1 00:00:10,000 --> 00:00:12,080 [music playing] 2 00:00:16,160 --> 00:00:17,280 'Breaking news!' 3 00:00:17,400 --> 00:00:19,760 'Joining the panel of Shark Tank India' 4 00:00:19,800 --> 00:00:22,480 'is the second-youngest Shark at just 31 years.' 5 00:00:22,560 --> 00:00:26,640 'Co-Founder and CEO of Inshorts, Azhar Iqubal.' 6 00:00:34,280 --> 00:00:35,640 [rock music playing] 7 00:00:38,120 --> 00:00:39,360 [engine revving] 8 00:00:44,840 --> 00:00:46,400 'My business of Inshorts' 9 00:00:46,520 --> 00:00:48,760 'is one of the simplest businesses in my opinion.' 10 00:00:48,800 --> 00:00:52,720 'The concept of this business is MVP.' 11 00:00:52,840 --> 00:00:54,440 Minimum Viable Product. 12 00:00:56,200 --> 00:01:01,320 I called my co-founder on 29 March and said to him, 13 00:01:01,400 --> 00:01:03,800 "Let's start sending out news articles in 60 words." 14 00:01:05,920 --> 00:01:07,280 I started a page on Facebook 15 00:01:07,360 --> 00:01:09,000 and began publishing news articles in 60 words. 16 00:01:09,080 --> 00:01:10,480 People loved the idea. 17 00:01:16,520 --> 00:01:19,760 Our product went live in the market in a single day. 18 00:01:22,280 --> 00:01:24,800 The first time we raised funds was at a valuation of Rs. 1 crore. 19 00:01:24,880 --> 00:01:27,920 If I talk about right now, the last round we raised 20 00:01:32,520 --> 00:01:34,320 We have two apps, Inshorts and Public. 21 00:01:41,360 --> 00:01:44,280 and able to bring authentic news to them. 22 00:01:46,640 --> 00:01:48,000 When people do business, 23 00:01:48,080 --> 00:01:50,320 it is mostly with the intention to revolutionise an industry. 24 00:01:50,400 --> 00:01:53,920 In my case, I wish to earnestly accept 25 00:01:54,040 --> 00:01:55,800 that my motivation behind setting up a business 26 00:01:55,920 --> 00:01:58,040 was only to make money. 27 00:01:58,400 --> 00:01:59,680 [triumphant music playing] 28 00:02:05,960 --> 00:02:07,040 [birds chirping] 29 00:02:07,600 --> 00:02:08,880 [machine whirring] 30 00:02:15,040 --> 00:02:17,600 I spent my entire childhood in Kishanganj. 31 00:02:17,680 --> 00:02:19,840 Kishanganj is a district in Bihar. 32 00:02:37,760 --> 00:02:39,320 What I really liked was 33 00:02:39,400 --> 00:02:43,160 that my family attached a lot of importance to education. 34 00:02:43,280 --> 00:02:44,720 A significant part 35 00:02:44,880 --> 00:02:47,560 of my father's earnings was allocated to our education. 36 00:02:47,680 --> 00:02:51,280 Considering where I am now, I wish to give it credit. 37 00:02:53,880 --> 00:02:56,680 My main objective behind studying was 38 00:02:56,960 --> 00:02:58,920 to get into a good institute and do my engineering 39 00:02:59,000 --> 00:03:01,680 so that I could get a good job and make good money. 40 00:03:01,760 --> 00:03:05,040 My goal was clear since childhood and that was to earn lots of money. 41 00:03:07,320 --> 00:03:08,480 [music playing] 42 00:03:19,360 --> 00:03:21,160 I spent two years of my life here. 43 00:03:21,240 --> 00:03:25,040 Kalu Sarai is on one end of the road and IIT Delhi is on the other, 44 00:03:25,120 --> 00:03:27,600 and it takes people two years to get there. 45 00:03:29,640 --> 00:03:32,800 You prepare for two years, cross the road and get into IIT. 46 00:03:32,880 --> 00:03:34,160 Do a four-year course there, 47 00:03:34,240 --> 00:03:36,680 cross the road once again and then become a teacher. 48 00:03:36,760 --> 00:03:39,400 The salary for that job was Rs. 50,000 plus 49 00:03:39,440 --> 00:03:42,440 which is more than twice what my father used to earn. 50 00:03:42,520 --> 00:03:44,960 So, I knew I could take a gamble. 51 00:03:45,080 --> 00:03:47,880 It didn't matter whether I got a degree or not. 52 00:03:48,040 --> 00:03:50,440 I dropped out of college after three years. 53 00:03:50,600 --> 00:03:51,640 [fire crackling] 54 00:03:54,040 --> 00:03:56,160 I started my journey in 2013. 55 00:03:56,200 --> 00:03:57,960 There were very few people 56 00:03:58,080 --> 00:04:01,120 who spoke of setting up their own business. 57 00:04:01,200 --> 00:04:03,880 Shark Tank changed the conversation completely. 58 00:04:03,960 --> 00:04:06,800 Now, in every town and alley, 59 00:04:06,880 --> 00:04:09,560 people talk about business and equity. 60 00:04:09,640 --> 00:04:14,200 When I got the opportunity to become a Shark on Season 3... 61 00:04:16,880 --> 00:04:18,560 It was a great moment for me. 62 00:04:18,600 --> 00:04:20,480 Rather, one of the best moments of my life. 63 00:04:20,880 --> 00:04:22,880 When judging an entrepreneur, 64 00:04:22,960 --> 00:04:27,840 my biggest criteria is how big are his goals. 65 00:04:27,920 --> 00:04:29,000 If he succeeds... 66 00:04:29,080 --> 00:04:32,800 Even if the chances are 1%, less than 1% or even 0.1%, 67 00:04:33,080 --> 00:04:36,120 if that person succeeds, he will bring about a massive impact. 68 00:04:36,200 --> 00:04:37,960 That's my biggest motivation 69 00:04:38,160 --> 00:04:40,720 to be a part of any start-up. 70 00:04:41,080 --> 00:04:42,840 [light-hearted music playing] 71 00:04:48,400 --> 00:04:51,200 They've swindled me. Let them come! 72 00:04:51,600 --> 00:04:54,120 You saw the combination of clothes and technology 73 00:04:54,840 --> 00:04:55,880 Let them come here. 74 00:04:59,680 --> 00:05:01,280 [theme music playing] 75 00:05:09,440 --> 00:05:12,800 Oi, the counter has changed! It has changed... 76 00:05:16,520 --> 00:05:17,800 [music fades] 77 00:05:18,080 --> 00:05:20,480 Hello, Sharks. What would you like to have? 78 00:05:21,440 --> 00:05:24,160 - Vineeta, you're quite fond of coffee. - Yes. 79 00:05:24,240 --> 00:05:27,080 - Why not start the magic with coffee? - Sure. 80 00:05:27,720 --> 00:05:30,920 I'll show you something which is very unique, with this coffee. 81 00:05:33,160 --> 00:05:35,320 Aman, you're the favourite of youngsters. 82 00:05:35,360 --> 00:05:37,160 Why don't we try some soft drink? 83 00:05:37,240 --> 00:05:38,480 Who told you that? 84 00:05:41,200 --> 00:05:42,360 Pour it from a height. 85 00:05:42,440 --> 00:05:44,640 - Pour it down your shoulder. - You're a fitness freak. 86 00:05:44,840 --> 00:05:46,400 How about we try this juice for you? 87 00:05:48,440 --> 00:05:50,280 - That's more like it. - Yes. 88 00:05:50,520 --> 00:05:52,120 - Oh my God. - Amazing. 89 00:05:52,240 --> 00:05:54,000 There is not a single stain 90 00:05:54,120 --> 00:05:55,600 nor is the T-shirt wet. 91 00:05:55,720 --> 00:05:57,400 This is a pure cotton T-shirt. 92 00:05:57,600 --> 00:05:58,840 That's how I fell for it too! 93 00:05:59,560 --> 00:06:01,000 [Sharks laugh] 94 00:06:03,480 --> 00:06:04,880 He heard technology and fell for it. 95 00:06:05,000 --> 00:06:06,600 The word technology was enough. 96 00:06:07,640 --> 00:06:10,040 Sharks, that was not magic. 97 00:06:10,520 --> 00:06:13,880 That was TURMS's intelligent cotton T-shirt. 98 00:06:14,120 --> 00:06:15,600 TURMS Intelligent Apparel. 99 00:06:17,920 --> 00:06:22,560 At TURMS, we use technology to create intelligent apparel. 100 00:06:37,600 --> 00:06:42,120 This means you can wear any of TURMS's apparel fearlessly. 101 00:06:43,200 --> 00:06:44,840 We have other technology as well. 102 00:06:44,960 --> 00:06:47,720 For instance, our 30 Days No Wash Jeans 103 00:07:02,640 --> 00:07:05,320 Sharks, I envision making this sustainable, 104 00:07:05,400 --> 00:07:08,080 innovative and creative global brand. 105 00:07:18,360 --> 00:07:19,520 What did you say your name was? 106 00:07:30,520 --> 00:07:34,160 When I bought this product and checked its quality, 107 00:07:34,520 --> 00:07:37,640 apart from innovation, I saw immense potential in it too. 108 00:07:37,960 --> 00:07:41,080 I lived abroad for 15 years before that. 109 00:07:41,160 --> 00:07:45,120 I quit my well-paying corporate job in 2022 110 00:07:45,440 --> 00:07:47,560 and acquired TURMS. 