1 00:00:10,000 --> 00:00:11,120 [music playing] 2 00:00:29,360 --> 00:00:31,040 [theme music playing] 3 00:00:51,680 --> 00:00:52,840 [theme music concludes] 4 00:00:53,000 --> 00:00:55,640 - Sharks, isn't it scorching hot? - Hmm. 5 00:00:55,760 --> 00:00:57,560 The heat takes a toll on everyone. 6 00:00:57,800 --> 00:00:59,040 Every time the temperatures rise, 7 00:00:59,120 --> 00:01:01,120 one solution comes to everyone's mind, 8 00:01:01,280 --> 00:01:02,320 to turn on the AC. 9 00:01:02,440 --> 00:01:06,640 Sharks, do you know how bad ACs are for our environment? 10 00:01:06,840 --> 00:01:08,200 Global warming is on the rise 11 00:01:08,280 --> 00:01:11,840 and air-conditioners account for 16% of the emissions. 12 00:01:20,800 --> 00:01:22,440 For thousands of years, 13 00:01:22,560 --> 00:01:24,800 Indians have used clay pots to keep the water cool. 14 00:01:24,880 --> 00:01:27,040 When we can keep water cool, then why not the air? 15 00:01:27,120 --> 00:01:29,000 Using this concept, I made CoolAnt. 16 00:01:39,320 --> 00:01:42,120 CoolAnt is a natural and biomimetic cooling solution 17 00:02:12,960 --> 00:02:15,920 in line with the local climate, sun angle and natural ventilation. 18 00:02:16,000 --> 00:02:18,520 I want all the buildings being built in India 19 00:02:18,840 --> 00:02:20,080 to be climate-responsive 20 00:02:20,160 --> 00:02:22,760 and to help reduce global warming together. 21 00:02:23,200 --> 00:02:26,600 To realise this dream, my ask is Rs. 90 lakhs for 1% equity. 22 00:02:45,760 --> 00:02:47,840 I was working on the design for a factory. 23 00:02:47,920 --> 00:02:51,960 The diesel gensets emit a lot of heat. 24 00:02:53,000 --> 00:02:55,880 I was working there as an installation artist. 25 00:02:55,960 --> 00:02:57,040 I provided an installation, 26 00:02:57,120 --> 00:02:59,880 where instead of trying anything light 27 00:02:59,960 --> 00:03:02,320 like evaporative cooling pads made of 'khus' fibres, 28 00:03:02,440 --> 00:03:05,360 for that project, I thought of using terracotta instead 29 00:03:05,440 --> 00:03:06,560 which is very robust. 30 00:03:06,800 --> 00:03:09,680 It has a temperature resilience of up to 800 degrees. 31 00:03:09,840 --> 00:03:13,640 Using this can reduce the heat gain and also provide cooling. 32 00:03:13,920 --> 00:03:15,680 Where did you study architecture? 33 00:03:15,760 --> 00:03:17,640 School of Planning and Architecture, New Delhi. 34 00:03:22,640 --> 00:03:23,520 For how many years? 35 00:03:23,600 --> 00:03:25,560 For four years, I worked as an architect in a firm. 36 00:03:25,680 --> 00:03:27,000 When did you start your own practice? 37 00:03:27,080 --> 00:03:28,440 2014, after four years. 38 00:03:28,560 --> 00:03:30,200 When was CoolAnt established? 39 00:03:37,240 --> 00:03:41,240 So, I came back after 1.5 to 2 years to see it, and it was still working. 40 00:03:41,320 --> 00:03:43,880 I thought I could show this to more people 41 00:03:43,960 --> 00:03:45,280 and pitch for more work. 42 00:03:45,560 --> 00:03:48,760 For thousands of years, the houses in deserts 43 00:03:48,880 --> 00:03:52,800 - have had a similar cooling concept... - Absolutely. 44 00:03:52,880 --> 00:03:55,520 What is that exactly and is it related to this? 45 00:03:55,600 --> 00:03:59,840 The houses, mansions and forts we see in Rajasthan... 46 00:03:59,960 --> 00:04:02,080 - Hawa Mahal. - They're a beautiful example. 47 00:04:02,160 --> 00:04:04,960 - The 'jaalis' are quite intense with small punctures. - True. 48 00:04:05,080 --> 00:04:07,400 To soften the light coming in and cut the direct heat. 49 00:04:07,480 --> 00:04:09,280 When air passes through the holes, 50 00:04:09,360 --> 00:04:12,720 it creates a compression which can help in cooling. 51 00:04:12,840 --> 00:04:14,080 What we've done is 52 00:04:14,160 --> 00:04:16,720 add evaporative cooling to the same technology. 53 00:04:16,840 --> 00:04:18,480 Not only does it provide shading 54 00:04:18,560 --> 00:04:21,240 but cooling too, with the help of water. 55 00:04:21,440 --> 00:04:23,680 - It's the same conceptually. - Absolutely same. 56 00:04:24,080 --> 00:04:25,880 This system is a passive design. 57 00:04:25,960 --> 00:04:27,800 You're using the building's architecture 58 00:04:27,920 --> 00:04:30,000 for thermal comfort and other comforts. 