1 00:00:10,040 --> 00:00:11,000 [music playing] 2 00:00:28,920 --> 00:00:30,280 [theme music playing] 3 00:00:33,080 --> 00:00:34,840 Plant-based diapers. 4 00:00:35,640 --> 00:00:37,040 You guys are experienced. 5 00:00:37,560 --> 00:00:38,640 Do you have the need? 6 00:00:59,000 --> 00:00:59,880 [theme music fades] 7 00:00:59,960 --> 00:01:03,360 "Hey! Don't use a diaper. It will give the baby rashes." 8 00:01:03,480 --> 00:01:05,400 "Cloth nappy is the best." 9 00:01:05,640 --> 00:01:07,760 "There were no diapers during our time." 10 00:01:07,880 --> 00:01:09,600 "We've raised kids too." 11 00:01:09,720 --> 00:01:11,600 Sharks, before the baby, 12 00:01:11,680 --> 00:01:14,600 what arrives is unsolicited advice from the relatives. 13 00:01:15,680 --> 00:01:18,920 Ritesh, unsolicited advice is headed your way. 14 00:01:19,080 --> 00:01:20,640 - I've gotten them already. - Oh, wow! 15 00:01:22,000 --> 00:01:25,040 A newborn baby needs to have its diaper changed 16 00:01:25,120 --> 00:01:27,080 10 to 15 times a day. 17 00:01:28,440 --> 00:01:29,600 Just imagine. 18 00:01:29,720 --> 00:01:32,840 A newborn baby cannot speak. 19 00:01:33,040 --> 00:01:37,680 Those rashes must give it a lot of pain, discomfort and itching. 20 00:01:38,640 --> 00:01:40,840 Allter brings you the solution. 21 00:01:42,360 --> 00:01:45,440 India's first certified rash-free diaper range. 22 00:02:21,640 --> 00:02:24,920 I have only given my son Allter products so far 23 00:02:25,000 --> 00:02:26,560 and he has never had rashes. 24 00:02:26,720 --> 00:02:29,440 This is the trust that we've built with 10,000 moms 25 00:02:35,120 --> 00:02:37,240 where parents never have 26 00:02:37,360 --> 00:02:40,600 to choose between their convenience and the baby's comfort. 27 00:02:40,680 --> 00:02:45,560 My ask is Rs. 1 crore for 2.5% equity. 28 00:03:00,880 --> 00:03:04,280 That seems thoughtful but your logo does not. 29 00:03:04,440 --> 00:03:05,360 Why is that? 30 00:03:07,200 --> 00:03:10,000 The logo on the TV is completely different. 31 00:03:10,160 --> 00:03:12,520 - Even the R. - The font is very different. 32 00:03:13,480 --> 00:03:15,440 A is completely different. Why so? 33 00:03:15,600 --> 00:03:17,320 No, it's a mistake. It must be a printing error. 34 00:03:17,400 --> 00:03:19,000 Didn't you notice it earlier? 35 00:03:19,960 --> 00:03:21,200 I missed it, sir. 36 00:03:21,280 --> 00:03:22,360 It's okay. It's happens. 37 00:03:22,480 --> 00:03:23,440 No, it doesn't. 38 00:03:23,560 --> 00:03:25,280 This shouldn't happen in your brand and business. 39 00:03:25,400 --> 00:03:27,960 - Yes. It's irritating. - It's a crime. A crime. 40 00:03:28,840 --> 00:03:29,680 It's not right. 41 00:03:32,880 --> 00:03:33,720 An eye for detail. 42 00:03:35,480 --> 00:03:38,440 - People think the diaper industry is huge, right? - Yes. 43 00:03:38,640 --> 00:03:40,480 A lot of players entered left, right and centre 44 00:03:40,600 --> 00:03:41,480 with different positioning 45 00:03:41,560 --> 00:03:44,160 to ultimately say that we are better for the baby. 46 00:03:45,480 --> 00:03:47,320 You say one thing and the others say something else. 47 00:03:47,440 --> 00:03:49,520 - I didn't say anything, sir. - Don't you think it's cluttered? 48 00:03:49,600 --> 00:03:52,480 No, sir. I say that I am certified rash-free 49 00:03:52,560 --> 00:03:54,960 which no other brand in India claims. 50 00:03:55,040 --> 00:03:56,480 - That's your claim! - This is what I claim. 51 00:03:56,560 --> 00:03:59,200 - I have a certification. - Who issues it? 52 00:03:59,320 --> 00:04:02,400 Sir, a renowned Germany-based lab named Dermatest 53 00:04:11,120 --> 00:04:12,720 - Not even one? - No one. Not even one. 54 00:04:12,800 --> 00:04:14,920 - Globally? - There are some in Europe, 55 00:04:15,000 --> 00:04:18,320 but no one claims that we are certified rash-free. 56 00:04:18,520 --> 00:04:19,800 Show us the samples, Surbhi. 57 00:04:19,920 --> 00:04:21,240 Then we'll understand better. 58 00:04:22,200 --> 00:04:23,800 Bring a few extra for Mr. Invest! 59 00:04:23,960 --> 00:04:25,400 - Mr. Invest! - Invest! 60 00:04:25,480 --> 00:04:27,200 Give all the boxes to Ritesh. 61 00:04:27,320 --> 00:04:28,880 - Not Ritesh, Invest! - I love that. 62 00:04:29,320 --> 00:04:30,600 These are the diapers. 63 00:04:34,440 --> 00:04:35,360 Thank you. 64 00:04:37,480 --> 00:04:38,960 Thank you. Thank you so much. 65 00:04:41,440 --> 00:04:44,040 - The feel, packaging, vibe and... - It's soft. 66 00:04:44,280 --> 00:04:45,200 - Very soft. - Quality... 67 00:04:45,360 --> 00:04:46,760 - Very soft. - Very good quality. 68 00:04:46,880 --> 00:04:49,000 - Very... Luxuriously comfortable. - Yes. 69 00:04:50,320 --> 00:04:52,960 - The sticky ends are quite soft. - Yes? 70 00:04:53,040 --> 00:04:57,480 How did you... This is some really fine fabric. 71 00:04:57,640 --> 00:04:59,800 Each one of the materials used in the product 72 00:04:59,880 --> 00:05:03,960 has been sourced from the top manufacturers 73 00:05:04,080 --> 00:05:05,720 in that particular category. 74 00:05:12,280 --> 00:05:15,080 I'm sure they must be spending billions of dollars in R&D. 75 00:05:15,280 --> 00:05:16,400 Why couldn't they do this? 76 00:05:16,840 --> 00:05:19,440 The diaper penetration in India is only a mere 7%. 77 00:05:24,520 --> 00:05:28,040 Sir, diapers were not even in use in India for the last 25-30 years. 78 00:05:28,160 --> 00:05:29,800 - Using them is a big deal. - Yes. 79 00:05:29,800 --> 00:05:31,000 - This is... - I got that. 80 00:05:31,080 --> 00:05:32,760 What is happening in the world globally? 81 00:05:33,240 --> 00:05:36,480 Sir, the US already has 7 to 8 chemical-free and organic brands. 82 00:05:36,480 --> 00:05:37,520 How are they performing? 83 00:05:38,080 --> 00:05:41,240 - Sir, there's Honest Company by Jessica Alba. - It's solid. 84 00:05:41,400 --> 00:05:43,560 They got listed on the Nasdaq just last year. 85 00:05:44,080 --> 00:05:46,040 - One diaper costs Rs. 50. - Premium diaper. 86 00:05:46,120 --> 00:05:48,920 - This is premium, right? A normal diaper is cheaper. - Yes. 87 00:06:05,800 --> 00:06:07,520 - This is luxury. - That's what I'm saying. 88 00:06:07,640 --> 00:06:09,200 The market will be very limited. 89 00:06:10,160 --> 00:06:13,240 You tell us. The segments vary. You said so yourself. 90 00:06:13,320 --> 00:06:15,520 - There's mass, premium and super premium. - Yes. 91 00:06:15,640 --> 00:06:17,160 Forget it. Let's not use the word luxury. 92 00:06:17,280 --> 00:06:19,960 The total diaper market size in India is Rs. 10,000 crores. 93 00:06:20,680 --> 00:06:23,360 Let's assume the market for super premium is Rs. 300-400 crores. 94 00:06:23,520 --> 00:06:25,320 Sir, we won't narrow it down to that degree. 95 00:06:25,400 --> 00:06:27,560 A person who can afford a diaper of Rs. 25... 96 00:06:27,680 --> 00:06:29,520 - Can buy the Rs. 50 one. - It's not like he can't buy this. 97 00:06:29,600 --> 00:06:32,200 - Correct. - He can buy it. He just doesn't have alternatives. 