1 00:01:07,920 --> 00:01:10,160 One idea and it's two sides. 2 00:01:10,200 --> 00:01:12,320 First, it comes from the other side of the door. 3 00:01:13,120 --> 00:01:15,760 It's called Pitcher. The second is here.. 4 00:01:15,800 --> 00:01:17,320 They are called Sharks. 5 00:01:17,640 --> 00:01:22,040 Pitcher brings ideas and the Sharks decide 6 00:01:22,200 --> 00:01:25,280 if they will invest in that idea or not. 7 00:01:25,880 --> 00:01:28,720 We have rewards app! 8 00:01:28,760 --> 00:01:33,440 Such an app which takes care of your health and wealth. 9 00:01:34,200 --> 00:01:38,000 You can use this in hospital helping people. 10 00:01:38,040 --> 00:01:39,480 Amazing! 11 00:01:39,520 --> 00:01:41,480 If the Sharks like the idea 12 00:01:41,520 --> 00:01:44,000 they invest their money in that idea. 13 00:01:44,320 --> 00:01:46,080 I'll offer you Rs. 50 lakhs. 14 00:01:46,280 --> 00:01:49,120 75 lakhs for 20 percent equity. 15 00:01:49,560 --> 00:01:52,040 The dream of Pitchers are at stake 16 00:01:52,320 --> 00:01:53,480 and on the other hand 17 00:01:53,520 --> 00:01:55,960 the Sharks' money will be at stake. 18 00:01:56,400 --> 00:01:59,000 We're taking a bet on you. You don't have any business. 19 00:01:59,080 --> 00:02:00,800 Struggle to earn money. 20 00:02:01,240 --> 00:02:03,480 Expectations are at stake 21 00:02:03,800 --> 00:02:06,200 and on the other hand, experience is at stake. 22 00:02:06,240 --> 00:02:08,680 I need to connect with this cause. 23 00:02:09,160 --> 00:02:11,000 I want to make it revolutionary. 24 00:02:12,120 --> 00:02:13,600 Welcome to Shark Tank India. 25 00:02:13,840 --> 00:02:17,160 A new image of a changing India. 26 00:03:15,840 --> 00:03:18,040 Hello, Sharks. My name is Aishwarya. 27 00:03:18,080 --> 00:03:20,400 I've come from Kolkata, the city of joy. 28 00:03:20,440 --> 00:03:22,920 First of all, I'd like to tell you 29 00:03:22,960 --> 00:03:25,280 I'm a favourite of myself. 30 00:03:27,920 --> 00:03:30,160 Be it my makeup, hair, clothes.. 31 00:03:30,200 --> 00:03:32,200 She is smiling. She knows.. 32 00:03:32,360 --> 00:03:36,000 That, inside and out, I put my best foot forward. - Love it. 33 00:03:36,040 --> 00:03:38,640 But what is most important to me is that 34 00:03:38,680 --> 00:03:41,720 I should take good care of my skin. 35 00:03:41,760 --> 00:03:46,080 That's because a good knowledge will keep the skin good. 36 00:03:46,120 --> 00:03:48,880 For that reason maybe, when I go out 37 00:03:48,920 --> 00:03:51,280 my friends come close to my face 38 00:03:51,320 --> 00:03:53,320 and they ask, where my wrinkles are. 39 00:03:53,760 --> 00:03:57,680 They say, I've a skin of a 20 year old but I'm 40. 40 00:03:57,840 --> 00:04:00,680 Wow! - I thought of sharing these things 41 00:04:00,720 --> 00:04:03,320 of skin care tips, tricks, secrets and formulation. 42 00:04:03,440 --> 00:04:06,240 And that tome, Auli was born. 43 00:04:08,160 --> 00:04:12,600 In the last three years, I set my priorities right. 44 00:04:12,640 --> 00:04:15,400 I've more than 15000 customers. 45 00:04:15,440 --> 00:04:17,800 We're available in every market places. 46 00:04:17,840 --> 00:04:21,560 Almost 57 percent of our customers are repeat customers. 47 00:04:21,600 --> 00:04:24,400 For them, it is Auli or nothing. 48 00:04:27,520 --> 00:04:31,000 I'd request to all of you 49 00:04:31,040 --> 00:04:35,520 that in exchange of four percent equity 50 00:04:35,560 --> 00:04:38,640 invest only Rs. 75 lakhs in Auli. 51 00:04:38,680 --> 00:04:43,160 If you invest, then, I want your mentoring 52 00:04:43,200 --> 00:04:47,680 and network first, more than the money. 53 00:04:48,160 --> 00:04:50,720 So.. Thank you. 54 00:04:53,320 --> 00:04:56,600 Aishwarya, I liked your attitude very much. - Thank you. 55 00:04:56,600 --> 00:05:00,160 My favourite quote is.. 'Be you, the world will adjust'. 56 00:05:00,200 --> 00:05:04,040 So, compliments on your fantastic attitude. - Thank you. 57 00:05:04,080 --> 00:05:06,520 Aishwarya, please tell us about your background 58 00:05:06,560 --> 00:05:08,800 - as to how did this trigger.. - When I was in high school 59 00:05:08,840 --> 00:05:12,720 I didn't like Kolkata at all. I wanted to move out. 60 00:05:12,880 --> 00:05:15,520 From Dubai and Singapore, I completed SP Jain's course. 61 00:05:15,560 --> 00:05:19,800 Any bureaucratic family's single child.. 62 00:05:20,320 --> 00:05:23,560 I took up corporate on my family's behest. 63 00:05:23,600 --> 00:05:25,800 - I worked in MNCs.. - What was your job? 64 00:05:25,840 --> 00:05:30,600 Marketing BTL Head. I thought, everything is going fine. 65 00:05:30,640 --> 00:05:31,760 Then, why I'm not enjoying my work. 66 00:05:31,920 --> 00:05:35,120 My parents stay in Kolkata. 67 00:05:35,160 --> 00:05:37,800 I suddenly realised, I've to go back there. 68 00:05:37,840 --> 00:05:39,680 Then, I felt that 69 00:05:39,720 --> 00:05:43,200 I like doing things which I want to. 70 00:05:43,440 --> 00:05:47,320 The first question you'll ask, why skincare. 71 00:05:47,520 --> 00:05:50,040 There are many brands.. Everybody is into it. 72 00:05:50,080 --> 00:05:53,440 Then, why this? But I find joy in doing this. 73 00:05:53,480 --> 00:05:57,720 It may be small but it is mine and it's complete. 74 00:05:58,880 --> 00:06:01,480 Aishwarya, as far as I know 75 00:06:01,520 --> 00:06:04,040 - Auli is a hamlet in Uttarakhand. - Yes. 76 00:06:04,080 --> 00:06:07,480 I've stayed in that beautiful place which has snow. 77 00:06:07,840 --> 00:06:10,520 Did you take your brand name from there? 78 00:06:11,160 --> 00:06:14,480 Secondly, Auli and oily.. 79 00:06:14,680 --> 00:06:17,200 - That can be confusing. - Yes. 80 00:06:17,240 --> 00:06:19,680 Did that ever come to your mind? 81 00:06:20,240 --> 00:06:24,520 When I used to work in corporates, I used to get bored. 82 00:06:25,080 --> 00:06:27,760 That's because someone else used to do my work. 83 00:06:28,280 --> 00:06:30,000 The true making of an entrepreneur. 84 00:06:30,400 --> 00:06:32,160 I'd a group in the social media 85 00:06:32,200 --> 00:06:33,920 by the name, Ash You Like it. 86 00:06:33,960 --> 00:06:36,960 Around 11000 girls were in that group. 87 00:06:37,000 --> 00:06:40,160 Discussions on cosmetics used to go on. 88 00:06:40,320 --> 00:06:42,520 From there, they shortened 89 00:06:42,720 --> 00:06:46,640 the name as A-U-L-I. 90 00:06:46,720 --> 00:06:49,200 Okay! - Shortened as Auli. - Yes. 91 00:06:49,240 --> 00:06:51,800 When I decided to do something on my own 92 00:06:51,840 --> 00:06:55,840 I kept the name as Auli. It's a trademark logo and the name. 93 00:06:55,920 --> 00:06:59,560 - Can I see the packaging? - I brought it for you all. 94 00:06:59,640 --> 00:07:00,840 I'll come there. 95 00:07:01,400 --> 00:07:05,680 By looking closely, your skin is beautiful. - Thank you. 96 00:07:05,720 --> 00:07:08,120 We're matching. - Yes. I was so excited outside. 97 00:07:08,160 --> 00:07:11,000 I know. - Girls know. 98 00:07:14,760 --> 00:07:16,680 Did you formulate yourself? 99 00:07:16,720 --> 00:07:18,600 Which all products are here.. 100 00:07:18,840 --> 00:07:20,400 These are all the serums. 101 00:07:20,440 --> 00:07:23,240 Are these products with other people? - No. 102 00:07:23,280 --> 00:07:25,200 The formulation is completely different. 103 00:07:25,360 --> 00:07:27,280 Completely different formulation. 