1 00:00:33,720 --> 00:00:37,240 [music playing] 2 00:00:39,440 --> 00:00:41,360 Since childhood, we have encountered many problems 3 00:00:41,440 --> 00:00:44,400 but instead of ignoring them 4 00:00:44,480 --> 00:00:47,560 we try to find a solution. 5 00:00:47,680 --> 00:00:50,080 [music playing] 6 00:00:50,160 --> 00:00:52,600 We throw away worn-out things. 7 00:00:52,680 --> 00:00:55,720 But he brings it, opens it, 8 00:00:55,800 --> 00:00:57,760 and repairs it. 9 00:00:57,840 --> 00:00:59,440 [music playing] 10 00:00:59,600 --> 00:01:01,160 We faced that problem too. 11 00:01:01,240 --> 00:01:03,480 We felt that this problem must be resolved. 12 00:01:03,560 --> 00:01:05,800 [music playing] 13 00:01:05,880 --> 00:01:09,240 We are presenting the solution on Shark Tank India Season 2. 14 00:01:09,360 --> 00:01:11,680 [music playing] 15 00:01:15,480 --> 00:01:17,320 - Greetings, sharks! - Greetings. 16 00:01:17,440 --> 00:01:20,200 Before the pitch begins, let's have a cup of tea. 17 00:01:20,320 --> 00:01:21,480 - Wow. - Amazing. 18 00:01:21,600 --> 00:01:23,560 - We need it. - It will be great. 19 00:01:23,680 --> 00:01:27,280 If you serve us good tea, it might work in your favour. 20 00:01:27,640 --> 00:01:29,240 - Dhaval. - Yes, sir. 21 00:01:29,320 --> 00:01:30,880 Welcome to Shark Tank. 22 00:01:30,960 --> 00:01:32,160 Do you know him? 23 00:01:32,280 --> 00:01:34,920 It's an interesting story. I will share it soon. 24 00:01:35,000 --> 00:01:36,480 Wow! 25 00:01:38,640 --> 00:01:40,760 You're health conscious so 26 00:01:40,840 --> 00:01:42,280 I'm serving you tea with less sugar. 27 00:01:42,280 --> 00:01:44,080 Oh, wow! Thank you so much. 28 00:01:44,160 --> 00:01:46,440 [music playing] 29 00:01:47,040 --> 00:01:47,920 The tea is great. 30 00:01:48,040 --> 00:01:49,840 Yes, it's amazing. 31 00:01:49,960 --> 00:01:52,360 - Thank you for the tea. - Thank you. 32 00:01:53,640 --> 00:01:56,400 Big businesses are planned over tea. 33 00:01:56,480 --> 00:01:59,080 - So, we decided to try it here. - Great! 34 00:01:59,160 --> 00:02:01,680 What do we need in the morning? A cup of tea. 35 00:02:03,040 --> 00:02:04,800 During office breaks, 36 00:02:04,880 --> 00:02:06,760 what do we need? A cup of tea. 37 00:02:07,240 --> 00:02:09,320 What does Salman Khan need? 38 00:02:09,400 --> 00:02:11,200 One hot cup of tea. 39 00:02:11,280 --> 00:02:13,040 [laughs] 40 00:02:13,120 --> 00:02:16,360 We, Indians, love tea so much 41 00:02:16,440 --> 00:02:18,560 that there's a tea stall at every corner. 42 00:02:19,560 --> 00:02:22,400 When we drink tea there, it's served in paper cups 43 00:02:22,520 --> 00:02:24,600 or a glass. 44 00:02:24,680 --> 00:02:26,720 The paper cup 45 00:02:26,800 --> 00:02:30,600 costs us and our environment a lot. 46 00:02:31,520 --> 00:02:33,880 When it's served in a glass, 47 00:02:33,960 --> 00:02:37,040 have you ever seen how it's washed? 48 00:02:37,080 --> 00:02:37,840 Yes, I have. 49 00:02:37,960 --> 00:02:41,640 To solve this problem, we have created 50 00:02:41,720 --> 00:02:43,360 tea glass washing machine. 51 00:02:44,160 --> 00:02:47,440 It can hygienically wash 12 to 15 glasses 52 00:02:58,320 --> 00:03:02,240 can be used to develop more products for the washing industry. 53 00:03:02,920 --> 00:03:04,200 Sharks, our vision is 54 00:03:04,280 --> 00:03:06,960 to install this machine at every tea stall in India. 55 00:03:07,040 --> 00:03:09,160 Everybody must be served a hygienic cup of tea. 56 00:03:16,280 --> 00:03:19,680 We are Team Mahantam from Banaskantha, Gujarat. 57 00:03:19,800 --> 00:03:22,400 - We need 30 lakhs for 10% equity. - Woah! 58 00:03:26,720 --> 00:03:29,880 I will drink tea in a cup washed by Mahantam washer. 59 00:03:29,960 --> 00:03:31,920 - Woah! - Wow! 60 00:03:32,000 --> 00:03:36,680 Wow! It was great, Dhaval and Jayesh! 61 00:03:36,760 --> 00:03:38,920 Welcome to Shark Tank. 62 00:03:39,000 --> 00:03:41,840 I feel I'm more nervous than you. 63 00:03:42,440 --> 00:03:45,080 When I got my first funding round, 64 00:03:56,800 --> 00:03:59,800 that people have to work hard to make it to Shark Tank. 65 00:03:59,880 --> 00:04:01,720 We receive more than lakh applications. 66 00:04:01,800 --> 00:04:04,760 We receive a lot of applications. I thought about my journey. 67 00:04:04,840 --> 00:04:07,320 All of us got a chance 68 00:04:08,200 --> 00:04:09,600 and after that 69 00:04:09,680 --> 00:04:12,480 I have invested in 200 companies and I'm sitting here. 70 00:04:13,200 --> 00:04:16,000 But, there are so many people with ideas 71 00:04:16,080 --> 00:04:17,200 but there are so many hurdles. 72 00:04:17,280 --> 00:04:21,000 If you can't make a business plan, how will you reach a VC? 73 00:04:21,080 --> 00:04:23,080 How will you raise money and come to Shark Tank? 74 00:04:24,560 --> 00:04:25,600 So, I floated something... 75 00:04:27,160 --> 00:04:28,680 Oh, yes, I remember. 76 00:04:28,800 --> 00:04:31,400 You have to make a one-minute reel 77 00:04:31,840 --> 00:04:34,600 and tell us what you want to do and why. 78 00:04:34,680 --> 00:04:38,400 Our team will pick a few, give them a grant 79 00:04:38,920 --> 00:04:40,960 - for no equity. - Wow. 80 00:04:41,040 --> 00:04:43,320 So, Dhaval and Jayesh 81 00:04:43,400 --> 00:04:47,040 - had received a grant through us. - Oh, lovely. 82 00:04:47,280 --> 00:04:50,120 You have fulfilled my dream by making it here. 83 00:04:50,200 --> 00:04:52,200 - Good job! - Well done! 84 00:04:53,560 --> 00:04:55,360 First of all, I wish to say 85 00:04:55,440 --> 00:04:58,440 that this machine here is our latest version. 86 00:04:58,560 --> 00:05:01,080 We have built this machine with your grant. 87 00:05:01,160 --> 00:05:02,800 - Wow! - That's why we could make it. 88 00:05:02,880 --> 00:05:04,720 Otherwise, we would've presented the older version. 89 00:05:04,800 --> 00:05:07,040 - Oh, my God! - Very nice. 90 00:05:07,120 --> 00:05:08,360 Thank you. 91 00:05:09,600 --> 00:05:13,520 Dhaval and Jayesh, tell us a bit more about your story. 92 00:05:13,720 --> 00:05:17,040 Sir, I always wanted to have a business. 93 00:05:17,560 --> 00:05:20,560 So, when we were at home during the lockdown, 94 00:05:20,640 --> 00:05:22,560 he used to work on the machine 95 00:05:22,640 --> 00:05:25,120 and I was looking for business ideas 96 00:05:25,200 --> 00:05:27,080 to move ahead. 97 00:05:27,160 --> 00:05:30,320 That's when he fully developed the machine. 98 00:05:30,840 --> 00:05:32,480 Then we, as brothers... 99 00:05:32,560 --> 00:05:34,560 - Are you brothers? - Yes. 100 00:05:34,640 --> 00:05:36,840 And you've studied in the same school. 101 00:05:36,920 --> 00:05:39,120 Yes, we studied in the same school 102 00:05:39,160 --> 00:05:40,920 till I was in 11th and he was in 9th. 103 00:05:41,000 --> 00:05:42,800 - Okay. - Then I went to Dhanera. 104 00:05:42,880 --> 00:05:44,760 And he went to Palanpur to pursue his diploma. 105 00:05:44,800 --> 00:05:45,360 Okay. 106 00:05:45,440 --> 00:05:49,040 In the beginning, I went and met all the professors. 107 00:05:49,360 --> 00:05:53,560 One of them guided me to another professor. 108 00:05:53,680 --> 00:05:55,680 So, that's how I met Mr Brijesh Patel. 109 00:05:55,760 --> 00:05:57,080 He's my mentor now. 110 00:05:57,160 --> 00:05:58,640 While pursuing my diploma, 111 00:05:58,760 --> 00:06:02,000 I would drink tea at a stall outside the college, regularly. 112 00:06:02,480 --> 00:06:04,640 All of us used to drink tea at the stall outside the college. 113 00:06:04,720 --> 00:06:06,040 We still do. 114 00:06:06,120 --> 00:06:09,520 I used to notice the tub of water with glasses every day. 115 00:06:09,600 --> 00:06:11,520 They would just rinse it and serve. 116 00:06:11,640 --> 00:06:12,680 Yeah. 117 00:06:13,440 --> 00:06:15,120 But, we used to find it normal. 118 00:06:15,200 --> 00:06:18,000 I got accustomed drinking it every day. 119 00:06:18,400 --> 00:06:20,000 [chuckles] 120 00:06:22,160 --> 00:06:24,840 But, one day, I noticed 121 00:06:24,920 --> 00:06:26,040 that the goat raised by that uncle 122 00:06:27,120 --> 00:06:29,440 came and put its mouth into the water. 123 00:06:29,520 --> 00:06:31,960 The goat drank water from the bucket that had the glasses. 124 00:06:32,040 --> 00:06:34,480 Oh! 125 00:06:39,440 --> 00:06:40,640 No. 126 00:06:43,840 --> 00:06:46,240 I've solved this problem for you. 127 00:06:46,320 --> 00:06:47,920 Thank you. 128 00:06:48,400 --> 00:06:49,520 So cute. 129 00:06:49,600 --> 00:06:53,640 I told the uncle that the goat is drinking the water. 130 00:06:53,760 --> 00:06:56,520 And he was indifferent. 131 00:06:56,600 --> 00:06:58,200 This can be ignored. 132 00:06:58,280 --> 00:06:59,600 He spoke in his language. 133 00:06:59,720 --> 00:07:01,960 Ignorance is bliss, something like that. 134 00:07:02,160 --> 00:07:05,720 Firstly, I stopped drinking tea there. 