98 00:06:32,320 --> 00:06:32,760 Okay. 99 00:06:32,760 --> 00:06:34,400 Had Ritesh not known this, 100 00:06:34,480 --> 00:06:37,120 I'm sure he would've gone to the market or gone online 101 00:06:37,200 --> 00:06:38,560 and bought Pampers Premium. 102 00:06:38,640 --> 00:06:40,320 How many times a day does it need to be changed? 103 00:06:40,920 --> 00:06:42,200 [Sharks laugh] 104 00:06:42,400 --> 00:06:45,360 - You will know soon. - Ritesh, you will know very soon. 105 00:06:45,480 --> 00:06:47,960 He's asking her all his problems. "Doctor, please answer this." 106 00:06:48,600 --> 00:06:50,280 Around 8 to 10 times a day. 107 00:06:50,400 --> 00:06:53,080 - Depends on the type of stuff in the diaper. - In a day? 108 00:06:53,280 --> 00:06:56,160 More than that if the baby poops more times. 109 00:06:56,280 --> 00:06:58,480 He might not make it on Shark Tank Season 4. 110 00:06:59,480 --> 00:07:00,640 [laughter] 111 00:07:02,680 --> 00:07:04,560 Ritesh will be on diaper duty that time. 112 00:07:08,120 --> 00:07:09,240 [laughter] 113 00:07:10,720 --> 00:07:12,800 If I were to offer a summation, 114 00:07:12,880 --> 00:07:17,920 15 times Rs. 50 gives you a bill of Rs. 750 to 800 a day. 115 00:07:18,600 --> 00:07:21,360 It's 10 to 15 times if you're using a cloth nappy. 116 00:07:21,440 --> 00:07:23,400 - That's the amount of times the baby will pee. - Okay. 117 00:07:23,520 --> 00:07:25,080 If you're using diapers, 118 00:07:31,560 --> 00:07:34,360 That's a bill of Rs. 10,000 to 11,000 a month. 119 00:07:36,120 --> 00:07:37,600 Tell us about your sales. 120 00:07:37,680 --> 00:07:40,360 Give us your sales, revenue and earning figures 121 00:07:40,520 --> 00:07:42,080 for the last 3 years. 122 00:08:06,600 --> 00:08:07,720 Where do you stand now? 123 00:08:07,840 --> 00:08:10,280 We're at a -6% EBITDA now. 124 00:08:18,360 --> 00:08:20,800 He's a third-generation entrepreneur. 125 00:08:20,880 --> 00:08:23,680 He manages Arya Books in Delhi. 126 00:08:24,440 --> 00:08:26,640 We're into medical and school publishing. 127 00:08:26,760 --> 00:08:28,880 - It's a popular brand, of course. - Yes. 128 00:08:28,960 --> 00:08:31,360 - How much money did he invest? - Rs. 2.25 crores. 129 00:08:37,560 --> 00:08:40,320 Give us your cost break up and the unit economics. 130 00:09:02,240 --> 00:09:05,320 If your cost goes down, you might make profits. 131 00:09:05,560 --> 00:09:06,720 How much can you lower the cost? 132 00:09:06,800 --> 00:09:09,000 We could lower it by 10 to 15%. 133 00:09:09,080 --> 00:09:10,160 Is that it? 134 00:09:10,760 --> 00:09:13,120 Bamboo grows in India. What's the main raw material? 135 00:09:13,280 --> 00:09:14,840 Sir, bamboo does grow, 136 00:09:14,960 --> 00:09:17,720 but in the form needed for the diaper... 137 00:09:17,800 --> 00:09:19,960 The touch and feel and the softness you mentioned... 138 00:09:20,040 --> 00:09:21,680 Bamboo pulp is really rough. 139 00:09:21,800 --> 00:09:24,400 You can't use it for baby diapers. The baby will get lacerations. 140 00:09:25,040 --> 00:09:28,120 The bamboo processing plant must be in India already. 141 00:09:28,280 --> 00:09:29,880 - No, sir. It isn't. - Where do you make it? 142 00:09:41,000 --> 00:09:44,120 You've said time and time again that this is the world's first claim 143 00:09:44,200 --> 00:09:46,800 of 100% no-rash diaper. 144 00:09:47,200 --> 00:09:50,400 Yet you also say the supply chain is set 145 00:09:50,480 --> 00:09:52,560 because you say you can get this made in China 146 00:09:52,640 --> 00:09:53,560 and not here. 147 00:09:54,560 --> 00:09:56,240 It seems to me like the supply chain 148 00:09:56,360 --> 00:09:57,800 already exists somewhere in the world. 149 00:09:58,160 --> 00:09:59,520 Who do they manufacture for? 150 00:09:59,640 --> 00:10:01,480 They're supplying to many European brands. 151 00:10:01,560 --> 00:10:05,120 They're already in the premium or the eco-friendly diaper space. 152 00:10:05,360 --> 00:10:07,200 They don't have a 100% know-how. 153 00:10:07,280 --> 00:10:10,160 They have a capacity of up to 70%. 154 00:10:10,320 --> 00:10:14,240 Allter takes the rest 30% to them and then we make the product. 155 00:10:14,320 --> 00:10:18,560 If no one else has claimed it so far and it's such a good differentiator, 156 00:10:18,640 --> 00:10:19,520 why not global? 157 00:10:19,840 --> 00:10:23,560 We're already in talks with Noon in the Middle East, UAE. 158 00:10:23,680 --> 00:10:25,800 We'll be starting with UAE. 159 00:10:26,120 --> 00:10:28,920 - What is your repeat percentage? - Sir, 30%. 160 00:10:34,840 --> 00:10:36,600 We're only tracking repeats on the website. 161 00:10:36,720 --> 00:10:39,800 Many users buy from the website and then shift to marketplaces. 162 00:10:39,880 --> 00:10:42,080 - They get discounts and offers there. - Yes, sir. 163 00:10:45,720 --> 00:10:46,760 The shipping address will be the same. 164 00:10:46,840 --> 00:10:48,360 You can find out the repeats. 165 00:10:48,480 --> 00:10:51,640 So, we honestly haven't tracked that. 166 00:10:52,400 --> 00:10:54,560 How do you calculate your repeat rate? 167 00:10:54,680 --> 00:10:56,320 On a 6-month cohort basis. 168 00:10:56,440 --> 00:10:58,560 - This is a cohort-based repeat. - Yes, cohort. 169 00:10:58,640 --> 00:11:00,920 In a 6-month cohort, the repeat will always be higher. 170 00:11:01,120 --> 00:11:03,960 You'll be counting a customer who might come once in 6 months. 171 00:11:04,080 --> 00:11:06,000 - Hmm. - That number will reduce when it's a month. 172 00:11:06,680 --> 00:11:09,320 - I took the figure on Shopify... - That one! 173 00:11:09,440 --> 00:11:11,480 - That is not cohort conversion. - No... 174 00:11:11,600 --> 00:11:13,840 You're not analysing the data. Go deep into the numbers. 175 00:11:14,880 --> 00:11:15,760 I'm out. 176 00:11:16,640 --> 00:11:19,200 This seemed to me like a passion project. 177 00:11:20,320 --> 00:11:23,440 The family has invested funds. You're also burning money. 178 00:11:24,400 --> 00:11:26,880 I do not understand how big the market size is. 179 00:11:26,960 --> 00:11:29,040 I'm frankly not impressed with your repeat rate. 180 00:11:30,520 --> 00:11:32,480 I wish you all the best, build something huge. 181 00:11:32,560 --> 00:11:34,040 The market is way too small though. 182 00:11:35,280 --> 00:11:38,120 You know, a passion project is usually perceived as something 183 00:11:38,200 --> 00:11:40,720 that's on the side and not... 184 00:11:40,920 --> 00:11:43,080 - It's not full-time. - With a serious intent, right? 185 00:11:43,160 --> 00:11:45,000 I think you're really serious. 186 00:11:45,120 --> 00:11:48,680 - The way you answered the questions was brilliant. - Yes. 187 00:11:48,840 --> 00:11:50,720 So, I love you as a founder, 188 00:11:51,080 --> 00:11:52,400 but to be very honest, 189 00:11:52,480 --> 00:11:53,880 I agree with Amit on the point 190 00:11:53,960 --> 00:11:57,480 that its market size gets limited because of your pricing. 