1 00:00:20,040 --> 00:00:22,120 [theme music playing] 2 00:00:23,400 --> 00:00:25,680 [music playing] 3 00:00:36,920 --> 00:00:38,200 [music intensifies] 4 00:00:40,960 --> 00:00:42,000 Flying Beast. 5 00:00:42,160 --> 00:00:43,160 Whose brand is it? 6 00:00:43,280 --> 00:00:44,720 The influencer, Flying Beast. 7 00:00:44,880 --> 00:00:46,280 Gaurav Taneja? 8 00:00:46,720 --> 00:00:48,720 Is he going to come? He's a mega influencer. 9 00:00:48,800 --> 00:00:50,520 You are bigger, bro! 10 00:00:50,600 --> 00:00:52,640 You are an inspiration. 11 00:00:52,720 --> 00:00:54,440 - Oh! Thank you! - Oh! 12 00:00:54,640 --> 00:00:55,640 All right! 13 00:00:55,920 --> 00:00:57,840 Bring it on! Bring him on. 14 00:00:58,200 --> 00:01:00,200 [music playing] 15 00:01:08,240 --> 00:01:10,160 [music playing] 16 00:01:24,680 --> 00:01:26,960 The set looks great. I should make a reel. 17 00:01:27,040 --> 00:01:28,840 - Yes, do it well. - Okay! 18 00:01:29,840 --> 00:01:30,840 Buy fitness! 19 00:01:31,000 --> 00:01:33,080 I said, buy fitness. Don't you get it? 20 00:01:33,200 --> 00:01:35,160 This box will change your life. 21 00:01:35,200 --> 00:01:36,840 - Listen to me and buy protein. - Hey! 22 00:01:36,880 --> 00:01:39,120 Enough! He would rather consume poison. Give it to me. 23 00:01:39,400 --> 00:01:40,520 Is this how you make a reel? 24 00:01:41,680 --> 00:01:43,480 Sharks, nowadays, every founder 25 00:01:43,560 --> 00:01:45,400 wants to be an influencer. 26 00:01:45,600 --> 00:01:46,640 I don't know how. 27 00:01:46,920 --> 00:01:47,920 Give that to me! 28 00:01:48,800 --> 00:01:50,440 And influencers want to be founders. 29 00:01:51,480 --> 00:01:52,760 Wow, good one! 30 00:01:53,360 --> 00:01:54,560 [music playing] 31 00:02:02,720 --> 00:02:04,800 Sharks, now that we are here, let's make a reel. 32 00:02:05,080 --> 00:02:06,240 - Let me teach you. - Okay! 33 00:02:06,840 --> 00:02:08,960 Hello, friends! My name is Gaurav Taneja. 34 00:02:12,160 --> 00:02:15,280 Today, we've come straight to the set of Shark Tank from Gurugram 35 00:02:15,480 --> 00:02:16,960 to burst myths 36 00:02:17,000 --> 00:02:18,280 with Beast Life. 37 00:02:18,320 --> 00:02:20,080 So, Sharks! Are you ready? 38 00:02:20,760 --> 00:02:22,680 Today, we will play Myth or Fact with you. 39 00:02:22,880 --> 00:02:23,840 I will tell you something 40 00:02:23,880 --> 00:02:26,200 and you have to tell me if it is a myth or a fact. 41 00:02:26,400 --> 00:02:27,960 Kunal, let's start with you. 42 00:02:28,320 --> 00:02:31,720 Should whey protein be consumed only by bodybuilders like me? 43 00:02:31,800 --> 00:02:33,320 - No! - You are right! 44 00:02:33,400 --> 00:02:35,200 Everyone should consume protein 45 00:02:35,320 --> 00:02:36,480 depending on their body weight. 46 00:02:36,480 --> 00:02:37,680 Vineeta, now you. 47 00:02:37,920 --> 00:02:39,280 Does consuming protein 48 00:02:39,360 --> 00:02:41,720 - make women manly? - No! 49 00:02:41,800 --> 00:02:42,880 - Right! - It builds muscle. 50 00:02:43,720 --> 00:02:44,680 Peyush and Aman. 51 00:02:44,720 --> 00:02:46,120 Does consuming protein 52 00:02:46,200 --> 00:02:47,360 cause protein farts? 53 00:02:47,800 --> 00:02:48,800 Protein farts? 54 00:02:49,440 --> 00:02:51,000 Why did you ask that question to me? 55 00:02:51,000 --> 00:02:53,120 You could have asked another protein-related question to me. 56 00:02:53,160 --> 00:02:54,200 [laughing] 57 00:02:56,480 --> 00:02:57,800 - No... - That shouldn't be the case. 58 00:02:57,840 --> 00:03:00,120 - Yes! - But indigestion can be caused by any food. 59 00:03:00,240 --> 00:03:01,960 If you're consuming protein 60 00:03:02,120 --> 00:03:03,640 that your body can digest easily, 61 00:03:03,720 --> 00:03:06,080 you won't experience protein farts. 62 00:03:06,200 --> 00:03:07,480 Anupam, the last one is for you. 63 00:03:07,640 --> 00:03:09,560 Are there steroids in proteins? 64 00:03:09,640 --> 00:03:11,640 There shouldn't be, but you never know. 65 00:03:11,800 --> 00:03:14,000 Protein is derived from milk, 66 00:03:14,200 --> 00:03:16,880 which is used in many baby formulas. 67 00:03:17,160 --> 00:03:20,280 But people are scared of consuming protein. 68 00:03:20,400 --> 00:03:21,840 Around 70% of brands in India 69 00:03:22,080 --> 00:03:25,120 make claims on their labels 70 00:03:25,200 --> 00:03:26,960 but fail to deliver on them. 71 00:03:27,400 --> 00:03:29,440 To solve this problem, 72 00:03:29,440 --> 00:03:31,680 we bring to you Beast Life. 73 00:03:33,240 --> 00:03:35,560 Beast Life is a health supplement brand 74 00:03:49,000 --> 00:03:51,320 our label claims are unverified, 75 00:03:51,600 --> 00:03:53,760 we will reward them with Rs. 10 lakhs in cash. 76 00:03:53,800 --> 00:03:55,200 And ever since we've launched our product, 77 00:03:55,200 --> 00:03:56,160 guess what? 78 00:03:56,200 --> 00:03:57,640 No one was unable to make such claims. 79 00:03:57,680 --> 00:03:58,720 - Wow! - Sharks, 80 00:03:58,840 --> 00:04:00,800 on the first day of the launch, that is 10th May 81 00:04:00,920 --> 00:04:03,240 in the first hour, we made a sale of Rs. 1 crore. 82 00:04:08,400 --> 00:04:09,800 Sharks, Beast Life 83 00:04:09,880 --> 00:04:12,240 is not just health and supplement brand. 84 00:04:12,280 --> 00:04:13,840 This is a healthy way of life 85 00:04:13,960 --> 00:04:16,960 that we aim to gradually spread across the entire country 86 00:04:17,000 --> 00:04:18,320 with your help. 87 00:04:18,440 --> 00:04:19,520 So, our ask is 88 00:04:19,600 --> 00:04:22,400 Rs. 1 crore of 1% equity. 89 00:04:39,040 --> 00:04:40,880 For people who don't know you, 90 00:04:40,960 --> 00:04:43,400 share your journey with them. 91 00:04:43,560 --> 00:04:44,880 How did you become an influencer? 92 00:04:44,920 --> 00:04:46,840 How did you two meet and start this? 93 00:04:46,920 --> 00:04:48,600 Vineeta, I was born in Kanpur. 94 00:04:48,720 --> 00:04:50,120 I did my schooling in Kanpur. 95 00:04:50,200 --> 00:04:53,640 I completed my engineering from IIT Kharagpur. 96 00:04:54,160 --> 00:04:55,800 My father wanted me to do Master's 97 00:04:55,880 --> 00:04:57,840 in Civil Engineering. I had no interest in that field. 98 00:04:57,880 --> 00:04:59,920 So, I went to the US to become a pilot. 99 00:05:00,280 --> 00:05:01,720 I completed my flight training there. 100 00:05:06,760 --> 00:05:09,280 There was a recession going on, especially in the airline industry. 101 00:05:09,280 --> 00:05:11,600 I worked in a few places as a flight instructor. 102 00:05:11,880 --> 00:05:15,320 I began flying as an airline captain in 2010. 103 00:05:15,520 --> 00:05:16,760 I did that for 10 years. 104 00:05:16,880 --> 00:05:18,880 - Flying for which airline? - Indigo. 105 00:05:19,000 --> 00:05:20,720 - And then AirAsia for one year. - Okay. 106 00:05:26,960 --> 00:05:28,520 When I was attending the show, I saw 107 00:05:28,720 --> 00:05:29,840 people on stage 108 00:05:30,000 --> 00:05:31,840 and 5,000 people were applauding. 109 00:05:32,000 --> 00:05:33,280 I wanted this feeling. 110 00:05:33,520 --> 00:05:35,800 I decided to compete next year, I made a commitment to myself. 111 00:05:35,800 --> 00:05:38,080 I prepared. The next year I went on stage. 112 00:05:38,160 --> 00:05:40,240 I won Mr. Delhi in my first contest. 113 00:05:44,480 --> 00:05:45,840 No, I was doing that simultaneously. 114 00:05:45,880 --> 00:05:47,680 - While being a pilot? - Yes. 115 00:05:47,920 --> 00:05:50,280 And then my journey as an influencer started. 116 00:05:50,360 --> 00:05:51,880 I have a channel called FitMuscle TV. 117 00:05:58,680 --> 00:06:00,120 I wanted to attract new viewers. 118 00:06:00,240 --> 00:06:03,320 I started lifestyle vlogging because I used to travel. 119 00:06:03,600 --> 00:06:06,520 This journey started in December 2017. 120 00:06:17,840 --> 00:06:20,920 I completed my schooling and graduation from Lucknow. 121 00:06:21,000 --> 00:06:22,320 After that, I went to Gurugram. 122 00:06:22,400 --> 00:06:24,320 I started working with a few companies 123 00:06:24,400 --> 00:06:26,240 such as Mamaearth, mCaffeine 124 00:06:26,520 --> 00:06:27,880 and Dr. Morepen. 125 00:06:28,000 --> 00:06:30,120 I worked over there and handled e-commerce businesses. 126 00:06:30,280 --> 00:06:31,960 Varun connected me with Gaurav. 127 00:06:32,080 --> 00:06:33,840 He mentioned that Gaurav is starting a business. 128 00:06:33,840 --> 00:06:36,280 - Varun, the founder of Mamaearth. - Yes! 129 00:06:36,360 --> 00:06:38,400 He suggested that we build a business together. 130 00:06:38,480 --> 00:06:41,280 I agreed to take this risk. 131 00:06:41,360 --> 00:06:43,480 And I joined Gaurav in his venture. 132 00:06:43,800 --> 00:06:45,040 Gaurav, tell me something. 133 00:06:51,240 --> 00:06:52,600 ...or even starting their own ventures. 134 00:06:52,640 --> 00:06:55,200 Why did you choose a different path? 135 00:06:55,520 --> 00:06:59,680 Honestly, I didn't want to pursue an MS. 136 00:06:59,760 --> 00:07:02,280 I am from Kanpur and there is a flying school in Kanpur. 137 00:07:02,360 --> 00:07:04,440 In winter, I used to see planes fly from my roof. 138 00:07:04,560 --> 00:07:07,720 So, I always felt that it will be fun to fly a plane. 139 00:07:08,720 --> 00:07:11,480 That is how I became passionate about it. When I went to the US, 140 00:07:11,760 --> 00:07:15,200 within one and a half months I completed my private license. 141 00:07:15,320 --> 00:07:17,200 Within 20 days, instrument rating. 142 00:07:17,280 --> 00:07:19,200 I completed my course within 6 months. 143 00:07:19,280 --> 00:07:21,440 Usually, it takes 2 years to complete that course. 144 00:07:21,520 --> 00:07:23,640 - You completed IIT, right? - I did, sir. 145 00:07:27,080 --> 00:07:28,720 A lot of influencers who are making brands 146 00:07:28,760 --> 00:07:30,360 are in the West. And I believe 147 00:07:30,560 --> 00:07:32,600 going forward, more people will do that. 148 00:07:32,720 --> 00:07:34,280 This is just a scratch on the surface. 149 00:07:34,440 --> 00:07:35,960 You mentioned the time you first launched. 150 00:07:35,960 --> 00:07:38,840 Your product was likely bought by your fans and influencers. 151 00:07:38,960 --> 00:07:41,800 Yes! Sir, we were discussing and I asked Raj 152 00:07:41,920 --> 00:07:43,880 - whether we will make Rs. 6 crores in a year. - Yes. 153 00:07:43,880 --> 00:07:45,840 - And then? - That was the plan. When we launched, 154 00:07:45,880 --> 00:07:48,280 the Shopify notifications kept ringing non-stop. 155 00:07:48,360 --> 00:07:50,040 - We didn't know what was happening. - Wow! 156 00:07:50,240 --> 00:07:52,360 We were sitting for the veneration and the priest was asking us to focus. 157 00:07:52,400 --> 00:07:55,200 We were unable to focus because the notification wouldn't stop ringing. 158 00:07:56,080 --> 00:07:59,040 We had already started marketing the product 159 00:07:59,120 --> 00:08:01,280 to his followers. 160 00:08:01,360 --> 00:08:04,120 Our website was already ready. We have already shared numbers. 161 00:08:04,200 --> 00:08:05,800 Our website was password-protected. 162 00:08:06,200 --> 00:08:07,880 Password-protected! 163 00:08:08,000 --> 00:08:10,320 We sent it on 30,000 numbers. 164 00:08:10,400 --> 00:08:14,680 - And within an hour our net sales were Rs. 1 crore. - Crazy! 165 00:08:14,880 --> 00:08:16,720 - In a password-protected website? - Yes. 166 00:08:16,840 --> 00:08:19,560 - Oh my God! - That is a dream for a lot of businesses. 167 00:08:26,920 --> 00:08:28,120 Can you tell us 168 00:08:28,200 --> 00:08:31,560 how much you earn with 1.7 million followers 169 00:08:31,720 --> 00:08:33,240 if you do full-fledged influencer work? 170 00:08:33,360 --> 00:08:35,720 How much do we earn? My wife will hit me, ma'am. 171 00:08:36,400 --> 00:08:38,520 - Tell us. - You've come here for investment. 172 00:08:38,720 --> 00:08:41,320 If you are unable to disclose information, 173 00:08:41,480 --> 00:08:43,440 then we don't know what we are investing in. 174 00:08:45,040 --> 00:08:47,960 - But that is my personal income. - No, it is not. 175 00:08:48,040 --> 00:08:51,360 This is not right. It's not just about creating a personal image 176 00:08:57,760 --> 00:08:59,320 That's not the game I play, at least. 177 00:09:00,280 --> 00:09:03,560 So, if you want to play that game, let me tell you, I am out. 178 00:09:04,040 --> 00:09:06,200 If you are really here for investment 179 00:09:06,280 --> 00:09:08,600 instead of marketing, which is great if you... 180 00:09:08,800 --> 00:09:11,160 You've come so far, go ahead with it. 181 00:09:11,560 --> 00:09:14,000 Then that's fine. That's my perspective. 182 00:09:14,080 --> 00:09:16,520 Tell me something. In India, those who 183 00:09:16,840 --> 00:09:18,720 - have 100k followers... - Say 1 million. 184 00:09:18,840 --> 00:09:20,320 Let's assume 1 million followers. 