1 00:00:33,880 --> 00:00:36,440 [theme music playing] 2 00:01:04,920 --> 00:01:07,680 [theme music continues] 3 00:01:22,040 --> 00:01:24,920 [theme music fading] 4 00:01:28,600 --> 00:01:29,440 Sharks! 5 00:01:29,920 --> 00:01:32,360 Let me take you back to your childhood. 6 00:01:32,520 --> 00:01:34,520 [playful music playing] 7 00:01:34,760 --> 00:01:37,120 Our childhood was founded on three pillars. 8 00:01:37,240 --> 00:01:39,480 Going to school in the morning. 9 00:01:39,720 --> 00:01:41,560 Attending classes in the evening. 10 00:01:41,680 --> 00:01:44,560 And then playing with friends outside our building. 11 00:01:45,760 --> 00:01:50,320 Every time there's a race between education and sports, 12 00:01:50,480 --> 00:01:52,600 education has always won. 13 00:01:54,280 --> 00:01:56,640 Schools dedicate two periods to physical training 14 00:01:56,800 --> 00:02:00,080 and expect a heap of Olympic and Commonwealth Games medals! 15 00:02:00,160 --> 00:02:02,480 [Sharks laugh] 16 00:02:02,920 --> 00:02:04,240 Other than competing, 17 00:02:04,320 --> 00:02:09,360 sport teaches us life skills that no book or school teaches. 18 00:02:09,560 --> 00:02:12,960 Here to teach children the significance of sports 19 00:02:13,040 --> 00:02:15,840 is ABC Fitness Firm. 20 00:02:16,480 --> 00:02:18,560 [uplifting music playing] 21 00:02:25,160 --> 00:02:26,920 [Sharks laugh] 22 00:02:29,360 --> 00:02:33,200 Okay. ABC Fitness Firm offers a programme 23 00:02:53,560 --> 00:02:55,400 equal to the cost of two pizzas 24 00:02:55,480 --> 00:02:58,640 to kids between the ages of 4 to 6. 25 00:02:58,760 --> 00:02:59,720 Wow! 26 00:03:00,320 --> 00:03:03,400 We have 85 certified coaches 27 00:03:03,680 --> 00:03:06,480 who have played at the state and national levels. 28 00:03:06,600 --> 00:03:11,000 We teach basketball, badminton, tennis, gymnastics 29 00:03:11,080 --> 00:03:12,360 and a variety of sports. 30 00:03:12,600 --> 00:03:15,080 [upbeat music playing] 31 00:03:16,000 --> 00:03:19,440 I take great pride in saying that the kids we have trained 32 00:03:19,520 --> 00:03:22,800 have reached state, national as well as international levels. 33 00:03:22,880 --> 00:03:23,800 Fantastic. 34 00:03:25,720 --> 00:03:27,920 Sharks, would you like to meet some of our students? 35 00:03:28,000 --> 00:03:29,760 Yes, certainly. 36 00:03:30,040 --> 00:03:32,000 [balls thumping] 37 00:03:32,320 --> 00:03:35,480 - By the way, my kids are their students. - Wow! 38 00:03:35,560 --> 00:03:38,400 I am in their league. 39 00:03:40,160 --> 00:03:41,520 Wow! 40 00:03:43,240 --> 00:03:44,080 - Hey, kids. - Hello. 41 00:03:44,160 --> 00:03:45,240 - Hi, Sharks. - Hi. 42 00:03:45,320 --> 00:03:47,320 - How are you? - We're good. 43 00:03:52,960 --> 00:03:54,200 Gosh! 44 00:03:54,960 --> 00:03:55,920 Lord! 45 00:03:56,600 --> 00:03:59,480 If you win, you get loads of chocolates! 46 00:03:59,840 --> 00:04:01,480 [playful music playing] 47 00:04:08,800 --> 00:04:10,360 So, Sharks, are you up for the challenge? 48 00:04:10,440 --> 00:04:11,520 Yes, let's do it. 49 00:04:11,640 --> 00:04:13,720 [Bollywood song playing] 50 00:04:17,120 --> 00:04:18,760 You're three. One of you can join them. 51 00:04:18,840 --> 00:04:20,760 - Now, it's four each. - Okay. 52 00:04:20,840 --> 00:04:23,200 [song playing] 53 00:04:23,520 --> 00:04:24,920 Let's go, Aman! 54 00:04:31,160 --> 00:04:33,720 [suspenseful music playing] 55 00:04:35,960 --> 00:04:37,880 - Whoa! - Whoa! 56 00:04:38,040 --> 00:04:39,680 Well done! 57 00:04:40,240 --> 00:04:41,400 - Thank you. - You got the ball in. 58 00:04:41,480 --> 00:04:42,800 I thought you were joking! 59 00:04:45,040 --> 00:04:46,520 - Oh! - Oh! 60 00:04:49,160 --> 00:04:50,840 - Whoa! - Whoa! 61 00:04:50,920 --> 00:04:52,800 Well done, Vineeta. 62 00:04:56,400 --> 00:04:57,440 - Oops! - Oh. 63 00:04:57,520 --> 00:04:58,440 Give it here. 64 00:04:58,560 --> 00:04:59,320 Come on, Peyush. 65 00:04:59,400 --> 00:05:01,000 - He's a stud. - Here? 66 00:05:02,360 --> 00:05:03,760 - Oh! - Oh! 67 00:05:03,840 --> 00:05:06,280 - I scored a point. - No problem, come on. 68 00:05:06,360 --> 00:05:08,360 Come on... 69 00:05:08,440 --> 00:05:09,960 - Oh, no! - Oh! 70 00:05:11,440 --> 00:05:12,640 Come on, Anupam. 71 00:05:13,520 --> 00:05:16,040 - No problem. - Your turn. 72 00:05:16,120 --> 00:05:17,520 Anirudh! 73 00:05:17,840 --> 00:05:19,440 - Let's go, man! - Come on, Anirudh! 74 00:05:19,680 --> 00:05:21,760 - Oh, no! I missed. - [Sharks rejoice] 75 00:05:21,880 --> 00:05:24,560 Vineeta and Aman bring victory to their team 76 00:05:24,640 --> 00:05:27,280 - with a brilliant performance. - Well played... 77 00:05:27,360 --> 00:05:28,800 - Well played... - Well played. 78 00:05:28,880 --> 00:05:30,800 - We'll take equity. Don't worry. - Bye. 79 00:05:31,720 --> 00:05:34,000 Hey, chocolates! Hello! Where are the chocolates? 80 00:05:34,080 --> 00:05:35,760 Ask Anirudh. 81 00:05:35,840 --> 00:05:36,760 Cheating! 82 00:05:36,880 --> 00:05:38,920 Good. Well played. Thank you, kids. 83 00:05:39,000 --> 00:05:40,640 [music playing] 84 00:05:47,280 --> 00:05:50,080 Have you both studied or did you spend all your time playing sports? 85 00:05:50,160 --> 00:05:51,480 - Sir, we're engineers. - Yes. 86 00:05:51,560 --> 00:05:52,720 Gosh! 87 00:05:52,840 --> 00:05:53,840 Which means you didn't study! 88 00:05:53,920 --> 00:05:56,400 [unanimous laughter] 89 00:05:57,560 --> 00:06:00,120 - Where did you pursue engineering? - Pune University, sir. 90 00:06:00,200 --> 00:06:01,280 What did you do after that? 91 00:06:01,360 --> 00:06:03,760 Sir, I took a year to choose my career path. 92 00:06:04,040 --> 00:06:06,000 [unanimous laughter] 93 00:06:07,640 --> 00:06:08,600 After that? 94 00:06:08,800 --> 00:06:11,920 - I was a home tutor. - Okay. 95 00:06:12,000 --> 00:06:13,760 There was a ground in that society. 96 00:06:13,840 --> 00:06:15,880 I used to go there half an hour before the class 97 00:06:15,960 --> 00:06:18,720 - just to play. I had no intention of teaching. - Okay. 98 00:06:31,920 --> 00:06:34,080 - I started teaching kids. - Nice. 99 00:06:34,160 --> 00:06:36,920 Slowly, the number grew from 5 to 50 kids. 100 00:06:37,000 --> 00:06:40,760 I knew I couldn't manage it alone and so, I built a team. 101 00:06:40,840 --> 00:06:41,720 Okay. 102 00:06:51,920 --> 00:06:53,440 - [indistinct mumbling] - Wow! 103 00:06:53,520 --> 00:06:56,040 - Lovely! I salute you. - Very nice. 104 00:06:57,720 --> 00:06:58,760 Good job. 105 00:06:59,200 --> 00:07:00,560 What did you study, Roshan? 106 00:07:00,680 --> 00:07:03,640 - I, too, studied engineering from Yavatmal, sir. - Okay. 107 00:07:03,800 --> 00:07:06,600 I also was jobless for a year after that. 108 00:07:06,760 --> 00:07:08,480 Is this a common trait? 109 00:07:08,560 --> 00:07:10,960 - No, I couldn't find a job. - Sir... 110 00:07:11,040 --> 00:07:15,240 In India, after pursuing engineering one decides what he wishes to do. 111 00:07:15,360 --> 00:07:17,640 True. Very true. 112 00:07:19,200 --> 00:07:21,320 - Where did you meet him? - He's my first cousin. 