135 00:07:06,160 --> 00:07:08,080 Then, while I was at home during Covid-19, 136 00:07:08,160 --> 00:07:12,200 my dad had gifted me a laptop before that 137 00:07:13,040 --> 00:07:14,840 and I took it, 138 00:07:14,920 --> 00:07:17,600 searched on YouTube: How to make a design. 139 00:07:17,680 --> 00:07:21,920 It took me six months to learn design. 140 00:07:22,000 --> 00:07:23,080 As soon as the lockdown got lifted, 141 00:07:23,160 --> 00:07:24,920 I went to Dhanera with my dad 142 00:07:25,000 --> 00:07:28,840 at the hardware shop that was repairing our bed. 143 00:07:28,920 --> 00:07:32,200 I asked my dad to speak to them for me. 144 00:07:32,280 --> 00:07:34,360 I spoke to them 145 00:07:34,440 --> 00:07:36,280 and told them that I want to work there. 146 00:07:37,360 --> 00:07:38,600 I will help you, 147 00:07:38,720 --> 00:07:41,080 work for you and I don't want to be paid. 148 00:07:41,160 --> 00:07:43,560 Gradually, I put my word. 149 00:07:43,640 --> 00:07:47,920 I asked if I could make things with the scraps lying around. 150 00:07:48,000 --> 00:07:49,520 They said yes. 151 00:07:49,600 --> 00:07:52,040 [music playing] 152 00:07:52,160 --> 00:07:54,080 I had two hours of break. 153 00:07:54,160 --> 00:07:56,240 I used that time to do my work. 154 00:07:56,320 --> 00:07:59,000 [music playing] 155 00:07:59,640 --> 00:08:03,600 And soon, I made a machine 156 00:08:03,680 --> 00:08:06,240 which was a total failure. 157 00:08:06,320 --> 00:08:07,600 This is the machine. 158 00:08:08,080 --> 00:08:10,280 It took me six months to make this failed model. 159 00:08:10,400 --> 00:08:13,000 I made the second machine and it failed too. 160 00:08:13,080 --> 00:08:16,200 But, my mechanism was set. 161 00:08:16,920 --> 00:08:19,800 I made the third machine and it failed too. 162 00:08:19,920 --> 00:08:21,760 Even the fourth one failed. 163 00:08:21,840 --> 00:08:24,600 One day, while making the machine, the uncle walked to me 164 00:08:24,680 --> 00:08:27,600 and told me that I'm wasting my time 165 00:08:27,680 --> 00:08:30,640 and the worker's too. He asked me to let it be. 166 00:08:30,720 --> 00:08:33,120 So, I went to meet my teacher in Palanpur. 167 00:08:33,200 --> 00:08:36,720 I told him that I want to make a machine and I don't have money. 168 00:08:36,920 --> 00:08:39,720 He told me not to worry and gave me 10,000 rupees. 169 00:08:41,040 --> 00:08:42,160 Wow! 170 00:08:42,240 --> 00:08:45,080 So, I started making it again. 171 00:08:47,600 --> 00:08:48,720 It took me a month. 172 00:08:48,800 --> 00:08:53,240 The water flow, mechanism, everything was set. 173 00:08:53,320 --> 00:08:57,320 The prototype was ready but it wasn't ready for the market. 174 00:08:57,480 --> 00:08:59,600 I have a friend who is a YouTuber. 175 00:08:59,680 --> 00:09:02,520 He offered to make a video of me. 176 00:09:02,600 --> 00:09:04,960 They shot a video of me and uploaded it on YouTube. 177 00:09:05,080 --> 00:09:07,360 [music playing] 178 00:09:08,920 --> 00:09:10,840 - Awesome! - Wow, man! 179 00:09:10,960 --> 00:09:14,000 There's an engineer in Surat, Chai Makers By Engineers. 180 00:09:14,520 --> 00:09:16,520 He was a mechanical engineer 181 00:09:16,600 --> 00:09:18,320 and he called me after watching this video. 182 00:09:18,400 --> 00:09:20,040 He wanted to purchase this machine. 183 00:09:20,120 --> 00:09:22,040 - He was a tea maker. - Yes. 184 00:09:22,800 --> 00:09:24,720 Now, I started feeling successful. 185 00:09:26,320 --> 00:09:28,880 I spoke to my mentor 186 00:09:28,960 --> 00:09:31,680 and he asked me to give the machine 187 00:09:31,760 --> 00:09:34,680 but not charge them. 188 00:09:34,760 --> 00:09:37,520 Because it's my first machine. I agreed. 189 00:09:38,280 --> 00:09:40,520 Somewhere, money was the constraint. 190 00:09:40,600 --> 00:09:43,680 So, I went to college and met my professor. 191 00:09:43,760 --> 00:09:45,000 I went to another college too. 192 00:09:45,160 --> 00:09:46,800 I presented over there. 193 00:09:58,200 --> 00:10:00,400 and we have sold three machines already. 194 00:10:00,480 --> 00:10:01,840 One in Karnataka. 195 00:10:07,360 --> 00:10:08,680 I sold the first machine for 20,000. 196 00:10:08,760 --> 00:10:11,440 I sold the second and third machine for 28,000. 197 00:10:11,520 --> 00:10:13,320 Woah! 198 00:10:15,320 --> 00:10:18,960 - Social media is powerful in India. - Amazing! 199 00:10:19,040 --> 00:10:22,760 If 5-6 entrepreneurs make innovation in a village, 200 00:10:22,880 --> 00:10:24,160 and upload it on YouTube. 201 00:10:24,240 --> 00:10:26,440 They are receiving orders and people are showing interest. 202 00:10:28,800 --> 00:10:32,440 India is learning the value of business. 203 00:10:34,360 --> 00:10:35,600 What do your parents do? 204 00:10:35,680 --> 00:10:37,320 My dad runs a studio. 205 00:10:37,400 --> 00:10:40,400 He does photography and he's a LIC agent too. 206 00:10:40,480 --> 00:10:41,920 He also works as a barber from home. 207 00:10:42,000 --> 00:10:43,600 What does your dad have to say 208 00:10:43,680 --> 00:10:48,240 about your journey and your success so far? 209 00:10:48,320 --> 00:10:51,000 My dad always tells us that he trusts us. 210 00:10:51,120 --> 00:10:52,760 He motivates us to do what we want. 211 00:10:52,840 --> 00:10:54,440 You're fortunate. 212 00:10:55,240 --> 00:10:57,240 You sold the first machine for 20,000. 213 00:10:57,320 --> 00:11:00,360 Were the other two same or did you make changes? 214 00:11:00,440 --> 00:11:01,960 Yes, we did make changes. 215 00:11:02,040 --> 00:11:04,520 The first machine could only do internal washing. 216 00:11:04,600 --> 00:11:07,400 But the customer told us that it's not enough. 217 00:11:07,480 --> 00:11:10,640 While filling cups, 218 00:11:10,720 --> 00:11:12,080 if it spills on the outside, 219 00:11:12,160 --> 00:11:15,440 then we will have to dip it in the water again. 220 00:11:15,520 --> 00:11:19,280 So, we installed internal and external washing. 221 00:11:20,040 --> 00:11:21,800 So, this is the latest design. 222 00:11:21,880 --> 00:11:24,120 So, this is your ready for market version. 223 00:11:24,160 --> 00:11:25,000 Yes. 224 00:11:25,120 --> 00:11:27,520 Shall we do a demo with these tea glasses? 225 00:11:27,600 --> 00:11:29,240 - Let's go. - We will wash it. 226 00:11:29,320 --> 00:11:30,480 Come on. 227 00:11:31,200 --> 00:11:33,160 What do we have to do? Where do I keep it? 228 00:11:33,240 --> 00:11:35,040 - Is there tea in it? - There's a bit left. 229 00:11:35,120 --> 00:11:37,320 No worries. 230 00:11:38,400 --> 00:11:40,640 - The glasses won't break, right? - No, they won't. 231 00:11:41,920 --> 00:11:43,400 Give this to me. 232 00:11:43,720 --> 00:11:45,000 How many can you load at once? 233 00:11:45,080 --> 00:11:47,080 We can load 15 cups at a time. 234 00:11:47,160 --> 00:11:49,080 The washing process. 235 00:11:49,280 --> 00:11:51,200 [whirring] 236 00:11:55,000 --> 00:11:56,680 As soon as the glasses pop out after washing, 237 00:11:56,760 --> 00:11:58,560 the next batch of cups will get loaded automatically. 238 00:11:58,640 --> 00:12:00,280 Now, press it, sir. 239 00:12:00,360 --> 00:12:01,360 I have to hold it here, right? 240 00:12:01,440 --> 00:12:04,120 Hold it a bit when it starts. Now, hold it. 241 00:12:04,200 --> 00:12:05,840 Now, pull it. 242 00:12:06,800 --> 00:12:07,880 Pull it. 243 00:12:08,840 --> 00:12:11,040 Okay, release it now. 244 00:12:11,680 --> 00:12:12,840 Two batches are done. 245 00:12:12,920 --> 00:12:14,480 - They will keep stacking. - Yes. 246 00:12:14,560 --> 00:12:17,440 - 5, 5, 5, so that makes it 15. - Yes. 247 00:12:17,520 --> 00:12:19,600 [music playing] 248 00:12:20,760 --> 00:12:22,680 Do tea shops 249 00:12:22,760 --> 00:12:25,680 have an electrical outlet? 250 00:12:25,760 --> 00:12:27,680 This needs electricity to function. 251 00:12:28,160 --> 00:12:31,960 Those selling on railway platforms might not have electricity access. 252 00:12:32,040 --> 00:12:32,960 It's a good point. 253 00:12:33,080 --> 00:12:37,040 Sir, let's understand the target market first. 254 00:12:37,120 --> 00:12:38,760 So, our target is 255 00:12:38,840 --> 00:12:42,080 time and hygiene management. 256 00:12:42,160 --> 00:12:44,240 Also to show-off to a certain extent. 257 00:12:44,320 --> 00:12:45,360 [laughs] 258 00:12:45,440 --> 00:12:47,560 - I love it. - That's the target market. 259 00:12:47,640 --> 00:12:49,520 Those who have a setup, 260 00:12:49,600 --> 00:12:51,760 a place to heat tea 261 00:12:51,840 --> 00:12:53,560 then they surely have electricity connection. 262 00:12:53,680 --> 00:12:55,040 It requires a 12-voltage battery. 