1 00:00:15,040 --> 00:00:16,800 [theme music playing] 2 00:00:32,960 --> 00:00:34,920 [music playing] 3 00:00:43,640 --> 00:00:46,400 [music playing] 4 00:00:59,440 --> 00:01:01,880 [theme music playing] 5 00:01:12,520 --> 00:01:14,520 Hello, Sharks! I heard you were missing me. 6 00:01:14,640 --> 00:01:16,800 - So, here I am. - Yes, ma'am. 7 00:01:21,240 --> 00:01:22,360 - Oh! - Okay! 8 00:01:23,320 --> 00:01:27,240 No, actually! I am becoming a parent. 9 00:01:27,320 --> 00:01:28,320 Congratulations! 10 00:01:28,400 --> 00:01:30,240 Thank you! Actually, I am becoming 11 00:01:30,320 --> 00:01:32,280 a plant parent. 12 00:01:32,360 --> 00:01:33,960 [laughing] 13 00:01:35,200 --> 00:01:36,920 But let me tell you, I love plants. 14 00:01:37,000 --> 00:01:38,720 Also, there is a big confusion. 15 00:01:38,840 --> 00:01:41,160 I am in love with both. 16 00:01:41,240 --> 00:01:44,160 I am unable to choose which one to pick. 17 00:01:45,840 --> 00:01:49,920 And this confusion is often seen in Shark Tank India. 18 00:01:50,840 --> 00:01:53,880 Because a few times, you come across similar businesses. 19 00:01:53,960 --> 00:01:55,000 Yes! 20 00:01:55,120 --> 00:01:59,320 The confusion lies in deciding which businesses to send to you. 21 00:01:59,760 --> 00:02:02,320 But today, something different is going to happen. 22 00:02:03,240 --> 00:02:06,840 Peyush and Kunal, both of you are new to this, so let me tell you 23 00:02:06,960 --> 00:02:10,040 that you will solve this confusion today by yourself. 24 00:02:10,120 --> 00:02:12,840 Because today, there will be two pitchers 25 00:02:18,800 --> 00:02:21,920 One pitcher is quite experienced. 26 00:02:22,000 --> 00:02:25,320 He is experienced in this industry. 27 00:02:25,400 --> 00:02:28,400 The second business is quite fresh and innovative. 28 00:02:28,760 --> 00:02:30,880 But before I talk a lot about them, 29 00:02:30,960 --> 00:02:33,080 let me tell you the rules. 30 00:02:33,160 --> 00:02:34,880 You have to be good students right now. 31 00:02:34,960 --> 00:02:37,160 - Are you ready for the rules? - Born ready. 32 00:02:37,840 --> 00:02:41,040 Both the pitches will come back-to-back. 33 00:02:41,120 --> 00:02:43,040 Meaning, one after the other. 34 00:02:43,400 --> 00:02:47,440 They will both get an equal amount of time to pitch to you. 35 00:02:47,680 --> 00:02:50,080 But after 45 minutes, 36 00:02:50,160 --> 00:02:52,040 this buzzer will go off. 37 00:02:52,160 --> 00:02:53,840 - [buzzer sounds] - Whoa! 38 00:02:55,080 --> 00:02:57,760 But this is the most important thing, Anupam. 39 00:02:57,880 --> 00:02:59,440 You enjoy talking a lot. 40 00:02:59,520 --> 00:03:01,960 You make your decision beforehand. 41 00:03:02,040 --> 00:03:03,360 So, hold your horses. 42 00:03:03,440 --> 00:03:06,040 Because you can't share your decision on the spot. 43 00:03:06,120 --> 00:03:08,200 Oh my God! 44 00:03:08,360 --> 00:03:12,000 You can share your decision when both pitches are over. 45 00:03:12,480 --> 00:03:13,960 Namita, your expertise 46 00:03:14,080 --> 00:03:16,920 - will come into play only after both pitches are completed. - Done! 47 00:03:17,240 --> 00:03:19,160 And when it comes to investment, 48 00:03:19,240 --> 00:03:20,920 that's completely your decision. 49 00:03:21,040 --> 00:03:23,840 It's up to you to invest or not. 50 00:03:23,920 --> 00:03:26,160 Whether you want to invest in both or just one business 51 00:03:26,320 --> 00:03:27,720 is up to you. 52 00:03:28,280 --> 00:03:30,720 Are you ready to meet your two special pitchers? 53 00:03:30,840 --> 00:03:32,040 - Bring it on! - Bring them on. 54 00:03:32,080 --> 00:03:34,080 All right, let's have the two businesses here. 55 00:03:34,160 --> 00:03:36,440 [theme music playing] 56 00:03:42,880 --> 00:03:45,400 [music playing] 57 00:03:55,640 --> 00:03:58,880 Hi, Sharks. I am Annu from Nurturing Green. 58 00:04:00,120 --> 00:04:01,720 Hi, Sharks! I am Agam. 59 00:04:01,800 --> 00:04:04,840 Hi, Sharks! I am Saksham. We are the founders of Kyari. 60 00:04:08,160 --> 00:04:10,720 I had made a promise that I was going to be very fair. 61 00:04:11,080 --> 00:04:12,720 So, we will choose 62 00:04:12,800 --> 00:04:15,960 which pitcher will go first by tossing. 63 00:04:16,120 --> 00:04:18,760 Oh! You are leaving it to luck and destiny. 64 00:04:18,840 --> 00:04:21,960 Absolutely! It's written in the stars. We will toss. 65 00:04:22,080 --> 00:04:24,720 The one who wins the toss will pitch first. 66 00:04:24,800 --> 00:04:25,800 - Sure. - Yeah? 67 00:04:25,880 --> 00:04:26,920 - Fair? - Fair. 68 00:04:27,000 --> 00:04:28,320 - Who's going to call it? - We'll do it. 69 00:04:28,360 --> 00:04:29,360 - Okay! Ready? - Yeah! 70 00:04:29,640 --> 00:04:31,440 Sure! Tails! 71 00:04:33,520 --> 00:04:36,360 - It is heads! - Heads. 72 00:04:36,440 --> 00:04:37,560 Sharks, it's 'heads'. 73 00:04:37,640 --> 00:04:40,920 This means Nurturing Green will go first. 74 00:04:41,240 --> 00:04:44,160 - And Team Kyari, let's water the plants. Take them. - Sure. 75 00:04:44,600 --> 00:04:45,480 We'll meet you soon. 76 00:04:45,560 --> 00:04:47,240 - See you! Best of luck! - Best of luck. 77 00:04:47,320 --> 00:04:48,440 Thank you! 78 00:04:58,360 --> 00:05:02,240 I am the founder, CEO, and plant doctor of Nurturing Green. 79 00:05:02,480 --> 00:05:04,120 Before I start my pitch, 80 00:05:04,400 --> 00:05:06,720 - I want to give you a small gift. - Oh! 81 00:05:06,920 --> 00:05:07,760 Oh! 82 00:05:07,800 --> 00:05:09,040 - Oh, nice. - Thank you! 83 00:05:09,560 --> 00:05:10,520 - God, I thought... - Oh, no! 84 00:05:10,600 --> 00:05:13,160 As a small token of love and gratitude. 85 00:05:13,240 --> 00:05:15,880 - Huh? - From me and all the Indians 86 00:05:16,120 --> 00:05:19,240 you inspired to dream. 87 00:05:20,840 --> 00:05:22,280 They are bad. 88 00:05:23,800 --> 00:05:26,160 - Is it? - They are withered. 89 00:05:26,480 --> 00:05:28,720 Oh! I am really sorry, Sharks. 90 00:05:28,840 --> 00:05:30,160 We don't want it. Take it back. 91 00:05:30,240 --> 00:05:33,600 A similar event unfolded in my life in the summer of 2009. 92 00:05:33,880 --> 00:05:35,000 I was studying in Austria. 93 00:05:35,080 --> 00:05:37,960 I gave a small bouquet to my mom. 94 00:05:38,400 --> 00:05:40,320 For some reason, I couldn't call her that day. 95 00:05:40,400 --> 00:05:44,280 And the next day, when I called to ask how she liked the bouquet. 96 00:05:44,600 --> 00:05:46,560 And surprisingly, she told me, 97 00:05:46,640 --> 00:05:48,480 'Son, I threw it away.' 98 00:05:49,920 --> 00:05:53,040 And that is where it all started. 99 00:05:53,160 --> 00:05:56,040 I returned to India and started Nurturing Green 100 00:05:56,120 --> 00:05:58,040 with a small and simple idea. 101 00:05:58,120 --> 00:06:01,200 That instead of gifting a bouquet that dies in a day, 102 00:06:01,520 --> 00:06:03,280 how about you gift a life? 103 00:06:03,440 --> 00:06:06,000 How about you gift a plant? 104 00:06:08,600 --> 00:06:13,440 In 2010, I started Nurturing Green when I was 23. 105 00:06:22,360 --> 00:06:25,760 Our plants are produced using state-of-the-art technology 106 00:06:25,880 --> 00:06:27,520 through tissue culture. 107 00:06:40,240 --> 00:06:41,880 We also provide 108 00:06:41,960 --> 00:06:43,760 personalised plant parenting 109 00:06:43,880 --> 00:06:46,920 through WhatsApp and AI... 110 00:06:57,560 --> 00:07:02,880 We are not just organising and streamlining 111 00:07:03,000 --> 00:07:05,600 the Rs. 1.2 lakh crores unorganised gardening category, 112 00:07:05,680 --> 00:07:09,800 in fact, we are bringing the world's largest hobby, gardening, 113 00:07:09,880 --> 00:07:12,640 - into the homes of millions of Indians. - All right! 114 00:07:12,840 --> 00:07:17,360 So, Sharks! My ask is Rs. 1 crore for 1% equity. 115 00:07:17,440 --> 00:07:18,480 Oh! 116 00:07:18,560 --> 00:07:20,120 So, Sharks! 117 00:07:20,320 --> 00:07:23,720 Are you ready to go green with Nurturing Green? 118 00:07:25,800 --> 00:07:27,400 Sharks, before we start, 119 00:07:27,640 --> 00:07:31,760 may I give you an actual gift from Nurturing Green and me? 120 00:07:31,960 --> 00:07:33,400 - Absolutely! - It better be good 121 00:07:33,480 --> 00:07:34,600 - and not this. - Okay! 122 00:07:35,040 --> 00:07:36,440 Yes! Kunal! 123 00:07:36,960 --> 00:07:38,280 - How are you, Annu? - Good! 124 00:07:38,360 --> 00:07:39,560 - How are you? - Good! 125 00:07:39,640 --> 00:07:42,200 So, that plant is for Rs. 99. 126 00:07:42,280 --> 00:07:45,200 - Do you and Kunal know each other? - Yes. 127 00:07:45,280 --> 00:07:46,400 Okay! I thought so. 128 00:07:46,480 --> 00:07:49,120 So, these are our plants. These are from our Care Category. 129 00:07:49,200 --> 00:07:51,560 - What is this? - Nice! This is pretty. 130 00:07:51,680 --> 00:07:53,760 That's the new range we launched for Rs. 99. 131 00:07:53,840 --> 00:07:54,920 - So, Shark... - Thank you! 132 00:07:55,000 --> 00:07:57,680 - Peyush, this is plant doctor. - Very beautiful. 133 00:08:00,240 --> 00:08:03,520 One thing I love is the packaging. 134 00:08:10,720 --> 00:08:14,360 Only good founders do that. 135 00:08:14,840 --> 00:08:18,160 - I met Annu when he started. - Yes. 136 00:08:18,240 --> 00:08:21,080 We met once in Cyber City around 2010. 137 00:08:21,160 --> 00:08:22,000 - Oh, wow! - Yes. 138 00:08:22,080 --> 00:08:23,120 You have a sharp memory. 139 00:08:23,320 --> 00:08:25,400 One thing I like about you 140 00:08:29,720 --> 00:08:31,480 And I read all of them. 141 00:08:32,040 --> 00:08:34,320 Okay, Mr. Annu from Lucknow. 142 00:08:34,400 --> 00:08:37,200 Welcome to Shark Tank Match Off. 143 00:08:37,400 --> 00:08:38,760 I was happy to hear your pitch. 144 00:08:38,880 --> 00:08:41,360 You said you started this in 2010. 145 00:08:42,720 --> 00:08:44,360 When you've witnessed such a long journey, 146 00:08:50,280 --> 00:08:52,440 - True. - So, that's why I can really relate to you. 147 00:08:52,520 --> 00:08:55,640 Could you please share more about your education? 148 00:08:55,720 --> 00:08:57,680 Where did you study from 149 00:08:57,760 --> 00:09:00,800 and where did you learn about all this? 150 00:09:00,880 --> 00:09:02,640 You mentioned your motivation behind this. 151 00:09:03,320 --> 00:09:05,520 But where did you study this? 152 00:09:06,040 --> 00:09:08,720 I was born in Lucknow. 153 00:09:08,800 --> 00:09:10,680 Everyone in my family is an entrepreneur. 154 00:09:10,800 --> 00:09:12,240 But everyone is a first-generation entrepreneur. 155 00:09:12,280 --> 00:09:15,280 Someone rejoined their dad's business. I don't know why. 156 00:09:15,400 --> 00:09:17,000 I didn't because 157 00:09:17,120 --> 00:09:19,760 our ideologies don't match. 158 00:09:19,880 --> 00:09:22,080 I was born in Lucknow and I completed my graduation there. 159 00:09:22,080 --> 00:09:23,840 After that, I got a chance to do MBA. 160 00:09:28,400 --> 00:09:31,920 There was a recession in 2009, so there were no jobs. 161 00:09:32,000 --> 00:09:34,840 An opportunity came my way to participate 162 00:09:34,960 --> 00:09:37,200 in a global business program in Austria. 163 00:09:37,280 --> 00:09:39,320 I saw how the world works there 164 00:09:39,400 --> 00:09:42,000 in ten months. 165 00:09:42,080 --> 00:09:43,640 I realise how narrow my perspective was. 166 00:09:43,720 --> 00:09:45,520 Over there, I had many ideas. 