1 00:00:33,720 --> 00:00:35,720 [music playing] 2 00:00:50,080 --> 00:00:52,480 [music playing] 3 00:01:09,880 --> 00:01:12,080 [music playing] 4 00:01:29,560 --> 00:01:30,760 - Hello, Sharks! - Hello! 5 00:01:30,840 --> 00:01:32,120 - Hello. - Hi, buddy. 6 00:01:40,680 --> 00:01:42,080 [emotional music playing] 7 00:01:42,200 --> 00:01:45,720 The world can't decide for disabled people 8 00:01:45,800 --> 00:01:48,680 and set limitations for us. 9 00:01:59,720 --> 00:02:03,160 The world undervalues us. 10 00:02:03,240 --> 00:02:05,400 But if you see it through our prism, 11 00:02:05,480 --> 00:02:07,280 there are numerous things that we can do. 12 00:02:07,360 --> 00:02:10,120 We need equal opportunities. 13 00:02:10,720 --> 00:02:12,720 [music playing] 14 00:02:13,120 --> 00:02:16,000 When Covid-19 took the world by storm, there were many layoffs. 15 00:02:16,320 --> 00:02:18,920 I received so many CVs of disabled people. 16 00:02:19,000 --> 00:02:21,720 I didn't know what to do. 17 00:02:22,080 --> 00:02:24,400 [music playing] 18 00:02:24,880 --> 00:02:28,560 To solve this massive problem of livelihood, 19 00:02:28,720 --> 00:02:31,360 I quit my full-time corporate job 20 00:02:31,560 --> 00:02:34,440 and launched Atypical Advantage. 21 00:02:34,840 --> 00:02:37,040 [music playing] 22 00:02:37,840 --> 00:02:42,480 Atypical Advantage is the biggest inclusive platform in India 23 00:02:42,760 --> 00:02:45,240 that provides livelihood to disabled people. 24 00:02:59,800 --> 00:03:01,560 [music playing] 25 00:03:02,200 --> 00:03:04,720 Sharks, my ultimate vision 26 00:03:04,920 --> 00:03:08,280 is to provide equal opportunity to all. 27 00:03:08,440 --> 00:03:12,160 So that companies like Atypical Advantage 28 00:03:12,240 --> 00:03:13,480 don't need to be around. 29 00:03:13,680 --> 00:03:17,240 We want to solve this massive problem of livelihood. 30 00:03:38,920 --> 00:03:41,520 gave us goosebumps. 31 00:04:01,600 --> 00:04:04,440 Can you recognise us? 32 00:04:04,560 --> 00:04:06,760 No, I can recognise your voice. 33 00:04:12,400 --> 00:04:14,680 No, I can't see anyone. 34 00:04:15,040 --> 00:04:17,400 [emotional music playing] 35 00:04:18,360 --> 00:04:22,160 People have always asked me why my left eye is smaller? 36 00:04:23,560 --> 00:04:25,560 I used to feel bad because I couldn't watch TV. 37 00:04:25,680 --> 00:04:28,480 I couldn't go out and play with my friends. 38 00:04:29,760 --> 00:04:34,440 I used to lie and move on with life. 39 00:04:34,680 --> 00:04:37,760 But after a point, you can't lie. 40 00:04:38,200 --> 00:04:40,680 [music playing] 41 00:04:41,800 --> 00:04:45,920 My philosophy is that there are no shortcuts to success. 42 00:04:46,000 --> 00:04:47,920 [song playing] 43 00:04:48,400 --> 00:04:51,360 My brother suffers from the same condition. 44 00:04:51,600 --> 00:04:56,400 Vineet taught me everything that I could possibly do today. 45 00:05:01,880 --> 00:05:03,720 [song playing] 46 00:05:04,040 --> 00:05:06,200 I have been able to achieve everything 47 00:05:06,280 --> 00:05:08,680 because of technology. 48 00:05:08,800 --> 00:05:10,160 Inbox unread. 49 00:05:10,240 --> 00:05:11,920 Atypical unread. 50 00:05:12,720 --> 00:05:15,880 It doesn't matter whether you're disabled or not, 51 00:05:16,000 --> 00:05:17,920 you can be successful if you work hard. 52 00:05:18,000 --> 00:05:21,720 [song playing] 53 00:05:35,000 --> 00:05:38,240 My brother and I are blind. 54 00:05:38,480 --> 00:05:41,240 We have always been academically good. 55 00:05:41,520 --> 00:05:44,640 We had three amazing teachers 56 00:05:44,760 --> 00:05:48,040 from Bengaluru who prepared us for the CAT exam without any fee. 57 00:05:48,120 --> 00:05:50,960 We cracked IIM Bengaluru. 58 00:05:51,040 --> 00:05:52,360 Wow! 59 00:05:52,720 --> 00:05:54,240 [song playing] 60 00:05:54,480 --> 00:05:57,240 And our journeys are similar. 61 00:05:57,320 --> 00:05:59,160 At the same time, there are stark differences. 62 00:06:09,280 --> 00:06:10,920 - Wow! - Wow! 63 00:06:11,000 --> 00:06:13,600 - What's his name? - His name is Anuj Saraiwala. 64 00:06:13,720 --> 00:06:15,520 His firm is called Elluminate Capital. 65 00:06:15,600 --> 00:06:16,400 Yes, I know him. 66 00:06:16,480 --> 00:06:17,560 Anuj. 67 00:06:17,680 --> 00:06:20,520 He's considered to be a lone ranger. 68 00:06:20,680 --> 00:06:23,280 And he's a big-time sharpshooter. 69 00:06:23,560 --> 00:06:25,080 - Is that right? - [chuckles] Yes. 70 00:06:25,160 --> 00:06:29,280 Not only is your journey so far remarkable, 71 00:06:29,520 --> 00:06:32,400 but also that you exhibit 72 00:06:32,840 --> 00:06:34,640 so much positivity, 73 00:06:34,760 --> 00:06:37,480 it's very rare. How do you manage it? 74 00:06:37,560 --> 00:06:40,080 Earlier, women were considered divine 75 00:06:40,160 --> 00:06:44,120 but we never respected them. 76 00:06:44,840 --> 00:06:48,400 Similarly, disabled people are considered divine. 77 00:06:48,480 --> 00:06:50,440 That, Anuj and I have a sixth sense 78 00:06:50,600 --> 00:06:52,920 or extra powers granted by God. 79 00:06:53,000 --> 00:06:55,400 But a true change in society 80 00:06:55,480 --> 00:06:57,720 will happen when disabled people 81 00:06:57,840 --> 00:06:59,720 are not believed to be special or inspirational. 82 00:06:59,840 --> 00:07:03,440 Even pitying them won't help. 83 00:07:04,240 --> 00:07:07,520 Any person from a marginalised section of society 84 00:07:07,600 --> 00:07:09,920 must be treated like a human being 85 00:07:10,000 --> 00:07:11,800 and that can bring a change. 86 00:07:11,920 --> 00:07:14,080 - I totally agree. - Very well said! 87 00:07:14,280 --> 00:07:15,760 It makes sense. 88 00:07:18,000 --> 00:07:22,240 So, Vineet, what does your company Atypical Advantage do? 89 00:07:22,320 --> 00:07:24,480 Sharks, I'd like to show you my website. 90 00:07:24,560 --> 00:07:25,760 - Certainly. - Yes, please. 91 00:07:25,920 --> 00:07:27,800 At Atypical Advantage, 92 00:07:27,920 --> 00:07:30,480 our first interest area or vertical 93 00:07:30,560 --> 00:07:32,560 is for performing artists. 94 00:07:32,760 --> 00:07:36,200 There are over 500 performers listed here. 95 00:07:36,280 --> 00:07:39,280 Dancers, singers, musicians, magicians, 96 00:07:39,360 --> 00:07:42,560 comedians, motivational speakers, voice-over artists, 97 00:07:42,680 --> 00:07:45,400 and you can book them for your corporate event, 98 00:07:45,480 --> 00:07:47,240 town hall and other functions. 99 00:07:47,360 --> 00:07:49,760 The second category is atypical art. 100 00:07:49,920 --> 00:07:52,560 There are 140 artists with disabilities registered here. 101 00:07:52,680 --> 00:07:56,120 There are 1100 artworks live. 102 00:08:07,760 --> 00:08:10,880 Overall, all the verticals put together, 103 00:08:10,960 --> 00:08:12,760 we've provided over 1000 opportunities. 104 00:08:12,880 --> 00:08:15,640 Our top client is Amazon where we've placed 105 00:08:15,760 --> 00:08:17,920 more than 60 people in full-time roles. 106 00:08:18,000 --> 00:08:19,200 Wow. 107 00:08:25,200 --> 00:08:28,120 Her all-India rank is 10. 108 00:08:28,200 --> 00:08:31,000 She did it while being specially abled. 109 00:08:31,320 --> 00:08:33,200 Maybe I don't know what is the right word. 110 00:08:33,400 --> 00:08:37,000 But I want to know why a separate website is required. 111 00:08:37,480 --> 00:08:39,440 Is there a shortcoming in regular portals? 