1 00:00:10,080 --> 00:00:11,160 Hello! 2 00:00:11,560 --> 00:00:12,520 Do you see it? 3 00:00:12,800 --> 00:00:14,480 I've been given a great suit for the finale week of 4 00:00:14,560 --> 00:00:15,720 Shark Tank India, Season 2. 5 00:00:15,840 --> 00:00:18,400 Co-presented by ACKO. Payments partner, Cashfree payments. 6 00:00:18,520 --> 00:00:21,120 Ideas partner, Smallcase. Co-powered by PokerBaazi. 7 00:00:21,200 --> 00:00:23,800 Money partner, Fi Money. Online food partner, Eatfit. 8 00:00:24,000 --> 00:00:25,360 Eyewear partner, Lenskart. 9 00:00:25,480 --> 00:00:27,520 The show's final week is here. 10 00:00:27,720 --> 00:00:29,680 But pitchers, investments, businesses, 11 00:00:29,760 --> 00:00:32,360 questions and answers have a lot of twists to unravel. 12 00:00:32,560 --> 00:00:34,600 Let's watch ahead. 13 00:00:35,480 --> 00:00:37,280 Shark Tank India 14 00:00:37,360 --> 00:00:39,720 is in its final week. 15 00:00:40,680 --> 00:00:42,440 And there are going to be 16 00:00:42,560 --> 00:00:45,200 not only brilliant entrepreneurs 17 00:00:45,320 --> 00:00:48,320 but also all our favourite Sharks. 18 00:00:48,400 --> 00:00:52,320 Welcome to the finale of Season 2, Shark Tank India. 19 00:00:52,960 --> 00:00:55,400 Patients with paralysis, Parkinson's, 20 00:00:55,480 --> 00:00:57,520 for them Sahayatha 21 00:00:57,600 --> 00:01:00,920 will make their defecation process much easier, healthier, 22 00:01:01,000 --> 00:01:04,680 hygienic and dignified. 23 00:01:04,800 --> 00:01:06,320 Very smart thinking. 24 00:01:06,720 --> 00:01:09,480 As an actor, I always dreamt of 25 00:01:09,560 --> 00:01:13,800 draping sari in a snow-clad location and sway my long hair. 26 00:01:13,920 --> 00:01:15,960 But my hair never grew so long. 27 00:01:16,040 --> 00:01:18,960 - So, I made a hair topper. - Oh, my God! 28 00:01:19,040 --> 00:01:20,640 - Wow! - No way. 29 00:01:20,760 --> 00:01:22,320 Wow! 30 00:01:22,480 --> 00:01:24,960 No! 31 00:01:25,800 --> 00:01:28,520 Whether you use a paper or a bottle, 32 00:01:28,600 --> 00:01:32,480 unless you wash it with this, you're not satisfied. 33 00:01:33,280 --> 00:01:36,920 Modest Fashion doesn't cater to any community. 34 00:01:37,000 --> 00:01:39,240 Modest Fashion can be worn by anyone. 35 00:01:39,320 --> 00:01:41,680 Your ask is Rs. 1 crore for 10% equity. 36 00:01:41,760 --> 00:01:44,720 I won't negotiate. Let's do 1 crore for 10%. 37 00:01:44,800 --> 00:01:46,560 Is it a deal? 38 00:01:47,040 --> 00:01:48,360 Woah! 39 00:01:48,440 --> 00:01:49,960 It's a deal. 40 00:01:50,560 --> 00:01:53,080 Who wants to join us 41 00:01:53,160 --> 00:01:55,040 and build 42 00:01:55,120 --> 00:01:58,240 Sugar, the favourite beauty brand of young India? 43 00:01:59,960 --> 00:02:02,000 [music playing] 44 00:02:05,160 --> 00:02:07,960 [music playing] 45 00:02:26,240 --> 00:02:29,640 Hi, Sharks. Life is magical. 46 00:02:30,960 --> 00:02:34,680 Every challenge is a chance to prove something. 47 00:02:36,000 --> 00:02:39,120 At the age of 15 48 00:02:39,240 --> 00:02:43,040 with 300 rupees in my hand, I left my home 49 00:02:43,280 --> 00:02:46,200 and there was only darkness all around. 50 00:02:46,280 --> 00:02:47,600 [music playing] 51 00:02:47,680 --> 00:02:51,320 Neither did I know where to go nor what to do. 52 00:02:52,760 --> 00:02:56,440 But life took me to a beauty pageant. 53 00:02:56,520 --> 00:02:58,560 [music playing] 54 00:02:58,640 --> 00:02:59,760 There I learnt 55 00:02:59,840 --> 00:03:02,240 that a piece of jewellery 56 00:03:02,320 --> 00:03:04,920 enhances your look. 57 00:03:06,280 --> 00:03:08,320 When I researched more, 58 00:03:08,440 --> 00:03:10,360 I realised that in India, 59 00:03:10,440 --> 00:03:13,480 jewellery is sold in a scattered fashion. 60 00:03:14,200 --> 00:03:16,960 On one hand, there's the high-end, luxury, 61 00:03:17,040 --> 00:03:19,280 designer or gold jewellery. 62 00:03:30,360 --> 00:03:33,800 that will have high-quality and high designs 63 00:03:40,120 --> 00:03:43,160 And that's how Rubans accessories started. 64 00:03:43,240 --> 00:03:45,000 [music playing] 65 00:03:46,360 --> 00:03:48,400 Today, we are India's 66 00:03:48,480 --> 00:03:51,120 fastest-growing jewellery brand. 67 00:03:51,200 --> 00:03:55,200 Hi, everyone! I'm Chinu Kala, founder of Rubans accessories. 68 00:04:01,520 --> 00:04:04,240 Rubans was started in 2014 69 00:04:08,440 --> 00:04:11,720 have served more than 25 lakh customers. 70 00:04:11,800 --> 00:04:13,320 - Wow! - Wow. 71 00:04:13,440 --> 00:04:15,760 Sharks, our vision 72 00:04:15,840 --> 00:04:20,080 is to make Rubans, India's biggest fashion jewellery brand. 73 00:04:20,160 --> 00:04:22,080 [music playing] 74 00:04:22,160 --> 00:04:24,600 So, our ask is 75 00:04:37,800 --> 00:04:41,760 I think we met once at an event in Bengaluru, right? 76 00:04:41,840 --> 00:04:44,720 [music playing] 77 00:04:44,800 --> 00:04:45,440 Yeah. 78 00:04:45,560 --> 00:04:46,440 You were also there. 79 00:04:46,520 --> 00:04:49,200 Yeah. I was there and 80 00:04:49,280 --> 00:04:52,160 Chinu's story, she fought with her dad, 81 00:04:52,240 --> 00:04:55,200 left home and built her life. 82 00:04:55,320 --> 00:04:58,160 I heard that story on Josh Talks. 83 00:04:58,280 --> 00:04:59,800 And it influenced me. 84 00:04:59,880 --> 00:05:02,480 So, it's serendipitous that 85 00:05:02,560 --> 00:05:06,880 I've been inspired by your story for the 3rd or 4th time. 86 00:05:13,040 --> 00:05:15,880 I had differences with my dad. 87 00:05:16,000 --> 00:05:19,200 So, one day, my dad asked me to leave home. 88 00:05:19,280 --> 00:05:22,160 And I picked up my bag which had a dress 89 00:05:22,240 --> 00:05:23,320 and 300 rupees. 90 00:05:23,400 --> 00:05:24,800 I left with it. 91 00:05:24,880 --> 00:05:25,960 Why did you leave home? 92 00:05:26,080 --> 00:05:28,400 Uh, my mom used to live in Saudi Arabia. 93 00:05:28,480 --> 00:05:28,960 Okay. 94 00:05:29,040 --> 00:05:31,280 And I used to live with my stepmom. 95 00:05:31,360 --> 00:05:33,440 So, there were many issues at home. 96 00:05:35,400 --> 00:05:37,280 One day, it grew so big that 97 00:05:37,400 --> 00:05:40,360 my dad asked me to leave. 98 00:05:41,880 --> 00:05:44,360 So, I accepted it and left. 99 00:05:44,440 --> 00:05:48,120 I took a train from Nalasopara without a ticket 100 00:05:48,200 --> 00:05:50,160 and reached the Central Railway Station. 101 00:05:50,240 --> 00:05:52,240 And there 102 00:05:52,480 --> 00:05:54,720 I lived at the railway station for two days. 103 00:05:54,800 --> 00:05:56,920 - In Mumbai? - Yes. 104 00:05:58,480 --> 00:05:59,320 Oh, my God! 105 00:05:59,400 --> 00:06:01,040 I had 300 rupees. 106 00:06:01,120 --> 00:06:05,040 And I remember buying vada pav 107 00:06:05,160 --> 00:06:06,680 and when I paid him 5 rupees, 108 00:06:06,800 --> 00:06:08,480 I began calculating 109 00:06:08,560 --> 00:06:12,720 how many days I can feed myself with 300 rupees. 110 00:06:14,600 --> 00:06:17,080 At that age, I realised 111 00:06:17,200 --> 00:06:20,120 that I have to work to earn money. 112 00:06:20,200 --> 00:06:22,280 I didn't have educational qualifications. 113 00:06:22,400 --> 00:06:25,640 How will somebody hire me? I was confused. 114 00:06:26,880 --> 00:06:29,320 Was your mom working in Saudi Arabia? 115 00:06:29,400 --> 00:06:29,880 Yes. 116 00:06:38,080 --> 00:06:40,200 She used to come to India for a month every year. 117 00:06:40,280 --> 00:06:41,320 Weren't you in touch with her? 118 00:06:41,400 --> 00:06:43,960 There was a phone far away at my neighbour's house. 119 00:06:44,040 --> 00:06:46,400 She used to call me once a week. 120 00:06:47,080 --> 00:06:49,640 I spoke to many people at the station 121 00:06:49,720 --> 00:06:51,160 and a lady 122 00:06:51,280 --> 00:06:53,200 told me about door-to-door sales. 123 00:06:54,480 --> 00:06:57,720 And she also told me that I won't get a salary. 124 00:06:57,800 --> 00:06:59,440 I can only earn commissions. 125 00:06:59,520 --> 00:07:02,040 For every piece that you sell, you will earn a commission. 126 00:07:02,120 --> 00:07:04,200 [music playing] 127 00:07:05,760 --> 00:07:09,520 The first day when I lifted the bag and went 128 00:07:09,600 --> 00:07:13,600 into a building and rang the first doorbell, 129 00:07:14,400 --> 00:07:16,360 that lady opened the door 130 00:07:16,480 --> 00:07:19,240 and saw the big, heavy bag 131 00:07:19,360 --> 00:07:22,840 with phenyl, knife, and many other things. 132 00:07:22,920 --> 00:07:26,520 She just slammed the door on my face. 133 00:07:26,640 --> 00:07:28,560 [music playing] 134 00:07:30,120 --> 00:07:32,080 She just asked me to leave. 135 00:07:32,760 --> 00:07:37,120 And I was hungry for two days and life was very difficult. 136 00:07:37,800 --> 00:07:38,880 I started crying. 137 00:07:38,960 --> 00:07:41,840 I stood for 3 hours under the building and cried. 138 00:07:41,920 --> 00:07:45,040 I didn't know how to proceed. 139 00:07:45,120 --> 00:07:46,880 Where were you living? 140 00:07:46,960 --> 00:07:50,240 I found out that there was a dormitory 141 00:07:50,320 --> 00:07:53,400 and you have to pay 25 rupees per day. 142 00:07:53,520 --> 00:07:56,480 And they will provide you a mattress and a water pot. 143 00:07:56,560 --> 00:08:00,080 I shared the dormitory with 25 people. 144 00:08:00,160 --> 00:08:02,320 [music playing] 145 00:08:03,120 --> 00:08:05,440 While crying, 146 00:08:05,520 --> 00:08:07,960 I realised that if I accept defeat now, I'll have to go back home. 147 00:08:08,040 --> 00:08:09,440 That was not an option. 148 00:08:09,520 --> 00:08:13,560 So, I decided to sell no matter what. 149 00:08:14,440 --> 00:08:16,840 [music playing] 150 00:08:18,160 --> 00:08:20,440 I got up crying 151 00:08:21,000 --> 00:08:25,200 and rang so many doorbells. 