1 00:00:29,960 --> 00:00:32,840 [theme music playing] 2 00:00:52,840 --> 00:00:55,520 [theme music continues] 3 00:01:10,720 --> 00:01:12,960 [theme music continues] 4 00:01:20,640 --> 00:01:23,360 [theme music fading] 5 00:01:26,320 --> 00:01:29,720 Sharks, have you ever gone hiking or camping? 6 00:01:29,800 --> 00:01:31,240 - Yes, ma'am. - Yes. 7 00:01:31,320 --> 00:01:32,920 Imagine a scenario. 8 00:01:33,000 --> 00:01:37,080 You're camping with friends and family at a lovely spot. 9 00:01:38,840 --> 00:01:40,000 Everything is going well. 10 00:01:40,080 --> 00:01:43,800 But you have an encounter with a wild animal all of a sudden. 11 00:01:43,920 --> 00:01:44,760 Oh! 12 00:01:46,000 --> 00:01:49,680 Most people are equipped with just a stick. 13 00:01:51,240 --> 00:01:53,840 Do you think it will keep you safe? 14 00:01:54,800 --> 00:01:57,680 Unfortunately, Sharks, this isn't our imagination. 15 00:01:57,760 --> 00:02:00,560 It is a reality for adventure enthusiasts like us. 16 00:02:00,640 --> 00:02:02,680 [tense music playing] 17 00:02:02,800 --> 00:02:05,000 When we camp or hike, 18 00:02:05,040 --> 00:02:08,360 we are surrounded by forests and wild animals. 19 00:02:10,400 --> 00:02:11,320 Five of whom are here. 20 00:02:11,400 --> 00:02:13,120 [unanimous laughter] 21 00:02:13,240 --> 00:02:14,560 Exactly... 22 00:02:14,720 --> 00:02:15,560 Good one. 23 00:02:15,720 --> 00:02:17,000 [Aman laughs] 24 00:02:18,600 --> 00:02:21,800 To solve the problem of safety for all of us, 25 00:02:21,880 --> 00:02:23,040 we present to you 26 00:02:23,040 --> 00:02:25,360 the world's first smart stick, Guardian. 27 00:02:31,360 --> 00:02:33,400 Hello, Sharks. I am Abhay Sharma. 28 00:02:33,520 --> 00:02:35,720 And I am Smratika Sharma. 29 00:02:41,480 --> 00:02:43,960 [uplifting music playing] 30 00:02:44,040 --> 00:02:48,200 About 2000 forest guards are currently using this product. 31 00:03:00,440 --> 00:03:02,080 when not just the Forest Department, 32 00:03:02,160 --> 00:03:05,360 but we were approached by adventure enthusiasts too. 33 00:03:05,440 --> 00:03:06,280 Hmm. 34 00:03:06,560 --> 00:03:08,280 Sharks, our vision is 35 00:03:08,400 --> 00:03:10,880 that wildlife protectors globally 36 00:03:11,000 --> 00:03:12,800 as well as adventure enthusiasts 37 00:03:12,920 --> 00:03:16,000 use our products and feel safe. 38 00:03:16,400 --> 00:03:20,400 In order to take our product as well as brand global, 39 00:03:29,360 --> 00:03:31,040 - Am I... Smratika. - Smratika. Yes. 40 00:03:37,080 --> 00:03:38,920 How do you know each other? 41 00:03:53,600 --> 00:03:56,320 We discuss National Geographic over dinner table conversations. 42 00:03:56,360 --> 00:03:59,040 - About tigers and leopards and their lifestyle. - Hmm. 43 00:04:01,080 --> 00:04:02,960 We've had encounters with tigers too. 44 00:04:03,040 --> 00:04:04,080 I've seen a tiger... 45 00:04:04,160 --> 00:04:06,080 I've seen a tiger up close. As close as you are to me now. 46 00:04:06,120 --> 00:04:06,960 And I was walking. 47 00:04:08,880 --> 00:04:12,160 I was alone when a tiger came out from behind a boulder. 48 00:04:12,400 --> 00:04:14,680 I just froze. 49 00:04:14,800 --> 00:04:16,240 [intense music playing] 50 00:04:16,320 --> 00:04:19,840 The tiger saw me and I saw it. Then it left. 51 00:04:20,720 --> 00:04:23,160 Many people overtook me, but I couldn't move. 52 00:04:23,240 --> 00:04:26,880 I know that when you encounter a wild animal, you freeze. 53 00:04:26,960 --> 00:04:28,440 It's hard to even speak. 54 00:04:28,560 --> 00:04:30,680 It's fun to hear about tigers, right? 55 00:04:31,880 --> 00:04:33,200 It's fun to even see tigers. 56 00:04:33,200 --> 00:04:34,320 Tigers, okay. 57 00:04:34,400 --> 00:04:35,920 But when you confront a tiger, 58 00:04:36,000 --> 00:04:39,040 you wet your pants! 59 00:04:39,120 --> 00:04:40,840 - Oh, God! - [laughter] 60 00:04:42,560 --> 00:04:43,640 You're right, sir. 61 00:04:43,640 --> 00:04:46,120 Yes, this is a funny way of putting it. 62 00:04:47,520 --> 00:04:49,160 Shall we see a demo? 63 00:04:49,240 --> 00:04:51,240 - Let's see a demo. Thank you. - Demo. 64 00:04:52,120 --> 00:04:55,080 [music playing] 65 00:05:03,000 --> 00:05:06,080 for when you're camping at night and need to see the ground. 66 00:05:06,160 --> 00:05:08,400 You become cognisant of your surroundings. 67 00:05:08,520 --> 00:05:10,560 Second thing, if a wild animal just comes out of nowhere, 68 00:05:10,560 --> 00:05:11,880 ideally, you should scream. 69 00:05:11,960 --> 00:05:13,640 But sometimes, you're not able to scream. 70 00:05:21,040 --> 00:05:23,360 - But bears usually attack. - Yes. 71 00:05:24,120 --> 00:05:27,120 In that case, you can give it an electric shock. 72 00:05:27,200 --> 00:05:28,200 Oh my God! 73 00:05:28,920 --> 00:05:29,760 Wow! 74 00:05:29,960 --> 00:05:33,280 - Hey! - What if someone uses it on their husband? 75 00:05:33,800 --> 00:05:36,480 What? Are you a husband beater? 76 00:05:37,400 --> 00:05:39,000 - Hey, brother! - [Namita laughs] 77 00:05:39,320 --> 00:05:40,760 Limit such things to your home. 78 00:05:40,840 --> 00:05:43,280 Don't let out your secrets on national TV! 79 00:05:43,440 --> 00:05:45,960 [Sharks laugh] 80 00:05:46,480 --> 00:05:47,400 [current zaps] 81 00:05:47,400 --> 00:05:48,080 Nice. 82 00:05:48,160 --> 00:05:50,320 This won't cause injury to the animal, 83 00:05:50,400 --> 00:05:51,560 but it will shoo it away, 84 00:05:51,680 --> 00:05:54,480 thereby increasing your chances of survival to a great extent. 85 00:05:55,320 --> 00:05:56,880 How many volts is the shock? 86 00:05:56,880 --> 00:05:58,520 Sir, it's 10,000 volts. 87 00:06:11,560 --> 00:06:15,720 You might find it a problem to keep the stick erect while camping. 88 00:06:15,720 --> 00:06:17,320 So, we've provided a stand. 89 00:06:17,440 --> 00:06:20,840 [uplifting music playing] 90 00:06:27,480 --> 00:06:30,240 - It can fit into this pouch. - Nice. 91 00:06:30,320 --> 00:06:33,040 What after you return home from camping? 92 00:06:33,120 --> 00:06:36,080 We provide a wall mount as well 93 00:06:36,200 --> 00:06:38,640 which will easily hold the stick in place. 94 00:06:39,600 --> 00:06:42,080 Who out of you two thought of such a versatile design? 95 00:06:42,200 --> 00:06:45,160 You have given thought to every aspect including mounting. 96 00:06:45,280 --> 00:06:47,320 - He's the designer. - I... I'm the designer, sir. 97 00:06:51,760 --> 00:06:52,560 - Exactly. - Yes. 98 00:06:52,640 --> 00:06:54,600 Based on your experiences, you've equipped it... 99 00:06:54,680 --> 00:06:56,080 - Exactly. - Exactly. 100 00:06:57,520 --> 00:06:59,040 Let's take a step back. 101 00:07:02,960 --> 00:07:05,120 - Hmm. - It would be interesting to learn about it. 102 00:07:05,280 --> 00:07:07,600 It is slowly gaining awareness in India now. 103 00:07:07,720 --> 00:07:09,920 - It's a growing market in India. - Hmm. 104 00:07:10,000 --> 00:07:13,040 It's a market of roughly Rs. 1000 crores. 105 00:07:13,880 --> 00:07:15,400 The global market 106 00:07:22,840 --> 00:07:24,160 Who is the biggest player? 