1 00:00:10,000 --> 00:00:11,400 [music playing] 2 00:00:32,720 --> 00:00:34,400 [theme music playing] 3 00:00:52,280 --> 00:00:53,760 [theme music concludes] 4 00:00:54,400 --> 00:00:55,560 - Greetings, Sharks. - Greetings. 5 00:01:13,240 --> 00:01:15,840 So, you're feeling edgy and you're feeling free. 6 00:01:15,920 --> 00:01:17,680 These are just two moods. 7 00:01:18,160 --> 00:01:19,960 At Littlebox India, 8 00:01:20,440 --> 00:01:22,080 for all your moods, 9 00:01:22,160 --> 00:01:23,920 we have an OOTD. 10 00:01:24,000 --> 00:01:28,440 Sharks, we have an outfit for all your moods. 11 00:01:28,520 --> 00:01:30,560 Presenting Littlebox. 12 00:01:32,000 --> 00:01:33,560 - [Vineeta] Whoa! - [Namita] Whoa! 13 00:01:33,720 --> 00:01:35,960 - [Anupam] Whoa! - Wow... 14 00:01:36,080 --> 00:01:37,240 Nice. 15 00:01:38,480 --> 00:01:40,160 [upbeat song playing] 16 00:01:40,400 --> 00:01:41,600 Woohoo! 17 00:01:46,360 --> 00:01:47,520 Nice. 18 00:01:47,840 --> 00:01:49,240 [upbeat music playing] 19 00:02:07,040 --> 00:02:08,280 - Nice. - [chuckle] 20 00:02:08,520 --> 00:02:11,720 Sharks, Littlebox is a fast fashion D2C brand 21 00:02:17,520 --> 00:02:19,400 to express their individuality. 22 00:02:19,640 --> 00:02:23,680 All our products are made keeping Gen Zs in mind. 23 00:02:23,840 --> 00:02:27,800 Sharks, we started Littlebox India in the month of June 2022 24 00:02:45,800 --> 00:02:49,040 Is everything including the footwear they're wearing yours? 25 00:02:49,560 --> 00:02:50,440 - Yes. - Yes. 26 00:02:50,520 --> 00:02:51,920 - Thank you very much. - Girls, good job. 27 00:02:51,960 --> 00:02:53,760 - Thank you so much. - Thank you. 28 00:02:54,280 --> 00:02:55,600 Team Littlebox, 29 00:03:06,120 --> 00:03:09,000 Our backend work including marketing, 30 00:03:09,080 --> 00:03:13,480 content, IT and operations is Guwahati-based. 31 00:03:23,520 --> 00:03:25,640 - Where is your home? - Guwahati. 32 00:03:25,800 --> 00:03:28,360 Wonderful. How did you two meet? 33 00:03:28,440 --> 00:03:30,880 We've known each other for the last 18 years 34 00:03:31,000 --> 00:03:32,800 and have been married for 6 years now. 35 00:03:32,880 --> 00:03:34,560 My God! That's amazing. 36 00:05:42,360 --> 00:05:44,640 We don't get a lot of ventures from Assam. 37 00:05:44,760 --> 00:05:46,120 So, out of curiosity, 38 00:05:46,400 --> 00:05:48,960 how is the start-up ecosystem in Assam? 39 00:05:49,120 --> 00:05:50,120 It is very new. 40 00:05:50,240 --> 00:05:51,960 There was nothing five years ago. 41 00:05:52,200 --> 00:05:54,080 If you go to Assam right now, 42 00:05:54,160 --> 00:05:57,720 you'll see young people doing something new. 43 00:05:57,800 --> 00:05:59,520 Does the government offer support to start-ups? 44 00:05:59,600 --> 00:06:01,800 We have a very supportive government 45 00:06:01,920 --> 00:06:03,840 at least in this sphere. 46 00:06:03,960 --> 00:06:05,840 We have incubation centres 47 00:06:05,920 --> 00:06:09,720 that help and motivate start-ups. 48 00:06:09,840 --> 00:06:12,040 What do you both oversee? 49 00:06:12,160 --> 00:06:14,560 So, I take care of the creatives, 50 00:06:14,640 --> 00:06:17,440 the designing, content, 51 00:06:17,520 --> 00:06:20,120 customer support and HR. 52 00:06:20,200 --> 00:06:24,400 I also take care of a little bit of the marketing. 53 00:06:24,600 --> 00:06:29,000 I take care of marketing and 100% of the operations. 54 00:06:29,120 --> 00:06:32,160 I oversee almost 100% of the IT. 55 00:06:32,240 --> 00:06:34,360 What are your backgrounds? What did you study? 56 00:06:34,440 --> 00:06:37,960 I don't have any professional background in designing. 57 00:06:38,040 --> 00:06:40,480 I did my Bachelor's in Mass Comm and Journalism. 58 00:06:40,560 --> 00:06:42,040 After that, for a year, 59 00:06:42,120 --> 00:06:47,040 I tried to work in PR and reporting. 60 00:06:56,720 --> 00:06:58,880 - Is it still in business or not? - Yes, the brand is. 61 00:06:59,000 --> 00:07:00,160 Why did you quit it? 62 00:07:10,680 --> 00:07:12,840 I started the business with my co-founder at the time 63 00:07:12,920 --> 00:07:15,320 but didn't do the entire paperwork 64 00:07:15,400 --> 00:07:17,960 about the equity, shares and others. 65 00:07:18,120 --> 00:07:20,120 He gave me a verbal commitment. 66 00:07:20,200 --> 00:07:21,920 I trusted him. 67 00:07:22,000 --> 00:07:24,880 It was going well, all of it, 68 00:07:24,960 --> 00:07:29,200 but in 2018-19, I started feeling 69 00:07:29,280 --> 00:07:33,360 I was not able to push my potential to the fullest. 70 00:07:33,440 --> 00:07:37,480 I had gained a lot of experience in running a fashion D2C business. 71 00:07:37,560 --> 00:07:42,080 So, I then felt that I wanted to do something on my own. 72 00:07:42,200 --> 00:07:44,760 Does that company do the same thing as you? 73 00:07:44,880 --> 00:07:46,520 They also are a fashion D2C business, 74 00:07:46,600 --> 00:07:48,240 but the price point is different. 75 00:07:48,320 --> 00:07:50,960 You hadn't done the paperwork then. Have you done it this time around? 76 00:07:51,040 --> 00:07:51,840 Yes. 77 00:07:51,960 --> 00:07:53,640 I did it at the start this time. 78 00:07:53,720 --> 00:07:55,160 What's the equity split? 79 00:08:01,400 --> 00:08:02,920 - Private limited company. - Nice. 80 00:08:03,000 --> 00:08:05,560 - Rimjim, are you the CEO? - Yes. 81 00:08:05,680 --> 00:08:08,200 Who decided you will be the CEO? 82 00:08:08,280 --> 00:08:09,240 I did. 83 00:08:09,320 --> 00:08:10,880 [Sharks laugh] 84 00:08:10,960 --> 00:08:13,120 I was the CEO even with the last brand. 85 00:08:13,240 --> 00:08:16,040 Now, you have that title for life, right. 86 00:08:16,400 --> 00:08:18,000 You won't settle for less. Nothing less works. 87 00:08:18,120 --> 00:08:19,000 Nothing... 88 00:08:25,600 --> 00:08:26,600 The product is trendy. 89 00:08:26,680 --> 00:08:27,840 For example, 90 00:08:27,920 --> 00:08:32,000 there's a trend of Versace pumps all over the internet. 91 00:08:32,200 --> 00:08:34,840 It might be available in India at Versace's outlets, 92 00:08:34,920 --> 00:08:38,840 - but not from the point of view of affordability. - Right. 93 00:08:38,920 --> 00:08:40,720 If imported ones are available, 94 00:08:40,800 --> 00:08:42,920 they'll cost around Rs. 6,000 to 7,000. Of course duplicate! 95 00:08:43,040 --> 00:08:44,640 - Fast fashion. - Yes. Fast fashion. 96 00:08:44,840 --> 00:08:47,240 So, what we did is we made that product. 97 00:08:47,320 --> 00:08:49,720 We started selling it 98 00:08:49,800 --> 00:08:51,680 - and we went viral with that product. - Okay. 99 00:08:51,800 --> 00:08:54,480 - In September... - Where did you start selling? 100 00:08:54,560 --> 00:08:55,720 - On what platform? - Online. 101 00:08:55,800 --> 00:08:57,480 All our sales are through 102 00:08:57,600 --> 00:08:59,280 - our website. - By online, you mean website. 103 00:09:04,720 --> 00:09:05,560 Yes. 104 00:09:05,640 --> 00:09:08,760 We started building a community on Instagram. 105 00:09:21,360 --> 00:09:22,680 One year and three months. 