167 00:09:45,600 --> 00:09:47,080 Of course, if I hadn't been there, 168 00:09:47,160 --> 00:09:48,440 I wouldn't have gifted a bouquet to my mom. 169 00:09:48,440 --> 00:09:50,120 And I might not have been on Shark Tank today. 170 00:09:50,160 --> 00:09:53,840 After that, I worked for two months in Austria. 171 00:09:53,920 --> 00:09:57,240 That's my only experience. Since then, I've been running this 172 00:09:57,320 --> 00:09:58,320 for the last 14 years. 173 00:09:58,440 --> 00:10:00,240 - Did you say Austria or Australia? - Austria. 174 00:10:00,280 --> 00:10:01,560 - Austria! - Yes. 175 00:10:01,800 --> 00:10:03,760 God and Google know everything, 176 00:10:03,880 --> 00:10:05,880 that's where I got my knowledge from. 177 00:10:06,360 --> 00:10:09,640 - Now, I am familiar with the chromosomes of every plant. - Wow! 178 00:10:09,720 --> 00:10:11,480 You've been in the business for 14 years, 179 00:10:11,560 --> 00:10:13,680 it must've evolved. 180 00:10:13,840 --> 00:10:15,400 Currently, what are the main categories 181 00:10:15,520 --> 00:10:17,280 you play with? 182 00:10:17,360 --> 00:10:20,400 Sir, we started with the Gifting Category. 183 00:10:30,000 --> 00:10:32,280 - That they have to gift a bouquet or plant the next day.- Right! 184 00:10:32,320 --> 00:10:35,840 If you can do that as a supply chain business, 185 00:10:35,920 --> 00:10:37,200 you win the game. 186 00:10:37,280 --> 00:10:40,160 So, back then we slowed down gifting. 187 00:10:40,240 --> 00:10:42,960 Because we realised that we don't have a supply chain. 188 00:10:43,680 --> 00:10:45,160 Since the arrival of Qcom, 189 00:10:45,240 --> 00:10:47,560 this has completely taken a U-turn. 190 00:10:47,680 --> 00:10:49,360 So now, while sitting here, 191 00:10:59,920 --> 00:11:01,880 Mostly indoor plants. That's a big category. 192 00:11:01,960 --> 00:11:04,800 We do this with our partners like Home Centre, 193 00:11:04,880 --> 00:11:07,120 HomeStop and others. 194 00:11:07,200 --> 00:11:09,240 It is in marketplaces too. 195 00:11:19,320 --> 00:11:20,600 Nowadays, I've noticed 196 00:11:20,720 --> 00:11:22,080 that they give the contract... 197 00:11:25,480 --> 00:11:26,760 That is landscaping. 198 00:11:26,880 --> 00:11:28,800 Landscaping service. 199 00:11:28,880 --> 00:11:31,880 Yes, that is a landscaping service. You rent a plant. 200 00:11:31,960 --> 00:11:34,280 - Yes! - In offices, 201 00:11:34,360 --> 00:11:35,720 you can tell us and we will 202 00:11:35,800 --> 00:11:37,040 - install plants. - Do you manage everything? 203 00:11:37,040 --> 00:11:38,320 - Now... - Do you do that? 204 00:11:38,440 --> 00:11:40,600 - Do you do that? - We started landscaping in 2017 205 00:11:40,720 --> 00:11:41,840 and discontinued it in 2019. 206 00:11:45,800 --> 00:11:49,000 Annu, the categories you picked, 207 00:11:49,080 --> 00:11:52,280 such as Gifting, Home Decor and Home Gardening. 208 00:11:52,440 --> 00:11:54,000 Why is this the sequence? 209 00:11:54,120 --> 00:11:56,880 Is there a specific reason for choosing home gardening in the end, 210 00:11:56,960 --> 00:11:59,880 considering there are a few companies growing in this sector 211 00:11:59,960 --> 00:12:01,560 - in India? - Yes. 212 00:12:01,640 --> 00:12:04,800 There's a company in the US that has grown significantly, called Sunday. 213 00:12:05,640 --> 00:12:07,600 You have been in this space for 14 years, 214 00:12:07,680 --> 00:12:08,840 you have a deeper understanding. 215 00:12:08,880 --> 00:12:10,400 You also have a brand. 216 00:12:10,680 --> 00:12:12,440 Why is this your sequence? 217 00:12:12,520 --> 00:12:16,200 Because I got this idea from a gift, I started with the Gifting Category. 218 00:12:16,680 --> 00:12:20,080 The next idea was to bring plants home. 219 00:12:20,200 --> 00:12:23,240 So, we started plant decor. 220 00:12:23,320 --> 00:12:24,520 Gradually, we went on with it. 221 00:12:24,600 --> 00:12:26,760 For the first 4-5 years... I was 23. 222 00:12:26,840 --> 00:12:30,000 I didn't know much about the business or category. 223 00:12:30,120 --> 00:12:32,320 It took me 4-5 years to understand it. 224 00:12:32,400 --> 00:12:36,080 If you could replay the last 14 years, 225 00:12:36,200 --> 00:12:38,960 which category would you have focussed the most on? 226 00:12:39,040 --> 00:12:40,960 - Home gardening. - I thought so. 227 00:12:41,440 --> 00:12:45,120 Is there a distinction between you and others in the same business? 228 00:12:45,200 --> 00:12:48,560 Our biggest USP is our quality. 229 00:12:49,240 --> 00:12:52,320 We learnt that in the span of 13-14 years. 230 00:12:52,400 --> 00:12:54,400 And it takes that long to learn everything. 231 00:12:54,480 --> 00:12:56,000 What did you learn in this category? 232 00:12:56,080 --> 00:12:59,240 All our plants are grown in a tissue culture lab. 233 00:12:59,320 --> 00:13:02,040 - That is your lab. - The lab belongs to our partners 234 00:13:02,120 --> 00:13:03,640 - and we have a contract with them. - Okay! 235 00:13:03,680 --> 00:13:06,920 These plants are cultivated in 70 acres of controlled polyhouses 236 00:13:07,000 --> 00:13:09,200 and grow in four cities. 237 00:13:16,080 --> 00:13:19,520 So, we already know with a 60%-70% possibility... 238 00:13:19,600 --> 00:13:21,120 But these polyhouses are not owned by you. 239 00:13:21,120 --> 00:13:23,240 They are not. We don't invest in it. 240 00:13:23,320 --> 00:13:27,520 But we have many partners who are willing to take it to 700 acres. 241 00:13:27,600 --> 00:13:30,720 After that, we have eight steps of quality checks. 242 00:13:30,800 --> 00:13:34,560 For example, we count the leaves of our Syngonium. 243 00:13:35,000 --> 00:13:37,280 If we say that we will give 25 leaves, 244 00:13:37,360 --> 00:13:38,960 we keep our word. 245 00:13:39,200 --> 00:13:40,640 Our second USP is that 246 00:13:40,720 --> 00:13:42,360 through WhatsApp and AI, 247 00:13:42,440 --> 00:13:44,920 we started the plant parenting journey. 248 00:13:45,080 --> 00:13:46,560 If you scan it, 249 00:13:46,640 --> 00:13:48,520 it will take you to WhatsApp 250 00:13:48,640 --> 00:13:50,320 and show you personalised videos and audio. 251 00:13:56,600 --> 00:13:58,080 - Yes! We... - How does that work? 252 00:13:58,160 --> 00:14:01,160 We also realised that people's plants die. 253 00:14:01,240 --> 00:14:04,920 And once that happens, they don't continue with gardening. 254 00:14:05,040 --> 00:14:06,360 Our idea was that, 255 00:14:06,440 --> 00:14:07,760 if we aim for long-term value 256 00:14:07,880 --> 00:14:09,400 and want to generate revenue from customers, 257 00:14:09,440 --> 00:14:12,240 we need to give them a little push 258 00:14:12,320 --> 00:14:13,640 to get them back into gardening. 259 00:14:13,760 --> 00:14:17,120 Even if you come to us after 20 years, we will offer 260 00:14:17,200 --> 00:14:19,640 a 50% replacement for your plant. 261 00:14:30,440 --> 00:14:33,760 Namita, would you purchase an iPhone 262 00:14:33,840 --> 00:14:38,720 without first knowing its specifications? 263 00:14:38,800 --> 00:14:40,080 Ouch! 264 00:14:41,120 --> 00:14:42,120 Irrelevant! 265 00:14:43,600 --> 00:14:45,280 For the first time, I agree with Namita. 266 00:14:45,360 --> 00:14:49,280 - I believe the iPhone example is unrelated and out of context. - Yes. 267 00:14:49,360 --> 00:14:50,360 Okay! 268 00:14:51,160 --> 00:14:54,160 - Because the word 'AI' has been used a few times. - Yes. 269 00:14:54,360 --> 00:14:57,320 What about this is AI? 270 00:14:58,320 --> 00:15:01,800 In the last three years, we've made more than 200 videos. 271 00:15:07,560 --> 00:15:09,680 Once you send a message, 272 00:15:09,760 --> 00:15:11,840 it will start 273 00:15:11,920 --> 00:15:14,000 giving you different content. 274 00:15:14,080 --> 00:15:16,960 About how much to water and should it be kept indoors or outdoors. 275 00:15:17,240 --> 00:15:20,560 It will answer your questions. 276 00:15:20,640 --> 00:15:22,880 You've used a chatbot from a third party. 277 00:15:24,040 --> 00:15:24,840 Yes. 278 00:15:24,960 --> 00:15:29,400 I think 'AI' is over-positioning. 279 00:15:30,920 --> 00:15:33,240 How many monthly active users do you have 280 00:15:39,120 --> 00:15:40,000 Let's go to sales. 281 00:15:40,080 --> 00:15:43,000 I'll start from last month. Our customer sales is Rs. 4 crores. 282 00:15:43,080 --> 00:15:44,160 Whoa! 283 00:15:45,600 --> 00:15:46,640 Net sales. 284 00:15:46,720 --> 00:15:49,840 Our net sales is Rs. 2.53 crores. 285 00:15:52,360 --> 00:15:54,120 We will at least make Rs. 28 crores. 286 00:15:54,200 --> 00:15:56,040 Our target is Rs. 35 crores. 287 00:16:11,880 --> 00:16:13,560 We've launched new categories. 288 00:16:13,640 --> 00:16:15,600 - Quick commerce? - We launched in quick commerce. 289 00:16:18,320 --> 00:16:22,640 About 30% of our overall share comes from quick commerce. 290 00:16:34,320 --> 00:16:38,000 Also, 58% is online. 291 00:16:38,080 --> 00:16:40,360 What is modern trade? Sorry! Reliance? 292 00:16:40,480 --> 00:16:42,560 Home Centres, Reliance, et cetera. 293 00:16:42,640 --> 00:16:44,840 And what percentage of business is gardening? 294 00:16:45,200 --> 00:16:46,720 It is quite less. It's 1%. 295 00:16:46,800 --> 00:16:47,880 We are only making Rs. 10-Rs. 15 lakhs. 296 00:16:47,920 --> 00:16:49,720 So, 99% is non-gardening business. 297 00:16:55,360 --> 00:16:57,000 You didn't tell us a lot about that. 298 00:16:57,080 --> 00:16:59,160 In which direction will you take it? 299 00:16:59,520 --> 00:17:01,880 A lot of gardening products that we've launched 300 00:17:01,960 --> 00:17:04,920 is because we realised that a lot of people used to come and ask us... 301 00:17:05,040 --> 00:17:06,560 How many SKUs do you have in gardening? 302 00:17:06,640 --> 00:17:08,160 We launched a total of 12 SKUs. 303 00:17:08,360 --> 00:17:11,720 And what percentage of gardening will your sales be in three years? 304 00:17:11,840 --> 00:17:13,880 - Gardening products. - More than 50%. 305 00:17:14,160 --> 00:17:16,120 - Okay! - Have you raised funds recently? 306 00:17:16,200 --> 00:17:18,240 We made a small angel investment 307 00:17:18,320 --> 00:17:21,080 with Vijay Shekhar Sharma, the founder of Paytm. 308 00:17:21,200 --> 00:17:24,120 He joined us in 2019. 309 00:17:24,200 --> 00:17:25,400 Explain the cap table. 310 00:17:25,520 --> 00:17:27,800 I have approximately 68%. 311 00:17:28,160 --> 00:17:29,760 8% family. 312 00:17:29,840 --> 00:17:32,480 22% are friends who are also investors. 313 00:17:32,600 --> 00:17:34,400 They gave me the first cheque. 314 00:17:34,480 --> 00:17:38,000 2% is Vijay Shekhar Sharma and Nangias. 315 00:17:38,080 --> 00:17:40,320 They invested in 2019. 316 00:17:40,400 --> 00:17:42,600 How much did Vijay invest and at what valuation? 317 00:17:42,720 --> 00:17:44,960 Rs. 37.5 crores pre-money. 318 00:17:45,040 --> 00:17:47,240 - And how much did he invest? - 50 lakhs. 319 00:17:47,320 --> 00:17:48,920 - After that, you didn't do any rounds. - No! 320 00:17:48,960 --> 00:17:50,760 Are you the only player? 321 00:17:50,840 --> 00:17:52,240 No, there are more players now. 322 00:17:52,320 --> 00:17:54,320 - There is Ugaoo in Pune. - Yes, Ugaoo. 323 00:17:54,400 --> 00:17:56,560 Ugaoo has recently raised Rs. 50 crores in funding. 324 00:17:56,640 --> 00:17:58,920 - Rs. 47 crores. - Rs. 47 crores in funding. 