1 00:00:33,640 --> 00:00:36,080 [clanging] 2 00:00:40,400 --> 00:00:41,840 Wow! 3 00:00:43,800 --> 00:00:45,840 Attention, Sharks! 4 00:00:45,960 --> 00:00:49,640 Sharks, to remain healthy you must eat 5 00:00:49,720 --> 00:00:52,520 homemade food. 6 00:00:53,480 --> 00:00:55,120 What if I tell you 7 00:00:55,200 --> 00:00:58,080 that your homemade food is unhealthy too? 8 00:00:58,160 --> 00:01:01,800 Yes, it is unhealthy. 9 00:01:02,920 --> 00:01:06,240 The reason is the vessel that we use to cook 10 00:01:06,360 --> 00:01:08,640 and the method of cooking. 11 00:01:10,200 --> 00:01:12,640 Whenever we boil vegetables, 12 00:01:12,720 --> 00:01:14,800 we boil in water 13 00:01:14,920 --> 00:01:17,080 or fry it in oil. 14 00:01:17,160 --> 00:01:19,840 It ends up killing 15 00:01:19,960 --> 00:01:22,160 all the nutrition in it. 16 00:01:22,600 --> 00:01:24,640 Using more oil 17 00:01:24,720 --> 00:01:27,160 causes obesity, cholesterol, 18 00:01:27,240 --> 00:01:29,720 and heart attack which are on the rise. 19 00:01:29,800 --> 00:01:31,560 [music playing] 20 00:01:32,200 --> 00:01:35,080 And using aluminium, Teflon cookware 21 00:01:35,200 --> 00:01:37,680 causes cancer, Alzheimer's, 22 00:01:37,760 --> 00:01:40,640 and such deadly diseases which are on the rise. 23 00:01:40,720 --> 00:01:41,960 That's right. 24 00:01:42,480 --> 00:01:45,960 So, to solve these problems 25 00:01:46,040 --> 00:01:49,280 we've brought India's revolutionary product, 26 00:01:57,880 --> 00:02:00,520 I'm Asha from Bengaluru. 27 00:02:05,320 --> 00:02:09,320 Let me walk you through NutriCook's features. 28 00:02:09,400 --> 00:02:11,360 [music playing] 29 00:02:12,520 --> 00:02:14,480 NutriCook cookware is made of 30 00:03:16,720 --> 00:03:18,440 you don't need a separate cooker. 31 00:03:18,520 --> 00:03:21,760 Just add two glasses of water and place your idli plates. 32 00:03:21,840 --> 00:03:23,840 So, if you want to make carrot halwa 33 00:03:23,920 --> 00:03:26,000 or beetroot halwa, 34 00:03:26,080 --> 00:03:28,000 we constantly mix it. 35 00:03:28,080 --> 00:03:30,120 So, 36 00:03:30,200 --> 00:03:32,520 the natural sweetness gets burnt. 37 00:03:32,600 --> 00:03:35,720 But by placing the steamer 38 00:03:36,320 --> 00:03:39,080 and putting on the lid, this is called simmering. 39 00:03:39,960 --> 00:03:41,840 So that the steam will help 40 00:03:41,920 --> 00:03:46,360 retain the natural sweetness, reducing sugar intake by 50%. 41 00:03:46,640 --> 00:03:49,120 We can make it for you too. 42 00:03:51,840 --> 00:03:53,520 [laughs] 43 00:03:53,600 --> 00:03:55,800 So, this is a compact kitchen. 44 00:03:55,880 --> 00:03:57,640 Everything fits 45 00:03:58,040 --> 00:04:00,240 into a place. 46 00:04:01,520 --> 00:04:04,200 If you want to get ready, 47 00:04:04,280 --> 00:04:08,280 - you can use this as a mirror. - This is too much now! 48 00:04:08,600 --> 00:04:10,680 This is too much! 49 00:04:10,760 --> 00:04:12,720 Come back! 50 00:04:12,800 --> 00:04:15,240 Enough! Come back! 51 00:04:15,320 --> 00:04:17,960 [music playing] 52 00:04:22,400 --> 00:04:25,200 Our vision is to take this to every house. 53 00:04:25,240 --> 00:04:26,200 Right. 54 00:04:36,080 --> 00:04:37,280 with NutriCook. 55 00:04:37,920 --> 00:04:39,040 Wow! 56 00:04:49,920 --> 00:04:52,680 We have 23 years of experience in this industry. 57 00:04:52,760 --> 00:04:53,480 Okay. 58 00:04:53,560 --> 00:04:57,280 For so many years, only foreign companies exist here. 59 00:04:57,360 --> 00:04:58,880 There are no Indian companies. 60 00:04:59,920 --> 00:05:02,680 So, while working in that company, 61 00:05:02,760 --> 00:05:05,480 we started importing this after ten years. 62 00:05:06,200 --> 00:05:09,000 Then we decided to make this product in India. 63 00:05:09,080 --> 00:05:12,120 So, we knew someone in Chennai with strong manufacturing knowledge. 64 00:05:12,200 --> 00:05:15,080 We tied up with him and began our company. 65 00:05:15,800 --> 00:05:18,320 In 2019, our business started well 66 00:05:42,600 --> 00:05:45,520 So, we're here to ask for an investment. 67 00:05:49,800 --> 00:05:50,760 No, sir. 68 00:05:51,680 --> 00:05:56,360 In India, there are two companies apart from us. 69 00:05:56,440 --> 00:05:58,560 But they are selling a foreign product. 70 00:05:59,360 --> 00:06:01,160 The German companies are selling in India. 71 00:06:01,240 --> 00:06:02,920 So, these foreign companies 72 00:06:03,000 --> 00:06:05,760 do they make it especially for the Indian market? 73 00:06:05,880 --> 00:06:08,120 No, sir. Every country has the same design. 74 00:06:08,200 --> 00:06:10,560 Only the handles and meters will change. 75 00:06:11,360 --> 00:06:13,600 Have you tailored it to suit the Indian market? 76 00:06:13,680 --> 00:06:17,080 No, sir. This product anywhere in the world 77 00:06:17,160 --> 00:06:18,960 can cook any cuisine. 78 00:06:19,040 --> 00:06:20,240 Including Indian food. 79 00:06:21,880 --> 00:06:23,240 You were going to give a demo. 80 00:06:23,320 --> 00:06:25,080 For that, I will have to 81 00:06:25,200 --> 00:06:26,760 call my colleague. 82 00:06:26,840 --> 00:06:28,320 Okay, please call. 83 00:06:28,400 --> 00:06:30,200 [music playing] 84 00:06:30,320 --> 00:06:32,960 - Greetings! - She's Bhavani from our team. 85 00:06:33,240 --> 00:06:34,880 - Greetings, sir! - Greetings! 86 00:06:34,960 --> 00:06:38,040 Sharks, now we have placed three induction stoves. 87 00:06:54,720 --> 00:06:56,840 We're not trying to compare the cookware, sir. 88 00:06:56,920 --> 00:06:59,280 Our product is health-focused. 89 00:06:59,360 --> 00:07:00,640 With and without water. 90 00:07:00,760 --> 00:07:02,880 It is to demonstrate how cooking in water kills vitamins 91 00:07:02,960 --> 00:07:05,680 whereas the vitamins are retained when cooked without water. 92 00:07:05,760 --> 00:07:07,280 [music playing] 93 00:07:07,360 --> 00:07:10,200 I'll come and check out the product. Let them talk. 94 00:07:12,680 --> 00:07:15,360 He's using it like a mirror. 95 00:07:15,440 --> 00:07:17,360 [laughs] 96 00:07:17,680 --> 00:07:20,280 - Oh! Really. - A mad Shark. 97 00:07:21,680 --> 00:07:23,000 What are your sales right now? 98 00:07:23,080 --> 00:07:26,920 Right now, our average annual sales are 1 crore. 99 00:07:54,920 --> 00:07:56,400 It's a demonstration product. 100 00:07:56,480 --> 00:07:58,200 Because there are many features. 101 00:07:58,280 --> 00:08:01,680 When you mention oil and water-free, 102 00:08:01,760 --> 00:08:03,680 it's a common prejudice that it won't be tasty. 103 00:08:06,320 --> 00:08:08,120 This entire set is for 32,710 rupees. 104 00:08:14,280 --> 00:08:16,160 What's your cost? 105 00:08:16,280 --> 00:08:19,240 Around 40%, sir. 106 00:08:25,720 --> 00:08:28,840 And what's the cost of a similar non-healthy product? 