263 00:12:55,120 --> 00:12:59,040 They keep it to light a bulb. This can function on that. 264 00:12:59,120 --> 00:13:01,480 But it will consume the battery quickly. 265 00:13:02,760 --> 00:13:06,720 It consumes electricity worth 9 rupees for washing 10,000 glasses. 266 00:13:07,560 --> 00:13:08,640 What's the cost of the battery? 267 00:13:08,720 --> 00:13:12,360 The battery cost ranges between 1200 and 4000. 268 00:13:12,440 --> 00:13:14,480 There are variations. 269 00:13:14,560 --> 00:13:16,960 But does it help save money? 270 00:13:17,040 --> 00:13:18,600 At a normal tea stall, 271 00:13:18,680 --> 00:13:20,120 if paper cups are being used, 272 00:13:20,240 --> 00:13:22,400 around 800-1000 paper cups are used every day. 273 00:13:22,480 --> 00:13:25,520 So, it amounts to 6000 rupees for 30 days. 274 00:13:25,680 --> 00:13:28,120 - Rs. 6,000. You mean one glass costs 10 paise. - Yes. 275 00:13:28,200 --> 00:13:30,880 - Alright. - If he employs labour, 276 00:13:30,960 --> 00:13:34,440 he will have to pay Rs. 200 to the labour per day. 277 00:13:34,520 --> 00:13:36,800 So they use disposable cups. 278 00:13:36,920 --> 00:13:39,440 If we consider those expenses, our machine's cost 279 00:13:39,520 --> 00:13:41,400 will be recovered within 6 months. 280 00:13:42,520 --> 00:13:44,320 Dhaval and Jayesh, tell me something. 281 00:13:44,400 --> 00:13:46,320 There must be limited shops selling tea 282 00:13:46,400 --> 00:13:50,360 - because tea is sold on roadside stalls normally. - Yes. 283 00:13:50,880 --> 00:13:52,800 We already have requirements stating, 284 00:13:52,880 --> 00:13:54,840 "My stall is small 285 00:13:54,920 --> 00:13:57,240 so please reduce the size of the machine." 286 00:13:58,960 --> 00:14:00,920 This machine has three columns. 287 00:14:01,000 --> 00:14:02,840 It can be lengthened or reduced in size. 288 00:14:02,920 --> 00:14:04,640 Its size can be reduced. 289 00:14:04,720 --> 00:14:08,440 They may connect it to the normal water supply they use 290 00:14:08,560 --> 00:14:11,040 for their daily requirements of water. 291 00:14:11,120 --> 00:14:13,640 How much water is used in one day? 292 00:14:13,720 --> 00:14:15,560 This container's capacity is 38 litres. 293 00:14:21,840 --> 00:14:24,280 [suspenseful music] 294 00:14:26,200 --> 00:14:28,280 - Are you calculating? - Yes. 295 00:14:29,480 --> 00:14:31,520 Until you calculate, please tell me something. 296 00:14:31,600 --> 00:14:33,320 Does it contain soap too? 297 00:14:33,440 --> 00:14:35,440 Ma'am, let me give one answer 298 00:14:35,520 --> 00:14:36,800 - and then I'll answer another one. - Alright. 299 00:14:36,880 --> 00:14:38,480 How can he do two things simultaneously? 300 00:14:38,560 --> 00:14:41,160 - I was asking Jayesh. - He's adorable! 301 00:14:41,240 --> 00:14:43,360 Okay, sir. Let me tell you the monthly cost. 302 00:14:43,440 --> 00:14:46,760 He snaps and answers like a computer. 303 00:14:47,240 --> 00:14:49,200 If it washes 1,000 glasses a day, 304 00:14:49,320 --> 00:14:51,720 the cost of electricity will be one rupee. 305 00:14:52,720 --> 00:14:54,800 - Let's try to understand the market. - What about my question? 306 00:14:54,880 --> 00:14:57,720 - I'm sorry! - From where is the soap added to the machine? 307 00:14:58,400 --> 00:15:00,400 This machine doesn't use soap. 308 00:15:00,480 --> 00:15:02,480 It uses water pressure to wash the glasses. 309 00:15:02,560 --> 00:15:04,920 But the tea vendors use soap to wash the glasses. 310 00:15:05,040 --> 00:15:08,240 There is a tub containing soap water and then they dip it in clean water. 311 00:15:08,320 --> 00:15:09,520 Only a few vendors do that. 312 00:15:09,600 --> 00:15:12,280 - Otherwise, they don't use soap. - My God! 313 00:15:12,360 --> 00:15:14,680 If they need a machine that dispenses soap, 314 00:15:14,960 --> 00:15:17,680 it can easily be done as it doesn't have a big mechanism. 315 00:15:17,760 --> 00:15:20,400 As we've given a water connection, we may give a connection for soap. 316 00:15:21,480 --> 00:15:24,800 Does your machine cost Rs. 28,000 currently? 317 00:15:24,880 --> 00:15:27,320 - Yes. It costs Rs. 28,000. - What will be your margin? 318 00:15:27,400 --> 00:15:30,000 We manufactured it for Rs. 19,000. 319 00:15:30,080 --> 00:15:32,120 We get a 32% margin. 320 00:15:34,000 --> 00:15:36,040 We aim to sell 50 machines this year. 321 00:15:36,160 --> 00:15:38,440 - You'll sell 50 machines costing Rs. 30,000. - Yes! 322 00:15:38,520 --> 00:15:40,400 - What will be the total revenue? - Rs. 15 lakhs. 323 00:15:40,480 --> 00:15:42,720 You asked for Rs. 30 lakhs for 10% equity. 324 00:15:43,040 --> 00:15:46,120 How will you use this money? And how will the investor earn? 325 00:15:47,240 --> 00:15:50,960 Firstly, we don't have a manufacturing plant. 326 00:15:51,040 --> 00:15:53,240 We don't even have the basic tool. 327 00:15:53,320 --> 00:15:55,240 We want to buy the machinery and tools first. 328 00:15:55,320 --> 00:15:57,240 - We want to arrange for basic tools. - Alright! 329 00:15:57,320 --> 00:15:59,200 Then we'll register our company. 330 00:15:59,280 --> 00:16:01,720 We also need money for R&D. 331 00:16:01,840 --> 00:16:04,720 We want to try making another version too. 332 00:16:05,240 --> 00:16:08,160 How will you return the investor's money? 333 00:16:08,720 --> 00:16:11,920 We'll use some amount of the money to make 50 machines. 334 00:16:12,000 --> 00:16:14,240 It's not that we'll use Rs. 30 lakhs to manufacture 50 machines. 335 00:16:14,760 --> 00:16:16,840 We will have SKUs 336 00:16:16,960 --> 00:16:20,520 of internal washing machines and external washing machines, 337 00:16:20,680 --> 00:16:24,160 and the third category is glass washers to be used at weddings. 338 00:16:24,240 --> 00:16:27,280 We'll manufacture machines for the glasses and bowls 339 00:16:27,360 --> 00:16:30,000 used to serve food at parties. 340 00:16:30,080 --> 00:16:32,160 We planned to enter the market of tea stalls 341 00:16:32,280 --> 00:16:33,840 but now we realise 342 00:16:33,920 --> 00:16:36,280 that the market is much bigger than we thought. 343 00:16:37,040 --> 00:16:39,040 So ultimately, it's not yet decided 344 00:16:39,160 --> 00:16:41,720 how your company will grow in future. 345 00:16:41,840 --> 00:16:44,320 Right now you have a plan of building 50 machines. 346 00:16:44,400 --> 00:16:46,440 You took baby steps to reach this stage. 347 00:16:46,560 --> 00:16:47,800 "We want to take things as they come." 348 00:16:47,880 --> 00:16:50,520 - Your dream is to become a big company. - We want to be big. 349 00:16:50,600 --> 00:16:52,440 - Is that the thing? - Yes. 350 00:16:53,720 --> 00:16:57,560 - Jayesh and Dhaval, yours is an early-stage company. - Okay, sir. 351 00:16:57,680 --> 00:17:01,840 - You must not be having answers to many questions. - Correct! 352 00:17:03,800 --> 00:17:06,000 We are yet to see 353 00:17:06,080 --> 00:17:10,640 your journey ahead but I'm impressed with your innocence and diligence. 354 00:17:10,960 --> 00:17:12,360 I'll give you an offer. 355 00:17:13,840 --> 00:17:15,360 I'll give you Rs. 30 lakhs 356 00:17:24,200 --> 00:17:25,640 doing together. 357 00:17:26,960 --> 00:17:29,200 Please ask others if they want to join. 358 00:17:29,280 --> 00:17:30,720 I'll also come. 359 00:17:30,800 --> 00:17:33,640 Anupam, please lead on our behalf. The five of us are in. 360 00:17:33,720 --> 00:17:35,920 - Are all of you guys in? Alright! - Yes! 361 00:17:36,040 --> 00:17:37,560 Five-Shark deal! 362 00:17:38,560 --> 00:17:42,640 Our final offer is that all five Sharks will give you Rs. 30 lakhs 363 00:17:42,880 --> 00:17:44,360 for 20% equity. 364 00:17:50,640 --> 00:17:53,160 Let me tell you something. 365 00:17:53,280 --> 00:17:57,360 People are inspired after watching Shark Tank India. In the same way, 366 00:17:57,440 --> 00:17:59,120 your story will ease their business journey. 367 00:18:01,680 --> 00:18:05,320 Every village child would aspire to invent and build a booming business. 368 00:18:07,120 --> 00:18:10,240 Anupam's efforts have helped you grow your business to this level 369 00:18:10,520 --> 00:18:13,760 and the efforts of all the Sharks will grow it by leaps and bounds. 370 00:18:13,840 --> 00:18:15,840 Yes, I agree. 371 00:18:16,680 --> 00:18:18,000 Please think about it. 372 00:18:20,280 --> 00:18:21,800 [suspenseful music] 373 00:18:21,880 --> 00:18:25,720 Thank you so much to all the Sharks 374 00:18:25,800 --> 00:18:27,640 for offering us a deal. And... 375 00:18:32,080 --> 00:18:34,760 We want all five Sharks and the deal is closed! 376 00:18:34,840 --> 00:18:37,200 - Hurrah! - Well done, guys. 377 00:18:37,280 --> 00:18:38,560 Big brother! 378 00:18:47,520 --> 00:18:49,760 - Alright! - Thank you so much! 379 00:18:49,840 --> 00:18:51,440 Great job! 380 00:18:51,520 --> 00:18:53,960 - Good one. - Well done! Superb! 