1 00:00:31,480 --> 00:00:33,840 [theme music playing] 2 00:00:52,000 --> 00:00:55,440 [theme music continues] 3 00:01:19,800 --> 00:01:22,920 [theme music fades] 4 00:01:24,120 --> 00:01:25,720 - Hi, Sharks. - Hi. 5 00:01:25,880 --> 00:01:28,960 How many of you bought a gym membership 6 00:01:29,120 --> 00:01:33,040 on the 1st of January to stay fit and never went for a single day? 7 00:01:34,320 --> 00:01:37,120 Who amongst you ate healthy food for two days owing to your resolution 8 00:01:37,240 --> 00:01:39,520 and then went back to eating pizzas and samosas? 9 00:01:41,440 --> 00:01:44,600 You took a detox holiday in the mountains 10 00:01:44,680 --> 00:01:46,560 to reduce work stress, 11 00:01:46,640 --> 00:01:49,360 but got caught up in your fast-paced lives upon return! 12 00:01:51,320 --> 00:01:54,320 Sharks, this is not just our story, 13 00:01:54,400 --> 00:01:58,120 but the story of over 1 crore modern working professionals in India. 14 00:01:59,600 --> 00:02:02,880 To solve this problem of modern working professionals, 15 00:02:02,960 --> 00:02:05,640 we launched Zoe, Nutrition For Life. 16 00:02:05,720 --> 00:02:07,920 [music playing] 17 00:02:11,640 --> 00:02:14,520 Zoe is a holistic health and wellness brand 18 00:02:14,600 --> 00:02:16,800 that curates products and programmes 19 00:03:13,120 --> 00:03:14,120 Okay. 20 00:03:14,920 --> 00:03:16,720 Sharks, today, we come on Shark Tank 21 00:03:16,800 --> 00:03:18,840 to raise Rs. 75 lakhs 22 00:03:38,320 --> 00:03:40,120 We are married. 23 00:03:40,200 --> 00:03:42,640 We met on a matrimonial platform. 24 00:03:42,840 --> 00:03:44,640 - Which matrimonial platform? - Don't name it. 25 00:03:44,760 --> 00:03:47,080 - No names. - Tell us honestly. 26 00:03:47,200 --> 00:03:48,760 - Jeevansathi.com. - Alright. 27 00:03:51,720 --> 00:03:53,640 - Oh! - So, it doesn't matter. 28 00:03:53,960 --> 00:03:56,520 I was running this company when we met. 29 00:03:56,600 --> 00:03:59,720 Taniya was working with a big e-commerce company called Myntra 30 00:03:59,760 --> 00:04:01,320 managing growth and revenue. 31 00:04:01,400 --> 00:04:04,000 I used to make pitches to Taniya daily 32 00:04:04,040 --> 00:04:05,640 and give her business ideas. 33 00:04:05,720 --> 00:04:07,600 Not only did we connect on a personal level, 34 00:04:07,600 --> 00:04:09,800 but we also connected on a work level. 35 00:04:10,920 --> 00:04:13,000 Then we brainstormed for a business idea. 36 00:04:13,120 --> 00:04:15,040 We used to go to a detox centre at the time 37 00:04:15,160 --> 00:04:17,240 to get rid of our stress. 38 00:04:17,320 --> 00:04:20,640 We thought why not convert the detox centre experience 39 00:04:20,720 --> 00:04:23,000 into an e-commerce-friendly product? 40 00:04:23,120 --> 00:04:25,240 That's how the idea of Zoe came to us. 41 00:04:26,520 --> 00:04:28,360 What did you do before this? 42 00:04:28,440 --> 00:04:29,560 I ran a start-up 43 00:04:29,640 --> 00:04:31,960 which was a real-estate social network 44 00:04:32,040 --> 00:04:33,560 for brokers in India. 45 00:04:33,600 --> 00:04:36,400 - By what name? - Indian Realty Exchange. 46 00:04:36,440 --> 00:04:37,840 I sold it to Quikr 47 00:04:53,040 --> 00:04:55,440 We sell and monetise it. 48 00:04:55,520 --> 00:04:57,960 We've brought our best-selling product along 49 00:04:58,040 --> 00:04:59,480 and wish to give you a demo. 50 00:04:59,560 --> 00:05:01,080 This is One Day Detox. 51 00:05:19,520 --> 00:05:23,240 - What is this? - Sir, this is oil pulling detox and green tea. 52 00:05:23,520 --> 00:05:25,880 And this one is juice and this is muesli. 53 00:05:25,960 --> 00:05:27,960 This seems like aam panna to me. 54 00:05:28,160 --> 00:05:30,720 [music playing] 55 00:05:30,800 --> 00:05:32,040 - This is a different juice. - This is aam panna. 56 00:05:32,120 --> 00:05:33,440 - Different... - It's falsa juice. 57 00:05:33,520 --> 00:05:36,240 Give it to me. Falsa is good for your health. 58 00:05:37,120 --> 00:05:39,720 - Stone apple juice is widely sold in Jaipur. - Yes. 59 00:05:41,600 --> 00:05:42,920 It has a lot of sugar. 60 00:05:45,120 --> 00:05:50,440 Your One Day Detox pack basically contains four things. 61 00:05:51,760 --> 00:05:53,800 One is tea. 62 00:05:53,880 --> 00:05:57,160 - You've provided two to three kinds of tea bags. - Yes. 63 00:05:57,240 --> 00:05:58,480 The second is soup. 64 00:05:58,560 --> 00:06:00,840 You've provided two kinds of soup. 65 00:06:00,920 --> 00:06:02,440 - The third is muesli. - Yes. 66 00:06:02,520 --> 00:06:04,280 - Right? - And juices. 67 00:06:04,360 --> 00:06:06,160 - Juices is the fourth one. You're right. - Yes. 68 00:06:06,240 --> 00:06:09,920 Your plan is similar to fasting. 69 00:06:10,160 --> 00:06:11,120 Yes. 70 00:06:11,960 --> 00:06:14,720 - Give your stomach a break by eating less. - Yes. 71 00:06:14,880 --> 00:06:16,960 - So, your body gets a little rest. - Yes. 72 00:06:16,960 --> 00:06:19,080 - That detoxes you. - Correct. 73 00:06:20,040 --> 00:06:22,000 One Day Detox for Rs. 1250. 74 00:06:27,680 --> 00:06:29,480 We offer two plans. 75 00:06:29,560 --> 00:06:31,080 The first is the One Day Detox 76 00:06:31,120 --> 00:06:32,840 and we also bundle our products and sell them. 77 00:06:32,960 --> 00:06:35,360 That's our top selling plan and it is for one month. 78 00:06:43,240 --> 00:06:46,480 For the other days, we offer them a personalised diet plan 79 00:06:46,560 --> 00:06:49,000 along with a three-month workout subscription, 80 00:06:49,120 --> 00:06:51,680 as also a meditation and sleep yoga regimen, 81 00:06:51,840 --> 00:06:55,000 and live classes with our team of doctors and nutritionists. 82 00:06:55,840 --> 00:06:59,560 Are you a marketplace? Are these doctors on your payroll? 83 00:06:59,560 --> 00:07:00,960 Have you employed them? 84 00:07:01,040 --> 00:07:03,160 Our team strength is currently 7 people. 85 00:07:04,200 --> 00:07:06,200 We are one doctor, one nutritionist, 86 00:07:06,280 --> 00:07:09,240 - two founders and three operations people. - Okay. 87 00:07:09,320 --> 00:07:13,520 But a year ago, we almost had a team of 40 people. 88 00:07:13,600 --> 00:07:15,880 Currently, our strength is 7. 89 00:07:16,280 --> 00:07:17,200 Why has it dropped? 90 00:07:51,040 --> 00:07:52,600 [intense music playing] 91 00:07:53,880 --> 00:07:56,600 In November 2020, we were blessed with a baby boy. 92 00:07:58,040 --> 00:08:01,320 A lot of things came as a surprise to us after we had our first baby. 93 00:08:01,360 --> 00:08:04,720 Staying up with the baby all night and looking after him. 94 00:08:06,840 --> 00:08:08,880 While we were managing our son, 95 00:08:08,880 --> 00:08:12,040 within five months, I was pregnant with my second child. 96 00:08:12,120 --> 00:08:13,560 We could manage with one child. 97 00:08:13,680 --> 00:08:14,920 But when we had another baby, 98 00:08:14,960 --> 00:08:18,560 we thought we both need to give more attention. 99 00:08:18,640 --> 00:08:20,960 [pleasant music playing] 100 00:08:21,040 --> 00:08:25,240 We found it even more challenging than starting a business. 101 00:08:27,200 --> 00:08:29,680 But just as we're business partners, we reminded ourselves 102 00:08:29,800 --> 00:08:31,440 that we are life partners too. 103 00:08:31,560 --> 00:08:34,080 And we need to give our babies time as well. 104 00:08:34,160 --> 00:08:35,680 So, we both took a break. 105 00:08:35,960 --> 00:08:37,920 [pleasant music playing] 106 00:08:38,440 --> 00:08:40,840 Taniya and Karan, I see a fundamental issue here. 107 00:08:48,360 --> 00:08:49,280 I get paranoid. 