1 00:00:33,720 --> 00:00:36,480 [theme music playing] 2 00:00:53,600 --> 00:00:56,680 [theme music continues] 3 00:01:29,840 --> 00:01:32,440 [theme music fades] 4 00:01:32,960 --> 00:01:34,560 - Greetings, Sharks. - Greetings. 5 00:01:34,640 --> 00:01:36,520 This bag you see 6 00:01:36,600 --> 00:01:39,480 is known globally by my name. 7 00:01:39,960 --> 00:01:40,760 Huh! 8 00:01:42,480 --> 00:01:43,320 Wow! 9 00:01:48,720 --> 00:01:51,040 [folk music playing] 10 00:01:51,160 --> 00:01:55,200 I may come across as a housewife at first glance. 11 00:01:56,920 --> 00:02:01,520 But I see myself as an artisan and a businesswoman. 12 00:02:01,680 --> 00:02:03,320 - Woohoo! - That's wonderful. 13 00:02:05,640 --> 00:02:09,800 The work you see on this blouse is known as rabari embroidery. 14 00:02:09,880 --> 00:02:11,480 The work is very delicate. 15 00:02:12,000 --> 00:02:14,680 And it takes years to make it. 16 00:02:15,840 --> 00:02:18,560 Our women learn this art when they are children. 17 00:02:18,680 --> 00:02:22,000 But they don't know its value. 18 00:02:22,920 --> 00:02:27,520 Affluent people and big designers buy these at lower rates 19 00:02:27,760 --> 00:02:30,280 and sell them at a much higher rate. 20 00:02:31,800 --> 00:02:36,920 That leads to our women getting lesser money for their work 21 00:02:37,000 --> 00:02:39,040 and also no credit. 22 00:02:39,800 --> 00:02:42,320 That really saddened me. 23 00:02:42,880 --> 00:02:45,440 I made a resolve 24 00:02:45,560 --> 00:02:47,520 to help these women 25 00:02:47,600 --> 00:02:50,680 get their rightful compensation as well as credit. 26 00:02:51,880 --> 00:02:53,960 With the assistance of Nilesh Priyadarshi 27 00:02:54,040 --> 00:02:56,200 and Nupur Kumari, 28 00:02:56,280 --> 00:02:59,280 I established my own brand, pabiben.com. 29 00:02:59,400 --> 00:03:01,120 [music playing] 30 00:03:01,240 --> 00:03:05,440 Pabiben is popular across the globe now. 31 00:03:06,000 --> 00:03:09,440 Many celebrities have used our products. 32 00:03:11,040 --> 00:03:12,160 Greetings, Sharks. 33 00:03:12,400 --> 00:03:13,800 I am Nilesh Priyadarshi. 34 00:03:19,240 --> 00:03:22,440 Sharks, pabiben.com is an online platform 35 00:03:22,560 --> 00:03:26,600 that takes an artisan's skill to the whole world. 36 00:03:27,360 --> 00:03:30,560 We specialise in rabari embroidery products like bags, 37 00:03:30,600 --> 00:03:32,840 accessories and gift boxes, 38 00:03:32,840 --> 00:03:34,800 and deliver them directly to the consumer. 39 00:03:35,200 --> 00:03:36,880 Sharks, pabiben.com 40 00:03:37,000 --> 00:03:40,080 is established on Mahatma Gandhi's principles. 41 00:03:40,160 --> 00:03:42,960 Where progress is not for one, but all. 42 00:03:43,840 --> 00:03:46,040 [music playing] 43 00:03:46,120 --> 00:03:47,280 Our vision is 44 00:03:47,360 --> 00:03:50,240 to scout talented artisans in India, 45 00:03:50,320 --> 00:03:51,680 give them an identity, 46 00:03:51,760 --> 00:03:53,680 set up businesses under their names 47 00:03:53,760 --> 00:03:56,240 and take their talent across the globe. 48 00:03:57,480 --> 00:03:59,520 Sharks, we come here today 49 00:03:59,640 --> 00:04:01,320 to ask for an investment of Rs. 50 lakhs 50 00:04:15,880 --> 00:04:16,760 Nice. 51 00:04:36,120 --> 00:04:38,880 They are colourful and beautiful. 52 00:04:38,960 --> 00:04:41,200 Your brand has an emotional touch. 53 00:04:41,320 --> 00:04:42,840 [music playing] 54 00:04:44,320 --> 00:04:47,800 So, tell us how you met him. 55 00:04:47,880 --> 00:04:51,160 The story began when I was still a child. 56 00:04:51,240 --> 00:04:53,640 The main livelihood of the people of Rabari community 57 00:04:53,720 --> 00:04:54,880 is rearing farm animals. 58 00:04:54,960 --> 00:04:55,760 Oh. 59 00:04:56,320 --> 00:05:00,760 My father passed away when I was five years old. 60 00:05:02,120 --> 00:05:06,360 He was drawing water from the well to feed the animals. 61 00:05:06,400 --> 00:05:07,960 He slipped and fell inside. 62 00:05:08,040 --> 00:05:09,640 [sad music playing] 63 00:05:09,720 --> 00:05:12,280 My second sister was three years old 64 00:05:12,360 --> 00:05:14,320 and the third sister was still in my mother's womb. 65 00:05:16,040 --> 00:05:20,280 Everybody was hoping the third child would be a boy. 66 00:05:20,960 --> 00:05:24,960 But when my third sister was born two months down the line, 67 00:05:25,440 --> 00:05:27,840 the atmosphere at home became melancholic. 68 00:05:27,960 --> 00:05:29,680 [sad music playing] 69 00:05:29,760 --> 00:05:32,680 People used to say the daughters would get married 70 00:05:32,680 --> 00:05:34,880 and the house would become vacant. 71 00:05:35,800 --> 00:05:38,880 That hit me hard when I was five. 72 00:05:38,960 --> 00:05:42,680 I wanted to change that but didn't know how. 73 00:05:42,760 --> 00:05:44,600 As time passed, I grew up. 74 00:05:44,720 --> 00:05:47,280 I learnt to do embroidery. 75 00:05:48,320 --> 00:05:50,360 But we were artisans. 76 00:05:50,440 --> 00:05:52,280 And what bothered me was that 77 00:05:52,320 --> 00:05:54,200 we wouldn't get credit for our work. 78 00:05:54,920 --> 00:05:57,600 I knew Nilesh from Kutch itself. 79 00:05:57,680 --> 00:06:01,040 He worked for 10 years at a place in Kutch. 80 00:06:01,120 --> 00:06:02,400 - What was he into? - Handicrafts. 81 00:06:02,440 --> 00:06:03,720 Handicraft. Okay. 82 00:06:03,800 --> 00:06:07,280 He knew exactly the hurdles 83 00:06:07,360 --> 00:06:10,320 that small-time artisans would face when it came to marketing. 84 00:06:12,040 --> 00:06:15,200 I told Nilesh that I wanted 85 00:06:15,280 --> 00:06:18,960 to start a small business in my village itself. 86 00:06:20,040 --> 00:06:22,400 I wanted to do a business that would provide employment 87 00:06:22,520 --> 00:06:24,640 - to our women within the village itself. - Nice. 88 00:06:24,720 --> 00:06:27,520 Nilesh helped me with marketing 89 00:06:27,640 --> 00:06:30,360 and Nupur Kumari helped me with the designs. 90 00:06:30,440 --> 00:06:32,000 That's how we three met. 91 00:07:24,920 --> 00:07:28,280 We wanted to create a model to start with. 92 00:07:28,400 --> 00:07:31,280 Pabiben.com was the first model we created. 93 00:07:31,400 --> 00:07:33,240 That's how our journey began. 94 00:07:33,320 --> 00:07:35,800 [music playing] 95 00:07:35,960 --> 00:07:37,640 Is the funding for Eye-Catching Young Entrepreneurs? 96 00:07:37,720 --> 00:07:39,920 Is it for the company or Pabiben? 97 00:07:40,000 --> 00:07:41,280 - Eye-Catching. - Got it. 98 00:07:41,360 --> 00:07:42,560 - Yes. - So, it'll all be together. 99 00:07:42,560 --> 00:07:44,400 - Everything will be under the company. - Yes. 100 00:07:44,480 --> 00:07:46,480 - Okay. - But it will have other brands too. 101 00:07:46,560 --> 00:07:48,000 - Yes. - There will be other brands. 102 00:07:48,040 --> 00:07:49,520 - In future, yes. - Just one now? 103 00:07:49,640 --> 00:07:51,120 - Just one now. - May we see the product? 104 00:07:51,200 --> 00:07:52,120 Sure. 105 00:07:54,920 --> 00:07:58,680 Nilesh, there's a brand called Sanskruti in Ahmedabad. 106 00:07:59,080 --> 00:08:01,200 They sell the same products. 107 00:08:01,320 --> 00:08:04,240 Don't they specialise in this embroidery? 108 00:08:06,120 --> 00:08:08,880 Look, this embroidery is called rabari. 109 00:08:08,960 --> 00:08:12,640 A designer can use this form on any of his products and sell them. 110 00:08:12,720 --> 00:08:15,880 And Sanskruti does the same. 111 00:08:15,960 --> 00:08:19,760 But Pabiben especially developed this art. 112 00:08:20,880 --> 00:08:22,960 Her name has become a brand of sorts. 