1 00:00:10,000 --> 00:00:11,920 [thundering sound] 2 00:00:22,000 --> 00:00:23,960 [upbeat music playing] 3 00:00:33,120 --> 00:00:34,680 [owl hooting] 4 00:00:48,720 --> 00:00:49,960 [crickets chirping] 5 00:00:50,600 --> 00:00:52,600 [theme music playing] 6 00:01:11,000 --> 00:01:13,360 A wild boar destroyed 7 00:01:13,440 --> 00:01:15,360 the crops of farmers in Satara. 8 00:01:15,680 --> 00:01:19,040 Sharks, we get to hear such news every day. 9 00:01:19,120 --> 00:01:22,600 Due to wild boar, nilgai, elephants, 10 00:01:22,680 --> 00:01:25,240 leopards, and tigers, 11 00:01:42,240 --> 00:01:44,960 an elephant died because of an electric fence. 12 00:01:45,040 --> 00:01:47,720 But is this the fault of the farmers 13 00:01:47,800 --> 00:01:49,360 who want to save their field? 14 00:01:49,440 --> 00:01:51,120 Or is it the animals' fault 15 00:01:51,200 --> 00:01:54,240 who enter the field in search of food? 16 00:01:54,520 --> 00:01:57,640 No! They are both trying to survive. 17 00:01:57,800 --> 00:02:00,480 The world belongs to both animals and humans. 18 00:02:00,680 --> 00:02:04,120 But there has to be a solution to this serious problem 19 00:02:04,200 --> 00:02:06,160 so that humans and animals 20 00:02:06,280 --> 00:02:07,880 can co-exist. 21 00:02:07,960 --> 00:02:10,920 And we, at Katidhan, have found a solution. 22 00:02:12,160 --> 00:02:13,280 Hello, Sharks. 23 00:02:15,680 --> 00:02:17,800 You saw our demonstration a little while ago. 24 00:02:17,880 --> 00:02:20,960 In Katidhan, we have invented Parabraksh Technology. 25 00:02:35,560 --> 00:02:37,440 So they don't enter that farm. 26 00:02:37,600 --> 00:02:38,680 Currently, Katidhan 27 00:02:38,760 --> 00:02:41,000 has assisted approximately 1,300 farms and agricultural lands 28 00:02:41,080 --> 00:02:43,120 in India to tackle animal invasions. 29 00:03:13,240 --> 00:03:17,520 I used to make electronic IoT solutions. 30 00:03:17,680 --> 00:03:20,280 One of my friends shared a problem. 31 00:03:20,360 --> 00:03:22,480 They are facing issues in Ladakh. 32 00:03:22,560 --> 00:03:25,480 I designed a prototype and handed it over to them 33 00:03:25,560 --> 00:03:28,160 for approximately 6 to 8 months. It showed positive results. 34 00:03:28,280 --> 00:03:30,640 I did business research to find out 35 00:03:30,720 --> 00:03:32,320 if there is a market for this 36 00:03:32,400 --> 00:03:34,560 or if someone is offering this solution. 37 00:03:34,640 --> 00:03:37,320 Because this is a problem and there is a lot of demand. 38 00:03:37,440 --> 00:03:38,800 That is when I decided to... 39 00:03:43,440 --> 00:03:45,400 IoT was incorporated in the first version of this. 40 00:03:45,480 --> 00:03:46,800 Where did you complete your education? 41 00:03:46,880 --> 00:03:48,200 I completed my education in Bengaluru. 42 00:03:48,320 --> 00:03:50,600 I have done my Mechanical Engineering from VTU. 43 00:03:57,800 --> 00:03:59,520 - And then? - After that, I've been working. 44 00:03:59,800 --> 00:04:01,880 - Where? - I have experience in EdTech robotic 45 00:04:01,960 --> 00:04:03,520 and consumer robotics. 46 00:04:03,640 --> 00:04:05,160 - Which company? - Milagrow. 47 00:04:05,440 --> 00:04:06,880 - Milagrow, robots? - Yes! 48 00:04:06,960 --> 00:04:08,320 How long did you work there? 49 00:04:08,440 --> 00:04:11,600 I was there from 2015 to 2017. 50 00:04:11,760 --> 00:04:13,880 Okay! After that did you start this company? - Right after that. 51 00:04:17,960 --> 00:04:19,200 There are two SKUs. 52 00:04:23,760 --> 00:04:24,640 Yes! I am from Bengaluru. 53 00:04:24,720 --> 00:04:26,400 What does Katidhan mean? 54 00:04:26,480 --> 00:04:28,920 It is an amalgamation of 'Kathin Samadhan'. 55 00:04:29,000 --> 00:04:31,680 It means solutions for complex problems. 56 00:04:31,760 --> 00:04:34,400 - Katidhan sounds like it means cutting money. - Yes! 57 00:04:34,480 --> 00:04:35,680 It is confusing. 58 00:04:35,840 --> 00:04:37,560 Tell us more about the product. 59 00:04:37,640 --> 00:04:41,160 Do animals mostly come at night to hunt for food? - Yes. 60 00:04:44,360 --> 00:04:47,040 first is wild boar, second is nilgai, 61 00:04:47,120 --> 00:04:49,520 - and then comes elephant. And then it's monkeys. - Okay. 62 00:04:49,600 --> 00:04:52,480 This is Parabraksh. It is our flagship product. 63 00:04:58,240 --> 00:04:59,520 It has a light sensor. 64 00:04:59,600 --> 00:05:01,200 Once the sun sets, 65 00:05:01,360 --> 00:05:03,760 - the sensor activates and this turns - Right! 66 00:05:03,880 --> 00:05:07,080 The four LEDs will flash in different patterns. 67 00:05:07,280 --> 00:05:09,560 We have programmed it in such a way that it doesn't repeat. 68 00:05:09,640 --> 00:05:11,600 The pattern shouldn't repeat because 69 00:05:11,680 --> 00:05:13,040 animals should not get used to it. 70 00:05:13,120 --> 00:05:14,760 We haven't installed a motion sensor, 71 00:05:14,840 --> 00:05:18,160 because the animal has to come close for it to work. 72 00:05:18,520 --> 00:05:20,280 When it comes close, there are chances 73 00:05:20,360 --> 00:05:22,680 that it will realise that after a certain period of time. 74 00:05:22,760 --> 00:05:24,800 That is all the logic we have added to this 75 00:05:24,880 --> 00:05:26,720 with a very behavioural design approach. 76 00:05:26,800 --> 00:05:30,080 In many areas... It has been used in Karnataka for 3 years. 77 00:05:30,240 --> 00:05:32,240 And the elephants have stopped entering the fields. 78 00:05:38,120 --> 00:05:40,120 So, we suggest... 79 00:05:40,240 --> 00:05:42,440 Because we are playing with the behavioural aspect. 80 00:05:42,560 --> 00:05:45,400 - Right now, the machine is here. - Change the height. 81 00:05:45,480 --> 00:05:47,080 No! Change the position. 82 00:05:47,160 --> 00:05:47,960 Okay! 83 00:05:48,040 --> 00:05:49,800 Just shift it by 15 cm. 84 00:05:49,880 --> 00:05:51,400 Will it make such a significant difference? 85 00:05:51,480 --> 00:05:53,480 Yes! Because... 86 00:05:53,600 --> 00:05:56,640 The technology is not the flash. It is the design. 87 00:05:57,040 --> 00:05:59,280 - I am confused. - If you 88 00:05:59,360 --> 00:06:00,440 look at it from this angle. 89 00:06:00,520 --> 00:06:02,080 Show it to us. Bring it close. 90 00:06:02,160 --> 00:06:03,920 - Bring it to us, or we will come to - We will see. 91 00:06:04,000 --> 00:06:05,200 Let me show it to you. 92 00:06:05,280 --> 00:06:07,280 If you look at this from this angle, 93 00:06:07,600 --> 00:06:09,560 it looks like a face and two eyes. 94 00:06:09,640 --> 00:06:12,280 - Oh! - Two eyes! 95 00:06:12,360 --> 00:06:14,080 - Okay! - This looks like a face and two eyes 96 00:06:14,200 --> 00:06:15,680 So they believe 97 00:06:15,760 --> 00:06:17,960 there is a bigger animal than them. 98 00:06:18,080 --> 00:06:19,920 Right! That's why different eyes. 99 00:06:22,040 --> 00:06:22,920 - Can you see.? - Yes. 100 00:06:23,000 --> 00:06:24,440 I have to cover the sensor. 101 00:06:25,800 --> 00:06:27,120 - It is done. - Wow! 102 00:06:27,240 --> 00:06:29,560 - Looks like it. - It started on its own. 103 00:06:29,680 --> 00:06:32,320 - On its own. - Does it only deter with light 104 00:06:32,400 --> 00:06:33,760 - or does it also emit sound? - Deterred by light. 105 00:06:33,840 --> 00:06:36,000 - I heard it. - Not in this. Sound is in this. I will play. 106 00:06:36,120 --> 00:06:37,960 Do we have to use it together? 107 00:06:38,040 --> 00:06:39,280 No, just light. 108 00:06:39,360 --> 00:06:40,480 Sound will disturb people. 109 00:06:40,560 --> 00:06:43,080 It could disturb them and they can get used to it much faster. 110 00:06:43,240 --> 00:06:44,760 What value does sound add? 111 00:06:44,880 --> 00:06:46,440 - Sound holds a lot of value. - Is this another device? 112 00:06:46,520 --> 00:06:48,080 This is another device. Let me explain. 113 00:06:48,200 --> 00:06:50,160 If I can explain the heights. 