1 00:00:23,320 --> 00:00:25,000 [theme music playing] 2 00:00:32,400 --> 00:00:34,080 [music continues] 3 00:00:46,080 --> 00:00:48,280 [theme music playing] 4 00:01:03,840 --> 00:01:05,440 'Hello, my name is Dyumna.' 5 00:01:05,520 --> 00:01:08,240 'I am 19 years old, and I was born and raised in Goa.' 6 00:01:08,440 --> 00:01:10,440 'I've studied here till 10th grade.' 7 00:01:10,560 --> 00:01:13,560 'To be honest, I didn't really study a lot.' 8 00:01:13,680 --> 00:01:16,920 'I was also on the football field. I basically grew up there.' 9 00:01:17,000 --> 00:01:20,000 'I used to go to the beach every day. Life was sorted.' 10 00:01:20,080 --> 00:01:23,720 'When it comes to my family, entrepreneurship runs in my family.' 11 00:01:23,800 --> 00:01:26,320 'I don't want to exaggerate, but my mom is a Fashion Designer,' 12 00:01:26,400 --> 00:01:28,880 'my dad owns a factory and my younger brother is a baker.' 13 00:01:28,960 --> 00:01:33,520 'In fact, during Covid, Dhir and I started an online bakery.' 14 00:01:33,640 --> 00:01:35,400 'He baked while I did marketing.' 15 00:01:35,480 --> 00:01:38,720 'As a result, we earned Rs. 8 lakhs that year.' 16 00:01:38,840 --> 00:01:40,560 'That is when I understood that entrepreneurship' 17 00:01:40,600 --> 00:01:42,280 'is the main character of my life.' 18 00:01:42,440 --> 00:01:45,320 'What next? I started to build my startup at the age of 15.' 19 00:01:45,880 --> 00:01:47,880 'In 11th grade, I went to boarding school,' 20 00:01:47,960 --> 00:01:49,960 'where I met my co-founder, Shivom.' 21 00:01:50,040 --> 00:01:53,360 'In my final exams, I scored 8 out of 100 in maths. 22 00:01:53,480 --> 00:01:56,080 'That's when it hit me that studying isn't my strong suit.' 23 00:01:56,200 --> 00:01:57,960 'So, I must have a successful business,' 24 00:01:58,040 --> 00:02:00,920 'otherwise, I'll have to study math. That was impossible.' 25 00:02:01,000 --> 00:02:02,960 'So, we started working on Project Clay.' 26 00:02:03,040 --> 00:02:06,360 'After school, I took a gap year, and I shifted to Bengaluru alone' 27 00:02:06,480 --> 00:02:07,960 'while trying to raise funding.' 28 00:02:08,080 --> 00:02:10,320 'During that time, I worked at two EdTech startups.' 29 00:02:10,440 --> 00:02:11,520 'I gained experience' 30 00:02:11,640 --> 00:02:14,760 'and realised that education is the industry where I belong.' 31 00:02:14,960 --> 00:02:17,600 'That is where my journey to come to Shark Tank began.' 32 00:02:18,160 --> 00:02:21,000 'Before coming to Shark Tank, I was discussing valuation with my mom.' 33 00:02:21,160 --> 00:02:22,160 'And this is what she had to say,' 34 00:02:22,200 --> 00:02:26,600 'Dyumna, Rs. 1 crore for 10%. There is no harm in asking.' 35 00:02:26,680 --> 00:02:28,080 'I am now studying in Boston.' 36 00:02:28,160 --> 00:02:30,920 'And honestly, just trying to survive the cold.' 37 00:02:31,280 --> 00:02:33,560 'We want to change this industry.' 38 00:02:33,640 --> 00:02:35,320 'Where I need to pitch, be ready to grow,' 39 00:02:35,440 --> 00:02:38,920 'and we want to scale it from five countries to the entire world.' 40 00:02:39,040 --> 00:02:41,520 'So, Sharks! Are you ready to make a deal?' 41 00:02:42,000 --> 00:02:44,400 Sharks, you're no strangers 42 00:02:44,480 --> 00:02:47,720 to the amount of work that goes into applying for universities abroad. 43 00:02:47,800 --> 00:02:50,360 SAT preparations, scholarship applications, 44 00:02:50,480 --> 00:02:53,280 grades, extracurricular activities, and obtaining LOR. 45 00:02:53,400 --> 00:02:54,960 I was worn out from saying it 46 00:02:55,040 --> 00:02:57,560 and Anupam sir was tired of hearing it. 47 00:02:57,800 --> 00:03:01,680 There is a counsellor who helps you in this entire process. 48 00:03:01,920 --> 00:03:05,120 But in most of the schools in India, there are no counsellors. 49 00:03:05,240 --> 00:03:07,200 Traditional counsellors 50 00:03:07,280 --> 00:03:09,560 are either quite expensive 51 00:03:09,680 --> 00:03:13,680 or are affiliated with colleges as recruiters. 52 00:03:13,880 --> 00:03:16,120 Sharks, I belong to a family that runs businesses. 53 00:03:16,240 --> 00:03:18,000 And we only have one rule. 54 00:03:18,080 --> 00:03:20,720 If you see a problem, solve it. 55 00:03:20,800 --> 00:03:22,280 This problem led 56 00:03:22,400 --> 00:03:25,400 to my family producing a third-generation entrepreneur 57 00:03:25,520 --> 00:03:27,760 and Project Clay started. 58 00:03:27,960 --> 00:03:29,000 Wow! 59 00:03:35,680 --> 00:03:37,320 Actually, I get this a lot. No! 60 00:03:37,400 --> 00:03:40,000 I am 19 years old. 61 00:03:54,160 --> 00:03:56,000 Project Clay introduces 62 00:03:56,080 --> 00:03:58,520 an innovative approach to college counselling. 63 00:03:58,600 --> 00:04:01,760 We call this the elder sibling approach. 64 00:04:13,440 --> 00:04:15,120 Sharks, our platform 65 00:04:15,240 --> 00:04:17,800 has over 300 vetted mentors... 66 00:04:24,520 --> 00:04:26,840 without the scamming or ghosting. 67 00:04:26,960 --> 00:04:29,880 Students no longer need to hustle. 68 00:04:29,960 --> 00:04:30,960 All they have to do 69 00:04:31,040 --> 00:04:34,360 is focus on getting one step closer to their dream university. 70 00:04:35,600 --> 00:04:38,920 Sharks, maybe that is why in the last five months 71 00:04:39,160 --> 00:04:43,320 we have shown an average of 65% growth organically. 72 00:04:43,400 --> 00:04:46,880 Sharks, we work 16 to 18 hours every day 73 00:04:46,960 --> 00:04:50,200 to ensure the next generation moves one step closer 74 00:04:50,320 --> 00:04:51,560 to their dream universities. 75 00:04:51,640 --> 00:04:52,960 Very cool! 76 00:04:53,040 --> 00:04:56,520 We believe that the traditional counselling industry 77 00:04:56,600 --> 00:04:58,280 is ready for a change. 78 00:04:58,360 --> 00:05:00,680 And for that, we need your mentorship 79 00:05:00,840 --> 00:05:04,520 and Rs. 15 lakhs for 10% equity in our startup. 80 00:05:22,240 --> 00:05:23,280 - Really! - Thank you! 81 00:05:23,400 --> 00:05:25,040 - You're a powerhouse! Powerhouse! - But... 82 00:05:25,040 --> 00:05:26,680 Great pitch! Great pitch, guys. 83 00:05:26,760 --> 00:05:29,040 How did both of you meet? 84 00:05:29,160 --> 00:05:30,240 Give us a little history. 85 00:05:30,360 --> 00:05:31,800 - Yes. - And why you thought of this. 86 00:05:32,160 --> 00:05:36,560 This started when I met Dyumna in boarding school in 11th grade. 87 00:05:36,880 --> 00:05:38,360 A night before our math exam, 88 00:05:38,440 --> 00:05:40,400 Dyumna would come to me 89 00:05:40,520 --> 00:05:43,960 and ask me to help her with doubts in maths, 90 00:05:44,040 --> 00:05:45,680 I used to sit with her all night long 91 00:05:45,760 --> 00:05:47,160 and answer her questions. 92 00:05:47,240 --> 00:05:50,080 She still wouldn't pass the exam, but we became good friends. 93 00:05:50,160 --> 00:05:51,640 Which boarding school? 94 00:05:51,720 --> 00:05:53,240 Woodstock School in Mussoorie. 95 00:05:53,480 --> 00:05:55,160 - Oh, wow! - Wow! 96 00:05:55,240 --> 00:05:57,560 - In Mussoorie! Good school. - Lovely school. 97 00:05:57,680 --> 00:06:01,560 When I was 15, I applied for summer programs, 98 00:06:01,640 --> 00:06:03,440 but they were too expensive. 99 00:06:03,560 --> 00:06:06,120 So, I thought of making my own free summer programs. 100 00:06:06,480 --> 00:06:10,720 What I did was I emailed 1,000 college students that month. 101 00:06:11,280 --> 00:06:12,760 I had emailed them and said, 102 00:06:12,880 --> 00:06:15,520 'Here's what I'm building, and regardless of your college,' 103 00:06:15,640 --> 00:06:17,800 'come and teach high school students.' 104 00:06:17,880 --> 00:06:21,040 Out of 1,000 college students, 20 agreed. 105 00:06:21,160 --> 00:06:22,240 Which was enough for me. 106 00:06:22,320 --> 00:06:25,320 In the first year, 800 students attended those programs. 107 00:06:25,440 --> 00:06:26,920 There were 20 programs. 108 00:06:27,080 --> 00:06:29,720 After that, we thought we should amp it up. 109 00:06:29,800 --> 00:06:33,040 The year after that, 4,200 students attended those summer programs 110 00:06:33,120 --> 00:06:34,480 from more than 30 countries. 111 00:06:34,600 --> 00:06:37,200 It was completely free of cost. I thought I had hit the jackpot. 112 00:06:37,280 --> 00:06:39,160 This is the next billion-dollar idea! 113 00:06:39,360 --> 00:06:42,120 We should start summer programs. So, I took a gap year. 114 00:06:42,640 --> 00:06:44,960 My parents asked me what my plans were for the gap year. 115 00:06:45,040 --> 00:06:47,880 So, I sent emails to EdTech startups. 116 00:06:47,960 --> 00:06:49,680 I shifted to Bengaluru alone. 117 00:06:49,760 --> 00:06:52,160 - Worked at two EdTech startups to gain... - Which ones? 118 00:06:52,280 --> 00:06:54,560 Early Steps Academy and Bluelearn. 119 00:06:54,640 --> 00:06:55,760 Okay! 120 00:06:55,880 --> 00:06:57,880 But how did you land these internships? 121 00:06:57,960 --> 00:07:01,160 Okay! For Bluelearn, when I was 15, 122 00:07:01,280 --> 00:07:03,400 I was watching a YouTube video of the founder. 123 00:07:03,480 --> 00:07:06,360 I sat and made timestamps for the YouTube video. 124 00:07:06,440 --> 00:07:08,400 Then I sent a cold DM and said 125 00:07:08,480 --> 00:07:10,680 that I've made these timestamps, and I hope they're helpful. 126 00:07:10,680 --> 00:07:14,000 He said, 'Very helpful! Can you do that for all my videos?' 127 00:07:14,400 --> 00:07:16,040 - Oh God! - I agreed. 128 00:07:16,160 --> 00:07:19,520 He said, 'I will pay you.' I replied, 'I don't want Rs. 100.' 129 00:07:19,600 --> 00:07:20,680 [laughing] 130 00:07:20,760 --> 00:07:24,040 If you could give me an internship, then please do. 131 00:07:24,160 --> 00:07:26,160 To that, he said, 'No, not at this point.' 132 00:07:26,360 --> 00:07:30,640 Then their company started putting 2-hour-long podcasts. 133 00:07:30,800 --> 00:07:31,880 I emailed him again 134 00:07:32,040 --> 00:07:34,760 and said I am still available, I can make timestamps. 135 00:07:35,000 --> 00:07:37,200 He said, 'Can you do content writing?' 136 00:07:37,280 --> 00:07:40,120 I couldn't, but I thought, how tough could it be? 137 00:07:41,160 --> 00:07:42,400 Oh my God! 138 00:07:42,520 --> 00:07:45,160 I sat and learnt everything in a week. 139 00:07:45,240 --> 00:07:48,800 And then 150 college students applied for that position. 140 00:07:48,920 --> 00:07:51,080 I was the only one from high school, and I got the job. 141 00:07:51,120 --> 00:07:54,640 Oh my God! I am so glad I asked you this question. You are crazy. 142 00:07:54,760 --> 00:07:56,000 Super! 143 00:07:56,080 --> 00:07:58,160 Thank you! Thank you so much. 144 00:07:58,920 --> 00:08:00,840 I just wanted to enter the EdTech industry. 145 00:08:00,960 --> 00:08:02,160 That's where I wanted to work. 146 00:08:02,160 --> 00:08:04,800 So, I worked there for three months. I gained a lot of experience. 147 00:08:04,880 --> 00:08:06,400 Then they offered me the internship. 148 00:08:06,480 --> 00:08:08,240 I was getting Rs. 5.5 LPA. 149 00:08:08,320 --> 00:08:09,160 Oh, wow! 150 00:08:09,240 --> 00:08:10,720 I was happy, my parents were happy. 151 00:08:10,800 --> 00:08:13,280 Because I was earning more than their friend's kids 152 00:08:13,400 --> 00:08:15,320 who had graduated college. So, they were happy. 153 00:08:15,400 --> 00:08:18,440 'We can also say this in society.' 154 00:08:18,520 --> 00:08:20,080 So, I got a job there. 155 00:08:20,920 --> 00:08:22,800 And then, Bluelearn was done. 156 00:08:22,880 --> 00:08:25,360 In December, I went to a mini Shark Tank. 157 00:08:33,000 --> 00:08:35,440 Applying to colleges abroad is quite difficult. 158 00:08:35,520 --> 00:08:37,080 So, I thought, let's focus on that. 159 00:08:37,160 --> 00:08:39,240 In June, we made our first rupee. 160 00:08:39,320 --> 00:08:42,000 We were focusing on helping students apply abroad 161 00:08:42,120 --> 00:08:43,880 through near-peer mentorship. 162 00:08:44,000 --> 00:08:46,720 We have a fund from Nikhil Kamath. 163 00:08:46,800 --> 00:08:48,640 So we got through to the top 3%. 164 00:08:48,800 --> 00:08:52,320 He sent me 70 rows of financial documents, 165 00:08:52,720 --> 00:08:54,680 and I thought, this is beyond me. 166 00:08:55,800 --> 00:08:57,080 So, I reached out to Shivom. 167 00:08:57,160 --> 00:08:58,760 Shivom helped me with all of that. 168 00:08:58,840 --> 00:09:01,360 He is a mentor... He was a mentor on the platform as well. 169 00:09:01,480 --> 00:09:03,520 He would always try his best at everything. 170 00:09:03,600 --> 00:09:05,160 He was the mentor who tried his hardest. 171 00:09:05,240 --> 00:09:07,680 Slowly, I became more involved in the business. 172 00:09:07,760 --> 00:09:09,520 And he can do everything I can't. 173 00:09:09,600 --> 00:09:11,880 - Now, we are 50-50 partners. - Well done! 174 00:09:11,960 --> 00:09:14,240 - Wonderful! - Are there only two partners 175 00:09:14,360 --> 00:09:16,000 - or do you have some other co-founders too? - Yes! Just us. 176 00:09:16,040 --> 00:09:17,480 What is your story, Shivom? 177 00:09:17,640 --> 00:09:19,840 My story isn't as elaborate as hers. 178 00:09:19,960 --> 00:09:21,160 [laughing] 179 00:09:21,240 --> 00:09:23,880 In 9th grade, 180 00:09:23,960 --> 00:09:25,880 I was on the verge of failing. 181 00:09:25,960 --> 00:09:29,120 I was a backbencher with poor grades. 182 00:09:29,200 --> 00:09:30,800 I nearly got suspended once too. 183 00:09:30,920 --> 00:09:33,400 My senior came to me and asked, 'What are you doing?' 184 00:09:33,480 --> 00:09:35,360 'Why are you wasting your potential?' 185 00:09:35,480 --> 00:09:38,640 That day I went home and thought that I should do something. 186 00:09:38,720 --> 00:09:41,520 I should take a full pivot and focus on academics. 187 00:09:41,600 --> 00:09:44,960 And by 12th grade, I graduated as a topper. 188 00:09:45,040 --> 00:09:46,200 I went to Emory University 189 00:09:46,280 --> 00:09:48,960 and a year later, Dyumna asked me to help her. 190 00:09:49,040 --> 00:09:51,560 So, I thought I should, and now, we're here. 191 00:09:51,640 --> 00:09:54,160 Are your parents okay with what you're doing? 192 00:09:54,240 --> 00:09:55,080 Right! Yes. 193 00:09:55,200 --> 00:09:57,120 My dad talks about business for a couple of hours 194 00:09:57,200 --> 00:09:58,760 daily during lunch and dinner. 195 00:09:58,840 --> 00:10:01,400 He has always said. 'Both of you won't be in a job setting.' 196 00:10:01,520 --> 00:10:03,680 'You have to run a startup. Gain experience,' 197 00:10:03,800 --> 00:10:04,720 'but ultimately, run a startup.' 198 00:10:04,800 --> 00:10:07,200 They are after me. They said, 'Give me equity,' 199 00:10:07,400 --> 00:10:09,720 'and you continue doing it. It's fine even if you fail.' 200 00:10:09,880 --> 00:10:13,360 Shivom, have you tried putting that energy in a bottle? 201 00:10:13,480 --> 00:10:14,400 I try! 202 00:10:14,480 --> 00:10:16,320 But that's why you guys are a fabulous team. 203 00:10:16,440 --> 00:10:18,120 - It's a lovely balance. - Yes. 204 00:10:18,240 --> 00:10:20,280 Shivom, you filled 205 00:10:20,360 --> 00:10:23,800 a financial Excel sheet with 75 rows. 206 00:10:26,920 --> 00:10:30,560 There were basic things like revenue, COGS, 207 00:10:30,640 --> 00:10:32,280 margin, gross margin, and net margin. 208 00:10:32,360 --> 00:10:33,800 We knew these basic things. 209 00:10:34,760 --> 00:10:36,640 Other than that, there were complex metrics. 210 00:10:36,760 --> 00:10:38,640 We had to calculate TAM, SAM, and SOM. 211 00:10:38,720 --> 00:10:40,480 Also, EBITDA margins. 212 00:10:40,600 --> 00:10:43,400 We also had to divide operational expenses. 213 00:10:43,520 --> 00:10:44,800 I had to calculate the retention rate 214 00:10:44,840 --> 00:10:46,440 and the repeat rate had to be calculated. What are these metrics 215 00:10:46,440 --> 00:10:47,480 like ARR and MRR? 216 00:10:47,640 --> 00:10:49,600 All of this was difficult. 217 00:10:49,680 --> 00:10:51,240 I learned from YouTube, from Shark Tank, 218 00:10:51,320 --> 00:10:53,680 and from my dad, but I did it. 219 00:10:53,760 --> 00:10:57,320 Dyumna, I think you have an amazing leadership quality. 220 00:10:57,440 --> 00:10:59,160 You are a strong orator. 221 00:10:59,560 --> 00:11:01,480 Right? And I think that is very powerful for you. 222 00:11:01,560 --> 00:11:03,440 - Yes. - I've been noticing 223 00:11:06,520 --> 00:11:07,520 - Thank you! - Very good! 224 00:11:07,560 --> 00:11:10,760 One thing that I've learnt is that 225 00:11:10,920 --> 00:11:13,760 - you guys don't want to be treated like kids. - Not at all. 226 00:11:13,880 --> 00:11:16,560 - So, I am going to shoot straight to the business. - Please! 227 00:11:16,680 --> 00:11:18,120 I've understood the model. 228 00:11:18,240 --> 00:11:21,360 - Okay! - What is the vision? How will it scale? 