59 00:04:30,120 --> 00:04:31,440 This is how buildings should be. 60 00:04:37,800 --> 00:04:41,680 - Old fashioned houses with tile roofs... - Yes? 61 00:04:41,800 --> 00:04:45,240 - They're made of this material for the same reason. - Absolutely. 62 00:04:45,400 --> 00:04:47,600 CoolAnt is a solid name. 63 00:04:47,760 --> 00:04:49,920 - You call it CoolAnt. - Yes, CoolAnt. 64 00:04:50,040 --> 00:04:51,640 Is the ant your mascot? 65 00:04:51,720 --> 00:04:55,120 I feel that ants are the best creatures in the environment. 66 00:04:55,280 --> 00:04:59,400 Ant hills are thermally solid. They are very cool. 67 00:04:59,480 --> 00:05:00,880 They're an architectural marvel. 68 00:05:00,960 --> 00:05:02,640 - Anthill. - It's a smart choice. 69 00:05:02,720 --> 00:05:05,280 They're synonymous with teamwork and collective intelligence. 70 00:05:05,360 --> 00:05:06,280 Especially teamwork. 71 00:05:06,360 --> 00:05:10,200 Could you show us examples of the buildings or your designs? 72 00:05:16,560 --> 00:05:18,280 - More outdoor. - And the building envelopes. Yes. 73 00:05:18,360 --> 00:05:21,240 A regular building is made like this 74 00:05:21,360 --> 00:05:24,000 which is without air-conditioning and ventilation. 75 00:05:24,080 --> 00:05:25,720 This works in four stages. 76 00:05:46,320 --> 00:05:47,160 - Cooler. - Cool air. 77 00:05:47,240 --> 00:05:49,880 Could you start the water supply and give us a demo? 78 00:05:50,080 --> 00:05:50,920 Yes. 79 00:05:52,800 --> 00:05:55,400 When water falls on the pots, they get wet. 80 00:05:55,480 --> 00:05:57,440 - Terracotta absorbs water. - Hmm. 81 00:05:57,560 --> 00:05:59,520 So, you don't need to run water regularly. 82 00:05:59,600 --> 00:06:01,560 Plus, it will smell of wet earth. 83 00:06:01,800 --> 00:06:03,200 - Yes. - I am getting a faint smell. 84 00:06:03,280 --> 00:06:05,640 Do you manually move them or is it automatic? 85 00:06:05,720 --> 00:06:08,120 We set it the first time as per the climate and the local angle. 86 00:06:08,200 --> 00:06:10,040 - Once, permanently. - Yes. 87 00:06:10,200 --> 00:06:12,720 In this project, the client also wanted to move it. 88 00:06:12,800 --> 00:06:14,360 - Okay, - It's possible, it's more expensive. 89 00:06:14,440 --> 00:06:15,760 - The façade is like this. - Yes. 90 00:06:15,880 --> 00:06:17,400 Do you have more photos? 91 00:06:17,480 --> 00:06:18,400 - Yes. - Show us. 92 00:06:18,480 --> 00:06:21,440 This is some work that we have done in the past. Ant Studio. 93 00:06:21,600 --> 00:06:23,320 - This is your studio. - Yes. 94 00:06:24,120 --> 00:06:25,440 This was for Deki Electronics. 95 00:06:25,520 --> 00:06:26,880 We installed this in front of a DG set. 96 00:06:26,960 --> 00:06:29,840 - It cuts off the heat and provides cooling. - Okay. 97 00:06:29,920 --> 00:06:31,640 - Very nice. - Got it. Very interesting. 98 00:06:31,720 --> 00:06:33,960 Suppose you install it in front of a DG set. 99 00:06:34,040 --> 00:06:37,000 - Can you record the difference in the temperature? - Yes. 100 00:06:37,080 --> 00:06:38,320 What was the difference? 101 00:06:38,440 --> 00:06:41,440 The local temperatures, in peak summers, exceed 50 degrees. 102 00:06:41,560 --> 00:06:44,000 - With this, we got it down to mid thirties. - Wow! 103 00:06:44,080 --> 00:06:46,160 I can't generalise this. 104 00:06:46,280 --> 00:06:47,720 I can't bring it down from 40 to 25. 105 00:06:47,800 --> 00:06:49,800 From 50, I can easily bring it down to 32 or 33 degrees. 106 00:06:49,880 --> 00:06:51,480 In your pitch, you claimed 107 00:06:51,560 --> 00:06:54,480 you could save 30 to 70% of energy 108 00:06:54,560 --> 00:06:55,840 by using these installations. 109 00:06:55,920 --> 00:06:59,640 How do you validate this claim 110 00:06:59,720 --> 00:07:01,720 and how did you ensure 111 00:07:01,800 --> 00:07:05,800 that your studies were objective? 112 00:07:05,880 --> 00:07:09,600 We have done a lot of research on this for the last 3 to 4 years. 113 00:07:09,800 --> 00:07:13,280 We have done energy modelling, simulations and also buildings 114 00:07:13,360 --> 00:07:14,920 to understand its performance. 115 00:07:39,560 --> 00:07:41,520 is it commercially proven there 116 00:07:41,640 --> 00:07:43,720 that they've had a saving of 30 to 70%? 