1 00:00:10,000 --> 00:00:11,640 [music playing] 2 00:00:25,120 --> 00:00:26,840 [theme music playing] 3 00:00:47,520 --> 00:00:48,840 [music fades] 4 00:00:56,760 --> 00:00:59,480 Sharks, how about something sweet before we begin the pitch? 5 00:00:59,560 --> 00:01:01,240 We've kept it on your side tables. 6 00:01:01,400 --> 00:01:02,760 [pleasant music playing] 7 00:01:03,800 --> 00:01:05,720 - We need to call for spoons. - Jigar! 8 00:01:05,840 --> 00:01:07,760 We forgot to keep the spoons. 9 00:01:09,840 --> 00:01:11,760 Tissues, guys! Tissues! We didn't keep tissues either. 10 00:01:11,920 --> 00:01:13,400 Their hands will get sticky! 11 00:01:13,600 --> 00:01:14,600 [Anupam laughs] 12 00:01:14,840 --> 00:01:17,080 Sharks, it's a real task 13 00:01:17,200 --> 00:01:18,960 - to have some honey, isn't it? - That's right. 14 00:01:19,040 --> 00:01:20,960 You've to open the jar, find a spoon 15 00:01:21,040 --> 00:01:22,200 and then clean your fingers afterwards. 16 00:01:22,400 --> 00:01:24,280 It's all a complete mess. 17 00:01:24,920 --> 00:01:27,480 The world has seen some amazing packaging revolutions 18 00:01:27,560 --> 00:01:30,920 that have changed the way we use certain products. 19 00:01:31,000 --> 00:01:33,040 - Tea bags for instance. - Great example. 20 00:01:33,240 --> 00:01:35,120 Or look at shampoo sachets. 21 00:01:35,240 --> 00:01:37,320 We bring to you one such packaging innovation 22 00:01:37,440 --> 00:01:38,520 with Honey Twigs. 23 00:01:38,640 --> 00:01:39,760 [pleasant music playing] 24 00:01:41,080 --> 00:01:43,840 Sharks, Honey Twigs is a great packaging innovation 25 00:01:43,960 --> 00:01:46,840 that allows you to consume honey 26 00:01:47,000 --> 00:01:48,760 anywhere, anyhow and at any time. 27 00:01:49,760 --> 00:01:51,080 Be it your office 28 00:01:51,240 --> 00:01:53,600 or packing your child's lunchbox... 29 00:01:53,680 --> 00:01:54,920 - Hmm. - Or while travelling. 30 00:01:55,000 --> 00:01:56,000 It's very simple. 31 00:01:56,080 --> 00:01:58,000 All you have to do is tear, 32 00:01:59,240 --> 00:02:01,080 squeeze and eat. 33 00:02:05,400 --> 00:02:07,880 We give you mess-free honey, 34 00:02:25,560 --> 00:02:27,320 All our honey is ethically sourced. 35 00:02:27,400 --> 00:02:29,360 All the batches of our honey 36 00:02:29,440 --> 00:02:31,760 are lab-tested for quality and purity. 37 00:02:40,240 --> 00:02:43,320 We sell through our website, online marketplaces 38 00:03:14,240 --> 00:03:16,360 Tell us about yourselves. What is your background? 39 00:03:16,440 --> 00:03:18,880 Why did you choose this market? 40 00:03:19,000 --> 00:03:20,400 I am from Delhi. 41 00:03:20,720 --> 00:03:22,960 My father owns a business of cosmetic raw materials 42 00:03:23,040 --> 00:03:25,080 in which the core product is beeswax. 43 00:03:25,240 --> 00:03:28,560 - Hmm. - When I was a kid, I'd visit many apiaries with him. 44 00:03:28,640 --> 00:03:30,560 My fondness for honey began from there. 45 00:03:30,760 --> 00:03:31,560 So much so, 46 00:03:31,640 --> 00:03:33,000 that when I did my Masters 47 00:03:33,080 --> 00:03:34,680 from the University of Westminster, London, 48 00:03:34,840 --> 00:03:36,560 my dissertation was also on honey. 49 00:03:36,720 --> 00:03:40,240 I took that forward to convert it into a business model. 50 00:03:40,360 --> 00:03:43,040 Nice. So, you're the main founder of this business. 51 00:03:43,240 --> 00:03:45,640 - No. Paras and I are Co-founders. - Okay. 52 00:03:49,520 --> 00:03:51,120 I grew up in Mumbai and studied there. 53 00:03:51,200 --> 00:03:55,200 I went to London in 2008 to study for my Masters 54 00:03:55,360 --> 00:03:56,880 where I first met Jigar. 55 00:03:57,000 --> 00:04:00,040 In 2016, when Jigar shared this idea with us, 56 00:04:00,160 --> 00:04:01,760 it piqued our interest. 57 00:04:01,840 --> 00:04:03,360 We conducted our research 58 00:04:03,520 --> 00:04:06,920 and learned that the use of honey as an alternative sugar 59 00:04:07,160 --> 00:04:08,960 faces three major problems. 60 00:04:09,240 --> 00:04:11,600 The first is, everybody thinks honey is messy. 61 00:04:27,440 --> 00:04:28,520 What about you, Prafull? 62 00:04:28,760 --> 00:04:31,000 I have 25 years of experience in the field of food, 63 00:04:31,080 --> 00:04:33,720 non-food, FMCG and B2B business. 64 00:04:34,320 --> 00:04:35,600 During my career, 65 00:04:35,640 --> 00:04:37,640 I have been associated with Indian brands 66 00:04:37,720 --> 00:04:39,800 such as Himalaya Herbals and VLCC. 67 00:04:39,920 --> 00:04:42,200 Out of my last two assignments, 68 00:04:42,400 --> 00:04:45,880 one was as a CEO of Middle East in Africa 69 00:04:46,760 --> 00:04:48,320 for VLCC International. 70 00:04:48,520 --> 00:04:49,600 Apart from that, 71 00:04:49,680 --> 00:04:53,080 I was the Chief Business Officer of VLCC's South East Asia business 72 00:04:53,160 --> 00:04:54,520 and was based in Singapore. 73 00:04:54,800 --> 00:04:57,800 Prafull, what did you see in this business 74 00:04:57,920 --> 00:05:00,760 that you decided to join this start-up? 75 00:05:00,840 --> 00:05:04,480 This is a unique innovation in this category 76 00:05:04,560 --> 00:05:05,880 which doesn't exist elsewhere. 77 00:05:05,960 --> 00:05:07,240 Is this any difficult? 78 00:05:07,320 --> 00:05:09,360 At the end of the day, you just need to pack it 79 00:05:12,400 --> 00:05:14,600 This is no ordinary sachet. 80 00:05:14,760 --> 00:05:17,320 If you compare it to tomato ketchup or other sachets, 81 00:05:17,400 --> 00:05:19,640 opening them is not non-messy. 82 00:05:20,040 --> 00:05:21,960 The USP of our sachets is 83 00:05:22,120 --> 00:05:23,680 that not even a drop of honey 84 00:05:23,800 --> 00:05:26,080 will come out without your instruction, 85 00:05:26,200 --> 00:05:28,120 which is to squeeze the sachet. 86 00:05:33,040 --> 00:05:35,640 However, mess-free honey in a squeezy tube 87 00:05:35,720 --> 00:05:37,080 has been available for years now. 88 00:05:38,200 --> 00:05:39,200 We are a portion pack. 89 00:05:39,280 --> 00:05:41,160 This is one teaspoon which is 8 grams. 90 00:05:53,440 --> 00:05:56,800 It isn't like by introducing sachets or packaging, 91 00:05:57,000 --> 00:06:00,200 a new brand has disrupted an existing brand. 92 00:06:00,280 --> 00:06:02,240 So, what makes you think you can establish a new brand 93 00:06:02,320 --> 00:06:03,480 just because of packaging? 94 00:06:04,080 --> 00:06:05,600 This problem isn't unique. 95 00:06:05,680 --> 00:06:08,080 - Anybody could have solved it. - That's right. 96 00:06:08,160 --> 00:06:09,760 Yet no one has done it to date. 97 00:06:09,840 --> 00:06:12,480 There was a disruption opportunity which we noticed, 98 00:06:12,560 --> 00:06:13,600 and took the plunge. 99 00:06:13,720 --> 00:06:16,440 Second, if you look at honey consumption today, 100 00:06:16,560 --> 00:06:18,040 the usage of honey 101 00:06:18,120 --> 00:06:21,040 and its aspects are gradually changing. 102 00:06:21,200 --> 00:06:25,120 For instance, you have lemon, water and honey every morning. 103 00:06:25,280 --> 00:06:27,720 We have a variant called Lemon Infused Honey. 104 00:06:27,800 --> 00:06:30,240 Whether it is Dabur you use or any other brand, 105 00:06:30,320 --> 00:06:32,240 you need to cut a lemon into half, 106 00:06:32,440 --> 00:06:33,640 squeeze out the honey 107 00:06:33,720 --> 00:06:35,200 - unwitting of the portion... - Interesting. 108 00:06:35,320 --> 00:06:37,480 This brings an element of convenience to lifestyle. 109 00:06:37,600 --> 00:06:39,280 Third, coming to children. 110 00:06:39,360 --> 00:06:40,920 If you give honey to children in a spoon, 111 00:06:41,040 --> 00:06:43,640 it propagates a medicinal mindset among kids. 112 00:06:43,840 --> 00:06:45,320 If you give it to them in this packaging, 113 00:06:45,400 --> 00:06:49,320 it serves as a sweetener for children which is a replacement for candies. 