Pitching to Investors: The Tough Questions

Thank you both for making the time this morning.

謝謝兩位今天早上撥冗前來。

In short, FreshFork takes the guesswork out of eating well!

簡單來說，FreshFork讓健康飲食不再靠猜！

Impressive deck. But let's cut to the chase, shall we?

簡報做得很漂亮。不過我們直接切入重點吧？

Frankly, we've seen a dozen meal-kit pitches this quarter.

坦白說，這一季我們已經看過十幾個料理包的提案了。

Let's start with the money. What's your monthly burn?

先從錢談起。你們每個月燒多少錢？

We're burning roughly two hundred thousand dollars a month.

我們每個月大約燒掉20萬美元。

That gives us about fourteen months of runway.

這樣我們大約還有14個月的資金跑道。

Hmm, and what if the market turns against you?

嗯，那如果市場風向對你們不利呢？

That's precisely why this round includes a healthy buffer.

正因如此，這一輪募資保留了充裕的緩衝資金。

Let's talk acquisition. What's your customer acquisition cost?

來談談獲客。你們的獲客成本是多少？

It's currently forty-two dollars, down from sixty in January.

目前是42美元，比1月的60美元低。

Forty-two? Really? That's remarkably low for this space.

42美元？真的嗎？在這個領域算是低得驚人。

Well, most of our growth is word of mouth, not paid ads.

嗯，我們的成長大多來自口碑，而不是付費廣告。

Word of mouth tends to plateau, though, doesn't it?

不過口碑成長通常會碰到天花板，不是嗎？

Let's be blunt. What stops the big players crushing you?

直說吧。憑什麼大公司不會把你們輾壓過去？

Honestly? They're built for convenience. We're built for health.

老實說？他們主打方便，我們主打健康。

Our dietitian-designed plans are genuinely hard to copy!

我們由營養師設計的菜單真的很難被複製！

Ha, hard to copy, or just hard to copy quickly?

哈，是很難複製，還是只是很難馬上複製？

Fair point. Our real moat is three years of user data.

說得有道理。我們真正的護城河是三年的使用者資料。

Wait, your deck says churn is four percent?

等等，你們簡報上寫的流失率是4%？

But your data room shows nearly nine. Which is it?

可是資料室裡顯示的是將近9%。到底哪個才對？

Well... you're right, and I owe you an explanation.

嗯……您說得對，我欠您一個解釋。

I'm afraid the deck excludes our failed pilot in Chicago.

恐怕簡報沒有把我們在Chicago失敗的試點算進去。

Okay, I appreciate the candor. Most founders would spin it.

好，我欣賞妳的坦白。大多數創辦人都會粉飾一番。

Twelve million pre-money? That feels rather ambitious.

投資前估值1200萬？這好像有點太衝了。

It's in line with comparable rounds, give or take.

這跟同類型募資輪的水準大致相當，差不了多少。

And we're growing twenty percent month over month!

而且我們每個月成長20%！

Growth is one thing. Profitability is quite another.

成長是一回事，獲利完全是另一回事。

Agreed, which is why we'll break even by year three.

同意，所以我們會在第三年達到損益兩平。

Well, I'm not sold yet... but I'm intrigued.

嗯，我還沒被說服……不過我滿有興趣的。

Send us the revised churn figures by Friday, please.

請在週五前把修正後的流失率數據寄給我們。

Then let's pencil in a follow-up next week.

那我們先暫定下週再約一次後續會議。

Wonderful! I'll have everything to you by Thursday.

太好了！我週四前就把所有資料寄給你們。