1 00:00:34,240 --> 00:00:37,600 'Coming up on Shark Tank season 2 this week' 2 00:00:37,720 --> 00:00:41,240 'are some extraordinary and unique entrepreneurs.' 3 00:00:42,680 --> 00:00:45,520 PadCare is the world's first such technology 4 00:00:45,640 --> 00:00:48,320 that can process sanitary napkins and absorbent hygiene products 5 00:00:48,400 --> 00:00:50,600 including diapers. 6 00:00:50,680 --> 00:00:53,760 Did you design and manufacture the complete machine yourself? 7 00:00:53,880 --> 00:00:57,760 Design, R&D and trial are done internally. 8 00:00:57,760 --> 00:01:01,120 - We outsource manufacturing to Pune vendors. - Wow! 9 00:01:01,240 --> 00:01:03,960 This mission you've chosen is an important one. 10 00:01:04,240 --> 00:01:07,040 OLL provides skill development classes 11 00:01:07,120 --> 00:01:10,040 to students of grades one to ten. 12 00:01:10,160 --> 00:01:13,120 I am 18 years. My net margin is Rs. 18 lakhs. 13 00:01:13,200 --> 00:01:14,560 - Is that a profit? - Yes. 14 00:01:15,240 --> 00:01:16,520 Gosh! 15 00:01:16,600 --> 00:01:17,560 You're a champ! 16 00:01:18,000 --> 00:01:20,400 My routine from 4 to 6 am is 17 00:01:20,480 --> 00:01:24,320 that I drop a message on all the free groups on Facebook. 18 00:01:24,400 --> 00:01:26,920 When people wake up at 6 am and check their notifications, 19 00:01:26,920 --> 00:01:28,400 it'll strike them to replenish flour at home. 20 00:01:28,480 --> 00:01:31,640 We harp on about marketing, but this is true marketing! 21 00:01:32,040 --> 00:01:34,360 I want to introduce you to a modern-day scrap merchant 22 00:01:34,360 --> 00:01:35,640 called ScrapUncle. 23 00:01:36,080 --> 00:01:38,640 This scrap merchant doesn't holler. 24 00:01:38,800 --> 00:01:41,960 It's accessible through the ScrapUncle app or the website. 25 00:01:42,040 --> 00:01:43,440 It is so responsible 26 00:01:43,520 --> 00:01:46,080 that it dispatches the scrap for recycling on its own. 27 00:01:46,200 --> 00:01:47,520 We present to you 28 00:01:47,520 --> 00:01:51,920 India's smallest and most economical electric tractor. 29 00:01:52,960 --> 00:01:55,680 - Hey! - Where is the brake? 30 00:01:56,040 --> 00:01:58,920 It has been designed specifically keeping small fields in mind. 31 00:01:59,000 --> 00:02:03,480 Our tractor will cause no damage to the land or the crops. 32 00:02:03,560 --> 00:02:05,280 You'll inspire many people in India. 33 00:02:05,880 --> 00:02:08,080 I want to become one of you, sir. 34 00:02:08,280 --> 00:02:09,720 You will become one of us. 35 00:02:10,200 --> 00:02:12,040 - I'll make you an offer. - Whoa! 36 00:02:12,200 --> 00:02:13,880 - Wow! - Oh, my! 37 00:02:14,000 --> 00:02:16,520 I'll give you Rs. 60 lakhs for 10% equity. 38 00:02:16,600 --> 00:02:17,720 8%. 39 00:02:18,320 --> 00:02:20,760 Rs. 60 lakhs for 7% equity. 40 00:02:20,920 --> 00:02:22,800 - Wow. - My offer is 6%. 41 00:02:22,800 --> 00:02:24,080 - Wow! - Whoa! 42 00:02:24,720 --> 00:02:27,360 - Rs. 60 lakhs for 5% equity. - Whoa! 43 00:02:27,480 --> 00:02:29,280 This offer is driving me nuts! 44 00:02:29,400 --> 00:02:31,200 [Sharks laugh] 45 00:02:35,400 --> 00:02:38,160 [theme music playing] 46 00:02:49,800 --> 00:02:52,400 [theme music fading] 47 00:02:54,600 --> 00:02:57,520 Greetings, Sharks. My name is Himanshu Gakhreja. 48 00:03:03,880 --> 00:03:06,440 Indians are extremely cheesy! 49 00:03:06,560 --> 00:03:08,400 [unanimous laughter] 50 00:03:09,120 --> 00:03:12,040 We're not fond of boring and plain things. 51 00:03:13,960 --> 00:03:17,280 We are fond of cheesy statements, songs, 52 00:03:17,400 --> 00:03:19,240 cheesy movies and food! 53 00:03:19,320 --> 00:03:20,680 [chuckles] 54 00:03:21,320 --> 00:03:24,200 But I am Mr. Gakhreja's vegetarian son 55 00:03:24,280 --> 00:03:26,240 and I got addicted to cheesecake. 56 00:03:26,520 --> 00:03:28,320 How do I eat a cheesecake that has no egg? 57 00:03:28,560 --> 00:03:29,440 Whoa! 58 00:03:30,400 --> 00:03:32,680 We came up with a cheesy hack 59 00:03:32,800 --> 00:03:36,680 so that no one with a love for cheesecake has to forgo it! 60 00:03:38,960 --> 00:03:42,320 So, Sharks, presenting to you Cheesecake & Co. 61 00:03:42,400 --> 00:03:44,600 [pleasant music playing] 62 00:03:46,320 --> 00:03:49,040 Cheesecake is a yummy fusion of tart and cake 63 00:03:49,120 --> 00:03:52,240 that originated in Europe and became popular in New York. 64 00:03:52,360 --> 00:03:55,120 [pleasant music playing] 65 00:04:06,560 --> 00:04:08,800 [pleasant music playing] 66 00:04:20,200 --> 00:04:22,080 Sharks, our mission is 67 00:04:32,160 --> 00:04:34,760 Our ask is Rs. 1 crore for 2% equity. 68 00:04:52,160 --> 00:04:54,240 If it were established in 1918, 69 00:05:01,960 --> 00:05:04,760 Actually, the intent wasn't it being a four-year-old company. 70 00:05:04,960 --> 00:05:09,320 - I took a resolve in 2018 and began working on Cheesecake. - Okay. 71 00:05:16,720 --> 00:05:18,480 I dropped out of college. 72 00:05:18,600 --> 00:05:19,840 - I... - You dropped out. 73 00:05:20,000 --> 00:05:21,240 - Yes. - What grade? 74 00:05:21,240 --> 00:05:22,520 In twelfth grade. 75 00:05:22,640 --> 00:05:24,600 [sentimental music playing] 76 00:05:26,760 --> 00:05:28,840 Cheesecake is not just an art, it's everything to me. 77 00:05:30,280 --> 00:05:32,520 We make the base with biscuits. 78 00:05:32,600 --> 00:05:34,840 [uplifting music playing] 79 00:05:34,920 --> 00:05:38,440 We finely crush the biscuits 80 00:05:38,520 --> 00:05:40,360 and then set them in a mould. 81 00:05:40,440 --> 00:05:43,080 [uplifting music playing] 82 00:05:43,160 --> 00:05:46,120 We mix the cream and cheese well 83 00:05:46,120 --> 00:05:48,680 and pour it into the moulds. 84 00:05:48,800 --> 00:05:50,760 [uplifting music playing] 85 00:05:50,880 --> 00:05:53,120 Then we bake it at an even temperature. 86 00:05:55,240 --> 00:05:58,760 Then finally, your art is ready. 87 00:05:58,840 --> 00:06:02,520 [euphoric music playing] 88 00:06:07,520 --> 00:06:09,720 When someone takes a bite of the cheesecake 89 00:06:09,720 --> 00:06:12,480 and it melts in their mouth, you know it's authentic. 90 00:06:13,400 --> 00:06:16,440 My cheesecake journey began with Chawla Bakery. 91 00:06:18,400 --> 00:06:20,680 I worked in this bakery for 2.5 years. 92 00:06:20,920 --> 00:06:24,520 I worked hard for 2.5 years and gained knowledge of cakes 93 00:06:24,600 --> 00:06:26,120 and then moved on. 94 00:06:26,280 --> 00:06:28,800 But before I knew it, my father posed a hurdle for me. 95 00:06:30,160 --> 00:06:31,520 He forbade me. 96 00:06:31,840 --> 00:06:34,600 [sentimental music playing] 97 00:06:35,600 --> 00:06:39,280 He had me handling his raw material business. 98 00:06:41,560 --> 00:06:45,640 When I handled dad's work, I would literally feel suffocated. 99 00:06:47,520 --> 00:06:50,280 I tried hard to convince my dad for a long time, 100 00:06:50,520 --> 00:06:53,200 but I did not succeed. 101 00:06:53,360 --> 00:06:56,000 [sentimental music playing] 102 00:06:56,840 --> 00:06:58,480 Then we got married. 103 00:06:58,600 --> 00:07:02,480 Shreya convinced my father to let me pursue my passion. 104 00:07:02,560 --> 00:07:07,240 I convinced him saying that his son was married now! 105 00:07:07,240 --> 00:07:10,160 [Sharks laugh] 106 00:07:10,640 --> 00:07:13,360 And he should let him do as he pleases. 107 00:07:13,440 --> 00:07:14,760 [laughs] 108 00:07:15,840 --> 00:07:17,440 He did agree, 109 00:07:17,520 --> 00:07:20,200 but he never helped us! 110 00:07:20,280 --> 00:07:22,240 [Sharks laugh] 111 00:07:23,720 --> 00:07:25,240 - Didn't he invest money? - No. 112 00:07:25,320 --> 00:07:27,600 Then the owner of the bakery where I learned the process 113 00:07:42,720 --> 00:07:45,720 Actually, I happened to eat a cheesecake that contained egg 114 00:07:46,560 --> 00:07:48,400 when I was working on desserts. 115 00:07:48,640 --> 00:07:51,880 Ever since I became passionate about it. 116 00:07:52,720 --> 00:07:54,560 Secondly, the substituted ingredients 117 00:07:54,640 --> 00:07:56,880 in place of eggs are very costly. 