112 00:08:39,520 --> 00:08:41,760 Or is this an issue related to the mindset of companies? 113 00:08:41,880 --> 00:08:43,720 Why create this? 114 00:08:43,840 --> 00:08:46,080 I think it's an important question. 115 00:08:46,160 --> 00:08:48,440 It's a fundamental question too. 116 00:08:48,520 --> 00:08:50,320 Primarily, this separate website 117 00:08:50,400 --> 00:08:52,760 is more of an exclusion. 118 00:08:54,000 --> 00:08:56,160 But in our current system, 119 00:08:56,240 --> 00:08:58,800 our country's top three websites 120 00:08:58,920 --> 00:09:01,480 are inaccessible for disabled people. 121 00:09:01,560 --> 00:09:04,520 If I can't upload my CV there 122 00:09:04,720 --> 00:09:06,240 then how will I get a job? 123 00:09:07,080 --> 00:09:09,480 That's the first thing. Secondly, companies 124 00:09:09,560 --> 00:09:12,720 don't make enough efforts to hire disabled people. 125 00:09:12,840 --> 00:09:16,440 If a deaf candidate needs sign language support, 126 00:09:16,560 --> 00:09:20,160 then the mainstream website won't provide it. 127 00:09:20,280 --> 00:09:21,480 [music playing] 128 00:09:21,600 --> 00:09:22,680 - Vineet. - Yeah. 129 00:09:28,560 --> 00:09:30,760 If yes, do you charge for it? 130 00:09:30,920 --> 00:09:32,920 Companies that sign up with us 131 00:09:33,000 --> 00:09:35,680 pay us a monthly retainer fee. 132 00:09:35,800 --> 00:09:38,880 As a part of the retainer fee, disability sensitisation, 133 00:09:38,960 --> 00:09:41,440 post-placement support, job mapping, 134 00:09:41,680 --> 00:09:45,160 consulting, interview scheduling, and sign language support 135 00:09:45,240 --> 00:09:47,000 - is provided. - Very good. 136 00:10:06,920 --> 00:10:08,640 How do you wish to build this business? 137 00:10:08,760 --> 00:10:11,480 From a business perspective, 138 00:10:11,600 --> 00:10:13,880 at this stage, it's very difficult to make money. 139 00:10:14,840 --> 00:10:16,920 But as a cause, yes, 140 00:10:17,040 --> 00:10:20,040 you can take 50 lakhs and not share equity. 141 00:10:20,120 --> 00:10:21,720 I'm just trying to understand 142 00:10:21,880 --> 00:10:24,560 - what's your motive behind it? - Yeah. He's trying to find out 143 00:10:24,680 --> 00:10:26,440 if you're doing this business for the cause 144 00:10:26,520 --> 00:10:28,560 or to turn it into a business? 145 00:10:35,240 --> 00:10:37,560 So, what was the basis of your valuation of 30 crores 146 00:10:37,720 --> 00:10:41,240 when your yearly revenue is 1 crore? 147 00:10:43,360 --> 00:10:45,080 Did you get the valuation done by Anuj? 148 00:10:46,120 --> 00:10:48,680 [laughs] 149 00:10:49,080 --> 00:10:50,880 No, I took his advice. 150 00:10:50,960 --> 00:10:52,080 [laughs] 151 00:10:52,280 --> 00:10:54,000 He seems to have exceeded his expectations. 152 00:10:54,080 --> 00:10:55,240 [chuckles] 153 00:10:56,120 --> 00:10:59,840 No, first of all, Sharks, our seed round is over. 154 00:11:21,080 --> 00:11:23,520 Typically for a B2B2C, 155 00:11:23,760 --> 00:11:26,760 at a 10 to 15x valuation of consumer-facing, 156 00:11:26,840 --> 00:11:29,840 we arrived at a valuation of 30 crores. 157 00:11:30,240 --> 00:11:32,000 [music playing] 158 00:11:32,800 --> 00:11:35,240 I'll make you an offer. 159 00:11:36,400 --> 00:11:40,480 30 lakh rupees at 7 crore valuation in your company. 160 00:11:42,400 --> 00:11:45,400 Namita and I want to join you, Anupam. 161 00:11:45,480 --> 00:11:47,680 - If you permit us. - Sure. 162 00:11:54,800 --> 00:11:57,040 He doesn't need it because he has the funds. 163 00:11:57,120 --> 00:11:58,240 Yes. [chuckling] 164 00:11:58,480 --> 00:12:00,680 My brother has it. 165 00:12:01,160 --> 00:12:03,680 We are matching your prior investor. 166 00:12:03,800 --> 00:12:05,080 [chuckling] Okay. 167 00:12:05,480 --> 00:12:06,480 [giggles] 168 00:12:06,680 --> 00:12:08,640 What's the cap table of your company? 169 00:12:08,760 --> 00:12:10,720 How many advisors do you have, Vineet? 170 00:12:10,840 --> 00:12:13,200 We have 14 angel investors. 171 00:12:20,600 --> 00:12:24,520 And this subject is close to my heart. 172 00:12:24,840 --> 00:12:27,440 But I think you have too many advisors already. 173 00:12:27,520 --> 00:12:29,160 [music playing] 174 00:12:29,360 --> 00:12:32,560 So, I will be interested if... 175 00:12:32,680 --> 00:12:36,160 I get a seat at the table, wherein, you work closely with me. 176 00:12:36,880 --> 00:12:39,240 - I will give you a crore. - Wow! 177 00:12:39,320 --> 00:12:43,360 And I will take 12% equity. 178 00:13:07,480 --> 00:13:09,040 - It's a good offer. - Me too. 179 00:13:09,120 --> 00:13:11,360 Something very close to his heart. 180 00:13:11,440 --> 00:13:12,920 Yes, go on. 181 00:13:14,360 --> 00:13:16,080 I'm out of this. 182 00:13:16,160 --> 00:13:22,000 But I'll surely partner with you separately in the future. 183 00:13:23,960 --> 00:13:26,200 If you want to make an impact 184 00:13:26,360 --> 00:13:28,800 then we can make a technology team 185 00:13:28,920 --> 00:13:31,600 and integrate it with Lenskart, if required. 186 00:13:31,880 --> 00:13:33,240 We will do that too. 187 00:13:34,560 --> 00:13:37,280 I don't think you should give away 12% so soon. 188 00:13:37,360 --> 00:13:38,960 You are getting three Sharks 189 00:13:39,040 --> 00:13:41,680 only at 4 per cent. 190 00:13:41,800 --> 00:13:43,120 So, think about that. 191 00:13:43,320 --> 00:13:44,800 [music playing] 192 00:13:48,320 --> 00:13:52,600 Vineet, you're building a classified platform. 193 00:13:52,880 --> 00:13:55,160 - You understand that, don't you? - Yes. 194 00:14:02,880 --> 00:14:04,840 That's why I made you the first offer. 195 00:14:06,480 --> 00:14:08,520 [music playing] 196 00:14:09,600 --> 00:14:12,280 So, Sharks, my counter-offer is 197 00:14:12,360 --> 00:14:16,160 all of you come together at 1.2 crores 198 00:14:16,240 --> 00:14:18,720 at a post-money of 12. 199 00:14:24,320 --> 00:14:26,440 Peyush, 90 lakhs or 1 crore, 200 00:14:26,520 --> 00:14:28,880 if he's comfortable with 1 crore. 201 00:14:28,960 --> 00:14:30,320 No, it will be split amongst four. 202 00:14:30,400 --> 00:14:32,920 No, he doesn't want it that way. Let him speak his mind. 203 00:14:33,080 --> 00:14:35,960 I am more comfortable if Peyush pays 90 lakhs 204 00:14:36,040 --> 00:14:38,120 and the rest pay 30 lakhs. 205 00:14:38,200 --> 00:14:40,160 Why? May I understand? 206 00:14:40,240 --> 00:14:44,480 Sharks, it's a complex problem and I feel that 207 00:14:44,720 --> 00:14:47,800 Peyush could help me do that. 208 00:14:47,880 --> 00:14:52,080 Secondly, I also wanted other Sharks because I think 209 00:14:52,520 --> 00:14:55,600 we need to solve it collectively. Otherwise, it can't be solved. 210 00:14:55,720 --> 00:14:57,000 Yes. It's a fair point. 211 00:14:57,200 --> 00:14:59,760 Let me give you a counter-offer. 212 00:15:01,000 --> 00:15:04,040 I'll invest Rs. 45 lakhs and Peyush will invest Rs. 45 lakhs. 213 00:15:04,120 --> 00:15:06,240 And they will invest Rs. 15 lakhs each. 214 00:15:06,400 --> 00:15:07,800 - Is that okay? - Yes! 215 00:15:07,920 --> 00:15:09,160 - Yes. - Only if Peyush agrees. 216 00:15:09,280 --> 00:15:11,040 [sweeping music] 217 00:15:12,040 --> 00:15:14,920 I think your biggest problem is that there are too many people. 218 00:15:18,880 --> 00:15:22,160 That's why there's so much confusion and it doesn't look like a business. 