152 00:08:25,480 --> 00:08:27,000 I sold 3 pieces that day. 153 00:08:38,800 --> 00:08:41,560 they assigned 3 girls under me. 154 00:08:42,320 --> 00:08:45,160 So, I did this at the age of 16. 155 00:08:46,040 --> 00:08:49,520 It started here and I continued doing this for a year. 156 00:08:49,600 --> 00:08:51,160 Then I learnt that 157 00:08:51,240 --> 00:08:53,600 there's a job opportunity in Surat. 158 00:08:53,720 --> 00:08:55,680 At the Yellow Pages distributor's office. 159 00:08:55,760 --> 00:08:58,480 I picked up a bag to get that job 160 00:08:58,560 --> 00:09:00,680 - and went to Surat. - Crazy. 161 00:09:01,320 --> 00:09:04,520 Now, I had progressed to selling from shop to shop. 162 00:09:05,880 --> 00:09:09,600 Then, I became a customer care executive. 163 00:09:09,680 --> 00:09:11,760 At Tata Indicom's franchisee. 164 00:09:12,840 --> 00:09:15,120 And that's where I met Amit. 165 00:09:16,400 --> 00:09:18,160 We got married. 166 00:09:18,240 --> 00:09:19,920 Which year was this? 167 00:09:20,000 --> 00:09:22,120 - We got married in 2004. - Okay. 168 00:09:22,200 --> 00:09:23,680 Then, this is about 2002. 169 00:09:23,760 --> 00:09:25,560 [music playing] 170 00:09:25,640 --> 00:09:27,360 After getting married, I took a break 171 00:09:27,440 --> 00:09:29,840 and did a beautician course. 172 00:09:29,960 --> 00:09:31,640 So, I was running a salon at home. 173 00:09:32,240 --> 00:09:35,760 After that, Bharat & Dorris is a famo makeup and hair training academy. 174 00:09:35,840 --> 00:09:38,280 I decided to do a course to upgrade myself. 175 00:09:38,360 --> 00:09:39,400 So, I came to Mumbai. 176 00:09:39,480 --> 00:09:42,800 That's when I experienced some glamour in life. 177 00:09:42,920 --> 00:09:45,840 Somebody told me that you're pretty 178 00:09:45,920 --> 00:09:48,800 so why don't you participate in Mrs India? 179 00:09:50,080 --> 00:09:53,480 That's when I learnt about it. 180 00:09:53,560 --> 00:09:55,760 I submitted the form and got selected. 181 00:09:55,840 --> 00:09:58,000 And that was a beautiful experience. 182 00:09:58,080 --> 00:09:59,480 I was among the top ten. 183 00:09:59,560 --> 00:10:01,720 [music playing] 184 00:10:05,240 --> 00:10:07,840 That's where I learned the importance of jewellery. 185 00:10:07,960 --> 00:10:09,840 That's how this journey started. 186 00:10:11,960 --> 00:10:14,000 In 2014, 187 00:10:14,080 --> 00:10:18,200 I decided to start my jewellery brand. 188 00:10:18,280 --> 00:10:20,640 I put in so many years of learning 189 00:10:20,720 --> 00:10:24,000 along with my love for fashion 190 00:10:24,080 --> 00:10:27,240 I combined it to create Rubans accessories. 191 00:10:27,360 --> 00:10:29,880 [music playing] 192 00:10:32,880 --> 00:10:35,360 Did you get a chance to complete your education? 193 00:10:35,920 --> 00:10:36,480 Never. 194 00:10:36,640 --> 00:10:38,920 - When did you drop out? - In the 7th. 195 00:10:39,240 --> 00:10:40,880 You learnt the biggest lesson. 196 00:10:40,960 --> 00:10:42,360 The real, on-ground education. 197 00:10:42,480 --> 00:10:44,640 [music playing] 198 00:10:46,840 --> 00:10:49,520 So you can teach many other students a lot of things. 199 00:10:49,600 --> 00:10:53,640 Thank you. I was invited to IIM Ahmedabad, 2 months ago. 200 00:10:53,720 --> 00:10:56,480 - Wow. - I taught students 201 00:10:56,800 --> 00:10:58,840 - life lessons there. - There you go. 202 00:10:58,920 --> 00:11:01,160 [chuckles] 203 00:11:06,880 --> 00:11:10,040 We learnt it from masters and you learnt it from situations. 204 00:11:10,120 --> 00:11:13,280 - Wow! - Amazing! 205 00:11:17,320 --> 00:11:19,280 What were you doing, Amit? 206 00:11:19,360 --> 00:11:21,240 I was working for Star Sports and ESPN 207 00:11:21,320 --> 00:11:23,920 from 2007 to 2011. 208 00:11:24,000 --> 00:11:25,040 What were you doing? 209 00:11:25,120 --> 00:11:27,080 - I used to manage distribution. - Okay. 210 00:11:27,200 --> 00:11:29,520 And from 2011 to 2020, 211 00:11:29,640 --> 00:11:32,200 - I worked for Viacom Network18. - Understood. 212 00:11:36,600 --> 00:11:38,240 - Yes. - Okay. 213 00:11:38,320 --> 00:11:41,680 Can we see what's unique about your products? 214 00:11:44,080 --> 00:11:47,280 You will look like a star. Wear it and show me. 215 00:11:49,960 --> 00:11:51,560 Wow. 216 00:11:51,680 --> 00:11:53,960 I'd like you to try this. This is one of my favourites. 217 00:11:54,040 --> 00:11:56,120 Oh, wow! This is amazing. 218 00:11:56,600 --> 00:11:59,400 Oh my, God! I love it! 219 00:11:59,960 --> 00:12:02,840 - These are like JLo earrings. - Yes. 220 00:12:04,200 --> 00:12:05,680 What is its price? 221 00:12:05,800 --> 00:12:07,320 This will be for Rs. 8,000. 222 00:12:16,920 --> 00:12:18,600 - Do you manufacture it in India? - Yes. 223 00:12:18,680 --> 00:12:20,200 Where exactly in India? 224 00:12:20,320 --> 00:12:23,080 Our major hubs are the villages in Kolkata. 225 00:12:23,160 --> 00:12:25,000 We have set-ups in Delhi and Mumbai. 226 00:12:25,080 --> 00:12:27,160 The Rajasthan one is very big. 227 00:12:27,240 --> 00:12:29,680 Are the design yours? Or they are readily available 228 00:12:29,800 --> 00:12:31,680 and you choose them or curate them. 229 00:12:42,800 --> 00:12:44,800 - Of course. - What is the price difference 230 00:12:44,880 --> 00:12:48,480 if I buy similar items from local shops? 231 00:12:48,560 --> 00:12:52,320 The ordinary items would be available in other shops too. 232 00:12:52,400 --> 00:12:57,000 If somebody copied our designs, 233 00:12:57,120 --> 00:12:59,760 our price would be 20% to 25% costlier. 234 00:12:59,840 --> 00:13:02,160 I got it. Secondly, what is its market size? 235 00:13:02,240 --> 00:13:03,840 How vast is the fashion jewellery industry? 236 00:13:03,920 --> 00:13:07,040 As of last year, it was worth Rs. 26,000 crores. 237 00:13:12,360 --> 00:13:13,600 And mostly, unorganised. 238 00:13:14,520 --> 00:13:16,720 - 88% unorganised. - Wow! 239 00:13:16,800 --> 00:13:20,720 The organised industry and brands have just a 12% share. 240 00:13:21,680 --> 00:13:24,880 As far as know, the two main factors are design and pricing. 241 00:13:25,000 --> 00:13:26,160 These are the only two factors. 242 00:13:26,240 --> 00:13:29,400 What are you doing to build a brand? How will you make it a big brand? 243 00:13:29,520 --> 00:13:31,480 I want to share a few figures. 244 00:13:32,400 --> 00:13:35,000 We have a 30% repeat rate. 245 00:13:35,080 --> 00:13:38,120 Customers like our brand and they like our designs. 246 00:13:38,200 --> 00:13:42,200 We have the biggest opportunity in the D2C segment. 247 00:13:42,320 --> 00:13:44,200 We are a bootstrapped company. 248 00:13:44,360 --> 00:13:46,240 We have a small team 249 00:13:46,320 --> 00:13:48,680 so we couldn't focus on that. 250 00:13:48,760 --> 00:13:52,360 We have created a brand to a certain extent. 251 00:13:53,480 --> 00:13:54,640 40% of the customers 252 00:13:54,720 --> 00:13:59,040 search our company name to buy our products on Myntra. 253 00:13:59,680 --> 00:14:02,560 Can you give us an estimate of the number of searches per day? 254 00:14:02,640 --> 00:14:06,240 There are 38,000 searches and we get 18,000 orders. 255 00:14:17,280 --> 00:14:19,760 - of Myntra for the last 3 years. - We are the best performers. 256 00:14:19,920 --> 00:14:20,880 Please share your sales figures. 257 00:14:20,960 --> 00:14:23,440 Our lifetime sales are for around Rs. 200 crores. 258 00:14:53,160 --> 00:14:55,480 What is your net revenue this year? 259 00:14:56,080 --> 00:14:58,160 This year, our net revenue will be 260 00:15:09,840 --> 00:15:10,880 What's your percentage? 261 00:15:19,240 --> 00:15:22,160 We'd rake in around Rs. 8 crores in the D2C segment this year. 262 00:15:22,240 --> 00:15:25,120 When you say D2C, what do you mean exactly? 263 00:15:25,200 --> 00:15:26,520 - The earnings from our website. - Our website. 264 00:15:26,600 --> 00:15:28,360 Alright. So you launched it six months ago. 265 00:15:28,480 --> 00:15:30,400 [sweeping music] 266 00:15:37,120 --> 00:15:38,240 It's kind of vulnerable. 267 00:15:38,360 --> 00:15:41,440 No. It has more to do with the customer's presence. 268 00:15:41,520 --> 00:15:44,080 Actually, the ASPs of our products 269 00:15:51,440 --> 00:15:53,440 Our ASP is Rs. 800. 270 00:16:05,120 --> 00:16:07,240 What is the equity split between you two? 271 00:16:07,360 --> 00:16:09,840 She signs the cheques for my salary currently. 272 00:16:09,920 --> 00:16:11,440 [laughing] 273 00:16:29,240 --> 00:16:30,880 It is Rs. 356. 274 00:16:30,960 --> 00:16:32,560 You didn't raise funds till now. 275 00:16:32,640 --> 00:16:33,840 No, we didn't. 276 00:16:33,920 --> 00:16:36,520 - You two are the only team members, right? - Yes. 277 00:16:36,600 --> 00:16:37,560 Who else do you have in the team? 278 00:16:37,640 --> 00:16:40,720 At the higher level, just the two of us. No one else. 279 00:16:40,800 --> 00:16:42,280 You don't lack funds 280 00:16:42,400 --> 00:16:44,160 as your EBITDA is around 2 to 2.5 crore rupees. 281 00:16:44,240 --> 00:16:46,080 You'd soon earn around 5 to 6 crore rupees. 282 00:16:46,160 --> 00:16:50,400 Why didn't you invest in making a strong team? 283 00:16:51,520 --> 00:16:54,840 Peyush, our journey from zero to one 284 00:16:54,920 --> 00:16:57,280 has been accomplished 285 00:16:57,360 --> 00:17:00,360 but the journey ahead is going to be different. 286 00:17:00,480 --> 00:17:02,480 One of the reasons we came here 287 00:17:02,560 --> 00:17:06,920 is to reduce the number of mistakes and even if it is just one mistake, 288 00:17:07,000 --> 00:17:08,320 I think it's worth it. 289 00:17:09,560 --> 00:17:13,880 I think if we want to improve the margins of this company, 290 00:17:13,960 --> 00:17:16,160 we must increase the average order value. 291 00:17:17,560 --> 00:17:19,880 Do you have a viewpoint 292 00:17:19,960 --> 00:17:22,160 regarding increasing the order value 293 00:17:22,240 --> 00:17:23,720 of Rs. 800? 