- Tough to figure out what it is. - Ice cream!
- Yes.. - It could be cotton candy.
- What is it? - Do you think it's food?
Yes, it is food. For sure.
- Yes. - Yes.
I think that they will have
- some kind of twist to it. - Cupcakes.
Greetings, Sharks.
My name is Rishika Nayak Shetty.
And I am from Mumbai.
I am here seeking forty lakhs for eight percent in my company
'The Sass Bar'.
- Tempting, right? - Very.
You have the same boxes next to you.
- Please open it. - Thank God! Finally.
Oh!
- Sharks, these are soaps. - Wow!
- Oh wow! - Wow!
I was going to eat it.
- Is this not 'Kaju Katli'? - No.
- It smells heavenly. - Thank you so much.
Sharks, presenting to you 'The Sass Bar'.
A concept gifting artisanal brand
with fun, perky, sassy products
which will bring a smile on your face.
Our first line of products are dessert soaps
in which we combined a normal soap and a dessert
to give it a new, fun, and sassy look.
Then I collaborated with artists like me
and created niche gift boxes related to different themes
such as travel, food, and music concepts.
We want to make it a brand
that is synonymous to gifting.
So, who among you sharks wants to join me
in making the world sassy for everyone?
Welcome to 'Shark Tank', Rishika. - Thank you.
How did you get into this?
I wanted to do something sustainable related.
And I.. I am very environment conscious.
So, I wanted to create something.
And that is why I started this business.
So, three years. I am loving it.
And there is so much to look forward to.
Gifting.. I can understand.
Many people think that there are not enough gifting items.
We have experienced it ourselves. - Right.
- We don't find anything. - Absolutely.
But why soaps?
Because, I was travelling through
Bahargaon in Uttar Pradesh.
And I saw their handmade cold process soap
where heat is not applied.
And the ingredients are completely intact.
When I used the soap, I loved it.
I did not need moisturisation.
So, I researched about it.
Then I thought, why shouldn't it be like a dessert?
We have body washes which have different fragrances.
Why can't the same be done to soaps?
Why cannot it be shaped? Because it needs a mould.
- So, this idea was generated. - So, is it a gifting..
- Sorry. - Yes. - Very quick. - Okay.
Are you making a gifting company
or are you making a company like 'The Body Shop'? - No.
I am going to gifting.
You are making a gifting company.
- Yes. Gifting. - Okay. - Rishika..
There are big companies dedicated to gifting.
They get involved everywhere
where there is a scope for gifting. - Right.
I can see on their home page that
there will be a section for the soaps. - Right.
So, how can you compete with them
with just one kind of gifting option?
We are adding complementary products.
For example, if you look at this travel box
you will see that there are stationery items too.
So, I designed this box with another artist.
Are there any other products besides the stationery box?
- We are launching a few.. - Is it here?
It is not here. Because, I have just started it
- this year. - But, Rishika.. - Yes.
Instead of just adding stationery
have you thought about
an expansion in the bath products?
For example, bath salt.. Bath bombs especially.
- Can you expand there? - We make bath bombs, a lot.
- Oh. - But we can only produce
bath bombs in a certain time of the year in India.
- Oh! Is it? - Yes. - But we already have
- scrubs and candles. - Are you making candles too?
- Yes. - You didn't say that.
Tell me one more thing.
I was reading the list of ingredients.
- Absolutely. - It's paraben free
vegan, and cruelty-free.
All of which are very close to my heart. - I know.
We use toxin free
- and safe ingredients.. - I am so happy you do it.
We use it in 'Mamaearth'.
But when you are adding so much oil
in your product..
Yes. - Does melting issue arrise
when the temperature rises?
This might happen especially during the summer.
The formula of this product is such that it is compatible
with the climate of all the states.
I took a soap making course.
And I.. - Oh, you did a soap making course. - Yes.
What about the sales?
This year we have done about Rs. 30 lakh in sales.
Last month?
Rs. 7 lakh.
How much does this gift cost?
It costs Rs. 17.99.
Wow!
What is the exact MRP of this product?
Rs. 295.
The gross margin is about 65 percent
and the net margin is about 55 percent.
Among Rs. 30 lakh sales that you have
how much comes from soap
and how much comes from non soap products?
