1 00:00:34,000 --> 00:00:37,040 I've heard that Jyoti Bharadwaj from Mumbai never goes anywhere alone. 2 00:00:37,120 --> 00:00:39,480 She is accompanied by two bodyguards who... 3 00:00:41,080 --> 00:00:42,880 Oh! You're her bodyguards. Hello. Hi. 4 00:00:42,960 --> 00:00:44,320 Hi, everyone. 5 00:00:44,400 --> 00:00:46,160 Do you need anything? Water? Soft drink? 6 00:00:46,240 --> 00:00:47,680 No soft drinks. 7 00:00:47,760 --> 00:00:48,800 No soft drinks! Why? 8 00:00:48,920 --> 00:00:51,320 It's because I'm not allowed to drink soft drinks. 9 00:00:51,400 --> 00:00:53,960 My dear, where is your mother? 10 00:00:54,040 --> 00:00:55,000 Where is your mother? and grandmother? 11 00:00:55,080 --> 00:00:56,320 They're already here. 12 00:00:56,400 --> 00:00:57,320 Hello! 13 00:00:57,640 --> 00:00:59,360 - Please come in. Welcome. - Thank you. 14 00:00:59,440 --> 00:01:02,120 - You have such cute bodyguards. - Thank you! 15 00:01:02,200 --> 00:01:04,800 Greetings, ma'am. Please come in. Welcome. 16 00:01:04,920 --> 00:01:06,920 - Will they make the pitch with you? - Yes, they will. 17 00:01:07,000 --> 00:01:08,440 - They can pitch better than me! - It will be fun. 18 00:01:08,520 --> 00:01:09,680 - Yes. - It'll be fun. 19 00:01:09,760 --> 00:01:12,240 - Ma'am, do you think they'll get through? - Yes. 20 00:01:12,600 --> 00:01:15,120 - Will they fare well? - She has strong determination. 21 00:01:15,200 --> 00:01:16,600 - Alright, yes. - She is hardworking. 22 00:01:16,680 --> 00:01:18,560 Things work out for such people. 23 00:01:18,640 --> 00:01:20,480 Absolutely. Ma'am, let's do one thing. 24 00:01:20,560 --> 00:01:22,520 - You and I will watch the pitch from out here. - Okay. 25 00:01:22,600 --> 00:01:23,960 - Let them go inside. - Yes. 26 00:01:24,040 --> 00:01:25,240 - Give them your blessing. - Sure. 27 00:01:25,320 --> 00:01:26,960 - Let them proceed - You have my blessing. 28 00:01:27,040 --> 00:01:28,760 - Fantastic! - This is why I came along. 29 00:01:28,880 --> 00:01:31,600 [theme music playing] 30 00:01:51,760 --> 00:01:53,760 [theme music continues] 31 00:02:14,800 --> 00:02:17,200 [theme music fading] 32 00:02:17,560 --> 00:02:19,480 Aw! [chuckles] 33 00:02:24,240 --> 00:02:25,640 Very cute boys. 34 00:02:25,720 --> 00:02:27,240 - Hello, Sharks. - Hello. 35 00:02:27,360 --> 00:02:29,040 My name is Arastu. 36 00:02:32,120 --> 00:02:34,480 "Iced tea?" No, I have not. 37 00:02:34,560 --> 00:02:35,520 "Iced tea!" 38 00:02:35,600 --> 00:02:38,600 I love iced tea. I have it every day. 39 00:02:38,680 --> 00:02:40,600 Hey, mom will scold you. 40 00:02:40,680 --> 00:02:43,000 Iced tea is not healthy. 41 00:02:43,120 --> 00:02:45,000 [Peyush giggling] 42 00:02:45,440 --> 00:02:48,120 If it's TeaFit, then it is healthy! 43 00:02:49,160 --> 00:02:51,960 If you don't trust me, then ask mom. 44 00:02:52,040 --> 00:02:53,240 - Mom! - Mom! 45 00:02:53,320 --> 00:02:54,880 [Sharks chuckling] 46 00:02:55,240 --> 00:02:56,880 - Very good. - Cutest! 47 00:02:57,520 --> 00:02:59,480 What terrific acting! It was fun. 48 00:02:59,920 --> 00:03:01,960 [Aman laughs] 49 00:03:02,080 --> 00:03:02,920 How old are they? 50 00:03:03,000 --> 00:03:04,680 He is eight and Agastya is five. 51 00:03:04,760 --> 00:03:07,360 Aw! Exactly like my boys! 52 00:03:08,720 --> 00:03:10,560 [Anupam laughs] 53 00:03:18,360 --> 00:03:20,600 [pleasant music playing] 54 00:03:20,680 --> 00:03:21,800 Sharks, did you know? 55 00:03:21,880 --> 00:03:26,240 100 years ago, the sugar that we once consumed in a year, 56 00:03:26,320 --> 00:03:29,560 we now consume that much sugar in a week. 57 00:03:29,960 --> 00:03:33,040 Beverage companies have fed us too much sugar 58 00:03:33,120 --> 00:03:34,600 and turned us into sugar addicts. 59 00:03:35,200 --> 00:03:38,640 Do you see this cola glass measuring 600 ml? 60 00:03:38,920 --> 00:03:41,640 It contains 30 sachets of sugar. 61 00:03:41,720 --> 00:03:43,040 - Dump! - Whoa! 62 00:03:43,120 --> 00:03:44,640 Dumping out. 63 00:03:45,800 --> 00:03:47,680 That's a lot of sugar. 64 00:03:47,960 --> 00:03:51,280 And the largest size of the soda fountain, 65 00:03:51,360 --> 00:03:52,920 which is almost a litre... 66 00:03:53,000 --> 00:03:55,040 It contains ten times more sugar than this. 67 00:03:55,160 --> 00:03:57,800 - Oh, no! - [Sharks laugh] 68 00:03:58,560 --> 00:04:01,040 The same is with fruit juices. 69 00:04:01,160 --> 00:04:04,040 Owing to these bad, substandard products, 70 00:04:13,720 --> 00:04:15,600 a healthy and refreshing choice. 71 00:04:15,760 --> 00:04:18,160 [piano playing] 72 00:04:18,960 --> 00:04:21,320 TeaFit is an unsweetened beverage brand. 73 00:04:21,560 --> 00:04:25,160 Which means that our beverages contain no sugar or sweeteners. 74 00:04:25,440 --> 00:04:28,600 - Wonderful. - We brew it with green tea, 75 00:04:48,360 --> 00:04:51,400 More than 200 retailers all over the country sell our products. 76 00:04:51,480 --> 00:04:53,280 As for online retailers, we're available on our website, 77 00:04:53,360 --> 00:04:58,480 Amazon, Flipkart, Big Basket, Cred, and other platforms. 78 00:04:58,760 --> 00:05:02,000 My ask is Rs. 50 lakhs in lieu of 3% equity. 79 00:05:08,200 --> 00:05:10,440 Okay. You're increasing the valuation 80 00:05:10,560 --> 00:05:12,400 - of the business! - Yes. 81 00:05:13,560 --> 00:05:16,240 I welcome all three of you to Shark Tank, 82 00:05:16,320 --> 00:05:19,120 - especially you both. - Thank you so much. 83 00:05:20,080 --> 00:05:21,680 Listen, come here. 84 00:05:22,000 --> 00:05:23,560 Come on. You come here. 85 00:05:24,080 --> 00:05:24,960 - This side. - Come, sit here. 86 00:05:25,040 --> 00:05:26,080 What's happening, bro? 87 00:05:28,080 --> 00:05:30,160 - Are you the founder of Lenskart? - [indistinct] 88 00:05:30,240 --> 00:05:32,360 I am... I am the owner of Lenskart. 89 00:05:32,440 --> 00:05:33,400 No, he's lying! 90 00:05:33,520 --> 00:05:35,920 [everybody laughing] 91 00:05:36,800 --> 00:05:38,120 Hey, do you know what I do? 92 00:05:38,200 --> 00:05:40,000 You're the founder of Shaadi.com. 93 00:05:40,080 --> 00:05:41,960 - Shaadi.com! - [hysterical laughter] 94 00:05:43,440 --> 00:05:45,760 It's because she is wearing a red outfit! 95 00:05:45,800 --> 00:05:47,520 [hysterical laughter] 96 00:05:49,160 --> 00:05:50,640 - High five. - Time to leave, bro. 97 00:05:50,720 --> 00:05:51,880 - Bye. See you. - High five. 98 00:05:51,960 --> 00:05:53,760 - Give me a high five. - Bye. 99 00:05:54,360 --> 00:05:56,320 - Aw! - [laughter] 100 00:05:56,400 --> 00:05:57,240 Okay. 101 00:05:57,320 --> 00:05:59,520 - Okay, see you. - Bye. 102 00:06:00,120 --> 00:06:02,720 What made you bring the kids to Shark Tank? 103 00:06:02,800 --> 00:06:04,920 I live alone in Mumbai with them. 104 00:06:05,040 --> 00:06:08,480 They have literally been a part of my business from day one. 105 00:06:08,560 --> 00:06:11,160 When I go to oversee production, I take them to Indore. 106 00:06:11,240 --> 00:06:12,200 - Wonderful. - I take them to meetings. 107 00:06:12,280 --> 00:06:14,880 I took them to the closing meeting of Nature's Basket. 108 00:06:15,000 --> 00:06:16,920 I had them wait outside during my meeting with Reliance. 109 00:06:17,040 --> 00:06:20,160 They know as much about brewing as I do and its process. 110 00:06:20,240 --> 00:06:22,040 I was afraid they might talk about it! 111 00:06:22,120 --> 00:06:24,160 [Sharks laughing] 112 00:06:25,640 --> 00:06:27,800 - Jyoti, can I take a guess? - Sure. 113 00:06:27,960 --> 00:06:30,360 You give very less sugar to the kids. 114 00:06:30,520 --> 00:06:32,040 - That is true. - Let me tell you what happens. 115 00:06:32,160 --> 00:06:34,760 - When you give them sugar, the kids become moody. - Bouncy. 116 00:06:34,800 --> 00:06:37,240 If you want them to be constantly high on energy, cut out sugar. 117 00:06:37,320 --> 00:06:39,200 No colas or juices. 118 00:06:43,440 --> 00:06:45,560 - especially in liquids and colas. - Yes. 119 00:06:49,760 --> 00:06:51,760 Ma'am, both my parents are diabetic. 120 00:06:51,800 --> 00:06:55,600 We never stocked sugary beverages at home since I was a child. 121 00:06:55,680 --> 00:06:59,080 When I grew up, I used to stay away from the beverage aisle. 