As you may have noticed in the investor pitches on the Shark Tank television show, the most important discussion centers on the money matters. There is much talk and negotiation related to much money the entrepreneur wants to raise and how much company value the entrepreneur is willing to give up in exchange for the investment. The unsuccessful investor pitches usually result from the entrepreneur’s lack of clarity and knowledge of the numbers. One of the most highly regarded examples of a successful pitch was Jonathan Miller’s Shark Tank pitch. Review the videos below of the pitch then complete your project assignment.

Shark Tank Episode 106: Jonathan Miller Custom Energy Bar

Jonathan Miller is CEO of Element Bars. Miller’s pitch resulted in investment from a Shark Tank television show investor. His pitch is considered by many to be the best pitch because of Miller’s preparedness and expert negotiating skills.

ABC’s official synopsis of the Shark Tank pitch:

http://abc.go.com/shows/shark-tank/episode-detail/episode-106/290576

Episode transcript:

http://livedash.ark.com/transcript/shark_tank/714/KGO/Sunday_September_13_2009/85716/

Entrepreneur Magazine article about the appearance:

http://www.entrepreneur.com/2009/09/negotiating-in-shark-infested-waters.php

There are a few key analyses necessary for an investor presentation.

Perform the following analyses for your Course Project. In addition to the readings, you may use the templates listed and/or templates of your creation/choosing.

• • Market size and share opportunity
    • Template: Marketing Analysis Toolkit: Market Size and Market Share Analysis, Spreadsheet Supplement. (Steenburgh, T., & Avery, J.)

• • Breakeven analysis
    • Template: Marketing Analysis Toolkit: Breakeven Analysis, Spreadsheet Supplement. (Steenburgh, T., & Avery, J.)

• • Company valuation using a market multiple or other method.
    • Examples: “Valuing my business” (Payton, S. Yahoo! Small Business Advisor)

• Investment needs and use of proceeds – How much money is needed, what % share of company will be exchanged, and how will the proceeds (e.g., investment money) will be used (i.e., working capital, inventory, marketing).

Your paper should be 3-5 pages in length in Microsoft Word and/or Microsoft Excel format