114 00:07:07,400 --> 00:07:09,400 It has a motion sensor. 115 00:07:09,840 --> 00:07:13,000 This is what it does is... Because I am moving my hand. 116 00:07:13,400 --> 00:07:14,360 What is that sound? 117 00:07:14,480 --> 00:07:17,240 There are different sounds. Dogs barking, 118 00:07:17,360 --> 00:07:19,440 leopard growling, tiger growling, 119 00:07:19,520 --> 00:07:22,720 then gunshot, crackers bursting. 120 00:07:33,440 --> 00:07:35,360 in a range of 12 to 15 feet. 121 00:07:35,480 --> 00:07:36,360 Is it already deployed? 122 00:07:36,440 --> 00:07:38,520 It is deployed. But this was launched recently. 123 00:07:38,640 --> 00:07:40,960 This is a smaller version we made 124 00:07:41,120 --> 00:07:42,360 to keep the cost low. 125 00:07:42,720 --> 00:07:45,360 One of our videos went viral. 126 00:07:45,440 --> 00:07:47,000 It has 6 million views. 127 00:07:47,160 --> 00:07:49,040 The farmers directly started calling us upon seeing the video. 128 00:07:49,120 --> 00:07:50,160 6 million views? 129 00:07:50,240 --> 00:07:51,760 - Yes! - Which video is this? 130 00:07:52,320 --> 00:07:54,920 'Ma'am, what product have you installed? How does this help?' 131 00:07:55,000 --> 00:07:57,240 'This was given to me by Swayam Shikshan.' 132 00:07:57,360 --> 00:07:59,320 'I've been using this product for the last 2 years.' 133 00:07:59,440 --> 00:08:01,840 Farmers and we have to go out at night with a torch 134 00:08:01,920 --> 00:08:04,440 to the field because of the disruption that animals cause. 135 00:08:04,520 --> 00:08:06,360 'We won't face that issue with this product.' 136 00:08:06,440 --> 00:08:08,200 'We don't have to stay up all night long.' 137 00:08:08,280 --> 00:08:12,080 'One product is sufficient for 1 acre.' 138 00:08:12,200 --> 00:08:15,680 'For 1 hectare, we can install around 2 to 3 products.' 139 00:08:15,800 --> 00:08:18,480 'The farmers who need this product' 140 00:08:18,560 --> 00:08:21,040 'should call the number provided' 141 00:08:21,120 --> 00:08:22,240 'and order this product.' 142 00:08:22,360 --> 00:08:24,800 'And resolve your problem.' 143 00:08:25,200 --> 00:08:26,040 - Lovely. - Nice. 144 00:08:26,120 --> 00:08:28,080 - Where is this? - Latur. 145 00:08:28,360 --> 00:08:30,040 - Latur, Maharashtra. - Maharashtra. 146 00:08:30,880 --> 00:08:31,680 What is the price? 147 00:08:46,200 --> 00:08:47,920 by preventing crop destruction. 148 00:08:48,000 --> 00:08:49,360 I would like to know the percentage. 149 00:08:49,480 --> 00:08:51,640 The average loss is 30%. 150 00:08:51,720 --> 00:08:53,160 30% of what? 151 00:08:53,240 --> 00:08:54,080 Seasonal crops. 152 00:08:57,520 --> 00:09:00,480 It depends on the location. I can provide an example from Odisha. 153 00:09:00,560 --> 00:09:02,160 Sure! That would be better. 154 00:09:02,280 --> 00:09:03,520 Is it in Rayagada? 155 00:09:03,600 --> 00:09:06,440 By implementing this product in Rayagada, 156 00:09:06,520 --> 00:09:08,760 I am certain that you will receive the funding. 157 00:09:08,840 --> 00:09:10,520 And one year's debt will be waived. 158 00:09:10,600 --> 00:09:12,120 Wow! Thank you! 159 00:09:12,240 --> 00:09:13,560 Please tell us. 160 00:09:42,680 --> 00:09:43,800 - This year? - Not this year. 161 00:09:43,880 --> 00:09:44,840 - Overall? Lifetime? - Lifetime? 162 00:09:44,920 --> 00:09:46,920 We launched the product in 2020. 163 00:10:09,400 --> 00:10:11,760 Majorly the development organisations 164 00:10:21,880 --> 00:10:23,120 I am still confused. 165 00:10:23,960 --> 00:10:26,360 What is the total revenue reflected in your books of accounts? 166 00:10:26,840 --> 00:10:27,720 Rs. 18 lakhs. 167 00:10:27,840 --> 00:10:30,440 - Where did you get Rs. 53 lakhs from? - Yes. 168 00:10:30,560 --> 00:10:33,320 Out of Rs. 53 lakhs, Rs. 35 lakhs is order value. 169 00:10:39,160 --> 00:10:40,640 - It will take two weeks. - Okay. And? 170 00:10:40,720 --> 00:10:43,240 Rs. 18 lakhs is grant. 171 00:10:49,000 --> 00:10:50,680 - That is not revenue. - I... 172 00:10:51,080 --> 00:10:53,040 - It's fine. Correct. - But that is not revenue. 173 00:10:53,120 --> 00:10:54,560 Okay! Sales is Rs. 35 lakhs. 174 00:10:54,640 --> 00:10:55,840 How much profit will you make? 175 00:10:55,960 --> 00:10:57,280 We have a 50% margin. 176 00:10:57,360 --> 00:10:59,200 - Gross margin or net margin? - Gross margin. 177 00:11:10,200 --> 00:11:11,200 That is your sales. 178 00:11:11,280 --> 00:11:13,200 We want to create a market segment. 179 00:11:13,320 --> 00:11:16,160 So, according to me, to create a segment, 180 00:11:16,240 --> 00:11:19,080 we need to increase its valuation. 181 00:11:19,160 --> 00:11:20,720 We will have to increase market value. 182 00:11:20,800 --> 00:11:21,680 Increase value! 183 00:11:21,760 --> 00:11:23,080 - Increase value. - Not valuation. 184 00:11:23,160 --> 00:11:25,160 - Increase the value of that market. - Okay! 185 00:11:29,200 --> 00:11:30,760 The value will increase 186 00:11:30,840 --> 00:11:32,880 when we know the scale. 187 00:11:32,960 --> 00:11:34,800 - If you ask TAM... - We will not ask. 188 00:11:34,880 --> 00:11:36,280 - Sorry! - We won't ask. 189 00:11:36,360 --> 00:11:39,360 We know India's Agricultural income. 190 00:11:39,520 --> 00:11:40,480 You can tell us. 191 00:11:40,560 --> 00:11:42,280 We are one of the first ones to do it. So... 192 00:11:42,400 --> 00:11:43,240 This means there are others too. 193 00:11:43,320 --> 00:11:45,480 - There are two in India... - Let's get down to competition. 194 00:11:45,600 --> 00:11:48,080 - How big is the market size? TAM! - Rs. 1,000 crores in India. 195 00:11:56,040 --> 00:11:58,240 What is their size? What products do they sell? Can you explain? 196 00:11:58,320 --> 00:11:59,240 What they do is, 197 00:11:59,360 --> 00:12:01,720 they make a similar product by using both light and sound. 198 00:12:01,920 --> 00:12:04,240 But they didn't include behavioural design aspects. 199 00:12:04,320 --> 00:12:05,840 - What is the name of this company? - Kyari. 200 00:12:18,200 --> 00:12:21,040 like BharatAgri 201 00:12:21,120 --> 00:12:23,640 support farmers through technology. 202 00:12:23,720 --> 00:12:25,320 Why won't they be able to replicate this? 203 00:12:25,400 --> 00:12:27,120 Because it took time to make this. 204 00:12:27,200 --> 00:12:29,040 It took me almost a couple of years. 205 00:12:29,120 --> 00:12:30,240 Because we had to 206 00:12:30,320 --> 00:12:33,800 observe the animal behaviour on the farmland. 207 00:12:33,880 --> 00:12:35,160 It takes around 6 to 8 months. 208 00:12:35,280 --> 00:12:37,720 Ayan, I don't think that is the reason. 209 00:12:37,840 --> 00:12:40,600 My intuition says that your customers 210 00:12:48,280 --> 00:12:49,680 and you are struggling too. 211 00:12:49,760 --> 00:12:52,600 That is because your customer segment 212 00:12:52,680 --> 00:12:55,960 - is unpredictable. - Unpredictable. 213 00:12:56,040 --> 00:12:58,800 The consumers may be farmers. But your payers... 214 00:12:58,880 --> 00:13:01,080 Because of the price point, 215 00:13:01,200 --> 00:13:03,000 it is not a good segment to be in. 216 00:13:03,360 --> 00:13:05,680 Scalability will be difficult for you. 217 00:13:05,760 --> 00:13:07,080 And for that reason, I am out. 218 00:13:08,240 --> 00:13:11,160 Your business is thriving with a revenue of Rs. 45 lakhs 219 00:13:11,240 --> 00:13:13,760 out of Rs. 1.5 crores. You are making a good profit. 220 00:13:13,840 --> 00:13:16,200 In my opinion, the valuation does not align 221 00:13:16,280 --> 00:13:19,720 with the scale of your business. 222 00:13:19,800 --> 00:13:23,480 We don't know about the other model. You... 223 00:13:23,720 --> 00:13:25,360 We don't know the use-case and it isn't ready yet. 224 00:13:25,440 --> 00:13:28,960 It will be too risky for me to invest Rs. 1.5 crores. 225 00:13:29,040 --> 00:13:31,920 So, unfortunately, I am out. 226 00:13:32,040 --> 00:13:33,680 - I wish you all the best. - Thank you, Aman. 227 00:13:33,760 --> 00:13:36,400 Look, I love the solution. 