113 00:08:23,080 --> 00:08:25,760 Every store sells it under the name Pabi bag. 114 00:08:25,840 --> 00:08:27,040 Oh! People call it that! 115 00:08:27,120 --> 00:08:28,440 - Pabi bag? - They ask for Pabi bag. 116 00:08:28,520 --> 00:08:30,680 What is the price of this bag? 117 00:08:30,840 --> 00:08:32,040 Rs. 1,790. 118 00:08:33,280 --> 00:08:35,000 This isn't hand-embroidered, right? 119 00:08:35,080 --> 00:08:37,080 - It's machine embroidered. - It's not in this piece. 120 00:08:37,160 --> 00:08:38,440 - This one is. - That's hand-embroidered. 121 00:08:38,520 --> 00:08:39,840 - This one is. - Is this the one? 122 00:08:39,920 --> 00:08:42,320 How much does the hand-embroidered bag cost? 123 00:08:46,920 --> 00:08:51,080 And also tell us about your SKUs. 124 00:08:51,280 --> 00:08:54,840 - We have around 500 SKUs. - Wow! 125 00:08:59,200 --> 00:09:01,800 Pabiben as well as the products we make from waste plastic. 126 00:09:01,880 --> 00:09:04,520 - We have 500 SKUs in total. - Okay. 127 00:09:22,840 --> 00:09:25,040 Yes. Our margin is 50%. 128 00:09:29,760 --> 00:09:31,800 Why did you name it Pabiben.com? 129 00:09:31,880 --> 00:09:34,400 You could have chosen a general name and sold all the products under it. 130 00:09:34,480 --> 00:09:37,880 Now you'll have to make multiple domain names and market for them. 131 00:09:38,000 --> 00:09:40,120 That's the plan for the future. 132 00:09:40,240 --> 00:09:43,200 Kaarigarkidukaan.com will have 133 00:09:43,280 --> 00:09:46,280 an individual digital store for every artisan. 134 00:09:46,360 --> 00:09:47,160 That's the plan. 135 00:09:47,280 --> 00:09:48,760 - Kaarigar Ki Dukaan. - Yes. 136 00:09:48,840 --> 00:09:49,840 Nice name. 137 00:09:50,360 --> 00:09:53,600 Suppose you were to list her products under the name Pabiben 138 00:09:53,680 --> 00:09:56,720 on Myntra, Amazon and other marketplaces. 139 00:10:02,200 --> 00:10:04,880 If we sell it on any platform, 140 00:10:04,960 --> 00:10:08,240 the platform will keep the majority profit. 141 00:10:08,320 --> 00:10:11,800 Look. This pouch is lying at someone's house for instance. 142 00:10:11,880 --> 00:10:13,680 They wouldn't know what the brand is. 143 00:10:26,920 --> 00:10:29,440 If there's no traffic on your website, 144 00:10:29,480 --> 00:10:30,800 how will it build your image? 145 00:10:31,520 --> 00:10:33,520 Suppose you put it up on a marketplace. 146 00:10:33,640 --> 00:10:35,680 A lot of people may not buy it. 147 00:10:35,760 --> 00:10:39,080 But they will be aware of a brand called Pabiben. 148 00:10:40,640 --> 00:10:42,960 You shouldn't raise investment. 149 00:10:44,320 --> 00:10:48,080 Because you are already running this as a profitable business. 150 00:10:48,160 --> 00:10:50,320 The moment you raise investment, 151 00:10:50,400 --> 00:10:53,000 there will be unnecessary pressure for growth. 152 00:10:53,800 --> 00:10:54,800 So, I am out. 153 00:10:55,760 --> 00:10:56,760 Thank you. 154 00:10:57,040 --> 00:11:00,080 Nilesh and Pabiben, it was nice to meet you. 155 00:11:00,480 --> 00:11:01,760 I'd like to be out. 156 00:11:02,320 --> 00:11:05,000 But I have a suggestion for you. 157 00:11:12,560 --> 00:11:15,920 I found your story to be very powerful. 158 00:11:17,560 --> 00:11:20,080 You never know. India could make a big brand 159 00:11:20,120 --> 00:11:23,000 with a powerful story in this area. 160 00:11:23,400 --> 00:11:25,240 It'd be great to see that. 161 00:11:25,320 --> 00:11:27,160 I hope it's your brand. 162 00:11:27,240 --> 00:11:30,400 I am out but wish you all the best. 163 00:11:31,600 --> 00:11:32,880 - Thank you. - Thank you. 164 00:11:32,960 --> 00:11:34,840 Pabiben and Nilesh, 165 00:11:35,320 --> 00:11:37,120 it's a little early right now. 166 00:11:37,240 --> 00:11:39,800 The scale is too small and so I am out. 167 00:11:41,040 --> 00:11:43,440 I think this could be interesting. 168 00:11:44,400 --> 00:11:46,400 But you need to work on this. 169 00:11:46,480 --> 00:11:49,280 I think there's huge scope for PR. 170 00:11:50,280 --> 00:11:53,440 Solve the story and scalability factors 171 00:11:53,520 --> 00:11:54,840 and then look for funding. 172 00:11:54,920 --> 00:11:58,240 If you take funding now, you'll be on the wrong track. 173 00:11:59,120 --> 00:12:01,320 I am out for this reason. 174 00:12:02,680 --> 00:12:05,720 Many times as an investor, 175 00:12:05,880 --> 00:12:08,480 your heart and mind are in conflict. 176 00:12:08,640 --> 00:12:12,760 What they and the mind are saying is absolutely right. 177 00:12:13,240 --> 00:12:16,400 But as investors and business leaders, 178 00:12:16,520 --> 00:12:19,880 we have a duty and a responsibility 179 00:12:20,000 --> 00:12:22,280 to support women like you. 180 00:12:23,000 --> 00:12:25,440 I would like to give you a token amount. 181 00:12:27,600 --> 00:12:29,640 Look, your sales are Rs. 36 lakhs. 182 00:12:29,760 --> 00:12:31,160 They are quite negligible. 183 00:12:31,840 --> 00:12:35,640 If I give you a high valuation, 184 00:12:35,720 --> 00:12:37,920 say Rs. 2.5 crores, 185 00:12:38,960 --> 00:12:42,480 I'd like to offer you Rs. 5 lakhs for 2% equity. 186 00:12:42,600 --> 00:12:44,120 That's a token amount. 187 00:12:56,400 --> 00:12:57,720 I will help you with that too. 188 00:12:57,800 --> 00:13:02,160 This is my offer just... Please don't feel bad, Nilesh. 189 00:13:02,520 --> 00:13:04,240 But just for Pabiben 190 00:13:04,360 --> 00:13:06,480 so that she can set an example for India. 191 00:13:06,560 --> 00:13:09,800 Artisans should know that they have a future. 192 00:13:10,040 --> 00:13:12,240 So, this is an emotional deal. 193 00:13:14,040 --> 00:13:15,400 You can step out and discuss. 194 00:13:15,520 --> 00:13:17,160 - Yes, give us some time. - Sure. 195 00:13:17,240 --> 00:13:20,000 - But please come back soon. - Yes. 196 00:13:20,160 --> 00:13:21,840 [intense music playing]@ 197 00:13:23,120 --> 00:13:25,480 I think it's a good offer and I liked it. 198 00:13:25,600 --> 00:13:26,680 I'll tell you why. 199 00:13:26,800 --> 00:13:29,040 - I won't earn money but... - You could earn money 200 00:13:29,160 --> 00:13:30,600 - if you... - How will I earn money? 201 00:13:30,680 --> 00:13:32,000 You can make a story. 202 00:13:32,080 --> 00:13:33,680 - Story! A story is possible. - Even Louis Vuitton sells bags 203 00:13:33,800 --> 00:13:35,880 but we can surely make a story. 204 00:13:35,960 --> 00:13:37,400 [suspenseful music] 205 00:13:37,480 --> 00:13:38,880 What will she do? 206 00:13:38,960 --> 00:13:40,680 Pabiben! Pabiben! 207 00:13:40,760 --> 00:13:42,800 - Pabiben! Pabiben! - Pabiben! Pabiben! 208 00:13:42,880 --> 00:13:45,160 - Pabiben! Pabiben! - Pabiben! Pabiben! 209 00:13:45,240 --> 00:13:47,600 - Pabiben! - Brother Nilesh! Brother Nilesh! 210 00:13:47,680 --> 00:13:49,640 Pabiben, what's your decision? 211 00:13:49,720 --> 00:13:53,120 Ms. Namita, we liked your offer. 212 00:13:53,400 --> 00:13:54,640 We have a counteroffer. 213 00:13:54,720 --> 00:13:56,880 Gosh! We were thinking... 214 00:13:56,960 --> 00:13:58,280 Actually, I mean... 215 00:13:58,360 --> 00:14:00,840 A Gujarati will surely negotiate. 216 00:14:00,920 --> 00:14:02,040 Yes! Come on! 217 00:14:02,120 --> 00:14:03,560 Our counteroffer 218 00:14:03,640 --> 00:14:05,600 is that we give you 5% equity 219 00:14:30,880 --> 00:14:32,120 Bye! 220 00:14:33,360 --> 00:14:34,840 Very good! Good decision. 221 00:15:59,360 --> 00:16:01,680 [inspirational music] 222 00:16:10,280 --> 00:16:13,600 Sharks, shopping is a unique experience. 223 00:16:13,840 --> 00:16:15,480 Where do you plan to keep them? 224 00:16:15,600 --> 00:16:17,240 I'll keep them in the cupboard, of course. 225 00:16:17,320 --> 00:16:19,440 [comical music] 226 00:16:22,680 --> 00:16:24,920 Oh! Gosh! [chuckling] 227 00:16:25,280 --> 00:16:26,880 There isn't enough space. 