1 00:00:14,800 --> 00:00:16,760 [music playing] 2 00:00:24,400 --> 00:00:26,240 [music playing] 3 00:00:30,400 --> 00:00:33,000 [music playing] 4 00:00:59,840 --> 00:01:01,000 - Wow. - I'm a Gujarati. 5 00:01:01,680 --> 00:01:03,840 Let me feed you something first and then talk business. 6 00:01:03,960 --> 00:01:05,280 - Oh! - [laughing] 7 00:01:05,400 --> 00:01:07,240 In Ahmedabad, it's called 'Jalsa'. 8 00:01:07,320 --> 00:01:08,600 'Jalsa.' 9 00:01:09,000 --> 00:01:10,520 Let's start with Aman. 10 00:01:10,600 --> 00:01:13,920 Let's say that Aman wants to eat something fun and sweet. 11 00:01:49,040 --> 00:01:50,280 It's very tasty. 12 00:01:53,000 --> 00:01:55,280 That's what Indians want. 13 00:02:01,120 --> 00:02:03,280 Sharks, I'm a marathon runner. 14 00:02:03,360 --> 00:02:06,000 I know how important healthy snacking is, 15 00:02:06,080 --> 00:02:07,480 but taste matters too. 16 00:02:07,560 --> 00:02:10,160 I brought taste and health together 17 00:02:10,240 --> 00:02:12,080 and created Fit & Flex. 18 00:02:13,400 --> 00:02:15,120 Fit & Flex is a brand 19 00:03:00,560 --> 00:03:04,520 India's most favourite snacking and cereal brand. 20 00:03:04,600 --> 00:03:06,560 So, we're asking for 21 00:03:14,520 --> 00:03:15,320 It's good. 22 00:03:15,400 --> 00:03:16,360 It's yummy. 23 00:03:16,440 --> 00:03:17,920 It tastes like Chivda. 24 00:03:18,000 --> 00:03:20,840 You just had oat-based savoury. It's our most unique product. 25 00:03:21,880 --> 00:03:24,600 So, Pathik, welcome to Shark Tank. 26 00:03:24,680 --> 00:03:26,720 And Pathik, do you know what's the biggest good news? 27 00:03:26,720 --> 00:03:29,840 That you are actually quite fit and a marathon runner. 28 00:03:29,920 --> 00:03:31,320 I recently participated in the Berlin marathon. 29 00:03:31,440 --> 00:03:32,320 Wow! 30 00:03:32,400 --> 00:03:34,160 Congratulations! What was the timing? 31 00:03:34,240 --> 00:03:36,480 - 3:50. - Amazing! You're fast. 32 00:03:36,560 --> 00:03:38,280 And this is my worst timing. 33 00:03:38,360 --> 00:03:40,840 Oh, so what's your PB or personal best? 34 00:03:40,960 --> 00:03:42,360 My PB is 3:34. 35 00:03:42,440 --> 00:03:43,720 - Amazing. - Well done. 36 00:03:43,800 --> 00:03:45,960 - Mine is 2:50. - Very good! 37 00:03:46,080 --> 00:03:47,040 He's bluffing. 38 00:03:49,200 --> 00:03:50,920 So, when did you start running? 39 00:03:51,000 --> 00:03:54,160 I developed high blood pressure at 34-35 years of age. 40 00:03:54,240 --> 00:03:56,880 So, since I started running, 41 00:03:57,040 --> 00:03:58,160 it's perfectly fine. 42 00:03:58,240 --> 00:04:00,040 I changed my eating patterns. 43 00:04:00,120 --> 00:04:02,280 And that's how Fit & Flex came into existence. 44 00:04:03,720 --> 00:04:05,160 What were you doing before that? 45 00:04:05,240 --> 00:04:07,880 I have a business in cotton industry and chemicals. 46 00:04:07,960 --> 00:04:09,240 Trading or manufacturing? 47 00:04:09,320 --> 00:04:10,880 Cotton. I have a factory. 48 00:04:11,000 --> 00:04:12,640 - You have a factory? - Yes. 49 00:04:12,760 --> 00:04:14,880 - What's the turnover? - Rs 700-800 crores. 50 00:04:21,520 --> 00:04:23,720 So, did you start this as a part of that company 51 00:04:23,800 --> 00:04:25,040 or on the sides? 52 00:04:25,160 --> 00:04:26,560 It's a different company altogether. 53 00:04:26,640 --> 00:04:28,880 So, you used the profits from there 54 00:04:28,880 --> 00:04:31,120 - to create this company. - Yes. 55 00:04:31,200 --> 00:04:33,240 - Do you run both? - Yes. 56 00:04:35,000 --> 00:04:37,280 If you have a business worth Rs 700-800 crores, 57 00:04:37,400 --> 00:04:39,800 then there will be a question of conflict of interest. 58 00:04:39,880 --> 00:04:42,000 So, pool in your money and build it. Why are you here? 59 00:04:43,200 --> 00:04:44,560 Money is not the only important factor. 60 00:04:44,640 --> 00:04:46,680 We need mentorship also. 61 00:04:47,760 --> 00:04:50,080 - Healthy snacking has become a fashion. - Yes. 62 00:04:50,080 --> 00:04:52,120 How will you navigate in that crowd? 63 00:04:53,040 --> 00:04:55,600 Our infrastructure and technology 64 00:04:55,680 --> 00:04:57,520 is something that our competitors don't have. 65 00:04:57,600 --> 00:04:58,760 What's the technology? 66 00:04:58,840 --> 00:05:01,920 Only Fit & Flex has this line in India. 