1 00:00:10,000 --> 00:00:12,160 Hello and welcome to Shark Tank season 2. 2 00:00:12,280 --> 00:00:14,960 Co-presented by ACKO. Payments partner, Cashfree payments. 3 00:00:15,040 --> 00:00:17,720 Ideas partner, Smallcase. Co-powered by PokerBaazi. 4 00:00:17,840 --> 00:00:20,560 Money partner, Fi Money. Online food partner, Eatfit. 5 00:00:20,640 --> 00:00:22,040 Eyewear partner, Lenskart. 6 00:00:22,240 --> 00:00:25,440 It's a show where a six-step journey from the tunnel to the tank 7 00:00:25,600 --> 00:00:27,360 can change the lives of entrepreneurs. 8 00:00:27,480 --> 00:00:29,800 Which Shark likes what idea? Let's find out! 9 00:00:30,120 --> 00:00:31,920 [ethereal music] 10 00:00:48,880 --> 00:00:51,560 [dramatic music] 11 00:01:26,320 --> 00:01:28,440 Sharks, if somebody asks you, 12 00:01:28,560 --> 00:01:31,600 "My friend, can I borrow this hotel for a few hours?" 13 00:01:33,760 --> 00:01:36,360 What did you think when you heard this line? 14 00:01:36,440 --> 00:01:38,360 Ahem! 15 00:01:39,760 --> 00:01:41,520 Daya, there's something shady! 16 00:01:43,600 --> 00:01:46,840 You travel for business purposes 17 00:01:46,920 --> 00:01:48,920 and you finish your work early but your flight 18 00:01:49,000 --> 00:01:52,920 is scheduled after a few hours. How would you utilise that time? 19 00:01:53,000 --> 00:01:54,920 You'd while away your time in a plush cafe 20 00:01:55,000 --> 00:01:57,080 or go sightseeing forcibly. 21 00:01:57,760 --> 00:02:01,920 Or maybe you'd try to sleep in uncomfortable chairs at the airport. 22 00:02:02,800 --> 00:02:05,840 Usually, we can't find hotel rooms for 4 to 5 hours. 23 00:02:05,960 --> 00:02:08,160 Even if we manage to get one, they are the shady ones. 24 00:02:08,280 --> 00:02:10,800 And you'd never want to stay at those hotels. 25 00:02:11,360 --> 00:02:13,560 Think about those three-star and four-star hotels. 26 00:02:13,680 --> 00:02:16,280 What's the use of unoccupied rooms? 27 00:02:16,440 --> 00:02:19,040 So we thought of optimising the hotel rooms 28 00:02:19,120 --> 00:02:21,120 and introduced Brevistay. 29 00:02:38,240 --> 00:02:40,640 or for your girlfriend. Nobody will judge you. 30 00:02:41,600 --> 00:02:42,480 Moreover, Sharks, 31 00:02:42,560 --> 00:02:45,880 you'd get AC, TV and wi-fi at all our hotels. 32 00:03:04,440 --> 00:03:07,400 Our vision is to optimise the hotels and 33 00:03:07,480 --> 00:03:11,080 make Brevistay the biggest platform for flexible hotel bookings. 34 00:03:11,160 --> 00:03:13,360 [sombre music] 35 00:03:13,440 --> 00:03:14,920 Hi, Sharks! I'm Aditya. 36 00:03:29,480 --> 00:03:31,960 - Welcome to Shark Tank India season 2. - Thank you! 37 00:03:32,120 --> 00:03:34,640 Five of you are here. Where are the others? 38 00:03:34,920 --> 00:03:37,720 - They are busy working. - All the team members are here. 39 00:03:37,800 --> 00:03:39,800 - Are all five of you cofounders? - Yes! 40 00:03:57,040 --> 00:03:58,880 Then I completed my MBA 41 00:03:58,960 --> 00:04:01,040 and did a job in digital marketing 42 00:04:01,120 --> 00:04:02,960 for around 3 to 4 months. I got this idea during that time. 43 00:04:03,040 --> 00:04:06,480 - Right now I'm the CMO at Brevistay. - Very good! 44 00:04:06,560 --> 00:04:07,640 I'm Shubham Agarwal 45 00:04:07,760 --> 00:04:10,200 and I hail from a small village Pirumadara in Nainital. 46 00:04:10,280 --> 00:04:13,960 - I did electrical engineering at Chandigarh University. - Wonderful! 47 00:04:14,040 --> 00:04:17,360 I worked in Magicpin and Cognizant. 48 00:04:17,480 --> 00:04:20,080 I shared this idea with Prateek 49 00:04:20,160 --> 00:04:21,600 and then I joined Brevistay. 50 00:04:21,680 --> 00:04:24,120 My position in this company is of the chief financial officer. 51 00:04:24,480 --> 00:04:26,320 Sharks, my name is Prateek Singh 52 00:04:26,400 --> 00:04:28,520 and I pursued BTECH from Amity University. 53 00:04:28,600 --> 00:04:29,920 Aditya was my classmate. 54 00:04:30,000 --> 00:04:34,560 I worked for a year after my BTECH. Then I started working on this idea. 55 00:04:34,640 --> 00:04:35,920 What is your role? 56 00:04:36,000 --> 00:04:37,280 - CEO? - I'm the CEO. 57 00:04:37,360 --> 00:04:38,240 Is that the reason you are at the centre? 58 00:04:38,320 --> 00:04:41,840 - All of you entered in a formation where you were leading. - Yes! 59 00:04:41,920 --> 00:04:46,800 - All of you must shout, "our leader - He is Prateek Singh. 60 00:04:47,000 --> 00:04:49,560 Sharks, my name is Nikhil and I'm from Lucknow. 61 00:04:49,680 --> 00:04:51,240 I'm 28 years old. 62 00:04:51,320 --> 00:04:54,240 I pursued BTECH in Computer Science from UPTU. 63 00:04:54,320 --> 00:04:56,640 I worked as a software engineer for two years. 64 00:04:56,720 --> 00:05:00,400 Then I started working in Brevistay as CTO. 65 00:05:01,080 --> 00:05:02,840 Sharks, my name is Avnish Kumar. 66 00:05:02,960 --> 00:05:06,480 I did my BTECH in Computer Science from Mansoura University. 67 00:05:06,560 --> 00:05:10,200 I began a start-up after my college. 68 00:05:10,280 --> 00:05:12,480 Later on, I met Prateek. 69 00:05:12,560 --> 00:05:15,200 And then we started working on the idea of Brevistay. 70 00:05:15,320 --> 00:05:17,600 - What is your role? - Chief operating officer. 71 00:05:17,680 --> 00:05:20,000 - COO. - Let me tell you how we met. 72 00:05:20,240 --> 00:05:22,360 Prateek was my batch-mate 73 00:05:22,440 --> 00:05:24,440 and Nikhil was Prateek's friend. 74 00:05:24,520 --> 00:05:27,560 We went on a trip to Manali back in 2015. 75 00:05:27,640 --> 00:05:29,600 We reached early to check into a hotel 76 00:05:29,680 --> 00:05:31,160 and we wanted an early check-in 77 00:05:31,240 --> 00:05:33,400 but they denied us. 78 00:05:33,880 --> 00:05:35,520 We were compelled to book the room for the whole day. 79 00:05:35,600 --> 00:05:40,120 When Prateek and I went for a walk in the evening, Prateek had an idea. 80 00:05:40,200 --> 00:05:43,000 "Other people must also be experiencing what we experienced." 81 00:05:45,360 --> 00:05:49,000 - Avnish, irrespective of your Manali experience... - Yes. 82 00:05:54,840 --> 00:05:57,880 or Prateek's? Who needed it more? 83 00:05:58,160 --> 00:05:59,520 Everybody needs it during college. 84 00:05:59,600 --> 00:06:02,120 - There you are! - Ah! 85 00:06:03,560 --> 00:06:06,000 - You must have needed it too. - Great, my friend! 86 00:06:06,080 --> 00:06:08,960 My life wasn't so fun-filled. 87 00:06:09,040 --> 00:06:10,240 I didn't need it. 88 00:06:15,280 --> 00:06:18,760 You talked about the problem of early check-in. 89 00:06:18,880 --> 00:06:21,560 I don't mind sleeping in a chair in. 90 00:06:22,520 --> 00:06:24,640 Why do we need it? 91 00:06:24,720 --> 00:06:26,480 - Please explain the use cases. - Let me explain the use cases. 92 00:06:26,560 --> 00:06:28,640 For instance, airports and railway stations. 93 00:06:28,720 --> 00:06:30,720 It's so crowded nowadays 94 00:06:30,840 --> 00:06:33,960 that sometimes we don't get a chair to sit in. 95 00:06:34,400 --> 00:06:36,880 Please tell us the most important use case. Tell us about that. 96 00:06:36,960 --> 00:06:39,800 Our 70% customers are romantic couples. 97 00:06:44,040 --> 00:06:45,640 He's nudging you. You may tell us. 98 00:06:47,200 --> 00:06:49,760 [laughing] 99 00:06:51,320 --> 00:06:53,080 I agree that 70% of use cases are couples. 100 00:06:53,160 --> 00:06:56,920 It was 80% last year and 90% before that. 101 00:06:57,400 --> 00:06:59,120 The number of single users is increasing. 102 00:06:59,200 --> 00:07:02,120 Early morning check-ins are on the rise which happen at 4 am, 3 am 103 00:07:02,200 --> 00:07:03,840 and 2 am. 104 00:07:04,000 --> 00:07:05,600 The biggest problem you face 105 00:07:05,720 --> 00:07:08,440 when you want to book a hotel at midnight 106 00:07:08,520 --> 00:07:10,440 and you try to book a room on any other website, 107 00:07:10,560 --> 00:07:14,960 you don't get a check-in time except 12 pm on the next day. 108 00:07:15,040 --> 00:07:18,640 You may get a check-in on our app within ten minutes. 109 00:07:19,520 --> 00:07:23,320 Is it available in metros? Please tell us your regional distribution. 110 00:07:23,880 --> 00:07:26,120 Our major hotels are in metros. 111 00:07:27,000 --> 00:07:31,200 We've started expanding in tier-two and tier-three cities recently. 112 00:07:31,280 --> 00:07:33,760 What kind of hotels are in metros? 113 00:07:33,840 --> 00:07:36,000 Three-star, four-star and five-star hotels. Please tell us the split. 