219 00:15:23,840 --> 00:15:28,400 I stand by my offer. I can offer Rs. 1 crore for 10% equity and not 12%. 220 00:15:29,440 --> 00:15:30,800 Peyush doesn't want the four of us. 221 00:15:30,920 --> 00:15:33,720 He wants to invest alone but we three want to invest together. 222 00:15:34,560 --> 00:15:37,480 Vineet, please make your decision. We want to support your cause. 223 00:15:37,560 --> 00:15:40,560 Peyush, don't you want any of the Sharks? 224 00:15:40,680 --> 00:15:42,640 Too many cooks spoil the broth. 225 00:15:42,760 --> 00:15:45,160 It's too many views to consider. 226 00:15:46,760 --> 00:15:48,720 I don't have a problem with the second deal. 227 00:15:48,840 --> 00:15:51,960 I'm okay if I invest Rs. 1 crore and the others invest Rs. 30 lakhs. 228 00:15:52,040 --> 00:15:53,600 The number of people will increase to 17 from 14. 229 00:15:53,720 --> 00:15:57,560 But after investing Rs. 45 lakhs, I'll get just 5% equity. 230 00:15:57,760 --> 00:15:59,080 And all of us will be equal shareholders. 231 00:15:59,160 --> 00:16:01,440 If he wants to strike a different kind of deal 232 00:16:01,520 --> 00:16:03,480 for reasons best known to him, 233 00:16:03,720 --> 00:16:07,080 - then you could... - No! I don't... I'm just clarifying. 234 00:16:07,160 --> 00:16:09,240 - I... Please don't put words into my mouth! - Let it be! 235 00:16:13,800 --> 00:16:17,080 along with 3-4 people. Don't complain about the number of people. 236 00:16:25,040 --> 00:16:27,360 Let me make it easier for you. 237 00:16:27,440 --> 00:16:31,000 You may choose Aman, Namita and Peyush. 238 00:16:31,240 --> 00:16:32,440 I'll be out of it. 239 00:16:33,680 --> 00:16:36,440 - No! Hold on! Anupam! - No! Please don't confuse him. 240 00:16:36,520 --> 00:16:38,880 - No! - He wants to invest Rs. 90 lakhs. 241 00:16:39,000 --> 00:16:41,920 - He wants the biggest seat at the table. - No! No! 242 00:16:42,000 --> 00:16:44,320 - Anupam! - You know what he is saying. Right? 243 00:16:45,160 --> 00:16:46,960 Please calm down! Breathe in! 244 00:16:47,040 --> 00:16:49,480 I'm out! I wish you all the best! 245 00:16:49,560 --> 00:16:51,560 [adventurous music] 246 00:16:53,120 --> 00:16:54,920 Look, it doesn't serve my interests. 247 00:16:55,000 --> 00:16:56,960 I would invest for a purpose 248 00:16:57,040 --> 00:16:58,760 but somebody else will set the agenda. 249 00:16:58,880 --> 00:17:00,720 [dramatic music] 250 00:17:01,360 --> 00:17:04,640 He knows his agenda. Alright? He knows why he wants to do that. 251 00:17:04,760 --> 00:17:07,120 - Gosh! - And I won't get into such a deal. 252 00:17:07,320 --> 00:17:09,720 If they want, they can join you along with Peyush. 253 00:17:09,840 --> 00:17:11,640 And he can have the biggest seat at the table. 254 00:17:11,760 --> 00:17:13,800 It's between you and Peyush. 255 00:17:13,920 --> 00:17:15,920 We have no problem with that. 256 00:17:16,000 --> 00:17:18,080 [suspenseful music] 257 00:17:19,000 --> 00:17:21,880 Vineet, I think you must choose their deal today. 258 00:17:22,080 --> 00:17:23,080 But I'm out. 259 00:17:23,160 --> 00:17:26,240 I'll be out. Vineet, I'm out. You may accept the deal 260 00:17:26,320 --> 00:17:27,600 with Aman and Namita. 261 00:17:27,720 --> 00:17:29,200 - Alright! - Done! We'll do it! 262 00:17:29,280 --> 00:17:31,360 [eerie music] 263 00:17:32,600 --> 00:17:34,640 Vineet, Peyush is out. 264 00:17:34,760 --> 00:17:37,280 Now you are left with only one offer by Namita and me. 265 00:17:38,160 --> 00:17:41,320 We didn't make an offer to get a good deal. 266 00:17:41,520 --> 00:17:44,000 Nor did we have a corporate agenda. 267 00:17:44,080 --> 00:17:47,240 We supported you and we want you to make an impact. 268 00:17:47,320 --> 00:17:48,960 Rs. 30 lakhs for 3% equity! It's our final offer. 269 00:18:08,280 --> 00:18:09,920 - Good luck! - Very well done! 270 00:18:10,000 --> 00:18:11,440 - Thank you! - Please give it to him. 271 00:18:11,520 --> 00:18:13,400 - Thank you! - Thank you! 272 00:18:13,520 --> 00:18:16,120 [dramatic music] 273 00:18:41,320 --> 00:18:42,960 - Then I'm going to say what I need to. - Because it's not a business. 274 00:18:43,040 --> 00:18:44,880 - It's my choice, right? - Then I'm going to say what I want to say. 275 00:18:44,960 --> 00:18:46,560 - That's my choice. - Then say it. Don't disrespect. 276 00:19:07,880 --> 00:19:10,120 [ethereal music] 277 00:20:53,680 --> 00:20:54,880 - Hi, Sharks! - Hello! 278 00:20:54,960 --> 00:20:58,280 What comes to your mind when you hear the word 'Lucknow'? 279 00:21:00,240 --> 00:21:03,320 Food? Poems? 280 00:21:03,400 --> 00:21:05,440 Or politeness? 281 00:21:06,280 --> 00:21:09,960 Lucknow is full of artists. 282 00:21:10,160 --> 00:21:11,720 One of the art forms 283 00:21:11,800 --> 00:21:15,800 was made famous all over the world by Begum Nur Jahan. 284 00:21:16,000 --> 00:21:17,560 That is chikankari. 285 00:21:17,680 --> 00:21:19,840 [dramatic music] 286 00:21:21,200 --> 00:21:25,520 It's so popular that it has been given the GI tag in Lucknow. 287 00:21:32,360 --> 00:21:35,560 And it becomes difficult for customers to get quality assurance 288 00:21:35,680 --> 00:21:39,800 and authenticity of the craft. 289 00:21:40,160 --> 00:21:43,200 We, the mother-daughter duo, started our company, 290 00:21:43,320 --> 00:21:44,920 House of Chikankari, to solve that problem. 291 00:21:45,000 --> 00:21:46,360 - Wonderful! - Very nice! 292 00:21:46,480 --> 00:21:48,760 [carnival music] 293 00:21:52,960 --> 00:21:55,200 [vocalising] 294 00:22:19,120 --> 00:22:20,520 Beautiful! 295 00:22:21,280 --> 00:22:23,360 - Fantastic! - Lovely! 296 00:22:23,440 --> 00:22:25,720 - Greetings, Sharks! My name is Aakriti Rawal. - Greetings! 297 00:22:35,120 --> 00:22:37,960 House of Chikankari is an e-commerce online brand. 298 00:22:38,120 --> 00:22:41,120 We deliver chikankari clothes in a contemporary style to our customers 299 00:22:41,200 --> 00:22:43,760 around the world. 300 00:22:43,840 --> 00:22:47,200 During our two-year journey, we employed 301 00:22:52,520 --> 00:22:54,720 And more than 15,000 customers 302 00:22:54,840 --> 00:22:57,400 shopped on our website. 303 00:22:57,560 --> 00:23:00,560 Our vision is to maintain the authenticity 304 00:23:00,680 --> 00:23:02,680 of this craft 305 00:23:02,840 --> 00:23:05,600 while making it relevant to modern customers. 306 00:23:05,800 --> 00:23:09,160 To fulfil our vision, we ask 307 00:23:12,360 --> 00:23:13,880 Whoa! 308 00:23:15,440 --> 00:23:18,920 We are sure that irrespective of their gender, 309 00:23:19,080 --> 00:23:21,680 everyone will love India's chikankari. 310 00:23:21,800 --> 00:23:23,560 Nice! [giggling] 311 00:23:23,840 --> 00:23:27,600 Ms. Poonam and Ms. Aakriti, a warm welcome to Shark Tank. 312 00:23:27,720 --> 00:23:30,600 Are you mother and daughter? 313 00:23:30,720 --> 00:23:33,160 - Yes! - Vineeta wants to know how you met! 314 00:23:33,240 --> 00:23:35,320 [laughing] 315 00:23:38,080 --> 00:23:40,080 - Let's proceed. - Yes! 316 00:23:40,320 --> 00:23:42,920 When did you start this business? 317 00:23:43,000 --> 00:23:46,440 During the Covid lockdown. I was always passionate 318 00:23:46,560 --> 00:23:48,360 about designing my dress. 319 00:23:48,440 --> 00:23:51,880 Being a housewife, I kept designing new dresses. 320 00:23:52,080 --> 00:23:54,920 So I was in touch with embroiders and tailors. 