1 00:00:10,040 --> 00:00:11,280 [music playing] 2 00:00:31,800 --> 00:00:32,960 [theme music playing] 3 00:00:50,880 --> 00:00:52,320 [theme music concludes] 4 00:01:04,120 --> 00:01:06,440 Jay and I come from a family 5 00:01:06,520 --> 00:01:09,880 whose last five generations have been in the business of tea. 6 00:01:10,200 --> 00:01:14,240 We have seen our customers' needs changing. 7 00:01:14,640 --> 00:01:17,240 In fact, like most youngsters, 8 00:01:17,320 --> 00:01:21,520 Jay and I do not connect with conventional tea much. 9 00:01:21,600 --> 00:01:24,000 Our generation has different demands altogether. 10 00:01:24,360 --> 00:01:27,600 We want tea which tastes good, 11 00:01:27,920 --> 00:01:29,280 is healthy, 12 00:01:29,360 --> 00:01:31,920 has a lot of variety, takes no time to brew 13 00:01:32,040 --> 00:01:33,880 and doesn't require much effort to brew either. 14 00:01:34,160 --> 00:01:37,080 We bring an all-in-one solution to these problems. 15 00:01:37,160 --> 00:01:39,640 - Oh. - So, Sharks, will you do this with us? 16 00:01:40,680 --> 00:01:42,360 - Give me a C! - C! 17 00:01:42,440 --> 00:01:43,960 - Give me a U! - U! 18 00:01:44,040 --> 00:01:45,800 - Let's do a P! - P. 19 00:01:45,920 --> 00:01:48,000 - Give me a J! - J! 20 00:01:48,080 --> 00:01:50,280 - Give me an I! - I! 21 00:01:50,880 --> 00:01:52,120 - So, Cup-Ji. - Cup-Ji. 22 00:01:52,360 --> 00:01:53,600 [pleasant music playing] 23 00:01:55,560 --> 00:01:58,440 At Cup-Ji, we've made paper cups 24 00:01:58,560 --> 00:02:00,840 that have green tea at the bottom. 25 00:02:28,400 --> 00:02:31,560 Every cup of Cup-Ji contains less than 8 calories 26 00:02:40,520 --> 00:02:43,400 or having a good time in a beach cafe in Rameswaram, 27 00:02:43,560 --> 00:02:45,560 Cup-Ji should be available everywhere. 28 00:02:54,640 --> 00:02:55,880 - Or Cup-Ji? - Or Cup-Ji? 29 00:02:55,960 --> 00:02:57,200 [Sharks chuckle] 30 00:02:58,560 --> 00:02:59,720 Will you offer us tea? 31 00:02:59,840 --> 00:03:00,760 - Yes. - Sure. 32 00:03:02,840 --> 00:03:03,680 Which one's good? 33 00:03:03,840 --> 00:03:06,000 The taste for your personality is coming soon. 34 00:03:06,120 --> 00:03:08,400 - Oh, my! - Till then, you can just look at the packaging. 35 00:03:09,160 --> 00:03:10,400 You're getting us tea to drink. 36 00:03:10,480 --> 00:03:11,840 - Sure. - The tastemaker is coming. 37 00:03:11,960 --> 00:03:14,000 This is nice. Let me see this. 38 00:03:15,520 --> 00:03:17,200 I'll take the Paan. 39 00:03:17,400 --> 00:03:18,920 - Amazing. - Interesting. 40 00:03:19,000 --> 00:03:20,280 Smells so good. 41 00:03:20,440 --> 00:03:22,760 Wow! The Paan smell is crazy. 42 00:03:22,880 --> 00:03:24,960 - Great idea though. - It's a great idea. 43 00:03:26,040 --> 00:03:27,480 - What flavour is it? - Chatkara. 44 00:03:27,600 --> 00:03:29,240 - Wow. - I just find it cool. 45 00:03:30,000 --> 00:03:31,360 Ma'am, for you, we have Kokam. 46 00:03:31,480 --> 00:03:32,520 - This one? - Yes. 47 00:03:32,720 --> 00:03:34,200 - For you, we've got Pomegranate. - Jasmine. 48 00:03:34,280 --> 00:03:35,800 - Do you also have black tea? - Yes, sir. 49 00:03:35,880 --> 00:03:37,760 For you, we have Caramel Black Tea 50 00:03:37,920 --> 00:03:40,040 - which is this cup. - Oh, nice. I love it. 51 00:03:40,120 --> 00:03:41,360 Sir, Paan Green Tea for you. 52 00:03:41,520 --> 00:03:42,400 Thank you. 53 00:03:47,040 --> 00:03:48,640 Does it contain premixed sugar? 54 00:03:48,760 --> 00:03:49,920 - No... - This is very sweet. 55 00:04:06,520 --> 00:04:08,200 - So, that option is available too. - Yes. 56 00:04:08,280 --> 00:04:10,720 Look, I enjoyed the taste of it. It is good. 57 00:04:20,360 --> 00:04:21,200 It's lovely. 58 00:04:26,160 --> 00:04:27,440 - like green tea. - Yes. That's the vision. 59 00:04:27,520 --> 00:04:28,840 - Absolutely. - Fantastic. 60 00:04:36,520 --> 00:04:38,720 What's the price of one teabag of Lipton Green Tea? 61 00:04:50,200 --> 00:04:52,000 Hence, the smallest particles of green tea go in it. 62 00:04:52,080 --> 00:04:54,160 There is no scope to put real ingredients either. 63 00:04:54,280 --> 00:04:55,560 What do you mean by real ingredients? 64 00:04:55,640 --> 00:04:58,200 Take for instance our Rose Cardamom cup, which you have. 65 00:04:58,280 --> 00:05:01,040 If you tear it, you will find dried rose petals, 66 00:05:01,160 --> 00:05:03,600 cardamom husk and fennel seeds. 67 00:05:03,760 --> 00:05:06,240 So, the bold and desi flavour that you get 68 00:05:06,360 --> 00:05:08,480 comes from brewing real ingredients. 69 00:05:26,360 --> 00:05:29,960 When you dispose of it, it will drip everywhere. 70 00:05:30,040 --> 00:05:31,920 To bring convenience and consistency, 71 00:05:32,000 --> 00:05:34,240 we have put them into paper cups. 72 00:05:34,360 --> 00:05:37,280 Coming to your USP that is your sachet. 73 00:05:37,400 --> 00:05:39,760 The barrier to entry is very low. 74 00:05:39,840 --> 00:05:41,160 It's very easy to copy, right? 75 00:06:02,840 --> 00:06:06,000 My father spent the last 25 years into the export of tea. 76 00:06:06,080 --> 00:06:08,400 - You know each other... - Since childhood. 77 00:06:08,520 --> 00:06:10,720 No, it's a funny story. 78 00:06:10,720 --> 00:06:13,640 Our family is the same till the fifth generation. 79 00:06:13,720 --> 00:06:16,640 Otherwise, we're uncle and nephew. 80 00:06:16,720 --> 00:06:19,760 - Oh, really! - I'm the nephew at 27 years old 81 00:06:20,000 --> 00:06:21,840 and he's the uncle at 24 years old. 82 00:06:22,000 --> 00:06:23,280 - Wow! - What! 83 00:06:23,400 --> 00:06:24,880 Like a cousin uncle, you mean? 84 00:06:24,960 --> 00:06:26,320 - Yes. - Okay. Got it. 85 00:07:22,440 --> 00:07:24,800 - I was waiting for you... - It has no connection to the packaging. 86 00:07:24,880 --> 00:07:28,160 Then why aren't you making better-flavoured 87 00:07:28,240 --> 00:07:29,720 and tastier green tea? 88 00:07:29,800 --> 00:07:31,160 Why are you making this? 89 00:07:31,320 --> 00:07:32,120 Very simple. 90 00:07:32,200 --> 00:07:33,440 We made these blends. 91 00:07:33,520 --> 00:07:36,920 We offered them to people at tea stalls, shops 92 00:07:37,000 --> 00:07:39,560 and even in gardens. 93 00:07:39,680 --> 00:07:41,640 People loved our blends, 94 00:07:41,760 --> 00:07:44,480 but when they took it home and made it, 95 00:07:44,680 --> 00:07:47,160 they did not have the same experience. 