325 00:17:59,000 --> 00:18:01,400 How did that make you feel? You've been doing this for 14 years 326 00:18:01,440 --> 00:18:03,080 and a new player got funded. 327 00:18:03,200 --> 00:18:06,600 I mean, how did that feel? Why do you think they got funded? 328 00:18:06,680 --> 00:18:10,640 I was clear from the beginning that I wanted to raise funds. 329 00:18:10,920 --> 00:18:13,160 But I want to grow sustainably. 330 00:18:13,440 --> 00:18:16,480 I'm not obsessed with creating a unicorn. 331 00:18:16,560 --> 00:18:18,360 But I'm passionate about building an Indicorn. 332 00:18:23,800 --> 00:18:25,480 - Of course! - Okay! 333 00:18:25,560 --> 00:18:27,720 Now that you mentioned loss, tell me about the bottom line. 334 00:18:27,760 --> 00:18:30,800 Sure! Last year, our EBITDA was Rs. 28 lakhs. 335 00:18:31,120 --> 00:18:32,960 And we have always been a profitable business 336 00:18:33,040 --> 00:18:35,160 until now, except for when there was COVID. 337 00:18:35,280 --> 00:18:37,520 - That's amazing. - Even in the future, we want to be profitable. 338 00:18:37,520 --> 00:18:39,640 This year, you've made Rs. 17 crores until now. 339 00:18:39,720 --> 00:18:41,160 - Rs. 17 crores. - How much profit did you make? 340 00:18:41,200 --> 00:18:42,520 It's approximately 3%-5%. 341 00:18:42,600 --> 00:18:44,120 Explain the unit economics. 342 00:18:44,200 --> 00:18:46,960 If our product is for Rs. 100 excluding GST, 343 00:18:47,040 --> 00:18:49,480 Rs. 30 is our product cost. 344 00:18:49,600 --> 00:18:53,080 Rs. 31 is our trade commission and margin. 345 00:18:53,160 --> 00:18:55,680 Advertisement is around 9%. 346 00:18:55,760 --> 00:18:57,760 Our logistics is 5%. 347 00:18:57,840 --> 00:19:00,760 Our salaries are around Rs. 17. 348 00:19:00,840 --> 00:19:02,440 That is a lot now. 349 00:19:02,880 --> 00:19:06,600 We also have miscellaneous. Our net margin comes to about 3-5%. 350 00:19:06,680 --> 00:19:07,880 Have you built a large team 351 00:19:07,920 --> 00:19:09,760 - that accounts for 17% of the expenses? - Yes. 352 00:19:09,960 --> 00:19:12,120 My first angel investor 353 00:19:12,200 --> 00:19:14,600 and my life investor was my girlfriend. 354 00:19:14,680 --> 00:19:16,000 She is my wife now. 355 00:19:16,120 --> 00:19:18,200 Currently, she is also the co-founder. 356 00:19:18,320 --> 00:19:20,360 So, she just came on board. 357 00:19:20,480 --> 00:19:22,000 We've put together a leadership board. 358 00:19:22,120 --> 00:19:24,400 We have a leadership team of 7-8 people. 359 00:19:29,840 --> 00:19:31,200 How much do you pay the CFO? 360 00:19:49,440 --> 00:19:51,200 As far as gifting is concerned, I get it. 361 00:19:51,280 --> 00:19:53,800 Packing and all, they play a very important role. 362 00:19:54,080 --> 00:19:55,840 But when it comes to home gardening, 363 00:19:56,080 --> 00:19:59,080 your biggest competition is local gardeners. 364 00:19:59,160 --> 00:20:00,560 - True. - And that will be the case. 365 00:20:00,600 --> 00:20:01,480 I agree. 366 00:20:01,560 --> 00:20:03,720 You are saying that the business makes 3%-5%. 367 00:20:03,800 --> 00:20:06,200 As more money flows in and competition increases, 368 00:20:06,280 --> 00:20:07,200 this business will lose its value. 369 00:20:07,280 --> 00:20:08,400 - No, that is not true. - What... 370 00:20:08,400 --> 00:20:10,560 Where will the margins come from? 371 00:20:10,720 --> 00:20:12,440 Where will the scale come from? That is not clear. 372 00:20:12,480 --> 00:20:13,520 Let me explain one by one. 373 00:20:13,560 --> 00:20:15,480 - Okay! - You mentioned the business makes 3%-5%. 374 00:20:15,560 --> 00:20:16,840 - That is not true. - That's what you told me. 375 00:20:16,840 --> 00:20:20,440 It is currently. Because our salaries take up 17%. 376 00:20:20,680 --> 00:20:23,880 I will easily cap it at 10% by next year. 377 00:20:23,960 --> 00:20:25,720 Out of that, 7%-8% will come from here. 378 00:20:25,800 --> 00:20:27,720 I know how to make it 15%. 379 00:20:27,800 --> 00:20:28,800 And I will do that. 380 00:20:28,880 --> 00:20:30,800 At this stage, I've intentionally decided 381 00:20:30,880 --> 00:20:34,000 to bring in talented people, so we've invested in them. 382 00:20:34,200 --> 00:20:37,400 I don't know, but I think Kyari doesn't have a CFO 383 00:20:37,640 --> 00:20:38,720 and COO. 384 00:20:38,800 --> 00:20:40,600 - No! - Just those two boys are running it. 385 00:20:40,680 --> 00:20:42,520 - Yes. - You are also in the startup mode. 386 00:20:42,600 --> 00:20:45,600 That is a huge team with CEO, COO and CFO, 387 00:20:45,680 --> 00:20:48,160 all of whom have high salaries. 388 00:20:48,280 --> 00:20:50,200 Do you think it makes sense? Does it justify 389 00:20:50,280 --> 00:20:53,360 what you are doing? How do you sleep well at night? 390 00:20:53,480 --> 00:20:56,720 I believe now is the right time to build that team. 391 00:20:56,800 --> 00:21:00,000 - Because this team will help us grow. - Got it! 392 00:21:00,080 --> 00:21:03,240 And how many employees have been working for more than five years? 393 00:21:03,320 --> 00:21:04,800 We have a total of 200 employees. 394 00:21:04,880 --> 00:21:06,040 - 200 people? - In corporate... 395 00:21:06,080 --> 00:21:07,680 200 includes are labourers 396 00:21:07,760 --> 00:21:10,320 - and CCS who are in stores. - Okay. 397 00:21:10,400 --> 00:21:12,400 45 employees in corporate. 398 00:21:12,520 --> 00:21:15,520 We have more than 15-20 people who have been with us 399 00:21:16,120 --> 00:21:17,120 for more than 5 years. 400 00:21:17,200 --> 00:21:19,520 Those who are in stores, are they on a payroll? 401 00:21:19,640 --> 00:21:21,760 - Yes, they are. - How many are in store? 402 00:21:21,880 --> 00:21:23,400 200 minus 45. 403 00:21:23,480 --> 00:21:24,960 We have around 150 CCS 404 00:21:25,080 --> 00:21:27,720 and labourers on the farm. 405 00:21:27,800 --> 00:21:29,920 How much revenue do stores like HomeStop bring in 406 00:21:30,000 --> 00:21:32,640 to justify having someone in stores? 407 00:21:32,760 --> 00:21:33,960 We have a clear business. 408 00:21:34,080 --> 00:21:37,000 If the sales are below Rs. 2.5 lakhs, we don't need anyone. 409 00:21:37,080 --> 00:21:38,400 - Okay! - It's on a sharing basis. 410 00:21:38,400 --> 00:21:40,360 Between Rs. 2.5 lakhs-Rs. 5 lakhs... 411 00:21:40,520 --> 00:21:43,240 - Once it reaches Rs. 5 lakhs, we bring in one more person. - Okay. 412 00:21:43,320 --> 00:21:45,560 And when it's Rs. 10 lakhs, we bring in the third person. 413 00:21:45,680 --> 00:21:48,280 If the revenue is below Rs. 50,000, we leave. 414 00:21:49,040 --> 00:21:52,480 What will your employees say about you if we ask about you? 415 00:21:55,200 --> 00:21:59,720 If you ask them, they will say, 'He is mean.' 416 00:21:59,800 --> 00:22:02,280 'He scolds us, but at the end, when we think about it, ' 417 00:22:02,480 --> 00:22:04,480 'we realise he was right.' 418 00:22:04,560 --> 00:22:06,160 'So we do what he says.' 419 00:22:06,480 --> 00:22:07,400 Tell me something. 420 00:22:07,480 --> 00:22:10,400 Where do you see your company in 3-5 years? 421 00:22:10,480 --> 00:22:12,520 And how will you get there, according to you? 422 00:22:12,600 --> 00:22:15,600 We have a vision of Rs. 100 crores in 2026. 423 00:22:44,840 --> 00:22:46,480 - Kyari. - They will also be there. 424 00:22:46,560 --> 00:22:47,840 I agree. And... 425 00:22:47,920 --> 00:22:50,840 How will you reach Rs. 100 crores before them? 426 00:22:51,840 --> 00:22:56,160 The lawn and garden category is worth Rs. 1.2 lakh crores. 427 00:22:56,240 --> 00:22:58,320 - Ten players like me will come and go. - Yeah. 428 00:22:58,440 --> 00:23:00,160 Even then everyone will make money. 429 00:23:00,240 --> 00:23:01,600 There is enough room for everybody. 430 00:23:01,640 --> 00:23:03,120 And how many are unbranded? 431 00:23:03,200 --> 00:23:05,800 - Currently, 99% are unbranded. - They are unbranded. 432 00:23:05,920 --> 00:23:07,960 - In the end, everyone is selling plants. - Yes. 433 00:23:08,080 --> 00:23:09,920 What is the differentiator? 434 00:23:10,000 --> 00:23:12,800 I believe I made one thing that can't be copied. 435 00:23:12,880 --> 00:23:15,440 And that is grit and perseverance in our culture. 436 00:23:15,520 --> 00:23:18,520 Annu, this is probably not the best answer 437 00:23:18,600 --> 00:23:20,000 that an investor wants to hear. 438 00:23:21,480 --> 00:23:23,720 In a way, many founders 439 00:23:23,800 --> 00:23:26,440 claim that they have perseverance and grit. 440 00:23:26,520 --> 00:23:28,080 But as an investor, 441 00:23:28,160 --> 00:23:30,440 we focus on the moat within the product, 442 00:24:00,920 --> 00:24:02,520 Because it's alive. 443 00:24:03,520 --> 00:24:05,440 There is a company called Kyari. 444 00:24:05,520 --> 00:24:06,680 Did you hear about them earlier? 445 00:24:06,680 --> 00:24:09,880 Of course! You know who your competitors are. 446 00:24:09,960 --> 00:24:12,080 What is the difference between both of you 447 00:24:12,200 --> 00:24:14,280 in terms of business model and numbers? 448 00:24:14,360 --> 00:24:17,560 It takes 5-7 years to make a supply chain. 449 00:24:18,640 --> 00:24:21,040 Building partnerships isn't that simple. 450 00:24:21,120 --> 00:24:24,120 Understanding this product knowledge isn't easy either. 451 00:24:25,120 --> 00:24:26,760 If you just buy plants from the market 452 00:24:26,840 --> 00:24:29,560 and show them, they'll perish at the customer's end. 453 00:24:30,160 --> 00:24:32,120 In 14 years, I've come across 8-9 businesses 454 00:24:32,240 --> 00:24:33,600 that came and left. 455 00:24:33,680 --> 00:24:36,320 Because they thought they could buy from nurseries, 456 00:24:36,400 --> 00:24:38,160 put their brand's name and sell them. 457 00:24:38,240 --> 00:24:41,120 What's the pricing comparison between the two of you? 458 00:24:41,200 --> 00:24:43,800 We start from Rs. 99. 459 00:24:43,880 --> 00:24:45,880 And we proudly say 460 00:24:45,960 --> 00:24:48,520 that we are L1 in every category and every product. 461 00:24:48,600 --> 00:24:50,720 It starts from Rs. 99 and goes up to? 462 00:24:50,800 --> 00:24:52,200 We go up to Rs. 4,999. 463 00:24:52,280 --> 00:24:54,840 And how do you justify a Rs. 100 crores valuation 464 00:24:54,920 --> 00:24:56,960 - with a business like that? - The revenue is Rs. 28 crores. 465 00:24:57,000 --> 00:24:58,520 Our growth is 100%. 466 00:24:58,600 --> 00:25:00,200 4% is the average 467 00:25:00,280 --> 00:25:02,920 if you take the run rate at 4x. 468 00:25:10,800 --> 00:25:14,120 ...who have expressed their ability to scale with us. 469 00:25:14,200 --> 00:25:16,040 But the warehouses aren't in place. 470 00:25:16,120 --> 00:25:18,160 This money needs to go into the warehouse 471 00:25:18,400 --> 00:25:20,520 as part of the CapEx expansion 472 00:25:20,600 --> 00:25:23,400 and also for marketing. 473 00:25:25,120 --> 00:25:27,240 [buzzer sounds] 474 00:25:28,880 --> 00:25:32,040 - All right! Mr. Annu, very good pitch. - All right! 475 00:25:32,120 --> 00:25:33,160 Thank you so much. 476 00:25:33,320 --> 00:25:36,360 As you know, we will meet your competitors 477 00:25:36,440 --> 00:25:37,680 and then we will decide. 