67 00:05:02,000 --> 00:05:03,120 What kind of line? 68 00:05:03,240 --> 00:05:04,320 It's a baking technology. 69 00:05:04,400 --> 00:05:06,320 But what does it do? What's the benefit? 70 00:05:06,440 --> 00:05:08,920 The USP of this product is 71 00:05:09,120 --> 00:05:11,640 that the crunch remains until you finish your bowl. 72 00:05:12,680 --> 00:05:14,560 You're constantly talking about this machine. 73 00:05:14,640 --> 00:05:17,440 Or line as you call it. Someone must be making it. 74 00:05:26,520 --> 00:05:29,480 This line is capital-intensive. It's very expensive. 75 00:05:29,560 --> 00:05:30,600 How expensive is it? 76 00:05:30,680 --> 00:05:33,480 When we got it, it was Rs 15 crores for one line. 77 00:05:39,480 --> 00:05:40,680 How many products do you have? 78 00:05:40,760 --> 00:05:42,600 The total SKU is 35. 79 00:05:42,680 --> 00:05:44,800 - What's your hero product? - Granola. 80 00:05:44,960 --> 00:05:47,240 And the mango-coconut flavour is the best. 81 00:06:00,080 --> 00:06:01,880 I launched this brand 82 00:06:01,960 --> 00:06:04,320 two months before Covid. 83 00:06:04,440 --> 00:06:06,160 In December 2019, 84 00:06:10,920 --> 00:06:13,520 As soon as we entered, the lockdown happened. 85 00:06:47,600 --> 00:06:50,240 that you've kept the pricing affordable. This is for Rs 250. 86 00:06:56,360 --> 00:06:59,080 is average. There are too many fonts. 87 00:06:59,160 --> 00:07:01,000 It's too cluttered. 88 00:07:01,640 --> 00:07:03,080 Who will manage this? 89 00:07:03,200 --> 00:07:06,400 This is just a draft packaging. 90 00:07:06,480 --> 00:07:08,800 Our final packaging in the market 91 00:07:08,880 --> 00:07:10,200 is of Granola, Muesli, 92 00:07:10,320 --> 00:07:11,880 Mixture, and Mini Bites. 93 00:07:12,000 --> 00:07:13,160 Okay, but who does it? 94 00:07:13,240 --> 00:07:15,920 - Do you do it? - No, we have an agency. 95 00:07:16,000 --> 00:07:18,600 - So, you have outsourced it. - Yes, outsourced the packaging. 96 00:07:19,640 --> 00:07:21,040 How much did you burn last month? 97 00:07:21,160 --> 00:07:22,520 We are not a burning company. 98 00:07:22,640 --> 00:07:23,560 - What's the profit? - Then what's the profit? 99 00:07:23,640 --> 00:07:24,720 7 to 8 per cent. 100 00:08:01,600 --> 00:08:02,720 How much equity? 101 00:08:08,800 --> 00:08:09,880 Only Granola. 102 00:08:09,960 --> 00:08:12,360 Then we realised that this product is not enough. 103 00:08:12,440 --> 00:08:13,920 So, we will need a basket. 104 00:08:14,000 --> 00:08:16,880 Seven months ago, we launched these products. 105 00:08:18,200 --> 00:08:19,720 For the last 7-8 months, 106 00:08:19,800 --> 00:08:22,000 our distribution has started in UAE. 107 00:08:29,320 --> 00:08:32,520 we will make Rs 55-60 lakhs per month from Dubai. 108 00:08:39,560 --> 00:08:40,960 No, we make it. 109 00:08:41,800 --> 00:08:44,640 We have two verticals. Private label and branding. 110 00:08:44,720 --> 00:08:46,640 I've got three partners. 111 00:08:51,440 --> 00:08:52,920 I don't understand. 112 00:08:53,120 --> 00:08:54,840 Let's go slow. Hold on. 113 00:08:54,920 --> 00:08:57,040 Firstly, you have a company. 114 00:08:57,120 --> 00:08:58,040 Niva Nutrifoods. 115 00:08:58,120 --> 00:08:59,520 This company 116 00:08:59,600 --> 00:09:01,120 has two businesses. 117 00:09:15,520 --> 00:09:17,600 - Including private label. - No. 118 00:09:17,680 --> 00:09:18,920 Then share the total. 119 00:09:19,040 --> 00:09:20,160 I want to know the total. 120 00:09:20,240 --> 00:09:21,680 Private label is 15 per cent more. 121 00:09:36,040 --> 00:09:37,120 Yes. 122 00:09:38,320 --> 00:09:39,400 How will it work? 123 00:09:39,480 --> 00:09:41,000 You were telling us about three partners. 124 00:09:41,080 --> 00:09:42,640 They are not a part of the brand. 125 00:09:42,720 --> 00:09:46,160 Brand is a part of Niva Nutri or is it separate? 126 00:09:46,240 --> 00:09:47,480 It's a part of Niva Nutrifoods. 127 00:09:47,640 --> 00:09:48,840 You will take investment from us 128 00:09:48,920 --> 00:09:51,600 and your IP, 129 00:09:51,680 --> 00:09:53,840 you will take that 130 00:09:53,920 --> 00:09:55,520 and create a separate entity. 131 00:09:55,640 --> 00:09:57,880 We will hold shares in it and grow that. 132 00:09:57,960 --> 00:09:59,240 - Exactly. - But along with that, 133 00:09:59,360 --> 00:10:02,040 your share will continue in the private label business. 