113 00:07:21,440 --> 00:07:22,600 Oh, nice! Okay. 114 00:07:24,040 --> 00:07:27,800 I decided to convert my passion into my business and career. 115 00:07:27,880 --> 00:07:30,400 Our main focus is the pro leagues. 116 00:07:30,560 --> 00:07:33,320 As Namita mentioned earlier, she was a team owner. 117 00:07:33,480 --> 00:07:35,480 [uplifting music playing] 118 00:07:39,920 --> 00:07:42,960 Sir, pro league is a new concept to give opportunities to children. 119 00:07:43,040 --> 00:07:45,160 It adopts the same format as IPL, but it's for international players. 120 00:07:45,240 --> 00:07:47,840 But what about kids who play in alleys at the local level? 121 00:07:47,920 --> 00:07:49,640 We gave them a platform. 122 00:07:49,760 --> 00:07:51,440 The child gets to play in a tournament. 123 00:07:51,560 --> 00:07:53,280 The matches are telecast live. 124 00:07:53,360 --> 00:07:56,320 [uplifting music playing] 125 00:07:56,600 --> 00:07:59,280 We wish for it to air on channels like Star Sports 126 00:07:59,400 --> 00:08:01,240 which telecasts matches of renowned sportspersons. 127 00:08:06,240 --> 00:08:07,080 Alright. 128 00:08:14,200 --> 00:08:16,600 My husband and I were one of the team owners. 129 00:08:17,880 --> 00:08:20,160 - I must say that my experience was very positive. - Wow. 130 00:08:20,280 --> 00:08:22,400 Luckily, Namita's children were also playing in the tournament. 131 00:08:22,480 --> 00:08:24,880 - Yes, of course. - How much did you buy the team for? 132 00:08:25,200 --> 00:08:26,520 I won't tell you! 133 00:08:26,720 --> 00:08:28,520 [laughs] 134 00:08:29,800 --> 00:08:32,120 Kids work harder because of the pro leagues. 135 00:08:32,240 --> 00:08:34,520 Out of three kids, one has played at the nationals 136 00:08:34,600 --> 00:08:35,560 and the other at the state level. 137 00:08:35,640 --> 00:08:36,480 Wow. 138 00:08:37,720 --> 00:08:41,120 How many state and national level players have you churned out? 139 00:08:41,240 --> 00:08:42,960 Sir, 5 to 10% of our students 140 00:08:49,960 --> 00:08:51,720 - Mainly basketball and tennis. - Okay. 141 00:08:51,840 --> 00:08:53,720 Is basketball big in India? 142 00:08:53,800 --> 00:08:56,280 Sir, it remains the fifth-largest game played in India. 143 00:08:56,360 --> 00:08:58,200 - Wow! - Leagues for kho kho exist, 144 00:08:58,280 --> 00:08:59,920 but there's no focus on basketball. 145 00:09:02,280 --> 00:09:05,120 It's because no one has played on a big level yet. 146 00:09:14,800 --> 00:09:15,920 Then there are office expenses. 147 00:09:16,000 --> 00:09:18,280 We make a guaranteed profit from Rs. 25 lakhs though. 148 00:09:18,360 --> 00:09:19,640 How much do you earn in pro leagues? 149 00:09:19,720 --> 00:09:22,520 We made Rs. 1.5 to Rs. 2 lakhs in the first pro league itself. 150 00:09:22,680 --> 00:09:24,440 Roshan and Anirudh, may I ask you something? 151 00:09:24,520 --> 00:09:26,720 - Yes, sir. - The biggest problem here 152 00:09:26,920 --> 00:09:28,400 is how you will scale the business. 153 00:09:28,480 --> 00:09:31,720 I need to appoint ABC heads like me for all the centres. 154 00:09:31,920 --> 00:09:34,880 I need to acquire talent from top B.P.Ed colleges 155 00:09:34,960 --> 00:09:36,880 and colleges that offer physical education, 156 00:09:37,120 --> 00:09:41,000 and appoint them in my offices in different cities. 157 00:09:41,080 --> 00:09:43,600 I want to make a team for society acquisitions as well. 158 00:09:43,680 --> 00:09:45,280 This is our plan. 159 00:09:45,480 --> 00:09:46,400 Got it. 160 00:09:46,920 --> 00:09:50,400 This is a tough business in terms of scaling. 161 00:09:50,480 --> 00:09:52,520 It will be a profitable business for sure. 162 00:09:52,640 --> 00:09:55,120 And maybe, it will even grow 163 00:09:55,440 --> 00:09:57,560 but the growth will be linear, not exponential. 164 00:09:58,800 --> 00:10:00,320 So, I am out. 165 00:10:02,800 --> 00:10:03,640 Best of luck. 166 00:10:03,720 --> 00:10:07,000 - If you could bring a sporting culture to India... - Yes. 167 00:10:07,080 --> 00:10:08,720 - It would be praiseworthy. - Yes. 168 00:10:08,800 --> 00:10:10,880 - Thank you so much, ma'am. - Thank you, ma'am. 169 00:10:11,000 --> 00:10:15,440 I really liked what you said about employing 85 people. 170 00:10:16,960 --> 00:10:19,520 You're doing a great job letting kids play 171 00:10:19,600 --> 00:10:21,600 because they are under immense pressure to study. 172 00:10:21,680 --> 00:10:25,000 One thing is still not clear to me, which is why I am out. 173 00:10:26,480 --> 00:10:28,520 You haven't expanded beyond Pune. 174 00:10:28,880 --> 00:10:31,200 Unless you expand beyond the local level, 175 00:10:31,280 --> 00:10:33,480 you can't identify the problem areas. 176 00:10:33,840 --> 00:10:36,360 This is an unknown area of which I have no knowledge. 177 00:10:36,680 --> 00:10:38,040 So, I am out, 178 00:10:38,120 --> 00:10:39,840 - but all the best, guys. - No problem. 179 00:10:39,920 --> 00:10:41,240 - Thank you. - Thank you, sir. 180 00:10:41,520 --> 00:10:47,040 Look. If you wish to do something big in India in the field of sports, 181 00:10:47,240 --> 00:10:49,760 then you must get politically associated with 182 00:10:49,840 --> 00:10:54,160 the Basketball Federation of India and work closely with them 183 00:10:54,320 --> 00:10:57,280 to figure out how to develop it at the grassroots level. 184 00:10:57,400 --> 00:10:58,240 Correct? 185 00:10:58,360 --> 00:11:02,920 I don't see that you'll somehow start working with these people. 186 00:11:03,280 --> 00:11:05,680 Okay? You didn't even mention it. 187 00:11:05,920 --> 00:11:09,440 I'm a member of the local association in Pune. 188 00:11:09,720 --> 00:11:12,000 You spoke of political associations. 189 00:11:12,080 --> 00:11:14,520 I have already taken a step in that direction. 190 00:11:14,640 --> 00:11:16,440 If we can take our vision to the government 191 00:11:16,520 --> 00:11:18,920 - and convince them we can do this, then it will happen. - I agree. 192 00:11:19,000 --> 00:11:20,720 Work in that direction for a year or two, 193 00:11:20,800 --> 00:11:21,960 and then things might work out. 194 00:11:22,040 --> 00:11:24,880 I'm happy to join hands, but I don't see it happening today. 195 00:11:24,960 --> 00:11:25,800 So, I'm out. 196 00:11:25,880 --> 00:11:27,680 [intense music playing] 197 00:11:27,800 --> 00:11:29,720 Is the projected sales for this year Rs. 3 crores? 198 00:11:29,800 --> 00:11:32,200 It is projected at Rs. 4.5 crores. 199 00:11:32,280 --> 00:11:34,320 - What's your profit? - 40%. 200 00:11:34,400 --> 00:11:36,240 - You make 40% profit! - Yes. 201 00:11:38,560 --> 00:11:40,320 What is your cost break up? 202 00:11:40,520 --> 00:11:42,040 We've kept a fixed share for the coaches. 