1 00:00:10,160 --> 00:00:12,160 Greetings, my name is Rahul Dua. 2 00:00:12,360 --> 00:00:14,480 Welcome to Shark Tank season 2. 3 00:00:14,720 --> 00:00:17,640 Co-presented by Acko, payments partner Cashfree payments. 4 00:00:17,760 --> 00:00:19,280 Ideas partner, Smallcase. 5 00:00:19,480 --> 00:00:20,880 Co-powered by PokerBaazi. 6 00:00:21,000 --> 00:00:22,440 Money partner 5 Money. 7 00:00:22,560 --> 00:00:24,080 Online food partner, Eatfit. 8 00:00:24,240 --> 00:00:25,640 Eyewear partner, Lenskart. 9 00:00:25,880 --> 00:00:26,840 Are you ready? 10 00:00:26,880 --> 00:00:29,840 Because the pitchers, Sharks and the hosts are all ready. 11 00:00:29,960 --> 00:00:32,680 [music playing] 12 00:00:34,440 --> 00:00:36,960 [drums beating] 13 00:00:58,800 --> 00:00:59,840 Hi, Sharks. 14 00:00:59,920 --> 00:01:01,400 There's a saying in the South. 15 00:01:01,480 --> 00:01:05,760 'Without strong filter coffee and a newspaper, ' 16 00:01:05,840 --> 00:01:08,160 'the start to your day is incomplete.' 17 00:01:08,240 --> 00:01:09,080 Oh, my! 18 00:01:09,160 --> 00:01:11,120 I had a similar situation in my house. 19 00:01:11,320 --> 00:01:13,520 Picture this. It's 5 a.m. 20 00:01:13,760 --> 00:01:15,120 [birds chirping] 21 00:01:15,280 --> 00:01:17,680 Soft Carnatic music is playing on the radio. 22 00:01:17,800 --> 00:01:18,960 [radio tuning] 23 00:01:19,280 --> 00:01:20,440 Nice. 24 00:01:20,720 --> 00:01:23,400 My grandmother is in the kitchen 25 00:01:23,520 --> 00:01:26,680 and she is making our very own authentic, flavourful, 26 00:01:26,760 --> 00:01:29,480 strong and aromatic filter coffee. 27 00:01:29,880 --> 00:01:32,440 [coffee brews] 28 00:01:33,680 --> 00:01:37,080 We'd wake up to this aroma every morning and start our day. 29 00:01:37,160 --> 00:01:39,680 [pleasant music playing] 30 00:01:39,840 --> 00:01:41,160 My grandfather had a weird habit. 31 00:01:42,320 --> 00:01:46,440 He would fill up a big flask with filter coffee 32 00:01:46,520 --> 00:01:48,120 and enjoy it till breakfast was done. 33 00:01:48,320 --> 00:01:49,800 [pleasant music playing] 34 00:01:49,960 --> 00:01:53,120 And the same practice resumes at 4 p.m. in the evening, 35 00:01:53,200 --> 00:01:54,160 but this time, 36 00:01:54,360 --> 00:01:57,160 with grandma's wonderfully flavourful homemade snacks. 37 00:01:58,400 --> 00:01:59,560 I am G D Prasad. 38 00:01:59,720 --> 00:02:00,880 I'm Yashas Alur. 39 00:02:00,960 --> 00:02:02,360 And I am Rahul Bajaj. 40 00:02:02,440 --> 00:02:06,480 And we are VS Mani & Co. From Nammuru, Bengaluru. 41 00:02:06,560 --> 00:02:08,760 [music playing] 42 00:02:09,440 --> 00:02:12,120 There are many brands in the market selling coffee and snacks. 43 00:02:12,240 --> 00:02:14,800 But for South Indian filter coffee and snacks, 44 00:02:14,880 --> 00:02:17,840 there's no option but local restaurants and brands. 45 00:02:17,960 --> 00:02:20,360 VS Mani & Co. is here to change that. 46 00:02:21,560 --> 00:02:25,400 Our product range offers South Indian filter coffee 47 00:02:25,440 --> 00:02:28,400 and snacks made of traditional party recipes. 48 00:02:28,480 --> 00:02:31,680 Like murukku, banana chips, peanut chikki and podis. 49 00:02:32,600 --> 00:02:35,560 Our products are available on our website, Amazon, 50 00:02:35,680 --> 00:02:38,320 quick commerce as well as supermarkets. 51 00:02:38,920 --> 00:02:43,000 Our vision is to make VS Mani & Co. An internationally recognised 52 00:02:43,120 --> 00:02:46,040 authentic South Indian coffee and snacks brand. 53 00:02:47,240 --> 00:02:52,120 Sharks, our ask is Rs. 60 lakhs in exchange for 1.5% of our company. 54 00:02:53,720 --> 00:02:55,640 Sharks, how about some coffee? 55 00:02:55,760 --> 00:02:57,760 Can we sample some VS Mani & Co. delicacies? 56 00:02:57,840 --> 00:02:59,200 - Yes, sure. - Lovely. 57 00:02:59,280 --> 00:03:00,880 - Yes, please. - Please. 58 00:03:01,640 --> 00:03:03,640 While Rahul and Yashas are preparing the samples, 59 00:03:03,720 --> 00:03:06,000 let me explain our hero product to you. 60 00:03:06,080 --> 00:03:08,280 I had mentioned that 61 00:03:08,440 --> 00:03:10,760 - she was making aromatic filter coffee in the kitchen. - Hmm. 62 00:03:10,840 --> 00:03:14,600 This bottle contains that very coffee decoction. 63 00:03:15,880 --> 00:03:17,560 In the South, we love our chicory. 64 00:03:17,880 --> 00:03:20,120 And that chicory blend is what brings 65 00:03:20,240 --> 00:03:22,880 the authentic South Indian filter coffee flavour. 66 00:03:24,160 --> 00:03:26,200 - No coffee? - It's coming. 67 00:03:26,720 --> 00:03:29,000 - Won't you serve us coffee? - It's coming. 68 00:03:29,080 --> 00:03:31,200 - Filter coffee is my favourite. - Yes. 69 00:03:31,280 --> 00:03:32,400 - I can taste and tell you... - Yes. 70 00:03:32,480 --> 00:03:35,320 We are actually sampling the snacks and Rahul's making the coffee. 71 00:03:35,400 --> 00:03:36,960 - Oh, he's making it! Nice. - Yes. 72 00:03:37,200 --> 00:03:39,320 Also, tell us what a decoction is. 73 00:03:39,520 --> 00:03:42,600 We grind the beans for the filter coffee 74 00:03:42,720 --> 00:03:44,400 and put them in a container. 75 00:03:44,560 --> 00:03:49,240 Then add hot water to the container to percolate it down. 76 00:03:49,320 --> 00:03:50,880 And the filter coffee decoction is ready. 77 00:03:50,960 --> 00:03:53,200 It's the extract of the filter coffee. 78 00:03:53,360 --> 00:03:55,640 We add milk and sugar and enjoy it. 79 00:03:55,760 --> 00:03:58,680 [pleasant music playing] 80 00:04:02,840 --> 00:04:04,680 Oh! This is really good. 81 00:04:05,920 --> 00:04:07,600 - Thank you so much. - Very nice. 82 00:04:07,920 --> 00:04:10,880 - Excellent! It's outstanding. - Thank you so much. 83 00:04:11,040 --> 00:04:12,040 Let's talk about the snacks. 84 00:04:12,040 --> 00:04:14,640 The chips are thin and tasty. They're special. 85 00:04:14,800 --> 00:04:16,520 - Thank you so much. - It's fantastic. 86 00:04:17,480 --> 00:04:19,320 The outfit you're wearing is a lungi, right? 87 00:04:19,480 --> 00:04:22,000 - No, it's 'veshti'. - It's called 'veshti' in Tamil. 88 00:04:22,120 --> 00:04:23,800 Lungi is the chequered one. 89 00:04:23,960 --> 00:04:25,160 Do you go to the office in this? 90 00:04:25,240 --> 00:04:27,360 - No, we go in shorts. - [unanimous laughter] 91 00:04:27,480 --> 00:04:28,840 You wear shorts in the office! 92 00:04:29,000 --> 00:04:31,400 [music playing] 93 00:04:31,640 --> 00:04:34,440 Before we move on, I have something to say. 94 00:04:34,600 --> 00:04:35,960 I'm an investor in this company. 95 00:04:36,080 --> 00:04:36,920 Oh! 96 00:04:38,000 --> 00:04:39,560 But I've never met them. 97 00:04:39,680 --> 00:04:41,800 - I've spoken to you, right? - Yes. 98 00:04:41,920 --> 00:04:45,360 Anupam, it means you don't meet the owners after investing. 99 00:04:45,640 --> 00:04:47,880 - I invest before meeting them! - [Sharks laugh] 100 00:04:49,000 --> 00:04:51,800 - How much did you invest? - [Sharks laugh] 101 00:04:51,960 --> 00:04:53,440 - What was the valuation? - Yes. 102 00:04:53,600 --> 00:04:55,160 [unanimous laugh] 103 00:04:55,680 --> 00:04:58,040 - I don't want to influence them. - You already did. 104 00:04:58,120 --> 00:05:00,200 - You did. - But it'll be their loss. 105 00:05:00,480 --> 00:05:02,240 As well as the audience's. 106 00:05:02,320 --> 00:05:05,360 - The number one Shark has to leave. - Oh, my! 107 00:05:05,520 --> 00:05:07,760 - Thank you, Anupam. Thank you. - Alright, guys. 108 00:05:07,920 --> 00:05:10,760 - We'll miss you, bro. - We'll get to speak today! 109 00:05:10,880 --> 00:05:12,320 [Sharks laugh] 110 00:05:13,320 --> 00:05:14,400 - Alright. - Welcome, sir. 111 00:05:14,520 --> 00:05:17,600 - Welcome. - It will be fun to watch from outside. 112 00:05:17,680 --> 00:05:20,000 - This is a treat I've been looking forward to. - Come, sir. 113 00:05:20,080 --> 00:05:23,640 Let's start with how you met and how this idea occurred to you. 114 00:05:23,680 --> 00:05:25,320 We met at work 115 00:05:25,360 --> 00:05:27,960 at Dentsu Webchutney, India's leading creative agency. 116 00:05:28,040 --> 00:05:28,840 Very nice. 117 00:05:28,920 --> 00:05:32,000 We worked on numerous brands day in and day out. 118 00:05:32,080 --> 00:05:33,400 That thought did come 119 00:05:33,480 --> 00:05:36,840 that we weren't working on a brand for our own selves. 120 00:05:36,920 --> 00:05:39,240 We gravitated toward what we knew best. 121 00:05:39,320 --> 00:05:40,840 [euphoric music playing] 122 00:05:41,080 --> 00:05:42,600 If we're in the South, 123 00:05:42,760 --> 00:05:46,880 any shop will have some condiments, snacks or coffee. 124 00:05:47,040 --> 00:05:48,360 But even in Mumbai... 125 00:05:48,480 --> 00:05:50,040 We've been here for three days 126 00:05:50,160 --> 00:05:53,160 - and we didn't get good filter coffee anywhere. - True. 127 00:05:53,240 --> 00:05:54,600 - You don't get it in Delhi either. - Yes. 128 00:05:54,600 --> 00:05:57,560 So, we thought let's take this and pass it on to the world 129 00:05:57,600 --> 00:05:59,920 because our diaspora is well distributed. 130 00:06:01,560 --> 00:06:03,520 They miss this traditional flavour. 131 00:06:03,560 --> 00:06:07,560 So, we started VS Mani & Co. In 2020. 132 00:06:09,920 --> 00:06:13,640 You are a Tamilian, but they both are from different parts of India. 133 00:06:13,720 --> 00:06:17,080 - 'Yes.' - 'So how did your love for ethnic food come about?' 134 00:06:17,160 --> 00:06:19,040 We were both born and brought up in Bengaluru. 135 00:06:19,160 --> 00:06:21,920 - So, I'm more of a South Indian that way. - Okay. 136 00:06:22,000 --> 00:06:23,640 What is each one's qualification? 137 00:06:23,720 --> 00:06:26,840 - I've done Masters in Marketing from London. - Okay. 138 00:06:26,960 --> 00:06:29,680 I've done Masters in Advertising and Marketing from Coventry University. 139 00:06:29,760 --> 00:06:32,880 I've studied Economics and Finance from Australian National University. 140 00:06:33,200 --> 00:06:35,400 What is the equity split amongst all three? 141 00:06:36,480 --> 00:06:38,000 I have 45%. 142 00:06:38,160 --> 00:06:39,680 They hold 14% each. 143 00:06:39,800 --> 00:06:42,480 - What about the rest? - 21% is with angel investors. 144 00:06:42,560 --> 00:06:43,640 With Anupam. 145 00:06:43,760 --> 00:06:45,440 - No... - [unanimous laughter] 146 00:06:45,760 --> 00:06:47,080 - 'Not entirely. - You took a big chunk.' 147 00:06:47,160 --> 00:06:48,640 'Are you listening, Anupam?' 148 00:06:49,760 --> 00:06:50,960 And designations? 149 00:06:51,040 --> 00:06:52,400 I operate as the CEO. 150 00:06:52,520 --> 00:06:55,840 - Yashas operates as the head of growth. - Okay. 151 00:06:55,920 --> 00:06:58,800 - Rahul oversees the entire operations. - Oh. 152 00:06:58,880 --> 00:07:00,600 What categories do you currently have? 153 00:07:00,760 --> 00:07:03,080 Our focus is on coffee and snacks. 154 00:07:03,160 --> 00:07:05,200 How is the business divided between the two? 155 00:07:06,160 --> 00:07:10,360 Coffee brings in approximately 55 to 60% of the revenue. 156 00:07:10,480 --> 00:07:12,040 40% comes from snacks. 157 00:07:12,120 --> 00:07:14,560 We launched snacks in May. 158 00:07:15,360 --> 00:07:17,600 Till the time we actually took the funds, 159 00:07:17,800 --> 00:07:19,200 we never had the decoction. 