1 00:00:30,000 --> 00:00:32,640 [theme music playing] 2 00:00:53,080 --> 00:00:55,080 [theme music continues] 3 00:01:06,720 --> 00:01:08,960 [theme music continues] 4 00:01:23,560 --> 00:01:27,400 [theme music fading] 5 00:01:27,520 --> 00:01:28,360 - Hello, Sharks. - Hello, Sharks. 6 00:01:28,440 --> 00:01:29,240 Hello. 7 00:01:29,320 --> 00:01:31,200 - I am Anitha. - I'm Divyaraj. 8 00:01:33,800 --> 00:01:37,200 Approximately 10 crore farmers in India 9 00:01:37,280 --> 00:01:41,360 make a living from farming on land that is under 5 acres. 10 00:01:41,480 --> 00:01:42,320 True. 11 00:01:43,360 --> 00:01:46,280 And as they don't own huge pieces of land, 12 00:01:46,400 --> 00:01:48,640 these farmers cannot buy tractors. 13 00:01:49,600 --> 00:01:52,240 That's why they rent tractors. 14 00:01:53,040 --> 00:01:57,880 And that takes up more than 60% of their earnings. 15 00:01:58,440 --> 00:02:02,520 Sharks, even the agricultural sector has seen many innovations. 16 00:02:03,480 --> 00:02:06,880 But this innovation is only for large-scale farmers. 17 00:02:06,960 --> 00:02:09,840 - Small-scale farmers can't afford it. - True. 18 00:02:09,920 --> 00:02:13,040 So, Sharks, to solve this problem, 19 00:02:13,120 --> 00:02:16,480 we have invented India's smallest and most economical tractor. 20 00:02:16,520 --> 00:02:18,560 [upbeat music playing] 21 00:02:18,640 --> 00:02:20,240 - Wow! - Amazing. 22 00:02:20,440 --> 00:02:21,320 Geeani. 23 00:02:22,640 --> 00:02:23,400 Geeani. 24 00:02:23,480 --> 00:02:25,840 If I were to talk about its compactness, 25 00:02:27,040 --> 00:02:29,400 it has been specially designed 26 00:02:41,800 --> 00:02:43,480 And most importantly, 27 00:02:43,560 --> 00:02:47,400 this tractor can be easily used even for intercropping. 28 00:02:47,480 --> 00:02:49,120 [music playing] 29 00:02:55,800 --> 00:02:58,320 after one video went viral. 30 00:02:59,440 --> 00:03:01,280 Define viral. How many people watched your video? 31 00:03:01,360 --> 00:03:02,920 Over 1 lakh people, particularly farmers. 32 00:03:03,000 --> 00:03:05,960 We uploaded it specifically on a channel meant for farmers. 33 00:03:07,240 --> 00:03:09,800 [upbeat music playing] 34 00:03:16,280 --> 00:03:17,320 - Wow! - Wow! 35 00:03:17,400 --> 00:03:20,720 We're completely ready to launch Geeani now. 36 00:03:20,840 --> 00:03:22,520 And what better platform 37 00:03:22,600 --> 00:03:24,800 for a launch than Shark Tank India itself? 38 00:03:24,920 --> 00:03:25,880 That's right. 39 00:03:38,520 --> 00:03:39,760 Divyaraj, Prajal and Anitha, 40 00:03:52,840 --> 00:03:55,680 Plus, we teach physics and maths to diploma and engineering students. 41 00:03:55,760 --> 00:03:57,400 We also help with GNEET preparation. 42 00:03:58,320 --> 00:03:59,640 By "we", do you mean all three? 43 00:03:59,720 --> 00:04:00,920 - No, us. - We both. 44 00:04:01,000 --> 00:04:02,680 He's my childhood friend. 45 00:04:02,760 --> 00:04:03,640 And you two? 46 00:04:03,720 --> 00:04:07,640 Erm, I don't have a mother as well as a father. 47 00:04:07,720 --> 00:04:09,720 - Sorry to hear this. - Sorry to hear that. 48 00:04:09,840 --> 00:04:13,240 My father divorced my mother when I was 2.5 years old. 49 00:04:14,560 --> 00:04:18,360 And my mother passed away recently in 2013. 50 00:04:18,640 --> 00:04:20,480 At that time, 51 00:04:21,000 --> 00:04:23,640 there was no one from my paternal and maternal families. 52 00:04:25,160 --> 00:04:26,480 She was the only one. 53 00:04:26,560 --> 00:04:29,640 - So, she... - How old were you when this happened? 54 00:04:29,720 --> 00:04:30,840 18 years. 55 00:04:31,080 --> 00:04:33,400 [sentimental music playing] 56 00:04:39,440 --> 00:04:43,600 The fact that I'm here and able to speak confidently 57 00:04:43,680 --> 00:04:45,280 is just because of her. 58 00:04:45,640 --> 00:04:47,680 [sentimental music playing] 59 00:04:51,360 --> 00:04:52,600 I am from Kerala. 60 00:04:52,680 --> 00:04:54,840 I was brought here after marriage. 61 00:04:54,960 --> 00:04:55,800 Here means Ahmedabad. 62 00:04:55,880 --> 00:04:57,160 - Yes, Ahmedabad. - Okay. 63 00:04:57,240 --> 00:04:58,680 My husband is in Saudi Arabia. 64 00:04:58,760 --> 00:05:01,720 - I have two sons. - I used to live with them. - Okay. 65 00:05:01,840 --> 00:05:04,400 I used to wonder why I came so far away. 66 00:05:04,480 --> 00:05:06,040 - Oh. - It used to sadden me. 67 00:05:06,160 --> 00:05:09,280 Now, in these ten years, I have come to realise 68 00:05:09,360 --> 00:05:11,440 that there was a reason why I came here. 69 00:05:11,800 --> 00:05:13,880 - And the reason is him. - [unanimous laughter] 70 00:05:14,280 --> 00:05:16,120 He's family now. 71 00:05:17,000 --> 00:05:20,200 We sent him to pursue engineering. 72 00:05:20,400 --> 00:05:22,760 He dropped out midway after two years. 73 00:05:31,240 --> 00:05:33,920 He made a wheelless generator after that. 74 00:05:34,760 --> 00:05:37,040 Then he built a scooter. 75 00:05:38,520 --> 00:05:41,200 He did all the electrical in a motor scooter. 76 00:05:41,400 --> 00:05:45,440 My entire family supported him in all his endeavours. 77 00:05:58,120 --> 00:06:00,240 Anitha, this is for all the teachers like you. 78 00:06:01,520 --> 00:06:02,480 I salute you. 79 00:06:02,560 --> 00:06:04,000 Thank you. 80 00:06:04,080 --> 00:06:06,880 - I salute you. - People don't have time for loved ones. 81 00:06:07,000 --> 00:06:09,840 You accepted an outsider as your own. 82 00:06:10,240 --> 00:06:11,120 Fantastic! 83 00:06:11,520 --> 00:06:14,200 [uplifting music playing] 84 00:06:14,400 --> 00:06:16,360 Prajal, how do you feel now? 85 00:06:16,440 --> 00:06:19,560 How does making an innovation and coming here make you feel? 86 00:06:19,800 --> 00:06:22,680 I have already made it here. Now, I want to make it there. 87 00:06:22,760 --> 00:06:24,400 - [Sharks laugh] - Amazing. 88 00:06:24,480 --> 00:06:26,560 - Well said. - I want to become one of you. 89 00:06:26,760 --> 00:06:27,800 You will become one of us. 90 00:06:27,880 --> 00:06:29,680 Hang on. I have a small question. 91 00:06:29,960 --> 00:06:33,720 Can you tell us what the name means? Is it Gee ani? What's AG? 92 00:06:33,800 --> 00:06:35,600 - It's Geeani. - Geeani. 93 00:06:35,680 --> 00:06:37,240 Most people call it Gee ani. 94 00:06:37,320 --> 00:06:38,680 But it's spelled as Geeani. 95 00:06:38,760 --> 00:06:41,840 The first three letters are taken from Geeta, my mother's name. 96 00:06:43,400 --> 00:06:45,880 And the last three letters of her name, Anitha. 