122 00:06:59,320 --> 00:07:01,600 During the years 2013 to 2015, 123 00:07:01,720 --> 00:07:04,560 - I travelled back and forth to Japan many times. - Why? 124 00:07:04,640 --> 00:07:07,040 My husband was working at Google and was based in Tokyo then. 125 00:07:07,120 --> 00:07:09,000 I was working in a start-up at that time. 126 00:07:09,120 --> 00:07:10,480 - Which start-up? - UrbanFresh. 127 00:07:10,560 --> 00:07:12,520 Fresh out of business school, I worked there. 128 00:07:12,600 --> 00:07:13,440 Which business school? 129 00:07:13,520 --> 00:07:14,760 Indian School of Business, Hyderabad. 130 00:07:14,840 --> 00:07:15,960 Meet my friend Aman. 131 00:07:16,680 --> 00:07:17,800 - I know. - Which batch? 132 00:07:17,880 --> 00:07:18,920 2013, ma'am. 133 00:07:19,040 --> 00:07:20,680 - Oh! - Oh, I was 2011. 134 00:07:20,800 --> 00:07:23,160 - Okay. Two years. - You graduated, but he failed. 135 00:07:23,240 --> 00:07:25,120 [Sharks laughing] 136 00:07:30,320 --> 00:07:31,760 [chuckling] 137 00:07:32,080 --> 00:07:35,520 The thought about the possibilities while I was in Japan. 138 00:07:35,600 --> 00:07:37,680 If you wish to create a healthy society, 139 00:07:37,760 --> 00:07:41,480 you need to have a 100 good things to counter the 10 bad things, 140 00:07:41,560 --> 00:07:43,000 You cannot build a healthy society Without doing this 141 00:07:48,280 --> 00:07:50,080 [unanimous laughter] 142 00:07:51,920 --> 00:07:53,240 Your parents are in Patna. 143 00:07:53,360 --> 00:07:54,640 Yes, my parents are in Patna. 144 00:07:54,720 --> 00:07:57,360 - My husband's parents are in Chhattisgarh, so... - My God! Wow! 145 00:07:57,440 --> 00:07:59,000 My brother is in Korea. It's like... 146 00:07:59,080 --> 00:08:01,600 So, you have no family support system. 147 00:08:01,680 --> 00:08:04,240 - Nothing, ma'am. I've done it all single-handedly. - Wow! 148 00:08:04,320 --> 00:08:05,440 Where is your cape? 149 00:08:05,560 --> 00:08:07,280 [laughing] No! 150 00:08:07,360 --> 00:08:08,200 You're a super woman! 151 00:08:08,320 --> 00:08:11,320 Wonder woman! Absolutely! Hats off! 152 00:08:11,400 --> 00:08:12,480 Thank you so much. 153 00:08:12,880 --> 00:08:14,800 - Give me tea, please. - Yes! Sure. 154 00:08:14,880 --> 00:08:17,440 Let's have tea. I've had this tea many times. 155 00:08:18,720 --> 00:08:20,640 This will be your true litmus test. 156 00:08:20,760 --> 00:08:23,360 - This man Aman Gupta consumes nothing that has no sugar. - Okay. 157 00:08:23,440 --> 00:08:24,760 Yes, I observed it. 158 00:08:24,880 --> 00:08:26,960 I think I should skip him. 159 00:08:27,120 --> 00:08:28,560 [hysterical laughter] 160 00:08:30,040 --> 00:08:32,800 His reaction to everything is a little over the top. 161 00:08:32,880 --> 00:08:34,360 - Yes. - Don't take it personally. 162 00:08:34,440 --> 00:08:37,200 - Ignore it. - Darn! Forgive me, ladies! 163 00:08:37,280 --> 00:08:38,840 [laughter] 164 00:08:40,520 --> 00:08:42,600 There's green tea, black tea, lemon black tea, 165 00:08:42,680 --> 00:08:44,360 and barley tea which has no flavour. 166 00:08:44,440 --> 00:08:46,520 [upbeat music playing] 167 00:08:46,880 --> 00:08:49,080 - You picked lemon black tea. - Very nice. 168 00:08:50,440 --> 00:08:51,600 This one's barley. 169 00:08:51,680 --> 00:08:54,600 I'm going to try all three. I've had it before. 170 00:08:54,680 --> 00:08:57,080 - It's really popular in Southeast Asia. - Yes. 171 00:08:57,160 --> 00:08:59,200 [upbeat music playing] 172 00:08:59,280 --> 00:09:00,720 Hmm. Interesting. 173 00:09:04,000 --> 00:09:04,960 Not bad. 174 00:09:09,080 --> 00:09:12,200 [whimsical music playing] 175 00:09:15,400 --> 00:09:18,120 Jyoti, I didn't like it. 176 00:09:18,200 --> 00:09:19,080 No problem. 177 00:09:19,160 --> 00:09:20,560 [hysterical laughter] 178 00:09:20,680 --> 00:09:23,040 - High five! - Yay! 179 00:09:24,240 --> 00:09:25,840 I will try the other flavour. 180 00:09:26,800 --> 00:09:28,800 [intense music playing] 181 00:09:36,560 --> 00:09:38,000 - Jyoti, there's good news! - Yes. 182 00:09:38,120 --> 00:09:39,080 I like this. 183 00:09:39,520 --> 00:09:41,120 - Thank you. - Oh, a miracle! 184 00:09:41,200 --> 00:09:43,040 - It's a miracle... - [Jyoti chuckles] 185 00:09:43,120 --> 00:09:46,200 I'm glad you finally liked something that contains no sugar. 186 00:09:47,720 --> 00:09:49,240 Does the barley lend sweetness? 187 00:09:49,320 --> 00:09:51,880 The barley does lend sweetness. It also contains liquorice. 188 00:09:51,960 --> 00:09:55,440 - The cinnamon lends a hint of sweetness. - Yes. 189 00:09:57,760 --> 00:09:59,880 No calories! Are you sure no calories? 190 00:09:59,960 --> 00:10:01,720 - No calories! FSSAI tested. - No sweetener? 191 00:10:05,000 --> 00:10:06,520 I say this on national TV. 192 00:10:06,600 --> 00:10:08,680 - This contains no sugar and no sweetener. - Wow! 193 00:10:08,800 --> 00:10:09,960 Wow! Well done. 194 00:10:10,080 --> 00:10:12,400 - I will consume your products. - Thank you so much. 195 00:10:13,960 --> 00:10:16,120 Tell me something. How much does this bottle cost? 196 00:10:16,200 --> 00:10:17,160 The price on it is Rs. 120. 197 00:10:17,240 --> 00:10:19,160 - It costs Rs. 120. - Yes. 198 00:10:19,280 --> 00:10:20,760 This costs Rs. 120! 199 00:10:21,040 --> 00:10:22,760 [intense music playing] 200 00:10:23,160 --> 00:10:26,880 Do you have an audience in India willing to spend Rs. 120 on tea? 201 00:10:27,000 --> 00:10:29,560 Yes. There's you and others like you. 202 00:10:29,640 --> 00:10:32,720 - There are people like me too. - I drink tea in clay cups for Rs 5. 203 00:10:33,000 --> 00:10:34,240 No, I do have an audience. 204 00:10:34,320 --> 00:10:36,040 Could you explain your margins to me? 205 00:10:36,120 --> 00:10:38,440 - What... - The MRP of my product is Rs. 120. 206 00:10:39,520 --> 00:10:42,000 Modern trade, in general, takes 30% from me. 207 00:10:42,080 --> 00:10:45,000 I sell it to them for around Rs. 84. 208 00:10:46,320 --> 00:10:49,200 It costs me between Rs. 30 to 32 to make the product. 209 00:10:49,800 --> 00:10:52,960 I'm left with Rs. 54 if I sell it offline, 210 00:10:53,040 --> 00:10:55,520 and around the same if I sell it online. 211 00:10:55,600 --> 00:10:56,640 The cost must be negligible! 212 00:10:56,720 --> 00:10:59,880 It's just tea-infused water. Ayurvedic herbs are inexpensive too! 213 00:11:01,480 --> 00:11:03,680 Why Rs. 30? Why isn't it being made in Rs. 10? 214 00:11:04,240 --> 00:11:06,760 Ms. Singh, you wouldn't be able to crush the bottle you're holding 215 00:11:06,840 --> 00:11:07,800 after consuming the drink 216 00:11:07,880 --> 00:11:09,800 - because it is of good quality. - Okay. 217 00:11:09,920 --> 00:11:10,800 What's the cost of the bottle? 218 00:11:46,480 --> 00:11:47,440 - Good. - Very good. 219 00:11:47,520 --> 00:11:48,680 Amazing. 220 00:11:48,760 --> 00:11:51,360 What are your current sales and what's the growth like? 221 00:11:51,480 --> 00:11:53,200 We started it last year. 222 00:11:58,960 --> 00:12:00,960 The projected sales for the current year 223 00:12:14,480 --> 00:12:15,600 Where are you selling this? 224 00:12:15,680 --> 00:12:17,680 Could you give me a break-up of the Rs. 3.5 lakhs? 225 00:12:31,440 --> 00:12:34,280 You can't build a large business in the beverage industry. 226 00:12:34,360 --> 00:12:36,480 I can build a large business and here is how. 227 00:12:36,840 --> 00:12:38,520 - So, for one year... - Great job. 228 00:12:38,600 --> 00:12:39,800 Hang on. Applause. 229 00:12:39,880 --> 00:12:40,960 - Sure. - Continue. 230 00:12:41,760 --> 00:12:43,920 I tried shipping the product online for a year. 231 00:12:44,000 --> 00:12:45,320 - Okay. - My biggest pain point is 232 00:12:45,400 --> 00:12:48,360 - that shipping liquids is like shipping stones! - Correct! 233 00:12:49,080 --> 00:12:51,520 I currently have products developed 234 00:12:51,600 --> 00:12:52,960 which we'll launch in the next three months. 235 00:12:53,040 --> 00:12:55,520 It's not liquid, it's in the form of premix sachets 236 00:12:55,640 --> 00:12:56,880 - for winters. - Interesting. 237 00:12:56,960 --> 00:12:58,960 - Same formulation... - You can mix it at home. 238 00:12:59,800 --> 00:13:04,040 Yes. Simply add it to hot water and you have beautiful aromatic tea! 239 00:13:04,920 --> 00:13:06,240 What would be the price point? 