160 00:07:19,320 --> 00:07:22,600 We only had instant coffee powder and that was the hero product. 161 00:07:22,760 --> 00:07:26,240 We launched it on 15 August 2022 and now sell 10,000 units of it. 162 00:07:26,320 --> 00:07:27,680 I think we sell even more. 163 00:07:27,760 --> 00:07:30,320 So, we sold about 19,000 units last month 164 00:07:30,440 --> 00:07:32,120 simply from that one product. 165 00:07:32,360 --> 00:07:34,600 What have your sales been from the day you started? 166 00:07:34,680 --> 00:07:37,600 We started on 29 June 2020. 167 00:07:37,680 --> 00:07:41,880 All of that financial year, our total turnover was Rs. 15 lakhs. 168 00:07:42,120 --> 00:07:42,920 Okay. 169 00:07:42,960 --> 00:07:46,280 In 2021-22, we did Rs. 1.2 crores. 170 00:07:46,400 --> 00:07:47,800 2022 till now... 171 00:07:48,080 --> 00:07:50,200 'We have crossed almost Rs. 2 crores.' 172 00:07:50,320 --> 00:07:53,000 Our target this year is Rs. 7.5 crores. 173 00:07:53,000 --> 00:07:54,320 That's what we're working towards. 174 00:07:54,400 --> 00:07:57,960 Our revenue was Rs. 63 lakhs in the last month, September 2022. 175 00:07:58,040 --> 00:08:00,120 Okay. Who are your customers? 176 00:08:00,240 --> 00:08:01,720 What's your differentiation? 177 00:08:01,800 --> 00:08:03,560 Which market segment are you targeting 178 00:08:03,640 --> 00:08:05,720 price-wise and customer profile-wise? 179 00:08:05,960 --> 00:08:11,280 Our customers are from Mumbai, Pune, Bengaluru, 180 00:08:11,400 --> 00:08:13,760 Hyderabad and Delhi NCR. In this order. 181 00:08:13,840 --> 00:08:14,800 Mumbai is number one! 182 00:08:14,800 --> 00:08:16,120 - Mumbai is number one. - I see. 183 00:08:16,200 --> 00:08:18,640 Why isn't the penetration higher in the South 184 00:08:18,720 --> 00:08:20,600 if the taste is authentic? 185 00:08:21,160 --> 00:08:23,400 There are many options available in the South, sir. 186 00:08:23,520 --> 00:08:25,560 You'll find a few options in your own home. 187 00:08:25,640 --> 00:08:28,800 - But, GD, other than Mumbai, in the rest of India... - Yes? 188 00:08:28,880 --> 00:08:31,800 Especially in the North, has the adoption of the taste gone well? 189 00:08:31,880 --> 00:08:34,040 Yes, it is in Delhi NCR for example. 190 00:08:34,120 --> 00:08:36,200 - What is Delhi's contribution? - 16%. 191 00:08:36,400 --> 00:08:37,200 Okay. 192 00:08:37,280 --> 00:08:39,960 - Do you have any branding samples we can check? - I'll show them. 193 00:08:40,080 --> 00:08:42,720 [suspenseful music playing] 194 00:08:45,160 --> 00:08:47,200 This bottle is 220 ml. 195 00:08:47,320 --> 00:08:49,840 We sell 220 ml for Rs. 145. 196 00:08:50,760 --> 00:08:52,000 How many cups of coffee does it make? 197 00:08:52,080 --> 00:08:55,160 Approximately you can make about 10 to 12 cups of coffee. 198 00:08:55,240 --> 00:08:56,520 - Let's assume Rs. 15 a cup. - Yes. 199 00:08:56,600 --> 00:08:59,320 Where does its price stand compared to normal filter coffee? 200 00:08:59,320 --> 00:09:01,240 Is this a premium product? 201 00:09:01,880 --> 00:09:06,720 On average, our pricing is 25 to 30% higher than the competition. 202 00:09:07,000 --> 00:09:10,280 We have made a price correction as far as the decoction is concerned. 203 00:09:10,400 --> 00:09:13,440 Our focus has now moved from online to offline. 204 00:09:13,520 --> 00:09:15,440 - Is anyone going to make an offer? - Yes, sir. 205 00:09:15,520 --> 00:09:18,480 - Since I've invested, they're bound to get offers. - True. 206 00:09:18,600 --> 00:09:19,920 How much are you making? 207 00:09:19,920 --> 00:09:22,200 Before raising the funds, we were making a small profit. 208 00:09:22,280 --> 00:09:24,040 Something in the region of a couple of lakhs. 209 00:09:24,200 --> 00:09:28,040 Right now, our burn is roughly Rs. 20 to 25 lakhs every month. 210 00:09:28,520 --> 00:09:29,920 [gasps] 211 00:09:30,480 --> 00:09:33,160 - Wow! - At Rs. 60 lakhs, 25 lakhs is the burn. 212 00:09:33,240 --> 00:09:34,200 Yes. 213 00:09:34,720 --> 00:09:36,200 Oh! That's a lot! 214 00:09:37,840 --> 00:09:40,920 - You've valued your company at Rs. 40 crores. - Yes. 215 00:09:41,000 --> 00:09:45,440 If you look at FY 22 sales, it's Rs. 1.2 crores. 216 00:09:46,200 --> 00:09:48,560 Rs. 25 lakhs is your current cash burn. 217 00:09:48,720 --> 00:09:50,760 Rs. 1.2 crores is your prior year's sales. 218 00:09:50,840 --> 00:09:52,920 How can you ask for a valuation of Rs. 40 crores? 219 00:09:54,960 --> 00:09:56,640 How much did you raise in your last round? 220 00:09:56,720 --> 00:09:58,520 When was it and at what valuation? 221 00:09:59,280 --> 00:10:01,800 The discussions on our previous fundraise began last year 222 00:10:01,880 --> 00:10:03,520 around September or November. 223 00:10:03,640 --> 00:10:07,080 At the time, we fixed our valuation at Rs. 15 crores pre-money. 224 00:10:07,160 --> 00:10:08,680 The 21% that we gave up, 225 00:10:08,760 --> 00:10:10,640 all the investors came on board on that valuation. 226 00:10:10,720 --> 00:10:13,320 This round concluded in March 2022. 227 00:10:13,480 --> 00:10:17,000 So, we took about Rs. 3.96 crores in total 228 00:10:17,080 --> 00:10:19,440 and we got the entire funds in June 2022. 229 00:10:19,520 --> 00:10:21,400 Could you quickly tell me the expenses? 230 00:10:21,520 --> 00:10:23,600 Rs. 25 lakhs in product cost. 231 00:10:24,440 --> 00:10:26,360 Then another Rs. 33 lakhs in marketing. 232 00:10:26,480 --> 00:10:27,480 That's Rs. 58 lakhs. 233 00:10:27,520 --> 00:10:29,240 Then we have Rs. 5 lakhs in salaries. 234 00:10:29,280 --> 00:10:30,960 Rs. 7.5 lakhs in shipping. 235 00:10:31,080 --> 00:10:33,000 And the rest is just admin expenses. 236 00:10:34,280 --> 00:10:35,360 [sighs] 237 00:10:35,760 --> 00:10:37,760 - Too expensive. - Overvalued. 238 00:10:37,840 --> 00:10:39,280 There is something that's not right. 239 00:10:39,520 --> 00:10:41,320 [intense music playing] 240 00:10:41,880 --> 00:10:44,040 When we were advertising before this, 241 00:10:44,240 --> 00:10:47,480 our budget was roughly in the ratio of 1:3. 242 00:10:47,520 --> 00:10:48,440 As in? 243 00:10:48,480 --> 00:10:52,080 Ten rupees of advertising gave us thirty rupees of revenue on Shopify. 244 00:10:52,160 --> 00:10:55,720 In April and May 2022, when we saw that this ratio was dropping, 245 00:10:55,880 --> 00:10:58,520 we started conversations for offline retail as well. 246 00:10:58,560 --> 00:11:01,240 So, online is over! You won't focus on it anymore. 247 00:11:01,960 --> 00:11:03,760 No, we are still focusing on it. 248 00:11:03,760 --> 00:11:06,160 - 85% of our revenue comes from online. - Right. 249 00:11:06,160 --> 00:11:08,000 But we needed to act early. 250 00:11:08,040 --> 00:11:11,080 So, if I access Amazon, Flipkart, Big Basket or other sites 251 00:11:11,160 --> 00:11:13,840 and look up filter coffee, why don't I see your brand? 252 00:11:15,400 --> 00:11:17,640 Essentially, we just started in June 2022. 253 00:11:18,480 --> 00:11:21,560 How do you think your marketing is faring? Is it doing well? 254 00:11:21,760 --> 00:11:24,920 If you ask anyone if they've heard about us, 255 00:11:25,320 --> 00:11:26,760 they'll say they've seen our ad. 256 00:11:26,760 --> 00:11:28,040 I have not. 257 00:11:30,080 --> 00:11:31,120 Me neither. 258 00:11:33,080 --> 00:11:36,400 I see the challenge here as shaping the business, right? 259 00:11:36,480 --> 00:11:40,400 - Your roots stem from marketing. - Correct. 260 00:11:40,440 --> 00:11:43,440 And you're still engrossed in marketing. 261 00:11:43,600 --> 00:11:46,080 - But eventually, you have to sell the product. - Correct. 262 00:11:46,120 --> 00:11:48,120 Marketing cannot be the hero of the company. 263 00:11:48,280 --> 00:11:49,400 It has to be the product. 264 00:11:51,400 --> 00:11:54,560 Today, I want to be out because I think you're overthinking 265 00:11:54,760 --> 00:11:56,040 and you need to get back on track. 266 00:11:56,120 --> 00:11:57,960 [sweeping music] 267 00:11:58,560 --> 00:12:00,320 What is your ASP? And what is the average order value? 268 00:12:00,400 --> 00:12:02,080 The average order value is Rs. 550. 269 00:12:02,160 --> 00:12:04,560 Around 10,000 customers have tried your products. 270 00:12:04,680 --> 00:12:06,480 I came to know after you shared the figures. 271 00:12:06,560 --> 00:12:07,520 Yes! 272 00:12:07,600 --> 00:12:08,640 How many are the repeat customers? 273 00:12:08,720 --> 00:12:10,120 Coffee has 30% of repeat customers. 274 00:12:10,200 --> 00:12:11,440 So you have 3,000 repeat customers 275 00:12:11,560 --> 00:12:14,680 - and you get 7,000 customers through marketing. - Yes. 276 00:12:14,800 --> 00:12:16,760 Normally, repeat numbers are visible through the number of orders. 277 00:12:16,840 --> 00:12:18,800 If you aren't getting orders, there is some issue with your product. 278 00:12:18,880 --> 00:12:21,120 [tense music] 279 00:12:21,200 --> 00:12:23,840 Normally, I invest on the basis of founders and your cause was nice. 280 00:12:23,920 --> 00:12:27,080 If a rare product is exported out of India, 281 00:12:27,400 --> 00:12:29,000 I invest in it definitely. 282 00:12:29,120 --> 00:12:32,600 But in this case, I don't see the rarity of the product. 283 00:12:33,960 --> 00:12:37,520 I think something backfired in your business. 284 00:12:37,680 --> 00:12:39,160 You got money too soon. 285 00:12:39,240 --> 00:12:41,120 You successfully raised Rs. 3.9 crores till now. 286 00:12:41,280 --> 00:12:45,000 I think you failed to innovate because you already had money. 287 00:12:45,080 --> 00:12:46,920 [dramatic music] 288 00:12:47,240 --> 00:12:50,240 I want to be out because of these reasons but it was nice meeting you. 289 00:12:50,400 --> 00:12:52,120 - Good luck! - Thanks, Amit! 290 00:12:53,560 --> 00:12:55,720 Now I feel I shouldn't have left the Tank. 291 00:12:55,800 --> 00:12:57,640 I would have sat there 292 00:12:57,720 --> 00:13:00,480 and prompted him to share 293 00:13:00,560 --> 00:13:02,360 his sales figures for the next year. 294 00:13:02,560 --> 00:13:06,320 - Not to influence them but maybe they forgot in nervousness. - Yes! 295 00:13:06,640 --> 00:13:08,960 - Please share with us. - You have to seek the conversation. 296 00:13:09,440 --> 00:13:13,880 You feel that your business model isn't right. 297 00:13:14,840 --> 00:13:18,040 'You already have nice investors. Anupam is a good investor.' 298 00:13:18,880 --> 00:13:20,160 'We learn from him.' 299 00:13:20,320 --> 00:13:23,680 'Why didn't you meet him to learn more about the business?' 300 00:13:23,800 --> 00:13:25,440 [sweeping music] 301 00:13:25,760 --> 00:13:27,280 We keep talking on a regular basis. 302 00:13:27,360 --> 00:13:29,920 Anupam feels that we are burning a lot. 303 00:13:30,000 --> 00:13:31,400 The decision to say 304 00:13:31,600 --> 00:13:34,680 marketplaces... And marketplaces include 305 00:13:34,800 --> 00:13:36,480 quick commerce and quick grocery segments. 306 00:13:36,720 --> 00:13:39,040 They'll increase our visibility. 307 00:13:39,200 --> 00:13:40,560 More people will discover us. 308 00:13:40,680 --> 00:13:42,520 And nowadays, everybody wants everything instantly. 