Soap generates 80 percent of our business.
Because we launched this gifting concept this year.
I've a question. I'm still a little confused.
Which path would you choose
if you want to build a big company?
If you choose the gifting model
then there can be several other products too.
Correct. - So what are you first true to.
I don't want to enter the skin care department.
I want to chose the gifting path
because I can cater to a larger audience.
For kids too. And I can create innovative products.
Intelligent entrepreneurs have a pressure that
they must do something
unique.
I like the kind of business
were you develop one product
and sell ten lakh pieces of that.
I don't think your choice is right.
I know that it's your vision.
So you should go for that.
But I'm out
because I think you are complicating it
- for becoming unique. - Rishika.
- Rishika, I've an offer for you. - Sorry.
Let me also give the summary.
I think your USP is the packaging not the product.
- Right. - Soap is your core competency.
Correct. - But the business that you want to build is
a packaging business.
Correct. - That's why I feel that you need
some clarity regarding
what you want to build.
That's why I'm out.
I'm in love with what you presented here. - Thank you.
These soaps are so beautiful and edible.
I mean, look at this ice cream soap that you have built.
It's amazing.
It's very adorable.
This is your strength area.
Rather than working on your weakness
work on your strengths.
If you build your business based on your strength..
I don't think any other artist can build such a beautiful soap.
I've never seen anyone in India built such an adorable soap.
Yes. - So, I want you guys to be..
In fact..
There are two sharks that are out.
But you wanted to give an offer.
- One minute. - It's okay.
When I see some of these notebooks..
The rest of the things
- that you presented. - Can I see that?
I'm not much impressed with this.
- Many people are doing this. - Right.
But no one is doing this.
So building this further
and creating better versions of this..
Would you like to explore that direction?
I would like to go in that direction as well.
Yes. - Rishika, now I doubt your capability.
I want to give you an offer but you are joking.
- But I didn't want to.. - She interrupted.
- I said.. I know.. - You are impossible.
- Give her the offer. - You are impossible.
- He is angry. - I'll wait.
Tell me something.
Okay. - I want to give you an offer.
But there is a condition.
And the condition is that
we have to shift the direction of the business
Okay. - I think I prefer the direction of body shower.
Right. - Were we will focus on the
bathing needs brand.
Correct. - From kids to old people.
Okay. - With packaging as the USB.
Correct. - And that is something that I can back.
But you must have the confidence that you can do it.
Yes. - Because if I invest..
If we make a deal today
- I'll trouble you a lot. - No, absolutely.
Fine, do you want to hear my offer?
Had you heard before the offer would've been different.
And the offer is totally different now.
But I couldn't be rude to anyone.
We miss the opportunity
- You've heard that, right? - I'm experiencing it today.
Okay. The offer is still not bad.
I'll give you an offer.
But the benefit is that you'll get one more shark.
Oh, wow! - And one shark is the mother of the earth.
Mama Earth.
And you are the father of innovation.
So, you need Rs. 40 lakhs.
We will give you Rs. 40 lakh.
But we need 40 percent of your company.
Wow!
40 percent!
It's a fair ask.
Your sales of Rs. 7 Lakhs is for a season..
Is it negotiable?
- Yes.. - You tell us what you think.
You can counter.. - You can hear Namita's too. - Of course..
- I have.. - I'm out because
I don't think I can add enough value
- compared to these two sharks. - Right.
- You can make a counter offer. - Yes, of course.
A bit.. - So, if you could come down to 30 per cent..
I'll tell you what? Because we're in a good mood
we'll close it in 35 per cent.
30.. - Non-negotiable. 35 per cent..
Okay. At least can we raise the valuation?
Because I know that will take a little bit extra money..
Can you.. - Do you want Rs. 50 Lakhs instead of 40?
Can we at least do something like 35 to 60?
It's done, Rishita.. - Rishita, successful people
- don't do different things. - Don't try to optimise.
They just think differently.
Okay. - I think it's your time to think differently right now.
Can I ask you guys..
Since there are two roles..
What will.. - Are you going to interview us now?
No, I'm just trying to understand
who is bringing what to the table
so that I can get..
I think soap, as a category, is huge.
This product can stand out in that category. - Okay..
I know how to sell and market it.
