Meet the Drapers Season 5 Episode #3: Respira, KA Imaging, and Chimera XR with Gina Kloes

Introduction the world's largest international business plan competition we're going global we traveled the globe scouring the us india taiwan portugal canada and brazil for their best and brightest entrepreneurs this is amazing every week these entrepreneurs will compete against their countrymen for a chance to make it to our international semi-finals and then on to finals to compete for a one million dollar investment from tim draper himself crystal ball ultimately chooses but here's the twist your favorite business eliminated too early vote them back into the finale to get a second chance in front of judges tim this could be quite a thing holly it's kind of exciting to people and phil draper that's a real plus in this case as well as their vip guest judges let the games begin [Applause] [Music] [Applause] [Music] that's what we do [Music] hey everybody back in your seats hey welcome to meet the drapers this is our fifth season and we are so excited this is the biggest audience we've ever had this is our entrepreneur-a-thon we're going around the world finding entrepreneurs from all over the world every session we're going to interview entrepreneurs and one will win and that winner will get 50 000 investment they will move forward to the semi-finals and then of the semi-finalists we will choose three winners and you the audience will choose the other three finalists and those six finalists will be up against each other in the big finale and the winner will get a million dollar investment it's the big olympics of entrepreneurship and venture capital and we are so excited to have you be a part of it we have bill draper here chairman of the export import bank one of the pioneers of venture capital in the silicon valley he was the first venture capitalist in india and he's my dad he is here with a very special guest we have bismarck is a dachshund with great judgment he is going to use his great judgment and we also have polly draper my sister who saved my life and she is an actress producer director uh writer writer fix writer of nft [Laughter] we have here with us a very special guest gina close a tony robbins acolyte an innovator she has done extraordinary things around the world she's an nft she's a one of there is no other gina close and welcome to our show gina great to have you and she gets everybody around her dancing let's do this game on game on game on baby game on let's do this gina what kinds of things are you going to be looking for in judging these entrepreneurs well 80 of success is energy grit mindset and doing what it takes to lead let's bring on that first entrepreneur but before we do let's see what's going on behind the scenes Respira Pitch & Review my name is dylan i'm mitchell and we're the co-founders of verspira we're from toronto canada and we do biological air filtration i was in high school and that's when i first started learning about climate change and the issues going on with the environment and it freaked me out the next thing i thought was oh but you know what there's so many people out there there's so many scientists someone's going to figure it out and this will all be fine but the next thought i had was what if everyone's thinking that and in that moment i made a decision that i was going to be part of that solution to fix the environmental issues that exist right now and fast forward 10 years and here we are what we're looking to do is provide proximity to clean fresh air you don't have to go out into a five-day nature hike to actually get that experience of nature you also don't have to dispose a bunch of filters collecting the pollutants that exist in cities to also get that clean fresh air what we want to do is give people access to nature and clean air [Music] our entrepreneurs today are all from canada and this first group is called respira oh but before you do oh you know let's let's see your dance moves dance moves yeah let's see what you got come on acapella great building heroes heroes that's the way they go oh i'm liking this okay it's good very good okay okay we got it all all right okay now give us your friends all right let's hear it are you breaking the tension like that hi my name is dylan i'm mitchell and we're the co-founders of respira i'd like to begin today by asking you a question what was the most important thing you did for your health today breathe breathe breathe take a shower eat breakfast i slept i took a little nap in the car i meditated and then i also at the end of my shower turning on really cold we obviously have some very healthy people here and tim bill you hit it right on the head and mindfulness and sleep they're all very important when we focus on our health we focus on what we can do for our bodies from sleep to exercise as well as what we put inside of our bodies yet oftentimes we often don't think about what we consume most something essential for life today we are extremely excited to be here with you because we have the solution to a real world problem the air we breathe i would argue that humans have become an indoor species we spend 90 percent of our time inside of the buildings we spend our time inside of they consume 30 percent of their total energy improving air quality by way of ventilation indoor air quality is five times worse than outdoor air with the myriad of solutions that exist in the marketplace today we're doing more harm than good producing 12 000 tons of disposable filter waste on an annual basis alone our company's mission is to improve the health of the built environment through a connection to nature and improved indoor air quality i present to you respira biological air filtration for the home and office coming in the form of two different products the