309 00:13:42,600 --> 00:13:45,240 So our focus will primarily be there 310 00:13:45,320 --> 00:13:48,160 and in a market like Bengaluru and Mumbai, retail. 311 00:13:49,200 --> 00:13:50,440 Boss, I'm out too. 312 00:13:50,600 --> 00:13:51,960 [sweeping music] 313 00:13:52,240 --> 00:13:54,040 You spoke less about snacks 314 00:13:54,320 --> 00:13:57,280 and your whole pitch was more about coffee. 315 00:13:57,560 --> 00:13:58,600 That's a good thing. 316 00:13:58,760 --> 00:14:02,000 But I want you to choose some channels and promote coffee. 317 00:14:02,920 --> 00:14:04,960 That's my suggestion to you guys. 318 00:14:07,760 --> 00:14:09,840 I'll give you an offer 319 00:14:10,880 --> 00:14:12,640 for my love of filter coffee. 320 00:14:12,720 --> 00:14:14,160 [upbeat music] 321 00:14:14,240 --> 00:14:15,240 Thank you! 322 00:14:15,320 --> 00:14:18,440 I actually love filter coffee and I loved your story. 323 00:14:18,520 --> 00:14:21,000 Especially the fact that even though you aren't South Indian, 324 00:14:21,200 --> 00:14:23,080 you have a love for South Indian food. 325 00:14:23,320 --> 00:14:25,240 Take me for example. Though I'm a Gujarati, 326 00:14:25,320 --> 00:14:27,320 as I was born and brought up in Maharashtra, 327 00:14:27,400 --> 00:14:29,440 I consider myself more of a Maharashtrian. 328 00:14:29,600 --> 00:14:31,240 So I can relate to that. 329 00:14:31,720 --> 00:14:35,440 - But anyway, I think that your cash burn is too high. - Yes! We agree. 330 00:14:35,560 --> 00:14:38,600 So I'll give you a valuation on the previous fund you raised. 331 00:14:40,560 --> 00:14:43,640 I find that high too. Rs. 15 crores for Rs. 1.2 crores sale. 332 00:14:43,720 --> 00:14:45,160 Let me be very honest. 333 00:14:46,480 --> 00:14:48,760 But we must respect our prior round. 334 00:14:48,920 --> 00:14:52,000 So I'll give you Rs. 15 lakhs for 1% equity 335 00:14:52,120 --> 00:14:54,760 and Rs. 45 lakhs debt at a 10% interest rate. 336 00:14:56,000 --> 00:14:58,160 - Can we have a minute, please? - Sure! 337 00:14:58,280 --> 00:15:00,520 [suspenseful music] 338 00:15:02,600 --> 00:15:04,960 I hope you know that Anupam is their investor. 339 00:15:05,120 --> 00:15:06,400 [chuckling] 340 00:15:07,920 --> 00:15:09,800 Why don't we just take the debt? 341 00:15:11,320 --> 00:15:12,640 Big rate? 342 00:15:13,200 --> 00:15:15,120 Sir, what do you think? Should they accept it? 343 00:15:15,200 --> 00:15:16,280 They won't accept. 344 00:15:16,360 --> 00:15:18,120 - They won't? - Because the valuation is lowered. 345 00:15:18,200 --> 00:15:19,920 So anti-dilution rights will be applicable 346 00:15:20,000 --> 00:15:22,040 and they will have to give more shares to all the shareholders. 347 00:15:22,120 --> 00:15:23,400 I'm talking about the existing shareholders. 348 00:15:23,480 --> 00:15:25,520 [thrilling music] 349 00:15:28,360 --> 00:15:29,840 Namita, thank you for your offer. 350 00:15:31,040 --> 00:15:34,280 I agree that our business is burning money. 351 00:15:34,440 --> 00:15:36,680 But I think we need to consider 352 00:15:36,840 --> 00:15:40,560 a valuation that acknowledges the journey we have been on. 353 00:15:41,680 --> 00:15:45,160 So even if you come closer to the post-money valuation... 354 00:15:45,360 --> 00:15:47,360 Which is Rs. 19 lakhs for 1% equity. 355 00:15:47,480 --> 00:15:49,000 - I think it's fair. - It's a fair ask. 356 00:15:49,120 --> 00:15:51,200 And the rest is debt. That will be great. 357 00:15:51,360 --> 00:15:53,080 [thrilling music] 358 00:15:55,680 --> 00:15:56,680 Let's do it! 359 00:15:56,880 --> 00:15:58,760 - Wow! You have got a deal! - Let's do it! 360 00:15:58,840 --> 00:16:01,000 Let's do it for the love of South India 361 00:16:01,080 --> 00:16:02,640 and for the love of filter coffee! 362 00:16:02,920 --> 00:16:04,880 - Thank you so much! - Very nice! 363 00:16:05,120 --> 00:16:06,600 - But now, let's get the sales. - Yes! 364 00:16:06,800 --> 00:16:09,200 - We hope we'll do you guys proud too. - You will! 365 00:16:09,280 --> 00:16:11,920 - And let's make some profit. - Yes! For sure! 366 00:16:12,000 --> 00:16:13,560 - Profit is most important. - Yes. 367 00:16:13,680 --> 00:16:15,200 Alright! Wonderful! 368 00:16:16,280 --> 00:16:17,920 The Super Shark is also back! 369 00:16:18,000 --> 00:16:19,320 Hey, go away! 370 00:16:19,480 --> 00:16:21,080 [laughing] 371 00:16:21,360 --> 00:16:23,680 - Why are you here? You keep poking your nose. - Super Shark is back! 372 00:16:23,760 --> 00:16:25,080 [laughing] 373 00:16:26,000 --> 00:16:28,800 Please don't leave. I want to give you some feedback. 374 00:16:29,320 --> 00:16:31,200 Namita said something in the beginning 375 00:16:31,280 --> 00:16:34,880 that almost destroyed your whole pitch. 376 00:16:35,080 --> 00:16:36,200 And in her favour... 377 00:16:36,440 --> 00:16:37,720 In the beginning, she said, 378 00:16:38,120 --> 00:16:40,800 "You are asking for multiples for sales of Rs. 1.25 crores." 379 00:16:41,040 --> 00:16:42,400 "How could the valuation be so high?" 380 00:16:42,480 --> 00:16:44,040 And you couldn't counter that. 381 00:16:44,160 --> 00:16:47,720 If you responded, "Namita, it's irrelevant because the next year 382 00:16:48,160 --> 00:16:50,400 our sale would be worth Rs. 25 crores." 383 00:16:50,720 --> 00:16:51,600 Right? 384 00:16:51,680 --> 00:16:53,600 The narrative would have changed. 385 00:16:54,880 --> 00:16:56,880 Guys, you got it wrong. 386 00:16:57,040 --> 00:16:59,720 You should have pitched, 387 00:16:59,800 --> 00:17:02,240 "We'll make the world's best filter coffee company." 388 00:17:03,240 --> 00:17:05,120 - You failed to explain your vision. - You couldn't tell us your vision. 389 00:17:05,240 --> 00:17:08,120 You should have confessed in the beginning, 390 00:17:08,200 --> 00:17:10,560 "We know our burn is high right now. 391 00:17:10,680 --> 00:17:12,240 We aren't strong on Instagram. 392 00:17:12,360 --> 00:17:13,920 We spent money on branding 393 00:17:14,000 --> 00:17:15,760 but it'll soon change. 394 00:17:15,880 --> 00:17:17,880 Our business margin is good." 395 00:17:18,280 --> 00:17:20,640 Then you would have bagged Rs. 30 crores and four deals. 396 00:17:20,880 --> 00:17:22,600 You have to sell the future! 397 00:17:23,320 --> 00:17:24,720 Congratulations! 398 00:17:24,840 --> 00:17:27,800 You got a great deal and you've got a great Shark! Don't listen to them. 399 00:17:27,880 --> 00:17:29,160 Thanks! 400 00:17:29,240 --> 00:17:30,400 They'll have to listen to me. 401 00:17:30,680 --> 00:17:32,360 They don't have a choice. 402 00:17:32,440 --> 00:17:34,200 And they'll have to listen to Namita too. 403 00:17:34,520 --> 00:17:35,720 [chuckling] 404 00:17:37,360 --> 00:17:39,240 'Shark Tank India season 2' 405 00:17:39,400 --> 00:17:42,080 'will introduce entrepreneurs' 406 00:17:42,360 --> 00:17:44,600 'who are unbelievable and unique.' 407 00:17:44,720 --> 00:17:46,360 - '- Are you ready? - I was born ready!' 408 00:17:46,560 --> 00:17:47,800 'Whoa!' 409 00:17:49,000 --> 00:17:50,440 'Introducing Neuphony.' 410 00:17:50,680 --> 00:17:52,200 'It's a smartwatch for your brain.' 411 00:17:52,440 --> 00:17:54,120 'India will change completely.' 412 00:17:54,560 --> 00:17:57,480 'Our company is the biggest consumer 3D building brand in India.' 413 00:17:57,880 --> 00:17:58,960 'Wow!' 414 00:17:59,120 --> 00:18:01,000 'Tipayi is a wooden balance bike' 415 00:18:01,160 --> 00:18:03,560 'that doesn't have paddles and brakes intentionally.' 416 00:18:03,720 --> 00:18:06,000 'Broomees is a tech-enabled platform' 417 00:18:06,160 --> 00:18:09,120 'that helps you in booking a home help, ' 418 00:18:09,200 --> 00:18:12,120 'cook, babysitter or an all-rounder.' 419 00:18:12,200 --> 00:18:13,040 'Wow!' 420 00:18:13,240 --> 00:18:16,000 'Geeani is India's cost-effective, efficient' 421 00:18:16,080 --> 00:18:18,000 'and compact electric tractor.' 422 00:18:18,160 --> 00:18:20,160 'They could be from a village or the city, ' 423 00:18:20,360 --> 00:18:22,680 '20 years old or 70 years old, ' 424 00:18:22,880 --> 00:18:24,440 'perseverance, labour' 425 00:18:24,640 --> 00:18:27,200 'and their passion is unbreakable.' 426 00:18:27,280 --> 00:18:29,000 'My name is Pabiben.' 427 00:18:29,280 --> 00:18:32,160 'I'm from Bhadroi village in Kutch, Gujarat.' 428 00:18:32,320 --> 00:18:33,200 'Amazing!' 429 00:18:33,720 --> 00:18:35,000 'I'm 18 years old.' 430 00:18:35,080 --> 00:18:36,920 'They are the promising faces of new India.' 431 00:18:37,160 --> 00:18:38,440 'Many people said, ' 432 00:18:38,560 --> 00:18:41,680 'people retire at 60 years but you are 85 years old.' 433 00:18:41,760 --> 00:18:43,400 'I answered, ' 434 00:18:43,560 --> 00:18:46,000 'I have deleted the word 'retirement' from my dictionary.' 435 00:18:46,080 --> 00:18:47,120 'That's good.' 436 00:18:48,400 --> 00:18:51,520 'Healthcare, toys, lounge-wear, EV!' 437 00:18:51,600 --> 00:18:53,640 'There's no industry' 438 00:18:53,800 --> 00:18:55,480 'which isn't a part of this season.' 439 00:18:55,560 --> 00:18:56,760 [ambulance sirens blaring] 440 00:18:56,920 --> 00:18:58,480 'MeduLance provides' 441 00:18:58,600 --> 00:19:00,720 'the ambulance within 20 minutes on an average' 442 00:19:00,800 --> 00:19:03,680 'with its helpline and back-end technology.' 443 00:19:03,840 --> 00:19:05,720 'You chose a good cause.' 444 00:19:05,880 --> 00:19:07,200 'EaS-E is your everyday car.' 445 00:19:07,280 --> 00:19:10,880 'It's India's first two-seater, fully electric, smart micro car.' 446 00:19:11,040 --> 00:19:13,440 'It's laudable. Your work is revolutionary.' 447 00:19:13,600 --> 00:19:16,880 'PadCare has introduced a menstrual hygiene management system' 448 00:19:16,960 --> 00:19:20,880 'to help women dispose of pads with dignity.' 449 00:19:21,040 --> 00:19:23,160 'I'm elated to see such start-ups.' 450 00:19:23,280 --> 00:19:26,640 'I don't think anyone expected that a 26-year-old boy' 451 00:19:26,800 --> 00:19:29,400 'will move the Sharks.' 452 00:19:29,680 --> 00:19:31,680 'India is changing for real.' 453 00:19:31,840 --> 00:19:33,840 - '- Hats off to you! - Do you want 1, 1.25,' 454 00:19:34,000 --> 00:19:36,200 '1.5, 2 or 2.5?' 455 00:19:36,400 --> 00:19:38,600 'Please tell us the valuation you want.' 456 00:19:39,320 --> 00:19:42,080 'Multiple cities, multiple entrepreneurs, ' 457 00:19:42,400 --> 00:19:44,080 'multiple businesses' 458 00:19:44,160 --> 00:19:45,160 'and one show!' 459 00:19:45,840 --> 00:19:47,320 'Shark Tank India!' 460 00:19:48,360 --> 00:19:50,560 - '- Woo-hoo! - Woo-hoo!' 461 00:19:53,000 --> 00:19:54,880 If your business idea has potential, 462 00:19:54,960 --> 00:19:57,560 here's your last chance to be on Shark Tank. 463 00:19:57,760 --> 00:19:59,520 Quickly download or update the Sony Liv app 464 00:19:59,600 --> 00:20:02,240 and be a part of Happilo presents Gateway to Shark Tank. 465 00:20:02,360 --> 00:20:03,960 I recommend you send the entry today. 466 00:20:07,760 --> 00:20:10,160 [ethereal music] 467 00:20:15,080 --> 00:20:16,920 [ethereal music] 468 00:20:24,960 --> 00:20:26,760 Sharks, just imagine 469 00:20:26,880 --> 00:20:29,960 that you dress up and head to your office on your bike. 470 00:20:30,040 --> 00:20:32,240 But suddenly it rains. 