240 00:13:06,320 --> 00:13:08,640 We've decided on a pack of ten 241 00:13:08,720 --> 00:13:10,720 which will cost between Rs. 350 to 450. 242 00:13:10,800 --> 00:13:13,960 Secondly, this surely is priced at Rs. 120 currently, 243 00:13:14,040 --> 00:13:17,360 but it's not like we can't come up with variants for Rs. 40. 244 00:13:17,760 --> 00:13:20,000 If I have to make plain vanilla iced tea in the future, 245 00:13:20,080 --> 00:13:22,160 I can make it available for Rs. 40. 246 00:13:22,240 --> 00:13:23,600 Okay. Thank you. 247 00:13:24,760 --> 00:13:26,960 Alright, Jyoti. I'll make you an offer. 248 00:13:27,480 --> 00:13:28,360 Okay. 249 00:13:28,440 --> 00:13:31,000 - I have an offer for you too. - Alright. 250 00:13:31,120 --> 00:13:32,120 I have an offer as well. 251 00:13:32,200 --> 00:13:33,400 Darn it! 252 00:13:36,200 --> 00:13:38,360 They always copy my offer. So, let me go first 253 00:13:38,440 --> 00:13:40,800 - so they don't copy it. - I have a question before that. 254 00:13:40,880 --> 00:13:42,880 You own 100% in the cap table. 255 00:13:43,000 --> 00:13:44,320 99.5%. 256 00:13:44,400 --> 00:13:46,200 [intense music playing] 257 00:13:46,280 --> 00:13:49,080 - Who has 0.5%? - My mother-in-law who was my first investor. 258 00:13:49,160 --> 00:13:50,680 - Oh! - Great. Amazing! 259 00:13:52,640 --> 00:13:54,280 'My mother-in-law has a PhD.' 260 00:13:54,360 --> 00:13:57,000 She worked as a professor for around two to three years. 261 00:14:03,440 --> 00:14:05,000 She is of the opinion 262 00:14:05,080 --> 00:14:07,280 that the next generation should do the things that she could not. 263 00:14:07,360 --> 00:14:09,600 So, she gave her daughters and me a big push. 264 00:14:10,720 --> 00:14:14,560 She gave me my first investor cheque for Rs. 10 lakhs. 265 00:14:14,720 --> 00:14:16,800 - Wow! Out of her savings. - Yes, her savings. 266 00:14:18,240 --> 00:14:20,520 You also had the option to raise capital from any other source? 267 00:14:20,600 --> 00:14:21,720 - Yes. - You accepted her money... 268 00:14:21,800 --> 00:14:24,200 I do have a term sheet as we speak. 269 00:14:24,280 --> 00:14:26,480 What was the valuation? 270 00:14:26,560 --> 00:14:29,880 I have a term sheet offering me Rs. 1 crore which I got last week. 271 00:14:29,960 --> 00:14:30,960 What's the valuation? 272 00:14:31,040 --> 00:14:33,080 Convertible note of Rs. 20 crores. 273 00:14:33,160 --> 00:14:35,000 [intense music playing] 274 00:14:36,040 --> 00:14:38,600 'Convertible note is a type of debt' 275 00:14:38,720 --> 00:14:41,040 'which is given to early-stage start-ups' 276 00:14:41,160 --> 00:14:44,480 'when it is difficult to decide their valuation.' 277 00:14:44,560 --> 00:14:49,520 'In future, when it gets easier to decide their valuation, ' 278 00:14:49,720 --> 00:14:55,280 'investors can convert that convertible debt into equity.' 279 00:14:56,440 --> 00:14:58,760 - The cap is Rs. 20 crores. - Yes, 22 crores. 280 00:14:58,800 --> 00:15:00,320 What's the valuation you asked? 281 00:15:00,400 --> 00:15:01,200 Rs. 15 crore. 282 00:15:01,280 --> 00:15:02,600 I am asking for less. 283 00:15:02,680 --> 00:15:03,720 Yes, but it's convertible. 284 00:15:03,800 --> 00:15:05,360 - That's 16.67. - Yes. 285 00:15:07,200 --> 00:15:09,080 - Let me tell you my decision. - Alright. 286 00:15:09,160 --> 00:15:12,720 - I honestly think these investors here... - Yes. 287 00:15:12,800 --> 00:15:16,240 - They come with a very strong brand-building capability. - Yes. 288 00:15:16,320 --> 00:15:20,000 They will be able to help you more as compared to me. 289 00:15:22,200 --> 00:15:23,720 And for that reason, I'm out. 290 00:15:25,520 --> 00:15:28,920 - But I loved the way you shared the numbers. - Yes. 291 00:15:29,000 --> 00:15:30,600 - Thanks. - Item by item. Fabulous. 292 00:15:30,680 --> 00:15:31,880 Thank you so much. 293 00:15:32,480 --> 00:15:36,200 Look, I can be of great help to you in this business. 294 00:15:36,280 --> 00:15:37,160 I know. 295 00:15:37,440 --> 00:15:39,560 And we're in similar categories... 296 00:15:39,640 --> 00:15:43,120 - Yes. - Where women have this emotional relationship with make-up. 297 00:15:43,200 --> 00:15:45,680 - We educate people on Instagram. - Yes. 298 00:15:45,800 --> 00:15:47,920 - Erm, 2.4 million followers... - Right. 299 00:15:48,000 --> 00:15:50,040 - Largest in India. - Yes. 300 00:15:50,160 --> 00:15:52,440 - Consumer brands. - You're on board the way you backed her up! 301 00:15:52,520 --> 00:15:53,600 [chuckles] 302 00:15:53,960 --> 00:15:56,640 And Anupam is the most prolific investor... 303 00:15:56,720 --> 00:15:58,160 - Yes. - For early-stage companies. 304 00:15:58,240 --> 00:16:00,400 - Oh! - I don't agree. 305 00:16:00,480 --> 00:16:01,680 Oh, my! 306 00:16:01,960 --> 00:16:04,200 I'm the only one who drank all your iced tea. 307 00:16:04,280 --> 00:16:05,680 That's a lie! Look! 308 00:16:05,800 --> 00:16:08,160 Thank you so much. Thank you! 309 00:16:08,280 --> 00:16:10,680 - We both will come on board together. - Okay. 310 00:16:10,760 --> 00:16:12,720 You know, this is quite an early stage 311 00:16:12,800 --> 00:16:13,720 - for the pre-revenue. - Yes. 312 00:16:13,800 --> 00:16:15,760 - I'm not even getting into the multiples. - Yes. 313 00:16:15,800 --> 00:16:20,880 Our estimate is that Rs. 2 crores is a good enough valuation. 314 00:16:20,960 --> 00:16:23,040 [intense music playing] 315 00:16:38,920 --> 00:16:40,600 Look. You know? 316 00:16:40,720 --> 00:16:42,640 I always speak the truth and nothing but the truth. 317 00:16:42,720 --> 00:16:43,720 [chuckles] 318 00:16:44,840 --> 00:16:46,880 If I don't like the drink, I say so. 319 00:16:46,960 --> 00:16:49,720 But everyone else says, "Very good drink! You're amazing!" 320 00:16:50,720 --> 00:16:52,000 Okay, Aman! 321 00:16:52,120 --> 00:16:53,480 Alright, we get the point. 322 00:16:53,600 --> 00:16:55,200 I don't cheat entrepreneurs. 323 00:16:55,480 --> 00:16:56,520 And we do? 324 00:16:58,320 --> 00:17:00,800 I think they ask for a higher stake at times. 325 00:17:00,880 --> 00:17:02,720 - Okay. - 20 and 25%. I don't want that. 326 00:17:04,000 --> 00:17:06,080 - I'll make a genuine offer. - Okay. 327 00:17:06,200 --> 00:17:07,120 Rs. 50 lakhs for 10% equity. 328 00:17:18,160 --> 00:17:20,320 - See that! - [laughter] 329 00:17:20,440 --> 00:17:22,960 Why didn't you do it earlier? Why were you deceiving her? 330 00:17:23,160 --> 00:17:25,080 We weren't deceiving her. 331 00:17:26,080 --> 00:17:28,400 Can all four Sharks agree to 8%? 332 00:17:32,800 --> 00:17:34,320 For 20%, I don't wish to... 333 00:17:34,400 --> 00:17:36,280 - I don't want to take 20%. - No, 10%. 334 00:17:36,360 --> 00:17:38,160 - Rs. 50 lakhs for 10% equity. - Peyush said 20%. 335 00:17:43,800 --> 00:17:46,120 She's all about numbers. It's difficult. 336 00:17:48,200 --> 00:17:52,040 Jyoti, you're very strong. Solid founder. 337 00:17:52,200 --> 00:17:55,320 But beyond a certain figure, it doesn't make sense. 338 00:17:55,400 --> 00:17:56,360 Yes. 339 00:17:57,360 --> 00:17:58,800 It's already quite rich. 340 00:18:17,160 --> 00:18:18,360 I'm okay to do either. 341 00:18:19,440 --> 00:18:21,760 [intense music playing] 342 00:18:22,080 --> 00:18:22,920 - Let's do it. - Sensitive... 343 00:18:23,000 --> 00:18:24,320 - Alright. - Let's do it. 344 00:18:24,400 --> 00:18:26,120 - Let's do it. - You got a deal! 345 00:18:26,840 --> 00:18:27,920 Thank you. 346 00:18:36,280 --> 00:18:37,800 Your mom did so well. 347 00:18:37,880 --> 00:18:39,520 - Are you proud of your mom? - Yes. 348 00:18:39,600 --> 00:18:41,520 - We're all very proud of your mom. - Thank you. 349 00:18:41,600 --> 00:18:43,880 We're also very proud of your mom. She's amazing. 350 00:18:43,960 --> 00:18:44,800 Take this. 351 00:18:44,880 --> 00:18:46,720 [unanimous laughter] 352 00:18:47,400 --> 00:18:48,880 - Let's do healthy. - Let's do healthy. Do this. 353 00:18:48,960 --> 00:18:50,120 Let's do healthy. 354 00:18:51,600 --> 00:18:52,920 [camera shutter clicks] 355 00:18:54,280 --> 00:18:56,760 But I gave you the best deal for 10% first! 