117 00:07:43,800 --> 00:07:45,040 Okay, I'll give you an example 118 00:07:45,120 --> 00:07:48,000 of a product we had done for the commander's mess in the Army. 119 00:07:48,080 --> 00:07:49,920 We installed this on one floor 120 00:07:50,040 --> 00:07:52,720 in a space of 2,500 square feet where this was implemented. 121 00:07:52,800 --> 00:07:55,120 After analysing the thermal comfort of the entire space, 122 00:07:55,200 --> 00:07:57,280 we had converted that into natural ventilation. 123 00:07:57,520 --> 00:07:58,400 It has no ACs. 124 00:07:58,480 --> 00:07:59,840 They have observed 125 00:07:59,960 --> 00:08:02,440 that the cost of air-conditioning has gone down by 30%. 126 00:08:09,800 --> 00:08:13,040 Clay artisans can see how the process is done. 127 00:08:13,200 --> 00:08:14,840 These clay pots 128 00:08:15,040 --> 00:08:18,120 are our most popular and best product. 129 00:08:18,200 --> 00:08:19,440 We've open-sourced it. 130 00:08:19,520 --> 00:08:21,360 I have shared all the material online. 131 00:08:21,440 --> 00:08:23,880 We want this to be made locally, 132 00:08:23,960 --> 00:08:26,800 - copied and used everywhere. - I see. 133 00:08:26,880 --> 00:08:28,240 Monish, how will you do business? 134 00:08:28,360 --> 00:08:31,560 If we talk about the future, what do you see your business as? 135 00:08:31,640 --> 00:08:32,960 Is it a product or is it a service? 136 00:08:33,040 --> 00:08:34,720 - It is a product. - Okay. 137 00:08:34,840 --> 00:08:37,400 Plus, we can also combine a service with it as a tool 138 00:08:37,560 --> 00:08:38,440 so that we can reach the masses. 139 00:08:38,520 --> 00:08:40,000 - No, you can do it. I... - Yes. 140 00:08:40,080 --> 00:08:41,040 What's your focus? 141 00:08:41,160 --> 00:08:42,600 What is it you want to do? 142 00:08:42,680 --> 00:08:44,560 There are two things that are there in this. 143 00:08:44,640 --> 00:08:46,600 That clay installation... 144 00:08:46,680 --> 00:08:48,240 - The middle one. - That's right. 145 00:08:48,360 --> 00:08:51,080 - Clay potters can be made locally. - Okay. 146 00:08:51,160 --> 00:08:53,200 It'd be stupidity if I made them in Delhi 147 00:08:53,320 --> 00:08:54,440 and sent them to Pune. 148 00:08:54,560 --> 00:08:55,880 - All right. - It doesn't make any sense. 149 00:08:55,960 --> 00:08:58,560 So we gave them information to make it. 150 00:08:58,640 --> 00:08:59,880 "You may pay us any price." 151 00:09:00,040 --> 00:09:01,800 We made it in Mexico using this procedure. 152 00:09:01,880 --> 00:09:02,840 - Okay. - By sharing the information. 153 00:09:02,920 --> 00:09:05,440 You turned it open source. Okay? Done. 154 00:09:05,520 --> 00:09:06,600 Our second installation 155 00:09:06,680 --> 00:09:09,600 is developed using CFD and Aerodynamics. 156 00:09:15,520 --> 00:09:17,760 is that in that model, the water fills from above. 157 00:09:17,840 --> 00:09:21,040 On the other hand, the water in the aerofoils is inside the system. 158 00:09:21,120 --> 00:09:24,120 There's a capsule inside it which contains water. 159 00:09:24,200 --> 00:09:25,400 Water isn't flowing outside. 160 00:09:25,520 --> 00:09:27,960 Why can't anyone reverse engineer it? 161 00:09:28,080 --> 00:09:31,000 - Its manufacturing is complicated. - Do you manufacture it yourself? 162 00:09:37,880 --> 00:09:40,120 - and sell them. - Exactly! 163 00:09:40,240 --> 00:09:41,280 I got it. Thank you! 164 00:09:41,400 --> 00:09:44,560 Monish, firstly, your pitch was phenomenal. 165 00:09:44,640 --> 00:09:45,880 The hook you used 166 00:09:46,000 --> 00:09:48,400 in your pitch of 30%-70% 167 00:09:57,200 --> 00:09:59,920 Secondly, I liked your idea of open-sourcing 168 00:10:00,040 --> 00:10:03,040 your most unproductive business line. 169 00:10:03,160 --> 00:10:05,600 Because if we make earthiness cool 170 00:10:05,760 --> 00:10:07,920 and people start installing it in buildings, 171 00:10:08,000 --> 00:10:10,680 your business will grow in the future. 172 00:10:10,760 --> 00:10:12,400 - Congratulations on that. - Thank you! 173 00:10:12,520 --> 00:10:14,560 However, I don't find it investible, 174 00:10:15,680 --> 00:10:18,000 because in this category of business, 175 00:10:18,120 --> 00:10:22,960 your primary long-term buyers will be builders. 176 00:10:23,040 --> 00:10:26,280 The sales funnel of builders 177 00:10:26,400 --> 00:10:29,320 has a credit cycle of 60-90 days. 178 00:10:29,400 --> 00:10:31,480 There are recovery issues in India at least. 