1 00:00:34,240 --> 00:00:35,760 With a thunderous round of applause, 2 00:00:40,520 --> 00:00:42,640 [pleasant music playing] 3 00:00:45,600 --> 00:00:48,560 They went inside the tank without meeting me! 4 00:00:49,360 --> 00:00:51,240 Why was I made to memorise all this English then? 5 00:00:51,320 --> 00:00:54,160 [theme music playing] 6 00:01:16,760 --> 00:01:18,800 [theme music continues] 7 00:01:42,360 --> 00:01:44,880 [theme music fading] 8 00:01:49,960 --> 00:01:54,080 Sharks, have you ever experienced bloating, acidity and gas? 9 00:01:54,160 --> 00:01:55,880 [chuckling] 10 00:01:56,440 --> 00:01:58,480 Or the infamous Delhi belly? 11 00:01:58,640 --> 00:02:00,080 Could you speak Hindi? 12 00:02:00,200 --> 00:02:01,040 Sure. 13 00:02:02,600 --> 00:02:07,560 More often than not, people ignore gut or stomach health. 14 00:02:07,880 --> 00:02:09,400 - Wow! - Wow! 15 00:02:09,680 --> 00:02:10,680 Well done. 16 00:02:10,800 --> 00:02:12,720 But do you know 17 00:02:12,800 --> 00:02:16,400 all diseases originate from your stomach? 18 00:02:16,520 --> 00:02:18,200 [pleasant music playing] 19 00:02:18,400 --> 00:02:21,680 These are all symptoms of bacterial imbalance. 20 00:02:21,800 --> 00:02:25,840 But did you know you could fix them yourself? 21 00:02:25,920 --> 00:02:26,720 Wow. 22 00:02:26,800 --> 00:02:28,680 - How? - With Kombucha! 23 00:02:28,840 --> 00:02:31,240 [euphoric music playing] 24 00:02:31,520 --> 00:02:37,080 We are one of India's first and finest Kombucha brands. 25 00:02:37,400 --> 00:02:38,440 Atmosphere! 26 00:02:46,200 --> 00:02:49,040 We have loads of exciting flavours 27 00:02:49,120 --> 00:02:50,920 like Exotic Lime, 28 00:02:51,080 --> 00:02:52,120 Kolala, 29 00:02:52,280 --> 00:02:54,720 Elderflower and Blueberry with Lavender. 30 00:02:54,840 --> 00:02:59,480 We use only 100% real and natural ingredients 31 00:02:59,560 --> 00:03:00,880 in making these flavours. 32 00:03:17,200 --> 00:03:19,560 - Wow! - [euphoric music playing] 33 00:03:32,960 --> 00:03:35,120 I asked you to speak Hindi in jest. 34 00:03:50,840 --> 00:03:52,560 [laughter] 35 00:03:54,520 --> 00:03:57,840 Where... I detected a hint of American accent there. 36 00:03:57,920 --> 00:03:59,080 Yes, you're right. 37 00:03:59,160 --> 00:04:04,160 Our family came to India from America in the year 1992. 38 00:04:04,240 --> 00:04:05,800 [pleasant music playing] 39 00:04:06,120 --> 00:04:09,600 Our father is a Mechanical Engineering Professor 40 00:04:09,680 --> 00:04:12,800 and worked in IIT Kanpur. 41 00:04:12,880 --> 00:04:14,360 [intense music playing] 42 00:04:14,920 --> 00:04:19,960 Ever since our family has loved India and its people. 43 00:04:20,040 --> 00:04:22,040 So, they settled in India. 44 00:04:22,120 --> 00:04:24,120 Are both your parents American? 45 00:04:24,320 --> 00:04:25,320 Yes, they're American. 46 00:04:25,560 --> 00:04:27,760 How old were you when you came here? 47 00:04:27,920 --> 00:04:30,080 I was one and a half years old. 48 00:04:30,200 --> 00:04:33,640 But, Ariella, just like our Kombucha is completely made in India! 49 00:04:33,760 --> 00:04:35,280 [laughter] 50 00:04:35,680 --> 00:04:37,680 - Simply fantastic! Wow! - Nice... 51 00:04:37,840 --> 00:04:39,400 - Wow! - [laughter] 52 00:04:40,840 --> 00:04:41,840 Amazing thing! 53 00:04:41,920 --> 00:04:44,840 You can establish a sense of humour in Hindi. 54 00:04:44,920 --> 00:04:47,240 It's just great. You've mastered the language. 55 00:04:47,920 --> 00:04:49,200 So cute! 56 00:05:18,120 --> 00:05:19,320 Did you study in Kanpur? 57 00:05:19,400 --> 00:05:23,720 Yes, no... Our father lived in Kanpur for two years. 58 00:05:23,800 --> 00:05:27,760 - Then he worked in IIT Kharagpur for four years. - Wow. 59 00:05:27,840 --> 00:05:30,880 After that, we shifted to Mussoorie. 60 00:05:31,880 --> 00:05:34,440 Our dad was into research full time. 61 00:05:34,560 --> 00:05:38,640 My parents loved the life in the mountains. 62 00:05:38,720 --> 00:05:40,400 What about further education? 63 00:05:40,520 --> 00:05:43,920 After that, we studied BA in the United States. 64 00:05:44,040 --> 00:05:44,960 After that? 65 00:05:45,120 --> 00:05:47,560 After that, life's school! 66 00:05:47,640 --> 00:05:48,920 [laughter] 67 00:05:49,320 --> 00:05:51,400 Oh my God! 68 00:05:51,520 --> 00:05:53,480 [laughter] 69 00:05:54,560 --> 00:05:55,960 [laughter] 70 00:05:57,040 --> 00:05:58,360 What brought you to India? 71 00:05:58,440 --> 00:06:00,760 My heart is in India! 72 00:06:00,840 --> 00:06:02,480 - Oh, my! - Wow! 73 00:06:07,160 --> 00:06:09,160 [laughter] 74 00:06:09,240 --> 00:06:10,240 We are two sisters 75 00:06:10,320 --> 00:06:13,120 and we have two brothers on both sides each. 76 00:06:14,760 --> 00:06:17,840 Our brothers and we were not treated differently. 77 00:06:17,960 --> 00:06:20,080 We went to the same school as they did. 78 00:06:20,280 --> 00:06:23,160 If they played sports, then so did we. 79 00:06:24,240 --> 00:06:27,960 We noticed that was not the case with other families. 80 00:06:28,040 --> 00:06:29,880 Then we got to know 81 00:06:30,000 --> 00:06:31,480 that it is difficult for women 82 00:06:31,560 --> 00:06:34,520 in India to get educational opportunities 83 00:06:34,840 --> 00:06:38,360 as well as employment opportunities. 84 00:06:40,320 --> 00:06:42,680 When we returned to India, 85 00:06:42,800 --> 00:06:46,600 we thought of addressing this society's problem 86 00:06:46,800 --> 00:06:49,200 by means of a sustainable solution. 87 00:06:49,280 --> 00:06:51,880 Business is a sustainable solution 88 00:06:52,040 --> 00:06:53,840 that creates job opportunities 89 00:06:53,920 --> 00:06:56,800 by way of creating a product and adding value. 90 00:06:58,280 --> 00:07:01,040 100% female workforce in our factory. 91 00:07:01,200 --> 00:07:03,200 - Where's your factory located? - Delhi. 92 00:07:03,320 --> 00:07:05,000 How many women work there? 93 00:07:07,920 --> 00:07:09,800 That's great. Well done. 94 00:07:10,120 --> 00:07:13,000 Was your main reason to stay here 95 00:07:13,120 --> 00:07:17,080 - that you genuinely loved India? - Yes. 96 00:07:17,160 --> 00:07:21,920 Or your social cause as you mentioned to empower women? 97 00:07:22,080 --> 00:07:24,440 Or do you really wish to set up a business? 98 00:07:25,840 --> 00:07:27,200 This is a business. 99 00:07:27,280 --> 00:07:30,520 We are living here because we want to. 100 00:07:30,600 --> 00:07:32,080 After I returned, 101 00:07:32,200 --> 00:07:35,800 we both were doing corporate jobs for four years. 102 00:07:35,960 --> 00:07:37,560 I was working with Fabindia. 103 00:07:37,640 --> 00:07:41,040 I started a line of cafés. 104 00:07:42,480 --> 00:07:44,120 It goes by the name Fabcafe. 105 00:07:44,200 --> 00:07:45,720 I was the Project Manager. 106 00:07:47,240 --> 00:07:48,720 I was working with Organic India 107 00:07:48,840 --> 00:07:52,880 to set up a wellness centre for them. 108 00:07:53,000 --> 00:07:56,080 From that time, I had been noticing 109 00:07:56,160 --> 00:07:58,480 that the people coming to me 110 00:07:58,560 --> 00:08:02,080 were suffering from various gut related issues. 111 00:08:03,400 --> 00:08:05,360 If we take a look at the statistics, 112 00:08:05,440 --> 00:08:08,880 56% of Indian families struggle with gut issues. 