97 00:06:46,000 --> 00:06:47,720 - Whoa! - Wow! 98 00:06:47,840 --> 00:06:51,360 - And AG is Anitha and Geeta. Oh! - Yes. 99 00:06:51,440 --> 00:06:52,920 - How sweet! - Wow! 100 00:07:00,800 --> 00:07:02,680 - Sir, he's an automobile engineer. - I'm an automobile engineer. 101 00:07:02,760 --> 00:07:04,200 - Wow! - Ah! 102 00:07:04,280 --> 00:07:05,560 - Yay! - I'll tell you what happened. 103 00:07:05,640 --> 00:07:07,440 We got so engrossed in your story, 104 00:07:07,560 --> 00:07:09,000 we forgot to ask about Divyaraj! 105 00:07:09,080 --> 00:07:10,440 [Sharks laugh] 106 00:07:10,680 --> 00:07:13,920 Sir, I spent two years as an automobile engineer. 107 00:07:14,040 --> 00:07:15,800 I spent a year with GVK EMRI. 108 00:07:16,840 --> 00:07:18,960 And then I worked with BRTS, 109 00:07:19,080 --> 00:07:21,680 bus rapid transit system, as a service engineer. 110 00:07:21,800 --> 00:07:23,920 - Yes, Delhi has it too. - Alright. 111 00:07:30,680 --> 00:07:34,000 - Yes, ma'am. Can we give you a demo and tell you the features? - Yes. 112 00:07:34,240 --> 00:07:36,560 [upbeat music playing] 113 00:07:36,840 --> 00:07:38,480 Sir, as I mentioned, 114 00:07:38,960 --> 00:07:41,200 traditional diesel tractors... 115 00:07:43,800 --> 00:07:45,440 They are 7 to 9 feet in width. 116 00:07:45,520 --> 00:07:48,080 - Yes. - Whereas our tractor is... 117 00:08:11,400 --> 00:08:13,080 it is not possible with traditional tractors. 118 00:08:13,160 --> 00:08:15,520 They will damage the crops and can't pass between the trees. 119 00:08:15,600 --> 00:08:16,440 True. 120 00:08:31,520 --> 00:08:33,360 How much does a traditional tractor weigh? 121 00:08:33,440 --> 00:08:35,800 - About 1.5 to 1.9 tonnes. - Okay. 122 00:08:36,120 --> 00:08:37,400 So, you are saying 123 00:08:37,520 --> 00:08:39,880 that this hasn't occurred to anyone before you 124 00:08:39,960 --> 00:08:42,480 to build a small tractor with small tyres. 125 00:08:42,600 --> 00:08:44,960 Yes, sir. Small-size tractors are available in the market. 126 00:08:45,040 --> 00:08:46,600 But we've made it extremely compact 127 00:08:46,680 --> 00:08:50,680 and taken inputs and key points from the farmers themselves. 128 00:08:50,840 --> 00:08:51,880 No one has done that. 129 00:08:51,960 --> 00:08:54,240 Okay. What is the price difference between a normal tractor 130 00:08:54,320 --> 00:08:55,480 and your tractor? 131 00:08:55,600 --> 00:08:56,560 If we look at the same category, 132 00:09:06,320 --> 00:09:08,280 [intense music playing] 133 00:09:08,640 --> 00:09:12,160 A diesel tractor consumes fuel worth Rs. 150 to 200 in an hour. 134 00:09:13,280 --> 00:09:15,960 - This runs for 6 to 8 hours in Rs. 100. - Almost 6x. 135 00:09:16,080 --> 00:09:18,680 6 to 8 hours. That means eight times more efficient than... 136 00:09:18,760 --> 00:09:21,480 But that will give more horsepower. A tractor must be powerful. 137 00:09:21,560 --> 00:09:23,040 - Will this generate enough power? - Yes, sir. 138 00:09:34,080 --> 00:09:35,840 - May AG drive the AG Tractor? - Certainly. 139 00:09:35,920 --> 00:09:37,080 I'm coming too. 140 00:09:37,840 --> 00:09:39,480 Everyone, hop on! 141 00:09:39,560 --> 00:09:40,800 [chuckles] 142 00:09:40,920 --> 00:09:42,120 Get in the back. 143 00:09:44,120 --> 00:09:45,000 Let's go. 144 00:09:45,200 --> 00:09:48,240 - [Aman sings] - Whoa! 145 00:09:48,360 --> 00:09:51,960 [Sharks sing in unison] 146 00:09:52,040 --> 00:09:54,720 [Sharks sing] 147 00:09:54,920 --> 00:09:57,440 [Aman vocalising] 148 00:09:58,680 --> 00:10:01,040 - [tractor horn honks] - Yes! Oh my God! 149 00:10:01,720 --> 00:10:04,600 - Here we come... - O, farmers! 150 00:10:04,880 --> 00:10:08,040 - Silly! - Hop on, everyone! 151 00:10:08,680 --> 00:10:10,560 Where's the brake? Oh, no! 152 00:10:10,640 --> 00:10:13,040 [Sharks laugh] 153 00:10:16,920 --> 00:10:18,360 Anupam will drive now. 154 00:10:19,040 --> 00:10:20,280 Watch your back! 155 00:10:20,360 --> 00:10:21,880 - Keep going. - Hey! 156 00:10:23,640 --> 00:10:25,160 - No! - It'll get damaged! 157 00:10:25,280 --> 00:10:26,440 - I'll park it. - Come on. 158 00:10:26,680 --> 00:10:27,840 Alright. 159 00:10:28,520 --> 00:10:29,680 - I enjoyed it. - Wow! 160 00:10:29,760 --> 00:10:31,320 - I liked it. - Great. Very good. 161 00:10:31,440 --> 00:10:33,520 The tractor is amazing. 162 00:10:33,600 --> 00:10:34,560 Thank you. 163 00:10:34,640 --> 00:10:37,800 The driving experience was good. The ride was smooth and clean. 164 00:10:37,920 --> 00:10:39,440 The manoeuvrability was great 165 00:10:39,520 --> 00:10:42,040 - as though... - Ask those who sat behind how smooth it was! 166 00:10:42,120 --> 00:10:44,280 You were all over the place! 167 00:10:44,360 --> 00:10:46,200 - You drove like a Delhiite! - You... 168 00:10:46,320 --> 00:10:47,200 Humph! 169 00:10:48,320 --> 00:10:49,920 Have you tested it? 170 00:10:50,000 --> 00:10:51,160 How much distance will it cover? 171 00:10:51,240 --> 00:10:52,400 - If someone... - We tested it for 8 months 172 00:11:08,240 --> 00:11:11,360 That's why it will last longer and maintenance will be very low. 173 00:11:11,440 --> 00:11:12,600 Will it last a few years? 174 00:11:12,720 --> 00:11:13,920 Yes. Absolutely, sir. 175 00:11:15,160 --> 00:11:16,840 Okay. I have a question. 176 00:11:28,760 --> 00:11:30,200 The cost-effectiveness will be maintained. 177 00:11:30,280 --> 00:11:33,360 - Okay. - By the time they achieve compactness, 178 00:11:33,440 --> 00:11:36,640 we'd have captured the market or at least, entered the market and.. 179 00:11:36,720 --> 00:11:37,520 - We... - I got it. 180 00:11:37,600 --> 00:11:39,880 Can you give me the unit economics? 181 00:11:39,960 --> 00:11:41,240 What is the making cost and... 182 00:11:51,960 --> 00:11:55,320 But as we start manufacturing 100 units per month, 183 00:11:55,400 --> 00:11:57,040 the cost can go down to Rs. 3 lakhs. 184 00:11:58,160 --> 00:12:01,000 The vendors we've spoken to want... 185 00:12:01,080 --> 00:12:02,240 A minimum order size. 186 00:12:02,360 --> 00:12:06,400 That way our margin can increase and the cost can go down. 187 00:12:07,560 --> 00:12:10,040 What is the cost of this 10 kW battery? 188 00:12:10,120 --> 00:12:12,160 We currently buy from a vendor in Haryana 189 00:12:12,240 --> 00:12:15,400 who imports A-grade batteries from China. 190 00:12:25,200 --> 00:12:26,000 Yes. 191 00:12:34,560 --> 00:12:36,240 to set up manufacturing. 192 00:12:36,320 --> 00:12:38,400 And only when you mass produce 193 00:12:38,520 --> 00:12:41,080 will you gain traction in the market. 