111 00:07:55,280 --> 00:07:57,280 I spent ten years in the Middle East. 112 00:07:57,360 --> 00:08:01,840 I was Strategic Director, Asia, before that for Volvo. 113 00:08:02,840 --> 00:08:04,320 Could we test the apparel? 114 00:08:04,400 --> 00:08:07,400 Sure. I have a stand ready for you to conduct a test. 115 00:08:09,360 --> 00:08:11,200 - This is an ordinary shirt. - Okay. 116 00:08:11,280 --> 00:08:12,760 This is a TURMS shirt. 117 00:08:12,880 --> 00:08:13,960 - Can I pour this? - Sure. 118 00:08:17,280 --> 00:08:19,800 You'll send detergent companies out of business! 119 00:08:20,120 --> 00:08:22,040 That's coffee on an ordinary shirt. 120 00:08:23,120 --> 00:08:24,040 Gosh! 121 00:08:25,720 --> 00:08:26,760 Oh, nice! 122 00:08:26,840 --> 00:08:29,160 Aman, try it horizontally once. 123 00:08:29,240 --> 00:08:30,800 - With what? - You could try the juice. 124 00:08:30,880 --> 00:08:32,800 - Pour the liquid once again. - Yes, try it now. 125 00:08:32,920 --> 00:08:34,000 Sure, go on. 126 00:08:38,560 --> 00:08:39,600 Wow! 127 00:08:54,640 --> 00:08:57,880 It was doing good business before Covid came along. 128 00:08:57,960 --> 00:08:59,600 It had six co-founders. 129 00:08:59,680 --> 00:09:03,200 After the pandemic, they decided they couldn't run it any longer. 130 00:09:03,280 --> 00:09:05,040 We had an option to... 131 00:09:05,120 --> 00:09:06,840 Rameswar was the main founder of this company. 132 00:09:06,960 --> 00:09:08,920 Rameswar, Rohit and four other co-founders. 133 00:09:08,960 --> 00:09:10,080 Can I ask you something? 134 00:09:10,160 --> 00:09:11,800 I've been following up for two years 135 00:09:11,880 --> 00:09:14,160 to liquidate my shares in the company 136 00:09:14,240 --> 00:09:16,480 so that I could book losses. 137 00:09:16,560 --> 00:09:18,080 He had invested in TURMS. 138 00:09:18,160 --> 00:09:19,720 - I am aware of it. - Oh, you are! 139 00:09:19,880 --> 00:09:21,800 - Yes. - The condition is so bad 140 00:09:21,880 --> 00:09:23,640 that I can't even book losses in the books 141 00:09:23,760 --> 00:09:26,960 because no one is ready to buy out the shares even in Rs. 2. 142 00:09:27,160 --> 00:09:28,960 I don't know how much you bought it for. 143 00:09:29,040 --> 00:09:30,120 There's a lack of transparency. 144 00:09:37,280 --> 00:09:39,120 No, sir. I will answer your point. 145 00:09:39,240 --> 00:09:42,040 When I made the deal, there was transparency. 146 00:09:46,160 --> 00:09:47,520 - Oh! - That's the first thing. 147 00:09:47,600 --> 00:09:49,360 So, the earlier founders swindled me. 148 00:09:49,440 --> 00:09:52,280 No, sir. The pandemic was a tough phase for a lot of people. 149 00:09:52,400 --> 00:09:55,080 I think the intention was not to cheat anyone. 150 00:09:55,200 --> 00:09:57,160 They're still in the market and are still responding. 151 00:09:57,280 --> 00:09:58,560 The vendors were paid off. 152 00:09:58,640 --> 00:10:00,640 Our entire process was neat and clean. 153 00:10:00,720 --> 00:10:01,640 I think it's fair. 154 00:10:01,960 --> 00:10:03,440 How much did you buy the brand for? 155 00:10:03,520 --> 00:10:05,920 - We settled at Rs. 15 crores. - Whoa! 156 00:10:06,000 --> 00:10:08,200 - You invested Rs. 15 crores of your own! - No, sir. 157 00:10:08,280 --> 00:10:10,440 The valuation was set at Rs. 15 crores. 158 00:10:10,560 --> 00:10:11,800 How much did you pay? 159 00:10:23,640 --> 00:10:25,240 Basically, it's better to offer debt 160 00:10:25,320 --> 00:10:27,520 and offering equity to companies is of no use is what you're saying. 161 00:10:28,240 --> 00:10:29,480 I don't understand. 162 00:10:34,080 --> 00:10:36,440 and the investor holds preference shares. 163 00:10:36,520 --> 00:10:37,360 Yes. 164 00:11:10,120 --> 00:11:11,120 but the founder did? 165 00:11:11,320 --> 00:11:12,600 - Let me explain. - The founder didn't. 166 00:11:12,680 --> 00:11:14,040 - He did! - He got Rs. 1.5 crores. 167 00:11:14,160 --> 00:11:16,760 Did you give Rs. 1.5 crores to the founder or the company? 168 00:11:16,840 --> 00:11:18,920 - We gave it to the company. - The company, not the founder. 169 00:11:19,000 --> 00:11:19,840 Not the founder. 170 00:11:19,920 --> 00:11:22,280 What did the company do with that Rs. 1.5 crores, 171 00:11:22,360 --> 00:11:23,640 because the company had shut down? 172 00:11:24,120 --> 00:11:25,960 - They're vendors... - Dues. 173 00:11:26,040 --> 00:11:27,440 - They paid them off. - Liabilities. 174 00:11:27,520 --> 00:11:28,320 They cleared off the liabilities. 175 00:11:38,360 --> 00:11:39,880 What's the scale of the business now? 176 00:11:39,960 --> 00:11:42,440 We started the business again in October last year. 177 00:11:42,520 --> 00:11:45,120 We did sales of Rs. 3 lakhs in October. 178 00:12:02,480 --> 00:12:04,560 What is your projected profit for the current year? 179 00:12:10,160 --> 00:12:12,200 What will this number be monthly by March? 180 00:12:25,080 --> 00:12:28,640 Only from our website, we will do Rs. 2 crore per month. 181 00:12:28,720 --> 00:12:30,920 How much will the profit be as per your calculation? 182 00:12:31,000 --> 00:12:33,760 We will make Rs. 25 lakhs on a revenue of Rs. 2 crore. 183 00:12:35,160 --> 00:12:39,240 The old company has seen a huge transformation. 184 00:12:39,320 --> 00:12:42,120 Earlier, we only promoted anti-stain. 185 00:12:42,200 --> 00:12:46,560 Today, instead of features, we sell benefits. 186 00:12:46,800 --> 00:12:49,880 For example, these aren't the first anti-odour socks ever. 187 00:12:50,360 --> 00:12:52,920 Our 7 Days No Smell Socks 188 00:12:53,000 --> 00:12:55,200 became so popular at the time of their launch 189 00:12:55,280 --> 00:12:58,960 that one of our highest-selling products today 190 00:12:59,080 --> 00:13:01,280 is the 7 Days No Smell Socks. 191 00:13:02,040 --> 00:13:05,640 When we'd talk about jeans, we'd promote them as anti-stain. 192 00:13:05,720 --> 00:13:07,800 They're a combination of four technologies. 193 00:13:07,960 --> 00:13:12,200 That's antifungal, antibacterial, anti-odour and anti-stain. 194 00:13:12,280 --> 00:13:14,320 Now, we had to give these four technologies a name 195 00:13:14,400 --> 00:13:15,600 which also had to be catchy. 196 00:13:15,640 --> 00:13:17,800 We named it 30 Days No Wash. 197 00:13:25,960 --> 00:13:29,400 What's the price difference between yours and competitors? 198 00:13:29,480 --> 00:13:33,280 This entails less washing and is more hassle-free. 199 00:13:45,840 --> 00:13:48,520 Our T-shirts are available for Rs. 999. 200 00:13:48,720 --> 00:13:50,000 And the ones in the market? 201 00:13:58,880 --> 00:14:02,040 I make it a habit to personally speak to those 202 00:14:02,120 --> 00:14:03,760 who have placed large orders. 203 00:14:05,080 --> 00:14:07,240 - Very good habit. - "What made you buy this?" 204 00:14:07,320 --> 00:14:08,680 "What ad did you see?" 205 00:14:08,720 --> 00:14:11,240 I get to know where I should invest 206 00:14:11,320 --> 00:14:12,680 with insights into the customers' mindset. 207 00:14:12,760 --> 00:14:14,840 I take immense pleasure in saying 208 00:14:14,920 --> 00:14:18,280 that our return and RTO combined is a mere 10%. 209 00:14:18,400 --> 00:14:19,800 Not bad. That's good. 210 00:14:20,960 --> 00:14:24,040 I will suggest that you touch and feel the T-shirts... 211 00:14:24,120 --> 00:14:26,840 You should've got us some. People get gifts for us. 212 00:14:29,560 --> 00:14:30,560 Have you brought us bribes? 213 00:14:30,640 --> 00:14:32,880 - Yes. Absolutely, sir. - Yes. 214 00:14:33,520 --> 00:14:34,600 This is for you. 215 00:14:34,840 --> 00:14:37,800 Earlier, this company had too many designs. 216 00:14:37,920 --> 00:14:40,400 - Here. - The SKU range had become too high 217 00:14:40,480 --> 00:14:41,480 whereas it wasn't needed. 218 00:14:41,560 --> 00:14:43,560 - 100%. You're 100% right. - Right? 219 00:14:46,040 --> 00:14:48,680 Our expertise is cotton. 