113 00:08:09,000 --> 00:08:12,360 I wanted to prescribe to him a product 114 00:08:12,440 --> 00:08:15,080 that contained probiotics, live as well as raw probiotics, 115 00:08:15,160 --> 00:08:17,000 but there was nothing available in the market. 116 00:08:17,080 --> 00:08:20,760 So, I began by making this product for my clients 117 00:08:20,920 --> 00:08:24,400 and that's how Atmosphere started organically. 118 00:08:26,000 --> 00:08:27,640 I wish to give you a tasting of the product. 119 00:08:27,720 --> 00:08:29,120 Yes, please. 120 00:08:29,360 --> 00:08:31,920 [piano playing] 121 00:08:32,480 --> 00:08:35,680 - Yes, which one should I try? - I want you to try Kolala. 122 00:08:35,760 --> 00:08:36,840 - Kolala? - Yes. 123 00:08:37,120 --> 00:08:39,520 [pleasant music playing] 124 00:08:39,760 --> 00:08:41,600 - Hi. - And for you... 125 00:08:52,040 --> 00:08:54,680 The ginger is just incredible! 126 00:08:54,960 --> 00:08:58,360 Spicy Ginger is almost as good as any other drink? 127 00:08:58,440 --> 00:09:00,640 I don't feel like I'm having Kombucha. 128 00:09:01,320 --> 00:09:02,600 Kolala is also amazing. 129 00:09:02,720 --> 00:09:06,040 Let me ask you a generic question if the tasting is done. 130 00:09:06,200 --> 00:09:09,360 Kombucha... As a common man, 131 00:09:09,560 --> 00:09:11,520 I haven't heard much about it all my life. 132 00:09:11,640 --> 00:09:14,040 I don't think 99% of India even knows. 133 00:09:14,280 --> 00:09:16,200 Yes, this is a foreign concept. 134 00:09:16,320 --> 00:09:18,200 [intense music playing] 135 00:09:18,360 --> 00:09:19,320 What's the market size? 136 00:09:19,400 --> 00:09:23,000 There is no study on the market size for Kombucha in India. 137 00:09:23,080 --> 00:09:24,600 We just need an estimate. 138 00:09:34,800 --> 00:09:36,440 Agreed, I totally agree with you. 139 00:09:37,360 --> 00:09:42,920 We should market it as a healthy, cute, fun and healthy drink. 140 00:09:43,640 --> 00:09:46,000 This also contains sugar. Isn't the sugar too much? 141 00:09:46,840 --> 00:09:48,400 Each bottle of Kombucha 142 00:09:48,520 --> 00:09:51,000 - has how many grams of sugar... - 10 grams of sugar. 143 00:09:51,480 --> 00:09:53,120 Anupam, is that high or low? 144 00:09:53,200 --> 00:09:54,440 10 grams is a lot of sugar. 145 00:09:54,680 --> 00:09:56,240 [intense music playing] 146 00:09:56,480 --> 00:09:57,360 Yes. 147 00:09:58,560 --> 00:10:02,200 The sugar that is added is actually meant for the bacterial culture. 148 00:10:02,320 --> 00:10:05,720 Just as the lactose is eaten up in curd, 149 00:10:05,800 --> 00:10:08,560 even in Kombucha, most if not all of the sugar 150 00:10:08,680 --> 00:10:10,640 is eaten by the bacterial culture. 151 00:10:10,720 --> 00:10:14,320 That's not for your stomach, but meant for the bacterial culture. 152 00:10:15,600 --> 00:10:17,040 It's priced at Rs. 220. 153 00:10:17,120 --> 00:10:18,200 - Hmm. - Yes. 154 00:10:18,320 --> 00:10:22,840 Will the audience consume a drink worth Rs. 220 155 00:10:22,920 --> 00:10:25,520 that they've never heard of before it came on Shark Tank? 156 00:10:25,600 --> 00:10:27,680 [intense music playing] 157 00:10:27,880 --> 00:10:31,440 I think this would be costly for the mass market. 158 00:10:33,080 --> 00:10:35,320 Here's our current business scenario. 159 00:10:48,840 --> 00:10:50,600 With cold chain products, 160 00:10:50,720 --> 00:10:53,520 you can have control over them as a manufacturer. 161 00:10:53,600 --> 00:10:54,720 Hmm... Yes. 162 00:10:54,800 --> 00:10:56,960 But when it reaches the distributors, 163 00:11:01,040 --> 00:11:05,320 - So, your drink is not refrigerated for hours at a stretch. - Hmm. 164 00:11:05,440 --> 00:11:07,400 What impact does that have on the drink? 165 00:11:09,360 --> 00:11:13,560 The drink will get a tad fermented and will also get fizzier. 166 00:11:13,640 --> 00:11:15,080 It'll turn bitter, right? 167 00:11:15,880 --> 00:11:17,120 A tad, yes. 168 00:11:17,920 --> 00:11:20,480 Don't you think this is the biggest problem? 169 00:11:21,360 --> 00:11:24,360 This is the greatest problem in the Kombucha business. 170 00:11:24,440 --> 00:11:27,520 But the Kombucha remains quite a special drink. 171 00:11:27,600 --> 00:11:30,360 We are handling it with a hack... 172 00:11:30,440 --> 00:11:31,880 A hack! 173 00:11:34,560 --> 00:11:38,080 We are handling all this with a lot of effort. 174 00:11:40,480 --> 00:11:42,400 Rebekah, the problem is 175 00:11:42,560 --> 00:11:44,960 that you handling things solves nothing. 176 00:11:46,960 --> 00:11:48,760 Once you pass on the product, 177 00:11:48,880 --> 00:11:51,600 distributors can't handle it and your drink will get bitter. 178 00:11:51,880 --> 00:11:53,680 [intense music playing] 179 00:11:53,920 --> 00:11:56,040 That's a huge challenge. What are your sales? 180 00:11:57,400 --> 00:12:00,840 We've made sales of 1 crore this year. 181 00:12:00,920 --> 00:12:02,640 - Do you mean at MRP? - Hmm. 182 00:12:02,720 --> 00:12:05,880 No, our 40% business is online. 183 00:12:05,960 --> 00:12:07,880 60% is B2B. 184 00:12:08,040 --> 00:12:10,480 Out of which 20% is through retail stores 185 00:12:10,560 --> 00:12:13,440 and 40% is through cafés and restaurants. 186 00:12:13,520 --> 00:12:15,040 What is their margin? 187 00:12:15,120 --> 00:12:19,000 The average retail margin is 35%, and 40% in cafés. 188 00:12:19,080 --> 00:12:21,640 How much money did you save and make in the end? 189 00:12:21,760 --> 00:12:23,160 Rs. 29 lakh. 190 00:12:24,240 --> 00:12:25,600 I hope you know that transportation 191 00:12:25,680 --> 00:12:28,240 - of cold chain products is very expensive. - Yes. 192 00:12:28,320 --> 00:12:30,080 How did you make Rs. 30 lakh? 193 00:12:30,200 --> 00:12:32,400 We transport our Kombucha using trains. 194 00:12:34,080 --> 00:12:36,480 We came up with a hack. 195 00:12:36,560 --> 00:12:41,800 Basically, to places where trains can reach within 12 to 24 hours, 196 00:12:41,880 --> 00:12:43,680 we transport the product 197 00:12:43,760 --> 00:12:47,000 by maintaining a cool temperature using ice packs. 198 00:12:47,080 --> 00:12:49,120 [pleasant music playing] 199 00:12:49,480 --> 00:12:52,480 - But then again your market will be restricted... - Yes? 200 00:12:52,560 --> 00:12:54,600 Close to your manufacturing sites 201 00:12:54,680 --> 00:12:58,280 and to the areas where trains can deliver within 12-24 hours. Right? 202 00:12:58,440 --> 00:13:00,000 That's a constraint. 203 00:13:00,080 --> 00:13:02,040 Yes. Those places are Mumbai, 204 00:13:02,120 --> 00:13:04,120 Kolkata, we send to Bengaluru as well, 205 00:13:04,240 --> 00:13:06,680 Kochi and Goa as well. 206 00:13:06,800 --> 00:13:09,120 Also Jaipur and Dehradun. 207 00:13:10,240 --> 00:13:12,880 How will you grow your business? 208 00:13:12,960 --> 00:13:16,000 Actually, we need a manufacturing unit 209 00:13:16,120 --> 00:13:19,360 which will easily help us grow our current business. 210 00:13:19,480 --> 00:13:22,720 How many bottles per month can you manufacture in Rs. 75 lakhs? 211 00:13:22,800 --> 00:13:25,720 We can set up a factory with Rs. 75 lakhs 212 00:13:25,800 --> 00:13:28,680 where we can manufacture 3 lakh bottles per month. 213 00:13:29,640 --> 00:13:31,080 Your packaging is solid! 214 00:13:31,240 --> 00:13:34,160 If I take off the label, it resembles a bottle of Digene. 215 00:13:36,040 --> 00:13:37,320 - It is the Digene bottle. - Is it really? 