
figured something out, you have
to figure out the next thing
349
00:20:13,880 --> 00:20:15,320
to keep pushing forward.
350
00:20:15,320 --> 00:20:17,360
So that's everyone's first outfit.
351
00:20:17,360 --> 00:20:19,800
All right, let me get changed.
352
00:20:19,800 --> 00:20:22,840
So today we're here on a photo shoot
with capturing content
353
00:20:22,840 --> 00:20:24,720
for our autumn/winter launch.
354
00:20:24,720 --> 00:20:26,520
The content is going to go
across our social media,
355
00:20:26,520 --> 00:20:28,240
on our website.
356
00:20:28,240 --> 00:20:32,200
I am going to be modelling
today, which is exciting.
357
00:20:32,200 --> 00:20:34,760
So we're going to do
some serious posey ones.
358
00:20:34,760 --> 00:20:38,720
But then I want to do some more,
like, smiley, candid shots as well.
359
00:20:38,720 --> 00:20:41,080
Yeah, gorgeous. Great.
360
00:20:41,080 --> 00:20:46,520
Do we have the wind speed
for the blowing hair?
361
00:20:46,520 --> 00:20:48,440
Yeah, maybe. Or I'll blow on you!
362
00:20:52,120 --> 00:20:54,520
I feel kind of shy
modelling the clothes.
363
00:20:54,520 --> 00:20:56,040
Being in front of the camera
364
00:20:56,040 --> 00:20:58,040
is something that always
makes me a bit nervous.
365
00:20:58,040 --> 00:20:59,400
Oh, my goodness.
366
00:20:59,400 --> 00:21:01,240
I'm stuck.
367
00:21:01,240 --> 00:21:04,920
But I really want people who,
you know, aren't a size ten
368
00:21:04,920 --> 00:21:08,560
and who are brown,
to see the clothes on them.
369
00:21:08,560 --> 00:21:10,360
I'm all of those things,
370
00:21:10,360 --> 00:21:12,720
so I think, you know, I might
as well get in front of the camera
371
00:21:12,720 --> 00:21:14,440
and be a part of the shoot as well.
372
00:21:14,440 --> 00:21:15,720
Nice, guys.
373
00:21:17,200 --> 00:21:19,320
People love to see Kalkidan
wearing the clothes.
374
00:21:19,320 --> 00:21:21,560
She's actually, like, really
honed her modelling skills
375
00:21:21,560 --> 00:21:25,400
since her first,
like, few snaps on Insta.
376
00:21:25,400 --> 00:21:26,840
I quite like that.
377
00:21:26,840 --> 00:21:28,840
If you all look up,
it's really nice.
378
00:21:30,880 --> 00:21:32,720
Perfect. Perfect.
379
00:21:32,720 --> 00:21:34,680
Although we've got a
bricks-and-mortar store
380
00:21:34,680 --> 00:21:37,040
here in Exeter,
most of our business is online.
381
00:21:37,040 --> 00:21:38,760
That's a great photo.
382
00:21:38,760 --> 00:21:44,680
So we post images of our clothes
on Instagram, Twitter, Pinterest.
383
00:21:44,680 --> 00:21:46,720
Where do you want me?
384
00:21:46,720 --> 00:21:49,160
Are we thinking Kalkidan
in the middle?
385
00:21:49,160 --> 00:21:53,120
Yeah. Get my best side.
386
00:21:54,320 --> 00:21:56,880
And we use our channels
to tell potential customers
387
00:21:56,880 --> 00:22:00,600
that we're really passionate
about environmental progress,
388
00:22:00,600 --> 00:22:02,440
social progress,
389
00:22:02,440 --> 00:22:04,520
as much as we're passionate
about fashion.
390
00:22:04,520 --> 00:22:07,120
A little bit more movement, I think.
391
00:22:07,120 --> 00:22:09,680
Hands in the grass
are always nice here,
392
00:22:09,680 --> 00:22:12,120
like the beginning of Gladiator!
393
00:22:13,800 --> 00:22:16,800
What we're trying to do is show
people a lifestyle that would
394
00:22:16,800 --> 00:22:19,520
benefit them as well as ourselves.
395
00:22:19,520 --> 00:22:21,600
What we don't want is
for people to think of us
396
00:22:21,600 --> 00:22:25,240
as, like, this really aspirational,
not-attainable brand.
397
00:22:25,240 --> 00:22:28,120
The more they relate,
the more they buy.
398
00:22:30,240 --> 00:22:33,000
Social media is hugely important
to our business model.
399
00:22:33,000 --> 00:22:36,480
It can drive over 50% of our
business through the web store
400
00:22:36,480 --> 00:22:38,400
and through our shop.