Correct.. - I'm clear how to go on about that.
I think that's what I bring to the table.
It'll be tough if you try to sell soap.
Correct. - We need to bring this
to a position
where we can expand the market.
Okay. - Helping you with strategy and positioning
- are very important. - Right..
That's.. - Or you'd go the wrong way. - Correct.
That's where I come.
Okay.
So..
Sharks, consider this deal done.
Congratulations!
- Congratulations.. - That's why I was asking..
- Here's your cheque.. - Thank you..
Thank you..
- Here you go. - And notice something
behind the cheque as well.
- Absolutely.. - Okay..
Thank you.. - Let's take this forward together.
- Thank you. - All the best..
Nice..
It's your first deal!
How does it feel!
You are a shark now!
You are a shark now officially.. - 35 per cent
is a very good deal.
- It's worth.. - I agree..
Till the time you're making your dreams come true..
Until you're losing your sleep for them..
Until you try to achieve them..
I think you'll be successful.
I'm Ghazal Alagh
co-founder of Mamaearth.
I'm the Mama Shark of 'Shark Tank India'.
I'm already a mother
and I'm a mother-to-be as well.
I'm pregnant.
Before me, no woman in my family has done business
or worked a job.
My priority was to make my own identity.
Art and entrepreneurship
are actually very similar.
When I start a new painting
I don't know how it'll turn out.
You're in a conversation with the canvas.
At work, I think
I'm in a conversation with my consumers.
If I crack the code of what my consumers want
the business will build itself
and the money will flow on its own.
When I became a new mother
and was also building Mamaearth at the same time
it was like raising two babies together.
My only thoughts
were of solving
the challenges I faced.
We went forward with that attitude
and we are where we are today.
The one quality of Ghazal I love is
is a sense of accountability..
To see through her goals.
We've been in a partnership
of five years in marriage before our partnership
of five years in the company.
I haven't had more fun in any other partnership.
For me, it's important in an entrepreneur
to be passionate, driver
and obsessive to achieve something.
I try to find people
who have these three qualities
and they're trying to change something.
Business is important.
However, I believe
that people are more important.
Good people can make any great difference.
'Where's improvisation master Kamlesh's house?'
'That Kamlesh?'
'Take the right turn there.'
'Where's Kamlesh's house?'
'Take a left in that road.'
'Where's improvisation master Kamlesh's house?'
'It's over there..'
'Come on..'
'You're very late!'
'It's already dark.'
'Fine, just come inside..'
'I passionate in acting'
'singing and inventing new things.'
'I'm coming to 'Shark Tank India' with my new invention.'
Hello, Sharks..
I'm Improvisation Master Kamlesh.
So sweet!
Hello, sir! I'm Improvisation Master Kamlesh.
- Hello, ma'am! - Hello.
I'm Improvisation Master Kamlesh.. - Hello.
You've got a great name.
Improvisation Master Kamlesh.
After Hollywood
Bollywood
and Tollywood
comes 'Mollywood'.
'Mollywood' means Malegaon.
I'm Improvisation Master Kamlesh from Malegaon!
That's great.
20 kilometres from Malegaon is my village, Tarpada.
where I'm from.
My elder brother is in the Indian Army
and I'm a farmer.
Brother protects the country
while I do farming.
Praise to the soldiers and farmers..
My entire family does farming.
Like you don't need to teach a fish to swim
a farmer's son doesn't need to be taught to farm.
Naru, bring it.
Naru?
Sharks, this tank..
Farmers carry this 17 litres of tank
on their backs the entire day
and do labour.
Pesticides go inside us through mouth and nose
which makes us sick.
My dad had that disease.
I wanted to do something for my father
to reduce his burden.
Scrap dealer used to ask me what I intended
to do with the trash I was buying.
Kamlesh comes to me frequently to get scraps.
Only he knows what he does with them.
He's mad, unreasonable.
You could ask him
and get a different answer every time.
I didn't study engineering.
I only have tools and ideals.
I put them together
and try to do something new.
I want to take my solution to all the farmers of India
so that they benefit from it.
And then..
Naru, take this.
Naru..
'Take this..'
- Wow! - He's my elder brother's son.
- I see.. - How old is he?
He's 21 years old.
- I see. He's a kid. - You're Marathi too!