220 00:14:48,800 --> 00:14:52,040 When the cotton fabric is ready, 221 00:14:52,160 --> 00:14:54,640 it goes for washing before it is stitched. 222 00:14:54,800 --> 00:14:58,320 There we use hydrophobic nanotechnology... 223 00:14:58,480 --> 00:15:01,760 Tell us if it's in the cotton or you're taking other measures. 224 00:15:01,840 --> 00:15:04,280 We give a coating once the garment is ready. 225 00:15:04,360 --> 00:15:07,800 - Does the coat last for life or 20 years? - No. 226 00:15:17,920 --> 00:15:19,200 it won't last that long. 227 00:15:19,360 --> 00:15:21,400 How long does it approximately last? 228 00:15:21,520 --> 00:15:25,000 A lot of customers have used it for six to seven... A year. 229 00:15:25,120 --> 00:15:26,680 - It is... - Seven years? 230 00:15:26,720 --> 00:15:28,240 - Or seven months? A year. - One year. 231 00:15:28,360 --> 00:15:30,400 What technology is used for anti-odour? 232 00:15:30,480 --> 00:15:33,600 The first technology is a solution 233 00:15:33,920 --> 00:15:35,360 and the second is red aloe vera. 234 00:15:35,440 --> 00:15:39,240 That's an additional introduction after I acquired the company. 235 00:15:39,560 --> 00:15:41,520 Red aloe vera is a plant 236 00:15:41,640 --> 00:15:45,760 that is 22 times more efficient than regular aloe vera. 237 00:15:46,480 --> 00:15:48,640 It costs Rs. 58,000 a kilogram 238 00:15:48,720 --> 00:15:50,120 - and is from Africa. - Anti-odour... 239 00:15:50,200 --> 00:15:52,040 That's your anti-odour and antifungal tech. 240 00:15:52,200 --> 00:15:54,400 You also need fabric softener. 241 00:15:54,480 --> 00:15:56,400 People use chemicals whereas we use this. 242 00:15:56,480 --> 00:15:58,360 This is also a spray. 243 00:15:58,480 --> 00:15:59,960 - No. - Used after making the garment. 244 00:16:00,040 --> 00:16:00,880 We infuse it. 245 00:16:01,000 --> 00:16:02,280 - As in? - In the liquid during the wash. 246 00:16:02,360 --> 00:16:04,680 We add it to the liquid during the washing process. 247 00:16:04,760 --> 00:16:06,800 You have not made an original formula. 248 00:16:06,840 --> 00:16:08,800 You have an IP for blending... 249 00:16:08,960 --> 00:16:11,480 - Blending... - Washing and processing. 250 00:16:17,320 --> 00:16:18,840 but when it comes to design, 251 00:16:18,920 --> 00:16:20,280 they're a little dull. 252 00:16:20,360 --> 00:16:22,760 Do you wish to improve that or not? 253 00:16:22,960 --> 00:16:25,680 Sir, dull is not the right word but the... 254 00:16:25,760 --> 00:16:26,920 - Simple. - I found them drab. 255 00:16:27,040 --> 00:16:28,640 They're simple and subtle. 256 00:16:28,720 --> 00:16:32,280 Even today, the age group of 35 years and above 257 00:16:32,360 --> 00:16:34,280 switches to polo shirts after a certain point, 258 00:16:34,320 --> 00:16:35,360 and even that is subtle. 259 00:16:36,760 --> 00:16:38,480 A famous cricketer 260 00:16:38,560 --> 00:16:42,200 is spotted wearing TURMS 22 times a month. 261 00:16:43,640 --> 00:16:45,800 It'd be great if you could tell us his name. 262 00:16:46,000 --> 00:16:47,240 It's Mr. M S Dhoni, sir. 263 00:16:47,320 --> 00:16:48,480 - Oh, great! - Oh. 264 00:16:48,600 --> 00:16:49,440 - Great. - Mr. Dhoni. 265 00:16:49,600 --> 00:16:50,880 - M S Dhoni. - Yes, sir. 266 00:16:50,960 --> 00:16:52,680 I wish to know one thing, Surender. 267 00:16:52,800 --> 00:16:54,880 This would make for a great learning experience 268 00:16:55,000 --> 00:16:57,360 for any aspiring entrepreneur. 269 00:16:57,440 --> 00:16:59,040 What actions did you take 270 00:16:59,160 --> 00:17:02,160 in order to revive this failing business? 271 00:17:02,280 --> 00:17:04,440 When the transformation process began, 272 00:17:04,520 --> 00:17:07,240 we figured that if we wanted to transform the business, 273 00:17:07,400 --> 00:17:09,520 we needed to get our basics on track 274 00:17:09,600 --> 00:17:12,560 and if we wanted to do a business, it had to be a profitable one. 275 00:17:12,680 --> 00:17:16,240 So, we began by strengthening our backend operations. 276 00:17:16,440 --> 00:17:20,320 Firstly, you don't need warehouses in multiple cities. 277 00:17:20,480 --> 00:17:25,400 These days, if you give air charges to a good courier company, 278 00:17:25,480 --> 00:17:27,000 the difference in your cost will be Rs. 38. 279 00:17:27,080 --> 00:17:28,080 If you do that, 280 00:17:28,160 --> 00:17:30,400 your product gets delivered on the second or third day, 281 00:17:37,720 --> 00:17:39,760 Then comes your packaging 282 00:17:39,840 --> 00:17:41,320 because these are all hidden costs. 283 00:17:41,400 --> 00:17:43,920 Suppose your packaging is one kilogram. 284 00:17:44,000 --> 00:17:46,680 When that is put through a Falcon machine, 285 00:17:46,760 --> 00:17:49,000 if even a corner of your polythene pack is jutting out, 286 00:17:49,120 --> 00:17:50,720 the weight is marked as 1.5 kg. 287 00:17:51,480 --> 00:17:52,360 This is what we did. 288 00:17:52,480 --> 00:17:55,720 We ensured our box weighed 0.93 kg. 289 00:17:56,040 --> 00:18:00,080 All the products we sell fit into that box 290 00:18:00,160 --> 00:18:02,760 and we pay the rates for below 1 kg. 291 00:18:08,880 --> 00:18:10,680 Thirdly, your team members. 292 00:18:10,760 --> 00:18:14,080 Our team members, full-time and on-roll, 293 00:18:14,160 --> 00:18:15,800 had reached a figure of 50 to 60. 294 00:18:15,880 --> 00:18:18,480 Today, the total size of our team is 9 people. 295 00:18:25,920 --> 00:18:27,200 - No... - Yes! 296 00:18:27,280 --> 00:18:29,600 - You turned it around. - We were expecting someone else. 297 00:18:30,120 --> 00:18:32,240 This is the good old Bania intellect. 298 00:18:32,400 --> 00:18:34,000 By the way, I am from Rajasthan, sir. 299 00:18:34,080 --> 00:18:35,200 Great. I salute you. 300 00:18:45,240 --> 00:18:48,320 - First, execution is extremely important. - Very, sir. 301 00:18:48,520 --> 00:18:50,760 The idea is important too, but if execution is impeccable, 302 00:18:50,840 --> 00:18:51,920 the idea is immaterial. 303 00:18:52,000 --> 00:18:52,960 Here's the second thing. 304 00:18:53,080 --> 00:18:55,920 Having good investors on your cap table is extremely important. 305 00:18:57,320 --> 00:18:58,800 Good, okay? 306 00:18:59,400 --> 00:19:01,520 My offer to you is Rs. 1.2 crores, 307 00:19:01,600 --> 00:19:03,840 as you had asked, at 4% equity. 308 00:19:04,160 --> 00:19:05,960 - Wow, rich offer. - Very nice offer. 309 00:19:07,880 --> 00:19:09,520 Plus royalty at 5%. 310 00:19:09,680 --> 00:19:10,640 Oh! 311 00:19:14,000 --> 00:19:15,840 - Were you... - 5% of what? 312 00:19:15,920 --> 00:19:17,440 - Net sales. - Is this an afterthought? 313 00:19:17,600 --> 00:19:19,080 - Was it part of the original offer? - I've written it. 314 00:19:19,160 --> 00:19:20,360 Look, plus royalty. 315 00:19:20,440 --> 00:19:22,360 Do you want to see? Come and see. 316 00:19:34,080 --> 00:19:36,680 Until the review goes up to 4.5 stars, something is wrong. 317 00:19:36,800 --> 00:19:40,400 90% of the complaints were about the 20 washes claim. 318 00:19:40,520 --> 00:19:42,520 We would claim 20 washes, it'd last only for 10 washes. 319 00:19:42,560 --> 00:19:45,760 You're working on a certain detergent. 320 00:19:45,840 --> 00:19:49,360 But Indian consumers will use different detergents. 321 00:19:49,440 --> 00:19:52,760 The 20 washes claim doesn't hold up in this brand. 322 00:19:53,000 --> 00:19:55,640 Please do some R&D to make it last longer. 323 00:19:55,720 --> 00:19:56,920 Only then will it grow. 324 00:19:57,040 --> 00:20:00,800 And for that reason, I'm out. Best of luck, it was nice meeting you. 325 00:20:01,200 --> 00:20:03,200 - And you have an offer too. - Thank you. 326 00:20:03,760 --> 00:20:06,040 Okay, Mr. Surender, let me make you an offer. 327 00:20:06,480 --> 00:20:08,200 You deserve one, right? 