294 00:17:24,600 --> 00:17:26,680 We tried to address this issue 295 00:17:26,800 --> 00:17:29,840 by fixing our ASP at Rs. 1,700 on our website. 296 00:17:34,760 --> 00:17:36,520 Does it include more than one product or just one product? 297 00:17:36,600 --> 00:17:40,560 No. Our average basket size is 1.1. 298 00:17:40,640 --> 00:17:44,200 Got it. Secondly, I think your team 299 00:17:44,280 --> 00:17:46,880 lacks in tech. 300 00:17:47,560 --> 00:17:50,120 You need a cofounder to handle the marketing department. 301 00:17:50,440 --> 00:17:51,760 Are you open to the idea of having a cofounder? 302 00:17:51,840 --> 00:17:54,840 Their chemistry would be spoilt. As a team, 303 00:17:54,920 --> 00:17:56,720 both of them have made the business a success. 304 00:17:58,960 --> 00:18:01,280 Many big brands in D2C are built without a tech cofounder. 305 00:18:01,400 --> 00:18:02,880 We don't want to have a cofounder. 306 00:18:02,960 --> 00:18:07,040 We can build a good team without a cofounder. 307 00:18:07,160 --> 00:18:08,640 Well done! Well said! 308 00:18:08,720 --> 00:18:10,680 [dramatic music] 309 00:18:11,200 --> 00:18:13,240 - So you aren't open to that. - No. 310 00:18:13,320 --> 00:18:15,960 I think you have built a nice business. 311 00:18:16,280 --> 00:18:19,280 But I want to be out for now. 312 00:18:19,840 --> 00:18:21,400 The primary reason is that 313 00:18:21,480 --> 00:18:25,400 I feel you're giving less importance to tech and digital marketing 314 00:18:25,480 --> 00:18:28,080 and you don't want a cofounder. I think scaling up depends on it. 315 00:18:28,200 --> 00:18:30,400 Though your product is good, 316 00:18:30,480 --> 00:18:33,320 a pillar is missing and you aren't open to change. 317 00:18:33,400 --> 00:18:34,960 So I want to be out today. 318 00:18:37,400 --> 00:18:41,600 Chinu, I think you reflected true entrepreneurship for sure. 319 00:18:41,680 --> 00:18:45,280 Because an entrepreneur is all about perseverance. 320 00:18:45,360 --> 00:18:46,960 [sweeping music] 321 00:18:47,040 --> 00:18:49,760 I think your business is at a stage 322 00:18:49,880 --> 00:18:52,080 where a different journey starts. 323 00:18:53,560 --> 00:18:56,680 You need to build a team structure 324 00:18:56,760 --> 00:18:58,240 and take it forward. 325 00:18:58,360 --> 00:19:01,560 And I think it requires a lot of time. 326 00:19:02,480 --> 00:19:04,520 I want to be out today 327 00:19:05,200 --> 00:19:08,160 but I wish you all the best. 328 00:19:08,640 --> 00:19:10,960 Chinu, in the last 12 months 329 00:19:11,040 --> 00:19:14,080 I recalled your story in my head multiple times. 330 00:19:14,200 --> 00:19:17,760 When I face tough days, I remember 331 00:19:17,840 --> 00:19:20,120 I never slept at train stations. 332 00:19:20,200 --> 00:19:22,880 Nobody ever slammed the door shut in my face. 333 00:19:22,960 --> 00:19:26,920 I never thought twice before buying a vada-pav. 334 00:19:27,000 --> 00:19:29,880 I'm so lucky and privileged 335 00:19:29,960 --> 00:19:33,200 and I should never complain about my problems. 336 00:19:33,280 --> 00:19:36,320 Namita and I want to give you an offer. 337 00:19:38,360 --> 00:19:41,240 Rs. 1 crore for 1% equity 338 00:19:49,960 --> 00:19:52,040 We too did the same. We know what hunger is. 339 00:19:52,160 --> 00:19:53,920 [suspenseful music] 340 00:19:54,040 --> 00:19:55,800 But the way you struggled... 341 00:19:57,880 --> 00:20:00,240 You studied at the University of Life. 342 00:20:19,680 --> 00:20:22,720 but when you invest money for business growth, you'd need it. 343 00:20:22,800 --> 00:20:26,360 So I don't think it's wise to take debt right now. 344 00:20:30,440 --> 00:20:32,360 [sweeping music] 345 00:20:32,440 --> 00:20:36,320 I want to join Namita and Vineeta's offer. 346 00:20:39,440 --> 00:20:40,720 It's a dream team. 347 00:20:41,280 --> 00:20:42,720 Rs. 1 crore for 1% equity 348 00:20:51,440 --> 00:20:55,040 and convert the debt portion into the equity? 349 00:20:57,280 --> 00:21:00,480 Let me clarify something on Shark Tank. 350 00:21:00,560 --> 00:21:03,480 It's utter rubbish to think that debt is bad. 351 00:21:03,560 --> 00:21:04,760 Rubbish! 352 00:21:05,880 --> 00:21:08,880 Let this be clear that debt is cheaper than equity. 353 00:21:08,960 --> 00:21:09,800 Not at this stage. 354 00:21:09,880 --> 00:21:11,040 No, it's cheap at any stage. 355 00:21:11,160 --> 00:21:13,200 At this stage, it's cheaper. 356 00:21:13,320 --> 00:21:14,760 Anupam is wrong. 357 00:21:14,840 --> 00:21:16,640 Amit, thank him! 358 00:21:16,720 --> 00:21:19,040 [adventurous music] 359 00:21:19,160 --> 00:21:22,560 Rather than countering, take the dream team and move ahead. 360 00:21:23,120 --> 00:21:26,160 As far as inventory is concerned, debt is beneficial. 361 00:21:26,280 --> 00:21:29,160 - Banks can also give you. - It's not given without manufacturing. 362 00:21:30,120 --> 00:21:32,720 [adventurous music] 363 00:21:33,680 --> 00:21:35,800 - I think we'll go with the dream team. - Okay. We'll close the deal. 364 00:21:56,280 --> 00:21:58,680 - We should do a victory dance. - With Chinu! 365 00:21:58,760 --> 00:22:01,320 Come on, Chinu! Let's show the victory dance. 366 00:22:01,400 --> 00:22:04,600 [vocalising] 367 00:22:25,480 --> 00:22:28,240 Chinu and Amit, congratulations on the deal. 368 00:22:28,320 --> 00:22:29,920 I have to find out something. 369 00:22:30,000 --> 00:22:34,120 We've observed that when entrepreneurs undergo struggles 370 00:22:34,360 --> 00:22:37,360 their first response is to give up. 371 00:22:37,560 --> 00:22:38,600 They back out. 372 00:22:38,800 --> 00:22:42,960 Especially, the struggles of women entrepreneurs. 373 00:22:43,240 --> 00:22:44,840 How do you wish to positively impact it? 374 00:22:45,160 --> 00:22:48,440 I have a message for women entrepreneurs that 375 00:22:48,760 --> 00:22:51,640 believe in yourself. 376 00:22:51,800 --> 00:22:53,560 People won't take your seriously. 377 00:22:53,680 --> 00:22:55,480 Because people feel that 378 00:22:55,800 --> 00:22:57,680 we're pursuing a hobby. 379 00:22:57,760 --> 00:22:59,520 Or maybe she's trying to kill time 380 00:22:59,840 --> 00:23:02,040 but we have to demonstrate 381 00:23:02,120 --> 00:23:04,400 and prove that it's not true. 382 00:23:04,680 --> 00:23:06,200 So don't give up. 383 00:23:06,320 --> 00:23:08,800 Just show up every day and do not give up. 384 00:23:08,920 --> 00:23:11,280 ACKO welcomes this change. 385 00:23:11,480 --> 00:23:14,120 We want you to leave a message 386 00:23:14,400 --> 00:23:16,560 on the ACKO Change Makers Wall along with an autograph. 387 00:23:18,280 --> 00:23:20,400 Like ACKO has revolutionised the insurance landscape 388 00:23:20,480 --> 00:23:22,360 with zero commission and zero paperwork policy. 389 00:23:22,520 --> 00:23:24,960 We hope that you continue inspiring people with your business. 390 00:23:25,040 --> 00:23:25,880 Wishing you loads of success. 391 00:23:25,960 --> 00:23:27,640 [ethereal music] 392 00:23:34,840 --> 00:23:37,000 [dramatic music] 393 00:23:46,520 --> 00:23:48,800 Sharks, parents nowadays 394 00:23:48,880 --> 00:23:52,400 give mobile phones to their children even though they are too young. 395 00:23:52,720 --> 00:23:54,760 One of the reasons to give mobile phones to children 396 00:23:54,840 --> 00:23:57,160 is to help them study and do research. 397 00:23:57,400 --> 00:24:00,040 According to a survey, a child uses a mobile phone 398 00:24:00,160 --> 00:24:03,880 only 10% to 15% of the time for studies. 399 00:24:03,960 --> 00:24:05,960 And for the remaining time, they are busy with social media apps 400 00:24:06,040 --> 00:24:08,000 and messaging apps. 401 00:24:09,200 --> 00:24:12,480 Parents become worried exactly at this point. 402 00:24:12,600 --> 00:24:15,960 They think, "my child is just 12 to 13 years old and is still studying." 403 00:24:16,040 --> 00:24:18,120 "What messages is he receiving on his phone?" 404 00:24:19,400 --> 00:24:20,880 It's important to know that 405 00:24:20,960 --> 00:24:23,840 because it has a flip side. 406 00:24:23,920 --> 00:24:27,520 And there's a flip side to mobile phones too. The dark side. 407 00:24:27,600 --> 00:24:29,600 [sweeping music] 408 00:24:29,880 --> 00:24:31,160 But it's impossible 409 00:24:31,240 --> 00:24:33,400 for us to hover around the children 410 00:24:33,480 --> 00:24:35,320 to save them from the dark side. 411 00:24:35,720 --> 00:24:37,680 [laughing] That's impossible. 412 00:24:38,360 --> 00:24:41,480 Is it possible that the notifications of messages 413 00:24:41,800 --> 00:24:44,120 on the child's accounts on Telegram, Instagram 414 00:24:44,200 --> 00:24:46,360 and WhatsApp are sent 415 00:24:46,440 --> 00:24:49,200 to parents too without a delay in real-time? 416 00:24:50,520 --> 00:24:52,280 [motivational music] 417 00:24:55,760 --> 00:24:57,840 [motivational music] 418 00:25:08,880 --> 00:25:10,920 Who messaged? What did they message? 419 00:25:18,000 --> 00:25:20,200 Some people look flustered. 420 00:25:21,840 --> 00:25:23,320 It's the only application 421 00:25:23,440 --> 00:25:26,400 to do this and is available on the Google Play Store. 422 00:25:27,200 --> 00:25:31,480 My vision is to make my application a benchmark in notification sharing. 423 00:25:32,160 --> 00:25:33,760 So, Sharks, my ask is 424 00:25:43,200 --> 00:25:46,520 with the app Same Notification. 425 00:25:46,920 --> 00:25:49,280 - Thank you! - My friend, what are you doing? 426 00:25:49,360 --> 00:25:50,880 You asked for a meagre amount. 427 00:25:51,000 --> 00:25:53,640 You offered so much equity. I will make an offer to you right away. 428 00:25:53,720 --> 00:25:56,000 It never happened on Shark Tank before. [laughing] 429 00:25:56,440 --> 00:25:57,840 You may have whatever you want. 430 00:25:57,960 --> 00:26:00,440 I have just one question. Are you married? 