114 00:06:49,400 --> 00:06:51,800 Very interesting. Are the twigs available in Starbucks 115 00:06:51,960 --> 00:06:52,920 made by you? 116 00:06:53,000 --> 00:06:54,120 - Yes. - Yes. 117 00:06:54,240 --> 00:06:55,320 Let us try them. 118 00:06:55,440 --> 00:06:56,800 [pleasant music playing] 119 00:06:58,800 --> 00:07:01,920 - Which one do I take? - Aman, you should try Lemon Infused Honey. 120 00:07:02,000 --> 00:07:03,800 We know you don't like honey. 121 00:07:03,880 --> 00:07:06,000 - You watched last season's episode! - Yes, sir. 122 00:07:06,280 --> 00:07:07,760 You're very clever, bro! 123 00:07:08,000 --> 00:07:09,200 [both laugh] 124 00:07:10,000 --> 00:07:11,400 [light-hearted music playing] 125 00:07:16,840 --> 00:07:19,800 It is very easy to open. 126 00:07:19,960 --> 00:07:21,320 You cracked it. 127 00:07:21,400 --> 00:07:23,360 - Did it spill? - It didn't spill. 128 00:07:23,760 --> 00:07:25,800 - Very good. - The packaging is very good. 129 00:07:29,480 --> 00:07:30,600 This is a huge compliment for us 130 00:07:30,640 --> 00:07:33,920 because since day one, we've wanted to give our honey to Aman. 131 00:07:34,720 --> 00:07:36,960 You did. Can you imagine I liked it? 132 00:07:37,720 --> 00:07:40,000 Apart from the packaging, 133 00:07:40,360 --> 00:07:43,600 the taste is also a big differentiator. 134 00:07:43,680 --> 00:07:44,840 And you know, flavours... 135 00:07:44,960 --> 00:07:45,920 Why didn't you talk about it? 136 00:07:46,000 --> 00:07:47,960 You've been only talking about the packaging. 137 00:07:48,880 --> 00:07:50,600 No, both of them are differentiators for us. 138 00:07:50,680 --> 00:07:54,480 Our idea behind it is to make healthy eating convenient. 139 00:07:54,600 --> 00:07:57,320 We will introduce more products through our packaging model. 140 00:08:07,880 --> 00:08:09,920 - Correct, exactly. - In which you also have infusions, 141 00:08:10,040 --> 00:08:11,480 you are underselling that. 142 00:08:11,560 --> 00:08:12,960 You have come up with your own recipes. 143 00:08:17,480 --> 00:08:20,360 And your product in this looks very cool, 144 00:08:20,440 --> 00:08:22,880 - very nice and very different. - I would love to gift this. 145 00:08:22,960 --> 00:08:24,760 - Anyone else would like to gift this. - Yes. 146 00:08:25,000 --> 00:08:27,000 So, coming to the honey-tasting audience. 147 00:08:27,160 --> 00:08:29,040 Have you had them taste this? 148 00:08:29,360 --> 00:08:30,840 - Yes. - What were their views? 149 00:08:31,720 --> 00:08:34,880 Our variants are loved by kids especially. 150 00:08:35,320 --> 00:08:37,280 When we launched the product, 151 00:08:37,360 --> 00:08:39,760 we used to put up stalls at food fairs. 152 00:08:39,920 --> 00:08:42,720 Kids who disliked honey have visited our stalls. 153 00:08:42,800 --> 00:08:45,000 Their mothers said that they didn't eat honey at all. 154 00:08:45,160 --> 00:08:46,480 We gave them Vanilla Honey. 155 00:08:46,560 --> 00:08:48,880 The kids loved it so much that they bought a few packets. 156 00:08:48,960 --> 00:08:51,440 We converted people into consumers of honey 157 00:08:51,600 --> 00:08:52,800 with our variants. 158 00:08:53,000 --> 00:08:56,320 Do you have a differentiation in sourcing? 159 00:08:56,440 --> 00:09:00,520 These days, most brands claim their honey is natural. 160 00:09:00,680 --> 00:09:03,840 Our honey is procured from the Uttarakhand-Himachal belt. 161 00:09:03,920 --> 00:09:05,720 - Do you own that? - No, it is outsourced. 162 00:09:05,840 --> 00:09:07,640 How do you know... 163 00:09:07,720 --> 00:09:10,120 - We... - How the honeybees are treated? 164 00:09:10,200 --> 00:09:13,760 In 2020, we bought a strategic investment 165 00:09:13,840 --> 00:09:16,480 which is one of the largest suppliers of honey in India. 166 00:09:16,560 --> 00:09:18,960 They maintain our relationship with the beekeepers. 167 00:09:19,080 --> 00:09:23,360 Via that, we teach ethical beekeeping to beekeepers. 168 00:09:23,480 --> 00:09:25,960 Also, as for the overall process of the product that lies with us, 169 00:09:26,080 --> 00:09:27,720 we can have complete control over it. 170 00:09:27,800 --> 00:09:29,760 The entire packaging is manufactured by us. 171 00:09:35,880 --> 00:09:38,280 because everyone wants a healthy sweetener. 172 00:09:38,360 --> 00:09:40,080 If we talk about the Middle East, 173 00:09:40,200 --> 00:09:42,120 the markets over there 174 00:09:42,240 --> 00:09:44,040 see a tremendous consumption of honey. 175 00:09:44,160 --> 00:09:46,600 People consider it a religion 176 00:09:46,680 --> 00:09:48,600 - and it is even used for religious purposes. - I see. 177 00:09:48,640 --> 00:09:50,200 At what percent is it growing? 178 00:10:13,600 --> 00:10:14,880 Okay, tell us about your sales. 179 00:10:15,280 --> 00:10:18,320 Our sales for FY 2020-21 were Rs. 1.3 crores. 180 00:10:18,640 --> 00:10:21,880 Our sales for FY 2021-22 were Rs. 2.6 crores. 181 00:10:22,000 --> 00:10:25,040 - And our sales for FY 2022-23 were Rs. 4 crores. - Nice. 182 00:10:25,120 --> 00:10:26,440 As for the last quarter, 183 00:10:26,560 --> 00:10:28,800 our sales in June were Rs. 55 lakhs, 184 00:10:28,960 --> 00:10:30,360 Rs. 18 lakhs in July 185 00:10:31,680 --> 00:10:33,600 and Rs. 35 lakhs in August. 186 00:10:33,720 --> 00:10:35,560 It was Rs. 35 lakhs in September as well. 187 00:10:35,640 --> 00:10:36,480 Explain the dip. 188 00:10:36,600 --> 00:10:39,000 You went from Rs. 55 lakhs to 18 and then to 35 twice. 189 00:10:39,120 --> 00:10:41,520 We received an export order in June for Rs. 35 lakhs 190 00:10:41,640 --> 00:10:43,360 which created a big increase. 191 00:10:43,440 --> 00:10:44,520 If we exclude the exports, 192 00:10:44,600 --> 00:10:46,360 what are your monthly sales from India alone? 193 00:10:46,440 --> 00:10:47,640 About Rs. 20 to 25 lakhs. 194 00:10:47,720 --> 00:10:49,560 65% of our sales is domestic. 195 00:10:49,680 --> 00:10:51,040 What is the break-up of retail and HoReCa 196 00:10:51,120 --> 00:10:52,640 in your domestic business? 197 00:10:52,720 --> 00:10:56,400 60% is our HoReCa business and 40% is our retail business. 198 00:10:56,520 --> 00:10:59,320 What is your projected revenue for FY 2023-24? 199 00:10:59,400 --> 00:11:01,680 If we don't raise funding, then it is Rs. 6 crores, 200 00:11:01,760 --> 00:11:04,160 and if we raise funds, then at least Rs. 9 crores. 201 00:11:19,920 --> 00:11:22,360 One was an angel round very early in 2017 202 00:11:22,440 --> 00:11:24,160 in which we raised Rs. 50 lakhs. 203 00:11:24,280 --> 00:11:25,440 What valuation was that at? 204 00:11:25,520 --> 00:11:27,560 It was at a valuation of Rs. 2.77 crores. 205 00:11:27,640 --> 00:11:28,840 - Post money. - Pre money. 206 00:11:28,960 --> 00:11:32,960 After that, we raised an investment of Rs. 1.5 crores in 2020 207 00:11:33,000 --> 00:11:35,000 at a valuation of Rs. 12 crores. 208 00:11:35,080 --> 00:11:37,640 We took Rs. 50 lakhs in cash 209 00:11:48,520 --> 00:11:51,000 How much equity does each one of you hold? 210 00:11:51,080 --> 00:11:54,120 We both have 36% equity each. 211 00:11:54,240 --> 00:11:57,960 13% is held by our strategic investors. 212 00:11:58,080 --> 00:12:01,160 And 15% is held by our initial investor 213 00:12:01,280 --> 00:12:02,800 who are the angel investors. 214 00:12:02,880 --> 00:12:06,280 At this point, Prafull has invested Rs. 1 crore in the business. 215 00:12:06,360 --> 00:12:08,040 He holds 5% equity. 216 00:12:08,120 --> 00:12:11,120 Wow! You've invested Rs. 1 crore of your own money as a co-founder. 217 00:12:11,240 --> 00:12:12,280 - That's right. - Well done. 218 00:12:12,400 --> 00:12:14,280 - A valuation of Rs. 20 crores. - Yes, sir. 219 00:12:14,360 --> 00:12:16,720 You have such implicit faith in your business 220 00:12:16,800 --> 00:12:19,560 that you invested your money at this valuation. 221 00:12:19,640 --> 00:12:20,840 Hats off to your conviction. 222 00:12:21,760 --> 00:12:22,640 Hey! 223 00:12:24,080 --> 00:12:26,720 I decided I'd never invest in the honey business. 224 00:12:26,800 --> 00:12:28,440 - [laughs] - I don't like it. 225 00:12:28,800 --> 00:12:31,240 I really like all of you as founders. 