203 00:11:42,120 --> 00:11:44,200 So, 45% goes to them. 204 00:11:44,400 --> 00:11:45,760 - Of the revenue? - Yes. [in unison] 205 00:11:45,840 --> 00:11:49,640 - So, Rs. 12 lakhs out of 25 goes to the coaches. - Yes. 206 00:11:49,760 --> 00:11:51,800 5% towards maintenance... 207 00:11:52,080 --> 00:11:53,480 - For? - For society grounds. 208 00:11:53,680 --> 00:11:57,120 - Okay. - And 5% is for the tournament expenses. 209 00:11:57,200 --> 00:11:58,440 What will next year's revenue be? 210 00:11:58,520 --> 00:12:00,880 Our target is around Rs. 6 crores. 211 00:12:01,280 --> 00:12:03,200 [intense music playing] 212 00:12:03,280 --> 00:12:06,000 Sir, if you came on board, I could turn that 6 into Rs. 60 crores! 213 00:12:06,080 --> 00:12:07,160 How can I contribute? 214 00:12:07,240 --> 00:12:09,560 - I missed the shot! - You can help us scale up. 215 00:12:09,640 --> 00:12:11,960 If you join us, we could extend our reach. 216 00:12:12,080 --> 00:12:13,480 Let me make you an offer. 217 00:12:13,560 --> 00:12:15,600 [intense music playing] 218 00:12:16,080 --> 00:12:18,240 The business is at an early stage. 219 00:12:18,640 --> 00:12:22,000 But I see you have a fighting spirit. 220 00:12:23,280 --> 00:12:27,000 I will give you Rs. 40 lakhs but I want 10% of the business. 221 00:12:32,000 --> 00:12:33,040 This will take 10 years. 222 00:12:33,120 --> 00:12:35,760 You need to start now as it requires extensive groundwork. 223 00:12:35,840 --> 00:12:37,680 It will take a lot of hard work to make this big. 224 00:12:37,760 --> 00:12:40,160 I am interested because your vision is big, 225 00:12:40,320 --> 00:12:41,240 as well as for the sport. 226 00:12:41,320 --> 00:12:43,680 I've only played one sport in my life... 227 00:12:43,880 --> 00:12:45,240 I was only good at basketball. 228 00:12:45,320 --> 00:12:46,560 - I think this is... - Oh! 229 00:12:46,680 --> 00:12:47,720 - Wonderful... - Soft corner. 230 00:12:47,800 --> 00:12:49,600 I'm a champion even though I don't play. 231 00:12:52,000 --> 00:12:55,120 I decided to support you for the cause 232 00:12:55,200 --> 00:12:56,920 in case you didn't get an offer. 233 00:12:57,200 --> 00:12:58,520 But in my opinion, 234 00:12:58,960 --> 00:13:02,800 Rs. 40 lakhs for 10% is an amazing offer. 235 00:13:03,040 --> 00:13:04,920 And for that reason, I'm out. 236 00:13:06,880 --> 00:13:11,520 But as a sponsor, a mentor and a team owner, I'm always there. 237 00:13:11,720 --> 00:13:13,320 - Thank you so much, ma'am. - That leaves you with one Shark. 238 00:13:13,400 --> 00:13:14,800 Talk to Peyush. 239 00:13:16,240 --> 00:13:18,600 - Could you give us two minutes? - Yes, please. 240 00:13:18,720 --> 00:13:21,200 [intense music playing] 241 00:13:24,560 --> 00:13:26,360 Peyush, they are good guys. 242 00:13:26,600 --> 00:13:29,680 It's a profitable and good business. 243 00:13:29,760 --> 00:13:30,880 It's good. 244 00:13:31,200 --> 00:13:34,560 Let's negotiate and try to get the deal at 5%. 245 00:13:34,880 --> 00:13:36,800 [intense music playing] 246 00:13:39,440 --> 00:13:42,480 Anirudh and Roshan have returned to the pavilion 247 00:13:42,560 --> 00:13:45,400 - with a counteroffer for Peyush. Yes? - Sir... 248 00:13:45,480 --> 00:13:47,400 Can we settle at 6%, sir? 249 00:13:51,800 --> 00:13:53,800 I can't go any lower than this. 250 00:13:53,880 --> 00:13:55,960 He's adamant and sticks to Rs. 40 lakhs at 10%. 251 00:13:56,040 --> 00:13:58,920 - You say Rs. 40 lakhs at 6%. - Sir, don't put us under pressure! 252 00:13:59,000 --> 00:14:00,480 [laughs] 253 00:14:00,640 --> 00:14:01,960 You play so many sports, 254 00:14:02,040 --> 00:14:03,800 but isn't pressure a part of our lives? 255 00:14:06,040 --> 00:14:07,520 This is the final offer. 256 00:14:07,760 --> 00:14:09,920 [intense music playing] 257 00:14:18,840 --> 00:14:20,840 - But you need to make this business big. - Yes. 258 00:14:20,920 --> 00:14:22,120 - It's in the early stage. - Yes. 259 00:14:22,200 --> 00:14:24,520 - And stay the course. - Yes. 260 00:14:24,600 --> 00:14:28,080 - Take it to societies in Gurgaon and Bengaluru. - Yes. 261 00:14:28,200 --> 00:14:29,800 - But we'll make it a big business. - Yes. 262 00:14:29,880 --> 00:14:32,080 [euphoric music playing] 263 00:14:32,600 --> 00:14:35,080 The average height of this deal is more than 6 feet! 264 00:14:35,200 --> 00:14:36,400 [chuckles] 265 00:14:36,480 --> 00:14:37,560 Thank you so much, sir. 266 00:14:37,760 --> 00:14:39,440 - Thank you so much. - Thank you, Anirudh. 267 00:14:39,520 --> 00:14:40,680 - Thank you, Roshan. - Thank you so much. 268 00:14:40,760 --> 00:14:42,720 - Thank you so much. - Well done. 269 00:14:42,920 --> 00:14:45,280 [euphoric music playing] 270 00:14:50,400 --> 00:14:52,080 [bubbles rising] 271 00:14:52,200 --> 00:14:54,440 [theme music playing] 272 00:15:17,040 --> 00:15:19,840 [theme music fading] 273 00:15:20,000 --> 00:15:20,920 Dear, Sharks. 274 00:15:21,080 --> 00:15:22,560 Everyone dreams big. 275 00:15:22,640 --> 00:15:24,520 But there are many people in the world 276 00:15:24,600 --> 00:15:27,600 who don't have the means to fulfil their dreams. 277 00:15:28,360 --> 00:15:31,400 Education and skills development is the only way 278 00:15:31,480 --> 00:15:33,040 by which a child from an ordinary family 279 00:15:33,120 --> 00:15:35,800 can turn his life as well as the lives of those in his family around. 280 00:15:35,880 --> 00:15:38,280 These days, with the help of a computer, 281 00:15:38,400 --> 00:15:40,840 a student can attain the highest quality of education 282 00:15:40,920 --> 00:15:43,120 despite the geographical boundaries, 283 00:15:43,280 --> 00:15:47,880 reducing the cost of education by a phenomenal 85%. 284 00:15:47,960 --> 00:15:50,600 Our country's national education policy 285 00:15:50,760 --> 00:15:53,320 has made digital literacy compulsory. 286 00:15:53,560 --> 00:15:55,800 Sharks, everyone talks about 287 00:15:55,960 --> 00:16:00,120 online education, digital learning and digital India. 288 00:16:00,400 --> 00:16:02,680 But even today, in our country, 289 00:16:12,920 --> 00:16:14,000 Why so? 290 00:16:15,080 --> 00:16:16,560 The first reason is 291 00:16:16,760 --> 00:16:19,920 that the laptops available in the market are really expensive. 292 00:16:20,040 --> 00:16:21,320 The second reason is 293 00:16:21,400 --> 00:16:24,360 we can't use Android apps on Windows-based laptops. 294 00:16:24,440 --> 00:16:26,920 Whereas all the learning takes place on Android apps. 295 00:16:28,160 --> 00:16:32,680 So, Sharks, we came up Primebook to solve this problem. 296 00:16:32,760 --> 00:16:34,600 [uplifting music playing] 297 00:16:35,120 --> 00:16:37,240 It's the first of its kind Android laptop 298 00:16:37,320 --> 00:16:39,560 that is productive and digitally safe. 299 00:16:39,640 --> 00:16:42,200 And this laptop is as affordable as a mobile phone. 300 00:16:44,240 --> 00:16:47,840 Sharks, you must be thinking that we are just a hardware company. 