108 00:08:49,320 --> 00:08:51,200 - How could this happen? - Same here. 109 00:08:51,440 --> 00:08:52,720 It doesn't seem so. 110 00:08:52,840 --> 00:08:54,720 [tense music playing] 111 00:09:01,320 --> 00:09:03,760 and I looked after the other baby which was boAt. 112 00:09:03,840 --> 00:09:05,880 [intense music playing] 113 00:09:05,960 --> 00:09:07,840 You did injustice to your business. 114 00:09:07,920 --> 00:09:09,640 You said let it slack. 115 00:09:09,720 --> 00:09:12,000 [intense music playing] 116 00:09:12,080 --> 00:09:13,320 Aman, I completely agree. 117 00:09:13,320 --> 00:09:16,600 I think there's no entrepreneur who hasn't made mistakes. 118 00:09:16,720 --> 00:09:20,360 The biggest mistake Taniya and I made with Zoe 119 00:09:20,480 --> 00:09:23,840 was that we didn't expand our core leadership team. 120 00:09:24,000 --> 00:09:25,680 [intense music playing] 121 00:09:25,760 --> 00:09:28,840 Our entire business was split between Taniya and me. 122 00:09:29,000 --> 00:09:30,160 - Right from... - It doesn't matter. 123 00:09:31,360 --> 00:09:33,520 Your business wasn't huge. 124 00:09:34,640 --> 00:09:36,760 Guys, you come across as smart people. 125 00:09:36,840 --> 00:09:38,560 I'm just trying to understand as an entrepreneur 126 00:09:38,680 --> 00:09:43,040 how you could have the heart to abandon your business. 127 00:09:43,120 --> 00:09:45,520 Or you're cooking this up. 128 00:09:45,600 --> 00:09:47,800 [intense music playing] 129 00:09:47,880 --> 00:09:49,240 There's no other reason, Aman. 130 00:09:49,320 --> 00:09:51,640 It was a personal decision. 131 00:09:51,720 --> 00:09:54,440 - I am jealous of you because you could take a break. - Hmm. 132 00:09:54,560 --> 00:09:55,720 It was a personal decision. 133 00:09:56,760 --> 00:09:59,000 But I hate you for leaving this kid behind. 134 00:09:59,160 --> 00:10:00,680 [intense music playing] 135 00:10:00,760 --> 00:10:01,600 This is a kid. 136 00:10:01,640 --> 00:10:03,200 And I'm very emotional about 137 00:10:04,240 --> 00:10:05,440 the brand I am creating. 138 00:10:06,280 --> 00:10:09,400 You'll do something good. Thank you and all the best. I'm out. 139 00:10:13,720 --> 00:10:14,720 Three months. 140 00:10:14,920 --> 00:10:18,800 - Okay. Where is the friction point that sales are stagnant? - Yes. 141 00:10:18,880 --> 00:10:22,120 And you are not able to reach your earlier sales of Rs. 1 crore? 142 00:10:22,880 --> 00:10:25,720 Basically, our business grew 143 00:10:25,800 --> 00:10:27,560 because we did SMS marketing, email marketing, 144 00:10:27,640 --> 00:10:30,200 and ran ads on Facebook and Google. 145 00:10:31,480 --> 00:10:34,600 Our cost that comprised 25% was customer acquisition cost. 146 00:10:34,680 --> 00:10:37,120 We had scaled down that cost. 147 00:10:38,120 --> 00:10:39,880 We were focusing only on repeat customers 148 00:10:39,920 --> 00:10:41,840 and new customers. 149 00:10:41,920 --> 00:10:43,800 We were focusing on retention. 150 00:10:43,880 --> 00:10:45,400 Here's the conclusion I've arrived at. 151 00:10:45,560 --> 00:10:48,040 The digital marketing you did during covid yielded results 152 00:10:48,120 --> 00:10:49,360 because no other companies were marketing. 153 00:10:49,440 --> 00:10:52,440 - It was easy to acquire consumers at a very low cost. - Yes. 154 00:10:53,680 --> 00:10:56,080 Now, all the brands are back with their ads. 155 00:10:56,160 --> 00:10:57,320 Acquiring customers is costly. 156 00:10:57,360 --> 00:10:59,320 That is the real reason your sales dropped. 157 00:10:59,400 --> 00:11:01,800 And not parental break as far as my understanding goes. 158 00:11:01,880 --> 00:11:04,200 [intense music playing] 159 00:11:04,280 --> 00:11:06,800 Have you studied human anatomy? 160 00:11:07,360 --> 00:11:10,840 We were not from this background when we started this brand. 161 00:11:10,960 --> 00:11:12,040 But over the last 6 years, 162 00:11:12,080 --> 00:11:14,160 we've worked with doctors and nutritionists. 163 00:11:14,280 --> 00:11:17,560 So, we took up international courses and earned credits. 164 00:11:17,640 --> 00:11:19,640 Let's hear your fundamentals. 165 00:11:19,760 --> 00:11:22,920 Everything begins with lifestyle correction. 166 00:11:23,000 --> 00:11:25,640 You will need to sleep on time 167 00:11:25,720 --> 00:11:27,040 and eat right. 168 00:11:27,120 --> 00:11:28,560 All that is fine. 169 00:11:29,480 --> 00:11:31,080 But how do you eat right? 170 00:11:31,640 --> 00:11:33,040 I don't think you understand that. 171 00:11:33,160 --> 00:11:34,560 [intense music playing] 172 00:11:34,680 --> 00:11:35,760 In my opinion, 173 00:11:36,000 --> 00:11:38,680 your business is stagnant and is slacking... 174 00:11:38,760 --> 00:11:42,080 Of course you have two babies. Congratulations. 175 00:11:42,200 --> 00:11:45,680 You don't have repeat customers because your diet doesn't work. 176 00:11:45,800 --> 00:11:48,160 [intense music playing] 177 00:11:48,320 --> 00:11:50,920 Detox is a very serious word, right? 178 00:11:51,000 --> 00:11:53,160 If you want to improve your health, 179 00:11:53,360 --> 00:11:56,760 you won't drink packaged soups and juices. 180 00:11:56,840 --> 00:11:58,920 Right? I'd like to have it fresh. 181 00:11:59,000 --> 00:12:01,240 Only then detox makes sense. 182 00:12:02,280 --> 00:12:05,360 At a personal level, my philosophy is completely different. 183 00:12:05,760 --> 00:12:07,560 And for that reason, I am out. 184 00:12:09,040 --> 00:12:11,720 I believe you know very little about health 185 00:12:11,800 --> 00:12:15,000 - and human anatomy. - Okay. 186 00:12:15,080 --> 00:12:18,920 I consider what you're doing akin to a sin. 187 00:12:20,320 --> 00:12:21,600 Sin is a heavy word. 188 00:12:21,600 --> 00:12:23,120 It is a heavy word because it's true. 189 00:12:23,200 --> 00:12:24,760 I feel that strongly about it. 190 00:12:26,280 --> 00:12:27,680 Let me tell you why. 191 00:12:27,800 --> 00:12:31,560 - You offer a diet plan which is mainly detox. - Yes. 192 00:12:31,640 --> 00:12:35,240 Every two hours, you're feeding my system sugar. 193 00:12:35,680 --> 00:12:37,000 Simple sugar to be specific. 194 00:12:38,840 --> 00:12:40,760 And your box says 195 00:12:40,880 --> 00:12:43,800 that if this doesn't work, you can have x fruit. 196 00:12:43,920 --> 00:12:47,400 If that doesn't work and you're still hungry, eat so and so. 197 00:12:47,480 --> 00:12:49,520 If you're still hungry, eat so and so fruit. 198 00:12:49,760 --> 00:12:50,920 Fundamentally, 199 00:12:51,000 --> 00:12:54,480 you're feeding my body simple carbohydrates every two hours. 200 00:12:54,560 --> 00:12:56,400 [intense music playing] 201 00:12:56,480 --> 00:12:58,880 - That intensifies the urge to eat. - Yes. 202 00:12:58,960 --> 00:13:00,960 - Your glucose will spike. - Yes. 203 00:13:01,080 --> 00:13:03,320 - Then immediately it will drop. - True... 204 00:13:03,400 --> 00:13:05,440 - Then you'll eat something else after two hours. - Yes. 205 00:13:05,520 --> 00:13:07,600 And this cycle will continue, okay? 206 00:13:07,720 --> 00:13:09,320 But it is wrong for your body. 207 00:13:10,360 --> 00:13:12,720 If you really want to fast, 208 00:13:12,840 --> 00:13:14,440 - don't eat anything. - Yes. 209 00:13:14,520 --> 00:13:17,520 Okay? And if you want to avoid hunger pangs, 210 00:13:17,600 --> 00:13:21,120 - then eat fat, butter and eat oil. - Hmm. 211 00:13:21,720 --> 00:13:23,000 You need to understand this. 212 00:13:23,480 --> 00:13:26,480 People are selling anything in the name of health. 213 00:13:26,560 --> 00:13:28,440 [intense music playing] 214 00:13:28,520 --> 00:13:31,720 People think it worked on them for two years, 215 00:13:31,840 --> 00:13:33,280 and they package and sell it. 216 00:13:34,520 --> 00:13:37,400 That's not a business. That's cheating in my books. 