226 00:12:31,320 --> 00:12:33,360 - Thank you. - I think I can work with you. 227 00:12:33,920 --> 00:12:36,360 The product is good, the taste is solid. I liked it. 228 00:12:36,480 --> 00:12:37,880 Profitability is in your DNA. 229 00:12:38,080 --> 00:12:42,000 Even after raising so much, you have not gone all out. 230 00:12:42,080 --> 00:12:44,160 "Let's do this and this as well..." 231 00:12:44,240 --> 00:12:46,480 So, here's my offer. 232 00:12:47,120 --> 00:12:49,080 Rs. 45 lakhs for 3% equity 233 00:12:58,440 --> 00:13:01,560 They approached Taj, Oberoi and others 234 00:13:02,040 --> 00:13:05,600 and did sampling by giving them loads of products 235 00:13:05,800 --> 00:13:06,760 at very affordable rates. 236 00:13:06,840 --> 00:13:10,000 That created a high demand among the consumers 237 00:13:10,120 --> 00:13:12,200 and they built a retail business. 238 00:13:12,320 --> 00:13:13,800 If you look at it as sampling, 239 00:13:13,880 --> 00:13:17,160 where you are using your brand to create an opportunity 240 00:13:17,240 --> 00:13:19,920 to get the consumer to try the products, then it's brilliant. 241 00:13:20,000 --> 00:13:22,440 I think the innovation is quite good. 242 00:13:22,520 --> 00:13:24,320 You designed this very thoughtfully. 243 00:13:24,400 --> 00:13:25,360 This has two sets, 244 00:13:25,480 --> 00:13:28,120 which if you were to tear, the honey doesn't immediately... 245 00:13:28,480 --> 00:13:29,760 - Ooze out. - Pop out. 246 00:13:29,880 --> 00:13:31,800 I think you put a lot of thought into it 247 00:13:31,880 --> 00:13:32,960 and I really love that. 248 00:13:33,120 --> 00:13:35,440 - So, I'll make an offer to you. - That's lovely. 249 00:13:36,040 --> 00:13:36,960 Ah! 250 00:13:37,360 --> 00:13:39,760 Everybody copies me. Very bad! 251 00:13:40,600 --> 00:13:42,520 Rs. 75 lakhs for 4% equity. 252 00:13:49,880 --> 00:13:52,000 And at some point, if Aman wants to collaborate, 253 00:13:52,080 --> 00:13:54,680 I'm happy to do a joint deal. 254 00:13:56,680 --> 00:14:00,160 Vineeta made a great pitch for Ritesh and me. 255 00:14:00,240 --> 00:14:03,840 If you try HoReCa sampling, it will help build your brand. 256 00:14:03,920 --> 00:14:06,960 - After that, you should get into distribution. - [Sharks laugh] 257 00:14:07,040 --> 00:14:09,200 I thought I'd go ahead without asking Ritesh. 258 00:14:09,600 --> 00:14:11,160 I know what kind of a guy he is. 259 00:14:11,240 --> 00:14:12,920 We've become friends in such a short time. 260 00:14:13,080 --> 00:14:16,040 We'll offer you a dream deal, we'll meet your ask. 261 00:14:16,160 --> 00:14:17,600 [gripping music playing] 262 00:14:18,520 --> 00:14:20,360 Rs. 75 lakhs for 3% equity 263 00:14:20,600 --> 00:14:22,120 along with HoReCa distribution sampling. 264 00:14:31,480 --> 00:14:33,720 We did the same partnership with Biotique too. 265 00:14:33,840 --> 00:14:35,720 So, I can't commit, but we will try 266 00:14:35,880 --> 00:14:37,840 that for our in-room services, 267 00:14:38,040 --> 00:14:41,160 we introduce you to our hotel owners. 268 00:14:41,360 --> 00:14:43,920 I wish to join Ritesh and Anupam... 269 00:14:44,120 --> 00:14:45,320 [tense music playing] 270 00:14:45,920 --> 00:14:46,920 In this offer 271 00:14:47,120 --> 00:14:48,880 which is Rs. 75 lakhs for 3% equity, 272 00:14:49,000 --> 00:14:50,040 if they are okay with it. 273 00:14:50,120 --> 00:14:51,000 Are you in? 274 00:14:51,200 --> 00:14:53,240 Listen, Anupam. At least ask Ritesh. 275 00:14:53,320 --> 00:14:55,240 - The poor guy doesn't want to go with you. - I'm asking him. 276 00:14:55,320 --> 00:14:56,480 No, I said yes. 277 00:15:05,640 --> 00:15:07,680 - Could you give us two minutes? - Quickly go and come back. 278 00:15:07,800 --> 00:15:09,680 Our deal becomes a little non-competitive. 279 00:15:09,760 --> 00:15:10,960 So, we'd like to revise it. 280 00:15:11,920 --> 00:15:12,800 Let me tell you. 281 00:15:12,880 --> 00:15:14,560 There are many hotels apart from OYO. 282 00:15:14,640 --> 00:15:16,880 If you go with OYO, other hotels might not partner with you. 283 00:15:17,000 --> 00:15:18,360 - Do you get what I'm saying? - Exactly. 284 00:15:19,160 --> 00:15:21,640 Ritesh is one of the best gentlemen, right? 285 00:15:21,760 --> 00:15:22,480 I like him. 286 00:15:22,560 --> 00:15:24,200 I may not say the same thing about others, 287 00:15:24,280 --> 00:15:26,000 - but I really like him, okay? - [laughter] 288 00:15:26,240 --> 00:15:27,120 Let's ask him. 289 00:15:27,200 --> 00:15:29,000 Even if you don't make the offer, will you still keep the samples 290 00:15:29,080 --> 00:15:30,240 - in your hotel? - Will you do it? 291 00:15:30,320 --> 00:15:31,280 He will. 292 00:15:32,080 --> 00:15:33,320 He cares about the founders. 293 00:15:33,400 --> 00:15:35,560 He wishes them luck when they leave. Don't you? 294 00:15:35,680 --> 00:15:36,760 - Tell them. - I certainly do. 295 00:15:37,880 --> 00:15:39,920 So, you will get OYO regardless, okay? 296 00:15:40,480 --> 00:15:42,160 You will also get the other hotels. 297 00:15:42,400 --> 00:15:44,080 You'll also get D2C, you know? 298 00:15:44,200 --> 00:15:45,560 Vineeta and I will 299 00:15:45,960 --> 00:15:48,560 together give you Rs. 75 lakhs for 4% equity. 300 00:15:53,160 --> 00:15:54,040 We are kingmakers. 301 00:15:54,160 --> 00:15:56,160 This is the kingmaker. Take your time to think, bro. 302 00:15:56,240 --> 00:15:58,840 When you return, don't say, "We want everyone on board." 303 00:15:59,360 --> 00:16:00,760 We don't want to collaborate with them. 304 00:16:00,840 --> 00:16:02,160 - The cheque... - [hysterical laughter] 305 00:16:02,240 --> 00:16:03,280 Don't do that. 306 00:16:03,360 --> 00:16:04,480 [tense music playing] 307 00:16:05,120 --> 00:16:08,320 Look, do you want intelligence or arrogance? 308 00:16:08,800 --> 00:16:09,640 Intelligence, right? 309 00:16:09,760 --> 00:16:11,440 - Oh! - Make your decision, please. 310 00:16:13,240 --> 00:16:14,520 Have you watched Shark Tank? 311 00:16:15,160 --> 00:16:17,240 Then I'm sure you know who is arrogant. 312 00:16:17,560 --> 00:16:18,640 [music playing] 313 00:16:19,080 --> 00:16:20,640 People offer deals, I offer my heart. 314 00:16:20,880 --> 00:16:21,880 [tense music playing] 315 00:16:22,160 --> 00:16:24,080 Pick one, guys. Come on. Let's go. 316 00:16:25,440 --> 00:16:26,720 [suspenseful music playing] 317 00:16:35,040 --> 00:16:36,600 Let me caution you. 318 00:16:36,800 --> 00:16:38,280 In the Tank, 319 00:16:38,360 --> 00:16:41,400 when you over-negotiate and when things go haywire, 320 00:16:41,480 --> 00:16:43,120 the deals evaporate. 321 00:16:43,880 --> 00:16:44,760 So, what have you decided? 322 00:16:44,840 --> 00:16:47,040 We'd like to suggest two combinations. 323 00:16:47,200 --> 00:16:48,160 One option is, 324 00:16:48,280 --> 00:16:50,880 if all five of you wish to collaborate, 325 00:16:50,960 --> 00:16:52,840 we could do Rs. 1 crore for 5% equity, Sharks. 326 00:17:00,640 --> 00:17:04,080 is that we'd go with Ritesh, Peyush and Anupam's offer. 327 00:17:04,480 --> 00:17:06,920 Let's do it. Rs. 75 lakhs for 3% equity. 328 00:17:07,160 --> 00:17:08,080 - Done deal. - You have a deal. 329 00:17:23,440 --> 00:17:24,520 [camera shutter clicking] 330 00:17:26,080 --> 00:17:27,440 - All right! - Thank you. 331 00:17:27,520 --> 00:17:29,080 - Thank you. - Amazing deal. 332 00:17:30,840 --> 00:17:32,480 [music fades] 333 00:19:25,680 --> 00:19:27,160 [theme music playing] 334 00:19:42,280 --> 00:19:43,840 [music fades] 335 00:19:45,000 --> 00:19:45,840 [clanking] 336 00:19:47,440 --> 00:19:48,560 - Greetings. - Hello. 337 00:19:48,680 --> 00:19:51,160 I used to be sad and morose. 338 00:19:51,720 --> 00:19:55,760 Scrubbing this wok had sucked the joy out of my life. 339 00:19:56,200 --> 00:19:57,720 Then I came across 340 00:19:57,840 --> 00:20:00,840 a dish cleaner with the power of a hundred lemons. 341 00:20:01,720 --> 00:20:05,520 Now, my life is, predictably, full of happiness. 342 00:20:05,640 --> 00:20:06,960 [laughs] 343 00:20:08,400 --> 00:20:11,480 Sharks, have you been brainwashed into thinking that too? 344 00:20:12,080 --> 00:20:15,280 "It destroys 99.9% germs." 