216 00:13:37,400 --> 00:13:39,000 - Yes, it is. - Hey! 217 00:13:40,520 --> 00:13:43,080 Actually, we should've manufactured our own bottles, 218 00:13:43,200 --> 00:13:44,680 but we didn't have the budget. 219 00:13:45,000 --> 00:13:48,880 So, we used bottles already available in the market. 220 00:13:48,960 --> 00:13:49,840 Nice hack! 221 00:13:51,440 --> 00:13:53,400 I've had Kombucha globally. 222 00:13:54,280 --> 00:13:55,680 I don't really like it. 223 00:13:57,480 --> 00:14:00,120 If you add the complications of cold chain to it, 224 00:14:00,240 --> 00:14:04,120 it's expensive and a problematic business. 225 00:14:05,920 --> 00:14:07,800 And for that reason, I'm out. 226 00:14:08,640 --> 00:14:09,520 Thank you. 227 00:14:09,600 --> 00:14:12,120 The consumers who can spend Rs. 220 228 00:14:12,240 --> 00:14:15,720 will drink Kombucha today and something else tomorrow, right? 229 00:14:17,960 --> 00:14:20,680 They'll be with one girl today, and the next tomorrow. 230 00:14:21,840 --> 00:14:23,280 They're not loyal to anyone. 231 00:14:26,120 --> 00:14:30,280 I think it's a tough battle to sell a product costing Rs. 220. 232 00:14:32,560 --> 00:14:35,640 I can't join you in that battle. So, sorry. 233 00:14:35,920 --> 00:14:37,040 Thank you. 234 00:14:38,520 --> 00:14:41,400 These markets are flourishing in India currently. 235 00:14:41,520 --> 00:14:44,120 Your product is amazing. In fact, I'll be your customer. 236 00:14:46,560 --> 00:14:47,840 But I will pass. 237 00:14:49,640 --> 00:14:50,880 On the other hand, 238 00:14:51,080 --> 00:14:54,720 if you use your skill set in some other categories, 239 00:14:54,800 --> 00:14:56,960 you can build a very large business. 240 00:14:57,160 --> 00:14:58,080 Thank you. 241 00:14:59,320 --> 00:15:02,840 Look, your business sense... 242 00:15:02,920 --> 00:15:05,080 Bringing your business to this level 243 00:15:05,360 --> 00:15:07,600 with your hacks is quite praiseworthy. 244 00:15:07,720 --> 00:15:10,480 Where you go from here is a dangerous game. 245 00:15:11,920 --> 00:15:15,920 I always say that the beverage business is a dead one. 246 00:15:17,360 --> 00:15:20,720 The good part is you are running the business profitably. 247 00:15:22,400 --> 00:15:24,760 So, I don't want you to leave disappointed. 248 00:15:24,840 --> 00:15:26,920 I'll make an offer of Rs. 75 lakhs. 249 00:15:37,000 --> 00:15:39,680 because more women join when they become role models. 250 00:15:39,800 --> 00:15:43,000 Then they become women entrepreneurs and inspire more women. 251 00:15:43,080 --> 00:15:47,600 This change will be led by women entrepreneurs. 252 00:15:48,240 --> 00:15:50,200 So, my offer to you is 253 00:15:50,280 --> 00:15:54,240 Rs. 30 lakh in equity for 10% of the company. 254 00:15:55,800 --> 00:15:58,760 On top of that, Rs. 45 lakhs in debt 255 00:16:09,440 --> 00:16:11,000 Nice offer, Anupam. 256 00:16:21,560 --> 00:16:24,400 You said women entrepreneurs are the future. 257 00:16:24,480 --> 00:16:25,640 Give me a job, please. 258 00:16:25,800 --> 00:16:26,840 [laughter] 259 00:16:29,160 --> 00:16:30,920 - [mimics heartbeat] - [giggling] 260 00:16:31,320 --> 00:16:32,480 [mimics heartbeat] 261 00:16:34,120 --> 00:16:37,840 So, Vineeta, we want to thank you very much for your offer. 262 00:16:38,560 --> 00:16:43,440 But we think that Rs. 30 lakhs will not get us what we need 263 00:16:43,520 --> 00:16:45,680 to build a larger manufacturing unit, 264 00:16:45,760 --> 00:16:47,520 which is our current goal. 265 00:16:48,960 --> 00:16:52,840 Anupam, we wish to make you a counter-offer. 266 00:16:52,920 --> 00:16:55,760 Rs. 75 lakhs for 8% equity. 267 00:17:04,440 --> 00:17:07,080 I thought we'd make the deal, 268 00:17:07,160 --> 00:17:09,680 but 20% to 8% is going to be impossible. 269 00:17:18,920 --> 00:17:21,400 We can go up to 10% only. 270 00:17:21,480 --> 00:17:23,680 We do not wish to go beyond that. 271 00:17:23,880 --> 00:17:26,920 Our valuations are not matching today. 272 00:17:27,000 --> 00:17:28,240 So, I'm out. 273 00:17:28,520 --> 00:17:30,160 [intense music playing] 274 00:17:30,880 --> 00:17:32,280 I wish you the best. 275 00:17:32,480 --> 00:17:35,400 One last thing. You are more Indian than Indians. 276 00:17:36,800 --> 00:17:38,520 - Thank you. - Thank you. 277 00:17:40,160 --> 00:17:43,200 - [fleeting text] - [theme music playing] 278 00:17:50,120 --> 00:17:52,160 [theme music continues] 279 00:17:58,920 --> 00:18:00,400 [theme music fading] 280 00:18:02,400 --> 00:18:04,840 Greetings to all the Sharks! 281 00:18:10,560 --> 00:18:12,160 [upbeat music playing] 282 00:18:12,560 --> 00:18:16,120 I am Haryanvi and I identify with my staff. 283 00:18:16,440 --> 00:18:18,800 My staff makes my point no matter where I go. 284 00:18:18,960 --> 00:18:19,920 [laughter] 285 00:18:20,000 --> 00:18:22,760 Sharks, if any of you were to come over to my house, 286 00:18:22,920 --> 00:18:25,000 my dad wouldn't feel comfortable at all. 287 00:18:25,280 --> 00:18:27,240 No, it is not your fault. 288 00:18:27,440 --> 00:18:30,880 For the last 54 years, he has been told 289 00:18:31,120 --> 00:18:33,880 that educated people speak Hindi and English. 290 00:18:34,040 --> 00:18:36,280 And just like him 100 crore people 291 00:18:36,360 --> 00:18:38,560 in the country speak their regional dialects. 292 00:18:38,680 --> 00:18:42,080 They are put down only because of the way they speak. 293 00:18:42,280 --> 00:18:44,360 But our dialect is our identity. 294 00:18:44,840 --> 00:18:47,480 To bring that recognition to these regional dialects, 295 00:18:47,560 --> 00:18:48,920 we present to you Stage. 296 00:18:49,000 --> 00:18:51,200 [upbeat music playing] 297 00:18:51,480 --> 00:18:54,320 The country's first regional dialect OTT platform 298 00:18:54,480 --> 00:18:59,560 where you get films, web series and a lot more in regional dialects. 299 00:19:00,880 --> 00:19:02,120 Sharks, do you know 300 00:19:02,200 --> 00:19:05,080 that over 19,000 dialects are spoken in our country? 301 00:19:05,160 --> 00:19:07,440 [music playing] 302 00:19:19,200 --> 00:19:23,440 Yet why do we make movies and web series in very few languages 303 00:19:23,680 --> 00:19:26,080 and not in Haryanvi, Rajasthani and Malvi? 304 00:19:26,200 --> 00:19:29,320 Languages come with no literature, no films are made on them. 305 00:19:29,400 --> 00:19:31,480 OTT apps are a far-fetched dream, Sharks. 306 00:19:31,560 --> 00:19:34,440 There are no TV or radio channels dedicated to languages either. 307 00:19:34,720 --> 00:19:37,560 We started with Haryanvi content. 308 00:19:37,640 --> 00:19:38,680 - Hmm. - [music playing] 309 00:19:38,800 --> 00:19:40,000 And within no time, 310 00:19:40,080 --> 00:19:43,600 we had established a local movie industry! 311 00:19:43,840 --> 00:19:46,520 Stage's biggest achievement is 312 00:19:50,520 --> 00:19:53,240 We teamed up with those local artists 313 00:19:58,240 --> 00:19:59,120 Wow! 314 00:20:00,160 --> 00:20:03,040 The creation of local content won us the love of audiences. 315 00:20:14,920 --> 00:20:18,880 and we identified over 20 regional dialects across India 316 00:20:18,960 --> 00:20:21,280 which we will be launching over the next five years. 317 00:20:22,040 --> 00:20:25,600 We ask Rs. 3 crores for 1% equity of the company. 318 00:20:33,360 --> 00:20:34,360 I mean, are you in? 319 00:20:34,440 --> 00:20:36,280 [laughter] 320 00:20:36,680 --> 00:20:38,360 If we don't, then smack us with your staff! 