104 00:07:29,360 --> 00:07:31,560 - Thank you very much. - The pleasure is mine. 105 00:07:32,360 --> 00:07:35,520 Aishwarya, when I see a woman entrepreneur 106 00:07:35,560 --> 00:07:38,440 - I feel very proud. - Thank you so much. 107 00:07:38,480 --> 00:07:41,800 I did want to say that. As a woman entrepreneur 108 00:07:41,840 --> 00:07:45,360 are you being asked questions 109 00:07:45,400 --> 00:07:49,480 like, if you get married and have children 110 00:07:49,520 --> 00:07:52,800 - will you get distracted? - Yes. 111 00:07:54,840 --> 00:07:57,000 Do they ask, if you'll close the business? 112 00:07:57,080 --> 00:07:59,840 - Did you hear these comments? - Yes. 113 00:07:59,880 --> 00:08:02,440 How do you reply to these questions? 114 00:08:02,880 --> 00:08:05,680 I've heard many times. I laugh it off. 115 00:08:09,120 --> 00:08:11,800 - Love it. - You're amazing. 116 00:08:11,960 --> 00:08:14,560 - Fantastic! - Your attitude rocks. 117 00:08:14,600 --> 00:08:16,960 I'm an extremely sensitive person. 118 00:08:17,000 --> 00:08:21,480 But the wall I made with these questions.. 119 00:08:21,520 --> 00:08:24,480 - Nobody can break it. - Amitabh's dialogue.. 120 00:08:24,520 --> 00:08:28,240 'The line starts from where I stand.' 121 00:08:28,280 --> 00:08:32,520 That line matches your attitude. Stay like a don. - Yes. 122 00:08:32,560 --> 00:08:35,960 In fact, many people address me as don. - Look! 123 00:08:36,000 --> 00:08:39,960 I know that I'm a good boss but they are scared.. 124 00:08:40,000 --> 00:08:42,800 How many employees do you have? - 15 employees. 125 00:08:44,040 --> 00:08:46,360 What is your revenue and profits? 126 00:08:47,280 --> 00:08:51,840 The revenue in the year 2019-20 127 00:08:51,840 --> 00:08:55,760 has been Rs. 35 lakhs. 128 00:08:57,120 --> 00:09:01,560 In 2021, it jumped to Rs. 1.2 crores. 129 00:09:01,600 --> 00:09:04,120 And in the year 2021-22 our ARR 130 00:09:04,160 --> 00:09:07,200 stands at Rs. 2.5 crores. 131 00:09:07,520 --> 00:09:10,680 Aishwarya, I look at this industry very closely.. B2C. 132 00:09:10,720 --> 00:09:14,040 A lot of brands were there when you started this. - Yes. 133 00:09:14,280 --> 00:09:18,080 You know at what level are those brands. - Yes. 134 00:09:18,560 --> 00:09:21,440 Then, why didn't your brand reach to that level? 135 00:09:22,520 --> 00:09:27,320 - Actually, I'm customer centric.. - Other brands have that too. 136 00:09:28,120 --> 00:09:31,360 - They focus at market places.. - Don't you do? 137 00:09:31,400 --> 00:09:33,440 I didn't. - Why? 138 00:09:34,800 --> 00:09:38,440 They were asking for such big numbers.. - Who? 139 00:09:39,080 --> 00:09:40,760 The online markets.. 140 00:09:40,840 --> 00:09:45,040 They don't ask. You go and list your product. 141 00:09:45,080 --> 00:09:47,800 - It is listed. - But they don't sell. 142 00:09:50,400 --> 00:09:52,280 Yes. - That's because it is not seen. 143 00:09:52,320 --> 00:09:55,960 It sells when one seen. So, you don't have the money to show. 144 00:09:56,000 --> 00:09:58,480 You are right. - Where are these sales coming from? 145 00:09:58,520 --> 00:10:01,160 From our websites, social media.. 146 00:10:01,200 --> 00:10:03,920 There are classes, workshops 147 00:10:03,960 --> 00:10:06,120 and customers also come from word of mouth. 148 00:10:06,160 --> 00:10:08,800 My 75 percent revenue comes from there. 149 00:10:08,840 --> 00:10:12,680 Another 15 percent comes from other market places. 150 00:10:12,720 --> 00:10:15,920 The rest comes from other social media. 151 00:10:15,960 --> 00:10:19,960 My products are available in salons in the eastern region. 152 00:10:21,000 --> 00:10:23,720 Currently, what is your gross margin? 153 00:10:23,880 --> 00:10:26,120 - 10 percent. - 10 percent? - Yes. 154 00:10:27,960 --> 00:10:29,240 Why so less? 155 00:10:30,560 --> 00:10:32,080 Maybe you're wrong somewhere. 156 00:10:32,120 --> 00:10:34,440 10 percent might be your cost. 157 00:10:35,080 --> 00:10:39,040 - For how much do you sell? - Around Rs. 499. 158 00:10:39,040 --> 00:10:42,800 - How much do you buy it for? - Rs. 120. - Okay. 159 00:10:42,840 --> 00:10:46,600 - Your gross margin is 80 percent. - Yes. 160 00:10:46,600 --> 00:10:51,440 - What made you say 10 percent? - I thought net profit. - Okay. 161 00:10:52,040 --> 00:10:53,760 You are right. 162 00:10:54,320 --> 00:10:57,360 In these last three years, you couldn't progress.. 163 00:10:57,400 --> 00:10:59,320 Your target.. - Yes. 164 00:10:59,480 --> 00:11:01,040 How will you proceed from here? 165 00:11:01,080 --> 00:11:03,560 For marketing, I've somewhat 166 00:11:03,600 --> 00:11:07,640 given around 2 lakhs per month. 167 00:11:07,680 --> 00:11:10,560 The funds I raised.. 168 00:11:10,600 --> 00:11:14,240 I raised Rs. 1.40 crores.. - On what valuation? 169 00:11:14,280 --> 00:11:15,520 At 10 crores valuation. 170 00:11:15,560 --> 00:11:17,520 - Total investment.. - I have four investors. 171 00:11:17,560 --> 00:11:22,360 I've diluted 25 percent. - Ten crores is the last valuation. 172 00:11:22,480 --> 00:11:24,840 This one which I was to raise 173 00:11:24,840 --> 00:11:29,040 in this round, I want to market my products. - I'll tell you.. 174 00:11:29,080 --> 00:11:30,880 When I started doing business 175 00:11:30,920 --> 00:11:33,640 I started from a cafe named Social. 176 00:11:33,680 --> 00:11:36,480 I used to work alone. I took a loan from my dad. 177 00:11:36,520 --> 00:11:39,360 My wife looked after the house expenses from her salary. 178 00:11:39,400 --> 00:11:43,040 In India, one needs money to start a business. 179 00:11:43,120 --> 00:11:45,200 But without that, it also works. 180 00:11:45,520 --> 00:11:48,680 You raised so much money. Did you waste it? 181 00:11:50,840 --> 00:11:54,000 With this money, a huge business could've been set up. 182 00:11:54,600 --> 00:11:56,720 Where did you invest this much money? 183 00:11:58,480 --> 00:12:01,720 Actually, I didn't have any mentorship, honestly. 184 00:12:01,880 --> 00:12:03,520 I have no one in friends and family 185 00:12:03,600 --> 00:12:04,640 who is in any business. 186 00:12:04,840 --> 00:12:06,400 I mean, we went in the flow. 187 00:12:06,640 --> 00:12:08,840 I mean, I can't give you an answer for this. 188 00:12:08,920 --> 00:12:09,960 I got your answer. 189 00:12:10,200 --> 00:12:11,520 You didn't know what you were doing 190 00:12:11,600 --> 00:12:12,440 but you wanted to do something. 191 00:12:12,520 --> 00:12:13,920 You just didn't know how to do it. 192 00:12:15,040 --> 00:12:19,840 I think you are not a marketer, you are an influence. 193 00:12:19,920 --> 00:12:22,920 You are very passionate about your product. 194 00:12:23,000 --> 00:12:24,840 So, you can make really good products. 195 00:12:24,920 --> 00:12:27,360 Marketing is not knowledge transfer. 196 00:12:27,480 --> 00:12:29,600 Marketing is advertising, product packaging.. 197 00:12:29,640 --> 00:12:31,840 - There are so many things. - Yes. 198 00:12:32,000 --> 00:12:32,840 Am I right? 199 00:12:33,000 --> 00:12:35,880 So, I don't think that you are ready yet to do that. 200 00:12:36,880 --> 00:12:40,040 So, for me, this is a no. 201 00:12:40,280 --> 00:12:41,520 So, I am out. 202 00:12:43,440 --> 00:12:45,520 For me, this business.. 203 00:12:45,840 --> 00:12:49,600 I think it would require 204 00:12:49,640 --> 00:12:51,280 - a lot of capital now. - Yes 205 00:12:51,320 --> 00:12:54,440 For today.. Because I think this would be a small investment 206 00:12:54,480 --> 00:12:56,320 - to make expand this business.. - Yes. 207 00:12:56,560 --> 00:12:57,520 I am out. 208 00:12:59,240 --> 00:13:01,640 But your business is good. Your packaging is good. 209 00:13:01,760 --> 00:13:03,240 And I think you will do good. 210 00:13:03,320 --> 00:13:05,040 You should continue this business. 