first a novel living wall bio filter made fresh from plants removing 97 percent of toxins in the air we breathe and third party tested to do so this is a fully automated smart garden that comes with a companion app so you can control the system from your phone and check on plant health as well as air quality on the commercial side we have right here beside bill respira pro and this is the product that we've always dreamed of for three reasons the first is as you can see it's modular making it very scalable secondly to that we have the automation and the data collection we're collecting air quality data and plant health data to improve the health of the built environment through plants and then finally the kicker the utility patent on this product allows us to directly integrate into the hvac system of a building thereby improving its air quality and reducing ventilation this results in cost savings for the building owner digging into the numbers behind our most recent growth year we jumped on kickstarter with our retail product respira home and in 30 days we moved 240 000 worth of inventory in addition to our 611 000 in revenue last year we received seven hundred thousand dollars in non-dilutive government funding for tech development and employees we grew by 263 percent last year pre-selling a product during a pandemic this year we're poised and focused with our forecast to grow by 400 and so drapers gina we ask you to join us in planting the seeds for the next generation of clean air technology thank you so you're going to put these into all these places but plants have a way of finding growing in weird and unusual ways and kind of taking over an office or dying how do you control that you recommend they prune it pruning is really the main requirement in addition to adding water to the system every two weeks and that's on the retail side on the business side commercial side we offer a maintenance program so our teams go through the offices and we take care of these living walls what do you charge for this this system here is 1149.96 the way you see it currently so the unit itself is 849.99 the led light is an accessory as well as the stainless steel floor stand how do we know it works yeah we've done third party research with ryerson university in toronto ontario where we're from and we tested first our removal efficiency so that is passing air through the system and showcasing how fast we can remove the toxins and at what rate yeah so why wouldn't we just use a carbon filter long term it would be more expensive to continuously buy and throw away these carbon filters the plastic particles that are in the ocean are now in the air and we're breathing those i was reading an article the other day about it we're breathing in plastic particles how do these work and removing the plastic from the air so one major unknown for us right now is the removal of particulates our main focus has been on gases those volatile compounds that are more directly associated with health concerns what we are focused on are vocs because what we're looking to do is reduce the air change schedule or ventilation in a building and the way we do that is by focusing on volatile organic compounds there's a formula called iaqp the indoor air quality procedure that actually dictates how often you have to ventilate a space in our tests what we've been focusing on our vocs because if we can reduce the amount of vocs in a building then we can actually reduce the amount of air changes in a building and that results in energy savings for the building and what's your profit margin on this product here at 60 on this product here it's 70 when you sell these where do you get the plants like if you keep growing really big where do the plants come from we have our own greenhouse locally where we are so we lease that space and we grow our own plants and then what's really key for us is we've already established our supply chain that's not an investment we have to make anymore we're getting product from china we're thinking about moving our manufacturing to north america with the year we've had with logistics terrific well thank you thank you dylan and mitchell yeah thank you thanks for bringing us respira yeah appreciate it uh thanks for being on meet the drapers and we'll have to put one of these things in here and see how it cleans the air absolutely terrific thanks everyone thank you nice to meet you so as a part of making meet the drapers even more fun even more fun than it is we have instituted a new game it's called draper x and you can download it on the iphone or on google play you can participate and so while you watch meet the drapers and you see these great entrepreneurs present you can invest your funny money into those companies and if your company goes and becomes a semi-finalist you get 5x on your money if in the semi-finals your company moves up to the finale you get another 5x on your money your company ends up winning you get another 10x on your money because we're going to have a leaderboard and the winners are going to get big prizes from meet the drapers i hope you'll download the game it's called draperx and you'll play it with us and be a part of meet the drapers [Music] so what did everybody think of respira what did you think out there in the audience what did bismarck think bismarck is quite quiet on this one but he pees on these guys i made a lot of money with the canadians and i've been very active in canada and i love the canadians and i would buy one of these i would pay 1100 to get fresh air gina what'd you think i think it's cute it's a novelty i think it's a novelty there's a lot of competition in this space i love it i love the idea of fresh air i just think there's a lot it's a very crowded space holly would you think i wanted no one to say anything