107 00:07:24,280 --> 00:07:27,040 - There is no Indian player in this market. - Okay. 108 00:07:27,120 --> 00:07:28,360 How big is the business? 109 00:07:28,440 --> 00:07:31,040 What is your vision? How big do you plan on making it? 110 00:07:55,120 --> 00:07:57,640 - It starts at Rs. 10,000. - Wow. 111 00:08:04,480 --> 00:08:06,000 - True. - I agree. 112 00:08:16,920 --> 00:08:19,160 - for which we give them 30%. - Right. 113 00:08:19,240 --> 00:08:22,600 This 65% that remains is after deducting margins. 114 00:08:28,640 --> 00:08:30,240 - and drawing salaries. - True. 115 00:08:30,320 --> 00:08:32,280 How much do you take home out of Rs. 17 lakhs? 116 00:08:32,360 --> 00:08:34,920 30% has been consistent. 117 00:08:35,040 --> 00:08:36,880 So, 1.7 times is 3. 118 00:08:43,960 --> 00:08:44,920 Who from? 119 00:08:45,000 --> 00:08:46,440 We have an in-house facility. 120 00:08:58,560 --> 00:08:59,520 We did. 121 00:08:59,520 --> 00:09:01,400 - We reinvested... - We reinvested our savings. 122 00:09:01,480 --> 00:09:04,400 This is great. In India, you do all the work yourself. 123 00:09:04,480 --> 00:09:06,480 - From the beginning to the end. - Yes, exactly. 124 00:09:15,520 --> 00:09:16,400 Okay. 125 00:09:18,080 --> 00:09:20,280 Amit and I would like to come on board. 126 00:09:20,400 --> 00:09:24,360 We both have a nationalistic passion for it 127 00:09:24,520 --> 00:09:29,280 because tourism and wellness come from nature. 128 00:09:29,360 --> 00:09:31,400 We can shape this market. 129 00:09:33,960 --> 00:09:35,640 - Hmm. - There are possibilities. 130 00:09:35,640 --> 00:09:37,760 You can build something exciting. 131 00:09:39,960 --> 00:09:43,160 Usually, valuation is based on the prior year's sales. 132 00:09:43,320 --> 00:09:44,160 - Right? - Yes. 133 00:09:44,280 --> 00:09:47,840 So, if I go with Rs. 1.4 crores times 3, 134 00:09:47,840 --> 00:09:50,200 which comes to Rs. 5 crores valuation. 135 00:09:50,200 --> 00:09:52,480 - We have an offer. - One second. Can I finish? 136 00:09:52,600 --> 00:09:54,160 [intense music playing] 137 00:09:54,240 --> 00:09:55,960 What we would like to give you 138 00:10:07,520 --> 00:10:09,040 Let me tell you something. 139 00:10:09,120 --> 00:10:11,800 I'm getting a good vibe from you. 140 00:10:11,880 --> 00:10:13,840 It usually happens after hearing the numbers. 141 00:10:14,800 --> 00:10:17,040 You invest in R&D, 142 00:10:17,280 --> 00:10:20,160 you're innovative as well as a long-term thinker. 143 00:10:20,280 --> 00:10:23,040 I have to be with you in this business. 144 00:10:24,160 --> 00:10:25,640 How did you go from we to I? 145 00:10:27,120 --> 00:10:27,960 - I mean... - Exactly. 146 00:10:27,960 --> 00:10:29,600 - They're fighting already! - My reason... 147 00:10:29,680 --> 00:10:31,600 I'll give you a chance to cite your reasons. 148 00:10:31,680 --> 00:10:33,120 - The Sharks are fighting. - Okay. 149 00:10:33,200 --> 00:10:34,080 And... 150 00:10:35,120 --> 00:10:39,520 Anupam, Aman and I will make you a consolidated offer. 151 00:10:39,600 --> 00:10:41,360 [intense music playing] 152 00:10:41,440 --> 00:10:42,760 Do you know why I want to invest? 153 00:10:42,840 --> 00:10:45,200 - Okay, listen. - He wants to recite a poem. 154 00:10:45,320 --> 00:10:46,600 - Poem! - [Sharks laugh] 155 00:10:48,360 --> 00:10:51,600 He wants to take the stick so that he's not scared, 156 00:10:51,680 --> 00:10:53,280 and recite a poem to the tiger! 157 00:10:53,360 --> 00:10:54,800 [Sharks laugh] 158 00:10:54,880 --> 00:10:56,520 They are just whiling away time! 159 00:10:56,640 --> 00:10:58,840 - Make your offer. - Make them your offer. 160 00:11:02,160 --> 00:11:03,760 - Ah! - Okay? 161 00:11:04,560 --> 00:11:07,080 You're young entrepreneurs. We want to support you. 162 00:11:07,680 --> 00:11:09,320 - Lovely! - Wait, there's more. 163 00:11:09,480 --> 00:11:12,040 You're making it in India. We love everything made in India! 164 00:11:12,440 --> 00:11:14,720 You're a woman. Creating women entrepreneurs is our cause. 165 00:11:14,840 --> 00:11:16,520 [Sharks laugh] 166 00:11:16,800 --> 00:11:19,680 We give a lot of reasons, 167 00:11:19,880 --> 00:11:23,160 but you guys are a good team and we support good teams. 168 00:11:23,160 --> 00:11:25,440 If you're done with your drama, make your offer. 169 00:11:25,520 --> 00:11:27,520 - Okay, our offer... - The offer we had for you 170 00:11:27,520 --> 00:11:29,280 is Rs. 51 lakhs for 15%. 171 00:11:38,240 --> 00:11:40,560 - What we bring to the table is more important, right? - Yes. 172 00:11:40,640 --> 00:11:43,680 One pharmaceutical company and one car-selling company! 173 00:11:43,760 --> 00:11:45,520 [Aman laughs] 174 00:11:46,920 --> 00:11:48,920 What can an eyewear company offer? 175 00:11:49,000 --> 00:11:49,960 R&D! 176 00:11:50,040 --> 00:11:51,680 You'll be able to see the bear clearly! 177 00:11:51,760 --> 00:11:53,000 [unanimous laughter] 178 00:11:53,080 --> 00:11:55,920 Manufacturing, R&D, technology... 179 00:11:56,240 --> 00:11:57,880 Your product is great. 180 00:11:58,000 --> 00:12:00,000 Now, you need to sell it online. 181 00:12:01,120 --> 00:12:02,840 We'll need the help of technology. 182 00:12:02,920 --> 00:12:04,040 Peyush will provide it. 183 00:12:05,120 --> 00:12:07,120 - And you'll need marketing. - I'll provide that. 184 00:12:09,240 --> 00:12:11,720 These are my areas of expertise. I made CarDekho a hit. 185 00:12:11,800 --> 00:12:12,760 I can do it too. 186 00:12:14,760 --> 00:12:18,560 I personally feel I can help you make this really big. 187 00:12:19,040 --> 00:12:20,400 He has technology too. 188 00:12:20,520 --> 00:12:22,360 [intense music playing] 189 00:12:22,440 --> 00:12:24,520 He's not the only one with access to technology. 190 00:12:24,800 --> 00:12:27,160 [intense music playing] 191 00:12:27,880 --> 00:12:29,520 Look, you have two offers. 192 00:12:29,600 --> 00:12:31,720 The first is Rs. 51 lakhs for 10%. 193 00:12:31,800 --> 00:12:35,080 The second is from Aman, Peyush and me 194 00:12:35,160 --> 00:12:37,400 which is Rs. 51 lakhs for 12%. 195 00:12:37,400 --> 00:12:40,240 [intense music playing] 196 00:12:43,920 --> 00:12:46,320 [intense music continues] 197 00:12:47,680 --> 00:12:49,120 First of all, thank you so much. 198 00:12:49,200 --> 00:12:52,240 We're really sorry, but this valuation doesn't work for us. 199 00:12:52,360 --> 00:12:54,400 [intense music playing] 200 00:12:57,040 --> 00:12:58,040 What is your offer? 201 00:12:58,120 --> 00:12:59,680 - Do you have a counteroffer? - What's your counteroffer? 202 00:12:59,760 --> 00:13:01,080 Better try than cry. 203 00:13:01,800 --> 00:13:04,360 What best we can do is... 204 00:13:04,640 --> 00:13:07,000 [intense music playing] 205 00:13:08,360 --> 00:13:09,680 2% at the most. 206 00:13:16,840 --> 00:13:18,280 Peyush, I am out. 207 00:13:18,480 --> 00:13:20,720 [intense music playing] 208 00:13:21,280 --> 00:13:22,200 We're countering it. 209 00:13:22,200 --> 00:13:23,600 - We have a counteroffer. - Yes, sir. Please. 210 00:13:23,600 --> 00:13:26,320 We asked you for 10% equity earlier. 