Pitching to Investors: The Tough Questions

Thank you both for making the time this morning.

感谢两位今天上午抽空过来。

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

简单来说，FreshFork让健康饮食不再靠猜！

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

演示文稿很出色。不过我们直奔主题吧？

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

坦白说，这个季度我们已经看过十几个餐包项目的路演了。

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

先谈钱吧。你们每个月烧多少钱？

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

我们每月大约烧掉20万美元。

That gives us about fourteen months of runway.

这样我们大约还有14个月的资金跑道。

Hmm, and what if the market turns against you?

嗯，那要是市场形势对你们不利呢？

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

正因如此，这一轮融资留出了充足的缓冲资金。

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

聊聊获客吧。你们的获客成本是多少？

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

目前是42美元，比1月份的60美元低。

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

42美元？真的吗？在这个领域算是低得惊人了。

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

嗯，我们的增长大多来自口碑，而不是付费广告。

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

不过口碑增长往往会遇到瓶颈，不是吗？

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

直说吧。凭什么大公司不会把你们碾压掉？

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

说实话？他们主打便利，我们主打健康。

Our dietitian-designed plans are genuinely hard to copy!

我们由营养师设计的餐单真的很难被复制！

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

哈，是很难复制，还是只是很难马上复制？

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

说得有道理。我们真正的护城河是三年的用户数据。

Wait, your deck says churn is four percent?

等等，你们的演示文稿上写的流失率是4%？

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

可数据室里显示的是将近9%。到底哪个才对？

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

嗯……您说得对，我欠您一个解释。

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

恐怕演示文稿没有算上我们在Chicago失败的试点。

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

好，我欣赏你的坦诚。大多数创始人都会粉饰一番。

Twelve million pre-money? That feels rather ambitious.

投前估值1200万？这有点太激进了吧。

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

这和同类融资轮的水平基本一致，上下浮动不大。

And we're growing twenty percent month over month!

而且我们每月环比增长20%！

Growth is one thing. Profitability is quite another.

增长是一回事，盈利完全是另一回事。

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

同意，所以我们会在第三年实现盈亏平衡。

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

嗯，我还没被说服……不过我挺感兴趣的。

Send us the revised churn figures by Friday, please.

请在周五前把修正后的流失率数据发给我们。

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

那我们先暂定下周再开一次跟进会。

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

太好了！我周四前把所有资料都发给你们。