431 00:26:00,560 --> 00:26:01,600 Yes. I had a love marriage. 432 00:26:01,680 --> 00:26:03,320 - Oh! - For how many years you have been married? 433 00:26:03,400 --> 00:26:06,160 It has been five years. I was in a five-year relationship before that. 434 00:26:07,320 --> 00:26:10,040 It's good for children but the same logic 435 00:26:10,160 --> 00:26:12,600 could also be used for others. 436 00:26:13,560 --> 00:26:15,040 It can be used for everyone. 437 00:26:15,480 --> 00:26:17,080 Marriages will be ruined. 438 00:26:17,520 --> 00:26:18,720 We know it. 439 00:26:18,840 --> 00:26:20,120 [chuckling] 440 00:26:21,520 --> 00:26:24,480 What compelled you to launch this app? 441 00:26:24,560 --> 00:26:26,600 I'm an automobile engineer. 442 00:26:27,040 --> 00:26:29,000 Let me brief you about my professional life. 443 00:26:29,080 --> 00:26:31,840 I started doing a job in 2013. 444 00:26:32,000 --> 00:26:33,880 I worked as a certification executive. 445 00:26:34,040 --> 00:26:36,280 We seized the cars of the owners who couldn't pay their car loans. 446 00:26:36,360 --> 00:26:39,240 [guffawing] 447 00:26:41,240 --> 00:26:43,120 Did you work in CarDekho? 448 00:26:43,200 --> 00:26:45,520 [guffawing] 449 00:26:45,600 --> 00:26:47,360 I joined CarDekho in 2019. 450 00:26:47,480 --> 00:26:50,000 Wonderful! Amazing! 451 00:26:51,600 --> 00:26:53,920 What do people say about him in CarDekho? 452 00:26:55,880 --> 00:26:58,080 Sir, employees of CarDekho say 453 00:26:58,160 --> 00:27:01,800 that he must conduct more webinars to give more knowledge. 454 00:27:03,000 --> 00:27:05,880 He delivers a punch in the last in webinars. 455 00:27:06,040 --> 00:27:07,960 - Hoo-ha! - The aggression... Yes! 456 00:27:08,160 --> 00:27:11,400 - Bravo! - Please do it for us once. 457 00:27:11,480 --> 00:27:13,760 - Timing! Timing is important. - I'll just do it. 458 00:27:13,840 --> 00:27:17,800 - Did you watch the film 300? The Spartans come in the end. - Yes. 459 00:27:17,920 --> 00:27:19,080 Let's do it together. 460 00:27:19,200 --> 00:27:21,120 It's our company anthem. 461 00:27:21,240 --> 00:27:24,000 After every town hall meeting, I do what I'm about to do. Let's do it. 462 00:27:24,280 --> 00:27:26,080 [shouting] 463 00:27:28,000 --> 00:27:29,600 [shouting] 464 00:27:29,680 --> 00:27:31,320 - Hoo-ha! - Hoo-ha! 465 00:27:32,520 --> 00:27:34,120 - That's what we do every single time. - Wow! 466 00:27:34,200 --> 00:27:36,600 - Well done! - You are really something. 467 00:27:36,680 --> 00:27:39,400 Your face looked like a warrior's. 468 00:27:43,440 --> 00:27:44,800 So you used to do this. Good. 469 00:27:44,880 --> 00:27:46,840 How long did you work in CarDekho? 470 00:27:46,920 --> 00:27:50,320 - I... - Did you leave the job because they scream a lot? 471 00:27:50,400 --> 00:27:51,960 No, sir. [chuckling] 472 00:27:52,040 --> 00:27:56,280 I joined a job in 2013. 473 00:27:56,520 --> 00:27:58,960 I had the urge 474 00:27:59,040 --> 00:28:01,480 to work independently. 475 00:28:01,600 --> 00:28:04,160 I spent Rs. 51,000 476 00:28:04,240 --> 00:28:07,040 and opened a roadside food stall to sell momos. 477 00:28:07,160 --> 00:28:08,920 Wow! 478 00:28:10,000 --> 00:28:11,960 I opened one more outlet 479 00:28:12,080 --> 00:28:14,240 of momos in 2019. 480 00:28:14,320 --> 00:28:15,840 Currently, both of them are running 481 00:28:15,920 --> 00:28:18,520 profitably and they are autonomous. 482 00:28:18,760 --> 00:28:21,520 I joined CarDekho in 2019 as a business manager. 483 00:28:21,840 --> 00:28:24,160 I had already entered the app world during that time. 484 00:28:24,240 --> 00:28:25,640 The world of apps? 485 00:28:25,720 --> 00:28:27,840 The world of apps. Earlier, I used to work in the automobile sector 486 00:28:27,920 --> 00:28:29,480 so coding was a new thing for me. 487 00:28:29,840 --> 00:28:32,560 Luckily or maybe it was destined, 488 00:28:32,640 --> 00:28:34,920 I stumbled upon an app that had 10 million downloads. 489 00:28:35,000 --> 00:28:36,680 It was a basic app. 490 00:28:36,800 --> 00:28:39,680 I knew that it was profitable so I emailed the owner. 491 00:28:39,800 --> 00:28:42,320 I wrote, "what is this all about?" He replied to me. 492 00:28:42,760 --> 00:28:44,920 "You are an Indian and Indians are technology savvy. 493 00:28:45,000 --> 00:28:46,760 Please make the app and I'll pay you." 494 00:28:47,360 --> 00:28:49,920 I started making apps with him and I made 3 to 4 apps. 495 00:28:50,040 --> 00:28:52,240 You did it after leaving CarDekho? 496 00:28:52,320 --> 00:28:53,560 No, sir. I was doing it alongside my job. 497 00:28:53,640 --> 00:28:56,440 - You did it while working for CarDekho. - Yes, sir! 498 00:28:56,520 --> 00:28:59,240 - That's the right way. - I worked both in the mornings and evenings. 499 00:29:01,080 --> 00:29:02,680 Did you know him when he worked in CarDekho? 500 00:29:02,760 --> 00:29:06,320 I didn't know him but he must surely have attended my town hall meeting. 501 00:29:06,400 --> 00:29:09,360 - And our company promotes entrepreneurship. - Very nice! 502 00:29:09,440 --> 00:29:11,480 - I want to say something. I'm sorry. - Please go ahead. 503 00:29:11,560 --> 00:29:13,280 Life Beyond Work 504 00:29:13,600 --> 00:29:17,320 - is a program in which I got recognition on LinkedIn. - Correct. 505 00:29:17,400 --> 00:29:19,320 'In-house App Wizard' 506 00:29:19,400 --> 00:29:22,520 at CarDekho. I felt nice as I got recognition. 507 00:29:22,960 --> 00:29:24,000 - Good job! - Well done! 508 00:29:24,120 --> 00:29:25,920 - When did you leave CarDekho? - When? 509 00:29:26,040 --> 00:29:27,160 Ten days ago. 510 00:29:27,240 --> 00:29:28,720 - Oh! - Just ten days ago! 511 00:29:30,480 --> 00:29:32,480 Did you know I'm one of the Sharks in Shark Tank? 512 00:29:32,560 --> 00:29:34,280 Sir, when I came to know, 513 00:29:34,400 --> 00:29:37,240 I got scared as I'd have to face you. 514 00:29:38,080 --> 00:29:40,600 How much salary did you draw at CarDekho? 515 00:29:40,680 --> 00:29:41,560 Rs. 35,000. 516 00:29:41,640 --> 00:29:44,360 How much do you earn from your momos stalls? 517 00:29:44,440 --> 00:29:45,760 My net profit is Rs. 70,000. 518 00:29:45,840 --> 00:29:47,800 - Wow! - What about the earnings through your app? 519 00:29:47,920 --> 00:29:49,440 About Rs. 90,000 to Rs. 1 lakh. 520 00:29:49,560 --> 00:29:51,080 - Wow! - That's amazing. 521 00:29:51,160 --> 00:29:52,680 - He is highly enterprising. - I laud your prowess. 522 00:29:52,760 --> 00:29:54,160 You are an enterprising man. 523 00:29:55,040 --> 00:29:56,640 How do you earn money through these apps? 524 00:29:56,760 --> 00:29:59,960 There are two ways, paid app and in-app ads. 525 00:30:00,040 --> 00:30:02,240 Do you want to raise funds for the current company, 526 00:30:02,320 --> 00:30:05,320 momos stalls, CarDekho or for all of them? 527 00:30:05,440 --> 00:30:07,200 - Only for this app. - For this app? 528 00:30:07,320 --> 00:30:11,480 - Yes! - Does your app breach privacy 529 00:30:11,560 --> 00:30:14,760 or flouts any other legal rule? 530 00:30:14,840 --> 00:30:17,840 When I published this app, Google took it down immediately. 531 00:30:17,920 --> 00:30:20,880 [adventurous music] 532 00:30:22,600 --> 00:30:25,000 They asked for two things in the privacy law. 533 00:30:25,080 --> 00:30:26,720 You have to give consent 534 00:30:26,800 --> 00:30:28,640 wherein you have to ask once on the app 535 00:30:28,720 --> 00:30:31,600 stating that the notification is being sent from your phone. 536 00:30:31,680 --> 00:30:33,840 Only if you give consent will the app work. 537 00:30:34,800 --> 00:30:37,240 - What more? - Secondly, I will keep it. 538 00:30:38,600 --> 00:30:42,240 - Why? - It will be easily replicated. 539 00:30:42,320 --> 00:30:44,040 [music playing] 540 00:30:44,480 --> 00:30:46,000 Give us a demo. 541 00:30:46,240 --> 00:30:49,240 Let's understand it from the point of view of a parent and a child. 542 00:30:49,840 --> 00:30:50,760 There are three options. 543 00:30:50,840 --> 00:30:52,560 The first is to share your notification. 544 00:30:52,640 --> 00:30:56,480 I can share my notifications with the partner device. 545 00:30:56,800 --> 00:30:58,800 The other one is to get the partner's notification. 546 00:30:58,920 --> 00:31:01,520 I can channelise the partner device's notifications to me. 547 00:31:01,640 --> 00:31:02,960 And exchange notifications. 548 00:31:03,200 --> 00:31:04,360 This will be useful for couples. 549 00:31:04,440 --> 00:31:06,880 My notifications will be shared with my partner 550 00:31:07,000 --> 00:31:09,440 and their notifications will come to me as well. 551 00:31:09,680 --> 00:31:12,760 There will be a simple, six-digit code. 552 00:31:13,320 --> 00:31:16,520 We have to add it to the parent's device and it will be paired. 553 00:31:16,600 --> 00:31:18,720 Let's wait to find out how quickly 554 00:31:18,800 --> 00:31:20,800 the notification reaches the parent. 555 00:31:22,200 --> 00:31:25,400 Archana is saying that the exam is tomorrow, chapters 4-7. 556 00:31:25,480 --> 00:31:26,880 The parent immediately found out. 557 00:31:26,960 --> 00:31:29,000 [music playing] 558 00:31:29,640 --> 00:31:31,320 Anjali is asking whether we should go out to have momos. 559 00:31:31,400 --> 00:31:33,760 They're discussing bunking school. 560 00:31:33,880 --> 00:31:35,640 The parent immediately finds out what's 561 00:31:35,720 --> 00:31:37,880 - going on, on their child's device. - Great. 562 00:31:37,960 --> 00:31:39,680 We also share a detail that 563 00:31:39,760 --> 00:31:41,760 partner is sharing all notifications. 564 00:31:42,080 --> 00:31:44,600 All the notifications from the partner device is being shared, 565 00:31:44,680 --> 00:31:46,160 we clearly mention it. 566 00:31:48,600 --> 00:31:51,760 Firstly, I appreciate you for your ambition. 