321 00:23:55,040 --> 00:23:59,480 During the lockdown, one of the artisans approached me for work. 322 00:23:59,600 --> 00:24:02,440 I discussed his job issue with her 323 00:24:02,520 --> 00:24:05,800 and that he is an artisan looking for work. 324 00:24:06,040 --> 00:24:09,040 Then she started researching. She will give you the details. 325 00:24:09,120 --> 00:24:11,320 I pursued my undergrad 326 00:24:11,400 --> 00:24:14,040 from King's College London. I graduated in 2018. 327 00:24:14,120 --> 00:24:16,360 I returned to India in the year 2019. 328 00:24:16,600 --> 00:24:21,280 And I worked in a fashion startup for one year. From 2019 to 2020. 329 00:24:21,560 --> 00:24:24,720 At that time, when I came to know about embroiderers, 330 00:24:24,800 --> 00:24:27,800 I researched about the embroidery industry. And... 331 00:24:27,880 --> 00:24:30,360 Please move aside. She's moving her hands a lot. You might get hurt. 332 00:24:30,440 --> 00:24:32,040 [laughing] 333 00:24:32,120 --> 00:24:33,520 I'm very... [laughing] 334 00:24:35,160 --> 00:24:38,640 - Please continue. - Then she showed chikankari kurtas from her closet. 335 00:24:38,800 --> 00:24:41,680 And then I asked her its price. 336 00:24:42,080 --> 00:24:43,920 She said, "Rs. 2,500". 337 00:24:44,160 --> 00:24:47,720 You know, at that moment, I felt, this is it! 338 00:24:47,800 --> 00:24:50,000 It was a turning point for me. 339 00:24:50,200 --> 00:24:53,080 Because a handicraft item was bought for just Rs. 2,500. 340 00:24:53,160 --> 00:24:56,760 - Nowadays, machine-made items... - Got it! 341 00:24:56,840 --> 00:24:59,160 - So your journey started from that point. - Yes! 342 00:24:59,240 --> 00:25:00,880 [sweeping music] 343 00:25:04,720 --> 00:25:06,960 The villages neighbouring Lucknow 344 00:25:07,040 --> 00:25:09,920 have more than ten lakh artisans who 345 00:25:10,000 --> 00:25:12,280 have been pursuing this art form for generations. 346 00:25:12,400 --> 00:25:15,840 - You mean the hand embroidery. - Yes, they're hand embroidered. 347 00:25:15,920 --> 00:25:18,240 - If you look at it... - Aman, do you want to see samples? 348 00:25:18,360 --> 00:25:19,960 Yes, I will show the product. 349 00:25:20,040 --> 00:25:21,360 You must touch and feel it. 350 00:25:21,440 --> 00:25:23,600 [classical music playing] 351 00:25:23,680 --> 00:25:25,560 - For men? - Yes, this is for men 352 00:25:25,640 --> 00:25:27,360 - Which one? - The green one. 353 00:25:27,480 --> 00:25:29,120 I love chikankari. 354 00:25:29,240 --> 00:25:30,560 What's this? Is it a kurta? 355 00:25:31,240 --> 00:25:32,920 Red is my favourite colour. 356 00:25:34,800 --> 00:25:35,760 Thank you. 357 00:25:35,840 --> 00:25:37,600 If you turn it inside out 358 00:25:37,680 --> 00:25:39,440 you'll know that the difference 359 00:25:39,520 --> 00:25:41,840 between handmade and machine-made 360 00:25:41,920 --> 00:25:45,520 is the long threads that represent handwork. 361 00:25:45,640 --> 00:25:47,440 Our price range starts from 362 00:25:47,520 --> 00:25:52,040 Rs. 2,350 for kurtas which is our best-selling category. 363 00:25:52,120 --> 00:25:54,880 Our range goes up to Rs. 6,000-7,000 364 00:25:54,960 --> 00:25:58,520 for heavy sets like this one. This is for Rs. 7,000. 365 00:25:58,880 --> 00:26:00,680 Does it make any difference to you whether it's machine or 366 00:26:00,760 --> 00:26:01,720 - handmade? - Yes. 367 00:26:01,800 --> 00:26:03,640 - Yes. - Yes, whenever I go to Lucknow, 368 00:26:03,720 --> 00:26:05,960 I purchase it from local shops 369 00:26:06,040 --> 00:26:08,080 because my mom and mother-in-law 370 00:26:08,160 --> 00:26:11,320 - love this handicraft from Lucknow. - Exactly. 371 00:26:11,440 --> 00:26:13,600 - They just love it. - Okay, got it. 372 00:26:13,680 --> 00:26:16,080 All I want to say is that it's very pretty. 373 00:26:16,160 --> 00:26:19,160 The way you've personalised the label, 374 00:26:19,280 --> 00:26:20,880 I'm a hundred per cent artisanal. 375 00:26:20,960 --> 00:26:22,720 - Yes. - I have to be handled with care. 376 00:26:22,800 --> 00:26:25,000 It's good marketing and communication. 377 00:26:25,080 --> 00:26:28,680 There are chains of BIBA, W, and Ritu Kumar. 378 00:26:28,760 --> 00:26:30,160 There are many more players too. 379 00:26:30,280 --> 00:26:32,200 Aren't they doing this already? Fabindia? 380 00:26:32,320 --> 00:26:34,360 So, Fabindia does chikankari 381 00:26:34,480 --> 00:26:36,880 but I haven't seen a lot of it in other brands yet. 382 00:26:36,960 --> 00:26:38,960 - Fabindia... - What sets you apart from them? 383 00:26:39,040 --> 00:26:40,880 They have a few pieces. 384 00:26:41,000 --> 00:26:43,640 Here, you will get variety. 385 00:26:43,720 --> 00:26:45,240 That's the focus. 386 00:26:45,360 --> 00:26:47,040 Are you the number one seller online? 387 00:26:47,440 --> 00:26:49,160 I would like to believe that we are. 388 00:26:49,280 --> 00:26:50,680 Are you the number one seller offline too? 389 00:26:50,760 --> 00:26:52,320 We've been selling solely through our website for the last two years. 390 00:26:54,680 --> 00:26:55,760 That's our next step. 391 00:26:55,840 --> 00:26:58,440 - So you keep ready-made sizes available... - Yes. 392 00:26:58,520 --> 00:27:00,200 - and just dispatch it on order. - Yes. 393 00:27:00,320 --> 00:27:01,800 Can you tell me more about your sales? 394 00:27:01,880 --> 00:27:05,840 - In FY 2021, our revenue was 33 lakh - Okay. 395 00:27:05,920 --> 00:27:08,480 - In FY 2022, our revenue was 3.3 crores. - Very nice. 396 00:27:08,560 --> 00:27:11,640 And now, between April and September, 397 00:27:11,720 --> 00:27:12,760 we've earned 7.4 crores. 398 00:27:12,840 --> 00:27:13,760 Wow! 399 00:27:13,840 --> 00:27:15,240 - Wow! - Well done! 400 00:27:15,360 --> 00:27:17,840 - [gasps] - So, we are expecting 401 00:27:17,920 --> 00:27:20,920 to touch at least 15 crores in the financial year 2023. 402 00:27:21,000 --> 00:27:22,200 - Very nice. - Very good. 403 00:27:22,320 --> 00:27:24,080 And you're doing it all by yourself? 404 00:27:24,520 --> 00:27:25,920 Us and obviously our team. 405 00:27:26,000 --> 00:27:27,920 - [chuckles] - We're 70 people in our team. 406 00:27:28,040 --> 00:27:30,840 - 70? - Yes, 60 in operations and 407 00:27:30,920 --> 00:27:32,400 10 in management. 408 00:27:32,480 --> 00:27:34,600 - Are you making money? - Yes. 409 00:27:34,680 --> 00:27:35,520 How much? And how? 410 00:27:35,600 --> 00:27:38,160 So, our gross margin is around 68 to 70 per cent. 411 00:27:38,280 --> 00:27:40,120 That is, on average, for the last six months. 412 00:27:40,240 --> 00:27:42,520 And our average net profit is 15 per cent. 413 00:27:46,240 --> 00:27:48,240 The net profit on 15 crores? 414 00:27:48,360 --> 00:27:51,120 On 15 crores, 17 per cent. 415 00:27:51,240 --> 00:27:52,600 - I think. - So, around 2 crores. 416 00:27:52,680 --> 00:27:53,960 You haven't mentioned last month's sales? 417 00:27:54,080 --> 00:27:56,160 Last month, our sales was 1.82 crores. 418 00:27:56,280 --> 00:27:57,440 - 1.82 crores. - Woah! [gasps] 419 00:27:57,520 --> 00:27:58,880 Then why are you projecting 15 crores only? 420 00:27:58,960 --> 00:28:01,240 - Is that because of the festive season? - Yes. 421 00:28:01,360 --> 00:28:03,120 You must've raised investment. 422 00:28:03,240 --> 00:28:05,800 - We're bootstrapped till now. - Amazing. 