114 00:07:36,080 --> 00:07:38,360 Mainly we have budget hotels. 115 00:07:39,040 --> 00:07:41,920 - Can we show you a demo? - Sure. 116 00:07:42,000 --> 00:07:43,200 - Please show us. - Thank you! 117 00:07:43,280 --> 00:07:45,480 Namita, let's say... 118 00:07:45,600 --> 00:07:48,480 - Namita... - Let's assume that your flight starts late from Bangalore. 119 00:07:48,600 --> 00:07:49,720 [laughing] 120 00:07:49,800 --> 00:07:52,560 You need a stay for 5 to 6 hours. 121 00:07:52,640 --> 00:07:54,880 Namita, why did they choose you as an example? 122 00:07:55,400 --> 00:07:59,640 You are travelling for business and your flight is delayed. 123 00:07:59,760 --> 00:08:02,720 So you may click on 'input' 124 00:08:02,800 --> 00:08:04,920 and select the city. 125 00:08:05,600 --> 00:08:07,560 Then you may select the date too. 126 00:08:07,640 --> 00:08:11,640 After selecting a date, choose the check-in time as that's our USP. 127 00:08:12,480 --> 00:08:14,560 You chose the check-in time of 2 am and you... 128 00:08:14,680 --> 00:08:16,840 2 am! Namita, what are you up to? 129 00:08:17,160 --> 00:08:19,320 Am I your ideal customer? 130 00:08:19,400 --> 00:08:22,320 - The flight is late. - The flight is delayed. 131 00:08:22,680 --> 00:08:25,640 You may see that five-star hotels are also available. 132 00:08:25,720 --> 00:08:28,320 Rates for three hours, six hours and twelve hours are given. 133 00:08:28,400 --> 00:08:30,520 We'll choose three hours 134 00:08:30,600 --> 00:08:32,400 and we'll be directed to the hotel details page. 135 00:08:32,480 --> 00:08:34,440 You may check the images. 136 00:08:34,520 --> 00:08:36,320 Alright. It's the normal procedure for booking a room. 137 00:08:36,400 --> 00:08:37,760 Then you'd click on 'book now' to book the room. Correct! 138 00:08:37,840 --> 00:08:41,120 - Yes, sir. - You showed Namita's use case of a delayed flight. 139 00:08:41,200 --> 00:08:45,280 Please show us the use case of 70% of people like Amit. 140 00:08:45,360 --> 00:08:47,360 [laughing] 141 00:08:48,880 --> 00:08:53,080 Look! Nobody would believe what he is saying. Aman could do it. 142 00:08:53,160 --> 00:08:54,560 Gosh! I'm a married man. 143 00:08:56,680 --> 00:08:58,960 Please show us the cheapest budget hotel. 144 00:08:59,040 --> 00:09:00,240 Click on 'filters'. 145 00:09:02,920 --> 00:09:05,040 What are the rates? 146 00:09:05,120 --> 00:09:06,240 Rs. 400. 147 00:09:23,000 --> 00:09:24,560 Around 40% to 50%. 148 00:09:25,480 --> 00:09:28,240 I have a question. Why do the hotels 149 00:09:28,320 --> 00:09:29,560 agree to do it? 150 00:09:29,680 --> 00:09:31,920 60% to 70% of hotel rooms 151 00:09:32,000 --> 00:09:36,880 are generally vacant during the day. 152 00:09:36,960 --> 00:09:40,520 Most of the check-ins are at night or late at night. 153 00:09:58,560 --> 00:10:01,320 We can sell the same room multiple times through our platform. 154 00:10:02,600 --> 00:10:04,080 Let's check in quantity terms. 155 00:10:04,160 --> 00:10:08,160 If the owner earned Rs. 1,700 earlier, how much do they earn now? 156 00:10:08,240 --> 00:10:10,160 After using our platform, 157 00:10:10,280 --> 00:10:13,640 - they earn Rs. 2,200 on average. - They earn Rs. 500 extra. Good! 158 00:10:14,960 --> 00:10:16,960 Please explain the legality. Is it legal? 159 00:10:17,040 --> 00:10:18,880 It's completely legal. As per government law, 160 00:10:18,960 --> 00:10:21,360 if you are above 18 years and you have an ID card, 161 00:10:21,440 --> 00:10:23,280 you may check in to a hotel. That's number one. 162 00:10:23,960 --> 00:10:27,880 Even the police don't have the right to disturb your privacy. 163 00:10:28,280 --> 00:10:31,760 - You enlightened the youth of the country. - Yes. 164 00:10:31,880 --> 00:10:34,320 You gave an important lesson today. 165 00:10:34,440 --> 00:10:35,680 You gave them some ideas. 166 00:10:36,760 --> 00:10:39,000 It's very easy. 167 00:10:39,080 --> 00:10:41,520 Any app like MakeMyTrip or other such apps may do it. 168 00:10:41,600 --> 00:10:45,240 They don't do it because the hotels are unwilling. 169 00:10:45,720 --> 00:10:47,840 Please tell us the fundamental problem. 170 00:10:53,280 --> 00:10:56,120 To answer your question, we just told you that we have 3,200 hotels. 171 00:10:56,200 --> 00:10:57,600 The execution is going on. 172 00:10:57,680 --> 00:11:00,840 You are wrong in saying 173 00:11:00,920 --> 00:11:03,920 that MakeMyTrip and Goibibo don't follow it. They do it too. 174 00:11:05,200 --> 00:11:06,320 They are doing the same thing nowadays. 175 00:11:06,400 --> 00:11:08,960 - They launched this service on 15 September. - For six hours. 176 00:11:09,040 --> 00:11:10,080 - Correct! - You may check 177 00:11:10,160 --> 00:11:13,680 - that they have slots of 3 hours, 6 hours and 9 hours. - Correct! 178 00:11:14,520 --> 00:11:16,200 Just like us. 179 00:11:16,280 --> 00:11:18,560 The only difference is 180 00:11:18,680 --> 00:11:21,520 that we give 24/7 flexibility. 181 00:11:22,560 --> 00:11:24,920 I have an important question. 182 00:11:26,000 --> 00:11:27,600 What's the USP of your business? 183 00:11:27,680 --> 00:11:31,000 That you may check in at any time and check out at any time. 184 00:11:31,400 --> 00:11:32,920 Please tell me something. 185 00:11:33,240 --> 00:11:36,720 When we observe, we find out that all the hotels in the world 186 00:11:37,080 --> 00:11:39,240 have a fixed time of 12 pm check-out and 2 pm check-in. 187 00:11:39,360 --> 00:11:41,640 Why have they kept a fixed time? 188 00:11:41,760 --> 00:11:43,160 Why don't they make it flexible? 189 00:11:44,160 --> 00:11:46,080 They don't provide flexibility 190 00:11:46,160 --> 00:11:47,720 because software 191 00:11:54,120 --> 00:11:56,560 They have fixed the check-in time. 192 00:11:56,680 --> 00:11:58,200 It's easy for them to change it. 193 00:11:58,280 --> 00:12:01,040 - SaaS can be changed. - No, it is not easy to change the core system. 194 00:12:01,120 --> 00:12:02,480 - Yes. - It requires a lot of time. 195 00:12:03,360 --> 00:12:05,680 So how do you address it? 196 00:12:05,760 --> 00:12:08,080 You, too, have to use the same system at the end of the day. 197 00:12:08,160 --> 00:12:11,240 To address it, we have built our own system 198 00:12:11,360 --> 00:12:14,160 which we also provide to hotels and we can manage hotels using it. 199 00:12:14,280 --> 00:12:16,160 - That's important. Thank you. - Important... 200 00:12:16,240 --> 00:12:17,840 - Let's get to the financials. - Yes. 201 00:12:19,240 --> 00:12:20,040 Tell us. 202 00:12:26,120 --> 00:12:28,640 - Other than the GMV, tell us what you're left with. - Yes. 203 00:12:46,000 --> 00:12:48,440 But we closed financial year 21-22 at a profit 204 00:12:48,560 --> 00:12:51,000 where our profit before taxes was Rs. 16 lakhs. 205 00:13:10,400 --> 00:13:11,440 Do you know why? 206 00:13:11,520 --> 00:13:13,680 Online travel agencies these days 207 00:13:13,760 --> 00:13:16,400 are highly funded and they expend heaps of money. 208 00:13:16,480 --> 00:13:18,320 Customer acquisition becomes difficult. 209 00:13:19,200 --> 00:13:24,160 I think you should mull over the longevity of this business. 210 00:13:24,240 --> 00:13:26,040 I am out. 211 00:13:27,040 --> 00:13:29,560 I found your business model highly risky. 212 00:13:35,680 --> 00:13:37,960 Don't you worry. The boss is not yet out! 213 00:13:38,040 --> 00:13:40,720 [music playing] 214 00:13:41,640 --> 00:13:42,800 But I said I was out. 215 00:13:42,880 --> 00:13:44,800 [Sharks laugh] 216 00:13:45,520 --> 00:13:47,760 This market is huge. 217 00:13:49,360 --> 00:13:50,600 Undoubtedly. 218 00:13:52,200 --> 00:13:56,440 In Japan, these hotels are called love hotels. 219 00:13:57,440 --> 00:14:00,400 - He has considerable expertise in this field. - Just hurry up! 220 00:14:00,480 --> 00:14:02,240 In Japan... Darn! 221 00:14:04,640 --> 00:14:07,120 Why are you talking about Japan? Evaluate their business. 222 00:14:07,200 --> 00:14:09,000 [tense music playing] 223 00:14:09,520 --> 00:14:11,560 I am evaluating their business. 224 00:14:11,640 --> 00:14:13,560 In Japan, you'll find such hotels... 225 00:14:15,320 --> 00:14:16,640 In every other alley. 226 00:14:16,760 --> 00:14:19,400 Do you know the size of that industry? 227 00:14:19,560 --> 00:14:22,360 We wish to expand only in the Indian market. 228 00:14:22,480 --> 00:14:24,760 That's fine, but you must have studied Japan. 