194 00:12:41,880 --> 00:12:43,920 Yes. The factory we're associated with 195 00:12:44,000 --> 00:12:48,200 can manufacture at least 100 units a month. 196 00:12:48,280 --> 00:12:51,000 - It's not your factory. - It's outsourced. - Yes, on rent. 197 00:12:51,080 --> 00:12:53,720 - Okay. - We outsource the materials. 198 00:12:53,840 --> 00:12:56,280 - We get them made in Rajkot... - Assemble. 199 00:12:56,360 --> 00:12:58,720 We then assemble the parts and sell the product. 200 00:12:58,800 --> 00:13:00,080 Based on the enquiries, 201 00:13:00,160 --> 00:13:03,680 how many conversions do you think you will get? 202 00:13:04,000 --> 00:13:06,280 Those people were forcing us 203 00:13:06,360 --> 00:13:08,320 to take an advance payment 204 00:13:08,400 --> 00:13:10,480 and give them the tractor at the earliest 205 00:13:10,560 --> 00:13:11,880 as it was season time. 206 00:13:12,320 --> 00:13:13,720 They need such a product. 207 00:13:13,800 --> 00:13:15,400 How is the equity divided? 208 00:13:23,960 --> 00:13:26,320 - Very good. - He joined us later on. 209 00:13:26,560 --> 00:13:30,080 So, how much money have the family and you all invested in total? 210 00:13:36,520 --> 00:13:37,880 - It's all her savings. - Gold. 211 00:13:37,960 --> 00:13:39,240 Was all of it your savings? 212 00:13:39,320 --> 00:13:40,440 Savings and gold. 213 00:13:40,560 --> 00:13:43,920 Their conviction stands firm if they've invested their gold. 214 00:13:44,000 --> 00:13:46,120 - It's a big deal. - You have implicit faith 215 00:13:46,240 --> 00:13:47,880 in Prajal's abilities. 216 00:13:48,560 --> 00:13:50,120 Okay, I'll make you an offer. 217 00:13:50,480 --> 00:13:51,400 Wow! 218 00:13:52,000 --> 00:13:54,560 - You've done some solid work. - Hmm. 219 00:13:54,640 --> 00:13:55,720 You can make it big. 220 00:13:55,840 --> 00:13:57,440 I know nothing about this industry. 221 00:13:57,800 --> 00:14:00,960 But if you need my help, I will help you connect the dots. 222 00:14:01,040 --> 00:14:03,120 You have AG in your brand name. 223 00:14:03,200 --> 00:14:04,800 My initials are AG! 224 00:14:06,000 --> 00:14:08,680 I will give you what you asked for. 225 00:14:16,280 --> 00:14:19,600 I'd like to make you a collective offer without asking them. 226 00:14:21,000 --> 00:14:23,120 I believe that if you want to grow this, 227 00:14:23,320 --> 00:14:25,000 you'll need more funds. 228 00:14:25,800 --> 00:14:27,480 We'll have to build this together. 229 00:14:27,560 --> 00:14:29,280 You'll need the help of everybody here. 230 00:14:30,120 --> 00:14:31,680 You can take Rs. 1 crore. 231 00:14:31,960 --> 00:14:34,560 Give us 10% equity. 232 00:14:34,640 --> 00:14:37,800 Your valuation remains unchanged and you get more money. 233 00:14:37,960 --> 00:14:41,400 - Yes. - If the other Sharks agree, you get all the Sharks on board. 234 00:14:41,600 --> 00:14:43,800 [intense music playing] 235 00:14:45,120 --> 00:14:47,120 Yes. We can do this. Come on! 236 00:14:47,280 --> 00:14:48,880 I wish to make an individual offer. 237 00:14:51,840 --> 00:14:53,440 - I thought so. - Gosh! 238 00:14:53,520 --> 00:14:54,360 I knew it. 239 00:14:54,440 --> 00:14:55,480 Your product is good 240 00:14:55,960 --> 00:14:57,880 and I believe I can be of immense help to you. 241 00:14:57,960 --> 00:15:00,880 We run a website for cars, bikes and trucks. 242 00:15:01,320 --> 00:15:03,920 We also deal in tractors. You can sell your tractors there. 243 00:15:04,000 --> 00:15:06,280 So, as far as connections for sourcing the battery goes, 244 00:15:06,360 --> 00:15:09,480 we have our supply chain for it sorted. 245 00:15:12,040 --> 00:15:14,520 I'd like to give you Rs. 1.5 crores for this project. 246 00:15:14,600 --> 00:15:17,360 You will need the capital for production. 247 00:15:25,040 --> 00:15:27,040 You need to raise a lot of capital in future. 248 00:15:28,920 --> 00:15:31,080 I personally think 249 00:15:31,160 --> 00:15:34,040 - that this is a capital-intensive industry. - I agree. 250 00:15:34,120 --> 00:15:35,880 I can't pitch in that much. 251 00:15:35,960 --> 00:15:37,760 So, I am out of this deal. 252 00:15:38,400 --> 00:15:39,680 Okay. Thank you. 253 00:15:39,760 --> 00:15:40,680 You have two offers. 254 00:15:40,760 --> 00:15:45,040 One is Amit Jain's offer who wishes to go solo. 255 00:15:46,360 --> 00:15:50,600 - The other offer is from AG, AGM and VS. - VS. 256 00:15:51,000 --> 00:15:51,880 Us three. 257 00:15:51,960 --> 00:15:53,920 We'll offer you Rs. 1 crore for 10% equity. 258 00:16:01,040 --> 00:16:02,480 Please step outside and discuss this. 259 00:16:02,560 --> 00:16:04,400 - Then come back here. - No! Just wait! 260 00:16:06,000 --> 00:16:07,600 Go on, please decide. 261 00:16:09,000 --> 00:16:11,600 Prajal, hang on. Before you do, please think 262 00:16:11,680 --> 00:16:14,240 about which Shark can actually help you grow this business. 263 00:16:14,320 --> 00:16:15,680 Don't take the wrong decision. 264 00:16:15,760 --> 00:16:18,200 Yes, don't take the wrong decision. Alright? 265 00:16:19,080 --> 00:16:21,680 Yes, and don't part with 20% equity come what may. 266 00:16:22,680 --> 00:16:25,120 - May we discuss this, please? - Sure. 267 00:16:25,280 --> 00:16:27,280 It's an important decision. Think it through. 268 00:16:27,400 --> 00:16:28,880 Yes, think it through. 269 00:16:29,040 --> 00:16:31,200 [intense music playing] 270 00:16:32,880 --> 00:16:35,240 Vineeta, don't draw the cheque. The deal isn't confirmed. 271 00:16:35,320 --> 00:16:37,040 - Okay, I'll draw the cheque. - I'll counter it. 272 00:16:37,120 --> 00:16:39,360 - You won't get it! - I won't! We'll see! 273 00:16:39,440 --> 00:16:41,400 Come on. Bring it on! 274 00:16:41,480 --> 00:16:43,560 - I will match their requirement. - Bring it on! 275 00:16:43,640 --> 00:16:46,320 - I'll match their requirement. - Bring it on! 276 00:16:55,560 --> 00:16:57,360 Come on! Hurry! 277 00:16:57,760 --> 00:16:58,840 [shrieks] 278 00:17:00,520 --> 00:17:02,200 - Welcome. - Give them the cheque. 279 00:17:02,280 --> 00:17:03,440 - Hurry, guys. - Come on. 280 00:17:03,520 --> 00:17:06,240 Welcome. Welcome back. We welcome you. 281 00:17:06,520 --> 00:17:08,640 [tense music playing] 282 00:17:09,200 --> 00:17:12,440 - We have a counteroffer. - What! 283 00:17:13,680 --> 00:17:15,480 - Huh! - You didn't want... 284 00:17:15,560 --> 00:17:16,920 You're being greedy now! 285 00:17:17,000 --> 00:17:19,560 You got a better deal than what you had asked for. 286 00:17:20,840 --> 00:17:23,360 We accept Rs. 1 crore for 10% equity. 