228 00:13:36,480 --> 00:13:38,120 Your product is impressive. 229 00:13:38,200 --> 00:13:40,480 It reflects the first principle thinking. 230 00:13:40,560 --> 00:13:42,800 But I am not a consumer. 231 00:13:42,880 --> 00:13:45,680 - Your core consumers are farmers. - Yes. 232 00:13:45,760 --> 00:13:49,880 To decipher whether the product is market fit 233 00:13:49,960 --> 00:13:53,560 is impossible. Because farmers are not currently purchasing it. 234 00:13:53,640 --> 00:13:57,200 The Government bodies and NGOs are buying it for them. 235 00:13:57,320 --> 00:13:59,880 For an investor, to figure out 236 00:13:59,960 --> 00:14:02,920 whether this is a product-market fit 237 00:14:03,000 --> 00:14:04,200 is difficult. 238 00:14:04,280 --> 00:14:07,320 So, I cannot take a bet on this with you. 239 00:14:07,440 --> 00:14:09,160 Especially at Rs. 60 crores valuation. 240 00:14:09,240 --> 00:14:10,840 So, for that reason, I am out. 241 00:14:11,440 --> 00:14:12,840 What will you do with Rs. 1.5 crores? 242 00:14:12,840 --> 00:14:14,040 What have you decided? 243 00:14:14,120 --> 00:14:17,160 Basically, a small amount will go to the working capital. 244 00:14:24,280 --> 00:14:26,680 We will have this done through contract manufacturing. 245 00:14:26,800 --> 00:14:28,920 You are saying that you have a lot of orders. 246 00:14:29,000 --> 00:14:30,080 On the other hand, you are saying 247 00:14:30,160 --> 00:14:33,280 that your work relies on contract manufacturing. 248 00:14:33,360 --> 00:14:34,880 Not all of it. Some of it. Yes. 249 00:14:34,960 --> 00:14:38,440 What is stopping you from fulfilling your orders? 250 00:14:46,720 --> 00:14:49,440 of the entire order value. 251 00:14:49,560 --> 00:14:51,680 You want Rs. 40 lakhs advance 252 00:14:51,800 --> 00:14:54,360 - to fulfil the order of Rs. 4 crores - Yes. 253 00:14:54,480 --> 00:14:56,520 That is reversed. You are talking about cost. 254 00:14:56,600 --> 00:14:58,600 You might need much less. 255 00:14:58,680 --> 00:15:00,960 You need around Rs. 30 lakhs 256 00:15:01,040 --> 00:15:03,640 - to take this up? How much? - To take this order. 257 00:15:03,640 --> 00:15:05,280 You should get that much money. 258 00:15:05,360 --> 00:15:07,480 - Ah... - Bank loan or any other way. 259 00:15:07,600 --> 00:15:08,680 You are also making a profit. 260 00:15:08,760 --> 00:15:10,520 - You generate cash. - Yes. 261 00:15:10,600 --> 00:15:13,600 Yes. Of course! We are doing that. 262 00:15:13,680 --> 00:15:16,800 We are putting the revenue back into the business. We are doing that. 263 00:15:16,880 --> 00:15:17,800 What's the issue? 264 00:15:17,880 --> 00:15:19,120 We are unable to fulfil the order 265 00:15:19,400 --> 00:15:20,800 because of the size of the team. 266 00:15:20,920 --> 00:15:22,080 It's just four people. 267 00:15:26,800 --> 00:15:30,000 What happens is, we are not able to match the demand. 268 00:15:30,760 --> 00:15:32,080 You are making a profit. 269 00:15:32,200 --> 00:15:34,160 If you are short on team, why are you not hiring people? 270 00:15:34,280 --> 00:15:36,880 Because our sales don't happen every month. 271 00:15:36,960 --> 00:15:37,880 It isn't recurring. 272 00:15:37,960 --> 00:15:41,320 It is imperative that we secure a working capital for that. 273 00:15:41,440 --> 00:15:43,200 So that we can 274 00:15:43,320 --> 00:15:45,000 - balance the team. - So that you can pay the salary consistently. 275 00:15:45,080 --> 00:15:46,280 Yes! So that... Yeah! 276 00:15:46,400 --> 00:15:49,120 - I think you are a nice person. - Okay. 277 00:15:49,200 --> 00:15:52,000 There is sincerity in you! 278 00:15:52,120 --> 00:15:53,800 - It is very evident. - Very true. 279 00:15:53,880 --> 00:15:56,920 Right! The problem is in business and commercial acumen. 280 00:15:57,320 --> 00:16:00,800 I was trying to understand 281 00:16:00,960 --> 00:16:03,400 and come up with a deal for you. 282 00:16:03,480 --> 00:16:04,880 I am unable to make sense. 283 00:16:04,960 --> 00:16:08,000 There are missing pieces. 284 00:16:08,080 --> 00:16:11,280 So, I don't know how I will get my money back. 285 00:16:11,360 --> 00:16:12,640 What will be the return? 286 00:16:12,720 --> 00:16:14,120 What will be the timeline? 287 00:16:14,200 --> 00:16:17,200 So, unfortunately, I am out. 288 00:16:17,280 --> 00:16:19,000 - Although, I was very excited. - Okay. 289 00:16:19,080 --> 00:16:22,160 Good luck! I hope you get a deal. And I hope you make this big. 290 00:16:22,520 --> 00:16:23,760 Thank you. Thanks, Anupam. 291 00:16:23,840 --> 00:16:25,120 I believe 292 00:16:25,720 --> 00:16:29,120 that you are good at product and technology. 293 00:16:29,200 --> 00:16:32,080 You have used basic things in technology 294 00:16:32,160 --> 00:16:34,040 and solved some tough problems, 295 00:16:34,120 --> 00:16:35,320 which is commendable. 296 00:16:35,600 --> 00:16:40,560 One of the areas of improvement is the business acumen. 297 00:16:40,760 --> 00:16:43,160 When an opportunity presents itself, 298 00:16:43,280 --> 00:16:48,160 you'll need help accepting it with open arms. 299 00:16:48,240 --> 00:16:51,520 I thought I'd try to help you 300 00:16:51,720 --> 00:16:54,400 so that you can widen the reach of this product. 301 00:16:54,480 --> 00:16:55,760 Here's my proposal. 302 00:16:55,880 --> 00:16:58,880 I'll give you Rs. 75 lakhs in equity 303 00:16:59,480 --> 00:17:00,840 for 5% 304 00:17:01,560 --> 00:17:05,360 and along with it, Rs. 75 lakhs debt 305 00:17:05,720 --> 00:17:07,560 for 10% interest 306 00:17:20,600 --> 00:17:22,960 Show some joy. You thought you wouldn't get a deal. 307 00:17:23,040 --> 00:17:24,240 - Whoa! - Thank you. 308 00:17:24,320 --> 00:17:26,880 - I mean... - You got a valuation of 15x revenue 309 00:17:26,960 --> 00:17:28,840 - on a hardware product. - Yes. 310 00:17:29,120 --> 00:17:30,280 I've never seen that. 311 00:17:30,360 --> 00:17:32,640 - Accept the offer. - I'm very surprised 312 00:17:32,720 --> 00:17:34,840 that someone took a bet on you at this stage. 313 00:17:35,000 --> 00:17:35,840 You have a deal. 314 00:17:45,120 --> 00:17:47,320 - [camera shutter clicks] - [joyous music playing] 315 00:17:49,400 --> 00:17:50,400 [music fades] 316 00:19:00,320 --> 00:19:02,720 [theme music playing] 317 00:19:15,520 --> 00:19:18,200 [theme music continues playing] 318 00:19:22,880 --> 00:19:25,800 - Hi, Shark! Hi, Shark! Hi, Shark! - "Hi, Shark!" 319 00:19:25,880 --> 00:19:28,440 Hi, Shark! 'Nemore. The bore.' 320 00:19:28,600 --> 00:19:30,000 - 'Dor, the bore.' - [chuckling] 321 00:19:30,120 --> 00:19:32,200 'The bore! The bore... The bore!' 322 00:19:32,760 --> 00:19:35,360 - Did you understand what I said? - Not a word. 323 00:19:35,440 --> 00:19:38,960 Sharks, we do this to 20% of people daily. 324 00:19:39,080 --> 00:19:42,960 The reason is they understand things differently. 325 00:19:43,880 --> 00:19:46,840 Sharks, I'm talking about the neurodiverse population. 326 00:19:46,920 --> 00:19:49,720 They suffer from autism, AHD, 327 00:19:49,800 --> 00:19:52,080 ADHD, Down syndrome or dyslexia. 328 00:19:52,560 --> 00:19:54,520 Sharks, it is so common nowadays 329 00:19:54,600 --> 00:19:56,280 that even this Tank 330 00:19:56,400 --> 00:19:59,680 could have one in five people suffering from this condition. 331 00:20:14,640 --> 00:20:18,560 Today, I'll brief you about a smart education platform 332 00:20:26,480 --> 00:20:28,520 what a child fails to understand. 333 00:21:00,520 --> 00:21:04,720 So our vision is to identify such issues quickly 334 00:21:04,800 --> 00:21:06,000 so that all the schools and colleges 335 00:21:06,080 --> 00:21:08,720 give the students a chance to know themselves better. 336 00:21:09,240 --> 00:21:10,800 For this, our ask is 337 00:21:59,960 --> 00:22:02,320 You made a serious claim. 