345 00:20:15,480 --> 00:20:17,880 "Three times cleaner..." And so on and so forth. 346 00:20:19,080 --> 00:20:22,680 I can't say whether they kill 99.9% of the germs or not, 347 00:20:22,760 --> 00:20:25,400 but this is how conventional cleaners 348 00:20:25,560 --> 00:20:29,400 are coating your homes with harmful chemicals. 349 00:20:29,600 --> 00:20:32,120 So, I present to you Koparo. 350 00:20:32,320 --> 00:20:33,720 [light-hearted music playing] 351 00:21:05,920 --> 00:21:08,920 We are present on major e-commerce sites, 352 00:21:36,440 --> 00:21:38,720 because my father was in the Indian Army. 353 00:21:39,960 --> 00:21:41,280 The road to college 354 00:21:41,360 --> 00:21:44,640 took me from Delhi University to LSC in London 355 00:21:44,760 --> 00:21:47,720 followed by ISB in Hyderabad to pursue my MBA. 356 00:21:48,560 --> 00:21:51,520 I passed out in 2006 from ISB. 357 00:21:51,640 --> 00:21:54,960 - Okay. - So, I've had 15 years of work experience before Koparo. 358 00:21:55,720 --> 00:21:59,280 After I completed my MBA, I started working at McKinsey. 359 00:21:59,440 --> 00:22:01,200 I moved on to Star and Hotstar. 360 00:22:01,800 --> 00:22:04,080 My last big assignment was with Star. 361 00:22:04,160 --> 00:22:06,240 I oversaw the revenues for Hindi GEC channels. 362 00:22:06,320 --> 00:22:08,000 By revenue, you mean sales. 363 00:22:08,080 --> 00:22:08,960 - Yes. - Okay. 364 00:22:09,000 --> 00:22:12,120 I was the CEO of Juggernaut Books before I started Koparo. 365 00:22:12,240 --> 00:22:13,320 Wow! All right. 366 00:22:13,400 --> 00:22:15,240 - You oversaw sales again. - Yes. 367 00:22:15,320 --> 00:22:17,200 - So, basically a sales... - A business person. 368 00:22:17,280 --> 00:22:18,360 A Business, sales person. 369 00:22:18,480 --> 00:22:20,760 I understand revenue and monetisation. 370 00:22:20,920 --> 00:22:23,600 How did you plan to start Koparo? 371 00:22:23,680 --> 00:22:25,520 You had such a great professional career. 372 00:22:25,840 --> 00:22:28,640 How did you leave that and begin your journey of entrepreneurship? 373 00:22:28,720 --> 00:22:31,200 During the pandemic, we were all locked up at home. 374 00:22:31,280 --> 00:22:35,360 Work from home, study from home, homeschooling, all was on. 375 00:22:35,520 --> 00:22:37,720 At home, my husband and my 5-year-old daughter 376 00:22:37,760 --> 00:22:39,440 were helping me clean. 377 00:22:39,840 --> 00:22:41,240 Then I got interested in 378 00:22:41,280 --> 00:22:44,200 the ingredients of these cleaning products. 379 00:22:44,640 --> 00:22:47,360 I was both surprised and sad 380 00:22:47,440 --> 00:22:51,240 that they have a lot of toxic chemicals. 381 00:22:51,320 --> 00:22:52,320 Hmm. 382 00:22:52,400 --> 00:22:56,280 And I felt that we must bring a solution for the Indian market 383 00:22:56,480 --> 00:23:00,600 which makes these products eco-friendly, child and pet safe. 384 00:23:00,760 --> 00:23:03,280 And if my five-year-old wants to clean, 385 00:23:03,360 --> 00:23:06,520 I can give her my products without any hesitation. 386 00:23:07,000 --> 00:23:09,960 I'm sure that you've studied the market size and opportunity. 387 00:23:10,080 --> 00:23:12,080 My training at McKinsey, 388 00:23:12,240 --> 00:23:15,080 and my business training in the media industry, 389 00:23:15,360 --> 00:23:18,440 I built a top-down market view. 390 00:23:40,520 --> 00:23:43,160 When these two numbers, bottoms-up and top-down 391 00:23:43,520 --> 00:23:44,960 start to match, 392 00:23:45,240 --> 00:23:48,760 you're sure that your estimate of market sizing is correct. 393 00:23:58,080 --> 00:24:00,840 There's a new wave of D2C brands, but they are few. 394 00:24:01,040 --> 00:24:03,560 And it's a white space, an opportunity. 395 00:24:03,880 --> 00:24:06,000 I understand women's power. 396 00:24:06,280 --> 00:24:08,040 What's coconut power? 397 00:24:08,160 --> 00:24:10,960 Every cleaning product has a surfactant base. 398 00:24:11,280 --> 00:24:13,920 Surfactant is what causes the froth. 399 00:24:14,000 --> 00:24:16,240 So our surfactant 400 00:24:28,800 --> 00:24:33,320 Is there any data to prove that when you wash your clothes, 401 00:24:33,440 --> 00:24:33,880 Um-hmm. 402 00:24:33,880 --> 00:24:37,200 with a washing powder of an average brand. 403 00:24:37,200 --> 00:24:37,600 Right. 404 00:24:37,680 --> 00:24:40,080 So, how will it impact your health? 405 00:24:40,160 --> 00:24:42,800 Is there any study or data? 406 00:24:43,560 --> 00:24:45,320 If you study the ingredients, 407 00:24:45,440 --> 00:24:49,480 bleach, a common ingredient in laundry detergents. 408 00:24:49,640 --> 00:24:51,800 There are many medical studies 409 00:24:51,880 --> 00:24:55,080 to prove that it can trigger dermatitis, eczema, 410 00:24:55,240 --> 00:24:57,600 and various eye irritations. 411 00:24:58,440 --> 00:25:00,400 Thanks to the beauty industry. 412 00:25:00,480 --> 00:25:04,520 Bleach, phosphates, ammonia, there's a lot of awareness about it. 413 00:25:04,600 --> 00:25:06,560 That these chemicals are not good for us. 414 00:25:06,640 --> 00:25:11,040 But in the beauty industry, 80 per cent use SLS, SLES. 415 00:25:21,200 --> 00:25:22,680 Too far-stretched. 416 00:25:23,160 --> 00:25:25,640 Firstly, in this entire category, 417 00:25:25,920 --> 00:25:30,960 where you can create an in-road is your dish-cleaning. 418 00:25:31,320 --> 00:25:34,760 Because it's assumed that it touches your vessels 419 00:25:34,840 --> 00:25:38,240 and if there's toxic residue, then you're ingesting it. 420 00:25:38,480 --> 00:25:40,280 So, it's in-me platform. 421 00:25:40,400 --> 00:25:42,760 So whatever you're putting into yourself, 422 00:25:42,880 --> 00:25:45,240 you will get the fastest growth there. 423 00:25:45,680 --> 00:25:49,360 And yes, dishwashing liquid is my hero product. 424 00:25:56,160 --> 00:25:58,520 that all chemicals are bad for you. 425 00:25:58,840 --> 00:26:03,280 There's no scientific conclusion to it yet. 426 00:26:03,480 --> 00:26:05,960 It's a positioning game. 427 00:26:06,040 --> 00:26:08,240 Like you started your pitch 428 00:26:08,320 --> 00:26:10,000 and it has become a new story. 429 00:26:10,120 --> 00:26:12,720 I'm not a believer that all chemicals are bad. 430 00:26:12,880 --> 00:26:16,520 I'm also not a believer that your efficacy be compromised. 431 00:26:16,720 --> 00:26:21,560 So, we only launch products whose internal lab study satisfies us 432 00:26:21,680 --> 00:26:25,240 that these natural cleaners are equally effective 433 00:26:25,400 --> 00:26:28,240 if not, better, in terms of cleaning. 434 00:26:28,720 --> 00:26:31,320 But then FMCG companies can also do the same, right? 435 00:26:31,440 --> 00:26:33,560 - What is stopping them? - It's already happening. 436 00:26:33,720 --> 00:26:35,040 It will happen in this industry too. 437 00:26:35,200 --> 00:26:36,240 - Yeah. - But how does that matter? 438 00:26:36,840 --> 00:26:39,040 Because they have distribution. 439 00:26:39,080 --> 00:26:39,760 - Doesn't matter. - No. 440 00:26:39,840 --> 00:26:41,120 - They're not interested - We... 441 00:26:41,200 --> 00:26:43,560 in this because your price point must be high 442 00:26:43,600 --> 00:26:45,520 and it's a small market for them. 443 00:26:47,040 --> 00:26:49,400 If this trend is mainstream, it will surely grow. 444 00:26:49,480 --> 00:26:53,080 Within 4-5 years, they will surely enter this market. 445 00:26:53,160 --> 00:26:56,760 Until then, we can build a big brand here. 446 00:26:57,040 --> 00:26:59,440 But your opinion on price points. 447 00:26:59,520 --> 00:27:03,640 So, I'd like to tell you that we're not 2x or 3x premium. 448 00:27:20,200 --> 00:27:21,920 As the pack size increases, 449 00:27:22,000 --> 00:27:24,680 the premiums become more attractive. 450 00:27:24,840 --> 00:27:26,880 If I get into laundry liquid, 451 00:27:55,720 --> 00:27:57,880 That's the point. The world has adopted it 452 00:27:57,960 --> 00:28:00,480 and it's native to us, yet we're behind. 