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What if Shark Tank never came to India?

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Maybe Jugaadu Kamlesh would
be busy finding quick solutions.

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Shark Tank India is an opportunity.

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Yes!

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It's a door leading
from your dreams to reality.

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And the door's opening
again in this season.

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Acko presents Gateway to Shark Tank,

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has given entrepreneurs
all over the country,

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to come on Shark Tank India,

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present their business to
the Sharks and win their trust.

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Did you know the four pitches
chosen from 23,000 entries,

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who will present their
business to the sharks...

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My name is Krishnav, age 22.

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I started my first venture
at the age of 17 from my school.

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And this is my second venture
which I've brought to Shark Tank India.

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We've brought Store My Goods

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which is a tech enabled
one-stop storage solution,

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where any customer can
use our storage services

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from any corner of the world,
on a click of a button.

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Devnagri is an AI powered
human translation platform,

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which provides translation
to 12 Indian languages.

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We present to you French Crown.

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India's first fast fashion
brand in men's wear category,

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with zero dead stock.

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And whoever's business is the best,
the sharks will invest.

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So in Acko presents
Gateway to Shark Tank,

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the five sharks who the pitchers who are
going to pitch their business to are...

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Shark Peyush Bansal.

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Shark Vineeta Singh.

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Shark Anupam Mittal.

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Shark Namita Thapar.

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And Shark Aman Gupta.

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You know what,

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sometimes I get this feeling
which is too good to be true.

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Your business seems too good to be true.

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Your valuation is
out of the stratosphere.

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You've come here to establish
a valuation benchmark.

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The business you're currently
doing is a services business.

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I'm not clear about
what your services are.

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We'll find out once we go out, okay.

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- Yes, so...
- So tell us what the catch is?

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Welcome to Shark Tank India.

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Co-presented by UpGrad,
BlackDog Soda, and Acko.

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Co-powered by Flipkart.

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Payment's partner Cashfree Payments.

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Technology's partner Dell Technologies.

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Eyewear partner Lenskart.

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Our sharks are ready inside.
So let's get started.

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Hello Sharks.
My name is Krishnav, age 22.

50
00:03:03,360 --> 00:03:07,640
Born and brought up in Delhi.
And I love to work.

51
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So Sharks, I started my first
venture at the age of 17 from my school.

52
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And this is my second venture
which I've brought to Shark Tank India.

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You must have heard, every home
is known for their toilet or bathroom,

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similarly a person
is known by his shoes.

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We're presenting our brand Sneakare.

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Sneakare is a brand
that offers you complete

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shoe care and storage solution.

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Whether your shoe's
worth 50,000 or 5,000,

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we've a solution to all your problems.

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So Sharks I ask for two million rupees

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in exchange of 5% equity of our company.

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So who is ready to
elevate the shoe industry,

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and to become the
Bachchan of shoe industry.

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- Wow, what an intro.
- Thank you.

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- Krishnav.
- Yes sir.

66
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Welcome to this very-very
special episode of Shark Tank.

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Thank you.

68
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So tell me you said you started
a business at the age of 17.

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Where did you get the inspiration,

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and what happened to the business?

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I'm a Modern School,
Barakhamba pass out.

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During the class 12 farewell

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the entire batch stitches
new clothes for themselves.

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Okay.

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So our seniors couldn't arrange
the material of good quality.

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I said give me two days. Let me try.

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From here it started.

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I completed around 550 hoodies.
And earned around 15,000.

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They liked my quality and slowly DPS,
Spring Daze,

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- I continued doing this job for several
schools for two days. -Wow.

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Till 2019 I used stitch 80% clothes for
Delhi University's North Campus society.

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But with lockdown in 2020
that business closed down completely.

83
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But how big did the business grow?

84
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I was earning around 200,000 per month.

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- Meaning around a million in a year.
- Yes.

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- At the age of 18-19.
- Yes.

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Very nice.

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And where did you graduate from?
Same place?

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Graduate... I'm still in college.
3rd year Delhi University.

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Delhi University.
And what are you studying?

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B.Com Honours.

92
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And I'll finish college in three months.

93
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And you're still restless.

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Your exams are due in three months,
but I won't sit idle.

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- I'll do some kind of business.
- My exam is on business studies.

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- We do accounting in this as well.
- Amazing.

97
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I sell this the entire
week and do accounting on Sunday.

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So it's manageable.

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- I study a week before the exams are due.
- Amazing!

100
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How did you think about it?

101
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During the lockdown of 2020 I called
my friends for jogging or cycling.

102
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Whoever I called they were either
buying sneakers at Nike, or at Adidas.

103
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So I didn't know what's happening.

104
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No one's focused on fitness,
they are only buying shoes.

105
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One day I told my friend to
come over and explain me what this is.

106
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He showed me Instagram,

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pages where they resell
about which I knew nothing.

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For a month or two I
studied what this market is.

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And then I checked photos
on Google and understand

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care and accessories is a big industry.

111
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Because when we're
buying expensive shoes,

112
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everyone would like to store,
organise, and display them.

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Since then Sneakare begun.

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- Great name by the way, love the brand.
- Thank you.

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- What do you sell?
- These are the crates.

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These are our hot selling products.

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We began with these.
With the 250 crate.

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- Wow.
- This is a DIY crate,

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you can assemble it according
to the instructions.

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- So it's not available in IKEA.
- No.

121
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It's available in IKEA for babies,
but for baby toys.

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- Yes.
- But he will break it.

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You can stand over it.
I can challenge that.

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You can keep your feet here and here.
It won't break.

125
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- Yes, yes.
- Keep it exactly there.

126
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- Here.
- You broke it.

127
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- Amazing.
- I'm here. I'm here.

128
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It's a big liability.

129
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- Careful.
- Don't worry.

130
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How much will Sony charge
if a Shark gets hurt?

131
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Now dance on it.

132
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- "Disco Deewane..."
- The weight is fair enough.

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But it will break
if I stand in the middle.

134
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Because there's no
support in the middle.

135
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Anything will break.

136
00:07:26,960 --> 00:07:29,880
You also send cleaners
other than storage.

137
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- Yes. We just started...
- Shoe cleaners.

138
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There are two categories.

139
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- Storage and...
- Care and Protect.

140
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Okay.

141
00:07:39,680 --> 00:07:42,520
The need for storage...
Even I buy sneakers.

142
00:07:42,600 --> 00:07:46,320
I put it in the cloth that comes
with it and keep it in the boxes...

143
00:07:46,400 --> 00:07:49,280
There are people who
love the shoes that they buy.

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They put their shoes on
the wall in front of their bed.

145
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They can select what
they want to choose.

146
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If you keep it in a bag you'll
have to open each one of them and check.

147
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You're right.
But isn't it a small market?

148
00:08:00,360 --> 00:08:02,960
I know because two-years
ago I went to Dubai.

149
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A friend called me over for a party.

150
00:08:05,720 --> 00:08:09,120
As soon as we entered,
there was an entire wall on the left,

151
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where he had kept all his sneakers.
I mean...

152
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There are more than 50 customers

153
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for whom we've created
an entire wall in Delhi.

154
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- Yes.
- Amazing.

155
00:08:16,480 --> 00:08:17,560
I've seen this.

156
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I'll show you some more
products if you allow me.

157
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Yes, of course.

158
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These are sponge.

159
00:08:27,640 --> 00:08:28,960
- And this?
- Wipes.

160
00:08:29,040 --> 00:08:31,200
- So you're making all this in China?
- Yes.

161
00:08:31,280 --> 00:08:34,560
Is this exclusive manufacturing
or do you buy it from a trader?

162
00:08:35,040 --> 00:08:36,800
We purchase from factory

163
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because right now we've
to establish market and branding.

164
00:08:41,200 --> 00:08:44,400
When the branding is done
and sales is good in volume,

165
00:08:44,480 --> 00:08:46,440
we'll also start our own manufacturing.

166
00:08:46,600 --> 00:08:50,040
And for the cleaners we're
all set to launch our Indian cleaners.

167
00:08:50,320 --> 00:08:52,400
Why is everything so expensive?
Everything is like 1000...

168
00:08:52,480 --> 00:08:53,920
That's the Mrp.

169
00:08:54,200 --> 00:08:55,800
The original prices are different.

170
00:08:55,880 --> 00:09:00,000
This is a sole guard. It can
be attached under your sole like this.

171
00:09:00,520 --> 00:09:04,320
So there's nothing sticking
to the bottom when you're walking.

172
00:09:04,400 --> 00:09:06,920
You can easily peel it off like this.

173
00:09:07,520 --> 00:09:09,000
And your sole is good is new.

174
00:09:09,080 --> 00:09:10,200
- Wow!
- Wow!

175
00:09:10,280 --> 00:09:12,680
But this is good for expensive shoes,
so that you can...

176
00:09:12,760 --> 00:09:13,920
- No...
- So you can resale it.

177
00:09:14,000 --> 00:09:16,400
People buy Zara shoes
and apply this on them as well.

178
00:09:16,480 --> 00:09:17,120
I see...

179
00:09:17,200 --> 00:09:19,480
Is this your own innovation
or is it available in the market?

180
00:09:19,560 --> 00:09:21,880
It's available in the market,
we launched it under our brand.

181
00:09:22,040 --> 00:09:28,480
Just last week I bought
some Sneaclean brand from Amazon.

182
00:09:28,640 --> 00:09:32,440
Same wipes were available for 599,
and I got 20 wipes.

183
00:09:32,800 --> 00:09:34,480
We're giving 24 for 500.

184
00:09:34,800 --> 00:09:36,720
Wow...very good.

185
00:09:37,600 --> 00:09:39,960
- Do you do all this alone?
- Okay deal.

186
00:09:40,040 --> 00:09:42,080
- Yes, sir.
- Single, one man army.

187
00:09:42,240 --> 00:09:43,880
I have four more people.

188
00:09:43,960 --> 00:09:47,040
They are my team.
But I'm the sole founder.

189
00:09:47,200 --> 00:09:49,240
Do you do this from home?

190
00:09:49,400 --> 00:09:50,720
I did it from home during lockdown.

191
00:09:50,800 --> 00:09:55,440
I did the packing, put tapes
on 250 boxes when I started sales.

192
00:09:55,680 --> 00:09:57,560
Now we have two
warehouses and one office.

193
00:09:57,640 --> 00:09:59,840
- And you're 22-years-old.
- I am 22.

194
00:09:59,920 --> 00:10:01,480
- Amazing, boss.
- Well done.

195
00:10:02,720 --> 00:10:03,760
Superb.

196
00:10:05,200 --> 00:10:08,080
I'm just trying to understand
the next revolution.

197
00:10:08,240 --> 00:10:12,480
You're saying that people
will keep their shoes in it.

198
00:10:12,560 --> 00:10:16,600
Yes. We've sold 7000
boxes in eight months.

199
00:10:16,680 --> 00:10:19,720
- We've already sold 7000 boxes in India.
- Wow!

200
00:10:19,800 --> 00:10:21,560
And you don't just have to make a wall.

201
00:10:21,640 --> 00:10:24,640
There are people who buy only two,
and also five.

202
00:10:24,720 --> 00:10:25,760
What's the price of one box?

203
00:10:25,840 --> 00:10:27,080
We have two variants.

204
00:10:27,160 --> 00:10:29,000
One is front drop and
the other is side drop.

205
00:10:29,080 --> 00:10:30,240
This one's side drop.

206
00:10:30,320 --> 00:10:33,080
You can see the shoe
from the side completely.

207
00:10:33,160 --> 00:10:35,000
1200 rupees in retail.

208
00:10:35,200 --> 00:10:39,760
And right now we've 55% customer
retention rate on our website.

209
00:10:39,840 --> 00:10:43,320
Basically you've a sale
of one million every month.

210
00:10:43,400 --> 00:10:48,040
No, we also sold this to some trader
who sold it ahead under our brand.

211
00:10:48,160 --> 00:10:52,160
So till date we've done a business
of five million in eight months.

212
00:10:52,240 --> 00:10:54,880
- So around 700,000 every month.
- With only four productions.

213
00:10:54,960 --> 00:10:57,160
- So 700,000 every month is your sale.
- Yes.

214
00:10:57,320 --> 00:11:00,400
- And 80% of it is coming from
these boxes... -65%

215
00:11:00,480 --> 00:11:02,600
How much is it D2C
and how much from trader?

216
00:11:02,680 --> 00:11:04,240
100% from my website.

217
00:11:04,320 --> 00:11:06,040
- 100% your website.
- Yes.

218
00:11:07,360 --> 00:11:10,360
Does traffic worth 700,000
come to your website organically

219
00:11:10,440 --> 00:11:11,480
or do you also do marketing?

220
00:11:11,760 --> 00:11:13,200
Only influencer marketing.

221
00:11:13,280 --> 00:11:19,320
The initial marketing of my business
was I sent a free box to someone.

222
00:11:19,400 --> 00:11:21,320
Since then there hasn't been
a single day

223
00:11:21,400 --> 00:11:23,000
when I haven't received
sales on my website.

224
00:11:23,120 --> 00:11:25,520
Sales worth 700,000 and zero marketing.

225
00:11:25,680 --> 00:11:28,120
I spent 20,000 to 25,000
on influencer marketing...

226
00:11:28,200 --> 00:11:29,480
- Amazing.
- Wow!

227
00:11:29,960 --> 00:11:33,160
- Superb. Very impressed.
- Basically we do barter collaboration.

228
00:11:33,520 --> 00:11:35,200
Are you really 22?

229
00:11:35,480 --> 00:11:36,920
Yes, ma'am. I am 22.

230
00:11:37,160 --> 00:11:38,680
What was your sales last month?

231
00:11:38,760 --> 00:11:40,040
- 7,00,000
- 7,00,000

232
00:11:40,120 --> 00:11:40,640
Yes.

233
00:11:40,720 --> 00:11:44,520
- Okay, fine. I'll give you an offer.
- Great.

234
00:11:44,800 --> 00:11:49,160
I thought I made a great achievement
starting a business at 23,

235
00:11:49,240 --> 00:11:52,520
but you're on your
second business at 22.

236
00:11:52,720 --> 00:11:57,000
It's an amazing brand name, logo...

237
00:11:57,080 --> 00:11:59,000
- Did you make it yourself?
- Yes.

238
00:11:59,520 --> 00:12:01,520
So Krishnav, I'll give you an offer.

239
00:12:01,600 --> 00:12:03,520
Two million for 20% equity.

240
00:12:03,600 --> 00:12:06,840
And your valuation will be ten million.
That's my offer.

241
00:12:06,920 --> 00:12:09,240
Krishnav, I'll give you an offer.

242
00:12:11,400 --> 00:12:15,080
- We've invested in a sneaker company.
- Yes.

243
00:12:15,280 --> 00:12:16,880
- Find your Kicks.
- Yeah.

244
00:12:16,960 --> 00:12:19,840
So this is a natural extension, right.

245
00:12:19,920 --> 00:12:22,280
Natural extension of a sneaker company.

246
00:12:22,440 --> 00:12:24,720
That's why I'm very interested in it.

247
00:12:24,800 --> 00:12:27,760
I'll give you two million for 15%

248
00:12:30,520 --> 00:12:34,440
So Namita's offered you
15% and I'll match her offer.

249
00:12:35,400 --> 00:12:37,840
So that's two million for 15%

250
00:12:40,720 --> 00:12:43,360
But your main product is this.
This box.

251
00:12:43,440 --> 00:12:45,720
For now. But now we're
also making cleaning kits...

252
00:12:45,800 --> 00:12:48,320
But other people also
sell box in the market.

253
00:12:48,400 --> 00:12:52,720
The competitors sell Indian
product which is plastic, this is ABS.

254
00:12:52,800 --> 00:12:55,160
Only Sneakare will sell in India.

255
00:12:55,520 --> 00:12:56,920
- Wow!
- So I have no worry.

256
00:12:57,000 --> 00:12:58,440
- Do you guarantee that?
- Yes.

257
00:12:58,520 --> 00:13:00,840
I think you're a
phenomenal entrepreneur.