107 00:08:28,960 --> 00:08:30,200 Around 8000-10,000. 108 00:08:30,320 --> 00:08:31,720 So, this is three-times expensive. 109 00:08:31,840 --> 00:08:34,280 Yes, that's the reason we're showing the demonstration. 110 00:08:34,360 --> 00:08:36,920 [music playing] 111 00:08:37,840 --> 00:08:40,080 The other two competitors 112 00:08:40,200 --> 00:08:41,360 you said that you're the third player. 113 00:08:41,360 --> 00:08:41,800 Yes. 114 00:08:41,840 --> 00:08:43,040 What are their sales numbers? 115 00:08:43,120 --> 00:08:46,000 They're doing 3.5-4 crores every month. 116 00:08:56,960 --> 00:08:59,200 And what's the difference in your price? 117 00:08:59,280 --> 00:09:01,360 - For the same product. - For example, 118 00:09:01,440 --> 00:09:05,200 this small vessel that we're selling here 119 00:09:11,240 --> 00:09:12,600 Our price 120 00:09:12,680 --> 00:09:14,800 as compared to many cookware companies globally 121 00:09:14,880 --> 00:09:17,920 - is the cheapest. - Wow! 122 00:09:18,880 --> 00:09:20,600 How much have you invested? 123 00:09:20,720 --> 00:09:23,920 Until now, we must've invested around 4 crores. 124 00:09:36,280 --> 00:09:38,840 they will look for a particular category. 125 00:09:38,960 --> 00:09:42,320 It's difficult to create a new category. 126 00:09:43,960 --> 00:09:45,960 See, conversion ratio, sir. 127 00:09:46,040 --> 00:09:48,800 We have 2:1 compulsory conversion. 128 00:09:48,920 --> 00:09:50,800 - 50% conversion? - Yes, sir. 129 00:09:51,880 --> 00:09:55,280 - 50% from presentation to sale. - Yes. 130 00:10:03,520 --> 00:10:04,520 - One sale. - One sale in two demos. 131 00:10:04,600 --> 00:10:06,080 - So, 20%. - Yeah. 132 00:10:06,160 --> 00:10:07,920 Lead to sale is 20%. 133 00:10:08,000 --> 00:10:10,000 What's the incentive for the salesperson? 134 00:10:10,120 --> 00:10:11,840 Between 20-30% margin for them. 135 00:10:11,880 --> 00:10:12,320 Ah! 136 00:10:12,440 --> 00:10:14,400 No wonder. That's why you have a 50% conversion rate. 137 00:10:14,480 --> 00:10:16,200 - Because... - He doesn't leave home 138 00:10:16,320 --> 00:10:18,880 and falls at your feet unless you buy it. 139 00:10:20,960 --> 00:10:23,440 But how did you calculate a valuation of 50 crores? 140 00:10:23,560 --> 00:10:24,960 This is a high-volume product. 141 00:10:25,040 --> 00:10:28,000 Below 25,000, customers don't buy it. 142 00:10:29,280 --> 00:10:30,880 They pay at least Rs. 25,000. 143 00:10:31,840 --> 00:10:33,720 And until now, 144 00:10:33,800 --> 00:10:37,280 five people built a business of 1 crore. 145 00:10:37,520 --> 00:10:40,600 Then 50-5000 people can make it dramatic! 146 00:10:41,880 --> 00:10:44,640 You said that every customer pays 25,000. 147 00:10:44,720 --> 00:10:46,520 - And you have 2500 customers. - Yes. 148 00:11:00,880 --> 00:11:03,640 What will you do with a crore? 149 00:11:03,720 --> 00:11:05,240 What do you want from the Sharks? 150 00:11:05,320 --> 00:11:06,800 [music playing] 151 00:11:06,880 --> 00:11:08,320 Right now, our problem is 152 00:11:08,400 --> 00:11:09,680 that the monthly expenditure is on the rise 153 00:11:09,760 --> 00:11:13,520 and we have to pay salaries, rents which doesn't allow us to expand. 154 00:11:13,800 --> 00:11:16,000 So, we need some funds 155 00:11:16,080 --> 00:11:17,040 so that we don't have to borrow and pay interest. 156 00:11:17,120 --> 00:11:18,320 Primarily, money is what you need. 157 00:11:18,400 --> 00:11:20,280 - Money. - Funding and your network. 158 00:11:21,720 --> 00:11:24,520 Asha, please serve us the food. 159 00:11:24,600 --> 00:11:26,560 I'll help you. 160 00:11:26,640 --> 00:11:28,240 Aman, please go. 161 00:11:28,880 --> 00:11:30,480 Anupam, do it well. 162 00:11:30,560 --> 00:11:32,720 [laughs] 163 00:11:33,640 --> 00:11:37,480 The carrot on the plate was boiled in water. 164 00:11:37,560 --> 00:11:39,480 And the one in the bowl is without water. 165 00:11:39,520 --> 00:11:40,360 Okay. 166 00:11:53,600 --> 00:11:56,200 - Very fresh and tasty. - I loved it. 167 00:11:56,280 --> 00:11:58,560 Your carrot without water 168 00:11:58,680 --> 00:12:00,600 is very different. 169 00:12:00,680 --> 00:12:02,080 - The chicken is great too. - Thank you. 170 00:12:02,160 --> 00:12:03,080 Thank you, sir. 171 00:12:03,200 --> 00:12:05,440 - Thank you for making it. - Thank you. 172 00:12:05,520 --> 00:12:07,600 - Thank you very much. - We loved it. 173 00:12:07,720 --> 00:12:09,800 [music playing] 174 00:12:10,520 --> 00:12:13,920 So, your demo was great. 175 00:12:14,000 --> 00:12:16,320 Your product definitely has potential. 176 00:12:16,560 --> 00:12:18,760 But your price point 177 00:12:19,160 --> 00:12:22,840 narrows down the market in a country like India. 178 00:12:24,160 --> 00:12:26,320 Also, the health benefits 179 00:12:26,400 --> 00:12:28,440 are not so significant. 180 00:12:29,480 --> 00:12:32,920 Even with our regular utensils, if we use less oil 181 00:12:33,040 --> 00:12:36,160 then healthy cooking is possible. 182 00:12:37,160 --> 00:12:41,520 So, I don't believe in oil-less food. 183 00:12:42,680 --> 00:12:45,760 And for that reason, I'm out. I wish you the very best! 184 00:12:45,840 --> 00:12:46,680 Thank you, ma'am. 185 00:12:46,920 --> 00:12:50,800 So, as Namita said, the price is high. 186 00:12:55,520 --> 00:12:58,000 If I'm not interested, I won't be able to support it. 187 00:12:58,080 --> 00:12:59,640 [sweeping music] 188 00:12:59,760 --> 00:13:01,480 For that reason, I'm out. 189 00:13:02,720 --> 00:13:05,000 I'm out because I won't be able to help you. 190 00:13:05,640 --> 00:13:08,080 2% equity is too less for Rs. 50 crores valuation. 191 00:13:08,200 --> 00:13:10,120 I won't be able to add much value. 192 00:13:11,480 --> 00:13:14,040 I'll surely be your customer. Best of luck! Well done! 193 00:13:15,160 --> 00:13:17,480 Asha and Ravi, I repeatedly asked you, 194 00:13:17,560 --> 00:13:20,520 "what do you want from Sharks? What do you want from them?" 195 00:13:20,640 --> 00:13:23,680 You replied that you need Rs. 1 crore to expand. 196 00:13:24,720 --> 00:13:27,520 You just wanted to give a demo for one hour. 197 00:13:29,040 --> 00:13:30,440 You are done with it 198 00:13:30,520 --> 00:13:32,520 and now your conversion rate will increase. 199 00:13:32,600 --> 00:13:35,480 I can't help you with your business. 200 00:13:36,480 --> 00:13:38,520 You took whatever you wanted. 201 00:13:38,640 --> 00:13:39,920 Thank you for the food but I'm out. 202 00:13:40,000 --> 00:13:41,960 [sweeping music] Thank you! 203 00:13:42,040 --> 00:13:44,880 What's the profit for FY 22 in your books? 204 00:13:51,440 --> 00:13:53,320 Just focus on your chicken and keep shut. 205 00:13:54,000 --> 00:13:55,720 [suspenseful music] 206 00:13:55,800 --> 00:13:58,720 I'm interested in your business. 