287 00:17:38,360 --> 00:17:40,480 and then there's my offer of Rs. 1 crore for 10% equity. 288 00:17:40,560 --> 00:17:42,800 I'm from the industry and I'm willing to help you. 289 00:17:43,400 --> 00:17:46,400 - No, we... - A car and tractor are two different things. 290 00:17:47,760 --> 00:17:49,720 I'll give you what you want. Deal? 291 00:17:50,120 --> 00:17:51,880 [intense music playing] 292 00:17:55,440 --> 00:17:59,320 Aman, Anupam and Vineeta, we accept your deal. 293 00:18:12,560 --> 00:18:14,240 - Alright. - You two, join us, please. 294 00:18:14,320 --> 00:18:16,640 - No, if you call them... - No. 295 00:18:17,040 --> 00:18:18,640 - He likes to fight. - [laughs] 296 00:18:18,720 --> 00:18:20,000 - Good luck. - Thank you. 297 00:18:20,080 --> 00:18:22,600 Please get in touch if I can be of any help at all. 298 00:18:22,680 --> 00:18:23,840 You won't need his help. 299 00:18:24,120 --> 00:18:25,000 Good job. 300 00:18:25,080 --> 00:18:26,880 Aman, dance like a snake. 301 00:18:28,640 --> 00:18:31,960 Very good. You've done a fantastic job. 302 00:18:32,680 --> 00:18:34,120 - Thank you. - Very good. 303 00:18:34,200 --> 00:18:35,680 - All the best. - Thank you. 304 00:18:36,000 --> 00:18:37,840 - Thank you. - Thank you. 305 00:18:39,320 --> 00:18:40,880 I wanted the deal 306 00:18:40,960 --> 00:18:43,760 because I could really help their business grow. 307 00:18:43,960 --> 00:18:46,040 I don't know what you'll do. 308 00:18:46,240 --> 00:18:47,520 - I wish you... - I'll tell you. 309 00:18:47,600 --> 00:18:50,560 Even we can do everything that he just said. 310 00:18:50,680 --> 00:18:52,480 - Yes! - [Sharks laugh] 311 00:20:38,240 --> 00:20:41,160 [upbeat music playing] 312 00:20:41,320 --> 00:20:46,480 [Le belle parole plays] 313 00:20:57,560 --> 00:20:59,320 I like that move. 314 00:20:59,400 --> 00:21:03,360 - Whoa! - That was very nice! Very nice! 315 00:21:03,440 --> 00:21:05,080 [Anupam laughs] 316 00:21:06,280 --> 00:21:07,360 Greetings, Sharks. 317 00:21:07,360 --> 00:21:08,800 - Greetings. - Greetings. 318 00:21:08,920 --> 00:21:11,640 My name is Yasser. I've come from America. 319 00:21:11,720 --> 00:21:13,840 But I live in Mumbai right now. 320 00:21:13,920 --> 00:21:14,920 Oh, wow! 321 00:21:18,800 --> 00:21:20,880 But I live in Italy. 322 00:21:21,200 --> 00:21:22,200 Wow! 323 00:21:22,400 --> 00:21:26,920 The one thing that Italians love is their gelato! 324 00:21:28,120 --> 00:21:30,760 We introduced this love of the Italians, 325 00:21:30,840 --> 00:21:35,040 the gelato, to Mumbai for the first time 326 00:21:35,120 --> 00:21:36,920 with Amore Gelato. 327 00:21:37,040 --> 00:21:39,120 [music playing] 328 00:21:41,160 --> 00:21:44,200 It's made of natural flavours. 329 00:21:51,000 --> 00:21:52,720 we make vegan gelato. 330 00:21:53,760 --> 00:21:56,720 Hey! I'm worried that you're addressing me as Aman! 331 00:21:56,840 --> 00:21:58,680 - Sorry, Anupam! - [laughs] 332 00:21:58,840 --> 00:22:00,000 I'm extremely nervous. 333 00:22:00,080 --> 00:22:02,800 - No problem. - Anupam, vegan gelato for you. 334 00:22:03,680 --> 00:22:05,800 Our business is B2B. 335 00:22:05,880 --> 00:22:11,160 Which means we supply to restaurants, hotels and cafés. 336 00:22:11,880 --> 00:22:16,200 But our focus is to scale the pre-packaged business digitally. 337 00:22:17,480 --> 00:22:22,520 Our mission is to make this sweet Italian ice cream 338 00:22:22,760 --> 00:22:26,160 affordable to every Indian. 339 00:22:48,280 --> 00:22:50,560 - Yes... - Has anyone told you that you resemble Jalal Agha? 340 00:22:50,640 --> 00:22:52,280 Yes, he's my maternal uncle. 341 00:22:52,440 --> 00:22:53,920 Jalal Agha is your maternal uncle! 342 00:22:54,000 --> 00:22:56,520 Yes, he's my mother's brother. 343 00:22:56,640 --> 00:22:57,960 - Really? - Yes. 344 00:22:58,040 --> 00:22:59,840 [laughs] 345 00:23:00,080 --> 00:23:01,120 Don't you see this nose? 346 00:23:01,200 --> 00:23:03,320 - I do, that's why I asked you. - [laughs] 347 00:23:03,400 --> 00:23:07,360 Look, my mother lived in Mumbai. 348 00:23:07,440 --> 00:23:08,720 - Okay. Is your mom Indian? - Okay? 349 00:23:08,800 --> 00:23:09,720 - Yes, both parents. - Okay. 350 00:23:09,800 --> 00:23:11,680 My father is from Hyderabad. 351 00:23:11,800 --> 00:23:14,040 I was born in America. 352 00:23:14,120 --> 00:23:16,880 I lived there until I was 24. 353 00:23:16,960 --> 00:23:20,200 How did you two meet and where do you currently reside? 354 00:23:20,320 --> 00:23:22,960 I used to do social work in India. 355 00:23:23,120 --> 00:23:25,800 I was fundraising in Chicago one time 356 00:23:25,880 --> 00:23:27,440 and that's where we met. 357 00:23:27,520 --> 00:23:31,080 Nayyer said, "India needs good ice cream." 358 00:23:31,160 --> 00:23:33,120 And my eyes widened! 359 00:23:33,560 --> 00:23:38,840 I used to work at the university's ice cream parlour. 360 00:23:38,920 --> 00:23:40,000 It's my passion. 361 00:23:41,440 --> 00:23:42,880 I'd like to add one thing. 362 00:23:42,960 --> 00:23:45,680 My wife is Italian. 363 00:23:45,800 --> 00:23:47,040 - Ah! - Oh, nice! 364 00:23:47,120 --> 00:23:50,240 - Her name is Christina. - Oh, wow! 365 00:23:50,320 --> 00:23:53,160 When we were leaving for India, 366 00:23:53,240 --> 00:23:55,200 my wife Christina said, 367 00:23:55,720 --> 00:23:57,960 "You get pasta there." 368 00:23:58,240 --> 00:23:59,720 "You also get pizza." 369 00:23:59,840 --> 00:24:01,400 "But there's no gelato!" 370 00:24:02,040 --> 00:24:03,520 So, Christina said, 371 00:24:03,600 --> 00:24:07,360 "Look. You're going to India." 372 00:24:07,440 --> 00:24:11,320 "At least take the best gelato there." 373 00:24:11,400 --> 00:24:14,120 So, this was the beginning of the journey. 374 00:24:15,320 --> 00:24:19,120 - I see it says here "since 1960". - Ah! 375 00:24:19,280 --> 00:24:21,760 - After 60 years... - Yes? 376 00:24:21,840 --> 00:24:23,200 Did it dawn upon you 377 00:24:23,280 --> 00:24:27,000 that you had to raise funding? What exactly happened? 378 00:24:27,080 --> 00:24:31,200 We know this is not our expertise. 379 00:24:31,440 --> 00:24:32,840 That's why we collaborated 380 00:24:32,920 --> 00:24:37,560 with an award-winning Italian gelato maker chef. 381 00:24:38,520 --> 00:24:41,360 This gelato chef resided in our neighbourhood. 382 00:24:41,920 --> 00:24:43,640 - He's famous in Italy! - In Italy! 383 00:24:43,720 --> 00:24:45,360 We told Costanzo, 384 00:24:45,480 --> 00:24:49,320 "Are you ready for an adventure?" 