217 00:13:38,240 --> 00:13:41,480 - Philosophically, you and I will not get along. - Yes. 218 00:13:41,800 --> 00:13:43,520 - I'm out. Good luck. - Hmm. 219 00:13:43,840 --> 00:13:44,760 Thank you. 220 00:13:46,080 --> 00:13:48,320 - Your product lacks depth. - Hmm. 221 00:13:48,440 --> 00:13:51,320 You're not from the background where such products are made. 222 00:13:52,560 --> 00:13:55,840 - So, I am out for this reason. - Thank you. 223 00:13:55,920 --> 00:13:59,240 My advice would be to not pursue this business. Do something else. 224 00:13:59,320 --> 00:14:00,200 Hmm. 225 00:14:00,920 --> 00:14:04,160 - I think you should learn from your past. - Yes. 226 00:14:04,680 --> 00:14:07,680 - One learning was team building. Right? - Yes. 227 00:14:07,760 --> 00:14:10,640 - There is no excuse for not having a team. - Yes. 228 00:14:11,800 --> 00:14:13,080 You had the luxury, 229 00:14:13,160 --> 00:14:15,160 so you could afford a break. But most people don't. 230 00:14:15,240 --> 00:14:17,200 30 lakh to 40 lakh people lost their jobs. 231 00:14:18,640 --> 00:14:19,840 I'm out for now. 232 00:14:20,160 --> 00:14:21,840 I think you are not at a loss. 233 00:14:21,920 --> 00:14:24,880 You two are an amazing combo. So please start right away 234 00:14:24,960 --> 00:14:26,360 and forget about the past. 235 00:14:26,440 --> 00:14:29,800 Move forward with your learning. Best of luck to you. 236 00:14:30,120 --> 00:14:31,040 - Thank you! - Thank you! 237 00:14:31,440 --> 00:14:32,840 Thank you! Bye! 238 00:14:33,160 --> 00:14:35,440 [sweeping music] 239 00:14:37,120 --> 00:14:39,000 [bubbling] 240 00:14:52,840 --> 00:14:54,400 - Hi, Sharks! - Hello! 241 00:14:54,480 --> 00:14:56,320 The world is rife 242 00:14:56,440 --> 00:14:58,880 with the news of electric bicycle adoption. 243 00:14:58,960 --> 00:15:00,480 It's quite obvious. 244 00:15:00,840 --> 00:15:02,840 There can't be a better option for urban commuting 245 00:15:02,960 --> 00:15:04,840 than an electric bicycle. 246 00:15:04,920 --> 00:15:06,600 My question to you is 247 00:15:06,680 --> 00:15:09,600 can you take these bicycles everywhere? 248 00:15:10,720 --> 00:15:12,560 You can't carry them in the Metro. 249 00:15:12,640 --> 00:15:14,680 Neither you can take them in your car 250 00:15:14,760 --> 00:15:18,120 nor can you take them in your apartment using the lift. 251 00:15:19,320 --> 00:15:21,800 And if you keep your bicycles outside, 252 00:15:21,880 --> 00:15:23,640 they could be stolen 253 00:15:23,760 --> 00:15:25,600 and you'd be left only with the lock. 254 00:15:26,440 --> 00:15:29,640 What's the solution to these problems? 255 00:15:29,960 --> 00:15:32,600 There is a solution! Presenting HORNBACK. 256 00:15:32,720 --> 00:15:34,480 [inspirational music] 257 00:15:37,560 --> 00:15:40,720 Hornback is an electric automobile start-up. 258 00:15:42,280 --> 00:15:44,400 It presents the world's first 259 00:15:57,720 --> 00:16:00,320 We are the cofounders of Hornback e-mobility. 260 00:16:11,200 --> 00:16:13,240 You may carry it in elevators, 261 00:16:13,320 --> 00:16:15,680 escalators, to your office, 262 00:16:15,760 --> 00:16:19,480 your house and even carry in your cars. 263 00:16:19,560 --> 00:16:23,320 [motivational music] 264 00:16:23,640 --> 00:16:25,480 We can vouch for the fact 265 00:16:25,560 --> 00:16:27,320 that even though it's foldable, 266 00:16:27,440 --> 00:16:29,120 the quality of its ride, 267 00:16:29,200 --> 00:16:31,880 strength 268 00:16:31,960 --> 00:16:34,040 and handling are better than usual bicycles. 269 00:16:34,960 --> 00:16:38,480 We already have pre-launch orders of around 80 bikes. 270 00:16:39,240 --> 00:16:40,240 Our vision 271 00:16:40,320 --> 00:16:42,840 is to revolutionise urban commuting 272 00:16:42,960 --> 00:16:44,640 by introducing a product 273 00:16:44,760 --> 00:16:46,400 that is economical 274 00:16:46,480 --> 00:16:50,400 and pushes the users towards a sustainable and healthy lifestyle. 275 00:16:50,480 --> 00:16:52,040 [motivational music] 276 00:17:02,520 --> 00:17:05,040 First, I want to know how you two got this idea. 277 00:17:05,120 --> 00:17:07,040 Please explain your journey to me. 278 00:17:07,120 --> 00:17:10,720 Rajkumar and I were classmates at IIT Bombay. 279 00:17:10,800 --> 00:17:12,160 We pursued our Master's degree 280 00:17:12,240 --> 00:17:15,240 in industrial and transportation design from IIT Bombay. 281 00:17:15,960 --> 00:17:17,640 Inside the IIT Bombay campus, 282 00:17:17,760 --> 00:17:19,440 we can own only bicycles. 283 00:17:19,560 --> 00:17:22,720 We can't ride any other vehicle as students. 284 00:17:23,440 --> 00:17:24,880 We also owned bicycles 285 00:17:24,960 --> 00:17:27,160 and often we wanted to go out on our bicycles. 286 00:17:27,240 --> 00:17:29,960 The best places are far away from Powai. 287 00:17:30,040 --> 00:17:31,520 For instance, Marine Drive 288 00:17:31,600 --> 00:17:34,760 and Bandstand. We can't take our bicycles there. 289 00:17:35,640 --> 00:17:38,480 So we thought that we must have a bicycle 290 00:17:38,560 --> 00:17:42,480 which gives a better cycling experience and is foldable. 291 00:17:43,840 --> 00:17:47,000 Are you the only one in India who is giving the choice of foldable bikes? 292 00:17:47,080 --> 00:17:48,680 It's diamond-framed. 293 00:17:48,760 --> 00:17:52,120 When you order this bicycle on our website, 294 00:17:52,200 --> 00:17:54,520 you'd receive it fully packed 295 00:17:54,640 --> 00:17:56,160 and in a folded condition. 296 00:17:56,240 --> 00:17:58,480 Unlike other bicycles 297 00:17:58,600 --> 00:18:01,320 that are delivered in a disassembled condition. 298 00:18:01,680 --> 00:18:04,480 You just have to take it out of the box 299 00:18:04,560 --> 00:18:07,080 and unfold it to get the bicycle in ready condition. 300 00:18:07,160 --> 00:18:08,320 That's a great benefit. 301 00:18:08,440 --> 00:18:09,320 Yes! 302 00:18:09,400 --> 00:18:12,320 - It's beneficial for D2C. - Correct! 303 00:18:12,720 --> 00:18:15,400 - I agree. - Because the main struggle 304 00:18:15,480 --> 00:18:17,000 is that it's sent to the dealer 305 00:18:17,080 --> 00:18:20,240 and he employs his men to assemble its parts. 306 00:18:20,320 --> 00:18:22,760 These things appear simple 307 00:18:22,840 --> 00:18:24,520 but the alignment of the brakes 308 00:18:24,600 --> 00:18:27,240 should be with the callipers. Otherwise, issues 309 00:18:27,320 --> 00:18:29,560 of corrosion and early wear and tear may arise. 310 00:18:29,920 --> 00:18:31,480 Let's talk about the electric features. 311 00:18:31,560 --> 00:18:33,680 We have fitted it with a battery at the back. 312 00:18:33,760 --> 00:18:36,000 [motivational music] 313 00:18:48,800 --> 00:18:50,120 There are three modes. 314 00:18:50,200 --> 00:18:51,720 - Lower, medium and high. - Okay. 315 00:18:51,840 --> 00:18:53,280 You may ride it in the throttle mode. 316 00:18:53,360 --> 00:18:56,960 You may ride it in throttle mode and you'll get power when you pedal. 317 00:18:58,400 --> 00:18:59,800 Just by pedalling! 318 00:19:03,320 --> 00:19:05,400 The tyres are touching the legs. 319 00:19:05,720 --> 00:19:08,400 - Oh! The tyres touch your legs. - Yes. It's not good at all. 320 00:19:09,520 --> 00:19:11,160 Anupam, you don't look stable. 321 00:19:11,280 --> 00:19:13,240 Firstly, show me how to fold it. 322 00:19:13,320 --> 00:19:14,720 Shall I try once? 323 00:19:14,840 --> 00:19:17,440 Let's first decide whether the issue is with Anupam or the bicycle. 324 00:19:17,520 --> 00:19:19,040 [giggling] 325 00:19:19,120 --> 00:19:20,600 My answer is ready. 326 00:19:24,880 --> 00:19:26,360 You may try it later. 327 00:19:26,440 --> 00:19:27,640 Is it stable or unstable? 