96 00:07:47,360 --> 00:07:49,720 Why? When they made it at home... 97 00:07:49,840 --> 00:07:50,840 The quantity. 98 00:07:50,920 --> 00:07:51,800 Exactly. 99 00:07:51,880 --> 00:07:53,080 They didn't know how much to put 100 00:07:53,160 --> 00:07:55,560 or what the measured amount of green tea was. 101 00:07:55,680 --> 00:07:58,320 Whether it should be consumed in a 130 ml mug or bigger 102 00:07:58,480 --> 00:07:59,800 was their confusion. 103 00:08:00,440 --> 00:08:02,560 I noticed that everywhere, the print on the box 104 00:08:02,680 --> 00:08:05,280 is in Arabic for Middle Eastern countries. 105 00:08:15,400 --> 00:08:18,040 we were nominated as the most innovative beverage. 106 00:08:18,160 --> 00:08:20,800 Along with that, we were the only Indian company to get there. 107 00:08:20,880 --> 00:08:22,680 During that time, 108 00:08:22,760 --> 00:08:24,920 we got our first full-container load order 109 00:08:25,000 --> 00:08:26,040 - for Saudi Arabia. - Wow. 110 00:08:26,160 --> 00:08:28,320 We sent a second container there too. 111 00:08:28,320 --> 00:08:31,200 We got an order for Dubai and Australia from there as well. 112 00:08:31,280 --> 00:08:34,120 And we're also shipping the next container to Japan. 113 00:08:34,240 --> 00:08:35,640 - Very good. - Very interesting. 114 00:08:35,760 --> 00:08:38,000 What is your GTM strategy? 115 00:08:38,080 --> 00:08:39,240 The first is export. 116 00:09:22,480 --> 00:09:24,920 We'll need to spend Rs. 20 for every cup. 117 00:09:25,000 --> 00:09:26,560 When we sell to offices, 118 00:09:26,640 --> 00:09:30,400 we sell them at a price point which is quite convenient 119 00:09:30,520 --> 00:09:32,680 for the admin to put to use. 120 00:09:32,960 --> 00:09:35,440 This price point gives us a dual advantage. 121 00:09:35,560 --> 00:09:40,120 When you provide beverages for your employees free of cost, 122 00:09:40,360 --> 00:09:41,640 they'll obviously have it. 123 00:09:41,760 --> 00:09:44,360 If they like it, they will buy for their families. 124 00:09:44,480 --> 00:09:47,880 They would buy from Amazon or the website for their families. 125 00:09:48,040 --> 00:09:50,520 That builds an ecosystem for us. 126 00:09:51,200 --> 00:09:54,440 Second in the institutional sales are key channels 127 00:09:54,520 --> 00:09:58,320 like spas, salons, hospitals and college canteens. 128 00:09:58,400 --> 00:10:00,640 They are great selling points for us 129 00:10:00,720 --> 00:10:04,000 to provide tasty and innovative green tea to people. 130 00:10:04,120 --> 00:10:06,600 When we tested this with the younger generation, 131 00:10:06,720 --> 00:10:08,280 they absolutely loved it. 132 00:10:08,360 --> 00:10:10,640 We've even gotten repeat orders from such places. 133 00:10:11,960 --> 00:10:14,200 Give us your sales numbers. We don't have an idea of it yet. 134 00:10:14,280 --> 00:10:17,360 In total, we have done sales of Rs. 62 lakhs 135 00:10:37,480 --> 00:10:39,760 - They're not recurring. - It fluctuates slightly. 136 00:10:39,880 --> 00:10:40,920 - It is sporadic. - Yes. 137 00:10:41,000 --> 00:10:44,080 Institutional sales and D2C must be a small margin. 138 00:10:44,200 --> 00:10:45,680 What about the rest? 139 00:10:45,800 --> 00:10:47,040 Promotional gifting. 140 00:10:47,200 --> 00:10:49,560 - So, most of your business is exports and gifting. - Yes, sir. 141 00:10:53,120 --> 00:10:56,520 I can understand if consumers in India are ordering in bulk. 142 00:10:56,600 --> 00:10:58,640 That sales has not increased, it is very low. 143 00:11:54,480 --> 00:11:57,560 You have to burn cash in order to be a D2C brand. 144 00:11:57,640 --> 00:11:59,920 Have you made a profit in a revenue of Rs. 62 lakhs? 145 00:12:00,080 --> 00:12:02,200 Our burn is around Rs. 7 lakhs. 146 00:12:02,280 --> 00:12:04,920 Is it Rs. 7 lakhs on Rs. 62 lakhs or per month? 147 00:12:05,040 --> 00:12:06,360 - On Rs. 62 lakhs. - Rs. 62 lakhs. 148 00:12:11,840 --> 00:12:13,200 What are you solving? 149 00:12:13,480 --> 00:12:16,600 The branding is pretty. 10 on 10 marks for that, 150 00:12:16,760 --> 00:12:19,320 but quite inconvenient in terms of storage. I would not keep... 151 00:12:19,560 --> 00:12:21,560 50 to 100 teabags take up this much space. 152 00:12:21,640 --> 00:12:24,560 I wouldn't be able to keep so many cups on the table for sure. 153 00:12:24,640 --> 00:12:27,640 It isn't an easy-to-use product for that reason. 154 00:12:28,840 --> 00:12:30,240 Secondly, your pricing. 155 00:12:30,320 --> 00:12:32,600 You should rework your strategy. 156 00:12:39,160 --> 00:12:40,240 it's way too expensive. 157 00:12:40,360 --> 00:12:43,480 I don't see the possibility of making a mass customer base. 158 00:12:43,640 --> 00:12:45,520 I am out, the rest of the Sharks remain. 159 00:12:46,400 --> 00:12:48,280 So, Jay and Aakash, 160 00:12:48,760 --> 00:12:50,840 in my view, your strength, 161 00:12:50,920 --> 00:12:52,160 which is your family background 162 00:12:52,280 --> 00:12:55,080 and your understanding of blends and exports, 163 00:12:55,240 --> 00:12:57,880 can help you build a business of green tea. 164 00:12:58,000 --> 00:13:00,960 Right now, your obsession towards the cup, 165 00:13:01,040 --> 00:13:02,680 including the name, 166 00:13:02,760 --> 00:13:04,440 that won't let you do that. 167 00:13:04,560 --> 00:13:06,160 So, I am out for now. 168 00:13:06,240 --> 00:13:09,240 I loved the effort and the thought 169 00:13:09,320 --> 00:13:11,680 and the innovative thinking that you've put into this. 170 00:13:11,680 --> 00:13:12,560 So, good luck. 171 00:13:12,800 --> 00:13:14,840 What are the current online sales of green tea? 172 00:13:14,920 --> 00:13:16,880 It's a Rs. 150-crore market. 173 00:13:31,520 --> 00:13:34,400 A Rs. 100-crore market can be built within the next five years surely. 174 00:13:34,520 --> 00:13:35,360 I'm out. 175 00:13:36,200 --> 00:13:38,440 You have quite low aspirations. 176 00:13:38,560 --> 00:13:41,760 Rs. 50-crore sales in three years isn't a big deal. 177 00:13:41,840 --> 00:13:44,240 Your aspiration should have been to do Rs. 50 crores a month. 178 00:13:44,360 --> 00:13:46,040 Sir, that is without you. 179 00:13:46,120 --> 00:13:48,640 - If you come on board, we will do better. - [laughter] 180 00:13:49,160 --> 00:13:50,920 Sir, we're really passionate about the product 181 00:13:51,000 --> 00:13:52,920 and we know we've built a strong product. 