207 00:13:59,760 --> 00:14:01,800 It would be a combination of things. 208 00:14:01,880 --> 00:14:04,320 It would be promoted as a premium product 209 00:14:04,400 --> 00:14:06,520 whose tutorial videos would be posted on YouTube. 210 00:14:06,600 --> 00:14:10,320 We can launch an affordable range and market them through e-commerce. 211 00:14:10,400 --> 00:14:13,640 Only then you can outgrow the German companies. 212 00:14:15,040 --> 00:14:18,920 I'll give you an offer. 213 00:14:19,120 --> 00:14:22,160 - Wow! - Rs. 50 lakhs 214 00:14:22,280 --> 00:14:24,520 for 10% equity 215 00:14:43,880 --> 00:14:45,920 You came here expecting a valuation of Rs. 50 crores 216 00:14:46,000 --> 00:14:47,320 but you are getting a valuation of Rs. 5 crores. 217 00:14:47,400 --> 00:14:49,680 [sweeping music] 218 00:14:52,120 --> 00:14:54,360 You know that Rs. 50 crores... 219 00:14:54,440 --> 00:14:55,320 Shh! 220 00:14:57,720 --> 00:14:59,480 - Can we just get a minute? - Yes, please! 221 00:14:59,560 --> 00:15:01,040 Thank you! 222 00:15:02,240 --> 00:15:04,960 Shark Vineeta Singh, welcome to Shark Tank. 223 00:15:05,040 --> 00:15:07,520 It's a generous deal. It isn't a Shark's deal. 224 00:15:08,320 --> 00:15:10,640 [suspenseful music] 225 00:15:10,760 --> 00:15:12,560 - Welcome back! - Welcome back! 226 00:15:12,680 --> 00:15:15,040 - We have a counteroffer. - We want to give a counteroffer. 227 00:15:15,120 --> 00:15:17,240 Oh! [sweeping music] 228 00:15:43,560 --> 00:15:46,160 - Woo-hoo! Come on! - Go on! 229 00:15:49,000 --> 00:15:51,040 I maintain my offer 230 00:15:51,160 --> 00:15:55,280 of Rs. 50 lakhs for 10% equity and Rs. 50 lakhs in debt. 231 00:16:02,920 --> 00:16:05,480 Woah! Shark Vineeta Singh! 232 00:16:09,440 --> 00:16:10,480 Okay, we accept it. 233 00:16:19,440 --> 00:16:20,480 We have a deal! 234 00:16:20,560 --> 00:16:22,240 Thank you and welcome to NutriCook. 235 00:16:22,320 --> 00:16:24,440 Awesome! Yes! Congratulations! 236 00:16:24,560 --> 00:16:26,400 Shark Vineeta Singh! 237 00:16:27,960 --> 00:16:30,400 - Thank you! - Thank you! Bye! 238 00:16:35,520 --> 00:16:37,880 [bubbling] 239 00:17:48,120 --> 00:17:50,840 [ethereal music] 240 00:17:55,760 --> 00:17:57,720 Sharks, I want to narrate 241 00:17:57,800 --> 00:18:01,640 the story of my friends Dipali and Manish. 242 00:18:02,480 --> 00:18:04,080 Dipali and Manish 243 00:18:04,160 --> 00:18:07,320 live in the small city of Bastar in Chhattisgarh. 244 00:18:07,400 --> 00:18:10,960 Even after 8 years of marriage, they don't have a child. 245 00:18:13,000 --> 00:18:14,720 Dipali and Manish's story 246 00:18:14,800 --> 00:18:16,720 isn't one of a kind. 247 00:18:16,800 --> 00:18:18,800 In fact, this story holds true 248 00:18:18,920 --> 00:18:21,720 for one out of seven couples in India. 249 00:18:21,800 --> 00:18:24,000 Infertility or childlessness 250 00:18:24,080 --> 00:18:27,320 is a kind of social stigma 251 00:18:27,440 --> 00:18:29,120 which compels couples 252 00:18:29,200 --> 00:18:32,880 to alienate themselves from society. 253 00:18:33,800 --> 00:18:38,000 It's not that infertility doesn't have a cure. 254 00:18:46,160 --> 00:18:48,160 The reasons are 255 00:19:14,360 --> 00:19:15,320 Wow! 256 00:19:20,240 --> 00:19:23,160 IUI which means intrauterine insemination. 257 00:19:23,240 --> 00:19:25,920 It's called 'kritrim garbhdharan' in Hindi. 258 00:19:27,080 --> 00:19:29,920 It's the frontline procedure in infertility treatment. 259 00:19:30,000 --> 00:19:31,640 This procedure is completed in three steps. 260 00:19:46,760 --> 00:19:50,160 requires an andrologist and a gynaecologist. 261 00:20:00,280 --> 00:20:01,760 Our kit consists of 262 00:20:01,840 --> 00:20:04,720 an Ovulation Strip for ovulation tracking. 263 00:20:25,880 --> 00:20:27,960 is to make a portfolio of devices 264 00:20:28,080 --> 00:20:29,400 which help patients 265 00:20:29,480 --> 00:20:33,200 to avoid going to hospitals for first-line treatments. 266 00:20:33,280 --> 00:20:35,200 Sharks, our ask is 267 00:20:44,280 --> 00:20:45,440 Very nice! 268 00:20:45,800 --> 00:20:49,120 - I welcome you three on Shark Tank. - Thank you very much. 269 00:20:49,200 --> 00:20:53,200 Today I want to welcome you in a peculiar style 270 00:20:53,280 --> 00:20:55,480 by sharing my personal story with you. 271 00:20:55,560 --> 00:20:58,800 It's important to share this personal story. 272 00:20:59,120 --> 00:21:01,200 When I was 28 years old, 273 00:21:01,320 --> 00:21:05,160 I tried to become pregnant and I conceived 274 00:21:05,240 --> 00:21:06,520 within two months. 275 00:21:06,680 --> 00:21:08,520 It was a normal pregnancy and everything was fine. 276 00:21:08,600 --> 00:21:12,080 Later on, I tried to conceive again for three to four years 277 00:21:12,160 --> 00:21:13,920 but I couldn't conceive. 278 00:21:15,560 --> 00:21:16,680 It's rare. 279 00:21:16,760 --> 00:21:19,480 I went through two infertility treatments. 280 00:21:19,640 --> 00:21:22,400 We are administered 25 injections for every treatment 281 00:21:22,480 --> 00:21:25,440 which leads to physical and emotional trauma. 282 00:21:26,080 --> 00:21:28,520 Taboos of crossing legs 283 00:21:28,600 --> 00:21:31,680 and placing your legs up are done. We do stupid things. 284 00:21:31,760 --> 00:21:33,680 And I already had a child. 285 00:21:34,120 --> 00:21:38,560 Imagine the trauma of those parents who don't have children. 286 00:21:39,240 --> 00:21:42,760 My two attempts failed so I gave up. 287 00:21:42,880 --> 00:21:44,760 I said, "I'm happy with one child." 288 00:21:44,840 --> 00:21:49,000 Miraculously, I conceived naturally after a few months. 289 00:21:49,200 --> 00:21:52,200 But I didn't talk about those memories 290 00:21:52,280 --> 00:21:54,840 for ten years. 291 00:21:56,040 --> 00:21:57,600 Because it was traumatic, 292 00:21:57,680 --> 00:22:00,520 painful and it appeared taboo. 293 00:22:00,600 --> 00:22:04,000 - I felt I'll be a little less if I talk about it. - Hmm. 294 00:22:04,960 --> 00:22:07,240 Six months ago... 295 00:22:07,320 --> 00:22:10,880 I have a YouTube channel on women's health called Uncondition Yourself. 296 00:22:11,120 --> 00:22:13,280 I interview doctors and patients on that show. 297 00:22:13,360 --> 00:22:15,120 I couldn't sleep the entire night 298 00:22:15,200 --> 00:22:19,080 because I wasn't sure if I could share my story 299 00:22:19,160 --> 00:22:22,160 when I interviewed them for an infertility episode. 300 00:22:22,280 --> 00:22:24,520 I didn't have enough courage. 301 00:22:24,960 --> 00:22:28,840 My well-wishers advised me not to share as it's my private life. 302 00:22:28,920 --> 00:22:31,080 But I always listen to my heart 303 00:22:31,160 --> 00:22:33,320 and I talked about it for the first time. 304 00:22:33,440 --> 00:22:36,440 I have written about it in my book too. 305 00:22:36,520 --> 00:22:37,920 There are two reasons 306 00:22:38,000 --> 00:22:40,760 why I talked about it openly in public. 