106 00:09:22,760 --> 00:09:24,200 - Whoa! - My God! 107 00:09:24,320 --> 00:09:25,440 - Wow! - Superb. 108 00:09:25,560 --> 00:09:27,920 - You nailed it. - Rimjim! Partha! 109 00:09:28,920 --> 00:09:31,400 What will you end the year at? 110 00:09:31,520 --> 00:09:33,720 Our team and we have set a target 111 00:09:46,480 --> 00:09:48,640 In terms of percentage, we are EBITDA positive. 112 00:09:53,640 --> 00:09:56,360 You've mentioned Gen Z so many times. 113 00:09:56,440 --> 00:09:58,360 What is it that you offer them? 114 00:09:58,440 --> 00:10:00,360 We talk about whatever they're talking about. 115 00:10:00,440 --> 00:10:03,880 Gen Z is a community that is highly opinionated. 116 00:10:04,000 --> 00:10:07,880 - When we were their age, we were under-opinionated. - Correct. 117 00:10:07,960 --> 00:10:10,160 - We used to follow whatever seemed good. - Yes. 118 00:10:10,280 --> 00:10:11,840 - They have their own opinions. - Yes. 119 00:10:11,920 --> 00:10:13,960 So, we try to include them. 120 00:10:14,080 --> 00:10:16,840 For example, the representation of the LGBTQ community, 121 00:10:17,080 --> 00:10:19,880 how they want us to embrace that. 122 00:10:19,960 --> 00:10:21,440 So, we try to create a community. 123 00:10:21,520 --> 00:10:22,720 What are your core values? 124 00:10:22,840 --> 00:10:24,080 One of the core values 125 00:10:24,160 --> 00:10:26,840 which we are trying to work on right now 126 00:10:26,920 --> 00:10:28,600 and will take us some time, 127 00:10:28,800 --> 00:10:30,400 is to be sustainable. 128 00:10:30,640 --> 00:10:33,320 What we're trying to do is eliminate overproduction. 129 00:10:33,400 --> 00:10:35,600 - Okay. - And become sustainable in the long run. 130 00:10:35,680 --> 00:10:38,240 Today, we don't have inventory 131 00:10:38,360 --> 00:10:40,240 for more than 10 days in our warehouse. 132 00:10:40,360 --> 00:10:42,200 Here's the problem. You make a product 133 00:10:42,280 --> 00:10:45,120 and place an order for the next three months. 134 00:10:45,200 --> 00:10:46,280 Then you launch it. 135 00:10:46,360 --> 00:10:49,120 Not necessary that the product... It might do well in the start, 136 00:10:49,200 --> 00:10:51,200 then not so much for the next two months. 137 00:10:51,280 --> 00:10:53,040 That becomes your dead stock. 138 00:10:53,120 --> 00:10:54,040 That's not what we do. 139 00:10:54,120 --> 00:10:56,440 We first ask the customers 140 00:11:25,080 --> 00:11:26,560 What's your factory's capacity? 141 00:11:32,760 --> 00:11:35,160 The small batch we manufacture in our factory 142 00:11:35,240 --> 00:11:36,720 is under our control. 143 00:11:36,840 --> 00:11:39,600 Suppose I have to manufacture 10 products today, 30 each, 144 00:11:39,600 --> 00:11:41,520 we will make those in our factory only. 145 00:11:41,720 --> 00:11:42,880 That ought to be scaled 146 00:11:43,000 --> 00:11:44,680 because new products need to be introduced. 147 00:11:44,800 --> 00:11:47,640 We will strive to do it through CapEx units 148 00:11:47,720 --> 00:11:50,240 otherwise, we won't have assets. 149 00:11:50,320 --> 00:11:51,440 - CapEx. - Right. 150 00:11:51,520 --> 00:11:53,520 - You won't need to invest more upfront. - Yes. 151 00:11:53,600 --> 00:11:54,720 Show us your products, please. 152 00:11:57,760 --> 00:11:59,080 Good to see you up close. 153 00:11:59,520 --> 00:12:00,800 [music playing] 154 00:12:08,800 --> 00:12:09,640 What material is this? 155 00:12:09,760 --> 00:12:11,800 It's cotton and polyester. 156 00:12:11,880 --> 00:12:14,840 It's 40% cotton and 60% polyester. 157 00:12:15,800 --> 00:12:19,440 The zip is so non-functional. It gets stuck every now and then. 158 00:12:19,720 --> 00:12:22,200 Either the product is not good 159 00:12:22,320 --> 00:12:24,440 or it's your quality, I don't know. 160 00:12:25,920 --> 00:12:27,760 The product quality isn't great. 161 00:12:27,840 --> 00:12:30,680 Like this shoe. I notice unevenness. 162 00:12:30,840 --> 00:12:32,880 What surprises me is 163 00:12:33,000 --> 00:12:34,600 how you could achieve such a large-scale business 164 00:12:34,680 --> 00:12:38,080 with a non-differentiated product in such less time! 165 00:12:38,160 --> 00:12:39,720 Is it distribution? 166 00:12:40,000 --> 00:12:42,880 Did you crack the digital marketing or something else? 167 00:12:42,960 --> 00:12:44,600 For the price that we are offering, 168 00:12:51,720 --> 00:12:55,080 customers get really excited about it. 169 00:12:55,760 --> 00:12:57,040 I want to see your Instagram. 170 00:12:57,560 --> 00:12:59,200 Can you show me the first post? 171 00:12:59,280 --> 00:13:00,400 This is about your shoe. 172 00:13:00,520 --> 00:13:01,840 Can you show me the... 173 00:13:01,920 --> 00:13:04,400 Can I read the comments or something... 174 00:13:04,920 --> 00:13:07,280 What's written? 'Want to collaborate with you.' 175 00:13:07,480 --> 00:13:08,400 How many likes? 176 00:13:08,560 --> 00:13:10,680 2,777. 177 00:13:10,800 --> 00:13:13,400 - And comments? - The comments are positive. 178 00:13:13,640 --> 00:13:15,160 Your vibe is good. 179 00:13:15,440 --> 00:13:16,560 It can be better though. 180 00:13:16,720 --> 00:13:20,440 Do you think your engagement is good, bad or can be better? 181 00:13:20,520 --> 00:13:23,040 I think we need to work on that. 182 00:13:23,120 --> 00:13:25,320 - On what? - Not only talk about products 183 00:13:25,440 --> 00:13:27,920 - but talk more about... - Engagement, lifestyle. 184 00:13:28,040 --> 00:13:30,640 - You need to go beyond products. - [Vineeta] Exactly. 185 00:13:31,920 --> 00:13:35,040 What is your average order value and repeat customers? 186 00:13:44,080 --> 00:13:46,160 our daily repeat customers from day one till now 187 00:13:46,240 --> 00:13:48,360 or even in the last 90 days, 188 00:13:48,920 --> 00:13:50,760 - it comes to 21 to 22%. - We get it. 189 00:13:50,840 --> 00:13:53,120 - You didn't do a cohort analysis and it's okay. - You didn't. 190 00:13:57,240 --> 00:13:58,920 - Yes. - You don't have the other number. 191 00:13:59,040 --> 00:14:00,520 - Which is good. - You should study it. 192 00:14:00,600 --> 00:14:01,680 It depends. 193 00:14:01,760 --> 00:14:04,000 It's good if you're growing fast. 194 00:14:04,120 --> 00:14:05,320 Then 22% is good. 195 00:14:05,440 --> 00:14:08,360 If you're not growing rapidly, then it's very bad. 196 00:14:08,560 --> 00:14:10,520 - You should look at the monthly cohort. - Yes. 197 00:14:11,800 --> 00:14:14,120 What were your returns? 198 00:14:25,480 --> 00:14:27,320 I will make you an offer, okay? 199 00:14:27,400 --> 00:14:28,960 [joyous music playing] 200 00:14:30,760 --> 00:14:33,400 I will give you a valuation of Rs. 25 crores. 201 00:14:35,440 --> 00:14:37,320 Rs. 50 lakhs at 2% equity 202 00:14:37,520 --> 00:14:41,200 and the remaining debt at 12% for 2 years. 203 00:14:50,360 --> 00:14:51,680 [sombre music playing] 204 00:14:58,880 --> 00:15:01,080 I offer you a valuation of Rs. 60 crores. 205 00:15:01,680 --> 00:15:02,520 Dang! 206 00:15:04,880 --> 00:15:07,960 So, I'll give you Rs. 30 lakhs in equity 207 00:15:08,320 --> 00:15:10,640 - for 0.5%. - Gosh! 208 00:15:10,840 --> 00:15:13,120 That's a valuation of Rs. 60 crores. 