228 00:16:27,640 --> 00:16:29,040 It happens in every home. 229 00:16:31,920 --> 00:16:34,640 Sharks, have you ever experienced a situation 230 00:16:34,720 --> 00:16:36,760 where you arrange the cupboard on a Monday 231 00:16:36,880 --> 00:16:40,120 but it becomes messy by Friday? 232 00:16:41,040 --> 00:16:44,520 Every Indian cupboard has a unique story 233 00:16:44,640 --> 00:16:47,480 and every homemaker faces unique challenges. 234 00:16:47,560 --> 00:16:49,240 And we call it 235 00:16:49,360 --> 00:16:51,440 The Great Indian Cupboard Challenge. 236 00:16:51,520 --> 00:16:53,880 [chuckling] 237 00:16:54,600 --> 00:16:57,040 And we organise people's messy life 238 00:16:57,120 --> 00:17:00,320 with our brand Homestrap. 239 00:17:01,480 --> 00:17:03,480 Hello, Sharks! I'm Priyanka Mehta. 240 00:17:08,120 --> 00:17:09,640 Homestrap is a solutions brand 241 00:17:09,760 --> 00:17:12,560 that helps you organise your household items. 242 00:17:12,640 --> 00:17:15,120 - Do you want to know how? - Yes, please! 243 00:17:20,560 --> 00:17:21,840 - Like this. - Very nice! 244 00:17:21,920 --> 00:17:23,640 [motivational music] 245 00:17:24,560 --> 00:17:25,480 Wow! 246 00:17:27,680 --> 00:17:29,720 Some of our most loved products 247 00:17:43,000 --> 00:17:45,520 Our vision is to organise 24 million wardrobes 248 00:17:45,600 --> 00:17:47,920 in India 249 00:17:48,000 --> 00:17:51,400 which will make their life easier and avoid squabbles. 250 00:17:51,520 --> 00:17:53,280 [motivational music] 251 00:17:54,120 --> 00:17:56,080 So today our ask is 252 00:17:56,200 --> 00:17:58,280 Rs. 70 lakhs for 1% equity. 253 00:18:17,280 --> 00:18:19,400 As if Anupam is a minimalist 254 00:18:19,480 --> 00:18:21,520 - and he... - It's apparent! 255 00:18:21,600 --> 00:18:23,880 He is not wearing a necklace. 256 00:18:24,000 --> 00:18:25,680 He is not wearing fancy sunglasses 257 00:18:25,800 --> 00:18:28,000 nor does he have 258 00:18:28,080 --> 00:18:31,720 multicoloured sleeves and fancy shoes. 259 00:18:31,800 --> 00:18:34,560 - His belt and shoes are matching. - You started wrong, Anupam. 260 00:18:34,680 --> 00:18:36,200 You started wrong. [laughing] 261 00:18:36,280 --> 00:18:38,600 I'm wearing everything I own. 262 00:18:38,680 --> 00:18:40,160 [laughing] 263 00:18:40,240 --> 00:18:41,760 Earrings too! 264 00:18:41,840 --> 00:18:42,800 Yes, right! 265 00:18:42,880 --> 00:18:46,600 You have enough information about us. 266 00:18:47,360 --> 00:18:49,320 Let's know about you. 267 00:18:50,600 --> 00:18:53,000 After our first child, 268 00:18:53,120 --> 00:18:55,280 our life turned chaotic. 269 00:18:55,360 --> 00:18:57,680 - You guys are married? - Yes! 270 00:18:59,320 --> 00:19:02,080 - We know each other since the tenth standard. - Wow! 271 00:19:02,160 --> 00:19:04,360 And our long partnership is 22 years old. 272 00:19:04,440 --> 00:19:05,640 - Oh my God! - Wow! 273 00:19:05,720 --> 00:19:09,720 - You look so young but 22 years... - We are still young. 274 00:19:09,800 --> 00:19:11,120 We are young. [chuckling] 275 00:19:12,160 --> 00:19:13,800 I have been married for 20 years. 276 00:19:13,880 --> 00:19:15,680 Ours was a kind of a child-marriage. 277 00:19:15,760 --> 00:19:17,800 [laughing] 278 00:19:18,400 --> 00:19:21,640 Please don't do such things. I'll lose business on Shaadi.com. 279 00:19:23,320 --> 00:19:25,120 After our first child, 280 00:19:25,200 --> 00:19:27,160 our life had become chaotic. 281 00:19:27,240 --> 00:19:29,680 Our house used to be messy 282 00:19:30,120 --> 00:19:33,360 and we had arguments over small issues 283 00:19:33,480 --> 00:19:35,800 when we couldn't find things. 284 00:19:36,000 --> 00:19:37,480 Then we realised 285 00:19:37,560 --> 00:19:39,600 that this problem wasn't limited to our family. 286 00:19:39,680 --> 00:19:42,720 This problem is faced by every homemaker. 287 00:19:42,800 --> 00:19:45,200 I want to ask a question. 288 00:19:46,320 --> 00:19:49,600 As a personal story, I don't let anyone cross the boundary. 289 00:19:49,680 --> 00:19:51,000 Nobody can cross it 290 00:19:51,080 --> 00:19:53,680 but Priya keeps her wardrobe clean and tidy. 291 00:19:53,880 --> 00:19:55,960 And she doesn't touch my portion of the wardrobe. 292 00:19:56,040 --> 00:19:58,720 It's not really needed, right? 293 00:19:58,880 --> 00:20:00,800 No, sir. Firstly, ma'am needs it. 294 00:20:00,880 --> 00:20:02,680 As you said, she likes to keep her side organised. 295 00:20:02,760 --> 00:20:06,680 Normally, women in India need to arrange the clothes 296 00:20:06,760 --> 00:20:08,440 of their husbands and their children. 297 00:20:09,160 --> 00:20:11,720 Women are often judged 298 00:20:11,840 --> 00:20:14,080 based on how neatly they keep their homes 299 00:20:14,200 --> 00:20:16,360 and their cupboards. 300 00:20:17,320 --> 00:20:19,280 But, Priyanka, the times are changing. 301 00:20:19,360 --> 00:20:21,800 I think guys keep their own belongings 302 00:20:21,880 --> 00:20:25,000 - because I... - Absolutely! My man is not like that. 303 00:20:25,080 --> 00:20:28,120 - "My man!" - "My man!" I like it! 304 00:20:28,240 --> 00:20:31,080 Hey, no prizes for guessing who the CEO is. 305 00:20:31,160 --> 00:20:33,600 [laughing] 306 00:20:35,600 --> 00:20:38,600 We met 100 homemakers personally. 307 00:20:38,680 --> 00:20:40,440 - Around 500... - Where? In Indore? 308 00:20:40,560 --> 00:20:42,200 - No! - Indore and outside Indore. 309 00:20:42,280 --> 00:20:43,760 - Mumbai and Delhi. - Delhi, Mumbai and Bengaluru. 310 00:20:43,840 --> 00:20:46,080 - Everywhere! - We have done complete research. 311 00:20:46,160 --> 00:20:49,200 And we studied around 500 cupboards 312 00:20:49,320 --> 00:20:51,080 which helped us know 313 00:20:51,160 --> 00:20:54,880 the challenges of homemakers and their problems. 314 00:20:55,840 --> 00:20:59,840 What problems does a Shirt Stacker solve? 315 00:20:59,960 --> 00:21:03,200 If you hang shirts in the cupboard, 316 00:21:03,280 --> 00:21:06,200 you can hang a maximum of 12 to 15 shirts 317 00:21:06,280 --> 00:21:07,920 in a cupboard like this. 318 00:21:08,000 --> 00:21:09,960 If you use our Shirt Stacker 319 00:21:10,040 --> 00:21:12,520 to store your shirts, 320 00:21:12,640 --> 00:21:15,480 you may store up to 120 shirts. 321 00:21:15,560 --> 00:21:16,640 120? 322 00:21:16,720 --> 00:21:18,040 120 shirts. 323 00:21:18,120 --> 00:21:19,360 It'd store ten times more? 324 00:21:19,440 --> 00:21:20,600 - Yes! - Yes! 325 00:21:20,720 --> 00:21:22,520 [suspenseful music] 326 00:21:22,840 --> 00:21:25,480 I have seen such racks since childhood. We can easily get these. 327 00:21:25,560 --> 00:21:27,240 It's a different design. 328 00:21:27,320 --> 00:21:31,560 During my college and when I was doing a job, 329 00:21:31,640 --> 00:21:34,840 I used these to store my clothes. 330 00:21:35,720 --> 00:21:38,440 I used them when I was abroad. 331 00:21:38,520 --> 00:21:39,840 It means it's available outside India. 332 00:21:39,920 --> 00:21:43,200 Sir, it's available outside India but let me tell you the problem. 333 00:21:43,280 --> 00:21:45,200 Companies like IKEA and MUJI 334 00:21:45,320 --> 00:21:47,840 have entered the Indian market only recently. 335 00:21:47,920 --> 00:21:49,800 They are designed as open closets. 336 00:21:49,920 --> 00:21:51,160 They don't face the problem 337 00:21:51,280 --> 00:21:53,120 of dust and hoarding. 338 00:21:53,240 --> 00:21:56,520 The problem in India is unique and it can't be solved by them. 339 00:21:58,200 --> 00:21:59,840 Can you show us the products 340 00:21:59,920 --> 00:22:00,960 - you brought here? - I'll get a closer look. 341 00:22:01,040 --> 00:22:02,840 - Hold on. - Let's have a closer look. 342 00:22:06,200 --> 00:22:08,760 It's a hanging Saree Organiser. 