471 00:20:32,320 --> 00:20:33,760 [thunder rumbling] 472 00:20:34,400 --> 00:20:36,560 And you are compelled to stop the bike on the roadside 473 00:20:36,720 --> 00:20:38,520 and wait for the rain to stop. 474 00:20:38,840 --> 00:20:41,080 So you reach the office late 475 00:20:41,160 --> 00:20:43,120 and get scolded by your boss. 476 00:20:43,320 --> 00:20:45,560 Now you needn't worry about it. 477 00:20:45,680 --> 00:20:48,240 If Sepal is with you, you needn't be stressed. 478 00:20:48,360 --> 00:20:50,600 [upbeat music] 479 00:20:53,480 --> 00:20:55,920 Sharks, I'm Vidhey Addepally from Hyderabad. 480 00:20:56,080 --> 00:20:57,760 And I'm Kashyap from Hyderabad. 481 00:20:57,880 --> 00:20:59,920 We are Sepal's co-founders. 482 00:21:02,480 --> 00:21:05,480 Sepal is the world's first motorcycle canopy. 483 00:21:05,560 --> 00:21:09,760 People can easily fix it on their motorcycles. 484 00:21:10,280 --> 00:21:13,160 The canopy on top and the windscreen in the front 485 00:21:13,320 --> 00:21:15,320 protect the rider and his family 486 00:21:15,400 --> 00:21:17,240 from direct sunlight, rain, 487 00:21:17,320 --> 00:21:19,800 cool breeze and even 488 00:21:19,960 --> 00:21:21,240 dust and pollutants. 489 00:21:21,600 --> 00:21:23,000 It's so strong 490 00:21:23,080 --> 00:21:26,160 that you may ride at a speed of 100 km/hr after fixing it. 491 00:21:26,240 --> 00:21:28,160 Even if you travel through a rough road, 492 00:21:28,240 --> 00:21:30,360 it remains fixed. 493 00:21:30,520 --> 00:21:34,160 - Your bike becomes smart as soon as you fix Sepal to it. - Wow! 494 00:21:34,320 --> 00:21:36,640 You may use the app and the buttons provided with it 495 00:21:36,760 --> 00:21:39,720 to do GPS navigation, call-answering, music streaming 496 00:21:39,880 --> 00:21:42,000 and other such functionalities 497 00:21:42,080 --> 00:21:43,960 while riding the bike. 498 00:21:44,920 --> 00:21:49,160 Currently, Sepal is used by customers in 25 states in India. 499 00:21:49,280 --> 00:21:52,760 We have shipped Sepal to many foreign countries 500 00:21:52,960 --> 00:21:56,760 like the UK, the US, the Middle East and African countries. 501 00:21:56,960 --> 00:22:00,960 Owing to its demand, we have decided to start 502 00:22:01,160 --> 00:22:02,840 a mass manufacturing unit of Sepal. 503 00:22:03,280 --> 00:22:07,080 We'll launch a scooter version of Sepal in future. 504 00:22:07,600 --> 00:22:09,680 Our vision is to change the bike riding experience 505 00:22:09,760 --> 00:22:12,600 in India as well as the world. 506 00:22:13,160 --> 00:22:16,720 Today, our ask is Rs. 50 lakhs for 1% equity in our company. 507 00:22:16,800 --> 00:22:18,040 [coughing] 508 00:22:18,520 --> 00:22:21,720 And, Sharks, enjoy bike riding moments with Sepal. 509 00:22:24,120 --> 00:22:25,960 So, Vidhey and Kashyap. 510 00:22:26,040 --> 00:22:27,760 - Welcome to Shark Tank! - Thank you, sir! 511 00:22:28,000 --> 00:22:31,480 Nobody thought about it till now in the whole world! 512 00:22:31,640 --> 00:22:33,560 - No! - I mean nobody gave engineered solutions. 513 00:22:33,640 --> 00:22:34,840 Although there are quick-fix solutions. 514 00:22:34,920 --> 00:22:36,320 I have seen this in China. 515 00:22:36,440 --> 00:22:38,280 We saw it too. It's like a tent 516 00:22:38,360 --> 00:22:40,120 which can be fixed to the front and the rear. 517 00:22:40,280 --> 00:22:43,440 You can't ride the bike above 30 km/hr after fixing it. 518 00:22:43,520 --> 00:22:44,880 How come you thought about it? 519 00:22:44,960 --> 00:22:47,160 Actually, I completed civil engineering 520 00:22:47,240 --> 00:22:50,040 at IIT Bombay with honours in structural engineering. 521 00:22:50,480 --> 00:22:51,840 I got admission to Stanford University 522 00:22:51,920 --> 00:22:53,800 after completing my engineering. 523 00:22:54,120 --> 00:22:57,160 During my final semester, I was free 524 00:22:57,240 --> 00:22:58,440 and whiling away time. 525 00:22:58,520 --> 00:23:02,600 So I decided to invent something using my engineering skills. 526 00:23:02,760 --> 00:23:05,760 I couldn't use my bicycle on the college campus 527 00:23:05,920 --> 00:23:09,120 because Mumbai experiences frequent rains. In many instances, 528 00:23:09,200 --> 00:23:11,960 I had to attend classes when I was drenched to the skin. 529 00:23:12,120 --> 00:23:16,800 I went to the mechanical lab and made a contraption for my bicycle. 530 00:23:17,480 --> 00:23:21,440 Then I thought of extending the same solution to the two-wheelers 531 00:23:21,560 --> 00:23:25,120 to solve a major problem in India. 532 00:23:25,320 --> 00:23:28,160 So I decided to miss the chance at Stanford University. 533 00:23:28,240 --> 00:23:29,840 Which year did you decide? 534 00:23:29,960 --> 00:23:32,960 - The year 2016-17. - Admission to Stanford University 535 00:23:33,040 --> 00:23:34,800 is too difficult. 536 00:23:34,880 --> 00:23:37,840 But still, you missed the chance to get admission to Stanford. 537 00:23:37,920 --> 00:23:41,200 I was so strongly connected to this problem back then 538 00:23:41,600 --> 00:23:44,440 that I thought I could get admission to some other university. 539 00:23:44,520 --> 00:23:45,680 There are many options. 540 00:23:45,760 --> 00:23:49,400 "If I don't take a leap and use my engineering knowledge now, 541 00:23:49,680 --> 00:23:53,000 I'd regret it later. I want to make an attempt come what may." 542 00:23:53,120 --> 00:23:56,080 - Did your parents agree? - I had to convince my parents. 543 00:23:56,160 --> 00:23:59,040 Usually, people don't make such decisions at your age. 544 00:23:59,600 --> 00:24:03,080 - Please tell me how you two are related. - We are brothers. 545 00:24:03,160 --> 00:24:06,080 I'm a design student. I studied architecture in Pune. 546 00:24:06,200 --> 00:24:09,560 And I completed my Master's degree in the UK in parametric design. 547 00:24:09,640 --> 00:24:12,320 Then I came to Hyderabad and established our design studio. 548 00:24:12,440 --> 00:24:15,040 When I came across this problem, 549 00:24:15,160 --> 00:24:16,760 I was connected to it. 550 00:24:16,840 --> 00:24:19,200 We felt that the combination 551 00:24:19,280 --> 00:24:21,120 of a designer and an engineer is the best. 552 00:24:21,360 --> 00:24:23,920 But, Vidhey, it's... I'm sorry 553 00:24:24,120 --> 00:24:26,000 but I'm confused after seeing it. 554 00:24:26,320 --> 00:24:29,360 During heavy rains and because of strong winds 555 00:24:29,520 --> 00:24:30,960 the rain can drench us from the sides 556 00:24:31,120 --> 00:24:32,720 and it can't be warded off because it's not completely covered. 557 00:24:32,800 --> 00:24:35,040 So what is it solving? 558 00:24:35,240 --> 00:24:36,960 [suspenseful music] 559 00:24:37,560 --> 00:24:39,600 It doesn't seem like it but it actually solves the problem. 560 00:24:39,600 --> 00:24:40,760 I can explain. 561 00:24:40,960 --> 00:24:42,680 I'd like to take a closer look. 562 00:24:43,120 --> 00:24:44,000 Please come. 563 00:24:44,920 --> 00:24:47,680 [upbeat music playing] 564 00:24:48,360 --> 00:24:50,440 - What if it starts raining? - Yes. 565 00:24:50,520 --> 00:24:51,920 The water will seep in from here. 566 00:24:52,040 --> 00:24:53,520 Yes. We're aware of this. 567 00:24:53,560 --> 00:24:56,040 The engineering is in place and we tested it out for two years. 568 00:24:56,240 --> 00:24:57,320 If you get into the technical bit, 569 00:24:57,360 --> 00:25:00,280 the angle of incidence of rain falling is 30 degrees. 570 00:25:00,280 --> 00:25:02,760 And this canopy 571 00:25:02,880 --> 00:25:06,160 will give you complete protection for the hips in any degree of rain. 572 00:25:06,200 --> 00:25:07,680 And for when it rains heavily, 573 00:25:07,680 --> 00:25:09,840 we've developed an add-on to tackle it. 574 00:25:09,920 --> 00:25:11,920 - What is this? - It's called thigh flaps. 575 00:25:12,200 --> 00:25:14,480 - Thigh flaps. - Yes, open it in this manner. 576 00:25:15,720 --> 00:25:18,080 This is not needed if you're wearing a raincoat. 577 00:25:18,240 --> 00:25:19,720 People don't use raincoats. 578 00:25:19,880 --> 00:25:22,360 If you look at the practicality, you need to stop under shade, 579 00:25:22,440 --> 00:25:25,360 get off the bike, take out the raincoat and then wear it. 580 00:25:25,680 --> 00:25:27,480 But this stays on the bike itself. 581 00:25:27,680 --> 00:25:30,320 And you can see how well it protects. 582 00:25:30,600 --> 00:25:32,080 Could you connect the phone? 583 00:25:32,080 --> 00:25:34,160 - You said the phone connects to an app. - Yes. 584 00:25:35,960 --> 00:25:39,160 You're going to absolutely love the smart system. 585 00:25:41,480 --> 00:25:46,000 There's a joystick on the left and two buttons on the right. 586 00:25:46,560 --> 00:25:49,080 You can use the mobile phone with just your balance. 587 00:25:49,240 --> 00:25:51,800 - Did you build the device or import it? - We built it. 588 00:25:51,920 --> 00:25:54,200 We've built it from scratch. 589 00:25:54,280 --> 00:25:55,800 What about customer utility? 590 00:25:55,960 --> 00:25:59,200 Your phone's screen serves as a heads-up display 591 00:25:59,280 --> 00:26:00,760 just like the ones you have in cars. 592 00:26:00,800 --> 00:26:02,360 So, your phone serves that purpose. 593 00:26:02,480 --> 00:26:03,320 Okay. 594 00:26:03,440 --> 00:26:04,920 Is this not too risky? 595 00:26:04,960 --> 00:26:07,200 - Suppose I focus on the phone while riding. - Hmm. 596 00:26:07,560 --> 00:26:09,200 - What if I play a video? - Hmm. 597 00:26:09,360 --> 00:26:11,880 - Video... - There's no option to play videos. 598 00:26:11,880 --> 00:26:13,480 All the features are safe. 599 00:26:13,520 --> 00:26:16,280 If you're riding at a high speed, the phone will be disabled. 600 00:26:16,480 --> 00:26:18,680 - How much speed are we talking about? - Over 30 kmph. 601 00:26:19,440 --> 00:26:21,800 So, this isn't connected to the bike. 602 00:26:21,840 --> 00:26:25,240 - Rather, it merely taps into the phone's features. - Right. 603 00:26:25,320 --> 00:26:26,360 - Exactly. - Okay. 604 00:26:26,560 --> 00:26:29,560 - Is the app free along with Sepal? - Yes. 605 00:26:30,400 --> 00:26:31,560 You must have noticed 606 00:26:31,600 --> 00:26:33,800 that to launch a new product in the market, 607 00:26:33,920 --> 00:26:37,760 its perception and adoption must be kept simple. 608 00:26:38,960 --> 00:26:43,160 Sepal is extremely easy to install. Anyone can do it. 609 00:26:43,240 --> 00:26:44,920 It comes in three parts. 610 00:26:44,920 --> 00:26:46,680 The first main part is the base frame. 611 00:26:46,880 --> 00:26:51,120 It gets affixed on the gas tank of the bike using industrial straps. 612 00:26:51,240 --> 00:26:55,400 Once it is affixed, it won't fall off no matter what. 613 00:26:55,760 --> 00:26:58,920 The materials we've used are of aerospace grade. 614 00:26:59,040 --> 00:27:02,000 They are lightweight and extremely strong. 615 00:27:02,120 --> 00:27:04,880 The windshield is made of polycarbonate 616 00:27:04,880 --> 00:27:07,880 which is the strongest type of plastic there is. 617 00:27:08,240 --> 00:27:10,840 The speciality of the canopy is 618 00:27:10,920 --> 00:27:13,480 that we've used proprietary composite material. 619 00:27:13,560 --> 00:27:14,800 Tell me its price. 