211 00:13:27,360 --> 00:13:29,640 I see you have faith in your product 212 00:13:29,760 --> 00:13:32,760 and you have the zeal to do something big. 213 00:13:33,640 --> 00:13:35,560 We could settle for lesser equity. 214 00:13:36,720 --> 00:13:38,560 Rs. 51 lakhs for 8%. 215 00:13:46,440 --> 00:13:49,440 I am okay, Anupam, to take 10%. 216 00:13:49,440 --> 00:13:50,880 But Aman is out of that. 217 00:13:51,160 --> 00:13:52,880 - You don't wish to do it. - No. 218 00:14:02,960 --> 00:14:07,440 Unfortunately, we'd be devaluating our company. 219 00:14:07,680 --> 00:14:09,920 We know our prospects. 220 00:14:11,240 --> 00:14:14,600 We cannot go higher than 2%. 221 00:14:14,680 --> 00:14:16,160 - Higher than 2%! - Then we're not in. 222 00:14:16,240 --> 00:14:17,240 - Yes. - Very good decision. 223 00:14:17,320 --> 00:14:19,200 - We wish you the best. - All the best. 224 00:14:20,720 --> 00:14:22,280 I'll give you another counteroffer. 225 00:14:22,400 --> 00:14:24,240 [intense music playing] 226 00:14:33,640 --> 00:14:34,920 Then I'm out. 227 00:14:35,000 --> 00:14:37,400 - Can you agree to 3.5%? - No, I cannot. 228 00:14:37,520 --> 00:14:39,640 Yes or no? Otherwise, even no is fine. 229 00:14:39,640 --> 00:14:40,960 - Sir, please. I mean... - I'll not make... 230 00:14:40,960 --> 00:14:42,720 It would be great if you could agree... 231 00:14:42,720 --> 00:14:45,600 No, I cannot. Please understand. I'll lose money. 232 00:14:46,760 --> 00:14:47,640 Take it! 233 00:14:49,600 --> 00:14:51,480 Rs. 1 crore for 10% equity. 234 00:15:05,960 --> 00:15:08,800 Peyush and Anupam's offer is Rs. 80 lakhs for 8%. 235 00:15:08,920 --> 00:15:10,640 There is Rs. 51 lakhs for 6%. 236 00:15:10,720 --> 00:15:12,960 - We gave you a higher valuation. - Both of them. 237 00:15:13,080 --> 00:15:16,000 No, I think let's close this. 238 00:15:16,280 --> 00:15:17,280 Your call. 239 00:15:17,360 --> 00:15:18,640 - I am... - Oh, my! How nice! 240 00:15:18,720 --> 00:15:20,120 - I... - You're the wise one, elder sister. 241 00:15:20,120 --> 00:15:21,880 I know the dilution is a bit high. 242 00:15:24,280 --> 00:15:26,080 But if you don't want, we won't accept it. 243 00:15:26,160 --> 00:15:28,840 [intense music playing] 244 00:15:30,840 --> 00:15:33,760 Let's keep it at Rs. 50 lakhs for 5%. 245 00:15:33,840 --> 00:15:36,120 - Anupam, are you in? - Rs. 25 lakhs each. Yes? 246 00:15:36,240 --> 00:15:38,840 We'll get 2.5% each. Let's settle for 6%, not below that. 247 00:15:40,000 --> 00:15:43,000 We both have the same offer. Rs. 51 lakhs for 6%. 248 00:15:57,640 --> 00:16:00,520 There is a point beyond which it results in over-optimization. 249 00:16:00,640 --> 00:16:03,120 - No one appreciates it. - It is bad for business. 250 00:16:03,200 --> 00:16:05,240 [intense music playing] 251 00:16:08,440 --> 00:16:10,040 - Yes, we... - We'll take it. 252 00:16:19,320 --> 00:16:20,480 [camera shutter clicks] 253 00:16:21,520 --> 00:16:23,160 - Good job, guys. - Thank you so much. 254 00:16:23,160 --> 00:16:24,640 - It's a pleasure meeting you. - Thank you. 255 00:16:24,720 --> 00:16:25,680 Good deal. 256 00:17:26,000 --> 00:17:29,560 [theme music playing] 257 00:17:37,160 --> 00:17:41,000 [theme music fading] 258 00:17:42,360 --> 00:17:45,160 [thunder roars] 259 00:17:45,240 --> 00:17:46,200 What's happening? 260 00:17:46,400 --> 00:17:47,720 [chuckles] 261 00:17:47,800 --> 00:17:48,920 It's about to rain. 262 00:17:49,880 --> 00:17:52,200 - The rains are back! - Oh! 263 00:17:53,400 --> 00:17:54,240 You startled me. 264 00:17:54,360 --> 00:17:57,080 There isn't a soul who doesn't want to eat pakodas! 265 00:17:58,520 --> 00:18:01,360 But some people don't have time 266 00:18:01,440 --> 00:18:04,920 while others don't know how to make tasty pakodas. 267 00:18:05,120 --> 00:18:07,560 That leaves you with just one option. 268 00:18:08,720 --> 00:18:11,000 That you order them in! 269 00:18:11,120 --> 00:18:14,640 But by the time the pakodas arrive, they become soggy 270 00:18:14,760 --> 00:18:15,920 and unappealing. 271 00:18:16,000 --> 00:18:19,600 Have you ever had pakodas that are not soggy 272 00:18:20,480 --> 00:18:23,560 and oily, and remain crispy at the time of delivery? 273 00:18:23,880 --> 00:18:25,400 No, right? 274 00:18:25,840 --> 00:18:27,120 I'm Punjabi. 275 00:18:27,240 --> 00:18:28,640 Let me tell you one thing. 276 00:18:28,760 --> 00:18:31,240 It's the same problem with parathas too. 277 00:18:31,880 --> 00:18:36,880 You must have seen so many brands selling pizzas and burgers in India. 278 00:18:37,000 --> 00:18:40,000 There are even brands selling momos in India! 279 00:18:40,880 --> 00:18:44,480 But is there a brand that sells pakodas and parathas? 280 00:18:45,000 --> 00:18:46,120 No! 281 00:18:46,360 --> 00:18:49,480 But its market size is humongous. 282 00:18:50,920 --> 00:18:54,880 So, we decided to tap this untapped market. 283 00:18:55,800 --> 00:18:58,320 Hi, Sharks. I am Geetika Anand Gupta. 284 00:19:04,640 --> 00:19:07,080 Mad Over Parathas & Pakodas. 285 00:19:08,120 --> 00:19:11,080 India's first paratha and pakoda brand. 286 00:19:11,200 --> 00:19:13,120 [uplifting music playing] 287 00:19:13,200 --> 00:19:18,400 Our parathas and pakodas are neither soggy nor oily. 288 00:19:18,520 --> 00:19:22,320 Nor do they lose crispness by the time they are delivered to you. 289 00:19:23,040 --> 00:19:26,640 We work on a cloud kitchen format. 290 00:19:27,080 --> 00:19:29,280 Other than parathas and pakodas, 291 00:19:46,960 --> 00:19:48,000 Please do. 292 00:19:49,280 --> 00:19:54,200 Our ask is Rs. 75 lakhs for 2.25% of the company. 293 00:19:59,200 --> 00:20:02,320 then do show some interest in this deal. 294 00:20:02,840 --> 00:20:04,400 Rs. 75 lakhs at 2.25%. 295 00:20:04,520 --> 00:20:06,560 If I do the math, that's Rs. 33.33 crores. 296 00:20:06,640 --> 00:20:07,600 Roughly 32, yes. 297 00:20:07,680 --> 00:20:09,520 - Wow! Quick calculation! - Nice! 298 00:20:09,600 --> 00:20:10,680 Lovely math! 299 00:20:10,800 --> 00:20:12,280 Wow! Math genius! 300 00:20:12,360 --> 00:20:13,960 Sorry... [chuckles] 301 00:20:15,120 --> 00:20:19,800 Geetika and Gaurav, welcome to Shark Tank season 2. 302 00:20:19,880 --> 00:20:20,760 - Thank you. - Thank you. 303 00:20:20,840 --> 00:20:22,480 You said something interesting. 304 00:20:23,120 --> 00:20:25,040 That you're Punjabi as well as a Gupta. 305 00:20:25,120 --> 00:20:27,880 I'm Punjabi owing to my parents. 306 00:20:28,280 --> 00:20:30,160 And Mr. Gupta is the love of my life. 307 00:20:30,240 --> 00:20:31,720 - [chuckles] - Oh, my! 308 00:20:32,640 --> 00:20:37,240 Mad Over Parathas & Pakodas. How did the idea occur to you? 309 00:20:37,240 --> 00:20:40,520 And why did you combine parathas and pakodas? 310 00:20:40,600 --> 00:20:42,520 I found it to be an interesting combination. 311 00:20:42,600 --> 00:20:45,600 We spent 14 years in Dubai. 312 00:20:45,680 --> 00:20:49,160 When we came to India, I told Girik... 313 00:20:49,200 --> 00:20:50,240 He is my son. 314 00:20:50,320 --> 00:20:51,280 "We've come to India." 