182 00:13:53,040 --> 00:13:54,480 There's no doubt about it. 183 00:14:01,320 --> 00:14:03,320 That's a lot of work, you see. 184 00:14:08,320 --> 00:14:09,720 Unfortunately, I am out. 185 00:14:10,840 --> 00:14:12,000 I'm also out. 186 00:14:12,400 --> 00:14:15,960 The issue is, like I told you, there is no barrier to entry 187 00:14:43,080 --> 00:14:46,240 Secondly, exporting green tea from India is difficult 188 00:14:46,440 --> 00:14:48,320 - because India is not known for green tea. - Yes. 189 00:14:48,400 --> 00:14:51,000 The green tea that is popular and most consumed 190 00:14:51,080 --> 00:14:53,160 is that of China and Japan, right? 191 00:14:53,320 --> 00:14:55,240 You will need to create a market there. 192 00:14:55,440 --> 00:14:59,200 This is a novelty item in D2C. 193 00:15:00,120 --> 00:15:01,840 People might find it interesting for gifting. 194 00:15:01,920 --> 00:15:04,880 When I saw it the first time, I thought it was very fascinating. 195 00:15:05,080 --> 00:15:07,960 Ultimately, this won't form a habit, right? 196 00:15:08,080 --> 00:15:11,160 I think you don't have the right product-market fit yet. 197 00:15:11,360 --> 00:15:13,120 That's the reason, I'm out as well. 198 00:15:13,400 --> 00:15:15,040 I think you need to do a little more work. 199 00:15:16,200 --> 00:15:17,000 - Good luck, guys. - Okay? 200 00:15:17,120 --> 00:15:18,360 - Bye. - Good luck. 201 00:15:18,800 --> 00:15:21,040 - Prove all of us wrong by building something big. - Yes. 202 00:15:21,160 --> 00:15:22,560 - All the best, guys. - Thank you. 203 00:15:22,680 --> 00:15:23,600 Keep smiling. 204 00:15:23,800 --> 00:15:24,840 [sad music playing] 205 00:17:25,800 --> 00:17:26,840 [theme music playing] 206 00:17:45,440 --> 00:17:47,040 [theme music concludes] 207 00:17:48,280 --> 00:17:51,960 Sharks, when we wear clothes that are rough and cause irritation, 208 00:17:51,960 --> 00:17:53,760 we get annoyed. 209 00:17:54,320 --> 00:17:55,400 Take this for instance. 210 00:17:55,520 --> 00:17:57,760 It makes a bold fashion statement, 211 00:17:57,840 --> 00:18:00,240 but irritates the skin to no end! 212 00:18:00,400 --> 00:18:02,400 I have the urge to take it off, 213 00:18:02,560 --> 00:18:04,400 go back home 214 00:18:04,640 --> 00:18:07,080 and change into a pair of comfortable pyjamas. 215 00:18:07,520 --> 00:18:10,880 Imagine how babies feel 216 00:18:10,960 --> 00:18:13,160 when we as adults can get so irritated. 217 00:18:13,560 --> 00:18:16,440 A thousand different chemicals are used to make clothing for babies 218 00:18:16,520 --> 00:18:19,680 that are available in the market. 219 00:18:19,800 --> 00:18:21,360 These chemicals 220 00:18:21,480 --> 00:18:24,400 could cause a lot of damage to their skin. 221 00:18:24,480 --> 00:18:26,680 These very chemicals 222 00:18:26,760 --> 00:18:29,120 also make their products 223 00:18:29,480 --> 00:18:31,120 extremely uncomfortable to wear. 224 00:18:31,520 --> 00:18:34,240 Sharks, look at this innocent baby. 225 00:18:34,320 --> 00:18:36,200 Isn't it cute and happy? 226 00:18:36,520 --> 00:18:39,280 If babies are happy, then so are their parents. 227 00:18:39,360 --> 00:18:42,640 Sharks, we're here to make everyone happy 228 00:18:42,760 --> 00:18:43,840 with A Toddler Thing. 229 00:19:39,560 --> 00:19:43,880 Our vision is to provide safe, comfortable, 230 00:19:44,000 --> 00:19:46,280 and affordable products to parents. 231 00:20:03,400 --> 00:20:05,200 - Thank you! - Thank you! 232 00:20:05,280 --> 00:20:07,200 I stayed for four years in Chennai. 233 00:20:07,280 --> 00:20:09,920 I used to say... [speaking in regional language] 234 00:20:10,000 --> 00:20:11,120 [speaking in regional language] 235 00:20:11,200 --> 00:20:13,000 Please excuse us. 236 00:20:13,080 --> 00:20:16,280 Though I speak in Hindi, I'm not perfect. 237 00:20:16,360 --> 00:20:18,160 Your Hindi is better than her Tamil. 238 00:20:18,840 --> 00:20:20,560 Like 100 million times better! 239 00:20:20,640 --> 00:20:21,480 [laughing] 240 00:20:21,560 --> 00:20:23,240 So don't worry. 241 00:20:23,320 --> 00:20:27,960 How do you two know each other? And how did you get this idea? 242 00:20:28,080 --> 00:20:30,720 I was pursuing engineering. 243 00:20:30,800 --> 00:20:34,040 I didn't like engineering but I made friends. 244 00:20:34,760 --> 00:20:36,920 In which college did you two meet? 245 00:20:46,240 --> 00:20:48,560 Then I researched. 246 00:20:48,720 --> 00:20:51,000 Of course, I like fashion 247 00:20:51,080 --> 00:20:53,720 and I like to give my baby the best. 248 00:20:53,800 --> 00:20:55,760 Then I came to know 249 00:20:55,840 --> 00:20:58,480 that this industry is unregulated. 250 00:20:58,560 --> 00:21:00,680 I wanted to solve this issue 251 00:21:00,760 --> 00:21:03,600 so I contacted Ashwanth 252 00:21:03,680 --> 00:21:07,360 because I felt he could help me start a business. 253 00:21:07,480 --> 00:21:09,040 [laughing] 254 00:21:09,120 --> 00:21:13,000 We met through the entrepreneurial cell in our college. 255 00:21:13,080 --> 00:21:14,560 So I went to him saying, 256 00:21:14,640 --> 00:21:17,680 "Ashwanth, this is my idea. How should we go about it?" 257 00:21:17,880 --> 00:21:19,120 - So... - Actually, 258 00:21:19,200 --> 00:21:22,480 I went to the US to do my Masters after completing engineering. 259 00:21:22,560 --> 00:21:25,160 I completed my specialisation in data analytics and marketing. 260 00:21:25,280 --> 00:21:27,760 - Which college? - Pace University, New York. 261 00:21:34,640 --> 00:21:36,800 because of health issues. 262 00:21:36,920 --> 00:21:39,280 I was at the lowest point of my life back then. 263 00:21:39,360 --> 00:21:42,120 And then Swathi approached me with this idea. 264 00:21:42,200 --> 00:21:43,960 I liked her idea. 265 00:21:44,040 --> 00:21:45,400 Then I told her, 266 00:21:45,480 --> 00:21:47,960 "I'll help you set up the business and the technical aspect 267 00:21:48,080 --> 00:21:49,960 for six months." And... 268 00:21:50,040 --> 00:21:53,640 And, Sharks, six years later, we are in front of you 269 00:21:53,760 --> 00:21:55,800 in Shark Tank. So... 270 00:21:55,880 --> 00:21:56,920 Yes! 271 00:21:57,240 --> 00:21:58,960 Did you always want to be an entrepreneur? 272 00:21:59,040 --> 00:22:00,080 Or are you from a business family? 273 00:22:00,200 --> 00:22:03,640 I got married into a family having a textile background. 