321 00:20:38,440 --> 00:20:39,720 [laughter] 322 00:20:41,600 --> 00:20:45,720 Shashank, Vinay, Parveen and Mr. Staff! 323 00:20:46,600 --> 00:20:48,960 How did you four happen to meet? 324 00:20:59,760 --> 00:21:02,160 You didn't tell us where you met the staff. 325 00:21:03,000 --> 00:21:05,160 - Since birth... - We were born in a land 326 00:21:05,240 --> 00:21:07,520 where the staff is our identity. 327 00:21:07,600 --> 00:21:08,840 So, all three of you are Haryanvi. 328 00:21:08,920 --> 00:21:10,440 Parveen and I are from Haryana. 329 00:21:10,520 --> 00:21:13,440 We're from the small village of Nunsar in the Bhiwani district. 330 00:21:13,520 --> 00:21:14,920 - Oh! - There are just 150 houses there. 331 00:21:15,000 --> 00:21:16,840 We grew up there and went to school there. 332 00:21:16,920 --> 00:21:18,160 I am from Bhiwani too. 333 00:21:18,280 --> 00:21:19,360 - Wow! - What are you saying? 334 00:21:19,440 --> 00:21:20,920 - What are you saying? - Are you from Bhiwani? 335 00:21:21,000 --> 00:21:23,320 Yes. My great grandfather was from Bhiwani. 336 00:21:23,680 --> 00:21:25,560 My mom is from Bhiwani too. 337 00:21:25,680 --> 00:21:27,160 - Wow! - Good, nice. 338 00:21:27,240 --> 00:21:29,240 Too many Bhiwani people in the house! 339 00:21:29,320 --> 00:21:32,600 I travelled back to my childhood when I heard you speak. 340 00:21:32,760 --> 00:21:33,760 What a small world! 341 00:21:33,840 --> 00:21:34,920 Where are you from, Shashank? 342 00:21:35,000 --> 00:21:37,360 I'm from Barnagar, a town close to Indore. 343 00:21:37,480 --> 00:21:38,400 Oh, wow! 344 00:21:38,480 --> 00:21:41,080 We've made a content company before this as well. 345 00:21:41,160 --> 00:21:42,240 What was the name? Do tell. 346 00:21:42,320 --> 00:21:45,560 We started a company in 2014 by the name WittyFeed. 347 00:21:45,680 --> 00:21:46,920 - Sounds familiar. WittyFeed is... - Yes! 348 00:21:47,000 --> 00:21:49,320 - WittyFeed is a huge company. - Yes. 349 00:21:49,400 --> 00:21:51,320 - We spoke for hours. - Yes. 350 00:21:51,440 --> 00:21:53,840 WittyFeed basically made viral content. 351 00:21:54,680 --> 00:21:57,160 [music playing] 352 00:22:03,560 --> 00:22:06,280 At one time, we were the second biggest company in the world. 353 00:22:06,360 --> 00:22:08,000 - BuzzFeed was bigger than us. - Yes. 354 00:22:08,160 --> 00:22:11,040 We had a traffic of 120 million or 12 crore people a month. 355 00:22:11,120 --> 00:22:12,880 - Wow! - Wow! 356 00:22:13,200 --> 00:22:14,160 Crazy. 357 00:22:14,240 --> 00:22:17,120 - Our annual revenue was Rs. 40 crore. - Whoa! 358 00:22:18,360 --> 00:22:19,480 Yes, I remember. 359 00:22:19,560 --> 00:22:23,080 - We set up the end company out of Indore. - Wow! 360 00:22:23,280 --> 00:22:25,600 - What happened? - Towards the end of 2018, 361 00:22:25,680 --> 00:22:28,280 we woke up one morning and the company had vanished. 362 00:22:28,440 --> 00:22:29,280 Why? 363 00:22:30,320 --> 00:22:33,440 Just like that, Facebook deplatformed us. 364 00:22:33,520 --> 00:22:34,400 Why so? 365 00:22:34,480 --> 00:22:36,160 We got to know that in 2018, 366 00:22:36,320 --> 00:22:39,640 - Cambridge Analytica reported a huge issue in the US. - Oh! 367 00:22:41,000 --> 00:22:43,040 Put from an American's point of view, 368 00:22:43,120 --> 00:22:46,120 non-American companies influencing American voters 369 00:22:46,360 --> 00:22:48,080 using Facebook as a platform. 370 00:22:49,960 --> 00:22:54,640 Right? So, our traffic of 12 crore comprised of 6 crore US citizens. 371 00:22:54,800 --> 00:22:58,200 Every third American voter visited our website every month. 372 00:23:00,920 --> 00:23:02,800 You must have been really hurt when that happened. 373 00:23:02,920 --> 00:23:04,720 It was very difficult for us. 374 00:23:04,800 --> 00:23:07,560 If I'm being very honest, 375 00:23:07,800 --> 00:23:09,960 we were depressed and clinically... 376 00:23:10,160 --> 00:23:13,120 We went through depression as well as therapy. 377 00:23:13,200 --> 00:23:17,040 Looking at your energy, it feels like you've bounced back. 378 00:23:17,120 --> 00:23:18,040 Yes. 379 00:23:19,240 --> 00:23:21,440 I can feel your positivity. 380 00:23:21,560 --> 00:23:24,160 What was your lowest point? 381 00:23:24,360 --> 00:23:27,040 How was your journey from there to here? 382 00:23:27,160 --> 00:23:28,040 Elaborate on that. 383 00:23:28,160 --> 00:23:30,320 This happened on 26 November 2018. 384 00:23:30,400 --> 00:23:31,360 He remembers the date! 385 00:23:31,480 --> 00:23:33,640 - Mind blowing. - Literally on the 25th, 386 00:23:34,040 --> 00:23:36,960 we left a meeting in the evening as it was our biggest ever month. 387 00:23:37,040 --> 00:23:39,040 Our revenue that month was 1 million dollars. 388 00:23:39,160 --> 00:23:42,080 We did a lot of planning and all that stuff. 389 00:23:42,560 --> 00:23:45,520 And we came back and it was all gone just like that. 390 00:23:46,160 --> 00:23:49,160 We had a team of 125 people at the time. 391 00:23:50,320 --> 00:23:52,040 Indore was the headquarters, 392 00:23:52,160 --> 00:23:54,960 but across Delhi, Mumbai, Bengaluru, New York and Singapore, 393 00:23:55,040 --> 00:23:57,360 we had our sales offices at these five places. 394 00:23:57,560 --> 00:24:00,360 - We had an office in Times Square in New York. - Wow. 395 00:24:00,440 --> 00:24:02,840 A first, we didn't know what to do. 396 00:24:02,920 --> 00:24:05,360 It was so sudden. It took a long time to process it. 397 00:24:05,440 --> 00:24:07,160 "The company is finished." 398 00:24:07,560 --> 00:24:10,240 We didn't fire anyone even three months later. 399 00:24:11,560 --> 00:24:13,360 Our revenue was zero. 400 00:24:13,440 --> 00:24:15,880 - Our payroll was Rs. 2 crore a month. - Oh, wow! 401 00:24:16,800 --> 00:24:19,600 We ran out of money by February 2019. 402 00:24:19,680 --> 00:24:21,200 - So... - You were paying salaries. 403 00:24:21,280 --> 00:24:22,800 Yes, we were paying salaries. 404 00:24:23,040 --> 00:24:24,480 It wasn't their fault, you see. 405 00:24:24,600 --> 00:24:28,000 They didn't... They didn't deserve to lose their jobs overnight, right? 406 00:24:28,080 --> 00:24:31,400 We said closing down was the only choice. 407 00:24:31,800 --> 00:24:35,240 But as a founder, you don't want to give up. 408 00:24:35,520 --> 00:24:38,280 You are not ready to believe that this is the climax of your story. 409 00:24:38,360 --> 00:24:39,400 Your picture doesn't end here. 410 00:24:39,480 --> 00:24:41,440 The entrepreneur is not at peace. 411 00:24:41,560 --> 00:24:42,960 He never is! 412 00:24:44,520 --> 00:24:46,520 Keeping that in mind, 413 00:24:46,600 --> 00:24:49,920 we made a near impossible pitch. 414 00:24:50,200 --> 00:24:52,040 We had a town hall with our employees. 415 00:24:52,120 --> 00:24:54,120 Almost 90 people from our team attended it. 416 00:24:54,200 --> 00:24:56,080 This happened on 24 February 2019. 417 00:24:56,280 --> 00:24:59,480 We told them one option is that we shut down the company 418 00:24:59,560 --> 00:25:00,800 as we had no money. 419 00:25:01,040 --> 00:25:02,360 The other option is, 420 00:25:02,560 --> 00:25:07,040 "If you have faith in us and you think we can do something," 421 00:25:07,160 --> 00:25:08,360 "then bet on us." 422 00:25:08,640 --> 00:25:10,040 "Give us six months." 423 00:25:10,640 --> 00:25:13,680 "We'll give you 25% of your salary by any means." 