1 00:00:10,040 --> 00:00:12,520 [theme song plays] 2 00:00:30,400 --> 00:00:33,840 [theme song continues] 3 00:00:45,560 --> 00:00:47,600 Did you think that 50 episodes, 4 00:00:47,760 --> 00:00:50,200 190 pitches, an investment of Rs. 80 crores, 5 00:00:50,280 --> 00:00:52,600 and the Sharks roasting founders was everything? 6 00:00:52,720 --> 00:00:53,960 No, there's a lot more left. 7 00:00:54,040 --> 00:00:56,360 Our electrifying entrepreneurs are just getting started. 8 00:00:56,560 --> 00:00:59,280 We received thousands of entries for this special episode 9 00:00:59,360 --> 00:01:01,120 and a few selected have come here 10 00:01:01,200 --> 00:01:02,960 to pitch their business to the Sharks. 11 00:01:03,080 --> 00:01:06,080 Joining the Sharks on today's special episode is a guest Shark. 12 00:01:06,200 --> 00:01:08,440 The founder and CEO of Happilo, Mr. Vikas Nahar. 13 00:01:11,360 --> 00:01:13,760 [theme song fades] 14 00:01:21,960 --> 00:01:26,800 Sharks, do you have the urge to eat something savoury or tangy? 15 00:01:28,160 --> 00:01:32,200 Relishing raw mango with black salt has its own charm. 16 00:01:32,280 --> 00:01:36,400 And just thinking about tangy tamarind makes my mouth water! 17 00:01:37,880 --> 00:01:40,560 Sharks, we love piquant foods. 18 00:01:41,800 --> 00:01:43,760 If you look at the history of packaged foods, 19 00:01:43,840 --> 00:01:45,360 many foreign brands entered the market 20 00:01:45,440 --> 00:01:47,480 and brought with them a variety of products. 21 00:01:47,560 --> 00:01:49,800 For instance, biscuits, chocolate, chewing gum, 22 00:01:49,880 --> 00:01:52,920 energy bars, breakfast cereals and even noodles. 23 00:01:54,640 --> 00:01:58,160 And they overshadowed most of the unique indigenous products. 24 00:01:58,240 --> 00:01:59,080 But not anymore. 25 00:01:59,160 --> 00:02:00,920 We present to you GO DESi. 26 00:02:01,320 --> 00:02:03,680 [pleasant music plays] 27 00:02:05,160 --> 00:02:07,040 Greetings, Sharks. I am Raksha Kothari. 28 00:02:13,520 --> 00:02:15,440 GO DESi is a food brand. 29 00:02:15,680 --> 00:02:18,600 We offer lollipops of unique flavours 30 00:02:18,680 --> 00:02:20,080 like tamarind and raw mango. 31 00:02:20,160 --> 00:02:24,640 We standardise unique flavours like spicy lemon and tangy mango, 32 00:02:31,400 --> 00:02:33,480 We started with DESi POPz. 33 00:03:21,240 --> 00:03:23,360 My work spanned the gamut of FMCG 34 00:03:23,440 --> 00:03:27,000 from sourcing, back-end, and sales to sales and distribution. 35 00:03:27,080 --> 00:03:29,760 Eventually, I worked as a brand manager with Sunfeast. 36 00:03:29,840 --> 00:03:30,640 Hmm. 37 00:03:30,720 --> 00:03:34,120 After which, I headed marketing in a start-up for a year, 38 00:03:34,240 --> 00:03:35,520 and then, GO DESi happened. 39 00:03:40,080 --> 00:03:41,920 - It was into board games. - Yes. 40 00:03:42,000 --> 00:03:44,600 I'm a BTech chemical engineer from RV College, Bengaluru. 41 00:03:44,680 --> 00:03:45,480 Lovely college. 42 00:03:45,560 --> 00:03:49,880 I started my career with KPMG where I worked as an analyst. 43 00:03:49,960 --> 00:03:52,840 Then I took a slight detour in my career 44 00:03:52,920 --> 00:03:54,560 and worked with many NGOs. 45 00:03:54,640 --> 00:03:58,080 I really loved seeing an impact at the ground level. 46 00:03:58,160 --> 00:04:00,920 So, I continued in that direction. 47 00:04:02,200 --> 00:04:04,200 Then Vinay started GO DESi. 48 00:04:04,280 --> 00:04:06,480 It aligned with my vision 49 00:04:06,560 --> 00:04:07,800 to bring an impact at the ground level. 50 00:04:07,880 --> 00:04:09,440 So, I joined Vinay. 51 00:04:11,000 --> 00:04:13,400 This has no relation to what you did so far. 52 00:04:17,920 --> 00:04:22,040 I had gone hiking in the Western ghats. 53 00:04:22,120 --> 00:04:23,200 When I completed the hike, 54 00:04:23,280 --> 00:04:26,680 I ate a jackfruit bar at the tea stall below. 55 00:04:27,720 --> 00:04:28,640 I found it delicious, 56 00:04:28,720 --> 00:04:32,120 and I wondered why such products weren't available in Bengaluru. 57 00:04:32,240 --> 00:04:36,400 He had about 30 kg of a variety of products. 58 00:04:36,520 --> 00:04:38,680 We took them and set up the goods in a flea market. 59 00:04:39,960 --> 00:04:41,640 We had booked a stall for three days 60 00:04:41,720 --> 00:04:43,480 but we got sold out on the first day itself. 61 00:04:43,560 --> 00:04:45,480 Then it struck me 62 00:04:45,560 --> 00:04:48,120 that if regional products got the authenticity 63 00:04:48,200 --> 00:04:49,520 and trust of a brand 64 00:04:49,600 --> 00:04:52,360 along with distribution, the brand could become huge. 65 00:04:52,440 --> 00:04:53,280 Great idea. 66 00:04:54,920 --> 00:04:58,520 Both my kids are huge fans of the tamarind pops. 67 00:04:58,600 --> 00:05:02,440 We always have tangy imli at home. Kaushik loves it too. 68 00:05:02,520 --> 00:05:03,320 Thank you. 69 00:05:06,440 --> 00:05:07,920 - Yes, sure. - Absolutely. 70 00:05:10,320 --> 00:05:11,560 It'll take us back to our childhood. 71 00:05:11,640 --> 00:05:12,440 So, we all take one. 72 00:05:12,520 --> 00:05:14,680 - One? - The orange one is tamarind. 73 00:05:16,920 --> 00:05:19,280 [upbeat music plays] 74 00:05:22,600 --> 00:05:24,800 This is Dry-Fruit Barfi and this is Meetha Paan. 75 00:05:24,920 --> 00:05:26,920 Don't launch dry fruits. It's my category! 76 00:05:27,040 --> 00:05:28,280 - [laughs] - This is barfi. 77 00:05:37,600 --> 00:05:39,280 It contains no refined sugar. 78 00:05:39,360 --> 00:05:40,920 It's blood red. Is it artificial colour? 79 00:05:41,000 --> 00:05:42,920 No, the dates lend it colour. 80 00:05:43,240 --> 00:05:44,600 - Deep red! - Yes. 81 00:05:49,520 --> 00:05:52,000 And the price point at Rs. 5 is also amazing. 82 00:05:53,200 --> 00:05:56,280 No wonder you're able to sell at so many general trade stores 83 00:05:56,360 --> 00:05:57,880 because it's highly affordable. 84 00:05:58,000 --> 00:05:59,600 Good. It's really good. 85 00:05:59,720 --> 00:06:01,320 - Thank you. - Thank you... 86 00:06:02,840 --> 00:06:03,680 Very good. 87 00:06:04,480 --> 00:06:06,560 Vinay, the SKU costs Rs. 5. 88 00:06:06,680 --> 00:06:09,440 Keeping logistics in mind, you must be selling 89 00:06:09,600 --> 00:06:12,120 multipacks or boxes to e-commerce platforms. 90 00:06:13,320 --> 00:06:15,200 Yes, a pack of 50 goes to them. 91 00:06:15,320 --> 00:06:17,480 5 boxes of Rs. 5 a unit. That's Rs. 250 a box. 92 00:06:26,520 --> 00:06:28,520 - Correct. - There's just a knot. 93 00:06:28,640 --> 00:06:31,560 Raksha, how does it last 12 months on a mere knot? 94 00:06:31,640 --> 00:06:34,240 There's a lot of air going and coming out. 95 00:06:35,480 --> 00:06:36,720 The product isn't sealed. 96 00:06:36,800 --> 00:06:37,840 That's a good question. 97 00:06:38,040 --> 00:06:39,320 I'll answer this in two parts. 98 00:06:39,400 --> 00:06:43,560 The product's longevity comes solely from its ingredients. 99 00:06:44,120 --> 00:06:48,760 The tamarind and the other ingredients like chilli and salt 100 00:06:48,840 --> 00:06:51,320 act as natural preservatives. 101 00:06:51,400 --> 00:06:53,080 They give it a shelf-life of 12 months. 102 00:06:53,160 --> 00:06:57,600 It can be easily stored free of any infestation or microbial growth. 103 00:06:59,000 --> 00:07:03,120 Secondly, to solve this problem, we also launched strings, 104 00:07:03,200 --> 00:07:06,320 which you see here, and come in a lollipop format. 105 00:07:06,480 --> 00:07:07,640 - This one. - Yes. 106 00:07:07,840 --> 00:07:10,120 As you can see, the lollipop is completely sealed. 107 00:07:10,200 --> 00:07:12,240 This has increased our distribution. 108 00:07:12,320 --> 00:07:15,200 This is perfect. I think you ought to focus more on this. 109 00:07:15,280 --> 00:07:16,880 This is a good solution. 110 00:07:17,960 --> 00:07:20,560 Give me a break up of your distributor and retailer margins. 111 00:07:20,720 --> 00:07:23,000 We give the retailers a commission of 20% 112 00:07:30,720 --> 00:07:31,720 Who's your competitor? 113 00:07:31,800 --> 00:07:34,200 There is no organised player, just regional brands. 114 00:07:34,280 --> 00:07:35,160 Why not? 115 00:07:35,920 --> 00:07:37,160 I believe that the back end 116 00:07:46,920 --> 00:07:48,600 You do the manufacturing yourself, right? 117 00:07:48,680 --> 00:07:50,280 - Yes. - Yes, we do. 118 00:07:50,360 --> 00:07:51,040 Amazing. 119 00:07:51,120 --> 00:07:53,680 Sira is 130 km from Bengaluru. 120 00:07:53,760 --> 00:07:56,920 We have two units in a hamlet by the name Manangi there 121 00:08:04,320 --> 00:08:08,120 Their pH and acidic levels are controlled and then sent to us. 122 00:08:08,200 --> 00:08:10,120 We've standardised it to such a level. 123 00:08:10,200 --> 00:08:12,360 [pleasant music plays] 124 00:08:12,520 --> 00:08:16,280 We employ almost 250 women in these two units 125 00:08:21,960 --> 00:08:24,120 I didn't see an important aspect in your video. 126 00:08:24,200 --> 00:08:28,600 - Tamarind is wrapped around this stick. - Yes. 127 00:08:28,680 --> 00:08:31,400 Your video doesn't show whether the process is automated or manual. 128 00:08:31,480 --> 00:08:32,440 It's manual for now. 129 00:08:32,600 --> 00:08:34,640 How do you ensure hygiene is maintained? 130 00:08:34,800 --> 00:08:36,120 [tense music plays] 131 00:08:36,200 --> 00:08:38,480 The women who handle the process wear gloves. 132 00:08:38,560 --> 00:08:40,160 The non-contact part, 133 00:08:40,240 --> 00:08:43,240 which is packaging, is done without gloves. 