191 00:11:57,680 --> 00:12:01,040 For that reason, I'm out, but very impressive founder. 192 00:12:01,160 --> 00:12:02,000 Thank you. 193 00:12:10,480 --> 00:12:14,280 Sir, in 5 years, I see this to be a Rs. 100 crore revenue brand. 194 00:12:14,400 --> 00:12:16,040 You'll be doing Rs. 10 crores this year already. 195 00:12:16,120 --> 00:12:17,200 Only Rs. 100 crores in 5 years! 196 00:12:17,280 --> 00:12:18,480 Sir, I'm Marwari. 197 00:12:18,680 --> 00:12:20,320 I'm married into a Bania family. 198 00:12:20,600 --> 00:12:23,440 The growth has to be aggressive but with a balanced P&L. 199 00:12:23,520 --> 00:12:24,960 This is my mentality. 200 00:12:25,040 --> 00:12:26,920 - Mine too. - I've always been taught 201 00:12:27,080 --> 00:12:28,200 that money should not be squandered 202 00:12:28,280 --> 00:12:30,120 whether it is yours or the investors's. 203 00:12:30,200 --> 00:12:31,040 That's good. 204 00:12:31,840 --> 00:12:33,400 The next step is 205 00:12:33,480 --> 00:12:35,960 - to launch more baby care items. - Like? 206 00:12:36,120 --> 00:12:38,800 Like the entire diapering ecosystem. 207 00:13:06,600 --> 00:13:09,320 We want to choose the middle path. 208 00:13:10,240 --> 00:13:12,520 Rs. 1 crore at 5% equity 209 00:13:13,000 --> 00:13:14,800 plus royalty at 2% 210 00:13:14,920 --> 00:13:17,080 until I get my Rs. 1 crore back. 211 00:13:17,160 --> 00:13:20,280 The royalty starts when you start making profits. 212 00:13:36,880 --> 00:13:38,160 which is baby brands. 213 00:13:38,280 --> 00:13:41,400 The truth is that this is not my expertise. 214 00:13:41,480 --> 00:13:42,400 [laughs] 215 00:13:42,520 --> 00:13:44,200 - But... - I've heard this line before. 216 00:13:44,480 --> 00:13:47,440 I still wish to be in on this 217 00:13:48,120 --> 00:13:50,800 because I wish to make it my expertise. 218 00:13:51,480 --> 00:13:53,280 This is my offer. 219 00:13:53,480 --> 00:13:55,440 I'll give you Rs. 1 crore 220 00:13:56,160 --> 00:13:57,880 for 5% equity. 221 00:13:58,760 --> 00:13:59,920 No royalty. 222 00:14:14,360 --> 00:14:15,440 This is my final offer. 223 00:14:27,040 --> 00:14:28,320 nor today's dilution. 224 00:14:28,400 --> 00:14:33,120 I don't want you to change your choice because of the percentage, 225 00:14:33,240 --> 00:14:35,120 even though you'd take the right decision regardless. 226 00:14:35,640 --> 00:14:39,320 So, my counter is Rs. 1 crore for 3.5% equity 227 00:14:47,520 --> 00:14:50,160 I would say Rs. 1 crore for 4%, three of us maybe. 228 00:14:50,320 --> 00:14:52,800 - Rs. 1 crore for 4% equity? - Yes. 229 00:14:53,320 --> 00:14:55,720 - Do you want to? - I was always okay for the three of us. 230 00:14:55,840 --> 00:14:57,520 We can all add individual value. 231 00:14:58,280 --> 00:15:01,400 Sharks, Rs. 1 crore for 4% equity. You have a deal. 232 00:15:21,840 --> 00:15:23,800 - All the best. - Thank you so much, Sharks. 233 00:15:23,920 --> 00:15:25,080 - Thank you. - All the best. 234 00:15:25,560 --> 00:15:26,520 All the best. 235 00:17:17,480 --> 00:17:19,840 [theme music playing] 236 00:17:51,240 --> 00:17:53,480 When I was in school, my teacher used to say 237 00:17:53,760 --> 00:17:56,320 there was no point studying because I am a Marwari. 238 00:17:56,600 --> 00:17:58,440 - I took it seriously. - Oh! 239 00:17:58,520 --> 00:18:01,400 And I decided that I would study and get a good job. 240 00:18:01,560 --> 00:18:03,520 But Sharks, I forgot 241 00:18:03,640 --> 00:18:05,480 that business runs in my veins. 242 00:18:06,880 --> 00:18:09,640 I could never get rid of two things in life. 243 00:18:09,800 --> 00:18:11,240 Business and Dehradun. 244 00:18:11,480 --> 00:18:13,760 I completed my graduation from Dehradun. 245 00:18:14,040 --> 00:18:17,200 The air, water and produce are pure. 246 00:18:17,480 --> 00:18:19,760 In our nation, numerous regions 247 00:18:19,880 --> 00:18:21,400 are known for their finest produce, 248 00:18:21,480 --> 00:18:23,560 but not everyone in the country has access to it. 249 00:18:23,640 --> 00:18:26,920 Sharks, that's why we started First Bud Organics. 250 00:18:27,040 --> 00:18:28,600 [upbeat music playing] 251 00:18:29,800 --> 00:18:32,720 At First Bud Organics, we procure organic products 252 00:18:42,800 --> 00:18:45,320 Because these products are made under her supervision. 253 00:18:45,480 --> 00:18:47,640 She is also my business partner. 254 00:18:47,760 --> 00:18:49,360 Hello, Everyone! 255 00:18:56,440 --> 00:18:58,040 When he started his business, 256 00:18:58,120 --> 00:19:00,440 the pickles were sold online. It was sold out immediately. 257 00:19:00,600 --> 00:19:02,640 And then I joined his business. 258 00:19:22,440 --> 00:19:25,400 We have sold more than 1 lakh units. 259 00:19:35,600 --> 00:19:37,560 - Hi! - Thank you for being here today 260 00:19:37,720 --> 00:19:39,920 and explaining your business so well. 261 00:19:40,040 --> 00:19:42,400 I am lucky. I used to watch this show on television. 262 00:19:42,680 --> 00:19:45,560 I rarely go out, and when I did, I am here. 263 00:19:46,280 --> 00:19:48,560 - Wow! - I wasn't sure if I would be able to speak. 264 00:19:48,560 --> 00:19:50,200 - You are doing a great job. - You're doing an amazing job! 265 00:19:50,280 --> 00:19:52,680 I am so nervous. My legs are shivering. 266 00:19:52,840 --> 00:19:54,160 I want to cry. 267 00:19:54,280 --> 00:19:56,720 You look good and your pitch is impressive. 268 00:19:56,800 --> 00:19:58,200 Don't worry. 269 00:19:59,160 --> 00:20:00,400 Would you like to have a seat, ma'am? 270 00:20:00,480 --> 00:20:02,480 - No, I am fine. - Are you sure? 271 00:20:02,560 --> 00:20:03,880 Did you watch Shark Tank? 272 00:20:03,960 --> 00:20:05,160 I used to watch it a lot. 273 00:20:05,280 --> 00:20:08,680 He always wanted to be on Shark Tank. 274 00:20:08,760 --> 00:20:09,760 I too wanted... 275 00:20:09,840 --> 00:20:14,000 There are millions of them, just like you, who watch Shark Tank. 276 00:20:14,240 --> 00:20:17,360 - It is giving rise to entrepreneurs and that makes me happy. - A lot! 277 00:20:18,320 --> 00:20:21,680 - Are you from Deoghar, Jharkhand? - Right. 278 00:20:21,760 --> 00:20:23,520 - Jharkhand. - There is an exceptional temple there. 279 00:20:23,600 --> 00:20:25,960 - Yes! - Lord Shiva's temple. It is one of the 12 Jyotirlingas. 280 00:20:27,480 --> 00:20:29,480 - Shall we taste the product? - Yes! You may. 281 00:20:33,120 --> 00:20:36,080 There are 107 videos on YouTube. 282 00:20:36,160 --> 00:20:37,440 - Lovely! - Food videos. 283 00:20:37,640 --> 00:20:40,320 - Do you have videos on YouTube? - Yes. 284 00:20:40,640 --> 00:20:42,280 [pleasant music playing] 285 00:20:43,920 --> 00:20:45,440 We have mango pickle and the other one... 286 00:20:45,560 --> 00:20:47,520 - It's lemon pickle. - Alright! 287 00:20:47,680 --> 00:20:49,200 How many views do you have on YouTube? 288 00:20:49,280 --> 00:20:53,400 - One of my videos has around 2 lakh views. - That's amazing! 