185 00:09:25,040 --> 00:09:27,200 - Rs. 10 lakhs a month with 1 million followers. - Yes. 186 00:09:33,440 --> 00:09:35,360 People don't unsubscribe much on YouTube, 187 00:09:35,440 --> 00:09:36,800 - but people unfollow on Instagram. - Correct. 188 00:09:36,840 --> 00:09:39,760 The active views are around 6 lakh 189 00:09:40,000 --> 00:09:41,440 when I upload daily content. 190 00:09:41,600 --> 00:09:44,800 If the content is well-planned, 191 00:09:45,120 --> 00:09:46,840 we get more than 1.2 million views. 192 00:09:47,560 --> 00:09:49,640 How many monthly unique views do you have on YouTube? 193 00:09:49,680 --> 00:09:52,040 We prepared our business-related numbers and not YouTube. 194 00:09:52,120 --> 00:09:53,880 - Don't you remember the numbers? - Sir, I didn't know 195 00:09:53,920 --> 00:09:56,200 - that you will discuss that. - Okay! Share your business numbers. 196 00:09:56,240 --> 00:09:58,280 Don't get so excited about the product. 197 00:09:58,280 --> 00:09:59,800 If we are investing, we should check the numbers. 198 00:09:59,840 --> 00:10:01,400 - He is not sharing his personal income. 199 00:10:01,400 --> 00:10:02,600 No, that's their marketing channel. 200 00:10:02,600 --> 00:10:04,880 - That is the marketing channel. - Get it! 201 00:10:04,960 --> 00:10:06,520 Without that, how do I make a decision? 202 00:10:06,640 --> 00:10:08,880 How many monthly active users do you have? 203 00:10:08,960 --> 00:10:11,360 From the top of my head, I think 204 00:10:11,440 --> 00:10:12,720 we have around 4-5 million. 205 00:10:15,840 --> 00:10:17,360 Want to do multiple brands 206 00:10:17,840 --> 00:10:19,400 - and celebrities do the same. - Correct. 207 00:10:19,400 --> 00:10:20,760 - Cricketers do them as well. - Correct. 208 00:10:20,800 --> 00:10:21,800 Which zone are you in? 209 00:10:21,880 --> 00:10:23,960 Currently, I am not in that zone, sir. 210 00:10:24,040 --> 00:10:25,640 When I started, I wanted 211 00:10:25,720 --> 00:10:27,240 this to be a sustainable business. 212 00:10:27,320 --> 00:10:29,880 I want to be at a place where, six years from now, 213 00:10:30,160 --> 00:10:32,120 I just want to delegate tasks 214 00:10:32,200 --> 00:10:33,680 while the work goes on simultaneously. 215 00:10:33,760 --> 00:10:36,320 I want to make hard decisions where my expertise is required 216 00:10:36,520 --> 00:10:39,040 or take it to the next level. We're discussing this with our team. 217 00:10:39,080 --> 00:10:40,680 It's Rs. 1,000 crore business. What next? 218 00:10:45,800 --> 00:10:47,160 [laughing] 219 00:10:47,840 --> 00:10:50,760 You are a good influencer but a terrible entrepreneur so far. 220 00:10:52,000 --> 00:10:53,520 - Okay, sir. - I am sorry, but... 221 00:10:53,600 --> 00:10:55,360 - I am learning. - You should know that you cannot 222 00:10:55,400 --> 00:10:56,240 outsource entrepreneurship. 223 00:10:56,320 --> 00:10:58,840 The bigger your business is, the more responsibility. 224 00:10:58,920 --> 00:11:01,120 One last question. Did you start another business? 225 00:11:01,240 --> 00:11:02,240 - Yes, sir. - What is it? 226 00:11:02,480 --> 00:11:04,920 - It's called Rosier Foods. - Okay! 227 00:11:05,000 --> 00:11:08,040 A2 Ghee, oils, stone-pressed oils. 228 00:11:08,160 --> 00:11:09,920 - We launched it. - When? 229 00:11:10,200 --> 00:11:12,320 - We started it on 9th April. - This year? 230 00:11:17,600 --> 00:11:19,360 I have signed an NDA with the founder. 231 00:11:19,480 --> 00:11:20,640 He wants to keep that separate 232 00:11:20,680 --> 00:11:22,120 because I am pitching for Beast Life. 233 00:11:23,320 --> 00:11:25,240 We didn't get the details of that business. 234 00:11:25,480 --> 00:11:26,680 [laughing] 235 00:11:29,160 --> 00:11:32,080 What is your equity structure in this business? 236 00:11:32,240 --> 00:11:34,120 Gaurav owns 40% of the business. 237 00:11:34,560 --> 00:11:36,640 - Varun owns 30% of the business. - What? 238 00:11:36,720 --> 00:11:38,160 I own 11% of the business. 239 00:11:38,400 --> 00:11:39,600 And rest is ESOP. 240 00:11:40,000 --> 00:11:41,000 Okay, got it. 241 00:11:42,280 --> 00:11:45,440 Does he own this business as an investor or a co-founder? 242 00:11:45,520 --> 00:11:47,040 - He is our partner. - Okay! 243 00:11:47,600 --> 00:11:49,480 - How much did he invest? - Rs. 2 crores. 244 00:11:49,680 --> 00:11:52,680 We have taken incubation capital from Gaurav and Varun. 245 00:12:02,160 --> 00:12:03,960 - Wow! The protein shake is ready. - Yes. 246 00:12:04,040 --> 00:12:05,440 - So, cool. - Aman, this is for you. 247 00:12:05,720 --> 00:12:06,800 Thank you, sir. 248 00:12:07,600 --> 00:12:08,840 This one is for you. 249 00:12:11,080 --> 00:12:12,880 This is Chocolate Concentrate. 250 00:12:12,960 --> 00:12:14,360 Chocolate Concentrate. 251 00:12:15,560 --> 00:12:17,520 - This is nice. Are these your products? - Yes. 252 00:12:18,200 --> 00:12:20,080 - I used to consume protein in the past. - Okay. 253 00:12:20,120 --> 00:12:22,480 But I started having stomach issues. 254 00:12:23,560 --> 00:12:25,320 I am not claiming that all the products are bad. 255 00:12:25,360 --> 00:12:27,080 - Correct! - Some products are nice. 256 00:12:27,160 --> 00:12:28,800 Most of the products are not good. 257 00:12:28,880 --> 00:12:31,440 Protein in general is composed of 20 amino acids. 258 00:12:43,800 --> 00:12:46,160 Many people use cheap amino acids 259 00:12:46,400 --> 00:12:47,880 in their protein. 260 00:12:48,040 --> 00:12:50,800 - If you test... - You're claiming that your whey protein is better. 261 00:12:51,000 --> 00:12:52,080 Sir, it's simple. 262 00:12:52,200 --> 00:12:54,640 If the input is good, then the output is good. 263 00:12:56,760 --> 00:12:58,720 The high-end brand that trainers 264 00:12:58,800 --> 00:13:01,360 - recommend is. - Correct. 265 00:13:16,640 --> 00:13:17,760 ...is the expensive one. 266 00:13:17,880 --> 00:13:20,280 Isolate is more expensive, concentrate is cheaper. 267 00:13:20,600 --> 00:13:24,280 - What is the difference between the two? - When the milk is curdled, 268 00:13:24,440 --> 00:13:26,200 solid and liquid are separated. 269 00:13:26,280 --> 00:13:27,840 The liquid contains whey, 270 00:13:29,160 --> 00:13:30,960 which undergoes a filtration process. 271 00:13:31,080 --> 00:13:33,800 With each filtration step, protein continues to be extracted, 272 00:13:34,000 --> 00:13:35,160 and fats, cholesterol, 273 00:13:35,240 --> 00:13:37,680 and carbohydrates are removed, 274 00:13:38,160 --> 00:13:39,840 increasing the purity of the whey. 275 00:13:40,000 --> 00:13:42,000 If you leave it for a certain period, 276 00:13:42,080 --> 00:13:44,200 it becomes a concentrate. Further purification 277 00:13:44,360 --> 00:13:46,080 makes it closer to pure whey, 278 00:13:46,160 --> 00:13:47,600 which increases the cost of purification. 279 00:13:47,640 --> 00:13:49,720 That's why concentrate is widely used. 280 00:13:49,840 --> 00:13:52,960 Those who don't have issues with lactose typically use concentrate. 281 00:14:01,360 --> 00:14:04,600 And the reports were published in the news and on Twitter. 282 00:14:04,800 --> 00:14:10,080 It was found that the ingredients in most powders are not safe. 283 00:14:10,760 --> 00:14:12,520 If someone wants to see the data, 284 00:14:12,680 --> 00:14:14,920 what proof do you have that 285 00:14:15,000 --> 00:14:17,760 this is much better than the fake Indian whey protein? 286 00:14:17,840 --> 00:14:20,440 We invite people from Eurofins lab. 287 00:14:20,520 --> 00:14:22,960 Our batch is in front of them. We have around 50 batches. 288 00:14:23,040 --> 00:14:24,440 They can go and pick any. 289 00:14:24,520 --> 00:14:27,240 In their report, they clearly mention 'sampled by Eurofins'. 290 00:14:31,720 --> 00:14:34,200 We buy the raw materials and give it to them. 291 00:14:39,800 --> 00:14:40,800 Exactly! 292 00:14:41,040 --> 00:14:43,400 But I can't see that anywhere on the packaging. 293 00:14:44,040 --> 00:14:45,160 Sir... 294 00:14:47,000 --> 00:14:48,720 By mentioning 'pure' on the packaging, 295 00:14:48,840 --> 00:14:50,240 people might not believe it. 296 00:14:50,320 --> 00:14:52,200 And what happens if you don't mention it at all? 297 00:14:53,560 --> 00:14:55,640 Sir, we are communicating 298 00:14:55,800 --> 00:14:57,160 through our channels. 299 00:14:57,600 --> 00:14:59,600 They find this effective 300 00:14:59,720 --> 00:15:01,720 - and they are taking it well. - Understood. 301 00:15:01,840 --> 00:15:05,080 Gaurav and Raj, share your sales. Where are you at? 302 00:15:05,320 --> 00:15:06,680 In the last six months, 303 00:15:06,760 --> 00:15:10,120 - we've made sales of nearly Rs. 14 crores. - Crazy! 304 00:15:11,120 --> 00:15:12,480 How much are you projecting this year? 305 00:15:12,520 --> 00:15:16,240 Our sales will be more than Rs. 35 crores this year. 306 00:15:17,400 --> 00:15:18,840 This is the first year of operation. 307 00:15:18,920 --> 00:15:19,960 Yes, sir. 308 00:15:20,080 --> 00:15:21,760 Tell us the unit economics. 309 00:15:21,840 --> 00:15:24,560 After tax, our net sales are Rs. 100. 310 00:15:24,920 --> 00:15:28,320 In Rs. 100, 58% is my COGS. 311 00:15:28,760 --> 00:15:32,120 - Wow! - Around 12% is marketing 312 00:15:32,280 --> 00:15:33,720 and commission. 313 00:15:33,840 --> 00:15:36,160 Approximately 10% is our logistics, 314 00:15:36,560 --> 00:15:38,560 warehousing and packaging cost. 315 00:15:38,680 --> 00:15:41,400 And 10% is our operating expenses with salaries, 316 00:15:41,480 --> 00:15:43,000 tech expenses and all this. 317 00:15:43,200 --> 00:15:44,360 Our EBITDA is 10%. 318 00:15:44,440 --> 00:15:46,040 How big is the whey protein market? 319 00:15:46,120 --> 00:15:47,560 More than Rs. 7,000 crores. 320 00:15:47,640 --> 00:15:49,440 - In India? - Online and offline, both in India. 321 00:15:49,440 --> 00:15:51,240 Who is the biggest player? 322 00:15:51,360 --> 00:15:52,960 Optimum Nutrition is the biggest player. 323 00:15:53,120 --> 00:15:55,280 - What is their size? - Around Rs. 1,400 crores. 324 00:15:55,400 --> 00:15:57,560 - And MuscleBlaze? - Rs. 1,000 crores. 325 00:15:59,320 --> 00:16:01,280 I have a feeling that you are running the business 326 00:16:01,400 --> 00:16:02,520 and this is your business. 327 00:16:03,600 --> 00:16:05,360 While others are just investors. 328 00:16:05,440 --> 00:16:07,240 Do you use him for marketing 329 00:16:07,320 --> 00:16:10,680 and Varun for his knowledge? 330 00:16:10,760 --> 00:16:12,960 Sir, when I was discussing this, 331 00:16:13,040 --> 00:16:14,920 I was working. 332 00:16:15,080 --> 00:16:17,080 I was on a salary. 333 00:16:17,200 --> 00:16:20,240 I thought that it could be a big opportunity for me. 334 00:16:20,400 --> 00:16:22,440 - 11% is huge... - I agree. 335 00:16:22,600 --> 00:16:24,600 - You are not involved in other businesses, right? - No! 336 00:16:24,640 --> 00:16:26,840 The one with the most skin in the game here 337 00:16:27,000 --> 00:16:29,400 is you with the least equity. 338 00:16:30,720 --> 00:16:32,400 He has a couple of businesses going on. 339 00:16:32,600 --> 00:16:35,160 He has an influencer business and a ghee business. 340 00:16:35,240 --> 00:16:36,880 Varun has Mamaearth. 341 00:16:37,320 --> 00:16:38,840 You are solely managing this business. 342 00:16:38,920 --> 00:16:42,000 I have a perspective here. When an influencer starts a brand 343 00:16:42,240 --> 00:16:43,800 and if it doesn't do well, 344 00:16:44,080 --> 00:16:45,200 his name is behind it. 345 00:16:45,280 --> 00:16:46,680 He will start another brand. 346 00:16:46,880 --> 00:16:49,320 As an influencer, their name is everything. 347 00:16:49,520 --> 00:16:51,280 How much time do you both invest 348 00:16:51,360 --> 00:16:52,880 - in this business? - Sir... 349 00:16:53,040 --> 00:16:56,680 We meet three or four days every week in our office. 350 00:16:56,760 --> 00:16:59,200 We don't get time during the day as we are working with them. 351 00:16:59,280 --> 00:17:00,520 This is a part-time business for Varun. 352 00:17:00,520 --> 00:17:02,280 If he has a few more businesses, 353 00:17:02,400 --> 00:17:05,560 he will barely show up. 354 00:17:06,040 --> 00:17:07,120 Am I right, Gaurav? 355 00:17:07,200 --> 00:17:08,200 - No, sir. - Why not? 356 00:17:08,240 --> 00:17:10,720 Sir, the product is called Beast Life. 357 00:17:11,440 --> 00:17:12,840 I've given it my all. 358 00:17:13,640 --> 00:17:15,800 Believe me, sir. It means everything to me. 359 00:17:16,120 --> 00:17:17,440 If this doesn't do well, 360 00:17:17,560 --> 00:17:19,120 I won't be able to run another business. 361 00:17:19,240 --> 00:17:21,680 This is my life, and I've poured my life into this product. 362 00:17:21,760 --> 00:17:23,520 - Then why do this other business? - Yeah! 363 00:17:23,640 --> 00:17:24,960 [tense music playing] 364 00:17:26,120 --> 00:17:28,880 I believe we waste our time a lot. 365 00:17:28,960 --> 00:17:31,240 The youth also waste a lot of their time. 366 00:17:31,440 --> 00:17:33,800 When I was flying, I was competing in bodybuilding. 