478 00:25:37,880 --> 00:25:38,880 - Thank you! - Thanks a lot, Annu. 479 00:25:38,880 --> 00:25:40,440 - Thanks. - Thank you so much. 480 00:25:41,760 --> 00:25:44,600 [theme music playing] 481 00:26:02,600 --> 00:26:04,880 Sharks, after Covid, 482 00:26:05,000 --> 00:26:07,040 people, tired of the concrete jungle 483 00:26:07,160 --> 00:26:11,120 and cooped up during the lockdown, had just one demand. 484 00:26:11,400 --> 00:26:12,520 Indoor plants! 485 00:26:12,840 --> 00:26:14,240 Everyone wanted to make their space 486 00:26:14,360 --> 00:26:17,480 more aesthetic, lively, and refreshing. 487 00:26:17,800 --> 00:26:20,680 And now, thanks to Jaggu Dada, 488 00:26:21,000 --> 00:26:23,320 everyone wants to plant a sapling. 489 00:26:23,880 --> 00:26:24,960 That's true. 490 00:26:25,040 --> 00:26:25,920 Perfect! 491 00:26:26,000 --> 00:26:28,880 Sharks, plants do a lot for us, 492 00:26:28,960 --> 00:26:31,720 but we don't give them much in return. 493 00:26:31,920 --> 00:26:34,280 We bring them home and leave them in a corner. 494 00:26:34,360 --> 00:26:38,520 And due to their daily busy schedule, they forget to water them. 495 00:26:38,640 --> 00:26:40,680 To solve this problem 496 00:26:40,760 --> 00:26:44,760 and to organise the growing indoor plant market, 497 00:26:44,960 --> 00:26:48,280 we started Kyari 2.5 years ago. 498 00:26:50,520 --> 00:26:52,960 Hello, Sharks! I am Saksham. 499 00:27:22,800 --> 00:27:24,440 ...we've strengthened our supply chain 500 00:27:24,560 --> 00:27:26,160 from the ground up. 501 00:27:26,240 --> 00:27:30,960 That's why we're able to ship more than 200 plants every day. 502 00:27:31,040 --> 00:27:32,560 In the last 2.5 years, 503 00:27:32,640 --> 00:27:35,920 we've served more than 5 lakh customers. 504 00:27:36,320 --> 00:27:38,480 Our vision is to make Kyari 505 00:27:38,560 --> 00:27:41,640 a part of your home decor journey 506 00:27:41,720 --> 00:27:45,960 and make the plant care experience even better. 507 00:27:46,240 --> 00:27:48,200 To fulfil our vision, 508 00:27:48,320 --> 00:27:50,640 we need your support 509 00:27:50,720 --> 00:27:53,480 and Rs 80 lakhs for 0.8% equity. 510 00:27:53,560 --> 00:27:55,240 - Whoa! - What? 511 00:27:55,360 --> 00:27:57,200 So, Sharks! Are you ready 512 00:27:57,320 --> 00:27:59,240 to become a plant parent from a parent? 513 00:28:09,720 --> 00:28:10,800 - We are biological brothers. - Yes. 514 00:28:10,800 --> 00:28:12,800 - Who is the older brother? - I am. He is younger. 515 00:28:12,960 --> 00:28:15,280 Tell me about you. How did this start? 516 00:28:15,360 --> 00:28:18,760 Sharks, I was born and raised in the small city 517 00:28:18,840 --> 00:28:20,720 of Sagar in Madhya Pradesh. 518 00:28:21,040 --> 00:28:24,160 I ran small businesses when I was in school. 519 00:28:24,240 --> 00:28:26,280 After 12th grade, I knew 520 00:28:26,400 --> 00:28:28,880 I had to go to college for exposure 521 00:28:29,000 --> 00:28:30,040 and to build a strong network, 522 00:28:30,080 --> 00:28:31,440 while also starting my own business 523 00:28:31,480 --> 00:28:32,760 in 1st & 2nd year of graduation. 524 00:28:32,800 --> 00:28:35,080 I came to Indore in 2017. 525 00:28:39,920 --> 00:28:42,120 And in 2018, in May, 526 00:28:42,240 --> 00:28:45,920 we started our new venture, Robot Banao. 527 00:28:46,000 --> 00:28:48,480 We were allotting electronic components. 528 00:28:48,560 --> 00:28:51,440 In around three years, in 2nd, 3rd and 4th year. 529 00:28:51,520 --> 00:28:53,560 We did a business of approximately Rs. 13 crores. 530 00:28:53,640 --> 00:28:55,360 We were a profitable business. 531 00:29:06,320 --> 00:29:08,840 After Covid, the market 532 00:29:08,920 --> 00:29:11,320 for indoor plants was growing rapidly. 533 00:29:11,400 --> 00:29:15,760 There were limited people who were operating in this category. 534 00:29:15,840 --> 00:29:18,080 We thought this category was a perfect fit for us. 535 00:29:18,160 --> 00:29:19,800 And the first thing we did 536 00:29:19,920 --> 00:29:22,040 was make Amazon our marketplace 537 00:29:22,120 --> 00:29:23,600 and launched our category. 538 00:29:28,240 --> 00:29:31,080 And in 2022, we launched Kyari. 539 00:29:31,240 --> 00:29:33,440 We encountered several supply chain challenges. 540 00:29:33,560 --> 00:29:35,280 Delivering a live plant 541 00:29:35,360 --> 00:29:39,040 in healthy condition is not an easy task. 542 00:29:39,120 --> 00:29:41,560 It is a long process to fulfil that. 543 00:29:41,680 --> 00:29:43,720 That is when we understood the process. 544 00:29:44,240 --> 00:29:47,000 Your friend from Nurturing Green, 545 00:29:47,080 --> 00:29:49,200 - Mr. Annu said that it took him 10-12 years... - Yes. 546 00:29:49,400 --> 00:29:51,160 And it will take around that time for anyone 547 00:29:51,320 --> 00:29:53,600 to crack the supply chain and solve related issues. 548 00:29:54,080 --> 00:29:56,360 You said you managed to do that in just two years. 549 00:29:56,520 --> 00:29:58,280 - In 1.5-2 years, right? - Yes. 550 00:29:58,440 --> 00:30:00,640 Is this really that big a problem? 551 00:30:00,720 --> 00:30:02,920 Different people are solving it at different paces. 552 00:30:03,000 --> 00:30:04,960 And everyone is claiming that it is a big issue. 553 00:30:05,360 --> 00:30:07,160 No, it's a real problem. 554 00:30:07,240 --> 00:30:08,800 Yeah! But it can be easily solved. 555 00:30:08,880 --> 00:30:10,520 Let me explain the problem. 556 00:30:33,120 --> 00:30:36,240 We tied up with nurseries. 557 00:30:36,320 --> 00:30:39,040 - It took them 10 years to set up. - Hmm! 558 00:30:39,160 --> 00:30:41,600 So, the nursery partners who were already doing business, 559 00:30:41,680 --> 00:30:43,760 were doing a business of Rs. 5-Rs.10 lakhs. 560 00:30:43,840 --> 00:30:45,680 We gave them a good volume 561 00:30:45,760 --> 00:30:47,360 and they were interested in working with us. 562 00:30:47,400 --> 00:30:48,240 Got it. Thanks. 563 00:30:48,320 --> 00:30:49,560 How many partners do you have? 564 00:30:49,640 --> 00:30:50,880 We have three nursery partners. 565 00:30:50,960 --> 00:30:53,240 The inventory and infrastructure is theirs. 566 00:30:53,320 --> 00:30:56,160 And we have defined the quality parameters. 567 00:30:56,280 --> 00:30:57,840 That we need so many leaves 568 00:30:57,920 --> 00:30:59,800 - and be bushy. - Does it have to be 25 leaves? 569 00:30:59,880 --> 00:31:01,000 - Sorry? - How many leaves? 570 00:31:01,080 --> 00:31:02,600 - 25 leaves? - No, it depends 571 00:31:02,680 --> 00:31:04,240 - on the plant. - Okay! 572 00:31:05,400 --> 00:31:07,280 - Let's get to the products. Please tell us about it. - Sure. 573 00:31:07,320 --> 00:31:08,720 Can you share the products with us? 574 00:31:08,800 --> 00:31:09,920 I'll go with the demo first. 575 00:31:09,960 --> 00:31:11,480 Okay! What does 'Kyari' mean? 576 00:31:11,560 --> 00:31:14,320 In MP and UP's regional language, 577 00:31:14,440 --> 00:31:15,920 'Kyari' means flower bed. 578 00:31:16,000 --> 00:31:17,600 Nice logo, nice brand. 579 00:31:17,720 --> 00:31:19,000 - Yes. - Thank you! 580 00:31:19,200 --> 00:31:20,560 I'll start with the first product. 581 00:31:20,640 --> 00:31:24,040 We noticed that the biggest problem with plant parents was 582 00:31:31,480 --> 00:31:34,080 Self-watering planters already existed in the market. 583 00:31:34,200 --> 00:31:35,680 But no one worked 584 00:31:35,760 --> 00:31:38,680 on its design or the right amount of water 585 00:31:38,760 --> 00:31:40,440 that should go to each plant. 586 00:31:40,520 --> 00:31:43,920 So, we wondered how much water the soil would need for a week. 587 00:31:44,040 --> 00:31:46,040 Most indoor plants 588 00:31:46,120 --> 00:31:49,040 require water in a certain proportion within 7-8 days. 589 00:31:49,120 --> 00:31:50,960 We designed the pot with that in mind. 590 00:31:51,080 --> 00:31:52,560 According to the soil volume, 591 00:31:52,680 --> 00:31:54,640 that is how much water it should get. 592 00:32:01,480 --> 00:32:04,600 The reservoir is on the top. 593 00:32:05,280 --> 00:32:06,920 You have to fill the water from the top. 594 00:32:07,000 --> 00:32:08,640 There are two pots. One is the inner pot 595 00:32:08,720 --> 00:32:10,160 - and the other one is the outer pot. - Okay. 596 00:32:10,160 --> 00:32:11,680 There is space between both the pots. 597 00:32:11,760 --> 00:32:12,960 It's designed in a manner 598 00:32:13,120 --> 00:32:15,160 so that it can hold water for a week. 599 00:32:21,400 --> 00:32:24,080 - It was already available in the US and our market. - Okay! 600 00:32:24,160 --> 00:32:26,720 We launched this recently. That was the first product. 601 00:32:36,680 --> 00:32:38,560 - This is the maximum size we have. - Which one? 602 00:32:42,120 --> 00:32:44,360 We noticed that we couldn't solve the problem 603 00:32:44,480 --> 00:32:46,880 of over watering and under watering for plant parents. 604 00:32:46,960 --> 00:32:48,240 Under watering was fixed, 605 00:32:48,400 --> 00:32:50,520 but... Our main observation was 606 00:32:50,600 --> 00:32:52,880 that housewives see that there is no water in the pot, 607 00:32:53,040 --> 00:32:54,160 so they refill it with water. 608 00:32:54,200 --> 00:32:55,640 There was something lacking in the communication. 609 00:32:55,640 --> 00:32:58,080 - So, the problem of over watering started. - Yes. 610 00:32:58,160 --> 00:32:59,840 And that caused the plants to die. 611 00:32:59,960 --> 00:33:03,920 And then, we recently launched a product around four months ago. 612 00:33:04,000 --> 00:33:06,280 It's called Hydrate. It's a water meter. 613 00:33:08,600 --> 00:33:11,920 You have to insert this in any plant to this level. 614 00:33:17,640 --> 00:33:19,800 ...by absorbing water or moisture from the soil. 615 00:33:31,200 --> 00:33:33,400 We made it. We saw it in Japan. 616 00:33:33,560 --> 00:33:36,400 We have a third product, which is also quite innovative. 617 00:33:37,240 --> 00:33:38,560 We've seen that 618 00:33:38,640 --> 00:33:40,800 people already have plants. 619 00:33:40,880 --> 00:33:45,040 I am selling a pot as a solution for them. 620 00:33:45,200 --> 00:33:46,840 Other than that, can we deliver something that 621 00:33:46,880 --> 00:33:49,760 could turn their existing planter into a self-watering planter? 622 00:33:49,880 --> 00:33:52,520 So, we launched this product almost four months back. 623 00:33:52,600 --> 00:33:55,520 And this helps the plant parent 624 00:34:23,440 --> 00:34:25,320 - Yeah! - When we started Kyari, 625 00:34:25,400 --> 00:34:27,480 we introduced the four-inch planter you can see here. 626 00:34:39,560 --> 00:34:41,280 It starts from Rs 299 627 00:34:41,400 --> 00:34:42,640 and goes up to Rs. 399. 628 00:34:42,720 --> 00:34:45,360 Depending on the plant variety the person is shopping. 629 00:34:45,760 --> 00:34:48,840 Last year we decided to start the NPD process. 630 00:34:48,920 --> 00:34:50,200 All the products you see 631 00:34:50,280 --> 00:34:52,280 were launched recently in the last 4 months. 632 00:34:52,360 --> 00:34:55,320 If I talk about the revenue split, 90% of the business 633 00:34:55,400 --> 00:34:57,440 - still comes from that particular plant. - Oh! 634 00:35:01,680 --> 00:35:03,560 - Oh my! With the logo. - Nice! 635 00:35:03,640 --> 00:35:05,240 - This one is for you. - Nice. 636 00:35:05,320 --> 00:35:07,080 It says Snapdeal. 637 00:35:07,160 --> 00:35:08,760 Thank you! Very nice. 638 00:35:08,840 --> 00:35:10,200 - We have the Sugar logo also. - Nice. 639 00:35:10,240 --> 00:35:12,840 Amazing! I love it. Thank you! 640 00:35:12,920 --> 00:35:15,280 The water from the reservoir will flow down, right? 