385 00:24:50,920 --> 00:24:53,920 [mimics Costanzo] 386 00:24:54,560 --> 00:24:55,960 - "Okay." - How sweet! 387 00:24:56,280 --> 00:24:57,520 "Well!" 388 00:24:57,720 --> 00:24:59,520 Your expressions are cute. 389 00:24:59,600 --> 00:25:00,960 [music playing] 390 00:25:09,800 --> 00:25:12,240 My English isn't fluent and you're conversing in Italian! 391 00:25:12,320 --> 00:25:13,960 [unanimous laughter] 392 00:25:14,080 --> 00:25:15,800 You have an opportunity to practice 393 00:25:15,880 --> 00:25:19,440 because our prize-winning Italian gelato chef Costanzo 394 00:25:19,520 --> 00:25:21,040 will be coming here for the tasting. 395 00:25:21,120 --> 00:25:22,280 - He's here! - Yes. 396 00:25:22,360 --> 00:25:23,680 Call him in without further delay. 397 00:25:23,760 --> 00:25:24,920 Costanzo! 398 00:25:25,000 --> 00:25:26,200 [Sharks laugh] 399 00:25:26,360 --> 00:25:28,240 Costanzo! 400 00:25:29,160 --> 00:25:32,200 - Rakiesh, bring Costanzo. - Whoa! 401 00:25:32,640 --> 00:25:33,640 Ciao. 402 00:25:33,760 --> 00:25:35,360 Ciao. 403 00:25:35,960 --> 00:25:37,360 My name is Costanzo. 404 00:25:42,840 --> 00:25:47,840 Costanzo established his shop in the year 1960. 405 00:25:56,000 --> 00:25:57,400 Can I ask you a question? 406 00:25:58,200 --> 00:26:00,720 - All these are gelatos, right? - Yes. 407 00:26:00,800 --> 00:26:02,600 - Are they good in taste? - Absolutely. 408 00:26:02,680 --> 00:26:04,320 - Can we try them? - Absolutely. 409 00:26:04,400 --> 00:26:06,360 - Yes. - I was about to call you, sir. 410 00:26:06,440 --> 00:26:07,440 Let's go. 411 00:26:07,560 --> 00:26:10,760 - Anupam, there are five vegan flavours for you. - Oh my God! 412 00:26:10,840 --> 00:26:12,880 - And one to... - [chattering] 413 00:26:13,000 --> 00:26:14,520 Mamma mia! Thank you. 414 00:26:15,200 --> 00:26:16,960 Yummy! Love it! 415 00:26:17,040 --> 00:26:18,200 I had the sorbet. 416 00:26:18,280 --> 00:26:20,120 You know? This has been made just for you. 417 00:26:20,200 --> 00:26:21,600 So, you have to finish it. 418 00:26:21,840 --> 00:26:24,520 I wish to serve ice cream with Costanzo. 419 00:26:24,600 --> 00:26:27,080 - It's very nice. - Which one do you want to try? 420 00:26:27,240 --> 00:26:29,280 - I want vanilla cinnamon. - Want to try, sir? 421 00:26:30,080 --> 00:26:33,640 - Namita, vanilla cinnamon for you. - Thank you, Anupam. 422 00:26:34,280 --> 00:26:35,520 Which one is this? 423 00:26:36,880 --> 00:26:38,600 That's vegan banoffee. 424 00:26:40,280 --> 00:26:41,720 This is so good! 425 00:26:41,840 --> 00:26:44,240 [uplifting music playing] 426 00:26:54,240 --> 00:26:55,160 - Thank you. - Thank you. 427 00:26:55,240 --> 00:26:56,240 I appreciate it. 428 00:26:56,320 --> 00:26:58,920 [uplifting music playing] 429 00:26:59,000 --> 00:27:02,840 Costanzo and Rakiesh, thank you, it was amazing! 430 00:27:02,920 --> 00:27:04,000 Thank you so much. 431 00:27:10,800 --> 00:27:13,840 Gelato is made from milk. 432 00:27:14,560 --> 00:27:16,800 And sorbetto is made from water. 433 00:27:17,880 --> 00:27:20,480 Sorbetto is 100% fat-free. 434 00:27:20,560 --> 00:27:23,000 Ice cream contains a lot of fat. 435 00:27:23,120 --> 00:27:26,200 It contains more cream and less milk. 436 00:27:27,120 --> 00:27:31,480 Gelato contains less cream and more milk. 437 00:27:32,360 --> 00:27:34,280 It has lower fat than ice cream. 438 00:27:34,360 --> 00:27:36,440 It's dense and not fluffy. 439 00:27:36,520 --> 00:27:38,000 Ice cream has more air. 440 00:27:38,080 --> 00:27:39,920 - Yes! - This doesn't. I agree. 441 00:27:40,040 --> 00:27:41,960 When did you start this business? 442 00:27:42,040 --> 00:27:45,240 We started it in India in 2006. 443 00:27:45,320 --> 00:27:48,400 Gelato didn't really gain popularity in India. 444 00:27:48,760 --> 00:27:51,600 You are right. Gelato and ice cream are the same. 445 00:27:51,920 --> 00:27:52,880 Correct. 446 00:27:53,040 --> 00:27:55,080 This is a premium ice cream. 447 00:27:55,160 --> 00:27:56,400 Our vision is 448 00:27:56,480 --> 00:27:59,800 to make this affordable luxury available to everyone. 449 00:28:01,080 --> 00:28:03,880 What's the price of the scoop of gelato that we just had? 450 00:28:09,600 --> 00:28:11,680 - you'll get a normal ice cream for Rs. 120. - Yes. 451 00:28:11,760 --> 00:28:12,800 People don't care about it. 452 00:28:12,880 --> 00:28:15,560 So, price-wise, yours isn't at all premium. 453 00:28:15,720 --> 00:28:17,560 [intense music playing] 454 00:28:17,640 --> 00:28:18,880 Do you think 455 00:28:18,960 --> 00:28:21,280 the demand will rise if you rebrand it as Italian ice cream 456 00:28:21,360 --> 00:28:22,800 versus the current gelato? 457 00:28:23,760 --> 00:28:25,000 It's a point to consider. 458 00:28:25,080 --> 00:28:26,240 Yes, it's a good point. 459 00:28:27,200 --> 00:28:28,640 How many parlours do you currently have? 460 00:28:32,760 --> 00:28:36,960 During covid, our sales dropped by 95%. 461 00:28:38,280 --> 00:28:40,800 Sharks, 9 months our kitchens were closed. 462 00:28:42,120 --> 00:28:44,720 And we were faced with a simple choice. 463 00:28:44,800 --> 00:28:47,720 Close or transform. 464 00:28:48,680 --> 00:28:52,920 Our 12 employees, or should I say superheroes, 465 00:28:53,000 --> 00:28:54,480 forwent their salaries 466 00:28:54,560 --> 00:28:57,720 - but urged us to not shut Amore down. - Wow! 467 00:29:11,440 --> 00:29:12,320 Got it. 468 00:29:54,360 --> 00:29:56,000 What are this month's sales? 469 00:30:01,360 --> 00:30:03,120 - and gelato stores? - Yes. 470 00:30:03,200 --> 00:30:05,080 Rs. 5 lakhs from dark stores. 471 00:30:05,160 --> 00:30:08,000 - And Rs. 30 lakhs still comes from traditional business. - Yes. 472 00:30:08,080 --> 00:30:11,000 - We do contract manufacturing... - Oh! From B2B! 473 00:30:11,760 --> 00:30:13,520 I'm still trying to understand why you can't grow. 474 00:30:13,640 --> 00:30:15,800 I'll tell you why. It's because people don't care. 475 00:30:15,880 --> 00:30:18,160 They want ice cream, gelato or no gelato. 476 00:30:18,240 --> 00:30:19,280 That's what I'm saying. 477 00:30:19,720 --> 00:30:22,240 What were your annual sales before covid set in? 478 00:30:30,440 --> 00:30:33,360 The prime business is B2B 479 00:30:33,480 --> 00:30:35,240 which is white-label, without the brand. 480 00:30:35,320 --> 00:30:37,000 Amore's business is only Rs. 5 lakhs a month 481 00:30:37,080 --> 00:30:39,520 and that too, in the pre-packaged form. 482 00:30:40,680 --> 00:30:44,480 It's too early to figure out the product market fit 483 00:30:44,560 --> 00:30:45,920 and what the exact price is. 484 00:30:46,000 --> 00:30:47,880 Whether it's Rs. 60 or 150. 