bad about it because it didn't tell me that it's a crowded space because i love the idea i also love these pictures of people designing their entire office wall with this i started thinking of the reality of how i am with plants and how they are two weeks would go by go by no water it would be a thousand dollars down the drain instantly anyway i really love these two guys i was terrified by the the the thought that right what they said at the beginning and that is that humans are an indoor species and i think that that's become true and we really do have to take note of that and do something about the fact that the air quality is terrible inside yeah it's a nice design too it's beautiful with the light the light that the plants all grow too so let's hear from our next entrepreneur but before we bring them on let's see what's going on behind the scenes KA Imaging Pitch & Review my name is emol karnik i'm the president and ceo of ka imaging and one of the founders i'm from toronto canada so our vision as a company is through innovative x-ray everywhere we founded the company with the social entrepreneurship mission that allows us because we really wanted to improve the lives of people not just in you know high resource countries but in also the capability low resource countries where you know they don't have the access to medical imaging we wanted to make it accessible affordable but also improve diagnostic quality as compared to what's already out there [Music] let's hear from our next entrepreneur we have ka imaging so i'm all we're going to hear your pitch but first gina has a question i look for passion excitement energy so are you ready absolutely are you ready great let's see your dance moves come on baby what kind of dancing salsa do you want something yeah whoa oh our vision is to do innovative x-ray everywhere so we created color x-ray so you may ask why you know x-rays been around 120 years it's the number one used medical imaging modality but did you know x-ray can be inadequate it can miss things it's not very good at differentiating materials and tissue types it's very difficult to see lines and tubes pneumothorax you know pneumonias so what we've done is revolutionize x-ray and we've created color x-ray like your eye can see three colors and create this amazing color world we've created an x-ray detector that can split the x-ray spectrum into three different energy buckets that allows us now to separate soft tissue and bone and as patients that will improve the diagnostic quality and lead to better patient outcomes we're approved for sales in seven jurisdictions globally we have our u.s fda 510 k we're portable not only can we be used anywhere in the hospital but we can be used anywhere in the world in the rural parts of the world and improve diagnostic capabilities globally we've got 80 global patents in the company 500 000 systems installed globally we can upgrade them all we can upgrade them all to all have color x-ray by just changing the x-ray camera the receiving part we did a healthcare economic study and showed that we can improve the financial bottom line of a hospital by three and a half million dollars in the first five years we've got multiple global installs we've imaged over a thousand patients we have 13 million dollars in our sales pipeline wait how do you improve their bottom line they buy this equipment yes are you saying this will save people money where they no longer have to do a ct or a pet scan so we say we optimize the ctus because some cases will reduce but now you'll be able to detect more now when when you see it in color can you change the colors and move them around so that you're actually seeing different kinds of kinds of things with the same x-ray absolutely you're seeing different kinds of things absolutely radiologists are used to seeing black and white images what we're doing is separating the soft tissue and the bone the image that you can see here with the colorization is superimposing them on top of each other but to start we're gonna allow them to visualize each independently it would be good for us to see how it's now and how it's changed if you look at the separations these actually disappear in this image here that reappear clearly so now you know these are calcified nodules you can also see this line very clearly as part of that pacemaker you've already raised 10 million dollars correct and you've got 13 million in a sales pipeline we are raising the next round of 25 million to focus on the commercialization to really allow us to execute on that 13 million in the pipeline and the 2 million that you've sold is that direct to hospitals are they behind hospitals and our distributors as well do you have a sense for how much they like it we've been getting great feedback you know one of our sites internationally they've done 800 patients they've been talking to investors on our behalf we've got sites that are helping say you know this is this is fantastic we're one of the lead technologists at one of our sites was talking to our one of our potential investors and they said look you know we we took our regular x-ray system up to the patient i couldn't find one of the tubes i was looking for so i went down and got the ka detector brought it back and i could see exactly what i needed and and is this hardware and software it's a hardware software combination we need to change their x-ray detector but we also have our own software that does the processing that you can see are you selling the the hardware and the software are you selling a per shot uh hardware and software independently but you don't pay people don't we don't we don't do a pay-per-click no why not that seems like it's a good business model it would be but it's a burden on hospitals you know they actually have been pushing back when