328 00:19:27,760 --> 00:19:28,960 - It's perfectly stable. - It looks stable. 329 00:19:29,080 --> 00:19:31,320 - It means Anupam was problematic. - Anupam was defective. 330 00:19:31,400 --> 00:19:35,000 I was testing the bicycle. I wasn't showing off my cycling skills. 331 00:19:35,080 --> 00:19:36,680 Look! 332 00:19:36,760 --> 00:19:39,280 And he was like "Gosh! This bicycle 333 00:19:39,360 --> 00:19:41,800 is unstable." 334 00:19:41,880 --> 00:19:44,400 I'm riding it smoothly! 335 00:19:44,520 --> 00:19:46,760 [laughing] 336 00:19:49,400 --> 00:19:51,800 - Even kids can cycle well. - Your bicycle is awesome. 337 00:19:51,880 --> 00:19:53,400 Turn it and bring your legs closer. 338 00:19:53,480 --> 00:19:55,360 - It's fine. Look! - He is amusing. 339 00:19:55,480 --> 00:19:57,640 Anupam, when did you ride a bicycle last time? 340 00:19:57,720 --> 00:19:59,160 I rode it just now. Just a few moments back. 341 00:19:59,240 --> 00:20:02,560 Anupam, you faced an issue as you're wearing pointed leather shoes. 342 00:20:02,640 --> 00:20:04,760 There could be an issue with the shoes. 343 00:20:04,880 --> 00:20:06,720 Can you please fold it for me? 344 00:21:14,320 --> 00:21:16,200 So folding is a bigger feature 345 00:21:16,280 --> 00:21:18,200 - or benefit than EV. - It's an advantage. 346 00:21:18,280 --> 00:21:20,480 - It's an advantage. - But it isn't a necessity. 347 00:21:20,560 --> 00:21:22,440 Your forte shouldn't be electric bicycles. 348 00:21:22,520 --> 00:21:24,760 [suspenseful music] 349 00:21:24,880 --> 00:21:27,560 That one isn't an EV. It doesn't have a battery. 350 00:21:27,640 --> 00:21:30,360 - Yes. It's a different product. - That's the point. 351 00:21:31,560 --> 00:21:34,360 The thing is, a cyclist 352 00:21:34,440 --> 00:21:36,320 and buyers of electric bicycles 353 00:21:36,400 --> 00:21:38,520 - are different kinds of users. - They are separate. 354 00:21:38,600 --> 00:21:40,240 A cyclist is too picky. 355 00:21:40,360 --> 00:21:41,960 - "The height of my seat." - Correct! 356 00:21:42,040 --> 00:21:43,560 "The thickness of my tire." 357 00:21:43,640 --> 00:21:44,800 "What type of bicycle do I have?" 358 00:21:44,880 --> 00:21:46,000 "What type of bicycle do I have?" 359 00:21:46,080 --> 00:21:48,320 - Branding. - There are hybrid bikes too. 360 00:21:48,400 --> 00:21:50,680 For EVs, their range 361 00:21:50,880 --> 00:21:52,600 and cost matter. 362 00:21:59,120 --> 00:22:00,800 - Rs. 44,999? - Yes. 363 00:22:00,920 --> 00:22:01,800 - This one? - Yes! 364 00:22:02,560 --> 00:22:04,320 Not bad for an e-bike. 365 00:22:04,720 --> 00:22:06,640 Firstly, folding is an important benefit. 366 00:22:06,720 --> 00:22:08,880 As it's difficult to take a bike inside our house 367 00:22:09,000 --> 00:22:11,520 and carry it in a lift. The storage becomes an issue. 368 00:22:11,600 --> 00:22:15,600 Peyush, somehow I'm not convinced about foldability as a benefit. 369 00:22:15,680 --> 00:22:17,440 [tense music] 370 00:22:17,520 --> 00:22:18,480 Firstly, tell me 371 00:22:18,560 --> 00:22:21,040 how big India's bicycle market is 372 00:22:21,160 --> 00:22:24,440 including unorganised and organised markets. 373 00:22:31,200 --> 00:22:33,080 [tense music] 374 00:22:34,400 --> 00:22:37,800 - Why don't you know it? - Because our category is premium bikes. 375 00:22:37,880 --> 00:22:39,360 - So accordingly... - What's the market size of premium bicycles? 376 00:22:39,440 --> 00:22:42,040 The sales of premium bicycles in this price range 377 00:22:42,120 --> 00:22:44,360 per month are around 50,000 to 60,000. 378 00:22:44,440 --> 00:22:47,360 Not interested. What's the market size in value terms? 379 00:22:49,320 --> 00:22:50,880 Um, 60 into... 380 00:22:51,880 --> 00:22:53,040 Approximately, Rs. 120 crores. 381 00:22:53,160 --> 00:22:54,560 - Sure? - Yes. 382 00:22:54,680 --> 00:22:56,880 How many premium bicycles are sold per month? 383 00:22:57,000 --> 00:22:57,800 60,000! 384 00:23:18,720 --> 00:23:21,760 So please tell us the amount after deduction from Rs. 1,400 crores. 385 00:23:22,280 --> 00:23:24,200 Annually, there are 60,000 bicycles. 386 00:23:24,280 --> 00:23:27,360 Let's take 10% of our earlier figure. 387 00:23:27,440 --> 00:23:29,760 Rs. 140 crores remain. What about this one? 388 00:23:29,840 --> 00:23:31,480 60,000 such bicycles are sold annually. 389 00:23:31,560 --> 00:23:35,080 - It must be costly so let's assume Rs. 200 crores. - Rs. 200 crores. 390 00:23:35,200 --> 00:23:37,200 - So the market size is worth Rs. 350 crores. - Yes. 391 00:23:37,280 --> 00:23:39,840 You don't have revenue right now. 392 00:23:39,960 --> 00:23:42,320 You got orders for 80 bikes. 393 00:23:42,400 --> 00:23:44,920 How will you earn a profit 394 00:23:45,920 --> 00:23:47,640 in the market size of Rs. 350 crores? 395 00:23:49,760 --> 00:23:51,000 And how will you benefit us? 396 00:23:51,080 --> 00:23:53,240 [dramatic music] 397 00:23:53,320 --> 00:23:54,880 We know that our product 398 00:23:55,000 --> 00:23:57,760 is still growing in India 399 00:23:57,880 --> 00:24:00,400 but it's already established in Europe 400 00:24:00,480 --> 00:24:02,080 and North America too. 401 00:24:03,520 --> 00:24:05,080 Five years later, 402 00:24:05,160 --> 00:24:08,360 where will you sell 80% of your products? 403 00:24:08,440 --> 00:24:09,480 - Will you export them or sell them here? - We'll export. 404 00:24:09,560 --> 00:24:13,800 - So you are building a business of bicycles for export. - Yes! 405 00:24:13,880 --> 00:24:15,920 - This is just a go-to-market strategy. - Yes. 406 00:24:16,000 --> 00:24:17,760 Okay, thank you very much. 407 00:24:17,840 --> 00:24:20,760 Nishith and Rajkumar, I'm not yet convinced. 408 00:24:20,840 --> 00:24:22,920 [suspenseful music] 409 00:24:23,040 --> 00:24:27,000 I don't think consumers in India will be excited about foldability. 410 00:24:27,080 --> 00:24:28,680 [dramatic music] 411 00:24:28,760 --> 00:24:31,440 And for that reason, I don't think you can scale up 412 00:24:31,520 --> 00:24:33,960 to give me the returns I would look for 413 00:24:34,040 --> 00:24:35,320 so I'm out. 414 00:24:35,400 --> 00:24:37,120 [sweeping music] 415 00:24:37,240 --> 00:24:39,880 - Nishith and Rajkumar, did you receive funding yet? - Yes. 416 00:24:40,000 --> 00:24:40,800 Who funded? 417 00:24:40,880 --> 00:24:44,800 We raised a round recently. 418 00:24:44,880 --> 00:24:47,120 - When? - Three months ago. 419 00:24:47,240 --> 00:24:49,200 - We raised Rs. 3.36 crores. - Wow! 420 00:25:02,880 --> 00:25:06,400 Your design innovation is good. 421 00:25:07,200 --> 00:25:11,800 You must decide if it's better to build your own brand 422 00:25:11,920 --> 00:25:13,600 or to license 423 00:25:13,680 --> 00:25:16,600 this technology, design and innovation 424 00:25:16,680 --> 00:25:18,880 to big companies who want to do D2C marketing. 425 00:25:18,960 --> 00:25:20,920 Those who have the manufacturing power. 426 00:25:21,000 --> 00:25:24,120 You may raise a strategic investment from them. 427 00:25:24,720 --> 00:25:26,120 For now, I'm out 428 00:25:26,200 --> 00:25:27,840 but I think you should get a strategic investor. 429 00:25:27,960 --> 00:25:29,440 [sweeping music] Yes! 430 00:25:29,520 --> 00:25:33,120 You made a product that you want to export globally. 431 00:25:33,200 --> 00:25:34,800 If you want to work globally, 432 00:25:34,880 --> 00:25:37,920 you need marketing and branding. 433 00:25:38,680 --> 00:25:41,040 I didn't find the marketing muscle in you. 434 00:25:42,280 --> 00:25:44,560 So I'm out today. All the best. 435 00:25:45,320 --> 00:25:46,560 I have a suggestion. 