1 00:00:13,560 --> 00:00:16,000 [pleasant music playing] 2 00:00:16,520 --> 00:00:18,680 [birds chirping] 3 00:00:26,720 --> 00:00:28,200 'Darbhanga Junction' 4 00:00:31,080 --> 00:00:32,800 [engine revving] 5 00:00:35,440 --> 00:00:37,840 Come on, work well and quickly. 6 00:00:38,600 --> 00:00:40,560 Put them down carefully, please. 7 00:00:41,360 --> 00:00:42,680 The chillies have dried. 8 00:00:42,760 --> 00:00:45,320 Please mix it all thoroughly and well. 9 00:00:54,760 --> 00:00:57,160 'The average order value is Rs. 600.' 10 00:00:57,280 --> 00:00:59,600 - 'I loved it. - Just hearing you say 11 00:00:59,680 --> 00:01:00,880 'average order value made my day. ' 12 00:01:00,960 --> 00:01:01,840 Wonderful.' 13 00:01:03,960 --> 00:01:05,840 Within the first month of its launch, 14 00:01:05,920 --> 00:01:07,280 I made a sale of Rs. 2.5 lakh. 15 00:01:07,360 --> 00:01:08,760 Rs. 3 lakh in the second month, 16 00:01:08,840 --> 00:01:11,120 and Rs. 5 to 6 lakh in the third month. 17 00:01:11,200 --> 00:01:14,680 We didn't get any funds from Shark Tank. 18 00:01:14,840 --> 00:01:17,920 'I do wish to offer you a value-add, but I can't. 19 00:01:18,000 --> 00:01:19,520 'I am not able to give time.' 20 00:01:19,600 --> 00:01:21,440 - 'I'm out too. - Me too.' 21 00:01:22,000 --> 00:01:24,160 But there certainly was progress. 22 00:01:24,400 --> 00:01:28,680 The sale of three months took place overnight. 23 00:01:28,760 --> 00:01:31,040 [pleasant music playing] 24 00:01:33,800 --> 00:01:36,720 We are preparing the order we have received. 25 00:01:38,640 --> 00:01:41,600 We wish that JhaJi pickles reaches every household 26 00:01:41,800 --> 00:01:44,080 and every dining table. 27 00:01:44,160 --> 00:01:46,520 May it be a part of everyone's meal, 28 00:01:46,600 --> 00:01:48,800 and may they not eat food without it! 29 00:01:48,880 --> 00:01:50,080 - No... - Kalpana! 30 00:01:50,280 --> 00:01:51,280 Uma. 31 00:01:51,360 --> 00:01:53,080 Ah! 32 00:01:53,160 --> 00:01:54,720 Welcome! 33 00:01:56,160 --> 00:01:58,200 - What a surprise! - Welcome. 34 00:01:58,320 --> 00:02:00,400 I'm emotional. Look, I've got goosebumps. 35 00:02:00,480 --> 00:02:02,400 - Me too. Look. - Oh! 36 00:02:03,040 --> 00:02:07,480 'Kalpana and Uma have set an example for others.' 37 00:02:07,720 --> 00:02:12,040 'Their pitch just instantly won my heart.' 38 00:02:17,240 --> 00:02:19,040 - My mother scolded me. - Yes! 39 00:02:19,120 --> 00:02:21,480 - [indistinct] - That I keep saying that 40 00:02:21,560 --> 00:02:24,760 I want to make giants in India and invest in women. 41 00:02:24,880 --> 00:02:26,120 Then why didn't I give the cheque? 42 00:02:26,200 --> 00:02:28,680 The beauty of having regrets is 43 00:02:28,800 --> 00:02:30,840 - that you can correct them. - Yes. Absolutely. 44 00:02:30,920 --> 00:02:33,240 - We've come here to rectify it. - Lovely. 45 00:02:33,560 --> 00:02:36,640 We have another surprise for you. 46 00:02:39,080 --> 00:02:42,200 This is from Jharkhand Angels, Namita and me. 47 00:02:42,280 --> 00:02:45,200 For your inconclusive journey in Shark Tank Season 1. 48 00:02:45,320 --> 00:02:47,480 - Thank you so much. - We're here to give it conclusion. 49 00:02:47,560 --> 00:02:49,920 - You both deserve... - Thank you so much. 50 00:02:50,000 --> 00:02:53,360 [joyful song playing] 51 00:02:57,640 --> 00:02:59,840 What was the amount you asked for 52 00:02:59,920 --> 00:03:03,120 when you came in episode 1 of season 1? 53 00:03:06,680 --> 00:03:10,000 - Rs. 50 lakh. What's this amount? - Rs. 85 lakh. 54 00:03:20,680 --> 00:03:23,840 You have not just supported my company, 55 00:03:23,920 --> 00:03:26,520 but also these women who work with me. 56 00:03:26,760 --> 00:03:28,880 [joyful song playing] 57 00:03:30,280 --> 00:03:34,320 'I believe that Kalpana and Uma's story' 58 00:03:42,120 --> 00:03:44,080 [upbeat music playing] 59 00:03:44,560 --> 00:03:46,840 Lakhs of women will message them 60 00:03:46,920 --> 00:03:50,280 saying that their story inspired them to start their own business 61 00:03:50,360 --> 00:03:53,040 and show their husbands and children 62 00:03:53,160 --> 00:03:55,000 how successful they are. 63 00:03:55,080 --> 00:03:56,760 - Like this. - In this manner? 64 00:03:56,840 --> 00:03:58,840 - From top to bottom. - Right. 65 00:03:58,960 --> 00:04:00,560 - From the bottom. - Bottom to the top? 66 00:04:00,640 --> 00:04:01,600 Yes. 67 00:04:02,600 --> 00:04:05,080 Sometimes, we lose our way while focusing 68 00:04:05,280 --> 00:04:07,040 on just the destination. 69 00:04:07,560 --> 00:04:11,360 So, before beginning the new season, 70 00:04:11,560 --> 00:04:14,040 taking this detour was important. 71 00:04:14,120 --> 00:04:17,720 So, concluding the unfinished journeys of last season, 72 00:04:17,800 --> 00:04:20,760 we bring you a new season of Shark Tank India. 73 00:04:21,000 --> 00:04:23,400 So are you ready? 74 00:04:23,480 --> 00:04:25,480 - We're ready! - Yes, we are! 75 00:04:51,400 --> 00:04:54,800 [music playing] 76 00:05:05,600 --> 00:05:07,840 Such a cool logo. But what is this? 77 00:05:07,920 --> 00:05:09,360 Flowers for performing 'pooja'. 78 00:05:11,520 --> 00:05:13,520 A woman in a lovely sari will come now. 79 00:05:13,600 --> 00:05:14,760 - [chuckling] - 100%. 80 00:05:14,960 --> 00:05:16,440 A girl will come this time. 81 00:05:16,800 --> 00:05:19,160 [theme music playing] 82 00:05:38,080 --> 00:05:41,440 [theme music continues] 83 00:06:11,600 --> 00:06:13,760 [theme music fades] 84 00:06:21,760 --> 00:06:23,840 We are the founders of Hoovu Fresh. 85 00:06:32,160 --> 00:06:35,200 without which every 'pooja' is incomplete. 86 00:06:35,840 --> 00:06:38,760 Our practices of performing 'pooja' or worship may be different, 87 00:06:38,880 --> 00:06:41,520 but the sanctity and beauty of this experience 88 00:06:41,600 --> 00:06:43,440 is the same to everybody. 89 00:06:44,440 --> 00:06:47,480 But the preparation of this beautiful experience 90 00:06:47,560 --> 00:06:49,480 is extremely chaotic. 91 00:06:49,720 --> 00:06:53,240 Rushing to the market, haggling for the freshest flowers... 92 00:06:53,360 --> 00:06:55,880 And when we finally buy the flowers, 93 00:06:55,960 --> 00:06:58,240 they wilt within just a few hours. 94 00:06:59,040 --> 00:07:00,680 The 'pooja' industry in India 95 00:07:00,760 --> 00:07:02,840 is valued at over Rs. 2.5 lakh crore. 96 00:07:03,160 --> 00:07:05,840 Then why didn't any company capture the market? 97 00:07:06,000 --> 00:07:08,280 The main problem is freshness. 98 00:07:08,440 --> 00:07:10,200 [intense music playing] 99 00:07:10,720 --> 00:07:14,160 Flowers retain their freshness for a maximum of two or three days. 100 00:07:14,320 --> 00:07:17,760 And Hoovu Fresh is here with a solution. 101 00:07:19,240 --> 00:07:21,920 With the help of our in-house technique and machinery, 102 00:07:22,000 --> 00:07:24,960 we've increased the shelf life of these flowers from two days 103 00:07:25,080 --> 00:07:25,960 to fifteen days. 104 00:07:26,040 --> 00:07:27,240 - Oh, wow! - Wow! 105 00:07:27,920 --> 00:07:30,160 We have a presence in eight cities. 106 00:07:30,240 --> 00:07:31,120 We have fulfilled 107 00:07:43,040 --> 00:07:45,120 But flowers are the one thing 108 00:07:45,200 --> 00:07:47,400 - that we offer to the Lord earnestly... - Hmm. 109 00:07:47,480 --> 00:07:49,120 And never take back. 110 00:07:50,920 --> 00:07:52,400 Our vision is simple. 111 00:07:52,560 --> 00:07:55,400 To make Hoovu a part of all your prayers 112 00:07:55,480 --> 00:07:57,680 and give you peace of mind for those ten minutes. 113 00:07:57,960 --> 00:07:58,880 - Hmm. - So, sharks, 114 00:08:08,240 --> 00:08:10,040 Rhea and Yeshoda, welcome to Shark Tank. 115 00:08:10,240 --> 00:08:11,120 - Thank you. - Thank you so much. 116 00:08:11,200 --> 00:08:13,200 There are so many things to do in life. 117 00:08:21,200 --> 00:08:21,960 Is it? 118 00:08:22,040 --> 00:08:24,480 Actually, I was working in the house one day. 119 00:08:24,560 --> 00:08:28,160 I was thinking about the scope of retail floriculture. 120 00:08:28,240 --> 00:08:30,160 My mother was offering prayers at the time. 121 00:08:30,360 --> 00:08:32,600 I was sitting right opposite the prayer room. 122 00:08:32,720 --> 00:08:35,920 That's when it struck me that this industry exists. 123 00:08:36,000 --> 00:08:37,720 Why didn't we think of it? 124 00:08:37,960 --> 00:08:41,360 That's when we did more research and spoke to people in finance 125 00:08:41,440 --> 00:08:43,880 and that's when we learnt that the problem of freshness 126 00:08:43,960 --> 00:08:46,600 is very evident in traditional desi flowers. 127 00:08:46,680 --> 00:08:48,440 And that's what excited us. 128 00:08:48,560 --> 00:08:49,760 We had an interest 129 00:08:49,840 --> 00:08:51,720 in returning to India and doing something new. 130 00:08:51,800 --> 00:08:53,960 - Okay. - And we stumbled upon a new product. 131 00:08:54,080 --> 00:08:55,920 What do you mean by returning to India? 132 00:08:56,040 --> 00:08:58,120 We went to college in America. 133 00:08:58,360 --> 00:09:00,880 I studied in Washington University in St. Louis 134 00:09:01,000 --> 00:09:02,400 where I pursued Masters in Accounting 135 00:09:02,480 --> 00:09:04,480 and Bachelors in Business Administration. 