209 00:15:13,400 --> 00:15:16,840 And then I wish to do a royalty deal for the remaining Rs. 45 lakhs. 210 00:15:17,080 --> 00:15:18,960 It's that I get 2% 211 00:15:28,520 --> 00:15:29,480 So, why... 212 00:15:29,600 --> 00:15:31,200 - There should be skin in the game. - Shut up! 213 00:15:31,840 --> 00:15:33,280 Do you have an app? 214 00:15:33,520 --> 00:15:34,480 Not yet. 215 00:15:37,560 --> 00:15:39,240 How many orders out of 900 a day are paid 216 00:15:39,360 --> 00:15:41,320 and how many are organic? 217 00:15:49,880 --> 00:15:51,040 introduce an app and WhatsApp services, 218 00:15:51,160 --> 00:15:53,600 - that can go up significantly as we move... - Yes, we believe you. 219 00:15:53,680 --> 00:15:54,840 Tell us your unit economics. 220 00:15:54,920 --> 00:15:58,040 Break down your order value of Rs. 1,200. 221 00:16:28,000 --> 00:16:29,280 and ran it for five years. 222 00:16:29,400 --> 00:16:30,440 - You too! - Yes. 223 00:16:38,200 --> 00:16:42,680 We have been running SUGAR Cosmetics together for the last 8 years 224 00:16:42,800 --> 00:16:44,840 as 50% partners each. 225 00:16:45,240 --> 00:16:46,680 So, I... 226 00:16:46,800 --> 00:16:49,600 The business you've built is incredible. 227 00:16:49,800 --> 00:16:50,840 - Great numbers. - Thank you. 228 00:16:50,920 --> 00:16:52,160 When I got here, 229 00:16:52,240 --> 00:16:55,440 I didn't find the name and products to be quite superior, 230 00:16:55,600 --> 00:16:57,760 but at the end of the day, the consumer is the queen. 231 00:16:57,840 --> 00:16:59,360 If they love you, I love you too. 232 00:16:59,440 --> 00:17:01,920 So, my offer to you is Rs. 75 lakhs for 2% equity 233 00:17:13,000 --> 00:17:16,280 - because our consumers are core Gen Z women too. - Yes. 234 00:17:17,640 --> 00:17:18,800 It was great to meet you. 235 00:17:18,880 --> 00:17:22,520 I rarely meet founders with such clear fundamentals. 236 00:17:22,600 --> 00:17:24,120 Your inventory for instance. 237 00:17:24,680 --> 00:17:27,440 I think that you've cracked digital marketing, 238 00:17:27,560 --> 00:17:29,600 or scaling orders is not possible otherwise. 239 00:17:29,680 --> 00:17:31,720 This again is a tremendous thing. 240 00:17:32,040 --> 00:17:35,400 What I think we will need is a technology product 241 00:17:35,560 --> 00:17:37,520 - which is about the app and repeats... - Yes. 242 00:17:37,600 --> 00:17:40,480 - Which can get you significantly further... - Yes. 243 00:17:40,600 --> 00:17:41,920 I could help you a great deal. 244 00:17:42,200 --> 00:17:43,480 The second thing you need is, 245 00:17:43,600 --> 00:17:46,080 as everyone said a brand that will relate to Gen Z, 246 00:17:46,160 --> 00:17:47,840 how to make a more relatable brand. 247 00:17:47,920 --> 00:17:49,360 You could be the next SHEIN in my view. 248 00:17:49,440 --> 00:17:51,480 You will be the next Littlebox. 249 00:17:51,920 --> 00:17:52,960 Not SHEIN. 250 00:17:53,040 --> 00:17:54,840 - Sorry, I was just trying... - That's fine. 251 00:17:54,960 --> 00:17:56,320 Aman, that's fine. 252 00:17:56,440 --> 00:17:59,840 So, my offer is Rs. 50 lakhs equity for 1% 253 00:18:11,200 --> 00:18:12,760 And the debt is Rs. 25 lakhs. 254 00:18:12,960 --> 00:18:15,120 - Do you want debt or not? - No problem. 255 00:18:15,280 --> 00:18:16,840 - No problem. - That's the deal now, 256 00:18:16,960 --> 00:18:18,720 we could talk it out if you want to change it. 257 00:18:18,840 --> 00:18:21,120 - Me too. - I could help you a lot to scale this. 258 00:18:23,080 --> 00:18:25,000 Four Sharks made you an offer. 259 00:18:25,360 --> 00:18:26,800 So, congratulations. 260 00:18:27,000 --> 00:18:28,640 - Thank you. - You've achieved something great. 261 00:18:29,200 --> 00:18:30,480 There is more. 262 00:18:30,640 --> 00:18:31,800 - Yes. - Right. 263 00:18:35,880 --> 00:18:37,640 Well, your ask... 264 00:18:37,760 --> 00:18:39,760 I believe the purpose with which you came here 265 00:18:40,160 --> 00:18:42,600 and your value system is both so strong 266 00:18:42,960 --> 00:18:46,320 that you should get the valuation you asked for, right? 267 00:18:46,480 --> 00:18:48,640 I think your business has potential. 268 00:18:48,800 --> 00:18:50,560 I'll give you the valuation you want. 269 00:18:50,720 --> 00:18:53,440 Rs. 75 lakhs for 1% equity, 270 00:18:53,760 --> 00:18:55,040 but along with it, 271 00:18:55,960 --> 00:18:58,560 I will take a royalty of 2% 272 00:19:19,520 --> 00:19:20,960 You're a numbers guy as well. 273 00:19:21,080 --> 00:19:22,120 With a Rs. 30-crore revenue, 274 00:19:22,200 --> 00:19:24,600 you'll practically return Rs. 60 lakhs to him this year. 275 00:19:26,040 --> 00:19:28,600 And exactly the valuation you asked for. 276 00:19:37,000 --> 00:19:38,680 I revise my deal. 277 00:19:58,280 --> 00:19:59,840 I would like to change my valuation. 278 00:19:59,960 --> 00:20:01,200 - Huh? Why? - Oh! 279 00:20:02,720 --> 00:20:05,440 You asked for Rs. 75 lakhs for 1% equity, 280 00:20:05,720 --> 00:20:08,920 I offer you Rs. 75 lakhs for 1.5% equity. 281 00:20:26,880 --> 00:20:28,000 God! 282 00:20:28,200 --> 00:20:29,360 Exactly what you asked for. 283 00:20:29,920 --> 00:20:31,240 [tense music playing] 284 00:20:42,960 --> 00:20:44,280 It is your desired valuation. 285 00:20:44,400 --> 00:20:45,360 You need to see 286 00:20:45,440 --> 00:20:47,400 - which Shark... - You may step out and discuss it. 287 00:20:47,480 --> 00:20:48,840 - Can we take two minutes? - Yes, please. 288 00:20:48,960 --> 00:20:50,040 - Take two minutes. - Sure. 289 00:20:52,160 --> 00:20:55,160 - Wow! - Gosh! 290 00:20:55,240 --> 00:20:57,040 - What's going on? - You guys! 291 00:20:57,320 --> 00:21:00,040 Seriously! From high to low! 292 00:21:00,160 --> 00:21:01,280 [suspenseful music playing] 293 00:21:04,520 --> 00:21:05,960 Give them a five-Shark deal. 294 00:21:06,080 --> 00:21:07,480 - It'll be good for them. - I won't do it. 295 00:21:07,600 --> 00:21:09,200 No! It's good for them. 296 00:21:09,320 --> 00:21:11,320 No, you don't make any money. 297 00:21:11,560 --> 00:21:12,560 That's also true. 298 00:21:12,760 --> 00:21:14,000 [mumbling] 299 00:21:15,640 --> 00:21:17,200 - Oh, my! - [mumbling] 300 00:21:17,360 --> 00:21:20,920 - Welcome back. - They're holding hands... 301 00:21:21,440 --> 00:21:22,320 What have you decided? 302 00:21:22,400 --> 00:21:24,200 - Tell us! - Thank you so much, Sharks. 303 00:21:24,320 --> 00:21:26,600 Ah... Actually... 304 00:21:27,200 --> 00:21:29,960 We are not in the valuation game. 305 00:21:30,040 --> 00:21:31,960 We don't understand this. 306 00:21:32,040 --> 00:21:34,440 Because we have never raised funds. 307 00:21:41,240 --> 00:21:43,040 Okay, I can join Vineeta. 308 00:21:57,520 --> 00:21:59,280 because we want good people with us. 309 00:21:59,360 --> 00:22:01,320 You tell us. What do you want? What's your count? 310 00:22:03,920 --> 00:22:05,520 We were hoping that 311 00:22:05,600 --> 00:22:08,280 if all of you join us, we can dilute up to 2.5%. 