424 00:25:13,960 --> 00:25:18,240 "We'll double the remaining 75% and give you as equity." 425 00:25:18,520 --> 00:25:20,520 "Become our angel investors." 426 00:25:20,880 --> 00:25:21,800 Wow! 427 00:25:21,880 --> 00:25:23,840 - Interesting. Wow! - Wow! 428 00:25:24,120 --> 00:25:27,440 And this was Indore's crowd. Tier 2, 2019. 429 00:25:27,520 --> 00:25:30,520 They're employees who earn about Rs. 40,000 salary. 430 00:25:30,600 --> 00:25:33,160 - They have expenses. - They have to run the household. 431 00:25:33,240 --> 00:25:35,360 To our surprise, Sharks, 432 00:25:35,880 --> 00:25:38,520 54 of 90 people supported us. 433 00:25:38,640 --> 00:25:39,680 - Wow! - Wow! 434 00:25:39,760 --> 00:25:41,160 - What a story. - Wow! 435 00:25:42,440 --> 00:25:45,280 - They said forget 25%... - I've got goosebumps. 436 00:25:45,360 --> 00:25:46,800 - I know! - Whoa. 437 00:25:46,920 --> 00:25:49,080 - We do too every time we think about it. - Yes. 438 00:25:49,440 --> 00:25:50,960 They said, "Forget 25%, sir." 439 00:25:51,040 --> 00:25:54,040 They offered their savings of one and two lakh rupees. 440 00:25:54,120 --> 00:25:55,920 - Wow! - "We won't let the company sink." 441 00:25:56,680 --> 00:25:59,080 It started from there once again. 442 00:25:59,160 --> 00:26:02,560 The next six months were like a local Shark Tank in our office. 443 00:26:02,920 --> 00:26:05,280 We had discussions and gatherings all day long, 444 00:26:05,360 --> 00:26:07,880 and we finally came up with Stage. 445 00:26:08,040 --> 00:26:12,720 We finally launched Stage on 1 November 2019 446 00:26:12,880 --> 00:26:16,000 exactly 364 days after WittyFeed was shut down. 447 00:26:16,520 --> 00:26:18,600 - Wow! - What a lovely story. 448 00:26:18,680 --> 00:26:20,080 - Hats off. - Beautiful story. 449 00:26:20,240 --> 00:26:23,080 [sentimental music playing] 450 00:26:27,920 --> 00:26:30,000 How much equity did you give to those 54 people? 451 00:26:30,080 --> 00:26:33,400 The proudest moment for all three of us 452 00:26:33,520 --> 00:26:38,000 was the day we gave them an exit in June 2020. 453 00:26:38,160 --> 00:26:39,920 [euphoric music playing] 454 00:26:40,120 --> 00:26:43,280 They made slightly more than two times on their investment. 455 00:26:44,280 --> 00:26:47,160 I doubt there'll be a greater exit than this in our lives. 456 00:26:47,240 --> 00:26:49,560 - Wow! That's amazing. - Beautiful. 457 00:26:49,680 --> 00:26:51,720 Okay, tell us about Stage. What does Stage do? 458 00:26:51,880 --> 00:26:54,840 Stage, in simpler terms, is the Netflix of languages. 459 00:26:56,600 --> 00:26:58,480 Let me tell you a story. 460 00:26:58,560 --> 00:27:00,080 I was interviewing this one guy. 461 00:27:00,160 --> 00:27:02,400 I asked him why he wanted to be on Stage. 462 00:27:02,520 --> 00:27:04,640 He said, "Sir, if Stage succeeds," 463 00:27:04,800 --> 00:27:09,360 "I'll be sitting in a classy pub or café in Delhi" 464 00:27:09,640 --> 00:27:11,800 "and I won't be embarrassed to speak Haryanvi." 465 00:27:12,040 --> 00:27:13,080 - Oh, boy! - Whoa! 466 00:27:13,160 --> 00:27:15,040 So, we believe 467 00:27:15,400 --> 00:27:17,040 we are the revolutionaries of this country's dialects, 468 00:27:17,120 --> 00:27:18,920 culture and traditions... 469 00:27:19,000 --> 00:27:20,680 That's we call ourselves a revolution. 470 00:27:20,760 --> 00:27:22,720 'Not a company, a revolution!' 471 00:27:24,840 --> 00:27:26,880 Your last one was a revolution too. 472 00:27:28,080 --> 00:27:31,560 Is the content dubbed or original? 473 00:27:31,640 --> 00:27:33,160 No, 100% original content. 474 00:27:38,840 --> 00:27:40,120 - local audience. - Okay. 475 00:27:40,200 --> 00:27:41,920 How much does a movie cost to make? 476 00:27:43,000 --> 00:27:46,480 Our web series has about 6 to 8 episodes 477 00:27:53,120 --> 00:27:55,000 - Movies too? - Movies have a similar budget. 478 00:29:21,160 --> 00:29:22,880 Let's talk about your business model. 479 00:29:22,960 --> 00:29:25,080 What do each one of you do? 480 00:29:25,080 --> 00:29:28,440 Our business model revolves around subscriptions. 481 00:29:29,480 --> 00:29:30,920 By the way, our users 482 00:29:31,000 --> 00:29:33,480 - call subscriptions as recharge. - Great. 483 00:29:33,560 --> 00:29:35,480 You recharge Stage with Rs. 400 484 00:29:35,560 --> 00:29:37,600 on which the platform can be watched for a year. 485 00:29:37,680 --> 00:29:39,880 Our conversion 486 00:29:40,160 --> 00:29:43,360 from login to finally becoming a paid customer 487 00:29:43,600 --> 00:29:44,840 is around 10%. 488 00:29:44,960 --> 00:29:46,200 Freemium model! 489 00:29:46,520 --> 00:29:47,840 As of now, we don't have a freemium model. 490 00:29:47,920 --> 00:29:50,560 - Nothing is for free. - Okay! So, you don't provide free content. 491 00:29:50,640 --> 00:29:52,520 We strongly believe, 492 00:29:59,440 --> 00:30:01,800 Tell us about downloads on this app. 493 00:30:01,880 --> 00:30:04,160 We have 1,30,000 paid subscribers. 494 00:30:04,400 --> 00:30:07,120 Week four retention is 94% 495 00:30:07,600 --> 00:30:10,360 Our app's monthly average watch time is 4.5 hours. 496 00:30:10,480 --> 00:30:11,960 Wow! 497 00:30:15,320 --> 00:30:17,640 Do you have prior funding? Where did you get this number? 498 00:30:17,720 --> 00:30:18,840 We do have prior funding. 499 00:30:18,920 --> 00:30:21,040 Actually, until now, 500 00:30:21,280 --> 00:30:23,240 - we have raised money from three rounds. - Wow! 501 00:30:23,320 --> 00:30:25,440 We raised Rs. 10 crore in the first round. 502 00:30:25,560 --> 00:30:27,160 This was back in 2020. 503 00:30:30,400 --> 00:30:34,920 Our second round was of about Rs. 20 crore, our pre-series A. 504 00:30:35,160 --> 00:30:37,440 Bloom ventures were leading it. 505 00:30:37,520 --> 00:30:39,280 - There are different... - What is the valuation? 506 00:30:39,360 --> 00:30:40,360 People participated in it. 507 00:30:57,920 --> 00:31:00,600 Technically, we wish to make you a part of this round. 508 00:31:00,760 --> 00:31:02,240 [intense music playing] 509 00:31:03,440 --> 00:31:04,920 'In any start up, ' 510 00:31:05,000 --> 00:31:07,680 'the valuation raised before a funding' 511 00:31:07,760 --> 00:31:10,360 'is known as pre-money valuation.' 512 00:31:17,040 --> 00:31:18,680 What is your monthly revenue? 513 00:31:19,680 --> 00:31:22,680 Our exact revenue last year was Rs. 3.85 crores. 514 00:31:27,240 --> 00:31:28,200 Why? 515 00:31:28,560 --> 00:31:31,480 Because our CAC was around Rs. 700. 516 00:31:31,640 --> 00:31:34,280 We wanted to focus on sustainable growth 517 00:31:34,360 --> 00:31:36,760 and not just burn, right? 518 00:31:36,960 --> 00:31:39,600 We wanted to find out a number where 519 00:31:43,920 --> 00:31:45,200 Our CAC has gone down now. 520 00:31:45,280 --> 00:31:46,960 Our users pay Rs. 270. 521 00:31:47,120 --> 00:31:49,400 How many of them are paid customers 522 00:31:49,480 --> 00:31:50,960 and how many customers sign up organically? 523 00:31:51,040 --> 00:31:52,480 Around 10 percent of them are organic customers. 524 00:31:52,560 --> 00:31:53,600 What's the monthly burn? 525 00:31:53,680 --> 00:31:55,960 Our current monthly burn is Rs. 1.10 crore 526 00:31:56,040 --> 00:31:58,240 out of which Rs. 60 lakh is spent on content. 527 00:31:58,440 --> 00:32:00,120 Rs. 30 lakh goes to the team. 528 00:32:00,240 --> 00:32:02,840 Rs. 10 lakh covers miscellaneous costs. 