136 00:09:04,560 --> 00:09:06,240 - Okay. - I did my undergrad 137 00:09:06,320 --> 00:09:08,240 - in Stanford University. - Oh, nice! 138 00:09:08,320 --> 00:09:10,880 I got a mixed degree in Computer Science and Journalism. 139 00:09:15,320 --> 00:09:18,440 There ought to be something about this business in that case. 140 00:09:18,520 --> 00:09:20,360 Your names are also appropriate 141 00:09:20,480 --> 00:09:22,640 - for this business. - Yeshoda. Yes. 142 00:09:22,720 --> 00:09:24,040 How do you divide the work? 143 00:09:24,120 --> 00:09:25,520 Sir, I'm the CEO. 144 00:09:25,600 --> 00:09:28,200 I oversee day to day operations and finance. 145 00:09:28,520 --> 00:09:31,640 I'm the CTO. I oversee marketing and tech. 146 00:09:32,720 --> 00:09:34,760 Usually, when there's a 'pooja' at home, 147 00:09:34,920 --> 00:09:37,720 people buy a handful of flowers from the local vendor. 148 00:09:38,160 --> 00:09:41,560 So, how does the scalability look? 149 00:09:42,080 --> 00:09:43,480 That's a great question. 150 00:09:43,560 --> 00:09:47,320 We always look at it as a channel and not competition. 151 00:09:47,920 --> 00:09:51,520 Those ladies are selling those flowers 152 00:09:51,640 --> 00:09:53,760 because that is what is available in the market. 153 00:09:54,400 --> 00:09:58,080 But if we can deliver these packets to those ladies, 154 00:09:58,160 --> 00:09:59,840 they, in turn, can deliver 155 00:09:59,920 --> 00:10:02,360 a high quality experience to their customers. 156 00:10:02,480 --> 00:10:04,360 But what's the price difference? 157 00:10:04,920 --> 00:10:07,360 We've been competitive with the market from day one. 158 00:10:07,480 --> 00:10:08,360 So, we started out with 159 00:10:08,480 --> 00:10:09,680 - a ten rupee packet. - Wow. 160 00:10:09,800 --> 00:10:13,320 But we observed that people are ready to pay that premium. 161 00:10:13,400 --> 00:10:16,080 Quality is extremely important to consumers, 162 00:10:16,160 --> 00:10:17,880 including the sellers. 163 00:10:17,960 --> 00:10:22,440 The industry standard for wastage stands at 40%. 164 00:10:22,640 --> 00:10:26,800 But our flowers brings down that wastage to 2-3%. 165 00:10:26,880 --> 00:10:27,800 Wow! 166 00:10:28,240 --> 00:10:31,040 What I loved about your business the most is 167 00:10:35,040 --> 00:10:38,600 by extending the lifespan from 3 days to 15 days. 168 00:10:38,680 --> 00:10:39,560 - Hmm. - Right? 169 00:10:39,760 --> 00:10:41,600 - Hmm. - You must be using some technology. 170 00:10:41,720 --> 00:10:42,880 On a broad level, 171 00:10:42,960 --> 00:10:46,400 low or high moisture needs to be brought in control. 172 00:10:46,960 --> 00:10:48,960 Bacteria, too, must be brought under control. 173 00:10:49,640 --> 00:10:51,880 We use this machine for the garlands. 174 00:10:56,840 --> 00:10:58,880 [buoyant music playing] 175 00:11:00,760 --> 00:11:03,000 - Who would have thought? - Yes. 176 00:11:03,160 --> 00:11:08,080 The blooming and wilting of flowers have the same biological process. 177 00:11:08,240 --> 00:11:11,520 Stopping that biological process 178 00:11:11,640 --> 00:11:13,480 depends on the sealing time of the packet. 179 00:11:13,560 --> 00:11:16,400 We flush the packet with a particular gas. 180 00:11:16,640 --> 00:11:19,080 - That's what stops the process. - But is this similar 181 00:11:19,160 --> 00:11:21,640 to the flushing of potato chips? 182 00:11:21,760 --> 00:11:23,800 - Different. Not nitrogen flushing. - Not nitrogen... 183 00:11:23,880 --> 00:11:28,200 Can you not follow this process for fresh fruits and vegetables? 184 00:11:28,280 --> 00:11:32,600 Honestly, what works for apples will not work for flowers. 185 00:11:45,720 --> 00:11:46,800 - Yes. - Yes. 186 00:11:47,120 --> 00:11:49,360 [pleasant music playing] 187 00:11:50,240 --> 00:11:52,040 - These are our packets. - This... 188 00:11:52,120 --> 00:11:54,000 And here are our gift boxes as well. 189 00:11:54,160 --> 00:11:56,880 [pleasant music playing] 190 00:12:02,120 --> 00:12:03,760 Ew! Oh! 191 00:12:04,080 --> 00:12:06,600 [tense music playing] 192 00:12:07,440 --> 00:12:08,880 This doesn't smell like 'genda'. 193 00:12:08,960 --> 00:12:11,400 That isn't 'genda'. It is 'shevanti' or Chrysanthemum. 194 00:12:12,320 --> 00:12:13,120 Okay. 195 00:12:13,200 --> 00:12:15,360 Does it originally smell like this or is it because of the packaging? 196 00:12:15,440 --> 00:12:17,320 No, the package is odourless. 197 00:12:17,400 --> 00:12:20,240 Desi roses have a peculiar fragrance. 198 00:12:20,360 --> 00:12:21,680 - Let me also smell them. - And... 199 00:12:21,760 --> 00:12:23,800 The oleander, the pink flowers, are fragrant. 200 00:12:23,880 --> 00:12:25,960 - Yes. This smells like 'genda'. - Yes. 201 00:12:27,040 --> 00:12:29,160 [intense music playing] 202 00:12:29,360 --> 00:12:31,120 I checked. The flowers are real. 203 00:12:31,240 --> 00:12:34,560 - Please do check. - This is quite unbelievable... 204 00:12:34,760 --> 00:12:36,720 - By the way, it smells really good. - Thank you. 205 00:12:36,800 --> 00:12:38,920 But the biggest challenge that exists, 206 00:12:39,000 --> 00:12:41,440 keeping the generation change in mind is, 207 00:12:41,720 --> 00:12:43,280 that this isn't a growing market. 208 00:12:43,360 --> 00:12:44,520 - I'm sure overall decline - Why? 209 00:12:44,600 --> 00:12:45,520 will be observed. 210 00:12:45,600 --> 00:12:47,280 Why? Everyone prays. I do too. 211 00:12:47,400 --> 00:12:49,600 But the steps of the 'pooja'... 212 00:12:49,680 --> 00:12:51,280 Have you ever bought flowers and offered it to God? 213 00:12:51,360 --> 00:12:52,360 Yes. 214 00:12:52,520 --> 00:12:53,480 Alright. 215 00:12:55,520 --> 00:12:56,560 What were your sales? 216 00:12:56,800 --> 00:12:58,840 Sir, actually, August was the first month 217 00:12:58,920 --> 00:13:01,240 when our sales was Rs. 1 crore... 218 00:13:01,320 --> 00:13:02,480 One crore sale! 219 00:13:04,800 --> 00:13:06,040 Rs. 1 crore in one month? 220 00:13:06,120 --> 00:13:07,600 Rs. 1 crore. Yes. 221 00:13:08,000 --> 00:13:09,800 - [ecstatic] Like seriously! - [clapping] 222 00:13:10,080 --> 00:13:11,960 - Mind-blowing! - You guys are very impressive. 223 00:13:20,640 --> 00:13:23,720 The market is even bigger. 224 00:13:42,760 --> 00:13:43,960 Is there any competition? 225 00:13:44,040 --> 00:13:47,560 Right now, there is no company selling 'pooja' flowers. 226 00:13:47,760 --> 00:13:49,960 Maybe, there's no potential. 227 00:13:50,080 --> 00:13:51,560 It's not difficult to replace this. 228 00:13:51,640 --> 00:13:53,200 First thing, I apologise, 229 00:13:53,400 --> 00:13:55,160 but we'd have to disagree with you, 230 00:13:55,240 --> 00:13:56,560 because this is not easy. 231 00:13:57,760 --> 00:14:00,920 You're working with 500 farmers, 232 00:14:01,080 --> 00:14:05,840 and the hour on hour rate of all the variety of flowers fluctuates, 233 00:14:05,920 --> 00:14:08,160 as well as the market fluctuates too. 234 00:14:08,280 --> 00:14:09,720 How does one deal 235 00:14:09,800 --> 00:14:13,120 with seasonal fluctuations without having a shortage of flowers? 236 00:14:13,200 --> 00:14:15,080 This is a big moat in itself, 237 00:14:24,800 --> 00:14:26,440 What's the profit in that one crore? 238 00:14:26,760 --> 00:14:29,160 We made a profit of Rs. 15 lakh last month. 239 00:14:29,800 --> 00:14:31,880 [upbeat music playing] 240 00:14:32,960 --> 00:14:35,720 What are some things you'd never do in your business? 241 00:14:35,800 --> 00:14:37,880 One investor won't fund you. 242 00:14:38,040 --> 00:14:38,960 [laughter] 243 00:14:39,080 --> 00:14:40,200 - Tell him! - Yes. 244 00:14:40,440 --> 00:14:41,840 [laughter] 245 00:14:42,040 --> 00:14:45,040 We wish to see this product succeeding. 246 00:14:45,200 --> 00:14:46,840 That high burn model 247 00:14:46,920 --> 00:14:49,520 and let's go fast and break things, 248 00:14:49,600 --> 00:14:51,600 that doesn't fit into our model. 249 00:14:52,640 --> 00:14:57,120 It's because if you give your consumer stale flowers, 250 00:14:57,240 --> 00:14:59,000 that ruins their 'pooja' experience. 251 00:14:59,080 --> 00:15:00,960 That trust never comes back. 252 00:15:02,640 --> 00:15:04,160 Could you tell us your sales figures for the last three months? 253 00:15:04,240 --> 00:15:05,440 What is the month on month growth? 254 00:15:05,520 --> 00:15:07,680 Sir, our sales in August was Rs. 1 crore, 255 00:15:07,800 --> 00:15:10,360 - exactly around 1.1 crore. - Okay. 256 00:15:10,600 --> 00:15:13,640 Then in July, our sales were Rs. 50 lakh. 257 00:15:14,240 --> 00:15:16,360 And our sales in June were Rs. 45 lakh. 258 00:15:16,440 --> 00:15:17,520 So, 50 to 1... 259 00:15:17,600 --> 00:15:19,080 Was it because of the festive season? 260 00:15:19,160 --> 00:15:21,760 - Yes... - When the festive season is over next month, 261 00:15:21,960 --> 00:15:25,480 your sales could significantly drop after November. 262 00:15:25,600 --> 00:15:28,960 Our average sale is Rs. 60 to 65 lakh. 263 00:15:29,920 --> 00:15:31,720 What's the projection for the current year? 264 00:15:31,800 --> 00:15:32,680 10 crore. 