229 00:11:21,720 --> 00:11:25,280 Our main tenet is to have 12th-grade students 230 00:11:25,400 --> 00:11:28,800 provide us with a list of their dream colleges. 231 00:11:28,880 --> 00:11:30,120 We then connect them with a mentor, 232 00:11:30,160 --> 00:11:32,760 who is a current student at that university, 233 00:11:32,840 --> 00:11:35,640 to guide them through the application process. 234 00:11:35,720 --> 00:11:36,720 Is this digital? 235 00:11:36,880 --> 00:11:37,760 Yes! It takes place on Zoom. 236 00:11:37,840 --> 00:11:39,760 Could you please show us? Do you have a process? 237 00:11:39,880 --> 00:11:41,560 - Shall we give you a website demo? - Okay! 238 00:11:42,560 --> 00:11:46,240 So, Sharks! Regarding the website, it was makeshift and not great. 239 00:11:46,480 --> 00:11:49,800 We put the first Rs. 10,000 we made into making a website. 240 00:11:49,880 --> 00:11:54,200 Let's say Navya, who is 17 years old, wants to attend college. 241 00:11:54,520 --> 00:11:57,640 - Her dream university is Cornell University. - Okay! 242 00:11:57,760 --> 00:11:59,960 All she needs to do is visit our website, 243 00:12:00,080 --> 00:12:03,120 go on the search bar and type Cornell. 244 00:12:03,520 --> 00:12:06,040 Our recommended mentor will show up. 245 00:12:06,160 --> 00:12:09,240 He is Aryaman, a current freshman at Cornell 246 00:12:09,400 --> 00:12:10,640 studying engineering. 247 00:12:10,880 --> 00:12:13,920 You can directly book a call with him, 248 00:12:14,200 --> 00:12:17,560 after which you'll receive a link for the meeting and payment. 249 00:12:17,640 --> 00:12:20,480 The payment link is priced at Rs. 2,500 per session. 250 00:12:20,600 --> 00:12:22,600 We have 500 mentors in our database. 251 00:12:22,680 --> 00:12:25,840 We are striving to cover breadth, ensuring every country... 252 00:12:26,000 --> 00:12:28,920 We are getting demands from Singapore, UK and Canada. 253 00:12:29,040 --> 00:12:31,360 We're aiming to have at least one mentor from each country. 254 00:12:31,520 --> 00:12:33,480 Do you know what a good thing about this model is? 255 00:12:39,480 --> 00:12:42,440 Compared to people who are 10 years older than them. 256 00:12:42,520 --> 00:12:44,400 They'll build a strong trust factor with you. 257 00:12:44,480 --> 00:12:46,080 Shark, one more thing 258 00:12:46,240 --> 00:12:48,320 - is that they can relate to us. - Correct. 259 00:12:48,400 --> 00:12:50,440 Three years ago, they were in a similar position. 260 00:12:50,560 --> 00:12:53,320 The thing is, when a breakup happens, 261 00:12:53,440 --> 00:12:55,160 it feels like life is over. 262 00:12:55,280 --> 00:12:56,920 Academics take a hit, college seems impossible 263 00:12:56,960 --> 00:12:58,360 and you want to be left alone. 264 00:12:58,480 --> 00:12:59,880 What this does is, 265 00:13:00,000 --> 00:13:02,200 if you look at essays in the US, 266 00:13:02,280 --> 00:13:03,960 they ask 'Why you?' 267 00:13:04,040 --> 00:13:05,840 Harvard has a statistic that says 268 00:13:05,960 --> 00:13:09,000 they could replace their entire class three times over 269 00:13:09,080 --> 00:13:10,920 and still maintain the highest quality of students. 270 00:13:10,960 --> 00:13:12,640 They want to see the true you. 271 00:13:12,760 --> 00:13:16,560 You won't open up to a counsellor who is 40-50 years old 272 00:13:16,680 --> 00:13:19,720 about your deepest stories and best moments. 273 00:13:19,880 --> 00:13:22,080 But you can tell your senior. 274 00:13:22,560 --> 00:13:25,120 For us, what parents say isn't cool. 275 00:13:25,240 --> 00:13:27,680 But if our immediate seniors, who are just a few years older than us, 276 00:13:27,680 --> 00:13:30,000 say something, it's much easier to relate to. 277 00:13:30,080 --> 00:13:31,520 Near-peer mentorship 278 00:13:31,600 --> 00:13:34,520 is becoming a lot bigger with our generation. 279 00:13:35,000 --> 00:13:37,200 No one is telling you that 'this is what you have to do.' 280 00:13:37,240 --> 00:13:40,200 - It's more like, this was my experience... - Exactly! 281 00:13:40,320 --> 00:13:41,800 They're always there when you fail. 282 00:13:41,880 --> 00:13:43,040 - Beautifully said. - Yes. 283 00:13:43,120 --> 00:13:47,120 The thing is people somehow get there with or without a mentor. 284 00:13:47,400 --> 00:13:50,440 You are right! You can invest 100 hours researching. 285 00:13:50,600 --> 00:13:52,560 But if you can speak with someone 286 00:13:52,680 --> 00:13:54,720 who has been through the entire process, 287 00:13:54,840 --> 00:13:56,440 you can avoid pitfalls, 288 00:13:56,520 --> 00:14:00,240 save time, and overall you will be in a better position. 289 00:14:00,520 --> 00:14:02,160 If I speak with the mentor once, 290 00:14:02,240 --> 00:14:04,640 then the second time, I could directly reach out to them 291 00:14:04,800 --> 00:14:08,880 without using your platform, which will bypass your revenue model. 292 00:14:09,280 --> 00:14:12,240 Correct! So, this is an issue in such platforms. 293 00:14:12,360 --> 00:14:13,400 But once there is quality 294 00:14:13,520 --> 00:14:15,920 where we can make it a product. Right now, this is a service. 295 00:14:16,000 --> 00:14:18,720 Currently, we are operating on WhatsApp Groups. 296 00:14:31,000 --> 00:14:33,680 Out of that, 54.5% goes to our mentor. 297 00:14:33,760 --> 00:14:37,480 That means our gross margin is roughly 45.5%. 298 00:14:37,560 --> 00:14:39,160 But as a mentor, 299 00:14:39,280 --> 00:14:41,320 why would I want to give you the money every time? 300 00:14:41,440 --> 00:14:43,480 If you speak with any mentor, 301 00:14:43,560 --> 00:14:45,640 there is one thing that they believe in the mission. 302 00:14:45,720 --> 00:14:46,840 They are mission-driven. 303 00:14:46,920 --> 00:14:50,280 Yes, with scale, that could become an issue, but we can consider 304 00:14:50,360 --> 00:14:52,680 lowering our commissions to make sure everyone is satisfied 305 00:14:52,680 --> 00:14:54,200 and it doesn't affect the model. 306 00:14:54,960 --> 00:14:56,480 So, there is a very big challenge 307 00:14:56,560 --> 00:15:00,240 - I see. I've done this with my son for 1.5 years. Right? - Yes. 308 00:15:00,360 --> 00:15:04,280 We had a coach who used to guide us day-to-day. 309 00:15:09,040 --> 00:15:12,480 He explained it to us so well. 310 00:15:12,560 --> 00:15:14,440 So, at the time of picking the right college, 311 00:15:14,520 --> 00:15:17,600 we were confident that this was the perfect fit for him. 312 00:15:17,680 --> 00:15:19,440 There are two parts to a college application. 313 00:15:19,480 --> 00:15:20,960 - The selection part. - Correct! 314 00:15:21,080 --> 00:15:22,440 And then the admin part. 315 00:15:22,520 --> 00:15:24,840 - Admin part, I see value in what you are doing. - Right! 316 00:15:25,000 --> 00:15:26,680 - But the strategic part... - Right! 317 00:15:26,760 --> 00:15:29,800 What do you have to say about that? How will you crack that? 318 00:15:30,200 --> 00:15:32,240 Namita ma'am, I am glad you asked that question. 319 00:15:32,320 --> 00:15:34,400 We've had students 320 00:15:34,480 --> 00:15:35,760 come to us and share 321 00:15:35,840 --> 00:15:38,240 that they've been accepted into the University of Melbourne, 322 00:15:38,320 --> 00:15:41,280 the University of Sydney, and two universities in the UK. 323 00:15:41,360 --> 00:15:43,600 Can I please talk to the students there? 324 00:15:43,680 --> 00:15:46,600 Get their honest feedback on what is going on in the college. 325 00:15:46,680 --> 00:15:48,920 How is the job market? What is currently happening there? 326 00:15:49,520 --> 00:15:52,360 I think, yes, counsellors have feedback. 327 00:15:52,440 --> 00:15:53,760 But a lot of these counsellors 328 00:15:53,880 --> 00:15:56,240 have never stepped out of India. 329 00:15:56,320 --> 00:15:59,320 They don't understand how the student life is over there. 330 00:15:59,440 --> 00:16:03,480 And I believe our mentors have a much better perspective 331 00:16:03,600 --> 00:16:04,760 - about what is going on there. - Very good point. 332 00:16:04,800 --> 00:16:05,800 And they can guide them. 333 00:16:05,880 --> 00:16:08,360 We have a story about a student. 334 00:16:08,440 --> 00:16:10,760 Two days ago someone contacted us 335 00:16:10,840 --> 00:16:13,800 and said, 'He is not helping me with my essays.' 336 00:16:13,880 --> 00:16:15,360 'He has backed out.' 337 00:16:15,480 --> 00:16:18,320 'I immediately need a Johns Hopkins student' 338 00:16:18,440 --> 00:16:20,480 'to look over my essay and tell me what's missing.' 339 00:16:20,560 --> 00:16:22,560 Within a day, we've already connected with the student, 340 00:16:22,560 --> 00:16:24,320 the mentor is already giving them feedback. 341 00:16:24,400 --> 00:16:26,320 And the student is very pleased with the service. 342 00:16:27,640 --> 00:16:30,760 How much are you charging the students? Rs. 2,500? 343 00:16:30,880 --> 00:16:33,240 - Yes! - How much do the counsellors charge? 344 00:16:33,360 --> 00:16:35,080 Are they agencies 345 00:16:35,200 --> 00:16:36,920 or are they individual consultants? 346 00:16:37,000 --> 00:16:39,240 Yes! If I can just tell you about our competitors, 347 00:16:39,360 --> 00:16:40,360 there are two types. 348 00:16:41,160 --> 00:16:42,200 You're right! 349 00:16:42,280 --> 00:16:44,120 Many mom-and-pop shops 350 00:16:44,200 --> 00:16:47,240 and individual counsellors, how do they run their business? 351 00:16:47,320 --> 00:16:48,800 - Business. - By placing these students 352 00:16:48,800 --> 00:16:50,280 in their partner universities. 353 00:16:50,520 --> 00:16:53,320 They get around Rs. 1.5-3 lakhs 354 00:16:53,400 --> 00:16:56,040 for placing their student in one college. 355 00:16:56,200 --> 00:16:58,120 So, that means they are biased when they're sending the students. 356 00:16:58,120 --> 00:17:00,000 The incentive is perverse. 357 00:17:00,080 --> 00:17:01,120 Very! Exactly! 358 00:17:01,200 --> 00:17:03,840 And then the second type of competitor is very premium. 359 00:17:03,920 --> 00:17:07,080 They cost around Rs. 1-6 lakhs for an application. 360 00:17:07,160 --> 00:17:09,000 Which is pretty high. 361 00:17:10,000 --> 00:17:15,960 Parents trust these agencies because they've been doing this. 362 00:17:16,040 --> 00:17:18,280 So, we will go to them first. 363 00:17:18,400 --> 00:17:22,160 Correct! We haven't had a single application cycle yet. 364 00:17:22,240 --> 00:17:23,800 So, we understand that there is trust. 365 00:17:23,880 --> 00:17:26,720 But I am here to say on national TV, 'Don't trust them.' 366 00:17:26,800 --> 00:17:28,320 [laughing] 367 00:17:30,160 --> 00:17:31,920 Our competitors flex 368 00:17:32,120 --> 00:17:34,280 that they have 750 partner universities. 369 00:17:34,360 --> 00:17:36,760 That's terrible. You are sending your students 370 00:17:36,880 --> 00:17:39,760 to colleges that might not be the best for them, sir. 371 00:17:40,040 --> 00:17:42,840 So, especially in helping students pick the right college, 372 00:17:42,920 --> 00:17:44,680 we believe this is a better service 373 00:17:44,760 --> 00:17:46,960 - because we can give you the actual picture. - Got it! 374 00:17:47,680 --> 00:17:49,360 In fact, I would argue 375 00:17:49,440 --> 00:17:51,800 - that the market you are catering to, Dyumna... - Yes! 376 00:17:51,960 --> 00:17:55,080 - That market size is small. - It's small. 377 00:17:55,160 --> 00:17:57,160 - I agree! - Because of the colleges you are catering to. 378 00:17:57,160 --> 00:17:59,240 - I agree. - This could be a problem for your business. 379 00:17:59,280 --> 00:18:03,160 I agree. We play in the branch of the top 100 universities. 380 00:18:03,400 --> 00:18:07,360 And they will never actually partner with these counselling services. 381 00:18:07,440 --> 00:18:10,360 Because they already have applications from a lot of students. 382 00:18:10,440 --> 00:18:14,920 You're saying these universities won't partner with you. I agree. 383 00:18:15,000 --> 00:18:17,720 But how many students will enrol in these universities in a year? 384 00:18:17,800 --> 00:18:21,560 The top 100 universities around the world... Bro! 385 00:18:21,640 --> 00:18:25,920 If we look at our total addressable market... 386 00:18:26,000 --> 00:18:27,840 So, roughly 387 00:18:27,920 --> 00:18:31,440 1.33 million students go abroad from India to study every year. 388 00:18:36,720 --> 00:18:40,120 Our total addressable market in a nutshell is Rs. 2,000 crores 389 00:18:40,200 --> 00:18:41,120 in India itself. 390 00:18:41,240 --> 00:18:43,360 How did you come up with Rs. 2,000 crores? 391 00:18:44,000 --> 00:18:46,400 So, 1.33 million students. 392 00:18:46,520 --> 00:18:50,280 The LTV of a customer is Rs. 7,600. 393 00:18:50,360 --> 00:18:52,840 But we are in the middle of the cycle, as you guys might know. 394 00:18:56,960 --> 00:18:59,840 Our LTV will roughly be Rs. 14,500. 395 00:19:06,840 --> 00:19:08,640 ...and we won't cater to... 396 00:19:08,720 --> 00:19:10,400 Like people who just want to go abroad. 397 00:19:10,840 --> 00:19:13,080 The income we target is Rs. 25-Rs. 50 lakhs. 398 00:19:13,160 --> 00:19:15,000 - And that is only 3% of India. - Right! 399 00:19:15,080 --> 00:19:18,000 But if we look at the number of people who want to go abroad, 400 00:19:18,080 --> 00:19:19,320 it's 1.33 million. 401 00:19:19,600 --> 00:19:21,960 Their income range will automatically be high 402 00:19:22,040 --> 00:19:23,360 compared to the rest of India. 403 00:19:23,440 --> 00:19:25,880 And then, in that Rs. 25-Rs. 50 lakhs range, 404 00:19:25,960 --> 00:19:28,160 we roughly estimate 30% students 405 00:19:28,240 --> 00:19:31,000 and multiply our TAM. Rs. 2,000 crores with 30%. 406 00:19:31,120 --> 00:19:33,600 The SAM is roughly Rs. 400 crores. 407 00:19:38,320 --> 00:19:41,000 'TAM means Total Addressable Market.' 408 00:19:41,080 --> 00:19:45,480 It refers to the total revenue your product or service could generate 409 00:19:45,560 --> 00:19:47,440 if every potential customer 410 00:19:47,520 --> 00:19:50,400 in the market buys that product or service from you. 411 00:19:50,760 --> 00:19:53,760 SAM stands for Serviceable Addressable Market, 412 00:19:53,840 --> 00:19:56,560 which indicates the portion of the market 413 00:19:56,680 --> 00:20:00,400 that is relevant to your pricing and geographical location. 414 00:20:00,760 --> 00:20:04,360 Lastly, SOM means Serviceable Obtainable Market. 415 00:20:04,480 --> 00:20:06,480 It represents the market share you can capture 416 00:20:06,600 --> 00:20:08,560 within the next five years. 417 00:20:09,120 --> 00:20:11,720 What are the numbers of your business 418 00:20:12,000 --> 00:20:13,560 and how will you scale this? 419 00:20:14,440 --> 00:20:17,840 About numbers, we've been generating revenue for the past five months. 420 00:20:17,920 --> 00:20:20,280 We made a revenue of Rs. 22,900 in June. 421 00:20:20,360 --> 00:20:21,960 In July, Rs. 41,800. 422 00:20:22,040 --> 00:20:24,040 In August, Rs. 90,600. 423 00:20:24,120 --> 00:20:26,160 We made Rs. 1,05,000 in September. 424 00:20:26,280 --> 00:20:29,160 In October, we've already made Rs. 1,37,000. 425 00:20:29,280 --> 00:20:30,920 We have receivables of Rs. 23,000. 426 00:20:31,000 --> 00:20:33,080 There was a commitment of Rs. 54,000, 427 00:20:33,240 --> 00:20:34,280 which will be fulfilled by the end of the month. 428 00:20:34,320 --> 00:20:36,440 Why are there receivables in your business? 429 00:20:37,040 --> 00:20:38,520 Are you not taking money in advance? 430 00:20:38,640 --> 00:20:39,800 You are smart. 431 00:20:40,800 --> 00:20:44,480 Usually, we do. But we have some students in Pakistan. 432 00:20:44,560 --> 00:20:47,200 If they want to make a payment, they have to send it to a relative. 433 00:20:47,240 --> 00:20:49,840 - Then they have to send it to us. It is a peak season now. - Huh? 434 00:20:49,920 --> 00:20:53,080 - Okay! - For application. It's the same with students in Nepal. 435 00:20:53,160 --> 00:20:55,200 They take time to send the money, but they have paid. 436 00:20:55,200 --> 00:20:57,160 How will you scale this? 437 00:20:57,240 --> 00:21:01,680 This financial year we will close at Rs. 37 lakhs. 438 00:21:01,760 --> 00:21:04,520 We believe we will be 10x by next year. 439 00:21:09,640 --> 00:21:12,440 Recently, our article was published in the Economic Times. 440 00:21:12,520 --> 00:21:15,880 So, the CEO of an organisation reached out and said, 441 00:21:15,960 --> 00:21:18,080 'We have 10 schools under us.' 442 00:21:18,200 --> 00:21:20,440 'We have been trying to make this program.' 443 00:21:20,520 --> 00:21:21,760 'Can we connect with you guys?' 444 00:21:21,840 --> 00:21:24,280 'We want to offer your services to our schools.' 445 00:21:24,320 --> 00:21:26,280 There are 5,000 students in those schools. 