274 00:22:03,760 --> 00:22:05,760 They are from Tiruppur. 275 00:22:05,840 --> 00:22:09,400 I developed an interest in textiles because of that. 276 00:22:09,480 --> 00:22:11,880 When I told my family, "I'll start a business in textiles", 277 00:22:11,960 --> 00:22:14,600 they said, "Okay. Open a boutique. 278 00:22:14,680 --> 00:22:16,920 It would be great!" 279 00:22:17,000 --> 00:22:20,440 [laughing] "That would be perfect." 280 00:22:20,560 --> 00:22:22,520 Which Bollywood film did you watch? 281 00:22:22,600 --> 00:22:23,760 Exactly! 282 00:22:24,760 --> 00:22:25,960 [giggling] 283 00:22:26,040 --> 00:22:28,160 Are you always so energetic? 284 00:22:28,240 --> 00:22:30,120 - Yes, a little bit. - Very much! 285 00:22:30,200 --> 00:22:31,240 Look. 286 00:22:31,520 --> 00:22:32,920 - He spoke, finally. - I face it daily! 287 00:22:33,000 --> 00:22:35,160 He uttered a few words, finally. 288 00:22:36,320 --> 00:22:40,280 So I was like, "No. I must do something different." 289 00:22:40,440 --> 00:22:42,640 A product caught my eye 290 00:22:42,720 --> 00:22:45,600 and back then it wasn't available in India. 291 00:22:45,680 --> 00:22:47,040 I'm talking about cloth diapers. 292 00:22:56,600 --> 00:22:59,760 I literally conceived both babies at the same time. 293 00:22:59,840 --> 00:23:01,320 - A Toddler Thing... - Wow! 294 00:23:01,400 --> 00:23:04,000 I have a five-year-old daughter, Arudha. 295 00:23:04,080 --> 00:23:08,200 I raised both things at almost the same time. 296 00:23:29,480 --> 00:23:32,280 I want to know the number of your SKUs. 297 00:23:41,560 --> 00:23:43,200 - "28!" Okay. - Yes. 298 00:23:44,000 --> 00:23:46,480 They are divided into Diapering Essentials, Muslin Essentials 299 00:23:46,600 --> 00:23:48,560 and Baby Clothing. 300 00:23:48,680 --> 00:23:52,240 Under Diapering Essentials, we make cloth diapers. 301 00:23:52,360 --> 00:23:55,280 We also have Ultra Undies which are padded underwear. 302 00:23:55,360 --> 00:24:00,920 We make Training Pants and nappies too. 303 00:24:01,000 --> 00:24:04,840 Under the Muslin category, we have swaddles, 304 00:24:04,960 --> 00:24:07,000 blankets and other such things. 305 00:24:07,080 --> 00:24:10,560 Vineeta, you are holding a soft fabric made of aloe vera. 306 00:24:10,640 --> 00:24:13,240 Wow! I love it! It's lovely! 307 00:24:13,320 --> 00:24:15,640 - The packaging looks cute. - Thank you! 308 00:24:15,720 --> 00:24:17,040 Very nice. 309 00:24:17,240 --> 00:24:20,800 Please tell us your revenue split in terms of percentage. 310 00:24:31,640 --> 00:24:33,720 - It's so soft. - Thank you! 311 00:24:33,800 --> 00:24:38,160 Do you make every item with muslin and types of muslin? 312 00:24:38,240 --> 00:24:40,480 - Yes! Yes! - Yes, we use muslin and types of muslin. 313 00:24:40,560 --> 00:24:41,760 Even the diapers? 314 00:24:41,840 --> 00:24:45,280 Mostly, cloth diapers are made with cotton. 315 00:24:45,400 --> 00:24:47,600 - We have that too. - We also have cotton diapers. 316 00:24:47,680 --> 00:24:50,240 Those are traditional 'langots'. 317 00:24:50,360 --> 00:24:51,640 - Yes! - Yes. 318 00:24:58,080 --> 00:25:00,040 So those are made with muslin. 319 00:25:00,120 --> 00:25:03,960 Please tell us the advantages of muslin and aloe vera clothing. 320 00:25:14,600 --> 00:25:16,680 We also make muslin ethnic wear. 321 00:25:16,760 --> 00:25:18,120 Very interesting. 322 00:25:18,280 --> 00:25:20,320 Swathi, I must compliment you 323 00:25:20,400 --> 00:25:22,320 on the design element. 324 00:25:22,400 --> 00:25:25,600 Your detailing, these pleats 325 00:25:25,800 --> 00:25:29,320 and the feel of the material scream high fashion! 326 00:25:29,400 --> 00:25:32,240 - Thank you! - You aren't making substandard material for kids. 327 00:25:32,320 --> 00:25:33,200 So, well done. 328 00:25:33,200 --> 00:25:34,680 Who is the designer? The brain behind this. 329 00:25:34,760 --> 00:25:36,720 - It's a beautiful design. - Thank you so much! 330 00:25:36,840 --> 00:25:40,160 All the creative work is done by me and my team. 331 00:25:40,240 --> 00:25:42,760 - Okay. - So when you mention 332 00:25:42,840 --> 00:25:46,320 that clothes are made with aloe vera or some other material, 333 00:25:46,400 --> 00:25:48,200 does it affect the buying behaviour? 334 00:25:48,280 --> 00:25:52,240 Definitely! You know, people understand its value nowadays. 335 00:25:52,320 --> 00:25:55,160 Is it an urban and affluent phenomenon 336 00:25:55,240 --> 00:25:57,040 or a common one? 337 00:26:35,440 --> 00:26:38,160 with three machines and two tailors. 338 00:26:38,480 --> 00:26:41,160 Gradually, we invested more money and started expanding. 339 00:26:41,320 --> 00:26:42,840 Currently, we have 40 machines. 340 00:26:55,160 --> 00:26:56,920 - So you are the CEO. - Yes! 341 00:26:57,000 --> 00:26:58,480 What is the equity split? 342 00:27:17,400 --> 00:27:19,480 She gave you the idea 343 00:27:19,560 --> 00:27:22,480 but you have double her holding. 344 00:27:22,680 --> 00:27:23,960 Amazing! 345 00:27:24,240 --> 00:27:25,680 - No. - No. 346 00:27:25,760 --> 00:27:28,600 I couldn't contribute much in capital 347 00:27:28,680 --> 00:27:31,760 so he invested in me, 348 00:27:31,840 --> 00:27:34,320 my idea, and my brand. 349 00:27:34,440 --> 00:27:35,360 - Oh, nice! - Nice! 350 00:27:35,440 --> 00:27:37,120 - Well done! - I was emptied! 351 00:27:38,000 --> 00:27:39,600 Can you share the sales figures? 352 00:28:10,880 --> 00:28:12,720 Gross margin is calculated on the net revenue 353 00:28:12,800 --> 00:28:14,480 and not on unit economics. 354 00:28:32,760 --> 00:28:35,440 Post-funding, we were pushing ourselves. 355 00:28:35,520 --> 00:28:36,520 When did you get the funding? 356 00:28:36,640 --> 00:28:37,920 During November-December. 357 00:28:38,000 --> 00:28:41,040 Your business was smooth and profitable before funding. 358 00:28:41,120 --> 00:28:43,000 - It was profitable. - After you got funding, 359 00:28:43,080 --> 00:28:45,360 you started burning. Was it because of the investor pressure? 360 00:28:45,480 --> 00:28:46,640 - Growth... - Scalability. 361 00:28:46,720 --> 00:28:48,520 We started doing what we wanted to do for the last two years 362 00:28:48,640 --> 00:28:50,320 after we received the money. 363 00:28:50,400 --> 00:28:51,880 You shared your figures until March. 364 00:28:51,960 --> 00:28:53,400 - Yes. - Please tell us the last month's too. 365 00:29:39,680 --> 00:29:42,200 The first thing is that we focussed on our infrastructure. 