328 00:20:09,680 --> 00:20:12,920 I want to make an investment, but not just for now, 329 00:20:13,000 --> 00:20:14,640 I think that if it does well, 330 00:20:14,720 --> 00:20:17,280 then I can put more money in future too. 331 00:20:17,920 --> 00:20:21,480 My offer is Rs. 1.2 crores for 4%. 332 00:20:21,600 --> 00:20:24,160 I think you should save a bit of the margins, 333 00:20:24,200 --> 00:20:26,240 so I'll take 2% royalty. 334 00:20:38,560 --> 00:20:39,880 going to understand your business. 335 00:20:39,920 --> 00:20:40,960 - Right. - I'm very fast. 336 00:20:41,040 --> 00:20:43,160 I just wanted to ask what your marketing 337 00:20:43,200 --> 00:20:45,200 cost last year out of the Rs. 60 lakhs? 338 00:20:45,280 --> 00:20:48,040 Our total loss last year was Rs. 1.2 crores. 339 00:20:50,680 --> 00:20:51,680 Mainly in marketing. 340 00:20:51,720 --> 00:20:53,800 How much money you blew on marketing? 341 00:20:53,880 --> 00:20:55,920 - Well... - Blew! 342 00:20:56,960 --> 00:20:58,800 No, sir, that's the right word because 343 00:20:58,920 --> 00:21:01,080 it pains me a lot but... 344 00:21:01,160 --> 00:21:03,400 So, how much did you spend on marketing? 345 00:21:03,440 --> 00:21:04,320 Rs. 40 lakhs. 346 00:21:10,400 --> 00:21:12,440 Mr. Surender, I'll also make you an offer. 347 00:21:12,440 --> 00:21:13,240 Thank you, sir. 348 00:21:13,360 --> 00:21:15,240 I'll get rid of the royalty. 349 00:21:24,560 --> 00:21:25,560 Very rich offer. 350 00:21:25,600 --> 00:21:29,080 I was also making an offer without any royalty, but 351 00:21:29,160 --> 00:21:31,960 Rs. 20 crores was the valuation that I had in mind. 352 00:21:32,040 --> 00:21:34,280 So, I think it's a very good offer for you. 353 00:21:34,360 --> 00:21:37,840 I'll not get into this fight today. 354 00:21:37,960 --> 00:21:40,440 But I just want to say that apart from being 355 00:21:40,480 --> 00:21:42,800 an amazing executioner and you're also very brave, 356 00:21:42,920 --> 00:21:45,280 despite knowing your history with Peyush, 357 00:21:45,360 --> 00:21:47,040 you still came to Shark Tank. 358 00:21:47,120 --> 00:21:49,240 It's like spilling blood in front of a shark. 359 00:21:49,320 --> 00:21:50,800 No, I wanted to meet him. 360 00:21:50,880 --> 00:21:54,360 And you addressed it openly with such transparency, 361 00:21:54,440 --> 00:21:56,760 Like a turnaround, you did a TURMS around. 362 00:21:56,840 --> 00:21:59,120 So, great job there. 363 00:21:59,200 --> 00:22:00,960 And I'd have offered, 364 00:22:01,080 --> 00:22:03,520 in fact, I had prepared one but this is a very good offer. 365 00:22:03,600 --> 00:22:05,520 I don't think I'll be able to match it so for now I'm out. 366 00:22:07,040 --> 00:22:09,520 What do you want? You don't want to pay a royalty? 367 00:22:09,600 --> 00:22:10,720 I don't want to pay a royalty. 368 00:22:10,760 --> 00:22:12,560 I'll reduce the royalty to 1%. 369 00:22:12,720 --> 00:22:15,160 But it's difficult for me to make the deal without that. 370 00:22:15,240 --> 00:22:18,080 If that's not okay with you, then I'd like to be out. 371 00:22:19,440 --> 00:22:20,240 Okay. 372 00:22:20,320 --> 00:22:21,960 So, you don't want to pay any royalty? 373 00:22:22,080 --> 00:22:24,120 Royalty was not in my mind. 374 00:22:24,200 --> 00:22:25,240 Okay, then I'm out. 375 00:22:26,560 --> 00:22:28,640 Okay, sir, you have just one offer but it's close 376 00:22:28,640 --> 00:22:30,520 to what you wanted. What are you going to do? 377 00:22:33,440 --> 00:22:36,760 I think, let's make the deal. 378 00:22:44,160 --> 00:22:45,360 Congratulations. 379 00:22:45,440 --> 00:22:47,240 - Good to meet you. - Thank you so much. 380 00:22:51,800 --> 00:22:52,680 Thank you so much. 381 00:22:52,800 --> 00:22:55,760 No problem. Take care. Execute it well. 382 00:22:56,360 --> 00:22:57,720 - Thank you so much. - Good job with the deal. 383 00:22:57,760 --> 00:22:58,760 - Amazing! - I'm so glad. 384 00:22:58,880 --> 00:23:01,000 Forget shaking hands, give me a hug. 385 00:23:01,040 --> 00:23:01,760 Sir! 386 00:23:01,920 --> 00:23:03,640 - Thank you. - No problem. 387 00:23:04,160 --> 00:23:06,200 - You taught us a lot today. - Thank you so much. 388 00:23:06,280 --> 00:23:07,360 Thank you so much. 389 00:23:07,560 --> 00:23:08,760 [music playing] 390 00:24:24,000 --> 00:24:27,200 [music playing] 391 00:24:47,840 --> 00:24:50,000 So excited to see you guys. 392 00:24:50,800 --> 00:24:53,560 So, Sharks, who is the king of the brand? 393 00:24:53,640 --> 00:24:55,520 Of course, the customer. 394 00:24:55,680 --> 00:24:59,120 If there's an industry which truly 395 00:24:59,280 --> 00:25:02,600 treats their customers like a king or a queen, 396 00:25:02,760 --> 00:25:04,520 then it's the salon industry. 397 00:25:05,760 --> 00:25:08,000 Imagine getting to the salon 398 00:25:08,080 --> 00:25:10,480 after a tiring day at work 399 00:25:10,680 --> 00:25:12,600 for a pedicure or facial, 400 00:25:12,720 --> 00:25:17,000 and then during the treatment, you are given products in small bowls, 401 00:25:17,800 --> 00:25:20,800 sometimes, more products are used, sometimes less, 402 00:25:20,880 --> 00:25:24,080 sometimes you get a longer massage, sometimes lesser. 403 00:25:25,200 --> 00:25:28,160 There's not much standardization. 404 00:25:28,240 --> 00:25:30,080 Some are so tired of it that they 405 00:25:30,160 --> 00:25:33,680 prefer to buy their own products and give it to the parlour lady. 406 00:25:34,400 --> 00:25:36,480 So, to give the customers the 407 00:25:36,480 --> 00:25:39,280 pampering befitting a king or a queen, 408 00:25:39,640 --> 00:25:41,240 we have started Mintree. 409 00:25:59,320 --> 00:26:02,760 Most of our products are certified organic and vegan. 410 00:26:02,840 --> 00:26:05,360 And they don't have any harsh chemicals. 411 00:26:05,480 --> 00:26:09,280 We're currently present in 3000 salons. 412 00:26:09,480 --> 00:26:12,520 But because all the salons have admired our products, 413 00:26:26,600 --> 00:26:29,120 to provide all of India a pampering that befits a king or queen. 414 00:26:29,200 --> 00:26:30,040 Well done! 415 00:26:30,120 --> 00:26:32,080 Shall I quickly show you the products? 416 00:26:32,080 --> 00:26:33,080 Okay. 417 00:26:38,280 --> 00:26:41,080 [music playing] 418 00:26:43,960 --> 00:26:46,480 - You can take both. - Can I? Thanks. - Yes. 419 00:26:48,280 --> 00:26:50,920 Your packaging is very good-looking, by the way. I love it. 420 00:26:51,040 --> 00:26:53,600 The packaging has a premium feel. 421 00:26:53,680 --> 00:26:55,760 Your logo is also very premium looking. 422 00:26:55,840 --> 00:26:57,000 Yes, let her go there, then you can talk. 423 00:26:57,040 --> 00:26:59,160 - Forest essentials. - Please take a breath. 424 00:26:59,240 --> 00:27:01,160 Let her go there, then we'll talk. 425 00:27:08,640 --> 00:27:09,840 The box that Aman has 426 00:27:09,920 --> 00:27:11,960 is our top-seller. 427 00:27:13,360 --> 00:27:16,760 This is our one-time-use pedicure kit. 428 00:27:16,920 --> 00:27:19,920 It has a scrub, mask, massage candle. 429 00:27:20,000 --> 00:27:21,600 It has a bath bomb, 430 00:27:21,680 --> 00:27:24,920 a detox tea that you can drink during service. 431 00:27:25,000 --> 00:27:27,440 A detox food package that you can take home. 432 00:27:27,560 --> 00:27:31,080 This standardizes the customer's experience. 433 00:27:31,200 --> 00:27:34,440 It's always hygienic and takes the pampering to the next level. 434 00:27:34,520 --> 00:27:37,400 So similarly, our brand has another value 435 00:27:37,480 --> 00:27:40,760 which is that we never let our customers leave empty-handed. 436 00:27:41,880 --> 00:27:43,000 When we add this bath bomb 437 00:27:43,040 --> 00:27:45,760 to water, then it starts fizzing. 438 00:27:46,200 --> 00:27:47,960 [music playing] 439 00:27:48,040 --> 00:27:50,800 And eventually, when you open it, 440 00:27:51,600 --> 00:27:54,080 then you'll find some jewellery in it. 441 00:27:54,160 --> 00:27:56,920 [music playing] 442 00:27:57,040 --> 00:27:59,080 We gift this jewellery to the customers. 