258
00:13:00,920 --> 00:13:04,920
In this category I think Namita
or Veenita will help you better.

259
00:13:05,000 --> 00:13:07,080
And because they have
already given you an offer.

260
00:13:07,440 --> 00:13:10,400
I'm out. If they didn't give
you an offer, I would've given one.

261
00:13:10,480 --> 00:13:11,520
Thank you.

262
00:13:13,040 --> 00:13:14,360
Thanks Peyush.

263
00:13:15,320 --> 00:13:17,640
Sir, any offers from you two.

264
00:13:22,680 --> 00:13:26,040
If you feel this is
a small market in India,

265
00:13:26,440 --> 00:13:29,600
will you think about sneakers or what?

266
00:13:29,680 --> 00:13:31,520
Basically, our vision...

267
00:13:31,600 --> 00:13:36,120
Our vision for next five years is not
to make it for expensive sneakers alone.

268
00:13:36,200 --> 00:13:39,800
We'll manage the price point
accordingly after we get a volume.

269
00:13:40,000 --> 00:13:42,600
A person who is buying shoes worth 5000,

270
00:13:42,680 --> 00:13:44,640
this fits in their budget as well.

271
00:13:44,720 --> 00:13:46,200
Only then will our volume increase.

272
00:13:46,280 --> 00:13:48,800
So that we can manufacturing in India.

273
00:13:49,000 --> 00:13:52,480
And if I say I want to
start another brand tomorrow,

274
00:13:53,320 --> 00:13:55,240
and it'll be called Sneakool.

275
00:13:55,520 --> 00:13:59,320
And Sneakool can
buy from your suppliers,

276
00:13:59,600 --> 00:14:00,880
there is no differentiation.

277
00:14:00,960 --> 00:14:03,120
Expertise and knowledge.

278
00:14:03,200 --> 00:14:06,840
Maybe you can help my
vision get where I cannot.

279
00:14:07,080 --> 00:14:09,400
Shoe industry is a huge industry.
It's not small...

280
00:14:09,560 --> 00:14:13,560
- If you see...
- Look, let's make it clear.

281
00:14:13,720 --> 00:14:17,400
This is why I keep asking you
do you want to get in the shoe industry?

282
00:14:17,480 --> 00:14:18,720
- You say no.
- No.

283
00:14:18,800 --> 00:14:20,840
- So let's not talk about the
shoe industry. -Yes.

284
00:14:20,920 --> 00:14:23,320
- Let's talk about the
shoe care industry. -Correct.

285
00:14:23,560 --> 00:14:25,240
You don't have numbers,

286
00:14:25,440 --> 00:14:29,320
and you fail to explain how big it's
going to be, and how will you expand.

287
00:14:29,640 --> 00:14:31,120
So I'm finding it challenging it there.

288
00:14:31,200 --> 00:14:32,920
How big can you make it in five years?

289
00:14:33,640 --> 00:14:37,120
50 million. 500 million.
Could be anything. Could be nothing.

290
00:14:37,200 --> 00:14:39,400
- Could be anything.
- Good comeback.

291
00:14:39,560 --> 00:14:43,480
Sir, when you started shaadi.com
you said there was no internet.

292
00:14:43,760 --> 00:14:48,360
You had a conviction in yourself.
You thought I'll break it.

293
00:14:48,440 --> 00:14:50,680
- Absolutely.
- Same market you can see grow.

294
00:14:50,880 --> 00:14:55,760
India accepted these crates
which even I never imagined.

295
00:14:55,840 --> 00:14:58,520
I think the youth

296
00:14:58,720 --> 00:15:04,600
and a guy aged between 15-40
are accepting it, it will grow for sure.

297
00:15:04,960 --> 00:15:08,640
Remember Band Baaja Baraat.
Ranveer Singh.

298
00:15:08,880 --> 00:15:11,800
He says...for the tyre industry.

299
00:15:11,880 --> 00:15:14,440
That even you started somewhere,

300
00:15:14,520 --> 00:15:16,840
you got support so you
should support us as well.

301
00:15:16,920 --> 00:15:19,200
And they get their first
order for the wedding, right.

302
00:15:19,400 --> 00:15:21,480
So that's a good answer
you've given to him.

303
00:15:21,560 --> 00:15:23,800
- So are you joining in on this offer?
- Yes, yes.

304
00:15:23,960 --> 00:15:25,800
So are these two offers,
or three offers?

305
00:15:25,880 --> 00:15:27,000
Let me ask the question?

306
00:15:27,560 --> 00:15:28,840
Go ahead.

307
00:15:29,080 --> 00:15:30,960
How much money have you invested?

308
00:15:31,680 --> 00:15:35,520
I've personally invested
1.8 million rupees.

309
00:15:35,680 --> 00:15:37,520
1.8 million from your parents?

310
00:15:37,720 --> 00:15:40,760
The money that I earned
from my hoodies business,

311
00:15:40,840 --> 00:15:43,040
and 500,000 from my parents.

312
00:15:45,040 --> 00:15:48,320
Good.
You wanted to talk, right?

313
00:15:53,280 --> 00:15:57,120
I, Vineeta, and Aman will come together.

314
00:15:57,360 --> 00:16:03,520
2.1 million for 15% so each
puts in 700,000 for a 5% stake.

315
00:16:03,800 --> 00:16:06,840
Let me make it easier for you.
Love your passion.

316
00:16:06,920 --> 00:16:07,640
Thank you.

317
00:16:07,720 --> 00:16:10,200
What you did at this age is great.

318
00:16:10,400 --> 00:16:11,720
But I think you've a good offer.

319
00:16:11,800 --> 00:16:14,280
- You can counter...
- Or you can not counter also?

320
00:16:16,240 --> 00:16:18,560
You can take a little counter.

321
00:16:18,640 --> 00:16:20,600
Go ahead, it's your right.

322
00:16:21,040 --> 00:16:22,240
So Sharks...

323
00:16:25,000 --> 00:16:27,080
2.1 million for 12%

324
00:16:28,760 --> 00:16:30,840
Okay, done.

325
00:16:30,920 --> 00:16:32,400
Wow, you got an offer.

326
00:16:38,000 --> 00:16:39,640
Thank you so much.

327
00:16:39,960 --> 00:16:40,960
Congratulations.

328
00:16:41,040 --> 00:16:42,120
Thank you so much, sir.

329
00:16:42,360 --> 00:16:44,000
Congratulations.

330
00:16:44,480 --> 00:16:46,000
- You'll go places.
- Thank you.

331
00:16:46,080 --> 00:16:48,640
Before you go, I salute you man.

332
00:16:48,720 --> 00:16:51,560
- I know, he's amazing.
- At the age of 22

333
00:16:51,760 --> 00:16:54,080
I couldn't even spell entrepreneurship.

334
00:16:54,360 --> 00:16:56,120
- So amazing. Hats off.
- Love your spirit.

335
00:16:56,200 --> 00:16:57,720
- Very nice.
- Thank you so much. Bye.

336
00:16:57,800 --> 00:16:58,560
Well done.

337
00:16:58,640 --> 00:17:02,200
Where does one get
such maturity at this age?

338
00:17:02,400 --> 00:17:04,320
I think kids have changed these days.

339
00:17:04,400 --> 00:17:08,520
Imagine by the time he's 35
he would've spent 13 years in business.

340
00:17:08,600 --> 00:17:09,680
That's like...

341
00:17:09,760 --> 00:17:11,800
Incredible.
Great guy. You guys will make money.

342
00:17:11,880 --> 00:17:13,200
- Very nice.
- Good deal.

343
00:17:13,560 --> 00:17:18,360
Congratulations, Krishnav.
Did you come in to win so many cheques?

344
00:17:18,440 --> 00:17:22,080
I was not expecting that all
three of the sharks will get invested.

345
00:17:22,160 --> 00:17:26,480
I was thinking that Namita
and Aman will be more interested.

346
00:17:26,560 --> 00:17:28,360
But we got Vineeta as well.

347
00:17:28,440 --> 00:17:29,480
So glad.

348
00:17:29,560 --> 00:17:31,040
- Thank you.
- Well, we've got an offer for you.

349
00:17:31,200 --> 00:17:35,240
Flipkart is giving you an opportunity
to host your products on their website.

350
00:17:35,320 --> 00:17:39,000
Because they believe in encouraging
and supporting all entrepreneurs.

351
00:17:39,080 --> 00:17:40,560
- So what do you think?
- It's lovely.

352
00:17:40,640 --> 00:17:43,160
Alright, good.
Then I shall buy your products.

353
00:17:43,240 --> 00:17:44,560
- Thank you.
- On Flipkart.

354
00:17:44,640 --> 00:17:45,840
What's your plan for future?

355
00:17:45,920 --> 00:17:48,560
Plan was to list
my products on Flipkart,

356
00:17:48,640 --> 00:17:51,360
and I got this offer
so I'm very excited with it.

357
00:17:52,040 --> 00:17:54,840
Congratulations.
And I'm looking forward to more.

358
00:17:55,000 --> 00:17:56,240
- Thank you.
- See you, man. Bye.

359
00:17:56,320 --> 00:18:00,560
Coming from Diamond City of the world,
Surat, two gems

360
00:18:00,640 --> 00:18:03,440
who had the option
to join family business.

361
00:18:03,680 --> 00:18:05,880
But they started their own business.

362
00:18:06,320 --> 00:18:10,480
And now their own business is more
profitable than the family business.

363
00:18:10,560 --> 00:18:12,400
So you can imagine how awkward that

364
00:18:12,480 --> 00:18:14,680
family dinner table conversation
is going to be.

365
00:18:14,760 --> 00:18:19,120
So let's meet these brothers.
Ilesh and Bhavdip Ghevariya.

366
00:18:38,120 --> 00:18:40,360
Hi, Sharks. I am Ilesh Ghevariya.

367
00:18:40,600 --> 00:18:44,040
I'm Bhavdip Ghevariya.
We're from Surat, Gujarat.

368
00:18:44,400 --> 00:18:47,480
Do you know what movie thrive on?

369
00:18:48,840 --> 00:18:52,200
Entertainment.
Entertainment. Entertainment.

370
00:18:55,280 --> 00:18:57,360
Same with the clothing industry.

371
00:18:57,440 --> 00:18:59,960
Clothing industry thrives
on only three things.

372
00:19:00,040 --> 00:19:01,720
Designs. Designs. Designs.

373
00:19:03,920 --> 00:19:07,160
Why most brands launch
only two designs in a year.

374
00:19:07,320 --> 00:19:09,000
The reason is dead stock.

375
00:19:09,360 --> 00:19:13,920
Dead stock is when some
products that you make don't sell.

376
00:19:14,000 --> 00:19:15,760
It has to be dumped in the garbage yard.

377
00:19:16,440 --> 00:19:19,240
The industry's dead stock ratio is 30%

378
00:19:19,480 --> 00:19:21,640
We present French Crown.

379
00:19:21,840 --> 00:19:26,160
India's first fast fashion brand in men's
wear category with zero dead stock.

380
00:19:28,960 --> 00:19:31,800
We launched French Crown in 2017.

381
00:19:31,880 --> 00:19:35,680
And we launch more than
200 designs every week.

382
00:19:36,120 --> 00:19:39,680
There are more than
3000 designs on our website.

383
00:19:40,600 --> 00:19:45,480
From suits to boxers,
we deal in every men's wear category.

384
00:19:45,760 --> 00:19:49,600
Our hero products will
always be suits and shirts.

385
00:19:51,200 --> 00:19:54,040
We give customised products, plus sizes,

386
00:19:54,120 --> 00:19:57,240
and low hanging fruits
that are standard size too.

387
00:19:57,600 --> 00:20:01,880
We get our 30% business from
customised size and plus sizes,

388
00:20:01,960 --> 00:20:05,200
whereas competition
is low and margin is high.

389
00:20:06,040 --> 00:20:09,120
Three years ago our
annual sales was 10 million,

390
00:20:09,200 --> 00:20:11,280
and now our monthly sales is 60 million.

391
00:20:11,360 --> 00:20:12,440
- Wow!
- Wow!

392
00:20:12,520 --> 00:20:14,440
- Monthly sales?
- Monthly sales!

393
00:20:14,600 --> 00:20:16,920
So you make 700 million in a year.

394
00:20:17,320 --> 00:20:18,640
- Yes.
- Wow!

395
00:20:19,400 --> 00:20:20,440
Incredible.

396
00:20:20,600 --> 00:20:23,720
We started our international
sales in September 2020.

397
00:20:23,880 --> 00:20:29,160
Only in one month... IN October
2020 global business touched India.

398
00:20:29,800 --> 00:20:32,320
It took us four years
to reach this in India,

399
00:20:32,400 --> 00:20:34,480
and we did it in one
month internationally.

400
00:20:35,640 --> 00:20:37,520
We are in 84 countries today.

401
00:20:38,720 --> 00:20:44,280
Sharks our ask is 10.5
million for .33% equity.

402
00:20:44,360 --> 00:20:46,240
- 0.33
- Yes.

403
00:20:46,440 --> 00:20:48,120
God!

404
00:20:48,280 --> 00:20:51,800
Sharks, will you help
us in making French Crown

405
00:20:51,880 --> 00:20:54,200
India's first truly global brand?

406
00:20:54,280 --> 00:20:55,960
No, Anupam bhai,

407
00:20:56,160 --> 00:20:58,360
- first tell us the valuation.
- 4.5 billion.

408
00:20:58,960 --> 00:21:01,680
- You did it so soon?
- Yes, I did.

409
00:21:02,920 --> 00:21:06,240
Ilesh and Bhaudip,
welcome to Shark Tank.

410
00:21:06,760 --> 00:21:07,680
Thank you.

411
00:21:07,800 --> 00:21:10,360
Take the crown off first.
You look like an actor.

412
00:21:17,600 --> 00:21:19,000
Tell us something about yourself.

413
00:21:19,080 --> 00:21:21,000
I did my MBA from LBSIM College,

414
00:21:21,080 --> 00:21:23,760
Lal Bahadur Shashtri Institute
of Management which is in Delhi.

415
00:21:23,840 --> 00:21:28,080
After that worked in pharma
for 1.5 years in Abbot Healthcare.

416
00:21:28,240 --> 00:21:31,360
- After that...
- Now you'll get investment confirmed.

417
00:21:31,440 --> 00:21:33,360
After that I created
a brand in ethnic wear,

418
00:21:33,440 --> 00:21:35,680
which I was selling on Amazon/Flipkart.

419
00:21:35,760 --> 00:21:37,080
But I wasn't making any profit.

420
00:21:37,320 --> 00:21:39,560
So I really fascinated
about the clothing industry.

421
00:21:39,640 --> 00:21:43,840
And I belong from Surat and
their main business is textile.

422
00:21:44,080 --> 00:21:45,880
So I was doing research back then.

423
00:21:45,960 --> 00:21:50,320
And in 2013 when D2C
wasn't even invented.

424
00:21:50,400 --> 00:21:54,040
I found a D2C brand on my
own and did an internship with them.

425
00:21:54,120 --> 00:21:56,640
I wanted to learn how D2C worked.

426
00:21:56,840 --> 00:21:59,720
And in 2013 I had thought
of the name French Crown.

427
00:22:00,000 --> 00:22:02,120
We did this business
in part-time for six months.

428
00:22:02,360 --> 00:22:05,080
Our profit was greater than our salary.

429
00:22:05,600 --> 00:22:06,840
- Then we quit our jobs.
- Nice.

430
00:22:06,920 --> 00:22:08,960
And dedicated 100% to French Crown.

431
00:22:09,120 --> 00:22:11,200
So Ilesh and Bhavdip.

432
00:22:11,600 --> 00:22:12,560
How are you?
All good?

433
00:22:12,720 --> 00:22:13,320
All good.

434
00:22:13,400 --> 00:22:14,680
- Are you sure?
- Yes.

435
00:22:14,760 --> 00:22:18,160
Okay, since I've an
expertise in fashion...

436
00:22:18,360 --> 00:22:19,560
Really?