118 00:07:58,320 --> 00:08:01,040 We started working on cost-cutting. 119 00:08:02,240 --> 00:08:03,560 I incurred huge losses. 120 00:08:03,680 --> 00:08:05,960 And when this finally came out right, 121 00:08:06,200 --> 00:08:07,640 Shreya gained confidence. 122 00:08:07,720 --> 00:08:10,320 Which ingredient did you substitute egg with? 123 00:08:10,440 --> 00:08:12,360 - That's a secret, sir. - A secret. 124 00:08:12,800 --> 00:08:14,440 [joyful music playing] 125 00:08:14,760 --> 00:08:16,200 It isn't made in factories. 126 00:08:16,280 --> 00:08:18,200 Even today, it is made from home. 127 00:08:18,280 --> 00:08:19,960 - Whoa! - It's shipped to Bengaluru from Delhi. 128 00:08:20,040 --> 00:08:22,520 Just as Coca-Cola protects its formula, 129 00:08:22,640 --> 00:08:25,680 - you are protecting yours. - Exactly. 130 00:08:25,760 --> 00:08:27,960 I think your business has grown exponentially. 131 00:08:27,960 --> 00:08:29,200 You mentioned you had 20 stores. 132 00:08:29,280 --> 00:08:30,560 We have 19 outlets. 133 00:08:30,560 --> 00:08:33,440 17 in Delhi NCR, sir, and 2 in Bengaluru. 134 00:08:33,520 --> 00:08:34,600 What are your sales? 135 00:08:34,600 --> 00:08:36,920 No, don't get to sales yet. First... [chuckles] 136 00:08:38,720 --> 00:08:40,360 Feed him first, please. 137 00:08:40,440 --> 00:08:42,120 [Sharks laugh] 138 00:08:42,840 --> 00:08:45,240 - He's famished. - It's right before my eyes. 139 00:08:45,320 --> 00:08:48,360 Should I ask you about sales? No, first let me taste the cake. 140 00:08:48,440 --> 00:08:49,920 [chuckles] 141 00:08:50,000 --> 00:08:50,880 I'll get it. 142 00:08:51,360 --> 00:08:53,440 [music playing] 143 00:08:55,440 --> 00:08:57,360 Does everyone in your store wear these T-shirts? 144 00:08:57,440 --> 00:08:59,120 - This is the bubblegum cheesecake. - Wow! 145 00:09:02,520 --> 00:09:04,000 Okay. Let's try it, guys. 146 00:09:04,080 --> 00:09:07,000 [pleasant music playing] 147 00:09:12,920 --> 00:09:14,200 This has no egg. 148 00:09:25,080 --> 00:09:27,320 Most people don't know how to make a cheesecake. 149 00:09:27,400 --> 00:09:29,480 [uplifting music playing] 150 00:09:29,560 --> 00:09:31,080 But you cracked it. 151 00:09:33,840 --> 00:09:35,920 They sell cold cheesecakes. 152 00:09:42,760 --> 00:09:44,360 And then they sell it. 153 00:09:47,360 --> 00:09:48,560 Do you use an ice box? 154 00:09:48,640 --> 00:09:52,200 No, we use a normal box. The delivery takes up to 40 minutes. 155 00:09:52,280 --> 00:09:53,720 We work keeping this in mind. 156 00:09:53,800 --> 00:09:56,040 We are available at every eight km from every pin code of Delhi NCR. 157 00:09:56,120 --> 00:09:57,440 Please share your sales figures. 158 00:09:57,560 --> 00:09:59,840 Last year, we made a sale of Rs. 6 crores. 159 00:10:14,080 --> 00:10:18,160 How much did you save from a sale of Rs. 2 crores last month in July? 160 00:10:18,280 --> 00:10:19,200 Sir, 20%! 161 00:10:23,920 --> 00:10:26,480 - Does your dad earn so much? - Duh! 162 00:10:26,560 --> 00:10:28,520 [chuckling] Why did you ask this question? 163 00:10:29,880 --> 00:10:31,040 [chuckling] 164 00:10:31,600 --> 00:10:35,960 My father is a distributor of raw materials for bakery products. 165 00:10:36,040 --> 00:10:37,400 - Okay! - Yes! 166 00:10:37,480 --> 00:10:38,880 It means you are his biggest customer now. 167 00:10:38,960 --> 00:10:41,080 - Yes! You can say that. - Oh, my! 168 00:10:41,200 --> 00:10:43,440 - Wow, my friend! Amazing feat! - Very good! 169 00:10:43,440 --> 00:10:44,360 Well done! 170 00:10:46,360 --> 00:10:48,480 How much does one cheesecake cost? 171 00:10:48,640 --> 00:10:50,360 [dramatic music] 172 00:11:01,880 --> 00:11:05,160 It's a Rs. 4,000 crores market in India. 173 00:11:10,400 --> 00:11:12,360 This market is growing at a fast pace. 174 00:11:12,480 --> 00:11:13,920 Currently, 175 00:11:14,040 --> 00:11:17,040 people in the 18-26 years age group love to cut cheesecakes. 176 00:11:17,120 --> 00:11:19,160 It has become a signature product. 177 00:11:19,560 --> 00:11:21,200 People are moving on from normal cream cakes. 178 00:11:21,280 --> 00:11:24,840 And an ordinary middle-class family can easily spend Rs. 1,000. 179 00:11:26,360 --> 00:11:29,000 Himanshu and Shreya, I have made my decision. 180 00:11:30,440 --> 00:11:32,960 First, let me tell you that you're a cute couple. 181 00:11:33,040 --> 00:11:34,200 - Thank you so much! - Thank you! 182 00:11:34,280 --> 00:11:37,400 You two support each other. That's very nice. 183 00:11:37,480 --> 00:11:39,160 Secondly, running a business of Rs. 24 crores 184 00:11:39,280 --> 00:11:43,000 which means Rs. 2 crores monthly is a difficult feat. 185 00:11:43,160 --> 00:11:44,680 [sweeping music] 186 00:11:44,800 --> 00:11:47,560 As an investor, I need to think about scaling up. 187 00:11:48,360 --> 00:11:50,640 I think after a certain point, 188 00:11:50,720 --> 00:11:54,480 scaling up perishable products with the cold chain is difficult. 189 00:11:56,280 --> 00:11:57,960 So I'm out. 190 00:12:00,440 --> 00:12:02,560 I think only the top 1% of people 191 00:12:02,680 --> 00:12:04,080 can afford 192 00:12:04,080 --> 00:12:05,400 a dessert costing Rs. 250. 193 00:12:05,520 --> 00:12:08,240 And the market 194 00:12:08,320 --> 00:12:10,640 of cheesecakes specifically... 195 00:12:11,760 --> 00:12:14,560 I'm not sure how big it is. I don't think its worth is Rs. 4,000 crores 196 00:12:14,640 --> 00:12:17,040 or even around Rs. 400 crores. 197 00:12:17,120 --> 00:12:18,880 [thrilling music] 198 00:12:19,000 --> 00:12:21,760 Right now, I don't find it investible. 199 00:12:22,480 --> 00:12:24,320 For now, I'm out. Best of luck to both of you. 200 00:12:27,480 --> 00:12:29,280 I'm very close to making you an offer. 201 00:12:29,360 --> 00:12:31,400 But I want to understand what you want. 202 00:12:32,920 --> 00:12:34,600 How will you utilise my expertise? 203 00:12:35,920 --> 00:12:38,080 We are merchandisers. 204 00:12:38,360 --> 00:12:41,800 We have observed our father work like a traditional merchandiser. 205 00:12:41,920 --> 00:12:44,160 - And we are following in his footsteps. - Okay. 206 00:12:44,240 --> 00:12:46,120 Now I want to turn my business into a corporate. 207 00:12:48,120 --> 00:12:50,440 We haven't given ads on Instagram till now. 208 00:12:50,520 --> 00:12:52,280 - Do you have a page on Instagram? - Yes! 209 00:12:52,360 --> 00:12:54,440 - How many followers do you have? - Around four thousand. 210 00:12:54,520 --> 00:12:56,320 We don't burn cash on ads. 211 00:12:56,400 --> 00:12:59,000 We are at a stage where we can hire more people 212 00:12:59,080 --> 00:13:00,800 and reach a higher level. 213 00:13:00,880 --> 00:13:04,040 But we don't have a clue about how to expand our business. 214 00:13:04,120 --> 00:13:05,880 I expanded it to the extent I knew. 215 00:13:08,920 --> 00:13:11,520 Alright. I like you. 216 00:13:11,640 --> 00:13:13,600 I like you as a couple and I also like the opportunity I see in you. 217 00:13:13,720 --> 00:13:15,720 If I invest in your business, 218 00:13:15,800 --> 00:13:17,600 my perspective would be different. 219 00:13:17,680 --> 00:13:19,840 [thrilling music] 220 00:13:19,920 --> 00:13:22,120 I want to join as somebody who can partner with you, 221 00:13:22,200 --> 00:13:23,760 somebody who can help you build the brand 222 00:13:23,840 --> 00:13:26,000 and somebody who will participate in the cash flows. 223 00:13:26,120 --> 00:13:27,040 - Exactly. - Alright? 224 00:13:27,120 --> 00:13:29,400 Because I don't know when I'll get an exit. 225 00:13:29,480 --> 00:13:31,360 [suspenseful music] 226 00:13:31,440 --> 00:13:33,120 - I want to say something. - Sure. 227 00:13:33,240 --> 00:13:36,080 You are negotiating before I could make an offer. 228 00:13:36,600 --> 00:13:38,800 We add new flavours every month 229 00:13:38,880 --> 00:13:42,960 or every two months to scale up. 230 00:13:43,280 --> 00:13:46,160 We introduce such flavours that our competitors don't even think of. 231 00:13:47,000 --> 00:13:48,920 We are operating in just two cities right now. 232 00:13:49,000 --> 00:13:51,200 If we open our stores in 28 cities, 233 00:13:51,280 --> 00:13:54,320 our business will easily expand up to ten times. 