229 00:14:25,880 --> 00:14:27,080 To start this business. 230 00:14:28,240 --> 00:14:30,400 They don't want to study Japan! Talk about India. 231 00:14:30,480 --> 00:14:32,600 - Why are you harping on? They don't know! - Hey... 232 00:14:32,680 --> 00:14:34,880 [intense music playing] 233 00:14:35,480 --> 00:14:38,720 Anupam, the market in Japan is very different than the one here. 234 00:14:38,840 --> 00:14:40,920 - Didn't you study the market? - No. 235 00:14:41,040 --> 00:14:42,080 Okay, no problem. 236 00:14:42,160 --> 00:14:44,120 Can you tell me the size of the market in India? 237 00:14:45,080 --> 00:14:50,280 Yes. The size of the hotel industry in India is 25 billion dollars. 238 00:14:50,360 --> 00:14:52,640 Not that. Only for hourly stay. 239 00:14:52,720 --> 00:14:55,720 - I don't have the exact data. - Ballpark figure. 240 00:14:55,800 --> 00:14:58,600 If you go to see, our revenue last year was Rs. 18 crores. 241 00:14:58,720 --> 00:15:00,560 You could say that the hourly stay market 242 00:15:00,640 --> 00:15:03,640 will be around Rs. 35 to 40 crores for last year. 243 00:15:03,720 --> 00:15:04,600 Okay, thank you. 244 00:15:05,760 --> 00:15:08,480 I, too, am out. 245 00:15:08,920 --> 00:15:13,560 As a user, I feel there is a need for your business. 246 00:15:14,880 --> 00:15:20,560 But the dependence of hotels on online travel agents is so high. 247 00:15:20,640 --> 00:15:23,640 They get so much business through them. 248 00:15:23,720 --> 00:15:27,680 I think competing against them seems risky as of now 249 00:15:27,760 --> 00:15:30,440 with a small funding round of Rs. 1 crore. 250 00:15:30,520 --> 00:15:31,800 For that reason, I am out. 251 00:15:33,640 --> 00:15:35,280 I feel the market is huge. 252 00:15:35,640 --> 00:15:37,120 But I am afraid of this. 253 00:15:37,520 --> 00:15:40,680 The market you've been trying to create for 6 years 254 00:15:40,920 --> 00:15:45,040 will be captured by OTAs once you finish. 255 00:15:52,240 --> 00:15:55,720 and our values have always caused conflict. 256 00:15:57,200 --> 00:15:58,880 You seem like smart people. 257 00:15:59,000 --> 00:16:00,440 You didn't do the research. 258 00:16:00,520 --> 00:16:03,160 I was hoping you knew the numbers. 259 00:16:03,240 --> 00:16:04,520 You should have done that... 260 00:16:06,640 --> 00:16:08,000 If you've come to raise capital. 261 00:16:08,080 --> 00:16:10,640 This is an important lesson. You don't know the industry size. 262 00:16:10,720 --> 00:16:14,400 You claim it's Rs. 30 to 35 crores just because you want funds. 263 00:16:14,480 --> 00:16:15,560 Does it make sense? 264 00:16:16,720 --> 00:16:18,160 What do you want to do in the end? 265 00:16:18,240 --> 00:16:20,640 [tense music playing] 266 00:16:21,160 --> 00:16:24,480 Do you wish to continue as a trader or become a big business? 267 00:16:24,640 --> 00:16:25,480 - The latter. - Yes. 268 00:16:25,560 --> 00:16:27,520 How do you propose to? OTA will capture the market. 269 00:16:27,600 --> 00:16:29,720 You don't know your numbers. How will you do it? 270 00:16:29,800 --> 00:16:31,560 [tense music playing] 271 00:16:31,640 --> 00:16:34,080 Quit this business and start something else. 272 00:16:35,520 --> 00:16:37,320 I believe you'll gain nothing. 273 00:16:37,400 --> 00:16:38,880 Someone else will snatch what you make. 274 00:16:38,960 --> 00:16:40,120 You're wasting your time. 275 00:16:42,040 --> 00:16:43,440 Get out of here. I'm out. 276 00:16:45,040 --> 00:16:46,960 Look. You know what? 277 00:16:47,640 --> 00:16:48,960 I found your persistence impressive. 278 00:16:49,040 --> 00:16:50,920 The Sharks asked you some tough questions. 279 00:16:51,000 --> 00:16:53,920 I really liked that you answered them well. 280 00:16:55,120 --> 00:16:57,920 I don't believe you needed to know Japan's numbers. 281 00:16:58,040 --> 00:16:59,720 [tense music playing] 282 00:17:01,200 --> 00:17:02,240 I see only one solution. 283 00:17:02,320 --> 00:17:04,960 If you wish to grow big, don't take too much time. 284 00:17:05,040 --> 00:17:08,440 You ought to brand it in a way that you're meant only for this. 285 00:17:08,520 --> 00:17:10,200 And for that, you will have to study Japan! 286 00:17:11,760 --> 00:17:14,000 - Oh, God! - Yes, fine! 287 00:17:14,880 --> 00:17:18,120 Regulations, police and other things here are different. 288 00:17:18,240 --> 00:17:19,960 - You need to go to Japan to make love hotels. - Execution... 289 00:17:20,040 --> 00:17:21,960 You're out, Anupam. Please let me speak. 290 00:17:22,080 --> 00:17:23,440 [tense music playing] 291 00:17:24,400 --> 00:17:28,040 I don't see big numbers or a clear strategy. 292 00:17:28,120 --> 00:17:29,720 I liked your team. 293 00:17:29,840 --> 00:17:32,040 I will reconsider if your numbers grow. 294 00:17:32,120 --> 00:17:33,120 But go all out. 295 00:17:34,400 --> 00:17:36,800 For today, I am out but I wish you all the best. 296 00:17:37,280 --> 00:17:39,320 - Thank you, Shark... - Bye, guys. 297 00:17:39,400 --> 00:17:41,040 - Bye. - Thank you. 298 00:17:41,280 --> 00:17:44,040 [theme music playing] 299 00:17:59,680 --> 00:18:02,560 [theme music fades] 300 00:18:03,920 --> 00:18:05,960 - Is your bag heavy? - Yes. 301 00:18:06,640 --> 00:18:09,800 Look. You should wear it like this. 302 00:18:11,800 --> 00:18:13,480 - Hmm. - I faced the same problem. 303 00:18:13,600 --> 00:18:15,520 Then I discussed it with somebody 304 00:18:15,600 --> 00:18:18,120 and realised that this works for me. 305 00:18:18,440 --> 00:18:20,520 We all have baggage, don't we? 306 00:18:20,600 --> 00:18:22,640 Life would have been so much easier if we had someone 307 00:18:22,720 --> 00:18:24,160 - to share them with. - Nice. 308 00:18:24,240 --> 00:18:25,120 - True. - Very nice. 309 00:18:25,200 --> 00:18:29,520 Emotional baggage is the most common among all baggage. 310 00:18:30,920 --> 00:18:33,040 That seems like quite some heavy emotional baggage! 311 00:18:33,880 --> 00:18:35,600 - Very nice representation. - Yes. 312 00:18:35,680 --> 00:18:37,400 What do we do about Aman, our baggage? 313 00:18:37,480 --> 00:18:39,440 [Sharks laugh] 314 00:18:40,960 --> 00:18:44,760 Sharks, we all face emotional problems. 315 00:18:44,840 --> 00:18:46,960 But do you know what is common? 316 00:18:47,080 --> 00:18:49,280 - We feel extremely lonely. - That's right. 317 00:18:49,400 --> 00:18:51,680 We feel like we're the only ones... 318 00:18:52,120 --> 00:18:54,080 If you want to discuss it with someone, 319 00:18:54,160 --> 00:18:57,240 - you wonder if that person will judge you. - Hmm. 320 00:18:57,320 --> 00:18:58,800 Sometimes, we think 321 00:18:58,880 --> 00:19:00,920 of looking for somebody 322 00:19:01,000 --> 00:19:03,280 who has faced a similar problem. 323 00:19:03,400 --> 00:19:06,080 But where do we go finding them? 324 00:19:06,200 --> 00:19:07,760 But that is about to change. 325 00:19:07,840 --> 00:19:10,160 Sharks, I am Punita Mittal. 326 00:19:27,600 --> 00:19:29,160 But who are peers? 327 00:19:29,240 --> 00:19:30,440 They are people like you and me 328 00:19:30,520 --> 00:19:34,240 who've had a firsthand experience of a similar challenge. 329 00:19:34,560 --> 00:19:37,080 They have been through the same challenge already. 330 00:19:37,240 --> 00:19:39,760 SoulUp is not just limited to serious mental health conditions 331 00:20:03,680 --> 00:20:05,080 Mahak and Punita. 332 00:20:05,160 --> 00:20:07,680 - Welcome to Shark Tank season 2. - Thank you. 333 00:20:07,760 --> 00:20:09,480 Now that you got rid of your bags, 334 00:20:09,600 --> 00:20:12,280 do you feel light? Yes? 335 00:20:12,360 --> 00:20:18,040 I can relate personally to the issue of mental health. 336 00:20:18,320 --> 00:20:22,680 I openly share that I've experienced some of these issues. 337 00:20:23,120 --> 00:20:25,240 I also believe that 338 00:20:25,840 --> 00:20:29,000 it is prevalent in our country to a great extent. 339 00:20:29,080 --> 00:20:31,080 But people have not accepted it yet. 340 00:20:31,160 --> 00:20:33,240 It's really needed. You're doing some noble work. 341 00:20:33,320 --> 00:20:35,120 How did you set out on this path? 342 00:20:35,240 --> 00:20:36,760 Two factors attribute to it. 343 00:20:36,840 --> 00:20:39,320 - Both professional and personal. - Okay. 344 00:20:39,440 --> 00:20:42,640 Professional, as I've been in the field of health for 13 years. 345 00:20:42,720 --> 00:20:46,200 Prior to this, I was working with a start-up called Healthify. 