437
00:22:19,640 --> 00:22:23,040
- And a lot of expertise, I want to ask...
- Namita...

438
00:22:23,120 --> 00:22:25,160
- Can I talk? -Namita, did you
want to say that you didn't.

439
00:22:25,240 --> 00:22:27,280
No, I do.

440
00:22:27,360 --> 00:22:29,320
- So I want to ask...
- Men's fashion.

441
00:22:30,120 --> 00:22:32,760
All fashion. I'm a fashion queen.

442
00:22:34,400 --> 00:22:41,360
I want to ask is that I liked
that you said 200 designs per week.

443
00:22:41,520 --> 00:22:42,280
Per week?

444
00:22:42,360 --> 00:22:44,880
Do you have a design team?

445
00:22:44,960 --> 00:22:47,000
- We've only one person...
- Only one person?

446
00:22:47,080 --> 00:22:49,840
Yes. Since it's men's wear
so designs are not to intensive,

447
00:22:49,920 --> 00:22:51,240
but the fabric designs are necessary.

448
00:22:51,440 --> 00:22:53,000
We don't have to design
the shirt's structure...

449
00:22:53,080 --> 00:22:56,200
No, you've added an
Indian element in this.

450
00:22:56,280 --> 00:22:58,920
Little brocade, I can see a gold look.

451
00:22:59,160 --> 00:23:01,320
- So this is a team, right.
- It's a fabric.

452
00:23:01,400 --> 00:23:02,440
It's a fabric.

453
00:23:02,520 --> 00:23:06,800
The fabric is produced by mills.
They create new designs.

454
00:23:07,040 --> 00:23:10,880
As soon as the mills launch new designs,
we take it up.

455
00:23:11,160 --> 00:23:14,480
- Okay, got it. -Procurement happens
once in six months in the industry.

456
00:23:14,560 --> 00:23:16,400
We do procurement every day.

457
00:23:16,560 --> 00:23:18,360
As soon as the mill
brings out a new design,

458
00:23:18,440 --> 00:23:20,480
they send us a portfolio,
we quickly select a design.

459
00:23:20,560 --> 00:23:21,920
And it goes live on
our website in three months.

460
00:23:22,000 --> 00:23:27,160
And even with 3000 SKUs
how can your dead stock be zero.

461
00:23:27,240 --> 00:23:28,600
What have you done for that?

462
00:23:28,680 --> 00:23:31,600
We didn't do 3000 SKUs directly.

463
00:23:31,680 --> 00:23:34,680
First we strengthened our supply chain.

464
00:23:34,760 --> 00:23:39,960
Even today we invest 700,000
rupees in our supply chain,

465
00:23:40,040 --> 00:23:41,640
to make the system strong.

466
00:23:41,720 --> 00:23:45,320
But is it made to order
or do you keep the styles ready.

467
00:23:45,400 --> 00:23:47,040
70% is made to order...

468
00:23:47,120 --> 00:23:48,560
How do you manufacture,

469
00:23:48,640 --> 00:23:52,320
- and how do you bring it in the market
so soon? -That's a good point.

470
00:23:52,600 --> 00:24:01,200
We identified that in any industry
you cannot predict the size ratio.

471
00:24:01,480 --> 00:24:05,560
So generally what the industry
does is manufacture in the 1:2:1 ratio.

472
00:24:05,720 --> 00:24:09,360
Then sizes are left.
We call this the sizing issue.

473
00:24:09,520 --> 00:24:12,440
This is the biggest
reason for dead stock.

474
00:24:12,520 --> 00:24:16,640
And sizing plays a
big role in product return.

475
00:24:16,720 --> 00:24:19,080
So these are the two
villains of the industry.

476
00:24:19,160 --> 00:24:23,240
We tackled two birds with one stone.
We made sizing issue zero.

477
00:24:23,440 --> 00:24:27,800
Meaning what we do if we can't decide
in a 100% ratio what size to make it in,

478
00:24:28,040 --> 00:24:29,600
we decide in 70%

479
00:24:29,880 --> 00:24:33,360
Keep only 70% stock which
we analyse every month,

480
00:24:33,440 --> 00:24:35,040
that these sizes are
selling at this ratio.

481
00:24:35,240 --> 00:24:37,600
We make products in that ratio.

482
00:24:37,800 --> 00:24:41,040
30% of it is in fabric form.

483
00:24:41,400 --> 00:24:44,920
If the customer says I
want this shirt in half sleeve,

484
00:24:45,000 --> 00:24:46,040
then we'll give him half sleeve.

485
00:24:46,120 --> 00:24:48,360
If he says he wants it in plus size,
I want size 52.

486
00:24:48,440 --> 00:24:49,960
Meaning he weighs 100 kilos,

487
00:24:50,040 --> 00:24:53,960
even if someone's weighing 150
or 160 kilos, our shirt will fit him.

488
00:24:54,640 --> 00:24:56,200
How long does that take?

489
00:24:56,440 --> 00:24:59,080
Takes two days in make to order.

490
00:24:59,160 --> 00:25:00,520
So you've cracked that as well.

491
00:25:00,600 --> 00:25:02,560
We have cracked it.
We've our own manufacturing unit.

492
00:25:02,640 --> 00:25:05,000
- Your own manufacturing unit.
- Yes, our own manufacturing unit.

493
00:25:05,200 --> 00:25:06,520
How many pieces can you make?

494
00:25:06,680 --> 00:25:08,640
We've a capacity of 15000 pieces,

495
00:25:08,720 --> 00:25:11,400
but we still outsource 30%,

496
00:25:11,480 --> 00:25:15,480
because we'll face problems in our
own manufacturing unit in scalability.

497
00:25:15,800 --> 00:25:18,880
Do you have sales in
India or more globally?

498
00:25:18,960 --> 00:25:20,400
50-50% now.

499
00:25:20,480 --> 00:25:23,840
Couple of months ago it was
60% international and 40% India.

500
00:25:23,920 --> 00:25:25,680
Where do you do marketing?

501
00:25:25,960 --> 00:25:29,280
Influencer marketing,
Facebook, Google, Instagram.

502
00:25:29,520 --> 00:25:32,280
Every single penny we're
earning from our own website.

503
00:25:32,480 --> 00:25:34,520
How much will you sell this suit for?

504
00:25:34,800 --> 00:25:36,640
It's for 15,000 rupees.

505
00:25:36,840 --> 00:25:39,320
And how much will this
entire suit cost you?

506
00:25:39,520 --> 00:25:40,840
It will cost me 3500.

507
00:25:41,160 --> 00:25:42,120
Good margin.

508
00:25:42,200 --> 00:25:45,080
Our margins in international are 84%

509
00:25:45,160 --> 00:25:46,280
- Wow...
- Gross margin?

510
00:25:46,360 --> 00:25:47,120
Gross margin.

511
00:25:47,200 --> 00:25:49,360
What's your gross margin
blending India and International?

512
00:25:49,440 --> 00:25:52,080
What is the GC on 720 million.

513
00:25:52,160 --> 00:25:55,440
- It will come down to 70%
- And what is your net profit?

514
00:25:55,600 --> 00:25:58,120
- 20%
- 20% now...

515
00:25:58,280 --> 00:26:02,080
- Yes.
- So last month you profited 10 million.

516
00:26:02,280 --> 00:26:03,640
- 10 million.
- Take home was 10 million.

517
00:26:03,720 --> 00:26:04,560
Yes.

518
00:26:04,640 --> 00:26:06,800
And you said you're in 84 countries.

519
00:26:06,880 --> 00:26:09,000
- Yes...
- Isn't this too diversified?

520
00:26:09,080 --> 00:26:13,160
So when your 50% business
is coming from global,

521
00:26:13,520 --> 00:26:15,840
80% must be from four-five
countries, right?

522
00:26:15,920 --> 00:26:19,040
- Yes. 60% alone is from the US.
- Yes...

523
00:26:19,280 --> 00:26:21,240
10% from UK.

524
00:26:21,320 --> 00:26:24,320
Then Australia 5-6% and Canada 2-3%

525
00:26:24,400 --> 00:26:27,240
Your company is so profitable.

526
00:26:27,320 --> 00:26:30,080
So why do you want 10.5 million from us,

527
00:26:30,160 --> 00:26:31,880
when you've such a cash rich business.

528
00:26:31,960 --> 00:26:34,920
I want to ask a very simple question.

529
00:26:35,000 --> 00:26:37,400
What is the one thing
you need to sell products?

530
00:26:38,120 --> 00:26:39,640
- Tell me. Simple.
- Inventory.

531
00:26:40,520 --> 00:26:41,840
- Capital.
- Stock.

532
00:26:41,920 --> 00:26:44,600
One needs products to sell products.

533
00:26:44,680 --> 00:26:46,160
- We don't have products.
- Stock.

534
00:26:46,240 --> 00:26:47,920
We've inventory issues.

535
00:26:48,000 --> 00:26:51,680
If we have 15,000 shirts in inventory,
we sell 10,000 in a month.

536
00:26:52,000 --> 00:26:57,040
The industry's turn
around time is six months,

537
00:26:57,120 --> 00:26:58,320
ours is 1.5 months.

538
00:26:58,400 --> 00:27:01,680
But if you stock for six
months business won't do well.

539
00:27:01,760 --> 00:27:04,280
I mean you can still do 3000 designs

540
00:27:04,360 --> 00:27:06,680
with 1.5 months stock,
that's great business.

541
00:27:06,760 --> 00:27:08,280
Why do you want to
ruin the fundamentals of

542
00:27:08,360 --> 00:27:10,760
your business by increasing
your working capital?

543
00:27:10,840 --> 00:27:12,680
We don't want to keep
six months inventory.

544
00:27:12,760 --> 00:27:18,280
Suppose...I've 150 million
worth of inventory on MRP.

545
00:27:18,360 --> 00:27:20,320
I will do a sales
of 100 million per month.

546
00:27:20,400 --> 00:27:22,920
If I've inventory of 500 million,

547
00:27:23,000 --> 00:27:25,680
I will make sales worth 300 million.
That's what I'm saying.

548
00:27:25,760 --> 00:27:27,040
It's got the capacity.

549
00:27:27,120 --> 00:27:29,400
But the constrain is the inventory.

550
00:27:29,600 --> 00:27:31,320
I don't understand.

551
00:27:31,400 --> 00:27:33,760
What will you achieve
with this 100.5 million

552
00:27:33,840 --> 00:27:35,680
that will completely
change your business?

553
00:27:35,760 --> 00:27:36,880
Give us 100 million.

554
00:27:38,720 --> 00:27:41,200
- Ilesh, Bhavdip...
- I like that.

555
00:27:41,360 --> 00:27:44,040
...this French Crown, your company.

556
00:27:44,120 --> 00:27:47,800
Explain to me in one line
what you want it to be in five years.

557
00:27:47,880 --> 00:27:51,880
India's first truly global
brand in men's category.

558
00:27:52,160 --> 00:27:56,120
If five year's later you're
getting 700 million from international,

559
00:27:56,200 --> 00:27:58,880
and 300 million from India will
you call it a truly global business.

560
00:27:59,080 --> 00:28:01,360
Yes. Maximum business
should be from international.

561
00:28:01,440 --> 00:28:03,560
But you're still getting it.
60% of your business.

562
00:28:03,640 --> 00:28:05,440
- No, scale.
- We even want scale...

563
00:28:05,520 --> 00:28:07,400
What scale do you want in five years?

564
00:28:07,600 --> 00:28:11,680
In two years... If I can
get an investor, we'll be a unicorn.

565
00:28:12,480 --> 00:28:14,840
- We would like to be.
- Where did Unicorn come in all this?

566
00:28:15,400 --> 00:28:18,560
You mean to say you want to make
sales worth 70 billion in two years?

567
00:28:18,640 --> 00:28:20,280
No, 70 billion worth valuation.

568
00:28:20,360 --> 00:28:24,640
I want make sale worth
15 billion in next two years.

569
00:28:24,720 --> 00:28:27,560
So it will be five
times the sale's valuation.

570
00:28:27,720 --> 00:28:29,440
- Yes.
- You said it yourself.

571
00:28:29,960 --> 00:28:32,640
So can we see your products anywhere?

572
00:28:32,720 --> 00:28:34,160
- Sure.
- Sure.

573
00:28:34,400 --> 00:28:38,760
And please when you go out
tell people that Aman speaks less.

574
00:28:39,520 --> 00:28:41,360
You must have seen it.

575
00:28:41,720 --> 00:28:44,600
And it seems like we're
stopping them, imagine.

576
00:28:49,160 --> 00:28:54,160
Ilesh and Bhavdip, I'll make
an offer before they ask a question.

577
00:28:55,160 --> 00:28:57,560
There are four things
common between you and me.

578
00:28:57,720 --> 00:28:59,680
- Wow...
- No. 1; You Gujju, me Gujju.

579
00:29:00,880 --> 00:29:04,480
No. 2; You pharma, I'm pharma.
Right.

580
00:29:05,160 --> 00:29:08,360
No. 3; You've a passion in fashion...

581
00:29:08,560 --> 00:29:11,120
- Yes.
- My expertise is fashion.

582
00:29:11,200 --> 00:29:16,640
And no. 4; You told us a good thing,
which you know, touched my heart.

583
00:29:16,880 --> 00:29:20,760
- Made in India, but we've to make
this a global brand. -Yes.

584
00:29:20,840 --> 00:29:22,400
And that's what Emcure has done.

585
00:29:22,480 --> 00:29:25,160
Made in India but we're
in 70 plus countries.

586
00:29:25,240 --> 00:29:27,200
So there's a synergy.

587
00:29:27,720 --> 00:29:30,160
So I want to make this offer.

588
00:29:30,680 --> 00:29:36,440
7.5 million for 7.5% equity...

589
00:29:36,680 --> 00:29:41,440
And 7.5 million debt at 12%

590
00:29:42,520 --> 00:29:45,320
So you've put valuation
of their business at 100 million.

591
00:29:45,400 --> 00:29:46,160
Yes.

592
00:29:46,240 --> 00:29:48,680
- For a 750 million business in revenue.
- Yes.

593
00:29:49,000 --> 00:29:52,360
Peyush, you're the one to talk.
You've already done it.

594
00:29:54,080 --> 00:29:57,480
Tell me a few things.
700 million is not a joke.

595
00:29:58,760 --> 00:30:01,280
Have you gone to investors?

596
00:30:01,360 --> 00:30:03,720
When our revenue was
30.7 million in September,

597
00:30:03,800 --> 00:30:08,280
we were getting 100 million
on a valuation of one billion.

598
00:30:08,360 --> 00:30:10,000
- And you didn't take it.
- No.

599
00:30:10,880 --> 00:30:14,720
2.5x at that time was really low.

600
00:30:15,000 --> 00:30:17,320
2.5x in the fashion
business is very good.

601
00:30:17,520 --> 00:30:21,800
Fashion business as a category one
doesn't get more than 2-3x multiples.

602
00:30:21,880 --> 00:30:25,920
- I've seen it myself.
- A brand got 5x in Shark Tank itself.

603
00:30:26,000 --> 00:30:28,040
- In clothing.
- Who was it?

604
00:30:28,120 --> 00:30:29,000
Bummer I think.

605
00:30:29,080 --> 00:30:32,080
The scale depends on different levels.

606
00:30:32,160 --> 00:30:33,600
- Okay.
- You know what,

607
00:30:34,160 --> 00:30:37,640
sometimes I get this feeling
of too good to be true.

608
00:30:38,480 --> 00:30:40,600
So your business seems
too good to be true,

609
00:30:40,760 --> 00:30:43,880
that you've made it
720 million normally, right.

610
00:30:44,040 --> 00:30:46,760
And if you were doing
such good business normally,

611
00:30:47,040 --> 00:30:48,840
then investors would've
already approached you.

612
00:30:49,520 --> 00:30:50,560
Something is...

613
00:30:50,720 --> 00:30:52,840
- We'll know once we're out there.
- Yes.

614
00:30:52,920 --> 00:30:54,440
So what's the catch. Tell us.