How old are you?
I'm 27 years old.
You're 27 years old and you're calling him a kid?
- Yes. - That's great!
You've got a good spirit.
I don't get anything support in my innovations.
People say that I do nothing. However, Naru comes
to me whenever I call for him, even at midnight.
- That's why I brought him along.. - That's great..
I couldn't have left him back at home
because he's played a vital part in this. - What a friendship!
What do you tell him when you call him at midnight?
'Naru, come..'
That's great.
As you can see, Sharks, I've put the 20 litres of tank in this.
While it would be carried on the back and sprayed
- it could now be done like this - Oh, wow..
Wow..
That's a great innovation..
I made this design..
There are many companies
which have many products.
Some spray through drones.
70 per cent people in India are farmers.
50 per cent of them are poor.
Those people can't afford drones.
They need affordable products.
So, I made this.
It took me seven years to make it.
Wow.. - If I felt like making change to the design
I'd do it.
After making several changes, this is my final design.
And Sharks, this is multipurpose
that means it can do multiple tasks.
The most interesting part is
I got calls from engineers, I got calls from big companies
because of this.
- What is that? - I can rotate the front wheel.
- Okay, you don't have to bow. - No.
This design you see here
it can be opened and separated.
And this trolley can be lifted and taken to the field.
- Okay. - You can search anywhere.
YouTube, Facebook or anywhere else.
If you find a similar design, then I'll leave it here and go.
Naru.. Sorry, Mr. Kamlesh.
Kamlesh, you spent seven years on this
why did you make the suitcase trolley?
That would be easy.
This place has a plane floor.
Our feet won't sink into the ground.
I gave it tubeless tires so that it doesn't sink.
Even during monsoon or any season, we can work.
I designed it as such. Because I work myself
and solve the problems we face.
Not just one, I've made a few things
which solves small problems.
And this is light weight.
Because when a farmer works
he won't have a problem to push it.
No one agrees to work in the fields.
Nobody is ready to do farming.
How do we farm then?
By making such small inventions we can do farming.
Think about it, we don't make much profit in farming.
Sometimes, it rains heavily
- and ruins all the crop. - Yes.
We still fight and do it. But we don't sell the land.
Who has been able to live by selling their mother?
True. - Because farming is our mother.
Whether we make a profit or not we'll have half a meal
but we'll be happy.
Kamlesh, what is your ask today?
30 lakhs for 10 percent equity.
What will you get from that? Do you have a business?
Sir, it's big business.. Sorry, I haven't started a business.
Big Business.. I like that it came from your heart.
'Jugadu' is a nice name for you. Let's talk about business.
How much are you earning now?
Sir, I haven't sold even one yet
because I didn't have funding.
Only I know how I've reached here.
What's the cost of making one?
Sir, it costs me 8,000 to make one.
You think it's 8,000 or will you sell for 8,000?
No, we'll sell for 12,000.
There are similar products in the market
but it costs more.
If you support me
then I can make it electric.
If I can make it electric
then we'll create an explosion in the agriculture industry.
If I put a battery in it
then we'll do seed dropping too.
Ploughing as it's called.
As I know my father's condition
What's the cost of two bulls? 50,000.
If a farmer has to spend 50,000 to plough
but this is costing him 12,000. A farmer will surely buy it.
He's getting three uses from one product.
What did you say? 'Pairni'?
It's seed dropping.
Mr. Kamlesh, your presentation
your energy and your demo
and your passion
you get 100 out of 100 points.
- Yes. - You presented so well.
You came in with so much energy
- that you energised us. - We are farmers.
No matter how much we are tired
we must have energy
because we have to wake up at midnight too.
Mr. Kamlesh, you said big companies contacted you
as they couldn't find a product like yours anywhere.
Can you tell us more about it? What companies were they?
I'll tell you, ma'am. When I made this product
Naru made a video of my product
and it went viral.
- It has 65 lakh views. - Wow! - Wow!
Can you show us the video he posted?
- Do you have it? - Yes, we have it.
Yes, there it is.
This is from 2017.
as they couldn't find a product like yours anywhere.
- It's the spray. - Okay, the pump.
I was on newspaper and news channels.
A lot of people said they want it.
But I didn't have it ready.