179 00:10:31,560 --> 00:10:33,880 As of now, I don't want to risk 180 00:10:33,960 --> 00:10:36,440 investing in such businesses. 181 00:10:36,520 --> 00:10:38,360 So I can't join you today 182 00:10:38,480 --> 00:10:40,720 but I love your work. Congratulations! 183 00:10:40,840 --> 00:10:41,920 Thank you! 184 00:10:41,920 --> 00:10:43,880 - Let's understand your business. - Yes. 185 00:10:43,960 --> 00:10:45,320 Okay? Tell us your sales figures. 186 00:10:45,440 --> 00:10:46,760 Since April this year, 187 00:11:00,000 --> 00:11:01,600 How much cash burn do you expect this year? 188 00:11:14,080 --> 00:11:16,200 - You are seeking investment in this company. - Yes. 189 00:11:16,280 --> 00:11:18,240 Will you continue the architectural practice? 190 00:11:18,320 --> 00:11:19,640 Yes, definitely for now. 191 00:11:21,040 --> 00:11:23,040 Why did you ask for a Rs. 90 crore valuation? 192 00:11:23,120 --> 00:11:25,360 - Your sales aren't even Rs. 2 crores so it doesn't match. - No. 193 00:11:25,440 --> 00:11:28,040 We started the sales only this year. 194 00:11:33,880 --> 00:11:35,520 which we aren't able to fulfil right now. 195 00:11:35,600 --> 00:11:36,480 Do you have an order book? 196 00:11:36,560 --> 00:11:39,480 Yes. You must have quantified the worth of enquiries in crores. 197 00:11:44,880 --> 00:11:46,440 I'm out for two reasons. 198 00:11:47,880 --> 00:11:51,120 The first reason is that I didn't like the fact 199 00:11:51,200 --> 00:11:52,560 that your sales figure was Rs. 2 crores 200 00:11:52,640 --> 00:11:54,560 and you have an order book of Rs. 3 crores. 201 00:11:54,640 --> 00:11:56,760 In the best case scenario, it could be Rs. 5 crores. 202 00:11:56,840 --> 00:11:59,160 So to demand a Rs. 90 crore valuation 203 00:12:26,760 --> 00:12:28,880 So today, I'm out, but I wish you the best. 204 00:12:29,200 --> 00:12:30,080 Thank you. 205 00:12:30,160 --> 00:12:32,840 Monish, I think yours is a project-based business. 206 00:12:32,960 --> 00:12:35,920 Your future revenue streams are unpredictable. 207 00:12:36,040 --> 00:12:38,640 It's difficult to underwrite it using any method. 208 00:12:38,760 --> 00:12:41,040 You aren't modularised yet. 209 00:12:41,160 --> 00:12:43,200 It's not that service businesses and other architecture firms 210 00:12:43,280 --> 00:12:46,040 are giving you orders and you are maintaining an order book. 211 00:12:46,120 --> 00:12:48,960 So it's extremely difficult to underwrite it 212 00:12:49,080 --> 00:12:50,440 and for this reason, I'm out. 213 00:12:51,800 --> 00:12:54,680 However, let me give you a suggestion. 214 00:12:54,760 --> 00:12:56,800 I think you should merge the architecture firm 215 00:12:56,880 --> 00:12:59,160 and your unique approach. 216 00:12:59,240 --> 00:13:02,880 If you establish your identity in this way, 217 00:13:02,960 --> 00:13:04,840 you'll create a unique identity for yourself. 218 00:13:04,920 --> 00:13:07,360 And you'd be able to get more business. 219 00:13:14,440 --> 00:13:16,440 and then raise capital. Good luck to you. 220 00:13:16,560 --> 00:13:17,720 Thank you. 221 00:13:17,840 --> 00:13:20,680 Monish, you may install 222 00:13:20,760 --> 00:13:23,080 your product everywhere to provide cooling. 223 00:13:23,160 --> 00:13:24,880 If it's really effective, 224 00:13:25,000 --> 00:13:26,840 I'd request my admin team to get it installed 225 00:13:26,920 --> 00:13:29,480 because we get huge electricity bills which terrify us. 226 00:13:29,720 --> 00:13:31,320 Maybe it would lessen. 227 00:13:31,520 --> 00:13:34,400 However, I don't feel excited about this category, unfortunately. 228 00:13:34,960 --> 00:13:38,080 If I'm not excited enough, I won't be able to work with you. 229 00:13:39,040 --> 00:13:40,880 Also, a Rs. 90 crore valuation is way too high. 230 00:13:40,960 --> 00:13:42,560 So, unfortunately, I'm out. 231 00:13:42,640 --> 00:13:43,880 Let's meet in Delhi. 232 00:13:44,080 --> 00:13:45,240 Thank you. 233 00:13:45,520 --> 00:13:48,360 If you convince me as a customer, 234 00:13:48,440 --> 00:13:50,200 you can also convince me as an investor. 235 00:13:50,320 --> 00:13:52,440 Let's go back 236 00:13:52,520 --> 00:13:56,320 to the area of the army's accommodation. 