1 00:00:20,280 --> 00:00:22,080 [clanking] 2 00:00:29,760 --> 00:00:31,440 [music playing] 3 00:00:50,520 --> 00:00:52,160 [theme music playing] 4 00:01:15,480 --> 00:01:16,800 [theme music concludes] 5 00:01:16,960 --> 00:01:21,640 - Sharks, the skin of newborn babies is extremely delicate. - Hmm. 6 00:01:21,720 --> 00:01:25,120 We do everything we can to protect it. 7 00:01:25,560 --> 00:01:26,800 We give them massages 8 00:01:26,880 --> 00:01:30,640 and use specialised creams on their skin. 9 00:01:31,240 --> 00:01:33,200 But when the baby turns four, 10 00:01:33,440 --> 00:01:37,120 we say, "Phew! We're past the stage of giving them that extra care." 11 00:01:37,720 --> 00:01:39,400 And we give the babies 12 00:01:39,480 --> 00:01:42,680 our family's general skincare products 13 00:01:43,160 --> 00:01:46,880 or continue using the same baby products, 14 00:01:47,120 --> 00:01:51,040 but adult products are really harsh on them 15 00:01:51,160 --> 00:01:53,280 whereas baby products are very mild. 16 00:01:53,400 --> 00:01:57,480 Most of the personal care products contain harmful chemicals 17 00:01:57,560 --> 00:01:59,640 called endocrine disruptors. 18 00:02:05,720 --> 00:02:08,520 ...hormonal issues such as polycystic ovaries 19 00:02:08,600 --> 00:02:11,000 and early puberty, 20 00:02:11,360 --> 00:02:14,520 and they can even increase the risk of cancer. 21 00:02:15,520 --> 00:02:20,520 We identified this very gap in the personal care industry 22 00:02:20,600 --> 00:02:22,560 and came up with Tikitoro! 23 00:02:23,040 --> 00:02:24,320 Hello, Sharks. 24 00:02:29,320 --> 00:02:31,280 Research tells us 25 00:02:31,520 --> 00:02:35,080 that kids and teens can't use the same products. 26 00:02:48,480 --> 00:02:51,480 ...based on the feedback from our parent-focus group. 27 00:02:52,600 --> 00:02:56,120 Each of our products is climatologically tested 28 00:02:56,200 --> 00:02:57,920 and paediatrician-verified. 29 00:03:16,640 --> 00:03:18,960 Right now, we operate from our website 30 00:03:19,080 --> 00:03:20,800 and e-commerce channels. 31 00:03:25,080 --> 00:03:29,920 ...and my ask for today is Rs. 25 lakhs for 0.5% equity. 32 00:03:30,080 --> 00:03:31,080 Wow! 33 00:03:45,120 --> 00:03:47,200 - Lovely to have you here. - Thank you. 34 00:03:47,280 --> 00:03:50,120 And sounds like a very exciting set of products. 35 00:03:50,200 --> 00:03:52,720 First, we would like to know about you. 36 00:03:52,760 --> 00:03:55,560 I'm a mother of a ten-year-old son. 37 00:03:55,960 --> 00:03:59,400 After undergoing infertility treatment for seven years, 38 00:03:59,480 --> 00:04:00,480 I had a baby. 39 00:04:00,920 --> 00:04:03,560 And I went through hormonal imbalances. 40 00:04:03,680 --> 00:04:05,120 At that time, 41 00:04:05,240 --> 00:04:08,720 I learned how endocrine disruptors harmed the body. 42 00:04:08,840 --> 00:04:09,920 Having gone through it, 43 00:04:10,000 --> 00:04:12,080 I did not want my son to go through it. 44 00:04:12,160 --> 00:04:16,160 I needed something which was safe, convenient and effective. 45 00:04:16,480 --> 00:04:18,680 And that is why Tikitoro came to be. 46 00:04:19,240 --> 00:04:21,920 From 2015 to 2020, 47 00:04:22,080 --> 00:04:23,600 a lot of mothers... 48 00:04:30,480 --> 00:04:32,120 And they make a lot of claims. 49 00:04:32,200 --> 00:04:36,320 For instance, paraben sulphate-free and alcohol-free. 50 00:04:36,400 --> 00:04:38,840 Did you not like their products? 51 00:04:38,920 --> 00:04:42,760 - Those were all baby products made for newborn skin... - Right. 52 00:04:42,840 --> 00:04:47,200 But this is especially for kids who have outgrown baby products 53 00:04:47,400 --> 00:04:50,560 and are still too young for adult products. 54 00:04:50,720 --> 00:04:53,640 I didn't find anything for that older kids age group, 55 00:04:53,720 --> 00:04:55,400 and that is how Tikitoro came to be. 56 00:04:55,480 --> 00:04:57,760 Prasanna, actually, the Sebamed Baby Lotion 57 00:04:57,840 --> 00:05:00,680 sells entirely on a pH of 5.5. 58 00:05:00,800 --> 00:05:01,920 - Yes. - That's their hook. 59 00:05:07,200 --> 00:05:09,080 It has the same pH of 5.5. 60 00:05:09,400 --> 00:05:11,920 We have expert formulators on board. 61 00:05:12,000 --> 00:05:13,080 I'm not a formulator. 62 00:05:13,160 --> 00:05:14,560 What's your educational background? 63 00:05:14,640 --> 00:05:17,240 - I did engineering first. - Okay. 64 00:05:17,320 --> 00:05:20,360 After that, I did an MBA in Marketing 65 00:05:20,440 --> 00:05:21,880 from Symbiosis, Pune. 66 00:05:28,120 --> 00:05:29,040 Before that, 67 00:05:29,120 --> 00:05:31,600 for 14 years, I was in a full-time job 68 00:05:31,840 --> 00:05:34,520 which was a 24/7... 69 00:05:34,720 --> 00:05:35,960 I learnt multi-tasking. 70 00:05:36,040 --> 00:05:39,400 I learnt everything like delegation and other things. 71 00:05:39,480 --> 00:05:42,160 - What was your job role? - I was a full-time homemaker. 72 00:05:42,280 --> 00:05:43,840 - Wow. - Whoa, nice. 73 00:05:43,960 --> 00:05:46,160 - It's a very important job. - Exactly. 74 00:05:52,560 --> 00:05:55,720 ...disregard and discount homemakers. 75 00:05:55,800 --> 00:05:57,400 But I'll tell you, you're so right. 76 00:05:57,480 --> 00:06:01,040 First, a homemaker's job is unpaid and underappreciated. 77 00:06:01,120 --> 00:06:05,000 On top of it, they manage a lot of chaos. 78 00:06:05,080 --> 00:06:07,360 - So, I'm very glad you brought up this point. - Yes. 79 00:06:07,480 --> 00:06:09,240 Prasanna, can we see the products? 80 00:06:09,320 --> 00:06:10,720 Of course, I'll give them to you. 81 00:06:11,040 --> 00:06:12,480 [light-hearted music playing] 82 00:06:16,120 --> 00:06:18,760 Actually, our Kids Shampoo is our bestseller. 83 00:06:18,840 --> 00:06:19,840 Kids... 84 00:06:20,080 --> 00:06:22,240 I'll take the bodywash... 85 00:06:29,000 --> 00:06:30,000 Thank you. 86 00:06:30,800 --> 00:06:31,960 - Thank you. - Sir... 87 00:06:36,920 --> 00:06:38,040 - Prasanna! - Yes? 88 00:06:38,120 --> 00:06:39,200 What are their prices? 89 00:06:52,640 --> 00:06:54,240 You've got many... 90 00:06:54,920 --> 00:06:56,920 Like centella asiatica, 91 00:06:58,000 --> 00:06:59,640 glycinate, indica fruit... 92 00:07:10,280 --> 00:07:12,560 I go through the formulations of all the products. 93 00:07:12,720 --> 00:07:15,440 Generally, the four to five key ingredients 94 00:07:15,520 --> 00:07:17,200 - that make the marketing dose... - Exactly. 95 00:07:17,280 --> 00:07:20,880 Are added up to 0.1% and are written right at the end. 96 00:07:20,960 --> 00:07:23,640 - It's just called marketing dosing. - Exactly. 97 00:07:23,760 --> 00:07:25,320 And there's no real value. 98 00:07:25,400 --> 00:07:28,680 So, if you want to add 2 to 3% of centella asiatica, 99 00:07:28,800 --> 00:07:31,000 it'd be a costly affair. But you're able to put that. 100 00:07:31,120 --> 00:07:32,120 Yes, we are. 101 00:07:32,160 --> 00:07:34,840 See, at the end of the day, as I said I'm a mother 102 00:07:34,920 --> 00:07:36,600 and I want the best for the kids. 103 00:07:36,720 --> 00:07:39,160 And that is what I'm really passionate about. 104 00:07:39,280 --> 00:07:41,480 You haven't invested in the packaging at all. 105 00:07:41,560 --> 00:07:43,560 For such high-quality ingredients, 106 00:07:43,640 --> 00:07:45,280 this is not doing justice to your brand. 107 00:07:45,360 --> 00:07:46,440 I agree with you. 108 00:07:46,560 --> 00:07:48,520 By the way, these are not stock bottles. 109 00:07:48,640 --> 00:07:50,720 We invested in moulds. 110 00:07:50,840 --> 00:07:52,520 We had a few shapes 111 00:07:52,640 --> 00:07:54,240 and we asked the kids. 112 00:07:54,360 --> 00:07:56,360 This was easier for them to hold. 113 00:07:56,480 --> 00:07:59,520 The pump was also stable when kept in the toilet. 114 00:07:59,600 --> 00:08:02,880 So, it was all made for functionality and convenience. 115 00:08:03,960 --> 00:08:05,200 When did you start this? 116 00:08:05,320 --> 00:08:08,800 We launched Tikitoro in December 2021. 117 00:08:11,920 --> 00:08:15,440 Year one was only three months which was Rs. 6 lakhs in revenue. 118 00:08:15,640 --> 00:08:19,200 In year two, we did about Rs. 2 crores in revenue. 119 00:08:19,280 --> 00:08:22,040 - Wow! - Year three, that's FY 2024, 120 00:08:22,200 --> 00:08:24,680 - was Rs. 8.2 crores revenue. - Wow. 121 00:08:24,800 --> 00:08:29,240 Now, year-to-date, we've already done over Rs. 8.5 crores. 122 00:08:29,320 --> 00:08:30,920 - Wow! Well done. - What! 123 00:08:31,000 --> 00:08:32,600 Very good. 124 00:08:33,920 --> 00:08:35,320 And how much are you going to do? 125 00:08:35,400 --> 00:08:36,480 Rs. 17 crores. 126 00:08:48,440 --> 00:08:50,560 The EBITDA was -49%. 127 00:09:01,720 --> 00:09:04,320 So, you must have raised capital. 128 00:09:04,560 --> 00:09:06,200 No, we've fully invested in it. 129 00:09:06,280 --> 00:09:07,520 - Really? - Yes. 130 00:09:07,600 --> 00:09:09,920 - You've invested your own money. - Yes. 131 00:09:10,000 --> 00:09:11,480 You've invested Rs. 8 crores, 132 00:09:14,400 --> 00:09:16,240 Yes, we have. 133 00:09:18,440 --> 00:09:19,760 And how are you funding this? 134 00:09:19,880 --> 00:09:22,040 It is my and my husband's savings. Family savings. 135 00:09:22,120 --> 00:09:23,640 - Good for you. - And... Yes. 136 00:09:23,960 --> 00:09:26,520 And we have Rs. 2 crores of bank overdraft. 137 00:09:26,600 --> 00:09:28,840 Let's try to understand why you've made such huge losses. 138 00:09:29,520 --> 00:09:31,280 Okay? Let's delve into unit economics. 139 00:09:31,360 --> 00:09:35,040 Okay. Our COGS is 31% and inward logistics is 1%. 140 00:09:35,120 --> 00:09:37,600 So, the gross margin comes to 68%. 141 00:09:37,800 --> 00:09:42,240 The CM1, where you take away the marketplaces, the commissions, 142 00:09:42,400 --> 00:09:44,080 last mile delivery 143 00:09:44,160 --> 00:09:46,360 and you remove the warehouse charges and all that, 144 00:09:46,440 --> 00:09:50,440 - comes to 48%. - Yes. 145 00:09:50,600 --> 00:09:54,640 And after the marketing spend, the CM2 is about 5%. 146 00:09:54,880 --> 00:09:58,840 Then come our fixed costs, our team, other charges and everything else. 147 00:09:58,920 --> 00:10:02,080 That's why our EBITDA is -20%. 148 00:10:07,120 --> 00:10:08,600 25%... 149 00:10:08,680 --> 00:10:11,200 - That's Rs. 40 lakhs a month. - Rs. 40 lakhs. 150 00:10:11,320 --> 00:10:12,520 That's what's killing you. 151 00:10:12,640 --> 00:10:14,160 Can you explain that break-up? 152 00:10:14,240 --> 00:10:16,640 Okay. So, we have a team of 20. 153 00:10:16,800 --> 00:10:20,120 The salaries come to about... 11% goes into that. 154 00:10:20,200 --> 00:10:22,040 So, are the salaries Rs. 20 lakhs? 155 00:10:37,880 --> 00:10:39,120 ...you're building a start-up? 156 00:10:39,200 --> 00:10:41,040 I'm actually building a bigger brand 157 00:10:41,400 --> 00:10:43,600 and this is in the start-up stage right now. 158 00:10:44,280 --> 00:10:45,920 We can't chase perfection... 159 00:10:50,800 --> 00:10:53,360 You're trying to build a Rolls-Royce out of your business here, 160 00:10:53,440 --> 00:10:55,520 but don't have the traction to show for it... 161 00:11:03,080 --> 00:11:06,880 When you're building a large house or a big structure, 162 00:11:07,040 --> 00:11:09,120 your foundation has to be right. 163 00:11:11,160 --> 00:11:12,920 I'm building that foundation 164 00:11:13,080 --> 00:11:15,160 and we have also shown traction. 165 00:11:15,240 --> 00:11:17,920 It's not that we've only been burning money. 166 00:11:18,080 --> 00:11:20,000 There has been significant improvement. 167 00:11:20,080 --> 00:11:22,200 My CM2 was negative last year. 168 00:11:38,400 --> 00:11:43,320 ...how much money did your family decide to put into this business? 169 00:11:43,440 --> 00:11:44,840 About Rs. 5 crores. 170 00:11:44,960 --> 00:11:46,640 - How much did they actually invest? - 14. 