301 00:16:47,920 --> 00:16:50,240 But no, the true magic of the Primebook 302 00:16:50,360 --> 00:16:52,800 is its made in India 303 00:16:52,920 --> 00:16:55,640 innovative operating system, Prime OS. 304 00:17:11,000 --> 00:17:13,200 we started sales just two months ago. 305 00:17:13,320 --> 00:17:16,640 And we have already sold to a few edtech companies and NGOs. 306 00:17:16,720 --> 00:17:17,640 Wow. 307 00:17:18,600 --> 00:17:20,600 Sharks, Primebook is a vision 308 00:17:20,840 --> 00:17:23,760 to provide 23 crore Indian kids with a laptop. 309 00:17:35,040 --> 00:17:38,280 We ask you for a lot of guidance 310 00:17:38,360 --> 00:17:39,640 and Rs. 75 lakhs 311 00:17:46,800 --> 00:17:48,640 Okay, tell us about it. 312 00:17:48,720 --> 00:17:51,160 You're all from different cities. How did you meet? 313 00:17:51,240 --> 00:17:53,200 Aman and I 314 00:17:53,320 --> 00:17:56,920 - graduated from IIT Delhi in 2015. - Okay. 315 00:17:57,000 --> 00:17:58,520 We were roommates. 316 00:17:58,600 --> 00:18:00,920 We were lucky to stumble upon Umang. 317 00:18:01,080 --> 00:18:04,080 I once visited a college as a speaker. 318 00:18:04,240 --> 00:18:05,640 Oh, my! 319 00:18:05,720 --> 00:18:07,680 Speaker! Lovely! That's fascinating! 320 00:18:07,800 --> 00:18:09,040 [Sharks laugh] 321 00:18:09,480 --> 00:18:11,360 We met Umang there. 322 00:18:11,480 --> 00:18:14,760 Pankaj joined us six months later through a common connection. 323 00:18:17,000 --> 00:18:18,400 What is each one's role? 324 00:18:18,480 --> 00:18:19,640 I'm the CEO. 325 00:18:19,800 --> 00:18:20,880 CEO, okay. 326 00:18:21,000 --> 00:18:22,120 I'm the CTO. 327 00:18:22,320 --> 00:18:24,400 - I'm the business head. - And COO. 328 00:18:24,480 --> 00:18:26,120 - Are you loving the titles? - Yes. 329 00:18:26,960 --> 00:18:28,320 - Yes, - We're indifferent. 330 00:18:28,400 --> 00:18:30,200 Tell us your equity structure. 331 00:18:30,280 --> 00:18:31,280 I hold 20%. 332 00:18:35,400 --> 00:18:36,800 10% ESOP and 30% investors. 333 00:18:36,960 --> 00:18:37,960 How big is the team? 334 00:18:38,040 --> 00:18:39,080 We're a team of 14 people. 335 00:18:39,160 --> 00:18:40,720 How many are developers among them? 336 00:18:40,840 --> 00:18:42,000 - 5. - Tell me something. 337 00:19:00,040 --> 00:19:04,080 You have the same dream but with a new perspective. 338 00:19:04,160 --> 00:19:05,760 Why is that so? 339 00:19:05,920 --> 00:19:08,680 Because it has many alternatives. 340 00:19:09,760 --> 00:19:12,160 - We have a theory, sir. - Yes. 341 00:19:12,280 --> 00:19:15,320 Back in the 80s when computers came into the market, 342 00:19:15,400 --> 00:19:18,640 - they were majorly used by scientists and researchers. - True. 343 00:19:18,720 --> 00:19:22,480 When Windows came out in 2000, they expanded into businesses. 344 00:19:22,600 --> 00:19:25,720 2020 saw a new category of users. 345 00:19:25,920 --> 00:19:26,960 That's students. 346 00:19:27,160 --> 00:19:28,920 There ought to be a new category of laptops 347 00:19:29,000 --> 00:19:31,120 to serve this category of users. 348 00:19:31,240 --> 00:19:33,880 The entire education ecosystem is on Android. 349 00:19:34,360 --> 00:19:36,200 Laptop is a better form factor. 350 00:19:36,560 --> 00:19:39,560 We merged them into one to form a new category. 351 00:19:41,200 --> 00:19:43,520 What are the benefits of your Android laptop? 352 00:19:44,520 --> 00:19:45,800 The first is the app ecosystem. 353 00:19:57,960 --> 00:20:00,160 Windows is not designed in a manner 354 00:20:00,240 --> 00:20:02,480 that you can run its software seamlessly. 355 00:20:02,560 --> 00:20:05,080 Okay. You basically converted a phone into a laptop. 356 00:20:05,160 --> 00:20:05,960 Am I right? 357 00:20:06,040 --> 00:20:07,040 Yes, in a way. 358 00:20:07,600 --> 00:20:08,880 What is the price of your product? 359 00:20:08,960 --> 00:20:10,840 - Rs. 15,000? - Okay. 360 00:20:11,160 --> 00:20:13,560 Sir, if you allow us, we wanted to show you a demo. 361 00:20:13,640 --> 00:20:15,160 Yes, that sounds great. 362 00:20:15,480 --> 00:20:17,720 [uplifting music playing] 363 00:20:19,360 --> 00:20:24,320 This is the world's first 4G enabled Android laptop. 364 00:20:24,440 --> 00:20:27,120 It comes with an 11.6 inch HD screen, 365 00:20:27,320 --> 00:20:29,080 12 hours of battery life, 366 00:20:29,280 --> 00:20:30,400 4GB RAM, 367 00:20:30,480 --> 00:20:34,520 64GB internal storage expandable up to 200 GB, 368 00:20:34,720 --> 00:20:36,400 all the necessary ports, 369 00:20:36,480 --> 00:20:39,960 and most importantly, 4G SIM connectivity. 370 00:20:40,120 --> 00:20:41,080 Wow! 371 00:20:41,160 --> 00:20:43,080 [music playing] 372 00:20:43,640 --> 00:20:46,960 It has all the apps a student needs for productive learning 373 00:20:47,040 --> 00:20:48,760 in a multi-window framework. 374 00:20:48,920 --> 00:20:50,720 [music playing] 375 00:20:50,960 --> 00:20:52,800 It's like a normal laptop. 376 00:20:53,000 --> 00:20:53,960 Exactly, sir. 377 00:20:55,360 --> 00:20:58,280 Prime OS has its own App Store 378 00:21:11,720 --> 00:21:13,360 - May we test it? - Sure. 379 00:21:13,480 --> 00:21:14,920 It'll help us gauge the product. 380 00:21:15,880 --> 00:21:19,320 The second most important feature is MDM. 381 00:21:26,720 --> 00:21:28,200 You can manage apps. 382 00:21:28,320 --> 00:21:30,960 Whitelist or blacklist them. 383 00:21:31,200 --> 00:21:33,200 [intense music playing] 384 00:21:37,040 --> 00:21:40,480 Can Excel for Android be used on the laptop? 385 00:21:40,560 --> 00:21:42,720 Or is it made keeping the phone interface in mind? 386 00:21:42,800 --> 00:21:45,240 Windows has shortcuts and keyboard shortcuts 387 00:21:45,320 --> 00:21:46,720 for use on the laptop also. 388 00:21:46,880 --> 00:21:48,280 - For Android? - Yes. 389 00:21:48,360 --> 00:21:49,800 - It can be easily used. - Okay. 390 00:21:50,280 --> 00:21:53,680 I used the laptop. It felt like a normal laptop to me. 391 00:21:54,880 --> 00:21:59,080 - Right. - Opening and closing apps is slower. 392 00:22:00,560 --> 00:22:02,560 But otherwise, it seems like a normal laptop. 393 00:22:02,640 --> 00:22:04,840 That's the best feature, the learning curve is small. 394 00:22:04,920 --> 00:22:07,280 Chitranshu, as a parent, 395 00:22:07,560 --> 00:22:10,800 if I'm getting Lenovo for Rs. 21,500 396 00:22:10,880 --> 00:22:12,880 and your product for a mere Rs. 6000 less... 397 00:22:12,960 --> 00:22:14,080 Not 6000. It's 15,000. 398 00:22:14,200 --> 00:22:16,280 - No, he's selling it at Rs. 15,000. - For 6000 less. 399 00:22:16,360 --> 00:22:19,000 - Yes. 6000 less. Oh! I get it. - Cheaper by 6000. 400 00:22:20,480 --> 00:22:23,600 Why would I buy your product for my child 401 00:22:23,760 --> 00:22:25,880 versus an existing player in the market? 402 00:22:25,960 --> 00:22:27,320 Convince me. 403 00:22:28,400 --> 00:22:30,160 Children's favourite apps are on Android. 404 00:22:30,240 --> 00:22:32,440 They've had no exposure to Windows. 