134 00:10:02,120 --> 00:10:03,640 Because you have existing partnerships there. 135 00:10:03,720 --> 00:10:06,360 And your business worth Rs 700 crores will go on. Right? 136 00:10:06,440 --> 00:10:07,440 Exactly. 137 00:10:08,120 --> 00:10:10,200 - So, you will have 3 businesses. - Yes. 138 00:10:10,280 --> 00:10:12,120 And for this reason, I will be out of it. 139 00:10:13,480 --> 00:10:17,320 Me too. I mean, the category is exciting, 140 00:10:17,400 --> 00:10:19,880 - you're a fit marathoner... - But, I'm not running the factory. 141 00:10:19,960 --> 00:10:21,840 - But it can't work out. - Why? 142 00:10:21,920 --> 00:10:24,080 Because he's running three businesses. 143 00:10:29,160 --> 00:10:30,760 [music playing] 144 00:10:30,840 --> 00:10:32,920 You have written here 'Eat healthy.' 145 00:10:33,000 --> 00:10:35,920 So, you're not directly saying it 146 00:10:36,120 --> 00:10:38,360 but it's an implicit claim that it's healthy for you. 147 00:10:39,120 --> 00:10:40,600 Do you truly believe it to be healthy? 148 00:10:40,720 --> 00:10:41,800 They're 'better for you' products. 149 00:10:41,880 --> 00:10:44,680 There's a lot of difference between better for you and healthy. 150 00:10:44,960 --> 00:10:46,280 - Okay. - This is not healthy. 151 00:10:47,360 --> 00:10:48,840 What is oligofructose? 152 00:10:48,920 --> 00:10:50,800 It's biologically derived from cane sugar. 153 00:10:50,880 --> 00:10:52,600 What sugar does to your body, 154 00:10:52,680 --> 00:10:54,480 oligofructose does the same. 155 00:10:54,600 --> 00:10:56,920 And that's your second most ingredient. 156 00:11:11,480 --> 00:11:14,400 If they need sugar, give it. But don't call it healthy. 157 00:11:15,560 --> 00:11:16,960 Sell what you want. 158 00:11:17,080 --> 00:11:18,800 - But speak the truth. - You're right. 159 00:11:18,880 --> 00:11:20,920 Write healthier and I'm with you. 160 00:11:21,040 --> 00:11:22,080 Don't call it healthy. 161 00:11:28,440 --> 00:11:31,840 So, just for that reason, I'm out. 162 00:11:34,160 --> 00:11:36,320 You've added 4.5 per cent sugar. 163 00:11:36,400 --> 00:11:39,160 Add that to the 10 per cent oligofructose 164 00:11:39,280 --> 00:11:41,240 and then you will have the total added sugar, 165 00:11:41,320 --> 00:11:44,520 like sugar, which is 15 per cent. 166 00:11:45,240 --> 00:11:47,760 Sir, people add oligofructose even in no added sugar products. 167 00:11:47,840 --> 00:11:49,280 And then they're claiming no added sugar. 168 00:11:49,360 --> 00:11:50,880 Okay, you're saying that 169 00:11:51,000 --> 00:11:52,760 everyone does it, so can I. 170 00:11:54,200 --> 00:11:56,440 Personally, I have a problem 171 00:11:56,520 --> 00:11:58,840 when such claims are made. 172 00:11:58,920 --> 00:12:00,800 For that reason, I'm out. 173 00:12:01,680 --> 00:12:04,320 - I want to take a punt on you. - Whoa! 174 00:12:05,000 --> 00:12:06,360 Right? Because 175 00:12:06,800 --> 00:12:08,240 this market 176 00:12:08,480 --> 00:12:10,680 - is going to grow big. - Yes. 177 00:12:10,760 --> 00:12:13,560 Because people want different options for breakfast. 178 00:12:13,680 --> 00:12:15,480 I won't say that you're the healthiest. 179 00:12:15,560 --> 00:12:17,600 It's relative. You're healthier. 180 00:12:17,680 --> 00:12:20,960 But your last year's sales are Rs 4.6 crores. 181 00:12:21,040 --> 00:12:22,800 I would like to offer you 182 00:12:22,920 --> 00:12:26,200 Rs 25 lakhs for 2.5 per cent equity 183 00:12:27,000 --> 00:12:29,120 at a valuation of Rs 10 crores. 184 00:12:29,200 --> 00:12:31,360 Uh, which is two times last year's sales. 185 00:12:31,480 --> 00:12:34,840 And Rs 75 lakhs debt at 10 per cent interest. 186 00:12:57,160 --> 00:12:59,760 Hang on! You'll move assets to this company too. 187 00:13:07,880 --> 00:13:10,240 because I saw a USP. 188 00:13:10,480 --> 00:13:12,200 Because of the special machine, 189 00:13:12,280 --> 00:13:16,320 the taste is extremely crunchy and nice. 190 00:13:16,960 --> 00:13:19,640 Without that machine in the company, 191 00:13:19,720 --> 00:13:21,480 I don't have a USP. 192 00:13:22,920 --> 00:13:24,920 If the machine is with someone else, 193 00:13:25,040 --> 00:13:27,440 I have zero control over capacity utilisation 194 00:13:27,520 --> 00:13:28,880 and quality end-to-end. 195 00:13:29,080 --> 00:13:31,080 Then you will be outsourcing. 196 00:13:32,280 --> 00:13:34,840 My ask was only for the brand. 