338 00:22:02,760 --> 00:22:06,120 You said you can successfully detect a mental issue 339 00:22:06,280 --> 00:22:07,600 within five minutes. 340 00:22:07,680 --> 00:22:10,120 I mean I could be completely oblivious 341 00:22:10,240 --> 00:22:11,840 but this seems impossible. 342 00:22:11,920 --> 00:22:14,400 Science hasn't progressed so much yet. 343 00:22:14,480 --> 00:22:17,600 It can't help us figure out a memory issue or any other issue 344 00:22:17,680 --> 00:22:19,640 with the help of a five-minute mapping. 345 00:22:19,760 --> 00:22:21,760 On what basis are you claiming this? 346 00:22:21,840 --> 00:22:24,720 During a simple reading activity, 347 00:22:24,800 --> 00:22:26,760 some parts of the brain get activated. 348 00:22:26,840 --> 00:22:27,960 This is the frontal region, 349 00:22:28,040 --> 00:22:30,440 followed by parietal, occipital and temporal regions. 350 00:22:30,560 --> 00:22:32,680 The mapping helps one know 351 00:22:32,800 --> 00:22:34,840 a child's current mental level. 352 00:22:34,960 --> 00:22:38,640 Or I'd say, it finds a child's default level till they work on it. 353 00:22:38,840 --> 00:22:41,440 It just helps you find out your current level. 354 00:22:41,600 --> 00:22:43,240 If it's less than the optimal level, 355 00:22:43,320 --> 00:22:46,600 it suggests the activities which will help one improve. 356 00:22:46,800 --> 00:22:48,400 We aren't making a claim medically. 357 00:22:48,480 --> 00:22:50,600 - All right. - It's focussed on cognitive and academic skills. 358 00:22:50,680 --> 00:22:54,120 These mappings could be used as an extra curriculum 359 00:22:54,200 --> 00:22:55,600 and benefit everyone. 360 00:22:56,320 --> 00:22:59,440 - Actually, I'd like to give a demo. - Yes. Please show us. 361 00:23:19,760 --> 00:23:24,120 Pranav should have been in the first grade as he is six years old 362 00:23:24,200 --> 00:23:27,040 but his learning is delayed because he is autistic. 363 00:23:27,120 --> 00:23:28,720 He is in the preprimary right now. 364 00:23:29,120 --> 00:23:32,240 This is his average report of the last three months. 365 00:23:32,360 --> 00:23:35,480 It highlights some of Pranav's unique skills. 366 00:23:35,560 --> 00:23:38,480 For example, Communication Management, Musical Inclined 367 00:23:38,560 --> 00:23:39,720 and Goal-oriented nature. 368 00:23:39,800 --> 00:23:43,520 It means if Pranav is taught with the help of audio 369 00:23:43,600 --> 00:23:46,680 and by giving him short-term goals, it'd benefit him. 370 00:23:47,000 --> 00:23:51,040 Sharks, let me show you the four main parameters. 371 00:23:51,160 --> 00:23:53,000 I'll talk about Brain Strength first. 372 00:23:53,080 --> 00:23:55,760 The straight line you see here 373 00:23:55,840 --> 00:23:58,800 is the standard level for all of us. 374 00:23:58,880 --> 00:24:01,960 As you can see, Pranav isn't much below the average. 375 00:24:02,040 --> 00:24:04,400 He reached this stage within three months. 376 00:24:04,520 --> 00:24:06,440 When we assessed Pranav 377 00:24:06,520 --> 00:24:07,920 with the help of this headset, 378 00:24:08,040 --> 00:24:11,040 his association, memory and other skills 379 00:24:11,120 --> 00:24:13,160 gave an average score of 30%. 380 00:24:13,240 --> 00:24:16,280 You can see that his brain strength improved after three months. 381 00:24:16,400 --> 00:24:19,840 When he started out, he spoke using single words. 382 00:24:20,160 --> 00:24:23,280 However, he can frame sentences currently. 383 00:24:23,360 --> 00:24:26,200 He even started expressing himself with emotions. 384 00:24:26,840 --> 00:24:28,040 After getting the brain insight, 385 00:24:28,120 --> 00:24:31,360 we can use the reading and the arithmetic to teach Pranav. 386 00:24:31,440 --> 00:24:33,480 We click on this and it'll tell us 387 00:24:33,560 --> 00:24:35,760 that Pranav should be taught using an audio and interactive method. 388 00:24:35,840 --> 00:24:38,040 You used so many terms just now. 389 00:24:38,320 --> 00:24:40,480 Currently, what are the methods of detection 390 00:24:40,560 --> 00:24:43,000 in India and globally similar to your method? 391 00:24:43,120 --> 00:24:44,920 The method of detection followed in India 392 00:24:45,000 --> 00:24:47,800 is a questionnaire where they ask, "does the child make eye contact?" 393 00:24:47,880 --> 00:24:48,760 So it's just a questionnaire. 394 00:24:48,840 --> 00:24:51,120 - Yes. - Is your device the first in the world? 395 00:24:51,200 --> 00:24:52,960 We aren't providing a device. We provide SaaS. 396 00:25:01,120 --> 00:25:03,200 - Okay, I'll come. - All right. Done. Thank you. 397 00:25:03,280 --> 00:25:04,840 Today, the truth will be out. 398 00:25:04,960 --> 00:25:05,880 Yes! 399 00:25:05,960 --> 00:25:07,120 My brain will be proven. 400 00:25:07,280 --> 00:25:08,920 Our friend has ample brains. 401 00:25:09,280 --> 00:25:11,880 The grey dots will turn green after you wear it. 402 00:25:11,960 --> 00:25:14,160 Once it reaches the 80-100 range, 403 00:25:14,240 --> 00:25:17,080 - we'll make you play a game on the system. - Oh! 404 00:25:17,320 --> 00:25:20,880 Then I'll upload the report within two minutes and show it to you. 405 00:25:20,960 --> 00:25:22,000 - All right. - Wow! 406 00:25:22,080 --> 00:25:24,520 - What are you going to apply? - It's a lens solution. 407 00:25:24,640 --> 00:25:27,760 We apply it to your scalp to establish a connection. 408 00:25:27,840 --> 00:25:29,960 It shows the number of points connected. 409 00:25:30,040 --> 00:25:31,000 Yes! Yes! 410 00:25:31,120 --> 00:25:32,800 We can see some green dots. 411 00:25:32,920 --> 00:25:35,360 Now you have to play an easy game. 412 00:25:35,480 --> 00:25:37,680 You must say "one, two, three, four..." aloud while searching. 413 00:25:37,760 --> 00:25:41,480 One, two, three, four, 414 00:25:41,600 --> 00:25:44,720 five, six, seven, eight, 415 00:25:44,800 --> 00:25:47,240 nine, ten, eleven, twelve, 416 00:25:47,320 --> 00:25:50,640 thirteen, fourteen, fifteen, sixteen, 417 00:25:50,760 --> 00:25:54,800 - seventeen, eighteen, nineteen... - What is he counting? 418 00:25:54,920 --> 00:25:58,080 - Twenty, twenty-one... - A box contains numbers from 1 to 25. 419 00:25:58,160 --> 00:25:59,360 So he is looking at the numbers 420 00:25:59,440 --> 00:26:00,640 - and counting them. - And finding them. 421 00:26:00,720 --> 00:26:02,720 Are these numbers also used in the questionnaire usually? 422 00:26:02,800 --> 00:26:04,200 - We use it in the mainstream. - 25! 423 00:26:04,280 --> 00:26:05,160 25? All done. 424 00:26:05,240 --> 00:26:07,640 - Yay! You know how to count! - Please show it to me. 425 00:26:07,760 --> 00:26:08,560 Thank you, Nidhi. 426 00:26:08,640 --> 00:26:11,160 - Did you take a selfie with her? - Please explain the whole procedure 427 00:26:11,240 --> 00:26:12,680 - in detail. - First, show us the result. 428 00:26:12,760 --> 00:26:15,240 It's Anupam's decision. I can show you only if Anupam allows me. 429 00:26:15,320 --> 00:26:16,720 - I'm good. - Cool. Thank you! 430 00:26:16,800 --> 00:26:18,520 Wow! The results are amazing. I just checked it. 431 00:26:18,600 --> 00:26:21,840 - Anupam's result is he relates to Professor Octopus the most. - Oh! 432 00:26:21,920 --> 00:26:22,920 Wow! 433 00:26:23,040 --> 00:26:24,880 Who is the professor? Is it the one who predicts? 434 00:26:24,960 --> 00:26:26,000 There are six characters 435 00:26:26,080 --> 00:26:28,360 which are identified for kids. 436 00:26:37,960 --> 00:26:39,840 turns it into a picture and then talks to me. 437 00:26:39,920 --> 00:26:41,960 It's his way to understand and communicate. 438 00:26:42,040 --> 00:26:44,680 - Do you agree with this? Do you visualise? - Yes! 439 00:26:44,760 --> 00:26:45,840 - Is it accurate... - I agree with that. 440 00:26:45,920 --> 00:26:46,840 You agree with that. 441 00:26:46,840 --> 00:26:48,240 - We understood the concept. - Okay. 442 00:26:48,320 --> 00:26:50,000 Let's move on. 443 00:26:50,080 --> 00:26:51,280 How is it beneficial? 