[theme music playing]
[music continues]
[theme music playing]
'Hello, my name is Dyumna.'
'I am 19 years old, and I was born and raised in Goa.'
'I've studied here till 10th grade.'
'To be honest, I didn't really study a lot.'
'I was also on the football field. I basically grew up there.'
'I used to go to the beach every day. Life was sorted.'
'When it comes to my family, entrepreneurship runs in my family.'
'I don't want to exaggerate, but my mom is a Fashion Designer,'
'my dad owns a factory and my younger brother is a baker.'
'In fact, during Covid, Dhir and I started an online bakery.'
'He baked while I did marketing.'
'As a result, we earned Rs. 8 lakhs that year.'
'That is when I understood that entrepreneurship'
'is the main character of my life.'
'What next? I started to build my startup at the age of 15.'
'In 11th grade, I went to boarding school,'
'where I met my co-founder, Shivom.'
'In my final exams, I scored 8 out of 100 in maths.
'That's when it hit me that studying isn't my strong suit.'
'So, I must have a successful business,'
'otherwise, I'll have to study math. That was impossible.'
'So, we started working on Project Clay.'
'After school, I took a gap year, and I shifted to Bengaluru alone'
'while trying to raise funding.'
'During that time, I worked at two EdTech startups.'
'I gained experience'
'and realised that education is the industry where I belong.'
'That is where my journey to come to Shark Tank began.'
'Before coming to Shark Tank, I was discussing valuation with my mom.'
'And this is what she had to say,'
'Dyumna, Rs. 1 crore for 10%. There is no harm in asking.'
'I am now studying in Boston.'
'And honestly, just trying to survive the cold.'
'We want to change this industry.'
'Where I need to pitch, be ready to grow,'
'and we want to scale it from five countries to the entire world.'
'So, Sharks! Are you ready to make a deal?'
Sharks, you're no strangers
to the amount of work that goes into applying for universities abroad.
SAT preparations, scholarship applications,
grades, extracurricular activities, and obtaining LOR.
I was worn out from saying it
and Anupam sir was tired of hearing it.
There is a counsellor who helps you in this entire process.
But in most of the schools in India, there are no counsellors.
Traditional counsellors
are either quite expensive
or are affiliated with colleges as recruiters.
Sharks, I belong to a family that runs businesses.
And we only have one rule.
If you see a problem, solve it.
This problem led
to my family producing a third-generation entrepreneur
and Project Clay started.
Wow!
Actually, I get this a lot. No!
I am 19 years old.
Project Clay introduces
an innovative approach to college counselling.
We call this the elder sibling approach.
Sharks, our platform
has over 300 vetted mentors...
without the scamming or ghosting.
Students no longer need to hustle.
All they have to do
is focus on getting one step closer to their dream university.
Sharks, maybe that is why in the last five months
we have shown an average of 65% growth organically.
Sharks, we work 16 to 18 hours every day
to ensure the next generation moves one step closer
to their dream universities.
Very cool!
We believe that the traditional counselling industry
is ready for a change.
And for that, we need your mentorship
and Rs. 15 lakhs for 10% equity in our startup.
- Really! - Thank you!
- You're a powerhouse! Powerhouse! - But...
Great pitch! Great pitch, guys.
How did both of you meet?
Give us a little history.
- Yes. - And why you thought of this.
This started when I met Dyumna in boarding school in 11th grade.
A night before our math exam,
Dyumna would come to me
and ask me to help her with doubts in maths,
I used to sit with her all night long
and answer her questions.
She still wouldn't pass the exam, but we became good friends.
Which boarding school?
Woodstock School in Mussoorie.
- Oh, wow! - Wow!
- In Mussoorie! Good school. - Lovely school.
When I was 15, I applied for summer programs,
but they were too expensive.
So, I thought of making my own free summer programs.
What I did was I emailed 1,000 college students that month.
I had emailed them and said,
'Here's what I'm building, and regardless of your college,'
'come and teach high school students.'
Out of 1,000 college students, 20 agreed.
Which was enough for me.
In the first year, 800 students attended those programs.
There were 20 programs.
After that, we thought we should amp it up.
The year after that, 4,200 students attended those summer programs
from more than 30 countries.
It was completely free of cost. I thought I had hit the jackpot.
This is the next billion-dollar idea!
We should start summer programs. So, I took a gap year.
My parents asked me what my plans were for the gap year.
So, I sent emails to EdTech startups.
I shifted to Bengaluru alone.
- Worked at two EdTech startups to gain... - Which ones?
Early Steps Academy and Bluelearn.
Okay!
But how did you land these internships?
Okay! For Bluelearn, when I was 15,
I was watching a YouTube video of the founder.
I sat and made timestamps for the YouTube video.
Then I sent a cold DM and said
that I've made these timestamps, and I hope they're helpful.
He said, 'Very helpful! Can you do that for all my videos?'
- Oh God! - I agreed.
He said, 'I will pay you.' I replied, 'I don't want Rs. 100.'
[laughing]
If you could give me an internship, then please do.
To that, he said, 'No, not at this point.'
Then their company started putting 2-hour-long podcasts.
I emailed him again
and said I am still available, I can make timestamps.
He said, 'Can you do content writing?'
I couldn't, but I thought, how tough could it be?
Oh my God!
I sat and learnt everything in a week.
And then 150 college students applied for that position.
I was the only one from high school, and I got the job.
Oh my God! I am so glad I asked you this question. You are crazy.
Super!
Thank you! Thank you so much.
I just wanted to enter the EdTech industry.
That's where I wanted to work.
So, I worked there for three months. I gained a lot of experience.
Then they offered me the internship.
I was getting Rs. 5.5 LPA.
Oh, wow!
I was happy, my parents were happy.
Because I was earning more than their friend's kids
who had graduated college. So, they were happy.
'We can also say this in society.'
So, I got a job there.
And then, Bluelearn was done.
In December, I went to a mini Shark Tank.
Applying to colleges abroad is quite difficult.
So, I thought, let's focus on that.
In June, we made our first rupee.
We were focusing on helping students apply abroad
through near-peer mentorship.
We have a fund from Nikhil Kamath.
So we got through to the top 3%.
He sent me 70 rows of financial documents,
and I thought, this is beyond me.
So, I reached out to Shivom.
Shivom helped me with all of that.
He is a mentor... He was a mentor on the platform as well.
He would always try his best at everything.
He was the mentor who tried his hardest.
Slowly, I became more involved in the business.
And he can do everything I can't.
- Now, we are 50-50 partners. - Well done!
- Wonderful! - Are there only two partners
- or do you have some other co-founders too? - Yes! Just us.
What is your story, Shivom?
My story isn't as elaborate as hers.
[laughing]
In 9th grade,
I was on the verge of failing.
I was a backbencher with poor grades.
I nearly got suspended once too.
My senior came to me and asked, 'What are you doing?'
'Why are you wasting your potential?'
That day I went home and thought that I should do something.
I should take a full pivot and focus on academics.
And by 12th grade, I graduated as a topper.
I went to Emory University
and a year later, Dyumna asked me to help her.
So, I thought I should, and now, we're here.
Are your parents okay with what you're doing?
Right! Yes.
My dad talks about business for a couple of hours
daily during lunch and dinner.
He has always said. 'Both of you won't be in a job setting.'
'You have to run a startup. Gain experience,'
'but ultimately, run a startup.'
They are after me. They said, 'Give me equity,'
'and you continue doing it. It's fine even if you fail.'
Shivom, have you tried putting that energy in a bottle?
I try!
But that's why you guys are a fabulous team.
- It's a lovely balance. - Yes.
Shivom, you filled
a financial Excel sheet with 75 rows.
There were basic things like revenue, COGS,
margin, gross margin, and net margin.
We knew these basic things.
Other than that, there were complex metrics.
We had to calculate TAM, SAM, and SOM.
Also, EBITDA margins.
We also had to divide operational expenses.
I had to calculate the retention rate
and the repeat rate had to be calculated. What are these metrics
like ARR and MRR?
All of this was difficult.
I learned from YouTube, from Shark Tank,
and from my dad, but I did it.
Dyumna, I think you have an amazing leadership quality.
You are a strong orator.