485 00:30:48,000 --> 00:30:51,680 As an investor, I won't be able to come on board as of now. 486 00:30:52,680 --> 00:30:55,360 But I really hope that you're able 487 00:30:55,440 --> 00:30:58,240 to deliver this Italian delight to every household in India. 488 00:30:58,320 --> 00:30:59,840 Thank you. 489 00:30:59,920 --> 00:31:03,000 Even before covid, the business could not scale up. 490 00:31:03,840 --> 00:31:05,600 Sales were Rs. 50 lakhs a month. 491 00:31:05,880 --> 00:31:06,960 That's Rs. 6 crores. 492 00:31:08,280 --> 00:31:10,280 I think you're pursuing it as it's a passion. 493 00:31:11,440 --> 00:31:13,520 I don't see the business happening. 494 00:31:14,800 --> 00:31:16,280 So, I am out. Thank you. 495 00:31:17,800 --> 00:31:19,360 This category per se, 496 00:31:19,440 --> 00:31:21,760 whether it's burrata or gelato, 497 00:31:21,880 --> 00:31:25,000 or macaroons, basically the mass premium category, 498 00:31:25,080 --> 00:31:26,760 will grow in size as a TAM. 499 00:31:27,760 --> 00:31:29,840 But for it to get a scale, 500 00:31:30,320 --> 00:31:32,160 it's going to be a slow process. 501 00:31:33,600 --> 00:31:36,000 It's a patient long-term journey 502 00:31:36,360 --> 00:31:39,800 which I will not be able to be a part of. So, I am out. 503 00:31:40,160 --> 00:31:41,280 - Thank you. - Thank you. 504 00:31:41,960 --> 00:31:44,160 Pre-Covid you earned 505 00:31:44,240 --> 00:31:46,520 Rs. 6 crores with your business. 506 00:31:47,440 --> 00:31:50,640 For the two of you, that isn't enough to run your household. 507 00:31:50,720 --> 00:31:52,160 You said that you are married. 508 00:31:52,680 --> 00:31:56,360 Can you explain how you are bearing your personal expenses? 509 00:31:56,440 --> 00:31:58,760 I'm working as a guide and a co-founder. 510 00:31:58,840 --> 00:32:02,360 I'm a co-founder and director 511 00:32:02,760 --> 00:32:04,520 in four more businesses. 512 00:32:05,040 --> 00:32:08,080 My businesses are in England, India and Italy. 513 00:32:08,160 --> 00:32:10,720 So you run the business primarily. 514 00:32:10,840 --> 00:32:12,280 What is your equity? 515 00:32:52,880 --> 00:32:55,800 I think you need somebody 516 00:32:56,080 --> 00:32:59,640 who can help you understand Indian consumers well. 517 00:33:17,760 --> 00:33:19,120 for a business of this size 518 00:33:19,200 --> 00:33:21,600 and expect them to grow your business. 519 00:33:21,680 --> 00:33:23,280 [tense music] 520 00:33:23,400 --> 00:33:24,360 And the second problem is, 521 00:33:24,440 --> 00:33:27,040 you are earning just Rs. 5 lakhs per month right now. 522 00:33:28,200 --> 00:33:29,760 It means Rs. 60 lakhs per year. 523 00:33:30,040 --> 00:33:31,880 I'm not counting your other businesses. 524 00:33:31,960 --> 00:33:34,160 The only business that matters is this business. 525 00:33:35,200 --> 00:33:37,600 You are at Rs. 60 lakhs run rate, my friend. 526 00:33:39,080 --> 00:33:41,920 It means I can't value you more than a couple of crores. 527 00:33:42,560 --> 00:33:45,360 No matter what offer I give you, it won't make sense. 528 00:33:46,560 --> 00:33:49,080 For this reason, I'm out. 529 00:33:57,120 --> 00:33:59,840 [thrilling music] 530 00:34:00,680 --> 00:34:02,360 - In this business? - Yes! 531 00:34:15,360 --> 00:34:16,640 - Do it! - Let's do it! 532 00:34:16,760 --> 00:34:18,560 - Do we have a deal? - Yes, we have a deal. 533 00:34:18,640 --> 00:34:19,480 - Absolutely! - We have a deal. 534 00:34:34,480 --> 00:34:35,280 That's right! 535 00:34:35,360 --> 00:34:38,200 - We're happy to have a Shark with us. - Do you know what I just did? 536 00:34:38,280 --> 00:34:40,280 I made you an offer you can't refuse! 537 00:34:40,360 --> 00:34:42,160 [laughing] 538 00:34:42,240 --> 00:34:43,960 Now he is sounding like the Godfather. 539 00:34:44,040 --> 00:34:45,520 I didn't think it was going to happen 540 00:34:45,640 --> 00:34:46,840 - but I'm glad it did. - Oh my God! 541 00:34:46,920 --> 00:34:48,480 At least I get a lifetime of ice-creams. 542 00:34:48,600 --> 00:34:51,400 - Do you remember the conditions? - Absolutely! We know. 543 00:34:51,480 --> 00:34:53,720 Anupam, glad to have you on board. 544 00:34:53,800 --> 00:34:55,080 - 'Grazie bello!' - Thank you! 545 00:34:55,160 --> 00:34:56,560 Thank you! 546 00:34:56,640 --> 00:34:57,440 Thank you! 547 00:34:57,560 --> 00:34:59,600 Amazing! Amazing! Amazing! 548 00:35:01,240 --> 00:35:02,480 'Gourmet Gelato Company Pvt Ltd.' 549 00:35:02,600 --> 00:35:03,880 - Wow! - We'll make you proud. 550 00:35:03,960 --> 00:35:05,240 Alright! 551 00:35:06,280 --> 00:35:07,240 'Wow!' 552 00:35:08,560 --> 00:35:09,800 I think that was a good deal. 553 00:35:09,880 --> 00:35:11,880 - Rs. 10 crores of sales a year. - Yes! 554 00:35:12,000 --> 00:35:13,120 Very happy! 555 00:35:14,600 --> 00:35:15,640 We are going to deliver. 556 00:35:15,720 --> 00:35:17,880 [sweeping music] 557 00:35:31,640 --> 00:35:34,200 [ethereal music] 558 00:35:41,720 --> 00:35:46,000 Sharks, do you remember the happy moments of our childhood? 559 00:35:47,800 --> 00:35:50,240 Stealing flowers from a nearby garden. 560 00:35:50,480 --> 00:35:52,800 Playing with Touch-me-not plants. 561 00:35:52,880 --> 00:35:53,880 Wow! 562 00:35:54,600 --> 00:35:57,160 Blowing the dandelion seeds away. 563 00:35:57,440 --> 00:36:01,280 Or just laying down on the green grass and staring at the sky. 564 00:36:01,680 --> 00:36:05,600 We wished to catch those moments. 565 00:36:05,800 --> 00:36:07,200 If I tell you 566 00:36:07,280 --> 00:36:11,360 that we can give you an experience of blissful nature 567 00:36:11,440 --> 00:36:15,160 and you may keep it safe with you, 568 00:36:15,280 --> 00:36:18,680 and enhance your appearance too. 569 00:36:24,280 --> 00:36:26,440 [sweeping music] 570 00:36:27,120 --> 00:36:31,120 It's India's first floral jewellery brand. 571 00:36:31,240 --> 00:36:33,920 LeafyAffair preserves real flowers, leaves 572 00:36:34,000 --> 00:36:35,720 and seeds, 573 00:36:35,800 --> 00:36:37,800 and turns them into beautiful jewellery. 574 00:36:38,000 --> 00:36:40,000 [inspirational music] 575 00:36:40,680 --> 00:36:44,040 Floral jewellery is also known as botanical jewellery. 576 00:36:44,160 --> 00:36:47,040 Botanical jewellery is a new concept 577 00:37:05,800 --> 00:37:08,080 Our vision is to become 578 00:37:08,360 --> 00:37:11,560 the biggest botanical lifestyle brand. 