1 00:00:30,520 --> 00:00:32,120 'Upcoming pitches on Shark Tank India season 2' 2 00:00:32,200 --> 00:00:34,040 'this week...' 3 00:00:34,640 --> 00:00:37,040 'We are presenting WTF' 4 00:00:37,120 --> 00:00:39,720 'to enhance your dining experience.' 5 00:00:39,840 --> 00:00:41,480 'It doesn't mean what you are thinking.' 6 00:00:41,560 --> 00:00:42,800 [laughing] 7 00:00:50,400 --> 00:00:55,000 'We are presenting NutriCook. Oil-less and water-less cookware.' 8 00:00:55,400 --> 00:00:57,080 'Vegetables are delicious!' 9 00:00:57,160 --> 00:00:58,560 'Yes. Fresh and delicious.' 10 00:00:58,680 --> 00:01:01,960 '- How did you boil the vegetables? No water? - No water, sir.' 11 00:01:02,360 --> 00:01:04,560 'Hi, Sharks! During the pandemic, 126 franchises' 12 00:01:04,680 --> 00:01:07,000 'of LONDON BUBBLE CO. shut down.' 13 00:01:07,080 --> 00:01:08,600 'We got an idea the very next day.' 14 00:01:08,680 --> 00:01:11,000 'We brought our cafe to your home.' 15 00:01:11,120 --> 00:01:14,960 'Some of my best memories are associated with your waffle.' 16 00:01:15,040 --> 00:01:16,560 'Negotiate the valuation with her.' 17 00:01:16,680 --> 00:01:18,440 [laughing] 18 00:01:18,520 --> 00:01:22,280 'Greetings, Sharks! We make ice-cream premix powders for dogs.' 19 00:01:22,400 --> 00:01:24,320 'It can't be for Rs. 200.' 20 00:01:24,400 --> 00:01:25,960 'Yes, it costs Rs. 199.' 21 00:01:26,040 --> 00:01:27,320 'It's too expensive.' 22 00:01:27,400 --> 00:01:30,840 'You mean people buy ice-creams costing Rs. 200 for their pets.' 23 00:01:36,680 --> 00:01:39,680 'What will be the market size in terms of revenue in five years?' 24 00:01:39,960 --> 00:01:43,840 'A revenue of 500 to 600 million dollars will be made.' 25 00:01:43,920 --> 00:01:47,160 'Will your business grow to Rs. 4000 crores in five years?' 26 00:01:48,080 --> 00:01:49,680 'Please get a reality check.' 27 00:01:50,560 --> 00:01:53,160 'There's no clarity. You are making wild guesses.' 28 00:01:55,080 --> 00:01:57,160 [epic music] 29 00:02:21,360 --> 00:02:24,040 [ethereal music] 30 00:02:28,920 --> 00:02:30,800 Hello, Sharks! How are you? 31 00:02:35,680 --> 00:02:37,840 We, brothers, are from Himatnagar, Gujarat. 32 00:02:37,960 --> 00:02:40,320 Sharks, as we belong to a Gujarati family, 33 00:02:40,400 --> 00:02:42,560 we have observed two things since our childhood. 34 00:02:42,640 --> 00:02:44,160 First is love for food 35 00:02:44,280 --> 00:02:46,000 and the second is trade. 36 00:02:46,120 --> 00:02:48,680 [laughing] 37 00:02:50,040 --> 00:02:51,280 We observed 38 00:02:51,360 --> 00:02:55,240 India has fewer snacking options compared to foreign countries. 39 00:02:55,320 --> 00:02:59,400 - Yes. - So we decided to present a new snacking option to Indians. 40 00:03:00,800 --> 00:03:02,280 We stumbled upon an idea when we realised 41 00:03:02,360 --> 00:03:05,080 that the indigenous girlfriend of Gujaratis is snacks 42 00:03:05,200 --> 00:03:07,720 and their foreign girlfriend is Mexican food. 43 00:03:07,800 --> 00:03:09,360 [laughing] 44 00:03:10,720 --> 00:03:12,120 We combined the two 45 00:03:12,240 --> 00:03:16,040 and launched Mexico's famous snack nachos in India 46 00:03:16,160 --> 00:03:19,480 in the form of a brand new snacking option for Indians, MAKINO. 47 00:03:19,600 --> 00:03:21,360 [joyful music] 48 00:03:21,440 --> 00:03:25,520 MAKINO is a brand that takes care of your taste as well as your health. 49 00:03:25,600 --> 00:03:27,360 MAKINO NACHOS are healthy 50 00:03:27,480 --> 00:03:29,240 as they contain 40% less oil 51 00:03:37,760 --> 00:03:39,760 [inspirational music] 52 00:03:39,840 --> 00:03:42,000 Our nachos are available in eight exciting flavours 53 00:03:42,120 --> 00:03:44,760 like cheese, jalapeno and peri-peri. 54 00:03:44,840 --> 00:03:46,840 [motivational music] 55 00:03:46,920 --> 00:03:50,120 Sharks, MAKINOS makes nachos 56 00:03:50,200 --> 00:03:53,120 as well as corn chips, corn twist and roasted nuts too. 57 00:04:01,600 --> 00:04:04,120 Sharks, our vision is to ensure MAKINO snacks' availability 58 00:04:04,200 --> 00:04:06,120 in every Indian home. 59 00:04:06,200 --> 00:04:09,920 We aim to be India's top brand in the Mexican snacks category. 60 00:04:10,000 --> 00:04:11,840 [sweeping music] 61 00:04:11,920 --> 00:04:13,160 Our ask is 62 00:04:31,520 --> 00:04:34,360 [ethereal music] 63 00:04:37,800 --> 00:04:40,200 - Yum! - Thank you! 64 00:04:40,280 --> 00:04:43,240 [ethereal music] 65 00:04:55,320 --> 00:04:56,600 Delicious. 66 00:04:58,120 --> 00:05:00,840 Different types of packets are placed there. What are those? 67 00:05:00,920 --> 00:05:02,840 Actually, we make four types of products. 68 00:05:19,680 --> 00:05:21,800 - Are you the CEO? - Yes! 69 00:05:21,880 --> 00:05:24,560 The other three also do something or they just agree with you. 70 00:05:24,680 --> 00:05:26,320 - Sir, of course, they do. - What do they do? 71 00:05:26,400 --> 00:05:29,200 - Sir, I look after e-commerce and branding. - Okay. 72 00:05:29,280 --> 00:05:31,120 I look after modern trade and HORECA. 73 00:05:31,200 --> 00:05:33,800 I handle procurement, production and logistics. 74 00:05:33,880 --> 00:05:35,480 Wow! All of you are handling different departments. 75 00:05:35,560 --> 00:05:37,320 Sharks, my responsibilities are general trade, 76 00:05:37,400 --> 00:05:39,400 exports and overall services. 77 00:05:40,840 --> 00:05:43,600 - Nachos are already available in the market. - No, sir! 78 00:05:43,680 --> 00:05:46,120 - There is a brand called Doritos. - Doritos and Cornitos. 79 00:05:46,200 --> 00:05:48,000 Sir, they are present but they comprise only a small fraction. 80 00:05:56,880 --> 00:05:58,880 on buying nachos 81 00:05:58,960 --> 00:06:00,760 and the remaining Rs. 55 are spent on buying potato chips. 82 00:06:00,840 --> 00:06:03,680 What's the market size of potato chips in India? 83 00:06:13,800 --> 00:06:17,320 Sharks, foxnut came into the market after our launch. 84 00:06:18,560 --> 00:06:23,520 - MAKINO means Make In Original Style. - Oh, my! 85 00:06:25,320 --> 00:06:26,880 Sir, we believe 86 00:06:26,960 --> 00:06:30,120 that only three companies in India sell nachos specifically. 87 00:06:30,240 --> 00:06:31,560 First is Doritos. 88 00:06:31,680 --> 00:06:34,360 It started in the US in the 1960s. 89 00:06:34,480 --> 00:06:35,920 It's the world leader. 90 00:06:36,840 --> 00:06:38,760 The second one is Cornitos. 91 00:06:38,840 --> 00:06:41,280 Cornitos is a 12 to 13 years old brand. 92 00:06:41,360 --> 00:06:43,880 We'll complete four years in October. 93 00:06:43,960 --> 00:06:45,920 - So you are the third. - Yes. 94 00:06:46,560 --> 00:06:48,280 What are the sales figures for Doritos? 95 00:06:48,400 --> 00:06:50,000 It's more than Rs. 100 crores. 96 00:06:50,080 --> 00:06:51,040 What about Cornitos? 97 00:06:51,160 --> 00:06:53,520 Its sales are around Rs. 65 crores. 98 00:06:53,640 --> 00:06:56,280 What's the price of your packet and that of Doritos? 99 00:06:56,400 --> 00:06:59,600 Doritos sell some packets costing Rs. 50 to Rs. 60. 100 00:07:00,760 --> 00:07:02,840 They have products costing Rs. 90. 101 00:07:02,920 --> 00:07:04,480 This one costs Rs. 90. 102 00:07:04,560 --> 00:07:06,480 It's 150 grams for Rs. 90. 103 00:07:06,560 --> 00:07:10,040 What's the cost of a similar product by Doritos? 104 00:07:10,120 --> 00:07:11,360 Sir, it costs around Rs. 90. 105 00:07:12,560 --> 00:07:15,240 What's your main characteristic? Your brand isn't famous. 106 00:07:15,320 --> 00:07:16,520 [suspenseful music] 107 00:07:16,640 --> 00:07:19,200 Doritos have just two flavours but we have eight flavours. 108 00:07:26,880 --> 00:07:28,920 We launched a series called SUPER NACHOS 109 00:07:29,040 --> 00:07:31,400 around one to one and a half months ago. 110 00:07:40,040 --> 00:07:42,800 If you consume a packet of 60 grams, 111 00:07:42,880 --> 00:07:45,560 you'd get 16% protein. 112 00:07:46,600 --> 00:07:50,200 In Veggie Nachos, we mixed corn with fenugreek. 113 00:07:50,280 --> 00:07:54,040 Such fusion has never been done before to make nachos. 114 00:07:54,120 --> 00:07:56,000 [sweeping music] 115 00:07:56,360 --> 00:08:00,160 You four give me a feeling you'd share impressive sales figures. 116 00:08:00,240 --> 00:08:02,160 How much is it? Do you sell for Rs. 2 crores to Rs. 3 crores per month? 