134 00:08:44,520 --> 00:08:45,480 This is another reason. 135 00:08:45,560 --> 00:08:48,360 - Automating this is extremely difficult. - Correct. 136 00:08:48,440 --> 00:08:50,480 Hence, you don't see many brands in this category. 137 00:08:50,560 --> 00:08:53,680 - Scaling is not possible without automation. - Right. 138 00:08:53,800 --> 00:08:55,200 Another important thing here is that 139 00:08:55,280 --> 00:08:56,960 you provide employment to so many women 140 00:08:57,040 --> 00:08:58,800 who typically belong to the village. 141 00:08:58,880 --> 00:09:01,200 That's a commendable thing you're doing. 142 00:09:01,280 --> 00:09:03,880 [pleasant music plays] 143 00:09:03,960 --> 00:09:05,160 Tell us about your sales. 144 00:09:32,600 --> 00:09:34,680 how did you come up with a valuation of Rs. 180 crores? 145 00:09:34,760 --> 00:09:37,880 Yes, that's... That brought no nostalgia. 146 00:09:38,000 --> 00:09:39,680 [Sharks laugh] 147 00:09:40,320 --> 00:09:42,080 Was there a prior round? 148 00:09:42,200 --> 00:09:43,320 - Yes. - Tell us about it. 149 00:10:10,240 --> 00:10:11,720 We've had angel rounds in the past. 150 00:10:20,400 --> 00:10:23,680 Money is a part of the entire piece 151 00:10:24,000 --> 00:10:26,440 but the idea is to create a much larger company. 152 00:10:26,560 --> 00:10:28,760 Something that inspires companies like us 153 00:10:28,840 --> 00:10:32,640 to grow unique regional products into a big brand. 154 00:10:34,040 --> 00:10:36,280 - How much money did you raise in the last round? - 31. 155 00:10:46,280 --> 00:10:48,320 Our EBITDA burn is at -15%. 156 00:10:48,400 --> 00:10:52,560 So, -15% on Rs. 28 crores. 157 00:10:52,640 --> 00:10:53,640 How much is that? 158 00:10:53,720 --> 00:10:55,920 - It's Rs. 3 to 4 crores annually. - Yes. 159 00:10:56,040 --> 00:10:58,040 There's no working capital. 160 00:11:04,960 --> 00:11:07,000 That's the new unit we're establishing. 161 00:11:07,080 --> 00:11:08,800 What's your total CapEx? 162 00:11:19,320 --> 00:11:21,880 You could rather set up multiple micro units pan-India. 163 00:11:22,040 --> 00:11:23,680 That'll help you get closer to the market. 164 00:11:23,760 --> 00:11:26,480 Your product costs Rs. 5 and the cost of transportation can be saved. 165 00:11:27,880 --> 00:11:28,680 Very valid point. 166 00:11:28,760 --> 00:11:32,040 The unit we're setting up right now is for the South. 167 00:11:32,120 --> 00:11:34,960 As we expand into West, North and East, 168 00:11:35,040 --> 00:11:37,040 we'll set up units there as well. 169 00:11:37,160 --> 00:11:39,840 If there's a need to set up units at specific locations, 170 00:11:39,920 --> 00:11:41,240 definitely that idea makes sense. 171 00:11:41,320 --> 00:11:43,120 [music plays] 172 00:11:43,200 --> 00:11:45,560 Raksha and Vinay, you hold just 38% equity. 173 00:11:46,720 --> 00:11:47,760 That's too low! 174 00:11:49,720 --> 00:11:51,280 You have no stake left. 175 00:11:51,360 --> 00:11:55,400 If you need to dilute it in future, eventually there'll be nothing left. 176 00:11:56,720 --> 00:12:00,880 I've never seen such a low stake for a product-based company. 177 00:12:01,000 --> 00:12:03,360 I feel there's something not right there. 178 00:12:05,800 --> 00:12:08,360 Secondly, I'd have been comfortable investing 179 00:12:08,440 --> 00:12:10,280 had the valuation been Rs. 30 to 50 crores. 180 00:12:10,400 --> 00:12:12,400 But I don't want to negotiate so much 181 00:12:20,840 --> 00:12:22,080 I liked the product. 182 00:12:23,040 --> 00:12:26,760 Scalability is a concern and more so, profitability. 183 00:12:29,240 --> 00:12:31,520 As Aman was saying, the cap table looks... 184 00:12:31,600 --> 00:12:34,480 Currently, you hold less than 50% equity. 185 00:12:34,600 --> 00:12:38,160 That doesn't develop confidence in an incoming investor. 186 00:12:40,000 --> 00:12:42,600 If you can negotiate the valuation, I'll be very keen to invest. 187 00:12:44,040 --> 00:12:45,880 But to invest at an ask of Rs. 180 crores, 188 00:12:45,960 --> 00:12:47,680 I think it's very difficult. 189 00:12:49,520 --> 00:12:53,640 Look, I've told you I'm already a consumer of your products. 190 00:12:53,760 --> 00:12:54,800 It's unique in my opinion. 191 00:12:54,880 --> 00:12:57,280 And the branding you've done is also really good. 192 00:12:58,560 --> 00:13:01,400 They all repeated the same two points. 193 00:13:01,600 --> 00:13:04,160 I have been through the same journey. 194 00:13:04,280 --> 00:13:06,400 So, I don't find it to be a big problem. 195 00:13:06,520 --> 00:13:08,320 [tense music plays] 196 00:13:08,440 --> 00:13:11,240 If you can make this a big brand going forward from here, 197 00:13:11,320 --> 00:13:12,800 then in the future rounds, 198 00:13:13,040 --> 00:13:16,840 you can ensure that you hold 25% equity until the IPO. 199 00:13:18,360 --> 00:13:21,760 I see this as a big opportunity. The market size is big. 200 00:13:22,840 --> 00:13:25,240 I think a valuation of Rs 180 crores is out of the question. 201 00:13:25,320 --> 00:13:29,320 Going by the multiples such companies have to offer nowadays, 202 00:13:29,400 --> 00:13:33,160 on the basis of that, the best I can offer is Rs. 60 crores valuation. 203 00:13:33,360 --> 00:13:35,680 Which will be anti-dilution for you, 204 00:13:35,760 --> 00:13:37,800 but you can offer it as an advisory 205 00:13:37,880 --> 00:13:39,720 and take it up with your investors. 206 00:13:40,880 --> 00:13:43,680 That I'll be a value-add Shark. 207 00:13:44,520 --> 00:13:46,840 I would offer you Rs. 60 lakhs for 1%. 208 00:13:49,080 --> 00:13:50,440 Which is Rs. 60 crores valuation. 209 00:13:50,520 --> 00:13:52,000 Rs. 30 lakhs debt at 12% interest. 210 00:13:57,920 --> 00:13:59,560 There is sales growth, 211 00:13:59,680 --> 00:14:01,600 but the valuation is too rich for me. 212 00:14:03,080 --> 00:14:06,280 I know you've pegged it at Rs. 120 crores. 213 00:14:06,360 --> 00:14:08,160 So, maybe your investors may not agree. 214 00:14:08,240 --> 00:14:09,600 For that reason, I'm out. 215 00:14:10,120 --> 00:14:11,160 Thank you. 216 00:14:12,480 --> 00:14:15,400 By the way, if you want the kings of FMCG, 217 00:14:15,480 --> 00:14:18,840 then this could become a two-Shark deal. 218 00:14:20,760 --> 00:14:23,000 It will be the same offer that I made to you. 219 00:14:23,080 --> 00:14:26,400 You'll have an alternative where Vikas and I come together. 220 00:14:28,480 --> 00:14:31,600 We will give you Rs. 60 lakhs for 1% equity together 221 00:14:38,520 --> 00:14:39,760 FMCG I think... 222 00:14:41,000 --> 00:14:43,080 Which is the biggest marketplace where you sell? 223 00:14:44,760 --> 00:14:46,120 Amazon stands at Rs. 20 lakhs, 224 00:14:46,200 --> 00:14:48,960 and the remaining quick commerce is approximately Rs. 35 lakhs. 225 00:14:49,040 --> 00:14:51,480 What's Amazon's trajectory for the last quarter? 226 00:14:52,480 --> 00:14:54,640 We're category leaders on Amazon as of now. 227 00:14:54,720 --> 00:14:57,000 We have a 4 to 5% month-on-month growth. 228 00:14:57,080 --> 00:14:58,040 You mean, it's flat. 229 00:14:58,120 --> 00:15:00,040 There isn't much growth on Amazon. 230 00:15:00,120 --> 00:15:03,760 So, there's a limit to expanding online. 231 00:15:03,840 --> 00:15:05,080 You've reached that threshold. 232 00:15:06,280 --> 00:15:08,280 Let me be clear with you. 233 00:15:08,360 --> 00:15:10,680 If we look at this as a 500-crore brand in the long term, 234 00:15:10,760 --> 00:15:12,520 online sales won't be greater than 10%. 235 00:15:12,720 --> 00:15:14,240 Correct, absolutely. 236 00:15:14,320 --> 00:15:16,520 So, your focus is on offline. 237 00:15:17,640 --> 00:15:21,120 Look, I like you and I found your product rather tasty. 238 00:15:22,360 --> 00:15:24,320 I think now that you've received funding, 239 00:15:24,440 --> 00:15:26,560 you're trying to compete in the race 240 00:15:26,640 --> 00:15:29,360 to increase your GMV as quickly as possible. 241 00:15:29,560 --> 00:15:31,560 My advice would be not to do that. 242 00:15:31,680 --> 00:15:34,280 Focus on making your fundamental business profitable. 243 00:15:34,480 --> 00:15:36,920 [intense music plays] 244 00:15:37,040 --> 00:15:39,960 I simply fail to comprehend your valuation. 245 00:15:41,280 --> 00:15:44,320 If you accept their offer, I'd like to come on board too. 246 00:15:44,400 --> 00:15:45,440 As that's the right value. 247 00:15:45,560 --> 00:15:46,640 Ask us first! 248 00:15:46,720 --> 00:15:48,680 That's what I'm doing. If you guys... 249 00:15:48,760 --> 00:15:51,640 I'll join in at the same valuation because it's justified 250 00:15:51,720 --> 00:15:53,040 and has scope to make profits. 251 00:15:53,120 --> 00:15:54,880 [intense music plays] 252 00:15:55,400 --> 00:15:57,000 The combined offer from the three of us 253 00:16:04,640 --> 00:16:05,960 - Yes, please. - Only two minutes. 254 00:16:06,080 --> 00:16:06,920 Only two minutes. 255 00:16:07,120 --> 00:16:09,640 [intense music plays] 256 00:16:10,840 --> 00:16:14,080 - It doesn't seem like it's your first time here! - Exactly! 257 00:16:14,720 --> 00:16:16,640 - We taught him the ropes. - Very good. 258 00:16:16,720 --> 00:16:18,960 It's because he's sitting on Anupam's chair. 259 00:16:19,080 --> 00:16:20,760 Yes! Anupam's chair! 260 00:16:20,840 --> 00:16:23,800 I've taken Mr. Mittal's stead, so I have to honour the position. 261 00:16:23,880 --> 00:16:25,240 It empowers a person. 262 00:16:25,600 --> 00:16:28,040 [sombre music plays] 263 00:16:31,280 --> 00:16:32,920 You barely took a minute. 