265 00:15:33,800 --> 00:15:37,240 - Tell us the sales for FY 22. - Rs. 5 crore for FY 22. 266 00:15:37,320 --> 00:15:38,720 - Nice... - See, I told you. 267 00:15:40,240 --> 00:15:42,400 Let Vineeta and I make you an offer. 268 00:15:42,480 --> 00:15:44,080 [buoyant music playing] 269 00:15:44,160 --> 00:15:46,200 - Offer! - Powered by women. 270 00:15:46,280 --> 00:15:50,680 Namita's and my offer to you is Rs. 40 lakh in equity 271 00:15:50,800 --> 00:15:53,360 for 4% of the business. 272 00:15:53,440 --> 00:15:54,960 [shocked] 273 00:16:09,800 --> 00:16:10,960 - They have. - Yes. 274 00:16:11,040 --> 00:16:12,080 - Yes, we have. - Oh! 275 00:16:12,280 --> 00:16:14,040 They're very eager to make an offer. 276 00:16:27,640 --> 00:16:29,920 This will be fun! [laughter] 277 00:16:30,800 --> 00:16:32,760 - I felt bad about something. - Yes. 278 00:16:32,920 --> 00:16:35,360 When they offered you Rs. 10 crore for a valuation of 50 crore, 279 00:16:35,440 --> 00:16:37,880 didn't you wonder what's up with these fools? 280 00:16:38,080 --> 00:16:40,040 - [laughter] - No. 281 00:16:55,840 --> 00:16:57,840 [whimsical music playing] 282 00:16:58,920 --> 00:17:02,320 I can't match a valuation of Rs. 50 crore 283 00:17:02,400 --> 00:17:04,400 because it doesn't seem profitable. 284 00:17:05,720 --> 00:17:07,600 I'll give you one last piece of advice. 285 00:17:07,680 --> 00:17:10,200 Improve your technology continuously. 286 00:17:10,400 --> 00:17:12,760 I think this solution you've come up with 287 00:17:12,960 --> 00:17:15,840 to extend the shelf life of perishables, 288 00:17:16,080 --> 00:17:18,320 that's where you can grow your business 289 00:17:18,400 --> 00:17:19,960 if you think about other things. 290 00:17:20,040 --> 00:17:22,560 This will go to one level and become stagnant. 291 00:17:23,720 --> 00:17:25,840 So, that's why I'm out. Good luck. 292 00:17:26,320 --> 00:17:27,440 - Thank you. - Thank you so much. 293 00:17:27,560 --> 00:17:29,640 - I'll make you an offer. Aman too. - Not you, we. 294 00:17:29,720 --> 00:17:30,640 Yes. 295 00:17:32,200 --> 00:17:34,360 After the last round, we offer you Rs. 1 crore 296 00:17:34,440 --> 00:17:36,280 against the Rs. 80 lakh you asked, for 2%. 297 00:17:44,120 --> 00:17:48,080 So, Aman brings all the D2C and the branding you need. 298 00:17:48,160 --> 00:17:50,480 As for how to scale the manufacturing 299 00:17:50,560 --> 00:17:53,680 and grow the business and make it niche, 300 00:17:53,760 --> 00:17:56,280 I do have some knowledge and know how to focus. 301 00:17:56,360 --> 00:17:58,720 So, 1 crore for 2%. 302 00:18:00,040 --> 00:18:02,360 So that when we wake up each morning, we feel like 303 00:18:02,600 --> 00:18:05,080 - speaking to you on the phone. - And offering flowers! 304 00:18:05,520 --> 00:18:06,720 So, that's our offer. 305 00:18:06,840 --> 00:18:08,360 - Aman. - Yes, let's do it. 306 00:18:08,680 --> 00:18:09,720 - Okay, I... - Is there a... One minute. 307 00:18:09,800 --> 00:18:11,320 - We're a passionate... - Huh! What! 308 00:18:11,640 --> 00:18:14,040 - You want to deliberate! - We are matching the offer. 309 00:18:14,880 --> 00:18:16,200 Not the offer, the valuation. 310 00:18:16,280 --> 00:18:18,320 - The valuation, sorry. - Is it different? 311 00:18:18,400 --> 00:18:20,000 - 50 lakh... - From 10 crore to 50! 312 00:18:20,240 --> 00:18:22,520 [intense music playing] 313 00:18:22,920 --> 00:18:25,080 50 lakh for 1% 314 00:18:25,200 --> 00:18:27,120 which is a 50 crore valuation. 315 00:18:27,600 --> 00:18:28,920 30 lakh debt. 316 00:18:37,920 --> 00:18:40,520 You have two offers. Have you understood both? 317 00:18:40,600 --> 00:18:41,400 - Yes. - Okay. 318 00:18:41,480 --> 00:18:42,720 We'll take a minute to think about it 319 00:18:42,800 --> 00:18:43,640 - and then come back. - Yes. Sure. 320 00:18:43,720 --> 00:18:45,040 - Please do. - Thank you, sir. 321 00:18:45,240 --> 00:18:47,120 [tense music playing] 322 00:18:48,000 --> 00:18:50,360 They want more than 50 crore! This is... [chuckles] 323 00:18:50,480 --> 00:18:53,160 - But very powerful founders. - Very good founders. 324 00:18:53,400 --> 00:18:54,440 I agree. 325 00:19:09,880 --> 00:19:11,680 Erm, Aman! Peyush. 326 00:19:11,880 --> 00:19:13,400 We'd like to go forward 327 00:19:24,280 --> 00:19:25,640 - We will. - Thank you so much. 328 00:19:25,960 --> 00:19:27,920 Amazing founders. You proved another thing. 329 00:19:28,000 --> 00:19:29,600 You chose good people as great founders. 330 00:19:29,680 --> 00:19:30,320 Thank you. 331 00:19:30,400 --> 00:19:32,080 - Huh! - Thank you. 332 00:19:32,160 --> 00:19:34,080 You chose the biggest 'phools'! 333 00:19:34,440 --> 00:19:36,400 [laughter] 334 00:19:37,080 --> 00:19:39,520 - [upbeat music playing] - [camera shutter clicks] 335 00:19:40,520 --> 00:19:41,600 - Thank you. - Thank you, guys. 336 00:19:41,680 --> 00:19:43,160 - Thank you so much. - All the best. 337 00:19:43,240 --> 00:19:46,040 Congratulations, Yeshoda and Rhea. Superb job. 338 00:19:46,520 --> 00:19:47,480 Thank you. 339 00:19:48,880 --> 00:19:51,320 [upbeat music playing] 340 00:19:52,520 --> 00:19:53,760 Make way! 341 00:19:53,840 --> 00:19:55,440 The princess's of flowers, 342 00:19:55,680 --> 00:19:58,760 - Yeshoda and Rhea, have arrived! - [giggling] 343 00:19:59,080 --> 00:20:01,200 Wonderful! Lovely. 344 00:21:18,400 --> 00:21:19,360 Greetings, sharks. 345 00:21:25,200 --> 00:21:28,280 Today, we bring to you the tale of Darjeeling. 346 00:21:30,280 --> 00:21:32,960 And a very special tea tasting along with that 347 00:21:33,360 --> 00:21:36,360 which Ishaan will ready while I continue the pitch. 348 00:21:36,600 --> 00:21:38,280 [music playing] 349 00:21:38,680 --> 00:21:41,560 So, sharks, Darjeeling is made of two words. 350 00:21:42,280 --> 00:21:44,360 'Dorje' which means thunder 351 00:21:44,720 --> 00:21:46,440 and 'ling' which means land. 352 00:21:48,280 --> 00:21:51,600 Dorje Teas is a story of the finest tea 353 00:21:51,720 --> 00:21:53,880 that grows in the land of thunder. 354 00:21:54,000 --> 00:21:56,280 [pleasant music playing] 355 00:21:56,720 --> 00:21:59,840 Along with the changing seasons, 356 00:21:59,920 --> 00:22:01,120 the colour of the tea, 357 00:22:03,080 --> 00:22:04,320 its aroma, 358 00:22:05,480 --> 00:22:07,080 as well as its taste changes. 359 00:22:07,160 --> 00:22:09,000 And owing to this enchantment, 360 00:22:09,160 --> 00:22:12,720 people across the globe relish Darjeeling tea. 361 00:22:12,880 --> 00:22:14,640 [buoyant music playing] 362 00:22:14,760 --> 00:22:17,320 As of today, India has 10,000 tea gardens. 363 00:22:17,400 --> 00:22:20,720 But amongst them, only 87 tea gardens 364 00:22:21,000 --> 00:22:23,440 are recognised as Darjeeling Tea Gardens. 365 00:22:23,800 --> 00:22:25,720 - I see. - The sad thing is 366 00:22:26,080 --> 00:22:28,640 that most of these gardens today are heavily loss making. 367 00:22:28,800 --> 00:22:32,120 [sad music playing] 368 00:22:33,640 --> 00:22:36,920 'The business of Darjeeling tea has always been one of export.' 369 00:22:37,240 --> 00:22:39,000 But owing to the pandemic, 370 00:22:39,080 --> 00:22:42,560 this traditional business suffered a huge setback. 371 00:22:42,800 --> 00:22:44,960 [sombre music playing] 372 00:22:47,560 --> 00:22:49,920 Normally, when a tea estate does not fare well, 373 00:22:50,000 --> 00:22:51,720 the owners sell it off 374 00:22:54,040 --> 00:22:55,840 [sad music playing] 375 00:22:56,760 --> 00:22:59,600 'If hotels and resorts are built, the production of tea lowers.' 376 00:23:03,200 --> 00:23:05,360 Without tea, Darjeeling cannot survive. 377 00:23:05,440 --> 00:23:08,000 Darjeeling's existence is only from its tea. 378 00:23:08,120 --> 00:23:09,880 [sombre music playing] 379 00:23:10,080 --> 00:23:12,880 'My family has been into the Darjeeling tea business' 380 00:23:12,960 --> 00:23:14,680 'for nearly five generations now.' 381 00:23:16,560 --> 00:23:18,600 'Ishaan and I are childhood friends.' 382 00:23:18,720 --> 00:23:20,360 'We both grew up in Kolkata.' 383 00:23:20,600 --> 00:23:22,040 [sombre music playing] 384 00:23:22,600 --> 00:23:25,120 'Ishaan and I always visited Selim Hill in the holidays.' 385 00:23:25,240 --> 00:23:27,240 'It's spread over a thousand acres.' 386 00:23:29,040 --> 00:23:30,640 'You'll even find hornbills there.' 387 00:23:32,280 --> 00:23:33,400 'As well as elephants.' 388 00:23:35,000 --> 00:23:36,200 'We have forged' 389 00:23:36,360 --> 00:23:38,920 'a very deep bond with the locals and tea gardens there.' 390 00:23:39,760 --> 00:23:42,920 In order to keep those memories alive, 391 00:23:43,000 --> 00:23:45,200 we established Dorje. 392 00:23:45,480 --> 00:23:47,560 [euphoric music playing] 393 00:23:56,720 --> 00:23:59,360 'from our tea estates right at your doorstep.' 394 00:23:59,560 --> 00:24:01,480 [euphoric music playing] 395 00:24:01,600 --> 00:24:03,680 'This certified organic tea' 396 00:24:03,760 --> 00:24:06,080 'is plucked, packed and dispatched' 397 00:24:06,160 --> 00:24:08,280 'from Darjeeling's famous Selim Hill Tea Estate.' 398 00:24:08,360 --> 00:24:11,040 [euphoric music playing] 399 00:24:11,920 --> 00:24:12,760 Sharks. 