343 00:22:08,880 --> 00:22:10,080 Can I take it with me? 344 00:22:10,160 --> 00:22:11,680 Sure! 345 00:22:12,960 --> 00:22:14,120 It's a Drawer Organiser. 346 00:22:15,120 --> 00:22:17,520 [ethereal music] 347 00:22:18,160 --> 00:22:20,600 We saw your product. How much do you sell it for? 348 00:22:20,680 --> 00:22:22,520 Our ASP is Rs. 505. 349 00:22:23,600 --> 00:22:25,640 What about your sales? 350 00:22:25,720 --> 00:22:29,080 - Last year, we made a sale of Rs. 17.2 crores. - What? 351 00:22:29,160 --> 00:22:30,360 Rs. 17.2 crores! [chuckling] 352 00:22:30,440 --> 00:22:31,320 Very nice! 353 00:22:31,400 --> 00:22:34,400 - Amazing! Wonderful! - That's why they want Rs. 70 crores valuation. 354 00:22:34,880 --> 00:22:37,240 Our projected sales for this year are Rs. 22 crores. 355 00:22:37,320 --> 00:22:40,760 Please tell us the trajectory of the last 5 years. 356 00:22:55,760 --> 00:22:58,840 There was a boom in the furniture industry during Covid 357 00:22:58,960 --> 00:23:01,120 but later on, we realised that it isn't our category. 358 00:23:01,200 --> 00:23:02,720 - Good decision! - Good! 359 00:23:02,800 --> 00:23:04,240 We closed it down immediately. 360 00:23:04,360 --> 00:23:06,520 - Very good! - We suffered a loss of Rs. 4.5 crores 361 00:23:06,600 --> 00:23:09,040 but our home storage business grew by Rs. 2.5 crores to Rs. 3 crores. 362 00:23:09,120 --> 00:23:10,760 So we didn't suffer much. 363 00:23:12,080 --> 00:23:14,360 You increased to Rs. 7 crores from Rs. 2 crores. 364 00:23:14,480 --> 00:23:16,440 Then you made a sale of Rs. 9 crores, 365 00:23:16,520 --> 00:23:18,760 Rs. 12 crores, Rs. 14.5 crores 366 00:23:18,960 --> 00:23:20,400 - and then Rs. 17.2 crores. - We reached 17.2 from 14.5. 367 00:23:20,480 --> 00:23:22,400 Why is it growing incrementally? 368 00:23:23,120 --> 00:23:25,080 Either the market size is small 369 00:23:25,160 --> 00:23:28,680 or due to the competition between unorganised players 370 00:23:28,760 --> 00:23:31,320 they compete on the current price 371 00:23:31,400 --> 00:23:32,680 and you grow slowly. 372 00:23:32,800 --> 00:23:33,960 This category 373 00:23:34,080 --> 00:23:37,080 is at a nascent stage in India. 374 00:23:37,160 --> 00:23:40,080 First, we need to educate the consumer 375 00:23:40,160 --> 00:23:42,120 on the need for organisation. 376 00:23:44,160 --> 00:23:46,400 Akash, do you make a profit? 377 00:23:46,480 --> 00:23:49,280 Yes, sir. Our EBITDA is at 3% right now. 378 00:23:49,360 --> 00:23:50,520 3%? 379 00:23:51,280 --> 00:23:53,520 It could have been higher. 380 00:23:53,600 --> 00:23:55,720 We have spent a lot on team-building, 381 00:23:55,800 --> 00:23:58,280 branding and marketing in the last one and a half years 382 00:23:58,400 --> 00:24:01,960 because our target is to double it up in the next one and a half years. 383 00:24:02,040 --> 00:24:05,320 So to fulfil our goal we were making investments for the future. 384 00:24:06,400 --> 00:24:08,920 Please share your unit economics. 385 00:24:51,720 --> 00:24:54,480 because we started it only three months ago. 386 00:24:54,560 --> 00:24:57,440 How much are you spending on marketing in total? 387 00:24:57,520 --> 00:24:59,480 I spent around 388 00:24:59,560 --> 00:25:02,560 Rs. 35 lakhs on marketing activities besides Amazon. 389 00:25:02,640 --> 00:25:05,320 We spent Rs. 1 crore to Rs. 1.25 crores on Amazon. 390 00:25:33,760 --> 00:25:36,760 Akash and Priyanka, making a brand is very tough. 391 00:25:38,200 --> 00:25:39,400 Your EBITDA is very small. 392 00:25:39,480 --> 00:25:42,400 There is very less room to expand this even in future. 393 00:25:42,480 --> 00:25:43,920 If you try to expand it, 394 00:25:43,960 --> 00:25:45,960 the demand and supply quotient will pose a hurdle. 395 00:25:46,080 --> 00:25:48,880 And if demand increases, many players will emerge. 396 00:25:49,800 --> 00:25:50,880 For now, I am out. 397 00:25:52,200 --> 00:25:55,440 - I believe you need to work on the product. - Yes. 398 00:25:55,520 --> 00:25:58,760 When I felt the product, I thought it lacked finesse. 399 00:25:58,920 --> 00:25:59,720 Hmm. 400 00:26:00,080 --> 00:26:03,520 It felt like another one of the cheap products from the market. 401 00:26:03,520 --> 00:26:04,320 Correct. 402 00:26:04,560 --> 00:26:09,040 I am out because I don't think I can add value. 403 00:26:10,520 --> 00:26:15,200 Some categories are fundamentally commoditised. 404 00:26:15,280 --> 00:26:18,520 - Yes. - Especially where the consumer can't see your brand. 405 00:26:18,600 --> 00:26:20,520 We hide these things inside. 406 00:26:20,600 --> 00:26:24,040 In the long term, there is just one medium 407 00:26:24,120 --> 00:26:27,520 to generate profits in such a category. 408 00:26:27,600 --> 00:26:29,360 - That's brand building. - Yes. 409 00:26:29,440 --> 00:26:30,680 Unless there's a brand, 410 00:26:30,760 --> 00:26:32,200 people will be 411 00:26:32,200 --> 00:26:34,800 cutting each other's throats on Amazon at price competition. 412 00:26:35,960 --> 00:26:39,200 This seems like a commoditised business. 413 00:26:39,280 --> 00:26:41,640 I would like to be out. 414 00:26:42,320 --> 00:26:45,960 - But if you do build a brand, this could be exciting. - Yes. 415 00:26:47,440 --> 00:26:49,640 Let me tell you my problem. 416 00:26:49,720 --> 00:26:51,960 I completely agree with Peyush. 417 00:26:52,040 --> 00:26:53,920 [intense music playing] 418 00:26:54,000 --> 00:26:56,520 Your products lack finesse. 419 00:26:57,120 --> 00:27:00,800 I checked the quality of your zipper. 420 00:27:01,000 --> 00:27:05,160 That differentiation will come when you enhance the design 421 00:27:05,280 --> 00:27:07,160 and the touch-and-feel components. 422 00:27:07,240 --> 00:27:09,400 Maybe we'll meet someday in the future. 423 00:27:09,480 --> 00:27:10,720 But I am out. 424 00:27:12,760 --> 00:27:15,400 Only one Shark remains. Anupam is the only Shark. 425 00:27:15,480 --> 00:27:17,480 [intense music playing] 426 00:27:17,600 --> 00:27:21,080 It's an interesting market. I believe we can build a business. 427 00:27:21,160 --> 00:27:25,160 But you are very far away from making this a viable business. 428 00:27:26,440 --> 00:27:28,680 I shall value this 429 00:27:29,280 --> 00:27:31,320 as an early-stage business. 430 00:27:31,400 --> 00:27:33,440 Not your Rs. 17 crores revenue. 431 00:27:35,120 --> 00:27:38,200 If you're interested in it, I could make you an offer. 432 00:27:38,360 --> 00:27:40,120 [intense music playing] 433 00:27:41,080 --> 00:27:43,000 I will give you Rs. 50 lakhs. 434 00:27:43,080 --> 00:27:45,080 Rs. 50 lakhs for 10% equity 435 00:27:45,160 --> 00:27:48,160 - and Rs. 20 lakhs will be a loan to you. - Yes. 436 00:27:57,280 --> 00:27:59,680 We have millions of users in that category. 437 00:27:59,840 --> 00:28:02,920 So, creating awareness 438 00:28:03,160 --> 00:28:05,720 is a possibility to address it. 439 00:28:05,800 --> 00:28:08,880 Get 50 boxes free with a groom! 440 00:28:10,440 --> 00:28:14,680 Sir, our counteroffer is Rs 50 lakhs for 5% equity. 441 00:28:22,400 --> 00:28:23,760 I can do one thing. 442 00:28:35,560 --> 00:28:39,040 10% equity is the matter here. 443 00:28:39,560 --> 00:28:41,160 If you set it at 5%, 444 00:28:41,200 --> 00:28:43,720 we won't face a challenge to raise funds in future. 445 00:28:43,800 --> 00:28:44,640 That was the intention. 446 00:28:44,720 --> 00:28:46,200 You'll be able to raise funds in future 447 00:28:46,240 --> 00:28:47,880 if we can give this a direction. 