117 00:08:03,160 --> 00:08:07,240 We made sales of Rs. 12 crores between April and 31 August. 118 00:08:19,840 --> 00:08:21,440 and other such claims. 119 00:08:21,520 --> 00:08:22,880 Unbelievable! 120 00:08:22,960 --> 00:08:25,840 In the coming few months, our target 121 00:08:25,840 --> 00:08:28,760 is to reach Rs. 3.25 crores per month. 122 00:08:28,880 --> 00:08:29,800 It's going to be fun. 123 00:08:29,880 --> 00:08:33,000 Our sales till 31 March 2022 were 124 00:08:40,280 --> 00:08:43,120 Sharks, we have reached breakeven. 125 00:08:43,200 --> 00:08:44,960 You broke even in August too? 126 00:08:45,600 --> 00:08:46,720 Obviously, sir. 127 00:08:47,840 --> 00:08:50,120 What's your export in Rs. 2 crores sales? 128 00:08:50,240 --> 00:08:51,960 Suppose we earn Rs. 2.65 crores. 129 00:08:52,040 --> 00:08:55,240 10% of it is the average export sales in the last few months. 130 00:08:55,320 --> 00:08:58,240 Is it for the Middle East? The inscription is in Arabic. 131 00:08:58,320 --> 00:09:01,200 Our focus is the GCC countries 132 00:09:01,280 --> 00:09:02,920 and African countries too. 133 00:09:03,000 --> 00:09:04,760 The reason is they are nearer 134 00:09:04,840 --> 00:09:07,680 and our transport cost is less compared to other countries. 135 00:09:07,800 --> 00:09:09,680 [sweeping music] 136 00:09:09,800 --> 00:09:11,800 Why aren't you making a profit? 137 00:09:12,640 --> 00:09:15,160 Right now our monthly production capacity 138 00:09:15,240 --> 00:09:18,000 is 250 metric tons of nachos. 139 00:09:18,080 --> 00:09:20,520 We could achieve only 40% of our capacity. 140 00:09:20,640 --> 00:09:23,320 We can't earn a profit in the current scenario. 141 00:09:23,400 --> 00:09:25,000 [suspenseful music] 142 00:09:25,080 --> 00:09:26,480 Ultimately, as we set up 143 00:09:26,600 --> 00:09:31,200 the general trade distribution, sales team incurs costs. 144 00:09:31,400 --> 00:09:35,000 That's the reason we spend mostly on setting up distribution channels 145 00:09:35,120 --> 00:09:36,800 or on the sales team. 146 00:09:36,920 --> 00:09:40,600 Your storytelling skills are good. How much funds did you raise? 147 00:09:41,800 --> 00:09:43,440 We haven't been funded. 148 00:09:43,520 --> 00:09:45,120 - Are you bootstrapped? - Sir, we are bootstrapped. 149 00:10:06,160 --> 00:10:08,160 You set up a business worth Rs. 36 crores 150 00:10:08,240 --> 00:10:11,000 or Rs. 35 crores or whatever. 151 00:10:11,120 --> 00:10:13,440 You set up a business earning a certain monthly revenue run rate 152 00:10:13,520 --> 00:10:14,800 without raising funds. 153 00:10:14,880 --> 00:10:17,600 So you must be capable enough to make it a Rs. 100 crore business. 154 00:10:23,800 --> 00:10:25,800 Capability isn't enough. 155 00:10:25,920 --> 00:10:28,960 We get stuck at certain points. 156 00:10:33,840 --> 00:10:37,240 we feel it's going too slow. 157 00:10:37,480 --> 00:10:39,840 The second is branding. How to grow our brand? 158 00:10:39,920 --> 00:10:42,080 We make some mistakes 159 00:10:42,200 --> 00:10:45,600 and when we try to make amends, we waste a lot of time. 160 00:10:45,720 --> 00:10:49,600 - Did you study the consumption pattern? - Yes, we did. 161 00:10:49,720 --> 00:10:50,800 Did you observe something? 162 00:10:50,880 --> 00:10:52,480 How much do children purchase? 163 00:10:52,560 --> 00:10:54,960 Let's assume that your sales are around Rs. 2.5 crores. 164 00:10:55,040 --> 00:10:57,440 What's the contribution to sales done by children? 165 00:10:57,560 --> 00:10:58,960 [sweeping music] 166 00:10:59,080 --> 00:11:00,560 The contribution of children is less 167 00:11:00,640 --> 00:11:03,360 - but we aren't sure about the exact percentage. - Alright. 168 00:11:03,440 --> 00:11:05,600 What's the product margin in Rs. 2.5 crores? 169 00:11:36,960 --> 00:11:40,000 It's around 10% to 12%. 170 00:11:41,320 --> 00:11:43,760 I liked everything about you 171 00:11:48,680 --> 00:11:51,560 but I have a philosophical problem. 172 00:11:52,200 --> 00:11:53,960 Generally speaking, 173 00:11:54,040 --> 00:11:56,160 I don't invest in businesses 174 00:11:57,840 --> 00:12:00,240 where claims regarding health benefits are made 175 00:12:00,320 --> 00:12:02,280 and they are addictive for children. 176 00:12:02,360 --> 00:12:05,400 That's the reason, I asked you a question regarding children. 177 00:12:06,200 --> 00:12:07,920 You don't possess such data. 178 00:12:08,000 --> 00:12:10,520 And philosophically, I have a problem with such businesses. 179 00:12:10,600 --> 00:12:12,560 [adventurous music] 180 00:12:12,640 --> 00:12:14,920 I wish you all the best but I want to be out. 181 00:12:15,000 --> 00:12:16,080 - Thank you, sir. - Thank you! 182 00:12:18,280 --> 00:12:19,880 I have made my decision. 183 00:12:19,960 --> 00:12:23,240 I invested in a company called TagZ in season 1. 184 00:12:24,280 --> 00:12:26,280 I'm involved in their business closely. 185 00:12:26,360 --> 00:12:28,800 I think there could be a conflict of interest. 186 00:12:29,440 --> 00:12:32,240 - For that reason, I'm out. - Thank you! 187 00:12:33,480 --> 00:12:35,400 All of you must have invested in the business. 188 00:12:35,480 --> 00:12:38,360 You must have invested when you started. Who invested in it and how? 189 00:12:38,480 --> 00:12:39,560 [sweeping music] 190 00:12:39,680 --> 00:12:41,720 Initially, we took a loan from a bank. 191 00:12:41,800 --> 00:12:45,120 As of now, our bank loan is Rs. 15.33 crores. 192 00:12:45,200 --> 00:12:46,080 Huh? 193 00:12:47,960 --> 00:12:49,040 What? 194 00:12:56,840 --> 00:12:57,640 How much did you borrow? 195 00:12:57,720 --> 00:12:59,480 We took a loan of Rs. 25 crores from the bank. 196 00:12:59,600 --> 00:13:01,680 Now it has reduced to Rs. 15.33 crores. 197 00:13:01,760 --> 00:13:03,960 - What is your bank balance? - Rs. 1.5 crores. 198 00:13:04,120 --> 00:13:06,520 Did you spend all the money on your factory or on marketing? 199 00:13:07,640 --> 00:13:11,520 The machinery of nachos is manufactured in the US and Europe. 200 00:13:12,360 --> 00:13:14,480 So the capital investment is more. 201 00:13:14,560 --> 00:13:17,920 It's an entry barrier too as nobody can easily start this business. 202 00:13:25,000 --> 00:13:27,440 Our capital investment is Rs. 12.33 crores. 203 00:13:27,520 --> 00:13:28,920 What is your monthly burn rate? 204 00:13:29,000 --> 00:13:31,640 Last year's loss was Rs. 1.97 crores. 205 00:13:37,320 --> 00:13:41,080 If we add the loss of two months, it's around Rs. 30 lakhs. 206 00:13:46,600 --> 00:13:48,080 I made my decision. 207 00:13:48,200 --> 00:13:49,600 [sweeping music] 208 00:13:49,680 --> 00:13:52,800 I think you have expanded your business in multiple countries. 209 00:13:56,920 --> 00:13:58,480 First, cover this market. 210 00:13:59,280 --> 00:14:01,640 Secondly, I don't want to discuss your valuation. 211 00:14:01,720 --> 00:14:04,200 I could have been lenient if you gave a logical valuation. 212 00:14:05,400 --> 00:14:07,560 So for all these reasons, I'm out. 213 00:14:07,640 --> 00:14:09,560 [tense music] 214 00:14:09,880 --> 00:14:12,400 - Are you present on Swiggy Instamart? - Yes! 215 00:14:12,480 --> 00:14:13,440 What is your rating? 216 00:14:19,320 --> 00:14:20,120 Let's discuss this. 217 00:14:20,240 --> 00:14:21,800 [sweeping music] 218 00:14:39,120 --> 00:14:42,480 Let me tell you what we feel. Your sales are for Rs. 25 crores. 219 00:14:43,320 --> 00:14:46,680 Let's double the revenue as you aren't profitable, so Rs. 50 crores. 220 00:14:47,760 --> 00:14:49,320 Your debt is Rs. 13 crores. 221 00:14:49,400 --> 00:14:52,080 Right? And the net cash will be subtracted. 222 00:14:52,160 --> 00:14:55,560 So we can give you a valuation of around Rs. 37 crores. 223 00:14:55,640 --> 00:14:57,040 [sweeping music] 224 00:14:57,120 --> 00:15:01,320 - We have invested more than Rs. 42 crores till now. - What? 225 00:15:01,400 --> 00:15:03,400 [thrilling music] 226 00:15:03,480 --> 00:15:07,040 Hold on! Earlier, you said Rs. 15 crores. Then how come Rs. 42 crores? 227 00:15:07,120 --> 00:15:08,160 Rs. 15 crore is the bank loan. 228 00:15:08,280 --> 00:15:09,920 - And the rest is yours? - The rest of the money is ours. 229 00:15:10,000 --> 00:15:11,360 - Oh my God! - Oh my God! 230 00:15:11,440 --> 00:15:12,720 [laughing] 231 00:15:12,800 --> 00:15:15,480 [dramatic music] 232 00:15:19,200 --> 00:15:21,200 Where did you spend Rs. 42 crores? 