366 00:29:42,320 --> 00:29:43,760 While doing infrastructural changes, 367 00:29:43,840 --> 00:29:45,840 you shouldn't bring down your business 368 00:29:45,920 --> 00:29:47,880 from Rs. 75 lakhs to Rs. 40 lakhs. 369 00:29:47,960 --> 00:29:50,280 - Of course. - I understand that CAC is going out of control. 370 00:29:50,360 --> 00:29:53,400 You pause, figure out the SKUs and the infrastructure 371 00:29:53,480 --> 00:29:55,400 and then you restart with a lower CAC. 372 00:29:55,480 --> 00:29:58,400 Then the business scales up and it makes sense. 373 00:29:58,480 --> 00:30:00,160 These figures don't make sense. 374 00:30:00,440 --> 00:30:03,000 We restarted our business only in August. 375 00:30:03,080 --> 00:30:06,200 We started doing a lot of marketing 376 00:30:06,280 --> 00:30:08,040 and pushing forward only in August. 377 00:30:08,120 --> 00:30:09,920 We wanted to focus after rebranding... 378 00:30:10,000 --> 00:30:12,480 - Oh! So you wanted to do rebranding. - Rebranding! 379 00:30:12,560 --> 00:30:14,760 - Website... - You are losing Rs. 5 lakhs per month. 380 00:30:14,840 --> 00:30:17,760 - Yes. - How much do you have in your bank account? 381 00:30:17,880 --> 00:30:19,160 Right now, we have Rs. 80 lakhs in our account. 382 00:30:24,320 --> 00:30:26,760 - Yes. - Your focus is to have a profitable business. 383 00:30:26,880 --> 00:30:29,520 I hail from a fourth-generation business family. 384 00:30:29,600 --> 00:30:31,800 - I can't sleep without profitability. - Very good. 385 00:30:31,920 --> 00:30:33,600 My grandfather was 75 years old. 386 00:30:33,680 --> 00:30:35,560 - He is 82 years old now. - Outstanding. 387 00:30:35,680 --> 00:30:38,280 He understands VC investment and angel funding. 388 00:30:38,360 --> 00:30:39,160 - Wow! - Wow! 389 00:30:39,240 --> 00:30:40,560 Trust me, I just need an Excel sheet. 390 00:30:40,680 --> 00:30:42,440 Use VLOOKUP function and do everything. 391 00:30:42,560 --> 00:30:44,080 He sits with me for half an hour 392 00:30:44,160 --> 00:30:45,600 and he'll tell me if I'm on the right path or not. 393 00:30:45,680 --> 00:30:47,120 Very nice. And your dad? 394 00:30:47,160 --> 00:30:49,000 They are all into jewellery manufacturing. 395 00:30:49,560 --> 00:30:52,680 What are your sales channels? Websites or marketplaces? 396 00:31:18,440 --> 00:31:22,160 Please share the maths. Your AOV and the other things. 397 00:32:09,360 --> 00:32:12,680 [laughing] Because he'd have asked 18 follow-up questions. 398 00:32:14,440 --> 00:32:17,160 You two are brimming with energy. 399 00:32:17,240 --> 00:32:18,960 You are focused on profitability. 400 00:32:19,040 --> 00:32:23,600 Just stick to it as it's an advantage you have. 401 00:32:23,680 --> 00:32:26,560 I'm not interested in this category, 402 00:32:26,640 --> 00:32:29,760 so unfortunately, I'll have to step out. 403 00:32:30,320 --> 00:32:31,360 I'm sorry, but I'm out. 404 00:32:31,440 --> 00:32:33,080 Thank you, Aman. Thank you so much. 405 00:32:33,160 --> 00:32:36,760 I love the sustainability part and I'm a huge fan of your designs. 406 00:32:37,200 --> 00:32:39,240 However, as an investor, 407 00:32:39,320 --> 00:32:43,920 we have a vision of a scale to get an exit. 408 00:32:44,240 --> 00:32:47,280 And when you said that a rebranding exercise 409 00:32:47,400 --> 00:32:50,480 dipped your sales from Rs. 75 lakhs to Rs. 50 lakhs, 410 00:32:50,680 --> 00:32:52,480 it made me nervous. 411 00:32:52,560 --> 00:32:54,960 Right? Because it's a huge drop. 412 00:32:55,440 --> 00:32:57,520 That drop has been there for three months. 413 00:32:57,600 --> 00:33:00,800 You couldn't reach Rs. 75 lakhs readily again. 414 00:33:00,880 --> 00:33:03,280 - All three categories have tough competition. - Right. 415 00:33:03,360 --> 00:33:06,040 I don't see an exit as an investor. 416 00:33:06,120 --> 00:33:07,720 For that reason, I'm out 417 00:33:07,840 --> 00:33:10,440 but brilliant products. Congratulations! 418 00:33:10,520 --> 00:33:11,960 Thank you so much. 419 00:33:12,040 --> 00:33:15,640 Do you've an idea of the percentage of cloth in the total diaper market? 420 00:33:15,720 --> 00:33:17,160 Probably 5%-6% right now. 421 00:33:17,680 --> 00:33:19,640 How many crores is 5%? 422 00:33:28,960 --> 00:33:30,800 - So it comes to Rs. 1,200 crores. - Yes! 423 00:33:30,880 --> 00:33:34,400 If you get Rs. 80 lakhs, how big a business will you build? 424 00:33:34,720 --> 00:33:37,000 By when? And how? 425 00:34:11,400 --> 00:34:14,640 The revenue from the marketplaces is 20% right now. 426 00:34:14,720 --> 00:34:16,680 We'll focus only on top-of-the-line products. 427 00:34:16,760 --> 00:34:18,800 We'll make sure that the top-of-the-line products 428 00:34:18,920 --> 00:34:21,040 contribute to 80% of our marketplace sales. 429 00:34:34,640 --> 00:34:36,480 make me think you'll win eventually. 430 00:34:36,560 --> 00:34:39,000 If your product is good, it finds its way eventually. 431 00:34:39,080 --> 00:34:40,240 I'll make you an offer. 432 00:34:43,080 --> 00:34:45,120 I'll give Rs. 40 lakhs against equity. 433 00:34:46,200 --> 00:34:48,400 I want 2% equity. 434 00:34:48,680 --> 00:34:51,280 - I'll give you Rs. 40 lakhs for the same. - Gosh! 435 00:34:51,560 --> 00:34:53,480 And Rs. 40 lakhs in royalty format 436 00:34:53,600 --> 00:34:55,080 only when you are profitable. 437 00:34:56,000 --> 00:34:57,560 I'll take 3% of sales 438 00:34:57,680 --> 00:35:01,320 at a minimum threshold. You have to pay only if you get a 7% profit. 439 00:35:08,680 --> 00:35:10,920 I can't find the Hindi equivalent. It's "earnest". 440 00:35:11,000 --> 00:35:13,480 You two are really earnest, sincere, 441 00:35:13,600 --> 00:35:16,320 and honest founders. I love that. 442 00:35:16,400 --> 00:35:19,760 Having said that, this is a niche market. 443 00:35:19,840 --> 00:35:23,200 We can give a valuation of up to Rs. 70 crores. 444 00:35:23,280 --> 00:35:25,960 Beyond that, there will be scalability issues. 445 00:35:26,040 --> 00:35:28,960 The offer that I wanted to give... 446 00:35:29,040 --> 00:35:33,120 We discussed it. It was in a much lesser range 447 00:35:33,200 --> 00:35:36,240 than what Amit is offering. And I think it's a very good deal. 448 00:35:36,360 --> 00:35:38,880 I don't even want to 449 00:35:38,960 --> 00:35:40,280 put that offer out. 450 00:35:41,400 --> 00:35:43,400 - And best of luck! I am out. - Thank you! 451 00:35:43,480 --> 00:35:45,600 Guys, it was a pleasure to meet you. 452 00:35:45,960 --> 00:35:48,040 You have the right intent. 