367 00:17:33,880 --> 00:17:36,680 I was good at flying and won many competitions too. 368 00:17:37,160 --> 00:17:39,360 When I cracked IIT, I was not in India. 369 00:17:40,440 --> 00:17:42,640 I was studying computer science from BITS Dubai. 370 00:17:42,720 --> 00:17:44,280 You seem unstable. 371 00:17:44,360 --> 00:17:46,160 Today it's one, tomorrow it will be another. 372 00:17:46,320 --> 00:17:48,120 You might feel that I am unstable. 373 00:17:48,200 --> 00:17:50,320 But when this product is successful, you won't feel that way. 374 00:17:50,360 --> 00:17:52,320 If the other business is successful, you can exit this business. 375 00:17:52,320 --> 00:17:55,400 Both will be successful. All of you have invested in many businesses. 376 00:17:55,480 --> 00:17:57,480 There is a difference between being an investor and a founder. 377 00:17:57,520 --> 00:17:59,280 We are the founders of one company. 378 00:18:00,280 --> 00:18:01,880 As an investor 379 00:18:01,960 --> 00:18:03,680 - it's a different proposition. - Understood. 380 00:18:03,680 --> 00:18:05,880 - As a founder, it's a different proposition. - Correct. 381 00:18:06,440 --> 00:18:07,840 Gaurav and Raj, I am out. 382 00:18:07,920 --> 00:18:09,440 [music playing] 383 00:18:09,520 --> 00:18:12,360 If you had only one business to your name, 384 00:18:12,440 --> 00:18:15,440 and both the founders had a meaningful stake, 385 00:18:15,560 --> 00:18:16,560 I would have invested. 386 00:18:18,200 --> 00:18:19,880 The founder has 11%. 387 00:18:19,960 --> 00:18:21,680 So, I can't put my money in that. 388 00:18:21,760 --> 00:18:23,360 Where both founders are concerned, 389 00:18:23,440 --> 00:18:25,320 the other two founders, Varun and you... 390 00:18:25,480 --> 00:18:27,160 I cannot be involved in this. 391 00:18:27,240 --> 00:18:28,920 So, unfortunately, I am out. 392 00:18:30,680 --> 00:18:33,240 As an influencer, 393 00:18:33,320 --> 00:18:36,280 your numbers are Rs. 1 crore in one hour and Rs. 35 crores in one year. 394 00:18:36,480 --> 00:18:38,240 The numbers are mind-blowing, right? 395 00:18:38,960 --> 00:18:42,360 When it comes to Rs. 35 crores, 396 00:18:42,520 --> 00:18:45,040 you have 9.7 million followers 397 00:18:45,160 --> 00:18:47,000 - and they know about this. - Yes. 398 00:18:47,080 --> 00:18:50,200 If you want to make this business a Rs. 1,000 crore business, 399 00:18:50,320 --> 00:18:53,080 - will you have to make 100 million followers? How will it grow? - No! 400 00:18:53,160 --> 00:18:54,640 Other businesses don't have followers, 401 00:18:54,720 --> 00:18:55,920 but they make a huge business. 402 00:18:55,960 --> 00:18:57,880 But that is your power. 403 00:18:57,960 --> 00:18:59,760 That power helped to kick start the business. 404 00:18:59,840 --> 00:19:02,720 And that's why... We knew our power and strengths on day one. 405 00:19:02,800 --> 00:19:05,240 And we know what we have to do when that exhausts. 406 00:19:05,880 --> 00:19:08,160 Up until now, the story of this business is, 407 00:19:08,280 --> 00:19:09,920 'Trust this brand because' 408 00:19:10,080 --> 00:19:13,600 'Flying Beast has given credibility to this.' 409 00:19:13,760 --> 00:19:17,640 Right? So, people who had to believe in that credibility, they did. 410 00:19:17,840 --> 00:19:20,520 Beyond that, why would others trust this product 411 00:19:20,600 --> 00:19:22,440 compared to Isopure 412 00:19:22,600 --> 00:19:24,960 MuscleBlaze and The Whole Truth? 413 00:19:26,800 --> 00:19:28,720 Until now, our sales are Rs. 14 crores. 414 00:19:28,800 --> 00:19:30,880 Our sales of around Rs. 7 crores are through influencers. 415 00:19:30,880 --> 00:19:33,640 We made the rest of the amount because we cracked digital marketing. 416 00:19:33,720 --> 00:19:35,680 Our performance marketing is quite good. 417 00:19:35,760 --> 00:19:37,520 Our ROE is 4% on Meta. 418 00:19:43,560 --> 00:19:45,520 ...in the past, I've managed a business 419 00:19:45,640 --> 00:19:47,880 which is Rs. 200-Rs. 300 crores as well. 420 00:19:47,960 --> 00:19:51,880 I feel that if I can build Rs. 200-Rs. 300 crore businesses 421 00:19:51,960 --> 00:19:54,000 for someone else by collaborating with them, 422 00:19:54,080 --> 00:19:55,600 I can definitely build at least that much for my business. 423 00:19:55,640 --> 00:19:57,320 And perhaps, during that journey, I'll learn 424 00:19:57,360 --> 00:19:58,960 how to create a Rs. 1,000 crore business. 425 00:19:59,760 --> 00:20:01,000 Let me share a story with you. 426 00:20:01,120 --> 00:20:03,800 I was like you when I started. 427 00:20:04,520 --> 00:20:06,240 I was a big star in my mind. 428 00:20:06,360 --> 00:20:08,560 But when you have that attitude, 429 00:20:08,640 --> 00:20:10,520 you feel you can do anything. 430 00:20:10,760 --> 00:20:11,960 I used to feel the same way. 431 00:20:12,240 --> 00:20:14,720 I didn't just start India's first 432 00:20:14,800 --> 00:20:16,920 matchmaking business, Shaadi.com. 433 00:20:17,040 --> 00:20:19,320 I also started India's first mobile gaming company as well. 434 00:20:19,360 --> 00:20:22,680 I started with a digital ad agency, which remains the largest in India. 435 00:20:23,440 --> 00:20:25,480 Right? We started Makaan.com. 436 00:20:26,240 --> 00:20:27,960 But ultimately, I understood 437 00:20:28,040 --> 00:20:31,280 that you cannot allocate a set time in start ups. 438 00:20:31,360 --> 00:20:33,960 You have to be available all the time. 439 00:20:34,320 --> 00:20:36,200 Fortunately for me, 440 00:20:36,280 --> 00:20:40,200 we lost a lot of market share in Shaadi.com. It was almost dead. 441 00:20:40,720 --> 00:20:42,680 I exited the rest of the businesses. 442 00:20:42,800 --> 00:20:44,960 Today, Shaadi.com, coming from 443 00:20:45,080 --> 00:20:47,040 the very low, is the largest. 444 00:20:47,120 --> 00:20:49,040 Simply through focus. 445 00:20:49,400 --> 00:20:51,360 When we invest in founders, 446 00:20:51,520 --> 00:20:53,240 we want to see 447 00:20:53,320 --> 00:20:56,560 when people barge into this industry and when that happens. 448 00:20:56,640 --> 00:20:59,840 What will you do then? You will get caught between milk, all this 449 00:20:59,920 --> 00:21:02,360 and influencers. 450 00:21:04,280 --> 00:21:06,560 It's not that I don't trust you. 451 00:21:06,640 --> 00:21:09,920 But I have more trust in Indian entrepreneurship. 452 00:21:10,040 --> 00:21:11,840 Because they have excitement, 453 00:21:11,920 --> 00:21:14,160 passion, and the ability to work hard, 454 00:21:14,240 --> 00:21:16,600 they won't let a part-time entrepreneur win. 455 00:21:16,960 --> 00:21:18,160 That's the reason I am out. 456 00:21:18,520 --> 00:21:20,560 Take my lesson and learn fast. 457 00:21:21,880 --> 00:21:26,240 Firstly, Gaurav, I believe you are a powerful entrepreneur. 458 00:21:27,440 --> 00:21:30,800 And you mentioned that you use your time efficiently. I have no doubt. 459 00:21:31,120 --> 00:21:34,200 I can see that you have achieved a lot in a short span. 460 00:21:34,760 --> 00:21:37,040 I've been running Lenskart for 15 years. 461 00:21:37,160 --> 00:21:38,760 I still work 20 hours a day. 462 00:21:38,880 --> 00:21:42,040 My only break from my company is Shark Tank. 463 00:21:42,160 --> 00:21:45,560 And yet I am on calls till 1:30 am. 464 00:21:45,640 --> 00:21:47,760 I conduct a meeting at around 7:30 and then come here. 465 00:21:49,200 --> 00:21:52,160 There are many ups and downs in a startup. It tests everything. 466 00:21:52,280 --> 00:21:53,680 It is not a rosy day every day. 467 00:21:53,800 --> 00:21:55,480 If even one post you upload is wrong, 468 00:21:55,600 --> 00:21:58,320 you will lose your social media channel the company has to live. 469 00:21:58,400 --> 00:22:01,600 If you want to build that, it will take more than this. 470 00:22:01,680 --> 00:22:03,120 Today, I don't think you need me. 471 00:22:03,200 --> 00:22:04,880 I'll just be another investor. 472 00:22:04,960 --> 00:22:06,840 You don't need my guidance. That's why I am out. 473 00:22:06,920 --> 00:22:09,400 But what you are doing, I have no problem with it. 474 00:22:10,880 --> 00:22:15,080 I believe in influencer-led brands. 475 00:22:16,480 --> 00:22:18,760 I have started a Korean skincare company 476 00:22:18,840 --> 00:22:20,320 in partnership with Kareena, 477 00:22:20,400 --> 00:22:22,120 and we have seen the power of her influence. 478 00:22:22,160 --> 00:22:26,160 In the last season, I invested in AdilQadri perfumes. 479 00:22:26,240 --> 00:22:28,640 They've also turned it into a Rs. 100 crore business. 480 00:22:28,760 --> 00:22:29,760 They're doing super well. 481 00:22:29,880 --> 00:22:31,560 This category is also quite interesting. 482 00:22:31,640 --> 00:22:34,680 It is a market of Rs. 7,000 crores. 483 00:22:34,960 --> 00:22:37,680 I have one challenge. 484 00:22:38,160 --> 00:22:40,760 There is only one reason for you to be here. 485 00:22:40,840 --> 00:22:42,200 Marketing for Beast Life. 486 00:22:42,280 --> 00:22:44,440 And you've accomplished that 487 00:22:44,560 --> 00:22:46,040 as this episode airs. 488 00:22:46,120 --> 00:22:47,440 I don't think 489 00:22:47,560 --> 00:22:52,240 you need my Rs. 1 crore for 1% or value it. 490 00:22:52,320 --> 00:22:55,200 I don't think I will be able to add value to it. 491 00:22:55,280 --> 00:22:57,600 And for that reason, I am out. But best of luck. 492 00:22:59,320 --> 00:23:01,000 This is a classic situation 493 00:23:01,080 --> 00:23:03,080 where the heart says 'yes' but the mind says 'no'. 494 00:23:04,080 --> 00:23:07,680 Why the mind says 'no' is that I think this stage 495 00:23:07,920 --> 00:23:10,480 is beyond my comfort zone for investing. 496 00:23:10,800 --> 00:23:13,240 We invested in Mamaearth. We were the first investors 497 00:23:13,320 --> 00:23:16,360 when they were making sales of Rs. 10 lakhs. 498 00:23:16,440 --> 00:23:18,440 We had invested for the valuation of Rs. 25 crores. 499 00:23:18,480 --> 00:23:22,000 It seems to me that you've surpassed that stage. 500 00:23:22,160 --> 00:23:25,600 At this point, you need a Rs. 100 crore valuation. 501 00:23:25,680 --> 00:23:27,880 The ownership I'd require 502 00:23:27,960 --> 00:23:30,720 might not align with what works for both of us. 503 00:23:30,880 --> 00:23:32,080 So, I'm out. 504 00:23:32,600 --> 00:23:33,760 - Thank you so much. - All the best. 505 00:23:33,800 --> 00:23:34,920 - Best of luck! - Thank you, Sharks. 506 00:23:34,920 --> 00:23:37,080 - Thank you, everyone! - Good luck, Gaurav. Keep it up. 507 00:23:38,800 --> 00:23:40,920 [music playing] 508 00:23:43,120 --> 00:23:45,240 Rs. 35 crores in 11 months 509 00:23:45,320 --> 00:23:46,840 - is mind-blowing. - It's not Rs. 35 crores. 510 00:23:46,840 --> 00:23:48,160 Why do you get carried away so much? 511 00:23:48,200 --> 00:23:49,760 It's Rs. 14 crores in six months. 512 00:23:49,840 --> 00:23:52,320 That was his projection. Don't ever work on projection. 513 00:23:52,400 --> 00:23:54,360 Here's my problem. We read news 514 00:23:54,440 --> 00:23:56,800 about influencers creating brands. 515 00:23:56,880 --> 00:23:59,360 You mentioned Kareena. Of course, she has power. 516 00:23:59,480 --> 00:24:00,960 But she's not the founder. 517 00:24:01,080 --> 00:24:03,080 He is pitching himself as a co-founder. 518 00:24:03,160 --> 00:24:07,120 Which influencer's brand has made a lot of money for their investor? 519 00:24:07,200 --> 00:24:09,520 No one ever imagined that influencers 520 00:24:09,680 --> 00:24:13,280 who weren't from the TV or film industry 521 00:24:13,360 --> 00:24:15,000 would make more money than them. 522 00:24:15,080 --> 00:24:17,600 This came as a shock to everyone, because this is blowing. 523 00:24:17,680 --> 00:24:20,360 So, all we can do is work. We can control that. 524 00:24:20,480 --> 00:24:21,360 Rest is all upon God. 525 00:24:21,480 --> 00:24:24,000 If the founder with 11% had the majority stake, 526 00:24:24,080 --> 00:24:25,160 and these two had a smaller stake, 527 00:24:25,200 --> 00:24:27,480 then this would be an invest able business. 528 00:24:28,200 --> 00:24:30,360 Even if I had 1% stake, 529 00:24:30,440 --> 00:24:32,360 I would've still worked with the same enthusiasm. 530 00:24:32,640 --> 00:24:34,200 When I had a job, 531 00:24:34,480 --> 00:24:36,280 even then I've stayed up to work. 532 00:24:36,360 --> 00:24:39,440 What matters isn't how big the plate is, 533 00:24:39,520 --> 00:24:43,160 if your share is small, make the plate bigger. 534 00:24:43,400 --> 00:24:45,400 So, we should focus on that. 535 00:24:45,480 --> 00:24:47,200 Trust me, it has stopped. 536 00:24:56,160 --> 00:24:59,600 This reminds me, I still haven't sent what she asked me to get. 537 00:24:59,680 --> 00:25:01,720 I should order it. Let me do it. 538 00:25:02,600 --> 00:25:05,760 Bread. Healthy bread. Brown bread is good. 539 00:25:06,960 --> 00:25:09,400 Some apples. Added. 