641 00:35:15,360 --> 00:35:16,760 - No! You need to fill the water at the bottom. - The reservoir 642 00:35:16,760 --> 00:35:18,200 - will go down, won't it? - No! 643 00:35:18,320 --> 00:35:19,560 You must fill the water at the bottom. 644 00:35:19,600 --> 00:35:22,000 It will automatically rise through capillary action. 645 00:35:22,080 --> 00:35:22,960 - And leave it. - Got it. 646 00:35:23,040 --> 00:35:24,680 - This is your old model, right? - Yes. 647 00:35:26,240 --> 00:35:28,440 [music playing] 648 00:35:30,240 --> 00:35:31,520 What is the price for this one? 649 00:35:32,080 --> 00:35:33,400 This plant you are holding 650 00:35:33,520 --> 00:35:36,480 costs around Rs. 725 on our website. 651 00:35:36,600 --> 00:35:37,800 And the reservoir one? 652 00:35:37,880 --> 00:35:40,720 The one that Namita is holding is for Rs. 349. 653 00:35:40,840 --> 00:35:43,400 - This one! - Your attention to detail 654 00:35:43,480 --> 00:35:45,480 needs to be appreciated. I can see 655 00:35:45,560 --> 00:35:47,200 - there are rubber supporters at the bottom. - Thank you! 656 00:35:47,240 --> 00:35:49,120 - Shock absorption. I mean... - Thank you! 657 00:35:49,280 --> 00:35:51,560 - I guess so that it doesn't touch the ground. - Yes. 658 00:35:51,640 --> 00:35:53,960 - And there is no noise. Very nice. - Thank you! 659 00:35:54,080 --> 00:35:55,920 - How much is this for? - Rs. 299. 660 00:35:56,000 --> 00:35:57,760 And Hydrate and other products? 661 00:35:57,840 --> 00:36:02,160 We are planning to give Hydrate free of cost with our products. 662 00:36:02,720 --> 00:36:05,720 And what about the products like compost? 663 00:36:05,840 --> 00:36:07,120 These are fertilisers for organic purposes. 664 00:36:07,160 --> 00:36:09,920 Exactly! You haven't spoken about them at all. 665 00:36:21,520 --> 00:36:22,280 Understood. 666 00:36:22,360 --> 00:36:24,520 - Let's get to the numbers. - Yes, the numbers, please. 667 00:36:24,600 --> 00:36:27,720 So our last month sales were Rs. 2.63 crores. 668 00:36:27,840 --> 00:36:28,560 [scoffs] 669 00:36:28,640 --> 00:36:30,280 - Tell me the net amount. - Net of everything. 670 00:36:30,280 --> 00:36:32,600 Considering the first six months from April... 671 00:36:32,680 --> 00:36:34,640 No, you tell us about all the seven months. 672 00:36:34,720 --> 00:36:36,760 Our numbers for seven months are Rs. 10.5 crores. 673 00:36:36,920 --> 00:36:37,840 Okay. Good. 674 00:36:37,920 --> 00:36:39,760 Speaking of financial year 675 00:36:39,840 --> 00:36:41,800 2022-2023, 676 00:36:41,920 --> 00:36:45,480 our sales were Rs. 1.75 crores, 677 00:36:45,600 --> 00:36:47,720 Rs. 9.54 crores in the next year. 678 00:36:47,800 --> 00:36:48,960 - Woah! - And till date, 679 00:36:49,080 --> 00:36:51,680 our sales have reached Rs. 10.48 crores. 680 00:36:51,840 --> 00:36:52,680 What is your target? 681 00:36:52,760 --> 00:36:55,600 We will close the current financial year at approximately Rs.23 crores. 682 00:37:03,840 --> 00:37:05,520 We are not making any profit yet. 683 00:37:07,600 --> 00:37:08,960 In the first year, our loss 684 00:37:39,040 --> 00:37:41,320 The first round of money was raised in April 2022. 685 00:37:41,400 --> 00:37:42,800 We are family friends. 686 00:37:42,960 --> 00:37:46,560 A person was a part of our past journey very closely. 687 00:37:46,640 --> 00:37:47,920 So he invested at that time. 688 00:37:48,000 --> 00:37:50,280 And we raised Rs. 2 crores at that time. 689 00:37:50,400 --> 00:37:52,800 Our valuation was Rs. 40 crores back then. 690 00:37:53,400 --> 00:37:57,240 We have closed the second round in the last October. 691 00:37:57,320 --> 00:37:59,560 We raised Rs. 5.4 crores 692 00:38:00,440 --> 00:38:02,280 at a valuation of Rs. 50 crores. 693 00:38:02,360 --> 00:38:04,800 Some of our investors in the same round 694 00:38:04,880 --> 00:38:06,480 couldn't arrange the funds in time 695 00:38:06,560 --> 00:38:09,440 till the round closed and hence there was an addition 696 00:38:09,560 --> 00:38:13,320 in March 2024 where we received Rs. 1.05 crores 697 00:38:13,400 --> 00:38:16,520 on a convertible note 698 00:38:16,600 --> 00:38:18,840 making it a cap of Rs. 70 crores and the floor being Rs. 40 crores. 699 00:38:18,840 --> 00:38:20,640 [intense music playing] 700 00:38:22,600 --> 00:38:24,160 ...from Rs. 50 crores to Rs. 40 crores. 701 00:38:24,200 --> 00:38:26,200 We reduced the floor to Rs. 40 crores 702 00:38:26,280 --> 00:38:28,120 because when we initiated the discussion with them 703 00:38:28,120 --> 00:38:30,000 we agreed upon it 704 00:38:30,120 --> 00:38:31,680 - in the start itself. - No! Your funds got depleted. 705 00:38:31,720 --> 00:38:33,160 - Am I right? - No, that's not true. 706 00:38:33,200 --> 00:38:34,880 We did accumulate Rs. 5.5 crores last year. 707 00:38:34,920 --> 00:38:36,440 Why would anyone shrink their floor? 708 00:38:38,480 --> 00:38:40,440 Our round that started in October hadn't closed yet 709 00:38:40,480 --> 00:38:43,840 and we had committed to their proposal by then. 710 00:38:43,960 --> 00:38:45,760 Because our last round total led to Rs. 40 crores, 711 00:38:45,800 --> 00:38:47,520 we committed to them at Rs. 70 crores. 712 00:38:47,640 --> 00:38:49,120 What is your total dilution till now? 713 00:38:49,240 --> 00:38:50,760 What about the rest of the capital? 714 00:38:50,840 --> 00:38:51,960 40% belongs to me, 715 00:38:52,080 --> 00:38:54,200 - 37% belongs to Saksham. - And? 716 00:38:54,280 --> 00:38:56,040 - An ESOP pool of 7%. - Okay. 717 00:38:56,120 --> 00:38:58,600 We are almost 16% diluted. 718 00:38:59,320 --> 00:39:01,000 Tell me your cash in bank. 719 00:39:01,080 --> 00:39:04,400 Cash in bank is around Rs. 33 lakhs. 720 00:39:04,520 --> 00:39:06,200 - That's great! - Oh! 721 00:39:07,640 --> 00:39:11,320 We have lots of receivables yet. 722 00:39:16,960 --> 00:39:17,960 Yes, we are. 723 00:39:18,040 --> 00:39:21,560 - Then? Receivables? - But we bill the e-trade on Amazon. 724 00:39:21,680 --> 00:39:23,840 Where we follow a payment cycle... 725 00:39:23,920 --> 00:39:26,880 - What is the time period? - A payment cycle of 45 days. 726 00:39:27,000 --> 00:39:29,560 And we receive the money in around 55 days. 727 00:39:29,680 --> 00:39:31,360 And do you sell your products via quick commerce? 728 00:39:31,360 --> 00:39:32,160 Not yet. 729 00:39:32,240 --> 00:39:33,840 You are only selling on Amazon, is it? 730 00:39:33,920 --> 00:39:35,840 We are selling through our website. 731 00:39:35,920 --> 00:39:36,720 Split? 732 00:39:36,840 --> 00:39:38,560 - 60% sales are through our website. - Okay. 733 00:39:38,680 --> 00:39:42,200 Almost 30% sales are through Amazon 734 00:39:42,480 --> 00:39:44,240 and 10% sales from corporate businesses. 735 00:39:44,360 --> 00:39:46,840 Let's get the the amount of your receivables. What is it? 736 00:39:46,960 --> 00:39:50,080 Our receivables amount to Rs. 2.09 crores. 737 00:39:50,160 --> 00:39:53,000 And what if you don't get your money? 738 00:39:54,840 --> 00:39:56,240 We have a working capital. 739 00:39:56,320 --> 00:39:57,920 - We have kept a CC limit. - What is your working capital? 740 00:39:57,960 --> 00:39:59,240 - Rs. 2 crores. - Okay. 741 00:39:59,320 --> 00:40:00,800 How much of the debt money have you used? 742 00:40:00,840 --> 00:40:02,360 - Are you speaking about the utilised limit? - Yes. 743 00:40:02,400 --> 00:40:05,920 This month we received the amount... 744 00:40:06,000 --> 00:40:07,360 - Disbursement? - Yes. 745 00:40:07,440 --> 00:40:09,400 - Our limit was Rs. 1.60 crores. - Okay. 746 00:40:09,480 --> 00:40:11,560 Out of which Rs. 1.32 crores is 747 00:40:11,680 --> 00:40:12,800 - the bank balance. - Okay. 748 00:40:12,880 --> 00:40:14,560 So you have used Rs. 30 lakhs. 749 00:40:14,640 --> 00:40:16,480 - Yes, Rs. 30 lakhs. - And what are your payables? 750 00:40:16,520 --> 00:40:18,240 Approximately, Rs. 1.7 crores. 751 00:40:23,680 --> 00:40:25,160 The money is blocked in the inventory. 752 00:40:25,240 --> 00:40:25,920 What is the inventory? 753 00:40:26,000 --> 00:40:28,520 We have an inventory of Rs. 1.45 crores. 754 00:40:28,640 --> 00:40:31,320 Rs. 1.45 crores of inventory in plants! 755 00:40:32,560 --> 00:40:34,120 We have launched different categories 756 00:40:34,200 --> 00:40:36,080 and the first orders from all of them have been delivered. 757 00:40:36,120 --> 00:40:38,160 We have stock left in each category. 758 00:40:38,280 --> 00:40:41,760 I think you are facing an issue with the unit economics of per unit data. 759 00:40:41,960 --> 00:40:43,360 Let's talk about the unit economics. 760 00:40:43,400 --> 00:40:45,440 Speaking of website business, 761 00:41:56,840 --> 00:41:59,080 I did not withdraw any salary 762 00:41:59,200 --> 00:42:00,320 until this year. 763 00:42:00,440 --> 00:42:02,480 Both of us withdraw Rs. 50,000 each. 764 00:42:07,240 --> 00:42:09,520 This business can shut down. Aren't you scared? 765 00:42:10,120 --> 00:42:11,200 Uh... 766 00:42:11,400 --> 00:42:15,680 - Our working capital will sustain for another 8 months. - No. 767 00:42:15,760 --> 00:42:17,440 You don't have it. 768 00:42:17,480 --> 00:42:20,960 - Your salaries next month are Rs. 30 lakhs. - Yes. 769 00:42:21,240 --> 00:42:23,840 - Around Rs. 26 lakhs. - You will pay salaries of Rs. 33 lakhs. 770 00:42:23,920 --> 00:42:27,320 Because your receivables and payables are similar. 771 00:42:27,400 --> 00:42:29,440 The money will get transferred from one place to another. 772 00:42:29,480 --> 00:42:31,640 You won't be able to liquidate the inventory. 773 00:42:32,200 --> 00:42:33,440 [intense music playing] 774 00:42:33,520 --> 00:42:34,840 You have been honest so far. 775 00:42:34,960 --> 00:42:36,640 You must have approached a Venture Capitalist. 776 00:42:36,680 --> 00:42:39,040 We have had a word with many Venture Capitalists 777 00:42:39,120 --> 00:42:40,840 - in the whole process. - There you go. 778 00:42:40,920 --> 00:42:44,320 - We had a discussion with Fireside recently. - Okay. 779 00:42:44,400 --> 00:42:46,440 We are still having discussions with some of them. 780 00:42:46,520 --> 00:42:48,720 We still don't have any commitments yet. 781 00:42:48,840 --> 00:42:50,600 As per your current conversations, 782 00:42:50,680 --> 00:42:53,080 what is the size of round and the valuation? 783 00:42:53,160 --> 00:42:55,280 We are trying to raise Rs. 25 crores. 784 00:43:01,600 --> 00:43:05,840 You are paying Rs. 26 lakhs every month as salaries 785 00:43:05,920 --> 00:43:08,960 ...for which you have only Rs. 33 lakhs left. 786 00:43:09,040 --> 00:43:12,400 Didn't you consider to reduce your marketing budget 787 00:43:12,480 --> 00:43:13,640 to Rs. 10 lakhs for a month 788 00:43:13,720 --> 00:43:16,000 which would give you a budget of giving salaries for two months 789 00:43:16,000 --> 00:43:18,080 just to make sure that the employees aren't stranded? 790 00:43:18,080 --> 00:43:20,360 Vineeta, it was a festive month 791 00:43:20,440 --> 00:43:23,440 and October is considered as 792 00:43:23,560 --> 00:43:25,040 the best month for the industry of e-commerce. 793 00:43:25,080 --> 00:43:27,400 We were focus sing on capturing more sales. 