1 00:00:15,040 --> 00:00:17,160 [theme music playing] 2 00:00:34,640 --> 00:00:36,880 [music playing] 3 00:00:51,960 --> 00:00:54,800 [theme music playing] 4 00:01:17,400 --> 00:01:21,800 Sharks, what have you done in life if you've not taken a risk? 5 00:01:21,960 --> 00:01:25,000 Ritesh, if you hadn't dropped out of college, 6 00:01:25,240 --> 00:01:28,560 would you have been one of India's self-made billionaires? 7 00:01:29,160 --> 00:01:33,280 Aman, you also quit your job at MNC 8 00:01:33,400 --> 00:01:35,160 and leaped to become an entrepreneur. 9 00:01:35,240 --> 00:01:37,360 That's why your boAt is floating. 10 00:01:37,560 --> 00:01:39,840 Sharks, we did the same. 11 00:01:40,080 --> 00:01:41,600 In 2018, 12 00:01:41,680 --> 00:01:44,680 we left our 15-year-old established distribution business 13 00:01:56,240 --> 00:01:58,560 Sharks, in 2018, a company that started... 14 00:01:58,640 --> 00:02:01,320 ...as a mineral water brand, 15 00:02:01,440 --> 00:02:03,640 is now available 16 00:02:03,720 --> 00:02:05,520 with many products 17 00:02:18,120 --> 00:02:21,120 ...through 9,700 retail outlets 18 00:02:29,960 --> 00:02:31,840 And for this, our ask is 19 00:02:31,920 --> 00:02:35,760 Rs. 70 lakhs for 2% equity in our company. 20 00:02:42,720 --> 00:02:44,080 [chuckling] 21 00:02:46,040 --> 00:02:48,720 Ravi and Tushar, welcome to Shark Tank India. 22 00:02:48,800 --> 00:02:51,200 What discussions did you have in 2018 23 00:02:51,400 --> 00:02:53,760 that you decided to start this business? 24 00:02:53,880 --> 00:02:55,480 How did you come up with this business? 25 00:02:55,600 --> 00:02:58,000 Sharks, from 2003, 26 00:02:58,080 --> 00:03:00,800 we've been local distributors for Sangli city. 27 00:03:01,040 --> 00:03:03,280 This is where we started our business journey. 28 00:03:04,040 --> 00:03:06,000 Back then, we had FMCG brands 29 00:03:06,120 --> 00:03:08,800 such as Yellow Diamond Chips and Priyagold Biscuits. 30 00:03:08,920 --> 00:03:11,840 We started its local distribution in 2003. 31 00:03:36,800 --> 00:03:40,560 C&F Agents means Clearing and Forwarding Agents. 32 00:03:41,160 --> 00:03:44,960 They handle clearing and logistics for manufacturers. 33 00:03:45,480 --> 00:03:48,080 They provide distribution support, 34 00:03:48,640 --> 00:03:51,800 warehouse support, and logistical assistance 35 00:03:51,880 --> 00:03:55,680 to ensure smooth delivery from manufacturers to consumers. 36 00:03:56,360 --> 00:03:59,600 So, we made a network there. 37 00:03:59,680 --> 00:04:01,480 This journey started there. 38 00:04:01,600 --> 00:04:03,560 We also had many MNC companies, such as 39 00:04:03,640 --> 00:04:05,640 Signify, which used to be called Philips Lighting. 40 00:04:05,960 --> 00:04:07,840 Eveready, they are into battery making. 41 00:04:07,920 --> 00:04:09,720 Zoopy Noodles from Gujarat. 42 00:04:09,840 --> 00:04:12,800 While working for these companies we realised 43 00:04:12,960 --> 00:04:14,600 that the companies are getting bigger and are being listed. 44 00:04:14,640 --> 00:04:17,160 So, we decided that we have done a lot of distribution 45 00:04:17,240 --> 00:04:19,760 in the market. We should take a risk in life. 46 00:04:19,840 --> 00:04:21,560 There was nothing 15 years ago. 47 00:04:21,760 --> 00:04:23,080 Why not start from nothing again? 48 00:04:23,120 --> 00:04:25,080 How much were you making back then? 49 00:04:25,160 --> 00:04:28,000 In the agency line, both of us used to make around Rs. 2 lakhs. 50 00:04:28,080 --> 00:04:29,400 And how much was the turnover? 51 00:04:43,960 --> 00:04:46,120 ...what was the first step you took? 52 00:04:47,240 --> 00:04:48,440 There were a couple of big companies. 53 00:04:48,480 --> 00:04:52,480 I went to Pune, where Bisleri is made. 54 00:04:52,600 --> 00:04:54,240 I met people who made machines. 55 00:04:54,360 --> 00:04:55,680 I visited many plants. 56 00:04:55,760 --> 00:04:58,000 After doing that, I told him 57 00:04:58,120 --> 00:05:01,640 that if we instal a small plant, the bigger players will devour us. 58 00:05:02,480 --> 00:05:03,880 If we want to start this 59 00:05:04,000 --> 00:05:06,080 we need to install a higher-capacity plant 60 00:05:06,200 --> 00:05:07,960 which will cost a lot. 61 00:05:08,040 --> 00:05:09,920 The project will cost around Rs. 3 crores. 62 00:05:10,000 --> 00:05:11,120 Did you invest Rs. 3 crores? 63 00:05:11,120 --> 00:05:13,080 - Yes. - We did. We already had a land. 64 00:05:13,240 --> 00:05:14,680 Where did you get Rs. 3 crores from? 65 00:05:15,560 --> 00:05:17,320 Saving? Or did you take a loan? 66 00:05:17,400 --> 00:05:18,240 We took a loan, ma'am. 67 00:05:18,320 --> 00:05:19,840 How much loan did you take? Rs. 3 crores? 68 00:05:19,880 --> 00:05:21,520 - Around Rs. 1.5 crores. - It was roughly Rs. 1.5 crores. 69 00:05:21,560 --> 00:05:24,160 Did you obtain the loan of Rs. 1.5 crores against the land? 70 00:05:24,240 --> 00:05:27,120 Against our house... The loan was secured against property. 71 00:05:36,680 --> 00:05:38,880 - But if not... - You really took a risk. Amazing! 72 00:05:38,960 --> 00:05:41,720 Good! I recently visited Rajasthan. 73 00:05:41,840 --> 00:05:44,960 I bought Bisleri water there. 74 00:05:45,080 --> 00:05:49,120 When I looked carefully, the spelling was different. 75 00:05:49,520 --> 00:05:51,160 - Okay! - Then I realised 76 00:05:51,240 --> 00:05:53,880 that there are 12 similar products and not just this one. 77 00:05:54,120 --> 00:05:56,040 This market has become oversaturated. 78 00:05:56,360 --> 00:06:00,680 It's a business where brands are being exploited. 79 00:06:00,760 --> 00:06:02,360 How are you establishing your presence? 80 00:06:03,400 --> 00:06:06,400 Water might seem like a commodity industry to you. 81 00:06:14,800 --> 00:06:19,120 You will not see which brand of water you are drinking. 82 00:06:19,200 --> 00:06:21,280 - You will drink any brand of water. - You will settle for the water 83 00:06:21,320 --> 00:06:22,960 - available with the retailer. - True. 84 00:06:23,040 --> 00:06:24,040 Did you drink 'Bislera'? 85 00:06:24,080 --> 00:06:26,480 - Yes, I had to. - Here, the customer is not the king, 86 00:06:26,640 --> 00:06:28,120 the retailer is the king. 87 00:06:29,120 --> 00:06:32,200 - But Ravi and Tushar, I have an important question. - Yes? 88 00:06:32,360 --> 00:06:34,840 For example, in the cola market, there is a duopoly. 89 00:06:42,720 --> 00:06:45,000 Thums Up was launched by Chauhans. 90 00:06:45,080 --> 00:06:46,800 - They had to sell. - Yes, they had to sell. 91 00:07:13,240 --> 00:07:14,960 If you enter Western Maharashtra, 92 00:07:15,040 --> 00:07:17,320 like Sangli, Kolhapur and Konkan. 93 00:07:17,400 --> 00:07:19,040 This is a green belt. 94 00:07:29,040 --> 00:07:31,120 ...he won't stop to buy water. 95 00:07:31,240 --> 00:07:33,400 That market is green in colour. 96 00:07:33,480 --> 00:07:35,280 Now, coming to Oxvita. 97 00:07:35,360 --> 00:07:36,960 When we started to cater to the area 98 00:07:37,040 --> 00:07:39,480 from Pune to Solapur with the green label, 99 00:07:39,560 --> 00:07:41,760 we received feedback that the product wasn't taking off. 100 00:07:42,160 --> 00:07:44,600 When we went to meet the retailers one-on-one 101 00:07:44,680 --> 00:07:45,760 on the highway about the issue, 102 00:07:45,800 --> 00:07:49,120 they said that the customers are inclined towards and blue and white. 103 00:07:55,640 --> 00:07:58,640 How did you decide to diversify into this? 104 00:07:59,000 --> 00:08:01,600 In our business, carbonated soft drink... 105 00:08:01,680 --> 00:08:03,120 Let's keep Jeera aside. 106 00:08:03,240 --> 00:08:06,640 The other categories you see in the 2022 basket 107 00:08:13,080 --> 00:08:13,920 What about the rest? 108 00:08:14,040 --> 00:08:16,760 12%-15% of business comes from Jeera Soda. 109 00:08:16,920 --> 00:08:19,600 - 7% of the contribution comes from our mango drink. 110 00:08:19,680 --> 00:08:21,400 And in the remaining category... 111 00:08:21,480 --> 00:08:24,120 We recently launched premium water called Octave. 112 00:08:24,200 --> 00:08:25,480 Its MRP is Rs. 30. 113 00:08:25,560 --> 00:08:28,040 And the rest of it comes from the remaining carbonated soft drinks. 114 00:08:28,080 --> 00:08:30,200 All these products are from Tier 2 and Tier 3. 115 00:08:30,320 --> 00:08:33,160 This is a 200 ml drink that retails for Rs. 20. 116 00:08:33,240 --> 00:08:34,760 This is not something that big companies offer. 117 00:08:34,800 --> 00:08:36,120 It's targeted for basket selling. 118 00:08:43,080 --> 00:08:44,080 Yes! 119 00:08:44,560 --> 00:08:46,360 [music playing] 120 00:08:48,600 --> 00:08:51,080 Look at this! It's exactly like Limca! 121 00:08:51,160 --> 00:08:52,280 - Jeera Soda? - Yes. 122 00:08:52,360 --> 00:08:53,560 It's Jeera Masala Soda. 123 00:09:21,360 --> 00:09:23,760 - Lahori! - Lahori has become so big. 124 00:09:23,840 --> 00:09:25,000 Currently, it's Rs. 500 crores. 125 00:09:25,000 --> 00:09:26,520 Rs. 500 crores in revenue. 126 00:09:28,920 --> 00:09:31,000 Lahori's base is Rajasthan, 127 00:09:31,080 --> 00:09:33,000 Chandigarh and Punjab. Lahori is catering 128 00:09:33,120 --> 00:09:35,480 - to those areas. They've now reached Gujarat. - Okay! 129 00:09:35,640 --> 00:09:39,240 But when we were doing R&D for Jeera in Covid in 2020, 130 00:09:39,320 --> 00:09:42,120 we realised that there are two major players. 131 00:09:42,320 --> 00:09:45,160 One is a company called Bindu Jeera in the South. 132 00:09:45,280 --> 00:09:47,000 It is big in the South. 133 00:09:47,080 --> 00:09:48,680 Lahori's name is being printed on papers. 134 00:09:48,760 --> 00:09:51,160 Bindu never raised funds, but Bindu is bigger than them. 135 00:09:53,200 --> 00:09:54,640 How much is Bindu Jeera's sale? 136 00:09:54,720 --> 00:09:56,320 Approximately 137 00:09:56,800 --> 00:09:58,600 - Rs. 1,000-Rs. 1,500 crores yearly. - Really? 138 00:10:25,920 --> 00:10:28,600 - We won't say that, the customers... - It's not a brand's copy. 139 00:10:28,680 --> 00:10:30,440 Our packaging is influenced by customer perception. 140 00:10:30,440 --> 00:10:33,520 But the bigger brand is making the trend for the customers. 141 00:10:33,640 --> 00:10:35,440 Sir, we don't have the budget or money... 142 00:10:35,520 --> 00:10:38,440 Tell us about your sales. Silence everyone with your sales. 143 00:10:38,720 --> 00:10:42,800 In FY 2024, we closed at Rs. 9 crores. 144 00:10:43,840 --> 00:10:46,000 - Profitable? - Profitable from day one. 145 00:10:48,080 --> 00:10:49,640 What is this year's projected sales? 146 00:10:49,720 --> 00:10:53,160 We've made Rs. 4.5 crores until now. We will close at Rs. 12 crores. 