615
00:30:54,520 --> 00:30:57,360
Investors would've approached
us if the entire business was in India.

616
00:30:57,440 --> 00:31:00,160
Half of it is in India
and the remaining international.

617
00:31:00,240 --> 00:31:03,200
So it's not a big brand to go global.

618
00:31:03,280 --> 00:31:05,360
No, let me tell you what's going on.

619
00:31:05,440 --> 00:31:08,200
You've come to Shark Tank
to create a valuation bench mark.

620
00:31:09,000 --> 00:31:11,400
- You've seen several episodes.
- Yes.

621
00:31:11,480 --> 00:31:15,040
You noticed that we're making
deals at pretty good valuations.

622
00:31:15,560 --> 00:31:17,840
You didn't like the
one billion valuation,

623
00:31:18,080 --> 00:31:19,400
the last offer that you received.

624
00:31:19,480 --> 00:31:21,680
Because you don't want 10 or 20 million.

625
00:31:21,760 --> 00:31:25,640
You're looking for at least 100 million.
Ideally 200 million.

626
00:31:25,720 --> 00:31:27,760
So you thought of going on Shark Tank,

627
00:31:27,840 --> 00:31:30,080
establish a valuation.

628
00:31:30,280 --> 00:31:34,680
You'll offer 45 billion, and maybe
establish a valuation of 30 billion.

629
00:31:34,840 --> 00:31:37,320
And then borrow 10
million by diluting 10%

630
00:31:37,400 --> 00:31:40,000
No, my objective...
This is what I feel.

631
00:31:40,080 --> 00:31:44,800
You want a valuation of at
least 30 billion. Isn't that right?

632
00:31:45,640 --> 00:31:48,480
If I make an offer at 30 billion,
will you accept the deal?

633
00:31:54,960 --> 00:31:57,040
I want only 100 million
but at a good valuation.

634
00:31:57,120 --> 00:31:58,880
At what valuation?
That's what I'm asking.

635
00:32:00,080 --> 00:32:01,480
30 billion.

636
00:32:01,560 --> 00:32:02,880
Thank you very much.

637
00:32:02,960 --> 00:32:05,120
Let me tell you your
brand doesn't exist.

638
00:32:05,360 --> 00:32:09,360
I've never heard or
saw French Crown in India.

639
00:32:09,440 --> 00:32:11,960
Your valuation is
out of the stratosphere.

640
00:32:12,040 --> 00:32:16,120
You came here to establish
a valuation bench mark.

641
00:32:16,200 --> 00:32:17,600
It's not a bad thing.

642
00:32:18,400 --> 00:32:21,720
And I clearly said 30 billion
and even you agreed to it.

643
00:32:21,800 --> 00:32:24,160
You want a valuation
of at least 30 billion.

644
00:32:24,480 --> 00:32:27,840
You and I cannot be one today,
so I am out.

645
00:32:27,920 --> 00:32:29,480
- No problem.
- But you will make it someday.

646
00:32:29,560 --> 00:32:31,760
You've made it so far,
you will make it one day.

647
00:32:32,000 --> 00:32:32,800
Good luck.

648
00:32:33,520 --> 00:32:36,760
Look...your quality...

649
00:32:38,600 --> 00:32:39,960
is not too good.

650
00:32:40,320 --> 00:32:42,360
I'm getting that...

651
00:32:42,720 --> 00:32:45,280
"Something is fishy."

652
00:32:45,560 --> 00:32:48,400
You don't have a brand and
you can make sales of 360 million.

653
00:32:48,480 --> 00:32:49,920
Outstanding.

654
00:32:50,160 --> 00:32:51,440
I was just trying to figure out.

655
00:32:51,520 --> 00:32:55,200
I was trying to understand how,
why, what.

656
00:32:56,400 --> 00:32:58,800
I still didn't understand.
So I'm out for now.

657
00:32:59,080 --> 00:33:01,160
But...all the best.

658
00:33:02,040 --> 00:33:05,680
Your purpose for doing
this business is not clear.

659
00:33:05,760 --> 00:33:09,640
Because I'm confused
about it so I'm out.

660
00:33:09,920 --> 00:33:10,440
Okay.

661
00:33:10,520 --> 00:33:13,960
When you do business worth
720 million from 84 countries,

662
00:33:14,040 --> 00:33:19,640
so the problem is that it
is difficult to establish your brand.

663
00:33:19,880 --> 00:33:25,920
I think making a brand in one country
which is among top 5 is a bigger goal.

664
00:33:26,440 --> 00:33:30,600
But of course the metrics
of your business is phenomenal.

665
00:33:30,680 --> 00:33:33,280
So keep doing what you're doing.
Best of luck.

666
00:33:33,520 --> 00:33:35,560
I'm revising my offer.

667
00:33:36,000 --> 00:33:40,760
I'm willing to give
you 7.5 million for 3.75%

668
00:33:41,480 --> 00:33:44,360
which is a good multiple
of your net profit.

669
00:33:50,400 --> 00:33:52,800
Sorry Namita, I can't accept your offer.

670
00:33:52,880 --> 00:33:53,720
So sorry.

671
00:33:53,880 --> 00:33:54,920
Fine, thank you.

672
00:33:55,000 --> 00:33:56,400
Thank you.
Thank you everyone.

673
00:33:56,480 --> 00:33:57,600
Best of luck.

674
00:34:00,560 --> 00:34:02,080
They are chasing valuation,

675
00:34:02,160 --> 00:34:05,480
and I'm telling you they
are on a different track.

676
00:34:05,560 --> 00:34:07,240
- Not trade. It's manufacturing.
- Right.

677
00:34:07,320 --> 00:34:10,040
We were trying to find
out how you're selling it.

678
00:34:10,120 --> 00:34:12,840
There's no vision for the
business but want to be unicorns.

679
00:34:15,920 --> 00:34:17,560
If you had done this deal,

680
00:34:18,000 --> 00:34:20,360
- I would've taken the cheque.
- I liked it.

681
00:34:20,440 --> 00:34:22,520
Congratulations,
you guys came on Shark Tank.

682
00:34:22,600 --> 00:34:24,840
What did you guys learn from here today?

683
00:34:25,000 --> 00:34:28,840
We've learnt that we
need to work on our branding.

684
00:34:28,920 --> 00:34:30,560
We've cracked the supply chain.

685
00:34:30,640 --> 00:34:32,640
We need to improve it,
which is our strength.

686
00:34:32,720 --> 00:34:34,840
But we've to work on the branding.

687
00:34:35,080 --> 00:34:36,960
You didn't get any investment,

688
00:34:37,040 --> 00:34:41,520
but you get an opportunity
to really upscale your life skills.

689
00:34:41,600 --> 00:34:44,800
UpGrad is giving you a chance
to select exclusive courses,

690
00:34:44,880 --> 00:34:48,360
Such as supply chain management,
MBA, digital marketing,

691
00:34:48,440 --> 00:34:49,400
anything that you want.

692
00:34:49,480 --> 00:34:52,560
They will up skill you
and give you life long earning.

693
00:34:52,640 --> 00:34:54,200
Which course is it going to be?

694
00:34:54,280 --> 00:34:55,480
Definitely supply chain management.

695
00:34:55,560 --> 00:35:00,160
Because as we said we've to
make our working capital negative.

696
00:35:00,960 --> 00:35:02,800
So supply chain is important .

697
00:35:02,960 --> 00:35:05,200
Perfect.
Congratulations to the two brothers.

698
00:35:05,280 --> 00:35:07,280
- Thank you.
- This is from UpGrad to you.

699
00:35:07,360 --> 00:35:09,040
- Thank you!
- Thank you so much!

700
00:35:09,120 --> 00:35:11,000
All the best! Looking forward to more.

701
00:35:11,080 --> 00:35:13,760
The better a pitcher negotiates,

702
00:35:13,960 --> 00:35:16,120
the better deal they get.

703
00:35:16,360 --> 00:35:18,960
And our next pitcher
is a certified negotiator.

704
00:35:21,560 --> 00:35:26,120
So, let's meet Sudeep Gupta
with his CCO Swati Gupta,

705
00:35:26,200 --> 00:35:28,520
and COO Sajid Khan.

706
00:35:33,280 --> 00:35:35,400
Started a shoe-business from home,

707
00:35:35,640 --> 00:35:37,240
and the business started to grow.

708
00:35:37,560 --> 00:35:40,400
Now, there are shoes in
my bedroom as well as living-room.

709
00:35:40,480 --> 00:35:43,360
I sleep and wake up on shoes.
Man, what do I do?

710
00:35:43,760 --> 00:35:47,960
Dude, even I have to go to Banglore from
Delhi for 6 months, for office work.

711
00:35:48,280 --> 00:35:52,040
How do I pay for 2 houses
in this era of inflation?

712
00:35:52,120 --> 00:35:54,560
What do I do with my Delhi house stuff?

713
00:35:55,400 --> 00:35:58,680
Don't do anything, you both.
You store at Store my Goods.

714
00:35:59,080 --> 00:36:03,560
Hello, Sharks! I am Sudeep Gupta and
I am founder and CEO of Store my Goods.

715
00:36:03,760 --> 00:36:05,480
Hello, Sharks! I am Sajid Khan

716
00:36:05,560 --> 00:36:07,400
and I am the Chief Operating
Officer of Store my Goods.

717
00:36:07,680 --> 00:36:09,480
Hello, Sharks! I am Swati Gupta

718
00:36:09,560 --> 00:36:12,120
and I am Chief Commercial
Officer of Store my Goods.

719
00:36:12,520 --> 00:36:15,320
Sharks, we must have,
at some point of our life,

720
00:36:15,400 --> 00:36:17,920
faced storage and related problems.

721
00:36:18,120 --> 00:36:19,680
Be it an individual

722
00:36:19,760 --> 00:36:21,520
who has to renovate his house,

723
00:36:21,600 --> 00:36:24,720
or be it an entrepreneur
who wants to scale his business.

724
00:36:24,960 --> 00:36:27,680
All of them have to
go through certain problems.

725
00:36:27,760 --> 00:36:30,560
The problems are to deal with brokers,

726
00:36:30,640 --> 00:36:33,040
to give heavy commissions,
and the most important is

727
00:36:33,120 --> 00:36:36,680
to look for an affordable,
safe and secured storage.

728
00:36:36,880 --> 00:36:39,840
Sharks, to solve these,
we are here with Store my Goods,

729
00:36:40,000 --> 00:36:42,600
which is a tech-enabled,
one-stop storage solution,

730
00:36:42,800 --> 00:36:45,720
wherein any customer,
from any part of the world,

731
00:36:45,800 --> 00:36:48,680
can avail our storage services
on a click of a button.

732
00:36:49,640 --> 00:36:51,720
Sharks! When I used to study in Paris,

733
00:36:51,800 --> 00:36:53,200
and when I worked in Germany,

734
00:36:53,280 --> 00:36:55,800
I used this storage
concept for the first time.

735
00:36:55,880 --> 00:36:58,520
And this a big industry
in Europe and US.

736
00:36:59,120 --> 00:37:01,680
I started Store my Goods in August 2020.

737
00:37:01,760 --> 00:37:03,720
And we have,
till now, provided storage services

738
00:37:03,800 --> 00:37:06,680
to more than 500 customers
on subscription model.

739
00:37:07,120 --> 00:37:09,720
We have approximately
40,000 sq. ft. of space.

740
00:37:09,800 --> 00:37:12,920
We had started from Delhi NCR,
now we are also available in Mumbai.

741
00:37:13,000 --> 00:37:15,320
And we are launching
in 4 new cities in some days.

742
00:37:15,800 --> 00:37:19,720
Sharks! We want to make Store my Goods
as an Airbnb of storage industry.

743
00:37:19,800 --> 00:37:23,600
For which, our ask is 1
crore for 1.75% of our equity.

744
00:37:23,680 --> 00:37:24,520
Wow.

745
00:37:24,880 --> 00:37:28,680
So, Sharks! Who wants to make
storage easy with Store my Goods?

746
00:37:31,920 --> 00:37:33,400
Great presentation!

747
00:37:33,920 --> 00:37:35,960
Sudeep, Swati and Sajid.

748
00:37:36,480 --> 00:37:38,840
Welcome to this very special episode.

749
00:37:38,920 --> 00:37:40,240
- Thank you so much!
- Thank you so much!

750
00:37:40,320 --> 00:37:41,840
Obviously, fantastic business!

751
00:37:41,920 --> 00:37:45,280
There was a good market
growth for this in last 12 months.

752
00:37:45,640 --> 00:37:51,040
But, tell me how do you all know each
other and what is your equity structure?

753
00:37:51,280 --> 00:37:55,480
Swati is my wife and we know
each other for around 11 years.

754
00:37:55,680 --> 00:37:59,040
And Sajid and I have worked
together at Cars24 and OYO.

755
00:37:59,120 --> 00:38:00,800
So, what did you do at Cars24?

756
00:38:00,880 --> 00:38:03,320
I was leading growth vertical
for them across India.

757
00:38:03,400 --> 00:38:06,680
I was leading franchising and alliances
as a Associate Director for them.

758
00:38:06,880 --> 00:38:08,960
And with OYO,
I was leading the international business

759
00:38:09,040 --> 00:38:10,200
as Director International Business.

760
00:38:10,280 --> 00:38:12,800
So, I launched Europe,
US and Canada markets for them.

761
00:38:13,120 --> 00:38:14,680
Overall equity is with our family,

762
00:38:14,760 --> 00:38:17,160
that is, Swati and I and our family.

763
00:38:17,720 --> 00:38:20,280
Sajid joined us as a part of ESOP pool.

764
00:38:20,640 --> 00:38:22,320
How much ESOP does Sajid has?

765
00:38:22,880 --> 00:38:25,200
So, he has approximately 5% of ESOP.

766
00:38:25,280 --> 00:38:26,440
5% of ESOP?

767
00:38:26,520 --> 00:38:28,880
What is yours and Swati's split?

768
00:38:29,080 --> 00:38:30,320
I have 50%

769
00:38:30,800 --> 00:38:31,800
I have 20%.

770
00:38:32,000 --> 00:38:32,880
And rest?

771
00:38:32,960 --> 00:38:35,400
Rest is with my father who
is also an investor into this.

772
00:38:35,480 --> 00:38:37,040
- That is your too.
- Yes, it's family's.

773
00:38:37,120 --> 00:38:40,200
So, explain to me,
the role of Swati and Sajid?

774
00:38:40,280 --> 00:38:41,520
You tell me, Swati.

775
00:38:41,600 --> 00:38:44,640
Sharks, I am basically a lawyer.

776
00:38:44,920 --> 00:38:48,480
I have practiced for
8-9 years at Delhi High Court.

777
00:38:48,560 --> 00:38:50,600
Now I have to be vigilant with you.

778
00:38:52,080 --> 00:38:54,400
Then, I joined Store my Goods,

779
00:38:54,480 --> 00:38:59,280
where I look into their
legal processes and accounts.

780
00:38:59,760 --> 00:39:01,960
- And you Sajid?
- I am a DU Graduate.

781
00:39:02,200 --> 00:39:04,160
I have studied Bachelor
of Business Studies in Marketing.

782
00:39:04,240 --> 00:39:06,680
- Okay.
- I started my journey with Zostel.

783
00:39:07,120 --> 00:39:08,880
Later on I joined Cars24.

784
00:39:09,080 --> 00:39:11,440
- I had started with Sales in Cars24.
- Okay.

785
00:39:11,520 --> 00:39:13,040
Then I moved to special projects

786
00:39:13,120 --> 00:39:16,080
where I looked into course strategy,
city plans,

787
00:39:16,280 --> 00:39:19,160
team executions. I had to apply
the previous learning from sales

788
00:39:19,320 --> 00:39:20,920
in special projects.

789
00:39:21,000 --> 00:39:24,600
You said, you have 500 customers
on subscription model, right?

790
00:39:24,680 --> 00:39:25,840
- Subscription model.
- Right.

791
00:39:26,000 --> 00:39:28,080
So, explain a bit of customer journey.

792
00:39:28,160 --> 00:39:29,240
Like how?