237 00:13:56,760 --> 00:13:59,720 - How much did you invest in it? - Rs. 8 lakhs. 238 00:13:59,840 --> 00:14:01,520 What was their electricity bill? 239 00:14:01,600 --> 00:14:04,680 Their electricity bill was around Rs. 3,000-Rs. 4,000 per month. 240 00:14:04,760 --> 00:14:06,640 So they will save Rs. 36,000 per year. 241 00:14:06,720 --> 00:14:09,960 It means they'd need 25 years to get a payback. 242 00:14:10,040 --> 00:14:11,960 We installed it on the building facade. 243 00:14:12,120 --> 00:14:15,160 If it wasn't installed, some other facade would have been used. 244 00:14:15,240 --> 00:14:17,040 The incremental value of this 245 00:14:17,120 --> 00:14:19,840 against a regular facade is 10%-15%. 246 00:14:19,960 --> 00:14:23,360 You mean we shouldn't consider its cost to be Rs. 8 lakhs 247 00:14:23,440 --> 00:14:24,920 but rather Rs. 1.5 lakhs. 248 00:14:25,000 --> 00:14:28,320 Yes, because you'd install some other facade instead of this. 249 00:14:28,400 --> 00:14:29,280 It wouldn't have been barren anyway. 250 00:14:29,360 --> 00:14:32,120 As compared to 25 years, 5 years is a lot more palatable. 251 00:14:32,200 --> 00:14:33,960 However, I think 5 years is also a long time. 252 00:14:34,040 --> 00:14:35,840 You could crack this. 253 00:14:35,920 --> 00:14:38,480 Your efforts are interesting 254 00:14:38,600 --> 00:14:40,440 but you need more time. 255 00:14:40,520 --> 00:14:43,920 Honestly, I was interested in it in the beginning as a customer 256 00:14:44,000 --> 00:14:45,640 but you aren't functioning commercially yet. 257 00:14:45,720 --> 00:14:47,880 So I'd like to wait for some time. 258 00:14:48,000 --> 00:14:50,720 Once you reach a proper payback calculation, 259 00:14:50,800 --> 00:14:53,880 please reach out to me. We'll surely meet you 260 00:14:53,960 --> 00:14:56,360 and try to work together. 261 00:14:56,600 --> 00:14:57,800 - Thank you so much. - Thank you. 262 00:16:01,840 --> 00:16:05,320 [theme music playing] 263 00:16:17,880 --> 00:16:18,960 Wow! 264 00:16:20,280 --> 00:16:22,240 That's a really cool entry. 265 00:16:26,480 --> 00:16:27,400 Hello, Sharks! 266 00:16:27,520 --> 00:16:29,160 - Hi! - My name is Trivikram. 267 00:16:33,800 --> 00:16:36,400 XMachines is a Robotics and AI company. 268 00:16:43,120 --> 00:16:46,600 India is a place that has the potential 269 00:16:46,720 --> 00:16:48,480 to become the world's food capital. 270 00:16:48,560 --> 00:16:51,440 We have amazing weather conditions 271 00:16:51,600 --> 00:16:54,120 and we also have 272 00:16:54,200 --> 00:16:56,520 agricultural know-how from thousands of years. 273 00:16:56,600 --> 00:16:59,560 But still, we are held back by some problems. 274 00:16:59,640 --> 00:17:02,400 One of those problems is mechanisation. 275 00:17:02,480 --> 00:17:05,240 Around 80% of farmers in our country 276 00:17:05,320 --> 00:17:07,160 are small and marginal in nature. 277 00:17:17,640 --> 00:17:21,640 So historically, farmers mostly depended on manpower. 278 00:17:21,960 --> 00:17:25,560 Manpower is affordable and easily available. 279 00:17:25,640 --> 00:17:28,640 - Right. - Nowadays, it's neither affordable 280 00:17:28,720 --> 00:17:30,960 nor easily available. 281 00:17:58,560 --> 00:18:00,920 through sales and also on rent. 282 00:18:01,480 --> 00:18:03,040 For this, our ask is 283 00:18:11,600 --> 00:18:13,920 I studied in Hyderabad till the twelfth grade. 284 00:18:14,040 --> 00:18:16,680 After that, I pursued Mechatronics Engineering in Hong Kong. 285 00:18:16,760 --> 00:18:18,080 What does Mechatronics mean? 286 00:18:22,520 --> 00:18:23,760 What did you do after that? 287 00:18:23,920 --> 00:18:25,800 Then I worked in the technology 288 00:18:25,880 --> 00:18:28,880 and manufacturing industry for 2-2.5 years. 289 00:18:29,040 --> 00:18:32,000 - So your job was not related to this. - No. 290 00:18:38,880 --> 00:18:40,080 - Okay. - It's near Vizag. 291 00:18:41,920 --> 00:18:43,320 - The university you attended. - Yes, I did. 292 00:18:43,400 --> 00:18:45,640 I found the course interesting. 293 00:18:45,840 --> 00:18:48,320 - When did you return? - In 2016. 294 00:18:49,200 --> 00:18:51,400 Vikram, the product is quite good-looking. 295 00:18:51,680 --> 00:18:54,920 You have made an interesting automated product. 296 00:18:55,000 --> 00:18:57,360 It's difficult to build such technology. 