423 00:28:05,880 --> 00:28:08,480 - My dad invested in my business. - How much? 424 00:28:08,720 --> 00:28:11,080 He invested around 70 lakhs at first. 425 00:28:11,160 --> 00:28:12,200 How much equity did you offer him? 426 00:28:12,320 --> 00:28:13,920 He holds 25 per cent. 427 00:28:14,000 --> 00:28:16,760 Well done. He converted 70 lakhs into... 428 00:28:16,880 --> 00:28:18,840 What a great businessman! 429 00:28:19,440 --> 00:28:22,480 I want to understand your customer base. 430 00:28:22,600 --> 00:28:24,760 Who are your customers? 431 00:28:24,840 --> 00:28:27,760 Currently, 33 per cent of our sales are from the international markets. 432 00:28:27,880 --> 00:28:30,200 Where? Is it just 2-3 countries or are you widespread? 433 00:28:30,320 --> 00:28:33,680 6-7 major countries account for 33 per cent of the sales. 434 00:28:33,760 --> 00:28:36,280 - Okay. - 14 per cent of it is from the USA. 435 00:28:36,400 --> 00:28:37,840 - Got it. - 5 per cent is from Australia. 436 00:28:37,920 --> 00:28:41,840 4 per cent from the UAE. Canada and UK are around 3 each. 437 00:28:41,920 --> 00:28:44,000 Which category sells the most? 438 00:28:44,080 --> 00:28:46,200 Straight kurtas and kurta sets. 439 00:28:46,320 --> 00:28:49,120 Straight kurtas account for 47 per cent of our sales. 440 00:28:49,240 --> 00:28:51,560 Okay. What about your repeat customers? 441 00:28:51,640 --> 00:28:53,960 - 33 per cent on average. - Very good. 442 00:28:54,040 --> 00:28:57,600 How much inventory do you maintain? And how much is your dead stock? 443 00:28:57,680 --> 00:29:00,560 Currently, our in-house inventory 444 00:29:00,640 --> 00:29:02,640 is ready for the next two months. 445 00:29:02,720 --> 00:29:04,680 Last month, we sold 5,500 pieces. 446 00:29:04,760 --> 00:29:07,120 So, we have 10,000-11,000 pieces ready for sale. 447 00:29:07,240 --> 00:29:08,240 Okay. What about the dead stock? 448 00:29:14,240 --> 00:29:16,200 Tell me your process. 449 00:29:16,320 --> 00:29:19,320 How do you manufacture it? What's your supply chain process? 450 00:29:40,960 --> 00:29:42,160 I'm coming to your question. 451 00:29:42,280 --> 00:29:44,520 You were asking me about the process. 452 00:29:44,600 --> 00:29:46,000 Our design process. 453 00:29:46,080 --> 00:29:49,120 We share the designs with the contract manufacturer. 454 00:29:49,240 --> 00:29:52,680 After that, our manufacturers send us the samples. 455 00:29:52,760 --> 00:29:54,360 Since it's a highly unorganised industry, 456 00:29:54,480 --> 00:29:57,240 they've never worked so systematically. 457 00:29:57,360 --> 00:30:00,280 It's difficult to operate this in a systematic manner 458 00:30:00,400 --> 00:30:04,360 because the concept of a designer sharing their designs is new to them. 459 00:30:04,480 --> 00:30:06,480 - Got it. - What drives you? 460 00:30:06,600 --> 00:30:07,640 What is your motivation? 461 00:30:07,720 --> 00:30:10,480 Learning is what drives me. 462 00:30:10,560 --> 00:30:12,280 What have you learnt in the last two years? 463 00:30:12,400 --> 00:30:14,960 I think my biggest learning is understanding the customer. 464 00:30:15,080 --> 00:30:17,960 I've handled every customer personally for ten months. 465 00:30:18,040 --> 00:30:20,080 Even today, the customers 466 00:30:20,160 --> 00:30:22,240 want to directly interact with me. 467 00:30:22,360 --> 00:30:26,080 And I'm always there. I want that connection with my customers. 468 00:30:26,160 --> 00:30:28,440 I learnt a lot about customers through it. 469 00:30:28,520 --> 00:30:31,680 Personally, I think I learnt to be calm. 470 00:30:31,800 --> 00:30:33,800 There are many trivial issues. 471 00:30:33,880 --> 00:30:36,000 - This is just an example. - Very good! 472 00:30:36,080 --> 00:30:37,880 Okay, I'll give you a two-minute break. 473 00:30:37,960 --> 00:30:40,360 - Can I speak with Poonam? - Sure, please. 474 00:30:40,720 --> 00:30:41,760 Please. [chuckles] 475 00:30:41,840 --> 00:30:43,160 How do you feel, Poonam? 476 00:30:43,280 --> 00:30:46,040 In two years, you've built such a big business. 477 00:30:46,120 --> 00:30:48,920 It was Aakriti's dream. I'm her mother 478 00:30:49,000 --> 00:30:52,520 and I knew that she always wanted to build her own brand. 479 00:30:52,640 --> 00:30:54,320 That's what she always strived for. 480 00:30:54,440 --> 00:30:56,440 I had no idea how it would happen, 481 00:30:56,520 --> 00:30:57,920 even she didn't. 482 00:30:58,000 --> 00:31:01,440 But our journey has been really worthwhile. 483 00:31:01,520 --> 00:31:06,000 More than her, the children of my domestic helpers, 484 00:31:06,080 --> 00:31:10,960 my maid at home, her daughter came from the village and joined us. 485 00:31:11,040 --> 00:31:12,840 The guard's children, driver's children, 486 00:31:12,920 --> 00:31:14,800 the gardener's children, they're all supervisors today. 487 00:31:14,880 --> 00:31:15,960 - That makes you happy - Today, we're here 488 00:31:16,040 --> 00:31:18,520 and they're managing the office. 489 00:31:18,600 --> 00:31:21,000 Aakriti, why are you getting emotional? 490 00:31:21,520 --> 00:31:23,440 - [chuckles] - Hey, Aakriti, all okay? 491 00:31:23,680 --> 00:31:25,520 These are tears of joy. 492 00:31:25,600 --> 00:31:27,640 Poonam, hug her. 493 00:31:28,000 --> 00:31:28,920 Hug her. 494 00:31:29,000 --> 00:31:30,320 [chuckles] What happened? 495 00:31:30,800 --> 00:31:32,040 [laughs] 496 00:31:32,160 --> 00:31:34,760 She told me not to cry. 497 00:31:34,840 --> 00:31:36,760 [laughs] 498 00:31:38,960 --> 00:31:42,120 She's happy to have realised her dreams. Her mom is happy too. 499 00:31:42,640 --> 00:31:45,240 When she was studying abroad, 500 00:31:45,360 --> 00:31:46,600 she had one more dream. 501 00:31:46,680 --> 00:31:48,040 She wanted to keep her mom occupied. 502 00:31:48,120 --> 00:31:49,120 - Oh, so sweet. - Ah. 503 00:31:49,200 --> 00:31:52,080 And look, so many lives flourished. 504 00:31:52,240 --> 00:31:53,520 - Yeah, that's true. - Those kids are doing well 505 00:31:53,600 --> 00:31:55,720 so many people in the village have also found support. 506 00:31:55,800 --> 00:31:59,480 Even I found a purpose in life. 507 00:31:59,560 --> 00:32:01,000 Yeah. 508 00:32:03,880 --> 00:32:05,680 Okay, I'll make you an offer. 509 00:32:24,720 --> 00:32:26,240 I loved that! 510 00:32:26,520 --> 00:32:28,240 I'll make you an offer. 511 00:32:28,840 --> 00:32:30,080 Rs. 75 lakhs. 512 00:32:30,160 --> 00:32:32,640 [suspenseful music playing] 513 00:32:38,320 --> 00:32:40,680 I'll tell you my decision. 514 00:32:40,760 --> 00:32:42,240 Firstly, hats off to you! 515 00:32:42,360 --> 00:32:46,160 But he wants to go solo and I can't fight with him. 516 00:32:46,320 --> 00:32:47,880 And for that reason, I'm out. 517 00:32:48,000 --> 00:32:50,880 But you make a deal with him so that I can benefit. 518 00:32:50,960 --> 00:32:52,720 - [chuckles] - Thank you so much. 519 00:32:52,800 --> 00:32:54,840 Namita, don't you feel I should get the deal? 520 00:32:54,920 --> 00:32:56,200 No, he should. 521 00:32:56,320 --> 00:32:58,120 Oh my God! 522 00:32:59,000 --> 00:33:00,440 He's my favourite shark. 523 00:33:02,080 --> 00:33:03,600 Aakriti and Poonam. 524 00:33:03,680 --> 00:33:06,360 Your persistence so far 525 00:33:06,480 --> 00:33:09,920 in building a huge business with your own money is incredible! 526 00:33:10,000 --> 00:33:10,880 Thank you so much. 527 00:33:10,960 --> 00:33:13,600 Anupam and I would like to make an offer... 