315 00:20:51,320 --> 00:20:55,120 "I want you to try the authentic desi parathas and pakodas." 316 00:20:56,080 --> 00:20:57,400 The irony is that 317 00:20:57,480 --> 00:21:00,720 we didn't find a mid-segment hygienic brand. 318 00:21:00,840 --> 00:21:02,800 Don't you cook parathas and pakodas at home? 319 00:21:02,920 --> 00:21:04,880 We usually order in. 320 00:21:05,000 --> 00:21:06,520 - Okay. - [Peyush chuckles] 321 00:21:06,760 --> 00:21:08,800 - We learnt... - She doesn't like cooking. 322 00:21:08,840 --> 00:21:11,440 - So, we were looking for... - Oh, that's why! 323 00:21:11,680 --> 00:21:13,360 Your secret has been revealed! 324 00:21:15,000 --> 00:21:18,280 We noticed that either you get the ones for Rs. 50, 325 00:21:18,360 --> 00:21:20,840 or else you go to a nice fancy restaurant. 326 00:21:20,920 --> 00:21:23,040 We identified this opportunity then. 327 00:21:23,160 --> 00:21:25,040 By we, you mean you identified the opportunity. 328 00:21:25,080 --> 00:21:27,200 - Yes, I did. - She identified the opportunity. 329 00:21:27,280 --> 00:21:29,960 I told him about it back then but he dismissed me! 330 00:21:30,160 --> 00:21:32,080 - So... - It's evident! 331 00:21:32,160 --> 00:21:34,200 It's really quite evident! 332 00:21:34,280 --> 00:21:35,640 From his stance! 333 00:21:35,760 --> 00:21:37,040 It seems as if he's scared. 334 00:21:37,160 --> 00:21:39,120 How many years has it been since you got married? 335 00:21:39,200 --> 00:21:41,200 - How many years? - A good 18 years. 336 00:21:41,280 --> 00:21:42,280 Ah, lovely. 337 00:21:42,360 --> 00:21:46,000 I think every decision that's made is of your liking. 338 00:21:46,120 --> 00:21:47,080 Absolutely not. 339 00:21:47,160 --> 00:21:48,880 - No. - He's very driven... 340 00:21:49,000 --> 00:21:51,720 It might come across as that, but it's really not true. 341 00:21:52,520 --> 00:21:53,480 That's so sweet. 342 00:21:53,560 --> 00:21:55,240 You have permission to speak. 343 00:21:55,320 --> 00:21:57,000 [unanimous laughter] 344 00:21:58,840 --> 00:22:00,000 Tell me something. 345 00:22:00,000 --> 00:22:02,600 Isn't mop an implement used for washing floors? 346 00:22:14,320 --> 00:22:17,120 We've had this conversation once or twice already. 347 00:22:17,200 --> 00:22:19,760 Great. So, you're open to changing the name. 348 00:22:19,840 --> 00:22:21,080 Changing the name is possible. 349 00:22:21,200 --> 00:22:22,480 I totally agree with you. 350 00:22:23,080 --> 00:22:25,920 We run three brands out of one kitchen. 351 00:22:26,120 --> 00:22:29,600 We plan on launching another brand in the future. 352 00:22:31,280 --> 00:22:34,440 MOPP Foods will not relate to that. 353 00:22:35,160 --> 00:22:38,360 We're no longer just Mad Over Parathas & Pakodas. 354 00:22:38,440 --> 00:22:40,000 It's an ongoing discussion. 355 00:22:41,720 --> 00:22:44,360 Monsoon is not here but the pakodas are! 356 00:22:44,600 --> 00:22:46,040 Yes, they're ready to be served. 357 00:22:46,120 --> 00:22:48,200 [music playing] 358 00:22:49,760 --> 00:22:51,200 I'm strictly non-vegetarian. 359 00:22:51,280 --> 00:22:52,560 Is this healthy? 360 00:22:52,640 --> 00:22:54,160 Healthier, definitely. 361 00:22:55,000 --> 00:22:56,080 Thank you very much. 362 00:22:57,920 --> 00:22:59,680 Yum! 363 00:22:59,720 --> 00:23:01,720 The butter chicken paratha is scrumptious! 364 00:23:01,800 --> 00:23:02,880 Thank you so much. 365 00:23:03,480 --> 00:23:06,040 First off, this is amazing. What flavour is this? 366 00:23:06,160 --> 00:23:11,600 Our top-selling paratha is the aloo pyaaz paratha. 367 00:23:12,280 --> 00:23:13,040 Hmm. 368 00:23:13,160 --> 00:23:16,400 Another one of our parathas is vegetarian. 369 00:23:16,480 --> 00:23:18,840 It's called Italian twist. 370 00:23:18,920 --> 00:23:20,160 Very nice. 371 00:23:20,280 --> 00:23:23,360 We've served you our non-vegetarian paratha 372 00:23:23,520 --> 00:23:25,000 which is the butter chicken paratha. 373 00:23:25,080 --> 00:23:27,440 [music playing] 374 00:23:27,560 --> 00:23:32,240 The oval-shaped pakodas you see with it are butter chicken pakodas. 375 00:23:33,720 --> 00:23:35,560 Can you tell me how much a paratha costs? 376 00:23:48,440 --> 00:23:50,560 that retained the crispness and prevented it from becoming soggy? 377 00:23:50,640 --> 00:23:54,960 It's a magical recipe that we can't share for obvious reasons. 378 00:23:56,240 --> 00:23:58,160 But we did extensive R&D 379 00:23:58,240 --> 00:24:00,080 to be able to apply the research 380 00:24:00,160 --> 00:24:02,520 and put our minds to it owing to our experience. 381 00:24:02,640 --> 00:24:05,280 We have over 20 years of experience. 382 00:24:05,840 --> 00:24:10,360 We raised the first seed round for MOPP in January 2020. 383 00:24:10,440 --> 00:24:12,520 - You've already raised a round! - Yes. 384 00:24:13,560 --> 00:24:14,440 At what valuation? 385 00:24:14,520 --> 00:24:18,640 We launched the business in May 2019. 386 00:24:18,720 --> 00:24:20,480 Then Mr. Rahul Singh... 387 00:24:20,560 --> 00:24:24,080 - The Beer Café... - He's the founder and CEO of The Beer Café. 388 00:24:24,120 --> 00:24:27,560 We took him on board as a mentor and advisor. 389 00:24:28,600 --> 00:24:31,680 He saw the business gain traction in the first three months. 390 00:24:31,800 --> 00:24:36,200 - After almost 6 to 7 months, Rahul decided... - After 6 months. 391 00:24:36,280 --> 00:24:38,480 That he wants to invest. 392 00:24:38,560 --> 00:24:41,560 And if your mentor tells you that he wishes to invest, 393 00:24:41,600 --> 00:24:43,200 that's a whole new level of achievement! 394 00:24:44,080 --> 00:24:46,240 - How much did he invest? - Total Rs. 71 lakhs. 395 00:24:54,800 --> 00:24:55,640 When? 396 00:24:55,760 --> 00:24:57,760 - November 2021. - At what valuation? 397 00:24:57,840 --> 00:25:00,320 At a valuation of Rs. 12 crores, 398 00:25:00,400 --> 00:25:03,080 we raised roughly another Rs. 70 lakhs. 399 00:25:12,000 --> 00:25:14,600 This was in March 2022. 400 00:25:14,680 --> 00:25:16,920 How much did you raise and at what valuation? 401 00:25:26,200 --> 00:25:29,720 At a pre-money valuation of Rs. 22 crores. 402 00:25:29,800 --> 00:25:30,560 How much? 403 00:25:30,640 --> 00:25:33,960 We received Rs. 55 lakhs as committed. 404 00:25:39,880 --> 00:25:41,640 [intense music playing] 405 00:25:41,720 --> 00:25:43,200 No, not because of that. 406 00:25:43,400 --> 00:25:47,480 We just recently collaborated with Rebel Foods. 407 00:25:47,560 --> 00:25:49,280 - Okay. - Very nice. 408 00:25:49,480 --> 00:25:51,600 They have a special launcher programme 409 00:25:51,680 --> 00:25:54,280 in which they identify high-potential entrepreneurs 410 00:25:54,400 --> 00:25:56,600 and high-potential brands 411 00:25:56,680 --> 00:25:59,480 because they are done doing their own brands. 412 00:25:59,600 --> 00:26:02,240 Now, they're looking for brands and entrepreneurs 413 00:26:02,360 --> 00:26:03,520 whom they can support 414 00:26:03,560 --> 00:26:07,720 and eventually, in the long run, they will acquire 51% equity 415 00:26:07,760 --> 00:26:09,200 and book their revenues as well. 416 00:26:11,080 --> 00:26:12,960 What is the equity split? 