1 00:00:10,040 --> 00:00:11,480 [music playing] 2 00:00:25,480 --> 00:00:26,600 [music fades] 3 00:00:29,240 --> 00:00:30,680 'My name is Sandeep Jangra.' 4 00:00:30,760 --> 00:00:33,240 'I work with my co-founder Ishan Chugh.' 5 00:00:33,360 --> 00:00:34,840 He is a school friend. 6 00:00:35,000 --> 00:00:37,800 When the first season of Shark Tank came out, 7 00:00:37,880 --> 00:00:39,360 I applied even then. 8 00:00:39,440 --> 00:00:41,040 We didn't make it for some reason. 9 00:00:41,120 --> 00:00:42,880 Then I applied to Shark Tank 2 also, 10 00:00:43,000 --> 00:00:47,360 but we barely almost made it. 11 00:00:48,560 --> 00:00:50,200 Then came Shark Tank 3. 12 00:00:50,320 --> 00:00:52,440 That time I had just managed to touch the door. 13 00:00:52,520 --> 00:00:55,360 This time, I'm setting my foot in. 14 00:00:55,520 --> 00:00:59,040 And I decided that around 200 stores in Gurgaon... 15 00:00:59,160 --> 00:01:00,000 That's done... 16 00:01:00,080 --> 00:01:02,680 'We've been preparing for the pitch for the last few days.' 17 00:01:02,800 --> 00:01:05,480 No one knows what questions will come our way. 18 00:01:05,560 --> 00:01:07,400 They could ask us 19 00:01:07,480 --> 00:01:10,000 about our online as well as offline sales. 20 00:01:10,120 --> 00:01:11,520 I've got the figures. 28%... 21 00:01:11,600 --> 00:01:14,040 We hail from a small city. 22 00:01:14,160 --> 00:01:16,440 I decided I would quit my job and... 23 00:01:16,520 --> 00:01:18,240 Eat local, think global. 24 00:01:18,320 --> 00:01:20,720 I decided to quit my job. 25 00:01:20,840 --> 00:01:24,040 We hail from a small city in Haryana called Gohana. 26 00:01:24,440 --> 00:01:25,640 [music playing] 27 00:01:28,720 --> 00:01:31,320 'Where I come from., people have small dreams.' 28 00:01:31,400 --> 00:01:34,280 We either do farming or run small businesses. 29 00:01:36,480 --> 00:01:38,640 When I started in that city, 30 00:01:38,760 --> 00:01:41,720 I had no idea that we would be able to take this business 31 00:01:41,800 --> 00:01:44,320 to this level and such great heights. 32 00:01:45,880 --> 00:01:47,320 'We sure are prepared.' 33 00:01:47,480 --> 00:01:51,160 We continued to tread the right path 34 00:01:51,400 --> 00:01:53,400 and made it to Shark Tank 3 today. 35 00:01:54,800 --> 00:01:56,480 [theme music playing] 36 00:02:14,080 --> 00:02:15,400 [music fades] 37 00:02:15,520 --> 00:02:16,360 Greetings, Sharks. 38 00:02:16,400 --> 00:02:18,680 My name is Ishan and I'm 31 years old. 39 00:02:18,800 --> 00:02:19,600 Greetings, Sharks. 40 00:02:28,280 --> 00:02:30,040 - It is famous for its 'jalebis'. - Absolutely, sir. 41 00:02:30,560 --> 00:02:31,400 Oh! 42 00:02:31,920 --> 00:02:34,360 This is a small city far from the metropolis 43 00:02:34,440 --> 00:02:36,600 with a population of about 1 lakh people. 44 00:02:36,680 --> 00:02:39,120 Gohana is famous for its huge 'jalebis' 45 00:02:39,280 --> 00:02:41,400 as well as for Pizza Galleria! 46 00:02:41,440 --> 00:02:43,120 [Sharks laugh] 47 00:02:43,560 --> 00:02:45,160 Sharks, Pizza Galleria... 48 00:02:46,360 --> 00:02:47,200 Sharks... 49 00:02:49,040 --> 00:02:51,640 When... Go... Sorry. 50 00:02:51,800 --> 00:02:53,600 - Take your time. - Have some water. 51 00:03:00,160 --> 00:03:02,080 When I visited Gurgaon for the first time, 52 00:03:02,120 --> 00:03:06,160 I was dazzled by the tall buildings there. 53 00:03:06,640 --> 00:03:08,440 My friends and I contributed money 54 00:03:08,520 --> 00:03:11,840 and I had pizza over there for the first time. 55 00:03:12,200 --> 00:03:13,720 It was delicious! 56 00:03:13,800 --> 00:03:17,280 It was as though a lion had tasted meat for the first time! 57 00:03:17,360 --> 00:03:21,440 I decided to introduce Gohana to pizzas. 58 00:03:21,560 --> 00:03:23,360 I decided to quit my job. 59 00:03:23,440 --> 00:03:27,320 I went back to Gohana and started Pizza Galleria. 60 00:03:29,240 --> 00:03:31,400 Sharks, we are known 61 00:03:38,320 --> 00:03:40,520 pastas, garlic bread, choco lava cake 62 00:03:40,640 --> 00:03:41,840 and pocket calzones. 63 00:03:41,920 --> 00:03:45,600 We also make Bahubali Pizza 64 00:03:46,040 --> 00:03:49,240 which is bigger than the 'jalebis' in Gohana! 65 00:03:49,320 --> 00:03:50,320 [Sharks chuckle] 66 00:03:51,160 --> 00:03:53,480 I take pride in saying 67 00:03:53,600 --> 00:03:58,520 that Pizza Galleria was the first to introduce pizzas in Gohana. 68 00:03:58,600 --> 00:03:59,480 Nice! 69 00:03:59,600 --> 00:04:01,120 We started in Gohana. 70 00:04:01,200 --> 00:04:04,680 We now run 30 outlets in Haryana, Punjab and Delhi NCR. 71 00:04:04,800 --> 00:04:07,440 We are now ready for further expansion. 72 00:04:07,680 --> 00:04:10,000 Our vision is to make Pizza Galleria 73 00:04:10,080 --> 00:04:12,880 India's number-one veg pizza brand. 74 00:04:12,960 --> 00:04:15,400 And for that, you now... You all... 75 00:04:15,680 --> 00:04:16,520 Me and... 76 00:04:17,960 --> 00:04:21,720 It... So, now, we need the help of the Sharks. 77 00:04:21,840 --> 00:04:23,160 Our ask is 78 00:04:32,040 --> 00:04:33,920 My mouth is watering. Give me your pizza. 79 00:04:34,000 --> 00:04:35,000 - Yes. - Sure, sir. 80 00:04:35,160 --> 00:04:36,560 [light-hearted music playing] 81 00:04:45,840 --> 00:04:47,200 Sir, let me tell you what this is. 82 00:04:47,440 --> 00:04:49,920 This is our Stuffed Garlic Bread. It is our best-seller. 83 00:04:50,000 --> 00:04:52,760 This is plain Garlic Bread and this is a Single Topping Pizza. 84 00:04:52,880 --> 00:04:54,720 This is our Tandoori Paneer Pizza. 85 00:04:54,800 --> 00:04:56,640 Our dips include the cheesy dip and spicy dip. 86 00:04:57,000 --> 00:04:58,200 [pleasant music playing] 87 00:05:02,880 --> 00:05:05,040 The Tandoori Paneer Pizza is delicious. 88 00:05:06,840 --> 00:05:08,240 There was a time 89 00:05:08,360 --> 00:05:11,920 when we would sell just 50 to 60 pizzas a day. 90 00:05:12,320 --> 00:05:13,200 Today, 91 00:05:13,360 --> 00:05:17,600 Pizza Galleria sells about 4 to 5 lakh pizzas a month. 92 00:05:17,720 --> 00:05:18,520 What! 93 00:05:19,680 --> 00:05:21,840 - 4 to 5 lakhs! - Yes, sir. Per month! 94 00:05:22,760 --> 00:05:26,680 We have beaten Domino's in some of the cities. 95 00:05:26,760 --> 00:05:28,040 What's your Zomato rating? 96 00:05:28,160 --> 00:05:30,680 Sir, our Zomato rating starts at 4.2. 97 00:05:30,760 --> 00:05:32,960 It is 4.9 for Gohana. 98 00:05:33,360 --> 00:05:34,840 - Wow! - Very nice. 99 00:05:34,920 --> 00:05:36,800 What's the distance between Gurgaon and Gohana? 100 00:05:36,920 --> 00:05:38,200 Around 120 km. 101 00:05:38,360 --> 00:05:39,840 There are two routes. 102 00:05:39,920 --> 00:05:42,000 You could go to Gohana via Sonipat 103 00:05:42,120 --> 00:05:43,440 and the other one is via Rohtak. 104 00:05:43,520 --> 00:05:46,120 Okay. On that 120 km stretch from Gurgaon, 105 00:05:46,200 --> 00:05:47,720 were there no fresh pizzas available? 106 00:05:47,800 --> 00:05:49,640 No, not freshly made pizzas. 107 00:05:49,960 --> 00:05:52,200 You said you launched in 2015. 108 00:05:54,640 --> 00:05:56,680 I did my schooling locally in Gohana. 109 00:05:56,760 --> 00:05:58,160 My father got me enrolled 110 00:05:58,240 --> 00:06:00,600 into a college in the village itself. 111 00:06:00,800 --> 00:06:02,800 NC College/SDITM College. 112 00:06:02,920 --> 00:06:04,600 I failed B Tech, sir. 113 00:06:04,680 --> 00:06:05,640 - Oh, no! - Oh. 114 00:06:05,760 --> 00:06:07,000 I received a scolding. 115 00:06:07,080 --> 00:06:09,280 - Dad said, "You wasted my money." - Okay. 116 00:06:09,400 --> 00:06:11,680 "You got a job with great difficulty" 117 00:06:11,760 --> 00:06:13,240 - "which you quit!" - Yes. 118 00:06:13,320 --> 00:06:15,000 "Now, you want money to start a business." 119 00:06:15,120 --> 00:06:15,960 "I can't give it to you." 120 00:06:16,000 --> 00:06:17,800 Oh! Which job was this? 121 00:06:17,920 --> 00:06:20,320 Sir, I could not complete my B Tech. 122 00:06:20,520 --> 00:06:22,040 Ishan did. 123 00:06:22,120 --> 00:06:24,400 - Is he your brother? - No, we're school friends. 124 00:06:24,480 --> 00:06:26,760 We've been together since ninth grade and have worked together. 125 00:06:26,840 --> 00:06:27,880 Okay. Where? 126 00:06:27,960 --> 00:06:30,680 We were on the third-party payroll for Ericsson India. 