312 00:22:08,840 --> 00:22:10,840 Wow! For Rs. 75 lakhs? 313 00:22:10,920 --> 00:22:13,040 Not for Rs. 75 lakhs. 314 00:22:22,040 --> 00:22:24,560 we need good people with us. We need to grow. 315 00:22:24,640 --> 00:22:25,840 If five Sharks will invest, 316 00:22:25,840 --> 00:22:27,800 we will give a combined offer. Are we okay? 317 00:22:27,880 --> 00:22:30,520 - Yes. - I am okay with you guys. 318 00:22:30,640 --> 00:22:32,040 You want all the Sharks. 319 00:22:32,440 --> 00:22:34,040 It comes with a price. 320 00:22:34,160 --> 00:22:35,280 Are you ready to pay for that? 321 00:22:37,640 --> 00:22:40,640 - Yes! - That's why we said that we're open to that. 322 00:22:40,640 --> 00:22:42,720 Rs. 75 Lakhs, 5 Sharks 323 00:22:54,000 --> 00:22:56,240 [suspenseful music playing] 324 00:23:02,920 --> 00:23:04,160 - You have a deal. - Deal done! 325 00:23:20,240 --> 00:23:21,560 - Congratulations! - Such a big fan. 326 00:23:21,640 --> 00:23:23,280 You've built an amazing business. 327 00:23:23,360 --> 00:23:24,600 - Love it! - Thank you so much. 328 00:23:24,680 --> 00:23:26,240 Thanks a lot. 329 00:23:26,960 --> 00:23:28,600 [camera clicks] 330 00:25:05,280 --> 00:25:07,720 [theme music playing] 331 00:25:20,000 --> 00:25:22,640 [theme music playing] 332 00:25:24,640 --> 00:25:26,200 Check it out! 333 00:25:28,600 --> 00:25:31,320 Sharks, in all our celebrations, 334 00:25:31,440 --> 00:25:34,000 there is one main character, and that is cake. 335 00:25:34,800 --> 00:25:36,400 Be it Mintu's birthday party 336 00:25:36,480 --> 00:25:38,240 or brother's anniversary, 337 00:25:38,320 --> 00:25:39,920 whether dad got a promotion 338 00:25:40,000 --> 00:25:41,520 or your best friend's wedding. 339 00:25:41,600 --> 00:25:45,160 Nowadays, people celebrate their divorce by cutting a cake. 340 00:25:45,880 --> 00:25:48,960 Sharks, cakes make you happy. 341 00:25:49,040 --> 00:25:50,720 But when we see a customised cake, 342 00:25:50,800 --> 00:25:53,040 we are overjoyed. 343 00:25:53,160 --> 00:25:55,440 You do get personalised cakes in the market, 344 00:25:55,520 --> 00:25:58,360 but do you get them for the price of an ordinary cake? No! 345 00:25:58,480 --> 00:26:01,040 Do you get it within 2 hours? No! 346 00:26:01,160 --> 00:26:04,000 Can you order it from the comfort of your home? No. 347 00:26:04,080 --> 00:26:06,720 We say 'yes' to that in Creme Castle. 348 00:26:45,440 --> 00:26:47,080 in every city and house in India. 349 00:26:58,160 --> 00:27:01,240 why don't we cut the cake and start? 350 00:27:01,480 --> 00:27:03,440 - Alright! - Okay. 351 00:27:05,760 --> 00:27:06,920 Let's cut the cake, Sharks. 352 00:27:07,040 --> 00:27:08,600 You cut the cake. You are the founders. 353 00:27:09,760 --> 00:27:11,280 [cheering] 354 00:27:11,360 --> 00:27:12,760 - Thank you! - Amit sir, we made it 355 00:27:12,840 --> 00:27:15,080 unit by unit, brand by brand. 356 00:27:15,160 --> 00:27:18,800 - Lovely! - Vineeta, you are a fitness freak and you inspire us. 357 00:27:18,880 --> 00:27:21,920 Aman, we have witnessed you make it from the cafe to boAt! 358 00:27:22,200 --> 00:27:24,760 - Namita, your Jai and Veeru! - Yes! 359 00:27:25,240 --> 00:27:27,920 - Anupam! The magnanimous! - For a wedding. 360 00:27:28,280 --> 00:27:30,880 I need to tell you something. Pranjay and I used to work together. 361 00:27:30,960 --> 00:27:32,040 He used to work with CarDekho. 362 00:27:32,160 --> 00:27:33,640 - Oh, really? - Yes. 363 00:27:33,920 --> 00:27:36,280 And then he left to do this startup a few years ago. 364 00:27:36,360 --> 00:27:38,040 When you were working over there, 365 00:27:38,160 --> 00:27:40,480 you were starving for celebration 366 00:27:40,600 --> 00:27:42,520 that you started this business. 367 00:27:42,640 --> 00:27:44,960 I will share the journey later. 368 00:27:49,280 --> 00:27:52,080 Are you excited because you are here? Or is this how you are? 369 00:27:52,160 --> 00:27:53,680 I am always excited, sir. 370 00:27:54,400 --> 00:27:55,880 I am always in the mood to celebrate. 371 00:27:55,960 --> 00:27:57,520 Will you show us how you celebrate? 372 00:27:58,080 --> 00:27:59,840 Did you make this here, or did you bring it from Delhi? 373 00:27:59,920 --> 00:28:02,200 We rented a kitchen here and made it here. 374 00:28:02,320 --> 00:28:03,280 - Wow! - Yeah! 375 00:28:03,400 --> 00:28:04,640 Delicious! 376 00:28:04,840 --> 00:28:07,360 - Very good. I like your cakes. - Thank you. 377 00:28:07,440 --> 00:28:09,680 - Hmm! Very nice! - Delicious. 378 00:28:10,000 --> 00:28:11,560 The salted caramel is really good. 379 00:28:11,640 --> 00:28:14,520 Even the eclair is outstanding. It's yum! 380 00:28:14,600 --> 00:28:17,240 - Delicious! It's nice. - I love it! 381 00:28:17,320 --> 00:28:19,520 - Thank you! - I am impressed. 382 00:28:43,680 --> 00:28:46,240 Who developed an interest in baking cakes? You or him? 383 00:28:46,360 --> 00:28:47,840 This is my journey. 384 00:28:47,960 --> 00:28:50,360 I used to send cakes as gifts 385 00:28:50,440 --> 00:28:52,120 to my friends and neighbours 386 00:28:52,200 --> 00:28:54,840 whenever I found out about a birthday or anniversary. 387 00:28:54,920 --> 00:28:57,640 Getting positive feedback from them 388 00:28:57,720 --> 00:28:59,360 really helped boost my confidence. 389 00:28:59,440 --> 00:29:03,960 In 2013, my husband opened a small bakery for me. 390 00:29:04,240 --> 00:29:07,280 My bakery was surrounded by medical college, 391 00:29:07,360 --> 00:29:09,320 degree college, and engineering college. 392 00:29:09,400 --> 00:29:12,640 We became famous in no time. 393 00:29:12,720 --> 00:29:14,760 I am passionate about baking. 394 00:29:14,840 --> 00:29:18,320 - I can bake all night or all day long. - That is great. 395 00:29:18,640 --> 00:29:21,080 I was in the final year of IIT 396 00:29:21,160 --> 00:29:22,160 - Mom... - Which IIT? 397 00:29:22,240 --> 00:29:23,360 - IIT Delhi. - Okay. 398 00:29:23,480 --> 00:29:24,720 Mom had started the bakery. 399 00:29:24,800 --> 00:29:26,720 By then, I had started two startups and failed. 400 00:29:26,800 --> 00:29:28,880 Because I have always wanted to do business. 401 00:29:28,960 --> 00:29:31,560 I made the first TV sale at my dad's store back in 6th grade. 402 00:29:31,680 --> 00:29:33,960 - Wow! - That's when I discovered my passion for business. 403 00:29:38,160 --> 00:29:39,680 That is when Amit visited the campus. 404 00:29:41,240 --> 00:29:42,880 I approached Amit and inquired about 405 00:29:42,960 --> 00:29:44,680 the duration of my work. 406 00:29:44,760 --> 00:29:47,560 He sat at the table and developed my business model. 407 00:29:47,680 --> 00:29:49,920 And he explained what I needed to do. 408 00:29:50,040 --> 00:29:51,480 He refused to accept my resignation. 409 00:29:51,560 --> 00:29:52,680 He asked me to go and do it. 410 00:29:52,760 --> 00:29:54,440 Now, in this business, 411 00:29:54,520 --> 00:29:55,960 I developed the tech. 412 00:29:56,080 --> 00:29:57,400 I do the marketing. 