453 00:28:00,560 --> 00:28:04,680 But are there coconut cleaners abroad or just coconut food? 454 00:28:04,800 --> 00:28:07,480 No, definitely. Whoever makes natural cleaners 455 00:28:07,640 --> 00:28:11,640 use coconut or sugarcane based surfactants. 456 00:28:11,880 --> 00:28:14,320 And internationally, there are big companies. 457 00:28:14,440 --> 00:28:17,440 - Name a global company. - Seventh Generation, the biggest. 458 00:28:17,600 --> 00:28:19,320 - Same? Based on coconut? - Yes. 459 00:28:20,160 --> 00:28:23,000 Please show us your products. 460 00:28:23,200 --> 00:28:26,240 [music playing] 461 00:28:29,320 --> 00:28:30,640 Thank you. 462 00:28:31,080 --> 00:28:31,960 Thank you. 463 00:28:33,040 --> 00:28:35,280 That's an air freshener. You can pick up a fragrance strip. 464 00:28:35,360 --> 00:28:36,440 Ah, nice. 465 00:28:36,440 --> 00:28:38,280 And what is this? Don't tell me that you're launching t-shirts. 466 00:28:38,440 --> 00:28:41,400 No, we're not. This is a t-shirt washed in our laundry care. 467 00:28:41,480 --> 00:28:43,240 - Ah. - So, I wanted you to see it. 468 00:28:43,320 --> 00:28:44,840 That's an all-purpose cleaner. 469 00:28:44,920 --> 00:28:47,520 - Okay. - And handwash. This is a detergent. 470 00:28:48,200 --> 00:28:52,800 [music playing] 471 00:28:56,320 --> 00:28:59,680 This all-purpose cleaner smells clean and fresh. 472 00:28:59,720 --> 00:29:00,120 Yes. 473 00:29:00,240 --> 00:29:02,240 It doesn't feel chemical. 474 00:29:02,520 --> 00:29:05,040 Your air freshener smells great. 475 00:29:05,120 --> 00:29:06,240 I tried it on the strip. 476 00:29:06,320 --> 00:29:09,160 You suddenly moved from cleaning to fresheners. 477 00:29:09,440 --> 00:29:11,200 Isn't it a segment diversion? 478 00:29:11,280 --> 00:29:16,080 Uh, our air care helps us a lot in our offline activation. 479 00:29:16,360 --> 00:29:19,040 - Okay. - People can touch and feel it. 480 00:29:19,240 --> 00:29:23,840 And over the last 2.5 years, fragrances have become our USP. 481 00:29:24,040 --> 00:29:25,800 But hand wash is too stretched. 482 00:29:25,880 --> 00:29:27,960 People believe that something used to wash vessels, 483 00:29:28,040 --> 00:29:29,800 or wash clothes, 484 00:29:29,880 --> 00:29:32,760 I won't use that brand to wash my hands. 485 00:29:33,480 --> 00:29:36,200 There are rare brands that have been able to move 486 00:29:36,400 --> 00:29:38,920 from vessels, clothes, to handwash. 487 00:29:39,000 --> 00:29:41,400 Actually, our hand wash adoption is pretty strong. 488 00:29:52,960 --> 00:29:54,840 We are making a category brand. 489 00:29:54,920 --> 00:29:57,680 But if I feel 18 months later, 490 00:29:57,800 --> 00:29:59,680 that in this portfolio, 491 00:29:59,840 --> 00:30:03,480 only 2 or 3 ranges must be kept, then we shall do it. 492 00:30:03,560 --> 00:30:04,560 I see. 493 00:30:04,720 --> 00:30:07,520 Are there many competitors around you in India today? 494 00:30:07,720 --> 00:30:10,720 If they are, then how ahead of them are you? 495 00:30:10,960 --> 00:30:13,200 In terms of market share, presently. 496 00:30:13,720 --> 00:30:15,560 There's a brand called Herbal Strategi. 497 00:30:15,640 --> 00:30:16,240 Hmm. 498 00:30:16,320 --> 00:30:19,240 - There's a brand called PureCult. - There's Born Good. 499 00:30:19,360 --> 00:30:21,680 So, we have many points of differentiation. 500 00:30:21,880 --> 00:30:24,160 PureCult's products are 501 00:30:24,240 --> 00:30:26,080 - two times pricier than us. - Expensive. 502 00:30:26,240 --> 00:30:30,120 Some of them are loaded with essential oils. 503 00:30:30,240 --> 00:30:31,680 They have added colours too. 504 00:30:31,760 --> 00:30:33,240 What's the difference in market share? 505 00:30:33,240 --> 00:30:34,600 But we're bigger than them. 506 00:30:34,640 --> 00:30:35,720 You're bigger than all of them? 507 00:30:35,960 --> 00:30:38,720 Not bigger than Herbal Strategi. 508 00:30:38,800 --> 00:30:40,760 They have been in the market 509 00:30:40,760 --> 00:30:41,720 - for a long time. - Been long. 510 00:30:41,840 --> 00:30:44,320 They have been in the market for 10-12 years. 511 00:30:44,480 --> 00:30:46,080 But we are bigger than the other two. 512 00:30:47,040 --> 00:30:48,480 How big is Herbal Strategi? 513 00:30:48,560 --> 00:30:50,080 They do business worth 514 00:30:50,080 --> 00:30:51,520 - 300-400 crores. - Okay. 515 00:30:51,640 --> 00:30:52,880 What's your revenue? 516 00:30:52,960 --> 00:30:55,560 Last month, we made Rs 80 lakhs. 517 00:30:55,840 --> 00:30:56,760 Not bad. 518 00:30:56,840 --> 00:30:59,080 - Revenue last year? - Rs 4.5 crores. 519 00:30:59,160 --> 00:31:01,320 - And this year projected? - Rs 12 crores. 520 00:31:08,000 --> 00:31:11,360 Because the space is not crowded in natural care yet. 521 00:31:11,720 --> 00:31:15,720 You have so much guts that Surf's price point 522 00:31:15,800 --> 00:31:17,480 which is the market leader, 523 00:31:17,720 --> 00:31:20,320 you've almost matched it. That's phenomenal. 524 00:31:21,200 --> 00:31:23,280 I will make you an offer. Rs 70 lakhs for 2 per cent. 525 00:31:31,520 --> 00:31:33,520 - Thank you. - I'll enjoy working with you. 526 00:31:34,480 --> 00:31:36,720 Simran, do you have anybody on your cap table yet? 527 00:31:36,920 --> 00:31:40,200 - I have my investors. - You raised 2-3 rounds. 528 00:31:40,280 --> 00:31:41,800 I have raised two rounds. 529 00:31:41,920 --> 00:31:44,960 The first round was raised in November 2021. 530 00:31:52,800 --> 00:31:56,400 And then I raised a round in February 2023. 531 00:31:56,480 --> 00:31:58,520 And that was Rs 12 crores. 532 00:31:58,720 --> 00:32:01,000 At a valuation of Rs 57 crores. 533 00:32:16,960 --> 00:32:19,280 So, I asked for a valuation 534 00:32:19,280 --> 00:32:20,440 - of Rs 70 crores. - That's not an unfair ask. 535 00:32:20,480 --> 00:32:21,440 Not an unfair ask. 536 00:32:23,120 --> 00:32:24,440 What's the margin in business? 537 00:32:24,680 --> 00:32:26,840 Our gross margin is 66 per cent. 538 00:32:26,920 --> 00:32:29,040 What's your spend on marketing currently? 539 00:32:29,240 --> 00:32:30,680 So 66 per cent. 540 00:32:34,000 --> 00:32:35,880 takes up 28 per cent. 541 00:32:58,320 --> 00:33:00,680 What was last month's loss and burn? 542 00:33:00,760 --> 00:33:03,800 So, last month, our loss was Rs 21 lakhs. 543 00:33:03,880 --> 00:33:06,760 And our burn was around Rs 27 lakhs. 544 00:33:11,480 --> 00:33:13,440 - You have the raised capital. - Yes. 545 00:33:13,520 --> 00:33:17,280 Is your sale on credit, cash, through which channel? 546 00:33:17,640 --> 00:33:20,240 So, 45 per cent is through my website. 547 00:33:20,360 --> 00:33:22,520 40 per cent through Amazon. 548 00:33:22,600 --> 00:33:24,560 7 to 8 per cent is Big Basket. 549 00:33:24,720 --> 00:33:27,720 And the rest is a long tail which includes quick commerce. 550 00:33:27,800 --> 00:33:31,800 How do you plan to scale it? Will you go offline or sell online? 551 00:33:31,960 --> 00:33:34,240 We have cracked a national deal. 552 00:33:34,320 --> 00:33:36,240 With Reliance stores. 553 00:33:36,960 --> 00:33:40,080 We have to bring it to a level of CM2 8 to 10 per cent. 554 00:33:40,200 --> 00:33:43,000 So that this can stand till the end. 555 00:33:43,200 --> 00:33:44,440 You have to increase the margin for that. 556 00:33:44,520 --> 00:33:45,960 We have to increase the margin for that. 557 00:33:46,080 --> 00:33:48,200 We have to implement pricing strategies for it. 558 00:33:48,280 --> 00:33:51,440 We have to keep close relationships with e-commerce sites. 559 00:33:51,520 --> 00:33:53,000 You will do it, Simran. 560 00:33:53,280 --> 00:33:55,960 Let's be fair to you and raise your valuation. 561 00:33:57,240 --> 00:34:00,040 So, my offer is at Rs 60 crores. 562 00:34:00,440 --> 00:34:03,960 Rs 70 lakh investment for 1.16 per cent of your company. 563 00:34:12,560 --> 00:34:16,160 Simran, after DDLJ, I wanted to call you Simran. 564 00:34:16,240 --> 00:34:17,720 So, Simran. 