you look at so what's happening in some of the ai world and the radiology world and ai that pay-per-click model is just not taking off as well as what's your margin on this it's about 60 70 how many do you have on your team we have about 30 people right now and we'd like to double by into this year by bringing a lot of sales teams is this a standalone unit so for medical care worldwide for places that may not have access to x-ray machines could you just bring this in absolutely so we're actually working with some rural parts in like philippines right now and pakistan and other parts of the world where we can just take this detector and improve the healthcare and i was noticing in the images is it older school slides that go in or is it digital so it is now digital like your camera went from film to digital same thing happens with x-ray as well so all these are digital detectors as well what is this price compared to a traditional x-ray so we're at the higher end of the market so most x-ray detectors sell the hospital level from 40 to 80 thousand dollars we're pricing ourselves either as a capital purchase at the high end of that or as a hardware as a service model at the low end of that right here what we've done every standard x-ray has one of these lines in here it's it's the actual receiving component converts x-ray to an image that receiving component we've made three of them so we've got also three times the hardware in here as compared to a standard exercise and each one is a different color in a way it filters each one it doesn't work quite as well as we think of colors but they actually separate the energy spectrum as it comes into the x-ray detector terrific well i'm all thank you thank you so much for being a part of meet the diapers it's great to have you this is really terrific thank you you're an amazing dancer pretty good salsa delicious my wife as well she's from venezuela oh there you go thank you very much thanks bye [Music] so what did everybody think of ka imaging what'd you think of it well we're not going to hear your answer but actually online maybe you can maybe you tweet me you know tim at tim draper tweet me tell me what you think anyway let's ask our judges paulie what'd you think of k.a.m i got a lot of ptsd looking at that rib cage i think that anything that gives more complexity to x-rays is a great idea i just wonder how you get that into the market it's hard to get any kind of medical thing passed he's past that point though he's got fda approval oh he has fda approved well i didn't hear two million in sales and he's an 80s and he's got a 13 million sales pipeline so he's off to the race then it's i think nothing but great gina what did you think i think it's great technology it's innovative my question is they can get the same results with a cat scan and an x-ray he's off to the races i was concerned about that he wasn't as willing to fight the hospitals and get the per click yes money and i think that that is probably management weakness right but he sure has a great product he does i'm very excited about it 80 pence he's ready to he doesn't reply he seemed to think he might be able to replace the ct scan i think he knew his subject very well i thought his presentation was excellent but i judging just from his presentation i thought it was excellent i'm all for it terrific okay so moving on we've got another entrepreneur coming for you from canada but before we bring them on let's see what's going on behind the scenes Chimera XR Pitch & All Startup Review hi i'm taylor the ceo of chimera xr i was in new brunswick when there was a shooting that happened in the town next to where i was staying with the military and the rcmp officers the military sorry the royal canadian mounted police officers and had to rush out and deal with this active shooter response and ended up leaving several officers dead and injured seeing that some of them didn't you know successfully come out of that situation and that the inquiry that resulted showed the lack of training you know it really hit home for me that access to training is a real problem i saw this as a viable solution and wholeheartedly started investigating and trying to research how it could be that it could work have done prototyping and testing for three years with all kinds of law enforcement agencies and finally determined that this is this is the product that's required so you know coming from instructor backgrounds to help other instructors and end users this is this is near and dear to our hearts follow me on twitter i'm at tim draper if you got a great idea go ahead and send it to me and who knows you might be the next big contestant we'll be right back after this [Music] so let's hear from our next entrepreneur this is chimera xr and we're going to hear from taylor and taylor you're going to give us a pitch but before you do welcome you look fabulous there in mississippi and we need to pump up some energy around here so here's your first instruction let's see you dance it up right now show us your best dance move go go for it come on very good perfect whoa whoa taylor you rose to the occasion very good i'm ready okay so taylor give us the pitch what's chimera xr thank you so much for your time and for having me on i'm taylor i'm the ceo of chimera xr and we help law enforcement train anywhere anytime using virtual reality so we've all seen law enforcement recently under un increasing scrutiny for public use of force law enforcement typically trains these kinds of use of force incidents using simulation however simulation hasn't evolved in 25 years so what we're trying to do is use virtual reality as a means to train some of these high-risk scenarios and help law enforcement access training anywhere they need it anytime our hardware is the same as the firearms