171 00:11:46,880 --> 00:11:47,920 - Oh! - Oh. 172 00:11:48,960 --> 00:11:50,280 My number 8 was wrong. 173 00:11:50,360 --> 00:11:54,360 No, but in 14, 6.5 crores are in my inventory. 174 00:11:55,400 --> 00:11:57,720 How much more money are we willing to further invest? 175 00:11:57,800 --> 00:11:59,160 We are talking to investors 176 00:11:59,240 --> 00:12:01,400 and beyond that, even if I have to invest, 177 00:12:01,480 --> 00:12:03,360 I can invest another Rs. 5 to 6 crores. 178 00:12:03,440 --> 00:12:05,760 I believe this business is unfundable. 179 00:12:05,840 --> 00:12:07,280 [tense music playing] 180 00:12:07,880 --> 00:12:10,560 I invested in Mamaearth when it began. 181 00:12:10,920 --> 00:12:12,520 They never had such numbers. 182 00:12:12,680 --> 00:12:13,720 As compared to your scale, 183 00:12:13,760 --> 00:12:16,280 they were at a quite better economics way before you 184 00:12:16,360 --> 00:12:17,640 and were also profitable. 185 00:12:20,120 --> 00:12:22,760 Why did you invest such a lot of money into the business? 186 00:12:22,920 --> 00:12:25,120 So, in this Rs. 14 crores, 187 00:12:25,240 --> 00:12:29,360 we have an inventory of Rs. 6.5 crores on cost. 188 00:12:29,520 --> 00:12:33,000 What we have actually invested is about Rs. 8 crores. 189 00:12:33,080 --> 00:12:34,360 And year to date, 190 00:12:34,440 --> 00:12:37,000 we have that 1:1 capital efficiency ratio. 191 00:12:37,160 --> 00:12:39,200 We have done Rs. 8.5 crores. 192 00:12:39,360 --> 00:12:41,000 So, in our view, 193 00:12:41,240 --> 00:12:44,000 it is not as dire as what you're saying. 194 00:12:45,120 --> 00:12:48,520 Having an inventory of 12 months in a business like this is suicide. 195 00:12:49,200 --> 00:12:52,080 All of that is just cash that is blocked. 196 00:12:52,440 --> 00:12:53,280 Understood. 197 00:12:53,400 --> 00:12:55,880 Which means you don't value cash as much 198 00:12:55,960 --> 00:12:58,440 to end up in a situation where you block so much of cash. 199 00:12:58,520 --> 00:13:00,880 What's the ageing of this Rs. 6.5-crore inventory? 200 00:13:00,960 --> 00:13:03,720 When was your oldest stock manufactured? 201 00:13:03,800 --> 00:13:06,240 Five to six months max, not more than that. 202 00:13:07,160 --> 00:13:08,480 Five months ago, 203 00:13:08,600 --> 00:13:12,520 why did you decide to buy inventory worth a year? 204 00:13:12,600 --> 00:13:13,840 There must be a reason, I'm sure. 205 00:13:13,880 --> 00:13:17,800 Yes. So, there was a shipping crisis two to three months ago. 206 00:13:17,880 --> 00:13:20,040 There was a crisis in the Red Sea 207 00:13:20,120 --> 00:13:21,960 and then, because of the geopolitics, 208 00:13:22,040 --> 00:13:26,160 whatever my raw material was which had a five-month lead time, 209 00:13:26,440 --> 00:13:30,000 they said it'd take almost five to ten months lead time. 210 00:13:30,400 --> 00:13:32,280 We have certain raw materials. 211 00:13:32,360 --> 00:13:35,040 Quite a few are imported. 212 00:13:35,320 --> 00:13:37,560 At that time, we kind of panicked 213 00:13:37,640 --> 00:13:39,840 and got a lot of inventory. 214 00:13:39,920 --> 00:13:43,240 We wanted to make sure that we never went out of stock, 215 00:13:43,320 --> 00:13:47,320 because if I go out of stock of my shampoo or anything else, 216 00:13:47,560 --> 00:13:49,440 then that would definitely affect us. 217 00:13:54,280 --> 00:13:56,600 ...in order to make a big business. 218 00:13:56,680 --> 00:13:59,560 Could you tell me some of the key people in your team 219 00:13:59,640 --> 00:14:00,720 you've hired? 220 00:14:00,800 --> 00:14:03,680 I have some fractional consultants 221 00:14:03,760 --> 00:14:05,400 like a fractional growth officer, 222 00:14:05,600 --> 00:14:07,960 fractional creative head, fractional CHR, 223 00:14:08,040 --> 00:14:10,560 as I can't afford to have them full time. 224 00:14:10,640 --> 00:14:11,960 Give me some examples. 225 00:14:12,520 --> 00:14:14,280 I have one of the top ten 226 00:14:14,360 --> 00:14:17,240 - digital marketing experts in India. - Okay. 227 00:14:17,320 --> 00:14:19,600 And he is my fractional growth officer. 228 00:14:19,920 --> 00:14:24,520 I have one of the marketing heads of Titan Fastrack for 10 years. 229 00:14:24,640 --> 00:14:26,840 He's on board as our fractional creative head. 230 00:14:26,920 --> 00:14:28,520 How did you reach out to these people? 231 00:14:28,600 --> 00:14:30,120 Through my husband's connections. 232 00:14:30,200 --> 00:14:31,440 What does your husband do? 233 00:14:31,520 --> 00:14:33,240 He's into building materials. 234 00:14:33,320 --> 00:14:34,920 - He's into manufacturing... - Got it. 235 00:14:35,000 --> 00:14:36,800 Polycarbonate roofing sheets. 236 00:14:36,920 --> 00:14:41,520 - You know, companies are not built by fractional people. - Yes. 237 00:14:51,400 --> 00:14:53,680 You yourself need to learn. 238 00:14:53,920 --> 00:14:56,880 Second, you need someone to help you stay disciplined. 239 00:14:57,080 --> 00:15:01,520 Because you have a cash pipe that you've been utilising, 240 00:15:01,640 --> 00:15:03,680 you need somebody to make you accountable. 241 00:15:03,840 --> 00:15:06,840 I don't think your husband is making you as accountable today. 242 00:15:06,960 --> 00:15:08,320 You ought to decide. 243 00:15:08,400 --> 00:15:10,520 "Just another two-crore rupees." 244 00:15:11,000 --> 00:15:11,880 "After that," 245 00:15:11,960 --> 00:15:14,760 - "this company will either shut or it will rise." - Understood. 246 00:15:14,840 --> 00:15:16,520 That discipline has to stay. 247 00:15:16,680 --> 00:15:17,680 Understood. 248 00:15:17,720 --> 00:15:19,480 Turn it around using Rs. 2 crores. 249 00:15:19,560 --> 00:15:22,480 Then, raise an investment and step out. 250 00:15:22,680 --> 00:15:23,680 I'm out. 251 00:15:23,880 --> 00:15:24,680 Thank you. 252 00:15:24,800 --> 00:15:28,440 Prasanna, you mentioned that a foundation was very important. 253 00:15:28,680 --> 00:15:31,560 However, the foundation of a consumer business 254 00:15:31,640 --> 00:15:32,680 is a product-market fit. 255 00:15:32,760 --> 00:15:36,240 If you were selling a product for Rs. 100, 256 00:15:36,320 --> 00:15:38,400 you were making a loss of Rs. 20. 257 00:15:38,840 --> 00:15:41,520 That, I don't believe, is a product-market fit. 258 00:15:41,960 --> 00:15:44,200 And you also mentioned 259 00:15:44,360 --> 00:15:48,320 that your ambition is to touch Rs. 500 crores in 5 years. 260 00:15:48,600 --> 00:15:50,440 That will make you raise capital. 261 00:15:50,560 --> 00:15:55,360 You've to constantly keep running on that investor treadmill 262 00:15:55,440 --> 00:15:57,080 and making new launches. 263 00:15:57,160 --> 00:16:00,560 So, if you want to build an honest brand, 264 00:16:01,560 --> 00:16:04,760 you mustn't pump more than Rs. 1 to 2 crores cash into this 265 00:16:04,840 --> 00:16:05,960 no matter what. 266 00:16:06,040 --> 00:16:07,040 Sure. 267 00:16:07,640 --> 00:16:09,040 No fundraising. 268 00:16:09,640 --> 00:16:14,560 And building this over 10 years as a Rs. 100-crore honest brand 269 00:16:14,640 --> 00:16:16,640 which is genuinely better... 270 00:16:16,800 --> 00:16:18,840 - Right. - Because no other brand is able to do it. 271 00:16:19,720 --> 00:16:21,560 If you're okay 272 00:16:21,760 --> 00:16:25,520 - to make this a Rs. 100-crore business in 10 years... - Yes. 273 00:16:25,720 --> 00:16:27,720 Then I would like to help you. 274 00:16:27,800 --> 00:16:31,040 I'll offer you Rs. 25 crores for 3% equity. 275 00:16:33,040 --> 00:16:34,680 - Rs. 25 crores? - Sorry, lakhs. 276 00:16:34,760 --> 00:16:35,600 Yes. 277 00:16:35,680 --> 00:16:36,720 I was like... 278 00:16:37,200 --> 00:16:39,760 Well, Rs. 25 crores solves all the problems. 279 00:16:39,920 --> 00:16:41,320 I was like whoa! 280 00:16:41,440 --> 00:16:42,440 Yes. 281 00:16:42,480 --> 00:16:44,360 Rs. 25 crores won't solve the problem. 282 00:16:44,560 --> 00:16:46,440 - It'll make it worse. - No, I'll listen to you. 283 00:16:46,480 --> 00:16:48,560 Rs. 25 lakhs for 3% equity, 284 00:16:48,640 --> 00:16:51,280 and there is no valuation conversation here. 285 00:16:51,920 --> 00:16:54,200 This is to stay honest to a mission 286 00:16:54,280 --> 00:16:56,360 conditional to no capital raised next two years. 287 00:17:03,640 --> 00:17:08,680 ...is not the product-market fit, pricing, ingredients or inventory. 288 00:17:09,080 --> 00:17:12,160 The biggest issue is that you have no constraints. 289 00:17:13,800 --> 00:17:15,720 All I'll say is 290 00:17:15,920 --> 00:17:19,840 - enforce constraints going forward. - Sure. 291 00:17:19,960 --> 00:17:21,880 This business will require a reset. 292 00:17:21,960 --> 00:17:23,840 I want to help you 293 00:17:24,000 --> 00:17:26,680 because turnaround situations excite me. 294 00:17:26,760 --> 00:17:28,920 However, I won't be able to give you that much time. 295 00:17:29,000 --> 00:17:30,240 You'll need to do it yourself. 296 00:17:30,360 --> 00:17:32,240 I will, I just need your... 297 00:17:32,520 --> 00:17:35,880 I... Well, I can give you my blessings and wish you all the best. 298 00:17:35,960 --> 00:17:36,960 Today, I'm out. 299 00:17:37,040 --> 00:17:38,040 Thank you. 300 00:17:38,280 --> 00:17:41,560 Prasanna, I have a very different view here. 301 00:17:42,400 --> 00:17:44,640 We've all come from a lot of constraints. 302 00:17:44,720 --> 00:17:47,840 We've built businesses with very little capital. 303 00:17:47,920 --> 00:17:50,920 So, we think that is the only way to build a business. 304 00:17:51,040 --> 00:17:53,200 We encourage founders 305 00:17:53,280 --> 00:17:55,280 to get seed funding, 306 00:17:55,600 --> 00:17:57,120 Series A financing 307 00:17:57,280 --> 00:17:58,800 and even Series B financing. 308 00:17:59,360 --> 00:18:00,720 That time, we celebrate them. 309 00:18:00,880 --> 00:18:03,880 But if someone is investing Rs. 25 crore of their own, 310 00:18:04,040 --> 00:18:05,320 what's the big deal? 311 00:18:05,520 --> 00:18:08,320 You are your own seed investor and Series A investor. 312 00:18:08,480 --> 00:18:10,360 If you have clarity 313 00:18:10,800 --> 00:18:13,440 of getting to breakeven in the next six to eight months, 314 00:18:13,960 --> 00:18:15,400 by all means, you should. 315 00:18:16,200 --> 00:18:18,920 That's what I think you have the power to do and be. 316 00:18:19,040 --> 00:18:21,240 I wish you good luck although you don't need it. 317 00:18:21,320 --> 00:18:22,760 I think you're going to do very well. 318 00:18:23,360 --> 00:18:24,880 All the best. I'm out. 319 00:18:25,080 --> 00:18:26,080 Thank you. 320 00:18:26,240 --> 00:18:28,760 Prasanna, coming back to your business. 321 00:18:29,240 --> 00:18:30,400 There are a lot of issues. 322 00:18:31,440 --> 00:18:32,720 Inventory issues... 323 00:18:32,800 --> 00:18:35,080 We didn't even talk about SKUs. 324 00:18:35,160 --> 00:18:36,320 How many SKUs do you have? 325 00:18:36,520 --> 00:18:37,760 - 20. - Exactly. 326 00:18:37,840 --> 00:18:39,840 So, you know, when you really analyse inventory, 327 00:18:40,680 --> 00:18:44,120 an SKU-wise analysis co-relating to sales 328 00:18:44,360 --> 00:18:45,880 gives you a different dimension. 329 00:18:45,960 --> 00:18:48,440 I see that as a very big red flag. 330 00:18:48,520 --> 00:18:50,960 EBITDA is a grave concern. 331 00:18:51,320 --> 00:18:53,000 There's a saying that goes, 332 00:18:53,120 --> 00:18:55,560 'Cut your coat according to your cloth.' 333 00:18:56,080 --> 00:18:57,520 Her cloth is huge. 334 00:18:57,720 --> 00:18:59,600 No, I don't look at it that way. 335 00:19:00,760 --> 00:19:02,240 No matter how big the cloth is, 336 00:19:02,320 --> 00:19:04,280 my point is you have to have financial discipline 337 00:19:04,360 --> 00:19:05,760 for a business to scale. 