400 00:24:13,320 --> 00:24:15,000 When you like someone, 401 00:24:15,360 --> 00:24:17,320 you usually go to them and say, 402 00:24:17,520 --> 00:24:19,920 "Would like to go out for a cup of coffee with me?" 403 00:24:21,120 --> 00:24:22,360 We want 404 00:24:22,480 --> 00:24:25,480 that going forward, when people in India like someone 405 00:24:25,680 --> 00:24:26,960 to ask them, 406 00:24:27,040 --> 00:24:29,680 "Would like to go out for a cup of Darjeeling tea with me?" 407 00:24:29,960 --> 00:24:30,920 - Nice. - Sharks! 408 00:24:31,160 --> 00:24:33,400 We come here today to ask you for Rs. 30 lakh 409 00:24:39,440 --> 00:24:41,320 but since the tea is ready, 410 00:24:41,440 --> 00:24:42,840 I wish to take you on a tour of Darjeeling. 411 00:24:42,920 --> 00:24:44,680 - The tea will go cold. Very nice. - Absolutely. 412 00:24:44,800 --> 00:24:48,040 You took us through such a lovely journey of Darjeeling. 413 00:24:48,200 --> 00:24:50,040 - You transported us there. - Very true. 414 00:24:50,160 --> 00:24:51,840 - You speak really well. - Hmm. Yes. 415 00:24:51,920 --> 00:24:53,440 Oration, I believe, 416 00:24:53,680 --> 00:24:56,360 in an entrepreneur, is one of the most important attributes. 417 00:25:06,320 --> 00:25:09,760 Anupam, may I request you to join me? 418 00:25:09,840 --> 00:25:10,960 - Sure. - Oh! 419 00:25:11,880 --> 00:25:13,600 Do I look like a tea drinker to you? 420 00:25:13,680 --> 00:25:15,000 [chuckling] 421 00:25:16,600 --> 00:25:18,600 Every year in spring, 422 00:25:18,920 --> 00:25:22,000 Darjeeling receives its first showers of rain. 423 00:25:22,360 --> 00:25:25,360 It feels as though a desolate place has flourished overnight. 424 00:25:25,600 --> 00:25:28,160 - Oh, my! Poet. - And with that flourish, 425 00:25:28,640 --> 00:25:30,840 our tea bushes start to flush. 426 00:25:31,000 --> 00:25:32,680 That's why this is called First Flush 427 00:25:32,760 --> 00:25:34,360 - or Spring Harvest. - Wow. 428 00:25:34,520 --> 00:25:37,200 When we make the transition from March into May, 429 00:25:46,160 --> 00:25:48,280 They give rise to an oxidation process before plucking. 430 00:25:48,480 --> 00:25:51,360 The smell that it emits is known as muscatel, 431 00:25:51,440 --> 00:25:53,120 like the fragrance of musk. 432 00:25:53,240 --> 00:25:55,640 - Absolutely. It's a little sweet. - Yes. Right. 433 00:26:08,040 --> 00:26:08,880 Wow! 434 00:26:08,960 --> 00:26:11,360 The inhabitants of Darjeeling say 435 00:26:11,440 --> 00:26:12,920 that this tea isn't to be consumed. 436 00:26:13,000 --> 00:26:15,000 I am going to serve you that very tea today. 437 00:26:15,080 --> 00:26:17,120 We roast this tea at very high temperatures. 438 00:26:17,240 --> 00:26:18,840 We called it Roasted Darjeeling. 439 00:26:18,920 --> 00:26:21,440 You can also add a tablespoon of milk to it. 440 00:26:21,800 --> 00:26:23,480 If you could sniff this, please. 441 00:26:23,800 --> 00:26:25,800 The taste is a smoky flavour. 442 00:26:25,920 --> 00:26:29,560 I just want to stand here and listen to you talk. 443 00:26:29,840 --> 00:26:32,920 If you invest, I'll come over to narrate stories. 444 00:26:33,000 --> 00:26:34,960 [laughter] 445 00:26:35,240 --> 00:26:36,480 I'll have to invest. 446 00:26:36,560 --> 00:26:38,880 I'll have to invest then if I want to listen to you. 447 00:26:39,040 --> 00:26:40,520 I think a bidding war will take place. 448 00:26:40,600 --> 00:26:41,440 I know! 449 00:26:41,520 --> 00:26:44,400 Let me tell you the most interesting tale of Darjeeling. 450 00:26:44,600 --> 00:26:46,720 On one full moon night of every season, 451 00:26:46,800 --> 00:26:47,920 which we call 'purnima', 452 00:26:48,000 --> 00:26:50,120 all the employees of Selim Hills Tea Garden 453 00:26:50,200 --> 00:26:52,840 tread the mountains with torches in their hands. 454 00:26:53,600 --> 00:26:56,120 [crickets chirping] 455 00:27:01,000 --> 00:27:03,640 We are nature, we are immortal. [in unison] 456 00:27:03,760 --> 00:27:06,240 We are nature, we are immortal. [in unison] 457 00:27:07,200 --> 00:27:10,440 And as the full moon comes out and the tea leaves are blooming, 458 00:27:10,600 --> 00:27:13,320 we carefully pluck two leaves in a bud, 459 00:27:13,400 --> 00:27:15,960 which in Nepali is called 'Dui paat ek suiro'. 460 00:27:16,080 --> 00:27:17,400 We pluck only those. 461 00:27:17,640 --> 00:27:20,280 [sentimental song playing] 462 00:27:20,640 --> 00:27:23,000 We delicately hand roll them 463 00:27:23,200 --> 00:27:26,280 and make the finest White Tea from them. 464 00:27:26,480 --> 00:27:29,360 [sentimental song playing] 465 00:27:38,360 --> 00:27:40,480 - Very good. - Let me have you taste it. 466 00:27:40,760 --> 00:27:41,640 Alright. 467 00:27:41,880 --> 00:27:43,360 Take a big sip. 468 00:27:43,960 --> 00:27:47,000 After you take a big sip, slurp the tea. 469 00:27:47,080 --> 00:27:48,000 Okay? 470 00:27:50,040 --> 00:27:51,080 [slurping] 471 00:27:51,200 --> 00:27:53,600 - [laughter] - [slurping] 472 00:27:53,960 --> 00:27:55,440 We're forbidden from doing it at home. 473 00:27:55,520 --> 00:27:56,560 Epiglottis. 474 00:27:57,920 --> 00:27:59,160 To slurp. 475 00:27:59,320 --> 00:28:01,360 [whimsical music playing] 476 00:28:01,960 --> 00:28:03,560 - [slurping] - He... 477 00:28:03,640 --> 00:28:04,800 - You're gargling! - [laughter] 478 00:28:04,880 --> 00:28:06,840 - You don't have to gargle. - He's gargling! 479 00:28:07,120 --> 00:28:08,880 [laughter] 480 00:28:08,960 --> 00:28:10,760 I'm glad you called Anupam. 481 00:28:10,840 --> 00:28:12,240 [laughter] 482 00:28:12,720 --> 00:28:13,760 No, buddy. 483 00:28:13,960 --> 00:28:16,160 How about the conventional way? 484 00:28:16,240 --> 00:28:18,920 - Conventional way? Sure. - Traditional... 485 00:28:19,040 --> 00:28:21,240 - This... - Once more. Anupam, please once more. 486 00:28:21,400 --> 00:28:24,120 My make-up will smudge. Don't make me laugh so much. 487 00:28:25,120 --> 00:28:26,720 We will make you taste all the teas as well. 488 00:28:26,800 --> 00:28:28,000 - Thank God! - Finally. 489 00:28:28,080 --> 00:28:29,040 Thank you so much. 490 00:28:29,120 --> 00:28:30,240 Come, let me help you. 491 00:28:30,320 --> 00:28:31,640 - Let's serve the tea. - Sure. 492 00:28:32,720 --> 00:28:35,640 It's just like in MasterChef when they present the dishes 493 00:28:35,720 --> 00:28:37,200 - and then taste... - It makes you hungry. 494 00:28:37,280 --> 00:28:38,280 It's the same feeling. 495 00:28:38,360 --> 00:28:40,160 I have a similar feeling but with tea. 496 00:28:40,520 --> 00:28:43,160 [euphoric music playing] 497 00:28:43,520 --> 00:28:46,560 We came to see you and we approve of the boy. 498 00:28:46,680 --> 00:28:48,560 - Wow! - [laughter] 499 00:29:01,080 --> 00:29:04,120 First, tell us what we're drinking. 500 00:29:04,240 --> 00:29:06,600 This is our Roasted Black Tea. 501 00:29:06,920 --> 00:29:09,440 [euphoric music playing] 502 00:29:13,080 --> 00:29:14,520 - The taste is authentic. - Yes. 503 00:29:14,600 --> 00:29:16,080 There is no bitterness. 504 00:29:17,280 --> 00:29:19,920 It's very strong but still very smooth. 505 00:29:21,560 --> 00:29:24,080 Okay, tell me something. I am a very typical... 506 00:29:24,160 --> 00:29:27,840 As they say, a typical Gujju when it comes to tea. 507 00:29:28,960 --> 00:29:32,320 - I need ginger, lemongrass... - Cardamom. 508 00:29:32,440 --> 00:29:34,840 - Not cardamom. - With milk! 509 00:29:34,920 --> 00:29:36,600 - This... - Milk! 510 00:29:37,480 --> 00:29:38,560 - That's very desi. - What's that? 511 00:29:38,640 --> 00:29:41,000 Indians are very particular. 512 00:29:41,240 --> 00:29:44,600 So, if you say, "This the monsoon flush," 513 00:29:44,760 --> 00:29:46,640 "don't add milk and whatnot..." 514 00:29:46,760 --> 00:29:49,800 Then forget 50%, 75% customers will leave. 515 00:29:49,920 --> 00:29:50,800 Including me. 516 00:29:50,920 --> 00:29:52,400 - Right. - Yes, including me too. 517 00:29:53,520 --> 00:29:54,960 You know which tea I love! 518 00:29:55,080 --> 00:29:56,880 The one you get in a clay cup for five rupees. 519 00:29:56,960 --> 00:29:59,240 - That we call 'cutting chai'. - It's my favourite. 520 00:29:59,520 --> 00:30:01,280 See, you are amazing as a storyteller. 521 00:30:01,360 --> 00:30:04,600 I might drink it once after listening to your story. 522 00:30:04,760 --> 00:30:06,480 But my habit won't change. 523 00:30:08,720 --> 00:30:10,640 I completely agree with you. 524 00:30:11,240 --> 00:30:15,760 I don't believe we should set rules of how one should take their tea. 525 00:30:16,320 --> 00:30:18,720 If you want milk in your tea, then you should take it. 526 00:30:18,800 --> 00:30:20,960 Similarly, if you want sugar, then do add it. 527 00:30:21,120 --> 00:30:22,280 That's your preference. 528 00:30:23,200 --> 00:30:24,920 But as you mentioned, Namita, 529 00:30:25,000 --> 00:30:27,840 you're very particular about having milk in your tea. 530 00:30:27,920 --> 00:30:29,680 - Very. - Similarly, 531 00:30:29,920 --> 00:30:32,680 the Indians who consume Darjeeling tea 532 00:30:32,840 --> 00:30:35,320 are equally particular about how they like their tea. 533 00:30:35,400 --> 00:30:36,400 Hmm. 534 00:30:36,960 --> 00:30:41,160 India's tea market stands at Rs. 1.2 lakh crore. 