567 00:31:52,400 --> 00:31:56,720 But, in principle, I don't like such apps for two reasons. 568 00:31:57,800 --> 00:32:00,080 It's an invasion of privacy 569 00:32:01,600 --> 00:32:03,840 and privacy is very important to me. 570 00:32:03,960 --> 00:32:06,800 Even if it's a child and parent relationship. 571 00:32:06,880 --> 00:32:10,000 Secondly, I think this can be highly misused. 572 00:32:10,080 --> 00:32:11,360 [music playing] 573 00:32:11,480 --> 00:32:13,320 For these two reasons, I'm out. 574 00:32:13,400 --> 00:32:15,560 [music playing] 575 00:32:15,640 --> 00:32:19,880 So, you're not just a vampire, you're a super vampire, Ilesh. 576 00:32:19,960 --> 00:32:23,640 This is a weird app. 577 00:32:24,840 --> 00:32:28,440 To make such an intrusive app 578 00:32:28,520 --> 00:32:32,360 I think it will be banned eventually. 579 00:32:33,520 --> 00:32:36,280 I don't think you should be pursuing this. 580 00:32:36,400 --> 00:32:38,040 [music playing] 581 00:32:38,440 --> 00:32:42,160 But anyway, you're earning 8 times worth your salary 582 00:32:42,240 --> 00:32:44,040 through your ventures. 583 00:32:44,120 --> 00:32:47,720 So, you're a hustler and ambitious. 584 00:32:47,800 --> 00:32:49,920 You will manage something. So, best of luck! 585 00:32:50,000 --> 00:32:51,600 [music playing] 586 00:32:51,680 --> 00:32:53,200 Ilesh, tell me something. 587 00:32:53,280 --> 00:32:56,040 You made this app. If it doesn't work 588 00:32:56,120 --> 00:32:59,440 then you will continue making new apps. 589 00:32:59,600 --> 00:33:01,320 But what makes you happy? 590 00:33:01,400 --> 00:33:05,160 Sometimes, you target something that makes you happy. 591 00:33:06,040 --> 00:33:07,640 I feel happy 592 00:33:07,720 --> 00:33:10,480 in having financial freedom. 593 00:33:11,080 --> 00:33:13,400 I don't wish to be stuck with anything 594 00:33:13,520 --> 00:33:16,400 and fear being in financial crisis, if it gets stuck. 595 00:33:17,280 --> 00:33:19,320 So, I find my way out. 596 00:33:20,000 --> 00:33:23,240 Unless your income becomes big, this is a concern. 597 00:33:23,360 --> 00:33:24,800 Once you become big, 598 00:33:24,880 --> 00:33:27,560 around 5-7 lakhs, then that is the thing 599 00:33:27,680 --> 00:33:30,120 and I will take that ahead. 600 00:33:30,200 --> 00:33:32,280 [music playing] 601 00:33:32,360 --> 00:33:35,160 I want to say something. 602 00:33:36,240 --> 00:33:39,240 Ilesh, you're an interesting man. 603 00:33:41,480 --> 00:33:45,000 - It was amazing to meet you. - Yes, a pleasure. 604 00:33:45,200 --> 00:33:47,680 This man will build a business. 605 00:33:49,360 --> 00:33:51,720 You're struggling right now. 606 00:33:52,760 --> 00:33:54,560 We had to go through it too. 607 00:33:55,080 --> 00:33:59,040 We hustled with ten different things and something worked out. 608 00:33:59,120 --> 00:34:00,720 Like you said, something worked out. 609 00:34:00,800 --> 00:34:04,240 Once a thing grows to be 5-7 lakhs, we'll build that. 610 00:34:04,320 --> 00:34:07,440 But to date, it didn't happen. 611 00:34:08,880 --> 00:34:11,320 So, I'm out. 612 00:34:11,400 --> 00:34:12,760 But I would like to say 613 00:34:13,440 --> 00:34:15,240 that people like Ilesh 614 00:34:15,320 --> 00:34:17,440 will teach India, the value of a business. 615 00:34:18,800 --> 00:34:20,160 - Thank you. - Good luck! 616 00:34:22,440 --> 00:34:23,720 Ilesh. 617 00:34:24,680 --> 00:34:27,720 I love that you're entrepreneur material. 618 00:34:28,160 --> 00:34:30,640 - You have the zest to accomplish. - Right. He has it in him. 619 00:34:32,080 --> 00:34:34,200 I love this about the CarDekho group too. 620 00:34:34,280 --> 00:34:37,720 We are encouraging entrepreneurship. 621 00:34:37,800 --> 00:34:41,080 A lot have become entrepreneurs and raised their funds too. 622 00:34:41,360 --> 00:34:44,120 They're all aggressive and I saw that aggression in you. 623 00:34:44,200 --> 00:34:44,720 Yeah. 624 00:34:45,120 --> 00:34:48,200 So, this is a small part. 625 00:34:48,280 --> 00:34:50,760 Envision real parental needs. 626 00:34:50,840 --> 00:34:52,960 What sort of controls or monitoring they require 627 00:34:53,080 --> 00:34:55,280 for a healthy upbringing of their child. 628 00:34:56,120 --> 00:34:58,040 This is a slightly hacking kind of product. 629 00:34:58,120 --> 00:35:00,680 Bring it up to a platform. 630 00:35:00,760 --> 00:35:03,360 It's not investible at this stage. 631 00:35:04,240 --> 00:35:05,720 I want to be out today but 632 00:35:05,840 --> 00:35:08,040 because you're connected with me through CarDekho 633 00:35:08,120 --> 00:35:12,200 if you ever find an idea that's investible, I'll happily do it. 634 00:35:13,400 --> 00:35:16,680 I feel that you have all the traits of a good entrepreneur. 635 00:35:17,760 --> 00:35:20,240 And the idea is not investible. 636 00:35:20,320 --> 00:35:22,280 [music playing] 637 00:35:22,640 --> 00:35:23,960 But you are investible. 638 00:35:24,280 --> 00:35:28,040 When you have an idea that's not legally controversial 639 00:35:28,120 --> 00:35:30,400 then I'll invest in you. I'm out right now. 640 00:35:31,160 --> 00:35:32,760 Offer him an R&D place in your factory. 641 00:35:32,840 --> 00:35:35,400 [laughs] 642 00:35:35,840 --> 00:35:39,080 As Peyush said, you're worth betting on as an entrepreneur. 643 00:35:39,800 --> 00:35:43,120 But 50% of my bet is on the entrepreneur. 644 00:35:43,200 --> 00:35:45,280 I reserve a part for the business potential. 645 00:35:46,880 --> 00:35:49,040 There's that gap. Give me the last pitch 646 00:35:49,120 --> 00:35:50,080 and I'll tell you whether I'm in or out. 647 00:35:50,160 --> 00:35:52,000 [music playing] 648 00:35:54,320 --> 00:35:58,760 Sir, I want to build something big. 649 00:35:58,840 --> 00:36:02,560 But we can upscale a small thing. 650 00:36:02,680 --> 00:36:05,880 And I see that small thing in this because 651 00:36:05,960 --> 00:36:08,520 this route is empty as of now. 652 00:36:09,720 --> 00:36:11,600 [music playing] 653 00:36:13,040 --> 00:36:13,960 Sorry, Ilesh. 654 00:36:16,520 --> 00:36:18,680 I badly wanted to 655 00:36:18,800 --> 00:36:20,840 but as I always say, 656 00:36:20,960 --> 00:36:23,280 the guy is great but I found him late. I want to say that 657 00:36:23,360 --> 00:36:25,440 you're a great guy and I've met you early. 658 00:36:28,280 --> 00:36:31,000 I want to accompany you on your journey. 659 00:36:31,600 --> 00:36:33,400 Make something now. 660 00:36:33,520 --> 00:36:35,240 Do something new. 661 00:36:35,520 --> 00:36:37,320 - Okay, sir. - Unfortunately, I'm out now. 662 00:36:38,160 --> 00:36:39,600 - No problem. - Sorry. 663 00:36:39,680 --> 00:36:41,920 I will meet you all with a non-controversial app. 664 00:36:42,000 --> 00:36:44,120 - Amazing! Very positive. - I'll tell you something. 665 00:36:44,200 --> 00:36:48,240 Use frugal means to build a business but don't build a frugal business. 666 00:36:48,360 --> 00:36:51,160 Your ideas are very short-term. 667 00:36:51,280 --> 00:36:53,040 At least, think big. 668 00:36:53,800 --> 00:36:57,560 And it's not necessary that you will return to CarDekho. 669 00:36:58,760 --> 00:37:01,960 - Come to us too. - Of course. Listen. 670 00:37:02,200 --> 00:37:04,320 You're doing well. 671 00:37:04,840 --> 00:37:06,400 Do well! 672 00:37:06,480 --> 00:37:08,360 [music playing] 673 00:37:09,160 --> 00:37:10,880 Just keep on hustling. 674 00:37:10,960 --> 00:37:12,440 - Yeah. - Thank you, sir. 675 00:37:12,520 --> 00:37:14,200 - Okay. - Good job. 676 00:37:16,440 --> 00:37:18,920 - All the best. - Bye, Ilesh. Good luck! 677 00:37:19,000 --> 00:37:20,400 Do that hoo-ha! 678 00:37:20,480 --> 00:37:21,960 - We will do it too. - Yes. 679 00:37:22,040 --> 00:37:23,760 You're not a loser. 680 00:37:23,840 --> 00:37:24,920 - Not at all. - Yes, come on. 681 00:37:25,000 --> 00:37:26,000 One, two, three. 682 00:37:26,080 --> 00:37:27,560 Two, one, go! 683 00:37:27,640 --> 00:37:29,000 - Hoo! - Ha! 684 00:37:29,160 --> 00:37:30,720 - Hoo! - Ha! 685 00:37:30,800 --> 00:37:32,200 - Hoo! - Ha! 686 00:37:32,280 --> 00:37:34,080 Alright. Keep rocking! 687 00:37:34,160 --> 00:37:35,200 Thank you. 688 00:37:38,360 --> 00:37:40,200 Such impactful businesses have been a part of Shark Tank 689 00:37:40,280 --> 00:37:41,440 since the first episode. 690 00:37:41,520 --> 00:37:44,480 They have impacted many lives. 691 00:37:44,640 --> 00:37:48,640 Every time, I take them to the ACKO Change Makers Wall. 692 00:37:48,840 --> 00:37:51,280 To encourage the pitchers and budding 693 00:37:51,360 --> 00:37:52,480 entrepreneurs of Shark Tank, 694 00:37:52,600 --> 00:37:55,760 ACKO's founder and CEO is coming to meet us. 695 00:38:06,000 --> 00:38:08,320 Isn't it? Pan India! 696 00:38:08,480 --> 00:38:10,240 - Are you following this season? - Yes. 697 00:38:10,360 --> 00:38:12,600 Does this remind you of your days? 698 00:38:12,720 --> 00:38:13,880 A lot. 699 00:38:14,000 --> 00:38:16,360 How was it building a business back then versus now? 700 00:38:16,440 --> 00:38:18,280 It has become easier. 701 00:38:18,400 --> 00:38:19,720 We had no Sharks 702 00:38:19,800 --> 00:38:21,240 to invest in two minutes. 703 00:38:21,320 --> 00:38:23,520 We have toiled a lot. I'm in the insurance field. 704 00:38:23,640 --> 00:38:24,840 It's a complicated business. 705 00:38:24,920 --> 00:38:27,800 It took me time but their pitches 706 00:38:28,120 --> 00:38:30,560 reminds me of how 707 00:38:30,680 --> 00:38:33,440 we had made a pitch to convince the investors. 708 00:38:33,640 --> 00:38:35,560 It's a complicated field 709 00:38:35,720 --> 00:38:37,240 but we tried to unlock it. 710 00:38:37,320 --> 00:38:39,880 How long did you take to get your first round of investment? 711 00:38:39,960 --> 00:38:40,480 Two years. 