381 00:20:11,280 --> 00:20:13,720 [dramatic music] 382 00:20:32,280 --> 00:20:35,400 Sharks, we'll start our introduction with a game. 383 00:20:35,520 --> 00:20:36,800 - Alright! - Okay? 384 00:20:36,880 --> 00:20:40,080 You are provided with placards of 'yes' and 'no'. 385 00:20:40,280 --> 00:20:42,760 - Yes! - I'll ask some questions. 386 00:20:43,120 --> 00:20:45,560 The condition is that you must reply honestly 387 00:20:45,640 --> 00:20:47,640 by holding a placard of 'yes' or 'no'. 388 00:20:48,320 --> 00:20:49,400 My first question is, 389 00:20:49,480 --> 00:20:52,280 do you have a problem falling asleep? 390 00:20:54,560 --> 00:20:55,920 Daily! 391 00:20:56,040 --> 00:20:58,000 Have you ever been 392 00:20:58,120 --> 00:21:00,720 afraid of failure in life? 393 00:21:00,800 --> 00:21:03,360 [suspenseful music] 394 00:21:06,440 --> 00:21:10,680 Have you ever felt a heaviness in your chest because of anxiety, 395 00:21:10,880 --> 00:21:13,720 burnout or stress? 396 00:21:13,840 --> 00:21:15,480 [sweeping music] 397 00:21:15,800 --> 00:21:20,080 Do you regularly go for health checkups and blood tests annually? 398 00:21:21,520 --> 00:21:23,040 And the last question. 399 00:21:23,120 --> 00:21:26,760 Have you ever undergone a mental strength test? 400 00:21:26,880 --> 00:21:29,600 [dramatic music] 401 00:21:29,680 --> 00:21:31,040 You got it done! 402 00:21:32,240 --> 00:21:34,400 Sharks, I think all of us know 403 00:21:34,480 --> 00:21:37,000 that our country is the most depressed country 404 00:21:37,320 --> 00:21:40,000 in the entire world currently. 405 00:21:48,360 --> 00:21:50,800 So we launched MindPeers. 406 00:21:58,880 --> 00:21:59,920 Greetings! 407 00:22:00,000 --> 00:22:01,960 MindPeers is an AI-powered platform 408 00:22:02,040 --> 00:22:04,920 that checks your mental strength 409 00:22:05,000 --> 00:22:08,520 and improves it proactively. 410 00:22:09,840 --> 00:22:13,280 We have a proprietary algorithm 411 00:22:13,600 --> 00:22:15,720 that checks important aspects 412 00:22:15,800 --> 00:22:18,160 of your life. 413 00:22:18,240 --> 00:22:21,280 Like your career, financial status 414 00:22:21,360 --> 00:22:22,680 and your relationships. 415 00:22:22,760 --> 00:22:26,520 It measures all these things and tells us how these aspects 416 00:22:26,640 --> 00:22:29,360 are impacting our brains. 417 00:22:30,520 --> 00:22:33,040 Then it gives a real-time score. 418 00:22:34,280 --> 00:22:37,680 We have built in-house neuroscience games. 419 00:22:45,680 --> 00:22:48,160 MindPeers has 3.5 lakh users. 420 00:22:48,280 --> 00:22:49,960 It is being used in India 421 00:22:53,880 --> 00:22:55,520 Our ask is 422 00:23:02,920 --> 00:23:04,680 I hope all of you will say yes. 423 00:23:05,800 --> 00:23:07,200 Yes! [chuckling] 424 00:23:15,720 --> 00:23:18,000 Please brief us before giving the details of your product. 425 00:23:18,120 --> 00:23:21,560 Did you have a personal experience that compelled you 426 00:23:21,640 --> 00:23:23,200 to start this business? 427 00:23:23,320 --> 00:23:25,680 I lived in Singapore for 13 years. 428 00:23:26,560 --> 00:23:29,000 I completed my graduation in 2013. 429 00:23:29,080 --> 00:23:31,480 I worked in reputed companies 430 00:23:31,600 --> 00:23:35,000 like Google and Microsoft just like other engineers. 431 00:23:35,640 --> 00:23:39,480 I did consumer branding for the Asia-Pacific market 432 00:23:39,560 --> 00:23:41,320 and how to run campaigns. 433 00:23:41,400 --> 00:23:45,040 - I handled these two things in both Google and Microsoft. - Go on. 434 00:23:45,160 --> 00:23:48,800 I worked with them till early 2017. 435 00:23:50,000 --> 00:23:51,680 Back then the Southeast Asian industry 436 00:23:51,760 --> 00:23:55,040 was at the cusp of digital marketing. 437 00:23:55,160 --> 00:23:58,280 So I decided to start a services agency. 438 00:23:59,200 --> 00:24:01,680 I started a company in 2017 439 00:24:01,760 --> 00:24:04,160 called Passion Peers. 440 00:24:05,560 --> 00:24:06,960 I was the solo founder. 441 00:24:07,040 --> 00:24:08,480 I bootstrapped it. 442 00:24:08,600 --> 00:24:12,000 Companies like Estee Lauder, Marks & Spencer and Unilever. 443 00:24:12,080 --> 00:24:13,720 We pitched to these companies 444 00:24:13,800 --> 00:24:15,440 and we won them too. 445 00:24:15,520 --> 00:24:19,920 Within two years, the revenue of my first company 446 00:24:22,240 --> 00:24:24,280 - Wow! - Wow! 447 00:24:24,360 --> 00:24:25,760 - Wow! - But... 448 00:24:28,600 --> 00:24:30,640 Very few people ask this question. 449 00:24:30,720 --> 00:24:33,600 I suffered from anxiety in 2017 450 00:24:35,200 --> 00:24:37,200 because I couldn't say no. 451 00:24:38,520 --> 00:24:40,520 And the biggest factor 452 00:24:40,960 --> 00:24:42,640 was that I was afraid of failure. 453 00:24:45,280 --> 00:24:47,760 I couldn't stand failure. 454 00:24:48,760 --> 00:24:51,360 It snowballed into panic attacks. 455 00:24:52,240 --> 00:24:53,440 I visited therapists 456 00:24:53,560 --> 00:24:56,240 and I started studying the science behind it. 457 00:24:56,720 --> 00:24:59,560 Around the end of 2019, 458 00:24:59,640 --> 00:25:02,080 I got an opportunity from an agency 459 00:25:02,160 --> 00:25:06,200 that wanted to acqui-hire the employees of my company. 460 00:25:13,520 --> 00:25:15,360 I was no longer responsible for that company. 461 00:25:16,600 --> 00:25:18,040 Did you get an exit? 462 00:25:26,160 --> 00:25:29,000 1.1 million USD is around Rs. 8 crores. 463 00:25:29,120 --> 00:25:31,280 I was 27 years old. 464 00:25:31,360 --> 00:25:33,640 - Wow! Amazing! - Amazing! Well done! 465 00:25:34,840 --> 00:25:37,320 When I was 27 years old, I didn't have Rs. 20,000. 466 00:25:37,400 --> 00:25:39,800 She built one venture at the age of 27 years, 467 00:25:39,880 --> 00:25:43,160 took an exit and started another venture. Incredible! 468 00:25:44,400 --> 00:25:46,480 What did you do after that? 469 00:25:46,560 --> 00:25:49,440 I was inclined towards this field and researched a lot. 470 00:25:49,560 --> 00:25:51,640 I started at a basic level. 471 00:25:51,760 --> 00:25:54,400 I appointed some therapists on my platform 472 00:25:54,520 --> 00:25:57,960 and provided therapy. I started it like a marketplace. 473 00:25:58,320 --> 00:26:01,320 I pitched it to an investor in August and he said, 474 00:26:01,400 --> 00:26:05,200 "it's a great idea." MindPeers started from there. 475 00:26:05,880 --> 00:26:07,600 Who was the angel investor? 476 00:26:07,720 --> 00:26:10,160 The first one was Sanjay Mehta from 100X.VC. 477 00:26:10,240 --> 00:26:12,560 First? So did you have a round recently? 478 00:26:12,640 --> 00:26:14,000 No, we had a round after that. 479 00:26:14,080 --> 00:26:15,120 When was that? 480 00:26:15,200 --> 00:26:17,160 After Sanjay's round, 481 00:26:17,240 --> 00:26:21,360 we raised 1.12 crores. 482 00:26:21,440 --> 00:26:22,560 What was the valuation? 483 00:26:31,920 --> 00:26:34,680 - During this time... - That explains the number. 484 00:26:35,560 --> 00:26:37,360 That explains the number. 485 00:26:37,440 --> 00:26:39,280 So, Sahil, do you play a role? 486 00:26:39,360 --> 00:26:41,600 - [laughs] - I was just about to step in. 487 00:26:41,680 --> 00:26:45,080 So, I graduated with a B.Tech degree in 2013, unlike her. 488 00:26:45,280 --> 00:26:47,160 My career has been around startups. 489 00:26:48,280 --> 00:26:50,440 I worked for two years on different products. 490 00:26:50,560 --> 00:26:52,840 Music, games, etc. 491 00:26:52,920 --> 00:26:56,440 But, whenever I would delve deeper into a product, 492 00:26:56,560 --> 00:26:58,400 the project would come to an end. 493 00:26:58,800 --> 00:27:00,920 So, that was my first nudge 494 00:27:01,000 --> 00:27:02,760 to want to work on a product 495 00:27:02,840 --> 00:27:05,240 and make it grow. 496 00:27:06,800 --> 00:27:09,320 I joined Classplus after that as a founding team member. 497 00:27:10,200 --> 00:27:12,000 I have built a team of 17 people 498 00:27:12,080 --> 00:27:13,360 and built the architecture and infrastructure 499 00:27:13,440 --> 00:27:15,280 - of Classplus from scratch. - Wow. 500 00:27:15,520 --> 00:27:16,600 Okay, then? 501 00:27:16,680 --> 00:27:17,920 After that, MindPeers. 502 00:27:18,000 --> 00:27:19,600 Then, Kanika hired you. 503 00:27:19,840 --> 00:27:22,720 No, I was planning to make a product 504 00:27:22,800 --> 00:27:24,160 related to employee wellness management. 505 00:27:24,240 --> 00:27:25,200 That's when I met Sanjay. 506 00:27:25,280 --> 00:27:27,000 I pitched my idea to Sanjay. 507 00:27:27,080 --> 00:27:28,840 He introduced us. 508 00:27:28,920 --> 00:27:30,560 He asked us to connect 509 00:27:30,640 --> 00:27:32,440 as mental health was a common ground. 