620 00:27:14,920 --> 00:27:17,840 We priced it at Rs. 10,000 at the time of launch. 621 00:27:17,920 --> 00:27:19,720 - Rs. 10,000! - Absolutely. 622 00:27:20,120 --> 00:27:21,160 That's expensive. 623 00:27:21,240 --> 00:27:23,680 We've kept the price a bit high 624 00:27:23,760 --> 00:27:26,440 because we have more orders and are short on production. 625 00:27:26,600 --> 00:27:28,840 We could sell it for Rs. 5000. 626 00:27:28,920 --> 00:27:30,160 Tell me about your sales. 627 00:27:30,280 --> 00:27:33,400 We have sold 1000 units so far. 628 00:27:33,520 --> 00:27:35,840 It was launched just seven months ago. 629 00:27:35,920 --> 00:27:37,360 - Just seven months. - Yes. 630 00:27:37,440 --> 00:27:38,600 What were last month's sales? 631 00:27:38,720 --> 00:27:41,360 We sold around 160 units last month. 632 00:27:41,440 --> 00:27:42,880 160 units only. 633 00:27:43,120 --> 00:27:45,640 That's not a high number of sales. 634 00:27:46,520 --> 00:27:48,400 The problem is our production is limited. 635 00:27:48,400 --> 00:27:49,840 We cannot increase our production. 636 00:27:49,960 --> 00:27:51,680 What were the numbers for the last three months? 637 00:27:51,760 --> 00:27:53,920 Rs. 10 lakhs in June, Rs. 12 lakhs in July 638 00:27:53,920 --> 00:27:55,040 and Rs. 13 lakhs in August. 639 00:27:55,120 --> 00:27:57,040 - Okay. - So, Rs. 35 lakhs in the last quarter. 640 00:27:57,160 --> 00:27:58,000 Got it, thank you. 641 00:27:58,040 --> 00:28:01,680 Tell us your margin, gross margin and your net profit. 642 00:28:01,760 --> 00:28:05,120 Our COGS is Rs. 5000. 643 00:28:05,200 --> 00:28:08,280 Our gross margin is 37%. 644 00:28:08,440 --> 00:28:11,880 Going forward, with sales of 1000 units per month, 645 00:28:12,000 --> 00:28:15,720 our net margin should come to 18 to 20%. 646 00:28:17,560 --> 00:28:19,680 I have a question. I used to ride a bike. 647 00:28:19,760 --> 00:28:22,760 I owned the Yamaha RX100. 648 00:28:23,000 --> 00:28:25,960 - I used to bend and ride to get a higher speed. - Absolutely. 649 00:28:26,080 --> 00:28:28,080 Doesn't this eliminate the speed 650 00:28:28,160 --> 00:28:33,200 and the control on the bike you need for navigation, and the feeling? 651 00:28:33,320 --> 00:28:35,800 Do you want to ride the bike just for the feeling? 652 00:28:35,920 --> 00:28:38,600 - You can detach it and put it in the box. - Then this isn't for you. 653 00:28:38,680 --> 00:28:40,560 It's more useful for people who use bikes 654 00:28:40,640 --> 00:28:43,000 for daily commutes and to drop their kids to school. 655 00:28:43,240 --> 00:28:45,760 Most people cannot afford such an expensive device. 656 00:28:46,240 --> 00:28:48,960 Your target audience doesn't seem vast either. 657 00:28:49,040 --> 00:28:51,960 Most bikes, around 18 million, are used in rural areas. 658 00:28:52,040 --> 00:28:55,040 Those people will think twice before buying such a costly device. 659 00:28:55,320 --> 00:28:56,800 So, I am out. 660 00:28:57,960 --> 00:28:59,120 - Thank you. - Absolutely. 661 00:28:59,200 --> 00:29:04,160 The product you're making for the common people in India 662 00:29:04,280 --> 00:29:06,640 and the value you're giving in return, 663 00:29:06,800 --> 00:29:08,320 that is protecting against sun and wind 664 00:29:08,320 --> 00:29:11,120 with a few features on the app, 665 00:29:11,400 --> 00:29:13,320 doesn't justify the price. 666 00:29:13,920 --> 00:29:15,320 And for that reason, 667 00:29:15,360 --> 00:29:18,200 I'm not getting excited about being part of the journey. 668 00:29:19,440 --> 00:29:20,600 I wish you the best. 669 00:29:20,840 --> 00:29:21,800 Thank you. 670 00:29:22,720 --> 00:29:26,040 Look, it's quite obvious you both possess complementary skills. 671 00:29:26,400 --> 00:29:29,120 But I believe there are too many features in question. 672 00:29:29,320 --> 00:29:33,200 I don't quite get what problem you're out to solve. 673 00:29:34,440 --> 00:29:36,920 And I believe OEMS, that is bike manufacturers, 674 00:29:36,920 --> 00:29:40,920 will soon start preinstalling the features you've incorporated. 675 00:29:40,960 --> 00:29:43,080 I don't think you can capture this market. 676 00:29:43,680 --> 00:29:45,160 So, here's my advice to you. 677 00:29:45,320 --> 00:29:47,880 You should start looking at motor scooters. 678 00:29:47,960 --> 00:29:50,960 People use them for their profession. 679 00:29:51,080 --> 00:29:52,840 Their work cannot stop even during the rain. 680 00:29:53,200 --> 00:29:55,360 You could make a business there 681 00:29:55,440 --> 00:29:58,920 with people like Rapido, Swiggy and Zomato. 682 00:29:59,000 --> 00:30:00,560 Please think about it. 683 00:30:00,600 --> 00:30:02,800 I'm out. Wish you the best. 684 00:30:03,520 --> 00:30:04,560 - Thank you. - Thank you, sir. 685 00:30:04,640 --> 00:30:07,920 First, I think the style quotient is missing here. 686 00:30:08,240 --> 00:30:10,560 Second, Indians are very good at finding workarounds. 687 00:30:10,720 --> 00:30:12,320 If I see this design, 688 00:30:12,440 --> 00:30:15,360 I can have it made by someone else for Rs. 500. 689 00:30:15,480 --> 00:30:17,880 I don't quite get the business. 690 00:30:18,120 --> 00:30:19,480 For that reason, I'm out. 691 00:30:20,080 --> 00:30:21,000 Thank you. 692 00:30:21,560 --> 00:30:23,400 - Four Sharks are out, I am left. - Yes. 693 00:30:23,440 --> 00:30:24,920 - I am interested. - Okay, sir. 694 00:30:25,000 --> 00:30:27,320 I have a few questions. Is this patented? 695 00:30:27,480 --> 00:30:28,760 - Absolutely. - We've been granted a patent. 696 00:30:28,760 --> 00:30:29,640 The patent is granted. 697 00:30:29,720 --> 00:30:30,920 Why do you need funds? 698 00:30:31,080 --> 00:30:33,400 We recently closed a round. 699 00:30:33,600 --> 00:30:35,800 We're scaling production with that investment. 700 00:30:35,880 --> 00:30:37,120 How much did you raise? 701 00:30:37,520 --> 00:30:39,040 Around Rs. 2.2 crores. 702 00:30:39,200 --> 00:30:40,600 At what valuation? 703 00:30:40,680 --> 00:30:43,080 At Rs. 22.5 crores pre-money valuation. 704 00:30:43,280 --> 00:30:46,960 Where do you see the business in 5 to 10 years? What's your vision? 705 00:30:47,080 --> 00:30:48,520 If I talk about 5 years, 706 00:30:48,640 --> 00:30:51,640 we know this is hardware and will reach a saturation point. 707 00:30:51,760 --> 00:30:53,720 Our key focus is IoT platforms. 708 00:30:53,880 --> 00:30:56,040 We will make a foray into data analytics. 709 00:30:56,120 --> 00:30:57,920 The next time you go to fill fuel, 710 00:30:58,040 --> 00:31:00,640 you'll get your fuel expense report on your bike. 711 00:31:00,760 --> 00:31:02,400 If you ride in groups, 712 00:31:02,480 --> 00:31:04,840 you can share your location with everybody. 713 00:31:04,920 --> 00:31:09,120 You can see who's ahead of you or behind you on your phone itself. 714 00:31:09,360 --> 00:31:10,960 I will make you an offer. 715 00:31:11,480 --> 00:31:13,600 [upbeat music playing] 716 00:31:14,400 --> 00:31:18,560 I genuinely find you impressive entrepreneurs. 717 00:31:18,560 --> 00:31:19,400 Thank you. 718 00:31:19,480 --> 00:31:21,800 But it's in the early stages and it's a lot of work. 719 00:31:22,000 --> 00:31:24,320 Some entrepreneurs make you feel 720 00:31:24,360 --> 00:31:26,600 that you can learn something from them. 721 00:31:26,800 --> 00:31:27,880 You are one of those entrepreneurs. 722 00:31:27,920 --> 00:31:30,280 Your design innovation is terrific. 723 00:31:30,360 --> 00:31:32,360 I am interested to learn about it. 724 00:31:32,440 --> 00:31:33,280 Thank you. 725 00:31:33,400 --> 00:31:36,280 I genuinely believe that your play on tech here 726 00:31:36,880 --> 00:31:38,120 has a huge scope. 727 00:31:38,200 --> 00:31:39,280 - Absolutely. - Absolutely. 728 00:31:39,360 --> 00:31:41,080 In addition to rain protection. 729 00:31:42,720 --> 00:31:44,960 My offer is Rs. 50 lakhs for 2% equity. 730 00:31:45,600 --> 00:31:46,400 Understood. 731 00:31:46,520 --> 00:31:49,080 Which is similar to the last round's valuation. 732 00:31:50,360 --> 00:31:51,400 After the last offer, 733 00:31:51,440 --> 00:31:54,040 we have received considerable bulk orders the value of which... 734 00:31:54,120 --> 00:31:56,560 Look. When you raise big rounds 735 00:31:56,640 --> 00:32:00,280 for 5 to 10 million dollars is when the company reprices. 736 00:32:00,880 --> 00:32:02,720 You're on Shark Tank. 737 00:32:02,960 --> 00:32:04,200 I'm sure you're not here for the money. 738 00:32:04,240 --> 00:32:06,200 You already have Rs. 2.2 crores. 739 00:32:07,680 --> 00:32:10,000 If you think I can add value 740 00:32:10,120 --> 00:32:12,640 - whether it be in manufacturing, price reduction... - Absolutely. 741 00:32:12,880 --> 00:32:15,040 Or be it technology, team development, 742 00:32:15,120 --> 00:32:16,400 or taking this global... 743 00:32:16,440 --> 00:32:17,480 Technology is ruled out. 744 00:32:19,640 --> 00:32:20,600 It is there. 745 00:32:20,600 --> 00:32:23,400 I think what you've done with the user interface 746 00:32:23,800 --> 00:32:25,240 is great work. 747 00:32:25,280 --> 00:32:27,160 - And it's just started, right? - Long way to go. 748 00:32:27,160 --> 00:32:28,600 I'm betting on the entrepreneurs. 749 00:32:28,720 --> 00:32:31,240 That falls under EV apps. 750 00:32:31,320 --> 00:32:33,320 It's my decision and I've already made up my mind. 751 00:32:34,080 --> 00:32:36,680 He sees scope for technology whereas we don't. 752 00:32:36,760 --> 00:32:38,240 Tell us what you want to do. 753 00:32:38,280 --> 00:32:39,840 This seems non-negotiable to me. 754 00:32:40,000 --> 00:32:41,280 [intense music playing] 755 00:32:43,600 --> 00:32:45,200 Peyush, we accept the offer. 756 00:32:46,560 --> 00:32:49,040 And I tell you, there's so much we missed out. 757 00:32:49,080 --> 00:32:50,720 You'll love the product that we have in planning. 758 00:32:50,760 --> 00:32:54,040 But you know, somewhere you have to bet on the entrepreneur. 759 00:32:54,160 --> 00:32:56,320 - Yes. - To leave a Stanford admission and do this. 760 00:32:56,360 --> 00:32:58,080 - Thank you, sir. - Thank you. 761 00:32:58,160 --> 00:32:59,560 - Absolutely. - Happy to have you on board. 762 00:32:59,640 --> 00:33:01,920 Thank you, same here. I'm happy to be a part of this 763 00:33:02,000 --> 00:33:03,840 and it's an early start. 764 00:33:04,000 --> 00:33:05,120 - Thank you. - Yes. 765 00:33:05,200 --> 00:33:07,880 Give him a bike as his share. 766 00:33:07,960 --> 00:33:09,040 As well as the canopy. 767 00:33:09,120 --> 00:33:10,760 - I... - Silence all of them. They don't know... 768 00:33:10,840 --> 00:33:12,840 Sir, we have big plans. 769 00:33:12,880 --> 00:33:14,440 - We'll show them to you. - Very good. Best of luck. 770 00:33:14,520 --> 00:33:15,720 - Thank you. - All the best guys. 771 00:33:15,800 --> 00:33:17,280 - Thank you, sir. - Thank you. 772 00:33:17,360 --> 00:33:20,200 [euphoric music playing] 773 00:33:22,760 --> 00:33:24,360 We are just speechless! 774 00:33:24,520 --> 00:33:26,160 Isn't this a small market, Peyush? 775 00:33:26,240 --> 00:33:27,560 What you build today 776 00:33:27,560 --> 00:33:29,920 will be very different from what you build tomorrow. 777 00:33:30,400 --> 00:33:34,240 I saw no technology whatsoever. UI is not equal to technology. 