405 00:22:32,680 --> 00:22:35,840 So, their favourite Android apps are available on Primebook. 406 00:22:37,240 --> 00:22:41,680 JioBook will come with a SIM card. It's similar. 407 00:22:41,760 --> 00:22:43,920 They will eat you up! 408 00:22:45,320 --> 00:22:47,120 No. We are prepared, ma'am. 409 00:22:47,480 --> 00:22:49,960 We'll enter into a partnership with a telco 410 00:23:03,360 --> 00:23:04,400 [laughs] 411 00:23:04,480 --> 00:23:05,840 I love that answer. 412 00:23:06,960 --> 00:23:09,200 Innocence is good. 413 00:23:09,280 --> 00:23:11,240 Is this innocence or foolishness? 414 00:23:11,440 --> 00:23:12,880 Stay hungry, stay foolish. 415 00:23:12,960 --> 00:23:14,760 [intense music playing] 416 00:23:15,640 --> 00:23:18,000 You have faith you'll do it. You're not afraid. 417 00:23:18,320 --> 00:23:20,160 [intense music playing] 418 00:23:21,200 --> 00:23:23,040 So, it is established this is a laptop 419 00:23:23,120 --> 00:23:24,720 and is priced at Rs. 15,000. 420 00:23:24,800 --> 00:23:27,480 Do you have any strategies to lower its price 421 00:23:27,560 --> 00:23:28,840 and what are they? 422 00:23:28,920 --> 00:23:32,560 To lower our prices, we must keep our margins fair. 423 00:23:41,400 --> 00:23:42,960 I will get money from them too. 424 00:23:43,040 --> 00:23:45,040 We can offer lower prices to consumers 425 00:23:45,160 --> 00:23:46,840 if we stick to the prebuilt ecosystem. 426 00:23:46,920 --> 00:23:47,800 Hmm. 427 00:23:47,880 --> 00:23:51,040 What is your production cost and can that be lowered? 428 00:23:51,120 --> 00:23:53,000 - Only through scaling, sir. - What is it currently? 429 00:23:53,120 --> 00:23:55,080 Our current margin is 35%. 430 00:23:55,160 --> 00:23:56,840 - Gross margin. - Yes. 431 00:23:56,920 --> 00:23:59,040 What would it come down to if you were to scale? 432 00:24:04,600 --> 00:24:07,840 So, the cost will go down from Rs. 15,000 to Rs. 13,500. 433 00:24:07,920 --> 00:24:09,920 - Yes, right. - Which is still expensive. 434 00:24:10,000 --> 00:24:11,960 [intense music playing] 435 00:24:12,040 --> 00:24:13,960 Would you be able to partner up for Rs. 5000? 436 00:24:14,040 --> 00:24:16,360 [intense music playing] 437 00:24:16,440 --> 00:24:19,440 It seems possible theoretically when we discussed it. 438 00:24:19,520 --> 00:24:24,000 But we didn't discuss reducing the cost by Rs. 5,000 on paper. 439 00:24:24,080 --> 00:24:26,160 The hardware... 440 00:24:26,400 --> 00:24:29,440 The biggest problem with hardware is its reliability. 441 00:24:30,960 --> 00:24:32,720 What will your aftersales service model be? 442 00:24:32,800 --> 00:24:35,320 Service network and hardware are sure to fail. 443 00:24:36,040 --> 00:24:39,800 Sir, we have divided India into two belts, north and south. 444 00:24:39,880 --> 00:24:42,120 We're currently serving 21,000 pin codes. 445 00:24:48,560 --> 00:24:50,360 How reliable is the hardware? 446 00:24:58,640 --> 00:25:00,600 Tell me a few things. I am interested. 447 00:25:01,640 --> 00:25:03,080 When will you start selling? 448 00:25:03,160 --> 00:25:04,200 We are already selling. 449 00:25:04,280 --> 00:25:06,440 - The quarter looks great. - How? 450 00:25:06,520 --> 00:25:08,200 We'll be selling 3000 laptops. 451 00:25:08,280 --> 00:25:10,160 - Nice. - Lovely. 452 00:25:10,280 --> 00:25:11,760 Our OAS licensing is in progress. 453 00:25:11,840 --> 00:25:13,520 The client is in South Africa. 454 00:25:13,640 --> 00:25:15,520 He has given a purchase order of 10,000 OAS. 455 00:25:15,600 --> 00:25:16,720 You will start selling the product. 456 00:25:16,800 --> 00:25:19,040 How many pieces will you be able to sell this quarter? 457 00:25:19,120 --> 00:25:20,200 We'll sell 3000 laptops. 458 00:25:20,320 --> 00:25:21,160 To whom? 459 00:25:22,040 --> 00:25:25,040 Sir, we'll sell to edtech companies and NGOs. 460 00:25:25,720 --> 00:25:28,720 How do you plan to sell it to the consumers directly? 461 00:25:28,800 --> 00:25:30,040 What's your strategy? 462 00:25:30,120 --> 00:25:30,920 Flipkart. 463 00:25:31,000 --> 00:25:32,080 What will the production look like? 464 00:25:41,960 --> 00:25:44,000 We raised Rs. 1 crore in 2018. 465 00:25:44,080 --> 00:25:45,120 What was the valuation? 466 00:26:01,520 --> 00:26:02,880 What's your monthly revenue? 467 00:26:02,960 --> 00:26:04,760 It was Rs. 20 lakhs last month. 468 00:26:04,840 --> 00:26:05,480 How? 469 00:26:05,560 --> 00:26:07,160 - We booked a purchase order. - Who is the client? 470 00:26:07,240 --> 00:26:08,360 It's iDream Education. 471 00:26:08,480 --> 00:26:10,560 They wish to buy your product instead of Lenovo. 472 00:26:10,640 --> 00:26:12,400 It's because their app is Android based. 473 00:26:12,600 --> 00:26:13,560 I'll make an offer. 474 00:26:15,560 --> 00:26:18,120 - Wow! - Very good. - You're getting an offer. 475 00:26:18,600 --> 00:26:21,120 I don't wish to negotiate much with you. 476 00:26:21,400 --> 00:26:24,080 You asked for Rs. 75 lakhs in exchange for 1.5% equity. 477 00:26:24,480 --> 00:26:25,960 I will give you a logical offer. 478 00:26:27,400 --> 00:26:28,880 Rs. 75 lakhs... 479 00:27:08,320 --> 00:27:09,920 I'll give you an idea. 480 00:27:10,000 --> 00:27:13,400 Make a counteroffer with all five Sharks on board. 481 00:27:14,400 --> 00:27:16,760 - I'm not a part of that deal. - Okay. 482 00:27:17,400 --> 00:27:19,280 Oh! [chuckles] 483 00:27:19,400 --> 00:27:21,600 Why? Will you go rogue? 484 00:27:21,680 --> 00:27:23,240 Yes, I will. [chuckles] 485 00:27:23,320 --> 00:27:26,000 [intense music playing] 486 00:27:26,640 --> 00:27:29,520 - Come on, it's time to decide... - Wait a minute! 487 00:27:32,200 --> 00:27:34,560 What about Namita's offer? 488 00:27:34,680 --> 00:27:35,560 No, I'm out. 489 00:27:36,600 --> 00:27:39,720 I believe if this product is to be taken to the masses, 490 00:27:40,880 --> 00:27:42,160 pricing is a big issue. 491 00:27:43,160 --> 00:27:46,080 Unless you don't lower the price by about Rs. 6000, 492 00:27:46,160 --> 00:27:47,240 I don't have the confidence. 493 00:27:47,320 --> 00:27:48,040 - Thank you, ma'am. - Thank you. 494 00:27:48,120 --> 00:27:50,200 - Thank you. We'd like to discuss this. - Sure. 495 00:27:50,640 --> 00:27:53,360 [tense music playing] 496 00:28:04,120 --> 00:28:05,800 All my stores need laptops. 497 00:28:08,400 --> 00:28:10,640 - Okay. Welcome back, guys. - Thank you. 498 00:28:10,720 --> 00:28:12,600 [tense music playing] 499 00:28:12,680 --> 00:28:14,440 Sharks, we'll make a counteroffer. 500 00:28:14,520 --> 00:28:16,560 [tense music playing] 501 00:28:16,680 --> 00:28:18,160 It's a very genuine offer. 502 00:28:18,240 --> 00:28:19,240 - Let's seal... - Oh! 503 00:28:19,320 --> 00:28:21,640 It's evident from your face, Chitranshu. 504 00:28:31,800 --> 00:28:33,280 At a higher valuation than the previous rounds. 505 00:28:33,360 --> 00:28:35,240 [intense music playing] 506 00:28:35,320 --> 00:28:36,720 Our valuation is higher. 507 00:28:36,800 --> 00:28:39,400 We're offering you a higher valuation than the previous... 