346 00:20:46,280 --> 00:20:47,360 - Oh! You were with Healthify. - Okay! 347 00:20:47,440 --> 00:20:50,480 We came up with pilates for mental health there. 348 00:20:50,560 --> 00:20:53,240 Personal, of course for I've had ups and downs in life. 349 00:20:53,320 --> 00:20:55,200 How many years did you work at Healthify? 350 00:20:55,280 --> 00:20:57,400 - 4.5 years. - As what? What did you do? 351 00:20:57,520 --> 00:21:00,160 I was in the leadership team. 352 00:21:00,240 --> 00:21:02,840 I was head of data science, AI and innovation. 353 00:21:02,920 --> 00:21:03,760 - Very nice. - Well done. 354 00:21:03,840 --> 00:21:05,160 - When did you complete education? - Great! 355 00:21:05,240 --> 00:21:06,440 How old are you? 356 00:21:06,560 --> 00:21:08,400 - I'm 40 years. - Oh! 357 00:21:08,480 --> 00:21:10,280 - You don't look like it at all. - You look like teenagers. 358 00:21:10,360 --> 00:21:12,360 - How old are you, Mahak? - 29. 359 00:21:12,440 --> 00:21:14,200 Where did you graduate from, Punita? 360 00:21:14,280 --> 00:21:18,240 - I graduated from IIT in 2007. - Which IIT? 361 00:21:18,320 --> 00:21:19,840 - Delhi. - IIT Delhi. 362 00:21:19,920 --> 00:21:21,960 - I'm from there too. - Yes, I know. 363 00:21:22,040 --> 00:21:23,080 - Fantastic. - Terrific. 364 00:21:23,200 --> 00:21:26,560 - You mentioned some personal experiences. - Yes. 365 00:21:26,640 --> 00:21:29,520 - Tell us. Then you speak, Mahak. - I had ups and downs regularly. 366 00:21:29,800 --> 00:21:31,880 During covid, 367 00:21:31,960 --> 00:21:35,600 - I volunteered in a township called Auroville for 1.5 years. - Wow! 368 00:21:35,680 --> 00:21:38,600 - Okay. - I experienced the power of peer connect there 369 00:21:38,680 --> 00:21:40,200 for the first time. 370 00:21:40,440 --> 00:21:42,640 - People there speak openly. - Okay. 371 00:21:42,720 --> 00:21:46,600 I did my research after that and spoke to users. 372 00:21:46,800 --> 00:21:48,840 I was in touch with Mahak 373 00:21:48,920 --> 00:21:51,520 and we were brainstorming, and then we did it some more. 374 00:21:51,600 --> 00:21:53,800 We dived deeper into the research. 375 00:21:53,880 --> 00:21:56,280 How come you were in touch with her? How did you know her? 376 00:21:56,360 --> 00:21:59,000 I know her through a mutual friend. 377 00:21:59,080 --> 00:22:00,040 - Alright. - Okay. 378 00:22:00,160 --> 00:22:01,520 After that, 379 00:22:01,600 --> 00:22:05,360 we researched online as well as spoke to users, 380 00:22:05,440 --> 00:22:07,360 and eventually conceived SoulUp. 381 00:22:07,440 --> 00:22:08,760 What's your background, ma'am? 382 00:22:08,840 --> 00:22:11,000 I pursued engineering at IIT Mumbai. 383 00:22:11,080 --> 00:22:12,320 Oh, my! Lovely. 384 00:22:13,440 --> 00:22:17,320 I worked with Bain & Company which is into management consulting. 385 00:22:30,520 --> 00:22:32,720 I, too, have faced mental health issues. 386 00:22:32,800 --> 00:22:35,160 And I'm a big advocate 387 00:22:35,320 --> 00:22:38,280 - of support groups as well as counsellors. - Yes. 388 00:22:38,400 --> 00:22:39,800 Firstly, congratulations. 389 00:22:39,880 --> 00:22:43,960 The cause you've chosen is very important. 390 00:22:44,040 --> 00:22:46,960 In India, it is considered taboo 391 00:22:47,040 --> 00:22:48,080 to go and see a counsellor. 392 00:22:48,160 --> 00:22:52,680 - It's really silly and we need to normalise these things. - Yes. 393 00:22:52,760 --> 00:22:54,640 - My compliments to you. - Thank you. 394 00:22:56,120 --> 00:22:59,560 I would like to wish all the viewers a Happy Holi. 395 00:22:59,680 --> 00:23:02,000 Wish you all a very Happy Holi. 396 00:23:02,080 --> 00:23:04,040 Keep playing and having fun. 397 00:23:04,200 --> 00:23:08,520 Could you tell me the percentage of people in this market 398 00:23:08,720 --> 00:23:11,960 suffering from mental health issues, for instance, anxiety? 399 00:23:12,040 --> 00:23:14,400 What's the percentage of people in India? 400 00:23:14,480 --> 00:23:18,680 In this... First of all, I would like to reiterate 401 00:23:18,760 --> 00:23:21,160 - that this doesn't cater just to mental health. - Hmm. 402 00:23:21,240 --> 00:23:22,720 - It's across the curve. - Correct. 403 00:23:22,840 --> 00:23:24,560 Even for day-to-day problems. 404 00:23:24,640 --> 00:23:26,000 - For instance, relationships... - Stress! 405 00:23:26,080 --> 00:23:27,280 Stress, life decisions... 406 00:23:27,360 --> 00:23:29,680 - Could you give us a demo of your platform? - Yes. 407 00:23:29,760 --> 00:23:30,920 - Please. - Please. 408 00:23:31,000 --> 00:23:34,560 SoulUp is only available via the website currently. 409 00:23:44,720 --> 00:23:48,320 Suppose I recently... Let's take depression for example. 410 00:23:48,440 --> 00:23:50,600 I was diagnosed with depression. 411 00:23:50,720 --> 00:23:52,840 So, I will click on "Mental Health", 412 00:23:52,920 --> 00:23:55,840 and once I go to the Mental Health tab, 413 00:23:55,960 --> 00:23:58,680 I will start seeing peers associated with it. 414 00:23:58,800 --> 00:24:01,960 You can access the information available for each peer 415 00:24:02,040 --> 00:24:04,680 which includes their experience and the languages they know. 416 00:24:04,800 --> 00:24:07,680 Currently, our website supports 21 languages. 417 00:24:08,040 --> 00:24:10,360 Their slots as well as journey 418 00:24:10,440 --> 00:24:12,920 - and what they have... - How many registered users do you have? 419 00:24:13,240 --> 00:24:14,120 200 peers. 420 00:24:17,040 --> 00:24:20,000 - We've recorded 700 conversations until now. - 700. 421 00:24:20,080 --> 00:24:21,320 - We started in February. - Very early stage. 422 00:24:21,400 --> 00:24:22,400 - Very early. - Too early. 423 00:24:22,480 --> 00:24:23,680 - Very early. - We started in February. 424 00:24:28,440 --> 00:24:30,360 I see somebody I like. 425 00:24:30,480 --> 00:24:33,600 Let's suppose Seema is relevant to me. 426 00:24:33,680 --> 00:24:36,400 I click on "book a conversation". 427 00:24:36,480 --> 00:24:37,280 They pay 428 00:24:43,520 --> 00:24:44,640 Does one need to make a payment? 429 00:24:51,800 --> 00:24:52,880 At any point in time, 430 00:24:52,960 --> 00:24:55,120 you can sign up for the group that is slotted. 431 00:24:55,240 --> 00:24:58,320 We intentionally accommodate only 5 to 6 people in a group 432 00:24:58,400 --> 00:25:01,600 to keep it intimate and keep the discussion rich. 433 00:25:01,760 --> 00:25:03,840 - Okay. - All of which are facilitated by therapists. 434 00:25:03,920 --> 00:25:07,880 Recently, we held groups for epilepsy, disabled people, 435 00:25:08,000 --> 00:25:09,480 dating fatigue 436 00:25:09,600 --> 00:25:12,320 as well as postpartum issues. 437 00:25:12,400 --> 00:25:14,440 We've held different support groups recently. 438 00:25:15,520 --> 00:25:18,800 When it comes to mental health issues, 439 00:25:18,880 --> 00:25:21,120 - how does one know he's suffering from them? - Symptoms. 440 00:25:21,200 --> 00:25:22,800 How will a person know he is depressed? 441 00:25:22,880 --> 00:25:25,640 The people around him will know before him 442 00:25:25,720 --> 00:25:27,520 or will the person himself know that he's depressed? 443 00:25:27,600 --> 00:25:29,160 It can be either of the two scenarios 444 00:25:29,280 --> 00:25:31,200 depending on how communicative 445 00:25:31,280 --> 00:25:34,560 or how cognizant their social support systems are. 446 00:25:34,680 --> 00:25:36,040 Sometimes, you know on your own 447 00:25:36,120 --> 00:25:38,600 or at times, people nudge you to do something about it 448 00:25:38,680 --> 00:25:39,920 because something feels wrong. 449 00:25:40,000 --> 00:25:41,120 But it is a journey. 450 00:25:52,560 --> 00:25:54,480 What are your passion and vision? 451 00:25:54,560 --> 00:25:57,720 - Our vision and belief, Anupam... - Yes? 452 00:25:57,840 --> 00:26:02,440 Is that the future of emotional wellness and health 453 00:26:02,720 --> 00:26:04,200 is peer-to-peer support. 454 00:26:04,280 --> 00:26:05,440 That is the future. 455 00:26:05,760 --> 00:26:07,400 While some aspects lack scalability 456 00:26:07,480 --> 00:26:09,600 and others fail to add value, 457 00:26:09,720 --> 00:26:11,760 peer support sits at a sweet spot. 458 00:26:11,840 --> 00:26:14,880 Why don't you believe the future could be technology-based? 459 00:26:14,960 --> 00:26:17,800 It can be technology-enabled, but mental health is something... 