264 00:16:33,040 --> 00:16:33,880 We got done soon. 265 00:16:34,440 --> 00:16:35,280 Tell us then. 266 00:16:35,520 --> 00:16:38,680 Thank you so much, Vineeta, Vikas and Amit for the offer. 267 00:16:38,880 --> 00:16:42,080 But as you mentioned, we have existing investors. 268 00:16:42,160 --> 00:16:45,960 So going below the previous round's valuation would be impossible. 269 00:16:46,280 --> 00:16:48,280 [intense music plays] 270 00:16:48,760 --> 00:16:52,040 So, we'll... And I think there won't be so much room for negotiation. 271 00:16:52,120 --> 00:16:52,960 There isn't. 272 00:16:55,640 --> 00:16:57,360 We will convince the board. It's not a big deal. 273 00:16:57,440 --> 00:17:00,480 If you think it'll add a lot of value, then we should go ahead. 274 00:17:00,560 --> 00:17:03,800 - No, they don't think so. - [Sharks laugh] 275 00:17:03,880 --> 00:17:06,480 [intense music plays] 276 00:17:07,920 --> 00:17:09,480 Okay. What's your final answer? 277 00:17:09,560 --> 00:17:11,560 I think, no. We'll not be able to... 278 00:17:11,640 --> 00:17:12,480 Okay, thank you. 279 00:17:12,560 --> 00:17:13,960 - Thank you so much. - All the best. 280 00:17:16,320 --> 00:17:17,520 GO DESi to the world! 281 00:17:17,600 --> 00:17:18,840 - Yes. - GO DESi! 282 00:17:20,600 --> 00:17:23,160 Now that you're on Shark Tank, sales are bound to increase. 283 00:17:23,240 --> 00:17:24,680 Your online transactions will also increase 284 00:17:24,760 --> 00:17:26,640 which by the way, you already have sorted out 285 00:17:26,720 --> 00:17:28,600 because you use Cashfree Payments. 286 00:17:28,680 --> 00:17:31,200 - Yes. - Which also happens to be our online payments partner. 287 00:17:31,280 --> 00:17:33,760 India's high-growth start-ups like yours use Cashfree Payments 288 00:17:33,840 --> 00:17:35,360 for smooth transactions. 289 00:17:35,440 --> 00:17:36,920 Just wanted to understand from you 290 00:17:37,000 --> 00:17:39,600 how your experience with them has been. 291 00:17:39,840 --> 00:17:42,640 Our experience has been good, they're a trusted partner. 292 00:17:42,720 --> 00:17:43,960 - Hmm. - They're quite efficient too. 293 00:17:44,040 --> 00:17:47,520 So, our cash and online payment transactions never drop. 294 00:17:47,600 --> 00:17:48,960 The experience has been great. 295 00:17:59,560 --> 00:18:00,880 - Congratulations. - Thank you. 296 00:18:00,960 --> 00:18:01,840 So, let's get started 297 00:18:01,920 --> 00:18:06,160 and enable the Rs. 50 lakhs credits in your account. Hang on. 298 00:18:06,600 --> 00:18:09,000 Cashfree Payments gives you out-of-the-world payment solutions 299 00:18:09,080 --> 00:18:10,160 for out-of-the-world ideas. 300 00:18:10,240 --> 00:18:11,440 There you go. Congratulations! 301 00:18:11,520 --> 00:18:14,520 - Free credits for transactions worth Rs. 50 lakhs... - Wow! 302 00:18:14,600 --> 00:18:15,760 - Have been enabled. - Thanks. 303 00:18:15,840 --> 00:18:17,960 - Many congratulations. - Thank you. 304 00:18:18,080 --> 00:18:20,280 Grow your ideas into a business with Cashfree Payments. 305 00:18:20,360 --> 00:18:21,600 All the best. Take care. 306 00:18:21,680 --> 00:18:22,560 Thank you. 307 00:18:24,480 --> 00:18:26,160 'My belief has always been' 308 00:18:26,440 --> 00:18:29,280 'that you always start small to make something big.' 309 00:18:29,440 --> 00:18:31,160 'This is Happilo's story.' 310 00:18:33,080 --> 00:18:36,200 I am Vikas D. Nahar, the founder and CEO of Happilo. 311 00:18:36,440 --> 00:18:38,880 [upbeat music plays] 312 00:18:39,000 --> 00:18:41,480 'I was born in a small town called Sakleshpur.' 313 00:18:41,560 --> 00:18:46,440 I grew up watching my father working hard in the fields. 314 00:18:46,520 --> 00:18:49,040 [music plays] 315 00:18:50,960 --> 00:18:54,600 'He used his background in farming to grow it into a business.' 316 00:18:54,760 --> 00:18:57,360 'My father was an inspiration to me.' 317 00:18:57,440 --> 00:18:59,600 [inspirational music plays] 318 00:19:01,440 --> 00:19:02,920 'We wanted to eat dry fruits at home.' 319 00:19:03,040 --> 00:19:06,040 'My maternal grandmother would ask us to soak dry fruits and eat.' 320 00:19:06,160 --> 00:19:08,520 But availability and convenience were a problem 321 00:19:08,600 --> 00:19:09,960 and we wanted to solve that. 322 00:19:10,080 --> 00:19:12,440 'In 2016, when I started, ' 323 00:19:12,560 --> 00:19:15,640 'we started with touching 100 to 200 customers per month.' 324 00:19:15,880 --> 00:19:20,480 And we reach 10 lakh households every month by way of our products. 325 00:19:20,560 --> 00:19:22,640 [upbeat music plays] 326 00:19:24,560 --> 00:19:27,320 'We're a leading dry fruit brand in India today.' 327 00:19:29,240 --> 00:19:31,480 'We want India to eat healthy and be healthy.' 328 00:19:31,560 --> 00:19:33,280 'Food gives you happiness.' 329 00:19:33,360 --> 00:19:35,440 And Happilo stands for happiness and love. 330 00:19:35,560 --> 00:19:37,840 [upbeat music plays] 331 00:19:38,040 --> 00:19:40,040 The best part about being an entrepreneur 332 00:19:40,120 --> 00:19:42,280 is that there is nobody to tell you what to do. 333 00:19:42,360 --> 00:19:44,280 And the worst part about being an entrepreneur 334 00:19:44,440 --> 00:19:46,320 is that there is nobody to tell you what to do. 335 00:19:48,320 --> 00:19:51,440 I myself got rejected 20 times before I raised my first funding. 336 00:19:51,920 --> 00:19:54,320 [buoyant music playing] 337 00:19:57,240 --> 00:19:58,560 I never gave up. 338 00:20:01,560 --> 00:20:05,760 Hard work, persistence and that never-give-up attitude... 339 00:20:11,600 --> 00:20:13,160 You must keep going. 340 00:20:13,240 --> 00:20:17,800 [buoyant song playing] 341 00:20:17,880 --> 00:20:20,560 You'll stumble and fall, but you must get back up. 342 00:20:20,640 --> 00:20:23,600 [buoyant song playing] 343 00:20:27,720 --> 00:20:30,680 'I bring business expertise to Shark Tank' 344 00:20:30,760 --> 00:20:33,120 'as also the expertise of brand building.' 345 00:20:33,200 --> 00:20:35,000 I understand food really well. 346 00:20:38,840 --> 00:20:41,480 'It'll be fun to share the stage with the others.' 347 00:20:41,600 --> 00:20:43,360 I'm here as a guest Shark today. 348 00:20:43,800 --> 00:20:45,720 I might be in for the whole season the next time! 349 00:20:51,000 --> 00:20:53,520 [theme music plays] 350 00:21:02,880 --> 00:21:05,640 [theme music fades] 351 00:21:06,960 --> 00:21:10,520 "This is old-fashioned! I just can't relate to it." 352 00:21:10,640 --> 00:21:12,600 "This is very slow and ineffective." 353 00:21:13,600 --> 00:21:15,840 "If the quality is good, then it surely must be expensive." 354 00:21:15,920 --> 00:21:17,640 "Neither are there scientific results" 355 00:21:17,720 --> 00:21:19,680 "nor have they shared a proper ingredient list." 356 00:21:19,680 --> 00:21:22,480 Well, these are the responses to our market survey. 357 00:21:22,600 --> 00:21:25,560 We asked over 800 millennials and zillennials 358 00:21:25,640 --> 00:21:27,520 in the age group of 18 to 35 years 359 00:21:27,680 --> 00:21:31,320 why they don't integrate ayurveda into their day-to-day lifestyle. 360 00:21:31,960 --> 00:21:36,040 Sharks, the ayurvedic market in India is divided into two parts. 361 00:21:37,680 --> 00:21:39,680 On the one hand is the many mass-market brands 362 00:21:39,960 --> 00:21:43,200 that offer no guarantee of quality or results. 363 00:21:44,400 --> 00:21:46,920 And on the other hand is premium and luxury brands 364 00:21:47,120 --> 00:21:50,000 that the common man can't afford for regular usage. 365 00:21:51,160 --> 00:21:54,360 No wonder ayurveda has failed to go mainstream. 366 00:21:54,720 --> 00:21:56,680 Ayurveda will not grow 367 00:21:56,760 --> 00:22:00,560 until people between 18 to 35 years do not buy it. 368 00:22:01,840 --> 00:22:03,840 It has to be made young, sexy and sassy. 369 00:22:04,360 --> 00:22:06,320 To solve these problems 370 00:22:06,400 --> 00:22:08,480 and to connect the youth with ayurveda, 371 00:22:08,760 --> 00:22:10,360 we gave it a big makeover. 372 00:22:16,360 --> 00:22:18,800 [music plays] 373 00:22:18,880 --> 00:22:21,080 Sharks, I am Param Bhargava. 374 00:22:27,000 --> 00:22:29,120 T.A.C. is a new-age ayurveda brand 375 00:23:24,160 --> 00:23:27,440 We wish to make India's first ayurveda brand 376 00:23:27,560 --> 00:23:31,640 that can compete neck-to-neck with global brands. 377 00:23:32,800 --> 00:23:34,600 For this, our ask is 378 00:23:45,200 --> 00:23:47,880 back to ayurveda with T.A.C. 379 00:23:49,080 --> 00:23:52,560 Let me start by saying I know them and... 380 00:23:52,640 --> 00:23:54,080 - I also know them. - Same here. 381 00:23:54,160 --> 00:23:55,880 We often meet at conferences. 382 00:23:55,960 --> 00:23:59,400 - They're such big hustlers. - Okay. 383 00:23:59,600 --> 00:24:01,280 - And so persistent. - Yes. 384 00:24:01,400 --> 00:24:06,040 Just last year, Param told me to invest in his business. 385 00:24:06,240 --> 00:24:07,120 He requested me to invest. 386 00:24:07,200 --> 00:24:09,120 I said I don't invest unless it's Shark Tank. 387 00:24:09,320 --> 00:24:11,120 - He asked if he should come here. - Here they are! 388 00:24:11,200 --> 00:24:12,560 Yes, they did. [laughs] 389 00:24:12,720 --> 00:24:15,560 Param and Shreedha, welcome to Shark Tank. 390 00:24:15,880 --> 00:24:17,600 I sell allopathy, 391 00:24:17,960 --> 00:24:19,520 but I'm a staunch believer in ayurveda. 