147 00:10:57,200 --> 00:10:59,560 Our EBITDA was 16%. 148 00:10:59,640 --> 00:11:01,040 What would it be this year? 149 00:11:01,120 --> 00:11:02,600 We will do 18% EBITDA this year. 150 00:11:02,960 --> 00:11:05,280 - Amazing! - What was it the year before that? 151 00:11:05,360 --> 00:11:07,240 It was 7.80%. 152 00:11:07,320 --> 00:11:09,480 And how much is your DSO? 153 00:11:09,560 --> 00:11:11,760 - Since you're likely operating on general trade. - Yes. 154 00:11:11,880 --> 00:11:13,680 You get money after how many days? 155 00:11:13,800 --> 00:11:17,520 When things are going well, we receive the payment within 24 hours. 156 00:11:17,640 --> 00:11:18,560 In the summer season. 157 00:11:18,640 --> 00:11:21,080 And during monsoon and winter, 158 00:11:21,160 --> 00:11:22,880 the credit cycle goes on for 7 to 15 days. 159 00:11:22,960 --> 00:11:24,280 - 7 to 15 days? - Yes. 160 00:11:24,360 --> 00:11:26,000 Do you get your money within 7 to 15 days? 161 00:11:26,080 --> 00:11:27,320 - Yes, we do. - Yes! 162 00:11:28,400 --> 00:11:31,040 How much is the margin in water compared to other drinks? 163 00:11:31,120 --> 00:11:33,200 If I talk about SKU, 164 00:11:33,280 --> 00:11:35,960 if we are selling a bottle of water for Rs. 20, 165 00:11:36,440 --> 00:11:39,320 we are making Rs. 1.25 on the operating level. 166 00:11:49,520 --> 00:11:52,600 Currently, there is a Rs. 2 crores CC on the factory premises. 167 00:11:52,720 --> 00:11:55,280 The Rs. 90 lakhs term loan for the mango line 168 00:11:55,360 --> 00:11:57,120 we recently developed is still pending. 169 00:12:04,520 --> 00:12:06,880 - is hardly Rs. 1-Rs. 1.2. - Yes! 170 00:12:06,960 --> 00:12:09,040 - But which is still 20%. - Yes! 171 00:12:12,200 --> 00:12:15,200 In Mango and Jeera, if we take the average SKU of Rs. 10, 172 00:12:15,280 --> 00:12:16,640 we make Rs. 1.5 from it. 173 00:12:16,720 --> 00:12:19,440 So, you keep the margin of approximately 20%. 174 00:12:19,560 --> 00:12:22,080 - Yes. - You do a business of Rs. 9 crores yearly. 175 00:12:22,200 --> 00:12:24,000 But how do you have an EBITDA of 17%-18%? 176 00:12:24,080 --> 00:12:25,440 - There are no expenses. - What about your expenses? 177 00:12:25,480 --> 00:12:26,480 There is nothing! 178 00:12:27,240 --> 00:12:28,520 We do have expenses. 179 00:12:28,640 --> 00:12:30,960 They are telling us the profit based on net EBITDA. 180 00:12:31,040 --> 00:12:33,360 In Rs. 1.20, you put all the expenses. 181 00:12:33,480 --> 00:12:35,440 - Running the factory... - Yes. 182 00:12:35,520 --> 00:12:38,640 - It includes everything and there is management team. - Yes. 183 00:12:38,720 --> 00:12:40,240 - Marketing... - Namita has an offer... 184 00:12:40,280 --> 00:12:42,200 Hold on! Peyush, can I talk? 185 00:12:42,320 --> 00:12:45,520 Let me finish. Let me finish margin and then talk about the offer. 186 00:12:45,600 --> 00:12:46,960 Peyush, this is not making sense. 187 00:12:48,120 --> 00:12:51,840 - Peyush, should I finish the same conversation? - Sure. 188 00:12:53,040 --> 00:12:55,720 - You are making 18%-20%... - Yes. 189 00:12:56,080 --> 00:12:58,520 - As profit. - Yes. 190 00:12:58,680 --> 00:13:00,240 What is the EBITDA? 191 00:13:01,240 --> 00:13:04,480 How we calculate is... If I am wrong, please correct me. 192 00:13:04,600 --> 00:13:08,000 - Okay! - EBITDA is my net profit, my bank interest, 193 00:13:08,440 --> 00:13:10,040 - and my depreciation. - Very good. 194 00:13:11,520 --> 00:13:14,440 So, our EBITDA is 16%-18%. 195 00:13:14,520 --> 00:13:15,920 Why? Don't you have expenses? 196 00:13:16,040 --> 00:13:19,400 Sir, our processing cost falls under direct expenses. 197 00:13:19,480 --> 00:13:22,160 Now tell me, considering your significant loans, 198 00:13:22,280 --> 00:13:24,440 - EBITDA may not be the right measure. - Okay. 199 00:13:24,520 --> 00:13:26,360 - Because you have machinery. - Yes. 200 00:13:26,480 --> 00:13:28,760 - Depreciation is valid here. - Yes. 201 00:13:34,440 --> 00:13:37,640 Last year, our net profit before tax was 5%. 202 00:13:38,040 --> 00:13:38,880 PBT is 5%? 203 00:13:38,960 --> 00:13:40,680 - PBT is 5%. - Which is the right measure 204 00:13:40,760 --> 00:13:43,440 for your business. Because you have a loan 205 00:13:43,560 --> 00:13:45,280 - and you use heavy machinery. - Machinery. 206 00:13:45,360 --> 00:13:48,200 - More than EBITDA, your PBT measure... - Correct. 207 00:13:48,320 --> 00:13:50,560 - You have 5% with you. - Yes. 208 00:13:50,640 --> 00:13:53,200 This means if you generate Rs. 10 crores in sales, 209 00:13:53,320 --> 00:13:55,560 - it leaves you with Rs. 50 lakhs annually. - Yes. 210 00:13:55,800 --> 00:13:56,800 Thank you very much. 211 00:13:58,040 --> 00:14:00,440 - You mentioned you will make Rs. 12 crores in sales 212 00:14:00,520 --> 00:14:01,640 - this year. - Yes. 213 00:14:06,280 --> 00:14:07,280 Yes. 214 00:14:07,760 --> 00:14:10,160 I will give you Rs. 70 lakhs 215 00:14:10,680 --> 00:14:13,440 - for 3% equity. - Wow! 216 00:14:15,320 --> 00:14:17,400 2% royalty 217 00:14:17,760 --> 00:14:21,000 till I recover my Rs. 70 lakhs. 218 00:14:31,160 --> 00:14:33,240 How many distributors do you have? 219 00:14:33,320 --> 00:14:34,640 We have 90 distributors 220 00:14:34,720 --> 00:14:37,360 within 250 kilometre radius of our company. 221 00:14:37,440 --> 00:14:39,520 And how many retailers do they have? 222 00:14:39,600 --> 00:14:42,200 One dealer has a minimum of 100 retailers. 223 00:14:42,280 --> 00:14:43,920 - That's around 1,000. - Yes. 224 00:14:44,000 --> 00:14:45,960 And approximately how much does each retailer sell? 225 00:14:46,000 --> 00:14:48,480 We take an average of one box from one retailer. 226 00:14:48,560 --> 00:14:49,840 What is the cost of your box? 227 00:14:49,920 --> 00:14:51,280 It is Rs. 100, sir. 228 00:14:56,600 --> 00:14:58,880 - You have a built-up of 40,000 sq ft. - Yes. 229 00:14:58,960 --> 00:15:01,720 You can take around Rs. 4-Rs. 5 crores against that 230 00:15:01,800 --> 00:15:03,800 without giving any equity. 231 00:15:03,880 --> 00:15:05,640 Then why do you want to give Rs. 70 lakhs. 232 00:15:06,720 --> 00:15:09,160 Sir, as you said, we will get the money from the bank. 233 00:15:09,240 --> 00:15:10,960 But we won't get mentorship and guidance. 234 00:15:11,040 --> 00:15:13,200 The depth with which you understand trade, 235 00:15:13,280 --> 00:15:15,840 distribution, and sales. 236 00:15:15,920 --> 00:15:18,200 I don't think I personally grasp it to that extent. 237 00:15:18,280 --> 00:15:19,280 How will we mentor you? 238 00:15:19,360 --> 00:15:21,080 In India, I understand, 239 00:15:21,160 --> 00:15:23,720 but we can't help you with Tier 3 and Tier 4. 240 00:15:24,960 --> 00:15:27,400 I am telling you, sir, in this line, 241 00:15:27,800 --> 00:15:29,440 COGS is really low. 242 00:15:53,280 --> 00:15:57,080 What will happen if an organised player comes down to Rs. 5.5? 243 00:15:58,360 --> 00:16:01,320 The thing is, water is a service industry. 244 00:16:01,400 --> 00:16:05,400 If someone needs 100 boxes, we have vehicles of the required size. 245 00:16:05,480 --> 00:16:07,320 That's not possible for the big players. 246 00:16:07,400 --> 00:16:09,560 - The shopkeepers you sell them to... - Yes. 247 00:16:09,680 --> 00:16:11,440 Do they also sell Bisleri and Kinley? 248 00:16:36,440 --> 00:16:38,200 We are only in the 250 kilometer radius. 249 00:16:38,280 --> 00:16:40,920 Just imagine how huge the market is. Sir, this is an ocean. 250 00:16:41,480 --> 00:16:44,040 You said that if we disturb their market, Bisleri will interfere. 251 00:16:44,120 --> 00:16:47,280 It is an ocean. We are barely taking the space. 252 00:16:47,400 --> 00:16:50,520 If we encroach on a bigger space, it won't bother the ocean. 253 00:16:51,800 --> 00:16:53,640 Currently, you don't have the scale. 254 00:16:53,840 --> 00:16:56,080 Right? Once that happens, you will have two expenses. 255 00:16:57,000 --> 00:16:59,440 One is the management team and one is compliance. 256 00:17:00,240 --> 00:17:01,880 For that, you need to increase the price 257 00:17:01,960 --> 00:17:03,600 - to maintain profitability. - Yes. 258 00:17:03,720 --> 00:17:05,520 To increase the price, you need a brand. 259 00:17:05,640 --> 00:17:07,760 - Yes! - Okay? For that you need marketing. 260 00:17:07,840 --> 00:17:09,360 You already have six brands. 261 00:17:09,440 --> 00:17:11,920 - Yes. - Out of the six brands, which one would you make stand out? 262 00:17:11,920 --> 00:17:14,720 - To build a brand you need scale. - Yes! 263 00:17:14,840 --> 00:17:17,880 How will you do marketing in a small area? The ROI won't come. 264 00:17:17,960 --> 00:17:19,920 So, you are now in a vicious cycle. 265 00:17:20,000 --> 00:17:21,600 You've done a great job at executing. 266 00:17:21,720 --> 00:17:23,240 The strategy is good. 267 00:17:23,360 --> 00:17:27,400 But you need to realise that your strategy is working against you. 268 00:17:27,640 --> 00:17:30,720 If you want to go big, you need to build a brand. 269 00:17:30,800 --> 00:17:33,760 Unless you consolidate 270 00:17:33,840 --> 00:17:36,320 - and focus on one or two brands for marketing... - Yes. 271 00:17:36,480 --> 00:17:38,280 This vicious loop will continue, 272 00:17:38,360 --> 00:17:41,280 and you won't be able to reach above Rs. 25-30 crores. 273 00:17:41,360 --> 00:17:44,520 - Yes. - Ravi and Tushar, why do you keep saying 'yes'? 274 00:17:45,480 --> 00:17:47,760 - We are listening. - This is not the game of brands. 275 00:17:47,840 --> 00:17:49,840 It has nothing to do with marketing. 276 00:17:49,920 --> 00:17:51,800 - This I disagree. - One second. 277 00:17:53,320 --> 00:17:54,720 There are two moats in this. 278 00:17:54,800 --> 00:17:57,040 - The number one moat is distribution. - Yes. 279 00:17:57,160 --> 00:17:58,320 - Which you understand. - Yes. 280 00:17:58,400 --> 00:18:00,920 Number two moat, which is the biggest one. 281 00:18:01,040 --> 00:18:03,600 - You've just captured a small area. - Yes. 282 00:18:03,840 --> 00:18:06,720 You have an expertise in distribution. 283 00:18:06,840 --> 00:18:08,200 It is successful. 284 00:18:08,280 --> 00:18:11,160 - You have to copy and paste it pan-India. - Pan India. Right! 285 00:18:11,280 --> 00:18:12,960 So don't say 'yes'. Just say 286 00:18:13,080 --> 00:18:15,440 - that... - We have to give respect and listen to what he is saying. 287 00:18:15,480 --> 00:18:16,480 Okay! 288 00:18:16,760 --> 00:18:19,640 Basically, you are saying you will not build one big brand. 289 00:18:19,720 --> 00:18:20,720 No, we will build, sir. 290 00:18:20,800 --> 00:18:22,680 Aquapeya is our main brand. 