127 00:06:30,760 --> 00:06:32,960 It used to be the first building on the left 128 00:06:33,040 --> 00:06:34,720 when you entered DLF Cyber Hub. 129 00:06:34,800 --> 00:06:37,520 You're always so specific! 130 00:06:38,720 --> 00:06:41,960 You even mentioned the oblique in the name of your college. 131 00:06:42,080 --> 00:06:43,600 He even gave us the two routes to Gohana. 132 00:06:43,680 --> 00:06:45,120 [Namita laughs] 133 00:06:46,400 --> 00:06:48,040 Let's get back to your job at Ericsson. 134 00:06:48,080 --> 00:06:49,400 Ishan got a job first. 135 00:06:49,480 --> 00:06:51,000 I was due for a 'suppli'. 136 00:06:51,680 --> 00:06:52,720 What's a 'suppli'? 137 00:06:53,000 --> 00:06:54,800 A re-exam, supplementary examination. 138 00:06:54,880 --> 00:06:56,400 - I failed one of the exams. - Ah! 139 00:06:56,520 --> 00:06:58,120 - What we call ATKT. - We call it that here. 140 00:06:58,200 --> 00:06:59,680 - We call it supplementary exams. - Okay. 141 00:06:59,760 --> 00:07:02,680 Sir, I had a subject called Network Analysis. 142 00:07:02,720 --> 00:07:04,160 We called it NAS in short. 143 00:07:04,240 --> 00:07:05,400 It was really nasty! 144 00:07:05,600 --> 00:07:06,880 [laughter] 145 00:07:07,640 --> 00:07:09,200 I tried everything. 146 00:07:09,280 --> 00:07:10,760 - Look how he talks! - Finally, I told Ishan, 147 00:07:10,880 --> 00:07:13,080 "Talk to your bosses and get me a job." 148 00:07:13,160 --> 00:07:14,720 - "I want to get out of Gohana." - Yes. 149 00:07:14,840 --> 00:07:17,440 So, he got me a job with his influence. 150 00:07:21,600 --> 00:07:23,680 Secondly, I've never heard of a pizza chain 151 00:07:23,760 --> 00:07:24,880 that only sells veg food. 152 00:07:24,920 --> 00:07:27,120 This is a good business tactic. 153 00:07:27,200 --> 00:07:28,080 Why veg? 154 00:07:28,200 --> 00:07:32,360 My father was a religious man and believed in Jain saints. 155 00:07:32,480 --> 00:07:34,320 So, I went to consult our priest. 156 00:07:34,400 --> 00:07:35,880 I'd paid him random visits. 157 00:07:36,040 --> 00:07:39,000 "Sir, I want to do a business. What field should I choose?" 158 00:07:39,120 --> 00:07:41,080 He said, "Do any business you want," 159 00:07:41,240 --> 00:07:44,240 "but don't make a living by killing any living beings." 160 00:07:44,360 --> 00:07:45,200 Oh! 161 00:07:48,720 --> 00:07:52,000 or is your vision to keep it a vegetarian chain only? 162 00:07:52,080 --> 00:07:54,720 - It will always be 100% vegetarian. - Interesting. 163 00:07:54,840 --> 00:07:57,640 Ma'am, it's not like the market for veg food is small. 164 00:07:57,720 --> 00:08:00,600 - India has a sizeable market. - The reason I asked you 165 00:08:00,680 --> 00:08:02,960 was because I know a lot of vegetarians... 166 00:08:03,040 --> 00:08:04,480 I am a vegetarian myself. 167 00:08:04,600 --> 00:08:08,520 It's problematic for them to go to restaurants that serve both. 168 00:08:08,640 --> 00:08:11,120 - So... - Zomato has 30% customers 169 00:08:11,440 --> 00:08:14,120 who don't order from restaurants that serve non-veg food. 170 00:08:14,200 --> 00:08:16,200 - That's a phenomenal statistic. - True. 171 00:08:16,280 --> 00:08:18,080 - Veg-only restaurant chains are huge. - Very nice. 172 00:08:18,600 --> 00:08:20,760 Why didn't you make it prominent? 173 00:08:20,840 --> 00:08:22,760 - If I see... - Yes? 174 00:08:22,880 --> 00:08:24,560 "Only veg" or "100% veg" 175 00:08:24,640 --> 00:08:26,560 - is written in small font. - Why haven't you mentioned it? 176 00:08:26,600 --> 00:08:29,440 Why don't you make it your main selling point? 177 00:08:29,520 --> 00:08:30,560 That's a good point. 178 00:08:30,680 --> 00:08:32,280 Sure, we will add that. 179 00:08:32,360 --> 00:08:33,360 Enlarge the font. 180 00:08:34,400 --> 00:08:36,080 How come this tastes better? 181 00:08:36,200 --> 00:08:39,120 - All the pizzas use mozzarella cheese. - Okay. 182 00:08:39,240 --> 00:08:43,240 We've added our customised liquid cheese to the pizzas 183 00:08:47,840 --> 00:08:50,000 You failed! How did you learn such a lot? 184 00:08:50,160 --> 00:08:53,240 After I tried a pizza in Gurgaon for the first time, 185 00:08:53,480 --> 00:08:55,800 - I began doing R&D. - Oh! 186 00:08:55,920 --> 00:08:57,280 I went to Domino's. 187 00:08:57,360 --> 00:08:59,960 I found out if I could get a franchise. They said, "No." 188 00:09:00,080 --> 00:09:01,880 Then I went to Rohtak. 189 00:09:01,960 --> 00:09:03,720 - Did you go to Italy? - Sir. 190 00:09:03,880 --> 00:09:06,040 - "The Taste of Italy for India." - I'll explain. 191 00:09:06,200 --> 00:09:07,920 I looked up the internet for a good logo. 192 00:09:08,080 --> 00:09:11,480 "Where was pizza first invented?" Oh, Italy! 193 00:09:11,640 --> 00:09:13,000 That's when it clicked. 194 00:09:13,080 --> 00:09:15,000 "The taste of Italy for India." 195 00:09:16,240 --> 00:09:17,320 You did R&D, 196 00:09:17,440 --> 00:09:18,680 but where did you learn manufacturing from? 197 00:09:18,720 --> 00:09:21,520 I had gone to Rohtak for R&D. 198 00:09:21,600 --> 00:09:23,680 There's a brand called Pizza Wings there. 199 00:09:23,880 --> 00:09:24,960 I had a discussion with them. 200 00:09:25,040 --> 00:09:26,800 I told them I wanted to open a pizza parlour in Gohana. 201 00:09:26,840 --> 00:09:28,320 He refused to give me a franchise. 202 00:09:28,400 --> 00:09:32,880 He offered to teach me though for a fee of Rs. 1.5 lakhs. 203 00:09:33,040 --> 00:09:33,840 I see. 204 00:09:33,960 --> 00:09:35,360 I had arranged for the money from friends. 205 00:09:35,440 --> 00:09:38,520 My elder brother is a constable with the Chandigarh Police. 206 00:09:38,760 --> 00:09:40,560 He was salaried. I took his money. 207 00:09:40,640 --> 00:09:41,720 [Sharks laugh] 208 00:09:41,840 --> 00:09:44,240 Over a period of 15 to 20 days, 209 00:09:44,400 --> 00:09:46,320 they taught me the entire process. 210 00:09:46,400 --> 00:09:49,280 How delivery works, how is the billing done... 211 00:09:49,400 --> 00:09:51,040 Stretching the dough... I said, "It won't be round." 212 00:09:51,160 --> 00:09:53,960 They said, "Do you know how to make a roti?" I said yes. 213 00:09:54,040 --> 00:09:55,800 "Think of it as a roti then and go on." 214 00:09:55,960 --> 00:09:56,840 I did that. 215 00:09:57,120 --> 00:09:58,760 After doing it for so long, sir, 216 00:09:58,920 --> 00:10:00,240 I now feel 217 00:10:00,320 --> 00:10:02,120 that making pizzas is no rocket science. 218 00:10:02,200 --> 00:10:03,440 [Sharks laugh] 219 00:10:04,080 --> 00:10:04,880 All right! 220 00:10:05,680 --> 00:10:09,160 - So, we started our first outlet on 25 December 2015. - Oh my God! 221 00:10:09,320 --> 00:10:12,080 The people of Gohana really went crazy at the time, sir. 222 00:10:12,280 --> 00:10:13,920 What's your revenue per month? 223 00:10:26,680 --> 00:10:28,160 Above sales of Rs. 4.5 to 5 lakhs. 224 00:10:30,760 --> 00:10:31,680 Both. 225 00:10:41,320 --> 00:10:44,560 Sir, that ratio is 70% for dine-in 226 00:10:44,720 --> 00:10:47,160 - and in-house deliveries. - 70%. 227 00:10:47,240 --> 00:10:49,440 30% is through Zomato and Swiggy. 228 00:10:49,560 --> 00:10:50,880 Is this a franchise model? 229 00:11:07,720 --> 00:11:09,520 Where are you learning that from? 230 00:11:09,600 --> 00:11:11,200 Is someone helping you? Do you have an advisor? 231 00:11:11,280 --> 00:11:13,080 Frankly, we've learned it from Shark Tank. 232 00:11:13,920 --> 00:11:14,920 - Wow! - So sweet. 233 00:11:14,960 --> 00:11:15,840 Really. 234 00:11:16,520 --> 00:11:18,640 We watched all your episodes and we learned from you. 235 00:11:18,720 --> 00:11:19,720 You learned from us. 236 00:11:19,840 --> 00:11:22,800 Yet, you are demanding a valuation of Rs. 50 crores from us! 237 00:11:23,120 --> 00:11:24,640 Sir, we've got significant sales too. 238 00:11:24,760 --> 00:11:25,760 [laughs] 239 00:11:26,040 --> 00:11:28,320 Tell us about your sales. It must be a good number. 240 00:11:28,400 --> 00:11:31,760 Our annual sales for FY 2019-20 were Rs. 8.5 crores. 241 00:11:31,840 --> 00:11:33,520 The sales for 2020-21 were Rs. 10.5 crores. 242 00:11:33,600 --> 00:11:35,160 The last year's were Rs. 11.5 crores. 243 00:11:35,240 --> 00:11:37,320 Last year was 2022-23. 244 00:11:39,480 --> 00:11:41,160 You skipped a year. 245 00:11:41,840 --> 00:11:43,040 This was for last three years. 