794 00:43:27,480 --> 00:43:29,880 But you aren't thinking that a founder 795 00:43:29,960 --> 00:43:31,880 has a responsibility towards their team. 796 00:43:31,960 --> 00:43:35,920 From that point of view, considering the CC limit we have... 797 00:43:37,120 --> 00:43:39,560 'CC limit is the cash-credit limit. 798 00:43:39,640 --> 00:43:42,480 It is a loan taken from the bank 799 00:43:42,560 --> 00:43:47,120 and is used to meet the needs of the working capital of the business. 800 00:43:47,400 --> 00:43:49,360 The bank defines a limit 801 00:43:49,440 --> 00:43:51,680 up to which you can withdraw the money 802 00:43:51,760 --> 00:43:55,320 and charges interest on the amount used by you.' 803 00:43:56,240 --> 00:43:58,440 It is a mindset that I have receivables of Rs. 2 crores. 804 00:43:58,480 --> 00:44:00,280 Your CC limit will get depleted 805 00:44:00,360 --> 00:44:02,800 in the next few days if not yet. 806 00:44:02,880 --> 00:44:05,320 Any debtor or company, 807 00:44:05,440 --> 00:44:07,440 whose runway 808 00:44:07,520 --> 00:44:09,480 is down to 1 to 2 months 809 00:44:09,560 --> 00:44:10,960 always sticks to the CC limit. 810 00:44:11,040 --> 00:44:13,400 So, I am surprised that you still have CC limit with you. 811 00:44:13,480 --> 00:44:15,760 But it will disappear any moment. 812 00:44:17,440 --> 00:44:19,200 The bank has given the CC limit. 813 00:44:19,280 --> 00:44:20,920 No bank will allow it because... 814 00:44:21,000 --> 00:44:23,520 We have stock with us... 815 00:44:23,640 --> 00:44:25,360 Your stock is not a collateral. 816 00:44:25,440 --> 00:44:27,720 In your case, it is a perishable item. 817 00:44:28,600 --> 00:44:31,040 Nobody withdraws money against the inventory. 818 00:44:31,120 --> 00:44:34,720 All of us have done business and we know how the banks work. 819 00:44:35,080 --> 00:44:37,000 Do you have any properties as a collateral? 820 00:44:37,160 --> 00:44:38,960 Nobody will give money against the property as well. 821 00:44:38,960 --> 00:44:42,320 The concept of CC limit in loss-making companies 822 00:44:42,400 --> 00:44:44,960 is that it provides a working capital 823 00:44:45,040 --> 00:44:47,840 if the company has a runway of more than 8 to 10 months. 824 00:44:48,440 --> 00:44:52,080 Agam, I am surprised as to why didn't you opt for quick commerce? 825 00:44:52,240 --> 00:44:53,480 He did try but couldn't enter the market. 826 00:44:53,520 --> 00:44:56,400 No! We told them about our business of plants. 827 00:44:56,480 --> 00:44:58,760 We weren't able to understand their infrastructure. 828 00:44:59,440 --> 00:45:01,880 We weren't much convinced back then 829 00:45:01,960 --> 00:45:03,720 to make it go on board with quick commerce. 830 00:45:03,840 --> 00:45:05,040 Did you reject them or did they reject you? 831 00:45:05,040 --> 00:45:06,960 We rejected it. We had received the PO too. 832 00:45:07,080 --> 00:45:09,640 Do you think it was a strategic mistake? 833 00:45:09,720 --> 00:45:11,160 Yeah, it was a wrong call. 834 00:45:11,240 --> 00:45:12,560 How are you rectifying it? 835 00:45:12,640 --> 00:45:15,120 We are discussing about it since two months. 836 00:45:16,880 --> 00:45:18,160 What do you think of Nurturing Green? 837 00:45:18,160 --> 00:45:20,800 Shall we invest in them or you? And why? 838 00:45:21,520 --> 00:45:24,360 It is finally your call but I think 839 00:45:24,440 --> 00:45:26,880 we are growing with a faster approach. 840 00:45:27,000 --> 00:45:28,360 - Yes. - We understand the industry 841 00:45:28,360 --> 00:45:31,880 and are creating products as per the consumer demand. 842 00:45:32,120 --> 00:45:35,440 We never considered Nurturing Green as a close competitor. 843 00:45:35,520 --> 00:45:38,680 - Okay. - Because their online market presence is quite low. 844 00:45:38,760 --> 00:45:41,000 - Their market is offline. - Who is your competitor then? 845 00:45:41,080 --> 00:45:43,040 - Ugaoo is one of our biggest competitors. - Okay. 846 00:45:53,880 --> 00:45:54,520 As such, I haven't... 847 00:45:54,640 --> 00:45:57,360 You and the investor will make returns 848 00:45:57,440 --> 00:45:59,800 only in the purchase of the company 849 00:46:00,160 --> 00:46:02,880 or if you offer an IPO to the public. 850 00:46:03,000 --> 00:46:04,680 We are too young 851 00:46:04,760 --> 00:46:08,480 to make up our mind about it. 852 00:46:08,560 --> 00:46:10,920 I could prefer doing both but I am not sure 853 00:46:11,000 --> 00:46:13,360 - of the commitment versus action. - Good answer. 854 00:46:13,600 --> 00:46:14,600 We are way too young. 855 00:46:14,680 --> 00:46:17,280 Kunal, I mean, I cannot assure any investor 856 00:46:17,360 --> 00:46:18,800 of giving them an exit in an IPO 857 00:46:18,880 --> 00:46:20,440 or by acquisition of my company by someone else. 858 00:46:20,480 --> 00:46:23,240 What do you say to a VC who questions this to you? 859 00:46:24,280 --> 00:46:26,240 Do you ask them to invest without any future plan? 860 00:46:26,680 --> 00:46:29,120 We are growing and we will make profits. 861 00:46:29,200 --> 00:46:31,760 Certainly and soon! 862 00:46:31,920 --> 00:46:33,920 What is your moat? 863 00:46:34,120 --> 00:46:36,840 Our biggest moat 864 00:46:36,920 --> 00:46:38,720 is the supply chain. 865 00:46:38,800 --> 00:46:40,080 The second moat is execution. 866 00:46:41,600 --> 00:46:43,040 Isn't perseverance your moat? 867 00:46:43,400 --> 00:46:44,720 [chuckles] 868 00:46:46,600 --> 00:46:48,040 Is perseverance your moat? 869 00:46:50,600 --> 00:46:51,800 Uh... 870 00:46:52,000 --> 00:46:52,600 [buzzer rings] 871 00:46:52,720 --> 00:46:54,000 And you're safe! 872 00:46:56,560 --> 00:46:57,400 Thank you, guys. 873 00:46:57,560 --> 00:46:59,360 - Thank you, Sharks! - Thank you so much! 874 00:46:59,440 --> 00:47:00,960 - See you soon. - See you. 875 00:47:04,480 --> 00:47:06,760 [theme music playing] 876 00:48:42,800 --> 00:48:45,120 [intense music playing] 877 00:48:55,560 --> 00:48:56,920 Welcome back, Annu. 878 00:48:57,520 --> 00:48:59,080 - Thank you, Vineeta. - Are you nervous? 879 00:48:59,920 --> 00:49:00,800 A little bit. 880 00:49:00,920 --> 00:49:03,800 Which one among both of you do you think will grab the deal? 881 00:49:04,200 --> 00:49:05,560 Of course, I will. 882 00:49:05,680 --> 00:49:06,920 [chuckles] 883 00:49:07,560 --> 00:49:09,480 I think your journey, 884 00:49:09,640 --> 00:49:11,080 while it's very interesting, I think, 885 00:49:11,160 --> 00:49:13,440 considering your struggle, 886 00:49:13,560 --> 00:49:17,480 you sometimes come across as trying too hard. 887 00:49:17,560 --> 00:49:19,440 Sometimes the things you say, 888 00:49:19,520 --> 00:49:21,960 for instance you mentioned about Indicorn to Kunal. 889 00:49:22,040 --> 00:49:26,320 So, sometimes your answers, rather than having naivety of saying 890 00:49:26,480 --> 00:49:27,880 that you are not aware 891 00:49:28,040 --> 00:49:30,280 or aren't sure of it, 892 00:49:30,560 --> 00:49:33,480 there is a whole element of 893 00:49:33,600 --> 00:49:36,520 using buzz words 894 00:49:36,640 --> 00:49:38,760 or jargons. 895 00:49:38,880 --> 00:49:41,520 - I could sense that. - Okay. 896 00:49:41,600 --> 00:49:44,040 But what I really like is that 897 00:49:44,160 --> 00:49:47,320 you are putting your heart into your brand 898 00:49:47,520 --> 00:49:50,320 and you have done some quote unique things 899 00:49:50,400 --> 00:49:53,160 like a large percent of your business 900 00:49:53,240 --> 00:49:55,320 derives from modern trade and offline means 901 00:49:55,400 --> 00:49:58,400 and I know the economics of the same very well. 902 00:49:58,480 --> 00:50:01,800 That is also the reason behind your total marketing cost being 9% only 903 00:50:06,560 --> 00:50:09,440 So I like the fact that people have rejected your mode 904 00:50:09,560 --> 00:50:11,240 due to lack of perseverance 905 00:50:11,320 --> 00:50:13,520 is your biggest strength. 906 00:50:13,640 --> 00:50:16,240 And your superpower is 907 00:50:16,320 --> 00:50:18,760 the patience you have 908 00:50:18,880 --> 00:50:21,560 to build it for another 50 years. 909 00:50:22,480 --> 00:50:24,680 So I will make you an offer. 910 00:50:25,720 --> 00:50:26,720 Oh wow! 911 00:50:26,760 --> 00:50:28,240 My offer is 912 00:50:28,320 --> 00:50:30,960 a little higher than the valuation 913 00:50:31,080 --> 00:50:32,480 Vijay made for you. 914 00:50:32,560 --> 00:50:34,520 I am giving you a valuation of Rs. 40 crores. 915 00:50:34,640 --> 00:50:35,840 Wow! 916 00:50:36,240 --> 00:50:39,160 - Rs. 50 lakhs for 1.25%. - Yes. 917 00:50:39,240 --> 00:50:40,800 Plus another Rs. 50 lakhs 918 00:50:40,920 --> 00:50:45,160 at 10% interest cost which is debt for a period of three years. 919 00:50:49,960 --> 00:50:53,160 In India, there is value for money and not for convenience. 920 00:50:53,440 --> 00:50:54,840 And for the next 20 years, 921 00:50:54,920 --> 00:50:57,320 every local gardener will be undercutting you. 922 00:50:58,160 --> 00:51:01,520 So the margin of your business ranges between 2% to 4%. 923 00:51:01,600 --> 00:51:03,960 [intense music playing] 924 00:51:04,240 --> 00:51:06,960 From an investor perspective, I don't think I'll make money. 925 00:51:07,040 --> 00:51:08,720 - So, I am out. - Sure. 926 00:51:08,800 --> 00:51:11,560 - Good luck, man. - Thank you, Anupam. 927 00:51:11,960 --> 00:51:14,120 Annu, I loved your product and packaging. 928 00:51:14,480 --> 00:51:16,920 But I couldn't see the hunger and the ambition. 929 00:51:16,920 --> 00:51:19,400 You said that you want to value your company at Rs. 100 crores. 930 00:51:20,080 --> 00:51:22,400 - Rs. 100 crores? Next year? - Yes. 931 00:51:22,480 --> 00:51:24,080 I can't invest in a company 932 00:51:24,160 --> 00:51:25,720 with an ambition to make Rs. 100 crores 933 00:51:25,800 --> 00:51:28,400 and is here to raise the valuation at the same. 934 00:51:29,160 --> 00:51:30,560 It is our vision. 935 00:51:30,880 --> 00:51:34,240 I can't see it today and that's why, unfortunately, I am out. 936 00:51:34,680 --> 00:51:36,160 Be the number one player. 937 00:51:36,240 --> 00:51:37,360 - Not just one of the players. - Yes. 938 00:51:37,360 --> 00:51:39,600 Yes. Thank you so much for the feedback. 939 00:51:40,400 --> 00:51:43,480 Annu, it was a pleasure meeting you after so many years. 940 00:51:43,600 --> 00:51:46,400 And you have come a long way. 941 00:51:46,800 --> 00:51:48,400 You have matured as well. 942 00:51:48,480 --> 00:51:50,480 You have grown your business too. 943 00:51:50,600 --> 00:51:52,840 There is an authenticity within you 944 00:51:52,920 --> 00:51:55,600 which makes you the right man with a good heart. 945 00:51:57,040 --> 00:51:58,480 Your offline distribution 946 00:51:58,560 --> 00:52:00,640 is your strength. 947 00:52:01,360 --> 00:52:04,040 But online market is the future. 948 00:52:04,120 --> 00:52:05,280 Absolutely. 949 00:52:06,120 --> 00:52:09,240 Your economics will face a lot of pressure soon. 950 00:52:09,640 --> 00:52:10,640 Absolutely. 951 00:52:10,880 --> 00:52:12,400 Because you won't be able to 952 00:52:12,480 --> 00:52:14,760 - grow your business without going online. - That's right. 953 00:52:14,840 --> 00:52:18,840 Because the economics for the same is not clear, 954 00:52:18,960 --> 00:52:22,280 even though my heart said yes, today my mind says no. 955 00:52:22,680 --> 00:52:24,480 So, I am sorry, but I am out today. 