297 00:18:57,480 --> 00:19:02,120 In fact, the ones in black matte remind us of Tesla's Cybertruck. 298 00:19:02,240 --> 00:19:04,720 It seems to be inspired by Tesla as he named it XMachines. 299 00:19:04,800 --> 00:19:07,680 XMachines. Yes. Is Elon Musk your role model? 300 00:19:07,800 --> 00:19:09,320 Actually, the model we built in 2017 301 00:19:09,400 --> 00:19:12,360 is at the extreme right. 302 00:19:12,440 --> 00:19:14,720 - We built it in 2017... - Before the Cybertruck. 303 00:19:14,800 --> 00:19:16,560 - Even before Cybertruck. - He stole your design! 304 00:19:16,640 --> 00:19:17,560 [chuckling] 305 00:19:17,640 --> 00:19:19,480 Which year did you start your business? 306 00:19:19,560 --> 00:19:21,120 We started in 2017. 307 00:19:25,680 --> 00:19:28,160 and Robotics in an outdoor environment is extra hard. 308 00:19:28,360 --> 00:19:31,800 So we had to spend a lot of time and do refinements to make it. 309 00:19:31,920 --> 00:19:33,040 What does this machine do? 310 00:19:33,120 --> 00:19:34,760 We call it a Micro Tractor. 311 00:19:34,920 --> 00:19:36,160 It runs on electricity. 312 00:19:41,200 --> 00:19:44,000 XMachines works on Robotics and AI. 313 00:19:44,240 --> 00:19:47,280 - We started making micro tractors recently. - All right. 314 00:19:47,360 --> 00:19:49,480 If you had seen season 1, 315 00:19:49,560 --> 00:19:52,440 - you must have seen an entrepreneur called Jugadu Kamlesh. - Yes! 316 00:19:52,520 --> 00:19:55,160 He made a mechanical product 317 00:20:07,000 --> 00:20:09,680 - Can you show us a video that demonstrates this? - Yes, ma'am. 318 00:20:09,760 --> 00:20:11,480 - Ma'am, I'll brief you. - Yes. 319 00:20:11,560 --> 00:20:13,720 So this is called a Micro Tractor. 320 00:20:13,840 --> 00:20:16,920 - Okay. - It has multiple attachments like a standard tractor. 321 00:20:17,000 --> 00:20:19,840 They can be used for seeding to harvesting. 322 00:20:19,920 --> 00:20:20,760 I got it. 323 00:20:20,840 --> 00:20:22,440 A few of those are still under development 324 00:20:22,520 --> 00:20:23,920 but I gave you a fundamental idea. 325 00:20:24,000 --> 00:20:25,760 Let's start with the journey of a farm. 326 00:20:25,920 --> 00:20:28,080 The first step is ploughing. 327 00:20:28,200 --> 00:20:30,880 Either they use cattle or loan a tractor. 328 00:20:30,960 --> 00:20:32,760 - It doesn't play a role in ploughing. - No. 329 00:20:58,280 --> 00:20:59,880 in order for it to operate autonomously. 330 00:20:59,960 --> 00:21:02,960 For example, a farmer is going with a fully autonomous solution. 331 00:21:03,200 --> 00:21:04,720 What will happen is, it will sow the seeds. 332 00:21:04,800 --> 00:21:08,400 And on the app, which is very close to deployment. 333 00:21:08,480 --> 00:21:10,600 The farmer will mention spacing. 334 00:21:10,680 --> 00:21:12,720 He will feed the distance between the seeds, 335 00:21:24,400 --> 00:21:26,920 After attaching the weed control attachment, 336 00:21:27,000 --> 00:21:28,840 let's assume it is an autonomous solution. 337 00:21:56,400 --> 00:21:58,040 There are three sizes. 338 00:22:08,960 --> 00:22:10,120 - Amazing! - Ma'am, thank you! 339 00:22:20,760 --> 00:22:21,600 Yes, ma'am. Everything! 340 00:22:21,680 --> 00:22:23,960 The grass cutter attachment 341 00:22:26,640 --> 00:22:28,960 It can be utilised well in orchards. 342 00:23:00,120 --> 00:23:01,280 - It reduces the volume. - Excellent! 343 00:23:01,360 --> 00:23:02,680 - Very nice! - It's impressive, right? 344 00:23:02,760 --> 00:23:05,920 - Is there more? - I will show you the sprayer. 345 00:23:12,640 --> 00:23:15,360 It is not effective if you spray from the top. 346 00:23:25,880 --> 00:23:27,240 - Okay! - Oh! 347 00:23:27,600 --> 00:23:30,040 You made a weapon! 348 00:23:30,640 --> 00:23:32,680 What else does it offer? 349 00:23:43,360 --> 00:23:45,040 or a fertilizer box. 350 00:23:45,120 --> 00:23:48,360 It should be able to carry it and work for 8 hours non-stop. 351 00:23:59,280 --> 00:24:01,240 - They don't need that many people. - Yes, ma'am. 352 00:24:01,360 --> 00:24:06,320 - A small tractor's alternative is manual labour. - Manual labour. 353 00:24:07,000 --> 00:24:11,240 And what is the alternative to Xmachines in India? 354 00:24:22,640 --> 00:24:25,080 Okay? After working one full day, 355 00:24:25,160 --> 00:24:27,200 they will not agree to come back the next day. 356 00:24:27,280 --> 00:24:29,600 Where have you used these machines? 