413 00:29:57,480 --> 00:30:00,040 I do everything. And I learnt it from him. 414 00:30:01,480 --> 00:30:02,680 Amit, very well done. 415 00:30:02,800 --> 00:30:06,080 There are many entrepreneurs in our company. Pranjay is one of them. 416 00:30:06,200 --> 00:30:08,840 I am so proud to see you here. I can't express how happy I am. 417 00:30:09,040 --> 00:30:11,640 Amit has built a billion-dollar company in Jaipur. 418 00:30:11,720 --> 00:30:13,480 I learnt it from him. I can also do it. 419 00:30:13,560 --> 00:30:15,360 That was the building block for me. 420 00:30:15,720 --> 00:30:17,720 Mom mentioned that students used to come to our bakery. 421 00:30:17,840 --> 00:30:18,880 I've observed that 422 00:30:18,960 --> 00:30:21,080 if a boyfriend gives a cake to his girlfriend, 423 00:30:21,280 --> 00:30:23,360 and if someone's boyfriend doesn't give a designer cake 424 00:30:23,360 --> 00:30:25,280 to his girlfriend, his love is questioned. 425 00:30:26,040 --> 00:30:28,280 That's when I noticed that this is aspirational in India. 426 00:30:28,400 --> 00:30:32,320 So, we thought that if we could make every cake a personalised gift, 427 00:30:32,400 --> 00:30:35,080 that's when we can disrupt the market. 428 00:30:35,080 --> 00:30:40,240 In the past, the concept of a personalized cake was novel. 429 00:30:40,320 --> 00:30:42,200 But I think, everyone can do it now. 430 00:30:42,680 --> 00:30:43,920 Everyone does it. 431 00:30:44,000 --> 00:30:45,960 But no one can make it scalable. 432 00:30:46,040 --> 00:30:49,600 What we did was, we made it scalable with our assembly line model. 433 00:30:49,680 --> 00:30:52,120 Where it's bit people dependent. 434 00:31:04,160 --> 00:31:05,680 Take this cake, for example. How will we make it? 435 00:31:27,760 --> 00:31:29,800 - It's like the factory process. - Yes, assembly line. 436 00:31:29,920 --> 00:31:31,360 He will only assemble the cake now. 437 00:31:32,640 --> 00:31:34,600 People hire chefs who charge Rs. 50,000. 438 00:31:42,120 --> 00:31:44,720 you will see similar elements in multiple cakes. 439 00:31:44,840 --> 00:31:47,920 Three to four parts of that assembly line were already in the cycle 440 00:31:48,000 --> 00:31:49,560 that we do by demand prediction. 441 00:31:49,640 --> 00:31:51,440 When we get an order, 442 00:31:51,520 --> 00:31:53,640 the cake is ready in parts. 443 00:31:53,720 --> 00:31:54,960 We just have to assemble it 444 00:31:55,040 --> 00:31:57,920 and do the final touches and the cake is ready. 445 00:31:58,000 --> 00:32:00,200 - It's interesting. - What's the size of your business? 446 00:32:33,320 --> 00:32:35,840 We planned to do everything step by step and at once. 447 00:32:35,920 --> 00:32:38,600 We cracked the product first and then the production. 448 00:32:38,720 --> 00:32:40,400 We know how to 449 00:32:40,440 --> 00:32:42,800 make it a four-tier model with a cluster kitchen. 450 00:33:11,520 --> 00:33:13,400 Second is the customer acquisition strategy. 451 00:33:13,600 --> 00:33:14,800 Tell us about that. 452 00:33:15,400 --> 00:33:17,720 Currently, we bring our customers to D2C from Google. 453 00:33:17,800 --> 00:33:19,160 When the customer searches, 454 00:33:19,320 --> 00:33:21,080 'Want to do something special for my husband.' 455 00:33:21,160 --> 00:33:23,720 'Want to propose to my girlfriend.' Or if it's marriage-related. 456 00:33:23,840 --> 00:33:24,920 They go to Google... 457 00:33:25,000 --> 00:33:28,000 I learnt digital marketing from you. We acquire customers on Google. 458 00:33:29,080 --> 00:33:30,080 What is the CAC? 459 00:34:02,840 --> 00:34:05,120 As a business, why do I feel 460 00:34:05,200 --> 00:34:07,080 that the growth will stagnate after a point? 461 00:34:15,240 --> 00:34:16,280 You have a local bakery. 462 00:34:16,360 --> 00:34:19,120 They will give you 4 chocolate and pineapple cakes. 463 00:34:19,240 --> 00:34:22,120 But will they be able to fulfil your aspirations? They cannot. 464 00:34:22,240 --> 00:34:24,640 We are saying, celebrate anything, 465 00:34:24,720 --> 00:34:26,000 you make it special. 466 00:34:26,400 --> 00:34:27,560 There was Mother's Day recently. 467 00:34:27,640 --> 00:34:29,400 It was the biggest day of the year for us. 468 00:34:29,520 --> 00:34:32,840 Deepinder Goyal also mentioned that that was the biggest day for Zomato. 469 00:34:32,920 --> 00:34:36,400 - Mother's Day is the biggest day in the world for gifting! - Correct. 470 00:34:36,520 --> 00:34:38,480 We are adding more things to celebrate. 471 00:34:38,560 --> 00:34:41,360 For Raksha Bandhan, we have Raksha Bandhan cakes. 472 00:34:41,440 --> 00:34:43,760 For Diwali, people order Diwali-themed cakes. 473 00:34:43,840 --> 00:34:47,360 There are friendship day cakes. You are always looking to celebrate. 474 00:34:47,480 --> 00:34:49,680 We don't just make personalised cakes. 475 00:34:49,760 --> 00:34:51,200 If I talk about cakes, 476 00:35:01,000 --> 00:35:03,400 And six times with regular cakes. Buy it from us. 477 00:35:03,480 --> 00:35:04,400 This is a commodity. 478 00:35:04,480 --> 00:35:06,800 We are upgrading this commodity 479 00:35:06,880 --> 00:35:08,800 in the form of an experience. 480 00:35:09,040 --> 00:35:10,840 In the video you showed us 481 00:35:10,920 --> 00:35:13,640 there are different people doing one specific task. 482 00:35:13,760 --> 00:35:16,200 - Right! - If you go to any cake shop, 483 00:35:16,280 --> 00:35:17,640 there is an assembly. 484 00:35:17,720 --> 00:35:19,480 I don't think it's something unique. 485 00:35:20,480 --> 00:35:21,920 There's an assembly line for regular cakes. 486 00:35:22,000 --> 00:35:24,440 There is someone dedicated to making sponge and one for filling. 487 00:35:24,520 --> 00:35:26,280 - But not for designer cakes. - But to make the top layer, 488 00:35:26,360 --> 00:35:28,600 they hire an artist on call 489 00:35:28,680 --> 00:35:31,240 whose salary is Rs. 50,000. 490 00:35:31,320 --> 00:35:33,680 If we get an order for a cake with Vineeta's name on it. 491 00:35:33,760 --> 00:35:35,840 One person will make the girl 492 00:35:35,960 --> 00:35:38,280 and the small elements will be done by someone else. 493 00:35:38,360 --> 00:35:40,680 It's not a complex assembly line. 494 00:35:40,760 --> 00:35:42,840 It's very easy to copy. 495 00:35:43,960 --> 00:35:45,040 - Pranjay! - Yeah? 496 00:35:45,160 --> 00:35:47,160 I am out. 497 00:35:47,880 --> 00:35:51,880 - Okay! - Because, I don't feel it. 498 00:35:52,360 --> 00:35:54,080 It can be copied. 499 00:35:54,160 --> 00:35:57,640 I am not that confident with this. So, I am out. 500 00:35:58,000 --> 00:35:59,720 Firstly, I am very inspired. 501 00:35:59,840 --> 00:36:02,280 An IIT Delhi graduate 502 00:36:02,360 --> 00:36:07,040 left a good job and with conviction you are in a business... 503 00:36:07,120 --> 00:36:08,800 There are taboos and labels associated with this. 504 00:36:08,880 --> 00:36:11,240 - That you are making cake after IIT. - Yeah! 505 00:36:11,480 --> 00:36:12,760 But you have a vision. 506 00:36:12,840 --> 00:36:14,560 So, I think that's fabulous. 