460 00:26:17,920 --> 00:26:20,280 - Personal touch. - Where human connect is central. 461 00:26:20,360 --> 00:26:22,120 It can be scaled using technology. 462 00:26:22,200 --> 00:26:24,880 I have two quick questions. What's the competition? 463 00:26:24,960 --> 00:26:28,200 Not just within India, but globally as well. 464 00:26:28,320 --> 00:26:29,920 Throw light on such support groups. 465 00:26:30,000 --> 00:26:32,600 Second, what's your revenue model? How do you make money? 466 00:26:32,720 --> 00:26:34,840 Within peer-to-peer, 467 00:26:35,080 --> 00:26:38,360 if we look at the global market, 468 00:26:38,440 --> 00:26:41,200 there are quite a few vertical players. 469 00:26:41,280 --> 00:26:44,680 For instance, inflow for ADHD specifically. 470 00:26:44,840 --> 00:26:47,920 Or running peer programmes for medical conditions, 471 00:26:48,040 --> 00:26:49,480 or for diabetes and asthma. 472 00:26:49,600 --> 00:26:51,720 They're big companies and are making money. 473 00:26:51,840 --> 00:26:54,160 Not billion-dollar companies yet, 474 00:26:54,560 --> 00:26:57,880 but they have raised venture capital, 475 00:26:57,960 --> 00:26:59,320 - have good partnerships... - Got it. Second question. 476 00:26:59,400 --> 00:27:00,520 How do you make money? 477 00:27:00,600 --> 00:27:02,560 We have two revenue models. 478 00:27:22,920 --> 00:27:25,920 The price point is Rs. 2000 to 3000. 479 00:27:26,000 --> 00:27:27,640 Out of our current margins, 480 00:27:27,720 --> 00:27:29,960 50% commission goes to the facilitator 481 00:27:39,360 --> 00:27:40,560 Yes, we are open to it. 482 00:27:40,680 --> 00:27:43,360 Our model is peer-led, peer being central. 483 00:27:43,800 --> 00:27:46,480 We envision it will be a big nucleus 484 00:27:46,600 --> 00:27:49,560 - where a lot of... - Peers will be the acquisition bit. 485 00:27:49,640 --> 00:27:52,480 - But therapy will bring in the real money. - Any high-value... 486 00:27:52,560 --> 00:27:56,040 Any high-value product can then be plugged into this big globe 487 00:27:56,120 --> 00:27:57,920 - of one-on-one interactions. - Got it, okay. 488 00:27:58,000 --> 00:28:00,400 What makes you think this will scale up exponentially? 489 00:28:00,480 --> 00:28:02,680 What are the key numbers you're tracking 490 00:28:02,840 --> 00:28:04,600 to track that inflection point? 491 00:28:14,240 --> 00:28:17,880 and will require a lot of manual seeding initially 492 00:28:26,560 --> 00:28:30,160 to a network of at least 10,000 peers. 493 00:28:30,240 --> 00:28:32,640 - I'll come with you. - The network will take care of itself 494 00:28:32,720 --> 00:28:35,800 in terms of bookings as well as repeat business. 495 00:28:35,880 --> 00:28:38,680 Okay, you don't have any business now. 496 00:28:38,760 --> 00:28:40,560 I don't know how you can build a business, 497 00:28:40,640 --> 00:28:41,600 but there are two things. 498 00:28:41,680 --> 00:28:43,720 One, the market is huge. 499 00:28:43,800 --> 00:28:47,200 It will be astronomical 20 years from now. 500 00:28:47,280 --> 00:28:50,000 - Yes. - The very reason being 501 00:28:50,120 --> 00:28:52,120 - increase in stress, anxiety and problems. - Correct. 502 00:28:52,200 --> 00:28:55,960 Second, you've both worked in start-ups. 503 00:28:56,040 --> 00:28:58,160 You could, as entrepreneurs, 504 00:28:58,280 --> 00:29:00,840 build a solid company, if this is your passion 505 00:29:00,920 --> 00:29:02,880 and you keep going at it. 506 00:29:03,000 --> 00:29:04,560 On that basis, 507 00:29:04,680 --> 00:29:07,240 Anupam and I would like to make you an offer. 508 00:29:07,320 --> 00:29:09,600 [music playing] 509 00:29:09,880 --> 00:29:12,440 Don't feel bad as it's Holi! 510 00:29:12,520 --> 00:29:15,920 I wish the viewers of Shark Tank India and Sony Television 511 00:29:16,000 --> 00:29:17,800 a Happy Holi. 512 00:29:17,880 --> 00:29:20,120 Your ask was Rs. 50 lakhs. 513 00:29:20,200 --> 00:29:23,200 Anupam and I will take 20% equity, 514 00:29:29,840 --> 00:29:31,640 I'm willing to come solo. 515 00:29:41,320 --> 00:29:43,800 I can offer Rs. 25 lakhs for 10% equity 516 00:29:59,600 --> 00:30:03,720 - I don't know how you'd pay off the - Debt will be interest-free. 517 00:30:03,800 --> 00:30:05,720 [tense music] 518 00:30:05,800 --> 00:30:08,400 All of them gave you different offers. 519 00:30:08,480 --> 00:30:10,760 You are an IITian 520 00:30:10,840 --> 00:30:14,440 who left a lucrative job to start this. You have struggled a lot. 521 00:30:14,960 --> 00:30:18,920 We aren't sure about the business angle but we believe you'll succeed. 522 00:30:19,000 --> 00:30:21,400 [clock ticking] 523 00:30:21,480 --> 00:30:24,840 We'll give you Rs. 50 lakhs and no debt. It's utter rubbish. 524 00:30:24,920 --> 00:30:28,280 How would you pay it off? We'll give you Rs. 50 lakhs 525 00:30:33,480 --> 00:30:35,040 I'd match their offer. 526 00:30:35,120 --> 00:30:37,760 - I want to be a solo investor. - Whose offer did you match? 527 00:30:37,840 --> 00:30:38,960 Rs. 50 lakhs for 15% equity. 528 00:30:46,480 --> 00:30:48,120 Namita, please make one offer only. 529 00:30:48,240 --> 00:30:49,520 - Don't make two offers. - Whatever they want! 530 00:30:49,600 --> 00:30:52,480 Forget the debt. You can't service the debt. 531 00:31:00,360 --> 00:31:02,480 - Now make your decision quickly. - Remember... 532 00:31:02,560 --> 00:31:03,840 We helped you get a good deal. 533 00:31:03,920 --> 00:31:06,320 Please don't forget who initiated the string of decent deals. 534 00:31:06,920 --> 00:31:07,960 Please tell us your decision. 535 00:31:08,040 --> 00:31:09,000 They still didn't like the offers. 536 00:31:30,560 --> 00:31:32,160 The right partners are sitting before you. 537 00:31:32,240 --> 00:31:34,880 I don't want this deal to turn into a vegetable market deal. 538 00:31:34,960 --> 00:31:37,600 [thrilling music] 539 00:31:39,560 --> 00:31:41,960 Do you want to be out or match their offer? 540 00:31:48,760 --> 00:31:52,000 Aman and Amit offered Rs. 50 lakhs for 9% equity. 541 00:31:52,080 --> 00:31:55,600 Vineeta and I offer Rs. 50 lakhs for 10% equity. 542 00:31:55,680 --> 00:31:58,160 Please make a decision as it's crunch time. 543 00:31:58,240 --> 00:32:00,520 Please don't forget you are getting two Sharks. You'd get more value. 544 00:32:00,600 --> 00:32:03,000 [suspenseful music] 545 00:32:06,560 --> 00:32:08,360 I want to be associated with this cause 546 00:32:08,440 --> 00:32:10,560 and I want to close this deal alone. 547 00:32:30,720 --> 00:32:31,920 It's worth the 5%. 548 00:32:32,040 --> 00:32:34,000 - You are worth it. - Thank you! 549 00:32:34,120 --> 00:32:35,480 Woo-hoo! 550 00:32:37,520 --> 00:32:39,440 Namita snatched the deal in an instant. 551 00:32:39,560 --> 00:32:41,160 I know! [laughing] 552 00:32:41,240 --> 00:32:43,400 - It was a good deal. - It was my deal. 553 00:32:43,480 --> 00:32:45,760 - That was something. - I want to make it big. 554 00:32:46,840 --> 00:32:49,520 [sweeping music] 555 00:32:56,800 --> 00:32:59,240 [ethereal music] 556 00:33:07,040 --> 00:33:09,680 [ethereal music] 557 00:33:15,960 --> 00:33:19,000 Once upon a time, there was a girl 558 00:33:19,320 --> 00:33:21,800 in a land far far away. 559 00:33:21,880 --> 00:33:24,560 She was fond of reading books. 560 00:33:24,760 --> 00:33:26,520 She read everything. 561 00:33:26,600 --> 00:33:28,280 Newspaper, posters 562 00:33:28,360 --> 00:33:30,960 and even the ingredients printed on the label of the shampoo bottle. 563 00:33:31,040 --> 00:33:32,360 [laughing] 564 00:33:32,480 --> 00:33:34,320 But as far as books were concerned, 565 00:33:34,400 --> 00:33:36,760 she had limited options. 566 00:33:37,600 --> 00:33:39,800 No points for guessing that girl is me. 567 00:33:40,840 --> 00:33:42,600 Oh! I thought you were talking about Vineeta. 568 00:33:43,400 --> 00:33:45,600 The ingredients of a shampoo. 569 00:33:46,240 --> 00:33:48,480 Hi, Sharks! My name is Surabhi. 570 00:33:48,600 --> 00:33:53,040 I'm 26 years old and I'm from Kot Narahwa village in Gopalganj. 571 00:33:57,720 --> 00:33:59,160 - Wow! - Wonderful! 572 00:33:59,280 --> 00:34:02,000 Sharks, our start-up tries to solve 573 00:34:02,080 --> 00:34:04,280 the problems of readers in two ways. 574 00:34:36,120 --> 00:34:38,920 and also merchandise inspired from them. 575 00:34:40,760 --> 00:34:44,920 We have delivered more than 70,000 orders till now 576 00:34:54,680 --> 00:34:58,800 is to develop an impactful reading culture in India. 