357 00:24:49,840 --> 00:24:51,360 - How many have you sold? - Ma'am! 358 00:25:17,400 --> 00:25:18,240 There is a payload difference. 359 00:25:37,320 --> 00:25:38,600 It ends at Rs. 4.5 lakhs. 360 00:26:14,000 --> 00:26:15,920 Did you speak with the farmers? 361 00:26:16,000 --> 00:26:17,400 - Sir... - Will they buy this? 362 00:26:17,520 --> 00:26:21,880 We didn't even draw a line without speaking to the farmers. 363 00:26:27,560 --> 00:26:29,200 But there are buyers too. 364 00:26:38,960 --> 00:26:41,000 What is your long-term vision? 365 00:26:41,080 --> 00:26:43,040 Do you want to do this only in India, 366 00:26:43,160 --> 00:26:45,040 or globally? What have you planned? 367 00:26:53,560 --> 00:26:57,400 There are many European companies. Why aren't they inquiring with them? 368 00:26:57,480 --> 00:26:59,200 Ma'am, I don't know 369 00:27:05,040 --> 00:27:06,880 But how will Rs. 70 lakhs help? 370 00:27:06,960 --> 00:27:09,040 It is capital intensive. 371 00:27:09,120 --> 00:27:11,000 - What will you do with Rs. 70 lakhs? - Ma'am, actually, 372 00:27:31,280 --> 00:27:33,840 How are agricultural devices sold? 373 00:27:33,920 --> 00:27:36,920 Through tractor dealers and agri-equipment dealers, 374 00:27:37,000 --> 00:27:38,520 Will you sell through dealers? 375 00:27:46,720 --> 00:27:49,200 When I asked you earlier, you said there was no strategic partnership. 376 00:27:49,280 --> 00:27:50,960 Now you are saying you will use their dealership. 377 00:27:56,760 --> 00:28:00,080 - Can you offer a much lower price for this if you scale? - Absolutely! 378 00:28:00,160 --> 00:28:01,080 How much lower? 379 00:28:04,760 --> 00:28:06,280 The one that is for Rs. 1.9 lakhs. 380 00:28:06,360 --> 00:28:07,960 - Yes. - That will cost Rs. 90,000. 381 00:28:08,080 --> 00:28:10,120 - Yes. - How high should the scale go 382 00:28:10,240 --> 00:28:13,280 - to reach Rs. 90,000? - We have to do it in above 5,000 units. 383 00:28:13,360 --> 00:28:15,120 - 5,000 units a month? - Per annum. 384 00:28:15,200 --> 00:28:16,600 How much will the gross margin be then? 385 00:28:16,680 --> 00:28:19,280 We can easily get around 35%. 386 00:28:19,360 --> 00:28:22,520 Listen, I agree that your product and passion is impressive. 387 00:28:22,600 --> 00:28:24,720 But I don't see this business growing. 388 00:28:25,240 --> 00:28:27,240 I am not able to understand the proposition. 389 00:28:27,320 --> 00:28:30,720 Why would you install software in this 390 00:28:30,720 --> 00:28:32,960 and sell it to a farmer for Rs. 1 lakh? 391 00:28:33,040 --> 00:28:34,280 I can't fathom that. 392 00:28:34,360 --> 00:28:36,320 If you want to make this, you should ensure 393 00:28:42,840 --> 00:28:44,960 So, there is nothing new in that model. 394 00:28:45,040 --> 00:28:47,680 I am sorry. I can't see any potential growth for this business. 395 00:28:47,800 --> 00:28:50,000 - So, I am out. Good luck! - Right, sir. 396 00:28:59,360 --> 00:29:01,680 But is this proposition correct? 397 00:29:01,760 --> 00:29:04,240 I am not sure. It's too early. 398 00:29:04,320 --> 00:29:06,720 - All the best! I will be out. - Thank you! 399 00:29:07,400 --> 00:29:08,600 Can you explain your Cap table? 400 00:29:59,760 --> 00:30:01,400 You are saying, you will end this year 401 00:30:01,480 --> 00:30:04,200 with a revenue of around Rs. 60-70 lakhs. 402 00:30:14,760 --> 00:30:16,480 Okay! Even if you invest everything 403 00:30:16,480 --> 00:30:19,160 - you are not expecting a lot of losses this year. - Correct. 404 00:30:19,240 --> 00:30:22,080 The majority of loans taken by farmers 405 00:30:22,200 --> 00:30:25,000 are from purchasing tractors. 406 00:30:25,080 --> 00:30:27,040 Because of that, the tractor is also 407 00:30:27,120 --> 00:30:28,360 a very big risk for the farmer. 408 00:30:28,480 --> 00:30:30,280 If there is no productivity from it, 409 00:30:30,720 --> 00:30:32,560 it will hinder their earnings. 410 00:30:32,760 --> 00:30:35,320 Because of that, Namita and I together, 411 00:30:35,440 --> 00:30:37,120 would like to support your business. 412 00:30:39,160 --> 00:30:41,720 We also believe that Murugappa is a good partner. 