778 00:33:34,360 --> 00:33:35,800 I saw nothing! 779 00:33:36,480 --> 00:33:37,840 The market is shifting to EV now. 780 00:33:37,840 --> 00:33:40,280 Every EV manufacturer has his own app. 781 00:33:40,280 --> 00:33:41,760 All their features are on the app. 782 00:33:41,920 --> 00:33:42,840 Look, I understand. 783 00:33:42,880 --> 00:33:43,920 Do you think 784 00:33:43,960 --> 00:33:46,600 the whole country will switch to EV in the next 5 to 10 years? 785 00:33:46,640 --> 00:33:49,240 There has been a 50% penetration in three years. 786 00:33:50,960 --> 00:33:53,120 Look, the product is in the early stage. 787 00:33:53,200 --> 00:33:55,040 People were questioning the product. 788 00:33:55,120 --> 00:33:57,360 I believed the category was important. 789 00:33:57,680 --> 00:34:00,080 Most importantly, I found the founders to be very humble. 790 00:34:00,400 --> 00:34:01,920 They were consumer-focused. 791 00:34:02,080 --> 00:34:04,200 They possessed customer empathy and were detail oriented. 792 00:34:04,280 --> 00:34:06,880 They were on top of things. The combo was very good. 793 00:34:07,080 --> 00:34:08,720 I found them risk-taking and positive. 794 00:34:08,720 --> 00:34:11,280 One shouldn't let such founders slip away. 795 00:34:11,280 --> 00:34:13,360 [ethereal music] 796 00:34:17,720 --> 00:34:19,960 [ethereal music] 797 00:34:28,960 --> 00:34:30,240 - Hello, Sharks! - Hello! 798 00:34:30,320 --> 00:34:32,160 Today I want to tell a story to all of you. 799 00:34:32,240 --> 00:34:33,400 It's Kanhaiya's story. 800 00:34:33,480 --> 00:34:37,320 He lived happily with his wife and two children in Chennai. 801 00:34:37,440 --> 00:34:39,440 But his job took his life. 802 00:34:40,840 --> 00:34:42,040 The septic tanks 803 00:34:42,200 --> 00:34:46,080 and sewer pipelines he cleaned manually 804 00:34:46,240 --> 00:34:49,040 led to his death after inhaling poisonous gas. 805 00:34:49,240 --> 00:34:51,440 [gloomy music] 806 00:34:52,160 --> 00:34:54,080 The Indian government banned 807 00:34:54,160 --> 00:34:56,160 manual scavenging in 2013. 808 00:34:56,400 --> 00:34:59,160 But it's still in practice illegally. 809 00:34:59,240 --> 00:35:01,720 Sharks, approximately 330 people died 810 00:35:01,920 --> 00:35:04,640 between 2017 and 2021 because of this problem. 811 00:35:04,880 --> 00:35:07,880 I want to share another serious problem ailing our cities. 812 00:35:09,440 --> 00:35:10,880 It's the pipeline 813 00:35:11,080 --> 00:35:13,600 that supplies water to your homes. 814 00:35:14,200 --> 00:35:15,880 You may see how unhygienic it is. 815 00:35:15,960 --> 00:35:18,520 Ah! Eww! 816 00:35:18,800 --> 00:35:21,640 This pipeline was 15 cm wide 817 00:35:21,720 --> 00:35:23,360 but now it's less than 9 cm. 818 00:35:23,600 --> 00:35:25,600 [whimsical music] 819 00:35:25,920 --> 00:35:27,040 Sharks, it happens 820 00:35:27,160 --> 00:35:30,960 because the inspection of pipelines or cleaning of the septic tanks 821 00:35:31,040 --> 00:35:33,080 and sewer pipelines is done in an illegal manner manually. 822 00:35:33,160 --> 00:35:34,320 [sweeping music] 823 00:35:34,480 --> 00:35:35,640 Ouch! 824 00:35:36,120 --> 00:35:39,200 To bring this problem to the forefront and solve it, 825 00:35:39,360 --> 00:35:40,640 we introduced Solinas. 826 00:35:40,920 --> 00:35:42,680 Greetings, Sharks! I'm Divanshu Kumar. 827 00:35:42,840 --> 00:35:45,000 - I'm Bhavesh Narayani. - I'm Moinak Banerjee. 828 00:35:45,080 --> 00:35:46,320 And I'm Linda. 829 00:35:46,400 --> 00:35:47,560 [ethereal music] 830 00:35:47,760 --> 00:35:49,080 We have come from Chennai. 831 00:35:49,280 --> 00:35:50,520 Solinas Integrity 832 00:35:50,640 --> 00:35:53,080 is an end-to-end water sanitation 833 00:35:53,160 --> 00:35:54,760 and asset management company 834 00:35:54,960 --> 00:35:57,080 that inspects and cleans critical public assets 835 00:35:57,160 --> 00:36:00,120 like pipelines, manholes, septic tanks 836 00:36:00,280 --> 00:36:03,440 and other such things 837 00:36:03,600 --> 00:36:05,320 with the help of our products. 838 00:36:06,360 --> 00:36:08,320 Our first product HomoSEP 839 00:36:08,400 --> 00:36:10,240 is a septic tank cleaning robot. 840 00:36:11,520 --> 00:36:12,560 It's beneficial 841 00:36:12,640 --> 00:36:16,480 as it doesn't require a cleaner to go inside the septic tank. 842 00:36:16,680 --> 00:36:18,200 [ethereal music] 843 00:36:18,360 --> 00:36:20,760 The name of our second product is Endobot. 844 00:36:20,920 --> 00:36:23,920 It's a sewer and water pipeline inspection robot. 845 00:36:24,360 --> 00:36:28,120 Generally, municipal corporations dig a ditch for inspection. 846 00:36:28,200 --> 00:36:29,680 But it isn't required anymore 847 00:36:29,800 --> 00:36:32,080 because our robot ensures 848 00:36:32,160 --> 00:36:34,160 that the inspection time is reduced up to ten times 849 00:36:34,240 --> 00:36:36,000 and also, it saves water and money. 850 00:36:37,840 --> 00:36:40,280 We launched our products in 2020. 851 00:36:40,440 --> 00:36:42,920 We built partnerships with many cities 852 00:36:43,040 --> 00:36:45,040 and industries in a span of two years. 853 00:36:45,200 --> 00:36:48,040 We believe that a city's pipelines and sanitation system 854 00:36:48,200 --> 00:36:50,200 are the foundations of a city. 855 00:36:50,480 --> 00:36:52,400 So our company's vision 856 00:36:52,520 --> 00:36:54,280 is to solve the water and sanitation problem 857 00:36:54,480 --> 00:36:56,800 of all the Indian cities 858 00:36:56,960 --> 00:36:58,560 and to make them smart. 859 00:36:58,800 --> 00:37:00,800 Sharks, our ask is 860 00:37:00,880 --> 00:37:03,520 Rs. 90 lakhs for 2% equity of the company. 861 00:37:03,680 --> 00:37:05,040 [ethereal music] 862 00:37:05,320 --> 00:37:07,520 Let's make every city smart with Solinas. 863 00:37:08,040 --> 00:37:10,000 - Wonderful! - Thank you! 864 00:37:10,120 --> 00:37:12,320 You chose an amazing cause. 865 00:37:12,520 --> 00:37:15,320 I welcome all four of you to Shark Tank. 866 00:37:15,520 --> 00:37:16,800 - Thank you! - Wonderful! 867 00:37:16,920 --> 00:37:19,440 Please introduce yourselves. 868 00:37:19,600 --> 00:37:21,760 Where did you study and how did you get this idea? 869 00:37:21,920 --> 00:37:23,560 I hail from Gaya, Bihar. 870 00:37:23,640 --> 00:37:26,520 I completed my tenth standard there. I went to IIT Madras 871 00:37:26,640 --> 00:37:28,520 to do mechanical engineering. 872 00:37:28,720 --> 00:37:31,240 HomoSEP was my project in my final year. 873 00:37:31,400 --> 00:37:34,000 My professor is the co-founder. 874 00:37:34,240 --> 00:37:36,040 We started this with his help. 875 00:37:36,320 --> 00:37:37,520 What about the three of you? 876 00:37:37,560 --> 00:37:40,360 My name is Bhavesh Narayani. I'm from Gwalior. 877 00:37:40,520 --> 00:37:42,320 I was expelled from my school when I was a child 878 00:37:42,400 --> 00:37:44,800 so I resolved to study in a big school in the future. 879 00:37:44,880 --> 00:37:47,560 So I went to IIT Madras to complete my Master's degree. 880 00:37:47,640 --> 00:37:49,480 When I saw Divanshu and our professor 881 00:37:49,560 --> 00:37:51,760 make a robot to save people's lives, 882 00:37:51,960 --> 00:37:54,520 I joined them in 2019. 883 00:37:55,040 --> 00:37:58,400 I'm the product head of the sanitation department of Solinas. 884 00:37:58,520 --> 00:37:59,520 And I'm a co-founder too. 885 00:38:00,800 --> 00:38:02,120 I'm Moinak Banerjee. 886 00:38:02,200 --> 00:38:03,880 I hail from Durgapur, West Bengal. 887 00:38:03,960 --> 00:38:07,400 I did my mechanical engineering at SRM University, Chennai. 888 00:38:07,480 --> 00:38:11,280 Currently, I head the technology department of the water sector. 889 00:38:11,480 --> 00:38:12,400 Linda, what about you? 890 00:38:12,480 --> 00:38:14,360 I'm from Chennai, Tamil Nadu. 891 00:38:14,440 --> 00:38:16,520 I completed my bachelor's degree 892 00:38:16,600 --> 00:38:18,360 in mechanical engineering from SRM University. 893 00:38:18,440 --> 00:38:19,560 [inspirational music] 894 00:38:19,640 --> 00:38:21,960 Then I came across Solinas. I manage 895 00:38:22,080 --> 00:38:23,640 all the research and development projects. 896 00:38:23,720 --> 00:38:26,360 And I also take care of the management of the company. 897 00:38:26,480 --> 00:38:29,520 It's amazing. Gaya, Durgapur, 898 00:38:29,600 --> 00:38:31,400 Gwalior and Chennai! 899 00:38:31,560 --> 00:38:33,720 Citizens from all over the country came together to solve this problem. 900 00:38:33,840 --> 00:38:37,200 - Yes! It appears to be a national integration project. - Incredible! 901 00:38:37,400 --> 00:38:39,520 When I was doing my final year's project, 902 00:38:39,760 --> 00:38:43,200 for the first three months, I just wanted to finish the project. 903 00:38:43,520 --> 00:38:44,360 Yes! 904 00:38:44,440 --> 00:38:45,920 But fortunately, 905 00:38:46,240 --> 00:38:48,200 we were doing a project 906 00:38:48,320 --> 00:38:50,560 with a team of sanitation workers. 907 00:38:50,840 --> 00:38:52,200 When we presented it to them, 908 00:38:52,320 --> 00:38:54,720 they were laughing after seeing our solution. 909 00:38:55,440 --> 00:38:58,160 We were clueless after their reaction as we toiled to make it. 910 00:38:58,240 --> 00:39:00,320 They said, "have you ever seen a septic tank?" 911 00:39:00,400 --> 00:39:01,560 [suspenseful music] 912 00:39:01,760 --> 00:39:04,240 "Look at our nails. They are wearing away. Our skin is affected 913 00:39:04,320 --> 00:39:05,680 because we go inside the tank." 914 00:39:05,760 --> 00:39:07,320 [sweeping music] 915 00:39:07,400 --> 00:39:10,720 When I saw it, I decided to take a chance. 916 00:39:10,920 --> 00:39:12,760 I decided to work hard and make something worthwhile. 917 00:39:12,840 --> 00:39:16,120 What's a septic tank? Is it full of waste? What is it? 918 00:39:16,240 --> 00:39:19,960 Human excretion and urine collect in the septic tank. 919 00:39:21,480 --> 00:39:24,480 - We have created a model septic tank. - Okay. 920 00:39:24,640 --> 00:39:27,640 A human being's excretion solidifies at the bottom. 921 00:39:27,800 --> 00:39:28,840 [ethereal music] 922 00:39:28,960 --> 00:39:31,040 It's a mixture of excretion and urine. 923 00:39:31,320 --> 00:39:32,640 Some of it floats on the surface. 924 00:39:32,800 --> 00:39:35,120 We can remove these two layers with a pump 925 00:39:35,200 --> 00:39:38,800 but a man must go inside the manhole to remove this layer. 926 00:39:39,080 --> 00:39:40,800 [sweeping music] 927 00:39:42,000 --> 00:39:44,800 It's an age-old problem. 928 00:39:44,880 --> 00:39:47,800 This problem must have been solved globally. 929 00:39:48,000 --> 00:39:51,280 Super sucker machines are used in the West 930 00:39:51,440 --> 00:39:53,840 which cost more than Rs. 3 to Rs. 4 crores. 931 00:39:54,000 --> 00:39:55,240 They are available in India too. 932 00:39:55,320 --> 00:39:57,120 But the villages in India 933 00:39:57,200 --> 00:39:58,360 can't afford it. 934 00:39:58,440 --> 00:40:01,000 - So something is available. - Yes! Suction machines are available. 935 00:40:01,080 --> 00:40:02,120 But they are very expensive. 936 00:40:02,240 --> 00:40:04,720 And smaller machines of Rs. 15 lakhs to Rs. 20 lakhs 937 00:40:04,800 --> 00:40:08,400 can only clean the top part but the hard part at the bottom remains. 