529 00:32:02,920 --> 00:32:05,920 For instance, an event or a marketing activity. 530 00:32:06,040 --> 00:32:08,040 You guys have given rise to a problem. 531 00:32:08,240 --> 00:32:09,160 Okay. 532 00:32:13,240 --> 00:32:14,560 [laughter] 533 00:32:14,640 --> 00:32:16,600 - Well done. - Yes. 534 00:32:17,760 --> 00:32:20,200 Vinay, I won't be able to get associated with you. 535 00:32:25,360 --> 00:32:28,560 - than the deals I'm looking at here. - Yes. 536 00:32:28,760 --> 00:32:30,960 But I'm feeling terrible about it 537 00:32:31,040 --> 00:32:33,280 because you're, you know... 538 00:32:33,440 --> 00:32:36,160 You're three of the best entrepreneurs I've ever met. 539 00:32:36,240 --> 00:32:40,040 - Your story greatly inspired me. - Thank you. 540 00:32:41,240 --> 00:32:43,280 Sugar's story was similar. 541 00:32:43,360 --> 00:32:47,160 I remember, in March 2020, we earned a revenue of Rs. 12 crore. 542 00:32:47,240 --> 00:32:50,120 In April 2020, it became zero. 543 00:32:50,280 --> 00:32:52,440 - And... Yes. - I've read your thread. 544 00:32:52,520 --> 00:32:54,520 - You... - We did the same thing. 545 00:32:54,600 --> 00:32:59,280 - Many employees forewent salaries those few months. - Wow! 546 00:32:59,480 --> 00:33:03,960 That period is a foundation for an entrepreneur. 547 00:33:04,040 --> 00:33:07,320 Those days, when we look our employees in the eye 548 00:33:07,400 --> 00:33:10,920 - and request them to believe in us and show faith in us. - Yes. 549 00:33:11,000 --> 00:33:13,120 - One day this faith will reward you. - Yes. 550 00:33:13,200 --> 00:33:16,000 That makes an entrepreneur permanently unstoppable. 551 00:33:16,080 --> 00:33:18,360 I loved listening to your story. 552 00:33:18,440 --> 00:33:22,760 I hope lakhs of entrepreneurs take inspiration from your story 553 00:33:22,960 --> 00:33:25,000 and take the decision 554 00:33:25,080 --> 00:33:27,040 - that they won't give up when the moment comes. - Lovely. 555 00:33:27,120 --> 00:33:28,560 - Hmm. - That they'll have faith. 556 00:33:28,640 --> 00:33:29,920 - So thank you for sharing that. - Yes. 557 00:33:30,000 --> 00:33:31,240 This might be the best outcome. 558 00:33:31,320 --> 00:33:32,560 It is said 559 00:33:36,240 --> 00:33:37,240 Thank you. 560 00:33:38,040 --> 00:33:41,480 This character we see here is all owed to time. 561 00:33:41,680 --> 00:33:43,040 We are very proud of you. 562 00:33:43,600 --> 00:33:44,520 Thank you. 563 00:33:45,920 --> 00:33:48,960 Okay, let me tell you what I am thinking. 564 00:33:50,600 --> 00:33:53,040 Look, your team is fantastic. 565 00:33:53,160 --> 00:33:54,560 You are all tenacious. 566 00:33:54,640 --> 00:33:56,120 But I don't understand 567 00:33:56,520 --> 00:33:59,280 what you'll do by taking Rs. 3 crore from us. 568 00:33:59,520 --> 00:34:00,760 [intense music playing] 569 00:34:02,920 --> 00:34:05,480 - You're through the Rs. 36 crore round. - Yes. 570 00:34:05,600 --> 00:34:07,400 This won't make a difference. 571 00:34:09,120 --> 00:34:11,360 More than money, we want you... 572 00:34:11,440 --> 00:34:14,320 - Don't lie. You have angels and people at your call. - Yes. 573 00:34:14,400 --> 00:34:16,640 - You don't need us. - You have the best of the best. 574 00:34:16,720 --> 00:34:19,560 [tense music playing] 575 00:34:20,440 --> 00:34:23,320 I think this is a new distribution strategy. 576 00:34:23,400 --> 00:34:24,960 You feature on Shark Tank, 577 00:34:25,040 --> 00:34:27,560 get some good marketing, and that's alright. 578 00:34:28,640 --> 00:34:33,600 So, I don't think my Rs. 3 crore will be as useful to you. 579 00:34:33,680 --> 00:34:38,000 I'd rather save it for someone who really needs it. 580 00:34:38,160 --> 00:34:40,120 [tense music playing] 581 00:34:40,840 --> 00:34:42,760 I enjoyed the story. 582 00:34:47,640 --> 00:34:50,920 Your valuation in the base round stands at Rs. 250 crore. 583 00:34:51,000 --> 00:34:52,480 - Pre money. - Rs. 250 crore pre money. 584 00:34:52,560 --> 00:34:53,880 For a valuation of Rs. 250 crore, 585 00:34:53,960 --> 00:34:59,120 we'd like to participate by offering you Rs. 1.5 crore for 0.6% equity. 586 00:34:59,560 --> 00:35:02,200 The remaining Rs. 1.5 crore debt at 18%. 587 00:35:19,640 --> 00:35:21,960 Focus on the long term. Forget CAC. 588 00:35:22,120 --> 00:35:24,600 - This figure of 10%... - CAC... 589 00:35:25,080 --> 00:35:27,440 - Organic, this is a problem. - Yes. 590 00:35:27,520 --> 00:35:30,040 - Fix this. - Okay. 591 00:35:31,200 --> 00:35:34,200 But since this is so local and hyper-local, 592 00:35:34,480 --> 00:35:36,640 and you've done this in the past, 593 00:35:36,960 --> 00:35:40,320 I believe that if you can replicate the virality 594 00:35:40,480 --> 00:35:43,160 you had brought the last time in to your content, 595 00:35:43,240 --> 00:35:45,680 then the game can get big. 596 00:35:47,520 --> 00:35:49,400 India needs people like you. 597 00:35:49,480 --> 00:35:50,560 Let me tell you why. 598 00:35:50,880 --> 00:35:52,920 [sentimental music playing] 599 00:35:53,240 --> 00:35:56,160 Many entrepreneurs in India see a fall. 600 00:35:56,240 --> 00:35:59,800 But standing up again and building a 300 crore company... 601 00:36:00,360 --> 00:36:02,520 - Yes. - Is like amazing. 602 00:36:02,640 --> 00:36:04,880 Get it? How does it feel? Am I right? 603 00:36:05,440 --> 00:36:06,280 Yes. 604 00:36:06,440 --> 00:36:07,440 Do you feel it? 605 00:36:07,760 --> 00:36:09,680 [sentimental music playing] 606 00:36:10,160 --> 00:36:13,640 Six of my businesses failed before I finally had this. 607 00:36:15,960 --> 00:36:16,920 Buddy. 608 00:36:17,560 --> 00:36:19,520 You made a 300 crore company! 609 00:36:21,080 --> 00:36:22,080 Come on. 610 00:36:23,520 --> 00:36:25,520 I believe you're a hope to entrepreneurs. 611 00:36:25,720 --> 00:36:27,440 - Yes. - People will look at you and say, 612 00:36:27,600 --> 00:36:28,640 - "Boss..." - Yes. 613 00:36:28,760 --> 00:36:31,560 "This man built a 300-crore company after hitting rock bottom..." 614 00:36:31,680 --> 00:36:34,320 [sentimental music playing] 615 00:36:35,200 --> 00:36:36,160 I want nothing more. 616 00:36:36,240 --> 00:36:38,880 I'm not giving you money. I'm doing this for India. 617 00:36:40,600 --> 00:36:41,960 - Don't cry! - Thank you. 618 00:36:42,120 --> 00:36:43,480 - Thank you. - Thank you. 619 00:36:44,080 --> 00:36:46,320 I like this about you. 620 00:36:46,800 --> 00:36:48,760 You're smiling even through the tears! 621 00:36:48,840 --> 00:36:51,120 [sentimental music playing] 622 00:36:51,760 --> 00:36:53,840 That's an entrepreneur's life. 623 00:36:55,360 --> 00:36:57,400 'Not a company, a revolution!' 624 00:36:57,480 --> 00:36:59,800 [sentimental music playing] 625 00:37:00,320 --> 00:37:02,000 Do you want the deal or not? 626 00:37:02,120 --> 00:37:03,160 - Deal done. - Sealed. 627 00:37:11,560 --> 00:37:13,560 - Goosebumps. - He's teary eyed. 628 00:37:14,000 --> 00:37:17,200 - Thank you. - It isn't easy to make a 300-crore company. 