So I couldn't give it to farmers.
If you can help me
then I'll make a good product.
But someone will copy it, right?
Yes, nobody helped me to get a patent.
Kamlesh, let me say something.
I'll try to help you get a patent.
When we sit here and see things
we always complain about our country.
Things are wrong in India.
Seeing you my faith has reawakened
that the 2020 to 2030 decade
belongs to India entrepreneurs.
Just as Indian engineers and doctors are all over the world
similarly next is India entrepreneurs. - Yes.
It is not just about big towns
but also a decade of farmers like you.
I liked it a lot and my faith has reawakened.
Thank you, sir.
But at the stage you are at
it is difficult to get funding for this invention
because you haven't sold even one yet.
But don't be sad.
In this space, in agriculture
for inventions like these you get a lot of grants.
I can surely help you with that.
But as far as investment is concerned
I don't understand much about agriculture
so I can't help you.
That's why I'm sorry, I would like to be out
but you encouraged me a lot. I enjoyed it a lot.
- Thank you, sir. - Thank you.
I have few questions. Did you study?
I studied till 12th class and then BCA for two years
but I didn't have interest in that
because I didn't get it. So I quit.
I was interested in this.
So what's your vision? What do you want to do?
I want to get this to the farmers.
You want to get this to the farmers. - Yes, sir.
As I know my father's condition
and many other farmers' condition.
If this reaches farmers, then I'll be helpful.
And sir, the most important point
I have a solution for everything.
For example, cutting grass. Do you see the corn?
I can come up with a solution to cut it.
I want to make something for everything
and my work ongoing.
It's not that I make one product and my work is done.
Mr. Kamlesh, didn't you try to join a good company
and solve this problem through this?
No, ma'am. If I get a job
I'll be someone slave for 24 hours.
We are farmers, not slaves.
- Wow! - We'll work in the fields
but not slaves. I got an offer for this.
Five to ten lakhs and finish the deal.
How can I sell something I put seven years into?
What will you do with 30 lakhs?
Sir, first I'll use the 30 lakhs to buy the machine
- to make this - What machine?
The welding machine, the drilling machine.
I'll buy them.
Sir, it cost be 8,000 to make one.
If we make more, it'll cost us less.
It'll cost 7,000.
The more we make, the less the cost to make it.
And profit will increase.
Kamlesh, who will make this?
Ma'am, I can make this
and the youngsters in my village
some have worked in IT
some have done engineering I'll hire them.
They don't have a job. They'll join my work.
They'll get income
and we'll make a separate industry
in my village. Nobody needs to go out.
'Jugadu' Kamlesh, first I would like to say
change this to 'Jugadu' superstar Kamlesh.
You speak with a lot of passion
and no one can vouch for farmers better than you.
We didn't have this perspective before meeting you.
I think you can get 30 lakhs easily
from crowd funding websites
where you can post your video
and people can contribute there
because this is a cause too.
Even if 65 lakh people
donate Rs. 0.50
then you can achieve your goal.
I'm out of this now.
But best of luck
and I'm very impressed with what you're doing.
Thank you, ma'am.
Mr. Kamlesh, the work you're doing is great.
Only a farmer can understand a farmer better.
Be it a problem or a solution.
But you only have a design and a product.
Even if give you 30 lakhs
I won't be able to add any value
because you'll make a few units and you'll run out of money
and then there are so many farmers in India.
That business has to done on scale.
Today unfortunately I'm out.
Kamlesh, I liked your pitch a lot.
Thank you, ma'am.
Instead of 'Jugadu' Kamlesh, make it Clever Kamlesh.
Clever.
I believe that this is important
but from Government agencies and crowd funding
we'll give you our contact details
through that we will help you.
But I'm out of investment.
- But all the best, Kamlesh. - Thank you, ma'am.
- How do you feel? - Very good.
It's a big deal I've come here from my village.
And millions of farmers are watching you.
How did you get here?
Sir, don't ask how did I get here.
Did the Shark Tank people come to you?
- No.. - Then?
- I saw an ad. - Where?
- In your phone? - Yes.
And then? - I filled out a form after that.
Then step by step I came here.
Why haven't you taken any grant from anyone?
No one gave me, sir.
- Oh! - You never applied for grant.