338 00:19:06,080 --> 00:19:08,800 However, taking on contrarian bets 339 00:19:09,320 --> 00:19:12,320 and proving people wrong is a different kind of fun. 340 00:19:13,800 --> 00:19:18,400 - [Tamil] And I really like your Tikitoro products. - Oh, wow! 341 00:19:18,480 --> 00:19:20,200 - Did I say it right? - Perfect. 342 00:19:20,280 --> 00:19:21,920 - Whew. - [laughs] 343 00:19:22,560 --> 00:19:25,160 I do like them. I think there's a lot of potential. 344 00:19:25,480 --> 00:19:26,800 I'll make you an offer. 345 00:19:26,880 --> 00:19:27,880 Okay. 346 00:19:28,320 --> 00:19:31,280 If you exit this year at Rs. 17 crores, 347 00:19:31,360 --> 00:19:32,920 which I'm quite sure you will, 348 00:19:33,080 --> 00:19:37,000 I will give you Rs. 25 lakhs for 1% equity. 349 00:19:37,120 --> 00:19:38,120 Okay. 350 00:19:38,360 --> 00:19:40,000 After you become profitable, 351 00:19:40,120 --> 00:19:42,560 I would like to get 0.5% 352 00:19:43,160 --> 00:19:45,640 of your sales as royalty 353 00:19:46,560 --> 00:19:49,120 only till I recover my principal amount. 354 00:19:55,360 --> 00:19:58,880 First of all, thank you so much, Vineeta and Namita. I'm... 355 00:19:59,280 --> 00:20:00,960 Thank you. Really means a lot. 356 00:20:03,640 --> 00:20:05,200 Thank you, Vineeta, for your offer. 357 00:20:05,320 --> 00:20:06,880 Namita, I accept your offer. 358 00:20:16,320 --> 00:20:18,440 - I'll share my success story. - Oh my God! 359 00:20:18,520 --> 00:20:20,360 - Yes. Congratulations. - Thank you. 360 00:20:20,440 --> 00:20:21,360 Congratulations, Prasanna. 361 00:20:21,440 --> 00:20:22,560 Namita will bring the discipline. 362 00:20:22,560 --> 00:20:24,440 Fantastic, and I really believe in you. 363 00:20:24,520 --> 00:20:26,800 - Thank you so much. - I think we're going to make it big. 364 00:20:26,960 --> 00:20:28,200 [camera shutter clicking] 365 00:20:29,080 --> 00:20:30,080 Thank you. 366 00:20:30,120 --> 00:20:31,760 - Thank you. Means a lot. - Very proud of you. 367 00:20:31,760 --> 00:20:32,760 All the best. 368 00:20:36,040 --> 00:20:37,520 [music concludes] 369 00:20:38,800 --> 00:20:40,040 - Hello, Prasanna. - Hi. 370 00:20:40,120 --> 00:20:42,200 - Congratulations. - Thank you. 371 00:20:42,360 --> 00:20:43,360 How happy are you? 372 00:20:43,960 --> 00:20:47,000 I have no words to describe how I'm feeling. 373 00:20:47,080 --> 00:20:48,400 - Really! - I'm so happy. 374 00:20:52,520 --> 00:20:55,920 Actually, every Shark has something to offer. 375 00:20:56,000 --> 00:20:57,680 - Yes. - So, I was very happy 376 00:20:58,480 --> 00:21:00,240 to get the deal from Namita. 377 00:21:00,360 --> 00:21:02,560 Everything fell into place. 378 00:21:02,720 --> 00:21:03,960 - I'm very happy. - Amazing. 379 00:21:04,040 --> 00:21:06,200 I personally loved your pitch. 380 00:21:06,280 --> 00:21:09,720 You identified a gap and built a business around it. 381 00:21:09,800 --> 00:21:11,360 I really hope you grow. 382 00:21:11,480 --> 00:21:14,280 - It's a great category you're into. - Thank you so much. 383 00:21:14,440 --> 00:21:17,600 - I'm aware you left your son in Chennai. - Yes. 384 00:21:17,680 --> 00:21:20,840 While you were making the pitch, I ordered something for your son. 385 00:21:20,960 --> 00:21:21,960 - Oh, wow! - Yes. 386 00:21:22,000 --> 00:21:24,080 It was here in 10 minutes from Swiggy Instamart. 387 00:21:24,160 --> 00:21:25,880 - I know you have a flight to catch. - Yes. 388 00:21:25,960 --> 00:21:27,600 So, please take this for him. 389 00:21:27,680 --> 00:21:29,200 You're doing so much for other children. 390 00:21:29,240 --> 00:21:31,120 This is a little something for him. 391 00:21:31,280 --> 00:21:32,400 Thank you so much. 392 00:21:32,480 --> 00:21:34,320 Guys, Prasanna is in a hurry. 393 00:21:34,400 --> 00:21:37,280 If you're ever in a hurry and need anything, 394 00:21:37,360 --> 00:21:38,600 you name it, they have it. 395 00:21:38,680 --> 00:21:41,040 It's Swiggy Instamart. Delivery in 10 minutes. 396 00:21:41,160 --> 00:21:42,160 Order now. 397 00:21:51,360 --> 00:21:54,200 I have just one request. Don't lie down on that. 398 00:21:54,320 --> 00:21:58,200 - If either of you lie down, that'd take 20 minutes. - Okay. 399 00:21:58,280 --> 00:22:02,360 But musculoskeletal healthcare to all is a huge statement. 400 00:22:03,080 --> 00:22:05,360 Oh, no. This is dangerous. 401 00:22:05,560 --> 00:22:08,160 There's health plus there's the Anupam angle in this. 402 00:22:08,240 --> 00:22:09,360 Oh my God, I'm dead. 403 00:22:09,440 --> 00:22:10,680 [music playing] 404 00:22:14,360 --> 00:22:16,080 [theme music playing] 405 00:22:30,960 --> 00:22:32,760 [theme music concludes] 406 00:22:34,120 --> 00:22:37,920 Sharks, India's knees are wobbly. 407 00:22:38,000 --> 00:22:39,280 [hysterical laughter] 408 00:22:39,400 --> 00:22:41,600 And people are going bald too. 409 00:22:43,160 --> 00:22:48,920 Look, all of us talk about stress, hypertension and diabetes anyway, 410 00:22:49,040 --> 00:22:51,400 and we're also talking about balding these days. 411 00:22:51,480 --> 00:22:52,640 You know! 412 00:22:52,840 --> 00:22:55,120 But do you know 413 00:22:55,880 --> 00:22:57,280 that every year, 414 00:22:57,440 --> 00:23:01,000 over 6 crore Indians get diagnosed with osteoarthritis, 415 00:23:01,240 --> 00:23:05,400 a disease that causes the knee joints to wear out. 416 00:23:14,560 --> 00:23:18,200 ...on account of physical disabilities caused by osteoarthritis, 417 00:23:18,360 --> 00:23:20,800 undergo knee replacement surgeries. 418 00:23:26,560 --> 00:23:28,680 ...and meniscus tears arising from road accidents 419 00:23:28,760 --> 00:23:31,920 and sport accidents are performed every day. 420 00:23:32,560 --> 00:23:35,800 Post knee surgery, 421 00:23:36,040 --> 00:23:39,320 the different structures of a patient's knees 422 00:23:39,400 --> 00:23:41,280 are in a very delicate phase. 423 00:23:41,360 --> 00:23:44,280 If we don't track this recovery phase 424 00:23:44,360 --> 00:23:47,120 in the early stages and detect problems, 425 00:23:47,200 --> 00:23:52,360 it could cause lifelong problems for the patient such as chronic pain. 426 00:23:52,440 --> 00:23:54,680 There is even a risk of reinjuries. 427 00:23:54,800 --> 00:23:59,360 In order to simplify this process and make it more effective... 428 00:24:08,040 --> 00:24:09,880 I'm from Ghaziabad, U.P. 429 00:24:10,000 --> 00:24:13,000 And I am the founder and CEO of Ashva Wear Tech. 430 00:24:31,640 --> 00:24:34,680 ...on their knee health status. 431 00:24:46,760 --> 00:24:49,000 ...and physiotherapy centres. 432 00:24:59,160 --> 00:25:00,880 I could assess 433 00:25:00,960 --> 00:25:04,920 - the root cause of the pain in the next 10 minutes. - No way! 434 00:25:09,200 --> 00:25:11,040 Anupam is a prime candidate for knee problems. 435 00:25:11,120 --> 00:25:14,000 Please come here and take off your shoes. 436 00:25:14,120 --> 00:25:16,000 His knees are already very weak. 437 00:25:16,800 --> 00:25:19,440 The Fitknees device offers 10 tests, 438 00:25:19,560 --> 00:25:23,000 but today, we will perform the top five critical tests 439 00:25:31,600 --> 00:25:32,920 I'll tie this here. 440 00:25:33,080 --> 00:25:34,600 [music playing] 441 00:25:38,040 --> 00:25:39,920 I will take a photo 442 00:25:40,000 --> 00:25:42,680 and calibrate the device as per your body, okay? 443 00:25:42,840 --> 00:25:44,200 I feel like an idiot. 444 00:25:44,280 --> 00:25:45,160 [laughs] 445 00:25:45,240 --> 00:25:47,960 - You feel... You are! - Alright. 446 00:25:48,040 --> 00:25:49,640 I took a photo. 447 00:25:49,720 --> 00:25:51,920 Now, with the help of image-processing technology, 448 00:25:52,000 --> 00:25:55,040 we are automatically taking Mr. Mittal's measurements. 449 00:26:00,280 --> 00:26:01,920 - On my back? - On your back, sir. 450 00:26:02,400 --> 00:26:05,200 We will be doing flexion and extension. 451 00:26:18,200 --> 00:26:22,560 Please bend your left knee as much as you possibly can. 452 00:26:22,840 --> 00:26:23,960 Please relax, sir. 453 00:26:24,040 --> 00:26:26,320 Your left knee flexion is 135 degrees. 454 00:26:26,720 --> 00:26:28,720 Bend the right knee, sir. 455 00:26:29,760 --> 00:26:30,560 Excellent. 456 00:26:30,640 --> 00:26:31,640 Relax, please. 457 00:26:31,800 --> 00:26:34,520 Now, please sit up for the next test. 458 00:26:36,440 --> 00:26:39,840 Extend your left knee like this as much as you can 459 00:26:39,920 --> 00:26:41,280 and lock it, please. 460 00:26:41,360 --> 00:26:45,520 - Can you see sir is going in hyperextension of -5 degrees? - Hey! 461 00:26:45,960 --> 00:26:47,800 - Which is good. It is normal, sir. - Okay. 462 00:26:47,880 --> 00:26:49,880 Let's try it for the right knee, please. 463 00:26:50,640 --> 00:26:53,600 Okay. This is -2 degrees. This is also normal. 464 00:26:53,680 --> 00:26:56,840 For the next test, I'll fetch the Fitmust. 465 00:26:57,360 --> 00:26:59,240 This is a muscle strength test. 466 00:26:59,800 --> 00:27:03,680 {\an8}Isometric muscle strength is a parameter for muscle strength. 467 00:27:03,760 --> 00:27:06,520 Right now, we will perform a quadriceps strength test. 468 00:27:06,600 --> 00:27:09,240 I will put this device on your quadriceps. 469 00:27:09,320 --> 00:27:10,560 Please go behind a little, sir. 470 00:27:10,680 --> 00:27:12,000 Cross your hands 471 00:27:12,080 --> 00:27:14,480 so that you're not engaging your core completely. 472 00:27:14,680 --> 00:27:16,200 I'll place the device here. 473 00:27:16,280 --> 00:27:18,240 You need to push forward. Start. 474 00:27:18,360 --> 00:27:22,120 - Push. Push! Push! Push... - [grunting] 475 00:27:22,200 --> 00:27:24,520 - Push! Push... - [grunting] 476 00:27:24,760 --> 00:27:25,560 Push! 477 00:27:25,640 --> 00:27:26,800 [grunting] 478 00:27:27,720 --> 00:27:28,720 Sir, do you see? 479 00:27:28,760 --> 00:27:30,880 - Oh my God! - You are 50.2 here, okay? 480 00:27:30,960 --> 00:27:33,520 I'm going to do this for your right knee also. 481 00:27:33,640 --> 00:27:35,560 - 29... Come on... - Hey, Anupam. Hands up. 482 00:27:35,720 --> 00:27:36,560 Oh, sorry. 483 00:27:36,640 --> 00:27:38,000 - I don't think... - [laughter] 484 00:27:38,080 --> 00:27:39,280 Start. Push. 485 00:27:39,640 --> 00:27:40,480 Come on, push. 486 00:27:40,560 --> 00:27:41,560 Come on, push! 487 00:27:41,600 --> 00:27:42,600 [grunting] 488 00:27:42,640 --> 00:27:45,040 Push! Push... 489 00:27:45,160 --> 00:27:46,360 Don't make me laugh. 490 00:27:46,720 --> 00:27:48,080 Come on, push! 491 00:27:48,280 --> 00:27:49,720 Push! Push... 492 00:27:49,800 --> 00:27:51,040 Push, Anupam! 493 00:27:51,200 --> 00:27:52,680 [laughs] 494 00:27:56,120 --> 00:27:58,960 - Alright... - Okay, sir. You're 40.9 here. 495 00:28:04,080 --> 00:28:08,800 ...walk to where Mr. Bansal is sitting at the end of the stage and back, 496 00:28:08,880 --> 00:28:10,040 and we'll take another round. 497 00:28:10,080 --> 00:28:11,680 I'll tell you when, sir. Please come back. 498 00:28:11,680 --> 00:28:12,920 [laughs] 499 00:28:13,040 --> 00:28:16,200 - Two rounds in total. - You do everything prematurely. 500 00:28:16,480 --> 00:28:17,720 [laughter] 501 00:28:18,320 --> 00:28:20,760 He's getting... He's getting into the vibe. 502 00:28:21,120 --> 00:28:23,720 Okay. Sir, stand still for one second, please. 503 00:28:23,920 --> 00:28:25,040 I can't do that. 504 00:28:25,840 --> 00:28:27,200 - No, sir. Don't do that. - Okay. 505 00:28:27,280 --> 00:28:29,520 - Sorry. - Stand still. Let the sensors calibrate. 506 00:28:29,840 --> 00:28:30,960 Okay, let's go. 507 00:28:31,040 --> 00:28:33,600 Your natural pace. Your natural walk, okay? 508 00:28:33,680 --> 00:28:35,120 The right one has come off. 509 00:28:35,200 --> 00:28:37,480 - Forget about it. Monitor the left. - Come on, it's fine. 510 00:28:37,520 --> 00:28:39,720 - Is this fine? - Yes. Again. Continue, please. 