291 00:18:22,760 --> 00:18:25,280 Oxvita, in Covid... 292 00:18:25,360 --> 00:18:27,360 Let me explain the mentality of the medical counter. 293 00:18:27,360 --> 00:18:29,840 The medical counter receives water at hand's reach, 294 00:18:29,960 --> 00:18:31,640 but it doesn't need to be kept on the medical counter. 295 00:18:31,680 --> 00:18:34,520 In fact, we developed that brand during Covid for health purposes. 296 00:18:34,600 --> 00:18:37,200 We haven't explored that line yet. 297 00:18:37,280 --> 00:18:40,680 You can see that there are huge canteens in hospitals. 298 00:18:40,760 --> 00:18:42,240 There is a lot of consumption. 299 00:18:42,480 --> 00:18:45,200 Hospitals have turned into the hospitality industry. 300 00:18:45,680 --> 00:18:47,080 We developed that brand for that. 301 00:19:05,960 --> 00:19:08,040 You have a service business 302 00:19:08,120 --> 00:19:12,120 because you are able to service within 250 km yourself. 303 00:19:12,240 --> 00:19:15,560 If you are a regional brand and adopt a regional strategy, 304 00:19:15,640 --> 00:19:20,080 then your valuation won't be 0.5 times revenue as well. 305 00:19:20,400 --> 00:19:22,400 And if you make this a national brand, 306 00:19:23,040 --> 00:19:25,480 then this tactic won't work. 307 00:19:26,880 --> 00:19:30,480 So, you made a local business, but you are expecting 308 00:19:30,880 --> 00:19:33,720 more than a pan India strategy valuation. 309 00:19:33,840 --> 00:19:35,200 Brand valuation. 310 00:19:35,360 --> 00:19:39,120 How much is 10 times revenue? Rs. 35 crores. 311 00:19:40,120 --> 00:19:42,480 Brands get 3.5x revenue. 312 00:19:43,040 --> 00:19:44,720 So, I think that's completely off. 313 00:19:45,040 --> 00:19:46,760 You have an offer that is close to that. 314 00:19:46,920 --> 00:19:47,960 But I am out. Good luck. 315 00:19:50,320 --> 00:19:53,480 Ravi and Tushar, I think founders 316 00:19:53,560 --> 00:19:55,360 should either earn 317 00:19:55,920 --> 00:19:58,000 - or you will eventually learn. - Yes. 318 00:20:01,960 --> 00:20:04,200 I was just like both of you around 7-8 years ago. 319 00:20:04,280 --> 00:20:05,720 I started a hotel. 320 00:20:06,160 --> 00:20:09,160 My dream was to make 10. I never thought beyond that. 321 00:20:09,720 --> 00:20:12,680 I think you can also make a business of Rs. 1,000 crores. 322 00:20:13,560 --> 00:20:15,880 I've seen many businesses 323 00:20:15,960 --> 00:20:17,560 that seemed small when we first met. 324 00:20:17,600 --> 00:20:19,880 Forget them, even I never thought they could go beyond that. 325 00:20:19,920 --> 00:20:22,320 They say, the higher you climb, the farther you see. 326 00:20:23,760 --> 00:20:25,280 I agree with Peyush. 327 00:20:25,360 --> 00:20:27,160 - You should spend on marketing. - Yes. 328 00:20:27,280 --> 00:20:29,560 There is no need to avoid it. It's a good thing. 329 00:20:29,640 --> 00:20:31,760 - If you do that, you can make a big business. - Yes. 330 00:20:31,840 --> 00:20:33,760 But for that, you need a flip. 331 00:20:34,160 --> 00:20:35,800 I will give that to you. 332 00:20:36,760 --> 00:20:38,880 You saw how Paper Boat was made. 333 00:20:39,400 --> 00:20:41,640 - By distributing in IndiGo. - Right! 334 00:20:41,720 --> 00:20:43,440 We run 10,000 hotels in the country. 335 00:20:43,520 --> 00:20:46,320 - We have partnerships with many brands. - I know. 336 00:20:46,440 --> 00:20:49,080 So, we will try from our end to give you the best preference. 337 00:20:49,960 --> 00:20:51,760 That will make your brand a big success, 338 00:20:51,840 --> 00:20:53,680 but you'll need to do co-branding with us. 339 00:20:54,680 --> 00:20:58,600 If you are willing to do that, I can give you access to 10,000 hotels. 340 00:20:58,760 --> 00:20:59,760 Wow! 341 00:21:01,640 --> 00:21:02,640 I have an offer. 342 00:21:05,160 --> 00:21:08,240 You are the insurgent who will become a Rs. 1,000 crore company. 343 00:21:09,240 --> 00:21:12,000 Your ask is Rs. 70 lakhs. 344 00:21:13,040 --> 00:21:14,400 I will give that to you. 345 00:21:15,760 --> 00:21:17,440 But for 3%. 346 00:21:21,400 --> 00:21:22,960 This is my offer to you. 347 00:21:25,320 --> 00:21:27,840 It was a pleasure meeting both of you. You have great potential. 348 00:21:27,880 --> 00:21:29,800 I have a slight doubt. 349 00:21:35,880 --> 00:21:37,800 I got scared after seeing this. 350 00:21:37,880 --> 00:21:40,280 - Okay! - When you become a big company, 351 00:21:40,360 --> 00:21:41,960 they will come after you. 352 00:21:43,400 --> 00:21:46,640 And entering that territory is scary. 353 00:21:49,240 --> 00:21:53,280 So, for that reason, I won't be a part of your company. 354 00:21:55,960 --> 00:21:57,960 Brand and scale are mandatory. 355 00:21:58,920 --> 00:22:01,840 Because financially, I cannot value this business 356 00:22:01,960 --> 00:22:04,800 beyond a certain revenue multiple. 357 00:22:05,880 --> 00:22:08,760 If we want to turn this into a 3 times revenue multiple business, 358 00:22:08,840 --> 00:22:11,040 then we need to take a bet on turning this into a brand. 359 00:22:11,120 --> 00:22:12,240 That is not the case now. 360 00:22:12,360 --> 00:22:14,920 So, I can't value close to 3%. 361 00:22:15,040 --> 00:22:17,520 For that reason, I am out. Otherwise, I would have been in. 362 00:22:19,800 --> 00:22:23,240 Namita is saying that if we do this together, 363 00:22:23,520 --> 00:22:25,440 then we will give you a better benefit. 364 00:22:26,960 --> 00:22:30,360 Basically, Ritesh and I will come in together. 365 00:22:31,680 --> 00:22:34,400 Rs. 70 lakhs for 3% equity 366 00:22:34,840 --> 00:22:36,240 and 2% royalty 367 00:22:36,320 --> 00:22:39,160 until we recover our investment of Rs. 70 lakhs. 368 00:22:53,600 --> 00:22:54,720 What are your concerns with royalty? 369 00:22:54,720 --> 00:22:57,480 Listen to me! You are a profitable business. 370 00:22:57,560 --> 00:22:58,800 - Hear me out. - Yes. 371 00:22:58,880 --> 00:23:00,560 - You are a profitable business. - Yes. 372 00:23:00,640 --> 00:23:04,680 - We are not asking you to give us 2x of what we've invested. - Yes. 373 00:23:04,760 --> 00:23:07,600 So, that is your expense in P&L. 374 00:23:09,200 --> 00:23:12,320 Out of Rs. 9 crores, 2% is Rs. 18 lakhs. 375 00:23:13,200 --> 00:23:15,480 It's a rounding error in your entire business. 376 00:23:15,560 --> 00:23:17,000 - It's not a rounding error. - It's an expense. 377 00:23:17,000 --> 00:23:18,840 Don't listen to him. He is out. 378 00:23:18,920 --> 00:23:20,800 It is 40% of your profit. 379 00:23:23,480 --> 00:23:25,120 - But you are taking a profit. - He is misleading you. 380 00:23:25,160 --> 00:23:26,440 I am telling you the truth. 381 00:23:26,520 --> 00:23:29,440 Are you looking at the expense item or scale? 382 00:23:29,520 --> 00:23:31,240 Both of us 383 00:23:31,600 --> 00:23:35,080 have run high-scale, high-complexity businesses. 384 00:23:40,120 --> 00:23:42,080 [music playing] 385 00:23:56,200 --> 00:23:58,320 We have that much faith in you. 386 00:23:58,400 --> 00:24:00,560 - This will be a Rs. 1,000 crores business. - Fabulous. 387 00:24:02,880 --> 00:24:04,040 [camera shutter clicks] 388 00:24:12,400 --> 00:24:13,600 - Good! Thank you! - Thank you! 389 00:24:19,080 --> 00:24:20,880 The valuation was a deal breaker for me. 390 00:24:20,960 --> 00:24:23,640 Because if it continues to go on like this, 391 00:24:23,760 --> 00:24:26,600 at the most, the business will be valued at Rs. 25-Rs. 50 crores. 392 00:24:26,680 --> 00:24:30,200 And we feel that someone might acquire it. 393 00:24:30,440 --> 00:24:33,040 Just imagine, if I am Bisleri, 394 00:24:33,400 --> 00:24:34,640 will I give Rs. 50 crores? 395 00:24:34,720 --> 00:24:38,080 I will set up a plant for Rs. 10 or 20 crores. 396 00:24:38,160 --> 00:24:41,640 And if I give them cash of Rs. 10 or 20 crores, 397 00:24:41,720 --> 00:24:43,080 they will be happy with that as well. 398 00:24:43,080 --> 00:24:45,760 I would say there are many such businesses in India. 399 00:24:46,000 --> 00:24:48,320 There are also great entrepreneurs in India. 400 00:24:48,440 --> 00:24:51,560 But to scale a business and build a brand 401 00:24:51,640 --> 00:24:54,920 is not the same thing. 402 00:24:55,040 --> 00:24:56,360 - How are you? - Good. 403 00:24:59,000 --> 00:25:01,480 I was nervous at the start, but now I am feeling very good. 404 00:25:01,600 --> 00:25:02,600 Now feeling very good? 405 00:25:02,640 --> 00:25:05,840 - After securing a deal, anyone will feel good. - Yes. 406 00:25:05,920 --> 00:25:07,840 Do you think these two will give you a deal or... 407 00:25:07,920 --> 00:25:09,160 - We did. - Yes. 408 00:25:09,920 --> 00:25:10,960 But there is one more now. 409 00:25:11,080 --> 00:25:12,080 - There is one more. - Yes. 410 00:25:12,120 --> 00:25:13,920 - Yes, that is good. - Yes. 411 00:25:14,000 --> 00:25:17,640 - I noticed that you have every drink. - Yes. 412 00:25:17,720 --> 00:25:19,960 There is no food, but I will give that to you. 413 00:25:20,040 --> 00:25:22,080 Okay? I ordered gifts for you from Swiggy Instamart. 414 00:25:22,160 --> 00:25:23,560 And it is here in 10 minutes. 415 00:25:25,640 --> 00:25:27,880 Thank you so much. This is for you. 416 00:25:28,000 --> 00:25:30,000 Okay! There are dry fruits, fox nuts, 417 00:25:30,080 --> 00:25:31,560 and snacks too. 418 00:25:31,640 --> 00:25:33,160 Let's chill now. 419 00:25:33,800 --> 00:25:36,080 Friends, ensure nothing is missing when you are chilling. 420 00:25:36,200 --> 00:25:38,200 Order whatever you want from Swiggy Instamart. 421 00:25:38,280 --> 00:25:40,360 You get everything there and it gets delivered in ten minutes. 422 00:25:40,360 --> 00:25:41,680 Order now. 423 00:25:41,840 --> 00:25:44,760 'Shark Tank India, co-presented by ACKO Insurance, 424 00:25:44,840 --> 00:25:46,920 'PokerBaazi and Swiggy Instamart.' 425 00:25:47,000 --> 00:25:49,680 'Co-powered by Adani, and Jaquar Bath and Light.' 426 00:25:49,760 --> 00:25:52,760 'And partners, Rayzon Solar, ICICI Direct,' 427 00:25:52,840 --> 00:25:54,440 'Lenskart and Sofy.' 428 00:25:59,160 --> 00:26:01,200 [theme music playing] 429 00:26:19,360 --> 00:26:22,880 Sharks, when power goes off during monsoon, 430 00:26:23,160 --> 00:26:25,480 we abuse those in the department. 431 00:26:25,880 --> 00:26:27,520 But when the power is back, 432 00:26:27,600 --> 00:26:30,640 we never think about who the magician is 433 00:26:30,960 --> 00:26:33,640 who is repairing the power while it's raining. 434 00:26:34,000 --> 00:26:35,240 What does he look like 435 00:26:35,400 --> 00:26:37,000 and what does he do? We will see that today. 436 00:26:37,040 --> 00:26:38,680 Let's meet an industrial worker. 