446 00:21:27,240 --> 00:21:28,640 Aside from D2C, 447 00:21:28,720 --> 00:21:31,200 we believe that with our near-peer mentorship model, 448 00:21:31,280 --> 00:21:33,200 where we're targeting the mid-range market, 449 00:21:33,320 --> 00:21:35,720 we'll be able to show results. 450 00:21:35,800 --> 00:21:37,320 People will be a lot more interested. 451 00:21:37,440 --> 00:21:39,320 And schools need something like this 452 00:21:39,400 --> 00:21:42,120 - because there are no counsellors in schools. - Got it! 453 00:21:42,520 --> 00:21:43,720 How much is your CAC? 454 00:21:43,800 --> 00:21:44,800 - Zero! - Zero! 455 00:21:44,880 --> 00:21:46,440 How? Because you are using social media. 456 00:21:46,480 --> 00:21:48,240 Exactly! We rely heavily on Instagram, 457 00:21:48,360 --> 00:21:49,720 LinkedIn, and word of mouth. 458 00:21:49,800 --> 00:21:52,280 Very good! Shivom, how is your Instagram game? 459 00:21:52,360 --> 00:21:54,400 I don't use Instagram much. 460 00:21:54,480 --> 00:21:56,360 Mine is just empty! 461 00:21:56,480 --> 00:21:58,880 - There is nothing! No social media. - No? Why? 462 00:21:59,120 --> 00:22:01,640 It's just a personal choice. There is nothing in it for me. 463 00:22:01,760 --> 00:22:03,000 You don't like it. 464 00:22:03,120 --> 00:22:04,520 - You are more real. - Yeah! 465 00:22:04,600 --> 00:22:05,800 Ah! 466 00:22:05,880 --> 00:22:08,360 Hey! Then why are you on Instagram? 467 00:22:08,800 --> 00:22:09,880 I am not real, that's why. 468 00:22:09,960 --> 00:22:11,760 [laughing] 469 00:22:12,400 --> 00:22:14,520 So, when I was in college. 470 00:22:14,640 --> 00:22:16,200 - Yes. - In engineering college. 471 00:22:16,320 --> 00:22:20,040 90% of students from my college used to go abroad to pursue MS. 472 00:22:20,160 --> 00:22:22,200 We used to refer to it as 'apping' 473 00:22:22,280 --> 00:22:23,800 when applying abroad. 474 00:22:23,920 --> 00:22:27,440 The mentorship there involved 475 00:22:27,560 --> 00:22:30,400 seniors guiding juniors on how to fill out their applications. 476 00:22:30,480 --> 00:22:34,320 It was a well-established culture. 477 00:22:35,040 --> 00:22:38,240 So, there's a significant demand among students 478 00:22:38,360 --> 00:22:42,040 for mentors who can relate to them, 479 00:22:42,120 --> 00:22:44,480 - rather than professional mentors. - Right! 480 00:22:44,680 --> 00:22:47,080 But, I somewhere think 481 00:22:47,160 --> 00:22:51,600 that this might not really work for students. 482 00:22:52,120 --> 00:22:55,840 Because your mentors will keep graduating. 483 00:22:55,920 --> 00:22:57,880 So, you won't have a very strong moat. 484 00:22:58,280 --> 00:23:01,360 And secondly, these informal networks 485 00:23:01,440 --> 00:23:03,280 will always be competing. 486 00:23:03,360 --> 00:23:05,720 So, adding as much value 487 00:23:05,800 --> 00:23:09,600 as a paid consultant does by being a student 488 00:23:09,760 --> 00:23:12,000 will likely become difficult 489 00:23:12,160 --> 00:23:14,840 over time, and you won't get consistency. 490 00:23:15,600 --> 00:23:18,640 I don't see a moat 491 00:23:18,720 --> 00:23:22,320 or scalability too. 492 00:23:22,440 --> 00:23:23,800 So, I am out. 493 00:23:23,880 --> 00:23:26,360 But love the energy and the team. 494 00:23:26,440 --> 00:23:29,120 - And good luck with what you're building. - Thank you! 495 00:23:30,280 --> 00:23:32,520 Guys, I think this is a real problem. 496 00:23:32,600 --> 00:23:35,920 And I think your solution is affordable. That's the USP. 497 00:23:36,000 --> 00:23:38,080 You mentioned earlier 498 00:23:38,200 --> 00:23:40,160 that you're connecting students with mentors 499 00:23:40,240 --> 00:23:43,760 who truly understand the real context of their problems. 500 00:23:43,840 --> 00:23:46,360 That will always be a higher quality of mentorship. 501 00:23:46,440 --> 00:23:48,520 - Right! - I think that's your USP. 502 00:23:48,600 --> 00:23:52,560 So, I think the challenge in your business lies in the market size. 503 00:23:53,880 --> 00:23:56,600 The second concern seems to be, that even if the market size is large, 504 00:23:56,600 --> 00:23:58,320 it's about defensibility. 505 00:23:58,400 --> 00:24:00,600 This is an easily replicable model. 506 00:24:00,680 --> 00:24:03,120 I don't see any differentiation at the moment. 507 00:24:03,200 --> 00:24:04,880 Hence, I'm out for now. 508 00:24:06,160 --> 00:24:07,640 But I have some feedback for you. 509 00:24:07,720 --> 00:24:10,600 The good thing is that you are focussing on some colleges. 510 00:24:10,720 --> 00:24:12,880 But focus on fewer markets. 511 00:24:13,000 --> 00:24:15,360 Expanding globally to every country 512 00:24:15,480 --> 00:24:18,520 - won't help build your brand, and it will weaken defensibility. - Yes. 513 00:24:18,720 --> 00:24:19,720 Fair enough. 514 00:24:19,800 --> 00:24:23,280 Secondly, the B2B model you've adopted by tying up with schools 515 00:24:23,520 --> 00:24:25,360 should be made more aggressive in certain markets, 516 00:24:25,360 --> 00:24:27,560 - as this will help you build defensibility. - Yes. 517 00:24:27,680 --> 00:24:28,680 But best of luck! 518 00:24:28,760 --> 00:24:30,760 - Thank you! Thank you, Peyush. - Nice meeting you. 519 00:24:31,360 --> 00:24:35,520 Boss from Boston, you reminded me of my old stomping ground. It was fun. 520 00:24:35,600 --> 00:24:38,600 And Shivom, your intensity, 521 00:24:38,680 --> 00:24:40,600 you don't care about the rest of the world. 522 00:24:40,720 --> 00:24:43,520 I know where I need to focus. 523 00:24:43,600 --> 00:24:44,600 That's marvellous. 524 00:24:44,720 --> 00:24:46,640 I think building a large business 525 00:24:46,720 --> 00:24:50,200 with what you're creating might be a bit challenging. 526 00:24:50,640 --> 00:24:52,560 But don't give up. Stick together. 527 00:24:52,640 --> 00:24:55,680 Your complementary skills are quite rare. 528 00:24:56,200 --> 00:24:57,440 That's magical. 529 00:24:57,680 --> 00:25:00,720 Founders take years to discover this. 530 00:25:00,800 --> 00:25:03,880 So, don't leave this even if you change the business. 531 00:25:03,960 --> 00:25:06,360 My perspective is a bit different when it comes to schools. 532 00:25:06,440 --> 00:25:08,440 I think schools will slow you down. 533 00:25:09,680 --> 00:25:11,200 The sales cycle is too long. 534 00:25:11,280 --> 00:25:14,640 And they only see the cost. 535 00:25:14,960 --> 00:25:18,520 So, I would suggest you focus on building something massive. 536 00:25:18,640 --> 00:25:19,880 - Okay! - Stick together. 537 00:25:19,960 --> 00:25:23,200 I am out. But I love you guys. My heart is with you today, 538 00:25:23,280 --> 00:25:24,440 but not my cheque. 539 00:25:24,520 --> 00:25:25,720 - Thank you! - Thank you, sir. 540 00:25:26,200 --> 00:25:28,840 Dyumna and Shivom, amazing! I love you guys. 541 00:25:28,920 --> 00:25:31,080 Your internship story is mind-blowing. 542 00:25:31,200 --> 00:25:33,320 The words you use 543 00:25:33,400 --> 00:25:36,200 - are what I normally use too. - Join us, sir. 544 00:25:36,280 --> 00:25:38,360 [laughing] 545 00:25:38,640 --> 00:25:40,800 Right pitch! That is a perfect pitch. 546 00:25:40,880 --> 00:25:43,080 I think there is a huge problem with trust. 547 00:25:43,160 --> 00:25:45,280 People who trust you, 548 00:25:45,440 --> 00:25:48,720 - but they won't because of LinkedIn... - Right! 549 00:25:48,800 --> 00:25:52,080 - Right. - You have a good model. The work is happening. 550 00:25:52,160 --> 00:25:55,440 The model requires some redefinition. 551 00:25:55,720 --> 00:25:56,720 Okay! 552 00:25:56,840 --> 00:25:59,040 At present, I don't know what that is. 553 00:25:59,200 --> 00:26:02,840 It will take time to establish Project Clay as a strong business. 554 00:26:03,680 --> 00:26:05,280 Unfortunately, the refinement 555 00:26:05,400 --> 00:26:07,040 needed to transform this project into a business 556 00:26:07,080 --> 00:26:08,240 is not present at the moment, 557 00:26:08,480 --> 00:26:09,640 so I'm out. 558 00:26:10,920 --> 00:26:13,800 I'm sorry to say this, but I'm out. 559 00:26:18,840 --> 00:26:20,200 Dyumna and Shivom, 560 00:26:20,760 --> 00:26:23,040 firstly, fantastic founders. 561 00:26:23,120 --> 00:26:25,640 I think TAM is excellent. As I mentioned, 562 00:26:25,760 --> 00:26:27,560 it's like a full-time job for parents. 563 00:26:27,640 --> 00:26:30,120 And I believe in the concept of mentorship. 564 00:26:30,360 --> 00:26:31,560 So, there is TAM. 565 00:26:31,640 --> 00:26:35,240 One area that I think is a big issue. 566 00:26:36,080 --> 00:26:37,800 Especially you, Dyumna. 567 00:26:37,880 --> 00:26:40,480 - It's an area of improvement. You will have to work on it. - Yes. 568 00:26:40,560 --> 00:26:43,000 My mentor took 4-5 years 569 00:26:43,080 --> 00:26:45,760 to explain things to me, and I am still working on it. 570 00:26:46,720 --> 00:26:49,760 Sometimes, there is an issue with people with high energy. 571 00:26:49,840 --> 00:26:51,520 - Okay! - Have you heard of this quote, 572 00:26:51,600 --> 00:26:54,080 - 'Respond, don't react.' - Yes! 573 00:26:54,160 --> 00:26:56,480 I've made many mistakes in my life 574 00:26:56,560 --> 00:26:59,280 by not following this, 'Respond, don't react.' 575 00:26:59,360 --> 00:27:00,640 - We know. - Right! 576 00:27:01,680 --> 00:27:03,560 And I'll tell you where I saw this. 577 00:27:03,640 --> 00:27:05,760 When you scale, 578 00:27:05,920 --> 00:27:09,760 the macro knowledge of universities... 579 00:27:09,840 --> 00:27:10,840 I told you that earlier. 580 00:27:10,920 --> 00:27:13,920 Where you apply and which one you end up attending, 581 00:27:14,000 --> 00:27:18,280 having a database for this is really important. 582 00:27:18,360 --> 00:27:20,160 When I mentioned some of my counsellors, 583 00:27:20,240 --> 00:27:22,360 you seemed to feel that you were better than them. 584 00:27:22,440 --> 00:27:24,160 It's nice to have confidence, 585 00:27:24,240 --> 00:27:27,320 but sometimes don't react, think! 586 00:27:27,400 --> 00:27:30,200 Yes, maybe, you know what Namita is saying, 587 00:27:30,280 --> 00:27:33,680 I can incorporate that into my program and scale it. 588 00:27:34,200 --> 00:27:35,440 So, I am working on myself. 589 00:27:35,560 --> 00:27:37,160 I am willing to work on it with you guys. 590 00:27:37,320 --> 00:27:38,680 I am willing to make you an offer. 591 00:27:38,760 --> 00:27:40,080 - Oh, wow! - Whoa! 592 00:27:41,560 --> 00:27:42,960 I'll give you exactly what you want. 593 00:27:43,040 --> 00:27:44,800 I am not going to negotiate with you. 594 00:27:45,200 --> 00:27:47,040 All right! Congratulations! 595 00:27:47,160 --> 00:27:50,240 I'll give you Rs. 15 lakhs for 10%. 596 00:27:54,360 --> 00:27:56,080 - Good job. Good offer. - And honestly, 597 00:27:56,280 --> 00:27:57,960 I can't wait to learn from you. 598 00:27:58,080 --> 00:27:59,120 So, do you accept my deal? 599 00:28:02,440 --> 00:28:05,560 - Deal accepted, Sharks! - Let's go! 600 00:28:05,680 --> 00:28:06,680 Thank you so much! 601 00:28:14,640 --> 00:28:16,120 [camera shutter clicks] 602 00:28:25,960 --> 00:28:27,160 'The offer was a surprise.' 603 00:28:27,280 --> 00:28:29,680 'I think the way it was going, I wasn't sure we would get a deal. 604 00:28:29,720 --> 00:28:31,800 But we are very excited to have Namita ma'am onboard. 605 00:28:31,920 --> 00:28:33,400 She has been through this process. 606 00:28:33,480 --> 00:28:34,960 So, she'll have great input to give us. 607 00:28:35,000 --> 00:28:36,560 And we're excited to grow this with her. 608 00:28:36,600 --> 00:28:40,520 I raised my first round of investment at the age of 26. 609 00:28:41,120 --> 00:28:42,400 It has been 13-14 years. 610 00:28:42,480 --> 00:28:45,760 When I used to talk with IDG and investors, 611 00:28:45,880 --> 00:28:49,120 they used to talk about numbers and revenue. 612 00:28:49,280 --> 00:28:53,040 My view is that what was expected of us when we were 26 613 00:28:53,320 --> 00:28:56,080 - is now expected at the age of 17-18 years. - 20 years. 614 00:28:56,160 --> 00:28:57,200 - The bar should be high. - Bar... Yes! 615 00:28:57,200 --> 00:28:59,000 - And we should treat them like adults. - Yes! 616 00:28:59,080 --> 00:29:01,920 - Right? I agree. - Anupam! Look, Dyumna alone 617 00:29:02,160 --> 00:29:04,400 has sparked the kind of conversations she's made us have. 618 00:29:04,480 --> 00:29:06,240 - Yeah, great! - I mean, if a girl at that age 619 00:29:06,280 --> 00:29:07,960 pushes you to think, she's got something. 620 00:29:08,040 --> 00:29:09,440 - Amazing! - Let's go. 621 00:29:11,760 --> 00:29:13,680 [music playing] 622 00:29:18,040 --> 00:29:21,200 Welcome to ACKO Changemakers, where we really welcome change. 623 00:29:21,360 --> 00:29:25,200 We saw a beautiful portrayal of that on our changemakers wall. 624 00:29:28,240 --> 00:29:30,360 we are creating a legacy of a new culture. 625 00:29:30,520 --> 00:29:33,280 And today's Changemakers are Dyumna and Shivom. 626 00:29:33,560 --> 00:29:35,880 - How are you, friends? Good? - We are good. Very excited. 627 00:29:36,000 --> 00:29:37,200 I saw your pitch. 628 00:29:37,280 --> 00:29:40,400 You provide mentorship and guidance to students 629 00:29:40,600 --> 00:29:41,600 at the right time. 630 00:29:41,680 --> 00:29:44,760 I have a question for you from our viewers. 631 00:29:44,840 --> 00:29:47,240 What can they change in their day-to-day lives 632 00:29:47,320 --> 00:29:49,960 to be able to navigate their career better? 633 00:29:50,160 --> 00:29:52,280 In terms of entrepreneurship, our startup 634 00:29:52,400 --> 00:29:54,000 didn't make money for three years. 635 00:29:54,080 --> 00:29:56,320 There wasn't any amazing growth happening. 636 00:29:56,440 --> 00:29:57,480 We didn't get any investment. 637 00:29:57,520 --> 00:30:00,280 We solved the problem that we faced. 638 00:30:00,360 --> 00:30:03,200 So, I think that's a good start. To solve a problem. 639 00:30:03,280 --> 00:30:05,080 Very nice. You are doing a great thing. 640 00:30:05,160 --> 00:30:07,160 Also, you are bringing change. 641 00:30:07,240 --> 00:30:09,000 Similarly, ACKO is bringing 642 00:30:09,120 --> 00:30:12,200 changes to the insurance landscape with its revolutionary offerings. 643 00:30:12,320 --> 00:30:15,000 Now, while buying a car, you only have to buy a car from the showroom. 644 00:30:15,040 --> 00:30:16,840 Unknowingly, don't buy car insurance. 645 00:30:16,920 --> 00:30:18,400 I hope you know that it's not necessary 646 00:30:18,440 --> 00:30:19,920 to buy car insurance from showrooms. 647 00:30:20,000 --> 00:30:23,920 You can buy your car insurance from ACKO and save up to Rs. 36,000. 648 00:30:24,080 --> 00:30:26,320 For the change you've brought and how smart you both are, 649 00:30:26,400 --> 00:30:29,480 I'd like to give you a gift from ACKO and Shark Tank. 650 00:30:30,560 --> 00:30:32,200 - Here you go. - Thank you so much. 651 00:30:32,400 --> 00:30:33,480 [camera shutter clicks] 652 00:30:37,200 --> 00:30:39,000 'Doctor's son becomes a doctor,' 653 00:30:40,440 --> 00:30:42,320 'engineer's son becomes an engineer,' 654 00:30:42,880 --> 00:30:45,080 'and businessman's son becomes a businessman.' 655 00:30:45,760 --> 00:30:48,920 'Hmm! Mr. Sharma, those days are gone.' 656 00:30:49,160 --> 00:30:52,080 'Because there is a new twist in the story.' 657 00:30:52,400 --> 00:30:53,880 'Today's generation,' 658 00:30:55,400 --> 00:30:58,400 'that challenged every rule of society.' 659 00:30:58,480 --> 00:31:01,280 'They didn't look at age, background, or experience.' 660 00:31:01,360 --> 00:31:02,880 'Their motto is simple.' 661 00:31:03,000 --> 00:31:04,920 'From India to the world.' 662 00:31:05,000 --> 00:31:07,080 'The new makers of new India,' 663 00:31:07,200 --> 00:31:10,120 'who are on a mission to turn the nation into a global powerhouse.' 664 00:31:10,200 --> 00:31:12,560 'The primary role of an entrepreneur is to solve problems.' 665 00:31:12,680 --> 00:31:15,560 'And a very good thing about Gen Z and Gen Alpha' 666 00:31:15,640 --> 00:31:18,080 'is that they enjoy finding a solution.' 667 00:31:19,760 --> 00:31:22,760 'Who would have thought, around 8-10 years ago, that groceries' 668 00:31:22,840 --> 00:31:24,600 'for your convenience would be delivered to your home' 669 00:31:24,640 --> 00:31:25,760 'in just seven minutes.' 670 00:31:25,920 --> 00:31:27,800 'Those who wait only get the leftovers' 671 00:31:27,880 --> 00:31:29,680 'left behind by those who try.' 672 00:31:29,760 --> 00:31:31,560 'And here, everyone is making an effort,' 673 00:31:31,640 --> 00:31:35,000 'everyone wants to achieve something in their industry.' 674 00:31:35,800 --> 00:31:37,240 [music playing] 675 00:31:37,840 --> 00:31:41,960 'I think people follow their passion and talent way more,' 676 00:31:42,080 --> 00:31:45,000 'and that's what really makes our generation' 677 00:31:45,080 --> 00:31:48,040 'stand out in the way that they look at entrepreneurship.' 