436 00:25:47,840 --> 00:25:49,560 Please focus 437 00:25:49,680 --> 00:25:52,600 on the branding too. 438 00:25:52,720 --> 00:25:55,080 Or hire somebody who can do it for you. 439 00:25:55,200 --> 00:25:57,720 It could prove to be your moat 440 00:25:57,800 --> 00:26:00,720 or a competitive advantage. 441 00:26:01,120 --> 00:26:03,480 - I'm out for now. - Thank you. 442 00:26:03,800 --> 00:26:06,800 Your business sense needs to evolve. 443 00:26:07,920 --> 00:26:10,240 Secondly, you should consider having someone 444 00:26:10,320 --> 00:26:14,120 in the cofounding team who can handle marketing and sales for you. 445 00:26:14,960 --> 00:26:16,480 Its most important feature 446 00:26:16,560 --> 00:26:18,800 is its foldability because it makes it eligible for D2C. 447 00:26:19,120 --> 00:26:22,800 The other brands need distributors to sell the products. 448 00:26:22,880 --> 00:26:25,080 I think you'll do well. 449 00:26:25,200 --> 00:26:26,520 Your product is at an initial stage. 450 00:26:26,600 --> 00:26:28,960 I have domain expertise 451 00:26:29,040 --> 00:26:30,840 as I run BikeDekho. 452 00:26:31,520 --> 00:26:32,600 I want to make an offer. 453 00:26:32,680 --> 00:26:34,560 [dramatic music] 454 00:26:34,640 --> 00:26:36,000 My offer is 455 00:26:36,080 --> 00:26:39,120 Rs. 50 lakhs for 2% equity. 456 00:26:39,200 --> 00:26:40,560 Rs. 30 lakhs for equity 457 00:26:40,640 --> 00:26:42,920 and Rs. 20 lakhs in debt at a 12% interest. 458 00:26:49,000 --> 00:26:50,400 - Yes, go on. - Whoa! 459 00:26:50,400 --> 00:26:51,720 - You're entitled to it. - Oh! 460 00:26:52,320 --> 00:26:53,480 No debt, Amit. 461 00:27:06,640 --> 00:27:07,840 He'll speak to them. Close the deal. 462 00:27:07,920 --> 00:27:09,600 - I'll speak to your investors. - Right. 463 00:27:09,600 --> 00:27:10,880 This is the only deal you have. 464 00:27:10,880 --> 00:27:12,920 - This is the only deal you have. - Yes or no? 465 00:27:13,360 --> 00:27:14,520 I'm writing a cheque. 466 00:27:15,200 --> 00:27:17,120 [intense music playing] 467 00:27:19,800 --> 00:27:20,960 Erm, no. 468 00:27:22,000 --> 00:27:23,880 Oh my God! 469 00:27:24,240 --> 00:27:28,480 - Why? - Sir, we want to be fair to our previous investors. 470 00:27:28,600 --> 00:27:31,800 - When we had nothing three months ago... - Last counter. 2.5%. 471 00:27:41,600 --> 00:27:42,280 Done. 472 00:27:57,160 --> 00:27:59,480 [euphoric music playing] 473 00:27:59,960 --> 00:28:04,120 [theme music plays] 474 00:28:18,720 --> 00:28:21,720 [theme music fades] 475 00:28:23,760 --> 00:28:25,560 - Greetings, Sharks. - Greetings. 476 00:28:25,720 --> 00:28:28,600 Each one of us has a favourite drink. 477 00:28:28,800 --> 00:28:32,320 Some are fond of cocktails while some like mocktails. 478 00:28:32,640 --> 00:28:34,360 And a straight shooter like Anupam 479 00:28:34,360 --> 00:28:35,960 must like his drinks on the rocks. 480 00:28:35,960 --> 00:28:38,000 Hey, don't spoil my name. 481 00:28:38,080 --> 00:28:39,240 [giggles] 482 00:28:40,040 --> 00:28:41,240 Lovely views. 483 00:28:42,360 --> 00:28:44,360 We are different people 484 00:28:44,680 --> 00:28:46,600 and our choice of mixer is different too. 485 00:28:46,760 --> 00:28:49,320 Some people add water and some add colas. 486 00:28:49,400 --> 00:28:52,160 Recently, people have started adding tonics and ginger ale. 487 00:28:53,120 --> 00:28:56,840 But every time we talk about a mixer or beverages, 488 00:28:56,960 --> 00:28:59,280 only imported brands come to mind. 489 00:29:00,440 --> 00:29:03,200 If we speak about India, 490 00:29:03,280 --> 00:29:05,640 we have some really unique resources 491 00:29:05,720 --> 00:29:07,160 that are absolutely invaluable. 492 00:29:07,240 --> 00:29:10,320 Why must we chase foreign brands? 493 00:29:10,400 --> 00:29:12,840 Why not give a global appeal to an Indian brand? 494 00:29:12,920 --> 00:29:14,880 - Hmm. - That gave rise to Malaki. 495 00:29:15,560 --> 00:29:17,880 [upbeat music playing] 496 00:29:20,000 --> 00:29:21,640 Hi, Sharks. I'm Ashish. 497 00:29:27,520 --> 00:29:30,120 Sharks, Malaki is an Indian beverage brand 498 00:29:52,920 --> 00:29:55,480 - which is more than 60 years old. - Wow! 499 00:30:31,840 --> 00:30:34,680 Sir, these are sparkling water and coffee tonic. 500 00:30:34,760 --> 00:30:36,840 [thrilling music] 501 00:30:39,120 --> 00:30:40,480 - Are you two brothers? - Yes. 502 00:30:40,560 --> 00:30:42,320 [funky music] 503 00:30:52,880 --> 00:30:54,560 The taste is good but it's too strong. 504 00:30:55,640 --> 00:30:58,560 - I enjoyed the spiced one. - Thank you! 505 00:30:58,680 --> 00:31:02,280 Did you make the spiced one with pure ginger and then added sugar? 506 00:31:02,360 --> 00:31:05,360 Pure ginger, cumin 507 00:31:05,440 --> 00:31:07,560 and black pepper. 508 00:31:07,640 --> 00:31:11,360 It can't be zero calories if it contains sugar. 509 00:31:12,840 --> 00:31:14,960 We have a single-calorie range 510 00:31:15,040 --> 00:31:16,960 of tonic water and ginger ale. 511 00:31:17,040 --> 00:31:19,320 Our premium range is served in glass bottles. 512 00:31:20,680 --> 00:31:23,760 - But it contains 60-70 calories. - It contains 65 calories 513 00:31:23,840 --> 00:31:24,840 because it contains sugar. 514 00:31:24,920 --> 00:31:27,920 - Yes. 65 calories. - Does it contain stevia or sucralose? 515 00:31:28,040 --> 00:31:29,240 Stevia! 516 00:31:29,920 --> 00:31:32,400 Please explain the concept of tonic water. 517 00:31:32,480 --> 00:31:34,800 Okay. During British rule, 518 00:31:34,960 --> 00:31:36,520 the word tonic was used 519 00:31:36,600 --> 00:31:38,400 for something used to cure malaria. 520 00:31:38,680 --> 00:31:40,240 They soon realised 521 00:31:40,320 --> 00:31:42,800 that it could be used as a sundowner. 522 00:31:42,920 --> 00:31:46,520 You may observe that international brands 523 00:31:46,600 --> 00:31:48,680 print 'Indian tonic water' on their drinks. 524 00:31:48,800 --> 00:31:50,680 Okay! Very interesting. 525 00:31:50,800 --> 00:31:53,280 Please tell us the difference between sparkling water and soda. 526 00:31:53,360 --> 00:31:56,200 Salts are added to water 527 00:31:56,280 --> 00:32:00,680 to carbonate it and it leaves a bitter aftertaste. 528 00:32:00,760 --> 00:32:03,560 Sparkling water contains natural salts 529 00:32:03,920 --> 00:32:06,360 and secondly, it's more hydrating. 530 00:32:08,080 --> 00:32:11,160 - I usually drink sparkling water. - Okay. 531 00:32:11,240 --> 00:32:14,040 - Unfortunately, it's expensive. - That's right. 532 00:32:14,120 --> 00:32:16,560 - How much does this cost? - Rs. 60. 533 00:32:16,680 --> 00:32:18,880 - Your sparkling water tastes good. - Thank you, Peyush! 534 00:32:18,960 --> 00:32:22,000 There were around 15 brands competing for this space 535 00:32:22,080 --> 00:32:23,800 when we got selected as the Indian brand 536 00:32:23,920 --> 00:32:25,960 - for Singapore airlines, business class. - Wow! 537 00:32:26,040 --> 00:32:27,640 - Wow! This sparkling water? - Very nice! 538 00:32:27,720 --> 00:32:29,720 - Wow, my friend! Congratulations! - Good job! Congrats! 539 00:32:29,800 --> 00:32:30,960 Thank you! 540 00:32:31,080 --> 00:32:33,360 - But I have a question. - Yes. 541 00:32:33,920 --> 00:32:36,240 Peyush used to stay in the US. 542 00:32:36,360 --> 00:32:39,240 Anupam too. And Namita spent 8 years there. 543 00:32:40,040 --> 00:32:41,320 [chuckling] 544 00:32:41,840 --> 00:32:43,080 I feel 545 00:32:43,160 --> 00:32:45,360 these things are foreigners' quirkiness. 546 00:32:45,480 --> 00:32:47,160 [sweeping music] 547 00:32:47,240 --> 00:32:50,520 Right? Do Indians drink sparkling water mostly? 548 00:32:50,600 --> 00:32:51,920 No. 549 00:32:52,000 --> 00:32:55,080 People want to migrate from soda to sparkling water. 