712 00:38:40,560 --> 00:38:42,960 It has been a great journey for ACKO. 713 00:38:43,080 --> 00:38:46,520 Did any pitch make you want to invest in it too? 714 00:38:46,680 --> 00:38:48,640 Two that I can remember. One was STAGE OTT. 715 00:38:48,720 --> 00:38:52,880 The second one that I liked was Medulance. 716 00:38:53,000 --> 00:38:54,720 - Yeah, those two boys. - Yeah. 717 00:38:54,840 --> 00:38:57,960 I think it's such a noble cause and to run it 718 00:38:58,080 --> 00:39:02,280 completely bootstrapped with profitability from day one 719 00:39:02,600 --> 00:39:04,880 is super exciting. So, I think these two were 720 00:39:05,120 --> 00:39:06,320 very exciting. 721 00:39:06,440 --> 00:39:09,440 How important is it for disruptive businesses like ACKO 722 00:39:09,520 --> 00:39:10,160 to come forward? 723 00:39:10,240 --> 00:39:12,240 To set an example. 724 00:39:12,360 --> 00:39:14,960 5-6 years ago, when we started 725 00:39:15,240 --> 00:39:17,160 - insurance was sold in a way. - Yes. 726 00:39:17,320 --> 00:39:19,400 - Claims were made a certain way. - Yes. 727 00:39:19,600 --> 00:39:21,080 People used to be hassled. 728 00:39:21,200 --> 00:39:24,360 It took us a long to change it. 729 00:39:24,440 --> 00:39:27,280 These new businesses will create an impact 730 00:39:27,400 --> 00:39:29,080 and change the consumers' life. 731 00:39:35,200 --> 00:39:37,920 - for Indians to compete globally. - Right. 732 00:39:38,120 --> 00:39:41,960 What's the story behind ACKO Change Makers? 733 00:39:42,200 --> 00:39:42,920 I just want to understand. 734 00:39:43,000 --> 00:39:44,160 We are in the insurance field. 735 00:39:44,240 --> 00:39:47,760 We noticed that for 20-25 years, nothing changed. 736 00:39:48,200 --> 00:39:49,440 And people are hassled. 737 00:39:49,560 --> 00:39:52,200 It was important to change it. 738 00:39:52,280 --> 00:39:55,600 But there is a certain set of people 739 00:39:55,760 --> 00:39:56,880 or how do I say it? 740 00:39:57,040 --> 00:39:58,760 - "That's the way it is!" - Hmm. 741 00:39:58,840 --> 00:40:01,440 - Rigid mindset. - Yes, rigid and orthodox. 742 00:40:01,520 --> 00:40:04,240 To change it, whether it's an insurance, 743 00:40:04,440 --> 00:40:06,880 hair colour, or anything. 744 00:40:07,000 --> 00:40:08,680 It's important to make those changes. 745 00:40:08,760 --> 00:40:11,040 - This will take our society ahead. - Yeah. 746 00:40:11,320 --> 00:40:13,320 So, welcoming this change 747 00:40:13,880 --> 00:40:15,120 is ACKO's philosophy. 748 00:40:15,200 --> 00:40:16,800 ACKO will also grow old. 749 00:40:16,880 --> 00:40:19,880 But we must remember that we must change with time. 750 00:40:19,960 --> 00:40:21,080 - And move on. - Right. 751 00:40:21,400 --> 00:40:24,160 So, the entire philosophy behind welcoming change is 752 00:40:24,320 --> 00:40:27,240 celebrating people who bring these changes. 753 00:40:27,360 --> 00:40:28,760 Those who create this change. 754 00:40:29,000 --> 00:40:31,000 And I think it's very important for us as a country 755 00:40:31,080 --> 00:40:32,960 and as a nation to celebrate these people. 756 00:40:33,040 --> 00:40:35,760 That's the philosophy behind welcoming this change. 757 00:40:35,840 --> 00:40:38,760 Sir, we would like you to leave a small message 758 00:40:38,960 --> 00:40:41,880 - on your ACKO Change Makers Wall. - Thank you so much. 759 00:40:42,040 --> 00:40:43,080 Come on, sir. 760 00:40:46,080 --> 00:40:47,760 We will change India. 761 00:40:47,920 --> 00:40:49,040 Um, thank you, Varun. 762 00:40:49,120 --> 00:40:51,760 Thank you for the inspiring message and for joining us 763 00:40:51,840 --> 00:40:54,000 - on Shark Tank India. - Thank you so much, Rahul. 764 00:40:54,120 --> 00:40:55,920 [music playing] 765 00:41:03,800 --> 00:41:05,720 [music playing] 766 00:41:17,400 --> 00:41:20,240 No! 767 00:41:20,480 --> 00:41:22,360 Yuck! 768 00:41:22,440 --> 00:41:24,240 Oh! 769 00:41:24,360 --> 00:41:25,680 It's smelling. 770 00:41:25,800 --> 00:41:27,840 God, Aman! 771 00:41:28,960 --> 00:41:32,120 When we go abroad to study or on a tour, 772 00:41:32,200 --> 00:41:34,240 we are so excited. 773 00:41:34,320 --> 00:41:37,080 We pack everything important 774 00:41:38,560 --> 00:41:41,080 but we can't take the most important thing. 775 00:41:41,840 --> 00:41:45,600 Our favourite bathroom jet spray. 776 00:41:45,680 --> 00:41:48,080 Yuck! 777 00:41:49,960 --> 00:41:51,320 Totally, I can relate to it. 778 00:41:51,400 --> 00:41:52,920 [laughs] 779 00:41:53,000 --> 00:41:55,560 Whether you use a paper or a bottle 780 00:41:55,640 --> 00:41:59,080 unless you wash it with this, you aren't satisfied. 781 00:42:00,280 --> 00:42:02,080 - That's right. - Amit! 782 00:42:04,400 --> 00:42:06,680 We're here with a solution for this problem. 783 00:42:06,800 --> 00:42:09,440 With our innovation, Bottom Line Spray. 784 00:42:11,240 --> 00:42:13,360 Hello, Sharks. I'm Aadil Attarwala. 785 00:42:23,640 --> 00:42:25,240 And with our product, 786 00:42:25,360 --> 00:42:27,160 you will get two reusable hooks. 787 00:42:27,240 --> 00:42:29,800 Firstly, wherever you go, 788 00:42:29,880 --> 00:42:33,480 near your pot, at the eye level or a bit higher than that 789 00:42:33,560 --> 00:42:36,080 you have to stick the hook. 790 00:42:37,280 --> 00:42:39,360 Then unroll the product 791 00:42:40,400 --> 00:42:44,360 and you can fill water in it with a bottle or a tap. 792 00:42:44,600 --> 00:42:46,200 Seriously. 793 00:42:46,640 --> 00:42:48,760 Its capacity is 1.5 litres. 794 00:42:48,840 --> 00:42:50,520 Wow! 795 00:42:51,920 --> 00:42:54,000 It must be hanged. 796 00:42:54,120 --> 00:42:55,920 Wow! 797 00:42:56,000 --> 00:42:58,080 And this works with gravity. 798 00:43:05,200 --> 00:43:06,200 You can switch it on. 799 00:43:06,280 --> 00:43:09,160 - [laughs] - Now this is off. 800 00:43:09,240 --> 00:43:12,280 I think Vineeta had a mishap with this. 801 00:43:14,960 --> 00:43:18,080 Now you can experience India anywhere abroad. 802 00:43:18,200 --> 00:43:20,080 Wow! 803 00:43:47,480 --> 00:43:48,640 Thank you. 804 00:43:49,760 --> 00:43:53,120 [music playing] 805 00:43:54,880 --> 00:43:56,880 Namita, I'm just speechless. 806 00:43:58,120 --> 00:44:02,320 Welcome to Shark Tank, Season 2. 807 00:44:03,800 --> 00:44:05,480 [laughs] 808 00:44:14,200 --> 00:44:17,280 Aadil, have you heard about flushable wipes? 809 00:44:18,000 --> 00:44:18,680 Yes. 810 00:44:18,760 --> 00:44:20,520 It's very common abroad. 811 00:44:20,600 --> 00:44:21,320 - Yes. - Yes. 812 00:44:21,440 --> 00:44:25,800 So, instead of making such a heavy equipment 813 00:44:25,880 --> 00:44:29,280 why didn't you think of flushable wipes? 814 00:44:29,400 --> 00:44:31,360 So, I want to share that 815 00:44:31,440 --> 00:44:34,520 we are Indians. We love to travel 816 00:44:34,600 --> 00:44:37,880 but we would like to remain in our comfort zone. 817 00:44:38,760 --> 00:44:42,400 The ergonomics, just like our jet spray at home 818 00:44:42,480 --> 00:44:44,160 it sprays water with pressure. 819 00:44:44,240 --> 00:44:46,280 That's when we get our satisfaction. 820 00:44:46,360 --> 00:44:49,560 Look, we are Gujaratis. 821 00:44:49,640 --> 00:44:52,160 When we travel, we surely take Khakhra along. 822 00:44:54,800 --> 00:44:56,880 [laughs] 823 00:44:58,720 --> 00:45:01,280 Oh, my God! 824 00:45:05,720 --> 00:45:07,320 These Sharks here 825 00:45:07,400 --> 00:45:09,600 are rich so we travel a lot. 826 00:45:09,680 --> 00:45:11,200 Let's ask them one by one. 827 00:45:12,120 --> 00:45:14,480 Hotels have it these days. 828 00:45:14,560 --> 00:45:15,760 Earlier, they didn't have it. But they do nowadays. 829 00:45:15,840 --> 00:45:16,640 How would you manage earlier? 830 00:45:16,720 --> 00:45:17,480 Toilet paper. 831 00:45:17,560 --> 00:45:19,760 Namita, you lived there for 8 years. Let me know. 832 00:45:19,880 --> 00:45:21,120 I'm not going to answer this question. 833 00:45:21,200 --> 00:45:22,680 [music playing] 834 00:45:23,520 --> 00:45:26,560 I've faced a problem. 835 00:45:26,720 --> 00:45:27,640 And Aman? 836 00:45:34,520 --> 00:45:35,640 And Peyush? 837 00:45:35,880 --> 00:45:38,760 I travel frequently to Japan. 838 00:45:38,840 --> 00:45:40,880 The satisfaction is next-level there. 839 00:45:41,000 --> 00:45:43,840 [laughs] 840 00:45:45,960 --> 00:45:47,400 What's the satisfaction about? 841 00:45:47,520 --> 00:45:50,280 They have warm toilet seats. 842 00:45:51,120 --> 00:45:52,760 [music playing] 843 00:45:52,840 --> 00:45:55,680 And they have multiple jets 844 00:45:55,760 --> 00:45:56,960 that spray from all four sides. 845 00:45:57,040 --> 00:46:00,880 And two hands come up too. To wash and clean. 846 00:46:00,960 --> 00:46:03,640 [music playing] 847 00:46:03,760 --> 00:46:04,960 Anupam, what do you do? 848 00:46:05,040 --> 00:46:07,880 I combine tissue paper and water bottle. 849 00:46:08,720 --> 00:46:10,920 You copied us again. 850 00:46:11,040 --> 00:46:12,640 [music playing] 851 00:46:17,800 --> 00:46:21,240 - She's my fiance. - Oh, wow! Congratulations! 852 00:46:21,440 --> 00:46:23,000 Let's get to the bottom line. 853 00:46:23,680 --> 00:46:26,400 In the last three months, what were your monthly sales? 854 00:46:26,520 --> 00:46:28,080 What's the price of each unit? 855 00:46:28,160 --> 00:46:29,600 The MRP is 2000. 856 00:46:35,600 --> 00:46:36,720 What were your sales? 857 00:46:51,000 --> 00:46:53,680 A new semester begins in September in the US. 858 00:46:53,760 --> 00:46:57,160 So, in August, students leave 859 00:46:57,240 --> 00:46:59,320 so you find a peak in August. 860 00:46:59,400 --> 00:47:00,680 - Is that right? - It's true. 861 00:47:03,000 --> 00:47:06,880 After years, I wish like sharing a dialogue. 862 00:47:07,080 --> 00:47:08,600 In this, 863 00:47:08,760 --> 00:47:11,760 I have no expertise at all. 864 00:47:11,840 --> 00:47:14,960 And for that reason, I'm out. 865 00:47:15,040 --> 00:47:16,680 But I wish you the very best. 866 00:47:16,760 --> 00:47:18,800 Thank you. 867 00:47:18,880 --> 00:47:22,680 Finally, we got to hear this after an entire season. 