use of force tools that they use on the job day-to-day and our system is the easiest to use and the quickest to set up with only two minutes required to get up and running which is the first in the simulation industry our software is built for high stress scenario training and has the most realistic ballistics in the industry and we're priding ourselves on that because most law enforcement engagements happen around vehicles 80 or more and that means that we need to train with the real thing as much as possible so we've built our vehicle ballistics and our structural ballistics to match reality we saw the vr headsets and then we saw guns in their hands is that a part of your product and they work together and does the gun have a have a kick to it yes we have recoiling and non-recoiling options depending on what our clients prefer so the software that we designed we're working on the de-escalation portion now so specifically most of our clients are national agencies which of which we have six in three countries as well as smaller agencies we have a grander vision for where simulation as a whole needs to progress to help our law enforcement and military members and we call this intelligent coaching this system that we're creating is intelligently listening to what the student is doing in the headset providing feedback from an algorithmic point of view on what the student's performance is the instructor control which pieces of the algorithm are active when and the student gets progressed from point a to point b through the curriculum the instructor set up even though the instructor isn't in the room the instructor still has full control at the end of the day can see what happened with the student but this allows more agencies to get more access to training and those students show up on their next class better prepared terrific are you law enforcement or military military 15 years and what made you decide this is the thing you needed to do so in my last full-time job in the military i just retired i spent my days running firearms and tactics classes using the traditional methods like the classroom and the live range but also simulation and i found the existing forms of simulation were lacking they didn't create immersion essentially it's a screen that you project an image onto and law enforcement have the hardest job the least resources the least people and so i saw this opportunity where simulation could fill that gap and give better access to technology but not with the existing tech stacks so i looked and saw vr in 2017's just starting to take off and so i started to explore and do r d and three years later found product market fit and how do you make money and who's your customer right so our systems are sold as a package we have national and local agencies as well as private training companies that use the system to drive curriculum allow remote learning to happen and our software and hardware sell as a bundle how much do you sell it for 20 000 is the base price at a margin of 86 and who are you selling it to we sell direct to police departments as well as military agencies and on occasion to certain training institutions as well and statistically has it been around enough for you to know if it's had success that's definitely a very hard thing to measure and we're still early so i can't say we've measured that i think the main thing and no company in the industry can say they've measured that up to my knowledge so the main thing that we can say is we've increased the access to training for law enforcement members and that's the critical goal how many have you sold so today we've sold 15 units to 12 agencies and what's that in revenues 235 000 and how long have you been in business we've been in business just over a year we launched in february with a pre-seed round kicking it off and we're currently raising a seed round as well what rank were you at in the military i was a sergeant in the infantry and then i transitioned to an intelligence role and actually dropped down a couple ranks to do that to try something new just on my way out so i actually ended as a corporal technically taylor thank you for your 15 years of service and seems like that's a long period of time that you've been in that and now you're entering silicon valley and you're here with a group of extraordinary entrepreneurs aside from the entrepreneurs in this room who do you model and why so there's a gentleman named dan martell who i learned from a couple times through some accelerators in our area in toronto area there's an accelerator called 1855 whitby uh it's a wonderful institution started by um some some excellent folks in that area den martel being a sas expert of software as a service expert he guided me and coached me in the early stages of discovering how to do this business i'm still learning a lot and i'm definitely looking forward to making new connections i've never experienced any of silicon valley so i'm excited to meet and learn about you know what what else is out there too and why are you the guy to do this why are you a wow i think the main reason is that so i've seen it from the military and end user perspective and i've seen it from the technology perspective and seeing where they could meet i think a lot of our competitors only have seen it from the software perspective and they miss a lot of the ground truths so even for example on monday i was doing a demonstration at a federal agency head to head with two of our competitors and some of the feedback i got from that agency was that we have the strongest connection to what the end user use case is and we speak more directly to what they need how does your price compare to your competitors we are the least costly option on the market we have the simplest hardware a lot of our competitors require