579 00:37:12,640 --> 00:37:16,440 So, Sharks, I'm here to seek an investment of Rs. 50 lakhs 580 00:37:23,720 --> 00:37:27,280 An affair with nature that even your partners will approve of. 581 00:37:29,200 --> 00:37:32,480 - Is the pendant you're wearing contains flower? - Yes! 582 00:37:32,560 --> 00:37:34,240 It's a real rose. 583 00:37:34,320 --> 00:37:37,400 We preserved it and then designed it. 584 00:37:37,480 --> 00:37:39,280 Okay. I really like what you're wearing. 585 00:37:39,360 --> 00:37:42,400 - Thank you! - The ensemble of trainers, the suit and the rose. 586 00:37:42,480 --> 00:37:43,920 Let's talk about your business. 587 00:37:44,000 --> 00:37:45,480 But first, I want to know 588 00:37:45,600 --> 00:37:47,760 - if you studied something. - Yes! 589 00:37:48,280 --> 00:37:50,960 Yes? [chuckling] 590 00:37:51,200 --> 00:37:54,400 - I pursued BSc and MSc in biotechnology. - Alright. 591 00:37:54,480 --> 00:37:57,400 Later on, I pursued MBA 592 00:37:57,480 --> 00:37:59,680 - from Symbiosis through distance learning. - Nice. 593 00:37:59,760 --> 00:38:02,120 Please tell us about your connection with nature. 594 00:38:02,240 --> 00:38:03,520 And why do you have that connection? 595 00:38:03,600 --> 00:38:07,880 I love plants and animals since childhood. 596 00:38:08,240 --> 00:38:10,760 My mom used to do gardening. 597 00:38:10,840 --> 00:38:13,360 When I was a child, somebody told me 598 00:38:13,440 --> 00:38:16,920 that tech will take over the world in future. 599 00:38:17,000 --> 00:38:18,880 [thrilling music] 600 00:38:18,960 --> 00:38:21,600 As a young girl 601 00:38:21,720 --> 00:38:23,480 I imagined 602 00:38:23,600 --> 00:38:26,560 that the world would be full of robots without trees and flowers. 603 00:38:26,640 --> 00:38:28,680 - Ouch! - Oh! 604 00:38:29,000 --> 00:38:31,000 I didn't like it 605 00:38:31,080 --> 00:38:33,200 so I decided 606 00:38:33,280 --> 00:38:35,280 not to become an engineer 607 00:38:35,360 --> 00:38:36,880 and I wanted to do something in bio. 608 00:38:36,960 --> 00:38:38,480 In which year did you start? 609 00:38:38,640 --> 00:38:41,920 I got an idea in 2016. 610 00:38:42,000 --> 00:38:45,600 Can I show you the products? 611 00:38:45,680 --> 00:38:48,440 - Yes, sure! Please! - Sure! That will be great. 612 00:38:49,680 --> 00:38:53,160 [ethereal music] 613 00:38:53,440 --> 00:38:54,680 Thank you! 614 00:38:55,200 --> 00:38:56,360 Thank you! 615 00:38:56,440 --> 00:38:59,480 The packaging is beautiful. Loved it! 616 00:38:59,800 --> 00:39:03,040 [ethereal music] 617 00:39:06,120 --> 00:39:08,000 It's nice. Vineeta, look! 618 00:39:08,080 --> 00:39:09,880 - Wow! - '- Very pretty!' 619 00:39:12,240 --> 00:39:13,800 It's stunning. What's this? 620 00:39:13,880 --> 00:39:15,960 It's a dandelion. The one we blow at. 621 00:39:16,080 --> 00:39:18,160 - I get it. So it's a paperweight. - It's a paperweight. 622 00:39:18,240 --> 00:39:19,600 Wonderful! 623 00:39:20,480 --> 00:39:22,520 Do you have jewellery for men too? 624 00:39:22,600 --> 00:39:24,040 - Yes, sir! - Which one? 625 00:39:24,400 --> 00:39:26,720 Wow! She's ready. 626 00:39:27,640 --> 00:39:31,680 This necklace was worn by Ranveer Singh. 627 00:39:31,760 --> 00:39:33,800 Is that so? What are the other items? 628 00:39:33,880 --> 00:39:35,920 [motivational music] 629 00:39:38,360 --> 00:39:41,640 Supriya, look! "Mogambo is impressed." 630 00:39:41,720 --> 00:39:43,880 You look superb. 631 00:39:45,640 --> 00:39:47,720 Oh, wow! 632 00:39:49,120 --> 00:39:50,480 Show me yours. 633 00:39:50,600 --> 00:39:52,400 - How is it? - Gang Starr! 634 00:39:52,480 --> 00:39:54,520 Gang Starr! 635 00:39:56,440 --> 00:40:00,320 - What's the price of the necklace? - The sunflower is for Rs. 1,500. 636 00:40:05,160 --> 00:40:09,760 The paperweight has the highest MRP of Rs. 3,500. 637 00:40:11,160 --> 00:40:13,040 It isn't silver-plated, right? 638 00:40:13,160 --> 00:40:15,240 - It's ordinary metal. - No. It's artificial metal. Yes! 639 00:40:15,320 --> 00:40:18,280 Isn't it expensive for ordinary metal? 640 00:40:20,320 --> 00:40:22,120 The metal isn't expensive 641 00:40:22,240 --> 00:40:25,640 but it contains a real flower which is unique. 642 00:40:25,840 --> 00:40:27,680 Flowers aren't expensive. They are cheap. 643 00:40:27,760 --> 00:40:29,960 I'm talking about the preservation process. 644 00:40:33,160 --> 00:40:35,840 Basically, we get rid of its moisture 645 00:40:35,920 --> 00:40:38,720 and we preserve its colour and form. 646 00:40:38,800 --> 00:40:40,600 We used to preserve flowers in books 647 00:40:40,680 --> 00:40:43,360 - during school days and then we gave them to girls. - Correct! 648 00:40:43,360 --> 00:40:44,400 That is called pressing. 649 00:40:44,480 --> 00:40:47,040 - It seems you gave too many flowers. - Too many! 650 00:40:47,200 --> 00:40:48,360 It's called pressing. 651 00:40:48,440 --> 00:40:51,640 When we want to preserve flowers in a 2-D form, 652 00:40:51,720 --> 00:40:52,880 we do pressing. 653 00:40:52,960 --> 00:40:56,880 And to preserve something in a 3-D form, like the paperweight, 654 00:40:56,960 --> 00:40:59,840 we use silica gel 655 00:41:00,040 --> 00:41:01,360 to get rid of the moisture 656 00:41:01,480 --> 00:41:04,400 and then we design them with resin. 657 00:41:04,480 --> 00:41:05,880 It's too beautiful. 658 00:41:07,120 --> 00:41:09,960 Generally, people buy them for personal use or to gift others. 659 00:41:10,040 --> 00:41:11,640 Mostly they buy them for gifting 660 00:41:11,720 --> 00:41:14,440 and additionally, 661 00:41:14,560 --> 00:41:16,520 every flower has a story. 662 00:41:17,680 --> 00:41:20,160 For example, the Forget-me-not flower. 663 00:41:20,240 --> 00:41:23,600 A French knight gifted that flower to the princess 664 00:41:23,680 --> 00:41:25,200 at his last breath. 665 00:41:25,280 --> 00:41:27,520 - He said, "forget me not". - Wow! 666 00:41:33,520 --> 00:41:36,320 - Um, we are working on it, actually. - You're working on it. 667 00:41:36,400 --> 00:41:38,760 [dramatic music] 668 00:41:38,880 --> 00:41:40,440 What are your sales figures? 669 00:41:40,520 --> 00:41:42,560 Last year, we made a sale of Rs. 1.10 crores. 670 00:42:11,520 --> 00:42:12,920 - or corporate gifting too? - It's directly to the consumer. 671 00:42:21,920 --> 00:42:23,720 Fully bootstrapped. What's your profit? 672 00:42:36,280 --> 00:42:39,680 - and stationery... - Forget about the stationery. What is your repeat? 