793
00:39:29,320 --> 00:39:31,480
Also services,
exactly the services you provide.

794
00:39:31,560 --> 00:39:32,320
- I am not clear on that.
- Right.

795
00:39:32,400 --> 00:39:34,440
- Tell us the whole journey.
- So is it B2C or B2B, tell us this?

796
00:39:34,520 --> 00:39:37,080
Right! So, basically our 2 verticals,

797
00:39:37,160 --> 00:39:38,800
B2C is for individual customer

798
00:39:38,880 --> 00:39:42,440
and B2B is for our start-ups
or big corporate clients.

799
00:39:42,680 --> 00:39:45,840
Subscription model is
basically our B2C customer,

800
00:39:46,040 --> 00:39:49,200
its average life-cycle is of 6 months.

801
00:39:49,440 --> 00:39:51,840
And B2B is for 12 months.

802
00:39:51,920 --> 00:39:53,680
So, when a customer joins us,

803
00:39:53,760 --> 00:39:55,400
like myself, like Swati

804
00:39:55,480 --> 00:39:56,560
is moving to Bangalore

805
00:39:56,640 --> 00:39:59,720
and requires storage and
avails our services for 6 months.

806
00:40:00,040 --> 00:40:01,840
Now, she has to do nothing.

807
00:40:01,920 --> 00:40:04,080
She will visit our website.

808
00:40:04,160 --> 00:40:06,600
Login to My Account,
fill-in the details,

809
00:40:06,680 --> 00:40:08,920
KYC, Self Declaration,

810
00:40:09,760 --> 00:40:10,680
Replacement value,

811
00:40:10,760 --> 00:40:12,680
and Insurance, all of it.

812
00:40:12,760 --> 00:40:15,120
Then our team schedules pick-up date

813
00:40:15,200 --> 00:40:18,480
and after the pick-up date,
our team goes and packs their stuff.

814
00:40:18,560 --> 00:40:20,200
- It also has packing included?
- It also has packing.

815
00:40:20,280 --> 00:40:21,800
It's packed in 3-layer packing.

816
00:40:21,880 --> 00:40:23,680
Our team takes it with them.

817
00:40:23,920 --> 00:40:26,080
And this is done entirely
without even calling.

818
00:40:26,160 --> 00:40:27,680
If you don't want to call,
you can do it.

819
00:40:27,760 --> 00:40:30,440
We have integration with
payment gateway and everything.

820
00:40:30,600 --> 00:40:32,240
And the other thing is,

821
00:40:32,320 --> 00:40:34,400
we have some Korean customers
and customers from abroad

822
00:40:34,480 --> 00:40:36,960
where this concept
is at an advanced stage.

823
00:40:37,040 --> 00:40:39,920
So, they ask us to get them
boxes and they will self-drop.

824
00:40:40,000 --> 00:40:41,520
They join our facility,

825
00:40:41,600 --> 00:40:42,600
make the self-drop,

826
00:40:42,680 --> 00:40:45,000
we wrap them in 3-layer
packing and store.

827
00:40:46,120 --> 00:40:49,280
But if I am moving from one
house to another in the same city,

828
00:40:49,360 --> 00:40:50,160
then your services are not available?

829
00:40:50,240 --> 00:40:52,560
No, we do not do that.
Our core is storage,

830
00:40:52,640 --> 00:40:54,040
and services related to storage.

831
00:40:54,120 --> 00:40:56,720
- We are very... -Will you show us the UX,
how your user interface is?

832
00:40:56,800 --> 00:40:57,720
Show the demo.

833
00:40:59,040 --> 00:41:00,640
So, Sharks! This is our website.

834
00:41:01,360 --> 00:41:02,960
This is for both B2C and B2B.

835
00:41:03,040 --> 00:41:06,680
These are household storable
and business storages,

836
00:41:07,200 --> 00:41:10,600
clothing, gym or restaurant stuff,
vehicles and memories.

837
00:41:11,160 --> 00:41:12,560
They can store anything.

838
00:41:13,520 --> 00:41:15,160
Right! We'll scroll down.

839
00:41:15,360 --> 00:41:17,160
Here we have storage composition.

840
00:41:17,480 --> 00:41:20,560
We have box storage,
shared storage, private storage.

841
00:41:20,800 --> 00:41:23,960
Again it's one of the USP.
We have guaranteed lowest prices,

842
00:41:24,040 --> 00:41:25,280
in Delhi-NCR.

843
00:41:25,360 --> 00:41:26,800
No lock-in period and

844
00:41:26,880 --> 00:41:28,400
very minimal security deposit.

845
00:41:28,560 --> 00:41:30,360
So, if I have a shoe-boxes business

846
00:41:30,440 --> 00:41:32,800
- then you can store my shoe-boxes?
- Right.

847
00:41:32,880 --> 00:41:34,720
We provide you private space as well,

848
00:41:34,800 --> 00:41:38,440
ranging from 50 sq. ft.,
70 sq feet, 100, 200, customisable.

849
00:41:38,840 --> 00:41:40,280
That is logistics.

850
00:41:40,360 --> 00:41:43,160
That is a bit of logistics
and ware-housing business.

851
00:41:44,480 --> 00:41:46,920
- It is a storage business.
- Ware-housing is all the same.

852
00:41:47,000 --> 00:41:49,040
So, you will not find customised

853
00:41:49,120 --> 00:41:51,720
storage-related services
in ware-housing.

854
00:41:51,800 --> 00:41:53,840
- There you are more focused
on fulfillment. -Meaning?

855
00:41:53,920 --> 00:41:56,640
Versus storage services.
Our core is absolutely storage.

856
00:41:56,840 --> 00:41:59,280
You can't in and out here,
quite frequently that is.

857
00:41:59,360 --> 00:42:01,800
We allow it for our B2B clients.

858
00:42:01,880 --> 00:42:03,840
So, I can take out my stuff every day?

859
00:42:03,920 --> 00:42:05,120
- Yes. Yes.
- That's warehouse.

860
00:42:05,200 --> 00:42:08,320
This industry has 2-3 segments, correct?

861
00:42:08,520 --> 00:42:11,320
- One is e-commerce enablement.
- Correct!

862
00:42:11,400 --> 00:42:14,440
Where the people look
at you as a B2C brand,

863
00:42:14,520 --> 00:42:16,440
you have given all
the work to one person

864
00:42:16,520 --> 00:42:19,600
- who looks into your ware-housing,
logistics, all of it. -Correct!

865
00:42:19,800 --> 00:42:22,240
So, that kind of player
does not need you.

866
00:42:22,880 --> 00:42:25,120
Because you are not into
full e-commerce enablement.

867
00:42:25,240 --> 00:42:26,800
The other is just ware-housing,

868
00:42:26,920 --> 00:42:29,880
where people give a
ware-housing space to store.

869
00:42:29,960 --> 00:42:32,520
And the 3rd is the one you
are talking about, Store my Goods,

870
00:42:32,680 --> 00:42:34,760
which a retail version of ware-housing,

871
00:42:34,840 --> 00:42:37,160
wherein you also added
logistics for convenience.

872
00:42:37,240 --> 00:42:38,840
- Take stuff from house and drop it.
- Correct.

873
00:42:38,920 --> 00:42:40,280
So, you fall into the 3rd segment.

874
00:42:40,360 --> 00:42:41,520
- Is this correct?
- Correct.

875
00:42:41,600 --> 00:42:42,840
So Sharks,
I would like to refine here a bit.

876
00:42:42,920 --> 00:42:44,680
No, he is in all 1, 2 and 3.

877
00:42:44,880 --> 00:42:47,560
Our business numbers are,
we are at 65%..

878
00:42:47,640 --> 00:42:49,760
- Now that you have come to numbers,
tell us about it. -Yes.

879
00:42:49,840 --> 00:42:52,840
Along with the numbers,
also tell us about the split

880
00:42:52,920 --> 00:42:55,200
- between B2C and B2B.
- Absolutely.

881
00:42:55,280 --> 00:42:58,960
So, now we did 30 lacs
revenue in January month.

882
00:43:00,320 --> 00:43:02,280
And our B2C split,

883
00:43:02,360 --> 00:43:04,720
we get 65% revenue from B2C.

884
00:43:04,800 --> 00:43:06,880
Because we started with B2C.

885
00:43:06,960 --> 00:43:08,560
What is the growth month-on month?

886
00:43:08,640 --> 00:43:11,680
So, we are growing around
10-15% month-on-month.

887
00:43:11,840 --> 00:43:14,080
Till date,
we have done a business of 1.75 CR.

888
00:43:14,160 --> 00:43:15,240
In how many months?

889
00:43:15,320 --> 00:43:16,960
August 2020.

890
00:43:17,200 --> 00:43:20,280
So, we did 35 lacs in 1st
financial year, in 2020-2021.

891
00:43:20,360 --> 00:43:24,160
We have done 1 Cr in
21-22 till now December.

892
00:43:24,240 --> 00:43:28,040
And the orders we have now, the alloys
we already have with our B2B clients,

893
00:43:28,120 --> 00:43:31,280
we will close this calendar
year in December at 7 Cr.

894
00:43:31,360 --> 00:43:33,080
Did you raise some investment?

895
00:43:33,160 --> 00:43:34,880
No, not yet.
We have not raised any investment.

896
00:43:34,960 --> 00:43:36,280
That's just our family investment.

897
00:43:36,840 --> 00:43:38,520
Is it in profit or loss?

898
00:43:38,600 --> 00:43:41,400
No. So, we have
broke-even till December.

899
00:43:41,480 --> 00:43:42,880
We are not burning.

900
00:43:42,960 --> 00:43:45,360
We will be at 10-15% EBIDTA this year.

901
00:43:46,400 --> 00:43:49,480
How many competitors do
you have presently, in India?

902
00:43:49,880 --> 00:43:54,400
Sharks, where we are operating today,
honestly there are some local players,

903
00:43:54,600 --> 00:43:56,480
where they play price-game.

904
00:43:56,560 --> 00:43:59,040
Okay, I have understood your business.

905
00:43:59,120 --> 00:44:01,600
I want to understand
this one thing very deeply.

906
00:44:02,040 --> 00:44:04,360
Your fundamental risk is

907
00:44:04,600 --> 00:44:06,360
lease mismatch.

908
00:44:08,400 --> 00:44:11,000
Right? The place you acquire,

909
00:44:11,080 --> 00:44:13,720
you do not buy it. You take it on lease.

910
00:44:14,040 --> 00:44:15,960
What is the duration of lease?

911
00:44:16,200 --> 00:44:18,960
So Sharks,
we are now doing lease for 3-5 years.

912
00:44:19,040 --> 00:44:19,480
Okay.

913
00:44:19,560 --> 00:44:22,880
The reason is the
storage hubs we have now

914
00:44:22,960 --> 00:44:25,640
are at 5000 sq. ft.
10,000 sq. ft multiples.

915
00:44:26,160 --> 00:44:29,080
Our vision is,
when we grow a bit,

916
00:44:29,160 --> 00:44:31,840
we will consolidate it
and create a big eco-system,

917
00:44:31,920 --> 00:44:33,400
we will build storage hubs.

918
00:44:33,720 --> 00:44:35,800
Now you are taking
a lease for 3-5 years.

919
00:44:36,000 --> 00:44:39,080
- Yes. Yes.
- And you are passing it for 6-12 months.

920
00:44:39,160 --> 00:44:41,120
- So, this demand-supply...
- It's very flexible.

921
00:44:41,200 --> 00:44:42,520
Totally flexible. Not 6 or 12.

922
00:44:42,600 --> 00:44:43,880
No, they can take for a month as well.

923
00:44:43,960 --> 00:44:46,200
- No, average is 6 and 12.
- Yes.

924
00:44:46,560 --> 00:44:48,160
So, this is your risk.

925
00:44:48,240 --> 00:44:50,840
- Yes. -Because you have
committed for 3 or 5 years

926
00:44:50,920 --> 00:44:54,320
and you don't know
about the future clients.

927
00:44:54,400 --> 00:44:56,680
- Macro-event.
- No, sir. We have not committed.

928
00:44:56,760 --> 00:44:58,560
- That's what I am asking.
- We have basically

929
00:44:58,640 --> 00:45:01,400
signed an agreement.
If we talk about lock-in,

930
00:45:01,720 --> 00:45:04,000
the lock-ins we give to an owner,

931
00:45:04,080 --> 00:45:06,720
we keep that for 6-9
months or maximum for 1 year.

932
00:45:06,800 --> 00:45:09,800
And by that time, when it is
our rent-free period for 1-2 month,

933
00:45:09,880 --> 00:45:12,160
we come to a 50% occupancy till then.

934
00:45:12,840 --> 00:45:16,040
Look, this business in US,
I have lived there for a few years,

935
00:45:16,120 --> 00:45:18,120
I have also used a lot of services.

936
00:45:18,200 --> 00:45:20,000
- Right.
- So, this is quite commoditized.

937
00:45:20,080 --> 00:45:24,520
There are 10 brands
in every city for storage.

938
00:45:24,600 --> 00:45:28,160
How will you make this a differentiated
model on a national scale?

939
00:45:28,240 --> 00:45:31,280
- Correct. -Because it is a very local,
fragmented business.

940
00:45:31,360 --> 00:45:32,800
- At least in the US.
- Absolutely.

941
00:45:32,880 --> 00:45:36,960
So Sharks, basically when
we worked in Cars24, we learnt that

942
00:45:37,160 --> 00:45:40,160
you can deal a transaction
of an entire car without a broker,

943
00:45:40,240 --> 00:45:41,280
on a click of a button.

944
00:45:41,480 --> 00:45:42,880
Keeping that in mind,

945
00:45:42,960 --> 00:45:46,480
we want to replicate the customer
journey, that he'll be on boarded,

946
00:45:46,560 --> 00:45:47,560
he'll select,

947
00:45:47,720 --> 00:45:49,800
he'll select date, insurance plan,

948
00:45:49,880 --> 00:45:52,480
select pick-up, drop, return.

949
00:45:52,560 --> 00:45:54,600
Even if they want to take
some items out in winters...

950
00:45:54,680 --> 00:45:56,040
We have a lot of customers

951
00:45:56,280 --> 00:45:57,640
who are from Delhi University,

952
00:45:57,720 --> 00:45:59,720
they come, they want 2 boxes.
It's marked.

953
00:45:59,800 --> 00:46:00,880
Or we want winter clothes.

954
00:46:00,960 --> 00:46:03,680
So, they take it from
us or we get them dropped.

955
00:46:03,760 --> 00:46:06,040
So, we want to tech-enable a lot.

956
00:46:06,120 --> 00:46:07,640
Who is looking after technology now?

957
00:46:07,720 --> 00:46:09,280
We have an out-sourced team.

958
00:46:09,480 --> 00:46:11,520
We do it through them as
we are just a team of 8 people.

959
00:46:11,600 --> 00:46:14,560
But, if you are calling it a
technology business, then without CTO,

960
00:46:16,360 --> 00:46:17,160
it's a bit mismatched.

961
00:46:17,240 --> 00:46:20,360
When we started,
we established a business,

962
00:46:20,600 --> 00:46:23,400
we know, as we said earlier,
that we need a CTO.

963
00:46:23,480 --> 00:46:27,600
- No. No. You are saying that your
differentiator will be technology. -Yes.

964
00:46:27,680 --> 00:46:30,480
We can't say that after
looking at your website,

965
00:46:30,880 --> 00:46:33,720
that presently your
differentiator is technology.

966
00:46:33,800 --> 00:46:36,040
- Shark!
- I thought it was an okay website.

967
00:46:36,120 --> 00:46:37,880
I don't know if others
agree to this or not.

968
00:46:37,960 --> 00:46:40,600
And for that reason, I am out.

969
00:46:42,720 --> 00:46:44,680
Had there been a tech guy with you,

970
00:46:44,760 --> 00:46:46,600
maybe the discussion
would have been better then.

971
00:46:46,680 --> 00:46:47,760
But, not now.

972
00:46:47,840 --> 00:46:50,680
This is the reason
there's no fund raised yet.