234 00:13:54,400 --> 00:13:57,240 No. These are just tall stories. Let me tell you the truth, Himanshu. 235 00:13:57,320 --> 00:14:00,160 Sometimes the business receives a setback when you scale up. 236 00:14:01,520 --> 00:14:04,080 You just said that you handle all the activities. 237 00:14:04,240 --> 00:14:05,560 Yes! 238 00:14:06,120 --> 00:14:07,560 You are yet to experience a true test. 239 00:14:07,640 --> 00:14:10,280 Any person can run a local business. 240 00:14:12,000 --> 00:14:14,440 You just said that you don't want to do a traditional style of business. 241 00:14:14,520 --> 00:14:17,560 - Exactly! - So you want to make a management and leadership team. 242 00:14:17,640 --> 00:14:19,080 You want to expand your business in multiple cities. 243 00:14:19,160 --> 00:14:23,240 Your business is poles apart from the business you want to establish. 244 00:14:26,200 --> 00:14:30,240 I'll give you Rs. 50 lakhs for 5% equity in your company. 245 00:14:32,800 --> 00:14:35,680 I'll give you Rs. 50 lakhs as a loan 246 00:14:36,360 --> 00:14:38,080 at 15% interest. 247 00:14:44,920 --> 00:14:47,320 I think Anupam is giving you a nice offer. 248 00:14:47,480 --> 00:14:50,560 I think I want to be out. 249 00:14:51,600 --> 00:14:54,480 If I make you an offer, it couldn't be better than his. 250 00:14:54,800 --> 00:14:56,360 - Thank you! - Thank you, sir! 251 00:14:59,640 --> 00:15:03,040 Honesty and humility are critical for me. 252 00:15:04,360 --> 00:15:07,280 When I made my first pitch to my investor, it was quite similar. 253 00:15:07,360 --> 00:15:09,200 "Sir, I have limited knowledge of businesses. 254 00:15:09,280 --> 00:15:12,200 Please help in expanding my business." So, my investor, 255 00:15:12,280 --> 00:15:15,440 Kanwal said, "Alright, I'll help you. 256 00:15:15,800 --> 00:15:18,400 But I'll decide the valuation." 257 00:15:20,080 --> 00:15:21,840 Why did you ask for Rs. 1 crore 258 00:15:21,960 --> 00:15:24,120 at a valuation of Rs. 50 crores? 259 00:15:24,200 --> 00:15:27,240 We'll surely cross Rs. 25 crores yearly sale this time. 260 00:15:32,840 --> 00:15:35,600 And we are hopeful 261 00:15:35,680 --> 00:15:37,360 that our upcoming outlets 262 00:15:37,440 --> 00:15:40,720 will cross Rs. 30 crores instead of Rs. 25 crores by March. 263 00:15:41,920 --> 00:15:44,800 As a growth company, debt is required. 264 00:15:46,120 --> 00:15:48,800 I experienced it. I didn't get equity for a very long time. 265 00:15:48,880 --> 00:15:50,800 So I took debt for my business. 266 00:15:50,880 --> 00:15:52,600 Later on, I was offered money in exchange for equity. 267 00:15:52,680 --> 00:15:54,760 Sometimes we do that. And I wanted to check 268 00:15:54,840 --> 00:15:58,400 if you have a problem taking debt as your business is growing. 269 00:15:58,480 --> 00:16:01,840 I don't want my family to suffer because of me. 270 00:16:01,960 --> 00:16:04,200 [suspenseful music] 271 00:16:05,840 --> 00:16:07,720 I'll put in as much effort as I can. 272 00:16:07,840 --> 00:16:09,400 So you don't have a problem in taking debt? 273 00:16:09,480 --> 00:16:10,760 No, not really. 274 00:16:12,680 --> 00:16:13,840 Aman, what is your decision? 275 00:16:13,920 --> 00:16:17,040 We can split equity and debt if Anupam doesn't mind. 276 00:16:17,160 --> 00:16:18,240 I'm okay. 277 00:16:20,640 --> 00:16:22,280 We'll give you Rs. 1 crore together. 278 00:16:22,360 --> 00:16:27,040 Rs. 50 lakhs for 5% equity in your company. 279 00:16:28,200 --> 00:16:30,400 We'll split it 2.5% each. 280 00:16:30,480 --> 00:16:32,320 And Rs. 50 lakhs 281 00:16:47,960 --> 00:16:49,800 or Rs. 1 crore investment? 282 00:16:51,720 --> 00:16:54,800 Or do you value the Sharks more? 283 00:16:55,080 --> 00:16:58,000 Sir, my equity dilution and Sharks are important to me. 284 00:16:58,960 --> 00:17:01,800 If you want us to help you in your work, 285 00:17:01,880 --> 00:17:05,400 for me bare minimum is 2% at least. 286 00:17:06,560 --> 00:17:09,000 Sir, our last counteroffer is 287 00:17:09,080 --> 00:17:10,720 Rs. 1 crore for 3.5% equity. 288 00:17:16,920 --> 00:17:19,600 So our last offer is on Rs. 20 crores valuation. 289 00:17:23,440 --> 00:17:26,960 Rs. 1 crore for 5% equity. Anupam and Aman get 2.5% each. 290 00:17:34,080 --> 00:17:35,600 This is our last offer. I won't change it. 291 00:17:35,680 --> 00:17:38,800 My point is that I feel you need help. 292 00:17:38,880 --> 00:17:40,960 My investor helped me when I needed it 293 00:17:41,080 --> 00:17:44,480 and today we have decided to help you. I just want to help you. 294 00:17:44,560 --> 00:17:47,440 - For me, it's not about money. - Please trust us once. 295 00:17:47,520 --> 00:17:49,000 We did! You aren't trusting us. 296 00:17:49,120 --> 00:17:50,200 Himanshu, let me put things in perspective. 297 00:17:50,280 --> 00:17:51,760 Himanshu, let me help you understand. 298 00:17:52,760 --> 00:17:55,320 If someone wants to make a management-run company, 299 00:17:55,400 --> 00:17:58,320 people make ESOP pool of 5%. 300 00:17:58,400 --> 00:18:01,240 So you're giving 5% to Anupam and Aman. 301 00:18:01,320 --> 00:18:04,560 - You need to give some equity to get the deal. - It's about mindset. 302 00:18:05,640 --> 00:18:07,600 You have five seconds. Please make up your mind. 303 00:18:13,360 --> 00:18:15,920 - No. - No? Okay, no problem, guys. 304 00:18:16,000 --> 00:18:17,800 - My God! Amazing! - Good luck! 305 00:18:17,880 --> 00:18:19,600 - Best of luck, Himanshu and Shreya. - Thank you so much! 306 00:18:19,680 --> 00:18:21,320 Thank you! 307 00:18:22,200 --> 00:18:24,760 Your dad might hit you. Please be careful. 308 00:18:25,720 --> 00:18:28,960 I have never seen a founder reject a deal with 309 00:18:29,040 --> 00:18:31,560 - so much confidence. - I never saw Sharks try for a business so much. 310 00:18:31,640 --> 00:18:33,280 And a founder who rejected 311 00:18:33,400 --> 00:18:35,600 - with such confidence! - And for a cheesecake business. 312 00:18:49,400 --> 00:18:51,520 [ethereal music] 313 00:19:11,520 --> 00:19:12,800 [whistling] 314 00:19:12,880 --> 00:19:14,000 Oh! 315 00:19:17,320 --> 00:19:20,440 Don't put crayons in your mouth! [whistling] 316 00:19:21,000 --> 00:19:23,080 Please don't smear paint on your clothing. 317 00:19:23,480 --> 00:19:24,800 Please don't scare them. 318 00:19:26,360 --> 00:19:30,520 Please colour within the margin! Clouds aren't green in colour. 319 00:19:31,120 --> 00:19:33,840 Sharks, doesn't it happen in every home? 320 00:19:33,920 --> 00:19:35,040 [chuckling] 321 00:19:36,400 --> 00:19:39,440 When we parents try to inspire 322 00:19:39,520 --> 00:19:41,880 the creativity of our children, 323 00:19:41,960 --> 00:19:44,520 we buy art products for them 324 00:19:44,600 --> 00:19:47,760 but when kids start becoming creative, 325 00:19:47,840 --> 00:19:50,880 - we act like the traffic police. - That's true. 326 00:19:51,200 --> 00:19:52,880 Then why do we do that? 327 00:19:52,960 --> 00:19:55,640 Because we want our children to be safe. 328 00:19:55,720 --> 00:19:57,480 We experienced something similar. 329 00:19:57,560 --> 00:19:59,440 When we set out 330 00:19:59,520 --> 00:20:03,080 to buy safe art products for our children, we couldn't find them. 331 00:20:03,440 --> 00:20:07,120 We found such products only outside India. 332 00:20:07,200 --> 00:20:08,280 Suddenly, we got an idea. 333 00:20:08,360 --> 00:20:10,840 We decided to make safe products for our children 334 00:20:10,920 --> 00:20:12,600 in India. 335 00:20:12,680 --> 00:20:14,600 It led to the inception of Dabble. 336 00:20:14,680 --> 00:20:16,840 [ethereal music] 337 00:20:27,440 --> 00:20:28,880 Dabble is a brand 338 00:20:50,040 --> 00:20:51,320 So sweet! 339 00:20:52,040 --> 00:20:54,280 She loves to show her work. 340 00:20:58,040 --> 00:21:02,240 We took care of the minutest details of child development. 341 00:21:02,360 --> 00:21:05,520 Like our organic beeswax crayons. 