289 00:20:53,560 --> 00:20:55,600 The name of my channel is Chokhi Rasoi By Saroj. 290 00:20:55,840 --> 00:20:57,560 - It is delicious. I love it. - Do you like the pickle? 291 00:20:57,640 --> 00:20:58,440 - Very tasty! - It's nice. 292 00:20:58,520 --> 00:21:00,640 I wasn't sure whether or not you would like it. 293 00:21:00,720 --> 00:21:02,000 - No, it is nice. - It is delectable. 294 00:21:02,120 --> 00:21:03,560 I cannot express how elated I am. 295 00:21:03,640 --> 00:21:05,520 - We are also happy after eating it. - It reminds me of home. 296 00:21:05,600 --> 00:21:08,000 - It is delicious. - Both the pickles are delicious. 297 00:21:08,160 --> 00:21:09,840 I loved the lemon pickle. 298 00:21:10,200 --> 00:21:12,400 Do you indulge in pickles made by your mom all day? 299 00:21:12,480 --> 00:21:13,480 - He does. - I always do. 300 00:21:13,560 --> 00:21:14,720 Do you share it with your friends? 301 00:21:14,800 --> 00:21:16,760 Whenever I go to Delhi or anywhere... 302 00:21:16,880 --> 00:21:19,800 One of my daughters is in America, while the other one is in Japan. 303 00:21:19,880 --> 00:21:21,880 - They take the pickle with them. - That's impressive. 304 00:21:22,920 --> 00:21:24,200 They are educated. 305 00:21:24,280 --> 00:21:26,760 I am not educated because no one allowed me to pursue it. 306 00:21:26,920 --> 00:21:27,720 I agree. 307 00:21:27,800 --> 00:21:30,200 Even though my brothers didn't want to get education they were made to. 308 00:21:30,280 --> 00:21:32,360 - But they didn't let me, even though I wanted to study. - Yes! 309 00:21:32,480 --> 00:21:33,840 But my children are educated. 310 00:21:33,920 --> 00:21:35,960 - Did you make it at home? - It was made at home. 311 00:21:36,040 --> 00:21:38,160 We make pickles with fresh mangoes from our farm. 312 00:21:38,280 --> 00:21:40,480 There are good products at home. 313 00:21:40,560 --> 00:21:43,120 If you take them online, there are a lot of opportunities. 314 00:21:44,440 --> 00:21:46,200 Where did you learn 315 00:21:46,280 --> 00:21:47,560 to make so many things? 316 00:21:47,640 --> 00:21:51,000 My dad was Vaidya (physician) He used to make everything. 317 00:21:51,280 --> 00:21:53,880 - Was he a practitioner of Ayurvedic medicine? - Yes. 318 00:21:53,960 --> 00:21:55,480 He used to make Chyawanprash and many more things. 319 00:21:55,560 --> 00:21:56,920 So your dad used to make Ayurvedic medicines. 320 00:21:57,000 --> 00:21:58,880 Yes! I used to see him make them. 321 00:21:58,960 --> 00:22:00,920 I couldn't get an education, but I wanted to do something. 322 00:22:01,000 --> 00:22:03,560 This is very interesting. People usually say 323 00:22:03,720 --> 00:22:05,040 that my mom taught me this. 324 00:22:05,120 --> 00:22:07,440 - Or my grandma taught me. - My dad taught me. 325 00:22:07,760 --> 00:22:10,160 You are the first person I met who told me that your dad taught you 326 00:22:10,240 --> 00:22:12,400 - to make food. - My dad used to make it at home. 327 00:22:12,760 --> 00:22:13,840 It feels good to hear that. 328 00:22:14,680 --> 00:22:16,400 - Is this your photo? - Yes, it's my photo. 329 00:22:16,520 --> 00:22:18,000 Is your photo on all the products? 330 00:22:18,120 --> 00:22:20,200 - On pickles and Chai Masala. - It's on pickles and Chai Masala. 331 00:22:20,280 --> 00:22:21,240 That is nice. 332 00:22:22,600 --> 00:22:24,200 Ma'am, are you happy? 333 00:22:24,280 --> 00:22:25,800 You are the creator of this business. 334 00:22:25,880 --> 00:22:28,080 Are you happy about your business? 335 00:22:28,160 --> 00:22:29,240 Yes, I am elated. 336 00:22:30,000 --> 00:22:31,720 I just want it to be successful. 337 00:22:32,120 --> 00:22:35,160 The first time I came here was to give auditions. 338 00:22:35,280 --> 00:22:37,240 This is the second time I've come to Mumbai. 339 00:22:37,360 --> 00:22:38,560 Have you never left your city? 340 00:22:38,640 --> 00:22:40,240 My house is in Deoghar. 341 00:22:40,320 --> 00:22:42,480 - Have you spent your life in Deoghar? - Yes! 342 00:22:42,560 --> 00:22:43,960 My in-law's house is also over there. 343 00:22:44,320 --> 00:22:45,840 - We started the business there. - Is your parents' house there? 344 00:22:45,920 --> 00:22:48,000 - Yes! My parents' house is also there. - Oh my! 345 00:22:48,120 --> 00:22:50,920 My children went abroad, but I didn't go anywhere. 346 00:22:51,680 --> 00:22:55,120 Haven't your daughters called you to Japan and the US? 347 00:22:55,200 --> 00:22:57,200 - She is forcing me to come to Japan. - Really? 348 00:22:57,280 --> 00:22:59,840 She asked me to come. I applied for a visa in Kolkata. 349 00:23:00,000 --> 00:23:02,600 - Yes! - A couple of documents were not accepted. 350 00:23:03,040 --> 00:23:04,240 We are trying. 351 00:23:05,160 --> 00:23:07,920 Mr. Mitresh, could you tell me your business scale? 352 00:23:08,000 --> 00:23:10,040 Tell us about the revenue and the margin. 353 00:23:43,680 --> 00:23:46,520 You've made an excellent business despite being in Deoghar. 354 00:23:46,640 --> 00:23:48,560 I want to congratulate you on that. 355 00:23:48,720 --> 00:23:50,080 - You are doing a great job. - Thank you. 356 00:23:50,160 --> 00:23:51,520 How many SKUs are there? 357 00:23:51,600 --> 00:23:53,920 Ma'am, we have around 15 to 20 SKUs. 358 00:23:58,480 --> 00:23:59,720 I learnt that from this show. 359 00:23:59,800 --> 00:24:01,760 - Really? - I am narrowing it down even more. 360 00:24:01,880 --> 00:24:03,640 My SKUs were even more. 361 00:24:03,800 --> 00:24:06,720 What are the 3-4 biggest categories that fall under 15 SKUs? 362 00:24:27,440 --> 00:24:31,000 the direction of your business? 363 00:24:31,080 --> 00:24:32,680 - How big will you make this? - Sir, my vision is 364 00:24:32,760 --> 00:24:34,280 to have First Bud in every kitchen. 365 00:24:34,520 --> 00:24:36,560 I also want people to talk about my product and its taste 366 00:24:36,680 --> 00:24:38,000 for a long time. 367 00:24:38,280 --> 00:24:40,040 I am not in Quick Commerce yet. 368 00:24:40,120 --> 00:24:42,800 I have recently started selling through Amazon Global. 369 00:24:42,880 --> 00:24:44,600 I sent the first shipment to Dubai last week. 370 00:24:49,960 --> 00:24:52,320 but you are not on Zepto, Swiggy or Instamart. 371 00:24:52,400 --> 00:24:55,200 I am trying for a year, but they are not accepting it. 372 00:24:55,280 --> 00:24:58,720 - Why not? - Their reason is that they aren't accepting new brands. 373 00:24:59,040 --> 00:25:00,400 That is where we are stuck. 374 00:26:03,480 --> 00:26:05,080 which are commoditized. 375 00:26:05,240 --> 00:26:07,720 What is your pricing strategy? You mentioned 376 00:26:07,960 --> 00:26:09,800 that COGS is 25%. 377 00:26:10,240 --> 00:26:13,120 In spices, COGS is much more. 378 00:26:13,320 --> 00:26:15,280 Is it expensive? How do I compare this? 379 00:26:15,360 --> 00:26:17,440 Sir, the selling price is around Rs. 299. 380 00:26:23,560 --> 00:26:25,560 It is a medicinal herb. 381 00:26:25,760 --> 00:26:27,840 You can use it for cooking. 