535 00:30:41,360 --> 00:30:44,480 Out of which, the market of Darjeeling tea is a mere 1%. 536 00:30:44,680 --> 00:30:46,840 - 1000 crores? - About 1500 crore. 537 00:30:46,920 --> 00:30:47,600 Alright. 538 00:30:47,680 --> 00:30:50,080 Tell me in simple terms your vision, 539 00:30:50,240 --> 00:30:52,080 business and where you want to see it. 540 00:30:52,240 --> 00:30:55,320 Our vision is, in five years, we would like that we have 541 00:30:55,760 --> 00:30:58,720 two to three lakh, maybe more subscribers. 542 00:30:59,560 --> 00:31:04,360 Our annual subscription is priced at Rs. 2100. 543 00:31:04,440 --> 00:31:08,480 Sparsh, in India, subscriptions, a model where you pay in advance, 544 00:31:08,560 --> 00:31:12,600 is against the core human behaviour of buying in small quantities. 545 00:31:12,720 --> 00:31:14,520 - Right. - It defies the idea. 546 00:31:15,640 --> 00:31:16,960 It's a great product. 547 00:31:17,040 --> 00:31:21,880 Don't get into forcefully making people buy subscriptions. 548 00:31:21,960 --> 00:31:23,840 - Okay. - Sell them the product. 549 00:31:23,960 --> 00:31:25,240 - Alright. - You'll get repeats 550 00:31:25,320 --> 00:31:26,600 because the product is good. 551 00:31:28,440 --> 00:31:30,960 How much do you think you can grow the business in five years? 552 00:31:31,040 --> 00:31:32,760 [intense music playing] 553 00:31:32,960 --> 00:31:35,560 I think we'll hit 100 crore in five years. 554 00:31:36,800 --> 00:31:39,440 What is your current sales run rate? 555 00:31:46,240 --> 00:31:50,160 From 1.5, you have to get to 100 crore in five years. 556 00:31:51,200 --> 00:31:54,840 You said your GTM, or Go To Market as we call it, 557 00:31:54,920 --> 00:31:56,920 is to attain 2 lakh subscribers. 558 00:31:57,000 --> 00:31:59,360 Whether that works or not is yet to be seen. 559 00:31:59,440 --> 00:32:01,120 Do you have another strategy in mind? 560 00:32:02,080 --> 00:32:04,320 By expanding the retail business... 561 00:32:04,400 --> 00:32:05,840 We need to expand the retail business... 562 00:32:05,920 --> 00:32:06,760 You dream big. 563 00:32:06,840 --> 00:32:10,160 You have no clarity on how to achieve this. 564 00:32:10,240 --> 00:32:12,640 You've decided you want to do something, 565 00:32:12,720 --> 00:32:14,880 that you want to make it big in the tea business. 566 00:32:14,960 --> 00:32:16,680 [tense music playing] 567 00:32:17,480 --> 00:32:20,360 What do you earn? What is your gross margin? 568 00:32:20,520 --> 00:32:22,200 - Margins. - Our gross margin is 75%. 569 00:32:22,320 --> 00:32:25,320 - Alright. And net margin? - We're running into loss right now. 570 00:32:26,520 --> 00:32:27,520 How much? 571 00:32:27,600 --> 00:32:31,400 Our cash burn on a revenue of Rs. 11 lakh was 2 lakh. 572 00:32:32,400 --> 00:32:34,720 You've already raised funding. 573 00:32:34,880 --> 00:32:38,920 We raised Rs. 8.5 crore in total. 574 00:32:39,160 --> 00:32:40,480 - Rs. 8.5 crore! - 8.5 crore! 575 00:32:41,400 --> 00:32:43,160 [intense music playing] 576 00:32:44,600 --> 00:32:45,720 - Okay. - Out of that, 577 00:32:45,800 --> 00:32:48,960 we raised Rs. 6.5 crore through brand capital. 578 00:32:49,040 --> 00:32:49,920 Oh my God! 579 00:32:50,920 --> 00:32:54,840 The remaining 2 crore, we raised from angel investors and HNI. 580 00:32:54,920 --> 00:32:55,920 What was the valuation? 581 00:32:56,040 --> 00:32:59,480 We raised it based on a valuation of upto 32 crore... 582 00:33:08,040 --> 00:33:09,120 - You have left. - Yes. 583 00:33:09,200 --> 00:33:12,040 You have a runway of six months. What after that? 584 00:33:12,160 --> 00:33:13,760 [intense music playing] 585 00:33:14,640 --> 00:33:17,040 You look at him when it comes to business. 586 00:33:17,160 --> 00:33:19,040 - Is he just to understand the roles? - Yes... 587 00:33:19,120 --> 00:33:21,400 - I think he's the business guy... - Correct. 588 00:33:21,480 --> 00:33:22,800 - You're the product guy - Yes. 589 00:33:22,880 --> 00:33:23,680 and he's the business guy. 590 00:33:23,800 --> 00:33:26,200 Ishaan takes all the final decisions. 591 00:33:26,360 --> 00:33:28,120 - Who is the CEO? - He is. 592 00:33:28,280 --> 00:33:30,720 - How's the equity split? - 50-50. 593 00:33:30,840 --> 00:33:32,480 50-50. Okay, let me ask you then. 594 00:33:32,720 --> 00:33:34,040 [intense music playing] 595 00:33:34,600 --> 00:33:36,880 How are you going to save your business? 596 00:33:37,120 --> 00:33:38,720 [intense music playing] 597 00:33:38,840 --> 00:33:42,880 In the last three months, we figured out everything. 598 00:33:42,960 --> 00:33:44,640 From the product, 599 00:33:44,800 --> 00:33:47,640 who's actually our target customer and everything. 600 00:33:47,720 --> 00:33:50,080 - Quite dicey. - Right now is the part 601 00:33:50,160 --> 00:33:52,520 where our growth journey has just begun. 602 00:33:52,680 --> 00:33:55,080 [tense music playing] 603 00:33:55,160 --> 00:33:57,520 I've made my decision. 604 00:33:57,600 --> 00:33:59,280 [intense music playing] 605 00:33:59,520 --> 00:34:01,000 Your tea is amazing. 606 00:34:01,200 --> 00:34:03,200 Your mission is wonderful, 607 00:34:03,280 --> 00:34:06,400 but I found your vision small in my opinion. 608 00:34:06,480 --> 00:34:09,480 100 crore in five years with this business 609 00:34:09,560 --> 00:34:11,840 and burning with that kind of capital. 610 00:34:11,920 --> 00:34:13,280 So, for that reason I'm out. 611 00:34:13,480 --> 00:34:15,200 [tense music playing] 612 00:34:15,960 --> 00:34:18,200 - But wish you all the best. - Thank you. 613 00:34:18,280 --> 00:34:20,560 I think there's a disconnect in your vision. 614 00:34:21,800 --> 00:34:23,640 I think of your business as... 615 00:34:23,720 --> 00:34:25,000 Look, I've never been to Darjeeling. 616 00:34:25,120 --> 00:34:27,120 If I go there, see the tea gardens, 617 00:34:27,200 --> 00:34:29,040 and get a complete experience, 618 00:34:29,120 --> 00:34:33,360 only then can I sell a mass premium product. 619 00:34:34,600 --> 00:34:36,160 Your vision is very different. 620 00:34:36,240 --> 00:34:38,480 You wish to compete with 'cutting chai', regular tea 621 00:34:38,560 --> 00:34:41,400 and my tea with milk. 622 00:34:41,600 --> 00:34:44,080 So, I see a disconnect. 623 00:34:44,400 --> 00:34:46,360 For that reason, I am out. 624 00:34:46,560 --> 00:34:48,440 [intense music playing] 625 00:34:48,600 --> 00:34:52,000 But outstanding storyteller. Loved that. 626 00:34:52,280 --> 00:34:53,680 [intense music playing] 627 00:34:53,880 --> 00:34:58,160 I think that nowadays, storytelling for a brand... 628 00:34:58,240 --> 00:35:00,160 We have social media platforms. 629 00:35:00,280 --> 00:35:04,000 They are a very powerful weapon to reach consumers. 630 00:35:04,080 --> 00:35:07,640 While... I believe you've gone off the track with subscriptions 631 00:35:07,720 --> 00:35:09,440 and you know, the others. 632 00:35:11,080 --> 00:35:13,200 I am willing to come on board. 633 00:35:13,360 --> 00:35:15,520 Rs. 30 lakhs for 10%. 634 00:35:24,200 --> 00:35:26,440 You can clearly say 635 00:35:26,520 --> 00:35:28,480 that you wish to be a premium eyewear brand. 636 00:35:28,720 --> 00:35:30,720 - Sorry! Damn it. What am I saying? - [laughter] 637 00:35:30,800 --> 00:35:32,040 Welcome to Lenskart! 638 00:35:32,120 --> 00:35:33,760 - Welcome to Lenskart! - Premium tea... 639 00:35:33,840 --> 00:35:35,640 You wish to be a premium tea brand. 640 00:35:35,720 --> 00:35:36,680 But nonetheless, 641 00:35:36,800 --> 00:35:39,920 we all have become fans of Sparsh. 642 00:35:40,240 --> 00:35:43,440 And we all will come on board. The risk is high. 643 00:35:43,520 --> 00:35:45,040 [tense music playing] 644 00:35:45,520 --> 00:35:49,880 And we'll come as equity plus strategic investors. 645 00:35:50,080 --> 00:35:52,480 [intense music playing] 646 00:35:53,120 --> 00:35:55,160 We'll give you Rs. 30 lakh. 10 each. 647 00:35:55,240 --> 00:35:57,320 But we want 5% each. That's 15%. 648 00:36:04,640 --> 00:36:07,720 I thought you are in your early 20's. You're on life support. 649 00:36:08,480 --> 00:36:10,440 So, we are giving you a bit of runway. 650 00:36:10,520 --> 00:36:11,920 And are winging it! 651 00:36:12,760 --> 00:36:14,920 You have a bigger purpose. 652 00:36:21,960 --> 00:36:23,640 If you agree, we are on board. 653 00:36:23,720 --> 00:36:25,520 If you say 'no', we'll wish you the best. 654 00:36:25,600 --> 00:36:29,280 We will definitely visit your tea garden to meet you. 655 00:36:29,480 --> 00:36:31,080 [intense music playing] 656 00:36:31,200 --> 00:36:32,560 Could you give us a minute to think? 657 00:36:32,640 --> 00:36:33,440 Certainly. 658 00:36:33,760 --> 00:36:36,120 [intense music playing] 659 00:36:37,280 --> 00:36:39,360 Had they negotiated slightly, it'd have worked out. 660 00:36:39,440 --> 00:36:41,520 - I think there's some room. - No, there's too much risk. 661 00:36:41,600 --> 00:36:44,080 - This is a fine company, Namita. - No... 662 00:36:45,720 --> 00:36:48,440 You're saying that if they say 10 663 00:36:48,640 --> 00:36:50,480 instead of 15, then we shouldn't go ahead. 