197 00:13:34,920 --> 00:13:36,160 - The factory valuation is... - My point is 198 00:13:36,240 --> 00:13:38,920 if you shift the machine, 199 00:13:44,600 --> 00:13:46,280 - Okay, thank you. - All five Sharks are out. 200 00:13:46,360 --> 00:13:47,640 Do one thing. 201 00:13:47,760 --> 00:13:50,240 Stop lying when it comes to health. 202 00:13:51,080 --> 00:13:52,400 - Thank you. - Thank you. All the best. 203 00:13:52,480 --> 00:13:53,480 Thank you. 204 00:32:43,560 --> 00:32:44,840 [theme music playing] 205 00:33:03,240 --> 00:33:04,240 [theme music concludes] 206 00:33:12,520 --> 00:33:14,880 When I came to Mumbai from Delhi in 2000, 207 00:33:14,960 --> 00:33:16,440 I made a good friend. 208 00:33:16,520 --> 00:33:17,840 His name was Nikhil. 209 00:33:18,440 --> 00:33:20,880 Nikhil and I got along well. We were close friends. 210 00:33:21,000 --> 00:33:23,760 One of the reasons was that we had a common connection. 211 00:33:23,840 --> 00:33:25,320 We smoked cigarettes together. 212 00:33:25,640 --> 00:33:29,920 One day, I found out that Nikhil got lung cancer from smoking. 213 00:33:31,560 --> 00:33:34,560 Within four months of that, we lost Nikhil. 214 00:33:36,560 --> 00:33:37,920 It impacted me hugely, 215 00:33:38,040 --> 00:33:39,680 because I witnessed the impact 216 00:33:39,760 --> 00:33:43,000 on Nikhil's family after he was gone. 217 00:33:43,080 --> 00:33:47,000 I did not want that to happen to my family or me. 218 00:33:47,080 --> 00:33:49,640 I, too, used to smoke 40 cigarettes a day at the time. 219 00:33:49,760 --> 00:33:50,600 My God! 220 00:33:50,760 --> 00:33:52,640 It was a wake-up call for me. 221 00:33:52,760 --> 00:33:54,320 I had to quit smoking by any means. 222 00:33:54,440 --> 00:33:57,560 I began my research on how to quit smoking. 223 00:33:57,640 --> 00:33:59,120 That's how Smotect was born. 224 00:34:02,200 --> 00:34:05,120 Smotect is the world's first 225 00:34:05,280 --> 00:34:08,080 100% natural and nicotine-free tablet. 226 00:34:21,800 --> 00:34:24,240 medical researchers and scientists from across the globe 227 00:35:02,400 --> 00:35:05,960 but a campaign to save families and lives. 228 00:35:06,040 --> 00:35:09,240 To take this mission forward, our ask to you 229 00:35:16,080 --> 00:35:20,120 in this mission to save 80 lakh lives a year? 230 00:35:21,200 --> 00:35:24,040 - Gurseet, welcome to Shark Tank. - Thank you. 231 00:35:24,160 --> 00:35:27,680 When did the incident with your friend take place? 232 00:35:27,760 --> 00:35:29,480 It happened in 2012. 233 00:35:29,560 --> 00:35:31,040 When did you quit smoking? 234 00:35:31,160 --> 00:35:33,960 I completely gave up smoking in 2018-19. 235 00:35:34,080 --> 00:35:37,320 The loss you experienced was so huge. 236 00:35:37,320 --> 00:35:40,240 Despite that, it took you 7 to 8 years to quit. 237 00:35:40,320 --> 00:35:42,480 I have failed to quit smoking 30 times. 238 00:35:43,640 --> 00:35:45,320 The addiction is such. 239 00:35:45,440 --> 00:35:48,160 Smoking is not just a biological addiction to nicotine. 240 00:35:48,240 --> 00:35:49,840 It is a psychological addiction too. 241 00:35:49,960 --> 00:35:51,000 When you smoke, 242 00:35:51,080 --> 00:35:54,000 you do it while having tea, with friends... 243 00:35:54,080 --> 00:35:57,000 Some people even need it to move their bowels in the morning. 244 00:35:57,120 --> 00:35:59,600 It being biological and psychological, 245 00:35:59,720 --> 00:36:01,800 it is very difficult to quit. 246 00:36:02,760 --> 00:36:05,280 Gurseet, I have a problem with this. 247 00:36:05,400 --> 00:36:09,160 Cigarette packets have graphic and disturbing images on them. 248 00:36:09,280 --> 00:36:10,160 - Right? - Yes. 249 00:36:10,280 --> 00:36:12,240 They have tried to print warnings in bold letters 250 00:36:12,320 --> 00:36:14,360 like 'smoking is injurious to health'. 251 00:36:14,360 --> 00:36:16,520 It isn't that people don't know. 252 00:36:17,240 --> 00:36:20,240 Despite that, if you try to tell smokers... 253 00:36:25,160 --> 00:36:26,040 They laugh! 254 00:36:26,320 --> 00:36:28,680 "We know but we will still smoke." 255 00:36:28,760 --> 00:36:30,440 This is such an addiction 256 00:36:30,520 --> 00:36:32,240 that no matter how much you warn smokers, 257 00:36:32,360 --> 00:36:34,720 it isn't easy to quit at all. 258 00:36:34,720 --> 00:36:37,240 It's not like you can tell people to take this and quit smoking. 