678 00:31:50,040 --> 00:31:52,320 'A lot of prominent investors appear on Shark Tank,' 679 00:31:52,440 --> 00:31:54,280 'who inspire people' 680 00:31:54,400 --> 00:31:56,720 'with their insights and inspiring speeches,' 681 00:31:56,800 --> 00:32:00,240 'making us feel that we can also bring a great idea on Shark Tank, 682 00:32:00,320 --> 00:32:02,120 'get investment' 683 00:32:02,200 --> 00:32:05,160 'and earn their trust as partners.' 684 00:32:05,440 --> 00:32:08,600 'So, yes! It's inspiring for me.' 685 00:32:08,680 --> 00:32:10,600 'Their ideas are unique,' 686 00:32:10,720 --> 00:32:13,960 'the solutions are groundbreaking, and their spirit is uplifting.' 687 00:32:14,200 --> 00:32:17,280 'So, let's see, will these young changemakers' 688 00:32:17,360 --> 00:32:19,440 'impress Sharks?' 689 00:32:38,480 --> 00:32:40,680 [theme music playing] 690 00:33:05,080 --> 00:33:08,440 - I am 16 years old and I am in 11th grade. - Wow! 691 00:33:08,520 --> 00:33:13,280 - I am studying at Aditya School and preparing for JEE. - Wow! 692 00:33:13,360 --> 00:33:15,680 In childhood, when my friends 693 00:33:15,800 --> 00:33:18,880 used to play with toy cars, I used to play with motors. 694 00:33:19,120 --> 00:33:22,720 And over time, I developed a special connection with motors. 695 00:33:23,320 --> 00:33:27,600 My first project was the Electric Bournvita Stirrer, 696 00:33:27,680 --> 00:33:29,200 which I made in second grade. 697 00:33:29,320 --> 00:33:31,640 - Amazing! Second grade? - Yes! 698 00:33:32,000 --> 00:33:33,920 After that, 699 00:33:34,000 --> 00:33:37,320 I motorised the curtains at home to automate their movement. 700 00:33:37,400 --> 00:33:38,480 Oh my God! 701 00:33:39,120 --> 00:33:42,080 In fourth grade, when my mom 702 00:33:42,200 --> 00:33:44,560 didn't allow me to buy an electric skateboard, 703 00:33:44,640 --> 00:33:46,920 I tried to make it at home. 704 00:33:47,040 --> 00:33:48,600 But I failed in that one. 705 00:33:48,680 --> 00:33:51,160 And next year, I took on my dream project 706 00:33:51,240 --> 00:33:53,120 which was an Electric Go-Kart. 707 00:33:53,840 --> 00:33:56,920 I successfully built it. 708 00:33:57,000 --> 00:33:59,440 After that, while working on this project, 709 00:33:59,560 --> 00:34:01,920 I fell in love with the process of building. 710 00:34:02,040 --> 00:34:04,200 I did explore other fields as well, 711 00:34:13,720 --> 00:34:15,480 and I made Deni Alpha, 712 00:34:15,560 --> 00:34:17,600 which is an electric motorcycle. 713 00:34:17,840 --> 00:34:19,520 It has many special features. 714 00:34:19,600 --> 00:34:24,040 But the key points are that this is 100% made in India 715 00:34:24,360 --> 00:34:25,800 and it's affordable. 716 00:34:25,960 --> 00:34:27,920 I made it for approximately Rs. 40,000. 717 00:34:28,720 --> 00:34:32,600 Sharks, in India, the market for affordable electric motorcycles 718 00:34:32,760 --> 00:34:33,880 has been overlooked. 719 00:34:34,080 --> 00:34:36,560 Especially for the low-income groups 720 00:34:36,640 --> 00:34:41,160 who can't afford an expensive two-wheeler. 721 00:34:41,360 --> 00:34:43,720 Deni Bikes has found a solution for them. 722 00:34:43,960 --> 00:34:46,240 That's the problem we are solving with Deni Bikes. 723 00:34:46,400 --> 00:34:50,040 Sharks, I want to pursue Mechanical Engineering in the future. 724 00:34:50,120 --> 00:34:51,240 I want to convert 725 00:34:51,400 --> 00:34:55,120 my project into an actual engineered product. 726 00:34:55,440 --> 00:34:56,840 And if I get 727 00:34:56,920 --> 00:34:59,840 your mentorship and support in this journey, 728 00:34:59,920 --> 00:35:01,920 it will be the perfect double ride. 729 00:35:02,040 --> 00:35:06,280 For this, my ask is Rs. 30 lakhs for 10% equity in my company. 730 00:35:08,920 --> 00:35:10,840 - Thank you, Sharks. - Wow! 731 00:35:11,000 --> 00:35:14,520 Welcome to Shark Tank's Campus Special. 732 00:35:14,840 --> 00:35:16,200 - Thank you, ma'am. - Loved your story. 733 00:35:16,200 --> 00:35:20,760 You've always done something innovative and creative. 734 00:35:20,920 --> 00:35:22,640 - Yes! - And then you want to turn that into 735 00:35:22,880 --> 00:35:24,920 - studying Mechanical Engineering. - Yes! 736 00:35:25,000 --> 00:35:26,120 Very nice to see that. 737 00:35:26,200 --> 00:35:28,720 Tell me something. There is a trigger for everything. 738 00:35:28,840 --> 00:35:30,720 You know, something inspires you. 739 00:35:30,960 --> 00:35:34,000 What was the trigger that led you to choose this field 740 00:35:34,120 --> 00:35:36,440 and develop an interest in pursuing Mechanical Engineering? 741 00:35:36,640 --> 00:35:40,360 I have always been in love with vehicles and cars. 742 00:35:41,040 --> 00:35:43,440 I really wanted this electric hoverboard. 743 00:35:43,520 --> 00:35:45,560 But my mom refused. 744 00:35:45,680 --> 00:35:47,160 It's scary. It's good that she refused. 745 00:35:47,200 --> 00:35:48,240 [laughing] 746 00:35:48,360 --> 00:35:50,400 - Yes! - It hurts when you fall from it. 747 00:35:51,600 --> 00:35:54,680 I came across a YouTube tutorial, 748 00:35:54,760 --> 00:35:57,520 and it gave me a fundamental understanding. 749 00:35:57,600 --> 00:36:00,560 And then I started working on that electric skateboard. 750 00:36:00,640 --> 00:36:02,680 I didn't succeed in that, it didn't work out. 751 00:36:02,760 --> 00:36:05,720 After that, I also made an electric bicycle. 752 00:36:07,440 --> 00:36:09,600 And that's how I got into this field. 753 00:36:09,680 --> 00:36:10,880 Fabulous story! 754 00:36:11,000 --> 00:36:12,880 So that one is a bicycle and this is a motorbike. 755 00:36:12,920 --> 00:36:14,320 - Yes, this is a motorcycle. - Okay. 756 00:36:15,240 --> 00:36:17,040 Meet, what do your parents do? 757 00:36:17,160 --> 00:36:20,040 My parents run a software company in Pune. 758 00:36:20,120 --> 00:36:22,560 Are they product-based or service-based? 759 00:36:22,640 --> 00:36:24,000 The software services. 760 00:36:24,080 --> 00:36:27,120 - Do you have any siblings? - Yes, I have a twin sister. 761 00:36:27,320 --> 00:36:28,680 - Identical twin? - Yes. 762 00:36:28,760 --> 00:36:30,280 - Oh wow! - That's cool. 763 00:36:30,360 --> 00:36:32,320 Do you ever feel like you're looking at the mirror? 764 00:36:32,320 --> 00:36:34,240 No, not really. 765 00:36:35,720 --> 00:36:37,440 Why did you choose the name Deni? 766 00:36:37,520 --> 00:36:40,480 So, Deore is my dad's surname 767 00:36:40,560 --> 00:36:42,280 and Nikam is my mom's surname. 768 00:36:42,400 --> 00:36:44,000 - Oh! That's so sweet! - Deni. 769 00:36:44,080 --> 00:36:47,120 Good! Tell me something, Meet. 770 00:36:47,280 --> 00:36:49,560 Somebody must have helped you 771 00:36:49,680 --> 00:36:51,400 when you made this bike. 772 00:36:51,840 --> 00:36:55,680 I designed this frame and took it to the fabricators. 773 00:36:55,760 --> 00:36:56,840 They welded it. 774 00:36:56,960 --> 00:36:58,560 - Okay. - But I have done 775 00:36:58,720 --> 00:37:01,480 the designing and placement of all the components. 776 00:37:02,320 --> 00:37:03,560 How did you design it? 777 00:37:14,120 --> 00:37:16,480 The curtain machine that you made? 778 00:37:16,560 --> 00:37:18,440 Actually, that was way back and so 779 00:37:18,520 --> 00:37:21,560 - I don't have those images. - Okay. 780 00:37:21,680 --> 00:37:23,880 But I have done a lot of other projects as well. 781 00:37:23,960 --> 00:37:26,280 - Here is the bike! - Which year was this done? 782 00:37:26,360 --> 00:37:28,040 This year. 783 00:37:29,960 --> 00:37:31,880 Brilliant! You are making bikes while kids are playing with Lego. 784 00:37:31,880 --> 00:37:33,200 Are they your friends? 785 00:37:33,320 --> 00:37:35,560 No, they are my younger cousins. They were just holding the... 786 00:37:35,600 --> 00:37:37,240 They are all working on it. 787 00:37:37,840 --> 00:37:40,280 You are like a dream cousin for every mom. 788 00:37:40,400 --> 00:37:41,400 [chuckles] 789 00:37:41,480 --> 00:37:43,080 When I was at your age, 790 00:37:43,160 --> 00:37:46,320 my aunts wouldn't let my cousins play with me. 791 00:37:46,680 --> 00:37:48,200 It is completely opposite in your case. 792 00:37:48,320 --> 00:37:49,520 That's true even now. 793 00:37:49,600 --> 00:37:51,600 Mothers keep their kids away from Anupam even now. 794 00:37:51,680 --> 00:37:53,240 [laughs] 795 00:37:55,600 --> 00:37:57,760 The electric go-kart. 796 00:37:58,040 --> 00:38:00,760 Is this exactly like the cars used in go-kart? 797 00:38:00,880 --> 00:38:01,640 Yes, exactly the same. 798 00:38:01,720 --> 00:38:03,720 But I made this long ago. 799 00:38:03,800 --> 00:38:04,560 When did you make it? 800 00:38:04,680 --> 00:38:06,320 I think I was 10 years old when I made it. 801 00:38:11,280 --> 00:38:13,280 - And you made this. - This is crazy. 802 00:38:15,160 --> 00:38:17,840 Oh! That's amazing, Meet. 803 00:38:17,920 --> 00:38:19,640 We are feeling ashamed of our childhood now. 804 00:38:19,800 --> 00:38:21,760 This is crazy! At the age of 10! 805 00:38:21,840 --> 00:38:23,600 He made this when he was 10! 806 00:38:23,760 --> 00:38:26,080 Is anyone driving it? Oh, man! 807 00:38:26,200 --> 00:38:26,840 So cool! 808 00:38:26,920 --> 00:38:28,720 That's you at the age of 10. And you made it! 809 00:38:28,800 --> 00:38:31,080 - I feel like driving it. - That's amazing! 810 00:38:31,160 --> 00:38:33,000 - Wow, man! - Does this still work? 811 00:38:33,080 --> 00:38:35,280 - It doesn't work now, Sir. - Why so? 812 00:38:35,560 --> 00:38:37,560 I removed the parts from it 813 00:38:37,640 --> 00:38:40,200 and used them in the cycle. 814 00:38:44,800 --> 00:38:45,880 Shall I? 815 00:38:46,320 --> 00:38:48,200 Sure, you can. Be careful of the acceleration. 816 00:38:48,280 --> 00:38:52,400 I'm anxious. You took a year to make this bike. I hope I don't ruin it. 817 00:38:52,480 --> 00:38:53,040 No, Sir. 818 00:38:53,120 --> 00:38:54,200 Are you sure? 819 00:38:54,320 --> 00:38:56,280 - Where do I start? - The acceleration is sensitive. 820 00:38:56,320 --> 00:38:58,320 - Like that? - Yes. 821 00:38:58,400 --> 00:39:00,000 Be careful. 822 00:39:00,920 --> 00:39:03,960 Meet rode it. Come on, ride it to the platform. 823 00:39:04,040 --> 00:39:06,240 Careful. 824 00:39:06,960 --> 00:39:08,760 It's nice. 825 00:39:11,680 --> 00:39:13,480 Oh, now I have mastered it. 826 00:39:13,720 --> 00:39:15,880 Not bad, bro. 827 00:39:17,640 --> 00:39:19,240 - Did it. - Why is it making noise, boss? 828 00:39:19,280 --> 00:39:21,880 Because, generally, electric bikes are supposed to be silent. 829 00:39:21,960 --> 00:39:24,080 The sound is because of the chain drive system. 830 00:39:24,160 --> 00:39:25,360 - Okay, right. - It's nice. 831 00:39:25,440 --> 00:39:26,960 - Nice! - Thank you, Sir. 832 00:39:27,760 --> 00:39:29,480 Is there any problem 833 00:39:29,600 --> 00:39:32,240 or are you trying to solve any gap in the market? 834 00:39:32,400 --> 00:39:36,080 - Affordable e-bikes, basically. Electric motorcycles. - Okay. Yeah. 835 00:39:36,160 --> 00:39:38,800 That is the problem I am trying to solve. 836 00:39:44,320 --> 00:39:46,800 ...nobody sells affordable, made in India 837 00:39:46,880 --> 00:39:49,120 and good quality electric bikes. 838 00:39:49,200 --> 00:39:50,720 I rode your bike. 839 00:39:50,800 --> 00:39:52,240 I've tried other bikes too. 840 00:39:52,320 --> 00:39:54,240 - It stands by what you have briefed. - Yes, Sir. 841 00:39:54,240 --> 00:39:55,760 But it is risky 842 00:39:55,880 --> 00:39:57,840 due to multiple pending things. 843 00:39:58,520 --> 00:40:00,800 There is a suspension issue, am I right? 844 00:40:08,400 --> 00:40:10,880 This bike is designed at home, right? 845 00:40:11,880 --> 00:40:15,000 - All these are freehand adjustments. - Yeah. Correct. 846 00:40:15,080 --> 00:40:18,080 The steering column is at an angle 847 00:40:18,160 --> 00:40:19,520 higher than the standard. 848 00:40:19,600 --> 00:40:22,640 - And that's why you could feel the pull. - Yes. 849 00:40:22,720 --> 00:40:27,160 And I have used the spare parts of other bikes as suspension. 850 00:40:27,240 --> 00:40:29,200 - It isn't custom-made. - Got it. 851 00:40:29,280 --> 00:40:31,200 - It's nice. - Have you added the dashboard too? 852 00:40:31,280 --> 00:40:33,240 Yes, the display is an LCD screen. 853 00:40:34,040 --> 00:40:36,760 Tell me something. If your cost is Rs. 40,000 854 00:40:36,840 --> 00:40:38,560 exclusive of distribution 855 00:40:38,640 --> 00:40:41,600 - and warranty costs. - Yes. 856 00:40:41,760 --> 00:40:45,720 You won't be able to sell it below Rs. 80,000 after adding it. 857 00:40:46,600 --> 00:40:48,040 - Right. - As per my knowledge, 858 00:40:48,160 --> 00:40:51,520 there are a lot of Chinese two-wheelers and motorcycles 859 00:40:51,600 --> 00:40:53,600 at a much lower price, right? 860 00:40:53,680 --> 00:40:57,760 Either you have to become a big OEM player 861 00:40:57,880 --> 00:41:01,080 who competes with Hero, 862 00:41:01,680 --> 00:41:04,160 - Ola and all the others. - Yes. 863 00:41:04,240 --> 00:41:06,640 Or at the bottom end, you'll have to compete 864 00:41:06,640 --> 00:41:09,040 - with the Chinese competitors. - Yes. 865 00:41:09,120 --> 00:41:10,360 Where will you end up? 866 00:41:10,840 --> 00:41:12,840 So, the Chinese bikes, that you are talking about 867 00:41:12,920 --> 00:41:14,240 are actually low-speed. 868 00:41:14,320 --> 00:41:17,040 - They run at a speed of 25km per hour. - Okay. 869 00:41:17,160 --> 00:41:21,040 So, 80% of the Chinese bikes you get in this price segment 870 00:41:21,120 --> 00:41:22,840 - are always low-speed. - Okay. 871 00:41:22,960 --> 00:41:25,200 They don't have to get registered. 872 00:41:25,880 --> 00:41:27,520 But this is a high-speed bike. 873 00:41:27,640 --> 00:41:30,880 So, its top speed will be 50km per hour. 874 00:41:30,960 --> 00:41:32,400 And it will need a registration. 875 00:41:32,520 --> 00:41:36,440 So then you will end up in the category of the big OEM players. 876 00:41:36,720 --> 00:41:38,040 - Isn't it? Why? - No. 877 00:41:38,160 --> 00:41:40,880 So, the E-Luna segment is where we are playing. 878 00:41:41,000 --> 00:41:42,240 Who is the competitor? 879 00:41:43,120 --> 00:41:46,080 Except for E-Luna, which is our closest competitor, 880 00:41:46,200 --> 00:41:48,760 nobody sells such affordable, made in India 881 00:41:48,840 --> 00:41:51,040 and good quality electric bikes. 882 00:41:52,440 --> 00:41:54,520 Have you heard of one of the companies called Yulu? 883 00:41:54,880 --> 00:41:55,600 Yulu, yes! 884 00:41:55,680 --> 00:42:00,400 - Yulu is at 25 million Dollar ARR and profitable as well. - Yes. 885 00:42:00,480 --> 00:42:03,640 - Their concept is last mile mobility. - Right. 886 00:42:03,760 --> 00:42:06,400 They are really focussing on these kind of bikes. 887 00:42:07,640 --> 00:42:10,040 I can see a very good fit in that segment. 888 00:42:10,160 --> 00:42:13,880 Have you tried either directly or through your parents 889 00:42:13,960 --> 00:42:17,080 to reach out to some of those players to understand 890 00:42:17,160 --> 00:42:19,320 what changes do they need 891 00:42:19,400 --> 00:42:21,120 if they want to use this? 892 00:42:21,200 --> 00:42:23,520 Or do they find it valuable? 893 00:42:23,600 --> 00:42:25,560 Have you tried? Because, sometimes 894 00:42:25,640 --> 00:42:28,080 these conversations teach us a lot. 895 00:42:28,920 --> 00:42:32,600 Yes. So, I haven't contacted Yulu 896 00:42:33,000 --> 00:42:35,640 but they are in the low-speed category. 897 00:42:36,720 --> 00:42:40,320 Why aren't you considering coming up with a low-speed range 898 00:42:40,560 --> 00:42:44,440 for this kind of a bike? It will fit really beautifully 899 00:42:44,760 --> 00:42:46,440 in this last mobility segment. 900 00:42:46,520 --> 00:42:48,360 Are you open 901 00:42:48,440 --> 00:42:52,240 to change the dynamics to make it fit into a growing segment? 902 00:42:53,160 --> 00:42:55,080 There are many competitors in the low-speed category. 903 00:42:55,120 --> 00:42:57,280 In budget motorcycles. 904 00:42:57,360 --> 00:43:00,120 But this a medium-speed. That's another market. 905 00:43:00,240 --> 00:43:02,440 So, that is the market E-Luna falls in. 906 00:43:02,600 --> 00:43:03,200 - Good. - And... 907 00:43:03,280 --> 00:43:05,920 Fine. So you're very sure where you want to position. 908 00:43:06,000 --> 00:43:07,280 Right. Yes. 909 00:43:07,360 --> 00:43:08,920 How much does an E-Luna cost? 910 00:43:09,000 --> 00:43:10,080 Rs. 80,000. 911 00:43:10,200 --> 00:43:12,480 - That's a similar range. - What about their market size? 912 00:43:12,880 --> 00:43:17,200 This year, they are projecting 50,000 to 1 lakh units sold 913 00:43:17,280 --> 00:43:19,280 for FY 24-25. 