211 00:13:05,720 --> 00:13:07,640 - Thank you. - So, Mr. Aishwarya.. 212 00:13:07,720 --> 00:13:08,920 Your product has really good potential. 213 00:13:09,000 --> 00:13:10,240 - Yes. - You can sell products 214 00:13:10,320 --> 00:13:12,680 worth 2.5 crores if it's not a good product. - Yes, I can't. 215 00:13:12,760 --> 00:13:13,800 If you would have run this business properly 216 00:13:13,880 --> 00:13:15,080 then you would have sold products worth 5 crores. - Yes. 217 00:13:15,160 --> 00:13:17,960 You are right. - If we tell you that we will give you 218 00:13:18,040 --> 00:13:18,960 some money.. 219 00:13:20,000 --> 00:13:22,320 And suppose you will be left.. 220 00:13:23,600 --> 00:13:25,200 ...with 50 percent equity.. 221 00:13:26,120 --> 00:13:28,040 And if we tell you that you will have to give 25 percent 222 00:13:28,160 --> 00:13:29,760 from that to another person. 223 00:13:30,560 --> 00:13:32,160 You need a co-founder. 224 00:13:32,840 --> 00:13:34,000 You can't handle it alone. 225 00:13:36,560 --> 00:13:38,240 So, what would be your reaction to that? 226 00:13:53,840 --> 00:13:55,200 No.. Not right now. 227 00:14:13,240 --> 00:14:15,920 You will need a co-founder in this business. - Yes. 228 00:14:15,960 --> 00:14:18,160 - You will put some effort there. - Yes. 229 00:14:18,280 --> 00:14:21,240 It will add more value. So for that reason.. 230 00:14:21,880 --> 00:14:23,560 At least I am out. 231 00:14:26,520 --> 00:14:27,720 Can I tell you something? 232 00:14:27,960 --> 00:14:29,040 There's one dialogue. 233 00:14:29,520 --> 00:14:30,520 Make yourself so strong that 234 00:14:30,560 --> 00:14:31,800 when your destiny will be decided.. 235 00:14:31,920 --> 00:14:32,960 The Almighty has to ask you.. 236 00:14:33,000 --> 00:14:34,120 'Child, what is it that you wish for?' 237 00:14:35,680 --> 00:14:37,160 Your product is great. 238 00:14:38,920 --> 00:14:40,120 I wanted to invest.. 239 00:14:40,560 --> 00:14:43,600 If it was a little high then I would have pushed it 240 00:14:43,640 --> 00:14:47,360 and sold it on Amazon, Flipkart, Nykaa.. Everywhere. 241 00:14:47,560 --> 00:14:50,720 But I have a little hesitation. 242 00:14:51,720 --> 00:14:53,320 Otherwise, this is a good business. 243 00:14:54,280 --> 00:14:55,240 Right. 244 00:14:55,720 --> 00:14:59,400 Aishwarya, I really believe in you. 245 00:14:59,920 --> 00:15:03,160 And I believe that you can go solo too. 246 00:15:03,480 --> 00:15:05,160 You don't need a co-founder. 247 00:15:09,160 --> 00:15:12,200 Because if you get good mentors.. 248 00:15:12,280 --> 00:15:14,160 - Yes. - ...in the form of investors.. 249 00:15:14,320 --> 00:15:15,840 - Yes. - ...who could guide you 250 00:15:15,920 --> 00:15:19,400 in manufacturing, marketing, financing, supply chain.. - Yes. 251 00:15:19,520 --> 00:15:21,600 Then you could really make it big. - Yes. 252 00:15:21,640 --> 00:15:24,720 And like I said, I have a soft spot for women entrepreneurs. 253 00:15:24,800 --> 00:15:25,640 Yes. 254 00:15:25,680 --> 00:15:30,360 So, I want to offer you 75 lakhs but for 20 percent equity. 255 00:15:30,760 --> 00:15:32,120 Would you be willing for that? 256 00:15:35,400 --> 00:15:36,720 This is a generous offer. 257 00:15:38,800 --> 00:15:41,880 I have done marketing. I can make brands. 258 00:15:41,920 --> 00:15:43,280 And most importantly.. 259 00:15:44,040 --> 00:15:46,200 I adore women entrepreneurs. 260 00:15:46,240 --> 00:15:47,640 - Yes. - And I want to bet on you. 261 00:15:57,360 --> 00:16:00,200 Ma'am, I am sorry but I don't think I can take this offer. 262 00:16:03,760 --> 00:16:05,920 I.. I really want to work with you 263 00:16:06,000 --> 00:16:09,960 but giving 20 equity would a little tough for me 264 00:16:10,040 --> 00:16:12,040 because I need to raise more funds in the future. 265 00:16:14,800 --> 00:16:17,200 Please lower the equity a bit. 266 00:16:17,280 --> 00:16:19,160 I will run up to you. 267 00:16:19,360 --> 00:16:20,560 18 percent. 268 00:16:20,680 --> 00:16:21,680 - 15. - Final. 269 00:16:21,840 --> 00:16:23,520 15. I will give it myself. 270 00:16:27,280 --> 00:16:28,760 15 percent is too good. 271 00:16:30,760 --> 00:16:31,880 Please. 272 00:16:32,040 --> 00:16:33,160 It's too good. 273 00:16:37,120 --> 00:16:39,120 Please. You can do this. 274 00:16:51,920 --> 00:16:53,720 Let's do it for 15 percent. 275 00:16:53,760 --> 00:16:55,280 - All right. - Yes! - We have a deal. 276 00:16:55,640 --> 00:16:57,080 Good negotiation. 277 00:16:57,120 --> 00:16:58,120 - Congratulations. - That's my girl. 278 00:16:58,200 --> 00:17:00,880 - This is great deal. Amazing. - I love the way you negotiate. 279 00:17:00,920 --> 00:17:02,400 - This is great deal. - Thank you so much. - Great! 280 00:17:03,640 --> 00:17:06,000 Thank you. - Look at us. We even match. 281 00:17:06,440 --> 00:17:08,320 We are made for each other. 282 00:17:08,360 --> 00:17:09,840 This was a match made in heaven. - And we.. 283 00:17:09,960 --> 00:17:11,760 - We will make it happen. - Yes. 284 00:17:11,920 --> 00:17:13,560 - Yes. Thank you so much. - Super. 285 00:17:13,640 --> 00:17:15,360 All the best, Ms. Aishwarya. 286 00:17:15,480 --> 00:17:17,480 - Thank you. - Very big moment for you. 287 00:17:17,560 --> 00:17:19,800 - I am so proud of you. - Thank you. 288 00:17:25,600 --> 00:17:28,840 - Products are fabulous! - She will make 5 to 10 crore. 289 00:17:28,920 --> 00:17:29,960 It's already two and a half. 290 00:17:30,040 --> 00:17:31,000 And look at the packaging. 291 00:17:31,080 --> 00:17:32,040 - Did you see the packaging? - It's good. 292 00:17:32,080 --> 00:17:33,680 - Very nice. - Brilliant packaging. 293 00:18:25,840 --> 00:18:26,800 Greetings, Sharks. 294 00:18:27,400 --> 00:18:28,600 - Greetings. - My name is Suman. 295 00:18:28,760 --> 00:18:30,280 And I am Vinod Kulhari. 296 00:18:30,480 --> 00:18:32,640 And together we are the founders of 'Swee Desi'. 297 00:18:36,800 --> 00:18:38,600 Sweet is such a word 298 00:18:38,640 --> 00:18:40,640 that makes every Indian's mouth water. 299 00:18:40,760 --> 00:18:43,080 All our emotions, our festivals, our celebrations 300 00:18:43,160 --> 00:18:44,000 and functions.. 301 00:18:44,120 --> 00:18:45,160 Everything is connected to sweets. 302 00:18:45,200 --> 00:18:48,200 Just imagine you are sitting in your flat in Mumbai.. 303 00:18:48,360 --> 00:18:50,520 And in the morning you wish to eat 'Malai Ghevar' 304 00:18:50,560 --> 00:18:52,040 from Jaipur. 305 00:18:53,640 --> 00:18:55,080 The 'Peyaj Kachori'. 306 00:18:55,360 --> 00:18:57,880 Or 'Sandesh' and 'Rosogolla' from Kolkata. 307 00:18:59,120 --> 00:19:00,320 'Peda' from Mathura.. 308 00:19:00,400 --> 00:19:01,600 'Petha' from Agra. 309 00:19:02,920 --> 00:19:06,200 You want to eat all of these. Your mouth is watering 310 00:19:06,240 --> 00:19:07,440 but you can't have them. 311 00:19:07,680 --> 00:19:08,800 So, what would you do? 312 00:19:10,160 --> 00:19:14,320 It would be really great if you connect to 'Swee Desi'. 313 00:19:14,600 --> 00:19:16,960 'Swee Desi' will deliver your favourite sweet 314 00:19:17,120 --> 00:19:19,440 from that particular city to your doorstep 315 00:19:19,560 --> 00:19:22,880 in next 24 hours, fresh. 