437 00:26:40,080 --> 00:26:41,080 Wow! 438 00:26:41,480 --> 00:26:42,960 - Hello, Sharks. - Hi! 439 00:26:43,040 --> 00:26:44,600 Such industrial workers 440 00:26:44,680 --> 00:26:46,960 are provided with safety equipment to protect them 441 00:26:47,040 --> 00:26:50,440 from heights, manholes, electricity, heat, and rain. 442 00:26:50,880 --> 00:26:54,280 But these safety equipment have been the same for 50 years. 443 00:26:54,920 --> 00:26:57,000 Nowadays, a new model of smartphones and 444 00:26:57,120 --> 00:26:58,840 earphones is launched every other day. 445 00:26:59,080 --> 00:27:01,840 But when it comes to critical safety equipment, 446 00:27:01,920 --> 00:27:05,000 there are no departments or companies that manufacture them. 447 00:27:05,840 --> 00:27:08,560 Sharks, I have to wear this helmet every day. 448 00:27:08,760 --> 00:27:11,720 It makes us sweaty and uncomfortable. 449 00:27:12,320 --> 00:27:15,600 I've experienced many falls in this harness. 450 00:27:15,720 --> 00:27:19,160 I've also spent hours hanging at a height of 22 feet. 451 00:27:19,680 --> 00:27:21,320 On several occasions, I've gotten shocked 452 00:27:21,440 --> 00:27:23,120 - due to touching electrical wires. - Oh! 453 00:27:23,200 --> 00:27:26,800 Similarly, there are more than 25 lakh people across the world 454 00:27:26,880 --> 00:27:28,160 who pass away due to 455 00:27:39,720 --> 00:27:43,000 - Oh! - We came up with Jarsh to solve this problem. 456 00:27:43,520 --> 00:27:45,080 Jarsh is an innovation company 457 00:27:45,160 --> 00:27:47,160 where the industry's serious safety problems 458 00:27:47,280 --> 00:27:49,760 are solved with a unique technology. 459 00:27:51,680 --> 00:27:54,240 We make it smart and comfortable. 460 00:27:54,320 --> 00:27:55,920 Like this ActivCooling helmet. 461 00:28:18,160 --> 00:28:20,400 which is used by more than 5 traffic police departments 462 00:28:20,600 --> 00:28:22,440 and many industries use it as well. 463 00:28:27,640 --> 00:28:30,240 - despite all the dangers associated with it. They work for us. - Hmm! 464 00:28:30,280 --> 00:28:32,680 To make their work conditions better, smarter 465 00:28:32,760 --> 00:28:34,840 and more comfortable is our mission. 466 00:28:34,920 --> 00:28:36,760 And we are the co-founders of Jarsh. 467 00:28:41,840 --> 00:28:44,880 Our ask is Rs. 50 lakhs for 1%. 468 00:28:49,360 --> 00:28:50,360 All right! 469 00:29:04,720 --> 00:29:05,800 - Yes. Perfect! - Correct? 470 00:29:06,000 --> 00:29:07,800 - Yes! - Yes. 'I like this helmet.' 471 00:29:07,920 --> 00:29:09,680 - Yes. - [Telugu] You can speak Telugu? 472 00:29:09,760 --> 00:29:11,920 That is too much. I am just learning. 473 00:29:12,000 --> 00:29:14,000 Why are you learning it? 474 00:29:14,080 --> 00:29:16,200 She has a lot of time on her hands, that's why. 475 00:29:16,360 --> 00:29:17,440 [laughing] 476 00:29:21,720 --> 00:29:22,880 Kausthub, Sreekanth, Anand, 477 00:29:23,040 --> 00:29:24,720 welcome to Shark Tank India Season 4. 478 00:29:24,840 --> 00:29:27,440 First, tell me what Jarsh means. 479 00:29:27,520 --> 00:29:31,200 It is named after JARVIS from Iron Man. 480 00:29:31,360 --> 00:29:32,920 - Oh! All right! - Nice. 481 00:29:33,040 --> 00:29:33,920 That's a cool one. 482 00:29:34,000 --> 00:29:36,920 This industrial safety equipment 483 00:29:37,120 --> 00:29:39,080 doesn't just pop up in your head. 484 00:29:39,240 --> 00:29:41,640 There has to be something. Some experience maybe? 485 00:29:41,760 --> 00:29:44,240 What happened and how do you know each other? 486 00:29:44,400 --> 00:29:47,800 The three of us were classmates in engineering college. 487 00:29:54,320 --> 00:29:56,680 ...and providing services to many clients. 488 00:30:03,040 --> 00:30:06,280 The helmets are uncomfortable, we can make them comfortable. 489 00:30:06,760 --> 00:30:08,080 But when I got that idea, 490 00:30:08,160 --> 00:30:11,320 we used to visit many factories for our services. 491 00:30:11,640 --> 00:30:13,520 So, we always saw that whenever the supervisor 492 00:30:13,680 --> 00:30:16,360 used to come on the shop's floor, they used to wear a helmet. 493 00:30:16,520 --> 00:30:18,720 Once the supervisor leaves, the helmet is on the floor. 494 00:30:19,200 --> 00:30:22,480 So, this was a problem and people didn't like helmets. 495 00:30:22,800 --> 00:30:24,040 So, that's when we understood 496 00:30:24,120 --> 00:30:26,840 that the technology is backward in this industry. 497 00:30:27,120 --> 00:30:29,280 The idea initially started with motorcycle helmets, 498 00:30:29,360 --> 00:30:32,000 but we adapted it to industrial helmets. 499 00:30:32,720 --> 00:30:37,040 Recently, the news went viral that police officers are using this. 500 00:30:37,360 --> 00:30:39,360 - Thank you so much. That's us. - Was it your helmet? 501 00:30:39,400 --> 00:30:40,280 Thank you so much. 502 00:30:40,360 --> 00:30:41,920 - Show us the video. - Show it to us. 503 00:30:44,240 --> 00:30:46,280 - And do they wear it regularly? - Yes. 504 00:30:46,360 --> 00:30:47,720 - Yes! - How nice. Look at them. 505 00:30:49,560 --> 00:30:51,240 I loved it when I saw this. 506 00:30:51,320 --> 00:30:52,360 Thank you so much. 507 00:30:53,280 --> 00:30:54,320 Looks cool too. 508 00:30:56,440 --> 00:30:57,640 It's nice. 509 00:30:57,880 --> 00:30:59,040 Very nice. 510 00:31:00,840 --> 00:31:02,880 What do you think is unique in this product? 511 00:31:31,800 --> 00:31:33,320 Aman, is it heavy? 512 00:31:33,400 --> 00:31:35,960 - It's normal. Not too heavy. - It's not an issue. 513 00:31:36,040 --> 00:31:37,560 It's manageable. It can get used to it. 514 00:31:37,760 --> 00:31:39,080 The benefit of it 515 00:31:47,600 --> 00:31:49,040 ...makes them feel better. 516 00:31:49,120 --> 00:31:51,200 - It feels good. - Thank you so much. 517 00:31:51,480 --> 00:31:52,960 - And it's cool. - What about the noise, Aman? 518 00:31:52,960 --> 00:31:54,000 You get used to the noise too. 519 00:31:54,040 --> 00:31:56,280 I think the main thing is 520 00:31:56,600 --> 00:31:58,040 that everything else is fine 521 00:31:58,120 --> 00:32:01,280 if it helps you cool down in the heat. 522 00:32:01,960 --> 00:32:03,240 I think it's a beautiful solution. 523 00:32:03,240 --> 00:32:04,920 - It's my personal view. - Thank you so much, Aman. 524 00:32:04,920 --> 00:32:07,800 - Do you have two more helmets? - Yes. 525 00:32:07,960 --> 00:32:09,080 Let him try them too. 526 00:32:09,200 --> 00:32:10,400 Give them to me. 527 00:32:12,160 --> 00:32:13,560 Aman, that's with the battery pack. 528 00:32:13,600 --> 00:32:17,240 It has an extended battery pack for it to run for more hours. 529 00:32:19,880 --> 00:32:21,360 How many hours does it work for? 530 00:32:21,480 --> 00:32:23,440 It works for 10 hours if you put it around your waist. 531 00:32:23,440 --> 00:32:25,160 What if we don't put it around the waist? 532 00:32:25,240 --> 00:32:26,240 It runs for two hours. 533 00:32:34,160 --> 00:32:35,200 That's too much weight. 534 00:32:35,680 --> 00:32:37,960 - They don't use this in factories. - Correct. 535 00:32:38,040 --> 00:32:39,480 They only want a helmet. 536 00:32:39,600 --> 00:32:40,800 Those are not the target customers. 537 00:32:40,840 --> 00:32:43,920 - Once we talk about customers, I will answer. - We will get to it. 538 00:32:45,560 --> 00:32:47,320 We attach this from behind. 539 00:32:47,400 --> 00:32:48,440 Attach it. 540 00:32:50,720 --> 00:32:52,880 [music playing] 541 00:32:53,640 --> 00:32:55,160 - Heavy? - Not bad. 542 00:32:56,040 --> 00:32:57,040 Is this the same thing 543 00:32:57,120 --> 00:32:58,640 - in a detachable battery? - Yes. 544 00:32:58,720 --> 00:33:00,520 - Yes! It's a variant of the... - Okay! 545 00:33:00,640 --> 00:33:01,920 Thank you so much. 546 00:33:02,080 --> 00:33:02,880 Good! 547 00:33:03,000 --> 00:33:05,360 The second variant is a welding helmet. 548 00:33:05,440 --> 00:33:06,760 It comes with a welding shield. 549 00:33:14,000 --> 00:33:16,440 That is a use case, but it has a small market. 550 00:33:16,520 --> 00:33:18,520 The product is positioned 551 00:33:18,640 --> 00:33:20,760 for use wherever there is a factory or a worker... 552 00:33:20,880 --> 00:33:22,240 You mentioned the police. 553 00:33:22,520 --> 00:33:24,720 They work outdoors or under the sun. 554 00:33:24,800 --> 00:33:26,920 Wherever there is a heat stress problem, 555 00:33:27,040 --> 00:33:29,920 this serves as a portable solution for managing heat stress 556 00:33:30,120 --> 00:33:32,040 in the form of a helmet. 557 00:33:40,920 --> 00:33:42,880 These guys are used to the weight. 558 00:33:43,040 --> 00:33:45,920 And the sound goes down to zero 559 00:33:46,000 --> 00:33:48,200 because ambient machine noise is extremely high. 560 00:33:48,280 --> 00:33:50,600 Is the safety provided by a regular helmet 561 00:33:50,680 --> 00:33:54,240 the same as that in construction and material? 562 00:33:54,720 --> 00:33:57,920 Absolutely! This entire product, with all its fittings, 563 00:33:58,040 --> 00:34:00,640 is tested and certified according to IS... 564 00:34:09,120 --> 00:34:12,560 Does that also regulate the temperature of the entire body? 565 00:34:12,720 --> 00:34:14,680 Won't it be disconnected? The head is cool 566 00:34:14,760 --> 00:34:16,280 and the rest of the body is hot. 567 00:34:17,160 --> 00:34:18,280 When we go jogging 568 00:34:18,360 --> 00:34:20,640 or return after being out in the scorching sun, 569 00:34:20,960 --> 00:34:22,360 the moment we see an AC or a fan, 570 00:34:22,440 --> 00:34:24,040 subconsciously, without even thinking, 571 00:34:24,160 --> 00:34:26,920 we direct it towards our head. 572 00:34:27,400 --> 00:34:30,040 As soon as the head cools down, we start feeling calm and composed. 573 00:34:31,040 --> 00:34:34,280 In fact, there's an old saying in Hindi. 574 00:34:34,360 --> 00:34:37,280 - Yes. - It says, when a person is at ease, 575 00:34:37,360 --> 00:34:40,200 their feet are warm, their stomach is soft, and their head is cool. 576 00:34:40,280 --> 00:34:41,960 - Oh wow! - Well said! 577 00:34:42,080 --> 00:34:43,160 Wow! 578 00:34:43,880 --> 00:34:44,720 Lovely! 579 00:34:44,800 --> 00:34:47,720 Excuse me, could you show me that electricity device? 580 00:34:47,800 --> 00:34:49,760 Sharks, this is SmartVolt. 581 00:34:50,840 --> 00:34:53,040 It's a non-contact voltage detector. 582 00:34:53,120 --> 00:34:54,920 - Is it a detector? - Yes. 583 00:34:55,000 --> 00:34:58,880 Let's assume it's raining and the electrical poles have fallen. 584 00:34:58,960 --> 00:35:00,200 You wouldn't know which pole 585 00:35:00,440 --> 00:35:02,360 still has the power supply and which one doesn't. 586 00:35:02,400 --> 00:35:06,040 This device directs EMF and buzzes 587 00:35:15,160 --> 00:35:16,760 ...die due to electric poles. 