307 00:22:40,840 --> 00:22:42,120 Number one, 308 00:22:42,200 --> 00:22:45,720 people must know that it's a traumatic experience. 309 00:22:45,800 --> 00:22:49,400 And those women and their husbands 310 00:22:49,480 --> 00:22:53,840 need support, not judgement. 311 00:22:55,800 --> 00:22:59,000 They shouldn't be ostracised 312 00:22:59,080 --> 00:23:01,600 as they feel that they lack something. 313 00:23:03,120 --> 00:23:05,480 Women like me must talk about it openly 314 00:23:05,560 --> 00:23:07,160 and it's important 315 00:23:07,240 --> 00:23:10,200 for the mental health of the spouse. 316 00:23:10,280 --> 00:23:12,640 [ethereal music] 317 00:23:13,040 --> 00:23:15,360 Well said! Well said, Namita! 318 00:23:15,440 --> 00:23:17,600 Thank you for sharing, Namita. 319 00:23:19,080 --> 00:23:21,800 Let's know more about you. 320 00:23:21,880 --> 00:23:24,000 How has your journey been? 321 00:23:24,080 --> 00:23:26,400 What are your backgrounds? And how did you meet? 322 00:23:26,480 --> 00:23:29,080 Shark, I'm an IIT Kharagpur alumnus. 323 00:23:29,160 --> 00:23:32,240 I have been designing for the last 10 to 12 years. 324 00:23:32,320 --> 00:23:34,640 I got a chance to work on good R&D projects. 325 00:23:34,720 --> 00:23:36,240 I started with Tata Motors. 326 00:23:36,320 --> 00:23:39,080 Then I worked in GE and Underwriters Laboratories respectively. 327 00:23:39,160 --> 00:23:43,680 Sharks, I'm a mechanical engineer from IIT Kharagpur. 328 00:23:43,800 --> 00:23:46,400 I have experience in production, manufacturing, supply chain 329 00:23:46,480 --> 00:23:49,880 and regulatory of 17 years. 330 00:23:50,320 --> 00:23:53,320 I worked in Mahindra & Mahindra, GE 331 00:23:53,320 --> 00:23:55,960 - and American Axle. - Did you two meet at GE or IIT Kharagpur? 332 00:23:56,040 --> 00:23:59,120 We are friends and neighbours too. 333 00:23:59,200 --> 00:24:01,520 We met during our graduation 334 00:24:01,600 --> 00:24:03,920 and then we pursued our MTech together. 335 00:24:04,000 --> 00:24:07,080 He was posted at GE, Bengaluru while I was at GE Oil and Gas, Pune. 336 00:24:07,160 --> 00:24:09,280 I too am a mechanical engineer. 337 00:24:09,280 --> 00:24:11,720 I work on product design and development, 338 00:24:11,800 --> 00:24:14,040 and on vendor development in which I have 10 years of experience. 339 00:24:14,120 --> 00:24:15,600 How did you meet them? 340 00:24:15,680 --> 00:24:19,080 He shared his requirement on social media. 341 00:24:19,160 --> 00:24:22,640 - I applied as per my expertise. - He's a part of our founding team. 342 00:24:22,720 --> 00:24:25,120 He is the first team member who joined. 343 00:24:25,240 --> 00:24:27,160 - You are the CEO. - Yes. 344 00:24:27,240 --> 00:24:30,520 Please tell us more about your company. 345 00:24:30,640 --> 00:24:34,560 Actually, I moved to Germany in 2012. 346 00:24:35,320 --> 00:24:38,640 My wife and I were struggling to conceive our first child 347 00:24:38,720 --> 00:24:40,480 between 2008 to 2012. 348 00:24:40,560 --> 00:24:43,840 When we face a problem, we commit to God, 349 00:24:43,920 --> 00:24:47,280 "Please solve my problem and I'll solve the problems others have." 350 00:24:48,200 --> 00:24:49,480 I made such a promise. 351 00:24:49,560 --> 00:24:53,120 God blessed us with two kids naturally. 352 00:24:53,360 --> 00:24:56,600 Now it's our turn to help others. 353 00:24:57,160 --> 00:24:58,120 Very nice! 354 00:24:58,200 --> 00:25:01,760 My background has been in product design and other such things. 355 00:25:01,880 --> 00:25:06,000 I realised the procedures followed by doctors can be done at home. 356 00:25:06,960 --> 00:25:08,280 So I'm doing this now. 357 00:25:08,360 --> 00:25:09,880 - Wow! - Very nice! 358 00:25:10,680 --> 00:25:12,480 Your solution 359 00:25:12,560 --> 00:25:14,600 is only for IUI. 360 00:25:22,760 --> 00:25:24,240 This is V-Conceive. 361 00:25:26,680 --> 00:25:27,840 R&D, Germany? 362 00:25:35,280 --> 00:25:37,680 I'll go and stand there. I want to have a closer look. 363 00:25:39,400 --> 00:25:43,200 Step 1 involves visiting a gynaecologist. 364 00:25:43,280 --> 00:25:45,040 They tell us about the ovulation period. 365 00:25:45,120 --> 00:25:46,360 Our Ovulation Stripe does the same. 366 00:25:46,440 --> 00:25:48,320 It isn't ours. It belongs to a third party. 367 00:25:48,400 --> 00:25:51,560 Step 2 involves sperm washing. 368 00:25:51,640 --> 00:25:54,240 Sperm washing traditionally requires 369 00:25:54,320 --> 00:25:56,560 an andrologist and a centrifuge. 370 00:25:56,640 --> 00:25:59,000 It's the job of a skilled person. 371 00:25:59,080 --> 00:26:03,280 AndroWash does the job of a skilled person. 372 00:26:03,400 --> 00:26:06,280 You may consider it an automatic washing machine. 373 00:26:06,360 --> 00:26:08,560 Namita, Vikram or any other person 374 00:26:08,640 --> 00:26:11,720 can get the highest motile sperm at the click of a button. 375 00:26:11,800 --> 00:26:15,160 Step 3 is insemination. 376 00:26:15,280 --> 00:26:17,880 Traditionally, an IUI catheter is used to do it. 377 00:26:17,960 --> 00:26:19,360 We replaced it with V-Conceive. 378 00:26:19,480 --> 00:26:23,120 - It's like a menstrual cup which can be inserted. - Right! 379 00:26:23,240 --> 00:26:25,480 So it is sent to the gynaecologist. 380 00:26:25,560 --> 00:26:28,440 - This goes to the consumer. - To the consumer. I got the point. 381 00:26:30,160 --> 00:26:32,600 Are there any other players in this industry? Or you are the only one. 382 00:26:32,680 --> 00:26:34,640 We are the first company in India. 383 00:26:34,720 --> 00:26:36,480 We don't have a competitor. 384 00:26:36,560 --> 00:26:40,280 Why does it cost Rs. 8,000? It's a normal silicon cup. 385 00:26:47,240 --> 00:26:49,200 Why is the price so off? 386 00:26:49,280 --> 00:26:51,000 She has a point. 387 00:26:51,600 --> 00:26:55,880 The price is high as we want to introduce it as a premium product. 388 00:26:55,960 --> 00:26:59,880 If the price is too low, we won't be able to control 389 00:27:00,160 --> 00:27:01,840 how people use the product. 390 00:27:03,400 --> 00:27:05,720 So we wanted to sell the first 391 00:27:05,840 --> 00:27:07,920 3,500 to 4,000 units 392 00:27:08,000 --> 00:27:10,320 to educated customers. 393 00:27:18,960 --> 00:27:22,120 20 multi-specialist hospitals 394 00:27:36,640 --> 00:27:39,680 - It'd become more popular. - Vineeta, it's multi-use too. 395 00:27:39,760 --> 00:27:41,360 It's a multi-use product, right? The cup. 396 00:27:41,440 --> 00:27:43,280 - No, it's a single-use product. - Single-use? 397 00:27:43,360 --> 00:27:46,280 [dramatic music] 398 00:27:46,600 --> 00:27:48,960 - So your customers are gynaecologists. - Exactly! 