382 00:26:27,920 --> 00:26:29,640 But it has a lot of health benefits. 383 00:26:29,720 --> 00:26:31,320 It has a high curcumin content. 384 00:26:31,400 --> 00:26:34,320 It is also pharma-grade. You can't extract curcumin from it. 385 00:26:34,440 --> 00:26:38,000 If I buy 250 grams of normal turmeric from a grocery shop 386 00:26:38,280 --> 00:26:40,080 and if I buy this, how much is the price difference? 387 00:26:40,200 --> 00:26:42,080 The difference is almost 2.5 times. 388 00:26:42,160 --> 00:26:44,080 2.5 times! That is why your COGS is 25%. 389 00:26:44,160 --> 00:26:46,280 But there are consumers for it. 390 00:26:46,360 --> 00:26:48,240 If you search it on Amazon... 391 00:26:48,320 --> 00:26:49,640 - Yes. - Using the keyword 392 00:26:49,720 --> 00:26:51,720 and not the brand name, it will appear on the first page. 393 00:26:51,800 --> 00:26:54,800 It's among the top ten items under turmeric in the grocery category. 394 00:26:54,880 --> 00:26:56,600 What are the reviews of Lakadong Turmeric? 395 00:27:03,920 --> 00:27:05,280 Honey's average price is Rs. 499. 396 00:27:12,800 --> 00:27:14,040 which the customer pays for honey. 397 00:27:14,120 --> 00:27:15,720 What is the margin structure in this? 398 00:27:15,800 --> 00:27:18,320 - The same. COGS is 25%. - COGS. 399 00:27:18,400 --> 00:27:21,480 How much do you sell it on Amazon? How big is the market size online? 400 00:27:26,240 --> 00:27:28,200 - In India... - It is a huge market. I am sure. 401 00:27:28,280 --> 00:27:29,760 It's a market of around Rs. 10,000-Rs. 15,000 crores market. 402 00:27:35,280 --> 00:27:37,800 - And... - Because our ad spend is minimum. 403 00:27:37,920 --> 00:27:39,800 Why are you not increasing your ad expense? 404 00:27:40,760 --> 00:27:42,680 We don't do that currently 405 00:27:42,760 --> 00:27:44,240 because we get organic sales. 406 00:27:44,360 --> 00:27:47,560 We have a cap of 15%-25% expense on advertisement. 407 00:27:47,640 --> 00:27:49,080 We are not putting more money in that for now 408 00:27:49,160 --> 00:27:51,040 due to financial constraints. 409 00:27:51,120 --> 00:27:52,400 We don't want... 410 00:27:52,480 --> 00:27:53,840 - To burn. - Yes! 411 00:27:53,920 --> 00:27:55,520 How much cash do you currently have? 412 00:28:08,640 --> 00:28:10,280 But it is still early. 413 00:28:10,360 --> 00:28:12,320 Once you get more involved, you will realise 414 00:28:12,400 --> 00:28:15,320 - what challenges you have to face. Thank you. - Thank you. 415 00:28:16,160 --> 00:28:17,400 I am also out. 416 00:28:17,480 --> 00:28:19,080 But I would like to say that 417 00:28:19,200 --> 00:28:21,240 it's incredible how you managed to create a business 418 00:28:21,520 --> 00:28:23,640 worth Rs. 1.5 crores from an investment 419 00:28:23,720 --> 00:28:27,320 of just Rs. 1.5 lakhs without ever leaving Deoghar. 420 00:28:27,400 --> 00:28:30,200 In my opinion, you shouldn't take any investment right now. 421 00:28:30,320 --> 00:28:32,040 To attract investor's interest 422 00:28:32,480 --> 00:28:35,760 and ensure visibility for an exit, 423 00:28:35,840 --> 00:28:38,160 it is recommended to acquire a scale 424 00:28:38,320 --> 00:28:39,880 before making any investment decisions. 425 00:28:40,000 --> 00:28:42,840 This is too early for an investor. 426 00:28:43,120 --> 00:28:44,600 So, all the best. 427 00:28:44,960 --> 00:28:46,640 You're a true inspiration. 428 00:28:48,320 --> 00:28:52,000 And I hope that your business becomes successful soon. Thank you. 429 00:28:52,280 --> 00:28:54,880 Ma'am, does it make you happy that you are an entrepreneur? 430 00:28:54,960 --> 00:28:57,280 Do you realise what you have achieved? 431 00:28:57,360 --> 00:29:00,040 I am here, so I have to be successful. 432 00:29:00,200 --> 00:29:01,800 I have come so far. 433 00:29:01,880 --> 00:29:03,800 Coming here would be pointless if I leave empty-handed. 434 00:29:03,960 --> 00:29:05,880 You are an entrepreneur, ma'am. 435 00:29:13,040 --> 00:29:14,600 I have heard a lot of Deoghar 436 00:29:14,720 --> 00:29:16,720 and Lord Shiva's temple that's situated there. 437 00:29:16,800 --> 00:29:18,640 I truly believe that, 438 00:29:18,800 --> 00:29:20,800 he whom God protects, cannot be defeated. 439 00:29:20,880 --> 00:29:23,600 You started your business in such a fantastic city. 440 00:29:24,040 --> 00:29:26,200 It will be successful on a national and global scale. 441 00:29:27,040 --> 00:29:29,920 Your business needs to be more professionalized. 442 00:29:30,360 --> 00:29:32,440 Once you do that, your business 443 00:29:32,520 --> 00:29:35,400 will be prepared for a journey from Rs. 3 crores to Rs. 30 crores. 444 00:29:35,480 --> 00:29:36,520 - Correct. - I agree. 445 00:29:36,720 --> 00:29:38,840 I would like to help you with that. 446 00:29:40,600 --> 00:29:44,320 I am ready to give you Rs. 50 lakhs you asked for. 447 00:29:58,440 --> 00:29:59,720 despite the obstacles, 448 00:29:59,840 --> 00:30:03,800 you didn't get the opportunity, but you kept a positive attitude. 449 00:30:03,920 --> 00:30:04,960 That you want to do something. 450 00:30:05,040 --> 00:30:07,200 I definitely want to do something. 451 00:30:07,280 --> 00:30:08,320 That's remarkable. 452 00:30:08,480 --> 00:30:11,440 Mitresh, your business knowledge 453 00:30:12,680 --> 00:30:15,440 and instincts are truly impressive. 454 00:30:16,640 --> 00:30:18,760 I was thinking of an offer for you. 455 00:30:18,880 --> 00:30:21,600 But I think I can't match 456 00:30:21,800 --> 00:30:24,120 Mr. Invest's offer. 457 00:30:24,200 --> 00:30:26,760 He might be able to help you better. 458 00:30:26,840 --> 00:30:28,880 You should consider that. So, I am out. But good luck. 459 00:30:28,960 --> 00:30:32,000 Mr. Mitresh, the context of 'Nivesh' is 460 00:30:33,120 --> 00:30:36,880 that I started a new website called 'riteshkanivesh.com.' 461 00:30:37,520 --> 00:30:39,400 My friends were helping me with marketing it. 462 00:30:39,520 --> 00:30:41,400 We have brought the companies 463 00:30:41,520 --> 00:30:42,720 I've invested in together. 464 00:30:42,800 --> 00:30:45,000 - So, thank you, Mr. Anupam. - No problem. 465 00:30:45,080 --> 00:30:47,440 What are the current challenges you are facing? Where do you need help? 466 00:30:47,520 --> 00:30:50,480 - Not much. When I am stuck. I need connections... - Tell us. 467 00:30:50,680 --> 00:30:52,000 to get guidance. 468 00:30:52,080 --> 00:30:55,280 When I'm unsure, I want to turn to you for mentorship. 469 00:30:55,520 --> 00:30:57,160 I know that I can do it. 470 00:30:57,240 --> 00:30:58,800 I have a good hold on sourcing. 471 00:30:58,880 --> 00:31:00,920 If I can make the company grow so much with a small investment, 472 00:31:01,000 --> 00:31:03,920 I believe, I can be very successful with Rs. 50 lakhs. 