Right? And I think that is very powerful for you.
- Yes. - I've been noticing
- Thank you! - Very good!
One thing that I've learnt is that
- you guys don't want to be treated like kids. - Not at all.
- So, I am going to shoot straight to the business. - Please!
I've understood the model.
- Okay! - What is the vision? How will it scale?
Our main tenet is to have 12th-grade students
provide us with a list of their dream colleges.
We then connect them with a mentor,
who is a current student at that university,
to guide them through the application process.
Is this digital?
Yes! It takes place on Zoom.
Could you please show us? Do you have a process?
- Shall we give you a website demo? - Okay!
So, Sharks! Regarding the website, it was makeshift and not great.
We put the first Rs. 10,000 we made into making a website.
Let's say Navya, who is 17 years old, wants to attend college.
- Her dream university is Cornell University. - Okay!
All she needs to do is visit our website,
go on the search bar and type Cornell.
Our recommended mentor will show up.
He is Aryaman, a current freshman at Cornell
studying engineering.
You can directly book a call with him,
after which you'll receive a link for the meeting and payment.
The payment link is priced at Rs. 2,500 per session.
We have 500 mentors in our database.
We are striving to cover breadth, ensuring every country...
We are getting demands from Singapore, UK and Canada.
We're aiming to have at least one mentor from each country.
Do you know what a good thing about this model is?
Compared to people who are 10 years older than them.
They'll build a strong trust factor with you.
Shark, one more thing
- is that they can relate to us. - Correct.
Three years ago, they were in a similar position.
The thing is, when a breakup happens,
it feels like life is over.
Academics take a hit, college seems impossible
and you want to be left alone.
What this does is,
if you look at essays in the US,
they ask 'Why you?'
Harvard has a statistic that says
they could replace their entire class three times over
and still maintain the highest quality of students.
They want to see the true you.
You won't open up to a counsellor who is 40-50 years old
about your deepest stories and best moments.
But you can tell your senior.
For us, what parents say isn't cool.
But if our immediate seniors, who are just a few years older than us,
say something, it's much easier to relate to.
Near-peer mentorship
is becoming a lot bigger with our generation.
No one is telling you that 'this is what you have to do.'
- It's more like, this was my experience... - Exactly!
They're always there when you fail.
- Beautifully said. - Yes.
The thing is people somehow get there with or without a mentor.
You are right! You can invest 100 hours researching.
But if you can speak with someone
who has been through the entire process,
you can avoid pitfalls,
save time, and overall you will be in a better position.
If I speak with the mentor once,
then the second time, I could directly reach out to them
without using your platform, which will bypass your revenue model.
Correct! So, this is an issue in such platforms.
But once there is quality
where we can make it a product. Right now, this is a service.
Currently, we are operating on WhatsApp Groups.
Out of that, 54.5% goes to our mentor.
That means our gross margin is roughly 45.5%.
But as a mentor,
why would I want to give you the money every time?
If you speak with any mentor,
there is one thing that they believe in the mission.
They are mission-driven.
Yes, with scale, that could become an issue, but we can consider
lowering our commissions to make sure everyone is satisfied
and it doesn't affect the model.
So, there is a very big challenge
- I see. I've done this with my son for 1.5 years. Right? - Yes.
We had a coach who used to guide us day-to-day.
He explained it to us so well.
So, at the time of picking the right college,
we were confident that this was the perfect fit for him.
There are two parts to a college application.
- The selection part. - Correct!
And then the admin part.
- Admin part, I see value in what you are doing. - Right!
- But the strategic part... - Right!
What do you have to say about that? How will you crack that?
Namita ma'am, I am glad you asked that question.
We've had students
come to us and share
that they've been accepted into the University of Melbourne,
the University of Sydney, and two universities in the UK.
Can I please talk to the students there?
Get their honest feedback on what is going on in the college.
How is the job market? What is currently happening there?
I think, yes, counsellors have feedback.
But a lot of these counsellors
have never stepped out of India.
They don't understand how the student life is over there.
And I believe our mentors have a much better perspective
- about what is going on there. - Very good point.
And they can guide them.
We have a story about a student.
Two days ago someone contacted us
and said, 'He is not helping me with my essays.'
'He has backed out.'
'I immediately need a Johns Hopkins student'
'to look over my essay and tell me what's missing.'
Within a day, we've already connected with the student,
the mentor is already giving them feedback.
And the student is very pleased with the service.
How much are you charging the students? Rs. 2,500?
- Yes! - How much do the counsellors charge?
Are they agencies
or are they individual consultants?
Yes! If I can just tell you about our competitors,
there are two types.
You're right!
Many mom-and-pop shops
and individual counsellors, how do they run their business?
- Business. - By placing these students
in their partner universities.
They get around Rs. 1.5-3 lakhs
for placing their student in one college.
So, that means they are biased when they're sending the students.
The incentive is perverse.
Very! Exactly!
And then the second type of competitor is very premium.
They cost around Rs. 1-6 lakhs for an application.
Which is pretty high.
Parents trust these agencies because they've been doing this.
So, we will go to them first.
Correct! We haven't had a single application cycle yet.
So, we understand that there is trust.
But I am here to say on national TV, 'Don't trust them.'
[laughing]
Our competitors flex
that they have 750 partner universities.
That's terrible. You are sending your students
to colleges that might not be the best for them, sir.
So, especially in helping students pick the right college,
we believe this is a better service
- because we can give you the actual picture. - Got it!
In fact, I would argue
- that the market you are catering to, Dyumna... - Yes!
- That market size is small. - It's small.
- I agree! - Because of the colleges you are catering to.
- I agree. - This could be a problem for your business.
I agree. We play in the branch of the top 100 universities.
And they will never actually partner with these counselling services.
Because they already have applications from a lot of students.
You're saying these universities won't partner with you. I agree.
But how many students will enrol in these universities in a year?
The top 100 universities around the world... Bro!
If we look at our total addressable market...
So, roughly
1.33 million students go abroad from India to study every year.
Our total addressable market in a nutshell is Rs. 2,000 crores
in India itself.
How did you come up with Rs. 2,000 crores?
So, 1.33 million students.
The LTV of a customer is Rs. 7,600.
But we are in the middle of the cycle, as you guys might know.
Our LTV will roughly be Rs. 14,500.
...and we won't cater to...
Like people who just want to go abroad.
The income we target is Rs. 25-Rs. 50 lakhs.
- And that is only 3% of India. - Right!
But if we look at the number of people who want to go abroad,
it's 1.33 million.
Their income range will automatically be high
compared to the rest of India.
And then, in that Rs. 25-Rs. 50 lakhs range,
we roughly estimate 30% students
and multiply our TAM. Rs. 2,000 crores with 30%.
The SAM is roughly Rs. 400 crores.
'TAM means Total Addressable Market.'
It refers to the total revenue your product or service could generate
if every potential customer
in the market buys that product or service from you.
SAM stands for Serviceable Addressable Market,
which indicates the portion of the market
that is relevant to your pricing and geographical location.
Lastly, SOM means Serviceable Obtainable Market.
It represents the market share you can capture
within the next five years.
What are the numbers of your business
and how will you scale this?
About numbers, we've been generating revenue for the past five months.
We made a revenue of Rs. 22,900 in June.
In July, Rs. 41,800.
In August, Rs. 90,600.
We made Rs. 1,05,000 in September.
In October, we've already made Rs. 1,37,000.
We have receivables of Rs. 23,000.
There was a commitment of Rs. 54,000,
which will be fulfilled by the end of the month.
Why are there receivables in your business?
Are you not taking money in advance?
You are smart.
Usually, we do. But we have some students in Pakistan.
If they want to make a payment, they have to send it to a relative.
- Then they have to send it to us. It is a peak season now. - Huh?
- Okay! - For application. It's the same with students in Nepal.
They take time to send the money, but they have paid.
How will you scale this?
This financial year we will close at Rs. 37 lakhs.
We believe we will be 10x by next year.
Recently, our article was published in the Economic Times.
So, the CEO of an organisation reached out and said,
'We have 10 schools under us.'
'We have been trying to make this program.'
'Can we connect with you guys?'
'We want to offer your services to our schools.'