565 00:34:17,800 --> 00:34:21,320 You're so smart. The sales are great, what can we add? 566 00:34:21,440 --> 00:34:23,080 Aman, I'm not flattering you but 567 00:34:23,120 --> 00:34:26,560 your knowledge of digital, native brand building 568 00:34:26,720 --> 00:34:28,880 - I don't think anyone... - You're flattering him. 569 00:34:28,960 --> 00:34:31,640 - Flatter him if you want the deal. - Oh! 570 00:34:31,720 --> 00:34:33,320 I was waiting to hear this. 571 00:34:33,400 --> 00:34:34,440 [laughing] 572 00:34:36,280 --> 00:34:38,600 - No, but on a serious note. - I'm a solo founder. 573 00:34:38,680 --> 00:34:42,360 The experience that you guys have, the highs and lows that you've had 574 00:34:42,560 --> 00:34:45,680 even if you're one phone call away, once a quarter, 575 00:34:45,880 --> 00:34:48,400 it's very valuable to me. 576 00:34:49,640 --> 00:34:52,800 I had you. When you said that your premium is not much. 577 00:34:52,960 --> 00:34:54,040 That was the best part. 578 00:34:54,120 --> 00:34:56,240 The day your price started moving 579 00:34:56,240 --> 00:34:57,400 - towards equality. - Yeah. 580 00:34:57,760 --> 00:34:58,920 You will nail it! 581 00:35:00,040 --> 00:35:01,560 Vineeta, you want to do it with me? 582 00:35:08,000 --> 00:35:09,480 Rs 70 lakhs for 1 per cent. 583 00:35:19,440 --> 00:35:21,680 - It's a deal, Vineeta and Aman. - Alright. 584 00:35:31,560 --> 00:35:32,520 [laughing] 585 00:35:33,920 --> 00:35:35,880 She's clear, bro. She wanted Aman. 586 00:35:35,960 --> 00:35:38,680 [music playing] 587 00:35:40,160 --> 00:35:43,680 - Thank you. - You're great. 588 00:35:47,320 --> 00:35:48,800 Thank you. Good job! 589 00:35:48,960 --> 00:35:50,480 Congrats! All the best! 590 00:35:50,560 --> 00:35:51,880 Congratulations! 591 00:35:52,080 --> 00:35:53,960 I couldn't conclude it. 592 00:35:54,080 --> 00:35:56,000 But I'd like to tell you that your 593 00:35:56,000 --> 00:35:57,880 products have significant opportunity. 594 00:35:58,120 --> 00:36:01,840 We are the biggest buyers of cleaning products 595 00:36:01,920 --> 00:36:03,760 especially floor cleaning. 596 00:36:03,880 --> 00:36:07,520 - Yes. - So, I invite you to meet us. 597 00:36:07,680 --> 00:36:10,400 - And we will try to support you. - We will come. 598 00:36:10,480 --> 00:36:12,360 - Thanks, bro. - Thank you. 599 00:36:12,440 --> 00:36:14,520 Means a lot. Thank you. 600 00:36:15,040 --> 00:36:17,640 [music playing] 601 00:36:28,880 --> 00:36:31,360 - The founder is powerful. - Yeah, she's good. 602 00:36:31,440 --> 00:36:33,680 Exceptional founder. She's experienced. 603 00:36:33,800 --> 00:36:36,120 Professional, clarity of thinking, 604 00:36:36,440 --> 00:36:39,120 - understands business grounds. - Humble. 605 00:36:40,320 --> 00:36:42,520 One of the best founders on Shark Tank. 606 00:38:00,440 --> 00:38:03,800 Let's meet the first pitcher of the first season. 607 00:38:03,920 --> 00:38:07,200 Greetings, Sharks. I'm Aditi Bhutia Madan. 608 00:38:07,400 --> 00:38:11,000 I was born and raised in Darjeeling, Himalayas. 609 00:38:11,160 --> 00:38:14,280 People also know me as Momo Mami. 610 00:38:15,520 --> 00:38:20,040 It's Shark Tank India's first season and I'm the opener. 611 00:38:20,400 --> 00:38:22,280 It was impactful. 612 00:38:27,800 --> 00:38:29,440 It inspired hope. 613 00:38:29,880 --> 00:38:32,880 - Your momos are delicious. - Yes. 614 00:38:33,080 --> 00:38:34,360 - Very nice. - Thank you, Sharks. 615 00:38:34,440 --> 00:38:36,960 Your name, Momo Mami, 616 00:38:37,080 --> 00:38:38,360 I loved it. 617 00:38:39,400 --> 00:38:44,480 It was my dream to have a fine dining restaurant or outlet. 618 00:38:48,400 --> 00:38:51,160 Our new dining shop is being opened at Karol Bagh. 619 00:38:51,240 --> 00:38:53,080 And I'm very excited. 620 00:38:54,760 --> 00:38:56,360 After Shark Tank India 621 00:38:56,440 --> 00:38:59,240 my momos were in great demand. 622 00:39:00,520 --> 00:39:02,200 It used to be considered junk food. 623 00:39:02,320 --> 00:39:05,560 It has been adopted as staple food. 624 00:39:08,560 --> 00:39:11,120 Our Sharks, Aman Sir, Vineeta Ma'am, 625 00:39:11,200 --> 00:39:14,000 they supported me and were very happy 626 00:39:14,120 --> 00:39:17,800 that we opened outlets at a high footfall area. 627 00:39:19,000 --> 00:39:21,680 Everyone was recognising my work 628 00:39:21,760 --> 00:39:24,880 and the efforts that I've put in with my venture. 629 00:39:26,040 --> 00:39:28,520 We have more than 40 employees 630 00:39:28,720 --> 00:39:30,640 and mostly females. 631 00:39:32,600 --> 00:39:35,880 We have increased our storage capacity. 632 00:39:35,960 --> 00:39:39,280 We had a storage capacity of 20,000 pieces. 633 00:39:39,360 --> 00:39:43,120 Now, we have an in-house storage capacity of 1.5 lakh pieces. 634 00:39:43,960 --> 00:39:46,680 Apart from our 35 in-house variants, 635 00:39:46,760 --> 00:39:49,760 we added 40 more variants. 636 00:39:51,880 --> 00:39:56,240 Three years ago, when I see myself as an entrepreneur 637 00:39:56,320 --> 00:40:00,120 or even our product or brand, Momo Mami. 638 00:40:00,200 --> 00:40:02,040 There was not much recognition. 639 00:40:02,160 --> 00:40:05,320 But the place I'm at today, 640 00:40:05,400 --> 00:40:09,080 Aditi Madan, Momo Mami and BluePine Foods. 641 00:40:09,160 --> 00:40:11,280 I'd just like to thank Shark Tank India 642 00:40:11,320 --> 00:40:12,800 for bringing the change in me. 643 00:40:12,840 --> 00:40:15,040 - Momo Mama. - Mami. 644 00:40:15,120 --> 00:40:17,240 - And I'm Momo Uncle. - [laughing] 645 00:40:18,960 --> 00:40:21,040 Momos have become a meal. 646 00:40:21,160 --> 00:40:23,680 She is a very good human being. 647 00:40:23,760 --> 00:40:25,560 I'm sure she'll do well. 648 00:40:25,760 --> 00:40:27,000 [camera clicks] 649 00:40:28,800 --> 00:40:30,920 [music playing] 650 00:40:46,040 --> 00:40:49,800 Aman, you must've heard about Crime master Gogo. 651 00:40:50,160 --> 00:40:51,400 He used to pull out eyes 652 00:40:51,480 --> 00:40:52,720 - and play with them. - Play with them. 653 00:40:53,080 --> 00:40:55,560 But we are not here to discuss that. 654 00:40:56,440 --> 00:40:59,840 We're here to discuss something that a man's future depends on. 655 00:41:00,840 --> 00:41:03,680 If it gets kicked, it hurts. 656 00:41:04,680 --> 00:41:08,320 You must've understood who we are and what we're here for. 657 00:41:08,640 --> 00:41:12,640 Whether it's summer, winter, or monsoon, we're always stuck. 658 00:41:13,240 --> 00:41:16,720 Bras were made for women's support years ago. 659 00:41:16,920 --> 00:41:19,880 But who will support our brothers? 660 00:41:20,000 --> 00:41:21,760 Due to the current design of underwears, 661 00:41:30,000 --> 00:41:32,480 It becomes embarassing in public. 662 00:41:32,680 --> 00:41:35,080 Also, women feel very uncomfortable. 663 00:41:35,160 --> 00:41:35,680 Absolutely. 664 00:41:35,800 --> 00:41:37,240 Enough! 665 00:41:37,320 --> 00:41:39,200 We can't stay stuck. 666 00:41:39,360 --> 00:41:41,400 - It's time to break free. - [laughing] 667 00:41:44,120 --> 00:41:45,200 Will you separate it? 668 00:41:46,880 --> 00:41:48,760 [music playing] 669 00:41:49,360 --> 00:41:51,760 - Oh! What a relief! - But how come three? 670 00:41:51,880 --> 00:41:53,240 What's this? 671 00:41:53,440 --> 00:41:56,120 [laughing] 672 00:41:58,480 --> 00:42:00,800 Greetings, Sharks. My name is Ankit. 673 00:42:06,640 --> 00:42:08,000 [music playing] 674 00:42:22,160 --> 00:42:24,320 Along with that, it also provides relief 675 00:42:24,440 --> 00:42:26,760 from discomforts like chaffing, rashes and itching. 676 00:42:27,280 --> 00:42:28,920 We use the Modal fabric 677 00:42:28,960 --> 00:42:31,560 obtained from Beechwood to make our underwear 678 00:42:34,480 --> 00:42:35,720 but antimicrobial too. 679 00:42:36,000 --> 00:42:39,040 We launched this in 2023. 680 00:42:39,120 --> 00:42:41,360 Today, we sell our products through our website 681 00:42:41,480 --> 00:42:43,800 and two marketplaces. 682 00:42:48,520 --> 00:42:49,520 [Sharks laugh] 683 00:42:49,960 --> 00:42:51,840 Sharks, our vision is 684 00:42:51,920 --> 00:42:55,560 to provide comfortable underwear to all the men in the world 685 00:42:56,120 --> 00:43:00,560 so that they can feel comfortable and confident in every situation 686 00:43:00,640 --> 00:43:03,800 and they never have the need to adjust their pants. 