511 00:28:39,840 --> 00:28:41,320 - One more! - Let's keep going. One more round. 512 00:28:41,320 --> 00:28:42,480 - Last round. - You can do it. 513 00:28:42,520 --> 00:28:44,000 Push! Push! Push. 514 00:28:44,080 --> 00:28:45,840 You should tell me the next step beforehand. 515 00:28:45,920 --> 00:28:47,720 - Come on. - I know, but all this... 516 00:28:47,800 --> 00:28:50,600 Sir, come to the dot. Keep facing the painting. 517 00:28:58,320 --> 00:28:59,840 - It's not ending! - Come here. 518 00:28:59,920 --> 00:29:01,520 This is the last test, sir. I promise. 519 00:29:01,600 --> 00:29:02,520 Come here. 520 00:29:02,600 --> 00:29:04,680 - Stand and keep facing me. - Do a couple of more tests. 521 00:29:04,680 --> 00:29:06,320 We want all 10! 522 00:29:06,440 --> 00:29:08,000 You've to do three squats, 523 00:29:08,080 --> 00:29:09,800 as deep and as fast as possible. 524 00:29:09,880 --> 00:29:10,880 Only three. 525 00:29:12,040 --> 00:29:13,040 Start. 526 00:29:13,240 --> 00:29:14,400 Start squatting. One. 527 00:29:14,720 --> 00:29:16,000 Come up. Two. 528 00:29:16,960 --> 00:29:18,720 - Come up. Three. - She's making me exercise! 529 00:29:19,040 --> 00:29:20,160 That's it, sir. Stop. 530 00:29:21,440 --> 00:29:22,440 Done. 531 00:29:22,600 --> 00:29:24,040 - Okay. - Anmol, I love you. 532 00:29:24,320 --> 00:29:27,040 - You're my favourite founder ever. - Done? 533 00:29:27,160 --> 00:29:28,480 - Yes, sir. Done. - All the tests? 534 00:29:28,520 --> 00:29:29,720 - Sure? - Yes, sir. 535 00:29:36,400 --> 00:29:39,600 So now, what I'm going to be doing is I'll generate sir's Kneeport. 536 00:29:39,840 --> 00:29:41,200 Kneeport. 537 00:29:45,800 --> 00:29:48,120 Flexion should be above 125. 538 00:29:48,320 --> 00:29:50,440 So, coming to your extension. 539 00:29:50,520 --> 00:29:52,840 As per your age and gender, 540 00:29:52,920 --> 00:29:55,440 your muscle strength should be 25 kgf. 541 00:30:04,040 --> 00:30:05,160 It's above 50. 542 00:30:05,240 --> 00:30:08,280 - That's an imbalance of almost 20%. - Okay. 543 00:30:08,600 --> 00:30:10,400 15% is normal. 544 00:30:10,480 --> 00:30:13,640 That 5% in the right quadriceps... 545 00:30:13,720 --> 00:30:16,560 You're mostly sitting. You sit cross-legged a lot. 546 00:30:16,880 --> 00:30:19,280 So, that could probably have caused the impact. 547 00:30:20,440 --> 00:30:21,480 Are you a doctor? 548 00:30:21,600 --> 00:30:22,960 No, ma'am. I'm an engineer. 549 00:30:23,040 --> 00:30:25,080 An electronics engineer by degree and passion. 550 00:30:25,160 --> 00:30:28,320 How did this idea come to you? This is a very niche area. 551 00:30:29,360 --> 00:30:31,200 Actually, it was a personal problem. 552 00:30:31,280 --> 00:30:34,320 I've been on a weight loss journey myself. 553 00:30:35,360 --> 00:30:36,560 When I was in college, 554 00:30:36,680 --> 00:30:40,000 I used to run a lot with a much greater body weight than this. 555 00:30:40,080 --> 00:30:41,520 So, with one and a half years, 556 00:30:41,600 --> 00:30:44,800 my back and knees were completely gone. 557 00:30:44,880 --> 00:30:45,720 Okay. 558 00:30:45,800 --> 00:30:47,840 Another trigger point was this. 559 00:30:47,960 --> 00:30:50,880 My mom, on account of her ligament tear 560 00:30:50,960 --> 00:30:53,040 and bilateral osteoarthritis, 561 00:30:53,120 --> 00:30:54,920 the cartilage in her knees had worn down, 562 00:30:55,160 --> 00:30:57,800 was undergoing physiotherapy for eight years. 563 00:30:58,880 --> 00:31:01,120 So, this was a trigger point for me. 564 00:31:01,240 --> 00:31:02,880 I had knee issues, 565 00:31:02,960 --> 00:31:05,960 my mom had issues for eight years and she still hadn't recovered. 566 00:31:06,080 --> 00:31:08,240 After that, I did some research. 567 00:31:08,320 --> 00:31:09,400 What is safe loading? 568 00:31:09,480 --> 00:31:11,520 What is load bearing on different sides? 569 00:31:11,920 --> 00:31:13,280 That aroused interest. 570 00:31:13,360 --> 00:31:15,000 A hackathon was held in college. 571 00:31:21,760 --> 00:31:25,440 what the status of your body is and what you should be doing. 572 00:31:25,640 --> 00:31:26,840 That's how the idea was born, 573 00:31:26,920 --> 00:31:31,360 but I had sort of a herd mentality and took up a job. 574 00:31:31,960 --> 00:31:34,440 I joined Ford Motor Company, Chennai, 575 00:31:34,520 --> 00:31:36,320 as a product developer 576 00:31:36,400 --> 00:31:37,680 because my friends were. 577 00:31:37,760 --> 00:31:40,040 I seized many opportunities after that. 578 00:31:40,120 --> 00:31:42,080 After office hours, I used to go 579 00:31:42,160 --> 00:31:43,800 and shadow a lot of physiotherapists. 580 00:31:43,880 --> 00:31:46,760 I shadowed almost 75 physios and orthopaedics. 581 00:31:47,040 --> 00:31:49,840 Then the concept of a product began to take shape. 582 00:31:49,960 --> 00:31:52,160 It was just on paper then. 583 00:31:52,320 --> 00:31:53,320 I asked them questions. 584 00:31:53,400 --> 00:31:55,960 "Would this be useful to you? How much would you pay for it?" 585 00:31:56,040 --> 00:31:57,680 - "Is there a real problem or not?" - Wow. 586 00:31:57,960 --> 00:32:00,240 And after this, I decided... 587 00:32:00,320 --> 00:32:02,960 Well, I had some money in the bank by then. 588 00:32:03,680 --> 00:32:05,840 Then I gained some confidence. 589 00:32:05,920 --> 00:32:07,960 "I can do this and I can do this alone." 590 00:32:08,200 --> 00:32:12,200 So, I quit my job after a few years and started Ashva. 591 00:32:13,360 --> 00:32:14,680 To make this product 592 00:32:14,760 --> 00:32:15,920 I did scrubbing 593 00:32:16,000 --> 00:32:18,240 of more than 30 live surgeries. 594 00:32:18,640 --> 00:32:21,600 I've actually seen knee replacement surgeries happening 595 00:32:21,680 --> 00:32:23,040 the traditional way 596 00:32:23,120 --> 00:32:25,360 the robotic way and the hand-held robotic way. 597 00:32:25,440 --> 00:32:27,240 I've also seen a hip replacement surgery 598 00:32:27,320 --> 00:32:28,840 and an ACL meniscus surgery. 599 00:32:29,000 --> 00:32:30,520 - Wow! What a story! - What a story! Amazing! 600 00:32:30,560 --> 00:32:31,560 - What a story! - Amazing! 601 00:32:32,280 --> 00:32:35,840 Is it your hardware or do you buy it from someone? 602 00:32:35,960 --> 00:32:37,760 The entire thing is our design. 603 00:32:37,840 --> 00:32:41,760 In fact, we designed the initial electronics prototypes. 604 00:32:41,840 --> 00:32:43,880 I designed every PCP. 605 00:32:45,080 --> 00:32:46,560 How much does a device cost? 606 00:32:46,640 --> 00:32:48,760 MRP is Rs. 7.5 lakhs plus tax. 607 00:32:48,840 --> 00:32:50,560 I sell the combo of Fitmust and Fitknees. 608 00:32:50,720 --> 00:32:52,400 How much do you sell it for? 609 00:32:52,480 --> 00:32:56,360 For our early customers, we offered it for Rs. 5 to Rs. 5.5 lakhs. 610 00:32:56,960 --> 00:33:01,120 - So, your next expensive market solution... - Yes. 611 00:33:01,200 --> 00:33:03,400 Currently, how much would the cheapest option have cost 612 00:33:03,480 --> 00:33:04,800 before you entered the market? 613 00:33:04,960 --> 00:33:07,600 If we talk about wearable technology, 614 00:33:07,680 --> 00:33:09,760 for only gait analysis, 615 00:33:35,560 --> 00:33:38,040 - There is nothing currently. - Is your accuracy equivalent? 616 00:33:38,120 --> 00:33:41,160 Yes, sir! I have some products, 617 00:33:41,480 --> 00:33:43,400 if you would like to see 618 00:33:43,480 --> 00:33:45,120 the packaging and everything as well. 619 00:33:45,280 --> 00:33:46,080 Please! 620 00:33:46,160 --> 00:33:47,480 This is Fitmust. 621 00:33:47,600 --> 00:33:49,680 The first product is Fitmust. 622 00:33:50,080 --> 00:33:51,080 Yes! This is Fitknees. 623 00:33:51,160 --> 00:33:53,760 Please put it on your lap and open it. 624 00:33:53,840 --> 00:33:55,040 - This is Fitmust. - Okay! 625 00:33:55,400 --> 00:33:56,760 - You have a great energy. - And... 626 00:33:56,800 --> 00:33:57,800 What is a Fitmust? 627 00:33:57,880 --> 00:34:00,920 Fitmust is Fully Indicated Strength for muscle testing, sir. 628 00:34:01,000 --> 00:34:02,080 Ma'am, this is Fitmust. 629 00:34:02,160 --> 00:34:03,680 Peyush and I can look at it together. 630 00:34:03,760 --> 00:34:04,760 - Yes! - The name... 631 00:34:04,800 --> 00:34:06,200 - Acronyms are great! - The names are 632 00:34:06,240 --> 00:34:09,680 - brilliant! - It is like high-end telecom equipment defence... 633 00:34:09,760 --> 00:34:11,560 - Like you see in the movies. - Yes, sir. 634 00:34:11,640 --> 00:34:13,840 - With the nuclear button. - Yes, sir. 635 00:34:16,600 --> 00:34:18,960 In Fitknees, we give four motion sensors 636 00:34:19,080 --> 00:34:20,320 and one charging dock. 637 00:34:28,160 --> 00:34:31,840 Ma'am, we have to sell Fitknees and Fitmust combo. 638 00:34:31,960 --> 00:34:33,120 It is for Rs. 7.5 lakhs. 639 00:34:33,200 --> 00:34:34,560 Fitmust alone 640 00:34:34,640 --> 00:34:36,360 costs Rs. 85,000 plus tax. 641 00:34:36,440 --> 00:34:38,720 We sell it for approximately Rs. 70,000-Rs. 80,000. 642 00:34:45,160 --> 00:34:46,760 Do you get such feedback? 643 00:34:47,560 --> 00:34:48,840 Sir, we do get such feedback. 644 00:34:48,920 --> 00:34:50,600 But we have 645 00:34:50,680 --> 00:34:51,800 sold to two Asters, 646 00:34:51,880 --> 00:34:54,160 Apollo and Manipal, 647 00:34:54,240 --> 00:34:55,400 for the same price. 648 00:34:59,720 --> 00:35:01,800 There are no repeat orders of Fitknees yet. 649 00:35:01,880 --> 00:35:04,000 Have orthopaedics vetted your products? 650 00:35:04,080 --> 00:35:06,120 We did clinical validation. 651 00:35:06,200 --> 00:35:07,880 45 patients in phase one 652 00:35:20,200 --> 00:35:21,800 ...we've sold Fitknees. 653 00:35:25,880 --> 00:35:27,600 launched Fitmust. 654 00:35:29,880 --> 00:35:31,960 Our sales were Rs. 5.5 lakhs. 655 00:35:32,040 --> 00:35:33,040 This is without tax. 656 00:35:33,680 --> 00:35:35,560 In FY22-23, 657 00:35:35,720 --> 00:35:37,920 it was Rs. 15.5 lakhs. 658 00:35:38,000 --> 00:35:39,560 We only sold Fitmust. 659 00:35:39,640 --> 00:35:42,320 Last year, in January, we launched Fitknees. 660 00:35:42,400 --> 00:35:44,640 The revenue was Rs. 50 lakhs. 661 00:35:45,560 --> 00:35:49,080 This year, in H1, our revenue was 44.9 lakhs. 662 00:35:49,280 --> 00:35:50,760 And this year, 663 00:35:50,840 --> 00:35:53,240 we have done Rs. 74 lakhs in sales until now. 664 00:35:53,320 --> 00:35:56,480 So, in 1.5 months, our sales were Rs. 30 lakhs. 665 00:35:56,560 --> 00:35:59,080 We have sold 16 devices until now. 666 00:35:59,160 --> 00:36:00,800 What is the gross margin? 667 00:36:01,760 --> 00:36:03,360 Ma'am, last year 668 00:36:03,440 --> 00:36:06,200 our gross margin was 49%, that's Rs. 50 lakhs, 669 00:36:06,280 --> 00:36:07,560 even though we were in a loss. 670 00:36:08,000 --> 00:36:10,760 In H1, our gross margin was 87%. 671 00:36:16,240 --> 00:36:18,120 Sir, our gross margin increased 672 00:36:18,200 --> 00:36:20,720 because last year, when we 673 00:36:20,840 --> 00:36:23,520 incurred a direct cost of Rs. 25 lakhs, 674 00:36:23,600 --> 00:36:25,920 we used one or two products 675 00:36:26,000 --> 00:36:29,280 for regulatory purposes under MDR regulations. 676 00:36:29,360 --> 00:36:30,680 Conducted clinical trials 677 00:36:30,760 --> 00:36:32,360 and allocated some pieces for demos. 678 00:36:32,480 --> 00:36:35,560 We sold only around 16-17 products during that time. 679 00:36:35,680 --> 00:36:37,680 - All that was from GM... - So, it came in this. 680 00:36:37,760 --> 00:36:39,200 - Exactly! We... - That's very... 681 00:36:39,400 --> 00:36:42,320 This is an intellectually honest way of looking at your numbers. 682 00:36:42,440 --> 00:36:44,440 - Which is very impressive. - Which needs to be done. 683 00:36:44,480 --> 00:36:46,400 What was our bottom line? 684 00:36:46,520 --> 00:36:48,640 Last year, in FY23-FY24, 685 00:36:48,720 --> 00:36:50,920 our income was Rs. 50 lakhs. 