973
00:46:50,880 --> 00:46:54,240
We have some people's interest now.

974
00:46:54,320 --> 00:46:56,440
We have a term-sheet.

975
00:46:57,000 --> 00:46:59,440
But we are here for

976
00:46:59,520 --> 00:47:01,880
some technology advancement.

977
00:47:01,960 --> 00:47:04,560
- And a few of our B2B..
- Are you here to hire CTO?

978
00:47:05,080 --> 00:47:06,000
No, no.

979
00:47:08,520 --> 00:47:11,680
I understand that I can't
see any technology here

980
00:47:11,960 --> 00:47:13,920
and ultimately when this
turns out to be a big game,

981
00:47:14,000 --> 00:47:15,640
it has to be technology enabled.

982
00:47:15,880 --> 00:47:19,240
And for that reason, I am out.
I wish you the best.

983
00:47:19,400 --> 00:47:20,480
Thank you.

984
00:47:20,880 --> 00:47:23,400
The direction you are
trying to take it towards,

985
00:47:23,480 --> 00:47:26,280
which is a whole
demand-supply marketplace,

986
00:47:26,520 --> 00:47:29,040
which Airbnb, Urban Company,

987
00:47:29,120 --> 00:47:29,880
We Work.

988
00:47:29,960 --> 00:47:33,440
We Work, even Cars24 model,

989
00:47:33,680 --> 00:47:37,600
that is like an economy of scale model.

990
00:47:37,680 --> 00:47:41,600
- Correct.
- So, such deep tech and,

991
00:47:41,680 --> 00:47:44,760
you know, I think without
raising at least 200-300 Cr,

992
00:47:45,320 --> 00:47:49,160
it can't become a large business because

993
00:47:49,240 --> 00:47:51,840
there are a lot of initial setbacks

994
00:47:51,920 --> 00:47:54,160
to create enough demand
and create enough supply.

995
00:47:54,240 --> 00:47:57,320
So for me, this is not a
fit and for that reason I am out.

996
00:47:57,400 --> 00:47:58,280
Alright!

997
00:48:01,120 --> 00:48:04,520
You said you have an interest,
a term-sheet?

998
00:48:04,880 --> 00:48:06,080
So, what was the valuation there?

999
00:48:06,160 --> 00:48:07,280
There is no term-sheet presently.

1000
00:48:07,360 --> 00:48:08,240
- We have.
- He said he has.

1001
00:48:08,320 --> 00:48:11,560
Yes, our floor valuation is 25 Cr,

1002
00:48:12,840 --> 00:48:13,680
and our

1003
00:48:14,320 --> 00:48:16,360
CAP valuation is 37.5.

1004
00:48:16,560 --> 00:48:19,080
- And here, you are asking for 60 Cr?
- Why are you asking for 60 CR here?

1005
00:48:19,160 --> 00:48:21,440
No, our term-sheet is 3 months old,
actually.

1006
00:48:21,520 --> 00:48:23,360
No, no, seriously.

1007
00:48:23,520 --> 00:48:26,080
Remember the floor.

1008
00:48:26,480 --> 00:48:28,640
Your valuation increases on Shark tank.

1009
00:48:28,720 --> 00:48:30,440
There's nothing left now, Peyush.

1010
00:48:30,640 --> 00:48:31,800
Nothing's left to talk.

1011
00:48:31,880 --> 00:48:33,120
No, I have something.

1012
00:48:34,720 --> 00:48:37,080
Tell me why didn't you
raise funding in 18 months?

1013
00:48:37,160 --> 00:48:39,480
We wanted to be on
stealth-mode for some time

1014
00:48:39,560 --> 00:48:41,680
- and build...
- Is this the truth?

1015
00:48:41,760 --> 00:48:43,120
- Yes, absolutely!
- Hand to heart.

1016
00:48:43,200 --> 00:48:45,560
Hand to heart. I mean,
honestly, if I go into the market

1017
00:48:45,640 --> 00:48:47,160
and ask for money, I'll get it.

1018
00:48:47,400 --> 00:48:50,440
But I want to take it
from those who can help us

1019
00:48:50,520 --> 00:48:53,160
in technology,
and penetrate in B2C market.

1020
00:48:53,360 --> 00:48:55,480
- Correct answer.
- Technology! Technology!

1021
00:48:55,560 --> 00:48:57,520
And what is the vision?

1022
00:48:57,880 --> 00:49:00,560
We want to become the Airbnb of storage

1023
00:49:00,640 --> 00:49:02,920
and we want to make a 500
Cr company in the next 5 years.

1024
00:49:03,000 --> 00:49:05,040
- We will make you an offer.
- Yes, sir.

1025
00:49:05,120 --> 00:49:07,320
50 lacs, 5% equity.

1026
00:49:07,760 --> 00:49:09,440
Me and Namita will come together.

1027
00:49:11,320 --> 00:49:13,680
We'll split the risk because
it's a little early stage.

1028
00:49:13,760 --> 00:49:14,280
Yeah

1029
00:49:14,360 --> 00:49:17,160
And we'll give you 50 lacs debt

1030
00:49:17,520 --> 00:49:19,000
at 12%

1031
00:49:20,280 --> 00:49:21,280
interest,

1032
00:49:21,360 --> 00:49:22,640
as and when you need it.

1033
00:49:25,640 --> 00:49:27,640
Sharks, we want to
make an counter offer.

1034
00:49:28,920 --> 00:49:33,160
We can look at up to 6% of our equity.

1035
00:49:33,240 --> 00:49:34,600
- For 1 CR?
- For 1 Cr.

1036
00:49:35,280 --> 00:49:36,640
What will be the valuation?

1037
00:49:37,320 --> 00:49:39,600
16 CR.

1038
00:49:41,600 --> 00:49:42,720
All equity?

1039
00:49:45,320 --> 00:49:46,400
All equity.

1040
00:49:46,600 --> 00:49:47,840
Join mid-way.

1041
00:49:48,240 --> 00:49:49,960
Make counter-counter.

1042
00:49:54,320 --> 00:49:56,720
No, I think I'll stay firm on my offer.

1043
00:49:57,280 --> 00:49:58,720
- Sure.
- Not I, but we.

1044
00:49:58,800 --> 00:50:00,640
Yes, sorry. I mean...

1045
00:50:00,960 --> 00:50:04,040
I think I am okay to take
the 50 lacs as equity right now,

1046
00:50:04,280 --> 00:50:05,960
because we don't
want to dilute you more.

1047
00:50:07,840 --> 00:50:10,600
We are basically taking
5% equity between 2 people.

1048
00:50:10,680 --> 00:50:13,160
Taking the risk at this
stage when it is too early,

1049
00:50:13,360 --> 00:50:16,080
and post that, whether or not
you have the term-sheet or investors,

1050
00:50:16,160 --> 00:50:17,800
I am not putting any conditions.

1051
00:50:18,040 --> 00:50:20,600
No matter whether anyone comes
in or not, it is an unconditional offer.

1052
00:50:20,680 --> 00:50:22,480
But it's a final offer.

1053
00:50:22,640 --> 00:50:24,520
And your final offer is?

1054
00:50:24,600 --> 00:50:26,760
50 lac, 5%, 50 lacs debt.

1055
00:50:26,840 --> 00:50:28,520
You take that debt if you need it.

1056
00:50:28,600 --> 00:50:29,800
I mean, it's not necessary.

1057
00:50:29,880 --> 00:50:31,240
No, but you have to give him 1 Cr.

1058
00:50:31,520 --> 00:50:32,560
Yes, we'll give you.

1059
00:50:33,880 --> 00:50:37,760
So Shark, we
have a final counter-offer.

1060
00:50:37,840 --> 00:50:41,240
50 lacs for 3.5% equity,

1061
00:50:41,320 --> 00:50:44,160
and debt as and when required.

1062
00:50:44,240 --> 00:50:46,560
- This is our final offer.
- 50 lacs 4%. Deal done.

1063
00:50:50,200 --> 00:50:51,720
Not bad. Take them both.

1064
00:50:51,800 --> 00:50:54,360
50 lacs for 3.75%.

1065
00:50:54,760 --> 00:50:57,320
- Don't do this for 0.25%.
- Sharks, it is important to you.

1066
00:50:57,520 --> 00:50:58,440
It's more important to us.

1067
00:50:58,520 --> 00:51:01,000
It's not that important. We will manage.

1068
00:51:06,920 --> 00:51:07,840
Okay, Shark!

1069
00:51:07,920 --> 00:51:11,680
- Alright! Wow!
- Deal done. Superb!

1070
00:51:13,120 --> 00:51:14,160
Well done!

1071
00:51:14,720 --> 00:51:17,040
You got the deal because
you're wearing red today.

1072
00:51:17,120 --> 00:51:20,720
- The entire set is also red here.
- I had already seen your Instagram video.

1073
00:51:22,120 --> 00:51:23,640
You also changed your logo.

1074
00:51:24,760 --> 00:51:26,920
How many color t-shirts
did you bring with you?

1075
00:51:29,040 --> 00:51:31,600
I think you will have
to work on your tech platform,

1076
00:51:31,680 --> 00:51:33,760
which is why the
higher equity right now.

1077
00:51:33,960 --> 00:51:35,560
- Thank you. Thank you.
- Congratulations!

1078
00:51:44,200 --> 00:51:46,400
- Thank you, Sharks!
- Good job!

1079
00:51:46,480 --> 00:51:47,280
Thank you.

1080
00:51:50,120 --> 00:51:52,960
Sudeep, Swati, Sajid. Congratulations!

1081
00:51:53,040 --> 00:51:55,040
How are you feeling? Were you feeling

1082
00:51:55,240 --> 00:51:56,640
confident when you came out?

1083
00:51:56,720 --> 00:51:58,560
Yes, I think we were feeling amazing.

1084
00:51:58,640 --> 00:52:00,920
We have got amazing Sharks

1085
00:52:01,000 --> 00:52:01,920
to support us.

1086
00:52:02,000 --> 00:52:05,400
What do you think about the
experience with these 2 Sharks,

1087
00:52:05,520 --> 00:52:08,400
what experience exactly do
you want from them to make sure that

1088
00:52:08,480 --> 00:52:10,480
Store my Goods gets
to the place you want to?

1089
00:52:10,560 --> 00:52:13,080
I think the 2nd Shark, Namita,

1090
00:52:13,160 --> 00:52:16,960
she has already observed
and used this concept in US.

1091
00:52:17,040 --> 00:52:18,840
I think that will add a lot of advantage

1092
00:52:18,920 --> 00:52:20,400
for understanding
the complete eco-system.

1093
00:52:20,680 --> 00:52:21,560
That's perfect!

1094
00:52:21,640 --> 00:52:26,200
If you have some place to pack my
emotional baggage, please let me know.

1095
00:52:26,280 --> 00:52:28,400
- You will get a lot of money.
- Definitely!

1096
00:52:28,640 --> 00:52:31,120
Also, congratulations
from Cash free payments.

1097
00:52:31,280 --> 00:52:33,120
India's leading payment solution.

1098
00:52:33,200 --> 00:52:34,640
And on their behalf.

1099
00:52:35,040 --> 00:52:36,240
you get

1100
00:52:36,640 --> 00:52:40,120
free credits for
transactions worth 30 lacs.

1101
00:52:40,200 --> 00:52:42,960
So, now you can accept
your online payments.

1102
00:52:43,200 --> 00:52:46,120
and payout as well,
all you got to do is scan this barcode.

1103
00:52:46,320 --> 00:52:48,080
Congratulations! There you go!

1104
00:52:48,400 --> 00:52:49,920
- There you go! Well negotiated.
- Thank you so much.

1105
00:52:50,000 --> 00:52:51,280
- Congratulations.
- Thank you! Thank you!

1106
00:52:51,520 --> 00:52:54,360
And for more information,
make sure you log on

1107
00:52:54,520 --> 00:52:55,520
to Cashfree.com.

1108
00:52:55,600 --> 00:52:56,680
- Thank you so much.
- Thank you.

1109
00:52:57,200 --> 00:52:59,720
Our next pitchers are 2 close friends.

1110
00:52:59,800 --> 00:53:01,880
2 brothers from another mothers,

1111
00:53:02,080 --> 00:53:05,040
whose friendship is turned
into business partnership.

1112
00:53:05,120 --> 00:53:08,040
And they did not need to marry
their kids, like films. That's great!

1113
00:53:08,400 --> 00:53:11,280
So, let's see if Himanshu
and Nakul impress the Sharks or not.

1114
00:53:12,480 --> 00:53:13,960
What is Devnagri?

1115
00:53:14,200 --> 00:53:15,520
- It is Lipi.
- It's some...

1116
00:53:15,600 --> 00:53:17,720
It's a tech.

1117
00:53:17,800 --> 00:53:19,800
Because there's just laptop. AI.

1118
00:53:20,000 --> 00:53:21,480
Oh!

1119
00:53:21,680 --> 00:53:23,160
Peyush, technology!

1120
00:53:38,600 --> 00:53:39,840
Greetings, Sharks!

1121
00:53:40,400 --> 00:53:42,120
My name is Himanshu Sharma.

1122
00:53:42,520 --> 00:53:45,040
Greetings, Sharks!
My name is Nakul Kundra.

1123
00:53:45,240 --> 00:53:47,280
We are co-founders of Devnagri

1124
00:53:47,360 --> 00:53:49,160
and we are from Delhi.

1125
00:53:49,320 --> 00:53:53,240
Sharks, I want to tell you
beautiful line of our country.

1126
00:53:53,520 --> 00:53:56,720
Where the water changes every 4 km,
and the dialect changes at 12!

1127
00:53:56,800 --> 00:53:59,520
- Wow!
- Even today, 90% Indians

1128
00:53:59,600 --> 00:54:01,720
speak in their native language

1129
00:54:02,000 --> 00:54:04,400
and they do not know English.

1130
00:54:04,880 --> 00:54:07,080
If we talk about internet world,

1131
00:54:07,160 --> 00:54:09,480
only 0.1% content

1132
00:54:09,560 --> 00:54:12,080
is available in Indian
languages on internet.

1133
00:54:12,280 --> 00:54:13,160
- True.
- Imagine,

1134
00:54:13,360 --> 00:54:15,320
when 90% of Indians

1135
00:54:15,400 --> 00:54:17,800
i.e. a population of more than 100 CR,

1136
00:54:17,880 --> 00:54:20,920
what will they consume on Internet?

1137
00:54:21,000 --> 00:54:23,000
We have internet and smart-phones,

1138
00:54:23,080 --> 00:54:26,400
but we have no content to consume.

1139
00:54:26,680 --> 00:54:28,520
And this is a huge problem

1140
00:54:28,600 --> 00:54:30,960
which we are solving through Devnagri.

1141
00:54:31,440 --> 00:54:35,160
Devnagri is an AI-powered
Human Translation platform

1142
00:54:35,320 --> 00:54:38,760
which provides translation
services in 12 Indian languages.

1143
00:54:39,000 --> 00:54:41,280
We have created our
machine-translation engine,

1144
00:54:41,360 --> 00:54:43,440
which is 85% accurate.

1145
00:54:43,640 --> 00:54:45,680
We have made this technology in India.

1146
00:54:45,760 --> 00:54:48,960
Our aim is to reach those 100 Cr Indians

1147
00:54:49,040 --> 00:54:50,640
who don't know English

1148
00:54:50,720 --> 00:54:54,360
and who live in Tier-II,
Tier-III cities and villages.

1149
00:54:54,520 --> 00:54:57,480
For this, we enable businesses,

1150
00:54:57,560 --> 00:55:01,600
to localise their digital content,
and their communication.

1151
00:55:01,800 --> 00:55:04,960
For that,
we created our translation engine

1152
00:55:05,040 --> 00:55:10,960
that you can check online
at www.translate.devnagri.com

1153
00:55:11,200 --> 00:55:13,720
Devnagri was started in 2020.

1154
00:55:15,080 --> 00:55:18,560
Today Devnagri has 70+ clients

1155
00:55:18,640 --> 00:55:21,280
to whom we provide
translation services.