540 00:25:10,600 --> 00:25:12,560 Strawberries... 541 00:25:12,960 --> 00:25:14,880 The mixer grinder stopped working. I'll order it. 542 00:25:15,640 --> 00:25:17,480 Done! Order placed. 543 00:25:17,680 --> 00:25:19,440 It will be delivered in 10 minutes. 544 00:25:19,560 --> 00:25:22,560 Now, I am all prepared. Go and order something. 545 00:25:22,720 --> 00:25:23,720 Order now. 546 00:25:23,800 --> 00:25:26,720 'Shark Tank India, co-presented by ACKO Insurance, 547 00:25:26,800 --> 00:25:28,920 'PokerBaazi and Swiggy Instamart.' 548 00:25:29,000 --> 00:25:31,600 'Co-powered by Adani, and Jaquar Bath and Light.' 549 00:25:31,720 --> 00:25:34,720 'And partners, Rayzon Solar, ICICI Direct, ' 550 00:25:34,800 --> 00:25:37,000 'Lenskart and Sofy.' 551 00:25:37,160 --> 00:25:39,320 [song playing] 552 00:25:50,240 --> 00:25:51,360 Check out the founder. 553 00:25:52,040 --> 00:25:54,280 [song playing] 554 00:25:59,200 --> 00:26:00,720 'Hotter than hell!' 555 00:26:02,000 --> 00:26:04,280 [song playing] 556 00:26:08,200 --> 00:26:10,160 - Super! - Well done, guys. 557 00:26:10,600 --> 00:26:12,200 - Wow, nice boots. - All right! 558 00:26:12,440 --> 00:26:13,480 Hi, Sharks! 559 00:26:18,400 --> 00:26:20,240 Sharks, you must be wondering 560 00:26:20,320 --> 00:26:24,000 who is this dashing young man here. 561 00:26:24,400 --> 00:26:26,120 You must have realised by now 562 00:26:26,200 --> 00:26:29,560 from my skin and my vibe. 563 00:26:29,720 --> 00:26:30,880 Right, Aman? 564 00:26:31,480 --> 00:26:34,400 - Don't embarrass me, bro! - Okay! Okay, bro! 565 00:26:35,480 --> 00:26:38,560 Sharks, I've been running a garment business for many years. 566 00:26:38,640 --> 00:26:40,560 I know the risks of this business. 567 00:26:41,200 --> 00:26:43,000 I believe that in life, 568 00:26:43,120 --> 00:26:45,720 no matter what you do, it's more important that you truly feel it. 569 00:26:45,840 --> 00:26:47,880 And that happens 570 00:26:47,960 --> 00:26:49,400 when prices are affordable, 571 00:26:49,480 --> 00:26:52,040 it's your own brand and everything is on point. 572 00:26:52,440 --> 00:26:54,400 Dad always had the experience. 573 00:26:54,520 --> 00:26:57,480 And we have a manufacturing unit. 574 00:26:57,560 --> 00:27:00,760 So, we thought of starting a brand. 575 00:27:00,880 --> 00:27:02,920 I made Angel my Gen Z informant 576 00:27:03,040 --> 00:27:05,480 and we created our own brand, Go Devil. 577 00:27:09,880 --> 00:27:12,000 ...where we sell casual, athletics, 578 00:27:21,400 --> 00:27:23,840 And they've gone viral. 579 00:27:23,920 --> 00:27:25,360 The best thing is that 580 00:27:25,480 --> 00:27:28,080 people like me can also wear them. 581 00:27:34,360 --> 00:27:36,320 We have a manufacturing unit. 582 00:27:36,400 --> 00:27:38,400 We can also make 5,000 pieces every day 583 00:27:38,480 --> 00:27:41,000 and launch a new collection every month. 584 00:27:47,200 --> 00:27:50,760 So, our ask is Rs. 80 lakhs for 2% equity. 585 00:27:55,680 --> 00:27:57,000 - Wow! - Well done. 586 00:27:57,080 --> 00:27:58,400 - Thank you, guys! - Thank you, 587 00:27:58,520 --> 00:27:59,680 - very good-looking people. - Thanks, guys. 588 00:27:59,720 --> 00:28:01,200 - Thanks! - Good work. 589 00:28:02,320 --> 00:28:04,800 Vinish and Angel. 590 00:28:04,880 --> 00:28:06,200 It was a good pitch. It was fun. 591 00:28:06,280 --> 00:28:09,480 Before getting to your business, we would like to know 592 00:28:09,560 --> 00:28:10,960 about your history. 593 00:28:11,080 --> 00:28:13,720 I am from Karnal. 594 00:28:13,800 --> 00:28:15,480 I wanted to do a business 595 00:28:15,560 --> 00:28:17,280 because my dad worked in the private sector. 596 00:28:17,760 --> 00:28:19,880 Back then, in Karnal, 597 00:28:20,000 --> 00:28:23,960 - leather shoes were booming because of Liberty. - Hmm. 598 00:28:24,040 --> 00:28:25,880 We wanted to export leather. 599 00:28:25,960 --> 00:28:28,440 There was no internet. 600 00:28:28,560 --> 00:28:30,520 There was barely anything. 601 00:28:30,600 --> 00:28:34,000 There were ads in Hindustan Times in their business column. 602 00:28:34,080 --> 00:28:36,560 There was an ad stating, 'We are looking for suppliers' 603 00:28:36,680 --> 00:28:38,720 'for leather goods.' Something along those lines. 604 00:28:38,800 --> 00:28:40,040 We went and spoke with him. 605 00:28:40,160 --> 00:28:42,160 That is where my first export order started. 606 00:28:42,240 --> 00:28:44,520 We started the first deal in 1998. 607 00:28:45,280 --> 00:28:47,080 - Where did you export? - In the USA. 608 00:29:07,920 --> 00:29:10,080 - I was around 21 years old. - That feels good, right? 609 00:29:11,120 --> 00:29:12,760 - I was young. - It is something when you 610 00:29:12,840 --> 00:29:14,200 buy your first car with your money. 611 00:29:14,240 --> 00:29:18,200 I didn't know how to drive, but I somehow drove it. 612 00:29:29,360 --> 00:29:32,240 And... I was good with sourcing. 613 00:29:32,360 --> 00:29:35,680 We did samplings. And with the help of the third party, 614 00:29:35,920 --> 00:29:37,800 we started making garments. 615 00:29:49,400 --> 00:29:51,840 But that doesn't matter anymore. 616 00:29:51,920 --> 00:29:53,680 We should move on. 617 00:29:53,760 --> 00:29:56,240 Nice! But did you buy a new car in those ten years? 618 00:29:56,360 --> 00:29:59,400 Sir, in those ten years I bought 619 00:29:59,600 --> 00:30:01,680 a Ford Endeavour and an Audi Q5. 620 00:30:01,760 --> 00:30:04,560 - Whoa! - Which car did you buy for Angel? 621 00:30:04,760 --> 00:30:06,720 - She is still... - None! 622 00:30:06,800 --> 00:30:10,080 - Why? Your dad made a lot of money. - I don't have a driving license. 623 00:30:10,160 --> 00:30:11,880 Your dad could hire a driver. 624 00:30:11,960 --> 00:30:13,680 - It is no big deal. - I am the driver, sir. 625 00:30:13,680 --> 00:30:15,000 [laughing] 626 00:30:15,080 --> 00:30:16,520 Bro is chill. 627 00:30:16,600 --> 00:30:18,760 - Okay! Do you call him 'bro'? - Yeah! 628 00:30:18,880 --> 00:30:21,320 My daughter used to call me 'bro', now she says 'no bro'. 629 00:30:21,440 --> 00:30:22,280 Now it's 'dude'. 630 00:30:22,400 --> 00:30:25,000 - Yeah! I say 'bro' and 'dude.' - I've graduated. 631 00:30:25,880 --> 00:30:27,600 What happened in 2021? 632 00:30:27,680 --> 00:30:30,240 In 2021, I felt 633 00:30:30,320 --> 00:30:32,720 that I needed to slow down on exports. 634 00:30:39,200 --> 00:30:40,720 ...to make a brand instead of exporting. 635 00:30:40,760 --> 00:30:43,240 Yes, sir. Because of the surroundings... 636 00:30:43,320 --> 00:30:46,080 Online was booming. 637 00:30:46,160 --> 00:30:49,000 We followed people like you 638 00:30:49,080 --> 00:30:51,920 and saw how you created a brand. 639 00:30:52,000 --> 00:30:54,520 I wanted to leverage my strengths. 640 00:30:54,640 --> 00:30:55,680 I won't leave like this. 641 00:30:55,800 --> 00:30:57,560 My strength was that 642 00:30:57,640 --> 00:31:00,200 I've been working for the last 12 years. 643 00:31:00,280 --> 00:31:02,480 I have a supply chain in place, and the fabric suppliers are ready. 644 00:31:02,520 --> 00:31:03,320 Everything was ready. 645 00:31:03,480 --> 00:31:05,240 So, I thought I should leverage that. 646 00:31:05,320 --> 00:31:06,400 Did you hit a sixer? 647 00:31:06,520 --> 00:31:08,560 Yes! I didn't think I could do it, 648 00:31:08,640 --> 00:31:12,080 but I had to take the initiative and play on the front foot. 649 00:31:12,560 --> 00:31:13,840 In the first month, 650 00:31:13,920 --> 00:31:16,880 I made sales of Rs. 5 lakhs online. 651 00:31:26,000 --> 00:31:29,160 No! On my website, which is through Shopify. 652 00:31:29,240 --> 00:31:31,160 Were you doing the designs and everything else yourself? 653 00:31:31,160 --> 00:31:32,640 My thought process went behind it 654 00:31:32,720 --> 00:31:34,840 about how to take this brand forward. 655 00:31:34,960 --> 00:31:37,440 I've heard about 'clutter market'. 656 00:31:37,560 --> 00:31:40,680 We knew that we were headed towards that zone 657 00:31:40,800 --> 00:31:43,000 where we might not be seen by everyone and is crowded. 658 00:31:43,080 --> 00:31:46,440 - But that's the challenge, to make a place in the crowd. - Yes. 659 00:31:46,760 --> 00:31:50,120 I have worked with brands. 660 00:31:50,240 --> 00:31:52,240 I had to play with the name. 661 00:31:52,320 --> 00:31:55,080 When will you pause? While you scroll on Instagram, 662 00:31:55,160 --> 00:31:56,680 you would want to see what Go Devil is. 663 00:31:56,760 --> 00:31:58,760 What do they cater to? 664 00:31:58,840 --> 00:31:59,880 - Very good. - That's where I gained the edge. 665 00:31:59,920 --> 00:32:01,000 Who came up with this name? 666 00:32:01,120 --> 00:32:03,120 Sir, the four of us came up with this name. 667 00:32:03,200 --> 00:32:04,960 Me, my wife, and both my daughters. 668 00:32:05,040 --> 00:32:07,160 Because they are Gen Z's and millennials. 669 00:32:07,240 --> 00:32:09,320 Angel, we want to know your story. 670 00:32:16,400 --> 00:32:17,840 And I am in the third year right now. 671 00:32:17,880 --> 00:32:19,280 - But you are not full-time. - No! 672 00:32:19,360 --> 00:32:21,640 But she helps a lot in the designing part. 673 00:32:21,840 --> 00:32:24,760 She is updated about what's going on. 674 00:32:24,880 --> 00:32:26,120 What are people wearing in college? 675 00:32:26,160 --> 00:32:27,520 Who is your primary designer? 676 00:32:27,680 --> 00:32:28,880 It is our thought process. 677 00:32:29,040 --> 00:32:30,600 - Designing... - What do you mean by that? 678 00:32:30,640 --> 00:32:32,120 - Me, sir. - Do you decide? 679 00:32:32,280 --> 00:32:33,560 Together we come up with 680 00:32:33,640 --> 00:32:35,400 - how to go ahead with this. - Okay. 681 00:32:35,520 --> 00:32:38,200 For example, 'Hotter than hell...' 682 00:32:38,360 --> 00:32:40,840 I asked if that was fine. She approved. 683 00:32:40,960 --> 00:32:42,880 Where did you come up with 'Hotter than hell?' 684 00:32:43,000 --> 00:32:45,080 These phrases are trending, sir. 685 00:32:45,200 --> 00:32:46,680 You are looking hotter than hell. 686 00:32:46,760 --> 00:32:47,680 Okay! 687 00:32:47,800 --> 00:32:49,760 You are quite observant. 688 00:32:49,880 --> 00:32:51,320 Yes, sir! It is necessary. 689 00:32:51,400 --> 00:32:52,880 Without that, 690 00:32:53,000 --> 00:32:54,640 how will we grow in life? 691 00:32:54,760 --> 00:32:56,080 So, we have to be observant. 692 00:32:56,200 --> 00:32:57,600 Show us the samples. 693 00:33:01,440 --> 00:33:02,640 Thank you, sir. 694 00:33:03,480 --> 00:33:04,840 Kunal sir. 695 00:33:06,240 --> 00:33:07,280 Thank you. 696 00:33:08,640 --> 00:33:09,680 Thank you. 697 00:33:11,440 --> 00:33:12,480 Thanks a lot. 698 00:33:12,560 --> 00:33:13,920 I like what you are wearing. 699 00:33:14,000 --> 00:33:17,240 - You've paired it well with the boots. - Thanks. 700 00:33:18,640 --> 00:33:19,960 Is purple your favourite colour? 701 00:33:20,080 --> 00:33:21,520 No, sir. It's trending. 702 00:33:21,600 --> 00:33:23,680 - Do you watch Shark Tank? - Yes, sir. 703 00:33:23,760 --> 00:33:25,120 I wear purple every year. 704 00:33:25,200 --> 00:33:26,640 Please check, sir. 705 00:33:27,000 --> 00:33:29,000 - Oh! - Is it purple? Awesome! 706 00:33:29,080 --> 00:33:31,520 Oh nice, bro! 707 00:33:31,880 --> 00:33:34,760 The material quality is good. 708 00:33:34,840 --> 00:33:35,920 Thank you, ma'am. 709 00:33:36,600 --> 00:33:38,840 When customers think of Go Devil, 710 00:33:39,080 --> 00:33:41,080 what should be the first thought they have? 711 00:33:41,160 --> 00:33:43,400 They should think of 712 00:33:43,480 --> 00:33:45,240 our co-ord sets as being trendy and cool. 713 00:33:45,320 --> 00:33:47,120 And I think we played 714 00:33:47,200 --> 00:33:48,920 around that. 715 00:33:49,640 --> 00:33:52,360 So, are co-ord sets the identity for Go Devil, 716 00:33:52,440 --> 00:33:54,080 or are they also the primary sales driver? 717 00:33:54,160 --> 00:33:55,920 It is both. It is also a primary sales driver. 718 00:33:55,920 --> 00:33:57,920 How much percentage of business comes from co-ord sets 719 00:33:57,960 --> 00:34:01,520 - for both men and women? - The total is more than 50%. 720 00:34:01,600 --> 00:34:02,920 How much is this set for? 721 00:34:03,000 --> 00:34:06,200 - This set is for Rs. 1,499. - Very good. 722 00:34:06,280 --> 00:34:08,440 Just give me a sense of the pricing of 3-4 products. 723 00:34:08,560 --> 00:34:12,080 Sir, the oversized t-shirts retail for Rs. 999. 724 00:34:12,160 --> 00:34:13,760 And our co-ord sets 725 00:34:13,840 --> 00:34:17,720 start from Rs. 1,599 and go up to Rs. 2,399. 726 00:34:17,800 --> 00:34:21,400 We have oversized t-shirts for men. 727 00:34:21,480 --> 00:34:23,320 It has up to 5XL. 728 00:34:23,480 --> 00:34:26,440 The average is Rs. 2,099. 729 00:34:26,520 --> 00:34:30,240 How much is your percentage of sales on non-regular sizes? 