868 00:47:23,920 --> 00:47:26,440 I think you must have a bigger vision. 869 00:47:26,760 --> 00:47:28,160 Include this problem 870 00:47:28,240 --> 00:47:31,320 and 2-3 more problems to build a bigger business. 871 00:47:31,440 --> 00:47:33,680 It's not required for you to raise investment. 872 00:47:35,600 --> 00:47:38,040 If your sales are around 2 lakhs. Grow it to be 20. 873 00:47:38,120 --> 00:47:40,720 Refine the product. Focus more on it. 874 00:47:41,200 --> 00:47:43,880 As of now, it doesn't seem investible. So, I'm out. 875 00:47:44,440 --> 00:47:45,400 Thank you, sir. 876 00:47:45,520 --> 00:47:47,760 Guys, when did you start entrepreneurship? 877 00:47:47,880 --> 00:47:48,800 2019. 878 00:48:29,400 --> 00:48:32,160 So the target market is small. 879 00:48:33,000 --> 00:48:35,760 Scalability is the issue for me. So, I'm out today. 880 00:48:35,840 --> 00:48:37,440 But I'm surely going to be your customer. 881 00:48:37,520 --> 00:48:39,240 Thank you so much. 882 00:48:39,560 --> 00:48:40,880 When did you get engaged? 883 00:48:40,960 --> 00:48:41,880 This year, in January. 884 00:48:41,960 --> 00:48:43,200 When will you get married? 885 00:48:43,520 --> 00:48:45,800 - Sometime next year. - End of this year or next year. 886 00:48:45,880 --> 00:48:46,800 Where is the income? 887 00:48:47,400 --> 00:48:49,160 Income, uh, 888 00:48:50,800 --> 00:48:53,880 as of now, on our journey, we haven't mentioned but 889 00:48:54,000 --> 00:48:56,360 - we were pursuing Masters. - Where? 890 00:48:56,840 --> 00:49:00,160 I went to Politecnico di Milano in Milan. 891 00:49:00,280 --> 00:49:03,120 - What about you? - I went to Brunel University, London 892 00:49:03,200 --> 00:49:05,080 So, your families 893 00:49:05,200 --> 00:49:07,200 - are well-off and can finance it. - Yes, we do. 894 00:49:07,280 --> 00:49:08,360 Look, that's the point. 895 00:49:09,240 --> 00:49:11,960 I was wondering why you worked on this solution. 896 00:49:12,040 --> 00:49:13,960 When it's not working, the market shows 897 00:49:14,080 --> 00:49:15,480 that there's no product-market fit. 898 00:49:15,560 --> 00:49:16,920 Why are you still obsessing over it? 899 00:49:17,000 --> 00:49:18,360 [music playing] 900 00:49:18,440 --> 00:49:20,720 You might enjoy using it. 901 00:49:20,800 --> 00:49:23,840 And you assume that the world will use it. It doesn't seem so. 902 00:49:24,040 --> 00:49:25,240 You're too comfortable. 903 00:49:25,800 --> 00:49:27,800 You're not in a hurry to get something. 904 00:49:28,000 --> 00:49:29,680 So, I'm out too. 905 00:49:30,440 --> 00:49:31,760 [music playing] 906 00:49:31,840 --> 00:49:33,400 - Thank you. - Thank you so much. 907 00:49:33,480 --> 00:49:34,840 Bye. 908 00:49:40,120 --> 00:49:43,400 [music playing] 909 00:50:01,680 --> 00:50:03,440 Greetings! 910 00:50:03,520 --> 00:50:06,000 Sharks, you must know 911 00:50:06,080 --> 00:50:07,360 that in Indian households 912 00:50:07,440 --> 00:50:09,640 the relationship between a mother and daughter-in-law is so spicy. 913 00:50:09,720 --> 00:50:11,960 [laughs] 914 00:50:12,040 --> 00:50:14,240 I have a similar situation at home. 915 00:50:15,120 --> 00:50:17,960 My wife is a child behavioural psychologist. 916 00:50:18,080 --> 00:50:20,760 - And my mom is a school principal. - Oh my! 917 00:50:21,120 --> 00:50:22,520 This is not the problem. 918 00:50:22,640 --> 00:50:26,400 The problem is, what my 3.5-year-old son will eat. 919 00:50:26,480 --> 00:50:28,920 [laughs] 920 00:50:29,000 --> 00:50:30,280 My mom wants 921 00:50:30,360 --> 00:50:33,880 us to feed him traditional parathe and semolina halwa. 922 00:50:33,960 --> 00:50:35,480 And my wife wants 923 00:50:35,560 --> 00:50:38,560 him to eat, convenient and healthy, corn flakes and milk. 924 00:50:39,840 --> 00:50:41,240 Amidst this argument, 925 00:50:41,320 --> 00:50:44,800 my son wants cold drinks and chocolates. 926 00:50:44,880 --> 00:50:47,040 [laughs] 927 00:50:47,800 --> 00:50:49,440 It's the story of every household. 928 00:50:49,520 --> 00:50:51,680 To be an equal parent, 929 00:50:51,760 --> 00:50:54,680 we, as dads, found the solution 930 00:50:54,760 --> 00:50:57,560 that makes my wife and my mom happy. 931 00:50:57,640 --> 00:50:59,640 And my son, the happiest. 932 00:51:01,520 --> 00:51:03,560 We have brought 933 00:51:03,640 --> 00:51:05,680 ethnic, traditional ingredients 934 00:51:05,760 --> 00:51:07,840 like the African teff, 935 00:51:07,920 --> 00:51:09,440 Indian turmeric, 936 00:51:22,160 --> 00:51:23,720 gave rise to Lil' Goodness. 937 00:51:23,800 --> 00:51:26,640 [music playing] 938 00:51:26,720 --> 00:51:29,240 And we have become super dads. 939 00:51:37,120 --> 00:51:38,920 Sharks, our ask is 940 00:51:55,000 --> 00:51:56,200 And you're my mentee, right? 941 00:51:56,280 --> 00:51:59,120 - Long time back from IIM. - Yeah, from IIM Indore. 942 00:51:59,200 --> 00:52:00,960 - Yes, a long time back. - Oh my, God! 943 00:52:01,040 --> 00:52:01,880 My God! 944 00:52:04,240 --> 00:52:06,040 I'm not related to him. 945 00:52:06,800 --> 00:52:09,120 [laughs] 946 00:52:09,800 --> 00:52:12,160 So, Harsh and I studied together in school. 947 00:52:12,240 --> 00:52:15,360 - Wow, good one! - Don Bosco School, Alaknanda, New De 948 00:52:15,480 --> 00:52:18,560 We studied in the same class for almost 6 or 10 years. 949 00:52:18,640 --> 00:52:20,240 We were in the same section for two years. 950 00:52:20,320 --> 00:52:23,000 - Wow! - In the 9th, Peyush was a topper. 951 00:52:23,120 --> 00:52:25,200 In the 10th, I beat him. 952 00:52:25,280 --> 00:52:27,360 [laughs] 953 00:52:42,080 --> 00:52:45,840 I will serve you two kinds of chocolates. 954 00:52:45,960 --> 00:52:48,440 [music playing] 955 00:52:54,360 --> 00:52:56,640 - This is the second option. - Okay. 956 00:52:57,040 --> 00:52:59,240 [music playing] 957 00:53:03,200 --> 00:53:05,560 You may open your blindfolds. 958 00:53:07,840 --> 00:53:11,320 Tell us what was better in the first one. 959 00:53:11,440 --> 00:53:14,400 The first one tasted like Amul's 960 00:53:14,480 --> 00:53:15,600 - chocolate. - Hmm. 961 00:53:15,680 --> 00:53:17,840 - And the second one felt milkier. - Yes. 962 00:53:17,920 --> 00:53:21,360 - It was creamier. - The second one had more sugar content. 963 00:53:22,880 --> 00:53:25,120 Our first option was chocolate. 964 00:53:25,200 --> 00:53:27,440 Did anyone get a taste of turmeric in it? 965 00:53:27,560 --> 00:53:29,440 Ah! No, we didn't feel it. 966 00:53:29,520 --> 00:53:32,440 The first option was too good. I liked it. 967 00:53:32,520 --> 00:53:36,160 The first option is our Lil' Goodness chocolate. 968 00:53:37,760 --> 00:53:39,800 It has 35% 969 00:53:49,640 --> 00:53:53,040 We added curcumin extracted from turmeric. 970 00:53:53,600 --> 00:53:55,560 - We mixed it in an extract form. - Extract! 971 00:53:55,680 --> 00:53:57,880 It hid the bitterness 972 00:53:57,960 --> 00:54:00,080 in our chocolate format. It masked the bitterness. 973 00:54:00,160 --> 00:54:02,000 [inspirational music] 974 00:54:02,080 --> 00:54:05,160 We use 100% cocoa butter to make chocolates. 975 00:54:10,800 --> 00:54:12,160 That has made a difference. 976 00:54:14,240 --> 00:54:16,640 - We want to give samples of other products too. - Go on. 977 00:54:16,720 --> 00:54:19,040 [thrilling music] 978 00:54:23,840 --> 00:54:25,360 - It's delicious. - Yes? 979 00:54:25,440 --> 00:54:26,880 - Very tasty. - It's very nice. 980 00:54:27,000 --> 00:54:30,160 It contains 23% teff and 23% quinoa. 981 00:54:37,920 --> 00:54:39,520 This product contains 982 00:54:39,600 --> 00:54:42,680 50% less sugar as compared to our competitors. 983 00:54:47,600 --> 00:54:49,560 - How does it matter? - It matters a lot. 984 00:54:49,640 --> 00:54:51,160 [sweeping music] 985 00:54:52,440 --> 00:54:55,440 A bar of chocolate is loaded with sugar 986 00:54:55,920 --> 00:54:59,040 and it's disastrous for health. 987 00:54:59,120 --> 00:55:02,320 If you reduce 35% sugar, it'd still be disastrous. 988 00:55:02,400 --> 00:55:05,080 - They'd eat anyway. - Anyway, they'd eat chocolates. 989 00:55:06,360 --> 00:55:09,320 I agree with him. Like this product contains maltodextrin. 990 00:55:09,400 --> 00:55:12,640 It's debatable whether we should consume it or not. 991 00:55:12,720 --> 00:55:15,000 It can't replace turmeric milk. 992 00:55:16,240 --> 00:55:17,360 I'm not saying 993 00:55:17,440 --> 00:55:19,680 that there is something wrong with their business. 994 00:55:19,760 --> 00:55:21,480 Better-for-you is a food category. 995 00:55:21,560 --> 00:55:24,640 You must clearly say, "it's better for you". 996 00:55:24,720 --> 00:55:27,240 [dramatic music] 997 00:55:27,320 --> 00:55:29,920 It's a better kind of junk food. That's what he means. 998 00:55:30,040 --> 00:55:33,200 And you agree that they are better than chocolates, right? 999 00:55:33,280 --> 00:55:35,680 They are better than chocolates. Definitely better. 1000 00:55:37,000 --> 00:55:41,360 India faces two challenges in establishing the healthy segment. 1001 00:55:41,440 --> 00:55:43,920 The first challenge is that Indians are taste-conscious. 1002 00:55:44,000 --> 00:55:46,760 - People won't eat if the food isn't tasty. - That's true. 1003 00:55:47,440 --> 00:55:50,440 The second challenge is that India is a price-sensitive market. 1004 00:55:50,520 --> 00:55:53,520 The price of the chocolate I gave you for comparison 1005 00:55:53,600 --> 00:55:55,440 is available for just Rs. 20. 1006 00:55:57,200 --> 00:55:58,400 People buy such products readily. 1007 00:55:58,480 --> 00:56:01,600 - Hold on! We'd get a chocolate of this size for Rs. 20. - Yes. 1008 00:56:01,680 --> 00:56:05,520 But the product you are comparing it with is bigger. 