588 00:35:22,520 --> 00:35:23,880 With the help of this device, 589 00:35:23,960 --> 00:35:26,560 even before we approach the live wire, it warns you from a distance 590 00:35:26,600 --> 00:35:28,400 - of 10-15 feet. - But one thing is not clear. 591 00:35:28,440 --> 00:35:29,960 If there's electrical equipment, 592 00:35:30,240 --> 00:35:32,040 and someone needs to go repair it, 593 00:35:32,240 --> 00:35:34,000 they will have to approach it. 594 00:35:34,080 --> 00:35:37,000 And if they are wearing this, it will start beeping. 595 00:35:37,120 --> 00:35:39,800 There is a smart pause button here. 596 00:35:48,880 --> 00:35:50,960 Is there no other company in India doing this? 597 00:35:51,080 --> 00:35:52,920 No one is making a similar helmet as ours. 598 00:35:53,240 --> 00:35:54,560 And about SmartVolt, 599 00:35:54,640 --> 00:35:57,040 there is an imported product called Honeywell that is sold in India. 600 00:35:57,040 --> 00:35:59,040 But it doesn't have many features that our product has. 601 00:35:59,040 --> 00:35:59,880 It's a basic version. 602 00:35:59,960 --> 00:36:02,600 And which among these products 603 00:36:02,760 --> 00:36:05,440 has already started to sell 604 00:36:05,560 --> 00:36:09,080 and is being regularly ordered by the customers using it? 605 00:36:09,720 --> 00:36:13,040 The first product we had launched was the AC helmet. 606 00:36:27,760 --> 00:36:29,200 We have already created 607 00:36:29,280 --> 00:36:31,920 a pipeline of 50,000 to 60,000 pieces 608 00:36:39,280 --> 00:36:43,760 Who are the customers placing orders worth Rs. 1.5 crores last year 609 00:36:43,960 --> 00:36:45,440 and Rs. 4 crores this year? 610 00:36:45,560 --> 00:36:46,920 Our biggest adopter in success story 611 00:36:46,960 --> 00:36:48,960 has definitely been the police department. 612 00:36:49,120 --> 00:36:51,520 Do you have any other customers except the police department? 613 00:37:01,360 --> 00:37:02,680 What is the scale of Vedanta's order? 614 00:37:02,720 --> 00:37:05,840 Vedanta started with 2-3 pieces. They bought 20 units now. 615 00:37:05,960 --> 00:37:09,360 So would you say that it is still not in pilot mode 616 00:37:09,440 --> 00:37:12,280 - even in the industrial use? - Yes. 617 00:37:13,080 --> 00:37:15,240 What is selling price of one helmet? 618 00:37:15,360 --> 00:37:19,960 - A regular helmet is sold between Rs. 200 to Rs. 400. - Okay. 619 00:37:33,080 --> 00:37:35,360 On average, the helmet we sell at Rs. 17,000 620 00:37:35,440 --> 00:37:36,960 is manufactured at around Rs. 4000. 621 00:37:37,040 --> 00:37:38,400 When you make it at a higher scale. 622 00:37:38,400 --> 00:37:40,840 - As of now, you are manufacturing around 100 helmets. - Correct. 623 00:37:40,840 --> 00:37:43,960 How much will the cost price reduce if you manufacture 1000 units of it. 624 00:37:44,040 --> 00:37:47,560 The making cost will reduce from Rs. 4200 to Rs. 3500. 625 00:37:54,640 --> 00:37:57,880 But if the scale demands a reduction in the making cost, we will do it. 626 00:37:57,960 --> 00:38:01,800 We can manufacture it at Rs. 3000 and sell it at Rs. 8000. 627 00:38:01,960 --> 00:38:04,120 But it will burn the sales and marketing. 628 00:38:04,280 --> 00:38:08,320 And we can always raise money to compensate that burn. 629 00:38:08,400 --> 00:38:09,520 But that's not the path we took. 630 00:38:09,520 --> 00:38:11,760 Initially, we wanted to scale profitability. 631 00:38:11,840 --> 00:38:16,080 Absolutely right! Higher the scale, lesser the cost. 632 00:38:16,640 --> 00:38:18,520 But he is saying that the cost reduces by just Rs. 1000. 633 00:38:18,560 --> 00:38:21,200 He doesn't know how much it can reduce with a higher scale. 634 00:38:21,280 --> 00:38:23,880 That's when we need guidance from experts like you. 635 00:38:24,000 --> 00:38:26,840 Your strategy of market skimming, 636 00:38:26,960 --> 00:38:30,760 that's selling at a high price with no competition to maintain the profit 637 00:38:30,880 --> 00:38:32,160 is good I think. 638 00:38:33,480 --> 00:38:35,960 Market Skimming is a pricing strategy 639 00:38:36,040 --> 00:38:39,080 where you keep the selling price of the product quite high 640 00:38:39,160 --> 00:38:40,880 so that early adopters 641 00:38:40,960 --> 00:38:43,880 buy it and you can gain maximum profit. 642 00:38:43,960 --> 00:38:46,880 You will reduce the price 643 00:38:46,960 --> 00:38:49,160 as soon as the competitors enter the market. 644 00:38:49,240 --> 00:38:52,600 The best and most common example are smartphones 645 00:38:52,680 --> 00:38:54,600 which have a lot of advanced features. 646 00:38:54,680 --> 00:38:56,480 The selling price is high at the launch 647 00:38:56,600 --> 00:38:58,000 and then reduced 648 00:38:58,080 --> 00:39:01,240 when competition begins. 649 00:39:13,120 --> 00:39:14,800 - No! We will make a profit. - Profit. 650 00:39:15,320 --> 00:39:16,800 Getting onto what we spoke about in the start, 651 00:39:16,840 --> 00:39:19,160 about the loss of 2.5 million lives, 652 00:39:19,480 --> 00:39:22,440 we hold a big impact on them. 653 00:39:22,800 --> 00:39:27,200 Which industries have the maximum safety driven loss of lives? 654 00:39:27,280 --> 00:39:29,840 Before, I answer this, I would like to introduce our third product. 655 00:39:29,840 --> 00:39:32,640 That's where maximum loss of lives happen. 656 00:39:32,960 --> 00:39:35,640 And this is a product that we are launching in three months. 657 00:39:35,720 --> 00:39:38,120 We called it as LineSense and Smart Carabiner. 658 00:39:38,880 --> 00:39:41,400 Typically, maximum deaths happen while mining. 659 00:39:41,520 --> 00:39:43,800 And the second biggest is during falls. 660 00:39:43,880 --> 00:39:46,240 When someone works falls while working on a height. 661 00:39:46,400 --> 00:39:47,920 The fall equipment, 662 00:39:48,000 --> 00:39:50,600 - the one Anand wore, is a harness. - Correct. 663 00:39:50,760 --> 00:39:52,760 And when you are walking on a very high roof, 664 00:39:52,840 --> 00:39:56,120 if you fall down you need to hook yourself somewhere. 665 00:39:56,200 --> 00:39:58,960 You hook yourself onto a steel line which looks like this. 666 00:39:59,040 --> 00:40:01,360 - The steel line is called as fixed line system. - Right. 667 00:40:01,440 --> 00:40:03,600 There are a lot of problems in the fixed line system. 668 00:40:03,720 --> 00:40:05,640 If the line is too tight, 669 00:40:05,760 --> 00:40:09,040 it might seem to be right but it snaps if somebody falls. 670 00:40:09,360 --> 00:40:11,800 [indistinct] 671 00:40:12,520 --> 00:40:14,080 We have automated it. 672 00:40:14,200 --> 00:40:16,440 We have put a sensor called LineSense on the line. 673 00:40:22,400 --> 00:40:24,800 ...and immediately sends an alert when it is going 674 00:40:24,920 --> 00:40:27,600 in an unsafe condition marking this line as unsafe. 675 00:40:28,760 --> 00:40:30,760 Secondly, using almost 676 00:40:30,840 --> 00:40:33,320 80% same technology with a different application, 677 00:40:33,400 --> 00:40:35,400 we are making a Smart Carabiner. 678 00:40:35,480 --> 00:40:36,880 The block at the bottom 679 00:40:36,960 --> 00:40:40,760 is to be pulled in and attached to yourself while working at a height. 680 00:40:41,080 --> 00:40:42,680 This block has the same issue 681 00:40:42,760 --> 00:40:46,040 that many times while working, people fall normally. 682 00:40:46,400 --> 00:40:49,080 Most of the times, 30 to 40 minor falls take place. 683 00:40:49,840 --> 00:40:51,320 The integrity of the block is gone 684 00:40:51,440 --> 00:40:55,240 and when I actually have a bad fall, the block fails. 685 00:40:55,360 --> 00:40:56,640 - Got it. - I got your product. 686 00:40:56,760 --> 00:40:59,560 Tell me, how is the equity split out between the three of you? 687 00:40:59,640 --> 00:41:02,360 How have you raised it? Quickly tell us about it. 688 00:41:02,440 --> 00:41:06,760 The three of us equally hold 56% of the equity. 689 00:41:07,320 --> 00:41:09,200 We took a long term Angel investor on board 690 00:41:09,280 --> 00:41:12,440 who is a college senior. He owns 18% equity. 691 00:41:12,520 --> 00:41:14,440 How much money did he invest in exchange for 18% equity? 692 00:41:14,480 --> 00:41:15,280 Rs. 1.1 crore. 693 00:41:15,360 --> 00:41:17,080 - What valuation? - Rs. 4.5 crores. 694 00:41:17,160 --> 00:41:18,080 Okay. And tell us more. 695 00:41:18,160 --> 00:41:21,440 - When did he invest? - This was in Jan-2022. 696 00:41:22,040 --> 00:41:24,280 In Feb 2023, we raised a pre-seed round 697 00:41:24,360 --> 00:41:26,880 led by Mumbai Angels and BITS Pilani. 698 00:41:27,000 --> 00:41:29,800 - My co-founders are from BITS Pilani. - Very nice. 699 00:41:30,120 --> 00:41:31,680 8.5 is with pre-seed. 700 00:41:31,760 --> 00:41:33,240 At what valuation was it done? 701 00:41:33,360 --> 00:41:36,160 That was Rs. 1.5 crores at 13.5 post-money. 702 00:41:36,280 --> 00:41:38,560 And now you have come here with a valuation of Rs. 50 crores. 703 00:41:38,560 --> 00:41:41,400 We did raise another round in May. 704 00:41:41,480 --> 00:41:45,800 It's a seed round. We've raised 4 crores at 30 crores post-money. 705 00:41:46,280 --> 00:41:47,400 Don't you have an ESOP pool? 706 00:41:47,520 --> 00:41:48,360 ESOP is at 4%. 707 00:41:48,440 --> 00:41:50,120 What is the capital in bank right now? 708 00:41:50,200 --> 00:41:52,280 About Rs. 3.5 crores. 709 00:41:53,600 --> 00:41:58,040 I think I liked how basic and clear you are. 710 00:41:58,240 --> 00:42:00,480 - Thank you so much. - You seem to be very sincere. 711 00:42:00,560 --> 00:42:01,800 Thank you. 712 00:42:02,000 --> 00:42:06,000 I think your DNA is Engineering and Design services. 713 00:42:08,800 --> 00:42:12,960 I don't see any expertise in sales distribution and marketing. 714 00:42:13,760 --> 00:42:17,320 - But I wish you the best. I am out for those reasons. - Thank you. 715 00:42:18,160 --> 00:42:19,320 I'll make you an offer. 716 00:42:19,400 --> 00:42:20,960 I'll make you Rs. 1 crore for 5% equity. 717 00:42:21,480 --> 00:42:24,600 I like your thought process of being very clear. 718 00:42:24,680 --> 00:42:28,440 I think you are getting distracted and I don't think you want to be. 719 00:42:28,520 --> 00:42:29,440 Absolutely! You're right. 720 00:42:29,520 --> 00:42:32,200 But it is the nature of a human. We all go through that journey. 721 00:42:32,320 --> 00:42:35,240 But I really like you and the humility. 722 00:42:35,320 --> 00:42:38,080 I really like the focus of solving the problem 723 00:42:38,160 --> 00:42:40,520 ground up, but it's a long journey so that is my offer. 