316 00:19:23,040 --> 00:19:25,440 So, Sharks, welcome to 'Swee Desi'. 317 00:19:25,560 --> 00:19:26,960 India's own sweetness. 318 00:19:28,960 --> 00:19:30,960 Is this the set of 'Shark Tank India'? 319 00:19:33,480 --> 00:19:34,520 - Yes. - Come in. 320 00:19:34,600 --> 00:19:35,560 Are you Mr. Aman? 321 00:19:35,600 --> 00:19:36,840 - Yes. - Sir, you have a parcel 322 00:19:36,880 --> 00:19:39,480 from Delhi sent by 'Swee Desi'. 323 00:19:39,680 --> 00:19:42,240 - Wow! - Mr. Ashneer, you have 324 00:19:42,320 --> 00:19:43,320 a parcel from Kolkata. 325 00:19:43,400 --> 00:19:45,120 Ms. Nameeta, you have a parcel 326 00:19:45,200 --> 00:19:46,120 - from Kolkata. - Whose parcel is that big one? 327 00:19:46,160 --> 00:19:48,400 - Mine. - Mr. Piyush. - I want that. 328 00:19:48,480 --> 00:19:50,400 Mr. Anupam, yours is from Jaipur. 329 00:19:50,560 --> 00:19:52,240 And yours is also from Jaipur, Mr. Piyush. 330 00:19:52,360 --> 00:19:53,880 - Both from Jaipur.. - Thank you. 331 00:19:54,880 --> 00:19:57,280 - Wow! - Piyush, you have the famous 332 00:19:57,320 --> 00:19:58,280 'Malai Ghevar' from Jaipur. 333 00:19:59,160 --> 00:20:00,840 - Completely fresh. - Wow! 334 00:20:01,920 --> 00:20:05,480 Anupam, you have the famous 'Peyaj Kachori' from Jaipur. 335 00:20:05,640 --> 00:20:06,960 Thank you. 336 00:20:08,320 --> 00:20:11,480 Ms. Nameeta, you have 'Nolen Gurer Jolbhora Sandesh' 337 00:20:11,640 --> 00:20:12,720 from Kolkata. 338 00:20:12,800 --> 00:20:14,640 - Wow! Nice! - Yes. 339 00:20:15,080 --> 00:20:18,160 Ashneer, you have baked 'Rosogolla' from Kolkata. 340 00:20:18,360 --> 00:20:21,160 And Aman, you have 'Doda Barfi'. 341 00:20:21,200 --> 00:20:23,480 - I think one of your favourite. - Yes. - Please have a taste. 342 00:20:32,920 --> 00:20:34,240 - Wow! - Thank you. 343 00:20:34,480 --> 00:20:35,480 Thank you. 344 00:20:37,680 --> 00:20:40,400 Sharks, the market of traditional sweets and snacks 345 00:20:40,560 --> 00:20:43,040 worth 25 billion dollar plus. 346 00:20:43,240 --> 00:20:45,400 And mostly the unorganised regional players 347 00:20:45,480 --> 00:20:46,760 dominate this market. 348 00:20:46,840 --> 00:20:48,920 I will give you little 'Kachori' if you give me little 'Sandesh. 349 00:20:49,040 --> 00:20:50,120 I am not giving you. 350 00:20:50,160 --> 00:20:51,600 - I will.. - These.. - Sorry, I will not share. 351 00:20:51,640 --> 00:20:53,800 - I'll trade. - I am sorry. I am not sharing. 352 00:20:54,880 --> 00:20:58,120 So, 'Swee Desi' is bringing all these regional player 353 00:20:58,200 --> 00:20:59,480 on its platform. 354 00:20:59,560 --> 00:21:02,800 So that people get a global access. 355 00:21:02,840 --> 00:21:04,640 Thank you. - You need to stop for 10 minutes. 356 00:21:04,720 --> 00:21:06,480 I don't think they are interested right now. 357 00:21:07,320 --> 00:21:08,200 Sure.. 358 00:21:08,600 --> 00:21:10,800 - Take all your time. - Just wait for a while. 359 00:21:10,840 --> 00:21:12,240 They are having a picnic here. 360 00:21:12,680 --> 00:21:14,040 People are asking for more now. 361 00:21:14,160 --> 00:21:16,640 - We are sharing now. - Amazing! - Outstanding. 362 00:21:19,200 --> 00:21:22,480 The important characteristics of sweet are its freshness 363 00:21:22,680 --> 00:21:23,560 and its taste. 364 00:21:24,400 --> 00:21:26,360 Through Swee Desi's supply chain model 365 00:21:26,440 --> 00:21:30,960 we deliver every product to your doorstep within 24 hours. 366 00:21:31,200 --> 00:21:33,040 Onion Kachori which is prepared at 12 pm 367 00:21:33,160 --> 00:21:35,920 is enjoyed by our customer in Pune at 9 pm. 368 00:21:36,720 --> 00:21:39,760 Sharks, we ask for Rs. 40 lakh for 3 per cent. 369 00:21:42,640 --> 00:21:46,320 - Look, Vinod and.. - Suman. - Dr. Suman. - Yes. - Yes. 370 00:21:46,640 --> 00:21:48,160 - Welcome to Shark Tank. - Thank you. 371 00:21:48,960 --> 00:21:52,040 Such a unique idea and real problem.. 372 00:21:52,440 --> 00:21:53,600 It comes once in a while in Shark Tank. 373 00:21:53,680 --> 00:21:55,760 - So congratulations! - Thank you so much, Peyush. 374 00:21:55,960 --> 00:21:57,280 There is a 'delight' factor attached to this. 375 00:21:57,680 --> 00:21:58,680 And it doesn't look like easy. 376 00:21:58,760 --> 00:22:00,360 Everybody.. As soon as you said that prepared in the morning.. 377 00:22:03,880 --> 00:22:05,080 - Have it.. - Sorry.. 378 00:22:05,160 --> 00:22:06,840 This is the 'delight' factor. See. 379 00:22:07,240 --> 00:22:08,720 We don't get food here. So.. 380 00:22:10,480 --> 00:22:12,080 It shouldn't be edited. 381 00:22:15,240 --> 00:22:18,560 What's your background? How did you make it possible? 382 00:22:18,640 --> 00:22:19,760 - Sure. - So.. 383 00:22:20,760 --> 00:22:23,280 I completed my PhD, got married and came to Pune. 384 00:22:23,400 --> 00:22:24,920 He was already staying in Pune for 20 years. 385 00:22:25,560 --> 00:22:29,120 - And after coming here.. - You are looking at him. 386 00:22:29,200 --> 00:22:30,280 This means, you are married? 387 00:22:30,760 --> 00:22:32,240 Yes. - Yes, absolutely! We are married. - I didn't.. 388 00:22:32,320 --> 00:22:33,360 - You didn't tell us so.. - Sorry. 389 00:22:33,560 --> 00:22:35,880 - He is my husband. - That's why colour coordinated. 390 00:22:37,680 --> 00:22:40,160 - Who chose this colour? - It was me. - Obviously! 391 00:22:40,960 --> 00:22:42,720 I was checking if it happens to me 392 00:22:42,840 --> 00:22:45,200 - or it's the same everywhere. - It happens to everyone. 393 00:22:46,880 --> 00:22:48,200 So I came to Pune after my marriage. 394 00:22:48,280 --> 00:22:50,440 I am from Jaipur, Rajasthan. 395 00:22:50,880 --> 00:22:53,040 - So I need 'Ghewar' on festivals. - Yes. 396 00:22:53,160 --> 00:22:55,480 I want Laddu from Sodhani's shop. 397 00:22:55,680 --> 00:22:57,080 - Wow! - So gradually.. 398 00:22:57,400 --> 00:22:58,480 I have friends who are like me. 399 00:22:58,680 --> 00:23:00,280 There are many people like me in Pune. - Yes. 400 00:23:00,320 --> 00:23:02,400 Who has come to Pune leaving their respective places. 401 00:23:02,480 --> 00:23:03,760 - Yes. - And I liked the concept. 402 00:23:03,960 --> 00:23:05,280 It was a different concept. 403 00:23:05,480 --> 00:23:07,840 I told Vinod that if someone delivers me 404 00:23:08,160 --> 00:23:09,880 my items on the festival day 405 00:23:10,120 --> 00:23:14,080 it brings happiness on the face and make the festival perfect. 406 00:23:14,440 --> 00:23:16,760 - And it was our inspiration. - But you are a doctor. 407 00:23:17,320 --> 00:23:18,240 I am PhD in English. 408 00:23:18,600 --> 00:23:20,560 I see. - I worked as an assistant professor at Jaipur. 409 00:23:20,720 --> 00:23:22,680 What inspired you to become an entrepreneur? 410 00:23:22,720 --> 00:23:25,040 Entrepreneurship gives satisfaction. 411 00:23:25,280 --> 00:23:27,720 You won't get that in a job. You have seen a dream 412 00:23:27,760 --> 00:23:30,000 and you know how it can be done in the best way. 413 00:23:30,240 --> 00:23:32,600 How a particular item will be delivered to my customer.. 414 00:23:32,680 --> 00:23:33,720 How the packaging would be.. 415 00:23:34,440 --> 00:23:35,880 If it's his festival, I make it sure 416 00:23:35,960 --> 00:23:37,840 that he receives another small gift with the item. 417 00:23:38,240 --> 00:23:40,160 The wrapping should be cultural. 418 00:23:40,560 --> 00:23:42,880 And my customers are attached to me. - Amazing! 