I didn't apply, sir
- but no one told me either. - We will help you.
How many can you sell?
Sir, I can work all day, all night. I can sell a lot.
- How many can you sell in a year? - In a year..
Sir, right now I have around 2000 to 3000 customers.
- How is that? - Already..
On Whatsapp and on Facebook. My video went viral.
I received comments and calls from that.
I saved their numbers.
Whenever there is production
they are ready to buy it.
So, I can provide, sir.
But once I get started, I will not stop.
- Okay. - I will not stop. - I'll give you an offer.
Wow!
You have come on 'Shark Tank'.
How much money do you need to launch this product
in the market?
Sir, whatever you will give me will be fine for me.
Sir, I just want to launch this product.
How much money do you need for launching it?
20 lakhs would be fine, sir.
Why do you need so much money?
Sir, I will have to give ads too in the beginning.
Forget about ads. Tell me about the production.
Sir, 10 lakh rupees is enough for the production.
10 lakhs would be fine. Right?
I will give you 10 lakh rupees.
- Okay? - Yes.
Do you have any partner right now?
No, I don't have any partner but Naru will be there with me.
- Okay. - I will not leave him. - You will not leave him?
- No. - What's his share in this?
He will get a job and also some equity.
Because he will work round the clock.
You have not thought about it.
- Right? - Yes.
- Okay. - But he will be my companion.
- He will be your companion? - Yes.
Have you ever tried to get a loan?
- No, sir. - You never even tried.
Mr. Peyush, what's in your mind?
Are you okay? Do you want some water?
No. I don't need water.
I'm fine.
Such great personalities are sitting in front of me.
- Of course, I am happy. - Yes. - I'm fine.
You are doing really well.
Thank you.
Why didn't you try to get a loan?
Who will give me loan?
I will give you.
I will give you 10 lakh rupees. Okay?
I will take 40 per cent equity.
- 40 per cent. - Okay?
And I will give you 20 lakh rupees as a loan.
I will not take any interest from you.
As you will sell more bikes..
You can pay for the loan from your profit.
Okay? When you will have money.
I am flexible about that.
Like you sell one bike and you make a profit of 4000.
You can pay me 1000 rupees from there.
You can pay for the loan like that.
And another 10 lakh rupees that I gave you..
You give me 40 per cent equity.
We have kept 10 per cent for Naru.
50 per cent is for you.
Okay, sir.
- What do think? Yes or no? - He said yes.
- Yes, sir.
- Yes, sir. Congratulations! - Oh! Lovely!
And I will work with you, sir.
I will make this a big company.
- Bring Naru here.. - Wow! Bravo! - Naru, come here.
Hey Naru!
Where is Naru?
Naru is already having a party.
Come here..
- Congratulations! - Naru, congratulations!
You are a big support for him.
There was a movie called 'Deewaar'.
There's a dialogue.. 'I have my mother with me.'
- He says.. 'I have Naru.' - 'I have Naru.'
You are such a big support for him.
You guys are the hope for India.
- Right. - Okay?
No one supported you but I will support you.
- Amazing! Well done, Peyush. - Okay?
- Yes, sir. - This is for you.
- You also have 10 per cent. - Thank you.
- Please don't do this. - Hey!
You.. What did you just say?
'I will not work for anyone.' So, don't do all this.
- Okay? - I respect you, sir. - I also respect you.
- You have reached till here. - Only I know
- how I got here. - Yes. So, don't touch the feet.
- This is an amazing deal. - You just keep this.
- Okay? - This is a great deal.
- Heartiest congratulations! - How do you feel?
- Just fantastic! - You feel fantastic. Right?
- You will make it big. - Really glad to meet you.
No. Come and shake hands.
It's too.. Like..
You are great. Yes.
Naru, come here.
- You have a lovely smile. - Thank you. - Oh!
And yours too.
You have such a sweet smile.
- Congratulations, Kamlesh. - Bye, sir. - Bye!
If you come to Malegaon you can ask people
where 'Jugaadu Kamlesh' lives.'
Sir, they will take you there.
They will take all of you to my home
Bye.
Yeah!
He made us emotional.
Peyush, I am your biggest fan now.
- Peyush, fantastic. - Peyush you are..
- Fantastic! - You are awesome!