724 00:42:40,920 --> 00:42:42,160 Thank you so much. 725 00:42:43,440 --> 00:42:45,360 Firstly, I'll tell you in your language only. 726 00:42:45,480 --> 00:42:48,080 [speaking in regional language] 727 00:42:48,280 --> 00:42:49,400 Thank you so much. 728 00:42:50,960 --> 00:42:52,840 My offer would be 729 00:42:54,560 --> 00:42:57,360 Rs. 50 lakhs for 2% equity. 730 00:42:57,920 --> 00:43:02,160 I would also like a 1% royalty on sales because you are profitable 731 00:43:02,400 --> 00:43:05,240 till I get Rs. 50 lakhs back. 732 00:43:05,320 --> 00:43:08,360 Congratulations! Your valuation has increased to 733 00:43:08,520 --> 00:43:10,480 - almost 25%. - Keep in mind the royalty. 734 00:43:10,640 --> 00:43:11,880 That's just 1%. 735 00:43:12,880 --> 00:43:16,160 I think I must give you an offer because I know 736 00:43:16,440 --> 00:43:19,760 that you will create the right value with right guidance. 737 00:43:20,280 --> 00:43:23,760 My offer to you is Rs. 1 crore for 3% equity. 738 00:43:24,680 --> 00:43:25,480 Thank you so much. 739 00:43:25,560 --> 00:43:30,120 Why do you want to dilute even more? Let me revise my offer. 740 00:43:31,040 --> 00:43:34,160 Rs. 50 lakhs for 1.5% but the 1% royalty stays. 741 00:43:41,200 --> 00:43:42,720 And you must not be paying royalty. 742 00:43:43,280 --> 00:43:44,840 That I disagree. 743 00:43:45,680 --> 00:43:47,600 Sir, my offer is very simple. 744 00:43:47,680 --> 00:43:51,960 Rs. 50 lakhs for 2% equity. That's a simple valuation of Rs. 25 crores.@@@ 745 00:44:03,520 --> 00:44:06,040 [suspenseful music playing] 746 00:44:12,280 --> 00:44:16,320 If all of you could combine, it would be really helpful. 747 00:44:16,440 --> 00:44:18,400 You could bring variable R&D 748 00:44:28,560 --> 00:44:31,120 As she said, 749 00:44:31,200 --> 00:44:32,640 - a lot of dilution has happened. - A lot. 750 00:44:32,680 --> 00:44:35,160 We can do that in the further rounds as we are always together. 751 00:44:35,240 --> 00:44:38,680 We will revise it to Rs. 1 crore for 3% equity together. 752 00:44:45,160 --> 00:44:47,680 But I want an answer, guys. It is getting too much. 753 00:44:48,480 --> 00:44:51,880 I will come alone. You came up with 1% offer. 754 00:44:52,000 --> 00:44:54,280 I will close it. Just say yes or no. Otherwise, we are done. 755 00:44:54,320 --> 00:44:56,120 Okay? Rs. 50 lakhs for 1.5%. 756 00:45:04,200 --> 00:45:06,240 I will always seek out for further investment. 757 00:45:06,720 --> 00:45:09,480 But, today, we will choose Aman sir. 758 00:45:16,360 --> 00:45:17,520 [chuckles] 759 00:45:21,480 --> 00:45:23,240 I liked these entrepreneurs. 760 00:45:23,320 --> 00:45:25,800 I liked their style of working. 761 00:45:25,880 --> 00:45:29,200 I liked the way they spoke and I know they have started right. 762 00:45:29,320 --> 00:45:30,920 People like these 763 00:45:31,000 --> 00:45:32,480 are the ones who make it big. 764 00:45:32,560 --> 00:45:34,320 They are doing such a great work. 765 00:45:34,440 --> 00:45:36,840 - They are creating a nice impact. I've seen it... - [camera clicking] 766 00:45:36,880 --> 00:45:38,800 When policemen will use 767 00:45:38,880 --> 00:45:40,680 their products while standing in scorching heat, 768 00:45:40,720 --> 00:45:42,920 it will reduce their cost and it can be distributed all over India. 769 00:45:42,920 --> 00:45:46,200 It is a product worth 770 00:45:46,520 --> 00:45:48,560 doing. 771 00:45:49,200 --> 00:45:52,000 Aman sir's experience with Boat... 772 00:45:52,080 --> 00:45:56,240 That hardware is also useful in many industrial applications. 773 00:45:56,720 --> 00:45:59,760 His R&D setup will help us a lot. 774 00:45:59,840 --> 00:46:02,800 And our R&D is also finding its way. 775 00:46:02,920 --> 00:46:06,840 We need guidance to set the profits and ecosystem. 776 00:46:06,920 --> 00:46:08,760 And that's where we had been struggling. 777 00:46:08,840 --> 00:46:10,560 His guidance will help us a lot. 778 00:46:11,080 --> 00:46:13,160 [music playing] 779 00:46:19,960 --> 00:46:21,560 Welcome to Acko changemakers 780 00:46:21,640 --> 00:46:23,240 where we really welcome change. 781 00:46:23,320 --> 00:46:27,440 And we saw a beautiful example of the same on our change makers wall. 782 00:46:27,720 --> 00:46:29,520 Technology is not just innovation 783 00:46:29,600 --> 00:46:31,840 but it is also a way of bringing big change in the world. 784 00:46:33,800 --> 00:46:36,480 Kausthub, Sreekanth and Anand. Friends, how are you? 785 00:46:36,680 --> 00:46:37,320 Good. 786 00:46:37,400 --> 00:46:40,200 - Welcome. How was the pitch? - Very nice. 787 00:46:40,280 --> 00:46:44,240 Among the viewers who are businessmen or factory owners, 788 00:46:44,400 --> 00:46:46,840 what changes can they bring 789 00:46:47,040 --> 00:46:48,920 in their working ecosystems 790 00:46:49,040 --> 00:46:52,720 that ensures the safety of their workers 791 00:46:52,840 --> 00:46:55,000 and also improvise their working conditions? 792 00:46:55,120 --> 00:46:58,360 Most factories in India 793 00:46:58,560 --> 00:47:00,920 consider safety only as a section they have to comply with. 794 00:47:01,080 --> 00:47:05,960 But when a working boy or girl lose their life, 795 00:47:06,120 --> 00:47:08,920 their family is affected for generations. 796 00:47:09,040 --> 00:47:12,840 - Yes. - I suggest factories to not consider safety as a mere compliance 797 00:47:12,920 --> 00:47:16,120 but keep in mind that we must not take away the life of a person 798 00:47:16,240 --> 00:47:17,840 who is giving us the life we live. It's not fair. 799 00:47:17,840 --> 00:47:19,200 What a great answer! 800 00:47:19,200 --> 00:47:22,080 And I really respect you for what you guys are doing. 801 00:47:22,200 --> 00:47:23,880 This is a change that we need. 802 00:47:23,960 --> 00:47:27,440 Just like that, Acko has come up with a revolutionary change 803 00:47:27,520 --> 00:47:29,560 to change the landscape of insurance, 804 00:47:29,680 --> 00:47:32,360 for example, 100% bill payments in health insurance 805 00:47:32,480 --> 00:47:34,840 so that the customer doesn't have to worry 806 00:47:34,920 --> 00:47:37,480 about out-of-pocket expenses while claiming their money. 807 00:47:37,640 --> 00:47:39,440 Respecting the change, 808 00:47:39,560 --> 00:47:42,840 we want to gift you something from Shark Tank and Acko. 809 00:47:45,760 --> 00:47:46,520 Congratulations! 810 00:47:46,560 --> 00:47:48,240 We really appreciate the change you're bringing. 811 00:47:48,280 --> 00:47:49,400 Thank you so much. 812 00:47:49,800 --> 00:47:50,920 [camera clicking] 813 00:48:01,960 --> 00:48:04,360 [theme music playing] 814 00:48:23,200 --> 00:48:26,520 Hi, Sharks. In the world full of Noobs, 815 00:48:26,600 --> 00:48:28,800 - everyone wants to be an OP. - An OP? 816 00:48:28,880 --> 00:48:32,600 But you need suitable gears to become an OP. 817 00:48:32,880 --> 00:48:35,560 Without the right gears, you can't be an NPC 818 00:48:35,640 --> 00:48:37,760 or an OP. 819 00:48:37,880 --> 00:48:42,240 But the high costs of gaming can burn your pockets. 820 00:48:42,360 --> 00:48:44,840 A console worth more than Rs. 50,000 821 00:48:44,920 --> 00:48:47,000 and games worth Rs. 3000 to Rs. 5000. 822 00:48:47,080 --> 00:48:50,800 Their prices will give you a headshot on your pockets. 823 00:48:51,080 --> 00:48:53,360 And after playing the game for once, 824 00:48:53,440 --> 00:48:56,880 the life of your gear is over. 825 00:48:56,960 --> 00:48:59,960 But, Sharks, just like your player 826 00:49:00,120 --> 00:49:02,440 gets a new life in every game, 827 00:49:02,520 --> 00:49:04,800 just like that, Dacby gives 828 00:49:04,880 --> 00:49:06,720 a new life to every gaming gear. 829 00:49:16,600 --> 00:49:19,560 Dacby is a re-commerce platform for gaming 830 00:49:19,680 --> 00:49:22,440 where the gamers can sell their old gaming gears 831 00:49:22,560 --> 00:49:25,040 for an instant payment. 832 00:49:41,640 --> 00:49:44,520 ...will be the talk of the town with emerging sports. 833 00:49:45,640 --> 00:49:49,880 The value of this industry is more than Rs. 20,000 crores. 834 00:49:50,120 --> 00:49:54,640 And when Dacby makes re-commerce in gaming accessible, 835 00:49:54,920 --> 00:49:56,680 then the sky is the limit. 836 00:49:57,840 --> 00:50:00,800 My vision is to make Dacby the MVP of India 837 00:50:00,880 --> 00:50:04,920 and South-East Asia in the coming five years. 838 00:50:05,000 --> 00:50:07,520 The Most Valuable Player! 839 00:50:07,600 --> 00:50:09,120 And for that, my ask is 840 00:50:09,240 --> 00:50:14,040 Rs. 75 lakhs in exchange of 2.2% of my company. 841 00:50:16,280 --> 00:50:18,080 Welcome to Shark Tank, Ayush. 842 00:50:18,640 --> 00:50:20,080 Where are you from? 843 00:50:20,240 --> 00:50:22,120 I am originally from Kanpur. 844 00:50:22,280 --> 00:50:24,080 But my office is in Gurgaon. 845 00:50:24,200 --> 00:50:25,920 Okay. And what is your qualification? 846 00:50:26,080 --> 00:50:30,120 I was studying CSE at IIT Jodhpur in the batch of 2023 847 00:50:30,280 --> 00:50:32,480 but I dropped out after a year 848 00:50:32,920 --> 00:50:35,080 because I wanted to do business. 849 00:50:35,200 --> 00:50:37,320 I dropped it and tried some business ideas. 850 00:50:37,400 --> 00:50:40,640 One second! Didn't you take a drop because of your current idea? 851 00:50:40,800 --> 00:50:43,480 You dropped your education and then started thinking about business. 852 00:50:44,600 --> 00:50:45,520 Wow! 853 00:50:45,600 --> 00:50:47,120 And what business did you start after that? 854 00:50:47,120 --> 00:50:48,920 I made a software 855 00:50:49,000 --> 00:50:52,160 to reduce the waiting time of the people who go for dine-in. 856 00:50:52,240 --> 00:50:53,840 I went to Bangalore 857 00:50:53,960 --> 00:50:57,160 and installed the software in 50 restaurants. 858 00:51:07,960 --> 00:51:10,520 I used to re-sell the games in the console. 859 00:51:10,600 --> 00:51:13,360 I thought of pursuing it as it was also my hobby. 860 00:51:13,480 --> 00:51:17,280 That's where I founded Dacby in Feb 2022. 861 00:51:18,000 --> 00:51:21,320 Dropping IIT is a big thing, bro. 862 00:51:22,920 --> 00:51:24,240 You could have done this simultaneously. 863 00:51:24,280 --> 00:51:26,440 I assumed everything to be quite easy. 864 00:51:26,520 --> 00:51:30,880 I thought I'll earn millions in two years of starting a business. 865 00:51:31,680 --> 00:51:33,920 I was too ambitious back then. 866 00:51:34,000 --> 00:51:37,840 Would you complete your IIT if you could go back in time? 867 00:51:38,560 --> 00:51:39,280 You have no regrets. 868 00:51:39,360 --> 00:51:41,240 Do you still think you did the right thing? 