938 00:40:08,680 --> 00:40:11,560 Let me tell you about our products first. 939 00:40:12,760 --> 00:40:13,960 The blades 940 00:40:14,280 --> 00:40:16,600 are foldable so they can open and close. 941 00:40:16,800 --> 00:40:21,440 We built a multiple-blade system in our lab after 6 years of research. 942 00:40:21,840 --> 00:40:24,960 It can mix the deepest and the hardest sludge. 943 00:40:26,520 --> 00:40:30,160 This whole system can be controlled with a joystick 944 00:40:30,280 --> 00:40:31,920 which helps in operating it. 945 00:40:32,080 --> 00:40:35,240 We give a camera as an extra accessory 946 00:40:35,440 --> 00:40:37,600 that can be used to watch 947 00:40:37,960 --> 00:40:40,760 the mixing on your iPad. 948 00:40:40,840 --> 00:40:42,760 Okay. It's called a s♪♪t show. 949 00:40:43,160 --> 00:40:44,520 Yes! Right! 950 00:40:46,360 --> 00:40:47,840 For example, there's a small manhole. 951 00:40:48,000 --> 00:40:50,680 So your machine goes inside with the help of the tractor. 952 00:40:50,760 --> 00:40:53,880 We attach a second version of the suction pump to the tractor 953 00:40:54,040 --> 00:40:56,800 and we use a system in which without using the manhole 954 00:40:56,880 --> 00:40:58,880 the suction pump goes down with the help of a remote 955 00:40:58,960 --> 00:41:00,040 and after we click a button, 956 00:41:00,120 --> 00:41:03,800 the suction pump transfers the sludge into a tank through a pipe. 957 00:41:05,280 --> 00:41:06,640 Do you have three products? 958 00:41:06,800 --> 00:41:08,320 Yes! Two hardware and one software. 959 00:41:08,480 --> 00:41:11,160 - HomoSEP is for cleaning. Sludge removal! - All septic tanks. Yes! 960 00:41:11,280 --> 00:41:12,800 - The other one is Endobot. - Yes! 961 00:41:12,880 --> 00:41:14,000 What does Endobot do? 962 00:41:14,120 --> 00:41:15,720 We have made a series of robots 963 00:41:15,800 --> 00:41:17,840 that can go inside pipelines 964 00:41:17,960 --> 00:41:20,240 of 9 cm to 90 cm width 965 00:41:20,400 --> 00:41:23,520 and collect the data inside them. 966 00:41:23,600 --> 00:41:25,280 Data includes the visual feed, 967 00:41:25,360 --> 00:41:27,800 the pipeline's inclination 968 00:41:27,880 --> 00:41:29,600 and the temperature inside it. 969 00:41:29,680 --> 00:41:32,040 What is the insight you get from the data? 970 00:41:32,280 --> 00:41:34,640 Do you just prepare a chart or find out a leakage? 971 00:41:34,720 --> 00:41:36,040 What is the final output? 972 00:41:36,200 --> 00:41:38,560 [upbeat music] 973 00:41:42,400 --> 00:41:46,320 My dashboard will inform them that there's a leakage, 974 00:41:46,400 --> 00:41:48,600 contamination or a tree root at exactly 73.5 metres. 975 00:41:48,800 --> 00:41:49,640 Wow! 976 00:41:49,720 --> 00:41:51,160 We have made a range of robots 977 00:41:51,240 --> 00:41:53,000 for smaller pipelines, 978 00:41:53,080 --> 00:41:55,840 mid-range pipelines and bigger pipelines. 979 00:41:56,200 --> 00:41:57,200 Did you file a patent? 980 00:41:57,360 --> 00:42:00,120 We filed four patents for HomoSEP. 981 00:42:00,200 --> 00:42:01,600 Two design patents are granted 982 00:42:01,680 --> 00:42:03,960 - and two patents... - What about Endobot? 983 00:42:04,080 --> 00:42:05,440 We are still filing patents for Endobot. 984 00:42:05,520 --> 00:42:07,440 Is the equity structure the same for all of you? 985 00:42:07,520 --> 00:42:09,200 - No. The equity structure is different. - How is it? 986 00:42:09,280 --> 00:42:11,360 - I hold the majority of the equity. - How much? 987 00:42:11,440 --> 00:42:12,480 It's 32%. 988 00:42:12,560 --> 00:42:13,720 - 32.5%! - What about the other three? 989 00:42:13,800 --> 00:42:16,200 He holds around 8.5% 990 00:42:16,360 --> 00:42:18,480 and he holds 5.5%. She holds 2.5%. 991 00:42:19,640 --> 00:42:22,880 Our IIT professors, co-founders and non-executives 992 00:42:23,000 --> 00:42:24,480 have around 20% equity. 993 00:42:24,640 --> 00:42:27,360 - We also raised some investments. - Alright. 994 00:42:27,440 --> 00:42:28,840 - They too hold equity. - Who made the investment? 995 00:42:28,920 --> 00:42:30,760 Three months back we closed our seed round. 996 00:42:30,840 --> 00:42:32,560 - How much did you raise? - Rs. 4.2 crores. 997 00:42:33,560 --> 00:42:35,800 Our post-money valuation was Rs. 26 crores at that time. 998 00:42:35,960 --> 00:42:37,120 How much does this machine cost? 999 00:42:37,200 --> 00:42:40,120 The answer is, this machine costs Rs. 15 lakhs to Rs. 25 lakhs 1000 00:42:40,200 --> 00:42:41,880 along with all the accessories. 1001 00:42:42,080 --> 00:42:44,520 The business model of Endobot is service based. 1002 00:42:44,800 --> 00:42:47,960 We generally cater to municipalities or some industries 1003 00:42:48,040 --> 00:42:50,680 whose building is big and they have their own sewer and water pipelines. 1004 00:42:50,800 --> 00:42:52,080 We cater to them too. 1005 00:42:53,320 --> 00:42:55,320 Last year, our total sales 1006 00:42:55,400 --> 00:42:58,800 in customer revenues were around Rs. 1.2 crores. 1007 00:42:59,120 --> 00:43:01,760 This year's ARR is around Rs. 5 crores. 1008 00:43:02,800 --> 00:43:04,560 Please breakdown Rs. 5 crores. 1009 00:43:04,640 --> 00:43:07,440 What are the recurring cost and the one-time cost of the machine? 1010 00:43:07,600 --> 00:43:10,720 The sales revenue of HomoSEP is around Rs. 3 crores. 1011 00:43:10,840 --> 00:43:12,560 And the Endobot services 1012 00:43:12,640 --> 00:43:15,000 give us around Rs. 2 crores... 1013 00:43:15,080 --> 00:43:16,320 - Revenue! - Yes! 1014 00:43:17,920 --> 00:43:19,960 How much did you profit 1015 00:43:20,040 --> 00:43:21,800 after selling a machine costing Rs. 3.25 crores? 1016 00:43:21,880 --> 00:43:24,280 Our gross margin is around 60% 1017 00:43:24,440 --> 00:43:26,360 which is around Rs. 1.7 crores to Rs. 1.8 crores. 1018 00:43:26,440 --> 00:43:29,680 And what's your margin in the services revenue of Rs. 2 crores? 1019 00:43:29,880 --> 00:43:32,280 Our gross margin is 55%-60% in services. 1020 00:43:32,360 --> 00:43:35,360 What is the market size? How many machines can we sell? 1021 00:43:35,440 --> 00:43:37,360 What's your viewpoint? 1022 00:43:37,440 --> 00:43:40,960 The global market is around 6 billion dollars. 1023 00:43:41,080 --> 00:43:43,440 I'm talking about the inline inspection and cleaning market. 1024 00:43:43,520 --> 00:43:46,920 If I assume India's market to be 20% of the world's market, 1025 00:43:47,000 --> 00:43:48,320 as India is a big market, 1026 00:43:48,520 --> 00:43:51,080 - it would be around 1.2 billion dollars. - No, no! 1027 00:43:51,280 --> 00:43:53,280 [suspenseful music] 1028 00:43:54,000 --> 00:43:56,800 If 6 billion dollars is your global market, 1029 00:43:57,040 --> 00:43:58,920 India's market will be less than 10%. 1030 00:44:00,160 --> 00:44:02,440 It could be 20% in terms of volume. 1031 00:44:02,720 --> 00:44:04,160 But in terms of value, 1032 00:44:04,400 --> 00:44:06,320 - it would be less than 10%. - The ratio is 1:10. 1033 00:44:06,480 --> 00:44:07,360 Alright? 1034 00:44:08,320 --> 00:44:10,080 I have an important question. 1035 00:44:10,160 --> 00:44:12,880 Generally speaking, in the future, 1036 00:44:13,000 --> 00:44:16,440 your main revenue source would be the municipality and the government. 1037 00:44:16,560 --> 00:44:17,920 How will you handle it? 1038 00:44:18,000 --> 00:44:21,160 We create a win-win situation for the municipalities and engineers. 1039 00:44:22,280 --> 00:44:24,400 "You have a pipeline network of 2,600 kilometres. 1040 00:44:24,480 --> 00:44:25,640 I'll tell you 1041 00:44:25,800 --> 00:44:28,280 where you need to change pipelines regularly. 1042 00:44:28,440 --> 00:44:29,760 Because the pipelines are wearing away." 1043 00:44:29,880 --> 00:44:31,680 - They needn't degrade it more. - They'll get more work. 1044 00:44:31,760 --> 00:44:33,360 The work will increase. 1045 00:44:34,040 --> 00:44:37,920 I loved meeting you. Four youngsters 1046 00:44:38,160 --> 00:44:40,400 from all over India are supporting and contributing 1047 00:44:40,480 --> 00:44:42,240 to this cause. I like your cause too. 1048 00:44:43,440 --> 00:44:46,680 The innovations of your product are clearly Indianised. 1049 00:44:46,880 --> 00:44:48,120 I liked that too. 1050 00:44:48,200 --> 00:44:50,360 Namita and I want to make an offer. 1051 00:44:51,400 --> 00:44:52,680 Thank you! 1052 00:44:53,080 --> 00:44:55,080 We will stick to your previous round's valuation 1053 00:44:55,160 --> 00:44:56,760 which is Rs. 26 crores. 1054 00:44:57,840 --> 00:44:59,600 We'll give you Rs. 90 lakhs as you asked. 1055 00:44:59,680 --> 00:45:01,520 Rs. 90 lakhs in total. Rs. 52 lakhs 1056 00:45:01,720 --> 00:45:03,360 in equity and Rs. 48 lakhs 1057 00:45:03,560 --> 00:45:04,480 in debt. 1058 00:45:05,760 --> 00:45:08,320 Debt would be at 10% and equity would be 4% 1059 00:45:08,400 --> 00:45:09,640 - which we want from you. - No! 1060 00:45:09,720 --> 00:45:10,960 - 2% - I'm sorry! 2%! 1061 00:45:11,120 --> 00:45:12,480 First of all, thank you so much for the offer. 1062 00:45:12,560 --> 00:45:14,760 I'd like to hear offers from other Sharks. 1063 00:45:14,920 --> 00:45:17,400 [suspenseful music] 1064 00:45:21,480 --> 00:45:23,600 I have a final question. I'll make an offer after that. 1065 00:45:23,680 --> 00:45:26,520 You said your revenue would be Rs. 5 crores this year. 1066 00:45:27,880 --> 00:45:29,560 How much will you earn with septic cleaning? 1067 00:45:29,640 --> 00:45:30,880 Rs. 3 crores to Rs. 3.25 crores. 1068 00:45:30,960 --> 00:45:32,920 How much can your business grow? 1069 00:45:33,000 --> 00:45:35,160 We can easily make it around Rs. 150 crores business. 1070 00:45:35,800 --> 00:45:38,120 And currently, 1071 00:45:38,360 --> 00:45:40,760 who is the biggest competition and what is its size? 1072 00:45:41,000 --> 00:45:43,680 Our biggest competitor is Kam Avida. 1073 00:45:44,480 --> 00:45:47,360 Their revenue is upwards of Rs. 200 to 500 crores. 1074 00:45:47,520 --> 00:45:49,760 - Rs. 200 to 500 crores. - Yes. 1075 00:45:50,800 --> 00:45:52,440 You know what I feel, 1076 00:45:52,720 --> 00:45:54,360 that the biggest leverage in your business 1077 00:45:54,640 --> 00:45:56,960 will come from making partners. 1078 00:45:58,520 --> 00:46:02,440 Look at the transport business in India. 1079 00:46:02,640 --> 00:46:04,200 When employment was created, 1080 00:46:04,320 --> 00:46:05,960 whether it was food delivery 1081 00:46:06,160 --> 00:46:08,360 or ride-sharing, everything was a success. 1082 00:46:08,840 --> 00:46:12,360 Right? So, the solution to India's biggest problems is 1083 00:46:12,400 --> 00:46:14,160 generating micro-entrepreneurs. 1084 00:46:14,280 --> 00:46:16,920 You built the technology and the product. 1085 00:46:17,040 --> 00:46:19,600 If you genuinely wish to create an impact, 1086 00:46:19,720 --> 00:46:23,840 you need to make this solution, inclusive of tractor cost, 1087 00:46:23,920 --> 00:46:26,760 an affordable solution. 1088 00:46:27,000 --> 00:46:28,240 It's quite possible 1089 00:46:28,360 --> 00:46:30,280 that you might have to give out loans in future 1090 00:46:30,320 --> 00:46:32,040 because no one gives loans for this. 1091 00:46:32,120 --> 00:46:33,880 [intense music playing] 1092 00:46:34,000 --> 00:46:36,080 - There's no underwriting for it. - There will be no underwriting. 