417 00:26:29,240 --> 00:26:30,720 You raised a round in November 2021 418 00:26:45,160 --> 00:26:46,840 When we raised funds at Rs. 12.5 crores, 419 00:26:46,920 --> 00:26:49,840 - our monthly run rate was Rs. 35 lakhs. - Okay. 420 00:26:49,960 --> 00:26:51,400 When we raised at Rs. 22 crores, 421 00:26:51,480 --> 00:26:53,120 our monthly run rate was Rs. 60 lakhs. 422 00:26:53,200 --> 00:26:54,720 - And currently, it is? - Rs. 60 lakhs. 423 00:27:13,120 --> 00:27:14,920 I have made my decision. 424 00:27:15,160 --> 00:27:17,360 First of all, Geetika, you're really cute. 425 00:27:17,520 --> 00:27:19,520 Brilliant-tasting products. 426 00:27:19,800 --> 00:27:22,320 Unfortunately, I'm out. 427 00:27:22,440 --> 00:27:24,080 [intense music playing] 428 00:27:24,400 --> 00:27:27,960 To be very honest, I don't have an interest in this area. 429 00:27:28,040 --> 00:27:30,240 - [Sharks laugh] - Oh! No! 430 00:27:30,320 --> 00:27:32,640 - It's not my expertise. - You didn't mention expertise. 431 00:27:32,720 --> 00:27:36,200 I won't be able to contribute much but I wish you the very best. 432 00:27:36,280 --> 00:27:37,640 - Thank you. - Thank you very much. 433 00:27:37,720 --> 00:27:39,440 - Thank you very much. - As far as I understand, 434 00:27:39,520 --> 00:27:42,160 the most powerful person in this industry 435 00:27:42,840 --> 00:27:44,400 and the marketplace 436 00:27:45,240 --> 00:27:47,560 are Zomato and Swiggy. 437 00:27:47,800 --> 00:27:49,800 Then comes Rebel Foods. 438 00:27:49,880 --> 00:27:52,840 They will compete over profit. 439 00:27:52,920 --> 00:27:55,560 Can you tell me how you plan to keep your margins stable 440 00:27:55,800 --> 00:27:58,040 in this fight? 441 00:27:58,160 --> 00:27:59,840 [intense music playing] 442 00:27:59,840 --> 00:28:01,160 It all depends on the scale. 443 00:28:01,240 --> 00:28:03,040 Our vision is to open at least a hundred 444 00:28:03,120 --> 00:28:04,600 kitchens in the next three years. 445 00:28:04,680 --> 00:28:06,440 [suspenseful music] 446 00:28:06,560 --> 00:28:08,600 So as of now, at the kitchen level, 447 00:28:14,280 --> 00:28:16,200 When we move to the corporate level, 448 00:28:16,280 --> 00:28:18,560 - there are various expenses. - So it's a burn? 449 00:28:18,960 --> 00:28:19,840 There's some burn too. 450 00:28:19,920 --> 00:28:21,200 What's your corporate cost? 451 00:28:21,320 --> 00:28:22,920 The corporate cost is about Rs. 7 lakhs. 452 00:28:23,000 --> 00:28:24,880 [dramatic music] 453 00:28:24,960 --> 00:28:26,360 What is the monthly burn? 454 00:28:33,560 --> 00:28:34,880 and our target 455 00:28:34,960 --> 00:28:37,200 is to maintain it at around 5% at the corporate level. 456 00:28:37,280 --> 00:28:40,120 But still, you'll always be under pressure. 457 00:28:40,200 --> 00:28:41,440 [dramatic music] 458 00:28:41,520 --> 00:28:45,960 Unless and until you are able to create a strong pull brand. 459 00:28:46,040 --> 00:28:47,600 If we talk about the strongest pull brand 460 00:28:47,680 --> 00:28:50,360 in the food delivery category, it's Domino's. 461 00:28:50,440 --> 00:28:52,080 They don't need Zomato or Swiggy. 462 00:28:52,200 --> 00:28:53,800 They can run their business on their own. 463 00:28:54,040 --> 00:28:55,320 Your case is different. 464 00:28:55,400 --> 00:28:56,920 I was ecstatic 465 00:28:57,000 --> 00:28:59,240 to hear that you make Rs. 60 lakhs per month. 466 00:28:59,320 --> 00:29:02,600 But then I recalled that you already have three brands in this business. 467 00:29:03,680 --> 00:29:06,400 You use the opportunity you get from listing 468 00:29:06,480 --> 00:29:09,080 where people select a food item, like parathas 469 00:29:09,160 --> 00:29:10,480 and they order them. 470 00:29:10,560 --> 00:29:12,440 But you fail to create a brand pull. 471 00:29:12,520 --> 00:29:15,120 Because each brand is making Rs. 20 lakhs on average. 472 00:29:15,200 --> 00:29:17,480 [dramatic music] 473 00:29:17,560 --> 00:29:19,440 Even if you open 100 kitchens, 474 00:29:19,520 --> 00:29:21,680 you will be struggling to make EBITDA. That's my point. 475 00:29:21,800 --> 00:29:23,400 [dramatic music] 476 00:29:23,480 --> 00:29:26,400 I think you can build an interesting business 477 00:29:26,480 --> 00:29:28,480 but from an investible standpoint, 478 00:29:28,560 --> 00:29:32,720 I don't feel I'll get returns on my investment 479 00:29:34,040 --> 00:29:35,480 in a way that I would like. 480 00:29:35,600 --> 00:29:36,960 So I want to be out. 481 00:29:37,040 --> 00:29:38,720 [sweeping music] 482 00:29:40,840 --> 00:29:43,680 But I wish you all the best. 483 00:29:43,760 --> 00:29:45,200 - Thank you very much! - Thank you! 484 00:29:45,800 --> 00:29:48,640 Can you please explain the unit economics of one kitchen? 485 00:30:22,080 --> 00:30:24,760 Gaurav, your numbers are impressive. 486 00:30:24,880 --> 00:30:28,720 You listed out the different types of costing, and retail means details. 487 00:30:28,800 --> 00:30:29,600 Yes! 488 00:30:29,680 --> 00:30:31,720 I run a retail business. 489 00:30:31,800 --> 00:30:34,480 We have to keep a record of figures in decimals too. 490 00:30:34,600 --> 00:30:35,920 Or else, we could make a mistake. 491 00:30:36,320 --> 00:30:38,160 Actually, I don't agree 492 00:30:38,240 --> 00:30:40,280 that there are three brands. 493 00:30:40,360 --> 00:30:43,680 If it was a single brand which you were trying to grow, 494 00:30:43,760 --> 00:30:46,800 maybe I would have entered the food space. 495 00:30:46,920 --> 00:30:49,960 [suspenseful music] 496 00:30:50,040 --> 00:30:53,040 But that's not your vision so I'm out. 497 00:30:55,560 --> 00:30:58,720 Everything that they said 498 00:30:59,000 --> 00:31:00,400 was my point. 499 00:31:00,480 --> 00:31:03,520 So because of all these reasons, I'm out too. 500 00:31:03,600 --> 00:31:05,360 [adventurous music] 501 00:31:05,760 --> 00:31:07,680 What is your revenue target for the next year? 502 00:31:08,440 --> 00:31:10,880 - It's Rs. 8.5 crores for this year. - Rs. 8.5 crores. Okay! 503 00:31:11,120 --> 00:31:12,760 How much will be your guaranteed revenue next year? 504 00:31:12,840 --> 00:31:15,320 Our internal target for the next year, 505 00:31:15,400 --> 00:31:17,720 as per our projections, is roughly around Rs. 100 crores. 506 00:31:17,800 --> 00:31:19,440 What? 507 00:31:20,520 --> 00:31:22,080 Please explain your plan of action 508 00:31:22,160 --> 00:31:23,600 to reach Rs. 100 crores from Rs. 8.5 crores. 509 00:31:23,680 --> 00:31:26,680 We'll achieve our target of 4-5 kitchens very soon. 510 00:31:26,760 --> 00:31:29,040 If we open 40 kitchens by the next year... 511 00:31:29,120 --> 00:31:30,520 I mean around 50 kitchens. 512 00:31:43,840 --> 00:31:47,520 At the store level, it'll be around 20% which means Rs. 20 crores. 513 00:31:47,640 --> 00:31:50,240 But at the corporate level, it'll be around Rs. 10 crores. 514 00:31:51,360 --> 00:31:53,200 Very good! You asked nice questions. 