869 00:51:43,440 --> 00:51:45,600 Got it. Tell us more about Dacby. 870 00:51:45,720 --> 00:51:48,240 It is the same system like Cashify. 871 00:51:48,360 --> 00:51:49,640 Every product is listed 872 00:51:49,760 --> 00:51:52,280 along with the prices at which we purchase them. 873 00:51:52,800 --> 00:51:56,440 After refurbishing the inventory, if needed, 874 00:51:56,520 --> 00:51:58,280 we re-sell it. 875 00:51:58,360 --> 00:52:01,000 - Do you re-sell it on the same platform? - On our app and website. 876 00:52:01,120 --> 00:52:03,320 Let's have a look at your website. 877 00:52:05,240 --> 00:52:06,760 That's our app. 878 00:52:06,840 --> 00:52:08,680 Most of the orders are placed through the app. 879 00:52:08,760 --> 00:52:10,720 Are you the sole founder? 880 00:52:11,440 --> 00:52:14,640 Let me take you through the journey of selling it. 881 00:52:14,720 --> 00:52:16,560 If you wish to sell any console. 882 00:52:16,640 --> 00:52:18,920 All the consoles are listed here. 883 00:52:19,080 --> 00:52:21,680 For example, you want to sell this. 884 00:52:21,760 --> 00:52:26,080 All the prices are dynamic and follow an algorithm. 885 00:52:26,360 --> 00:52:30,000 You went through the prices and clicked on sell now. 886 00:52:30,320 --> 00:52:31,920 Then you entered the address. 887 00:52:35,360 --> 00:52:37,920 which is chosen by 5% customers 888 00:52:38,000 --> 00:52:39,800 where we pay you extra money. 889 00:52:46,520 --> 00:52:49,480 ...along with the selling process and will get picked up in 24 hours. 890 00:52:49,600 --> 00:52:51,240 Who will verify it? 891 00:52:51,440 --> 00:52:53,040 It will get picked up 892 00:52:53,160 --> 00:52:54,400 and go to the warehouse for QC. 893 00:53:01,320 --> 00:53:03,800 What is your scale of orders for now? 894 00:53:03,920 --> 00:53:06,080 We complete 1500 orders monthly 895 00:53:06,160 --> 00:53:07,320 with a sales of Rs. 30 lakhs. 896 00:53:07,400 --> 00:53:09,080 You sell 1500 products? 897 00:53:09,160 --> 00:53:13,040 Total orders are 1500 out of which 900 are sold to the customers 898 00:53:13,120 --> 00:53:16,080 and 600 units are purchased from the customers. 899 00:53:16,200 --> 00:53:19,240 You must mention that. 900 00:53:19,320 --> 00:53:22,760 You can't add it twice for sending it to the distributor. 901 00:53:22,880 --> 00:53:24,680 That makes it 900 orders. 902 00:53:26,280 --> 00:53:28,120 - And are you making any profit? - No. 903 00:53:28,240 --> 00:53:29,400 What is your monthly loss? 904 00:53:29,480 --> 00:53:32,320 Last month, I made a loss of Rs. 20,000. 905 00:53:32,400 --> 00:53:35,040 But I lost Rs. 3 lakhs and Rs. 5 lakhs additionally. 906 00:53:35,120 --> 00:53:37,040 So an average burn of Rs. 5 lakhs 907 00:53:37,120 --> 00:53:38,720 You said you are a single founder. 908 00:53:38,800 --> 00:53:39,960 Who is financing this? 909 00:53:40,040 --> 00:53:41,680 We did raise funds. 910 00:53:42,440 --> 00:53:46,240 Six months after incorporation, we raised our first funding 911 00:53:46,400 --> 00:53:49,520 which was Rs. 1.2 crore on a valuation of Rs. 15 crores. 912 00:53:49,840 --> 00:53:52,720 In June 2023, 913 00:53:52,800 --> 00:53:55,240 we raised Rs. 37 lakhs. 914 00:53:55,320 --> 00:53:57,160 - At what valuation? - Rs. 34 crores. 915 00:53:57,320 --> 00:54:00,040 Rs. 34 crores! That's the valuation today. 916 00:54:01,040 --> 00:54:03,080 In November 2023, 917 00:54:03,200 --> 00:54:05,280 under Startup India, 918 00:54:05,400 --> 00:54:08,240 we received convertibles worth Rs. 50 lakhs. 919 00:54:12,240 --> 00:54:15,080 But then, you say, 'We.' What does that mean? 920 00:54:15,880 --> 00:54:17,760 No. We were three founders in the beginning. 921 00:54:17,880 --> 00:54:19,760 - Oh! Say it that way. - We split a year ago. 922 00:54:19,880 --> 00:54:21,840 - Were those two dropouts, as well? - Yes. 923 00:54:21,920 --> 00:54:23,600 - From IIT Jodhpur? - Yes. 924 00:54:23,720 --> 00:54:24,520 What happened, then? 925 00:54:24,640 --> 00:54:26,400 All our friends 926 00:54:26,520 --> 00:54:27,800 were from IIT. 927 00:54:27,880 --> 00:54:29,120 Nobody got a job. 928 00:54:29,200 --> 00:54:31,440 When everyone started getting competent salaries, 929 00:54:31,560 --> 00:54:35,640 many conflicts arose. They felt forced to drop out. 930 00:54:35,720 --> 00:54:38,800 - Oh! Did you force them to drop out? - Did you do that? 931 00:54:39,000 --> 00:54:40,080 Do you agree? 932 00:54:40,400 --> 00:54:41,640 He's proud. 933 00:54:41,760 --> 00:54:42,920 What happened later? 934 00:54:43,000 --> 00:54:46,600 The issues grew so much that only one team could stay. 935 00:54:47,680 --> 00:54:49,360 Then, I gave them an exit for Rs 20 lakhs. 936 00:54:49,440 --> 00:54:51,000 - How did you make the money? - Where did you get it from? 937 00:54:51,040 --> 00:54:52,840 Rs 20 lakhs was a debt 938 00:54:53,000 --> 00:54:56,160 - from another company's founder. - Oh, wow! 939 00:55:04,120 --> 00:55:06,680 I like your father. 940 00:55:06,760 --> 00:55:09,040 First, he gave you a game in exchange for getting marks. 941 00:55:09,120 --> 00:55:11,480 Then, you dropped out of IIT. He didn't say anything to you. 942 00:55:11,920 --> 00:55:15,000 Then, he gave you Rs 20 lakhs to repay your loan. 943 00:55:15,080 --> 00:55:18,320 He is ready to sell the house if I need money for my business. 944 00:55:18,400 --> 00:55:20,160 - Wow! - Oh, wow! Amazing! 945 00:55:20,240 --> 00:55:22,080 Are you their only son? No siblings? 946 00:55:22,160 --> 00:55:23,960 I have a sister. She's studying at IIT. 947 00:55:24,080 --> 00:55:25,160 She's in her second year. 948 00:55:25,280 --> 00:55:27,400 - Please don't ask her to drop out. - Please don't ask her to drop out. 949 00:55:27,400 --> 00:55:29,160 I am scared of you now. 950 00:55:29,680 --> 00:55:32,320 Is this an ongoing global model 951 00:55:32,400 --> 00:55:35,040 you're trying to copy in India? 952 00:55:35,440 --> 00:55:38,920 - Its global player is gamestop.com. - Games? 953 00:55:39,000 --> 00:55:39,800 Gamestop.com. 954 00:55:39,880 --> 00:55:41,600 - Gamestop? - Yes. 955 00:55:42,000 --> 00:55:43,120 Tell us about it. 956 00:55:43,200 --> 00:55:45,560 They earn a revenue 957 00:55:45,640 --> 00:55:47,560 - of 5 billion USD yearly. - I see. 958 00:55:47,640 --> 00:55:49,800 That company is not doing so well currently. 959 00:55:49,880 --> 00:55:51,920 They used to have multiple physical stores. 960 00:55:52,000 --> 00:55:55,600 After Covid struck, people weren't too keen 961 00:55:55,720 --> 00:55:58,240 on visiting physical stores. Their stocks are currently down. 962 00:55:58,360 --> 00:55:59,720 The second thing is that 963 00:55:59,800 --> 00:56:03,400 they were depending on physical CD games. 964 00:56:03,480 --> 00:56:06,880 When people shifted to digital, 965 00:56:06,960 --> 00:56:08,280 their revenue went down. 966 00:56:08,400 --> 00:56:11,640 Are you trying to replicate a business that isn't doing well? 967 00:56:11,960 --> 00:56:14,360 It is not doing well currently. 968 00:56:14,480 --> 00:56:16,040 But they will also recover. 969 00:56:16,320 --> 00:56:19,480 Many companies might be receiving products for repair. 970 00:56:19,560 --> 00:56:21,080 We also are a part of the gaming category. 971 00:56:21,080 --> 00:56:23,600 We have a series called Immortal. We sell that. 972 00:56:23,760 --> 00:56:26,520 Many of our products are returned, too. 973 00:56:26,640 --> 00:56:28,160 You can sell those, too. 974 00:56:28,240 --> 00:56:30,800 Aman sir, I've not tried this yet. 975 00:56:30,840 --> 00:56:33,600 But I have finalised a deal with Cashify recently. 976 00:56:33,720 --> 00:56:36,920 I met their founder, and he liked it. 977 00:56:37,080 --> 00:56:40,000 So, our procurement will now also be through Cashify. 978 00:56:40,120 --> 00:56:41,160 I see. 979 00:56:41,240 --> 00:56:42,600 What will Cashify do for you? 980 00:56:42,720 --> 00:56:44,480 Whoever visits Cashify 981 00:56:44,560 --> 00:56:47,240 to sell their console will be redirected to Dacby. 982 00:56:58,640 --> 00:57:01,440 But the console market is too small. 983 00:57:02,920 --> 00:57:05,120 Our gaming market 984 00:57:05,240 --> 00:57:07,480 is from 2.5 billion dollars to 3 billion dollars. 985 00:57:07,560 --> 00:57:11,920 80 per cent of it is cell phone and real money gaming. 986 00:57:12,000 --> 00:57:14,800 10 to 15 per cent of it is PC gaming. 987 00:57:14,880 --> 00:57:17,200 Only 5 per cent of it is console gaming. 988 00:57:17,280 --> 00:57:20,000 The console gaming market is not so big as of now. 989 00:57:20,200 --> 00:57:21,920 I, too, must focus 990 00:57:22,040 --> 00:57:25,400 on the bigger market if I want the company to grow. 991 00:57:25,960 --> 00:57:28,400 So, the next step, 992 00:57:28,520 --> 00:57:31,320 which will be in a month or two, 993 00:57:31,400 --> 00:57:33,160 is to enter PC gaming. 994 00:57:53,400 --> 00:57:57,200 The first reason is that I got its domain at a cheaper rate. 995 00:57:57,560 --> 00:58:00,200 - Thinking like an entrepreneur. Well done. - Amazing! 996 00:58:00,400 --> 00:58:02,400 The second one is 997 00:58:02,520 --> 00:58:04,040 that when I made the dining software, 998 00:58:04,120 --> 00:58:07,440 my professor named it Dining At Canteen By You. 999 00:58:07,520 --> 00:58:12,080 - Dining At Canteen By You is not reselling games. - Oh! 1000 00:58:12,160 --> 00:58:14,200 But Dacby is a catchy name. 1001 00:58:14,320 --> 00:58:16,280 Dining At Canteen By You! 1002 00:58:18,000 --> 00:58:19,720 You're fulfilling 30 orders a day currently. 1003 00:58:19,720 --> 00:58:21,240 How much is its marketing cost? 1004 00:58:21,360 --> 00:58:23,440 Our marketing budget was Rs 5 lakhs, 1005 00:58:23,520 --> 00:58:25,600 including buying and selling. 1006 00:58:26,680 --> 00:58:29,040 Our gross margin is 24 per cent. 1007 00:58:29,120 --> 00:58:31,920 Suppose our sales was of Rs 100. 1008 00:58:32,000 --> 00:58:35,080 Out of that, 76 per cent is COGS. 1009 00:58:35,360 --> 00:58:38,160 Around 15 per cent is marketing. 1010 00:58:38,240 --> 00:58:39,920 13 per cent is for salaries. 1011 00:58:40,000 --> 00:58:42,480 Four per cent is for rent and warehousing. 1012 00:58:42,560 --> 00:58:44,880 Another 4 per cent is operational cost. 1013 00:58:44,960 --> 00:58:47,640 2 per cent is spent on IT. Other costs are around 4 per cent. 1014 00:58:47,720 --> 00:58:50,960 So, the burn comes up to -16 per cent. 1015 00:58:51,600 --> 00:58:53,520 I wanted to ask you something. 1016 00:58:53,600 --> 00:58:55,880 Do you have some cash in your bank right now? 1017 00:58:56,000 --> 00:58:57,840 - Rs 15 lakhs. - Do you have Rs 15 lakhs? 