1093 00:46:36,160 --> 00:46:38,520 So, there are chances you might have to do the underwriting. 1094 00:46:38,720 --> 00:46:41,520 So, the only way is 1095 00:46:41,680 --> 00:46:44,400 - to make it extremely affordable. - Yes. 1096 00:46:44,520 --> 00:46:46,080 - There is no choice. - I agree. 1097 00:46:46,160 --> 00:46:49,200 And even though people think the cost can't go down any further, 1098 00:46:49,800 --> 00:46:52,400 it's our job as engineers to make that possible. 1099 00:46:53,800 --> 00:46:56,320 Provided you can focus on India, 1100 00:46:56,560 --> 00:46:58,520 Anupam and I make you an offer. 1101 00:46:59,040 --> 00:47:00,800 - Thank you. - Rs. 90 lakhs 1102 00:47:01,360 --> 00:47:04,160 at the previous round's valuation. Full equity. 1103 00:47:05,520 --> 00:47:07,840 I think it'll be 3.34%. 1104 00:47:08,160 --> 00:47:09,200 - Approximately. - Approximately. 1105 00:47:09,280 --> 00:47:11,200 - At the same valuation? - Yes. 1106 00:47:11,880 --> 00:47:14,480 The valuation we've both given is the same. 1107 00:47:14,560 --> 00:47:17,320 - Rs. 26.9 crores valuation. - But we asked for less equity. 1108 00:47:17,480 --> 00:47:19,160 [intense music playing] 1109 00:47:19,600 --> 00:47:21,560 Look, I am from IIT too. 1110 00:47:21,640 --> 00:47:24,040 I understand what you're making here. 1111 00:47:24,160 --> 00:47:25,880 Peyush covered the financing bit. 1112 00:47:27,240 --> 00:47:30,320 We are also financiers ourselves. 1113 00:47:30,400 --> 00:47:33,040 We lend Rs. 500 crores per month to the market. 1114 00:47:33,280 --> 00:47:36,560 We should go about that part and I can support you with that. 1115 00:47:36,920 --> 00:47:39,200 [tense music playing] 1116 00:47:39,600 --> 00:47:40,520 - Thank you. - But, hey, 1117 00:47:40,680 --> 00:47:43,360 without us, who will give you ideas with respect to finance? 1118 00:47:43,480 --> 00:47:45,240 - Sir... - They'll come back to us 1119 00:47:45,320 --> 00:47:47,480 - and ask for more ideas. - We're all businessmen. 1120 00:47:47,680 --> 00:47:51,200 If Anupam had ideas, he'd have done something else in life too! 1121 00:47:51,800 --> 00:47:53,640 Whoa! That was deep! 1122 00:47:55,080 --> 00:47:56,240 That was deep! 1123 00:47:56,360 --> 00:47:57,440 I've built four companies. 1124 00:47:57,440 --> 00:48:00,200 He merely invests and doesn't even meet companies. 1125 00:48:00,960 --> 00:48:02,880 He doesn't even meet the founders of the company. 1126 00:48:04,120 --> 00:48:06,800 Only someone people don't know has to beat his chest and say, 1127 00:48:06,800 --> 00:48:08,760 "I've built four companies!" Get it? 1128 00:48:08,880 --> 00:48:11,040 [Sharks laugh] 1129 00:48:11,280 --> 00:48:12,640 No, I really did. 1130 00:48:12,760 --> 00:48:15,080 [Aman laughs hysterically] 1131 00:48:18,200 --> 00:48:20,480 I'm loving this. "S♪♪t is hit." 1132 00:48:20,640 --> 00:48:21,720 [unanimous laugh] 1133 00:48:21,840 --> 00:48:23,480 Nice! We're going to use that. 1134 00:48:23,600 --> 00:48:25,400 That's a good closure. 1135 00:48:26,840 --> 00:48:28,000 The purpose and cause are good. 1136 00:48:28,000 --> 00:48:30,280 And where that is evident, they pounce on the opportunity. 1137 00:48:30,840 --> 00:48:34,040 You have mentors and funds. What else do you need? 1138 00:48:34,600 --> 00:48:37,160 I'm out, but I'm glad they have made offers to you. 1139 00:48:37,240 --> 00:48:38,800 There is one plus point. 1140 00:48:38,920 --> 00:48:40,560 We signed the term sheet with our investors 1141 00:48:40,560 --> 00:48:42,160 and closed the round six months ago. 1142 00:48:42,280 --> 00:48:45,880 If we take the same valuation now, I think it would be unfair to them. 1143 00:48:46,720 --> 00:48:48,560 They'd have a problem if we devalued you. 1144 00:48:48,680 --> 00:48:49,840 Do you have a counteroffer? 1145 00:48:49,880 --> 00:48:51,080 Let's find a middle ground. 1146 00:48:51,400 --> 00:48:53,360 2% equity at a valuation of Rs. 33 crores. 1147 00:48:53,440 --> 00:48:54,960 - Rs. 66 lakhs. - Yes. 1148 00:48:55,040 --> 00:48:56,360 - Done. - 66... Done. 1149 00:48:56,440 --> 00:48:57,720 Who is the offer for? 1150 00:48:57,800 --> 00:49:00,960 This offer is also for Peyush because we don't want debt. 1151 00:49:01,040 --> 00:49:02,480 Let's do one thing. 1152 00:49:02,560 --> 00:49:04,160 Shall we do it at 3%? 1153 00:49:04,560 --> 00:49:06,520 - Debt... - We offered a debt-equity structure. 1154 00:49:06,560 --> 00:49:08,520 - They don't want debt. Do you? - At Rs. 33 crores... 1155 00:49:08,520 --> 00:49:10,600 - No debt. - No debt. Any equity deal? 1156 00:49:10,640 --> 00:49:12,360 - Guys... - They are... 1157 00:49:12,400 --> 00:49:13,880 - Hang on... - It's a Shark fight. 1158 00:49:14,000 --> 00:49:15,920 These two are ready to give you an equity deal. 1159 00:49:16,480 --> 00:49:18,120 Let me clarify one thing, Divanshu. 1160 00:49:18,200 --> 00:49:20,680 I am not doing this for any negotiation. 1161 00:49:21,880 --> 00:49:27,160 If you want Anupam and me as a partner, then we're in. 1162 00:49:27,200 --> 00:49:29,320 - Correct, I absolutely want to. - No... 1163 00:49:29,360 --> 00:49:31,960 This is not a platform to negotiate the valuation. 1164 00:49:32,720 --> 00:49:34,000 If you want to do that, 1165 00:49:34,000 --> 00:49:36,720 the best option for you is to take debt. 1166 00:49:37,400 --> 00:49:39,160 - Do you have a counteroffer? - Yes, I do. 1167 00:49:39,200 --> 00:49:41,000 I think we should back out. What do you say? 1168 00:49:41,040 --> 00:49:42,720 Please. Hear my offer. 1169 00:49:42,800 --> 00:49:44,120 - You... - Say yes or no. 1170 00:49:44,200 --> 00:49:46,400 Hang on. Do you want my offer? 1171 00:49:46,520 --> 00:49:47,960 I mean, from Namita and me or not? 1172 00:49:48,040 --> 00:49:49,320 - Or we'll back out. - We are... 1173 00:49:49,400 --> 00:49:50,720 - Tell us if you don't. - Okay... 1174 00:49:50,800 --> 00:49:52,200 - We're keen to... - We won't feel bad. 1175 00:49:52,280 --> 00:49:54,120 - We'll work it out. - We're out. We're out then. 1176 00:49:54,160 --> 00:49:55,320 - Take their offer. - Hang on. 1177 00:49:56,320 --> 00:49:58,360 - You want to work with them... - Let them take it. 1178 00:49:58,400 --> 00:49:59,440 - Take their deal. - We're out. 1179 00:49:59,520 --> 00:50:01,040 - They are out now. - We are out. 1180 00:50:01,080 --> 00:50:02,600 Now, you have only one offer. 1181 00:50:02,720 --> 00:50:04,920 [intense music playing] 1182 00:50:06,440 --> 00:50:08,080 Peyush and Anupam, we'll take the deal. 1183 00:50:08,160 --> 00:50:09,240 - Good. - Alright. 1184 00:50:09,280 --> 00:50:10,800 - Congrats, guys. Very happy... - Thanks. 1185 00:50:10,880 --> 00:50:12,240 We are happy you got a deal. 1186 00:50:13,640 --> 00:50:15,120 - I have immense respect for you. - Thanks. 1187 00:50:15,120 --> 00:50:17,280 - I found my partner on shaadi.com. - Alright! 1188 00:50:17,320 --> 00:50:18,160 Get here! 1189 00:50:18,280 --> 00:50:20,200 Meet one of our success stories. 1190 00:50:20,200 --> 00:50:21,680 He met his wife on shaadi.com. 1191 00:50:21,760 --> 00:50:23,240 He had to take the deal! 1192 00:50:23,320 --> 00:50:26,240 Had he mentioned this, we'd have reduced another 0.1%! 1193 00:50:26,360 --> 00:50:27,880 - [indistinct speech] - [Anupam laughs] 1194 00:50:28,280 --> 00:50:30,000 - Good job, guys. Good job. - Thank you. 1195 00:50:30,280 --> 00:50:32,360 Let's destroy, men of scavenge! 1196 00:50:33,360 --> 00:50:36,080 - Team Solinas, congratulations on the deal once again. - Thank you. 1197 00:50:36,240 --> 00:50:39,280 You are solving the problems of water pipeline leakages already. 1198 00:50:39,360 --> 00:50:41,840 You've brought an impactful change. 1199 00:50:42,320 --> 00:50:45,840 What change do you think your coming here and your mission 1200 00:50:46,120 --> 00:50:48,320 will bring in the lives of these people? 1201 00:50:48,480 --> 00:50:52,240 Yes, our robot, by way of robot scavenging 1202 00:50:52,360 --> 00:50:53,480 is here to give a new lease on life. 1203 00:50:53,520 --> 00:50:57,200 Earlier, people cleaned waste with their hands, 1204 00:50:57,240 --> 00:50:58,600 now they'll use a robot to do it. 1205 00:50:58,680 --> 00:51:00,480 - Nice. - This will be the greatest impact 1206 00:51:00,560 --> 00:51:03,480 which will save lives and prevent diseases from spreading. 1207 00:51:03,720 --> 00:51:06,240 You're doing such noble work. 1208 00:51:06,320 --> 00:51:09,400 You are bringing about a futuristic change. 1209 00:51:09,440 --> 00:51:11,440 Acko welcomes such change. 1210 00:51:11,600 --> 00:51:14,920 We want you to write a small and lovely message 1211 00:51:15,080 --> 00:51:17,720 on our Acko Change Makers wall. 1212 00:51:19,360 --> 00:51:21,880 With its 24-hour claim settlement policy, 1213 00:51:21,880 --> 00:51:23,600 Acko has changed the world of insurance. 1214 00:51:23,680 --> 00:51:26,960 May you positively impact and change the lives of people too. 1215 00:51:27,040 --> 00:51:29,080 Wish you the very best. Do very well. And take care. 1216 00:51:29,160 --> 00:51:30,320 - Thank you. - Thank you so much. 1217 00:51:30,400 --> 00:51:33,000 You can become a Home Shark from the comfort of your home. 1218 00:51:33,200 --> 00:51:34,280 It's very simple. 1219 00:51:34,280 --> 00:51:36,800 You just need to decide the stake in the businesses that come here. 1220 00:51:36,880 --> 00:51:39,280 If you feature on our list of top ten Sharks, 1221 00:51:39,320 --> 00:51:40,720 you stand to win exciting prizes. 1222 00:51:40,800 --> 00:51:42,440 Download or update the Sony LIV app 1223 00:51:42,560 --> 00:51:44,320 and become the legendary Home Shark. 1224 00:51:45,720 --> 00:51:47,440 'Let's get to the Shark Xperience.' 1225 00:51:47,480 --> 00:51:49,240 'Madhu from Satna sends in her question.' 1226 00:51:49,320 --> 00:51:52,480 'Peyush, I studied in the US and work here now.' 1227 00:51:52,560 --> 00:51:55,480 'But my parents want me to come to India.' 1228 00:51:55,600 --> 00:51:58,640 'Would my decision to quit my job, return to India' 1229 00:51:58,680 --> 00:52:00,960 'and start a business be wise?' 1230 00:52:01,040 --> 00:52:05,120 If you have a clear vision about solving a particular problem, 1231 00:52:05,240 --> 00:52:06,560 then this decision would be phenomenal. 1232 00:52:06,680 --> 00:52:10,680 There will be problems in the US, but even more so in India. 1233 00:52:10,960 --> 00:52:13,880 If you have clarity on what you wish to do, 1234 00:52:14,040 --> 00:52:15,600 then India is a land of opportunities. 1235 00:52:15,680 --> 00:52:17,440 India has a lot of growth potential. 1236 00:52:17,480 --> 00:52:18,800 In the next ten years, 1237 00:52:19,080 --> 00:52:21,800 the growth you witness in India will not happen anywhere else 1238 00:52:21,920 --> 00:52:25,720 because we are 1.2 billion people. 1239 00:52:26,160 --> 00:52:28,520 We have tonnes of problems, we have a lot of hope. 1240 00:52:28,680 --> 00:52:29,920 We have a lot of talent. 1241 00:52:29,920 --> 00:52:30,920 Don't think short term. 1242 00:52:30,960 --> 00:52:33,040 Think long-term. Come here and do something big.