507 00:36:14,680 --> 00:36:17,440 - But I don't see a differentiator. - Right! 508 00:36:17,560 --> 00:36:19,880 The assembly line can be copied easily. 509 00:36:20,440 --> 00:36:22,680 You mentioned personalised cakes. 510 00:36:22,760 --> 00:36:23,960 There are many players. 511 00:36:24,080 --> 00:36:26,560 So, love your passion. But I am out for today. 512 00:36:27,400 --> 00:36:28,920 I also want to mention 513 00:36:29,000 --> 00:36:33,120 that we also have... We had a VC term sheet that we did. 514 00:36:33,200 --> 00:36:35,560 Lovely! On what valuation and from whom? 515 00:36:35,640 --> 00:36:37,000 Rs. 31 crores, post money. 516 00:36:37,080 --> 00:36:39,800 You just signed that you are raising Rs. 40 crores from us. 517 00:36:40,760 --> 00:36:43,600 No, we signed the term sheet around 2 months ago. 518 00:36:43,760 --> 00:36:46,880 - Oh my God! - Our business has grown since then. 519 00:36:46,960 --> 00:36:49,200 Before that, our sales were around Rs. 75 lakhs. 520 00:36:49,320 --> 00:36:51,000 Now, it is around Rs. 88 lakhs. 521 00:36:51,480 --> 00:36:53,800 You signed the term sheet 1.5 months ago. 522 00:36:53,880 --> 00:36:55,920 You haven't received the money. Due diligence is yet to be done. 523 00:36:56,000 --> 00:36:58,520 And you came here and literally 524 00:36:58,600 --> 00:36:59,880 increased it by 33%. 525 00:37:00,160 --> 00:37:01,920 I am doing that with revenue in mind. 526 00:37:01,920 --> 00:37:03,840 I've come up with this number 527 00:37:03,960 --> 00:37:05,840 based on the revenue I had. 528 00:37:06,880 --> 00:37:09,680 - How much did you raise for Rs. 31 crores? - Rs. 5.5 crores. 529 00:37:19,680 --> 00:37:21,920 - That is first. - How long will that take and how many? 530 00:37:22,040 --> 00:37:23,840 We've projected that within 1.5 years, 531 00:37:23,840 --> 00:37:25,840 we will achieve ARR of Rs. 50 crores. 532 00:37:38,840 --> 00:37:41,000 Approximately 8 spoke kitchens. 533 00:37:41,080 --> 00:37:42,920 Two stores and 12 dark stores. 534 00:37:45,480 --> 00:37:47,600 Pranjay, tell me something. 535 00:37:47,680 --> 00:37:50,160 How much is the total profitability? Explain the unit economy. 536 00:38:23,200 --> 00:38:26,240 Initially, there will be a burn, because we will open new kitchens. 537 00:38:35,560 --> 00:38:38,720 We anticipate a burn of approximately Rs. 4-4.5 crores. 538 00:38:44,280 --> 00:38:47,240 Because he has two failed startups. 539 00:38:47,320 --> 00:38:49,040 He joined your business 540 00:38:49,120 --> 00:38:50,800 and became successful. 541 00:38:50,960 --> 00:38:53,720 Congratulations on being a role model 542 00:38:53,800 --> 00:38:56,000 - for so many women and your son. - Thank you. 543 00:38:56,960 --> 00:38:58,760 I think 544 00:38:58,840 --> 00:39:01,400 it will be challenging 545 00:39:01,480 --> 00:39:05,400 to scale personalisation significantly on its own. 546 00:39:05,480 --> 00:39:07,520 I believe, there will be two things 547 00:39:21,400 --> 00:39:23,880 These two things matter the most. 548 00:39:24,000 --> 00:39:26,320 - Personalisation will be an add-on. - Right! 549 00:39:26,400 --> 00:39:27,280 I am out! 550 00:39:28,160 --> 00:39:30,720 You already have a term sheet of Rs. 5.5 crores. 551 00:39:30,840 --> 00:39:32,160 So, best of luck! 552 00:40:29,760 --> 00:40:31,440 for their birthday from us. So on and so forth. 553 00:40:31,800 --> 00:40:33,200 There is clarity. 554 00:40:33,400 --> 00:40:37,000 You have already thought about the questions we've asked. 555 00:40:37,360 --> 00:40:39,360 So, that clarity is very refreshing. 556 00:40:39,480 --> 00:40:40,960 So, good work. 557 00:40:41,040 --> 00:40:43,160 You are excellent at passion and process. 558 00:40:43,240 --> 00:40:45,000 I was tempted. 559 00:40:45,080 --> 00:40:46,760 Especially because of your delicious cakes 560 00:40:46,840 --> 00:40:49,120 and the business that you've built. 561 00:40:49,200 --> 00:40:51,880 However, I have a problem with your valuation. 562 00:40:53,000 --> 00:40:55,880 You already received a valuation of Rs. 31 crores. 563 00:40:55,960 --> 00:40:57,400 I can't match it. 564 00:40:57,480 --> 00:40:58,920 For that reason, I'm out. Good luck. 565 00:40:59,960 --> 00:41:01,400 I also have a problem with the valuation. 566 00:41:01,480 --> 00:41:03,440 Anupam's problem is also my problem. 567 00:41:03,760 --> 00:41:06,520 I won't give you a valuation of Rs. 31 crores 568 00:41:07,080 --> 00:41:09,680 but still, I'll give you an offer. 569 00:41:22,200 --> 00:41:23,600 is the faith people have in me. 570 00:41:23,680 --> 00:41:26,240 - I must reciprocate the faith they have in me. - Right. 571 00:41:26,320 --> 00:41:27,640 That's the thing. 572 00:41:27,720 --> 00:41:31,200 But you are definitely one of the mentors I have. 573 00:41:31,400 --> 00:41:34,120 If you allow, I have a counter-offer. 574 00:41:42,400 --> 00:41:44,160 Amit, let's close the deal. 575 00:41:53,320 --> 00:41:56,640 your vision will help me a lot in growing. 576 00:42:10,480 --> 00:42:11,680 [photo clicking] 577 00:42:13,160 --> 00:42:15,000 - Well done! Good job! - Thank you! 578 00:42:15,160 --> 00:42:16,280 - All right, guys! Thank you! - All right! 579 00:42:16,360 --> 00:42:17,600 - Thank you! - Super! 580 00:44:41,240 --> 00:44:44,720 [singing folk song] 581 00:44:44,800 --> 00:44:47,840 [singing folk song] 582 00:44:54,520 --> 00:44:57,800 [singing folk song] 583 00:44:57,880 --> 00:45:00,920 [singing folk song] 584 00:45:03,040 --> 00:45:05,080 - Oh, wow! - Amazing. 585 00:45:07,320 --> 00:45:11,120 [singing folk song] 586 00:45:11,200 --> 00:45:12,200 Wow! 587 00:45:15,520 --> 00:45:16,600 Like this. 588 00:45:18,720 --> 00:45:20,480 Can you do it? 589 00:45:22,560 --> 00:45:24,640 Welcome! It was amazing. 590 00:45:25,960 --> 00:45:28,400 [theme music playing] 591 00:45:58,920 --> 00:46:00,560 - common salt full of chemicals. - Yes. 592 00:46:00,640 --> 00:46:02,280 You all must have used it too 593 00:46:02,400 --> 00:46:07,640 but I have brought traditional salt from Uttarakhand 594 00:46:07,720 --> 00:46:10,040 which is prepared using grinding stone and is called 'pisyu loon'. 595 00:46:11,080 --> 00:46:12,960 I eat organic food 596 00:46:13,040 --> 00:46:16,280 and I decided to serve it to the whole nation. 597 00:46:16,360 --> 00:46:19,240 That's the reason I launched Namakwali. 598 00:46:19,520 --> 00:46:20,640 Wow! 599 00:47:05,360 --> 00:47:10,320 It could be related to food, dance, languages, and festivals. 600 00:47:10,400 --> 00:47:12,680 You'll educate the entire India 601 00:47:12,760 --> 00:47:17,240 through your company by selling your products 602 00:47:17,320 --> 00:47:19,440 and you want to expand globally too. 603 00:47:19,520 --> 00:47:21,000 Your pitch was impressive. 604 00:47:22,360 --> 00:47:23,720 Do they work with you? 605 00:47:30,800 --> 00:47:32,600 I started working at a young age. 606 00:47:32,680 --> 00:47:36,920 I worked for the environment, children, and women's empowerment. 