246 00:11:43,120 --> 00:11:45,960 - Rs. 11.5 crores, 10.5 and 8.5. - Fine. 8.5, 10.5 and 11.5 crores. 247 00:11:46,040 --> 00:11:47,920 You should have started with 2020-21. 248 00:11:48,000 --> 00:11:51,640 In FY 2023-24, we'll be touching Rs. 9 crores. 249 00:11:52,600 --> 00:11:56,360 What's the split between owned and franchise outlets? 250 00:11:56,440 --> 00:11:59,200 This is the revenue of the 18 company-owned outlets. 251 00:11:59,320 --> 00:12:01,120 I see. Why didn't you mention sales for the franchise owned? 252 00:12:01,200 --> 00:12:04,040 We take royalty from the franchises. 253 00:12:04,200 --> 00:12:07,200 Secondly, we take a cut from the inventory or raw material 254 00:12:07,320 --> 00:12:08,360 that we give them. 255 00:12:08,440 --> 00:12:09,400 Tell us the numbers. 256 00:12:09,480 --> 00:12:10,880 We'll add it to that of owned outlets. 257 00:12:15,240 --> 00:12:18,840 We take 3% of the profit that they make. 258 00:12:18,920 --> 00:12:21,080 - 3% of the profit! - 3%. 259 00:12:22,120 --> 00:12:23,440 No. You got it wrong. 260 00:12:23,560 --> 00:12:24,560 - After breakeven. - Yes. 261 00:12:24,640 --> 00:12:26,520 He means after breakeven. 262 00:12:26,600 --> 00:12:28,360 I don't quite get the math. 263 00:12:29,600 --> 00:12:32,600 Why are you only making Rs. 1.5 lakhs from 12 franchises? 264 00:12:32,720 --> 00:12:34,680 The one-time fee is separate. 265 00:12:34,840 --> 00:12:36,640 Okay. How much do you charge for the raw material? 266 00:12:36,720 --> 00:12:38,600 About 3 to 4%. 267 00:12:38,800 --> 00:12:39,680 No! Hang on. 268 00:12:39,800 --> 00:12:41,520 Either your numbers are incorrect 269 00:12:41,560 --> 00:12:44,320 or your franchisees are not making money. 270 00:12:44,440 --> 00:12:47,120 Actually, some of the franchises were recently acquired. 271 00:12:47,280 --> 00:12:49,960 Regular royalty comes from the old franchises. 272 00:12:50,080 --> 00:12:51,680 Give us their figures then. 273 00:12:52,520 --> 00:12:54,960 That brings us about Rs. 30,000 to 35,000 a month. 274 00:12:55,040 --> 00:12:56,160 What are their sales? 275 00:12:56,240 --> 00:12:58,240 Between Rs. 8.5 to 10 lakhs. 276 00:12:58,400 --> 00:13:00,240 Are you content with a meagre Rs. 30,000? 277 00:13:08,120 --> 00:13:10,280 How can we take profits unless they make it first? 278 00:13:11,600 --> 00:13:13,480 There's still confusion. 279 00:13:13,600 --> 00:13:16,480 How much do you charge the franchises for raw materials? 280 00:13:16,600 --> 00:13:18,240 I already told you about that, ma'am. 281 00:13:18,320 --> 00:13:20,800 We currently get Rs. 1.5 lakhs per month. 282 00:13:21,040 --> 00:13:22,040 - And... - No! 283 00:13:22,160 --> 00:13:24,200 You said you get a royalty. 284 00:13:24,280 --> 00:13:27,480 You also said you get a separate amount for raw materials. 285 00:13:27,600 --> 00:13:29,400 This is how much we approximately make. 286 00:13:29,480 --> 00:13:31,240 - There's no lies here. It is what it is. - No! 287 00:13:31,280 --> 00:13:33,120 It isn't about lies. I just can't understand. 288 00:13:33,200 --> 00:13:35,480 Tell me what your franchise agreement says. 289 00:13:36,280 --> 00:13:37,760 Our agreement states 290 00:13:37,960 --> 00:13:39,600 that whatever their sales after breakeven... 291 00:13:51,200 --> 00:13:53,400 - Raw materials cost Rs. 30. - Okay. 292 00:13:53,480 --> 00:13:54,800 That raw material costing Rs. 30, 293 00:13:54,920 --> 00:13:57,880 which includes packed sauces and cheese, 294 00:13:57,960 --> 00:13:59,560 we give for 20%. 295 00:13:59,680 --> 00:14:02,240 So, the value of the raw material 296 00:14:02,520 --> 00:14:05,360 - is what we take a cut on. - On that Rs. 20. 297 00:14:05,440 --> 00:14:08,280 We will not understand, and that has become clear. 298 00:14:08,640 --> 00:14:09,800 [tense music playing] 299 00:14:11,040 --> 00:14:12,080 Are you making profits? 300 00:14:12,400 --> 00:14:13,880 - Yes, sir. - How much did you make? 301 00:14:14,000 --> 00:14:14,880 15%. 302 00:14:15,760 --> 00:14:17,280 How much was it last year in terms of value? 303 00:14:17,400 --> 00:14:19,160 If I talk about a monthly average, 304 00:14:19,320 --> 00:14:22,600 - all the outlets together must make... - Rs. 18 lakhs... 305 00:14:22,720 --> 00:14:24,320 - Rs. 18 to 22 lakhs per month. - Around Rs. 18 lakhs. 306 00:14:24,440 --> 00:14:26,880 What was this figure for year one when you did Rs. 8.5 crores sales? 307 00:14:26,960 --> 00:14:28,320 There was nothing left in the first year. 308 00:14:28,440 --> 00:14:29,840 - We used up everything. - Rs. 8.5 crores. 309 00:14:29,920 --> 00:14:31,360 We kept money aside for expenses. 310 00:14:32,000 --> 00:14:33,560 Okay. Did you make any profits in Rs. 10.5 crores? 311 00:14:33,640 --> 00:14:35,040 Between Rs. 15 to 16 lakhs. 312 00:14:35,160 --> 00:14:37,040 You said your net margin was 15%. 313 00:14:37,120 --> 00:14:40,000 Then how come you're making only 1% on Rs. 10.5 crores, 314 00:14:40,080 --> 00:14:41,160 which is Rs. 10 to 15 lakhs? 315 00:14:42,120 --> 00:14:44,080 I think your numbers are incorrect 316 00:14:44,160 --> 00:14:46,600 because you said, that last year, 317 00:14:46,680 --> 00:14:48,560 on the sales of Rs. 11.5 crores, 318 00:14:48,640 --> 00:14:50,440 your profit was Rs. 15 lakhs. 319 00:14:50,640 --> 00:14:53,160 - Did you ask monthly or yearly? - Last year! 320 00:14:53,520 --> 00:14:55,000 This was per month, ma'am. 321 00:14:59,120 --> 00:15:00,640 - That's confusing. - Don't mix them up. 322 00:15:01,600 --> 00:15:02,840 What are your projected sales? 323 00:15:03,080 --> 00:15:06,040 Sir, our target is Rs. 16.5 crores. 324 00:15:15,200 --> 00:15:16,600 - The team... - This isn't net profit. 325 00:15:16,720 --> 00:15:17,800 It's gross profit. 326 00:15:18,280 --> 00:15:19,280 What's that? 327 00:15:20,920 --> 00:15:21,840 It is net profit, sir. 328 00:15:21,920 --> 00:15:23,920 Did you use the profit or is it lying in the company? 329 00:15:24,000 --> 00:15:25,600 - Or in the bank? - No, we used it. 330 00:15:25,720 --> 00:15:27,920 We spent some on the company and the new outlets. 331 00:15:28,000 --> 00:15:31,080 - The family needed some. - We have some money left. 332 00:15:31,160 --> 00:15:32,160 Those things. 333 00:15:32,280 --> 00:15:35,720 You need to start learning financials. 334 00:15:35,800 --> 00:15:36,920 That's why we're here. 335 00:15:37,400 --> 00:15:39,520 A lot of start-up founders believe 336 00:15:39,600 --> 00:15:41,360 that they know a certain thing 337 00:15:41,720 --> 00:15:44,040 and they'll hire a team for the rest. 338 00:15:44,360 --> 00:15:45,280 It doesn't work like that. 339 00:15:46,560 --> 00:15:47,840 If you're a start-up founder, 340 00:15:47,920 --> 00:15:50,680 you should know 80% about everything. 341 00:15:50,960 --> 00:15:52,760 Start learning all of this. 342 00:15:53,160 --> 00:15:54,920 Otherwise, you won't be able to grow the business. 343 00:15:56,600 --> 00:15:59,320 I really liked you as entrepreneurs and businessmen. 344 00:15:59,400 --> 00:16:00,280 You proved 345 00:16:00,360 --> 00:16:04,560 that experience and passion outweigh education. 346 00:16:04,720 --> 00:16:05,960 You're doing great and are making money. 347 00:16:06,080 --> 00:16:09,040 Keep a co-founder for finance or one of you master it. 348 00:16:09,200 --> 00:16:10,920 I am out for now. 349 00:16:12,040 --> 00:16:15,320 Your dream is that you want to open 500 outlets. 350 00:16:16,240 --> 00:16:19,160 This means if you're in the franchise business, 351 00:16:19,440 --> 00:16:21,400 it no longer remains a food business. 352 00:16:21,680 --> 00:16:23,600 It becomes a franchising business 353 00:16:23,720 --> 00:16:26,200 which means it needs to have SOPs in place. 354 00:16:26,440 --> 00:16:29,560 Tell me the top three SOPs 355 00:16:34,320 --> 00:16:35,440 and how you'd go about it. 356 00:16:36,280 --> 00:16:38,600 If we decide to franchise, 357 00:16:50,120 --> 00:16:52,320 about how the master franchisee will acquire new franchises. 358 00:16:52,440 --> 00:16:56,080 We will focus on that point to increase our numbers. 359 00:16:57,400 --> 00:16:59,640 You talk in circles, 360 00:17:00,040 --> 00:17:02,480 quite similar to the shape of the 'jalebis' from Gohana. 361 00:17:03,840 --> 00:17:05,120 It's just too confusing. 362 00:17:05,960 --> 00:17:10,320 I don't understand how you will go from 30 to 500 outlets. 