914 00:43:23,960 --> 00:43:25,320 And there is a gap in it. 915 00:43:25,400 --> 00:43:26,880 So tell me about 916 00:43:27,000 --> 00:43:30,080 any unique feature in your product. 917 00:43:30,160 --> 00:43:31,480 Why should I buy this? 918 00:43:32,080 --> 00:43:35,320 The motor is 48 Volts and 1 Kilo Watt. 919 00:43:35,440 --> 00:43:37,320 In comparison to E-Luna? 920 00:43:37,400 --> 00:43:39,400 E-Luna is 2.2 Kilo Watt. 921 00:43:39,480 --> 00:43:41,400 - So, yours is lighter. - Yes. 922 00:43:41,480 --> 00:43:43,400 And what are the other specifications? 923 00:43:43,680 --> 00:43:45,120 The chain drive system. 924 00:43:45,240 --> 00:43:49,960 It delivers more power and is cost-efficient for maintenance. 925 00:43:50,080 --> 00:43:52,080 And we use Lithium-Ion batteries 926 00:43:52,160 --> 00:43:55,880 which are safer and can be charged completely in 3 to 4 hours. 927 00:43:56,000 --> 00:43:59,200 On one charge, it covers a range of 75 km. 928 00:44:01,840 --> 00:44:03,320 Okay. 929 00:44:03,560 --> 00:44:05,640 You said you are preparing for JEE. 930 00:44:05,720 --> 00:44:08,480 We used to study for 8 to 10 hours in the day. 931 00:44:08,840 --> 00:44:11,280 And you want to run the business. 932 00:44:11,360 --> 00:44:15,680 Don't you think your dream of becoming an Engineer 933 00:44:15,760 --> 00:44:18,560 clashes with this one? Like long-term versus short-term. 934 00:44:18,720 --> 00:44:21,160 Isn't it important to know where to focus on? 935 00:44:21,640 --> 00:44:25,280 I like the practical approach. 936 00:44:25,360 --> 00:44:28,680 So, this was my first priority. 937 00:44:28,760 --> 00:44:29,640 And is it still? 938 00:44:29,720 --> 00:44:31,240 It still is. Yes. 939 00:44:31,440 --> 00:44:34,080 I will try my best to get into a good university 940 00:44:34,200 --> 00:44:36,720 but this is my first love. 941 00:44:36,840 --> 00:44:40,080 Love the clarity. Define good. Which is your dream college? 942 00:44:40,880 --> 00:44:41,880 BITS, Pilani. 943 00:44:41,920 --> 00:44:42,920 Not IIT? 944 00:44:43,840 --> 00:44:45,560 IIT, Delhi! Yes, it is a dream but... 945 00:44:45,640 --> 00:44:49,040 But you know this will take your time and you won't enter there. 946 00:44:49,120 --> 00:44:50,400 is that what it is? 947 00:44:50,480 --> 00:44:52,080 I did assume that. 948 00:44:52,160 --> 00:44:54,240 So, if you get the money today 949 00:44:54,320 --> 00:44:57,920 then will you use it to make this bike 950 00:44:58,000 --> 00:45:00,200 or to prepare for IIT or JEE? 951 00:45:00,960 --> 00:45:02,920 My focus is the bike. 952 00:45:03,000 --> 00:45:05,840 But I will ensure that my education 953 00:45:06,080 --> 00:45:08,080 should simultaneously go on. 954 00:45:08,200 --> 00:45:09,960 It's not easy. 955 00:45:10,040 --> 00:45:12,880 If you get an investment of Rs. 30 lakhs today 956 00:45:13,000 --> 00:45:15,160 then the investors 957 00:45:15,280 --> 00:45:17,880 will start following up for the ROI of the same 958 00:45:17,960 --> 00:45:20,040 with your sales. What will you do then? 959 00:45:20,920 --> 00:45:22,400 If I get a deal 960 00:45:22,520 --> 00:45:26,160 then I will start the development of the design and R&D. 961 00:45:35,080 --> 00:45:36,560 You like to learn by doing. 962 00:45:36,680 --> 00:45:39,480 And you can read the degree books by yourself. 963 00:45:40,400 --> 00:45:42,760 I just want to learn 964 00:45:42,880 --> 00:45:45,200 Mechanical Engineering on a deeper side. 965 00:45:45,320 --> 00:45:46,640 But can't you learn it yourself? 966 00:45:46,720 --> 00:45:48,400 Now that you've learnt how to make this bike 967 00:45:48,400 --> 00:45:50,120 then what is Mechanical Engineering for you? 968 00:45:51,080 --> 00:45:54,040 Some of the most exceptional founders in the world, 969 00:45:54,120 --> 00:45:55,920 Bill Gates, Zuckerberg, 970 00:45:56,040 --> 00:45:58,360 Michael Dell, are all college droppers. 971 00:45:59,400 --> 00:46:02,800 I still feel that one must have a degree. 972 00:46:02,880 --> 00:46:04,080 Just to be on the safer side. 973 00:46:04,160 --> 00:46:05,720 Or is it because 974 00:46:05,800 --> 00:46:08,680 you have a backup if this fails? 975 00:46:08,760 --> 00:46:10,720 - No, it's nothing like that. - It's not that. 976 00:46:12,200 --> 00:46:14,400 Meet, my decision is made. 977 00:46:14,480 --> 00:46:16,960 - First, nice to meet you. - Thank you, Sir. 978 00:46:17,040 --> 00:46:20,920 I love your clarity of thought at the age of 16. 979 00:46:21,040 --> 00:46:23,320 At 16, you are like a master. 980 00:46:23,400 --> 00:46:25,240 You are answering the questions of the investors. 981 00:46:25,280 --> 00:46:27,120 You know everything about your industry. 982 00:46:27,320 --> 00:46:29,360 Solid! And I love this new India 983 00:46:29,440 --> 00:46:31,480 because the future of India is so bright. 984 00:46:31,600 --> 00:46:34,640 All of you will make India the greatest country ever. 985 00:46:34,760 --> 00:46:36,920 - Outstanding. - Thank you, Aman sir. 986 00:46:37,000 --> 00:46:39,920 I cannot give you the money because I want you to study. 987 00:46:40,320 --> 00:46:41,320 Okay. 988 00:46:42,800 --> 00:46:45,360 Complete your studies. If we invest in your project 989 00:46:45,440 --> 00:46:47,000 then you will get distracted. 990 00:46:47,080 --> 00:46:49,160 I want you to study well. 991 00:46:51,440 --> 00:46:53,520 And when you go to an engineering college 992 00:46:53,640 --> 00:46:55,960 you can double the effort there. 993 00:46:56,040 --> 00:46:59,840 You will be surrounded by professors and friends who will work on it. 994 00:46:59,920 --> 00:47:01,600 Put it on pause for now. 995 00:47:03,240 --> 00:47:06,880 Unfortunately, for now, I am out. 996 00:47:07,840 --> 00:47:09,840 Have fun. Enjoy! Finish your studies. 997 00:47:09,920 --> 00:47:11,040 Thank you, Aman sir. 998 00:47:11,800 --> 00:47:15,160 Meet, a dialogue from 3 Idiots. 999 00:47:15,240 --> 00:47:19,400 "Thrive to become capable and success will follow you." 1000 00:47:19,760 --> 00:47:21,720 I love that dialogue. 1001 00:47:21,920 --> 00:47:23,520 I think I agree with Aman. 1002 00:47:23,600 --> 00:47:27,960 - Okay. - You must work on your capability for now. 1003 00:47:29,320 --> 00:47:31,040 Complete your education. 1004 00:47:31,120 --> 00:47:34,280 - Okay. - Secondly, to know more about the current affairs 1005 00:47:34,320 --> 00:47:35,360 of the auto world 1006 00:47:35,480 --> 00:47:37,840 and knowing where to fit your product, 1007 00:47:38,080 --> 00:47:41,480 it is sometimes nice to talk to your leaders. 1008 00:47:41,560 --> 00:47:42,760 We are in the middle of all this. 1009 00:47:42,800 --> 00:47:45,800 We are meeting global people and going to conferences. 1010 00:47:45,920 --> 00:47:49,000 And Pune is filled with experts of the auto world. 1011 00:47:49,080 --> 00:47:51,400 - Right. - I will introduce you to some of them 1012 00:47:51,480 --> 00:47:53,120 but today, I am out. 1013 00:47:53,240 --> 00:47:55,320 But I would like to stay in touch with you 1014 00:47:55,320 --> 00:47:57,400 and introduce you to some of these people. 1015 00:47:57,560 --> 00:47:59,480 - Okay. Thank you so much for the advice, Ma'am. - Thank you. 1016 00:47:59,520 --> 00:48:03,080 I am starting to feel that extraordinary is the new ordinary. 1017 00:48:03,680 --> 00:48:04,680 Right. 1018 00:48:05,520 --> 00:48:07,960 After meeting kids like you. 1019 00:48:08,400 --> 00:48:10,280 - Yes. - If you get clarity 1020 00:48:10,360 --> 00:48:13,040 about commercial understanding in the next year or two 1021 00:48:13,160 --> 00:48:15,240 and you start to see some early success 1022 00:48:15,320 --> 00:48:17,840 - then consider not finishing college. - Okay. 1023 00:48:17,920 --> 00:48:21,520 I know it is not what your parents or anyone will tell you. 1024 00:48:21,600 --> 00:48:23,000 I'll give you one example. 1025 00:48:23,080 --> 00:48:26,120 - You must have heard of Aadit. A co-founder of Zepto. - Yes. 1026 00:48:26,200 --> 00:48:28,880 Aadit gave up his Stanford acceptance. 1027 00:48:30,640 --> 00:48:34,240 It was during Covid and it was an accident. He had to come back 1028 00:48:34,320 --> 00:48:37,920 because he got an admission but he had to differ due to Covid. 1029 00:48:38,160 --> 00:48:39,760 But during that time, 1030 00:48:39,880 --> 00:48:43,000 he got the clarity, just through experimentation 1031 00:48:43,680 --> 00:48:47,840 that quick commerce can become a booming business. 1032 00:48:49,160 --> 00:48:51,200 And he doubled down on that 1033 00:48:51,280 --> 00:48:53,920 and put all his efforts for the next few years. 1034 00:48:54,080 --> 00:48:56,360 And you are seeing the results. He is taking on 1035 00:48:57,320 --> 00:49:00,760 the biggest industrialist in the country 1036 00:49:01,200 --> 00:49:02,760 and doing extremely well. 1037 00:49:03,880 --> 00:49:05,960 Don't dismiss the thought entirely. 1038 00:49:06,040 --> 00:49:09,080 - Yeah. - It's your life. You and your parents must decide for it. 1039 00:49:09,160 --> 00:49:11,080 Today, I am out. All the best. 1040 00:49:11,160 --> 00:49:14,040 You are going to be a star no matter what you do. 1041 00:49:14,120 --> 00:49:16,000 - Love you, bro. - Thank you so much. 1042 00:49:18,200 --> 00:49:22,120 Meet, it's clear that you are an exceptional inventor. 1043 00:49:22,200 --> 00:49:24,160 And your frugality 1044 00:49:24,240 --> 00:49:27,600 of using the old motor in the new model 1045 00:49:28,600 --> 00:49:31,680 and your thought of focussing on Luna's market 1046 00:49:31,800 --> 00:49:34,920 rather than going after the bigger markets. 1047 00:49:35,000 --> 00:49:38,040 - It's because focus is important in the early stages. - Yeah. 1048 00:49:38,120 --> 00:49:39,680 I think you have a very good thinking there. 1049 00:49:39,720 --> 00:49:42,880 I think these are early signs that you have 1050 00:49:42,960 --> 00:49:47,120 a powerful sense of business. 1051 00:49:47,200 --> 00:49:51,280 It might be difficult to commercialise this in Rs. 30 lakhs. 1052 00:49:52,200 --> 00:49:56,960 Because licensing will consume a lot of money. 1053 00:49:58,080 --> 00:50:01,880 So, I also think that while you have the inventor gene 1054 00:50:01,960 --> 00:50:03,920 and the business gene, 1055 00:50:04,000 --> 00:50:08,360 it is difficult to make big business in this product. 1056 00:50:09,000 --> 00:50:12,200 Today, I am out. 1057 00:50:13,120 --> 00:50:15,560 But, I am also going to use your example 1058 00:50:15,640 --> 00:50:19,480 and ask my kids to make their toys when they demand expensive ones. 1059 00:50:20,280 --> 00:50:22,760 I think what I like is that you have focussed on 1060 00:50:22,840 --> 00:50:26,040 a very niche segment in your business and with clarity. 1061 00:50:26,160 --> 00:50:30,240 And people did question you but you are quite clear 1062 00:50:30,440 --> 00:50:33,320 that you see a gap for a cool product 1063 00:50:33,440 --> 00:50:35,840 in the 50 km per hour segment. 1064 00:50:35,920 --> 00:50:37,480 So, I think I really like that. 1065 00:50:38,600 --> 00:50:41,800 Niche gaps give rise to strong businesses. 1066 00:50:41,920 --> 00:50:44,600 So, I think you should retain that clarity. 1067 00:50:44,920 --> 00:50:48,280 And I suggest you should have a co-founder in this business. 1068 00:50:48,520 --> 00:50:51,240 - Okay. - Because you have a strong technical knowledge. 1069 00:50:51,360 --> 00:50:54,240 - Yes. - Have a co-founder on board who isn't in school. 1070 00:50:54,320 --> 00:50:56,240 So he can give more time. 1071 00:50:56,360 --> 00:50:57,680 For now, I am out. 1072 00:50:57,760 --> 00:50:59,400 But I would say, just pursue this. 1073 00:50:59,480 --> 00:51:03,560 The next two years is your golden time to figure this out. 1074 00:51:03,640 --> 00:51:05,360 - Best of luck. - Thank you so much, Sharks. 1075 00:51:14,440 --> 00:51:16,040 - Thank you. - Bye. Good luck. 1076 00:51:16,120 --> 00:51:17,360 Thank you. 1077 00:51:17,760 --> 00:51:21,840 'I will continue my education for the next two years.' 1078 00:51:22,120 --> 00:51:25,160 And I will go to a good college or a university 1079 00:51:25,240 --> 00:51:27,120 and definitely come back to Shark Tank 1080 00:51:27,200 --> 00:51:29,760 to pitch the same idea but with a better future. 1081 00:51:29,840 --> 00:51:32,040 - Welcome, Meet! - Thank you so much. 1082 00:51:32,120 --> 00:51:34,960 I saw your pitch with your parents. 1083 00:51:35,040 --> 00:51:36,640 It was amazing. 1084 00:51:36,720 --> 00:51:40,200 I was smiling throughout. Cheek to cheek. End to end. 1085 00:51:46,520 --> 00:51:48,160 That was incredible. 1086 00:51:48,240 --> 00:51:50,400 - Thank you. - My co-host, Ashish, didn't even know 1087 00:51:50,400 --> 00:51:52,520 how to spell go-kart when he was 10 years old. 1088 00:51:53,000 --> 00:51:54,040 But tell me one thing. 1089 00:51:54,120 --> 00:51:56,120 It is your business idea to manufacture this 1090 00:51:56,280 --> 00:52:00,400 but haven't you considered joining Tesla or SpaceX? 1091 00:52:00,480 --> 00:52:03,680 I want to launch this company and product in India. 1092 00:52:03,840 --> 00:52:06,400 Too good! I feel overwhelmed. He is just so good. 1093 00:52:06,520 --> 00:52:08,600 I ordered something while you were in the tank. 1094 00:52:08,680 --> 00:52:11,000 Vineeta complimented your frugality 1095 00:52:11,080 --> 00:52:13,280 that you swap the parts well. 1096 00:52:13,360 --> 00:52:15,480 And hence I can't help you in physics. 1097 00:52:15,560 --> 00:52:18,160 But I have ordered some tools for you from Swiggy Instamart. 1098 00:52:18,280 --> 00:52:21,560 Like a plier, nail, tape, screws. Whatever you want to use. 1099 00:52:21,640 --> 00:52:24,200 So this is what I can do for you. It was delivered in 10 minutes. 1100 00:52:24,320 --> 00:52:27,040 Sir? Thank you. 1101 00:52:28,040 --> 00:52:30,320 - Thank you so much for being a part of this. - Thank you. 1102 00:52:30,360 --> 00:52:32,000 And I told your parents 1103 00:52:32,080 --> 00:52:35,040 that I wouldn't be surprised if you created Mangalyaan 35. 1104 00:52:35,560 --> 00:52:38,280 And we would see you on the news. 1105 00:52:38,360 --> 00:52:42,040 Guys, I have to chat a lot with him. You can go to Swiggy Instamart 1106 00:52:42,120 --> 00:52:45,000 and your order will be delivered in 10 minutes. 1107 00:52:45,080 --> 00:52:48,000 I am going to learn a lot of physics from him. Order now. I'll see you. 1108 00:52:48,080 --> 00:52:51,040 Congratulations! Happy for you guys. 1109 00:52:53,600 --> 00:52:55,680 Did anyone deliver a baby or get married? 1110 00:52:55,760 --> 00:52:58,760 No! My friend won the contest held by Lenskart. 1111 00:53:01,400 --> 00:53:03,400 - I know now. - You can win it too. 1112 00:53:03,520 --> 00:53:07,120 Go to Lenskart app or the website and participate in the contest. 1113 00:53:07,200 --> 00:53:08,800 Tell them what to do in the contest. 1114 00:53:08,880 --> 00:53:11,440 Just do what you always do. 1115 00:53:11,520 --> 00:53:13,360 Just the same. You have to guess if... 1116 00:53:29,760 --> 00:53:32,160 [theme music playing] 1117 00:53:47,120 --> 00:53:48,000 Hi, Sharks. 1118 00:53:48,080 --> 00:53:49,720 My name is Khushi Mandlik. 1119 00:53:53,160 --> 00:53:56,760 Currently, I am pursuing my MBA from Atharva Institute. 1120 00:54:02,480 --> 00:54:04,400 - Yes. - Sure. 1121 00:54:07,560 --> 00:54:10,320 This is my father. He's an art teacher. 1122 00:54:10,520 --> 00:54:12,360 When I was in the 12th grade he told me 1123 00:54:12,480 --> 00:54:15,960 'You will understand the value of money when you earn it yourself.' 1124 00:54:16,240 --> 00:54:19,000 Until the 12th grade, my dad paid for my education. 1125 00:54:19,080 --> 00:54:21,240 And I came under pressure and chose the Science stream. 1126 00:54:21,280 --> 00:54:24,560 But I did not want to learn science. I was interested in business. 1127 00:54:25,960 --> 00:54:29,000 And I wanted to do business in something of my interest. 1128 00:54:29,080 --> 00:54:32,840 So I planned to begin my business along with my studies. 1129 00:54:32,920 --> 00:54:35,440 And today, I can proudly say 1130 00:54:35,560 --> 00:54:38,240 that with the help of that business I funded 1131 00:54:38,320 --> 00:54:40,000 - my graduation, MBA and my life too. - Oh. 1132 00:54:43,800 --> 00:54:47,640 I saw that despite the gifting industry being worth 2.5 lakh crores 1133 00:54:47,720 --> 00:54:51,840 they have the same old mass manufactured, unoriginal gifts. 1134 00:54:52,120 --> 00:54:53,520 Where's the personal touch? 1135 00:54:53,640 --> 00:54:56,680 I believe that whether the gift is small or big, 1136 00:54:56,800 --> 00:54:58,800 it's important to have a personal touch. 1137 00:54:58,920 --> 00:55:01,040 And more than that, it should be affordable. 1138 00:55:01,400 --> 00:55:03,680 That's why I started Pretty Little Shopp. 