356 00:18:57,920 --> 00:19:01,040 Aman, you were my anchor. I owe you one big time. 357 00:19:01,160 --> 00:19:02,000 Thank you. 358 00:19:03,920 --> 00:19:05,800 She's a great founder. It'll work. 359 00:19:05,880 --> 00:19:07,400 Our investment won't sink. 360 00:20:20,360 --> 00:20:23,200 [theme music playing] 361 00:20:33,200 --> 00:20:35,280 [theme music fading] 362 00:20:37,040 --> 00:20:38,480 - Hello, Sharks. - Hi. 363 00:20:42,240 --> 00:20:43,640 - Population. - Population. 364 00:20:43,760 --> 00:20:46,440 India's population is 140 crore people. 365 00:20:46,560 --> 00:20:48,480 [intense music playing] 366 00:20:49,480 --> 00:20:53,200 Out of these 140 crore people, 90 crore people 367 00:20:53,320 --> 00:20:56,600 belong to low income families and marginalised communities. 368 00:20:57,560 --> 00:21:00,520 Every year, the government sets up over 13,000 369 00:21:06,720 --> 00:21:08,080 Rs. 20,00,000 crore 370 00:21:08,200 --> 00:21:10,960 was last year's budget allocated to government schemes. 371 00:21:11,200 --> 00:21:13,920 The government sets up schemes for these people 372 00:21:14,000 --> 00:21:17,280 to help them rise above their economic and social conditions. 373 00:21:18,240 --> 00:21:21,320 Even today, these government schemes don't make it to the masses. 374 00:21:22,520 --> 00:21:24,040 There are two main reasons. 375 00:21:24,360 --> 00:21:27,280 One, either they don't have complete knowledge of it. 376 00:21:27,480 --> 00:21:29,080 And even if they do, 377 00:21:29,160 --> 00:21:30,840 they don't receive the application and documentation support 378 00:21:30,920 --> 00:21:32,520 until the last mile. 379 00:21:32,680 --> 00:21:33,480 True. 380 00:21:33,560 --> 00:21:36,960 Haqdarshak is here to help those people get their rights. 381 00:21:37,080 --> 00:21:38,280 Hmm. Nice. 382 00:21:38,360 --> 00:21:39,280 Hello, Sharks. 383 00:21:41,880 --> 00:21:42,720 Hello, Aniket. 384 00:21:42,800 --> 00:21:44,880 I'm the founder of Haqdarshak. 385 00:21:45,760 --> 00:21:48,480 Haqdarshak is a mobile and web platform 386 00:21:48,680 --> 00:21:51,360 that provides people with information 387 00:21:51,440 --> 00:21:53,680 about their eligibility and scheme applications. 388 00:21:54,080 --> 00:21:56,880 Along with our agent network in place, 389 00:21:57,000 --> 00:21:58,120 it helps them until the last mile 390 00:21:58,200 --> 00:22:00,520 with regards to application and document support. 391 00:22:01,600 --> 00:22:05,000 - We have over 25,000 agents. - Whoa! Wow! 392 00:22:25,360 --> 00:22:28,680 It is a QR code based card, the yojana card. 393 00:22:28,880 --> 00:22:32,640 It allows citizens to access all the schemes on their mobile phones 394 00:22:32,760 --> 00:22:35,160 and provides them with end-to-end application support. 395 00:22:36,280 --> 00:22:39,200 Our vision is to ensure that these 90 crore people 396 00:22:39,360 --> 00:22:42,040 get that Rs. 20 lakh crores on time every year. 397 00:22:42,160 --> 00:22:43,080 Today, at Shark Tank, 398 00:23:04,000 --> 00:23:05,720 I was born and brought up in Shimla. 399 00:23:06,960 --> 00:23:10,520 I did my undergraduate course from Shri Ram College of Commerce. 400 00:23:10,600 --> 00:23:12,040 But early on, 401 00:23:12,120 --> 00:23:15,400 I had an interest in economics and policies, and not commerce. 402 00:23:15,480 --> 00:23:18,120 For the next five years, I worked at the grassroots level. 403 00:23:18,200 --> 00:23:21,320 I worked as a teacher in a government school for two years. 404 00:23:22,360 --> 00:23:26,160 I have worked in rural Maharashtra, urban Delhi, and Rajasthan. 405 00:23:26,280 --> 00:23:27,560 I observed that everyone 406 00:23:27,640 --> 00:23:31,360 faced the problem of information gap concerning government schemes. 407 00:23:32,480 --> 00:23:33,840 The thing with government schemes is 408 00:23:33,920 --> 00:23:35,920 that the schemes in western Maharashtra are different 409 00:23:36,000 --> 00:23:37,440 than those in eastern Maharashtra. 410 00:23:37,520 --> 00:23:39,600 The eligibility criteria for all government schemes 411 00:23:39,680 --> 00:23:41,400 is like the probability theorem. 412 00:23:42,440 --> 00:23:43,560 If and or. 413 00:23:43,640 --> 00:23:45,960 If you fall in this income and caste category 414 00:23:46,040 --> 00:23:49,240 and your domicile is this state, and so on and so forth. 415 00:23:49,320 --> 00:23:50,360 There are 200 such concepts! 416 00:23:50,440 --> 00:23:53,120 So, in 2015, I decided 417 00:23:53,200 --> 00:23:56,440 that this requires a very technology-based scaled up business. 418 00:23:56,560 --> 00:23:59,800 That's how Haqdarshak came into existence. 419 00:24:01,000 --> 00:24:04,280 - I'd like to call one of our Haqdarshak agents here. - Sure. 420 00:24:04,560 --> 00:24:06,720 [music playing] 421 00:24:07,160 --> 00:24:09,200 Greetings, Sharks. Hi. Hello. 422 00:24:20,840 --> 00:24:25,040 95% of Palghar district's population comprises tribal people. 423 00:24:25,160 --> 00:24:29,000 The tribal women there work as agents along with me. 424 00:24:29,080 --> 00:24:33,960 In 3.5 years, we have taken these schemes to over 1,00,000 people. 425 00:24:34,080 --> 00:24:36,880 [buoyant music playing] 426 00:24:41,560 --> 00:24:44,000 What work do agents do? 427 00:24:44,120 --> 00:24:47,480 Our job is to create awareness within the community 428 00:24:47,560 --> 00:24:49,320 about the new schemes that are launched. 429 00:24:49,440 --> 00:24:52,360 We tell them they can apply for it and it is for their benefit. 430 00:24:52,440 --> 00:24:53,880 So, you go to people's doorsteps. 431 00:24:53,960 --> 00:24:55,120 Either to every house 432 00:24:55,200 --> 00:24:56,920 - or in the village meeting. - Doorstep delivery. 433 00:24:57,000 --> 00:24:59,480 Doorstep delivery or holding community gatherings 434 00:24:59,600 --> 00:25:00,720 - where you educate people. - Yes. 435 00:25:00,760 --> 00:25:02,760 [buoyant music playing] 436 00:25:02,840 --> 00:25:04,720 How many agents are there in total? 437 00:25:04,800 --> 00:25:07,160 There are over 100 agents. 438 00:25:07,480 --> 00:25:10,200 [euphoric music playing] 439 00:25:14,080 --> 00:25:15,640 What incentives do agents get? 440 00:25:15,720 --> 00:25:17,880 - Let us give you a demo of the app. - Yes, please. 441 00:25:17,960 --> 00:25:21,000 Jyoti, give us a demo of the app first and then we'll ask questions. 442 00:25:39,160 --> 00:25:41,200 - The schemes they're eligible for. - Eligible for 57 schemes. 443 00:25:41,280 --> 00:25:43,520 [music playing] 444 00:25:43,600 --> 00:25:45,080 Is this an average normally? 445 00:25:45,160 --> 00:25:48,120 In rural, between 50 to 55, and in urban, 35 to 40. 446 00:26:00,480 --> 00:26:04,480 This page shows the service charge that our agent takes. 447 00:26:08,160 --> 00:26:10,760 It goes to the agent and it is split later. 448 00:26:10,840 --> 00:26:12,800 How much do you make in a month? 449 00:26:12,880 --> 00:26:14,680 Rs. 20,000 to Rs. 25,000. 450 00:26:14,760 --> 00:26:16,080 That's wonderful. 451 00:26:16,200 --> 00:26:17,840 - This was for the agents. - Okay. 452 00:26:17,920 --> 00:26:22,600 What we launched for the citizens this year is the yojana card. 453 00:26:24,600 --> 00:26:27,840 It contains a QR code. So, the information you just saw... 454 00:26:28,000 --> 00:26:30,320 - Yes. - If you have a smartphone, 455 00:26:30,400 --> 00:26:32,320 - you can scan it yourself using an OTP. - Okay. 456 00:26:32,400 --> 00:26:33,320 If you do not, 457 00:26:33,440 --> 00:26:36,680 you can go to any of our 50 Haqdarshak centres 458 00:26:36,760 --> 00:26:38,520 and get it done through us. 459 00:26:38,640 --> 00:26:40,800 You can check all your government schemes. 460 00:26:40,920 --> 00:26:45,320 If you need application support, you can book a Haqdarshak. 461 00:26:58,160 --> 00:26:59,120 In three years. 462 00:26:59,280 --> 00:27:02,360 Let's assume they'd have achieved 50% of the amount 463 00:27:02,480 --> 00:27:03,920 - without your help. - Yes. 464 00:27:04,000 --> 00:27:07,200 Still, by getting these families an amount of Rs. 25 to 30 crores, 465 00:27:07,280 --> 00:27:09,120 you have really helped them. 466 00:27:11,960 --> 00:27:15,080 Jyoti, you must have become quite popular in your locality. 467 00:27:15,160 --> 00:27:18,280 I belong to a tribal family and I live in the same locality. 