342 00:21:05,600 --> 00:21:07,360 They look like toys 343 00:21:07,440 --> 00:21:09,960 and inspire stories in children. 344 00:21:10,440 --> 00:21:12,920 And these are finger paints 345 00:21:13,040 --> 00:21:15,520 which contain coconut and sweet orange oil. 346 00:21:15,640 --> 00:21:19,200 It activates all the senses of children 347 00:21:19,280 --> 00:21:21,040 and appeals to them. 348 00:21:21,440 --> 00:21:23,080 These finger paints 349 00:21:23,160 --> 00:21:26,680 - can be easily wiped off with a tissue. - Wow! 350 00:21:27,080 --> 00:21:29,880 And we are the first company in India 351 00:21:30,000 --> 00:21:31,840 to print the list of all the ingredients 352 00:21:31,920 --> 00:21:35,040 on our packaging. 353 00:21:45,320 --> 00:21:48,720 is to make Dabble the first art experience for every child 354 00:21:48,840 --> 00:21:52,240 so that children can freely express themselves. 355 00:21:52,360 --> 00:21:54,880 So, Sharks, we ask 356 00:22:04,160 --> 00:22:07,600 Avia and Kiara are our first dabblers. 357 00:22:07,680 --> 00:22:10,240 Kiara, can I see it? Please show it! 358 00:22:11,840 --> 00:22:15,040 Did you make a snail? Instead of making a castle, you made a snail. 359 00:22:15,160 --> 00:22:17,400 So cute! Good job! 360 00:22:17,480 --> 00:22:19,480 High-five! Well done! 361 00:22:19,600 --> 00:22:21,480 Kiara, do you want to give me a high-five? 362 00:22:21,560 --> 00:22:22,840 No! [laughing] 363 00:22:23,360 --> 00:22:25,560 [laughing] 364 00:22:26,080 --> 00:22:27,160 Thank you for joining us. 365 00:22:27,240 --> 00:22:30,480 Thank you so much! Bye, Kiara! 366 00:22:31,120 --> 00:22:32,840 Bye, Avia! 367 00:22:35,760 --> 00:22:37,680 You two are moms. 368 00:22:37,760 --> 00:22:41,680 How did you meet and how did you come up with this idea? 369 00:22:41,760 --> 00:22:43,200 I have two kids. 370 00:22:43,280 --> 00:22:45,960 My daughter is 9 years old and the other one is six years old. 371 00:22:46,040 --> 00:22:47,920 I have a six-year-old son. 372 00:22:48,040 --> 00:22:50,480 What's your educational background? 373 00:22:50,600 --> 00:22:53,240 I did my MBA in marketing and finance. 374 00:22:53,320 --> 00:22:57,000 And I did a women's entrepreneurship program at IIM Bangalore after that. 375 00:22:57,080 --> 00:22:58,640 I did my Masters in photography. 376 00:22:58,720 --> 00:23:01,400 I did advertising photography for 13 years. 377 00:23:01,480 --> 00:23:03,920 I didn't want to continue with advertising photography. 378 00:23:04,000 --> 00:23:06,680 I wanted to use photography in therapy and work with children. 379 00:23:06,760 --> 00:23:09,720 - Karen, you made a huge leap. - Yes! 380 00:23:09,800 --> 00:23:11,360 I'm too bad at art. 381 00:23:11,440 --> 00:23:14,720 When I play Pictionary, people don't understand my drawings. 382 00:23:14,800 --> 00:23:16,920 [chuckling] 383 00:23:17,000 --> 00:23:18,400 Nobody in my family understands them 384 00:23:18,480 --> 00:23:21,600 so my wife and my daughters don't play with me anymore. 385 00:23:21,680 --> 00:23:24,600 How did you turn towards art? 386 00:23:24,680 --> 00:23:26,480 I was not trained in art 387 00:23:26,560 --> 00:23:30,160 but my mom allowed me to paint even on walls. 388 00:23:30,160 --> 00:23:31,920 How we feel is how we express ourselves. 389 00:23:32,000 --> 00:23:34,640 Yes. When I draw, I feel it's a dog 390 00:23:34,760 --> 00:23:37,360 but people don't understand it's a dog. [laughing] 391 00:23:39,840 --> 00:23:41,200 - We'd understand. - Will you? 392 00:23:41,280 --> 00:23:43,240 - We will! - That's an expressive art, right? 393 00:23:52,280 --> 00:23:55,720 We developed our formulations with the help of a famous 394 00:23:55,800 --> 00:23:57,560 food technologist and cosmetologist. 395 00:24:04,880 --> 00:24:06,240 at IIM NSRCEL 396 00:24:06,400 --> 00:24:07,760 where we received incubation. 397 00:24:07,840 --> 00:24:10,640 I have been mulling over something for a long time. 398 00:24:10,720 --> 00:24:13,680 Why did you print the ingredients on the box? 399 00:24:13,840 --> 00:24:15,160 We met numerous parents 400 00:24:15,240 --> 00:24:16,360 and took their feedback. 401 00:24:16,440 --> 00:24:18,040 Parents enquired about the ingredients we used 402 00:24:18,160 --> 00:24:20,400 and why it smelt foul and other such questions. 403 00:24:20,520 --> 00:24:22,240 It's so safe 404 00:24:22,320 --> 00:24:25,600 that children can ingest it too with no harmful effects. 405 00:24:25,680 --> 00:24:27,240 Wouldn't it be easy to copy your product 406 00:24:27,320 --> 00:24:29,320 if you print the details of the ingredients? 407 00:24:29,400 --> 00:24:30,600 Our competitors can copy us 408 00:24:30,680 --> 00:24:32,880 through reverse engineering. 409 00:24:32,960 --> 00:24:36,080 We decided to take this step as mothers 410 00:24:36,160 --> 00:24:37,280 and build transparency. 411 00:24:37,360 --> 00:24:40,120 And it built trust with the parents very quickly. 412 00:24:40,240 --> 00:24:41,360 Nice! 413 00:24:41,840 --> 00:24:43,400 My son is two years old 414 00:24:43,480 --> 00:24:45,000 - and he loves colouring. - Okay. 415 00:24:45,080 --> 00:24:47,640 When I go to a store to buy colours for him, 416 00:24:47,720 --> 00:24:49,240 there are hundreds of brands 417 00:24:49,320 --> 00:24:50,880 which sell edible colours 418 00:24:50,960 --> 00:24:53,000 so what's unique about your product? 419 00:24:53,120 --> 00:24:55,080 - Can I come and give you the product? - Yes! 420 00:24:55,560 --> 00:24:57,200 [ethereal music] 421 00:25:00,080 --> 00:25:01,400 These are our brushes. 422 00:25:01,480 --> 00:25:03,360 I want to see the finger paints. 423 00:25:03,680 --> 00:25:05,320 [ethereal music] 424 00:25:06,360 --> 00:25:07,440 - This is... - Finger paint! 425 00:25:07,600 --> 00:25:09,240 No. It's what we call 426 00:25:09,320 --> 00:25:11,360 our Baby's first handprint and footprint kit. 427 00:25:11,440 --> 00:25:13,000 It comes with three paints 428 00:25:13,080 --> 00:25:14,160 and a canvas. 429 00:25:14,400 --> 00:25:15,880 [ethereal music] 430 00:25:19,720 --> 00:25:21,960 - Nice... Nice packaging, by the way. - Yes! 431 00:25:22,040 --> 00:25:23,240 Very cute packaging. 432 00:25:23,320 --> 00:25:24,960 The packaging is very nice. 433 00:25:25,040 --> 00:25:26,040 - Thank you! - Thank you! 434 00:25:26,120 --> 00:25:27,440 So what are the sales figures? 435 00:25:27,520 --> 00:25:28,800 According to the product, 436 00:25:28,880 --> 00:25:30,440 you must be having nice sales. 437 00:25:53,760 --> 00:25:54,920 [tense music] 438 00:25:55,560 --> 00:25:56,640 Yes! 439 00:25:56,920 --> 00:25:58,480 We are a bootstrap company. 440 00:25:58,600 --> 00:26:01,600 We just invested 4%-5% in marketing. 441 00:26:01,680 --> 00:26:03,280 We are looking at going on to FBA. 442 00:26:07,720 --> 00:26:10,080 - So you have just started your business journey. - Yes! 443 00:26:10,200 --> 00:26:11,840 When kids colour, 444 00:26:11,920 --> 00:26:14,440 they need a pack of twelve colours at least. 445 00:26:14,520 --> 00:26:16,960 But you are giving just three colours. 446 00:26:21,520 --> 00:26:23,920 What's the difference between the prices of both products? 447 00:26:30,400 --> 00:26:33,120 Well, price is a challenge for us. 448 00:26:33,200 --> 00:26:34,720 So how will you solve it? 449 00:26:34,880 --> 00:26:37,280 Our margin is 75%. 450 00:26:42,720 --> 00:26:45,520 - because parents can do anything for the child's safety. - Yes! 451 00:26:45,600 --> 00:26:47,720 Plus I don't think the price is an issue for you 452 00:26:47,800 --> 00:26:49,720 because you have products for every segment. 453 00:26:49,800 --> 00:26:52,520 I can see a gap in the sales execution. 454 00:26:52,600 --> 00:26:54,480 It should be available on Hamleys by now. 455 00:26:54,560 --> 00:26:56,520 I haven't seen such products on Hamleys. 456 00:26:56,600 --> 00:26:59,160 We approached Hamleys in 2019 457 00:26:59,280 --> 00:27:01,280 but they said that they take 458 00:27:01,360 --> 00:27:03,680 nearly 60% to 70% margin. 