419 00:23:42,920 --> 00:23:45,800 In three year, we never gave customer care number. 420 00:23:46,000 --> 00:23:48,120 I directly connect.. I talk to them. 421 00:23:48,320 --> 00:23:50,240 PhD is kept on one side. They call me and say.. 422 00:23:50,440 --> 00:23:52,600 'Suman, you delivered Kachori prepared in the morning.' 423 00:23:52,760 --> 00:23:54,320 'Everyone has loved it.' 424 00:23:54,480 --> 00:23:57,720 I never seen them But they are really connected. 425 00:23:57,800 --> 00:24:00,160 - And it gives you satisfaction. - I love it. 426 00:24:00,400 --> 00:24:01,760 This is called true entrepreneurship. 427 00:24:01,840 --> 00:24:03,800 I have direct connection with all the vendors. 428 00:24:03,920 --> 00:24:04,880 - Oh, wow! - Yes. 429 00:24:05,280 --> 00:24:06,840 If one Laddu is misplaced in the tray.. 430 00:24:07,520 --> 00:24:08,560 How dare he? 431 00:24:08,800 --> 00:24:13,000 - Nothing can be misplaced. - I have got to know. 432 00:24:13,040 --> 00:24:14,960 The way you saw when you said 433 00:24:15,000 --> 00:24:16,960 - if one sweet is misplaced.. - 'One sweet is misplaced.' 434 00:24:17,640 --> 00:24:19,560 Talk about the customers. Customer delight. 435 00:24:19,800 --> 00:24:21,800 Yes. - Right. - This is the most important thing. 436 00:24:22,280 --> 00:24:26,080 It gives a kick when customers appreciate something. - Yes. 437 00:24:26,160 --> 00:24:27,120 No other things can give that. 438 00:24:27,200 --> 00:24:29,640 Okay, I am giving you an offer. I have heard everything. 439 00:24:29,720 --> 00:24:31,560 Okay, done! Say it. 440 00:24:33,240 --> 00:24:36,760 - What's the average order value? - Around Rs. 700 to Rs. 750. 441 00:24:37,400 --> 00:24:39,320 If the order value is less than Rs. 500 442 00:24:39,440 --> 00:24:41,320 delivery charge, Rs. 60, is applied within city. 443 00:24:41,440 --> 00:24:44,040 Between Rs. 500 to Rs. 1000, it's Rs. 40. 444 00:24:44,160 --> 00:24:47,360 - Above Rs. 1000, it is zero. - No one else is doing this? 445 00:24:47,560 --> 00:24:49,000 - Others are doing too. - There are other players too. 446 00:24:49,120 --> 00:24:51,960 They are several similar models, Peyush. 447 00:24:52,000 --> 00:24:55,000 But we deliver 24 hours. No one is doing this. 448 00:24:55,160 --> 00:24:56,480 What's the percentage of repeat customers? 449 00:24:58,320 --> 00:25:00,600 Almost 85 per cent customers place orders again. 450 00:25:00,720 --> 00:25:02,920 How many orders do you receive daily? 451 00:25:03,000 --> 00:25:04,800 Around 30 orders in a day. 452 00:25:05,080 --> 00:25:06,600 Are you happy? It's very less. 453 00:25:06,600 --> 00:25:08,280 - Absolutely not.. - Visibility.. 454 00:25:08,440 --> 00:25:11,880 The problem we have faced.. That's why we are here. 455 00:25:12,000 --> 00:25:13,800 We haven't started marketing yet. 456 00:25:13,880 --> 00:25:15,680 It should become viral. 457 00:25:16,480 --> 00:25:18,600 It's happening by word of mouth. 458 00:25:18,720 --> 00:25:21,200 You can do a lot of business in Pune. - I am from Pune. 459 00:25:21,280 --> 00:25:22,320 I didn't hear about this. 460 00:25:23,280 --> 00:25:27,080 - And I am like a dessert freak. - That's one of the thing.. 461 00:25:27,160 --> 00:25:30,800 We are really weak in marketing. 462 00:25:30,840 --> 00:25:34,400 Your proposition is local vendors. 463 00:25:34,600 --> 00:25:35,480 - Yes. - Right? - Yes.. 464 00:25:35,600 --> 00:25:37,560 - The way you will scale up. - Yes. 465 00:25:37,640 --> 00:25:40,160 Local vendors won't scale in the same manner. 466 00:25:41,280 --> 00:25:42,720 The products which these vendors supply us.. 467 00:25:42,840 --> 00:25:46,440 They have always those items in a large quantity. 468 00:25:46,480 --> 00:25:50,480 We take those items from them which they are known for 469 00:25:50,560 --> 00:25:51,760 not the every product. 470 00:25:52,960 --> 00:25:54,680 I have another related question. 471 00:25:54,760 --> 00:25:56,000 Like, stock.. 472 00:25:56,640 --> 00:25:58,320 What happens, you place an order today.. 473 00:25:58,480 --> 00:26:00,440 If I place an order today 474 00:26:00,800 --> 00:26:03,320 there is a real time inventory management system. 475 00:26:03,480 --> 00:26:05,720 - Yes. - It can't be real time. 476 00:26:05,800 --> 00:26:07,080 - Did you face this problem? - Yes. 477 00:26:08,000 --> 00:26:09,760 - Not yet. Because.. - The don't have that scale. 478 00:26:09,840 --> 00:26:12,560 Because they have limited special products. - Yes. 479 00:26:12,640 --> 00:26:14,880 If you receive 200 orders for the same item in a day 480 00:26:15,160 --> 00:26:18,480 I am sure. The promise you made, deliver within one day.. 481 00:26:18,520 --> 00:26:20,680 - It's a big problem. - You won't be able to deliver 482 00:26:20,760 --> 00:26:22,360 if you receive 200 orders together. 483 00:26:24,760 --> 00:26:27,440 It's a big problem for you. 484 00:26:29,320 --> 00:26:31,160 Because scale up issue, I am out. 485 00:26:31,240 --> 00:26:32,720 But I will place an order with you for sure. 486 00:26:32,960 --> 00:26:35,000 - All the best. - I would like to answer you. 487 00:26:35,080 --> 00:26:37,000 I mean, as far as scale up is concerned 488 00:26:37,080 --> 00:26:39,880 there is food technology. Map technology.. 489 00:26:39,960 --> 00:26:41,360 Modified atmosphere packaging. 490 00:26:41,680 --> 00:26:43,720 No, you are not understanding. I am referring to those 491 00:26:43,800 --> 00:26:45,480 - who supply you items. - Exactly! 492 00:26:45,720 --> 00:26:49,080 The one who is preparing sweets there.. 493 00:26:49,200 --> 00:26:51,480 I am talking about their problems. - Yes, absolutely! 494 00:26:51,560 --> 00:26:52,680 You will solve everything. 495 00:26:53,240 --> 00:26:56,320 You won't be able to change his mind-set. - Correct. 496 00:26:57,360 --> 00:26:58,880 Even I am out due to that reason. 497 00:26:59,360 --> 00:27:00,560 - Thank you. - But I assure you 498 00:27:01,000 --> 00:27:04,360 Emcure and I personally will become your customers. 499 00:27:06,000 --> 00:27:07,960 Okay, let me tell you my decision. - Okay. 500 00:27:08,360 --> 00:27:09,600 The problem is.. 501 00:27:10,480 --> 00:27:12,760 I think the frequency of use is the problem. - Yes. 502 00:27:13,000 --> 00:27:17,080 There is a festival once in a month or in a year. 503 00:27:17,480 --> 00:27:18,320 It is Diwali. 504 00:27:18,480 --> 00:27:19,320 There is a festival or an occasion at home 505 00:27:19,360 --> 00:27:20,240 I will place an order. 506 00:27:20,480 --> 00:27:23,560 People won't place orders every week or every month. 507 00:27:24,120 --> 00:27:27,640 And I can't afford high acquisition cost. 508 00:27:27,880 --> 00:27:29,560 Frequency of us is less. 509 00:27:29,640 --> 00:27:30,800 Due to these reasons 510 00:27:31,040 --> 00:27:33,640 I don't think there is a scope of profitability. 511 00:27:34,640 --> 00:27:35,520 I am out. 512 00:27:36,080 --> 00:27:36,960 Thank you. 513 00:27:37,440 --> 00:27:39,720 Out of hundred, how much business do you have in Pune? 514 00:27:39,800 --> 00:27:41,440 We have 80 per cent business in Pune. 515 00:27:41,560 --> 00:27:42,360 I thought so. 516 00:27:42,440 --> 00:27:44,080 That's why you are not facing problems. 517 00:27:45,280 --> 00:27:46,960 It's not a huge market. 518 00:27:47,560 --> 00:27:48,760 It's a speciality market. 519 00:27:49,440 --> 00:27:51,000 Many people are already doing this business. 