664 00:36:50,560 --> 00:36:53,520 - Worst case... - If it's 10, then I'm out. 665 00:36:53,720 --> 00:36:55,960 - Which is? - He's out and so are you. 666 00:36:56,040 --> 00:36:57,800 Worst case I will do is 12. 667 00:36:57,920 --> 00:36:59,520 Yours is 12. Yours is 15. 668 00:36:59,920 --> 00:37:02,080 Even 12 will do. You won't go any lower. 669 00:37:02,160 --> 00:37:03,960 - I'll do it at 15. - I think so too. 670 00:37:04,040 --> 00:37:05,560 [tense music playing] 671 00:37:05,720 --> 00:37:09,520 - Welcome back, guys. - Ishaan and Sparsh, welcome back. 672 00:37:10,120 --> 00:37:12,440 I told you earlier it is non-negotiable. 673 00:37:12,560 --> 00:37:14,000 - So, speak wisely. - Yes. 674 00:37:14,520 --> 00:37:16,400 [dramatic music plays] 675 00:37:18,360 --> 00:37:19,520 We have one condition. 676 00:37:22,160 --> 00:37:25,280 If you can convince him to come with you 677 00:37:25,640 --> 00:37:28,720 to visit Selim Hill Tea Garden only then we will accept your deal. 678 00:37:37,520 --> 00:37:39,120 [pleasant music plays] 679 00:37:39,280 --> 00:37:41,600 This will be long term, not for three or four months. 680 00:37:41,680 --> 00:37:44,560 And we will make this a big brand and I'll be drinking only this tea. 681 00:37:44,680 --> 00:37:46,000 - Guys, here. - Absolutely. 682 00:37:47,800 --> 00:37:49,040 [camera shutter clicks] 683 00:37:54,480 --> 00:37:55,560 Look! 684 00:37:55,640 --> 00:37:56,680 What happened? Is he back? 685 00:37:56,760 --> 00:37:59,560 We decided to invest in your competition... 686 00:37:59,800 --> 00:38:01,400 [laughing] 687 00:38:01,600 --> 00:38:03,160 - Alright! - How dare they! 688 00:38:04,040 --> 00:38:06,000 Come here and meet me! 689 00:38:06,080 --> 00:38:07,280 Hammer too! 690 00:38:07,840 --> 00:38:09,400 I will eat them up! 691 00:38:09,600 --> 00:38:11,080 I am the don of this industry! 692 00:38:11,160 --> 00:38:12,720 Yes! What was it? 693 00:38:12,800 --> 00:38:15,080 I am the don of this industry! 694 00:38:15,360 --> 00:38:17,200 [theme music plays] 695 00:38:25,360 --> 00:38:26,800 [theme music plays] 696 00:38:35,320 --> 00:38:36,320 [theme music plays] 697 00:38:42,080 --> 00:38:43,760 - Hello, Sharks! - Hello! 698 00:38:44,040 --> 00:38:47,960 I am Rahul Sachdeva, 26 years. I've come from Panchkula city! 699 00:38:58,120 --> 00:38:59,440 Who doesn't like makeup? 700 00:38:59,560 --> 00:39:01,200 I love it! 701 00:39:01,360 --> 00:39:03,440 Be it contouring, or bold eye makeup! 702 00:39:03,600 --> 00:39:06,000 Everyone follows it on social media. 703 00:39:06,080 --> 00:39:08,080 - They do. - And they want to try it too. 704 00:39:08,760 --> 00:39:11,280 When women go to makeup artists 705 00:39:11,400 --> 00:39:13,080 to get ready for an event, 706 00:39:13,320 --> 00:39:15,480 she also asks her makeup artist 707 00:39:15,560 --> 00:39:17,000 which brand is good, 708 00:39:17,240 --> 00:39:19,200 and which product will look good on them. 709 00:39:19,320 --> 00:39:22,600 But when these women go to buy makeup, 710 00:39:22,880 --> 00:39:24,520 it is expensive. 711 00:39:24,800 --> 00:39:27,320 Because they are mostly international brands. 712 00:39:27,400 --> 00:39:30,040 - Okay. - To solve this problem 713 00:39:30,120 --> 00:39:32,440 we launched the brand, Recode! 714 00:39:32,600 --> 00:39:34,040 [dramatic music plays] 715 00:39:39,720 --> 00:39:41,520 Recode is a makeup brand. 716 00:39:41,680 --> 00:39:44,280 We sell international quality products. 717 00:39:44,360 --> 00:39:45,960 Recode brands billability is 718 00:39:46,120 --> 00:39:48,440 in local shops, 250 shops, 719 00:39:57,480 --> 00:40:00,400 In 2021 we started our marketplace. 720 00:40:05,720 --> 00:40:06,680 Oh, wow! 721 00:40:07,720 --> 00:40:09,520 Sharks, our ask is 722 00:40:09,720 --> 00:40:12,200 one percent equity in our company for 1 crore. 723 00:40:24,000 --> 00:40:25,680 will I get that equity? 724 00:40:25,760 --> 00:40:26,680 [laughing] 725 00:40:26,760 --> 00:40:28,440 Or no? 726 00:40:35,440 --> 00:40:36,160 We are not nervous. 727 00:40:36,240 --> 00:40:38,920 You just learnt this dialogue from me, and you are using it. 728 00:40:39,120 --> 00:40:40,920 Come on, guys! Welcome to Shark Tank. 729 00:40:41,000 --> 00:40:41,840 Thank you, sir 730 00:40:42,120 --> 00:40:43,600 How did you think of this? 731 00:40:43,800 --> 00:40:46,080 That you want to do this, and why did you think of this? 732 00:40:46,160 --> 00:40:48,720 I used to work with a brand in this industry 733 00:40:48,800 --> 00:40:50,200 in an unorganised sector. 734 00:40:50,280 --> 00:40:51,240 Which brand? 735 00:40:51,320 --> 00:40:53,480 Make Over. I did my study there. 736 00:40:53,560 --> 00:40:55,480 Where to make the best products from. 737 00:40:55,600 --> 00:40:57,640 How people work in an organised sector. 738 00:40:57,760 --> 00:41:01,160 I had the distribution of around five states. 739 00:41:01,240 --> 00:41:02,040 Okay. 740 00:41:02,120 --> 00:41:02,840 And you? 741 00:41:02,920 --> 00:41:04,920 I used to sell bicycle parts. 742 00:41:05,120 --> 00:41:07,880 I am working with his brother-in-law since 1998. 743 00:41:08,080 --> 00:41:10,120 When he came to me in 2018 744 00:41:10,200 --> 00:41:12,520 I spontaneously asked him why not work on this. 745 00:41:12,600 --> 00:41:14,960 He agreed, and we started a company within two hours. 746 00:41:15,400 --> 00:41:17,080 [laughing] 747 00:41:17,440 --> 00:41:18,720 Within two hours! 748 00:41:19,360 --> 00:41:20,440 You are awesome! 749 00:41:20,520 --> 00:41:22,440 What do you mean he came to you? 750 00:41:22,520 --> 00:41:24,320 You knew his brother-in-law? 751 00:41:24,440 --> 00:41:26,560 Yes, he went to meet his brother-in-law. 752 00:41:27,520 --> 00:41:29,000 [laughing] 753 00:41:29,640 --> 00:41:31,600 You were sitting and sipping on tea, 754 00:41:32,160 --> 00:41:33,920 and he said 755 00:41:34,000 --> 00:41:36,760 that he is into makeup, and you suggested you form a company. 756 00:41:36,920 --> 00:41:38,280 - Is that what happened? - Yes. 757 00:41:38,520 --> 00:41:40,240 [laughing] 758 00:41:41,000 --> 00:41:43,440 Is this how you make decisions in life? 759 00:41:43,680 --> 00:41:44,320 Yes, sir. 760 00:41:44,400 --> 00:41:45,640 Oh my! 761 00:41:50,720 --> 00:41:53,280 Already, there are so many people in this market. 762 00:41:53,400 --> 00:41:55,320 Which problem are you solving? 763 00:41:55,400 --> 00:41:58,000 In an organised sector, there are around eight names. 764 00:41:58,120 --> 00:42:02,160 Colorbar, Maybelline, LOreal, Faces Canada, Sugar. 765 00:42:03,120 --> 00:42:05,560 These six brands work in a certain sector. 766 00:42:05,640 --> 00:42:08,280 There is a focus on the consumer market. 767 00:42:08,400 --> 00:42:11,840 We believe we are not competing with these six brands. 768 00:42:11,960 --> 00:42:13,160 [music plays] 769 00:42:13,240 --> 00:42:16,760 Offline we have self-grooming classes. 770 00:42:16,920 --> 00:42:20,200 And we teach them and do customer acquisition. 771 00:42:20,280 --> 00:42:22,560 Give us an example, who is your customer? 772 00:42:23,200 --> 00:42:24,560 What were they buying earlier, 773 00:42:24,640 --> 00:42:26,520 and why are they buying your products now? 774 00:42:26,720 --> 00:42:27,800 The artists, 775 00:42:27,960 --> 00:42:30,240 advise an expensive product to girls. 776 00:42:30,320 --> 00:42:31,840 Just like I told you during my pitch. 777 00:42:31,920 --> 00:42:35,080 To replace international brands 778 00:42:35,160 --> 00:42:36,600 we have introduced Recode brand. 779 00:42:36,720 --> 00:42:38,360 Are you a premium brand, or... 780 00:42:38,480 --> 00:42:39,680 Sir, economical! 781 00:42:41,640 --> 00:42:43,320 Sir, may I show you my products? 782 00:42:43,400 --> 00:42:44,600 - Sure, you may. - You may. 783 00:42:44,800 --> 00:42:46,720 Especially those that are better than Sugar. 784 00:42:46,800 --> 00:42:48,200 [laughing] 785 00:42:50,200 --> 00:42:52,320 Try water cream, sir. 786 00:42:52,760 --> 00:42:53,800 This is the primer. 787 00:42:53,880 --> 00:42:55,000 Is it transfer-proof? 788 00:42:55,080 --> 00:42:56,480 - It's smudge-proof and waterproof. - Wow! 789 00:42:56,560 --> 00:42:58,480 - Makeup mixer? - Yes. 790 00:42:58,800 --> 00:43:00,360 It's an innovative product, ma'am. 791 00:43:00,920 --> 00:43:01,800 Thank you! 792 00:43:01,880 --> 00:43:03,240 [suspenseful music plays] 793 00:43:04,280 --> 00:43:05,920 I saw your product. 794 00:43:06,080 --> 00:43:08,200 But I have never seen a package that is this bad. 795 00:43:08,280 --> 00:43:09,800 [dramatic music plays] 796 00:43:10,600 --> 00:43:12,160 It is broken. 797 00:43:12,240 --> 00:43:15,120 You've put a sticker here. 798 00:43:17,400 --> 00:43:20,640 Is it very cheap? Why is the packaging like this? 799 00:43:20,760 --> 00:43:23,240 It is not that cheap. We will improve the packaging 800 00:43:23,400 --> 00:43:24,680 if you think it is not up to the mark. 801 00:43:24,760 --> 00:43:25,840 Do you like it? 802 00:43:26,360 --> 00:43:28,400 It is good to go in the market. 803 00:43:30,520 --> 00:43:32,080 Solid! 804 00:43:32,920 --> 00:43:34,360 And you're speaking 805 00:43:34,440 --> 00:43:35,920 as if you are eating something. 