686 00:36:51,000 --> 00:36:54,600 And our gross loss was approximately Rs. 77 lakhs. 687 00:36:54,720 --> 00:36:55,720 Net loss, sorry! 688 00:36:55,760 --> 00:36:57,680 And EBITDA was -154%. 689 00:36:57,760 --> 00:36:58,840 How much was it the first year? 690 00:36:58,880 --> 00:37:00,240 How much was your loss in FY23? 691 00:37:01,360 --> 00:37:02,600 Our loss was Rs. 80 lakhs. 692 00:37:02,680 --> 00:37:03,880 - Got it! - Rs. 80-Rs. 82 lakhs. 693 00:37:03,880 --> 00:37:04,920 This year, in H1, 694 00:37:05,000 --> 00:37:07,200 when your sale was Rs. 45 lakhs, how much was the loss? 695 00:37:07,320 --> 00:37:08,640 The loss was Rs. 8 lakhs, sir. 696 00:37:08,720 --> 00:37:09,960 And on top of that, 697 00:37:10,040 --> 00:37:12,880 at the end of H1, we had Rs. 14 lakhs in inventory on that 698 00:37:12,960 --> 00:37:14,200 Rs. 8 lakhs loss. 699 00:37:14,280 --> 00:37:17,200 Your sales were Rs. 30 lakhs in October. 700 00:37:17,320 --> 00:37:18,920 - Yes. - You must've made a profit there. 701 00:37:18,960 --> 00:37:21,720 We made a profit of approximately Rs. 17.5 lakhs 702 00:37:21,800 --> 00:37:23,440 towards the burn. 703 00:37:23,520 --> 00:37:25,560 - Well done, tiger! Good for you. - Thank you! 704 00:37:25,760 --> 00:37:27,440 Where are you getting the money from? 705 00:37:27,520 --> 00:37:28,440 You have raised some money. 706 00:37:28,520 --> 00:37:30,160 - Yes, sir. - Tell us about it. 707 00:37:30,880 --> 00:37:34,280 In total, we have raised Rs. 4.85 crores. 708 00:37:34,360 --> 00:37:35,800 Wow! Well done. 709 00:37:35,880 --> 00:37:38,480 - Very well done! - We received a grant 710 00:37:38,560 --> 00:37:39,800 of Rs. 72.5 lakhs. 711 00:37:39,880 --> 00:37:41,720 After that, we raised Rs. 30 lakhs 712 00:37:41,800 --> 00:37:43,800 in direct pre-seed funding 713 00:37:43,880 --> 00:37:45,240 at 5% equity. 714 00:37:45,320 --> 00:37:46,520 This was in 2019. 715 00:37:47,000 --> 00:37:48,400 In May 2022, 716 00:37:48,480 --> 00:37:50,840 we raised a seed round. 717 00:37:51,000 --> 00:37:52,960 This was Rs. 2 crores at 20% equity. 718 00:37:53,040 --> 00:37:54,480 So, this was led by 719 00:37:54,600 --> 00:37:56,200 Kumar Vembu from Zoho. 720 00:37:56,280 --> 00:37:58,360 This year, we closed one more round. 721 00:37:58,440 --> 00:38:00,120 This is again like a small bridge round 722 00:38:00,200 --> 00:38:01,520 before the pre-series funding. 723 00:38:01,720 --> 00:38:03,400 This is Rs. 1.85 crores 724 00:38:03,480 --> 00:38:04,880 at Rs. 18 crores post-money. 725 00:38:10,600 --> 00:38:11,680 I didn't expect 726 00:38:11,760 --> 00:38:14,000 that you raised so much capital. 727 00:38:14,280 --> 00:38:15,160 Along with a job, 728 00:38:15,280 --> 00:38:17,760 you did research at night and built a company. 729 00:38:18,120 --> 00:38:19,720 How? How is driving this? 730 00:38:19,800 --> 00:38:20,800 Pretty amazing! 731 00:38:20,840 --> 00:38:22,240 - This is incredible. - Thank you! 732 00:38:22,480 --> 00:38:23,800 It's my passion, sir. 733 00:38:23,960 --> 00:38:25,040 I want to do something big. 734 00:38:25,640 --> 00:38:28,640 I wanted to ask about the uniqueness of this product. 735 00:38:28,840 --> 00:38:30,440 Because, as a runner, 736 00:38:30,560 --> 00:38:34,160 - I have visited sports medicine centres. - Yes. 737 00:38:34,320 --> 00:38:36,440 - Yes! - In many such places, 738 00:38:36,520 --> 00:38:38,160 there are body scans, 739 00:38:38,240 --> 00:38:39,600 - gait analysis. - Yes. 740 00:38:39,760 --> 00:38:41,200 They have all this 741 00:38:41,320 --> 00:38:43,320 where you are given reports. 742 00:38:43,400 --> 00:38:44,920 So, is this technology 743 00:38:45,080 --> 00:38:47,440 really different from what is in the market? 744 00:38:47,520 --> 00:38:49,760 Isn't there a solution readily available 745 00:38:49,920 --> 00:38:52,200 with orthopaedics and sports doctors? 746 00:38:53,200 --> 00:38:56,160 Ma'am, since you've already visited sports centres, 747 00:38:56,240 --> 00:38:58,080 have you seen the size of the equipment? 748 00:38:58,160 --> 00:38:59,760 They are expensive 749 00:39:00,000 --> 00:39:01,240 and power-hungry. 750 00:39:01,320 --> 00:39:03,840 Here, the differentiation is affordability. 751 00:39:03,960 --> 00:39:06,040 One differentiation is that it's a wearable, 752 00:39:06,120 --> 00:39:07,120 so it's very compact. 753 00:39:07,320 --> 00:39:08,360 And it's actually 754 00:39:36,440 --> 00:39:37,560 Anmol, don't you think 755 00:39:37,640 --> 00:39:39,000 that the ability to financially 756 00:39:39,080 --> 00:39:41,240 - purchase a Rs. 7 lakhs device... - Yes. 757 00:39:41,360 --> 00:39:44,080 There are only a certain number of hospitals in India 758 00:39:44,240 --> 00:39:45,800 - that will be able to afford it. - Hmm! 759 00:39:46,360 --> 00:39:49,400 I have advisors from Johnson & Johnson. 760 00:39:49,640 --> 00:39:52,000 I will quote their estimate to you. 761 00:39:52,080 --> 00:39:52,920 They said 762 00:39:53,000 --> 00:39:56,520 that they can only sell around 2,000-2,500 devices in India. 763 00:39:57,680 --> 00:39:58,680 - Anmol! - Yes, sir. 764 00:39:58,760 --> 00:39:59,640 What is the dream? 765 00:39:59,720 --> 00:40:01,640 I want to deliver my technologies 766 00:40:01,720 --> 00:40:04,120 to 1 million people at just 1 dollar a day, 767 00:40:04,200 --> 00:40:05,680 directly to their homes. 768 00:40:05,760 --> 00:40:08,360 And for that, I need orthopaedic surgeons to 769 00:40:08,440 --> 00:40:09,600 make this a medical device 770 00:40:09,680 --> 00:40:11,920 and prescribe my devices to them to take home. 771 00:40:13,040 --> 00:40:14,480 Not at this cost! 772 00:40:16,680 --> 00:40:19,160 Spandan's ECG device costs Rs. 4,000. 773 00:40:19,320 --> 00:40:20,800 Rs. 2,000... 774 00:40:21,040 --> 00:40:23,640 I don't know why this is for Rs. 7 lakhs. 775 00:40:25,680 --> 00:40:27,680 Then you are not solving India's problem. 776 00:40:27,760 --> 00:40:28,840 - Understood, sir. - Right? 777 00:40:28,920 --> 00:40:30,800 I've noticed that there is a wave in India, 778 00:40:30,920 --> 00:40:32,760 - that is to build diagnostics. - Yes. 779 00:40:32,840 --> 00:40:34,560 A lot of companies come on Shark Tank. 780 00:40:34,640 --> 00:40:37,680 I am very interested in such companies. 781 00:40:37,760 --> 00:40:40,040 And I've also noticed 782 00:40:40,240 --> 00:40:42,480 that their technologies are quite advanced. 783 00:40:42,560 --> 00:40:44,040 - Yes, sir. - I feel 784 00:40:44,120 --> 00:40:46,200 - that your product is early. - Yes. 785 00:40:46,320 --> 00:40:48,760 - I also think this is quite expensive. - Very expensive. 786 00:40:48,880 --> 00:40:50,440 - Okay! - Insanely expensive. 787 00:40:50,880 --> 00:40:52,080 I would also say 788 00:40:52,160 --> 00:40:53,760 that the AI you are developing 789 00:40:53,840 --> 00:40:55,120 is becoming a standard nowadays. 790 00:40:55,200 --> 00:40:56,600 Monitor ECG, 791 00:40:56,680 --> 00:40:57,840 and there is data in reports. 792 00:40:57,960 --> 00:41:00,160 That is AI's accuracy. 793 00:41:00,240 --> 00:41:01,760 It is not 100% accurate. 794 00:41:01,840 --> 00:41:04,200 - The doctor has to be involved despite that. - Yes. 795 00:41:04,280 --> 00:41:07,800 So, I am not entirely sure that you are solving this problem 796 00:41:07,920 --> 00:41:09,720 - in a revolutionary manner. - Yes. 797 00:41:09,840 --> 00:41:13,400 - To be honest, these straps we see are okay. - Yes. 798 00:41:13,520 --> 00:41:15,000 But this is an L1 Technology. 799 00:41:21,720 --> 00:41:23,480 - Yes. - You've raised a lot of capital. 800 00:41:23,560 --> 00:41:25,360 Go deep and try to understand 801 00:41:25,440 --> 00:41:27,480 whether this is a big problem or if there is a bigger problem 802 00:41:27,480 --> 00:41:29,040 you could solve with the money that you have. 803 00:41:29,080 --> 00:41:30,760 - Understood, sir. Yes. - Right? Best of luck. 804 00:41:30,760 --> 00:41:33,040 Thank you for your feedback, Peyush. Thank you so much. 805 00:41:33,160 --> 00:41:34,160 - Anmol! - Yes? 806 00:41:34,200 --> 00:41:35,680 The issue I have is that 807 00:41:35,800 --> 00:41:37,720 this is an assisted service. 808 00:41:37,800 --> 00:41:40,040 - Yes, sir. - You cannot be a technology company 809 00:41:40,120 --> 00:41:42,520 - if you depend on people. - Yes. 810 00:41:42,640 --> 00:41:44,840 - Yes! - This will not work if you 811 00:41:44,920 --> 00:41:46,680 don't have a good therapist or a caregiver, 812 00:41:46,760 --> 00:41:48,240 then this won't work. 813 00:41:49,240 --> 00:41:53,000 - I think you should dig deeper. You can do something solid. - Yes. 814 00:41:53,080 --> 00:41:55,480 And really achieve your mission of 1 million 815 00:41:55,600 --> 00:41:56,920 - at 1 dollar a day. - Yes, sir. 816 00:41:57,040 --> 00:41:58,520 You can change the world. 817 00:41:59,120 --> 00:42:00,880 - So, please focus on that. - Yes. 818 00:42:00,960 --> 00:42:03,560 I am out because I am not seeing that. It's not clear today. 819 00:42:03,720 --> 00:42:04,960 - Yes, sir. - But I am very proud 820 00:42:04,960 --> 00:42:09,080 - that you are making medical devices in India. - Yes, sir. 821 00:42:09,320 --> 00:42:11,200 The future of our country is safe 822 00:42:11,280 --> 00:42:13,640 - because of founders like you. Thank you! - Thank you, sir. 823 00:42:14,680 --> 00:42:15,800 So, Anmol! 824 00:42:15,880 --> 00:42:17,880 As I mentioned, I have a problem with 825 00:42:18,000 --> 00:42:19,880 87% GC and 826 00:42:20,160 --> 00:42:22,200 Rs 7-Rs. 7.5 lakhs. 827 00:42:22,280 --> 00:42:24,080 And a TAM of barely 828 00:42:24,200 --> 00:42:28,880 - 200-250 hospitals that can afford it. - Yes. 829 00:42:29,480 --> 00:42:31,040 It's as good as a pre-revenue. 830 00:42:31,160 --> 00:42:34,160 - Yes! - And for a pre-revenue. 831 00:42:34,280 --> 00:42:36,400 Rs. 40 crores valuation is too high. 832 00:42:36,520 --> 00:42:39,080 - Understood, ma'am. - It's too early for me to be an investor. 833 00:42:39,160 --> 00:42:41,240 - Today, I am out. - Thank you, ma'am. 834 00:42:41,680 --> 00:42:44,040 Anmol, your dream 835 00:42:44,120 --> 00:42:45,960 - and where we currently are... - Yes. 836 00:42:46,040 --> 00:42:49,240 - There is a huge gap between them. - Yes. 837 00:42:49,320 --> 00:42:51,680 But I would like to help you. 838 00:42:51,760 --> 00:42:54,440 - Please let me know if you need help. - Yes. 839 00:42:54,560 --> 00:42:57,200 But I am out today. 840 00:42:57,400 --> 00:42:58,440 Wish you all the best. 841 00:42:58,520 --> 00:43:00,360 Thank you so much, sir. 842 00:43:04,280 --> 00:43:07,040 I agree that this is an expensive product. 843 00:43:07,120 --> 00:43:08,840 But for a subject like this, 844 00:43:08,920 --> 00:43:12,120 where this technology is effective 845 00:43:12,200 --> 00:43:14,160 - when recommended by orthopaedics... - Yes. 846 00:43:14,240 --> 00:43:16,920 It could become a means 847 00:43:17,200 --> 00:43:20,960 to be used in pre-knee and pre-hip surgery 848 00:43:21,040 --> 00:43:24,280 in private hospitals, not for others. 849 00:43:24,440 --> 00:43:27,960 And I think more than that I want to take a founder bet. 850 00:43:29,000 --> 00:43:31,360 It is much easier to work with founders like that. 851 00:43:31,440 --> 00:43:34,520 But I will not be able to match Mr. Vembu's offer. 852 00:43:35,640 --> 00:43:37,480 So, I will give you an offer today. 853 00:43:39,320 --> 00:43:41,360 - Rs. 50 lakhs for 4%. - Yes. 854 00:43:41,440 --> 00:43:43,200 And we can structure this 855 00:43:43,280 --> 00:43:45,720 in a way that Mr. Vembu is okay with. 856 00:43:45,800 --> 00:43:47,480 And this is just 857 00:43:48,040 --> 00:43:49,360 to help you figure out 858 00:43:49,480 --> 00:43:51,040 in the next 1-2 years 859 00:43:51,160 --> 00:43:54,480 - whether this will be more towards B2B or B2C. - Right! 