401
00:22:38,400 --> 00:22:41,880
This could generate, I guess,
402
00:22:41,880 --> 00:22:46,040
numerically, a good, like, £40,000
£50,000 worth of sales for us.
403
00:22:47,920 --> 00:22:50,800
Oh, that looks great.
404
00:22:50,800 --> 00:22:52,360
Oh, yeah. Yeah.
405
00:22:52,360 --> 00:22:54,760
Kalkidan, if we could get you,
have the brand on brand?
406
00:22:54,760 --> 00:22:56,080
Sure, sure.
407
00:22:56,080 --> 00:22:58,280
There is a bedsheet there.
408
00:22:58,280 --> 00:23:00,960
Could you hold these,
and then I'll take the blind tests?
409
00:23:00,960 --> 00:23:03,360
My clothes horse.
410
00:23:03,360 --> 00:23:06,560
Just have to keep
a look out for me. OK.
411
00:23:06,560 --> 00:23:12,160
It's funny because it's like, let's
find a discreet place to change.
412
00:23:12,160 --> 00:23:15,600
The only thing
I'm missing is a mirror.
413
00:23:15,600 --> 00:23:18,960
Well, this is what good boyfriends
do on tests.
414
00:23:20,760 --> 00:23:22,200
OK, I'm done.
415
00:23:24,480 --> 00:23:26,920
That's cute.
416
00:23:26,920 --> 00:23:28,840
Yeah, I feel like
it's been a good shoot.
417
00:23:28,840 --> 00:23:31,520
Can you, like, do some looking back?
418
00:23:31,520 --> 00:23:33,360
We'll see the photos on Monday,
419
00:23:33,360 --> 00:23:36,440
pick out the ones that we really
like, and then start telling some
420
00:23:36,440 --> 00:23:39,280
content stories over the next
couple of weeks.
421
00:23:39,280 --> 00:23:40,720
So let's do a selfie.
422
00:23:43,080 --> 00:23:44,760
I'll take, like, 50. Yeah!
423
00:24:02,000 --> 00:24:05,040
To create a business,
it's a full-time job.
424
00:24:07,680 --> 00:24:12,680
Splitting my week between the store
and looking for potential investors.
425
00:24:17,760 --> 00:24:21,240
Networking is really important for
us to find people who potentially
426
00:24:21,240 --> 00:24:22,680
could invest in the company.
427
00:24:23,760 --> 00:24:26,800
You know, nervousness and excitement
are like the same emotion
428
00:24:26,800 --> 00:24:29,600
or the same chemical.
Are they? Yeah.
429
00:24:29,600 --> 00:24:33,280
So, yeah, we've got to, like, learn
to trick ourselves into thinking
430
00:24:33,280 --> 00:24:36,960
all of our nervousness
is actually excitement, yeah.
431
00:24:36,960 --> 00:24:38,960
Thank you. Thank you.
432
00:24:40,400 --> 00:24:43,480
This will be, I guess,
the first type of thing
433
00:24:43,480 --> 00:24:45,280
like this that we've been to.
434
00:24:45,280 --> 00:24:47,760
Our resale marketplace pays brands
435
00:24:47,760 --> 00:24:50,480
as their customers
resell products...
436
00:24:50,480 --> 00:24:52,480
I've got to, like,
really present the businesses
437
00:24:52,480 --> 00:24:54,680
well and do a good job.
438
00:24:55,840 --> 00:24:58,480
Hi, we're here for the Tech Nation.
439
00:24:58,480 --> 00:25:00,880
What's your name?
Kalkidan Legesse, with a K.
440
00:25:00,880 --> 00:25:03,880
We'll go up, shall we? Yeah.
441
00:25:03,880 --> 00:25:06,080
Let's do this, OK.
442
00:25:06,080 --> 00:25:08,400
Honestly, I literally
have forgotten everything
443
00:25:08,400 --> 00:25:10,080
about my business right now!
444
00:25:10,080 --> 00:25:12,160
I can't remember anything
that I have to say.
445
00:25:12,160 --> 00:25:14,440
It will come back.
I think so, yeah.
446
00:25:18,840 --> 00:25:21,880
So we connect brands to the
secondary market of their products.
447
00:25:21,880 --> 00:25:24,520
OK. And we pay them as
customers resell their stuff.
448
00:25:24,520 --> 00:25:26,960
You know, we're trying to prevent
things from being thrown away.
449
00:25:26,960 --> 00:25:30,040
I've got to check it out.
Oh, let me give you a card. OK.