399 00:27:49,040 --> 00:27:52,280 And not individual customers because only doctors can pay Rs. 5,000. 400 00:27:52,360 --> 00:27:53,560 Exactly! 401 00:27:54,120 --> 00:27:57,240 Please tell us about its efficacy. 402 00:27:57,320 --> 00:28:00,160 Is it 95% or 99%? Do you have data? 403 00:28:00,240 --> 00:28:03,160 Its efficacy is 16% on the first attempt. 404 00:28:07,040 --> 00:28:09,240 versus your 16%? 405 00:28:09,360 --> 00:28:11,160 If we talk about this device, 406 00:28:11,280 --> 00:28:14,520 the result is the same whether the doctor uses it or the patient. 407 00:28:14,600 --> 00:28:15,480 Please tell us about your sales. 408 00:28:22,160 --> 00:28:24,680 These are our total sales since May 2020. 409 00:28:24,800 --> 00:28:26,280 Gosh! It's too low. 410 00:28:26,400 --> 00:28:27,880 Yes, that's right. 411 00:28:29,160 --> 00:28:30,800 What were your sales last month? 412 00:28:30,880 --> 00:28:33,160 Last month there were zero sales. 413 00:28:33,240 --> 00:28:35,120 [suspenseful music] 414 00:28:35,800 --> 00:28:37,120 Why are the sales so low? 415 00:28:37,200 --> 00:28:41,120 - Actually, there have been regulatory changes. - Alright! 416 00:28:41,240 --> 00:28:44,440 There's a delay in our manufacturing license so we stopped sales. 417 00:28:44,520 --> 00:28:47,320 - What about your September sales? - Rs. 2 lakhs. 418 00:28:47,400 --> 00:28:50,320 So your monthly run rate until this regulatory change 419 00:28:50,400 --> 00:28:51,440 was around Rs. 2 lakhs per month. 420 00:28:51,520 --> 00:28:54,000 Our monthly run rate was around Rs. 5 lakhs. 421 00:29:07,560 --> 00:29:09,040 Yes, it was around 4 to 5 lakh rupees. 422 00:29:09,120 --> 00:29:11,320 Why is 'R&D, Germany' printed here? 423 00:29:11,440 --> 00:29:12,840 [suspenseful music] 424 00:29:12,960 --> 00:29:15,000 We started our work in Germany 425 00:29:15,120 --> 00:29:16,680 and made the prototype there. 426 00:29:16,800 --> 00:29:18,760 But there's no link to Germany now. 427 00:29:18,840 --> 00:29:20,040 No, there's a link to Germany. 428 00:29:20,120 --> 00:29:22,000 - What is it? - I still stay there. 429 00:29:22,120 --> 00:29:23,320 Oh! 430 00:29:24,480 --> 00:29:27,040 We have been operating remotely since 2017. 431 00:29:28,560 --> 00:29:31,120 Sohan and Chandan stay in India but I stay in Germany. 432 00:29:31,200 --> 00:29:33,680 - Do you three do this business full-time? - Yes. 433 00:29:34,680 --> 00:29:36,520 - Don't you have a job? - No. 434 00:29:48,280 --> 00:29:50,320 There are some exceptions but generally speaking. 435 00:29:50,400 --> 00:29:51,680 Why are you staying there? 436 00:29:51,760 --> 00:29:55,000 Anupam, timing is the problem. 437 00:29:55,080 --> 00:29:57,840 I started the business in 2017 438 00:29:57,960 --> 00:30:00,320 and registered the company in 2018. 439 00:30:00,400 --> 00:30:03,000 We first fundraised in 2019. 440 00:30:03,080 --> 00:30:06,240 Earlier, I had funded the company. 441 00:30:06,320 --> 00:30:08,760 That's okay but what's the current scenario? 442 00:30:10,200 --> 00:30:12,200 - Are you planning to move to India? - Yes! 443 00:30:12,280 --> 00:30:13,560 When will you move here? 444 00:30:13,680 --> 00:30:16,400 - I'm searching for funding. - How much? 445 00:30:16,480 --> 00:30:19,040 We are raising Pre-Series A funding. 446 00:30:19,120 --> 00:30:20,440 For how much? 447 00:30:20,520 --> 00:30:23,000 We are raising Rs. 8 crores at Rs. 50 crores valuation. 448 00:30:23,080 --> 00:30:26,280 What was the valuation for the round raised in 2019? 449 00:30:26,360 --> 00:30:28,720 We raised it at a valuation of Rs. 30 crores. 450 00:30:29,840 --> 00:30:31,000 How much did you raise? 451 00:30:42,720 --> 00:30:45,440 but I feel that you aren't fully in. 452 00:30:45,520 --> 00:30:47,120 [sweeping music] 453 00:30:48,800 --> 00:30:50,640 You are waiting for the round. 454 00:30:50,720 --> 00:30:52,960 If it gets raised, you'd move or else, you'd stay in Germany. 455 00:30:53,040 --> 00:30:55,440 My friend, it's worrisome for me. 456 00:30:55,520 --> 00:30:59,520 I'm not waiting for the round as I wouldn't have left my job in 2017. 457 00:30:59,600 --> 00:31:01,640 So, I'm a fearless, dead hen. 458 00:31:01,760 --> 00:31:04,560 You can eat it however you want. 459 00:31:05,080 --> 00:31:07,360 I quit my job. 460 00:31:07,440 --> 00:31:08,840 The problem is that 461 00:31:08,920 --> 00:31:11,440 COVID happened when we were about to shift. 462 00:31:11,520 --> 00:31:13,760 Talk about the present. 463 00:31:13,840 --> 00:31:16,680 Yes, we want to launch ourselves 464 00:31:16,760 --> 00:31:19,200 and we need visibility because I have two kids. 465 00:31:19,280 --> 00:31:21,480 A person can't win the war after he's dead. 466 00:31:21,600 --> 00:31:23,160 [laughs] 467 00:31:24,600 --> 00:31:27,840 So, I'm planning to move to India soon. 468 00:31:29,360 --> 00:31:31,680 Whether I move to India or not, 469 00:31:31,760 --> 00:31:33,200 this is my job. 470 00:31:33,320 --> 00:31:36,200 Look, you're beating about the bush. 471 00:31:36,280 --> 00:31:39,520 You're making statements. Listen to me! 472 00:31:40,320 --> 00:31:41,520 Don't talk rubbish. 473 00:31:43,000 --> 00:31:45,320 Tell me whether you're going to come or not. 474 00:31:45,440 --> 00:31:47,080 In black and white, I'm coming. 475 00:31:47,320 --> 00:31:49,240 You're just talking about random things. 476 00:31:49,320 --> 00:31:51,880 You're talking about chicken, battle, and random things. 477 00:31:52,520 --> 00:31:56,480 Okay, I have decided. The market is exciting. 478 00:31:56,560 --> 00:31:58,280 But it's not going down well. 479 00:31:58,400 --> 00:32:00,000 I'm not able to trust you. 480 00:32:00,960 --> 00:32:04,680 Your co-founders or whatever that you call them 481 00:32:04,760 --> 00:32:06,440 hold 6%. 482 00:32:06,560 --> 00:32:08,200 You're holding all the equity. 483 00:32:08,320 --> 00:32:10,880 You invested the money and started it, so it's fine. 484 00:32:10,960 --> 00:32:11,960 But you're not all in. 485 00:32:12,840 --> 00:32:15,320 Okay? So, I'm out. 486 00:32:16,640 --> 00:32:18,800 Your innovation is amazing. 487 00:32:18,920 --> 00:32:21,440 The way you've detailed the product is amazing. 488 00:32:21,520 --> 00:32:23,880 But your way of business 489 00:32:23,960 --> 00:32:26,080 is not aligned with me. So, I'm out. 490 00:32:27,440 --> 00:32:30,280 And I also think that Namita will be a better partner for you. 491 00:32:30,360 --> 00:32:32,040 So, I'm out. 492 00:32:33,320 --> 00:32:36,320 I generally support 493 00:32:36,400 --> 00:32:38,440 entrepreneurs who go all in. 494 00:32:39,640 --> 00:32:43,240 You're waiting for the funds to make a decision. 