468 00:27:18,600 --> 00:27:19,840 Are you contesting the elections? 469 00:27:19,920 --> 00:27:22,040 - I am considering it. - Wow! Lovely. 470 00:27:22,160 --> 00:27:23,000 Very good. 471 00:27:23,120 --> 00:27:24,360 - Fantastic. Thank you. - Well done, Jyoti. 472 00:27:24,360 --> 00:27:25,600 - It was lovely to meet you. - Thank you so much. 473 00:27:25,640 --> 00:27:26,960 - Thank you... - Thank you. 474 00:27:27,960 --> 00:27:30,560 Aniket, how many employees work in your company? 475 00:27:54,040 --> 00:27:55,360 for a valuation of Rs. 10 crores. 476 00:28:08,840 --> 00:28:11,400 Our of the overall target, in the current round, 477 00:28:11,480 --> 00:28:13,600 we wish to raise Rs. 25 to 26 crores. 478 00:28:13,800 --> 00:28:16,160 Oh, okay. This is part of a bigger round. 479 00:28:16,840 --> 00:28:18,400 But the valuation has not been decided. 480 00:28:18,480 --> 00:28:20,600 Valuation, yes. We are keeping it... 481 00:28:21,040 --> 00:28:22,840 The valuation will be pegged here! 482 00:28:24,200 --> 00:28:27,480 - Who do you have in your team? - My team is an all-women CXO team. 483 00:28:27,600 --> 00:28:29,840 - All women CXO! Well done. - All women CXO. 484 00:28:29,960 --> 00:28:31,760 Your agents must be mostly women. 485 00:28:31,840 --> 00:28:33,000 - 90% women. - Right? 486 00:28:33,080 --> 00:28:34,560 Why did you decide to do that? 487 00:28:34,640 --> 00:28:37,080 I did a very transparent and honest hiring, 488 00:28:37,120 --> 00:28:38,560 and I genuinely found great people. 489 00:28:38,600 --> 00:28:40,360 That's true. I totally agree with you. 490 00:28:40,400 --> 00:28:42,600 I have experienced the same lately. 491 00:28:43,320 --> 00:28:45,720 We have operations in three international countries 492 00:28:45,800 --> 00:28:47,640 and the heads of all three countries are women. 493 00:28:48,520 --> 00:28:50,720 Aniket, the most important question. 494 00:28:51,440 --> 00:28:52,760 What's your revenue model? 495 00:28:52,840 --> 00:28:54,920 Our entire model is B2B. 496 00:28:55,960 --> 00:28:58,480 We began approaching corporates in 2017-18 497 00:28:58,560 --> 00:29:01,200 who wanted government schemes for their construction 498 00:29:01,280 --> 00:29:03,240 - and factory workers. - Okay. 499 00:29:03,360 --> 00:29:05,000 With the government's code on social security 500 00:29:05,040 --> 00:29:06,360 and the advent of ESG, 501 00:29:06,440 --> 00:29:07,760 not just your employees, 502 00:29:07,760 --> 00:29:10,000 you'll have to provide government schemes for the entire supply chain. 503 00:29:19,120 --> 00:29:22,680 It's about Rs. 500 per service fees and per person. 504 00:29:22,760 --> 00:29:25,000 - Per year? - Per person, in which we offer two services. 505 00:29:25,720 --> 00:29:28,360 How many employees do 110 corporates represent? 506 00:29:28,440 --> 00:29:30,080 Roughly a total of 10 million. 507 00:29:30,160 --> 00:29:31,960 - One crore... - Tell us the sales instead. 508 00:29:33,040 --> 00:29:36,960 Our margin is fairly low, but we were profitable up to 2021. 509 00:29:37,080 --> 00:29:41,520 - In 2022, we made a revenue of Rs. 15.5 crores. - Wow! 510 00:29:41,560 --> 00:29:43,760 This is the only year we made losses. 511 00:29:43,840 --> 00:29:46,480 It was because operations were shut for four months on account of COVID. 512 00:29:46,560 --> 00:29:47,880 What is the current year's projection? 513 00:29:52,240 --> 00:29:57,120 The work is heavy on operations and you make Rs. 500 per person. 514 00:30:06,760 --> 00:30:09,200 I think this is a high-volume, low-margin business. 515 00:30:10,360 --> 00:30:12,520 What margin do you get in that Rs. 500 516 00:30:12,600 --> 00:30:16,000 after costing for people travelling and the other expenditure? 517 00:30:16,080 --> 00:30:19,200 Our EBITDA margin after covering everything is 7%. 518 00:30:19,280 --> 00:30:20,520 - On 1000. - Yes. 519 00:30:21,200 --> 00:30:22,240 There's no margin in 500. 520 00:30:22,240 --> 00:30:24,240 - That's the cost per person. - Correct. 521 00:30:24,640 --> 00:30:27,200 Will you have any EBITDA this year in a revenue of Rs. 30 crores? 522 00:30:27,400 --> 00:30:29,600 We will be making only about 3 to 4% 523 00:30:29,640 --> 00:30:31,080 because we've to cover last year's losses. 524 00:30:31,120 --> 00:30:34,200 At what stage in the business, as per you, will you make EBITDA? 525 00:30:35,200 --> 00:30:39,240 My goal is to reach a top line of Rs. 110 crores in 2024-25. 526 00:30:39,320 --> 00:30:42,600 At that stage, we will save about Rs. 10 crores. 527 00:30:43,640 --> 00:30:45,960 Then why have you considered a valuation of Rs. 200 crores? 528 00:30:47,040 --> 00:30:49,640 We've considered revenue multiple... 529 00:30:49,720 --> 00:30:52,600 Do you know revenue multiples apply to which businesses? 530 00:30:52,680 --> 00:30:55,200 Where the gross margin is 70 to 80%. 531 00:30:56,360 --> 00:30:58,960 In this business, where the margins will perennially be low, 532 00:30:58,960 --> 00:31:01,600 I'm sure you'll agree that revenue multiple is rare. 533 00:31:01,680 --> 00:31:03,120 [intense music playing] 534 00:31:03,280 --> 00:31:05,360 I gave one service to 25 lakh people. 535 00:31:05,760 --> 00:31:07,640 I have to give them 40 government schemes. 536 00:31:07,680 --> 00:31:09,480 Other than that, I can facilitate private scholarships, 537 00:31:09,520 --> 00:31:12,800 private loans and insurance. I haven't tapped into that. 538 00:31:15,360 --> 00:31:17,440 - Finding such data is tough. - And also network... 539 00:31:17,520 --> 00:31:20,280 - Network... - Network and data are your goldmines. 540 00:31:21,320 --> 00:31:23,480 - Aniket, what is your age? - 33. 541 00:31:23,600 --> 00:31:27,160 You built this at the age of 33. 542 00:31:27,240 --> 00:31:28,280 It's incredible. 543 00:31:28,360 --> 00:31:30,040 After identifying this unique problem, 544 00:31:30,040 --> 00:31:33,000 what gave you the courage to pursue it? 545 00:31:33,040 --> 00:31:35,080 Because it's not easy to raise money 546 00:31:35,160 --> 00:31:36,600 - in a field like this. - Yes. 547 00:31:36,680 --> 00:31:39,440 You seem too mature for your age. 548 00:31:39,520 --> 00:31:41,880 I think because I saw too much failure at the start. 549 00:31:42,920 --> 00:31:44,720 Especially in 2020 and 2021, 550 00:31:44,720 --> 00:31:47,560 a lot of investors told us to tilt towards fintech. 551 00:31:47,840 --> 00:31:49,040 - Hmm. - Get into fintech. 552 00:31:49,120 --> 00:31:52,680 Say that you offer educational schemes or provide loans. 553 00:31:52,720 --> 00:31:54,440 Our goal is to become 554 00:31:54,440 --> 00:31:57,040 the biggest social security company in India 10 years down the line. 555 00:31:57,120 --> 00:32:00,560 - Hmm, interesting. - So this experience that 90 crore people get.. 556 00:32:00,640 --> 00:32:03,240 When you and I go to make a passport or get a visa, 557 00:32:03,560 --> 00:32:06,360 we are told, "Sir, your appointment is next." 558 00:32:07,600 --> 00:32:10,800 When a poor man visits the pension officer, 559 00:32:10,880 --> 00:32:13,160 he has to beg for the pension he is entitled to. 560 00:32:13,600 --> 00:32:15,800 Can we change that user behaviour? 561 00:32:15,840 --> 00:32:18,160 We haven't yet unlocked the potential 562 00:32:18,240 --> 00:32:21,040 of people depositing Rs. 15 and 20 towards their pension. 563 00:32:21,120 --> 00:32:25,400 Many companies told you to embrace fintech or edtech. 564 00:32:25,400 --> 00:32:27,400 - What's your take on that? - I thought hard. 565 00:32:27,440 --> 00:32:29,920 - I brainstormed with the team as well as investors... - And? 566 00:32:30,040 --> 00:32:33,120 I felt like we'd be giving out loans if we did. 567 00:32:33,240 --> 00:32:34,400 So, what's the problem? 568 00:32:35,360 --> 00:32:36,440 The incentive will change. 569 00:32:36,520 --> 00:32:39,600 That will reduce your burn and you'll start earning. 570 00:32:39,680 --> 00:32:41,080 But this business will almost shut down. 571 00:32:41,080 --> 00:32:43,720 The reason being when Jyoti meets the community, 572 00:32:43,760 --> 00:32:45,600 they know she's offering them something. 573 00:32:46,200 --> 00:32:47,680 The moment I start collecting payments on loans... 