448 00:28:49,760 --> 00:28:52,000 That will take time and hard work. 449 00:28:52,520 --> 00:28:55,480 I think this is as good as it gets. 450 00:29:16,200 --> 00:29:17,000 Alright, let's do it. 451 00:29:25,440 --> 00:29:29,640 - You saved your equity. That's a good thing. - Yes. 452 00:29:29,720 --> 00:29:31,800 [ethereal music] 453 00:29:35,320 --> 00:29:36,800 - Thank you! - Thank you so much, sir. 454 00:29:36,880 --> 00:29:38,240 - Nice! - Thank you! 455 00:29:38,320 --> 00:29:39,320 Thank you! 456 00:29:39,440 --> 00:29:41,400 [photo clicking] 457 00:29:43,560 --> 00:29:44,760 - Bye, guys! Talk to you soon. - Alright! 458 00:29:44,840 --> 00:29:46,960 - Thank you! - Thank you for your advice. 459 00:29:47,080 --> 00:29:49,120 Thank you! Bye! Thank you so much! 460 00:29:49,200 --> 00:29:52,200 [ethereal music] 461 00:29:53,400 --> 00:29:55,440 [inspirational music] 462 00:30:54,280 --> 00:30:56,680 Hello, Sharks! My name is Sanjay. 463 00:30:56,760 --> 00:30:59,480 - I'm 45 years old. - Huh? 464 00:30:59,600 --> 00:31:00,720 What? 465 00:31:02,520 --> 00:31:06,280 - My name is Shubham and I'm 50 years old. - What? 466 00:31:07,120 --> 00:31:08,720 - Are you surprised? - Yes. 467 00:31:12,680 --> 00:31:15,320 but due to the air pollution in cities, 468 00:31:15,480 --> 00:31:19,080 the age of our lungs is equivalent to a 50-year-old person 469 00:31:19,160 --> 00:31:21,880 due to the exposure to the polluted air. 470 00:31:22,120 --> 00:31:24,240 The air quality index in the cities 471 00:31:24,320 --> 00:31:26,400 has increased from the ideal figure of 50 472 00:31:35,080 --> 00:31:37,400 We go home to escape from pollution 473 00:31:37,720 --> 00:31:40,200 but our houses are also polluted 474 00:31:40,320 --> 00:31:43,040 and it could be 4 to 5 times more polluted. 475 00:31:43,120 --> 00:31:45,480 We grow a few plants 476 00:31:45,560 --> 00:31:48,040 but even if we grow two to four plants 477 00:31:48,400 --> 00:31:50,840 in a small room, it won't suffice. 478 00:31:52,320 --> 00:31:54,560 We need at least 100 to 200 plants 479 00:31:54,680 --> 00:31:56,760 to impact the air quality positively. 480 00:31:58,000 --> 00:32:01,000 Sharks, we introduced 'ubreathe' to give you pure air equivalent 481 00:32:01,120 --> 00:32:02,680 to 100 plants. 482 00:32:04,200 --> 00:32:06,040 Ubreathe is a kind of air purifier 483 00:32:06,120 --> 00:32:08,360 in which an ordinary plant is planted. 484 00:32:08,480 --> 00:32:12,840 Our air purifier uses a novel breathing roots technology 485 00:32:16,440 --> 00:32:18,680 the air up to 100 times. 486 00:32:18,760 --> 00:32:22,640 It means one plant will give you pure air equivalent to 100 plants. 487 00:32:22,720 --> 00:32:23,720 Wow! 488 00:32:25,880 --> 00:32:28,080 Ubreathe can cleanse harmful gases 489 00:32:28,160 --> 00:32:30,400 and bacterial viruses too. 490 00:32:30,520 --> 00:32:31,640 [motivational music] 491 00:32:31,760 --> 00:32:33,720 Ubreathe is completely sustainable. 492 00:32:33,840 --> 00:32:37,840 You needn't replace its filter for three months. 493 00:32:39,280 --> 00:32:41,800 Ubreathe has three variants. 494 00:32:42,480 --> 00:32:44,160 First, Ubreathe Mini. 495 00:32:51,240 --> 00:32:53,800 to more than 1,000 customers since 2020. 496 00:32:54,720 --> 00:32:56,800 Our products are available on our website 497 00:33:04,680 --> 00:33:08,720 by organisations like IIT Ropar and the Department of Biotechnology. 498 00:33:08,880 --> 00:33:09,840 Wow! 499 00:33:09,960 --> 00:33:11,480 We want to use our technology 500 00:33:11,600 --> 00:33:13,680 to solve the global air-quality problem 501 00:33:13,760 --> 00:33:15,440 at an international level. 502 00:33:15,520 --> 00:33:17,840 We want to make Ubreathe 503 00:33:17,920 --> 00:33:21,560 an R&D and Innovation powerhouse in the next five years. 504 00:33:21,640 --> 00:33:23,480 [motivational music] 505 00:33:23,600 --> 00:33:25,960 Sharks, our ask 506 00:33:26,040 --> 00:33:30,360 is Rs. 1.5 crores for 7.5% equity in our company. 507 00:33:41,840 --> 00:33:44,920 Our product Ubreathe Life is kept inside this confined space. 508 00:33:45,000 --> 00:33:47,080 Along with it is an air quality monitor. 509 00:33:47,200 --> 00:33:48,760 But this is a very small room. 510 00:33:48,840 --> 00:33:50,040 - Yes. - Like a matchbox! 511 00:33:50,120 --> 00:33:52,320 This is a Mumbai house. We live in Delhi! 512 00:33:53,640 --> 00:33:55,480 I will light a dhoop stick now. 513 00:33:55,920 --> 00:33:58,120 [intense music playing] 514 00:34:12,200 --> 00:34:15,160 We don't know the exact number as this is the maximum threshold. 515 00:34:15,240 --> 00:34:17,560 - Let's talk about the product until then. - Yes, please. 516 00:34:17,720 --> 00:34:19,480 [intense music playing] 517 00:34:19,840 --> 00:34:24,320 Sharks, indoor plants have been proven to purify the air. 518 00:34:25,240 --> 00:34:28,680 Research says that the purification that happens from plants 519 00:34:28,800 --> 00:34:30,360 happens in the soil. 520 00:34:31,320 --> 00:34:33,640 Just imagine. The air needs to be trapped here. 521 00:34:33,720 --> 00:34:35,720 It's a biological process and it takes a bit of time. 522 00:34:35,800 --> 00:34:37,280 - Yes. - And it should also emit air. 523 00:34:37,400 --> 00:34:40,160 - It's extremely slow. So, a few plants won't help. - Hmm. 524 00:34:40,880 --> 00:34:42,720 How did we tackle these limitations? 525 00:34:42,800 --> 00:34:46,400 We first designed a special pot. 526 00:34:47,560 --> 00:34:49,160 If you see, 527 00:34:49,240 --> 00:34:51,680 we have exposed the main part. 528 00:34:51,760 --> 00:34:53,640 When pollutants get here, 529 00:34:53,760 --> 00:34:55,400 it should be able to break them down. 530 00:34:55,480 --> 00:34:57,000 The second thing we did is this. 531 00:34:57,080 --> 00:35:00,000 There's a state-of-the-art innovation inside. 532 00:35:13,600 --> 00:35:15,280 It creates circulation 533 00:35:15,400 --> 00:35:18,600 so that a higher volume is pulled in and circulated for longer periods. 534 00:35:19,760 --> 00:35:21,960 Is the purifier on inside the enclosure? 535 00:35:22,040 --> 00:35:23,160 Yes, it is on. 536 00:35:23,280 --> 00:35:25,120 Has the number come down? 537 00:35:25,920 --> 00:35:27,840 No, it's still 999. 538 00:35:27,920 --> 00:35:29,560 [intense music playing] 539 00:35:33,280 --> 00:35:36,200 Okay. You have gone into detail with the product design 540 00:35:36,280 --> 00:35:39,760 and the engineering is done well. We see that. 541 00:35:39,840 --> 00:35:42,200 Let's talk about business. Tell us your sales figures. 542 00:35:42,320 --> 00:35:44,040 [intense music playing] 543 00:35:44,120 --> 00:35:47,040 We registered the company in 2018. 544 00:36:04,760 --> 00:36:06,720 If you look at a shop, 545 00:36:06,800 --> 00:36:08,960 not only a brand, I'm talking about a retailer... 546 00:36:09,040 --> 00:36:11,320 His sales are into crores. 547 00:36:11,360 --> 00:36:14,360 Why are your company's sales so low? 548 00:36:14,440 --> 00:36:17,880 The approach was not to make a product and scale it. 549 00:36:17,960 --> 00:36:20,320 The approach was to understand this problem in depth. 550 00:36:20,480 --> 00:36:23,920 We spent a few years gaining expertise in solving this problem. 551 00:36:25,320 --> 00:36:29,080 Did you raise a round earlier to ask for a valuation of Rs. 20 crores? 552 00:36:29,160 --> 00:36:30,480 [suspenseful music] 553 00:36:30,560 --> 00:36:32,080 No, we didn't raise a round. 554 00:36:32,160 --> 00:36:35,280 We asked for a valuation of Rs. 20 crores because 555 00:36:35,360 --> 00:36:36,720 the journey in this space is a long one. 556 00:36:36,840 --> 00:36:38,680 The revenue figures achieved 557 00:36:38,760 --> 00:36:41,880 in the first four to five years aren't the right indicators 558 00:36:41,960 --> 00:36:43,560 of a company's true valuation. 