443 00:28:00,280 --> 00:28:02,720 There's another product which is very close to my heart. 444 00:28:03,040 --> 00:28:04,880 And that product is a bikini mask. 445 00:28:04,960 --> 00:28:08,640 So, many times when women get a waxing or laser, 446 00:28:08,720 --> 00:28:10,360 it pains a lot. 447 00:28:10,480 --> 00:28:12,640 And the salons don't have a solution for that pain. 448 00:28:12,720 --> 00:28:16,640 So, this mask provides relief from the pain and redness. 449 00:28:26,480 --> 00:28:27,480 Tell me one thing. 450 00:28:27,600 --> 00:28:29,560 - The packaging is so premium. - Yes. 451 00:28:29,680 --> 00:28:32,240 What's the value if it's for a one-time use? 452 00:28:32,360 --> 00:28:33,920 So, basically, we moved away from 453 00:28:33,920 --> 00:28:35,840 sachets and used this premium box because 454 00:28:35,920 --> 00:28:38,040 we, obviously, charge a premium for it. 455 00:28:38,120 --> 00:28:39,400 And they can show the differentiation. 456 00:28:43,760 --> 00:28:46,400 They're told that this box is being specially used for you. 457 00:28:48,760 --> 00:28:51,640 What is the premium that the salon is able to charge? 458 00:28:52,360 --> 00:28:55,640 A good amount. Like, if a normal pedicure is for Rs. 700, 459 00:28:55,720 --> 00:28:58,000 our pedicure is for Rs. 1200-Rs. 1500. 460 00:28:58,080 --> 00:28:59,960 Is it written in the salon as Mintree pedicure? 461 00:28:59,960 --> 00:29:00,600 Yes. 462 00:29:00,680 --> 00:29:02,200 Out of the 3000 salons, how many of 463 00:29:02,200 --> 00:29:03,800 them have Mintree pedicure mentioned? 464 00:29:04,760 --> 00:29:07,000 There are only 300 salons that have a menu card 465 00:29:07,120 --> 00:29:08,560 because our A salons are only 300. 466 00:29:08,640 --> 00:29:11,920 The B salons don't have a menu card, 467 00:29:12,000 --> 00:29:13,280 they call it spa pedicure. 468 00:29:13,360 --> 00:29:16,080 Spa pedicure is like their high-category pedicure. 469 00:29:17,480 --> 00:29:20,760 What are the sales of your single largest salon? Can you tell us that? 470 00:29:20,840 --> 00:29:23,120 From Rs. 75,000 to Rs. 1 lakh a month. 471 00:29:23,200 --> 00:29:24,560 And is it a chain? 472 00:29:24,640 --> 00:29:25,640 Enrich salon. 473 00:29:25,760 --> 00:29:27,520 Enrich is a big chain, so isn't it less? 474 00:29:27,600 --> 00:29:28,800 They're only using the mask. 475 00:29:28,880 --> 00:29:31,120 They have started private labelling these days 476 00:29:31,240 --> 00:29:33,640 and they're manufacturing their own products under their brand name. 477 00:29:33,680 --> 00:29:36,480 Before that, they used to do Mintree pedicures. 478 00:29:37,560 --> 00:29:39,080 And we'd do Rs. 1 crore of business 479 00:29:39,080 --> 00:29:40,680 yearly from them just from pedicures. 480 00:29:44,240 --> 00:29:45,400 That's your biggest problem. 481 00:29:45,520 --> 00:29:47,040 Today and in the future. 482 00:29:47,960 --> 00:29:49,120 But I think that 483 00:29:49,200 --> 00:29:51,120 even after excluding them, there's such a big market that... 484 00:29:51,160 --> 00:29:52,720 The 300 A salons that you mentioned, how 485 00:29:52,760 --> 00:29:54,400 many such salons are there in the country? 486 00:29:54,440 --> 00:29:55,600 Around 1500 to 2000. 487 00:29:55,680 --> 00:29:58,280 How many B type salons in the country? 488 00:29:58,600 --> 00:30:00,680 About 20,000 to 25,000. 489 00:30:26,720 --> 00:30:28,120 What's the revenue now? 490 00:30:28,200 --> 00:30:30,840 We started this in 2019. 491 00:31:10,320 --> 00:31:11,440 I want to tell you that 492 00:31:11,520 --> 00:31:13,640 I had a little corporate experience before this. 493 00:31:13,720 --> 00:31:16,080 I'd get a salary every month so 494 00:31:16,200 --> 00:31:18,000 when I joined the business, I was very clear that 495 00:31:18,040 --> 00:31:20,520 if I don't get a salary in my account, then I won't work. 496 00:31:20,600 --> 00:31:23,080 So apart from this profit, every year 497 00:31:23,160 --> 00:31:25,000 I have drawn a salary of Rs. 30 lakhs. 498 00:31:25,080 --> 00:31:26,720 - Well done. - Yes. 499 00:31:28,040 --> 00:31:29,680 I want to know another number. 500 00:31:29,800 --> 00:31:31,760 What's the revenue from the salons? 501 00:31:31,840 --> 00:31:34,800 I'll give you a projection that will answer your question. 502 00:31:35,080 --> 00:31:37,040 This year, we have planned that 503 00:31:37,160 --> 00:31:38,880 the turnover from the salon 504 00:31:38,960 --> 00:31:41,720 should close at Rs. 17.5 crores. 505 00:32:26,080 --> 00:32:29,000 Your initial business must be salon-dependent. 506 00:32:29,000 --> 00:32:30,000 Yes. 507 00:32:30,080 --> 00:32:32,680 Then you'd have to convert them to be your customer. 508 00:32:32,800 --> 00:32:34,120 Then it becomes customer-dependent. 509 00:32:34,160 --> 00:32:36,880 So, Aman, if you give such a big and fancy kit 510 00:32:36,960 --> 00:32:39,320 to the customer, which includes a jewellery, 511 00:32:39,440 --> 00:32:39,920 a pencil... 512 00:32:39,920 --> 00:32:41,400 What difference does jewellery make? 513 00:32:41,520 --> 00:32:44,760 Even Kinder Joy has a toy in it, which kids get bored of these days. 514 00:32:45,480 --> 00:32:48,200 The magic is in the products because it must be giving them results. 515 00:32:48,280 --> 00:32:49,800 Along with it, if they get something 516 00:32:49,800 --> 00:32:51,360 extra, they're not going to refuse it. 517 00:32:51,440 --> 00:32:53,280 But they're paying a higher price for it. 518 00:32:53,640 --> 00:32:55,240 And eventually if the packaging is good 519 00:32:55,280 --> 00:32:56,720 and your experience is good, because 520 00:32:56,800 --> 00:32:58,200 those who are getting a pedicure done... 521 00:32:58,280 --> 00:32:59,080 I have a little doubt about this. 522 00:32:59,160 --> 00:33:00,200 But you've answered all the questions correctly. 523 00:33:00,240 --> 00:33:00,920 This is very gimmicky. 524 00:33:01,000 --> 00:33:02,400 No, I don't think this is gimmicky. 525 00:33:02,480 --> 00:33:05,080 I'll get your pedicure, please give it to me. 526 00:33:05,200 --> 00:33:06,560 Okay, Peyush, you can take it. 527 00:33:14,400 --> 00:33:17,640 Why will someone pay Rs. 1200 for such a body lotion? 528 00:33:18,000 --> 00:33:21,000 If I buy a lotion from the market of this size... 529 00:33:21,000 --> 00:33:22,000 Yes. 530 00:33:22,080 --> 00:33:24,280 ...which is natural. 531 00:33:24,360 --> 00:33:26,560 How much will it cost? Rs. 200 to Rs. 300? 532 00:33:26,640 --> 00:33:28,240 Rs. 1200 is very expensive. 533 00:33:28,880 --> 00:33:30,840 The D2C offers going on these days, 534 00:33:30,920 --> 00:33:34,520 if we keep the MRP modest, then people will drive you crazy. 535 00:33:34,600 --> 00:33:37,600 So you'll discount it, then what will be its effective price? 536 00:33:37,680 --> 00:33:40,760 - Around Rs. 750. - Rs. 750, but still premium. 537 00:33:41,720 --> 00:33:43,520 Kanikka, the product worth Rs. 1200 538 00:33:43,560 --> 00:33:45,480 that you will sell online for Rs. 700, 539 00:33:45,560 --> 00:33:47,280 your salons will dump you. 540 00:33:47,600 --> 00:33:49,040 You'll put an end to their earnings. 541 00:33:49,080 --> 00:33:50,520 L'Oréal sells D2C. 542 00:33:50,640 --> 00:33:52,200 No, that's a different brand. 543 00:33:52,280 --> 00:33:54,480 L'Oréal Professionnel is only available in salons. 544 00:33:54,480 --> 00:33:55,480 Yes. 545 00:33:56,120 --> 00:33:58,960 Kanikka, I like you as an entrepreneur. 546 00:33:59,040 --> 00:34:01,160 But unfortunately, I'm out for now. 547 00:34:02,200 --> 00:34:04,240 Because your business right now is salon-centric. 548 00:34:04,240 --> 00:34:04,920 Yes. 549 00:34:05,000 --> 00:34:07,880 And you haven't explored D2C yet. 550 00:34:09,360 --> 00:34:11,480 So, you haven't reached the stage where 551 00:34:11,520 --> 00:34:13,360 you can be valued at Rs. 90 crores. 