453 00:35:48,120 --> 00:35:50,400 The weakness is that 454 00:35:50,480 --> 00:35:51,960 you are not clear about how you will scale. 455 00:35:52,040 --> 00:35:54,560 I asked you about your strategy. 456 00:35:54,640 --> 00:35:57,640 You gave me a checklist. 457 00:35:57,720 --> 00:35:59,280 You want to do everything. 458 00:35:59,360 --> 00:36:01,440 Right? So you haven't figured out as yet about 459 00:36:01,520 --> 00:36:04,200 what steps you need to take to grow your business. 460 00:36:04,280 --> 00:36:05,600 The market is crowded. 461 00:36:05,720 --> 00:36:09,000 But we were thinking that this could be a niche business. 462 00:36:09,080 --> 00:36:13,080 In fact, we were going to offer you. I was thinking Rs. 80 lakhs for 10%. 463 00:36:13,440 --> 00:36:16,600 But Amit changed the calculation. 464 00:36:16,840 --> 00:36:18,280 So, good luck, guys. I am out. 465 00:36:19,400 --> 00:36:21,280 Tell us your decision. 466 00:36:21,400 --> 00:36:23,600 [suspenseful music playing] 467 00:36:26,160 --> 00:36:28,080 - Amit! Deal done! - Amit! It's a deal. 468 00:36:35,600 --> 00:36:37,080 - Thank you so much! - Thank you. 469 00:36:37,640 --> 00:36:39,080 [camera clicks] 470 00:36:41,520 --> 00:36:43,240 - All the best, guys! - Thank you! 471 00:36:43,320 --> 00:36:44,920 Good luck, guys! All the best! 472 00:36:46,880 --> 00:36:49,320 [music fades] 473 00:38:28,080 --> 00:38:31,080 [theme music playing] 474 00:38:45,840 --> 00:38:49,400 Sharks, nowadays, a marriage might not last forever. 475 00:38:49,520 --> 00:38:52,240 However, your bond with neck pain and back pain 476 00:38:52,320 --> 00:38:53,760 is everlasting. 477 00:38:54,040 --> 00:38:55,800 This is the problem we face nowadays. 478 00:38:55,880 --> 00:38:57,320 Sharks, did you know 479 00:38:57,440 --> 00:39:00,240 that chronic pain, also called musculoskeletal disorder, 480 00:39:05,880 --> 00:39:07,520 Such as back pain, neck pain, 481 00:39:07,600 --> 00:39:09,080 arthritis, and spondylitis. 482 00:39:09,160 --> 00:39:11,920 Over 170 crore people worldwide 483 00:39:12,040 --> 00:39:13,560 suffer from musculoskeletal disorder. 484 00:39:27,680 --> 00:39:29,960 Physiotherapy lacks standardization. 485 00:39:30,080 --> 00:39:33,440 If you don't do yoga properly, it can backfire. 486 00:39:33,520 --> 00:39:35,800 To solve this problem, 487 00:39:38,240 --> 00:39:40,480 we have introduced FlexifyMe platform. 488 00:39:40,560 --> 00:39:43,120 It is a chronic pain management platform. 489 00:39:51,480 --> 00:39:54,400 FlexifyMe is a chronic pain management platform 490 00:40:00,520 --> 00:40:02,120 to take the customer's details. 491 00:40:13,800 --> 00:40:15,840 The practice is delivered through a combination 492 00:40:47,240 --> 00:40:49,560 to simplify chronic pain management, 493 00:40:49,640 --> 00:40:52,760 ensuring nobody has to endure lifelong chronic pain. 494 00:41:01,800 --> 00:41:04,000 to show you the user journey 495 00:41:04,080 --> 00:41:05,480 and how this platform works. 496 00:41:05,600 --> 00:41:07,360 If you guys don't mind, can we just show you the video? 497 00:41:07,440 --> 00:41:08,840 - Yes. - Please go ahead. 498 00:41:12,480 --> 00:41:14,760 And these are the different kinds of pain that we treat. 499 00:41:14,840 --> 00:41:16,400 Neck pain, lower back, wrist, 500 00:41:16,480 --> 00:41:18,280 hand, knee and ankle pain. 501 00:41:18,360 --> 00:41:21,080 Those who suffer from pain visit our site 502 00:41:21,160 --> 00:41:24,280 and then they fill up a form for a free demo assessment session. 503 00:41:24,520 --> 00:41:27,520 This is a patented AI technology 504 00:41:32,560 --> 00:41:34,200 When the dots turn purple, 505 00:41:34,280 --> 00:41:36,080 it means you are exercising properly. 506 00:41:36,200 --> 00:41:39,040 And in real-time, a score is associated with you. 507 00:41:49,840 --> 00:41:53,280 It also explains which body parts are responsible 508 00:41:53,360 --> 00:41:55,760 for the pain that you are feeling. 509 00:41:55,840 --> 00:41:57,800 And ultimately, there is a plan 510 00:41:57,920 --> 00:41:59,320 which is a weekly breakdown plan. 511 00:41:59,400 --> 00:42:02,520 That includes how many days you have to do yoga, physiotherapy, 512 00:42:02,600 --> 00:42:04,040 and self-practice. 513 00:42:04,120 --> 00:42:05,800 After that, the patient 514 00:42:05,880 --> 00:42:07,280 comes on board on our platform. 515 00:42:07,360 --> 00:42:09,240 Up until now, everything was free of cost. 516 00:42:09,320 --> 00:42:11,760 And then the onboarding of the patient starts. 517 00:43:17,080 --> 00:43:19,320 It's possible that my body isn't flexible, 518 00:43:19,400 --> 00:43:22,000 that's why I can't exercise with the right posture, 519 00:43:22,080 --> 00:43:24,720 versus I can't exercise in the right posture because I am in pain. 520 00:43:24,840 --> 00:43:26,480 - Right! - How does this tool determine 521 00:43:26,560 --> 00:43:28,000 whether I am inflexible or if I'm in pain? 522 00:43:28,120 --> 00:43:30,440 When you are on our platform, 523 00:43:30,760 --> 00:43:33,680 we ask you multiple questions. Are you in pain? 524 00:43:33,760 --> 00:43:35,440 When did it start? 525 00:43:35,520 --> 00:43:38,280 After asking questions, these exercises are determined. 526 00:43:44,680 --> 00:43:46,800 Based on the information we collect, 527 00:43:46,880 --> 00:43:48,760 we map you either with an orthopaedic 528 00:43:48,880 --> 00:43:51,200 or we also map you with a physiotherapist. 529 00:43:51,320 --> 00:43:55,000 How many orthos and physios associated with you 530 00:43:55,080 --> 00:43:56,600 can validate this? 531 00:44:07,880 --> 00:44:09,800 I have back pain, just take me to an ortho. 532 00:44:09,920 --> 00:44:11,160 What was the need for this gimmick? 533 00:44:17,440 --> 00:44:20,000 We brought orthopaedic doctors 534 00:44:20,080 --> 00:44:22,760 to our advisory board. They explained to us 535 00:44:22,840 --> 00:44:24,080 which exercises 536 00:44:24,160 --> 00:44:26,680 are used for which muscles and how. 537 00:44:26,760 --> 00:44:28,600 When we started feeding that into our engine, 538 00:44:28,680 --> 00:44:30,680 the engine gradually started to mature. 