730 00:34:35,240 --> 00:34:38,840 But what will be your strategy in the future to compete? 731 00:34:39,040 --> 00:34:42,360 Sir, I think if we get backup funds, 732 00:34:42,440 --> 00:34:44,760 I will have nothing to worry about. 733 00:34:44,840 --> 00:34:47,520 No one can play as aggressively as I do. 734 00:34:47,920 --> 00:34:50,560 I can see that you are aggressive. Right? 735 00:34:50,640 --> 00:34:52,120 - No... - You are the devil! 736 00:34:52,200 --> 00:34:54,400 - One devil recognises another devil. - Okay! 737 00:34:54,480 --> 00:34:55,920 - Go Devil! - Right! 738 00:34:56,040 --> 00:34:58,440 But unless and until there is a differentiator 739 00:34:58,520 --> 00:35:00,640 in your pricing or design, 740 00:35:01,280 --> 00:35:02,520 how will you scale it? 741 00:35:02,600 --> 00:35:05,080 Our customers will also give insight. 742 00:35:05,160 --> 00:35:07,840 If we've fulfilled over 1 lakh orders, 743 00:35:07,920 --> 00:35:10,560 there is a differentiator in our product. 744 00:35:10,640 --> 00:35:12,840 We can also see that. 745 00:35:12,920 --> 00:35:15,120 This is why we are able to grow. 746 00:35:15,200 --> 00:35:17,520 Otherwise, to grow in today's time... 747 00:35:17,600 --> 00:35:20,040 It is not easy to maintain stability 748 00:35:20,120 --> 00:35:21,440 in the garment business 749 00:35:21,520 --> 00:35:23,840 or brands. People come and leave. 750 00:35:23,920 --> 00:35:26,840 - What according to you is your differentiator? - Designs. 751 00:35:28,840 --> 00:35:31,680 This is a hit-based business then. 752 00:35:32,240 --> 00:35:34,160 As long as you give new designs, 753 00:35:34,240 --> 00:35:36,200 your sales will go up if they do well. 754 00:35:36,280 --> 00:35:39,200 If not, you will depend on your old designs. 755 00:35:39,280 --> 00:35:41,600 Kunal sir, this is how the fashion industry functions. 756 00:35:41,680 --> 00:35:44,080 Yes, I agree. How will you 757 00:35:44,920 --> 00:35:46,880 increase your chances 758 00:35:47,360 --> 00:35:49,160 of delivering a hit? 759 00:35:49,600 --> 00:35:53,240 I believe that I am able to deliver a hit 760 00:35:53,400 --> 00:35:57,480 because I own a manufacturing unit. 761 00:35:57,560 --> 00:35:59,720 And I have a background in fashion. 762 00:35:59,800 --> 00:36:02,200 So, the trials... 763 00:36:02,280 --> 00:36:04,480 Our timeline for a launch, 764 00:36:04,560 --> 00:36:06,320 trial, and delivering a hit product 765 00:36:06,440 --> 00:36:07,800 brings clarity. 766 00:36:07,880 --> 00:36:10,640 Within barely two weeks of launch, 767 00:36:10,720 --> 00:36:12,920 we get an idea of traction about what product is working 768 00:36:12,960 --> 00:36:14,560 and what isn't. Based on that, 769 00:36:14,640 --> 00:36:16,520 we play aggressively. 770 00:36:16,720 --> 00:36:20,080 The way fast fashion brands used to start before 771 00:36:20,160 --> 00:36:22,280 was based on gut feeling and designs. 772 00:36:22,440 --> 00:36:25,520 In the next ten years, they will be made with tech. 773 00:36:25,600 --> 00:36:27,040 Which direction will you go 774 00:36:27,120 --> 00:36:29,360 in the next five years if you get funds? 775 00:36:29,680 --> 00:36:31,840 Ma'am, I will maintain a balance. 776 00:36:31,920 --> 00:36:35,080 I will use the strategy and whatever technical model 777 00:36:35,160 --> 00:36:37,440 my competitors are using. 778 00:36:37,520 --> 00:36:38,640 We'll do that, too, sir. 779 00:36:38,760 --> 00:36:40,880 We will also play on our gut feeling. 780 00:36:40,960 --> 00:36:43,920 Okay. For now, your design process and inventory are 100 per cent 781 00:36:44,040 --> 00:36:46,800 - based on your gut feeling. - When you start something, 782 00:36:47,000 --> 00:36:49,600 you must follow your feelings 783 00:36:49,680 --> 00:36:52,200 and the market trends. But in the last six months, 784 00:36:52,280 --> 00:36:54,000 we're not solely following our gut. 785 00:36:54,120 --> 00:36:55,600 We're also focusing on the market trends, 786 00:36:55,600 --> 00:36:58,440 data and what my competitors 787 00:36:58,520 --> 00:37:00,640 are designing. 788 00:37:00,800 --> 00:37:02,600 That's how we're going ahead, ma'am. 789 00:37:03,240 --> 00:37:05,280 - Vinish, let's talk numbers now. - Yes, sir. 790 00:37:05,360 --> 00:37:07,800 Let me know your numbers from 2022. 791 00:37:07,880 --> 00:37:11,240 We closed 2022-23 in Rs 1.44 crores. 792 00:37:11,320 --> 00:37:12,200 Net revenue? 793 00:37:12,320 --> 00:37:13,200 Rs 1.44 crores was net. 794 00:37:13,280 --> 00:37:16,960 We closed 2023-24 with Rs 2.45 crores. 795 00:37:17,080 --> 00:37:19,360 In the last six months, 796 00:37:19,440 --> 00:37:21,440 we've almost touched Rs 2.75 crores, sir. 797 00:37:21,520 --> 00:37:22,520 Last three months? 798 00:37:22,600 --> 00:37:25,120 July was around Rs 50 lakhs, sir. 799 00:37:25,280 --> 00:37:27,680 August was Rs 36 lakhs. 800 00:37:27,760 --> 00:37:30,360 September was Rs 51.5 lakhs. 801 00:37:30,440 --> 00:37:32,080 What will be your closing sale on 31st March? 802 00:37:32,080 --> 00:37:34,200 Sir, we're planning around 8 crores. 803 00:37:34,280 --> 00:37:36,040 How will it go from Rs 2.5 crores to Rs 8 crores? 804 00:37:36,080 --> 00:37:37,280 Sir, we have reached 3 crores. 805 00:37:37,280 --> 00:37:38,920 The winter has started, sir. 806 00:37:39,000 --> 00:37:40,920 In November, December and January, 807 00:37:41,240 --> 00:37:42,720 our average order value will increase. 808 00:37:51,840 --> 00:37:54,760 We're also a part of Myntra's SJIT program now. 809 00:38:03,360 --> 00:38:05,000 How much inventory do you have right now? 810 00:38:05,120 --> 00:38:06,920 It's around Rs 3 crores as per MRP. 811 00:38:07,000 --> 00:38:08,560 So, you have an inventory of six months. 812 00:38:08,640 --> 00:38:11,320 Yes, sir. I know the bestsellers. 813 00:38:11,520 --> 00:38:12,360 So, I have to keep it going. 814 00:38:12,440 --> 00:38:14,440 How much inventory is older than a year? 815 00:38:14,520 --> 00:38:16,480 It might not be more than Rs 30 to 40 lakhs. 816 00:38:21,760 --> 00:38:25,080 Can you explain your profitability and unit economics now? 817 00:38:25,200 --> 00:38:26,360 We'll get a better idea. 818 00:38:26,440 --> 00:38:29,600 If something costs 100 bucks, 23 percent of it 819 00:38:29,680 --> 00:38:31,360 - is our manufacturing cost. - Good. 820 00:38:31,440 --> 00:38:33,920 - Very good. - 30 per cent of it 821 00:38:34,000 --> 00:38:36,920 is for marketing and advertising. 822 00:38:37,000 --> 00:38:39,560 - Not bad. - 16 percent is platform fees. 823 00:38:39,640 --> 00:38:41,080 8 percent is shipping. 824 00:38:41,160 --> 00:38:43,000 9 percent is salary. 825 00:38:43,080 --> 00:38:44,120 Salary of? 826 00:38:44,200 --> 00:38:46,720 Salary of everyone, including the directors. 827 00:38:46,840 --> 00:38:48,640 So, it doesn't include factory salaries. 828 00:38:48,720 --> 00:38:49,640 It does include it, sir. 829 00:38:49,760 --> 00:38:51,440 Then, the COGS cannot be 23 per cent. 830 00:38:51,520 --> 00:38:53,280 How much is your salary for the factory workers? 831 00:38:53,320 --> 00:38:55,360 Around Rs 6-6.5 lakhs with tailors. 832 00:38:55,480 --> 00:38:57,600 That makes the COGS 30 per cent. 833 00:38:57,960 --> 00:39:00,960 We can see it that way. You have 16 per cent left in the end. 834 00:39:01,040 --> 00:39:02,760 No, sir. Our overheads are 12 per cent. 835 00:39:02,840 --> 00:39:04,880 What are the overheads for? 12 per cent is way too high. 836 00:39:04,920 --> 00:39:07,200 Electricity and water. 837 00:39:07,320 --> 00:39:10,640 Running a factory requires around Rs 10,000 daily. 838 00:39:10,720 --> 00:39:12,200 That increases your COGS. 839 00:39:12,280 --> 00:39:15,640 Electricity, water, and factory running operations 840 00:39:15,720 --> 00:39:17,320 are a part of COGS. 841 00:39:17,400 --> 00:39:19,640 - Okay. - So, your margin must be 60 per cent. 842 00:39:19,720 --> 00:39:21,800 Yes. If you add this cost, it does sum up to that. 843 00:39:21,880 --> 00:39:24,560 How much was your profit after tax on Rs 2.45 crores 844 00:39:24,640 --> 00:39:27,400 - last year? - Minus 5 per cent. 845 00:39:28,160 --> 00:39:29,000 How is that possible? 846 00:39:29,120 --> 00:39:32,320 - Are you booking all the sales? - Yes, sir. 847 00:39:32,440 --> 00:39:34,760 In a business with a high margin, you're incurring a loss. 848 00:39:34,840 --> 00:39:37,360 Sir, we're launching new products monthly. 849 00:39:37,440 --> 00:39:39,000 We launched hoodies recently. 850 00:39:39,120 --> 00:39:41,880 Who is paying for that? On Rs 2.5 crores, 851 00:39:41,960 --> 00:39:44,160 you're incurring an annual loss of Rs 10 to 12 lakhs. 852 00:39:44,240 --> 00:39:45,520 How much cash flow has been utilised? 853 00:39:45,520 --> 00:39:47,320 I've invested around Rs 2.5 to 3 crores, sir. 854 00:39:47,400 --> 00:39:48,680 Have you invested all the money? 855 00:39:48,800 --> 00:39:52,120 Sir, we took a loan from our friends in February. 856 00:39:52,280 --> 00:39:53,760 Loan? How much is the loan? 857 00:39:53,840 --> 00:39:56,560 Sir, it's around Rs 2.5 to Rs 3 crores. 858 00:39:56,680 --> 00:39:57,560 What is the interest? 859 00:39:57,680 --> 00:39:59,240 Sir, we've given them equity. 860 00:39:59,360 --> 00:40:00,880 Then, it's not a loan. 861 00:40:01,080 --> 00:40:06,160 Sir, we have a clause that if they exit in five years 862 00:40:06,280 --> 00:40:08,880 and I cannot do it, 863 00:40:08,960 --> 00:40:12,480 I will repay the loan in five years. 864 00:40:20,880 --> 00:40:22,560 - Angel has 10 per cent. - Okay. 865 00:40:22,680 --> 00:40:25,040 Akash Sinha has 15 per cent. 866 00:40:25,120 --> 00:40:26,800 - He lent you the money. - Yes. 867 00:40:26,920 --> 00:40:28,960 - How much did he lend you? Rs 2.5 crores? - Rs 1.5 crore. 868 00:40:28,960 --> 00:40:31,800 Aditya Choudhary lent Rs 1.5 crore. He has 15 per cent. 869 00:40:31,880 --> 00:40:33,560 But that comes up to Rs 3 crores. 870 00:40:33,640 --> 00:40:34,840 You said the loan was Rs 2.5 crores. 871 00:40:34,880 --> 00:40:36,160 Sir, the loan is of Rs 3 crores. 872 00:40:36,200 --> 00:40:38,960 I cannot understand how this business is incurring a loss. 873 00:40:39,040 --> 00:40:40,520 Sir, the loss, er... 874 00:40:41,880 --> 00:40:44,680 - You've worked for 20 years. - Yes. 875 00:40:44,800 --> 00:40:46,480 Apparel is a high-margin business. 876 00:40:46,600 --> 00:40:48,760 - Yes. - Do you have enough savings to run the family? 877 00:40:48,840 --> 00:40:53,680 Sir, I sold it off last year. 878 00:40:53,960 --> 00:40:55,560 - What? - My house. 879 00:40:55,640 --> 00:40:57,400 - To run this business? - Yes, sir. 880 00:41:03,360 --> 00:41:05,280 A part of it was saving, and a part was the flat. 881 00:41:06,480 --> 00:41:08,560 Mr Vinish, 882 00:41:09,160 --> 00:41:10,560 let me tell you a couple of things. 883 00:41:12,320 --> 00:41:16,160 You know your observation powers and instincts are good. 884 00:41:16,240 --> 00:41:19,040 In the next 10 years, 885 00:41:19,120 --> 00:41:21,600 hundreds of brands will be made in India at this pace. 886 00:41:21,680 --> 00:41:23,560 You can also do it. 887 00:41:23,880 --> 00:41:27,320 You have the passion, energy and vigour to do it. 888 00:41:27,400 --> 00:41:30,160 However, you say yes to everything. 889 00:41:31,120 --> 00:41:33,560 You said you were size-inclusive, 890 00:41:33,640 --> 00:41:35,480 casual, street, active, etc. 891 00:41:35,560 --> 00:41:37,680 Angel said, 'Whatever you want, we have.' 892 00:41:37,800 --> 00:41:40,760 You can do this after it's a famous brand. 893 00:41:40,840 --> 00:41:43,640 But when starting in a competitive field, 894 00:41:43,800 --> 00:41:47,440 brands are built by refusing several things, 895 00:41:47,920 --> 00:41:50,400 not by agreeing to make thousands of things. 896 00:41:50,640 --> 00:41:52,080 When you are operating on a smaller scale, 897 00:41:52,120 --> 00:41:53,680 you must stick to a niche 898 00:41:53,760 --> 00:41:55,840 and agree to do very few things. 899 00:41:55,960 --> 00:41:58,360 That's how every top brand was made in the world. 900 00:41:58,440 --> 00:42:01,360 The risk you're taking right now 901 00:42:01,680 --> 00:42:03,720 can be perilous. 902 00:42:03,920 --> 00:42:05,840 Fashion businesses die 903 00:42:05,920 --> 00:42:08,280 primarily because of SKUs and inventory. 904 00:42:08,360 --> 00:42:09,680 This is becoming a big capital, 905 00:42:09,760 --> 00:42:12,280 high-efficiency tech game. 906 00:42:12,400 --> 00:42:14,600 - Yes. - But you're doing it the traditional way. 907 00:42:14,680 --> 00:42:16,800 It will continue to increase your loan 908 00:42:17,040 --> 00:42:19,680 and push you into a deeper problem. 909 00:42:20,000 --> 00:42:21,760 That is why I am out today. 910 00:42:21,880 --> 00:42:23,280 Your category is excellent. 911 00:42:23,440 --> 00:42:26,800 Change your approach, and you may have a chance. Good luck. 912 00:42:27,160 --> 00:42:31,320 One good thing is that you have relevant experience. 