There are 5,000 students in those schools.
Aside from D2C,
we believe that with our near-peer mentorship model,
where we're targeting the mid-range market,
we'll be able to show results.
People will be a lot more interested.
And schools need something like this
- because there are no counsellors in schools. - Got it!
How much is your CAC?
- Zero! - Zero!
How? Because you are using social media.
Exactly! We rely heavily on Instagram,
LinkedIn, and word of mouth.
Very good! Shivom, how is your Instagram game?
I don't use Instagram much.
Mine is just empty!
- There is nothing! No social media. - No? Why?
It's just a personal choice. There is nothing in it for me.
You don't like it.
- You are more real. - Yeah!
Ah!
Hey! Then why are you on Instagram?
I am not real, that's why.
[laughing]
So, when I was in college.
- Yes. - In engineering college.
90% of students from my college used to go abroad to pursue MS.
We used to refer to it as 'apping'
when applying abroad.
The mentorship there involved
seniors guiding juniors on how to fill out their applications.
It was a well-established culture.
So, there's a significant demand among students
for mentors who can relate to them,
- rather than professional mentors. - Right!
But, I somewhere think
that this might not really work for students.
Because your mentors will keep graduating.
So, you won't have a very strong moat.
And secondly, these informal networks
will always be competing.
So, adding as much value
as a paid consultant does by being a student
will likely become difficult
over time, and you won't get consistency.
I don't see a moat
or scalability too.
So, I am out.
But love the energy and the team.
- And good luck with what you're building. - Thank you!
Guys, I think this is a real problem.
And I think your solution is affordable. That's the USP.
You mentioned earlier
that you're connecting students with mentors
who truly understand the real context of their problems.
That will always be a higher quality of mentorship.
- Right! - I think that's your USP.
So, I think the challenge in your business lies in the market size.
The second concern seems to be, that even if the market size is large,
it's about defensibility.
This is an easily replicable model.
I don't see any differentiation at the moment.
Hence, I'm out for now.
But I have some feedback for you.
The good thing is that you are focussing on some colleges.
But focus on fewer markets.
Expanding globally to every country
- won't help build your brand, and it will weaken defensibility. - Yes.
Fair enough.
Secondly, the B2B model you've adopted by tying up with schools
should be made more aggressive in certain markets,
- as this will help you build defensibility. - Yes.
But best of luck!
- Thank you! Thank you, Peyush. - Nice meeting you.
Boss from Boston, you reminded me of my old stomping ground. It was fun.
And Shivom, your intensity,
you don't care about the rest of the world.
I know where I need to focus.
That's marvellous.
I think building a large business
with what you're creating might be a bit challenging.
But don't give up. Stick together.
Your complementary skills are quite rare.
That's magical.
Founders take years to discover this.
So, don't leave this even if you change the business.
My perspective is a bit different when it comes to schools.
I think schools will slow you down.
The sales cycle is too long.
And they only see the cost.
So, I would suggest you focus on building something massive.
- Okay! - Stick together.
I am out. But I love you guys. My heart is with you today,
but not my cheque.
- Thank you! - Thank you, sir.
Dyumna and Shivom, amazing! I love you guys.
Your internship story is mind-blowing.
The words you use
- are what I normally use too. - Join us, sir.
[laughing]
Right pitch! That is a perfect pitch.
I think there is a huge problem with trust.
People who trust you,
- but they won't because of LinkedIn... - Right!
- Right. - You have a good model. The work is happening.
The model requires some redefinition.
Okay!
At present, I don't know what that is.
It will take time to establish Project Clay as a strong business.
Unfortunately, the refinement
needed to transform this project into a business
is not present at the moment,
so I'm out.
I'm sorry to say this, but I'm out.
Dyumna and Shivom,
firstly, fantastic founders.
I think TAM is excellent. As I mentioned,
it's like a full-time job for parents.
And I believe in the concept of mentorship.
So, there is TAM.
One area that I think is a big issue.
Especially you, Dyumna.
- It's an area of improvement. You will have to work on it. - Yes.
My mentor took 4-5 years
to explain things to me, and I am still working on it.
Sometimes, there is an issue with people with high energy.
- Okay! - Have you heard of this quote,
- 'Respond, don't react.' - Yes!
I've made many mistakes in my life
by not following this, 'Respond, don't react.'
- We know. - Right!
And I'll tell you where I saw this.
When you scale,
the macro knowledge of universities...
I told you that earlier.
Where you apply and which one you end up attending,
having a database for this is really important.
When I mentioned some of my counsellors,
you seemed to feel that you were better than them.
It's nice to have confidence,
but sometimes don't react, think!
Yes, maybe, you know what Namita is saying,
I can incorporate that into my program and scale it.
So, I am working on myself.
I am willing to work on it with you guys.
I am willing to make you an offer.
- Oh, wow! - Whoa!
I'll give you exactly what you want.
I am not going to negotiate with you.
All right! Congratulations!
I'll give you Rs. 15 lakhs for 10%.
- Good job. Good offer. - And honestly,
I can't wait to learn from you.
So, do you accept my deal?
- Deal accepted, Sharks! - Let's go!
Thank you so much!
[camera shutter clicks]
'The offer was a surprise.'
'I think the way it was going, I wasn't sure we would get a deal.
But we are very excited to have Namita ma'am onboard.
She has been through this process.
So, she'll have great input to give us.
And we're excited to grow this with her.
I raised my first round of investment at the age of 26.
It has been 13-14 years.
When I used to talk with IDG and investors,
they used to talk about numbers and revenue.
My view is that what was expected of us when we were 26
- is now expected at the age of 17-18 years. - 20 years.
- The bar should be high. - Bar... Yes!
- And we should treat them like adults. - Yes!
- Right? I agree. - Anupam! Look, Dyumna alone
has sparked the kind of conversations she's made us have.
- Yeah, great! - I mean, if a girl at that age
pushes you to think, she's got something.
- Amazing! - Let's go.
[music playing]
Welcome to ACKO Changemakers, where we really welcome change.
We saw a beautiful portrayal of that on our changemakers wall.
we are creating a legacy of a new culture.
And today's Changemakers are Dyumna and Shivom.
- How are you, friends? Good? - We are good. Very excited.
I saw your pitch.
You provide mentorship and guidance to students
at the right time.
I have a question for you from our viewers.
What can they change in their day-to-day lives
to be able to navigate their career better?
In terms of entrepreneurship, our startup
didn't make money for three years.
There wasn't any amazing growth happening.
We didn't get any investment.
We solved the problem that we faced.
So, I think that's a good start. To solve a problem.
Very nice. You are doing a great thing.
Also, you are bringing change.
Similarly, ACKO is bringing
changes to the insurance landscape with its revolutionary offerings.
Now, while buying a car, you only have to buy a car from the showroom.
Unknowingly, don't buy car insurance.
I hope you know that it's not necessary
to buy car insurance from showrooms.
You can buy your car insurance from ACKO and save up to Rs. 36,000.
For the change you've brought and how smart you both are,
I'd like to give you a gift from ACKO and Shark Tank.
- Here you go. - Thank you so much.
[camera shutter clicks]
'Doctor's son becomes a doctor,'
'engineer's son becomes an engineer,'
'and businessman's son becomes a businessman.'
'Hmm! Mr. Sharma, those days are gone.'
'Because there is a new twist in the story.'
'Today's generation,'
'that challenged every rule of society.'
'They didn't look at age, background, or experience.'
'Their motto is simple.'
'From India to the world.'
'The new makers of new India,'
'who are on a mission to turn the nation into a global powerhouse.'
'The primary role of an entrepreneur is to solve problems.'
'And a very good thing about Gen Z and Gen Alpha'
'is that they enjoy finding a solution.'
'Who would have thought, around 8-10 years ago, that groceries'
'for your convenience would be delivered to your home'
'in just seven minutes.'
'Those who wait only get the leftovers'
'left behind by those who try.'
'And here, everyone is making an effort,'
'everyone wants to achieve something in their industry.'
[music playing]
'I think people follow their passion and talent way more,'
'and that's what really makes our generation'
'stand out in the way that they look at entrepreneurship.'