574 00:32:47,760 --> 00:32:49,680 Trust... Trust is most important. 575 00:32:50,720 --> 00:32:54,040 Our vision is clear that we don't want to do it. 576 00:32:54,120 --> 00:32:55,480 But you could facilitate it. 577 00:32:55,560 --> 00:32:58,080 Absolutely. We will facilitate it along with information. 578 00:33:02,320 --> 00:33:04,800 I think you will do something big. 579 00:33:05,040 --> 00:33:06,600 I will give you Rs. 1 crore. 580 00:33:08,560 --> 00:33:10,960 Rs. 1 crore for 2% is my offer. 581 00:33:15,240 --> 00:33:16,400 it's equally difficult. 582 00:33:17,120 --> 00:33:19,320 Either the government will make it easier... 583 00:33:19,320 --> 00:33:20,560 For instance, PAN card. 584 00:33:21,080 --> 00:33:22,280 The process is really simple. 585 00:33:22,840 --> 00:33:26,320 As the government makes it easier to avail these essential schemes, 586 00:33:26,480 --> 00:33:28,520 what will remain is the long-tail schemes. 587 00:33:28,600 --> 00:33:31,560 I think the government will appoint agents for it. 588 00:33:31,760 --> 00:33:33,680 And that will attribute to its growth. 589 00:33:34,520 --> 00:33:37,320 You can get exclusive distribution from the government 590 00:33:37,400 --> 00:33:39,000 only when you're an L1 provider. 591 00:33:39,840 --> 00:33:42,200 L1 providers are lowest margin providers. 592 00:33:42,480 --> 00:33:46,720 I think you'll always be challenged as far as the margin is concerned. 593 00:33:46,880 --> 00:33:49,200 But from an impact perspective, this is a noble cause. 594 00:33:49,360 --> 00:33:51,120 Peyush has given you a good offer. 595 00:33:51,200 --> 00:33:54,080 I believe, considering the valuation, I cannot match that. 596 00:33:55,880 --> 00:33:57,280 Wish you the best. Okay. 597 00:33:58,520 --> 00:34:01,480 Aniket, incredible story. Very inspirational. 598 00:34:01,480 --> 00:34:02,440 As a business, 599 00:34:02,560 --> 00:34:05,000 considering the Rs. 50 crores valuation Peyush gave you, 600 00:34:05,040 --> 00:34:10,520 it will be difficult to take it beyond Rs. 100 or 150 crores. 601 00:34:11,000 --> 00:34:13,000 This isn't a tech moat. 602 00:34:13,080 --> 00:34:16,320 The moat here is your agents and the services offered. 603 00:34:16,400 --> 00:34:18,320 So, I'm out. 604 00:34:19,160 --> 00:34:21,080 Aman and I would like to give you an offer. 605 00:34:21,920 --> 00:34:23,840 This could be a business 606 00:34:24,000 --> 00:34:27,640 with a lot of cross-selling at the grassroot level. 607 00:34:28,040 --> 00:34:29,560 That is very attractive. 608 00:34:29,640 --> 00:34:31,520 We would like to match Peyush's offer, 609 00:34:31,600 --> 00:34:34,520 but with a debt and equity component. 610 00:34:36,120 --> 00:34:40,640 Aman and I can offer you Rs. 50 lakhs for 1% equity 611 00:34:41,800 --> 00:34:44,040 which is Rs. 50 crores valuation. 612 00:34:56,560 --> 00:34:57,920 I'd like to make a counter-offer. 613 00:34:58,200 --> 00:35:00,080 [intense music playing] 614 00:35:00,880 --> 00:35:02,320 - Who? - For the three of you. 615 00:35:02,400 --> 00:35:03,680 - '- What?' - Please come together. 616 00:35:04,080 --> 00:35:05,560 [suspenseful music] 617 00:35:06,680 --> 00:35:10,600 If each one of you invests 33 lakh rupees, it will be Rs. 1 crore. 618 00:35:20,600 --> 00:35:22,200 Alright! It's decision time, buddy! 619 00:35:22,640 --> 00:35:23,920 [suspenseful music] 620 00:35:24,280 --> 00:35:25,480 Let's do it, bro. 621 00:35:26,240 --> 00:35:27,960 You are a mature person who listens to his heart. 622 00:35:28,040 --> 00:35:30,360 Rs. 50 crores valuation in a service business is stupendous. 623 00:35:30,440 --> 00:35:33,040 [dramatic music] 624 00:35:43,080 --> 00:35:45,760 Impact and sales don't go hand in hand. 625 00:35:45,880 --> 00:35:48,360 Come on! Please be careful. My cheques often bounce. 626 00:35:48,440 --> 00:35:50,360 [laughing] 627 00:35:51,440 --> 00:35:53,120 [photo clicking] 628 00:35:53,680 --> 00:35:55,440 - Good job, Aniket! Very well done! - Thank you! 629 00:35:55,520 --> 00:35:56,800 Congratulations! 630 00:36:00,160 --> 00:36:01,840 - '- Woo-hoo! - Hey!' 631 00:36:03,960 --> 00:36:05,680 - '- Oh, my!' - Drums and all! 632 00:36:06,160 --> 00:36:08,120 - Oh, my! '- Yo!' 633 00:36:10,800 --> 00:36:12,960 [drums beating] 634 00:36:18,160 --> 00:36:19,280 Wonderful! 635 00:36:22,120 --> 00:36:24,840 "Now that it's 'Holi', let's have 'puranpolis'." 636 00:36:26,080 --> 00:36:28,400 [drums beating] 637 00:36:32,520 --> 00:36:34,160 - Greetings, Sharks! - Greetings! 638 00:36:34,280 --> 00:36:35,520 If you belong to Maharashtra, 639 00:36:35,600 --> 00:36:38,200 You must be salivating after hearing this.. 640 00:36:38,880 --> 00:36:40,880 Holi or Ganapati festivals 641 00:36:41,120 --> 00:36:43,440 is incomplete without puranpolis. 642 00:36:44,440 --> 00:36:46,000 Eight hundred years ago, 643 00:36:46,080 --> 00:36:49,480 the mixture of dal and jaggery 644 00:36:49,640 --> 00:36:51,200 resulted in the delicious puranpoli. 645 00:36:51,320 --> 00:36:52,840 [dramatic music] 646 00:36:52,960 --> 00:36:55,080 Puranpoli has different names in different places.' 647 00:37:05,400 --> 00:37:06,880 in Bhaskar's Puranpoli Ghar. 648 00:37:07,160 --> 00:37:08,920 [dramatic music] 649 00:37:10,040 --> 00:37:12,560 Sharks, I'm Vittal Shetty from Mumbai. 650 00:37:22,040 --> 00:37:24,240 Whenener you feel like having puranpolis, 651 00:37:24,320 --> 00:37:26,600 You have to wait for the festival. 652 00:37:26,680 --> 00:37:29,480 Now Bhaskar's Puranpoli Ghar is at your service. 653 00:37:29,560 --> 00:37:31,160 [dramatic music] 654 00:37:36,400 --> 00:37:38,680 'piping hot puranpolis 365 days a year.' 655 00:37:47,160 --> 00:37:49,040 - or essence. - Wow! 656 00:37:49,200 --> 00:37:51,040 'Along with puranpoli, ' 657 00:37:55,000 --> 00:37:58,080 "rawa laddoo' and chips. We sell all these items.' 658 00:37:59,400 --> 00:38:00,440 Fabulous! 659 00:38:00,600 --> 00:38:02,880 My partner Bhaskar started selling puranpolis 660 00:38:03,200 --> 00:38:05,960 in Bengaluru on a bicycle. 661 00:38:10,360 --> 00:38:13,080 and started selling puranpolis at four outlets across Maharashtra. 662 00:38:13,160 --> 00:38:17,000 We sell around 1000 puranpolis daily. 663 00:38:18,840 --> 00:38:20,960 In addition to buying directly from our outlets, 664 00:38:21,080 --> 00:38:23,560 you may order it on Swiggy and Zomato. 665 00:38:23,840 --> 00:38:27,960 Sharks, our vision is to open more than 100 outlets. 666 00:38:30,400 --> 00:38:33,320 Sharks, just invest Rs. 75 lakhs 667 00:38:39,160 --> 00:38:40,520 So, Sharks, 668 00:38:40,680 --> 00:38:43,880 How many of you are tempted by the puranpolis? 669 00:38:44,560 --> 00:38:45,480 Yes! 670 00:38:45,560 --> 00:38:47,640 I teared up after hearing the valuation. 671 00:38:47,760 --> 00:38:50,000 [laughing] 672 00:38:51,200 --> 00:38:53,600 - Let me invite my chef. - Sure! 673 00:38:53,800 --> 00:38:55,800 We want all of you to taste our puranpolis. 674 00:38:55,880 --> 00:38:58,160 Vittal, are the puranpolis 675 00:38:58,240 --> 00:39:00,400 - sweet? - Yes, sir. 676 00:39:00,480 --> 00:39:03,360 Is it eaten as a dessert or as a main course? 677 00:39:03,440 --> 00:39:05,360 In the southern region, 678 00:39:05,520 --> 00:39:07,640 it's made during festivals or eaten during lunch. 679 00:39:07,720 --> 00:39:11,960 - But ma'am knows its importance in Maharashtra. - Of course! 680 00:39:12,480 --> 00:39:15,120 - It's my favourite. - Puranpoli and amti. 681 00:39:15,240 --> 00:39:16,720 It's eaten during breakfast, 682 00:39:16,920 --> 00:39:20,000 during lunch and at dinner too. 683 00:39:20,120 --> 00:39:22,640 It's their favourite traditional food. 684 00:39:24,120 --> 00:39:26,040 - Can I come and have a closer look? - Sure! 685 00:39:26,160 --> 00:39:27,600 [ethereal music] 686 00:39:28,480 --> 00:39:31,200 - Please explain the varieties. - Sure, sir. 687 00:39:31,720 --> 00:39:34,240 It's dal. Dal and jaggery. 688 00:39:34,400 --> 00:39:37,160 - It's coconut. We use coconut and jaggery. - Okay. 689 00:39:37,360 --> 00:39:39,120 - That's jackfruit. Almonds! - Almonds! 690 00:39:39,200 --> 00:39:40,640 - Pineapple. - Wow! 691 00:39:41,520 --> 00:39:43,720 So you're making stuffed parathas. 692 00:39:43,840 --> 00:39:45,600 People from Delhi can consider this a stuffed paratha. 