559 00:36:44,760 --> 00:36:46,560 How much revenue will you earn this year? 560 00:36:47,680 --> 00:36:49,360 We have already earned Rs. 27 lakhs 561 00:36:57,120 --> 00:36:58,720 The MRP of Ubreathe Life 562 00:36:58,840 --> 00:37:00,200 is Rs. 40,000. 563 00:37:00,320 --> 00:37:01,840 - Wow! - Gosh! 564 00:37:03,120 --> 00:37:06,760 The Mini Desktop version costs Rs. 5,000. 565 00:37:10,600 --> 00:37:11,680 Yes! 566 00:37:11,920 --> 00:37:13,360 I have a question. 567 00:37:13,440 --> 00:37:16,400 The Mi Air Purifier costs around Rs. 10,000 to Rs. 11,000. 568 00:37:16,480 --> 00:37:19,120 I think if we had installed it in the room, 569 00:37:19,240 --> 00:37:20,680 the numbers would have been reduced by now. 570 00:37:20,760 --> 00:37:22,920 [tense music] 571 00:37:23,800 --> 00:37:24,920 Do you agree with me? 572 00:37:25,040 --> 00:37:26,840 [suspenseful music] 573 00:37:26,920 --> 00:37:28,360 In PM2.5, 574 00:37:28,480 --> 00:37:31,480 mechanical filters work faster. 575 00:37:31,760 --> 00:37:34,680 Basically, it's better for houses. 576 00:37:35,040 --> 00:37:35,960 Yes. 577 00:37:37,640 --> 00:37:39,440 Are you making a profit? 578 00:37:39,520 --> 00:37:41,560 As of now, we are suffering losses. 579 00:37:41,680 --> 00:37:43,160 [sweeping music] 580 00:37:43,240 --> 00:37:44,960 Our monthly burn is around Rs. 3 lakhs. 581 00:37:45,040 --> 00:37:46,080 As expected. 582 00:37:46,200 --> 00:37:48,040 [sweeping music] 583 00:37:48,120 --> 00:37:50,120 Please tell us your unit economics quickly. 584 00:37:51,480 --> 00:37:54,160 - Our gross margin is too less right now. - Share the average figure. 585 00:37:54,280 --> 00:37:56,440 - 30%. - Just 30%! That's terrible. 586 00:37:57,840 --> 00:38:00,600 The EBITDA is -50%. 587 00:38:02,440 --> 00:38:04,760 Then how are you paying for Rs. 3 lakhs loss? 588 00:38:04,840 --> 00:38:07,480 We invested the money we received from the founders. 589 00:38:07,600 --> 00:38:09,320 How much money did you invest till now? 590 00:38:09,520 --> 00:38:11,360 Around Rs. 45 lakhs. 591 00:38:13,240 --> 00:38:18,200 I can see there is a lack of envisioning the big picture. 592 00:38:19,960 --> 00:38:22,080 Consumers' needs 593 00:38:22,160 --> 00:38:23,960 are ever-changing 594 00:38:24,040 --> 00:38:26,200 and other companies are fulfilling them. 595 00:38:26,280 --> 00:38:27,920 Your goal is noble 596 00:38:28,600 --> 00:38:31,960 but due to the reasons I just explained, I want to be out. 597 00:38:32,040 --> 00:38:33,600 [adventurous music] 598 00:38:34,320 --> 00:38:36,920 Anupam is out and Vineeta will tell you her decision. 599 00:38:37,000 --> 00:38:40,120 Before that, I want to see the demo once. 600 00:38:41,880 --> 00:38:44,360 It displays 472 even now. 601 00:38:44,440 --> 00:38:46,040 It displayed 999 602 00:38:46,120 --> 00:38:48,240 around 10 to 15 minutes earlier. 603 00:38:48,320 --> 00:38:49,920 From a demo perspective, 604 00:38:50,000 --> 00:38:53,400 its efficacy is clearly less. 605 00:38:53,560 --> 00:38:55,080 [suspenseful music] 606 00:38:55,160 --> 00:38:57,680 Secondly, when the gross margin is less, 607 00:38:57,760 --> 00:39:00,800 it's difficult to find the road to profitability. 608 00:39:01,840 --> 00:39:04,520 As of now, I find it 609 00:39:04,600 --> 00:39:07,400 a risky investment so I'm out. 610 00:39:09,720 --> 00:39:10,960 Let me tell you my decision too. 611 00:39:11,040 --> 00:39:12,560 [suspenseful music] 612 00:39:13,480 --> 00:39:14,840 There's no product-market fit. 613 00:39:14,920 --> 00:39:16,360 [dramatic music] 614 00:39:19,360 --> 00:39:21,040 rather than consumer brand-building stores. 615 00:39:21,120 --> 00:39:22,880 That's my suggestion to you. I'm out for now. 616 00:39:22,960 --> 00:39:24,400 [suspenseful music] 617 00:39:25,320 --> 00:39:26,880 You have a good cause 618 00:39:31,080 --> 00:39:32,720 I really think that you should think hard. 619 00:39:32,800 --> 00:39:35,120 You may contact Mi or any other company. 620 00:39:35,200 --> 00:39:36,360 Take strategic investment 621 00:39:36,480 --> 00:39:39,280 and use this technology if you want to continue using it. 622 00:39:40,520 --> 00:39:42,480 I'm out for now. 623 00:39:42,600 --> 00:39:44,280 [sweeping music] 624 00:39:44,360 --> 00:39:47,160 Sanjay and Shubham, I have an offer for you. 625 00:39:47,280 --> 00:39:48,360 [adventurous music] 626 00:39:48,440 --> 00:39:51,400 - Wow! - There's a strong correlation 627 00:39:51,680 --> 00:39:53,720 between environment and health for me. 628 00:39:59,480 --> 00:40:03,560 It's aesthetic and the fact that it's using plants. 629 00:40:03,680 --> 00:40:05,200 They are life itself. 630 00:40:05,280 --> 00:40:08,640 I think it has great potential in our country. 631 00:40:08,720 --> 00:40:11,920 Especially, when we position it 632 00:40:12,000 --> 00:40:14,360 from a health angle. 633 00:40:15,720 --> 00:40:18,080 However, your sales for the last two years is flat. 634 00:40:19,600 --> 00:40:22,520 This year's optimistic exit is also Rs. 50 lakhs. 635 00:40:22,640 --> 00:40:24,000 It's already closed 636 00:40:24,120 --> 00:40:26,040 but we aim to hit Rs. 1 crore this year. 637 00:40:26,120 --> 00:40:28,680 Even if you hit Rs. 1 crore 638 00:40:28,720 --> 00:40:31,920 and I give you the best valuation which is 5 times, 639 00:40:32,000 --> 00:40:33,800 your valuation should be Rs. 5 crores. 640 00:40:45,240 --> 00:40:46,480 at Rs. 10 crores valuation 641 00:40:46,560 --> 00:40:49,800 and Rs. 1 crore in debt as it's capital intensive. 642 00:40:49,880 --> 00:40:51,840 For a 10% interest. 643 00:41:02,720 --> 00:41:04,200 We have a counteroffer for you. 644 00:41:04,280 --> 00:41:06,000 [sweeping music] 645 00:41:07,360 --> 00:41:10,840 Rs. 50 lakhs for 4% equity 646 00:41:10,920 --> 00:41:13,960 at a valuation of Rs. 12.5 crores. 647 00:41:14,160 --> 00:41:15,440 We agree to take Rs. 1 crore 648 00:41:15,520 --> 00:41:18,360 in debt at a 10% interest rate. 649 00:41:25,520 --> 00:41:28,040 So I can't give you a better valuation. 650 00:41:28,120 --> 00:41:30,280 [sweeping music] 651 00:41:31,240 --> 00:41:33,920 Namita, it's tough for me to lessen the valuation from Rs. 12.5 crores. 652 00:41:34,040 --> 00:41:35,200 So are you refusing? 653 00:41:36,560 --> 00:41:37,360 No! 654 00:41:37,440 --> 00:41:38,600 Alright. Okay! 655 00:41:38,680 --> 00:41:41,360 - Okay, guys! Thank for... - Don't say thank you. She isn't out. 656 00:41:41,440 --> 00:41:42,960 I would suggest you take it. 657 00:41:45,640 --> 00:41:46,920 Give us a few seconds. 658 00:41:47,040 --> 00:41:48,880 Sure! 659 00:41:50,520 --> 00:41:52,120 [dramatic music] 660 00:41:58,280 --> 00:42:00,160 Namita, we want to make this work. 661 00:42:07,800 --> 00:42:09,040 [photo clicking] 662 00:43:39,400 --> 00:43:41,000 [sweeping music] 663 00:43:59,960 --> 00:44:01,200 - Sharks! - Hello! 664 00:44:01,320 --> 00:44:04,080 Two types of people go on holiday. 665 00:44:04,280 --> 00:44:07,320 One category of people spends hours researching online. 666 00:44:08,760 --> 00:44:10,360 At the time of booking, 667 00:44:10,440 --> 00:44:12,200 they go on different platforms 668 00:44:12,320 --> 00:44:13,920 to book their flights, hotels 669 00:44:14,000 --> 00:44:15,560 and other activities. 670 00:44:16,640 --> 00:44:19,400 The second category is of people who say, "I can't do it." 671 00:44:19,480 --> 00:44:22,840 And they outsource the work to their local neighbourhood travel agent. 672 00:44:23,000 --> 00:44:26,080 They, in turn, give them the same itinerary 673 00:44:26,160 --> 00:44:27,760 that he recommends to everyone in the market. 674 00:44:27,840 --> 00:44:29,320 [dramatic music] 675 00:44:29,400 --> 00:44:32,120 We are in dire need of a platform 676 00:44:32,200 --> 00:44:36,160 that helps us book our holiday end-to-end. 677 00:44:36,400 --> 00:44:38,920 So we introduced DEYOR 678 00:44:39,120 --> 00:44:40,840 where travel meets technology. 