459 00:27:03,800 --> 00:27:05,520 You could have given it. What was the problem? 460 00:27:05,600 --> 00:27:07,320 [suspenseful music] 461 00:27:07,680 --> 00:27:09,480 It would have been a kind of branding for you. 462 00:27:10,280 --> 00:27:12,800 I don't see the urgency in you 463 00:27:12,880 --> 00:27:16,160 to achieve the target or you losing sleep over the sales target. 464 00:27:16,240 --> 00:27:19,760 I don't see the passion in you. 465 00:27:20,800 --> 00:27:21,640 I'm out! 466 00:27:22,000 --> 00:27:23,480 - Thank you! - I don't think 467 00:27:23,560 --> 00:27:25,280 that you lack passion or hunger. 468 00:27:25,680 --> 00:27:28,040 I think you lack business acumen. 469 00:27:28,120 --> 00:27:29,600 A product like yours 470 00:27:29,800 --> 00:27:32,560 - should have been flying off the shelves! - Right! 471 00:27:32,760 --> 00:27:33,920 - Right? - Right! 472 00:27:34,080 --> 00:27:36,960 Sales are not strong 473 00:27:37,160 --> 00:27:38,400 so I'm out. 474 00:27:38,960 --> 00:27:40,080 [dramatic music] 475 00:27:40,400 --> 00:27:42,360 But I think you have a great product. 476 00:27:42,440 --> 00:27:44,560 - Thank you! - I have also made my decision. 477 00:27:44,720 --> 00:27:48,080 There's a saying, what you don't know, you don't know. 478 00:27:48,520 --> 00:27:51,920 You have no idea what you have made and the potential it has. 479 00:27:52,240 --> 00:27:53,640 [suspenseful music] 480 00:27:53,800 --> 00:27:55,880 You made a genuinely nice product. 481 00:27:55,960 --> 00:27:56,800 You have researched well. 482 00:27:56,880 --> 00:27:58,360 I saw these brushes. 483 00:27:58,640 --> 00:28:01,960 And I have observed that my son can't hold the brush properly. 484 00:28:02,040 --> 00:28:03,640 - It's made after thorough research. - It's great. 485 00:28:03,720 --> 00:28:05,320 I know the superiority of your product. 486 00:28:05,520 --> 00:28:07,560 As of now, it's an early stage 487 00:28:07,640 --> 00:28:10,840 for me to invest in your company because it will be time-consuming. 488 00:28:10,920 --> 00:28:13,400 The valuation I'd give you for investment at this stage 489 00:28:13,480 --> 00:28:15,560 won't be right for you. 490 00:28:15,640 --> 00:28:17,280 So I'm out but 491 00:28:17,360 --> 00:28:19,560 I think you'd do very well. You just need a salesperson. 492 00:28:19,680 --> 00:28:21,400 - A talented salesperson. - Thank you! 493 00:28:21,480 --> 00:28:23,080 How much should you scale up 494 00:28:23,560 --> 00:28:25,680 to bring your cost down dramatically? 495 00:28:25,800 --> 00:28:27,880 Actually, we didn't do the calculation. 496 00:28:27,960 --> 00:28:29,680 That's good! I appreciate your honesty. 497 00:28:29,760 --> 00:28:31,040 - You haven't done the calculation yet. - No. 498 00:28:31,120 --> 00:28:33,120 Okay. Have you done a margin analysis? 499 00:28:33,200 --> 00:28:35,680 - Yes! - Last month you made a sale 500 00:28:35,840 --> 00:28:37,040 of Rs. 8 lakhs. 501 00:28:37,120 --> 00:28:38,680 Rs. 8.70 lakhs. 502 00:29:28,840 --> 00:29:30,640 I can give you Rs. 50 lakhs 503 00:29:30,760 --> 00:29:32,640 but I'll come in as the one-third part. 504 00:29:37,400 --> 00:29:40,440 I'm not giving a valuation to your business. 505 00:29:40,720 --> 00:29:43,440 I want to be somebody who comes in 506 00:29:43,640 --> 00:29:44,920 as a business partner 507 00:29:45,280 --> 00:29:46,800 and helps you 508 00:29:46,960 --> 00:29:49,600 move in the right direction and scale up subsequently. 509 00:29:49,760 --> 00:29:51,320 [dramatic music] 510 00:29:52,240 --> 00:29:53,960 Will you let someone become a co-founder? 511 00:29:54,040 --> 00:29:55,680 As we want to scale up our business, 512 00:29:55,760 --> 00:29:57,160 we'd like to take your advice 513 00:29:57,240 --> 00:29:58,720 and probably get a third co-founder on board. 514 00:29:58,800 --> 00:30:00,480 That's exactly my role. 515 00:30:00,680 --> 00:30:02,120 I can't be your co-founder 516 00:30:02,200 --> 00:30:03,720 to want one-third of your share. 517 00:30:03,800 --> 00:30:05,120 Yes. 518 00:30:06,200 --> 00:30:07,400 I don't want to run your company. 519 00:30:21,720 --> 00:30:23,440 and I don't want more than 10% equity. 520 00:30:23,520 --> 00:30:24,800 That's my offer to you. 521 00:30:25,760 --> 00:30:29,960 At this stage, my philosophy is that the founders shouldn't take debt. 522 00:30:30,040 --> 00:30:32,600 How will you pay off debt as you don't have profitability? 523 00:30:32,960 --> 00:30:34,240 [sweeping music] 524 00:30:34,800 --> 00:30:38,320 Secondly, getting a co-founder isn't an easy feat. 525 00:30:38,400 --> 00:30:40,200 Getting sales for you 526 00:30:40,400 --> 00:30:42,600 and doing it continually for years and scaling up 527 00:30:42,840 --> 00:30:45,560 is too difficult. It's the toughest job. 528 00:30:46,520 --> 00:30:49,560 It's not necessary to share equity with a co-founder. 529 00:30:49,640 --> 00:30:51,680 You know, people like Peyush 530 00:30:51,760 --> 00:30:53,440 roped in talented co-founders. 531 00:30:53,520 --> 00:30:55,680 And now they have become the CEOs of his business. 532 00:30:55,760 --> 00:30:56,880 Zomato did the same thing. 533 00:30:57,000 --> 00:30:58,640 This analogy is rubbish. 534 00:30:58,800 --> 00:31:00,520 [dramatic music] 535 00:31:01,400 --> 00:31:02,600 Lenskart 536 00:31:03,080 --> 00:31:05,040 and Zomato are five-billion-dollar companies. 537 00:31:05,120 --> 00:31:06,760 - But they started where you started. - Right? 538 00:31:06,840 --> 00:31:08,840 They didn't get a co-founder in the beginning. 539 00:31:08,920 --> 00:31:11,240 - Just think about it. - They could get a co-founder later. 540 00:31:11,640 --> 00:31:13,640 Aman, before summarising, 541 00:31:13,720 --> 00:31:15,920 is your debt with interest or without interest? 542 00:31:16,080 --> 00:31:18,840 It's interest-free because I don't think they can bear interest now. 543 00:31:19,080 --> 00:31:20,280 [dramatic music] 544 00:31:20,360 --> 00:31:21,720 Please don't take debt. 545 00:31:21,800 --> 00:31:23,480 Please don't give more equity. 546 00:31:23,680 --> 00:31:25,040 [suspenseful music] 547 00:31:26,280 --> 00:31:28,120 Aman, we have a deal! 548 00:31:34,280 --> 00:31:36,040 - Let's build it. - Thank you! 549 00:31:36,440 --> 00:31:40,000 - Thank you! - Congratulations! It's a great brand. Make it big. 550 00:31:40,080 --> 00:31:41,840 - Thank you! - Thank you so much! 551 00:31:41,920 --> 00:31:42,760 Bye! 552 00:31:43,040 --> 00:31:44,680 [joyful music] 553 00:31:49,080 --> 00:31:50,800 [chuckling] 554 00:31:51,240 --> 00:31:52,120 Woo-hoo! 555 00:31:52,480 --> 00:31:55,480 [theme music playing] 556 00:32:07,680 --> 00:32:11,880 [theme music fading] 557 00:32:14,400 --> 00:32:17,800 Sir, I want the backless design 558 00:32:17,880 --> 00:32:20,760 just like the one Kajol wore in K3G. I want the same design. 559 00:32:20,880 --> 00:32:23,440 [tune playing] 560 00:32:23,560 --> 00:32:26,120 Ma'am, a backless won't suit you. 561 00:32:26,800 --> 00:32:27,920 Take my advice, 562 00:32:28,040 --> 00:32:30,720 go with Alia's off-shoulder design. 563 00:32:30,720 --> 00:32:32,280 It will really suit you. 564 00:32:32,360 --> 00:32:33,840 You're not my uncle! 565 00:32:33,960 --> 00:32:35,760 [Sharks laugh] 566 00:32:36,040 --> 00:32:37,520 When will you deliver the outfits? 567 00:32:37,600 --> 00:32:39,000 It normally takes 10 days. 568 00:32:39,080 --> 00:32:42,040 Since it's the festive season, it will take 20 days. 569 00:32:42,120 --> 00:32:44,440 Alright. I'll have to do as you say. 570 00:32:44,520 --> 00:32:46,360 You don't get good tailors nowadays. 571 00:32:47,880 --> 00:32:49,880 Sharks, all of us know 572 00:32:49,960 --> 00:32:51,600 that finding a good tailor 573 00:32:51,800 --> 00:32:54,400 is as difficult as finding a good life partner. 574 00:32:54,400 --> 00:32:56,280 [laughs] 575 00:32:57,440 --> 00:33:00,280 Moreover, getting your clothes altered 576 00:33:00,400 --> 00:33:03,080 is even more difficult than getting a lehenga stitched. 577 00:33:03,160 --> 00:33:05,840 You don't need to worry at all. 578 00:33:05,920 --> 00:33:07,960 We present to you CloudTailor. 