806 00:43:36,000 --> 00:43:37,240 Are you chewing tobacco? 807 00:43:38,000 --> 00:43:39,040 I need to drink water. 808 00:43:39,240 --> 00:43:41,520 - Want to drink water? Please take. - It's kept behind. 809 00:43:41,600 --> 00:43:43,480 And your manner is different too, 810 00:43:43,600 --> 00:43:45,720 tattoo on your hand! 811 00:43:47,280 --> 00:43:48,200 It's style! 812 00:43:49,840 --> 00:43:51,800 I have made my decision. 813 00:43:52,040 --> 00:43:53,760 [suspenseful music plays] 814 00:43:54,600 --> 00:43:55,960 As a principle, 815 00:43:56,360 --> 00:43:59,360 I never invest in my friend's competitor. 816 00:43:59,480 --> 00:44:00,880 But they don't have a competitor! 817 00:44:03,400 --> 00:44:06,520 nor will I invest in makeup line. 818 00:44:07,880 --> 00:44:10,000 - So for that reason, I am out. - No problem. 819 00:44:10,080 --> 00:44:11,080 Thank you, ma'am! 820 00:44:12,760 --> 00:44:13,760 I will! 821 00:44:13,840 --> 00:44:15,560 - I will talk to you. - So will I! 822 00:44:15,640 --> 00:44:17,280 [laughing] 823 00:44:17,480 --> 00:44:18,840 How much do you sell? 824 00:44:19,040 --> 00:44:21,080 Last year, we closed on 15 crore. 825 00:44:23,160 --> 00:44:24,960 This year we closed in 11.5 crore. 826 00:44:25,240 --> 00:44:26,240 [laughing] 827 00:44:26,440 --> 00:44:27,360 I knew that! 828 00:44:27,440 --> 00:44:30,080 I asked so that I can make you all speechless. 829 00:44:30,360 --> 00:44:32,000 [dramatic music plays] 830 00:44:32,680 --> 00:44:34,480 We have 2,36,000 followers. 831 00:44:34,640 --> 00:44:36,000 - How many? - 2,36,000. 832 00:44:37,720 --> 00:44:39,680 - How many do you have? - 33,00,000. 833 00:44:39,800 --> 00:44:41,160 Oh my God! 834 00:44:41,240 --> 00:44:42,520 Anything else? 835 00:44:42,800 --> 00:44:44,080 I must say... 836 00:44:44,160 --> 00:44:45,520 Yes! Impressive! 837 00:44:46,960 --> 00:44:50,160 You still haven't explained to anyone what you exactly do. 838 00:44:50,240 --> 00:44:51,960 Your sale is so good 839 00:44:52,240 --> 00:44:54,840 that everyone will look at it respectfully. 840 00:44:55,000 --> 00:44:57,520 Are the artists on payroll, do you pay them? 841 00:44:57,600 --> 00:45:00,520 Is this your customer acquisition strategy? 842 00:45:00,600 --> 00:45:02,200 Are you selling your products through this 843 00:45:02,280 --> 00:45:03,960 - or are you just influencing? - What is it? 844 00:45:04,040 --> 00:45:05,160 Sir, we're influencing. 845 00:45:17,160 --> 00:45:18,480 We charge them Rs. 1,500 for each class. 846 00:45:18,560 --> 00:45:20,320 Buy products worth Rs, 1,500 847 00:45:20,680 --> 00:45:22,360 and also have food. 848 00:45:22,440 --> 00:45:23,640 What? 849 00:45:24,120 --> 00:45:25,000 And also? 850 00:45:25,080 --> 00:45:26,680 Food! Lunch! 851 00:45:26,840 --> 00:45:28,280 [laughing] 852 00:45:28,880 --> 00:45:32,320 Sir, the class goes on for around four hours. 853 00:45:32,520 --> 00:45:34,000 We charge them Rs. 1,500 for the class and 854 00:45:34,080 --> 00:45:35,440 give them free products of that value. 855 00:45:35,520 --> 00:45:37,000 And we also give them free lunch. 856 00:45:37,080 --> 00:45:38,440 [tense music plays] 857 00:45:38,920 --> 00:45:41,880 A teacher teaches around 150 students 858 00:45:41,960 --> 00:45:43,400 in her classroom. 859 00:45:43,520 --> 00:45:45,720 - No! In a hotel. - I a hotel. 860 00:45:45,880 --> 00:45:47,480 In five-star properties. 861 00:45:47,600 --> 00:45:49,120 [suspenseful music plays] 862 00:45:49,400 --> 00:45:51,560 How many people do you reach every month? 863 00:45:51,760 --> 00:45:53,640 Off-season we manage 1000. 864 00:45:55,880 --> 00:45:57,240 And this becomes your revenue. 865 00:45:57,320 --> 00:45:59,680 No, this is not our revenue. This goes into our goodies. 866 00:45:59,760 --> 00:46:01,120 This is at our cost. 867 00:46:02,880 --> 00:46:03,920 Our main cost goes into hotel, 868 00:46:04,040 --> 00:46:05,440 food and goodies. 869 00:46:05,520 --> 00:46:07,240 Food and all... 870 00:46:07,480 --> 00:46:10,480 You have come up with an amazing customer acquisition model. 871 00:46:10,560 --> 00:46:11,640 I am impressed 872 00:46:12,080 --> 00:46:13,680 This attracts people. 873 00:46:13,800 --> 00:46:17,720 I learned an innovative model of customer acquisition from you today. 874 00:46:17,920 --> 00:46:19,480 - Thank you, sir. - Thank you, sir. 875 00:46:20,000 --> 00:46:21,640 - Is it a profitable business? - Yes. 876 00:46:21,720 --> 00:46:24,360 - How much profit do you make? - Last year it was 6 percent. 877 00:46:24,440 --> 00:46:26,080 How much is it? Tell me in rupees. 878 00:46:26,720 --> 00:46:28,440 We make around Rs. 70,00,000 in profit. 879 00:46:39,480 --> 00:46:42,640 it is more or less the same. 880 00:46:42,760 --> 00:46:44,160 How much will you make this year? 881 00:46:44,240 --> 00:46:45,280 30! 882 00:46:45,840 --> 00:46:46,920 Minimum. 883 00:46:47,280 --> 00:46:49,240 I didn't even hear the name of your brand 884 00:46:49,320 --> 00:46:51,160 And I visit many shops that has to do with this market. 885 00:46:51,240 --> 00:46:52,920 'Trysugar' follows us on Instagram. 886 00:46:54,080 --> 00:46:56,600 - Does Sugar follows you? Oh! - Yes. 887 00:46:56,680 --> 00:46:59,160 You need to go in-depth about your business. 888 00:46:59,320 --> 00:47:02,080 Give some time to your business You are always on Shark Tank. 889 00:47:02,160 --> 00:47:03,520 You have no idea what is going on! 890 00:47:03,600 --> 00:47:05,040 I am impressed with you. 891 00:47:05,200 --> 00:47:06,440 [dramatic music plays] 892 00:47:07,520 --> 00:47:08,880 Let me share my decision. 893 00:47:08,960 --> 00:47:10,440 [dramatic music plays] 894 00:47:11,680 --> 00:47:13,720 You know in business, the moment you see the door is slightly open, 895 00:47:13,800 --> 00:47:15,360 you should just enter inside. 896 00:47:15,440 --> 00:47:16,160 - Correct? - Yes, sir. 897 00:47:16,240 --> 00:47:18,560 You saw that opportunity for yourself. 898 00:47:18,680 --> 00:47:20,880 Both of you are good entrepreneurs. You have a flexible approach. 899 00:47:20,960 --> 00:47:23,800 To make a sale of 15 crore with profit in India, 900 00:47:24,320 --> 00:47:26,720 even the giants fail to do that. Very good job. 901 00:47:27,040 --> 00:47:29,520 But last year I made a deal with Hammer. 902 00:47:30,200 --> 00:47:31,720 'You sell hammer brand to me.' 903 00:47:32,200 --> 00:47:34,040 - 'Are you ready? - Yes.' 904 00:47:34,200 --> 00:47:37,480 'If you are selling the company, I will buy it for Rs. 1 crore.' 905 00:47:37,600 --> 00:47:39,640 People are selling themselves here and not equity. 906 00:47:39,720 --> 00:47:41,040 - Hey, he is talking to me. - Yes. 907 00:47:41,120 --> 00:47:42,600 - Exactly! - But I have the right 908 00:47:42,720 --> 00:47:44,760 to say whatever I want. You can continue speaking. 909 00:47:44,840 --> 00:47:46,240 [tense music playing] 910 00:47:47,360 --> 00:47:50,520 When it was broadcasted on TV, I dropped a message to the Sharks. 911 00:47:50,680 --> 00:47:53,680 I said I lost that deal despite winning it. Do you know why? 912 00:48:20,040 --> 00:48:22,840 If we block all the categories on Shark Tank, 913 00:48:23,080 --> 00:48:24,680 then how will we help entrepreneurs? 914 00:48:24,760 --> 00:48:27,200 Continue doing what you're doing. 915 00:48:27,520 --> 00:48:30,960 I think you can work on your branding. 916 00:48:32,160 --> 00:48:35,040 If you do that your brand's aspiration will become better. 917 00:48:35,160 --> 00:48:36,800 [suspenseful music plays] 918 00:48:37,360 --> 00:48:39,480 I don't want to be a part of this today 919 00:48:39,560 --> 00:48:42,600 because I believe I cannot add any value 920 00:48:42,680 --> 00:48:44,400 to the ecosystem 921 00:48:44,720 --> 00:48:47,120 of this business. 922 00:48:47,280 --> 00:48:48,520 Yes, sir. 923 00:48:49,000 --> 00:48:51,160 Let me congratulate you first. 924 00:48:51,240 --> 00:48:51,920 Thank you, ma'am. 925 00:48:52,040 --> 00:48:53,840 - This crayon is very good. - Thank you, ma'am. 926 00:48:53,960 --> 00:48:55,280 In a category like makeup, 927 00:48:55,400 --> 00:48:57,320 consumers like to try it first before buying it. 928 00:48:57,400 --> 00:49:00,440 I think it's a good thing to have a bestselling product. 929 00:49:00,840 --> 00:49:04,040 Women still get scared to put makeup on even now. 930 00:49:04,120 --> 00:49:07,320 Because they think they will look funny, or people will laugh at them. 931 00:49:07,400 --> 00:49:10,640 The foundation shade is not correct, the winged eyeliner is not perfect. 932 00:49:10,720 --> 00:49:14,960 Education is a good way 933 00:49:15,160 --> 00:49:17,280 to win consumers trust. 934 00:49:17,360 --> 00:49:20,680 I believe, the professional market... 935 00:49:20,760 --> 00:49:22,640 The makeup artist who 936 00:49:23,320 --> 00:49:25,160 can afford makeup worth Rs. 600, 937 00:49:25,240 --> 00:49:27,040 but they don't want a branded product. 938 00:49:27,440 --> 00:49:29,440 That's not a sizable market. 939 00:49:29,520 --> 00:49:31,440 That cannot make Rs. 300 crore. 