Well, something will definitely happen.
Someone will help them making it big. - Yes.
Indeed.
- You will make them big. - They have lots of energy.
They have good persistence.
This deal touched the heart.
- Right. - But this guy has a spark.
Of course. - When I asked him how does he feel in the end
he said that he is glad that he could reach here.
- Right. - So, this is a big achievement.
Yes. - So, he is not even disappointed
that he didn't get that deal.
- He is still happy. - He is an honest guy.
- He has confidence. - Innocent.
He has such great perseverance.
You don't get to see this.
We give up midway. He is working for seven years.
- Yes. - Indeed.
I salute you, Peyush.
- Greetings, Sharks. - Greetings!
All of you know, especially you three do.
Being a mother is one of the most happy experiences.
I was very happy when I became a mother.
My entire family was with me.
My child
was roly-poly and healthy.
My dad was a physician.
So based on Ayurveda
he took care of my diet.
My father used to tell me
that 50 days of post-partum
decide 50 years ahead of your life.
Because a mother is reborn then.
- Okay. - I being a mother.
That's my child.
- Wonderful! - Great!
Is that you and him? Wow!
- Yes. - Wow!
- I am Alpana Tiwari. - This is Viral Tiwari.
We are co-founders of Nuskha Kitchen.
The new mothers
the problems they face. They face in baby-milk.
A mother's recovery and her growth is affected.
They have no idea about it.
As in a nuclear family no one has grandparents to advice.
We thought that through Nuskha
these things reach them and care for them.
Be their family to them.
We started it around 2 years ago.
We provide a 50 day post-partum course.
Made up of 20 different ingredients.
They help you in complete post-partum recovery.
It has your traditional Indian diet.
You get 'Laddoos' made of 'Gond' and 'Ajwain'.
It has potion mixes with herbs and spices.
It's very much customised as per the weather condition
your weight, your body-type.
Based on your child's health after delivery.
Along with this, during the pregnancy
and after that one faces many problems.
We have a 24 hour online support for it.
We have catered to 400 different women.
With their post-partum recovery.
Hence, Sharks, we expect
20 lakhs for 10 percent of equity.
We have some samples for you.
Men can eat it, right?
Not this one.
- Very tasty. - Thank you.
- Pretty packaging. - Thank you so much.
I am pregnant, Can I have it?
Anything other than 'Gond' Laddoos.
'Gond' makes things stick.
It can cause harm to the child.
Have Ragi. You need it the most right now.
- Very tasty. - Thank you.
I had started my business for my son.
- MaMa Earth. - Is it?
You started your business with your son.
- Very... - With my son...
You send prescription for every customer.
No, it's a standardise package.
There are little changes in the preparation
based on where you are going to eat.
So you talk to the customer before sending products?
There is a standard form.
The customer needs to fill up the form.
The food is prepared based on that.
Orders can be placed online through our website.
Does it help to have a healthy baby?
- Yes, absolutely.. - What the difference
- can be felt by mothers? - Those women
whom I took care from third month
didn't give birth to babies less than 3 kilo.
I want to understand one thing.
How did you start this? One day you had gotten up
and told your son that you would start this business?
Or is there any story behind this?
Actually, he is a Mechanical Engineer by profession.
I see.
He got a job in Bangalore through placement, in Mu Sigma.
- I see. I know. - He said he wanted to quit.
He wanted to discontinue the job.
How long did you work there?
- Around 6 months. - No, even I left my first job
in 6 months. Very good.
Ladies face lots of problems.
The care they need, they don't get that.
They take care of themselves. They visit doctors.
They do everything.
But even after the baby is born
the baby is dependent on mother's milk for 6 months.
- Yes. - I started doing charity.
I used to give them a list.
I used to ask them to get those items
I used to prepare food for free of cost.
When he decided to quit his job
I asked him to search.
This is my passion. I wanted to fulfil that.
And he supported me.
There were issues in the family.
'Why did he quit the job and join..'
'He would do another job.'
'Why did you ask him to join business?'
- I said no. I.. - Amazing.. - Amazing!
Very good.
- Is he married? - No..
Have you heard about Shaadi Dot Com?
Yes, I have heard.
Can I go there and see products? - Absolutely. - Yes..