1156
00:55:21,360 --> 00:55:24,440
We have also made a community
of 5000 human translators.

1157
00:55:24,520 --> 00:55:26,720
Now, we are doing
text-to-text translation

1158
00:55:26,800 --> 00:55:28,840
and we have started image translation.

1159
00:55:29,080 --> 00:55:30,920
We also want to do voice translation.

1160
00:55:31,000 --> 00:55:32,280
Sharks, just imagine,

1161
00:55:32,480 --> 00:55:33,880
if 100 Cr people

1162
00:55:34,360 --> 00:55:36,280
can become a part of Digital India,

1163
00:55:36,560 --> 00:55:38,400
learn it, understand it,

1164
00:55:38,800 --> 00:55:41,240
and create their start-up
in their own language,

1165
00:55:41,400 --> 00:55:43,080
without any language barrier,

1166
00:55:43,360 --> 00:55:46,080
the smile on their
faces is what we want.

1167
00:55:46,560 --> 00:55:48,080
We want 100 Cr smiles.

1168
00:55:48,160 --> 00:55:49,440
This is our aim.

1169
00:55:49,600 --> 00:55:52,280
So Sharks, our ask is 1% equity

1170
00:55:52,360 --> 00:55:53,480
for 1 Cr.

1171
00:55:53,640 --> 00:55:55,160
- Woah!
- So Sharks,

1172
00:55:55,240 --> 00:55:57,760
let's eradicate this language barrier

1173
00:55:57,920 --> 00:56:00,800
and make our India
a self-reliant nation.

1174
00:56:01,320 --> 00:56:02,880
100 Cr valuation!

1175
00:56:02,960 --> 00:56:04,240
- Yes.
- Yes.

1176
00:56:04,480 --> 00:56:05,720
So, Himanshu, Nakul,

1177
00:56:05,800 --> 00:56:09,080
the Google translate
which we are already using,

1178
00:56:10,360 --> 00:56:11,680
how will you compete with it?

1179
00:56:11,760 --> 00:56:15,040
Google translate is good
for general translations.

1180
00:56:15,280 --> 00:56:17,480
I want to go there.
I want to go there tomorrow.

1181
00:56:17,680 --> 00:56:18,680
They can do it.

1182
00:56:18,880 --> 00:56:21,520
- But if we talk of business...
- They also do full texts.

1183
00:56:21,600 --> 00:56:23,320
- Right, whole page.
- Yes, full texts, but

1184
00:56:23,400 --> 00:56:25,680
when we talk about business,
let's say, mobile.

1185
00:56:25,880 --> 00:56:28,200
Mobile word can be a phone in e-commerce

1186
00:56:28,360 --> 00:56:31,000
but in transportation industry,
mobile means to walk.

1187
00:56:31,560 --> 00:56:34,120
So, how will machine
understand this context?

1188
00:56:34,320 --> 00:56:37,520
So, what we are doing is,
we are domanizing the industries

1189
00:56:37,760 --> 00:56:41,240
and making machine translations
specific to those industries.

1190
00:56:41,720 --> 00:56:43,200
And we are targeting B2B.

1191
00:56:43,680 --> 00:56:45,680
But it can also be done on mobiles

1192
00:56:45,760 --> 00:56:48,600
like, you can see someone's phone,
nowadays, they write in Hindi.

1193
00:56:48,680 --> 00:56:50,320
Social media has Hindi.

1194
00:56:50,400 --> 00:56:53,000
Nowadays, keyboards are available.

1195
00:56:53,080 --> 00:56:55,680
- You write in English and it will be
translated in Hindi, right? -Correct.

1196
00:56:56,360 --> 00:56:58,200
So, there are 4 things here.

1197
00:56:58,400 --> 00:57:00,400
This eco-system is made from 4 things.

1198
00:57:00,480 --> 00:57:03,360
First, we do not have content,
we'll have to make content available.

1199
00:57:04,120 --> 00:57:06,640
When we'll have content,
we'll have to search them.

1200
00:57:06,840 --> 00:57:09,360
When search is done,
then we'll have to type

1201
00:57:09,440 --> 00:57:11,200
and make it searchable.

1202
00:57:11,280 --> 00:57:14,520
Then, we go to the engagement model,
where we can engage.

1203
00:57:14,880 --> 00:57:19,040
So, firstly, we are talking
only about content availability.

1204
00:57:19,280 --> 00:57:20,680
We are also working on search.

1205
00:57:20,760 --> 00:57:24,160
About input, as you say,
translation or transliteration engine,

1206
00:57:24,320 --> 00:57:26,040
we have that of our own

1207
00:57:26,240 --> 00:57:27,520
in multiple Indian languages.

1208
00:57:27,600 --> 00:57:29,360
We are presently supporting
12 Indian languages.

1209
00:57:29,440 --> 00:57:31,160
You said transliteration?

1210
00:57:31,240 --> 00:57:33,760
And before that you used a word,
translation.

1211
00:57:33,960 --> 00:57:34,760
Yeah.

1212
00:57:34,840 --> 00:57:37,080
Explain the difference to our audience.

1213
00:57:37,160 --> 00:57:37,760
Okay.

1214
00:57:37,840 --> 00:57:39,200
My name is Nakul.

1215
00:57:39,640 --> 00:57:40,760
"Mera naam Nakul hai."

1216
00:57:40,840 --> 00:57:41,280
Okay.

1217
00:57:41,360 --> 00:57:43,000
We call this translation.

1218
00:57:43,080 --> 00:57:44,360
Transliteration is,

1219
00:57:44,440 --> 00:57:47,320
if I write,
'My name is Nakul', in Hindi,

1220
00:57:47,400 --> 00:57:49,160
and by using Hindi script.

1221
00:57:49,320 --> 00:57:53,160
He'll read 'My name is Nakul',
but it will be written in Hindi.

1222
00:57:53,400 --> 00:57:55,680
- Exactly. So, only the script will change.
- Correct.

1223
00:57:55,760 --> 00:57:57,280
So, what are you doing?

1224
00:57:57,360 --> 00:57:58,480
We do both.

1225
00:57:58,560 --> 00:58:01,920
We do transliteration because,
let's say, there's a Hindi song

1226
00:58:02,240 --> 00:58:04,000
and we want to read it in English,

1227
00:58:04,200 --> 00:58:06,960
so, we can give the
APIs to those companies.

1228
00:58:07,200 --> 00:58:10,200
This is our API and the Google
API is currently not working.

1229
00:58:10,360 --> 00:58:11,960
Who are your customers

1230
00:58:12,040 --> 00:58:13,320
and what problems do they have?

1231
00:58:13,400 --> 00:58:18,160
Usually, like we have
catered 4 industries.

1232
00:58:18,320 --> 00:58:19,640
Ed-tech, e-commerce,

1233
00:58:19,720 --> 00:58:21,240
publishers and BFSI.

1234
00:58:21,400 --> 00:58:23,040
So, in Ed-tech, like,

1235
00:58:23,120 --> 00:58:24,640
there's NEP policy.

1236
00:58:24,720 --> 00:58:27,680
A lot of people want
to study in Indian languages.

1237
00:58:27,920 --> 00:58:29,760
Engineering will be in Indian language.

1238
00:58:29,840 --> 00:58:32,600
How will they translate
so much of that content?

1239
00:58:32,760 --> 00:58:34,440
Question banks, answers...

1240
00:58:34,640 --> 00:58:37,640
So, we provide this solution in Ed-tech.

1241
00:58:37,800 --> 00:58:39,720
For businesses, we have

1242
00:58:39,800 --> 00:58:42,360
a platform called DOTA
which we also call as Vaayu.

1243
00:58:42,560 --> 00:58:44,000
Devnagri on the air.

1244
00:58:44,320 --> 00:58:48,160
We'll give a gif Java snippet
to your website at any real-time,

1245
00:58:48,240 --> 00:58:49,560
and within 30 minutes

1246
00:58:49,640 --> 00:58:51,640
- your website will be translated into...
- Wow

1247
00:58:51,720 --> 00:58:53,000
multiple Indian languages.

1248
00:58:53,080 --> 00:58:56,080
So, until now you were
catering for English,

1249
00:58:56,160 --> 00:58:57,680
you can cater all the Indians now.

1250
00:58:57,760 --> 00:58:58,760
You'll do text conversion.

1251
00:58:58,840 --> 00:59:00,480
- Yes, sir. Text conversion.
- Only texts.

1252
00:59:00,560 --> 00:59:02,600
As you want it. If you say,

1253
00:59:02,680 --> 00:59:04,960
you want course content
in different languages,

1254
00:59:05,040 --> 00:59:06,240
- we'll help you in that.
- But only text.

1255
00:59:06,320 --> 00:59:09,480
So, he said,
he eventually wants to do voice.

1256
00:59:09,560 --> 00:59:10,320
Correct.

1257
00:59:10,400 --> 00:59:11,640
That boat has sailed.

1258
00:59:14,320 --> 00:59:16,720
The voice translation today..

1259
00:59:16,800 --> 00:59:19,040
You take a movie or an ad,

1260
00:59:19,320 --> 00:59:20,640
it's playing in Hindi.

1261
00:59:20,720 --> 00:59:23,480
That same ad,
through machine translation,

1262
00:59:23,560 --> 00:59:24,960
you can hear in English.

1263
00:59:25,040 --> 00:59:26,640
- Correct, sir!
- And you cannot tell the difference

1264
00:59:26,720 --> 00:59:28,240
whether it is machine or human.

1265
00:59:28,320 --> 00:59:29,840
- That boat has sailed, man!
- Correct.

1266
00:59:29,920 --> 00:59:31,320
- A lot of companies are doing that.
- Sir, the thing is...

1267
00:59:31,400 --> 00:59:34,640
There are a lot of business cases,
if we talk about voice.

1268
00:59:34,720 --> 00:59:36,120
For example, call centre support.

1269
00:59:36,200 --> 00:59:39,800
So, let's understand this problem.
Suppose there's a call at call centre,

1270
00:59:40,200 --> 00:59:42,480
- let's say, it's in Marathi.
- Yes.

1271
00:59:42,560 --> 00:59:46,160
And the support representative
I have at the call centre,

1272
00:59:46,360 --> 00:59:48,120
does not understand Marathi. So,

1273
00:59:48,560 --> 00:59:50,000
- what will you do there?
- Exactly, sir. Exactly. Bingo.

1274
00:59:50,080 --> 00:59:51,840
So, this is what we
are trying to achieve.

1275
00:59:52,040 --> 00:59:54,280
That we'll open a call
centre with 1 language

1276
00:59:54,360 --> 00:59:56,920
and no matter what Indian language,

1277
00:59:57,000 --> 01:00:01,160
if we get a call,
we'll answer it in our local language.

1278
01:00:01,240 --> 01:00:03,080
Say, for example, I know Hindi,

1279
01:00:03,240 --> 01:00:04,760
you are calling me in Marathi,

1280
01:00:04,840 --> 01:00:08,640
I am answering in Hindi
but I can understand your Marathi.

1281
01:00:08,720 --> 01:00:11,040
- On-the-fly translation?
- On the fly. On the fly.

1282
01:00:11,120 --> 01:00:12,080
- Absolutely possible sir.
- Real-time.

1283
01:00:12,160 --> 01:00:13,040
Absolutely.

1284
01:00:13,680 --> 01:00:16,400
- How will it come in your algorithm?
- Exactly.

1285
01:00:16,480 --> 01:00:19,760
So, what we do is we make data sets,
training our AIs.

1286
01:00:19,840 --> 01:00:22,920
Plus we have community support, 5000+,

1287
01:00:23,120 --> 01:00:26,840
- which enables us to contextualize more.
- What do they do?

1288
01:00:26,920 --> 01:00:29,400
5000+ human translators,

1289
01:00:29,480 --> 01:00:30,520
what is their role?

1290
01:00:30,600 --> 01:00:34,200
Like, a client gives
us their format files.

1291
01:00:34,560 --> 01:00:36,880
Like, json format, or xml format,

1292
01:00:36,960 --> 01:00:39,960
whatever format they use
for their digital purposes,

1293
01:00:40,120 --> 01:00:42,520
we take that through our platform,

1294
01:00:42,600 --> 01:00:44,920
do real-time machine translation,

1295
01:00:45,120 --> 01:00:48,920
and then distribute this in our
community to vet this machine translation.

1296
01:00:49,160 --> 01:00:52,160
So, when they vet it,
the differences we get

1297
01:00:52,240 --> 01:00:53,960
that he has changed this in this word,

1298
01:00:54,240 --> 01:00:57,800
we understand its context industry,
target audience,

1299
01:00:57,880 --> 01:00:59,280
build the algorithm,

1300
01:00:59,480 --> 01:01:01,680
that it should not be
like this from next time.

1301
01:01:01,880 --> 01:01:05,280
So, next time if we get the
same sentence, we'll be more perfect.

1302
01:01:05,440 --> 01:01:08,280
So, this like self-learning
model which we have implemented.

1303
01:01:08,480 --> 01:01:11,080
Yesterday, I got to know that
Shark is known as Shark in Hindi.

1304
01:01:11,760 --> 01:01:13,040
- I see.
- There's no Hindi word for that.

1305
01:01:13,120 --> 01:01:15,160
- The whole season is over and
you did not know that yet? -Really?

1306
01:01:15,240 --> 01:01:16,960
And even you are known
as Vineeta in Hindi.

1307
01:01:17,760 --> 01:01:18,840
- Sorry, bad joke.
- Oh God!

1308
01:01:19,960 --> 01:01:22,000
- How did you open this site?
- This is your site.

1309
01:01:22,080 --> 01:01:23,200
Yeah, let's go.

1310
01:01:24,480 --> 01:01:26,520
- This is in English now.
- Yes.

1311
01:01:27,120 --> 01:01:29,360
I inserted a Java script into it.

1312
01:01:29,440 --> 01:01:30,600
Let's see it.

1313
01:01:32,360 --> 01:01:33,400
Okay.

1314
01:01:35,400 --> 01:01:36,680
Zoom it.

1315
01:01:38,440 --> 01:01:40,720
Million stories of success.

1316
01:01:41,040 --> 01:01:42,600
Success stories was written in English.

1317
01:01:42,840 --> 01:01:44,920
I know, but does this not
look a little weird as well?

1318
01:01:45,000 --> 01:01:47,360
Correct, I am not saying
that I am 100% correct.

1319
01:01:47,440 --> 01:01:48,920
That's why he said he is 85%.

1320
01:01:49,000 --> 01:01:50,160
Yeah. I did not say 100%.

1321
01:01:50,240 --> 01:01:52,080
But this comes under the15%,
that's not good enough.

1322
01:01:53,320 --> 01:01:54,840
This Java script of yours,

1323
01:01:55,000 --> 01:01:57,920
- even Google provides this Java script.
- Yes.

1324
01:01:58,000 --> 01:02:00,240
So, how different is your Java script?

1325
01:02:00,320 --> 01:02:04,000
If today,
Anupam wants to translate shaadi.com,

1326
01:02:04,080 --> 01:02:05,920
and add a translation widget above,

1327
01:02:06,000 --> 01:02:08,760
why will he come to you?
He can use Google.

1328
01:02:08,840 --> 01:02:10,560
He can get 300 scripts in market.

1329
01:02:11,360 --> 01:02:14,760
If yours is 85%,
then Google might have 75%.

1330
01:02:14,840 --> 01:02:15,480
Correct.

1331
01:02:15,560 --> 01:02:19,280
Why not? We can add human
touch and make it 100%.

1332
01:02:19,360 --> 01:02:21,120
How will you do SEO?

1333
01:02:21,200 --> 01:02:24,280
You need a source page to be
in that particular language, right?

1334
01:02:24,360 --> 01:02:25,320
That also we do.

1335
01:02:25,400 --> 01:02:28,160
- You won't get many visitors...
- You'll provide an add-on service.

1336
01:02:28,240 --> 01:02:29,720
No, it's in the product.

1337
01:02:29,800 --> 01:02:32,720
What I'll do is, you'll open shaadi.com
in English, it'll open in English.