913 00:42:31,400 --> 00:42:33,080 You have some good qualities. 914 00:42:33,160 --> 00:42:36,720 You can observe and adapt. 915 00:42:37,040 --> 00:42:38,480 You have a fashion sense. 916 00:42:38,600 --> 00:42:40,040 The biggest problem is 917 00:42:40,120 --> 00:42:43,440 a strong hold on strategy and unit economics. 918 00:42:44,280 --> 00:42:46,040 I am not asking you to learn it. 919 00:42:46,120 --> 00:42:47,560 You need a co-founder. 920 00:42:47,640 --> 00:42:49,120 Get a strong partner 921 00:42:49,240 --> 00:42:51,120 to whom you can hand over the controls and freedom to decide 922 00:42:51,160 --> 00:42:54,760 the inventory, how to sell it and what the price should be 923 00:42:54,880 --> 00:42:56,880 while you rack your brain in designing. 924 00:42:57,480 --> 00:43:00,600 You have to tie the knot to avoid taking any more loans. 925 00:43:00,720 --> 00:43:02,960 - Sir, that is the aim. - This can only turn around 926 00:43:03,040 --> 00:43:05,680 with zero loans and a strong partner. 927 00:43:05,760 --> 00:43:08,440 Otherwise, it can be risky. 928 00:43:08,680 --> 00:43:11,160 Okay. I am out for now. Best of luck. 929 00:43:12,040 --> 00:43:15,480 Vinish, Angel, the biggest problem with fashion 930 00:43:15,560 --> 00:43:19,560 and why many venture capitalists avoid it 931 00:43:19,760 --> 00:43:22,760 has always been inventory and working capital. 932 00:43:22,880 --> 00:43:24,600 You're also struggling with that. 933 00:43:24,680 --> 00:43:26,440 In my opinion, 934 00:43:26,520 --> 00:43:30,280 investing in a non-tech-based fast fashion company 935 00:43:30,360 --> 00:43:31,840 in season four is a risk. 936 00:43:31,920 --> 00:43:35,000 So, I won't invest in it. Best of luck. 937 00:43:35,640 --> 00:43:38,360 At this moment, 938 00:43:38,520 --> 00:43:40,280 you have risked everything 939 00:43:40,360 --> 00:43:42,360 - for Go Devil. - Yes, absolutely. 940 00:43:42,480 --> 00:43:44,920 So, Go Devil must work. 941 00:43:45,440 --> 00:43:46,520 Yes, sir. 942 00:43:46,880 --> 00:43:47,960 It will work, sir. 943 00:43:49,280 --> 00:43:50,480 100 per cent, sir. 944 00:43:50,640 --> 00:43:52,960 Do you ever get scared by the thought of it not working? 945 00:43:53,040 --> 00:43:56,120 No, sir. I am beyond that fear, sir. 946 00:43:56,720 --> 00:43:58,080 I believe 947 00:43:58,680 --> 00:44:00,880 you become emotional 948 00:44:00,960 --> 00:44:03,520 when you enter a new business. 949 00:44:03,600 --> 00:44:05,040 In that emotion 950 00:44:05,120 --> 00:44:07,320 and your passion for that business, 951 00:44:07,560 --> 00:44:10,160 you miss out on some details. 952 00:44:10,520 --> 00:44:14,080 Then, you claim the market was terrible 953 00:44:14,160 --> 00:44:16,320 and restart. 954 00:44:16,400 --> 00:44:17,840 Nothing's wrong with restarting. 955 00:44:17,920 --> 00:44:20,760 All of us have restarted at some point. 956 00:44:21,280 --> 00:44:25,840 But this has entered a dangerous zone. 957 00:44:26,920 --> 00:44:29,680 Yours is a high-design risk business. 958 00:44:29,920 --> 00:44:34,360 If one collection or season of yours doesn't work, 959 00:44:35,200 --> 00:44:37,000 it will pull your company down. 960 00:44:38,640 --> 00:44:42,000 As no provisions have been taken in the P&L, 961 00:44:42,080 --> 00:44:45,040 we don't know how much the inventory write-off 962 00:44:52,000 --> 00:44:54,880 to face that hit? 963 00:44:54,960 --> 00:44:56,680 For these reasons, I am out today. 964 00:44:59,080 --> 00:45:01,160 - Angel, what do you want to do? - Yes? 965 00:45:01,240 --> 00:45:03,880 I'll join the brand after college. 966 00:45:03,960 --> 00:45:06,720 - Okay, very nice. Help him out. - I will. 967 00:45:06,800 --> 00:45:08,280 Your designs are amazing. 968 00:45:08,360 --> 00:45:09,960 You're helping your dad out. 969 00:45:10,080 --> 00:45:12,680 Your dad did great. The pitch was excellent. 970 00:45:12,760 --> 00:45:15,360 You've developed a brand with great designs. 971 00:45:15,440 --> 00:45:17,280 The feel was good. 972 00:45:17,400 --> 00:45:20,400 He's done a wonderful job in creating this brand. 973 00:45:20,480 --> 00:45:21,880 He's a rock star. 974 00:45:21,960 --> 00:45:23,720 Vinish, you've created a fantastic brand. 975 00:45:23,800 --> 00:45:25,920 - Thank you, sir. - Go Devil is good and has a vibe. 976 00:45:26,120 --> 00:45:28,560 When you start talking, you bat in the front foot. 977 00:45:28,640 --> 00:45:31,920 You were rocking during the pitch. 978 00:45:32,000 --> 00:45:33,320 You were doing great. 979 00:45:33,440 --> 00:45:37,160 You needed six runs to win from the last ball. 980 00:45:37,400 --> 00:45:41,000 You went aggressive in that. But unfortunately, 981 00:45:41,240 --> 00:45:42,640 you got out there. 982 00:45:42,720 --> 00:45:44,240 Unfortunately, 983 00:45:44,320 --> 00:45:46,000 I cannot come with you right now 984 00:45:46,080 --> 00:45:49,280 because of issues with your business fundamentals. 985 00:45:49,960 --> 00:45:51,200 You have to fix those. 986 00:45:51,280 --> 00:45:53,000 - Okay. - You will do it. 987 00:45:53,080 --> 00:45:55,160 I have a feeling. 988 00:45:55,240 --> 00:45:56,880 - Please fix it. - Done, sir. 989 00:45:56,960 --> 00:46:00,600 Do what everyone has said. Angel, join him then. 990 00:46:02,320 --> 00:46:03,600 Thank you, Angel. 991 00:46:03,680 --> 00:46:05,320 - Yes. - Thank you. - Good luck, Vinish. 992 00:46:05,400 --> 00:46:07,400 It was nice meeting you. Best of luck. 993 00:46:17,480 --> 00:46:19,480 I will also take 994 00:46:19,640 --> 00:46:22,360 their words positively. 995 00:46:22,440 --> 00:46:25,000 I will implement it in the future 996 00:46:25,080 --> 00:46:28,600 to improve the brand. 997 00:46:28,680 --> 00:46:31,680 Hello, Vinish and Angel. I saw your pitch. 998 00:46:31,800 --> 00:46:34,840 I enjoyed watching it. I love your brand. 999 00:46:38,440 --> 00:46:42,520 ...people might be exclaiming that you're carrying something good. 1000 00:46:42,880 --> 00:46:44,240 - Yeah. - Isn't it? 1001 00:46:44,320 --> 00:46:47,600 What's the use of a brand if it's not turning heads? 1002 00:46:47,760 --> 00:46:49,320 Exactly! 1003 00:46:49,400 --> 00:46:51,280 Spoken like a true Delhite. 1004 00:46:51,400 --> 00:46:53,480 - We wear them so people will notice us. - Of course! 1005 00:46:54,440 --> 00:46:55,880 I watched your pitch. 1006 00:46:55,960 --> 00:46:59,000 I will wear your products. 1007 00:46:59,160 --> 00:47:01,840 I was wondering how to accessorise myself. 1008 00:47:01,920 --> 00:47:03,400 I opened Swiggy Instamart 1009 00:47:03,480 --> 00:47:06,080 and ordered smart wearables for myself. 1010 00:47:06,160 --> 00:47:07,440 I ordered some smart watches. 1011 00:47:07,520 --> 00:47:09,400 It's here in ten minutes. 1012 00:47:09,800 --> 00:47:10,920 Thank you so much. 1013 00:47:11,200 --> 00:47:12,960 As you have a good fashion sense, 1014 00:47:13,040 --> 00:47:14,480 I want to ask you something. 1015 00:47:14,720 --> 00:47:18,720 I'll wear your clothes and put on these accessories. 1016 00:47:18,800 --> 00:47:21,320 What should I do to complete my look 1017 00:47:21,400 --> 00:47:22,560 and bring that swag? 1018 00:47:22,640 --> 00:47:24,560 You should add perfume to it. 1019 00:47:24,640 --> 00:47:25,880 Perfume! 1020 00:47:25,960 --> 00:47:28,320 I'll order it from Swiggy Instamart. It'll be here in ten minutes. 1021 00:47:28,360 --> 00:47:30,920 You can also change your style statement. 1022 00:47:31,040 --> 00:47:33,160 Open Swiggy Instamart and order now. 1023 00:47:33,720 --> 00:47:36,280 Only pitchers don't profit from Sharks deals. 1024 00:47:36,400 --> 00:47:38,920 You have a chance, too. A golden opportunity. 1025 00:47:39,160 --> 00:47:41,640 Look. I am a good host. I'm giving some inside information. 1026 00:47:53,560 --> 00:47:55,320 What are you waiting for? Go now. 1027 00:47:55,400 --> 00:47:57,040 Lenskart application or lenskart.com! 1028 00:47:58,640 --> 00:48:00,840 [theme music playing] 1029 00:48:22,480 --> 00:48:24,040 - Namaste, sir! - Namaste! 1030 00:48:24,120 --> 00:48:25,760 My name is Bharat Khatri. 1031 00:48:28,040 --> 00:48:30,320 To remind you 1032 00:48:30,400 --> 00:48:32,480 that the world is going bald! 1033 00:48:32,560 --> 00:48:34,960 [laughing] 1034 00:48:37,480 --> 00:48:40,680 Hair fall 1035 00:48:41,040 --> 00:48:42,880 and greying of hair 1036 00:48:42,960 --> 00:48:45,880 are like a nightmare. 1037 00:48:46,240 --> 00:48:50,880 It shatters our confidence! 1038 00:48:52,920 --> 00:48:54,720 One primary reason for this 1039 00:48:54,800 --> 00:48:59,040 is that many people don't read the ingredient list of shampoos. 1040 00:48:59,120 --> 00:49:01,320 Upon reading it, they will know 1041 00:49:01,400 --> 00:49:04,800 that shampoos contain parabens, sulphates, 1042 00:49:04,920 --> 00:49:07,800 and many other chemicals and preservatives 1043 00:49:07,880 --> 00:49:12,000 that are harmful to hair. 1044 00:49:12,080 --> 00:49:14,920 Have you ever noticed our grandma's 1045 00:49:15,000 --> 00:49:17,000 or ancestor's hair? 1046 00:49:17,160 --> 00:49:20,720 They used to be so black, thick and healthy. 1047 00:49:20,840 --> 00:49:22,720 That's because 1048 00:49:22,800 --> 00:49:24,240 they've only used 1049 00:49:24,320 --> 00:49:27,040 natural products and Ayurveda for centuries. 1050 00:49:27,480 --> 00:49:29,280 Inspired by that, 1051 00:49:29,360 --> 00:49:32,480 I have launched the brand Havintha. 1052 00:49:32,720 --> 00:49:35,760 Havintha is a 100 per cent 1053 00:49:35,840 --> 00:49:38,320 natural hair and skincare brand 1054 00:49:54,960 --> 00:49:56,880 It's very easy to make. 1055 00:49:57,000 --> 00:49:59,360 I'll make it for you. 1056 00:50:00,600 --> 00:50:03,280 Take enough powder 1057 00:50:03,360 --> 00:50:05,520 according to the length of your hair. 1058 00:50:06,040 --> 00:50:09,880 Then, mix half a glass of water. 1059 00:50:09,960 --> 00:50:14,200 After mixing it, let it settle for five to ten minutes. 1060 00:50:14,920 --> 00:50:17,480 It will look something like this. 1061 00:50:17,600 --> 00:50:20,880 Apply this paste to your hair, massage it, 1062 00:50:20,960 --> 00:50:23,640 and wash it off. It's that simple! 1063 00:50:23,720 --> 00:50:25,640 Give us a demo on Vineeta. 1064 00:50:26,520 --> 00:50:30,640 Sharks, more than 10 lakh people 1065 00:50:30,760 --> 00:50:33,920 - have received Havintha's products. - Wow! 1066 00:50:34,000 --> 00:50:38,280 Team Havintha has spent close to nothing on marketing. 1067 00:50:38,360 --> 00:50:40,520 Yet, it has achieved this growth 1068 00:50:40,600 --> 00:50:42,760 with word of mouth. 1069 00:50:42,840 --> 00:50:44,240 Our goal is 1070 00:50:44,360 --> 00:50:48,040 to turn this into a 500-crore company 1071 00:50:48,120 --> 00:50:49,240 - in the next five years. - Great! 1072 00:50:49,280 --> 00:50:53,000 So, sharks, one of the reasons for hair fall is stress. 1073 00:50:53,480 --> 00:50:56,400 If I don't get this deal, I might get it, too. 1074 00:50:56,520 --> 00:50:58,520 [laughing] 1075 00:51:01,240 --> 00:51:03,200 So quickly, give me 1076 00:51:03,320 --> 00:51:05,880 50 lakhs for 2 per cent equity. 1077 00:51:12,120 --> 00:51:13,360 Where are you from? 1078 00:51:13,440 --> 00:51:14,640 Indore. 1079 00:51:24,280 --> 00:51:25,800 What does Havintha mean? 1080 00:51:25,880 --> 00:51:27,960 Havintha means 1081 00:51:28,160 --> 00:51:29,640 the bridge of relations. 1082 00:51:34,560 --> 00:51:36,360 [laughing] 1083 00:51:38,640 --> 00:51:40,560 Bharat, the logo 1084 00:51:40,640 --> 00:51:43,560 on top of Havintha, 1085 00:51:43,640 --> 00:51:47,280 looks a little like the tree 1086 00:51:47,520 --> 00:51:49,040 of hemp or cannabis. 1087 00:51:49,200 --> 00:51:51,880 Yes. These leaves give people the idea of it being natural. 1088 00:51:52,440 --> 00:51:54,600 Brother, do you know cannabis? 1089 00:51:54,720 --> 00:51:57,160 - People smoke it. - Yes! 1090 00:51:57,280 --> 00:51:59,160 It is a plant by itself. 1091 00:51:59,240 --> 00:52:02,000 Do you know that? It looks like that. 1092 00:52:02,080 --> 00:52:03,840 Have you done it intentionally? That's his question. 1093 00:52:03,880 --> 00:52:05,000 No. 1094 00:52:05,680 --> 00:52:07,000 [laughing] 1095 00:52:07,680 --> 00:52:09,080 How did Havintha begin? 1096 00:52:09,160 --> 00:52:11,280 I used to suffer from hair fall. 1097 00:52:11,400 --> 00:52:12,760 I was always interested in this. 1098 00:52:12,840 --> 00:52:13,920 Which year was that in? 1099 00:52:14,040 --> 00:52:16,720 - Around 2016-17. - I see. 1100 00:52:16,840 --> 00:52:19,400 - Can you show your products? - Yes, for sure. 1101 00:52:20,200 --> 00:52:21,840 This one... 1102 00:52:21,920 --> 00:52:23,120 No, bring it here. 1103 00:52:23,200 --> 00:52:25,240 - Should we come, or will you get it? - You can come. 1104 00:52:25,280 --> 00:52:27,520 - Okay. - He won't move now. 1105 00:52:28,920 --> 00:52:30,800 [theme music playing] 1106 00:52:32,040 --> 00:52:34,400 That is our fenugreek powder shampoo. 