687 00:43:13,680 --> 00:43:14,880 I play cricket. 688 00:43:15,040 --> 00:43:17,080 You wear a groin guard while playing the sport. 689 00:43:17,160 --> 00:43:19,160 If an underwear were to offer that kind of support, 690 00:43:19,560 --> 00:43:22,440 you'd feel really comfortable and wouldn't have the need to adjust. 691 00:43:22,720 --> 00:43:24,360 We did extensive research, 692 00:43:24,440 --> 00:43:26,400 but no such product is available in the Indian market. 693 00:43:26,560 --> 00:43:28,960 That was the idea behind it plus we identified a gap. 694 00:43:51,960 --> 00:43:53,760 What did you all do before this? 695 00:43:54,040 --> 00:43:56,680 I'm an electronics and telecommunications engineer. 696 00:43:56,760 --> 00:43:59,080 - From where? - IET DAVV, Indore. 697 00:43:59,360 --> 00:44:02,320 I did a job for a year and then started my own business. 698 00:44:02,400 --> 00:44:03,800 What business were you into? 699 00:44:03,880 --> 00:44:05,080 IT services. 700 00:44:05,160 --> 00:44:07,040 I now work here full-time. 701 00:44:07,080 --> 00:44:07,720 What about you? 702 00:44:07,800 --> 00:44:10,240 I've done engineering too. We're college friends. 703 00:44:10,560 --> 00:44:11,640 After that... 704 00:44:11,720 --> 00:44:14,720 My relatives run a business, they own a fuel station. 705 00:44:14,800 --> 00:44:15,840 It's a fuel pump. 706 00:44:16,120 --> 00:44:17,800 So, I joined them. 707 00:44:18,200 --> 00:44:21,000 After that, we started 2Ballz. 708 00:44:21,240 --> 00:44:21,960 And what about you? 709 00:44:22,040 --> 00:44:25,160 I joined my family business after completing my engineering. 710 00:44:25,520 --> 00:44:26,640 Our family business 711 00:44:26,680 --> 00:44:29,440 is into the trading and procurement of foods. 712 00:44:29,520 --> 00:44:31,160 What do your families say now? 713 00:44:31,360 --> 00:44:33,160 - Comfortable... - Now that you switched businesses. 714 00:44:33,560 --> 00:44:34,360 They're comfortable... 715 00:44:34,400 --> 00:44:36,320 That's because they wear your underwear, 716 00:44:36,400 --> 00:44:37,600 but what do they have to say about your business? 717 00:44:37,680 --> 00:44:39,640 I explained the real problem to them. 718 00:44:39,720 --> 00:44:42,160 - Initially, they didn't take it seriously. - Okay. 719 00:44:42,280 --> 00:44:43,880 Then they seriously felt 720 00:44:44,000 --> 00:44:46,360 that it was a problem and there was a huge gap... 721 00:44:46,440 --> 00:44:48,000 [laughs] Gap! 722 00:44:48,480 --> 00:44:49,680 - Gap... - [Sharks laugh] 723 00:44:50,400 --> 00:44:51,840 And I should carry on with it. 724 00:44:52,520 --> 00:44:55,400 - I... Can I show it to you? - Yes, please show it to us. 725 00:44:55,520 --> 00:44:58,400 Basically, this is our 2Ballz pouch. 726 00:44:58,880 --> 00:45:01,400 When you wear this as regular underwear, 727 00:45:01,720 --> 00:45:05,080 it keeps the testicles and the male organ 728 00:45:05,160 --> 00:45:06,760 separate from the body. 729 00:45:06,840 --> 00:45:10,240 That lowers the temperature of the crotch area 730 00:45:10,360 --> 00:45:14,320 providing relief from sweating, rashes and itching. 731 00:45:14,400 --> 00:45:17,000 Plus, it gives ample support all day long 732 00:45:17,320 --> 00:45:18,480 without constricting them. 733 00:45:21,040 --> 00:45:22,000 Yes. 734 00:45:22,120 --> 00:45:23,960 Did you read up on the science? 735 00:45:24,240 --> 00:45:25,080 Uh, yes. 736 00:45:25,160 --> 00:45:26,800 - You have discussed this with doctors. - Yes. 737 00:45:27,080 --> 00:45:28,640 So, your product is safe to use. 738 00:45:28,720 --> 00:45:30,400 - Yes, sir. - A lot of doctors use it too. 739 00:45:38,280 --> 00:45:39,640 Could you show us the product? 740 00:45:39,720 --> 00:45:40,680 - Yes. - Yes. 741 00:45:44,840 --> 00:45:46,200 You can take it there. 742 00:45:49,400 --> 00:45:50,640 Thank you. 743 00:45:53,520 --> 00:45:54,880 Your designs are really bad. 744 00:45:55,120 --> 00:45:56,320 [tense music playing] 745 00:45:58,280 --> 00:45:59,360 Including the colours and feel. 746 00:45:59,440 --> 00:46:01,080 If you've seen, nowadays... 747 00:46:01,360 --> 00:46:03,640 There was a brand called Bummer that came in Season 1. 748 00:46:03,720 --> 00:46:06,160 Then there are good brands like XYXX also. 749 00:46:06,360 --> 00:46:08,720 We've introduced eight new colours. 750 00:46:08,880 --> 00:46:11,760 Along with that, we are dealing in solids. 751 00:46:11,840 --> 00:46:13,600 Let's talk about your USP. 752 00:46:13,840 --> 00:46:17,240 Don't you think everybody has this design option? 753 00:46:17,400 --> 00:46:18,840 How will you compete in the market? 754 00:46:18,920 --> 00:46:20,760 How will the differentiation stay? 755 00:46:21,320 --> 00:46:23,680 I think the market is big enough for everyone. 756 00:46:23,760 --> 00:46:25,560 Dollar, Dixcy and Jockey were already there. 757 00:46:25,720 --> 00:46:29,200 DaMENSCH, XYXX and Bummer also made a place for themselves. 758 00:46:29,280 --> 00:46:31,400 - You're an innerwear company. - Yes, comfort-oriented. 759 00:46:37,120 --> 00:46:41,520 I mean, such in-your-face branding companies 760 00:46:41,640 --> 00:46:43,120 just do not scale. 761 00:46:43,280 --> 00:46:47,240 So, you kept your USP as your brand name! 762 00:46:47,720 --> 00:46:49,960 And an in-your-face name like 'Ballz' is a big no. 763 00:46:50,160 --> 00:46:51,880 You could have named it Left And Right also. 764 00:46:52,200 --> 00:46:55,320 There were two reasons why we thought of this name for branding. 765 00:46:55,400 --> 00:46:57,280 Firstly, the market was already too crowded. 766 00:46:57,520 --> 00:46:59,200 We needed to keep such a name 767 00:46:59,280 --> 00:47:01,640 that if you hear it once, you can recall the brand. 768 00:47:01,760 --> 00:47:03,320 - And... - It doesn't bring seriousness... 769 00:47:03,400 --> 00:47:05,160 - Yes. - It doesn't lend seriousness to your business. 770 00:47:05,200 --> 00:47:08,040 Who will say, "I wear underwear by 2Ballz"? 771 00:47:08,120 --> 00:47:10,640 You're indirectly telling your customers 772 00:47:11,040 --> 00:47:12,480 not to buy your products. 773 00:47:12,600 --> 00:47:13,760 [tense music playing] 774 00:47:17,600 --> 00:47:21,080 We currently deal in three categories. 775 00:47:21,200 --> 00:47:24,400 The MRP of our briefs is Rs. 699 776 00:47:24,640 --> 00:47:27,120 and that of our trunks is Rs. 799. 777 00:47:27,200 --> 00:47:29,400 The MRP of our boxers is Rs. 849. 778 00:47:29,480 --> 00:47:30,760 I could get Jockey for that price. 779 00:47:31,280 --> 00:47:33,400 Yes, but... 780 00:47:33,600 --> 00:47:35,160 We deal in the premium segment too 781 00:47:35,240 --> 00:47:38,520 and deliver products of good fabric and quality. 782 00:47:38,600 --> 00:47:42,320 If Jockey gives me the same product, I'll buy from them. 783 00:47:42,400 --> 00:47:43,600 Jockey doesn't offer a pouch. 784 00:47:43,760 --> 00:47:45,520 - Not currently, but they might in future. - True. 785 00:47:45,640 --> 00:47:46,520 If the sales increase. 786 00:47:46,600 --> 00:47:48,200 Sir, that's the case with every product. 787 00:47:48,320 --> 00:47:51,400 If you look from that angle, competition exists everywhere. 788 00:47:51,840 --> 00:47:53,840 Let's see if you have your eye on the ball. 789 00:47:54,480 --> 00:47:56,360 Your numbers will tell us 790 00:47:56,720 --> 00:47:58,040 what you're doing... 791 00:47:58,080 --> 00:47:59,680 They've sold only 1,000 units. What numbers? 792 00:47:59,800 --> 00:48:00,760 Just 1,000 units! 793 00:48:02,280 --> 00:48:03,240 When did you start? 794 00:48:03,400 --> 00:48:04,840 In January 2023. 795 00:48:04,960 --> 00:48:06,880 Okay. What were last month's sales? 796 00:48:06,960 --> 00:48:09,680 Our sales in August were Rs. 1.64 lakhs. 797 00:48:09,880 --> 00:48:12,360 I see. What was the growth before that? 798 00:48:12,440 --> 00:48:15,280 Our sales in July were Rs. 1.65 lakhs. 