510 00:27:32,520 --> 00:27:33,640 Oh. 511 00:27:33,760 --> 00:27:37,800 In July 2021, he joined us 512 00:27:37,880 --> 00:27:40,440 officially, as the co-founder of MindPeers. 513 00:27:40,520 --> 00:27:41,240 Equity split? 514 00:27:49,440 --> 00:27:51,640 - yours is an arranged partnership. - Yes. 515 00:27:51,720 --> 00:27:54,600 Generally, it's not very successful. 516 00:27:54,720 --> 00:27:57,920 But you've been working for 2-3 years. So, congratulations! 517 00:27:58,000 --> 00:27:59,360 - I feel the same. - Very hard to find a 518 00:27:59,440 --> 00:28:00,560 - co-founder. - Oh, you too? 519 00:28:00,640 --> 00:28:02,120 Yeah, Sameer and I didn't know each other. 520 00:28:02,200 --> 00:28:03,680 - That's great when it happens. - Oh! 521 00:28:03,760 --> 00:28:05,400 It's been six years now. 522 00:28:05,480 --> 00:28:06,240 - Wonderful. - Wow! 523 00:28:06,320 --> 00:28:07,160 Ready for a demo? 524 00:28:07,480 --> 00:28:08,680 Sure. 525 00:28:08,800 --> 00:28:11,800 Firstly, we will show you our app. 526 00:28:12,040 --> 00:28:14,120 As soon as you log in, 527 00:28:14,200 --> 00:28:16,280 we ask 14 questions to the user. 528 00:28:16,360 --> 00:28:17,680 These 14 questions 529 00:28:17,760 --> 00:28:20,560 are related to various aspects of your life. 530 00:28:20,640 --> 00:28:22,960 The idea is not to tell someone 531 00:28:30,680 --> 00:28:34,120 there are recommended tools and games at the bottom. 532 00:28:34,200 --> 00:28:36,440 There are personalized suggestions that you must follow. 533 00:28:36,520 --> 00:28:39,040 So that your score improves. 534 00:28:39,120 --> 00:28:40,640 Now, the game starts. 535 00:28:41,200 --> 00:28:43,920 You will have to collect as many raindrops as possible. 536 00:28:44,000 --> 00:28:46,000 And the plant keeps growing. 537 00:28:46,480 --> 00:28:49,880 In the end, you are told that worries 538 00:28:50,120 --> 00:28:52,560 when collected 539 00:28:52,960 --> 00:28:54,920 they grow in life. 540 00:28:55,040 --> 00:28:56,640 Okay, got it. You use the game 541 00:28:56,720 --> 00:28:59,560 as the second level of evaluation, okay? 542 00:28:59,640 --> 00:29:02,320 Along with that, we want to show you one thing. 543 00:29:02,400 --> 00:29:05,200 MindPeers Club, our top-used feature. 544 00:29:05,280 --> 00:29:06,000 Community. 545 00:29:06,080 --> 00:29:07,920 - It's a support group. - Community. 546 00:29:08,000 --> 00:29:11,320 It's a support group but you can vent out anonymously. 547 00:29:11,440 --> 00:29:14,960 And we have real-time psychologists replying to you. 548 00:29:15,080 --> 00:29:16,200 Very nice. 549 00:29:16,280 --> 00:29:18,680 How many psychologists do you have on the payroll? 550 00:29:18,800 --> 00:29:19,480 Six. 551 00:29:19,560 --> 00:29:21,840 - But this service is free, right? - No. 552 00:29:21,920 --> 00:29:23,480 - Is this paid? - Yes, it's paid. 553 00:29:23,560 --> 00:29:25,080 - Okay. - What are the charges? 554 00:29:25,200 --> 00:29:28,160 You pay 350 rupees per month 555 00:29:35,440 --> 00:29:37,400 In the end, as a consumer, 556 00:29:37,520 --> 00:29:38,920 what will I achieve with this? 557 00:29:39,000 --> 00:29:41,040 Why will I pay you 350 rupees 558 00:29:41,120 --> 00:29:44,600 which is a price that big OTT platforms can't charge in India. 559 00:29:44,680 --> 00:29:46,960 Peyush, we're clear about our target audience. 560 00:29:47,080 --> 00:29:49,400 We are after millennials and Gen-Z. 561 00:29:50,120 --> 00:29:51,840 These people own a Fitbit, 562 00:29:51,920 --> 00:29:53,960 Apple watch, air pods, 563 00:29:54,040 --> 00:29:55,720 So where are these people? 564 00:29:55,800 --> 00:29:59,640 - You have 3,500 subscriptions. Right? - Yes! 565 00:29:59,720 --> 00:30:01,880 How many people have you tried selling to? 566 00:30:01,960 --> 00:30:04,120 - What is your MAU? - It's 30,000 per month. 567 00:30:04,200 --> 00:30:06,520 I don't understand. In the beginning, you said 568 00:30:06,600 --> 00:30:08,400 - that you have 3.5 lakh users. - Users! 569 00:30:08,480 --> 00:30:11,200 Now you are saying that there are 30,000 users 570 00:30:11,280 --> 00:30:13,000 of which 3,500 are paid users. 571 00:30:13,080 --> 00:30:15,400 I don't understand which figure is the right one. 572 00:30:15,680 --> 00:30:18,200 3.5 lakh is the total count which is the top of the funnel. 573 00:30:18,280 --> 00:30:21,120 - They opened the app and used it. - Cumulative! Till date. 574 00:30:21,200 --> 00:30:22,360 - To date? - To date! 575 00:30:22,440 --> 00:30:23,800 It has no relevance as of now. 576 00:30:24,760 --> 00:30:28,240 - Right now your active subscriptions are 3,500. - Yes. 577 00:30:28,320 --> 00:30:30,680 So your conversion is 1%. 578 00:30:31,000 --> 00:30:33,960 - It means nobody is paying Rs. 350 per month. - Yes. 579 00:30:34,040 --> 00:30:36,880 Anupam, that's because we are exploring the B2B market 580 00:30:36,960 --> 00:30:39,560 and 30,000 active users 581 00:30:39,640 --> 00:30:43,080 also include the company's employees. 582 00:30:43,200 --> 00:30:45,120 Is your primary model B2B, 583 00:30:45,200 --> 00:30:47,360 B2C or mixed? What is it? 584 00:30:47,440 --> 00:30:49,760 - Primary model is B2B. - Okay. 585 00:30:49,840 --> 00:30:52,600 Please tell us your revenue 586 00:30:52,680 --> 00:30:55,560 and the split between subscriptions and the corporate. 587 00:30:55,680 --> 00:30:59,200 Our revenue for October was Rs. 16.5 lakhs. 588 00:30:59,920 --> 00:31:03,680 Rs. 10 lakhs out of it is from the B2C market. 589 00:31:03,840 --> 00:31:06,440 We earned Rs. 6.5 lakhs in the B2B market. 590 00:31:09,800 --> 00:31:12,080 We launched ourselves in the B2B market 591 00:31:12,160 --> 00:31:13,600 just two months ago. 592 00:31:13,680 --> 00:31:14,800 - I see. - Oh! 593 00:31:25,080 --> 00:31:27,480 Tell me something. What is your B2B model? 594 00:31:27,600 --> 00:31:29,080 What is it? Suppose I'm a corporate. 595 00:31:29,160 --> 00:31:32,600 Assuming that you are selling it to me, what are you selling me? 596 00:31:32,760 --> 00:31:36,840 It shows what HR is using and paying for. 597 00:31:37,920 --> 00:31:41,320 I'm showing you the data of our client 598 00:31:41,400 --> 00:31:44,880 who is using our app in his factories in Surat. 599 00:31:45,240 --> 00:31:46,840 They have reduced. 600 00:31:46,920 --> 00:31:50,600 The incidents were reduced in manufacturing factories by 70%. 601 00:31:50,680 --> 00:31:53,200 Got it. You said that you raised funding. 602 00:31:53,440 --> 00:31:54,520 Where did you raise it from? And how much is it? 603 00:31:54,600 --> 00:31:58,200 Goodwater Capital and the Venture Catalysts invested some money. 604 00:31:58,280 --> 00:31:59,720 There are too many investors. 605 00:32:00,800 --> 00:32:02,280 Then why should we invest? 606 00:32:03,720 --> 00:32:05,720 Our ask is specific 607 00:32:05,800 --> 00:32:07,440 to each one of you. Let me start. 608 00:32:07,560 --> 00:32:11,360 Aman, if our brand doesn't become a household brand, 609 00:32:11,920 --> 00:32:13,160 it would fail. 610 00:32:14,160 --> 00:32:16,120 You know how you handled boAt 611 00:32:16,240 --> 00:32:17,960 so we want you to help us. 612 00:32:18,040 --> 00:32:21,040 I hope you don't get tired until our turn comes. 613 00:32:21,280 --> 00:32:23,800 Namita, pharma is important for us 614 00:32:23,880 --> 00:32:28,080 in light of the data insights we are getting. 615 00:32:29,160 --> 00:32:30,360 Anupam... 616 00:32:30,440 --> 00:32:32,200 Leave him. You may skip him. [laughing] 617 00:32:32,840 --> 00:32:35,240 She had to think hard before speaking to Anupam. 618 00:32:35,320 --> 00:32:39,200 Out of 3.5 lakh users of MindPeers, 619 00:32:39,280 --> 00:32:43,160 60% reported issues due to loneliness 620 00:32:43,240 --> 00:32:45,240 and problems in their relationships. 621 00:32:45,320 --> 00:32:46,960 - It's one of the biggest triggers. - It is! 622 00:32:47,040 --> 00:32:49,400 You know the business of relationships. 623 00:32:50,480 --> 00:32:51,800 We want to learn it from you. 624 00:32:52,920 --> 00:32:55,760 Vineeta, to put it simply, we want 625 00:32:55,880 --> 00:32:59,040 to connect our app to the fitness app to tell people 626 00:32:59,120 --> 00:33:01,280 what their mental health stats are. 627 00:33:02,160 --> 00:33:04,160 Peyush, we have a simple demand. 628 00:33:04,240 --> 00:33:07,080 How to scale up in various countries quickly. 629 00:33:07,160 --> 00:33:09,640 It's proven that you were the marketing head. 630 00:33:09,720 --> 00:33:11,640 [laughing] 631 00:33:12,240 --> 00:33:14,200 I'll give you an offer. 632 00:33:14,640 --> 00:33:16,880 Whatever you ask. Rs. 53 lakhs for 1% equity. 633 00:33:26,400 --> 00:33:28,840 - They do something similar. - Yes. 634 00:33:28,920 --> 00:33:32,480 I was one of their first customers and an investor. 635 00:33:33,240 --> 00:33:34,680 I think I can help you a lot in this business. 