1107 00:52:34,480 --> 00:52:35,680 It's your main product. 1108 00:52:35,800 --> 00:52:38,240 That's our new packaging, a jar. 1109 00:52:40,520 --> 00:52:41,520 Around 1.5 months. 1110 00:52:41,600 --> 00:52:45,040 But your hair is so thick. It has improved a lot. 1111 00:52:45,120 --> 00:52:46,560 - Show your hair. - Yes. 1112 00:52:58,720 --> 00:53:01,040 These are powders, 1113 00:53:01,120 --> 00:53:03,480 like fenugreek, Indian gooseberry, Soapnut, etc. 1114 00:53:03,560 --> 00:53:07,160 Our grandparents used this. 1115 00:53:07,640 --> 00:53:10,280 In the last ten years, 1116 00:53:10,360 --> 00:53:13,280 people want liquid shampoos because they want ease. 1117 00:53:13,360 --> 00:53:14,920 Are there people in India 1118 00:53:15,000 --> 00:53:17,400 who will mix before using? 1119 00:53:17,480 --> 00:53:18,480 Yes, there are. 1120 00:53:18,560 --> 00:53:21,240 One with hair issues 1121 00:53:21,360 --> 00:53:23,680 can spare five minutes for oneself. 1122 00:53:23,840 --> 00:53:26,840 - They can use this product. - That's true. 1123 00:53:27,520 --> 00:53:29,360 Did you do this alone? 1124 00:53:29,440 --> 00:53:30,680 Are you interested in Ayurveda? 1125 00:53:30,720 --> 00:53:32,120 I am interested in it. 1126 00:53:32,240 --> 00:53:33,680 I did it alone in the beginning. 1127 00:53:33,760 --> 00:53:35,480 Gradually, I built a team. 1128 00:53:35,560 --> 00:53:37,120 Do you get this manufactured? 1129 00:53:37,200 --> 00:53:39,000 No, we manufacture it ourselves. 1130 00:53:39,080 --> 00:53:41,480 Do you have a video of your manufacturing facility? 1131 00:53:42,480 --> 00:53:45,000 - Is it in Indore? - Yes, it is. 1132 00:53:45,720 --> 00:53:48,840 Indian gooseberries and soap nuts are in their crude form. 1133 00:53:48,960 --> 00:53:50,720 That's the mixing machine. 1134 00:53:50,800 --> 00:53:53,040 That's how the packing is done. 1135 00:53:53,440 --> 00:53:56,360 Then, 50 pieces are put in boxes 1136 00:53:56,440 --> 00:53:59,240 and sent to Amazon's FBA. 1137 00:53:59,320 --> 00:54:01,840 Did you get this money from your parents? 1138 00:54:01,920 --> 00:54:02,920 No, sir. 1139 00:54:03,000 --> 00:54:07,360 I started this business by using my credit card limit of Rs 22,000. 1140 00:54:07,480 --> 00:54:08,760 - Wow! - Amazing! 1141 00:54:08,840 --> 00:54:12,600 Did you figure out everything 1142 00:54:12,840 --> 00:54:14,200 Did you understand all this 1143 00:54:14,280 --> 00:54:18,120 - on your own? - Yes, sir. I had good knowledge of computers from before. 1144 00:54:18,240 --> 00:54:22,160 I went on reading from Google and then I did the listing. 1145 00:54:22,240 --> 00:54:24,560 How did you find out what pricing should be done? 1146 00:54:24,680 --> 00:54:26,480 How to do the marketing design, 1147 00:54:26,600 --> 00:54:29,240 and what name to give? 'Our truthness, Nature's goodness.' 1148 00:54:29,320 --> 00:54:30,800 How did you do all this by yourself? 1149 00:54:30,880 --> 00:54:34,120 - I mean... - All this happened over time, not overnight. 1150 00:54:34,920 --> 00:54:36,400 How big is your business now? 1151 00:54:36,520 --> 00:54:38,320 Last year's sale was five crores. 1152 00:54:39,080 --> 00:54:40,600 - Oh, wow. - And this year? 1153 00:54:40,680 --> 00:54:42,680 This year we will touch seven to eight crores. 1154 00:54:47,080 --> 00:54:48,480 And what was the profit in that? 1155 00:54:48,560 --> 00:54:51,240 Our profit was 14 lakhs. 1156 00:54:51,440 --> 00:54:52,640 - Wow. - Wow. 1157 00:54:52,760 --> 00:54:54,200 Superb, Bharat. 1158 00:54:54,320 --> 00:54:56,720 Bharat Khatri from Indore, you're amazing. 1159 00:54:57,880 --> 00:54:59,480 And do you sell everything online? 1160 00:54:59,560 --> 00:55:01,160 Yes, we sell it online. 1161 00:55:04,600 --> 00:55:07,080 Our customers were marketing our products. 1162 00:55:07,200 --> 00:55:08,560 What is your rating on Amazon? 1163 00:55:08,640 --> 00:55:09,840 It is four plus 1164 00:55:09,920 --> 00:55:12,640 with 9,000 reviews. And on Flipkart 1165 00:55:12,840 --> 00:55:16,080 there are more than 23,000 reviews with 4.2 rating. 1166 00:55:18,920 --> 00:55:21,040 We have around 20% repeat rate. 1167 00:55:21,120 --> 00:55:22,280 Isn't that less? 1168 00:55:22,360 --> 00:55:24,520 The customer buys from different marketplace 1169 00:55:24,600 --> 00:55:27,480 each time, we are not able to get the exact data. 1170 00:55:27,560 --> 00:55:29,480 Please tell me your revenue, year-wise. 1171 00:55:29,560 --> 00:55:31,480 In 2019-20 it was 50 lakhs. 1172 00:55:31,560 --> 00:55:34,200 In 2020-21 it was 77 lakhs. 1173 00:55:34,520 --> 00:55:38,160 In 2021-22 it was 3.1 crores. 1174 00:55:38,240 --> 00:55:39,360 Wow. 1175 00:55:40,280 --> 00:55:43,640 In 2022-23 it was 4.1 crores. 1176 00:55:43,760 --> 00:55:47,160 And in the last year, 2023-24 it is five crores. 1177 00:55:47,240 --> 00:55:49,120 This year it will be seven crores. 1178 00:55:49,200 --> 00:55:52,400 How much PAT did you get from five crores? 1179 00:55:52,560 --> 00:55:54,880 What was the 'Profit after tax, ' and EBITDA? 1180 00:55:54,960 --> 00:55:59,560 Our profit was around 1.2 crores. 1181 00:56:00,200 --> 00:56:02,800 - I will tell you the EBITDA. - Okay. 1182 00:56:02,880 --> 00:56:06,240 We sell the product at Rs 251. 1183 00:56:06,320 --> 00:56:09,720 In which the cost of production is Rs 60. 1184 00:56:10,240 --> 00:56:13,840 Shipping and commission comes to Rs 108. 1185 00:56:14,080 --> 00:56:18,240 The gross profit is Rs 90. 1186 00:56:18,600 --> 00:56:23,280 Salary and other expenses are Rs 26. 1187 00:56:23,440 --> 00:56:25,880 Finally, EBITDA is at Rs 57. 1188 00:56:25,960 --> 00:56:28,440 - Okay, how much income tax did you pay? - 37 lakhs. 1189 00:56:33,400 --> 00:56:35,080 About reducing the tax or not paying it. 1190 00:56:35,200 --> 00:56:38,000 What made you pay the entire tax? 1191 00:56:39,120 --> 00:56:40,720 We have to pay that. 1192 00:56:40,800 --> 00:56:44,200 Because after so many sales and profit, that tax has to be paid. 1193 00:56:44,640 --> 00:56:46,080 Your concepts are 1194 00:56:46,160 --> 00:56:48,560 - absolutely simple and straight. - Very true. 1195 00:56:49,360 --> 00:56:50,400 Tell me something. 1196 00:56:50,520 --> 00:56:54,280 Tell me the truth. Are you fooling us or is this the truth? 1197 00:56:56,080 --> 00:56:57,760 No, come on... What are you saying? 1198 00:56:57,840 --> 00:56:59,200 No, sir. You have a look at it yourself. 1199 00:56:59,240 --> 00:57:01,320 You can check. Our firm is audited. 1200 00:57:01,840 --> 00:57:03,480 It's an actual proprietorship. 1201 00:57:03,560 --> 00:57:05,640 - It's a proprietorship. - It's a proprietorship now. 1202 00:57:05,720 --> 00:57:07,760 Are you facing any problems in running the business? 1203 00:57:07,840 --> 00:57:09,720 There are problems in marketing, 1204 00:57:09,840 --> 00:57:11,480 because we are not doing any marketing. 1205 00:57:11,560 --> 00:57:12,920 10 lakh people have purchased the products. 1206 00:57:12,960 --> 00:57:14,760 How are they coming without any marketing? 1207 00:57:14,800 --> 00:57:16,480 Word of mouth cannot lead to so many sales. 1208 00:57:17,240 --> 00:57:18,360 From the reviews that we get 1209 00:57:18,440 --> 00:57:20,000 and when you search on Google 1210 00:57:20,120 --> 00:57:22,080 for natural shampoo, our product is on the top. 1211 00:57:22,160 --> 00:57:24,320 Please type natural shampoo on this. 1212 00:57:24,920 --> 00:57:26,320 You're a genius. 1213 00:57:28,120 --> 00:57:30,440 - These are our products. - You said there are many reviews. 1214 00:57:30,480 --> 00:57:31,960 Let's have a look at them. 1215 00:57:32,240 --> 00:57:34,640 'It works very well, not one-night magic.' 1216 00:57:34,760 --> 00:57:36,920 'If you have a major hair problem, it takes some time, 1217 00:57:36,960 --> 00:57:39,040 three to four hair washes to control the problem. 1218 00:57:39,320 --> 00:57:41,040 Product is just great. 1219 00:57:41,840 --> 00:57:43,440 [upbeat music playing] 1220 00:57:44,680 --> 00:57:46,560 Have you got the product tested? 1221 00:57:47,000 --> 00:57:48,680 Yes, we have a lab test report. 1222 00:57:48,760 --> 00:57:50,120 It's 100% natural 1223 00:57:50,200 --> 00:57:53,720 and there are no chemicals, paraben, sulphate or preservatives. 1224 00:57:54,800 --> 00:57:56,480 What is the science of hair fall? 1225 00:57:56,560 --> 00:57:58,040 Why does it happen? 1226 00:57:58,280 --> 00:58:00,320 And how is it stopped? 1227 00:58:01,600 --> 00:58:03,440 Hairfall... 1228 00:58:04,080 --> 00:58:06,560 There's something called DHT... 1229 00:58:06,640 --> 00:58:07,640 What is DHT? 1230 00:58:07,800 --> 00:58:10,440 - I don't remember the full form. - But what is it? 1231 00:58:10,840 --> 00:58:12,880 - DHT is a hormone. - Okay. Then? 1232 00:58:12,960 --> 00:58:15,760 That causes hair fall. Along with that stress causes hair fall. 1233 00:58:15,840 --> 00:58:19,320 Then there's pollution and many other reasons. 1234 00:58:19,440 --> 00:58:22,280 How is your formulation working on it? 1235 00:58:22,360 --> 00:58:24,600 Actually, the 'Shikakai' or soap pod 1236 00:58:24,760 --> 00:58:27,080 helps to grow hair naturally. 1237 00:58:27,160 --> 00:58:29,720 What is the meaning of the natural way? Please help us understand. 1238 00:58:29,720 --> 00:58:33,200 - How does it work? - The quality of the ingredient 1239 00:58:33,280 --> 00:58:35,120 is such that it helps. 1240 00:58:35,200 --> 00:58:37,680 You must have thought of a process about what ingredients to add. 1241 00:58:37,720 --> 00:58:41,120 We did a lot of research. It is written in several places. 1242 00:58:41,360 --> 00:58:42,960 What about how much quantity of each ingredient, you have to add? 1243 00:58:42,960 --> 00:58:46,760 We tried different proportions and arrived at our formula. 1244 00:58:46,840 --> 00:58:48,880 What is your qualification in Ayurveda? 1245 00:58:48,960 --> 00:58:50,840 I'm a BCom graduate by qualification. 1246 00:58:50,920 --> 00:58:53,520 - Do you have an Ayurveda doctor? - No. 1247 00:58:53,760 --> 00:58:54,760 Then how did you make it? 1248 00:58:54,800 --> 00:58:57,280 When you don't have an Ayurvedic qualification 1249 00:58:57,360 --> 00:58:59,800 nor do you have anyone certified in Ayurveda, 1250 00:59:00,040 --> 00:59:02,680 the claims that you are making about your products, 1251 00:59:02,760 --> 00:59:03,760 that it does so and so, 1252 00:59:03,840 --> 00:59:05,440 grows the hair, 1253 00:59:05,520 --> 00:59:07,840 how do you know when you don't have the qualifications? 1254 00:59:09,040 --> 00:59:10,800 We have tried it ourselves. That's how we know it. 1255 00:59:10,800 --> 00:59:12,640 The result is before us. 1256 00:59:12,720 --> 00:59:14,880 - That's how. - You would want the result to come. 1257 00:59:14,960 --> 00:59:16,200 Because you're selling it. 1258 00:59:18,000 --> 00:59:20,200 Have you taken any certificates? 1259 00:59:20,280 --> 00:59:22,600 From a government body. 1260 00:59:22,880 --> 00:59:24,440 We have an AYUSH license. 1261 00:59:25,320 --> 00:59:27,920 If you get an offer from any of us here, 1262 00:59:28,000 --> 00:59:30,200 then you'll have to make this into a private limited company. 1263 00:59:30,200 --> 00:59:34,360 I'm aware that we cannot scale without making it into a private limited company. 1264 00:59:34,440 --> 00:59:38,400 And we'll have to dilute more equity going forward. 1265 00:59:38,840 --> 00:59:41,760 How did you get the idea to make it into a 500 crore company? 1266 00:59:41,840 --> 00:59:45,080 I know that in India the beauty market 1267 00:59:45,440 --> 00:59:46,800 is at 3,000 crores. 1268 00:59:46,880 --> 00:59:49,400 - Is the beauty market at 3,000 crores? - Yes. 1269 00:59:49,400 --> 00:59:51,680 - Who told you that? - I checked on Google. 1270 00:59:51,760 --> 00:59:53,680 It's much bigger than 3,000. 1271 00:59:54,160 --> 00:59:56,680 Anyway, I'm not able to understand anything. 1272 01:00:03,240 --> 01:00:06,360 ...and you want to make a business of 500 crores in the next few years, 1273 01:00:06,720 --> 01:00:09,000 so will you... Let's say the beauty market grows 1274 01:00:09,080 --> 01:00:11,800 will you take 10% or 20% of the beauty market? 1275 01:00:12,440 --> 01:00:13,560 No, I cannot take that much. 1276 01:00:13,600 --> 01:00:16,320 Then how will you become a 500-crore company in a 3,000 crore market? 1277 01:00:16,360 --> 01:00:17,480 I think I made a mistake. 1278 01:00:17,560 --> 01:00:18,840 This is not a mistake, boss. 1279 01:00:19,680 --> 01:00:22,400 You're unable to understand 1280 01:00:22,480 --> 01:00:24,840 the small things, but how did you 1281 01:00:25,000 --> 01:00:27,640 start the business, understand how much money to invest, 1282 01:00:27,760 --> 01:00:30,200 and how to make and sell the products? 