473 00:31:04,000 --> 00:31:05,360 You sound genuine to me 474 00:31:05,440 --> 00:31:07,760 and hardworking too. 475 00:31:08,120 --> 00:31:09,680 The proposal I had in mind 476 00:31:09,920 --> 00:31:11,600 had royalty in it. 477 00:31:11,840 --> 00:31:15,400 Ritesh's offer only has equity in it. 478 00:31:16,120 --> 00:31:17,080 So, I am not sure 479 00:31:17,200 --> 00:31:19,760 if you should accept my offer. 480 00:31:19,840 --> 00:31:21,680 I can give you that offer if you accept it or I am out. 481 00:31:21,760 --> 00:31:22,960 Please share your offer, sir. 482 00:31:23,120 --> 00:31:24,480 [laughing] 483 00:31:25,160 --> 00:31:26,560 Okay! I will give you the offer. 484 00:31:27,000 --> 00:31:28,720 How are you feeling, ma'am? You came here for an offer 485 00:31:28,800 --> 00:31:29,640 and you have an offer. 486 00:31:29,760 --> 00:31:31,080 - I am happy. - You have two offers, 487 00:31:31,200 --> 00:31:35,120 - not one. - I went to the temple and venerated. 488 00:31:35,520 --> 00:31:37,600 I will match the valuation. Rs. 50 lakhs 489 00:31:38,640 --> 00:31:41,320 for 10%. The valuation is Rs. 5 crores. 490 00:31:41,760 --> 00:31:44,680 I want Rs. 50 lakhs as royalty. 491 00:31:44,760 --> 00:31:46,360 - This is my offer. - Okay. 492 00:31:46,440 --> 00:31:48,120 At 2% return. 493 00:31:48,200 --> 00:31:50,400 Royalty will be 2% 494 00:32:07,600 --> 00:32:09,960 - Hello, ma'am. Please give me your blessings. - Be happy. 495 00:32:10,080 --> 00:32:10,880 Be successful. 496 00:32:11,000 --> 00:32:13,120 You are just like my son. 497 00:32:15,560 --> 00:32:16,880 [camera clicks] 498 00:32:17,240 --> 00:32:19,440 We will visit Lord Shiva's temple together. 499 00:32:19,520 --> 00:32:21,880 - Sure. - Done? Congratulations. 500 00:32:22,160 --> 00:32:23,640 Amazing deal, Ritesh. 501 00:32:25,480 --> 00:32:28,080 I am confident that Rs. 50 lakhs 502 00:32:28,440 --> 00:32:30,000 will have a transformative impact on 503 00:32:30,080 --> 00:32:32,480 Mrs. Saroj and Mr. Mitresh's business 504 00:32:32,560 --> 00:32:34,800 and it will motivate them 505 00:32:34,880 --> 00:32:38,840 to dream big and focus on work 506 00:32:38,920 --> 00:32:41,360 and provide delicious food to people all across the nation. 507 00:32:41,440 --> 00:32:43,960 [exhilarating music playing] 508 00:32:51,520 --> 00:32:52,680 [theme music playing] 509 00:33:19,440 --> 00:33:22,640 Our love story starts with a proposal and rejection. 510 00:33:23,720 --> 00:33:26,400 Finally, the girl gave in. 511 00:33:29,440 --> 00:33:32,520 We used to surprise each other and go on dates. 512 00:33:32,600 --> 00:33:34,560 Our romance was at its peak. 513 00:33:35,680 --> 00:33:38,200 Two years later, we were married 514 00:33:38,320 --> 00:33:39,880 and we were on cloud nine. 515 00:33:41,440 --> 00:33:43,000 Our honeymoon period was long. 516 00:33:43,080 --> 00:33:45,480 We went on holidays and gave surprises and other such things. 517 00:33:45,560 --> 00:33:46,760 Our intimacy was good. 518 00:33:46,880 --> 00:33:48,920 In short, our life was full of 'shararat'. 519 00:33:49,040 --> 00:33:50,800 [Anupam laughing] 520 00:33:50,880 --> 00:33:53,000 However, we faced a period 521 00:33:53,080 --> 00:33:55,040 which is faced by everyone mostly. 522 00:33:55,120 --> 00:33:56,600 We became busy 523 00:33:56,680 --> 00:33:59,280 and we spent more time on our mobile phones than with each other. 524 00:33:59,360 --> 00:34:02,240 Instead of cuddles, we began placing pillows between us in the bed. 525 00:34:02,320 --> 00:34:04,800 In short, we started getting estranged. 526 00:34:06,120 --> 00:34:08,560 Then we realised that our life couldn't go on like this. 527 00:34:08,840 --> 00:34:11,680 We needed some excitement and romance back in our lives. 528 00:34:11,760 --> 00:34:13,560 It led to the beginning of Shararat. 529 00:34:15,680 --> 00:34:17,640 Shararat is a bedroom fashion brand. 530 00:35:02,800 --> 00:35:05,560 for which we want your naughty brains 531 00:35:05,640 --> 00:35:08,640 and Rs. 60 lakhs for 2% equity. 532 00:35:13,040 --> 00:35:14,680 For how many years you two have been married? 533 00:35:14,760 --> 00:35:16,360 Ma'am, we got married in 2015. 534 00:35:16,440 --> 00:35:18,720 You lost the naughtiness in just eight years! 535 00:35:20,600 --> 00:35:23,360 We started Shararat in 2020. 536 00:35:28,960 --> 00:35:30,520 I never heard of this term before. 537 00:35:30,600 --> 00:35:34,360 - Correct. - Did you invent it? Or does this category exist already? 538 00:35:34,800 --> 00:35:37,520 People call it intimate wear or nightwear. 539 00:35:37,600 --> 00:35:39,360 We decided to make it more exciting 540 00:35:39,440 --> 00:35:41,640 and own the word "bedroom wear". 541 00:35:42,360 --> 00:35:44,720 Nightwear consists of sexy nightwear 542 00:35:44,800 --> 00:35:48,040 like role-play costumes, teddies and other such things. 543 00:35:48,120 --> 00:35:50,640 Then we have the regular loungewear brand. 544 00:35:50,720 --> 00:35:52,520 Customers may buy it repetitively. 545 00:35:52,600 --> 00:35:55,040 The intimate bedroom wear is rather aspirational. 546 00:35:55,120 --> 00:35:56,880 People don't buy them regularly. 547 00:35:56,960 --> 00:35:58,680 - Can we show our products to you? - Please! 548 00:35:59,400 --> 00:36:01,520 [joyful music playing] 549 00:36:09,120 --> 00:36:12,280 I like the fact that the lace is soft. 550 00:36:12,360 --> 00:36:13,200 - Yes. - Yes. 551 00:36:13,280 --> 00:36:16,000 - Most of the laces have a synthetic feel. - Correct. 552 00:36:16,080 --> 00:36:18,920 At least for a woman's skin, it's terrible. 553 00:36:20,280 --> 00:36:23,080 Even though you have used synthetic material here, 554 00:36:23,200 --> 00:36:25,600 - you used cotton at the bottom and it's soft. - Absolutely. 555 00:36:25,680 --> 00:36:29,600 I think your attention to detail is laudable. 556 00:36:30,880 --> 00:36:33,440 What do these cards mean? 'Act like your partner in bed.' 557 00:36:33,520 --> 00:36:35,080 Do people play games? 558 00:36:35,160 --> 00:36:37,520 You are holding a hamper. 559 00:36:37,600 --> 00:36:40,480 This hamper is curated before we sell it. 560 00:36:40,600 --> 00:36:42,920 You can add dresses to it 561 00:36:43,000 --> 00:36:45,360 and we have a few games for couples. 562 00:36:45,440 --> 00:36:48,280 They can play these games during their intimate moments. 563 00:36:49,080 --> 00:36:50,720 Today, Anupam is your partner. 564 00:36:50,920 --> 00:36:52,480 - He isn't my partner. - [laughing] 565 00:36:52,560 --> 00:36:53,800 I don't want him. 566 00:36:53,880 --> 00:36:55,200 - Only for the show. - I don't want a partner. 567 00:36:55,280 --> 00:36:56,440 I'll be out immediately. 568 00:36:59,240 --> 00:37:01,360 'Would you rather go wild or go mild?' 569 00:37:01,440 --> 00:37:02,400 [Namita cackling] 570 00:37:02,480 --> 00:37:03,560 Ritesh! 571 00:37:04,440 --> 00:37:06,640 Ritesh, answer him... He is a newlywed. 572 00:37:06,720 --> 00:37:07,840 He is a perfect customer for us. 573 00:37:07,920 --> 00:37:09,000 Ritesh, please answer. 574 00:37:09,120 --> 00:37:10,760 I'll tell the concerned person. 