636 00:33:34,760 --> 00:33:37,360 Kanika, you have an unbeatable combination. 637 00:33:38,360 --> 00:33:40,760 I... I want to say something more. Hold on! 638 00:33:41,720 --> 00:33:44,080 I'm an acting chief people officer 639 00:33:44,160 --> 00:33:45,440 at Lenskart. I head HR 640 00:33:45,520 --> 00:33:47,360 at Lenskart for 10,000 people. 641 00:33:48,560 --> 00:33:52,080 I'm using all the global tools of HR. 642 00:33:52,160 --> 00:33:55,160 Not just HRMS. I'm using every global tool. 643 00:33:55,240 --> 00:33:57,440 - Right? It's your call. - His pitch is over now. 644 00:33:58,120 --> 00:33:59,720 Kanika, let me tell you 645 00:33:59,800 --> 00:34:02,760 the reason Vineeta and I are an unbeatable combination. 646 00:34:02,840 --> 00:34:05,640 I have expertise in healthcare 647 00:34:05,720 --> 00:34:07,600 and Vineeta knows the brand building. 648 00:34:07,720 --> 00:34:10,600 You said that it should reach every household. 649 00:34:10,680 --> 00:34:12,040 Most importantly, 650 00:34:12,120 --> 00:34:14,320 you need us because your business model is B2B. 651 00:34:14,400 --> 00:34:16,800 We understand that post-Covid, 652 00:34:16,920 --> 00:34:19,480 it's required in the B2B world urgently. 653 00:34:20,160 --> 00:34:24,000 We can provide you with a network in your alliances 654 00:34:24,080 --> 00:34:25,760 of insurance, fitness and pharma. 655 00:34:25,840 --> 00:34:27,880 I think we are a better combination for you. 656 00:34:30,240 --> 00:34:31,920 - May I ask you a question? - Sure. 657 00:34:32,000 --> 00:34:33,480 Why don't you give nudges 658 00:34:42,720 --> 00:34:46,040 We're working on it and will surely provide nudges in the future. 659 00:34:46,160 --> 00:34:47,640 - Okay, Kanika. - Are you doing this? 660 00:34:47,720 --> 00:34:49,520 - Don't waste your time. - We're doing POC on this. 661 00:34:49,600 --> 00:34:52,080 - Give us... - Let me answer it for you. 662 00:34:52,160 --> 00:34:53,280 Yes? 663 00:34:53,360 --> 00:34:55,320 I will join the winning team. 664 00:34:55,400 --> 00:34:57,800 Namita and Vineeta's team. 665 00:35:03,960 --> 00:35:06,720 Your offer is done. Let me tell you 666 00:35:06,800 --> 00:35:10,000 that first of all, guys, thanks for taking up this issue. 667 00:35:10,080 --> 00:35:11,960 It's very close to my heart. 668 00:35:12,080 --> 00:35:13,840 I have gone through it. 669 00:35:14,720 --> 00:35:18,840 So, I'm happy to meet you and learn that you've worked on this issue. 670 00:35:19,560 --> 00:35:21,800 But in terms of the industry and the product, 671 00:35:21,880 --> 00:35:25,040 I believe that your app is slightly confusing. 672 00:35:26,120 --> 00:35:29,160 Right now, unfortunately, the usage 673 00:35:29,240 --> 00:35:32,080 is somewhere between 1-3% within companies. 674 00:35:32,160 --> 00:35:33,480 [music playing] 675 00:35:33,600 --> 00:35:37,680 Generally, employees won't use it unless it's a worst-case scenario. 676 00:35:38,800 --> 00:35:40,640 You have to think about this. 677 00:35:40,720 --> 00:35:44,280 I like what you're doing but it's a no from me. 678 00:35:45,520 --> 00:35:47,760 Anupam is out. You still have two offers. 679 00:35:47,840 --> 00:35:49,360 Peyush, would you like to join us? 680 00:35:49,440 --> 00:35:50,800 Yes, I'll join you. 681 00:36:00,360 --> 00:36:02,480 so take 53 lakhs at 1% from them 682 00:36:02,600 --> 00:36:06,280 and I will give you additional 53 lakhs for 1%. 683 00:36:12,800 --> 00:36:14,480 We would love to have the four of you. 684 00:36:15,360 --> 00:36:17,840 We will accept 53 lakhs for 1% with the three of you. 685 00:36:17,920 --> 00:36:21,000 And 53 lakhs for 1% with Peyush. 686 00:36:21,080 --> 00:36:23,160 [music playing] 687 00:36:23,880 --> 00:36:25,640 - I'm okay. - It's a deal. 688 00:36:40,080 --> 00:36:42,600 [music playing] 689 00:36:43,040 --> 00:36:45,640 - Thank you, everyone. - Well done! 690 00:38:09,480 --> 00:38:11,160 [ethereal music] 691 00:38:14,120 --> 00:38:16,280 [inspirational music] 692 00:38:30,720 --> 00:38:34,520 I know that all of you do great things 693 00:38:34,600 --> 00:38:38,720 and work day in and day out to fulfil your dreams. 694 00:38:39,200 --> 00:38:43,280 The hustle and a 24/7 life give you a high 695 00:38:43,360 --> 00:38:46,920 but I want to introduce all of you to my world. 696 00:38:47,000 --> 00:38:48,920 My world is stark opposite to your world. 697 00:38:50,520 --> 00:38:53,240 My world isn't fast like yours. 698 00:38:53,360 --> 00:38:54,800 You'll experience tranquillity. 699 00:38:55,880 --> 00:38:57,720 You'll find peace here. 700 00:38:59,000 --> 00:39:01,240 Though we don't have tall buildings, 701 00:39:01,560 --> 00:39:03,280 you'll only see greenery 702 00:39:03,400 --> 00:39:05,320 expanding to the horizon. 703 00:39:05,400 --> 00:39:07,440 [dreamy music] 704 00:39:09,360 --> 00:39:11,600 'We can't provide the cool breeze of an AC' 705 00:39:11,720 --> 00:39:13,680 'but you may experience the joy of reading a book' 706 00:39:13,760 --> 00:39:15,520 'under the shade of a Neem tree.' 707 00:39:15,600 --> 00:39:17,840 Now you're making us feel jealous. 708 00:39:17,920 --> 00:39:19,200 Wonderful! [laughing] 709 00:39:19,680 --> 00:39:21,360 'Instead of thin-crust pizza, ' 710 00:39:21,480 --> 00:39:23,920 '- we like to eat a buttered-up roti made on a cook stove. - Awesome!' 711 00:39:24,000 --> 00:39:26,480 Wow! White butter! 712 00:39:26,560 --> 00:39:30,360 - We enjoy drinking chaas instead of energy drinks. - Very good! 713 00:39:30,480 --> 00:39:31,680 Amazing. 714 00:39:31,800 --> 00:39:34,200 You and I belong to the same country. 715 00:39:34,280 --> 00:39:35,960 You belong to India and I'm from Bharat. 716 00:39:36,080 --> 00:39:37,520 Wow! 717 00:39:37,560 --> 00:39:40,360 Today I have come here to introduce Bharat to India. 718 00:39:40,440 --> 00:39:43,400 [joyful music] 719 00:39:49,080 --> 00:39:50,240 And I'm the founder of BAROSi. 720 00:39:50,320 --> 00:39:52,560 - Wonderful. - BAROSi is an authentic food brand. 721 00:39:52,640 --> 00:39:55,680 All the products of BAROSi are 100% natural. 722 00:39:56,200 --> 00:39:58,360 They aren't adulterated or fake. 723 00:39:58,440 --> 00:40:01,120 [ethereal music] 724 00:40:04,480 --> 00:40:06,720 Our products are milk, ghee, 725 00:40:06,800 --> 00:40:09,200 butter, oil, pickles, 726 00:40:09,320 --> 00:40:11,080 filter coffee and other such things. 727 00:40:11,160 --> 00:40:13,240 [inspirational music] 728 00:40:13,320 --> 00:40:14,880 You may buy all our products 729 00:40:25,640 --> 00:40:29,120 is to make BAROSi a part of every Indian kitchen. 730 00:40:30,480 --> 00:40:31,920 I want to make BAROSi 731 00:40:32,120 --> 00:40:35,120 a lovable local, homegrown brand. 732 00:40:35,560 --> 00:40:38,200 To fulfil this task, I need your guidance 733 00:40:38,320 --> 00:40:40,200 and Rs. 50 lakhs. 734 00:40:41,920 --> 00:40:43,800 In return, I want to offer you 735 00:40:51,600 --> 00:40:53,400 to every house in India. 736 00:40:54,040 --> 00:40:55,520 - Awesome! - Wow! 737 00:40:59,040 --> 00:41:01,960 Tell me the meaning of your company's name. 738 00:41:02,040 --> 00:41:04,920 Tell me a bit about your hometown in Uttar Pradesh. 739 00:41:04,920 --> 00:41:08,080 Vineeta, I spent my childhood in a traditional India. 740 00:41:08,160 --> 00:41:10,640 The brand name is inspired by that. 741 00:41:10,760 --> 00:41:13,480 [music playing] 742 00:41:15,800 --> 00:41:17,720 In my village, during my childhood, 743 00:41:17,800 --> 00:41:19,120 there was no electricity. 744 00:41:19,200 --> 00:41:22,280 To prevent milk from curdling, a 'barosi' was used. 745 00:41:22,360 --> 00:41:24,440 I'll describe it to you. 746 00:41:24,520 --> 00:41:25,800 We didn't have refrigerators. 747 00:41:25,880 --> 00:41:27,640 So, we used to dig a hole in the ground. 748 00:41:28,000 --> 00:41:29,800 [music playing] 749 00:41:29,880 --> 00:41:31,880 In that, we would burn wood pieces and dung cakes, 750 00:41:31,960 --> 00:41:34,160 place a clay pot with the milk in it, 751 00:41:34,240 --> 00:41:36,520 [music playing] 752 00:41:37,800 --> 00:41:40,200 Our school was 6 km away. 753 00:41:40,280 --> 00:41:42,680 We used to walk 12 km in all. 754 00:41:42,760 --> 00:41:44,200 - Oh. - Wow. 755 00:41:44,280 --> 00:41:45,160 Every day? 756 00:41:45,240 --> 00:41:46,520 I'll tell you that story later. 757 00:41:46,600 --> 00:41:47,840 [laughs] 758 00:41:47,920 --> 00:41:50,960 By evening, when we would reach home, the milk 759 00:41:51,040 --> 00:41:53,880 would have an amazing aroma and a thick layer of cream. 760 00:41:53,960 --> 00:41:54,480 Wow! 761 00:41:54,560 --> 00:41:58,080 My mother would offer us a glass each. 762 00:41:58,200 --> 00:42:01,640 We started our business with milk, 763 00:42:01,720 --> 00:42:04,440 it reminded us of that setup, and hence BAROSi. 