1139 00:55:04,640 --> 00:55:08,000 Here we make customized and creative gifts 1140 00:55:26,480 --> 00:55:28,240 Yes, 10,000, Vineeta. 1141 00:55:29,240 --> 00:55:32,360 You must be thinking that I have a big team, right? 1142 00:55:34,920 --> 00:55:36,600 - As you can see - Oh, my God. 1143 00:55:36,800 --> 00:55:39,480 there's no one else in this business other than me. 1144 00:55:39,600 --> 00:55:42,720 - I manage everything from the order to the shipping. - Wow. 1145 00:55:46,280 --> 00:55:48,080 I have started my business 1146 00:55:48,200 --> 00:55:51,800 but to make Pretty Little Shopp into Pretty Big Shopp, 1147 00:55:51,880 --> 00:55:54,920 I will need a team and your guidance. 1148 00:55:55,040 --> 00:55:59,400 For that, my ask is 30 lakh rupees for 10% equity. 1149 00:56:05,040 --> 00:56:07,120 Where a person told me, 1150 00:56:07,200 --> 00:56:09,960 'Don't ever give up on something that you have started.' 1151 00:56:10,080 --> 00:56:11,880 'Think about why you've started it.' 1152 00:56:12,800 --> 00:56:14,520 And today for that person, 1153 00:56:14,640 --> 00:56:17,760 I have brought a pretty little bouquet from my Pretty Little Shopp. 1154 00:56:17,840 --> 00:56:19,200 Can I give it to you? 1155 00:56:19,320 --> 00:56:21,720 - Sure. - So sweet. - That's so sweet. 1156 00:56:22,040 --> 00:56:23,080 Thank you. 1157 00:56:23,160 --> 00:56:26,000 Ma'am, I used to send a mail to SUGAR every Monday 1158 00:56:26,080 --> 00:56:28,200 but no one saw it, that's why I decided to come here. 1159 00:56:28,280 --> 00:56:29,880 Oh, my God. 1160 00:56:29,960 --> 00:56:32,520 - Thank you. - Thank you so much. It's lovely. 1161 00:56:32,600 --> 00:56:34,920 - Thank you. - Very sweet. - Thank you so much, so special. 1162 00:56:34,960 --> 00:56:36,440 - So sweet. - I've got gifts for all of you. 1163 00:56:36,480 --> 00:56:37,560 - Okay. - Wow. 1164 00:56:37,640 --> 00:56:39,560 - Thank you. - Khushi, make us happy too. 1165 00:56:39,640 --> 00:56:41,880 Sharks, this is the first pitch of my life. 1166 00:56:41,960 --> 00:56:44,880 I don't know how to close this. I leave it to you. 1167 00:56:45,520 --> 00:56:47,440 But I can please you by giving you a gift. 1168 00:56:47,560 --> 00:56:49,160 Perfect start. 1169 00:56:53,880 --> 00:56:55,560 Oh, my God. Cool bro. 1170 00:56:55,640 --> 00:56:58,480 - Mrs Namita, this is for you. - Oh, nice. - Thank you. 1171 00:56:59,120 --> 00:57:00,800 - Mr Anupam, this is for you. - Wow, how cool is that? 1172 00:57:00,840 --> 00:57:02,480 - Thank you, Khushi. - Amazing. 1173 00:57:02,560 --> 00:57:03,680 - Look at that. - Thank you, sir. 1174 00:57:03,720 --> 00:57:04,720 - Khushi, it's very good. - Another gift for me. 1175 00:57:04,760 --> 00:57:06,320 - That was perfect. Oh, my God. - So cool. 1176 00:57:06,400 --> 00:57:08,000 - Show me yours. - It's so cute. 1177 00:57:08,080 --> 00:57:10,680 - Wow. I love it. - Wow. - Thank you. 1178 00:57:10,760 --> 00:57:12,400 - And it's very recent. - I love it. 1179 00:57:12,480 --> 00:57:14,120 - My bouquet. - Yes, it's from very recent. 1180 00:57:14,160 --> 00:57:16,760 Sharks, there's a button on the side. Turn it on. 1181 00:57:16,840 --> 00:57:19,400 - Oh, wow. - Whoa. Love. 1182 00:57:19,680 --> 00:57:21,960 - It lit up. - Bro, cool. - Oh, my God. 1183 00:57:22,400 --> 00:57:24,840 We did it yesterday. You made it today. 1184 00:57:25,040 --> 00:57:26,800 It has this 3D effect. 1185 00:57:26,920 --> 00:57:30,120 Yes, it is a 3D miniature frame. It's our product. 1186 00:57:30,200 --> 00:57:32,320 This is the best gift I've got in this Shark Tank. 1187 00:57:32,400 --> 00:57:34,520 - Very nice. - Seriously, it's beautiful. - Thank you. 1188 00:57:34,600 --> 00:57:35,200 It's very good. 1189 00:57:35,320 --> 00:57:37,160 - Did you make this too? - Stunning. 1190 00:57:37,240 --> 00:57:39,560 I'm looking better than what I actually am. 1191 00:57:39,800 --> 00:57:42,240 I love your attention to detail 1192 00:57:42,320 --> 00:57:44,440 because you've added Emcure brands, 1193 00:57:44,480 --> 00:57:47,840 - like Metpure is one of my favourite brands. - Yes 1194 00:57:47,960 --> 00:57:50,960 You've made the effort to put Emcure brands on the side. 1195 00:57:51,040 --> 00:57:52,200 - Yes, ma'am. - Love 1196 00:57:52,280 --> 00:57:54,840 - the attention to detail. - Yes, like the speakers in mine. 1197 00:57:54,960 --> 00:57:57,840 - Amazing. - Yes, these are the Stone 200 speakers. Beautiful. 1198 00:57:57,920 --> 00:58:00,440 Khushi, what exactly is your business? 1199 00:58:00,560 --> 00:58:03,520 Sir, I cater to customized gifting. 1200 00:58:03,600 --> 00:58:05,840 I cater to both Gen-Z and Millenials. 1201 00:58:05,920 --> 00:58:08,200 From age group 18 to 35. 1202 00:58:13,600 --> 00:58:16,320 They want to keep it in their book or on the wall. 1203 00:58:16,400 --> 00:58:18,080 I started with Polaroids, 1204 00:58:18,160 --> 00:58:21,600 - because Polaroids are something that are affordable. - Yes. 1205 00:58:29,560 --> 00:58:31,440 - So you can decorate any place. - Yes. 1206 00:58:31,520 --> 00:58:33,760 I started with that and then slowly 1207 00:58:33,840 --> 00:58:37,440 music plaques, key chains and just five months ago, 1208 00:58:37,520 --> 00:58:40,040 we launched these 3D customized miniature frames. 1209 00:58:49,200 --> 00:58:52,600 This is a customized music plaque. 1210 00:58:52,680 --> 00:58:56,200 - There is a scanner below for a Spotify song. - Wow. 1211 00:58:56,520 --> 00:58:58,520 Anupam, if you have to give me an order 1212 00:58:58,600 --> 00:59:00,480 you just have to send me your family picture or 1213 00:59:00,560 --> 00:59:02,600 - a photo of the person you're gifting it to. - Right. 1214 00:59:02,640 --> 00:59:05,600 And you'll have to tell me which song you want to dedicate to them. 1215 00:59:05,800 --> 00:59:08,600 We add the bar code for that song and place it at the bottom. 1216 00:59:08,720 --> 00:59:12,360 When you scan this barcode from your phone, the song will play. 1217 00:59:12,440 --> 00:59:13,120 - Oh, how cool. - It's good. 1218 00:59:13,200 --> 00:59:15,320 You can dedicate songs 1219 00:59:15,400 --> 00:59:18,280 to your family friends or others. 1220 00:59:18,360 --> 00:59:19,640 What is the cost of this? 1221 00:59:19,800 --> 00:59:21,760 This is for Rs 550 with shipping. 1222 00:59:21,840 --> 00:59:24,040 - Oh, man. - I've seen many have this on their desks in my office. 1223 00:59:24,040 --> 00:59:25,280 - Maybe it's from you. - Yes, this is very cool. 1224 00:59:25,280 --> 00:59:28,000 Gen-Z loves stuff like this. 1225 00:59:28,080 --> 00:59:30,760 - Wonderful. - Today's Gen-Z includes you too. 1226 00:59:31,320 --> 00:59:32,640 Yes, I'm also in it. 1227 00:59:32,720 --> 00:59:35,880 People like me find these things very fascinating. 1228 00:59:37,240 --> 00:59:39,800 She's saying, 'You have no idea' 1229 00:59:39,920 --> 00:59:41,600 'what Gen-Z likes.' 1230 00:59:41,760 --> 00:59:43,520 Khushi, it was great meeting you. 1231 00:59:43,960 --> 00:59:46,800 Welcome to Shark Tank India's Campus special episode. 1232 00:59:46,880 --> 00:59:49,120 When you started 1233 00:59:49,200 --> 00:59:53,080 - did your father help you or did you start on your own? - Okay. 1234 00:59:53,160 --> 00:59:55,720 This is completely bootstrapped. 1235 00:59:56,360 --> 00:59:58,960 During the lockdown I had no idea what to do 1236 00:59:59,040 --> 01:00:00,600 but I wanted to do something. Dad said, 1237 01:00:00,640 --> 01:00:02,560 'Whatever you want to do, you have to manage it.' 1238 01:00:02,640 --> 01:00:04,960 So I checked on the internet. 1239 01:00:05,080 --> 01:00:08,600 I wanted to get into gifting, because I did not get gifts since childhood. 1240 01:00:08,680 --> 01:00:11,080 So I wanted to start something in gifting. 1241 01:00:11,200 --> 01:00:12,800 - Why did you not get it? - Being from a middle-class family 1242 01:00:12,800 --> 01:00:16,560 - you can't afford to buy or give gifts for every occasion. - Correct. 1243 01:00:17,400 --> 01:00:21,720 So I looked for what was trending in gifting. 1244 01:00:21,840 --> 01:00:24,840 These music plaques were very popular abroad. 1245 01:00:24,920 --> 01:00:29,480 In India, there is no major player who makes only these, as of now. 1246 01:00:29,560 --> 01:00:31,480 I picked up one photo 1247 01:00:31,600 --> 01:00:33,960 - and made an Instagram page and uploaded it. - I see, okay. 1248 01:00:34,080 --> 01:00:35,800 The money that I got from the first order 1249 01:00:35,920 --> 01:00:39,120 I deducted the COGS from it and kept the profit. Used it for packaging and so on. 1250 01:00:39,200 --> 01:00:40,320 That's how I started. 1251 01:00:40,400 --> 01:00:43,560 - Very nice. So you invested the funds yourself. - Yes, 1252 01:00:43,920 --> 01:00:46,240 And those 10,000 orders 1253 01:00:46,320 --> 01:00:48,480 - were packed and shipped by you. - Yes. 1254 01:00:48,560 --> 01:00:50,640 I have a younger brother who is in 8th grade. 1255 01:00:50,760 --> 01:00:53,720 I call him to help me pack on Saturdays and Sundays. 1256 01:00:53,800 --> 01:00:54,840 - Poor kid. - Very nice. 1257 01:00:54,920 --> 01:00:57,040 - Child labour. - In return I take him to McDonald's. 1258 01:00:57,120 --> 01:00:58,240 You make him work 1259 01:00:58,320 --> 01:00:59,080 and buy him a treat too. 1260 01:00:59,160 --> 01:01:01,200 How much have you earned in this business? 1261 01:01:01,280 --> 01:01:04,360 - Until now, I have earned around 18 lakhs. - Wow. 1262 01:01:05,360 --> 01:01:06,800 Lifetime revenue. 1263 01:01:07,040 --> 01:01:09,360 - Is it revenue or profit? - Revenue. 1264 01:01:09,440 --> 01:01:12,480 - And how much is the profit? - My net margin is 62% 1265 01:01:12,560 --> 01:01:14,240 and the gross is 77%. 1266 01:01:14,320 --> 01:01:15,840 Then you may not have too much expenditure. 1267 01:01:15,880 --> 01:01:19,320 There's not much. It is only for shipping and some packaging material. 1268 01:01:19,400 --> 01:01:21,880 I don't even have a website or a store. 1269 01:01:22,000 --> 01:01:23,840 - Whatever it is, is from my Instagram page. - Instagram. 1270 01:01:23,880 --> 01:01:24,880 - Wow. - Superb. 1271 01:01:26,960 --> 01:01:29,400 I pay my fees for graduation, etc. 1272 01:01:29,600 --> 01:01:31,600 - Wow. Very good. - Let me ask you something, Khushi. 1273 01:01:31,640 --> 01:01:33,880 - You said that you come from a middle-class family. - Yes. 1274 01:01:33,920 --> 01:01:37,160 - Your father was an art teacher and I think he still is. - Yes. 1275 01:01:37,280 --> 01:01:39,720 Why did he say that you should manage whatever you want to do? 1276 01:01:40,480 --> 01:01:42,920 When I finished my 10th grade, my dad 1277 01:01:43,040 --> 01:01:44,760 paid 2.5 lakhs for my 11th and 12th grade 1278 01:01:44,840 --> 01:01:48,480 and got me admitted for the Science stream. 1279 01:01:49,600 --> 01:01:51,360 I said, 'Okay, I will do engineering.' 1280 01:01:51,440 --> 01:01:54,360 And I prepared for the JEE and CET. 1281 01:01:54,480 --> 01:01:56,400 - And then I did not appear for those exams. - Oh. 1282 01:01:56,440 --> 01:01:59,040 Because I was not interested in science at all. 1283 01:01:59,240 --> 01:02:02,000 My dad said, 'You've wasted my 2.5 lakhs' 1284 01:02:02,080 --> 01:02:03,520 'I will not pay for anything else.' 1285 01:02:03,600 --> 01:02:07,160 'You do whatever you want to. You will earn and study.' 1286 01:02:07,240 --> 01:02:10,760 'That's when you will realise how it feels when every penny' 1287 01:02:10,880 --> 01:02:13,040 - 'that is spent does not bring the results.' - Yes. 1288 01:02:13,160 --> 01:02:14,680 What do your parents feel now? 1289 01:02:14,800 --> 01:02:15,800 Do they feel you have realised now? 1290 01:02:15,840 --> 01:02:19,040 My dad has come and he cried in the morning, on the way. 1291 01:02:19,120 --> 01:02:21,360 He's very happy and proud. 1292 01:02:21,520 --> 01:02:23,600 - And now you're on Shark Tank India. - Yes. 1293 01:02:23,680 --> 01:02:26,320 - Did you ever imagine it? - Never. 1294 01:02:26,400 --> 01:02:29,880 I used to watch it on TV. Shark Tank episodes are aired in our college. 1295 01:02:29,960 --> 01:02:33,480 - Really? - Wow. - Wow. - We are shown episodes on alternate days. 1296 01:02:33,560 --> 01:02:37,040 - Wow. - Wow. - I can tell them to watch my episode now. 1297 01:02:37,120 --> 01:02:39,400 - Wow. - So sweet. - Amazing. 1298 01:02:39,600 --> 01:02:43,160 - Dream come true. - Your orders will go crazy as well. 1299 01:02:43,960 --> 01:02:47,720 What exactly do you want to do after taking the investment? 1300 01:02:47,840 --> 01:02:50,440 I'm doing everything right now. Okay? 1301 01:02:50,720 --> 01:02:52,960 The orders come in. There is a great demand. 1302 01:02:53,040 --> 01:02:54,600 But I'm not able to complete them. 1303 01:02:54,680 --> 01:02:56,640 Because I go to college from 9:00 am to 5:00 pm. 1304 01:02:56,800 --> 01:02:58,640 After I come back, whatever time I get I use it. 1305 01:02:58,680 --> 01:03:03,240 I want to make a proper customized gift shop. A one-stop solution. 1306 01:03:13,680 --> 01:03:16,560 - You'll see the same gifts in the other shops too. - That's right. 1307 01:03:16,640 --> 01:03:21,200 Because the supplier is the same who delivers the mass products. 1308 01:03:21,280 --> 01:03:23,120 That's where we can stand out because 1309 01:03:23,160 --> 01:03:25,240 Pretty Little Shopp will not have those gifts. 1310 01:03:25,360 --> 01:03:27,600 I will have a few ready-to-buy options too. 1311 01:03:27,680 --> 01:03:32,080 So that if there's a customer who cannot wait for the customized gift 1312 01:03:32,160 --> 01:03:35,160 then they should not go back. I want to cater to them too. 1313 01:03:47,440 --> 01:03:49,200 - Home desk. - My bed is beside this. 1314 01:03:49,880 --> 01:03:53,000 I want a proper warehouse 1315 01:03:53,080 --> 01:03:54,680 because I want to make it a big business. 1316 01:03:57,560 --> 01:03:59,560 Customized products business can be very big. 1317 01:03:59,640 --> 01:04:02,320 - You knew that he would ask this question, right? - Yes, I love it. 1318 01:04:03,480 --> 01:04:06,760 Because the margins are double compared to normal gifts. 1319 01:04:06,840 --> 01:04:08,320 Even the dead stock is less. 1320 01:04:08,400 --> 01:04:10,040 The business can be big in that. 1321 01:04:10,120 --> 01:04:12,440 Like our Peyush sir. 1322 01:04:12,800 --> 01:04:15,320 The business of glasses is customized, right? 1323 01:04:15,400 --> 01:04:17,520 - You have also made it big. - That's right. 1324 01:04:17,640 --> 01:04:20,520 - That way even customized gifts can have a big market. - That's right. 1325 01:04:20,600 --> 01:04:22,960 First of all, I want to make my team. 1326 01:04:23,080 --> 01:04:25,080 - Wow. - Because I'm managing all alone, right now. 1327 01:04:25,080 --> 01:04:28,040 Khushi, there's a quote by Maya Angelou, 1328 01:04:28,760 --> 01:04:32,440 'Don't measure your life by the breaths you take' 1329 01:04:32,840 --> 01:04:35,360 'but by the moments that take your breaths away.' 1330 01:04:36,240 --> 01:04:37,680 Life is all about memories. 1331 01:04:37,760 --> 01:04:39,840 I click photos like a crazy person 1332 01:04:39,960 --> 01:04:42,680 and make scrapbooks for my kids. If you come home, 1333 01:04:42,800 --> 01:04:44,960 I have tonnes of photos blown up, all over. 1334 01:04:45,040 --> 01:04:46,880 I like this because 1335 01:04:47,040 --> 01:04:49,360 I think this brings a human touch into our lives. 1336 01:04:49,480 --> 01:04:51,680 - Yes. - It brings the emotions. 1337 01:04:51,760 --> 01:04:54,320 So, you are getting people in touch 1338 01:04:54,400 --> 01:04:56,640 with that part of living. 1339 01:04:56,760 --> 01:04:59,440 - My compliments that you've picked a great area. - Thank you, ma'am. 1340 01:04:59,440 --> 01:05:00,000 Thank you so much. 1341 01:05:00,080 --> 01:05:01,680 Will you show us your Instagram? 1342 01:05:01,760 --> 01:05:03,160 Yes. 1343 01:05:04,600 --> 01:05:07,040 Please show this reel which has Mrs Vineeta. 1344 01:05:07,280 --> 01:05:08,680 - Oh, wow. - Oh, my God. 1345 01:05:08,760 --> 01:05:10,320 - Your photo is also there. - Oh, wow. 1346 01:05:12,560 --> 01:05:13,800 Do you remember this day? 1347 01:05:13,880 --> 01:05:15,960 - Yes. I do. - International Yoga Day. 1348 01:05:16,040 --> 01:05:17,800 Oh, okay. Wow. 1349 01:05:17,960 --> 01:05:20,160 [upbeat music playing] 1350 01:05:20,600 --> 01:05:21,840 [chuckling] 1351 01:05:22,080 --> 01:05:24,200 I just keep making something when I feel like. 1352 01:05:24,280 --> 01:05:27,880 - 'That's the fun part.' - 'Client sending us cute reviews. That's the fun part.' 1353 01:05:27,960 --> 01:05:30,280 Very nice, Khushi. 1354 01:05:30,400 --> 01:05:31,520 You've checked all the boxes. 1355 01:05:31,560 --> 01:05:33,560 Thank you. You get your orders through this, right? 1356 01:05:33,640 --> 01:05:34,960 - Yes, from Instagram. - Okay. 1357 01:05:35,040 --> 01:05:36,360 Have you not put Peyush's photo? 