520 00:27:51,240 --> 00:27:53,320 Some of them are doing good some of them are doing bad. 521 00:27:53,800 --> 00:27:56,720 You claim you will do better. 522 00:27:57,120 --> 00:27:58,680 I assume you will do great. 523 00:27:59,080 --> 00:28:01,240 Even then the market is limited. 524 00:28:03,160 --> 00:28:06,960 Looking at your balance and passion.. 525 00:28:07,440 --> 00:28:08,560 I am impressed. 526 00:28:08,960 --> 00:28:12,400 But it's not investable. Hence, I am out today. 527 00:28:12,880 --> 00:28:13,920 I wish you all the best. 528 00:28:15,760 --> 00:28:19,120 Why didn't you add a team member in technology as a co-founder? 529 00:28:19,200 --> 00:28:22,000 We need a tech co-founder and we need a marketing.. 530 00:28:22,680 --> 00:28:24,520 She is already the chief marketing officer. 531 00:28:24,720 --> 00:28:27,160 I am not. - How will you solve local vendors' problem? 532 00:28:28,600 --> 00:28:31,360 It's not a problem. They want business. - No, it's a problem. 533 00:28:31,440 --> 00:28:33,840 No, I will solve that problem. 534 00:28:34,000 --> 00:28:35,560 There is a place in Chirawa. 535 00:28:35,720 --> 00:28:37,160 Lalchand's 'Peda' is famous there. 536 00:28:37,400 --> 00:28:39,120 It is exported abroad. 537 00:28:39,440 --> 00:28:41,960 They are huge. It's a normal confectionery store. 538 00:28:42,040 --> 00:28:44,280 I meet them regularly. I meet Sodhanis regularly. 539 00:28:44,880 --> 00:28:45,880 It's my job. 540 00:28:46,120 --> 00:28:48,920 And I keep in touch. This business will grow. 541 00:28:49,000 --> 00:28:50,000 I asked them if they will be able to manage or not. 542 00:28:50,360 --> 00:28:54,480 They said they want business. They want to grow too. 543 00:28:54,600 --> 00:28:55,640 They said they will supply as much as we ask for. 544 00:28:55,800 --> 00:28:58,480 But executing the same is a real issue. 545 00:29:00,280 --> 00:29:03,480 - Too risky. - Let's announce the decision. 546 00:29:03,760 --> 00:29:06,600 - Peyush, say. - I am out. - I am at fence. 547 00:29:06,720 --> 00:29:09,840 - Anyone can copy this.. - By the time someone copies.. 548 00:29:10,480 --> 00:29:11,720 Around 100 to 200 boxes 549 00:29:12,400 --> 00:29:14,760 which have come through courier services 550 00:29:14,880 --> 00:29:16,880 in damaged condition and our items are perfect.. 551 00:29:17,120 --> 00:29:19,120 We have done the same. 552 00:29:19,200 --> 00:29:21,720 We ordered many boxes for several times. 553 00:29:22,200 --> 00:29:26,120 We tested for months. We gave them feedback. 554 00:29:26,240 --> 00:29:30,280 Handling these delicacies is the main thing. 555 00:29:30,480 --> 00:29:32,360 With the same attitude.. Say with the same attitude.. 556 00:29:32,440 --> 00:29:34,000 'How dare someone copy us?' 557 00:29:34,360 --> 00:29:37,400 - 'Laddu won't be misplaced.' - We will move ahead by then. 558 00:29:37,480 --> 00:29:38,560 I love that statement. 559 00:29:39,320 --> 00:29:40,480 Peyush, final decision. 560 00:29:47,440 --> 00:29:48,680 I am out today. 561 00:29:50,600 --> 00:29:53,120 - Scale it up little. - Sure.. - Thank you, guys. 562 00:29:53,200 --> 00:29:54,880 - Greetings. - Thanks for the lovely food. 563 00:29:54,960 --> 00:29:55,960 - Thank you so much. - Love the spirit. 564 00:29:56,120 --> 00:29:57,480 - Thank you. - Suman, well-done! 565 00:29:57,680 --> 00:29:58,760 - Thank you. - Thank you. 566 00:30:01,800 --> 00:30:05,320 - Return my box.. - Have Kachori. 567 00:30:05,440 --> 00:30:06,280 It's nice. 568 00:30:06,360 --> 00:30:09,120 Will you heat it or you will eat.. - He has finished. 569 00:30:09,200 --> 00:30:10,760 I was about to give an offer. 570 00:30:10,840 --> 00:30:12,200 All of you were out. So I got scared. 571 00:30:13,560 --> 00:30:14,640 We have saved you. 572 00:30:14,960 --> 00:30:16,160 We are not disappointed. 573 00:30:16,400 --> 00:30:18,640 We sell sweets. We are always sweet. 574 00:30:24,400 --> 00:30:25,400 You are looking like a super woman. 575 00:30:25,720 --> 00:30:28,760 - Your one eye is small. - He has made me slim. 576 00:30:29,720 --> 00:30:31,400 Good. He wants a deal. 577 00:30:31,480 --> 00:30:33,040 Namita is looking the coolest. 578 00:30:48,920 --> 00:30:49,760 Hello, Sharks. 579 00:30:50,160 --> 00:30:52,080 Hello. - My name is Krishnan Sunderarajan. 580 00:30:52,240 --> 00:30:53,160 I am from Delhi. 581 00:30:53,800 --> 00:30:56,560 Today, I am going to tell you about a problem 582 00:30:56,640 --> 00:30:57,560 which is a problem. 583 00:30:58,120 --> 00:30:59,040 And which is not a problem too. 584 00:31:00,120 --> 00:31:02,200 Technology connects us. 585 00:31:02,280 --> 00:31:03,760 It has made our life easier. 586 00:31:03,920 --> 00:31:06,560 But the more we are connected, the more we are detached 587 00:31:06,640 --> 00:31:07,600 as humans. 588 00:31:08,160 --> 00:31:11,120 It's good to talk to others through video call. 589 00:31:11,520 --> 00:31:12,960 But that's not enough. 590 00:31:13,560 --> 00:31:16,240 If the technology is the problem 591 00:31:16,320 --> 00:31:18,680 it is also the solution. 592 00:31:19,120 --> 00:31:22,120 I want to take you to an immersive world 593 00:31:22,360 --> 00:31:26,600 where you from Mumbai can have a conversation over a cup of tea 594 00:31:26,840 --> 00:31:28,440 in the streets of Connaught Place 595 00:31:28,520 --> 00:31:29,840 with your friend in Bangalore. 596 00:31:30,160 --> 00:31:31,760 - How? - Really? - I will tell you. 597 00:31:31,920 --> 00:31:33,600 - Please tell us. - Loka. 598 00:31:35,920 --> 00:31:38,200 Loka is a metaverse app. 599 00:31:38,280 --> 00:31:40,600 In fact, it is India's first ever metaverse app 600 00:31:40,960 --> 00:31:44,160 which gives real time real world experience 601 00:31:44,240 --> 00:31:45,840 via third party apps. 602 00:31:45,880 --> 00:31:50,080 Loka gives you the option to select your avatar. 603 00:31:50,400 --> 00:31:52,160 Male or female. Then we have made 604 00:31:52,240 --> 00:31:53,400 an identical map of C.P. 605 00:31:53,560 --> 00:31:56,120 You can wander in it. 606 00:31:56,360 --> 00:31:57,640 You can meet new people 607 00:31:57,680 --> 00:31:58,600 and have a conversation. 608 00:31:58,640 --> 00:31:59,920 And you can even make them friends. 609 00:32:08,760 --> 00:32:11,200 We have created three interactive zones in it. 610 00:32:11,280 --> 00:32:13,000 Like you can see, there is an amphitheatre 611 00:32:13,080 --> 00:32:14,320 in which you can not only go to 612 00:32:14,400 --> 00:32:16,840 but also dance to Punjabi music. You can do 'Bangra' as well. 613 00:32:17,120 --> 00:32:20,440 And this is the Audience Social, which is a theatre. 614 00:32:20,480 --> 00:32:21,800 And this is our gaming parlour. 615 00:32:22,720 --> 00:32:24,960 Imagine that you are going to a concert. 616 00:32:25,040 --> 00:32:26,720 You will be experiencing it with other people. 617 00:32:26,840 --> 00:32:29,040 There will be hooting, cheering, and jumping. 618 00:32:29,120 --> 00:32:30,080 You will have so much fun. 619 00:32:30,160 --> 00:32:31,320 Through metaverse 620 00:32:31,360 --> 00:32:34,280 you are going there with the same people. 621 00:32:34,440 --> 00:32:37,280 They will standing next to you virtually as avatars. 622 00:32:37,360 --> 00:32:38,800 And the artist will be performing on the stage. 