550 00:32:55,160 --> 00:32:57,520 When people drink sparkling water with drinks, 551 00:32:57,640 --> 00:32:59,400 they enjoy the taste of their drink. 552 00:32:59,480 --> 00:33:01,880 We are capturing the market of sparkling water, 553 00:33:01,960 --> 00:33:04,440 by upgrading the market for soda. 554 00:33:05,600 --> 00:33:09,520 Can you tell us the market size? How big it is? 555 00:33:09,840 --> 00:33:11,960 As per our research, it's roughly 556 00:33:18,760 --> 00:33:20,920 I didn't know. It's a huge number. 557 00:33:21,640 --> 00:33:23,240 [sweeping music] 558 00:33:23,480 --> 00:33:25,840 It's an aspirational product category. 559 00:33:25,960 --> 00:33:27,560 Most of the products we use today 560 00:33:27,800 --> 00:33:30,720 like glasses and audio products 561 00:33:30,800 --> 00:33:33,320 were a niche in India. Wearing headphones! 562 00:33:33,400 --> 00:33:36,320 - Right. - For now, it's a niche but the market will grow. 563 00:33:36,400 --> 00:33:37,840 - That's right. - Yes, sir. 564 00:33:38,320 --> 00:33:40,080 Tell us about your business' What was your sale last month? 565 00:33:40,200 --> 00:33:41,480 - Sir, Rs. 42 lakhs. - Rs. 42 lakhs. 566 00:33:46,480 --> 00:33:48,160 Rs. 42 lakhs is really big. 567 00:33:48,240 --> 00:33:51,320 - Please give a breakup of Rs. 42 lakhs in percentage. - Okay. 568 00:33:51,400 --> 00:33:54,040 Secondly, where do you sell them? 569 00:33:54,120 --> 00:33:57,280 - Sure! - And thirdly, tell us about your journey through the years. 570 00:33:57,360 --> 00:33:58,480 Percentage-wise, 571 00:34:06,320 --> 00:34:09,320 Aman, we figured out in the very beginning 572 00:34:09,400 --> 00:34:11,280 that we don't want to spread everywhere. 573 00:34:11,400 --> 00:34:12,960 - Okay. - We planned to increase 574 00:34:13,040 --> 00:34:15,480 its popularity in one place 575 00:34:15,560 --> 00:34:19,720 and then treat it as a playbook to expand our business pan-India. 576 00:34:19,920 --> 00:34:21,160 These sales 577 00:34:21,280 --> 00:34:23,960 are 90%-95% only from Mumbai. 578 00:34:30,280 --> 00:34:34,320 And Zepto and Swiggy will help us expand in 19 cities. 579 00:34:34,400 --> 00:34:35,480 Very nice. 580 00:34:51,080 --> 00:34:52,720 Sir, mostly, 581 00:34:52,840 --> 00:34:55,640 quarter three and quarter four work well for us 582 00:34:55,720 --> 00:34:58,600 because the mixer category is actually a party category. 583 00:34:59,760 --> 00:35:01,640 Please share your unit economics in detail. 584 00:35:01,720 --> 00:35:04,360 If you sell your product for Rs. 100, what was your cost? 585 00:35:04,440 --> 00:35:06,240 If a product costs Rs. 35, 586 00:35:06,360 --> 00:35:09,120 we make it for Rs. 7 plus tax. 587 00:35:23,000 --> 00:35:24,760 - Correct! - How much money did you save? 588 00:35:24,840 --> 00:35:27,600 Sir, we are spending 25% on marketing. 589 00:35:27,680 --> 00:35:29,800 25% of revenue 590 00:35:29,880 --> 00:35:31,160 - or 25%... - 25% of gross margin. 591 00:35:37,240 --> 00:35:38,200 What are the salary expenses? 592 00:35:38,320 --> 00:35:40,400 Total salaries are around Rs. 8 lakhs. 593 00:35:40,520 --> 00:35:42,680 So you spent Rs. 8 lakhs on salaries. Where else did you spend? 594 00:35:42,760 --> 00:35:44,760 Expenses on rentals are around Rs. 2 lakhs. 595 00:35:44,840 --> 00:35:46,120 You are left with Rs. 6 lakhs. 596 00:35:46,200 --> 00:35:47,360 - We are profitable. - That's our profit. 597 00:35:49,320 --> 00:35:52,200 - Approximately 13%. - Correct. 598 00:35:52,320 --> 00:35:53,800 - Right? Net margin. - Yes. 599 00:35:53,880 --> 00:35:55,200 - Correct. - Okay, thank you very much. 600 00:35:55,840 --> 00:35:57,680 [intense music playing] 601 00:35:58,160 --> 00:36:00,200 How big will the business become in five years? 602 00:36:00,600 --> 00:36:02,200 Sir, revenue-wise, by year-end, 603 00:36:02,320 --> 00:36:05,000 we should be reaching about Rs. 18 crores ARR. 604 00:36:05,080 --> 00:36:07,800 - We'll have sales of Rs. 1.5 crores in March. - When? 605 00:36:07,880 --> 00:36:08,960 - By March... - March. 606 00:36:09,040 --> 00:36:10,600 - ARR of Rs. 18 crores. - Yes, sir. 607 00:36:10,680 --> 00:36:12,800 - It's 9 now, it will be 18 crores. - Yes, sir. 608 00:36:12,880 --> 00:36:13,800 You will. 609 00:36:15,200 --> 00:36:16,760 Which city are you from? 610 00:36:16,960 --> 00:36:18,080 - Mumbai. - From Mumbai. 611 00:36:19,160 --> 00:36:22,920 We actually belong to a family with a food and beverage background. 612 00:36:23,000 --> 00:36:24,560 [music playing] 613 00:36:24,680 --> 00:36:26,240 - My maternal grandfather... - Yes. 614 00:36:26,320 --> 00:36:28,880 - You must have heard of A1 Samosa. - Yes. 615 00:36:29,000 --> 00:36:30,920 - Guru Kripa. - Guru Kripa Restaurant. 616 00:36:31,000 --> 00:36:34,280 When he started out, it was just a small roadside joint. 617 00:36:34,360 --> 00:36:38,120 - Okay, very nice. - In the cinema industry, 618 00:36:38,200 --> 00:36:40,240 he is known as the Samosa King. 619 00:36:40,320 --> 00:36:41,440 Yes, that's wonderful. 620 00:36:41,520 --> 00:36:44,600 - I started my career by folding samosas. - Okay. 621 00:36:44,720 --> 00:36:45,960 Believe it or not, 622 00:36:46,080 --> 00:36:48,560 I used to make 450 samosas in 3 hours. 623 00:36:48,640 --> 00:36:50,200 - Oh, wow! - Yes. 624 00:36:50,680 --> 00:36:53,080 [joyous music playing] 625 00:36:53,440 --> 00:36:54,680 You won't believe it. 626 00:36:54,800 --> 00:36:56,560 We started our journey by borrowing 627 00:36:56,680 --> 00:36:58,200 Rs. 5 lakhs from our family. 628 00:36:58,320 --> 00:37:00,880 We repaid our dad that amount with interest within four months. 629 00:37:01,000 --> 00:37:02,680 - Lovely. - Very nice. 630 00:37:03,000 --> 00:37:03,880 Aman! 631 00:37:04,760 --> 00:37:07,040 [intense music playing] 632 00:37:07,840 --> 00:37:09,800 I invested in a company in season 1 633 00:37:09,880 --> 00:37:11,520 - called Beyond Water. - Yes, correct. 634 00:37:11,800 --> 00:37:15,960 - Your range which we're discussing is quite similar to theirs. - Okay. 635 00:37:16,080 --> 00:37:18,400 I think a conflict of interest will arise 636 00:37:18,520 --> 00:37:19,920 for me at a personal level. 637 00:37:20,000 --> 00:37:22,080 - Yes. - But I think it's a great brand. 638 00:37:22,200 --> 00:37:24,640 - Thank you. - And very nicely presented. 639 00:37:24,720 --> 00:37:26,360 - Thank you so much. - Thank you so much, ma'am. 640 00:37:26,840 --> 00:37:29,040 Firstly, the market size is limited. 641 00:37:30,440 --> 00:37:33,120 I'm not clear on how I'll get an exit as an investor. 642 00:37:46,520 --> 00:37:50,280 But I believe that they can be commoditised. 643 00:37:51,680 --> 00:37:54,680 I believe the market for sparkling water in India will grow. 644 00:37:55,720 --> 00:37:58,000 Globally, you're in association with Singapore Airlines. 645 00:37:58,440 --> 00:38:00,520 That's a big deal. 646 00:38:00,640 --> 00:38:03,720 - Thank you. - Secondly, you know how to run a business. 647 00:38:03,800 --> 00:38:04,720 Yes. 648 00:38:04,880 --> 00:38:06,840 Aman and I will make you a combined offer. 649 00:38:06,920 --> 00:38:08,440 You asked for Rs. 50 lakhs. 650 00:38:15,880 --> 00:38:18,120 - Do you have other investors? - We do, sir. 651 00:38:20,280 --> 00:38:22,400 Tell us about your last funding round. 652 00:38:22,480 --> 00:38:26,360 Last year, we received a post-money valuation of Rs. 15.5 crores. 653 00:38:26,440 --> 00:38:27,680 What was the investment? 654 00:38:37,480 --> 00:38:39,400 We're matching the valuation of the last round. 