'A lot of prominent investors appear on Shark Tank,'
'who inspire people'
'with their insights and inspiring speeches,'
'making us feel that we can also bring a great idea on Shark Tank,
'get investment'
'and earn their trust as partners.'
'So, yes! It's inspiring for me.'
'Their ideas are unique,'
'the solutions are groundbreaking, and their spirit is uplifting.'
'So, let's see, will these young changemakers'
'impress Sharks?'
[theme music playing]
- I am 16 years old and I am in 11th grade. - Wow!
- I am studying at Aditya School and preparing for JEE. - Wow!
In childhood, when my friends
used to play with toy cars, I used to play with motors.
And over time, I developed a special connection with motors.
My first project was the Electric Bournvita Stirrer,
which I made in second grade.
- Amazing! Second grade? - Yes!
After that,
I motorised the curtains at home to automate their movement.
Oh my God!
In fourth grade, when my mom
didn't allow me to buy an electric skateboard,
I tried to make it at home.
But I failed in that one.
And next year, I took on my dream project
which was an Electric Go-Kart.
I successfully built it.
After that, while working on this project,
I fell in love with the process of building.
I did explore other fields as well,
and I made Deni Alpha,
which is an electric motorcycle.
It has many special features.
But the key points are that this is 100% made in India
and it's affordable.
I made it for approximately Rs. 40,000.
Sharks, in India, the market for affordable electric motorcycles
has been overlooked.
Especially for the low-income groups
who can't afford an expensive two-wheeler.
Deni Bikes has found a solution for them.
That's the problem we are solving with Deni Bikes.
Sharks, I want to pursue Mechanical Engineering in the future.
I want to convert
my project into an actual engineered product.
And if I get
your mentorship and support in this journey,
it will be the perfect double ride.
For this, my ask is Rs. 30 lakhs for 10% equity in my company.
- Thank you, Sharks. - Wow!
Welcome to Shark Tank's Campus Special.
- Thank you, ma'am. - Loved your story.
You've always done something innovative and creative.
- Yes! - And then you want to turn that into
- studying Mechanical Engineering. - Yes!
Very nice to see that.
Tell me something. There is a trigger for everything.
You know, something inspires you.
What was the trigger that led you to choose this field
and develop an interest in pursuing Mechanical Engineering?
I have always been in love with vehicles and cars.
I really wanted this electric hoverboard.
But my mom refused.
It's scary. It's good that she refused.
[laughing]
- Yes! - It hurts when you fall from it.
I came across a YouTube tutorial,
and it gave me a fundamental understanding.
And then I started working on that electric skateboard.
I didn't succeed in that, it didn't work out.
After that, I also made an electric bicycle.
And that's how I got into this field.
Fabulous story!
So that one is a bicycle and this is a motorbike.
- Yes, this is a motorcycle. - Okay.
Meet, what do your parents do?
My parents run a software company in Pune.
Are they product-based or service-based?
The software services.
- Do you have any siblings? - Yes, I have a twin sister.
- Identical twin? - Yes.
- Oh wow! - That's cool.
Do you ever feel like you're looking at the mirror?
No, not really.
Why did you choose the name Deni?
So, Deore is my dad's surname
and Nikam is my mom's surname.
- Oh! That's so sweet! - Deni.
Good! Tell me something, Meet.
Somebody must have helped you
when you made this bike.
I designed this frame and took it to the fabricators.
They welded it.
- Okay. - But I have done
the designing and placement of all the components.
How did you design it?
The curtain machine that you made?
Actually, that was way back and so
- I don't have those images. - Okay.
But I have done a lot of other projects as well.
- Here is the bike! - Which year was this done?
This year.
Brilliant! You are making bikes while kids are playing with Lego.
Are they your friends?
No, they are my younger cousins. They were just holding the...
They are all working on it.
You are like a dream cousin for every mom.
[chuckles]
When I was at your age,
my aunts wouldn't let my cousins play with me.
It is completely opposite in your case.
That's true even now.
Mothers keep their kids away from Anupam even now.
[laughs]
The electric go-kart.
Is this exactly like the cars used in go-kart?
Yes, exactly the same.
But I made this long ago.
When did you make it?
I think I was 10 years old when I made it.
- And you made this. - This is crazy.
Oh! That's amazing, Meet.
We are feeling ashamed of our childhood now.
This is crazy! At the age of 10!
He made this when he was 10!
Is anyone driving it? Oh, man!
So cool!
That's you at the age of 10. And you made it!
- I feel like driving it. - That's amazing!
- Wow, man! - Does this still work?
- It doesn't work now, Sir. - Why so?
I removed the parts from it
and used them in the cycle.
Shall I?
Sure, you can. Be careful of the acceleration.
I'm anxious. You took a year to make this bike. I hope I don't ruin it.
No, Sir.
Are you sure?
- Where do I start? - The acceleration is sensitive.
- Like that? - Yes.
Be careful.
Meet rode it. Come on, ride it to the platform.
Careful.
It's nice.
Oh, now I have mastered it.
Not bad, bro.
- Did it. - Why is it making noise, boss?
Because, generally, electric bikes are supposed to be silent.
The sound is because of the chain drive system.
- Okay, right. - It's nice.
- Nice! - Thank you, Sir.
Is there any problem
or are you trying to solve any gap in the market?
- Affordable e-bikes, basically. Electric motorcycles. - Okay. Yeah.
That is the problem I am trying to solve.
...nobody sells affordable, made in India
and good quality electric bikes.
I rode your bike.
I've tried other bikes too.
- It stands by what you have briefed. - Yes, Sir.
But it is risky
due to multiple pending things.
There is a suspension issue, am I right?
This bike is designed at home, right?
- All these are freehand adjustments. - Yeah. Correct.
The steering column is at an angle
higher than the standard.
- And that's why you could feel the pull. - Yes.
And I have used the spare parts of other bikes as suspension.
- It isn't custom-made. - Got it.
- It's nice. - Have you added the dashboard too?
Yes, the display is an LCD screen.
Tell me something. If your cost is Rs. 40,000
exclusive of distribution
- and warranty costs. - Yes.
You won't be able to sell it below Rs. 80,000 after adding it.
- Right. - As per my knowledge,
there are a lot of Chinese two-wheelers and motorcycles
at a much lower price, right?
Either you have to become a big OEM player
who competes with Hero,
- Ola and all the others. - Yes.
Or at the bottom end, you'll have to compete
- with the Chinese competitors. - Yes.
Where will you end up?
So, the Chinese bikes, that you are talking about
are actually low-speed.
- They run at a speed of 25km per hour. - Okay.
So, 80% of the Chinese bikes you get in this price segment
- are always low-speed. - Okay.
They don't have to get registered.
But this is a high-speed bike.
So, its top speed will be 50km per hour.
And it will need a registration.
So then you will end up in the category of the big OEM players.
- Isn't it? Why? - No.
So, the E-Luna segment is where we are playing.
Who is the competitor?
Except for E-Luna, which is our closest competitor,
nobody sells such affordable, made in India
and good quality electric bikes.
Have you heard of one of the companies called Yulu?
Yulu, yes!
- Yulu is at 25 million Dollar ARR and profitable as well. - Yes.
- Their concept is last mile mobility. - Right.
They are really focussing on these kind of bikes.
I can see a very good fit in that segment.
Have you tried either directly or through your parents
to reach out to some of those players to understand
what changes do they need
if they want to use this?
Or do they find it valuable?
Have you tried? Because, sometimes
these conversations teach us a lot.
Yes. So, I haven't contacted Yulu
but they are in the low-speed category.
Why aren't you considering coming up with a low-speed range
for this kind of a bike? It will fit really beautifully
in this last mobility segment.
Are you open
to change the dynamics to make it fit into a growing segment?
There are many competitors in the low-speed category.
In budget motorcycles.
But this a medium-speed. That's another market.
So, that is the market E-Luna falls in.
- Good. - And...
Fine. So you're very sure where you want to position.
Right. Yes.
How much does an E-Luna cost?
Rs. 80,000.
- That's a similar range. - What about their market size?
This year, they are projecting 50,000 to 1 lakh units sold
for FY 24-25.
And there is a gap in it.
So tell me about
any unique feature in your product.