495 00:32:43,320 --> 00:32:46,720 So, I think you're doubtful about this business too. 496 00:32:46,880 --> 00:32:48,040 For that reason, I'm out. 497 00:32:49,480 --> 00:32:50,880 Vikram, tell me something. 498 00:32:50,960 --> 00:32:53,240 Do you believe that it needs to be made affordable? 499 00:32:53,360 --> 00:32:55,320 Yes, we can do it anytime. 500 00:32:55,440 --> 00:32:58,600 Because the making cost in under our control. 501 00:32:58,680 --> 00:33:02,040 How much does the semen wash cost a gynaec? 502 00:33:02,120 --> 00:33:03,920 Androwash 503 00:33:04,000 --> 00:33:06,600 - is on a rental business model. - What is it? 504 00:33:06,680 --> 00:33:10,200 They have to pay 3000-5000 rental per month. 505 00:33:10,280 --> 00:33:12,280 - A gynaec has to pay. - Yes. 506 00:33:12,360 --> 00:33:14,680 And for the Smart Tube, 507 00:33:14,760 --> 00:33:17,760 it will cost 1200 for a piece. 508 00:33:17,840 --> 00:33:19,880 I will make you an offer. 509 00:33:21,040 --> 00:33:24,440 I'll offer you 50 lakhs for 1.67%. 510 00:33:32,560 --> 00:33:33,880 There are many issues. 511 00:33:33,960 --> 00:33:36,680 You don't have sales, efficacy issues, 512 00:33:36,760 --> 00:33:40,000 and we're both aware that it's not a consumer product. 513 00:33:40,120 --> 00:33:42,160 Your target is gynaecologists. 514 00:33:43,880 --> 00:33:48,000 And you need an investor who is invested long-term. 515 00:33:48,080 --> 00:33:50,120 And we need to explore the interiors. 516 00:33:51,000 --> 00:33:52,800 So, there's a lot of work. 517 00:33:54,240 --> 00:33:56,560 As a token, as a partner, 518 00:33:56,640 --> 00:33:58,280 to give you my support and network 519 00:33:58,360 --> 00:34:00,800 I would like to step in at a valuation of 20 crores. 520 00:34:01,760 --> 00:34:03,160 And I would like to offer you 521 00:34:03,240 --> 00:34:05,560 20 lakhs for 1% equity. 522 00:34:15,920 --> 00:34:17,960 [music playing] 523 00:34:18,200 --> 00:34:20,800 - What will happen now? - He will reject it. 524 00:34:20,880 --> 00:34:22,320 He will take Namita's offer. 525 00:34:22,400 --> 00:34:26,120 I think Vineeta's valuation is good too. 526 00:34:27,120 --> 00:34:29,920 [music playing] 527 00:34:35,560 --> 00:34:37,440 Thank you very much for both the offers. 528 00:34:37,520 --> 00:34:39,640 [music playing] 529 00:34:40,120 --> 00:34:41,480 Namita, let's make a deal. 530 00:36:13,120 --> 00:36:14,760 [music playing] 531 00:36:25,240 --> 00:36:27,200 [music playing] 532 00:36:35,800 --> 00:36:39,040 "The pure of the Lord are victorious." 533 00:36:39,720 --> 00:36:42,080 - Greetings, Sharks! - Greetings! 534 00:36:42,200 --> 00:36:44,120 Before we start, I need permission. 535 00:36:44,200 --> 00:36:46,640 - Can I sit down and talk to you? - Yes. 536 00:36:46,720 --> 00:36:48,920 Sure. 537 00:36:49,320 --> 00:36:50,440 Thank you. 538 00:36:54,840 --> 00:36:56,880 Thank you, Sharks. 539 00:36:57,360 --> 00:36:59,600 For giving me this chance. 540 00:36:59,720 --> 00:37:01,720 Wait. You can speak in a minute. 541 00:37:02,360 --> 00:37:04,560 - Take deep breaths. - We're not in a hurry. 542 00:37:04,800 --> 00:37:06,320 [music playing] 543 00:37:07,120 --> 00:37:08,560 I'm a Sikh. 544 00:37:09,080 --> 00:37:12,240 And my visible identity is my headgear, 545 00:37:12,600 --> 00:37:15,040 well-groomed beard, and this kada. 546 00:37:17,760 --> 00:37:21,160 Our masters granted us this identity. 547 00:37:21,240 --> 00:37:23,080 It's global and unique. 548 00:37:25,040 --> 00:37:28,440 We just need to keep this identity alive. 549 00:37:28,880 --> 00:37:31,200 And for that, we have to maintain it. 550 00:37:33,360 --> 00:37:36,640 In the last 400 years, there has been no brand 551 00:37:36,720 --> 00:37:39,840 that helped Sikhs maintain this identity. 552 00:37:39,960 --> 00:37:42,600 By offering us high quality products. 553 00:37:43,720 --> 00:37:45,480 You must've always seen Sardars 554 00:37:45,600 --> 00:37:48,240 with a well-maintained beard. 555 00:37:48,880 --> 00:37:50,840 But to maintain this beard, 556 00:37:50,920 --> 00:37:54,440 they use gums and hair sprays. 557 00:37:54,560 --> 00:37:57,320 And these hair sprays are alcohol-based. 558 00:37:58,120 --> 00:38:01,120 They are harmful to the skin and respiratory system. 559 00:38:02,040 --> 00:38:03,360 I know many Sikhs 560 00:38:03,440 --> 00:38:06,400 who suffer from asthma now. 561 00:38:06,480 --> 00:38:07,760 One of them is me. 562 00:38:09,520 --> 00:38:12,680 If you look at the present day Sardars, they're very stylish. 563 00:38:12,760 --> 00:38:14,720 They are brand and health conscious. 564 00:38:14,880 --> 00:38:16,520 They are looking for high quality products 565 00:38:16,640 --> 00:38:18,960 that helps them maintain their identity. 566 00:38:20,400 --> 00:38:23,760 To cater to this, we launched Singh Styled in 2016. 567 00:38:30,760 --> 00:38:32,440 and I'm the founder of Singh Styled. 568 00:38:33,440 --> 00:38:34,240 He's my colleague. 569 00:38:34,320 --> 00:38:36,280 - Greetings, Sharks! - Greetings! 570 00:38:41,800 --> 00:38:43,160 [exhilarating music] 571 00:38:43,280 --> 00:38:46,040 Singh Styled focuses on two needs. 572 00:39:04,040 --> 00:39:06,440 by grooming and styling them. 573 00:39:07,720 --> 00:39:11,920 Today, Ashwath and I are here to ask for 574 00:39:21,720 --> 00:39:23,760 - welcome to Shark Tank. - Thank you! 575 00:39:23,840 --> 00:39:26,120 I have a question. Normally, people bring 576 00:39:26,240 --> 00:39:27,640 their cofounders with them. 577 00:39:27,760 --> 00:39:30,680 Then how come you brought your operations head with you? 578 00:39:31,600 --> 00:39:33,920 Sir, we maintained a benchmark 579 00:39:34,000 --> 00:39:35,640 in Singh Styled right from the start 580 00:39:35,720 --> 00:39:38,440 that all our employees are partners. 581 00:39:39,480 --> 00:39:40,760 I could be the founder 582 00:39:40,880 --> 00:39:43,680 but I can't progress without Ashwath. 583 00:39:44,360 --> 00:39:47,480 - When did you start your business? - We launched in 2016. 584 00:39:47,560 --> 00:39:50,040 Charanjeev, plenty of men nowadays, 585 00:39:50,120 --> 00:39:51,600 grow beard. 586 00:39:51,680 --> 00:39:53,680 It's now a style which is Bollywood-inspired 587 00:39:53,800 --> 00:39:55,720 - or Tollywood-inspired or whatever. - I agree. 588 00:39:55,800 --> 00:39:57,400 Many companies 589 00:39:57,520 --> 00:40:01,920 have been providing such products for the last six to seven years. 590 00:40:02,000 --> 00:40:05,400 How are your products different from them? 591 00:40:06,560 --> 00:40:10,800 The way Sikhs maintain their beard is very different. 592 00:40:10,920 --> 00:40:14,040 We have beard oil too. But we call it a nourisher. 593 00:40:14,160 --> 00:40:15,840 [music playing] 594 00:40:15,920 --> 00:40:17,440 So, the nourisher 595 00:40:17,520 --> 00:40:19,920 we recommend applying it at the night when the beard is open. 596 00:40:20,000 --> 00:40:21,680 It's a healing agent. 