363 00:17:10,480 --> 00:17:12,560 I asked you about SOPs, 364 00:17:12,640 --> 00:17:15,280 and you started talking about a master franchisee. 365 00:17:16,440 --> 00:17:18,400 That has nothing to do with SOPs. 366 00:17:18,840 --> 00:17:21,280 For that reason, I am out. Good luck. 367 00:17:22,840 --> 00:17:25,040 I think you possess a certain sweetness, 368 00:17:25,120 --> 00:17:27,720 purity and energy 369 00:17:27,800 --> 00:17:30,440 that I really love. 370 00:17:30,640 --> 00:17:32,080 I am out 371 00:17:32,120 --> 00:17:35,880 because I really don't think I have the expertise for this 372 00:17:35,920 --> 00:17:37,720 or will be able to help you in any way. 373 00:17:37,800 --> 00:17:39,520 I love your energy 374 00:17:39,600 --> 00:17:42,120 and I have no doubt you will be able to expand to 500 outlets. 375 00:17:42,720 --> 00:17:43,560 Thank you. 376 00:17:43,880 --> 00:17:46,400 I believe you're spirited entrepreneurs. 377 00:17:47,120 --> 00:17:49,480 You're racking your brains to figure out 378 00:17:49,560 --> 00:17:51,200 how franchises will make money, 379 00:17:51,280 --> 00:17:52,080 which is good, 380 00:17:52,160 --> 00:17:54,680 because no franchise can grow into a big business 381 00:17:54,800 --> 00:17:57,960 without considering how their partner will make money. 382 00:17:58,040 --> 00:18:00,160 So, great work on that. 383 00:18:00,280 --> 00:18:01,520 You possess 384 00:18:01,920 --> 00:18:05,000 a lack of understanding of your own business 385 00:18:05,080 --> 00:18:08,880 because you're unable to explain your franchise arrangement. 386 00:18:09,120 --> 00:18:10,200 So, I can't figure out 387 00:18:10,280 --> 00:18:12,680 which of your numbers is real and which ones are fake. 388 00:18:13,840 --> 00:18:16,680 That creates a trust deficit. 389 00:18:16,760 --> 00:18:18,760 I won't be able to join you. I'm out. 390 00:18:19,960 --> 00:18:22,560 First of all, the food was very delicious. 391 00:18:22,640 --> 00:18:23,480 Thank you. 392 00:18:23,600 --> 00:18:26,880 A rating of 4.9 on Zomato is quite rare. 393 00:18:27,560 --> 00:18:28,440 So, well done. 394 00:18:29,480 --> 00:18:31,480 You possess first-class passion. 395 00:18:31,800 --> 00:18:35,040 Had you come to me 20 years ago when I was in college, 396 00:18:35,120 --> 00:18:39,000 and asked me to join you in your business venture, 397 00:18:39,120 --> 00:18:40,120 I would have joined you. 398 00:18:40,240 --> 00:18:41,720 I'd have been 12 years old then, sir. 399 00:18:42,240 --> 00:18:43,760 [Sharks laugh] 400 00:18:43,960 --> 00:18:45,000 I'd have been older, 401 00:18:45,080 --> 00:18:46,680 - but I'd have come on board. - I wouldn't know the business. 402 00:18:46,760 --> 00:18:48,880 I would have joined you, okay? 403 00:18:49,280 --> 00:18:51,440 Well, um... I am out. 404 00:18:52,520 --> 00:18:55,960 Firstly, I have never invested in a restaurant business until now 405 00:18:56,360 --> 00:18:59,680 nor can I invest in them. 406 00:18:59,800 --> 00:19:00,720 Secondly, 407 00:19:01,360 --> 00:19:05,200 I need an organised set-up if I want to work with someone. 408 00:19:05,320 --> 00:19:07,560 If I have to teach the basics to someone, 409 00:19:07,640 --> 00:19:08,920 then it isn't worth it. 410 00:19:09,040 --> 00:19:10,120 So, I am out as well. 411 00:19:10,480 --> 00:19:11,560 - Okay? Sorry. - [mouthing] 412 00:19:18,640 --> 00:19:20,200 'We're going back with a lesson...' 413 00:19:20,440 --> 00:19:21,560 Given to us by the Sharks. 414 00:19:21,680 --> 00:19:23,760 We're leaving with a vision 415 00:19:23,840 --> 00:19:25,080 of how to proceed from here on. 416 00:19:25,160 --> 00:19:28,280 We will make 500 outlets by 2030 come what may. 417 00:19:28,520 --> 00:19:30,680 We possess the zeal and passion for it. 418 00:19:30,920 --> 00:19:33,640 [music playing] 419 00:21:20,960 --> 00:21:22,600 Good evening, ladies and gentle Sharks. 420 00:21:22,680 --> 00:21:24,240 [laughing] 421 00:21:24,320 --> 00:21:25,720 We believe 422 00:21:25,920 --> 00:21:28,080 that electric car is the future. 423 00:21:28,200 --> 00:21:29,400 But do you know that 424 00:21:29,480 --> 00:21:31,720 in the manufacturing of batteries for an electric car, 425 00:21:31,800 --> 00:21:35,000 more than 9 metric tonnes of CO2 is released into the atmosphere. 426 00:21:47,120 --> 00:21:49,640 we just get a range of 300-500 km. 427 00:21:49,720 --> 00:21:53,680 It is enough to create anxiety in any consumer. 428 00:21:59,000 --> 00:22:01,600 India's first artificially intelligen 429 00:22:04,360 --> 00:22:05,280 Wow. 430 00:22:10,640 --> 00:22:14,200 made this car in a small garage behind my house. 431 00:22:27,480 --> 00:22:28,880 you can use our vehicle 432 00:22:28,960 --> 00:22:30,240 on Indian roads, autonomously, 433 00:22:30,360 --> 00:22:33,720 which means you can direct it to run on its own. 434 00:22:42,880 --> 00:22:45,760 My ask is Rs 2 crores for 4 per cent. 435 00:23:00,560 --> 00:23:03,400 doesn't make sense. Where is the car? Have you not got it? 436 00:23:03,960 --> 00:23:05,680 Sir, you want to see the car? 437 00:23:05,760 --> 00:23:07,800 I want to drive it, sit in it. 438 00:23:07,920 --> 00:23:10,240 Sir, I'd suggest let's take a drive. 439 00:23:10,320 --> 00:23:11,520 Come on. 440 00:23:14,880 --> 00:23:17,400 [music playing] 441 00:23:19,000 --> 00:23:20,000 Whoa! 442 00:23:20,200 --> 00:23:21,240 My God! 443 00:23:23,160 --> 00:23:23,840 Who is driving? 444 00:23:23,960 --> 00:23:24,960 I will drive. 445 00:23:25,040 --> 00:23:26,520 Okay, get in. 446 00:23:27,800 --> 00:23:28,720 Go, Vineeta. 447 00:23:30,760 --> 00:23:31,600 Okay. 448 00:23:31,680 --> 00:23:33,760 [car starts] 449 00:23:34,240 --> 00:23:36,440 [music playing] 450 00:23:42,800 --> 00:23:44,000 Slow down. 451 00:23:44,280 --> 00:23:46,240 - What do you want? - We're not in a hurry. 452 00:23:46,360 --> 00:23:48,200 - Harshal, slow down. - Yes. 453 00:23:48,320 --> 00:23:50,960 - Have you left it? - Yes. 454 00:23:52,240 --> 00:23:53,800 Move your legs. 455 00:23:53,880 --> 00:23:56,080 No, Sir. I must keep my feet on the brake. 456 00:23:59,320 --> 00:24:01,360 Get into the traffic. Let's see what happens. 457 00:24:01,480 --> 00:24:02,600 No! 458 00:24:02,680 --> 00:24:05,360 - That's the point. - This turn was good. 459 00:24:05,600 --> 00:24:07,960 How much distance have you covered using AI? 460 00:24:08,040 --> 00:24:10,040 - 300 km using AI. - Only 300. 461 00:24:10,120 --> 00:24:11,600 How much using hydrogen? 462 00:24:11,720 --> 00:24:14,200 Around 4000 hours using hydrogen. 463 00:24:14,280 --> 00:24:15,400 What are you pulling now? 464 00:24:15,480 --> 00:24:16,720 Sir, this is accelerator. 465 00:24:16,800 --> 00:24:17,960 - Accelerator. - Yes. 466 00:24:26,480 --> 00:24:28,080 [laughing] 467 00:24:31,320 --> 00:24:32,560 [hollering] 468 00:24:32,680 --> 00:24:35,400 [music playing] 469 00:24:35,480 --> 00:24:36,440 Welcome back. 470 00:24:36,520 --> 00:24:39,760 So, the car turned on its own. 471 00:24:39,840 --> 00:24:41,560 It's so smart. 472 00:24:41,640 --> 00:24:43,560 There's no pick-up and acceleration. 473 00:24:43,680 --> 00:24:44,760 Yes, it's very noisy. 474 00:24:47,240 --> 00:24:49,440 [music playing] 475 00:24:58,280 --> 00:24:59,600 Very good-looking car. 476 00:24:59,680 --> 00:25:00,680 Nice drive. 477 00:25:00,760 --> 00:25:03,120 - Thank you, Ma'am. - I must admit, Harshal, 478 00:25:03,400 --> 00:25:05,920 that you made this in Yavatmal. 479 00:25:06,040 --> 00:25:07,720 Phenomenal. How? 480 00:25:07,800 --> 00:25:09,640 I'm sure that your parents are very proud. 481 00:25:09,800 --> 00:25:11,520 Yes, Ma'am. My parents are very proud. 482 00:25:11,600 --> 00:25:13,160 It was my childhood dream 483 00:25:13,200 --> 00:25:15,840 for India to have its sports cars. 484 00:25:16,360 --> 00:25:19,240 But I didn't want to venture into diesel or petrol engine. 485 00:25:19,360 --> 00:25:21,520 I was researching for alternatives. 486 00:25:21,600 --> 00:25:23,880 In 2014, I made a small fuel cell. 487 00:25:24,000 --> 00:25:25,640 It's approximately 3 volts. 488 00:25:25,720 --> 00:25:29,440 In 2017, I found something that's 65 per cent efficient. 