1358 01:05:36,520 --> 01:05:38,680 I did not find any particular quote of his. 1359 01:05:38,800 --> 01:05:40,360 With which I could make something. 1360 01:05:40,480 --> 01:05:43,400 - Vision, purpose. - I don't say much. I'm a quiet boy. 1361 01:05:44,240 --> 01:05:47,200 Do you have an Instagram shop? Or do you get orders on the DM? 1362 01:05:47,360 --> 01:05:48,200 I get orders via DMs. 1363 01:05:48,320 --> 01:05:50,000 - Are all your orders on the DM? - Yes, that's right. 1364 01:05:50,000 --> 01:05:51,840 Do you maintain anything in Excel? 1365 01:05:51,920 --> 01:05:54,920 - Do you have a system where you do your accounting? - I don't have a system. 1366 01:05:54,920 --> 01:05:56,960 I don't have Excel either. I save it on Notepad. 1367 01:05:57,080 --> 01:05:58,960 Notepad? Amazing. 1368 01:05:59,040 --> 01:06:03,280 In the last two to three months, how many orders did you get per month? 1369 01:06:03,360 --> 01:06:04,840 And how much revenue have you earned? 1370 01:06:04,920 --> 01:06:08,760 Okay. I make around 5,000 Polaroids in one month. 1371 01:06:08,880 --> 01:06:11,120 5,000 would mean more than 150 1372 01:06:11,200 --> 01:06:13,520 - per day. - Yes, I process around 200-250 Polaroids in a day. 1373 01:06:13,560 --> 01:06:14,880 How long does it take you 1374 01:06:14,960 --> 01:06:16,680 to do the manual cutting work? 1375 01:06:16,760 --> 01:06:20,240 I have got used to it. I can cut it straight without using a scale. 1376 01:06:20,320 --> 01:06:21,680 [laughing] 1377 01:06:22,680 --> 01:06:24,600 And how much do you sell these for? 1378 01:06:24,680 --> 01:06:27,840 - This is for Rs 2,500 since it's customized. - Okay. 1379 01:06:27,920 --> 01:06:30,040 I have everything from six rupees to Rs 2,500. 1380 01:06:30,160 --> 01:06:32,480 There are affordable gifts for those who want them. 1381 01:06:32,560 --> 01:06:36,480 - Like the Spotify frames are for Rs 550. - Amazing. 1382 01:06:37,000 --> 01:06:40,480 You said in the beginning that you knew this question would come 1383 01:06:40,560 --> 01:06:43,680 about how you will scale customized gifts. 1384 01:06:44,040 --> 01:06:45,680 I don't want to disappoint you. 1385 01:06:45,920 --> 01:06:49,000 - So, my question is, how do you scale customized gifts? - Okay. 1386 01:06:49,080 --> 01:06:50,800 [laughing] 1387 01:06:50,920 --> 01:06:53,320 I don't have the machines right now. 1388 01:06:53,480 --> 01:06:55,200 It is completely handmade. 1389 01:06:55,320 --> 01:06:58,160 With the help of machines we can scale them. 1390 01:06:58,240 --> 01:06:59,840 By keeping the base ready. 1391 01:06:59,960 --> 01:07:02,560 We can make a proper website for the orders 1392 01:07:02,640 --> 01:07:04,520 where all the SKUs will be available. 1393 01:07:04,640 --> 01:07:08,080 Customers can order from the site. 'I want this table,' tick. 1394 01:07:08,240 --> 01:07:10,000 'I want the wall in this colour,' Okay, tick. 1395 01:07:10,000 --> 01:07:12,720 'I want a flower pot on the table,' Okay, tick. 1396 01:07:12,800 --> 01:07:14,480 That way I will get an order, 1397 01:07:14,560 --> 01:07:16,160 to my warehouse. And the team there 1398 01:07:16,240 --> 01:07:18,680 can make it properly. 1399 01:07:18,760 --> 01:07:21,160 - We can scale it by advertising. - Will be made by machines or hands. 1400 01:07:21,160 --> 01:07:22,640 It will be made by machines, 1401 01:07:22,760 --> 01:07:24,120 but there will be a manual touch to it. 1402 01:07:24,160 --> 01:07:26,800 It takes one hour to make this as of now. 1403 01:07:27,080 --> 01:07:29,120 When we use machines, 1404 01:07:29,200 --> 01:07:32,040 - we can make one in one minute, with ease. - Right. 1405 01:07:32,160 --> 01:07:34,600 We can use the machine as much as we can. 1406 01:07:34,680 --> 01:07:36,960 Apart from that, we will keep a personal touch. 1407 01:07:37,040 --> 01:07:38,600 Khushi, what's your monthly revenue? 1408 01:07:38,680 --> 01:07:40,680 Last month it was Rs 86,000. 1409 01:07:40,760 --> 01:07:42,440 And the month before that it was Rs 90,000. 1410 01:07:42,440 --> 01:07:44,160 And the one before that, it was Rs 87,000. 1411 01:07:44,240 --> 01:07:48,120 You're saving about Rs 50,000 per month. You're making that profit. 1412 01:07:48,280 --> 01:07:49,680 Yes, it is profitable. 1413 01:07:55,960 --> 01:07:58,040 - Sir, that's why I'm here. - I know. 1414 01:07:58,120 --> 01:07:59,600 I know. That's a good thing. 1415 01:08:00,440 --> 01:08:02,880 Unfortunately, I'm out of this business. 1416 01:08:03,120 --> 01:08:04,840 And the reason is, 1417 01:08:04,920 --> 01:08:07,960 I'm not sure of your team management skills. 1418 01:08:08,040 --> 01:08:09,440 How you will manage a team. 1419 01:08:09,520 --> 01:08:10,840 You will learn that. That's good. 1420 01:08:10,880 --> 01:08:14,280 You've set up this business all alone. That's outstanding. 1421 01:08:15,280 --> 01:08:17,080 - Thank you so much for creating this nice business and - Thank you, sir. 1422 01:08:17,120 --> 01:08:18,480 - Thank you so much. - for the gifts you gave. 1423 01:08:18,520 --> 01:08:20,320 - Thank you, sir. - All the best. Do well. 1424 01:08:20,800 --> 01:08:23,760 See, you said that customization can scale. I totally agree. 1425 01:08:23,840 --> 01:08:28,000 In order to scale customization, a lot of engineering and automation is needed 1426 01:08:28,240 --> 01:08:29,720 for which a lot of money is required. 1427 01:08:29,840 --> 01:08:32,640 - Yes, sir. We'll do it. - Listen to me, Khushi. 1428 01:08:36,320 --> 01:08:39,480 in which there is a high recurring demand. 1429 01:08:40,200 --> 01:08:43,200 You have to see if in this product 1430 01:08:43,480 --> 01:08:45,520 there is a particular part of the product 1431 01:08:45,600 --> 01:08:47,800 that has high demand. 1432 01:08:47,880 --> 01:08:51,880 You can automate it only if that product has an ongoing demand. 1433 01:08:51,960 --> 01:08:52,960 I'm out for now. 1434 01:08:53,040 --> 01:08:55,040 Because I think you need to do that introspection. 1435 01:08:55,120 --> 01:08:56,760 But this learning is very powerful for you. 1436 01:08:56,800 --> 01:08:58,160 Thank you so much. 1437 01:08:59,120 --> 01:09:01,760 I want to see you bring a team 1438 01:09:02,320 --> 01:09:05,000 and create proper functions and scale this. 1439 01:09:05,480 --> 01:09:08,880 Right now I'm not getting that confidence that this is something 1440 01:09:09,160 --> 01:09:10,720 that you can scale. 1441 01:09:11,360 --> 01:09:12,840 Get some more revenue, 1442 01:09:12,920 --> 01:09:16,040 focus a little bit more on marketing, on a team. 1443 01:09:20,440 --> 01:09:21,760 Okay, thank you, ma'am. 1444 01:09:24,520 --> 01:09:26,160 With passion, a person 1445 01:09:26,720 --> 01:09:30,000 makes not only businesses, but industries. 1446 01:09:30,080 --> 01:09:32,160 Even when everybody else says that, 1447 01:09:32,240 --> 01:09:34,560 'This industry or business cannot make it.' 1448 01:09:34,640 --> 01:09:37,560 'You cannot scale it.' But they still do it. 1449 01:09:37,640 --> 01:09:41,360 Because your passion can take you places. 1450 01:09:46,600 --> 01:09:48,600 This is your first idea. 1451 01:09:48,920 --> 01:09:50,960 What have you understood till now? 1452 01:09:51,080 --> 01:09:53,880 That ideas create success. 1453 01:09:54,400 --> 01:09:55,920 But that's not true. 1454 01:09:56,160 --> 01:09:58,280 - Execution creates success. - Correct. 1455 01:09:58,400 --> 01:09:59,520 As Vineeta said. 1456 01:10:00,520 --> 01:10:03,880 You need to scale this and understand the execution. 1457 01:10:04,080 --> 01:10:07,040 Take this to 30 or 40 lakhs 1458 01:10:07,120 --> 01:10:10,000 and at that time you can decide 1459 01:10:10,080 --> 01:10:12,440 whether you want to turn it into a 300 or 400-crore company, 1460 01:10:12,520 --> 01:10:14,760 or use the skills that you've acquired 1461 01:10:14,880 --> 01:10:18,120 and make something else, something bigger. 1462 01:10:18,240 --> 01:10:21,360 By then you've learnt how to build scalable businesses. 1463 01:10:21,480 --> 01:10:22,840 Then you'll be ready for funding. 1464 01:10:22,960 --> 01:10:25,680 - Until then, I'm out. All the best. - Thank you, sir. 1465 01:10:25,800 --> 01:10:28,520 Here's your role model. 1466 01:10:30,720 --> 01:10:35,360 Khushi, you're so much like me. 1467 01:10:35,520 --> 01:10:38,640 But 100 times smarter. 1468 01:10:39,200 --> 01:10:42,480 At 23, I was the first entrepreneur 1469 01:10:42,560 --> 01:10:44,800 in my family and extended family. 1470 01:10:44,880 --> 01:10:49,160 I did not know anything. So for the next 15 years 1471 01:10:49,280 --> 01:10:52,120 I made so many basic mistakes 1472 01:10:52,240 --> 01:10:54,480 and faced struggles and rejections 1473 01:10:54,560 --> 01:10:56,680 and I had to learn everything. 1474 01:11:05,920 --> 01:11:10,240 You have packed 10,000 orders by yourself 1475 01:11:10,320 --> 01:11:11,920 by the time you were 21. 1476 01:11:12,040 --> 01:11:15,880 My journey started after 23, where I struggled a lot. 1477 01:11:15,960 --> 01:11:17,640 As everyone said, 1478 01:11:17,760 --> 01:11:19,360 you're incredibly resilient. 1479 01:11:19,480 --> 01:11:21,520 You have big dreams 1480 01:11:21,680 --> 01:11:23,400 and you are unstoppable. 1481 01:11:23,960 --> 01:11:26,280 I agree that this business 1482 01:11:26,400 --> 01:11:30,920 is not yet ready to become an investable business. 1483 01:11:31,400 --> 01:11:33,480 Right now, unfortunately, 1484 01:11:33,560 --> 01:11:36,920 I will also not be able to make a financial investment in this. 1485 01:11:37,000 --> 01:11:41,400 But you don't have to write any more emails to SUGAR. 1486 01:11:41,640 --> 01:11:43,840 I'll be happy to work with you to figure out 1487 01:11:43,920 --> 01:11:45,600 what we can make. 1488 01:11:45,680 --> 01:11:48,680 And then I will be your first investor. Don't worry about that. 1489 01:11:48,760 --> 01:11:50,120 But not today, Khushi. 1490 01:11:50,200 --> 01:11:50,840 - Okay? - Thank you, ma'am. 1491 01:11:50,920 --> 01:11:54,200 Best of luck. I'm giving you my phone number. Please reach out to me. 1492 01:11:58,400 --> 01:12:01,080 - Thank you so much, ma'am. - Thank you, this is my number. 1493 01:12:01,160 --> 01:12:01,760 I'm really proud of you. 1494 01:12:01,840 --> 01:12:05,120 Make sure she's given you the correct number. 1495 01:12:05,240 --> 01:12:06,840 They give the wrong number by mistake. 1496 01:12:06,920 --> 01:12:08,080 Show me. 1497 01:12:08,200 --> 01:12:10,720 - Let me check it first. - I won't remember this. 1498 01:12:10,800 --> 01:12:13,360 See, I doubted from the start she'd give the wrong one. 1499 01:12:13,640 --> 01:12:15,480 It's not five at the end, it's six. 1500 01:12:15,560 --> 01:12:17,000 Sir, please share your number then. 1501 01:12:17,080 --> 01:12:19,040 Sure, I'll give you the correct one. 1502 01:12:22,080 --> 01:12:24,440 I understand you invest in 1503 01:12:24,560 --> 01:12:28,160 big businesses earning millions. 1504 01:12:28,440 --> 01:12:31,720 They're already earning millions. Why would they need investment? 1505 01:12:32,560 --> 01:12:36,280 I think I can make this bigger, 1506 01:12:36,360 --> 01:12:39,880 and I'm open to ideas. It's not like I'll stay limited. 1507 01:12:39,960 --> 01:12:42,760 I have a lot of ideas about what I can do with it. 1508 01:12:42,840 --> 01:12:45,280 But I know I'll focus on gifting. 1509 01:12:45,360 --> 01:12:49,320 For that, I need someone to guide me, to show me the way. 1510 01:12:49,400 --> 01:12:53,000 'Khushi, this is the way to go.' 1511 01:12:53,080 --> 01:12:55,400 There's nobody to guide me. 1512 01:12:56,880 --> 01:12:58,760 Khushi, let me tell you something. 1513 01:12:58,840 --> 01:13:00,840 Sometimes, in life, 1514 01:13:01,120 --> 01:13:05,200 giving someone something isn't the best thing for them. 1515 01:13:05,640 --> 01:13:09,640 The best thing you can do for someone at some point is to say no. 1516 01:13:10,400 --> 01:13:12,360 Today, you feel 1517 01:13:12,520 --> 01:13:15,440 funding would be the best thing for you. 1518 01:13:15,520 --> 01:13:17,320 But in time, you'll realise 1519 01:13:17,600 --> 01:13:19,760 what happened today is actually the best thing for you. 1520 01:13:21,280 --> 01:13:24,280 Khushi, you'll build a 100-crore business. 1521 01:13:24,360 --> 01:13:26,200 The question is when. 1522 01:13:26,280 --> 01:13:29,440 Will it be in two years or ten years? You will build it. 1523 01:13:29,680 --> 01:13:32,400 - We're sure about it. - Khushi, one more thing. These investors 1524 01:13:32,520 --> 01:13:36,040 here, especially the ones with Excel sheets, 1525 01:13:36,200 --> 01:13:38,040 when they said no to us, 1526 01:13:38,200 --> 01:13:40,440 now they are running after us, asking us to take their money. 1527 01:13:40,480 --> 01:13:42,920 We didn't give them equity. You should do the same, okay? 1528 01:13:43,040 --> 01:13:44,080 Yes, sir. 1529 01:13:44,160 --> 01:13:45,920 I'll come back with a hundred-crore business. 1530 01:13:45,960 --> 01:13:47,240 Great! We'll celebrate then. 1531 01:13:47,360 --> 01:13:48,600 - Good. - Yes. 1532 01:13:48,680 --> 01:13:49,480 - Thank you. - Thank you. 1533 01:13:49,560 --> 01:13:50,800 - Thank you, sir. - Bye. Have fun. 1534 01:13:50,880 --> 01:13:52,480 - Enjoy yourself. - Take care. 1535 01:13:52,560 --> 01:13:54,240 - Bye. - Bye! 1536 01:13:54,840 --> 01:13:58,680 I didn't get the deal, but I got the numbers of Vineeta and Aman. 1537 01:13:58,840 --> 01:14:01,520 They said they'd guide me 1538 01:14:01,640 --> 01:14:04,440 and help take this forward. 1539 01:14:04,600 --> 01:14:08,240 When my dad watches this episode, he's going to be so happy. 1540 01:14:08,320 --> 01:14:10,760 I'll have to be ready, he's going to cry again. 1541 01:14:13,640 --> 01:14:15,720 [music playing] 1542 01:14:22,160 --> 01:14:25,560 Welcome to ACKO Changemakers, where we truly welcome change. 1543 01:14:25,640 --> 01:14:29,280 It's portrayed beautifully here 1544 01:14:29,400 --> 01:14:31,320 on our changemakers wall. 1545 01:14:39,120 --> 01:14:40,920 - Welcome. - Thank you. 1546 01:14:41,040 --> 01:14:43,280 I'm really happy. You didn't get the cheque, 1547 01:14:43,360 --> 01:14:45,040 but you got the numbers of two Sharks. 1548 01:14:45,120 --> 01:14:48,880 And one more thing, you funded your own education. 1549 01:14:49,000 --> 01:14:51,520 That sounded incredibly inspiring to me. 1550 01:14:51,640 --> 01:14:53,200 There are females in our country 1551 01:14:53,280 --> 01:14:55,960 who want to become more financially independent. 1552 01:14:56,040 --> 01:14:57,680 What changes can they bring? 1553 01:14:57,800 --> 01:15:01,800 They can identify a skill within themselves 1554 01:15:01,880 --> 01:15:04,760 and turn it into a business or earn monetary benefits from it. 1555 01:15:04,840 --> 01:15:08,280 Secondly, they can do internships alongside education. 1556 01:15:08,400 --> 01:15:11,680 I love your confidence. It feels great, you have so much clarity. 1557 01:15:11,760 --> 01:15:15,680 I hope our viewers listen to this and bring change into their lives. 1558 01:15:15,760 --> 01:15:18,520 ACKO has also revolutionised 1559 01:15:18,640 --> 01:15:21,160 the insurance space with its offerings. 1560 01:15:21,320 --> 01:15:22,680 Now, when buying a car, 1561 01:15:22,760 --> 01:15:24,920 just buy the car from the showroom. 1562 01:15:25,000 --> 01:15:27,080 Don't unknowingly buy insurance from them. 1563 01:15:27,160 --> 01:15:31,200 It's not mandatory to buy car insurance from the showroom. 1564 01:15:31,280 --> 01:15:33,680 Get new car insurance directly from ACKO 1565 01:15:33,840 --> 01:15:35,760 and save up to 36,000 rupees. 1566 01:15:35,840 --> 01:15:38,000 I know you have a gifting business, 1567 01:15:38,080 --> 01:15:40,000 and you give gifts to people. 1568 01:15:40,120 --> 01:15:42,600 But we've brought a memento for you. 1569 01:15:42,720 --> 01:15:46,600 This is a small gift from ACKO Insurance. 1570 01:15:47,080 --> 01:15:48,120 Thank you. 1571 01:15:48,320 --> 01:15:49,360 [clicking sound] 1572 01:15:54,040 --> 01:15:57,480 Last season, the Shark Tank visitors were nearly on their deathbed. 1573 01:15:57,560 --> 01:16:01,240 'The year we made 14 crores, we had a 7.8 crore loss.' 1574 01:16:01,320 --> 01:16:02,360 'Wow!' 1575 01:16:02,440 --> 01:16:05,400 'This must be due to pressure, how much is left in the bank? ' 1576 01:16:05,520 --> 01:16:08,040 'Currently, we have 50 lakhs in the bank.' 1577 01:16:08,120 --> 01:16:09,200 [chuckles] 1578 01:16:09,400 --> 01:16:10,920 'If you're still hoping' 1579 01:16:11,000 --> 01:16:14,520 'a VC will come and save you, it's very delusional.' 1580 01:16:14,600 --> 01:16:15,600 'No one will save us.' 1581 01:16:15,680 --> 01:16:17,520 'I mean, we'll save ourselves.' 