679 00:44:40,920 --> 00:44:42,920 [thrilling music] 680 00:45:32,240 --> 00:45:34,800 where you, our destination partners 681 00:45:34,920 --> 00:45:36,840 and our local partners are added. 682 00:45:38,560 --> 00:45:41,920 The 24/7 active group helps ensure 683 00:45:42,000 --> 00:45:43,000 that we solve 684 00:45:43,080 --> 00:45:45,480 each and every problem during your trip. 685 00:45:47,080 --> 00:45:49,200 Deyor was conceptualised in 2016. 686 00:45:49,320 --> 00:45:51,720 Today, Deyor offers its holiday experiences 687 00:45:51,800 --> 00:45:53,720 in more than 15 countries. 688 00:46:02,720 --> 00:46:04,360 We want to use technology 689 00:46:04,440 --> 00:46:06,440 to become the market leader in this space 690 00:46:06,520 --> 00:46:09,040 and redefine travel in India. 691 00:46:09,160 --> 00:46:12,640 Today we want to ask you for Rs. 1 crore 692 00:46:22,800 --> 00:46:25,040 Nowadays, this industry 693 00:46:25,120 --> 00:46:27,360 has turned extremely competitive. 694 00:46:27,440 --> 00:46:28,920 MakeMyTrip, Cleartrip, 695 00:46:29,000 --> 00:46:30,600 ixigo and EaseMyTrip. 696 00:46:30,680 --> 00:46:32,760 What was your motivation? 697 00:46:32,840 --> 00:46:36,720 I want to know that because usually, entrepreneurs avoid such spaces. 698 00:46:38,160 --> 00:46:40,800 You mentioned companies like MakeMyTrip and Cleartrip. 699 00:46:40,880 --> 00:46:43,040 They are considered online travel agents. 700 00:46:43,120 --> 00:46:44,480 These companies 701 00:46:44,560 --> 00:46:47,640 are dealing in transactional purchases. 702 00:46:47,720 --> 00:46:49,560 If I want to book my holidays, 703 00:46:49,680 --> 00:46:52,240 there is no brand in the market 704 00:46:52,320 --> 00:46:55,440 that can help me book my holidays end-to-end. 705 00:46:55,560 --> 00:46:57,800 Also, Chirag and I are childhood friends. 706 00:46:57,880 --> 00:46:59,520 We have travelled together a lot. 707 00:46:59,600 --> 00:47:02,960 In fact, we planned a Vietnam trip in 2018. 708 00:47:03,040 --> 00:47:05,840 When we came back, we realised that many people 709 00:47:05,920 --> 00:47:07,320 in our social circle reached out to us 710 00:47:07,400 --> 00:47:10,160 saying, "what places did you visit under the itinerary you planned?" 711 00:47:10,240 --> 00:47:12,880 We realised that there is a big gap in the market for this space. 712 00:47:12,960 --> 00:47:15,320 Please tell us about your background 713 00:47:15,400 --> 00:47:18,360 because it happened in 2018 but your company was launched in 2016. 714 00:47:18,480 --> 00:47:20,000 What did you do before this? 715 00:47:20,800 --> 00:47:24,000 We pursued BCom Honours from Delhi University. 716 00:47:25,040 --> 00:47:27,280 Then I joined an early-stage investment firm. 717 00:47:27,360 --> 00:47:29,160 I travelled across the country 718 00:47:29,240 --> 00:47:31,160 and met around 600 to 650 entrepreneurs. 719 00:47:31,240 --> 00:47:34,440 In 2019, I was the fourth in the 30 Under 30 List, Asia. 720 00:47:34,520 --> 00:47:37,760 And I went to Switzerland recently as the Leader of Tomorrow. 721 00:47:37,840 --> 00:47:39,640 I was invited by University of St.Gallen. 722 00:47:39,720 --> 00:47:41,040 Then we launched Deyor. 723 00:47:41,120 --> 00:47:43,320 When we had launched in 2016, 724 00:47:43,400 --> 00:47:45,760 - we worked as a campsite aggregator company. - Alright! 725 00:47:45,840 --> 00:47:47,160 We soon realised 726 00:47:47,240 --> 00:47:49,240 that we couldn't bring sustainability to it. 727 00:47:49,320 --> 00:47:51,160 The consumer acquisition cost was so high 728 00:47:51,240 --> 00:47:52,440 that we were making losses. 729 00:47:52,520 --> 00:47:55,440 We decided in 2019 to go India outbound 730 00:47:55,560 --> 00:47:57,880 as we had the opportunity to earn money in India outbound. 731 00:47:57,960 --> 00:47:59,080 How is your business faring currently? 732 00:47:59,160 --> 00:48:02,080 In a nutshell, you run a travel agency 733 00:48:02,400 --> 00:48:05,440 specialising in personalised tours. 734 00:48:06,400 --> 00:48:08,960 It's a travel package business 735 00:48:09,040 --> 00:48:11,080 where you may book any kind of holiday package. 736 00:48:11,160 --> 00:48:12,360 - He said the same thing. - I said the same. 737 00:48:12,440 --> 00:48:13,880 - He said that. - He doesn't want... 738 00:48:13,960 --> 00:48:16,000 - He doesn't want it to be called an agency. - Oh! 739 00:48:16,080 --> 00:48:18,960 - Shall we show you... - Please show us the tech. 740 00:48:19,040 --> 00:48:21,240 [sweeping music] 741 00:48:22,280 --> 00:48:23,520 Sharks, it's our website. 742 00:48:23,600 --> 00:48:25,760 The tech differentiates us 743 00:48:25,840 --> 00:48:27,600 and let me add something first. 744 00:48:27,720 --> 00:48:29,960 Our conversion rate increased 745 00:48:30,040 --> 00:48:33,320 from 0.6% to 4.6% after applying this tech. 746 00:48:33,400 --> 00:48:34,920 Oh, wow! 747 00:48:35,000 --> 00:48:36,800 It's our WhatsApp chatbot. 748 00:48:36,920 --> 00:48:38,880 I can reach the WhatsApp chatbot 749 00:48:38,960 --> 00:48:40,840 with the help of the green button. 750 00:48:40,920 --> 00:48:44,400 Basically, it'll ask for your name and destination 751 00:48:44,480 --> 00:48:47,600 - to know how many people will travel. - Okay! Make it for 4 days. 752 00:48:47,680 --> 00:48:49,240 'How many people are travelling?' Three! 753 00:48:49,320 --> 00:48:51,080 - Three people are travelling? - Yes! 754 00:48:51,520 --> 00:48:53,920 It will ask you to choose from the category of hotels. 755 00:48:54,000 --> 00:48:56,920 - I'm a poor man. Three-star hotel! - Poor? 756 00:48:57,000 --> 00:49:00,000 After this question, it'll ask about your budget for the trip. 757 00:49:00,120 --> 00:49:00,920 Rs. 50 lakhs only. 758 00:49:01,000 --> 00:49:02,600 - Rs. 2 lakhs. - "Rs. 50 lakhs!" 759 00:49:02,680 --> 00:49:04,320 [chuckling] 760 00:49:07,560 --> 00:49:09,800 It sent you 761 00:49:10,120 --> 00:49:13,000 a PDF file for Dubai. 762 00:49:13,440 --> 00:49:14,920 We already curated this package. 763 00:49:15,000 --> 00:49:17,040 It has been done with the help of artificial intelligence. 764 00:49:17,120 --> 00:49:19,000 I mean machine learning or something similar. 765 00:49:19,080 --> 00:49:20,560 - It's done by WhatsApp... - A software did it. 766 00:49:20,640 --> 00:49:22,160 It's a normal chatbot. 767 00:49:22,520 --> 00:49:23,680 This is a normal chatbot. 768 00:49:23,760 --> 00:49:25,760 Immediately within half an hour, 769 00:49:25,880 --> 00:49:27,360 Anupam will receive a package. 770 00:49:27,480 --> 00:49:29,480 No. Let's say a destination expert 771 00:49:29,560 --> 00:49:32,400 - sends him an itinerary after half an hour. - Yes. 772 00:49:32,480 --> 00:49:34,800 If he wishes to make changes to it, then what's the next step? 773 00:49:34,880 --> 00:49:36,120 He's human. 774 00:49:36,200 --> 00:49:37,360 It'll be a WhatsApp conversation. 775 00:49:37,440 --> 00:49:39,240 A WhatsApp conversation again. 776 00:49:39,320 --> 00:49:41,120 How many destination experts do you have? 777 00:49:41,200 --> 00:49:42,360 21 as of date. 778 00:49:43,880 --> 00:49:46,320 How many people can they talk to at any given point? 779 00:49:46,440 --> 00:49:48,600 They handle about 10 to 15 leads a day. 780 00:49:48,680 --> 00:49:50,600 - This is quite manual. Hence I asked. - Yes. 781 00:49:50,680 --> 00:49:52,800 You've raised a valid point. Let me answer it. 782 00:49:52,880 --> 00:49:54,320 Given our mentality 783 00:49:54,400 --> 00:49:56,240 and the frugality with which we've built this business, 784 00:49:56,320 --> 00:49:58,640 - we believe in setting up the business first. - Okay. 785 00:49:58,720 --> 00:50:00,880 Then implementing the tech. 786 00:50:01,000 --> 00:50:04,840 We hired a tech team just 15 to 20 days ago. 787 00:50:06,160 --> 00:50:07,960 How much money have you raised until now? 788 00:50:08,040 --> 00:50:09,800 We raised Rs. 6.5 crores. 