860 00:43:54,560 --> 00:43:56,760 And of course, this is subject to me verifying 861 00:43:56,880 --> 00:43:59,960 whether this is the most affordable solution globally which is useful 862 00:44:00,200 --> 00:44:01,480 - for orthopaedics. - Yes, ma'am. 863 00:44:07,600 --> 00:44:09,040 with my investors. 864 00:44:10,800 --> 00:44:14,040 Currently, for Rs. 18 crores... 865 00:44:14,120 --> 00:44:16,320 It's 2.7% for Rs. 18 crores. 866 00:44:16,400 --> 00:44:19,760 You can give me 2.7% equity 867 00:44:19,880 --> 00:44:22,200 - and 1.3% as advisory. - Yes. 868 00:44:32,520 --> 00:44:35,560 - Well done. - We will understand the mechanics. 869 00:44:35,640 --> 00:44:38,600 Basically, I should get an effective valuation, 870 00:44:38,680 --> 00:44:39,680 which I shared with you. 871 00:44:39,720 --> 00:44:41,680 Which is linked to Rs. 50 lakhs for 4%. 872 00:44:41,760 --> 00:44:43,640 Ma'am, to get a Shark as an advisor, 873 00:44:43,720 --> 00:44:45,560 I am open to it. I need learning 874 00:44:45,640 --> 00:44:47,760 so that I can keep improving my business 875 00:44:47,840 --> 00:44:49,240 and make this a global brand. 876 00:44:49,320 --> 00:44:51,440 I am okay with giving that equity to you. 877 00:44:59,160 --> 00:45:01,640 - You're serving a managerial role. - Thank you so much, ma'am. 878 00:45:03,040 --> 00:45:04,040 [camera shutter clicks] 879 00:45:13,760 --> 00:45:15,640 [music playing] 880 00:45:22,240 --> 00:45:24,080 Welcome to ACKO Changemakers 881 00:45:24,160 --> 00:45:26,000 where we really welcome change. 882 00:45:29,360 --> 00:45:31,680 we are making a legacy of a new culture. 883 00:45:31,800 --> 00:45:34,800 And today's changemaker is Anmol. 884 00:45:34,880 --> 00:45:36,440 The product is innovative 885 00:45:36,520 --> 00:45:38,440 and it's for the good. You are not only an entrepreneur, 886 00:45:38,480 --> 00:45:40,120 you are a social entrepreneur. 887 00:45:40,440 --> 00:45:42,760 How can we prevent 888 00:45:42,840 --> 00:45:44,040 any sort of knee pain 889 00:45:44,120 --> 00:45:45,640 and not wait for the problem to arise? 890 00:45:45,760 --> 00:45:48,880 Right! The healthcare or the mindset of people 891 00:45:49,160 --> 00:45:51,360 is quite reactive 892 00:45:51,440 --> 00:45:52,680 - and not responsive. - Yes. 893 00:45:53,120 --> 00:45:55,440 If we want to bring responsiveness on time 894 00:45:55,520 --> 00:45:58,040 then there are very simple steps to prevent 895 00:45:58,160 --> 00:46:00,720 early onset of knee pain. 896 00:46:00,880 --> 00:46:03,480 I believe that if 897 00:46:03,560 --> 00:46:06,680 you perform some form of activity daily, 898 00:46:06,800 --> 00:46:09,360 then the worst enemy of knee pain 899 00:46:09,440 --> 00:46:11,080 is muscle strength. 900 00:46:11,240 --> 00:46:12,440 Don't hesitate 901 00:46:12,560 --> 00:46:14,960 - to bend down to lift something. - Some kind of exercise 902 00:46:15,040 --> 00:46:16,360 - and movement. - Some kind of movement. 903 00:46:16,360 --> 00:46:18,840 Anmol, thank you and thank you for bringing this change. 904 00:46:18,920 --> 00:46:21,680 Whatever you said, I am taking it back home with me. 905 00:46:21,920 --> 00:46:24,840 Similarly, ACKO, with its revolutionary offering, 906 00:46:24,920 --> 00:46:26,800 is changing the landscape of insurance. 907 00:46:26,880 --> 00:46:30,160 Now, while taking car insurance, no spam calls. 908 00:46:30,360 --> 00:46:32,200 Avoid the confusion you have 909 00:46:32,280 --> 00:46:34,240 about price and policy. 910 00:46:34,480 --> 00:46:36,560 Buy ACKO's car insurance. 911 00:46:36,640 --> 00:46:38,440 It's easy, transparent, 912 00:46:38,560 --> 00:46:41,200 hassle-free and for the right premium. 913 00:46:41,800 --> 00:46:44,160 Anmol, you celebrate your time in the tank, 914 00:46:44,320 --> 00:46:47,560 we have a memento for you from ACKO and Shark Tank. 915 00:46:49,000 --> 00:46:51,280 This is for you, Anmol. 916 00:46:51,960 --> 00:46:53,240 Thank you! 917 00:46:53,520 --> 00:46:55,760 - Congratulations! - Thank you so much. 918 00:46:56,160 --> 00:46:57,400 [camera shutter clicks] 919 00:47:00,160 --> 00:47:03,160 'Shark Tank India, co-presented by ACKO Insurance, 920 00:47:03,240 --> 00:47:05,280 'PokerBaazi and Swiggy Instamart.' 921 00:47:05,360 --> 00:47:08,000 'Co-powered by Adani, and Jaquar Bath and Light.' 922 00:47:08,120 --> 00:47:11,080 'And partners, Rayzon Solar, ICICI Direct,' 923 00:47:11,200 --> 00:47:12,800 'Lenskart and Sofy.' 924 00:47:12,920 --> 00:47:15,840 [theme music playing] 925 00:47:29,760 --> 00:47:32,160 [theme music playing] 926 00:47:33,600 --> 00:47:36,240 Hello, Sharks! My name is Swati. 927 00:47:38,200 --> 00:47:41,480 And my brand is called Aseem by AseemShakti. 928 00:47:41,560 --> 00:47:45,080 Do you know what India's oldest fashion struggle is? 929 00:47:45,840 --> 00:47:47,840 - Draping a saree. - Of course. 930 00:47:48,600 --> 00:47:50,480 One person wants to drape a saree, 931 00:47:50,600 --> 00:47:52,120 but it becomes a two-person job. 932 00:47:52,280 --> 00:47:53,440 We rely on help from the husband, 933 00:47:53,480 --> 00:47:56,040 the neighbour, the beauty parlour lady. 934 00:47:57,240 --> 00:48:01,360 A saree makes an Indian independent woman dependant. 935 00:48:02,040 --> 00:48:04,400 Even if we manage to drape the saree, 936 00:48:04,480 --> 00:48:07,320 we worry that it might come undone. 937 00:48:08,000 --> 00:48:10,120 The stress of carrying the saree. 938 00:48:10,200 --> 00:48:12,600 If it comes undone, the worry of who will help drape it again 939 00:48:12,640 --> 00:48:13,840 adds to the tension. 940 00:48:14,000 --> 00:48:15,920 I hope I don’t trip over the petticoat, 941 00:48:16,000 --> 00:48:17,720 so where exactly should I place the safety pin? 942 00:48:17,760 --> 00:48:19,720 Tension! 943 00:48:19,840 --> 00:48:21,880 Tradition shouldn't bring tension. 944 00:48:21,960 --> 00:48:23,200 This stress is gone for now. 945 00:48:23,880 --> 00:48:27,320 Because I present to you Aseem by AseemShakti's 946 00:48:27,640 --> 00:48:29,680 - 15-second saree. - Oh wow! 947 00:48:40,800 --> 00:48:41,880 Our sarees 948 00:48:41,960 --> 00:48:44,960 are made depending on the customer's size and height 949 00:48:45,240 --> 00:48:46,640 so that it fits them perfectly. 950 00:48:53,600 --> 00:48:55,440 - Well done! - Super! 951 00:48:55,520 --> 00:48:56,680 Unbelievable! 952 00:48:56,800 --> 00:48:59,080 But what about my phone, keys, 953 00:48:59,160 --> 00:49:02,000 and the cheque I get from you? Where will I keep it? 954 00:49:02,640 --> 00:49:04,200 This is Aseem Saree. 955 00:49:04,480 --> 00:49:06,640 It has a magical pocket. 956 00:49:06,720 --> 00:49:09,040 Whoa! I love it! 957 00:49:09,120 --> 00:49:10,880 Game changer. 958 00:49:10,960 --> 00:49:11,760 Love it! 959 00:49:11,880 --> 00:49:14,320 - We need this. - I love it. 960 00:49:14,760 --> 00:49:16,200 There is a pocket in our saree, 961 00:49:16,440 --> 00:49:17,720 it is that powerful. 962 00:49:17,800 --> 00:49:19,680 Oh my! Love it! 963 00:49:19,840 --> 00:49:20,880 So, let's see 964 00:49:21,120 --> 00:49:22,480 what's in my pocket today. 965 00:49:24,240 --> 00:49:26,200 - Comb! - Oh my! 966 00:49:26,920 --> 00:49:27,920 Notepad. 967 00:49:28,280 --> 00:49:29,280 [chuckles] 968 00:49:30,240 --> 00:49:31,800 - Phone. - Oh my God! 969 00:49:31,920 --> 00:49:33,360 Bottomless pit. 970 00:49:33,520 --> 00:49:35,520 - Wallet. - Don't tell me! 971 00:49:35,600 --> 00:49:37,040 This is unbelievable. 972 00:49:37,680 --> 00:49:39,320 - Pepper spray. - What? 973 00:49:42,320 --> 00:49:44,080 - Lipstick! - Yay! Sugar! 974 00:49:45,720 --> 00:49:47,720 - Keys! - Oh my God! 975 00:49:48,800 --> 00:49:50,640 - Pen. - Pull our glasses. 976 00:49:51,800 --> 00:49:52,800 She will. 977 00:49:54,160 --> 00:49:55,160 Kohl! 978 00:49:55,720 --> 00:49:57,280 - Wow! - Love it. 979 00:49:57,440 --> 00:49:58,440 Pull out medicines. 980 00:49:59,000 --> 00:50:00,200 Medicines, it seems. 981 00:50:02,240 --> 00:50:03,520 That's all! 982 00:50:04,440 --> 00:50:06,480 Oh my God, I need to touch that pocket. 983 00:50:06,720 --> 00:50:09,240 Sorry, but it's crazy. 984 00:50:09,800 --> 00:50:11,320 As you can see, 985 00:50:11,680 --> 00:50:13,640 I don't have to carry a sling bag 986 00:50:13,760 --> 00:50:16,800 and ruin my saree's aesthetics. 987 00:50:16,840 --> 00:50:19,400 We started this in 2018. 988 00:50:19,880 --> 00:50:24,080 And gradually, we sold more than 10,000 sarees. 989 00:50:24,520 --> 00:50:26,080 And now, our goal 990 00:50:26,560 --> 00:50:28,520 is to bring the saree 991 00:50:28,640 --> 00:50:30,840 to every boardroom, dinner date, 992 00:50:30,960 --> 00:50:33,200 vacation, and festival around the world. 993 00:50:46,040 --> 00:50:46,880 Nice! 994 00:50:46,960 --> 00:50:49,560 Sharks, now, I would like to introduce you 995 00:50:49,640 --> 00:50:51,160 to the strength of Aseem, 996 00:50:51,240 --> 00:50:53,680 with whose hard work we've reached here. 997 00:50:53,840 --> 00:50:54,840 Purpose! 998 00:50:54,920 --> 00:50:56,440 [music playing] 999 00:50:59,200 --> 00:51:01,200 'We used to stay at home earlier.' 1000 00:51:01,280 --> 00:51:02,800 'We didn't have a job.' 1001 00:51:02,880 --> 00:51:05,000 'If we needed something, we used to ask our family.' 1002 00:51:05,120 --> 00:51:07,800 'Taking money from them means giving them an account of everything.' 1003 00:51:08,680 --> 00:51:09,800 'I am a single mother' 1004 00:51:09,880 --> 00:51:12,520 'and I needed a job.' 1005 00:51:13,200 --> 00:51:16,680 'I didn't know what to do when I was at home.' 1006 00:51:16,920 --> 00:51:20,400 'I used to ask for help from everyone with my mobile.' 1007 00:51:20,560 --> 00:51:21,800 'I used to do that.' 1008 00:51:22,680 --> 00:51:24,320 'Because of AseemShakti' 1009 00:51:24,400 --> 00:51:26,960 'I started extra-curricular activities for both my children.' 1010 00:51:27,040 --> 00:51:28,120 'One goes to learn cricket' 1011 00:51:28,200 --> 00:51:30,400 and one of them attends a dance class.' 1012 00:51:31,880 --> 00:51:35,360 'Now, we earn our money and spend it.' 1013 00:51:36,560 --> 00:51:39,400 'I enrolled my daughter in civil engineering.' 1014 00:51:39,480 --> 00:51:41,000 'She is in the USA now.' 1015 00:51:42,800 --> 00:51:44,360 'I can do anything now.' 1016 00:51:44,560 --> 00:51:46,440 'I know how to use my mobile phone now.' 1017 00:51:47,640 --> 00:51:49,360 'I transferred my child' 1018 00:51:49,480 --> 00:51:51,840 'from a government school to a private school.' 1019 00:51:52,240 --> 00:51:54,640 'I also pay for his tutor too.' 1020 00:51:55,320 --> 00:51:58,680 'My husband is doing things. It is his duty and he is doing it.' 1021 00:51:58,760 --> 00:52:02,760 'Now that I am earning, I want my children to learn more things.' 1022 00:52:02,920 --> 00:52:05,040 [music playing] 1023 00:52:06,640 --> 00:52:08,520 'It brings me joy to see that,' 1024 00:52:08,600 --> 00:52:12,120 'while they were once unable to meet their small needs,' 1025 00:52:12,240 --> 00:52:15,160 'they are now able to fulfil larger requirements at home.' 1026 00:52:15,240 --> 00:52:17,040 'They are paying their children's fees.' 1027 00:52:18,920 --> 00:52:21,280 'With AseemShakti, our vision' 1028 00:52:21,360 --> 00:52:25,120 'is to ensure that women become providers at home' 1029 00:52:25,240 --> 00:52:27,200 'and not just a nurturer.' 1030 00:52:27,400 --> 00:52:29,000 'AseemShakti means' 1031 00:52:29,080 --> 00:52:30,760 'recognise your power' 1032 00:52:30,840 --> 00:52:33,480 'and do what you think' 1033 00:52:33,640 --> 00:52:35,000 'and educated women can do.' 1034 00:52:35,400 --> 00:52:37,240 [music playing] 1035 00:52:38,840 --> 00:52:40,080 So, everyone! 1036 00:52:40,200 --> 00:52:43,200 Let's welcome, #teamaseem. 