computers and cameras to run the tracking in the system uh we don't we use an inside out tracked headset the oculus quest ii so our price point at 20 000 is less than all of our competitors so they're using vr and do they also have their own weapons for the vr experience they do however they typically don't have the ability to reload those weapons the weapons don't have full functionality they focused on the software and not the you know the hardware for example is it primarily just guns you'll forgive me like what are their weapons like so we have the taser yeah we have less lethal options use the force tools that law enforcement use like tasers baton pepper spray but of course in the military context there's lots of things that go bang but for now we've been focusing on the core items which are hand guns rifles tasers you also have a de-escalation software package in the vr you're immersed in a scenario um there are several scenarios where you get a brief you get some kind of radio call this is the the scene you're showing up to just like in reality these scenarios are written by law enforcement advisors for us who else do you have working with you how big is your team and who are they we have a team of six right now so we have our software developers three of them we have a specific engineer who works on our hardware and then derek and myself so derek and i both come from the simulation background in the military derrick has a great business background as well which it balances out really well he handles all of the financial and operation side of things i handle the product and the sales side of things primarily and we're looking to grow that's why we're raising right now and what's preventing someone just to copycat you for sure so we have provisional patents on some pieces of our technology and the main thing that's the blocker for anyone to try to copy us is that it's a lot of very specialized work and expert knowledge that's required taylor thank you so much for being on meet the drapers i'll give you a high five um and for bringing chimera xr to us thank you so much and i appreciate the time [Music] so what did everybody think of chimera xr gina what'd you think well he has specialty expertise he knows the game very well he seems dedicated i liked him passion hey dee danced up a storm too what can i say dad what do you think i thought he was outstanding he's the best entrepreneur i've seen he's got the energy the drive the personality he knows his subject i was glad to to see that part of his package was de-escalation i understand that everybody needs to be trained to the best of their ability i'm concerned about the market size and that he's already got competitors doing the same vr stuff that he's doing he was quite impressive now we've seen great entrepreneurs we've got chimera xr who you just saw you saw respira the plants that will come into your office and clean the air and make your life much cleaner and clearer you saw ka imaging the multi-dimensional x-ray machine that allows x-rays to be seen in color well let's bring on the entrepreneurs and then we'll of course uh go to the crystal ball for a final decision is bismarck getting a vote he's voting for whatever i voted he's a celebrity so [Music] Episode Winner Announcement! so welcome back now it is the time the final decision has to be made who's going to move on to the semi-finals well respira you guys brought us fresh air and it was a wonderful thing we're a little concerned about competition we're a little concerned that there are a lot of people that can do this but we really like your entrepreneurial energy in fact all the way across this group of entrepreneurs had incredibly good energy and maybe it's because gina is here or maybe you're just great entrepreneurial energy people ka imaging really excited about the idea of maybe not having to do a cat scan maybe being able to do it this way a little concern that i had was about how tough you'll be when you're dealing with the hospitals where why not ask for a per shot piece of money from them i mean that's a big opportunity and chimera xr wow you really are an amazing entrepreneur and it's interesting watching you make a transition from military to business a lot of people have a lot of difficulty with that our concern with you is is that marketplace big enough to accommodate all those competitors so we've got to go to the the crystal ball and figure out what the crystal ball is telling us it is very difficult will it be respira will it be ka imaging or will it be chimera x xr who's going to move forward and get on to our semi-finals and who's going to get the 50 000 investment going straight to big decision maker we might go to the dog we've had a lot of good success with a crystal ball we're feeling it oh oh it's coming through very clearly is it plant-based is it uh are we seeing images here is their vr vr training system it is hey thank you ka congratulations and thank you all for being on meet the drapers let's hit it [Laughter] [Music] this is fantastic excited to win this is amazing for us to win this series and go to the next semi-finals i'm always looking to do things better and you know this was a great nerves probably got me a bit on the show as well so now the second time around i'll hopefully be a little calmer and allow me to take my game up a level [Music] we come from different places different lives we all run different races different minds yeah we keep promoting freedom through every twist and turn we'll start a revolution and watch the old ways [Music] [Applause] [Music] we'll improve the future with our tech ai vr bitcoin is the best we'll build and work and grow with you having fun along the way we'll change the world for better mr drake resolve away [Music] me [Music] [Music] [Applause] the drapers