940 00:49:31,760 --> 00:49:35,000 It cannot scale a profitable business 941 00:49:35,080 --> 00:49:37,760 to a certain extent. Because 942 00:49:38,320 --> 00:49:39,880 - I am in this business. - What are you saying? 943 00:49:40,000 --> 00:49:43,880 I cannot partner with you on this. 944 00:49:44,600 --> 00:49:47,440 But best of luck! You have come a long way. 945 00:49:47,520 --> 00:49:49,520 You should keep trying. Good luck! 946 00:49:49,760 --> 00:49:50,880 Thank you! 947 00:49:51,040 --> 00:49:53,480 Let me summarise it for you. Four Sharks are out. 948 00:49:53,720 --> 00:49:56,960 I am saying that because I am still confused. Okay? 949 00:49:57,280 --> 00:50:00,600 You mentioned the marketplace. What happens in the marketplace? 950 00:50:00,960 --> 00:50:03,160 - Are you selling other brands? - Hmm! 951 00:50:03,240 --> 00:50:04,560 How much of it are you selling? 952 00:50:04,640 --> 00:50:07,640 In total, we make 50 percent revenue from D2C (Direct-to-consumer). 953 00:50:07,960 --> 00:50:09,320 That comes from the marketplace. 954 00:50:09,400 --> 00:50:12,480 This year you Wil make 30 crore. Is 15 crore from the marketplace? 955 00:50:12,560 --> 00:50:13,480 7.5 crore. 956 00:50:13,560 --> 00:50:14,600 The total will be 30 crore. 957 00:50:14,680 --> 00:50:17,640 We have a 25 percent share in the marketplace. 958 00:50:19,000 --> 00:50:20,680 - What are you saying? - Other brands. 959 00:50:20,920 --> 00:50:23,160 You will get 7.5 crore from other brands? 960 00:50:23,480 --> 00:50:25,040 Why did you make it a marketplace? 961 00:50:25,120 --> 00:50:27,160 We were helpless, sir. 962 00:50:27,240 --> 00:50:29,000 When we started work in 2018 963 00:50:29,080 --> 00:50:30,680 we had around seven SKUs (stock-keeping unit). 964 00:50:30,760 --> 00:50:32,320 A year later we were hit by COVID. 965 00:50:32,600 --> 00:50:35,040 We were about to shut our business. We were in loss. 966 00:50:35,440 --> 00:50:37,600 With that in mind, our products 967 00:50:37,680 --> 00:50:39,680 that were about to expire in about ten months 968 00:50:39,960 --> 00:50:41,840 we sold them all over India for Rs. 1. 969 00:50:41,920 --> 00:50:43,440 [dramatic music plays] 970 00:50:44,640 --> 00:50:46,280 We put a flat sale of Rs. 1. 971 00:50:46,440 --> 00:50:47,760 Rs. 1! 972 00:50:47,880 --> 00:50:50,680 Wow! You are a marketing genius. 973 00:50:51,000 --> 00:50:52,280 You do good business. 974 00:50:52,360 --> 00:50:54,600 People tried our products. 975 00:50:54,840 --> 00:50:56,760 Then we got demand. 976 00:50:56,920 --> 00:50:58,560 After that, they kept coming to us. 977 00:51:00,560 --> 00:51:02,320 You are good players in your business. 978 00:51:02,960 --> 00:51:05,480 What you did to get here, 979 00:51:05,560 --> 00:51:07,680 and you aim at making 30 crore, 980 00:51:07,960 --> 00:51:09,240 I am very surprised. 981 00:51:10,560 --> 00:51:12,000 I didn't expect this. 982 00:51:12,720 --> 00:51:15,040 Believe me, there are businesses 983 00:51:15,120 --> 00:51:16,600 like this that are taking off in India. 984 00:51:16,680 --> 00:51:17,880 That is what I am saying. 985 00:51:17,960 --> 00:51:20,480 What is going on? I am confused. That's why I am shocked. 986 00:51:20,560 --> 00:51:21,720 A flexible approach! 987 00:51:21,960 --> 00:51:25,240 India will change in five years! 988 00:51:26,080 --> 00:51:27,520 That is for sure. 989 00:51:28,280 --> 00:51:30,200 Both of you 990 00:51:30,960 --> 00:51:33,320 are going to be the future of New India. 991 00:51:33,400 --> 00:51:36,240 I feel so proud when I meet people who come from 992 00:51:36,640 --> 00:51:39,560 a small town and run profitable businesses. 993 00:51:39,920 --> 00:51:41,440 We never even imagined it. 994 00:51:41,520 --> 00:51:44,960 That too in makeup! Who would have thought? Two guys! 995 00:51:45,400 --> 00:51:47,320 You are teaching us something before you leave. 996 00:51:47,400 --> 00:51:50,960 I will also give eye testing classes in a five-star hotel. 997 00:51:51,040 --> 00:51:52,840 Wait and watch! I will start next week. 998 00:51:52,920 --> 00:51:54,440 - And lunch too! - I will! 999 00:51:54,560 --> 00:51:56,400 - Lunch is a must. - It is a must! 1000 00:51:56,640 --> 00:52:00,040 This is the point of attraction. Five-star property and lunch. 1001 00:52:00,120 --> 00:52:02,600 Sir, I've understood the model really well. 1002 00:52:02,680 --> 00:52:04,880 We still attend weddings we are uninvited 1003 00:52:04,960 --> 00:52:06,320 to a five-star hotel to eat. 1004 00:52:06,400 --> 00:52:07,920 [laughing] 1005 00:52:09,840 --> 00:52:12,120 You are genuinely putting in the work. That is good. 1006 00:52:12,200 --> 00:52:13,680 I have two issues. 1007 00:52:14,600 --> 00:52:16,160 One is valuation. 1008 00:52:16,800 --> 00:52:19,320 I won't get it no matter how hard I try. 1009 00:52:19,680 --> 00:52:22,520 The second issue is... I have never given this reason. 1010 00:52:22,720 --> 00:52:24,760 But the second reason is chemistry. 1011 00:52:25,720 --> 00:52:28,600 The way you decide scares me. 1012 00:52:29,320 --> 00:52:32,600 You said, he met you when you were having tea and you started this. 1013 00:52:32,800 --> 00:52:35,040 And you got to it and done! 1014 00:52:35,400 --> 00:52:36,800 [dramatic music plays] 1015 00:52:37,440 --> 00:52:39,560 I am out because of these two reasons. 1016 00:52:39,760 --> 00:52:41,280 All five sharks are out. 1017 00:52:41,360 --> 00:52:43,520 But we are inspired by you. 1018 00:52:43,600 --> 00:52:45,000 - We got to learn. - Good luck! 1019 00:52:45,080 --> 00:52:47,360 - Thank you! - All the best! 1020 00:52:47,440 --> 00:52:48,960 Best of luck! 1021 00:52:52,280 --> 00:52:55,000 - Guys, this is just unbelievable. - Unbelievable. 1022 00:52:55,080 --> 00:52:57,040 - What's happening is unbelievable. - What a flexible approach. 1023 00:52:57,120 --> 00:52:58,600 He was a bicycle manufacturer. 1024 00:52:58,800 --> 00:52:59,880 We wait 1025 00:53:00,040 --> 00:53:02,240 for IIT, IIM, CA, and Engineer students. 1026 00:53:02,320 --> 00:53:04,440 If people like him make a profitable business 1027 00:53:04,600 --> 00:53:05,360 you don't need all that. 1028 00:53:05,440 --> 00:53:08,120 After meeting them it makes it worth it to be on Shark Tank. 1029 00:53:08,520 --> 00:53:10,760 [upbeat music plays] 1030 00:53:11,600 --> 00:53:14,600 What do you think? Where did you go wrong? What was missing? 1031 00:53:14,920 --> 00:53:17,840 What went wrong is, when we entered 1032 00:53:18,440 --> 00:53:20,320 we applied lip balm and my mouth got dry. 1033 00:53:20,640 --> 00:53:21,880 That was bothering me. 1034 00:53:21,960 --> 00:53:24,400 I couldn't speak. Backstage they made me 1035 00:53:24,680 --> 00:53:25,880 apply lip balm. It made my mouth dry. 1036 00:53:25,960 --> 00:53:27,560 Dialogue delivery became weak. 1037 00:53:28,440 --> 00:53:30,040 Lip balm was problematic. 1038 00:53:30,120 --> 00:53:31,600 I agree! Hear me out, sir. 1039 00:53:31,800 --> 00:53:33,160 You should start making lip balms. 1040 00:53:33,280 --> 00:53:35,480 We already make it. It doesn't dry anyone's mouth. 1041 00:53:35,560 --> 00:53:37,240 Great! You should have applied your lip balm. 1042 00:53:37,360 --> 00:53:38,920 I had no idea they will make us apply lip balm. 1043 00:53:41,520 --> 00:53:43,560 Other than lip balm, do you think something... 1044 00:53:43,680 --> 00:53:46,000 No, their guidance will take help us grow. 1045 00:53:46,080 --> 00:53:47,200 - Whatever we've learnt here. - Sure. 1046 00:53:47,280 --> 00:53:49,000 We will try to improve. They said that packaging 1047 00:53:49,080 --> 00:53:50,880 was an issue, and we will work towards it. 1048 00:53:51,000 --> 00:53:51,760 Sure. 1049 00:53:51,840 --> 00:53:53,440 And it will be put to immediate effect. 1050 00:53:53,520 --> 00:53:54,760 - Immediately! - Tomorrow morning itself. 1051 00:53:54,880 --> 00:53:55,880 Sir, change the packaging once you leave. 1052 00:53:55,960 --> 00:53:56,880 - Done. - Right? 1053 00:53:56,960 --> 00:53:58,400 Sir, wishing you all the very best. 1054 00:53:58,480 --> 00:54:00,000 - Do very well! - Thank you. 1055 00:54:00,080 --> 00:54:01,440 - Thank you. - Take care. 1056 00:54:03,080 --> 00:54:04,920 Let's watch Shark Xperience! 1057 00:54:05,520 --> 00:54:06,840 'In Shark Xperience, 1058 00:54:06,920 --> 00:54:09,720 we will get to know the Sharks better.' 1059 00:54:09,880 --> 00:54:12,800 'The first question is for Shark Anupam Mittal.' 1060 00:54:12,960 --> 00:54:16,440 'Rajshri from Yavatmal, Maharashtra would like to ask 1061 00:54:16,960 --> 00:54:20,000 How did you know the potential of an innovative idea 1062 00:54:20,200 --> 00:54:21,560 that is Shaadi.com? 1063 00:54:22,120 --> 00:54:23,840 I used to live in the US. 1064 00:54:23,920 --> 00:54:25,680 I came to India for a vacation. 1065 00:54:25,760 --> 00:54:27,680 And in India, 1066 00:54:27,920 --> 00:54:29,760 when you are of a certain age 1067 00:54:29,840 --> 00:54:32,040 everyone comes together to get you married. 1068 00:54:32,160 --> 00:54:34,160 The same happened to me. 1069 00:54:34,520 --> 00:54:36,720 There were priests, 1070 00:54:37,120 --> 00:54:39,640 who came and showed pictures of potential suitors. 1071 00:54:39,720 --> 00:54:41,480 He carried a briefcase.