259 00:36:37,520 --> 00:36:41,160 If you want anyone to quit a vice, no matter what it is, 260 00:36:41,280 --> 00:36:43,000 they ought to have the intention to quit it. 261 00:36:43,080 --> 00:36:45,880 As per GATS, a survey by the government, 262 00:36:45,960 --> 00:36:49,920 70% of smokers wish to quit 263 00:36:50,080 --> 00:36:51,240 but they are not able to. 264 00:36:52,560 --> 00:36:53,920 Have you heard of the joke? 265 00:36:54,000 --> 00:36:56,040 'Quitting smoking is so easy, I do it every day.' 266 00:36:56,160 --> 00:36:58,120 - No, I've done it multiple times. - I've done it... 267 00:36:58,240 --> 00:36:59,840 Actually, Gurseet. 268 00:36:59,920 --> 00:37:03,360 I'd like to mention one statistic that not many people know, 269 00:37:10,080 --> 00:37:11,840 - 13 minutes. - 13 minutes. 270 00:37:11,960 --> 00:37:14,080 What's this 95% success rate? 271 00:37:15,240 --> 00:37:17,520 95% success rate means 272 00:37:17,640 --> 00:37:18,640 that our clinical trial 273 00:37:18,720 --> 00:37:20,840 which is a double-blinded randomised 274 00:37:30,000 --> 00:37:32,680 either quit or reduced significantly. 275 00:37:33,960 --> 00:37:35,280 When did you start this? 276 00:38:05,720 --> 00:38:08,040 that helped you achieve a 95% result? 277 00:38:08,120 --> 00:38:10,320 - Are these mentioned on the bottle? - Yes. 278 00:38:10,400 --> 00:38:12,040 - Could we take a look? - Sure. 279 00:38:19,640 --> 00:38:22,240 So, your product is only for moderate smokers 280 00:38:22,320 --> 00:38:23,880 and not for heavy smokers. 281 00:38:24,000 --> 00:38:27,120 No, ma'am. I'm sorry if I haven't given you the other box. 282 00:38:27,240 --> 00:38:28,520 This is for moderate smokers. 283 00:38:28,640 --> 00:38:30,440 There is one for heavy and light smokers as well. 284 00:38:30,520 --> 00:38:31,880 Okay, so they're different. 285 00:38:32,000 --> 00:38:35,360 The product is the same. Only the course duration varies. 286 00:38:35,440 --> 00:38:37,920 The duration varies but the ingredients are the same. 287 00:38:38,040 --> 00:38:39,360 It's the same. The tablets are the same too. 288 00:38:39,360 --> 00:38:41,360 - You mentioned anxiety! - Yes. 289 00:38:41,560 --> 00:38:43,080 If your medications are effective 290 00:38:43,160 --> 00:38:45,840 and you believe in their potential, 291 00:38:54,320 --> 00:38:57,160 Is this your GTM and expand it 292 00:38:57,240 --> 00:38:59,200 to include the non-smoking market in the future? 293 00:39:28,560 --> 00:39:29,920 If you consume that medicine 294 00:39:30,360 --> 00:39:32,360 and smoke 295 00:39:32,440 --> 00:39:34,440 - then your health will deteriorate. - Yes. 296 00:39:34,960 --> 00:39:36,360 There is no better solution 297 00:39:36,440 --> 00:39:39,520 in the world to quit smoking. 298 00:39:39,640 --> 00:39:41,400 Because it won't let you smoke a cigarette. 299 00:39:41,800 --> 00:39:45,120 Other than that, anything that makes such claims... 300 00:39:45,440 --> 00:39:47,400 Yours is not the only medicine. 301 00:39:47,480 --> 00:39:48,960 There are more options in the market 302 00:39:49,080 --> 00:39:50,440 that claim to make you feel better. 303 00:39:50,520 --> 00:39:53,160 It will address your anxiety and so on. 304 00:39:53,240 --> 00:39:55,080 They have all eventually failed, 305 00:39:55,200 --> 00:39:56,840 except for that medication. Why is that? 306 00:39:56,960 --> 00:39:59,640 Anupam, would you be willing to take the medicine 307 00:39:59,720 --> 00:40:01,440 even if you end up vomiting after smoking? 308 00:40:01,520 --> 00:40:02,720 If they want to quit. 309 00:40:03,480 --> 00:40:06,200 If a person has decided to quit smoking at all cost 310 00:40:06,280 --> 00:40:07,880 and fails to do so, 311 00:40:08,080 --> 00:40:10,360 they will resort to taking this medication. 312 00:40:10,440 --> 00:40:12,880 And those who want to pretend to quit, 313 00:40:12,960 --> 00:40:15,160 - they will keep delaying it. - Right! 314 00:40:15,280 --> 00:40:16,880 They will reduce the number of cigarettes. 315 00:40:16,960 --> 00:40:18,480 That is not quitting, right? 316 00:40:18,560 --> 00:40:20,560 - I agree. - The one who doesn't want to quit 317 00:40:20,640 --> 00:40:23,440 will not quit with this medicine. 