515 00:31:53,280 --> 00:31:55,560 If he doesn't make an offer now, please thrash him. 516 00:31:55,680 --> 00:31:57,920 [laughing] 517 00:31:58,320 --> 00:32:01,480 - He asked so many questions... - Or we could do it on your behalf. 518 00:32:02,160 --> 00:32:03,880 Actually, I want to make an offer. 519 00:32:05,800 --> 00:32:07,720 I liked your team 520 00:32:07,800 --> 00:32:09,240 and your chemistry too. 521 00:32:09,520 --> 00:32:11,560 I don't have experience in this space. 522 00:32:11,680 --> 00:32:13,760 So I would get to learn from you. 523 00:32:13,840 --> 00:32:16,480 Secondly, I think you'd become profitable. 524 00:32:16,600 --> 00:32:19,600 Because the unit economics of your kitchens are profitable. 525 00:32:20,120 --> 00:32:22,280 You asked for Rs. 75 lakhs. 526 00:32:22,440 --> 00:32:24,400 I'd like to make an offer of Rs. 50 lakhs. 527 00:32:24,480 --> 00:32:27,960 Cash on equity and Rs. 25 lakhs as debt. 528 00:32:28,040 --> 00:32:29,880 [dramatic music] 529 00:32:40,800 --> 00:32:42,680 So we have a request. 530 00:32:42,800 --> 00:32:44,560 [dramatic music] 531 00:32:44,640 --> 00:32:46,920 Please make it Rs. 75 lakhs 532 00:32:47,000 --> 00:32:49,920 for 5% equity and no debt. 533 00:33:00,080 --> 00:33:01,040 What I like 534 00:33:01,120 --> 00:33:04,360 is you're thinking fairly about your current investors. 535 00:33:04,440 --> 00:33:05,800 You'll look after my interests too. 536 00:33:05,880 --> 00:33:07,080 Yes, definitely. 537 00:33:15,680 --> 00:33:17,680 - Lovely! - Thank you so much. 538 00:33:17,800 --> 00:33:19,320 - Thank you so much. - Well done. 539 00:33:20,000 --> 00:33:22,800 - [euphoric music playing] - [camera shutter clicks] 540 00:33:24,320 --> 00:33:25,600 Congratulations once again. 541 00:33:25,600 --> 00:33:26,760 - Looking forward to working with you. - Thanks. 542 00:33:26,840 --> 00:33:28,520 - Thank you so much. - I wish to say one thing. 543 00:33:28,640 --> 00:33:30,560 Just go and mop up the food industry! 544 00:33:30,720 --> 00:33:31,560 Yes. 545 00:33:31,640 --> 00:33:33,000 - Yes, sir. - Alright. 546 00:33:35,160 --> 00:33:36,440 Yes! 547 00:36:30,680 --> 00:36:33,440 [theme music playing] 548 00:36:41,720 --> 00:36:44,400 [theme music fading] 549 00:36:47,920 --> 00:36:49,960 Sharks, my name is Madhur Rathi. 550 00:36:55,960 --> 00:36:59,520 Plastic used to be considered a great innovation of its time. 551 00:36:59,640 --> 00:37:03,280 But today, it poses a big threat to the environment. 552 00:37:03,280 --> 00:37:05,280 [intense music playing] 553 00:37:05,400 --> 00:37:06,600 This one particular record states 554 00:37:06,680 --> 00:37:09,920 that the amount of plastic waste generated in a year 555 00:37:10,040 --> 00:37:13,080 is enough to cover the Earth over four times. 556 00:37:14,360 --> 00:37:18,120 So, we all know how harmful plastic is to all of us. 557 00:37:18,800 --> 00:37:21,480 We need to do something revolutionary to solve this problem. 558 00:37:21,600 --> 00:37:23,600 [intense music playing] 559 00:37:23,600 --> 00:37:25,120 To solve the problem of plastic waste, 560 00:37:25,200 --> 00:37:27,520 we started a company called Econiture. 561 00:37:28,880 --> 00:37:32,160 We recycle plastic waste and make furniture from it. 562 00:37:45,320 --> 00:37:48,280 Most furniture is made out of metal or wood. 563 00:38:16,440 --> 00:38:20,800 Sharks, we envision recycling as much plastic waste as possible 564 00:38:20,920 --> 00:38:24,080 and make Econiture a global and sustainable furniture brand. 565 00:38:24,160 --> 00:38:25,960 [euphoric music playing] 566 00:38:26,040 --> 00:38:30,480 Come, let us raise awareness and make a resolve today. 567 00:38:30,560 --> 00:38:33,160 "Let's vow to make India clean." 568 00:38:33,240 --> 00:38:37,080 "With this solemn vow, we make a promise to our nation." 569 00:38:37,280 --> 00:38:39,400 "It is a promise." 570 00:38:39,640 --> 00:38:43,360 Our ask is Rs. 50 lakhs for 8% equity. 571 00:39:03,320 --> 00:39:07,000 Sir, this journey started with me. 572 00:39:07,800 --> 00:39:10,880 I studied engineering from Nagpur University. 573 00:39:11,080 --> 00:39:13,320 Then I worked with Mahindra & Mahindra. 574 00:39:13,440 --> 00:39:16,320 I did my MBA from Welingkar, Bengaluru. 575 00:39:17,480 --> 00:39:20,360 I attended a waste management conference over there. 576 00:39:20,440 --> 00:39:23,960 There I got to know about this company from the US 577 00:39:24,080 --> 00:39:25,800 called Waste Management Inc. 578 00:39:25,880 --> 00:39:27,720 It's a Fortune 500 company. 579 00:39:28,000 --> 00:39:29,920 I was inspired by it, 580 00:39:30,040 --> 00:39:32,520 that there was a company making money from waste! 581 00:39:32,600 --> 00:39:34,120 [chuckles] 582 00:39:34,960 --> 00:39:37,200 I did some research on it. 583 00:39:37,280 --> 00:39:39,160 After my MBA, I wanted 584 00:39:39,240 --> 00:39:41,880 to start a waste management company in Bengaluru. 585 00:39:41,960 --> 00:39:44,720 But I could not due to a lack of funds. 586 00:39:44,800 --> 00:39:47,360 Dad told me not to work with waste either. 587 00:39:47,560 --> 00:39:51,760 I found a waste management company based in Ahmedabad 588 00:39:51,840 --> 00:39:53,000 and started working with them. 589 00:39:53,080 --> 00:39:54,800 I'm the only son. I have a sister. 590 00:39:54,880 --> 00:39:57,840 I had to come back to Amravati to look after my parents. 591 00:39:57,920 --> 00:40:00,400 I told them about my business idea. 592 00:40:00,480 --> 00:40:03,120 They blindly trusted me. 593 00:40:03,240 --> 00:40:06,240 Did you think his idea was great? 594 00:40:06,320 --> 00:40:07,480 - Yes. - Absolutely. 595 00:40:07,560 --> 00:40:10,160 We did trust him. He's always been smart. 596 00:40:10,240 --> 00:40:11,120 Okay. 597 00:40:15,840 --> 00:40:16,680 Yes. 598 00:40:16,760 --> 00:40:18,440 Not studious, sir, just... 599 00:40:18,520 --> 00:40:19,560 - He was. - Resourceful. 600 00:40:19,640 --> 00:40:21,680 [unanimous laughter] 601 00:40:22,640 --> 00:40:24,200 But why furniture? 602 00:40:24,280 --> 00:40:25,120 Sir, the thing was... 603 00:40:30,480 --> 00:40:32,120 even if you did solve this problem. 604 00:40:32,200 --> 00:40:35,960 We started a waste management company in April 2017. 605 00:40:43,360 --> 00:40:46,240 So, the trigger point was that we ought to make a product 606 00:40:46,320 --> 00:40:48,200 out of 100% waste. 607 00:40:48,560 --> 00:40:49,440 Alright. 608 00:40:49,520 --> 00:40:51,920 The second thing is, furniture because 609 00:40:52,040 --> 00:40:56,200 we saw many products that were small and tiny. 610 00:40:56,280 --> 00:40:59,760 The waste that was used was barely 500 gm or 1 kg. 611 00:40:59,880 --> 00:41:02,000 Our furniture is heavy. 612 00:41:02,080 --> 00:41:03,760 This bench weighs 34 kg. 613 00:41:11,280 --> 00:41:14,120 This is standard recycling of plastic. 614 00:41:14,200 --> 00:41:16,720 You convert plastic into granules. 615 00:41:16,800 --> 00:41:18,040 - We don't. - I see. 616 00:41:18,120 --> 00:41:22,200 We've done away with the cost of granulation. 617 00:41:22,320 --> 00:41:24,040 What do you do instead? 