673 00:42:43,800 --> 00:42:45,200 Yes! 674 00:42:46,240 --> 00:42:48,480 We are aware and we're working on that 675 00:42:48,560 --> 00:42:51,480 because we aren't doing retention marketing. 676 00:42:51,560 --> 00:42:55,640 We must have more SKUs in a fashion brand 677 00:43:05,200 --> 00:43:09,600 they'll start a different line of LeafyAffair. 678 00:43:18,440 --> 00:43:20,720 - Actually... - Her point is valid 679 00:43:20,800 --> 00:43:22,600 that it's easy to copy. 680 00:43:22,680 --> 00:43:24,840 It's easy to copy. Yes! 681 00:43:24,960 --> 00:43:26,720 [adventurous music] 682 00:43:26,800 --> 00:43:30,120 We are the experts 683 00:43:30,200 --> 00:43:32,200 in the botanical jewellery niche 684 00:43:32,320 --> 00:43:36,560 and we introduce new SKUs every season. 685 00:43:36,640 --> 00:43:38,400 The challenge we face 686 00:43:38,520 --> 00:43:40,400 when we want to create a new SKU 687 00:43:40,480 --> 00:43:43,840 is in flower preservation, the story and the content. 688 00:43:43,920 --> 00:43:45,520 And it takes some time. 689 00:43:47,360 --> 00:43:49,920 How many pieces do you make every month right now? 690 00:43:50,000 --> 00:43:52,320 We make around 6,000 to 7,000 pieces. 691 00:43:54,840 --> 00:43:56,920 According to your revenue, 692 00:43:57,000 --> 00:44:00,400 you must be selling around 1,500 units per month. 693 00:44:00,520 --> 00:44:03,720 - You said Rs. 21 lakhs. - No, I sell around 2,000 units per month. 694 00:44:03,800 --> 00:44:07,280 Alright. It's a round figure. Then why are you making 6,000 pieces? 695 00:44:07,360 --> 00:44:09,760 [dramatic music] 696 00:44:09,840 --> 00:44:11,640 Are you increasing your inventory? 697 00:44:11,720 --> 00:44:15,240 No! We have a manufacturer in China. 698 00:44:17,400 --> 00:44:19,880 Managing orders and the transit every month 699 00:44:20,000 --> 00:44:21,520 is a bit troublesome. 700 00:44:21,600 --> 00:44:23,560 How big your business will be in the next 3-4 years? 701 00:44:23,640 --> 00:44:26,320 After five years, we'll become Rs. 100 crores brand for sure. 702 00:44:26,400 --> 00:44:28,840 - So you can make it a Rs. 100 crores business. - Yes! 703 00:44:29,760 --> 00:44:31,560 I have made my decision. 704 00:44:37,600 --> 00:44:40,840 First, I feel there will be a scalability issue. 705 00:44:40,920 --> 00:44:44,160 Secondly, I think it lacks competitive moat. 706 00:44:44,840 --> 00:44:47,440 I think my issue is with the manufacturing. 707 00:44:48,720 --> 00:44:49,960 You have an MOQ 708 00:44:50,040 --> 00:44:51,440 which is the minimum order quantity. 709 00:44:51,520 --> 00:44:53,720 You can't adjust to the demand 710 00:44:53,800 --> 00:44:56,080 when manufacturing isn't under your control. 711 00:44:58,200 --> 00:44:59,840 So I think that's a weakness 712 00:44:59,920 --> 00:45:02,240 and you must take measures to solve it. 713 00:45:02,360 --> 00:45:05,440 - We will... - I hope you crack it at some point. 714 00:45:05,560 --> 00:45:07,840 I wish you the best but I'm out. 715 00:45:08,680 --> 00:45:11,360 Your mission of 'keeping nature close to your heart' 716 00:45:11,480 --> 00:45:13,240 is a laudable one. 717 00:45:13,320 --> 00:45:16,080 And your brand name LeafyAffair is nice too. 718 00:45:16,200 --> 00:45:18,600 I liked your design sensibility 719 00:45:18,680 --> 00:45:19,960 and the designs are great. 720 00:45:20,040 --> 00:45:23,480 I think in the long term, 721 00:45:24,320 --> 00:45:27,720 it will become a unique range of business as a jewellery brand. 722 00:45:28,720 --> 00:45:31,320 Your repeat rate is 12%. 723 00:45:31,400 --> 00:45:33,560 It means it's bought like a novelty. 724 00:45:35,120 --> 00:45:36,120 Yes. 725 00:45:36,200 --> 00:45:38,720 It's difficult to estimate how big this market is. 726 00:45:38,800 --> 00:45:41,800 As it's manufactured in China, there must be a market globally too. 727 00:45:41,920 --> 00:45:45,200 - There's a global market. - I don't know if it's a big market globally. 728 00:45:45,280 --> 00:45:48,360 I want to be out of it. Best of luck! 729 00:45:50,040 --> 00:45:53,040 My biggest problem in evaluating your business 730 00:45:53,120 --> 00:45:55,280 is in estimating its growth. 731 00:45:55,600 --> 00:45:58,040 I can't fathom how it'll cross the threshold 732 00:45:58,120 --> 00:46:00,040 of Rs. 10 crores to Rs. 20 crores. 733 00:46:02,440 --> 00:46:06,160 My personal advice is that you don't need the Sharks. 734 00:46:06,400 --> 00:46:08,960 You have established a good business and you're doing well. 735 00:46:09,040 --> 00:46:10,720 You are an inspiration for our country 736 00:46:10,800 --> 00:46:13,680 because you made a profit of crores of rupees sitting at your home. 737 00:46:13,760 --> 00:46:16,000 You demonstrated that for a niche product. 738 00:46:16,160 --> 00:46:19,320 It was a great learning experience. All the best but I want to be out. 739 00:46:20,040 --> 00:46:22,880 I'm excited about your industry. 740 00:46:22,960 --> 00:46:24,880 [adventurous music] 741 00:46:25,040 --> 00:46:26,560 I think it's fantastic. 742 00:46:29,080 --> 00:46:30,520 But your pitch is all wrong. 743 00:46:31,520 --> 00:46:32,880 Okay. 744 00:46:33,440 --> 00:46:35,760 I think your brand name LeafyAffair is wrong. 745 00:47:09,040 --> 00:47:12,640 - contact me at that time. I'd love to fund you. - Okay. 746 00:47:13,080 --> 00:47:14,960 - I'm out. Good luck! - Fine. 747 00:47:15,040 --> 00:47:17,640 Thank you! It was amazing meeting you. Bye! 748 00:47:17,760 --> 00:47:19,880 Thank you! 749 00:47:20,360 --> 00:47:22,440 [dramatic music] 750 00:47:23,440 --> 00:47:25,720 'In today's Shark Xperience segment, ' 751 00:47:25,960 --> 00:47:28,040 'Amit, Aftab from Lucknow has a question for you.' 752 00:47:28,320 --> 00:47:29,600 'People often say' 753 00:47:29,680 --> 00:47:32,360 'that it's difficult to work with a family member' 754 00:47:32,440 --> 00:47:35,080 'but your brother is your co-founder.' 755 00:47:35,160 --> 00:47:37,400 'What are the benefits and drawbacks of the same?' 756 00:47:37,520 --> 00:47:40,960 My nature is aggressive, impatient 757 00:47:41,240 --> 00:47:44,120 and short-tempered. Though I have controlled it now. 758 00:47:44,200 --> 00:47:45,960 I'm quite short-tempered. 759 00:47:46,200 --> 00:47:50,480 On the contrary, Anurag is calm and patient. 760 00:47:50,960 --> 00:47:52,320 He isn't aggressive. 761 00:47:52,400 --> 00:47:54,720 He takes time before making decisions. 762 00:47:54,800 --> 00:47:57,320 On the other hand, I take decisions quickly on a daily basis. 763 00:47:57,720 --> 00:48:01,960 Our complimentary nature is beneficial for the company.