318 00:40:24,720 --> 00:40:27,520 There are social triggers. If I have tea. 319 00:40:27,640 --> 00:40:30,120 If I am served tea the next day, 320 00:40:30,200 --> 00:40:33,680 won't I feel like smoking with it? 321 00:40:33,760 --> 00:40:37,000 We can learn and unlearn a habit. 322 00:40:37,400 --> 00:40:41,240 - Right? - We've come up with techniques with psychologists 323 00:40:59,040 --> 00:41:02,800 You can find recorded exercises on our website and chatbots. 324 00:41:02,880 --> 00:41:06,760 Is that what the QR code is for? The QR code is for that. 325 00:41:06,880 --> 00:41:09,000 Yes! You are right. There is a QR code. 326 00:41:09,080 --> 00:41:11,400 - You have to put in the effort and time. - Yes. 327 00:41:11,480 --> 00:41:12,920 - It is an effort! - You have to put in the effort. 328 00:41:13,000 --> 00:41:16,040 - Right? It is as good as going to rehab. - Correct. 329 00:41:16,200 --> 00:41:19,320 If someone wants to go to rehab and quit, they will do that. 330 00:41:19,400 --> 00:41:21,000 Deepinder, most importantly, 331 00:41:21,080 --> 00:41:24,200 - he has prescribed four tablets per day. - Yes. 332 00:41:28,680 --> 00:41:30,160 This box is for Rs. 3,000. 333 00:41:34,200 --> 00:41:36,160 Pricing doesn't matter if it works. 334 00:41:36,280 --> 00:41:38,440 - If this works, people will pay. - I think it does matter. 335 00:41:38,560 --> 00:41:40,160 It doesn't matter. 336 00:41:40,240 --> 00:41:42,080 Namita, we have helped 337 00:41:42,160 --> 00:41:43,880 around 20,000 people quit smoking. 338 00:41:43,960 --> 00:41:45,080 That is what I was getting at. 339 00:41:45,200 --> 00:41:48,400 How are you sure that you helped 20,000 people quit smoking? 340 00:41:49,680 --> 00:41:51,400 You said... 341 00:41:51,480 --> 00:41:53,840 How many customers do you have in total as of now? 342 00:41:53,920 --> 00:41:55,880 As of now, 343 00:41:55,960 --> 00:41:58,200 we have about 32,000 users on our website 344 00:41:58,280 --> 00:41:59,840 - who purchased medication from our website. - And? 345 00:41:59,960 --> 00:42:02,480 We gave around 8,000 to 10,000 people free medicines. 346 00:42:02,600 --> 00:42:04,000 - On top of it? - Yes! 347 00:42:04,080 --> 00:42:05,200 That's 40,000. 348 00:42:05,280 --> 00:42:07,680 - Your total customer base was 40,000 people. - Yes. 349 00:42:14,800 --> 00:42:17,440 We spoke to them and... 350 00:42:17,560 --> 00:42:18,880 How many people did you speak with? 351 00:42:18,960 --> 00:42:20,200 We call everyone. 352 00:42:20,280 --> 00:42:23,560 Is it based on a sample set or is it exhaustive? 353 00:42:23,680 --> 00:42:26,240 Whoever buys our product, 354 00:42:26,320 --> 00:42:29,080 we call them continuously and follow up with them for 3 months. 355 00:42:29,160 --> 00:42:32,760 - 32,000 people directly bought your product from your website. - Yes. 356 00:42:32,840 --> 00:42:35,160 Out of them, who took guidance from your psychologist? 357 00:42:35,200 --> 00:42:37,520 - Guidance. - How many of them took the guidance session? 358 00:42:37,600 --> 00:42:40,680 Around 70% to 80% of people take our exercises. 359 00:42:40,760 --> 00:42:42,960 How many new customers are you getting per month? 360 00:42:43,040 --> 00:42:44,360 We are selling 361 00:42:44,440 --> 00:42:46,800 to around 3,500 to 4,000 people every month. 362 00:42:51,560 --> 00:42:54,880 - So, your 20,000 customers know around 1 lakh smokers. - Yes. 363 00:42:54,960 --> 00:42:58,120 - They socialise with them every day, correct? - Yes. 364 00:42:58,200 --> 00:43:00,280 - 20,000 people have quit. - Yes. 365 00:43:06,440 --> 00:43:07,760 No! Not even 4,000. 366 00:43:07,880 --> 00:43:09,840 - There might be expenses. - True. 367 00:43:09,920 --> 00:43:12,000 If your number is accurate, 368 00:43:12,080 --> 00:43:13,960 - then this would have gone viral. - Yes! 369 00:43:14,880 --> 00:43:17,520 It claims 95% success rate. 370 00:43:17,840 --> 00:43:19,960 - But the data says 50%. - 50%. 371 00:43:20,040 --> 00:43:21,760 But in reality, it isn't even 5%. 372 00:43:21,840 --> 00:43:24,880 It will come down to around 4% success rate, 373 00:43:24,960 --> 00:43:26,640 according to what I understand right now. 374 00:43:26,760 --> 00:43:28,520 20,000 people who have quit, 375 00:43:28,600 --> 00:43:31,720 they used it for how many months on average and quit? 376 00:43:31,800 --> 00:43:33,240 What is the average duration? 