618 00:41:24,200 --> 00:41:28,040 We segregate plastic and make small particles. 619 00:41:28,120 --> 00:41:29,840 This type of plastic ware. 620 00:41:30,240 --> 00:41:32,520 Like the blue plastic items you see here. 621 00:41:32,600 --> 00:41:35,240 - Got it. - We used to grind it 622 00:41:35,320 --> 00:41:39,160 and make lumber from it directly. 623 00:41:39,280 --> 00:41:43,240 We cut, screwed and drill the lumber to make the final furniture. 624 00:41:43,320 --> 00:41:45,920 [euphoric music playing] 625 00:41:46,000 --> 00:41:48,320 Sir, these are beams that resemble wood. 626 00:41:51,160 --> 00:41:53,240 - Will you melt this? - Yes. 627 00:41:53,320 --> 00:41:54,680 - And make bars from it. - Yes. 628 00:41:54,760 --> 00:41:56,960 [uplifting music playing] 629 00:42:11,920 --> 00:42:14,880 - Sir, anyone can with a little research. - Okay. 630 00:42:14,960 --> 00:42:18,760 What's the price of that bench? 631 00:42:18,880 --> 00:42:20,800 - Rs. 15,000. - Rs. 15,000! 632 00:42:20,920 --> 00:42:21,960 Retail price. 633 00:42:25,560 --> 00:42:28,520 If you compare prices with wooden furniture online, 634 00:42:28,600 --> 00:42:32,080 it's around Rs. 20,000 for a three-seater bench. 635 00:42:34,280 --> 00:42:35,720 And the beach chair? 636 00:42:36,040 --> 00:42:37,520 Rs. 18,000. 637 00:42:39,120 --> 00:42:40,720 What's your cost? 638 00:42:40,800 --> 00:42:44,400 Our manufacturing cost is Rs. 5000. 639 00:42:44,840 --> 00:42:47,160 You make it in Rs. 5000. Does the shipping cost a lot? 640 00:42:47,240 --> 00:42:48,120 Yes, right. 641 00:42:48,240 --> 00:42:49,480 How much would the shipping cost 642 00:42:49,560 --> 00:42:52,480 if I were to buy that bench for Rs. 18,000? 643 00:42:52,600 --> 00:42:54,680 It'll be around Rs. 3,000. 644 00:42:56,000 --> 00:42:56,920 Thank you. 645 00:42:57,120 --> 00:42:58,040 What are your sales? 646 00:43:04,520 --> 00:43:07,160 as it is comparatively new and was launched two years ago. 647 00:43:07,240 --> 00:43:08,400 Where's the rest from? 648 00:43:09,200 --> 00:43:11,520 The rest comes from the waste that we segregate 649 00:43:11,600 --> 00:43:13,880 and provide to recyclers. 650 00:43:13,960 --> 00:43:17,000 It's the sale from the business we started with. 651 00:43:17,080 --> 00:43:18,480 That business is more profitable. 652 00:43:20,200 --> 00:43:22,800 Sir, that's just a quantum of the business. 653 00:43:22,880 --> 00:43:24,640 If you look at the gross margin in furniture, 654 00:43:32,720 --> 00:43:35,440 The logistics and warehouse costs 655 00:43:35,520 --> 00:43:37,840 take up a significant portion of the margin 656 00:43:37,960 --> 00:43:38,880 which we can't even imagine. 657 00:43:38,960 --> 00:43:40,640 - We think that with scaling... - Correct. 658 00:43:40,760 --> 00:43:43,440 The cost will come under control but it does not happen. 659 00:43:44,440 --> 00:43:46,360 It takes away all the margin in the business. 660 00:43:46,480 --> 00:43:49,560 So last month, what was your sales figure for furniture? 661 00:44:01,160 --> 00:44:02,400 It's kind of funny. 662 00:44:02,520 --> 00:44:04,640 [chuckling] 663 00:44:06,160 --> 00:44:08,120 Last month, the sales figure was around Rs. 7.5 lakhs. 664 00:44:08,200 --> 00:44:09,520 This month, we have earned Rs. 8 lakhs till now. 665 00:44:21,240 --> 00:44:24,280 - a furniture business from a trash business. - Furniture! Exactly! 666 00:44:24,360 --> 00:44:26,120 Alright! I understand. 667 00:44:26,240 --> 00:44:27,840 Our target for this year 668 00:44:27,960 --> 00:44:31,400 is to earn Rs. 1.1 crores from the waste management business. 669 00:44:38,440 --> 00:44:39,440 "Will go!" 670 00:44:40,640 --> 00:44:42,240 Madhur, let me tell you my decision. 671 00:44:42,320 --> 00:44:45,240 I think your business is at an early stage. 672 00:44:45,320 --> 00:44:46,560 [suspenseful music] 673 00:44:46,680 --> 00:44:49,440 You have only made sales worth Rs. 18 lakhs. 674 00:44:50,960 --> 00:44:52,880 It still isn't your main business. 675 00:44:52,960 --> 00:44:55,040 You want to convert your business 676 00:44:55,120 --> 00:44:56,440 from one particular type to another. 677 00:44:56,520 --> 00:44:58,000 Peyush pointed out the same thing. 678 00:44:58,120 --> 00:45:00,760 I think you'll face many logistical issues. 679 00:45:00,840 --> 00:45:03,800 So I'm out for now but all the best. 680 00:45:03,880 --> 00:45:05,280 - Thank you, sir! - Thank you, sir! 681 00:45:07,120 --> 00:45:09,240 I'd like to share my decision too. 682 00:45:09,320 --> 00:45:13,520 I won't be able to give value to your business. 683 00:45:13,600 --> 00:45:15,760 - You lack expertise. - You lack expertise 684 00:45:15,840 --> 00:45:18,160 nor will I be able to help you. 685 00:45:18,360 --> 00:45:19,920 And for this reason, I'm out. 686 00:45:20,000 --> 00:45:21,760 [sweeping music] 687 00:45:22,520 --> 00:45:25,160 Firstly, I think 688 00:45:25,280 --> 00:45:29,040 - that you made presentable furniture from plastic. - Right! 689 00:45:29,240 --> 00:45:31,400 Another good point is that you are the leader. 690 00:45:31,480 --> 00:45:34,160 So the position of the CEO is defined and there is no confusion. 691 00:45:34,240 --> 00:45:36,760 I'm out today, primarily because 692 00:45:36,840 --> 00:45:39,920 I can see challenges regarding scaling up 693 00:45:40,000 --> 00:45:41,640 in your furniture business 694 00:45:41,720 --> 00:45:43,160 so it's too early for me to do an investment. 695 00:45:43,240 --> 00:45:46,200 I would have been more interested 696 00:45:46,320 --> 00:45:47,600 in your recycling business. 697 00:45:47,720 --> 00:45:50,000 I think it's a good category but it'll have its challenges. 698 00:45:50,080 --> 00:45:51,000 But best of luck. 699 00:45:51,120 --> 00:45:52,480 - Thank you, sir! - Thank you, sir! 700 00:45:53,000 --> 00:45:55,240 Sir, you may come here and examine it. 701 00:45:55,480 --> 00:45:57,480 Sure! I'm thinking about 702 00:45:57,560 --> 00:46:00,200 buying your furniture for my Lenskart stores. 703 00:46:00,280 --> 00:46:02,240 Please inscribe in bold letters 704 00:46:02,320 --> 00:46:04,000 that it's made with recyclable plastic. 705 00:46:04,120 --> 00:46:06,240 It'll give a message to people as soon as they see it. 706 00:46:06,360 --> 00:46:08,640 We can demonstrate its durability 707 00:46:08,720 --> 00:46:10,160 if you allow us. 708 00:46:10,280 --> 00:46:13,480 - No. It's... - I think you must talk to these two people. 709 00:46:13,560 --> 00:46:16,000 Namita, let them talk to me. 710 00:46:16,080 --> 00:46:17,840 Please show us the durability. How will you show it? 711 00:46:17,920 --> 00:46:19,640 Namita, now I'll continue talking to them. 712 00:46:19,720 --> 00:46:21,320 You tried to play a spoilsport. 713 00:46:21,440 --> 00:46:22,720 No! She is talking generally. 714 00:46:22,840 --> 00:46:24,400 [laughing] 715 00:46:27,920 --> 00:46:29,080 Actually, it's pretty good. 716 00:46:29,160 --> 00:46:30,640 I find it okay. 717 00:46:30,760 --> 00:46:34,080 I'll give you an order of 1,000 benches. 718 00:46:34,200 --> 00:46:36,680 Its branding can be improved 719 00:46:36,760 --> 00:46:37,920 because the product is fabulous. 