1009 00:56:05,600 --> 00:56:07,320 No. [sweeping music] 1010 00:56:07,680 --> 00:56:09,280 Are you comparing the same quantities? 1011 00:56:09,360 --> 00:56:12,040 Sir, we sell chocolates costing Rs. 20 1012 00:56:12,120 --> 00:56:13,880 as compared to Cadbury chocolates costing Rs. 10. 1013 00:56:13,960 --> 00:56:17,440 - It's double the price but you said it costs Rs. 20. - Right. 1014 00:56:18,680 --> 00:56:20,440 Are you doing this business for 5 years? 1015 00:56:20,520 --> 00:56:21,320 - No. - No. 1016 00:56:21,440 --> 00:56:24,160 We launched this brand in March 2020. 1017 00:56:28,120 --> 00:56:30,680 We went live on Amazon in May 2020. 1018 00:56:30,760 --> 00:56:34,560 - Please tell us the sales category-wise. - Please tell us. 1019 00:56:34,640 --> 00:56:37,760 Our sales are Rs. 1.45 crores per month currently. 1020 00:56:37,840 --> 00:56:39,360 Oh, that's nice. [sweeping music] 1021 00:56:39,960 --> 00:56:41,120 It's our monthly run rate. 1022 00:56:41,200 --> 00:56:42,400 - You mean net revenue. - Net run rate. 1023 00:56:42,480 --> 00:56:44,960 There has been 3 times growth in six months. 1024 00:57:18,520 --> 00:57:20,880 We have scaled up so well 1025 00:57:20,960 --> 00:57:22,600 that we reduced the manufacturing cost. 1026 00:57:22,680 --> 00:57:24,640 - Wonderful! - Wow! 1027 00:57:24,760 --> 00:57:27,800 - Overall, your gross margin is 67%. - It's around 66%. 1028 00:57:31,000 --> 00:57:33,920 We have a cash burn rate of Rs. 30 lakhs per month. 1029 00:57:34,040 --> 00:57:36,640 [adventurous music] 1030 00:57:36,720 --> 00:57:38,200 Please tell us the break up of Rs. 1.5 crores. 1031 00:57:38,280 --> 00:57:40,760 In your sale of Rs. 1.45 crores, 1032 00:57:40,840 --> 00:57:43,120 tell us the break up of the money spent on different activities. 1033 00:57:43,200 --> 00:57:46,640 The customer acquisition cost including discounts 1034 00:57:46,720 --> 00:57:49,600 was around Rs. 30 lakhs last month. 1035 00:57:49,680 --> 00:57:52,040 You tell us the net revenue after deducting discounts! 1036 00:57:52,120 --> 00:57:54,680 [adventurous music] 1037 00:57:54,760 --> 00:57:57,720 I get it. The net revenue after discounts is Rs. 1.27 crores. 1038 00:57:57,800 --> 00:58:00,600 So the real revenue is Rs. 1.27 crores. Please tell us the same. 1039 00:59:02,680 --> 00:59:04,040 I'm the CEO. 1040 00:59:05,880 --> 00:59:08,920 - I invested in the company. - How much? 1041 00:59:09,000 --> 00:59:10,320 Around Rs. 1 crore. 1042 00:59:11,200 --> 00:59:12,200 What is your role? 1043 00:59:12,280 --> 00:59:16,000 I manage the products, supply chain and operations. 1044 00:59:16,120 --> 00:59:18,760 That's alright. You said that you raised a round recently. 1045 00:59:18,840 --> 00:59:22,200 Yes. We are raising a round of Rs. 13.5 crores. 1046 00:59:22,280 --> 00:59:24,560 [dramatic music] 1047 00:59:24,680 --> 00:59:27,520 We already have commitments for Rs. 12 crores. 1048 00:59:27,600 --> 00:59:29,160 What valuation did you get? 1049 00:59:29,360 --> 00:59:31,400 The same valuation that we offered you. 1050 00:59:31,520 --> 00:59:32,440 So you got a valuation of Rs. 100 crores. 1051 00:59:32,520 --> 00:59:34,480 But then you are raising funds at almost 1052 00:59:34,560 --> 00:59:37,720 - 8 times your revenue. - I don't understand how he's getting it. 1053 00:59:37,800 --> 00:59:40,080 [dramatic music] 1054 00:59:41,720 --> 00:59:44,840 Don't you think that the dilution is too high? 1055 00:59:46,160 --> 00:59:49,640 You certainly made some mistakes to reach this stage. 1056 00:59:49,760 --> 00:59:51,720 [sweeping music] 1057 00:59:51,800 --> 00:59:53,840 Aman, there was a situation 1058 00:59:53,960 --> 00:59:57,160 during Covid when we borrowed money as we needed it. 1059 00:59:58,640 --> 01:00:01,560 We made the mistake of not negotiating. 1060 01:00:01,680 --> 01:00:05,680 - And... - And that led to a string of mistakes. 1061 01:00:05,800 --> 01:00:07,440 [adventurous music] 1062 01:00:07,560 --> 01:00:10,400 I have observed a trend of food companies 1063 01:00:10,480 --> 01:00:12,400 on Shark Tank India season 2. 1064 01:00:12,520 --> 01:00:15,800 Many companies have fantastic products 1065 01:00:16,920 --> 01:00:18,240 having a health angle 1066 01:00:18,360 --> 01:00:20,840 and are fundamentally good businesses. 1067 01:00:23,000 --> 01:00:25,120 All of them have a pattern 1068 01:00:25,200 --> 01:00:27,560 of high cash burn per month. 1069 01:00:27,640 --> 01:00:31,080 Secondly, a high founder's equity dilution. 1070 01:00:32,200 --> 01:00:35,920 Thirdly, the fundraiser we are about to join 1071 01:00:36,160 --> 01:00:37,400 has a high valuation. 1072 01:00:38,800 --> 01:00:43,040 So these businesses don't appear investible to me. 1073 01:00:43,120 --> 01:00:46,440 The valuation appears unrealistic given the cash burn. 1074 01:00:46,800 --> 01:00:50,520 Because you'd do more cash burn to scale up. 1075 01:00:50,760 --> 01:00:54,160 And for that reason, even though there is a health angle 1076 01:00:54,240 --> 01:00:57,840 and the product is tasty, I'd like to be out. 1077 01:00:58,960 --> 01:01:00,000 Thank you, Namita. 1078 01:01:00,080 --> 01:01:02,200 As you got funding too soon, 1079 01:01:02,280 --> 01:01:03,920 your attitude isn't frugal. 1080 01:01:04,000 --> 01:01:05,120 [tense music] 1081 01:01:05,200 --> 01:01:08,480 I don't have a conviction that you are working on it heavily 1082 01:01:08,560 --> 01:01:12,000 or you did some innovation so I was talking about digital marketing. 1083 01:01:12,120 --> 01:01:14,200 For these reasons, I'm out today. 1084 01:01:15,280 --> 01:01:17,120 This category is exciting. 1085 01:01:17,400 --> 01:01:19,520 Chocolates in India 1086 01:01:19,880 --> 01:01:21,640 are ripe for disruption. 1087 01:01:23,200 --> 01:01:26,080 But, my friend, you are letting go of such a good opportunity. 1088 01:01:26,840 --> 01:01:30,000 You are burning cash even in this scenario. 1089 01:01:30,880 --> 01:01:33,840 The way you are executing, you'll never be profitable. 1090 01:01:33,920 --> 01:01:35,720 [dramatic music] 1091 01:01:35,840 --> 01:01:39,080 People come to Shark Tank for a meagre amount of Rs. 10 lakhs. 1092 01:01:40,320 --> 01:01:41,840 Because they didn't get an opportunity. 1093 01:01:41,920 --> 01:01:43,320 They didn't get funding. 1094 01:01:43,400 --> 01:01:45,600 They don't have qualifications so they need mentorship. 1095 01:01:45,680 --> 01:01:48,160 But you got everything and you are squandering it away. 1096 01:01:49,960 --> 01:01:51,040 And for that reason, I'm out. 1097 01:01:51,120 --> 01:01:53,880 [dramatic music] 1098 01:01:53,960 --> 01:01:55,880 The stage you are at 1099 01:01:55,960 --> 01:01:58,400 in terms of your ownership 1100 01:01:58,480 --> 01:02:00,480 at your current valuation 1101 01:02:00,560 --> 01:02:03,040 and the impact of an investor 1102 01:02:03,160 --> 01:02:05,800 on decision-making after giving Rs. 1 crore is limited. 1103 01:02:14,920 --> 01:02:16,480 Thank you, Vineeta! [sweeping music] 1104 01:02:16,960 --> 01:02:18,520 Why did you come to Shark Tank? 1105 01:02:18,600 --> 01:02:20,280 You already have Rs. 12 crores. 1106 01:02:20,360 --> 01:02:23,120 Basically, we wanted to complete this round. 1107 01:02:23,200 --> 01:02:25,960 A round doesn't necessarily complete at Rs. 13.5 crores. 12 is good too. 1108 01:02:26,040 --> 01:02:27,800 [sweeping music] 1109 01:02:27,880 --> 01:02:30,240 Look! The more money we get, 1110 01:02:30,320 --> 01:02:32,320 we may spend on branding 1111 01:02:32,400 --> 01:02:35,800 and on focused channel efforts. 1112 01:02:35,880 --> 01:02:37,520 No! No. 1113 01:02:39,360 --> 01:02:42,080 You are still struggling 1114 01:02:42,160 --> 01:02:43,840 because you aren't solving the core problem. 1115 01:02:43,920 --> 01:02:47,280 If I invest in this deal today, 1116 01:02:48,760 --> 01:02:49,840 I'd do it 1117 01:02:49,920 --> 01:02:52,320 when you realise that there is a gap 1118 01:02:52,640 --> 01:02:55,480 and you need my help 1119 01:02:55,600 --> 01:02:56,920 to turn around this business. 1120 01:03:00,240 --> 01:03:01,280 I'm out of this deal. 1121 01:03:02,520 --> 01:03:04,640 I can't meddle with your valuation. 1122 01:03:04,720 --> 01:03:07,000 I could give you a fresh idea for a fresh business 1123 01:03:07,080 --> 01:03:10,400 and treat you two as fresh entrepreneurs to help you. 1124 01:03:11,280 --> 01:03:14,680 Now Peyush is there to help you so you don't need me. I'm out. 1125 01:03:16,000 --> 01:03:18,880 I think your revenue is around 12 to 15 crore rupees. 1126 01:03:19,000 --> 01:03:21,920 It doesn't cross a multiple of three in the market as of now 1127 01:03:22,040 --> 01:03:23,280 and you need help. 1128 01:03:23,800 --> 01:03:26,880 My offer is Rs. 50 lakhs for 1% equity. 1129 01:03:37,040 --> 01:03:39,120 Let's close at a 10% interest rate. 1130 01:03:39,200 --> 01:03:42,280 - Peyush... - It's a non-negotiable offer. 1131 01:03:42,760 --> 01:03:43,880 Sir... 1132 01:04:00,480 --> 01:04:02,360 - Thank you, Peyush! - Good job, guys! 1133 01:04:02,440 --> 01:04:03,640 - Come on! - Thanks! 1134 01:04:03,760 --> 01:04:05,880 - Superb! - Now we can't compete. 1135 01:04:06,000 --> 01:04:07,440 Please earn profit for me. 1136 01:04:07,520 --> 01:04:09,200 [laughing] 1137 01:04:11,320 --> 01:04:12,360 Good job! 1138 01:05:26,800 --> 01:05:28,720 Do you like the Sharks? You can become one too. 1139 01:05:42,640 --> 01:05:44,720 'Peyush, in today's Shark Xperience segment, ' 1140 01:05:44,800 --> 01:05:46,760 'Satish from Tenali has a question.' 1141 01:05:46,920 --> 01:05:49,720 'Which path should an entrepreneur choose?' 1142 01:05:49,840 --> 01:05:52,440 'Growth or profitability? And why?' 1143 01:05:52,560 --> 01:05:57,360 I think growth and profitability are important for a business. 1144 01:05:57,560 --> 01:06:00,560 The most important thing is to check if you are creating