528 00:33:13,960 --> 00:33:15,520 [music playing] 529 00:33:39,720 --> 00:33:44,760 I had decided not to invest in your business. 530 00:33:44,840 --> 00:33:47,240 But, as an entrepreneur, 531 00:33:47,440 --> 00:33:49,840 uh, that takes precedence. 532 00:33:49,960 --> 00:33:51,080 So I'm converted now. 533 00:33:51,160 --> 00:33:52,600 [chuckles] 534 00:33:55,040 --> 00:33:58,360 Because I asked you what you enjoy 535 00:33:58,560 --> 00:34:00,320 and you said learning. 536 00:34:00,400 --> 00:34:02,280 And that is my motivation too. 537 00:34:02,360 --> 00:34:04,440 I'll give you an offer. 538 00:34:17,840 --> 00:34:19,520 Okay, I'll join Peyush. 539 00:34:37,040 --> 00:34:39,440 We're offering you ten times, assuming 540 00:34:39,520 --> 00:34:41,240 that the business will continue growing at this rate. 541 00:34:41,320 --> 00:34:43,240 That's how I did the valuation math. 542 00:35:02,680 --> 00:35:04,160 Aman and Peyush. 543 00:35:04,680 --> 00:35:07,440 Would you guys be willing to consider 3%? 544 00:35:07,520 --> 00:35:08,520 We'll close the deal right away. 545 00:35:12,480 --> 00:35:14,000 I'll not ask for 4%. 546 00:35:14,120 --> 00:35:16,760 Since we're negotiating, we'll close it. 547 00:35:16,840 --> 00:35:19,480 I'll say the final figure, and let's just close it, okay? 548 00:35:19,560 --> 00:35:20,600 Okay. 549 00:35:22,600 --> 00:35:24,440 So, it's 75 lakhs 550 00:35:38,800 --> 00:35:39,960 - And... - Poonam. 551 00:35:40,240 --> 00:35:41,960 - I'm sorry I had to choose. - That's okay. 552 00:35:42,120 --> 00:35:43,360 I wish I could get everyone. 553 00:35:43,440 --> 00:35:45,360 - Thank you so much. - You are a great entrepreneur. 554 00:35:45,440 --> 00:35:46,800 Good choice. 555 00:35:46,880 --> 00:35:49,160 I had never imagined. 556 00:35:49,280 --> 00:35:50,640 - Even I didn't. - When I came, 557 00:35:50,720 --> 00:35:52,880 I was going to get out in 15 minutes. 558 00:35:52,960 --> 00:35:55,440 - I had planned 10 minutes. - You converted us. 559 00:35:55,520 --> 00:35:57,480 - You! - You too. 560 00:35:57,560 --> 00:35:59,160 It is an amazing deal. 561 00:35:59,280 --> 00:36:03,000 Two men are supporting two women for chikankari. Wow! 562 00:36:03,680 --> 00:36:05,480 Now, I have another reason to go to Lucknow. 563 00:36:05,560 --> 00:36:06,960 [laughs] 564 00:36:07,440 --> 00:36:08,240 Thank you so much. 565 00:36:08,320 --> 00:36:11,680 And I have another reason to have another chikankari. 566 00:36:11,760 --> 00:36:13,880 [laughs] 567 00:36:29,680 --> 00:36:32,440 I'm still not able to believe that I've invested in a... 568 00:36:32,560 --> 00:36:33,720 - Chikankari. Yeah. [laughs] - ...chikankari business. 569 00:36:33,800 --> 00:36:37,400 Frankly speaking, I don't invest in businesses, but the entrepreneurs. 570 00:36:37,560 --> 00:36:40,280 Now, where can I find a better entrepreneur? 571 00:36:40,360 --> 00:36:43,200 - They were fabulous. She's amazing! - They are doing well. 572 00:36:43,320 --> 00:36:44,680 For everything. 573 00:36:44,760 --> 00:36:45,760 - They ticked all the check boxes. - Energy. 574 00:36:45,840 --> 00:36:47,640 - Her energy was amazing. - Yeah. 575 00:36:47,760 --> 00:36:49,160 - It went well. - Good business. 576 00:36:50,600 --> 00:36:52,080 Did you understand the product? 577 00:36:52,440 --> 00:36:53,840 It's jewellery. 578 00:36:53,920 --> 00:36:57,640 Woah! I think I know what it is. I'm not going to tell you now. 579 00:36:57,760 --> 00:37:00,040 Oh, is it the one they gift? The one that says I love you. 580 00:37:00,120 --> 00:37:01,600 It's a very cringy thing, man. 581 00:37:01,720 --> 00:37:03,080 - Oh no. - [clears throat] 582 00:37:03,080 --> 00:37:05,760 [ethereal music] 583 00:37:11,960 --> 00:37:14,160 [upbeat music] 584 00:37:29,440 --> 00:37:31,840 Life goes on 585 00:37:31,920 --> 00:37:33,720 and we are left with a few memories. 586 00:37:33,840 --> 00:37:36,680 [mellow music] 587 00:37:36,920 --> 00:37:39,960 We remember the first rose we received on Valentine's Day 588 00:37:40,880 --> 00:37:43,400 and the special hat of our graduation ceremony. 589 00:37:43,920 --> 00:37:46,520 We cherish the first few pictures of our newborn baby. 590 00:37:46,640 --> 00:37:48,560 [mellow music] 591 00:37:48,800 --> 00:37:51,200 But these souvenirs don't last a lifetime. 592 00:37:52,600 --> 00:37:55,360 Flowers shrivel, the hat is lost 593 00:37:55,440 --> 00:37:57,800 and the pictures become blurred. 594 00:37:58,720 --> 00:38:02,000 But there's one thing that lasts a lifetime. 595 00:38:02,160 --> 00:38:04,480 And that is our DNA. 596 00:38:04,560 --> 00:38:06,600 [suspenseful music] 597 00:38:06,680 --> 00:38:08,520 Our DNA is found in our hair 598 00:38:08,680 --> 00:38:10,440 and our teeth. 599 00:38:10,520 --> 00:38:12,840 Basically, every part of our body contains DNA. 600 00:38:12,960 --> 00:38:14,920 [suspenseful music] 601 00:38:15,320 --> 00:38:17,120 If I ask you 602 00:38:17,200 --> 00:38:19,520 whether you want to make a beautiful piece of jewellery 603 00:38:19,640 --> 00:38:23,280 with the DNA of your loved one, would you like to get it made? 604 00:38:23,360 --> 00:38:26,160 [humming] [laughing] 605 00:38:26,240 --> 00:38:27,680 What? 606 00:38:28,120 --> 00:38:31,320 Yes! There's something called DNA Jewellery. 607 00:38:31,400 --> 00:38:33,600 [babbling] [chuckling] 608 00:38:36,120 --> 00:38:38,840 And I have come here to present it to you. 609 00:38:38,960 --> 00:38:40,560 [ethereal music] 610 00:38:41,760 --> 00:38:43,160 Wow! 611 00:38:44,360 --> 00:38:47,480 Greetings, Sharks! My name is Preety Maggo. 612 00:38:51,240 --> 00:38:53,320 [upbeat music] 613 00:39:01,600 --> 00:39:04,200 Magic of Memories is a unique brand 614 00:39:04,280 --> 00:39:07,560 that preserves your DNA in an art form 615 00:39:07,640 --> 00:39:10,200 and turns it into a beautiful custom-made jewellery. 616 00:39:12,720 --> 00:39:14,440 For instance, 617 00:39:14,560 --> 00:39:16,160 the most precious moment 618 00:39:16,240 --> 00:39:20,160 of a woman's life is the time she spends with her newborn baby. 619 00:39:22,280 --> 00:39:23,680 She preserves the baby's tiny clothes, 620 00:39:23,760 --> 00:39:26,960 its umbilical cord and other such things. 621 00:39:27,280 --> 00:39:30,280 But there's something that people don't preserve. 622 00:39:30,400 --> 00:39:33,560 And that is breast milk. A mother's milk. 623 00:39:33,640 --> 00:39:35,840 [sweeping music] 624 00:39:36,680 --> 00:39:39,520 But we use such things 625 00:39:39,600 --> 00:39:41,200 to make beautiful jewellery. 626 00:39:41,280 --> 00:39:43,200 [dramatic music] 627 00:39:45,520 --> 00:39:49,280 Additionally, we make jewellery with pet DNA and blood too. 628 00:39:51,680 --> 00:39:53,560 We also make memoir jewellery 629 00:39:53,640 --> 00:39:55,760 to preserve the memories of your loved ones 630 00:39:55,840 --> 00:39:57,920 after their death. 631 00:40:07,200 --> 00:40:11,400 My vision is to inform everyone about the concept of DNA jewellery 632 00:40:11,520 --> 00:40:15,200 and preserve their unforgettable memories beautifully. 633 00:40:28,000 --> 00:40:29,760 What are you wearing? 634 00:40:29,840 --> 00:40:30,800 Breast milk jewellery. 635 00:40:30,960 --> 00:40:32,800 - Is it your mom's? - It's mine! 636 00:40:32,920 --> 00:40:34,040 It means you are a mother. 