623 00:32:38,880 --> 00:32:40,960 You can dance with them. 624 00:32:41,000 --> 00:32:43,200 And when someone cheers or says wow 625 00:32:43,240 --> 00:32:46,080 you have to look for the person who said it 626 00:32:46,160 --> 00:32:47,200 if it is a Zoom call. 627 00:32:47,360 --> 00:32:49,200 In this case, I will know that it is Mr. Aman who said it. 628 00:32:49,240 --> 00:32:50,280 He is standing over there. 629 00:32:50,640 --> 00:32:53,880 So, this experience is what metaverse is creating. 630 00:32:56,520 --> 00:32:58,920 My demand here is forty lakh rupees 631 00:32:59,000 --> 00:33:01,240 in exchange for five percent of the company. 632 00:33:02,640 --> 00:33:05,320 - I would like to experience it. - So do I. 633 00:33:06,560 --> 00:33:08,120 'Loka is a metaverse' 634 00:33:08,320 --> 00:33:10,440 'where people use their digital avatars' 635 00:33:10,480 --> 00:33:13,320 'to have a conversation with other people' 636 00:33:13,360 --> 00:33:16,800 'in a simulated environment of places like Connaught Place.' 637 00:33:16,840 --> 00:33:20,160 'Many believe it to be the future of social media.' 638 00:33:20,200 --> 00:33:22,320 'That is why the sharks, Aman and Piyush want' 639 00:33:22,400 --> 00:33:25,600 'to experience the metaverse created by Karthik.' 640 00:33:25,680 --> 00:33:28,480 I will give you a tour of C.P. 641 00:33:28,520 --> 00:33:31,120 It is my character that is being broadcast on the screen. 642 00:33:31,200 --> 00:33:33,760 And I want to meet you in this game. 643 00:33:33,840 --> 00:33:35,200 The entire map has been created like this. 644 00:33:35,280 --> 00:33:36,680 And in the middle of it, there is the central park. 645 00:33:36,800 --> 00:33:38,200 When you enter the central park 646 00:33:38,280 --> 00:33:39,920 it will be right in the centre of the map. 647 00:33:40,000 --> 00:33:41,320 - All right, I am coming. - You will find me there. 648 00:33:41,400 --> 00:33:42,760 I have reached Shoppers Stop. 649 00:33:42,840 --> 00:33:44,920 - Can I use your phone? - Sure. 650 00:33:47,000 --> 00:33:49,120 - Can we stand there? - Sure. 651 00:33:49,600 --> 00:33:51,600 You should make the deal 652 00:33:51,680 --> 00:33:54,640 with the shark who finds you. 653 00:33:55,120 --> 00:33:57,280 Please don't say that, sir. 654 00:33:57,320 --> 00:33:58,680 You all are laughing. 655 00:33:58,760 --> 00:34:01,440 But I don't like the laughter of sharks. 656 00:34:04,560 --> 00:34:05,720 - He is clever. - He is funny. 657 00:34:05,800 --> 00:34:07,760 - There you are. - There he is. 658 00:34:07,800 --> 00:34:09,400 - Where are you going? - Sir, please don't run. 659 00:34:10,360 --> 00:34:13,120 What if I want to punch him? 660 00:34:14,080 --> 00:34:17,000 Sir, since currently we are for the 12 plus 661 00:34:17,200 --> 00:34:19,800 - punches are not.. - I want to hug him. 662 00:34:21,480 --> 00:34:24,800 It will be available soon. Right now.. - What can I do? 663 00:34:24,840 --> 00:34:27,760 - You can dance. - Do you see mine, Aman? 664 00:34:27,840 --> 00:34:30,400 Aman, he wants to do a lot of things to you. 665 00:34:31,800 --> 00:34:32,880 You have no idea. 666 00:34:34,160 --> 00:34:35,840 Okay, I understand it now. 667 00:34:36,120 --> 00:34:39,680 Mr. Krishnan, you made them do many wrong things. 668 00:34:39,760 --> 00:34:41,240 Let's talk about business. 669 00:34:41,320 --> 00:34:43,080 Please tell us about your background too. 670 00:34:43,160 --> 00:34:45,320 I have done my B.Tech from S.R.M. University. 671 00:34:45,360 --> 00:34:46,560 Completed in 2012. 672 00:34:46,760 --> 00:34:50,360 Later I did Udacity android development course. 673 00:34:50,440 --> 00:34:51,840 So, I can develop an android. 674 00:34:53,080 --> 00:34:54,680 I am a repeat entrepreneur. 675 00:34:54,760 --> 00:34:57,720 Before this, I had started a food tech company in 2015. 676 00:34:58,040 --> 00:34:59,920 And it was called Foodie Baba 677 00:35:00,000 --> 00:35:01,720 in which we delivered.. 678 00:35:01,760 --> 00:35:03,440 You should have named it Foodie Bae. 679 00:35:03,560 --> 00:35:04,800 - Why Foodie Baba? - Sir.. 680 00:35:04,880 --> 00:35:07,120 I used to work at Foodie Bae. 681 00:35:07,160 --> 00:35:08,760 - Today, it is Zomato. - Yes. 682 00:35:09,000 --> 00:35:10,880 Did you make money for your investors? 683 00:35:11,480 --> 00:35:13,880 Sir, I have made money and lost it as well. 684 00:35:13,960 --> 00:35:16,600 - So.. - What was the net profit? 685 00:35:16,960 --> 00:35:20,240 I gave them what they had invested. 686 00:35:20,360 --> 00:35:21,760 What did you learn 687 00:35:21,800 --> 00:35:24,120 from the first start-up Foodie Baba? 688 00:35:24,200 --> 00:35:25,720 Tell me about three things you learned from it? 689 00:35:25,800 --> 00:35:29,000 Sir, I learned to never think I am right. 690 00:35:29,560 --> 00:35:31,160 Because, instead of gut feeling 691 00:35:31,240 --> 00:35:32,200 you should rely on the data. 692 00:35:32,480 --> 00:35:34,200 The second think I learned was 693 00:35:34,360 --> 00:35:35,480 to get the right team. 694 00:35:35,520 --> 00:35:37,960 Like how the founder of Alibaba 695 00:35:38,040 --> 00:35:38,960 says that you should be in a room 696 00:35:39,000 --> 00:35:40,680 full of people who are smarter than you. 697 00:35:41,840 --> 00:35:43,880 And the other thing is that there should be timely pivot. 698 00:35:43,920 --> 00:35:46,320 Why do you have the answer for everything? 699 00:35:46,360 --> 00:35:48,040 Either you have struggled a lot 700 00:35:48,320 --> 00:35:50,960 or you learn a lot from the internet. 701 00:35:51,200 --> 00:35:54,080 So, you have the answer for every question. 702 00:35:54,160 --> 00:35:56,080 Sir, I always thought that it is a good thing. 703 00:35:56,200 --> 00:35:59,200 Completed in 2012. 704 00:35:59,560 --> 00:36:00,520 That is exactly what I am saying. - Great! 705 00:36:00,720 --> 00:36:03,080 - He gave the right answer. - The right answer! 706 00:36:05,120 --> 00:36:06,920 Do you understand Zuckerberg's game? 707 00:36:07,360 --> 00:36:08,560 Yes, the larger picture. 708 00:36:08,720 --> 00:36:11,240 If millions of people gather somewhere 709 00:36:11,800 --> 00:36:14,080 - he wants to be there. - Yes. 710 00:36:14,280 --> 00:36:17,280 If they are on Instagram, he will acquire it. 711 00:36:17,880 --> 00:36:19,520 If it is WhatsApp, he will acquire that too. 712 00:36:19,800 --> 00:36:22,320 Tomorrow, if it is your game, he will buy that as well. 713 00:36:22,400 --> 00:36:24,920 All he wants is a lot of people doing 714 00:36:25,040 --> 00:36:28,880 - the same thing at the same time. - Yes. 715 00:36:29,000 --> 00:36:31,160 You mentioned many games like Fortnite. 716 00:36:31,200 --> 00:36:32,120 What happens in them? 717 00:36:32,200 --> 00:36:33,880 They are playing games in that too. - Yes. 718 00:36:33,920 --> 00:36:36,160 And they are getting the pleasure from the game. 719 00:36:37,520 --> 00:36:39,920 What can I do in your game? 720 00:36:41,560 --> 00:36:42,800 If I want to pass the time 721 00:36:43,080 --> 00:36:44,120 I will go to the M-Block market 722 00:36:44,160 --> 00:36:45,360 in my car to do that. 723 00:36:45,360 --> 00:36:47,120 Why would I pass my time in your game? 724 00:36:48,280 --> 00:36:49,160 The simple question is 725 00:36:49,200 --> 00:36:50,400 what is the hook? 726 00:36:54,440 --> 00:36:57,960 The hook currently with the kind of game is the event.. 727 00:36:58,080 --> 00:36:59,760 Event is not the hook. 728 00:37:00,160 --> 00:37:02,640 Virtual event industry is over. 729 00:37:02,760 --> 00:37:04,080 It's not happening. 