444 00:26:51,400 --> 00:26:53,920 We segregate children subject-wise. 445 00:26:54,000 --> 00:26:57,040 As we scroll down, we'll come to know 446 00:26:57,160 --> 00:26:58,880 about the children who fell to the last level. 447 00:26:58,960 --> 00:27:01,800 They fall into the category of slow learners during school. 448 00:27:01,880 --> 00:27:03,400 So it's especially 449 00:27:05,640 --> 00:27:08,280 - for kids? - No! I want to tell you something 450 00:27:08,360 --> 00:27:09,360 because I have two sons. 451 00:27:09,480 --> 00:27:11,200 The problem we face 452 00:27:11,280 --> 00:27:14,800 is that behavioural issues 453 00:27:14,880 --> 00:27:18,720 adversely affect the learning graph of children. 454 00:27:18,920 --> 00:27:22,600 Parents must find out if they are being difficult 455 00:27:22,680 --> 00:27:26,240 - or if it's a genuine learning... - Disability. 456 00:27:26,320 --> 00:27:29,680 What you are saying is right from a detection perspective. 457 00:27:30,240 --> 00:27:33,440 The questionnaire and your AI model do the same thing. 458 00:27:33,640 --> 00:27:36,040 - My point is... - No. I'm saying the questionnaire 459 00:27:36,160 --> 00:27:39,080 won't help because if a child doesn't cooperate 460 00:27:39,240 --> 00:27:42,560 and doesn't write the answers even if they know, it can't help detect. 461 00:27:48,600 --> 00:27:51,080 They won't do it just because they are inclined towards it. 462 00:27:51,160 --> 00:27:54,520 So the scores could be good or bad. 463 00:27:54,680 --> 00:27:55,920 There could be a scenario 464 00:27:56,000 --> 00:27:57,560 where they didn't answer as they didn't want to. 465 00:27:57,640 --> 00:27:59,200 - You claim that your accuracy is bet - Yes. 466 00:27:59,280 --> 00:28:00,880 Yes. You may get analysed 467 00:28:00,960 --> 00:28:03,160 like Anupam. He simply played a game 468 00:28:03,320 --> 00:28:04,520 and it generated a report. 469 00:28:04,600 --> 00:28:05,760 So it's easier. 470 00:28:05,840 --> 00:28:07,960 We divert your mind 471 00:28:08,080 --> 00:28:10,360 from the fact that you'll be tested 472 00:28:10,440 --> 00:28:12,600 and then find your default levels. 473 00:28:13,520 --> 00:28:14,920 Please tell us about your product. 474 00:28:15,000 --> 00:28:17,480 Did you start commercialising your product? 475 00:28:17,560 --> 00:28:18,920 Suppose I'm running a school, 476 00:28:19,200 --> 00:28:22,120 I understand your proposition. 477 00:28:22,320 --> 00:28:24,920 What would it cost me? 478 00:28:25,000 --> 00:28:27,360 How many children will benefit from it? 479 00:28:27,440 --> 00:28:28,360 Please tell us in that context. 480 00:28:28,440 --> 00:28:30,640 Parents come to us 481 00:28:30,720 --> 00:28:33,200 not because we are detecting a medical condition. 482 00:28:33,560 --> 00:28:36,200 Our main aim is their progress. 483 00:28:36,280 --> 00:28:39,640 A child could get promoted in six months. 484 00:28:39,720 --> 00:28:42,600 For instance, Pranav was promoted to primary from preprimary. 485 00:28:42,680 --> 00:28:43,880 I forgot to mention that. 486 00:28:44,120 --> 00:28:46,320 - But the progress in three months... - Congratulations! 487 00:28:46,840 --> 00:28:48,960 Yes. Actually, it's so impactful... 488 00:28:49,040 --> 00:28:52,360 - People trust you more than the school teachers. - Yes! 489 00:28:52,440 --> 00:28:54,760 - Is it happening? - It's showing impact. Yes. 490 00:28:54,840 --> 00:28:57,120 Our revenue is too less 491 00:28:57,200 --> 00:28:59,840 because we first built trust in the market. 492 00:28:59,920 --> 00:29:01,360 What is your revenue? Now that you are here, please tell us. 493 00:29:01,440 --> 00:29:04,080 Our monthly recurring revenue is Rs. 30,000. 494 00:29:11,360 --> 00:29:13,240 - Paid subscriptions. - How many schools? 495 00:29:13,320 --> 00:29:14,840 We are associated with five schools as of now. 496 00:29:30,240 --> 00:29:34,520 to create an IP so that people do your testing 497 00:29:34,600 --> 00:29:35,840 instead of other people's? 498 00:29:35,920 --> 00:29:39,320 Anupam, our research in this is so comprehensive 499 00:29:39,400 --> 00:29:43,120 that the other hardware companies would need a lot of time to make it. 500 00:29:43,240 --> 00:29:45,160 - You took Elon Musk's name in the beginning. - Yes. 501 00:29:45,280 --> 00:29:47,720 - He talks about brain implants. - Yes. 502 00:29:47,800 --> 00:29:49,480 The research has reached that level. 503 00:29:49,560 --> 00:29:51,080 How could you say 504 00:29:51,440 --> 00:29:53,920 that you have a first-mover advantage? I don't understand that. 505 00:29:54,120 --> 00:29:56,200 We started it for the first time within India at least. 506 00:29:56,280 --> 00:29:59,760 But, Nidhi, such technology can't be limited to India. 507 00:29:59,840 --> 00:30:01,720 I agree but it is scaleable. 508 00:30:01,800 --> 00:30:04,640 We are using a headset made by a US brand. 509 00:30:04,720 --> 00:30:06,280 - Which headset is it? - EMOTIV. 510 00:30:06,360 --> 00:30:08,400 - EMOTIV also give interpretations. - Yes. 511 00:30:08,480 --> 00:30:11,120 Then how could you give a better interpretation than EMOTIV? 512 00:30:11,200 --> 00:30:12,840 The interpretation given by EMOTIV 513 00:30:12,920 --> 00:30:15,440 shows performance metrics which have just six parameters. 514 00:30:15,520 --> 00:30:17,120 It could improve over time. 515 00:30:17,200 --> 00:30:19,280 They could have done it by now as the company is 13 years old. 516 00:30:19,360 --> 00:30:21,640 - She means that interpretation is her strength. - Yes. 517 00:30:21,720 --> 00:30:23,760 If they want to collaborate with us 518 00:30:23,840 --> 00:30:25,560 and use our software, we are open to it. 519 00:30:26,240 --> 00:30:28,720 How do the schools decide which children require this? 520 00:30:28,840 --> 00:30:31,400 - It's a long procedure. We need to convince the schools first. - Yes. 521 00:30:31,480 --> 00:30:34,960 The schools inform the parents about our workshop. We go there. 522 00:30:35,320 --> 00:30:38,040 The parents who get converted after the workshop come to us. 523 00:30:38,120 --> 00:30:40,560 Ma'am, your market size is too small. 524 00:30:41,720 --> 00:30:44,800 If we reach 6,000 children by 2025, 525 00:30:44,920 --> 00:30:47,800 our EBITDA and net profit will become positive. 526 00:30:48,120 --> 00:30:50,320 We'll also try to reduce our cost to Rs. 1,300. 527 00:30:50,520 --> 00:30:52,240 Also, our current cost of Rs. 1,770 528 00:30:52,320 --> 00:30:54,640 is way lower than the market rate. 529 00:30:54,800 --> 00:30:57,000 Questionnaires doing the same assessments 530 00:30:57,080 --> 00:30:59,600 cost Rs. 6,000-Rs. 7,000. 531 00:30:59,680 --> 00:31:00,800 Who are your investors? 532 00:31:00,920 --> 00:31:03,800 Actually, we received various kinds of grants. 533 00:31:04,040 --> 00:31:06,360 We received Rs. 9 lakhs from iCreate Gujarat. 534 00:31:06,640 --> 00:31:09,520 Rs. 1 lakh was sanctioned to us by IIM Bangalore recently. 535 00:31:21,280 --> 00:31:22,600 and did an analysis. 536 00:31:23,040 --> 00:31:25,480 Let's pretend that I made you wear headgear 537 00:31:25,880 --> 00:31:27,360 and did an analysis. 538 00:31:27,440 --> 00:31:29,600 Here is your report card. Okay? 539 00:31:29,800 --> 00:31:30,800 Passion is a perfect ten. 540 00:31:31,720 --> 00:31:33,440 Courage is a perfect ten. 541 00:31:33,840 --> 00:31:35,840 Attitude is a perfect ten. 542 00:31:36,080 --> 00:31:37,720 However, market understanding 543 00:31:38,280 --> 00:31:40,480 and building a tech business 544 00:31:40,560 --> 00:31:42,240 work on set patterns. 545 00:31:42,320 --> 00:31:44,560 Especially, IP-related tech businesses. 546 00:31:44,720 --> 00:31:46,920 You score too low on those parameters. 547 00:31:47,240 --> 00:31:49,440 So I think that's the problem. 548 00:31:49,520 --> 00:31:53,480 You can't build a tech business with just determination and courage. 