720 00:46:38,000 --> 00:46:40,680 We come to know about the durability of a chair by sitting on it. 721 00:46:40,960 --> 00:46:42,200 What are you up to? 722 00:46:42,280 --> 00:46:43,800 - Durability! - We're showing durability. 723 00:46:43,880 --> 00:46:45,040 Look! 724 00:46:45,720 --> 00:46:47,880 [laughing] 725 00:46:48,760 --> 00:46:50,360 Please join them. 726 00:46:50,440 --> 00:46:52,120 Madhur, are you being arrogant? 727 00:46:52,200 --> 00:46:54,680 Just because you're the CEO, you're compelling them to jump? 728 00:46:54,760 --> 00:46:56,480 - Gosh! - You must also jump. 729 00:46:56,560 --> 00:46:58,280 Come on, all four of you must jump. 730 00:46:59,920 --> 00:47:02,720 - "They'll dance! Let's dance!" - "Let's dance!" 731 00:47:03,520 --> 00:47:05,720 [comical music] 732 00:47:06,720 --> 00:47:07,640 It won't break. 733 00:47:07,760 --> 00:47:09,280 No, it's quite durable. Good! 734 00:47:09,360 --> 00:47:12,240 [amusing music] 735 00:47:12,480 --> 00:47:14,200 I want to know 736 00:47:14,280 --> 00:47:16,680 the unit economics of both businesses separately. 737 00:47:16,760 --> 00:47:17,560 Alright! 738 00:47:17,680 --> 00:47:19,520 It's fine! [laughing] 739 00:47:19,600 --> 00:47:22,360 Come on! Go on! Move on! 740 00:47:22,440 --> 00:47:23,720 And I'll lend an ear! 741 00:47:27,520 --> 00:47:29,960 - Let's take the example of a bench. - Fine. We'll talk about the bench. 742 00:47:30,040 --> 00:47:32,960 We sell a bench for Rs. 15,000 on our website 743 00:47:33,040 --> 00:47:35,480 and for Rs. 17,500 on Amazon. 744 00:48:03,400 --> 00:48:05,680 If I talk about this year, 745 00:48:05,760 --> 00:48:07,800 we have made sales worth Rs. 15 lakhs 746 00:48:07,880 --> 00:48:11,000 and we spent Rs. 2.5 lakhs in marketing. It excludes GST. 747 00:48:11,080 --> 00:48:11,960 Alright. 748 00:48:12,040 --> 00:48:14,040 Please explain the unit economics 749 00:48:14,120 --> 00:48:15,960 of your recycling business quickly. 750 00:48:16,080 --> 00:48:18,920 Sir, our average sales in the recycling business 751 00:48:44,840 --> 00:48:48,320 is around 25%. What was your profit 752 00:48:48,520 --> 00:48:51,600 - in your sales of Rs. 5 lakhs last month? - Rs. 1.25 lakhs. 753 00:48:51,680 --> 00:48:54,080 - You made a profit of Rs. 1.25 lakhs? - Yes, sir. 754 00:48:54,200 --> 00:48:55,920 And from your second business where you earned Rs. 8 lakhs, 755 00:48:56,000 --> 00:48:57,960 you profited around Rs. 50,000. 756 00:48:58,120 --> 00:49:00,200 Sir, it wasn't Rs. 50,000. It was around Rs. 20,000. 757 00:49:00,320 --> 00:49:02,480 That's it! You earn a petty amount as there's no margin. 758 00:49:02,560 --> 00:49:03,800 - There's no margin. - Yes, sir. 759 00:49:04,160 --> 00:49:06,960 Where can you scale it up, besides the furniture industry? 760 00:49:07,040 --> 00:49:09,160 I want to understand that. Because the furniture market 761 00:49:09,280 --> 00:49:12,040 is limited and I don't think 762 00:49:12,160 --> 00:49:13,640 you need an investor for that. 763 00:49:13,720 --> 00:49:16,720 Sir, almost all the items can be made with plastic. 764 00:49:16,800 --> 00:49:19,200 For example, PET bottles are also one of our products. 765 00:49:19,280 --> 00:49:21,080 We manufacture these with a particular polymer 766 00:49:21,160 --> 00:49:23,160 - and PET is a different kind of polymer. - Yes. 767 00:49:23,240 --> 00:49:26,680 We can use it to make shoes and clothes too. 768 00:49:26,760 --> 00:49:28,120 Alright! We can make those things too. 769 00:49:28,200 --> 00:49:29,800 We can make shawls too. 770 00:49:30,400 --> 00:49:31,760 Is any other company making such items? 771 00:49:31,840 --> 00:49:33,920 People are making such products on a smaller scale. 772 00:49:34,040 --> 00:49:36,560 And some people buy lumber from us to make such furniture. 773 00:49:36,640 --> 00:49:40,000 But our strength is that we streamlined this process. 774 00:49:40,120 --> 00:49:41,600 [sweeping music] 775 00:49:42,320 --> 00:49:44,040 I think your strength 776 00:49:44,120 --> 00:49:46,240 is your recycling business. 777 00:49:46,320 --> 00:49:48,600 Last year, you came to know 778 00:49:48,720 --> 00:49:50,160 that you won't get a margin in your current business. 779 00:49:50,240 --> 00:49:52,840 And in a short span of time you adapted. 780 00:49:52,920 --> 00:49:56,080 Out of Rs. 13 lakhs, you earned Rs. 5 lakhs from the furniture business. 781 00:49:56,160 --> 00:49:59,040 That means 40% of your business is coming from the furniture. 782 00:49:59,120 --> 00:50:00,560 So you did amazingly well. 783 00:50:02,000 --> 00:50:04,040 And the margin is big in this business. 784 00:50:04,160 --> 00:50:05,400 - Right? - Exactly! 785 00:50:05,480 --> 00:50:07,240 But I think for the time being, 786 00:50:07,360 --> 00:50:09,520 there's a problem in scaling up. 787 00:50:10,960 --> 00:50:14,280 For this reason, it's not the right t for me to invest in your business. 788 00:50:14,360 --> 00:50:17,000 But all the best! You're doing great work. Good luck! 789 00:50:19,320 --> 00:50:22,320 If you don't get funding today, how will you treat Madhur? 790 00:50:22,400 --> 00:50:23,880 Sir, we'll yell at him. 791 00:50:23,960 --> 00:50:26,040 [laughing] 792 00:50:56,760 --> 00:50:59,000 I want your business to scale up in the B2C category 793 00:50:59,120 --> 00:51:00,520 before I enter your business. 794 00:51:00,600 --> 00:51:01,880 But I wish you all the best. 795 00:51:01,960 --> 00:51:04,040 I think you achieved a remarkable feat. 796 00:51:04,120 --> 00:51:06,560 The way all four of you are working together, 797 00:51:06,640 --> 00:51:08,880 we built our company the same way. 798 00:51:09,000 --> 00:51:11,200 All of you started the same way and it'd soon be successful. 799 00:51:11,280 --> 00:51:13,040 Please continue working this way. All the best! 800 00:51:13,120 --> 00:51:14,160 - Thank you, sir! - Thank you, sir! 801 00:51:14,280 --> 00:51:15,840 - Thank you! - Bye, guys! 802 00:51:15,920 --> 00:51:17,320 - Thank you! - Bye! 803 00:51:17,440 --> 00:51:19,400 [upbeat music] 804 00:51:23,840 --> 00:51:25,720 'Anupam, Meenal from Surat has a question' 805 00:51:25,840 --> 00:51:28,040 'for you today in the Shark Xperience segment.' 806 00:51:28,120 --> 00:51:30,160 'You have done 240 investments.' 807 00:51:30,280 --> 00:51:32,160 'Many of them must be in losses.' 808 00:51:32,240 --> 00:51:35,560 'If common people like us spend Rs. 50 extra, ' 809 00:51:35,680 --> 00:51:37,040 'we become worried.' 810 00:51:37,120 --> 00:51:38,680 'But how do you remain calm?' 811 00:51:38,800 --> 00:51:40,360 Meenal, the thing is, 812 00:51:40,480 --> 00:51:43,960 when we do angel investment or early-stage investment, 813 00:51:44,480 --> 00:51:47,120 we can't expect 814 00:51:47,240 --> 00:51:49,560 to earn money or returns 815 00:51:49,640 --> 00:51:52,040 from every company that we invested in. 816 00:51:52,120 --> 00:51:54,160 For example, 817 00:51:54,280 --> 00:51:56,520 my portfolio has 818 00:51:56,600 --> 00:52:00,320 around 70 companies that already closed down