579 00:33:08,080 --> 00:33:11,120 [music playing] 580 00:33:22,960 --> 00:33:26,320 CloudTailor is India's first one-stop personalised fashion 581 00:33:34,600 --> 00:33:36,360 you dream it, we stitch it. 582 00:33:38,360 --> 00:33:39,880 All you need to do is 583 00:33:51,040 --> 00:33:54,080 you can select it from the marketplace on our website. 584 00:33:54,200 --> 00:33:56,240 The measurements can be submitted through the app itself. 585 00:34:14,080 --> 00:34:17,160 So, Peyush, our vision is just as Lenskart... 586 00:34:17,160 --> 00:34:19,520 [hysterical laughter] 587 00:34:22,120 --> 00:34:26,120 The revolution Lenskart brought in the eyewear business 588 00:34:26,120 --> 00:34:27,560 is what we wish to bring 589 00:34:27,560 --> 00:34:29,920 to the unorganised tailoring and fashion segment 590 00:34:30,040 --> 00:34:32,000 and make it accessible and convenient. 591 00:34:32,080 --> 00:34:35,560 You have made an impression that... 592 00:34:35,640 --> 00:34:37,800 [Sharks laugh] 593 00:34:39,320 --> 00:34:42,960 We wish to expand into 40 cities in the next one year. 594 00:34:44,000 --> 00:34:46,040 Including 4 countries 595 00:34:46,120 --> 00:34:48,880 where we already have enquiries from existing customers. 596 00:34:49,000 --> 00:34:51,560 We wish to expand franchise operations there. 597 00:34:51,840 --> 00:34:55,640 Sharks, our ask is Rs. 1 crore for 1.4% equity. 598 00:35:01,520 --> 00:35:03,520 how did you all meet 599 00:35:03,600 --> 00:35:06,920 and how did you think of starting this business? 600 00:35:07,000 --> 00:35:08,840 We're husband and wife 601 00:35:09,440 --> 00:35:10,800 and he's our best friend. 602 00:35:10,880 --> 00:35:13,200 - Okay. And you reside in Bengaluru even now. - Yes. 603 00:35:13,280 --> 00:35:15,560 And you reside in Hyderabad. Okay. 604 00:35:15,640 --> 00:35:19,280 Could you show us a demo or take us through the user interface? 605 00:35:19,400 --> 00:35:23,040 The first is our customer app available on Android and iOS. 606 00:35:23,120 --> 00:35:25,280 The second is our back-end operations app 607 00:35:25,400 --> 00:35:27,240 which is used for order fulfilment. 608 00:35:28,040 --> 00:35:29,400 These are our base categories. 609 00:35:29,400 --> 00:35:31,600 As you can see, our starting prices are quite low. 610 00:35:31,680 --> 00:35:34,640 We've set the price point as per the market. 611 00:35:34,840 --> 00:35:37,200 So, you offer a tailored blouse in Rs. 700. 612 00:35:37,280 --> 00:35:38,920 - Yes. - As per your size. 613 00:35:39,040 --> 00:35:40,760 Take a look at the user journey. 614 00:35:40,840 --> 00:35:44,280 The first option is for those who know the design they want. 615 00:35:44,400 --> 00:35:45,560 You're inspired from somewhere. 616 00:35:45,560 --> 00:35:48,440 You saw a wedding photograph and want the same outfit made. 617 00:35:48,720 --> 00:35:50,560 We just need your photograph and image. 618 00:35:50,640 --> 00:35:51,800 Coming to the second option. 619 00:35:51,880 --> 00:35:54,520 You can do the designing on the app itself. 620 00:35:54,600 --> 00:35:56,640 You can select the type of collar you want. 621 00:35:56,640 --> 00:35:58,240 Including the neckline design. 622 00:35:58,320 --> 00:36:01,320 You can also select the sleeve style. 623 00:36:01,400 --> 00:36:02,600 I find it very tedious! 624 00:36:03,760 --> 00:36:05,520 This seems like a Herculean effort. 625 00:36:05,520 --> 00:36:07,840 Is this how you decide while making a purchase? 626 00:36:07,920 --> 00:36:09,920 [tense music playing] 627 00:36:11,080 --> 00:36:12,800 I'll just visit the nearest market 628 00:36:12,880 --> 00:36:15,400 and give a reference image to the tailor. 629 00:36:15,400 --> 00:36:16,760 I don't see what the problem is. 630 00:36:16,840 --> 00:36:17,880 Right, exactly. 631 00:36:18,000 --> 00:36:21,000 You'll do that. But when will the tailor give you the outfit? 632 00:36:21,120 --> 00:36:23,160 - You have to call him... - It's convenient and time-saving. 633 00:36:23,240 --> 00:36:25,280 - That's it. - Not just convenience. 634 00:36:41,360 --> 00:36:43,240 Suppose your wedding outfit is just gathering dust. 635 00:36:43,320 --> 00:36:46,040 You don't wear it anymore and wish to make a lehenga from it 636 00:36:46,120 --> 00:36:47,920 or you wish to twine one of your saris... 637 00:36:48,040 --> 00:36:50,000 It's a very common thing. 638 00:36:50,080 --> 00:36:51,400 That's pick up my fabric. 639 00:36:51,480 --> 00:36:54,360 - Yes, right. - And how is courier my fabric different? 640 00:36:54,440 --> 00:36:57,920 A lot of us have a particular shop from where we've been buying 641 00:36:58,000 --> 00:36:59,800 our outfits for years. 642 00:36:59,920 --> 00:37:03,160 We give you the option to have it couriered directly from the shop. 643 00:37:03,240 --> 00:37:05,200 You need to mention the order id. 644 00:37:05,280 --> 00:37:07,360 When it reaches our fulfilment centre, 645 00:37:07,480 --> 00:37:10,320 the customer gets a pop-up that your fabric has reached us. 646 00:37:10,640 --> 00:37:12,280 - Okay. - Tell me something. 647 00:37:12,280 --> 00:37:16,360 You mentioned converting a lehenga into a kurta. 648 00:37:16,440 --> 00:37:19,880 Isn't this too much of a hassle? 649 00:37:21,000 --> 00:37:23,520 For the lehenga we make from saris 650 00:37:23,680 --> 00:37:25,800 or the kurtis we make from cloth, 651 00:37:34,440 --> 00:37:36,320 the first outfit they get made from you? 652 00:37:36,400 --> 00:37:38,400 That is covered under insurance. 653 00:37:39,280 --> 00:37:41,880 What do you insure? If the customer doesn't like it... 654 00:37:41,960 --> 00:37:43,480 The order value up to the cost... 655 00:37:43,480 --> 00:37:45,480 Does the insurance company give you your money back? 656 00:37:45,560 --> 00:37:46,440 Yes. 657 00:37:47,160 --> 00:37:48,720 What is your return rate? 658 00:37:53,800 --> 00:37:57,520 Do you get more alteration work or designing work? 659 00:37:57,600 --> 00:37:59,120 We get more designing orders. 660 00:37:59,360 --> 00:38:00,880 Talking about designing orders. 661 00:38:00,880 --> 00:38:04,560 Do you get more orders for western or Indian outfits? What's the split? 662 00:38:48,080 --> 00:38:50,080 when we raised seed funds in November. 663 00:38:50,160 --> 00:38:52,640 We raised it through one of our long-time customers. 664 00:38:52,880 --> 00:38:55,480 They invested Rs. 2.2 crores. 665 00:39:47,120 --> 00:39:49,800 that you're setting the valuation at Rs. 71.43 crores. 666 00:39:49,960 --> 00:39:53,240 We intended to open the round in October and close it in November 667 00:39:53,320 --> 00:39:54,920 and raise Rs. 5 crores. 668 00:39:55,040 --> 00:39:56,880 - That... - This is outrageous. 669 00:39:57,520 --> 00:40:00,320 You're jumping from 1 to 5 crores. 670 00:40:02,200 --> 00:40:05,280 There are so many small strategic investors. 671 00:40:05,360 --> 00:40:08,440 - Your cap table is confusing. - I don't get it. 672 00:40:12,120 --> 00:40:15,000 I don't think you make a lot of profit 673 00:40:16,360 --> 00:40:17,800 given your line of business. 674 00:40:18,200 --> 00:40:19,560 Is it making losses? 675 00:40:20,240 --> 00:40:22,600 Yes, our focus is on expansion right now. 676 00:40:22,680 --> 00:40:24,000 - Okay. - So, we're in the negative. 677 00:40:45,400 --> 00:40:47,840 You incurred a loss of Rs. 45 lakhs to make Rs. 34 lakhs. 678 00:40:49,400 --> 00:40:54,320 Such a high burn is normally seen in high-tech companies. 679 00:40:54,680 --> 00:40:57,080 I don't see why you have a high burn rate. 680 00:40:58,600 --> 00:41:00,000 I've made my decision. 681 00:41:01,440 --> 00:41:03,280 I'm out of this for many reasons. 682 00:41:09,360 --> 00:41:13,160 You know? Lifetime alterations and insurance. 683 00:41:13,360 --> 00:41:17,680 And the biggest reason is a loss of Rs. 45 lakhs on Rs. 34 lakhs. 684 00:41:18,880 --> 00:41:21,000 Doesn't make sense. I'm out. 685 00:41:22,560 --> 00:41:25,720 You focused on scaling up and not on the business. 686 00:41:26,000 --> 00:41:27,880 Offline business specifically. 