377 00:43:37,720 --> 00:43:41,000 Give us the sales because you asked for a Rs. 100 crore valuati 378 00:43:41,160 --> 00:43:43,160 We are discussing customers 379 00:43:43,200 --> 00:43:45,600 and success rates. In the end, sales provide evidence. 380 00:44:15,960 --> 00:44:17,160 What is your background? Who are you? 381 00:44:17,240 --> 00:44:18,480 I am a sculptor. 382 00:44:18,600 --> 00:44:21,720 I run a company called ARTEFACTS. 383 00:44:21,920 --> 00:44:23,760 It's an art installation company. 384 00:44:23,880 --> 00:44:26,400 Because this is so important to me, 385 00:44:26,520 --> 00:44:28,840 most of my energy and effort goes into Smotect. 386 00:44:28,880 --> 00:44:30,120 Does sculpting make you that much money? 387 00:44:30,240 --> 00:44:31,680 Yes, if you are as good as me. 388 00:44:31,760 --> 00:44:35,040 How much money have you invested in research over the past 8 years? 389 00:44:35,120 --> 00:44:35,960 Rs.5-6 crores. 390 00:44:40,080 --> 00:44:41,720 experimenting with various formulations, 391 00:44:41,800 --> 00:44:43,320 and testing different manufacturers. 392 00:44:43,400 --> 00:44:45,480 You said 'most of my time.' 393 00:44:45,600 --> 00:44:47,800 Are you still running your sculpting company? 394 00:44:47,880 --> 00:44:49,160 Are you running two businesses? 395 00:44:49,240 --> 00:44:50,800 That business is in auto-pilot mode. 396 00:44:50,880 --> 00:44:52,200 There is no such thing as 'auto-pilot.' 397 00:45:02,480 --> 00:45:03,680 who smoke cigarettes. 398 00:45:03,760 --> 00:45:05,240 Because this is my mission in life. 399 00:45:05,320 --> 00:45:07,200 I prefer all-in founders. 400 00:45:07,320 --> 00:45:08,960 Who are completely involved 401 00:45:09,040 --> 00:45:10,720 in what they're doing 402 00:45:10,800 --> 00:45:12,240 and make it successful. 403 00:45:12,360 --> 00:45:16,160 No matter what the obstacle is they get to work and make it successful, 404 00:45:16,240 --> 00:45:18,080 rather than 405 00:45:18,400 --> 00:45:20,120 sailing two boats. 406 00:45:20,720 --> 00:45:22,440 - I am out. - I appreciate it. 407 00:45:22,520 --> 00:45:23,920 Same reason as Aman. 408 00:45:24,000 --> 00:45:26,560 When I asked you, what do you mean by 'most of your time?' 409 00:45:26,640 --> 00:45:29,080 As investors, we become nervous 410 00:45:29,200 --> 00:45:32,040 when you juggle two things together. 411 00:45:32,120 --> 00:45:34,360 - And for that reason, I am out. - Okay. 412 00:45:35,320 --> 00:45:36,960 How much profit did you make this year as of now? 413 00:45:37,080 --> 00:45:38,480 This year, 414 00:45:38,560 --> 00:45:40,040 our turnover is Rs. 4.25 crores. 415 00:45:40,160 --> 00:45:42,320 Our PAT is 12%. 416 00:46:10,120 --> 00:46:11,240 How much is your CAC? 417 00:46:20,560 --> 00:46:21,760 Yes! This is the truth. 418 00:46:21,840 --> 00:46:23,800 There are a lot of things we need to work on. 419 00:46:23,880 --> 00:46:26,240 You have 20,000 customers. 420 00:46:26,320 --> 00:46:27,800 They amount to your success rate, correct? 421 00:46:27,880 --> 00:46:29,160 And your CAC is high. 422 00:46:29,240 --> 00:46:31,840 Your referral rate should have been high. 423 00:46:31,920 --> 00:46:34,920 Which makes me believe that your product doesn't sell. 424 00:46:35,080 --> 00:46:36,120 - Yes. - I could be wrong. 425 00:46:36,200 --> 00:46:37,680 Mr. Deepinder, I would like to tell you... 426 00:46:37,760 --> 00:46:39,160 Let me complete. 427 00:46:41,160 --> 00:46:43,440 I don't care what your valuation is. 428 00:46:43,800 --> 00:46:46,880 I don't even care that you run two businesses. 429 00:46:46,960 --> 00:46:50,520 Because I too had a business, now I've learnt to handle both. 430 00:46:50,840 --> 00:46:52,800 But my underlying issue is 431 00:46:52,880 --> 00:46:56,000 that I think this product doesn't work. So, I am out. 432 00:46:56,560 --> 00:46:59,120 I absolutely agree with Deepinder. 433 00:47:05,680 --> 00:47:07,920 You must be a great marketer. 434 00:47:08,000 --> 00:47:12,360 The effectiveness of this product is questionable. I am out! 435 00:47:13,080 --> 00:47:16,280 Have you heard that if an idea of a product is good, 436 00:47:16,360 --> 00:47:19,240 it will cut through butter like a hot knife? 437 00:47:19,320 --> 00:47:21,200 If your product is worth it, 438 00:47:21,280 --> 00:47:23,960 it does the work on its own. It doesn't need... 439 00:47:24,080 --> 00:47:25,760 But the butter has to be on an open platter. 