Why should I buy this?
The motor is 48 Volts and 1 Kilo Watt.
In comparison to E-Luna?
E-Luna is 2.2 Kilo Watt.
- So, yours is lighter. - Yes.
And what are the other specifications?
The chain drive system.
It delivers more power and is cost-efficient for maintenance.
And we use Lithium-Ion batteries
which are safer and can be charged completely in 3 to 4 hours.
On one charge, it covers a range of 75 km.
Okay.
You said you are preparing for JEE.
We used to study for 8 to 10 hours in the day.
And you want to run the business.
Don't you think your dream of becoming an Engineer
clashes with this one? Like long-term versus short-term.
Isn't it important to know where to focus on?
I like the practical approach.
So, this was my first priority.
And is it still?
It still is. Yes.
I will try my best to get into a good university
but this is my first love.
Love the clarity. Define good. Which is your dream college?
BITS, Pilani.
Not IIT?
IIT, Delhi! Yes, it is a dream but...
But you know this will take your time and you won't enter there.
is that what it is?
I did assume that.
So, if you get the money today
then will you use it to make this bike
or to prepare for IIT or JEE?
My focus is the bike.
But I will ensure that my education
should simultaneously go on.
It's not easy.
If you get an investment of Rs. 30 lakhs today
then the investors
will start following up for the ROI of the same
with your sales. What will you do then?
If I get a deal
then I will start the development of the design and R&D.
You like to learn by doing.
And you can read the degree books by yourself.
I just want to learn
Mechanical Engineering on a deeper side.
But can't you learn it yourself?
Now that you've learnt how to make this bike
then what is Mechanical Engineering for you?
Some of the most exceptional founders in the world,
Bill Gates, Zuckerberg,
Michael Dell, are all college droppers.
I still feel that one must have a degree.
Just to be on the safer side.
Or is it because
you have a backup if this fails?
- No, it's nothing like that. - It's not that.
Meet, my decision is made.
- First, nice to meet you. - Thank you, Sir.
I love your clarity of thought at the age of 16.
At 16, you are like a master.
You are answering the questions of the investors.
You know everything about your industry.
Solid! And I love this new India
because the future of India is so bright.
All of you will make India the greatest country ever.
- Outstanding. - Thank you, Aman sir.
I cannot give you the money because I want you to study.
Okay.
Complete your studies. If we invest in your project
then you will get distracted.
I want you to study well.
And when you go to an engineering college
you can double the effort there.
You will be surrounded by professors and friends who will work on it.
Put it on pause for now.
Unfortunately, for now, I am out.
Have fun. Enjoy! Finish your studies.
Thank you, Aman sir.
Meet, a dialogue from 3 Idiots.
"Thrive to become capable and success will follow you."
I love that dialogue.
I think I agree with Aman.
- Okay. - You must work on your capability for now.
Complete your education.
- Okay. - Secondly, to know more about the current affairs
of the auto world
and knowing where to fit your product,
it is sometimes nice to talk to your leaders.
We are in the middle of all this.
We are meeting global people and going to conferences.
And Pune is filled with experts of the auto world.
- Right. - I will introduce you to some of them
but today, I am out.
But I would like to stay in touch with you
and introduce you to some of these people.
- Okay. Thank you so much for the advice, Ma'am. - Thank you.
I am starting to feel that extraordinary is the new ordinary.
Right.
After meeting kids like you.
- Yes. - If you get clarity
about commercial understanding in the next year or two
and you start to see some early success
- then consider not finishing college. - Okay.
I know it is not what your parents or anyone will tell you.
I'll give you one example.
- You must have heard of Aadit. A co-founder of Zepto. - Yes.
Aadit gave up his Stanford acceptance.
It was during Covid and it was an accident. He had to come back
because he got an admission but he had to differ due to Covid.
But during that time,
he got the clarity, just through experimentation
that quick commerce can become a booming business.
And he doubled down on that
and put all his efforts for the next few years.
And you are seeing the results. He is taking on
the biggest industrialist in the country
and doing extremely well.
Don't dismiss the thought entirely.
- Yeah. - It's your life. You and your parents must decide for it.
Today, I am out. All the best.
You are going to be a star no matter what you do.
- Love you, bro. - Thank you so much.
Meet, it's clear that you are an exceptional inventor.
And your frugality
of using the old motor in the new model
and your thought of focussing on Luna's market
rather than going after the bigger markets.
- It's because focus is important in the early stages. - Yeah.
I think you have a very good thinking there.
I think these are early signs that you have
a powerful sense of business.
It might be difficult to commercialise this in Rs. 30 lakhs.
Because licensing will consume a lot of money.
So, I also think that while you have the inventor gene
and the business gene,
it is difficult to make big business in this product.
Today, I am out.
But, I am also going to use your example
and ask my kids to make their toys when they demand expensive ones.
I think what I like is that you have focussed on
a very niche segment in your business and with clarity.
And people did question you but you are quite clear
that you see a gap for a cool product
in the 50 km per hour segment.
So, I think I really like that.
Niche gaps give rise to strong businesses.
So, I think you should retain that clarity.
And I suggest you should have a co-founder in this business.
- Okay. - Because you have a strong technical knowledge.
- Yes. - Have a co-founder on board who isn't in school.
So he can give more time.
For now, I am out.
But I would say, just pursue this.
The next two years is your golden time to figure this out.
- Best of luck. - Thank you so much, Sharks.
- Thank you. - Bye. Good luck.
Thank you.
'I will continue my education for the next two years.'
And I will go to a good college or a university
and definitely come back to Shark Tank
to pitch the same idea but with a better future.
- Welcome, Meet! - Thank you so much.
I saw your pitch with your parents.
It was amazing.
I was smiling throughout. Cheek to cheek. End to end.
That was incredible.
- Thank you. - My co-host, Ashish, didn't even know
how to spell go-kart when he was 10 years old.
But tell me one thing.
It is your business idea to manufacture this
but haven't you considered joining Tesla or SpaceX?
I want to launch this company and product in India.
Too good! I feel overwhelmed. He is just so good.
I ordered something while you were in the tank.
Vineeta complimented your frugality
that you swap the parts well.
And hence I can't help you in physics.
But I have ordered some tools for you from Swiggy Instamart.
Like a plier, nail, tape, screws. Whatever you want to use.
So this is what I can do for you. It was delivered in 10 minutes.
Sir? Thank you.
- Thank you so much for being a part of this. - Thank you.
And I told your parents
that I wouldn't be surprised if you created Mangalyaan 35.
And we would see you on the news.
Guys, I have to chat a lot with him. You can go to Swiggy Instamart
and your order will be delivered in 10 minutes.
I am going to learn a lot of physics from him. Order now. I'll see you.
Congratulations! Happy for you guys.
Did anyone deliver a baby or get married?
No! My friend won the contest held by Lenskart.
- I know now. - You can win it too.
Go to Lenskart app or the website and participate in the contest.
Tell them what to do in the contest.
Just do what you always do.
Just the same. You have to guess if...
[theme music playing]
Hi, Sharks.
My name is Khushi Mandlik.
Currently, I am pursuing my MBA from Atharva Institute.
- Yes. - Sure.
This is my father. He's an art teacher.
When I was in the 12th grade he told me
'You will understand the value of money when you earn it yourself.'
Until the 12th grade, my dad paid for my education.
And I came under pressure and chose the Science stream.
But I did not want to learn science. I was interested in business.
And I wanted to do business in something of my interest.
So I planned to begin my business along with my studies.
And today, I can proudly say
that with the help of that business I funded
- my graduation, MBA and my life too. - Oh.
I saw that despite the gifting industry being worth 2.5 lakh crores
they have the same old mass manufactured, unoriginal gifts.
Where's the personal touch?
I believe that whether the gift is small or big,
it's important to have a personal touch.
And more than that, it should be affordable.
That's why I started Pretty Little Shopp.
Here we make customized and creative gifts
Yes, 10,000, Vineeta.
You must be thinking that I have a big team, right?
- As you can see - Oh, my God.
there's no one else in this business other than me.
- I manage everything from the order to the shipping. - Wow.
I have started my business
but to make Pretty Little Shopp into Pretty Big Shopp,
I will need a team and your guidance.