1338
01:02:32,800 --> 01:02:35,760
If you open Hi.shaadi.com,
it will open Hindi.

1339
01:02:35,840 --> 01:02:38,080
And it will have
different URLs altogether.

1340
01:02:38,160 --> 01:02:41,120
So, you are a digitization
service company,

1341
01:02:41,200 --> 01:02:43,200
that offers digitization services.

1342
01:02:43,280 --> 01:02:46,160
There is a difference for consumers,
more or less.

1343
01:02:46,240 --> 01:02:49,080
But when I would want
translation for my business,

1344
01:02:49,160 --> 01:02:51,440
- you can provide me with better job.
- Exactly, sir.

1345
01:02:51,680 --> 01:02:52,480
- Correct.
- Am I right?

1346
01:02:52,560 --> 01:02:53,720
So, you are better than Google.

1347
01:02:53,800 --> 01:02:55,080
On papers, yes.

1348
01:02:55,160 --> 01:02:57,000
But in longer term,
somebody will catch up.

1349
01:02:57,080 --> 01:02:58,520
- Right.
- And they will catch up automatically.

1350
01:02:58,600 --> 01:03:00,160
- Do you understand Captcha?
- Yes.

1351
01:03:00,360 --> 01:03:01,840
Google can use Captcha

1352
01:03:01,920 --> 01:03:04,520
to do translation and
better and better over time.

1353
01:03:06,240 --> 01:03:08,040
- Explain your technology now.
- What is your differentiator?

1354
01:03:08,120 --> 01:03:11,480
How will we excel?
We, of course, have a human layer

1355
01:03:11,560 --> 01:03:13,520
of 5000 translators.

1356
01:03:13,600 --> 01:03:15,760
- We can take them to 1 lac.
- Okay.

1357
01:03:15,840 --> 01:03:17,240
We have made a family right now,

1358
01:03:17,440 --> 01:03:18,560
we call it as Kutumb.

1359
01:03:18,640 --> 01:03:21,440
So, we pay all the
freelancer translators

1360
01:03:21,520 --> 01:03:22,560
for their work.

1361
01:03:22,640 --> 01:03:25,560
So, some % of what revenue we get,
we pay to them.

1362
01:03:25,640 --> 01:03:27,800
And they edit in
our machine translations

1363
01:03:27,880 --> 01:03:30,520
and we teach it on the
basis of that algorithm.

1364
01:03:30,760 --> 01:03:32,080
We can make this scale.

1365
01:03:32,160 --> 01:03:35,160
For example,
you give us 10,000 words to translate.

1366
01:03:35,240 --> 01:03:39,040
You want it today, within
half an hour or 1 hour with accuracy.

1367
01:03:39,120 --> 01:03:41,960
I can divide the 10,000
words into 10 people

1368
01:03:42,040 --> 01:03:45,200
and they can do it
quickly with 99.9% accuracy

1369
01:03:45,280 --> 01:03:47,040
- and you can use it on your system.
- Got it.

1370
01:03:47,120 --> 01:03:48,680
So, what is the vision
of your company now?

1371
01:03:48,760 --> 01:03:51,560
Sir, we want to be India's
Language Technology Company.

1372
01:03:51,640 --> 01:03:54,840
How do you charge clients
and what revenue do you make?

1373
01:03:54,920 --> 01:03:58,000
We started in 2020, so the
revenue for the 1st year was 2 Cr.

1374
01:03:58,080 --> 01:04:01,360
We are in the 3rd quarter
and our revenue is 3.5 Cr.

1375
01:04:01,440 --> 01:04:02,880
How much will you make in this year?

1376
01:04:02,960 --> 01:04:04,320
We'll make it 5 Cr +.

1377
01:04:04,400 --> 01:04:06,360
And you've recently
raised funding from IN?

1378
01:04:06,440 --> 01:04:08,800
Sir, we've raised funding
from V-Cat and IPV.

1379
01:04:08,880 --> 01:04:10,840
IPV, how much funding?

1380
01:04:11,040 --> 01:04:11,960
4.5 cr.

1381
01:04:12,040 --> 01:04:13,120
At what valuation?

1382
01:04:13,200 --> 01:04:14,000
24 Cr.

1383
01:04:14,080 --> 01:04:17,280
- You will exit your sales at 5 Cr, okay?
- Okay.

1384
01:04:17,360 --> 01:04:20,800
You've received a valuation
of 25 Cr 2-3 months back.

1385
01:04:20,880 --> 01:04:21,400
Yes.

1386
01:04:21,480 --> 01:04:25,680
What made you think, you would come here
in 3 months, for a valuation of 100 Cr?

1387
01:04:28,560 --> 01:04:29,840
- Say sorry, man.
- I don't understand.

1388
01:04:33,560 --> 01:04:36,800
You won't be able to do it,
just let them be. Just tell her,

1389
01:04:37,240 --> 01:04:38,320
you are out.

1390
01:04:39,560 --> 01:04:40,400
Tell them, man.

1391
01:04:40,600 --> 01:04:43,360
This valuation is 6 months old.

1392
01:04:43,440 --> 01:04:45,600
Not 3 months back, number 1.

1393
01:04:45,800 --> 01:04:47,880
In last 6 months, we have

1394
01:04:47,960 --> 01:04:49,680
on-boarded some government
clients as well,

1395
01:04:49,760 --> 01:04:52,880
plus we've tied up with some OEMs.

1396
01:04:52,960 --> 01:04:56,840
So, these are some enhancements we have
done in our business in last 6 months,

1397
01:04:56,920 --> 01:04:59,600
because of which we think
we deserve a better valuation.

1398
01:05:02,280 --> 01:05:03,920
Did you understand the valuation?

1399
01:05:04,040 --> 01:05:06,040
I want to know the miracle
that happened in the 6 months.

1400
01:05:06,120 --> 01:05:08,000
It happens in the tech company.

1401
01:05:08,440 --> 01:05:09,760
4 times?

1402
01:05:09,840 --> 01:05:12,960
It does not happen in cosmetics,
but here it does.

1403
01:05:14,560 --> 01:05:16,960
- Where did cosmetics come from?
- It happens in cosmetics as well.

1404
01:05:17,160 --> 01:05:18,680
Now it's done.

1405
01:05:20,400 --> 01:05:21,720
How is your equity split?

1406
01:05:21,800 --> 01:05:22,840
50-50 %, sir.

1407
01:05:22,920 --> 01:05:25,680
And now you round-raised,
so you must have diluted something.

1408
01:05:25,760 --> 01:05:27,160
19% dilution.

1409
01:05:27,240 --> 01:05:28,080
Oh!

1410
01:05:28,920 --> 01:05:31,400
I think you are human dependent,

1411
01:05:31,480 --> 01:05:33,480
this is not becoming
a technology company,

1412
01:05:33,560 --> 01:05:35,160
but a services company.

1413
01:05:37,520 --> 01:05:39,360
What you are doing is,

1414
01:05:39,520 --> 01:05:41,200
if someone is reading
through Peyush's specs,

1415
01:05:41,400 --> 01:05:43,520
and if someone is seeing English,
he can read it in Hindi.

1416
01:05:43,600 --> 01:05:44,960
That will be technology.

1417
01:05:46,080 --> 01:05:48,080
So, I think it's going
to be difficult for you,

1418
01:05:48,160 --> 01:05:50,720
unless you create a differentiation.

1419
01:05:50,880 --> 01:05:53,200
And today, I don't see it very clearly,

1420
01:05:53,360 --> 01:05:54,520
and so I am out.

1421
01:05:56,280 --> 01:05:58,600
You are very young and capable.
I wish you the best.

1422
01:05:59,200 --> 01:06:00,160
Thank you, sir.

1423
01:06:00,400 --> 01:06:03,840
This business, I think, to even
competing with Google is a big deal.

1424
01:06:04,520 --> 01:06:05,880
Come, Google!

1425
01:06:05,960 --> 01:06:07,760
I'll fight you. It's amazing, you know.

1426
01:06:08,120 --> 01:06:09,880
But I have no interest in it now.

1427
01:06:12,040 --> 01:06:13,680
For that reason, I am also out.

1428
01:06:14,160 --> 01:06:18,400
At this moment,
I think this is a risky business,

1429
01:06:18,480 --> 01:06:19,960
so for that reason I am out.

1430
01:06:20,400 --> 01:06:24,880
So, look, I think what you
are doing now is a services business

1431
01:06:26,040 --> 01:06:27,000
and that's not wrong.

1432
01:06:27,080 --> 01:06:29,360
This should be a profitable business,
a huge one!

1433
01:06:29,440 --> 01:06:33,840
But I'll have to be out today
because it'll take too long to scale.

1434
01:06:33,920 --> 01:06:35,400
And there can be competition as well.

1435
01:06:36,320 --> 01:06:39,520
Till now, I only have 3 technology
companies in my portfolio

1436
01:06:39,600 --> 01:06:42,320
and I was sure I wanted
1 more technology company.

1437
01:06:43,560 --> 01:06:46,840
- And your claim was...
- She wants it all, man. Careful.

1438
01:06:46,920 --> 01:06:48,800
I want to "invest".

1439
01:06:51,360 --> 01:06:52,880
I'll give you an offer.

1440
01:06:54,360 --> 01:06:55,360
Oh wow!

1441
01:06:55,440 --> 01:06:59,320
Basically I'd like to give
you 50 lacs in equity for 2%

1442
01:06:59,400 --> 01:07:01,720
and 50 lacs in debt for 12%.

1443
01:07:03,200 --> 01:07:04,200
Good offer.

1444
01:07:04,280 --> 01:07:06,000
I think we have to talk once.

1445
01:07:07,200 --> 01:07:08,320
It's a good offer.

1446
01:07:10,040 --> 01:07:11,560
What has happened to you all today?

1447
01:07:11,640 --> 01:07:13,520
Tell me do you find the valuation fine?

1448
01:07:17,480 --> 01:07:18,920
Tell us, tell us.

1449
01:07:19,000 --> 01:07:22,560
Because you have made us a
service company on national television,

1450
01:07:22,800 --> 01:07:24,520
what is your personal interest?

1451
01:07:24,600 --> 01:07:27,840
Just because you wanted
1 technology company today,

1452
01:07:27,920 --> 01:07:29,800
that's why you are
investing in Devnagri?

1453
01:07:32,600 --> 01:07:37,120
So, it's not that I woke up and
said I want a technology company today.

1454
01:07:37,200 --> 01:07:40,840
I think genuinely I face
a lot of problems in my company.

1455
01:07:40,920 --> 01:07:43,440
- I have 600 R&D teams.
- Correct.

1456
01:07:43,520 --> 01:07:45,480
And we are in 70 countries.

1457
01:07:45,640 --> 01:07:49,040
A lot of times when we,
especially in European countries,

1458
01:07:49,200 --> 01:07:52,600
when we get the R&D dockets,
the translation,

1459
01:07:52,880 --> 01:07:55,840
the complexity it has,

1460
01:07:55,920 --> 01:07:57,920
my R&D team faces that.

1461
01:07:58,000 --> 01:07:59,360
Rest is your wish,

1462
01:07:59,920 --> 01:08:02,920
to decide whether you
want me as an investor or not.

1463
01:08:03,000 --> 01:08:04,200
Completely your call.

1464
01:08:04,280 --> 01:08:06,760
So, can we do this at

1465
01:08:06,840 --> 01:08:08,440
- 1%. 50 lac?
- No.

1466
01:08:08,720 --> 01:08:09,640
At 1%?

1467
01:08:09,720 --> 01:08:11,440
Because that would be double valuation.

1468
01:08:11,640 --> 01:08:13,520
Can you commit us some business?

1469
01:08:13,600 --> 01:08:16,280
No. Absolutely not.

1470
01:08:17,240 --> 01:08:19,240
It was a good try.
It was your duty to try.

1471
01:08:19,440 --> 01:08:21,400
You should always be hustling
and selling, my friend.

1472
01:08:21,560 --> 01:08:23,480
But I also have to be honest.

1473
01:08:23,560 --> 01:08:27,080
The day we started, we knew
we were taking it up with Google,

1474
01:08:27,160 --> 01:08:29,480
- but we are used to it.
We think we can do it. -Amazing.

1475
01:08:29,560 --> 01:08:31,440
Make a quick decision.

1476
01:08:35,080 --> 01:08:38,520
- I think we should say sorry.
- With folded hands...

1477
01:08:38,600 --> 01:08:40,280
We cannot accept this offer.

1478
01:08:42,160 --> 01:08:43,440
Sure. Your decision.

1479
01:08:43,520 --> 01:08:44,720
You broke the heart, man.

1480
01:08:44,800 --> 01:08:46,040
- Thank you.
- Thank you.

1481
01:08:46,120 --> 01:08:48,720
- And wish you the very best.
- Thank you. Thank you very much.

1482
01:08:48,960 --> 01:08:50,000
- Thank you.
- Thanks for coming guys.

1483
01:08:50,080 --> 01:08:50,960
Bye guys.

1484
01:08:51,040 --> 01:08:52,080
- Good luck.
- Thank you.

1485
01:08:53,400 --> 01:08:54,960
This was pretty amazing.

1486
01:08:55,040 --> 01:08:57,480
Because the entrepreneurs
that are here today,

1487
01:08:57,840 --> 01:09:00,400
they have watched the episodes,

1488
01:09:01,120 --> 01:09:02,920
and then presented.

1489
01:09:03,200 --> 01:09:05,200
So, this was a different feeling.

1490
01:09:06,280 --> 01:09:08,840
I think they have now
learnt how to talk to Sharks.

1491
01:09:08,920 --> 01:09:11,200
- What to say and what not to say.
- I know. What to say.

1492
01:09:11,280 --> 01:09:13,280
I think, in the next season,
they'll be smarter than

1493
01:09:13,360 --> 01:09:14,280
- some of us also.
- Yes.

1494
01:09:14,360 --> 01:09:17,000
Because that 'Store my Goods'
was very clear, he wanted Peyush.

1495
01:09:17,080 --> 01:09:18,280
Just understand the
game of valuation as well.

1496
01:09:18,360 --> 01:09:20,640
Like that sneaker one was here for me.

1497
01:09:21,160 --> 01:09:22,360
Sure.

1498
01:09:23,120 --> 01:09:25,040
- All of them were for you, Aman.
- Okay. Sorry. Sorry.

1499
01:09:25,240 --> 01:09:26,880
Even we come for you.

1500
01:09:27,160 --> 01:09:28,240
But I'll tell you,

1501
01:09:28,320 --> 01:09:32,320
the category creation we
have done with Shark Tank India,

1502
01:09:32,600 --> 01:09:35,480
and you know the movement with that,

1503
01:09:35,760 --> 01:09:36,800
that has taken place in India,

1504
01:09:36,880 --> 01:09:39,680
entrepreneurship becoming
dinner table conversations.

1505
01:09:40,040 --> 01:09:43,400
It will be fun!
Just see how amazing Season 2 will be.

1506
01:09:43,600 --> 01:09:45,680
Indian Entrepreneurship has excelled.

1507
01:09:45,760 --> 01:09:47,040
They have learnt so much.

1508
01:09:47,120 --> 01:09:48,680
But what will we do?

1509
01:09:48,760 --> 01:09:51,840
We'll have to invest money in all the
deals if these are the entrepreneurs.

1510
01:09:52,200 --> 01:09:54,640
Just say, 'We will make it too.'

1511
01:09:55,760 --> 01:09:56,760
It's good for the country.

1512
01:09:56,840 --> 01:09:59,480
No, Anupam. You'll not have
to invest in all, we are here.

1513
01:09:59,720 --> 01:10:00,960
No, I was saying about us.

1514
01:10:01,040 --> 01:10:04,640
- I said us, man... -I don't think any
of us will have the need to invest,

1515
01:10:04,720 --> 01:10:06,320
- Namita is enough.
- Namita is there.

1516
01:10:06,520 --> 01:10:07,680
Namita is in form today.

1517
01:10:07,760 --> 01:10:10,080
She is different this time.