1018 00:58:58,080 --> 00:58:59,080 You have runway. 1019 00:59:00,240 --> 00:59:02,080 It's a little less, but I can manage. 1020 00:59:02,360 --> 00:59:03,080 You can manage! 1021 00:59:03,160 --> 00:59:04,600 [laughing] 1022 00:59:05,560 --> 00:59:07,240 Your honesty is brilliant. 1023 00:59:07,320 --> 00:59:09,680 Are you confident you can manage it? 1024 00:59:09,920 --> 00:59:10,920 Yes. 1025 00:59:11,360 --> 00:59:12,920 The market you are in 1026 00:59:13,000 --> 00:59:14,400 is too small. 1027 00:59:14,480 --> 00:59:17,000 As far as I understand, console gaming 1028 00:59:17,080 --> 00:59:18,760 is not increasing much in India, although it might be on the rise. 1029 00:59:18,800 --> 00:59:20,040 But how much can it grow? 1030 00:59:27,320 --> 00:59:30,880 How much money do you personally have right now? 1031 00:59:31,520 --> 00:59:33,200 - Around Rs 4,000 to 5,000. - Oh! 1032 00:59:33,320 --> 00:59:35,840 Do you only have that much? Don't you get a salary? 1033 00:59:36,200 --> 00:59:38,400 I've not taken it for a year. 1034 00:59:39,360 --> 00:59:41,440 How are you managing your house? 1035 00:59:41,520 --> 00:59:43,800 I take pocket money of Rs 30,000 from my family. 1036 00:59:43,880 --> 00:59:46,720 I hope you're not joking. 1037 00:59:47,160 --> 00:59:48,160 Is that all you have? 1038 00:59:48,280 --> 00:59:50,800 Yes. I will adjust. 1039 00:59:51,120 --> 00:59:53,120 You are a fighter. 1040 00:59:53,920 --> 00:59:56,840 Ritesh, he reminds me of you. 1041 01:00:00,160 --> 01:00:01,720 Is there anyone else in your team? 1042 01:00:01,920 --> 01:00:03,040 I have 16 people. 1043 01:00:03,120 --> 01:00:04,000 16 people? 1044 01:00:04,120 --> 01:00:05,440 - Yes. - What is their salary? 1045 01:00:05,520 --> 01:00:07,600 An average salary is Rs 23,000. 1046 01:00:07,680 --> 01:00:10,120 I give away Rs 3.5 lakhs monthly as salaries. 1047 01:00:22,640 --> 01:00:24,840 You will be fine if you know 1048 01:00:24,920 --> 01:00:26,760 what you're doing and learn from it. 1049 01:00:26,880 --> 01:00:29,360 Continue learning, and keep going. Best of luck. I am out. 1050 01:00:31,360 --> 01:00:33,920 This decision is hard for me. 1051 01:00:34,240 --> 01:00:36,120 - Namita told me earlier. - Yeah. 1052 01:00:43,360 --> 01:00:46,840 I didn't have a place to stay. I used to live on rent. 1053 01:00:47,040 --> 01:00:50,160 My parents would've called me home had I called them. 1054 01:00:50,400 --> 01:00:53,120 Your background is fascinating. 1055 01:00:53,400 --> 01:00:57,560 Look. Your issue is that it's unclear 1056 01:00:58,080 --> 01:01:01,360 whether your business is a feature or an industry. 1057 01:01:02,360 --> 01:01:05,000 Unfortunately, I am out because of that. 1058 01:01:07,480 --> 01:01:09,640 Your personal situation seems challenging. 1059 01:01:10,320 --> 01:01:13,600 So, our family office has a fellowship program. 1060 01:01:13,760 --> 01:01:15,080 We give away grants in that. 1061 01:01:15,280 --> 01:01:16,720 We don't take equity in that. 1062 01:01:17,040 --> 01:01:20,160 We will give a grant of Rs 10 lakhs in that. 1063 01:01:20,840 --> 01:01:23,040 But don't use that money for your company. 1064 01:01:23,120 --> 01:01:24,360 Use it 1065 01:01:24,480 --> 01:01:26,400 to improve yourself. 1066 01:01:26,480 --> 01:01:28,680 I know you will find a good business with that. 1067 01:01:28,760 --> 01:01:30,120 I wish you all the best. 1068 01:01:30,400 --> 01:01:31,480 Thank you, Ritesh sir. 1069 01:01:31,560 --> 01:01:34,200 Unfortunately, I am out because of the valuation. 1070 01:01:35,000 --> 01:01:36,800 You said, 1071 01:01:43,080 --> 01:01:44,760 You have confidence 1072 01:01:45,360 --> 01:01:47,760 and crazy courage. 1073 01:01:48,200 --> 01:01:50,960 Phew! Amazing entrepreneur! 1074 01:01:51,080 --> 01:01:53,560 I wish you all the best. 1075 01:01:53,800 --> 01:01:56,680 Please take advantage of his fellowship. 1076 01:01:56,800 --> 01:02:01,720 I hope you succeed, and we will soon hear your story someday. 1077 01:02:02,840 --> 01:02:04,160 This industry is good. 1078 01:02:05,040 --> 01:02:06,160 The industry is excellent. 1079 01:02:06,480 --> 01:02:10,040 But my view is a little different. 1080 01:02:10,200 --> 01:02:13,240 You went to IIT and left it. That was your gravest mistake. 1081 01:02:13,360 --> 01:02:14,440 [tense music playing] 1082 01:02:14,560 --> 01:02:17,360 You asked your friends to drop out. That was another mistake. 1083 01:02:18,080 --> 01:02:21,000 You took money from your father. Another mistake! 1084 01:02:24,560 --> 01:02:28,120 Calling you a good entrepreneur will be a mistake today. 1085 01:02:28,360 --> 01:02:29,640 You are not a good entrepreneur. 1086 01:02:32,400 --> 01:02:33,880 You cannot do entrepreneurship. 1087 01:02:34,200 --> 01:02:35,480 I am being honest. 1088 01:02:35,800 --> 01:02:36,960 You are too raw. 1089 01:02:37,240 --> 01:02:38,480 You are still naive. 1090 01:02:38,560 --> 01:02:42,360 My suggestion to you is to stop running a business. 1091 01:02:42,880 --> 01:02:45,320 Work hard and take up a job. 1092 01:02:46,560 --> 01:02:49,800 You can get a job if you try. But you don't want to try. 1093 01:02:53,200 --> 01:02:55,640 Aman sir, 1094 01:02:55,720 --> 01:02:57,920 something good will take place 1095 01:02:58,000 --> 01:03:00,280 in this business in some years, if not now. 1096 01:03:00,360 --> 01:03:01,520 Yeah! 1097 01:03:03,080 --> 01:03:05,360 I want to try some more. 1098 01:03:05,480 --> 01:03:07,640 Do it. I feel you're going wrong. 1099 01:03:10,680 --> 01:03:11,800 That's all I want to say. 1100 01:03:12,040 --> 01:03:15,320 - And your decision is? - Unfortunately, I am out. 1101 01:03:17,160 --> 01:03:18,920 All five sharks are out. 1102 01:03:27,120 --> 01:03:28,200 Thank you. 1103 01:03:29,480 --> 01:03:31,680 [sombre music playing] 1104 01:03:40,800 --> 01:03:41,360 Hello, Ayush. 1105 01:03:41,440 --> 01:03:44,120 - Welcome to the PokerBaazi zone, where you can hold the cards. - Hi. 1106 01:03:44,160 --> 01:03:46,760 Poker is similar to business. 1107 01:03:51,920 --> 01:03:53,280 - and improve your skills. - Yes. 1108 01:04:18,480 --> 01:04:20,720 - Setting their priority is crucial. - Yes. 1109 01:04:20,800 --> 01:04:24,480 You should choose five functions from these ten 1110 01:04:24,600 --> 01:04:26,160 according to your priority. 1111 01:04:26,240 --> 01:04:28,960 Rank them from Royal Flush to Flush. 1112 01:04:29,440 --> 01:04:32,840 - The first would be Operations and logistics. - Sure, place it. 1113 01:04:33,320 --> 01:04:36,120 Very interesting! Okay. 1114 01:04:36,360 --> 01:04:39,360 - Then, customer service. - Customer service! 1115 01:04:39,600 --> 01:04:41,640 Importance! Straight flush! 1116 01:04:41,800 --> 01:04:44,520 Then, Quality assurance. 1117 01:04:45,440 --> 01:04:48,280 Okay. Four of a kind. 1118 01:04:48,920 --> 01:04:50,280 Tech and product. 1119 01:04:50,360 --> 01:04:52,360 Tech and product are essential. 1120 01:04:52,480 --> 01:04:55,320 - Marketing. - Oh! Marketing? 1121 01:04:56,160 --> 01:04:58,960 At flush! He still hasn't opted for Team culture. Take a look. 1122 01:04:59,040 --> 01:05:01,480 That's why his friends abandoned him. 1123 01:05:31,560 --> 01:05:33,760 Jaquar presents Bringing good ideas to life. 1124 01:05:33,840 --> 01:05:36,760 Shark Tank India has seen a new wave of entrepreneurs. 1125 01:05:36,880 --> 01:05:40,320 These entrepreneurs are setting new trends with their ideas 1126 01:05:40,400 --> 01:05:42,200 and solving tedious challenges. 1127 01:05:42,320 --> 01:05:44,640 Some are trying to organise their industries. 1128 01:05:44,720 --> 01:05:47,560 Some are creating new categories and opportunities, 1129 01:05:47,800 --> 01:05:49,280 just like our sharks. 1130 01:05:49,520 --> 01:05:51,120 Don't you remember? 1131 01:05:51,200 --> 01:05:53,360 No problem. We'll watch it. 1132 01:05:55,360 --> 01:05:56,360 Oh, wow! 1133 01:05:57,880 --> 01:06:01,520 'Indian clubs are the world's original workout tool.' 1134 01:06:02,200 --> 01:06:04,320 'We not only make clubs,' 1135 01:06:04,440 --> 01:06:07,080 'but also teach how to use it.' 1136 01:06:07,200 --> 01:06:09,440 'C'mon, Sultan. You can do it!' 1137 01:06:09,520 --> 01:06:10,880 'Swing! Lift!' 1138 01:06:10,960 --> 01:06:12,840 'Oh!' 1139 01:06:12,960 --> 01:06:14,440 'Welcome to play with Imagimake.' 1140 01:06:14,560 --> 01:06:17,400 'We make games, puzzles and DIY kits' 1141 01:06:17,480 --> 01:06:20,000 'for India and children worldwide.' 1142 01:06:20,080 --> 01:06:23,160 - 'Our customer sales last month was Rs 4 crores. - Woah!' 1143 01:06:23,240 --> 01:06:25,440 'We will touch Rs 28 crores this year.' 1144 01:06:25,520 --> 01:06:29,240 - 'Our last month's sale was Rs 2.63 crores. - Gosh!' 1145 01:06:29,560 --> 01:06:32,760 'We will close this financial year at almost Rs 23 crores.' 1146 01:06:32,840 --> 01:06:35,880 'Our net sales was Rs 1 crore in an hour.' 1147 01:06:36,440 --> 01:06:38,480 'That is a dream for a lot of businesses.' 1148 01:06:38,840 --> 01:06:41,120 'Sharks, I come from a business family.' 1149 01:06:41,200 --> 01:06:45,080 'We have only one rule. See a problem? Solve it!' 1150 01:06:45,200 --> 01:06:47,400 'Today, I can proudly say' 1151 01:06:47,520 --> 01:06:50,240 'that I've funded my graduation, MBA' 1152 01:06:50,320 --> 01:06:52,720 - 'and entire life with that business. - Wow!' 1153 01:06:52,800 --> 01:06:54,360 'By the way, I have to tell you' 1154 01:06:54,440 --> 01:06:57,520 'that I've played with many of your products.' 1155 01:06:57,600 --> 01:06:59,600 'Solid! I love this new India.' 1156 01:06:59,680 --> 01:07:02,880 'You will make India the greatest country ever.' 1157 01:07:04,160 --> 01:07:05,440 'You are a firecracker.' 1158 01:07:05,560 --> 01:07:07,280 'I am starting to feel that' 1159 01:07:07,360 --> 01:07:09,280 'extraordinary is the new ordinary.' 1160 01:07:11,000 --> 01:07:13,320 All the pitchers proved one thing. 1161 01:07:13,440 --> 01:07:15,600 Proudly made in India for the world, 1162 01:07:16,200 --> 01:07:17,760 just like Jaquar. 1163 01:07:28,920 --> 01:07:31,800 The Shark with us today is very encouraging. 1164 01:07:31,880 --> 01:07:34,960 He claps when a flight takes off and says, 'Come on! You can do it.' 1165 01:07:38,720 --> 01:07:42,320 Sir, this question is by Barkha Kumari from Vishakhapatnam. 1166 01:08:01,720 --> 01:08:02,560 I feel delighted that 1167 01:08:02,640 --> 01:08:04,760 the question has come from someone near our house. 1168 01:08:05,240 --> 01:08:08,240 Ms Barkha, 1169 01:08:08,760 --> 01:08:09,920 I feel fortunate. 1170 01:08:43,440 --> 01:08:46,320 See you in the next Ask the Shark with a new question and a new Shark.