637 00:40:34,120 --> 00:40:35,720 Yes. I have a five-year-old daughter. 638 00:40:35,840 --> 00:40:39,200 Wow! Is your daughter your inspiration? I'm sorry! 639 00:40:39,280 --> 00:40:40,600 Yes! 640 00:40:40,680 --> 00:40:42,560 [tense music] 641 00:40:42,640 --> 00:40:44,440 - Preety, welcome to Shark Tank. - Thank you! 642 00:40:49,960 --> 00:40:53,240 Please explain it to me. Why do you call it DNA jewellery? 643 00:40:53,360 --> 00:40:55,200 How are hair, teeth and other such things related to each other? 644 00:40:55,280 --> 00:40:57,840 - What do you mean by DNA? - Does the pendant contain hairs? 645 00:40:57,960 --> 00:40:59,960 See, the pendant contains hairs. 646 00:41:00,080 --> 00:41:01,880 It contains an umbilical cord too. 647 00:41:02,000 --> 00:41:06,200 The pendant contains the milk tooth of a child and breast milk too. 648 00:41:06,360 --> 00:41:10,160 All these things contain DNA. Hence they are called DNA jewellery. 649 00:41:11,280 --> 00:41:14,800 - Can we check the product first? - Sure! 650 00:41:17,200 --> 00:41:18,840 We can't be sure what part of a person we are handling. 651 00:41:18,960 --> 00:41:21,520 No! You won't be harmed. 652 00:41:21,600 --> 00:41:23,120 I know I won't be harmed. 653 00:41:23,200 --> 00:41:25,160 But I'm not sure what I am going to hold! 654 00:41:25,560 --> 00:41:27,720 By the way, whose DNA does it contain? 655 00:41:27,920 --> 00:41:29,200 It belongs to my clients. 656 00:41:29,840 --> 00:41:33,320 Please keep it aside. We can't be sure what we are holding. 657 00:41:33,760 --> 00:41:34,920 Thank you! 658 00:41:35,560 --> 00:41:37,760 - I can see hairs in this. - Ugh! 659 00:41:37,840 --> 00:41:39,280 [laughing] I'm sorry! 660 00:41:40,480 --> 00:41:42,440 These are the first hairs of a baby. 661 00:41:42,520 --> 00:41:44,160 I don't want to see it. 662 00:41:44,240 --> 00:41:47,120 So it contains breast milk and... 663 00:41:47,200 --> 00:41:49,120 - Please stop it. - Umbilical cord. 664 00:41:49,200 --> 00:41:51,400 - It contains an umbilical cord? - Yes! 665 00:41:51,480 --> 00:41:53,560 Please clarify something for me. 666 00:41:53,640 --> 00:41:55,800 Do these chocolates contain DNA or not? 667 00:41:55,920 --> 00:41:56,720 - No! - They do! 668 00:41:56,840 --> 00:41:59,120 These are home-made chocolates. 669 00:41:59,200 --> 00:42:00,240 - You are sure, right? - Yes! 670 00:42:00,320 --> 00:42:01,600 Okay. Thank you! 671 00:42:03,080 --> 00:42:04,520 It contains hair and breast milk. 672 00:42:06,000 --> 00:42:07,160 Please keep it. [chuckling] 673 00:42:07,240 --> 00:42:09,880 Don't... Please don't be offended. 674 00:42:10,000 --> 00:42:12,880 When I started my business, people made fun of me. 675 00:42:13,000 --> 00:42:14,800 - Do you understand? - People made fun of me too. 676 00:42:14,920 --> 00:42:17,080 But what incident 677 00:42:17,160 --> 00:42:18,240 inspired you 678 00:42:18,360 --> 00:42:20,720 to make DNA jewellery after your daughter was born? 679 00:42:20,800 --> 00:42:23,600 Let me tell Mr. Peyush Bansal that I'm an optician. 680 00:42:23,720 --> 00:42:24,880 - Oh, wow! - Oh, wow! 681 00:42:25,000 --> 00:42:26,080 That changes everything. 682 00:42:26,160 --> 00:42:28,960 - Suddenly, he likes this business. - Congratulations! 683 00:42:29,080 --> 00:42:30,200 Thank you! 684 00:42:42,320 --> 00:42:43,560 I read an article on this topic. 685 00:42:43,680 --> 00:42:46,760 An artist makes exquisite jewellery 686 00:42:46,840 --> 00:42:50,360 and it's a flourishing business in that country. 687 00:42:50,600 --> 00:42:53,840 Earlier, I wanted the jewellery for myself. 688 00:42:54,200 --> 00:42:56,400 But sending my breast milk there 689 00:42:56,480 --> 00:43:00,520 and getting my jewellery made was an expensive affair. 690 00:43:00,960 --> 00:43:02,920 So I got the idea 691 00:43:03,040 --> 00:43:05,280 to start this business in India. 692 00:43:07,160 --> 00:43:10,520 That's the reason I started working on this concept. 693 00:43:10,640 --> 00:43:12,840 I did some courses in Australia and Germany. 694 00:43:12,960 --> 00:43:15,560 After completing my research, I launched my business 695 00:43:15,640 --> 00:43:17,560 on August 2019. 696 00:43:17,640 --> 00:43:19,360 - Quite bold! - Wow! 697 00:43:23,680 --> 00:43:27,200 When I read about it, I didn't think of starting any other business. 698 00:43:27,360 --> 00:43:29,160 Please explain your customer journey to me. 699 00:43:29,240 --> 00:43:30,720 What's the process exactly? 700 00:43:30,840 --> 00:43:33,600 Starting from order to order fulfilment. 701 00:43:33,680 --> 00:43:35,040 Firstly, let me tell you 702 00:43:35,120 --> 00:43:38,920 that I attract the maximum number of customers from Instagram. 703 00:43:39,040 --> 00:43:41,800 - Okay. How many followers do you have? - Sixty-thousand. 704 00:43:41,920 --> 00:43:43,840 - Wow! - Wow! 705 00:43:43,960 --> 00:43:45,520 And I achieved it organically. 706 00:43:45,600 --> 00:43:48,040 Many of my videos went viral. So after that... 707 00:43:48,120 --> 00:43:50,760 - Can you please show us your videos to explain the process? - Sure! 708 00:43:52,160 --> 00:43:55,080 The red-coloured part is the wedding thread. 709 00:43:55,160 --> 00:43:57,760 It's something very common. It doesn't appear awkward. 710 00:43:57,840 --> 00:44:00,480 He wanted to use it as a keepsake. 711 00:44:00,560 --> 00:44:04,000 - Okay. - I placed it. And then I added the umbilical cord. 712 00:44:07,440 --> 00:44:09,360 Later on, I added... 713 00:44:09,440 --> 00:44:12,640 this white-coloured liquid which is breast milk. I preserve the breast mi 714 00:44:13,040 --> 00:44:16,400 I will now pour the breast milk into it. 715 00:44:16,760 --> 00:44:18,400 Now I'm pouring the breast milk. 716 00:44:18,680 --> 00:44:21,240 [thrilling music] 717 00:44:29,960 --> 00:44:31,680 How did you solidify it? 718 00:44:31,760 --> 00:44:33,840 I have a unique formula. 719 00:44:33,960 --> 00:44:36,920 First, I dehydrate the breast milk 720 00:44:37,040 --> 00:44:39,560 and then I convert it into a solid form. 721 00:44:41,640 --> 00:44:44,840 Don't you find it unsatisfactory 722 00:44:54,320 --> 00:44:56,560 It's in demand but I'm not able to take all the orders. 723 00:44:56,640 --> 00:44:58,440 I want to know something. 724 00:44:58,520 --> 00:45:00,040 You know, people... 725 00:45:00,120 --> 00:45:04,160 Once you give an option of preserving memories, 726 00:45:04,520 --> 00:45:06,760 - people must have come to you with ridiculous requests. - Yes. 727 00:45:06,840 --> 00:45:09,920 Can you tell us the range you cover? And please don't hold back. 728 00:45:10,280 --> 00:45:12,240 Please share an extreme case too. 729 00:45:12,320 --> 00:45:14,560 Some people came to me 730 00:45:14,640 --> 00:45:16,320 to preserve sperm. 731 00:45:16,400 --> 00:45:18,600 [laughing] 732 00:45:19,840 --> 00:45:22,520 Some even wanted to preserve excreta. 733 00:45:22,600 --> 00:45:24,280 [laughing] 734 00:45:29,800 --> 00:45:32,560 Please tell people outside 735 00:45:32,640 --> 00:45:34,520 that we aren't Sharks. It's a school. 736 00:45:34,600 --> 00:45:37,040 Children study here and a headmistress supervises them. 737 00:45:38,440 --> 00:45:41,160 How did you deal with the request for preserving sperm? 738 00:45:41,240 --> 00:45:42,840 Obviously, I refused. 739 00:45:42,960 --> 00:45:44,080 My friend, blood jewellery! 