552 00:34:13,440 --> 00:34:14,680 And I won't be able to give you Rs. 90 lakhs. 553 00:34:14,720 --> 00:34:16,200 So unfortunately, I'm out for now. 554 00:34:17,400 --> 00:34:18,280 Thank you, Aman. 555 00:34:18,400 --> 00:34:19,680 But I just want to tell you that 556 00:34:19,720 --> 00:34:21,600 I have worked 8-9 years in the corporate sector, 557 00:34:21,680 --> 00:34:23,600 I have an understanding of the retail business. 558 00:34:23,680 --> 00:34:26,200 I wanted to start from B2B because I knew that 559 00:34:26,320 --> 00:34:29,280 if I do it right, I'll be able to make a profit from day one. 560 00:34:29,360 --> 00:34:31,680 You wanted a salary in your bank account. 561 00:34:31,760 --> 00:34:33,040 A hundred percent. 562 00:34:34,880 --> 00:34:37,640 Will you tell us about your background and your family? 563 00:34:37,720 --> 00:34:39,840 My dad is an income tax lawyer and chartered accountant. 564 00:34:39,880 --> 00:34:40,560 Oh my gosh! 565 00:34:40,680 --> 00:34:42,760 I did my graduation from Nagpur. 566 00:34:42,880 --> 00:34:43,920 What did you graduate in? 567 00:34:44,040 --> 00:34:46,080 BCA. Bachelor of Computer Applications 568 00:34:46,080 --> 00:34:48,040 and a fashion technology diploma simultaneously. 569 00:34:48,160 --> 00:34:49,680 Then I did an MBA from S.P. Jain. 570 00:34:50,600 --> 00:34:54,320 Then I went to London to do a master's in design management. 571 00:34:54,440 --> 00:34:56,760 And then I worked in LVMH after that. 572 00:35:00,400 --> 00:35:02,040 Then I joined L'Oréal. 573 00:35:02,120 --> 00:35:05,120 Then for 3 years, I worked as a product manager in L'Oréal. 574 00:35:05,200 --> 00:35:07,080 Then I joined Reliance Brands. 575 00:35:07,200 --> 00:35:08,960 Over there, I launched Hunkemöller. 576 00:35:09,040 --> 00:35:11,720 By then, it was my calling that I had to start on my own. 577 00:35:11,800 --> 00:35:13,080 Because I had worked for many years. 578 00:35:13,080 --> 00:35:15,560 What was your main motivation for becoming an entrepreneur? 579 00:35:16,520 --> 00:35:19,800 I hadn't lived with my parents much because I was always living away, 580 00:35:19,880 --> 00:35:22,480 so they wanted me to move to Nagpur and live with them. 581 00:35:22,560 --> 00:35:25,960 And they were tempting me with a business so that I come back. 582 00:35:26,080 --> 00:35:28,120 How much money did your parents invest in the business? 583 00:35:28,160 --> 00:35:29,000 Rs. 3 crores. 584 00:35:29,080 --> 00:35:30,200 Rs. 3 crores is the capital? 585 00:35:30,240 --> 00:35:31,240 - Wow! - Wow! 586 00:35:32,080 --> 00:35:33,320 I built a manufacturing unit. 587 00:35:33,400 --> 00:35:34,240 What's... 588 00:35:34,280 --> 00:35:36,120 I want to know about the manufacturin unit. - What's their equity? 589 00:35:43,840 --> 00:35:45,640 Kanikka, you're very nice. 590 00:35:45,760 --> 00:35:46,960 You are a good entrepreneur. 591 00:35:47,040 --> 00:35:48,880 We'll close at this. This is what we'll pitch. 592 00:35:48,880 --> 00:35:49,480 Yes. 593 00:35:49,560 --> 00:35:51,360 But the challenge is that 594 00:35:51,440 --> 00:35:54,200 even if you reach upto 30,000 salons, 595 00:35:54,280 --> 00:35:55,600 which is impossible. 596 00:35:56,640 --> 00:35:58,560 Let's say you reach 10,000 to 15,000, 597 00:35:58,640 --> 00:35:59,520 even then your business will be 598 00:35:59,560 --> 00:36:01,000 worth Rs. 40 crores to Rs. 50 crores. 599 00:36:05,520 --> 00:36:07,400 I think you've already understood that. 600 00:36:07,520 --> 00:36:11,360 That's why you want to start your own brand and enter into D2C. 601 00:36:12,520 --> 00:36:14,240 So, I was thinking that 602 00:36:14,360 --> 00:36:18,320 I can take a bet on your capability 603 00:36:18,400 --> 00:36:20,240 to build a potential D2C brand. 604 00:36:25,280 --> 00:36:27,400 But I can't give you that valuation 605 00:36:27,480 --> 00:36:30,040 for your current business. 606 00:36:31,000 --> 00:36:32,640 So, I'll make you an offer. 607 00:36:35,040 --> 00:36:39,840 I'll offer you Rs. 90 lakhs for 3 per cent of your business. 608 00:36:48,520 --> 00:36:50,920 Along with it, I'd like you to give me a royalty. 609 00:36:50,960 --> 00:36:52,760 You give me 2 per cent of your sales 610 00:36:52,840 --> 00:36:54,360 until I make 1.5x... 611 00:37:07,320 --> 00:37:09,440 can build a Rs. 100 crore brand. 612 00:37:09,560 --> 00:37:11,000 So, Rs. 100 crores is a great 613 00:37:11,000 --> 00:37:13,000 aspiration in building a premium brand. 614 00:37:13,080 --> 00:37:17,000 You don't need to get distracted by D2C today. 615 00:37:17,200 --> 00:37:19,080 My offer is exactly 616 00:37:19,160 --> 00:37:20,880 the same as Anupam's. 617 00:37:20,960 --> 00:37:23,080 Which is, Rs. 90 lakhs for 3 per cent and 1.5x... 618 00:37:23,120 --> 00:37:24,320 Then make it the same. 619 00:37:36,080 --> 00:37:37,920 Azhar and I want to make you a joint offer. 620 00:37:38,000 --> 00:37:44,800 3 per cent equity and we'll also want a royalty. 621 00:37:45,080 --> 00:37:48,480 Instead of 2 per cent of your sales, 622 00:37:48,600 --> 00:37:50,600 we're okay with 1 per cent of your sales 623 00:38:00,880 --> 00:38:03,440 I want to put every penny back into the business 624 00:38:03,520 --> 00:38:04,760 because I want to do something new. 625 00:38:04,800 --> 00:38:07,280 If I want to do D2C then I'll need more funds. 626 00:38:07,360 --> 00:38:09,040 So royalty is difficult for me. 627 00:38:09,320 --> 00:38:11,000 I'll make it a bit easier for you. 628 00:38:11,080 --> 00:38:13,000 Vineeta and I will combine our deal. 629 00:38:13,200 --> 00:38:14,600 Then you have only two offers. 630 00:38:21,760 --> 00:38:22,600 And zero royalty? 631 00:38:22,680 --> 00:38:24,440 Because it's really difficult to do that. 632 00:38:34,120 --> 00:38:35,480 which is final. 633 00:38:35,560 --> 00:38:38,880 But after that, no negotiation possible at all. 634 00:38:39,240 --> 00:38:41,440 Rs. 90 lakhs, 2 per cent, no royalty. 635 00:38:50,840 --> 00:38:52,800 Me and Azhar will match your offer. 636 00:39:08,200 --> 00:39:10,400 - She'll agree for 2 per cent. - She'll agree for 1.5 per cent. 637 00:39:10,480 --> 00:39:11,920 - He offered 1.5 per cent. - Yes, 1.5 per cent. 638 00:39:12,000 --> 00:39:13,160 1.5 per cent is a better deal. 639 00:39:13,320 --> 00:39:14,040 She will take it. 640 00:39:25,320 --> 00:39:26,560 Now it's 1.5 versus 2. 641 00:39:26,640 --> 00:39:27,880 I'd be happier if we don't get it. 642 00:39:27,920 --> 00:39:29,520 You'll be happier if we don't get? 643 00:39:29,520 --> 00:39:31,440 I just hope she comes back with 90 for 1. 644 00:39:32,480 --> 00:39:35,120 [music playing] 645 00:39:36,840 --> 00:39:39,560 Okay, Kanikka. What did he say? 646 00:39:45,960 --> 00:39:49,280 So, Azhar, Peyush, I'd love to accept your offer. 647 00:39:56,880 --> 00:39:57,880 Congratulations. 648 00:40:00,400 --> 00:40:01,920 [camera clicks] 649 00:41:57,560 --> 00:41:59,200 [theme music playing] 650 00:42:26,920 --> 00:42:28,240 [music fades] 651 00:42:28,440 --> 00:42:29,440 Hello, Sharks. 652 00:42:29,920 --> 00:42:31,960 What can one really do in two minutes? 653 00:42:32,240 --> 00:42:34,320 Neither do instant noodles get ready in two minutes 654 00:42:34,760 --> 00:42:36,800 nor does one's wife. 655 00:42:37,480 --> 00:42:39,760 However, there is something exceptional that we can do 656 00:42:39,840 --> 00:42:43,320 in 80 seconds and under two minutes. 657 00:42:43,600 --> 00:42:46,120 We present our machine 80 WASH 658 00:42:46,240 --> 00:42:48,400 which washes clothes in 80 seconds 659 00:42:55,960 --> 00:42:56,960 I am Varinder. 660 00:43:03,840 --> 00:43:06,200 80 WASH is a new-generation washing machine. 661 00:43:06,280 --> 00:43:08,440 Normal washing machines are front load. 662 00:43:08,560 --> 00:43:12,240 They consume around 15 to 20 litres of water per cycle. 663 00:43:12,320 --> 00:43:15,080 80 WASH, on the other hand, does that in 80 seconds. 