489 00:25:29,520 --> 00:25:32,480 Then I thought of improving it, increasing the stack, 490 00:25:32,520 --> 00:25:33,840 and fitting it into a car. 491 00:25:34,840 --> 00:25:37,880 So, till 2019, we built a 15 kilowatt 492 00:25:37,960 --> 00:25:41,440 fuel cell that gave approximately 75 per cent efficiency. 493 00:25:41,760 --> 00:25:44,240 A handmade panel using hammer 494 00:25:44,320 --> 00:25:45,960 and basic tools. 495 00:25:48,280 --> 00:25:50,560 - How old are you? - 27. 496 00:25:50,640 --> 00:25:52,360 And you've been working on it since 2015. 497 00:25:52,400 --> 00:25:52,880 Yes. 498 00:25:52,920 --> 00:25:54,480 So, when you were 19. 499 00:25:54,600 --> 00:25:56,320 - Correct, Ma'am. - My God! 500 00:25:57,560 --> 00:25:59,680 Generally, whether it's Tesla 501 00:25:59,800 --> 00:26:01,240 or the current scenario in India 502 00:26:01,320 --> 00:26:04,520 is towards EV-powered, autonomous driving. 503 00:26:04,600 --> 00:26:07,720 So, why did you think of combining it? 504 00:26:08,600 --> 00:26:12,720 Normally, when we drive electric vehicle for 3-5 lakh kilometres, 505 00:26:12,840 --> 00:26:14,720 it requires battery replacement. 506 00:26:14,800 --> 00:26:16,880 And the cost of battery replacement 507 00:26:16,960 --> 00:26:19,680 is 50-60 per cent of the vehicle. 508 00:26:20,800 --> 00:26:22,440 On the other hand, using our fuel cells, 509 00:26:22,480 --> 00:26:24,760 after driving for over 15 lakh kilometres 510 00:26:33,080 --> 00:26:34,880 that you dropped out after a point 511 00:26:34,960 --> 00:26:36,520 and AI took over. 512 00:26:36,600 --> 00:26:37,360 Correct, Sir. 513 00:26:37,480 --> 00:26:40,400 It turned by itself which is very impressive as the lane was narrow. 514 00:26:40,520 --> 00:26:42,840 But the experience felt a bit clunky. 515 00:26:43,160 --> 00:26:44,680 When we came to a slope, 516 00:26:44,760 --> 00:26:47,480 the car was struggling to ascend. 517 00:26:47,600 --> 00:26:49,800 Correct. This is our first prototype. 518 00:26:55,000 --> 00:26:56,120 So it's unfinished. 519 00:26:56,240 --> 00:26:57,760 How much funds did you need to make this? 520 00:27:00,640 --> 00:27:02,400 Actually, I borrowed it from friends and family. 521 00:27:02,480 --> 00:27:04,360 Apart from that, I had businesses 522 00:27:04,440 --> 00:27:05,720 so as much as I could save from that, 523 00:27:05,800 --> 00:27:09,560 I put all that money into this car development. 524 00:27:11,000 --> 00:27:11,960 Autonomous driving. 525 00:27:12,080 --> 00:27:14,720 You have only driven it for 300 km. 526 00:27:15,040 --> 00:27:18,400 The leaders of autonomous driving in the world 527 00:27:18,520 --> 00:27:21,920 - have covered lakhs of km. - Correct. 528 00:27:22,000 --> 00:27:24,080 Like Google, Tesla. 529 00:27:24,160 --> 00:27:26,520 The data or model that they have 530 00:27:26,680 --> 00:27:28,320 is far superior. 531 00:27:28,400 --> 00:27:30,320 - Correct. - So if you try to compete 532 00:27:30,400 --> 00:27:31,560 your model will lose. 533 00:27:32,960 --> 00:27:35,080 Foreign companies that integrate AI 534 00:27:35,200 --> 00:27:37,000 only follow lane marking 535 00:27:46,440 --> 00:27:49,280 I have a cousin brother, Prajwal, he developed it. 536 00:27:49,360 --> 00:27:51,720 So, why are you rushing into AI? 537 00:27:51,840 --> 00:27:53,400 You already mentioned that 538 00:27:53,520 --> 00:27:54,960 electric cars have a range problem. 539 00:27:55,040 --> 00:27:57,920 - Correct. - I drove a Tesla car for 1500 km 540 00:27:58,000 --> 00:28:00,560 and it doesn't even go for 400 km. At 200 km, 541 00:28:00,640 --> 00:28:03,680 it causes a lot of stress, we have to charge it for 6 hours 542 00:28:03,760 --> 00:28:06,160 so hydrogen compared to electric 543 00:28:06,240 --> 00:28:08,360 you're solving such a big problem. 544 00:28:08,440 --> 00:28:12,040 - Correct. - Then why are you getting into AI? 545 00:28:12,760 --> 00:28:14,120 There are many road accidents in India. 546 00:28:14,200 --> 00:28:16,560 Due to high speed and blind spots-- 547 00:28:16,680 --> 00:28:19,680 But a startup can't solve all the problems. 548 00:28:20,520 --> 00:28:23,160 In India, for such a novelty, 549 00:28:23,240 --> 00:28:26,120 consumers will have to trust to buy it. 550 00:28:26,480 --> 00:28:30,360 For such a dangerous, complex technology 551 00:28:30,440 --> 00:28:33,000 why should a consumer like me trust you? 552 00:28:33,080 --> 00:28:36,400 Because our AI system will be very useful for emergency braking. 553 00:28:36,480 --> 00:28:39,360 It will detect vehicles within 500 metres that are slowing down 554 00:28:39,440 --> 00:28:41,920 and it can cause an impact on your vehicle. 555 00:28:42,000 --> 00:28:43,840 So, that feature will be useful. 556 00:28:43,920 --> 00:28:45,720 If it saves 2-3 lives, 557 00:28:45,800 --> 00:28:48,200 people will indirectly start trusting the vehicle. 558 00:28:48,320 --> 00:28:50,880 All this is a part of Tesla's AI. 559 00:28:50,960 --> 00:28:53,320 Their approach to technology is different. 560 00:28:53,680 --> 00:28:55,400 What's the difference? They use LiDAR. 561 00:28:55,480 --> 00:28:56,320 Correct. 562 00:29:09,040 --> 00:29:10,680 - But you can. - Yes, Sir. 563 00:29:11,160 --> 00:29:14,520 I feel that you are lost in your world for 8 years. 564 00:29:14,600 --> 00:29:15,520 Um-hmm. 565 00:29:15,640 --> 00:29:18,200 Tesla, Google, 566 00:29:18,280 --> 00:29:20,320 your performance is superior than them. 567 00:29:20,400 --> 00:29:21,920 You're making that claim. 568 00:29:22,000 --> 00:29:24,800 So, somewhere it doesn't fit. 569 00:29:26,240 --> 00:29:29,560 But, Sir, since we've initiated it. We will surely achieve something. 570 00:29:29,640 --> 00:29:31,600 Courage is great but 571 00:29:31,720 --> 00:29:34,120 there's a thin line between courage and foolishness. 572 00:29:34,240 --> 00:29:34,840 Correct, Sir. 573 00:29:34,920 --> 00:29:36,480 You... [laughing] 574 00:29:36,560 --> 00:29:37,960 - Harshal. - Yes, Ma'am. 575 00:29:38,080 --> 00:29:40,000 What's the competition in this space? 576 00:29:40,080 --> 00:29:41,560 Let's start with hydrogen. 577 00:29:41,680 --> 00:29:43,040 There's Toyota Mirai 578 00:29:43,120 --> 00:29:45,320 and Hyundai NEXO. 579 00:29:45,400 --> 00:29:48,600 These two cars run on hydrogen and have maximum sales. 580 00:29:48,680 --> 00:29:49,480 What's the sales like? 581 00:29:49,560 --> 00:29:53,600 24,000 units of Toyota Mirai have been sold worldwide so far. 582 00:29:53,680 --> 00:29:56,120 And why doesn't it sell more? Is it the costing? 583 00:29:56,200 --> 00:29:57,800 It's hydrogen. 584 00:29:57,880 --> 00:29:59,600 - It's very... - Lack of infrastructure. 585 00:29:59,680 --> 00:30:01,720 How will you fuel up hydrogen? 586 00:30:01,800 --> 00:30:05,000 When big brands are just selling 24,000 587 00:30:05,080 --> 00:30:06,600 then what will you do with Rs 2 crores? 588 00:30:20,640 --> 00:30:21,720 The infrastructure challenge. 589 00:30:21,800 --> 00:30:23,360 Reliance and Ambani already invest billions 590 00:30:23,400 --> 00:30:25,480 of dollars in the production of green hydrogen. 591 00:30:25,600 --> 00:30:27,160 Even Indian Oil has-- 592 00:30:27,240 --> 00:30:29,200 So when will India have the infrastructure? 593 00:30:29,600 --> 00:30:33,120 We will witness 1-2 filling stations in every metro city in 3-4 years. 594 00:30:33,240 --> 00:30:35,200 It will be faster than electric outlets. 595 00:30:35,280 --> 00:30:36,800 Because it takes 5 minutes to refill. 596 00:30:36,920 --> 00:30:38,200 In the last 20 years, 597 00:30:38,560 --> 00:30:41,240 how many new car companies have evolved? 598 00:30:41,360 --> 00:30:42,080 One. Tesla. 599 00:30:42,200 --> 00:30:44,040 No, there are 2-3 Chinese companies too. 600 00:30:44,120 --> 00:30:46,400 - Correct. - Yes? And Tesla. 601 00:30:46,640 --> 00:30:49,200 On the one hand, are incumbents, 602 00:30:49,320 --> 00:30:50,760 the German car makers, 603 00:30:50,840 --> 00:30:53,800 US car makers and Japanese car makers, broadly. 604 00:30:54,000 --> 00:30:54,480 Correct. 605 00:30:54,520 --> 00:30:55,520 Indian car makers. 606 00:30:55,600 --> 00:30:59,160 On the other hand, there are 2-3 examples 607 00:30:59,240 --> 00:31:00,880 which have been built in the last 20 years 608 00:31:00,960 --> 00:31:02,920 and they put billions of dollars into it. 609 00:31:03,000 --> 00:31:05,720 And they have advanced the technology so much 610 00:31:05,800 --> 00:31:08,600 that to catch up to it is almost impossible. 