629 00:37:17,480 --> 00:37:19,400 [euphoric music playing] 630 00:37:19,560 --> 00:37:21,160 - Give that to me. - Well done. 631 00:37:21,280 --> 00:37:22,920 [euphoric music playing] 632 00:37:24,120 --> 00:37:25,560 [camera shutter clicks] 633 00:37:26,120 --> 00:37:28,080 - Can we sing one last time? - Alright, guys. Thank you. 634 00:37:28,360 --> 00:37:29,480 'Bhai Teri...' 635 00:37:29,760 --> 00:37:33,040 - Sing for them. - [singing song] 636 00:37:33,480 --> 00:37:36,320 [singing continues] 637 00:37:36,440 --> 00:37:37,800 [laughter] 638 00:37:37,880 --> 00:37:40,120 - Long live India! Long live Rajasthan! - All the best. 639 00:37:40,200 --> 00:37:42,080 - Well done, superb. - All the best. 640 00:37:42,280 --> 00:37:43,480 Amazing. 641 00:38:26,520 --> 00:38:28,440 Is there a darned 'girgit' (chameleon) in there? 642 00:38:28,520 --> 00:38:30,680 - Oh my God! Don't tell me! - Hey... 643 00:38:31,240 --> 00:38:32,680 No, there are chameleons. 644 00:38:32,800 --> 00:38:35,520 Aman, chameleons don't live in water! 645 00:38:35,600 --> 00:38:37,520 [laughter] 646 00:38:37,720 --> 00:38:40,080 [theme music playing] 647 00:38:50,000 --> 00:38:52,760 [theme music fades] 648 00:38:57,520 --> 00:38:59,080 When we were children, 649 00:38:59,280 --> 00:39:01,680 we would find great joy 650 00:39:01,840 --> 00:39:06,120 at the sight of a magician fishing out a rabbit from his hat! 651 00:39:07,840 --> 00:39:09,280 Wouldn't it be fun 652 00:39:09,360 --> 00:39:12,800 if our clothes and shoes were magical too? 653 00:39:20,920 --> 00:39:23,960 Would like to introduce you to Girgit store. 654 00:39:24,280 --> 00:39:26,480 [euphoric music playing] 655 00:39:27,760 --> 00:39:32,080 We are India's first colour changing products store. 656 00:39:32,200 --> 00:39:33,640 [euphoric music playing] 657 00:39:35,160 --> 00:39:39,200 We make products for both kids and adults like. 658 00:39:39,320 --> 00:39:43,480 At the end of the day, there's a child in all of us. 659 00:39:43,560 --> 00:39:46,080 [euphoric music playing] 660 00:39:47,560 --> 00:39:49,760 In our one-year journey, 661 00:39:49,840 --> 00:39:55,320 we have sold 3000 products and have 1800 happy customers. 662 00:39:55,440 --> 00:39:56,720 [euphoric music playing] 663 00:40:07,960 --> 00:40:09,880 [laughter] 664 00:40:10,440 --> 00:40:13,400 Pooja and Binoy, welcome to Shark Tank. 665 00:40:13,720 --> 00:40:16,320 I loved your name. 666 00:40:16,480 --> 00:40:18,400 - Thank you. - It's so catchy. 667 00:40:18,520 --> 00:40:19,840 It is a lovely name. 668 00:40:19,960 --> 00:40:22,280 Tell us about your journey. 669 00:40:22,360 --> 00:40:24,800 Before starting Girgit, 670 00:40:24,960 --> 00:40:28,160 I used to work in a leading international school 671 00:40:28,240 --> 00:40:30,880 as a teacher and a coordinator. 672 00:40:32,240 --> 00:40:34,080 After that, I got married, 673 00:40:34,160 --> 00:40:35,400 and I took a break. 674 00:40:35,480 --> 00:40:37,560 During that break, my husband 675 00:40:37,640 --> 00:40:39,840 showed me the pigments and dyes 676 00:40:39,920 --> 00:40:42,640 which he supplies to his customers. 677 00:40:42,800 --> 00:40:45,120 One of them was a colour-changing pigment 678 00:40:45,400 --> 00:40:47,880 which I was extremely fascinated about. 679 00:40:48,920 --> 00:40:52,240 I enjoy working with children. 680 00:40:52,600 --> 00:40:55,720 On the other hand, my family is in the textile business. 681 00:40:56,080 --> 00:40:58,560 I thought that I am getting the raw material 682 00:40:58,640 --> 00:41:00,200 at the cost price. 683 00:41:00,280 --> 00:41:02,400 There is a manufacturing set-up ready. 684 00:41:02,520 --> 00:41:04,200 And to top it all, for children. 685 00:41:04,280 --> 00:41:06,280 I love them. 686 00:41:06,400 --> 00:41:08,640 You said this the second time. 687 00:41:08,720 --> 00:41:10,360 Is this your first baby? 688 00:41:10,440 --> 00:41:11,960 Yes! We have a baby shark. 689 00:41:12,160 --> 00:41:13,200 Oh! 690 00:41:13,280 --> 00:41:14,920 - Congratulations! - Thank you. 691 00:41:15,040 --> 00:41:16,440 And are you comfortable? 692 00:41:16,560 --> 00:41:19,200 If you want to sit, please be comfortable. 693 00:41:19,280 --> 00:41:20,080 Okay. Thank you! 694 00:41:20,160 --> 00:41:21,000 Congratulations! 695 00:41:21,080 --> 00:41:22,560 - Thank you so much. - Thank you! 696 00:41:23,160 --> 00:41:26,120 I researched it for quite some months. 697 00:41:26,480 --> 00:41:27,960 And we formed Girgit. 698 00:41:29,760 --> 00:41:31,360 Don't you think 699 00:41:31,440 --> 00:41:34,040 that this is a good name in a way, 700 00:41:34,520 --> 00:41:37,400 but it can also be perceived negatively? It's a risky name. 701 00:41:37,560 --> 00:41:39,600 - Yes! - Did someone address you as chameleon? 702 00:41:40,000 --> 00:41:41,640 - Yes! - Who did that? 703 00:41:42,160 --> 00:41:43,920 - Aman did. - Who? Me? 704 00:41:44,000 --> 00:41:44,880 - No! - Yes. 705 00:41:44,960 --> 00:41:47,120 So, from now on whoever calls you a 'Girgit' (chameleon) 706 00:41:47,200 --> 00:41:49,960 - will associate you with magic. - Listen! 707 00:41:50,120 --> 00:41:52,440 You keep mentioning 'magic'. What is so special about Girgit? 708 00:41:52,520 --> 00:41:54,920 - Please allow us to show you some magic show. - Yeah! 709 00:41:57,120 --> 00:41:58,560 I have lukewarm water. 710 00:41:58,680 --> 00:42:01,000 Once I pour it on this, look at what happens. 711 00:42:01,080 --> 00:42:02,640 [music plays] 712 00:42:03,320 --> 00:42:04,760 The pattern gets washed away. 713 00:42:08,800 --> 00:42:10,880 When it's wet, it becomes solid. 714 00:42:11,120 --> 00:42:13,120 - When you come out of water, it is no more solid. - Print. 715 00:42:13,240 --> 00:42:13,840 It will show the print. 716 00:42:13,960 --> 00:42:16,360 When it is in the swimming pool the print will be displayed. 717 00:42:16,440 --> 00:42:18,920 - Okay! - When it is in the sunlight 718 00:42:19,560 --> 00:42:20,480 there won't be any print. 719 00:42:20,560 --> 00:42:22,440 It's temperature sensitive. 720 00:42:22,520 --> 00:42:23,720 Do the shoes change colour? 721 00:42:23,800 --> 00:42:25,240 - Yes, they do. - Yes. 722 00:42:25,320 --> 00:42:26,520 Do shoes change colour? 723 00:42:26,640 --> 00:42:27,720 Yes, they do. 724 00:42:30,120 --> 00:42:34,000 These are our all-time favourite white canvas shoes. 725 00:42:34,360 --> 00:42:37,480 I am using UV light because there is no sunlight here. 726 00:42:37,640 --> 00:42:39,840 If you go out in the sun 727 00:42:40,600 --> 00:42:41,920 or sunlight, 728 00:42:42,040 --> 00:42:44,240 our shoes change colours. 729 00:42:44,320 --> 00:42:45,640 Wow! 730 00:42:47,080 --> 00:42:49,120 My God! 731 00:42:50,760 --> 00:42:53,600 Are you sure, UV from the sun is enough 732 00:42:53,680 --> 00:42:54,920 - to change the colour? - Absolutely! 733 00:42:55,000 --> 00:42:56,840 It will be the same even on a cloudy day. 734 00:42:56,960 --> 00:42:59,440 You can draw on it too. 735 00:42:59,640 --> 00:43:01,680 [music plays] 736 00:43:02,720 --> 00:43:05,160 People watch smart watches a lot these days. 737 00:43:07,240 --> 00:43:08,560 It is white inside. 738 00:43:08,800 --> 00:43:10,560 And when you go out, 739 00:43:10,720 --> 00:43:12,880 it turns purple. 740 00:43:13,080 --> 00:43:14,360 [music plays] 741 00:43:14,480 --> 00:43:16,520 That is the same concept with the shorts. 742 00:43:16,640 --> 00:43:19,120 Pooja, don't you think this is just for children 743 00:43:19,200 --> 00:43:21,080 and it won't work with adults? 744 00:43:21,240 --> 00:43:24,440 Actually, I started for children. 745 00:43:26,400 --> 00:43:28,360 But I received customer feedback 746 00:43:28,440 --> 00:43:30,400 saying they want to wear coordinated pairs 747 00:43:30,640 --> 00:43:31,960 for shorts. 