799 00:48:15,480 --> 00:48:17,960 In June, our sales were Rs. 1.8 lakhs. 800 00:48:18,040 --> 00:48:20,160 - You said you owned an IT services company. - Yes. 801 00:48:20,240 --> 00:48:22,040 How much would you make per month? 802 00:48:22,200 --> 00:48:23,200 Rs. 3 to 5 lakhs. 803 00:48:23,280 --> 00:48:24,280 Whoa! 804 00:48:25,360 --> 00:48:28,680 - What was your salary, Ankit? - Rs. 45,000. 805 00:48:28,800 --> 00:48:30,160 Rs. 45,000. What about you? 806 00:48:30,240 --> 00:48:32,840 It was my family business, so I didn't draw a salary... 807 00:48:32,960 --> 00:48:35,800 - You must have made something. - About Rs. 80,000 to 90,000 808 00:48:35,880 --> 00:48:37,640 - would come to me. - That's Rs. 1.5 lakhs. 809 00:48:37,720 --> 00:48:38,600 3.5 lakhs... 810 00:48:38,640 --> 00:48:41,720 - Let me add yours also... Rs. 5 lakhs a month... - Yes. 811 00:48:41,800 --> 00:48:45,560 So, even though you were making good money, 812 00:48:45,640 --> 00:48:48,640 you decided to quit your businesses and start this. 813 00:48:49,680 --> 00:48:51,600 We don't understand what you saw in it. 814 00:48:51,680 --> 00:48:53,240 We didn't quit completely. 815 00:48:53,320 --> 00:48:55,000 We worked there part-time during the initial days. 816 00:48:55,160 --> 00:48:58,280 We incorporated this company in 2019, 817 00:48:58,360 --> 00:48:59,560 the reason being 818 00:48:59,680 --> 00:49:02,360 we wanted to register the design for the pouch. 819 00:49:02,560 --> 00:49:04,960 - So, we incorporated... - Forget about the design. 820 00:49:05,080 --> 00:49:05,960 Tell me something. 821 00:49:06,120 --> 00:49:09,000 Something must have happened for you to suddenly feel 822 00:49:09,240 --> 00:49:12,640 like this business is in trend 823 00:49:12,720 --> 00:49:14,960 and your products would sell like hot cakes! 824 00:49:15,200 --> 00:49:16,920 - That happened to us. - That's why Rs. 5 lakhs... 825 00:49:17,000 --> 00:49:19,120 You said your sales were Rs. 1.5 lakhs. When did it happen? 826 00:49:19,200 --> 00:49:20,200 - How did it happen? - In January... 827 00:49:20,280 --> 00:49:23,760 We launched with a small MAQ in the market. 828 00:49:24,000 --> 00:49:25,200 Within a few days of our launch, 829 00:49:25,280 --> 00:49:29,280 our hero product, the trunks, went out of stock. 830 00:49:29,320 --> 00:49:31,000 Even now it is out of stock. 831 00:49:31,080 --> 00:49:33,480 Do you men think this is solving the problem? 832 00:49:33,560 --> 00:49:35,000 No, there is no such problem. 833 00:49:40,960 --> 00:49:44,880 The majority of the feedback we got had one common point. 834 00:49:44,920 --> 00:49:47,600 People were happy that such a product 835 00:49:47,680 --> 00:49:49,320 would be entering the Indian market. 836 00:49:49,400 --> 00:49:50,840 Let me tell you something. 837 00:49:51,160 --> 00:49:52,720 Instead of 2Ballz, 838 00:49:53,280 --> 00:49:56,000 launch underwear by the name 1Ball, okay? 839 00:49:56,320 --> 00:49:58,400 Many people will give you the feedback 840 00:49:58,480 --> 00:49:59,640 that your product is amazing. 841 00:49:59,760 --> 00:50:01,240 So, will you start that business? 842 00:50:27,240 --> 00:50:29,240 I don't find this business investable right now. 843 00:50:29,320 --> 00:50:30,160 It's too early. 844 00:50:30,280 --> 00:50:32,160 I also don't think you need money right now. 845 00:50:32,360 --> 00:50:35,080 So, I am out, but best of luck. 846 00:50:36,480 --> 00:50:38,320 This is a bad business in my opinion. 847 00:50:38,720 --> 00:50:39,520 That's fine. 848 00:50:39,600 --> 00:50:42,280 - It seems like a gimmicky product. - Okay. 849 00:50:42,360 --> 00:50:44,360 It will not be a serious business ever. 850 00:50:44,600 --> 00:50:45,440 I'm out. 851 00:50:46,360 --> 00:50:49,520 In my opinion, this is obscene and disgusting. 852 00:50:50,600 --> 00:50:53,840 You make one adjustment and feel it's a product-market fit 853 00:50:53,920 --> 00:50:55,080 and your business will do well. 854 00:50:55,680 --> 00:50:57,040 I am out, good luck. 855 00:51:06,400 --> 00:51:09,840 I believe that if the product is good and the price is low, 856 00:51:10,000 --> 00:51:11,240 only then it will sell in India. 857 00:51:11,520 --> 00:51:15,280 You don't seem to have figured out the product-market fit properly. 858 00:51:15,760 --> 00:51:19,440 Please pursue it further and see where the road takes you. 859 00:51:19,560 --> 00:51:21,200 Best wishes to you. 860 00:51:21,280 --> 00:51:22,480 - Thank you. - I'm out. 861 00:51:24,040 --> 00:51:27,480 Let us suppose that your technology works, 862 00:51:27,640 --> 00:51:30,040 then all the brands will have it too within six months. 863 00:51:30,760 --> 00:51:33,240 My suggestion is that you approach them 864 00:51:33,440 --> 00:51:36,480 and if you could sell this to them and make some money, do that. 865 00:51:36,600 --> 00:51:39,120 Building this business with this brand name, 866 00:51:39,280 --> 00:51:41,320 logo and product seems implausible. 867 00:51:41,440 --> 00:51:42,880 I'm out, best of luck. 868 00:51:43,080 --> 00:51:44,560 - Okay. - Okay, thank you. 869 00:51:44,640 --> 00:51:46,280 Come on, prove us wrong. Good luck. 870 00:51:46,440 --> 00:51:47,840 - Thank you. - All the very best. 871 00:51:47,920 --> 00:51:48,760 Good luck. 872 00:51:50,960 --> 00:51:54,400 Look. I also support entrepreneurs a lot, okay? 873 00:51:54,480 --> 00:51:55,440 I like them too, 874 00:51:55,680 --> 00:51:57,400 but guiding them in the right direction is our duty. 875 00:51:57,480 --> 00:52:00,960 When you tell them that no business is wrong, 876 00:52:01,040 --> 00:52:02,120 - then you're wrong. - No. 877 00:52:02,200 --> 00:52:03,080 There's no problem with it. 878 00:52:03,200 --> 00:52:05,200 Innerwear business is a good business. They just can't.. 879 00:52:05,280 --> 00:52:06,520 This is not a good business! 880 00:52:06,600 --> 00:52:09,080 Underwear is a good business... I have two underwear brands! 881 00:52:09,600 --> 00:52:10,480 It's a cluttered market. 882 00:52:10,600 --> 00:52:12,240 - That's not the point. - They're confused. 883 00:52:12,320 --> 00:52:16,000 - The problem is... - They started it for television fame, a 100%. 884 00:52:18,760 --> 00:52:21,040 Friends, welcome to Ask The Shark. 885 00:52:21,160 --> 00:52:22,440 Joining us today 886 00:52:22,520 --> 00:52:24,520 is the Co-Founder and CMO of boAt, Mr. Aman Gupta. 887 00:52:24,680 --> 00:52:26,520 - What's up? - Do you like juice? How about some juice, sir? 888 00:52:26,640 --> 00:52:28,560 - Yes, I drink orange juice. - Orange juice. 889 00:52:28,720 --> 00:52:31,400 Sir, the question is related to juice. 890 00:52:31,520 --> 00:52:33,800 It is by Nusrat Jamal from Uttar Pradesh. 891 00:52:50,400 --> 00:52:52,400 - You'll notice there is so much creativity in India. - Yes. 892 00:52:52,480 --> 00:52:54,600 It leaves me surprised. 893 00:52:54,680 --> 00:52:56,720 "There's so much creativity in this country." 894 00:52:56,880 --> 00:52:59,400 - "People have such amazing ideas." - Yes. 895 00:52:59,480 --> 00:53:00,520 If you ask me, 896 00:53:00,600 --> 00:53:02,640 our marketing team loves to try new things. 897 00:53:02,720 --> 00:53:04,440 - I tell them to go ahead. - Yes. 898 00:53:04,520 --> 00:53:07,760 If you try ten things, one or two might work, 899 00:53:07,880 --> 00:53:09,560 but those things will bring unimaginable results. 900 00:53:09,640 --> 00:53:10,640 It's very impactful. 901 00:53:10,720 --> 00:53:12,600 If you look at it, the first AI video 902 00:53:12,760 --> 00:53:14,320 - was done by us. - Yes. 903 00:53:14,440 --> 00:53:15,640 We brought AP Dhillon to India. 904 00:53:15,920 --> 00:53:17,280 We also brought Speed to India. 905 00:53:17,360 --> 00:53:19,520 It gave rise to so much viral content. 906 00:53:19,640 --> 00:53:21,520 Then we did an event with The Quick Style. 907 00:53:21,720 --> 00:53:23,640 We hosted a metaverse concert. 908 00:53:23,720 --> 00:53:26,120 We get really creative when it comes to marketing 909 00:53:59,440 --> 00:54:01,640 We'll see you next time. You stay tuned.