611 00:31:09,680 --> 00:31:13,960 60 lakhs, 2 crores, 5 crores, or even 100 crores won't help. 612 00:31:14,880 --> 00:31:16,560 - Do you understand what I'm saying? - Yes, Sir. 613 00:31:16,680 --> 00:31:18,520 So, how will Rs 2 crores help you? 614 00:31:18,600 --> 00:31:20,920 You might build a better version. 615 00:31:21,400 --> 00:31:23,240 But where will you get an assembly line from? 616 00:31:23,320 --> 00:31:24,720 How will you generate demand? 617 00:31:24,840 --> 00:31:26,520 How will you build a brand? 618 00:31:26,600 --> 00:31:28,800 It will require billions of dollars. 619 00:31:29,800 --> 00:31:31,960 But, Sir, I will only sell five cars to begin with. 620 00:31:32,040 --> 00:31:35,120 Then 10, 15. So the assembly line will be set. 621 00:31:36,160 --> 00:31:38,560 [music playing] 622 00:31:41,720 --> 00:31:44,280 - [sighs] Everyone's quiet. - I know. 623 00:31:44,400 --> 00:31:46,760 You know why? Because everyone likes you. 624 00:31:46,880 --> 00:31:47,840 Thank you so much, Sir. 625 00:31:47,840 --> 00:31:50,240 You seem to be a nice person. 626 00:31:50,320 --> 00:31:54,200 But somewhere, I feel that you're not understanding 627 00:31:54,280 --> 00:31:57,600 that you can't build a business or brand of cars with this. 628 00:31:58,160 --> 00:32:01,800 You have good knowledge. Please get a job somewhere. 629 00:32:01,920 --> 00:32:03,600 If you can. 630 00:32:04,560 --> 00:32:06,960 Help those companies 631 00:32:07,040 --> 00:32:10,600 by sharing your knowledge and they will launch the cars. 632 00:32:10,720 --> 00:32:12,320 You spent 8-10 years 633 00:32:12,440 --> 00:32:14,120 so please do something else. I'm out for now. 634 00:32:14,200 --> 00:32:14,920 Thank you, Sir. 635 00:32:15,040 --> 00:32:17,320 Look, green fuel is the future. 636 00:32:18,160 --> 00:32:19,960 Hydrogen-based cars will be made. 637 00:32:20,040 --> 00:32:20,960 So we can do that. 638 00:32:21,040 --> 00:32:23,640 No, because you're distracted. 639 00:32:23,720 --> 00:32:28,080 AI cars, autonomous vehicles, are 10-20 years 640 00:32:28,200 --> 00:32:30,680 later requirement for a country like India. 641 00:32:31,080 --> 00:32:34,200 Energy crisis is real and right here. Right? 642 00:32:34,400 --> 00:32:35,880 I'm out for now. 643 00:32:36,920 --> 00:32:39,520 But I hope that you take one direction 644 00:32:39,600 --> 00:32:41,600 either AI or hydrogen. 645 00:32:41,720 --> 00:32:43,680 - Hmm. - Else, with the limited resources, 646 00:32:43,720 --> 00:32:45,000 you won't be able to make it big. 647 00:32:45,000 --> 00:32:47,880 Vineeta, why? I'm sorry. But you're giving him the wrong advice. 648 00:32:49,400 --> 00:32:52,040 You know where hydrogen cars and technology has reached? 649 00:32:52,120 --> 00:32:53,640 Toyota and Hyundai 650 00:32:53,720 --> 00:32:56,760 have created next generation fuel cells in hydrogen. 651 00:32:56,880 --> 00:32:58,640 The fuel cells that he's currently making, 652 00:32:58,720 --> 00:33:00,400 did you see how it ascends a steep slope? 653 00:33:00,480 --> 00:33:01,920 It's very rudimentary. 654 00:33:03,360 --> 00:33:05,960 Whatever he chooses, AI or hydrogen, 655 00:33:06,040 --> 00:33:07,880 it will miserably fail. 656 00:33:09,120 --> 00:33:11,000 The technology has gone way beyond. 657 00:33:11,880 --> 00:33:13,800 You have a passion. 658 00:33:13,920 --> 00:33:15,520 You will do what you have to. 659 00:33:16,280 --> 00:33:18,560 I'm out. Good luck. 660 00:33:19,600 --> 00:33:21,680 I completely agree with Anupam. 661 00:33:22,200 --> 00:33:24,920 The other players are way ahead. 662 00:33:25,040 --> 00:33:27,600 - And for that reason, I'm out. - Thank you, Ma'am. 663 00:33:29,200 --> 00:33:31,760 Often, when founders do something crazy, 664 00:33:31,840 --> 00:33:32,400 Um-hmm. 665 00:33:32,480 --> 00:33:34,880 people advise them to not pursue. 666 00:33:34,960 --> 00:33:36,280 Correct, Sir. 667 00:33:36,520 --> 00:33:40,760 And you get another set of people asking you to prove them wrong. 668 00:33:41,000 --> 00:33:42,040 Yes, Sir. 669 00:33:43,040 --> 00:33:44,560 Our ego in between 670 00:33:44,640 --> 00:33:46,800 listens to the advice of proving them wrong. 671 00:33:46,960 --> 00:33:47,440 Hmm. 672 00:33:47,480 --> 00:33:49,760 - True. - Correct? And the rationality of 673 00:33:50,000 --> 00:33:52,960 it not working, or why it won't, 674 00:33:53,040 --> 00:33:54,520 we completely sideline it. 675 00:33:54,600 --> 00:33:58,320 I won't listen to you. No matter what you say, I'll prove you wrong. 676 00:33:58,360 --> 00:33:58,880 Hmm. 677 00:34:00,320 --> 00:34:02,320 Check your mindset. 678 00:34:02,400 --> 00:34:04,680 Check your ego. 679 00:34:04,760 --> 00:34:06,480 And the level of craziness. 680 00:34:06,560 --> 00:34:09,000 Are you just trying to prove everybody wrong or 681 00:34:09,080 --> 00:34:11,480 wronging yourself? 682 00:34:12,720 --> 00:34:14,120 - I'm out. - Okay. 683 00:34:15,080 --> 00:34:16,040 - All the best. - All the best. 684 00:34:16,120 --> 00:34:17,120 Thank you so much. 685 00:34:17,200 --> 00:34:19,640 And very nice car. Enjoyed the ride. 686 00:34:19,720 --> 00:34:21,000 Thank you. 687 00:34:22,320 --> 00:34:24,120 It's fun to see that, in India, 688 00:34:24,200 --> 00:34:27,800 people from small towns and villages, are thinking big. 689 00:34:27,960 --> 00:34:32,520 I feel proud but also feel bad when someone is headed the wrong way. 690 00:34:32,600 --> 00:34:36,160 So, we tried. He seems smart. He might just get it. 691 00:34:36,640 --> 00:34:39,280 [music playing] 692 00:36:05,040 --> 00:36:07,360 Sharks, before I start the pitch, 693 00:36:07,600 --> 00:36:08,960 I have a question for you all. 694 00:36:09,040 --> 00:36:11,880 Can you tell me which art form is this? 695 00:36:14,520 --> 00:36:15,680 - Warli. - Warli. 696 00:36:15,800 --> 00:36:18,920 Right. Can you tell me which art form this is? 697 00:36:22,000 --> 00:36:23,960 This is a Gond painting from Madhya Pradesh. 698 00:36:24,800 --> 00:36:27,600 Sharks, like Warli and Gond, 699 00:36:27,680 --> 00:36:31,040 there are more than 200 art forms in India. 700 00:36:34,960 --> 00:36:36,320 hardly knows about it. 701 00:36:36,400 --> 00:36:38,600 Due to which these art forms 702 00:36:38,720 --> 00:36:41,040 are gradually disappearing. 703 00:36:47,560 --> 00:36:49,320 to preserve and promote 704 00:36:49,440 --> 00:36:52,160 the traditional arts of India through our brand, Rooftop. 705 00:36:52,240 --> 00:36:54,880 [music playing] 706 00:36:55,280 --> 00:36:57,000 Rooftop is an app 707 00:37:11,520 --> 00:37:13,160 online and offline 708 00:37:20,560 --> 00:37:23,200 have booked art workshops through Rooftop. 709 00:37:23,440 --> 00:37:26,960 And more than 3000 artists 710 00:37:27,040 --> 00:37:29,280 have been provided a sustainable livelihood. 711 00:37:29,360 --> 00:37:32,760 Sharks, to take Indian art to the global stage, 712 00:37:32,880 --> 00:37:35,320 I'm asking you for 713 00:37:35,400 --> 00:37:36,960 Rs 2 crores for 4 per cent equity 714 00:37:41,720 --> 00:37:43,880 - Welcome to the Tank. - Thank you. 715 00:37:47,640 --> 00:37:50,200 Firstly, when I travelled abroad, I noticed that 716 00:37:50,320 --> 00:37:53,560 the world is beautiful. 717 00:37:53,640 --> 00:37:55,600 And when I returned to India, 718 00:37:55,720 --> 00:37:59,120 which is known for its history, art, culture. 719 00:37:59,160 --> 00:38:01,080 Why are we not mapping the passion? 720 00:38:01,800 --> 00:38:05,480 I took some small steps, mapped the passion and created a community. 721 00:38:05,600 --> 00:38:08,800 And then through iterations, we have Rooftop today. 722 00:38:09,120 --> 00:38:10,080 Tell me more about the story. 723 00:38:10,160 --> 00:38:12,720 We started with travel experiences. 724 00:38:12,800 --> 00:38:16,080 We travelled the globe and observed 725 00:38:16,160 --> 00:38:18,640 that nobody is solving the root problem in India. 726 00:38:19,280 --> 00:38:21,360 We picked a territory in Rajasthan, 727 00:38:21,440 --> 00:38:25,160 and went to a master artist in Jaipur, Jodhpur, and Udaipur. 728 00:38:25,240 --> 00:38:26,560 We understood the art form. 729 00:38:26,680 --> 00:38:30,560 If you go to an artist's house for 2 to 5 hours, 730 00:38:30,640 --> 00:38:33,840 and you learn about the art form through that artist, 731 00:38:33,920 --> 00:38:36,160 and in that short span, on a small canvas, 732 00:38:36,240 --> 00:38:38,480 you create that art and craft. 