233 00:15:21,320 --> 00:15:25,360 We spent majorly on salaries and other such things. 234 00:15:27,680 --> 00:15:30,400 And capital investment too. These two incur major expenses. 235 00:15:30,480 --> 00:15:32,640 [dramatic music] 236 00:15:34,800 --> 00:15:37,200 Please tell us how much cash you withdrew. 237 00:15:37,280 --> 00:15:38,520 We didn't withdraw cash. 238 00:15:38,600 --> 00:15:42,680 Will you continue burning cash the way you burned it till now? 239 00:15:42,760 --> 00:15:45,000 - No. - Will your business profit this year? 240 00:15:45,080 --> 00:15:46,720 Yes, but we'd get a nominal profit. 241 00:15:46,840 --> 00:15:47,720 I don't think so. 242 00:15:47,800 --> 00:15:49,680 - You don't want to make an offer. Cancelled? - Yes. 243 00:15:51,640 --> 00:15:54,280 I think we can't give you an offer today. 244 00:15:55,600 --> 00:15:58,400 I'm really sorry for making you hopeful but... 245 00:15:58,480 --> 00:16:02,440 Anyway, we couldn't give you a better valuation than Rs. 50 crores. 246 00:16:02,520 --> 00:16:05,320 [sweeping music] 247 00:16:05,400 --> 00:16:08,440 So we... But you'd make a successful business and best of luck. 248 00:16:09,360 --> 00:16:11,440 Vineeta and I are out. 249 00:16:13,720 --> 00:16:16,040 - Good job, guys! Keep the spirit up! - Good job! 250 00:16:16,120 --> 00:16:17,320 - Thank you so much! - Thank you, Sharks! 251 00:16:17,400 --> 00:16:18,360 All the best! 252 00:16:18,440 --> 00:16:20,320 [sweeping music] 253 00:16:34,440 --> 00:16:37,160 [bubbling] 254 00:16:56,120 --> 00:16:57,920 - Good morning, Sharks! - Morning! 255 00:16:58,000 --> 00:16:59,360 I'm Agragesh. 256 00:17:06,240 --> 00:17:08,360 have around 2 lakh patients in India. 257 00:17:08,440 --> 00:17:11,400 And their number increases by 40,000 per year. 258 00:17:11,480 --> 00:17:13,560 [suspenseful music] 259 00:17:13,840 --> 00:17:15,040 Organ transplant 260 00:17:15,120 --> 00:17:18,680 is a painful and traumatic experience. 261 00:17:18,760 --> 00:17:21,560 And unfortunately, their pain 262 00:17:21,640 --> 00:17:23,760 continues even after the transplant. 263 00:17:23,840 --> 00:17:25,320 [dramatic music] 264 00:17:25,440 --> 00:17:28,280 After the organ transplant, the patients need 265 00:17:28,360 --> 00:17:30,400 continuous monitoring of the new organ 266 00:17:41,960 --> 00:17:44,000 We built a revolutionary platform 267 00:17:58,680 --> 00:18:01,000 and monitoring them easily too. 268 00:18:01,080 --> 00:18:02,600 [exhilarating music] 269 00:18:02,680 --> 00:18:05,320 It helps in organ transplant monitoring 270 00:18:17,520 --> 00:18:21,480 We have tested more than 5,000 samples till now. 271 00:18:30,880 --> 00:18:33,720 Our vision is to impact the lives of more than 1 billion patients 272 00:18:33,800 --> 00:18:36,760 with the help of Trunome 273 00:18:36,840 --> 00:18:40,440 by improving their quality of life and saving them from the emotional, 274 00:18:40,520 --> 00:18:44,080 physical and mental trauma of invasive tests. 275 00:18:44,160 --> 00:18:46,120 [exhilarating music] 276 00:18:59,840 --> 00:19:02,600 Agragesh and Avinash, welcome to Shark Tank! 277 00:19:02,680 --> 00:19:05,000 - Thank you! - Where are you from in Chennai exactly? 278 00:19:05,080 --> 00:19:07,160 How come you speak fluent Hindi? 279 00:19:07,240 --> 00:19:10,040 - Anna Salai. - Okay! 280 00:19:10,120 --> 00:19:12,720 We have been raised across India 281 00:19:12,800 --> 00:19:17,000 - so I know Hindi, Bengali and a few other languages too. - Amazing! 282 00:19:17,080 --> 00:19:19,120 - He is my elder brother. - Okay. 283 00:19:20,040 --> 00:19:21,160 Do you understand Tamil? 284 00:19:21,240 --> 00:19:22,520 - We do! - Yes! 285 00:19:22,600 --> 00:19:24,640 - It's our mother tongue. - Okay! 286 00:19:24,760 --> 00:19:27,880 - I studied engineering in Chennai for four years. - Okay. 287 00:19:28,000 --> 00:19:29,480 - Fake engineer! - Fake engineer! 288 00:19:29,560 --> 00:19:30,960 [laughing] 289 00:19:31,040 --> 00:19:33,640 Please explain this to me in simple language. 290 00:19:33,720 --> 00:19:35,480 I don't understand your business. 291 00:19:35,600 --> 00:19:37,200 As of now, our technology 292 00:19:37,280 --> 00:19:39,040 helps a patient detect conclusively 293 00:19:39,200 --> 00:19:43,680 through a simple blood test whether an organ 294 00:19:43,840 --> 00:19:46,040 is getting rejected or not by their body. 295 00:19:47,200 --> 00:19:49,640 Why are talking about cancer recurrence? 296 00:19:49,720 --> 00:19:51,960 - Is it another application? - It's a different application. 297 00:19:52,080 --> 00:19:55,880 It's a different application of the same technology. 298 00:19:56,000 --> 00:19:59,920 So you are doing blood diagnosis 299 00:20:00,000 --> 00:20:03,360 and DNA diagnosis 300 00:20:03,440 --> 00:20:07,000 through two applications. 301 00:20:07,080 --> 00:20:09,320 One is organ transplant monitoring 302 00:20:09,400 --> 00:20:11,920 and the other one is the recurrence of cancer. 303 00:20:12,000 --> 00:20:13,320 - Correct! - Yes! 304 00:20:13,400 --> 00:20:15,000 Which one of your applications got the US patent? 305 00:20:15,080 --> 00:20:16,680 - Transplant application. - Transplant rejection! 306 00:20:16,760 --> 00:20:19,520 What organ transplants does it work for? 307 00:20:19,600 --> 00:20:21,120 - Any organ. - Any organ! 308 00:20:21,200 --> 00:20:24,440 If we don't use your way, 309 00:20:24,560 --> 00:20:26,200 what is the alternate way to monitor? 310 00:20:26,280 --> 00:20:28,240 An alternate way is a biopsy. 311 00:20:28,360 --> 00:20:30,360 During a biopsy, tissue 312 00:20:30,440 --> 00:20:33,080 is ripped off by puncturing the kidney. 313 00:20:33,160 --> 00:20:37,800 Then it's checked under a microscope if it's getting rejected or not. 314 00:20:53,680 --> 00:20:54,840 Did nobody research this till now? 315 00:20:54,920 --> 00:20:57,720 There's surely a global technology but the approach is different. 316 00:20:58,280 --> 00:21:00,880 That's the reason, we got a patent. 317 00:21:06,960 --> 00:21:09,480 are around 3 to 5 times more. 318 00:21:09,600 --> 00:21:10,680 How much is it? 319 00:21:10,800 --> 00:21:13,400 How much do you charge as compared to your competitors? 320 00:21:29,160 --> 00:21:31,040 The cost of people 321 00:21:31,120 --> 00:21:32,800 like nurse's charge is more in the US. 322 00:21:32,880 --> 00:21:34,760 So it's like outsourcing. 323 00:21:35,680 --> 00:21:37,480 But inherently, in technology... 324 00:21:37,560 --> 00:21:39,080 There's a difference in technology too. 325 00:21:39,160 --> 00:21:42,520 The number of SNPs which is a set of chemicals 326 00:21:42,640 --> 00:21:44,160 is required in a lesser amount. 327 00:21:44,240 --> 00:21:48,080 The number of overall molecular compositions is required less. 328 00:21:49,080 --> 00:21:52,040 Our your claims fully validated 329 00:21:52,120 --> 00:21:53,960 or they are shaky? 330 00:21:54,040 --> 00:21:58,000 Three world-renowned doctors are shareholders in our company. 331 00:21:59,000 --> 00:22:01,360 And we have even been awarded 332 00:22:01,440 --> 00:22:03,840 by different people in the government. 333 00:22:03,920 --> 00:22:06,720 We launched a Covid test during Covid. 334 00:22:06,800 --> 00:22:09,560 We got CDSCO approval for the same. 335 00:22:09,640 --> 00:22:12,920 Our facility is cleared by Indian FDA which is CDSCO. 336 00:22:17,240 --> 00:22:19,320 with five leading US transplant centres 337 00:22:19,440 --> 00:22:21,480 and medical centres. 338 00:22:22,640 --> 00:22:26,520 You have signed paperwork or you are having a verbal conversation. 339 00:22:26,640 --> 00:22:28,080 [suspenseful music] 340 00:22:28,160 --> 00:22:30,640 - We had a verbal conversation as of now. - So nothing is signed. 341 00:22:31,680 --> 00:22:33,280 - It's done in India. - Some hospitals signed in India. 342 00:22:33,400 --> 00:22:34,720 How many hospitals? 343 00:22:34,840 --> 00:22:36,640 We have a contract with around six hospitals. 344 00:22:49,720 --> 00:22:51,320 I'm a clinical dentist 345 00:22:51,440 --> 00:22:53,400 and he is an MBA graduate. 346 00:22:53,480 --> 00:22:55,440 He handles the business part. 347 00:22:55,520 --> 00:22:59,120 - That's the reason he speaks more. MBA grads speak a lot. - Yes. 348 00:22:59,200 --> 00:23:01,080 [laughing] 349 00:23:01,440 --> 00:23:03,160 What are your ages respectively? 