450
00:25:30,040 --> 00:25:31,920
You've come prepared. Yeah.
451
00:25:31,920 --> 00:25:34,320
Hello? Hi?
452
00:25:34,320 --> 00:25:35,960
Can everyone, like, sit down?
453
00:25:36,960 --> 00:25:38,920
So, like, welcome.
454
00:25:38,920 --> 00:25:39,920
Yeah.
455
00:25:41,120 --> 00:25:46,160
Can I just say, like, we've probably
got the most diverse cohort ever.
456
00:25:46,160 --> 00:25:48,440
We found two companies
in Scotland, even.
457
00:25:48,440 --> 00:25:50,640
Amazing!
LAUGHTER
458
00:25:50,640 --> 00:25:53,560
To be in a room full
of people, like, similar age,
459
00:25:53,560 --> 00:25:57,160
similar background, doing some
really exciting things and business,
460
00:25:57,160 --> 00:25:58,560
things like that just make you feel
461
00:25:58,560 --> 00:26:02,760
like your journey is more attainable
because you see, you know,
462
00:26:02,760 --> 00:26:05,720
individuals who come from the same
background as you.
463
00:26:17,200 --> 00:26:19,280
Hello, everyone, my name is
Kalkidan,
464
00:26:19,280 --> 00:26:23,120
this is Vidmantas, and we're just,
yeah, super excited to be here.
465
00:26:23,120 --> 00:26:27,800
Like, it's really hard when you
are a black women in business.
466
00:26:27,800 --> 00:26:31,720
Too often, a lot of people
were seeing me at meetings,
467
00:26:31,720 --> 00:26:35,200
like, I'll be the first
professional business owner
468
00:26:35,200 --> 00:26:37,480
that they've come across
who's also a black woman.
469
00:26:37,480 --> 00:26:39,600
The second-hand market is
the fastest-growing...
470
00:26:39,600 --> 00:26:42,440
I've come from a community
that is vulnerable,
471
00:26:42,440 --> 00:26:46,400
but I know how powerful I am.
472
00:26:46,400 --> 00:26:50,680
What I would like is for me to be
able to live with as much ease
473
00:26:50,680 --> 00:26:52,200
as white men.
474
00:26:53,880 --> 00:26:56,360
I guess that's the...
That's the goal.
475
00:26:57,560 --> 00:26:58,800
Thank you.
476
00:26:58,800 --> 00:27:00,560
Thank you, thank you.
477
00:27:02,720 --> 00:27:04,080
CHATTER
478
00:27:08,440 --> 00:27:11,920
What we're really hoping is to
describe to the top high-street
479
00:27:11,920 --> 00:27:16,000
brands, "Here's a really simple way
for you to make more money
480
00:27:16,000 --> 00:27:17,400
"on products you've already sold."
481
00:27:17,400 --> 00:27:21,160
That is the best thing that
a retailer can hear, right?
482
00:27:21,160 --> 00:27:22,480
Yeah, yeah.
483
00:27:25,160 --> 00:27:27,520
I just love the proposition.
484
00:27:27,520 --> 00:27:30,240
It's a win-win, both for the
customer and the retailer,
485
00:27:30,240 --> 00:27:32,280
and also the planet
and all the stakeholders
486
00:27:32,280 --> 00:27:35,080
that go along with making
that garment possible,
487
00:27:35,080 --> 00:27:39,160
so I'm really rooting for
her and I can only expect
488
00:27:39,160 --> 00:27:41,000
great success from what she's doing.
489
00:27:42,360 --> 00:27:43,840
Cheers. Cheers.
490
00:27:57,360 --> 00:28:01,760
We've managed to have 100,000
of our 300,000 target committed
491
00:28:01,760 --> 00:28:03,360
already, which is really exciting.
492
00:28:03,360 --> 00:28:04,880
And, yeah, I'm really confident
493
00:28:04,880 --> 00:28:07,320
that by the end of the year,
we'll have raised the rest,
494
00:28:07,320 --> 00:28:09,440
which is great,
which is really cool.
495
00:28:09,440 --> 00:28:10,760
Thanks very much. Bye, dear.
496
00:28:10,760 --> 00:28:11,920
Thank you.
497
00:28:11,920 --> 00:28:13,280
Running a business is hard.
498
00:28:13,280 --> 00:28:15,680
These past couple of years
has been really challenging.
499
00:28:15,680 --> 00:28:18,160
And people are finding the
bodysuits as well? Yeah, yeah.
500
00:28:18,160 --> 00:28:19,840
But I've bossed it to this level.
501
00:28:19,840 --> 00:28:21,920
I've proved that we
know what we're doing.
40476
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