1037 00:52:43,320 --> 00:52:45,360 [music playing] 1038 00:52:50,160 --> 00:52:52,480 [music playing] 1039 00:52:54,720 --> 00:52:56,000 Oh wow! 1040 00:53:12,800 --> 00:53:14,080 Oh my! 1041 00:53:15,440 --> 00:53:16,680 Superb! 1042 00:53:16,760 --> 00:53:18,400 [music playing] 1043 00:53:20,760 --> 00:53:23,480 Oh my God! 1044 00:53:24,040 --> 00:53:25,280 Oh my God! 1045 00:53:25,360 --> 00:53:27,280 - Two for me. - Thank you! 1046 00:53:27,360 --> 00:53:29,080 Thank you so much! 1047 00:53:32,760 --> 00:53:34,120 Good one! 1048 00:53:40,520 --> 00:53:41,640 Bye! 1049 00:53:42,960 --> 00:53:45,560 - What a presentation! - Fantastic. 1050 00:53:46,280 --> 00:53:49,240 All right! Swati with a pocket, 1051 00:53:50,280 --> 00:53:51,720 tell me, 1052 00:53:52,120 --> 00:53:55,080 how did you start this business? 1053 00:53:55,840 --> 00:53:58,160 I started my career as a teacher 1054 00:53:58,360 --> 00:53:59,720 to the underprivileged youth. 1055 00:53:59,800 --> 00:54:01,720 I started teaching Spoken English. 1056 00:54:01,800 --> 00:54:03,600 I loved it. 1057 00:54:03,720 --> 00:54:06,600 Because what you teach them today, they use it the next day. 1058 00:54:06,680 --> 00:54:08,000 You get to see an instant impact. 1059 00:54:08,880 --> 00:54:11,080 After that, I had to study for UPSC. 1060 00:54:11,320 --> 00:54:14,960 And that is when I learnt about Self-Help Groups. 1061 00:54:22,160 --> 00:54:23,160 Who did you invite? 1062 00:54:23,320 --> 00:54:24,920 - Women in my neighbourhood. - Okay! 1063 00:54:25,000 --> 00:54:27,560 One of my relatives is a part of it. Her name is Pushpa. 1064 00:54:28,160 --> 00:54:29,640 I call them Pushpa and gang. 1065 00:54:29,720 --> 00:54:30,880 Did you invite them 1066 00:54:30,960 --> 00:54:33,360 because they were facing issues? 1067 00:54:33,560 --> 00:54:37,000 Yes! In lower-income families, money is the biggest problem. 1068 00:54:37,120 --> 00:54:39,360 - Right! - They are in financial stress. 1069 00:54:39,480 --> 00:54:40,520 One day, 1070 00:54:40,680 --> 00:54:42,440 I saw Pushpa and gang 1071 00:54:42,720 --> 00:54:44,400 having a great time on the street. 1072 00:54:44,480 --> 00:54:46,000 I was wondering why they were laughing. 1073 00:54:46,040 --> 00:54:47,840 There were bandages on their back. 1074 00:54:48,200 --> 00:54:49,440 I asked them, 1075 00:54:49,680 --> 00:54:51,360 'There are bandages. Why are you laughing?' 1076 00:54:51,360 --> 00:54:53,040 'Are you coming from a hospital? What happened?' 1077 00:54:53,080 --> 00:54:54,880 They told me 1078 00:54:55,280 --> 00:54:57,480 that they go for a cosmetic patch test. 1079 00:55:05,920 --> 00:55:07,600 The more risky it is, the more money they earn. 1080 00:55:07,640 --> 00:55:09,200 I felt it was dangerous. 1081 00:55:09,360 --> 00:55:12,360 One woman had burnt her ear. 1082 00:55:14,400 --> 00:55:17,880 When I thought about how they would stop doing this, 1083 00:55:18,000 --> 00:55:20,640 it all came down to their skills. 1084 00:55:20,760 --> 00:55:23,080 They know how to stitch and cook. 1085 00:55:23,200 --> 00:55:25,560 I felt that I couldn't run a food business, 1086 00:55:25,680 --> 00:55:27,840 so I thought, why not try something in fashion instead? 1087 00:55:28,120 --> 00:55:29,400 While I was still contemplating, 1088 00:55:29,480 --> 00:55:32,200 I saw the response of a survey was ready-to-wear saree. 1089 00:55:32,520 --> 00:55:33,880 Which year was this? 1090 00:55:34,320 --> 00:55:35,880 This was in 2017. 1091 00:55:36,000 --> 00:55:37,000 When did you launch this? 1092 00:55:37,040 --> 00:55:39,040 Our incorporation date 1093 00:55:39,120 --> 00:55:41,240 - is 18th January 2018. - Okay. 1094 00:55:41,360 --> 00:55:44,680 By October and November, I decided we would make ready-to-wear sarees. 1095 00:55:45,360 --> 00:55:47,680 One of our videos went viral in 2021. 1096 00:55:47,840 --> 00:55:50,440 That is where we started selling our saree. 1097 00:55:50,520 --> 00:55:52,920 Which video went viral? 1098 00:55:53,720 --> 00:55:55,120 This video went viral. 1099 00:55:55,360 --> 00:55:57,280 [music playing] 1100 00:55:58,600 --> 00:56:01,280 We chose her on purpose 1101 00:56:01,360 --> 00:56:02,960 - to show this is so easy. - So easy. Yes. 1102 00:56:03,000 --> 00:56:05,200 We met her the previous day on a local train. 1103 00:56:05,520 --> 00:56:07,640 - Oh! - We requested her to be in our video. 1104 00:56:07,720 --> 00:56:08,720 - Wow! - Nice. 1105 00:56:08,840 --> 00:56:10,360 You are resourceful. 1106 00:56:11,040 --> 00:56:13,760 After that, many more videos went viral. 1107 00:56:14,080 --> 00:56:17,960 Let's finish. Tell us about the remaining three years in three lines. 1108 00:56:18,400 --> 00:56:20,360 In 2021 and 2022 1109 00:56:20,440 --> 00:56:22,880 we were taking all the orders on WhatsApp and Instagram. 1110 00:56:23,000 --> 00:56:26,960 In 2023, we started a Shopify website. 1111 00:56:27,040 --> 00:56:28,040 Okay! 1112 00:56:28,040 --> 00:56:32,440 We slowly started Meta ads in June-July. 1113 00:56:32,600 --> 00:56:34,680 95% of sales come from our website. 1114 00:56:40,400 --> 00:56:42,000 Share your sales. 1115 00:56:42,440 --> 00:56:45,960 This year, from April to now, 1116 00:56:46,160 --> 00:56:48,960 we made Rs. 1.3 crores. 1117 00:56:49,480 --> 00:56:52,760 - Very good. - Last year, we did Rs. 65 lakhs. 1118 00:56:52,840 --> 00:56:56,000 The year before that, it was Rs. 22 lakhs. 1119 00:56:56,080 --> 00:56:58,480 - The one before that our revenue was Rs. 19 lakhs. - Got it. 1120 00:56:58,840 --> 00:57:01,480 Swati, along with this could you share the profit as well? 1121 00:57:01,560 --> 00:57:03,400 Our net profit is 20%. 1122 00:57:03,480 --> 00:57:04,920 How much were your sales last month? 1123 00:57:05,000 --> 00:57:06,360 More than Rs. 20 lakhs. 1124 00:57:06,800 --> 00:57:08,080 Last month was Rs. 20 lakhs? 1125 00:57:08,160 --> 00:57:11,040 - No! September was Rs. 20 lakhs. - In September it was Rs. 20 lakhs. 1126 00:57:11,200 --> 00:57:13,200 Last month was Rs. 28-Rs. 29 lakhs. 1127 00:57:13,840 --> 00:57:15,720 Okay! In Rs. 28 lakhs, 1128 00:57:15,840 --> 00:57:17,720 how much was your profit 1129 00:57:17,800 --> 00:57:19,640 and how much did you give these women? 1130 00:57:19,720 --> 00:57:22,400 Approximately, including women, 1131 00:57:22,640 --> 00:57:24,960 I think it was more than Rs. 4-Rs. 4.5 lakhs. 1132 00:57:26,040 --> 00:57:27,880 How much profit do we have? 1133 00:57:30,600 --> 00:57:31,720 She said Rs. 4 lakhs. 1134 00:57:32,000 --> 00:57:33,040 That was for September. 1135 00:57:33,800 --> 00:57:34,960 - Rs. 20 lakhs. - That's fine. 1136 00:57:35,080 --> 00:57:36,360 - It's okay! - It might be similar. 1137 00:57:36,400 --> 00:57:37,760 How much does one saree cost? 1138 00:57:38,480 --> 00:57:41,320 - The starting range is Rs. 3,100. - Oh! 1139 00:57:41,400 --> 00:57:44,360 And it goes up to Rs. 6,000 for now. 1140 00:57:44,440 --> 00:57:46,680 How many women do you work with? 1141 00:57:46,800 --> 00:57:48,160 There are 18 people in my unit. 1142 00:57:48,320 --> 00:57:50,680 I've also outsourced to an NGO. 1143 00:57:50,760 --> 00:57:53,080 There are a total of 17 women who do this. 1144 00:57:53,160 --> 00:57:56,560 - You are empowering around 35 women. - Yes. 1145 00:57:56,640 --> 00:57:59,840 You are enabling them. What is their income? 1146 00:58:00,160 --> 00:58:02,680 We give them Rs. 300 per saree. 1147 00:58:02,800 --> 00:58:05,000 The highest last month 1148 00:58:05,080 --> 00:58:07,120 was Rs. 44,000. 1149 00:58:07,600 --> 00:58:09,760 - The lowest was Rs. 24,000. - Not bad. 1150 00:58:09,840 --> 00:58:11,000 So average... 1151 00:58:11,160 --> 00:58:12,520 Rs. 30,000. 1152 00:58:13,320 --> 00:58:15,440 What is your vision for the next 2-3 years? 1153 00:58:15,960 --> 00:58:18,280 I want to make it a Rs. 100 crore company. 1154 00:58:18,560 --> 00:58:20,960 And with this workforce. 1155 00:58:21,320 --> 00:58:23,080 Are you the only one with equity in this company 1156 00:58:23,080 --> 00:58:24,520 or do they have a share? 1157 00:58:24,960 --> 00:58:26,880 No! Currently, it's a one-person company. 1158 00:58:33,640 --> 00:58:35,600 Suppose you earn a profit of Rs. 10 crores, 1159 00:58:36,480 --> 00:58:37,600 how will you distribute it? 1160 00:58:37,720 --> 00:58:39,040 Will you get it? 1161 00:58:39,240 --> 00:58:40,400 Yes, we will get it, 1162 00:58:40,800 --> 00:58:43,040 but women will get the dividends. 1163 00:58:51,600 --> 00:58:53,560 How much does that cost you? 1164 00:58:53,720 --> 00:58:56,000 Rs. 720 with GST. 1165 00:58:56,360 --> 00:58:59,280 You are buying a saree for Rs. 700 and paying them Rs. 300. 1166 00:58:59,360 --> 00:59:00,480 Is there an additional expense? 1167 00:59:00,480 --> 00:59:03,040 - Why are you selling it for Rs. 3,000? - We have to. 1168 00:59:03,120 --> 00:59:04,880 The cost of running a business is high 1169 00:59:05,000 --> 00:59:07,840 because we have a rented unit in Mumbai. 1170 00:59:07,920 --> 00:59:10,560 But we are headed in the direction to lower the prices. 1171 00:59:10,760 --> 00:59:12,560 You are missing a few costs 1172 00:59:12,760 --> 00:59:15,800 which you either don't remember or you haven't understood. 1173 00:59:16,440 --> 00:59:18,200 Numbers are very important, Swati, 1174 00:59:19,280 --> 00:59:20,120 for an entrepreneur. 1175 00:59:20,200 --> 00:59:22,720 For you to scale, 1176 00:59:22,800 --> 00:59:25,200 you need to focus on execution 1177 00:59:25,760 --> 00:59:28,320 - where numbers are very critical. - Hmm! 1178 00:59:28,440 --> 00:59:30,800 You don't always need to ask for investment. 1179 00:59:31,320 --> 00:59:33,240 Because when an investor comes, 1180 00:59:38,920 --> 00:59:39,760 Understood? 1181 00:59:39,840 --> 00:59:41,920 You need to make yourself investor-ready. 1182 00:59:42,160 --> 00:59:44,520 We will meet again. But for today, I am out. 1183 00:59:47,040 --> 00:59:50,000 Somewhere, I feel you are not clear. 1184 00:59:51,640 --> 00:59:55,240 You started with issues faced by these women. 1185 01:00:01,640 --> 01:00:03,720 And I think both can exist, 1186 01:00:03,840 --> 01:00:06,520 but I somehow feel you don't have the clarity 1187 01:00:06,720 --> 01:00:11,240 about generating a certain amount of income for these many women 1188 01:00:11,360 --> 01:00:12,600 by a certain period. 1189 01:00:14,040 --> 01:00:15,680 I am out because of this confusion. 1190 01:00:18,080 --> 01:00:19,960 Swati, I disagree with Peyush. 1191 01:00:20,040 --> 01:00:22,560 There is one thing you have a lot of clarity in 1192 01:00:22,840 --> 01:00:25,520 - and that is what you want to do for your Self-Help Group. - Yeah. 1193 01:00:25,680 --> 01:00:29,320 That clarity of purpose, that whatever you do 1194 01:00:29,400 --> 01:00:31,520 will be for the upliftment of Pushpa and gang. 1195 01:00:31,640 --> 01:00:35,320 You want that gang to keep growing and their income goes up. 1196 01:00:35,480 --> 01:00:37,240 I think that vision of yours 1197 01:00:37,440 --> 01:00:38,560 is crystal clear. 1198 01:00:38,800 --> 01:00:41,000 - Everyone in India knows. - Everything can be learnt. 1199 01:00:41,120 --> 01:00:43,080 I didn't know much about business. 1200 01:00:43,160 --> 01:00:44,720 I have come so far 1201 01:00:44,800 --> 01:00:47,920 by learning everything. So, I didn't get the time to learn finance. 1202 01:00:48,120 --> 01:00:50,360 Correct! I think the challenge 1203 01:00:50,440 --> 01:00:53,480 your business faces is value to the consumer 1204 01:00:53,560 --> 01:00:56,040 is not 4 times that of a regular saree. 1205 01:00:57,720 --> 01:01:01,480 We will need to think a bit more from the consumer's perspective. 1206 01:01:01,560 --> 01:01:03,480 Either you'll have to go for backward integration 1207 01:01:15,720 --> 01:01:20,600 Swati, your purpose behind this business is very noble. 1208 01:01:20,680 --> 01:01:21,960 You've done a great job. 1209 01:01:22,320 --> 01:01:23,720 You should be very proud. 