508 00:28:39,480 --> 00:28:41,720 I'll match the offer. Rs. 75 lakhs for 3% equity. 509 00:28:47,280 --> 00:28:48,680 Do you want all the Sharks in? 510 00:28:48,760 --> 00:28:50,000 You or anyone... 511 00:28:50,080 --> 00:28:51,480 I agree to Rs. 75 lakhs for 2.5% equity. 512 00:28:56,040 --> 00:28:57,360 [clapping] 513 00:29:04,400 --> 00:29:06,040 - Which Shark do you want? - Hang on, please. 514 00:29:06,120 --> 00:29:08,040 - Wait a minute... - 3%, take them both. 515 00:29:08,160 --> 00:29:09,560 I'm good with Flipkart and Amazon. 516 00:29:09,680 --> 00:29:10,880 - What chaos! - [indistinct chatter] 517 00:29:10,960 --> 00:29:12,680 Guys, hold on! 518 00:29:14,880 --> 00:29:17,640 Sir, Rs. 75 lakhs for 3% equity with you two on board. 519 00:29:17,800 --> 00:29:18,880 - Okay, done. - Done. 520 00:29:25,040 --> 00:29:26,600 You had already written the cheque! 521 00:29:26,760 --> 00:29:29,360 [euphoric music playing] 522 00:29:30,680 --> 00:29:33,040 Guys, he will help with the hardware 523 00:29:33,120 --> 00:29:34,720 - and I'll help with the software. - Okay, sir. 524 00:29:34,800 --> 00:29:36,000 Okay? Let's recreate 525 00:29:36,080 --> 00:29:38,360 - the operating system for India. - Sure. 526 00:29:38,440 --> 00:29:41,640 Let's revolutionise education in India with this laptop. [in unison] 527 00:29:41,720 --> 00:29:42,720 Well done. [clapping] 528 00:29:42,840 --> 00:29:44,480 Nice. Very nice. 529 00:29:45,200 --> 00:29:48,080 [euphoric music playing] 530 00:29:52,600 --> 00:29:55,960 The speed with which they sealed the deal had me baffled. 531 00:29:56,040 --> 00:29:57,720 I had agreed to 2.5%. 532 00:29:57,800 --> 00:29:59,920 - I matched it. - I secured the deal at 2.5%. 533 00:30:00,000 --> 00:30:02,080 They insisted they wanted us both on board. 534 00:30:02,160 --> 00:30:04,240 I have no idea what was going on. 535 00:30:04,320 --> 00:30:06,000 They were talking about 2.5%, 536 00:30:06,080 --> 00:30:08,840 and the next moment the deal is finalised at 3%! 537 00:30:08,920 --> 00:30:11,360 Anupam and Aman also agreed to 2.5%! 538 00:30:11,440 --> 00:30:13,640 I had no choice since you offered 2.5%. 539 00:30:27,320 --> 00:30:29,120 [ethereal music] 540 00:30:36,200 --> 00:30:38,440 [dramatic music] 541 00:30:47,320 --> 00:30:49,360 [ethereal music] 542 00:30:55,520 --> 00:30:58,680 Greetings, Sharks! Do you know 543 00:30:58,920 --> 00:31:01,720 that your kitchen is a treasure trove? 544 00:31:01,840 --> 00:31:03,680 - Eh! - Hmm! 545 00:31:03,800 --> 00:31:05,320 [laughing] 546 00:31:05,400 --> 00:31:07,520 People assume it to be a waste. 547 00:31:07,600 --> 00:31:10,080 It's 60% wet. 548 00:31:10,160 --> 00:31:12,600 Wet waste can be used as compost 549 00:31:12,680 --> 00:31:14,560 to nourish the soil. 550 00:31:14,640 --> 00:31:17,840 Then why do we send it to the landfill daily? 551 00:31:17,920 --> 00:31:20,200 To solve this problem, 552 00:31:20,320 --> 00:31:22,280 I started Daily Dump. 553 00:31:22,360 --> 00:31:24,880 [upbeat music] 554 00:31:31,080 --> 00:31:34,120 Daily Dump is an award-winning, design-led brand. 555 00:31:43,520 --> 00:31:44,880 Terrabite. 556 00:31:44,960 --> 00:31:47,560 It has made composting easy. 557 00:31:48,680 --> 00:31:49,960 Let me give you a demo. 558 00:31:50,040 --> 00:31:52,960 I'm holding kitchen waste. 559 00:31:55,040 --> 00:31:56,680 I'll empty the contents of the bowl. 560 00:31:56,840 --> 00:31:59,360 Now, I'll add magic remix powder to it. 561 00:32:00,800 --> 00:32:03,560 I'll sprinkle the powder over it. We have to do this daily. 562 00:32:03,640 --> 00:32:06,280 After 30 days, abracadabra! 563 00:32:06,360 --> 00:32:08,520 [upbeat music] 564 00:32:21,480 --> 00:32:24,480 You chose interesting names. Khamba, Terrabite... 565 00:32:24,560 --> 00:32:27,160 - Gobble! - Gobble? Wow! 566 00:32:27,240 --> 00:32:30,640 This is Gobble Senior and this is Gobble Junior! 567 00:32:30,720 --> 00:32:32,640 So sweet! [chuckling] 568 00:32:33,640 --> 00:32:36,720 - I started this business in the year 2006. - Wow! 569 00:32:36,800 --> 00:32:39,720 - It wasn't in demand back then. - Wow! 570 00:32:39,800 --> 00:32:42,920 We started a new category 571 00:32:43,000 --> 00:32:45,640 and also built the demand for it. 572 00:32:46,200 --> 00:32:49,120 Currently, our composters are used by more than 573 00:32:49,200 --> 00:32:51,640 80,000 families to make compost. 574 00:32:51,720 --> 00:32:53,760 - Wow! - Wow! 575 00:32:53,840 --> 00:32:55,920 I envision every house 576 00:32:56,000 --> 00:32:58,800 to have a composter just like a fridge, television, 577 00:32:58,880 --> 00:33:00,560 and washing machine. 578 00:33:00,840 --> 00:33:03,600 So I ask for Rs. 80 lakhs 579 00:33:19,960 --> 00:33:22,040 Ms. Poonam, what did you do before starting this business? 580 00:33:22,120 --> 00:33:24,800 How did you get this idea? Did you face an issue? 581 00:33:24,880 --> 00:33:27,760 - I've been trained at the National Institute of Design. - Wow! 582 00:33:27,840 --> 00:33:31,600 I started a craft company along with my friend 583 00:33:31,680 --> 00:33:34,880 in the year 1992. It's still functioning 584 00:33:34,960 --> 00:33:38,240 as Industree Crafts Foundation. It's a big company but I left it. 585 00:33:38,320 --> 00:33:41,280 Then I set up the Srishti Institute of Art, Design and Technology. 586 00:33:41,360 --> 00:33:43,040 Oh! That's a lovely school! 587 00:33:43,120 --> 00:33:43,960 What year? 588 00:33:44,080 --> 00:33:46,160 - I started it in 1996. - Alright! 589 00:33:46,280 --> 00:33:49,680 I toiled to build it. I set up the curriculum. 590 00:33:49,760 --> 00:33:51,480 When we teach, we learn a lot. 591 00:33:51,560 --> 00:33:52,520 That's a very good point. 592 00:33:52,600 --> 00:33:55,720 And I wanted to implement all the ideas 593 00:33:55,800 --> 00:33:58,160 - that I believed in. - Wow! 594 00:33:58,240 --> 00:34:00,680 Lastly, I decided to start Daily Dump. 595 00:34:00,760 --> 00:34:02,480 [inspirational music] 596 00:34:06,480 --> 00:34:09,600 - Be the change you want to see! - Be the change you want to see! 597 00:34:09,680 --> 00:34:12,360 [inspirational music] 598 00:34:15,680 --> 00:34:17,280 I think we met three years ago 599 00:34:17,360 --> 00:34:20,240 at NITI Aayog's event 600 00:34:20,320 --> 00:34:23,600 - of the Women Entrepreneur Awards. - Yes! 601 00:34:23,680 --> 00:34:25,560 - You were one of the finalists. - That's true. 602 00:34:25,640 --> 00:34:27,280 - I was one of the jury members. - Okay. 603 00:34:27,360 --> 00:34:29,120 And I was blown away. 604 00:34:29,200 --> 00:34:30,520 Gosh! 605 00:34:31,600 --> 00:34:34,480 That's when you were awarded by the prime minister. 606 00:34:34,560 --> 00:34:37,240 [motivational music] 607 00:34:37,840 --> 00:34:41,720 I came here to get money and not awards. 608 00:34:41,800 --> 00:34:43,920 Good! [laughing] 609 00:35:03,200 --> 00:35:04,840 What's your qualification and background? 