577 00:34:58,880 --> 00:35:00,720 To achieve this our ask is 578 00:35:07,320 --> 00:35:09,520 - Welcome, Surabhi and Desh. - Thank you, sir! 579 00:35:09,600 --> 00:35:11,760 I observed that you were praying 580 00:35:11,880 --> 00:35:13,400 before you started the pitch. 581 00:35:13,480 --> 00:35:17,040 Right. I reached here coming from a small village 582 00:35:17,240 --> 00:35:19,560 and it's in itself a big deal for me. 583 00:35:19,640 --> 00:35:21,360 Where is Gopalganj situated? 584 00:35:21,520 --> 00:35:23,400 Is it Mr. Lalu Prasad's Gopalganj? 585 00:35:23,480 --> 00:35:25,040 - Yes. That's right. - Oh, my! 586 00:35:25,120 --> 00:35:27,080 It's a district situated at UP and Bihar's border. 587 00:35:27,200 --> 00:35:30,360 My village Kot Narahwa is a small village 588 00:35:30,480 --> 00:35:32,240 with a population of 1,200. 589 00:35:32,360 --> 00:35:34,000 Were you born in that village? 590 00:35:34,080 --> 00:35:35,600 - Yes. - Did you complete your studies there? 591 00:35:35,680 --> 00:35:39,480 Females of my generation 1995-96 592 00:35:39,600 --> 00:35:43,280 and older generations weren't given English-medium education. 593 00:35:43,360 --> 00:35:45,040 Oh! 594 00:35:45,120 --> 00:35:47,840 It was more than enough that they educated the boys. 595 00:35:48,800 --> 00:35:50,520 My mom hails from Patna. 596 00:35:50,600 --> 00:35:55,080 She went against my grandparents and got me educated. 597 00:35:56,440 --> 00:35:59,000 - She gave me an English-medium education. - Wow! 598 00:35:59,080 --> 00:36:00,120 In Patna? 599 00:36:00,200 --> 00:36:02,360 - No. Gorakhpur. - Gorakhpur! 600 00:36:02,440 --> 00:36:05,840 I think you are lucky to have a strong mother. 601 00:36:06,680 --> 00:36:10,160 This is what we need. Every girl must study so that India progresses. 602 00:36:10,240 --> 00:36:11,680 That's right, sir. 603 00:36:13,560 --> 00:36:15,040 I have a question for Desh. 604 00:36:15,120 --> 00:36:18,280 - What's your qualification? - I did my schooling in Mirzapur. 605 00:36:18,520 --> 00:36:21,920 Then I went to Kota to prepare for the IIT entrance but didn't succeed. 606 00:36:22,000 --> 00:36:23,560 I met Surabhi there 607 00:36:23,640 --> 00:36:27,000 and coincidentally, we met in a bookshop. 608 00:36:27,120 --> 00:36:28,520 - Okay. - Wonderful! 609 00:36:28,640 --> 00:36:31,080 We were looking for the same book. It was Hemingway's book. 610 00:36:31,200 --> 00:36:34,160 - The Old Man and the Sea. - Very nice book. 611 00:36:34,280 --> 00:36:36,120 And it was the last copy. 612 00:36:36,240 --> 00:36:38,440 [chuckling] 613 00:36:38,520 --> 00:36:39,920 - What happened next? - We became friends. 614 00:36:40,000 --> 00:36:44,280 She said she had the plan to start this. She wanted to make a website. 615 00:36:44,600 --> 00:36:47,480 I knew how to make websites. 616 00:36:47,600 --> 00:36:51,840 I promised to help her and I felt that I faced a similar problem. 617 00:36:51,920 --> 00:36:55,040 When I was a child, my parents asked me 618 00:36:55,120 --> 00:36:56,920 to study Maths, Physics 619 00:36:57,000 --> 00:36:58,800 and read everything except novels. 620 00:36:58,880 --> 00:37:02,560 I used to read Nanhe Samrat and Champak magazines secretly. 621 00:37:02,680 --> 00:37:04,880 - Chacha Chaudhary! - Super Commando Dhruva! 622 00:37:05,120 --> 00:37:06,840 [chuckling] 623 00:37:06,960 --> 00:37:08,520 Sir, I always wanted to be an entrepreneur. 624 00:37:08,600 --> 00:37:10,280 To be honest, 625 00:37:10,480 --> 00:37:13,160 since I heard about Bill Gates in 2003-2004, 626 00:37:13,240 --> 00:37:15,920 - I wanted to do something. - So sweet! 627 00:37:16,120 --> 00:37:17,240 Wow! 628 00:37:17,320 --> 00:37:20,600 - What about the book you were searching for? - Sir, she took it. 629 00:37:20,680 --> 00:37:21,880 - She took it. - Oh, yes! 630 00:37:22,000 --> 00:37:24,240 - I took it! - I like that. 631 00:37:24,520 --> 00:37:26,880 Are you two friends or... 632 00:37:26,960 --> 00:37:28,680 - Sir, we are friends. Best friends. - Best friends! 633 00:37:28,760 --> 00:37:29,720 Fantastic! 634 00:37:29,800 --> 00:37:31,040 [chuckling] 635 00:37:31,160 --> 00:37:33,920 I wish the viewers of Sony TV and Shark Tank India 636 00:37:34,000 --> 00:37:35,960 a very happy Holi. 637 00:37:36,080 --> 00:37:39,160 I wish the viewers of Shark Tank India and Sony TV 638 00:37:39,240 --> 00:37:41,040 a happy Holi. 639 00:37:41,120 --> 00:37:42,640 Let me tell you something honestly. 640 00:37:42,720 --> 00:37:45,960 I have never read a book in my whole life. 641 00:37:46,520 --> 00:37:47,680 I went to an MBA college 642 00:37:47,760 --> 00:37:50,200 and they asked me to read a book. 643 00:37:50,280 --> 00:37:52,560 Supposedly, our reading improves if we read books. 644 00:37:57,880 --> 00:38:00,440 I read it in 2.5 months. 645 00:38:00,520 --> 00:38:03,320 Oh! [chuckling] 646 00:38:03,960 --> 00:38:05,080 I didn't read any book after that. 647 00:38:05,160 --> 00:38:07,480 I'll read only one book and that's mine when it gets published. 648 00:38:07,560 --> 00:38:09,160 Oh, my! 649 00:38:09,280 --> 00:38:10,600 Sir, we'd read it too. 650 00:38:10,680 --> 00:38:13,120 Did you read The Dolphin and the Shark? 651 00:38:13,200 --> 00:38:17,680 - Sir, we... - Actually, I brought a copy to get it signed. 652 00:38:17,760 --> 00:38:19,040 Oh! That's so sweet! 653 00:38:19,120 --> 00:38:20,880 Who else doesn't read books? 654 00:38:21,000 --> 00:38:22,600 I also don't read books. 655 00:38:22,680 --> 00:38:24,120 I'm an avid reader. 656 00:38:24,200 --> 00:38:26,800 - Sir, can we show you the box? - Yes, please! 657 00:38:26,880 --> 00:38:28,440 [ethereal music] 658 00:38:29,640 --> 00:38:31,000 Aman, he didn't give you the box. 659 00:38:31,120 --> 00:38:32,680 It's very heavy. [laughing] 660 00:38:33,400 --> 00:38:34,760 They didn't give Aman a box. 661 00:38:38,200 --> 00:38:40,200 It's so heavy. 662 00:38:40,600 --> 00:38:42,600 - It's too heavy. - Quite heavy. 663 00:38:42,680 --> 00:38:44,160 They know those who don't read books. 664 00:38:44,240 --> 00:38:45,600 They didn't give it to Amit and me. 665 00:38:45,760 --> 00:38:47,160 [laughing] 666 00:38:50,880 --> 00:38:53,760 - Wow! - Wow! Amazing! 667 00:38:53,840 --> 00:38:57,160 - What a message! Incredible quote! - Yes, sir! 668 00:39:04,480 --> 00:39:05,920 Who did the branding? 669 00:39:06,000 --> 00:39:07,800 - Sir, I did it. - I think it's beautiful. 670 00:39:07,920 --> 00:39:09,720 It's lovely branding. 671 00:39:11,000 --> 00:39:14,080 'Obstinate headstrong girl'. That's me. 672 00:39:14,160 --> 00:39:15,600 In Hindi, we call them stubborn. 673 00:39:15,680 --> 00:39:18,520 [laughing] 674 00:39:19,000 --> 00:39:21,440 - I'm stubborn! - Of course! 675 00:39:29,960 --> 00:39:31,520 Why would I buy on your online platform? 676 00:39:38,360 --> 00:39:41,440 India publishes limited books. 677 00:39:41,520 --> 00:39:45,640 The number of trade books in the US and the UK including fiction 678 00:39:45,720 --> 00:39:49,080 and non-fiction is 250 books per month by a single publisher. 679 00:39:50,240 --> 00:39:51,800 When the same list of books is published in India, 680 00:39:51,880 --> 00:39:54,400 only two of them are bestsellers 681 00:39:54,480 --> 00:39:56,920 and some old books from popular authors are sold. 682 00:39:57,000 --> 00:39:58,640 Our USP is that 683 00:39:58,720 --> 00:40:02,360 we go a step ahead and sell those books 684 00:40:02,480 --> 00:40:05,280 which aren't available on other platforms 685 00:40:05,400 --> 00:40:08,200 and if a random seller lists those books, 686 00:40:08,280 --> 00:40:10,480 the price is inflated. 687 00:40:10,560 --> 00:40:12,120 [sweeping music] 688 00:40:12,200 --> 00:40:14,800 You have filled it with merchandise 689 00:40:14,920 --> 00:40:16,600 but only a few books are kept inside the box. 690 00:40:16,680 --> 00:40:18,080 There are only two books. 691 00:40:23,040 --> 00:40:26,320 We named the boxes after different types of coffee. 692 00:40:39,480 --> 00:40:41,000 [upbeat music] 693 00:40:41,080 --> 00:40:44,720 If you don't want merchandise but only books, 694 00:40:45,000 --> 00:40:47,800 you may add only books to your box. 695 00:40:50,760 --> 00:40:52,040 How much does this box cost? 696 00:40:59,240 --> 00:41:01,960 - So the customer will pay around Rs. 1,500 to Rs. 1,600. - Yes! 697 00:41:02,360 --> 00:41:04,960 Shall I give you a demo of my website and the app? 698 00:41:05,040 --> 00:41:06,320 Yes, please! 