350 00:23:03,280 --> 00:23:05,680 I'm 36 years old. 351 00:23:05,760 --> 00:23:07,680 He is around 28 to 29 years of age. 352 00:23:07,760 --> 00:23:08,640 Amazing, my friend. 353 00:23:08,640 --> 00:23:10,640 - Who is the CEO of the company? - I am. 354 00:23:10,720 --> 00:23:12,880 What is your scientific background? 355 00:23:12,960 --> 00:23:14,720 I completed my PhD. 356 00:23:16,120 --> 00:23:19,280 Why didn't you tell us earlier that you are a PhD? You must be proud. 357 00:23:19,360 --> 00:23:22,120 Actually, I don't introduce myself as a doctor 358 00:23:22,240 --> 00:23:25,280 because people mistake me for a medical doctor. 359 00:23:25,360 --> 00:23:26,840 In what subject did you complete your thesis? 360 00:23:26,960 --> 00:23:28,360 In Molecular Biology. 361 00:23:29,480 --> 00:23:31,880 Where did you complete your PhD? Please tell us. 362 00:23:32,000 --> 00:23:33,360 I pursued it from IMT, Ghaziabad. 363 00:23:33,800 --> 00:23:34,760 Hey! 364 00:23:34,840 --> 00:23:37,960 No... You are an MBA graduate. PhD from IMT... 365 00:23:38,040 --> 00:23:39,440 [laughing] 366 00:23:39,520 --> 00:23:43,240 - He is marketing himself. - Don't be like this. 367 00:23:44,920 --> 00:23:47,880 MBA graduates come here often but PhDs rarely come. 368 00:23:47,960 --> 00:23:49,600 A PhD is rare. 369 00:23:51,480 --> 00:23:52,960 Avinash, please look at me. 370 00:23:53,600 --> 00:23:54,640 Okay, yes. 371 00:23:54,760 --> 00:23:56,640 Avinash stared him down. 372 00:23:57,040 --> 00:23:58,840 "Calm down!" 373 00:24:02,760 --> 00:24:04,960 Actually, the degree is awarded by Anna University 374 00:24:05,080 --> 00:24:09,240 but I did a collaborative project between IIT and Anna University. 375 00:24:09,320 --> 00:24:11,680 Avinash, your eyes are expressive. 376 00:24:11,760 --> 00:24:14,040 [ethereal music] 377 00:24:14,120 --> 00:24:15,040 Thank you! 378 00:24:15,160 --> 00:24:16,600 And you are too humble. 379 00:24:16,680 --> 00:24:18,440 - That's true. - Too humble! 380 00:24:18,560 --> 00:24:21,680 No, your valuation isn't humble. 381 00:24:21,760 --> 00:24:23,360 [tense music] 382 00:24:23,440 --> 00:24:24,480 It's huge. 383 00:24:24,560 --> 00:24:27,920 So I want to know the basis of your valuation. 384 00:24:28,000 --> 00:24:29,600 [suspenseful music] 385 00:24:29,600 --> 00:24:33,960 A combination of things. Last year, our revenue reached more than Rs. 5 c 386 00:24:43,360 --> 00:24:45,520 So it wasn't achieved for your core business. 387 00:24:47,800 --> 00:24:49,200 I could be wrong. 388 00:24:49,840 --> 00:24:52,440 It's fifty-fifty. Rs. 2.5 crores from Trunome. 389 00:25:01,760 --> 00:25:04,200 Then on what basis did you ask for a valuation of Rs. 150 crores? 390 00:25:04,280 --> 00:25:05,600 [dramatic music] 391 00:25:05,600 --> 00:25:08,200 Our valuation for the last round was 75 crores. 392 00:25:12,480 --> 00:25:13,800 What's your vision? 393 00:25:13,880 --> 00:25:15,560 What do you wish to do in the next five years? 394 00:25:16,440 --> 00:25:18,080 We want to build a platform 395 00:25:18,160 --> 00:25:21,480 so that we can early diagnose and monitor chronic conditions. 396 00:25:21,560 --> 00:25:24,840 We want to impact more lives. 397 00:25:24,920 --> 00:25:26,480 That's the primary vision. 398 00:25:27,520 --> 00:25:28,760 - Do you earn money? - Yes. 399 00:25:28,840 --> 00:25:33,080 About 1 lakh EBITDA on average per month. 400 00:25:38,000 --> 00:25:40,120 How many people are there on the product team? 401 00:25:40,200 --> 00:25:41,360 All of them are in Chennai. 402 00:25:41,440 --> 00:25:44,520 Some of them have done a PhD and Postdoc from Tel Aviv University. 403 00:25:44,600 --> 00:25:45,960 There are people from Madras University. 404 00:25:45,960 --> 00:25:47,400 The University of Pennsylvania. 405 00:25:48,960 --> 00:25:50,120 Okay, I'll make you an offer. 406 00:25:50,240 --> 00:25:51,120 [music playing] 407 00:25:51,200 --> 00:25:53,400 There is something good about you guys. 408 00:25:53,520 --> 00:25:55,440 You didn't even tell me that you hold a PhD. 409 00:25:55,440 --> 00:25:57,040 I think you're very humble. 410 00:25:57,160 --> 00:26:00,800 Since you're making efforts in India and have built a great team, 411 00:26:00,920 --> 00:26:03,160 I will offer you 1.5 crores for 2%. 412 00:26:11,360 --> 00:26:13,800 [music playing] 413 00:26:23,160 --> 00:26:27,120 will be around 25-30 billion dollars. That's the market opportunity. 414 00:26:27,200 --> 00:26:29,000 25-30 billion? 415 00:26:30,560 --> 00:26:32,280 - In global standards. - Okay. 416 00:26:32,360 --> 00:26:35,040 We estimate at least 417 00:26:35,120 --> 00:26:38,040 500-600 million dollars in revenue. 418 00:26:38,120 --> 00:26:41,840 Will you build a 4000-crore business in five years? 419 00:26:41,920 --> 00:26:44,040 The technology is at that stage. 420 00:26:44,160 --> 00:26:46,480 [music playing] 421 00:26:46,560 --> 00:26:49,560 You can increase the price and raise the EBITDA, right? 422 00:26:49,640 --> 00:26:51,280 - Yes, we can. - Why don't you raise it? 423 00:26:52,120 --> 00:26:55,600 We have a conscience that if we financially pressurise 424 00:26:55,680 --> 00:26:57,520 - the patients so much... - Very nice! 425 00:26:57,600 --> 00:26:58,920 - Very nice. - Awesome! 426 00:26:59,000 --> 00:27:00,680 Have you watched 'Godfather'? 427 00:27:01,920 --> 00:27:03,360 - Yes. - A long time ago, sir. 428 00:27:03,440 --> 00:27:05,360 I'll make you an offer you cannot refuse. 429 00:27:05,440 --> 00:27:06,920 Oh! 430 00:27:15,720 --> 00:27:18,680 I'm your senior from IIT Madras. The batch of 2005. 431 00:27:18,760 --> 00:27:21,000 [laughs] 432 00:27:21,080 --> 00:27:22,000 Alumni angle. 433 00:27:22,080 --> 00:27:24,960 Alumni angle. I will make you an offer. 434 00:27:25,040 --> 00:27:27,800 75 lakhs in debt, interest-free. 435 00:27:39,760 --> 00:27:42,960 There's one application covered. 436 00:27:43,040 --> 00:27:46,160 It has a US patent. Organ transplant. 437 00:27:46,240 --> 00:27:47,920 We're aware 438 00:27:48,000 --> 00:27:50,960 that there's not much potential in India for organ transplants. 439 00:27:51,080 --> 00:27:53,560 The level of awareness of organ donation, 440 00:27:53,640 --> 00:27:56,400 the increase in TAM is long-term. 441 00:27:57,160 --> 00:27:59,480 There's a saying that 442 00:27:59,560 --> 00:28:02,440 if your product was so good 443 00:28:02,520 --> 00:28:05,560 then it would cut through butter like a hot knife. 444 00:28:05,640 --> 00:28:07,120 [music playing] 445 00:28:07,200 --> 00:28:11,080 There would've been orders lined up for you. 446 00:28:11,320 --> 00:28:14,240 - Then they wouldn't be here. - One moment. Let me finish. 447 00:28:15,160 --> 00:28:18,120 I was willing to take a bet on you but my problem 448 00:28:18,240 --> 00:28:20,680 is that you've crossed 2.5 crore revenue 449 00:28:20,800 --> 00:28:23,200 and hardly 5 hospitals have signed up. 450 00:28:23,320 --> 00:28:26,240 And you're talking about 30 billion TAM. 451 00:28:27,400 --> 00:28:30,840 4000 crores revenue in five years. 452 00:28:30,920 --> 00:28:33,640 There is no clarity. It's a vague projection. 453 00:28:34,560 --> 00:28:37,080 For me, it's very early. 454 00:28:37,440 --> 00:28:39,800 But I wish you the best. I'm out. 455 00:28:40,520 --> 00:28:41,920 Namita is out. 456 00:28:42,000 --> 00:28:44,080 [music playing] 457 00:28:44,160 --> 00:28:45,680 You have three offers. 458 00:28:45,760 --> 00:28:48,840 And Aman, have you decided or do you have any questions? 459 00:28:48,920 --> 00:28:50,600 Agragesh feels like a reflection of me. 460 00:28:50,680 --> 00:28:52,480 I'm as humble as he is. 461 00:28:52,560 --> 00:28:53,600 It's a pleasure to meet you. 462 00:28:53,680 --> 00:28:55,440 That's Avinash. 463 00:28:55,520 --> 00:28:57,320 Sorry, to meet Avinash. 464 00:28:57,800 --> 00:29:00,320 No, Agragesh. You're MBA brothers. 465 00:29:00,400 --> 00:29:02,240 Get his name right. 466 00:29:02,320 --> 00:29:05,360 Do you want an equity or debt? 467 00:29:06,240 --> 00:29:08,720 A combination is fine but equity is more welcome. 468 00:29:08,840 --> 00:29:12,160 The next question is will you take my offer or not? 469 00:29:12,280 --> 00:29:13,400 [laughs] 470 00:29:13,720 --> 00:29:17,400 1.75% if all of you can come together. 