956 00:52:24,600 --> 00:52:27,360 - Alright. Thank you so much. - And all the best. 957 00:52:27,600 --> 00:52:29,920 There are a few things I love about 958 00:52:30,000 --> 00:52:32,320 your business which is 9% marketing 959 00:52:32,520 --> 00:52:35,440 and having a good sales and P&L in spite of that. 960 00:52:41,600 --> 00:52:43,440 More than 50% of your sales... 961 00:52:43,560 --> 00:52:47,000 - For the future, maybe. - I liked your clarity of vision. 962 00:52:47,120 --> 00:52:49,920 Let me tell you at what point I am a bit confused. 963 00:52:50,000 --> 00:52:52,160 It is bothering me a little bit. 964 00:52:52,320 --> 00:52:54,080 When we asked you about the moat, 965 00:52:54,160 --> 00:52:56,640 you said resilience and we were going to move ahead 966 00:52:56,880 --> 00:52:58,360 and then I wanted to get back 967 00:52:58,520 --> 00:53:01,040 - and asked you to tell me about your moat. - Yes. My moat. 968 00:53:01,160 --> 00:53:02,480 And then you struggled a bit 969 00:53:02,560 --> 00:53:05,720 but you said packaging and then you said supply chain. 970 00:53:05,800 --> 00:53:09,280 So, I think there is lack of clarity of vision here. 971 00:53:09,680 --> 00:53:10,760 Sure. 972 00:53:11,880 --> 00:53:13,080 Today, I am out. 973 00:53:13,160 --> 00:53:15,960 - Because I am not getting that conviction. - Okay. Sure. 974 00:53:16,040 --> 00:53:17,800 But I have a strong feeling that 975 00:53:17,840 --> 00:53:19,680 you will prove me wrong and we will meet again. 976 00:53:19,880 --> 00:53:21,640 - Yes. Definitely. - Thank you. 977 00:53:21,760 --> 00:53:25,560 So, can I have a right to give a counter there? 978 00:53:25,640 --> 00:53:28,360 You would have the right earlier 979 00:53:29,760 --> 00:53:33,400 but now it is just us in the green world. 980 00:53:33,640 --> 00:53:34,640 So I don't think 981 00:53:34,720 --> 00:53:37,920 any of your counter offer will work and I have been very generous. 982 00:53:38,000 --> 00:53:40,640 - From your last round... - But I raised the last round 983 00:53:40,720 --> 00:53:43,000 - when the revenue was Rs. 9 crores. - I know. Look! 984 00:53:43,080 --> 00:53:45,680 We are making a revenue of Rs. 28 crores today. 985 00:53:45,800 --> 00:53:47,800 We are making the same multiples even now. 986 00:53:47,880 --> 00:53:49,800 Do you know how the value for fundraising is determined? 987 00:53:49,840 --> 00:53:51,080 How is it done? 988 00:53:51,200 --> 00:53:53,000 Demand and supply. 989 00:53:53,240 --> 00:53:55,240 Not valuation based on multiple, 990 00:53:55,320 --> 00:53:56,360 not DCF either. 991 00:53:56,440 --> 00:53:58,000 - Right. - It is based on demand and supply. 992 00:53:58,000 --> 00:53:59,040 Right. 993 00:54:01,920 --> 00:54:05,000 Okay, Annu, it's decision time. Don't take 14 years now. 994 00:54:05,120 --> 00:54:06,280 [laughing] 995 00:54:06,400 --> 00:54:07,960 No, no. I'll make quick decisions. 996 00:54:17,640 --> 00:54:21,960 Buddy, hire Mr Jackie Shroff before your competitor hires him. 997 00:54:22,040 --> 00:54:24,080 [camera shutter clicking] 998 00:54:33,440 --> 00:54:35,480 [theme music playing] 999 00:54:48,240 --> 00:54:51,640 In this concept of match off, 1000 00:54:51,720 --> 00:54:55,600 there are many benefits for the investors. 1001 00:54:55,840 --> 00:54:57,360 Because we can see the comparables. 1002 00:54:57,480 --> 00:54:59,560 And comparables are very useful for investors. 1003 00:54:59,640 --> 00:55:02,800 But for me, the game that you're playing 1004 00:55:02,920 --> 00:55:06,280 where you're risking your employees' salaries 1005 00:55:06,400 --> 00:55:09,480 and are still spending 80 lakhs to 90 lakhs on marketing. 1006 00:55:09,560 --> 00:55:13,360 So for me, this deal will not work today. I'm out. 1007 00:55:14,400 --> 00:55:16,560 Nice logo, nice brand, 1008 00:55:16,640 --> 00:55:20,040 self-watering planters. Great solution to 1009 00:55:20,120 --> 00:55:21,240 a real problem. 1010 00:55:22,600 --> 00:55:25,480 But a wave comes once every few years in this category 1011 00:55:25,600 --> 00:55:28,160 and everyone runs to invest their money in this. 1012 00:55:28,240 --> 00:55:30,080 Because they think that's the next big company. 1013 00:55:30,320 --> 00:55:32,000 It won't happen in this category. 1014 00:55:32,120 --> 00:55:33,120 Not in India, at least. 1015 00:55:35,880 --> 00:55:37,040 It's not like that, Anupam. 1016 00:55:37,120 --> 00:55:39,920 - Okay. - If we look at it this way, 1017 00:55:40,000 --> 00:55:42,520 then we wouldn't be at such a strong CM1 1018 00:55:42,600 --> 00:55:43,880 and we wouldn't be making a CM2. 1019 00:55:50,920 --> 00:55:54,120 This is a business of plants. Don't fool yourself. 1020 00:55:55,640 --> 00:55:56,760 I'm out. Good luck. 1021 00:55:56,840 --> 00:55:57,840 Thank you. 1022 00:55:58,040 --> 00:55:59,360 Saksham and Agam. 1023 00:55:59,440 --> 00:56:02,120 A weak P&L is something that I would've lived with. 1024 00:56:02,200 --> 00:56:06,320 Because it is an initial issue in an entrepreneur's growth story. 1025 00:56:06,400 --> 00:56:08,920 What is bothering me is the lack of clarity 1026 00:56:09,000 --> 00:56:12,120 of product strategy in the next three to five years. 1027 00:56:13,040 --> 00:56:16,200 You know I like to bet on founders who have a very clear vision 1028 00:56:16,280 --> 00:56:18,040 of what they want in two years, three years 1029 00:56:18,160 --> 00:56:19,600 and so on. No one can predict. 1030 00:56:19,920 --> 00:56:22,760 But at least from a product perspective 1031 00:56:23,000 --> 00:56:25,480 that product wise where you want to go. 1032 00:56:25,840 --> 00:56:27,680 What has to be done with the hydration meter? 1033 00:56:27,760 --> 00:56:30,760 What has to be done about the plant's water reservoir? 1034 00:56:30,840 --> 00:56:33,960 And in garden products you have only one plant food 1035 00:56:34,040 --> 00:56:35,640 and whether you want to scale that or not. 1036 00:56:35,640 --> 00:56:38,600 For that reason, today, I'm out. But I wish you the best. 1037 00:56:38,680 --> 00:56:39,920 Thank you, Namita. 1038 00:56:40,000 --> 00:56:43,120 You're a part of a race where you've forgotten 1039 00:56:43,320 --> 00:56:46,720 that building a business is a marathon. 1040 00:56:46,800 --> 00:56:49,120 - It's not like you'll sprint and win. - Correct. 1041 00:56:49,240 --> 00:56:52,080 You're thinking about tomorrow but not for the day after that 1042 00:56:52,280 --> 00:56:53,720 in this entire business. 1043 00:56:56,920 --> 00:56:58,960 But there are some very good things in you. 1044 00:56:59,640 --> 00:57:02,000 I love the hunger and ambition in you. 1045 00:57:02,080 --> 00:57:03,000 Thanks a lot. 1046 00:57:03,080 --> 00:57:06,240 In my view, you need help in thinking long-term. 1047 00:57:06,560 --> 00:57:09,880 - How to build the number one business in this category? - For sure. 1048 00:57:10,000 --> 00:57:12,040 - And I can see that you have that ambition. - We will surely build it. 1049 00:57:12,080 --> 00:57:13,920 And I think you can do it. 1050 00:57:14,000 --> 00:57:15,360 With strategic help. 1051 00:57:16,760 --> 00:57:19,720 Kunal and I have made an offer. 1052 00:57:31,280 --> 00:57:33,600 I've been listening to that for about 12 to 13 years. 1053 00:57:35,320 --> 00:57:38,520 First, people said no one will buy phones using e-commerce. 1054 00:57:38,600 --> 00:57:40,880 Then they began to buy phones. 1055 00:57:40,960 --> 00:57:44,400 Saying, 'It's a standard product, it comes boxed. So it gets sold.' 1056 00:57:44,520 --> 00:57:47,120 Then someone said, people won't buy clothes. 1057 00:57:47,240 --> 00:57:48,600 Then they began buying clothes. 1058 00:57:48,720 --> 00:57:52,600 After that, they were sure that no one will buy beauty products online. 1059 00:57:52,680 --> 00:57:55,960 Because these products are tried in the store. 1060 00:57:56,040 --> 00:57:57,440 That also started selling. 1061 00:57:57,640 --> 00:57:58,760 You can include glasses too. 1062 00:57:58,840 --> 00:58:01,160 Glasses. Of course. 1063 00:58:01,240 --> 00:58:03,560 Another great example, right? 1064 00:58:03,720 --> 00:58:05,960 So, again and again and again, 1065 00:58:12,920 --> 00:58:15,240 I think this category will work. 1066 00:58:15,320 --> 00:58:16,320 Thank you. 1067 00:58:17,360 --> 00:58:20,320 Fortunes are built in contrarian bets. 1068 00:58:20,640 --> 00:58:24,680 Investors don't make money in consensus bets. 1069 00:58:24,840 --> 00:58:26,200 They make money in contrarian bets. 1070 00:58:26,360 --> 00:58:28,000 There is a high risk here. 1071 00:58:28,800 --> 00:58:30,400 You've exhausted your money too. 1072 00:58:32,040 --> 00:58:33,600 We'll invest four crore rupees. 1073 00:58:36,520 --> 00:58:37,600 Okay. 1074 00:58:38,400 --> 00:58:39,720 For 10% of the company. 1075 00:58:40,840 --> 00:58:42,680 [tense music playing] 1076 00:58:45,640 --> 00:58:47,000 One crore and three crores. 1077 00:58:47,080 --> 00:58:48,840 2.5% and 7.5%. 1078 00:58:59,160 --> 00:59:03,120 This could be the most important deal of this company's life. 1079 00:59:05,800 --> 00:59:08,680 Think for two minutes. Come back and then talk to us. 1080 00:59:08,800 --> 00:59:10,880 - Sure. Just give us two minutes. - Okay. 1081 00:59:13,600 --> 00:59:17,520 - They'll tell us stories of how previous rounds were. - I know. 1082 00:59:17,600 --> 00:59:19,280 - They are in great denial. - We had promised this... 1083 00:59:19,280 --> 00:59:20,960 How does it matter? I don't know why founders... 1084 00:59:20,960 --> 00:59:22,480 are obsessed about what they've told whom. 1085 00:59:22,520 --> 00:59:23,880 Yes. 1086 00:59:24,040 --> 00:59:26,080 'They are offering a very low valuation.' 1087 00:59:26,200 --> 00:59:28,080 Yes, it's a very low valuation. 1088 00:59:28,600 --> 00:59:31,160 'You can think about it even if it's equal to the previous round.' 1089 00:59:31,160 --> 00:59:33,520 I don't want to equal the previous round. 1090 00:59:33,600 --> 00:59:35,080 It's not yet hit them 1091 00:59:35,200 --> 00:59:37,240 that they are in a very tight situation. 1092 00:59:41,560 --> 00:59:42,640 Come in, brothers. 1093 00:59:45,280 --> 00:59:46,680 Firstly, thanks for the offer. 1094 00:59:49,200 --> 00:59:50,960 The valuation in the last round, 1095 00:59:51,080 --> 00:59:53,560 - was more than your offer today. - Didn't I tell you? 1096 00:59:54,400 --> 00:59:57,400 There's a good jump in the revenue numbers 1097 00:59:57,480 --> 00:59:58,720 from last year to this year. 1098 00:59:58,800 --> 01:00:00,960 Then why have you come on Shark Tank? 1099 01:00:01,600 --> 01:00:03,200 - You're here to take help, right? - 100%. 1100 01:00:03,240 --> 01:00:06,440 In the beginning, you said, 'I want to make something big.' 1101 01:00:06,600 --> 01:00:08,560 If you want to make it big, then this is nothing. 1102 01:00:08,840 --> 01:00:10,400 Technically, if you wish... 1103 01:00:13,760 --> 01:00:15,240 [pensive music playing] 1104 01:00:17,080 --> 01:00:18,240 What's your counteroffer, guys? 1105 01:00:18,280 --> 01:00:20,760 Our counteroffer is, that if we can 1106 01:00:21,080 --> 01:00:23,640 give 2% equity at 80 crores valuation. 1107 01:00:30,680 --> 01:00:32,120 - I... - Kunal, please try to understand what I'm saying. 1108 01:00:32,120 --> 01:00:34,680 Your train is leaving. Think quickly. 1109 01:00:34,760 --> 01:00:37,000 - Let me say one thing. - The train is leaving. 