733 00:38:38,560 --> 00:38:41,920 So, it's an experience for you, a story of a lifetime. 734 00:38:42,040 --> 00:38:45,120 And I feel that you genuinely connect with that culture. 735 00:38:45,200 --> 00:38:45,920 That's how it started. 736 00:38:46,000 --> 00:38:49,240 By spending four hours in a workshop 737 00:38:49,760 --> 00:38:50,760 nobody becomes an artist. 738 00:38:51,480 --> 00:38:53,720 Round the globe, creative learning 739 00:38:53,840 --> 00:38:55,720 - is growing rapidly. - Okay. 740 00:38:55,800 --> 00:38:58,680 India is not enjoying the same pace. 741 00:38:58,760 --> 00:39:01,080 Because access to authentic 742 00:39:01,240 --> 00:39:04,000 stuff is not the same. 743 00:39:09,560 --> 00:39:12,200 I'm bridging the visual art forms in India. 744 00:39:12,280 --> 00:39:15,680 For learning, leisure, networking, and content. 745 00:39:15,760 --> 00:39:17,280 It's still confusing. 746 00:39:18,120 --> 00:39:19,800 Show us the user journey. 747 00:39:20,320 --> 00:39:22,560 The best part is that 748 00:39:22,640 --> 00:39:26,000 the app can help you understand art. 749 00:39:26,080 --> 00:39:27,880 How old the art is, 750 00:39:27,960 --> 00:39:29,120 who practices it, 751 00:39:29,240 --> 00:39:31,480 the importance of that art, 752 00:39:31,600 --> 00:39:34,160 how it is made, what materials are used in the making... 753 00:39:34,280 --> 00:39:36,160 When you opt for a course, 754 00:39:36,240 --> 00:39:38,200 you get so many options. 755 00:39:38,280 --> 00:39:40,600 Specifically, the most unique part is that it is multilingual. 756 00:39:41,440 --> 00:39:45,560 Traditional artists are only able to teach in their local language. 757 00:39:45,720 --> 00:39:48,240 You get to learn the same content in English or Hindi. 758 00:39:48,360 --> 00:39:50,640 - Does the class happen at your end? - Yes. 759 00:39:50,720 --> 00:39:52,600 - Is it a video class? - It's a video class. 760 00:39:52,680 --> 00:39:55,080 - Is it live or pre-recorded? - We have both. 761 00:39:55,160 --> 00:39:56,360 - The courses... - What about live on-site? 762 00:39:56,440 --> 00:39:58,120 - Experiential? - We have on-site too. 763 00:40:33,480 --> 00:40:38,520 We've partnered with 1,160 artists from 122 towns in India 764 00:40:38,640 --> 00:40:40,880 to host the courses. 765 00:40:41,040 --> 00:40:42,720 You say you have 1,160 teachers. 766 00:40:42,760 --> 00:40:44,720 How many students did you get on board? 767 00:40:44,800 --> 00:40:47,800 We have about 4,500 active monthly users 768 00:40:47,960 --> 00:40:51,640 and between 7,500 to 8,000 registered users on the app. 769 00:40:51,880 --> 00:40:54,160 - That's too low. - Your business is slack. 770 00:40:57,400 --> 00:41:00,840 That of our online workshops is between Rs. 600 to 1,100 771 00:41:01,160 --> 00:41:03,600 and that of courses is between Rs. 3,000 to 5,500... 772 00:41:03,680 --> 00:41:04,560 That's not done. 773 00:41:04,640 --> 00:41:05,600 In every business... 774 00:41:06,000 --> 00:41:08,200 I understand you have different segments, 775 00:41:08,440 --> 00:41:11,400 but you're too early-stage to get so complex. 776 00:41:11,680 --> 00:41:15,720 Tell me what your average customer acquisition cost is. 777 00:41:15,920 --> 00:41:17,200 - I... - Across your business. 778 00:41:17,320 --> 00:41:18,720 It can't be a range. 779 00:41:18,800 --> 00:41:20,840 It has to be a number as it is an average. 780 00:41:21,160 --> 00:41:22,000 Do you understand? 781 00:41:22,080 --> 00:41:23,960 Yes, I will try to answer that. 782 00:41:24,080 --> 00:41:26,360 Our customer acquisition cost 783 00:41:26,480 --> 00:41:29,000 for both products, 784 00:41:29,080 --> 00:41:31,320 because that has been our focus, 785 00:41:31,440 --> 00:41:32,720 is somewhere around Rs. 1,000. 786 00:41:33,680 --> 00:41:36,680 What is your LTV, Lifetime Value per Customer? 787 00:41:37,000 --> 00:41:39,720 We acquired 50 customers in the last two months 788 00:41:39,960 --> 00:41:41,880 purely for our hero product. 789 00:41:42,000 --> 00:41:43,200 Out of which two customers 790 00:41:43,280 --> 00:41:45,680 bought three other courses from us thrice. 791 00:41:45,880 --> 00:41:49,360 Going by that, 15 to 18% of our customers 792 00:41:49,400 --> 00:41:50,560 buy from us again. 793 00:41:50,640 --> 00:41:52,160 Do the math. 794 00:41:52,240 --> 00:41:54,400 What is your average lifetime value? 795 00:41:54,520 --> 00:41:58,040 A customer gives us a value of Rs. 50,000 to 60,000. 796 00:42:01,000 --> 00:42:02,240 Yes. 20%, yes. 797 00:42:02,320 --> 00:42:03,440 What's your average order value? 798 00:42:03,600 --> 00:42:05,160 - This... No. - Rs. 2,000 per month. 799 00:42:05,240 --> 00:42:07,880 Our average order value was Rs. 18,500 800 00:42:08,040 --> 00:42:09,280 based on the Rs. 27,000 course. 801 00:42:09,400 --> 00:42:11,000 Hey! Average order value! 802 00:42:11,080 --> 00:42:13,000 Average means blended, 803 00:42:13,920 --> 00:42:15,960 - not your most expensive course. - Yes. 804 00:42:16,040 --> 00:42:18,120 Add all of them, 400 and 27,000 805 00:42:18,200 --> 00:42:19,960 and divide by the number of customers. 806 00:42:20,040 --> 00:42:21,000 - Get it? - Absolutely. 807 00:42:21,120 --> 00:42:24,880 Anupam, I can't give you a clear answer right now. 808 00:42:24,960 --> 00:42:26,080 I don't want to give wrong figures. 809 00:42:26,160 --> 00:42:27,640 - I can't give you clarity. - Fine. 810 00:42:27,760 --> 00:42:29,760 - I'll surely... - No problem. Do you know the LTV? 811 00:42:29,880 --> 00:42:31,400 Lifetime value or annual value 812 00:42:31,480 --> 00:42:33,800 or six-monthly value of average customer. 813 00:42:34,160 --> 00:42:37,240 Going by the data of the last few months, 814 00:42:37,360 --> 00:42:39,040 I think that one customer, 815 00:42:39,160 --> 00:42:41,160 if I were to do the math... 816 00:42:41,280 --> 00:42:44,960 One customer gives us a value of Rs. 50,000 to 60,000. 817 00:42:45,560 --> 00:42:46,560 Let's try another angle. 818 00:42:46,640 --> 00:42:47,920 - Okay. - What was last month's revenue? 819 00:42:48,400 --> 00:42:51,040 Around Rs. 11 lakhs. 820 00:42:51,360 --> 00:42:52,360 Rs. 11 lakhs last month. 821 00:42:52,480 --> 00:42:55,360 I mean. Rs. 7 lakhs and... Yes, Rs. 7.5 to 8 lakhs. 822 00:42:56,200 --> 00:42:57,880 What was your marketing cost? 823 00:42:58,120 --> 00:43:01,360 Zero. We haven't spent a rupee on marketing in the last quarter. 824 00:43:01,440 --> 00:43:02,640 You mentioned CAC. 825 00:43:02,720 --> 00:43:04,640 How can you have CAC without incurring marketing costs? 826 00:43:05,360 --> 00:43:08,520 When we launched version 2 in March or April, 827 00:43:08,680 --> 00:43:10,840 - then in the last six months... - These are renewal customers. 828 00:43:10,960 --> 00:43:12,320 He's milking the renewal customers. 829 00:43:17,440 --> 00:43:19,160 Buddy, what's your monthly burn? 830 00:43:19,360 --> 00:43:21,120 - Rs. 14 to 15 lakhs as we are getting revenue. - Okay. 831 00:43:21,200 --> 00:43:22,040 What do you do? 832 00:43:22,080 --> 00:43:23,520 Do you have another source of income, 833 00:43:23,600 --> 00:43:25,800 because you don't seem to have any idea about business? 834 00:43:25,960 --> 00:43:27,280 Nor do you know numbers. 835 00:43:27,560 --> 00:43:29,040 [tense music playing] 836 00:43:29,800 --> 00:43:31,560 This isn't making you any money. 837 00:43:31,640 --> 00:43:33,440 It really is profitable, that's why I do only this. 838 00:43:33,560 --> 00:43:35,400 - You're not making anything now. - Yes. 839 00:43:35,480 --> 00:43:36,880 - Yes, sir... - Have you raised funds yet? 840 00:43:37,040 --> 00:43:38,000 None. 841 00:43:38,240 --> 00:43:39,360 100% equity is yours? 842 00:43:39,440 --> 00:43:42,000 My mom has... My family has some. 843 00:43:42,120 --> 00:43:44,600 - How much? - Mom has 65%. She had given me a loan. 844 00:43:44,720 --> 00:43:45,640 What's the amount? 845 00:43:45,720 --> 00:43:47,040 Rs. 3.25 crores so far. 846 00:43:48,920 --> 00:43:51,000 You come from a very well-to-do family 847 00:43:51,080 --> 00:43:53,680 that has the means to invest in a business. 848 00:43:53,760 --> 00:43:55,320 No. If I talk about runway, 849 00:43:55,400 --> 00:43:58,480 I don't have a runway of more than 7 to 8 months. 