392 00:24:19,600 --> 00:24:21,080 If I have a little bit of a sore throat, 393 00:24:21,160 --> 00:24:25,000 I'll first take jeshtimadh and turmeric milk. 394 00:24:25,080 --> 00:24:26,280 Same thing for my hair. 395 00:24:26,440 --> 00:24:29,280 So, I think this is going to be the new trend. 396 00:24:30,240 --> 00:24:33,520 Tell me something. I have a 17-year-old. 397 00:24:33,600 --> 00:24:36,440 Your target age group is 18 and onwards. 398 00:24:36,880 --> 00:24:39,920 Youngsters don't believe in all this at all. 399 00:24:40,000 --> 00:24:44,240 So, what is your strategy to convert the youth? 400 00:24:44,320 --> 00:24:46,440 The first is our brand positioning. 401 00:24:47,120 --> 00:24:50,600 We steer clear of a grandfatherly image of ayurveda. 402 00:24:50,880 --> 00:24:52,640 The second is our social media. 403 00:24:52,760 --> 00:24:55,960 We speak to people on social media in a language 404 00:24:56,080 --> 00:24:57,680 that they understand. 405 00:24:58,840 --> 00:25:01,400 The third is our influencer marketing strategy. 406 00:25:01,520 --> 00:25:05,600 We communicate our message through relatable figures 407 00:25:05,800 --> 00:25:08,200 that this target group listens to. 408 00:25:09,320 --> 00:25:11,080 The fourth is activations. 409 00:25:11,200 --> 00:25:13,040 We visit campuses 410 00:25:13,120 --> 00:25:15,120 and build communities 411 00:25:15,200 --> 00:25:18,400 where people between the ages 18 to 22 412 00:25:18,760 --> 00:25:20,640 are present in large numbers. 413 00:25:21,600 --> 00:25:23,440 To build a connect with the young generation, 414 00:25:23,520 --> 00:25:25,440 we christened The Ayurveda Co. To T.A.C. 415 00:25:25,520 --> 00:25:27,600 Generally, the world over, 416 00:25:27,760 --> 00:25:31,600 sounds ending in the letter C stay on with you. Mac! 417 00:25:33,240 --> 00:25:34,960 - Show us your product samples too. - Sure. 418 00:25:35,080 --> 00:25:37,080 [music plays] 419 00:25:37,920 --> 00:25:39,360 Which one... 420 00:25:40,680 --> 00:25:42,680 This is interesting. It's a mask, right? 421 00:25:42,760 --> 00:25:44,160 - Sheet mask. - Right. 422 00:25:46,440 --> 00:25:48,640 - Is it unisex? - Yes, it is. 423 00:25:48,720 --> 00:25:50,240 [music plays] 424 00:25:54,000 --> 00:25:55,440 You're the first in the market. 425 00:25:55,520 --> 00:25:58,360 I've never come across an ayurveda sheet mask. 426 00:25:58,960 --> 00:26:00,640 - Yes. - There's no such concept. 427 00:26:00,720 --> 00:26:02,000 - It's a Korean beauty concept. - Yes, exactly. 428 00:26:02,080 --> 00:26:06,480 - So, I have never seen an ayurveda sheet mask. - Yes. 429 00:26:06,800 --> 00:26:09,720 You seem to have put effort even into the packaging 430 00:26:09,800 --> 00:26:11,400 to resemble modern FMCG products. 431 00:26:11,480 --> 00:26:13,840 Generally, in ayurveda companies, 432 00:26:13,960 --> 00:26:16,760 the packaging is a bit traditional. 433 00:26:17,880 --> 00:26:19,800 How are each of your roles defined? 434 00:26:19,880 --> 00:26:21,920 Because we're husband and wife too, 435 00:26:22,040 --> 00:26:23,720 we had many differences at the start. 436 00:26:23,800 --> 00:26:26,960 "You handle this. This is wrong. It's your fault or it's mine." 437 00:26:28,120 --> 00:26:31,640 But in the last 1.5 years, our roles have become clearly defined. 438 00:26:31,760 --> 00:26:34,840 I handle the supply chain, marketing, digital marketing, 439 00:26:34,920 --> 00:26:36,600 which includes social media, influencer marketing 440 00:26:36,680 --> 00:26:38,160 and performance marketing. 441 00:26:38,600 --> 00:26:39,560 Param oversees the rest. 442 00:26:39,640 --> 00:26:40,800 What's left to oversee? 443 00:26:40,920 --> 00:26:43,120 [hysterical laughter] 444 00:26:44,440 --> 00:26:46,440 I also handle new product development and packaging. 445 00:26:46,520 --> 00:26:49,800 Investor handling and networking. 446 00:26:50,160 --> 00:26:53,440 Primarily, other than performance marketing, 447 00:26:53,520 --> 00:26:55,120 online e-commerce market 448 00:26:55,280 --> 00:26:57,560 and all alternate channels of business. 449 00:26:57,680 --> 00:27:01,000 You said you sell in marketplaces, in 2500 stores 450 00:27:01,080 --> 00:27:02,800 and you own EBOs and a website. 451 00:27:03,000 --> 00:27:04,200 Tell us about your sales 452 00:27:04,280 --> 00:27:06,880 and revenue split across all these channels. 453 00:27:31,480 --> 00:27:35,320 We had raised it through the venture capital arm of Azim Premji's Wipro. 454 00:27:35,400 --> 00:27:37,960 It was their first investment in India in a seed round. 455 00:27:59,760 --> 00:28:01,720 Our burn is not at the CM3 level. 456 00:28:03,640 --> 00:28:05,720 But our operational cost has increased 457 00:28:05,800 --> 00:28:07,840 because of the sales channels. 458 00:28:08,520 --> 00:28:11,280 Could you tell us about the round that is going to happen? 459 00:28:11,400 --> 00:28:13,840 - Also tell us the valuation of the previous rounds. - Yes... 460 00:28:13,960 --> 00:28:15,560 How much equity is diluted and what it is now? 461 00:28:15,640 --> 00:28:16,800 And your shareholding too. 462 00:28:36,600 --> 00:28:38,400 We're creating it in this round. 463 00:28:38,480 --> 00:28:41,280 This is pre-cap table from the last round. 464 00:28:41,360 --> 00:28:43,360 - How much did you raise? - We raised... 465 00:29:02,440 --> 00:29:06,480 The overall ask of Rs. 10 crores 466 00:29:06,640 --> 00:29:09,880 has come in from our existing investors. 467 00:29:11,200 --> 00:29:14,400 There's a celebrity among new investors. 468 00:29:14,520 --> 00:29:17,160 She's also the brand ambassador of our baby care. 469 00:29:17,240 --> 00:29:20,200 Kajal Aggarwal has invested as well. 470 00:29:21,800 --> 00:29:23,800 Has the term sheet of the new round come to you yet 471 00:29:23,920 --> 00:29:24,920 and what's the valuation? 472 00:29:26,120 --> 00:29:27,680 This is a capped round. 473 00:29:27,760 --> 00:29:30,560 - Rs. 300 crores floor and Rs. 500 crores... - Convertible. 474 00:29:30,680 --> 00:29:32,880 - Oh! - From 300 to 500 crores. 475 00:29:32,960 --> 00:29:34,280 I've made my decision 476 00:29:34,360 --> 00:29:37,120 after hearing your valuation figures. 477 00:29:37,280 --> 00:29:39,120 [tense music plays] 478 00:29:39,240 --> 00:29:41,640 Amit, before you share your decision, 479 00:29:41,880 --> 00:29:44,360 let me tell you the major difference. 480 00:29:44,440 --> 00:29:47,000 Ayurveda has always played on the back foot. 481 00:29:47,960 --> 00:29:52,520 It has never made claims of guaranteed results in x days 482 00:29:52,600 --> 00:29:55,160 unlike modern science and derma. 483 00:29:56,960 --> 00:29:59,040 We are into claim-based ayurveda. 484 00:29:59,200 --> 00:30:01,720 We claim that our kumkumadi oil 485 00:30:01,840 --> 00:30:05,240 will rid you of your blemishes and pigmentation within 21 days. 486 00:30:05,320 --> 00:30:07,240 Wait a minute. Let me stop you right here. 487 00:30:08,440 --> 00:30:11,760 I am a strong believer in ayurveda. So, I want to correct you. 488 00:30:11,840 --> 00:30:13,600 [music plays] 489 00:30:13,760 --> 00:30:17,320 It's a false claim that externally, 490 00:30:18,080 --> 00:30:21,160 you'll see changes within 7 or 15 days. 491 00:30:21,240 --> 00:30:23,240 - True. - Internally also is required. 492 00:30:23,320 --> 00:30:25,560 You will need to change your lifestyle, right? 493 00:30:25,640 --> 00:30:27,200 - Right. - Suppose a teenager 494 00:30:27,320 --> 00:30:29,760 consumes only fried food and desserts all day. 495 00:30:29,880 --> 00:30:31,560 - Okay. - Then uses your application. 496 00:30:31,680 --> 00:30:34,320 Then whether you've claimed 7 days or 15, 497 00:30:34,440 --> 00:30:36,840 no matter what he does, his pimples won't go. 498 00:30:39,160 --> 00:30:42,840 We don't just do product pushing and selling. 499 00:30:42,920 --> 00:30:45,800 - We talk about a lifestyle change. - You can't make such claims. 500 00:30:47,320 --> 00:30:50,240 You're asking for Rs. 300 to 500 crores. 501 00:30:50,320 --> 00:30:51,120 You're loss-making. 502 00:30:51,200 --> 00:30:54,200 There's no proof that your product is amazing and has gone viral. 503 00:30:54,960 --> 00:30:57,480 Your CAC is continuously falling. 504 00:30:57,920 --> 00:31:00,560 I am not convinced I should invest in this 505 00:31:00,640 --> 00:31:02,320 as an investor even at that value. 506 00:31:03,480 --> 00:31:06,760 I'm out for today. The rest of the Sharks may decide. 507 00:31:08,320 --> 00:31:10,800 For a valuation of Rs. 300 crores, 508 00:31:11,040 --> 00:31:12,600 I would invest in a company 509 00:31:12,680 --> 00:31:17,160 only if the product has a solid differentiator 510 00:31:17,240 --> 00:31:19,120 or something really revolutionary. 511 00:31:20,760 --> 00:31:22,440 But I am not convinced even now. 512 00:31:22,520 --> 00:31:24,080 And for that reason, I am out. 513 00:31:26,200 --> 00:31:28,280 Raising Rs. 100 crores isn't a joke. 514 00:31:28,360 --> 00:31:30,520 [intense music plays] 515 00:31:31,360 --> 00:31:32,440 What will you do with it? 516 00:31:34,160 --> 00:31:35,920 This fund raise of Rs. 100 crores 517 00:31:36,000 --> 00:31:38,560 will help us cover a major investment in our business plan 518 00:31:38,640 --> 00:31:41,040 of our in-house R&D set-up. 519 00:31:43,440 --> 00:31:45,520 Param and Shreedha, this market, 520 00:31:45,600 --> 00:31:49,040 owing to the number of brands, has become very cluttered. 