1210 01:01:23,800 --> 01:01:27,080 But the level of sophistication in our current execution 1211 01:01:27,520 --> 01:01:30,360 doesn't seem high to me. 1212 01:01:31,640 --> 01:01:33,680 Processes, systems, 1213 01:01:34,000 --> 01:01:36,080 MIS, financials, 1214 01:01:36,160 --> 01:01:37,360 scalability, 1215 01:01:37,440 --> 01:01:38,720 these things 1216 01:01:38,800 --> 01:01:41,880 are important attributes to make a business big. 1217 01:01:43,240 --> 01:01:46,400 I don't see those building blocks and foundations. 1218 01:01:51,720 --> 01:01:53,240 [dramatic music playing] 1219 01:01:56,600 --> 01:01:58,240 How does it feel that four Sharks are out? 1220 01:01:58,360 --> 01:01:59,520 - Why are they out? - I am upset. 1221 01:01:59,520 --> 01:02:00,720 You are upset? Don't be. 1222 01:02:01,120 --> 01:02:03,240 - The biggest Shark is yet to speak. - Oh, nice. 1223 01:02:04,520 --> 01:02:07,160 I think you have clarity. 1224 01:02:07,440 --> 01:02:09,280 There is honesty and transparency too. 1225 01:02:09,400 --> 01:02:11,040 I understood that you memorised 1226 01:02:11,120 --> 01:02:13,800 what you didn't know. 1227 01:02:13,880 --> 01:02:15,000 But other than that, 1228 01:02:15,280 --> 01:02:18,760 finance and numbers are your weaknesses. 1229 01:02:19,360 --> 01:02:22,360 But do you know what your infinite power is? 1230 01:02:22,680 --> 01:02:24,120 You want to help people 1231 01:02:24,400 --> 01:02:27,640 and you know how to build a community of people 1232 01:02:27,760 --> 01:02:32,520 and motivate them to move forward. 1233 01:02:32,960 --> 01:02:35,880 We have an initiative 1234 01:02:35,960 --> 01:02:37,960 called Shaadi.org, 1235 01:02:38,320 --> 01:02:39,760 and it has one clear objective 1236 01:02:40,000 --> 01:02:41,720 and that is to bring women back to work. 1237 01:02:41,880 --> 01:02:44,680 And give employment to those who don't have a job. 1238 01:02:44,840 --> 01:02:45,680 - Hmm! - Right! 1239 01:02:45,800 --> 01:02:49,240 You are struggling with marketing and finance. 1240 01:02:49,320 --> 01:02:52,880 We will hire a marketing and a finance person 1241 01:02:53,000 --> 01:02:54,800 - to work with you. - Okay. 1242 01:02:54,880 --> 01:02:56,360 They will focus solely on these tasks. 1243 01:03:04,440 --> 01:03:06,280 I want to treat you as a businesswoman, 1244 01:03:06,400 --> 01:03:07,440 so I'll make you an offer. 1245 01:03:15,840 --> 01:03:17,120 There is a lot of work pending. 1246 01:03:17,920 --> 01:03:20,320 And I think it's fair. 1247 01:03:23,960 --> 01:03:25,080 - Deal accepted. - All right! 1248 01:03:30,120 --> 01:03:31,240 [laughing] 1249 01:03:32,880 --> 01:03:33,880 Oh nice. 1250 01:03:33,920 --> 01:03:34,960 Super! 1251 01:03:35,480 --> 01:03:37,600 If you had given them earlier, you would've received more offers. 1252 01:03:37,640 --> 01:03:38,880 - Which one? - This pink one is for you. 1253 01:03:38,920 --> 01:03:41,200 - For your size. - That's lovely! Thank you so much. 1254 01:03:41,480 --> 01:03:43,360 This one? It's beautiful. 1255 01:03:43,480 --> 01:03:44,680 Thank you! 1256 01:03:44,920 --> 01:03:46,800 - Take any. - All of it is his. 1257 01:03:47,720 --> 01:03:49,240 Yes, all the sarees are ours. 1258 01:03:49,360 --> 01:03:50,480 Give one to Peyush. 1259 01:03:52,280 --> 01:03:54,080 Thank you! Best of luck. 1260 01:03:54,160 --> 01:03:57,760 I advertise your glasses, you advertise the saree. 1261 01:04:01,400 --> 01:04:04,240 Oh God! This is what I was left to see. 1262 01:04:04,480 --> 01:04:05,760 Don't worry, the world will see. 1263 01:04:06,840 --> 01:04:08,680 - Yes, now. - Okay. 1264 01:04:08,880 --> 01:04:11,800 - Now that you are wearing it, click a photo. - Wow! 1265 01:04:12,760 --> 01:04:13,760 Wow! 1266 01:04:13,840 --> 01:04:16,400 - Do I have to change my walk or is this fine? - AseemShakti! 1267 01:04:16,560 --> 01:04:17,880 - Oh God! - Here! 1268 01:04:19,800 --> 01:04:21,080 [camera shutter clicks] 1269 01:04:21,160 --> 01:04:23,480 So lovely! I love it! 1270 01:04:23,680 --> 01:04:25,760 - AseemShakti! - All hail! 1271 01:04:25,840 --> 01:04:27,200 [laughing] 1272 01:04:27,280 --> 01:04:29,400 - What are they doing? - What should a leader be like? 1273 01:04:29,520 --> 01:04:30,520 Like Swati! 1274 01:04:30,600 --> 01:04:32,440 She should be like Swati with a pocket. 1275 01:04:33,000 --> 01:04:35,160 - Thank you so much. I am so happy. - We will be in touch. 1276 01:04:35,200 --> 01:04:36,320 - Yes! - Super! 1277 01:04:36,400 --> 01:04:38,200 - Congratulations! Well done! - All the best! 1278 01:04:38,640 --> 01:04:41,760 - You look gorgeous, Anupam. Gorgeous! - Yeah! 1279 01:04:43,800 --> 01:04:46,600 But I must compliment you. You are a great sport. 1280 01:04:47,720 --> 01:04:48,880 Thank you, brother. 1281 01:04:50,680 --> 01:04:52,360 - Hello, Swati. - Hi. 1282 01:04:52,480 --> 01:04:55,440 Welcome to the PokerBaazi zone, where you hold the cards. 1283 01:04:58,480 --> 01:05:01,440 It has competition, risk and numbers. 1284 01:05:01,640 --> 01:05:03,480 The community cards of Poker 1285 01:05:30,840 --> 01:05:33,920 I would call them only for a couple of hours, at first. 1286 01:05:34,320 --> 01:05:36,720 - Okay. - Then I increased it to three hours and then four hours. 1287 01:05:36,720 --> 01:05:39,040 - So that they get used to staying outside the house. - Hmm. 1288 01:05:39,080 --> 01:05:41,480 The first difficulty was to make them sit in one place. 1289 01:05:41,600 --> 01:05:43,160 I took it slow 1290 01:05:43,280 --> 01:05:44,800 and tackled it in the beginning. 1291 01:05:44,880 --> 01:05:47,000 It's actually a very huge business skill 1292 01:05:47,080 --> 01:05:48,520 that you make a small request 1293 01:05:48,600 --> 01:05:50,320 and continue to bigger requests. 1294 01:05:50,440 --> 01:05:52,640 - That's what you've done. - Thank you for educating me. 1295 01:06:17,080 --> 01:06:19,920 Guys, Swati used her strategy brilliantly. 1296 01:06:20,000 --> 01:06:21,320 If you are also a wizard 1297 01:06:21,400 --> 01:06:22,720 with your skills and strategies 1298 01:06:22,840 --> 01:06:24,040 then log on to PokerBaazi 1299 01:06:24,120 --> 01:06:25,440 and draw your winning hand. 1300 01:06:25,520 --> 01:06:26,720 Download the app now. 1301 01:06:26,960 --> 01:06:30,560 'Bringing Good Ideas To Life.' 1302 01:06:32,000 --> 01:06:34,440 Jaquar presents 'Bringing Good Ideas To Life.' 1303 01:06:34,560 --> 01:06:36,440 The pitchers who have come to Shark Tank 1304 01:06:36,560 --> 01:06:37,960 have got some brilliant ideas. 1305 01:06:38,080 --> 01:06:39,880 Not only that, but they are going to create 1306 01:06:40,120 --> 01:06:42,040 a huge ripple effect in our society. 1307 01:06:42,160 --> 01:06:45,040 Be it changing through new innovations 1308 01:06:45,240 --> 01:06:47,720 or empowering the local and artist communities 1309 01:06:47,800 --> 01:06:49,080 through their skills, 1310 01:06:49,160 --> 01:06:51,120 every pitcher has done something different. 1311 01:06:51,200 --> 01:06:53,360 I know you have not missed anything, 1312 01:06:53,440 --> 01:06:55,800 but it's necessary to refresh your memory, right? 1313 01:06:56,080 --> 01:06:57,520 Okay? So, let's have a look. 1314 01:06:57,600 --> 01:06:59,320 [upbeat music playing] 1315 01:07:01,760 --> 01:07:04,280 'We have come from Mumbai with a mission.' 1316 01:07:04,840 --> 01:07:07,880 'To renovate the country's ancient heritage.' 1317 01:07:08,080 --> 01:07:10,120 - 'The Vikram Sarabhai Library at IIM - Yes.' 1318 01:07:10,200 --> 01:07:11,200 'has been restored by us.' 1319 01:07:11,240 --> 01:07:13,720 'We even got a UNESCO award for it.' 1320 01:07:13,800 --> 01:07:16,000 'Now it feels like our country' 1321 01:07:16,080 --> 01:07:18,040 'has an amazing opera house.' 1322 01:07:18,120 --> 01:07:19,760 'Fupro' is a healthcare brand.' 1323 01:07:19,880 --> 01:07:21,960 'and through its ground-breaking research' 1324 01:07:22,040 --> 01:07:23,160 'and innovation' 1325 01:07:23,280 --> 01:07:26,160 'we manufacture high-quality and affordable prosthetics.' 1326 01:07:26,840 --> 01:07:28,520 'I really like you guys.' 1327 01:07:29,280 --> 01:07:32,320 'You have made innovations in everything.' 1328 01:07:32,680 --> 01:07:34,880 'You will find art forms like Madhubani,' 1329 01:07:34,960 --> 01:07:35,840 'Kalamkari,' 1330 01:07:35,920 --> 01:07:37,880 'and Pattachitra.' 1331 01:07:37,960 --> 01:07:39,000 'Through which' 1332 01:07:39,080 --> 01:07:41,560 'we promote regional artists' 1333 01:07:41,640 --> 01:07:43,880 'and create a social impact.' 1334 01:07:44,400 --> 01:07:45,400 'Oh, this is good.' 1335 01:07:45,480 --> 01:07:47,240 'Very pretty work on mine.' 1336 01:07:47,360 --> 01:07:50,240 'Ai.gnosis is an AI-based eco-system.' 1337 01:07:50,320 --> 01:07:52,640 'It doesn't stop at detecting the problem in the child' 1338 01:07:52,720 --> 01:07:54,520 'but also provides' 1339 01:07:54,600 --> 01:07:56,440 'expert consultation and therapies.' 1340 01:07:56,560 --> 01:07:58,680 'The government should award you if this gets solved.' 1341 01:07:59,360 --> 01:08:00,920 'The vision that both of us have from here is' 1342 01:08:00,960 --> 01:08:02,880 'if we bring up Indian culture a little more' 1343 01:08:03,040 --> 01:08:05,360 'then we can create 100 Marvels and 100 DCs.' 1344 01:08:05,480 --> 01:08:07,360 'This could be a game changer.' 1345 01:08:08,760 --> 01:08:11,160 'Patch up is not just a small sticker.' 1346 01:08:11,320 --> 01:08:12,600 'This is a mission' 1347 01:08:12,680 --> 01:08:14,240 'to give all the Indians' 1348 01:08:14,320 --> 01:08:16,960 'zero additives supplements.' 1349 01:08:17,040 --> 01:08:19,440 'It feels nice. It feels like a premium product. Feels good.' 1350 01:08:19,520 --> 01:08:22,080 'Is your speed of movement a little slow?' 1351 01:08:22,720 --> 01:08:24,480 - 'Am I right or am I wrong? - You're wrong.' 1352 01:08:26,800 --> 01:08:28,080 - 'Do you have the speed? - Yes.' 1353 01:08:28,080 --> 01:08:28,760 'Will you move ahead?' 1354 01:08:28,840 --> 01:08:30,600 - 'Yes. - I'll give you an offer, will you close it?' 1355 01:08:30,640 --> 01:08:32,120 'Yes.' 1356 01:08:32,200 --> 01:08:33,920 'Listen to him, at least.' 1357 01:08:34,000 --> 01:08:36,760 'Make a quick decision. 60 lakhs at two per cent.' 1358 01:08:36,960 --> 01:08:40,000 'The offer is straight. 7.25 crores for 10 per cent.' 1359 01:08:41,080 --> 01:08:43,880 'I will offer you 50 lakhs for 1 per cent.' 1360 01:08:44,200 --> 01:08:46,040 'I'll give you what you asked for, that is 50.' 1361 01:08:46,600 --> 01:08:48,120 'I'll also make you an offer.' 1362 01:08:48,240 --> 01:08:49,480 'It's the same offer.' 1363 01:08:52,240 --> 01:08:54,960 All the pitchers have proven one thing. 1364 01:08:55,040 --> 01:08:58,280 Made in India, for the world, like Jaquar. 1365 01:08:59,760 --> 01:09:02,840 'Ask the Shark' 1366 01:09:07,240 --> 01:09:10,640 We have the founder and CEO of People Group, Anupam. 1367 01:09:14,160 --> 01:09:16,080 The question is from Akshat Jain. 1368 01:09:16,240 --> 01:09:17,920 He's 28 years old from Kota. 1369 01:09:33,560 --> 01:09:34,560 - Hmm. - Because 1370 01:09:34,960 --> 01:09:37,160 - there are certain things you can't tell anyone. - Hmm. 1371 01:09:37,760 --> 01:09:40,040 Things which only a co-founder can understand. 1372 01:09:40,160 --> 01:09:41,600 But it is what it is. 1373 01:09:41,680 --> 01:09:43,720 Because I've become more self-reliant. 1374 01:09:43,840 --> 01:09:46,320 I've had to develop every muscle. 1375 01:09:46,400 --> 01:09:48,000 And I think it's made me stronger. 1376 01:09:48,120 --> 01:09:49,920 Education has now become life-long. 1377 01:09:50,080 --> 01:09:51,440 Technology 1378 01:10:28,640 --> 01:10:30,040 See you at the next 'Ask the Shark' 1379 01:10:30,120 --> 01:10:32,120 with a new Shark and a new question.