850 00:43:58,640 --> 00:44:00,280 [sombre music playing] 851 00:44:01,200 --> 00:44:03,240 What will the business be like five years from now? 852 00:44:03,360 --> 00:44:04,240 Multi-faceted. 853 00:44:04,320 --> 00:44:06,200 Online and offline, if you want to learn 854 00:44:06,440 --> 00:44:07,640 Indian art anywhere in the world, 855 00:44:07,720 --> 00:44:10,240 then Rooftop is the sole platform. 856 00:44:10,360 --> 00:44:14,040 Indians, who are creative, are spread across the globe. 857 00:44:14,120 --> 00:44:16,680 - Today... - I think you are delusional 858 00:44:16,760 --> 00:44:17,920 and are telling tall stories. 859 00:44:18,000 --> 00:44:18,800 I'm out. 860 00:44:19,560 --> 00:44:21,880 Your branding and the name Rooftop are amazing. 861 00:44:21,920 --> 00:44:23,040 It's a good mission. 862 00:44:23,680 --> 00:44:26,840 Having said that, you don't have a product-market fit. 863 00:44:26,920 --> 00:44:30,160 You are not able to explain what you're making. 864 00:44:30,920 --> 00:44:35,080 You seem to have lost touch with reality. 865 00:44:35,160 --> 00:44:37,040 You need to come back to reality 866 00:44:37,120 --> 00:44:38,920 and crack the product-market fit. 867 00:44:39,080 --> 00:44:41,160 Only after that, invest someone else's money into it. 868 00:44:41,280 --> 00:44:43,680 Your mom will forgive you, but your investors won't. 869 00:44:43,800 --> 00:44:44,720 - Okay? - Yes. 870 00:44:45,680 --> 00:44:46,760 What happens sometimes 871 00:44:46,840 --> 00:44:49,480 is that founders start treating their business 872 00:44:49,560 --> 00:44:51,520 as their babies, right? 873 00:44:51,560 --> 00:44:53,160 They get overattached. 874 00:44:53,840 --> 00:44:56,120 Your love is slightly blind. 875 00:44:56,920 --> 00:45:00,560 Your business model is not scaleable. 876 00:45:01,240 --> 00:45:04,080 If you want to sell your product, there's too much competition. 877 00:45:04,160 --> 00:45:06,200 Too much going on right now. 878 00:45:06,320 --> 00:45:07,800 I'm sorry if you didn't like the feedback, 879 00:45:07,920 --> 00:45:09,400 but it's my job to be honest. 880 00:45:09,600 --> 00:45:11,200 - For that reason, I'm out. - Okay. 881 00:45:12,600 --> 00:45:16,680 Kartik, you know, life isn't as complicated as people make it. 882 00:45:16,800 --> 00:45:19,000 We tried to understand what you were saying, 883 00:45:19,120 --> 00:45:21,920 but had you said it in simple words, we'd have understood better. 884 00:45:22,000 --> 00:45:25,680 What you did was explain everything in a complicated way. 885 00:45:26,240 --> 00:45:29,120 Giving simple, clear and concise answers is important. 886 00:45:29,280 --> 00:45:30,240 I am out. 887 00:45:31,400 --> 00:45:33,880 Have you ever done a job in your life, Kartik? 888 00:45:33,960 --> 00:45:35,960 I was into management consulting. 889 00:45:36,040 --> 00:45:37,280 In which company? 890 00:45:37,360 --> 00:45:38,560 In PwC. 891 00:45:38,800 --> 00:45:42,480 Sometimes, we are very good as professionals, 892 00:45:42,720 --> 00:45:44,360 but as businessmen, 893 00:45:44,440 --> 00:45:47,720 we don't have it in us or possess those skills. 894 00:45:48,840 --> 00:45:51,560 You came here... Again, I'll be forthcoming. 895 00:45:51,640 --> 00:45:54,920 As though someone woke you up from your sleep 896 00:45:55,360 --> 00:45:56,960 and asked you to come to Shark Tank 897 00:45:57,040 --> 00:45:59,200 and you just upped and came here. 898 00:46:00,080 --> 00:46:01,040 Seriously. 899 00:46:01,200 --> 00:46:03,840 This art training, learning art... 900 00:46:04,000 --> 00:46:06,560 How big is the Indian industry for learning traditional Indian art? 901 00:46:06,680 --> 00:46:07,760 It is... 902 00:46:09,520 --> 00:46:10,920 - It doesn't exist! - 80... 903 00:46:12,640 --> 00:46:14,120 You have to create it. 904 00:46:14,480 --> 00:46:16,880 Do you know the amount of capital it takes to create an industry? 905 00:46:17,000 --> 00:46:17,880 Absolutely. 906 00:46:18,000 --> 00:46:20,080 Do you know how many online hobby and art classes 907 00:46:20,160 --> 00:46:22,320 have failed in the last five years 908 00:46:22,600 --> 00:46:23,840 and how much capital went into it? 909 00:46:24,000 --> 00:46:25,240 You have no idea. 910 00:46:26,040 --> 00:46:27,720 I'm sorry, but you have no idea, buddy. 911 00:46:27,800 --> 00:46:28,880 That's why I'm out. 912 00:46:29,480 --> 00:46:31,800 Listen. When will you start the marketplace? 913 00:46:32,720 --> 00:46:34,080 - In two months, sir. - Is there 914 00:46:34,840 --> 00:46:38,760 - any other Indian artisan or Indian marketplace in India? - No. 915 00:46:38,880 --> 00:46:40,360 - Not at all? - In e-com. 916 00:46:40,520 --> 00:46:41,960 - But... - E-com? As in? 917 00:46:42,040 --> 00:46:42,880 Selling paintings. 918 00:46:42,960 --> 00:46:45,280 - There are 40 to 50 platforms. - In the world? 919 00:46:45,360 --> 00:46:47,280 They sell fashion as well as e-commerce. 920 00:46:47,400 --> 00:46:48,400 Who are they? 921 00:46:48,480 --> 00:46:50,080 Not a big name which I can tell you. 922 00:46:50,160 --> 00:46:52,960 In five years, what do you think will be the split 923 00:46:53,040 --> 00:46:55,000 in revenues for marketplace and learning? 924 00:46:55,600 --> 00:46:57,200 The marketplace will be huge. 925 00:46:57,280 --> 00:46:59,120 Learning is very important for a start 926 00:46:59,200 --> 00:47:02,120 because that's what brings engagement and interest. 927 00:47:02,280 --> 00:47:05,640 After that, it is consumed and purchased by people. 928 00:47:05,760 --> 00:47:09,240 It's important to educate about art so that the art sells. 929 00:47:09,440 --> 00:47:11,360 - It isn't important to teach it. - Right. 930 00:47:11,440 --> 00:47:14,640 Art has many uses, and that is one of the cases. Yes, right. 931 00:47:14,800 --> 00:47:16,480 What are you raising the money for? 932 00:47:38,760 --> 00:47:40,440 The marketplace doesn't exist. 933 00:47:41,400 --> 00:47:42,320 You see, 934 00:47:42,840 --> 00:47:45,000 his touchpoints are interesting. 935 00:47:45,640 --> 00:47:48,400 He knows 1,160 people. 936 00:47:48,480 --> 00:47:50,680 Without competition, it's a very cool business. 937 00:47:50,760 --> 00:47:52,800 Which business in India comes without competition? 938 00:47:54,200 --> 00:47:56,800 I have a yes or no type of question. 939 00:47:56,920 --> 00:47:58,160 If I have to buy 940 00:47:58,720 --> 00:48:02,720 any of these art forms online right now, can I? 941 00:48:02,920 --> 00:48:03,800 Yes, you can buy. 942 00:48:04,240 --> 00:48:05,880 - I'll get it online. - You'll get Warli paintings. 943 00:48:05,960 --> 00:48:06,840 Online, yes... 944 00:48:06,960 --> 00:48:08,120 - I'll get everything. - Not everything. 945 00:48:08,200 --> 00:48:09,880 - Not everything. - Most of it. 946 00:48:10,000 --> 00:48:11,200 - I'll get most of it. - Yes, 947 00:48:11,280 --> 00:48:13,800 but whether it is authentic or a top artist's work 948 00:48:14,120 --> 00:48:15,120 will remain a question. 949 00:48:15,600 --> 00:48:17,040 For you too. 950 00:48:18,840 --> 00:48:20,360 - I was... - Yes. 951 00:48:20,480 --> 00:48:21,880 - Headed down the wrong road. - Yes. 952 00:48:22,160 --> 00:48:22,960 I'm out. 953 00:48:24,040 --> 00:48:25,320 The only good I saw was 954 00:48:25,400 --> 00:48:29,160 you're working to promote the Indian arts and culture. 955 00:48:29,440 --> 00:48:30,320 Other than that, 956 00:48:30,920 --> 00:48:32,680 I didn't feel you had anything to offer. 957 00:48:33,080 --> 00:48:34,360 - Thank you, Sharks. - Thank you, Kartik. 958 00:48:34,400 --> 00:48:35,480 - Good luck. - Thank you. 959 00:48:35,840 --> 00:48:37,000 [sombre music playing] 960 00:48:43,160 --> 00:48:44,440 Hello and welcome to Ask The Shark. 961 00:48:44,520 --> 00:48:46,280 Joining us on Ask The Shark today 962 00:48:46,400 --> 00:48:48,560 is the Executive Director of Emcure Pharmaceuticals, 963 00:48:48,600 --> 00:48:49,480 Ms. Namita Thapar. 964 00:48:49,560 --> 00:48:50,600 - Ma'am, welcome. - Thank you. 965 00:48:50,720 --> 00:48:52,960 Ma'am, we've received quite a topical question 966 00:48:53,040 --> 00:48:54,840 from Nandini Roy in Gurugram. 967 00:48:55,200 --> 00:48:57,480 'N. R. Narayana Murthy has said' 968 00:49:13,360 --> 00:49:16,760 will benefit only one sector which is pharma companies.