655 00:38:39,480 --> 00:38:41,840 [intense music playing] 656 00:38:44,000 --> 00:38:47,160 Rs. 50 lakhs, at the same valuation as your last round, 657 00:38:54,040 --> 00:38:57,240 I have a small request which is literally the smallest. 658 00:38:57,320 --> 00:39:00,720 I'm not trying to counter anything extreme or anything out there. 659 00:39:00,880 --> 00:39:03,680 Let's close this at 2.5%. 660 00:39:14,320 --> 00:39:15,280 You've to understand. 661 00:39:15,560 --> 00:39:19,480 The companies that raised valuation at Rs. x last year 662 00:39:19,560 --> 00:39:22,960 are raising funds in the market now at 50% discount. 663 00:39:23,040 --> 00:39:26,280 - Plus, your other investors are financial investors. - Right. 664 00:39:26,360 --> 00:39:28,440 Right. You want access, you want help. 665 00:39:28,520 --> 00:39:31,000 If we don't even get 1.5%... 666 00:39:31,120 --> 00:39:33,880 I have an option, Peyush, if you want to do it. 667 00:39:33,880 --> 00:39:35,000 Let's discuss it. 668 00:39:35,000 --> 00:39:36,720 - Yes, sure. - I really think that... 669 00:39:36,800 --> 00:39:38,840 - Let's discuss this. - Premium... 670 00:39:39,040 --> 00:39:41,840 [intense music playing] 671 00:39:43,320 --> 00:39:45,440 How about Rs. 1 crore for 10%? 672 00:39:45,960 --> 00:39:47,520 - Forget valuation. - No. 673 00:39:47,600 --> 00:39:51,560 Sir, it's not a valuation game we're trying to play with you here. 674 00:39:51,680 --> 00:39:53,360 But if you have 675 00:39:59,720 --> 00:40:02,400 But it doesn't work at 1 and 2%. 676 00:40:03,640 --> 00:40:05,880 - Okay, we'll tell you one thing. - Okay. 677 00:40:11,720 --> 00:40:14,000 We will offer you Rs. 1 crore. 678 00:40:14,320 --> 00:40:16,920 Sir, the equity will be diluted even further. 679 00:40:17,000 --> 00:40:18,480 Okay, you don't want to dilute it. 680 00:40:18,600 --> 00:40:20,200 - Not any more than... - Let's close it at this. 681 00:40:20,280 --> 00:40:21,520 Let's finalise this. 682 00:40:21,520 --> 00:40:23,320 We will talk to your investors. 683 00:40:23,400 --> 00:40:25,960 Same, Rs. 50 lakhs for 3% equity. 684 00:40:27,040 --> 00:40:29,000 [intense music playing] 685 00:40:29,720 --> 00:40:31,920 - Can't we close it at 2.5%, Sharks? - No. 686 00:40:33,080 --> 00:40:35,760 People just throw in that 0.5%. 687 00:40:36,600 --> 00:40:38,840 [intense music playing] 688 00:40:38,920 --> 00:40:41,720 If we want to rule the seas, 689 00:40:41,800 --> 00:40:43,800 - we'll need the Sharks on our side. - Love it. 690 00:40:54,480 --> 00:40:57,800 [euphoric music playing] 691 00:44:39,480 --> 00:44:42,520 [theme music plays] 692 00:44:52,240 --> 00:44:55,000 [theme music fades] 693 00:44:55,840 --> 00:44:56,880 Hi, Sharks. 694 00:44:57,200 --> 00:44:58,280 Do you know 695 00:45:04,040 --> 00:45:06,160 Air pollutants present in the air 696 00:45:06,240 --> 00:45:08,840 settle in our lungs 697 00:45:08,920 --> 00:45:12,080 giving rise to serious diseases like COPD, 698 00:45:12,160 --> 00:45:14,320 asthma and lung cancer. 699 00:45:15,600 --> 00:45:20,600 To protect you from all of these, we present you with Nano Clean. 700 00:45:56,040 --> 00:45:58,480 [music playing] 701 00:46:06,320 --> 00:46:10,080 It filters out the bacteria, viruses, pollen 702 00:46:29,800 --> 00:46:33,280 Cigibud is based on nicotine replacement therapy. 703 00:46:33,360 --> 00:46:38,840 It helps every person who is trying to quit smoking. 704 00:46:47,320 --> 00:46:49,560 of over 2 lakh people. 705 00:46:50,280 --> 00:46:52,920 You can purchase our products from our website 706 00:47:02,600 --> 00:47:05,040 - 1%. - Against a dilution of 2%. 707 00:47:12,720 --> 00:47:15,040 Prateek, welcome to Shark Tank India season 2. 708 00:47:15,040 --> 00:47:16,040 Thank you so much. 709 00:47:23,040 --> 00:47:23,760 Good. 710 00:47:23,840 --> 00:47:25,320 Where did you study engineering? 711 00:47:25,320 --> 00:47:26,520 - IIT Delhi. - Okay. 712 00:47:26,760 --> 00:47:28,200 I hail from Bikaner. 713 00:47:28,280 --> 00:47:30,120 It is mostly desert land. 714 00:47:30,200 --> 00:47:33,800 My mother suffers from severe asthma. 715 00:47:35,160 --> 00:47:37,280 She had this peculiar habit 716 00:47:37,280 --> 00:47:40,320 of covering her face with a dupatta, sir. 717 00:47:41,240 --> 00:47:44,400 Dust storms are a common phenomenon there. 718 00:47:44,600 --> 00:47:45,960 That's why she had this habit. 719 00:47:46,080 --> 00:47:48,720 I thought there should be a better solution. 720 00:47:48,800 --> 00:47:50,360 I started with a face mask. 721 00:47:50,440 --> 00:47:52,600 She didn't use it as she felt suffocated. 722 00:48:05,920 --> 00:48:07,280 Could you show us your products? 723 00:48:07,280 --> 00:48:09,560 - Sure, sir. I'd like to give you a demo. - Sure. 724 00:48:10,280 --> 00:48:13,480 Let me begin by explaining the technology. 725 00:48:14,560 --> 00:48:18,120 These are filters made with nanofibres. 726 00:48:18,200 --> 00:48:21,000 This layer is peeling off. 727 00:48:21,280 --> 00:48:23,800 This is a layer of nanofibres. 728 00:48:24,640 --> 00:48:27,920 The fibres you see in this layer 729 00:48:28,000 --> 00:48:30,640 are 100 times thinner than the threads 730 00:48:30,640 --> 00:48:33,000 of ordinary cloth. 731 00:48:34,160 --> 00:48:36,040 I'd like to show you some images of this fabric 732 00:48:36,160 --> 00:48:38,680 taken under an electron microscope. 733 00:48:38,760 --> 00:48:40,840 This is ordinary cloth. 734 00:48:40,920 --> 00:48:42,400 These lines you see 735 00:48:42,480 --> 00:48:46,000 are nothing but the threads of normal fabric. 736 00:48:46,720 --> 00:48:50,520 And this here is our cloth made with nanofibres. 737 00:48:50,600 --> 00:48:54,600 The hazy parts you see are the nanofibres. 738 00:48:54,680 --> 00:48:55,880 With their help, 739 00:48:55,960 --> 00:48:59,840 the pore sizes of this fabric have become so small 740 00:48:59,920 --> 00:49:04,160 that the minutest particle present in the air can't pass through it. 741 00:49:06,200 --> 00:49:08,400 You're explaining nanofibres to us. 742 00:49:08,480 --> 00:49:11,320 This is not your invention. It's nanofibres. 743 00:49:13,360 --> 00:49:15,520 Let me talk about my technology. 744 00:49:21,800 --> 00:49:24,440 Second, because this fabric is so fragile, 745 00:49:24,520 --> 00:49:26,600 the layers should also stick to each other. 746 00:49:26,680 --> 00:49:28,840 Here's where our patent lies. 747 00:49:28,920 --> 00:49:32,680 We have the membranes joined to each other. 748 00:49:32,800 --> 00:49:35,560 I haven't performed the last process on the layer I'm showing you 749 00:49:35,640 --> 00:49:37,880 because I want to peel the fibres and show you. 750 00:49:37,960 --> 00:49:40,160 The fibres will always remain intact. 751 00:49:41,480 --> 00:49:44,000 Why didn't you make a mask out of this fibre? 752 00:49:45,680 --> 00:49:48,000 We did make a mask using this technique too. 753 00:49:48,000 --> 00:49:52,400 When the pandemic hit, there was a shortage of N95 masks. 754 00:49:52,480 --> 00:49:56,120 We were making N95-grade face masks with our technology. 755 00:49:56,200 --> 00:49:59,160 We generated significant business from it 756 00:49:59,240 --> 00:50:00,960 and served society. 757 00:50:01,320 --> 00:50:03,800 Prateek, can you quickly show us your products? 758 00:50:03,880 --> 00:50:04,920 Sure, sir. 759 00:50:07,480 --> 00:50:09,360 - Should I take this too? - Yes. Please take the mirror. 760 00:50:09,440 --> 00:50:11,880 [ethereal music] 761 00:50:14,400 --> 00:50:15,400 Gosh! 762 00:50:19,400 --> 00:50:20,440 It doesn't stick. 763 00:50:21,800 --> 00:50:23,720 Okay. Let me tell you 764 00:50:23,800 --> 00:50:27,280 the procedure of fixing it. 765 00:50:27,400 --> 00:50:28,320 Okay. 766 00:50:56,200 --> 00:50:57,440 It isn't sticking. 