687 00:41:27,880 --> 00:41:31,240 I feel that is where your money will come from. 688 00:41:32,680 --> 00:41:36,080 I don't understand why you haven't done that. 689 00:41:36,160 --> 00:41:37,400 For that reason, I am out. 690 00:41:47,560 --> 00:41:50,160 While you're a solid team, 691 00:41:50,240 --> 00:41:52,400 I'm not too confident of your execution. 692 00:41:52,480 --> 00:41:56,360 So, I won't be able to make this journey with you now. 693 00:41:56,480 --> 00:41:57,320 Best of luck. 694 00:42:02,920 --> 00:42:07,040 I believe this fits best in a marketplace model. 695 00:42:07,920 --> 00:42:11,360 Where someone like Urban Company might include you, 696 00:42:12,160 --> 00:42:14,000 standardise your services 697 00:42:14,000 --> 00:42:16,840 and improve your quality through community reviews. 698 00:42:17,920 --> 00:42:20,520 I don't think you'll be a big player. 699 00:42:21,760 --> 00:42:23,480 Finally, I'm questioning your judgement. 700 00:42:23,640 --> 00:42:26,000 You're raising a mere Rs. 2 to 3 crores. 701 00:42:26,280 --> 00:42:29,360 For this reason, I am out. Wish you luck. 702 00:42:29,720 --> 00:42:31,200 - Thank you. Thank you, ma'am. - Thank you. 703 00:42:36,560 --> 00:42:39,520 Okay? But best of luck and I think it's a good initiative. 704 00:42:39,600 --> 00:42:41,640 - Thank you. Thank you, Sharks. - Thank you. 705 00:42:41,720 --> 00:42:44,120 - Bye, guys. - Good luck. Thank you. 706 00:42:44,360 --> 00:42:46,840 [sad music playing] 707 00:42:49,600 --> 00:42:52,960 [theme music playing] 708 00:43:10,880 --> 00:43:15,960 [theme music fading] 709 00:43:16,480 --> 00:43:19,520 A mother harbours so many dreams for her son. 710 00:43:21,400 --> 00:43:24,120 From taking birth to pursuing a good education, 711 00:43:24,240 --> 00:43:26,120 getting married and siring children. 712 00:43:26,840 --> 00:43:28,600 I, too, had these dreams. 713 00:43:30,200 --> 00:43:34,440 But when I learned about Ashish's sexuality, 714 00:43:34,760 --> 00:43:36,200 I was saddened. 715 00:43:36,640 --> 00:43:39,600 I thought my dreams would never come true. 716 00:43:41,480 --> 00:43:44,640 But they're just dreams and you can weave new ones. 717 00:43:46,160 --> 00:43:48,920 And this was the beginning of my new journey, 718 00:43:49,000 --> 00:43:52,200 where I found a family in both my sons. 719 00:43:52,280 --> 00:43:53,240 Wow! 720 00:43:54,360 --> 00:43:56,160 I'm fond of wearing heels since I was a kid. 721 00:43:56,280 --> 00:43:57,840 What do you think of my heels? 722 00:43:57,920 --> 00:43:59,600 - Lovely! - Very cool. 723 00:44:00,800 --> 00:44:03,520 But unfortunately, every time I went shopping for heels, 724 00:44:03,600 --> 00:44:05,400 the shopkeeper would mock me and say, 725 00:44:05,480 --> 00:44:07,840 "This is a women's store. Please try another shop." 726 00:44:08,520 --> 00:44:10,320 "We don't have heels of your size." 727 00:44:10,960 --> 00:44:13,880 Here to avoid such awkward and embarrassing situations 728 00:44:13,960 --> 00:44:17,360 and build a safe space for the community is BeUnic. 729 00:44:17,880 --> 00:44:20,720 [upbeat music playing] 730 00:44:29,840 --> 00:44:32,120 BeUnic is an e-commerce marketplace 731 00:44:32,240 --> 00:44:35,560 by the LGBTQ community for the world. 732 00:44:36,640 --> 00:44:39,360 Shirts, footwear, clothing, accessories, 733 00:44:39,360 --> 00:44:40,920 stationary and home décor 734 00:44:47,480 --> 00:44:49,960 the LGBTQIA+ community makes up 735 00:44:50,080 --> 00:44:52,320 for 7 to 10% of the world's population. 736 00:44:58,720 --> 00:45:02,160 Sharks, we want more and more people 737 00:45:02,320 --> 00:45:05,280 to accept their gender and sexuality. 738 00:45:06,120 --> 00:45:09,200 For them to come to this platform and prove their talent. 739 00:45:09,320 --> 00:45:10,520 Let you and I 740 00:45:10,640 --> 00:45:13,240 become their greatest ally and support them. 741 00:45:14,600 --> 00:45:17,920 Our ask is Rs. 1 crore for 10% equity. 742 00:45:26,040 --> 00:45:31,080 When you first discovered his sexuality, how old was he? 743 00:45:31,160 --> 00:45:33,520 Could you tell us what happened? 744 00:45:42,120 --> 00:45:44,200 Over there, my husband and I 745 00:45:44,320 --> 00:45:46,880 ran a business selling dental and medical equipment. 746 00:45:46,960 --> 00:45:47,880 Wow. 747 00:45:49,160 --> 00:45:53,000 Unfortunately, I had to end my 22-year-long marriage 748 00:45:53,080 --> 00:45:54,240 and I got divorced. 749 00:45:54,320 --> 00:45:55,280 Oh! 750 00:45:56,880 --> 00:46:00,760 I underwent a drastic transformation post that. 751 00:46:00,880 --> 00:46:02,440 I did every course there was. 752 00:46:02,520 --> 00:46:06,000 In the end, I did a course on public speaking. 753 00:46:07,560 --> 00:46:09,760 In the meanwhile, 754 00:46:09,840 --> 00:46:11,280 in the year 2016, 755 00:46:11,400 --> 00:46:15,320 Ashish came home to Noida during his college break. 756 00:46:15,320 --> 00:46:18,920 The entire family gathered around and we asked him to dance. 757 00:46:19,120 --> 00:46:22,000 He danced to one of Madhuri Dixit's songs. 758 00:46:23,040 --> 00:46:24,240 I found it very strange 759 00:46:24,240 --> 00:46:26,760 because his movements were quite effeminate. 760 00:46:27,760 --> 00:46:29,600 How old were you then, Ashish? 761 00:46:29,680 --> 00:46:31,960 - 19 or 20. - 19 or 20. Okay. 762 00:46:32,040 --> 00:46:36,600 My sister and niece told me that Ashish was gay. 763 00:46:36,760 --> 00:46:39,520 [intense music playing] 764 00:46:40,720 --> 00:46:46,240 I was crying inconsolably wondering why this had happened. 765 00:46:46,480 --> 00:46:48,720 [sentimental music playing] 766 00:46:49,040 --> 00:46:51,200 We weren't on speaking terms for four months. 767 00:46:53,760 --> 00:46:58,680 But over time, my elder son educated me. 768 00:46:58,800 --> 00:47:00,360 "No, Mom. He's normal." 769 00:47:00,360 --> 00:47:03,920 He showed me YouTube, gave me articles to read 770 00:47:04,000 --> 00:47:06,200 and imparted knowledge to me on the subject. 771 00:47:08,040 --> 00:47:11,480 Then I thought I should help Ashish 772 00:47:11,560 --> 00:47:14,320 as he must have struggled enough already. 773 00:47:14,640 --> 00:47:16,680 [sentimental music playing] 774 00:47:17,120 --> 00:47:19,440 When I did the public speaking course, 775 00:47:19,520 --> 00:47:21,120 the mentor told us 776 00:47:21,200 --> 00:47:24,400 that we needed to deliver a speech to a crowd of around 50 people. 777 00:47:24,720 --> 00:47:27,280 He said, "Say what's in your heart." 778 00:47:29,040 --> 00:47:32,160 - So, I prepared a speech for him. - Very courageous. 779 00:47:32,240 --> 00:47:35,120 I accepted him in front of society. 780 00:47:35,200 --> 00:47:36,960 Love them, hug them and kiss them 781 00:47:37,040 --> 00:47:39,400 because a closet is no place to be in. 782 00:47:39,560 --> 00:47:41,560 - Wow! What a fantastic... - Lovely. 783 00:47:41,680 --> 00:47:43,560 What a fantastic outcome. 784 00:47:43,760 --> 00:47:46,240 [sentimental music playing] 785 00:47:48,960 --> 00:47:51,880 Tell us what your business is all about. 786 00:47:52,000 --> 00:47:53,360 We started as a footwear brand. 787 00:47:53,440 --> 00:47:55,520 We wanted to make footwear more inclusive. 788 00:47:56,680 --> 00:47:57,640 And more colourful. 789 00:47:57,640 --> 00:48:00,520 They come in the boring browns, blacks and greys. 790 00:48:00,640 --> 00:48:02,400 We wanted to make it a little better. 791 00:48:03,680 --> 00:48:05,720 We once attended a conference in Bengaluru 792 00:48:05,800 --> 00:48:08,120 that was attended by LGBTQ entrepreneurs. 793 00:48:09,040 --> 00:48:12,640 We noticed that everyone was selling on Instagram or their own store 794 00:48:12,760 --> 00:48:15,320 because setting up a website is hard and costly. 795 00:48:15,440 --> 00:48:18,480 We decided we should become a marketplace 796 00:48:18,560 --> 00:48:20,520 whereby they can sell the products on our website. 