549 00:31:54,400 --> 00:31:57,760 And unfortunately, I'm out for this reason. 550 00:31:58,360 --> 00:32:00,240 I like your passion. I give you full marks for that. 551 00:32:00,600 --> 00:32:03,760 At this point in time, you haven't yet found 552 00:32:04,360 --> 00:32:06,240 your product-market fit. You are still in the process. 553 00:32:06,520 --> 00:32:09,600 You can come here again if you find it by the next year. 554 00:32:09,840 --> 00:32:14,200 As of now, I can't risk Rs. 80 lakhs from my side. 555 00:32:14,440 --> 00:32:15,640 So I'm out. 556 00:32:15,720 --> 00:32:16,600 Okay, thank you! 557 00:32:16,720 --> 00:32:19,880 I think you still don't know 558 00:32:20,240 --> 00:32:22,280 whether you are building a SaaS business 559 00:32:22,480 --> 00:32:24,680 or deep technology. 560 00:32:25,320 --> 00:32:29,200 SaaS business requires an increase 561 00:32:29,280 --> 00:32:31,840 in the user base or the students using it. 562 00:32:32,120 --> 00:32:33,680 The number should be in lakhs and crores. 563 00:32:34,040 --> 00:32:36,600 You know there are challenges in achieving it. 564 00:32:36,680 --> 00:32:38,520 For that reason, I'm out today. 565 00:32:38,960 --> 00:32:40,760 But hats off to you. You did a stupendous job. 566 00:32:40,840 --> 00:32:41,800 Thank you! 567 00:32:42,280 --> 00:32:44,520 I love the market 568 00:32:44,600 --> 00:32:48,480 and the fact that you are foraying 569 00:32:48,640 --> 00:32:51,920 into the area of learning ability for children and the younger lot 570 00:32:52,000 --> 00:32:54,400 with a bigger spectrum. 571 00:32:54,480 --> 00:32:56,400 - What word did you use? Neurodiverge - Neurodivergent. 572 00:32:56,480 --> 00:32:58,120 You want to solve this problem 573 00:32:58,200 --> 00:33:02,080 of neurodivergence with the help of schools and counsellors. 574 00:33:02,200 --> 00:33:04,200 It could lead to a business model. 575 00:33:04,320 --> 00:33:07,120 I think you can build a business worth Rs. 40-Rs. 50 crores. 576 00:33:07,360 --> 00:33:09,000 So I'll give you an offer. 577 00:33:09,240 --> 00:33:12,920 I'll give you Rs. 40 lakhs for 8% equity 578 00:33:13,000 --> 00:33:17,000 and Rs. 40 lakhs in debt for a 10% interest. 579 00:33:17,200 --> 00:33:20,160 It gives you a valuation of Rs. 5 crores 580 00:33:20,240 --> 00:33:21,840 but yours is a pre-revenue startup. 581 00:33:21,920 --> 00:33:24,480 So I don't think you deserve a higher valuation. 582 00:33:24,760 --> 00:33:25,640 Okay, um... 583 00:33:25,720 --> 00:33:26,920 - For how many years? - Three years. 584 00:33:30,560 --> 00:33:32,640 I agree with Vineeta. 585 00:33:33,200 --> 00:33:36,640 Um, we need to make progress in this area. 586 00:33:37,000 --> 00:33:38,520 Being in healthcare, 587 00:33:38,600 --> 00:33:41,600 patient-centricity diagnosis detection 588 00:33:41,880 --> 00:33:45,200 has a huge gap in India. Therefore, I like such businesses. 589 00:33:45,280 --> 00:33:46,680 [motivational music playing] 590 00:33:46,880 --> 00:33:50,840 So I would like to either match Vineeta's offer or join her. 591 00:33:50,920 --> 00:33:53,800 - Yes. - Why do you want to join her? Please fight. Don't be a bore. 592 00:33:53,920 --> 00:33:55,440 - We want to do it together. - Do you want to do it together? 593 00:33:55,560 --> 00:33:58,560 - Yes, let's do it. - We would like t give you this offer together. 594 00:34:23,960 --> 00:34:25,080 - Thank you! - Thank you! 595 00:36:03,080 --> 00:36:05,040 [wind whooshing] 596 00:36:37,240 --> 00:36:38,600 'I have an offer for you.' 597 00:36:38,680 --> 00:36:41,480 - '- Namita can join me... - I want to go solo.' 598 00:36:41,560 --> 00:36:42,560 [intense music plays] 599 00:36:42,800 --> 00:36:43,960 'It's my deal.' 600 00:36:44,480 --> 00:36:46,800 - '- So, Namita, the deal is done. - Woo-hoo!' 601 00:36:46,880 --> 00:36:48,400 [exhilarating music playing] 602 00:36:56,320 --> 00:36:57,840 [gloomy music playing] 603 00:36:58,280 --> 00:37:01,560 'Due to lack of products, we can neither do monitoring' 604 00:37:04,320 --> 00:37:07,040 'Which leads to mortality or morbidity.' 605 00:37:08,520 --> 00:37:11,360 'We delivered this product to the Ghodegaon Rural Hospital' 606 00:37:11,440 --> 00:37:12,280 'and imparted training.' 607 00:37:12,400 --> 00:37:15,040 'We saw its impact in real-time.' 608 00:37:15,120 --> 00:37:16,520 [joyful music playing] 609 00:37:16,880 --> 00:37:19,280 'The current case is of short stature.' 610 00:37:19,360 --> 00:37:22,120 'We connected the monitor and saw that the heart rate was less.' 611 00:37:22,200 --> 00:37:24,320 'So it helped us in making a decision' 612 00:37:24,400 --> 00:37:27,240 'that she'd need a Caesarean as there is' 613 00:37:27,320 --> 00:37:28,600 'a low chance of a normal delivery.' 614 00:37:38,320 --> 00:37:41,560 'at Ghodegaon Rural Hospital.' 615 00:37:48,320 --> 00:37:50,840 Everyone stands to gain from it. 616 00:37:51,480 --> 00:37:54,760 A lot of people ask me what success is to me, on a regular basis. 617 00:37:54,840 --> 00:37:58,480 When a mother or parent says that thanks to Janitri, 618 00:37:58,560 --> 00:38:02,160 she and her baby are healthy, 619 00:38:02,240 --> 00:38:03,320 that is success to me. 620 00:38:21,800 --> 00:38:26,320 The founder's impact, that of Janitri and his products, 621 00:38:26,440 --> 00:38:28,520 will truly make a difference 622 00:38:28,760 --> 00:38:31,040 in maternal health care in our country. 623 00:38:31,200 --> 00:38:34,480 I am so proud to be part of Arun's journey. 624 00:38:34,920 --> 00:38:36,240 [theme music playing] 625 00:38:54,280 --> 00:38:56,000 Sharks, it often happens 626 00:38:56,120 --> 00:38:57,600 that you're on a date 627 00:38:57,680 --> 00:38:59,280 and more than your date, 628 00:38:59,360 --> 00:39:03,400 you can hear the kid at the adjacent table screaming for iced tea. 629 00:39:04,320 --> 00:39:08,400 Or you wish to surprise your partner on their birthday, 630 00:39:08,480 --> 00:39:10,960 or give them a surprise and propose to them, 631 00:39:11,920 --> 00:39:15,280 but you don't have new options other than the same old cafes, 632 00:39:15,360 --> 00:39:17,120 restaurants, hotels and cinemas. 633 00:39:17,200 --> 00:39:18,800 What does one do in such a case? 634 00:39:19,080 --> 00:39:21,840 When I began thinking about this problem, 635 00:39:21,960 --> 00:39:22,960 I got to know 636 00:39:23,080 --> 00:39:25,320 that in India by 2025, 637 00:39:25,400 --> 00:39:28,960 over 2 crore cars would turn into scrap. 638 00:39:29,520 --> 00:39:33,560 A lot of shells are dumped into the ocean worldwide 639 00:39:33,640 --> 00:39:35,560 due to the limitation of land. 640 00:39:36,200 --> 00:39:38,360 Using the shells of these cars, 641 00:39:38,480 --> 00:39:39,880 we present to you 642 00:39:54,200 --> 00:39:58,240 MaplePods is a tech hospitality and entertainment company. 643 00:39:58,800 --> 00:40:02,080 We use the shells of old cars 644 00:40:02,200 --> 00:40:05,520 to make pod spaces that offer luxurious private dining, gaming, 645 00:40:05,640 --> 00:40:09,080 and cinema with additional facilities 646 00:40:09,200 --> 00:40:11,680 that we manufacture and franchise. 647 00:40:11,840 --> 00:40:14,160 Unlike sleeping pods or nap pods, 648 00:40:14,240 --> 00:40:16,160 MaplePods are not made to just sleep. 649 00:40:16,240 --> 00:40:19,400 If you want, you can bring your friends for gaming 650 00:40:19,480 --> 00:40:21,760 or have dinner with your family. 651 00:40:21,920 --> 00:40:25,760 Be it your first date, a plan with a friend 652 00:41:03,200 --> 00:41:05,600 like planes, cranes, trains and ships, 653 00:41:05,720 --> 00:41:10,800 to provide a variety of hospitality and entertainment services to you. 654 00:41:19,720 --> 00:41:22,440 The car you see here is a Tata Sumo. 655 00:41:22,520 --> 00:41:24,560 We brought this from the scrapyard 656 00:41:24,680 --> 00:41:27,920 and designed, manufactured and modified it. 657 00:41:28,800 --> 00:41:31,080 I wish to give you a tour. 658 00:41:31,200 --> 00:41:32,560 Could you please come here? 659 00:41:34,880 --> 00:41:36,280 - Oh! - Oh, wow! 660 00:41:36,360 --> 00:41:37,840 - That's great. - Chill... 