471 00:29:17,480 --> 00:29:18,720 That will also be great! 472 00:29:18,840 --> 00:29:21,200 - Then, we will need 2%. - Yes, 2%. 473 00:29:21,280 --> 00:29:22,520 Yes. 474 00:29:22,760 --> 00:29:25,680 1.5 crores for 2%. 475 00:29:39,560 --> 00:29:42,760 We will require more capital in the future. 476 00:29:54,560 --> 00:29:56,240 [music playing] 477 00:29:57,960 --> 00:30:00,840 We can't make that decision now. 478 00:30:02,520 --> 00:30:03,680 You will get the four of us. 479 00:30:03,760 --> 00:30:07,120 1.5 crores, four sharks, for 2%. 480 00:30:07,200 --> 00:30:10,800 This is our only offer. We have nothing else on the table. 481 00:30:11,160 --> 00:30:13,400 [music playing] 482 00:30:38,160 --> 00:30:40,360 - Hope you'll be very happy. - I'll be the happiest. 483 00:30:40,440 --> 00:30:41,720 [music playing] 484 00:30:41,800 --> 00:30:44,360 [music playing] 485 00:30:46,480 --> 00:30:48,440 - Thank you. - All the best! 486 00:30:48,560 --> 00:30:50,960 - Thank you! - Make India proud. 487 00:30:51,040 --> 00:30:53,080 - Definitely. - Well done! 488 00:30:53,160 --> 00:30:54,960 - Thank you, sir. - Thank you, ma'am. 489 00:32:12,960 --> 00:32:15,680 [music playing] 490 00:32:33,640 --> 00:32:36,280 Greetings, Shark! I'm Saloni Chandalia. 491 00:33:39,000 --> 00:33:43,520 You won't get 1.5 crores at 1% here. 492 00:33:43,600 --> 00:33:45,320 So, 3D print it. 493 00:34:03,560 --> 00:34:07,760 - Wait. Rahul, Swati is your sister. - Yes, correct. 494 00:34:07,840 --> 00:34:10,920 - And Pradeep is your... - Brother-in-law. She's my wife. 495 00:34:11,040 --> 00:34:12,920 - So, you're his brother-in-law. - Yes. 496 00:34:13,000 --> 00:34:14,840 Okay, tell me more. 497 00:34:14,920 --> 00:34:17,480 In 2016, we attended an exhibition 498 00:34:17,560 --> 00:34:19,680 where we saw an industrial 3D printer. 499 00:34:19,760 --> 00:34:22,240 It's very expensive and ranges between 7 and 10 lakhs. 500 00:34:22,320 --> 00:34:23,560 That's when it struck us that it can be 501 00:34:23,600 --> 00:34:25,800 made available for the common man in India. 502 00:34:25,920 --> 00:34:27,560 It creates many avenues of opportunity. 503 00:34:28,600 --> 00:34:30,040 It seemed like magic to us. 504 00:34:30,120 --> 00:34:32,520 It can create anything from a horse to a car. 505 00:34:32,600 --> 00:34:35,520 Can you 3D print Aman's cool hairstyle? 506 00:34:35,600 --> 00:34:37,560 - [laughs] - Really? 507 00:34:37,640 --> 00:34:40,760 We have created a few 3D printed models. 508 00:34:40,840 --> 00:34:42,480 It looks just like Aman. 509 00:34:42,560 --> 00:34:46,240 We have copied his hairstyle too. 510 00:34:46,360 --> 00:34:48,880 And also, some surprise for all of you. 511 00:34:48,920 --> 00:34:49,840 - Lovely, show it to us. - Wow! 512 00:34:49,920 --> 00:34:52,480 [music playing] 513 00:34:52,560 --> 00:34:54,880 - Oh, wow! - Wow! 514 00:34:56,080 --> 00:34:57,640 Very nice. 515 00:34:57,720 --> 00:34:59,920 [music playing] 516 00:35:00,000 --> 00:35:01,920 Lovely. 517 00:35:04,680 --> 00:35:06,880 It's very cool. 518 00:35:06,960 --> 00:35:08,280 Very nice. 519 00:35:08,880 --> 00:35:10,880 Thank you very much for the presents. 520 00:35:11,080 --> 00:35:12,440 Thank you so much. 521 00:35:13,040 --> 00:35:16,600 3D printing has been around for more than ten years. 522 00:35:16,680 --> 00:35:19,120 It's used by us in manufacturing. 523 00:35:19,240 --> 00:35:22,080 We make all prototypes with 3D printers. 524 00:35:22,160 --> 00:35:23,160 [thrilling music] 525 00:35:23,280 --> 00:35:26,400 The printing you are talking about happens at the industrial level. 526 00:35:26,480 --> 00:35:29,720 Those printers cost around Rs. 30 lakhs to Rs. 40 lakhs. 527 00:35:29,800 --> 00:35:32,760 They are used by top industries and big corporates only. 528 00:35:32,880 --> 00:35:34,480 Our product is designed 529 00:35:34,560 --> 00:35:37,200 to be used by students and small or medium enterprises. 530 00:35:37,280 --> 00:35:39,640 Those who start innovation at the grassroots level. 531 00:35:39,720 --> 00:35:41,440 What is your business model exactly? 532 00:35:41,520 --> 00:35:42,600 [suspenseful music] 533 00:35:42,680 --> 00:35:44,920 We are making an ecosystem of 3D printing. 534 00:35:45,000 --> 00:35:46,280 This is very unique. 535 00:35:46,360 --> 00:35:48,560 We made 3D printers and now 536 00:35:48,640 --> 00:35:50,960 we are making 3D pens at the back end. 537 00:35:51,080 --> 00:35:52,400 The 3D pen is a concept 538 00:35:52,480 --> 00:35:54,960 for children above the age group of six years. 539 00:35:55,040 --> 00:35:56,360 Children may draw anything 540 00:35:56,480 --> 00:35:57,880 using our products. 541 00:35:57,960 --> 00:35:59,720 The 3D pens have 12 varieties. 542 00:36:00,320 --> 00:36:01,640 We also started manufacturing filament 543 00:36:01,760 --> 00:36:04,440 during the lockdown. 544 00:36:12,600 --> 00:36:16,080 People assume that the final product can't be made through 3D printing 545 00:36:16,160 --> 00:36:18,720 but we are launching the final product 546 00:36:18,800 --> 00:36:21,760 like this lamp shade. It's the final product for retail stores. 547 00:36:22,640 --> 00:36:23,880 3D printing includes 548 00:36:23,960 --> 00:36:25,960 prototyping and the final product. 549 00:36:41,280 --> 00:36:45,000 It's India's first experience centre fully based on solar panels. 550 00:36:45,080 --> 00:36:47,040 - Wow! - No carbon footprint. 551 00:36:53,800 --> 00:36:54,880 - Wow! - Wow! 552 00:36:54,960 --> 00:36:56,960 [exhilarating music] 553 00:36:57,080 --> 00:36:59,680 Basically, it's to showcase the future of technology. 554 00:37:02,560 --> 00:37:06,880 The wall is 3D printed in different parts and assembled. 555 00:37:07,120 --> 00:37:09,760 Anyone can come here and experience it 556 00:37:09,840 --> 00:37:13,120 and it works for customer acquisition too. 557 00:37:13,240 --> 00:37:15,040 - It's fascinating, right? - Yes! 558 00:37:15,120 --> 00:37:17,200 [thrilling music] 559 00:37:17,320 --> 00:37:19,720 There are different models of 3D printers 560 00:37:19,800 --> 00:37:21,560 ranging between Rs. 14,000 to Rs. 4 lakhs. 561 00:37:25,600 --> 00:37:28,560 It costs Rs. 25,000. It prints exactly the same. 562 00:37:30,400 --> 00:37:33,440 - We'll have to take a closer look. - Please come here. 563 00:37:35,800 --> 00:37:36,960 Are you printing something in it? 564 00:37:37,040 --> 00:37:39,240 Yes. I'll show you live printing. 565 00:37:39,640 --> 00:37:40,760 What are you printing right now? 566 00:37:40,840 --> 00:37:43,800 - Right now we are making a vase. - He's printing a vase. 567 00:37:43,880 --> 00:37:45,200 What kind of pen are you using? 568 00:37:47,280 --> 00:37:49,760 Please tell us how to use it. 569 00:37:49,840 --> 00:37:52,600 - It'll go inside. - So the filament will go inside. 570 00:37:53,320 --> 00:37:55,240 Sir, look. Now the material is coming out. 571 00:37:55,320 --> 00:37:57,880 [thrilling music] 572 00:38:00,480 --> 00:38:02,280 It solidifies within a second. 573 00:38:07,440 --> 00:38:09,600 Suppose I want to make a bicycle. 574 00:38:10,320 --> 00:38:12,240 [thrilling music] 575 00:38:24,120 --> 00:38:25,080 Look at the wheel. 576 00:38:25,160 --> 00:38:27,400 This wheel will last a long time. 577 00:38:27,520 --> 00:38:29,560 Very good! Let's talk about business. 578 00:38:29,640 --> 00:38:31,880 - Excellent! Thank you very much! - Amazing! 579 00:38:32,080 --> 00:38:33,960 - Great job! - It's very interesting. 580 00:38:34,400 --> 00:38:38,120 I have a question because I know this industry. 581 00:38:38,200 --> 00:38:41,200 My brother was the India Country Manager of HP. 582 00:38:41,280 --> 00:38:44,320 Back then a printer's cost was Rs. 15,000. 583 00:38:44,440 --> 00:38:47,120 He did something during his tenure. 584 00:38:47,200 --> 00:38:49,440 He reduced the price of the printer to Rs. 3,000 585 00:38:49,520 --> 00:38:50,840 and made the cartridge costlier. 586 00:38:50,960 --> 00:38:53,240 People bought the printers by the dozen 587 00:38:53,320 --> 00:38:55,800 and the business grew. 588 00:38:55,920 --> 00:39:00,000 I think your main business isn't the printer but the reel. 589 00:39:00,560 --> 00:39:04,240 Our main business is 3D filaments and 3D pens. 590 00:39:04,320 --> 00:39:06,240 The printer is for increasing the ecosystem. 