740 00:45:44,160 --> 00:45:45,480 Ma'am, blood is okay with you 741 00:45:45,560 --> 00:45:48,000 and a mother's milk too but not sperm? 742 00:45:48,240 --> 00:45:49,920 - No! - But why? 743 00:45:50,040 --> 00:45:53,120 The chemical components of breast milk 744 00:45:53,200 --> 00:45:54,560 are lipids and fats. 745 00:45:54,640 --> 00:45:58,520 There's a particular method to preserve it and I know it. 746 00:45:58,600 --> 00:46:00,120 When I asked you about sperm, 747 00:46:00,200 --> 00:46:03,600 you weren't comfortable, which meant you'll never do it. Right? 748 00:46:03,720 --> 00:46:06,760 But to be fair, it's a bodily fluid. 749 00:46:06,840 --> 00:46:09,000 I get plenty of requests 750 00:46:09,120 --> 00:46:10,640 and just one person wanted to preserve sperm. 751 00:46:10,720 --> 00:46:13,120 Why would I create one more category of jewellery for him? 752 00:46:13,200 --> 00:46:14,240 Alright! I agree. 753 00:46:15,160 --> 00:46:17,720 Let's talk about business. What are the figures? 754 00:46:24,520 --> 00:46:27,920 In 2020, during COVID, it was Rs. 17 lakhs. 755 00:46:28,040 --> 00:46:31,160 In the year 2021, Rs. 27 lakhs. 756 00:46:31,240 --> 00:46:33,280 After that, I have earned Rs. 24 lakhs till date. 757 00:46:33,360 --> 00:46:34,920 What is your sales figure for the last month? 758 00:46:35,040 --> 00:46:36,560 It's Rs. 4.17 lakhs. 759 00:46:36,680 --> 00:46:38,160 That means it's expensive. 760 00:46:38,240 --> 00:46:41,200 Exactly! Rs. 80 lakhs for 500 pieces! 761 00:46:41,280 --> 00:46:43,680 Because I make silver and gold jewellery. 762 00:46:47,720 --> 00:46:49,720 - Rs. 11,000! - Rs. 11,000! 763 00:46:50,160 --> 00:46:52,120 And what was your last month's profit? 764 00:46:52,200 --> 00:46:55,400 My gross margin is 55%. 765 00:46:55,840 --> 00:46:59,480 - But what's your profit? - My net margin is 50%. 766 00:46:59,800 --> 00:47:01,600 She earned Rs. 2 lakhs last month. 767 00:47:04,120 --> 00:47:05,880 Who are these consumers? 768 00:47:06,000 --> 00:47:07,920 What category of people prefers this? 769 00:47:08,040 --> 00:47:09,280 They are 90% mothers. 770 00:47:09,840 --> 00:47:11,960 Do the mothers specifically want to preserve breast milk 771 00:47:12,080 --> 00:47:13,560 or they are fine with other things as well? 772 00:47:13,640 --> 00:47:15,160 If you give them an option 773 00:47:15,240 --> 00:47:18,760 of preserving only the hair strands by making its pendant 774 00:47:18,840 --> 00:47:21,800 and simplifying the procedure, 775 00:47:21,920 --> 00:47:23,880 won't mothers be happy? 776 00:47:24,000 --> 00:47:25,640 - I make jewellery exclusively with hair strands too. - Okay. 777 00:47:25,720 --> 00:47:27,960 - I wrote 'love' with a hair strand. - Wow! 778 00:47:28,080 --> 00:47:30,840 - But you have given it a very aesthetic sense. - It's elegant. 779 00:47:30,960 --> 00:47:33,600 - They don't appear to be made of hair strands. - Yes. 780 00:47:33,680 --> 00:47:35,720 - But it also shows emotions. - Yes. 781 00:47:35,800 --> 00:47:40,080 Actually, using hair strands won't cause an issue in their acceptance. 782 00:47:40,160 --> 00:47:41,600 It's comprehensible 783 00:47:41,680 --> 00:47:44,240 and emotions can be captured fully. 784 00:47:44,320 --> 00:47:46,520 Did you ever think 785 00:47:46,600 --> 00:47:49,120 of focusing only on using hair and doing away with the rest? 786 00:47:49,200 --> 00:47:51,640 My thinking is, as the market is vast, 787 00:47:51,760 --> 00:47:53,480 we shouldn't limit our business to using hair strands. 788 00:47:53,560 --> 00:47:55,000 Actually, it's a new concept. 789 00:47:55,120 --> 00:47:57,160 You have complicated this new concept 790 00:48:25,080 --> 00:48:26,560 You are right. 791 00:48:27,480 --> 00:48:29,440 I have made my decision. 792 00:48:30,440 --> 00:48:33,760 Children use a book 793 00:48:33,920 --> 00:48:36,400 - to preserve the first hair, first tooth and other things. - Scrapbook! 794 00:48:48,960 --> 00:48:50,960 Preety, I made my decision too. 795 00:48:51,200 --> 00:48:53,600 I don't think this business can scale up. 796 00:48:53,720 --> 00:48:55,200 For that reason, I'm out. 797 00:48:56,200 --> 00:48:57,320 But you know what? 798 00:48:57,400 --> 00:48:58,440 I respect the fact 799 00:48:58,520 --> 00:49:02,280 that you converted your passion into a business. 800 00:49:02,400 --> 00:49:05,280 And you studied and researched for it. 801 00:49:05,400 --> 00:49:08,280 You make the product yourself. I respect you for that. 802 00:49:08,760 --> 00:49:12,120 My feedback to you is to simplify it. 803 00:49:12,200 --> 00:49:14,640 I don't find it investible for now because it's too small. 804 00:49:14,760 --> 00:49:18,400 - I'm out for today. Congratulations and best of luck! - Thank you! 805 00:49:18,480 --> 00:49:19,920 So three Sharks are out. 806 00:49:20,040 --> 00:49:23,040 Yes. Pretty, you said that you sold 500 units till now 807 00:49:23,160 --> 00:49:24,320 in three years 808 00:49:24,400 --> 00:49:28,400 because I think few people could trust your idea. 809 00:49:28,480 --> 00:49:30,080 So it isn't scalable. 810 00:49:30,520 --> 00:49:34,040 Having said that, making sales of 3-4 lakh rupees per month 811 00:49:34,120 --> 00:49:37,080 in a new category is tough. 812 00:49:37,160 --> 00:49:38,160 - So, hats off! - Thank you! 813 00:49:38,240 --> 00:49:39,440 Best of luck! I'm out! 814 00:49:40,480 --> 00:49:43,320 - I think you are an artist. - Yes. 815 00:49:43,560 --> 00:49:46,560 And you are earning Rs. 2 lakhs per month. 816 00:49:46,680 --> 00:49:50,640 Very few artists earn this much. 817 00:49:50,720 --> 00:49:52,720 You can grow your business 818 00:49:52,800 --> 00:49:55,440 and earn 5-6 lakhs rupees per month as an artist. 819 00:49:55,760 --> 00:49:57,520 You are doing great. 820 00:49:57,760 --> 00:50:00,280 But I can't become passionate about this work. 821 00:50:01,920 --> 00:50:04,200 Also, you are drawing artificial boundaries 822 00:50:04,320 --> 00:50:06,480 by choosing to do certain things and not others. 823 00:50:06,560 --> 00:50:09,920 So I think there's a kind of... 824 00:50:10,040 --> 00:50:12,280 What should I say? Discrimination! 825 00:50:13,280 --> 00:50:15,520 Philosophically, I fail to align with that. 826 00:50:15,600 --> 00:50:17,040 For this reason, I'm out. 827 00:50:17,160 --> 00:50:20,440 But you know, it's a new concept. And I wish you the best. 828 00:50:20,520 --> 00:50:21,760 Thank you so much! 829 00:50:21,840 --> 00:50:23,080 Thank you, Pretty! 830 00:50:23,160 --> 00:50:24,320 - Thank you! - Best of luck! 831 00:50:24,400 --> 00:50:26,440 - Best of luck! Thank you for educating us. - Thank you! 832 00:50:26,520 --> 00:50:27,960 Thank you! 833 00:50:31,400 --> 00:50:35,360 Did you just say 'discrimination' for her not choosing sperm? 834 00:50:35,480 --> 00:50:38,240 Why? How can you decide which bodily fluid? 835 00:50:38,360 --> 00:50:39,280 [chuckling] 836 00:50:39,360 --> 00:50:41,560 'Let's watch Shark Xperience.' 837 00:50:41,680 --> 00:50:45,360 'Marisha from Siliguri, West Bengal wants to ask a question.' 838 00:50:45,480 --> 00:50:48,480 'Namita, you have a very powerful dressing style.' 839 00:50:48,600 --> 00:50:51,680 'And that gives you the appearance of a lady boss!' 840 00:50:51,800 --> 00:50:54,840 'How important it is for an entrepreneur' 841 00:50:54,960 --> 00:50:58,320 'to keep their fashion sense on point and make a first impression?'