789 00:50:38,040 --> 00:50:40,160 - what do you pitch yourself as? - Travel agency. 790 00:50:40,240 --> 00:50:42,120 We aim to be a travel technology platform. 791 00:50:42,240 --> 00:50:43,840 But you hired a tech team just now. 792 00:50:43,920 --> 00:50:46,200 We were working on establishing the business fundamentals until now. 793 00:50:46,280 --> 00:50:48,160 [intense music playing] 794 00:50:48,480 --> 00:50:50,600 - Let me give you the numbers. - Sure. 795 00:50:51,400 --> 00:50:54,000 Last month, our platform saw 796 00:51:18,880 --> 00:51:20,560 You are burning money every month now. 797 00:51:20,680 --> 00:51:22,760 We've been profitable in the last two quarters. 798 00:51:23,640 --> 00:51:26,920 - Have you paid yourselves salaries from the net profit? - Yes. 799 00:51:27,040 --> 00:51:29,280 - How much? - Rs. 3 lakhs for both. 800 00:51:29,360 --> 00:51:31,320 How much net profit did you make? 801 00:51:31,320 --> 00:51:32,640 Our net profit is 5%. 802 00:51:32,640 --> 00:51:34,040 But you don't have a tech team now. 803 00:51:34,120 --> 00:51:36,440 The moment you do, the company will run into a loss. 804 00:51:37,320 --> 00:51:39,920 We will be burning money by the year end, Peyush. 805 00:51:40,040 --> 00:51:41,880 I am out. 806 00:51:42,800 --> 00:51:44,880 I fail to understand your business. 807 00:51:44,960 --> 00:51:47,360 There is no consumer problem in your business. 808 00:51:48,400 --> 00:51:49,840 You've made a chatbot. 809 00:52:22,560 --> 00:52:24,680 Welcome to Shark Tank, the real Peyush Bansal. 810 00:52:24,760 --> 00:52:26,480 No. I mean, this is... 811 00:52:26,720 --> 00:52:27,840 I feel bad that 812 00:52:27,920 --> 00:52:30,520 you took another Rs. 1.5 crores from investors at LetsVenture. 813 00:52:30,600 --> 00:52:32,040 Take it with responsibility. 814 00:52:32,120 --> 00:52:33,680 [intense music playing] 815 00:52:33,760 --> 00:52:35,720 Okay, you've given them a lot to think about. 816 00:52:35,720 --> 00:52:36,880 I think Vineeta wants to say something. 817 00:52:40,280 --> 00:52:42,040 I don't understand the tech here. 818 00:52:42,120 --> 00:52:44,240 Those 21 agents are doing all the work. 819 00:52:44,240 --> 00:52:45,320 I am also out. 820 00:52:46,920 --> 00:52:48,240 Something is bothering me. 821 00:52:48,240 --> 00:52:51,160 You mentioned MakeMyTrip only books tickets. 822 00:53:03,640 --> 00:53:04,720 And second, 823 00:53:04,800 --> 00:53:08,920 you should have a big differentiator which you don't. 824 00:53:09,000 --> 00:53:12,080 Think about all this. Wish you the best but I am out. 825 00:53:12,080 --> 00:53:13,920 [intense music playing] 826 00:53:14,880 --> 00:53:16,920 Chirag, do you know when I lost you? 827 00:53:17,040 --> 00:53:18,840 [intense music playing] 828 00:53:19,120 --> 00:53:20,440 "I am 30 under 30." 829 00:53:20,560 --> 00:53:23,520 - "I won an award in Switzerland and..." - Hey! 830 00:53:25,440 --> 00:53:28,080 - All of you start to... - Let me speak. 831 00:53:28,080 --> 00:53:29,960 Don't act like God. Let me speak. 832 00:53:30,160 --> 00:53:31,640 [intense music playing] 833 00:53:32,800 --> 00:53:34,360 I lost you there. 834 00:53:34,800 --> 00:53:36,800 The problem is, awards make no difference. 835 00:53:36,880 --> 00:53:38,760 [intense music playing] 836 00:53:38,880 --> 00:53:40,240 Leave the glamour behind. 837 00:53:40,320 --> 00:53:42,800 Focus on your business and the customer. 838 00:53:43,480 --> 00:53:46,080 Be grounded, don't have your nose in the air. 839 00:53:46,160 --> 00:53:48,120 [intense music playing] 840 00:53:48,760 --> 00:53:50,400 - Aman, are you out? - Yes, I am. 841 00:53:51,520 --> 00:53:52,720 I'd like to say something. 842 00:53:52,840 --> 00:53:54,880 Thank you. Tell Anupam, not me. 843 00:53:55,160 --> 00:53:56,600 [intense music playing] 844 00:53:57,960 --> 00:53:59,280 Okay, four Sharks are out. 845 00:53:59,280 --> 00:54:02,680 Let me tell you what I think. The industry is huge. 846 00:54:03,400 --> 00:54:06,320 A lot of work happens offline and through agencies. 847 00:54:06,400 --> 00:54:08,320 And it will keep happening through agencies. 848 00:54:08,400 --> 00:54:11,600 It's because most people enjoy planning holidays. 849 00:54:12,400 --> 00:54:14,440 If you automate it and send the customer a package, 850 00:54:14,440 --> 00:54:16,440 you're basically depriving them of the joy. 851 00:54:17,600 --> 00:54:18,840 Here's the second problem. 852 00:54:18,920 --> 00:54:22,480 80 to 90% of the time when you go somewhere, 853 00:54:22,480 --> 00:54:23,840 you want to do the same thing. 854 00:54:23,920 --> 00:54:26,440 If you're going there, you'll check those four tasks. 855 00:54:26,560 --> 00:54:28,840 There will be just one or two tasks that will vary. 856 00:54:29,840 --> 00:54:31,680 So, I don't see a big problem. 857 00:54:31,680 --> 00:54:33,160 Yes! There is an opportunity. 858 00:54:33,840 --> 00:54:36,960 You could expand this agency with the help of technology. 859 00:54:37,040 --> 00:54:38,840 You could hire 100 people. 860 00:54:38,960 --> 00:54:42,320 Then your agency will make Rs. 10 crores per annum. 861 00:54:42,400 --> 00:54:43,920 [intense music playing] 862 00:54:44,000 --> 00:54:45,760 Right? But that is not investible. 863 00:54:46,920 --> 00:54:48,040 So, I am out. 864 00:54:48,160 --> 00:54:50,000 Wish you all the best. All Sharks are out. 865 00:54:52,160 --> 00:54:53,680 - All the best. - I hope you've learnt something today 866 00:54:53,760 --> 00:54:54,880 and taken back some good lessons. 867 00:54:54,960 --> 00:54:56,640 Ignore the awards feedback. 868 00:54:56,720 --> 00:54:58,560 [intense music playing] 869 00:54:58,640 --> 00:55:01,240 Self-marketing is important and if you've won awards, 870 00:55:01,320 --> 00:55:03,040 there's nothing wrong with saying it. 871 00:55:03,120 --> 00:55:04,960 Wrong, don't define yourself by awards. 872 00:55:05,040 --> 00:55:07,440 - Define yourself. - He's not defining. 873 00:55:08,000 --> 00:55:09,480 What you've made, 874 00:55:09,800 --> 00:55:11,920 - that is your definition. - They're both right. 875 00:55:13,840 --> 00:55:15,240 - Okay. - Great job. 876 00:55:15,320 --> 00:55:17,280 - Alright, guys. Thank you so much. - Thank you. 877 00:55:17,360 --> 00:55:19,080 [intense music playing] 878 00:55:20,920 --> 00:55:23,320 - Give them an award. - I don't mind. 879 00:55:23,320 --> 00:55:24,960 - Namita, you should. - You show them off on Insta. 880 00:55:25,040 --> 00:55:27,840 - What good are awards? - He posts them on Instagram. 881 00:55:27,920 --> 00:55:31,280 - The sequence is important, Namita. - That's not the point. 882 00:55:31,360 --> 00:55:34,240 If anyone mentions an award, you run down that person. 883 00:55:34,360 --> 00:55:36,600 He will mature and so will you. Let's go. 884 00:55:36,680 --> 00:55:38,840 - [laughs] I love that! - From now on... 885 00:55:38,920 --> 00:55:41,560 - I love that! - No one will post awards on Insta. 886 00:55:41,680 --> 00:55:44,320 - I love that! - That's it. No one will. 887 00:56:03,320 --> 00:56:05,520 'Peyush, today's Shark Xperience' 888 00:56:05,520 --> 00:56:08,240 'features Anupriya's question from Vellore.' 889 00:56:08,320 --> 00:56:11,920 'You always say that not every business is investible.' 890 00:56:12,040 --> 00:56:15,720 'What is needed to make a business investible?' 891 00:56:15,840 --> 00:56:17,680 A business becomes investible