539 00:44:30,760 --> 00:44:33,440 The idea is we are also putting the self-practice plan. 540 00:44:33,520 --> 00:44:35,440 If the pain is bearable 541 00:44:35,560 --> 00:44:36,760 and they prefer not to have a personal session, 542 00:44:36,840 --> 00:44:38,280 our entire program 543 00:44:38,360 --> 00:44:40,720 will be delivered as self-practice. 544 00:44:40,800 --> 00:44:42,360 That's where the AI engine will play 545 00:44:42,360 --> 00:44:44,680 a major role in giving you accurate exercises. 546 00:44:44,920 --> 00:44:46,960 Let me talk to you as a normal consumer. 547 00:44:47,040 --> 00:44:47,880 Sure. 548 00:44:48,000 --> 00:44:49,200 If I am in pain, 549 00:44:49,280 --> 00:44:52,080 I will never use technology. I will visit a doctor instead. 550 00:44:52,480 --> 00:44:56,080 The doctor will never suggest me to use FlexifyMe. 551 00:44:56,160 --> 00:44:58,320 How do you acquire consumers? 552 00:44:58,440 --> 00:45:00,000 We do it through two channels. 553 00:45:00,080 --> 00:45:01,760 First is Google. 554 00:45:01,960 --> 00:45:03,640 When people suffer from pain, 555 00:45:03,760 --> 00:45:05,800 they search for it on Google. 556 00:45:13,360 --> 00:45:16,920 I believe in you this time and let's say, doing the right thing. 557 00:45:17,000 --> 00:45:18,400 You have good sales I believe 558 00:45:18,480 --> 00:45:20,760 to ask for a valuation of Rs. 50 crores. 559 00:45:20,880 --> 00:45:22,400 In the last 12 months, 560 00:45:35,840 --> 00:45:38,680 Your sale is around Rs. 4 crores. It's not much. 561 00:45:38,760 --> 00:45:40,520 Tell us about growth. How much is your month-on-month growth? 562 00:45:40,600 --> 00:45:43,360 A year ago, when we started, 563 00:45:43,440 --> 00:45:45,800 our revenue was around Rs.3-4 lakhs. 564 00:45:45,880 --> 00:45:49,000 Now, it is Rs. 32 lakhs, so month-on-month, we approximately 565 00:45:56,560 --> 00:45:58,400 Firstly, what are your roles? 566 00:45:58,480 --> 00:45:59,840 I am handling technology. 567 00:45:59,960 --> 00:46:01,240 - You have a background in technology. - Yes. 568 00:46:01,360 --> 00:46:02,720 - And you? - I handle sales. 569 00:46:02,800 --> 00:46:04,640 Second, what is the competition in this area? 570 00:46:04,720 --> 00:46:06,920 There are a few companies that have started in India. 571 00:46:07,000 --> 00:46:08,520 Your physio something. 572 00:46:08,600 --> 00:46:10,040 In the US, there are 573 00:46:10,120 --> 00:46:12,320 Sword Health, Kaia Health. They are multi-billion dollar companies. 574 00:46:13,120 --> 00:46:14,040 What is the pricing? 575 00:46:14,120 --> 00:46:15,520 We have a subscription plan. 576 00:46:15,600 --> 00:46:18,760 The average cost of 6 months is Rs. 16,000. 577 00:46:21,480 --> 00:46:23,680 They get 25 live sessions. 578 00:46:32,440 --> 00:46:34,720 How do you calculate this? 579 00:46:35,680 --> 00:46:37,480 We charge around Rs. 800. 580 00:46:49,160 --> 00:46:50,840 who work just with us. 581 00:46:50,920 --> 00:46:53,080 Your technology got me really excited at the start. 582 00:46:53,200 --> 00:46:57,600 You need a person to train now. How will it scale? 583 00:46:57,680 --> 00:46:59,480 What is the need for this? I am still not clear. 584 00:46:59,560 --> 00:47:02,640 That's a good question. That's why we introduced technology. 585 00:47:02,720 --> 00:47:04,680 Our journey began with one-on-one sessions. 586 00:47:04,760 --> 00:47:06,760 Later, technology came into play, followed by the introduction of AI. 587 00:47:06,840 --> 00:47:09,120 Now, the idea is that the technology will scale 588 00:47:09,200 --> 00:47:12,440 and our focus will be more on self-practice. 589 00:47:12,520 --> 00:47:14,880 How many customers have availed your paid services last month? 590 00:47:14,960 --> 00:47:19,560 Every month, approximately 190 to 200 new users are added. 591 00:47:30,040 --> 00:47:30,920 No! 592 00:47:31,000 --> 00:47:33,040 As I said, the technology is evolving. 593 00:47:33,160 --> 00:47:34,480 We have a small library. 594 00:47:34,560 --> 00:47:36,840 - It is small. - Our library only has 70 videos. 595 00:47:36,920 --> 00:47:42,000 The funding round is ongoing. We are just closing our seed round. 596 00:47:42,120 --> 00:47:45,240 With the help of that, we will create a library of 1,200 videos. 597 00:47:45,320 --> 00:47:46,560 Share the valuation of your seed round. 598 00:47:46,640 --> 00:47:48,000 - How much are you closing it at? - Tell us. 599 00:48:01,480 --> 00:48:04,680 - Amit and Manjeet, I have an offer. - Wow! 600 00:48:05,480 --> 00:48:09,360 I am well-versed in your business. 601 00:48:09,640 --> 00:48:12,840 - And the need for physios will only increase... - Exactly! 602 00:48:12,920 --> 00:48:15,400 With the terrible lifestyle we have. 603 00:48:15,960 --> 00:48:20,280 But I don't think Rs. 38 crores is a fair valuation. 604 00:48:21,920 --> 00:48:23,920 Your round hasn't closed yet. 605 00:48:24,040 --> 00:48:25,680 That's why I am giving you a lower valuation. 606 00:48:25,760 --> 00:48:28,160 Because I think you can accommodate me. 607 00:48:28,240 --> 00:48:30,520 Where you bring me in before that closes. 608 00:48:30,600 --> 00:48:32,360 I've done it in the past. 609 00:48:32,440 --> 00:48:34,840 Rs. 50 lakhs for 2.5%. 610 00:48:34,920 --> 00:48:37,400 That is a Rs. 20 crores valuation. 611 00:48:38,480 --> 00:48:40,200 Rs. 50 lakhs as debt 612 00:48:57,800 --> 00:49:00,760 So... You have received a good offer. 613 00:49:00,840 --> 00:49:02,080 So, I will stay out of it. 614 00:49:02,200 --> 00:49:04,680 - But people genuinely face this problem. - Big problem. 615 00:49:05,000 --> 00:49:06,080 All the best! 616 00:49:13,240 --> 00:49:16,120 But it is mostly unorganised. 617 00:49:16,200 --> 00:49:18,640 People have started a chain offline. 618 00:49:18,720 --> 00:49:20,280 They had to shut it down. 619 00:49:20,800 --> 00:49:22,240 People also started this online. 620 00:49:34,080 --> 00:49:35,720 Those are the reasons I am out. Good luck! 621 00:49:35,920 --> 00:49:37,600 Thank you! 622 00:49:37,880 --> 00:49:41,640 The challenge in this is that in India, when people are in pain, 623 00:49:41,720 --> 00:49:44,640 they don't want to put in the work. 624 00:49:45,320 --> 00:49:47,480 So, there has to be a cultural shift. 625 00:49:47,600 --> 00:49:49,360 Also, it will be necessary 626 00:49:54,040 --> 00:49:58,000 And as a minority shareholder, I cannot add much value. 