591 00:39:07,240 --> 00:39:09,800 How many companies make filament in India? 592 00:39:09,880 --> 00:39:12,960 Only a few limited players make filament in India. 593 00:39:13,680 --> 00:39:15,880 Please share your sales figures so that we get a better understanding. 594 00:39:15,960 --> 00:39:19,120 You asked for a heavy valuation of Rs. 150 crores. 595 00:39:19,200 --> 00:39:22,160 What is your revenue for FY 22? 596 00:39:22,920 --> 00:39:26,040 Our revenue in 2022 was Rs. 19.6 crores. 597 00:39:45,840 --> 00:39:47,800 Our target is Rs. 28 crores to Rs. 30 crores. 598 00:39:53,840 --> 00:39:58,240 Last year, our gross profit percentage was around 30%. 599 00:40:12,760 --> 00:40:15,920 We expect our net profit to be around 20% this year. 600 00:40:28,560 --> 00:40:30,800 Where will you focus 601 00:40:31,040 --> 00:40:32,520 out of the three revenue streams? 602 00:40:32,600 --> 00:40:34,720 [dramatic music] 603 00:40:34,800 --> 00:40:37,320 Our focus is to increase the volume of printers 604 00:40:37,400 --> 00:40:40,200 and increase the production of filament in the back end. 605 00:40:41,680 --> 00:40:45,320 - You were printing a product. Can we see it if it's done? - Yes! 606 00:41:07,680 --> 00:41:10,000 [thrilling music] 607 00:41:14,400 --> 00:41:15,360 Wow! 608 00:41:16,080 --> 00:41:18,080 It can be sold at a shop. Right? 609 00:41:19,720 --> 00:41:21,000 - Very nice. - It's good. 610 00:41:23,000 --> 00:41:25,560 The thing is, such products... 611 00:41:25,640 --> 00:41:27,600 I won't buy such a product. 612 00:41:29,320 --> 00:41:32,920 The finish of the 3D products 613 00:41:33,200 --> 00:41:35,560 can't be compared to the finish of moulded products. 614 00:41:36,400 --> 00:41:37,480 It lacks quality. 615 00:41:37,560 --> 00:41:39,680 So the main business is sampling. 616 00:41:40,560 --> 00:41:42,800 How many printers have you sold for commercial use? 617 00:41:42,920 --> 00:41:44,600 And how much filament do they buy? 618 00:41:59,360 --> 00:42:00,920 Who bought them? Please give an example. 619 00:42:01,520 --> 00:42:03,800 For example, we sold to Ola for manufacturing OLA bikes. 620 00:42:03,920 --> 00:42:05,760 We sold 12 big machines. 621 00:42:05,840 --> 00:42:09,000 They readied the bikes and then launched them in the retail market. 622 00:42:09,080 --> 00:42:10,240 Who else did you sell for sampling? 623 00:42:10,360 --> 00:42:11,960 We sold to Samsung for sampling. 624 00:42:12,040 --> 00:42:14,520 DRDO and ISRO are using our machines. 625 00:42:14,640 --> 00:42:16,560 Their filament consumption must be huge. 626 00:42:16,680 --> 00:42:18,480 [suspenseful music] 627 00:42:18,560 --> 00:42:20,240 Yes. Their filament requirement is recurring 628 00:42:20,320 --> 00:42:21,640 but they don't make a prototype daily. 629 00:42:21,760 --> 00:42:25,360 If they make a prototype once a month, they order 5 filaments. 630 00:42:27,760 --> 00:42:29,800 Your team managed to reach here 631 00:42:29,920 --> 00:42:32,320 and built a business of Rs. 20 crores in 3D printing. 632 00:42:32,400 --> 00:42:33,920 [ethereal music] 633 00:42:34,000 --> 00:42:36,040 It's an amazing feat. 634 00:42:36,160 --> 00:42:39,600 It's an example of the Indian entrepreneurial spirit. 635 00:42:41,000 --> 00:42:43,720 Really proud of you guys. 636 00:42:44,000 --> 00:42:45,080 - Thank you! - Thank you! 637 00:42:45,160 --> 00:42:48,760 But it isn't yet clear where this road leads to. 638 00:42:48,840 --> 00:42:51,040 [suspenseful music] 639 00:42:51,160 --> 00:42:53,840 For this reason, I want to be out. 640 00:42:55,200 --> 00:42:57,720 - Good luck! All the best. - Thank you! 641 00:42:57,880 --> 00:43:00,960 There are frequent changes in such technologies. 642 00:43:02,400 --> 00:43:05,800 I think it's a business which requires a long-term vision. 643 00:43:05,920 --> 00:43:07,600 [tense music] 644 00:43:07,680 --> 00:43:11,560 And there is a risk of technology changes. 645 00:43:11,640 --> 00:43:15,280 So I can't partner with you right now. 646 00:43:15,680 --> 00:43:18,240 - But best of luck! - Thank you so much! 647 00:43:22,280 --> 00:43:24,400 Let me share the problem I have. 648 00:43:25,800 --> 00:43:27,000 You are all over. 649 00:43:28,320 --> 00:43:32,160 You need to focus on category creation. 650 00:43:33,640 --> 00:43:37,840 As founders, we aren't confident if you can do that or not. 651 00:43:38,960 --> 00:43:42,280 And for that reason, I'm out but I hope you prove me wrong. 652 00:43:42,360 --> 00:43:44,200 Thank you so much. 653 00:43:44,840 --> 00:43:46,040 What will you do with 1.5 crores? 654 00:43:46,120 --> 00:43:47,840 [music playing] 655 00:43:48,520 --> 00:43:49,920 We have marketing expense and we want 656 00:43:49,920 --> 00:43:51,240 to upscale our manufacturing unit. 657 00:43:51,320 --> 00:43:52,040 How will you do it? 658 00:43:52,120 --> 00:43:53,160 Within the next six months, 659 00:43:53,160 --> 00:43:55,280 we plan to do a lot of celebrity tie-ups. 660 00:43:55,400 --> 00:43:57,920 To launch the brand for the retail. 661 00:43:58,000 --> 00:43:58,560 What brand? 662 00:43:58,640 --> 00:44:01,920 Like Itouch, our 3D pen, we tied up with many mom bloggers. 663 00:44:02,040 --> 00:44:03,680 - This pen. - Yes, the pen. 664 00:44:03,760 --> 00:44:05,480 - You want to make a brand out of it. - Yes, sir. 665 00:44:05,560 --> 00:44:07,440 [music playing] 666 00:44:10,960 --> 00:44:14,200 I think the 3D pen is a vast category. 667 00:44:14,280 --> 00:44:16,120 - Isn't it? - We can make it big. 668 00:44:16,240 --> 00:44:18,240 [music playing] 669 00:44:22,720 --> 00:44:26,120 I'm not interested. I think it will be disrupted eventually. 670 00:44:26,920 --> 00:44:30,040 Right? Hamleys will copy it. 671 00:44:30,520 --> 00:44:32,640 Why would someone want to buy your pen then? 672 00:44:39,360 --> 00:44:42,080 I think filament is the main business. 673 00:44:42,200 --> 00:44:43,400 [music playing] 674 00:44:43,480 --> 00:44:45,040 But, I find it to be a massive business. 675 00:44:45,120 --> 00:44:47,680 You go to boAt, Lenskart, 676 00:44:47,760 --> 00:44:49,560 electronics, cutlery, 677 00:44:52,200 --> 00:44:54,320 all of them sample a lot. 678 00:44:54,400 --> 00:44:56,320 Go to schools and give them printers. 679 00:44:56,440 --> 00:44:58,880 Give them the printers even if they're on EMI. 680 00:44:59,360 --> 00:45:01,440 But, they want to use filament. 681 00:45:01,520 --> 00:45:04,920 You make the filament and categories that you're not able to cover 682 00:45:05,120 --> 00:45:06,520 create a filament for that too. 683 00:45:07,520 --> 00:45:09,040 Get into the core of filament. 684 00:45:09,160 --> 00:45:11,360 So that when your printer is setup here, 685 00:45:11,480 --> 00:45:14,280 it will be difficult for anybody to replace it. 686 00:45:15,680 --> 00:45:17,360 Aman, what is your decision? 687 00:45:17,480 --> 00:45:18,760 We are not in the same boat. 688 00:45:18,880 --> 00:45:20,760 [music playing] 689 00:45:20,840 --> 00:45:22,440 You should be confident about yourself. 690 00:45:22,520 --> 00:45:24,000 Right? Yourself and your brand. 691 00:45:24,080 --> 00:45:25,600 - Right. - Yes. 692 00:45:25,720 --> 00:45:26,880 Don't worry about the competition. 693 00:45:27,000 --> 00:45:29,000 [music playing] 694 00:45:29,120 --> 00:45:30,320 Fear kills. 695 00:45:30,400 --> 00:45:32,080 [music playing] 696 00:45:33,080 --> 00:45:36,240 No, it's not fear. You choose. I'll make an offer. 697 00:45:36,320 --> 00:45:38,360 But I want to be sure that you want to choose. 698 00:45:40,040 --> 00:45:41,960 Do you want Aman or Peyush? 699 00:45:42,040 --> 00:45:44,640 [music playing] 700 00:45:44,720 --> 00:45:47,360 - We want both. - Can't we have both? 701 00:45:47,440 --> 00:45:49,160 You can't go in two different directions. 702 00:45:49,240 --> 00:45:51,920 [music playing] 703 00:45:52,440 --> 00:45:54,680 Every 3D pen that's sold, 704 00:45:54,760 --> 00:45:56,840 the 3D filament is the raw material of it. 705 00:45:56,920 --> 00:45:58,840 - I know. - Both businesses will run. 706 00:45:58,920 --> 00:46:02,000 Okay, listen. They have answered that they want both. 707 00:46:07,240 --> 00:46:08,520 Aman, make your offer. 708 00:46:08,640 --> 00:46:10,440 I was waiting for him to go first. 