764 00:42:04,520 --> 00:42:07,880 - Who designed this logo? - Wow! 765 00:42:07,960 --> 00:42:10,400 Did you do it? 766 00:42:10,480 --> 00:42:14,560 I'm very surprised because we rarely get to see such detailing. 767 00:42:16,280 --> 00:42:19,920 Anupam, these details... Uh, although I'm from Bharat, 768 00:42:20,000 --> 00:42:21,720 I love my brand a lot. 769 00:42:21,800 --> 00:42:23,840 - Very good. - The smallest of details 770 00:42:23,920 --> 00:42:26,160 I always scrutinise it before taking it ahead. 771 00:42:26,240 --> 00:42:27,720 We got it. 772 00:42:28,840 --> 00:42:30,760 These dots 773 00:42:30,840 --> 00:42:35,080 on B, represents Bharat and on I, represents India. 774 00:42:35,160 --> 00:42:36,760 Ah! 775 00:42:37,560 --> 00:42:40,960 So, BAROSi brings these worlds together. 776 00:42:41,080 --> 00:42:43,920 Oh, 'B' from Bharat and 'I' from India. Wow! 777 00:42:44,000 --> 00:42:46,920 I felt that there was a story behind it. Very nice! 778 00:42:47,440 --> 00:42:51,360 So, Durlabh, you did your schooling in Dayanatpur. 779 00:42:51,640 --> 00:42:53,280 - Yes. - What did you study further? 780 00:42:53,360 --> 00:42:54,960 Were you doing something before BAROSi happened? 781 00:42:55,040 --> 00:42:58,000 The school in our village was up to the 10th standard. 782 00:42:58,320 --> 00:43:00,840 To reach high school, we had to walk 6 km. 783 00:43:03,280 --> 00:43:05,640 [music playing] 784 00:43:11,680 --> 00:43:14,680 My mother promised a cycle if I scored well in the exams. 785 00:43:14,800 --> 00:43:17,320 [music playing] 786 00:43:19,360 --> 00:43:21,560 I scored well and earned a cycle. 787 00:43:21,680 --> 00:43:24,920 But I met with an accident as soon as I got the cycle. 788 00:43:24,960 --> 00:43:27,240 I didn't have money to buy another cycle. 789 00:43:27,640 --> 00:43:30,480 So, we had to walk 6 km 790 00:43:30,560 --> 00:43:32,680 amidst fields to reach school. 791 00:43:33,280 --> 00:43:35,520 [music playing] 792 00:43:36,000 --> 00:43:37,560 Living in a village 793 00:43:37,640 --> 00:43:39,560 we had one target. 794 00:43:39,640 --> 00:43:42,040 We wanted to leave the village. 795 00:43:42,120 --> 00:43:44,440 [music playing] 796 00:43:47,080 --> 00:43:50,280 So, I have completed my diploma in engineering from Delhi. 797 00:43:50,360 --> 00:43:53,000 I got selected from the campus 798 00:43:54,280 --> 00:43:57,040 to work in Eicher Motors Limited where I worked for two years. 799 00:43:57,120 --> 00:43:59,680 I worked for ten years in Mahindra & Mahindra. 800 00:43:59,760 --> 00:44:01,600 [music playing] 801 00:44:01,720 --> 00:44:02,840 There was a time when 802 00:44:02,920 --> 00:44:05,560 I wanted to start something. 803 00:44:06,120 --> 00:44:07,840 [music playing] 804 00:44:10,760 --> 00:44:13,520 After 12 years of corporate experience, I was certain 805 00:44:13,640 --> 00:44:16,800 that I will build a business in Bharat. 806 00:44:16,880 --> 00:44:18,480 That's all I know. 807 00:44:18,600 --> 00:44:21,400 I'm a farmer's son and understand farming well. 808 00:44:23,120 --> 00:44:27,200 We received milk fresh from our cows in the backyard. 809 00:44:30,240 --> 00:44:33,120 So, to implement this knowledge 810 00:44:33,200 --> 00:44:36,000 I started my business in Bharat. 811 00:44:36,320 --> 00:44:38,200 [music playing] 812 00:44:49,000 --> 00:44:52,680 We started BAROSi to bring Bharat and India together. 813 00:44:53,280 --> 00:44:55,760 - This was in 2016. - Yes, 2016. 814 00:44:58,720 --> 00:44:59,720 - Sure, sir. - Yes. 815 00:44:59,800 --> 00:45:03,400 From 2016 to 2022, 816 00:45:03,480 --> 00:45:04,560 in the last four years, 817 00:45:11,880 --> 00:45:14,040 Here are the numbers! 818 00:45:14,200 --> 00:45:16,400 You shut everyone up. 819 00:45:16,680 --> 00:45:18,720 And this was achieved in a B2B model? 820 00:45:18,800 --> 00:45:22,160 - No, B2C. - Okay. 821 00:45:22,240 --> 00:45:24,200 - What was your sale last month? - 42 lakhs. 822 00:45:26,040 --> 00:45:27,920 I have an important question. 823 00:45:32,080 --> 00:45:33,840 [music playing] 824 00:45:33,920 --> 00:45:37,280 Everyone has a story to tell. It's about Bharat, villages, 825 00:45:37,360 --> 00:45:38,720 what's so special? 826 00:45:43,800 --> 00:45:47,040 and there wasn't much growth after that. 827 00:45:47,280 --> 00:45:49,640 Maybe because there's a lot of competition. 828 00:45:49,720 --> 00:45:52,720 The sales didn't grow much last year because 829 00:45:52,840 --> 00:45:55,360 we had a different branding earlier. 830 00:45:55,440 --> 00:45:56,640 There were gaps. 831 00:45:56,800 --> 00:45:58,280 It took us six months. 832 00:45:58,360 --> 00:46:00,560 The time devoted to sales 833 00:46:00,880 --> 00:46:02,720 was redirected to branding. 834 00:46:03,680 --> 00:46:05,760 And a boot-strapped company doesn't have many resources, sir. 835 00:46:05,840 --> 00:46:07,520 But this is not the answer. 836 00:46:09,040 --> 00:46:11,200 I want to know what is the differentiation. 837 00:46:11,320 --> 00:46:12,920 Let's come back to these questions later. 838 00:46:13,000 --> 00:46:13,560 Okay. 839 00:46:13,640 --> 00:46:15,240 First, show us the product. 840 00:46:15,360 --> 00:46:17,320 [music playing] 841 00:46:19,360 --> 00:46:21,840 Uh, I'll bring a few. 842 00:46:21,920 --> 00:46:23,800 Honey, ghee, 843 00:46:36,120 --> 00:46:38,160 Oh, besan ka laddoo, wow! It's awesome! 844 00:46:38,240 --> 00:46:40,080 - Is it made of finger millet? - Yes. 845 00:46:40,160 --> 00:46:41,200 Yummy. 846 00:46:56,600 --> 00:46:58,640 Can you show us your Instagram page? 847 00:46:58,760 --> 00:46:59,080 Yes. 848 00:46:59,160 --> 00:47:00,400 This is the Instagram account. 849 00:47:00,480 --> 00:47:01,440 How many followers do you have? 850 00:47:01,520 --> 00:47:03,200 - 9300. - 9313. 851 00:47:03,280 --> 00:47:04,600 This is quite low. 852 00:47:05,320 --> 00:47:07,240 And there is zero engagement. 853 00:47:07,840 --> 00:47:11,960 Why don't you make reels that show the milk extraction process, 854 00:47:12,040 --> 00:47:15,200 farming, and more. That will engage your audience. 855 00:47:15,280 --> 00:47:16,720 9000 is really low. 856 00:47:17,640 --> 00:47:18,720 You've been doing it for four years. 857 00:47:18,800 --> 00:47:19,840 We'll do that too, sir. 858 00:47:21,040 --> 00:47:23,400 One of our investments, Humpy A2. 859 00:47:23,480 --> 00:47:25,200 - They came in Season 1. - Yes. 860 00:47:25,280 --> 00:47:27,240 - They do the same thing. - Yes. 861 00:47:27,400 --> 00:47:30,680 Have you evaluated the difference between you and Humpy A2? 862 00:47:32,120 --> 00:47:34,880 On marketplaces like Amazon, Big Basket, 863 00:47:34,960 --> 00:47:37,320 you can buy our product pan-India. 864 00:47:37,480 --> 00:47:40,800 If you search, BAROSi will be top on the list. 865 00:47:40,920 --> 00:47:41,960 What do we have to search for? 866 00:47:42,040 --> 00:47:44,480 Cow ghee, A2 cow ghee, pure ghee. 867 00:47:44,560 --> 00:47:47,560 You're saying that BAROSi will be the first listing on Amazon. 868 00:47:47,640 --> 00:47:48,320 On Big Basket. 869 00:47:48,440 --> 00:47:50,600 - On Big Basket. - Okay. 870 00:47:50,680 --> 00:47:51,680 Not on Amazon. 871 00:47:51,760 --> 00:47:54,520 - It will not be on top. - Who is on top? 872 00:47:54,600 --> 00:47:57,520 [music playing] 873 00:47:57,600 --> 00:47:58,960 - The first... - Anveshan. 874 00:47:59,040 --> 00:48:00,200 Yes, Anveshan. 875 00:48:00,360 --> 00:48:01,560 Anveshan. 876 00:48:02,400 --> 00:48:04,520 I'll tell you the story of Anveshan. 877 00:48:04,640 --> 00:48:05,640 You're an investor. 878 00:48:05,760 --> 00:48:07,520 I'm an investor in Anveshan. 879 00:48:07,600 --> 00:48:09,760 Two years ago, they used to make 2 lakhs a month. 880 00:48:09,920 --> 00:48:10,440 Yes. 881 00:48:10,560 --> 00:48:13,160 - Last month, they earned a crore. - Okay. 882 00:48:13,240 --> 00:48:14,520 I exited in the last round. 883 00:48:14,640 --> 00:48:16,640 I invested ten lakhs and earned a crore 884 00:48:16,760 --> 00:48:17,520 - in two years. - Wow. 885 00:48:17,600 --> 00:48:20,040 - Wow. - Awesome. 886 00:48:20,360 --> 00:48:22,120 It has a solid growth story. 887 00:48:22,320 --> 00:48:23,680 - Yes. - They don't need an investor. 888 00:48:23,800 --> 00:48:25,560 They still have a backup. 889 00:48:25,640 --> 00:48:26,920 - He is awesome. - Yes. 890 00:48:28,120 --> 00:48:29,560 I don't know what categories 891 00:48:29,640 --> 00:48:32,360 - he will add up. - When we invested in Humpy A2, 892 00:48:32,440 --> 00:48:34,600 they used to make 5 lakhs a month. 893 00:48:34,720 --> 00:48:36,400 Now, they are making 50 lakhs a month. 