627 00:49:58,080 --> 00:49:59,600 So, for that reason, I am out. 628 00:50:01,600 --> 00:50:03,920 I disagree with everyone. 629 00:50:06,160 --> 00:50:07,800 They don't understand the market. 630 00:50:10,760 --> 00:50:14,520 They've never visited physiotherapy centres and seen how crowded it is. 631 00:50:15,760 --> 00:50:19,360 My point is, I understand your business. 632 00:50:20,000 --> 00:50:21,960 And a great man once said, 633 00:50:22,120 --> 00:50:24,040 I am the boss of this market. 634 00:50:24,120 --> 00:50:25,840 [laughing heartily] 635 00:50:26,640 --> 00:50:29,200 Namita, don't rush. I am still talking. 636 00:50:34,480 --> 00:50:36,200 What is the company going to shape up like? 637 00:50:49,360 --> 00:50:52,720 Our gross margin will be close to about 70%. 638 00:50:52,800 --> 00:50:55,600 And how much is the CAC? How much are you spending to 639 00:50:55,720 --> 00:50:58,160 - acquire a client? - Our CAC is Rs. 4500. 640 00:51:05,360 --> 00:51:07,000 - It almost doubles. - More margin? 641 00:51:07,120 --> 00:51:08,400 - Yes! - Exactly! 642 00:51:09,000 --> 00:51:10,880 In the next 12 months, 643 00:52:07,960 --> 00:52:10,760 Great! I'm satisfied with it so far. They have the potential to scale. 644 00:52:10,880 --> 00:52:14,520 I think it is more of a technology company than a pharma company. 645 00:52:14,640 --> 00:52:17,480 - Wrong! Networks matter! - Oh! 646 00:52:17,560 --> 00:52:19,480 [suspenseful music playing] 647 00:52:19,600 --> 00:52:22,320 Both of you are into tech. You need me, not a techie. 648 00:52:23,400 --> 00:52:25,960 We need to create awareness of this. 649 00:52:27,320 --> 00:52:29,880 Even the most intelligent individuals have misconceptions. 650 00:52:30,000 --> 00:52:33,040 Just imagine, an average person may have numerous misconceptions. 651 00:52:33,160 --> 00:52:35,040 This needs a lot of awareness. 652 00:52:35,160 --> 00:52:38,440 This is where I can help you, because this is what I am into. 653 00:52:39,360 --> 00:52:41,040 And I am going solo. 654 00:52:41,120 --> 00:52:42,560 I don't share healthcare deals. 655 00:52:42,640 --> 00:52:44,760 Even I am going solo. I don't want to share it with you. 656 00:52:45,920 --> 00:52:48,480 - Oh my! Not bad! I like it. - This is going to be fun. 657 00:52:50,360 --> 00:52:53,720 I believe I can help you with customer acquisition. 658 00:52:54,280 --> 00:52:57,400 She mentioned that you need specialists. I agree, but 659 00:52:57,480 --> 00:52:59,800 we don't need thousands of them. Networking won't be helpful. 660 00:52:59,880 --> 00:53:02,560 It's a technology company and only needs back-end operations. 661 00:53:03,160 --> 00:53:04,360 I don't want you to 662 00:53:04,440 --> 00:53:06,920 ask me to take a down round from what you did last time. 663 00:53:07,000 --> 00:53:08,920 Oh my! Nice. 664 00:53:10,000 --> 00:53:12,720 I will invest 50 lakhs in equity for 1%. 665 00:53:12,800 --> 00:53:14,800 I am giving you what you asked for. 666 00:53:26,520 --> 00:53:28,920 Namita, you have expertise. 667 00:53:30,040 --> 00:53:32,080 I will revise my offer. 668 00:53:33,200 --> 00:53:35,320 Rs. 50 lakhs for 1.5%. 669 00:53:36,280 --> 00:53:38,480 And the other Rs. 50 lakhs in debt 670 00:53:49,760 --> 00:53:51,000 Who will they choose? 671 00:53:51,160 --> 00:53:52,200 Of course, me! 672 00:53:52,280 --> 00:53:53,520 They can also choose Amit. 673 00:53:53,600 --> 00:53:55,600 I don't think they need you. 674 00:53:55,680 --> 00:53:57,440 - Are you kidding me? - I am serious! 675 00:53:57,440 --> 00:53:58,680 How will you help them? 676 00:54:03,680 --> 00:54:06,880 Let's find out what happens in an exciting situation. 677 00:54:08,160 --> 00:54:09,160 Welcome! 678 00:54:09,240 --> 00:54:13,240 We would like to thank both of you for the offer. 679 00:54:15,000 --> 00:54:16,880 We really want your expertise. 680 00:54:17,720 --> 00:54:20,640 But at the same time, acquiring customers is also important. 681 00:54:21,600 --> 00:54:24,240 To be fair to our past investors, 682 00:54:24,320 --> 00:54:26,280 we cannot go lower than that. 683 00:54:27,960 --> 00:54:29,440 So, our counter offer is, 684 00:54:38,960 --> 00:54:41,080 - We don't want to do this together. - Pick one! 685 00:54:44,200 --> 00:54:45,400 I hope you make the right choice. 686 00:54:45,480 --> 00:54:47,880 It's a tech company. Customer acquisition will play a big part. 687 00:54:50,000 --> 00:54:51,040 What do you want to do? 688 00:54:51,160 --> 00:54:53,520 I will give you a final offer. 689 00:54:55,920 --> 00:55:00,120 Rs. 50 lakhs for 1.32%. 690 00:55:00,240 --> 00:55:02,000 Which is what you want. 691 00:55:02,120 --> 00:55:04,080 And Rs. 50 lakhs in debt 692 00:55:11,320 --> 00:55:12,520 Okay! Amit, what is your response? 693 00:55:12,600 --> 00:55:14,920 I have the same response. I am giving you what you asked for. 694 00:55:15,040 --> 00:55:17,200 Rs. 50 lakhs for 1.32%. 695 00:55:37,240 --> 00:55:39,960 - We'll make this big. I understand this market. - Definitely! 696 00:55:40,040 --> 00:55:41,440 This will grow. 697 00:55:41,560 --> 00:55:43,720 Congratulations, guys! Very happy for you. 698 00:55:45,720 --> 00:55:49,160 [upbeat music playing] 699 00:55:56,400 --> 00:55:58,480 Friends, welcome to Ask The Shark. 700 00:55:58,600 --> 00:56:01,040 These are your questions, so you will get the answer. 701 00:56:01,160 --> 00:56:03,640 I am just a medium. We have a Shark here. 702 00:56:03,720 --> 00:56:07,080 We have someone who is a reservoir of information. 703 00:56:07,160 --> 00:56:10,760 COO and founder of Shaadi.com, Mr. Anupam Mittal. 704 00:56:10,840 --> 00:56:12,880 - Sir, welcome! Thank you so much! - Thank you! 705 00:56:12,960 --> 00:56:15,560 - Thank you so much for giving us your valuable time, sir. - Anytime! 706 00:56:15,640 --> 00:56:18,080 Sir, Karan Gill from Chandigarh. 707 00:56:18,160 --> 00:56:21,160 He writes, 'Hello, Anupam. I like your style. 708 00:56:21,280 --> 00:56:22,320 You are my style icon. 709 00:56:41,280 --> 00:56:42,680 and liquidation preference. 710 00:56:42,760 --> 00:56:47,200 - So, mainly around the commercial agreement. - Okay. 711 00:56:47,280 --> 00:56:49,920 And the legal terms 712 00:56:50,040 --> 00:56:53,160 like governance rights, board seats, 713 00:56:53,280 --> 00:56:56,520 - if there is a dispute, how will it be resolved? - Understood. 714 00:56:56,600 --> 00:56:58,840 All that is included in a shareholder agreement.