597 00:40:21,760 --> 00:40:24,400 So, we don't call it a beard growth oil and stuff. 598 00:40:24,480 --> 00:40:27,360 The growth is God-given. 599 00:40:28,400 --> 00:40:30,920 Our other products are beard-setter 600 00:40:31,000 --> 00:40:34,240 which is a non-alcoholic and gum-free. 601 00:40:34,400 --> 00:40:37,520 So, my beard is set now. 602 00:40:37,600 --> 00:40:38,720 [music playing] 603 00:40:38,800 --> 00:40:41,400 You won't find it with Beardo, The Man Company, 604 00:40:41,480 --> 00:40:42,360 or any other brand. 605 00:40:42,480 --> 00:40:45,000 But there are brands selling alcohol-free, styling gel. 606 00:40:45,080 --> 00:40:47,000 It must be alcohol-free. But the gum in it... 607 00:40:47,120 --> 00:40:49,600 - See, there are two things. - They use wax, right? 608 00:40:49,680 --> 00:40:52,520 If I apply wax, sweat will open it up. 609 00:40:52,600 --> 00:40:54,840 So, to make this formulation 610 00:40:54,920 --> 00:40:57,440 because we didn't want gum. It took us 4.5 years. 611 00:40:57,520 --> 00:40:59,720 - 4.5 years? - Yes, just to crack it. 612 00:40:59,800 --> 00:41:01,120 Ashwath, show us the products. 613 00:41:01,200 --> 00:41:03,280 [music playing] 614 00:41:07,280 --> 00:41:08,280 This is Kesh Healer. 615 00:41:08,360 --> 00:41:10,480 When you use a beard setter and leave it on all day, 616 00:41:10,560 --> 00:41:11,800 it becomes rough. 617 00:41:11,880 --> 00:41:14,320 So, we're using Kesh Healer to smoothen it. 618 00:41:14,400 --> 00:41:16,200 [music playing] 619 00:41:16,280 --> 00:41:17,360 These are Dastars. 620 00:41:17,480 --> 00:41:19,920 The cloth turban that we wear, 621 00:41:20,000 --> 00:41:23,880 this is to elongate the crown life and maintain its fragrance. 622 00:41:29,840 --> 00:41:32,960 - Yes. - Doesn't this cause asthma? 623 00:41:33,040 --> 00:41:34,000 There's no irritation. 624 00:41:34,120 --> 00:41:35,880 Because this is alcohol too. 625 00:41:37,200 --> 00:41:39,480 Yes, but this is not very harmful. 626 00:41:39,560 --> 00:41:41,960 But it's alcohol after all. You said that it's non-alcoholic. 627 00:41:42,080 --> 00:41:45,360 See, there will be certain chemicals that are dependent on alcohol. 628 00:41:45,440 --> 00:41:48,320 But it's not similar to the ones that we're using. The hair sprays. 629 00:41:48,400 --> 00:41:49,440 Okay. 630 00:41:51,640 --> 00:41:53,000 How many SKUs? 631 00:41:53,080 --> 00:41:55,440 In the beard care category, we have 6. 632 00:42:05,400 --> 00:42:07,800 Traditionally, Sikhs used to 633 00:42:07,880 --> 00:42:10,040 wear unbranded, cotton turbans. 634 00:42:10,120 --> 00:42:11,800 Turbans have always remained unbranded. 635 00:42:11,880 --> 00:42:15,480 Then why do you think you can create a brand? 636 00:42:16,360 --> 00:42:17,640 So the idea is that 637 00:42:17,760 --> 00:42:18,960 our QC 638 00:42:19,040 --> 00:42:22,080 when we saw turbans for the first time, 639 00:42:22,200 --> 00:42:25,840 we noticed that the colour used to fade quickly. 640 00:42:26,120 --> 00:42:27,680 The cloth was mixed. 641 00:42:27,760 --> 00:42:29,240 It wasn't pure cotton. 642 00:42:30,040 --> 00:42:31,760 We decided that we will sell 643 00:42:31,840 --> 00:42:35,160 pure cotton turbans. 644 00:42:35,240 --> 00:42:37,960 Charanjeev, this is highly commoditised. 645 00:42:50,720 --> 00:42:52,920 when he started selling turban cloths. 646 00:42:53,000 --> 00:42:56,000 So, this business gave him money. 647 00:42:56,080 --> 00:42:59,000 So, we were raised on this money. 648 00:42:59,200 --> 00:43:02,280 Secondly, a girl from a Sikh family 649 00:43:02,360 --> 00:43:05,720 married me. My wife is from Chandigarh. 650 00:43:05,800 --> 00:43:07,080 So, I'm highly grateful. 651 00:43:07,160 --> 00:43:09,280 [music playing] 652 00:43:10,000 --> 00:43:12,600 Tell me that this cloth 653 00:43:12,680 --> 00:43:15,360 as she was saying, is very commoditised. 654 00:43:15,480 --> 00:43:18,800 And my dad left this business 655 00:43:19,000 --> 00:43:20,640 because of commoditization. 656 00:43:20,720 --> 00:43:22,520 And the margin was minimal. 657 00:43:22,600 --> 00:43:26,520 So, rebranding this thing 658 00:43:26,600 --> 00:43:28,000 seems difficult. 659 00:43:29,280 --> 00:43:31,200 In your business, 660 00:43:31,280 --> 00:43:33,720 how much does the turban contribute to sales? 661 00:43:33,800 --> 00:43:35,480 And what's the margin? 662 00:43:46,000 --> 00:43:47,720 So, it's worth 8-10%. 663 00:43:47,880 --> 00:43:50,960 Yes, but we don't want to stop it because 664 00:43:51,040 --> 00:43:53,320 it's a form of service. 665 00:43:53,400 --> 00:43:55,320 [music playing] 666 00:43:55,400 --> 00:43:56,800 At what stage is the business? 667 00:44:11,080 --> 00:44:14,400 COVID led to a crazy boom for D2C companies. 668 00:44:15,600 --> 00:44:17,560 The major sales 669 00:44:17,640 --> 00:44:20,040 is of turbans and beard care. 670 00:44:20,120 --> 00:44:23,000 Our highest sales of 14 lakhs 671 00:44:23,120 --> 00:44:24,800 was done by selling the beard setter. 672 00:44:24,880 --> 00:44:27,280 Because when you go on a Zoom call, 673 00:44:27,360 --> 00:44:29,120 you have to set your beard. 674 00:44:29,200 --> 00:44:31,480 So that received the maximum push. 675 00:44:31,600 --> 00:44:33,640 Our turbans were not so much in demand. 676 00:44:34,680 --> 00:44:36,640 But in the next year, 677 00:44:52,720 --> 00:44:53,720 Okay. 678 00:44:53,800 --> 00:44:57,000 By the way, with our customers internally, 679 00:44:57,080 --> 00:45:00,600 we have raised a round. 680 00:45:02,320 --> 00:45:03,680 And how much did you raise? 681 00:45:03,760 --> 00:45:06,040 As of now, it's 1 crore. 682 00:45:06,120 --> 00:45:09,480 And we directed around 20% of the company to them. 683 00:45:10,000 --> 00:45:12,120 How many followers do you have on Instagram? 684 00:45:12,240 --> 00:45:13,400 Around 8000. 685 00:45:13,480 --> 00:45:14,960 All the youngster 686 00:45:15,040 --> 00:45:18,480 related stuff is managed by Ashwath. 687 00:45:18,600 --> 00:45:21,160 You have not used the digital space properly. 688 00:45:22,200 --> 00:45:24,120 I think your biggest gap is a team. 689 00:45:30,000 --> 00:45:30,600 Correct. 690 00:45:30,720 --> 00:45:33,720 You took 6 years and you have 8000 followers. 691 00:45:33,800 --> 00:45:35,640 You didn't do anything about it. 692 00:45:35,920 --> 00:45:38,720 In the first four years... 693 00:45:38,800 --> 00:45:41,840 - It happens in 6 months. - They all have come from word-of-mou 694 00:45:41,920 --> 00:45:44,000 - They're not from the internet. - Why aren't you bringing more? 695 00:45:44,080 --> 00:45:45,240 We have just started. 696 00:45:45,320 --> 00:45:48,240 The problem is capability. You're not hiring a team. 697 00:45:49,400 --> 00:45:51,520 How will you become big on Instagram? 