1110 01:00:39,240 --> 01:00:40,240 I understand your point. 1111 01:00:40,320 --> 01:00:42,240 Are you ready for the train to leave the station? 1112 01:00:42,280 --> 01:00:43,040 Obviously not. 1113 01:00:43,160 --> 01:00:45,040 Then, this is not a good counter. 1114 01:00:54,880 --> 01:00:56,120 Don't come under the pressure. 1115 01:00:56,520 --> 01:00:58,720 Leave the Anti-Dilution trigger to us. 1116 01:00:58,840 --> 01:00:59,880 None of that will happen. 1117 01:00:59,960 --> 01:01:02,600 40 crores valuation will become very less. 1118 01:01:02,680 --> 01:01:04,200 Is this your final offer? 1119 01:01:05,200 --> 01:01:06,440 Think about it once again. 1120 01:01:06,520 --> 01:01:08,360 - Shall we... - No. 1121 01:01:08,440 --> 01:01:09,600 I don't want to dilute. 1122 01:01:09,720 --> 01:01:13,000 - Let's not dilute so much... - But then... 1123 01:01:13,920 --> 01:01:15,920 - The younger one is clever. - Yes. 1124 01:01:16,320 --> 01:01:17,640 Sharks, the valuation is very low. 1125 01:01:17,640 --> 01:01:21,360 Please try to improve your offer a bit. Please. 1126 01:01:22,800 --> 01:01:24,880 - Give them some final counter. - Please, Sharks, 1127 01:01:24,960 --> 01:01:26,680 I'm sure you won't regret your decision. 1128 01:01:26,760 --> 01:01:28,920 You're betting on very nice founders. 1129 01:01:29,000 --> 01:01:31,080 [tense music playing] 1130 01:01:32,040 --> 01:01:33,200 I think 1131 01:01:33,320 --> 01:01:36,480 your emotional plea is very appealing. 1132 01:01:36,720 --> 01:01:41,000 - To please you, we can move 40 crores valuation to 45 crores. - Huh? 1133 01:01:43,800 --> 01:01:46,240 Kunal, it will be very little. 1134 01:01:46,560 --> 01:01:48,240 Please reduce the amount. 1135 01:01:49,360 --> 01:01:53,360 If we reduce the amount to 45 crores, will you do it? 1136 01:01:55,240 --> 01:01:57,400 Shark... Kunal, please try to understand me. 1137 01:01:57,480 --> 01:01:59,600 We are at 30 crores RR. 1138 01:01:59,680 --> 01:02:01,120 And we are targeting 45 crores RR. 1139 01:02:01,240 --> 01:02:04,800 You're forgetting that you have 30 lakhs bank balance, 1140 01:02:04,880 --> 01:02:07,360 and you have 50% for marketing in your business. 1141 01:02:07,520 --> 01:02:10,640 And there is a business that has got 50 crores funding. 1142 01:02:10,720 --> 01:02:12,640 You're not understanding all of that. 1143 01:02:12,720 --> 01:02:15,880 And you have come to take a strategic help 1144 01:02:16,000 --> 01:02:18,120 but you feel that it has no value. 1145 01:02:18,200 --> 01:02:19,920 It's not like that, Peyush. 1146 01:02:20,000 --> 01:02:22,000 That's not reflecting in your counter. 1147 01:02:23,640 --> 01:02:26,520 I think you have to decide now 1148 01:02:26,640 --> 01:02:28,560 whether you want to make this deal or not. 1149 01:02:28,840 --> 01:02:30,640 Let's not negotiate further. 1150 01:02:30,720 --> 01:02:34,240 Do you know the quality of great founders? They are decisive. 1151 01:02:34,560 --> 01:02:36,200 They don't higgle-haggle. 1152 01:02:36,280 --> 01:02:38,480 They either say yes or they say no. 1153 01:02:38,920 --> 01:02:39,920 What do you want to do? 1154 01:02:41,000 --> 01:02:42,880 [dramatic music playing] 1155 01:02:46,240 --> 01:02:49,400 Can we bring it to 60 crores? 1156 01:02:50,600 --> 01:02:52,080 Sorry, guys. I'm out. 1157 01:02:53,560 --> 01:02:54,880 No, sorry. 1158 01:02:55,000 --> 01:02:56,520 - Thank you very much. - Okay. Best of luck. 1159 01:02:56,560 --> 01:02:58,000 We really appreciate it. 1160 01:02:58,160 --> 01:03:01,680 - All the best. - Can we do anything on 50 crores? 1161 01:03:01,920 --> 01:03:05,480 I think they're out now. 1162 01:03:05,560 --> 01:03:08,160 So I think this is a good learning, a good feedback for you. 1163 01:03:08,240 --> 01:03:10,080 - Let's move on, guys. - Thank you, Sharks. 1164 01:03:10,160 --> 01:03:11,400 - Thank you. - Thank you. - Best of luck. 1165 01:03:11,400 --> 01:03:13,920 - Thank you, guys. - Good luck 1166 01:03:14,280 --> 01:03:15,200 'It's a long journey.' 1167 01:03:15,280 --> 01:03:17,560 'As Peyush said it's not a sprint, it's a marathon.' 1168 01:03:17,840 --> 01:03:20,560 'We'll need fuel all the time to run a marathon.' 1169 01:03:20,640 --> 01:03:23,560 If we would have diluted so much, and that too at such a low valuation, 1170 01:03:23,640 --> 01:03:24,800 then maybe we would have problems. 1171 01:03:24,840 --> 01:03:26,560 It's both happy and sad. 1172 01:03:26,640 --> 01:03:29,120 Uh... Happy that Vineeta trusted us 1173 01:03:29,520 --> 01:03:32,680 and sad that I think at the end 1174 01:03:32,760 --> 01:03:34,200 I couldn't properly convey 1175 01:03:34,320 --> 01:03:36,920 to Peyush, Namita 1176 01:03:37,000 --> 01:03:39,800 and especially Kunal, about my vision. 1177 01:03:39,920 --> 01:03:41,560 We are so happy that he got the deal. 1178 01:03:41,680 --> 01:03:43,640 I don't have any regrets 1179 01:03:43,720 --> 01:03:44,920 that I did not get the deal. 1180 01:03:45,000 --> 01:03:47,360 But for sure, it's good for my business. 1181 01:03:47,480 --> 01:03:48,680 All in all, yes, 1182 01:03:48,760 --> 01:03:50,520 it was a once-in a lifetime experience. 1183 01:03:50,600 --> 01:03:53,320 I don't know if this will happen in my life again. 1184 01:03:53,400 --> 01:03:56,560 I'm really grateful and blessed. 1185 01:03:56,640 --> 01:03:59,520 Overall, the experience and feedback was very good. 1186 01:03:59,600 --> 01:04:02,800 We will surely work on the feedback that we got from the Sharks. 1187 01:04:22,320 --> 01:04:24,000 Welcome to ACKO Change Makers 1188 01:04:24,080 --> 01:04:25,680 where we really welcome change. 1189 01:04:25,760 --> 01:04:30,360 It has been beautifully portrayed, here, behind me 1190 01:04:30,480 --> 01:04:32,120 on this Change Makers Wall. 1191 01:04:32,240 --> 01:04:33,920 Using innovation and connectivity 1192 01:04:34,000 --> 01:04:37,480 we are making a digitally empowered sustainable future. 1193 01:04:37,600 --> 01:04:40,880 And our Change Makers for today are Agam and Saksham. 1194 01:04:41,240 --> 01:04:42,920 Not everyone has a fear of this, 1195 01:04:43,000 --> 01:04:46,120 but they find it tedious to become a plant parent because 1196 01:04:46,200 --> 01:04:48,880 it needs a lot of hard work. And it's not sustainable too, 1197 01:04:52,440 --> 01:04:56,520 How can we bring a change to make it easier and more sustainable? 1198 01:04:56,760 --> 01:04:58,600 Plant care is not all that hectic either. 1199 01:04:58,680 --> 01:05:01,600 - You can use home remedies to take care of your plants. - Hmm. 1200 01:05:01,680 --> 01:05:03,400 - For example, rice water. - Hmm. 1201 01:05:03,480 --> 01:05:05,360 Leftover tea leaves. 1202 01:05:05,440 --> 01:05:06,880 - Or even turmeric. - Ah... Okay. 1203 01:05:06,960 --> 01:05:09,560 - These can provide good nutrients to plants. - Hmm. 1204 01:05:09,680 --> 01:05:12,200 It's not a must that you have to use chemicals. 1205 01:05:12,280 --> 01:05:15,440 - You can use organic home remedies - Hmm. 1206 01:05:15,560 --> 01:05:16,800 For the growth of the plant. 1207 01:05:16,880 --> 01:05:19,960 Amazing. Thank you so much. You're bringing a great change 1208 01:05:20,040 --> 01:05:22,080 and I also as a plant parent will surely 1209 01:05:22,160 --> 01:05:23,960 bring these changes that you've recommended. 1210 01:05:24,040 --> 01:05:26,680 Similarly, with it's revolutionary offering, ACKO 1211 01:05:26,760 --> 01:05:28,880 is changing the landscape of insurance. 1212 01:05:28,960 --> 01:05:30,600 While buying car insurance 1213 01:05:30,680 --> 01:05:32,480 get rid of spam calls. 1214 01:05:32,600 --> 01:05:36,360 Avoid the confusion between price and policy coverage. 1215 01:05:36,440 --> 01:05:38,440 Get ACKO's car insurance. 1216 01:05:38,520 --> 01:05:40,200 It's easy, transparent 1217 01:05:40,280 --> 01:05:43,000 hassle-free and with the right premium. 1218 01:05:43,320 --> 01:05:45,920 And guys, to celebrate your time in the Tank, 1219 01:05:46,000 --> 01:05:47,000 you did very well, 1220 01:05:47,080 --> 01:05:50,840 we'd like to give you a memento on behalf of ACKO and Shark Tank. 1221 01:05:51,040 --> 01:05:52,040 Thank you. 1222 01:05:52,280 --> 01:05:54,200 Here you go. 1223 01:05:55,320 --> 01:05:56,320 [camera shutter clicking] 1224 01:05:56,840 --> 01:05:59,240 - Welcome to the PokerBaazi zone, Annu - Thank you. 1225 01:05:59,320 --> 01:06:00,960 Where you hold the cards. 1226 01:06:01,040 --> 01:06:03,560 - Have you ever played poker? - Many times. 1227 01:06:03,680 --> 01:06:05,600 Does it feel very similar to running a business? 1228 01:06:28,880 --> 01:06:31,280 Even in business, you know there are phases like this. 1229 01:06:31,360 --> 01:06:32,720 There's an introductory phase, 1230 01:06:32,800 --> 01:06:34,920 then there's growth and maturity 1231 01:06:35,000 --> 01:06:37,400 and you have been in the business for quite some time. 1232 01:06:37,480 --> 01:06:40,920 Do you want to share any anecdotes or stories from any phase? 1233 01:06:41,040 --> 01:06:44,080 It could be from any part of your entire journey with Nurturing Green. 1234 01:06:44,160 --> 01:06:45,680 Just like you mentioned 1235 01:06:45,840 --> 01:06:47,840 entrepreneurship and poker 1236 01:06:48,000 --> 01:06:49,640 - are games where you need to go all in. - Hmm. 1237 01:06:49,680 --> 01:06:53,080 - When I started this at the age of 23 after coming back from Austria - Hmm. 1238 01:06:53,320 --> 01:06:55,240 Everyone said, 'What are you doing?' 1239 01:06:55,320 --> 01:06:57,600 - Hmm. - My dad didn't talk to me for 18 months. 1240 01:06:57,720 --> 01:07:00,920 - Really? - He said, 'Our son has lost his mind.' 1241 01:07:01,040 --> 01:07:03,200 'You're selling plants, how much can you earn by selling plants?' 1242 01:07:03,240 --> 01:07:05,000 So, that was an all-in moment for me. 1243 01:07:05,080 --> 01:07:08,360 - Going against the emotions, going against everybody. - Hmm. 1244 01:07:08,480 --> 01:07:12,560 But I'm here today. I'm sure my family must be proud 1245 01:07:12,640 --> 01:07:13,440 that I'm doing something good. 1246 01:07:13,560 --> 01:07:16,160 How lovely. You narrated a wonderful anecdote. 1247 01:07:16,240 --> 01:07:18,320 If we look at this as your poker hand 1248 01:07:18,400 --> 01:07:21,880 - then you have a very good hand. This is a two-pair. - Yes. 1249 01:07:45,000 --> 01:07:47,400 Then log on to PokerBaazi and draw your winning hand. 1250 01:07:47,480 --> 01:07:48,800 Download the app now. 1251 01:07:48,880 --> 01:07:51,800 'Shark Tank India, co-presented by ACKO Insurance, 1252 01:07:51,880 --> 01:07:53,960 'PokerBaazi and Swiggy Instamart.' 1253 01:07:54,040 --> 01:07:56,680 'Co-powered by Adani, and Jaquar Bath and Light.' 1254 01:07:56,800 --> 01:07:59,760 'And partners, Rayzon Solar, ICICI Direct,' 1255 01:07:59,840 --> 01:08:01,440 'Lenskart and Sofy.' 1256 01:08:09,880 --> 01:08:11,040 Which is not a big achievement 1257 01:08:11,080 --> 01:08:13,400 because the other Sharks are surviving on 'Biryani.' 1258 01:08:19,000 --> 01:08:20,560 - How are you? - I'm absolutely fine. 1259 01:08:20,680 --> 01:08:24,400 - Today's question has come from Tanvi Kulkarni from Bengaluru. - Hmm. 1260 01:09:18,400 --> 01:09:19,920 We'll meet you in the next 'Ask The Shark' 1261 01:09:19,920 --> 01:09:21,400 with a new question and a new Shark.