For that, my ask is 30 lakh rupees for 10% equity.
Where a person told me,
'Don't ever give up on something that you have started.'
'Think about why you've started it.'
And today for that person,
I have brought a pretty little bouquet from my Pretty Little Shopp.
Can I give it to you?
- Sure. - So sweet. - That's so sweet.
Thank you.
Ma'am, I used to send a mail to SUGAR every Monday
but no one saw it, that's why I decided to come here.
Oh, my God.
- Thank you. - Thank you so much. It's lovely.
- Thank you. - Very sweet. - Thank you so much, so special.
- So sweet. - I've got gifts for all of you.
- Okay. - Wow.
- Thank you. - Khushi, make us happy too.
Sharks, this is the first pitch of my life.
I don't know how to close this. I leave it to you.
But I can please you by giving you a gift.
Perfect start.
Oh, my God. Cool bro.
- Mrs Namita, this is for you. - Oh, nice. - Thank you.
- Mr Anupam, this is for you. - Wow, how cool is that?
- Thank you, Khushi. - Amazing.
- Look at that. - Thank you, sir.
- Khushi, it's very good. - Another gift for me.
- That was perfect. Oh, my God. - So cool.
- Show me yours. - It's so cute.
- Wow. I love it. - Wow. - Thank you.
- And it's very recent. - I love it.
- My bouquet. - Yes, it's from very recent.
Sharks, there's a button on the side. Turn it on.
- Oh, wow. - Whoa. Love.
- It lit up. - Bro, cool. - Oh, my God.
We did it yesterday. You made it today.
It has this 3D effect.
Yes, it is a 3D miniature frame. It's our product.
This is the best gift I've got in this Shark Tank.
- Very nice. - Seriously, it's beautiful. - Thank you.
It's very good.
- Did you make this too? - Stunning.
I'm looking better than what I actually am.
I love your attention to detail
because you've added Emcure brands,
- like Metpure is one of my favourite brands. - Yes
You've made the effort to put Emcure brands on the side.
- Yes, ma'am. - Love
- the attention to detail. - Yes, like the speakers in mine.
- Amazing. - Yes, these are the Stone 200 speakers. Beautiful.
Khushi, what exactly is your business?
Sir, I cater to customized gifting.
I cater to both Gen-Z and Millenials.
From age group 18 to 35.
They want to keep it in their book or on the wall.
I started with Polaroids,
- because Polaroids are something that are affordable. - Yes.
- So you can decorate any place. - Yes.
I started with that and then slowly
music plaques, key chains and just five months ago,
we launched these 3D customized miniature frames.
This is a customized music plaque.
- There is a scanner below for a Spotify song. - Wow.
Anupam, if you have to give me an order
you just have to send me your family picture or
- a photo of the person you're gifting it to. - Right.
And you'll have to tell me which song you want to dedicate to them.
We add the bar code for that song and place it at the bottom.
When you scan this barcode from your phone, the song will play.
- Oh, how cool. - It's good.
You can dedicate songs
to your family friends or others.
What is the cost of this?
This is for Rs 550 with shipping.
- Oh, man. - I've seen many have this on their desks in my office.
- Maybe it's from you. - Yes, this is very cool.
Gen-Z loves stuff like this.
- Wonderful. - Today's Gen-Z includes you too.
Yes, I'm also in it.
People like me find these things very fascinating.
She's saying, 'You have no idea'
'what Gen-Z likes.'
Khushi, it was great meeting you.
Welcome to Shark Tank India's Campus special episode.
When you started
- did your father help you or did you start on your own? - Okay.
This is completely bootstrapped.
During the lockdown I had no idea what to do
but I wanted to do something. Dad said,
'Whatever you want to do, you have to manage it.'
So I checked on the internet.
I wanted to get into gifting, because I did not get gifts since childhood.
So I wanted to start something in gifting.
- Why did you not get it? - Being from a middle-class family
- you can't afford to buy or give gifts for every occasion. - Correct.
So I looked for what was trending in gifting.
These music plaques were very popular abroad.
In India, there is no major player who makes only these, as of now.
I picked up one photo
- and made an Instagram page and uploaded it. - I see, okay.
The money that I got from the first order
I deducted the COGS from it and kept the profit. Used it for packaging and so on.
That's how I started.
- Very nice. So you invested the funds yourself. - Yes,
And those 10,000 orders
- were packed and shipped by you. - Yes.
I have a younger brother who is in 8th grade.
I call him to help me pack on Saturdays and Sundays.
- Poor kid. - Very nice.
- Child labour. - In return I take him to McDonald's.
You make him work
and buy him a treat too.
How much have you earned in this business?
- Until now, I have earned around 18 lakhs. - Wow.
Lifetime revenue.
- Is it revenue or profit? - Revenue.
- And how much is the profit? - My net margin is 62%
and the gross is 77%.
Then you may not have too much expenditure.
There's not much. It is only for shipping and some packaging material.
I don't even have a website or a store.
- Whatever it is, is from my Instagram page. - Instagram.
- Wow. - Superb.
I pay my fees for graduation, etc.
- Wow. Very good. - Let me ask you something, Khushi.
- You said that you come from a middle-class family. - Yes.
- Your father was an art teacher and I think he still is. - Yes.
Why did he say that you should manage whatever you want to do?
When I finished my 10th grade, my dad
paid 2.5 lakhs for my 11th and 12th grade
and got me admitted for the Science stream.
I said, 'Okay, I will do engineering.'
And I prepared for the JEE and CET.
- And then I did not appear for those exams. - Oh.
Because I was not interested in science at all.
My dad said, 'You've wasted my 2.5 lakhs'
'I will not pay for anything else.'
'You do whatever you want to. You will earn and study.'
'That's when you will realise how it feels when every penny'
- 'that is spent does not bring the results.' - Yes.
What do your parents feel now?
Do they feel you have realised now?
My dad has come and he cried in the morning, on the way.
He's very happy and proud.
- And now you're on Shark Tank India. - Yes.
- Did you ever imagine it? - Never.
I used to watch it on TV. Shark Tank episodes are aired in our college.
- Really? - Wow. - Wow. - We are shown episodes on alternate days.
- Wow. - Wow. - I can tell them to watch my episode now.
- Wow. - So sweet. - Amazing.
- Dream come true. - Your orders will go crazy as well.
What exactly do you want to do after taking the investment?
I'm doing everything right now. Okay?
The orders come in. There is a great demand.
But I'm not able to complete them.
Because I go to college from 9:00 am to 5:00 pm.
After I come back, whatever time I get I use it.
I want to make a proper customized gift shop. A one-stop solution.
- You'll see the same gifts in the other shops too. - That's right.
Because the supplier is the same who delivers the mass products.
That's where we can stand out because
Pretty Little Shopp will not have those gifts.
I will have a few ready-to-buy options too.
So that if there's a customer who cannot wait for the customized gift
then they should not go back. I want to cater to them too.
- Home desk. - My bed is beside this.
I want a proper warehouse
because I want to make it a big business.
Customized products business can be very big.
- You knew that he would ask this question, right? - Yes, I love it.
Because the margins are double compared to normal gifts.
Even the dead stock is less.
The business can be big in that.
Like our Peyush sir.
The business of glasses is customized, right?
- You have also made it big. - That's right.
- That way even customized gifts can have a big market. - That's right.
First of all, I want to make my team.
- Wow. - Because I'm managing all alone, right now.
Khushi, there's a quote by Maya Angelou,
'Don't measure your life by the breaths you take'
'but by the moments that take your breaths away.'
Life is all about memories.
I click photos like a crazy person
and make scrapbooks for my kids. If you come home,
I have tonnes of photos blown up, all over.
I like this because
I think this brings a human touch into our lives.
- Yes. - It brings the emotions.
So, you are getting people in touch
with that part of living.
- My compliments that you've picked a great area. - Thank you, ma'am.
Thank you so much.
Will you show us your Instagram?
Yes.
Please show this reel which has Mrs Vineeta.
- Oh, wow. - Oh, my God.
- Your photo is also there. - Oh, wow.
Do you remember this day?
- Yes. I do. - International Yoga Day.