575 00:37:10,840 --> 00:37:11,880 He is shy. 576 00:37:12,760 --> 00:37:15,960 Do we read it normally? Or... "tell me one thing!" 577 00:37:16,160 --> 00:37:19,000 - [laughing] - It depends on how naughty you are. 578 00:37:20,800 --> 00:37:22,400 'Would you...' It's gross. 579 00:37:22,640 --> 00:37:24,280 [laughing] 580 00:37:25,560 --> 00:37:27,360 'Give a five-minute lap dance...' 581 00:37:27,480 --> 00:37:28,720 Is this also... 582 00:37:28,920 --> 00:37:30,920 He is so shy that he isn't letting me complete. 583 00:37:31,000 --> 00:37:33,160 [chuckling] 584 00:37:34,320 --> 00:37:36,360 Who are your customers primarily? 585 00:37:36,440 --> 00:37:39,440 Primarily, we target millennial customers 586 00:37:48,520 --> 00:37:50,480 What's its cost for the middle-class people? 587 00:37:50,560 --> 00:37:51,720 Ma'am, it costs Rs. 799. 588 00:37:51,800 --> 00:37:53,360 It's very good for Rs. 799. 589 00:37:54,920 --> 00:37:56,440 We want them to try first. 590 00:37:56,560 --> 00:37:58,440 We have some premium hampers also. 591 00:37:58,600 --> 00:38:00,000 For weddings and other such occasions. 592 00:38:00,080 --> 00:38:02,520 We want them to experience Shararat once 593 00:38:02,600 --> 00:38:04,560 and then they go for a bigger option. 594 00:38:04,680 --> 00:38:08,240 Do you have more male customers who gift women 595 00:38:08,320 --> 00:38:11,000 or women buy for themselves? 596 00:38:21,200 --> 00:38:25,280 We launched our intimate wear last year, 15 months ago. 597 00:38:35,840 --> 00:38:37,680 So its net margin is better 598 00:38:37,760 --> 00:38:39,080 than the regular and loungewear. 599 00:38:39,200 --> 00:38:41,040 Are role-play costumes popular in India? 600 00:38:41,120 --> 00:38:42,040 How much do you sell? 601 00:38:42,880 --> 00:38:44,720 It's catching up. Not many people are aware. 602 00:38:44,840 --> 00:38:48,360 What is the percentage of role-play costumes in your total sales? 603 00:38:56,720 --> 00:38:59,360 We face challenges regarding consumer insights. 604 00:38:59,440 --> 00:39:01,640 However, the idea is to keep our lives romantic. 605 00:39:03,520 --> 00:39:06,160 Do you think it helps maintain romance in life? 606 00:39:06,360 --> 00:39:07,400 Or is it too gimmicky? 607 00:39:07,480 --> 00:39:10,400 Honestly, it's new in India. 608 00:39:10,880 --> 00:39:14,000 - These have been selling in the US for years. - Right. 609 00:39:14,160 --> 00:39:16,760 But the divorce rates are higher over there. 610 00:39:16,960 --> 00:39:20,200 - True. - Do you think it really helps save a relationship? 611 00:39:20,840 --> 00:39:23,440 Sir, we believe it's just a tool. 612 00:39:23,520 --> 00:39:26,240 The underlying message is that couples should stay romantic. 613 00:39:26,320 --> 00:39:28,120 Maybe your idea of romance 614 00:39:28,200 --> 00:39:30,280 is going on a date or a holiday 615 00:39:35,440 --> 00:39:37,920 Sir, you talked about international brands. 616 00:39:38,120 --> 00:39:40,280 It's good that international brands 617 00:39:40,360 --> 00:39:42,600 are now in India. 618 00:39:42,720 --> 00:39:44,320 This category has started growing. 619 00:39:44,320 --> 00:39:47,000 Brands like Hunkemoller, Victoria's Secret, 620 00:39:47,080 --> 00:39:49,240 and La Vie en Rose are now selling in India. 621 00:39:49,320 --> 00:39:52,400 They focus on nightwear and lingerie. 622 00:39:52,480 --> 00:39:54,640 - Right. - However, your product... 623 00:39:54,880 --> 00:39:56,040 I'll give you an example. 624 00:39:56,200 --> 00:40:00,720 - This product can't be worn. - True. 625 00:40:01,720 --> 00:40:04,160 It is low-quality. Right? 626 00:40:04,280 --> 00:40:06,360 This is... The bow has come off. 627 00:40:06,440 --> 00:40:09,480 Fabric isn't good enough. It's fundamentally for titillation. 628 00:40:09,560 --> 00:40:11,120 - I understand. - It's not meant to be worn. 629 00:40:12,240 --> 00:40:13,600 It's a different category. 630 00:40:13,680 --> 00:40:15,160 It's a small segment of our business. 631 00:40:15,280 --> 00:40:17,760 Didn't you say you made 30% sales for these items? 632 00:40:17,840 --> 00:40:19,320 No, I said 3%. 633 00:40:19,400 --> 00:40:21,080 3% contribution is made by role-play costumes 634 00:40:21,160 --> 00:40:23,000 and 35% contribution is by innerwear. 635 00:40:23,080 --> 00:40:24,320 One second. What about the remaining items? 636 00:40:24,440 --> 00:40:26,760 The remaining products are nightwear. 637 00:40:26,840 --> 00:40:28,640 - Nightwear and loungewear. Those items. - Loungewear. 638 00:40:28,720 --> 00:40:30,760 The loungewear displayed on hangers 639 00:40:30,880 --> 00:40:32,200 comprises 65%. 640 00:40:32,280 --> 00:40:33,400 The naughty wear forms just 3%. 641 00:40:33,480 --> 00:40:34,640 Yes, that's right. 642 00:40:34,880 --> 00:40:35,920 Okay! 643 00:40:37,360 --> 00:40:40,520 These printed clothes and such dresses 644 00:40:40,680 --> 00:40:43,000 can be bought at a hosiery shop in Jaipur. 645 00:40:43,080 --> 00:40:44,000 What is unique about it? 646 00:40:44,080 --> 00:40:46,320 We are positioning naughtiness 647 00:40:46,400 --> 00:40:48,080 and it is a commoditised market. 648 00:40:48,520 --> 00:40:50,760 Your business of role-play costumes is small. 649 00:40:50,840 --> 00:40:53,280 It means the demand is less. What's your view on this? 650 00:40:54,080 --> 00:40:57,120 Amit, let me explain its moat and the product features. 651 00:40:57,240 --> 00:40:58,840 Normally, these items 652 00:40:58,920 --> 00:41:01,160 are sold in the market in one size. 653 00:41:01,240 --> 00:41:03,920 We provide four sizes 654 00:41:04,000 --> 00:41:06,200 and provide colours and variety. That's one part. 655 00:41:06,280 --> 00:41:07,600 Secondly, we are trying to build ourselves 656 00:41:07,680 --> 00:41:09,520 as an experiential brand. 657 00:41:09,600 --> 00:41:12,200 You saw our hampers and other activities. 658 00:41:12,280 --> 00:41:14,320 But it's not a mainstream business yet. Right? 659 00:41:15,280 --> 00:41:18,440 We aren't positioning in the commodity segment. 660 00:41:18,600 --> 00:41:20,560 Our positioning is clear. 661 00:41:20,680 --> 00:41:22,400 We want to be known for this. 662 00:41:22,480 --> 00:41:24,360 The other segment helps us 663 00:41:24,440 --> 00:41:28,640 get repeat customers who buy regularly. 664 00:41:28,760 --> 00:41:31,320 This category is aspirational and will help people connect to us. 665 00:41:31,440 --> 00:41:33,840 I'll sell other products to them later. 666 00:41:34,840 --> 00:41:36,640 The name of your company is in Hindi. 667 00:41:36,720 --> 00:41:39,400 - Yes. - However, pan-India there are multiple languages. 668 00:41:39,480 --> 00:41:40,960 - Sure. - Did it occur to you 669 00:41:41,040 --> 00:41:44,480 that "Shararat" appeals to North India specifically? 670 00:41:44,560 --> 00:41:47,400 - Sure. - You'd miss South India and also globally. 671 00:41:48,480 --> 00:41:52,040 So your name... For instance, Victoria's Secret. 672 00:41:52,160 --> 00:41:54,560 It employs naughtiness in its name. Right? 