521 00:31:49,200 --> 00:31:51,520 Your hero product is kumkumadi, 522 00:31:51,640 --> 00:31:54,280 while Kama was the one who made this ingredient a hero. 523 00:31:55,080 --> 00:31:57,240 Similarly, Mamaearth did the same with onion. 524 00:31:57,360 --> 00:31:59,360 WOW did the same with apple cider vinegar. 525 00:32:00,520 --> 00:32:03,960 So that one hero product that you can own, 526 00:32:04,040 --> 00:32:06,280 until you don't crack it, 527 00:32:07,040 --> 00:32:10,720 you'll never be able to bring the burn down. 528 00:32:11,800 --> 00:32:13,240 You have a hundred SKUs, 529 00:32:13,320 --> 00:32:17,240 but you don't have that one product which has made it really big. 530 00:32:17,320 --> 00:32:18,320 You need to crack that first. 531 00:32:18,400 --> 00:32:21,200 It's really difficult to hit Rs. 300 crores next year. 532 00:32:22,960 --> 00:32:25,320 So, at this moment, I won't be able to join you. 533 00:32:26,440 --> 00:32:30,480 But I'm happy to help you with offline in any way possible 534 00:32:30,560 --> 00:32:33,960 in terms of execution. 535 00:32:34,040 --> 00:32:34,880 Best of luck. 536 00:32:37,040 --> 00:32:39,320 I think either you'll rule it or you'll fail miserably. 537 00:32:39,400 --> 00:32:41,600 [tense music plays] 538 00:32:41,720 --> 00:32:42,920 I'm in for the journey 539 00:32:44,240 --> 00:32:47,120 but I cannot give you that valuation at all. 540 00:32:48,240 --> 00:32:51,080 There's no way I can invest Rs. 300 to 500 crores. 541 00:32:51,160 --> 00:32:53,400 I don't want to do it, okay? 542 00:32:55,200 --> 00:32:56,720 I'm in just to support you guys. 543 00:32:56,800 --> 00:33:00,000 And as you know, I can support you in many ways. 544 00:33:00,280 --> 00:33:01,720 So, I'll give you Rs. 50 lakhs 545 00:33:02,800 --> 00:33:04,000 at 1%. 546 00:33:05,520 --> 00:33:07,640 Which brings your valuation to Rs. 50 crores. 547 00:33:19,960 --> 00:33:21,920 We have Rs. 2.5 to 3 crores in the bank currently. 548 00:33:22,280 --> 00:33:23,440 Out of Rs. 12 crores? 549 00:33:23,560 --> 00:33:25,200 Overall, even from the funds we raised post that. 550 00:33:25,280 --> 00:33:27,240 Okay. We spoke about stores. 551 00:33:27,320 --> 00:33:29,320 Are they full-fledged stores or shops? 552 00:33:30,240 --> 00:33:31,640 - They're kiosks. - Kiosks. 553 00:33:31,720 --> 00:33:33,880 They're kiosks and are on trial. 554 00:33:33,960 --> 00:33:37,120 If our kiosk performs exceptionally well at a location, 555 00:33:37,200 --> 00:33:38,920 we'll convert it into a store. 556 00:33:39,000 --> 00:33:41,400 Otherwise, to wrap it up also, we will equally... 557 00:33:41,480 --> 00:33:44,160 Have you committed to running them for 3 or 5 years for instance? 558 00:33:44,280 --> 00:33:46,040 - Is it a long term rental agreement or short term? - No. 559 00:33:46,120 --> 00:33:47,440 - Short term. - Short term. 6 months lock in. 560 00:33:47,520 --> 00:33:48,360 - 6 months lock in. - Yes. 561 00:33:48,440 --> 00:33:50,200 You can exit anytime depending on how it fares. 562 00:33:50,280 --> 00:33:51,480 Hence, this strategy. 563 00:33:52,040 --> 00:33:54,120 Let's talk about the marketplace. 564 00:33:54,360 --> 00:33:56,840 Give me the split between your online and offline business. 565 00:33:56,960 --> 00:33:59,880 Also, tell me the contributions of the marketplace and website. 566 00:34:09,520 --> 00:34:10,760 Out of 2.40 crores, 567 00:34:10,840 --> 00:34:14,320 around Rs. 1.90 crores comes from marketplaces 568 00:34:14,480 --> 00:34:16,520 and Rs. 50 lakhs comes from the website. 569 00:34:16,720 --> 00:34:18,360 I'd like to make you an offer. 570 00:34:19,120 --> 00:34:21,560 Rs. 75 lakhs for 1% equity 571 00:34:45,040 --> 00:34:47,600 I told you that my reason for coming on board 572 00:34:47,680 --> 00:34:49,680 was I wanted to support you 573 00:34:49,840 --> 00:34:51,760 and see if we could grow together. 574 00:34:52,040 --> 00:34:54,560 Aman, but we're already closing the year at Rs. 45 crores. 575 00:34:55,360 --> 00:34:57,120 Let me know if I should wait. 576 00:34:57,200 --> 00:34:58,520 I'll step out, you can discuss one-on-one. 577 00:34:58,600 --> 00:35:00,320 - No. - No... 578 00:35:01,200 --> 00:35:02,560 No, it's not like that. 579 00:35:03,000 --> 00:35:06,240 He gave us the offer first, Vikas. We were just requesting you 580 00:35:06,320 --> 00:35:08,560 and we were wondering if you could make an offer jointly. 581 00:35:08,640 --> 00:35:09,920 My last offer... 582 00:35:12,360 --> 00:35:14,760 I don't want to fight. 583 00:35:17,040 --> 00:35:18,720 Can I add something? 584 00:35:18,800 --> 00:35:20,520 Because you both have strengths that could be 585 00:35:20,600 --> 00:35:21,800 beneficial for our business. 586 00:35:22,240 --> 00:35:25,320 If we look at 0.5%, 587 00:35:34,800 --> 00:35:38,600 So, his counter is 50 lakhs for 0.5% equity 588 00:35:38,760 --> 00:35:41,200 for the two of you. Will you take it? 589 00:35:41,880 --> 00:35:43,520 Both of you come together. 590 00:35:43,640 --> 00:35:47,240 Aman, the last one closed at 81 crores. We can do this together. 591 00:35:48,960 --> 00:35:50,760 Oh! 592 00:35:51,480 --> 00:35:53,760 [tense music] 593 00:35:56,400 --> 00:35:58,360 This is called loaded silence. 594 00:35:59,320 --> 00:36:01,240 It's for you that I came here, truly. 595 00:36:01,320 --> 00:36:03,080 Oh! 596 00:36:03,160 --> 00:36:05,080 I know. But this is too small. 597 00:36:06,640 --> 00:36:08,720 I can go up to your last valuation. 598 00:36:10,600 --> 00:36:13,160 The valuation will be 81 crores. Together at 0.5% each. 599 00:36:13,240 --> 00:36:15,120 If Aman agrees to join in. 600 00:36:16,200 --> 00:36:20,200 He's a new shark. He's said it 3-4 times now. Let's do this then. 601 00:36:21,200 --> 00:36:22,840 Thank you so much, old shark. 602 00:36:24,120 --> 00:36:27,680 Our final offer, Vikas and I will come together, 603 00:36:28,040 --> 00:36:30,600 81 lakhs for 1% equity. 604 00:36:58,880 --> 00:37:00,240 All the best. 605 00:37:01,680 --> 00:37:04,880 Shreedha and Param, congratulations on the beautiful two-shark deal. 606 00:37:04,960 --> 00:37:06,240 Congratulations. 607 00:37:49,920 --> 00:37:51,400 Download now! 608 00:37:52,080 --> 00:37:54,200 [energetic music] 609 00:38:10,120 --> 00:38:14,160 Today, when we talk about startups and entrepreneurs, 610 00:38:14,320 --> 00:38:16,520 we talk about big cities like 611 00:38:16,680 --> 00:38:20,720 Mumbai, Delhi, and Bengaluru. 612 00:38:33,520 --> 00:38:35,280 Take a look at our Ziro Valley. 613 00:38:35,360 --> 00:38:36,840 [grand music] 614 00:38:39,840 --> 00:38:43,240 It's at a distance of 3000 km from Mumbai. 615 00:38:43,320 --> 00:38:44,520 Wow. 616 00:38:44,680 --> 00:38:47,080 If we want to come here by flight, 617 00:38:47,240 --> 00:38:49,920 it'll still take us 8 hours to get here. 618 00:38:51,440 --> 00:38:56,040 Ziro Valley is known for its Ziro Festival of Music. 619 00:38:56,160 --> 00:38:59,000 But we have seen another business opportunity here. 620 00:38:59,160 --> 00:39:03,200 Today, Shark Tank India has given us this platform 621 00:39:03,280 --> 00:39:05,920 to present our product and our business 622 00:39:17,800 --> 00:39:19,840 Kiwis, plums, 623 00:39:19,960 --> 00:39:21,840 pears, wild apples. 624 00:39:21,920 --> 00:39:24,360 In the adjoining areas, you can find oranges, 625 00:39:24,480 --> 00:39:26,640 pineapples and guavas. 626 00:39:27,920 --> 00:39:31,640 We've used these fruits to make wine 627 00:39:31,760 --> 00:39:34,080 in order to uplift our farmers, 628 00:39:43,600 --> 00:39:45,600 We have our own winery 629 00:39:54,920 --> 00:39:56,280 And in these five years, 630 00:39:56,400 --> 00:39:58,560 we've sold 3 lakh bottles 631 00:40:06,160 --> 00:40:09,000 our Naara Aaba kiwi wine 632 00:40:09,080 --> 00:40:13,440 is made from the country's first certified organic kiwi fruit. 633 00:40:13,520 --> 00:40:16,120 [grand music] 634 00:40:16,200 --> 00:40:18,160 Sharks, today our ask is 635 00:40:33,040 --> 00:40:36,360 Welcome to Shark Tank. It's nice to meet you. 636 00:40:36,440 --> 00:40:38,120 What's the population of Ziro Valley? 637 00:40:38,200 --> 00:40:39,840 - Around... - 32,000. 638 00:40:40,040 --> 00:40:41,120 32,000 people. 639 00:40:41,200 --> 00:40:44,320 How did you get interested in making wine? 640 00:40:44,400 --> 00:40:49,320 Aman, both of us have an engineering degree. 641 00:40:50,120 --> 00:40:52,320 I've done B.Tech in agricultural engineering. 642 00:40:52,440 --> 00:40:55,760 My husband has a B.Tech in electrical engineering. 643 00:40:55,840 --> 00:40:57,920 We studied in the same college. 644 00:40:58,000 --> 00:41:01,320 - He's your husband? - Yes. 645 00:41:01,520 --> 00:41:05,320 Originally, this was my husband's idea 646 00:41:05,400 --> 00:41:07,880 to own a winery. 647 00:41:08,000 --> 00:41:10,520 He visited many wineries across India. 648 00:41:10,600 --> 00:41:13,360 He was very insistent and persistent 649 00:41:13,440 --> 00:41:16,080 about his dreams and his vision. 650 00:41:52,160 --> 00:41:53,880 What does Naara Aaba mean? 651 00:42:13,000 --> 00:42:14,400 - Very inspiring. - How sweet! 652 00:42:16,920 --> 00:42:19,120 What's the alcohol content in this? 653 00:42:46,880 --> 00:42:49,280 Our gross margin is 50%. 654 00:42:49,360 --> 00:42:52,400 Our margin is 18-19%. 655 00:42:52,560 --> 00:42:55,560 - And then... - 18-19%? Is that the gross margin? 656 00:43:01,840 --> 00:43:04,400 tell us the cost breakdown. How much do you save at the end? 657 00:43:05,240 --> 00:43:07,320 In this 1200, 658 00:43:07,480 --> 00:43:10,720 our selling price is 800. 