Oh, okay. Wow.
[upbeat music playing]
[chuckling]
I just keep making something when I feel like.
- 'That's the fun part.' - 'Client sending us cute reviews. That's the fun part.'
Very nice, Khushi.
You've checked all the boxes.
Thank you. You get your orders through this, right?
- Yes, from Instagram. - Okay.
Have you not put Peyush's photo?
I did not find any particular quote of his.
With which I could make something.
- Vision, purpose. - I don't say much. I'm a quiet boy.
Do you have an Instagram shop? Or do you get orders on the DM?
I get orders via DMs.
- Are all your orders on the DM? - Yes, that's right.
Do you maintain anything in Excel?
- Do you have a system where you do your accounting? - I don't have a system.
I don't have Excel either. I save it on Notepad.
Notepad? Amazing.
In the last two to three months, how many orders did you get per month?
And how much revenue have you earned?
Okay. I make around 5,000 Polaroids in one month.
5,000 would mean more than 150
- per day. - Yes, I process around 200-250 Polaroids in a day.
How long does it take you
to do the manual cutting work?
I have got used to it. I can cut it straight without using a scale.
[laughing]
And how much do you sell these for?
- This is for Rs 2,500 since it's customized. - Okay.
I have everything from six rupees to Rs 2,500.
There are affordable gifts for those who want them.
- Like the Spotify frames are for Rs 550. - Amazing.
You said in the beginning that you knew this question would come
about how you will scale customized gifts.
I don't want to disappoint you.
- So, my question is, how do you scale customized gifts? - Okay.
[laughing]
I don't have the machines right now.
It is completely handmade.
With the help of machines we can scale them.
By keeping the base ready.
We can make a proper website for the orders
where all the SKUs will be available.
Customers can order from the site. 'I want this table,' tick.
'I want the wall in this colour,' Okay, tick.
'I want a flower pot on the table,' Okay, tick.
That way I will get an order,
to my warehouse. And the team there
can make it properly.
- We can scale it by advertising. - Will be made by machines or hands.
It will be made by machines,
but there will be a manual touch to it.
It takes one hour to make this as of now.
When we use machines,
- we can make one in one minute, with ease. - Right.
We can use the machine as much as we can.
Apart from that, we will keep a personal touch.
Khushi, what's your monthly revenue?
Last month it was Rs 86,000.
And the month before that it was Rs 90,000.
And the one before that, it was Rs 87,000.
You're saving about Rs 50,000 per month. You're making that profit.
Yes, it is profitable.
- Sir, that's why I'm here. - I know.
I know. That's a good thing.
Unfortunately, I'm out of this business.
And the reason is,
I'm not sure of your team management skills.
How you will manage a team.
You will learn that. That's good.
You've set up this business all alone. That's outstanding.
- Thank you so much for creating this nice business and - Thank you, sir.
- Thank you so much. - for the gifts you gave.
- Thank you, sir. - All the best. Do well.
See, you said that customization can scale. I totally agree.
In order to scale customization, a lot of engineering and automation is needed
for which a lot of money is required.
- Yes, sir. We'll do it. - Listen to me, Khushi.
in which there is a high recurring demand.
You have to see if in this product
there is a particular part of the product
that has high demand.
You can automate it only if that product has an ongoing demand.
I'm out for now.
Because I think you need to do that introspection.
But this learning is very powerful for you.
Thank you so much.
I want to see you bring a team
and create proper functions and scale this.
Right now I'm not getting that confidence that this is something
that you can scale.
Get some more revenue,
focus a little bit more on marketing, on a team.
Okay, thank you, ma'am.
With passion, a person
makes not only businesses, but industries.
Even when everybody else says that,
'This industry or business cannot make it.'
'You cannot scale it.' But they still do it.
Because your passion can take you places.
This is your first idea.
What have you understood till now?
That ideas create success.
But that's not true.
- Execution creates success. - Correct.
As Vineeta said.
You need to scale this and understand the execution.
Take this to 30 or 40 lakhs
and at that time you can decide
whether you want to turn it into a 300 or 400-crore company,
or use the skills that you've acquired
and make something else, something bigger.
By then you've learnt how to build scalable businesses.
Then you'll be ready for funding.
- Until then, I'm out. All the best. - Thank you, sir.
Here's your role model.
Khushi, you're so much like me.
But 100 times smarter.
At 23, I was the first entrepreneur
in my family and extended family.
I did not know anything. So for the next 15 years
I made so many basic mistakes
and faced struggles and rejections
and I had to learn everything.
You have packed 10,000 orders by yourself
by the time you were 21.
My journey started after 23, where I struggled a lot.
As everyone said,
you're incredibly resilient.
You have big dreams
and you are unstoppable.
I agree that this business
is not yet ready to become an investable business.
Right now, unfortunately,
I will also not be able to make a financial investment in this.
But you don't have to write any more emails to SUGAR.
I'll be happy to work with you to figure out
what we can make.
And then I will be your first investor. Don't worry about that.
But not today, Khushi.
- Okay? - Thank you, ma'am.
Best of luck. I'm giving you my phone number. Please reach out to me.
- Thank you so much, ma'am. - Thank you, this is my number.
I'm really proud of you.
Make sure she's given you the correct number.
They give the wrong number by mistake.
Show me.
- Let me check it first. - I won't remember this.
See, I doubted from the start she'd give the wrong one.
It's not five at the end, it's six.
Sir, please share your number then.
Sure, I'll give you the correct one.
I understand you invest in
big businesses earning millions.
They're already earning millions. Why would they need investment?
I think I can make this bigger,
and I'm open to ideas. It's not like I'll stay limited.
I have a lot of ideas about what I can do with it.
But I know I'll focus on gifting.
For that, I need someone to guide me, to show me the way.
'Khushi, this is the way to go.'
There's nobody to guide me.
Khushi, let me tell you something.
Sometimes, in life,
giving someone something isn't the best thing for them.
The best thing you can do for someone at some point is to say no.
Today, you feel
funding would be the best thing for you.
But in time, you'll realise
what happened today is actually the best thing for you.
Khushi, you'll build a 100-crore business.
The question is when.
Will it be in two years or ten years? You will build it.
- We're sure about it. - Khushi, one more thing. These investors
here, especially the ones with Excel sheets,
when they said no to us,
now they are running after us, asking us to take their money.
We didn't give them equity. You should do the same, okay?
Yes, sir.
I'll come back with a hundred-crore business.
Great! We'll celebrate then.
- Good. - Yes.
- Thank you. - Thank you.
- Thank you, sir. - Bye. Have fun.
- Enjoy yourself. - Take care.
- Bye. - Bye!
I didn't get the deal, but I got the numbers of Vineeta and Aman.
They said they'd guide me
and help take this forward.
When my dad watches this episode, he's going to be so happy.
I'll have to be ready, he's going to cry again.
[music playing]
Welcome to ACKO Changemakers, where we truly welcome change.
It's portrayed beautifully here
on our changemakers wall.
- Welcome. - Thank you.
I'm really happy. You didn't get the cheque,
but you got the numbers of two Sharks.
And one more thing, you funded your own education.
That sounded incredibly inspiring to me.
There are females in our country
who want to become more financially independent.
What changes can they bring?
They can identify a skill within themselves
and turn it into a business or earn monetary benefits from it.
Secondly, they can do internships alongside education.
I love your confidence. It feels great, you have so much clarity.
I hope our viewers listen to this and bring change into their lives.
ACKO has also revolutionised
the insurance space with its offerings.
Now, when buying a car,
just buy the car from the showroom.
Don't unknowingly buy insurance from them.
It's not mandatory to buy car insurance from the showroom.
Get new car insurance directly from ACKO
and save up to 36,000 rupees.
I know you have a gifting business,
and you give gifts to people.
But we've brought a memento for you.
This is a small gift from ACKO Insurance.
Thank you.
[clicking sound]
Last season, the Shark Tank visitors were nearly on their deathbed.
'The year we made 14 crores, we had a 7.8 crore loss.'
'Wow!'
'This must be due to pressure, how much is left in the bank? '
'Currently, we have 50 lakhs in the bank.'
[chuckles]
'If you're still hoping'
'a VC will come and save you, it's very delusional.'