709 00:46:10,520 --> 00:46:11,880 [laughs] 710 00:46:11,960 --> 00:46:15,120 Don't keep pushing the ball. Someone do it! 711 00:46:15,240 --> 00:46:17,320 - Okay, I'll make an offer. - Good. 712 00:46:17,320 --> 00:46:20,080 But, I need 5 minutes because I don't have a calculator. 713 00:46:20,720 --> 00:46:23,560 - [laughs] - I'll help you. Tell me. 714 00:46:23,640 --> 00:46:26,360 Unfortunately, I'm out. 715 00:46:27,920 --> 00:46:30,720 [music playing] 716 00:46:30,800 --> 00:46:31,840 I... 717 00:46:32,840 --> 00:46:37,040 don't think you were decisive, so I'm out. Aman is making an offer. 718 00:46:37,120 --> 00:46:38,880 You won't be at a loss. 719 00:46:39,800 --> 00:46:42,000 [music playing] 720 00:46:43,320 --> 00:46:45,120 Okay? I wish you the best. 721 00:46:52,040 --> 00:46:55,160 I think your valuation should not be more than 40 crores. 722 00:46:55,240 --> 00:46:57,520 [music playing] 723 00:46:57,600 --> 00:46:58,840 I think I'm being generous. 724 00:47:00,080 --> 00:47:02,880 I'll offer you 80 lakhs. 40 lakhs for 2%. 725 00:47:02,960 --> 00:47:05,400 - Okay. - The remaining 70 lakhs 726 00:47:11,080 --> 00:47:14,280 Okay, you can step out quickly and come back. 727 00:47:15,000 --> 00:47:17,360 [music playing] 728 00:47:24,640 --> 00:47:27,080 [music playing] 729 00:47:28,360 --> 00:47:29,600 Did you make a decision? 730 00:47:29,680 --> 00:47:31,760 Uh, can we make a counteroffer? 731 00:47:31,840 --> 00:47:33,360 [music playing] 732 00:47:33,880 --> 00:47:35,040 Yes, it's your right. 733 00:47:43,080 --> 00:47:46,640 To be honest, 80 crores... Valuation is not the only factor. 734 00:47:46,720 --> 00:47:48,080 It's just 2%, not more. 735 00:47:48,200 --> 00:47:51,280 But 2 is the lowest for me. I should've asked for 3%. 736 00:47:51,360 --> 00:47:53,160 [music playing] 737 00:47:54,520 --> 00:47:56,680 Tell us your decision. 738 00:47:56,800 --> 00:47:58,400 It's a generous offer, if you ask me. 739 00:47:58,480 --> 00:48:00,640 [music playing] 740 00:48:07,880 --> 00:48:08,840 We agree. 741 00:48:16,160 --> 00:48:17,960 - Welcome to WOL. - Welcome to the world of 3D. 742 00:48:18,040 --> 00:48:18,960 Congratulations! 743 00:48:19,040 --> 00:48:20,120 Thank you so much, Sharks. 744 00:48:20,240 --> 00:48:21,720 - Thank you. - Thank you so much. 745 00:48:21,800 --> 00:48:24,400 - But 3D printing for kids. - Yes, for kids. 746 00:49:50,680 --> 00:49:52,120 [music playing] 747 00:49:55,640 --> 00:49:58,520 [music playing] 748 00:50:09,640 --> 00:50:11,040 Greetings, Sharks! 749 00:50:12,120 --> 00:50:14,600 Do you know 50% of Indians 750 00:50:27,080 --> 00:50:28,880 Everybody is suffering from the same. 751 00:50:28,960 --> 00:50:31,080 [music playing] 752 00:50:32,840 --> 00:50:34,680 An even more shocking fact 753 00:50:34,800 --> 00:50:37,720 is that 82% of Indians are under stress. 754 00:50:43,440 --> 00:50:45,480 If you need long hair, it's biotin. 755 00:50:45,600 --> 00:50:47,520 Eat three eggs every day for it. 756 00:50:47,600 --> 00:50:49,760 For bright skin, you need vitamin C. 757 00:50:49,840 --> 00:50:52,120 You need a cup of orange juice every day. 758 00:50:52,200 --> 00:50:55,080 If you are deficient in vitamin E, eat almonds every day. 759 00:50:55,160 --> 00:50:56,800 And the list goes on. 760 00:50:57,000 --> 00:50:58,880 Not being able to do it, 761 00:50:58,960 --> 00:51:00,800 we don't get proper nutrition. 762 00:51:00,880 --> 00:51:04,360 That causes many deficiencies. 763 00:51:09,480 --> 00:51:12,160 [music playing] 764 00:51:12,240 --> 00:51:13,960 We've brought 765 00:51:14,040 --> 00:51:16,800 a gummy that will erase all your worries. 766 00:51:18,160 --> 00:51:21,680 - [laughs] - All you have to do is just tear 767 00:51:22,920 --> 00:51:24,160 pop, and chew. 768 00:51:25,920 --> 00:51:28,040 One What's Up Wellness gummy 769 00:51:28,160 --> 00:51:31,200 helps fulfil your nutritional needs. 770 00:51:31,320 --> 00:51:32,920 That too, in 20 seconds. 771 00:51:33,000 --> 00:51:34,880 [music playing] 772 00:51:34,960 --> 00:51:37,080 We have sold our What's Up Wellness beauty gummies 773 00:51:37,160 --> 00:51:39,720 to more than 25,000 customers. 774 00:51:39,800 --> 00:51:41,520 Wow! 775 00:51:41,600 --> 00:51:43,640 Our product is available on our website, 776 00:51:52,440 --> 00:51:56,240 So, Sharks, we're here to ask for your help. 777 00:51:56,880 --> 00:51:59,600 Sharks, we're asking you for 778 00:52:08,280 --> 00:52:10,880 [laughs] 779 00:52:11,560 --> 00:52:13,400 Vaibhav and Sayantani. 780 00:52:13,480 --> 00:52:16,640 Welcome to Shark Tank. 781 00:52:16,720 --> 00:52:17,840 Thank you. 782 00:52:17,920 --> 00:52:21,000 Tell me something. How did you meet? 783 00:52:21,400 --> 00:52:23,920 It's such a cluttered category. 784 00:52:24,040 --> 00:52:28,000 Every second person is doing a beauty product. 785 00:52:28,080 --> 00:52:30,720 How did you decide to do this business together? 786 00:52:30,800 --> 00:52:32,160 Give me some history. 787 00:52:32,240 --> 00:52:35,440 We met at our workplace, The Man Company. 788 00:52:35,520 --> 00:52:36,880 - Okay. - Oh. 789 00:52:36,960 --> 00:52:40,480 My job role was growth, marketing, and website product management. 790 00:52:40,560 --> 00:52:42,960 I used to also strategize partnerships with other brands. 791 00:52:43,040 --> 00:52:44,720 - Okay. - A brand website business. 792 00:52:44,840 --> 00:52:46,600 Sayantani used to strategize content, 793 00:52:46,600 --> 00:52:48,600 social and brand communication. 794 00:53:02,360 --> 00:53:04,200 I learnt a lot in two years at The Man Company. 795 00:53:04,320 --> 00:53:07,760 And around the same time, we moved to Grofers. 796 00:53:07,760 --> 00:53:08,400 Okay. 797 00:53:08,560 --> 00:53:10,000 When we moved to Grofers, 798 00:53:10,120 --> 00:53:12,640 we were selling at 30-40% less than the market rate. 799 00:53:12,760 --> 00:53:16,640 I noticed that people earning around 25-30K per month, 800 00:53:16,720 --> 00:53:18,680 are buying 2-3 hair products 801 00:53:18,760 --> 00:53:21,680 and 2 products for the skin. It is the same aspiration. 802 00:53:21,760 --> 00:53:23,760 But these people weren't satisfied. 803 00:53:23,840 --> 00:53:25,240 - Okay. - We researched and noticed that 804 00:53:29,400 --> 00:53:32,120 90% of the problems that we face in life 805 00:53:32,200 --> 00:53:35,200 can be solved with proper nutrition. 806 00:53:35,560 --> 00:53:38,440 I have faced problems too. I used to sleep at 4 AM. 807 00:53:38,520 --> 00:53:40,720 I noticed that there are supplements, 808 00:53:40,960 --> 00:53:44,040 you can pop it 30 minutes before sleeping 809 00:53:44,120 --> 00:53:46,080 and it is non-habit forming, and there are no side-effects 810 00:53:46,080 --> 00:53:47,280 even if you continue eating it for two years. 811 00:53:47,360 --> 00:53:51,640 So, we saw an untapped potential market in India. 812 00:53:51,720 --> 00:53:54,880 We wanted to target sleep as that market is big. 813 00:53:58,640 --> 00:54:02,040 But, we had experience in beauty. So, our next 814 00:54:02,160 --> 00:54:04,280 variant is being launched next month. 815 00:54:04,360 --> 00:54:07,080 [music playing] 816 00:54:33,560 --> 00:54:35,520 Peyush, it's written on it. 2-3 months. 817 00:54:37,360 --> 00:54:40,000 [music playing] 818 00:54:40,080 --> 00:54:42,280 To be honest, the gummy is yummy. 819 00:54:42,360 --> 00:54:43,600 Can we eat more than one? 820 00:54:43,720 --> 00:54:45,680 You can eat it now. But not daily 821 00:54:45,680 --> 00:54:47,480 because it will lead to nutritional overdose. 822 00:54:47,480 --> 00:54:48,640 Okay, I won't eat it. 823 00:54:48,760 --> 00:54:51,160 When I read this, 824 00:54:51,240 --> 00:54:53,800 - it seems like a multivitamin. - Yes. 825 00:54:55,240 --> 00:54:59,080 - The price is Rs. 900 for 30 gummies. - Yes. 826 00:54:59,160 --> 00:55:01,840 This small gummy is worth 30 rupees. 827 00:55:02,160 --> 00:55:03,000 Yes. 828 00:55:04,320 --> 00:55:06,360 You haven't launched What's Up Sleep yet. 829 00:55:06,440 --> 00:55:08,400 - We're launching it next month. - The product... 830 00:55:08,480 --> 00:55:11,760 May I ask you a question about What's Up Sleep? - Yes. 831 00:55:19,840 --> 00:55:21,760 Well, it depends. It's debatable. 832 00:55:22,280 --> 00:55:23,520 It's debatable. 