664 00:43:15,520 --> 00:43:17,320 A normal washing machine 665 00:43:17,400 --> 00:43:20,600 runs for about 60 to 70 minutes per cycle. 666 00:43:20,680 --> 00:43:22,680 80 WASH runs for 80 seconds 667 00:43:34,000 --> 00:43:36,160 where the volume of laundry is extremely high. 668 00:43:36,240 --> 00:43:38,480 Let's take a hospital for instance. 669 00:43:38,720 --> 00:43:40,920 It caters to thousands of patients daily. 670 00:43:41,480 --> 00:43:46,160 If we were to change bedsheets and pillow covers for every patient, 671 00:43:46,280 --> 00:43:48,120 imagine how much water, resources, 672 00:43:48,200 --> 00:43:51,040 electricity, human manpower and time would be consumed. 673 00:43:59,080 --> 00:44:02,760 to make doing laundry economical and environmentally friendly. 674 00:44:03,360 --> 00:44:05,320 Sharks, our ask 675 00:44:14,320 --> 00:44:16,640 - Thank you. - Before we move on, give us a demo 676 00:44:16,760 --> 00:44:19,280 because I want to see how you wash clothes without water. 677 00:44:19,360 --> 00:44:20,920 I want to smell the clothes. 678 00:44:21,080 --> 00:44:25,520 I'd like to call upon our friend Bhavya Verma to give a demo. 679 00:44:25,640 --> 00:44:27,440 Why? Why can't you give the demo? 680 00:44:27,520 --> 00:44:29,080 We could also do it, but he... 681 00:44:29,200 --> 00:44:30,960 - He's an expert. - Yes, he is. 682 00:44:31,080 --> 00:44:32,280 An expert at what? 683 00:44:32,400 --> 00:44:33,800 - That's the machine. - Right. 684 00:44:33,880 --> 00:44:35,840 - It is usually in industries. - I see. 685 00:44:35,920 --> 00:44:39,080 The industrial personnel operate it after being trained. 686 00:44:39,160 --> 00:44:41,200 This isn't for residential purposes but only for industrial purposes. 687 00:44:41,280 --> 00:44:43,680 The demo of the model we're about to show you 688 00:44:43,760 --> 00:44:45,040 - is the industrial model. - Got it. 689 00:44:45,320 --> 00:44:47,080 Hello, Sharks. My name is Bhavya. 690 00:44:47,200 --> 00:44:51,280 I will stain a towel with coffee and wash it in the 80 WASH. 691 00:44:52,360 --> 00:44:54,320 Can I pour my coffee on it? 692 00:44:54,640 --> 00:44:56,240 - Yes, it will be practical. - Yes. 693 00:44:56,320 --> 00:44:59,680 Sometimes, it doesn't seem like a genuine stain. 694 00:45:00,000 --> 00:45:02,040 What if your coffee isn't genuine either? 695 00:45:04,800 --> 00:45:06,600 She poured all the coffee! 696 00:45:09,040 --> 00:45:10,280 Can 80 WASH clean it? 697 00:45:10,360 --> 00:45:11,520 We will try. 698 00:45:11,640 --> 00:45:13,680 You look nervous to me. 699 00:45:14,360 --> 00:45:15,480 [music playing] 700 00:45:19,520 --> 00:45:21,000 I will flip this switch downwards 701 00:45:21,080 --> 00:45:22,880 and allow the water to fill in the tank. 702 00:45:22,960 --> 00:45:24,160 You claimed this was waterless. 703 00:45:24,280 --> 00:45:26,200 No, it consumes half a glass of water. 704 00:45:37,760 --> 00:45:40,680 that it removes stains from the clothes, 705 00:45:40,800 --> 00:45:43,000 kills bacteria and germs 706 00:45:43,120 --> 00:45:45,600 - and also eliminates odour. - Nice. 707 00:45:45,720 --> 00:45:49,080 Let me tell you that the ISP is a patented technology 708 00:45:49,160 --> 00:45:50,600 which we've patented. 709 00:45:50,720 --> 00:45:52,920 So, you've been granted the patent globally. 710 00:45:53,000 --> 00:45:54,840 - No, it has not been granted yet. - Okay. 711 00:45:54,920 --> 00:45:56,960 We have filed for the patent. 712 00:45:59,680 --> 00:46:00,560 Yes. 713 00:46:00,680 --> 00:46:01,600 Wonderful. 714 00:46:02,560 --> 00:46:05,200 I flip this switch upwards to start 80 WASH. 715 00:46:05,320 --> 00:46:08,120 I flip the adjoining switch to start the first washing cycle. 716 00:46:08,200 --> 00:46:11,960 The machine takes some time to generate ISP, 717 00:46:12,040 --> 00:46:13,760 the process of which has begun. 718 00:46:13,880 --> 00:46:15,920 - How much time? - About 120 seconds. 719 00:46:18,680 --> 00:46:20,960 He already said that two minutes are not enough to do anything. 720 00:46:21,040 --> 00:46:22,600 You proved that two minutes 721 00:46:22,680 --> 00:46:24,680 are not enough to make instant noodles or wash clothes. 722 00:46:26,560 --> 00:46:28,560 Okay, 120 seconds are up. 723 00:46:29,440 --> 00:46:30,640 It has been more than that. 724 00:46:30,800 --> 00:46:32,680 It takes a little longer the first time. 725 00:46:32,760 --> 00:46:34,640 - Sometimes... It has started. - The machine has started. 726 00:46:34,720 --> 00:46:37,480 The entire process is automated now for 80 seconds. 727 00:46:38,560 --> 00:46:40,880 You built this technology. 728 00:46:40,960 --> 00:46:42,560 Rather than this business, 729 00:46:42,640 --> 00:46:45,240 it'd have been better to sell it to washing machine manufacturers. 730 00:46:45,360 --> 00:46:47,400 - That'd have been easier for you. - You're right. 731 00:46:47,480 --> 00:46:50,320 A lot of companies asked us for demos. 732 00:46:50,400 --> 00:46:55,440 They do not wish to disturb their current assembly line. 733 00:46:55,520 --> 00:46:58,600 They don't want something like this to enter the market 734 00:46:58,680 --> 00:47:01,160 as long as they can continue to book their profit margins. 735 00:47:03,680 --> 00:47:06,080 Sharks, our 80-second cycle is now complete. 736 00:47:06,200 --> 00:47:07,880 - Done. - Quickly take out the white towel. 737 00:47:09,200 --> 00:47:10,920 - There. - It must be hot. 738 00:47:11,760 --> 00:47:14,360 This is just the same. It is still dirty. 739 00:47:15,840 --> 00:47:17,160 [gripping music playing] 740 00:47:19,760 --> 00:47:21,960 - This is still dirty. - Is it wet? 741 00:47:22,360 --> 00:47:24,600 No, it doesn't smell fresh either. 742 00:47:26,240 --> 00:47:27,600 Coffee leaves a hard stain. 743 00:47:27,680 --> 00:47:30,440 The more cycles it is put through, the cleaner it gets. 744 00:47:35,360 --> 00:47:37,200 First, you said it'd work in 80 seconds, but it didn't. 745 00:47:37,280 --> 00:47:38,760 Then you said 120, that failed too. 746 00:47:38,840 --> 00:47:40,360 Then you said one cycle is enough, but it wasn't. 747 00:47:40,440 --> 00:47:42,560 Now you say it needs a second cycle. Will this work? 748 00:47:43,680 --> 00:47:45,000 The colour will get duller. 749 00:47:45,080 --> 00:47:48,240 In the industrial sector, time is money. 750 00:47:48,360 --> 00:47:52,000 If they have to keep doing this, then people will lose their jobs. 751 00:47:56,080 --> 00:47:58,160 - Did you start it again? - Yes, I did. 752 00:47:58,360 --> 00:48:00,520 When we introduced it in hospitals... 753 00:48:09,880 --> 00:48:12,480 by selling the pilot machine to them. 754 00:48:12,560 --> 00:48:14,480 I don't consider it a complete sale. 755 00:48:14,560 --> 00:48:17,720 My first commercial sale took place 2.5 months ago 756 00:48:17,800 --> 00:48:20,160 to the same people who bought the pilot product. 757 00:48:20,240 --> 00:48:21,840 How much did you sell one piece to them for? 758 00:48:21,920 --> 00:48:24,920 This costs Rs. 26,999. 759 00:48:25,040 --> 00:48:28,000 I gave it to them for around Rs. 25,000 after a discount. 760 00:48:37,960 --> 00:48:38,920 Who bought them? 761 00:48:48,760 --> 00:48:49,840 Do you sell it for Rs. 25,000? 762 00:48:49,920 --> 00:48:51,680 The one you see is the 3 kg version. 763 00:48:51,760 --> 00:48:53,640 The 7 kg one costs Rs. 55,000. 764 00:48:53,720 --> 00:48:56,200 - What is the average selling price of your machine? - Rs. 40,000. 765 00:48:59,560 --> 00:49:01,720 When did you start this? How do you know each other? 766 00:49:01,800 --> 00:49:02,960 - Tell us the whole story. - Quickly. 767 00:49:03,040 --> 00:49:04,360 I run a lab. 768 00:49:04,480 --> 00:49:06,560 He'd come to the lab to conduct research. 