607 00:47:37,000 --> 00:47:39,600 When mothers went to the jungle to collect grass and sticks, 608 00:47:39,680 --> 00:47:42,760 they used to lock their kids inside a room. 609 00:47:42,880 --> 00:47:43,720 - Oh! - For four hours. 610 00:47:43,800 --> 00:47:45,800 The poor kids dirtied themselves. 611 00:47:45,880 --> 00:47:47,680 I had a feeling 612 00:47:47,760 --> 00:47:50,800 to start a school for kids. 613 00:47:50,880 --> 00:47:53,520 I decided to educate the kids on the environment, 614 00:47:53,600 --> 00:47:57,600 animals and birds, and other such things for four hours. 615 00:47:57,680 --> 00:48:01,280 People wanted me to teach their kids a little. 616 00:48:01,360 --> 00:48:03,320 So I started teaching them. 617 00:48:03,400 --> 00:48:05,080 These women are the teachers of my crèche. 618 00:48:05,160 --> 00:48:07,320 They have been working for me for 35 years. 619 00:48:07,440 --> 00:48:10,080 Now they work at Namakwali. 620 00:48:10,520 --> 00:48:12,680 - Wow! - Your work in education... 621 00:48:12,760 --> 00:48:14,440 - Yes. - It's the most important thing 622 00:48:14,520 --> 00:48:16,080 - as it's the foundation of India. - Yes. 623 00:48:16,160 --> 00:48:18,720 You are a superwoman. Hats off to you. 624 00:48:19,440 --> 00:48:21,480 Ms Shashi, will you present the samples? 625 00:48:21,560 --> 00:48:23,360 - Did you bring something to eat? - Yes, of course. 626 00:48:27,200 --> 00:48:28,240 Wow! 627 00:48:28,760 --> 00:48:30,080 - This is... - It looks like a healthy meal. 628 00:48:45,600 --> 00:48:48,880 Please sprinkle some salt. It'll taste good. 629 00:48:49,480 --> 00:48:51,560 [intriguing music plays] 630 00:48:56,080 --> 00:48:57,280 Very nice. 631 00:48:58,000 --> 00:49:02,280 It's not like the fine packaged salt. 632 00:49:02,360 --> 00:49:04,000 It's a bit coarse. 633 00:49:04,080 --> 00:49:05,600 Yes. It's different. 634 00:49:05,720 --> 00:49:08,720 I found it too salty. Is it saltier than the common salt? 635 00:49:08,800 --> 00:49:10,920 You need to add just a dash of salt. 636 00:49:11,000 --> 00:49:12,280 You can sprinkle it on the plate. 637 00:49:12,360 --> 00:49:14,600 Can we add it to 'sabzis' or we just sprinkle it? 638 00:49:14,680 --> 00:49:17,640 - It can be added. - It can be but usually, it's sprinkled. 639 00:49:17,760 --> 00:49:20,120 We can sprinkle it on the vegetables as we do normally. 640 00:49:20,200 --> 00:49:23,640 We can add it to 'raita', buttermilk, juice, 641 00:49:23,720 --> 00:49:25,280 fruits, and salads. 642 00:49:58,520 --> 00:50:00,360 Ms Shashi, when did you start? 643 00:50:36,440 --> 00:50:37,280 We are profiting. 644 00:50:37,360 --> 00:50:39,080 How much profit do you earn? 645 00:50:39,320 --> 00:50:40,240 17%. 646 00:50:47,280 --> 00:50:49,680 - I didn't get you. - I shoot documentaries. 647 00:50:49,760 --> 00:50:53,680 I was in Spain in 2020 during Covid. 648 00:50:53,760 --> 00:50:56,440 - I was compelled to return because of Covid. - All right. 649 00:51:01,920 --> 00:51:03,600 Because this salt boosts immunity. 650 00:51:04,360 --> 00:51:06,440 My mom wasn't able to manage everything alone. 651 00:51:06,560 --> 00:51:10,200 So I decided to make it more systematic. 652 00:51:10,280 --> 00:51:12,440 I enlisted the company on Amazon. 653 00:51:12,520 --> 00:51:15,960 My photography work started after Covid. 654 00:51:16,040 --> 00:51:19,800 I joined this business permanently in 2022. 655 00:51:19,880 --> 00:51:21,440 What about your previous business? 656 00:51:21,520 --> 00:51:23,200 I have a team to manage that business. 657 00:51:23,280 --> 00:51:24,640 - All right. - Yes. 658 00:51:51,960 --> 00:51:52,840 I love the packaging. 659 00:51:52,920 --> 00:51:54,920 - It's an ethnic look. - I didn't like the packaging. 660 00:51:56,600 --> 00:51:58,800 I find it appealing because it's ethnic. 661 00:52:00,280 --> 00:52:03,920 No. A brand's identity should be visible from afar. 662 00:52:05,600 --> 00:52:06,720 It's tough to read it. 663 00:52:14,240 --> 00:52:15,360 My father made them. 664 00:52:15,440 --> 00:52:16,960 - Your father? - Right. 665 00:52:17,040 --> 00:52:18,320 These are drawn with hands! 666 00:52:18,400 --> 00:52:19,680 - Textile designer... - All of them are handmade. 667 00:52:19,760 --> 00:52:21,120 - All these are made by him. - They are painted by him. 668 00:52:21,200 --> 00:52:22,080 Wow! 669 00:52:22,160 --> 00:52:23,920 - Amazing. - The entire family is involved. 670 00:52:24,040 --> 00:52:25,360 [chuckling] 671 00:52:25,920 --> 00:52:29,520 Ms Shashi and Suvendu, I'm out. 672 00:52:30,840 --> 00:52:32,720 I feel your sales are not up to the mark. 673 00:52:32,840 --> 00:52:35,280 You need to work on your own for now. 674 00:52:40,640 --> 00:52:42,480 You can make it a big business. 675 00:52:42,560 --> 00:52:43,960 - There's an opportunity. - All right. 676 00:52:44,040 --> 00:52:47,440 Secondly, I suggest that you shouldn't seek investors for now. 677 00:52:47,520 --> 00:52:50,360 You are doing good business and earning a profit. 678 00:52:50,440 --> 00:52:53,320 If you get an investor, you could face problems. 679 00:52:55,240 --> 00:52:57,120 That's not fair. 680 00:52:57,200 --> 00:52:58,600 If you don't want to invest, 681 00:52:58,760 --> 00:53:00,160 why do you tell them not to get an investor? 682 00:53:00,240 --> 00:53:02,200 [tense music plays] 683 00:53:02,600 --> 00:53:05,080 - We are on Shark Tank. - It's a good point. Let me explain. 684 00:53:05,200 --> 00:53:07,480 They are here because they want investment. 685 00:53:07,560 --> 00:53:09,720 - Let me explain. - We need money to grow. 686 00:53:09,800 --> 00:53:10,600 - You asked me, right? I'll tell you. - Yes. 687 00:53:10,680 --> 00:53:13,080 The thing is, you invest money 688 00:53:13,200 --> 00:53:15,880 because you often say, "I'm here to invest." 689 00:53:16,160 --> 00:53:17,800 As an investor, you'll push them. 690 00:53:17,880 --> 00:53:20,360 "Please give me 10x of my next investment. 691 00:53:20,440 --> 00:53:22,360 Give me 100x of my investment." 692 00:53:22,440 --> 00:53:23,720 You'll be after them. 693 00:53:23,800 --> 00:53:25,160 We don't push. 694 00:53:25,280 --> 00:53:27,920 - When did we push them? - We don't. He is right. 695 00:53:30,600 --> 00:53:31,760 - It happens. - It's not true. 696 00:53:31,840 --> 00:53:33,280 Did you push the companies in which you invested? 697 00:53:33,360 --> 00:53:34,960 - Maybe you push them but we don't. - No. 698 00:53:35,040 --> 00:53:36,640 You are infamous in the market. 699 00:53:36,720 --> 00:53:37,920 - I have a good reputation. - Mine is better. 700 00:53:38,000 --> 00:53:40,560 I have good intentions. You may ask the founders. 701 00:53:40,720 --> 00:53:43,000 Look. They are fighting with each other after eating your salt! 702 00:53:43,080 --> 00:53:44,320 - They donned their boxing gloves. - Right? 703 00:53:44,400 --> 00:53:45,240 It's a mess. 704 00:53:45,720 --> 00:53:46,920 "It's a mess." 705 00:53:47,200 --> 00:53:50,040 So if you want to build a business of around Rs. 20 crores, 706 00:53:50,120 --> 00:53:51,960 how will you do it? 707 00:53:52,800 --> 00:53:56,120 Firstly, we'll cover the online market. 