693 00:39:45,680 --> 00:39:48,240 The dough is made of pure semolina. 694 00:39:48,440 --> 00:39:50,720 They fill it and make it into balls. 695 00:39:50,800 --> 00:39:52,440 So this is your secret recipe? 696 00:39:52,920 --> 00:39:54,000 [dramatic music] 697 00:39:54,240 --> 00:39:57,520 - May we know more about you whilst they cook? - Sure! Why not? 698 00:39:57,560 --> 00:40:00,080 - Bhaskar, you started the business, right? - That's right. 699 00:40:00,160 --> 00:40:02,520 I'm not fluent in Hindi. 700 00:40:02,600 --> 00:40:04,520 - But I'll manage. - No problem. That's okay. 701 00:40:19,600 --> 00:40:21,200 - Wow! - Wow! 702 00:40:24,720 --> 00:40:26,840 - Wow! - Yes! 703 00:40:28,520 --> 00:40:31,440 After that, I tried my luck in various small businesses. 704 00:40:37,320 --> 00:40:39,480 I also made fritters and bonda 705 00:40:42,920 --> 00:40:43,960 For how many years did you try these things? 706 00:40:49,880 --> 00:40:51,600 [ethereal music] 707 00:41:46,840 --> 00:41:48,800 - Whoa! - All over Karnataka. 708 00:41:49,320 --> 00:41:50,440 That's amazing! 709 00:41:52,040 --> 00:41:53,360 Do they have the same company name? Bhaskar? 710 00:41:55,720 --> 00:41:57,120 - BMH. '- Okay.' 711 00:42:01,800 --> 00:42:04,360 - So you are the owner of the business. The sole owner. - Yes. 712 00:42:04,440 --> 00:42:05,720 - '- Wow!' - Wow! 713 00:42:06,200 --> 00:42:07,440 Whar are your sales figures? 714 00:42:07,520 --> 00:42:09,240 They have made a sale of Rs. 18 crores. 715 00:42:09,360 --> 00:42:10,720 - Very good! '- Wonderful!' 716 00:42:12,920 --> 00:42:14,720 And what about your partner's sales figues? 717 00:42:14,800 --> 00:42:15,720 Rs. 15 crores. 718 00:42:15,800 --> 00:42:17,600 Fifteen crore rupees! Wow! 719 00:42:17,680 --> 00:42:19,320 You've made your mark! 720 00:42:19,400 --> 00:42:22,440 From cleaning tables in restaurants, you have really come a long way.. 721 00:42:23,600 --> 00:42:25,480 - Amazing! - What a story! 722 00:42:25,560 --> 00:42:27,160 I'm quite impressed. 723 00:42:28,520 --> 00:42:30,600 Do you get all the profits from the franchisees? 724 00:42:30,640 --> 00:42:32,800 Or do you get a fixed commission? 725 00:42:32,880 --> 00:42:33,920 - Five precent. - Five... Five percent! 726 00:42:34,000 --> 00:42:37,720 The total earnings from my franchisees and my seven outlets 727 00:42:37,920 --> 00:42:39,800 - is 18... - It totals Rs. 18 crores. Wow! 728 00:42:40,120 --> 00:42:42,000 Bhaskar, how much profit do you make? 729 00:42:42,320 --> 00:42:43,600 Sir, 20%. 730 00:42:43,640 --> 00:42:44,800 Wow! 731 00:42:45,240 --> 00:42:47,160 So you make 3.6 crore rupees a year? 732 00:42:47,280 --> 00:42:48,800 Then you must sit here. 733 00:42:48,880 --> 00:42:50,360 [laughing] 734 00:42:51,160 --> 00:42:53,760 - I should stand there instead. - He's... He's the real millionaire. 735 00:42:53,840 --> 00:42:55,720 [motivational music] 736 00:42:57,200 --> 00:43:00,240 Now, let's move to their story. Okay? Please go on. 737 00:43:00,400 --> 00:43:03,280 - We know each other well. - How do you know each other? 738 00:43:03,360 --> 00:43:05,800 Actually, we are relatives. We hail from the same village. 739 00:43:05,880 --> 00:43:07,440 - Alright. - Shetty! Kundapur... 740 00:43:07,560 --> 00:43:11,000 And Mane Holige means puranpoli outlet, right? 741 00:43:11,080 --> 00:43:13,200 'Mane' means a house and Holige means puranpoli. 742 00:43:13,280 --> 00:43:16,080 - You decided to launch his business in Maharashtra. - Exactly! 743 00:43:16,160 --> 00:43:17,160 He was apprehensive. 744 00:43:17,240 --> 00:43:19,360 "Though it's famous in Karnataka," 745 00:43:19,520 --> 00:43:20,680 "do they eat puranpoli in Maharashtra?" 746 00:43:20,760 --> 00:43:22,320 - He said, "are you sure?" - Okay. 747 00:43:22,440 --> 00:43:24,320 I said, "we'll make it for sure." 748 00:43:24,400 --> 00:43:27,280 I have experience in marketing and he is good at operations. 749 00:43:27,360 --> 00:43:28,680 I was like, "let's go all out." 750 00:43:28,760 --> 00:43:30,160 What were you doing before starting this business? 751 00:43:30,240 --> 00:43:33,120 I own a marketing company called Phoenix Advertising. 752 00:43:33,200 --> 00:43:34,080 Did you leave your business? 753 00:43:34,160 --> 00:43:36,000 No. It's still running on autopilot. 754 00:43:36,120 --> 00:43:38,480 And you two are partners in Phoenix Advertising, right? 755 00:43:38,600 --> 00:43:40,280 - Yes. That's right. '- You too? Okay.' 756 00:43:40,360 --> 00:43:42,840 Plus I'm a license holder for salon and wellness. 757 00:43:43,680 --> 00:43:44,520 Oh! 758 00:43:44,640 --> 00:43:47,320 We have around 30-35 franchisee outlets pan-India. 759 00:43:47,400 --> 00:43:48,200 Do you own them? 760 00:43:48,320 --> 00:43:50,240 I manage them along with my two partners. 761 00:43:50,360 --> 00:43:53,200 Basically, you have three to four businesses. 762 00:43:53,280 --> 00:43:54,640 - That's right. - You manage those businesses along with 2-3 people. 763 00:43:54,720 --> 00:43:56,320 - Yes. - So you'll come here to pitch for 764 00:43:56,400 --> 00:43:57,720 other businesses the next time. 765 00:43:57,800 --> 00:43:59,880 Sir, we are interacting with the Sharks now. 766 00:44:01,000 --> 00:44:02,880 - But you forgot about the puranpoli. - Oh, yes. 767 00:44:02,960 --> 00:44:04,880 - Please offer us. '- Please offer us first. We'll discuss it later.' 768 00:44:04,960 --> 00:44:06,960 [happy music] 769 00:44:08,720 --> 00:44:10,920 - Thank you so much! - Welcome, ma'am! 770 00:44:12,440 --> 00:44:15,800 It's almond, pineapple and that's coconut. 771 00:44:15,960 --> 00:44:17,960 - And what's this? Is it ghee? - Yes, it's ghee. 772 00:44:18,040 --> 00:44:19,400 - Do we eat it with ghee? - Yes. 773 00:44:19,480 --> 00:44:22,040 [joyful music] 774 00:44:25,160 --> 00:44:26,720 - It's yummy. - Delicious! 775 00:44:27,720 --> 00:44:28,720 - 'Fabulous!' - Very nice! 776 00:44:28,800 --> 00:44:30,720 - Pineapple is very interesting. - Pineapple... 777 00:44:30,800 --> 00:44:33,440 Actually, the traditional one isn't flavoured. Right? 778 00:44:33,520 --> 00:44:35,760 - All these pieces are flavoured. - Yes! 779 00:44:36,040 --> 00:44:38,200 I like the coconut-flavoured one the most. 780 00:44:39,200 --> 00:44:40,480 Me too! I liked coconut too. 781 00:44:40,560 --> 00:44:42,240 - It's delicious. - It's not as sweet, 782 00:44:42,360 --> 00:44:43,600 yet it is the most delicious 783 00:44:44,160 --> 00:44:45,840 It's made of pure coconut and pure jaggery. 784 00:44:45,920 --> 00:44:48,360 The puranpolis I ate in the past were thick 785 00:44:48,560 --> 00:44:50,000 and the filling comes out when we tear it into pieces. 786 00:44:50,080 --> 00:44:52,240 - Yes. - But it's easy to eat. 787 00:44:52,320 --> 00:44:54,160 And crispy too. It's crispy. 788 00:44:55,760 --> 00:44:58,040 Now that we tasted puranpoli, let's proceed. 789 00:44:59,160 --> 00:45:00,880 - Let's discuss business. - Hmm! 790 00:45:01,040 --> 00:45:03,720 We opened the first outlet in Thane. 791 00:45:03,800 --> 00:45:07,080 We launched it on January 27th, 2021. 792 00:45:07,160 --> 00:45:09,360 - How many outlets do you have now? - We have four outlets. 793 00:45:09,440 --> 00:45:13,120 We have outlets in Thane, Kandivali, Kalyan and Pune. 794 00:45:13,200 --> 00:45:16,480 Can you explain this? He already has a business in the South 795 00:45:16,640 --> 00:45:18,360 and you opened four outlets in Maharashtra. 796 00:45:18,440 --> 00:45:20,520 Can you explain your business arrangement to us? 797 00:45:20,600 --> 00:45:23,840 What exactly is your arrangement with Bhaskar? 798 00:45:24,200 --> 00:45:26,560 Bhaskar Mane Holige is owned by him wholly. 799 00:45:37,240 --> 00:45:38,440 This arrangement is only for Maharashtra. 800 00:45:38,520 --> 00:45:41,640 We would like to take it to all of India and across the world. 801 00:45:41,720 --> 00:45:45,480 Bhaskar, I have a question for you. Are you ready to give the rights 802 00:45:45,560 --> 00:45:49,480 to BPG for pan-India and not to BMH? 803 00:45:49,760 --> 00:45:50,760 Sure. 804 00:45:50,840 --> 00:45:52,200 Didn't you feel that you could launch it 805 00:45:52,280 --> 00:45:54,960 on your own in Maharashtra? So, what's the need to involve them? 806 00:46:04,440 --> 00:46:06,040 But you are ambitious. You want to be more successful. 