659 00:43:36,120 --> 00:43:37,720 Loan for setting up the plant? 660 00:43:37,800 --> 00:43:40,120 We upgraded the plant 2 times. 661 00:43:40,200 --> 00:43:41,920 How much did that cost? 662 00:43:42,920 --> 00:43:45,880 The total amount for that was 6.2 crores. 663 00:44:01,840 --> 00:44:03,120 - Is it her? - He. 664 00:44:03,200 --> 00:44:04,800 [laughing] 665 00:44:04,880 --> 00:44:05,920 I mean... 666 00:44:06,560 --> 00:44:07,840 What is this? 667 00:44:08,080 --> 00:44:10,840 - You mean it's her salary in a way. - Yes. 668 00:44:10,920 --> 00:44:12,720 Not a fixed salary, it's income as per the sales. 669 00:44:12,800 --> 00:44:14,240 - Very good. - Yes, it's that way. 670 00:44:14,320 --> 00:44:17,400 Do you cut her money if she drinks any bottle? 671 00:44:17,480 --> 00:44:18,880 [laughs] 672 00:44:32,760 --> 00:44:35,040 You must have shipping and logistics costs also. 673 00:44:35,120 --> 00:44:36,680 Yes, that is a high cost. 674 00:44:46,760 --> 00:44:49,600 Other miscellaneous things like standees... 675 00:44:49,800 --> 00:44:52,800 - Okay, point-of-scale material. - Pamphlets, danglers. 676 00:44:52,880 --> 00:44:55,040 - You set it up in the shops you sell. - In the wine shops... 677 00:45:27,720 --> 00:45:29,720 - It does not have sales tax? - No. 678 00:45:29,800 --> 00:45:32,120 - Not in our state. - We have the exemption. 679 00:45:32,320 --> 00:45:34,000 Only in Arunachal Pradesh. 680 00:45:35,240 --> 00:45:37,960 But it will reduce the margin a little bit because 681 00:45:38,080 --> 00:45:40,760 - other states will have the tax. - Yes, a little. 682 00:45:42,120 --> 00:45:46,960 Wine has become a premium, snobbish category. 683 00:45:47,120 --> 00:45:51,560 What you are doing is a category creation. 684 00:45:53,440 --> 00:45:57,240 It's a different market and competing there, 685 00:45:57,320 --> 00:45:59,920 that too with kiwi, plum, apple 686 00:46:00,240 --> 00:46:03,160 is a very uphill task. 687 00:46:03,320 --> 00:46:07,440 And you will need a lot of money for marketing. 688 00:46:07,520 --> 00:46:09,080 [dramatic music] 689 00:46:09,200 --> 00:46:11,840 And I think because of that, the scaling 690 00:46:12,120 --> 00:46:14,960 not just in India but also globally, 691 00:46:15,160 --> 00:46:17,240 will be very difficult for you. 692 00:46:18,520 --> 00:46:22,720 I don't think it has the potential which is attractive to me. 693 00:46:22,880 --> 00:46:24,240 And for that reason, I'm out. 694 00:46:24,320 --> 00:46:25,880 [dramatic music] 695 00:46:27,320 --> 00:46:29,080 Tell me the sales for the last 3 years. 696 00:46:29,200 --> 00:46:33,320 Last year, the sales were Rs. 4.94 crores. 697 00:46:50,080 --> 00:46:51,960 I find that a bit steep. 698 00:46:52,120 --> 00:46:54,360 Because the market is still small. 699 00:46:54,520 --> 00:46:59,120 So I would like to offer Rs. 50 lakhs for 5% of your company. 700 00:47:09,760 --> 00:47:13,280 India is not recognised for any such alcohol. 701 00:47:13,360 --> 00:47:15,960 I hope what you are starting... 702 00:47:16,120 --> 00:47:18,200 You will have to create an ecosystem play. 703 00:47:18,320 --> 00:47:20,520 You will have to get some more people with you. 704 00:47:20,680 --> 00:47:23,080 So that this, 705 00:47:23,200 --> 00:47:26,400 - kiwi wine becomes a category by itself. - Yes. 706 00:47:26,480 --> 00:47:28,600 - Yes. - From Arunachal Pradesh, so 707 00:47:28,880 --> 00:47:31,480 - I would say it is a long journey ahead. - Yes. 708 00:47:31,560 --> 00:47:35,240 You both are pleasing personalities so it felt good. 709 00:47:35,560 --> 00:47:37,560 And you'll are making a profitable business. 710 00:47:37,640 --> 00:47:39,840 We will have to work very hard with you. 711 00:47:41,440 --> 00:47:43,040 I don't want to work so hard now. 712 00:47:43,120 --> 00:47:46,120 I am a lazy investor, for now. 713 00:47:46,360 --> 00:47:48,880 - Yes. - But for that, I'm out. 714 00:47:49,960 --> 00:47:53,440 I wish you all the best. You already have one offer. 715 00:47:53,720 --> 00:47:56,560 And Vineeta and Amit will speak next. 716 00:47:58,480 --> 00:48:00,480 This is a new category. 717 00:48:00,560 --> 00:48:03,800 Nobody knows if it will be a 1000 crore category or 718 00:48:04,080 --> 00:48:05,880 will stop at 50 crores. 719 00:48:07,360 --> 00:48:09,400 So it's like a gamble. 720 00:48:09,480 --> 00:48:13,960 But I would like to give you an offer with Vikas. 721 00:48:14,080 --> 00:48:15,320 Both will come together. 722 00:48:16,440 --> 00:48:18,400 And your ask was Rs. 75 lakhs, 723 00:48:18,520 --> 00:48:21,360 we will take equity because you have enough debt. 724 00:48:21,560 --> 00:48:25,080 But we will take 10% of the business, 5% each. 725 00:48:26,920 --> 00:48:30,600 With which we have skin in the game 726 00:48:30,680 --> 00:48:33,120 so we can help you with things like 727 00:48:33,200 --> 00:48:35,080 branding, social media, distribution etc. 728 00:48:35,160 --> 00:48:37,240 [dramatic music] 729 00:48:37,480 --> 00:48:39,680 I felt very good meeting you. 730 00:48:39,800 --> 00:48:44,080 Tell me which state has the maximum wine consumption in India. 731 00:48:44,320 --> 00:48:46,440 - Maharashtra. - Why are you not reaching there? 732 00:48:47,880 --> 00:48:49,800 Your company has been functioning for 5-6 years. 733 00:48:50,680 --> 00:48:52,720 There are a lot of problems with state licences. 734 00:48:52,880 --> 00:48:54,880 You don't get these licences easily in India. 735 00:48:56,200 --> 00:49:00,200 If they hadn't given this offer, I would have made an offer to you. 736 00:49:00,280 --> 00:49:01,960 I like you both a lot. 737 00:49:02,120 --> 00:49:04,160 But you have an offer already, so I'm out. 738 00:49:06,040 --> 00:49:10,040 You have one offer of Rs. 75 lakhs for 10%. 739 00:49:10,120 --> 00:49:13,120 Now you both can think about what you feel like. 740 00:49:14,560 --> 00:49:18,000 We have thought of offering 5% 741 00:49:18,120 --> 00:49:21,280 for Rs. 75 lakhs and you both can share 2.5% each. 742 00:49:21,400 --> 00:49:24,080 That's a counter offer, now what do you guys think? 743 00:49:25,480 --> 00:49:26,360 [dramatic music] 744 00:49:26,440 --> 00:49:29,160 Last and final. 745 00:49:31,800 --> 00:49:34,520 Rs. 75 lakhs for 7.5%. 746 00:49:38,680 --> 00:49:42,800 I'll give another offer. Rs. 50 lakhs for 5%. 747 00:49:44,080 --> 00:49:47,520 - Okay. - You give us the remaining 25 lakhs as a loan at 10%. 748 00:50:05,200 --> 00:50:06,800 Now you finally smiled. 749 00:50:06,960 --> 00:50:09,880 - Today you drink all bottles. - Okay. 750 00:50:11,200 --> 00:50:12,520 Amazing. 751 00:50:12,600 --> 00:50:15,360 - Fantastic meeting you. Congratulations. - Thank you. 752 00:50:21,000 --> 00:50:22,080 Thank you. 753 00:50:22,160 --> 00:50:23,880 Superb, let's make this big. Awesome. 754 00:50:23,960 --> 00:50:25,440 - Let's meet next at Ziro valley. - Sure. 755 00:50:25,520 --> 00:50:26,760 Sure. 756 00:50:26,840 --> 00:50:29,200 Congratulations once again on the deal. 757 00:50:29,280 --> 00:50:32,200 Tell me, like you said 758 00:50:32,320 --> 00:50:34,840 people know Ziro valley for music. 759 00:50:34,920 --> 00:50:36,920 It's known for its scenic views. 760 00:50:37,080 --> 00:50:41,080 So with you coming here today and landing this deal, 761 00:50:41,240 --> 00:50:44,960 will it also be seen as an entrepreneurship hub? 762 00:50:45,080 --> 00:50:48,680 Many positive changes are going to come at Ziro valley. 763 00:50:48,760 --> 00:50:51,920 I can say it with confidence 764 00:50:52,040 --> 00:50:53,600 that we are not alone. 765 00:50:53,680 --> 00:50:56,680 There are many such budding entrepreneurs in Ziro 766 00:50:56,800 --> 00:51:00,280 so the future is going to be very different and it's going to 767 00:51:00,440 --> 00:51:02,920 be very bright in the coming days. 768 00:51:03,040 --> 00:51:05,040 I'm sure the future is going to be very different because 769 00:51:05,120 --> 00:51:06,960 you are bringing a futuristic change. 770 00:51:07,040 --> 00:51:08,680 You are the torchbearers of change. 771 00:51:08,760 --> 00:51:11,040 And ACKO welcomes this change. 772 00:51:11,160 --> 00:51:15,040 We want you to write a small message 773 00:51:15,120 --> 00:51:17,960 on our ACKO Change Makers Wall. 774 00:51:18,560 --> 00:51:20,400 Business should be such that changes a viewpoint. 775 00:51:20,480 --> 00:51:22,360 Like ACKO with its excellent offering changed 776 00:51:22,480 --> 00:51:25,080 the way more than 8 crore customers buy insurance. 777 00:51:25,160 --> 00:51:27,600 Wish you the very best. Do very well and take care. 778 00:51:27,800 --> 00:51:29,760 [theme music] 779 00:51:44,480 --> 00:51:47,640 Sharks, kids might be small in stature. 780 00:51:49,280 --> 00:51:52,320 But their clothes are more expensive than ours. 781 00:51:53,760 --> 00:51:55,520 Sharks, every parent wants their children 782 00:51:55,600 --> 00:51:58,160 to wear cute and stylish dresses. 783 00:51:59,000 --> 00:52:03,320 But the problem is that it doesn't fit them after 3-4 months. 784 00:52:04,360 --> 00:52:06,800 Sharks, this problem is close to my heart. 785 00:52:06,880 --> 00:52:10,000 When I used to go to the market to shop for my daughter, 786 00:52:10,200 --> 00:52:13,560 all the trendy and fashionable dresses 787 00:52:13,680 --> 00:52:15,320 were very expensive. 788 00:52:16,160 --> 00:52:18,280 That's when I realised that it's not my problem alone. 