673 00:41:54,800 --> 00:41:56,600 Didn't you rethink the brand name? 674 00:41:56,720 --> 00:42:00,760 If your vision becomes bigger, this name won't be scaleable. 675 00:42:00,840 --> 00:42:03,360 I think our biggest strength is our company name. 676 00:42:03,440 --> 00:42:07,040 I understand that many people wouldn't understand Hindi 677 00:42:07,160 --> 00:42:09,280 but nowadays, Hindi has become mainstream. 678 00:42:09,360 --> 00:42:11,880 For example, Shark Tank is telecast in Hindi despite so many languages 679 00:42:11,960 --> 00:42:12,800 existing in India. 680 00:42:13,560 --> 00:42:15,000 Avinash, how did you do it? 681 00:42:15,080 --> 00:42:16,200 I want to learn from you. 682 00:42:16,280 --> 00:42:18,520 Sir, please. We are here to learn from you. 683 00:42:18,600 --> 00:42:22,080 I want to learn how you can talk in the presence of your wife. 684 00:42:22,160 --> 00:42:23,720 - Yes. - I could never do it. 685 00:42:23,800 --> 00:42:24,800 We think alike. 686 00:42:25,880 --> 00:42:28,240 Ma'am has a higher share than me. 687 00:42:28,320 --> 00:42:29,360 I'm her employee. 688 00:42:29,520 --> 00:42:31,680 - She made it clear beforehand. - I brought him here for this. 689 00:42:31,760 --> 00:42:33,000 "You must speak." 690 00:42:33,120 --> 00:42:34,200 How cute! 691 00:42:35,400 --> 00:42:36,720 How much is your shareholding? 692 00:42:58,720 --> 00:43:00,720 Actually, we offered advisory equity. 693 00:43:00,800 --> 00:43:03,040 Whatever, but the valuation will be Rs. 7 crores. 694 00:43:03,160 --> 00:43:05,120 An angel round is going on. 695 00:43:05,200 --> 00:43:07,120 It's convertible note financing. 696 00:43:07,240 --> 00:43:08,360 You mean you already closed the round. 697 00:43:27,480 --> 00:43:29,480 Basically, we want to conduct a priced round. 698 00:43:37,480 --> 00:43:39,680 - What is your repeat rate? - 20%. 699 00:44:12,520 --> 00:44:15,080 we did some experiments which resulted in burn. 700 00:44:15,160 --> 00:44:17,480 Our loss was around Rs. 50 lakhs last year. 701 00:44:36,160 --> 00:44:37,600 You could have made it naughtier. 702 00:44:37,680 --> 00:44:40,080 - All right. - Your positioning could have been better. 703 00:44:40,880 --> 00:44:42,520 For that reason, I'm out. 704 00:44:46,600 --> 00:44:47,560 You are perseverant. 705 00:44:47,840 --> 00:44:52,000 - All right. - Apart from that, I don't understand the categorisation. 706 00:44:52,080 --> 00:44:53,160 Okay. 707 00:44:53,240 --> 00:44:56,680 Lingerie is a category of repeat usage. 708 00:44:56,800 --> 00:44:59,360 - It's a category with high brand loyalty. - I understand. 709 00:44:59,440 --> 00:45:02,320 That's how you get customers and build a business. 710 00:45:03,280 --> 00:45:06,320 However, your brand is called Shararat today. 711 00:45:06,600 --> 00:45:08,680 Tomorrow it could be "naughty" but who cares? 712 00:45:08,840 --> 00:45:10,240 And you are positioning it. 713 00:45:10,440 --> 00:45:13,920 - I get it. - I saw your remaining products. 714 00:45:14,160 --> 00:45:15,920 They include kaftans. 715 00:45:16,240 --> 00:45:17,320 - Co-ord sets. - Co-ord sets. 716 00:45:17,440 --> 00:45:18,560 You don't have a differentiator. 717 00:45:27,240 --> 00:45:28,880 I don't see what I'm investing in 718 00:45:29,000 --> 00:45:30,920 - and for that reason, I'm out. - Sure. No problem. 719 00:45:32,640 --> 00:45:35,960 Why couldn't you do exponential growth? 720 00:45:36,800 --> 00:45:39,280 Firstly, we launched the website just last year. 721 00:45:39,360 --> 00:45:41,600 Secondly, our team is small. 722 00:45:50,840 --> 00:45:52,680 Now we are sure that we can scale up. 723 00:45:52,800 --> 00:45:55,960 We had limited capital to spend on these things previously. 724 00:45:58,040 --> 00:46:01,200 I had an interest in this segment, initially. 725 00:46:01,280 --> 00:46:04,360 The reason is women in this country 726 00:46:04,480 --> 00:46:08,240 are hesitant to talk about their pleasure. 727 00:46:13,520 --> 00:46:16,320 I felt it's an important segment which can grow. 728 00:46:16,520 --> 00:46:18,800 However, I'll tell you my problem with Shararat. 729 00:46:20,000 --> 00:46:23,360 I think your business isn't scaling up for the last three years 730 00:46:23,440 --> 00:46:28,360 because the positioning of your competitors is better than yours. 731 00:46:29,600 --> 00:46:32,920 If you improve your positioning, 732 00:46:33,000 --> 00:46:35,080 Shararat has a bright future. 733 00:46:35,160 --> 00:46:36,320 But for today, I'm out. 734 00:46:36,400 --> 00:46:37,920 - Thank you. - Thank you for your feedback. 735 00:46:38,960 --> 00:46:42,560 Startups grow their business because of three things. 736 00:46:42,640 --> 00:46:45,200 - Customer, customer, and customer. - Sure. 737 00:46:45,360 --> 00:46:48,320 In the beginning, when you said you have 2 lakh customers, 738 00:46:48,400 --> 00:46:50,600 - I got excited. - Okay. 739 00:46:50,680 --> 00:46:52,880 I felt you figured out something 740 00:46:57,440 --> 00:46:59,800 However, when I came to know about another thing, 741 00:46:59,920 --> 00:47:02,240 I felt you still need to improve yourself. 742 00:47:17,240 --> 00:47:18,680 I'm out today. 743 00:47:18,760 --> 00:47:20,280 However, I give you two my best wishes. 744 00:47:20,360 --> 00:47:22,240 - Thank you. - Thank you so much. 745 00:47:22,800 --> 00:47:24,040 I'm out. 746 00:47:25,000 --> 00:47:27,400 I'll tell you the reason. It's difficult to create a brand 747 00:47:27,480 --> 00:47:29,080 in a commoditised business. 748 00:47:29,360 --> 00:47:30,520 I see. 749 00:47:30,800 --> 00:47:32,000 You still haven't created a brand. 750 00:47:33,000 --> 00:47:35,360 Work on building a brand in this category 751 00:47:40,160 --> 00:47:42,640 Many digital-first brands have been built in India. 752 00:47:43,440 --> 00:47:45,520 You should take inspiration from them 753 00:47:45,600 --> 00:47:47,320 and try to create the same thing. 754 00:47:47,920 --> 00:47:49,480 I'm out today but I wish you all the best. 755 00:47:50,320 --> 00:47:51,200 - Okay. - Thank you so much. 756 00:47:51,280 --> 00:47:52,080 - Thank you. - Bye, guys. 757 00:47:52,160 --> 00:47:53,960 - Best wishes. - Thanks. 758 00:49:40,840 --> 00:49:43,480 [water whooshing] 759 00:49:43,880 --> 00:49:47,080 Hello and welcome to Ask The Shark where your business-related questions 760 00:49:47,160 --> 00:49:48,520 are answered by your favourite Sharks. 761 00:49:48,680 --> 00:49:51,040 We ask them the same question on your behalf. 762 00:49:51,160 --> 00:49:52,240 Today, we have with us 763 00:49:52,320 --> 00:49:55,280 the founder and CEO of OYO Rooms, Mr Ritesh Agarwal. 764 00:49:55,400 --> 00:49:57,080 - Sir, welcome. - Many thanks to you. 765 00:49:57,160 --> 00:49:59,640 I'm excited as I got a chance to talk to you today. 766 00:49:59,720 --> 00:50:02,560 Your fan, Mr Rajinder Rana 767 00:50:02,680 --> 00:50:05,000 has a question for you. 768 00:50:22,160 --> 00:50:25,920 I believe that in case you require capital