413 00:30:42,040 --> 00:30:45,200 We would like to make this business grow with them. 414 00:30:45,600 --> 00:30:47,280 So, we have an offer for you 415 00:30:47,880 --> 00:30:49,160 based on your previous valuation. 416 00:30:58,520 --> 00:31:01,120 isn't very different compared to the huge tractor. 417 00:31:01,200 --> 00:31:02,560 But it is a cool product. 418 00:31:02,640 --> 00:31:05,240 To figure out whether pre-product-market fit 419 00:31:05,360 --> 00:31:07,320 is too cool 420 00:31:07,440 --> 00:31:09,600 or too cool for school. Will it even work? 421 00:31:09,680 --> 00:31:11,480 - That seems difficult. - Sure. 422 00:31:11,920 --> 00:31:13,640 You have a good offer. 423 00:31:13,760 --> 00:31:15,920 So, congratulations! And I hope... 424 00:31:16,000 --> 00:31:19,000 Your logo's font seems to be inspired by Tesla. 425 00:31:19,160 --> 00:31:21,080 So, I hope, just like Elon Musk, 426 00:31:21,200 --> 00:31:24,800 you inspire a generation of Indian technologists. 427 00:31:24,920 --> 00:31:27,360 - Congratulations! I am out. - Thank you. 428 00:31:28,640 --> 00:31:32,000 Tell me, should we take your tools worldwide? 429 00:31:32,080 --> 00:31:32,920 It's a deal! 430 00:47:13,800 --> 00:47:16,080 Hello and welcome to Ask The Shark. You know the drill. 431 00:47:16,160 --> 00:47:18,720 You ask the question and we present it to the Shark. 432 00:47:18,920 --> 00:47:20,440 Joining us today 433 00:47:20,560 --> 00:47:22,640 is the man of style and the Founder of Shaadi.com, 434 00:47:22,720 --> 00:47:23,600 Mr. Anupam Mittal. 435 00:47:23,720 --> 00:47:25,320 - Welcome, sir. - Thank you, sir. 436 00:47:25,440 --> 00:47:28,160 Sir, the question is quite interesting. 437 00:47:28,280 --> 00:47:31,520 Sir, Surya Prasad from Chennai wishes to ask you this. 438 00:47:46,720 --> 00:47:49,960 In meetings and business discussions, 439 00:47:50,040 --> 00:47:51,920 how to get your point across? 440 00:47:52,920 --> 00:47:55,400 I would only say 441 00:47:56,160 --> 00:47:58,880 that the more you think about it, 442 00:47:59,520 --> 00:48:01,880 - the harder you'll find it. - Okay. 443 00:48:01,960 --> 00:48:03,480 I think the important part is 444 00:48:03,560 --> 00:48:06,280 that you ask this question. 445 00:48:06,560 --> 00:48:08,640 How to develop confidence? 446 00:48:08,800 --> 00:48:12,200 If you are confident in the meeting or business discussion, 447 00:48:12,280 --> 00:48:15,920 - you'll be able to demonstrate assertiveness effortlessly. - Yes. 448 00:48:16,000 --> 00:48:18,800 You'll be able to put across your point confidently. 449 00:48:19,000 --> 00:48:20,160 There's only one way to do that. 450 00:48:20,240 --> 00:48:23,840 Especially in the beginning, when you're low on confidence, 451 00:48:24,240 --> 00:48:29,360 you need to be fully prepared right before the discussion. 452 00:48:29,760 --> 00:48:32,120 You should know everything about the subject. 453 00:48:32,400 --> 00:48:34,160 What might be the agenda, 454 00:48:34,360 --> 00:48:35,960 what the topic of conversation will be 455 00:48:36,080 --> 00:48:37,760 and which direction it might head in. 456 00:48:38,560 --> 00:48:42,320 If you're prepared, you'll be very confident. 457 00:48:42,400 --> 00:48:43,840 If you're confident, 458 00:48:43,960 --> 00:48:46,040 you'll be able to put your point across 459 00:48:47,400 --> 00:48:48,400 and communicate. 460 00:48:48,560 --> 00:48:51,000 I think that's what one should focus on 461 00:48:51,280 --> 00:48:53,280 as opposed to how should I be assertive. 462 00:48:54,240 --> 00:48:55,720 The assertiveness will come naturally. 463 00:48:55,800 --> 00:48:57,480 Sir, very well said. 464 00:48:57,600 --> 00:49:00,560 I think, firstly, you need to be confident 465 00:49:00,720 --> 00:49:03,360 about your content and product. 466 00:49:03,880 --> 00:49:09,000 You need to also communicate that with extreme clarity, 467 00:49:09,080 --> 00:49:10,120 and I think the job is done. 468 00:49:10,240 --> 00:49:12,600 - If you're prepared, you'll be assertive. - Yes. 469 00:49:12,680 --> 00:49:15,040 Suppose you attend the meeting or discussion 470 00:49:15,160 --> 00:49:19,640 with second thoughts and self-doubt about whether or not you're right, 471 00:49:55,200 --> 00:49:56,840 Thank you so much, guys, for joining us. 472 00:49:56,920 --> 00:49:59,960 We'll see you in the next one with a new question and a new Shark.