730 00:37:04,920 --> 00:37:07,880 Events where people would arrive in millions 731 00:37:08,200 --> 00:37:10,720 will not happen in your metaverse. 732 00:37:11,680 --> 00:37:15,480 It will happen in Fortnite, on Facebook. 733 00:37:15,960 --> 00:37:19,240 Because they'll pay them crores to conduct that event. 734 00:37:19,320 --> 00:37:21,080 Yes. - It will not happen in your program. 735 00:37:21,200 --> 00:37:23,960 So your event cannot be a hook. Do you get it? 736 00:37:24,080 --> 00:37:26,720 We're still looking for the hook 737 00:37:26,840 --> 00:37:28,360 so that we can go fishing. 738 00:37:31,280 --> 00:37:34,600 Normally, by this time most Sharks are in or out. 739 00:37:34,720 --> 00:37:38,480 But all of us five Sharks are waiting to decide. 740 00:37:38,960 --> 00:37:41,960 - So let's take a final decision. - Because you are.. 741 00:37:42,080 --> 00:37:44,040 - Quite enthusiastic. - You are interesting. 742 00:37:44,160 --> 00:37:47,120 Please make one last pitch in next two minutes. - Sure. 743 00:37:47,760 --> 00:37:49,760 Why should we invest in you? 744 00:37:51,800 --> 00:37:55,200 Just as you gave your previous investors a loss 745 00:37:55,320 --> 00:37:58,760 I'm afraid you'll lose our money because it's hard earned money. 746 00:37:58,880 --> 00:38:02,360 Come to me because A. I learnt from my past. 747 00:38:02,960 --> 00:38:05,760 B. I understand metaverse. 748 00:38:05,880 --> 00:38:08,320 Now I want to know how to execute it 749 00:38:08,440 --> 00:38:11,760 how to go about it and create a hook as you said. 750 00:38:11,880 --> 00:38:15,560 And once a hook is created other sources will open up. 751 00:38:15,680 --> 00:38:19,080 I want you to notice what mistakes I'm making 752 00:38:19,200 --> 00:38:22,000 and how to create that hook to bring in people. 753 00:38:24,320 --> 00:38:26,000 I don't know what to do. 754 00:38:26,120 --> 00:38:28,920 I've a 50 percent inclination to go ahead. 755 00:38:29,040 --> 00:38:31,920 Sir, in my case I always listen to my heart. 756 00:38:32,920 --> 00:38:34,320 And I listen to my mind! 757 00:38:35,840 --> 00:38:39,200 - That's great then! - I've decided I'm out. 758 00:38:40,880 --> 00:38:43,480 I like you. You're a genuine person. 759 00:38:43,600 --> 00:38:46,920 Why should I use this for some time every day? 760 00:38:47,400 --> 00:38:50,640 I didn't get that answer. Hence I'm out. - Sure. 761 00:38:51,320 --> 00:38:54,480 - Even I made my decision. - Sure. - It was nice meeting you. 762 00:38:54,600 --> 00:38:58,880 But in your case I genuinely do not understand the technology 763 00:38:59,000 --> 00:39:01,720 and I don't think I can really help you. 764 00:39:01,840 --> 00:39:04,400 - Hence I'm out. - Sure, ma'am. 765 00:39:07,800 --> 00:39:11,520 My question is.. This is an early stage. 766 00:39:11,840 --> 00:39:14,320 You told me three things you learnt on your previous start-up 767 00:39:14,480 --> 00:39:17,440 so tell me how you'll implement it here. 768 00:39:18,280 --> 00:39:21,200 Sir, basic point is those who are working with me 769 00:39:21,320 --> 00:39:23,640 without any ego are better than me. 770 00:39:23,760 --> 00:39:27,400 How so? - The tech team is better at technology than me. 771 00:39:27,520 --> 00:39:30,640 - Programming team is better.. - How did you convince them? 772 00:39:31,080 --> 00:39:32,880 I'm better at that. 773 00:39:36,840 --> 00:39:40,040 I'll surely give you a hug before you go. - I know. 774 00:39:40,160 --> 00:39:42,320 - He's too good! - As I said.. 775 00:39:42,440 --> 00:39:46,200 - I prefer the Rocky Balboa way.. - We'll do that, too. 776 00:39:47,600 --> 00:39:49,400 I always bet on two things. 777 00:39:49,520 --> 00:39:51,920 One is the entrepreneur and the other, the business. 778 00:39:52,040 --> 00:39:55,760 Okay? I have no idea about the business in this case. 779 00:39:55,880 --> 00:39:58,680 But I have faith you'll achieve something. 780 00:39:58,800 --> 00:40:01,240 So I wish to go with you on your journey. 781 00:40:01,320 --> 00:40:04,120 That's the reason I want to be a part of this. 782 00:40:04,440 --> 00:40:07,440 Let's make you an offer. I, Anupam and Aman 783 00:40:08,160 --> 00:40:09,720 will come on board together. 784 00:40:10,320 --> 00:40:12,440 Since you're a great entrepreneur 785 00:40:12,560 --> 00:40:15,080 our offer is 40 lakh at 25 percent. 786 00:40:20,600 --> 00:40:23,800 - May I think for a minute? - Won't you listen to the heart? 787 00:40:23,920 --> 00:40:26,360 - I need a minute to do that. - Sure. 788 00:40:26,480 --> 00:40:29,240 - Do it. - I'll be right back. - To gather his thoughts. 789 00:40:29,320 --> 00:40:31,320 Yoga, meditation.. 790 00:40:31,800 --> 00:40:34,280 No, he knows the answer. 791 00:40:34,400 --> 00:40:37,800 - He will achieve something big. - Yes, he's very smart. 792 00:40:40,880 --> 00:40:42,680 Or else, he can even join my company. 793 00:40:46,440 --> 00:40:49,840 - Come. - Welcome! 794 00:40:50,320 --> 00:40:51,520 What have you decided? 795 00:41:09,520 --> 00:41:13,000 Sir, can we do the deal on a valuation of Rs. 2 Crores. 796 00:41:13,840 --> 00:41:15,840 How much.. That would be 797 00:41:15,840 --> 00:41:17,560 20 per cent for Rs. 40 Lakhs.. 798 00:41:17,760 --> 00:41:19,320 Three of us each 799 00:41:19,320 --> 00:41:22,400 can settle on eight per cent each and shake hands on it. 800 00:41:23,720 --> 00:41:25,200 Do we decide on 24 per cent? 801 00:41:28,320 --> 00:41:29,960 Speak up. There's a lot of work to be done 802 00:41:30,000 --> 00:41:31,280 and we need to start now. 803 00:41:33,680 --> 00:41:34,720 Go with your heart. 804 00:41:34,760 --> 00:41:36,040 And choose me. 805 00:41:41,000 --> 00:41:42,680 Shall we write the check? 806 00:41:48,640 --> 00:41:49,880 Okay. - All right! 807 00:41:49,880 --> 00:41:50,840 Wow! 808 00:41:51,200 --> 00:41:52,880 - Superb! - Okay! Good job! 809 00:41:53,600 --> 00:41:54,920 Who Misoo? 810 00:41:55,520 --> 00:41:58,400 - It's the company's name. - What does it mean? 811 00:41:58,440 --> 00:42:00,760 Misoo is my mom and dad's names.. 812 00:42:01,000 --> 00:42:03,320 Very good.. - You're amazing. 813 00:42:03,320 --> 00:42:05,480 You don't have a business worth anything on this name, though. 814 00:42:07,520 --> 00:42:08,600 Do build one. 815 00:42:08,760 --> 00:42:10,440 You've worked hard for this. 816 00:42:10,440 --> 00:42:13,840 Well, at least say that we'll make one now.. 817 00:42:16,520 --> 00:42:18,400 Thank you so much.. 818 00:42:19,280 --> 00:42:20,680 Cheers, man. Congratulations. 819 00:42:23,800 --> 00:42:25,400 I've promised to you.. 820 00:42:25,440 --> 00:42:26,480 Rocky Balboa.. 821 00:42:26,560 --> 00:42:28,960 - Which will.. - Like this.. 822 00:42:29,720 --> 00:42:32,440 Congratulations. All the best. Good stuff. 823 00:42:32,480 --> 00:42:33,520 Let's build it up. 824 00:42:33,920 --> 00:42:35,840 - Good. - Have a drink tonight, buddy. 825 00:42:35,840 --> 00:42:38,480 Sure. - And don't drink from this money. 826 00:42:41,000 --> 00:42:43,080 It's no problem.. 827 00:43:06,360 --> 00:43:08,480 I'll pitch something to other sharks someday. 828 00:43:09,040 --> 00:43:11,400 I've decided my valuation too. 829 00:43:11,480 --> 00:43:13,440 And then, I'll buy you out. 830 00:43:14,920 --> 00:43:16,640 You don't have much potential. 831 00:43:18,040 --> 00:43:22,040 I want to be grilled.. Really. I'm not joking. 832 00:43:22,360 --> 00:43:24,720 - We want to. - I'd like to do it too. 833 00:43:24,760 --> 00:43:26,840 You'll need honey, though.