699 00:41:06,400 --> 00:41:09,800 Sir, I told you about ChapterOne earlier. 700 00:41:09,920 --> 00:41:11,200 It's our retail platform. 701 00:41:12,280 --> 00:41:14,120 When you open our app, 702 00:41:14,240 --> 00:41:17,520 first of all, you'd see the categories or genres. 703 00:41:18,360 --> 00:41:21,240 Fantasy, Manga and other such genres. 704 00:41:22,240 --> 00:41:25,560 Some books are available with us exclusively. 705 00:41:25,680 --> 00:41:27,720 The special edges 706 00:41:27,840 --> 00:41:31,720 and special endpapers are available only with us. 707 00:41:32,040 --> 00:41:33,240 What do you mean by special edges? 708 00:41:33,320 --> 00:41:35,400 Basically, they have special prints 709 00:41:35,520 --> 00:41:38,400 - which can't be found in India easily. - Got it. 710 00:41:40,120 --> 00:41:42,760 Our second product is The Big Book Box as you can see. 711 00:41:42,840 --> 00:41:44,600 This is its website. 712 00:41:44,920 --> 00:41:48,680 We pick a theme every month. We chose Dark Academia for August. 713 00:41:57,240 --> 00:42:00,200 about all the books 714 00:42:00,280 --> 00:42:02,880 and the merchandise too. 715 00:42:13,040 --> 00:42:14,560 Sir, that's my work. 716 00:42:14,640 --> 00:42:16,560 I always say that I'm the heart of the business 717 00:42:16,680 --> 00:42:17,800 and he's the brain of the business. 718 00:42:17,880 --> 00:42:19,440 - Okay. - Nice! 719 00:42:23,440 --> 00:42:26,080 Unfortunately, this market 720 00:42:26,160 --> 00:42:29,960 is declining even though we want to boost the reading culture. 721 00:42:30,320 --> 00:42:32,960 My company has many employees younger than 25 years 722 00:42:33,040 --> 00:42:35,840 and I gifted them books on every secret Santa 723 00:42:35,920 --> 00:42:37,120 until I got feedback, 724 00:42:37,200 --> 00:42:40,200 "Ma'am, nobody likes to read books. Please don't gift books." 725 00:42:40,280 --> 00:42:41,720 It's a fact. 726 00:42:41,800 --> 00:42:44,720 What is your opinion? How big is this market? 727 00:42:44,800 --> 00:42:47,680 Is it growing or declining? How will this culture change? 728 00:42:47,760 --> 00:42:49,760 According to Nielsen survey, 729 00:42:49,840 --> 00:42:52,920 the market for physical books is increasing. 730 00:42:53,000 --> 00:42:55,240 [sweeping music] 731 00:42:55,360 --> 00:42:58,440 - How much? - Last year, it grew around 26.1%. 732 00:42:58,520 --> 00:42:59,800 - Huh? - What? 733 00:42:59,920 --> 00:43:02,040 - Yes! - Really? 734 00:43:04,280 --> 00:43:05,800 - Yes. - They must be electronic books. 735 00:43:05,920 --> 00:43:08,120 - This growth is in India? - Yes. 736 00:43:08,200 --> 00:43:10,040 Can you give me a figure in crores? 737 00:43:10,120 --> 00:43:13,440 The TAM is around 13 crores of people who read 738 00:43:13,560 --> 00:43:14,880 - and who know about books. - No. 739 00:43:15,000 --> 00:43:18,360 - In terms of value. - The value is about 8.8 billion dollars. 740 00:43:19,760 --> 00:43:21,040 But there's a catch. 741 00:43:22,960 --> 00:43:24,680 It's all textbook slake. 742 00:43:24,760 --> 00:43:27,160 [tense music playing] 743 00:43:28,400 --> 00:43:30,520 Tell us about this category barring textbooks. 744 00:43:30,600 --> 00:43:32,440 It's around 3.2 billion dollars. 745 00:43:35,280 --> 00:43:36,320 Quite a big number. 746 00:43:36,760 --> 00:43:38,240 It doesn't seem quite right. 747 00:43:40,400 --> 00:43:41,680 It seems implausible. 748 00:43:42,280 --> 00:43:43,920 Tell us your business numbers. 749 00:44:04,640 --> 00:44:07,160 Our gross margin was around Rs. 1.05 crores. 750 00:44:17,240 --> 00:44:20,280 How much of it was through the online store 751 00:44:20,360 --> 00:44:21,480 and subscriptions respectively? 752 00:44:38,280 --> 00:44:40,800 As you know, I am not quite fond of books, 753 00:44:40,880 --> 00:44:42,560 although my family reads. 754 00:44:42,680 --> 00:44:45,200 Secondly, I feel it's a declining business. 755 00:44:46,280 --> 00:44:50,080 People would prefer e-books in the near future. 756 00:44:51,320 --> 00:44:53,240 So, for that reason, I am out. 757 00:44:54,640 --> 00:44:56,160 - Thank you. - We understand, sir. 758 00:44:56,240 --> 00:44:58,920 Let's get to the subscription use case in India. 759 00:44:59,040 --> 00:45:03,480 When a person makes a payment six months in advance, 760 00:45:03,560 --> 00:45:07,320 they expect around a 50% discount. 761 00:45:41,240 --> 00:45:44,720 Surabhi and Desh, I have understood your passion, 762 00:45:44,840 --> 00:45:48,400 but I need to understand what the end goal is here. 763 00:45:49,560 --> 00:45:52,520 I'm sure you know this business is a tad difficult. 764 00:45:52,600 --> 00:45:55,080 [intense music playing] 765 00:45:55,280 --> 00:45:57,320 Sir, we want to build a tech-enabled platform. 766 00:45:57,400 --> 00:45:59,520 We want to build an ecosystem for readers. 767 00:45:59,600 --> 00:46:01,160 What do you want to do in life? 768 00:46:01,240 --> 00:46:03,440 Do you wish to build a successful company 769 00:46:03,560 --> 00:46:06,160 or drive a culture 770 00:46:06,280 --> 00:46:09,040 that develops interest among children to read books? 771 00:46:09,360 --> 00:46:11,360 We wish to drive a culture 772 00:46:12,200 --> 00:46:14,840 - and also wish to make a successful business. - Both! 773 00:46:16,200 --> 00:46:19,480 We spoke to the publishers from whom we sourced these books. 774 00:46:19,960 --> 00:46:21,400 They told us 775 00:46:21,480 --> 00:46:24,800 - the sky is the limit when it comes to books. - Okay. 776 00:46:25,360 --> 00:46:28,640 Take Barnes & Noble Booksellers and Waterstones for instance. 777 00:46:28,800 --> 00:46:30,640 The culture is simply booming. 778 00:46:30,800 --> 00:46:32,920 India's literacy rate is on the rise 779 00:46:33,000 --> 00:46:35,960 with the number of educated people rising, especially youngsters. 780 00:46:36,120 --> 00:46:39,640 Looking at this demographic, books are only going to get bigger 781 00:46:39,720 --> 00:46:41,760 - and better... - Barnes & Noble is struggling. 782 00:46:42,560 --> 00:46:45,040 - It's bankrupt. - It has shut down. 783 00:46:45,120 --> 00:46:47,000 - Barnes & Noble is finished. - Almost bankrupt. 784 00:46:47,200 --> 00:46:48,080 Yes. 785 00:46:48,960 --> 00:46:51,480 But on their online platform, 786 00:46:51,560 --> 00:46:55,160 you're still able to get a ton of amazing books. 787 00:46:55,760 --> 00:47:00,040 You will literally not get those editions of books anywhere. 788 00:47:00,920 --> 00:47:03,960 I think their number of 26% growth 789 00:47:04,360 --> 00:47:07,560 in actual books isn't accurate. 790 00:47:09,000 --> 00:47:10,920 I talk 791 00:47:11,040 --> 00:47:13,920 to people about books in general. 792 00:47:14,080 --> 00:47:16,280 It's a dying culture, unfortunately. 793 00:47:17,400 --> 00:47:19,120 I think it's a shrinking TAM. 794 00:47:20,040 --> 00:47:22,920 And what you mentioned about your USP, 795 00:47:23,000 --> 00:47:25,360 a few books that are not easily available... 796 00:47:25,440 --> 00:47:26,880 - Ma'am, a few are available. - Yes. 797 00:47:27,000 --> 00:47:28,920 - Most are not available. - Most of them are not. 798 00:47:29,440 --> 00:47:32,240 I don't know. People usually want to go for bestsellers 799 00:47:32,320 --> 00:47:35,240 and bestsellers, most of the time, are available. 800 00:47:36,160 --> 00:47:41,640 As an investor, I don't think my money will multiply 100x. 801 00:47:41,720 --> 00:47:43,160 For that reason, I am out. 802 00:47:44,480 --> 00:47:46,760 No, I would like to disagree. 803 00:47:47,600 --> 00:47:48,680 Huh? What happened? 804 00:47:49,320 --> 00:47:50,640 Do you know why she said that? 805 00:47:51,880 --> 00:47:53,800 The sales of her book... 806 00:47:53,880 --> 00:47:56,120 [Sharks laugh] 807 00:47:56,240 --> 00:47:58,120 - That's why she said it's a dull business! - Yes... 808 00:47:58,200 --> 00:48:00,480 - My book is a bestseller. - Okay. 809 00:48:00,640 --> 00:48:02,120 [Sharks laugh] 810 00:48:03,480 --> 00:48:05,040 As far as my understanding goes, 811 00:48:05,200 --> 00:48:08,080 if you sell 5000 books in India, 812 00:48:08,400 --> 00:48:10,000 then your book is a bestseller. 813 00:48:10,080 --> 00:48:11,520 - Right, Namita? - Yes. 814 00:48:11,640 --> 00:48:13,280 In the US or the West, 815 00:48:13,480 --> 00:48:14,840 a book becomes a bestseller 816 00:48:14,920 --> 00:48:17,360 when you sell one hundred thousand or a million books. 