610 00:35:04,920 --> 00:35:06,800 I have been in the tech industry. 611 00:35:07,880 --> 00:35:11,240 I managed delivery for a large cybersecurity company. 612 00:35:11,320 --> 00:35:12,200 Where have you studied? 613 00:35:12,280 --> 00:35:13,800 I completed my MBA from IIM Bangalore. 614 00:35:13,880 --> 00:35:17,080 Earlier, I completed my engineering from NITK Surathkal. 615 00:35:17,760 --> 00:35:19,800 Fundamentally, what is your business model? 616 00:35:19,880 --> 00:35:23,160 What products do you sell? How do you sell it and to whom? 617 00:35:23,240 --> 00:35:26,480 There are two fundamental groups. 618 00:35:26,600 --> 00:35:28,200 One is Community Composter. 619 00:35:43,560 --> 00:35:45,760 that come with it. 620 00:35:46,440 --> 00:35:50,240 - You mean individual families use it at their homes. - Yes. 621 00:35:50,360 --> 00:35:52,360 But doesn't it stink? 622 00:35:52,440 --> 00:35:55,120 I mean won't it stink when kept inside the house? 623 00:35:56,080 --> 00:35:56,920 But I have a point. 624 00:35:57,000 --> 00:35:59,320 This is the question we get from mostly all our customers. 625 00:35:59,400 --> 00:36:00,800 And the number one Shark is asking. 626 00:36:00,880 --> 00:36:03,320 So don't you think it's important? [chuckling] 627 00:36:03,960 --> 00:36:07,160 You may give me the waste after cooking fish. 628 00:36:07,240 --> 00:36:11,160 I'll compost it and show it to you. It's my challenge. 629 00:36:11,920 --> 00:36:14,800 No, it's not about giving a challenge. I get 630 00:36:14,880 --> 00:36:18,800 a repulsive feeling just hearing about it. 631 00:36:18,920 --> 00:36:21,640 His point is different. It's a good point though. 632 00:36:22,320 --> 00:36:24,920 Because people have a frame of mind 633 00:36:25,000 --> 00:36:27,840 of not storing waste. They fail to understand its use. 634 00:36:27,920 --> 00:36:30,000 So his point is, how will you educate everyone? 635 00:36:30,760 --> 00:36:32,760 We make films. 636 00:36:32,880 --> 00:36:35,800 We do a lot of work with kids. I'll show you the books. 637 00:36:35,920 --> 00:36:38,200 [upbeat music] 638 00:36:41,640 --> 00:36:44,600 It's a very nice book. And you have used cartoons 639 00:36:44,680 --> 00:36:48,160 to depict the procedure effortlessly. Very nice! 640 00:36:48,240 --> 00:36:49,840 When we started out, 641 00:36:49,960 --> 00:36:53,520 we knew that people wouldn't like to spend money on this. 642 00:36:54,200 --> 00:36:57,720 So we decided to start by creating a symbol for composting. 643 00:36:57,800 --> 00:36:59,680 We didn't want to talk to people like him. 644 00:37:00,120 --> 00:37:01,920 [laughing] 645 00:37:02,480 --> 00:37:06,320 Because he'll not be convinced about it no matter what. Right? 646 00:37:06,640 --> 00:37:07,600 I somewhat agree. 647 00:37:07,680 --> 00:37:09,440 [laughing] 648 00:37:09,560 --> 00:37:13,600 - So you know, people who... Yes! - Intelligent! 649 00:37:13,680 --> 00:37:15,960 You can't call them intelligent. [laughing] 650 00:37:16,040 --> 00:37:17,840 Evolved! Evolved! 651 00:37:19,120 --> 00:37:21,960 - Somebody who cared a little about the earth. - Class! Mass and class! 652 00:37:22,040 --> 00:37:24,160 We decided to start educating them. 653 00:37:24,560 --> 00:37:26,000 Does it look like a dustbin? 654 00:37:26,120 --> 00:37:28,120 - No. It resembles a flower pot. - It looks nice, right? 655 00:37:28,240 --> 00:37:30,360 But we'd fill it with waste. 656 00:37:30,480 --> 00:37:31,520 That's why we wanted to do it. 657 00:37:31,600 --> 00:37:33,600 Will it store a month's waste? 658 00:37:33,680 --> 00:37:35,560 Yes! You can use it for a lifetime. 659 00:37:36,240 --> 00:37:39,480 Because the waste appears to be of this much amount. 660 00:37:39,600 --> 00:37:41,920 But, it breaks into smaller parts. That's the beauty of composting. 661 00:37:48,440 --> 00:37:49,600 It's rotational, you know. 662 00:37:50,240 --> 00:37:52,400 After 30 days, 663 00:37:52,480 --> 00:37:54,600 you may take out the compost from the container at the bottom. 664 00:37:54,680 --> 00:37:57,280 If wet waste goes to the landfill, 665 00:38:10,720 --> 00:38:12,240 of the wet waste? 666 00:38:12,320 --> 00:38:13,400 - I don't know that. - Do you know the percentage? 667 00:38:13,520 --> 00:38:15,360 - Maybe 20%. - It's 70%! 668 00:38:15,440 --> 00:38:16,680 Alright. 70%. 669 00:38:16,760 --> 00:38:19,960 - 70% is way more than 20%. - Okay. I didn't know and you corrected me. 670 00:38:20,040 --> 00:38:22,280 Good. Anupam doesn't know something at least. 671 00:38:23,720 --> 00:38:25,600 In the form of 70% moisture, 672 00:38:25,680 --> 00:38:28,520 we are filling trucks using the taxpayer's money 673 00:38:28,880 --> 00:38:30,880 - and carrying water. - Yes! 674 00:38:30,960 --> 00:38:32,560 Hold on! Is it 'reetha'? 675 00:38:32,640 --> 00:38:34,920 It's Indian soapberry used for... 676 00:38:35,040 --> 00:38:36,280 - It is used to clean hair. - Yes! 677 00:38:36,360 --> 00:38:37,800 But this is used to wash clothes! 678 00:38:37,920 --> 00:38:40,400 - Correct! It can be used to wash clothes too. - Okay! 679 00:38:40,480 --> 00:38:42,960 I decided to start another company along with Daily Dump, 680 00:38:43,040 --> 00:38:45,720 called Harmless Home 681 00:38:45,800 --> 00:38:48,120 and market natural alternatives of chemical products. 682 00:38:48,200 --> 00:38:51,160 - Okay. - Because we buy 683 00:38:51,240 --> 00:38:53,080 toxic chemicals and bring them home. 684 00:38:53,160 --> 00:38:54,920 - And you know it well. - Yes! 685 00:38:55,000 --> 00:38:56,400 Because you work in that industry. 686 00:38:56,480 --> 00:38:59,520 [laughing] 687 00:39:02,120 --> 00:39:05,280 Ms. Poonam, I feel we are sitting in a classroom. 688 00:39:05,360 --> 00:39:07,120 It's confirmed that you were a teacher. 689 00:39:07,240 --> 00:39:08,960 [laughing] 690 00:39:09,040 --> 00:39:11,160 Ms. Poonam, usually, when the founders come here, 691 00:39:17,840 --> 00:39:19,400 Congratulations on that! 692 00:39:19,480 --> 00:39:21,360 Thank you! 693 00:39:23,960 --> 00:39:26,440 How much are you selling monthly and yearly? 694 00:39:26,560 --> 00:39:28,400 Last year, we closed our business 695 00:39:28,480 --> 00:39:30,120 at Rs. 3.75 crores. 696 00:39:30,240 --> 00:39:32,960 - Last year means FY 22? - FY 21-22! 697 00:39:40,960 --> 00:39:42,440 What were your sales figures for the last month? 698 00:39:42,520 --> 00:39:44,000 Last month it was 26! 699 00:39:44,080 --> 00:39:45,800 - You mean Rs. 26 lakhs? - Yes! 700 00:39:45,880 --> 00:39:48,280 - How much does Terrabite cost? - It costs Rs. 20,000. 701 00:39:49,520 --> 00:39:52,960 - What about Khamba? - It costs Rs. 3,500. 702 00:39:53,160 --> 00:39:57,080 Monthly, what are the recurring expenses for the remix powder? 703 00:39:57,200 --> 00:40:00,040 Anything between Rs. 200 to Rs. 500 per month. 704 00:40:00,840 --> 00:40:02,920 - Alright, Arjun and Ms. Poonam. - Sure. 705 00:40:03,000 --> 00:40:05,760 Thank you for a great presentation and education. 