748 00:43:32,160 --> 00:43:33,280 Father and son. 749 00:43:33,400 --> 00:43:36,240 Women were fascinated by this. 750 00:43:36,440 --> 00:43:38,760 That's why we started for adults also. 751 00:43:38,960 --> 00:43:40,800 [music plays] 752 00:43:41,080 --> 00:43:42,600 Oh! 753 00:43:42,920 --> 00:43:44,120 Nice. 754 00:43:49,000 --> 00:43:51,480 But Binoy, you are not into this full-time, right? 755 00:43:51,560 --> 00:43:53,640 No, I am only her mentor and guidance. 756 00:43:54,040 --> 00:43:57,080 - So, 100 percent equity is hers? - Yes. 757 00:43:57,160 --> 00:43:59,520 - It's completely Pooja's equity. - And you are the CEO? - Yes. 758 00:43:59,600 --> 00:44:00,680 [laughing] 759 00:44:01,480 --> 00:44:02,680 It has been 20 years since photochromic lenses 760 00:44:02,760 --> 00:44:04,960 have been used in glasses. 761 00:44:05,040 --> 00:44:07,280 Okay? A lot of them don't use it. 762 00:44:07,360 --> 00:44:09,840 Why so? Do you understand why? 763 00:44:10,640 --> 00:44:13,160 I know the answer. It's the cost price. 764 00:44:13,880 --> 00:44:16,480 If you use regular pigment in a regular product 765 00:44:16,560 --> 00:44:18,800 it costs around Rs. 500. 766 00:44:19,000 --> 00:44:20,320 And when they use 767 00:44:20,400 --> 00:44:22,160 photochromic pigment 768 00:44:22,280 --> 00:44:24,640 the cost price goes up 60 times, 769 00:44:24,760 --> 00:44:26,560 because of which no one brought it into the market. 770 00:44:26,640 --> 00:44:29,200 You are saying that you have an advantage 771 00:44:29,280 --> 00:44:31,080 - because of the family business. - Yes. 772 00:44:31,160 --> 00:44:33,400 Which is why you can buy the raw material for cheap. 773 00:44:33,480 --> 00:44:36,080 - Therefore, this is your USP. - Yes! 774 00:44:37,000 --> 00:44:38,640 Tell us what is the price of your products. 775 00:44:38,720 --> 00:44:42,120 Ma'am, we sell children's shoes for Rs. 2,000. 776 00:44:42,280 --> 00:44:43,840 And Rs.3,000 for adults. 777 00:44:43,920 --> 00:44:46,160 Is there a brand in India which is your competition? 778 00:44:52,960 --> 00:44:54,720 - No! Not in India. - No one? 779 00:44:55,880 --> 00:44:58,000 In that case, you might have made good sales in a year. 780 00:44:58,120 --> 00:44:59,520 Rs. 58 lakhs so far. 781 00:44:59,720 --> 00:45:00,640 Not bad. 782 00:45:00,720 --> 00:45:04,040 - We would like to tell you, our gross margin is 79 percent. - Wow! 783 00:45:07,880 --> 00:45:09,120 Rs. 8.5 lakhs. 784 00:45:10,480 --> 00:45:12,160 What does your month-on-month growth look like? 785 00:45:12,240 --> 00:45:14,360 The month before that was 7.5 lakhs. 786 00:45:14,480 --> 00:45:16,480 And the month before that was Rs. 5 lakhs. 787 00:45:17,480 --> 00:45:18,600 How is it going up 788 00:45:18,720 --> 00:45:21,560 - so fast? - The festive season had begun. 789 00:45:21,640 --> 00:45:24,120 - And are the sales happening only on your website? - No. 790 00:45:39,600 --> 00:45:40,880 I think 791 00:45:41,080 --> 00:45:43,840 establishing your brand on this feature alone 792 00:45:44,240 --> 00:45:47,120 and scaling it will be challenging. So, I am out of this. 793 00:45:50,240 --> 00:45:53,160 Pooja and Binoy, I have seen a lot of 794 00:45:53,240 --> 00:45:55,720 colour-changing products in makeup. 795 00:45:55,800 --> 00:45:58,640 And I have never seen this grow as a category. 796 00:45:58,720 --> 00:46:00,360 Kids get excited, 797 00:46:00,440 --> 00:46:02,640 but their excitement fades out 798 00:46:02,760 --> 00:46:03,800 at the same rate. 799 00:46:03,880 --> 00:46:05,920 So for that reason, I am out. But best of luck! 800 00:46:06,000 --> 00:46:07,040 [music plays] 801 00:46:11,280 --> 00:46:13,520 I think there will be a scale issue. 802 00:46:15,840 --> 00:46:18,760 It is tough to grow after a point with one USP. 803 00:46:21,360 --> 00:46:22,840 Look at it strategically. 804 00:46:23,080 --> 00:46:24,840 For those two reasons only, I am out! 805 00:46:28,880 --> 00:46:31,040 I think the product you have 806 00:46:31,160 --> 00:46:32,680 is best 807 00:46:32,800 --> 00:46:34,360 under some categories. 808 00:46:35,520 --> 00:46:39,000 But in t-shirts and shorts, it becomes gimmicky! 809 00:46:39,320 --> 00:46:40,520 That is why, 810 00:46:41,240 --> 00:46:44,840 I don't know how you will grow it, therefore, I want to be out. 811 00:46:47,320 --> 00:46:49,760 - But I wish you all the best. - Thank you! 812 00:46:49,880 --> 00:46:51,240 Thanks. 813 00:46:52,760 --> 00:46:54,160 You know, a lot of people 814 00:46:54,240 --> 00:46:56,240 underestimate 815 00:46:56,640 --> 00:46:58,760 the power of the supply chain. 816 00:46:59,080 --> 00:46:59,880 - Yes. - Okay? 817 00:47:00,000 --> 00:47:02,440 So, your advantage 818 00:47:02,720 --> 00:47:05,240 of getting cheap raw material, 819 00:47:05,320 --> 00:47:07,480 and getting 80 percent 820 00:47:07,840 --> 00:47:09,080 gross margin. 821 00:47:27,960 --> 00:47:30,720 The ones that change colour and the slogan appears. 822 00:47:31,080 --> 00:47:33,160 Hats, t-shirts. 823 00:47:33,320 --> 00:47:35,840 It can be a big hit on FirstCry 824 00:47:36,120 --> 00:47:37,480 or other platforms. 825 00:47:38,800 --> 00:47:41,120 And so, I would like to offer you Rs. 20 lakhs 826 00:47:41,320 --> 00:47:42,920 for 20 percent equity. 827 00:47:52,640 --> 00:47:55,120 We have a counteroffer for you. 828 00:47:57,240 --> 00:47:59,000 Boss, Rs. 50 lakhs in sales! 829 00:47:59,120 --> 00:48:01,440 - Four Sharks are out. One Shark has agreed. - Hear me out. 830 00:48:01,520 --> 00:48:02,960 Think before you give the counteroffer. 831 00:48:03,040 --> 00:48:04,560 [suspenseful music plays] 832 00:48:18,920 --> 00:48:21,840 Exit is very difficult in businesses like yours. 833 00:48:22,720 --> 00:48:25,120 I would like to stick to Rs. 20 lakhs for 20 percent. 834 00:48:25,240 --> 00:48:27,120 - What would you like to do? - When the business earns 835 00:48:27,200 --> 00:48:28,840 Rs. 30 crore give them 5 percent. 836 00:48:28,920 --> 00:48:30,120 What would you like to do? 837 00:48:32,200 --> 00:48:33,160 Yes or no? 838 00:48:39,480 --> 00:48:40,360 Come on! 839 00:48:40,640 --> 00:48:41,840 - One, two, three! - Three! 840 00:48:41,920 --> 00:48:43,880 [in unison] So, Sharks! That's a deal! 841 00:48:48,480 --> 00:48:49,920 Thank you so much! 842 00:48:50,040 --> 00:48:52,520 - Thank you! Yeah! - My kids will be your biggest customers. 843 00:48:52,600 --> 00:48:54,120 I am very sure of that. 844 00:48:56,200 --> 00:48:58,480 - Alright! Good luck to baby Girgit! - Thank you! 845 00:48:58,720 --> 00:48:59,560 Thank you! 846 00:48:59,640 --> 00:49:01,360 - Super! - Awesome! 847 00:49:21,280 --> 00:49:23,120 Let us see Shark Xperience. 848 00:49:23,760 --> 00:49:25,000 In Shark Xperience, 849 00:49:25,120 --> 00:49:27,840 we will know our Sharks better. 850 00:49:28,160 --> 00:49:30,760 A young entrepreneur from Pune, Maharashtra 851 00:49:30,840 --> 00:49:31,880 Pranav's question is, 852 00:49:31,960 --> 00:49:34,640 Aman, how do you make important decisions? 853 00:49:34,760 --> 00:49:36,400 From your heart or are you practical? 854 00:49:37,440 --> 00:49:39,360 Pranav, this is a tough question. 855 00:49:40,080 --> 00:49:41,480 Sometimes you have to make a decision 856 00:49:41,600 --> 00:49:42,840 from your heart or be practical. 857 00:49:42,920 --> 00:49:45,040 When I started the business