797 00:48:20,640 --> 00:48:22,600 That ensured an increase in our product categories 798 00:48:22,680 --> 00:48:24,600 and they gained a lot of exposure as well. 799 00:48:25,640 --> 00:48:28,360 - So, you own a marketplace as of today. - Yes. 800 00:48:28,440 --> 00:48:31,480 We own our own brand as well. We sell our T-shirts and footwear 801 00:48:37,520 --> 00:48:39,600 - This footwear is by you. - Yes. 802 00:48:40,600 --> 00:48:42,400 - It's quite nice. - Thank you. 803 00:48:42,720 --> 00:48:45,800 Maximum platforms sell all products. 804 00:48:45,920 --> 00:48:50,040 Do you feel there's a need for a specific, differentiated platform? 805 00:48:50,120 --> 00:48:53,720 Yes. The other platforms are only selling merchandise. 806 00:48:53,800 --> 00:48:56,040 Our platform's speciality is 807 00:48:56,120 --> 00:48:57,640 that we're trying to build a community. 808 00:48:57,720 --> 00:48:59,440 Could you show me your website? 809 00:48:59,440 --> 00:49:01,920 I wish to understand the aspect of community. 810 00:49:01,920 --> 00:49:02,800 Definitely. 811 00:49:03,280 --> 00:49:04,160 This is our website. 812 00:49:04,240 --> 00:49:05,800 We want to keep it mostly for the community. 813 00:49:05,880 --> 00:49:08,240 So, we want that all our models should also be from the community. 814 00:49:08,320 --> 00:49:10,680 [uplifting music playing] 815 00:49:10,920 --> 00:49:13,160 Here's a look at our website. 816 00:49:13,240 --> 00:49:14,760 So, these are the most popular categories. 817 00:49:14,760 --> 00:49:16,480 Our apparel is hot-selling. 818 00:49:16,560 --> 00:49:18,040 As is our rainbow collection. 819 00:49:18,120 --> 00:49:22,000 Pride flags, pride T-shirts and pride shoes sell the most. 820 00:49:23,120 --> 00:49:25,960 You'll notice we don't specify genders in our categories. 821 00:49:26,040 --> 00:49:27,640 It's all no gender. 822 00:49:27,760 --> 00:49:29,360 We don't propagate the belief 823 00:49:29,360 --> 00:49:32,000 that just boys or just girls can wear these clothes. 824 00:49:32,080 --> 00:49:33,840 - It's what you call fluid. - Yes. 825 00:49:33,960 --> 00:49:36,120 But how will one know which product is yours 826 00:49:36,200 --> 00:49:38,120 and which is of another brand? 827 00:49:38,200 --> 00:49:40,880 We are the seller at this moment. 828 00:49:42,080 --> 00:49:42,920 Right. 829 00:49:43,000 --> 00:49:45,520 What we do is we take designs from artists 830 00:49:45,600 --> 00:49:47,640 and we print the T-shirt on their behalf. 831 00:49:47,840 --> 00:49:49,360 On the sale of every T-shirt, we... 832 00:49:49,440 --> 00:49:51,400 So, every T-shirt is branded BeUnic. 833 00:49:51,480 --> 00:49:53,520 - Yes, BeUnic. - The tag is that of BeUnic. 834 00:49:53,640 --> 00:49:55,440 - Under that brand. Okay. - Yes. 835 00:49:55,520 --> 00:49:56,360 I get it now. 836 00:49:56,440 --> 00:49:57,600 What is your revenue? 837 00:50:28,320 --> 00:50:31,280 our sales saw changes because of it. 838 00:50:31,360 --> 00:50:36,640 But the average website sales are Rs. 70,000 to 80,000 a month. 839 00:50:38,000 --> 00:50:39,760 What were last month's sales? 840 00:50:39,920 --> 00:50:42,160 Last month's sales were Rs. 40,000. 841 00:51:17,240 --> 00:51:19,160 Okay, I get it now. 842 00:51:19,320 --> 00:51:20,960 Ashish, Vishesh and Simmi, 843 00:51:21,080 --> 00:51:22,920 it was a pleasure to meet you. 844 00:51:23,000 --> 00:51:27,000 This seems to me like a side gig. 845 00:51:29,160 --> 00:51:30,640 Not your focus project. 846 00:51:31,280 --> 00:51:33,240 For these two reasons, I am out. 847 00:51:34,520 --> 00:51:37,680 Community and commerce are two parts of your business. 848 00:51:37,800 --> 00:51:41,320 The community for this for the next few years 849 00:51:41,440 --> 00:51:43,800 will be on Instagram and social media. 850 00:51:44,320 --> 00:51:48,160 Commerce won't see much growth in the next couple of years, 851 00:51:48,280 --> 00:51:50,200 but of course, times can change 852 00:51:50,200 --> 00:51:51,840 and more e-commerce adoption can happen. 853 00:51:51,920 --> 00:51:54,960 This is a little early stage and pre-revenue for me to invest. 854 00:51:55,600 --> 00:51:57,520 So, I will not be able to participate. 855 00:51:57,600 --> 00:51:58,640 - Thank you. - Thank you. 856 00:51:58,760 --> 00:52:00,400 I agree with Vineeta. 857 00:52:01,440 --> 00:52:03,400 It is quite an early stage. 858 00:52:03,480 --> 00:52:06,080 If you look at last month's revenue of Rs. 40,000... 859 00:52:06,160 --> 00:52:08,360 No, ma'am. That was just last month. 860 00:52:08,480 --> 00:52:11,360 Otherwise, our monthly sales are about Rs. 4 to 5 lakhs. 861 00:52:11,440 --> 00:52:13,720 What are your sales for FY 2022? 862 00:52:13,880 --> 00:52:15,880 In 2021-22, we crossed Rs. 50 lakhs. 863 00:52:20,480 --> 00:52:25,840 If you can strengthen this community that you're building 864 00:52:46,160 --> 00:52:48,280 that it can inspire anyone. 865 00:52:49,800 --> 00:52:51,000 You could come together 866 00:52:51,520 --> 00:52:55,840 and become such terrific community influencers. 867 00:52:56,920 --> 00:53:00,480 You can start a community app or a community network. 868 00:53:01,800 --> 00:53:05,520 Going forward, maybe you can try to convert it into commerce. 869 00:53:06,480 --> 00:53:08,520 But your products haven't reached the stage yet 870 00:53:08,640 --> 00:53:11,840 where you set up commerce and see high sales. 871 00:53:13,560 --> 00:53:16,040 I am out for this reason. 872 00:53:17,600 --> 00:53:18,640 Wish you the best. 873 00:53:18,720 --> 00:53:20,000 - Thank you. - Thank you. 874 00:53:20,280 --> 00:53:22,880 I have a view on this. 875 00:53:24,960 --> 00:53:29,040 If you're okay with converting this marketplace into a D2C brand, 876 00:53:30,160 --> 00:53:31,680 then I could make you an offer. 877 00:53:31,760 --> 00:53:32,640 Oh, wow! 878 00:53:33,840 --> 00:53:36,000 But to be honest, 879 00:53:36,080 --> 00:53:38,800 I don't have much knowledge about the marketplace business model. 880 00:53:39,960 --> 00:53:42,960 I believe that eyewear, for instance, 881 00:53:43,040 --> 00:53:44,240 is also a category. 882 00:53:44,360 --> 00:53:45,600 Did you like our collection? 883 00:53:45,680 --> 00:53:46,760 Absolutely, yes! 884 00:53:46,840 --> 00:53:49,200 I would like you to make eyewear for BeUnic too, 885 00:53:49,520 --> 00:53:50,880 - to be honest. - Okay. 886 00:53:51,000 --> 00:53:54,640 Right? And I could sell that brand on Lenskart. 887 00:53:56,760 --> 00:53:59,960 If you wish to use the community to source your designs, 888 00:54:00,160 --> 00:54:01,440 I have no problem with it. 889 00:54:03,040 --> 00:54:05,440 My offer is Rs. 25 lakhs for 25% equity 890 00:54:12,400 --> 00:54:14,640 and all three of you work full-time. 891 00:54:15,960 --> 00:54:17,360 Thank you so much, Peyush, 892 00:54:17,360 --> 00:54:19,480 but unfortunately, we'll have to decline. 893 00:54:19,600 --> 00:54:22,200 No, I understand. There's nothing unfortunate in this. 894 00:54:22,320 --> 00:54:24,760 - I wish you the very best. - Thank you so much. 895 00:54:24,880 --> 00:54:26,880 - Simmi, I need to give you a hug... - Great, guys. 896 00:54:26,880 --> 00:54:28,040 - Mother to mother. - Fantastic! 897 00:54:28,160 --> 00:54:30,280 You're amazing. You're really amazing. 898 00:54:30,400 --> 00:54:32,120 Thank you so much for doing this. 899 00:54:32,920 --> 00:54:35,280 [sentimental music playing] 900 00:55:53,680 --> 00:55:55,880 'Namita, today's Shark Xperience' 901 00:55:55,960 --> 00:55:58,400 'features a question by Kamal who is from Daman.' 902 00:55:58,480 --> 00:56:02,840 'Entrepreneurs hesitate to take debt on Shark Tank.' 903 00:56:02,920 --> 00:56:05,000 'What is your take on it?' 904 00:56:05,200 --> 00:56:06,960 The word debt 905 00:56:07,040 --> 00:56:10,640 has a bad image in our country. 906 00:56:10,720 --> 00:56:12,520 Actually, if you go to see, 907 00:56:12,600 --> 00:56:15,360 debt is cheaper than equity. 908 00:56:15,600 --> 00:56:18,920 If a business opts for debt in the right quantity 909 00:56:19,040 --> 00:56:21,000 and at the right time, 910 00:56:21,080 --> 00:56:25,160 then it could see tremendous growth.