'No one will save us.'
'I mean, we'll save ourselves.'
'What I liked about your approach is that'
'you understood where the gaps are'
'and what you need to do.'
And from there, they raised funds, not just from one, but two Sharks.
'The final offer is, Namita and I will come in.'
'One crore rupees for two per cent, which is a 50 crore valuation.'
'We'll do that.'
- '- Wow! Good! - You got a deal!'
'[overlapping voices]'
- '- Thank you! - Oh, my god!'
And after that, they've only grown.
[clicking sound]
Today's entrepreneurs have truly proven themselves.
Welcome, guys!
Thank you for having us.
And I'd like to say, we're still alive.
How does it feel to be here?
It's so nostalgic and such a beautiful feeling to be back because
literally, because of this show,
that day, and that moment,
when we got the deal, life changed.
At that time, I think you had 50 lakhs in the bank account.
That's correct.
If I may ask, what's the run rate now?
- Six plus crores per month. - Amazing!
Maybe we'll do over 75 crores in revenue this year.
But what was that one piece of advice
from the Sharks that you think made you say,
'Yes, let's use this and move forward'?
Anupam said that...
'Let's convince Aman to comment with everybody.'
[laughs]
'And I think Anupam might also be thinking about it.'
'One great thing about you is you haven't lost your humour.'
'Great attitude!'
That was a big validation because we really respect him
as a Shark and a businessman.
And when it aired, what happened?
We hired new team members.
We increased warehouse capacity.
We launched new products. We introduced smaller product sizes.
From a business point of view, we raised stock
and took on debt with personal guarantees.
Bhasin, do you remember when the show aired?
It was the 2nd of February.
I'm very intrigued to know where this story is going.
The entire team watched it together at Bhasin's house.
The show was about to go live.
I'm getting goosebumps just telling this story.
I have a smartwatch, so my arm was on Madhok like this.
The minute the show started, it was buzzing.
- I could feel it on my shoulders tingling. - What's this happening?
As the episode went on in seven, 10 minutes,
my watch started going crazy.
How many audiences do you think you got?
How much sales did you generate during the airing?
Thousands, lakhs
within the hour.
- That's amazing! - Yeah.
Over 60 per cent of our business
now comes from tier-II and tier-III cities,
with only 40 per cent coming from tier-I.
The scale we've achieved and the penetration into smaller cities
and towns is just beautiful.
But after Shark Tank, you've had more rounds of investment, right?
We only had the Shark Tank round,
where Namita and Vineeta participated
along with a few other angel investors.
That round happened, and we're happy to say we've now closed one round.
We're in the process of closing it
with two of the biggest FMCG companies in the world.
- Really? - Yes!
Unilever Ventures is investing in Arata,
- leading the investment with 24 crores. - Okay.
And not only will we have Unilever,
but we'll also have L'Oréal investing in Arata.
L'Oréal is making its first investment in India
and, for the first time, investing alongside Unilever in a company.
Once this round is complete and the money is in the bank,
the company will be valued at about 195 to 200 crores roughly.
It's almost like a dream come true for them to come together, right?
Quite literally a dream.
About three years ago, I randomly messaged Madhok and said,
'The dream would be L'Oréal investing in us.'
I sent that to him three years ago,
and I pulled it back with a 'dot.'
Recently, I revisited that message and said, 'Dreams do come true.'
It still feels surreal to us.
The day you entered the Tank...
to today,
how have Vineeta and Namita shaped Arata with you?
Namita has helped us in two ways.
One, she has been in direct contact with us,
- which has been pleasant. - Oh!
We have a way to contact and ask her for help.
We ensure that we do it as and when needed.
When structuring our deals,
we had questions
about optimising the current structure.
She and her team
gave us good advice
about case structuring
and structuring the rights.
She and her team helped us
during the restructuring and structuring.
We wanted to launch a product.
We contacted Vineeta when we couldn't find the right supplier
with high quality and finishing.
Since this is her industry,
she connected us to somebody in her team
who helped us with the sourcing.
Vineeta helped us source
the packaging material for this.
Please explain your revenue model
from that day till today.
There are three distribution channels,
website, market places and quick commerce.
The website's monthly revenue jumped from Rs 40 lakhs
to more than Rs 2 crores, a fivefold increase.
Marketplaces went from around Rs 1 crore monthly
to Rs 2.5 crores.
Quick commerce went from Rs 20 lakhs monthly
to almost Rs 3 crores.
There's a 12-times jump in the business.
The team has grown from 25 people to 75 people.
Anything we need to know
about what's next for Arata, Dhruv and Dhruv?
Our ambition
is to become India's most trusted hair beauty brand.
- Hair beauty? - Hair beauty!
- It's interesting that you've spotted that. - Yeah.
We don't want to be a hair care brand.
Your growth has been phenomenal.
Your valuation has also gone up to four times.
You deserve to be in the Hall of Achievements.
Dhruv and Dhruv, welcome to the Adani Hall of Achievements.
We honour successful entrepreneurs here,
- just like you. - Thank you.
Please tell me how it feels to walk down this nostalgic path.
It's an amazing feeling.
I am still nervous after looking at these pictures
and how far we've come from there.
We honour
your go-getter attitude.
This is for you on behalf of Adani.
- Congratulations! - Thank you.
- Thank you so much. - Thank you.
- Oh, my God! - Oh, my God!
- Hello! - What's up, Vineeta ma'am?
Hi.
- It's so good to see you. - It's so good to see you.
Hello.
- Congratulations! - Thank you.
You are stars.
To us all, right? Congratulations to us all.
I know!
When we finalised the deal with you,
during the usual Shark banter,
everyone told us it was a bad deal.
They have so much debt and no cash.
- Plus, the losses! - Yes. You had so much debt and no cash.
They said this company would shut soon
- and we'd lose our money. - They were not wrong.
But we believed in you.
- Yes. - 100 times is guaranteed now. - Yes.
It went up four times in one year. That's great!
Your journey to 100 times begins now.
- Done! - We've got it!
- Come on. - Bye, guys. Good luck.
- We have to use the restroom before the next pitch. - Super!
- You've made us proud. - Good.
Bye, take care.
Greetings, and welcome to this special segment
for Invest Smart with ICICI Direct.
I'm your wealth buddy
and today we will discuss a few important points
about the world of investment.
Our aim is to make you aware and empower you.
First of all, let's welcome our guests.
Shaivya and Raj from Tilt.
- Yes. - Please tell me what is Tilt?
We have made an inclusive, innovative and comfortable brand.
And our products are selling very well now.
We have three approaches to get to the answer.
First, we made our products based on the feedback.
We have a WhatsApp community group
where our users have a direct access
and finally based on the feedback of our users, we make new products.
We are fully consumer-connected.
This is truly a 3-in-1 advantage.
Okay, then. I will also pitch a product today.
Let me introduce you to the ICICI 3-in-1 account.
Where you will get facilities of
savings, demat and trading, all in one place.
When you invest through this, your funds
will continue to remain in your ICICI savings account.
And it earns interest
until your buy-order is not successful.
Let me show you.
When you sell your stocks from your ICICI Bank savings account,
and that too directly,
the money will come to your account directly.
And you will continue earning interest on your money.
- So, would you invest? - Absolutely.
Wow. That's great to hear.
So, why wait?
You can seamlessly manage your trading accounts from one place.
Invest smart, invest conveniently.
Whenever I see her on Shark Tank
or on set, she always says something positive,
sweet, and complimentary about me.
We have the Executive Director of Emcure Pharmaceuticals with us.
Namita, why so sweet?
A lot of people also love you.
- Our viewers have sent many questions for you. - Oh, wow! Okay.
One of those is by Shivangi from Baruah.
She is 24 years old.
She says... Wow! There you go. 'Namita ma'am, I love you.'
Oh! So sweet!
So, Shivani, thank you for your question.
You are correct.
I get an idea very soon about whether or not I will strike a deal.
It's mainly based on whether the industry excites me,
if the founder
inspires me and the financials. Of course!
I've made up my mind within the first 20-25 minutes.
However, in Season 4,
We will meet again on Ask the Shark
with a new Shark and a new question.