708 00:53:56,200 --> 00:53:57,920 How big is the online salt market? 709 00:54:09,400 --> 00:54:10,800 - Rs. 2 lakh crores? - Yes. 710 00:54:10,880 --> 00:54:12,160 What about the online market? 711 00:54:12,240 --> 00:54:14,680 - I have no idea. - All right. 712 00:54:15,600 --> 00:54:18,840 What is your strength in this business? 713 00:54:19,760 --> 00:54:22,080 - I have technical strength. - What do you mean? 714 00:54:22,160 --> 00:54:25,560 I created everything on my own. For example, the website. 715 00:54:25,640 --> 00:54:27,400 - Will you show us the website? - Yes. 716 00:54:28,080 --> 00:54:30,000 We'll scroll down on our website... 717 00:54:30,080 --> 00:54:31,800 These are the illustrations made by your father, right? 718 00:54:31,880 --> 00:54:33,280 Right. They are made by my father. 719 00:54:40,280 --> 00:54:42,200 You must have made the website on Shopify. Right? 720 00:54:42,280 --> 00:54:43,560 Yes, it's made on Shopify. 721 00:54:43,640 --> 00:54:46,040 It doesn't require technical skills. 722 00:54:46,120 --> 00:54:47,120 We don't need much skills. 723 00:54:47,240 --> 00:54:49,800 - Are you present on Instagram? - Yes, we are on Instagram. 724 00:54:57,200 --> 00:54:58,040 He also works with us. 725 00:55:01,400 --> 00:55:05,440 When Aman said, "don't get an investor", everyone criticised him. 726 00:55:06,160 --> 00:55:08,080 If you want to scale up, 727 00:55:08,160 --> 00:55:10,520 you need a co-founder 728 00:55:25,280 --> 00:55:28,080 For that reason, I'm out but thank you 729 00:55:28,240 --> 00:55:31,680 for educating us about India's 730 00:55:31,760 --> 00:55:34,320 Devbhoomi Uttarakhand. Thank you for that. 731 00:55:34,400 --> 00:55:35,840 - Thank you. - Thank you. 732 00:55:54,240 --> 00:55:56,680 Please elaborate on the sales channels. Where do you sell? 733 00:56:07,280 --> 00:56:09,240 - We didn't spend money. - I got it. 734 00:56:09,320 --> 00:56:11,360 How much do you spend on marketing? 735 00:56:16,560 --> 00:56:20,280 is at the right place considering her inspiration and the product. 736 00:56:25,720 --> 00:56:26,960 You must develop it. 737 00:56:27,040 --> 00:56:29,040 For example, I asked you about the market size. 738 00:56:29,120 --> 00:56:32,360 You don't know the market size. 739 00:56:32,480 --> 00:56:35,960 You don't have a clear plan to grow your business. 740 00:56:36,520 --> 00:56:39,880 You may not know it 100% but you must build entrepreneurship, 741 00:56:39,960 --> 00:56:44,440 and you may join online courses on running businesses and startups. 742 00:56:45,360 --> 00:56:48,560 I can't join you for now. I'm out. Good luck. 743 00:56:49,720 --> 00:56:53,280 All this time I was making sure 744 00:56:59,560 --> 00:57:01,760 I wanted to support you if there was a scope. 745 00:57:01,880 --> 00:57:06,280 However, I feel that your team is incomplete. 746 00:57:08,000 --> 00:57:10,880 So I can't join you for now. 747 00:57:12,840 --> 00:57:14,800 But keep going. Good luck. 748 00:57:15,720 --> 00:57:17,800 You must complete the journey from zero to ten. 749 00:57:18,320 --> 00:57:20,920 If you complete it, only then you can move to 100. 750 00:57:28,040 --> 00:57:31,320 In fact, there's more scope of helping small businesses grow. 751 00:57:31,400 --> 00:57:34,040 If a company is too big, it's no use coming here frankly. 752 00:57:34,120 --> 00:57:35,560 They already know the game. 753 00:57:36,560 --> 00:57:38,120 You have built a profitable business 754 00:57:39,280 --> 00:57:40,480 and you seem decent people to me. 755 00:57:41,160 --> 00:57:46,560 You achieved 70% organic sales on your website through limited means. 756 00:57:46,960 --> 00:57:48,480 I think it's laudable. 757 00:57:48,600 --> 00:57:51,840 However, there's no clarity about an investor's return. 758 00:57:53,400 --> 00:57:56,480 But still, I want to join you because I want to guide you. 759 00:57:56,560 --> 00:57:57,680 I'll give you an offer. 760 00:57:58,280 --> 00:58:00,840 I believe that our country will progress 761 00:58:00,920 --> 00:58:03,400 only if there are more entrepreneurs. 762 00:58:03,520 --> 00:58:05,240 People like you are laying the foundation of entrepreneurship 763 00:58:05,320 --> 00:58:06,280 in India. 764 00:58:06,360 --> 00:58:08,960 This is the new India. Great job! 765 00:58:09,200 --> 00:58:12,360 Rs. 10 lakhs for 5% equity. 766 00:58:13,080 --> 00:58:15,520 I valued your company at Rs. 2 crores. 767 00:58:29,120 --> 00:58:30,920 Rs. 10 lakhs for 5% equity. 768 00:58:32,840 --> 00:58:35,000 Have you ever been to Uttarakhand? 769 00:58:35,080 --> 00:58:36,120 We can easily find it, right? 770 00:58:36,240 --> 00:58:37,720 It's a very normal thing. 771 00:58:37,800 --> 00:58:39,840 I agree the quality is good. We need to build a brand. 772 00:58:39,920 --> 00:58:41,800 Hmm? 773 00:58:41,920 --> 00:58:43,240 And there's no spark. 774 00:58:43,400 --> 00:58:44,360 Yes. 775 00:58:46,600 --> 00:58:48,440 [suspenseful music playing] 776 00:58:50,280 --> 00:58:51,480 All right, Sharks. Deal done. 777 00:58:56,480 --> 00:58:58,440 There are other things 778 00:58:58,560 --> 00:59:01,880 like the relationship we established. I loved it. 779 00:59:01,960 --> 00:59:03,280 - It was heartening. - So sweet! 780 00:59:03,400 --> 00:59:06,040 - Thank you! - I invite you to Uttarakhand 781 00:59:06,120 --> 00:59:08,720 so that I can take you 782 00:59:08,800 --> 00:59:10,840 sightseeing in the hills. 783 00:59:10,920 --> 00:59:12,680 - You are adorable. - I want to treat you to Pahadi food. 784 00:59:12,760 --> 00:59:15,960 We extend you all kinds of help. 785 00:59:16,040 --> 00:59:18,840 - We'll help you connect to any place. - I loved it here. 786 00:59:18,960 --> 00:59:22,360 Forging a close bond with you all is an achievement. 787 00:59:22,440 --> 00:59:23,720 - Thank you so much. - Nice. 788 00:59:26,440 --> 00:59:28,320 [photo clicking] 789 00:59:29,480 --> 00:59:30,840 - Thank you! - Thank you! 790 00:59:30,920 --> 00:59:32,480 Thank you! Bye-bye! 791 01:03:28,880 --> 01:03:31,120 Ma'am, today's question 792 01:03:31,200 --> 01:03:33,680 is asked by Mukta Surana from Kolkata. 793 01:03:33,800 --> 01:03:37,800 She says, "I don't want to ask a question but seek advice." 794 01:03:50,560 --> 01:03:52,880 I can't tell you an exact minimum amount. 795 01:04:07,000 --> 01:04:08,800 If you have patience, 796 01:04:09,160 --> 01:04:12,040 you can build your business gradually by keeping a tight rein 797 01:04:12,200 --> 01:04:14,160 on your cash flow and rotating it, 798 01:04:14,240 --> 01:04:15,960 having financial discipline 799 01:04:16,040 --> 01:04:18,800 and not spending mindlessly. 800 01:04:18,880 --> 01:04:21,320 I believe that irrespective of the amount of money, 801 01:04:21,400 --> 01:04:22,800 you can start a business. 802 01:04:22,880 --> 01:04:25,280 We saw many businesses on Shark Tank 803 01:04:25,360 --> 01:04:27,600 which started with Rs. 5,000 to Rs. 20,000 804 01:04:27,720 --> 01:04:30,640 and then grew to Rs. 100 crore empires. 805 01:04:30,720 --> 01:04:34,240 You must keep a watch on your profit,