789 00:52:18,360 --> 00:52:22,000 It's the problem of many middle-class mothers like me. 790 00:52:23,120 --> 00:52:25,000 To solve this problem, 791 00:52:25,080 --> 00:52:27,480 we launched StyloBug, kids wear brand. 792 00:52:27,640 --> 00:52:29,600 Hi, Sharks. I'm Nidhi Gautam. 793 00:52:29,720 --> 00:52:31,040 I'm Kamal Tripathi. 794 00:52:31,120 --> 00:52:34,160 From Delhi, we're the co-founders of StyloBug. 795 00:52:34,360 --> 00:52:36,280 [music playing] 796 00:53:30,120 --> 00:53:32,160 To enable them to wear stylish clothes, 797 00:53:32,240 --> 00:53:36,440 and especially to give parents a guilt-free shopping experience. 798 00:53:37,680 --> 00:53:39,640 So, our ask is 799 00:53:47,320 --> 00:53:48,880 With StyloBug. 800 00:53:54,680 --> 00:53:55,960 Thank you, Sharks. 801 00:53:56,040 --> 00:53:57,040 Are they your kids? 802 00:53:57,120 --> 00:53:59,040 Two of them are my creation. 803 00:54:01,920 --> 00:54:04,840 We would like to know more about you before the business. 804 00:54:04,920 --> 00:54:08,320 Why did you start this? Tell us about your background. 805 00:54:08,400 --> 00:54:11,800 I graduated from IIT-Delhi in 2004. 806 00:54:12,960 --> 00:54:17,160 After that, I worked for 10-15 years in the technology industry. 807 00:54:18,160 --> 00:54:21,920 Out of that, I worked for 10 years in the e-commerce sector. 808 00:54:22,000 --> 00:54:23,880 I worked with some marquee companies like 809 00:54:24,080 --> 00:54:26,960 Snapdeal, Zomato, and Amazon. 810 00:54:27,640 --> 00:54:30,040 If you've ever used Snapdeal's mobile app, 811 00:54:30,120 --> 00:54:33,080 I pioneered it with my team. 812 00:54:33,800 --> 00:54:35,920 - Are you a software developer? - Yes. 813 00:54:36,800 --> 00:54:39,480 I've done MBA and worked in the corporate for 4 years 814 00:54:39,560 --> 00:54:41,600 in the B2B sales domain. 815 00:54:41,680 --> 00:54:44,280 [music playing] 816 00:54:46,040 --> 00:54:48,480 When you started this... He's very naughty. 817 00:54:50,200 --> 00:54:52,080 [laughs] 818 00:54:54,560 --> 00:54:56,440 I will drop them off backstage. 819 00:54:56,520 --> 00:54:59,240 Come on, dear! 820 00:54:59,320 --> 00:55:02,080 [music playing] 821 00:55:02,960 --> 00:55:05,440 Come on! Go! 822 00:55:11,000 --> 00:55:12,960 No experience at all. 823 00:55:13,560 --> 00:55:17,960 All of a sudden, I told him that I want to be a garment manufacturer. 824 00:55:18,840 --> 00:55:22,400 So, he asked me how much funds do I need. I took 15,000. 825 00:55:22,480 --> 00:55:24,040 [laughs] 826 00:55:24,320 --> 00:55:25,640 What did you do next? 827 00:55:25,720 --> 00:55:28,760 The boutique that tailored clothes for me 828 00:55:28,840 --> 00:55:31,160 in Atta Market, Noida. 829 00:55:31,720 --> 00:55:33,800 I went to all the boutiques of Atta Market. 830 00:55:33,880 --> 00:55:36,240 I asked all of them for a tailor. 831 00:55:36,320 --> 00:55:40,080 Within two days, I got a call confirming an available tailor. 832 00:55:41,360 --> 00:55:44,320 The next day, we went and bought machines. 833 00:55:44,440 --> 00:55:48,600 I started with a setup in my 2BHK house. 834 00:55:48,800 --> 00:55:50,520 - Wow! - That's how I started my journey. 835 00:55:50,600 --> 00:55:52,440 When did you join her? 836 00:55:52,560 --> 00:55:56,880 I joined her 1.5 years back in June 2021. 837 00:55:59,680 --> 00:56:00,960 Why did you decide to join her? 838 00:56:01,040 --> 00:56:04,600 While working, I was her investor. 839 00:56:05,440 --> 00:56:09,200 I used to listen to all her problems on the weekends, 840 00:56:23,680 --> 00:56:26,880 to grow beyond this, I have to join her full-time. 841 00:56:26,960 --> 00:56:29,040 Otherwise, it will get stagnant at this level. 842 00:56:29,120 --> 00:56:33,040 Because Nidhi was taking care of production, designing, and sourcing. 843 00:56:34,160 --> 00:56:36,200 - So, Nidhi is the CEO. - Yes. 844 00:56:36,280 --> 00:56:37,440 Yeah. 845 00:56:39,760 --> 00:56:42,000 [laughs] 846 00:56:48,600 --> 00:56:50,440 Bigger accomplishments require greater risks. 847 00:56:50,520 --> 00:56:53,560 - Oh! - Very well said! 848 00:56:58,480 --> 00:57:01,440 But since the last year, I have a design team. 849 00:57:02,360 --> 00:57:04,760 - It's a team of 3-4 people. - Where do you manufacture? 850 00:57:11,760 --> 00:57:14,560 You have such a wide range. 851 00:57:14,640 --> 00:57:17,320 2-16 years is a wide range. 852 00:57:17,520 --> 00:57:20,160 Boys and girls, even among girls, 853 00:57:20,320 --> 00:57:22,040 there are casual and bling clothes. 854 00:57:22,120 --> 00:57:24,800 Party and ethnic wear. 855 00:57:24,880 --> 00:57:28,360 So, when there are so many options 856 00:57:28,680 --> 00:57:32,320 to standardise and manufacture as we have to change the batches. 857 00:57:32,560 --> 00:57:33,880 How do you plan that? 858 00:57:44,640 --> 00:57:46,640 we produce it in larger quantities. 859 00:57:46,720 --> 00:57:50,560 If there's no response within 1-2 months, we phase out. 860 00:57:51,680 --> 00:57:54,960 We have a proprietary ERP solution. 861 00:58:21,800 --> 00:58:24,840 Your pitch made me feel that 862 00:58:25,000 --> 00:58:28,000 your inventory turn will be around 30 days which is great. 863 00:58:29,040 --> 00:58:30,160 Yeah. 864 00:58:30,240 --> 00:58:33,680 All the big houses plan 6 months in advance and produce. 865 00:58:34,520 --> 00:58:37,760 So, smaller startups get innovative with the inventory turns. 866 00:58:37,840 --> 00:58:41,040 So, the innovation seems to be missing as of now. 867 00:58:43,240 --> 00:58:44,880 I'll tell you, sir. 868 00:58:44,960 --> 00:58:48,680 The 3 months' inventory is of our bestseller category. 869 00:58:48,840 --> 00:58:51,880 The least popular ones are 870 00:58:52,000 --> 00:58:54,840 cleared out within 15-20 days. 871 00:58:55,560 --> 00:58:57,360 But to remake the bestseller time and again. 872 00:58:57,440 --> 00:59:00,280 We receive bulk orders for it. 873 00:59:00,360 --> 00:59:02,880 So, we keep it ready for 3 months. 874 00:59:02,960 --> 00:59:06,960 So that we can focus on the other styles yet to be launched. 875 00:59:07,880 --> 00:59:09,520 Nidhi and Kamal, what are your sales? 876 00:59:28,600 --> 00:59:31,320 Post Diwali 877 00:59:31,400 --> 00:59:33,240 until January, it's a lean season. 878 00:59:33,360 --> 00:59:35,800 We don't make winter wear until this year. 879 00:59:35,880 --> 00:59:37,400 Next year, we will launch that too. 880 00:59:37,480 --> 00:59:40,040 But ethnic wear must peak. 881 00:59:40,120 --> 00:59:43,000 - Exactly. It's the wedding season. - Yes. 882 00:59:43,120 --> 00:59:46,880 The revenue is from ethnic wear only. 883 00:59:48,040 --> 00:59:50,360 Nidhi, show us the clothes too. 884 00:59:50,480 --> 00:59:52,040 Yes, sure. 885 00:59:52,120 --> 00:59:55,040 [music playing] 886 01:00:02,480 --> 01:00:05,040 - Good colour. Vibrant colour. - It's nice. 887 01:00:05,880 --> 01:00:08,600 I love the frilled frock. 888 01:00:12,120 --> 01:00:16,240 - What's the price? - It's for 815 rupees. 889 01:00:16,440 --> 01:00:19,040 Is this fair pricing or what? 890 01:00:19,120 --> 01:00:21,160 - It's less. - Oh, others are more expensive? 891 01:00:21,480 --> 01:00:22,320 Yes. 892 01:00:24,520 --> 01:00:27,480 - Is 800 MRP or selling price? - It's the selling price. 893 01:00:27,560 --> 01:00:28,960 What will be the MRP? 894 01:00:29,080 --> 01:00:31,400 You can add 50% to it. 895 01:00:32,520 --> 01:00:34,640 - Around 1600. - Yes. 896 01:00:34,720 --> 01:00:37,880 Tell me how it's made and what's your gross profit. 897 01:00:37,960 --> 01:00:39,200 Explain the unit economics. 898 01:01:31,520 --> 01:01:33,040 Yes, 2-2.5 crores. 899 01:01:33,240 --> 01:01:34,680 That's good. What are you doing here? 900 01:01:34,760 --> 01:01:35,920 [laughs] 901 01:01:36,000 --> 01:01:38,920 We don't want to stop there. We want to grow it. 902 01:01:39,000 --> 01:01:40,680 What's your ambition? 903 01:01:42,280 --> 01:01:45,760 There are brands like Gini & Jony earn a revenue of 4000 crores. 904 01:01:45,840 --> 01:01:49,520 Lilliput makes around 700-800 crores. 905 01:01:51,000 --> 01:01:54,640 If you look at the market, 906 01:01:54,760 --> 01:01:58,080 it's worth 1.5 lakh crores. Only 30% of it is organised. 907 01:01:58,160 --> 01:02:00,200 [music playing] 908 01:02:00,400 --> 01:02:02,560 The remaining is unorganised. 909 01:02:03,640 --> 01:02:06,840 We want to become one of the big brands. 910 01:02:07,480 --> 01:02:09,040 Why are they doing better? 911 01:02:09,120 --> 01:02:11,200 They only deal in casual clothes. 912 01:02:11,320 --> 01:02:13,440 Because it sells round the year. 913 01:02:14,160 --> 01:02:17,600 They're doing a better business, at a larger scale. 914 01:02:18,640 --> 01:02:19,760 Why don't you wish to do it? 915 01:02:19,840 --> 01:02:20,880 They are focused. 916 01:02:22,000 --> 01:02:23,600 If you want to do that, 917 01:02:23,680 --> 01:02:25,560 then you will have to play as per their rules. 918 01:02:25,640 --> 01:02:29,840 You will have to make different dresses of the same design 919 01:02:30,640 --> 01:02:33,320 and after a point, you won't be able to grow. 920 01:02:35,080 --> 01:02:37,800 You made 14 crores last year. You will make the same this year. 921 01:02:37,880 --> 01:02:39,520 You're not growing too. 922 01:02:39,920 --> 01:02:43,560 We were not spending consistently on marketing. 923 01:02:43,640 --> 01:02:47,880 We spent intermittently, that was a mistake. 924 01:02:49,240 --> 01:02:52,240 The second mistake is that our team is too lean. 925 01:02:52,320 --> 01:02:56,080 To scale up, it's not enough. 