440 00:47:25,840 --> 00:47:29,000 Whatever it is! It does not need marketing. 441 00:47:29,080 --> 00:47:30,640 This butter is on an open platter. 442 00:47:30,720 --> 00:47:32,080 - It is an open platter. - This butter is on an open platter. 443 00:47:32,160 --> 00:47:33,080 Time out! 444 00:47:33,080 --> 00:47:34,680 - This butter is on an open platter. - It is. 445 00:47:34,760 --> 00:47:36,800 - The world desperately needs it. - Yes! 446 00:47:37,600 --> 00:47:40,840 If people were quitting for this price, 447 00:47:40,920 --> 00:47:43,040 - they would have paid for their friend to quit. - Correct. 448 00:47:43,160 --> 00:47:45,080 Not everyone thinks like you do, Mr. Deepinder. 449 00:47:45,200 --> 00:47:46,120 There are many who do. 450 00:47:46,200 --> 00:47:49,440 - There are people who love their friends and family. - Yes. 451 00:47:49,800 --> 00:47:52,320 Gurseet, don't be agitated. 452 00:47:52,400 --> 00:47:54,240 - The tiger is yet to speak. - Oh! 453 00:47:54,480 --> 00:47:56,440 Okay! Tell me something! 454 00:47:56,560 --> 00:47:58,920 Where did you gain knowledge on Ayurveda? 455 00:47:59,000 --> 00:48:00,560 Did you only focus on 456 00:48:00,640 --> 00:48:02,840 - quitting smoking all these years? - Yes! 457 00:48:02,960 --> 00:48:06,720 - I... - Did you do any research on Ayurveda in general? 458 00:48:06,800 --> 00:48:08,200 I've looked into Ayurveda in general. 459 00:48:08,280 --> 00:48:09,720 And my focus was to quit smoking. 460 00:48:09,840 --> 00:48:11,000 How many people are on your team? 461 00:48:11,080 --> 00:48:12,160 We are a team of 10. 462 00:48:12,240 --> 00:48:13,640 Does it include marketing and all? 463 00:48:13,720 --> 00:48:15,720 Besides that, we also work with agencies. 464 00:48:15,840 --> 00:48:17,760 - Who has equity? - I do. 465 00:48:17,840 --> 00:48:19,320 - How much? - 100%. 466 00:48:25,480 --> 00:48:26,880 You are profitable. 467 00:48:27,040 --> 00:48:28,680 The bet is that 468 00:48:28,760 --> 00:48:32,440 we'll be introducing a wider range of medicines in the Ayurvedic field. 469 00:48:32,880 --> 00:48:34,360 I have a condition. 470 00:48:34,480 --> 00:48:39,040 You claimed that 20,000 people quit smoking. 471 00:48:40,000 --> 00:48:41,960 It might not be 100% true. 472 00:48:42,040 --> 00:48:45,680 But it should be around 80% true. 473 00:49:12,200 --> 00:49:13,760 And I want to be safe. 474 00:49:13,840 --> 00:49:15,280 So, that's my offer to you. 475 00:49:15,360 --> 00:49:20,000 Anupam, I agree with the terms you proposed. 476 00:49:20,080 --> 00:49:23,360 I am okay with Rs. 50 lakhs in debt. 477 00:49:23,440 --> 00:49:26,120 But I want to give you a counteroffer for equity. 478 00:49:27,280 --> 00:49:28,760 Tell me! You have the right. 479 00:49:46,560 --> 00:49:47,640 Right? 480 00:49:51,000 --> 00:49:52,000 Okay! Let's do the deal. 481 00:50:12,840 --> 00:50:15,760 and collaborate with Anupam 482 00:50:15,840 --> 00:50:17,920 to make this company grow. 483 00:50:18,000 --> 00:50:21,520 And how can we instil a new sense of value and belief in people 484 00:50:21,680 --> 00:50:24,840 that quitting smoking is possible if you take one step forward? 485 00:50:24,920 --> 00:50:26,640 You can quit consuming tobacco. 486 00:53:21,400 --> 00:53:23,560 Welcome to Ask The Shark, friends. 487 00:53:23,640 --> 00:53:26,120 Joining us today is principal Shark 488 00:53:26,200 --> 00:53:28,840 and Executive Director of Emcure Pharmaceuticals, 489 00:53:28,960 --> 00:53:29,880 Ms. Namita Thapar. 490 00:53:29,960 --> 00:53:31,280 - Welcome, ma'am. - Thank you. 491 00:53:31,360 --> 00:53:33,560 This question is by Gagandeep Singh from Bengaluru. 492 00:53:50,320 --> 00:53:52,520 There was a time 493 00:53:52,640 --> 00:53:56,080 when people were only focused on the sales and the growth rate 494 00:53:56,160 --> 00:53:57,880 and losses were almost fashionable. 495 00:53:57,960 --> 00:53:59,960 Now, it's exactly the opposite. 496 00:54:00,120 --> 00:54:02,520 Even if you're not making profits right now, 497 00:54:02,840 --> 00:54:05,760 investors want that you show them a path to profitability. 498 00:54:05,800 --> 00:54:09,040 - Okay. - So, profit is king. Profit is queen. 499 00:54:09,320 --> 00:54:10,600 Better focus on that. 500 00:54:10,680 --> 00:54:12,120 Basically, not only is profit important,