817 00:48:18,080 --> 00:48:20,120 - The market is very small. - Correct. 818 00:48:20,440 --> 00:48:23,000 There's another problem which you haven't addressed. 819 00:48:24,840 --> 00:48:27,320 50 to 70% of the market 820 00:48:28,040 --> 00:48:30,720 - is made up of unauthorised booksellers. - Yes. 821 00:48:31,800 --> 00:48:34,880 At signals, Churchgate station 822 00:48:34,960 --> 00:48:38,240 and other stations too, you will see shops selling books. 823 00:48:38,360 --> 00:48:40,280 All of them are unauthorised 824 00:48:40,960 --> 00:48:43,240 and to a certain extent, illegal. 825 00:48:43,440 --> 00:48:44,280 Yes. 826 00:48:46,120 --> 00:48:47,640 What is your take on it? 827 00:48:47,720 --> 00:48:50,160 I would like to add a point here. 828 00:48:50,280 --> 00:48:52,720 When my book got published, I had a choice. 829 00:48:52,800 --> 00:48:56,640 I could add an extra 10,000 words and convert it into a hardback. 830 00:48:56,800 --> 00:48:59,680 There's a prestige that comes along with it as it costs Rs. 800. 831 00:48:59,760 --> 00:49:02,320 Or roll it out for Rs. 300 as a paperback. 832 00:49:02,680 --> 00:49:06,080 I chose paperback because the reality is 833 00:49:06,160 --> 00:49:07,720 that I wanted more people to read it. 834 00:49:07,800 --> 00:49:12,080 The market for books in our country is price sensitive. 835 00:49:12,160 --> 00:49:14,760 You're selling books for Rs. 1500 and 1600 836 00:49:14,840 --> 00:49:17,760 which is hard to sell in a price-sensitive market. 837 00:49:17,840 --> 00:49:19,480 She opted for paperback 838 00:49:19,560 --> 00:49:22,040 also because buying 5000 copies of your own book is cheaper! 839 00:49:22,280 --> 00:49:23,400 [Sharks laugh] 840 00:49:23,480 --> 00:49:24,880 To make it a bestseller! 841 00:49:24,960 --> 00:49:28,880 With friends like them, who needs enemies? 842 00:49:29,720 --> 00:49:32,120 - Founder, the stage is yours. Answer me. - Yes. 843 00:49:32,200 --> 00:49:34,280 Unauthorised and copyright violation. 844 00:49:34,360 --> 00:49:38,120 Anupam, what you said is absolutely correct. 845 00:49:39,320 --> 00:49:41,760 You'll be surprised to know 846 00:49:41,840 --> 00:49:45,080 that people sell pirated copies online as well. 847 00:49:57,040 --> 00:50:00,800 And if you do, it's evident from the cover itself. 848 00:50:01,000 --> 00:50:04,840 There definitely are people who buy these books. 849 00:50:05,240 --> 00:50:07,840 Hopefully, when they read those pirated books, 850 00:50:07,920 --> 00:50:08,960 may their interest in reading... 851 00:50:09,040 --> 00:50:12,920 Okay, Surabhi and Desh. I'm impressed by your passion. 852 00:50:13,360 --> 00:50:14,480 But I feel 853 00:50:14,560 --> 00:50:18,520 you have not been able to understand the business completely. 854 00:50:20,320 --> 00:50:23,880 Or what kind of market is needed 855 00:50:23,960 --> 00:50:25,880 for an investor to get good returns. 856 00:50:26,720 --> 00:50:28,440 I am out for that reason. 857 00:50:29,640 --> 00:50:31,880 You need to give it a serious thought 858 00:50:31,960 --> 00:50:34,240 whether you wish to really tread this path. 859 00:50:34,560 --> 00:50:36,160 Of raising funds from investors 860 00:50:36,240 --> 00:50:40,040 and building a business solely focused on returns. 861 00:50:41,440 --> 00:50:43,680 I think your passion 862 00:50:43,760 --> 00:50:45,720 for inculcating an interest in reading 863 00:50:45,800 --> 00:50:48,760 can also be achieved by building a successful business. 864 00:50:49,480 --> 00:50:52,160 Many celebrities would love to join your cause 865 00:50:52,320 --> 00:50:54,120 and I think you can bring about a change. 866 00:50:54,240 --> 00:50:58,960 You don't have to become the next company that raised a funding round. 867 00:50:59,080 --> 00:51:00,000 So, good luck. 868 00:51:01,160 --> 00:51:02,440 As an investor, I'll be honest. 869 00:51:02,520 --> 00:51:06,360 I want the young generation watching to be motivated by you 870 00:51:06,440 --> 00:51:07,720 and establish such businesses 871 00:51:07,800 --> 00:51:10,480 because starting businesses that fetch profits 872 00:51:10,560 --> 00:51:12,000 of a crore or two is easy. 873 00:51:12,720 --> 00:51:15,120 It's a big amount. It isn't small. 874 00:51:15,480 --> 00:51:18,760 I don't see this as a business 875 00:51:18,880 --> 00:51:20,840 where I will get high returns on my investment. 876 00:51:22,720 --> 00:51:24,520 I'll be available for your help. 877 00:51:24,600 --> 00:51:26,040 You can contact me personally too. 878 00:51:26,160 --> 00:51:28,760 I want to be associated with your mission 879 00:51:28,840 --> 00:51:30,560 in another way, not by investment. 880 00:51:31,520 --> 00:51:33,560 - Congratulations on building what you've built, guys. - Thanks. 881 00:51:33,640 --> 00:51:35,240 - Very proud of you. - Thank you. 882 00:51:35,320 --> 00:51:36,560 - Good fun. - Thank you, guys. 883 00:51:36,640 --> 00:51:38,480 - Thank you so much. - See you guys. 884 00:51:39,640 --> 00:51:42,120 Namita, I'd like to take this opportunity 885 00:51:42,200 --> 00:51:43,120 to get this signed by you. 886 00:51:43,200 --> 00:51:45,600 - Oh, that's so sweet! - Aw! 887 00:51:46,200 --> 00:51:47,720 Oh my God! 888 00:51:50,440 --> 00:51:52,880 - Thank you. - Thank you so much, Namita. 889 00:51:55,240 --> 00:51:57,280 [music playing] 890 00:51:58,880 --> 00:52:00,240 You've come from afar. 891 00:52:00,360 --> 00:52:02,920 I can't let you go without taking you to the ACKO Change Makers Wall. 892 00:52:03,000 --> 00:52:04,840 Let's go. Okay? 893 00:52:04,920 --> 00:52:07,960 Do you think buying books from you can change 894 00:52:08,240 --> 00:52:11,320 a non-reader’s attitude and how they perceive things? 895 00:52:11,560 --> 00:52:13,880 I believe that through ChapterOne, 896 00:52:13,960 --> 00:52:17,560 we make the reading experience innovative for our customers. 897 00:52:17,840 --> 00:52:22,000 We give them a bookmark with a quote from a book they purchase. 898 00:52:22,120 --> 00:52:24,720 It makes people more curious about the book. 899 00:52:24,880 --> 00:52:28,240 By doing so, we add value to the book. 900 00:52:28,320 --> 00:52:31,480 So, we are absolutely sure that we can successfully 901 00:52:31,600 --> 00:52:33,600 convert non-readers into readers. 902 00:52:33,760 --> 00:52:35,440 You are trying to bring a change! 903 00:52:35,600 --> 00:52:37,360 ACKO would like to welcome this change. 904 00:52:37,440 --> 00:52:40,040 I would like to request you to write a small message 905 00:52:40,120 --> 00:52:42,440 and sign an autograph for us on ACKO Change Makers Wall. 906 00:52:42,520 --> 00:52:43,800 - Thank you! - Thank you! 907 00:52:45,680 --> 00:52:48,800 ACKO has more than 80 million satisfied customers. 908 00:52:48,920 --> 00:52:50,800 I hope your books spread happiness too. 909 00:52:50,920 --> 00:52:52,280 We wish you the very best! 910 00:52:52,800 --> 00:52:53,880 Want to be a Shark? 911 00:53:07,200 --> 00:53:09,120 So download or update the SonyLIV app 912 00:53:09,320 --> 00:53:10,720 and get ready to be a home shark. 913 00:53:11,120 --> 00:53:13,240 'Today's Shark Xperience' 914 00:53:13,320 --> 00:53:15,720 'features Pakhi's question from Bolpur, Anupam.' 915 00:53:15,880 --> 00:53:21,280 'Many companies are laying off their employees nowadays.' 916 00:53:21,600 --> 00:53:25,640 'What do you do if you have to fire someone?' 917 00:53:25,760 --> 00:53:26,800 Great question. 918 00:53:26,880 --> 00:53:30,760 Layoffs or firing in America are done in a really direct manner. 919 00:53:30,840 --> 00:53:34,000 You will receive a communication on your personal email 920 00:53:34,080 --> 00:53:36,200 that you must not come to work starting today 921 00:53:36,320 --> 00:53:39,080 and you will receive severance pay for x number of months. 922 00:53:39,160 --> 00:53:42,480 Losing a job is detrimental to one's financial condition, 923 00:53:42,840 --> 00:53:47,520 but some people never recover from the damage 924 00:53:47,600 --> 00:53:49,200 it causes to their dignity. 925 00:53:49,560 --> 00:53:54,920 Look, there was a time when we, too, had to lay off people. 926 00:53:55,000 --> 00:53:57,240 It was during the global financial crisis of 2008. 927 00:53:57,360 --> 00:54:00,080 Our planning was in place. 928 00:54:33,240 --> 00:54:34,880 when I am needed to do it, 929 00:54:34,960 --> 00:54:36,680 but whilst displaying empathy. 930 00:54:36,800 --> 00:54:40,280 I let employees know why it needs to be done.