769 00:49:06,640 --> 00:49:07,880 He was a student at that time. 770 00:49:08,000 --> 00:49:10,120 - You run the lab in Chandigarh. - Yes. 771 00:49:10,200 --> 00:49:11,680 - What's the name of the institute? - Okay. 772 00:49:11,760 --> 00:49:14,680 Centre for High Power and High Frequency Engineering. 773 00:49:14,760 --> 00:49:15,560 Interesting. 774 00:49:15,640 --> 00:49:17,880 He has an expertise in that area. 775 00:49:17,960 --> 00:49:20,400 So, I had a discussion about manufacturing with him 776 00:49:20,480 --> 00:49:22,240 in case my research was viable. 777 00:49:22,320 --> 00:49:23,720 Later on, we both spoke to him. 778 00:49:23,800 --> 00:49:25,440 Initially, I was working only with him. 779 00:49:25,560 --> 00:49:27,320 - Then with them both. - What did you do in the last five years? 780 00:49:27,400 --> 00:49:30,160 We spent three years doing the research. 781 00:49:30,240 --> 00:49:32,240 - It... - Was that full-time? 782 00:49:32,320 --> 00:49:34,240 No, not full time. I still run the centre. 783 00:49:34,320 --> 00:49:35,760 So, you still run the centre. 784 00:49:35,920 --> 00:49:38,120 - In Chitkara University. - Chitkara University. 785 00:49:38,200 --> 00:49:41,560 This is one of the products from your research at the University. 786 00:49:41,680 --> 00:49:42,960 - Yes. - Alright. 787 00:49:43,800 --> 00:49:45,440 How many sheets can fit in one machine? 788 00:49:45,560 --> 00:49:47,120 Two sheets. 789 00:49:47,200 --> 00:49:49,360 If you wash 1,000 sheets, two at a time, 790 00:49:49,440 --> 00:49:51,000 - that would take 2,000 minutes. - Yes. 791 00:49:51,080 --> 00:49:52,360 What is the total number of hours? 792 00:49:52,440 --> 00:49:54,080 That would be... 793 00:49:54,160 --> 00:49:56,680 - That's 30 hours which is 1.5 days. - Yes. 794 00:49:56,760 --> 00:49:58,520 Sir, 1.5 days is a lot. 795 00:49:59,000 --> 00:50:01,800 Instead of buying more machines, people will return your machines! 796 00:50:02,840 --> 00:50:03,800 - Do you understand? - But... 797 00:50:03,920 --> 00:50:09,760 This steam is subjected to clothes for 70 minutes to kill bacteria 798 00:50:09,880 --> 00:50:11,640 versus your 80 seconds. 799 00:50:11,720 --> 00:50:12,880 The result can't be the same! 800 00:50:14,640 --> 00:50:16,560 - 80 seconds are up. Yes. - Done, right? 801 00:50:17,160 --> 00:50:18,000 Wait. 802 00:50:18,240 --> 00:50:20,040 We're about to get clarity soon. 803 00:50:20,120 --> 00:50:21,480 - As well as on the coffee. - Coffee. 804 00:50:21,840 --> 00:50:23,440 - Wow! - This isn't clean. 805 00:50:23,880 --> 00:50:26,000 - You failed the exam again. - This looks dirtier. 806 00:50:30,320 --> 00:50:32,640 - What do you say to a third try? - No way. 807 00:50:33,200 --> 00:50:35,080 - Come here. - Show it to me. 808 00:50:35,360 --> 00:50:36,440 [music playing] 809 00:50:41,280 --> 00:50:42,120 Oh. 810 00:50:42,520 --> 00:50:45,040 - This is with half a glass of water. - Is the stain lighter? 811 00:50:45,200 --> 00:50:46,560 - No. - No, it isn't. 812 00:50:46,800 --> 00:50:48,560 No... It is lighter, but... 813 00:50:48,800 --> 00:50:50,840 - It has spread a little. - Yes, a lot. 814 00:50:53,600 --> 00:50:56,240 Honestly, soaking it in water makes it just as light. 815 00:50:57,520 --> 00:50:59,160 I can do this manually too. 816 00:50:59,240 --> 00:51:01,120 That was a lot of coffee. Not normal... 817 00:51:01,200 --> 00:51:03,160 Even commercially available washing machines 818 00:51:03,240 --> 00:51:05,760 - will not get rid of such a stain when used. - It's possible. 819 00:51:05,920 --> 00:51:07,960 - Okay, now... - Why did you make that claim? 820 00:51:08,080 --> 00:51:10,520 - No, we... - You dug your own grave. 821 00:51:10,640 --> 00:51:13,480 You shouldn't have agreed to Vineeta pouring her coffee. 822 00:51:14,760 --> 00:51:16,840 Not only did you dig your own grave.. 823 00:51:16,960 --> 00:51:18,280 You too... Yes. 824 00:51:18,360 --> 00:51:21,600 You also dug the grave of your co-founders. 825 00:51:22,760 --> 00:51:23,920 I know what your machine does. 826 00:51:24,000 --> 00:51:27,000 It boils water and sterilises clothes. That's it. 827 00:51:27,080 --> 00:51:31,800 The steam carries the stain that has been separated by the ISP. 828 00:51:31,920 --> 00:51:34,840 Call it ISP or soaking in hot water, it's the same. 829 00:51:37,480 --> 00:51:40,920 As of now, this feels really uninvestable 830 00:51:41,080 --> 00:51:42,840 and I see red flags everywhere. 831 00:51:42,920 --> 00:51:43,880 So, I am out. 832 00:51:45,360 --> 00:51:48,080 You claimed to have built a technology. 833 00:51:48,200 --> 00:51:50,960 If this claim is true, only then this would be revolutionary 834 00:51:51,040 --> 00:51:52,160 as per my understanding. 835 00:51:53,760 --> 00:51:57,560 The demo you gave us could not win our confidence. 836 00:51:57,640 --> 00:52:00,840 - What about their claim? - Not that either. 837 00:52:02,320 --> 00:52:03,880 For that reason, I am out. 838 00:52:05,000 --> 00:52:08,800 Guys, I believe the direction that you are headed in is wrong. 839 00:52:09,440 --> 00:52:12,320 You're targeting the industrial market 840 00:52:12,800 --> 00:52:14,600 which comprises salons, hospitals and hotels. 841 00:52:15,080 --> 00:52:17,840 Cleaning and sterilisation is one part, 842 00:52:18,280 --> 00:52:20,520 but bleaching is critical in that business. 843 00:52:20,680 --> 00:52:22,920 Ultimately, if a person is getting that done, 844 00:52:23,080 --> 00:52:24,640 he wouldn't mind getting this done as well. 845 00:52:24,720 --> 00:52:26,720 - It's an additional process. - Yes, got it. 846 00:52:26,800 --> 00:52:29,920 Sales and business in that sector is extremely difficult 847 00:52:30,000 --> 00:52:31,440 and I don't wish to get into it. 848 00:52:31,560 --> 00:52:33,160 Anyway, I am out. Good luck. 849 00:52:35,080 --> 00:52:39,520 I believe that your pitch went haywire today. 850 00:52:41,080 --> 00:52:44,680 You showcased an early-stage concept as a finished product. 851 00:52:44,920 --> 00:52:46,120 [tense music playing] 852 00:52:46,680 --> 00:52:48,800 That was the mistake you made. 853 00:52:48,880 --> 00:52:50,200 So, I am out. 854 00:52:52,080 --> 00:52:53,560 I've made a note of the points. 855 00:52:53,640 --> 00:52:57,160 Zero in demo, innovation, technology and invention. 856 00:52:58,600 --> 00:52:59,920 This is a boiler. 857 00:53:00,000 --> 00:53:02,760 Tell me the name of the hotel you sold them to. I'll never visit it. 858 00:53:02,880 --> 00:53:04,760 Take the machines back from the hospital you sold it to, 859 00:53:04,840 --> 00:53:06,280 because they're substandard. 860 00:53:06,800 --> 00:53:07,640 I am out. 861 00:53:09,240 --> 00:53:11,440 You should do something else rather than making these machines. 862 00:53:13,760 --> 00:53:15,320 Continue with your research. 863 00:53:15,400 --> 00:53:19,720 The day it matches with your claims, then it's a revolution. 864 00:53:19,800 --> 00:53:21,640 It isn't! It's nothing but a boiler! 865 00:53:21,720 --> 00:53:23,400 - Stop motivating them. - You need to fix your pitch! 866 00:53:23,440 --> 00:53:26,080 Had I pitched in your stead, I'd have gotten them to invest. 867 00:53:27,120 --> 00:53:29,000 Don't get into the tech. Residential market. 868 00:53:29,080 --> 00:53:31,360 Localised Indian machines should sell in every village. 869 00:53:31,440 --> 00:53:33,560 - Okay, bye. Thank you. Best of luck. - Good luck. 870 00:53:33,640 --> 00:53:35,280 - Thank you, sir. - You're doing good. 871 00:53:35,440 --> 00:53:36,440 - Thank you, sir. - Thank you. 872 00:53:41,320 --> 00:53:42,520 [music playing] 873 00:53:44,160 --> 00:53:46,120 Friends, hello and welcome to Ask The Shark. 874 00:53:46,240 --> 00:53:47,960 On today's segment of Ask The Shark, we are joined 875 00:53:48,040 --> 00:53:50,960 by CEO and Co-Founder of Inshorts, Mr. Azhar Iqubal. 876 00:53:51,120 --> 00:53:52,520 - Welcome. - Thank you, sir. 877 00:53:52,760 --> 00:53:55,440 This question is by Shiv Mishra from Banaras, U.P.