698 00:45:51,800 --> 00:45:55,520 Sir, there will be a digital marketing head. 699 00:45:55,600 --> 00:45:59,160 That person will understand our story 700 00:45:59,240 --> 00:46:01,960 and turn it into digital content. 701 00:46:02,080 --> 00:46:03,760 So, we need a content head. 702 00:46:04,400 --> 00:46:06,240 Charanjeev, I have decided. 703 00:46:39,200 --> 00:46:41,560 [dramatic music] 704 00:46:41,720 --> 00:46:46,120 - Firstly, I respect the Sikh community a lot. - Right. 705 00:46:46,200 --> 00:46:48,800 But I can't invest in your business today. 706 00:46:50,240 --> 00:46:52,200 And the reason is twofold. 707 00:46:52,320 --> 00:46:54,760 - First, you need marketing urgently. - Correct! 708 00:46:54,840 --> 00:46:57,360 You have a big market of even non-Sikhs. 709 00:46:57,440 --> 00:46:59,200 - Right. - If you position properly, 710 00:47:06,560 --> 00:47:08,280 I'd urge you 711 00:47:08,400 --> 00:47:11,080 - to focus on fundamentals. - Correct! 712 00:47:11,240 --> 00:47:13,760 Please don't be in a hurry for fundraising. 713 00:47:13,840 --> 00:47:15,400 - That is my feedback to you. - Right! 714 00:47:15,520 --> 00:47:16,960 And for that reason, I'm out. 715 00:47:17,040 --> 00:47:18,840 [dramatic music] 716 00:47:19,280 --> 00:47:20,480 I believe 717 00:47:20,600 --> 00:47:22,920 the businesses which are a labour of love 718 00:47:23,000 --> 00:47:25,120 need some patience 719 00:47:25,200 --> 00:47:28,520 because your overall market could be declining 720 00:47:28,640 --> 00:47:31,360 - but you are doing it passionately. - Right. 721 00:47:31,440 --> 00:47:35,800 You have already raised Rs. 1 crore and diluted 20% equity. 722 00:47:35,920 --> 00:47:38,400 You are earning 7 to 8 lakh rupees per month 723 00:47:38,480 --> 00:47:40,560 in spite of shipping to innumerable countries. 724 00:47:40,640 --> 00:47:43,480 I think it's already too much. 725 00:47:43,560 --> 00:47:45,520 [adventurous music] 726 00:47:45,600 --> 00:47:48,880 I think it isn't investible now. For that reason, I'm out. 727 00:47:50,960 --> 00:47:52,240 Why did you come to Shark Tank? 728 00:47:52,320 --> 00:47:54,640 You have money and investors too. What do you need from us? 729 00:47:54,720 --> 00:47:58,200 We need people, advisors, mentors 730 00:47:58,320 --> 00:48:01,320 and investors. We already grew our business from zero to one. 731 00:48:01,440 --> 00:48:03,360 It hasn't grown from zero to one yet. 732 00:48:04,400 --> 00:48:08,080 - I agree. - Personal care market is worth Rs. 800 crores per month. 733 00:48:08,160 --> 00:48:10,440 So Rs. 7 lakhs per month isn't good enough. 734 00:48:11,880 --> 00:48:14,040 When you reach Rs. 50 lakhs per month, 735 00:48:14,120 --> 00:48:15,600 you'd have grown from zero to one. 736 00:48:15,680 --> 00:48:19,880 You may have to change your thought process at a fundamental root level. 737 00:48:21,040 --> 00:48:22,840 I'll make a conditional offer to you. 738 00:48:24,280 --> 00:48:26,200 My offer won't match the last round. 739 00:48:26,280 --> 00:48:29,040 I think it's a rich valuation for your current revenue. 740 00:48:29,160 --> 00:48:31,560 I'll give you Rs. 50 lakhs for 20% equity 741 00:48:39,680 --> 00:48:41,800 As Vineeta said, your business needs to grow from zero to one. 742 00:48:41,880 --> 00:48:43,200 It doesn't fall between 1 to 10. 743 00:48:44,240 --> 00:48:45,920 He offered you Rs. 50 lakhs for 20%. 744 00:48:46,000 --> 00:48:47,120 Aman is still... 745 00:48:47,200 --> 00:48:49,160 I was waiting for the last moment 746 00:48:49,240 --> 00:48:52,240 - as I would have offered if nobody offered. - Right. 747 00:48:52,320 --> 00:48:54,800 My advice to you is to hustle. 748 00:48:54,880 --> 00:48:57,960 Grow it from zero to one. It hasn't reached there yet. 749 00:48:58,040 --> 00:49:00,000 [adventurous music] 750 00:49:06,000 --> 00:49:07,680 [suspenseful music] 751 00:49:07,760 --> 00:49:09,640 As you have an offer now, I'm out. 752 00:49:11,840 --> 00:49:13,240 I'll help you do 753 00:49:13,320 --> 00:49:14,880 whatever he just advised 754 00:49:15,000 --> 00:49:16,680 because it's important. 755 00:49:17,280 --> 00:49:19,360 Charanjeev, what is your decision? You have one offer. 756 00:49:19,440 --> 00:49:22,200 I offered 5% and I can make it 7% to 8% at the most. 757 00:49:22,280 --> 00:49:23,680 I can't go beyond that. 758 00:49:23,760 --> 00:49:26,040 Your business is an early-stage one. 759 00:49:26,160 --> 00:49:29,080 The problem is it is level-one problem. 760 00:49:29,160 --> 00:49:30,440 [sweeping music] 761 00:49:30,520 --> 00:49:32,480 You can make a final counteroffer. 762 00:49:41,240 --> 00:49:43,840 I'll give you Rs. 50 lakhs for 10% equity 763 00:49:43,960 --> 00:49:46,720 with a condition that I'll be able to invest 764 00:49:58,800 --> 00:50:00,360 - Is that okay? - Done! 765 00:50:11,040 --> 00:50:12,720 It's a deal that nobody likes but somebody likes. 766 00:50:12,840 --> 00:50:15,120 [exhilarating music] 767 00:50:18,160 --> 00:50:19,080 Thank you so much! 768 00:50:19,200 --> 00:50:21,600 [exhilarating music] 769 00:50:23,440 --> 00:50:24,440 - Thanks! - Thank you! 770 00:50:24,560 --> 00:50:26,400 - Great job! - Good job! 771 00:50:28,560 --> 00:50:29,800 Good deal, Peyush! 772 00:50:49,480 --> 00:50:51,560 'In today's Shark Xperience,' 773 00:50:51,680 --> 00:50:54,440 'Peyush, Prince from Sriharikota has a question for you.' 774 00:50:54,560 --> 00:50:58,360 'Why do you ask entrepreneurs about their vision always?' 775 00:50:58,440 --> 00:50:59,800 'What's the mystery behind it?' 776 00:50:59,880 --> 00:51:02,720 'Can't vision change when the business pivots?' 777 00:51:02,800 --> 00:51:06,640 To be honest, I ask about their vision for multiple reasons. 778 00:51:06,960 --> 00:51:11,160 I get to know the way of thinking of an entrepreneur by their vision. 779 00:51:11,280 --> 00:51:13,440 How they think and how vast their vision is. 780 00:51:13,520 --> 00:51:15,840 I experienced it in Lenskart. 781 00:51:15,920 --> 00:51:19,520 When I started out, I aimed to solve the problem of vision correction. 782 00:51:19,640 --> 00:51:22,800 As soon as we got the investors, 783 00:51:22,880 --> 00:51:26,440 we forgot about our vision and started building a business. 784 00:51:26,520 --> 00:51:28,240 And we started selling watches, bags, 785 00:51:28,320 --> 00:51:30,240 jewellery and other such items. 786 00:51:30,320 --> 00:51:33,680 Once I was sitting with my investor and mentor 787 00:51:33,760 --> 00:51:35,880 Ronnie Screwvala at his home. 788 00:52:07,160 --> 00:52:10,600 because of a big purpose or cause. 789 00:52:10,720 --> 00:52:14,280 When you become passionate about the cause, 790 00:52:14,360 --> 00:52:15,800 it brings about a revolution.