661 00:41:38,640 --> 00:41:40,080 This is amazing. 662 00:41:40,160 --> 00:41:42,080 Oh my God, Ayush! 663 00:41:45,800 --> 00:41:47,480 Does the footrest go up? 664 00:41:47,640 --> 00:41:48,840 No. 665 00:41:48,960 --> 00:41:51,240 Can the height of the table be adjusted? - Yes. 666 00:41:51,320 --> 00:41:52,480 - I want it to be high. - It does. 667 00:41:52,560 --> 00:41:53,960 - How do we do it? - From here. 668 00:41:54,040 --> 00:41:55,000 - From here! - Yes. 669 00:41:55,120 --> 00:41:57,360 - Should I? - The speed is slow. 670 00:41:57,440 --> 00:41:58,840 - Automatically. - Yes. 671 00:41:58,960 --> 00:42:00,000 It is working. 672 00:42:00,080 --> 00:42:01,960 What do these buttons do? 673 00:42:02,120 --> 00:42:04,360 - The buttons on the top... - Let's try. 674 00:42:04,520 --> 00:42:05,560 You can change the lights. 675 00:42:05,640 --> 00:42:08,560 - You can control the top lights from there. - It has mood lighting. 676 00:42:09,080 --> 00:42:09,960 Oh, nice. 677 00:42:10,080 --> 00:42:12,160 What's the sunroof for? 678 00:42:12,360 --> 00:42:13,720 - Is it see-through? - When it is sunny, 679 00:42:13,800 --> 00:42:16,160 it reflects the lights. So, it glows. 680 00:42:16,320 --> 00:42:18,200 - Nice. - Can the people outside see us? 681 00:42:18,480 --> 00:42:19,320 No. 682 00:42:20,400 --> 00:42:22,840 Thank you. Thank you so much. 683 00:42:23,840 --> 00:42:25,160 - Thank you. This is good. - Thank you. 684 00:42:25,240 --> 00:42:26,360 - Wow, this is nice. - Cheers. 685 00:42:26,520 --> 00:42:27,800 Could you close this? 686 00:42:27,880 --> 00:42:29,600 Can we shoot the rest of the season from here? 687 00:42:29,720 --> 00:42:30,720 [laughter] 688 00:42:30,840 --> 00:42:32,080 I like the idea. 689 00:42:32,240 --> 00:42:34,120 Nice! Oh! This is nice. 690 00:42:34,200 --> 00:42:35,600 It's even nicer when you close the door. 691 00:42:35,680 --> 00:42:36,840 - Yummy. - Yes. 692 00:42:37,360 --> 00:42:39,400 It doesn't feel claustrophobic surprisingly. 693 00:42:39,520 --> 00:42:41,320 - Oh! Look at the lights, guys. - Flavoured. 694 00:42:41,400 --> 00:42:42,920 - Green, pink... - They have mood lighting. 695 00:42:43,000 --> 00:42:44,080 It's actually quite good. 696 00:42:44,200 --> 00:42:46,520 It isn't that cool. The lights make it seem so. 697 00:42:46,600 --> 00:42:48,320 If you look at the finishing... 698 00:42:48,520 --> 00:42:49,800 It's just quite basic. 699 00:42:57,040 --> 00:43:00,560 You've put in a lot of effort into the aesthetics of the exterior. 700 00:43:00,720 --> 00:43:03,720 The lighting and the comfort on the interior, 701 00:43:03,800 --> 00:43:05,800 the overall experience is great. 702 00:43:05,920 --> 00:43:09,080 I didn't expect such a premium experience. 703 00:43:09,240 --> 00:43:11,480 It seems quite luxurious. 704 00:43:12,760 --> 00:43:14,360 What did you have in mind 705 00:43:14,440 --> 00:43:17,240 when you thought of making a love-mobile from old cars? 706 00:43:17,400 --> 00:43:19,840 This wasn't the original idea. 707 00:43:19,960 --> 00:43:23,960 When I began working on this idea around six years ago, 708 00:43:24,040 --> 00:43:26,480 I was a student of Design in the UK. 709 00:43:26,600 --> 00:43:28,760 I used to travel a lot. 710 00:43:28,880 --> 00:43:31,440 Being a student, I'd book the cheapest flights. 711 00:43:31,520 --> 00:43:35,160 With cheap flights, you've to wait for 6 to 12 hours. 712 00:43:35,280 --> 00:43:37,840 At times, I've waited at airports for as long as 24 hours. 713 00:43:37,920 --> 00:43:39,800 At the time, I realised 714 00:43:39,880 --> 00:43:43,440 that sleep pods and nap pods have always been available. 715 00:43:43,560 --> 00:43:45,720 I felt that not everyone would want to take a nap. 716 00:43:46,720 --> 00:43:48,080 Rather than napping, 717 00:43:48,160 --> 00:43:51,840 if a good space is provided for cinema or gaming, 718 00:43:51,960 --> 00:43:53,680 then people will be excited about that. 719 00:43:53,800 --> 00:43:56,240 That's how this idea was conceptualised. 720 00:43:56,400 --> 00:44:00,080 I felt it was quite challenging to install these at airports. 721 00:44:00,160 --> 00:44:02,120 I spoke to people and tried at Delhi Airport, 722 00:44:02,200 --> 00:44:05,000 Heathrow Airport and Mumbai Airport 723 00:44:05,120 --> 00:44:08,160 but didn't want to embroil myself in licenses and regulations. 724 00:44:09,240 --> 00:44:11,480 So, I returned to India, 725 00:44:11,640 --> 00:44:15,280 spoke to a local workshop here and made my first car. 726 00:44:15,360 --> 00:44:18,600 I began showing it to people in colleges and universities. 727 00:44:18,720 --> 00:44:19,960 The response was positive, 728 00:44:20,040 --> 00:44:21,800 but at the time, I had not figured out 729 00:44:21,880 --> 00:44:25,160 how to make money from a car that I invested Rs. 6 lakhs into. 730 00:44:25,880 --> 00:44:27,760 And then it occurred to me 731 00:44:27,840 --> 00:44:32,080 to partner with a cafe or a hospitality business. 732 00:44:33,720 --> 00:44:35,440 I would install the pod at their property. 733 00:44:35,520 --> 00:44:38,600 They would provide the service as well as the food. 734 00:44:38,800 --> 00:44:41,880 We would market it and get daily bookings for them. 735 00:44:42,360 --> 00:44:44,920 Today, we have 4 pods 736 00:44:45,040 --> 00:44:48,440 operating in Mumbai, Delhi, Gurgaon and Noida. 737 00:44:48,520 --> 00:44:51,120 This pod is for Pune. 738 00:45:03,880 --> 00:45:06,640 Offline bookings are currently not available. 739 00:45:06,720 --> 00:45:08,040 Our application is underway. 740 00:45:12,040 --> 00:45:15,040 Ayush, it takes Rs. 5 to 6 lakhs to manufacture one pod. 741 00:45:15,160 --> 00:45:16,960 You can buy a new car for that amount. 742 00:45:17,080 --> 00:45:20,800 - Your logic that the car... - We franchise these cars. 743 00:45:20,920 --> 00:45:23,400 We don't make them using our investment. 744 00:45:23,480 --> 00:45:26,200 - Just the first... - Regardless of who invested, 745 00:45:26,280 --> 00:45:30,240 I'm saying that if you wanted to use a car's shell, 746 00:45:30,480 --> 00:45:32,240 that purpose is not being served 747 00:45:32,360 --> 00:45:34,560 because when you invest a couple of lakhs into it, 748 00:45:34,640 --> 00:45:37,920 it is equal to the investment you make for a new car. 749 00:45:38,440 --> 00:45:41,360 These cars recover their ROI within.. 750 00:45:41,440 --> 00:45:43,240 - In how many years? - Two to three months. 751 00:45:54,400 --> 00:45:56,520 Using that as an example, 752 00:45:56,600 --> 00:45:58,560 tell us the arrangement you have with the restaurant, 753 00:45:58,640 --> 00:46:00,160 what do people use it for, 754 00:46:00,240 --> 00:46:02,920 and tell us what the revenue split is. 755 00:46:03,160 --> 00:46:06,200 In Mumbai, our pod is located in Hotel Peninsula in Andheri East... 756 00:46:06,320 --> 00:46:08,360 - Oh! At Hotel Peninsula. Okay. - Yes. 757 00:46:08,480 --> 00:46:12,360 For this pod, the hotel has provided us with a space 758 00:46:12,480 --> 00:46:15,520 where all the carpeting, banner and branding... - It's this one. 759 00:46:15,880 --> 00:46:18,280 We have done all of that here. 760 00:46:18,400 --> 00:46:21,360 Our highest promotion is done through Instagram. 761 00:46:21,480 --> 00:46:26,320 Influencers, bloggers and media people visit it regularly. 762 00:46:26,400 --> 00:46:29,440 And we send cafes and Hotel Peninsula 763 00:46:29,600 --> 00:46:31,080 a daily guest list. 764 00:46:39,240 --> 00:46:42,040 On an average, we get 6 bookings a day. 765 00:46:46,520 --> 00:46:48,640 - The payment is taken in advance. - Yes, full payment. 