What's this? Nibbles.
- There are photos of babies. - Yes, this is the baby food.
- Now, you cater babies too. - Yes. - Yes.
- With homemade food. - Yes.
What's the best seller?
'Ragi' is the best seller. Right?
How much do you earn per patient?
If I consider 12 months or 15 months.
What's the average income?
Our total ticket size is around Rs. 15,000.
Rs. 15,000. - The main package costs Rs. 8500.
- You don't have patent. - These are food products.
These are recipes. It's difficult to get patent.
What's the sales number?
- Around Rs. 19 lakh. - Rs. 19 lakh. Profit?
We are running slightly in profit.
- Around Rs. 1.5 lakh. - Okay.
What's the sales figure of the last month?
Rs. 1.45 lakh.
So you are maintaining the same run rate.
In last couple of months
- we are growing gradually. - Where do you sell products?
- Through Amazon and others.. - No, through our own portal.
- Why don't you sell on Amazon? - It's in transit.
We are getting it registered.
After that, our products will be available there.
Ms. Alpana and Mr. Viral, I have made up my mind.
Considering your current sales figure
it will be very difficult to scale up.
That's the reason I am out. But all the very best.
- Thank you. - Thank you. - I'll give you one suggestion.
Because you are starting it now.
You are making few mistakes which I made.
You know, I ran subscription business
- content curation. - Okay.
You think of selling customised products for every mother.
You'll lose lots of scalability.
If you intend
to run a profitable business of Rs. 1 Crore
you're in the right direction.
If you want to go for a bigger business of Rs. 50 to 100 Crores
you need to think of scale.
You'll need to streamline the product packaging, finish
and pricing.
I believe that will take a lot of time and effort.
For this reason, I'm opting out of this.
I believe there's an opportunity to make his business
of making mother's food
for mother scalable if you work on it a bit more.
- This is a baby food market. - Yes.
This category is very competitive.
The price point is very low as well.
However, the market of post-partum
is a very open market right now.
Now, I've been unable to glean its actual size
with what you've said.
I believe you should think at length
and go in the direction of most opportunity.
I don't see now
the opportunity for making this into a bigger business.
For this reason, I apologise
and opt out of this.
I wish you the best.
Since this is a home remedy
I'm assuming that many people already know this recipe.
You're making a business out of this. - Yes.
If your business does well in the future
and someone copies your product..
Yes. - Then how will you be different from them?
What unique strength do you have.. - I'll answer to that.
What's most important
is the timing of taking
specific ingredients.
Right after the delivery
what do you have first?
We'll say that it's 'Dashmool Kada'.
I'll tell you the reason for this.
Right after the baby is born
your tummy that has blown up like a balloon
it will be filled with air.
Our elders used to tell us to keep our ears closed
and to speak less, if at all.
The reason for that is that air goes out from mouth and ears.
However, girls these days don't believe these things.
So, 'Dashmool Kada' helps with this.
I was one of those who didn't believe it.
The ideal actions for a pregnant woman
is written in 'Charaka Samhita'.
- Speak less for 10 days. - Your body doesn't
recover fast enough for you
to do as you wish.
Ghazal, have you reached a decision?
From the business' view, I don't see how
you'll stand out and how you'll scale the product.
I'm out of this because of lack of clarity on this.
I urge you two keep at it.
Keep finding answer for these little questions..
Get better.
And then, talk to me again.
I too have a unique proposition..
It's not clinically proven
but I firmly believe that these products
are beneficial, and you've opted for a very niche market.
In this day and age
nutritionists charge at least Rs. 15,000 a month. - Yes.
I believe your product is slow scaling
word of mouth spreading..
Like some restaurants..
They spread through word of mouth..
Then they open branches..
They're highly profitable. They make a lot of money.
I'm out of this because I don't believe
you need investment.
All five sharks are out today.
But we wish you the very best.
- Yes. - Thank you.
Before you go, I want to say something.
It's great to see a mother this passionate.
- Thank you so much. - Thank you.
Thank you..
The problem of postpartum
is very real.
After I delivered Agastya
I too went through all this.
Okay.. Right..
The problem is very real.
They're working on a solution.
However, their approach
and their understanding of category is limited.
I just hope that their understanding were better.
Then I'd have invested.