894 00:48:36,480 --> 00:48:38,000 So, Humpy A2 makes 6 crores a year. 895 00:48:38,080 --> 00:48:41,480 And they sell only in and around Pune. 896 00:48:42,960 --> 00:48:46,200 But they're more aggressive and have a better marketing strategy. 897 00:48:46,280 --> 00:48:47,160 Am I right? 898 00:48:47,240 --> 00:48:48,720 - No, Sir. It's not like that. - Why? 899 00:48:48,800 --> 00:48:50,080 - Because... - But their growth is more. 900 00:48:50,160 --> 00:48:51,400 Money changes the game. 901 00:48:51,480 --> 00:48:52,720 It's not about money. 902 00:48:52,800 --> 00:48:54,280 Sir, money brings... 903 00:48:54,400 --> 00:48:56,360 For example, Humpy A2 904 00:48:56,440 --> 00:48:59,440 grew after appearing on Shark Tank. 905 00:48:59,520 --> 00:49:03,200 And the story before Shark Tank happened is very different. 906 00:49:03,280 --> 00:49:05,120 [music playing] 907 00:49:06,120 --> 00:49:10,040 Durlabh, what are your top three SKUs? 908 00:49:10,160 --> 00:49:13,000 Milk contributes to 70% of our sales. 909 00:49:25,520 --> 00:49:27,280 - It contributes 4%. - I'm asking you 910 00:49:27,360 --> 00:49:29,440 because 94% of the contribution is made 911 00:49:29,520 --> 00:49:30,920 - by three SKUs. - Yes. 912 00:49:31,040 --> 00:49:32,960 What are your total SKUs? 913 00:49:33,040 --> 00:49:34,840 Our total SKUs are 23. 914 00:49:34,920 --> 00:49:36,840 'BAROSi' 915 00:49:38,680 --> 00:49:42,360 Why have you launched so many SKUs? 916 00:49:42,480 --> 00:49:44,320 And you want to launch two more. 917 00:49:44,440 --> 00:49:47,320 The white space had a product 918 00:49:47,400 --> 00:49:50,640 of a Me2 category. We want to enter that category with laddu. 919 00:49:50,720 --> 00:49:54,560 Let me tell you honestly that I loved ghee and honey 920 00:49:54,640 --> 00:49:56,240 but laddu tastes average. 921 00:49:58,200 --> 00:50:01,040 My advice is that you already have so many SKUs. 922 00:50:01,120 --> 00:50:03,000 - Please don't launch one more category. - Exactly! 923 00:50:03,080 --> 00:50:04,320 Your business runs on milk. 924 00:50:06,800 --> 00:50:08,760 There's no margin in the milk business. 925 00:50:08,840 --> 00:50:10,120 Sir, we have a healthy margin. 926 00:50:10,200 --> 00:50:11,880 [dramatic music] 927 00:50:12,920 --> 00:50:14,400 What's the price of your milk? 928 00:50:14,480 --> 00:50:17,000 - It costs Rs. 88 per litre. - Oh! 929 00:50:17,120 --> 00:50:19,280 [dramatic music] 930 00:50:37,240 --> 00:50:39,200 [suspenseful music] 931 00:50:40,880 --> 00:50:43,440 The cost of acquiring a customer 932 00:50:43,560 --> 00:50:46,200 is 10 dollars at least which means Rs. 700 to Rs. 800. 933 00:50:46,280 --> 00:50:48,800 If a customer buys milk for a month regularly, they'll get accustomed. 934 00:50:48,880 --> 00:50:50,760 And they have too many options. 935 00:50:51,720 --> 00:50:55,920 I don't think you'll get profit if corporate expenses are added. 936 00:50:56,040 --> 00:50:58,760 - Okay. - What is your margin now? Are you profiting or not? 937 00:50:59,000 --> 00:51:00,760 We have always been EBITDA positive. 938 00:51:00,840 --> 00:51:03,720 Last year we achieved 14% EBITDA. 939 00:51:11,840 --> 00:51:12,680 Why? 940 00:51:12,800 --> 00:51:14,160 Now that we are growing, 941 00:51:14,240 --> 00:51:16,720 we use our earnings after selling milk 942 00:51:16,880 --> 00:51:19,360 and channelise it to the growth 943 00:51:19,440 --> 00:51:21,480 and marketing of ghee. 944 00:51:21,560 --> 00:51:25,360 - Durlabh, I have made my decision. - Okay. 945 00:51:25,520 --> 00:51:28,800 Basically, I would like to congratulate you 946 00:51:29,000 --> 00:51:32,200 because you hail from a village in west UP. 947 00:51:32,280 --> 00:51:35,520 - Now you are making sales of Rs. 5 crores per year. - Yes. 948 00:51:35,600 --> 00:51:38,400 It's a fantastic success story. 949 00:51:39,640 --> 00:51:43,160 As an investor, our job 950 00:51:43,240 --> 00:51:46,040 - is to tell it like it is. - Okay. 951 00:51:46,160 --> 00:51:49,640 Right? And all of us have been telling you the same thing, 952 00:51:49,720 --> 00:51:52,560 it's a cluttered market. 953 00:51:53,640 --> 00:51:56,800 If you don't have a differentiator, 954 00:51:56,880 --> 00:52:00,880 it's difficult to build a brand in this category. 955 00:52:01,000 --> 00:52:05,040 On top of it, you want to launch laddu in the name of white space. 956 00:52:05,120 --> 00:52:09,040 If you really want to scale it up, 957 00:52:09,120 --> 00:52:10,640 you need to work at the ground level. 958 00:52:10,720 --> 00:52:13,440 [tense music] 959 00:52:13,560 --> 00:52:16,000 I won't be able to help you 960 00:52:16,080 --> 00:52:18,520 - and for that reason, I'm out. - Thank you! 961 00:52:19,920 --> 00:52:23,040 Okay. Durlabh, I have made my decision too. 962 00:52:23,240 --> 00:52:25,520 Your packaging, branding 963 00:52:25,680 --> 00:52:28,880 and storytelling are fantastic! 964 00:52:29,680 --> 00:52:33,360 I wish you could do the same storytelling you did here 965 00:52:33,440 --> 00:52:36,360 through Instagram and YouTube. 966 00:52:36,480 --> 00:52:40,400 The challenge is that 70% of your business comes from milk 967 00:52:40,480 --> 00:52:42,400 and it's not a product business now. 968 00:52:42,480 --> 00:52:44,040 It is no longer a brand business. 969 00:52:44,120 --> 00:52:46,840 It has always been a supply chain business 970 00:52:46,920 --> 00:52:50,240 and people have already cracked it through door-to-door delivery. 971 00:52:50,360 --> 00:52:52,640 So you still need to crack 972 00:52:56,000 --> 00:52:58,280 At this stage, I can't invest 973 00:52:58,360 --> 00:53:00,240 but best of luck. 974 00:53:00,440 --> 00:53:01,400 Thank you! 975 00:53:02,720 --> 00:53:06,520 I think you're a strong entrepreneur and jovial in nature. 976 00:53:07,320 --> 00:53:09,080 You have a positive attitude 977 00:53:09,160 --> 00:53:12,280 and I think you'll grow your business successfully. 978 00:53:12,400 --> 00:53:13,880 Your revenue was less this year 979 00:53:13,960 --> 00:53:17,400 as you spent 6 months in branding but a business can't afford it. 980 00:53:17,480 --> 00:53:19,800 [thrilling music] 981 00:53:19,880 --> 00:53:21,560 - It should be done parallelly. - Okay. 982 00:53:21,640 --> 00:53:24,960 You know, you must achieve sales along with branding. 983 00:53:25,040 --> 00:53:28,480 You don't get such leverages in businesses. 984 00:53:28,560 --> 00:53:31,040 [adventurous music] 985 00:53:31,120 --> 00:53:34,640 I can't join you because I'm an investor in Humpy. 986 00:53:34,720 --> 00:53:38,640 - And it would become a direct competition. - Yes. 987 00:53:38,720 --> 00:53:40,880 So let's meet in the market. 988 00:53:40,960 --> 00:53:43,000 Sure! 989 00:53:43,640 --> 00:53:46,000 What lesson did you learn here? 990 00:53:46,080 --> 00:53:48,320 My challenge is to develop my products 991 00:53:48,440 --> 00:53:50,840 to get a hero product for the white space. 992 00:53:50,920 --> 00:53:53,400 The one having a high gross margin. 993 00:53:53,480 --> 00:53:56,040 If it leads BAROSi, 994 00:53:56,160 --> 00:53:59,000 it would become a profitable business. 995 00:53:59,080 --> 00:54:00,960 - Alright! - Very well said. 996 00:54:01,080 --> 00:54:04,240 So you finally got honest feedback on this platform. 997 00:54:04,360 --> 00:54:06,560 [dramatic music] 998 00:54:08,080 --> 00:54:12,280 - The market you are dealing with is worth crores of rupees. - Okay. 999 00:54:12,480 --> 00:54:14,280 You are an Indian farmer. 1000 00:54:14,360 --> 00:54:16,840 I think you will surely make a product 1001 00:54:16,920 --> 00:54:19,160 that will help you grow your business. 1002 00:54:19,880 --> 00:54:23,720 It's not investible for now so I'm out but good luck to you. 1003 00:54:23,800 --> 00:54:26,320 [sweeping music] 1004 00:55:01,000 --> 00:55:03,040 [eerie music] 1005 00:55:03,800 --> 00:55:06,400 He couldn't answer about the differentiator. 1006 00:55:06,400 --> 00:55:09,560 A one-month-old product is his white space. 1007 00:55:09,720 --> 00:55:13,040 - How can laddu be meant for white space? - He is a perfectionist. 1008 00:55:34,440 --> 00:55:36,600 'In today's Shark Xperience segment, ' 1009 00:55:36,680 --> 00:55:39,240 'Smriti from Karnal has a question for you, Anupam.' 1010 00:55:39,320 --> 00:55:41,560 'What is product-market fit?' 1011 00:55:41,680 --> 00:55:44,240 'And how important it is for a business?' 1012 00:55:44,360 --> 00:55:46,280 When a good product 1013 00:55:46,360 --> 00:55:49,920 is accepted in a good market 1014 00:55:50,000 --> 00:55:53,880 at the right price point, it is called product-market fit. 1015 00:55:54,000 --> 00:55:55,280 It's important 1016 00:55:55,360 --> 00:55:58,480 because you can't build a business without achieving it. 1017 00:55:58,560 --> 00:56:00,720 Let me give you an example of Shaadi.com. 1018 00:56:00,800 --> 00:56:04,040 We spent years to achieve a product-market fit.