807 00:46:07,880 --> 00:46:09,640 Please share the sales of the four outlets 808 00:46:09,760 --> 00:46:11,760 and their monthly growth. 809 00:46:11,880 --> 00:46:14,760 We touched Rs. 1.6 crore recently. 810 00:46:19,000 --> 00:46:20,800 - Which branch? - Thane! 811 00:46:20,920 --> 00:46:22,880 - What about the other three? - The other three are franchisees. 812 00:46:22,960 --> 00:46:24,560 You get a five percent royalty from them. 813 00:46:24,640 --> 00:46:25,440 Yes five percent royalty. 814 00:46:25,520 --> 00:46:26,880 Do you charge some amount upfront? 815 00:46:26,960 --> 00:46:28,080 Rs. 10 lakhs franchisee fee. 816 00:46:28,160 --> 00:46:31,360 You didn't tell us your total sales. You have four shops. 817 00:46:31,440 --> 00:46:32,640 But three of them are franchisees. 818 00:46:32,760 --> 00:46:36,440 That's beside the point. I want to know the last month's sales 819 00:46:36,520 --> 00:46:38,360 of BPG company. 820 00:46:38,480 --> 00:46:39,960 - Rs. 18 lakhs? - Total? 821 00:46:40,040 --> 00:46:41,240 No. It's only for Thane. 822 00:46:41,320 --> 00:46:43,920 Please tell me the figure after adding Rs. 18 lakhs and 5% royalty. 823 00:46:47,840 --> 00:46:50,760 We received around 50-60 thousand rupees from the Kandivali branch. 824 00:46:50,840 --> 00:46:53,360 And the Kalyan branch is only 15 days old. 825 00:46:53,720 --> 00:46:55,280 And the Pune branch is just one week old. 826 00:46:55,360 --> 00:46:56,880 What's your profit in Rs. 18 lakhs? 827 00:46:56,960 --> 00:46:57,920 It's 18-20 percent. 828 00:47:01,240 --> 00:47:03,000 So broadly around Rs 4 Lacs. 829 00:47:03,080 --> 00:47:05,640 How much capital did you invest in opening that outlet? 830 00:47:05,760 --> 00:47:06,560 Rs. 45 lakhs. 831 00:47:06,640 --> 00:47:08,440 - So you earned it back within a year. - I earned it back. 832 00:47:08,520 --> 00:47:09,840 Why aren't you launching your own 833 00:47:09,960 --> 00:47:10,920 outlets instead of giving franchisees? 834 00:47:11,000 --> 00:47:12,400 That's a good point. 835 00:47:12,520 --> 00:47:14,360 Sir, that is the plan. 836 00:47:14,520 --> 00:47:18,080 We're planning to open 3 outlets next year. Right? 837 00:47:18,240 --> 00:47:20,840 Plus we can expand with the Sharks. 838 00:47:20,920 --> 00:47:22,560 How much money did you two invest? 839 00:47:22,640 --> 00:47:23,440 Rs. 45 lakhs. 840 00:47:23,520 --> 00:47:25,800 - But you must have recovered that 45 lakhs by now. - Yes. 841 00:47:25,880 --> 00:47:28,160 since you had one outlet in a year 842 00:47:28,240 --> 00:47:30,280 - So your investment was safe. - Right. 843 00:47:30,880 --> 00:47:32,240 Now you want to use our money. 844 00:47:33,280 --> 00:47:37,280 - Right? - He's saying yes. What will you do about it? 845 00:47:39,000 --> 00:47:41,920 You can also scale it up with the capital that you have. 846 00:47:42,680 --> 00:47:45,800 And fundamentally, you don't require investment. 847 00:47:45,880 --> 00:47:48,080 Secondly, there are three founders 848 00:47:48,160 --> 00:47:50,120 who have multiple businesses. 849 00:47:50,520 --> 00:47:51,800 That's a bit complicated. 850 00:47:51,880 --> 00:47:53,640 In India, it often happens that people 851 00:47:53,760 --> 00:47:56,840 start a business together but get into serious disagreements later on. 852 00:47:56,920 --> 00:47:59,720 As an investor, I have these two issues. 853 00:47:59,800 --> 00:48:03,160 But hats off, Bhaskar! You did a great job. 854 00:48:03,240 --> 00:48:04,600 It reminded me of my grandmother. 855 00:48:04,680 --> 00:48:07,120 My grandmother used to make puranpolis. Thank you so much. 856 00:48:07,200 --> 00:48:09,920 How did you arrive at a Rs. 75 crore valuation? 857 00:48:10,000 --> 00:48:11,680 If you calculate 858 00:48:11,760 --> 00:48:14,120 five outlets already did a sale of Rs. 18 crores. 859 00:48:14,240 --> 00:48:16,720 If we add the sales of the five outlets we own, 860 00:48:16,800 --> 00:48:18,120 we'll achieve a sale of around Rs. 20 crores. 861 00:48:18,200 --> 00:48:20,320 You may ask for money when you achieve that target. 862 00:48:20,440 --> 00:48:21,600 Sir, it is already achieved. 863 00:48:21,680 --> 00:48:23,520 But we aren't investing in his business. 864 00:48:23,640 --> 00:48:25,600 - We aren't investing in the Karnataka business. - We... 865 00:48:25,640 --> 00:48:28,440 Maharashtra's business is the same. It's already proven. 866 00:48:28,560 --> 00:48:32,480 You want me to invest Rs. 75 lakhs in your company for 1% equity. 867 00:48:32,640 --> 00:48:36,080 I can buy two franchisees of your company for that amount. 868 00:48:36,160 --> 00:48:37,680 My returns will be better 869 00:48:38,960 --> 00:48:41,280 - The yearly revenue amount will be Rs. 4 crores. - Right. 870 00:48:41,360 --> 00:48:44,040 I'll earn Rs. 80 lakhs within a year and recover my investment. 871 00:48:44,120 --> 00:48:46,520 And every year, my profit will grow three times to four times. 872 00:48:46,600 --> 00:48:49,640 I'm confused about whether I should be your investor or your franchisee. 873 00:48:49,720 --> 00:48:51,640 [suspenseful music] 874 00:49:22,000 --> 00:49:23,160 For that reason, I'm out. 875 00:49:23,280 --> 00:49:25,360 But let's hope you make something out of it. 876 00:49:25,440 --> 00:49:30,040 - Because I want Bhaskar to succeed in his business. - Thank you! 877 00:49:30,200 --> 00:49:31,560 All the best! 878 00:49:31,800 --> 00:49:34,760 In the current scenario, you will have to offer 879 00:49:34,920 --> 00:49:38,480 ten to fifteen percent equity at least. People will invest only then. 880 00:49:38,640 --> 00:49:40,560 It would be better to take the debt route. 881 00:49:41,560 --> 00:49:44,520 You may open company outlets as you are making a profit. 882 00:49:45,920 --> 00:49:47,360 But I'm out today. 883 00:49:50,600 --> 00:49:52,400 Let me share my problem with you. 884 00:49:52,560 --> 00:49:55,720 If I think about myself, I love puranpoli. 885 00:49:55,800 --> 00:49:58,000 But I can't eat it without amti. 886 00:49:58,120 --> 00:49:59,840 Because it's too sweet. 887 00:50:00,040 --> 00:50:02,200 When you scale up pan-India, 888 00:50:02,520 --> 00:50:05,640 you will face limitations of differences between east and north. 889 00:50:05,800 --> 00:50:07,880 Because it's something that's only sweet. 890 00:50:07,960 --> 00:50:10,360 I think that's a challenge 891 00:50:10,480 --> 00:50:12,640 in scaling up pan-India. 892 00:50:12,760 --> 00:50:14,560 For that reason, I'm out. 893 00:50:14,640 --> 00:50:16,400 But I hope you prove me wrong. 894 00:50:16,480 --> 00:50:18,360 - One hundred percent, Shark! - Thank you! 895 00:50:18,640 --> 00:50:20,640 I like the founders 896 00:50:20,760 --> 00:50:24,000 The ones who take challenges head-on 897 00:50:24,600 --> 00:50:27,480 and overcome them. 898 00:50:27,920 --> 00:50:30,520 But when the founders have 3-4 options, 899 00:50:30,600 --> 00:50:34,760 they aren't dedicated towards the growth of the core business. 900 00:50:36,080 --> 00:50:38,360 But your business is profitable. Please scale it up. 901 00:50:38,440 --> 00:50:41,280 Make BPG a famous brand and expand in Delhi. We would love to vist. 902 00:50:41,360 --> 00:50:43,960 As of now, I'm out. Thank you so much! 903 00:50:44,640 --> 00:50:46,000 Thank you, Shark. Thank you so much! 904 00:50:58,640 --> 00:51:01,240 - '- We feel happy too.' - We felt happy to meet you. 905 00:51:01,320 --> 00:51:02,760 - Thank you! - Thank you, Sharks! 906 00:51:02,840 --> 00:51:04,600 - '- Thank you!' - Thank you, Sharks! 907 00:51:04,680 --> 00:51:06,920 [ethereal music] 908 00:51:10,520 --> 00:51:12,520 - This guy is incredible. Right? - Wow! 909 00:51:12,960 --> 00:51:15,320 He's amazing. Amazing story! 910 00:51:34,920 --> 00:51:37,040 'Let's watch Shark Xperience.' 911 00:51:37,120 --> 00:51:39,080 'Sharda from Udaipur, Rajasthan' 912 00:51:39,160 --> 00:51:40,920 'wants to ask a question.' 913 00:51:41,000 --> 00:51:43,920 'Vineeta, you aren't just a successful entrepreneur, ' 914 00:51:44,000 --> 00:51:45,280 'you're a loving mom too.' 915 00:51:45,360 --> 00:51:48,800 'Did you ever get a life lesson from your children?'