767 00:50:57,560 --> 00:50:59,680 [dramatic music] 768 00:51:03,040 --> 00:51:05,840 It came off when I peeled it. 769 00:51:07,000 --> 00:51:08,720 I couldn't stick it. 770 00:51:10,000 --> 00:51:12,040 My friend, I tried thrice but I failed. 771 00:51:14,120 --> 00:51:16,040 It's difficult to breathe after pasting it. 772 00:51:16,120 --> 00:51:18,000 [sweeping music] 773 00:51:18,560 --> 00:51:21,880 If you keep it like that for two to five minutes, 774 00:51:22,520 --> 00:51:24,480 you'd adapt to it. 775 00:51:25,200 --> 00:51:27,880 - Let me remove it as it's uncomfortable. - I feel the same. 776 00:51:29,680 --> 00:51:31,440 My friend, first of all, 777 00:51:31,520 --> 00:51:33,560 - please explain what pollution is. - Okay. 778 00:51:45,440 --> 00:51:46,680 We have two variants. 779 00:51:46,760 --> 00:51:48,120 One is meant for air pollution. 780 00:51:48,200 --> 00:51:50,320 Air pollution includes particles in the PM 2.5 range. 781 00:51:50,400 --> 00:51:53,800 AQI 495 is a dangerous level. 782 00:51:53,880 --> 00:51:57,080 This product is efficient up to 95% to deal with such pollution. 783 00:51:57,160 --> 00:51:58,480 We launched the advanced version 784 00:51:58,560 --> 00:52:00,920 this year called NASO 95. 785 00:52:01,000 --> 00:52:03,960 The size of viruses during the pandemic... 786 00:52:04,040 --> 00:52:05,800 The studies done for N-95 masks 787 00:52:05,920 --> 00:52:07,440 are for 0.3-micron particles. 788 00:52:07,560 --> 00:52:09,480 - 0.3 micron? - Yes! 789 00:52:09,560 --> 00:52:11,280 Our product 790 00:52:11,360 --> 00:52:13,280 NASO 95 has an efficiency 791 00:52:13,360 --> 00:52:15,760 of more than 95%. In fact, 97%. 792 00:52:15,840 --> 00:52:19,360 So you can block 0.3-micron particles for up to 95%. 793 00:52:19,480 --> 00:52:20,600 Yes! 794 00:52:22,480 --> 00:52:24,840 The usability of this product isn't clear to me yet. 795 00:52:26,000 --> 00:52:27,680 This product seems useful. 796 00:52:27,760 --> 00:52:29,760 - Have you patented it? - Yes, it's patented. 797 00:52:30,840 --> 00:52:32,880 What is its speciality? Other masks are also made of nanofibers. 798 00:52:32,960 --> 00:52:36,280 - How is it different from others? - It has biodegradable nanofibers. 799 00:52:36,360 --> 00:52:38,360 Other nanofibers aren't biodegradable? 800 00:52:38,440 --> 00:52:41,400 All of them aren't but even if they are, 801 00:52:41,520 --> 00:52:44,200 the technique we use to make polymers 802 00:53:17,120 --> 00:53:19,280 Another important application about which... 803 00:53:19,400 --> 00:53:20,920 Yes! Cigibud. 804 00:53:21,480 --> 00:53:23,680 It's a product 805 00:53:23,760 --> 00:53:25,680 that reduces nicotine 806 00:53:35,480 --> 00:53:36,880 It has three grades. 807 00:53:37,000 --> 00:53:38,640 First, we block 30% nicotine, 808 00:53:38,720 --> 00:53:41,000 then 50% and later on, 80%. 809 00:53:42,800 --> 00:53:44,720 I don't understand your goal. 810 00:53:47,600 --> 00:53:49,160 This filter 811 00:53:49,480 --> 00:53:51,800 has been in the market for years. 812 00:53:51,880 --> 00:53:53,680 [suspenseful music] 813 00:53:53,760 --> 00:53:56,720 People use this filter to smoke since the inception of cigarettes. 814 00:53:57,000 --> 00:54:00,200 If a person smokes using this cigarette filter, 815 00:54:00,320 --> 00:54:03,960 they'd feel the difference 816 00:54:04,080 --> 00:54:05,840 after one or two puffs 817 00:54:05,920 --> 00:54:08,240 as compared to any product available worldwide. 818 00:54:08,320 --> 00:54:11,520 That's the uniqueness of our polymer. 819 00:54:12,760 --> 00:54:14,040 What's your current revenue? 820 00:54:15,240 --> 00:54:17,960 My company's lifetime revenue 821 00:54:42,640 --> 00:54:44,680 on 2 December. 822 00:54:44,760 --> 00:54:46,320 It's not launched yet. 823 00:54:46,440 --> 00:54:48,520 What is your best-selling product for now? 824 00:54:48,640 --> 00:54:51,640 Our best-selling product is Nasofilters. 825 00:54:56,680 --> 00:54:59,200 As of now, our average revenue 826 00:55:22,760 --> 00:55:24,240 How much does it cost? 827 00:55:24,320 --> 00:55:25,760 It's a pack of 30 pieces. 828 00:55:31,000 --> 00:55:32,960 It's not reusable. It's disposable. 829 00:55:33,200 --> 00:55:35,440 I didn't understand the unique selling point of this product 830 00:55:35,520 --> 00:55:38,440 and it's apparent in the sales figures. Your sales are declining. 831 00:55:39,480 --> 00:55:41,280 Your invention is good. I'm not countering that. 832 00:55:41,360 --> 00:55:44,960 But I fail to understand its commercial use. 833 00:55:46,200 --> 00:55:48,160 So I want to be out today. 834 00:55:48,760 --> 00:55:50,760 As a consumer, I don't understand 835 00:55:50,840 --> 00:55:53,000 your products meant for the nose 836 00:55:53,080 --> 00:55:54,720 and cigarettes. 837 00:55:54,800 --> 00:55:56,880 So for that reason 838 00:55:56,960 --> 00:56:00,000 you must focus on B2B 839 00:56:00,080 --> 00:56:03,000 and not on the consumer side of things. For that reason, I'm out. 840 00:56:08,160 --> 00:56:12,040 Plus the reason you started it 841 00:56:12,120 --> 00:56:15,440 is a noble one. You were upset about what your mom 842 00:56:15,520 --> 00:56:17,240 went through. 843 00:56:17,360 --> 00:56:20,080 I respect all these points. 844 00:56:20,600 --> 00:56:22,480 So as a well-wisher, 845 00:56:22,600 --> 00:56:26,080 I request you to discontinue this product. 846 00:56:27,720 --> 00:56:31,120 Your nanofiber technology 847 00:56:31,200 --> 00:56:34,080 has tremendous usage in the industrial sector. 848 00:56:34,160 --> 00:56:35,960 Please focus on that side 849 00:56:36,080 --> 00:56:38,160 and we'll definitely be your customers 850 00:56:38,280 --> 00:56:40,200 but for this, I'm out. 851 00:56:41,920 --> 00:56:44,400 Do you own intellectual property in polymers? 852 00:56:44,480 --> 00:56:46,760 - Yes, sir. - Is it patented? 853 00:56:46,840 --> 00:56:49,200 I have no clue about its application 854 00:56:49,280 --> 00:56:52,240 but please focus on polymers 855 00:56:52,320 --> 00:56:54,400 and launch an application 856 00:56:54,520 --> 00:56:57,120 that has a wider usage 857 00:56:57,240 --> 00:56:59,400 and it helps you make a profit. 858 00:56:59,480 --> 00:57:01,160 Your current business 859 00:57:01,280 --> 00:57:03,360 appears shoddy. 860 00:57:05,320 --> 00:57:07,680 It won't help you earn money so I'm out. 861 00:57:07,800 --> 00:57:09,080 [sweeping music] 862 00:57:09,160 --> 00:57:11,680 I think your core skill 863 00:57:11,760 --> 00:57:13,360 is innovation. 864 00:58:02,000 --> 00:58:04,880 'In today's Shark Xperience segment, Amit, ' 865 00:58:04,960 --> 00:58:06,480 'Joneeta from Tejpur has a question for you.' 866 00:58:06,560 --> 00:58:09,680 'Do you follow a budget like ordinary people?' 867 00:58:09,760 --> 00:58:12,080 'Do you maintain a diary' 868 00:58:12,160 --> 00:58:15,040 'or a sheet to keep a record of your expenses?' 869 00:58:15,120 --> 00:58:16,840 The head of our family 870 00:58:16,920 --> 00:58:18,800 takes care of the household needs. 871 00:58:18,880 --> 00:58:21,560 It means I take money from my mom even now. 872 00:58:21,960 --> 00:58:23,720 When my grandfather was alive, 873 00:58:23,800 --> 00:58:25,320 I used to take money from my grandfather. 874 00:58:25,400 --> 00:58:27,520 If I ask for money the next time, mom asks for an explanation. 875 00:58:27,640 --> 00:58:29,160 So we didn't break our value system. 876 00:58:29,240 --> 00:58:30,920 Respecting the elders of a family 877 00:58:31,040 --> 00:58:33,040 and running the house under their supervision 878 00:58:33,680 --> 00:58:36,440 is a kind of value system for me. 879 00:58:36,520 --> 00:58:39,000 And I firmly believe in this value system.