706 00:40:06,600 --> 00:40:09,520 I laud your vision. 707 00:40:09,720 --> 00:40:13,600 But I think the price point of your product 708 00:40:13,680 --> 00:40:15,480 makes it out of reach for the maximum number of customers. 709 00:40:15,560 --> 00:40:16,960 Our country is full of valued customers. 710 00:40:17,040 --> 00:40:19,920 They want the best products at the least price. 711 00:40:20,960 --> 00:40:23,240 It's very difficult to scale it up. 712 00:40:23,840 --> 00:40:25,160 So I'm out. 713 00:40:25,280 --> 00:40:26,480 [racy music] 714 00:40:26,560 --> 00:40:28,400 Arjun, I'm glad that you joined her. 715 00:40:28,480 --> 00:40:32,240 - Thank you! - I want to see you two become more successful. 716 00:40:32,320 --> 00:40:33,800 I wish you all the best for that. 717 00:40:33,880 --> 00:40:35,280 - Thank you! - Thank you! 718 00:40:36,520 --> 00:40:38,360 Let me give you a recommendation. 719 00:40:38,480 --> 00:40:41,320 You must make this bin 720 00:40:41,400 --> 00:40:43,280 affordable. 721 00:40:43,360 --> 00:40:46,240 - You may increase the price of the remix powder. - Alright. 722 00:40:46,320 --> 00:40:49,160 - Because it's recurring. Right? - Yes! 723 00:40:49,440 --> 00:40:50,840 For example, coffee machines. 724 00:40:50,920 --> 00:40:54,960 - We must buy certain items which increase its adoption. - Right! 725 00:40:55,640 --> 00:40:57,760 What was your profit last year? 726 00:40:57,840 --> 00:41:01,440 We just broke even when we closed at Rs. 3.75 crores and Rs. 4 crores. 727 00:41:02,560 --> 00:41:04,560 But the gross margin is about 45%. 728 00:41:04,640 --> 00:41:06,280 So if we scale up, I can... 729 00:41:06,360 --> 00:41:09,080 Who owns the equity in the cap table as of now? 730 00:41:09,200 --> 00:41:10,840 I have 95% equity. 731 00:41:41,480 --> 00:41:44,560 I think your mission is noble. 732 00:41:44,640 --> 00:41:45,800 The product is nice too. 733 00:41:45,880 --> 00:41:48,960 - And, Ms. Poonam, I'm impressed with you. - Thank you! 734 00:41:49,080 --> 00:41:52,640 I feel the challenge is related to the team. 735 00:41:52,760 --> 00:41:54,840 [adventurous music] 736 00:41:54,960 --> 00:41:58,200 You must rope in more motivated and talented employees. 737 00:41:58,880 --> 00:42:01,160 My mission is to set up the sales team, 738 00:42:01,240 --> 00:42:02,240 the process and the structure. 739 00:42:02,320 --> 00:42:04,880 I mean beyond sales. In fact, you must target innovation. 740 00:42:05,720 --> 00:42:09,040 Because till now, Ms. Poonam used her brain for innovation. 741 00:42:10,560 --> 00:42:12,880 The new breed of innovators 742 00:42:12,960 --> 00:42:16,640 in India will surpass this idea. 743 00:42:16,720 --> 00:42:19,720 They could build an alternate item without your knowledge. 744 00:42:20,920 --> 00:42:24,280 I'll be interested in your business when you make such a team. 745 00:42:24,360 --> 00:42:26,240 But today I want to be out. 746 00:42:28,000 --> 00:42:30,240 I made my decision too. 747 00:43:08,720 --> 00:43:11,360 But I want to be out today. 748 00:43:11,440 --> 00:43:13,480 [sweeping music] 749 00:43:13,560 --> 00:43:17,520 But let me give you a surprise. 750 00:43:19,120 --> 00:43:20,560 You'll get an offer. 751 00:43:20,960 --> 00:43:24,240 [chuckling] 752 00:43:25,480 --> 00:43:29,360 My mom is passionate about farming. 753 00:43:29,440 --> 00:43:32,240 And I'm passionate because of her. 754 00:43:32,360 --> 00:43:33,560 So I'll be honest with you. 755 00:43:33,680 --> 00:43:36,200 You have many competitors. I know the space. 756 00:43:37,640 --> 00:43:41,320 There are problems with your pricing and margins too. 757 00:43:42,040 --> 00:43:43,840 Your revenue is flat. 758 00:43:44,760 --> 00:43:48,600 But it's worth showing that it's investible. 759 00:43:48,720 --> 00:43:50,800 We can make it a success story 760 00:43:50,880 --> 00:43:52,880 because, for one thing, the environment is important. 761 00:43:52,960 --> 00:43:55,040 Secondly, giving an award isn't enough. 762 00:43:55,520 --> 00:43:57,440 We must invest in the social impact sector. 763 00:43:58,800 --> 00:44:00,880 So my offer for you is, 764 00:44:00,960 --> 00:44:04,000 Rs. 30 lakhs for 5% equity 765 00:44:04,080 --> 00:44:05,920 for a valuation of Rs. 6 crores. 766 00:44:06,040 --> 00:44:08,160 It's about one and a half times your sales. 767 00:44:08,240 --> 00:44:10,800 And Rs. 50 lakhs in debt 768 00:44:20,040 --> 00:44:23,800 We want you to invest Rs. 50 lakhs for 5% equity 769 00:44:31,200 --> 00:44:33,920 We'd like the valuation to be Rs. 10 crores. 770 00:44:35,000 --> 00:44:36,560 Namita, their counteroffer is, 771 00:44:36,640 --> 00:44:39,840 Rs. 30 lakhs for 3% equity and Rs. 50 lakhs in debt. 772 00:44:47,680 --> 00:44:51,120 And the valuation is increased from Rs. 6 crores to Rs. 7.5 crores. 773 00:44:59,760 --> 00:45:04,480 Honestly, I could have maintained my stance but 774 00:45:04,880 --> 00:45:07,120 - I'm in love with this woman. - Wow! 775 00:45:07,200 --> 00:45:08,640 I am! 776 00:45:10,600 --> 00:45:14,080 Three years ago, I gave you an award. Now I'll give you the money. 777 00:45:15,840 --> 00:45:18,200 [suspenseful music] 778 00:45:26,240 --> 00:45:27,360 Thank you! 779 00:45:27,440 --> 00:45:29,000 She's amazing! 780 00:45:29,080 --> 00:45:32,920 - Thank you so much for being here! - The way she chided the Sharks! Ah! 781 00:45:33,040 --> 00:45:34,880 I was smitten! 782 00:45:36,280 --> 00:45:39,240 - Thank you! - That's how the world functions. 783 00:45:39,360 --> 00:45:42,120 [triumphant music] 784 00:45:42,240 --> 00:45:44,840 - Thank you! So excited! - Thank you so much! 785 00:45:44,960 --> 00:45:46,000 - Okay, thank you, ma'am! - Thank you! 786 00:45:46,080 --> 00:45:47,640 - Thank you so much! - Thank you! 787 00:45:47,720 --> 00:45:48,720 Thanks, guys! 788 00:45:48,800 --> 00:45:50,880 Wonderful! [chuckling] 789 00:45:50,960 --> 00:45:54,040 [epic music] 790 00:45:57,480 --> 00:45:58,920 Nice deal, Namita! 791 00:45:59,000 --> 00:46:00,560 - I love this lady. - Great, man! 792 00:46:00,640 --> 00:46:01,640 Lovely! Decent one! 793 00:47:15,640 --> 00:47:17,760 'Let's watch Shark Xperience.' 794 00:47:17,840 --> 00:47:21,640 'Aman, Mohit from Itanagar has a question for you.' 795 00:47:21,920 --> 00:47:25,200 'I left my job and ventured into entrepreneurship.' 796 00:47:25,280 --> 00:47:27,920 'But my family is against my decision.' 797 00:47:28,040 --> 00:47:29,840 'How do I convince them?' 798 00:47:30,520 --> 00:47:32,960 I think you must be confident. 799 00:47:33,040 --> 00:47:37,160 If you think you can make a mark, 800 00:47:37,240 --> 00:47:39,360 please listen to your gut feeling. 801 00:47:39,440 --> 00:47:40,320 I did the same. 802 00:47:40,400 --> 00:47:42,920 When I started boAt, many people warned me 803 00:47:43,000 --> 00:47:45,520 not to do it because this industry is competitive. 804 00:47:45,600 --> 00:47:47,040 Many brands were already present in the market.