926 01:02:58,560 --> 01:03:00,440 What is your current marketing cost? 927 01:03:00,600 --> 01:03:02,560 Overall, 4-5% of net sales. 928 01:03:03,520 --> 01:03:04,880 Are you managing the digital marketing? 929 01:03:04,960 --> 01:03:08,840 On the digital marketing front, the website and other channels 930 01:03:08,920 --> 01:03:10,840 have been launched 3-4 months ago. 931 01:03:11,800 --> 01:03:15,000 We realised our mistake and knew that we have to diversify. 932 01:03:15,080 --> 01:03:17,440 The D2C side of the business 933 01:03:17,520 --> 01:03:20,520 is just 4-5 months old. 934 01:03:21,640 --> 01:03:23,560 How much do you earn from D2C on your website? 935 01:03:23,640 --> 01:03:25,680 Just 5% as of now. 936 01:03:27,440 --> 01:03:30,720 I found your design language a bit weak. 937 01:03:30,840 --> 01:03:32,600 [music playing] 938 01:03:32,680 --> 01:03:36,360 I don't think they're so stylish. 939 01:03:37,400 --> 01:03:41,440 Secondly, I think you need to hustle a lot. 940 01:03:42,720 --> 01:03:45,440 You haven't proven yourself in the D2C segment too. 941 01:03:46,760 --> 01:03:49,160 You just want someone to come in and sort it for you. 942 01:03:49,240 --> 01:03:50,400 No, you will have to do it. 943 01:03:51,760 --> 01:03:53,840 You have to prove yourself for now. 944 01:03:55,080 --> 01:03:56,560 I'm out. 945 01:03:57,360 --> 01:03:59,440 I agree with Aman. 946 01:04:00,280 --> 01:04:04,240 I didn't find anything unique in your designs. 947 01:04:04,320 --> 01:04:06,120 To say that there's something different. 948 01:04:06,880 --> 01:04:10,400 This sector, no matter how many marketplaces you go to, 949 01:04:10,520 --> 01:04:14,360 online or offline, it's commoditized. 950 01:04:14,440 --> 01:04:16,120 [music playing] 951 01:04:16,240 --> 01:04:19,640 So, I don't think that beyond a point, without a differentiator 952 01:04:20,120 --> 01:04:23,800 you can only make revenue to a certain extent. 953 01:04:25,160 --> 01:04:28,200 I don't think it's investible. So, I'm out. 954 01:04:28,280 --> 01:04:30,240 [music playing] 955 01:04:31,560 --> 01:04:35,440 The biggest reason that your product sells, is the price point. 956 01:04:36,560 --> 01:04:38,680 If something listed for 1600 is available for 800 957 01:04:38,760 --> 01:04:40,520 on a 50% discount, 958 01:04:40,760 --> 01:04:42,960 then people find it to be cheaper 959 01:04:43,080 --> 01:04:45,400 and plan to make the child use it for 6 months. 960 01:04:45,480 --> 01:04:48,280 The consumers are buying it with that logic. 961 01:04:48,640 --> 01:04:50,360 When it comes to kids, 962 01:04:50,440 --> 01:04:52,520 building a big brand on the basis of a cheaper price point 963 01:04:52,600 --> 01:04:55,160 seems to be difficult in the longer run. 964 01:04:56,320 --> 01:04:58,440 So, I'm out. 965 01:04:58,880 --> 01:05:01,520 But, of course, earning a profit of 2.5 crores 966 01:05:01,600 --> 01:05:04,320 being bootstrapped, and starting off with 15,000 rupees 967 01:05:04,400 --> 01:05:05,840 is praiseworthy. 968 01:05:06,320 --> 01:05:10,200 So, good job on that, especially, Nidhi. 969 01:05:10,280 --> 01:05:11,640 Thank you. 970 01:05:11,760 --> 01:05:13,600 You're saying that you earned 50 lakhs in January. 971 01:05:13,680 --> 01:05:15,000 What were your sales last January? 972 01:05:16,400 --> 01:05:18,880 We made similar numbers in January last year. 973 01:05:18,960 --> 01:05:21,160 - So, it was flat. - It's a lean season. 974 01:05:21,320 --> 01:05:24,080 But it was flat. There's no growth in the lean season. 975 01:05:24,960 --> 01:05:28,840 Look, Nidhi and Kamal, I have daughters and I shop too. 976 01:05:29,000 --> 01:05:33,360 Your designs are not so flamboyant or vibrant. 977 01:05:33,760 --> 01:05:37,000 Secondly, you're talking about a building the brand, StyloBug. 978 01:05:37,080 --> 01:05:41,080 Your clothes don't seem to be so brand-worthy. 979 01:05:42,440 --> 01:05:45,600 There's no mark. So, overall 980 01:05:45,720 --> 01:05:49,360 there's a disparity between your plan and your actions. 981 01:05:50,480 --> 01:05:54,600 I believe that if I invest in this today, I won't earn. 982 01:05:56,520 --> 01:05:57,960 For that reason, I'm out. 983 01:06:01,280 --> 01:06:03,720 How many Instagram followers do you have? 984 01:06:03,800 --> 01:06:04,760 More than 3000. 985 01:06:04,840 --> 01:06:06,880 Why so less? Didn't you focus on that? 986 01:06:07,640 --> 01:06:11,440 We have started focusing since we launched our website. 987 01:06:11,520 --> 01:06:13,240 Our 3000 followers 988 01:06:13,320 --> 01:06:16,280 are an effort of 2-3 months. 989 01:06:17,720 --> 01:06:20,360 I think you're a fighter for taking this risk in life. 990 01:06:20,600 --> 01:06:23,880 Nidhi is impressive! 991 01:06:24,600 --> 01:06:26,360 To build a 14-crore business from home, 992 01:06:26,840 --> 01:06:28,360 you're an inspiration to India. 993 01:06:30,080 --> 01:06:33,960 I will make you an offer based on my skill. 994 01:06:34,040 --> 01:06:38,040 If I join you, I will work with you on digital marketing. 995 01:06:46,040 --> 01:06:49,280 I agree that the valuation is less but I have to invest my time. 996 01:06:50,840 --> 01:06:51,920 To make this happen. 997 01:06:52,160 --> 01:06:53,880 Amit, I would like to counter it. 998 01:07:03,040 --> 01:07:05,960 If I take 5%, let's assume it. 999 01:07:06,560 --> 01:07:09,400 And I don't spend time, and just invest money, 1000 01:07:09,640 --> 01:07:12,280 it will be flat, as it is now. 1001 01:07:12,400 --> 01:07:13,960 Your profit is around 2-2.5 crores. 1002 01:07:14,080 --> 01:07:19,000 At 5%, it will take you 8-10 years to return my money. 1003 01:07:19,080 --> 01:07:22,480 So, I made a fair offer. It's non-negotiable. 1004 01:07:22,560 --> 01:07:24,240 I will stick to it. 1005 01:07:25,520 --> 01:07:27,880 You follow your gut feeling. 1006 01:07:31,000 --> 01:07:32,760 [music playing] 1007 01:07:45,040 --> 01:07:47,040 Now, it will become Style Dekho. 1008 01:07:47,120 --> 01:07:48,760 [laughs] 1009 01:07:50,000 --> 01:07:51,760 - Congratulations! - Thank you, Amit. 1010 01:07:51,920 --> 01:07:54,160 - Thank you so much. - It's a pleasure. 1011 01:07:55,000 --> 01:07:57,840 [music playing] 1012 01:07:57,920 --> 01:07:59,240 - All the best! - Thank you. 1013 01:07:59,400 --> 01:08:01,480 - Thank you, Sharks. - Thank you. Bye! 1014 01:08:04,680 --> 01:08:06,960 Nidhi and Kamal, welcome to PokerBaazi zone. 1015 01:08:07,040 --> 01:08:07,640 Thank you. 1016 01:08:07,720 --> 01:08:09,800 - Are you feeling good? - Yes. 1017 01:08:09,920 --> 01:08:12,680 You used your brain well. 1018 01:08:12,760 --> 01:08:15,880 You demonstrated your business strategy and entrepreneurial skills. 1019 01:08:16,000 --> 01:08:18,640 You secured a deal. But can you use these skills 1020 01:08:18,720 --> 01:08:22,000 and outsmart me in this game? 1021 01:08:22,240 --> 01:08:23,680 - Definitely. - We'll surely try. 1022 01:08:23,800 --> 01:08:26,680 It's a simple game. There are 3 cards here. 1023 01:08:26,800 --> 01:08:30,160 There's a statement about Shark Tank on every card. 1024 01:08:30,240 --> 01:08:30,640 Right. 1025 01:08:30,760 --> 01:08:32,960 Two of them are true and one is false. 1026 01:08:33,040 --> 01:08:36,400 So, I will read the statements. 1027 01:08:36,560 --> 01:08:40,640 You have to listen and figure out the incorrect one. 1028 01:08:40,800 --> 01:08:43,120 You can talk to each other or question me. 1029 01:08:43,200 --> 01:08:46,320 Alright, ladies and gentlemen, the first card says, 1030 01:08:46,400 --> 01:08:49,800 Amit Jain belongs to the Pink City in Rajasthan. 1031 01:08:49,920 --> 01:08:53,680 The second statement is that Namita is the founder of Emcure Pharma. 1032 01:08:53,880 --> 01:08:55,920 The third statement is that Vineeta 1033 01:08:56,040 --> 01:09:00,360 won the Best Female All-Rounder award in 2007 at IIM-Ahmedabad. 1034 01:09:00,520 --> 01:09:02,800 These are the three statements. Your time starts now. 1035 01:09:02,880 --> 01:09:06,960 Amit Jain started his setup in Jaipur mostly. 1036 01:09:07,040 --> 01:09:11,520 But, I'm not sure whether he belongs to Jaipur. 1037 01:09:11,600 --> 01:09:13,600 I think the first statement... 1038 01:09:13,680 --> 01:09:16,520 She's one of the managing directors. 1039 01:09:16,640 --> 01:09:19,040 Yes, she's currently the managing director. 1040 01:09:19,200 --> 01:09:20,400 Emcure. 1041 01:09:20,800 --> 01:09:23,520 - Okay. - I think this is wrong. 1042 01:09:23,600 --> 01:09:26,360 She's the founder of Emcure Pharma. 1043 01:09:26,520 --> 01:09:27,600 She's not the founder. 1044 01:09:27,680 --> 01:09:29,720 - Her father was the founder. - Final call, guys. 1045 01:09:30,760 --> 01:09:32,280 I think the second one is false. 1046 01:09:32,400 --> 01:09:34,520 It's the right answer. 1047 01:09:34,600 --> 01:09:36,600 This is a lie. You caught it! 1048 01:09:43,920 --> 01:09:45,280 - Congratulations! - Thank you. 1049 01:09:45,360 --> 01:09:46,800 Thank you. 1050 01:09:48,000 --> 01:09:51,640 There are special opportunities waiting for you at PokerBaazi. 1051 01:09:51,720 --> 01:09:53,320 Demonstrate your skills and win a prize. 1052 01:09:53,400 --> 01:09:56,880 Because you hold the cards in poker. Download now. 1053 01:09:57,840 --> 01:09:59,800 Vineeta, on Shark Xperience today, 1054 01:09:59,880 --> 01:10:02,680 Ziaser from Faridabad has a question for you. 1055 01:10:03,000 --> 01:10:05,920 You and your husband are a power couple. 1056 01:10:06,000 --> 01:10:09,840 Both of you are entrepreneurs. But, who's the boss?