766 00:46:57,080 --> 00:46:58,800 They select the city. 767 00:46:58,880 --> 00:47:01,800 They will see our curated packages as per the city. 768 00:47:10,960 --> 00:47:14,600 Every package enlists food coupons and pod features. 769 00:47:14,680 --> 00:47:18,680 Other than the package, customers pay us in addition 770 00:47:18,800 --> 00:47:22,840 for decoration, photoshoots, cakes, flowers and other add-ons. 771 00:47:22,920 --> 00:47:24,280 Mostly, the use cases 772 00:47:24,400 --> 00:47:27,040 are birthdays, anniversaries and special occasions. 773 00:47:27,200 --> 00:47:30,320 Our bestseller in Mumbai is the birthday package 774 00:47:39,320 --> 00:47:42,240 How much do you give Hotel Peninsula out of that? 775 00:47:42,880 --> 00:47:44,280 Around 30%. 776 00:48:23,360 --> 00:48:24,200 And GST? 777 00:48:24,280 --> 00:48:28,120 GST is separately charged on our package 778 00:48:28,200 --> 00:48:30,720 and Peninsula charges it on their food bill also. 779 00:48:30,800 --> 00:48:32,440 - That's over and above Rs. 9 lakhs. - Yes. 780 00:48:33,000 --> 00:48:34,880 The franchisee fee is Rs. 12 lakhs 781 00:48:41,200 --> 00:48:44,760 is not just limited to the making of the pod. 782 00:48:44,840 --> 00:48:47,320 After the pod is made, installing it at the location, 783 00:48:47,440 --> 00:48:50,200 operating and marketing it, generating bookings 784 00:48:50,400 --> 00:48:53,520 and handling the backend is our job. 785 00:48:53,600 --> 00:48:57,320 Our franchisee partner plays the role of an investor. 786 00:48:57,400 --> 00:48:58,360 Is it fair to say 787 00:48:58,480 --> 00:49:02,520 that couples form the majority of your customer base? 788 00:49:12,880 --> 00:49:14,720 How many bookings do you get from Mumbai in a month? 789 00:49:22,080 --> 00:49:23,640 - Right? Isn't it right? - Which is also very high. 790 00:49:23,720 --> 00:49:25,080 - 6 is high. - That's great too. 791 00:49:25,160 --> 00:49:28,720 After deducting all the expenses and paying the franchisee, 792 00:49:28,880 --> 00:49:30,760 you make a profit of Rs. 10 lakhs a month. 793 00:49:30,840 --> 00:49:35,360 Yes, but we are spending on building an app and more pods. 794 00:49:36,240 --> 00:49:39,320 - Tell us about your revenue. - Give us your financials. 795 00:49:57,000 --> 00:50:00,800 Your numbers are not adding up. You said there were 5 pods. 796 00:50:01,480 --> 00:50:04,920 Anupam, that's because the 5 pods never simultaneously operate. 797 00:50:05,160 --> 00:50:09,080 Our Noida pod became operational just this month. 798 00:50:09,200 --> 00:50:11,120 Its sales have not been added. 799 00:50:11,240 --> 00:50:13,720 On account of maintenance of the Gurgaon pod, 800 00:50:13,800 --> 00:50:15,960 we had to shut it down for almost 1.5 months. 801 00:50:16,040 --> 00:50:18,320 There has not been a moment so far 802 00:50:18,400 --> 00:50:21,760 when all our 5 pods were simultaneously operating. 803 00:50:23,280 --> 00:50:25,120 How much did you make in franchisee fees this year? 804 00:50:41,960 --> 00:50:43,680 I wouldn't like to do it a second time. 805 00:50:46,840 --> 00:50:50,320 this is bulky, transporting it to places 806 00:50:50,520 --> 00:50:52,760 and getting permissions... It's a little gimmicky. 807 00:50:52,840 --> 00:50:55,200 I don't know how many partners you will find. 808 00:50:55,280 --> 00:50:57,080 I see scale as a major challenge. 809 00:50:57,240 --> 00:50:58,640 For that reason, I'm out. 810 00:50:58,760 --> 00:51:01,520 Very cool concept. Very fun pitch. 811 00:51:01,600 --> 00:51:03,040 - All the best to you. - Thank you, Namita. 812 00:51:24,480 --> 00:51:28,240 Your 5 bookings a day doesn't seem right too. 813 00:51:28,720 --> 00:51:30,080 Secondly, 814 00:51:30,200 --> 00:51:35,280 on average, you charge over Rs. 5,000 with GST per couple. 815 00:51:35,360 --> 00:51:40,040 The market for people who'd spend Rs. 2,500 per head 816 00:51:40,120 --> 00:51:41,440 in India is small. 817 00:51:42,000 --> 00:51:43,600 Think about that 818 00:51:43,720 --> 00:51:47,240 because your partners could lose a lot of money. 819 00:51:47,720 --> 00:51:48,600 My second suggestion. 820 00:51:48,720 --> 00:51:50,920 There's a lot of attention to detail for the interiors. 821 00:51:51,040 --> 00:51:52,560 Apply that to your content also. 822 00:51:52,640 --> 00:51:54,760 If you see, you've misspelt experience. 823 00:51:54,840 --> 00:51:55,760 I see a typo. 824 00:51:56,520 --> 00:51:59,160 I think you need to work on this a bit. 825 00:51:59,240 --> 00:52:01,160 I don't find it scaleable. I'm out. 826 00:52:08,440 --> 00:52:12,680 Secondly, you should have a hold or grasp on your business numbers. 827 00:52:12,760 --> 00:52:14,680 Unfortunately, I am out. 828 00:52:21,160 --> 00:52:22,640 You deserve appreciation. 829 00:52:23,560 --> 00:52:25,440 I did not clearly understand 830 00:52:25,520 --> 00:52:30,360 whether this is a novelty business or an F&B-specific experience. 831 00:52:30,480 --> 00:52:32,720 For that reason, I am out. 832 00:52:33,480 --> 00:52:36,000 I want you to better your business 833 00:52:36,080 --> 00:52:38,920 and take it to greater heights. 834 00:52:39,320 --> 00:52:40,240 [mouthing] 835 00:52:40,480 --> 00:52:43,480 I don't understand what it is you're trying to achieve. 836 00:52:44,080 --> 00:52:45,320 You solved one problem. 837 00:52:45,400 --> 00:52:47,560 India faces a huge problem when it comes to privacy for couples. 838 00:52:47,640 --> 00:52:49,800 We have joint families, right, as you already know. 839 00:52:49,880 --> 00:52:51,640 This is a good solution for that, 840 00:52:51,760 --> 00:52:53,560 but how will you make a business? 841 00:52:54,480 --> 00:52:55,320 What does it have? 842 00:52:55,400 --> 00:52:58,120 You buy a car from the junkyard and spend a few lakhs on it. 843 00:52:58,240 --> 00:52:59,560 Where's the moat? 844 00:53:00,880 --> 00:53:01,720 Expansion. 845 00:53:01,840 --> 00:53:04,240 We're installing pods in different cities 846 00:53:04,320 --> 00:53:06,520 so we can build a network. 847 00:53:06,640 --> 00:53:10,160 We have almost 600 leads for franchisees 848 00:53:10,280 --> 00:53:11,440 from all over India. 849 00:53:11,560 --> 00:53:13,200 The franchising business... 850 00:53:13,360 --> 00:53:15,000 You might not be in business later, 851 00:53:15,080 --> 00:53:17,040 but you'll surely have a franchising business. 852 00:53:17,120 --> 00:53:19,360 - No matter what the franchise, people queue up. - Correct. 853 00:53:19,480 --> 00:53:20,280 - Right? - Right. 854 00:53:25,800 --> 00:53:28,840 Our pod in Mumbai of our franchisee partner 855 00:53:29,000 --> 00:53:33,680 began operations in February this year. 856 00:53:33,840 --> 00:53:38,040 He has recovered around 40 to 55% of his money. 857 00:53:38,120 --> 00:53:39,960 No, your numbers are not right. 858 00:53:40,040 --> 00:53:43,240 - You said the cost is recovered in a few months. - Yes. 859 00:53:43,320 --> 00:53:44,200 Now, you're saying 860 00:53:44,520 --> 00:53:46,840 - he recovered 50%... - The cost of the pod is recovered. 861 00:53:47,040 --> 00:53:48,960 Look, this isn't a business. 862 00:53:49,640 --> 00:53:50,880 The business won't last 863 00:53:50,960 --> 00:53:53,080 because you don't have a sustainable advantage. 864 00:53:53,200 --> 00:53:57,200 The feel of the interiors is good but quite rudimentary. 865 00:53:57,360 --> 00:53:59,040 Do you have something no one else can replicate? 866 00:54:00,880 --> 00:54:02,720 You need to rethink this. 867 00:54:02,960 --> 00:54:04,160 - I'm out. - Thank you. 868 00:54:04,400 --> 00:54:06,120 Sorry for the harsh feedback 869 00:54:06,200 --> 00:54:09,000 but giving a direct input is necessary at times. 870 00:54:09,080 --> 00:54:10,080 - Okay. Thank you, Sharks. - Okay? 871 00:54:10,160 --> 00:54:11,920 - Good luck. - Thanks, Ayush. 872 00:54:12,120 --> 00:54:13,360 [poignant music playing] 873 00:54:21,520 --> 00:54:22,400 [music fades]