1283 01:00:30,280 --> 01:00:31,440 Something is odd here. 1284 01:00:31,520 --> 01:00:33,280 There's nothing like that, sir. 1285 01:00:33,360 --> 01:00:35,640 I don't know what it is, but good luck. I'm out. 1286 01:00:35,720 --> 01:00:36,800 Thank you, sir. 1287 01:00:39,920 --> 01:00:41,680 - Mr Bharat... - Sorry, this last one... 1288 01:00:41,800 --> 01:00:43,720 In this 'Methi Dana' shampoo, fenugreek seeds 1289 01:00:43,720 --> 01:00:45,800 are not the largest percentage of ingredients. 1290 01:00:46,040 --> 01:00:47,720 Fenugreek seeds... 1291 01:00:48,480 --> 01:00:49,960 It is the largest in percentage. 1292 01:00:50,040 --> 01:00:53,760 Okay, but do you know as per law, the ingredients 1293 01:00:53,880 --> 01:00:56,240 should be displayed from highest per cent to lowest per cent 1294 01:00:56,280 --> 01:00:57,600 on the pack. It's mandatory. 1295 01:00:57,680 --> 01:01:01,160 Actually, the weight of fenugreek seeds is very less. 1296 01:01:01,240 --> 01:01:03,680 And soap pod is more. That's the reason. 1297 01:01:03,760 --> 01:01:05,120 You've added gooseberry. 1298 01:01:06,880 --> 01:01:08,280 We have added gooseberries. 1299 01:01:08,400 --> 01:01:09,200 [laughing] 1300 01:01:09,280 --> 01:01:10,360 That's it. 1301 01:01:10,560 --> 01:01:13,680 Because in this soap pod is second last. 1302 01:01:13,760 --> 01:01:17,920 - You should print the ingredient which is highest, - Correct. 1303 01:01:18,000 --> 01:01:20,200 - First. That's the law. - Do you know this rule or not? 1304 01:01:20,240 --> 01:01:21,080 Do you know this rule? 1305 01:01:21,160 --> 01:01:23,000 - If you don't know, say it. - I didn't know. 1306 01:01:23,080 --> 01:01:24,360 You don't know, right? Okay, then. 1307 01:01:24,400 --> 01:01:26,080 But this is a mandatory rule of the FDA. 1308 01:01:26,160 --> 01:01:28,360 There's no question of rules here, look... 1309 01:01:28,440 --> 01:01:32,960 Mr Bharat, I think an entrepreneur's life 1310 01:01:33,560 --> 01:01:34,760 is like a book. 1311 01:01:34,840 --> 01:01:37,960 Different people will come in different chapters and judge you. 1312 01:01:38,680 --> 01:01:42,160 In some things your understanding is less, your knowledge is less. 1313 01:01:45,680 --> 01:01:47,480 Whatever you've done, is great. 1314 01:01:47,560 --> 01:01:49,440 I did not find anything 1315 01:01:49,520 --> 01:01:51,600 that you're lying 1316 01:01:52,080 --> 01:01:53,440 or you're not answering properly. 1317 01:01:53,520 --> 01:01:54,720 I trust you. 1318 01:01:55,120 --> 01:01:56,440 - Thank you, sir. - But... 1319 01:01:56,880 --> 01:02:00,520 I think the way your structure is now 1320 01:02:00,840 --> 01:02:02,000 for the proprietorship, 1321 01:02:02,080 --> 01:02:03,480 I cannot invest in this. 1322 01:02:03,600 --> 01:02:04,920 I can't even if I want to. 1323 01:02:05,800 --> 01:02:08,040 So, whenever you want to convert, 1324 01:02:08,160 --> 01:02:09,680 reach out to me. 1325 01:02:09,760 --> 01:02:11,800 - It's not tough to reach me. - Yes, sir. 1326 01:02:11,880 --> 01:02:13,320 I will surely meet you again. 1327 01:02:13,400 --> 01:02:16,040 And the revenue trajectory that you have shown us, 1328 01:02:16,160 --> 01:02:18,440 if it stays that way, I will surely invest. 1329 01:02:18,640 --> 01:02:21,680 But today, I'm out. Wish you all the best. 1330 01:02:21,760 --> 01:02:23,560 I'm very happy to meet you. 1331 01:02:23,640 --> 01:02:24,640 Thank you, sir. 1332 01:02:30,280 --> 01:02:31,880 ...then we will not get a lot of data. 1333 01:02:32,480 --> 01:02:34,720 I'm not comfortable with this. 1334 01:02:34,800 --> 01:02:38,280 - Okay. - But you've made the business super-profitable ground up, 1335 01:02:38,520 --> 01:02:40,560 - that's very impressive. Best of luck. - Thank you. 1336 01:02:40,960 --> 01:02:43,640 Mr Bharat, there are two things in my mind when I see you. 1337 01:02:49,360 --> 01:02:52,480 You have made a profit of 1.5 crores from a credit card loan. 1338 01:02:52,560 --> 01:02:54,720 On the other hand, I'm thinking, 1339 01:02:55,000 --> 01:02:56,640 'Who knows if all this is wrong?' 1340 01:02:58,520 --> 01:03:01,160 My mind is moving between both sides. 1341 01:03:01,760 --> 01:03:04,400 And because of this conflict, 1342 01:03:04,480 --> 01:03:06,800 unfortunately, I won't be able to invest at the moment. 1343 01:03:07,160 --> 01:03:08,240 Thank you. 1344 01:03:08,600 --> 01:03:12,000 - The biggest testimony is your customer reviews. - Yes. 1345 01:03:12,120 --> 01:03:14,400 Most people said that your products work. 1346 01:03:14,960 --> 01:03:17,680 The problem is, that it can be a copy. 1347 01:03:22,000 --> 01:03:24,080 So that Anupam feels, 'No, this is' 1348 01:03:24,160 --> 01:03:26,480 - 'a strong guy with a strong business.' - Yes, sir. 1349 01:03:26,800 --> 01:03:29,800 We have to work hard to stand in front of Anupam. 1350 01:03:29,920 --> 01:03:31,480 - Yes, sir. - Right? - Right. 1351 01:03:31,680 --> 01:03:32,840 I will give you an offer. 1352 01:03:35,600 --> 01:03:38,160 I will give you the 50 lakhs that you asked for. 1353 01:03:38,360 --> 01:03:39,960 I will take 10% equity. 1354 01:03:40,840 --> 01:03:44,400 Plus, I will take 2% royalty on your sales. 1355 01:03:44,480 --> 01:03:46,440 Like you had five crore sales this year, 1356 01:03:46,680 --> 01:03:48,560 what's 2% of that? It's 10 lakhs. 1357 01:03:48,920 --> 01:03:53,000 I will take it until I don't get 2x of my investment back. 1358 01:03:58,560 --> 01:04:00,600 - I will have to think about it. - Sure, go ahead. 1359 01:04:03,880 --> 01:04:05,120 Amazing. 1360 01:04:06,240 --> 01:04:07,360 [tense music playing] 1361 01:04:07,440 --> 01:04:08,640 You can laugh out. I know 1362 01:04:08,680 --> 01:04:11,000 - you're going to scold me. - No, how does it matter to me? 1363 01:04:15,720 --> 01:04:18,320 I would like to give you a counteroffer. 1364 01:04:19,880 --> 01:04:21,320 Oh, boss, you're full... 1365 01:04:21,400 --> 01:04:22,960 50 lakhs for 4%. 1366 01:04:24,000 --> 01:04:25,000 No royalty. 1367 01:04:25,720 --> 01:04:26,720 No royalty. 1368 01:04:27,360 --> 01:04:30,120 No. You're right on your end. 1369 01:04:30,680 --> 01:04:33,800 But the amount of work that I'll have to do with you on this, 1370 01:04:33,960 --> 01:04:35,560 to make this big 1371 01:04:35,720 --> 01:04:38,040 from my end, because I have to give my time too. 1372 01:04:38,160 --> 01:04:41,040 This will not justify the opportunity cost. 1373 01:04:41,160 --> 01:04:44,840 Sorry, this offer will not be suitable for me. 1374 01:04:44,960 --> 01:04:48,960 Because I'll have to dilute my equity in future, if I want to make a big company. 1375 01:04:49,400 --> 01:04:52,800 I think this offer is very expensive for me. 1376 01:04:52,880 --> 01:04:55,600 - Very good. - Very good. - Super, Bharat. Okay. 1377 01:04:55,920 --> 01:04:56,680 - Good luck. - Thank you. 1378 01:04:56,760 --> 01:04:57,760 - Thank you so much. - Best of luck. 1379 01:04:57,800 --> 01:05:00,000 - It was great meeting you. Well done. - Thank you, sir. 1380 01:05:01,360 --> 01:05:03,240 [theme music playing] 1381 01:05:06,360 --> 01:05:09,320 What Mr Anupam had to say, 1382 01:05:09,560 --> 01:05:12,560 he was feeling how 1383 01:05:12,640 --> 01:05:14,480 the business could be so big? 1384 01:05:14,560 --> 01:05:15,840 Whatever I have is real. 1385 01:05:15,960 --> 01:05:17,520 Everyone knows. It's visible. 1386 01:05:18,240 --> 01:05:21,720 If you sell the products to 10,000 people, 1387 01:05:21,800 --> 01:05:23,840 then there will be a few thousand who say there is a difference, 1388 01:05:23,880 --> 01:05:26,000 because they want to believe that there's a difference 1389 01:05:26,040 --> 01:05:28,560 It will make a difference to some people because of other reasons. 1390 01:05:28,560 --> 01:05:31,320 But then it became very clear 1391 01:05:31,400 --> 01:05:34,240 that the product knowledge is not fitting in. 1392 01:05:34,600 --> 01:05:35,840 Coupled with the fact 1393 01:05:35,920 --> 01:05:37,960 that the way he was answering, 1394 01:05:38,040 --> 01:05:40,400 I felt like he was deflecting many questions. 1395 01:05:40,600 --> 01:05:44,160 You cannot claim to be innocent in the name of Ayurveda. 1396 01:05:44,240 --> 01:05:48,360 See, what happens is, many of these home remedies, 1397 01:05:48,640 --> 01:05:50,960 these are passed on through the generations. 1398 01:05:51,240 --> 01:05:52,760 This is called Tribal Knowledge. 1399 01:05:52,880 --> 01:05:54,840 People know that these things work. 1400 01:05:54,920 --> 01:05:57,520 When I have a cold, I'm given a herbal tea, at home. 1401 01:05:57,600 --> 01:05:58,880 Yes, they're called grandma's remedies. 1402 01:05:58,920 --> 01:06:02,080 If I ask my wife, why she gives me this herbal tea, 1403 01:06:02,160 --> 01:06:04,200 why does it work? What is inside this? 1404 01:06:04,320 --> 01:06:09,120 What impact is it bringing in my biology, 1405 01:06:09,200 --> 01:06:10,080 she will have no idea. 1406 01:06:10,160 --> 01:06:11,240 - I completely agree. - But, 1407 01:06:11,240 --> 01:06:13,200 she also knows and I also know that it will work. 1408 01:06:13,280 --> 01:06:16,200 I completely agree. But the home remedies 1409 01:06:16,280 --> 01:06:18,920 are sold in the market in a packaged form 1410 01:06:19,240 --> 01:06:22,120 then you have a responsibility to do it correctly. 1411 01:06:22,200 --> 01:06:25,640 I'm sorry to say, this felt like complete quackery. 1412 01:06:25,920 --> 01:06:26,640 - Hello, Bharat. - Hello. 1413 01:06:26,720 --> 01:06:29,360 Welcome to PokerBaazi zone, where you hold the cards, 1414 01:06:29,440 --> 01:06:31,360 - How was the pitch? Was it good? - It was great. 1415 01:06:31,360 --> 01:06:33,200 What happens is there are many similarities 1416 01:06:33,240 --> 01:06:35,160 - between Poker and business. - Yes. 1417 01:06:37,800 --> 01:06:38,800 - Shall we? - Yes. 1418 01:07:05,160 --> 01:07:07,440 Oh, wow. Product on straight. 1419 01:07:07,960 --> 01:07:09,440 Number two is Marketing. 1420 01:07:09,520 --> 01:07:11,240 Very nice. Three of a kind. 1421 01:07:11,360 --> 01:07:13,800 Number three is Sales. 1422 01:07:14,040 --> 01:07:15,160 Okay. 1423 01:07:16,200 --> 01:07:19,800 Number four is Research and Development. 1424 01:07:20,200 --> 01:07:21,560 Very good. On one pair. 1425 01:07:21,640 --> 01:07:23,680 And number five is Operations and Logistics. 1426 01:07:49,560 --> 01:07:50,760 Thank you. 1427 01:07:51,280 --> 01:07:54,560 We're giving you a ticket to National Poker Series, 2025. 1428 01:07:54,680 --> 01:07:57,440 It's worth 1 lakh rupees, hosted on PokerBaazi. 1429 01:07:57,680 --> 01:07:59,840 With a total prize pool of 100 crore rupees. 1430 01:07:59,960 --> 01:08:02,520 - You can also go and make your winning hand. - Yes. 1431 01:08:02,800 --> 01:08:04,600 You can also download the PokerBaazi app, 1432 01:08:04,600 --> 01:08:06,600 make your strategy and play your winning hand. 1433 01:08:06,920 --> 01:08:08,680 Go and download PokerBaazi now. 1434 01:08:30,560 --> 01:08:33,760 We have the CEO and co-founder of Lenskart, Mr Peyush Bansal. 1435 01:08:33,840 --> 01:08:35,040 It's not me, it's Lenskart. 1436 01:08:35,120 --> 01:08:38,480 - Yes, fine. But technically, it's synonymous for us. - Yes. 1437 01:08:38,600 --> 01:08:41,320 Today's question is from Sarfaraz Sheikh from Srinagar. 1438 01:08:41,400 --> 01:08:42,640 He's 40 years old. 1439 01:09:05,560 --> 01:09:08,760 There used to be a traditional mindset that for you to be a founder, 1440 01:09:08,800 --> 01:09:11,040 - you need to own a majority of the company. - Hmm. 1441 01:09:11,320 --> 01:09:14,920 But if you see in the new century, in India or even outside 1442 01:09:15,040 --> 01:09:19,000 - founder equities are largely very small. It's all 20%, right? - Hmm. 1443 01:09:19,160 --> 01:09:21,680 In most companies, it's single-digit equity. 1444 01:09:21,800 --> 01:09:24,960 The company's scale itself is like that. They need a certain amount 1445 01:09:25,160 --> 01:09:29,000 and for that amount, I need certain equity to justify my ROI. 1446 01:09:29,080 --> 01:09:31,240 - Either I can decide not to invest. - Hmm. 1447 01:09:31,360 --> 01:09:34,280 But I feel, in the end, none of this matters. 1448 01:09:34,360 --> 01:09:37,760 - In the end, what matters is what the founder wanted to do - Hmm. 1449 01:09:37,840 --> 01:09:39,480 Is it getting accomplished or not? 1450 01:09:40,000 --> 01:09:42,240 Whether the problem and vision are being accomplished. 1451 01:09:42,520 --> 01:09:44,560 When you accomplish that, 1452 01:09:44,640 --> 01:09:46,640 it doesn't matter what your equity is. 1453 01:09:46,720 --> 01:09:49,720 And maybe if anyone does a round after going out of the Tank, 1454 01:09:49,760 --> 01:09:51,200 their equity 1455 01:09:51,560 --> 01:09:52,560 will reduce. 1456 01:09:52,640 --> 01:09:54,440 Yes, it's the market dynamics. 1457 01:10:28,880 --> 01:10:31,920 We'll meet you in the next Ask the Shark with a new question and a new Shark.