833 00:55:27,720 --> 00:55:29,400 You should take the sleep gummies only once a day. 834 00:55:29,480 --> 00:55:32,960 You're recommending that. 835 00:55:33,040 --> 00:55:35,680 Sleeping pill in a gentler form. 836 00:55:35,760 --> 00:55:37,680 Statutory warning is always given. 837 00:55:37,760 --> 00:55:41,040 Drink responsibly. Ultimately, it's our responsibility. 838 00:55:41,120 --> 00:55:42,880 Wow! Good answer! 839 00:55:43,280 --> 00:55:46,120 [music playing] 840 00:55:46,240 --> 00:55:49,640 Now amaze us with your numbers. 841 00:55:49,720 --> 00:55:51,880 What were your sales last month? 842 00:55:52,000 --> 00:55:52,680 30 lakhs. 843 00:55:59,760 --> 00:56:02,160 But there's another brand. 844 00:56:02,240 --> 00:56:05,480 - Power Gummies or something. - Power Gummies, Nyumi. 845 00:56:05,560 --> 00:56:07,040 It's very cluttered. 846 00:56:07,120 --> 00:56:08,800 Are they doing the same thing? 847 00:56:08,880 --> 00:56:11,600 Yes, the benefits are the same. 848 00:56:11,720 --> 00:56:13,280 But, if I talk about Power Gummies, 849 00:56:13,360 --> 00:56:16,400 ours is 40% cheaper than their hair gummies. 850 00:56:16,480 --> 00:56:18,520 50% cheaper than the skin gummies. 851 00:56:18,600 --> 00:56:20,680 Collectively, our products are 60-70% cheaper. 852 00:56:26,280 --> 00:56:26,680 Yes. 853 00:56:26,800 --> 00:56:28,400 How will you save yourself? 854 00:56:28,720 --> 00:56:31,960 We just have one competitor selling at a lower price. 855 00:56:32,040 --> 00:56:35,680 But their gummies are separate for hair and skin. 856 00:56:35,760 --> 00:56:38,720 Separately, they're cheaper but collectively more expensive. 857 00:56:38,840 --> 00:56:42,560 The nutrition of their hair and skin gummies combined 858 00:56:42,640 --> 00:56:44,600 - is less than our gummies. - Very good. 859 00:56:45,240 --> 00:56:47,600 Our Instagram handle has around 50,000 followers. 860 00:56:47,680 --> 00:56:49,080 - Wow! - That's amazing. 861 00:56:56,800 --> 00:56:58,800 - Do you take it? - Yes. 862 00:56:59,080 --> 00:57:00,720 - The same ones? - Yes. 863 00:57:00,800 --> 00:57:02,560 - Is everything fine? - You can see it. 864 00:57:02,680 --> 00:57:04,720 [laughs] 865 00:57:06,920 --> 00:57:10,360 Vaibhav and Sayantani, I have decided. 866 00:57:10,440 --> 00:57:11,720 Wow. 867 00:57:18,800 --> 00:57:21,520 - Um, 30 lakhs a month is good. - Hmm. 868 00:57:21,600 --> 00:57:25,520 But to scale up, an innovative 869 00:57:25,800 --> 00:57:29,320 ingredient or differentiator must be there. 870 00:57:29,400 --> 00:57:31,360 [music playing] 871 00:57:31,560 --> 00:57:34,960 Your ingredient lacks that differentiator 872 00:57:35,040 --> 00:57:37,240 and so does your pitch. 873 00:57:37,360 --> 00:57:39,000 [music playing] 874 00:57:52,520 --> 00:57:54,560 - You might get an offer. Okay? - Okay. 875 00:57:55,720 --> 00:57:57,080 Do you have any investors as of now? 876 00:57:57,160 --> 00:57:58,520 No, we're bootstrapped. 877 00:58:02,680 --> 00:58:04,080 There's no closure yet. But we've been committed. 878 00:58:04,160 --> 00:58:06,360 What's the commitment? What's the valuation? 879 00:58:06,440 --> 00:58:10,040 A commitment of 1.5 crores on 10.5 crores pre-money. 880 00:58:10,160 --> 00:58:12,000 - Oh my! - Wow! 881 00:58:13,360 --> 00:58:15,960 - Explain your unit of economics. - Okay. 882 00:58:25,440 --> 00:58:29,240 Our gross margin is 86% at 899. 883 00:58:29,720 --> 00:58:32,320 We sell it at Rs. 699 across platforms. 884 00:58:32,400 --> 00:58:35,640 So that there's price parity. 885 00:58:35,720 --> 00:58:38,360 At 699, we have a margin of 81%. 886 00:58:38,480 --> 00:58:40,480 - 81%. Okay. - Yes. 887 00:58:41,200 --> 00:58:42,760 The MRP is high because 888 00:58:42,840 --> 00:58:44,560 if we go offline tomorrow, 889 00:58:44,640 --> 00:58:48,480 the margins must be high for us to earn. 890 00:58:48,560 --> 00:58:50,960 So, we can also offer perceived discount 891 00:58:51,040 --> 00:58:53,880 so that users buy it looking at the 200 rupees discount. 892 00:58:53,960 --> 00:58:56,240 - Very nice. - So, that's 699. 893 00:58:56,320 --> 00:58:59,640 After deducting tax from 699, we're left with 592. 894 00:58:59,760 --> 00:59:00,840 Okay. 895 00:59:01,000 --> 00:59:04,280 On the website, we're selling 1.35 units per order. 896 00:59:04,400 --> 00:59:06,120 So, our AOV is 950. 897 00:59:06,240 --> 00:59:09,240 - So, our net revenue is 800. - Okay. 898 00:59:10,600 --> 00:59:12,800 From that net revenue of 800 rupees, 899 00:59:12,880 --> 00:59:15,040 my courier cost is 80 rupees. 900 00:59:15,120 --> 00:59:17,160 My fulfilment cost is 12 rupees. 901 00:59:17,280 --> 00:59:19,000 My packaging cost is 10 rupees. 902 00:59:19,080 --> 00:59:23,400 So, it's between 100-110 calculating the payment gateways. 903 00:59:23,480 --> 00:59:24,720 Okay. 904 00:59:24,840 --> 00:59:29,480 So, we donate 1% of our net revenue to Givelndia 905 00:59:29,560 --> 00:59:31,640 for their mission- Every Girl in School. 906 00:59:31,720 --> 00:59:34,560 So, we spend 7-8 rupees there. 907 00:59:35,640 --> 00:59:37,520 The RTO is at 12-13%. 908 00:59:37,600 --> 00:59:39,160 So, 100 rupees get deducted there. 909 00:59:39,240 --> 00:59:43,000 So, I have around 540-550. 910 00:59:43,080 --> 00:59:45,200 My CAC is 600 rupees. 911 00:59:45,320 --> 00:59:46,800 Miscellaneous costs between 30 and 40 rupees. 912 00:59:46,880 --> 00:59:49,600 So, I lose around 100-120 per order. 913 00:59:49,680 --> 00:59:52,440 [music playing] 914 00:59:53,000 --> 00:59:56,120 But, on Amazon, we're a new brand, 915 00:59:56,200 --> 00:59:59,560 people come to our website and buy it from Amazon, Nykaa. 916 00:59:59,640 --> 01:00:03,120 So, we save around 35% on every order. 917 01:00:03,200 --> 01:00:07,320 1.1 units per order. It's priced at 770. 918 01:00:07,400 --> 01:00:09,880 We receive around 630 as net revenue. 919 01:00:09,960 --> 01:00:12,360 On Amazon, per order, 920 01:00:12,480 --> 01:00:15,480 - we save around 180-200 rupees. - You earn. 921 01:00:15,600 --> 01:00:16,440 - Yes. - But you're paying 922 01:00:16,440 --> 01:00:17,120 a commission to Amazon. 923 01:00:17,200 --> 01:00:19,240 26% commission including logistics. 924 01:00:19,360 --> 01:00:21,280 [music playing] 925 01:00:21,360 --> 01:00:23,280 Give us a split of 30 lakhs. 926 01:00:30,040 --> 01:00:32,280 What's the marketing cost to earn 30 lakhs? 927 01:00:37,640 --> 01:00:39,320 - That's the problem. - That's the issue. 928 01:00:39,400 --> 01:00:41,520 [music playing] 929 01:00:43,280 --> 01:00:45,680 Okay, I've decided. 930 01:00:46,760 --> 01:00:49,480 You are an amazing entrepreneur. 931 01:00:50,480 --> 01:00:52,560 You're very detail-oriented 932 01:00:52,640 --> 01:00:55,880 in D2C. I've never seen it before. 933 01:00:55,960 --> 01:00:58,080 The way you explained your unit of economics, 934 01:00:58,160 --> 01:01:00,760 very few people can do it in such a short span. 935 01:01:00,840 --> 01:01:02,280 - It's commendable. - Superb! 936 01:01:02,360 --> 01:01:03,600 [music playing] 937 01:01:03,680 --> 01:01:06,200 - Superb. - You have the clarity. 938 01:01:06,280 --> 01:01:08,080 So, you can build the business. 939 01:01:08,160 --> 01:01:10,920 200% and you know it. 940 01:01:13,040 --> 01:01:16,040 I was interested in investing but in the end 941 01:01:16,120 --> 01:01:19,080 I felt that it was too early for me. 942 01:01:21,040 --> 01:01:22,160 Yes. 943 01:01:24,520 --> 01:01:25,800 Just a moment. 944 01:01:27,800 --> 01:01:30,080 [music playing] 945 01:02:02,520 --> 01:02:04,360 we will give you 60 lakhs. 946 01:02:04,440 --> 01:02:06,120 But at the same valuation 947 01:02:06,240 --> 01:02:09,240 as your other investors. 948 01:02:09,360 --> 01:02:11,600 Which is 10.5 crores. 949 01:02:13,880 --> 01:02:17,000 Our total will be 4.76%. 950 01:02:24,400 --> 01:02:27,000 Take it or leave it. Tell me what you want to do. 951 01:02:27,080 --> 01:02:30,000 [music playing] 952 01:02:42,560 --> 01:02:45,200 - Congratulations! - I didn't like this about you. 953 01:02:45,360 --> 01:02:47,080 You should've fought a bit. 954 01:02:47,160 --> 01:02:48,960 Sir, this is what we wanted. 955 01:02:50,840 --> 01:02:52,800 [music playing] 956 01:02:53,120 --> 01:02:54,360 [music playing] 957 01:02:54,920 --> 01:02:56,000 [music playing] 958 01:02:57,120 --> 01:03:00,440 - Good luck, guys! - Congratulations!