1582 01:16:17,640 --> 01:16:19,600 'What I liked about your approach is that' 1583 01:16:19,720 --> 01:16:22,600 'you understood where the gaps are' 1584 01:16:23,000 --> 01:16:24,920 'and what you need to do.' 1585 01:16:25,040 --> 01:16:28,280 And from there, they raised funds, not just from one, but two Sharks. 1586 01:16:28,360 --> 01:16:30,520 'The final offer is, Namita and I will come in.' 1587 01:16:30,600 --> 01:16:33,480 'One crore rupees for two per cent, which is a 50 crore valuation.' 1588 01:16:33,600 --> 01:16:34,440 'We'll do that.' 1589 01:16:34,520 --> 01:16:35,840 - '- Wow! Good! - You got a deal!' 1590 01:16:35,920 --> 01:16:37,840 '[overlapping voices]' 1591 01:16:37,920 --> 01:16:39,000 - '- Thank you! - Oh, my god!' 1592 01:16:39,000 --> 01:16:41,360 And after that, they've only grown. 1593 01:16:41,440 --> 01:16:42,440 [clicking sound] 1594 01:16:45,880 --> 01:16:49,320 Today's entrepreneurs have truly proven themselves. 1595 01:16:49,400 --> 01:16:50,240 Welcome, guys! 1596 01:16:50,320 --> 01:16:51,640 Thank you for having us. 1597 01:16:51,760 --> 01:16:53,680 And I'd like to say, we're still alive. 1598 01:16:53,760 --> 01:16:55,080 How does it feel to be here? 1599 01:16:55,160 --> 01:16:58,200 It's so nostalgic and such a beautiful feeling to be back because 1600 01:16:58,280 --> 01:17:00,440 literally, because of this show, 1601 01:17:00,520 --> 01:17:03,000 that day, and that moment, 1602 01:17:03,080 --> 01:17:05,200 when we got the deal, life changed. 1603 01:17:05,320 --> 01:17:07,960 At that time, I think you had 50 lakhs in the bank account. 1604 01:17:08,040 --> 01:17:08,880 That's correct. 1605 01:17:08,960 --> 01:17:12,000 If I may ask, what's the run rate now? 1606 01:17:12,120 --> 01:17:15,040 - Six plus crores per month. - Amazing! 1607 01:17:15,160 --> 01:17:18,520 Maybe we'll do over 75 crores in revenue this year. 1608 01:17:18,640 --> 01:17:20,800 But what was that one piece of advice 1609 01:17:20,880 --> 01:17:23,080 from the Sharks that you think made you say, 1610 01:17:23,160 --> 01:17:25,680 'Yes, let's use this and move forward'? 1611 01:17:25,760 --> 01:17:27,400 Anupam said that... 1612 01:17:27,480 --> 01:17:29,560 'Let's convince Aman to comment with everybody.' 1613 01:17:29,680 --> 01:17:30,960 [laughs] 1614 01:17:31,040 --> 01:17:33,120 'And I think Anupam might also be thinking about it.' 1615 01:17:33,560 --> 01:17:36,840 'One great thing about you is you haven't lost your humour.' 1616 01:17:36,920 --> 01:17:37,960 'Great attitude!' 1617 01:17:38,080 --> 01:17:40,680 That was a big validation because we really respect him 1618 01:17:40,800 --> 01:17:42,800 as a Shark and a businessman. 1619 01:17:42,880 --> 01:17:44,440 And when it aired, what happened? 1620 01:17:44,520 --> 01:17:46,520 We hired new team members. 1621 01:17:46,640 --> 01:17:47,960 We increased warehouse capacity. 1622 01:17:48,040 --> 01:17:51,440 We launched new products. We introduced smaller product sizes. 1623 01:17:51,520 --> 01:17:53,320 From a business point of view, we raised stock 1624 01:17:53,400 --> 01:17:55,400 and took on debt with personal guarantees. 1625 01:17:55,480 --> 01:17:58,840 Bhasin, do you remember when the show aired? 1626 01:17:58,960 --> 01:18:00,240 It was the 2nd of February. 1627 01:18:00,320 --> 01:18:02,320 I'm very intrigued to know where this story is going. 1628 01:18:02,360 --> 01:18:04,720 The entire team watched it together at Bhasin's house. 1629 01:18:04,800 --> 01:18:06,000 The show was about to go live. 1630 01:18:06,040 --> 01:18:07,880 I'm getting goosebumps just telling this story. 1631 01:18:07,960 --> 01:18:11,080 I have a smartwatch, so my arm was on Madhok like this. 1632 01:18:11,200 --> 01:18:14,720 The minute the show started, it was buzzing. 1633 01:18:14,800 --> 01:18:17,480 - I could feel it on my shoulders tingling. - What's this happening? 1634 01:18:17,520 --> 01:18:19,800 As the episode went on in seven, 10 minutes, 1635 01:18:19,880 --> 01:18:22,760 my watch started going crazy. 1636 01:18:22,840 --> 01:18:24,480 How many audiences do you think you got? 1637 01:18:24,560 --> 01:18:26,520 How much sales did you generate during the airing? 1638 01:18:26,640 --> 01:18:27,840 Thousands, lakhs 1639 01:18:27,920 --> 01:18:28,680 within the hour. 1640 01:18:28,760 --> 01:18:30,280 - That's amazing! - Yeah. 1641 01:18:30,360 --> 01:18:32,160 Over 60 per cent of our business 1642 01:18:32,240 --> 01:18:34,680 now comes from tier-II and tier-III cities, 1643 01:18:34,880 --> 01:18:36,520 with only 40 per cent coming from tier-I. 1644 01:18:36,600 --> 01:18:40,360 The scale we've achieved and the penetration into smaller cities 1645 01:18:40,440 --> 01:18:42,960 and towns is just beautiful. 1646 01:18:43,040 --> 01:18:47,120 But after Shark Tank, you've had more rounds of investment, right? 1647 01:18:47,240 --> 01:18:50,120 We only had the Shark Tank round, 1648 01:18:50,200 --> 01:18:53,320 where Namita and Vineeta participated 1649 01:18:53,440 --> 01:18:54,960 along with a few other angel investors. 1650 01:18:55,040 --> 01:18:59,000 That round happened, and we're happy to say we've now closed one round. 1651 01:18:59,080 --> 01:19:00,440 We're in the process of closing it 1652 01:19:00,560 --> 01:19:04,800 with two of the biggest FMCG companies in the world. 1653 01:19:04,880 --> 01:19:05,680 - Really? - Yes! 1654 01:19:05,760 --> 01:19:08,720 Unilever Ventures is investing in Arata, 1655 01:19:08,800 --> 01:19:12,640 - leading the investment with 24 crores. - Okay. 1656 01:19:12,760 --> 01:19:15,520 And not only will we have Unilever, 1657 01:19:15,760 --> 01:19:18,360 but we'll also have L'Oréal investing in Arata. 1658 01:19:18,440 --> 01:19:22,040 L'Oréal is making its first investment in India 1659 01:19:22,160 --> 01:19:25,880 and, for the first time, investing alongside Unilever in a company. 1660 01:19:26,000 --> 01:19:28,480 Once this round is complete and the money is in the bank, 1661 01:19:28,560 --> 01:19:31,800 the company will be valued at about 195 to 200 crores roughly. 1662 01:19:31,880 --> 01:19:34,280 It's almost like a dream come true for them to come together, right? 1663 01:19:34,320 --> 01:19:36,600 Quite literally a dream. 1664 01:19:36,760 --> 01:19:40,320 About three years ago, I randomly messaged Madhok and said, 1665 01:19:40,400 --> 01:19:43,160 'The dream would be L'Oréal investing in us.' 1666 01:19:43,280 --> 01:19:45,400 I sent that to him three years ago, 1667 01:19:45,480 --> 01:19:46,680 and I pulled it back with a 'dot.' 1668 01:19:46,680 --> 01:19:49,840 Recently, I revisited that message and said, 'Dreams do come true.' 1669 01:19:49,960 --> 01:19:52,640 It still feels surreal to us. 1670 01:19:52,800 --> 01:19:54,560 The day you entered the Tank... 1671 01:19:54,600 --> 01:19:56,360 to today, 1672 01:19:56,440 --> 01:19:59,120 how have Vineeta and Namita shaped Arata with you? 1673 01:19:59,200 --> 01:20:02,360 Namita has helped us in two ways. 1674 01:20:02,440 --> 01:20:04,080 One, she has been in direct contact with us, 1675 01:20:04,120 --> 01:20:06,040 - which has been pleasant. - Oh! 1676 01:20:06,120 --> 01:20:08,720 We have a way to contact and ask her for help. 1677 01:20:08,800 --> 01:20:11,680 We ensure that we do it as and when needed. 1678 01:20:11,760 --> 01:20:15,000 When structuring our deals, 1679 01:20:15,080 --> 01:20:16,760 we had questions 1680 01:20:16,840 --> 01:20:19,240 about optimising the current structure. 1681 01:20:19,320 --> 01:20:21,720 She and her team 1682 01:20:21,880 --> 01:20:23,080 gave us good advice 1683 01:20:23,160 --> 01:20:25,200 about case structuring 1684 01:20:25,280 --> 01:20:26,920 and structuring the rights. 1685 01:20:27,040 --> 01:20:29,040 She and her team helped us 1686 01:20:29,160 --> 01:20:31,480 during the restructuring and structuring. 1687 01:20:31,720 --> 01:20:34,080 We wanted to launch a product. 1688 01:20:34,160 --> 01:20:36,560 We contacted Vineeta when we couldn't find the right supplier 1689 01:20:36,640 --> 01:20:38,480 with high quality and finishing. 1690 01:20:38,560 --> 01:20:40,200 Since this is her industry, 1691 01:20:40,280 --> 01:20:41,640 she connected us to somebody in her team 1692 01:20:41,680 --> 01:20:43,000 who helped us with the sourcing. 1693 01:20:43,120 --> 01:20:46,080 Vineeta helped us source 1694 01:20:46,160 --> 01:20:47,680 the packaging material for this. 1695 01:20:47,800 --> 01:20:50,120 Please explain your revenue model 1696 01:20:50,240 --> 01:20:51,640 from that day till today. 1697 01:20:51,760 --> 01:20:53,040 There are three distribution channels, 1698 01:20:53,080 --> 01:20:55,240 website, market places and quick commerce. 1699 01:20:55,320 --> 01:20:57,120 The website's monthly revenue jumped from Rs 40 lakhs 1700 01:20:57,160 --> 01:20:59,320 to more than Rs 2 crores, a fivefold increase. 1701 01:20:59,440 --> 01:21:03,880 Marketplaces went from around Rs 1 crore monthly 1702 01:21:04,080 --> 01:21:05,400 to Rs 2.5 crores. 1703 01:21:05,480 --> 01:21:07,240 Quick commerce went from Rs 20 lakhs monthly 1704 01:21:07,360 --> 01:21:09,280 to almost Rs 3 crores. 1705 01:21:09,360 --> 01:21:11,440 There's a 12-times jump in the business. 1706 01:21:11,560 --> 01:21:14,720 The team has grown from 25 people to 75 people. 1707 01:21:14,800 --> 01:21:16,640 Anything we need to know 1708 01:21:16,720 --> 01:21:18,840 about what's next for Arata, Dhruv and Dhruv? 1709 01:21:18,960 --> 01:21:20,560 Our ambition 1710 01:21:20,640 --> 01:21:24,520 is to become India's most trusted hair beauty brand. 1711 01:21:24,600 --> 01:21:26,320 - Hair beauty? - Hair beauty! 1712 01:21:26,400 --> 01:21:28,440 - It's interesting that you've spotted that. - Yeah. 1713 01:21:28,520 --> 01:21:30,560 We don't want to be a hair care brand. 1714 01:21:42,160 --> 01:21:44,080 Your growth has been phenomenal. 1715 01:21:44,160 --> 01:21:46,440 Your valuation has also gone up to four times. 1716 01:21:46,560 --> 01:21:48,920 You deserve to be in the Hall of Achievements. 1717 01:21:49,000 --> 01:21:52,240 Dhruv and Dhruv, welcome to the Adani Hall of Achievements. 1718 01:21:52,320 --> 01:21:55,920 We honour successful entrepreneurs here, 1719 01:21:56,000 --> 01:21:57,240 - just like you. - Thank you. 1720 01:21:57,360 --> 01:22:01,320 Please tell me how it feels to walk down this nostalgic path. 1721 01:22:01,640 --> 01:22:03,240 It's an amazing feeling. 1722 01:22:03,440 --> 01:22:06,320 I am still nervous after looking at these pictures 1723 01:22:06,400 --> 01:22:07,640 and how far we've come from there. 1724 01:22:07,680 --> 01:22:10,880 We honour 1725 01:22:10,960 --> 01:22:12,720 your go-getter attitude. 1726 01:22:12,800 --> 01:22:15,680 This is for you on behalf of Adani. 1727 01:22:15,760 --> 01:22:16,840 - Congratulations! - Thank you. 1728 01:22:16,840 --> 01:22:18,480 - Thank you so much. - Thank you. 1729 01:22:20,080 --> 01:22:21,960 - Oh, my God! - Oh, my God! 1730 01:22:22,400 --> 01:22:25,000 - Hello! - What's up, Vineeta ma'am? 1731 01:22:25,080 --> 01:22:25,840 Hi. 1732 01:22:25,920 --> 01:22:28,280 - It's so good to see you. - It's so good to see you. 1733 01:22:28,400 --> 01:22:29,960 Hello. 1734 01:22:30,040 --> 01:22:32,400 - Congratulations! - Thank you. 1735 01:22:32,480 --> 01:22:33,840 You are stars. 1736 01:22:33,960 --> 01:22:35,920 To us all, right? Congratulations to us all. 1737 01:22:36,000 --> 01:22:37,080 I know! 1738 01:22:37,160 --> 01:22:39,840 When we finalised the deal with you, 1739 01:22:39,920 --> 01:22:42,280 during the usual Shark banter, 1740 01:22:42,400 --> 01:22:45,200 everyone told us it was a bad deal. 1741 01:22:45,280 --> 01:22:47,120 They have so much debt and no cash. 1742 01:22:47,200 --> 01:22:50,120 - Plus, the losses! - Yes. You had so much debt and no cash. 1743 01:22:50,200 --> 01:22:51,720 They said this company would shut soon 1744 01:22:51,800 --> 01:22:53,760 - and we'd lose our money. - They were not wrong. 1745 01:22:53,840 --> 01:22:55,200 But we believed in you. 1746 01:22:55,280 --> 01:22:57,960 - Yes. - 100 times is guaranteed now. - Yes. 1747 01:22:58,040 --> 01:23:00,720 It went up four times in one year. That's great! 1748 01:23:00,800 --> 01:23:03,040 Your journey to 100 times begins now. 1749 01:23:03,120 --> 01:23:04,240 - Done! - We've got it! 1750 01:23:04,360 --> 01:23:07,480 - Come on. - Bye, guys. Good luck. 1751 01:23:07,600 --> 01:23:10,200 - We have to use the restroom before the next pitch. - Super! 1752 01:23:10,280 --> 01:23:12,360 - You've made us proud. - Good. 1753 01:23:12,480 --> 01:23:13,680 Bye, take care. 1754 01:23:16,280 --> 01:23:18,680 Greetings, and welcome to this special segment 1755 01:23:18,720 --> 01:23:20,520 for Invest Smart with ICICI Direct. 1756 01:23:21,040 --> 01:23:22,480 I'm your wealth buddy 1757 01:23:22,560 --> 01:23:25,040 and today we will discuss a few important points 1758 01:23:25,040 --> 01:23:27,360 about the world of investment. 1759 01:23:27,480 --> 01:23:30,240 Our aim is to make you aware and empower you. 1760 01:23:30,320 --> 01:23:32,440 First of all, let's welcome our guests. 1761 01:23:32,440 --> 01:23:34,920 Shaivya and Raj from Tilt. 1762 01:23:35,040 --> 01:23:37,400 - Yes. - Please tell me what is Tilt? 1763 01:23:37,440 --> 01:23:40,120 We have made an inclusive, innovative and comfortable brand. 1764 01:23:40,120 --> 01:23:42,240 And our products are selling very well now. 1765 01:23:42,400 --> 01:23:45,560 We have three approaches to get to the answer. 1766 01:23:45,640 --> 01:23:48,400 First, we made our products based on the feedback. 1767 01:23:48,440 --> 01:23:51,320 We have a WhatsApp community group 1768 01:23:51,360 --> 01:23:53,440 where our users have a direct access 1769 01:23:53,480 --> 01:23:57,440 and finally based on the feedback of our users, we make new products. 1770 01:23:57,560 --> 01:23:59,160 We are fully consumer-connected. 1771 01:23:59,320 --> 01:24:01,920 This is truly a 3-in-1 advantage. 1772 01:24:02,040 --> 01:24:04,520 Okay, then. I will also pitch a product today. 1773 01:24:04,560 --> 01:24:07,800 Let me introduce you to the ICICI 3-in-1 account. 1774 01:24:07,920 --> 01:24:09,440 Where you will get facilities of 1775 01:24:09,440 --> 01:24:12,840 savings, demat and trading, all in one place. 1776 01:24:13,160 --> 01:24:16,160 When you invest through this, your funds 1777 01:24:16,240 --> 01:24:19,320 will continue to remain in your ICICI savings account. 1778 01:24:19,320 --> 01:24:20,960 And it earns interest 1779 01:24:21,160 --> 01:24:23,320 until your buy-order is not successful. 1780 01:24:23,360 --> 01:24:24,360 Let me show you. 1781 01:24:47,080 --> 01:24:50,320 When you sell your stocks from your ICICI Bank savings account, 1782 01:24:50,680 --> 01:24:52,200 and that too directly, 1783 01:24:52,240 --> 01:24:54,640 the money will come to your account directly. 1784 01:24:54,880 --> 01:24:58,200 And you will continue earning interest on your money. 1785 01:24:58,440 --> 01:25:00,960 - So, would you invest? - Absolutely. 1786 01:25:01,000 --> 01:25:02,280 Wow. That's great to hear. 1787 01:25:02,320 --> 01:25:03,440 So, why wait? 1788 01:25:10,320 --> 01:25:13,400 You can seamlessly manage your trading accounts from one place. 1789 01:25:13,640 --> 01:25:15,480 Invest smart, invest conveniently. 1790 01:25:32,360 --> 01:25:34,720 Whenever I see her on Shark Tank 1791 01:25:34,800 --> 01:25:37,320 or on set, she always says something positive, 1792 01:25:37,400 --> 01:25:39,520 sweet, and complimentary about me. 1793 01:25:39,640 --> 01:25:42,520 We have the Executive Director of Emcure Pharmaceuticals with us. 1794 01:25:42,600 --> 01:25:43,720 Namita, why so sweet? 1795 01:25:48,280 --> 01:25:49,760 A lot of people also love you. 1796 01:25:49,880 --> 01:25:53,840 - Our viewers have sent many questions for you. - Oh, wow! Okay. 1797 01:25:54,040 --> 01:25:57,480 One of those is by Shivangi from Baruah. 1798 01:25:57,560 --> 01:25:59,320 She is 24 years old. 1799 01:25:59,400 --> 01:26:01,800 She says... Wow! There you go. 'Namita ma'am, I love you.' 1800 01:26:01,880 --> 01:26:03,160 Oh! So sweet! 1801 01:26:22,040 --> 01:26:24,680 So, Shivani, thank you for your question. 1802 01:26:24,760 --> 01:26:27,040 You are correct. 1803 01:26:27,120 --> 01:26:31,360 I get an idea very soon about whether or not I will strike a deal. 1804 01:26:31,680 --> 01:26:35,320 It's mainly based on whether the industry excites me, 1805 01:26:35,520 --> 01:26:37,920 if the founder 1806 01:26:38,000 --> 01:26:40,600 inspires me and the financials. Of course! 1807 01:26:40,680 --> 01:26:44,640 I've made up my mind within the first 20-25 minutes. 1808 01:26:45,000 --> 01:26:47,880 However, in Season 4, 1809 01:27:20,200 --> 01:27:22,200 We will meet again on Ask the Shark 1810 01:27:22,280 --> 01:27:24,040 with a new Shark and a new question.